July 2020 Material Handling Wholesaler

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July 2020

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JULY 2020 • VOL. 41 NO. 7

Industry News 12 Nuts & Bolts 20 Industry Insight

16 Shifting Gears

Dean Millius General Manager/Publisher

24 New Products

Alva Coffman Account Executive

34 Advertiser's Index

4 | Business in a Post

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.

COVID-19 world Dave Baiocchi

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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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Nikole Hoffman / Eric Faramus Production Lead / Graphic Artist

Reader Resources

COVER STORY

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SUBSCRIPTIONS: Third class subscriptions are free to qualified

SALES TRENDS AND IDEAS

Bottom Line Gary Bartecki Status Report: Your Pandemic financial position

This issue will examine ways to increase sales and time efficiencies by switching things up from your daily routines.

Sales Trends Jeffrey Gitomer Sales managers success requirements are tough

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Cover story Dave Baiocchi

Business in a Post COVID-19 world As I write this article in early May, I am hoping that by the time it hits your inbox, COVID-19 will be solidly in the rear-view mirror, and you will be experiencing some sense of normalcy and return to business as usual. All of that remains to be seen.

Businesses are already fretting over how to hit the restart button, and what kind of regulatory hurdles they will encounter to demonstrate safe operation and due diligence. Company manuals will likely have to now include social distancing guidelines and explain measures to ensure the safety of both employees and customers alike.

Our industry is one that has limited “over the counter” operations, as most dealership activity takes place over the phone, or while visiting the customer’s place of business. This actually COMPLICATES the issues at hand. How can you prepare for the myriad of new rules and distancing requirements that will undoubtedly be an obstacle to gaining entry to new and old customers alike?

Understanding PPE requirements From gloves to face coverings to full disposable coveralls, there will undoubtedly be requirements where your field service technicians will need to “suit up” in PPE equipment that will be confining and uncomfortable. It will be best to prepare them now by stocking the van with appropriate PPE, and metering these requirements into your daily work routine so that these items can be normalized over time. The earlier you start, the better it will be for your staff and your customers.

Not every customer site will have the same requirements. For this reason, it’s important to contact customers immediately after they restart operations to ascertain what is and is not required. Having this compliance data keyed into a file window that is OHIO RACK customer visible during the dispatch or scheduling processes is vital We BUY & SELL PM to show up “ready”. The work Portable Stack Racks orders issued to the technician Flexible Packaging should also visibly display this NEW & USED data so that they are aware of 800-344-4164 what the requirements are.

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Sanitary services Many of you have already anticipated the needs, and have expanded your service offerings to include disinfecting equipment for customers. I expect that this will be an ongoing need in a post-COVID-19 world.

It goes without saying that you will need to ensure that equipment decontamination is an integral part of all current service and repair processes. The Customer, however, may require you to offer “stand-alone” decontamination on a weekly, daily, or pre-shift basis.

The sanitizing services I have seen in the marketplace already include the following: Disinfectant applied (with a 10-minute rest) to all high touch areas (as per CDC guidelines): • Overhead guard and grips or door handles • Steering wheel, hydraulic and steering column control levers • Dashboard, including key switch and emergency brake lever • Dipstick pulls, covers and caps • Hood, latches, seat, arm-rests, hip restraints • LP tank brackets and couplers and hoses • Battery connectors, vent caps, and cables (for ele,ctric units).

Health certifications Although it is not yet a requirement in the USA, any spike in virus infections or (God forbid) the rise of another virus, may eventually require that your field personnel have some sort of health certification stating that they have tested positive for antibodies, or that they have been vaccinated against a particular virus.

This is being seriously considered in countries like Chile, Turkey, and the UK, especially in connection to the travel and hospitality industry. Although these measures are not required here (at this time), I would expect that eventual countermeasures may include this provision especially in companies that are a part of the food processing and distribution supply chain.

Although certification may possibly include some form of a certificate from a health testing organization, broader health safety measures don’t necessarily have to start there. This process could initially roll out with a company health and wellness statement that

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Cover Story continued assures customers of the preventative measures taken for all field personnel. This could include a list of requirements enforced by the dealer prior to entering a customer facility.

• PPE, consistent with the customer’s needs • Pre-shift or multiple hour body temperature logs • Handwashing requirements • Document handling (touchless delivery) • Equipment decontamination (post-repair).

It would be smart to be ready to investigate and implement ways to be compliant with any certification requirement should it arise. If the virus fades, it may not be necessary. That said, COVID-19 will not be the last virus we will ever see. Having a contingency plan in place to offer this level of assurance to your customers will give you a decided advantage over your competitors.

Field service readiness Yes, I am going to beat this drum again! Are your technicians READY to perform multiple service functions on a single visit, with the resources they currently have on the service van? Unless you equip your technicians will the tools to quote, close,

and complete routine repairs ONSITE, return visits to the customer location will continue to hamper your effectiveness. Most dealers do not supply their technicians with these tools to use independently.

