W
H A IN T'S SI D NE E! W !
An Employee-Owned Specialty Publications International, Inc. Magazine
ISE INlesaler T R E ADVHandling Who
rial Mate
dline a e D Ad R 30
Next , OCTOBE IDAY
FR
an at e D r lva o Call A
90 1 6 . 8 3 6 . 7 7 8
www.MHWmag.com
November 2020
OPEN FOR SERVICE
THE DEALERS’ SOURCE FOR PORTABLE RACKS™
STOCK PROGRAM AVAILABLE Stack and Store Your Product with Dyna Racks!
Call For Assistance In Solving Your Storage Problems! For additional literature and pricing information, call
800-939-DYNA (3962)
sales@dyna-rack.com | www.dyna-rack.com MADE IN THE USA
$10
NOVEMBER 2020 • VOL. 41 NO. 11
Dean Millius General Manager/Publisher Alva Coffman Account Executive
during Pandemic Eileen Schmidt COLUMNS
20 Shifting Gears
28 New Products
34 Industry Insight
ADVERTISING CALL 877.638.6190 Email: dmillius@MHWmag.com • acoffman@MHWmag.com Material Handling Wholesaler reserves the right to reject or cancel any advertising for any reason, at any time. Advertisements that simulate Material Handling Wholesaler editorial matter in appearance or style or that are not immediately identifiable as advertisements are not acceptable.
Reader Resources
SUBSCRIPTIONS: Third class subscriptions are free to qualified firms. First class: $89.95 per year. Foreign First Class: $415 Surface: $310 per year. Mexico and Canada Surface $145 Airmail $175. Single copies: $10.00 each.
38 Source Directory
8 | Aftermarket Dave Baiocchi
42 Advertiser's Index
CSR best practices
12 | Bottom Line Gary Bartecki
SUBSCRIBE ONLINE AT:
www.MHWmag.com
In the next issue...
Your plan of attack
14 | Sales Trends Jeffrey Gitomer
16 Nuts & Bolts
art@MHWmag.com
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.
Industry News
4 | Automation surges
acoffman@MHWmag.com
Nikole Hoffman / Eric Faramus Production Lead / Graphic Artist
Product and Service Supplement Inside
COVER STORY
dmillius@MHWmag.com
Finding out “why” is easiest after you lose the sale
Material Handling Wholesaler, P. O. Box 725, Dubuque, IA 52004-0725 Toll-free: 877.638.6190 Phone:563.557.4495 Fax: 563.557.4499
THE FINE LINE OF THE MANUFACTURE AND DEALER RELATIONSHIP
Visit us Member of
Ad Deadline: October 30
th
ur ko ra c o e ! Ch site f age P b we Spec w ne
We make engines our business, see the difference
new cylinder heads with valves IN STOCK! Mitsubishi – Models 4G54, 4G63, 4G64 Mazda – Model FE & F2 GM – Model 1.6, 2.2, 2.4 & 4.3 Nissan – H20-II, H25, Z24, K21, K25 and TB42 Toyota – 4Y Volkswagon – 1.9 Diesel Volkswagon – 2.0 Diesel Yanmar – 4TNE92/98
ENGINES. CYLINDER HEADS. PARTS.
GRINDSTAFF Engines Inc. NEW ENGINES AVAILABLE & IN STOCK NOW! ✓ Professional Staff ready to help answer questions, fast quoting service and the know-how to get the job done right the first time. ✓ Pre-arranged freight discounts.
✓ ALL engines are “hot run” tested assuring a quality product when it leaves our facility. ✓ Centrally located in the Midwest for convenient shipping.
engines Allis-Chalmers • Chrysler • Continental Cummins • Deutz • Ford • GMC Hercules • IHC • Isuzu • Mazda Mitsubishi • Nissan • Perkins • Peugeot Toyota Volkswagen • Waukesha Wisconsin • Yanmar
new • rebuilt • exchange
1041 S. Vista Ave. • Independence, MO 64056 Call Rick or Dedee • Phone: 816.796.7676 Fax: 816. 796.6053 E-mail: rick@grindstaffengines.com • dedee@grindstaffengines.com
www.grindstaffengines.com
www.MHWmag.com
November 2020
3
Cover Story Eileen Schmidt
Automation surges during Pandemic He said Combilift leaders have noted that in terms of clients the company collaborates with, budgets for automation have not decreased. Still, the question of how the next three to six months will transpire lingers on. “I think it’s going to be more challenging for smaller companies,” said McVicar, regarding the longer-term picture of automation investment. But Combilift does offer a free warehouse design service, which has been especially popular in recent Automation in the warehouse setting has been months. increasing in recent decades, as companies look to boost efficiency and safety. Toss in a pandemic that “In the last four months, we’ve seen the demand necessitates social distancing within warehouses and is for warehousing space has never been as high as it has also driving a surge in e-commerce across industries, at the moment. A lot of that is driven by the need and automation becomes, even more, a part of the to social distance,” said McVicar, who said there has conversation. been a “100 percent increase” in the demand for the company’s service for free warehouse design. How are businesses approaching warehouse automation considering the ongoing issue of COVIDCombilift has implemented technology to make 19? This month, Material Handling Wholesaler asked for this service remote if preferred; having companies use a some feedback. camera to move through the warehouse so Combilift’s advisors can identify areas for optimizing design. “Automation really pervades every part of the warehouse; robots can assist in palletizing, depalletizing, It is part of a ground-up process in which Combilift picking, and transporting goods. They can also be evaluates warehouse operation. McVicar noted that used to clean and sanitize, which is obviously a big when it comes to automation, companies should look concern right now,” said Bonnie Friel, communications at optimizing and then automating so as to not spend manager at FORT Robotics. too much on antiquated systems in updates. She said many robotics companies have seen an Meanwhile, the evolution of automated offerings increase in demand since the pandemic started. continues. At TVH Americas, business development manager Chris Aiello said following the company’s “Workforces have been compromised since more acquisition of GEM One, the business now offers people need to stay home for health reasons to take the Sapphire V2, which includes remote monitoring care of the family. At the same time, people are doing systems for industrial forklifts with an android-based more online shopping and distribution centers need to touch screen and utilized cog base. run at full capacity to meet the demand,” Friel said. “In many cases, robots can reduce downtime and get The cloudmore work done with fewer people, increasing overall based system is 4G productivity.” Cellular enabled and includes GPS At Combilift, the focus is on specialized forklift features, impact trucks designed for specific market segments monitoring, impact and solution-based products. The company also detection, and manufactures the Aisle-Master, which allows for a digital OSHA working in smaller aisle spaces. operator safety “We’re living in a world where ‘automation’ has checklist. This allows the system to log the driver been the buzz word for a long time,” said CEO Martin accessing the system. “This is a very important feature, McVicar. especially nowadays with COVID contact tracing; it’s an electronic record of who operated the truck,” Aiello 4
www.MHWmag.com
November 2020
QUALITY USED MATERIAL HANDLING EQUIPMENT
ANYWHERE ANY BRAND ANY CONDITION ANY QUANTITY Buy or sell. Lift Truck nation is your single source used equipment dealer!
OVER 1000 UNITS AVAILABLE NOW!
HIGH CAPACITY
We have a vast selection of used material handling equipment varying in class, size, and fuel type.
THE GO-TO'S
NARROW AISLE PRODUCTS
Plenty of stock in the most common lift trucks seen in warehouses
Specialty lift trucks designed to save space!
