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OCTOBER 2019 • VOL. 40 NO. 10

An Employee-Owned Specialty Publications International, Inc. Magazine

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Human Element Caliper Corp.

Six components of Self-Management Dean Millius General Manager/Publisher

Annual Salute to Women

Alva Coffman Account Executive

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Sales Trends

Jeffrey Gitomer

Making your customers happy is not enough.

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Salute to Woman in Material Handling

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"A Rewarding Career" Eileen Mozinski

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Aftermarket 2020 Planning

32 Shifting Gears

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In the next issue...

Dave Baiocchi

Bottom Line Gary Bartecki Pricing and Profiles

art@MHWmag.com

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

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Cover story Eileen Mozinski Schmidt

Salute to Women in Material Handling ‘A Rewarding Career’ Women talk about building their careers in material handling, along with some of the latest industry challenges and opportunities on the horizon, including technology and recruitment.

Lori Palmer was in the office at REB Storage Systems International during a shift when the whole team of salesmen were out, and a sales call came in.

“It was about shelving at a school,” she said. It was in 1982, when women in material handling were “very far and few between” and Palmer’s position was in administration. But a client was on the line, and so Palmer jumped into action.

“I literally got in a car and went and did it. I really enjoyed the sales part of it,” she said.

Intrigued by the possibility of working in sales, Palmer found her career moving in a new direction.

“I started to deal with so many different types of businesses. It was fun to go to all these different places I knew and see what they really do and to be able to help them. I enjoyed it,” she said. At the same time, Palmer was aware of the disadvantage of being “young and a woman.”

“I found that if I was bidding on a project, I literally would have to prove myself more than two men. There were early struggles that I had to overcome,” she said. But Palmer added that she was supported in her career by ‘the best team of men’ internally to keep working to advance. And as Palmer’s industry knowledge grew, she found advantages in being one of the few women in the industry and cultivated an approach to business that helped her make a mark.

As Palmer’s industry knowledge grew, she found advantages in being one of the few women in the industry and cultivated an approach to business that helped her make a mark.

“Through the years, I’ve always focused on being honest and open and truthful with clients and employees and suppliers. I really feel that’s what drove my career,” she said. Palmer is now president of the company where she began at 19-years-old. She journeyed from direct selling to marketing to executive 6

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October 2019

vice president. She has been company president for just shy of a decade.

REB Storage Systems International has over 50 employees and Palmer said would like to hire those with potential and interest in growing in the company.

The company has its corporate office in Chicago, and offices throughout the U.S. and in Dublin. It bills itself as “designers, builders, and installers of storage and materials.”

Building a path in material handling Palmer is one of many women who have carved a career path in material handling, and as Material Handling Wholesaler salutes their efforts this month, some of those in the industry said they are seeing new trends and challenges emerge.

Annette Springer also has built her path in the industry. She has been in the material handling business since 1973, and in 1992 she and her husband Ted Springer started their own business out of their home.

“We had one employee. We had no new lines, we sold used equipment” and offered service and forklift repair, she said, describing the origins of Springer Equipment. Eventually, manufacturers started seeking out the company, drawn to the business’ reputation. Today, Springer Equipment employees 62 employees.

The business is currently “a Master Dealer for new Hyundai, Komatsu, Linde, Big Joe, CombiLift and Hoist machines and also one of the largest pre-owned forklift providers with over 300 late model trucks to choose from,” according to its website.

Springer Equipment is a full-service dealership providing sales, service, rentals and parts for forklifts of all types serving the Birmingham area, the site said.

“There were a lot of ups and downs but we were not going to be defeated. That was our motto,” said Springer, of building the business.

Technological growth and challenges When she began her career, Springer said most women in the business who she knew were working in administration. But she has witnessed more women

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Cover Story in the industry in recent years, particularly in service management positions.

“I have seen great strides in the years I have been in the industry, but I still think there needs to be more,” she said, referencing what she sees as a need for more women in material handling. “There is room for improvement.”

More women are in the industry in 2019 then when Palmer started four decades ago, but recruiting overall is more challenging, while robotics and automation present both opportunities and difficulties. From Palmer’s perspective, technological developments in particular present a recent industry challenge.

“There’s a true learning curve, but for all of us now,” she said, describing her reaction to the new developments at the ProMat 2019 trade show. “The floor was completely different than anything I had experienced in the past,” Palmer said, adding that being witness to the technological gains also encouraged her to take action in implementing similar initiatives at her own company.

To Palmer’s mind, this technological growth presents more of generational challenge as opposed to

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October 2019

gender in the current industry. “Younger women and men basically have an advantage on us,” she said.

A need to recruit more young workers At the same time, both Palmer and Springer added that the recruitment of younger workers remains a concern. Springer said she would like to see more emphasis in high school curriculums on the options trade careers offer and explanations to students about how high paying the trades can be, along with all of the opportunities currently available. She said the struggle at Springer Equipment, as throughout the industry nationwide, is in finding qualified service technicians.

Palmer has found more young workers are interested in working for the tech giants like Amazon and Google as opposed to material handling companies.

That hesitation may be because work in the material industry can be demanding, Palmer theorized. “This is hard work for staff people, project managers, engineers.

It’s physical work, mental work,” she said. “For those of us who have experience and have grown up in it, we’re used to it and we enjoy the challenge and work involved.” Springer agreed.

“Being a forklift mechanic, you’re going to get dirty,” she said, describing how conditions can be hot in the summer and cold in the winter. “It takes someone who enjoys the job and wants to make a good living,” Springer said. Palmer’s hope is that younger workers will see the potential within material handling industry, as technology advances and opportunities continue to grow.

“The struggle our industry is having is getting younger people to appreciate and enjoy what this industry has to offer, so they can take it and run,” she said.

And material handling offers well-paying jobs and, in many companies’ careers with the opportunity to advance, Springer said. “I still think it’s a rewarding career,” she said.

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Aftermarket Dave Baiocchi

2020 Planning Many dealers in our industry operate using a fiscal year that mirrors the calendar. If you are one of these dealers, I’m sure that by now, some if not all of you have started your internal budget planning for 2020.

Over the years, my observations of how dealerships usually create a yearly plan have run the gamut. Some dealers use this opportunity to truly engineer initiatives and improvements. Others employ a process that simply “checks the boxes” and uses a mathematical formula (using last year’s numbers) to drive next year’s goals.

In the April 2017 issue of MHW magazine, I discussed the process of building a SWOT analysis for your dealership. Those familiar with SWOT, know that this practice involves assessing your current (S)trengths, (W)eaknesses, (O)pportunities, and (T)hreats. Once identified, strategies are formulated in each of these categories to heighten your advantages and minimize your risks.

It is not my intention to replay the narrative of SWOT for this article, but I wanted to reference it, as it provides a framework for a planning process that is normally not exploited to its full potential. You may want to look up this back issue to help you institute a formal assessment and planning process going forward.

