May 2019 Material Handling Wholesaler

An Employee-Owned Specialty Publications International, Inc. Magazine

www.MHWmag.com

May 2019

E IN aler S I T les ER ADVHandling Who

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MAY 2019 • VOL. 40 NO. 5

24 |

Sales Trends

Jeffrey Gitomer

Are you a social sales pacesetter?

Or are you losing business to one?

Dean Millius General Manager/Publisher Alva Coffman Account Executive

dmillius@MHWmag.com acoffman@MHWmag.com

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

Stock photos provided by MEHDA.

Industry News

COVER STORY

26 Nuts & Bolts

4 | SET THE STAGE FOR WHAT'S NEXT MHEDA

ADVERTISING CALL 877.638.6190

Reader Resources 30 Classifieds

COLUMNS

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

37 New Products

39 Source Directory 42 Advertiser's Index

10 | Aftermarket Dave Baiocchi

16 | Bottom Line Garry Bartecki Potential Market Changes

20 | Human Element Caliper Corp.

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In the next issue...

Managing technological change

How promoting employee happiness benefits everyone

ur ko ra c o e !

Ch site f age P b we Spec w ne

28 Shifting Gears

We will look at a variety of safety aspects to keep your employees and customers safe. The ITA Forklift Safety Day is just around the corner and we will ask ITA officials what this years day will entail for the Industry.

SUBSCRIBE ONLINE AT:

www.MHWmag.com Material Handling Wholesaler, P. O. Box 725, Dubuque, IA 52004-0725 Toll-free: 877.638.6190 Phone:563.557.4495 Fax: 563.557.4499

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May 2019

3

KEYNOTE PRESENTATION IT’S YOUR SHIP: ACHIEVING BREAKTHROUGH PERFORMANCE

2019 CONVENTION & EXHIBITOR SHOWCASE If “All the world’s a stage” does your material handling organization have the right people in the right roles to generate memorable performances? Do your customers have a distinct reason to do business with you? What are the defining trends that will impact you both professionally and personally?

Business is changing faster than ever before. New generations are a bigger part of your team and customer base. Recruiting and retaining quality talent is crucial to move forward. Digital marketing, automation and new technology continue to dominate the conversation.

Effectively managing taxes and vendor relationships gives you that extra edge.

Make plans now to attend MHEDA’s 2019 Annual Convention this spring at the beautiful JW Marriott Desert Ridge Resort in Phoenix, Arizona. We’ve designed an exciting agenda filled with programs and presenters to help your business succeed.

When you are not busy learning and networking, plan on taking some time to enjoy Phoenix’s perpetual sunshine, serene desert gardens, one-of-akind museums and award-winning dining. Make sure these can’t-miss spots are on your Phoenix to-do list: Camelback Mountain, Musical Instrument Museum, Desert Botanical Garden, Heard Museum and Old Town Scottsdale.

Register today and make sure your business has the tools to “Set the Stage for What’s Next!”

4

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May 2019

When Mike Abrashoff took command of the USS Benfold, morale was low, turnover was high and the ship’s performance ranked near the bottom of the Pacific Fleet. Just twelve months later Benfold was ranked #1 – using the very same crew. The lesson was clear: leadership matters. This inspiring session will provide you with practical and usable ways to take organizational performance to new heights. Presented by Michael Abrashoff, Former Commander, USS Benfold and Author of “It’s Your Ship” on Monday, May 6th from 8:30 am – 9:30 am GENERAL SESSIONS ECONOMIC OUTLOOK: THE 2020-2023 BUSINESS CYCLE Barring more international turmoil resulting from trade adjustments, we should be seeing positive leading indicators pointing to stronger growth by the time we exit 2019. We will look at which ones to focus on and just how good the rising trend might be. We are in a period of prosperity but that doesn’t mean it is without bouts of cyclical decline. Planning and timing the cycle will help you increase profitability. Presented by Brian Beaulieu, CEO, ITR Economics on Monday, May 6th from 1:30 pm – 2:30 pm RECRUIT AND RETAIN THE NEXT GENERATION OF LEADERS By 2020, more than 50% of your consumer and employee base will be people aged 28 - 40 years old. What that means for us is that the time is now to ensure our team has the skills and strategies to effectively communicate, motivate, engage and sell our products, services, and business to this significant demographic. Ryan Avery dives right in and shares the top strategies on how to recruit and retain the next generation of leaders. Presented by Ryan Avery, Keynote Speaker, AveryToday, Inc. on Tuesday, May 7th from 8:45 am – 10:00 am

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www.MHWmag.com

May 2019

5

Cover Story STRESS-PROOF YOUR BRAIN Stress-Proof Your Brain will help you understand what happens to your brain and cognitive function during and after stress. This comprehension will help you hone in on how it’s affecting your performance, both professionally as well as personally. You will be able to stay focused, make strategic decisions, have sound judgment and not be a victim of anxiety in the face of stress. In the process, you will also improve your energy, fitness, sleep and resiliency. Presented by Jenny Evans, CEO, PowerHouse Performance, on Tuesday, May 7th from 12:30 pm – 1:30 pm EXHIBITOR SHOWCASE The Exhibitor Showcase features over 90 companies who provide products and solutions for material handling distributors. You are invited to walk the show floor to network with exhibitors and learn how they can help your company succeed and better serve your customers. We encourage you to take the

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

time to review the list of exhibiting companies so you can plan on visiting those booths. It’s a great way to enhance your convention experience on a personal and professional level.

WORKSHOPS GO FROM A TO THE®: STOP BEING A LEADER. START BEING THE LEADER Today’s consumers, employees and followers want THE product, THE solution and THE leader to follow. Attend this session and gain communication methods top leaders use to persuade, engage, and retain top talent and customers. Also learn storytelling strategies that masterfully allow leaders to connect across diverse generations and cultures. Presented by Ryan Avery, Keynote Speaker, AveryToday, Inc. AUTOMATION SOLUTIONS INSIGHTS This session will review the Automated Solutions your customers are demanding. Vision, strategies and technological tactics will be covered, giving you insights to automation tools for delivering superior fulfillment services as a competitive advantage. We’ll place an emphasis on real-world examples as well as audience Q&A. You’ll come away with actionable ideas and discover avenues for operational efficiency.

