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JANUARY 2020 • VOL. 41 NO. 1

Industry News 18 Nuts & Bolts

24 Shifting Gears

Dean Millius General Manager/Publisher

32 New Products

Alva Coffman Account Executive

40 Classifieds

COVER STORY

ADVERTISING CALL 877.638.6190

Tax planning: Keeping it or giving it to Uncle Sam Garry Bartecki

COLUMNS

10 | 16 |

Aftermarket Dave Baiocchi MHEDA Rental Strateties 1 Sales Trends Jeffrey Gitomer Your personal mission statement.

Write it. Live it.

ur ko ra c o e !

Ch site f age P b we Spec w ne

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.

42 Advertiser's Index

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Nikole Hoffman / Eric Faramus Production Lead / Graphic Artist

Reader Resources 38 Source Directory

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Cover Story Garry Bartecki

Tax planning: Keeping it or giving it to Uncle Sam THE CASH BALANCE Is it adequate for what you have planned? Can we generate cash faster? Are invoices processed as quickly as possible? Are you using digital billing and collection methods to reduce the cash cycle? Are the credit and collection policies current for your business today?

Is the cash flow from operations in the upper 25% quartile?

INVENTORY

Another year goes by and I hope 2019 operating results met your expectations and beat the budgeted profit as well. If that is the case pat yourself on the back because we all know the effort required to hit the numbers, especially after maneuvering the monthly ups and downs associated with the various departments throughout the year. I have always marveled at how equipment dealers balance all the balls they have in the air and still make the numbers work. That is one of reasons I LOVE this business, and the people in it.

If your operating the business properly your Balance Sheet and Income Statements should be 90% cleaned up by the end of the year, awaiting a few final adjustments before the financial package is presented to your auditors with a March 15 deadline for their report. The same goes for the tax returns which should also meet the March 15 and April 15 deadlines so that all the tax issues are behind you and you can concentrate on 2020.

The point here is that management needs to plan for 2020 starting in October or November of 2019.

Waiting for the year end close to find out you did six months after the year end just does not cut it any longer. Department heads need to concentrate on what is working and fix what it not, with this process beginning on Day 1 of the new year. Some of the issues facing management on January 1 of every year are as follows: 4

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We are talking new, used and parts inventories.

How to the turns and GP% compare to the MHEDA Disc Report? Do you have a list of what to get rid of? Do you have an annual valuation of what the used units are worth in terms of OLV? Is there phantom value when the OLV is compared to the used book values, or perhaps a loss if units are overvalued.

Knowing what to expect in profit from new, used and parts inventories is a must on Jan 1 of each year. The sales department need meaningful budgets that generate cash flow for the reporting period.

RENTAL FLEETS Both long-term and short-term fleets. Are you ready for the new lease accounting GAAP rules that will have rental customers asking about their leases and how much of the lease payments are for the unit and how much for maintenance? Better be ready. The OLV comparison applies here as well regarding shortterm rental units. Bankers need to know if OLV values exceed book value.

ACCOUNTS PAYABLE AND ACCRUED EXPENSES Are we shopping our purchases as often as we can?

Technology is making purchases cheaper. Interest rates are down. Have we discussed rates with our lenders?

I have encountered new ways to purchase company insurance. New ways to make money from Rental Equipment Insurance purchases that benefit both dealer and customer. Ways to offer value via certificate tracking programs that benefit both dealer and customer. Question every purchase. Find the hidden value in AP and ACCRUED EXPENSES.

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Cover Story continued DATA DIVING Check your performance against competitors in your territory. Join a 20 Group and actively participate.

Rouse Analytics has a program to compare competitors in a territory by getting access to member data files and working up averages for various profit and cash flow drivers so that they can compare each member of the group against the group data. This is an amazing tool.

You can zero in on every line item in sales, costs and gross profits. 20 groups provide a similar comparison only with non-competitive locations.

There is a lot that can be done to make money in the material handling business if you can operate in the upper profit quartile. Trying to catch up to dealers in that level is something else again. But, I have found a very competitive marketing and advertising program on the market that will (1) build your company a website and update it as need be; (2) help build your data base and flag it for certain type of prospects and products; and (3) get you up to speed on all media avenues required by your type of business. All for $350 a month! The dealer must supply what they want included in the website, email blasts and the social media account, but they will show you how to do that.

This could be a great tool when trying to try out a new marketing program for a special profit or service.

If you follow up on some of these ideas, you will find yourself making more money which brings us to the TAX PLANNING portion of this column. Make more money and pay more taxes. How about make more money and keep more money? I like the latter thought better and I am sure you do as well.