Life has changed. It’s hard enough to collect the proper PPE and jump through all of the hoops to get into the customer’s facility the first time. Coming back two or three times because the service department had to issue a quote for the repair, or the technician had to fetch parts he didn’t have in the van will only irritate your customer AND your technician. Your customer hates paying for return travel time anyway.

Imagine when you add the time for multiple entry requirements. The bottom line is that you must be READY. Being ready requires an investment in a meticulous analysis of the equipment population assigned to every field technician. It requires stocking parts on the van that are CONSISTENT with this analysis. It requires drafting pre-engineered menus of common repair items that are applicable to each make and model of equipment being serviced. This menu must detail the parts needed to complete the repair (including fluids, grease, and hardware). It must also include reasoned labor allowances, disposal costs, fees, and taxes.

RDS can supply this system for your service department if you don’t have the time or know-how to assemble this yourself. Either way, it’s an investment worth making.

Stay safe, stay ready, and let’s salvage what’s left of 2020!

Dave Baiocchi is the president of Resonant Dealer Services LLC (RDS). He has spent 37 years in the equipment business as a sales manager, aftermarket director, and dealer principal. Dave now consults with dealerships nationwide to establish and enhance best practices, especially in the area of aftermarket development and performance. E-mail editorial@mhwmag.com to contact Dave.

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Bottom Line Garry Bartecki

Status Report: Your Pandemic financial position By now all dealers should understand their PANDEMIC financial position in terms of where they started (Mid-March), where they stand today and where they need to be to get fully comfortable they will come out of this situation still standing.

A TOUGH ASSIGNMENT CONSIDERING NOBODY KNOWS WHAT TO EXPECT AND WHEN TO EXPECT IT. Here is what I recommend: Prepare budgets for three Sales Levels starting with the original budget for 2020, a second with a 25% drop in sales and a third with a 50% drop in sales, with the impact on your company depending on which revenue silos caused the most reduction. Carry out the 20 budgets to June 30, 2021, to reflect what help you may need from banks and vendors. You can adjust sales levels based on activity to date and solid expectations for your various profit silos. What you do not want to do is a plan for X and wind up at X – Material $$ in Sales. Better to beat the pandemic budget to ensure that your cost adjustments are where you need them to be.

As part of the sales exercise both direct and indirect expenses need to be budgeted to arrive at an estimated gross profit for each budget. Each manager must bite the bullet and come up with a plan and be accountable for the plan until the industry returns to normal.

Next, prepare a monthly cash flow analysis using the budget data to determine cash burn during your recovery period, and how much additional funding may be needed assuming at least an 18-month overall recovery period starting March 20. And keep in mind that cash flow is based on collections and not sales numbers. We all know that budgets are

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numbers on a piece of paper. Unless there is accountability to meet those numbers, you are just wasting your time. All managers must be made aware that any differences, either up or down, impact the actual cash balance reflected at the 18-month level.

This exercise will help address fixed, semifixed and variable expenses, and do not forget that the cash budget includes bank and other fixed obligations appearing on the balance sheet.

Schedule 2 meetings a week to review revenues and expenses and how they are trending compared to budget and cash flow analysis. This continues until you are over the hump.

Once the budget and cash flow analysis is under control management should be looking for ways to change and adjust the operation and business plan to eliminate non-profitable segments of the business and at the same time evaluate all systems and processes to determine what is not working and what adjustments would make them work better.

Let us face it, you need to reduce spending and optimize costs. Vendors should be approached regarding pricing and payment terms. WE NEED RELIEF FOR THE REMAINING SEGMENT OF THE 18 MONTH RECOVERY PLAN. Price reductions help if you are doing any buying.

Stretching out payment terms really helps even if there is an interest charge involved. On the other hand, collection efforts and programs should be made available to incentivize customers to pay sooner than they normally would. GET THE MONEY IN WHILE IT IS STILL AVAILABLE. Financing arrangements should be adjusted to defer principal payments. Or how about interest-only for six months. This is where those projections and cash flow analysis comes in handy because it shows that you are managing the situation and have spent the time to adjust internally to meet the challenges presented by the pandemic.

Spending, if any, should focus on areas that supply the bulk of your absorption factor. Make the effort to communicate with “profitable” customers to establish how you can assist them to get over the hump.

Everyone is expecting a lot of change caused by the pandemic. Ask customers what they will be changing

Bottom Line continued and revamp your product and services to meet those needs.

Every crisis provides opportunities to take advantage of poorly managed competitors. Face it, there will be dealers who do not make it and you probably have an idea of who those dealers are. You could pick up market share buying up the assets of a failed operation or by just offering superior products and services to their customer base, which may be lacking as the competitor slides into bankruptcy. If you attack the customer base that is the prudent approach.

