April 2020 Material Handling Wholesaler

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April 2020

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APRIL 2020 • VOL. 41 NO. 4

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Sales Trends Jeffrey Gitomer A few sales closing tactics. Take a new look at old ways.

Dean Millius General Manager/Publisher Alva Coffman Account Executive

Industry News

COVER STORY 6|

Eileen Mozinski Schmidt

22 Nuts & Bolts

28 Industry Insight

32 Shifting Gears

36 New Products

40 Source Directory

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Bottom Line Garry Bartecki It's the Little Things

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

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AUTOMATION A GAME-CHANGER IN WAREHOUSING

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Cover story Eileen Mozinski Schmidt

Automation a game-changer in Warehousing

As labor shortages only get worse, moving more products is expanding daily for businesses When it comes to e-commerce, big growth is happening. E-commerce now represents around 12 percent of the retail business overall, with Amazon making up 37 percent of that number, according to Steven Leavengood, vice president of sales and services at the Interroll Group.

“We’re seeing huge growth,” he said. E-commerce “is expected to grow to 25 percent of the total retail market in the next five years.” As retail moves this direction, the press to automate in warehouses and throughout the industry is on, especially as some struggle to find the necessary workforce.

But some experts say the journey to automate and implement artificial intelligence remains in its early stages and stresses that in a process that takes time, companies need to consider automation options now lest they fall behind. “It’s like raising a child. You’re always developing, growing, changing adapting,” said Leavengood, of implementing automation. “It’s a path of a thousand steps. It’s incremental. You start in a very basic mode and the journey goes on and on,” he said.

Automation, step-by-step Leavengood sees automation moving into the industry faster than artificial intelligence, which so far is primarily centered in the largest material handling companies. But the incremental opportunities are there for small and medium-sized systems in material handling to start down the road of automation, Leavengood said. A business can “start off with conveyors and then scanners and then picking and sorting,” he said, explaining that 6

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April 2020

automation can be integrated into each of those steps and companies rarely implement everything at once.

“What’s often concerting for companies that don’t do a lot of automation is they are concerned about the ability to handle the control side. How do I make sure everything works together, communicates?”

Leavengood said. But he provided reassurance.

“There’s technology, you can learn it. You can learn the controls. It is much more user-friendly than it used to be,” Leavengood said, noting smaller companies do not require the complex systems of giants like Amazon or Walmart.

Leavengood noted that in automation, smart technology is especially helpful as those in the industry look for more precision throughout the operation.

“Data is a big driver around all platforms,” he said, noting that it helps craft pinpointed accuracy to drive better decision-making. ‘An innovative drive solution’ Interroll bills itself as a leading provider of material handling solutions with a wide range of platform-based products and services.

The company’s new DC platform, launched at MODEX 2020, taps into this need for precision by working communicating closely with robotic systems.

In a press release, Interroll dubbed the platform “an innovative drive solution.” “As automation becomes more common, intelligent goods flow control plays an ever more significant role in conveyance systems.

With the DC Platform, Interroll has developed a powerful technology platform that fulfills these requirements in an exemplary manner,” the release said. Armin Lindholm, managing director of the Global Center of Excellence for Rollers and RollerDrive in Wermelskirchen, said the platform enables dealing with user requirements in a more individual manner.

“This new platform can be used to create a unique range of conveying solutions, from autonomous conveyors that can be commissioned without a programmable logic controller (PLC) using plug-andplay, all the way to tailor-made, high-performance systems that can be consistently and transparently integrated into the data universe of Industry 4.0 applications for the purpose of monitoring in control stations, for preventive maintenance or for other functions,” he said, in the statement.

Cover Story continued The company’s new platform is a “gameto drive the need for speed and automation is part changer” in the way it implements data and its power of that,” he said. “I think it’s still something that is capabilities, Leavengood said. “This is a real revolution going to continue to grow to meet the demands of the in the hardware,” he said. Helping with labor needs customer.”

One advantage automation and artificial intelligence offer is in meeting employment needs.

Eileen Mozinski Schmidt is a freelance writer and journalist based in the Greater Milwaukee area. She has written for print and online “Ten years ago, I think our (national) publications for the past 13 years. Email editorial@MHWmag.com unemployment was over nine percent. Today, I think or visit eileenmozinskischmidt.wordpress.com to contact Eileen. If your it is 3.5 or 3.6 percent. So, the labor challenge is company would like to be featured, email editorial@MHWmag.com significant in this country,” Leavengood said. “The benefit of automation is being able to scale up and down per your needs.”

There are different factors at play in the current labor force, he added. “You see Amazon increasing the hourly rate but on the other hand reducing workforce because of automation,” he said. “Jobs are shifting.”

At BEUMER Corporation, Chief Sales Officer John Sarinick handles sales segments for North America. He agreed that labor is a major concern.

“Automation is doing very well because companies can’t find the labor,” he said, adding that BEUMER has customers who “need to get product out the door Lift Tables Stackers Tilters / Upenders Pallet Positioners but can’t find the labor.”

“There is a need for automation,” Sarinick said. Globally, Leavengood said the European markets are ahead of the U.S. on implementing automated solutions, although the U.S. is leading in e-commerce. “I see the U.S. as catching up over the next 10 to 20 years.

Spending for automation has High Travel Lifts High Capacity Lifts Dock Lifts steadily increased year-over-year,” he added. Leavengood said companies not looking into automation now are Never before have materials handling dealers had access to such probably “a little behind the curve.” a broad line of quality equipment from a single manufacturer.

“The big companies are investing in Whether your customers need standard products or custom automation. The mid-size retailers and solutions, Presto ECOA Lifts is the place to turn. small companies have to get on this For product details, catalogs, and price lists contact your bandwagon,” he said, noting the need Presto ECOA representative or visit PrestoLifts.com to reduce errors, meet labor needs, be precise and meet market expectations for speed.

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Aftermarket Dave Baiocchi

Eating Bullfrogs Since January, my articles have been reviewing the highlights and ideas presented at the 2019 MHEDA Rental and Used Equipment Conference. This conference was held in October of 2019, and featured speakers from around the country who have been successful in their rental and used equipment ventures.

