2021 October Material Handling Wholesaler by Material Handling Wholesaler

An Employee-Owned Specialty Publications International, Inc. Magazine

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October 2021

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OCTOBER 2021 • VOL. 42 NO. 10

20 | Feature Story Edward E. Gordon Solving the Pandemic & 2030 Employment Meltdown Part VII:

Dean Millius General Manager/Publisher

24 | Salute to Women 26 | Sales Trends Jeffrey Gitomer

Daniel Brown Account Executive

Industry News 30 Nuts & Bolts

34 Shifting Gears

in material handling talk about the opportunities and evolution of the business Eileen Mozinski Schmidt

38 Industry Insight

40 New Products

6 | ‘Don’t Hesitate’ Women

COLUMNS

10 | Aftermarket Dave Baiocchi Breaking down the silos

16 | Bottom Line Gary Bartecki Been here before

r ou a k or ec ! Ch site f age P b we Spec w ne

daniel.brown@MHWmag.com

Nikole Hoffman / Eric Faramus Production Lead / Graphic Artist

The Get-Real Factor. Your service builds or destroys your business

COVER STORY

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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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October 2021

Cover Story Eileen Mozinski Schmidt

‘Don’t Hesitate’ Women in material handling talk about the opportunities and evolution of the business

When it comes to chances for the advancement of women in material handling, Amber Schenck has seen the momentum building. “I see that tide starting to turn. I do see more things being put in place to help empower women,” she said. Schenck is a field service supervisor for Toyota ProLift and has been with the company for three and a half years. Coming from the service industry, the business was her first introduction to industrial equipment. But she has advanced to her supervisory role and is currently in charge of half of the road tech team; the direct report for 19 people. She makes sure her team is on track and goes over audits and open tickets, along with ensuring customers’ needs are met. Schenck said her team covers a service area about 70 miles around the shop. “I am out with the techs seeing firsthand how we can better support them,” she said, describing her job as being “the boots on the ground and seeing what they go through and meeting the customers.” “I love it,” said Schenck, of her work. “I love getting to work with the techs and seeing some of that world and getting to see the customers,” she added. Schenck said she learns more about the business every day and applies this technical knowledge to her experience in customer service. She said the pandemic conditions did result in more time spent in the office, which was a challenge being new to her position. “I took that really hard. I had only been in the position for six months. It really tested communication skills,” said Schenck, who said the time working remotely did shine a light on how beneficial it is to build relationships with employees and customers. Now, she said more OHIO RACK in-person meetings have resumed and the company has been especially busy. We BUY & SELL “Goods still have to be Portable Stack Racks moved,” Schenck said. “A Flexible Packaging lot of cross-dock operations NEW & USED are doing massive amounts 800-344-4164 of shipping. We’re probably Fax 330-823-8136 busier now than prior to the Email: ohiorack@cannet.com www.ohiorack.com

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October 2021

pandemic. “When things started opening back up, it was just a tidal wave.” Schenck said she would love to see more women involved in the industry and encouraged others to jump in to take opportunities available. “Do it. Don’t hesitate because it’s a maledominated industry. Know who you are and be true to yourself,” she said. Shari Altergott has worked in the industry for two decades. While she says sexism is still present in some quarters, she agrees with Schenck that improvements have been made. “I think that it’s much better than it was 20 years ago. I would still say it’s not easy. It’s challenging, but I think it’s a good challenge,” she said. “I always relish places where there are new opportunities and there are a lot of opportunities for women in this space.” Altergott began in the industry for a material handling dealership in the Chicagoland area while in college, when a temp agency connected her with the business “I interviewed and they were talking about material handling. I remember thinking, ‘I have no idea what this company does and it sounds super boring but I’ll take the job because they offered it to me,” she said. Starting as an office helper, Altergott put her knowledge of sales, marketing, and business development to work and found herself on what would be a rewarding career path. Soon after her start, a new office manager with a strong belief in marketing tapped Altergott to help grow the business. “So, I stayed and it ended up being the best decision,” she said. By the time she left two years ago, Altergott was vice president of customer experience and the company had more than tripled in revenue. “It was a really awesome journey,” she said. In 2019, Altergott left to start her own company, The CX Edge. The business-to-business company focuses on four areas of customer service: people, products, process, and feedback, according to the website. Altergott said she was concerned when the pandemic hit in 2020, just as her business was picking up steam. “I thought for a minute that I made the dumbest decision ever,” she said.

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Cover Story continued

But Altergott said the new venture allowed her to be home with her daughter as she worked remotely for school and about halfway through the year “people started being comfortable with the new normal.” “What I really found in 2020, halfway through the year, was that people realized they needed to supplement outside sales forces somehow,” she said. In this respect, Altergott said her company is primed to help provide the expertise needed. Many material handling companies ended up having a good year in 2020 and Altergott said her own business also proved profitable. Although the pandemic has changed some of the ways of doing business, Altergott said relationships still are key. “They are not important in the same way that they were ten years ago. Golf outings and martini lunches don’t really work anymore,” she said, adding that it is industry knowledge that is most valuable in building those relationships.

Some Altergott’s own connections include working as the marketing chair for the Council of Supply Chain Management Professionals Chicago Board, an executive board member for Loyola’s Supply and Value Chain Center, and working closely with MHEDA, having served as emcee for the group’s women in industry convention. “That partnership has been really fun. I have the opportunity to meet a lot of people,” Altergott said. She is currently working with several contractors and is aiming to start hiring for the business in the next two years. “My goal is to really become a full-blown agency,” she said. Eileen Mozinski Schmidt is a freelance writer and journalist based in the Greater Milwaukee area. She has written for print and online publications for the past 13 years. Email editorial@MHWmag.com or visit eileenmozinskischmidt.wordpress.com to contact Eileen. If your company would like to be featured, email editorial@MHWmag.com

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October 2021

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Aftermarket Dave Baiocchi

Breaking down the silos Last month we discussed how the departments, or “profit centers” in our dealerships give rise to inter-departmental tension, and “silo-building” activities that if left unchecked, can easily affect customer service and efficiency in negative ways. I wanted to take some time this month to talk about organizational practices and policy standards that help to deconstruct these silos before they even have a chance to affect customer relationships. Aftermarket – NOT parts and service. Truth be told, most of the opportunities to erect silos can be found in the aftermarket department of the dealership. Notice I said AFTERMARKET. This is an organizational practice that I suggest for dealers right off the bat. The reason you have parts and service SILOS is that you have parts and service DEPARTMENTS. The function of caring for customer equipment is fully dependent on both the parts and service mechanisms working in TANDEM, as one entity. The moment that we allow the customer to see the separation between the departments, we have exposed our silos, and we start to lose cohesion. I don’t mean to suggest that we merge these departments on the financial statement. Goal setting, process metrics, and operational tasks are different for each one of these profit centers. We still need the visibility of clear-cut forecasts and functional assessments in each department to chart our progress and adjust our tactics.

