March 2020 Material Handling Wholesaler by Material Handling Wholesaler

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MARCH 2020 • VOL. 41 NO. 3 An Employee-Owned Specialty Publications International, Inc. Magazine

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Industry News 22 Nuts & Bolts

30 Shifting Gears

Dean Millius General Manager/Publisher

40 New Products

Alva Coffman Account Executive

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COLUMNS

Aftermarket Dave Baiocchi Good, Cheap Pneumatics

12 | 16 |

Bottom Line Garry Bartecki The next round of planning

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Whatever manufacturing and supply chain solutions or insights you need to power your business, you’ll find them at MODEX 2020.

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MODEX 2020 will attract over 30,000 professionals from every corner of the manufacturing and supply chain world, including high-level executives from multinational consumer goods companies, top 100 retailers, and the Fortune® 1000. Eighty-six percent of these key decision makers – 81% of whom attend this trade show only – come to MODEX with THE BEST SUPPLY CHAIN SOLUTIONS the authority to buy the solutions they need. As an THE LATEST EQUIPMENT AND TECHNOLOGY exhibitor at MODEX 2020, these influential contacts are only a handshake away. THE SMARTEST THINKING

FIND IT ALL AT MODEX 2020 March 9-12, 2020 Atlanta's Georgia World Congress Center As the speed of manufacturing, supply chain and transportation operations continues to accelerate, the future of our industry depends on today’s forwardthinking decisions. From illuminating education to next-generation technology and equipment in action, MODEX lets you see what’s coming — and take advantage of it to power your supply chain with endless possibilities for years to come. MODEX 2020 will allow you to make new contacts, discover cutting-edge solutions, and learn the latest trends that are sure to give you a leg up on the competition. Here, you’ll encounter the best our industry has to offer to: CONNECT with over 900 of the leading providers and see in-person, in-action how their efficiency-enhancing and cost-cutting equipment and technology solutions can future-proof your supply chain. LEARN from the industry’s best minds how key industry trends and innovations can transform your manufacturing and supply chain operations during 100+ free education sessions and four powerful keynotes. MEET FACE-TO-FACE with your industry peers from the U.S. and over 140 countries across the globe.

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EXHIBITS With more than 950 exhibits, the world’s leading material handling, transportation and logistics solution providers will be on hand to showcase their most innovative equipment and systems. Nowhere else will you have the chance to see these solutions in action and determine which can best solve your manufacturing, transportation and supply chain challenges. By attending, you can connect with your peers and tap into the collective power of the industry’s solution and thought leaders, all gathered in one place. Packaging, Containers & Shipping Equipment: Box and Carton Makers, Dunnage Trays, Packaging and Unitizing Systems, Wrapping, Inspection of Products by Weight or Scanning, Pallets, Wire Baskets, Plastic and Metal Containers, Palletizing Equipment Supply Chain Management: Alternative Fuel Systems, Parcel Management and Distribution, Reverse Logistics, Third Party Logistics, Sustainable Facility Equipment, Supply Chain and Logistics Execution Systems, Enterprise Resource Planning and Transportation Management Systems, Inventory Security Services Dock & Warehouse Equipment & Supplies: Dock Levelers, Dock Pads, Doors, Forklift Trucks, Racks, Flooring, Handling Systems, Forklift Attachments, Conveyors, Loading Dock Equipment INVENTORY MANAGEMENT, INFORMATION TECHNOLOGY, & CONTROLLING TECHNOLOGIES: Computers, Controllers, Software Programs, Systems Integrators, Manufacturing Execution Systems, Warehouse

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Cover Story continued Management Systems/Supply Chain and Logistics Execution Systems, Remote Control Equipment, Wireless Control Systems, Voice Recognition Systems, Enterprise Resource Planning, Order Management Systems, Transportation Management Systems

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TRANSPORTATION & LOGISTICS: Road, Rail, Sea and Air Freight Transportation, Parcel Delivery, Security, Autonomous Vehicles, Robotics, Sensors, Supply Chain Management Software, Third Party Logistics and Reverse Logistics MATERIAL HANDLING & LOGISTICS EQUIPMENT & SYSTEMS: Automated Storage and Retrieval Systems, Automatic Guided Vehicle Systems, Casters/Wheels/Tires, Hydraulic and Electrical Components and Controls, Robotics, Personnel/Burden Carriers, Racks, Forklifts, Batteries, Lift Trucks, Flexible Manufacturing Systems, Tool Handling, Conveyors, Mezzanines, Lift Tables, Scissor Lifts, Unit Handling Systems, Manufacturing Execution Systems, Warehouse Management Systems/Supply Chain and Logistics Execution Systems, Ergonomic and Safety Equipment, Carousels, Modular Drawer Storage, Order Picking, Sortation Equipment, Shelving and Workstations, Hoists, Cranes, Monorails, Below/Hook Lifting Devices, Third-Party Logistics EMERGING TECHNOLOGIES: Sensors, Software, Cloud Computing, Driver less Vehicles, Robotics and Automation, Predictive Analytics, Artificial Intelligence, Omni-channel Fulfillment, Unified Commerce, Augmented Reality, Virtual Reality, Wearable and Mobile Technologies

