December 2020 Material Handling Wholesaler

An Employee-Owned Specialty Publications International, Inc. Magazine

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DECEMBER 2020 • VOL. 41 NO. 12

Industry News 16 Nuts & Bolts

20 Shifting Gears

28 New Products

36 Industry Insight

Dean Millius General Manager/Publisher Alva Coffman Account Executive

coming to the U.S.?

Dave Baiocchi COLUMNS

8 | Bottom Line Gary Bartecki

42 Advertiser's Index

In the next issue...

ADVERTISING CALL 877.638.6190

WHAT CAN WE EXPECT IN 2021 FROM A BACKBREAKING COVID-19 YEAR

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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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4 | Factory Stores

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Reader Resources

COVER STORY

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Cover story Dave Baiocchi

Factory Stores coming to the U.S.?

This is the month we’ve all been waiting for! Back in January, all of the economic signs pointed to a stellar year, with record-setting revenue and profitability growth charted and waiting. Then the train jumped the track. I haven’t spoken to a single dealer who has set any records this year. From the pandemic to murder hornets, to social unrest, to a contentious election process, the effect on our businesses has been substantial. Who knew?

If you entered 2020 undercapitalized or overstaffed, you were forced to make some serious decisions. There is no “leading indicator” for a pandemic. It only took a couple of weeks to demonstrate how quickly it could spread, and how deadly it could be. Layoffs and furloughs had to be initiated quickly. We had to develop a “work from home” protocol for essential employees. We had to issue new requirements for PPE and physical distancing. Although our industry didn’t experience any government-mandated shut-downs, the conditions were still brutal, and the viruses’ effects will be felt for some time to come.

In times like these, we normally see a shift in dealer networks. For the last decade, we have operated in a fast-evolving industry. Finding synergies, and “economies of scale” have been the only way to increase profitability, both for the dealer and the OEM. Mergers and acquisitions have happened at a furious pace, on both sides of the equation. A low-interest-rate environment has only hastened the transformation.

Expansion strategies work well in a growing marketplace. Not so much, when a microscopic virus grinds the economy to a halt in a matter of weeks.

Dealers that can’t financially endure the headwinds will look for an exit ramp. Mergers and acquisitions (and even shut-downs) are initiated not out of choice, but out of necessity. In a financial landscape such as this, finding a well-funded and motivated buyer for a dealership is difficult indeed. Private equity and dealer to dealer acquisition possibilities dry up quickly, as any investment capital is quickly siphoned off for operational needs. A tenuous short-term future also makes an ESOP less likely.

The results of all this disruption are not lost on the OEM. In an expanding market, the OEM normally focuses on developing dealers and expanding the dealer’s tools and capabilities in representing 4

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December 2020

their equipment. When the winds shift, and the market shrinks, the focus of the OEM changes from development to preservation.

The OEM’s connection to the marketplace is predicated in great part on the population base of their equipment in the field. If a dealership is sold or fails, the OEM is at risk of losing their connection with that installed base. To preserve the base, the OEM may be motivated to either open a factory store, establish a financial partnership with the dealer, or purchase the dealership outright.

We see this happening more and more as our industry evolves into fewer dealers covering larger and larger market areas. Some OEM’s are very active and successful in entering the retail marketplace. Others have struggled to both understand, and operate a dealership in a profitable way. Much of this has to do with how motivated and prepared the OEM was to enter the retail market in the first place. Organizational fundamentals, management oversight, budgeting, service investment, and customer satisfaction are all areas where the OEM expectations may not dovetail with dealership best practices. When OEM’s enter the marketplace by CHOICE, they stand a better chance of success. Many acquisitions however originated out of a salvage operation.

All of the most prolific OEM’s have participated in dealer acquisition either in whole or as a minority partner: The following list of manufacturer/dealer acquisitions comes from an article from Intella Liftparts: July 2015: The History of Factory Stores in the Forklift Industry and manufacturer sites.

Toyota – Seven dealerships were acquired since 2007, mostly in the north, northeast, and southeast regions of the country. Most notably in July of 2020, they expanded their Atlas Companies (Chicago) holdings and acquired the Toyota-lift of Minnesota dealership in Brooklyn Park, MN. MCFA/Unicarriers/Mitsubishi Logisnext Six dealerships have been acquired since 2006.

Locations include California, Texas, Mississippi, and Louisiana. In 2019, they purchased Equipment Depot, who subsequently then acquired (previously owned Unicarriers) dealers in Boston and Milwaukee in 2020.

Komatsu – When taking over the Kalmar AC forklift unit in 1988, Komatsu inherited existing factory

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Cover Story continued store locations in California, Chicago, and Atlanta.

They continue to operate these stores presently but have not recently expanded their retail efforts.

Doosan - Five branch locations are currently owned as of 2018 in Georgia and California.

Hyster /Yale – Although there were factoryowned retail branches as late as 2003, Hyster/Yale has not chosen to engage the retail marketplace in any meaningful way. Hyster/Yale has a complete product offering, exclusive dealer contracts, and a strong base of larger, multi-branch dealerships that make up its dealer base.