In this issue, I want to make some suggestions on moving beyond simple forecasting, and expanding the actual planning agenda. In doing so I want to consider some areas of dealer operations that are routinely overlooked in the planning criteria. I think that it is important to remember that “forecasting” and “planning” are mutually exclusive practices. When we forecast a budget, we estimate revenues, expenses and profitability. We use “what we know” and “what we imagine” to arrive at a set of “results” we would like to see.

Forecasts however are simply a listing of desired results. Achieving the results that we have listed requires significant planning. Results don’t happen by themselves. Instead, they are the natural by-product of deploying a plan of effective behaviors. This means that all of the work poured into the “numbers”, needs to be counterbalanced by an equal or greater amount of work to determine what behaviors will be implemented to produce those results. If we don’t invest in the second half of this process, and come to a shared understanding with our employees of what behaviors will be 10

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October 2019

required to produce those numbers, we are likely to be disappointed with how some of these results are derived (if they are derived at all).

For the next two issues, I want to suggest a possible list of planning initiatives, and accountability programs that may assist us in constructing a battle plan of targeted behaviors that can help us reach our desired results. In this issue I will discuss possible strategies for meeting PARTS objectives. Next month I will add some methods to help us achieve the goals in the SERVICE department.

Parts Department Let’s start with the assumption that all forecasted targets are going to be consistent with three generally accepted norms: • Forecasted sales are going to INCREASE. (We want to sell more parts.)

• Forecasted expenses are going to INCREASE. (Although part of our goal is to mitigate expenses if we can.)

• Forecasted profitability is going to either IMPROVE or MAINTAIN its current level.

Listed below are suggestions for initiatives and behaviors that will help us meet these goals.

1.) Counterperson effectiveness. Do we currently track parts and repair order line item postings for each counter person? I routinely see this behavior ignored in many dealerships. The largest expense in your parts department is wages. Conventional wisdom suggests that parts staffing should be governed by sales volume.

Many dealerships use a total monthly volume of between $50,000 and $60,000 per parts employee as a volume target for sizing their parts departments. I am not suggesting that this is wrong, but I am suggesting that we add an additional layer of accountability. Real time data for all parts countermen should be reviewed regularly (quarterly at minimum) to gauge their effectiveness in moving parts over the counter. Talking points for this discussion should include: • Monthly quotes issued • Monthly line items posted • Monthly sales volume posted • Suggested sales closed (front counter) • Service department referrals posted •Parts ordered incorrectly •Parts Return percentage and associated costs This is a powerful assessment, and well worth the investment of time and effort. Both parties learn a great

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Aftermarket deal about reasonable expectations, needed training, and employee development. It’s important to mention here, that not every counterman will produce the same results, or should be held to the same standard. The purpose of the assessment is to establish a BASELINE, and then measure ongoing results against that baseline.

Continuous IMPROVEMENT is the goal; not holding each counterperson to an arbitrary standard.

2.) Lost order tracking and quote follow-up.

The parts staff spends an inordinate amount of time on the phone. This is necessary and prudent in a parts department. The question is: Do we document their conversations, collect important contact data, and have a plan to follow-up on the parts they have quoted?

When we lose an order, do we track the reasons why?

Is it price? Is it availability? What else can we do to improve our “quote to close” ratio? Every minute of time spent on the phone is an investment! Treat these investments with respect, and don’t be afraid to account for the actual “close ratios” of all customer phone interactions in the parts department.

3.) Construction and promotion of comprehensive repair kits. When a technician shows up at the back counter to order parts for a repair, the normal protocol is to access the equipment schematics and order the parts necessary to complete the task. The

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selection of repair parts is usually determined by the technician, the parts counter person, or both.

What if we re-thought this equation? The availability of repair kits in our business is sparse to say the least. Seal kits are really the only item that the OEM reliably packages for sale as a single item.

Some OEM’s package brake kits, but many times the kit contains little more than shoes and linings. Even when the OEM provides a complete brake kit, I see technicians returning individual parts, because the tech had the opinion that the job really didn’t require the springs, adjusters or cables.

It is my contention that wherever possible the dealership management team should dictate what parts need to be included in a repair. This is where kits play a pivotal role. So, what do we do when the OEM does not assemble a kit for us? Assemble it ourselves!

Include ALL of the parts! Instruct our techs that parts in a kit are NOT returnable! If the parts are in the kit, they must be installed on the unit. This should include new hardware, spacers, covers, lubricants, fuel treatments, gaskets, filters and belts. If it’s in the kit….it goes with the repair.

Assembling kits achieves two objectives. First, sales volume will improve. Secondly, it ensures a complete repair reducing your dealership’s exposure to warranty call-backs.

Here are a few suggestions on what kits can be assembled: • Brake kits (including ALL of the springs, cables, pins, adjusters, axle seals, dust covers, brake cleaner and DOT3).

• Rear axle clevis pin kits (incl bushings, bearings, spacers, seals, retainers and grease fittings) • Hydraulic kits (including the breather, suction, return and micron filters, and gaskets + fluid) • Chain kits (including chain cut to size for popular masts, anchor bolts, hardware and lubricant) • Water pump kits (include gaskets, thermostat, and fan belt) • Alternator kits (include pigtail and belt) • Fuel system kits (including fuel filters both inline, and at the injector) It’s easy to see how additional parts sales can be driven by including parts in a kit, that may not be considered in an individual repair.

4.) Tech and CSS incentives. Many of us have ongoing incentive programs for our road technicians and CSS crew. These programs are necessary to keep customer service at a high level, and engage our employees. Many of the programs I see however are cursory in nature and don’t really motivate behaviors

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Aftermarket that help us achieve our goals. My suggestions to improve incentive programs includes the following: • Have a goal. Share that goal. Instead of running a constant year-round incentive on fork sales, why don’t you create a shorter-term campaign that pays greater rewards for higher volume. For instance, an employee can earn $10 for the first 5 sets of forks, $25 for the next 5, and $40 for every set after that. Shorten the campaign timeframe to compel activity. At the same time, we should generate promotional materials to get the word out. Get creative. Compile a target list of certain items for road techs, other items for CSS reps, and even another group of items for counterpeople. Change programs a couple of times per year highlighting differing products. Keep it fresh, and keep it relevant to seasonal changes.

• Buy the inventory needed for the program. I don’t care if its forks, tires, tanks, chain, or lighting. If we are going to mount a campaign our employees need to see that we are committed to purchase the inventory and have the products on hand and ready to deliver. Use your buying power to lower the net price. Sometimes a volume discount we enjoy by actually making the purchase, can help to pay the cost of the incentive!

• Pay the rewards regularly and publicly. Nothing

greases the wheel like combining tangible rewards with recognition. Managers should present reward vouchers to employees during staff meetings. This is an opportunity to showcase your performers, and call the others up at the same time.

