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SEPTEMBER 2020 • VOL. 41 NO. 9
Industry News 18 Nuts & Bolts 30 New Products
26 Shifting Gears
Dean Millius General Manager/Publisher
40 Industry Insight
Alva Coffman Account Executive
42 Advertiser's Index
4 | The World of
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Dealership Finance Garry Bartecki
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In the next issue... THE 20TH ANNUAL WOMEN IN MATERIAL HANDLING ISSUE
COLUMNS
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Aftermarket Dave Baiocchi Diminishing returns Sales Trends Jeffrey Gitomer Powerful thoughts for relationship selling
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COVER STORY
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Cover story Garry Bartecki
The World of Dealership Finance The World of Finance at this moment is in a state of flux and will probably continue to be through 2021. I am preparing this column on July 27 just before the Cares and PPP program stimulus is set to expire at month-end. So far, the $600 per week stimulus has fortified consumer spending. The PPP program has done the same by keeping employees on the payroll. What happens if these stimulants go away? There is little doubt that jobs that were available six months ago are no longer there. Consequently, a significant number of our population will still be unemployed for the remainder of 2020 and perhaps well into 2021. Add in what is happening in the rest of the world and you can see that for many industries and personal services the outlook will be frightening. Taking this all into account, management in the material handling industry has to manage the balance sheet and cash flow, determine if results are according to plan and adjust the program as necessary to reach cash flow goals, keeping in mind that their ability to price products and services according to pre-COVID levels have and will continue to be challenged for some time to come. In this environment both cash flow and balance sheet management top the list in terms of where company managers must spend their time. This is an interesting interaction because solving to improve either goal can have just the opposite impact on the latter. For example, when you lease equipment the lease accounting reduces your earning and thus EBITDA, and in most cases is more expensive cash wise. Buy the equipment and your EBITDA and cash flow improve but makes your Debt Service and Debt to EBITDA covenants harder to reach. Me, I prefer to meet my covenants because banks today are not as friendly as they say they are. of your balance OHIO RACK sheetSpeaking and cash flow, please your credit policies and We BUY & SELL consider AR collection policy keeping in Portable Stack Racks mind that a historically steady Flexible Packaging customer can become a credit NEW & USED risk practically overnight. Waiting 800-344-4164 until month end to review AR Fax 330-823-8136 days outstanding could reduce Email: ohiorack@cannet.com cash flow if a customer credit www.ohiorack.com
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score changed at the beginning of the month and you kept providing parts and services as if no change occurred. At our last MHW conference, a company called CREDITSAFE demonstrated how they can notify you immediately if a customer credit score has improved or deteriorated. You get a daily or weekly email highlighting which scores changed and why which is better than waiting 45 days to figure out you are not going to get paid. A very cost-effective product as well. Dave Gordon is their contact that covers both the material handling and construction equipment dealers. If you wish to stay ahead of the collection process you can reach Dave at David@dealerfinancialresources.com. Worked with Dave at AED and can assure you he knows the equipment dealer business. Let us review our Finance World in terms of leasing, rental, and financing transactions. LEASING In this current environment, I prefer to outsource as much as I can to keep costs under control and personnel spending their time on customer needs and not my internal needs. And I believe this goes for you as well as your customers. For trucks, vans, and cars needed to service customers I like to explore my options with a Fleet Management Company who can provide an analysis of what equipment I need along with the services I need to operate the equipment efficiently. I do not know about you, but a company must know their fleet and have accurate data to manage the equipment in the house. Somehow that never seems to work out the way it was planned. And with many companies having a lower employee count maintenance seems to fall by the wayside. These leases can be drafted to allow flexibility should the markets turn against your dealer activities. Current data indicates that Open-End leases are more appealing than a Closed-End lease. In any event, the FMC gets rebates for fleet transactions that lower the cost of ownership and at the same time manage the entire process to maximize uptime and expenses associated with the fleet. One-stop-shop that frees up your managers to profit from customer involvement. While leasing, as mentioned previously, currently avoids impacting the balance sheet the new Lease Accounting Rules when enacted will cause lease
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Cover Story continued transactions to become a balance sheet item. That being the case I would discuss this future development with your bank to see how they will handle this change. Many bankers say they will not include the lease accounting “debt” in their calculations, but who knows if they will stick to that promise. If covenants are tight, I would try for month to month short term rentals if you believe the bank will include the leases in the calculation. And let us keep in mind this is the last year for Bonus Depreciation. If you can put the bonus deprecation to good use, you may want to purchase equipment or enter a capital lease that has be capitalized on the balance sheet. Needless to say, there is some thinking and planning that goes along with lease transactions. BANK FINANCING Any facility providing financing to your dealership is going to spend more time doing due diligence about your business. So, management beware because while banks understand that COVID has caused depressed earning and EBITDA results, they will still expect covenants and cash flow requirements to cover debt service. You would think that a customer who has
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always covered debt service would get a pass for Q2 20 but do not count on it. As we mentioned previously keep debt off the books and budget and execute to cover debt service for each Q of the year. Bank rates are good. For how long, who knows. Refinancing is certainly on the table if you can reduce debt service as part of the deal. But banks are nervous. Do your homework before you try to refinance. And make sure any equipment appraisals are in the ballpark. It would not be unusual for the bank to ask for a “second” opinion on the appraisal. I think we can throw in OEM’s with the bank review because they also need comfort that your dealership will cover what they are owed. Expect to be asked for current credit standing inquiries. Since many customers are avoiding new equipment purchases it makes sense to carefully review new inventory and rental fleet needs before making a commitment with your OEM. THE RENTAL MARKET Rental is strong and getting stronger. Customers need equipment when they need it and perhaps not for a full year. Since rental is one your major revenue silos and since many customers are reeling from financial issues, I suggest you get highly creative with your rental menu. To do otherwise gives your creative competitors a chance to move your business to their company. Daily, weekly and monthly rentals. Rent to own, with and without open-ended lease components to opt out early. Rents based on hours used. Re-rent what they need that you do not have. Help them as the Fleet Management Companies do. In other words, do what you must do to keep the business and expand your offerings to make customers more efficient and profitable. Also, secure your relationship with decisionmakers so that you receive notice about bids showing up from competitors. My guess is that many current customers will avoid purchasing “New” for some time. If that is correct, then managing your rental fleet at a level to cover increased rental activity should be considered. In the end, dealers with a customer base that allowed employees to work from home probably have not seen a big drop in sales from these customers. And those of you with a significant warehouse business are probably not hurting for business. But no matter where you stand right now dealers need to be prepared for the next financial events appearing in the remaining months of 2020 and into 2021.