Raymond (Toyota) – 16 dealerships have been acquired. Raymond only has 28 dealers nationwide.

Crown – By far the biggest participant in the retail market, with nearly 30 factory owned locations opened since 1990. Only a handful of these however were dealer acquisitions. Long ago, Crown adopted a practice of opening a new factory owned location in places where a dealer changed hands, failed, or didn’t reach sales targets. To be sure, there are still privately owned, multi-line Crown dealers who are very successful with the product line. The future distribution plan however will no doubt, include many more “ground-up” factory store locations.

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It’s evident that Both Raymond and Crown have entered, and continue to build their retail market presence by choice. Much of this is due to the nature of their core competency. A large focus on ITA Class 2 and 3 products, naturally draws them toward enduser projects that include integrated solutions. The complexity of these projects and the engineering required to successfully complete them requires far greater OEM involvement. Partnerships between integrated systems OEM’s and the forklift OEM also create profitable opportunities. Having direct control over all of these processes (engineering, integration, sales, and installation) is requisite to formulating comprehensive solutions for these customers, hence the migration toward factory-controlled sales channels.

Like it or not, our industry is changing. Customers are demanding more from us than simply sales and service. They want solutions. They want data. They want their investments to generate a provable return.

If you don’t have the right offerings, the customer will vote with their purchase order. Lose too many, and the OEM may very well want to protect their market share with a new factory store, or through an acquisition.... although most likely not at the price you expected.

As an independent dealer, your best strategy is to grow and maintain a high-value customer offering, while also developing a robust succession plan.

Position your practices (and your balance sheet) for extended verifiable profitability, and continue to cultivate personal relationships with your OEM in good times and in bad.

It has always been my position that independent dealers are a necessary component of the material handling industry. Their focus, investment, customer service practices, and long-standing customer relationships pair well with the OEM’s efforts to build and support quality machinery. The priorities and motivations of both parties are well suited when they work together.

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

Standing still is not an option Here we are nine months into COVID-19 with its associated shutdowns and restrictions with no long-term solution in sight. For some of you, the situation has brought on adequate revenues or even enhanced revenues because of customers associated with companies that distribute essential products and services. For others, it is a major bump in the road that cannot be reversed until revenues return to 2019 levels, but from what I read that probably will not happen until the start of 2022. And for too many this pandemic most likely will wipe you out unless you find alternative revenue and profit sources VERY SOON. One thing I know for sure is that things will never be the same, which translates into your business will never be the same, requiring heavy action with your crystal ball to find a fix. Can you possibly imagine what will be discussed in public and private board rooms between now and the end of 2020?

Since I am a board member myself, I wonder what changes will be put forth. How to pay for them. What to expect from them and how long to go with the plan before we throw in the towel and move to Plan 2.

What is interesting is I had a Board Meeting planned for October 22, 2020. The agenda was set, documents transmitted, and all Board Members notified of the meeting date. But one member suggested we wait to have the meeting until after the election because “I don’t have a clue what to suggest from a planning standpoint until I learn who won the election. “And guess what? All agreed with him because he hit the nail on the head. We would have just wasted our time with discussion covering both sides of the outcome.

Keeping in mind all the changes taking place, with few standard business practices able to provide relief Board Members have to throw out historical data and methods to find new revenue sources from both existing and new customers that may never have been Original & Aftermarket Parts for Most Equip. thinkable FORKLIFTS & TIRES in the last four or 713.460.8197 • 800.687.3884 five years. fax: 713.460.5941 www.forkliftsandtires.com And even 8

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those of you finding yourself in the enviable position of making above average profits due to your customer mix, cannot ignore the fact that one of those players in the ALMOST WIPED OUT position will be forced to find new disruptive solutions that could be better than your current offerings to the point where your customer base is leaving for something new, something more efficient and something more profitable.

Let us also keep in mind that if historical data is now useless, preparing budgets using historical data will lead to potentially big mistakes. You almost must start from TODAY to get a clear picture of cash flow.

The November 2020 issue of Forbes covers how many companies are dealing with the pandemic. There are various articles that cover how companies and leaders found ways to excel at these most challenging times. 25 examples are presented where disasters are transformed into opportunities of a lifetime. From flower delivery to high-end hotel services to banquet furniture to training services to modular building blocks. All were transformed into new revenue streams and related profits from selling products and services new to the company after the Covid hit. Other publications offer up similar examples. Try to read them and see if they can help create a new business model or revenue silo for your company.

Entrepreneurs Entrepreneurs drive the economic engine of this country. And once an entrepreneur always an entrepreneur. Start one business and if it tanks, build another, and so on. The core of our economy is driven by these types of people. Starting and running a business is in their blood.