Buying the assets is another matter that under these circumstances requires the involvement and support of your vendors. Wouldn’t it be nice to take advantage of this situation that improves the profit potential of your business?

GET A HANDLE ON YOUR NUMBERS, ADJUST PROGRAMS AND FIX THE PROBLEMS BEFORE THE PANDEMIC WIPES YOU OUT! Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry

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Sales Trends Jeffrey Gitomer

Sales Managers success requirements are tough Stop managing, start leading. Sales managers beware. No one wants a manager, but everyone wants a leader. If you think about it, there are great world leaders, but no great world managers.

There is one universal misconception among every bad sales manager they all think they’re doing a great job! There are thousands of sales managers (and bosses) who do a great job and unfortunately, at least an equal amount who don’t.

Many sales managers have risen through the ranks by superior sales performance and are made managers without any (or minimal) training. Most of these “managers” will fail their company twice. Once because they are unprepared for the job, and once because they have left their former position of superstar salesperson creating a sales volume void.

There are seven areas of expertise a manager must possess to perform successfully. How many does your sales manager perform to perfection?

1. Administrating Setting policy, dealing with reports, making sure the flow of paper (from orders

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into commissions out) is error-free, and coordinating the selling, delivering, and servicing process.

2. Recruiting Going out to find (and solicit) people who may be qualified to sell for the company.

3. Hiring Determining by questions, responses, and gut feeling, who is a great candidate for, and most likely to succeed at a sales position. When a person is selected, an integral part of the hiring process is to fully explain all expectations of the job. To set and agree upon sales goals (a nicer word for quotas). And to get and give commitments to specific performance. The best way to do this is to draft a commitment document that has listed what the company will do and what the salesperson will do. Be specific as to sales goals to be met. Have both parties sign the document? It should be reviewed in every performance evaluation.

4. Training If you want to win, win, win, you better train, train, train. Sales managers should lead weekly training meetings, do on the job training with the staff, attend every seminar possible, listen to sales and management tapes in the car every day, and read six books a year on management, sales, and attitude.

5. Motivating If you want success, you must create an atmosphere in which success can occur. This means a continuous (every minute) positive attitude and atmosphere must exist. It means recognizing and rewarding great performance. Managers create this atmosphere. What kind of atmosphere, recognition, and attitude comes from your manager? If the atmosphere is lacking, or if a manager is using his or her ounce of power to show “who is boss,” I guarantee three things will happen.

• There will be a high turnover of salespeople.

• The manager will blame everyone else but themselves.

• The manager will eventually get the deserved “ax” after doing thousands of dollars in damage.

Interestingly it’s not the manager’s fault. It’s the fault the company president for not providing adequate training, or not selecting the right person for the job or both.

6. Selling Managers (and trainers) who don’t sell every day lose touch with reality. How can you lead your sales force if you don’t know what the customer needs? There should be a regular pattern of selling both with reps and alone in a leadership position. The rule is simple If you aren’t selling, you can’t lead.

Sales Trends continued 7. Leading by example This applies to all aspects of the six areas above. Don’t tell someone to do something. Show someone how to do something and provide the support and training to get it done. As a manager you want your sales team to succeed. The best way to do this is to lead the way. Remember, it’s not up to them to succeed, it’s up to you to provide the atmosphere, encouragement, tools, and training so that success can occur.

Tom Hopkins gives a great seminar on sales management. When he was asked to join a management team after an incredibly successful stint as a salesperson, he said yes on one condition. He wanted six months of intensive, hands-on management training before he accepted the position. That is how he succeeded.

How many months (weeks, days, OK hours) of management and leadership training has your manager had? The unfortunate answer for most is: not enough.

Stop managing, start leading. If you think about it, there are great world leaders, but no great world managers.

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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Nuts & Bolts Acquisitions, expansions & other business news Alta Equipment Group acquires PeakLogix Alta Equipment Group Inc. announced on June 2nd that it has entered into a definitive agreement to acquire PeakLogix, a national material handling systems integrator located in Midlothian, Virginia. PeakLogix specializes in the design and installation of warehouse automation and storage systems and is recognized for designing customer solutions using the latest equipment and technology advancements to deliver process improvement and automation to its customers.

