June 2020 Material Handling Wholesaler

An Employee-Owned Specialty Publications International, Inc. Magazine

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June 2020

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JUNE 2020 • VOL. 41 NO. 6

16 | 26 |

Sales Trends Jeffrey Gitomer Is your maintenance staff better managed then your sales staff?

Dean Millius General Manager/Publisher Alva Coffman Account Executive

Special COVID-19 Steven G. Pierson Business: Think about Tomorrow when hunkering down today

4 | Industrial Truck

Association National Forklift Safety Day goes virtual Brian J. Feehan

COLUMNS

8| 12 |

Bottom Line Now What?

24 Nuts & Bolts

32 Industry Insight

34 Shifting Gears

36 New Products

ADVERTISING CALL 877.638.6190 Email: dmillius@MHWmag.com • acoffman@MHWmag.com Material Handling Wholesaler reserves the right to reject or cancel any advertising for any reason, at any time. Advertisements that simulate Material Handling Wholesaler editorial matter in appearance or style or that are not immediately identifiable as advertisements are not acceptable.

Reader Resources 38 Source Directory

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42 Advertiser's Index

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ANNUAL AFTERMARKET ISSUE

Aftermarket Dave Baiocchi Maintenance Fluids - Dirty or clean they're a hazard!

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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.

In the next issue...

Gary Bartecki

acoffman@MHWmag.com

Nikole Hoffman / Eric Faramus Production Lead / Graphic Artist

Industry News

COVER STORY

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Material Handling Wholesaler, P. O. Box 725, Dubuque, IA 52004-0725 Toll-free: 877.638.6190 Phone:563.557.4495 Fax: 563.557.4499

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June 2020

3

Cover story Brian J. Feehan

Industrial Truck Association National Forklift Safety Day goes virtual On June 9th the Industrial Truck Association (ITA) will host our 7th National Forklift Safety Day. The impact of COVID-19 remains to pose challenges for our nation. Due to these challenges, this year ITA’s National Forklift Safety Day (NFSD) 2020 will be held as a virtual event on the same date and time: June 9, 2020, starting at 9:00 AM (east coast time) and can be viewed by visiting the ITA’s web site www.indtrk.org.

COVID-19 continues to have a major impact on our country and on the safety and health of the nation’s workforce. ITA members, as manufacturers, employers, and members of their communities, are doing their part to help the country through these unprecedented times. The use of forklifts and other powered industrial trucks (PITs) is integral to virtually every supply chain in every industry. ITA members’ products operate in all 50 states in over 300 industries. The top industries include warehousing, grocery wholesaling, and general freight trucking.

Every critically needed supply category (medicine, medical devices, personal protective equipment, food & beverage, etc.) is moved by a forklift at one or more points in the supply chain. Therefore, it has never been more important to highlight and reinforce the message of forklift safety and operator training.

Safety remains one of ITA’s top priorities as a national trade association. ITA works closely with OSHA, through our alliance partnership, in conducting ITA’s popular compliance officer training seminars on forklift safety. The OSHA-ITA Alliance is now in its 16th year and our training program is in its 14th year. We have trained hundreds of OSHA compliance officers and consultation personnel on the safe use of

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June 2020

our products, supplying them with workplace safety materials, and communicating specialized forklift safety information. In the area of safety standards, ITA has for many years partnered with the American National Standards Institute, the Industrial Truck Standards Development Foundation, and the International Organization for Standardization to develop critical safety standards and work towards harmonizing those standards for the global marketplace.

What is National Forklift Safety Day Creating awareness regarding safety and the need for operator training has been one of the fundamental pillars of National Forklift Safety Day and that remains true today. In fact, the number of forklift accidents each year is about one-half of what it was 20 years ago, even though the number of forklifts in use has increased. Most of that decline followed OSHA’s adoption of a vastly improved operator training regulation in 1998. After completing forklift operator training, operator performance scores improved by 61 percent, according to OSHA. We are working to continue that progress with National Forklift Safety Day (NFSD) by.

• Holding (NFSD) annually, on the second Tuesday of June, to serve as a focal point for manufacturers to highlight the safe use of forklifts and the importance of operator training.

• Providing an opportunity for the industry to educate customers, policymakers and the Administration on forklift safe operating practices.

• Addressing critical priorities concerning forklift operator safety through improved education and training.

COVID – 19 and the Essential Business of Forklift Manufactures and Suppliers Powered industrial trucks play an indispensable role in virtually every production facility, warehouse and distribution facility used to get products to the market for sale. Powered industrial trucks, both new and old, are essential to ensure that the public can get food, hospitals their medical supplies and other necessities of life continue to move through the supply chain. The continued production, sale, rental, replacement parts distribution, component suppliers and servicing of powered industrial trucks is essential to enabling the nation’s economy to continue to meet the demand for

It’s time to open up America and the World When we do, we should do it responsibly and cautiously with respect to our employees and our customer's well-being in mind. As the Industry that gets things moving around the world, we are the leaders to many companies on how to do this and for the last couple of months, we did keep America open with how we take advantage of difficult situations and make things happen.

At Material Handling Wholesaler we are ready to assist you in communicating your message to the Industry as your business gears back up. We understand that the COVID-19 pandemic has affected your business in ways we could never have imagined. As a business partner in April, we announced a $75,000 Material Handling Advertising Grant program for businesses like yours. This program matches dollar for dollar to make your limited marketing dollars stretch further, especially now. The details on the grant program are available at www.mhwmag.com/grant I encourage you to apply and take advantage of it.