Wesley Scott
Dexter Kim
Charlie Hand
770.375.7037 wscott@atlantaforkilifts.com
678-898-3969 dkim@atlantaforkilifts.com
charliehand@atlantaforklifts.com
Cost effective solutions for heavy lifting.
CALL US!
10 Enterprise Blvd SW Atlanta, Ga 30336
lifttrucknation.com
404-787-1354
404.373.1606 www.MHWmag.com
November 2020
5
Cover Story continued stated.That said, the system is a significant investment. Aiello said since the pandemic became widespread, a lot of new truck sales have slowed down. But, he added the investment in the Sapphire V2 system is a good investment for those looking to optimize their fleet, track utilization, and lower maintenance costs. In addition, more and more companies with rental fleets are looking for monitoring device solutions. Aiello said TVH prides itself on being a “one-stopshop” for parts and accessories and adding the GEM One product line fits with this mission. The GEM One support team is based in-house at TVH, offering customer support pre and post-sale and troubleshooting services as well. Some of the keys to the salability of the product is it comes standard with 4G cellular service and the touch screen for OSHA operator pre-shift checklists. The pricing includes a five-year cellular data subscription, so users do have to worry about monthly billing or having to get IT involved to connect to the service upon installation. At TVH Americas, business development manager Chris Aiello said following the company’s acquisition of GEM One, the business now offers the Sapphire V2, which includes remote monitoring systems for industrial forklifts with an android-based touch screen and utilized cog base. The system is WIFI enabled and includes GPS features, impact monitoring, impact protection, and a digital OSHA checklist. This allows the system to log the driver accessing the system. “This is very important with everything going on with contact tracing; it’s an electronic record of who operated the truck,” Aiello said. That said, the system is a significant investment. Aiello said since the pandemic became widespread, a lot of new truck sales have slowed down. But he said the investment in the Sapphire V2 system has been appealing to companies as they also OHIO RACK rental work on contact tracing and is We BUY & SELL helpful in knowing where their equipment is and how it is being Portable Stack Racks used. Flexible Packaging Aiello said TVH prides itself NEW & USED on being a “one-stop-shop” for 800-344-4164 parts and accessories, and then Fax 330-823-8136 adding the Gen. 1 product line Email: ohiorack@cannet.com www.ohiorack.com
6
www.MHWmag.com
November 2020
fits with this mission. The GEM One team is based in-house at TVH, offering customer support pre- and post-sale and troubleshooting services as well. Some of the keys to the salability of the product are the touch screen and the cellular service option. Once installed, users have a five-year subscription so as to not worry about monthly billing. At FORT Robotics, smart machines also offer automated solutions for the current era. “We have customers in warehousing and manufacturing as well as heavy equipment industries like construction and agriculture. Many different industries are embracing autonomous systems, and FORT’s goal is to help them accelerate their deployment and comply with safety regulations so that the people working with these machines are always protected - and ensure that these machines are protected as well from hackers or unauthorized use,” said Friel, at FORT. The company is a young one, just under two years old, according to Friel. “But we’ve already seen the reach of autonomous technology expand rapidly, and we’re growing right along with it,” she said. Friel said autonomous mobile robots (AMRs) are getting smarter and more efficient at taking over repetitive or dangerous tasks, doing more work, and working faster overall. “These trends will allow human employees to focus on work that’s more valuable and meaningful, and less repetitive or taxing physically,” she said, adding that autonomous forklifts are also becoming more common as they are able to work in denser aisles. She added that leveraging robots in close quarters allows employees to better observe social distancing. “They can work in different areas and stay farther apart, with robots acting as a go-between and transferring goods,” said Friel, noting with the FORT remote control, an operator can operate a robot or connected machine from a distance and reduce the need for sanitizing equipment after each use. At Combilift, McVicar noted that demand for warehouse space is at a premium. Currently, he said lumber prices are particularly high as the DIY market and modular building surge. McVicar envisions the latter trend continuing into the future as a variety of industries, such as schools, hospitals, and others, look at options for expanding facilities in the interest of social distancing.
Cover Story continued And Friel envisions trends of increased robotic use continuing after the pandemic. “Warehouse automation was expanding rapidly even before the pandemic,” she said. “COVID accelerated its adoption, and gave many companies an incentive to move forward with existing plans.”
For more Cover Stories go to www.MHWmag.com
Eileen Schmidt is a freelance writer and journalist based in the Greater Milwaukee area. She has written for print and online publications for the past 13 years. Email editorial@MHWmag.com or visit eileenmozinskischmidt.wordpress.com to contact Eileen. If your company would like to be featured, email editorial@MHWmag.com
Used parts Great deals on hard-to-find, early & late model parts for most makes and models
Please call
FORKLIFT PARTS CO.,INC. 8 0 0 . 4 4 1 . 3 7 7 1
•
8 1 7 . 8 4 7 . 7 2 2 7
Fax 817-847-6552
www.allbrandforklift.com • e-mail: joewerthmann@sbcglobal.net
www.MHWmag.com
November 2020
7
Aftermarket Dave Baiocchi
CSR best practices Last month we spoke about some of the nonproductive behaviors that some CSR’s fall into when their role in the organization is not clearly defined, or enforced. I want to continue that discussion in this article, and also talk about what practices CSR’s should be investing in. CSR highest and best purpose Let me again start with clearly defining the goal. In my view this should be the CSR’s mission statement: “To establish and maintain valuable partnerships with customers that manage expectations, and result in prudent and value-added management of the customer’s equipment fleet”. In my last article, I referred to the fact that many of the “tasks” we assign to CSR’s have little to do with meeting this objective. Chief among them is parts delivery and serving as the point person for service invoice disputes. Although there are times where these functions are necessary, they should be ancillary to the work of the CSR, not their primary purpose. I want to address one more area where CSR’s are constrained to invest far too much time. Service Quote Preparation Preparing and delivering quotes for emergency repairs, or even the suggested repairs found by the technician during a PM takes up far too much of the CSR’s “available face-time” in many dealerships. I may step on a few toes here…. but preparing service quotes is a job for parts personnel, service writers, and the service admin team. I’ve seen many a CSR tied to a computer in the middle of the morning trying to source parts or keyboarding in work descriptions for a pending quote. Let’s imagine a world where we assign the parts work to the parts department and the administrative work to the service administrators. The fact is, much of what is quoted through the service department is simply unnecessary. If we organize ourselves properly, we can short-cut the vast majority of the quote activity by providing technicians with the information necessary to provide quotes for the most common repairs on the spot. If you have a robust service menu program in place, (yes, here I go again), your technician can quote, close and complete 8
www.MHWmag.com
November 2020
dozens of repairs without ever involving the CSR, the parts department, or your service administrators. The last thing I want, is for my CSR to be chained to the desk preparing written quotes for radiator hoses, mast chains, and brake jobs. We need “field-ready” quoting tools made available to our technicians so that they can actually perform those repairs while they are still at the customer location. That’s actually the type of service the customer is expecting us to provide. Instead, we make quoting repairs a 2- or 3-day event and tie up multiple employees who are constantly being asked to re-invent the wheel. If you want to have a discussion about increasing retail service billing and profitability by putting a service menu system in place, please let me know. I’d love to help you free up your CSR’s so that they can do what you really hired them to do. CSR’s Prime Directive If a CSR is relieved of these time-consuming tasks, we can start pointing them at the mission statement. To be effective the CSR has to view themselves as a customer advocate. Their time must be devoted to developing fleet plans for customers that propose not only PM’s, but also extended maintenance, major service, fleet rotation, and equipment replacement. Any customer with more than two trucks should be visited at least twice per year. In these meetings the CSR should follow a standing agenda: • Cost per hour for each truck individually • Cost per hour for the fleet • Warranty expirations and recovery amounts • Suggested maintenance for the upcoming 6 months (based on expected hours) • Current PITOT compliance Yes, we are doing the PM’s, but if we don’t purposefully engage the customer at least twice per year, we will simply miss the opportunity to suggest maintenance services for the other systems that also require attention. The transmission, differential, hydraulic system, ignition system, cooling system, fuel system, brake system, and wheel bearings all need to be serviced. How many customers call in to schedule a transmission service on their forklift, because it has
There’s More To An EPS Reman Engine Than Meets The Eye. With EPS, you get the complete package.