Presented by David Schwebel, Vice President of Business Development and Market Intelligence, Swisslog Logistics DIGITAL MARKETING HACKS TO GROW YOUR BUSINESS What are the insider tips and techniques the world’s best digital marketers use to grow their sales and revenues? Learn consumer behavior secrets to improve your digital marketing click-through rate by 5% or more; increase the open rate on your e-newsletters by up to 20% and improve the conversion rate on your landing pages by 10% or more. Presented by Jamie Turner, CEO, SIXTY

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

WWW.HKEQUIPMENT.COM 800.708.9765 | 412.490.5311 6

www.MHWmag.com

May 2019

YOUR TAX BILL IS TOO HIGH: STRATEGIES FOR REDUCING YOUR CORPORATE AND INDIVIDUAL TAX EXPENSES Minimizing your tax expense will free up capital to invest, hire, save and help you grow your business.

**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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2010 TOYOTA 7BPUE15

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2006 Genie S40, 500 lbs., Diesel

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2007 Genie Z45/25, 500 lbs., Diesel, 45’

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

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2012 JCB 940, 8,000 lbs., Diesel Fuel

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www.MHWmag.com

May 2019

7

Cover Story The recent tax reform legislation is one of the largest changes to the tax code in a while. You don’t need to be a financial expert to understand, you just need to know the right questions to ask your accountant.

Presented by Gene Marks, Business Columnist and Owner of Marks Group PC TECH 2019: THE LATEST TECHNOLOGIES, TRENDS, SERVICES AND TOOLS EVERY BUSINESS NEEDS TO KNOW Learn how smart business owners are increasing revenues from their existing customers using customer relationship management technology; reducing exposure to data breaches and other losses by selecting and implementing the right security applications; and improving employee productivity with the latest collaboration and communication tools. Presented by Gene Marks, Business Columnist and Owner of Marks Group PC MEMBER PANEL: IMPROVING MANUFACTURERDISTRIBUTOR RELATIONSHIPS Maintaining the symbiotic relationship between the manufacturer and distributor is critical to meet the demands of the end-user. Hear from MHEDA Members who will discuss this vital partnership, methods of effective communication and how efficient processes will create win-win solutions to deliver world class customer service and the achievement of mutual success.

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May 2019

Without the ability to truly differentiate in the eyes of the customer, companies will be forced to compete on price, delivery, and terms…all components of being a commodity. There is a better (and much more profitable) way to operate in this Customer Economy…become CUSTOMER OBSESSED. Learn how some of the most successful companies in the world are reaping the rewards from this strategy.

Presented by Blaine Millet, President, WOM10 MAXIMIZING THE VALUE OF YOUR BUSINESS Whether you are contemplating a transition or simply want to learn how to increase the value of your company, this presentation will serve as a guide to help you know your options. Review current market conditions and the importance of running your company with a seller’s mindset, regardless of whether or not you plan to sell. Look at drivers that impact the value of your business and the types of exits to consider based on your goals. Presented by Will Burnett, Managing Director and Jessica Borowy, Vice President; Owner Resource Group ABOUT THE HOTEL This resort welcomes business travelers with an array of premium amenities and friendly service. Take advantage of the five sparkling pools, lazy river, waterslide, and on-site fitness facility. Revive Spa provides a tranquil respite from a busy day, and the golf club welcomes you to test your swing on two championship courses. The hotel has a dining option for nearly every craving, from casual poolside fare to fine dining.

All of the resort guest rooms boast lovely views through oversized windows, pampering bedding, plush robes and luxury amenities. Some rooms offer private walk-out balconies with striking mountain, pool or golf club views. Explore Scottsdale, Cave Creek, and Desert Ridge Marketplace during your stay at this multiple award-winning resort in northern Phoenix, AZ. The hotel is located approximately 20 miles from the Phoenix Sky Harbor International Airport.

To learn more about MHEDA’s convention, visit www.mheda.org/convention2019 or call 847-680-3500

www.MHWmag.com

May 2019

9

Aftermarket Dave Baiocchi

Managing technological change It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change. – Charles Darwin During my time as a dealer principal, one of my most prodigious challenges was managing change. As a rule, most of us would rather not deal with change.

If you have some tried and true methods and “best practices” in place that are efficient and profitable, why change what’s already working? Conventional wisdom says if it ain’t broke, don’t fix it.

Circumstances however have conspired to make this aphorism irrelevant. The drivers of change in our business are moving so fast, that existing SOP’s are almost obsolete the day they are adopted! In order to keep pace, manual processes have to be constantly updated in order to leverage technology to our best advantage.

Resonant Dealer Services

TIRED OF UNPROFITABLE PM’S? IT DOESN’T HAVE TO BE THIS WAY. CALL ME FOR STRATEGIES ON HOW TO STOP THE PM PRICE WAR!

DAVE BAIOCCHI

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May 2019

Trying to manage a tsunami of technology is akin to trying to control floodwaters. Back in 1997 we had severe flooding across many rivers in our state. During these storms the Lake Don Pedro dam overflowed and what came as a result is salient to the idea I want to share. Recently I viewed a video clip from the Turlock Irrigation District that showed the dramatic force of the water as the flood gates were opened to relieve pressure on the dam. As a result of the extra volume of flood water, the river was behaving differently. The normally lazy and docile river was churning and rumbling, complete with rapids. The interesting part to me was realizing that I was not actually watching the existing river, but rather a new path that the immense volume of overflow water had cut into the countryside. A new path was created that looked very similar to the old river, but with more energy and excitement.

In the same way, our current flood of technology is changing the landscape. Ignoring the flood and discounting its effects is tantamount to simply “hoping” that you can remain profitable using your existing processes. The truth however, is that this new landscape is now filled with possibilities that didn’t even exist before the flood. While we hunker down and keep doing the same old things, with the same old tools, competitors who have abandoned the old waterway find new ways to attract customers along the newly excavated riverbed. If you refuse to embrace the opportunities created by these events, you may find yourself scrambling the keep the customers you have, let alone forge new client relationships.

With so much investment on the line, and so many tools to choose from, integrating new processes can be a daunting proposition. Are there ways to scale and control the implementation of technology so that the right decisions are made, the costs are metered, and the benefits measured and exploited?

Here are a few ideas: None of us are a smart as all of us First of all, managing change in this hurricane of technology cannot be a “top-down” proposition.

Everyone on the team has to take an active role,

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May 2019

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Aftermarket and it has to include more than just handing out assignments for implementation. Remember that your team members are the ones CLOSEST to the existing process. Giving them access and input to the decisionmaking process will help them to not only understand the new processes, but actively promote the changes within the individual departments.

Leveraging industry knowledge Use resources like MHEDA, MHI and your own OEM’s to find other dealers of similar size and complexity that have updated technology successfully.