The bottom line is that true goal setting is much more than forecasting numbers on the budget. The more important conversations are the ones that create the planned actions and consistent behaviors that will help us to reach our objectives.

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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15

Bottom Line Garry Bartecki

Pricing and Profiles Ahhhh, the age-old dilemma that has become part of every type of business, especially dealers. Never goes away and becomes part of every sales meeting whether it is on the agenda or not.

And that topic would be PRICING. What got my attention about pricing recently is an article written by April Maguire titled “Name Your Price” which covers every type of pricing scenario available and then some. It also contains some thought on “Setting the Right Price” considering Cost, Customer types, Competition and Tiered Pricing. It appeared in www.procontractorrentals.com. Although the article is not directly geared towards dealers the concepts discussed fit each and every business out there that needs to negotiate pricing, and I can’t think of many that don’t Digging a little deeper into price negotiations a business owner must consider how much aggressive pricing is hurting the bottom line.

Or is it? Do you really know what impact your pricing strategy is having on profits and cash flow?

Aggressive pricing is normally used to increase market penetration or attract more from current customers to increase the top line. Initially, aggressive pricing may be financially unsound if you have substantial fixed costs to hurdle over. You know how it goes, you must cover fixed costs and then variable costs to generate a profit, and normally a successful pricing program will accelerate growth and fixed cost coverage and generate higher profits. You have probably experienced this scenario many times in your life with Amazon being a prime example of how this strategy works.

On the other hand, competitive or aggressive pricing which is thought to reduce margins, may not reduce margins at all. Maybe the pricing strategy currently being used produces above average margins because the other component of the transaction is being properly managed and planned for, with the other part of the transaction being COST, which in this environment is decreasing because of technology and other methods of efficiency. Let’s see if we reduce revenue by reducing pricing and costs have been reduced more than the price reduction you wind up with more margin dollars, especially if overall sales dollars increase from the current level.

Applying new technology and efficiency is a must for every business. For certain companies it may be a 16

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simple and cost-effective change. For more technical and large projects, it could be considerably more expensive requiring expert implementation of new systems and procedures. The former providing a short payback cycle, the latter a longer payback period requiring constant supervision to meet goals.

So here I am writing this when a perfect example of the variables and how they work together to produce above average profit jumps out right in front of me.

I was in the market for new gutters and leaf guards for a house in Wisconsin, and went through the process of interviewing various vendors to discuss products and pricing. Before these meetings took place, I spent some time searching the web to get current pricing for the materials and labor for this type of project. After taking to four different companies I selected one that met the “web” pricing along with a nice product line.

The “winner” sent out an experienced estimator who provided pricing in about 15 minutes. We were instructed to contact dispatch to set a date and time for the work. So far all very efficient. I signed the bid on August 9th and the work was completed on August 20th. And I can tell you this would not have been the case with the other vendors.

I couldn’t help myself and had to think how my chosen vendor could make a dollar with the pricing they gave me …. especially when compared to the other vendors.

Well let me tell you how.

Dispatch called and said they would be there at 9 a.m. and this was 8 am when they called. At exactly 9 a.m. a white school bus with an extension on it (this was a BIG bus) with the name Pinnow Sheet Metal, Inc. from Oshkosh Wisconsin pulls up. Once parked five people came charging out the front door and are on the roof within 60 seconds confirming the gutter measurement and tearing the down the old gutter system. Person on roof measures and yells to supervisor or conveys the measurement to person in the bus who pushed a button to produce a seamless gutter for the exact size needed, along with the downspouts to compete the job.

Here is the best part.

THERE WERE BACK ON THE BUS AND LEAVING 40 MINUTES LATER! I kid you not.

Both the house and garage had new gutters and guards on them. A chat with the supervisor explained that they have their system down with each crew member

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October 2019

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Bottom Line knowing what they need to do, they work with the same crews and have been providing this service for many years. And believe me the work was excellent with my house looking a lot better.

So, I believe they made a nice margin on the work they do using the pricing that they consider reasonable.

No doubt their pricing gets them more work without scarifying profit. And to top it off the supervisor did not stop x converse with us to go over the invoice etc.

Nope…. hop on the bus and corporate will send you the invoice for payment saving another 15 minutes in terms of non-billable labor waiting on the bus.

This is a perfect example of the simple fix with immediate feedback. Have a system. Continuously update the system. Find ways to get more efficient.

Be on time. Have your crew under control. Have equipment you need up and running. In short, the bus contained the crew and the equipment to produce the gutter and downspout to complete the work schedule for that day. I kept looking around and asked my wife “Where did they go”. I also said “Boy, that was a nice ROI for 40 minutes or work “

I guess the bottom line here is if you really understand and have your costs under control, you can play with the pricing alternatives mentioned in the pricing article and not hurt margins.

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 Aggie Alvarez, Caliper Corporation

Six Components of Self-Management The office environment can be a challenging place.

You have to deal with all kinds of personalities at any given time, you see things that are broken but lack the resources or influence to fix them, and, often, people who don’t understand your work are there to tell you how to do it. But we all just want to produce good results and receive acknowledgment for our effort. In an ideal world, you are in a role that plays to your strengths and motivations and limits exposure to your weaknesses, and you are partnered with a manager who serves as your advocate. In reality, you’re likely motivated by some aspects of your job and not always by others, and your manager has many other responsibilities that prevent them from being the best coach they can be to their team. In this scenario, the best you can do is do your best. And achieving your best requires a measure of self-management.

Motivation is often a set factor. In other words, you can’t choose what motivates you at work anymore than you can choose your height or your family members.

You can’t make yourself be outgoing if you’re shy, and you can’t spark competition if trophies don’t interest you. And the external factors that can stand between you and your goals—economic upheaval, competitive threats, disruptive changes, and mergers and acquisitions—aren’t something we can always plan for. You can, however, choose how you conduct yourself.

Organizations are always looking for employees who exhibit high potential and caliber for self-management.

Focusing on the following six areas of self-management can help your company identify and nurture future leaders and lay a foundation for performance management and individual development.

1. Composure under pressure. Did you know one of the top job competencies for supervisory, sales, and customer-service positions is composure? Regardless of the power dynamic between employees and stakeholders, staying composed shows that they are in control. Staying calm earns respect, sets the tone, and increases others’ willingness to follow their lead. It’s contagious, in a good way.

Four ways to keep your cool and remain composed: 1. Remain visible – Allow your teammates to see you so they know you are in control and handling the situation.

2. Respond decisively – Stand behind your decisions and encourage your team to take action, but don’t hesitate to ask for help when needed.

3. Take accountability – Let your teammates know that you are accountable and committed to 20

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solving the issue and that you’ll do so in a timely, effective manner.

4. Stay positive – Enable others to regain their composure by keeping your cool. The more relaxed and calmer everyone is, the better the outcome will be.