One year warranty that we stand behind
Solid reputation in the industry for quality and integrity
Convenient, round trip freight, including prepaid, discounted outbound and return shipping
Knowledgeable application experts who can help you
Outstanding quality control – we do everything in-house
Large inventory of engines in stock ready to ship
Most major brands of remanufactured engines in stock including CAT, Chrysler, Continental, Cummins (B & C series), Deutz, Ford, GM, Hercules, Kubota, Mazda, Mitsubishi, Nissan, Perkins, Toyota, Waukesha and Yanmar. Factory-authorized remanufacturer for Bosch, Delphi, Denso, Stanadyne and Zexel fuel systems. When it comes to remanufactured engines and parts, sometimes what you don’t see is just as important as what you do. At EPS, we’re absolutely committed to delivering the best quality reman engines and parts available anywhere. At the same time, we also want to make it easy for you to get what you need as quickly as possible, so you can get back to work. That’s why we provide so many “extras” that are all part of the deal when you do business with us.
³ More than 500 remanufactured engines in stock, ready to ship. ³ A wide array of reman parts, pumps and injectors, and overhaul kits. ³ More than 35 years in business – one of the industry’s oldest, largest and most reliable suppliers. Call us for expert advice!
Call 1-800-374-7522
Cores Wanted
enginepowersource.com www.MHWmag.com
November 2020
9
Aftermarket continued accumulated 2400 hours? That’s right, NONE. We can’t expect our customers to track and schedule these services. We also cannot burden our technicians with this tracking. This is the number one job of the CSR, and it’s right in the middle of the mission statement. Partnering with customers to actively manage the customers fleet is the CSR’s prime directive and the majority of their time should be devoted to doing just that. Safety Inspections The CSR should also be a partner in safety and compliance. Every visit to a customer should include at least a cursory onsite inspection of the fleet for missing or damaged safety items. Where possible we should look under the hood and inspect for leaks, cracks, or missing hardware, but at minimum, this is what the list should include for all units: • Fork measurement (both wear and deflection) • Chain measurement (both stretch and wear) • Tire inspection (wear and damage) • LP tank inspection (leaks and age compliance) • Lighting system • Seat and seat belts
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
10
www.MHWmag.com
November 2020
• Alarms • OHG – (dents and damage) • LBR – (missing hardware) A report should be issued after each visit, showing safety compliance. This report should include prepriced quotations for repairs necessary to bring all trucks into safety compliance. Operator Training Current OSHA 29CFR.1910 rules require certification of operators when they are hired. Recertification is then required every three years. Violating these mandates puts the customer at great financial risk. To properly help the customer manage the fleet we have to include the operators. Helping the customer avoid OSHA fines is only the first benefit. Trained operators tend to operate equipment at lower costs. I believe this responsibility falls completely under the umbrella of the CSR. I may get some kickback here. Many dealers have an entire department and specialized trainers that perform this function. I think that’s great and should continue. What I am suggesting however is that the CSR be fully integrated into the activity happening in that department. They do not necessarily have to do the training themselves, but they should be a key participant in quoting the offering. They should also be compensated for training sessions that they initiate. It’s just one more area where the CSR can raise their stock value with the customer. If we truly want meaningful customer interactions, we have to invest in the relationship. CSR’s are requisite to that process. Give your CSR’s the proper mission, the proper tools and data, the proper time, and a system of accountability. This is how you build “customers for life”. 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.
For more Aftermarket go to
www.MHWmag.com
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
November 2020
11
Bottom Line Garry Bartecki
Your plan of attack Now that we are in the Fall of this wonderful 2020, I thought I would address planning for 2021. But sitting here 35 days before the election I find myself wondering how to address the topic I planned on covering. Considering the uncertainty on many fronts including the election, the COVID-19 mess, forthcoming stimulus programs, the rising government debt, interaction with China, mystery surrounding GDP growth, and further unrest carrying over into next year. Let us face it, this is crazy and something 99% of us never had to face before. Many of you with substantial distribution customers may find 2020 less disturbing than others. These customers may have even seen substantial growth if they play in the digital distribution business, leading to increased demand for material handling products and services. A win-win. What also helped across the board were the PPP funds and other stimulus programs that kept consumer spending at meaningful levels, which in turn kept these digital warehouse companies busy along with all other business entities that were exempt from closing. A second stimulus program is in the works as I sit here today, but one that will be for a smaller amount compared to the first which eventually could slow consumer spending, lower GDP, and thus cause those distribution companies that were at 100% capacity to slow down in Q4 and probably in Q1 of 2021. And If this slowdown turns into a recession in late 2020 or 2021 you can expect decreases in revenue and potential collection problems that could impact cash flow. The timing of these potential occurrences being the 800 lb. gorilla in the room. So where do we start with your Plan of Attack for 2021? 1. Make an honest assessment of where you stand so far in 2020. NO BS ALLOWED. 2. Do the same for Q4 2020. 3. Consider tax planning and how it can help with current and future cash flow. Time is running out regarding the 100% Bonus and Sec 179. See Steve Pierson’s article in last month’s issue. 4. Cash flow is still king. Not only breakeven cash flow but cash flow to cover debt service and bank covenants. 5. Produce conservative revenue budgets thinking there will be a slowdown within the next six months. 6. Adjust expenses to meet cashflow requirements using conservative revenue estimates.
Original & Aftermarket Parts for Most Equip.