As far as Wayfair is concerned, every company should get a report from their accounting firm (from a person with expertise in this area) to explain where taxes need to be collected and submitted regarding Wayfair, what registration forms need to be submitted to those state, and when tax exemption forms can be used and kept on file by the sellers. I would also suggest a section in the report regarding the RESPONSIBLE PERSON RULES and which states have statutes that could put company employees at risk for not collecting or paying in the sales taxes to the states. I suggest this is a prudent expenditure because the states are not kidding about these statutes. In short, cover your butts.

The TAX CUTS AND JOBS ACT OF 1917 (TCJA) has been on the scene for a couple of years now. Your 2018 returns were filed using these new tax laws. 2019 returns will be the second year using TCJA. The changes made in 2017 were quite dramatic and complex and seem to hit equipment dealers in many ways. When dealing with such dramatic changes I always like to review the first return impacted by the changes (2018) to see if the tax results match what was anticipated, and at the same time see if any changes are necessary for the 2019 (2nd Year) returns. There probably will be. Post 2017 changes to the TCJA also need to be taken into consideration as well.

We asked Steve Pierson (my dealer and rental tax pro) to review TCJA as it now stands at the September conference. He outlined the IMPORTANT CONSIDERATIONS AND ELECTIONS as follows: A-AFS Conformity Rule B-Bonus Depreciation now applies to both new and used property

At our One-Day Dealer Conference in September we had some of the brightest tax folks available with C-Interest Deduction Limitation for companies expertise regarding equipment dealers and rental with average receipts over $26 million companies. One portion of the presentation, which D-Qualified Business Income deduction I mentioned last month has to do with the Wayfair E-Accrual to Cash Basis Election for companies less decision requiring sales tax collections on goods shipped than $26 million in receipts. into a state even though the seller has no presence in the state. Needless to say, this gets a bit crazy, F-Decision to Break S Corporation Election and but the exposure is real even down to what is called vice versa the RESPONSIBLE PERSON RULES whereby “A” required recognition of income when the right personal liabilities may apply for any officer, director to that income is fixed. It is related in some regards to or employee who knows of and has responsibility to the new Revenue Recognition GAAP standards. comply with individual state tax laws.

“B” You still have both 179 and Bonus Deprecation available. The original version of TCJA 6

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Cover Story continued contain language pertaining to leasehold improvements and building improvements being 100% deductible as Bonus Depreciation. This has since been reversed but you still have 179 available for these types of costs.

“C” Limitation of 30% of taxable income before interest and depreciation (179 not counted as depreciation for this purpose). Excess interest can be carried forward. Determined on entity by entity basis.

“D” A 20% of taxable income deduction related to income derived from flow-through entities. There are restrictions and limitations, so this is one area that needs an annual review as well as planning for the subsequent year.

“E” Cash Basis Tax Accounting should be reviewed if you meet the gross receipts test. The Books do not change only the tax accounting. What basically happens is AR and accrued expenses are reversed.

If your AR balance is greater than accrued expenses and AP you could wind up eliminating your 2019 taxable income and maybe even create an NOL to carry forward. If you meet the criteria and didn’t really

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THE “LITTLE CHARGER” THAT consider this option last year, you may want to take a harder look at this option.

“F” Several S-Corp dealers jumped at the 21% corporate bracket, when this decision required some serious research to determine if that move is right for existing shareholders. Maybe yes and maybe no. You can covert back to an S-Corp but you must wait 5 years to do so. One of the main issues results from creating C-Corp retained earnings which could be subject to a double tax thus offsetting the 21% benefit.

So far, we talked about planning for 2020. Planning and execution that starts on January 1, 2020, rather than waiting for the 2019 annual report and tax return to indicate what needs repairing. We suggested ways to reduce insurance costs, interest expense, and marketing costs. Also mentioned a way to increase income from both Rental Equipment Insurance and Certificate Tracking. And on top of all that a way to reduce Wayfair exposure and income taxes.

Need any help with these issues, let me know. I can put you in touch with one of the speakers from the

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9

Aftermarket Dave Baiocchi

MHEDA Rental Strategies 1 I am writing this on an airplane, returning from the MHEDA Rental and Used Equipment Conference held in October of 2019. I was one of four speakers at the conference, and shared my thoughts about best practices and strategies necessary to build a robust dealer rental offering. The meeting was set up to allow for round-table breakout sessions after each speaker presentation. This allowed the dealers to share their own experiences and ideas about the subject matter.

Although the information provided by the speakers was relevant and useful, some of the most exciting ideas were shared across the table at the breakout sessions.

This once again proves the theorem that “none of us are as smart as all of us”. The ideas that move the needle for the dealership aren’t always derived from a power point slide. The conference was so full of great ideas that I wanted to share the highlights of the material presented. Over the next few issues I will cover the topics presented as well as the dealer insights I garnered from the roundtable sessions.