KEYNOTE SPEAKERS A CONVERSATION WITH AMBASSADOR NIKKI HALEY Monday, March 9 8:45 am THE NEUROGENERATION - THE FUTURE IS CLOSER THAN YOU THINK WITH TAN LE Tuesday, March 10 8:45 am 6

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Cover Story continued MHI INDUSTRY NIGHT WITH HASAN MINHAJ Monday, March 9 8:45 am Join us for live music, food, drinks and entertainment by comedian Hasan Minhaj. Tickets are $50 and include beer, wine and hors dâ&#x20AC;&#x2122;oevres. Hasan Minhaj is the host and creator of the weekly comedy show Patriot Act with Hasan Minhaj that premiered on Netflix in October 2018. The series explores the modern cultural and political landscape with depth and sincerity through his unique comedic voice. Last year Minhaj earned rave reviews for his one-hour Netflix comedy special Hasan Minhaj: Homecoming King that earned him a 2018 Peabody Award, and for his performance hosting the 2017 White House Correspondents' Dinner. A first generation American, Minhaj joined The Daily Show with Jon Stewart, where he was Jonâ&#x20AC;&#x2122;s last hire, in November 2014 as a correspondent and continued on in that role after Trevor Noah took over as host the following year. He remained on the show through August 2018.

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Aftermarket Dave Baiocchi

Good Cheap Pneumatics For the past three issues of MHW, we have been writing a series of articles based on the information and ideas presented at the 2019 MHEDA Rental and Used Equipment Conference. This conference was held in October of 2019, and during the conference, I shared ideas and strategies with the attendees regarding best rental and used equipment practices, and strategies. 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. The best and most applicable ideas in sessions like this, are usually shared “dealer to dealer”. This month I want to leave the rental department behind and focus on some of the ideas shared in regard to used equipment. Used Equipment Strategies: Sources The one recurring theme I hear from used equipment managers is that they just can’t find good used equipment. One reason for this is that in a dealership setting, the bar is set relatively high in terms of what is acceptable, and sale-able, and what is not. We (and our customers) tend to want USED equipment, not OLD equipment. Telling the difference can be a moving target, as year of manufacture sometimes doesn’t indicate a unit’s true age and condition. Equipment shows its age first in hours, then in years. Can you trust the hour meter? It depends on where the unit came from. In our business there a few popular sources of used equipment: • Rental Fleets – YOU are always your best and first source for used equipment. I find that dealers that have built and cared for their rental fleets properly, seldom have to look outside their own resources to find pre-owned inventory for sale. • Leasing Companies – Lease returns are another valid source for sourcing used equipment, especially if you are looking to purchase a “package” of multiple units. It’s common for finance vendors 8

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March 2020

to partner with dealer organizations, so if you are looking for a particular brand, this is the place where you are likely to find an ample list to choose from. The down-side is that you have to share your profitability with the finance company. Acceptable residual values on original leases have also increased over the years. Add the seller’s markup, and prices can get pretty steep. This can squeeze your budget for refurbishment, and affect your overall profitability. We also need to be careful. Many long-term leases have been pushed from 60 to 72 or even 84 months. The original lessee most likely had a duty cycle of more than 1 shift. Combine these two factors and you may need to check the hour meters to see if the deal is worth making! • Wholesalers – I love these guys, and they are necessary to our business. For the dealer wholesalers exist to DISPOSE of equipment that is not suitable for the retail market. There are times however when you can partner with a wholesaler and participate in a purchase of your brand of equipment. Dealing with wholesalers is a “caveat emptor” situation. These guys are also direct sellers in your marketplace. Make sure you insulate yourself properly, and inspect machinery carefully. Warranties from wholesalers usually end at their driveway. • Trade-ins - Most of the equipment the dealer takes on trade is being traded in because it is PAST its useful economic life. An old used equipment guy once told me “don’t water dead plants”. This applies to most of the equipment traded in today. Use your network of wholesalers and move these units off the lot. Even if you have to take a small loss, it’s better than pitching a tent over it in the shop, and then trying to sell an overvalued boat anchor.

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Aftermarket continued Brands Many dealers have taken to the practice of only selling used equipment that is manufactured by the OEM they represent. All other brands are sold on the wholesale market. This policy provides some advantages. 1. Parts are available and priced right. Not having to buy your refurbishment parts from the dealer preserves your profitability. 2. Technical expertise. Your service crew knows these units. This makes labor allowances easier to manage. 3. Limiting available used trucks to only your OEM drives your brand and unifies your messaging. If all of the equipment on the lot is the same color, the customer will correctly assume that you can answer all the questions, and undoubtedly provide the after-sale service. All of this said, I usually see this “OEM brand only” policy in dealerships that have either have adequate rental fleet to feed their used equipment inventory, or they have a close relationship with the leasing agents that routinely market their brand. Grades and quality Let me just start by saying the words “good, cheap and pneumatic” don’t belong in the same sentence. By far, ITA class 5 forklifts are preferred in the used equipment marketplace. The reason is simple. Pneumatic tire forklifts can perform a wider range of tasks, and operate both on improved and unimproved surfaces. As the hot commodity, you will rarely want to discount a good pneumatic unit, as they hold their value well. But, if I had a dollar for every time a customer was looking for a good, cheap pneumatic I’d be a rich man. So, what does “good used equipment” mean in our business? In my experience, most well run dealerships will limit retail used equipment offerings to units that are able to pass the following test: 1. Under 10 years old 2. Under 15,000 hours 3. No visible engine smoke 4. No visible engine oil leaks