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October 2021

I’m looking at this from the standpoint of communication, data visibility, coordination, and execution. The customer has to feel as if the parts effort and the field service function operate as a singular resource. How can we do that? Communication tools Every dealer I have visited in the past 8 years, struggles with some level of miscommunication. There is so much data that changes hands inside a dealership that we are bound to misunderstand or misconstrue some of the details. Over the past 40 years, I can’t tell you how many times I’ve heard: “We need more communication”! My response is simple: No, we don’t! When I was a territorial salesperson back in the ’80s, and my customer wanted to communicate with me, they had to call our main office location. The sales secretary would dutifully put pen to paper, and take a message (remember those pink notepads?). Then she would call my pager. The pager on my belt would vibrate and I had to find a PAYPHONE to call in and get the message. Then I dropped another quarter on the phone to call the customer. Compare that to what we have at our fingertips today! Cellphones, email, voice mail, IM, tablets, laptops, Facetime, Skype, Zoom, Instagram, Facebook, LinkedIn…. shall I go on? We don’t need MORE communication. We are actually AWASH in communication. What we need is BETTER UNDERSTANDING. Understanding is the GOAL of communication. Adding more ways to communicate without changing the quality of the communication will continue to produce less than acceptable results. So how do we refine our communications and our action plans so that the customer will see a unified, aftermarket effort? Here are 9 policy and process strategies for blowing up (or at least building bridges between) the silos in your dealership. • Write Instead of Speak. When there is a choice…write it down. The written word provides visibility and accountability that words just can’t duplicate.

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Aftermarket continued

• Follow Up. If you must depend on verbal communications, follow up with an email to memorialize in writing what was agreed on. • A Picture is Worth a Thousand Words. Every employee has a digital camera today. When we can’t exactly explain it, we can snap a photo. When the serial number is 32 characters long, we can snap a photo. The power of photos is undeniable. • Assign Teams. In order to create connection points across the silos, it’s a good idea to assign teams of employees to selected customers, tasks and initiatives. Example: All the customers in Franklin County are assigned to CSR Ben Atkins. These customers will primarily be served by Van 6 (Jon Davis) and Van 8 (Dan Clark). Jon and Dan will use counterman Jeff Baker as their primary parts resource. Joe Jones will be the primary service writer for work orders opened in this county. Ben, Jon, Dan, Joe, and Jeff are now a TEAM. All communication about any service customer in Franklin County should include all team members. This type of assignment makes the CUSTOMERS the focus of the communication and requires that the participants hold themselves responsible to the customers, and each other. • Group Email. The ease of digital communication allows us to create “groups” of support staff (see # 4 above) that can ALL be included in the email loop when it comes to managing and communicating customer needs. This is especially helpful when dealing with high urgency items like overnight parts, or after-hours delivery. The ability to communicate a written message from the receiving department to the dispatcher, technician, CSR, parts counterperson, and service writer in ONE message is invaluable. • Adopt Urgency. Not everything is a “today” issue. Not everything is a “tomorrow” issue. Some things are. When sharing DATA, also determine and share URGENCY. When a team member from another department expresses urgency…. verify it…then ADOPT it. Just because YOU didn’t get an earful of colorful language from the customer doesn’t mean it didn’t happen. The inability to 12

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October 2021

adopt urgency when it matters is one of the most frequent sources of customer dissatisfaction. • Use Active Listening. Active listening is a communication method that is focused and effective. We all have distractions to deal with. Many times, the dealership environment is filled with interruptions, phones ringing, and overlapping conversations. But when it comes to customer critical data, we must listen with intention. Active listening uses a “listen and reflect” method. I don’t listen to RESPOND, but instead, I listen to REFLECT. Every time someone makes a request (in connection with serving a retail or internal customer), you simply repeat the salient points back to the speaker. Example: Field Service Tech asks a parts counterperson to order a part for a customer: Parts counterperson responds: “So, what I’m hearing you say, is that Customer XYZ needs a fuel mixer ordered next day air. We will place the order TODAY with the expected installation scheduled for TOMORROW. I will order the part from the supplier. Both yourself and the dispatcher will be notified by me via email when the part arrives. You will retrieve the part yourself at approximately 11:00 AM before going to the customer. If the part does not arrive on the UPS shipment, I will call you immediately with that information. Do I have that right? • The Critical Eye. I don’t mean for you to look for things to criticize. On the other hand, if you see something that just doesn’t look right….get out of your silo and SAY something. I don’t care what your role is in the dealership. Let’s say that you are a receptionist and see a piece of rental equipment being loaded on a truck in the yard. One of the forks looks bent from your vantage point. You should be empowered, encouraged, and even expected to leave the administration silo, walk out to the rental silo and ask a question. Imagine if we all assumed that posture. Regardless of our own silo, if it’s important to a customer, it’s important to us. • Functional Cross-Training. There is no substitute for walking a mile in somebody else’s shoes. The perspective gained is enormous because it’s experiential.

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October 2021

Aftermarket continued

You can talk for an hour telling someone how to ride a bike. Until you actually grab the handlebars and set off yourself…. you won’t get it. It’s the same story with silos. Live a day or two in another silo and it may be much easier for you to find synergy. Train a dispatcher on placing an emergency parts order. Have a counterperson shadow a field tech for a day. Have the sales manager sit at the transport desk. Let the rental manager actually prep rentals for delivery in the shop. It’s worth it to intentionally experience another silo. Find out the intricacies and the challenges first hand.

Customers are now requiring that we operate seamlessly and that our solutions are unimpeded by the departmental interruption. We can make ourselves the supplier of choice only if we have the processes in place to break down departmental separation and all focus on the overarching goal of serving the customer. Dave Baiocchi is the president of Resonant Dealer Services LLC. He has spent 39 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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October 2021

Bottom Line Garry Bartecki

Been here before Most people reading this probably have been, and again, the younger members of your team may not, and could probably use some education to help them be more effective in this current work environment. What I am planning to discuss this month is how the lift truck industry fared during the last financial fiasco (2008-2009) compared to what you are experiencing this time around (2020-2021 and maybe 2022). Neither event was pleasant, and most dealers found ways to manipulate their internal and external responsibilities to make it to 2020 for the start of the COVID-19 pandemic and related shutdowns and work from home scenarios. I guess if you are reading this that you were probably one of those that survived the former but still fighting through the latter. I went through both and believed (2008-2009) was easier to deal with even though it took five years in some cases to turn the corner. This time around there is more “change” associated with just about every industry, more technology developed to assist coming out of this situation in better shape than expected, much deeper declines in business and cash flows which could have caused more bankruptcies had it not been for PPP1 and PPP2, significant supply chain disruption and the related price increases caused by supply chain disruption. Many very serious economic roadblocks to deal with. But you would never think there were any by looking at the stock market. Crazy, crazy times. And to finish off our current situation you have to manage for either deflation or inflation, where making an error with either scenario could generate major cash flow problems. In a previous month, I mentioned either or both deflation or inflation would surface and probably both because deflation could be caused by the supply chain issue or if and when the Fed increases interest rates which could cause a recession, while on the other hand inflation is being caused by the supply chain issues but also because of the number of dollars being printed cause a demand/supply problem with more dollars chasing fewer goods. I little nuts but issues demanding planning for each scenario. 16