Learn from their mistakes and get advice that can help you gain the efficiencies you expect.

Stepped rollout Do you have multiple branches, product lines, or even companies? Can you carve out one branch to run a beta-test on new technology to shake out any unforeseen obstacles along the way? This may cause some short-term internal accounting issues, but before you try and take your entire ship down the river, perhaps a scouting mission with a smaller craft can discover an easier, and more effective path. Find ways

to break up the deployment so that it’s processes can be assimilated and maximized early on.

Well communicated goals Team members engaging new technology are bound to be resistant. The worst thing that can happen is the lack of clear guiding principles and well communicated short, medium- and long-term goals.

Post these items conspicuously during the deployment.

Give everyone a target to shoot for, and track and display the progress along the way.

Without these measures in place, the project can easily devolve, and cancerous negative forces can exponentially multiply. Most resistance is born in a lack of understanding, or initial buy-in. That is why it is ultimately important to secure strong buyin during the DESIGN phase. Trying to get it in the deployment stage is nearly impossible. Before you know it, you have team members working “around” the system to try and return (as closely as possible) to the prior way of doing things.

Enforcement Your leadership has to be single minded in this regard: “This is the new way”. Lack of enforcement (especially with branch operations, and remote technicians) can be a project liability. Use a reporting mechanism for middle management to govern this process. Hold and plainly document as many status meetings as are necessary to call out departures from the “new way” and stress the importance of embracing the tools that you have paid for.

Encouragement The counterweight to enforcement is encouragement. Managing change is managing people.

They need to be communicated with, and they MUST believe that you are as dedicated to the new course as they are. Find people doing something RIGHT, and celebrate it. Incentives also work well, but you would be surprised how well a little encouragement and dialogue greases the wheel (especially from the senior management).

Remember that the goal of change is to allow more capacity for growth, and improved service to your clients. Whether its wireless billing, inventory systems, cloud-based computing, GPS tracking, telematics, fleet management, or a full-blown business system,

12

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May 2019

Stop by booth #501 at MHEDA and learn more about TVH.

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May 2019

13

Aftermarket the changes made must facilitate and promote new offerings, and expanded options for customers.

dealership operates and embrace these changes, or things will be changed for you. Being able to choose the timing of new designs and implementation yourself, is always more comfortable than the alternative.

People constantly change. We all change. Clients change. Suppliers change. The world changes. Why do you think Wal-Mart, Costco and Amazon came to be the size they are today? Did they create one business model at the beginning, and then they stay with that model until now? No. When the market changed- they changed. Our clients are on the hunt for something different, efficient, dynamic and effective. Either you must change the way your

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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May 2019

UNIT

YEAR MODEL

MAST

IC CUSHIONS 21466 21329 21219 21560 21557

2001 2015 2011 2000 2014

CAT GC20 Hyster S40FT Komatsu FG20ST-16 Mitsubishi FGC25K Yale GLC50LX

IC BIG CUSHIONS 21541 20050 21742 20565

2000 2005 2011 2011

Cat GC40KSTR Hyster S80XM Hyster S80FT BCS Yale GLC120VX

IC PNEUMATICS 21444 21640 20400 20630 21365

2017 1999 2007 2012 2007

Baoli KBG35 Clark CGP25 Doosan G25E-5 Hyster H50FT Yale GLP050VX

IC BIG PNEUMATICS 20426 21153 21041

2010 Hyster H155FT 2011 Hyster H155FT 2013 Yale GDP190VX

2008 Toyota 8TB50

VNA ARTICULATING

21740C Bendi B45AC/ 20650 2006 Crown 40TSTN

MISCELLANOUS

21392 21310 21556 21614

2011 2014 2011 2004

Genie AWP30SAC Hubtex DQ30 / JLG X550AJ Palfinger CR50X

PNEUMATIC ELECTRICS

21678 21679 21127 18969

2013 2013 2010 2010

Hyster J40XN Hyster J40XN Yale ERP050VL Yale ERP050VL

4 WHEEL RIDER ELEC

21569 21616 20019 21726

2012 2014 2010 2011

UNIT

NOTES

74/187 60/80 83/188 83/189 87/189

3 Way 3 Way 3 Way 3 Way 3 Way

SS, Forks Trucker mast, SS, forks S-S, LBR, Forks SS, Forks SS, Forks

93/201 84/174 84/121 92/185

4 Way 4 Way 4 Way 3 Way

SSFP, forks S-S, Forks BCS, forks Wide S-S

90/189 84/130 84/186 84/189 90/200

4 Way 3 Way 3 Way 3 Way 3 Way

SS, forks Full cab, SS, forks S-S, Forks S-S, 48” Forks, Full Cab SS, Forks

YEAR MODEL

BIG RIDER ELEC

20781 21400 20067

2008 Hyster E80Z 2013 Hyster E120XN 2011 Yale ERC080HH

3 WHEEL RIDER ELEC 19900 21058 21107 19688 221681

2000 2011 2009 2009 2014

Cat EP16KT Cat 2ET3500 Hyster J30XNT Hyster J30ZT Yale ERP040VT

STOCKPICKERS

148/212 4 Way 107/133 4 Way 107/181 3 Way

4Way, IV Carriage, Full Cab 4Way, 60” Forks TRIPLE, S-S, 48” Forks

0/0

Tugger

20641 20642 21361 18290

2006 2006 2007 2008

Hyster R30XMS2 Hyster R30XMS2 Yale OS030ECN Yale OS030BEN

RIDER REACHES 20078 20907 20906 20109 20111

2007 2014 2014 2003 2004

Hyster N35ZR Jungheinrich ETR230 Mitsubishi Yale NR035AEN Yale NR035AEN

WALKIE ELEC

TUGGERS

21615

HYD

Cat E4000 Crown FC4525-50TT Hyster E50XN Yale ERC065VG

1 Way

20764 18492 21029 21523 21524

157/360 3 Way 173/303

SS, forks, TALL Man up turret truck

79/370 1 Way 107/217 4 Way /55 120/144 5 Way

350lb capacity, 30’ lift Cab w/ heat, sideloader, 39” forks 55’ height, 21’ reach Forks