Cover Story continued
For more Cover Stories go to www.MHWmag.com
Maintain your cash flow! Manage the Balance Sheet! Take into account your tax situation! Plan for more competition on pricing! Manage your credit policies! 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
Diminishing returns Now, more than ever, our industry is trying to leverage their existing assets, and get more production out of fewer resources. This is not news. Nobody looks for ways to waste money. Our efforts however are even more pronounced in an economy besieged by a pandemic none of us saw coming. Planned initiatives we envisioned in the fall of 2019, may have included targeted marketing, data mining, and rental investments. It’s amazing how quickly these strategies go into the dumpster when a cataclysm of this nature disrupts the supply chain and forces our customers into hibernation. When this happens, the knee-jerk reaction in most dealer boardrooms is to “pull in your horns”, stop investing, and preserve capital. I was a dealer principal for 17 years, and when the water got choppy, (anybody remember 2008?), I felt the natural to tendency to do this myself. There are numerous ways to trim operational expenses. A dealer’s biggest cash draw (much like other businesses) is payroll. Cutting off paychecks is never easy, but certainly has the ability to “right the ship” in the shortest possible time frame. The strategy regarding WHERE (or who) to cut, however, should be predicated on if these decisions are short term, or a more permanent change. I saw this in 2008. At that time, many dealers cut their sales staff by eliminating their Customer Service Representatives (CSR’s), and shifting the responsibility of long-term customer care to the existing equipment salespeople (ES). Although this feels intuitive, there are pitfalls in this plan. The logic SEEMS solid. Why have TWO of your salespeople walking into the same customer location. Especially in more rural settings where covering the geography is more
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expensive and time-consuming, it just seems to make sense to have a utility infielder instead of a position player. The results however clearly show, that if dealers are truly expecting this strategy to give them 2 for 1 return on their investment, they are going to be sorely disappointed. There are multiple reasons why this seldom if ever produces the desired result. Hunters and Farmers Although both an ES and a CSR are considered part of the SALES department, the roles that they undertake and the skill sets they need to be successful are very different. I always explain this dichotomy by talking about the difference between a hunter and a farmer. Hunters have a singular agenda. They are focused on their target (the sale). Their planning and intent are pointed at a single moment in time (the date of decision). Hunters, especially in our business love to get the order. Their skill set is aligned with this process. Scout, Identify, Track, Scope, Shoot, and Bag. After the sale is completed, the hunter, based on a natural proclivity, wants to simply reload and get back out in the weeds to find another target! Farmers are a completely different construct. Their achievement is measured by their ability to Cultivate, Water, Fertilize, Protect and Harvest. Customer care is a different process than product sales, and it requires an employee who sees their success as a byproduct of customer advocacy and loyalty. Over the years, having viewed dozens of dealer sales groups across the country, I can say with all assurance that “in general”: Hunters don’t farm very well, and Farmers don’t hunt very well. It’s an exceedingly rare individual who can perform BOTH functions WELL. Customer Expectations Some dealerships have NEVER had a stand-alone CSR. The ES team automatically adopts the role of CSR. I am not so concerned about these dealers in the current climate. I could argue that your dealer value proposition and your competitive position in the marketplace could vastly improve if you diversify your service offerings, and actively sell “customer-care” with a dedicated CSR team.
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Aftermarket continued My focus however is on dealers that want to generate a payroll advantage by doubling-up these functions. If your CSR team is productive, and they are advocating for your customers in the way that they should be, then your customers have grown accustomed to this level of active participation. Does your ES have the time to replicate the frequency and the quality of these visits? Unless the customer wants to purchase more equipment, the short answer is no. The inability to manage customer expectations is the NUMBER 1 reason why dealerships lose business to their competitors. Customers have an expectation and vision of your competitive offering and value. A big part of that value (no doubt), is the relationship that was built with your CSR. It is unlikely that the ES will have the time, or the motivation to provide this level of service for every customer in the territory. If you don’t do something to intentionally interface with that customer and actively manage their expectations, your customer retention rate (at least from a service standpoint) is at risk. Warranty Part of the return on the investment of a CSR can be calculated in the warranty department. If a CSR
handles the delivery of equipment, and the warranty documentation properly, they can save the dealership from having to constantly issue gratis repairs that rightly are not covered under warranty. The ongoing customer RELATIONSHIP with the CSR, allows them (once again) to manage the customer warranty expectation. As a dealer, you can expect that warranty gratis will be a recurring theme if you choose to consolidate these duties. Goals and Leadership Many times, the consolidation of ES and CSR sales teams normally happens in dealerships where the CSR staff is currently ineffective, and their duties are not well defined. Often this condition is caused by a gap in focus and leadership. Who does your CSR sales team report to? In some dealerships, it’s the equipment sales manager. If your equipment sales manager also leads the CSR team, consider how this manager is motivated and compensated. My argument with having the sales manager in charge of the CSR team is simple. It’s the same argument for not having the ES assume this role. Skills, Agenda, and Motivation. Most equipment sales managers were former equipment salespeople
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Aftermarket continued (Hunters). How can they lead the Farming group if all they do is hunt? Is your service manager in charge of the CSR’s? This is another popular option. The customer concerns and issues faced by the CSR will normally be in connection with the service department, so why not put the service manager in charge of the CSR team? The biggest reason is that your service manager is not a sales professional. Service managers are concerned with OPERATIONS. Few if any of them have had sales planning, territory management, or marketing backgrounds. Although a service manager can effectively utilize a CSR to be their “conduit of communication” with customers, they rarely concern themselves with GROWING the business. In fact, techs are so hard to find that they may actually resist growth beyond their existing staff. The most successful service dealerships, however, have an aftermarket sales director. If you want your CSR crew to be effective, and actually grow your service department, you have to have an aftermarket director whose sole purpose and compensation come from the aftermarket departments. He charts the course, sets “hard target” sales goals, holds CSR’s accountable, and leverages the resources of the dealership to achieve consistent growth. Next month I will highlight what effective CSR’s do with their time, how they should develop their territories, and what their goals and aspirations should be. In a lot of dealerships, the most underserved, underappreciated, and under-utilized employees are CSR’s. This is really easy to fix with some focus, planning, and proper leadership. The bottom line here is to consider the downstream consequences before making drastic decisions with your sales staffing, and also to contemplate how these decisions will affect the customer experience. Yes, we need to reduce expenses, but we also need to KEEP every customer!