At the conference the information provided by the speakers was relevant and useful, but some of the most exciting ideas were shared across the table at the breakout sessions. Ideas that boost sales, and cut expenses are usually shared “dealer to dealer”. It was no different during these sessions. Last month I shared some of the ideas presented in regard to the used equipment department. The March article covered the following topics as they related to the sales and marketing of used equipment: • Used equipment sources • Brand strategy • Grades and quality • Warranty offerings • Trade ins This month I will complete this series covering the following topics: Financing Capital equipment requires financing, even at the used equipment level. Many customers don’t have the ready cash to invest and sorely need the productivity that our equipment offers them. There are plenty of local vendors that will show an interest in providing funding for used equipment. We got about a half dozen calls a year from funding sources we never heard of before, asking us to consider them as

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April 2020

a used equipment finance vendor, or to consider new equipment opportunities that our primary financial supplier was unwilling to underwrite.

From a dealer perspective, choosing the right vendor for UE financing should be a decision that offers intrinsic benefits for the dealership. Limiting the vendor base, and “partnering” with just a single primary and (perhaps) a secondary funding source allows the dealership to forge relationships that are deep enough to allow flexibility and allowances if the need arises.

Customers may be considering tapping their bank lines to finance equipment. Having an alternative vendor who may be willing to write a lease instead of a contract sale, would allow the customer to still acquire the equipment, while preserving their bank lines for operational borrowing. While new equipment leasefinancing normally involves only 1 or 2 payments in advance to initiate a contract, used equipment transactions will require down payments of 10% to 40% depending on the age and condition of the equipment.

Payment terms longer than 36 months are rare, and interest rates are routinely double that of a new equipment purchase.

There will be times when a good customer doesn’t have the ready cash for a sizeable down payment. In some of these cases, we were able to RENT the unit to the customer for six months, then provide a rental credit of a portion of his rent against the original selling price. This was a creative way to secure the sale using the rental platform as a tool to provide the equity the customer needed to ultimately finance the equipment.

Dealer financing may also be an option, although most dealers don’t like to extend direct financing for more than 12 months. 90-day terms with 1/3 of the balance in advance is also popular. Extended terms like this can also be offered “same as cash”, or with a nominal financing fee.

Competing with the Internet The Internet is both the best and worst thing that ever happened to the used equipment business. Many customers use the ubiquitous equipment listings on the internet as a weapon to get salespeople to reduce their prices. Unlike new equipment, used equipment value is “in the eye of the beholder”.

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Aftermarket continued Anyone who has been in this business for a while will understand that if the customer was truly interested in buying a forklift online from an independent source…. he wouldn’t be standing in front of you!

Used equipment purchases come with inherent risks. Quality issues and warranty support are just the beginning. Internet purchases are normally an “as-is – where is” proposition. The ugly duckling that finally gets delivered, strangely looks much different than the photoshopped image of the equipment on the website.

Remember that as a full-service dealership you are not just representing equipment! You are representing a support function, and an assurance guarantee not available online! Stand your ground….and defend your value.

Dealer website and social media presence While we battle the red herring on someone else’s website, we have to ask ourselves if it’s time to review our own digital marketing. Most local UE customers will now start their search online, and a majority of them will call with an idea of what they think they want, based on what they found on your website.

The number one problem with UE web pages is the failure to actively manage the posted inventory. Sites need to managed and updated every day. Sold 





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equipment must be removed quickly, and featured units should be rotated regularly.

Some dealers don’t price their equipment online.

They want the customer to call and negotiate pricing in person. Guess what…. THEY WON’T CALL. There are other dealers in your area that list the price. When they do, the customer feels empowered to engage because they feel they have a negotiating starting point. It’s much better to list a price (even a high price), and then explain the BENEFITS represented by that price. Prices listed on the website should never be your listed minimum price. It should be viewed as a negotiating starting point.

Add value by also representing service capabilities, customizations, warranties, trade in allowances and financing to support your pricing online. To prove my point…how many times have you called for a price on anything, when it wasn’t listed on the website…. I never have, and I suspect you haven’t either.

Some dealers don’t list individual trucks. They will list a sample unit with a photo (like a cushion 5K) and specify a price “range”, stating that several units are available. This is a good strategy as it provides a price point for the customer without attaching a stated price to any particular individual unit.

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11

Aftermarket continued Commissions Most dealer commission plans pay salespeople from about 5% of the selling price for used equipment orders. Most also will offer “gains sharing” if the salesperson priced the equipment in excess of the dealership minimum selling price for the unit listed.

Most gains sharing splits will pay the salesman 40-50% of the amount over and above the minimum listed price.

Some dealerships have improved the base percentage to 6% or even 7% of the listed price. However, they pair these enhanced commissions with some caveats. If the salesperson offers discounts that take the price below the desired minimum, commissions fall proportionately. Also, if a trade in is taken in on a used equipment sale, commissions are reduced, or held in trust, until the trade-in unit is profitably removed from inventory.

Inventory control - write-downs I talked about grades and quality of used equipment last month. The fact remains that every used equipment manager sometimes “takes a chance” on a unit that ends up being a problem child. You know what I’m talking about. You wanted to just clean it up and sell it, but it seems to spring a new leak just as you

got the last one fixed. Some used trucks just won’t be satisfied unless they are sold at a loss.

As painful as it is, my personal experience tells me that the best home for a problem child is in the yard of a wholesaler. If you finally do sell a lemon at a discount to a retail customer you can probably expect to continue to enjoy lemonade well past any warranty period. The good thing about wholesaling units is that the bleeding stops when the unit leaves the yard. Bad trucks don’t heal themselves.

Control your inventory by taking the painful write-downs early…and often. You may miss a bonus because you didn’t hit your quarterly numbers, but you will always pay a penalty when you put off the inevitable.

When I first became a used equipment manager in 1987, I inherited what seemed like a whole fleet of bad eggs. I would fix them, then rent them, then fix them again, then discount them to sell them…. then warranty them until they drove me crazy. I finally had a meeting with the CFO (many years my senior), who told me something I have never forgotten and often quote to others. He said “Dave, if you have a frog that you have to eat…. you’re gonna want to eat him when he’s tadpole…not a bullfrog. Take your loss. Then use what you have left to buy equipment that will MAKE you money!”