2. Self-awareness. It’s important that employees consider the way they’re perceived by the people around them. They might be perfectly good at performing their work, but if their teammates only experience their loud personal phone calls that echo through the building, oblivious comments that insult other team members, and tiresome questioning of others’ statements, it’s going to be difficult to put that person into a place of leadership. A self-aware employee monitors reactions and considers how their words and actions affect everyone else.

How to be more self-aware: •Ask for honest feedback – Don’t argue with or deflect what you hear.

• Take a personality assessment – Gather insights on your personality and work-specific competencies to help you understand your own proficiencies and deficiencies.

• Reflect – Think back on your daily interactions and how you handled situations well or could have handled them differently.

3. Open to change. Technology changes fast, as do consumer preferences, company processes, and market trends. It’s inevitable that companies have to revise systems, strategies, and policies. Refusing to adapt and showing resentment toward change are sure ways to be labeled as stubborn or stagnant.

How to show you’re adaptable: • Ask questions – Start preparing yourself early for new changes, and help others transition as seamlessly as possible.

• Update your understanding – Stay current with best practices and read up when new information comes to light.

• Volunteer to be part of the solution – Is there a steering committee or a team leading the changes?

Get involved!

4. Professionalism. Professionalism is about maintaining integrity when executing your responsibilities, respecting people at all levels of the organization (as well as customers and vendors), and embracing the ethics and best practices of the profession. In fact, openly expressing a personal philosophy of professionalism in a job interview

REVIEWS FROM THE 2018 WOMEN IN INDUSTRY CONFERENCE “It was a monumental meeting with like-minded women and learning from their experiences.”

“I definitely added more tools to my toolbox to further my management goals.”

“Excellent content, encouraging and energizing, great networking.”

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November 7, 2019 | Loews Chicago O’Hare – Rosemont, IL A Conference for Women in Material Handling Looking for a little perspective when it comes to your career and your life? MHEDA & MHI are proud to present the third annual Women in Industry Conference. Gain leadership insight, unlock your personal best and meet other women who also work in material handling. Sessions include: • Hard Won Wisdom • Roundtable Discussions

• Member Panel • Commander Leadership

• Live Limitlessly • Networking Events

It’s a one-day event you won’t want to miss. For details and to register visit www.mheda.org/women.

Questions? Call 847-680-3500 or email connect@mheda.org

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October 2019

21

ANNUAL

SALUTE TO WOMEN

IN THE MATERIAL HANDLING INDUSTRY

Allyson Woodward

Rachel Revilla

Marketing & Product Manager

Allyson Woodward began her career at Flight Systems Industrial Products as a Sales & Marketing Administrator February 26, 2018.

She utilized her training and experience with digital marketing and data analytics to launch and grow FSIP’s ecommerce business. In her first year, she was promoted to Marketing Manager. Allyson’s passion for design, attention to detail, and fresh perspective have helped to breathe new life into the FSIP brand. In July of 2019 she took on the role of Marketing and Product Manager to include managing the product development team.

Morgan Kurtz

Morgan Kurtz joined the Flight Systems Industrial Products team as a Sales Associate in May of 2013. Since then she has held roles in product development, customer service management, tech support management, and training development. In July of 2019 Morgan took on the role of Operations Manager. Her knowledge of our customers, processes and products helps her to excel in managing the manufacturing, remanufacturing, shipping and warehousing teams to meet our customers’ expectations.

Elizabeth Nickey

Customer Care Manager

Elizabeth joined FSIP in 2010 as a customer service representative. She now manages the Customer Service and Quality Assurance teams. Her primary focus is making sure that FSIP customers get superior service from both departments. She leads an awesome team that supports customers with orders, quotes, and technical information related to our products and services offered.

Reva Bily

President, West Point Rack

As president, Reva is involved in every aspect of West Point Rack, including configuring and pricing quotes, purchasing steel and, as she puts it, “doing whatever it takes to get the job done.”

Her primary goal is “to support our dealers, satisfy their customers, earn trust and be the vendor of choice for rack products and racking systems.”

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As the Regional Human Resources Director for Trelleborg Wheel Systems Americas, Inc., Rachel has the overall responsibility for the HR function supporting North and Central America. As a member of the executive team, being able to influence the day-today business is both extremely impactful and rewarding. Outside of her HR responsibilities, she has a strong role in our sustainability committee. With Rachel’s guidance, all of the Trelleborg Wheel Systems North America locations will be plastic free by October 1, 2019.

Lisa Layel

Operations Manager

22

Trelleborg Wheel System

October 2018

Trelleborg Wheel System

Lisa joined Trelleborg Wheel Systems three years ago, but has been in the tire industry for an impressive sixteen years. As the OEA/OEM Sales Support, she works alongside our OEA dealers to aid in their growth and help resolve any issues that may arise. She is responsible for reviewing sales trends to determine growth and make improvements when needed. Working with our Sales team, she helps strengthen Trelleborg’s relationship with dealers; to improve growth within their specific markets. She has a Bachelor’s degree in Business Management and a minor in Accounting. She looks forward to continuing her growth within the industry.

Courtney Zwintscher,

Marketing Manager, Worldwide Material Handling

Courtney is the founding marketing member of Worldwide Material Handling. Her efforts have brought a new level of innovation and creativity to the material handling industry with various ad campaigns and events that are now a staple of the way Worldwide represents themselves. Courtney’s expertise extends into event coordination, tradeshow management, corporate outreach, and more. She is a dedicated worker who stops at nothing until her vision is complete. It’s even common to find her working on her off-time to aid the company in any way possible.

ANNUAL

SALUTE TO WOMEN

IN THE MATERIAL HANDLING INDUSTRY

Virginia Gentile

Owner/VP of Operations, Savety Yellow Products

As Owner, and VP of Operations Virginia is involved in every aspect of the day to day business. From finances to customer service and overseeing our shipping department, there no task within the company that she feels is too big or too small for her to handle. Savety Yellow just finished our 17th consecutive year of growth, and we’ve moved into a brand new 20,000 sq. foot facility. This couldn’t have been accomplished without Virginia’s hard work and dedication.

is

Linda Anlauf

Wholesale Pallet Rack Products, Director of Inside Sales

PROUD TO BE

EMPLOYEE

OWNED DE AN M

ILLIUS

I am grateful to work with a Rock Star team and Material Handling distributors who help me learn and grow each day. Opportunities to educate through our Would You Like Fries with That video series and to network through MHEDA-NET groups and events creates an environment where success is abundant.

Jackie Marchisin

Pallet Rack Specialist – Wholesale Pallet Rack Products As a Pallet Rack Specialist for WPRP, I am excited to work with our distributors to help them provide optimal solutions to their customers. Our resources allow us to choose from different quick ship locations and manufacturers, so we have many options available to us. This makes it easy to ensure our customers have a positive buying experience. And this in turn makes me proud to be a part of the WPRP Team!!