Rental Strategies • Rate setting Common practice in rental departments is to use the same formula we have used for decades to calculate rates. Most dealers know that the goal is to create an average monthly rental income stream of 4%-6% of the acquisition price of the equipment. This assumes that the equipment will be working in conditions that are clean, dry, and temperate. This also assumes a usage profile of not more than 160 hours a month. Taking all of this into account, over its rental life, the equipment should provide an ROI of about 40%.

As I said, the 4%-6% calculation is a formula that has been used for decades, not only in the material handling business, but many other capital equipment industries. It’s important to remember that although the calculation has not changed, the equipment has. Today’s machinery is engineered and manufactured to substantially extend what once was thought to be a 5-year life cycle. We 10

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January 2020

all know lease programs that regularly extend the term to 72 or even 84 months. This provides a longer rental life for new assets, and can provide flexibility and profitability when considering rates.

• Creating consistent revenue – Multi Season Rental Dealers routinely struggle with seasonal requirements and being able to create the income stream necessary to commit to purchasing and adequate supply of short-term rental units. It can be a delicate dance to invest in rental inventory when your best customers only have a 12-week harvest season.

One strategy to meet customer demands while also creating a prudent income stream, is to “link” rental contracts (and new rental inventory) to individual rental customers. Especially in cases where the rental demand is predictable, this practice allows you to target selected users, offering added value for a multi-year rental agreement.

This method should pair two or three rental customers with “non-overlapping”, predictable rental demands. An example: • Customer one is a cherry producer with a harvest season from early May through June • Customer two farms almonds that are harvested in from Mid-July through September • Customer three is a raisin packer who processes his crop in October and November.

In this scenario, I can create six to nine months of predictable rental income per year. This income is adequate to properly depreciate a new rental asset. Seek to secure commitments for five rental “seasons” from each customer. Allow flexibility within the program (no minimum billing). If a particular weather event ruins a crop, simply add another season to the end of the commitment. If you can pre-capture this much expected income, any supplemental rent collected

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Aftermarket continued from December through April will only add to your profitability.

scales is requisite to this process. This is a scale that we used in our dealership:

This practice may also work with industrial customers that rent equipment for annual inventories, plant maintenance or other periodic events. Not every dealer has the marketplace to drive this kind of repeatable income, but if we look closely enough, we may find some patterns that would allow for this multiyear strategy to be employed.

• Rental Purchase Options – Using sliding scales My observations when visiting with dealers is that when it comes to rental practices, dealer subscribe to practices that fall between these two policies: 1.) Rental units are for rent – not for sale.

2.) Everything is for sale – Rental money collected is always viewed as “money on deposit” against the sale of the unit.

Your dealership my fall somewhere between these two positions, but notwithstanding your current policy, allowing customers to gain equity in rented equipment can be a tool we can use to grow our marketplace, and provide added value to customers.

Most dealers have some sort of Rental Purchase Option (RPO) program that allows customers to apply a portion of the rent toward the purchase of the equipment. These programs are normally limited to short timeframes and predetermined pricing. RPO’s are routinely set up “in advance”, with the equipment pricing, rental rate, and applicable rent percentage laid out prior to equipment delivery.

Some dealers however have expanded their RPO programs to offer this kind of program on almost every rental contract of 1 month or more. When this practice is used properly, it moves good, serviceable, used equipment to the field using the rental platform as a tool to grow sales. Our brand of equipment, owned by the customer, consuming parts and service at retail rates. Isn’t this what we want? Why are we not exploiting the rental platform to do this?

Dealers that are successful in expanding RPO normally have ways to motivate their customers to “convert early” in the rental process. Using sliding

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Every month, the salesperson would contact the customer and attempt to close the conversion by highlighting the fact that the rental applicability toward the sale price was diminishing. In effect, this practice allowed customers to “build” a down payment on equipment that they never expected to have an opportunity to purchase.

In addition to the sliding scale, dealers also have to have a way to quickly calculate selling prices on rental assets, consistent with their age, condition, hours and accumulated depreciation. This can be a moving target, but with the business systems we all use, an algorithmic formula should be attainable.

• Leveraging telematics – Service scheduling/ Billing All product-based businesses are attempting to find way to leverage the “Internet of Things” (IOT).

For us, this has pushed the term “telematics” into our daily vocabulary. If you are uninitiated, telematics is the word we use for a device that wirelessly transmits equipment data to the customer, the dealer, or both parties. These devices can use cellular broadcast technology, but more commonly they will use the Wi-Fi available at the customers place of business.

Telematics reports are wide and varied, and can monitor and report the following functions •

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Aftermarket continued These devices are not yet standard equipment from most of the OEM’s, but I have a sneaking suspicion that it won’t be long before IOT devices and associated reporting will be the next value point to be exploited.