In addition to this, the Wholesaler staff has been looking at innovative ways to help you reach potential customers by adding a new educational resource with Wholesaler Podcasts. Starting with this issue, I want to introduce you to Kevin Lawton from The New Warehouse. He will be interviewing material handling leaders twice a week and I encourage you to take a listen to his interviews. I am so excited Wholesaler and The New Warehouse can bring these interviews to you when you want to listen to them. These podcasts are available at www.MHWmag. com. If you have something interesting or know of someone to interview for future podcasts, email me at editorial@MHWmag.com.

Another announcement, we expanded the batteries and chargers’ listings on Forklift. Industry leader, EnerSys now has all their used batteries and chargers online. In fact, there are over 300 units online now, take a look. If you want to add your inventory, please call Alva Coffman or me at Wholesaler and we will help you make this happen. You may access these listings by going to www.forklift-international.com Last, with the social distancing, we have pushed the 2020 One-Day Dealer Conference that was to take place on September 17, 2020, to next September 2021. We are looking at possibly having a couple of webinars this Fall so watch for upcoming announcements on this.

As we open America together please take care of yourself, employees, and your family. At Wholesaler, we are always here to assist you in any way we can. Please take us up on the above opportunities and if you have something you want to run by us, we encourage you to let us know.

Dean R. Millius Material Handling Wholesaler Publisher and General Manager dmillius@MHWmag.com www.MHWmag.com

June 2020

5

Cover Story continued products and services that the public relies on in their day-to-day life.

The Department of Homeland Security (DHS) has identified several “Critical Infrastructure Sectors,” including the Critical Manufacturing Sector, of which Machinery Manufacture is a sub-sector, Food and Agriculture Sector, Healthcare and Public Health. As DHS notes, the sectors are often interdependent for “continuity of operations and service delivery.” For example, aspects of the Food and Agriculture, Defense Industrial Base, Government Facilities, Healthcare and Transportation sectors are dependent on products in the Critical Manufacturing Sector, specifically powered industrial trucks.

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commitment of all of the employees throughout the supply chain.

COVID – 19 has forced the industry to evaluate existing business practices and adopt protocols that ensure safety. How the industry incorporates some of these new practices in the future remains to be seen, however, efficiencies in operations, enhanced communications strategies and further embracing technology will no doubt find a way to make permanent improvements.

ITA’s 26 Regular Members manufacture PITs and its 38 Associate Members manufacture PIT components, attachments and accessories. ITA’s membership accounts for approximately 90% of the PITs sold in America. We stand ready to support the continuity of operations and service delivery for essential products and services this country needs during the COVID-19 outbreak.

I hope that you can join us virtually on June 9, 2020. Thank you and stay safe.

Listen to the podcast with Brian Feehan and Kevin Lawton at www.MHWmag.com Brian J. Feehan the president of the Industrial Truck Association (ITA) in Washington D.C. E-mail editorial@mhwmag.com to contact Brian.

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7

Bottom Line Garry Bartecki

Now What?

Good question. Who the hell knows? But whatever it is we all need to be prepared to address the permanent changes we can expect as a result of this medical and economic event we are currently living with.

Last month I addressed the seven major issues facing your industry. The article was prepared pretty much before the spread of the virus along with the mediation policies were adopted to the full extent. Consequently, I believe I may have a bit aggressive when I mentioned a three to six-month timeframe before we get back to normal. Since then I have both extended my “normalcy” date to at least 24 months while at the same time not knowing exactly what the new normal or new reality will look like.

But one thing is certain. You will be doing business differently. The dealer business will change.

How you deal with suppliers and OEM’s will change.

Interacting with employees will change. And how you communicate with and service both potential and existing customers will require new programs, policies, infrastructure, and technology.

Here is what I personally see happening: • DIGITAL IS HERE TO STAY. • EMPLOYEES WORKED FROM HOME AND LIKED IT. • OFF-SITE WORKING CAN BENEFIT YOUR COMPANY • YOU WILL HAVE TO DO MORE WITH LESS • GROWTH OPPORTUNITIES WILL SURFACE • TOP OF THE LINE CUSTOMER SERVICE A MUST • THE MARKET TO REPRICE VALUE OF GOODS AND SERVICES • TAX SAVING OPPORTUNITIES AVAILABLE. That is my initial list. You can add or subtract as you see fit and I would like to hear what you added to the list. Let me know. Looking at my list now I can see where many items on the list interact with other list items and three main themes stick out.

8

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June 2020

• A TOP OF THE LINE DIGITAL ONLINE PRESENCE IS A MUST • BECAUSE OF THE MARKET TURMOIL YOU WILL NEED TO REVIEW EVERY ASPECT OF YOUR BUSINESS • EMPLOYEE RELATIONSHIPS WILL CHANGE. Notice that I did not mention any of the Government stimulus programs. Hopefully, you were on top of the issue and obtained capital to keep the business running. Just make sure you follow the rules associated with the funding which will be reviewed when you seek forgiveness. I am amazed at how fast those programs were developed and implemented. The Payroll Protection Program opened on April 3rd and I had my application filed at 8:30 pm on the 3rd and received the funding ten days later. Amazing.

Back to the future.

As far as customers are concerned, I think that we can surmise that they are also dealing with a new set of fears, uncertainly, and trust issues. Dealers who can address these issues NOW have an opportunity to increase market share. Customers are looking for seamless service, new ideas, pricing considerations, and in general any assistance you can provide including your industry expertise for their type of business. Can you provide this level of service?

Because of what your customers are going through and will continue to go through I can well anticipate changes in your expected profit centers which overall will produce both a profit and cash flow squeeze.

Consequently, it may be time to rethink your entire business and revenue model. What will sell going forward? Where and how to market. Investments to make in technology. Manpower adjustments. Employee involvement.