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5. Transmission does not slip 6. Starter bendix and flywheel in good condition 7. Ignition provides clean start within 5 seconds 8. No hydraulic leaking or seeping from any cylinder 9. No hydraulic valve cavitation 10. At least 50% tire life remaining If it passes these tests…. it’s a machine that most likely will provide a customer with a useful life in a light to moderate use environment. Warranty It’s also a machine that the dealership won’t be afraid to stand behind. Warranties are wide and varied in connection with used equipment, but because you are a dealer, retail customers will expect a warranty every time. Yes, even if you agree with the customer that the unit is “as-is, where-is”, there is a better than average chance that he will be back to complain the first time it breaks down. Customers that come to the dealership looking for a good, cheap pneumatic, should be educated that cheap pneumatics are only really available at an auction, or on Craig’s list. The dealership should hold a posture and policy that the used equipment they sell to the retail customer will ALWAYS represent quality, and come with a warranty. 30 days of (entire unit) warranty is common in our industry for lower grade used units (7-10 years old). 60-90 days of coverage is offered for the upper tier. Power train warranties vary. This is where I think the dealership has an opportunity to represent quality. What if every lower tier unit had a standard power train warranty of 90 days while the upper tier provided 1 full year of coverage? Too risky? Really? You just sold a good, serviceable forklift for a fair price (say $15,000). Do you really think that if the engine or transmission bites the dust inside a year that the customer won’t be on your doorstep looking for you to “do the right thing”? Guess what? You’re probably going to find a way to satisfy him, because the big sign hanging on the front of your building is not for sale for $15K! Your reputation is worth far more that it costs to simply take care of that customer. The unit was sold for a responsible price…. the customer should

Aftermarket continued be able to expect at least a year of use before a major repair is needed. You can even add the provision that this “extended” warranty is only for customers that sign a PM contract. So, in actuality…. you risk nothing, and pick up a new service customer in the process. Next month I will complete this series! Happy St. Patrick’s Day! P.S. I will be at MODEX in Atlanta in March. If you want to join me for a glass of wine, and a discussion of aftermarket initiatives that move the needle, give me a shout at: dave@resonantdealer.com. Hope to see you there! 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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Bottom Line Garry Bartecki

The Next Round of Planning Time to figure out how to plan for and deal with 2020. A tough assignment for just about any professional manager. Let’s see …………. • Could be bad • Not so bad • Same as last year • Better than last year • Extremely better than last year Must be one of these choices. But the “real’ results will depend on both internal and external factors that could sway the results one way or the other. So best to have a plan or two that cover where the “factors” lead you. External Factors ECONOMY Nobody knows where it is headed but some can provide reasonable analysis that can get you through the next 12 months. I read a lot of financial publications with a central theme that the amount of debt accumulating simply cannot be repaid following standard accounting rules and economic history, which will in time create a credit crisis which in turn will trigger a massive recession similar to 2008. The question, however, is when. So, the question is “Do we have to worry about a major recession in 2020?” Probably not since our economy is working quite well now with earnings able to provide debt service coverage and thus avoiding a credit crisis, we fear will cause a major recession. On a scale of 1 to 10 with 1 being a disaster and 10 a home run I come out between 6-7 for 2020. That being the case, I would plan for at least a repeat of 2019 with a good chance to do even better. INTEREST RATES Interest is a major expense on your income statement that eats up a significant portion of cash flow.

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March 2020

On the other hand, rates are low and right now there is not much reason to expect them to change in 2020. And even if they increased by 20-30 basis points, the impact would hardly be noticed. If anything, and I have mentioned this before, I would be reviewing all note obligations to see if refinancing is possible. I recently looked over a note only two years old and discovered I could refinance for 1% less, which lowered interest expense by $200,000. Free money. INFLATION This is another factor that was expected to increase. But so far under control, expect for tariffs which many of you may be experiencing. Tariffs will increase inventory cost which could put you in a poor competitive position. If you can, reduce buying new and buy used until the situation clears itself. You can do the same regarding rental units. Irrespective of tariffs, the old demand and supply still impacts costs as well as revenues. And those of you in a union environment know full well you will get an annual bump. I have been refurbing units internally as well as buying refurb units from manufacturers. Costs are down along with an increase in customer interest in refurb units. EMPLOYMENT This is our fly in the ointment. It seems everybody is looking for talent with none to be found. If you can’t find people then consider outsourcing what needs to get done. Adopting a new system can also result in becoming more efficient and thus needing less people. In any event, getting more efficient by getting more out of the staff you have is a must. You must know what the techs are producing, and what truck drivers are doing. I just attended a demo for a new system and was astounded how much better it is compared to the one purchased 15 years ago. All departments can be