You are one of those people. But maybe you never had to practice this gift you have. But if it is true that how our economy works going forward is going to drastically change without any hope of returning to previous modes of operation is suggest maybe it is time for you to stir up your business juices to protect your involvement in the material handling business. In other words, you now employ several people, have multiple locations to service customers, probably represent various product lines, and borrow along with industry standards.

Now lock the door and ask yourself “What would I do with all this if sales decreased 50%, and

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Bottom Line continued my customers start leaving for a lower cost, efficient option? What would I do with these assets to stay afloat?” Many of the entrepreneurs in the Forbes article found ways to make it work, to use their experience, obtain financing, and forming partnerships to make life easier. What did you come up with?

The “partner” part of this equation is also especially important. There are people out there and companies out there that can help you turn assets and supply services using the assets and knowledge you have. I know if you spend 10 minutes thinking about this partner angle you will find a “partner” you can work with to cross-sell products and services.

In the end, remember that the only person you can count on 100% of the time is yourself. And it is 100% up to you which way it goes.

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

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Sales Trends Jeffrey Gitomer

Sales Fitness Exercises. Are you doing enough of them?

If you would do it later why wouldn’t you do it now?

I met a guy on the plane who was an area director for a major shoe store chain. “Suppose I went into your store and the shoe I wanted was out of stock in my size what would happen,” I queried.

“Well, that shoe store has the capability of finding those shoes in our other stores and then asks (tells) the customer to go to the other store to pick them up.”

“Can’t you just ship them to my home?” I wondered.

“No,” he said matter of factly. “We’re not set up to do it that way.”

I turned the tables and asked the guy which he would rather have? “Delivered,” he said without a second of hesitation. “I’d rather have them delivered.”

“What about your customer you think they’d want them delivered, too?” I challenged.

“Yes, I suppose they would,” he said with that ‘what’s this guy going to say next’ look.

“Who’s your biggest competitor?” I asked.

“Walmart,” he said.

“Suppose Walmart came out with a new service that would locate out of stock shoes for shoppers at other Walmart’s and deliver them to the customers home the same day they were ordered no hassle complete return privileges at any Walmart store think you might have to offer the same thing to be competitive?”

“You bet we would!” was his knee jerk reply.

WAKE UP CALL! HELLO ANYONE HOME? If you would do it after your competition does it to “meet” them, why wouldn’t you do it before they do it and “beat” them?

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December 2020

Why not have them be perceived as the follower?

Why not be the leader in service?

Why not set the standard and let others try to catch you?

I’m stumped. There isn’t one company or person reading this column right now that doesn’t have an opportunity to outmaneuver and out serve the competitor you hate the most yet sit there and wait for something to happen. Wait for your arch rival to take the lead. Why? You only have an opportunity to capture leadership once after that, you play #2. Ask Avis. They’ve been “trying harder” for 25 years. Enterprise Rent-a-car is a different story. They took the bold position to deliver the rental car to the customer. And their competition HATES it. (And their customers love it.) They niched the replacement car market, delivered it to the door of the customer, and are now number one in rental cars.

Call Hertz and ask them who’s Number One. Enterprise never wanted to be number two and using a proactive approach, beat Hertz at their own game, just by delivering the car and mastering one segment of the market and beat them so bad, that now Enterprise is entering the Airport market and Avis is still “trying” to do it the same old way. Pity.

Most of these changes (innovations) are obvious.

You see something new and say to yourself, “why didn’t I think of that?” Three big reasons we fail to see the obvious: 1. Too caught up in the day today “got to make more sales” trap of mediocrity. Failure to see the big picture.

2. Too caught up on making money instead of becoming “best” at what you do. The greed factor blocking the leadership and creativity factors.

3. Too wasteful of your personal time (news, dumb TV, ball games, bars) to focus and plan for true success. Upside down success priorities.

PROACTIVE OPPORTUNITY KNOCKS: What new service or product offering could you make that would establish you as a leader in the field?

PROACTIVE CHALLENGE: What would you hate for your competition to beat you at?

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9:00 PM 13

Sales Trends continued PROACTIVE LEADERSHIP: What new service could you offer that your competition would HATE you for?

Leaders don’t respond to trends, they set them.

Are you in the field or do you lead the field? Your innovative proactive actions will determine your fate.

And your field position. Be first.

If you would do it reactively, why wouldn’t you do it proactively? is a haunting question. Don’t let it haunt you.

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Nuts & Bolts

Acquisitions, expansions & other business news

A-SAFE to quadruple inventory at new warehouse

TVH wins Kansas City Industrial Council Sustainability Award

A-SAFE Inc. will relocate its warehouse from Elkridge, Maryland to York, Pennsylvania.