Taking all the changes into account most dealers if they hope to maintain a healthy bottom line and cash flow will need to do more with less. Fewer assets and less cost. In other words, clean up the balance sheet and resolve not to add to the left side of the balance sheet. In terms of cost, it is time to review all current processes and policies in place to see if they still work and fit current customer needs. What especially needs to be reviewed is the digital presence and how it is

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9

Bottom Line Garry Bartecki used to streamlines customer service and add values to the relationship. If it does not you are going to be in trouble if your competitors do.

The best thing you can do is to fully explore a work from home program. They work. Employees like it. Adequate controls are in place to secure data and workflow. And they are cost-effective. You supply a company only laptop and printer to your employee, invest in a program that supplies a company the only network for this type of work and employees have access to all files in the cloud, can communicate with other employees and customers without dialing a

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phone, can participate in meetings visually and use conference calls when necessary.

Now what work from home really does for you allow you to engage permanent part-time contractors with higher-level skills than you currently have in your workforce to work on certain aspects of the business to improve the systems, profitability, and cash flows. In short, you can eliminate less talented full-time people and substitute expertise where and when you need it.

The result is more productivity and less cost, which is just what the doctor ordered if you need to do more with less.

One last thing. If you did not read Steve Pierson’s column last month dealing with the tax opportunities available by recent changes to the tax code, please do. There are MAJOR beneficial changes available with the use of operating losses and interest expense deductions plus many more. Steve has been involved in the dealer business with me for many years. If there is money to be found he can find it.

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

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Aftermarket Dave Baiocchi

Maintenance Fluids – Dirty or Clean they’re a hazard!

This edition of MHW is all about safety. The aftermarket departments of the dealership are rife with safety concerns. There are so many safety “policy” issues I could have chosen to comment on, but many of these topics are only applicable to a portion of the dealers that read this publication. There is one area however that is common to all dealerships.

Every time a dealership puts a service van on the road, they stock the vehicle with a myriad of parts. Belts, hoses, cables, fittings, wire, light bulbs, controllers, spark plugs, alternators, starters, and filters are all neatly arranged for expeditious storage and retrieval. There are other parts however that are much more difficult, not only to store and retrieve, but also to account for accurately, and to dispose of properly.

I’m talking about maintenance fluids. Each one, even when brand new, carries with them a contamination risk. This risk is either heightened or mitigated based on how you store, handle and dispose

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of this material. Every dealer has this issue, and many have invested heavily in both systems and machinery to properly handle these fluids.

Bulk or Packaged?

As a dealer, the first question that must be addressed is whether the dealership will operate with bulk oil or oil that has been prepackaged for resale. It’s a topic of much debate, but the argument ultimately comes down to the dealership’s commitment to unify their processes, and invest in the infrastructure needed to deal with both new lubricants and waste oil.

Most bulk oil purchases are made through a local fuel and lubricant wholesaler. This supplier estimates the volume of the product needed and installs the tanks, stands, piping, pumps and measuring equipment necessary to properly dispense the fluids. If the volume of oil purchased is substantial (and usually it is), the supplier rents this storage and handling equipment to the dealer at no cost, provided that the dealer will continue to purchase their fluids from the wholesaler.

The benefits of this arrangement are as follows: • The oil can be significantly less expensive than the prepackaged alternative.

• The oil dispensed is not limited by a prepackaged container.

• There are no concerns regarding the disposal of the oil packaging (normally plastic containers).

The one obstacle of dealing with bulk oil is storage and handling. Bulk oil works extremely well when the majority of the work performed takes place at the dealership. Things get more complicated however when we have to service units at the customer’s location. In most dealerships, the vast majority of the maintenance work takes place in the field, where handling bulk oil is more cumbersome.

The picture below illustrates what many dealers have invested in, especially for their technicians who specialize in completing PM’s. The entire standalone machine sits on a removable skid that can be taken in and out of the service van by a forklift. The skid-mounted unit can then

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Aftermarket continued be transported to the oil storage area where waste oil is pumped out, and fresh clean oil is pumped into separated tanks. The pumping mechanism is driven by the vehicles’ electric power, and the hose reels allow for oil to be pumped directly from the tanks into the equipment, or into a premeasured container.

Another way that dealers have integrated bulk oil into field service situations is by installing onboard tanks on the service vans themselves.

The photo below illustrates an example of a tank of this type. With the advent of wide-body service vehicles like the MB Sprinter, Ford Transit, and Dodge Promaster, multiple tanks can be bolted to the undercarriage of the vehicle in order to dispense or receive motor oil, transmission fluid, hydraulic fluid, and waste oil.

Of course, there are less expensive ways of dealing with bulk oil. Some dealers simply carry multiple nominal size containers for both clean and waste oil and have their technicians dump or refill these containers on a regular basis.

Packaged Oil The other option, of course, is purchasing prepackaged oil. The benefit to packaged oil is that you don’t have to find a way to transport, store and dispense fluids. Packaged oil is also easier to account for from an inventory perspective. The oil is usually more expensive, but truth be told, I never heard of anyone losing a customer over the price of motor oil.

The one thing that is cumbersome however is the disposal of the containers. If you have 12 technicians, performing 6 PM’s in a given day, this creates 72 individual gallon jugs heading into your garbage dumpster every day. If you use quarts instead of gallons that number jumps to 288!

Some municipalities will allow you to recycle these containers, but they first must be COMPLETELY drained.

There is always a residue of oil remaining in the bottom of the container.

Getting this oil out of the bottom of the jug is not 14

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June 2020

a simple task. The photo below shows a device I have seen dealers use to “drain” these containers prior to recycling. Some states won’t even let you throw them in the dumpster without ensuring that they have been fully drained.

This can turn into a logistical and safety nightmare.

The cost of investing in the equipment to handle bulk oil may seem expensive. But depending on your location, it may pale in comparison to the costs of handling and draining jugs, and/or increasing your waste stream.