Data is everything! Using this data to help a customer make fleet decisions, set service intervals and rotate assets can help to redefine your value proposition.

Using telematics for care of the rental fleet should be no different. How many times have you scheduled a PM for a rental unit at a customer location, and found it had only accumulated less than 100 hours?

How much customer damage has gone unbilled because an accidental impact could not be proven?

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This technology will also help dealers expand their flexibility. “Billing by the hour” is now effectively within our grasp. How many customers have demanded this, and how much trouble was it to dispatch personnel to take hour meter readings? These are the types of services and value points that customers are yearning for. Telematics helps us get there.

Next month I will touch on a few more ideas to grow and leverage our rental offerings. Wishing all of you a happy and prosperous New Year!

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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Sales Trends Jeffrey Gitomer

Your personal mission statement.

Write it. Live it.

Going places? Have big dreams? The first person to tell is yourself. The first person to convince is yourself.

The first person to affirm is yourself.

Use your goals and visions to define your mission…

• The examples you seek to set.

Ken Blanchard in his legendary, “OneMinute Manager,” recommends that everyone write their Personal Mission Statement. The results are startling.

Have you written yours?

• The ideals by which you live or seek to live by.

A Personal Mission Statement is your affirmation, philosophy and purpose rolled into one. It’s your personal challenge to yourself. It’s an opportunity to bring your goals into focus and transfer your ideals into the real world. It is your success plan.

Write your Personal Mission Statement.

It’s a chance for you to write your own legacy.

Sounds pretty heavy, but actually it’s a lot of fun. If you do it right, it’s an adventure.

Here are the ground rules, and the format to write your mission: • Define yourself What kind of a person are you, what do you do, what is your character?

• Say who you’re dedicated to State who you’re committed to (family person, children, wife).

• Say what you’re dedicated to Are you dedicated to your profession, your customers, your success?

• Define your service to others Where do you specialize, where is your expertise, who do you serve, how do you help them?

• Affirm that you will strive to get better, do new things, and grow Where do you aspire to be? What do you want to achieve?

• Commit to community serviced What actions are you taking to be involved in your community?

• Tell how it will get done How will you employ your enthusiasm, your attitude, your best efforts?

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• The affirmations that you can use every day to make you a better person.

It builds your character at the same time it lays it bare.

Here are some words that will help you define your mission…will, dedication, persist, honest, ethical, positive, enthusiastic, fun, health, learn new things, listen, help, provide, encourage, others, continually, example.

• The process takes time. Write a first draft. Let it sit for a few days. Reread it slowly and make changes that you feel better express your true feelings.

Describe the things you think you are and the things you seek to accomplish or become.

• Don’t be afraid or embarrassed to flatter yourself.

You’re writing this for yourself, not others. Affirm everything you think you are or think you want to become. Do it with a sense of pride and a spirit of adventure.

• Ask your mentor(s) and associates for help. If they offer constructive criticism, thank them. If they tell you “You’re crazy,” you’re on the right path.

Stay on it.

As salespeople and business leaders we have a responsibility to do our best. By writing a mission statement you have affirmed that responsibility. It’s so simple it works.

I wrote mine and my company’s mission statement many years ago, and have them posted in our offices for all to see. When it’s in front of me every day, it’s more likely that I will follow it. I revise mine every year.

Sales Trends continued I urge you to write yours. It builds your character at the same time it lays it bare. It serves as a beacon of light in the fog of life. It is a path to take that you build on every day. It is your mission.

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.

Post yours where you can see it every day. Sign it in big bold felt tip pen.

Live it. Live it every day.

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Nuts & Bolts

Acquisitions, expansions & other business news

LiuGong holds first global customer event

Forklift dealers remind customers of 2019 year-end tax savings opportunities

LiuGong held its first Global Customer Day in Liuzhou last month with the theme of “Building Our Business Together”. In this two-day event, more than 300 guests, customers, key accounts and dealers from 41 countries gathered together to learn more about LiuGong. It also provides a bi-communicational platform where LiuGong can hear customers’ voice and customers can share their experiences with LiuGong.

As 2019 comes to a close many forklift dealers are reminding their customers of end of the year tax savings from the Tax Cuts and Jobs act signed on December 22, 2017.

The maximum deduction limit for the Section 179 has increased to $1 million and equipment purchases to $2.5 million. The tax law also extended firstyear bonus depreciations to include new and used equipment and in service after September 27, 2017.