Successful used equipment operations involve assessment, planning, execution and cost controls.

Swallowing frogs will need to happen along the way.

Sound initial decision-making however will help you drain the swamp, and produce sustainable and profitable results.

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.E-mail editorial@mhwmag.com to contact Dave.

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Bottom Line Garry Bartecki

It’s the Little Things Thinking about this month’s column amidst all that is going on in the world, I came to a conclusion that when the market or uncertainty is paramount it is the little things that count if you are to attain your goal for a day, a week, a month or a year. Sometimes these procedures or reviews slip out of sight until you are discussing a problem, and someone brings up ideas how to solve the problem.

But before we get to the Little Things, I would like to ask you to think about our annual September OneDay Dealer Conference and what you like to see on the agenda. As you may recall MHW sponsored a oneday dealer conference focused on the HOT ITEMS facing the industry. We had about 60 attendees and I believe they all left knowing about enough about those HOT issues to properly follow up and avoid problems within your company So, what is important to you this year. LET ME KNOW! Email your suggestions to gbartecki@ comcast.net Back to those Little Things.

I would be remiss if I did not ask you to make sure you read both Dave Baiocchi's articles regarding rental in the previous two issues. Suggest you print then up and distribute to anyone involved in your rental operation. Reviewing your rental operation and procedures after reading these two articles is a sure way to find those little problems that are costing you money. How long will this take? Just print up or email the articles and then ask around for ideas from the staff.

Next, I would suggest an hour-long meeting to discuss your business system, how it is working, what you are having trouble with or unable to do on the system. Your system rep should be in attendance to discuss your concerns and information needs as well as demonstrate how to mine data you were having trouble accessing. What you may find out is that all your problems are solvable with a little training or changes to the system using your rep to lead the charge to get those changes made. Based on my experience you will find ways to access data to help run the business, as well as find ways to accomplish tasks more efficiently.

Probably the most rewarding thing you can do is follow the ideas presented in the UPGROW ads 14

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April 2020

you see on TV. They state they have IT, marketing, and other service providers that you can hire on an as-needed basis to help you manage your sales process, provided reports you don’t have time to do, assist your management team with sales programs, email blasts, excel worksheets, website management, telematics and other permanent part-time jobs that would not be cost effecting on a full-time basis.

As you know I constantly suggest finding young folks up to date on technology. They easily adapt to the system, website work, email work and any other data maneuvering you need to learn how to run your business better. I myself have my herd of accountants, lawyers, bankers, website developers, marketing talent and excel experts to put presentations together for a group, a banker or a buyer. All reasonably priced with a quick turnaround. YOU CAN’T WIN WITHOUT THEM! For dealers that sell or rent Aerial Work Platforms, there are new ANSI requirements you need to comply with in order to reduce risk and liability. If you do work with these types of units, I suggest you have Certified AWP trainers provide training to customers and those who will be using the unit. The liability tail here is getting awfully long and you don’t want to get dragged into any lawsuit because of an accident where you let the unit out knowing the operator is not trained to use it. If you don’t want to do the training, make a deal with a local rental company that has Certified Trainers on the payroll and let them do it.

Last but not least, compare your operating results to MHEDA’s Disc Report or other industry standards Or, if you find that you “STACKED” up in the upper quartile using the formulas I gave you last month you are probably going to compare favorably with the Disc Report.

There you go. Five or six Little Things you can do to improve profits and efficiency.

Don’t forget to let us know what you want on the September One-Day Dealer Conference that will be on Thursday, September 17th in Rosemont, IL. Details will be announced soon so give me your ideas today.

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

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April 2020

17

Sales Trends Jeffrey Gitomer

A few sales closing tactics. Take a new look at old ways.

“Jeffrey, how do you close, Jeffrey, how do you close?” I get asked that question more than any other. (“Jeffrey, why is your hair falling out?” is a close second.)

I keep giving the same answer, “Don’t close the sale, assume the sale.” The assumptive position is the strongest selling strategy in the world. By definition, you believe you will make every sale you attempt.

It sounds simple. It is simple but it’s not easy.

To utilize the assumptive close, you must be qualified. Two major prerequisites make the assumptive close possible: 1. Your preparedness. You must display selfconfidence, have total product knowledge, have a positive mental attitude, exude so much enthusiasm that it’s contagious, have a desire to help that exceeds a desire to earn money, and have a genuine sincerity of purpose. If this is 110% you, you’re only halfway to assumption. Read on…

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2. Your sales preparedness. There are three strategic areas of sales preparedness, and all must be in place to make assuming the sale possible.

• The needs of the prospect have been determined, and are put ahead of yours.

• You are established in the mind of the prospect as a person of character, credibility, and high repute. The prospect has confidence in you.

• You have built a solid rapport with the prospect based on the personal information you’ve gathered, combined with your knowledge of his business.

IMPORTANT NOTE: Assuming the sale is a state of mind, it does not preclude employing the science of selling. Yes, you must, from time to time, use sales techniques, but it’s more a matter of word choice and delivery than trying to master some close that has a name. “The Benjamin Franklin Close,” “The Sharp Angle Close,” and “The Final Question Close” are all old-world methods of selling. These tactics will make people mad, or uncomfortable, or both. You may even occasionally make a sale but no one will ever refer their friends to go through the same ordeal.

MORE IMPORTANT NOTE: The close of a sale is only one step in the sales cycle. You don’t just close a sale you lead up to a close. You earn the sale based on what you have said and done to guide the prospect to a decision.

MOST IMPORTANT NOTE: The actual close of a sale is a delicate balance between your words and actions, and the prospect’s thoughts and perceptions.

And a sale is always made either you sell them on yes or they sell you on no.

Here are six closing strategies and tactics that you might find effective: 1. Challenge the prospect to do what’s best for his business. This is kind of a guilt strategy. Look the person in the eye and ask him what he thinks is best for his business. This strategy is great when he’s doing business with an existing vendor or friend, and they are not providing the best product or service.

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Sales Trends continued knowing our part of your job will get done. Tell the prospect that you can help build her business by providing your service and partnering with them.