PeakLogix generated approximately $25 million in revenue and $2 million in operating income in FY2019. The terms of the acquisition were not disclosed. www.altaequipment.com

Hyster-Yale Group releases free operator video training As businesses reopen and face an influx of new labor, Hyster-Yale Group announces the availability of free lift truck operator training video content for supply chains adapting to the effects of COVID-19. The giveaway offer is meant to help businesses adhere to current health and safety protocols as they onboard the necessary labor to keep operations moving as the economy reopens. The videos are available at no cost for a limited time through the company’s Yale® and Hyster® brands. www.hyster.com

TMHNC donates used forklift to San Francisco foundation

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Nuts & Bolts

Acquisitions, expansions & other business news

ARA releases Healthy Work Practices Guide for protection against COVID-19 The American Rental Association (ARA) has released the ARA Healthy Work Practices Guide for construction equipment rental companies — part of a new “Clean. Safe. Essential.” program designed to help ARA members continue to ensure a safe rental experience through the COVID-19 pandemic and beyond. The ARA Healthy Work Practices Guide provides member stores with consistent, practical guidance on measures to minimize exposure to the coronavirus for customers, staff, vendors, and guests. www.ararental.org

H&E opens new Los Angeles branch H&E Equipment Services Inc. (H&E) opened a new branch in Sun Valley, CA, serving the Los Angeles market last month. The new location is at 9050 Norris Avenue, Sun Valley, CA 91352-2617, phone 818-797-6262. The 15,000-squarefoot facility sits on 4 acres with a fully fenced yard area, offices, parts warehouse, and a repair shop with five service bays. It is capable of servicing a variety of construction and general industrial equipment and joins the H&E facility in La Mirada in serving the greater Los Angeles area. www.he-equipment.com

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Shifting Gears

Industry personnel and organization news

PERC announces new Director of OffRoad Business Development

Jonathan Dawley appointed president & CEO of KION North America

The Propane Education & Research Council (PERC) welcomes Matt McDonald as its new director of off-road business development.

In his new role, McDonald will lead research and development and training projects with a focus on new product development and commercialization in the off-road and material handling markets. He will also assist in market communication strategy and outreach. www.propane.com

Jonathan M. Dawley took over as president & CEO of KION North America on May 18, 2020. He succeeds Vincent Halma, who has left the KION Group.

Jonathan Dawley joins the KION Group from Putzmeister Holding GmbH, a subsidiary of Sany Heavy Industry Corporation, where he was head of the Americas region for over two years. Between 2014 and 2018, he was responsible for the global aftermarket business at JLG Industries Corporation, a subsidiary of Oshkosh Corporation. www.kion-na.com

Beumer Corporation names new president and CEO Dr. Christoph Beumer, Chairman, and CEO of Beumer Group has announced that Joseph “Joe” Dzierzawski has been named president and CEO of Beumer Corporation, effective April 27, 2020. Mr. Dzierzawski will be fully responsible for the business of Beumer Group in the North American market in alignment with Beumer Group business objectives, strategy, and key pursuits. Founded in 1935, Beumer Group is an international leader in the manufacturer of intralogistics systems for conveying, loading, palletizing, sortation, and baggage handling. www.beumergroup.com

Toyota Material Handling Solutions welcomes new VP of Sales, Marketing and CSSR Toyota Material Handling Solutions (TMHS) just announced the addition of David LaDue to its leadership team.

As Vice President of Sales, Marketing and CSSR, David is responsible for the company’s account managers, new equipment sales coordinators, marketing, CSSR, Kalmar equipment sales, and systems and automation sales. LaDue formerly held the role of Vice President of Dealer Sales, North America, for Hyster-Yale Group, Inc. (formerly NACCO Materials Handling Group, Inc.). www.toyotamhs.com 16

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ALL’s Steve Freckmann receives SC&RA Pinnacle Award Steve Freckmann, general manager of Dawes Rigging & Crane Rental, a member of the ALL Family of Companies, has received the Pinnacle Award from the Specialized Carriers and Rigging Association (SC&RA).

The Pinnacle Award signals the end of Freckmann’s three-year term on the association’s board of directors and also recognizes his more than a decade and a half of involvement in leadership positions within the association. www.allcrane.com

Do you have information or products you would like to share with our Material Handling Wholesaler readers?

Call Dean at 877-638-6190 or email: dmillius@MHWmag.com

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

   

Reduce maintenance down time Cut expenses thanks to longer part life Prevent operator fatigue Cushion products as they are moved (less loss from damage)

Works on all forktrucks, pallet jacks, container handlers, pallet stackers, order pickers, very narrow aisle trucks and electric trucks.

Protect:

rial e t a M r u o Y & , r o t ur Opera o Y , t n e m t s e v In r u Yo Here’s proof : Reduces wear and tear on equipment and operators!

We also can supply hydraulic accumulators in bulk quantity.