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October 2021

One way to plan where you are and where you are going is to go back to your 2008-2009 financial statements to see how they compare to where you are now. You could also get into your 2010-2011 financials as a way to see how to plan for 2022 -2023. It will also be informative to see how your business has changed in the interim. Sales mix. Absorption rates. Payroll costs. Insurance costs. Benefit costs. I mention the income statement items but maybe more importantly are any differences associated with your Balance Sheet. Let us spend some time with the Balance Sheet. I am going to suggest what changes you will see without even looking at the two different statements (2021 vs 2010). I expect less cash on a normalized basis (before you take out discretionary $) because the pandemic provided much tougher economic problems to work through AR collection periods extended compared to 2009. Also, the AR per customer could be lower because your ability to deliver products and services was hampered by the supply chain issue. The cost of inventory, both new and parts, are higher and hopefully, you can sell them at what you paid for them. This will be a major issue for the auditors this year. If you had a lot of used inventory going into the pandemic it probably declined in value and has now starting to recover from a value standpoint. Again, this will be an audit issue as well as a collateral issue with your bank. This was a major issue in 2008-2009 mostly resolved by selling off fleet to pay down the banks, only to have to repurchase those units 24 months later. Be best to spend some time on your parts and used equipment inventories to support the valuations they are sitting at. How you cost them. How do you account for sales (first-in or last-in or some combination thereof? Annual equipment appraisals performed by a party that knows your business helps if the bank recognizes the appraisal as an expert.

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Bottom Line continued

I will guess that equipment rental is providing a higher % as part Total Sales. This is a good place to find underutilized capital. Make sure you need what you have in the fleet. If not, move it before the auditors tell you to write it down. And the appraisal of rental units is as important as it is for used equipment. If your rental fleet has increased in size and you are using term loans to finance them, be aware that the increase in rental assets can lower your working capital number and raise a red flag to the bank. Pure rental companies do not calculate current assets and current liabilities because the current liabilities for fleet notes have a negative impact on your working capital calculation caused by having 100% of the fleet as a long-term asset while the related notes (current portion) sit in a current asset category. We can go on and on, but you must realize that NOW is the time to have a Clean Balance

Sheet where you are aware of your shortcomings that will reduce the amount of cash they generate, as they move from inventory to the cash account. So lay both Balance Sheets side by side and see where you stand, and then compare to the MHEDA cost study, especially the top 25% category. Some good news. The new lease accounting mandate is being deferred until your 2022 statement (if you are on a Dec 31 year-end). But, as long as you are reviewing the Balance Sheet you should take a shot to see how it will look once the leasing mandate is adopted and see what it does to your bank covenant ratios. Garry Bartecki is a CPA MBA with GB Financial Services LLC and a Wholesaler columnist since August 1993. E-mail editorial@mhwmag. com to contact Garry.

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October 2021

Feature Story: Edward E. Gordon

Job Shock: Solving the Pandemic & 2030 Employment Meltdown Part VII: Final Word: A Decisive Skilled Talent Decade The COVID-19 pandemic has been a pivotal time in history. It has caused disastrous disruptions to the world’s economies including that of the United States and radically shifted people’s priorities. During the pandemic, many who lost their jobs when their employers downsized or disappeared were struggling to find good-paying jobs. As pandemic restrictions started to be lifted in the spring of 2021, sizeable numbers of people have not been returning to the labor market. The rate of baby-boomer retirements accelerated during the pandemic. Some workers (especially in the leisure and hospitality sectors) seem to have decided that they do not want to return to their former jobs and instead want to seek employment in other industries. As the number of job openings has swelled to unprecedented levels, businesses cannot find workers with the skills needed for their vacant jobs. In many businesses sectors and parts of the country, employers report that finding qualified workers as their top business problem. To attract employees, many employers are raising wages, offering flexible hours, and using a variety of other strategies to find the workers they need. The purpose of this "Job Shock" White Paper is to trigger a major mindset change about the wide gulf between education and skills needed for the in-demand jobs of today and tomorrow and the current state of the nation’s educationto-employment systems. Past history tells us that when people are emerging from a great crisis, they are more open to considering a systemic change. Suddenly people realize how important education and job skills have become for them and also for their children’s future. Enlightened Leadership During the First Industrial Revolution, education reforms were needed to support the new math and literacy demands in the offices and factories of rapidly expanding cities. Starting at the regional and state levels, enlightened community leaders spearheaded the expansion of compulsory tax-supported primary and secondary education. 20

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October 2021

By 1918 all of the then 48 states mandated this standard of public schooling backed by tough truancy laws. The United States was the first nation to do this! This education-to-employment system is now out of date as a larger percentage of jobs in the Fourth Industrial Revolution require higher levels of reading and math comprehension and some form of post-secondary education. During the U.S. Civil War, Abraham Lincoln said, “Enlightened leaders and publics can create together sane and inclusive policies that strengthen our vital institutions at home and abroad.” This is another era of great upheaval and crisis. To help our communities survive and thrive, sweeping reforms are needed. “Job Shock” has identified regional leaders who are already at work in many American communities to update community talentdevelopment systems. They need our support to bring these efforts to scale across the United States. Building RETAINs “Nothing is as powerful as an idea whose time has come.” RETAINs can form the bridge that connects people to jobs. RETAIN building requires three steps: 1. Awareness -- finding solutions for skills-jobs shortfalls. 2. Alignment -- facing the challenges of partnership formation by learning how to work effectively with others. 3. Action -- implementing training and education programs for adult workers as well as career education and information initiatives for K-12 students. We can’t afford to wait for others to take concerted action in our communities. The passive attitude that somehow America will muddle through has hit the hard wall of reality. We hope that “Job Shock” will motivate readers to ask, “What action can I take to relieve this skilled worker shortage?” The opportunity

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October 2021

Feature Story continued

for making this a decisive skilled talent decade may well hinge on your answer. The time is now. The urgency is clear! The challenge can be met! This is the final segment of the White Paper that has been the focus of the monthly Gordon Reports since January 2021. Edward E. Gordon has consulted with leaders in business, education, government, and non-profits for 50 years. Ed is a big picture thought leader connecting the employment dots between business, education, and training. As a historical economist, he applies inter-disciplinary solutions that address the jobs-skills disconnect and related economic development issues. Gordon, the founder and president of Imperial Consulting Corporation in Chicago, is a human capital management expert who is internationally recognized as an authority on how talent delivery systems, career development, and training are related to business and economic growth. www.imperialcorp.com