Always let the prospect have a path to doing what they do best, and have peace of mind that your service will supplement that process on their way to success. This strategy is great for selling professional services.

3. Make a list of objectives for what the prospect wants to accomplish AFTER your product or service is in place. Your objective as a professional

is to get the prospect to see the world as though the sale was already made. Forget about convincing them to do it that’s selling, no one wants to be sold. Show them what their world will be like after the sale – that’s buying, everyone loves to buy. This strategy works on every kind of sale.

4. Get the prospect to be a visionary. “Mr. Johnson, If you did __________ when do you think would be the best time to start?” Let the prospect tell you what he has in mind, instead of you telling him what’s on yours. This strategy is called the “if-when decision process,” and is great for selling equipment.

5. Make the prospect commit to future action. The traditional method of accomplishing this is: “If I could… would you…” but today’s professional can’t say that exactly, it sounds too salesy. This strategy must be worded more out of the conversation than the sales presentation.

It must be delivered as a desire to help achieve an objective, not a pressure to make a sale.

Multi-Load 6. Make plans for after the sale has taken place before the sale is Tote consummated. Even if you don’t Designed for Automated have the commitment yet, you can try Storage and Retrieval to schedule an installation time or a Systems, Multi-Load Totes are the most meeting after delivery. “I can schedule the versatile and reliable installation for Tuesday, but I wanted to be tote available. Create here personally to be sure that everything is multiple compartments perfect. Will you be able to make it?” This for inventory using the is an indirect way of formalizing the sale, optional dividers or and classic use of the assumptive process. removable bin cups.

Assuming the sale is the hardest process to prepare for but the easiest sale to make once you do.

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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.

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April 2020

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21

Nuts & Bolts

Acquisitions, expansions & other business news

MCFA awards its 2020 Dealer of Excellence Mitsubishi Caterpillar Forklift America Inc. (MCFA), a global manufacturer of forklifts under the Cat® lift trucks, Mitsubishi forklift trucks and Jungheinrich® brands, has announced the recipients of its 2020 Dealers of Excellence. These dealers are recognized for providing superior customer service and innovative material handling solutions.

This year’s recipients are: • Darr Equipment Co. – Dallas, Texas • Equipment Depot Illinois – Itasca, Illinois • Equipment Depot Kentucky – Louisville, Kentucky • Fallsway Equipment Co. – Akron, Ohio • Fraza, Inc. – Canton, Michigan • G & W Equipment, Inc. – Charlotte, North Carolina • Holt of California – West Sacramento, California • Maquinas Diesel, S.A. de C.V. (MADISA) – Santa Catarina, Nuevo León, Mexico • Miami Industrial Trucks – Dayton, Ohio • Prime Material Handling Equipment Limited – Dartmouth, Nova Scotia, Canada • Prolift, Inc – Buffalo, New York • The Bailey Company – Nashville, Tennessee • Towlift, Inc. – Cleveland, Ohio • Toromont Material Handling – Québec, Canada • TRACSA S.A.P.I. de C.V. – Guadalajara, Jalisco, Mexico • Wholesale Equipment of Fresno – Fresno, California • Wisconsin Lift Truck Corp.- Brookfield, Wisconsin • Wiese USA, Inc. – East Division – Indianapolis, Indiana • Wiese USA, Inc. – South Division – Memphis, Tennessee • Wiese USA, Inc. – Central Division – St. Louis, Missouri www.mcfa.com 22

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April 2020

CLARK Material Handling Company has announced the winners of the 2020 Dealer of Excellence Advantage award. Having achieved great success in servicing CLARK customers in their respective geographic areas throughout 2019, these Dealer of Excellence Advantage winners represent the top performing CLARK dealers from the U.S., Mexico, and Canada: • B & H Industrial of Springfield, Missouri • Forklifts of Minnesota of Bloomington, Minnesota • Forklifts of St. Louis of St. Louis, Missouri • Homestead Materials Handling Company of Roanoke, Virginia • TruPar America of Bentleyville, Pennsylvania Additionally, CLARK recognizes Materials Handling Equipment of Fort Wayne, Indiana as the New Dealer of the Year; and, Forklifts of Minnesota (a multi-year Dealer of Excellence recipient) as the CLARK MVP, and, this year’s Dealer of the Year. www.clarkmhc.com

Leppo Rents acquires Valco Equipment Leppo Rents, a Bobcat and JLG dealer serving Northwest Ohio and Western Pennsylvania, has acquired Valco Equipment.

Valco Equipment has been providing sales, rentals, parts, and service to its customers in Akron, Canton, Columbus, and Cleveland, Ohio, and delivers nationwide since 1987. Equipment lines include JLG, Genie, SkyTrak, Lull, Skyjack, Pettibone, Gehl, and Manitou. The acquisition brings Valco Equipment’s experience and capability with access equipment sales and parts. www.leppos.com

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23

Nuts & Bolts

Acquisitions, expansions & other business news

Unicarriers Americas announce Forklift Industry Summit 2020

Handling the U.S. economy: The economic impact of the material handling industry

UniCarriers Americas Corporation (UCA) has announced its plans to host the second Forklift Industry Summit from May 11-14, 2020, at the Gaylord Opryland Resort and Convention Center in Nashville, Tennessee. The 2020 event will be jam-packed with an opening general session, a product workshop, an exclusive exhibition floor, breakout sessions and more. With an estimated attendance of over 300 professionals, the event brings together dealers, aftermarket suppliers and industry experts for a chance to network and learn about changes and advancements in the material handling industry. www.unicarriersamericas.com

Material handling is an essential part of supply chains around the world and is a vital part of our growing digital economy.