Looking for dealers and manufacturers - CALL NOW

Call James 417-581-1373

Vist us at hydrasmoothcorp.com Email: hydrasmooth@gmail.com 18

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July 2020

** FORKLIFTS WANTED ** We Will Buy Quantities! Call Us With Details - We Want Your Surplus Stock 2014 TOYOTA 8BRU18

2015 TOYOTA 8FGCU25

2014 TOYOTA 8FBCU25

192” FSV Mast, Hours: 7,000

189”FSV Mast, Hours: 6,900

240” Mast, Hours: 5K Drive Refurbished

4 UNITS IN STOCK

1 UNIT IN STOCK

2 UNITS IN STOCK

$

9,900

$

8,900

$

15,500

2016 TOYOTA 8HBW23

2009 TOYOTA 8FGU25

2014 TOYOTA 8BNCU18

27X48, Hours: 1,000

189” Mast, Hours: 3,000

203” Mast, Hours: 6,000

4 UNITS IN STOCK

8 UNITS IN STOCK

$

2,500

$

11,900

1 UNIT IN STOCK

$

11,900

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

2012 Toyota 8FGU15, 3,000 lbs., LP, 189” Mast, Sideshifter

2006 Genie S40, 500 lbs., Diesel

1997 Toyota 6FG25, 5,000 lbs., Gas, 132” Mast

2007 Genie Z45/25, 500 lbs., Diesel, 45’

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

ROUGH TERRAIN

2010 Toyota 8BRU23, 4,500 lbs., 36V, 270” Mast, Sideshifter (4 in stock)

2012 JCB 940, 8,000 lbs., Diesel

Printed in the U.S.A. ©2020 The Ousset Agency, Inc. wo#6333

FORKLIFTS & NARROW AISLE EQUIPMENT

866.506.2200 oshai@shoppas.com ShoppasMaterialHandling.com

www.MHWmag.com

July 2020

19

Industry Insight

BY RANDALL-REILLY

Data provided by EDA, a product of 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 5/28/20

LOOKING FOR BATTERIES & CHARGERS?

Forklift has over 300+ online right now.

Enersys now has their used batteries on Forklift.

ENERSYS 12-090-13

ENERSYS 12-125-15

3,009 USD

4,632 USD

24V/540Ah

2018

24V/875Ah

2018

EnerSys, Pennsylvainia

EnerSys, Pennsylvainia

ENERSYS 18-090-29

ENERSYS 12-125-13

7,250 USD

3,876 USD

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 Fi Inc .....................................75 Wells Fargo Bank ..................27 P N C Eqt Fin Llc ................19 Bank Of The West.................17 Renaissance Capital Alliance .14 De Lage Landen Fin Svc .......13 Rabo Agrifinance Inc .............9 5th 3rd Bank ..........................8 Plainscapital Bank ...................6 Stock Yards Bank & Trust ........5

U S Bank Eqt Fin ...................5 Bankfirst Fin Svc ....................4 Banc Of Amer Lsg & Capital ..4 Wesbanco Bank ......................4 United Midwest Svgs Bank .....3 Chem Bank ............................2 Farmers Natl Bank..................2 T C F Natl Bank ....................2 U S Bank................................2 WI Lift Truck Corp ................1

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

20

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July 2020

36V/1260Ah

2017

EnerSys, Pennsylvainia

24V/750Ah

2019

EnerSys, Pennsylvainia

Save time and money by searching FORKLIFT...now expanded used battery and chargers for sale.

If you want to add your batteries and chargers on FORKLIFT, call Alva or Dean at 877 638-6190, and let’s get your inventory online!

PARTNER with AIT. Give Your Customers More Than They Expect.

Give Them AIT’s Quality and Your Service.

• REMAN TRANSMISSIONS • REMAN TORQUE CONVERTERS • TRANSMISSION REBUILD KITS • REMAN DRIVE AXLES

American Industrial Transmission Inc.

• REMAN STEER AXLES

20395 Hannan Pkwy. Walton Hills, OH

www.aittransmission.com

sales@aittransmission.com

800-588-7515 www.MHWmag.com

July 2020

21

Material Handling Wholesaler and The New Warehouse team up to bring you one on one interviews with material handling leaders in a weekly podcast.

New episodes every Monday and Wednesday.

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

22

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July 2020

We’re Working to Keep the Supply Chain Safe

Don’t replace it. Repair it!

All Styles, All Punches, All Dimensions, All Colors of Pallet Rack Repairs in as little as 20 minutes with minimal disruption!

Call Today!

815-723-7400

ASSOCIATE

Member

info@macrak.com

Visit us at MacRak.com

Mac Rak has your engineered repair and protection solution

www.MHWmag.com

July 2020

23

New Products

See more new products online at www.MHWmag.com

Wildeck, Inc. launches Two-Day shipping for Guarding Products Wildeck, Inc. has announced effective June 1, 2020, stocked guarding product orders less than $5,000 (list price) will ship in 2 days.