FORKLIFTS & TIRES 713.460.8197 • 800.687.3884 fax: 713.460.5941 www.forkliftsandtires.com 12
www.MHWmag.com
November 2020
7. PUT EVERY EXPENSE ON THE TABLE FOR REDUCTION including payroll, related party contracts, and discretionary expenditures. 8. Personally, contact every major customer to get their input regarding the balance of 20 and the full year 2021. Pay particular attention to their budgets for parts and service. 9. Avoid additional debt from any source. 10. Stay in touch with our OEM’s and other dealers to see how things are going and what they are doing to meet cashflow requirements. 11. Investigate how technology can help reduce internal costs or reduce customer costs. 12. Stay out of trouble with your banks. Understand your loan agreements. 13. Use sensitivity analysis to guide the execution of your Plan of Attack. 14. See what revenue silos are going to deliver the highest profits and cashflow. 15. Keep your eyes open for opportunities, especially if you find yourself meeting your goals. 16. Take on weak competitors who have less control of their business. 17. Do not give up on marketing and sales programs. Be in constant touch with existing as well as potential customers. 18. GET YOUR PLAN DRAFTED ASAP. GET HELP IF YOU NEED IT. Thinking ahead beyond 20 and 21 our total government and personal debt loads along with increases in money supply are sure to cause both overall lower GDP growth and inflation. It is the “when” we cannot currently pin down, but it is out there to impact the future. Economists I follow are talking anywhere from $40-50 Trillion of government, business, and consumer debt. I believe the more you borrow the less you can spend or buy going forward. Said another way, debt brings future revenues forward, meaning less revenues in future years. Many of you may have experienced this phenomenon in your own business when you find that adding more debt is not feasible even though the reason for taking on the debt would increase revenues. In short, the more you owe the less flexibility you have in making financial decisions. Debt increases along with a slowdown = potential tax increases at all levels. But increasing taxes during a recession only makes the recession worse. As I said earlier THIS ENTIRE SITUATION IS CRAZY AND REQUIRES MANAGEMENT TO PLAN AND EXECUTE FOR POSITIVE CASH FLOW, not only for 20-21 and beyond. To me, it looks like we will be constantly looking over our shoulder to what is coming at us. Current financial setbacks have taken three to five years to correct themselves. This one will be no different and require constant revision of your PLAN OF ATTACK for the next few years. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry
Material Handling Network_Full page_7.625x9.875w change.indd 1
www.MHWmag.com
2/22/20 November 2020
8:46 AM 13
Sales Trends Jeffrey Gitomer
Finding out “why” is easiest after you lose the sale The sales dance. The prospect is as nervous about telling you NO as you are to find out if it’s YES. You often find yourself in a situation where you must convert a “no” atmosphere into a sale. The best time to do this is after the sale has been lost. This may seem a bit backwards, but consider these two facts: 1. The prospect often won’t tell you the real reasons (objections) for saying “no” during the sales courtship. 2. The prospect may not feel comfortable, doesn’t want to hurt your feelings, or doesn’t feel he owes you an explanation but doesn’t want to buy either, and feels awkward or embarrassed to say “no.” Prospects will give you “no” signals… • The party is usually over when the customer tells you things like…the budget, the board, the home office, the partner, call me next week. • Phone calls don’t get returned. • Proposals get delayed. And delayed. • My favorite is when they say “Call me on Tuesday at 10:00am.” You call like a faithful dog on the dot of ten (having anticipated the moment for several days) and his secretary says, “He’s on vacation today.” Success tactic: Here’s a way to never let that happen again: Get the prospect to mark his calendar at the appointed time (or it’s a shallow, worthless promise just like the person who made it). A salesperson will do every dance in the book to get the truth out of a prospect during the sales process. But your best advantage comes about after the answer “no” is uttered. After “no”… • The anticipation is over. • The nervousness is over. • The games are over. • The lies both blatant and “white” have all been told. Once the word NO has been said for the final time, the tension is over. The salesperson only has to ask for the real reason to get it. 14
www.MHWmag.com
November 2020
Only after “no” can you get down to the truth, find out what really happened, find out the real reason the sale was lost, and maybe even have a way to get back in and make the sale. Success tactic: Use a version of the lost sale close (act defeated). “Now that it’s over, Mr. Prospect, I wonder if you would mind helping me a little. I sell these copiers for a living, and my family has grown accustomed to eating (smile). I was certain our product was the best for your application, and I still don’t understand why you didn’t purchase. If you could share with me the real reason you didn’t buy it would help me get better, and perhaps help the next person in a way that I was unable to help you.” (For those of you that “already know everything” and doubt the validity of this tactic, just try it a few times you can’t lose a sale more than once.) The prospect is now more likely to tell the truth at this point (moment of weakness). You will be able to use the truth to your advantage in a number of ways: • To put the prospect in a superior position as friend, helper, and mentor. • To learn of competitive weaknesses. • Learn of company weaknesses. • Learn of personal weaknesses. • To learn the value of relationships (the ones others have that you wish you had). • To have an opportunity to get back into the sale by offering a solution. You can win by losing. Even if you can’t get this prospect to purchase, the information you have gathered will help you get the next one. Every time you lose a sale get the real reason you lost it…after it’s over. If you lose 100 sales a month, at the end of a year you’ll have 1,200 lost sale reasons and attempts to gain them back. If you’re successful only 5% of the time, that’s another 60 sales a year. If you don’t think it’s worth the effort, call me. I’ll take them. 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.
PARTS MORE With a selection of more than 42 million part numbers, TVH is the One-Stop-Shop for all your parts and accessories needs.
www.tvh.com
BOOST YOUR BOTTOM LINE
Flight Systems Industrial Products 1-800-333-1194 ¡ shop.fsip.biz
Attract new business. Prolong battery life spans and prove capacity gains. Reduce battery replacement costs. Reduce motive power related labor costs.
Contact a battery management expert to learn the science behind the Xtender Battery Regenerator.
www.MHWmag.com
November 2020
15
Nuts & Bolts
Acquisitions, expansions & other business news
Seegrid closes $52 Million in growth equity financing
PTDA’s Industry reports indicate recovery in 2021
Seegrid Corporation has announced that it closed a $52 million growth equity financing round, bringing the company’s total funding to date to more than $150 million. The investment round previously was announced when lead investor G2VP funded the first $25 million of the round. The company had the right to top off the round, which was oversubscribed, resulting in a total round of $52 million with additional funding from leading technology and robotics investors. Financial terms and names of the additional investors are not being disclosed, although the company can indicate that valuation is in excess of $400 million. www.seegrid.com
The second quarter 2020 Sales History & Outlook Report (SHOR) released by the Power Transmission Distributors Association (PTDA) continues to indicate the PTDA Distributors and Manufacturer SHOR Index annual averages will decline into early 2021 with subsequent rising trends lasting through at least year-end 2022. The COVID-19 pandemic has damaged the U.S. and global industrial sectors, bringing challenging conditions in terms of both supply and demand. However, rising leading indicators and government stimulus bode well for the recovery trend. ITR Economics anticipates that the power transmission industry will be nearly completely recovered from the pandemic’s impact by the end of 2022. www.ptda.org
THE FORKLIFT PRO Over 800 Forklifts available! • We’re not brokers, we own all our inventory!
Luc’s Pick
of the Month Yale Pneumatics: LP, Triple masts, Sideshift, and low hours. Priced from $7,950
(2) CombiLift CB6000 Side shifting Fork Positioner 4-Directional – LP More Combilifts always in stock!
#23139 2015 Rico PG300 30,000 lb capacity GM V8 running on LP – SSFP
#23322 2013 JLG 1930ES – 19’ Platform Height Multiple units available!