This is why MHI worked with Oxford Economics to produce the firstever Economic Impact Report to quantify the economic impact that this vital industry has across all industries and regions of the United States. That impact in 2018 amounted to more than $173.2 billion in GDP. In addition, the report found that the material handling industry supported nearly 1.6 million jobs in 2018, and workers in the industry earn $73,900 annual income on average. You can download your copy here. www.mhi.org/free/37102. www.mhi.org

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25

Nuts & Bolts

Acquisitions, expansions & other business news

Sunbelt Rentals lends a hand with HGTV’s Extreme Makeover

Toyota announces 2019 Presidents Award winners

Sunbelt Rentals is participating in the upcoming season of Extreme Makeover: Home Edition, which began airing Sunday, February 16, at 9 PM ET/PT, 8 PM CT on HGTV. The show pairs build and design experts to complete extreme, custom home renovations for deserving families who give back to their community. www.sunbeltrentals.com

Toyota Material Handling (TMH) announced the winners of the annual President’s Award which recognizes the top Toyota forklift dealers in North America. The revered award recognizes the dealers who perform at the highest level in parts, service, equipment sales, customer satisfaction, and overall operations. The winners, announced at Toyota’s Annual Dealer Meeting on February 10, will celebrate together on a Toyota-sponsored trip to Italy in October.

The winners of the 2019 President’s Award are: • Atlas Toyota Material Handling, Elk Grove, Illinois • Brodie Toyota-Lift, Lawrence, Massachusetts • Conger Toyotalift, Green Bay, Wisconsin • Hull Toyota Lift, Elkhart, Indiana • JIT Toyota-Lift, Frewsburg, New York • Lift Truck Supply, Tyler, Texas • Madland Toyota-Lift, Bakersfield, California • ProLift Toyota Material Handling, Louisville, Kentucky • Shoppa's Material Handling, Fort Worth, Texas • Southeast Industrial Equipment, Charlotte, North Carolina • Southern States Toyotalift, Tampa, Florida • The Lilly Company, Memphis, Tennessee • Toyota Lift of South Texas, San Antonio, Texas • Toyota Material Handling Northern California, Livermore, California • Vesco Toyotalift, Hickory, North Carolina

Crown Equipment celebrates 75 years of customer focus Brothers, Carl H. Dicke and Allen A. Dicke founded Crown Equipment Corporation in New Bremen, Ohio, in 1945 with an unwavering commitment to customer service. Seventy-five years later, Crown is a widely-recognized, a global material handling equipment manufacturer and technology provider with more than 16,100 employees worldwide serving many of the world’s most recognizable brands and category leaders. The fourth generation of the Dicke family continues to lead Crown from its global headquarters in New Bremen, as well as operate regional headquarters in Australia, China, Germany, and Singapore. www.crown.com

HANNOVER MESSE 2020 moves show to new date due to Coronavirus As a result of the current situation regarding the coronavirus (COVID19), Deutsche Messe is postponing HANNOVER MESSE, originally scheduled from April 20 to 24, 2020, to July 13 to 17 2020.The Hannover Region Health Authority has reassessed the current situation and highly recommends that the Robert Koch Institute's guidelines for a major event be observed and implemented. These include comprehensive health-protection measures when organizing trade fairs. All admission tickets dated in April will continue to remain valid. www.hannovermesse.de 26

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April 2020

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27

Industry Insight Data provided by EDA, a product of Randall-Reilly

BY RANDALL-REILLY

Lift Truck Market Trends Each month, we give you a snapshot of industry data that’ll let you see where buying activity has been so that you can pro-actively stay in touch with the needs and habits of your market.

Market Trends, Updated 12/23/19

Top 5 Equipment Buyers

Displays the top five buyers nationwide for each of EDA’s eleven industries, based on financing activity results added by EDA in January 2020. The results are based on distinct serial numbers of sale and lease transactions for new equipment only.

Tvs Supply Chain Solutions Inc Saint Peters, Mo Class 1 Toyota Class 4 Toyota

73 70 3

Gen Whol Co Class 3

27 27

Atlanta, Ga Unicarriers

Seegrid Corp Pittsburgh, Pa Electric Lift Trucks - No Model Unicarriers

25 25

Atlanta Bonded Whse Corp Kennesaw, Ga Class 1 Crown Class 3 Crown Class 2 Crown

25 15 8 2

Intl Transload Logistics Inc Class 4 Cat

15 15

28

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Naperville, Il

April 2020

Top 20 Equipment Lenders

Displays the top 20 lenders nationwide for each of EDA’s eleven industries, based on financing activity results added by EDA in January 2020. The results are based on all financing statements of sale and lease transactions for new equipment only.

Toyota Inds Commercial Fin Inc .............................377 Wells Fargo Bank ................145 P N C Eqt Fin Llc ................86 De Lage Landen Fin Svc .......46 Bank Of The West.................42 Ogden Forklifts Inc ..............29 U S Bank Eqt Fin .................28 Atlantic Capital Bank ............25 Unicarriers Americas Corp ...25 Wells Fargo Eqt Fin ..............20

5th 3rd Bank ........................19 Raymond Lsg Corp ..............18 T C F Natl Bank ..................14 Renaissance Capital Alliance .13 Suntrust Eqt Fin & Lsg Corp 12 Ogden Forklifts ....................11 Farm Credit Lsg Svc Corp ......9 Indl Lsg Co ............................8 1st Citizens Bank & Trust........7 Banc Of Amer Lsg & Capital.............................. 7in

Data provided by EDA, a product of Randall-Reilly. For more detailed information visit www.edadata.com/resources/industryinsight/lift-trucks.aspx

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31

Shifting Gears

Industry personnel and organization news

Handling industry, with Managerial and Director Hy-Tek Material Handling appoints in many of his previous positions. Tom Integrated Systems Division President & EVP responsibilities holds Professional Engineering licenses in 11 U.S. states Hy-Tek Material Handling’s Integrated Systems (IS) division has announced the appointment of Donnie Johnson as president and Mark Bruner EVP President as executive vice Mark Bruner Donnie Johnson president. Based in Greater Cincinnati and serving customers nationwide, the Hy-Tek IS division has the experience and expertise to engineer, design, and implement strategic plans for any material handling application. Hy-Tek IS solutions include integrated conveyor systems, engineered storage systems, receiving and shipping systems, robotic palletizing cells, automated picking technologies including pick-to-light, and complete turnkey projects. www.hy-teksystems.com