88/187 88/187 83/189 83/189

3 Way 3 Way 3 Way 3 Way

SS, Forks SS, Forks S-S, Forks PAINTED, TCP Batt, S-S, 42” Forks

83/188 85/188 84/131 83/175

4 Way 3 Way 4 Way 3 Way

SSFP, Forks, Battery SS, Forks 4Way SS, forks

2008 2009 2011 2004 2007

Hyster W40ZA Hyster W40ZC Hyster W40ZC Yale MSW040SE Yale MSW040SE

STANDUP COUNTERBAL. 20071 20969 21290 20083

2006 2007 2009 2004

Crown RC3020-30 Hyster E30HSD Raymond 4100-30TT Yale ESC030AB

ELECTRIC PALLET JACK 20148 20149 21741 20179

2007 2007 2013 2008

Cat WP4500 Cat WP4500 Hyster B60ZHD Raymond 102T-F45L

PARTS TRUCKS 21380 21123 21340 19239

2010 2007 2008 2009

Hyster S30FT Nissan Yale OS030ECN Yale GLC030VX

MAST

HYD

NOTES

96/135 92/185 88/185

4 Way 4 Way 3 Way

4Way 92/184” Triple, 4 Way, FP 3 Way

83/188 84/189 82/187 82/187 82/187

3 Way 3 Way 4 Way 3 Way 3 Way

S-S, Forks S-S, Baseloid 4Way, S-S, LBR, Forks S-S, LBR, Forks SS, Forks

95/213 105/240 89/195 89/195

1 Way 1 Way 1 Way 1 Way

42” Forks, Pallet Clamp 42” Forks, Pallet Clamp Pallet clamp, Forks 42” Forks, Pallet Clamp

131/302 95/210 95/210 107/242 95/212

4 Way 4 Way 4 Way 3 Way 3 Way

Forward St., S-S, Forks S-S, 42” Forks, Large Entry Rollers S-S, 42” Forks, Large Entry Rollers NO S-S, Forks NO S-S, Forks

72/100 72/100 83/122 87/130 87/130

1 Way 2 Way 2 Way 2 Way 2 Way

42” Forks 48” forks 48” Forks built in charger, forks built in charger, forks

83/190 84/189 88/227 83/190

3 Way 3 Way 4 Way 3 Way

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

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

1 Way 1 Way 1 Way 1 Way

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May 2019

15

Bottom Line Garry Bartecki

Potential Market Changes Everything is tied to a cycle…..soft goods, financial assets, hard assets and every other type of sellable asset or service sold in these United States.

Do lift trucks and related services fall into this category? Sure, they do. Anybody that’s been in the business for more than 25 years can tell you what it was like 25 years ago compared to what is available today. And when you add in how customer demands have changed there is zero doubt that cycles impact the material handling industry.

Being involved in the industry as long as I have covering lift trucks, construction equipment and rental companies I can assure you times have changed, demands have changed, financing methods have changed, and products and services have changed. Have we reached the end of the road or are other changes coming down the pike…..What do you think?

There was always conversation about change related to equipment dealers being geared to changes in auto industry. It seems that the auto OEM’s were always a step ahead of the equipment OEM’s in terms of novel new ideas to market and sell product and services. As an example, we can point to how the auto industry has fully adopted on-line selling and buying of both new and use vehicles. I am absolutely amazed at how many people I see working in the on-line department at a dealership. I don’t know about you, but I buy my cars on-line, so I don’t have to waste my time with an obsolete sales process.

Where I am going with this? I am pointing out that the auto industry is in decline as far as new car sales are concerned, and how this may relate to equipment dealers. We hear about what is going on in the auto industry daily. Closing plants. Eliminating a lot of models. Building up inventories of used cars because of units coming off lease. Dealing with the millennial

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Bottom Line generations that does not seem to have a love for cars. Heck, in the UK LYFT wants to eliminate car ownership and supply driverless cars as Transportation as a Service.

Probably the most important point to make about automobiles is that they are now of higher quality and last a lot longer. So, who needs a new car every three years, or five years, or even seven years? Realistically, not many people, and they are figuring this out. If you are familiar with all the non-dealer used car operations that sell late model used cars for about 50% of original cost when new, you know what I mean. You can buy a high-end car with minimum miles that might be 3 to 5 years old selling at a significant discount compared to the price of a new model. This is an easy way to move up to a BMW or Mercedes if that is what you need to do.

I recently bought a ten-year old used 370Z convertible with 17000 miles on it through one of these stores and paid 30% of what a new unit would cost me.

tough spot if the larger dealers in the market have the financial ability to address these changes and increase market share.

If you read last month’s issue of MHW, especially the article by Eileen Schmidt about the Great Battery Technology Race you know that the lithium battery race is on and that bigger customers are going to want them. A big investment for a typical dealer. But if you don’t supply them someone else will.

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If the auto industry leads the way how does this impact the lift truck industry. Most likely a parallel path if you think about it.

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•M illennium managers no longer interested in ownership or longterm leases.

•M ore interest in Material Handling as a Service programs to lower costs and increase efficiency.

If I am even close to being right about some of these market changes where does that leave the typical lift truck dealer in terms of keeping and finding customers. Probably in a

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From what I can tell Material Handling as a Service is here and about to have an impact on the industry.

You can expect requests for longer leases associated with lower annual costs. There go your market share numbers. You can even expect to bear the entire burden of ownership, maintenance and residual value, like an equipment rental company provides. You may even have to provide operators like some rental companies do.

Your options are to maintain the status quo or adapt to the new markets that are sure to invade your industry. Better start thinking about it because it is coming. Think about how fast the car industry is transforming their operations to meet newly formed customer needs. What are your customers thinking?

Better find out.

Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.

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19

Human Element Eric Baker, Caliper Corporation

How promoting employee happiness benefits everyone Everyone has seen the statistics about employee happiness and how it’ll change the way your workplace operates. Companies with happy employees outperform their competitors by 20%. Some companies have even gone as far as hiring an employee experience officer.

One of the most notable companies to hire someone dedicated to employee experience was Airbnb back in 2015 when they transitioned their Chief Human Resources Officer to the Head of Employee Experience. The duties of the new role include shared HR functions as well as responsibilities that focus on their new “workplace as an experience” vision. To achieve this vision, most offices included a group of employees called “ground control” that focus on bringing AirBnb’s culture to life.

So why are companies focusing so much on employee happiness and their experience at work?

Beyond looking good in Forbes’ Best Places to Work List here are a number of benefits that outweigh the

cost when investing in employee happiness. But, most offices can’t afford to hire a Head of Employee Experience. Often, departments delegate responsibilities to one person or a team of individuals to ensure that tasks don’t fall through the cracks. At the end of the day, you want your employees to be both happy and productive. So, what are you doing to promote their happiness?