Simply place your order prior to 12 PM CST and that order will ship on the second business day. Customers may contact their Wildeck sales representative directly for quick-ship options for orders greater than $5,000 (list price). www.wildeck.com

Yale introduces high-capacity Lift Truck Yale Materials Handling Corporation announces a new addition to its high-capacity range of lift trucks, specifically designed to maximize maneuverability in dense storage configurations. Available in 15,500 and 17,000-pound capacities, the Yale® GP155-170SVX ICE pneumatic tire forklift offers a shorter counterweight, turn assist system, optimized forward visibility, and a rearview display to optimize control in confined, congested spaces. www.yale.com

Fairbanks Scales new Roller Conveyor Scale Fairbanks Scales Inc., has introduced the new Roller Conveyor Scale, designed to capture static weights of products as they manually move down a conveyor line. Incorporating the Roller Conveyor Scale into a new or existing conveyor system helps material handlers, manufacturers, and distribution centers economically speed production and increase operational efficiencies. www.fairbanks.com

For more New Products go to

www.MHWmag.com

24

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July 2020

Moblico Technology is providing distributors the tools to adapt and thrive in a new economy Moblico is transforming the business landscape for distributors, helping them stay always connected. With new ways to order remotely and engage with texting and mobile apps, Moblico is driving the shift that’s helping distributors secure the supply chain during times of unexpected crisis through curbside pick-up and remote operations. www.moblicosolutions.com

Hyster introduces tough truck designed for maneuverability in tight stockyards Hyster Company just announced the new H155-170FTS series, a 15,500 to 17,000-pound capacity sit-down counterbalanced truck specifically designed for optimum maneuverability in tight, crowded outdoor storage environments. The FTS series has two main features that contribute to this increased maneuverability.

The overall truck length is reduced by up to 12.8 inches due to a shorter counterweight design while maintaining residual capacity. www.hyster.com

Gorbel rolls out new G-Force® Intelligent Lifting devices Gorbel Inc. has introduced the latest models in their G-Force® and Easy Arm® Intelligent Lifting Device line – the Q2 and iQ2. The new units give users all the intelligence they’ve come to expect from the G-Force® lifting platform, like Virtual Limits, Anti-drop functionality for tooling control, and fault code history log, plus the combination of blazing speeds and precision placement that has made them the choice of industries from aerospace to machining for over 20 years. www.gorbel.com

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

As World-Class Designers & Manufacturers of Material Handling Equipment, We Offer:

CUSTOM TRAILERS

This one-of-a-kind was just what the customer ordered!

Superior Workmanship • Customized Designs • Competitive Pricing

GENERAL PURPOSE TRAILERS Single end fifth wheel, front automotive or all wheel steering capabilities.

Our equipment is of heavy duty, all welded steel construction capable of withstanding the roughest punishment.

SPECIALTY TRAILERS

TRANSPORTERS

Our heavy-duty transporters come equipped with maintenance free battery and charger, pendant control, electromechanical drive and steer with laser scan bumpers as an option. We can build to your specifications or ask about our standard models.

Some material handling jobs are so unique that only customized specialty trailers can be used efficiently.

We can design and build any size or capacity from the "ground up" the exact trailer to fit your special needs.

TANK TRAILERS

Give us your specs, chances are we built a similar unit before and with minor modifications, get you what you need.

TRAIL SKIDS

Can double or even triple your forklift's capacity.Plus they are extremely maneuverable.

SCRAP BUCKETS

Our patented PHILLIPS Auto-Dump Bucket will increase efficiency and reduce the cost of handling almost any loose industrial material. Our buckets are available from 1/2 - 20 cubic yards. All operations are handled by the craneman.

It cannot be dumped in mid-air or dumped accidentally.

AGV TRANSPORTERS

AGV Transporters are capable of fully automatic operation within your plant and are designed to meet your specifications. These high capacity AGV Transporters are equipped with a multitude of performance and safety features.

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

PHILLIPS PRODUCTS

PHILLIPS PRODUCTS

P.O. BOX 409 IRWIN, PA 15642

T: 724-864-8900 F: 724-864-8909 Email: Dave Felt at dfelt@irwincar.com

Part of the Industrial Sales Group of Irwin Car and Equipment

www.irwincar.com

www.irwincar.com

17255 - Irwin MHW April Ad.indd 1

www.MHWmag.com

2/22/17 July 2020

25

1:50 PM

New Products

See more new products online at www.MHWmag.com

Equipment Finders Inc. improves job site safety with new Push-Around Scissor Lifts Equipment Finders Inc. (EFI) has expanded its product offering by introducing a fleet of push-around 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. The PA-1030 is part of Hy-Brid Lifts’ PushAround Series of lifts that were recently introduced to the market. www.hybridlifts.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 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. These new options will provide customers with standardized pricing and availability, reduced lead times, and a variety of unique customization options for improved productivity and efficiency. www.toyotaforklift.com

FlytWare Solution Partners can now create sustainable business value for their customers - by saving time, effort, and costs spent on manual inventory counts. www.flytbase.com