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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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Sales Trends Jeffrey Gitomer
Powerful thoughts for relationship selling Here’s the rock, paper, scissors game of selling: • Relationship is more powerful than price. • Relationship is more powerful than delivery. • Relationship is more powerful than quality. • Relationship is more powerful than service. The quality of your relationships will determine the outcome of events when there is a problem or issue with price, delivery, quality, or service. I’m NOT saying that if you have a great relationship you can ignore important issues and skate by I AM saying that a great relationship will act as a buffer, and allow all problems and issues to be resolved harmoniously. And just to put the power of the relationship issue to rest, it is also the single biggest factor in determining reorders. Jim Cathcart is one of America’s foremost experts on selling through relationship building. “I’ve studied relationships over the past two decades,” says Cathcart, “And have not found anything more powerful to drive the sale.” Cathcart’s book called Relationship Selling is a benchmark study on how to do it right. He has compiled some observations and metaphors that might bring awareness to the power of your relationships with your customers, coworkers, vendors, friends, and even family. Feel free to share them (giving proper credit to the source and author) with others. 1. When the relationship is right, the details are negotiable. When tension is high, the relationship is wrong, then the details become obstacles. 2. When there is not much difference between your product and your competitors, there had better be a big difference in the way you deal with people. 3. In selling and service as in medicine, prescription before diagnosis is malpractice! 4. We judge ourselves by our intentions, but others judge us by our actions. 5. Motivation is like bathing. It may not last, but it’s still a good idea now and then. (I find it works best every day how about you?) 14
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6. A professional is no longer determined by the business he or she is in, but rather by the way that person is in (and does) business. 7. Observe the Platinum Rule: Do unto others as they would have you do unto them. 8. If you want to improve your circumstances, begin by improving yourself. 9. It is impossible to avoid leading by example. Somebody is always watching you. 10. Maturity is being able to get yourself to do what needs to be done when it needs to be done whether you feel like it or not and still doing it well. 11. Worrying is a mental rehearsal for (selfimposed) disaster. 12. Become the kind of person who would (could) achieve your goals, and the accomplishment of those goals will be the natural byproduct. 13. People will teach you how to deal with them if you’ll pay attention to the (spoken and unspoken) messages they are sending. 14. One sincere gesture can do more for your business than thousands of dollars’ worth of advertising. 15. It’s not just whether you sell the right item that counts. It’s whether the customer realizes, feels, and believes that it was right for them. 16. The best way to get what you want is by helping others get what they want. 17. People don’t care what you know until they know that you care. 18. Your pay will always be equal to the contribution you are making. To give yourself a raise, make a greater contribution to others. 19. Successful salespeople think and act as the owners of their careers. 20. There are no traffic jams in the extra mile. Go there if you want to get anywhere. The rules of selling are not as tough as the rules of the relationship. Relationships are hard to develop, take
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Sales Trends continued time to mature, and must be nurtured along the way. BUT once achieved, are the most powerful force in the business world. How you treat others is determined by how you treat yourself. • Are you treating yourself to the right preparation? • Are you qualified to build a relationship? • Do you possess the characteristics of giving first, professionalism, self-esteem, self-confidence, honesty, and integrity needed to make relationships work? If you think you “have it all together,” think again. You must work on yourself as much as you work
on those you seek to relate to. Looking for a way to evaluate your capabilities? The biggest judgment you make each day is the one in front of the bathroom mirror. Reflections don’t lie. 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
KION Group and Quicktron create strategic partnership
Interroll´s second plant in Atlanta starts operation
KION GROUP AG has entered a strategic partnership with Quicktron, a young Chinese manufacturer of autonomous mobile robots (AMR) based in Shanghai. Representatives from both companies recently met in Xiamen, China, to sign a distribution agreement as well as a memorandum of understanding on their joint development plans. Under the agreement, and effective immediately, Quicktron products are to be distributed via the global sales and service networks of the KION brands Linde Material Handling, STILL, and Dematic. The arrangement expands KION Group's global product offering of automated warehouse solutions. The leading intralogistics group also plans to acquire a minority stake of less than 10 percent in Quicktron. The partners have agreed not to disclose the size of the investment. www.kiongroup.com
Interroll has completed construction on its second plant on its campus in Hiram (Atlanta) Georgia. The 11-million-dollar investment gives Interroll a substantial increase in capacity for the region. At Interroll, the Americas region continues to see a high level of project activities. At the same time, the company is quickly introducing innovative solutions to the markets. Key business drivers such as increased automation for warehouses as well as the rise of e-commerce and high demand in the courier, express and parcel business continue to support this positive mid-term outlook in the Americas region and worldwide. www.interroll.com
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#22446 2014 Hyundai 70D-7A 15,500 lb capacity Kubota Diesel – 3 available, PRICED TO SELL
#23139 2015 Rico PG300 – 30,000 lb capacity – GM V8 running on LP SSFP – 2 available!
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
18
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September 2020
LUC LEMIEUX | luc@theforkliftpro.com TIM SMITH | tim@theforkliftpro.com
Visit us at Booth # 4000
Designed DesignedtotoPerfection. Perfection.Built BuilttotoLast Last.
[855] (855) 545-0110 545-0110
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Centrally located Chicago Warehouse can deliver orders in as little as one day.
EXPECT MORE from your Industrial Tire Supplier LAUGFS maintains stock on a wide selection of sizes, designs, specialty compounds and performance grades, in its Chicago based warehouse, with the ability to deliver in as quickly as one day. LAUGFS premium designs, materials and construction, guarantees outstanding performance and long service life. All LAUGFS tires are developed and manufactured in LAUGFS owned R&D facilities and factories LAUGFS offers dealers more ways to buy, including full and partial containers, and quick shipment out of the warehouse, meeting your district stocking needs.
GUARANTEES OUTSTANDING PERFORMANCE AND LONG SERVICE LIFE
DEALER OPPORTUNITIES CALL FOR Dealer OpportunitiesAVAILABLE, Available, Call forINFO! Info!
