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MARCH 2021 • VOL. 42 NO. 3
18 | Sales Trends Jeffrey Gitomer
Prospects have rules. Follow them to make an easy sale.
Dean Millius General Manager/Publisher
Industry News
COVER STORY 4 | As e-commerce
8 | Aftermarket Dave Baiocchi Data tools and TRUST
14 | Bottom Line Gary Bartecki Putting it back together
ur ko ra c o e ! Ch site f age P b we Spec w ne
22 Nuts & Bolts
28 Shifting Gears
34 Industry Insight
36 New Products
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.
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Cover Story Eileen Schmidt
As e-commerce grows, automation and artificial intelligence help companies keep pace
RightHand Robotics piece-picking solution installed in a PALTAC Corporation facility – Japan’s largest wholesaler of consumer packaged goods.
Recent months, and the last holiday season, in particular, brought an e-commerce boom like no other. As the pandemic accelerated trends already in motion, online shopping and deliveries exploded and possibilities surrounding automation and artificial intelligence zoomed to the forefront. Now as businesses consider the changing landscape, the use of automation and AI are weaving more tightly into the practices of many operations. A Permanent Shift At DHL Supply Chain, Kraig Foreman said the shifts that occurred in shopping patterns during the pandemic are here to stay. “It’s not a temporary change,” said Foreman, president of eCommerce for North America, of the rapidly rising levels of online shopping and home delivery. While such patterns were increasing before the pandemic, Foreman said that March and April of 2020 contained a big e-commerce spike coinciding with the spread of the coronavirus. The subsequent 2020 holiday season also presented major increased demand for e-commerce and delivery. At DHL, Foreman reported a “very successful peak season.” “There was a lot of work and effort in the industry to make it successful. Parcel carriers did a great job. I think retailers did smart things in bringing in promotions early, before Black Friday,” he said. “Overall, the industry did a great job considering the unprecedented level of volume.”
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The need for additional labor was apparent, however, both over the holidays and currently. “The more (e-commerce) expands, the more labor we’re going to need. That is where technology is going to be important,” Foreman said. Technology can help fill gaps, but Foreman added that businesses will also need to hone their appeals for workers. “When a shortage exists, as an employer in the market you have to win the contest for labor,” he said, noting this is something DHL has remained focused on - building a work environment and culture appealing to workers. Also important is “getting technology into our businesses that help reduce some of the burdens and also make the work content more appealing,” Foreman said. There are a host of growing areas in both automation and artificial intelligence that Foreman said is exciting for the industry, like advancing analytics. “That’s a big game-changer for the industry,” he said. “It is changing from us looking through the rearview mirror to looking through the windshield,” he said. Foreman also mentioned advancements in robotics as part of the new landscape, including picking robots. Robots Lend a Hand This is an area focused on at RightHand Robotics. “We are building data-driven, intelligent picking platforms useful for predictable order fulfillment,” said Vince Martinelli, head of product and marketing for the company. He noted the frequent number of points during the e-commerce process when a product needs to be handled. If robotics can help at some of those points, then he said the process can be streamlined. Picking automation has solution: RightHand Robotics developed beyond what was RightPick2 next-generation, data-driven picking envisioned even as recently platform which provides flexible and scalable automation for predictable order as a decade ago, according fulfillment. to Martinelli, aided by the advancement of cameras. Cameras are cheaper and can now perceive depth, allowing a robot to be equipped to sort items from a pile. “This machine learning that has emerged in the last eight years that makes it such that you can teach and train systems to do cognitive
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Cover Story continued tasks,” said Martinelli, who added that the advancement of gaming technology and related products have also translated to the material handling world. “Quite honestly, if not for gaming systems and other products we might not be able to make the kind of products we’re building,” he said. RightHand Robotics makes grippers that resemble a bird of prey grabbing things, according to Martinelli. “It’s based on our understanding of grasping technology,” he said. Some have asked why the company has not developed robotics for gripping that mimics the human hand, and Martinelli said the simple answer is that level of skill is not required. “The hand can do all kinds of sophisticated things we don’t need,” he said. With robotics that can simply and effectively automate picking, there is wide value to a range of companies, Martinelli said. “It frees up people in the building to do better and more complex things,” he said. Martinelli agreed with Foreman that the pandemic pushed demand for e-commerce ahead rapidly. Martinelli said the growth seemed to advance “about five years overnight.” “The numbers got stunningly large really fast,” he said. RightHand Robotics has been focused on providing products to medium to large size companies.