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October 2021

Michelle Butler

21st Annual Salute to Women

Midwest Branch Manager

Flight Systems Industrial Products Michelle Butler joined Flight Systems Industrial Products in December 2008 as a Customer Service Representative. In 2014, she was promoted to the Sales team as a Sales Admin and then moved up to the role of Sales Specialist and Xtender Sales. In August of 2019, Michelle relocated from Pennsylvania to Illinois to become the Branch Manager for our Midwest office in Addison. Her knowledge of our products and customer base has helped her succeed in managing this location and making sure our customers receive the best service possible. Danielle Ebaugh Sales Support Lead

Flight Systems Industrial Products Danielle Ebaugh joined the Flight Systems Industrial Products team in August 2015 as a Customer Service Representative. She was promoted to Customer Care Supervisor in 2019 and is now holding the title of Sales Support Lead. Danielle is helping to guide and mentor our FSIP Sales Support team to provide excellent service daily and to fully satisfy our customers’ expectations at every request. Pam Jones Marketing & Products Manager

Flight Systems Industrial Products Pam Jones joined the Flight Systems Industrial Products team in 2006 as Director of Sales and Marketing. She became General Manager of FSIP in December of 2020. As General Manager, Pam oversees the daily operations of FSIP, strategic planning, and growth of the organization.

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October 2021

Jodi Miller Sales Support Lead

Flight Systems Industrial Products. Jodi Miller joined the Flight Systems Industrial Products team in April 2011 as a Customer Service Representative. Since then, she has held different roles in our Sales department, Quality Assurance, GRP and now is a Sales Support Lead. She is helping guide her team daily to process customers’ orders quickly and efficiently as possible. Jodi’s knowledge of quality, remanufacturing, sales, and customer service, allows her to help her team fully satisfy our customers’ expectations. Elizabeth Nickey Sales Support Manager

Flight Systems Industrial Products. Elizabeth joined Flight Systems Industrial Products in July 2010 as a Customer Service Representative. In 2015, she was promoted to Customer Service Supervisor and then moved to the Customer Service Manager role. She now manages the Sales Support team and Quality Administrator. Her primary focus is making sure that FSIP customers get superior service at every point of contact, whether it be via phone, email, or live chat. She leads an awesome team of 14 members that are always supporting and helping our customers with orders, quotes, and technical information related to our products and services. Nikole Hoffman Production Lead

Woodward Biz Media Nikole has worked with Woodward since August 2019. She performs all work necessary to produce print/electronic publications, e-newsletters and maintenance of website(s).She ensures that all of our print and electronic products, cover designs, promotional materials, and customer ads are superior in design and reflect a professional image of our company and for our advertisers.

Brenda Harrison

Co-Founder

Pallet Rack Specialist

PineSpire Ryan Huggins co-founded PineSpire with the mission to create value for our customers from their electric equipment fleets, primarily through California’s Low Carbon Fuel Standard and Oregon Clean Fuels Program. As a founder, Ryan ensures PineSpire’s mission translates through every aspect of the business. Her background in legal, utility, grant, and regulatory work is put to work tackling complexities of electrification while offering customers receive a simple revenue stream for their electric equipment. Reva Bily President

West Point Rack As president, Reva is involved in every aspect of West Point Rack, including configuring and pricing quotes, purchasing steel and, as she puts it, “doing whatever it takes to get the job done.” Her primary goal is “to support our dealers, satisfy their customers, earn trust and be the vendor of choice for rack products and racking systems.”

Wholesale Pallet Rack Products Celebrating 32 years in the industry is something I have enjoyed and take the utmost pride in. One would say, the industry is what allows us to have a successful career, however, I would safely argue, It's the PEOPLE in the industry; co-workers, customers, vendors, etc. that empower us to be the best we can be! Jackie Marchisin Pallet Rack Specialist

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

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Linda Tirjer

Director of Inside Sales

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21st Annual Salute to Women

Ryan Huggins

Worldwide Linda Tirjer coordinates Worldwide’s rack repair orders and is dedicated to customer service and the customer experience. Linda is willing to go the extra mile, even on a day off. She is a hard worker and a valued member of the rack repair department- offering new ideas, helping others whenever possible, and managing projects when necessary. Worldwide Material Handling would like to solute Linda and her dedication to continued success! www.MHWmag.com

October 2021

Sales Trends Jeffrey Gitomer

The Get-Real Factor. Your service builds or destroys your business

Customers don’t makeup stories about you or your business it is you who create them. The customer simply retells them. How the story is told, and what the content is, is up to you. It’s based on your actions or reactions, combined with their interpretations and perceptions. These stories create the basis for the most powerful form of advertising known to mankind. Word-of-mouth. It is estimated that more than 50% of American business is based on this ad form. When people ask each other for a referral, or a business reference it’s given based on their past personal experience or what they “heard” from others. Other stories. Here’s an example: “Hey Jeffrey, you fly all the time. I’m going to Dallas. What airlines should I fly?” Three options will occur. You will either get… 1. A referral: USAir is the greatest. 2. Nothing: Well, I dunno, they’re all about the same. 3. A reverse referral: Anyone BUT USAir. Here’s an example of the whisper down the lane version: “Hey Bill, I’m going to Dallas. Do you know which airlines I should fly?” Three options will occur. You will either get… 1. A referral: “You know Sally, my friend Jeffrey says USAir is the greatest, and he flies all the time.” 2. Nothing: “Well, I dunno, they’re all about the same.” 3. A reverse referral: I’ve heard all kinds of bad stories about USAir. I’d say, pick anyone but them. NOTE WELL. If the experience was good, the customer may not proactively say something, but if the experience was bad, you can bet your last dollar they’ll bring up the story in the first 5 minutes of a conversation, and depending on the severity of the displeasure, sometimes in the first 5 seconds. This lesson of customer service is the most real (and valuable) I have found. First, because it shows how one front-line person can speak volumes for a multi-billion-dollar company by creating 26

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October 2021

an experience worth talking about. Certainly, more powerful than a bunch of rhetorical ads on TV, most of which are so plastic they should be accompanied by vomit bags. And second, it creates a classic opportunity to examine how customers can make or break a business after a transaction has taken place. If 50% of American business is done by wordof-mouth advertising, what’s the word on you? The only way to “get the word out” is to create memorable situations. Excellent service is not what you believe it to be, it’s what your customer perceives it to be. And tells others. How are you taking advantage of your service opportunities? Here’s what happens if you do. Here are 7.5 advantages of great service… 1. It’s free. Great service costs little or nothing but it’s worth a fortune 2. It builds goodwill. Consistent service creates and builds reputation. 3. It builds customer loyalty. People will actually look forward to the next time they will do business with you. Happy to do business with you. 4. It creates memorable experiences that will be retold time after time. Stories create the basis of word-of-mouth advertising. 5. It makes your customers salespeople for your business. And they are one thousand times more effective than any employed salesperson on your team. 6. It leads to referred business. People are guided and influenced by the success, satisfaction, and happiness of others. 7. It makes it harder (impossible) for competitors to steal away customers even at a lower price. “Loyalty through extraordinary service” is a powerful yet overlooked motto in business today. 7.5 It creates a clear distinction between two companies engaged in the same business. Yours and your biggest competitor.