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www.MHWmag.com
September 2020
19
Nuts & Bolts
Acquisitions, expansions & other business news
Women In Trucking Association Accelerate! Conference goes virtual The Women In Trucking Association (WIT) just announced that its sixth annual Accelerate! Conference & Expo will transition to a completely virtual format to take place Nov. 12-13, 2020. After monitoring the recent escalation of COVID-19 cases nationwide, as well as in Dallas where the in-person conference was originally scheduled to be held Sept. 23-25, it has been determined that focusing on a comprehensive virtual event is the best path forward for the association and our attendees, said Brian Everett, organizer of the event. www.womenintrucking.org
KPS Capital Partners agrees to acquire substantially all of the assets of Briggs & Stratton Corporation KPS Capital Partners, LP ("KPS") announced on July 20, 2020 that, through a newly formed affiliate, it has entered into an asset purchase agreement with Briggs & Stratton Corporation and certain of its wholly-owned subsidiaries (collectively, "Briggs & Stratton" or the "Company") under which KPS will acquire substantially all of the assets of Briggs & Stratton, including equity of foreign subsidiaries, for approximately $550 million. today. Briggs & Stratton expects to sell its assets through a court-supervised sale process under Section 363 of the Bankruptcy Code. www.kpsfund.com
Cisco Equipment opens facility to expand in South Texas
Do more for your forklift fleet. • Speed Limiters
• Zone Speed Control • Shift Inhibitors
• Ignition Interlocks
• Plug & Play Installation
Cisco Equipment has announced that it is expanding its presence in South Texas by opening a facility in Seguin, Texas. Located at 7474 Interstate 10 West, the new location includes a state-of-the-art maintenance facility and 34,336 square feet of shop and floor space on 10 acres of land and is conveniently located 30 minutes east of downtown San Antonio and one hour south of downtown Austin. This is Cisco’s fifth location, with the others strategically located near major customer hubs in Artesia, New Mexico; Lubbock, Texas; Odessa, Texas, and San Angelo, Texas. www.cisco-equipment.com
• TEX™ Telematics with Access Control / Impact Sensing
MADE IN THE USA
(800)-318-2022 www.loadingzonesafety.com 20
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September 2020
More Nuts & Bolts at www.MHWmag.com.
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
www.MHWmag.com
September 2020
21
Nuts & Bolts
Acquisitions, expansions & other business news
LiuGong North America opens Parts Distribution Center in Mexico
Ranko Equipment now offering LiuGong NA forklift advantages
LiuGong has announced the opening of a Parts Distribution Center (PDC) in Mexico City that will serve Mexico, Central America, and the Caribbean. The PDC opened on March 4th. “It has always been our goal to provide local parts distribution to our dealer network throughout Mexico, Central America, and the Caribbean,” said Sam Ternes, Director, Aftersales, LiuGong North America. “The opening of this PDC in Mexico is the realization of that goal. Our dealers will be able to receive parts delivery in a timelier manner, and we know that this additional support will make them more competitive.”
Ranko Equipment of Des Moines, Iowa, is now an authorized dealer of LiuGong North America (LiuGong NA) Forklift Division’s product line. Eva Erixon, Ranko Equipment President, and co-founder said the line of forklifts offered through LiuGong North America adds to a full range of solutions Ranko offers its customers, many representing the agriculture industry. www.liugongna.com
www.liugongna.com
ALL Tower Crane adds three to fleet ALL Tower Crane has added three new towers, each strategically chosen to align with emerging customer demand. Included in the purchase is a Liebherr 125 K fast-erecting tower crane with industry-leading jib length, hook height, and capacity. Also included are a Manitowoc Potain MR 418 luffing jib tower crane and a Manitowoc Potain Igo T 85 A, a self-erecting tower crane. The Potain Igo T 85 A is a new unit that builds upon ALL’s fleet of Potain self-erectors, which are extremely popular in the residential, mixed-use, and panelized construction sectors. www.allcrane.com/TowerCraneDivision
More Nuts & Bolts at www.MHWmag.com. 22
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September 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!
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Mac Rak has your engineered repair and protection solution
www.MHWmag.com
September 2020
23
Nuts & Bolts
Acquisitions, expansions & other business news
Motion Industries announces two acquisitions
United Rentals reports a 16% decrease in rental revenue in the latest quarter
Motion Industries, Inc., a distributor of maintenance, repair, and operation replacement parts and a wholly-owned subsidiary of Genuine Parts Company (GPC), announced two acquisitions. Motion has entered into agreements to acquire TRC Hydraulics, a Canadian-based supplier of hydraulic products and services, and F&L Industrial Solutions, Inc., a distributor of T-slotted aluminum extrusion components. Both transactions closed with an effective date of August 1, 2020.
United Rentals, Inc. last month reported their financial results for the second quarter of 2020 and reintroduced full-year 2020 guidance. They generated $1.642 billion in rental revenue in the second quarter of 2020 compared to $1.960 billion in the same quarter a year ago, a 16.2-percent decrease. Total revenue for the second quarter was $1.939 billion, compared to $2.290 billion, a 15.3-decline. Fleet productivity decreased by 13.6 percent year over year, reflecting the impact of COVID-19 on volumes. Net income was $212 million with a net income margin of 10.9 percent. Adjust EBITDA was $899 million, with an adjusted EBITDA margin of 46.4 percent, helped by aggressive cost management. The company reported $817 million of net cash from operating activities; free cash flow was $817 million, including gross rental capital spending of $145 million. Total liquidity on June 30, 2020 was $3.823 billion.