Brenda Harrison

Project Sales Pallet Rack Specialist With over 30 years in the industry, material handling is something I have enjoyed and take the utmost pride in. One would say, the industry is what allows us to have a successful career.

However, I would safely argue, it’s the PEOPLE in the industry; co-workers, customers, vendors, etc. that empower us to be the best we can be!

ALVA CO

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Human Element can make a favorable impression on a prospective employer.

How to demonstrate professionalism in the workplace: • Show up to work on time • Stay positive and redirect negativity • Offer assistance to your co-workers • Own up to your mistakes • Leave a bad mood at the door • Avoid swearing or using inappropriate language 5. Ownership of work. No matter where they stand on the organizational chart, an employee with good self-management makes tasks their own and delivers on their promises. They accept both praise and criticism gracefully, and don’t pass the blame for setbacks or are grateful for help when working on a team.

How to own your work and set an example for others: • Hold yourself and employees accountable Accountability is the belief that we have control over most situations and outcomes in our everyday lives, regardless of the situation or how fair it seems. What does true accountability look like in your team? Define this and be open to any feedback from your team.

• Be in control of your own fear Fearful of failure? Write down your concerns, and how much of that fear you have the ability to impact. Chances are you are in control of a lot of those failures because you choose your own fear.

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Own that fear, and it’ll help you get ahead and make you that much better of a leader.

• Start with the end goal in mind What is the end goal you need to accomplish?

Discover it, define it, and don’t try to alter it if it hasn’t been achieved. This will help you stay on track when you start to slip, and what it might look like getting back on course.

6. A Focus on learning. Everyone likes to be the expert and to feel confident in their skills, but if there’s a recurring theme for the 21st-century business world, it’s “change.” To stay viable and valuable, it helps to keep an open mind, look for cross-training opportunities, and show an eagerness to gather insight and expertise from the people around you. This goes for senior managers, too. New hires just out of college or trade school have been exposed to methods and philosophies you haven’t thought of. Being open to new ideas doesn’t undercut your authority—it strengthens your authority.

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 609-5241200. Email editorial@mhwmag.com to contact Caliper.

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October 2019

25

Sales Trends Jeffrey Gitomer

Making your customers happy is not enough What’s the difference between a traditional customer and a customer as a partner? About five times the business.

"Partnerships" are the way of 21st century customer service. Just treating the customer well isn’t enough.” says Chip Bell, author of the book, Customers as Partners, “Customer delight is a dead-end street.”

Chip Bell should know. He has served as a service quality consultant for such companies as GTE, Shell Oil, IBM and Nabisco. As an author of ten books, including one entitled Managing Knock Your Socks Off Service, which he co-wrote with Ron Zemke, Bell has spent twenty years and traveled more than a million miles speaking on the subject of customer service to Fortune 500 companies around the world.

“Customers as Partners crushes a lot of myths about customer service,” said Bell, “This book creates a whole new set of challenges to keep your relationships as solid as you think they are. Partners are more than customers. Customers have a stake in your success, the same way that you have a stake in theirs.”

In our meeting before his Charlotte book signing, I wanted to get some specific examples of “partnership attitudes” from Bell.

“The best example is when you compare one (short term) transactional cost to the (long term) relational value of the customer.” Said Bell. “If a Cadillac customer is worth $350,000 over a lifetime, why does the service department argue over a $25.00 part? Why argue at all? Seems illogical but they do. Just give me a quarter for every time a service manager argued with a customer. Short term win, long term suicide.”

Attributes of customers as partners begin with the principle that when relationships are long term, they are value based not value added.

The primary values associated with customer partnerships are…

1. Generosity – The spirit of giving (get others business).

2. Honesty – Truth makes a clean relationship (even if it hurts temporarily).

3. Trust – Assurances that preclude me from having to look over my shoulder or look for ulterior motives.

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4. Comfort – Familiarity, no surprises.

5. Reciprocity – The balance of the deeds over time (not measured deeds, but gifts without expectation). If you measure you lose. Have you ever done someone a favor and say to yourself, “He owes me one?” If you think someone “owes you one,” one is all you’ll get.

Want to give it a try? Start by looking for these five attributes inside you and your own company first. The best way to begin this process is to build a partnership environment in your own organization.

• Treating your employees as partners.

• Speaking nicely about your customers behind their backs (they are your paycheck, you know).

• Showing a spirit of cooperation and teamwork among coworkers. Especially in the traditional rival areas of sales and production, or sales and the service department.

• Accepting responsibility when a customer calls even if it isn’t your specific job.

It is your inside partnership philosophy that permits the outside partnerships to take place with your customers. You can’t have internal chaos and outside harmony. Partnership attitudes are bred from within.

Think about this: What message do you want to give your customers when they view your actions as a business? Are those actions congruent with the message carried today by your sales force to your customers and prospects about your product or service? If not, you will be seen as having two faces and be perceived as insincere.

There are four prime paybacks’ for partnerships… beyond the economics: 1. Partnerships are more mature in their expectations – (realistic) less fluff and dazzle. More meat and potatoes (if you’re a vegetarian, more tomatoes and potatoes).

2. While partnerships tend to be more demanding, they are more forgiving of error. Everyone makes mistakes. Partnerships will allow you the benefit of positive recovery.

3. Partnerships are more apt to give candid feedback. This helps you improve the quality of service, thereby the quality of the relationship.

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October 2019

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Sales Trends 4. Partnerships are more apt to champion you in the marketplace. They become apostles on your behalf. Street ambassadors. They tell love stories about you. I wouldn’t go anywhere else.

Partnerships with customers don’t just happen. It starts with a game plan and a commitment. It takes an investment of time and resources to reap the dividends.

Is it worth it? Your competition hopes you don’t think so.

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 realworld 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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29

Nuts & Bolts

Acquisitions, expansions & other business news

TVH launches new site featuring their employees

Toyota Logistic Design Competition 2020 open to U.S. Students for the first time.