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October 2021

Sales Trends continued

Every time a customer calls you, or you call a customer, you have an opportunity and a choice. What opportunity are you taking? What choice are you making? 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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October 2021

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October 2021

Nuts & Bolts

Acquisitions, expansions & other business news

Alta Equipment Group acquires Baron Industries

Hyster recognizes the highest performing dealers of 2020

Alta Equipment Group Inc. has announced that it has acquired Baron Industries (“Baron”), a privately held dock & door company based in Woburn, MA. Baron is an established, provider of dock and door sales, service, and installation for the greater New England area. The company specializes in commercial overhead loading dock doors and equipment, hydraulic lifts, and vertical reciprocating conveyors. Baron generated approximately $6.0 million in revenue and had adjusted EBITDA of approximately $400,000 in The 2020 Dealer of Distinction award goes to the latest fiscal year. The purchase price includes 21 top-performing Hyster® dealers, recognizing certain tangible assets such as inventory, vehicles, their strong commitment to materials handling and an $800,000 goodwill premium. The total excellence and customer satisfaction. purchase price is expected to be less than $2.0 2020 Dealer of Distinction Recipients million, subject to customary post-closing purchase Eastern Lift Truck - MD/DC/DE price adjustments. www.altaequipment.com Deep South Equipment - Louisiana Gregory Poole - North Carolina ARA forecasts 3.5 percent increase for Gregory Poole - Virginia the rental equipment industry The outlook for LiftOne - North Carolina equipment rental LiftOne - South Carolina revenue, comprised of the LiftOne - West TN construction/industrial and general tool segments, MH Equipment - Illinois has improved over the last quarter. The updated MH Equipment - Iowa second-quarter forecast released by the American MH Equipment - Kentucky Rental Association (ARA) now calls for equipment rental revenue to exceed $47.8 billion in 2021, MH Equipment - Ohio South nearly a 3.5 percent increase over 2020 and MH Equipment - Indianapolis greater than last quarter’s forecast that called for a Northland Industrial Truck Co. (NITCO) 3.1 percent increase this year. Overall, the ARA forecast calls for a 9.68 percent increase in revenue Papé MH - Central Washington in 2022 to reach nearly $52.5 billion, surpassing the Papé MH - Eugene, OR equipment rental industry’s previous peak revenue Papé MH - Fremont, CA of nearly $51 billion in 2019. Growth is expected to be 3.9 percent in 2023, 2.4 percent in 2024, and Papé MH - Portland, OR 3.5 percent in 2025 to total $57.7 billion. Papé MH - Seattle, WA www.ararental.org Papé MH - Spokane, WA LMA - Argentina More Nuts & Bolts at Tattersall - Maquinarias SA

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October 2021

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03/03/2021 October 2021 18:05:0431

Nuts & Bolts

Acquisitions, expansions & other business news

TVH’s South Carolina location relocates to larger facility

FlexQube receives an order for six robotic eQarts

TVH in the Americas (TVH) has announced that their South Carolina distribution center has moved! Previously located in Duncan, SC, TVH South Carolina is now located in nearby Greer, SC. The new distribution center is less than eight miles from its previous location and has more than 70,000 square feet of warehouse space. This allows TVH South Carolina to have more inventory on hand and readily available for customers. Helping to achieve the company’s goal of being a true one-stop-shop by having the right product, at the right time, at the right place for customers. www.tvh.com

Through a dealer in the US, FlexQube has received an order for six robotic eQarts to a customer in Georgia, USA. The eQarts will be delivered in September of 2021 and this is the first time FlexQube receives an order for as many as six robotic carts in one single order. The customer will deploy them as a combined conveyor- and assembly cart and function as a moving assembly line solution.The eQart Line product was the first launched product within the eQart product family and is a modular robotic cart system that uses software technology FlexQube has developed in-house. The eQart Line uses camera technology to follow a colored line/tape on the floor and laser scanners for safety. www.flexqube.com

CLARK appoints Conger Industries, Inc. as authorized CLARK dealer CLARK Material Handling Company announces the appointment of Conger Industries, Inc. as an authorized distributor of CLARK products for the Wisconsin and Upper Michigan market. Conger Industries president and CEO, Anika Conger-Capelle added, Anika Conger-Capelle “The alignment of Conger with CLARK will allow for additional options that our customers seek when evaluating material handling equipment to meet their unique challenges. We both have a long history of putting our customers first which makes it easier to reinforce our shared belief of meaningful customer partnerships that improve productivity and efficiency while also lowering costs.” She continued, “We’re excited about this new partnership and how it will improve the breadth of services we provide to our customers.” Conger Industries will support CLARK new equipment, aftermarket parts, and service efforts in Wisconsin and Upper Michigan. www.clarkmhc.com

Manitowoc completes acquisition of Aspen Equipment The Manitowoc Company, Inc. has announced that it has completed the acquisition of substantially all the assets of Aspen Equipment Company (“Aspen”), a diversified crane dealer and a final-stage, purpose-built work truck upfitter for approximately $51 million. The acquisition of Aspen will expand Manitowoc’s direct-to-customer footprint in Iowa, Nebraska, and Minnesota with new sales, used sales, parts, and service to a variety of end markets. Aspen’s field support team brings industry-leading technical competencies and exceptional customer support. Aspen’s aftermarket business will complement our previously announced acquisition of H&E’s Crane business,” commented Aaron H. Ravenscroft, President and Chief Executive Officer of The Manitowoc Company, Inc. In addition, Aspen’s specialized crane and truck equipment upfitting capabilities provide greater depth of product offerings to a wider base of customers including loyal Manitowoc customers. www.manitowoc.com/manitowoc

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October 2021

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October 2021

Shifting Gears Battery Watering Technologies promotes Elliott as Business Development Manager

Industry personnel and organization news

East Penn receives 2021 America’s Best Employers for Women recognition by Forbes and Statista