The sales office will remain in Baltimore, Maryland. The manufacturer of protective guarding for warehouses, distribution centers, manufacturing facilities, and other workplace environments, will start the transition at the turn of the year and complete it prior to vacating the old site by the end of Q1 2021. The move facilitates plans to quadruple inventory levels. www.asafe.us

TVH in the Americas has been chosen as a Gold Level Recipient of the Kansas City Industrial Council’s (KCIC) Sustainability Award. The KCIC Sustainability Awards program recognizes and promotes sustainable practices by businesses in the Kansas City metropolitan area. TVH was chosen for its implementation of a 1.037-Megawatt Solar Photovoltaic Panel system at the new 250,000 square foot warehouse expansion in Olathe, KS. These solar panels will help reduce CO2 emissions, reduce greenhouse gasses, and improve the quality of the environment in the community. www.tvh.com

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For more information on Drexel Swingmast, EX Rated Trucks & the Combilift Please contact John Gowland at 1-800-651-5850 or e-mail jgowland@jhthomas.com December 2020

QUALITY MATTERS

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December 2020

17

Nuts & Bolts

Acquisitions, expansions & other business news

A new era begins: The Renewable Materials Hybrid Conference

Mitsubishi Logisnext Americas Inc. integrates major material handling groups

There is a growing market demand for advanced and Mitsubishi ready-to-use sustainable material Logisnext Americas solutions with a low carbon Inc., the parent footprint – and fossil-free. As a company for response to this challenge, nova-Institute has decided Mitsubishi Caterpillar to unite all relevant industries in the new Renewable Forklift America Materials Conference (RMC) on May 18 - 20, 2021 Inc. (MCFA) and located in Cologne. Over three days, participants get UniCarriers Americas a complete overview of the latest renewable material Corporation (UniCarriers), has announced its plans solutions from a wide range of sustainable raw materials to integrate these group company operations within and technologies. www.renewable-materials.eu the Americas. With more than 100 years of combined experience, the Mitsubishi Logisnext Americas group will provide a full range of material handling, Ahearn Rentals sues rival over patent automation, and extensive fleet solutions to customers Ahern Rentals Inc. has across five leading brands—Cat® lift trucks, Mitsubishi filed a complaint with rival forklift trucks, UniCarriers, Jungheinrich®, and Rocla.

Equipmentshare.com Inc., in Texas federal court for allegedly www.logisnextamericas.com infringing a patent covering a method to control rented equipment remotely. Ahern The ARA Show™ 2021 announcement owns U.S. Patent No. 9,193,330, titled ‘Method and Much has transpired a System for Controlling and Monitoring Operation since The ARA Show™ of a Device’ and owned by Ahern since rights were 2020 in Orlando. As transferred to the company by its inventor, Daniel the American Rental Abshire. Ahern’s complaint alleges that around 2016, a Association has been pair of EquipmentShare executives, who had previously planning for 2021, their number one goal has always known and done business with Abshire and were aware been to ensure the safety of its members and maintain of the patent, proposed a meeting between the inventor the success and integrity of the premier event for and EquipmentShare co-founder, Jabbock Schlacks. the equipment and event rental industry. As time Ahern’s lawsuit contends that a fix to EquipmentShare’s has progressed and we near the end of 2020, it has own tracking system was accomplished with become clear that The ARA Show will not be feasible information gleaned from the meeting with Abshire, in February 2021 in New Orleans. After monitoring which infringes on his patent. www.ahearn.com the many variables that impact the future of The ARA Show and reviewing results from an attendee intention survey around a two-day trade show floor aterial andling quip uction only event, ARA has decided to move the show to Las Vegas in October 2021. www.ararental.org Trucks, Trailers, Material Handling

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

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FORKLIFTS & NARROW AISLE EQUIPMENT

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December 2020

19

Shifting Gears

Industry personnel and organization news

PTDA honors Bill Childers with Warren Pike Award

Toyota marks 30th anniversary of manufacturing in the U.S.

The Power Transmission Distributors Association (PTDA) has named Bill Childers the 29th recipient of its Warren Pike Award for lifetime achievement in the power transmission/motion control (PT/MC) industry. Bill received the award, named for PTDA’s co-founder and first president, during the PTDA Virtual Industry Summit. The award was established in 1984 to honor individuals who have demonstrated outstanding, continuous, long-term support of PTDA and the PT/ MC industry and is only presented when an individual’s achievements merit this prestigious recognition. Warren Pike Award recipients are selected by the PTDA Board of Directors. www.ptda.org

Toyota Material Handling (TMH) is commemorating its 30th anniversary of manufacturing the brand’s industryleading equipment in the United States this year. Toyota Forklifts began its domestic manufacturing operations at its Columbus-based plant in 1990. Since then, more than 700,000 forklifts have been produced using the legendary Toyota Production System (TPS) and waste-eliminating principles of Toyota Lean Management (TLM) at the 1.5 million-square-foot, award-winning facility. Today, more than 1,500 Toyota associates contribute to the brand’s marketplace superiority, which has endured despite the challenges that have come with the coronavirus pandemic. www.toyotaforklift.com