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The company has been revisiting its first generations of products, but a second-generation will be announced sometime later this year. The robots currently pick items about two kilograms in weight and less, which Martinelli said is a size that makes up about 90 percent of e-commerce shipping orders. He said the company will look at moving its robotics up to handling 5 to 10 kilograms at a time, but currently, the demand and interest at the lighter weights remain strong. The main goal of the robots is to make things easier in the running of an operation by weaving seamlessly into the business. “Sometimes I compare the guys who run fulfillment centers to being the captain of a big ship. They want to trust all the components of their facility,” Martinelli said. RightHand Robotics, therefore, works to supply the right amount of assistance to prevent waste, according to Martinelli. ‘A strong game plan’ In global calculations surrounding the latest e-commerce advancements, Foreman at DHL believes the U.S. is proceeding more quickly than Canada, with the latter impacted by geographic constraints. However, he said Europe is outpacing the U.S. in some areas, like network solutions. As all of the players worldwide work on advancement, Foreman is convinced e-commerce trends are here to stay based on how levels kept growing in areas where quarantines lifted. “I don’t believe consumer behavior is going to go backward and stop using it,” he said. “I think we’re growing from where we are today.” The entirety of the ripple effects of this sea change is still coming into focus. But what Foreman said is clear is that this shift means retailers are going to need “a strong game plan” going forward, including surrounding technology. And all organizations need to be focused on the long term and effective growth, he said. “They need to be prepared and recalibrate their networks. It’s not only the need to handle the volume, but they have to come up with strong solutions to deal with labor shortages,” Foreman said. He advised that all businesses “no longer think about just doing this alone” and look for partners in aiding with technology or managing labor or both. 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
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Aftermarket Dave Baiocchi
Data tools and TRUST One of the things I repeatedly see in the dealerships I visit is the disconnect that the dealer has with their own road-based technicians. Technicians are such a vital link to the customer. An inherent level of trust is built over the years, and repeated successful repair visits over time only strengthen this valuable customer connection. The questions are: Do we see these relationships as assets? If so, what are we doing to leverage those assets and encourage a higher level of profitable and mutually beneficial encounters? When I refer to a “disconnect” I am referring to how our service culture many times limits the technician’s exposure to customer service tools, information, communication, and autonomous authority. We don’t think these barriers exist…but more often than not…they do. In our current marketplace, communication and access to data is the key to success. Successful dealerships have every customer-facing employee equipped with the tools to take care of it NOW. Are your “customer contact” employees able to say YES? Or do they have to say: • I don’t have the authority to do that • Let me ask my manager • I don’t have the parts onboard • I’m not really allowed to quote anything • Someone will have to call you back • I don’t have access to that information • We don’t do that in this department • I’m just a PM technician
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Be honest. Our industry in many ways is still following a model of customer service that forces smart and capable employees to say NO instead of YES. How can we turn this around? There are two methods that we can use to quickly and efficiently improve our customer communication through our road techs. BOTH of them require us to change our current CULTURE, and TRUST our employees with data and authority we may not currently be comfortable with. The reason we are not comfortable is that former attempts to trust your staff may have resulted in uncontrolled and financially painful outcomes. To prevent this carnage from happening again, we wrest communications away from the front lines, (back to the management) and seek to funnel ALL communications through the management and administrative channels. This may feel right, this may feel safe, this may even feel efficient, but make no mistake…. these practices breed a culture that results in customers hearing all of the bullet points listed above. If we are going to try this again, let’s do so by preparing and implementing clearly understood procedures, governed by industry-tested and explicit SOP’s (standard operating procedures). The most successful road techs have WRITTEN SOP’s that allow them to know: • What they are approved to do. • What they are EQUIPPED to do. • Where to find data that is useful for customer service (schedules, pricing, parts). • How to manage customer expectations in regard to quoted services and timelines. So, if you are going to have a system in place that allows technicians to quote, close and complete work based on their own “van-based” resources and data, what tools and information will they need access to, in order to truly improve the customer experience? Here are some initial questions to consider. Maintenance Intervals Every OEM publishes a schedule of recommended maintenance that is required to keep the warranty valid and prevent the unit from experiencing significant repair. The “system maintenance” items included
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Aftermarket continued on this maintenance table include transmissions, differentials, brakes, ignition, cooling systems, hydraulic systems, ignition systems, and fuel and exhaust systems. The service intervals for these systems will be based on accumulated hours and will be variable. Imagine our road techs operating in a system where they: • Had access to a full list of required maintenance intervals for every unit they worked on • Had the filters, fluids, and parts onboard the van to complete these maintenance tasks • Had flat rate prices available to quote a customer on the needed maintenance I can only speak about what I observe in the field. What my observations tell me is that in MOST cases SYSTEM maintenance just doesn’t get done. The reason? We depend on the CUSTOMER to schedule these services…. and they don’t. Unless WE properly equip our own people with the tools they need to quote and complete these services, on the spot, when they are due, we will continue to let profitable customer service opportunities evaporate into thin air.