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March 2020

Bottom Line continued managed by C level folks off on one screen. You get more efficiency, better customer service, it makes you easier to do business with, speeds up the collection process, and every person on your payroll knows what is going on through their phone or tablet. How can I not convert to the new player in town? Time to repeat one more suggestion I have made previously. Hire several recent graduates. You will become more efficient whether you like it or not, and your transition to a new system will be much faster. Internal Factors PLANNING Planning for profits and cash flow from operations is a must, also keeping in mind the tax aspects of your business. I also suggest getting familiar with tax planning tips you can pass off on your customers. I attended the AED convention last week and in talking to one member asked how business was going and what aspects seemed to be growing. The answer was “FLEET MAINTENANCE”; the fastest growing section of his business. REVENUE Based on what we covered so far you can expect a repeat of last year. But keep in mind that those folks with the new system using the latest technology may have a “better mousetrap” for your customer. Best to figure out what you are up against, because this issue will not go away. And remember, rental continues to become more popular as the popularity of fleet maintenance supports. LABOR Here MONEY AND SUPPORT “talks. Pay referral fees to employees. Kick in more money to retirement plans. Provide a bonus program when departments hit goals. Provide training for higher paying jobs. Follow a team approach to keep them interested in your company. Acknowledge hard work and achievement.

I know of one insurance agent who had to approach 40 companies for an umbrella policy. And still a “no go”. Technology is getting pushed down to smaller and smaller companies. Best tell some of those new young hires to search out what competitors are doing and what you can do to attract new business. You will be surprised at what they bring you. I work with one young lad who worked a deal and a re-deal on his phone in amount five minutes. Collected the data and sent pictures of invoices and machines. All I could think was, “why can’t everybody do that?” The sales and use tax arena are getting NUTS. Better be right when you bill out of state or receive goods from out of state. Jim Margner, who is a real expert in our industry and made a presentation at the Conference is the guy who can provide with a plan to follow that will keep you out of trouble. I must call him at least two or three times a month to find out how to handle a transaction . Plus, with the rates being higher is some states and lower in others you may be passing up a competitive advantage if you are not using the lower rate. Jim can be reached at 630 279-2822or by email at jmargner@comcast.net . Jim has prepared a memo covering your industry regarding state and local tax issues, Wayfair issues and drop-ship transactions. SUMMARY The business climate changes every day, and in these times every hour or every minute. You owe it to yourself and your employees to keep abreast of your markets and business practices. Benchmark your operational and close the gaps to keep competitive. That credit crisis is out there and requires that each CEO manage with caution. Run lean and keep fixed costs down and you will be ready when it shows up. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.

OVERHEAD Insurance markets are very tight. Expect major increases especially in umbrella coverage. Run a tight, safe ship to avoid problems with insurance.

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March 2020

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March 2020

Sales Trends Jeffrey Gitomer

What is the telltale sign of negotiation? No Loyalty! Salespeople tell me that, these days, “price” is all that matters. What do you think? Me? I think price doesn’t matter, if value and relationship are solid. Ask yourself this: When price becomes the focus, do you find your sales presentation turns into wallet wrestling? Who is your opponent in this match? Are you getting strong-armed by your customer? Is that dreaded statement, “Your price is too high,” the force you’re wrestling against? Or, could all of this resistance be your own fear of rejection? Let’s face it: You are afraid of losing the deal to price. Yes, you want to win the deal, and closing a deal does bring in the money that feeds your family and supports your lifestyle. But the key is a profitable sale and a deal that creates a repeat customer. Which deal do you want? A price deal, or a profit deal? Which deal do you want? A one-time deal, or a relationship deal?

value. When you do it right, you both reach a new level of agreement that translates into a better deal for everyone. Negotiation means a suggested meeting of the minds. But it begins with your own mind. It doesn’t mean lowering your price. It doesn’t mean beating the customer. It means raising your customer’s awareness of the value in your product or your service, and YOU. Here’s a deep question for you: Do you believe in the value of what you’re selling? If you don’t, no one will. So, here’s the secret: Believe in yourself first, believe in your company second. And then you can have total belief in your product or service. Knowing the value is one thing, believing in it is quite another. And if you want to win price — they have to perceive value.

P. T. Barnum never said, “There’s a sucker born every minute!” But you think he did. The reality is – you don’t want suckers and neither did he. You want loyal customers. Loyal customers aren’t guaranteed. You must be prepared to defend your price You create them. You nurture them. You respect in a way that you don’t have to drop your price. them. You honor them. You give value to them. And, That does not mean fighting with it; that means if you’re lucky, you make friends with them. negotiating the value of it. You get rid of your fear Your customers will accept and respect you, of rejection by deepening your belief and creating if you accept and respect them first. tangible value. It is time to turn the price struggle into Yes, they expect your honesty. Yes, they expect a win for both you and your customer. Stop the price great service. But they will be loyal to you if you wrestling, and turn the match into negotiating the enhance their profit margin and deliver the value you promised. If you do that consistently, they’ll become $ loyal, and ignore your price.