Essential Storage & Assembly Solutions from Rack Engineering Division Rack Engineering Division released an Assembly Table customized for manufacturing Ventilators. Three wellknown manufacturers from other industries in response to COVID19 began an initiative to manufacture ventilators and needed an assembly table to support the process. The critical delivery required quick response and turnaround from Rack Engineering in order to meet the immediate need and ultimately provide this essential medical equipment. www.rack-eng.com

Remanufactured Transmissions, Engines, Torque Converters, Steer Axles, Overhaul Kits and Aftermarket Parts for: • Material Handling • Construction • Agricultural Equipment

FlytWare launches Solution Partner Program for drones in warehouses FlytBase, Inc. has launched the FlytWare Solution Partner program, designed for win-win partnerships in the supply chain industry, with a focus on inventory automation in large warehouses and distribution centers. By harnessing the power of fully autonomous drones, 26

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July 2020

800-321-9983 www.joseph.com sales@joseph.com Authorized Distributor

Authorized Distributor

Authorized Distributor

Authorized Distributor

Authorized Distributor

When cold temperatures or wet floors are an issue, we have you covered.

Cushothane® EZ™

1.800.289.1456 www.SuperiorTire.com

40 Scientific Rd., Warren, PA 16365

©2020 Superior Tire & Rubber Corp. All Rights Reserved.

www.MHWmag.com

July 2020

27

Resonant Dealer Services

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

DAVE BAIOCCHI

209.652.7511 | DAVE@RESONANTDEALER.COM

WWW.RESONANTDEALER.COM

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

Luc’s Pick

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

Priced from $7,950

#22622 Drexel SL44 – 240” Quad 36V battery 180 degree Turret mast

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

#22948 2011 Genie GS-3390 Rough terrain scissor lift – 39’ Working height – 388 hours

#22263 17,500 lb Toyota with solid pneumatic tires – 180” Lift Full Cab – 84” Forks

#22152 2016 Hyster S120FT 185” Triple – 4 way

TWO Available

(2) 2014 Hyster H360HD2 – Fully Loaded and CLEAN! Side shifting fork positioner, Heat/AC, Cummins

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

28

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July 2020

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

Largest online market for used forklifts, attachments and work platforms with 97,713 offers.

1999 Toyota 5FBCU15 Hupp Toyotalift Inc Cedar Rapids, IA | 563 322-3168

2011 Yale ERC065VG Zoom Lifts & Equipment Chester, SC | 704 975-1377

2018 CAT Lift Trucks 2C5000 Cromer Material Handling Oakland, CA | 510 534-6566

2019 BYD ECB18 Cromer Material Handling Oakland, CA | 510 534-6566

5

2

1

5

Bobcat T650 1 Worldwide Forklifts Inc. Fort Lauderdale, FL | 954 768-9875

2002 Crown RC3020-30 Zoom Lifts & Equipment Chester, SC | 704 975-1377

2011 Toyota 7FGCU70 AXIS Equipment Houston | 832 221-7073

2007 Big Joe PDH-30-130 Santana Equipment Trading Co. Chicago | 847 775-7400

5

CAT Lift Trucks DP135 1 Worldwide Forklifts Inc. Fort Lauderdale, FL | 954 768-9875

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

CAT Lift Trucks 2C5000 The Forklift Pro Pineville, NC | 704 716-3636

2012 Doosan D30S-5 Zoom Lifts & Equipment Chester, SC | 704 975-1377

5

2

2

2

2

Bendi B40 IC 7 Worldwide Forklifts Inc. Fort Lauderdale, FL | 954 768-9875

2010 JLG G12-55A 1 Supreme Forklift & Equipment Hoffman Estates | 630-347-3778

2006 CAT Lift Trucks C5000 The Forklift Store Denver, CO | 303 308-3944

7

2012 Yale ERP030VT 1 Alta Equipment Company Livonia, MI | 248 449-6700 ext. 1898

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

WWW.FORKLIFT-INTERNATIONAL.COM

www.MHWmag.com

July 2020

29

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

➤ CONTAINER OPTIONS ➤ Container Storage

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

• • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

www.superioreng.com

➤ 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 ➤ Forks

➤ DISTRIBUTORS 119 Sizes

Specials Available Chicago & CA Stock

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

@FADNetwork

info@findadistrubutor.com

➤ ENGINES (REMAN)

➤ BATTERY / CHARGERS Contact sales@xpb.ca

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

Reman Engines/Gas, LP & CNG

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

30

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July 2020

➤ PALLET JACKS ➤ Pallet Trucks

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

EZ-Lift Quality Scales and Scissorlifts too

...The Exhaust Experts

Chicago & CA Stock

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

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

➤ POWERED INDUSTRIAL TRUCKS

➤Pallet Jacks 800 Trucks In Stock

All Makes and Models Chicago and California Stock

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

➤ Pallet Truck Parts

Toyota Forklifts

Over 1,000 in Stock

Wholesale Packages Available

Bell Fork Lift, Inc.