www.motionindustries.com
More Nuts & Bolts at www.MHWmag.com
www.unitedrentals.com
ICAN R E A M A DE M
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 24
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September 2020
Cushothane® XL-AC™
1.800.289.1456 www.SuperiorTire.com
40 Scientific Rd., Warren, PA 16365 ©2020 Superior Tire & Rubber Corp. All Rights Reserved.
www.MHWmag.com
September 2020
25
Shifting Gears
Industry personnel and organization news
Brett Wood appointed to Senior Executive Officer of Toyota Industries Corporation Brett Wood, the President & CEO of Toyota Material Handling North America (TMHNA), was recently appointed to Senior Executive Officer of TMHNA’s parent company, Toyota Industries Corporation (TICO). Wood becomes the only nonJapanese TICO executive. Wood, a 31-year veteran of Toyota, will maintain his current responsibilities as TMHNA President & CEO in addition to his new role as an officer of TICO. “Brett’s appointment as a TICO executive properly reflects the significant contribution he has made to our company’s material handling equipment business,” said TICO Chairman Ted Toyoda. “I look forward to Brett’s continued contribution to the global TICO Group in this new role.” www.toyotaforklift.com
Combi-CS pedestrian stacker wins prestigious IFOY Award Combilift is a winner at this year’s IFOY Awards 2020– one of the most prestigious and hotly contested international awards in the materials handling industry that honors the best products and solutions of the year. The company won the Warehouse Truck Lowlifter Category with its innovative CombiCS pedestrian counterbalance stacker. The Combi-CS is the only pedestrian counterbalance stacker that will operate in a conventional reach truck aisle for spacesaving and productive storage and handling. www.combilift.com
TVH promotes White to Sales & Business Manager: Industrial Parts TVH in the Americas (TVH), has announced that Jennifer White has been promoted to Sales and Business Development Manager, Industrial Parts, for the Americas. In her new role, Jennifer will lead TVH’s Industrial Parts and Accessories sales division, 26
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September 2020
grow sales and enhance the customer experience. Jennifer began her career at TVH as an Inside Sales Representative where she distinguished herself for her excellent customer service skills and was soon promoted to Assistant Sales Manager. www.tvh.com
ROVA names Chuck Moyer to position of President ROVA has named Charles (Chuck) Moyer of Franklin, TN to the position of President. In this capacity, Moyer will work with company CEO Thomas McGrath as the firm takes its unique concept of pairing independent contract drivers to businesses in need of deliveries to a national audience. He brings an extensive resume of service to his role with ROVA, which spans 42 years in the transportation industry. He has served as a Senior Executive in a number of Supply Chain Management capacities. Thirty-six of those years were spent in Final Mile (hub to destination) logistics, four years were in regional trucking/warehouse operations, and two years air freight. His background also includes fifteen years in private equity/M&A (mergers & acquisition) experience.
www.rovahq.com
MHS wins SDCE 100 recognition for UPS hub expansion MHS announces its recognition on Supply and Demand Chain Executive’s list of innovative supply chain projects. The company earned its place on the 2020 SDCE 100 for the design and implementation of high-performance automated systems in the expanded UPS ground operations hub at its Louisville Centennial campus. MHS completed the project six months ahead of schedule and more than doubled the now one-millionsquare-foot facility’s throughput to 85,000 packages per hour. www.mhsglobal.com
HELI PARTS
LARGE INVENTORY 96% Availability. Stock items will ship same day. FOB Denver, CO. Free shipping on any stock order over $500.
Call and Order Today
5165 Vasquez Blvd. • Denver, CO 80216 888-639-HELI • 303-292-0639
www.HeliForkliftUSA.com www.MHWmag.com
September 2020
27
Shifting Gears
Industry personnel and organization news
MHI cancels 2020 Annual Conference and creates a digital event for its members MHI has decided to cancel its 2020 annual Conference in Florida and replace it with a new digital event for its membership. "Due to the pandemic, it is with a heavy heart that for the first time in our 75-year history, we have made the decision to cancel our 2020 Annual Conference that was to be held in Orlando, Florida the week of October 12th." said Geroge Prest CEO of MHI. " What we are going to do is deliver member value through a digital event that includes two keynotes, a Transformation Age Roundmap 3.0 panel, and all industry group and community meetings.
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 28
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September 2020
"Roadmap 3.0 Panel: Transformation
Age: Shaping Your Future
October 6, 10:30-11:15 AM The meetings will include a pre-event panel discussion on the U.S. Material Handling & Logistics Roadmap 3.0: Transformation Age: Shaping Your Future. The panel will be moderated by Roadmap 3.0 author Emmy Lou Burchette, Burchette & Associates and Thomas Boykin, Deloitte Consulting. Panelists include Brett Wood, CEO of Toyota Material Handling, Melonee Wise, CEO of Fetch Robotics and Naras Eechambadi, CEO of Quaero.
Keynotes October 12, 1:00-2:00 PM Building Your Brand as a Leader and a Company During Challenging Economic Times Dorie Clark, Branding Expert and Author Branding expert Dorie Clark will discuss how to cultivate a powerful professional reputation both as an individual leader and as a company. With the current global environment, now more than ever companies and professionals need to continue to reinvent themselves and ensure that others recognize their unique skills and abilities. October 15, 1:00-2:00 PM Risks and Opportunities Ahead: Strategies and Scenarios Jason Schenker, President of Prestige Economics and the Chairman of The Futurist Institute COVID-19 has created wildly high uncertainty for the economy, the job market, housing, financial markets, the 2020 election, and national security. Join MHI Partner Jason Schenker for a fast-paced review of the current state of these risks and an essential deep dive into the outlook ahead for material handling equipment manufacturing, supply chains, e-commerce and automation. The digital event will be at no charge for MHI members https://go2.mhi.org/ P000c0ZV3Q0Qv20J0smU2T0
QUALITY MATTERS
When “Close Enough” Isn't Good Enough...
QUALITY. PRECISION. PERFORMANCE.
At MVP, we pride ourselves on providing outstanding quality, drop-in replacement parts. We don’t use phrases like “close enough” or “will fit.” Our staff scrutinizes over parts before we add them, making sure that we can be proud to put our name on each one. The extra investment and commitment to quality means your customers will get a part that will fit and perform just as the original did -- making you look like the expert! For over 20 years, equipment dealers and service centers have trusted MVP with their business. You, too, can count on MVP’s PROVEN, quality and performance to make your customers happier and your job easier!
At MVP, You’re the Most Valuable Person!
1.800.870.0687 mor-value.com E-mail: info@mor-value.com Fax: 616.406.3125
Wholesale Only.