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We Buy Used Dock Levelers Trades Considered Bay Equipment Co., Holland, Mich., 616-392-1811 or fax 616-392-6238 www.bayequipmentco.com • bay.eq.co@gmail.com 16

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March 2020

Your self-confidence and your self-belief are at the core of your ability to create loyalty. This belief will become transferable. A great way is to tell them how thankful you are for their business and what a great choice they made in selecting the right product or service. The object of negotiation is: only have to do it once. The more you eliminate the negotiation process,

Sales Trends continued the more you will realize the presence and the value of loyalty.

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 salesman@gitomer.com or call him at 704 333-1112.

The final power to win the order rests with the quality of your relationship with the customer. Are they satisfied, or are they loyal? Satisfied customers negotiate price. Loyal customers pay the price because they understand and appreciate the value.

FOR MORE SALES TRENDS ARTICLES GO TO www.MHWmag.com

Loyalty is not only the highest level of customer relationship – it’s also the highest level of profit. And if you learn how to master negotiation one time, you will never have to do it twice.

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March 2020

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March 2020

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March 2020

WHEN BUYING OR SELLING ONLINE

ALWAYS USE A

SAFE EXCHANGE ZONE JOSH GREY, 7/25/95 - 9/17/18

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This page is dedicated to the life of Joshua Adam Grey. “Josh” who was 23 years old when he tragically lost his life while trying to sell his used iPhone via the “Letgo” app. The facts are that two individuals set Josh up, conspired to rob him and ended up fatally shooting him, one pull of the trigger, one shot in the chest. Please be careful when making online transactions. If someone is not willing to meet you at a Safe Exchange Zone, then don’t make the exchange. Take those few extra minutes out of your day to ensure your safety. Your life is worth those few extra minutes, and it is certainly worth more than a used iphone. Follow Justice for Josh on Facebook at https://www.facebook.com/justicefor.joshgrey Please share this page with your friends in hopes to save another senseless tragedy and let others know that “Safe Zones” do exist. Thank you for taking time to read through Josh’s page. To see if your local police department is on the list, click http://www.safetradestations.com/safetrade-station-list.html If not, contact them and ask, or refer them to www.SafeTrade.com Our mission is to spread this message to as many people as we can. No other family should have to face what the Grey family has.

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March 2020

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Nuts & Bolts

Acquisitions, expansions & other business news

JLG launches 10-year partnership with AUSA

Hyster-Yale Group announces dealer territory change

JLG Industries announced a 10-year partnership with AUSA to build its new SkyTrak 3013 ultracompact telehandler, extending the company’s telehandler portfolio. The SkyTrak 3013 telehandler is designed to meet the needs of landscapers, do-ityourself homeowners, small industrial work and agricultural applications. The machine weighs approximately 5,300 pounds with a load capacity of 2,700 pounds and a 13-foot lift height. Its light weight allows for transport on small tow-behind trailers. Additionally, the new model features four-wheel drive, two-wheel rear steer, a hydrostatic drive system and two coupler options, all supported by a Kubota V-1505 diesel engine with 30.8 horsepower. www.jlg.com

The proposed and previously announced acquisition of substantially all the assets of Gammon Equipment Company, Inc. (“Gammon”) by Medley Material Handling Company (“Medley”) was completed on January 2, 2020. Subsequent to the financial closing, Medley was appointed the Hyster® and Yale® authorized dealer in the portions of Kansas, Arkansas and Missouri formerly serviced by Gammon. Medley will continue operations from all of Gammon branches. www.hyster-yale.com

Eastern Lift Truck and Polaris announce dealer agreement Polaris Inc. has signed a dealer agreement with distribution and service partner Eastern Lift Truck Co., Inc. to represent Polaris’ full line of commercial vehicles, which includes the Pro XD all-terrain utility task vehicles (UTVs), GEM street-legal, all-electric, low speed vehicles (LSVs) and Taylor-Dunn material handling utility vehicles, stock chasers, tow tractors and personnel carriers. While Eastern Lift Truck Co. has been a trusted Taylor-Dunn distributor for many years, the new agreement expands the dealer’s territory from approximately 60 to 100 counties in the Mid-Atlantic region. www.easternlifttruck.com 22

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March 2020

AK Material Handling announces new ownership AK Material Handling Systems (AKMHS) officially is under the direction of new ownership. President Joshua E. Smith has taken over as sole owner of AK Material Handling Systems and its subsidiaries, purchasing the company from long-time owner and founder Al Boston. The sale was made official on December 31, 2019. Smith was promoted to President of AKMHS in 2019, after serving as Director of Sales and Operations for 13 years. Smith started in a sales role and has been an employee of AKMHS for 20 of its 31 years in existence, spearheading rapid growth by tripling sales and staff since his start with the company. Al Boston officially retired after 44 years at AK Material Handling Systems. www.akequipment.com

For More Nuts & Bolts go to

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We Handle It All! Setting the Standard in Material Handling Equipment

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CHARGING ATTACHMENTS All PHILLIPS Charging Attachments have available quick disconnect hydraulic couplings bolted to the apron. Heat resistant modifications are done to any model of forklift for your safety.