#22446 2014 Hyundai 70D-7A 15,500 lb capacity Kubota Diesel – 3 available, PRICED TO SELL
#23485 Bendi B40 – 255” Quad – LP
#23472 2006 Hyster H300D – Cummins diesel Fork Positioner – 96” Forks
VISIT OUR WEBSITE FOR ALL OF YOUR MATERIAL HANDLING AND EQUIPMENT NEEDS WWW.THEFORKLIFTPRO.COM • 704.716.3636 • 9801 Industrial Drive, Pineville, NC 28134 • ¡SE HABLA ESPAÑOL! BILL ZEMAK | bill@theforkliftpro.com JAKE AGNEW | jake@theforkliftpro.com
16
www.MHWmag.com
November 2020
LUC LEMIEUX | luc@theforkliftpro.com TIM SMITH | tim@theforkliftpro.com
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
www.MHWmag.com
November 2020
17
Nuts & Bolts
Acquisitions, expansions & other business news
IMHX gets back to business following Government’s events announcement
MHI officials look forward to ProMat 2021
The British Industrial Truck Association (BITA) and Informa Markets – joint owners of IMHX, the UK’s largest logistics and supply chain event – have welcomed the Government’s decision to allow business events and exhibitions to recommence in England from October 2020. The UK Government has also endorsed the “All Secure Standard” – a risk assessment framework for the safe delivery of live events, produced in cooperation with Informa Markets, other leading organizers, and the event industry’s trade bodies. The framework highlights the practical steps that should be taken to ensure exhibitions can operate safely and efficiently. www.imhx.net
There is a lot of uncertainty in the world today due to the COVID-19 pandemic. The team at MHI wants to assure all ProMat 2021 exhibitors and attendees that plans are fully underway to hold a safe and productive event in April 2021 in Chicago. Know that MHI is committed to making ProMat 2021 an exceptional event for both exhibitors and attendees. ProMat 2021 will be a combination of a live, face-to-face event: as well as, a digital platform to supplement the in-person event. www.promatshow.com
Remanufactured Transmissions, Engines, Torque Converters, Steer Axles, Overhaul Kits and Aftermarket Parts for: • Material Handling • Construction • Agricultural Equipment
800-321-9983 www.joseph.com sales@joseph.com Authorized Distributor
18
Authorized Distributor
Authorized Distributor
www.MHWmag.com
Authorized Distributor
Authorized Distributor
November 2020
CLARK Material Handling earns Top 10 rank among global forklift manufacturers, again CLARK Material Handling Company was recognized once again as a top-ten global manufacturer of forklift trucks for 2019. Modern Materials Handling (MMH) conducted the annual survey ranking global manufacturers by revenue. “As competition in the forklift market increases, and as each manufacturer works to deliver products during this volatile and uncertain period, this recognition of our team’s global efforts demonstrates our commitment to quality, durability, cutting-edge technology and low cost of ownership,” noted Dennis Lawrence, president and CEO at CLARK Material and Handling Company. Based in Lexington Kentucky, CLARK Material Handling Company, in addition to being credited with “inventing” the forklift sector, has been a supplier of forklifts for over 100 years. Privately held, the company’s annual revenues in 2019 were $783 million. www.clarkmhc.com
More Nuts & Bolts at www.MHWmag.com
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
November 2020
19
Shifting Gears
Industry personnel and organization news
Paul McDonnell steps down from United Rentals
United Rentals, Inc., has announced that Paul McDonnell, chief commercial officer, left the company on September 30, 2020. Mr. McDonnell will continue to provide advisory services to United Rentals in an independent capacity for 24 months. His leadership responsibilities with respect to sales and specialty operations will be absorbed under Dale Asplund, chief operating officer. www.unitedrentals.com
A-SAFE TrailerKerb wins award A-SAFE Inc. has been given a New Product of the Year award by Occupational Health & Safety (OH&S) magazine for TrailerKerb, a temporary barrier (or kerb) that provides resistance when forklift trucks get close to the edge of flatbed trailers during loading and unloading operations at the dock. A-SAFE, a manufacturer of protective guarding for warehouses, distribution centers, manufacturing facilities, and other workplace environments, launched TrailerKerb last year, since when it has been supplied directly to end-users and to the reseller/distributor marketplace. www.asafe.us
Manitex International, Inc. announces order for Fleet of Valla Electric Cranes with initial value of approximately $2.5 Million Manitex International, Inc. just announced that it has been awarded a contract by Collè Rental & Sales, of Sittard, Netherlands, for Valla electric cranes, valued at approximately $2.5 Million.The new order represents the largest single Valla order in the company’s 75-year history. The initial order is for more than 30 cranes that will join Collè’s rental fleet in the second half of 2020 and includes a number of the company’s electric, zero-emissions models, the Valla V80R, V110R, V36 R, and V200R. The order additionally provides the customer with the option to purchase approximately $1.9 Million of new Valla cranes in 2021. www.manitexinternational.com
James Murphy named Vice President of Cisco-Eagle, Inc. James Murphy became VicePresident of Sales for Cisco-Eagle, Inc of Little Rock on September 1. Cisco-Eagle is a material handling systems integrator, dealing in conveyor systems, storage, and automation for distribution and manufacturing clients. In Murphy’s new role, he will oversee national sales and strategy efforts, including training and development and strategic opportunities. www.cisco-eagle.com
NAW announces Eric Hoplin as new CEO
For More
Shifting Gears go to
www.MHWmag.com
20
www.MHWmag.com
November 2020
The National Association of Wholesaler-Distributors (NAW), the largest distribution public policy association in the United States that represents wholesaler-distributors and a federation of international, national, regional, state and local associations and their member firms, announced the appointment of Eric Hoplin as Chief Executive Officer, effective October 19, 2020. As announced in February, current CEO Dirk Van Dongen will retire after a 41-year tenure leading the organization. www.naw.org
** FORKLIFTS WANTED ** We Will Buy Quantities! Call Us With Details - We Want Your Surplus Stock 2015 TOYOTA 8FGCU25
2016 TOYOTA 8HBW23
2014 TOYOTA 8BRU18
189”FSV Mast, Hours: 6,900
27X48, Hours: 1,000
192” FSV Mast, Hours: 7,000
4 UNITS IN STOCK
4 UNITS IN STOCK
1 UNIT IN STOCK
$
8,900
$
2,500
$
9,900
2014 TOYOTA 8FBCU25
2009 TOYOTA 8FGU25
2014 TOYOTA 8BNCU18
240” Mast, Hours: 5K Drive Refurbished
189” Mast, Hours: 3,000
203” Mast, Hours: 6,000
2 UNITS IN STOCK
8 UNITS IN STOCK
$
15,500
$
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#6409
FORKLIFTS & NARROW AISLE EQUIPMENT
866.506.2200 oshai@shoppas.com ShoppasMaterialHandling.com
www.MHWmag.com
November 2020
21
Shifting Gears
Industry personnel and organization news
TVH Americas promotes Hochhalter to Senior Business Development Manager, Industrial Parts TVH in the Americas (TVH) has announced that Loren Hochhalter has been promoted to Senior Business Development Manager, Industrial Parts, for the Americas. In his new position, Loren will continue working to promote the growth and success of the Industrial Parts Sales Department and will be responsible for leading the Industrial Parts Business Development Team. Loren started with TVH in February of 2017 as the Western Regional Business Development Manager. During his time at TVH, he has continued growing sales and enhanced customer experience. With 20 plus years in the rental industry, his background has given him a well-rounded understanding of how to improve customer satisfaction. www.TVH.com
ICAN R E A M A DE M
Pallet Rack Avenger hires new VP of Sales Pallet Rack Avenger welcomed Dennis Sutkowski as their new Vice President of Sales. Dennis comes to Pallet Rack Avenger with 28-years of experience in the warehouse supply industry for multiple Fortune 500 companies. As VP of Sales, his responsibilities include bringing a tighter focus on the benefits and importance of pallet rack repair to warehouse distribution centers nationwide. GOTRACK.COM, Pallet Rack Avenger Owner and CEO, Alan Bridges, expressed his confidence that Dennis is the right fit for the job, saying: “Hiring Dennis corresponds with the Pallet Rack Avenger business growth strategy, which is to innovate the product line, and procure experienced experts. With his excellent record in project management and industry knowledge, it makes him a winning fit for the team.” www.palletrackavenger.com
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 22
www.MHWmag.com
November 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
November 2020
23
Shifting Gears
Industry personnel and organization news
RM2 opens new Hygienic Pallet Washing facility in N.W. Arkansas
Women In Trucking announces its October 2020 Member of the Month
RM2 just announced the grand opening of the Company’s newest automated pallet wash and sort facility in Rogers, Arkansas. The 4.5-acre facility is RM2’s third automated wash facility and 33rd network location in the U.S. and is strategically located to support key customers’ hygienic pallet needs. The facility, which is operated in partnership with RM2’s logistics partner, Priority Global Express Inc., has a 1.2 million annual pallet washing capacity and will create up to 45 jobs in Northwest Arkansas. www.rm2.com
The Women In Trucking Association (WIT) has announced Tracy Gaudette as its October Member of the Month. She is a professional team driver with US Xpress. Gaudette’s mother and step-father were team drivers in the late 1980s. She had always thought it would be the perfect career for her. However, as a single parent to a small child, she decided to put that dream on hold. After raising two daughters, she made that dream a reality just five years ago. In June 2018, Gaudette was selected as US Xpress’ Team Driver of the Month and overall Team Driver of the Year the same year. In 2019, she was selected to be a Wreaths Across America driver. www.womenintrucking.org
Don’t get nailed... ... by costly injuries and damage from hazardous metal debris.