Productivity, happiness and your bottom line According to a new report titled The Financial Impact of a Positive Employee Experience, the companies that scored the highest reported nearly three times to return on assets and doubled their return on sales. Your employee experience isn’t just tied to happiness but also productivity throughout the workplace. The better the experience your employees have, the happier they become. This can lead to a drastic improvement in your company’s bottom line. If you notice that productivity is low and it seems you’ve 1351 Nagel Blvd., Batavia, IL 60510 Ph: (630) 879-7008 | Toll Free: (877) 396-6258 www.summitmetalproducts.com

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May 2019

Human Element done all you can do to promote employee happiness in the workplace, take a look at your hiring practices and see if there needs to be more precision when hiring. Sit down and take the time to assess options to improve gaps in your hiring process. Moving forward, this can tremendously impact your employees’ future happiness and productivity.

Offering a work-life balance isn’t easily maintainable. Adding simple changes can help employees feel like their entire life isn’t about their job. Being able to separate work and personal life often gives people freedom, allowing them to unplug and recharge. When employees aren’t having to constantly worry about work after work, it increases their drive.

Allowing employees to recharge gives them the opportunity to come in with a fresh attitude instead of being bogged down. Having a clear break between life and work is an easy way to promote happiness.

Engagement, happiness and a retained workforce The average cost-per-hire for companies is $4,129 per new employee according to the Society of Human Resource Management’s recent Human Capital Trend Report. In terms of employee retention, the average employee tenure according to this same study is eight years with an annual turnover rate of 19% and an involuntary turnover rate of 8%. Take this cost-savings approach when it comes to factoring in your budget for employee happiness. To maintain a level of employee happiness it’s important to keep employees engaged.

Your employees are responsible for sparking energy and creating ideas throughout your company. One way that companies are able to decrease retention and increase happiness is by having better engagement between co-workers. Developing and enforcing friendships can have a great impact on your organization.

Work friendships help employees to become more engaged and more innovative. Employee happiness is 23.3% more correlated to connections with coworkers than direct supervisors according to a recent survey.

At the end of the day, real success comes from how engaged your employees are.

Be creative and ask your employees for suggestions

your employee’s knowing what they want out of a successful workplace. Add a suggestion box and pick out something each month to improve your workplace, whether big or small. Not only will your employees feel heard and appreciated, but it’s a simple and quick way to increase employee happiness.

Allowing your employees to ask or suggest tools and resources they may need to collaborate and improve in the workplace can serve as a big win for your company in the end. Tapping into their resources, technical savviness and creative expertise, your employees can show you things that you may have missed in your organization. By inviting employees’ best ideas, you are continuing to foster and promote a more collaborative culture that sparks creativity beyond your expectations.

Employee happiness benefits everyone because, at the end of the day, you’re increasing your bottom line by either saving or not having to spend a ton of money on new employees.

Think of happiness as something you can offer by tweaking different aspects in your workplace that benefit employees and improve your organization.

All in all, it is possible for employees to be happy and productive in their workplace. Caliper offers you the tools and resources to assess, track and improve employee engagement in your workplace.

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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May 2019

23

Sales Trends Jeffrey Gitomer

Are you a social sales pacesetter?

Or are you losing business to one?

Here are a few questions to get your social sales juices flowing: • Why are big companies interested in big data?

• Why are formerly non-social companies suddenly scouring and analyzing social data?

• Why is "mobile" the new "social?"

• Why is "cloud" the new data room?

Often referred to as pacesetters, companies that have chosen to embrace and engage cloud, analytics, mobile, and social strategies are cleaning the clock of their competitors who have chosen the path of cautious resistance or even abstinence.

NOTE WELL: The real pacesetters are using all four strategies - not one or two.

PERSONAL NOTE: When I saw the statistic that 68% of Facebook usage is mobile, I realized the revolution was in full swing and those not playing hard would lose sales, loyalty, goodwill, reputation, and profit.

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REALITIES: • Customers are smarter. You must be at least as smart.

• Customers are social. You must be at least as social.

• Customers are mobile. You must be at least as mobile.

• The availability of online information about you AND your competition is instant.

• Customers expect an easy-to-buy process.

• Mobile is not an option - it's an imperative.

• 24-7-365 is the new 9-5.

My good friend, Sandy Carter, is one of IBM's General Managers, and their social selling evangelist.

Sandy fed me some support data from IBM's 2014 Business Tech Trends Report. The report reveals that previously emerging trends like Big Data and analytics, cloud, mobile, and social are now being implemented across corporate enterprise beyond just experimentation and wait-and-see.

The Tech Trends Report also found that the gaps in IT skills that used to exist within these core segments are starting to narrow as organizations are uncovering the skill sets needed to use these technologies to their full advantage.

THE SECRET: These big pacesetter corporations have discovered that by partnering with smaller, specialized companies they are able to obtain the critical skills they need to gain a competitive advantage -- thus paving the way for innovation and increased market share. They also learned that total integration of all four pacesetter elements was their breakaway move.

BOTTOM LINE FOR FASTER SUCCESS: Pacesetter organizations are now finding partners in a myriad of places including academia, start-ups, clients, citizen developers, and established specialized leaders. Pacesetter corporations that integrate cloud, analytics, mobile, and social technologies across their business are four to seven times more likely to use cloud to deliver social, mobile, big data, and analytics.

In short, pacesetters use technology for the competitive advantage and the results are more profitable business outcomes.

Sales Trends Here are a few concepts beyond buzzwords that will help you think about and understand why these strategies are being deployed and bringing amazing returns: 1. Cloud Strategies: Where can I store data and apps that are accessible on demand globally?

2. Social Strategies: How am I in touch with my customers to give them information and social proof, and how can they be in touch with me to tell me all is well?

3. Mobile Strategies: What are my customers using to communicate ideas, needs, and desires? How are they accessing my information? How are they purchasing?

4. Analytics Strategies: Data helps make better and smarter decisions. Data shows the past, reveals the present, and helps predict trends in the future.

Another word for analytics is profit. REALITY: An app without analytics is a washing machine without a motor or a car without gas. How is your EXISTING data being mined, analyzed, and used to target trends, analyze profits, and increase sales?

4.5 Partnering Strategies: How are you using SEO experts, app builders, bloggers, and social awareness companies - global outside experts - that can help you achieve amazing success in a fraction of the time (and cost) it would take to do it yourself?

YOUR BOTTOM LINE: Now is the time to get your social mojo working in your favor. The opportunity is ripe and the expertise you need is at your fingertips. Carter told me, "The companies we deal with that listen to us with 'all ears' and eagerly implement the pacesetter solutions quickly convert their investment to 'all clicks' as their social interactions skyrocket and sales quickly follow suit."