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1:50 PM

Nuts & Bolts

Acquisitions, expansions & other business news

MHS acquires eMotion Controls Company

GRYB acquires Winkle Industries

MHS (Material Handling Systems Inc.) announced that it has acquired eMotion Controls Company, a controls system integration and software company. Based in Grand Rapids, MI, eMotion partners with its customers to provide material handling systems integration, hardware design, software and robotic solutions across its customer base. eMotion works across multiple end-markets, including parcel sortation and fulfillment & distribution. eMotion and MHS have partnered on multiple projects over the past 15 years and eMotion will help further accelerate MHS’s Lifecycle Performance Services growth plan. www.mhsglobal.com



ICAN R E A M A DE   M  



Canadian attachment manufacturer GRYB now has a foothold in the United States, following its announcement the company has acquired 100 percent of Winkle Industries, as well as its subsidiaries Proen Engineering Solutions and LiftTech Field Services. Based in Ohio, Winkle supplier of engineered mechanical and magnetic material handling solutions and contract manufacturing services. www.gryb.ca/en

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March 2020

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Nuts & Bolts

Acquisitions, expansions & other business news

Toyota Material Handling completes North American Integration process In January of last year, Toyota Forklift’s business units, Toyota Industrial Equipment Manufacturing (TIEM) and Toyota Material Handling USA (TMHU), announced plans to formally integrate the two companies into a single business unit to better serve customers and increase overall synergy. Last month, Toyota announced the integration process is officially complete. The company’s new name: Toyota Material Handling, Inc. (TMH). The move combines Toyota’s forklift manufacturing operations with its sales, marketing, and distribution functions. The company remains headquartered in Columbus, Indiana, where

the industry-leading Toyota Forklift brand has been manufactured since 1990. TMH is led by President and CEO Jeff Rufener, Senior Vice President Tony Miller and Senior Vice President Bill Finerty. www.toyotaforklift.com

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VISIT OUR WEBSITE FOR ALL OF YOUR MATERIAL HANDLING AND EQUIPMENT NEEDS WWW.THEFORKLIFTPRO.COM • 704.716.3636 • 9801 Industrial Drive, Pineville, NC 28134 • ¡SE HABLA ESPAÑOL! BILL ZEMAK | bill@theforkliftpro.com JAKE AGNEW | jake@theforkliftpro.com

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March 2020

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2012 Toyota 8HBE30 Material Handling Wholesale Corp. Elgin | 800 634-0350

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1999 Daewoo GC20E Santana Equipment Phoenix, AZ | 623-271-6700

2012 Mitsubishi FGC25N Zoom Lifts & Equipment Chester, SC | 704 975-1377

2003 Komatsu FG35T-7 Santana Equipment Phoenix, AZ | 623-271-6700

Raymond 520-0601393 Toyota Material Handling Northern California Livermore, CA | 510 675-1102

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2011 Toyota 8FGCU30 Hupp Toyotalift Inc Cedar Rapids, IA | 563 322-3168

2012 CAT Lift Trucks P26500 AXIS Equipment Baytown, TX | 832 221-7073

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2006 Daewoo GC25E-3 Santana Equipment Phoenix, AZ | 623-271-6700

2012 Doosan GC25P-5 The Forklift Store Denver, CO | 303 308-3944

1998 Big Joe PDC 40-106 Ohio Lift Truck, Inc. Grand River, OH | 440 354-1444

2014 Clark C30L The Forklift Store Denver, CO | 303 308-3944

ALVA COFFMAN | DEAN MILLIUS | 877.638.6190 | sales@MHWmag.com

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Distribution & Parts Operations in Ohio

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March 2020

Shifting Gears

Industry personnel and organization news

JCB awarded 2019 Supplier of the Year from United Rentals

A DASH OF VERSATILITY

United Rentals awarded JCB North America as its 2019 Supplier of the Year in recognition of value, delivery, product support, training and procurement excellence. Construction equipment manufacturer, JCB North America, was recognized this month by United Rentals, Inc. as its 2019 Supplier of the Year. The award recognizes JCB for outstanding value, timely delivery, product support, training and procurement excellence. www.ur.com

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MHI names Christian Dow Exec.VP of Membership & Industry Leadership MHI announced that Christian Dow has been named Executive Vice President of Membership and Industry Leadership. In this role, Mr. Dow will lead all membership and the 16 MHI Industry Groups member value initiatives. Mr. Dow brings over 25 years of experience in the material handling industry to MHI. His most recent role was President of MHI member Panther Industries. He also served as a Director for the Material Handling Education Foundation, Inc. and as a member of the MHI Roundtable Advisory Committee. www.mhi.org

VEHICLE DISPLAYS ANALOG & DIGITAL OPTIONS TO MEET YOUR EQUIPMENT NEEDS

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For more information call 877-638-6190 www.forklift-international.com