3-in-1 Magnetic Sweeper with Quick Release • Efficiently clears warehouse aisles, driveways and other high-traffic areas • Five models available with adjustable ground clearance, in widths from 48” to 96” TOW
MOUNT
HANG
Check out the versatility and simplicity! Watch the video at magnetsource.com/3in1
Buy Online: magnetsource.com/3in1 or Call 800-525-3536 24
www.MHWmag.com
November 2020
Tackle your heaviest load with confidence. We’ll guarantee it.
Cushothane® XL™
1.800.289.1456 www.SuperiorTire.com
40 Scientific Rd., Warren, PA 16365 ©2020 Superior Tire & Rubber Corp. All Rights Reserved.
www.MHWmag.com
November 2020
25
Resonant Dealer Services
TIRED OF UNPROFITABLE PM’S?
Do more for your forklift fleet. • Speed Limiters
• Zone Speed Control • Shift Inhibitors
IT DOESN’T HAVE TO BE THIS WAY.
• Ignition Interlocks
• Plug & Play Installation • TEX™ Telematics with Access Control / Impact Sensing
MADE IN THE USA
CALL ME FOR STRATEGIES ON HOW TO STOP THE PM PRICE WAR!
DAVE BAIOCCHI
209.652.7511 | DAVE@RESONANTDEALER.COM
WWW.RESONANTDEALER.COM
(800)-318-2022 www.loadingzonesafety.com
WE RENT BIG TRUCKS
TAYLOR X550M (3 UNITS)
NORDCO RNL30/45
TAYLOR XC300M
KALMAR DCE160-12
MAST 152/136, 55,000 LB CAP, 96” FORKS, PNEU TIRES, DIESEL, POWERSHIFT, CAB, SIDE SHIFT, FORK POSITIONER.
YR. 2018, MAST 107/96, 30/45,000 LB CAP, 96” FORKS, LPG, POWERSHIFT, SOLID TIRES, OHG, SIDE SHIFT, FORK POSITIONER.
YR. 2015, MAST 105/91, 30,000 LB CAP, 96” FORKS, LPG, AUTO, SOLID TIRES, OHG, SIDE SHIFT, FORK POSITIONER.
YR. 2011, MAST 141/48, 36,000 LB CAP, 96” FORKS, DIESEL, POWERSHIFT, PNEU TIRES, CAB, SIDE SHIFT, FORK POSITIONER.
1-800-961-TRAN (SC) Contact Bill, Ryan or Patsy
AMERICAN
TRANS
Hardeeville, SC PHONE (843) 784-7844 FAX (843) 784-7832
EMAIL: forklift@trans-american.com | www.trans-american.com
Si Necesita Asistencia En Espanol Contacte A Heidy Rivas For Our Rental Units Visit Our Website: WWW.BIGFORKLIFTRENTALS.COM
26
www.MHWmag.com
November 2020
Working to Keep the Supply Chain Safe Integrated Rack Repair and Protection Mac Rak designs, engineers and manufactures all of our products in-house. Mac Rak punched post products are produced using prime, USA 55,000 minimum yield steel. We produce over 30 column designs which allows Mac Rak to offer repairs for all types of racks on all types of rack systems.
“I stand by everything we build� Shawn MacDonald, Owner of Mac Rak Inc.
For pallet rack repair assessments and a full line of engineered pallet rack repair and protection products
815-723-7400 or visit MacRak.com
www.MHWmag.com
November 2020
27
New Products
See more new products online at www.MHWmag.com
Trelleborg launches the Next-Generation fully customizable. This design concept provides a high level of flexibility for a wide array of applications PS1000 tire and industries, including commercial and industrial Trelleborg Wheel Systems launches the PS1000, its leading-edge tire solution for material handling applications. More than just a tire: it is a next-generation, superior-quality, presson solid forklift tire incorporating the Pit Stop Line innovation, specialized compounds, and a new design to guarantee uptime, efficiency, and safety for operators while reducing total cost of ownership and environmental impact. www.trelleborg.com/wheelsystems
Orbis Corporation offers new plastic pallet for heavy-duty racking applications ORBIS® Corporation adds the new Odyssey® rackable pallet for use in heavy-duty racking applications to its suite of plastic pallet offerings. The 40-by-48-inch Odyssey pallet is a robust solution that supports heavy loads and provides stability with unique design features, including optional steel reinforcements and moldedin frictional elements. The Odyssey pallet is designed to rack loads up to 2,800 pounds in unsupported racking. Additionally, the unique permanent moldedin frictional elements minimize load shifting, do not damage cases or product, and prevent pallet slippage off fork equipment. www.orbiscorporation.com
Legacy Tension Fabric Buildings feature Structural Steel Frame Combining rigidframe engineering with the proven benefits of tension fabric membranes, Legacy Building Solutions offers superior quality fabric structures that are 28
www.MHWmag.com
November 2020
warehousing, cold storage facilities, equipment and bulk material storage, and many more. www.legacybuildingsolutions.com
6 River Systems announces next wave of enhancements to its Wall-to-Wall Fulfillment Solution 6 River Systems (6RS) announced a series of enhancements to its wall-to-wall fulfillment solution to help senior-level warehouse operators further improve site management, gain more concrete business transparency across singular or multiple sites and accelerate their return on investment. “We’ve grown from providing picking robots to supporting inbound to outbound tasks within the four walls of the warehouse. Our latest set of enhancements are another exciting step forward in the evolution of our company and our industry.” says David Vallance, Director of Product at 6 River Systems. www.6river.com
Compact and economical: Hubtex equips platform transporters with new steering mechanism Providing a perfect platform for heavy and large loads, the self-propelled platform transporter from Hubtex transports machine parts, steel beams, coils, sheet metal, castings, and injection molding tools safely and reliably. The SFB series has now been equipped with a new steering mechanism in the load capacity range up to 25 t. The single wheel steering is supported by a differential drive on the rear axle. Compared to the all-wheel steering available on the market, the new steering mechanism impresses with minimal turning radii and a more cost-effective compact design. www.hubtex.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
November 2020
29
New Products
See more new products online at www.MHWmag.com
Industrial Scientific introduces Cellular Connectivity for Ventis® Pro5 Multi-Gas Monitors
JLT Mobile Computers launches 10-inch rugged Android VMT to future‑proof warehouse productivity
Industrial Scientific has announced the expansion of its connected portfolio to include a cellular battery for the Ventis Pro5 MultiGas Monitor in the United States and Canada. The new battery adds future-proof cellular connectivity to existing wi-fi, satellite, and peer-to-peer connectivity options, making the Ventis Pro5 the most flexible connected gas monitor on the market. The Ventis Pro5 with cellular connectivity instantly transmits data to iNet® Now Live Monitoring software, allowing managers to monitor sites, keep workers safe, and make smart decisions at the moment. www.indsci.com
JLT Mobile Computers introduced an addition to its rugged vehicle-mount portfolio to help customers in logistics, warehousing and other demanding industries boost productivity. The new JLT VM3010A computer is an Android 9.0-based rugged vehiclemount terminal (VMT) that packs the high computing performance of a Qualcomm® Snapdragon™ 660 Octa-core 2.2GHz RISC processor into a 10-inch form factor. This combination makes for a powerful yet compact rugged unit that fits seamlessly into the tightest vehicle cabins to increase and futureproof warehouse productivity. www.jltmobile.com