TVH in the Americas (TVH) just launched a new site, Humans of TVH. Humans of TVH is dedicated to telling the stories of our amazing employees, from all locations across the world, who make our company such a great place to work. The idea stemmed from the world-renowned site, Humans of New York, which features stories and interviews collected on the streets of New York City. Humans of New York became wildly popular, with over 17 million followers, because of its unique ability to tell the life journeys of people from different backgrounds, professions, and much more. Humans of TVH is an opportunity to tell the world who is behind every part, order, shipment, and phone call at TVH. www.humansoftvh.com

For the first time ever, the formerly European Toyota Logistic Design Competition is open to design students in the United States. Toyota Material Handling Europe is increasing focus on baggage handling at airports, and the company hopes to develop new solutions to address the billions of pieces of baggage being handled at airports around the world each year. Toyota is calling all design students and recent graduates (2019) around the world to come up with a solution to improve the logistics of baggage handling at airports. www.toyotaforklift.com

Pettibone X-Series Service School offers hands-on training for Dealers Pettibone/Traverse Lift, LLC has launched a new X-Series Service School program to provide live, in-person machine training opportunities for members of its dealer network. Hosted by Pettibone dealers at various regional locations, the service school is specifically focused on Pettibone’s next gen X-Series Extendo and Traverse telehandlers. The X-Series Service School consists of one-day sessions that cover product information in a classroom style setting, in addition to hands-on training with the machines www.gopettibone.com

East Penn acquires majority share ofNavitas Systems East Penn has announced the acquisition of a majority interest in Navitas Systems. Navitas Systems is a global provider in larger-format lithium battery technology and systems for heavy-duty commercial/ industrial as well as government/defense market segments.

The acquisition will accelerate East Penn’s expansion of its Motive Power battery offering, as well as its strategic integration into other market segments. This exciting new venture aligns with East Penn’s existing plans of providing the most robust array of optimized energy storage system solutions. www.eastpennmanufacturing.com 30

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October 2019

The Raymond Corporation recognized as 2019 Manufacturing Leadership Award winner Chosen from an esteemed group of global manufacturing leaders, The Raymond Corporation earned a 2019 talent management leadership award from the National Association of Manufacturers’ Manufacturing Leadership Council. The talent management leadership award, given to creators of innovative and engaging workforce solutions, was presented to Raymond for its Raymond Virtual Reality Simulator. The high achiever award was presented to a select group of Manufacturing Leadership Council awardwinners that received the highest scores in the nine project categories. www.raymondcorp.com

15th annual CAT® Lift Truck Educational Scholarship awarded Mitsubishi Caterpillar Forklift America Inc. (MCFA), a manufacturer of forklifts under the Cat® lift trucks, Mitsubishi forklift trucks and Jungheinrich® brands, announced the winner of its 15th Annual Cat Lift Trucks Educational Scholarship, Kyra Dillahunty. Kyra received a $5,000 scholarship to use toward her pursuit of higher education at Texas State Technical College. The Cat Lift Trucks scholarship program is dedicated to supporting goal-driven future leaders that are wanting to make an impact in the material handling industry. www.mcfa.com/en/cat/cat-lift-trucks-rodeo-scholarship

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Shifting Gears

Industry personnel and organization news

Ring Power Lifts Sylvia Reyes becomes First Female Certified in Forklift Technical Training We are all feeling a shortage of trained technicians in today’s workforce. According to the Bureau of Labor Statistics, as of 2018 there are about 442,000 (.1 percent of US population) industrial machine technicians in the U.S workforce, less than three percent of those techs are women. Sylvia Reyes is making moves to change that, and increase the number of total technicians we have available. For the past two years, Reyes has worked as the Branch Administrator at Ring Power Lift Truck’s Miami facility. Recently, Reyes developed a curiosity for a deeper understanding of forklifts and decided to register for their online Technical Lift Truck course. In May, Reyes completed multiple hours of training, and earned IC Engine Control and Fuel Systems I certification—which she passed with flying colors. Gaining this certification, Reyes became the first woman to complete the Ring Power Live Lift Truck Technical Training. However, Reyes isn’t finished.

She has a student mentality and plans to continue learning and developing skills beyond her current role. http://lifttrucks.ringpower.com

Hy-Brid Lifts appoints Mid-Atlantic Territory Manager Hy-Brid Lifts has welcomed Derek Koontz as the Mid-Atlantic territory manager. Koontz will cover Kentucky, Maryland, North Carolina, Ohio, South Carolina, Tennessee, Virginia and West Virginia. He will focus on continuing the growth and channel development of Hy-Brid Lifts’ lightweight low-level scissor lifts.

Koontz brings seven years of experience to the construction equipment sales industry. He brings a vast knowledge in the Mobile Elevating Work Platforms (MEWPs) industry after having worked for an access equipment manufacturer and in the rental industry. www.hybridlifts.com

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CLARK Material Handling completes National Service Manager Training seminar

CLARK Material Handling Company, has announced that as part of its commitment to keeping dealership personnel up-to-date on the latest product innovations conducted a “National Service Manager Training” seminar at its manufacturing plant in Lexington, KY in late July. The meeting covered a variety of topics including maintenance procedures on the CLARK S-SERIES and GTS Lift Trucks; as well as, the new OSQ Task Support Vehicle.

Additionally, attendees reviewed the CLARK Quality process and toured the manufacturing facilities – which assembles eight key CLARK products. The meeting closed with a discussion on the benefits and differences associated with internal combustion and electric lift trucks and the support policies and procedures associated with each. www.clarkmhc.com

Women In Trucking Assoc. president and CEO named Cinderella to CEO of the Year Women In Trucking Association (WIT) president and CEO Ellen Voie was named the 2019 Cinderella to CEO of the Year, along with winning her award category, “Climbing the Beanstalk” for cultivating an innovative improvement to the workplace to create inroads for women to achieve career goals and enhanced work-life balance opportunities for all genders. The Cinderella to CEO Awards recognize women who have overcome obstacles to change businesses, communities and industries for the better. The inaugural awards, inspired by the book From Cinderella to CEO, How to Master the 10 Lessons of Fairy Tales to Transform Your Work Life by Cary Broussard, occurred Thursday, August 8 at the JW Marriott Essex House, honoring 200 women across industries and communities who were nominated for the awards. www.womenintrucking.org

Shifting Gears Steve Filipov, President of Terex Cranes, leaves Terex Terex Corporation has announced that following the completion of the sale of Demag® Mobile Cranes to Tadano Ltd., Steve Filipov, President of Terex Cranes, left the Company effective August 1st. “We are grateful to Steve for leading this transition,” said John L. Garrison, Jr., Chairman, President and CEO of Terex Corporation. “Steve kept the business on course through the transfer and helped ensure that virtually all of the affected team members had the opportunity to stay with the Demag® Mobile Cranes business after the transaction.” The rest of the businesses within the Terex Cranes segment have successfully transitioned within the Company: Terex Utilities is now part of the Aerial Work Platforms segment; Franna Pick-and-Carry cranes in Australia are part of the Materials Processing segment; and the Tower and Rough Terrain cranes businesses in Italy are part of corporate.

Sell More with TOOLS!

www.terex.com

Saf-T-Gard International taps Brian Long as its VP of Sales Saf-T-Gard International, Inc., has announced the hiring of Brian Long as the company’s new Vice President of Sales. With an esteemed career spanning more than 25 years in various sales, operations and executive management positions at Fortune 500 companies, Long brings a proven track record in creating performance-based cultures that consistently exceed goals and create value for customers and organizations alike that is sure to extend to Saf-T-Gard as well. Long joins Saf-T-Gard following an extensive and highly-distinguished career at Grainger Industrial Supply, which culminated in his role as the Regional Vice President of Sales for the 10-state Midwest region. www.saftgard.com

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October 2019

Learn how your dealership can tools sell more using

877.638.6190

Material Handling Wholesaler

3D

3D

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INCORPORATED

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October 2019

We sell our products through an extensive network of experienced material handling dealers.