How's your conversion doing?

"Get involved and get more." If you search the hashtag #IBMBTT you'll be able to access pacesetter ideas and answers - and maybe add a few of your own.

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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May 2019

25

Nuts & Bolts

Acquisitions, expansions & other business news

Crown Equipment collaborates with JBT

Yale Honors Industry-Leading Partners with 2018 Dealer of Excellence Award

Crown Equipment Corporation, and JBT With the 25th annual Dealer of Corporation has announced the Excellence Awards, Yale Materials two companies are forming a Handling Corporation honors topstrategic collaboration in order performing independent dealers to support customers seeking to who exhibit these qualities, enabling maximize the benefits of material customers to achieve the highest levels handling automation to achieve of materials handling performance. tangible, predictable return on Here are the 2018 Dealer of Excellence Award investment (ROI). The association recipients: of these two proven technology •A lta Equipment – Western Michigan leaders provides increased access • Black Equipment – Indiana to an expanding portfolio of • Burns Industrial Equipment – Pittsburgh automation capabilities to meet material handling needs • Eastern Lift Truck Co. – Baltimore/DC/DE and today and in the future. www.crown.com PHL/S. Jersey • Fairchild Equipment – North Hyster Company announces 2018 Dealer • Gregory Poole – Carolinas • Papé – Central Washington and Eugene of Distinction Awards • Wheeler Material Handling – Alabama and Since 1994, the Hyster Dealer Tennessee of Distinction award has recognized • Berry Material Handling top-performing dealers across North • Fitzgerald Equipment America who drive their organizations • HILO Equipment Services to the highest level of sales and service • Medley Material Handling performance. Hyster Company is • NITCO – Boston honored to announce the 2018 Dealer of Distinction • Riekes Equipment award winners.

• Tynan Equipment Co • Deep South Equipment Company www.hyster-yale.com • Eastern Lift Truck – North Jersey • Fairchild Equipment, Inc. – North KION North America Corporation honors • Fairchild Equipment, Inc. – South • Gregory Poole Equipment Company – Carolinas Top Dealers • LiftOne LLC – North KION North America • LiftOne LLC – South Corporation awarded top dealers • LiftOne LLC – West based on 2018 performance • McCall Handling Co. at its 2019 Dealer Meeting in • MH Equipment – Illinois Charleston, South Carolina.

• MH Equipment – Iowa The top honor, the President’s • MH Equipment – South Ohio Award, was awarded to Bravo Montacargas for • Papé Material Handling, Inc. – Central achieving the highest total combined sales for lift Washington trucks and parts. The Palmetto Award was awarded to • Papé Material Handling, Inc. – Eugene, OR KION North America dealers who met or exceeded • Papé Material Handling, Inc. – Fremont, CA their annual market plan goals. Those dealers are • Papé Material Handling, Inc. – Portland, OR as follows: Bravo Montacargas, Carson Industries, • Papé Material Handling, Inc. – Seattle, WA Elevex (formerly Manutention Quebec), Equipments • Papé Material Handling, Inc. – Spokane, WA Industries BDL, Glacier Forklift & Equipment, Global www.hyster.com Equipment, Granite Industrial Machinery, Industrial Parts and Service Co., Inc., Industrial Parts Warehouse 26

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May 2019

Nuts & Bolts

Acquisitions, expansions & other business news

– Lift Techs, Inter Price Logistica, Kensar Equipment, Larry T. Weiss Company, Lift Parts Service, Matthai Material Handling, Pennwest Industrial Trucks, LLC, The Lilly Company and Wisconsin Lift Truck. The Class Act Award was given to dealers who purchased trucks in each of the five classes. Carson Industries, Elevex, Multi-Batteries and Forklift, Corp., and Wisconsin Lift Truck. The following dealers joined the 100 Club for ordering over 100 trucks in 2018: Bravo Montacargas, Bennett Material Handling, Hansler Industries, Industrial Parts and Service Co., Inc., Elevex, Matthai Material Handling, Pennwest Industrial Trucks, LLC, RI-GO Lift Truck, Select Equipment Sales and Wisconsin Lift Truck. For ordering just below that 100 truck mark, Inter Price Logistica was awarded the “Merit Award.” Bravo Montacargas and Global Equipment were recognized as being the top two dealers who ordered the most hydrostat trucks.

Bravo Montacargas and Wisconsin Lift Truck were recognized as being the top two dealers who ordered the most electric trucks. www.kion-na.com

OSHA seeks information on Powered Industrial Trucks The U.S. Department of Labor’s Occupational Safety and Health Administration (OSHA) is requesting information as the Agency considers rulemaking to update the powered industrial trucks standards for general, maritime, and construction industries. The standards became effective in 1971, and were based on industry consensus standards from 1969. OSHA is requesting information on: the types, age, and usage of powered industrial trucks; maintenance and retrofitting; how to regulate older powered industrial trucks; types of accidents and injuries associated with operating these machines; costs and benefits of retrofitting the machines with safety features; and other components of a safety program.

Comments must be submitted on or before June 9, 2019. Go to http://www.regulations.gov to participate. www.osha.gov

www.superioreng.com

www.MHWmag.com

May 2019

27

Shifting Gears

Industry personnel and organization news

TVH employees volunteer at Boys and Girls Clubs TVH in the Americas (TVH), recently had several employees participate in a volunteer event at the Boys & Girls Club in Olathe, Kan. on March 14, 2019 and at the Boys & Girls Club of Lake County, IL on March 27, 2019. These volunteer opportunities are made possible through TVHCares, a charitable program that encourages TVH employees to get involved and make an impact in the local community. www.tvh.com

Dr. Shrink’s Recycling Run helps keep Shrink Wrap out of landfills Committed to helping shrink wrap users recycle their wrap, Dr. Shrink announces their 10th Annual Recycling Run Program in partnership with Bay Area Recycling for Charities of Traverse City, Mich. This program offers an environmentally friendly option to all Michigan boat storage facilities, marinas, and boat owners, asking them to help the environment by recycling shrink wrap. Participants buy Dr. Shrink’s EZ-Fill Bags for $5.00 each from Dr. Shrink. This cost includes the pickup/transportation and recycling of the filled bags. You must then submit the Registration Form to Dr. Shrink by June 1st to have your pickup scheduled. Pickups will be completed mid-to end of June. http://www.recycling-run.com/index.html

Rotochopper appoints new CEO Rotochopper, Inc. has appointed Tosh Brinkerhoff as the company’s next chief executive officer, effective immediately.