Battery Water Technologies East Penn just has announced that Jack Elliott has announced that they been promoted to the position of rank as one of America’s Business Development Manager. Best Employers for As a 2020 graduate of High Point Women 2021 by University, Jack began his career Forbes and Statista. as a Regional Account Manager This is East Penn’s first and has been instrumental in year being recognized BWT’s overall growth this past year. Jack will be with this honor. Previously, the company has transitioning his duties to business development for been recognized as one of America’s Best Large our parent company, FourShare, LLC. Employers three times, most recently in 2021. East Penn was also ranked as one of Pennsylvania’s www.batterywatering.com Best-In-State Employers for 2020. The Best Employers for Women 2021 list was compiled Herc Holdings completes acquisition of by an independent survey of 50,000 Americans, including 30,000 women, working for businesses Texas-based CBS Rentals with at least 1,000 employees.. Women surveyed Herc Holdings were asked to also rate their own employers Inc.has announced regarding parental leave, family support, flexibility, that it has discrimination, representation & career, and pay completed the equity. www.dekabatteries.com acquisition of substantially all the assets of Texasbased CBS Rentals (CBS). CBS is a full-service general equipment rental company comprising ePicker appoints Alan Dotts as new approximately 190 employees and 12 locations Sales Manager serving construction and industrial customers ePicker has appointed a throughout Texas, as well as locations in Carlsbad, strategic new addition to its NM, and Kingsport, TN. The addition of CBS management team to support its expands Herc Rentals’ presence in Texas — recent launch of stackers, pallet one of the largest equipment rental markets jacks, access vehicles and lithiumin North America — to 38 physical locations, ion powered forklifts. Alan Dotts which collectively provide general and specialty has been named as the new equipment rental solutions and related services Sales Manager responsible for www.HercRentals.com sales and dealer development. Prior to joining ePicker, Dotts served as the Sales Manager of Special Products for Toyota Material Handling. At Toyota Material Handling, he led the development and sales of AGVs, Heavy Duty Trucks, and Aichi aerial platforms. Dotts has more than 20 years of experience working with equipment For More Shifting Gears go to dealers developing successful sales plans and holds a Bachelor of Science Degree in Business www.MHWmag.com Administration from Concordia College. www.epicker.com

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October 2021

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October 2021

Shifting Gears

Industry personnel and organization news

out to his truck. Uncle Rebel and his truck won her heart and set her life path. Melissa was so small she had to stand up on the seat to pull the air horn. LiuGong North America Growing up, she was consistently told trucking and (LGNA) has appointed Andrew heavy machines are not a job for women. Those Ryan as president of LiuGong North comments only made her more determined to America, effective August 16, 2021. pursue her dream. Melissa’s enthusiasm is front and Ryan has 25 years of experience center when she talks about her trucking career. in the construction equipment www.womenintrucking.org industry. While at Caterpillar, he served in senior roles spanning machine marketing, dealer administration, rental, and aftermarket parts. Darryl Niven is named Vice President Andrew has a global perspective on the industry and General Manager of Terex Utilities has lived and worked in the U.S., Chile, and Terex Corporation announced Singapore. www.liugongna.com that Darryl Niven has been appointed Vice President and Santana Equipment makes the Inc. 5000 General Manager of Terex Utilities, effective August 30, 2021. Niven, list a business and operations leader Santana Equipment Trading with more than three decades of Company has received the experience leading global heavy manufacturing incredible honor of being named businesses, will report to John L. Garrison, one of the top 5000 growing Jr., Chairman, President and CEO of Terex companies in the United States. Corporation, and will be based in Watertown, Santana Equipment Headquarters South Dakota, headquarters for Terex Utilities. (North Chicago) said they

LiuGong North America appoints new president

were greeted with an amazing message on August 10th. “We had received an email the beginning of July saying that we had made the Inc 5000 list,” said company president Nate Service, “This feat alone was awesome, but we wanted to know where we placed. This was our first time making the list, so we were anxious to see where we landed at.” As the Santana team watched the reveal presentation their rank was shown, and everyone was ecstatic!

www.terex.com

Orbis supports the local community through charitable efforts

ORBIS® Corporation has sponsored the inaugural Good Days for Kids golf outing www.santanaequipment.com that raised $191,300 for Children’s Women In Trucking Association announces Wisconsin, the its September 2021 Member of the Month region’s only independent healthcare system dedicated to the health and well-being of children. The Women In Trucking In addition to the green fee, participants had the Association (WIT) has announced Melissa Bencivengo as its September opportunity to donate through a silent auction. The event was held at The Legend at Merrill Hills 2021 Member of the Month. She golf course in Waukesha, Wisconsin, on Monday, is a professional driver for Carbon Aug. 23, 2021. The money raised from the Good Express. Melissa’s love for trucking Days for Kids golf event will help Children’s began at six years old. She was Wisconsin fund research programs, provide critical introduced to trucking by her uncle, who drove care, and support community initiatives. a big sleeper truck. When he would stop by the house to visit family, he would always take Melissa www.orbiscorporation.com 36

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October 2021

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 Dean at 877 638-6190

www.MHWmag.com

October 2021

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.

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. N V R Inc Thurmont, Md Class 5 Yale Sierra Forest Prods Inc Salt Lake City, Ut Class 1 Yale Anderson Hay & Grain Co Ellensburg, Wa Class 5 Hyster A J Eqt Llc Spring, Tx Class 5 Viper Ocean State Forklifts Inc Seekonk, Ma Class 4 Unicarriers Class 5 Unicarriers

15 15 8 8 5 5 4 4 3 1 2

Data provided by EDA, a product of Randall-Reilly. For more detailed information visit www.edadata.com/how-it-works 38

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October 2021

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. Bank of the West....................16 U S Bank Eqt Fin..................10 Toyota Inds Commercial Fin Inc........................................9 E L E Funding Llc...................8 Wells Fargo Bank.....................8 B F G Corp.............................8 Meridian Lsg Corp..................5 Banc Of Amer Lsg & Capital...2 Bacon Universal Co.................2

Guaranty Bank & Trust............2 Deutsche Lsg Usa....................1 Blue Ridge Bank.....................1 Smartbank...............................1 Signature Fin & Lsg.................1 Leavitt Mchny Usa Inc............1 Lamar Natl Bank.....................1 J P Morgan Chase Bank...........1 Altec Capital Svc.....................1

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

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

• • • •

Save on Everyday Expenses Recruit and Retain New Hires Stand Out from the Competition Understand and Act On Shifting Industry Trends

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

October 2021

New Products

See more new products online at www.MHWmag.com

Linde Material Handling adds the new Linde MT18 Electric Pallet Truck to its warehouse product line Linde Material Handling has released a new walkie pallet truck to its class III line, the Linde MT18 electric pallet truck. As many industries continue to see growth, there is an increased need for electric pallet trucks to move products from suppliers to shelves. The Linde MT18 electric pallet truck offers a lightweight, easy-to-use lithium-ion option to help operations run more efficiently, longer, and increase productivity. www.kion-na.com

J.W. Speaker introduces Versatile Model 560 Warning and Universal Warning Projector Lights J.W. Speaker Corporation has introduced the Model 560 Warning and Universal Warning Projector Lights to alert material handlers and job site workers of specific hazards in dangerous areas. The light displays clearly identifiable images — including a forklift, large exclamation point, or customized image — to improve workplace safety. Each projection can be displayed with steady, always-on projection, or users can choose from five flashing modes to draw more attention. Users can toggle between modes easily. www.jwspeaker.com

are expected to deliver a payback in less than 12 months. FRED’s technology is not intimidating, and results are tangible. www.fredagv.com