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March 2020

Shifting Gears

Industry personnel and organization news

Cisco-Eagle names Jaco Houston Director of Sales

JCB pays tribute to employee number three

Cisco-Eagle an automated handling systems provider has named Matt Jaco Houston Director of Sales. Jaco was previously an account executive. In that role, he helped a variety of companies implement successful material handling, storage, automation, order fulfillment and related projects. Jaco holds a Logistics and Supply Chain Management MBA from Texas A&M. In his new role, Jaco will focus on managing the Houston operations, including sales, service and engineering operations. www.cisco-eagle.com

Tributes have been paid to a former JCB employee who joined the company as a teaboy and rose through the ranks to become a director. Bill Hirst MBE – who was the third person recruited by JCB in 1947, passed away on Sunday, January 5th at the age of 86. JCB Chairman Lord Bamford led the tributes to the man who joined JCB as the company was in its infancy. Lord Bamford said: “Bill and his generation helped my father to build a company which became a real force in the world of construction equipment. Bill was very proud to have worked for JCB and will be remembered by many, many people from the early days of the company. I’d like to offer my condolences to Bill’s wife Jean and all her family at this very sad time.”Bill, the fourth of eight children, joined JCB as a 14-year-old tea boy when he left St Joseph’s School in Uttoxeter, where he had been Head Boy. www.jcbcea.com.au

Riekes Equipment appoints new Controller to leadership team Riekes Equipment has announced that Scott Anderson has joined the Omaha-based business as Controller. In his new position, Scott will strengthen financial and accounting processes and provide leadership for that team. “After an extensive search, we are pleased to bring someone of Scott’s ability to fill the Controller position. He brings a strong background in building efficiencies and business processes which is a perfect fit for us as look to automate more of our internal processes,’ said Duncan Murphy, president of Riekes Equipment. “We are excited for him to help build on the success of the company.” www.riekesequipment.com

FOR MORE SHIFTING GEARS GO TO

www.MHWMAG.com.

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March 2020

Doosan adds new Aftermarket Parts Manager Doosan Industrial Vehicle America Corporation has announced that Jerry Dolan is the new Aftermarket Parts Manager for the Western Region. In his role, Jerry will develop and implement strategies for growing dealers’ parts businesses, supporting Doosan’s 98% fill rate. With nearly 25 years of experience, Jerry started as a Service Technician at Clarklift of Washington and Alaska, working his way up to General Manager of Western Washington and Corporate Operations Manager at Mid-Columbia Forklift, a certified Doosan Dealer. www.doosanlift.com

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March 2020

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March 2020

** FORKLIFTS WANTED ** We Will Buy Quantities! Call Us With Details - We Want Your Surplus Stock 2014 TOYOTA 8BNCU18

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

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

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2012 JCB 940, 8,000 lbs., Diesel

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March 2020

New Products

See more new products online at www.MHWmag.com

Hydra Smooth reduces rough rides and equipment wear Hydra Smooth introduces a way to reduce maintenance downtime, cuts expenses thanks to longer part life and prevents operator fatigue when forklifts are fitted with Hydra Smooth. Ride easy with less vibration. These are not words usually associated with lift truck truck ownership. The unique Hydra Smooth® changes all of that. Engineered to reduce wear and tear on both equipment and operator, Hydra Smooth turns your lift cylinders into a shock absorber system. They are looking for dealers, distributors and manufacturers to carry Hydra Smooth now. www.hydrasmoothcorp.com

Hy-Brid Lifts introduces LeakGuard™ System for surface protection Hy-Brid Lifts has introduced their trademarked LeakGuard™ integrated system for surface protection, providing 110% hydraulic fluid containment. LeakGuard presents users with an alternative to inconvenient and messy containment methods, including commonly used diapers. The innovative technology allows contractors to access more jobs with strict environmental and spillage regulations that require a leak prevention system. The single-tray system offers a more convenient option than competitive models’ three or four tray designs. www.hybridlifts.com

www.MHWmag.com

March 2020

MCFA launches new Jungheinrich® Lithium-Ion battery technology

Mitsubishi Caterpillar Forklift America Inc. (MCFA) has launched Jungheinrich Lithium-ion battery technology. As compared to traditional lead acid batteries, Lithium-ion power solution offers superior energy efficiency, zero maintenance and longlife cycles for greater uptime and productivity. Today’s release includes a broad-range of lithium-ion battery solutions in addition to integrated batteries to support more than 40 electric forklifts across the Jungheinrich product line. Lithium-ion technology provides improved energy efficiency when compared to conventional lead-acid technologies. It offers a greater depth of discharge and a constant voltage, meaning more power is available even when the battery is running low. www.mcfa.com/en/mcfa

Crown Equipment introduces new Ergonomically Advanced Industrial Armrest Crown Equipment Corporation has introduced the D4 Armrest as an option for its Crown C-5 Series, Crown FC Series and Crown SC Series sit-down counterbalance forklifts. It is ergonomically designed to help improve operator experience and comfort, ultimately helping boost productivity throughout the entire operation. The armrest recently captured a GOOD DESIGN® Award, further strengthening Crown’s international recognition for excellence in industrial design. www.crown.com