Both Section 179 and bonus depreciation now allow 100 percent write-off on used equipment in the first year and require that the equipment be put into use in the deduction year. All machines purchased and in service before December 31, 2019 may qualify for 2019 year-end tax savings. www.section179.org

www.liugong.com TVH partners with Toys for Tots TVH in the Americas (TVH) holds a toy collection every year to benefit Toys for Tots through TVHCares, TVH’s charitable program designed to get employees involved and giving back to their communities. TVH is partnering with Toys for Tots in Fresno, CA by offering up available warehouse space for the storage of donated toys for children throughout the area. Toys for Tots will be utilizing the space from now through December 31, 2019. Interested in donating? You can find your local Toys for Tots drive by visiting www. toysfortots.org and help make the holidays a little bit brighter for a child in need. www.tvh.com

FOR MORE NUTS & BOLTS ARTICLES GO TO WWW.MHWMAG.COM 18

www.MHWmag.com

January 2020

Santana Equipment expands its Arizona operations Santana Equipment Trading Company has announced the opening of a new retail and rental space for its Arizona clientele. Santana Equipment West Division (Phoenix) opened its doors in June of 2012 as the company’s first satellite location. After quickly becoming one of the top sellers of used forklifts in its local Phoenix market, the need was recognized for another satellite office to serve the growing client needs in the East Valley of Arizona. The new space is near Superstition Freeway and S. Country Club Dr. A strong focus for this new location will be continuing the Santana Equipment business of selling quality forklifts, while also emphasizing rent and rent to own options.

http://santanaequipment.com

Resonant Dealer Services

TIRED OF UNPROFITABLE PM’S? IT DOESN’T HAVE TO BE THIS WAY.

The Ecopoint charger from Ecotec is a full featured industrial battery charger available in 2 models for 8 hr. and 10 hr. recharge. The standard ECO-250 control offers data management normally found only in much more expensive chargers.

For pallet jacks, consider the fully automatic STC taper charger.

Plugs into any 120V outlet for convenience and portability.

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KEEPS FLUE SPACES OPEN A simple, cost effective product to keep stored material out of rack transverse flue spaces • Provides 3" clearance between rack and stored material • Original FlueKeeper® for hand loaded rack, FlueKeeper® HD for full pallet loads and FlueKeeper® HD-S for structural steel rack • Satisfies insurance guidelines and local building inspector criteria (may be required by International Fire Code®) • Allows your sprinkler system to function as designed • Easy to install

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January 2020

19

Remanufactured Transmissions, Engines, Torque Converters, Steer Axles, Overhaul Kits and Aftermarket Parts for:

Nuts & Bolts Smartrac to sell its RFID inlay business to Avery Dennison

• Material Handling • Construction • Agricultural Equipment

Smartrac Technology Group, a global provider in RFID technology and IoT solutions, has announced that it has reached a definitive agreement to sell its RFID Transponder Division to Avery Dennison Corporation.

Headquartered in Glendale, California, Avery Dennison is a global materials science and manufacturing company specializing in the design and manufacture of a wide variety of labeling and functional materials.

www.smartrac-group.com 800-321-9983 www.joseph.com sales@joseph.com

WIRED FOR GREATNESS

Authorized Distributor

20

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CONTROLLERS

NEW AND REMAN CONTROLLER OPTIONS FOR A VARIETY OF APPLICATIONS Flight Systems Industrial Products 800-333-1194 · www.shop.fsip.biz January 2020

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January 2020

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QUALITY& VALUE For Over 50 Years

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HYDRAULIC SERVICES AND MANUFACTURING www.haderind.com • e-mail: hader@haderind.com 22

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January 2020

MODEX OPENS MY MIND TO WHAT’S POSSIBLE FOR MY SUPPLY CHAIN OPERATIONS. MARISELA GUADARRAMA General Manager, Elite Flower

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January10/30/19 2020

10:22 AM

23

Shifting Gears

Industry personnel and organization news

Wicklander named GM of ALL Sunshine Crane Rental

Sun Automation Group promotes new Director of Sales in N.A.

A veteran of the ALL Family of Companies, T.J. Wicklander, has been named general manager of ALL Sunshine Crane Rental Corp. of Orlando, Florida.

Wicklander brings two decades of crane experience forged in the highly competitive Greater Chicago area, where he served in a multitude of roles at Central Contractors Service, also an ALL branch. www.allcrane.com

SUN Automation Group®, is pleased to announce Frank Reynolds has been promoted to Director of Sales. In this new role, Reynolds will be leading the direct external sales team to drive growth and profitability of core SUN products and new products across the North American market. Reynold’s expanded responsibilities will also include managing the product development cycle and collaborating cross-functionally across the SUN organization to ensure all activities align with bringing value to box plants. He will continue report to Greg Jones, Vice President of Global Sales and Aftermarket. www.sunautomation.com

Shoppa’s Material Handling adds new Business Operations Associate Shoppa’s Material Handling got a little bigger today with the addition of a new Business Operations Associate. After spending the last five years working as a Team Leader/Supervisor with Toyota Industrial Equipment Manufacturing and Toyota Material Handling, Travis Bradley joins the team as a Business Operations Associate. While at Toyota, Travis made a name for himself for his ability to help streamline processes to best improve key performance indicators.