Ecotec hires National Sales Manager Ecotec, a global supplier of energy-efficient battery charging and monitoring systems, has hired Brian McMillan as their new National Sales Manager. “Brian will be responsible for growing sales nationally, within our established lines of distribution, by adding new distributors, and through the addition of new major accounts,” said Jim Keyser, General Manager at Ecotec. Mr. McMillan comes to Ecotec from EnerySys, where he had Regional Sales Manager responsibilities in the Upper Midwest and Sunbelt. www.ecotecbatcharger.com

For More

Shifting Gears go to

www.MHWmag.com 20

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December 2020

QUALITY& VALUE For Over 50 Years

Power Steering Units Cylinders Pumps Valves

New & Remanufactured Exchange Precision Remanufactured Hydraulic Parts 15600 W LINCOLN AVE P.O. BOX 510269 NEW BERLIN WISCONSIN 53151 PH: 262-641-8000 FAX: 262-641-8010 A SUBSIDIARY OF HADER INDUSTRIES INC.

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

www.MHWmag.com

December 2020

21

Shifting Gears

Industry personnel and organization news

Hannibal Industries welcomes Brian Ulanch to management team

Wildeck, Inc. welcomes Steve Holland as new Vice President of Operations

Hannibal Industries, one of the largest manufacturers of industrial racking systems in the U.S., announces hiring Brian Ulanch as Director of Integration Services.

As a member of the company’s management team, Ulanch will take the lead in providing integration services to Hannibal’s growing customer list. Ulanch joins Hannibal with more than 15 years of integration experience, holding key roles at Intelligrated, Dematic and Bastian Solutions. www.hannibalindustries.com

Wildeck, Inc. welcomes Steve Holland as the new Vice President of Operations. In his new position, Holland will be responsible for managing the dayto-day operations of Wildeck’s multi-site manufacturing facilities, strengthening quality initiatives, and leading the journey toward operational excellence while supporting the organization’s strategic growth goals.

Holland brings more than 20 years of operations, engineering, and continuous improvement leadership experience to Wildeck. www.wildeck.com

22

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December 2020

HELI PARTS

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Designed DesignedtotoPerfection.

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EXPECT MORE from your Industrial Tire Supplier LAUGFS maintains stock on a wide selection of sizes, designs, specialty compounds and performance grades, in its Chicago based warehouse, with the ability to deliver in as quickly as one day.

LAUGFS premium designs, materials and construction, guarantees outstanding performance and long service life. All LAUGFS tires are developed and manufactured in LAUGFS owned R&D facilities and factories LAUGFS offers dealers more ways to buy, including full and partial containers, and quick shipment out of the warehouse, meeting your district stocking needs.

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December 2020

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SAFETY | STORAGE | EFFICIENCY

Combilift are leaders in providing innovative material handling solutions including sideloaders, 4-way forklifts and straddle carriers. They are designed to handle long and over-sized loads guaranteeing considerable improvements in space utilization and safety. With capacities ranging from 3,000 lbs - 220,000 lbs, it’s a safe choice to go with Combilift.

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December 2020

27

New Products

See more new products online at www.MHWmag.com

OZ Lifting launches Stainless Steel Chain TVH offers cleaning and disinfecting Hoist products OZ Lifting Products LLC has launched the first in a new range of stainless-steel products—a chain hoist, designed for lifting and pulling. The chain hoist, available in 1 ton and 2-ton capacities, is designed for use in corrosive environments where the properties of stainless steel make it a preferred material. Essentially, the composition of the metal prevents rusting and serves as heat resistance. www.ozliftingproducts.com

EnerSys® elevates convenience in operations with the launch of the NexSys® PURE PACK Battery and Charger System EnerSys® continues to deliver hassle-free power with the launch of NexSys® PURE PACK battery and on-board charger system. The new comprehensive solution consists of the latest generation of NexSys® PURE Thin Plate Pure Lead (TPPL) batteries, combined with an integrated Delta-Q on-board charger and Wi-iQ® battery monitoring device. This all-inclusive solution provides a predictable and reliable power source with the flexibility to fast or opportunity charge from the convenience of any 110-volt standard power outlet and the intelligence to capture a range of key operating data to help ensure peak battery performance and dependability. www.enersys.com

TVH knows how important it is to not only sanitize your workspace but disinfect it as well. Disinfecting eliminates harmful germs and bacteria and also targets and removes highly infectious viruses like the flu and COVID-19. TVH now offers Claire’s industry-leading disinfectant and germicidal sprays to ensure our customers have what they need to keep their workplace clean and their employees healthy. Claire’s hospital-grade disinfectant spray kills 99.9% of common bacteria and viruses in as little as three minutes on pre-cleaned hard, non-porous surfaces. www.tvh.com

Caldwell launches overhang lifting beam The Caldwell Group Inc. has launched a custom lifting beam for applications where a crane cannot be positioned over a load due to limited travel or obstructions. The manufacturer’s auto-leveler technology is a standout feature. Caldwell was initially approached by an automotive manufacturer that had a requirement to lift a load during periodic maintenance that couldn’t be reached by its overhead crane. However, subsequent inquiries indicated that there was a wider necessity for the concept, which was reinforced by feedback from a digital Associated Wire Rope Fabricators (AWRF) audience earlier this year. www.caldwellinc.com

For more New Products go to

www.MHWmag.com

28

www.MHWmag.com

December 2020

Working to Keep the Supply Chain Safe Integrated Rack Repair and Protection Mac Rak designs, engineers and manufactures all of our products in-house. Mac Rak punched post products are produced using prime, USA 55,000 minimum yield steel.