New Hyster Truck simplifies unloading GIS expands entertainment Hoist Range, and transportation of flat-pack and odd- launches Trolley shaped items Swiss electric chain hoist Hyster Company announces the industry’s first fully commercialized solution dedicated to simplifying the otherwise time-consuming and labor-intensive process of manually loading and unloading flat-pack and oddshaped items. The Hyster T7ZAC Heavyweight Handler™ uses a ground-level platform that slides under items in tandem with a long, tilting load backrest to pick up and support items during transport. www.hyster.com
manufacturer GIS AG has expanded its LP electric chain motor series for the entertainment industry with the addition of two new models, the LP1600 and LP2500. The latter takes the capacity range to 6,300kg. At the same time, the new GHF/ GMF generation of manual and motorized trolleys is also being put to market. The LP1600 completes the LP series with maximum capacities of 2,500kg (D8), 1,600kg (D8+) and 1,250kg (C1). It ranges from the 13kg light LPM250 for 250kg lifting capacity in the D8+ version to the two new models, available now. www.gis-ag.ch
For more New Products go to
www.MHWmag.com
30
www.MHWmag.com
November 2020
Largest online market for used forklifts, attachments and work platforms with 99,248 offers.
2013 Hyster E60XN MH Equipment Company Des Moines, IA | 515 288-0123
Allis-Chalmers E50L Toyota Material Handling Northern California Livermore, CA | 510 675-1102
2011 Crown RD5225-30 Best Deal Forklifts Montebello | 805 416-4565
2000 Hyster E50XL-27 Toyota Material Handling Northern California Livermore, CA | 510 675-1102
4
2
8
2
2015 CAT Lift Trucks DP25N Cromer Material Handling Oakland, CA | 510 534-6566
2011 Hyster E50XN MH Equipment Company Des Moines, IA | 515 288-0123
2013 Toyota 8FGU25 Zoom Lifts & Equipment Chester, SC | 704 975-1377
2008 Crown SP3505-30 Zoom Lifts & Equipment Chester, SC | 704 975-1377
DEALERS DID YOU KNOW YOU CAN GET YOUR EQUIPMENT ONLINE FOR JUST $99 A MONTH?
5
4
2
2
1996 Hyster H80xl AXIS Equipment Houston | 832 221-7073
5
2016 Hyster S100FT Best Deal Forklifts Montebello | 805 416-4565
2005 Hyster E50Z 1 Alta Equipment Company Livonia, MI | 248 449-6700 ext. 1898
Nissan BF03H35V Toyota Material Handling Northern California Livermore, CA | 510 675-1102
2004 Hyster H65XM M.H.E. Inc Long Branch, NJ | 732-571-6112
2006 Clark C25L Santana Equipment Trading Co. Chicago | 847 775-7400
2007 Crown RC5530C-30TT190 Santana Equipment Trading Co. Phoenix, AZ | 623-271-6700
PLUS, WE HAVE AN EQUIPMENT QUOTING TOOL INCLUDED AT NO ADDITIONAL CHARGE.
1
6
2011 Toyota 8FGCU30 Hupp Toyotalift Inc Cedar Rapids, IA | 563 322-3168
4
2
4
5
CALL ALVA OR DEAN FOR DETAILS! BE PART OF THE FORKLIFT FAMILY OF DEALERS. 877.638.6190 | sales@MHWmag.com
WWW.FORKLIFT-INTERNATIONAL.COM
www.MHWmag.com
November 2020
31
New Products
See more new products online at www.MHWmag.com
New “Intelligent Guided Vehicle” (IGV): Autonomous counterbalanced forklift is guided by swarm intelligence
DBCI delivers greater reliability, security for Roll-up Doors with introduction of Advanced, Slim-Profile Motors
After the “ONE” comes the “OCF”: AGILOX expands their line of intelligent guided vehicles by introducing a new autonomous omnidirectional counterbalanced forklift, operating with swarm intelligence. In doing so, AGILOX has entered a new area of application: classic intralogistics in inbound/outbound warehousing and storage. With the ONE, AGILOX’s ultralight, highefficiency forklift product line, the company has reshaped the concept of AGVs. The fleets operate without a central control system, meaning the vehicles navigate the production facility or warehouse in a truly autonomous fashion. www.agilox.net/en
The cutting-edge, easy-to-install motors pair with any DBCI commercial light- and a heavy-duty roll-up door, providing enhanced convenience and security. The EasyRoller features a slim profile and comes equipped with the latest intelligent safety system (ISS). Suitable for doors up to 16.5m2, EasyRoller has 100 watts of motor power combined with a soft start/ stop function that reduces stress on the door and the opener. The ShedMaster features a rugged, IP24 rated weather-resistant housing and is designed for exposed, all-weather climates such as open carports or perimeter doors. www.dbci.com
The Original Skid Lift The Thork-Lift When We Brought The Thork-Lift to the US in 1987 We Redefined the Material Handling Industry • Ergonomic Working Height for Your Workforce • Multiple Fork Widths and Lengths Available • 60” and 79” Fork Lengths are Standard Options • Available in Manual and Electric • Capacity 3,300 lbs • Quick Ship Item
Tel. (888) 345 1270 Email: sales@interthor.com www.interthor.com l
halfpage_Material_Handling_Wholesaler.indd 1
32
www.MHWmag.com
November 2020
24-05-2018 09:45:28
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
November 2020
33
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 9/25/20
Top 5 Equipment Buyers
Displays the top five buyers nationwide for each of EDA’s eleven industries, based on financing activity results added by EDA in January 2020. The results are based on distinct serial numbers of sale and lease transactions for new equipment only. Bay Area Beverage Co Richmond, CA Class 3 Yale
18 18
Richards Bldg Supply Co Homer Glen, IL Class 5 Toyota
14 14
Nestle Purina Petcare Co Saint Louis, MO Class 1 Yale
11 11
Dawn Food Prods Inc Electric Lift Trucks - No Model Electric Lift Trucks - No Model
11 5 6
Jackson, MI Crown Raymond
Jelly Belly Candy Co Fairfield, CA Class 1 Crown
11 11
Data provided by EDA, a product of Randall-Reilly. For more detailed information visit www.edadata.com/how-it-works 34
www.MHWmag.com
November 2020
Top 20 Equipment Lenders
isplays the top 20 lenders nationwide for each of EDA’s eleven D industries, based on financing activity results added by EDA in January 2020. The results are based on all financing statements of sale and lease transactions for new equipment only. Toyota Inds Commercial Fin Inc......................................70 Wells Fargo Bank...................44 Bank of the West....................29 T C F Natl Bank...................20 Wells Fargo Eqt Fin...............18 P N C Eqt Fin Llc.................17 U S Bank Eqt Fin..................14 5th 3rd Bank.........................11 Pacific Rim Capital Inc.........11 Truist Bank..............................6
De Lage Landen Fin Svc..........5 Banc Of Amer Lsg & Capital...5 1st Natl Bank...........................5 Somerset Capital Grp Ltd........5 Signature Fin & Lsg Llc...........4 Suntrust Eqt Fin & Lsg Corp...4 United Bank............................3 Trustmark Natl Bank...............3 B B & T Eqt Fin Corp.............3 C I T Bank..............................3
Data provided by EDA, a product of Randall-Reilly. For more detailed information visit www.edadata.com/how-it-works
FACING CHALLENGES?