Brinkerhoff has more than 20 years of industry leadership experience with an impressive track record in heavy equipment manufacturing. Brinkerhoff holds a bachelor’s degree from Southern Utah University, and an MBA from Duke University. He was hired 28

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May 2019

into a leadership program at John Deere, where he gained experience in operations, business development, public affairs, and marketing. His breadth of experience widened when he joined Geringhoff North America as President and CEO in 2015; there he managed operations, procurement, logistics, customer support, marketing, sales and finance. www.rotochopper.com

Hannibal Industries promotes Bender to GM; taps industry vet Swanson to fill sales role Hannibal Industries, Inc. has announced the promotion of Dean Bender to General Manager of Hannibal Industries Houston manufacturing facility, and the addition of Jesse Swanson as sales rep to its Material Handling Products sales team. Bender is a Hannibal employee-owner that brings over 40-years of material handling industry experience, knowledge and professionalism to Hannibal and its customers. www.hannibalindustries.com

BigRentz appoints Experian President to Board of Directors BigRentz, has named Jennifer Leuer, president of Experian Partner Solutions, to its board of directors. Leuer has experience in a variety of operating roles across the online financial services and real estate transaction markets.

Leuer is an active member with several Experian programs, including most recently sponsoring the region’s Women in Experian program. She is also active with the University of California, Irvine Merage School of Business and the school’s Beall Center for Innovation and Entrepreneurship. www.bigrentz.com

www.MHWmag.com

May 2019

29

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

www.MHWmag.com

May 2019

31

QUALITY& VALUE For Over 50 Years

Power Steering Units Cylinders Pumps Valves

New & Remanufactured Exchange Precision Remanufactured Hydraulic Parts

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

HYDRAULIC SERVICES AND MANUFACTURING www.haderind.com • e-mail: hadersales@haderind.com 32

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May 2019

www.MHWmag.com

May 2019

33

HIGH

PERFORMANCE

Thombert 93 Shore A durometer DYALON® “A” wheels and tires deliver the best durability on the market for electric lift truck applications. We help you win with less downtime, lower maintenance costs, and the best lifetime values. Heavy loads.

Longer life. More value.

34

www.MHWmag.com

May 2019

800-433-3572 thombert.com

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!

www.MHWmag.com

May 2019

35

Crosby_SP MHNMarch19 (print-ready).pdf

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CM

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May 2019

19/03/2019

21:02

New Products

See more new products online at www.MHWmag.com

SP launches Bluetooth Alternative to Mechanical Load Cells Straightpoint (SP) has unveiled its new single capacity Bluelink load cell that introduces Bluetooth technology to existing and prospective customers still utilizing outdated mechanical force measurement products. Bluelink is a 6.5t (14,300 lb.) capacity load cell, targeted at end users that remain loyal to traditional equipment but who might be receptive to enhanced technology and the inherent advantages of reading data on an iOS or Android smartphone installed with SP’s free HHP app. www.straightpoint.com

Forklift maintenance gets big safety lift from Steril-Koni Heavy-duty truck lift and bus lift leader Stertil-Koni has recently introduced ergonomic forklift adapter kits designed to make the servicing and repair of forklifts easier and safer. The solution to efficiently lift these heavy-duty vehicles – often with unequal weight distribution between the front and rear – are two StertilKoni adapter kits specifically designed for three-and fourwheel forklifts. These accessory kits are used in conjunction with Stertil-Koni Mobile Column Lifts, which are available in capacities ranging from 14,000 to 40,000 lbs. per column. www.stertil-koni.com

Oil Eater® is designed to protect the environment Oil Eater ® Cleaner and Degreaser is a highly concentrated, alkaline based cleaner designed specifically to be versatile and powerful. Oil Eater ® achieves its cleaning strength through the combined actions of surface tension reduction, coupling ability, builders, and alkalinity. Oil Eater® Cleaner & Degreaser is biodegradable, nontoxic, nonflammable, non-corrosive, are approved for use in federally inspected food processing plants (A1, A4, A8) and have passed "The Fish Test" & Boeing D6-17487 Rev P Exterior and General Cleaners and Liquid Waxes, Polishes and Polishing Compounds. www.oileater.com

JCB launches 504-13 Loadall Subcompact Telescopic Handling in U.S. JCB has launched the 50413 Loadall subcompact telescopic handler in response to growing demand in North America for telehandlers in the sub-6,000 lb. category. With a 4,000 lb. lift capacity and maximum lift height of 13 feet 3 inches, the new JCB 504-13 telehandler is well suited to maintenance applications, job site clean-up and material handling within confined work sites. www.jcb.com

Columbus McKinnon introduces new load chain Columbus McKinnon Corporation introduced the CM black phosphate load chain for entertainment industry applications. Developed by the company’s chain experts in Lexington, Tennessee, this new chain features a dull black finish that absorbs light, reducing reflection and visibility during performances. When properly lubricated and maintained, this chain meets the same corrosion resistance specifications as our zinc-plated chain and has a smooth surface CM black phosphate load chain is available for all CM Lodestar and Prostar electric chain motors. www.cmworks.com

UniCarriers Americas launches next-generation PD6 Series pneumatic tire forklifts UniCarriers Americas launches its new PD6 Series (IC) Pneumatic Tire Forklifts. The PD6 nextgeneration Platinum Series replaces the outgoing G06 Series and is UCA’s most heavy-duty pneumatic tire lift truck with a 13,000-22,000-lb. capacity range. The new series offers an extended model lineup, increasing from three to six models, to cater to bigger market segments. The lineup includes the addition of 6T low-power and high-power offerings and a 7T low-power model. Under the hood is a highly-efficient Kubota v3800 Tier 4/CARB compliant diesel engine with improved fuel consumption. www.unicarriersamericas.com www.MHWmag.com

May 2019

37

Largest online market for used forklifts, attachments and work platforms with 83,701 offers.