Partial containers are also difficult to deal with in a packaged oil setting. What if the crankcase holds 5 quarts of oil instead of 4? Will you carry gallons AND quarts? Will you carry only gallons and then use ¼ of the 2nd gallon for the 5th quart? How do you account for the inventory? These are all issues that make the investment in bulk oil worth considering, especially as your service department grows.

Whether you are dealing in bulk oil or packaged, risks are abundant. Be sure you assess and are aware of all of the pitfalls of going one way or the other. This includes not only the costs of machinery and handling but also the environmental impacts and the possible inventory complications. Dirty or clean, the fluids we use are a hazard. Be safe, be smart, and handle these fluids carefully.

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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15

Sales Trends Jeffrey Gitomer

Is your maintenance staff better managed than your sales staff?

If your company’s maintenance person bought $500 of supplies to repair a specific problem, you would pay the bill with little question.

But what if the maintenance person spent $500 every day, you would have questions like: 1. WHOA!! Do I know exactly what it’s for?

2. Who authorized it?

3. Is there a priority list?

4. What’s the payback?

5. How do I know the expenditure will solve the problem?

6. Do I need to spend at all?

7. Should I be spending it on something else?

You would put together a spending plan and schedule to make sure Maintenance was spending their budget correctly, getting on-time deliveries and doing preventative things to avoid future catastrophes. It would be regulated and managed to the nth degree.

If you’re so smart about controlling Maintenance, how come you don’t ask the same questions about the Business Maintenance Department: Your Sales Department? No maintenance group is more important than this one. It maintains the current business and maintains the business rate of growth. It also may be spending as much as $500 a day per person.

What is the cost of a sales call?

Annual compensation is only a fraction of the real cost of selling. Surveys of large companies show that the cost of each sales call varies from $100 to $750. The low end of industrial sales calls is about $200. And if air travel is involved, the cost per call can be much more.

Some companies report costs of $750 per sales call.

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June 2020

Sales costs per call are determined by summing all direct sales expenses per individual salesperson (salary, benefit allocations, travel cost, entertainment, supplies, proposals, promotion, etc.) and dividing by the average number of calls made by that person in the same period of time.

Let’s start real conservatively. A salesperson “on the road” working as an employee with a $35,000 compensation, has $7,000 in benefits (insurance, taxes, pension, holiday pay, etc.), turns in a $12,000 annual expense reimbursement (travel, entertainment) and uses $3,000 in promotional materials and sales literature.

That’s a total of $57,000 for one person.

With three face-to-face calls per day, 4 days per week, 48 weeks a year, that’s 576 calls. So, it costs you $100 per sales call. WOW. And that’s a low number by most industry statistics.

Here’s your challenge: Go back to the seven questions you just asked the Maintenance Department spending $500 a day. If you can’t answer the same questions for your Sales Department, your costs may outweigh your profit.

The “Head in the Sand” Syndrome “My Sales Team is top drawer!” (you are correct).

“They are Pros” (absolutely). “They know what to do in the field!” (I agree). “They know what I need them to accomplish” (maybe). Take the challenge. Divide their wage plus their other costs by the number of sales calls they make, then gasp! Now pull your head out of the sand. (I’m being polite).

It’s 2 PM. Do you know where your Sales Force is?

Of course, you’ve got the best and most loyal salespeople. Of course, they’re working hard for you.

It’s 2 PM: Are they in front of the right customers?

Are they at your best customers too frequently?

Not frequently enough? Not at all?

Are they balancing business maintenance with business development?

Are they seeing enough customers in a day, week, month to fill their pipeline (exceed their goals)?

Do you know if they have a chance of making their budgets (without the advent of a windfall sale)?

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June 2020

17

Sales Trends continued Are they spending your money the way you expect them to spend it?

It’s 2 PM. Do you know where you are?

• Have you worked as hard for your salespeople as you expect them to work for you?

• Do you have a feedback, control, and monitoring system?

• Do you track each salesperson’s activities and performance so you know when and where to help them?

• Are you confident you will meet your sales goals?

• Have you provided your sales team with efficient contact management software?

• Do you utilize the latest technologies (laptop computers, pagers, car phones)?

• Are you at Maximum sales efficiency and minimum cost per sales call?

• Do you know many of your people are in trouble making goals?

• Do you know how to help them if they are in trouble?

The road to success is a two-way street Do you have a plan that breeds successful salespeople and minimizes your costs? Management (that’s both Sales Management and Senior Management) needs to plan, not just set goals and budgets, for the Sales Department.

Management is responsible for their salespeople to be calling on the right markets and customers with the optimum frequency of calls. There needs to be a detailed plan for filling the sales pipeline. (How many of your salespeople tell you in the fourth quarter: “Don’t worry, I’ll find the business.”)

Success Tactic: There is no moral to this story there is only morale. That of your Sales Team. So, when you prepare them for battle, but take off their armor and unlock their handcuffs. Train them. Support them.

Encourage them to succeed by giving them success tools. Lead them. Make them mobile and agile not hostile!

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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June 2020

LOOKING FOR BATTERIES & CHARGERS?

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QUALITY MATTERS

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

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

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

At MVP, You’re the Most Valuable Person!