PUT THE MVP SPECIALIST TO WORK FOR YOU! www.MHWmag.com
September 2020
29
New Products
See more new products online at www.MHWmag.com
Hyster & Yale launches wearable Sensor- Orbis launches new sustainability Driven Solution to promote social initiative to repurpose coastline waste ORBIS® Corporation is distancing As businesses reopen with social distancing protocols in place, Hyster/Yale announced a proximity tag solution to help promote compliance. The system uses wearable tags that vibrate whenever personnel gets too close to each other, based on input from proximity sensors and predetermined distance settings. “From the shop floor to the conference room, businesses are taking action to address health and safety concerns as people get back to work,” says Steven LaFevers, Vice President, Emerging Technology, Hyster Company. “The proximity tag solution is an effective choice to promote social distancing throughout an organization, offering a simple yet effective technology platform at an attractive value. The alert effectively grabs user attention, but remains hushed to avoid fatigue and frustration that might risk employees abandoning the technology.” www.hyster.com www.yale.com
CLARK partners with Flux Power to supply Lithium-Ion batteries CLARK Material Handling Company (CLARK) has partnered with Flux Power to provide the family of CLARK Dealers and end-users with up-to-date lithium-ion power options that outlast and outperforms most, if not all, comparable options and at a lower cost with fewer replacements needed. “We’ve listened to our dealers and to our end-users. After extensive industry research, CLARK identified Flux Power as the best partner for providing a superior product that meets or exceeds our dealer and customer requirements,” said Charlie Chwasz, North America Aftermarket Sales Manager. This partnership will provide customers with a maintenance-free alternative that reduces owner operating costs,” Chwasz added. www.clarkmhc.com 30
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offering a new recyclable plastic material for use in a variety of its reusable packaging solutions. ORBIS’ Ocean in Mind program incorporates packaging made with recycled plastic material recovered near major waterways, helping to clean up coastline waste and stimulate local economies. Once collected, the plastic is sorted, reprocessed, and used to make reusable packaging for the supply chain. ORBIS collaborates with customers to integrate this material into products to fit their specific supply chain needs and sustainability goals. www.orbiscorporation.com
GIS launches new Chain Hoists, Trolleys Swiss electric chain hoist manufacturer GIS AG has launched two additions to its GP series and a new generation of trolleys. The GP1600 and GP2500 electric chain hoists expand the capacity of the range to 6,300kg, while the GHF/ GMF manual and motorized trolleys match-up with higher capacity in addition to optimized, quiet running and extended service life. The GP2500 is a first in the company’s 60-year history in that it enables an increase in capacity from the previous 5,000kg in two-fall operation and lifts 3,200kg in a single fall. The GP1600 boasts a lifting capacity of 2,500kg (one fall) or 4,000kg (two falls). the 12kg light GPM250, with 320kg lifting capacity, up to the two new powerhouses—available immediately. www.gis-ag.ch/swiss-lifting-solutions
For more New Products go to
www.MHWmag.com
MHI releases new Casters, Wheel, and
** FORKLIFTS WANTED ** We Will Buy Quantities! Call Us With Details - We Want Your Surplus Stock 2016 TOYOTA 8HBW23
2009 TOYOTA 8FGU25
2014 TOYOTA 8FBCU25
27X48, Hours: 1,000
189” Mast, Hours: 3,000
240” Mast, Hours: 5K Drive Refurbished
4 UNITS IN STOCK
8 UNITS IN STOCK
2 UNITS IN STOCK
$
2,500
$
11,900
$
15,500
2014 TOYOTA 8BRU18
2015 TOYOTA 8FGCU25
2014 TOYOTA 8BNCU18
192” FSV Mast, Hours: 7,000
189”FSV Mast, Hours: 6,900
203” Mast, Hours: 6,000
4 UNITS IN STOCK
1 UNIT IN STOCK
$
9,900
$
8,900
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#6362
FORKLIFTS & NARROW AISLE EQUIPMENT
866.506.2200 oshai@shoppas.com ShoppasMaterialHandling.com
www.MHWmag.com
September 2020
31
New Products
See more new products online at www.MHWmag.com
Accessories Guide 101
I-Pro introduces new camera series
MHI’s Industry Group, ICWM (Institute of Caster and Wheel Manufacturers), has recently published Casters, Wheels and Accessories Guide 101 to help you learn everything you need to know about casters and wheels. The document details everything from different caster types, configurations, brake and locking mechanisms, to wheel types and accessories. To download the PDF, see link below.
Panasonic i-PRO Sensing Solutions Corporation of America, formerly Panasonic Security Group in the U.S. and now branded as i-PRO, is launching its new series of surveillance cameras with artificial intelligence (AI) engines. The new i-PRO X-Series enable analytical applications on the network edge, further optimizing performance, system bandwidth and storage requirements. The new i-PRO Extreme X-Series includes six (6) new models with 5MP or 4K resolutions in an indoor and outdoor vandal-resistant dome or box configurations. The 5MP models will be available in August, and the 4K models will be released in October.
www.mhi.org/downloads/industrygroups/icwm
Janam unveils affordable temperature sensing Kiosk Janam Technologies, a provider of rugged mobile computers and contactless access solutions, today unveiled the newest addition to its Guardian family of access management hardware solutions. With advanced thermal imaging and facial recognition technology, GT2 is an extremely affordable and easy-to-deploy temperature sensing kiosk that quickly and accurately reads the body temperature and confirms the identity of individuals entering a facility. www.janam.com/products/gt-series
TVH helps customers keep Workplace Safe with COVID-19 Decals TVH in the Americas (TVH) is helping fight the spread of COVID-19 with a new line of social distancing decals. This series features a selection of five decals, encouraging safe social distancing and the wearing of appropriate safety gear. Extremely durable and highly visible, these decals can withstand the wear and tear of daily use and stand up to high-activity traffic from even your heaviest equipment. These decals are available in both Spanish and English and come in feet or metric measurements.
www.tvh.com
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www.surveillance.i-pro.com
Signode introduces new label application system Signode has introduced a new, enhanced version of its premier Little David LDLA500® apply-only labeler. The LDLA-500-V2 ’s enhanced features include a larger color touchscreen, a faster CPU module, an open web path, improved touchscreen response, easier and simpler screen replacement, and both ALP and LCIJ systems. Manufactured using smart sensing controls, the LDLA-500-V2 achieves precise label placements, maximizing productivity for high-speed operations. Servo-controlled label dispensing ensures wrinkle-free application. www.Signode.com
For more New Products go to
www.MHWmag.com
www.MHWmag.com
September 2020
33
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
34
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September 2020
➤ PALLET JACKS ➤ Pallet Trucks
➤ Emission Analyzers Visit our website to learn more about reducing carbon monoxide (CO), saving fuel and operating equipment at peak performance.