New Products

See more new products online at www.MHWmag.com

Pettibone celebrates 50th anniversary of first Extendo Telehandler

ProClip USA launches new cradles for Zebra Mobile Computers

Pettibone/ Traverse Lift, LLC is celebrating the 50th anniversary of the Pettibone Model 88 Extendo, believed to be the first telescopic handler ever produced. Developed in the late 1960s, the first Model 88 Extendo unit was completed and delivered in early 1970, as documented by the original bill of sale from March 24, 1970. Current Extendo models include the 944X, 1246X and 1258X, all part of Pettibone’s next gen X-Series lineup. www.gopettibone.com

ProClip USA Inc., a Zebra Technologies Independent Hardware Vendor (IHV) and distributor of device-specific vehicle cradles and mounts, is launching several custom cradles and mounts for Zebra’s MC9300 and MC3300 mobile computers and TC20 touch computer. ProClip will be exhibiting MODEX 2020 in Atlanta, Georgia (booths #3302 & #6380) showcasing several new mounts for the Zebra portfolio. www.proclipusa.com

OZ Lifting to show new Davit Cranes at MODEX

OZ Lifting Products LLC will show its new TelePro davit cranes at MODEX show (Booth 7947) on March 9-12, 2020 at Atlanta’s Georgia World Congress Center. The Winona, Minnesota-based manufacturer is making its debut at MODEX in Atlanta, Georgia. The patent-pending Tele-Pro davit crane allows users to leverage the benefits of other lifting technologies in its range, while telescoping the boom in and out under load. technologies in its range, while telescoping the boom in and out under load. www.ozliftingproducts.com

WIKA Mobile Control provides customized solution on Manitex boom trucks WIKA Mobile Control (WMC) partnered with Manitex and LineWise to customize the graphics and functionality of the cSCALE system on the Manitex 50128S boom trucks equipped with a LineWise triple line lifter crane attachment. The engineering teams tailored the system programming for this special attachment that is used in the utility market to support up to three (3) energized power lines. Utilizing specific requirements provided by LineWise, WMC customized the operating mode selection screen on the vSCALE D3 color graphic display. www.wika-mc.com

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March 2020

New Products

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Bacharach releases Monoxor XR High Range CO Exhaust Gas Analyzer

Collision Sentry Corner Pro promotes safer worker environments

Bacharach has introduced the Monoxor XR (extended range) hand-held exhaust gas analyzer for measuring CO (carbon monoxide) in ambient air or directly from the exhaust pipe of orklifts, floor burnishers or other equipment burning propane, gasoline, diesel, or CNG (compressed natural gas). The Monoxor XR is the ideal instrument for verifying worker safety and achieving compliance with OSHA air quality regulations. www.mybacharach.com

The Collision Sentry Corner Pro, the latest model in Sentry’s evolutionary line of collision warning system, is now in stock and available for purchase. Like earlier models of the Collision Sentry, the Collision Sentry Corner Pro creates a safer work environment in industrial settings by reducing or eliminating blind corner collisions that happen when forklift traffic and pedestrian traffic intersect. The Corner Pro features upgrades that optimize performance and maximize efficiency. www.sentrypro.com

Resonant Dealer Services

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

DAVE BAIOCCHI

209.652.7511 | DAVE@RESONANTDEALER.COM

WWW.RESONANTDEALER.COM 42

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March 2020

See us at Booth #6636

MHEDA Convention & Exhibitor Showcase

The Magic Starts Her e May 2-6, 2020 Hilton Orlando Bonnet Creek Orlando, FL

Make plans now to attend MHEDA’s 2020 Convention and gain the tools and insight you need to create magic within your organization. We’ve planned an enchanted experience designed to help you elevate your business. • • • • •

Unlock mindsets, define goals and plan for an uncertain future Network with 500+ of your industry peers Learn actionable business skills Meet with 90+ exhibitors during the Showcase And so much more!

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March 2020

Your One-Stop Tire Shop We not only offer the widest range of polyurethane tires in the industry, but we also offer a full line of solid rubber tires. Simplify your sourcing with tires that will not fail you. Our high-performance tires are engineered to increase machine uptime and efficiency.

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Booth #2208 info@stellana.com | stellana.com/us | 888-734-7687 44

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March 2020

New Year - New Look

Forklift has a new look on the home page Search, Results & Detail pages  New optimized filtering functions  The detail page gives quick overview of equipment information  Forklift dealer members login process is easier and quicker

Go to www.forklift-international.com now To become a member call - 877-638-6190

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March 2020

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March 2020

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

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VULKO TREAD

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

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March 2020

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• Specialty Material Handling, Inc.

•

➤ STORAGE EQUIPMENT

The

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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

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March 2020

Portable Stack Racks Flexible Packaging NEW & USED 800-344-4164 Fax 330-823-8136 Email: ohiorack@cannet.com

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