www.ShoppasMaterialHandling.com

FOR MORE SHIFTING GEARS ARTICLES GO TO WWW.MHWMAG.COM 24

www.MHWmag.com

January 2020

Terex AWP names new Director of Technical Services Focused on proactively supporting aerial equipment customers in Australia, countries in the AsiaPacific (APAC) region and China, Craig Kittle has accepted the position of Genie Director of Technical Service for APAC & China, Terex AWP. In this role, Kittle has responsibility for coordinating and actively managing the Genie® brand’s technical service, used equipment and product support operations for Australia, APAC and China. Kittle started his new role on July 8 and supports the region from the Genie offices in Brisbane, Australia. www.genielift.com

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January 2020

25

Shifting Gears

MHEFI elects two new Board Members The Material Handling Education Foundation, Inc. (MHEFI) has announced the election of two industry leaders to its Board of Directors. Ryan Bartlett, President and CEO of United Material Handling and Matthew Dysard, President of Tiffin Metal Products will begin serving their terms January 1, 2020. http://mhefi.net

Skyjack’s telematics solution racks up awards

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

Linamar Corporation’s Skyjack division unveiled its telematics solution, ELEVATE, in February 2018.

Today, Skyjack’s telematics solution has won six awards throughout three different continents and is being shipped on approximately 50% of machines leaving its facilities. “When we started this project, we analyzed existing telematics products and knew that they weren’t enough for our customers, many of which operate mixed fleets with various sizes of machines, and the low adoption rates of those previous products prove that,” explained David Swan, product manager of technology and innovation at Skyjack. “ELEVATE provides customers with the opportunity of a fully connected fleet, and delivers value to rental fleets from every size of machine, from scissor lifts to telehandlers.

The only way we could see us providing our customers with true telematics value was to provide them with a solution that we, the OEM had a hand in designing.”

www.skyjack.com/elevate 26

www.MHWmag.com

January 2020

Merry Christmas from your friends at American Industrial Transmission Inc. 20395 Hannan Pkwy. Walton Hills, OH 800-588-7515 • Fx 440-232-8142 sales@aittransmission.com www.aittransmission.com

ClearCap & TuffCab! ClearCap Roof Covers!

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

January 2020

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January 2020

QUALITY MATTERS

When “Close Enough” Isn't Good Enough...

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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!

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January 2020

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** FORKLIFTS WANTED ** We Will Buy Quantities! Call Us With Details - We Want Your Surplus Stock 1999 TOYOTA 6FDU40

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

2007 Toyota 7BRU23, 4,500 lbs., 36V, 270” Mast, Sideshifter (4 in stock)

2006 Genie S40, 500 lbs., Diesel

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

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

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

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1997 Toyota 6FG25, 5,000 lbs., Gas, 132” Mast

2012 JCB 940, 8,000 lbs., Diesel

866.506.2200 oshai@shoppas.com ShoppasMaterialHandling.com

30

AERIAL EQUIPMENT

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January 2020

Printed in the U.S.A. ©2019 The Ousset Agency, Inc. wo#6150

FORKLIFTS & NARROW AISLE EQUIPMENT

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

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• REMAN STEER AXLES

Fx 440-232-8142

www.aittransmission.com

sales@aittransmission.com

800-588-7515 www.MHWmag.com

January 2020

31

New Products

See more new products online at www.MHWmag.com

The new Cat® D5 delivers unmatched productivity-boosting technology

MCFA introduces new Mitsubishi Electric Cushion Tire Forklift series

The new Cat® D5 offers superior performance and the broadest choice of easyto-use technology features to help you get the most from your bulldozer.

Nimble and responsive, it has power for dozing and finesse for grading. A fully automatic transmission gives you seamless acceleration, so you can get the job done quickly. At 127 kW and an operating weight range of 17 180 to 19 170 kg, the new D5 dozer replaces the renowned D6N. www.cat.com

Mitsubishi Caterpillar Forklift America Inc. (MCFA), has introduced its new 4,500 – 6,500 lb. capacity electric cushion tire forklift series.

Offering exceptional run times and an easy-to-service design, the new FBC23N - FBC30LN forklift series delivers exceptional value across a wide range of warehouse environments.

“We’re excited to launch our newest Mitsubishi electric cushion tire forklifts series to the market,” said Antonio Serrano, product marketing manager at MCFA. “Customers are continuing to look for ways to increase productivity and reduce costs, and the new electric cushion tire forklift series is designed to do just that. www.mcfa.com

Toyota Material Handling unveils Core, Mid and Large IC Forklift upgrades Beginning in January 2020, upgraded technology along with new standard features – several of which were previously available only as options – will be included in Toyota’s best-selling line of Core, Mid and Large IC forklifts. “The IC line refresh is a commitment to improving the overall Toyota customer experience,” said Tony Miller, Toyota Material Handling’s Senior Vice President of Engineering and Operations. “We are constantly looking for ways to further enhance our product line to ensure our customers always have the best forklifts on the market.