We produce over 30 column designs which allows Mac Rak to offer repairs for all types of racks on all types of rack systems.

“I stand by everything we build�

Shawn MacDonald, Owner of Mac Rak Inc.

For pallet rack repair assessments and a full line of engineered pallet rack repair and protection products

815-723-7400 or visit MacRak.com

www.MHWmag.com

December 2020

29

New Products

See more new products online at www.MHWmag.com

IDEC introduces HG1P Handheld HMI IDEC Corporation introduces the new 4.3” LCD screen size HG1P handheld human-machine interface (HMI). This lightweight and robust HMI is the rightsized way to enhance operator interactions for automated machine tending and robotics applications, and it is the most cost-effective device of its type. Easy to hold due to its small form factor and lightweight—and includes a touchscreen, function keys, and switches—making it a good fit for machine tending and robotics applications. www.idec.com/usa

Stoecklin announces upgraded MASTer Stacker Crane Series Stoecklin Logistics is introducing a line of dynamic MASTer™ Stacker Cranes that feature high acceleration and moving speeds, improved energy efficiency, and modular construction that delivers vastly improved performance and high levels of availability. The new cranes also have simpler and faster wheels and hoists, greater standardization across different cranes and load-carrying capacities, shorter assembly and manufacturing times, lighter construction, and improved accessibility to components for maintenance. www.stoecklin.us

Huron Technology Corp. announces the Hi-Speed Tote Stacker and De-Stacker Huron Technology Corporation has introduced the Hi-Speed Tote Stacker and De-Stacker which is ideal for high volume automated tote handling applications. This equipment optimizes the utilization of valuable floor space by effectively increasing the storage density of empty totes. The Tote Stacker and De-Stacker provide an efficient way to transport full stacks of totes, leading to greater worker safety through reduced in-plant traffic and manual handling. It offers many practical options based on the application, with speed selection up to 20 totes per minute, pneumatic or electric actuation, and 24 VDC power capabilities. www.hurontechnology.com

Crown Equipment expands V-Force® Battery line to offer power solutions for every forklift application Crown Equipment Corporation has announced an expansion of its V-Force forklift batteries, chargers and accessories with the introduction of the V-Force Lead-Acid Battery line. With the expansion, Crown strengthens its position as a single source for customers for lift trucks and the power solutions and services needed to keep them running with peak performance. www.crown.com

For more New Products go to

www.MHWmag.com

30

www.MHWmag.com

December 2020

ClearCap & TuffCab! ClearCap Roof Covers!

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December 2020

31

New Products

See more new products online at www.MHWmag.com

Merlo introduces the Heavy Duty R70.24 S-Plus + R70.28 S-Plus Rotos

KION North America unveils the Linde Series 1202 Hydrostat Truck

Applied Machinery Sales, the importer, and distributor of Merlo telehandlers for the USA introduce two special rotating turret models, the R70.24 S-Plus and the R70.28 S-Plus. These Merlo Roto models deliver heavy-duty weight capacity (15,400 lbs.) and lift heights that meet the most demanding job site requirements, all within a compact footprint. www.ams-merlo.com

KION North America has introduced the Linde Series 1202 hydrostat forklift truck to its portfolio. The Linde Series 1202 is the product of intensive research and discussions with forklift operators from 26 countries, resulting in extraordinary truck design. Available in diesel and LPG, the Linde Series 1202 boasts load capacities ranging from 4,500-7,000 lbs. and offers a true 100% hydrostatic drive system that powers the wheels with hydraulic fluid instead of a mechanical powertrain and pairs nicely with intuitive control details. www.kion-na.com

Resonant Dealer Services

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WWW.RESONANTDEALER.COM 32

www.MHWmag.com

December 2020

Do more for your forklift fleet.

• Speed Limiters

• Zone Speed Control • Shift Inhibitors

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FACING CHALLENGES?

EXPAND YOUR NETWORK. EDUCATE YOUR ASSOCIATES. ELEVATE YOUR BOTTOM LINE. MHEDA is the Material Handling Equipment Distributors Association.

Over 600 companies worldwide utilize MHEDA’s resources to stay competitive and connected. We are committed to serving this essential business community.

IF YOU ARE LOOKING FOR A RELIABLE NETWORK OF PEERS AND INFORMATION…MHEDA CAN HELP: • • • •

Manage Economic Uncertainty Train and Engage Employees Access Industry Resources Create and Maintain Business Connections

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Are you facing business challenges that you need help with?

Contact MHEDA today and we will do our best to help you find resources.