** FORKLIFTS WANTED ** We Will Buy Quantities! Call Us With Details - We Want Your Surplus Stock 2015 TOYOTA 8FGCU32

2013 TOYOTA 7FGCU35

2010 TOYOTA 7BPUE15

258” Mast, Hours: 9,000

238” Mast, Hours: 4,000

240” Mast, Hours: 4,000

5 UNITS IN STOCK

4 UNITS IN STOCK

5 UNITS IN STOCK

$

9,500

$

13,500

$

9,900

2014 TOYOTA 8BRU18

2014 TOYOTA 8FGU15

2015 TOYOTA 8FD80U

192” Mast, Hours: 8,000

189”FSV Mast, Hours: 7,000

180”V Mast, Hours: 15,000

12 UNITS IN STOCK

5 UNITS IN STOCK

$

10,500

$

1 UNIT IN STOCK

9,500

$

26,900

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

2007 Toyota 8BRU18, 3,500 lbs., 36V, 240” Mast, Sideshifter (2 in stock)

2006 Genie S40, 500 lbs., Diesel

2010 Toyota 8BRU23, 4,500 lbs., 36V, 270” Mast, Sideshifter (2 in stock)

2013 Genie 2032, 500 lbs., 24V, LOW HOURS

2014 Toyota 8FGCU15, 3,000 lbs., LP, 189” Mast, Sideshifter

YARD TRUCK

2014 Toyota 8HBE30, 6,000 lbs., 27X48 (6 in stock)

2007 Capacity TJ5000, Diesel, LOW HOURS

866.506.2200 oshai@shoppas.com ShoppasMaterialHandling.com

www.MHWmag.com

October 2019

Printed in the U.S.A. ©2019 The Ousset Agency, Inc. wo#6039

FORKLIFTS & NARROW AISLE EQUIPMENT

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New Products

See more new products online at www.MHWmag.com

MCFA new Jungheinrich® Electric Stand-Up Counter-balanced Lift Truck series

PERC releases video series on Propane Forklift misconceptions

Mitsubishi Caterpillar Forklift America Inc. (MCFA) has announced its new electric stand-up counterbalanced lift truck, the ETG 214-318 series. Designed to maximize performance and operator comfort, the Jungheinrich® ETG series effectively loads and unloads trailers, shuttles goods and moves loads in confined spaces. Engineered strong enough to handle a wide range of fast-paced, real world industrial applications, the 36-Volt AC lift trucks available in 3,000 – 4,000 lb. capacities, sets industry standards — reaching lift heights of up to 276 inches. www.mcfa.com/en/mcfa

The Propane Education & Research Council released a new “real talk” video series that aims to educate material handling professionals on three common propane forklift misconceptions regarding indoor usage, emissions, and cost. “The videos shed light on a few of the key benefits linked with propane that, if overlooked, can prevent facilities from operating at maximum efficiency,” said Jeremy Wishart, PERC director of offroad business development. “Ninety percent of Class 4 and 5 operators are choosing propane forklifts over diesel or electric to handle their material handling needs and this video series will help facility managers understand why.” www.Propane.com/Forklifts

Verti-Lift Floor Level 90 Degree Tilt with Removable Forks Verti-Lift presents versatile Floor Level 90 Degree Tilt Tables with Removable Forks. These are the ideal solution for any manufacturing or assembly application where the process requires work in the horizontal and vertical positions. With the flexibility of removable forks while in the horizontal position, and a range of 0 – 90 degrees, workers are allowed 360-degree access to the product while in the horizontal position, while the vertical position allows access to manufacturing and assembly processes of difficult to reach areas in the vertical position. www.verti-lift.com

TVH adds new LED Search Light TVH in the Americas (TVH) has announced the addition of a new LED search light to their already extensive product offering of LED work lights.

The 80WRC series LED search light, with its ability to rotate horizontally 360°, is perfect for those odd jobs where the standard mounted work light or search light just doesn’t cut it. This light is controlled by a remote, making it easier to operate while you are working. The 80 WRC series LED search light is available in white or black and each color option has the choice of flood or spot beam patterns. www.tvh.com

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APEM launches XF series joysticks APEM, Inc. announces the XF series; a ruggedized finger operated joystick controller specifically engineered for vehicles applications. This new joystick series is designed per the ISO 25197 standard, which establishes the requirements for design, construction and testing of electrical/electronic steering, shift and throttle and dynamic position control systems on marine watercraft up to 24m in length. Adhering to this standard, the XF series is rated to withstand 80 lbf pull force across the X/Y axis and over 5Nm torque in the Z axis. www.apem.com/us

Modular AGV Platform offered in multiple formats from Dematic Dematic Compact is a modular Automated Guided Vehicle (AGV) solution for the transport and staging of pallets in production and warehousing operations. As an automated pallet transport solution, the compact AGV accommodates point-to-point transfer of pallets, skids, racks, tubs and rolls with automated pick-up, transport and drop-off. The Dematic Compact AGV is the ideal pallet delivery solution for repetitive material transport tasks in multi-shift operations. www.dematic.com/AGV

RELAX

AND

Thombert DYALON® “B” wheels and tires have been the industry work horse for electric lift trucks since 1958.

DYALON® “B” is the only 83 Shore A durometer on the market today. It offers good load capacity, traction, and durability all rolled into a single compound. Enjoy life rather than think about your wheels and tires.

ENJOY

800-433-3572 thombert.com www.MHWmag.com

October 2019

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New Products

See more new products online at www.MHWmag.com

EnerSys® restructures Charger Portfolio

PowerFleet® for Industrial uses

EnerSys®, the global provider in stored energy solutions for industrial applications, recently announced a restructure of its Motive Power charger’s portfolio. The battery charger offering is now organized according to performance and charging profiles, making it easier for the consumer to clearly identify the charging program required to meet their battery power demands.

Each charger offers unique attributes to ensure the consistent delivery of outstanding performance for a variety of battery chemistries, battery sizes and required charging profiles. www.enersys.com

Provide your customers with complete OSHA compliance, automated safety and security, and a low total cost of ownership with the PowerFleet Essence OC-53 from I.D. Systems®. The OC-53 is easy to install out of the box without the need for an IT department. It helps ensure that your customer’s operations are compliant, efficient, and cost effective with electronic record keeping and safety checklists. The PowerFleet Essence solution allows site managers with small fleets to ensure that only certified operators are using their equipment, when they have completed required safety inspections, and how their equipment is operated to reap the savings of safer industrial truck operations. www.id-systems.com

PIONEER’s SMART+TM line of products PIONEER Dock Equipment announces the launch of the SMART+TM line of dock products. The SMART+TM line features an interactive HMI (Human Machine Interface) touch screen control panel. This intuitive touch screen panel is easier to operate than push button styles and offers real time feedback. The PIONEER SMART+TM line of control panels are sleek, modern and offer state of the art components providing a longer service life. The HMI panels are unaffected by heat or cold and will operate flawlessly across a diverse range of industrial environments. No special style gloves are required.