EXPAND YOUR NETWORK. EDUCATE YOUR ASSOCIATES. ELEVATE YOUR BOTTOM LINE. MHEDA is the Material Handling Equipment Distributors Association. Over 600 companies worldwide utilize MHEDA’s resources to stay competitive and connected. We are committed to serving this essential business community.
IF YOU ARE LOOKING FOR A RELIABLE NETWORK OF PEERS AND INFORMATION…MHEDA CAN HELP: • • • •
Manage Economic Uncertainty Train and Engage Employees Access Industry Resources Create and Maintain Business Connections
• • • •
Save on Everyday Expenses Recruit and Retain New Hires Stand Out from the Competition Understand and Act On Shifting Industry Trends
Are you facing business challenges that you need help with? Contact MHEDA today and we will do our best to help you find resources. Call 847-680-3500 or email connect@mheda.org or visit us online at www.mheda.org
www.MHWmag.com
November 2020
35
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
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
36
www.MHWmag.com
November 2020
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 November 2020
37
1:50 PM
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
38
www.MHWmag.com
November 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
November 2020
39
➤ STORAGE EQUIPMENT • • •
Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames
800-939-DYNA (3962) www.dyna-rack.com
CARPET AND FLOORING
➤ 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 Friday, October 30.
Solve Your Fire Code and Insurance Issues with Punch Deck ® Open Area Rack Deck Available only from DACS, Punch Deck is the open area solution for storage of carpeting and other floorcoverings. Its uniform flat storage surface is free of raised protrusions for easy product placement and retrieval. The open area allows for air circulation and sprinkler water flow. Punch Deck is NFPA 13 Compliant (more than 50% open area) and Factory Mutual (FM) Approved (equivalent to 70% open area). Also from DACS: FlueKeeper ®
DACS
inc.
s
Scan to watch our video now!
800-909-4937
Proven Solutions - One Source / dacsinc.com 40
www.MHWmag.com
November 2020
Largest online market for used forklifts, attachments and work platforms with 99,248 offers.
2007 Raymond RSS40 Santana Equipment Trading Co. Phoenix, AZ | 623-271-6700
2008 Hamech G25T-16 Zoom Lifts & Equipment Chester, SC | 704 975-1377
2006 Raymond 520-OPC30TT Toyota Material Handling Northern California Livermore, CA | 510 675-1102
2006 CAT Lift Trucks P6000 Discount Forklift Denver, CO | 303 619-0428
4
2
4
10
2010 Tusk 1100PDA2-8 H & K Equipment Coraopolis, PA | 412 490-5311
8
2008 Combilift C12000 Best Deal Forklifts Montebello | 805 416-4565
CAT Lift Trucks 2C3000 1 Worldwide Forklifts Inc. Fort Lauderdale, FL | 954 768-9875
2006 SMV SL32-1200B H & K Equipment Coraopolis, PA | 412 490-5311
2015 Komatsu FG30HT-16 Santana Equipment Trading Co. Phoenix, AZ | 623-271-6700
1995 CAT Lift Trucks GC15 Santana Equipment Trading Co. Chicago | 847 775-7400
1996 Nissan KCPH02A25PV Santana Equipment Trading Co. Chicago | 847 775-7400
DEALERS DID YOU KNOW YOU CAN GET YOUR EQUIPMENT ONLINE FOR JUST $99 A MONTH?
9
2
2013 Hyster H90FT Lift One Charlotte | 704 587-1040
PLUS, WE HAVE AN EQUIPMENT QUOTING TOOL INCLUDED AT NO ADDITIONAL CHARGE.
8
8
2
1
2002 Bendi B30 42E180D Discount Forklift Denver, CO | 303 619-0428
2005 CAT Lift Trucks P5000 Discount Forklift Denver, CO | 303 619-0428
2019 CAT Lift Trucks 2C5000 Cromer Material Handling Oakland, CA | 510 534-6566
1997 CAT Lift Trucks GP40 The Forklift Pro Pineville, NC | 704 716-3636
10
10
1
5
CALL ALVA OR DEAN FOR DETAILS! BE PART OF THE FORKLIFT FAMILY OF DEALERS. 877.638.6190 | sales@MHWmag.com
WWW.FORKLIFT-INTERNATIONAL.COM
www.MHWmag.com
November 2020
41
Advertiser's Index ____________________________________________________ ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . . 7
HELI AMERICA INC. . . . . . . . . . . . . . . . . . . . . . . . . 2
SAFETY SYSTEMS & CONTROLS INC. . . . . . . . . . 26
AMERICAN INDUSTRIAL TRANSMISSION, INC. . 11
HYDRA SMOOTH CORPORATION . . . . . . . . . . . . 17
SHOPPA'S MATERIAL HANDLING. . . . . . . . . . . . 21
DACS, INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 40
INDUSTRIAL FORKLIFTS. . . . . . . . . . . . . . . . . . . . 33
SUMMIT METAL PRODUCTS, INC.. . . . . . . . . . . . 42
DYNA RACK . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1
INTERTHOR, INC. . . . . . . . . . . . . . . . . . . . . . . . . . 32
EAXTRON USA . . . . . . . . . . . . . . . . . . . . . . . . . . . 43
JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 18
ECOTEC LTD. LLC . . . . . . . . . . . . . . . . . . . . . . . . . 10
MAC RAK INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . 27
ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . . . . 9
SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . 25 THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . . 16
MASTER MAGNETICS, INC. . . . . . . . . . . . . . . . . . 24 THOMBERT, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 13
FLIGHT SYSTEMS INDUSTRIAL PRODUCTS . . . . 15, 36
MHEDA. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 35
FORKLIFT-INTERNATIONAL.COM. . . . . . . . . . 31, 41
MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . 19
GRINDSTAFF ENGINES, INC. . . . . . . . . . . . . . . . . . 3
SUPERIOR ENGINEERING. . . . . . . . . . . . . . . . . . . 22
TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . 5
PHILLIPS MINE & MILL, INC. (IRWIN
TRANSAMERICAN EQUIPMENT CORP. . . . . . . . . 26
H&K EQUIPMENT COMPANY. . . . . . . . . . . . . . . . 40
TRANSPORTATION). . . . . . . . . . . . . . . . . . . . . . 37
TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15, 44
HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . 23
RESONANT DEALER SERVICES. . . . . . . . . . . . . . 26
WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . . 29
MORE ADVERTISERS & RESOURCES AT www.MHWmag.com 42
www.MHWmag.com
November 2020
OUR PARTS, YOUR CRAFT 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