Call 847-680-3500 or email connect@mheda.org or visit us online at www.mheda.org

www.MHWmag.com

December 2020

33

Want new customers in 2021?

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Mac Rak punched post products are produced using prime, USA 55,000 minimum yield steel.

“I stand by everything we build” Shawn MacDonald, Owner of Mac Rak Inc.

For pallet rack repair assessments and a full line of engineered pallet rack repair and protection products

815-723-7400 or visit MacRak.com

The Black Book of Industry Contacts is published twice a year with a list of product and service categories for Wholesaler readers to reference throughout the year.

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December 2020

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1980 CAT Lift Trucks T150D Santana Equipment Trading Co. Phoenix, AZ | 623-271-6700

2006 Clark C25L Santana Equipment Trading Co. Chicago | 847 775-7400

CAT Lift Trucks C5000 -LP The Forklift Pro Pineville, NC | 704 716-3636

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December 2020

35

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 proactively stay in touch with the needs and habits of your market.

Due to the unprecedented coronavirus pandemic, state filings may be lower than usual. As our team works diligently against the challenges of COVID-19, our credible and verified data can drive strategic decisions for your business during this trying time.

Market Trends, Updated 10/28/20

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.

Bay Area Beverage Co Richmond, CA Class 3 Yale

18 18

Richards Bldg Supply Co Homer Glen, IL Class 5 Toyota

14 14

Nestle Purina Petcare Co Saint Louis, MO Class 1 Yale

11 11

Dawn Food Prods Inc Electric Lift Trucks - No Model Electric Lift Trucks - No Model

11 5 6

Jackson, MI Crown Raymond

Jelly Belly Candy Co Fairfield, CA Class 1 Crown

11 11

Data provided by EDA, a product of Randall-Reilly. For more detailed information visit www.edadata.com/how-it-works 36

www.MHWmag.com

December 2020

Top 20 Equipment Lenders

isplays the top 20 lenders nationwide for each of EDA’s eleven D 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......................................70 Wells Fargo Bank...................44 Bank Of The West..................29 T C F Natl Bank...................20 Wells Fargo Eqt Fin...............18 P N C Eqt Fin Llc.................17 U S Bank Eqt Fin..................14 5th 3rd Bank.........................11 Pacific Rim Capital Inc.........11 Truist Bank..............................6

De Lage Landen Fin Svc..........5 Banc Of Amer Lsg & Capital...5 1st Natl Bank...........................5 Somerset Capital Grp Ltd........5 Signature Fin & Lsg Llc...........4 Suntrust Eqt Fin & Lsg Corp...4 United Bank............................3 Trustmark Natl Bank...............3 B B & T Eqt Fin Corp.............3 C I T Bank..............................3

Data provided by EDA, a product of Randall-Reilly. For more detailed information visit www.edadata.com/how-it-works

Host and Founder of The New Warehouse Kevin Lawton interviews material handling, distribution, and logistics leaders who are doing new and innovative changes in their business.

You can hear the current and past podcasts by going to www.MHWmag.com.

If your company would like to be interviewed or if you know of someone we should interview, call Material Handling Wholesaler or email editorial@MHWmag.com.

To advertise in this new exciting feature, contact Alva or Dean at 877 638-6190

www.MHWmag.com

December 2020

37

YOUR MATERIAL HANDLING

SOURCE DIRECTORY

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

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➤ 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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Specials Available Chicago & CA Stock

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

@FADNetwork

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

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December 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

➤ RACK / SHELVING

➤ Pallet Truck Parts

➤ New • • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

➤ Manufacturer/Suppliers

➤ 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 Locations Coast to Coast

800-435-9346 | www.warfieldelectric.com

➤ Manufacturer/Suppliers and Transmissions

➤ Transmissions

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

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

Reman Transmissions, Drive Units, Differentials & Torque Converters

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

Steer Axles

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

VULKO TREAD

THE BEST POLYURETHANE WHEELS AND TIRES

AVT

AMERICAN VULKO-TREAD CORPORATION

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

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

www.MHWmag.com

December 2020

39

➤ STORAGE EQUIPMENT • • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

An Old-fashioned Holiday Wish for You

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

➤ TIRES / WHEELS

VULKO TREAD

THE BEST POLYURETHANE WHEELS AND TIRES

AVT

AMERICAN VULKO-TREAD CORPORATION

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

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

Next deadline is Tuesday, December 1

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

THE FORKLIFT PRO Over 800 Forklifts available! • We’re not brokers, we own all our inventory!

Luc’s Pick

of the Month Yale Pneumatics: LP, Triple masts, Sideshift, and low hours.

Priced from $7,950

(2) CombiLift CB6000 Side shifting Fork Positioner 4-Directional – LP More Combilifts always in stock!

#23139 2015 Rico PG300 30,000 lb capacity GM V8 running on LP – SSFP

#23322 2013 JLG 1930ES – 19’ Platform Height Multiple units available!