Quest Industrial launches a new standardized version of its Box Bot Quest Industrial is bringing robotic palletizing to more customers and markets with the launch of its new standardized Box Bot – the QB300 series, which is debuting in booth C-2825 at PACK EXPO 2021, Sept. 27-29, at the Las Vegas Convention Center, Las Vegas. The Bot Box, a space-saving robotic palletizer with a small footprint, starting at just 8’x10’, allows an operator to design and produce exact pallet patterns quickly and easily from bags to boxes and other product types. The new standardized version comes with the same features and benefits of the original Box Bot, but is built for those customers who don’t require a lot of added customization in their machine. www.questindustrial.com

Pettibone launches X-Command® Telematics for Telehandlers, Cary-Lift and Speed Swing

Pettibone has introduced X-Command®, a new telematics program available for the company’s X-Series telehandlers, Cary-Lift pipe and pole handlers, and Speed Swing rail maintenance FRED Automation automates processes machines. The system offers real-time access to in the warehouse machine data, thereby saving time, money, and FRED Automation Inc. hassle for equipment owners, fleet managers, rental has introduced the FRED and centers, and maintenance technicians. X-Command FREDDiE, which are powerful allows users to remotely track a machine’s location AGV that are simple to install and observe data points such as engine hours, fuel and operate. Their niche is rate and usage, diesel exhaust fluid level, battery automating processes that move voltage, and more. By obtaining accurate and goods from Point A to Point B. current performance information, users can quickly The AGVs are designed to limit identify and address minor mechanical issues before opportunities for downtime and they become serious. www.gopettibone.com 40

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October 2021

New Products

See more new products online at www.MHWmag.com

Fairbanks Scales announces new weighin-motion railroad track scale Fairbanks Scales Inc. just announced its new 2000 Series Weigh-In-Motion (WIM) Railroad Track, targeted to dramatically increase productivity and eliminate occupational safety hazards. Each 2000 Series WIM Scale is shipped with a Fairbanks FB400 Instrument that meets all NTEP and AAR requirements. The FB400 is easy to operate and continuously reports through a user-friendly PC web interface that features customizable user preferences. Scale data integration into most customer ERP systems is possible. Individual ERP compatibility is determined during the project’s discovery and quoting process. www.fairbanks.com

GRI introduces PEAKMASTER SNOW for the winter season GRI has designed and developed a special material handling solid tire to operate indoors and outdoors snowy terrain. The PEAKMASTER SNOW has proven to be an invaluable tire that provides operational excellence in low temperatures and under harsh winter weather conditions. Reflecting GRI’s innovation and engineering ingenuity, the PEAKMASTER SNOW was developed listening to very special customer needs and specifications. www.gritires.com

Huron Technology Corporation announces the Ergo Conveyor Huron Technology Corp. has just introduced the Ergo Conveyor, also known as the People Mover Conveyor, which is an ergonomic solution for

high volume and large product manufacturing and assembly lines. While commonly found in the automotive industry, the Ergo Conveyor is a versatile conveyor that also assists in the manufacturing and assembly of many products like carts, lawnmowers, appliances, furnaces, ATVs, and more. www.hurontechnology.com

HexcelPack introduces first-ever 100% paper-based Eco-Friendly Pallet Wrapping material HexcelPack, a developer of ecofriendly, paper-based protective cushioning solutions to replace bubble packaging and other plastic or foam-based materials, has introduced PalletWrap™, an innovative 100% paper-based pallet wrapping material. A cost-effective and sustainable shipping solution, PalletWrap™ is a fullyrecyclable, plastic-free alternative to the traditional pallet wrapping material. www.hexcelpack.com JPG: 0.5t-ss-trolley

OZ Lifting expands Stainless Steel Range OZ Lifting Products LLC has added to its ever-growing stainless-steel range with a 0.5ton capacity manual chain hoist and trolley. The Winona, Minnesota-based manufacturer already has 1-ton and 2-ton versions of both products, in addition to beam clamps in the same capacities, all of which are made from stainless steel. The manual hoist is the centerpiece of the stainless-steel range. Like other products in the line, the 0.5-ton version is designed for lifting and pulling. The hoist is lightweight and minimal effort is required to lift loads, but it is durable enough for some of the most demanding marketplaces. The trolley, meanwhile, fits most common I-, S- and W-beams; end-users have different types of beams depending on the construction requirements of the building or structure where the lifting equipment will be installed and employed. www.ozliftingproducts.com www.MHWmag.com

October 2021

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. ➤ 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

➤ 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

➤ ATTACHMENTS / ACCESSORIES • Pallet Truck Modifications • Turret Mast Attachment • Mechanical Attachments • Special Design Request and Much Much More... www.superioreng.com

➤ 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

➤ DISPLAY RACK AND SHELVING

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

DACS

inc.

800-909-4937 dacsinc.com ➤ ENGINES (REMAN)

Reman Engines/Gas, LP & CNG

800-447-3967 | www.charnor.com ➤ BATTERY / CHARGERS

➤ LIFT TABLES

Contact sales@xpb.ca

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

➤Pallet Jacks

➤ CONTAINER OPTIONS ➤ Container Storage • • •

➤ Pallet Truck Parts

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

800-939-DYNA (3962) www.dyna-rack.com 42

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October 2021

➤ 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

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

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

➤ Transmissions

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

➤ STORAGE EQUIPMENT

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

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

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

➤ Other

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

➤ TIRES / WHEELS

YOUR HEAVY EQUIPMENT MOVES THE WORLD.

Partner with Miller to Forge Ahead.

Start scheduling: www.millerfabricationsolutions.com/consultation

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

➤ RACK / SHELVING ➤ New • • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

wwwMHWmag.com

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October 2021

REMANUFACTURED CONTROLLERS

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

Keep Your Fleet Moving with FSIP's New and Remanufactured Controllers.

Advertiser's Index ____________________________________________________ AMERICAN INDUSTRIAL TRANSMISSION, INC. . . 19

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . . .23

SAFETY SYSTEMS & CONTROLS INC. . . . . . . . . . . 17

BYLINE BANK. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

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

SAVETY YELLOW PRODUCTS. . . . . . . . . . . . . INSERT

CLARK MATERIAL HANDLING CO.. . . . . . . . . . . . . . 3

HELMAR INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 47

COMBILIFT LTD. . . . . . . . . . . . . . . . . . . . . . . . . . . . 31

HESS AUCTIONEERS. . . . . . . . . . . . . . . . . . . . . . . . 10

CUSTOM INDUSTRIAL PRODUCTS. . . . . . . . . . . . . 27

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

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

JH THOMAS INDUSTRIES LTD . . . . . . . . . . . . . . . . 22

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

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . . 17

FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP). 2, 44

JUNO JONES SHOES. . . . . . . . . . . . . . . . . . . . . . . . . 7

FORKLIFT-INTERNATIONAL.COM. . . . . . . . . . . . . . 29

OHIO RACK, INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

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

RESONANT DEALER SERVICES. . . . . . . . . . . . . . . .22

WEST POINT RACK, INC. . . . . . . . . . . . . . . . . . . . . 13

H&K EQUIPMENT COMPANY. . . . . . . . . . . . . . . . . 28

ROYPOW TECHNOLOGY CO., LTD.. . . . . . . . . . . . . 33

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . . . 15

SUNLIGHT BATTERIES USA INC. . . . . . . . . . . . . . . 14 SUPERIOR ENGINEERING. . . . . . . . . . . . . . . . . . . . 18 THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . . . 28 THOMBERT, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . 46 TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . . 9 TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4, 17, 48