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

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2014 Hyster S120FT 1 Alta Equipment Company Livonia, MI | 248 449-6700 ext. 1898

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2002 Toyota 7FBCU15 Hupp Toyotalift Inc Cedar Rapids, IA | 563 322-3168

2016 Bendi B40 The Forklift Pro Pineville, NC | 704 716-3636

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0 Komatsu FG18HT-16 8 Worldwide Forklifts Inc. Fort Lauderdale, FL | 954 768-9875

2019 Jungheinrich 2ET4000 Cromer Material Handling Oakland, CA | 510 534-6566

2000 Hyster E50XL-27 Toyota Material Handling Northern California Livermore, CA | 510 675-1102

2004 Hyster H65XM M.H.E. Inc Long Branch, NJ | 732-571-6112

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2014 Hyster 8FGU30 Zoom Lifts & Equipment Chester, SC | 704 975-1377

2011 Toyota 8FBCU30 Toyota Material Handling Northern California Livermore, CA | 510 675-1102

2006 Komatsu FD135-7 H & K Equipment Coraopolis, PA | 412 490-5311

2013 Clark C30C Toyota Material Handling Northern California Livermore, CA | 510 675-1102

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2014 JLG G12-55A H & K Equipment Coraopolis, PA | 412 490-5311

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2005 Komatsu FG30HT-14 AXIS Equipment Houston | 832 221-7073

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June 2020

23

Nuts & Bolts

Acquisitions, expansions & other business news

Combi-Ventilate – turning one ventilator into multiple engineered ventilation stations The Irish manufacturer Combilift, best known for its range of space-saving forklifts and other handling solutions, has drawn on its expertise in engineering and software design to develop the CombiVentilate, a splitter device which turns one ventilator into multiple ventilation stations. Designed to address the requirements of medical professionals in the current Covid-19 emergency, the Combi-Ventilate was developed by a team of mechatronic and software engineers in the past five weeks with a unit currently undergoing laboratory tests with Ger Curley, Professor of Anaesthesia & Critical Care at Royal College of Surgeons in Beaumont Hospital. www.combilift.com

Raymond’s MODEX seminars chosen as Top Education Seminars by MHI Two of The Raymond Corporation’s MODEX 2020 seminars have been chosen by MHI as MODEX 2020 Top Education Seminars. Raymond’s “Optimize Before You Automate 2.0” and “Trucks, Energy, Solutions – The Winning Trifecta” seminars provided industry-leading intelligence on how material handling operations can leverage existing resources to achieve increased productivity. MODEX 2020 seminars are available to view online. www.modexshow.com/seminars

Riekes Equipment and Pallet Shuttle Automation enter into strategic partnership Riekes Equipment and Pallet Shuttle Automation announced they have entered a partnership to provide automated warehouse solutions to the manufacturing, food and beverage, cold storage, and warehousing industries throughout the Midwest Region of the United States. Through this partnership, 24

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June 2020

companies can take advantage of the simplicity and cost-effectiveness of the Pallet Shuttle® “OmniDirectional” automated storage and retrieval system. www.riekesequipment.com

IMTS 2020 still on, for now The International Manufacturing Technology Show (IMTS) is still committed to opening the show in Chicago on September 14 - 19, 2020 at McCormick Place. Peter Eelman, AMT Vice President, and CXO say that they are committed to opening IMTS as scheduled on September 14. “There are many indications that show us the Manufacturing Technology community is looking forward to IMTS. At this point, from an overall standpoint, IMTS 2020 is at 94% of capacity for exhibit space, some exhibitors are hoping to take more space and grow their booth, and registrations have been steady throughout the onset of the crisis.” www.imts.com

JW Winco opens new branch office in Canada JW Winco, Inc., a Ganter Company and supplier of standard industrial machine components, has recently opened a new branch and distribution center in Canada. J.W. Winco Canada, Inc.’s new branch and distribution center are located in Canada at 300 Trowers Rd, Unit 11, Woodbridge, ON L4L 5Z9. JW Winco Canada’s direct line is +1 905-264-1001. The branch has been fully operational since March 2020 and has already fulfilled a few hundred orders from our customers across Canada.

The new facility, which has more than 6,000 square feet of warehouse space and over 2,300 square feet of office space, is part of a building complex in a vibrant business area in Woodbridge, ON close to Hwy 7 and Hwy 400. www.jwwinco.com

For more Nuts & Bolts go to

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Thombert DYALON® “A” GHp wheels and tires are the most requested brand for moving heavy loads over long distances.

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2/5/20 June 2020

9:00 PM 25

Special COVID-19: Steven G. Pierson

Businesses: Think about Tomorrow when hunkering down today Until recently, the number one concern for many employers was finding and retaining top talent. Today, to fight the novel coronavirus (COVID-19), many of those same companies are being forced to shed workers en masse. If you haven’t yet pared down your workforce or need to do some more trimming, what are your options? How you carry out a workforce reduction — and how you maintain contact after the cutbacks — can either engender loyalty and keep employees wanting to come back, or it can send them away feeling disgruntled.

As employers trim their employee rosters, they have several options, including: • Reduce employee benefits — for example, 401(k) matching contributions, • Furlough workers, • Lay off some or all of staff, or • Cut nonexempt employees’ hours.

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June 2020

(Note: Reducing the hours of salaried exempt employees doesn’t allow you to cut their pay proportionately under the Fair Labor Standards Act.) The less drastic the measures, the easier it will be to keep valued workers available to rejoin the company when you need them. In part, it depends on how much time has elapsed since they were let go. Don’t underestimate the importance of the way you say goodbye. It will have an impact not only on your ability to bring those employees back on board but could affect your “brand” as an employer. Former employees who feel mistreated are only too happy to write about it on social media.

Cutting Hours Cutting nonexempt workers’ hours lets you hang on to more employees, of course. While nobody wants to see their hours cut, they dislike being laid off even more, especially when unemployment rates are spiking.

Not only do they retain some income, but they’re less likely to feel singled out for punishment since more of their coworkers are in the same boat.

Note: Federal assistance (under the CARES Act) to employees harmed economically by the COVID19 outbreak isn’t limited to employees who lost their jobs entirely. The law’s “Pandemic Unemployment Assistance” program can provide funds to workers who aren’t eligible for regular unemployment compensation because they still have some employment income.