#22688 2009 Raymond 420 83/188” Triple – Side Shift 5,000 lb capacity

#23509 2014 Hyster H80FT Diesel – Triple – SideShift

#23472 2006 Hyster H300D – Cummins diesel Fork Positioner – 96” Forks

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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LUC LEMIEUX | luc@theforkliftpro.com TIM SMITH | tim@theforkliftpro.com

Largest online market for used forklifts, attachments and work platforms with 99,248 offers.

2012 Yale GDP050 Lift One Charlotte | 704 587-1040

2013 Aisle Master 33E 1 Source Material Handling Irwindale, CA | 818 838-1688

2013 Clark C25L Discount Forklift Denver, CO | 303 619-0428

Allis-Chalmers E50L Toyota Material Handling Northern California Livermore, CA | 8005273746

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1

10

2

2019 Jungheinrich ETG216 Cromer Material Handling Oakland, CA | 510 534-6566

2006 SMV SL32-1200B H & K Equipment Coraopolis, PA | 412 490-5311

DEALERS DID YOU KNOW YOU CAN GET YOUR EQUIPMENT ONLINE FOR JUST $99 A MONTH?

2009 Komatsu FG25ST-16 1 Source Material Handling Irwindale, CA | 818 838-1688

8

2012 Clark ECX30 Toyota Material Handling Northern California Livermore, CA | 8005273746

2006 Crown RC3020-30 Zoom Lifts & Equipment Chester, SC | 704 975-1377

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

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3

2

2015 Toyota 7FBEU20 Toyota Material Handling Northern California Livermore, CA | 8005273746

1995 Clark GCS30MB The Forklift Pro Pineville, NC | 704 716-3636

4

2009 CAT Lift Trucks EX5000 Discount Forklift Denver, CO | 303 619-0428

3

1

Toyota 7FGU45 15 Worldwide Forklifts Inc. Fort Lauderdale, FL | 954 768-9875

PLUS, WE HAVE AN EQUIPMENT QUOTING TOOL INCLUDED AT NO ADDITIONAL CHARGE.

5

10

2018 Kalmar DCG160-6T The Forklift Store Denver, CO | 303 308-3944

2013 Toyota 7FBCU45 Toyota Material Handling Northern California Livermore, CA | 8005273746

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1

CALL ALVA OR DEAN FOR DETAILS! BE PART OF THE FORKLIFT FAMILY OF DEALERS. 877.638.6190 | sales@MHWmag.com

WWW.FORKLIFT-INTERNATIONAL.COM

www.MHWmag.com

December 2020

41

BOOST YOUR BOTTOM LINE

Flight Systems Industrial Products 1-800-333-1194 · shop.fsip.biz

Attract new business.

Prolong battery life spans and prove capacity gains.

Reduce battery replacement costs.

Reduce motive power related labor costs.

Contact a battery management expert to learn the science behind the Xtender Battery Regenerator.

Advertiser's Index­ ____________________________________________________ ADVANCE METALWORKING COMPANY, INC.. . . 20

HELI AMERICA INC. . . . . . . . . . . . . . . . . . . . . . . . 43

SAFETY SYSTEMS & CONTROLS INC. . . . . . . . . . 32

AMERICAN INDUSTRIAL TRANSMISSION, INC. . 25

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

SHOPPA'S MATERIAL HANDLING. . . . . . . . . . . . 19

COMBILIFT LTD. . . . . . . . . . . . . . . . . . . . . . . . . . . 27

HYDRA SMOOTH CORPORATION . . . . . . . . . . . . 15

SMO CATALOG MARKETING. . . . . . . . . . . . . . . . 24

DYNA RACK . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

INDUSTRIAL FORKLIFTS. . . . . . . . . . . . . . . . . . . . 23

SUPERIOR ENGINEERING. . . . . . . . . . . . . . . . . . . 14

ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . . . . 5

JH THOMAS INDUSTRIES LTD . . . . . . . . . . . . . . . 16

THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . . 40

FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP).11, 42

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 14

THOMBERT, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 13

FORKLIFT-INTERNATIONAL.COM. . . . . . . . . . 35, 41

LAUGFS USA LLC . . . . . . . . . . . . . . . . . . . . . . . . . 26

TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . 7

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

MAC RAK INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . 29

TRANSAMERICAN EQUIPMENT CORP. . . . . . . . . 10

H&K EQUIPMENT COMPANY. . . . . . . . . . . . . 10, 40

MHEDA.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 33

TVH. . . . . . . . . . . . . . . . . . . . . . . . . . . 2, 11, 22, 44

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 21

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 17

WEST POINT RACK, INC. . . . . . . . . . . . . . . . . . . . . 9

HC FORKLIFT AMERICA CORP. . . . . . . . . . . . . . . . 1

RESONANT DEALER SERVICES. . . . . . . . . . . . . . 32

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

MORE ADVERTISERS & RESOURCES AT www.MHWmag.com 42

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December 2020

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

www.tvh.com