This refresh will give our customers access to more data while increasing uptime and improving overall efficiency.” www.toyotaforklift.com

Camso launches new non-marking presson forklift tire series Camso introduces the Solideal PON 555 NM and PON 550 NM by Camso, two new nonmarking additions to the Solideal PON series.

These new and improved non-marking press-on tires were developed to deliver increased energy efficiency and thermal performance.

Both tires are designed to meet the growing needs of indoor applications and rental fleets with operations of medium intensity usage, offering customers a non-marking solution with industry-leading life.

https://camso.co

MORE NEW PRODUCTS ARE AVAILABLE ON WWW.MHWMAG.COM. 32

www.MHWmag.com

January 2020

Proudly Announcing Our Associate Membership to the Rack Manufacturers Institute

EnginEErEd rack rEpair & protEction Our Repair Kits are engineered to exceed RMI’s high standards Repair and protect all types of pallet rack All Styles, All Punches, All Dimensions, All Colors Limited Lifetime Impact Warranty Mac Rak has your engineered repair and protection solution

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Made In USA

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January 2020

33

New Products

See more new products online at www.MHWmag.com

Snorkel commences Lithium-Powered speed level production

Snorkel has announced that it has commenced full production of two new lithium-powered Speed Level models at its UK assembly facility, in Washington, Tyne & Wear. The two new models, which are branded as the Snorkel SL26RTE and SL30RTE, are completely zero emission thanks to lithium-ion battery packs with built-in battery management system (BMS), and an integrated electric powertrain developed with Hyperdrive Innovation, a Sunderland-based developer and manufacturer of lithium-ion battery technology for electric vehicles and energy storage systems.

www.snorkellifts.com Crown Equipment now offers line of Lithium-Ion-Powered Forklifts Crown Equipment Corporation has recently introduced the V-ForceLithium-Ion Energy Storage System (ESS) is now available for the majority of Crown’s complete line of electric forklifts. The announcement signifies the increasing viability of lithium-ion technology as a practical alternative power source for forklifts, especially for multi-shift operations utilizing opportunity charging. www.crown.com 34

www.MHWmag.com

January 2020

XL Lifts launches the Xlerator series XL Lifts, has announced the availability of the XLerator line of forklift battery chargers. XLerator battery chargers are universal so operations with forklifts from multiple product lines and brands (or even ones that use different battery types like lithium and lead acid) can turn to a single forklift battery charger company to power their entire fleet of forklifts. Free from the constraints of having to buy a specific charger for each forklift brand, companies can now more easily update their electric forklift fleets with reduced infrastructure costs. www.xlliftsinc.com

Hamilton introduces new ElectricPowered material handling products Continuing Hamilton’s mission to provide simple solutions to material handling challenges, Hamilton Caster is proud to introduce two new product lines to its e-Power Cart & Trailer offerings. First, a series of four industrial e-Power pushers designed to push or pull in-plant trailers with load capacities between 3,000 and 100,000 lbs. Also, Hamilton is introducing three new e-Power Vehicles with easy wagon-style steering to push or pull payloads up to 10,000 lbs.

www.cartsandtrailers.com

MORE NEW PRODUCTS ARE AVAILABLE ON

WWW.MHWMAG.COM.

STOP!

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

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

January 2020

35

New Products MCFA introduces the new Jungheinrich® Easy Pilot follow Order Picker Mitsubishi Caterpillar Forklift America Inc. (MCFA), announced that it has enhanced its automated offering of forklifts and warehouse products with a remotecontrol unit for its ECE series low-level order pickers that maximizes picking efficiency. The Jungheinrich easyPILOT Follow semi-automatic control unit allows the order picker to follow its operator, enabling errorfree picking processes and maximum efficiency in the warehouse. The unit connects via wireless technology through a controller that the operator wears or carries.

With its reliable connection, the lift truck follows as the operator moves forward and stops with extreme accuracy. www.mcfa.com

Save Time W I T H

T H E

FORKLIFT APP! The brand new Forklift app is now available for iOS and Android devices. Searching for machines, client’s and dealer contacts has never been easier!

Plus, Dealers reduce time by adding new equipment right from your smart phone. When your equipment arrives, take photos that automatically load on your administration page with your Forklift member account. Add equipment specs and pricing and then make it live.