A special provision of the CARES Act focuses on supporting employees whose hours were reduced in a work-sharing arrangement. The benefits vary according to whether states — which administer unemployment programs — already provide some support for employees forced to take reduced hours. Twenty-seven states have such programs.

Employees permitted to work with reduced hours are generally able to hang on to some of their employee benefits, which often represent a significant part of their total compensation. The picture gets more complicated, however, when employees are furloughed.

Employee Benefit Implications With a furlough arrangement, the employee’s job is essentially put on hold. But in some respects, the employee is still under your economic umbrella. Plus,

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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www.MHWmag.com

June 2020

27

Special COVID-19: continued there’s an expectation that he or she will eventually return to full-time employment.

The legal impact of a furlough, as it pertains to employee benefits, can vary according to its duration.

For example, a health insurance company might not agree to maintain coverage for furloughed employees just because you continue to pay your customary share of the cost of their health benefits.

Your contract with your carrier might become void if you’re covering people who aren’t working for you now and might not be employed by you in the foreseeable future. It’s critical to read the fine print on insurance contracts before making any promises to furloughed employees.

There’s generally more leniency with 401(k) plans.

While you can’t deduct any payroll-based employee payments to a 401(k) plan if an employee isn’t receiving a paycheck, employees can deal directly with the 401(k) provider for some transactions. For example, if the furloughed employees want to take advantage of the CARES Act’s liberalization of plan loan rules, they can do so but need to make payments on a loan by means other than payroll deductions.

When termination is your only option Using a furlough strategy can improve your chances of keeping valuable employees available to return to full-time status when you’re able to reopen your doors.

But sometimes, a simpler straight layoff (which is similar to termination) is your only option, depending on your industry and the economy. Even then, you can still do your best to avoid losing those valued employees forever.

One key to maximizing the chances of being able to rehire laid-off employees later is to be as generous and sensitive as you can when you pull the trigger.

That can include helping terminated employees, either

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June 2020

directly or through an outplacement service, to take advantage of available state and federal unemployment benefits.

If you can afford to pay a severance benefit, that can instill loyalty as well. However, be aware that such a policy needs to be administered consistently.

Also, if you structure a severance payment plan as a series of periodic payments instead of as a lump sum, that could delay a laid-off employee’s eligibility for unemployment benefits. Why? Your state might treat it as the equivalent of ongoing employment income.

Keep Talking If you want to hold onto your workforce, don’t neglect to contact your staff in general, especially those you’re most interested in hiring back when the time comes. It’s best to avoid making an actual commitment to rehire them, but you can still keep communication friendly. The longer workers go without hearing news directly from you, the more likely they are to assume the worst and start looking elsewhere.

Communication doesn’t have to be formal, but it should be regular. If there’s news you can share, your laid-off workers are probably eager to hear it. Whatever you do — group emails, texts, letters, Facebook posting on your company’s page or occasional phone calls to your most valued workers — don’t neglect to stay in touch so that, when times get better and you prepare to turn the “closed” sign to “open” your loyal staff is right there beside you.

Steven G. Pierson, CPA at Seldon Fox is a shareholder and is responsible for coordinating tax services for many manufacturing, distribution and service clients. He has more than 30 years of experience as a tax professional in public accounting, including years as a partner with a national publica accounting firm.

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29

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

30

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June 2020

By adding the properly sized model of Hydra Smooth helps to:

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31

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

BY RANDALL-REILLY

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

Market Trends, Updated 4/29/20

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.

Barrett Dist Ctr Inc Electric Lift Trucks - No Model Class 2 Raymond

Franklin, MA Raymond

27 18 9

Detroit Chassis Llc Class 4

Detroit, Mi 21

21

Whol Interiors Inc Electric Lift Trucks - No Model

Bensenville, Il Crown

15 15

B T D Mfg Inc. Class 1 Class 2

Clark

Detroit Lakes, Mn 14 Clark 12 2

Rex Lmbr Llc Class 5 Class 1

Hyundai Carer

Cat

Graceville, Fl

13 11 2

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

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Top 20 Equipment Lenders

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

Toyota Inds Commercial Fin Inc ...................................196 Wells Fargo Bank ................107 De Lage Landen Fin Svc .......56 Bank Of The West.................30 Bank Of Amer ......................28 U S Bank Eqt Fin .................28 P N C Eqt Fin LLC ..............25 J P Morgan Chase Bank ........17 Hancock Whitney Bank ........13 Altec Capital Svc ..................11

M & T Bank .........................10 Citizens Asset Fin....................8 Renaissance Capital Alliance ...7 Banc Of Amer Lsg & Capital ..7 Frost Bank ..............................6 Bancorpsouth Eqt Fin .............5 Wells Fargo Eqt Fin ................3 1st Fed Community Bank .......3 Austin Bank ............................2 Banner Bank...........................2

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

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33

Shifting Gears

Industry personnel and organization news

Women In Trucking announces its 2020 May Member of the Month The Women In Trucking Association (WIT) has announced Emily Soloby as its May Member of the Month. Soloby is the co-owner of AAA School of Trucking, based out of Philadelphia, PA, and the Founder and CEO of Juno Jones Shoes, a new company creating stylish steel toe work boots for women. She is also the founder of the group Hazard Girls (Women in Nontraditional Fields), and the host of the new weekly Hazard Girls show on the WAM (Women and Manufacturing) podcast. www.womenintrucking.org

Zethcon celebrates 50 years in logistics software business Zethcon, Inc. is celebrating its golden anniversary, the company’s 50th year serving the logistics software market. Founded in July 1970, Zethcon began providing customized software solutions, before launching its warehouse management system called Synapse WMS in 1999, specifically designed for the unique needs of third-party logistics (3PL) providers.