MORE ADVERTISERS & RESOURCES AT www.MHWmag.com 44

www.MHWmag.com

October 2021

Since 2003

FACILITY ASSET PROTECTION

New Prod uc : Page 3 ts

The Original Drop-In, Lift-Out Guardrail

Save Your Assets

• People • Products • Equipment • More

The Most Competitively Priced Safety Products In America! 1-877-728-3891 | www.save-ty.com

Guardrail / Hand Rail

Twin Rail

Guardrail • Original LIFT-OUT design cuts installation costs in half!

Hand Rail

•D urable steel protection.

•F ully welded sleeves to hold and capture rails.

•D esigned for quick and easy release, but can be bolted together if desired.

•M odular hand rail protects employees from entering unsafe areas.

•E asy installation, simply assemble and anchor down. • Posts available as Inlines, Corners, •S tronger than typical handrail. or Ends in 18”, 26” and 42” heights. • Top Rail is 42” high and MEETS • Stocked in 4’, 6’, and 8’ sections. • Rails available in 2’ – 10’ in 1’ OSHA FALL PROTECTION if • 42” tall standard. increments. used on a mezzanine. •M EETS OSHA REQUIREMENTS

Rack Protection

”, 4

“V” Face Post Protectors

2”

8” & 12”

8”

End of Aisle Rack Protection

•R ack protection creates a visible guide through aisles and saves thousands in damage. • Available in 36”, 42”, and 48” in • ¼” material. either single or double ends. • Four mounting holes. • Curved end has an 8” I.D. and is • Accepts ½” anchors, which 8” and 12” tall. are available upon request. • Choose floor angle thickness of ½”, 3/8”, or ¼”. •A vailable in 12”, 18”, and 24” with 4¼”, 5½”, and 8¼” clear opening.

Flush hardware

Pallet Guide/Stop •T wo products in one! Keeps flue space clear and prevents damage to walls behind rack. •A vailable in 42”, 45” (42” with 3” overhang), 48”, and 51” (48” with 3” overhang). •E asy installation and creates reinforcement for the rack. • Flush mount hardware included.

“Live chat at www.save-ty.com”

Our Products at Work Dock Safety

Fabric Gate

Dock Stop HD

• Protects against unwanted visitors, insects, birds, and debris from entering the work area while allowing air to flow through. 48” tall. • High visibility, breathable fabric. • Easy operation, requiring just 3 lbs. of pull force to extend the fabric barrier. • Accommodates doors from 8’ – 16’. • MEETS OSHA REQUIREMENTS

•S top fork trucks from driving or backing off the dock. 42” tall. • Available in 8’ – 9’ and 10’ – 12’ sizes. • I ncludes two 5” steel posts with 12” x 12” baseplates with gussets for strength. • Reinforced cross bar for strength behind panels. • MEETS OSHA REQUIREMENTS

Mezzanine Safety Gates

Adjustable kickplate and rubber feet

Pivot Gate • Choose from 60”, 65”, 72”, 96”, or 120” clear opening. • Easily pivots to up or down position – requires only 10 - 20 lbs. of lift force. • Ships mostly assembled – minor assembly required upon receiving. Simply anchor to the mezzanine floor. • Adjustable kickplate and rubber feet. • MEETS OSHA REQUIREMENTS

PickerPal Mezzanine Gate • 6 self-closing arms that operate independently. •A s the pallet is unloaded the top arms close, creating a safety barrier. • 6’ or 8’ width. • Includes 8’ tall rack frames and height limiter. • MEETS OSHA and IBC REQUIREMENTS

Call Toll Free to Order: 1-877-728-3891

Industrial Safety Gates

Single Swing Gate

Double Swing Gate

• I deal for stair openings, ladders, and platforms. The “Save”ty Swing Gate bolts to existing rail opening to provide a one-way, self-closing gate. It is a simple and economical way to comply with OSHA. • Each gate has 2½” of adjustability. • Single Gate requires a post for a strike plate. • Designed to fit hand railing up to 2” O.D. • Single Swing Gate can fit openings 14” – 50½”. • Double Swing Gate can fit openings 16” – 52½”. • MEETS OSHA REQUIREMENTS

Bollards

Telescoping Gate •A djusts to fit openings from 18” to 36” and is self-closing. • Can be installed on guardrail or handrail (2” O.D. max), regardless of brand. • Can be inverted to swing either left or right. • Springs designed for over 1 million cycles. • MEETS OSHA REQUIREMENTS

Building Column Protectors

•S teel bollards protect a variety of facility assets.

•P revent damage to building support columns or mezzanine columns.

• Surface mount to concrete or direct bury.

• Impact rating: 8,000 lbs. at 5 M.P.H.

•E conomy 4½” O.D., Yellow or Red, 5½” O.D. Yellow only, 24”, 36”, or 42” tall. • Standard 4½” O.D. 42” tall, Yellow with welded top, available with welded eyelet.

•A vailable in Short, Slim, and Standard. Standard is 42” tall, 24” wide for 6”, 8”, 9”, 10”, and 12”. Yellow is standard, but red, lime green, and orange are available.

• Direct Bury 5½”, 6½”, and 8½” O.D., 84” tall, yellow.

•W hite reflective band standard on lime green and orange.

• Square Bollard 4” square tube. 42” tall with painted steel cap.

Hangcha’s Full Line of Lithium-ion Equipment

Electrify your Productivity!

Rapid Charging Maintenance Free Longer Run Times HC Forklift America Corporation 10405-A Granite Street Charlotte, NC 28273 Toll Free: (888) 652-8395 america@hcforklift.com

Hangcha provides up to a 10 year or 20,000 hour warranty on our lithium-ion (LiFePO4) battery packs.

Learn more at: www.hcforkliftamerica.com/li-ion/

THANK YOU

TO THE WO MEN THA T K EEP HE L MA R MOV I N G

We've got the part you need! 1-800-621-3414

www.helmarparts.info

Parts and accessories to help you get winter-ready. www.tvh.com.

2021 October Material Handling Wholesaler

Articles inside

Aftermarket Dave Baiocchi

‘Don’t Hesitate’ Women in material handling talk about the opportunities and evolution of the business

Salute to Women

Feature Story Edward E. Gordon