1

STK# 21228 Toyota 7FGCU25 Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891

1

1

STK# 21230 Yale NR040 Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891

8

STK# 1EQ14273 2005 Taylor T520S H&K Equipment Coraopolis PA (800) 708-9765

STK# 21218 2007 Toyota 7FDKU40 Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891

1

STK# 21211 Toyota 42-6FGCU25 Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891

STK# 21227 Toyota 7FBEU15 Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891

8

STK# XX0052421 2012 Yale MCW025E MH Equipment Company Des Moines IA (888) 564-2191

DEAN MILLIUS

1

STK# 21424 2007 Yale GLP050VX The Forklift Pro Pineville NC (877) 725-4461

7

STK# 1EQ15311 2016 Kalmar DCF250-12 H&K Equipment Coraopolis PA (800) 708-9765

|

STK# 21221 Caterpillar C5000 Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891

STK# 21215 2013 Hyundai 20D7E Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891

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ALVA COFFMAN

1

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STK# 1EQ14273 2005 Taylor T520S H&K Equipment Coraopolis PA (800) 708-9765

2

STK# XX0049769 2013 Yale ERC050VG MH Equipment Company Des Moines IA (888) 564-2191

1

STK# 21222 Toyota 7FGU30 Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891

1

1

STK# 1EQ15311 2016 Kalmar DCF250-12 H&K Equipment Coraopolis PA (800) 708-9765

|

877.638.6190

|

1

STK# 21222 Toyota 7FGU30 Worldwide Forklifts Inc. Fort Lauderdale FL (800) 648-1891

sales@mhwmag.com

WWW.FORKLIFT-INTERNATIONAL.COM 38

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May 2019

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

▶ 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

▶ CONTAINER OPTIONS ▶ Container Storage • • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

www.superioreng.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.

▶ Forks

800-909-4937 dacsinc.com 119 Sizes

▶ DISTRIBUTORS

Specials Available Chicago & CA Stock

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

▶ BATTERY / CHARGERS Contact sales@xpb.ca

info@findadistrubutor.com

@FADNetwork

▶ ENGINES (REMAN)

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

Reman Engines/Gas, LP & CNG

800-447-3967 | www.charnor.com

Forklif tEnginePar t s .c o m 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

www.MHWmag.com

SAME DAY SHIPPING

215.773.9111

May 2019

39

▶ Tires/Wheels

▶ LIFT TABLES

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

▶P ALLET JACKS ▶ Pallet Trucks

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

EZ-Lift Quality Scales and Scissorlifts too

...The Exhaust Experts

Chicago & CA Stock

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

Phone: 847-487-2780 • www.blankeindustries.com

▶ POWERED INDUSTRIAL TRUCKS

▶ Pallet Jacks

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

▶ Pallet Truck Parts

Over 1,000 in Stock

Wholesale Packages Available

Bell Fork Lift, Inc.

34660 Centaur, Clinton Township, MI 48315 586-415-5200 . www.bellforklift.com

▶ RACK / SHELVING ▶ New ▶ Manufacturer/Suppliers

• • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

▶ Manufacturer/Suppliers and Transmissions

▶ REPAIR SERVICES ▶ Motors (Electric) ...is the solution to all your electric D/C, A/C, Wind Turbine & GSE Motor needs.

New • Rebuilt • Motors • Armatures • Parts

Reman Engines, Transmissions, Drive Units, Steer Axles & Differentials

800-447-3967 | www.charnor.com

▶ Transmissions

▶ Steer Axle Assembly

Steer Axles

800-447-3967 | www.charnor.com

40

www.MHWmag.com

Locations Coast to Coast

800-435-9346 | www.warfieldelectric.com

May 2019

Reman Transmissions, Drive Units, Differentials & Torque Converters

800-447-3967 | www.charnor.com

▶ TIRES / WHEELS

▶ SAFETY PRODUCTS

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 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

DON'T MISS OUT ON QUALITY LEADS. ADVERTISE HERE IN THE SOURCE DIRECTORY FOR $67 PER MONTH!

CALL ALVA OR DEAN AT

877.638.6190 TO GET INTO THE NEXT ISSUE.

Multi Drum Turner The Interthor Multi drum turner handles many kinds of drums in the horizontal or vertical position, and of different material and dimensions: Steel, plastic, small, low, high, square, round drums – no problem!

®

(888) 345-1270 sales@interthor.com www.interthor.com

Custom.indd 1

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27-08-2018 May 2019 13:04:36 41

Discharge . Desulfate . Charge . Maintain

Xtender Battery Regenerator Pair with a Battery Monitoring System (BMS) to wirelessly provide accurate data about the health of individual battery cells!

Flight Systems Industrial Products 800-333-1194 . www.shop.fsip.biz Advertiser’s Index SHOPPA'S MATERIAL HANDLING. . . . . . . . . . . . . 7

ADVANCE METALWORKING COMPANY, INC.. . . 12

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

ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . 14

H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . . 6

ALPINE POWER SYSTEMS. . . . . . . . . . . . . . . . . . . 9

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 32

AMERICAN INDUSTRIAL TRANSMISSION, INC. . . 22

HC FORKLIFT AMERICA CORP. . . . . . . . . . . . . . . . 2

ARCON EQUIPMENT, INC. . . . . . . . . . . . . . . . . . 18

INTERTHOR, INC. . . . . . . . . . . . . . . . . . . . . . . . . 41

BAY EQUIPMENT CO.. . . . . . . . . . . . . . . . . . . . . . 8

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 24

BIG JOE MANUFACTURING COMPANY. . . . . . . . 13

MAC RAK INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 19

DACS, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16

MILLENNIUM INDUSTRIAL TIRE. . . . . . . . . . . . . . 43

DYNA RACK. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 35

ECOTEC LTD. LLC. . . . . . . . . . . . . . . . . . . . . . . . 18

NEXEN LIFT TRUCKS LIMITED. . . . . . . . . . . . . . . 33

ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . . 11

PRESTO ECOA LIFTS. . . . . . . . . . . . . . . . . . . . . . 17

FSIP . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25, 42

RESONANT DEALER SERVICES . . . . . . . . . . . . . . 10

TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13, 44

FORKLIFT-INTERNATIONAL.COM. . . . . . . . . . . . . 38

SAFETY SYSTEMS & CONTROLS INC.. . . . . . . . . . 18

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 31

STELLANA U.S.. . . . . . . . . . . . . . . . . . . . . . . . . . 23 STRAIGHTPOINT. . . . . . . . . . . . . . . . . . . . . . . . . 36 SUMMIT METAL PRODUCTS, INC.. . . . . . . . . . . . 20 SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 27 SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . 29 THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . 15 THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . 34 TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . 5

MORE ADVERTISERS & RESOURCES AT WWW.MHWMAG.COM 42

www.MHWmag.com

May 2019

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 . ®

®

UNPARALLELED LOAD CAPACITY GO FARTHER, RUN LONGER

GUARANTEED

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In ONE DAY the world’s chickens lay 190 million eggs.

In ONE DAY TVH produces more than 5,000 custom decals to meet the needs of our customers.

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