P MANAGE YOUR STOCK EASILY P FIND EQUIPMENT FAST P SELL MORE MACHINES

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January 2020

Dealers who don’t have an account yet? Contact us now and activate your account and begin to save time and increase sales with Forklift.

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January 2020

37

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.

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January 2020

➤ PALLET JACKS ➤ Pallet Trucks

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EZ-Lift Quality Scales and Scissorlifts too

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

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January 2020

39

• • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

Classifieds • Specialty Material Handling, Inc.

•

➤ STORAGE EQUIPMENT

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

The

➤ TIRES / WHEELS

VULKO TREAD

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

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

Gregg Zdan

Website: www.avt.us • E-mail: avtsales@avt.us

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

Portable Stack Racks Flexible Packaging

(734) 641-1800 www.useddrexels.com Associated with DREXEL Industries since 1972

•

•

OHIO RACK

Original & Aftermarket Parts for Most Equip.

Experts

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

www.ohiorack.com

www.superioreng.com

40

www.MHWmag.com

January 2020

S R .....DON’T LEAVE E L A MONEY ON THE TABLE.....

E D Remind your customers to buy equipment by December 31st to take advantage of SECTION 179 tax savings..

has thousands of forklifts and material handling equipment to sell fast and easy.

Here is a small list of dealers on Forklift: • Accurate Forklift • Alta Equipment • Axis Equipment • H&K Equipment • Hupp Toyota Lift • LaCisa North America • MH Equipment • Ohio Lift Truck • Russell Equipment Company

• Sanana Equipment • 1 Source Material Handling • The Forklift Pro • The Forklift Store • Toyota Material Handling Northern California • Worldwide Forklifts • Zoom Lift & Equipment & many more....

PLUS, with Forklift tools NEVER tell customers you don’t have a certain

piece of equipment - ALL MEMBERSHIPS include a “dealer search” for equipment and quoting tools to create great looking proposals to your customers in less than 30 seconds!!

?? Not a Forklift Member ??

Call Dean or Alva at 877-638-6190 to take advantage of the many benefits of Forklift.

www.MHWmag.com

January 2020

41

Advertiser's Index­ ____________________________________________________ ADVANCE METALWORKING

FORKLIFT-

RESONANT DEALER SERVICES. . . 19

COMPANY, INC. . . . . . . . . . . . 7, 21

INTERNATIONAL.COM. . . . . 36, 41

SAFETY SYSTEMS &

ALL BRAND FORKLIFT PARTS . . . 17

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

CONTROLS INC.. . . . . . . . . . . . . 36

ALLTECH ELECTRONICS, INC. . . . . 8

H&K EQUIPMENT COMPANY . 21, 26

AMERICAN INDUSTRIAL

HADER INDUSTRIES INC. . . . . . . . 22

TRANSMISSION, INC. . . . . . . 26, 31

HC FORKLIFT AMERICA CORP. . . . 9

SHOPPA'S MATERIAL HANDLING. 30 SUMMIT METAL PRODUCTS, INC..42 SUPERIOR ENGINEERING. . . . . . . 40

CAMSO. . . . . . . . . . . . . . . . . . . . . . 25

INDUSTRIAL FORKLIFTS. . . . . . . . 28

DACS, INC.. . . . . . . . . . . . . . . . . . . 19

JOSEPH INDUSTRIES, INC.. . . . . . . 20

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

MAC RAK INC.. . . . . . . . . . . . . . . . 33

EAXTRON USA . . . . . . . . . . . . . . . . 2

MATERIAL HANDLING

ECOTEC LTD. LLC. . . . . . . . . . . . . 19

INDUSTRY (MHI). . . . . . . . . . . . . 23

ENGINE POWER SOURCE . . . . . . . 11

MILLENNIUM INDUSTRIAL TIRE. . 43

ATLANTA . . . . . . . . . . . . . . . . . . . 5

FLIGHT SYSTEMS INDUSTRIAL

MOR-VALUE PARTS COMPANY. . . 29

TVH. . . . . . . . . . . . . . . . . . . 13, 21, 44

NEXEN LIFT SOLUTIONS. . . . . . . . 15

WY'EAST PRODUCTS. . . . . . . . . . . 27

PRODUCTS (FSIP). . . . . . . . . 13, 20

TELE RADIO LLC. . . . . . . . . . . . . . . 7 THE FORKLIFT PRO . . . . . . . . . . . . 8 THOMBERT, INC. . . . . . . . . . . . . . 35 TOYOTA FORKLIFTS OF

MORE ADVERTISERS & RESOURCES AT WWW.MHWMAG.COM 42

www.MHWmag.com

January 2020

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

Toll Free 800 421-1180 www.millenniumtire.com

OUR PARTS, YOUR SERVICE Our comprehensive selection of more than 42 million parts ensures that your service department gets the right part, at the right price, at the right time.

www.tvh.com