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

➤ RACK / SHELVING ➤ Manufacturer/Suppliers

➤ New • • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

➤ Manufacturer/Suppliers and Transmissions

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

New • Rebuilt • Motors • Armatures • Parts

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

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

Steer Axles

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

Locations Coast to Coast

800-435-9346 | www.warfieldelectric.com

➤ Transmissions

Reman Transmissions, Drive Units, Differentials & Torque Converters

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

VULKO TREAD

THE BEST POLYURETHANE WHEELS AND TIRES

AVT

AMERICAN VULKO-TREAD CORPORATION

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

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

www.MHWmag.com

July 2020

31

➤ STORAGE EQUIPMENT • • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

➤ TIRES / WHEELS

VULKO TREAD

THE BEST POLYURETHANE WHEELS AND TIRES

AVT

AMERICAN VULKO-TREAD CORPORATION

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

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

Next deadline is Wednesday, July 1.

32

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July 2020

The Ecopoint charger from Ecotec is a full featured industrial battery charger available in 2 models for 8 hr. and 10 hr. recharge. The standard ECO-250 control offers data management normally found only in much more expensive chargers.

For pallet jacks, consider the fully automatic STC taper charger.

Plugs into any 120V outlet for convenience and portability.

For the ultimate in efficiency and flexibility, consider the Access high frequency charger. Models are available for both conventional and opportunity charging.

ECOTEC Ltd. LLC 150 Marybill Dr. • Troy, OH 45373 P: 937.606.2793 • F: 937.606.2026 www.ecotecbatcharger.com

LOOKING FOR A FEW GOOD DEALERS

Over 160,000 Forklifts produced in 2019. All HELI Production Facilities are ISO9001, ISO1, 4001 and CE Certified.

Contact Us

5165 Vasquez Blvd. • Denver, CO 80216 888-639-HELI • 303-601-5988

www.HeliForkliftUSA.com

www.MHWmag.com

July 2020

33







AN C I R M E DE  A  MA  









The Superior Turret Advantage

Save 50% Space Mutiple Options ✧ camera

180 Fork Rotation Versatiltiy 0

Make unloading & loading a breeze

systems ✧ fork positioning & much more

Easy to use

800-359-3052 www.superioreng.com Advertiser's Index­ ____________________________________________________ ADVANCE METALWORKING COMPANY, INC.. . . 28

H&K EQUIPMENT COMPANY. . . . . . . . . . . . . . . . . 6

SAFETY SYSTEMS & CONTROLS INC. . . . . . . . . . 10

ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . . 9

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 13

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

AMERICAN INDUSTRIAL TRANSMISSION, INC. . 21

HYDRA SMOOTH CORPORATION . . . . . . . . . . . . 18

SUMMIT METAL PRODUCTS, INC.. . . . . . . . . . . . 22

CAMSO. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7

INDUSTRIAL FORKLIFTS. . . . . . . . . . . . . . . . . . . . 33

SUPERIOR ENGINEERING. . . . . . . . . . . . . . . . . . . 34

DACS, INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12

INTERTHOR, INC. . . . . . . . . . . . . . . . . . . . . . . . . . 32

SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . 27

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

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 26

THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . . 28

ECOTEC LTD. LLC . . . . . . . . . . . . . . . . . . . . . . . . . 32

MAC RAK INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . 23

THE NEW WAREHOUSE. . . . . . . . . . . . . . . . . . . . . 22

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

MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 15

THOMBERT, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 17

FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP).14

PHILLIPS MINE & MILL, INC. (IRWIN

TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . 2

FORKLIFT-INTERNATIONAL.COM. . . . . . . . . . 20, 29

TRANSPORTATION). . . . . . . . . . . . . . . . . . . . . . 25

TVH. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11, 36

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

RESONANT DEALER SERVICES. . . . . . . . . . . . . . 28

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . . 35

MORE ADVERTISERS & RESOURCES AT www.MHWmag.com 34

www.MHWmag.com

July 2020

ClearCap & TuffCab! ClearCap Roof Covers!

Easy Install

Keeps Seat Dry

or OPEN f !!

SS BUSINE

• ClearCap Roof Covers Keeps Operator Dry • Sizes to Fit Various Trucks • Easy to Install • Reasonably Priced • Clear or Tinted • UV Polycarbonate • Domed Roof Diverts Rain • Blocks UV Rays • O.S.H.A. Compliant

TM

Clear Solutions to Common Problems TuffCab Panel Cab Enclosures

Vinyl Side Doors

Engineered to Fit Hyster, Yale, Cat, Mitsubishi, Toyota & Unicarriers • Full Enclosures or Individual Components • Affordable • Durable Steel & Safety Glass Construction • Easy Clamp-on Installation • Fast Lead Times • Windshield Includes 12v Wiper

Wy’East Products 1-888-401-5500 www.clearcap.com

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

www.tvh.com