The touch screen operates through leather work gloves or heavy-duty welding gloves. www.pioneerleveler.com

Optronics brings tough multifunction LED Warning and Beacon Lamps to market Optronics International just announced the introduction of a new family of LED warning and beacon lamps today. The lamps employ a solid-state, surface-mount device (SMD) design that protects their electronics against moisture, shock and vibration. An industry first, these warning and beacon lamps come with Optronics’ exclusive no-hassle, one-diode lifetime warranty protection, which will replace any lamp if even one diode fails. The new lamps meet Class 1 and CA Title 13 requirements. The lamps also meet their respective Society of Automotive Engineers (SAE) standards: SAE J595 governs directional flashing optical warning devices and SAE J845 governs omnidirectional optical warning devices. www.optronicsinc.com

MORE NEW PRODUCTS ARE AVAILABLE ON WWW.MHWMAG.COM.

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October 2019

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

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

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

October 2019

39

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 ➤ 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

info@findadistrubutor.com

@FADNetwork

➤ BATTERY / CHARGERS Contact sales@xpb.ca

➤ 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

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October 2019

SAME DAY SHIPPING

215.773.9111

➤ 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

➤ PALLET 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 ➤ Steer Axle Assembly

Steer Axles

800-447-3967 | www.charnor.com

Locations Coast to Coast

800-435-9346 | www.warfieldelectric.com

➤ Transmissions

Reman Transmissions, Drive Units, Differentials & Torque Converters

800-447-3967 | www.charnor.com

www.MHWmag.com

October 2019

41

➤ SAFETY PRODUCTS

➤ 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

• •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

Classifieds • Specialty Material Handling, Inc.

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

OHIO RACK

Original & Aftermarket Parts for Most Equip.

FORKLIFTS & TIRES 713.460.8197 • 800.687.3884 fax: 713.460.5941 www.forkliftsandtires.com

The

Experts

We BUY & SELL

Bought & Sold, Rentals, New & Used Parts, Appraisals, Technical Support

Portable Stack Racks Flexible Packaging

Gregg Zdan

NEW & USED

(734) 641-1800 www.useddrexels.com

800-344-4164 Fax 330-823-8136 Email: ohiorack@cannet.com

www.ohiorack.com

Associated with DREXEL Industries since 1972

•

•

•

➤ STORAGE EQUIPMENT

We Have a Charger for That FSIP offers a variety of new and remanufactured battery chargers to cover a range of applications including forklifts, scissor lifts, sweeper-scrubbers, ground support equipment, golf cars, go-karts, electric boats & more!

Flight Systems Industrial Products www.shop.fsip.biz . 800-333-1194 42

www.MHWmag.com

October 2019

•

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

Give Them AIT’s Quality and Your Service.

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

American Industrial Transmission Inc. 20395 Hannan Pkwy. Walton Hills, OH

• REMAN STEER AXLES

Fx 440-232-8142

www.aittransmission.com

sales@aittransmission.com

800-588-7515 www.MHWmag.com

October 2019

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Advertiser's Index ___________________________________________________ 3D STORAGE SYSTEMS LIMITED..........................34

HC FORKLIFT AMERICA CORP .............................19

RESONANT DEALER SERVICES ..............................9

ALL BRAND FORKLIFT PARTS ..............................28

HELMAR INC.........................................................2

SAFETY SYSTEMS & CONTROLS INC....................12

AMERICAN INDUSTRIAL TRANSMISSION, INC .....43

HESS AUCTIONEERS............................................18

COMBILIFT LTD ...................................................17

INDUSTRIAL FORKLIFTS .......................................27

CONTINENTAL TIRE THE AMERICAS, LLC. ...........46

INTERTHOR, INC. ................................................24

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

JH THOMAS INDUSTRIES LTD ..............................14

THE FORKLIFT PRO..............................................13

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

JOSEPH INDUSTRIES, INC. .....................................8

THOMBERT, INC. ................................................37

FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP) 3, 42

MAC RAK INC.....................................................45

FORKLIFT-INTERNATIONAL.COM ...............9, 31, 33

MHEDA...............................................................21

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

MILLENNIUM INDUSTRIAL TIRE...........................47

H&K EQUIPMENT COMPANY ................................9

MOR-VALUE PARTS COMPANY...........................29

WEST POINT RACK, INC. .....................................15

HADER INDUSTRIES INC......................................25

NOBLELIFT INTELLIGENT EQUIPMENT CO., LTD. ..44

WY’EAST PRODUCTS ..........................................39

SHOPPA’S MATERIAL HANDLING ........................35 SUPERIOR ENGINEERING ....................................18

TOYOTA FORKLIFTS OF ATLANTA .........................7 TVH ........................................................4, 13, 48

MORE ADVERTISERS & RESOURCES AT WWW.MHWMAG.COM 44

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October 2019

EnginEErEd rack rEpair & protEction

Shorter Lead-time.

Greater Capacity. Better Service.

We have grown from 22,000 sq. ft. to more than 70,000 sq. ft. on 12 acres. Our new Missouri manufacturing facility with our state-of-the-art equipment and powder coat paint line allows us to expand capacity by 4 times.

Repair and protect all types of pallet rack.

All Styles, All Punches, All Dimensions‌ Mac Rak has your repair and protection solution!

Best Distributor Support Service in the industry!

815-723-7400 info@macrak.com

Visit us at MacRak.com & MacRakSafety.com www.MHWmag.com

Member

October 2019

45

Robust and clean Continental Solid Tires Features

Benefits

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

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New er custom offer 46

For details on receiving 10% off your first order of up to 12 tires, send code MHW19E to CST.Promotions@conti-na.com.

www.MHWmag.com

October 2019

www.continental-specialty.com

NEXT GENERATION

POLYURETHANE WHEELS

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CHEMISTRY

LOWERS

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MAINTENANCE COSTS

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polyurethane wheels Falconium boosts productivity by reducing downtime and costly ®

wheel change outs. Contact your Millennium dealer to setup a test drive and find out why warehouse managers across the country are making the switch to Falconium . ®

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www.MHWmag.com

October 2019

47

In ONE DAY more than candy of 20 million pounds Halloween candy are sold.

In ONE DAY TVH fulfills more than 5,700 orders, and more than 25,000 lines.

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October 2019

www.tvh.com