Synapse WMS remains the company’s flagship offering, has since grown into an enterprise-level solution with the broad, deep functionality that 3PL and distribution operations require. The company continues to enhance the technology and support capabilities for Synapse WMS, collaborating with customers to develop solutions for specific business challenges. www.zethcon.com

Simio announces new Senior Vice President of Sales and Marketing Simio is pleased to announce that Howard Coltin will be joining the company as Senior Vice President of Sales and Marketing, effective April 20, 2020. In this role, Mr. Coltin will be responsible for accelerating Simio’s worldwide revenue growth, while building awareness of the company’s game-changing portfolio of Industry 4.0 simulation and scheduling products. Mr. Coltin brings to Simio over two decades 34

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June 2020

of experience in management, sales, marketing, operations, and manufacturing. He joins the company from Ansys, Inc., where he held senior leadership roles in sales and operations over his 11-year tenure. Prior to Ansys, he built an impressive track record of growing emerging software technology companies from the ground up. Mr. Coltin holds a B.S. in Electrical & Computer Engineering from Northeastern University. www.simio.com

PULSEROLLER® names new Director of Business Development PULSEROLLER has announced the appointment of Mr. Steve Inabnit as the Director of Business Development for the company’s North American operations. Mr. Inabnit has been operating in this capacity at PULSEROLLER since his hiring in September of 2019 in tandem with Mr. Tim Barnes, who has been the company’s Director of Business Development since 2004. Mr. Barnes retired earlier this month. Mr. Inabnit’s responsibilities include sales team/channel management and business development management activities. www.pulseroller.com

Brad Boehler named to Board of Hy-Brid Lifts Hy-Brid Lifts, the industry provider in high-quality, low-level access equipment, announces the appointment of Brad Boehler to its Board of Directors. In this role, Boehler will tap into his years of industry experience in both engineering and market development to help guide the strategic direction of Hy-Brid Lifts by Custom Equipment, LLC. Boehler’s career spans nearly 25 years in the equipment industry, including work as an engineer focused on product design and development. He also has experience with associations that build safety and training protocols.

Most recently, Boehler served for eight years as president of Skyjack, where he was instrumental in growing the footprint and global distribution of the brand. www.hybridlifts.com

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June 2020

35

New Products

See more new products online at www.MHWmag.com

Toyota introduces new options on Class III product lineup Toyota Material Handling (TMH), has announced more than 190 options that will become available in the fall 2020 across most of its Class III models. The first 150 were released in March and an additional 40 options will become available later this fall. Many Class III models will come standard with increased travel speeds and will provide customers with a wider range of options to increase overall truck productivity on Toyota’s Large Electric Walkie Pallet Jack, End-Controlled Rider Pallet Jack, the CenterControlled Rider Pallet Jack, as well as the Core Tow Tractor. www.toyotaforklift.com

JLT Mobile Computers widens its rugged range with near‑indestructible barcode scanners JLT Mobile Computers announces the addition of a family of ultra-rugged barcode scanners for use with its mobile vehicle-mount computers and tablets.

The lineup consists of two 1D/2D ultra-rugged laser scanners with LED illuminators: the corded JLT3608 and the cordless JLT3678, both available in standard and extended range versions. The standard range versions are ideal for shipping and receiving on loading docks, while the extended range versions are designed for use in warehouses and ports where workers may need to capture more distant barcodes, such as on upper warehouse shelves or stacked containers. A vehicle cradle kit for use with the cordless scanners is also available. www.jltmobile.com

Rockford Systems introduces new line of Industrial Cough and Sneeze Shields The COVID-19 pandemic is causing businesses to take extra precautions for the well-being of employees and customers. Rockford Systems, a provider in industrial safety solutions, is helping organizations 36

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June 2020

protect employee health and safety by launching its new GermBlock™ line of cough and sneeze shields for industrial, commercial, clean room and retail settings. www.rockfordsystems.com

LiftWise® introduces LiftMaster 4000 Lift Table Designed for maximum convenience and versatility, the new LiftMaster 4000 lift table from LiftWise® has a fully lowered height of only 8.5 inches. It can be used to lift and lower a wide variety of parts into the ideal position for maintenance, service, and other needs. Featuring a low profile and compact design, the LiftMaster 4000 is a valuable addition to any heavy equipment shop, repair facility, or other service operation. The LiftMaster 4000 has a maximum capacity of 4,000 pounds when raised. Fully extended, the lifting table rises to 27 inches. www.lift-wise.com

Vollrath self-contained Cleaning System makes Sanitizing and Disinfecting anywhere easy During this extraordinary time, Vollrath Manufacturing Services is leveraging internal resources at The Vollrath Company by bringing to market a mobile self-contained cleaning system. The Companion Cart Mobile Cleaning, Sanitizing, and Disinfecting System are designed to clean, sanitize, and disinfect items in locations without having to bring them to a water source. While this system was initially developed for food safety and sanitizing, the team at Vollrath understands its potential in today’s world. www.vollrathcompany.com

For more New Products go to

www.MHWmag.com

New Products

See more new products online at www.MHWmag.com

Toyota Material Handling introduces new Electric models Toyota Material Handling (TMH), introduced new 3,000- and 3,500pound capacity models designed to boost both productivity and uptime.

The new models feature Toyotadesigned AC motors that deliver industry-leading runtime and performance. Customers will also benefit from improved ergonomics and new standard features and options that provide additional comfort and versatility. In addition to the AC drive motor, both models feature a new AC pump motor.