EZ-Lift Quality Scales and Scissorlifts too
...The Exhaust Experts
Chicago & CA Stock
ATLAS INTERNATIONAL LIFT TRUCKS 1815 Landmeier Rd. • Elk Grove, IL 60007 (847) 678-3450 • Web: www.atlasd2d.com
Phone: 847-487-2780 • www.blankeindustries.com
➤ POWERED INDUSTRIAL TRUCKS
➤Pallet Jacks 800 Trucks In Stock
All Makes and Models Chicago and California Stock
ATLAS INTERNATIONAL LIFT TRUCKS 1815 Landmeier Rd. • Elk Grove, IL 60007 (847) 678-3450 • Web: www.atlasd2d.com
➤ RACK / SHELVING
➤ Pallet Truck Parts
➤ New • • •
Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames
800-939-DYNA (3962) www.dyna-rack.com
➤ Manufacturer/Suppliers
➤ REPAIR SERVICES ➤ Motors (Electric) ...is the solution to all your electric D/C, A/C, Wind Turbine & GSE Motor needs. New • Rebuilt • Motors • Armatures • Parts Locations Coast to Coast
800-435-9346 | www.warfieldelectric.com
➤ Manufacturer/Suppliers and Transmissions
➤ Transmissions
Reman Engines, Transmissions, Drive Units, Steer Axles & Differentials
800-447-3967 | www.charnor.com ➤ Steer Axle Assembly
Reman Transmissions, Drive Units, Differentials & Torque Converters
800-447-3967 | www.charnor.com ➤ SAFETY PRODUCTS
Steer Axles
800-447-3967 | www.charnor.com ➤ Tires/Wheels
VULKO TREAD
THE BEST POLYURETHANE WHEELS AND TIRES
AVT
AMERICAN VULKO-TREAD CORPORATION
690 Chase Ave., Elk Grove, Illinois 60007 Phone: 847-956-1300 • Fax: 847-956-1339 • 800-323-6052
Website: www.avt.us • E-mail: avtsales@avt.us
www.MHWmag.com
September 2020
35
➤ 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
LOOKING FOR BATTERIES & CHARGERS?
Forklift has over 300+ online right now. Enersys now has their used batteries on Forklift.
Next deadline is Tuesday, September 1.
ENERSYS 12-090-13
ENERSYS 12-125-15
3,009 USD
4,632 USD
24V/540Ah
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.
2018
24V/875Ah
2018
EnerSys, Pennsylvainia
EnerSys, Pennsylvainia
ENERSYS 18-090-29
ENERSYS 12-125-13
7,250 USD
3,876 USD
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!
ECOTEC Ltd. LLC 150 Marybill Dr. • Troy, OH 45373 P: 937.606.2793 • F: 937.606.2026 www.ecotecbatcharger.com
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September 2020
QUALITY& VALUE For Over 60 Years
Power Steering Units Cylinders Pumps Valves
New & Remanufactured Exchange Precision Remanufactured Hydraulic Parts
15600 W LINCOLN AVE P.O. BOX 510269 NEW BERLIN WISCONSIN 53151 PH: 262-641-8000 FAX: 262-641-8010 A SUBSIDIARY OF HADER INDUSTRIES INC.
HYDRAULIC SERVICES AND MANUFACTURING
www.haderinc.com • e-mail: hadersales@haderind.com
www.MHWmag.com
September 2020
37
Shifting Gears
Industry personnel and organization news
Women In Trucking Association names 2020 Top Woman-Owned Businesses in Transportation
Companies named to the 2020 “Top Woman-Owned Businesses” list and the primary female business owners are:
Redefining the Road magazine, the official magazine of the Women In Trucking Association (WIT), announced the recipients of the 2020 “Top Woman-Owned Businesses in Transportation. ”The list was created to recognize women in leadership and encourage more women to become proactive leaders in their organizations – and even start their own businesses, according to WIT president and CEO Ellen Voie. The program supports WIT’s overall mission: To encourage the employment of women in the trucking industry, promote their accomplishments, and minimize the obstacles they face. Criteria used to identify qualified applicants include majority ownership by a woman, financial stability and growth, innovation, and entrepreneurial spirit. Each company was nominated and chosen based on business success and accomplishments–including those related to gender diversity.
AGT Global Logistics (Angela Eliacostas, President and Founder) Aria Logistics (Arelis Gutierrez, President and CEO) Brenny Transportation, Inc. (Joyce Brenny, CEO and Founder) Kenco (Jane Kennedy Greene, Owner Chairwoman) Knichel Logistics (Kristy Knichel, CEO and President) Powersource Transportation (Barb Bakos, President and Owner) RFX Inc. (Kimberly Welby, President and CEO) Rihm Family Companies (Kari Rihm, President and CEO) S-2international, LLC (Jennifer Mead, CEO) Tru-Pak Moving Systems (Allyson Siegel, CEO and Owner) United Federal Logistics Inc. (Jen Behnke, President and Owner) Veriha Trucking, Inc. (Karen Smerchek, President) www.womenintrucking.org
WERC to become a division of MHI
The Material Handling Industry (MHI) and the Warehousing Education and Research Council (WERC) announced this earlier this month MHI’s acquisition of WERC which will offer expanded knowledge and educational resources to both association’s audiences. MHI has acquired the assets of WERC and will operate WERC as a division of MHI. The expanded association will serve MHI’s 840 member companies and WERC’s 750 professional members. www.mhi.org www.werc.org
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September 2020
Largest online market for used forklifts, attachments and work platforms with 99,248 offers.