Raymond welder awarded gold medal in group skills competition The Raymond Corporation was represented by Raymond welder Ryan Lewis at the Toyota Material Handling Group (TMHG) Skills Competition in Takahama, Japan, in February 2020. To showcase their skill sets, participants had to weld a steel pressure vessel performing tack welding, semi-automatic welding, and finishing of the surface. Lewis placed first in the competition among other competitors across TMHG facilities in the United States, Italy, Sweden, France, and China. www.raymondcorp.com

Steel King Industries hires new Director of Engineering Steel King Industries, Inc., has announced that Tom Koontz, P.E., joined Steel King Industries last month as its new Director of Engineering. Tom brings to the position a solid history of structural engineering knowledge gained through many years in the Material 32

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April 2020

and has experience with roll formed and structural rack, rack supported buildings, shuttle racks, and RISA design software. www.steelking.com

Toyota Material Handling Europe appoints new President & CEO Toyota Material Handling Europe has announced Ernesto Domínguez, Managing Director in Toyota Material Handling France, as new president & CEO for Toyota Material Handling Europe. Toyota Material Handling Europe is adopting Automation and Connectivity as vital components of its core business. Their purpose to move the world and its customers’ business towards a more sustainable future, where waiting and waste is history, brings challenges in terms of adopting new business models, develops competence and prioritizes investments. Ernesto Domínguez, born 1966 in Tarragona, Spain, joined Toyota Material Handling Spain (former BT España) in 2000 as Managing Director. 2016 Ernesto accepted the challenge to take on Toyota Material Handling France as its Managing Director, where he now holds office. https://toyota-forklifts.eu

Industrial Scientific announces new Vice President of Global Sales Industrial Scientific announced that Marc Osgoodby has joined the company as vice president of global sales. Marc will be responsible for leading Industrial Scientific’s global go-to-market strategy and sales teams. Marc most recently was senior vice president of global sales at Sierra Wireless, a company that provides businesses with Internet of Things (IoT) devices, software, and services. Prior to Sierra Wireless, Marc led sales teams and go-to-market strategies with Honeywell Scanning and Mobility. www.indsci.com

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April 2020

33

Shifting Gears

Industry personnel and organization news

Johnson Controls appoints Phil Clement as Chief Marketing Officer

Applied Manufacturing Technologies promotes Salvalaggio to COO

Johnson Controls appointed Phil Clement as the company’s chief marketing officer responsible for all global activities related to conceptualizing and implementing market strategy and demand generation, including achieving marketing targets through in-depth market development, research, and planning. Clement most recently served as global chief marketing and communications officer for Aon. www.johnsoncontrols.com

Applied Manufacturing Technologies (AMT), North America’s largest independent automation engineering company supporting manufacturers, robot companies, systems integrators, line builders, and users of robotic automation worldwide, has announced that Vice President of Operations Services Craig Salvalaggio has been promoted to Chief Operating Officer (COO) of AMT. As COO, Salvalaggio will lead the overall operations of Applied Manufacturing Technologies services along with sales, engineering, and talent management. His unique combination of technical expertise in automation and robotics combined with his visionary leadership ability led to his promotion. www.appliedmfg.com

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2017 Kalmar DCG120-6 Cromer Material Handling Oakland, CA | 510 534-6566

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New Products

See more new products online at www.MHWmag.com

Snorkel reaches Above & Beyond at CONEXPO-Con/Agg 2020 Snorkel reached above and beyond at CONEXPO/CONAGG 2020 with the launch of the world’s largest self-propelled boom lift. Dubbed a ‘Mega Boom’, the new Snorkel 2100SJ telescopic boom lift reaches a maximum platform height of 210 ft. (64.0m), provides an industry-leading horizontal outreach up to 100 ft.

(30.4m), and an unrestricted platform capacity of 660 lbs. (300kg). For enhanced access and flexibility at height, a 30 ft. (9.1m) jib boom, with a working arc of -55° to +73°, combines with 150° rotation of the 8 ft. by 3 ft. (2.4m x 0.9m) tri-entry platform. Shown as a preview, Snorkel will be accepting pre-orders for the 2100SJ now with first deliveries scheduled for early 2021. www.snorkellifts.com

With Hardox® and Strenx® steels in tippers Fesan makes sure not to compromise on quality Turkish trailer and tipper manufacturer Fesan Makina, situated in Konya, switched to Hardox® wear plate and Strenx® performance steel to meet customer demand for stronger, lighter equipment.

Being part of a continuously growing market, Fesan also looks for contracts in other countries. The implementation of Hardox® 450 wear plate and Strenx® performance steel met the company’s expectations and more. Their new multipurpose loads model, Dangal, withstands harsh conditions, and its design incorporates innovative solutions. www.fesanmakina.com

JLT Mobile Computers addresses Wireless Connectivity challenges JLT Mobile Computers announced a technology alliance with NetMotion, a provider of dynamic Wi-Fi and cellular connection management solutions designed to improve the productivity 36

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April 2020

of today’s mobile workforce. The partnership will make NetMotion available to JLT’s range of rugged mobile devices. JLT offers a broad range of highperformance vehicle-mount terminals, tablets, and handheld computers as well as comprehensive support, maintenance, and solution services. JLT rugged computers are used in industries such as warehousing, manufacturing, transportation, ports, agriculture, mining, and other demanding environments. www.jltmobile.com

Big Joe launches three Lithium-Ion pallet trucks at MODEX Big Joe Forklifts launched three Lithium-Ion pallet trucks at MODEX 2020 in Atlanta, Georgia.

The LiST series of lithium integrated smart trucks with new highperformance li-ion powered pallet trucks with 2,600, 3,300, and 4,400 lb. capacities. www.bigjoeforklifts.com

Pettibone introduces third Traverse model to Telehandler Product lineup Pettibone introduces the Traverse T1246X telehandler, the third Traverse model to join its next-generation X-Series lineup. Traverse is the only telehandler product line on the market with a traversing boom carriage with the capability to move loads by traveling horizontally. This exclusive feature allows operators to safely place loads at full lift height without having to coordinate multiple boom functions. The T1246X has a specified lift height of 46 feet, 6 inches, which exactly matches its landing height. www.gopettibone.com

For more New Products go to

www.MHWmag.com To submit your press release email it to editorial@MHWmag.com.

Don't forget to attach a photo with the release.