These motors function with a reduced current draw, helping to control overall energy and operational costs for superior operability. www.toyotaforklift.com

Pettibone adds 10,000-pound-capacity Telehandler to X-Series: Extendo 1056X Pettibone introduces the Extendo 1056X telehandler to its X-Series lineup, providing a 10,000-poundcapacity machine capable of reaching lift heights of 56 feet. The new Extendo builds upon Pettibone’s tradition of rugged design while offering numerous performance improvements for contractors and rental users working in masonry, construction, and other material handling applications. The Extendo 1056X comes standard with a 74-horsepower Cummins QSF 3.8 Tier 4 Final diesel engine that features a DOC muffler and requires no diesel exhaust fluid (DEF). The machine is also the first X-Series model to offer an optional Deutz 74-horsepower Tier 4 Final engine. www.gopettibone.com

Industrial Scientific introduces Lone Worker Monitoring Solution Industrial Scientific has announced the expansion of its connected safety portfolio to include the new TGX™ Gateway. The TGX Gateway wirelessly connects lone workers in the field to safety contacts, ensuring that workers in the most remote locations always have a lifeline to

safety. With dual cellular and satellite connectivity, the TGX Gateway is ideal for remote locations where wi-fi, Ethernet, or cellular alone cannot reliably connect workers to safety contacts. Having reliable connectivity, regardless of location, means managers know their people are safe and workers know someone can respond in an instant if an emergency occurs. www.indsci.com

Regal launches Regal® PerceptivTM Intelligence Regal Beloit Corporation just launched Regal Perceptiv intelligence. It is hardware, software, and “humanware.” Perceptiv intelligence is an interconnected matrix of smart, digital solutions that have the potential to empower customers when engaging with Regal, in order to maximize equipment reliability and plant production. Regal’s services team provides on-site and off-site diagnostics, customized monitoring solutions, and smart products that connect to a facility’s current infrastructure. Augmented reality tools and cloud-based solutions allow monitoring from a smartphone, tablet, laptop, or computer. www.regalbeloit.com

Equipment Finders Inc. sees success in improving job site safety with new Push-Around Scissor Lifts Equipment Finders Inc. (EFI) has expanded its product offering by introducing a fleet of pusharound scissor lifts from Hy-Brid Lifts. Push-around lifts continue gaining traction as contractors do their part to reduce accidents by limiting the use of ladders on job sites. EFI’s introduction of these lifts, which included the new PA-1030, was initially based on a request from one of their largest customers.

Now through continuing to educate safety directors and local contractors, they have seen greater adoption of the product. www.hybridlifts.com

www.MHWmag.com

June 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.

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

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

➤ ATTACHMENTS / ACCESSORIES

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

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

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

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➤ 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

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38

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June 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

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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

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

➤ Pallet Truck Parts

Toyota Forklifts

Over 1,000 in Stock

Wholesale Packages Available

Bell Fork Lift, Inc.

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

➤ RACK / SHELVING ➤ Manufacturer/Suppliers

➤ New • • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

➤ Manufacturer/Suppliers and Transmissions

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

New • Rebuilt • Motors • Armatures • Parts

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

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

Steer Axles

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

Locations Coast to Coast

800-435-9346 | www.warfieldelectric.com

➤ Transmissions

Reman Transmissions, Drive Units, Differentials & Torque Converters

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

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

www.MHWmag.com

June 2020

39

➤ STORAGE EQUIPMENT • • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

➤ TIRES / WHEELS

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

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

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June 2020

THANK

YOU

We’re grateful for all the behind-the-scenes heroes.

The hard-working men and women in warehouses, factories, ports and airports. Those who keep going the extra mile to keep our communities, industries and vital services up and running.

From all of us, thank you. You handle it. camso.co

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June 2020

41

$75,000 We invite all to apply today for a matching grant.

APPLY for the

ling d n a H l a i Mater nt a r G g n i Advertis

Your business can apply to one or all of the publications, websites, and newsletters.

Your business could receive up to $250 to $10,000.

www.MHWmag.com/grant

Advertiser's Index­ ____________________________________________________ AMERICAN INDUSTRIAL TRANSMISSION, INC. 11

HESS AUCTIONEERS. . . . . . . . . . . . . . . . . . . . . 16

BAY EQUIPMENT CO.. . . . . . . . . . . . . . . . . . . . . 4

HYDRA SMOOTH CORPORATION . . . . . . . . . . 31

CAMSO. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 41

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

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

JH THOMAS INDUSTRIES LTD . . . . . . . . . . . . . 10

DYNA RACK . . . . . . . . . . . . . . . . . . . . . . . . . 1, 19

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . 12

ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . 13

LAUGFS USA LLC . . . . . . . . . . . . . . . . . . . . . . . 35

FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP). 6

MAC RAK INC. . . . . . . . . . . . . . . . . . . . . . . . . . 17

FORKLIFT-INTERNATIONAL.COM. . . . . 18, 22, 23

MHW. . . . . . . . . . . . . . . . . . . . . . . . . . . . 5, 30, 42

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

MILLENNIUM INDUSTRIAL TIRE . . . . . . . . . . . 43

H&K EQUIPMENT COMPANY. . . . . . . . . . . . . . 40

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . 20

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . .15

RESONANT DEALER SERVICES. . . . . . . . . . . . .19

SAFETY SYSTEMS & CONTROLS INC. . . . . . . . 26

SHOPPA'S MATERIAL HANDLING. . . . . . . . . . 29

SUPERIOR ENGINEERING. . . . . . . . . . . . . . . . . 40

THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . 22

THOMBERT, INC.. . . . . . . . . . . . . . . . . . . . . . . . 25

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

TVH. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2, 19, 44

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

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . 33

MORE ADVERTISERS & RESOURCES AT www.MHWmag.com 42

www.MHWmag.com

June 2020

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