2006 Bendi B30 42E-180D The Forklift Pro Pineville, NC | 704 716-3636
TCM FGC25 1 Source Material Handling Irwindale, CA | 818 838-1688
2008 Mitsubishi FGC30N2 Santana Equipment Trading Co. Chicago | 847 775-7400
Hyster N30XMDR3 Toyota Material Handling Northern California Livermore, CA | 510 675-1102
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Hyster N35ZR2 Russell Equipment Company Twinsburg, OH | 330 405-8300
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2014 Bobcat S570 Discount Forklift Denver, CO | 303 619-0428
2012 Hyster GC080VX 1 Alta Equipment Company Livonia, MI | 248 449-6700 ext. 1898
Crown PE4500-80 Russell Equipment Company Twinsburg, OH | 330 405-8300
Toyota 7FGU25 7 Worldwide Forklifts Inc. Fort Lauderdale, FL | 954 768-9875
2003 Hyster H50XM M.H.E. Inc Long Branch, NJ | 732-571-6112
2013 Crown RC5535-30TT190 Santana Equipment Trading Co. Phoenix, AZ | 623-271-6700
2002 CAT Lift Trucks GC30K Discount Forklift Denver, CO | 303 619-0428
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2009 Komatsu FG25ST-16 1 Source Material Handling Irwindale, CA | 818 838-1688
2006 Mitsubishi FG40K The Forklift Store Denver, CO | 303 308-3944
2010 Nissan MCP1F2A20LV Santana Equipment Trading Co. Phoenix, AZ | 623-271-6700
Aisle Master 50W Russell Equipment Company Twinsburg, OH | 330 405-8300
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ALVA COFFMAN | DEAN MILLIUS | 877.638.6190 | sales@MHWmag.com
WWW.FORKLIFT-INTERNATIONAL.COM
www.MHWmag.com
September 2020
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Industry Insight Data provided by EDA, a product of Randall-Reilly BY RANDALL-REILLY
Lift Truck Market Trends Each month, we give you a snapshot of industry data that’ll let you see where buying activity has been so that you can proactively stay in touch with the needs and habits of your market. Due to the unprecedented coronavirus pandemic, state filings may be lower than usual. As our team works diligently against the challenges of COVID-19, our credible and verified data can drive strategic decisions for your business during this trying time. Market Trends, Updated 7/29/20
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. Boston Sword & Tuna Inc Class 3 Yale
Boston, Ma
Bowman Fruit Sls Llc Class 4
Timberville, Va
9 9
Litehouse Inc I/C Lift Trucks - No Model Crown
Sandpoint, Id
8 8
Indl Axle Co Class 1
Elkhart, In
8 8
Medley, Fl
7 7
Toyota
Toyota
Intl Cruise Food & Hotel Sup Class 2 Raymond
13 13
Data provided by EDA, a product of Randall-Reilly. For more detailed information visit www.edadata.com/resources/industryinsight/lift-trucks.aspx 40
www.MHWmag.com
September 2020
Top 20 Equipment Lenders
Displays the top 20 lenders nationwide for each of EDA’s eleven industries, based on financing activity results added by EDA in January 2020. The results are based on all financing statements of sale and lease transactions for new equipment only. Toyota Inds Commercial Fin Inc .............................113 Wells Fargo Bank ..................50 Bank Of The West.................29 P N C Eqt Fin Llc ................15 Wells Fargo Eqt Fin ..............15 U S Bank Eqt Fin .................10 Sumitomo Mitsui Fin & Lsg ...6 C I T Bank .............................6 J P Morgan Chase Bank ..........5 M & T Bank ...........................4
1st Natl Bank..........................4 De Lage Landen Fin Svc .........4 Farm Credit Lsg Svc Corp ......3 Indl Lsg Co ............................3 Bank Of Hi ............................3 Corp Svc Co ..........................2 T C F Natl Bank ....................2 Vystar Cu ...............................1 Truist Bank .............................1 Three Way Lsg Co ..................1
Data provided by EDA, a product of Randall-Reilly. For more detailed information visit www.edadata.com/resources/industryinsight/lift-trucks.aspx
Host and Founder of The New Warehouse Kevin Lawton interviews material handling, distribution, and logistics leaders who are doing new and innovative changes in their business. You can hear the current and past podcasts by going to www.MHWmag.com. If your company would like to be interviewed or if you know of someone we should interview, call Material Handling Wholesaler or email editorial@MHWmag.com. To advertise in this new exciting feature, contact Alva or Dean at 877 638-6190
www.MHWmag.com
September 2020
41
Flight Systems Industrial Products 1-800-333-1194 · shop.fsip.biz
HIGHLY EFFICIENT • • •
NEXT DAY SHIPPING
Suitable for lithium, flooded, AGM & gel Single-phase & three-phase options Fully programmable via display
&
FULLY PROGRAMMABLE
Advertiser's Index ___________________________________________________ ADVANCE METALWORKING COMPANY, INC. . . 22
GRINDSTAFF ENGINES, INC. . . . . . . . . . . . . . . . . 3
RESONANT DEALER SERVICES. . . . . . . . . . . . . . 28
ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . 7
H&K EQUIPMENT COMPANY . . . . . . . . . . . . . . . 38
SAFETY SYSTEMS & CONTROLS INC. . . . . . . . . 20
AMERICAN INDUSTRIAL TRANSMISSION, INC . 13
HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 37
SHOPPA'S MATERIAL HANDLING . . . . . . . . . . . 31
AMERICAN VULKO-TREAD CORP. . . . . . . . . . . . 43
HELI AMERICA INC . . . . . . . . . . . . . . . . . . . . . . . . 2
SUMMIT METAL PRODUCTS, INC. . . . . . . . . . . . 16
DACS, INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12
HYDRA SMOOTH CORPORATION . . . . . . . . . . . 17
SUPERIOR ENGINEERING . . . . . . . . . . . . . . . . . . 24
DYNA RACK . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1
INDUSTRIAL FORKLIFTS . . . . . . . . . . . . . . . . . . . 27
SUPERIOR TIRE & RUBBER CORP. . . . . . . . . . . . 25
EAXTRON . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 33
INTERTHOR, INC. . . . . . . . . . . . . . . . . . . . . . . . . 10
THE FORKLIFT PRO . . . . . . . . . . . . . . . . . . . . . . . 18
ECOTEC LTD. LLC . . . . . . . . . . . . . . . . . . . . . . . . 36
JOSEPH INDUSTRIES, INC. . . . . . . . . . . . . . . . . . . 6
THOMBERT, INC. . . . . . . . . . . . . . . . . . . . . . . . . . 11
ENGINE POWER SOURCE . . . . . . . . . . . . . . . . . . . 9
LAUGFS USA LLC . . . . . . . . . . . . . . . . . . . . . . . . 19
TOYOTA FORKLIFTS OF ATLANTA . . . . . . . . . . . . 5
FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP) 15, 42
MAC RAK INC. . . . . . . . . . . . . . . . . . . . . . . . . . . 23
TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15, 44
FORKLIFT-INTERNATIONAL.COM . . . . . . . . 36, 39
MOR-VALUE PARTS COMPANY . . . . . . . . . . . . . 29
WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . 21
MORE ADVERTISERS & RESOURCES AT www.MHWmag.com 42
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September 2020
Celebrating 57 Years of Excellence!
Innovative research and quality products have made us the oldest supplier of Polyurethane industrial wheels and tires in the United States. WE’RE PROUD OF THAT! Whether your forklift is Crown, Raymond, Yale, Hyster, Toyota, or any other model, we have your wheels and tires. We also offer a complete line of wheel bearings, as well as high quality mast guide bearings. Great price, high quality, prompt service. We invite you to Join The Leader!
OUR PARTS, YOUR Business 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