QUALITY MATTERS

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

QUALITY. PRECISION. PERFORMANCE.

At MVP, we pride ourselves on providing outstanding quality, drop-in replacement parts. We don’t use phrases like “close enough” or “will fit.” Our staff scrutinizes over parts before we add them, making sure that we can be proud to put our name on each one.

The extra investment and commitment to quality means your customers will get a part that will fit and perform just as the original did -- making you look like the expert!

For over 20 years, equipment dealers and service centers have trusted MVP with their business. You, too, can count on MVP’s PROVEN, quality and performance to make your customers happier and your job easier!

At MVP, You’re the Most Valuable Person!

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PUT THE MVP SPECIALIST TO WORK FOR YOU! www.MHWmag.com

April 2020

37

New Products

See more new products online at www.MHWmag.com

Multi-Conveyor accumulates non-rounds low maintenance power solutions. Legacy® batteries deliver excellent conductivity, are corrosion-resistant using Pneumatic Sweeper Arm and include a sleeved positive plate separator to Multi-Conveyor recently designed and engineered this stainless-steel constructed tabletop and plastic belt conveyor system featuring pneumatic pusher “sweep arm” accumulation tables designed for “nonround” plastic bottles. The plastic bottles will travel from a customer supplied labeler through over 100 feet of conveyor including elevation changes of up to 21” in some areas, side transfers, and pneumatic merges, diverts, clamps and stops handling both empty bottle and full bottle accumulation along the way - ultimately ending at a case packer. The distinctive bi-directional accumulation tables include pneumatic stops to form a row of products at the face of the table. A pneumatic “sweep arm” will push a single row at a time onto the table when the system is in “Accumulation Mode.” www.multi-conveyor.com

JLG expands its low-level access line JLG Industries, Inc. has expanded its low-level access line with the new 1030P. The new manually propelled model offers a 10’ 2” platform height, is 30” wide and weighs just 755 lbs. This lightweight machine is designed with a compact footprint – making it easy to push into place. It is ideal for use in place of scaffolding during both the finishing and regular stages of constriction requiring a working height up to 16’. The 1030P delivers a class-leading 30” x 60” platform, making it a more productive and safer choice than a traditional ladder by providing access to a larger work area without the need for repositioning. www.jlg.com

Douglas Battery showed off high performance line at MODEX Douglas Battery displayed its Legacy® batteries at this year’s MODEX show, including the company’s high performance and 38

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April 2020

eliminate shorts and potential misalignments. In addition to their batteries, the LegaC2™ modular charger, featuring one of the industry’s most compact and efficient designs, is suitable for a wide range of battery capacities, opening up the possibility of fewer chargers required for a fleet. www.douglasbattery.com

Nutting delivers warehouse trailers for grocery supplier Dallas-based Southwest Materials Handling Company.

(SWMHC) has delivered a new shipment of 50 3,000-lb. capacity Nutting Warehouse Trailers to fellow Texas firm Grocery Supply Company, for a Distribution Center in Sulphur Springs, Texas. The Nutting Z52-001-831 trailers, which offer a 36 in. by 60 in. deck, are being used for transporting cases of food goods from vertical racking to the shipping (or loading) dock. The reliability of the Nutting product is something that Grocery Supply has relied on for over 40 years. This latest batch will be used to both replace aging units and expand the operating fleet. www.accomhs.com

Hyster launches new advanced, Ergonomic Cab and Controls for big trucks No matter the load or operating conditions, businesses need operators to perform at the highest level to meet productivity goals and protect margins. To that end, Hyster Company is introducing a new cabin and control system for its Big Truck range, packed with ergonomic, productivityenhancing features in an efficient, cockpit-style design that positions all truck information and controls within easy reach. The new cab prioritizes ergonomics from the very beginning, starting with industry-leading cabin door width and generous height for easy entry and exit. www.hyster.com

EnginEErEd rack rEpair & protEction

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Mac Rak has your engineered repair and protection solution www.MHWmag.com

April 2020

39

YOUR MATERIAL HANDLING

SOURCE DIRECTORY

For a direct link to these websites, visit www.MHWmag.com and click on the corresponding display ad under the category you are browsing.

➤ Allied Products ➤ Attachments & Access. ➤ Auctions ➤ Automated Storage Systems ➤ Automatic Identification Equip. ➤ Batteries/Chargers ➤ Container Storage ➤ Controls & Information Handling Systems ➤ Conveyors ➤ Customer Fabricators ➤ Drug Testing Compliance

➤ Dock Equipment ➤ Drum Handlers ➤ Electrical/Electronic Controls ➤ Engines ➤ Finance Companies ➤ Fluid Power Equipment ➤ Insurance Companies ➤ Inventory & Production Control Systems ➤ Inventory And Bar Coding ➤ Lift Tables ➤ LP Gas Distributors

➤ ATTACHMENTS / ACCESSORIES

➤ Mechanical Power Transmission Equipment ➤ Non-Powered Floor Equipment & Access. ➤ Other ➤ Overhead Lifting Equipment & Access. ➤ Packing And Equipment ➤ Pallet Jacks ➤ Plant Facilities Equipment ➤ Parts ➤ Plant Yard Equipment

➤ Powered Industrial Trucks ➤ Rack/Shelving ➤ Rentals ➤ Repair Services ➤ Robots, Automated Equipment ➤ Safety Products ➤ Seats ➤ Storage Equipment ➤ Sweepers Scrubbers & Brushes ➤ Tires/Wheels ➤ Training Education/Assoc. ➤ Transportation & Hauling Equipment ➤ Warehouse Management

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

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Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

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➤ DISPLAY RACK AND SHELVING

Corrugated Steel Rack Deck Punch Deck ® • Solid Deck Economical • Strong • Easy Install • Fast Delivery Painted • Galvanized • Stainless Steel

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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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info@findadistrubutor.com

➤ ENGINES (REMAN)

➤ BATTERY / CHARGERS Contact sales@xpb.ca

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

Reman Engines/Gas, LP & CNG

800-447-3967 | www.charnor.com ➤ LIFT TABLES

40

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April 2020

➤ PALLET JACKS ➤ Pallet Trucks

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

EZ-Lift Quality Scales and Scissorlifts too

...The Exhaust Experts

Chicago & CA Stock

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

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

➤ POWERED INDUSTRIAL TRUCKS

➤Pallet Jacks 800 Trucks In Stock

All Makes and Models Chicago and California Stock

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

➤ Pallet Truck Parts

Toyota Forklifts

Over 1,000 in Stock

Wholesale Packages Available

Bell Fork Lift, Inc.

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

➤ RACK / SHELVING ➤ Manufacturer/Suppliers

➤ New • • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

➤ Manufacturer/Suppliers and Transmissions

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

New • Rebuilt • Motors • Armatures • Parts

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

800-447-3967 | www.charnor.com ➤ Steer Axle Assembly

Steer Axles

800-447-3967 | www.charnor.com ➤ Tires/Wheels

Locations Coast to Coast

800-435-9346 | www.warfieldelectric.com

➤ Transmissions

Reman Transmissions, Drive Units, Differentials & Torque Converters

800-447-3967 | www.charnor.com ➤ SAFETY PRODUCTS

VULKO TREAD

THE BEST POLYURETHANE WHEELS AND TIRES

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690 Chase Ave., Elk Grove, Illinois 60007 Phone: 847-956-1300 • Fax: 847-956-1339 • 800-323-6052

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

www.MHWmag.com

April 2020

41

• • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

Classifieds

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

• Specialty Material Handling, Inc.

•

➤ STORAGE EQUIPMENT

The

➤ TIRES / WHEELS

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

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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

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OHIO RACK

Original & Aftermarket Parts for Most Equip.

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Next classified deadline is Wednesday, April 1st.

DISCHARGE · DESULFATE · CHARGE · MAINTAIN Xtender Battery Regenerator · Battery Monitoring System Flight Systems Industrial Products 1-800-333-1194 · shop.fsip.biz 42

www.MHWmag.com

April 2020

WHEN BUYING OR SELLING ONLINE

ALWAYS USE A

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

Joshua Adam Grey

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.

www.MHWmag.com

April 2020

43

Largest online market for used forklifts, attachments and work platforms with 90,889 offers.

2003 Toyota 7FBEHU18 Hupp Toyotalift Inc Cedar Rapids, IA | 563 322-3168

2014 Hyundai 15LC-7M Santana Equipment Trading Co. Phoenix, AZ | 623-271-6700

2

9

2000 Daewoo G18S-2 Santana Equipment Trading Co. Phoenix, AZ | 623-271-6700

2012 Toyota 8FBCU25 Alta Equipment Company Livonia, MI | 248 449-6700

7

1

2008 Crown RR5210 The Forklift Pro Pineville, NC | 704 716-3636

2007 Toyota 7FBEU18 Toyota Material Handling Northern California Livermore, CA | 510 675-1102

5

1

2014 Yale GC050VX Alta Equipment Company Livonia, MI | 248 449-6700

2008 Hamech G25T-16 Zoom Lifts & Equipment Chester, SC | 704 975-1377

1

4

ALVA COFFMAN | DEAN MILLIUS | 877.638.6190 | sales@MHWmag.com | WWW.FORKLIFT-INTERNATIONAL.COM

Advertiser's Index­ ____________________________________________________ AKRO-MILS. . . . . . . . . . . . . . . . . . . . . . . . . 20

H&K EQUIPMENT COMPANY. . . . . . . . . . . 12

PRESTO ECOA LIFTS. . . . . . . . . . . . . . . . . . . 7

AMERICAN INDUSTRIAL

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

RESONANT DEALER SERVICES. . . . . . . . . 16

HC FORKLIFT AMERICA CORP. . . . . . . . . . 45

SAFETY SYSTEMS & CONTROLS INC. . . . . 16

HESS AUCTIONEERS. . . . . . . . . . . . . . . . . . . 8

SHOPPA'S MATERIAL HANDLING. . . . . . . 33

HYDRA SMOOTH CORPORATION . . . . . . . 23

STELLANA U.S. . . . . . . . . . . . . . . . . . . . . . . 27

INDUSTRIAL FORKLIFTS. . . . . . . . . . . . . . . 21

SUPERIOR ENGINEERING. . . . . . . . . . . . . . 10

JH THOMAS INDUSTRIES LTD . . . . . . . . . . 24

THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . 34

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . 18

THOMBERT, INC.. . . . . . . . . . . . . . . . . . . . . 19

MAC RAK INC. . . . . . . . . . . . . . . . . . . . . . . 39

TOYOTA FORKLIFTS OF ATLANTA. . . . . . . 13

(FSIP). . . . . . . . . . . . . . . . . . . . . . . . . 16, 42

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

TRI-BORO SHELVING & PARTITION CORP . . 2

FORKLIFT-INTERNATIONAL.COM. . 30, 35, 44

MOR-VALUE PARTS COMPANY. . . . . . . . . 37

TRANSMISSION, INC. . . . . . . . . . . . . . . . 31 BLUFF CITY DOCKHOPPERS. . . . . . . . . . . . 43 BAY EQUIPMENT CO.. . . . . . . . . . . . . . . . . 12 COMBILIFT LTD. . . . . . . . . . . . . . . . . . . . . . 17 DYNA RACK . . . . . . . . . . . . . . . . . . . . . . . . . 1 EAXTRON USA . . . . . . . . . . . . . . . . . . . . . . . 3 ENGINE POWER SOURCE. . . . . . . . . . . . . . . 9 FLIGHT SYSTEMS INDUSTRIAL PRODUCTS

G & S INDUSTRIAL. . . . . . . . . . . . . . . . . . . 15 GRINDSTAFF ENGINES, INC. . . . . . . . . . . . . 5

PHILLIPS MINE & MILL, INC. (IRWIN TRANSPORTATION) . . . . . . . . . . 29

TVH . . . . . . . . . . . . . . . . . . . . . . . . . . 4, 15, 48 WEST POINT RACK, INC. . . . . . . . . . . . . . . 11 WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . 46

MORE ADVERTISERS & RESOURCES AT www.MHWmag.com 44

www.MHWmag.com

April 2020

VISIT US AT

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