Service History SO, your road tech tells the customer that the unit has accumulated 5000 hours and requires a hydraulic service. The customer asks…” When was the last time the hydraulics were serviced?” Do your road techs have the digital capability to access the service history of the machines they are working on? Remember that the goal of this improvement is to have READY answers to ANTICIPATED questions. Not having this data available either digitally or in printed (and updated time-sensitive) formats, only forces us to have to say, I don’t know. Ready data is the key to success. It’s not that hard, especially with the mobile data capabilities available in the marketplace today. ALWAYS items There are certain items that EVERY customerfacing employee should be able to quote on the spot, regardless of who the OEM may be. • Tires • LP Tanks • Replacement Forks
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Aftermarket continued • Floodlights • Lift Chains (for most popular mast heights) • Strobes • Seats All of these items should be priced including installation, freight, delivery…etc. Prices on these items should be COMPETITIVE, and every technician should be visually inspecting ALL of these items EVERY TIME they touch a machine. They won’t do it…if they don’t have the data. Let’s make this easy. I can help you! Many times, culture changes are more difficult than they seem. • Are your people ready or willing for this new expectation of communication? • Are your techs TRAINED on how to engage and present these solutions to the customer? • How do we “ramp in” to offerings like this without overwhelming our staff? • How will our van stocking practices have to change? • Are there TEMPLATES for SOP’s that we can access to get started? Resonant Dealer Services is in business to shepherd dealers through this very process. Simply call me, and I would be happy to get you started. (209)652-7511. I trust that warmer weather and healthier times are ahead for all of us! Let’s make the MOST of 2021! Dave Baiocchi is the president of Resonant Dealer Services LLC. He has spent 39 years in the equipment business as a sales manager, aftermarket director, and dealer principal. Dave now consults with dealerships nationwide to establish and enhance best practices, especially in the area of aftermarket development and performance. E-mail editorial@mhwmag.com to contact Dave.
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Bottom Line Garry Bartecki
Putting it back together Here it is February already and I am still pondering about the balance of 2021 and 2022. I must confess that the Short Squeeze on Game Stop that took place last week kind of scared me because I could see it causing some major player to go BK and start the ball rolling like it did in 2007 or 2008 or whenever it was. When I hear a hedge fund CEO say “I only have a billion left” I cannot imagine what he lost in the process. “What’s in your wallet”? An item to clean up. #1 Both PPP1 and PPP2 forgiveness amounts are NOT taxable. They finally figured it out when issuing guidance re PPP2. If you received PPP1 using your 2019 payroll data, you can duplicate that for PPP2 if you opt in to use 2019 numbers. Makes it easy. But do not forget you have to prove you need it with a Quarter in 2020 that had 25% less revenues than it did in 2019. What popped into my mind for this month was the Humpty Dumpty rhyme because he had a great fall. Do not ask me why it did it just did. But the end of the rhyme is the most important because “all the Kings horses and all the Kings men couldn’t put Humpty together again! Could many businesses be facing the same result post-pandemic? Why would that be? Because every business must recreate a game plan going forward after working in a disrupted environment for the last 12 months or so. Things have changed. People have changed. Customers have changed. Vendors have changed. And throw in a $15 minimum wage into the mix. Things could get interesting as well as challenging. Even if you experienced a “good” year in terms of revenue generation opportunities it was probably tough to convert OHIO RACK those transactions into a profit margin you were used to. We BUY & SELL The workflow was most likely irregular, or non-existent, or Portable Stack Racks Flexible Packaging just finalized the best way you NEW & USED could. But you cannot do that any longer because it will put a 800-344-4164 Fax 330-823-8136 permanent toll on the company. And the competition will not Email: ohiorack@cannet.com www.ohiorack.com
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allow you that indulgence if you hope to get back your competitive edge. Time to get your organization chart out of the drawer to start filling in the blanks to replicate your position starting in 2020. Now go back and dig out the same chart from 2015 and 2000. Next, do a headcount by the department and see how they compare. Same number as in 2000- probably not good unless you expanded your operation thus requiring additional staff. The same number as 2015 – needs further review. The reason being that the technology strong competitors (lower headcount) will be able to operate in your market with lower prices and easier business practices which customers today are looking for. To see where you stand, I would suggest you formalize a Return-to-Work program with input from your legal, insurance, and other professionals. Assess the risks and decide how to protect all parties involved. Avoid the risk. Control the risk. Transfer the risk. (I always like the last option best). Next, I would schedule an appointment with a senior person related to the industry-specific business system you are using. Have them come in to review ALL the options available on their system, especially those that help manage time, communication with customers and employees, and data dives that reflect operating results by revenue silo, techs, drivers, and other data that will assist in comparing results to prior periods and against the current market. Many of you will be amazed how much you are not using, and eventually what it is costing you to not do so. And if our vendor cannot provide this service start looking for a new system because some of your competitors have high technology efficiency quotients you do not want to compete against. To make all this work, no matter where you fall regarding the technology score, someone needs to have the technical expertise along with a job description demanding a high level of data analysis to assist management with marketing schemes, email blasts, revenue silo results analysis, revenue/cost relationships including KPI’s, etc. This may even be a full-time job or maybe a 50-75% job. And if you do not have this person under your tent presently, I suggest (like I have in the past) to find a young recent graduate who is familiar with business accounting and technology and let them loose on your system as they experience
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Bottom Line continued the training they need to put it all together again. (the end of the last sentence repeats the end of the Humpty dilemma, but I bet many of you would have caught on). We are on the verge of entering into the Fourth Industrial Revolution where the ability to work with, control, and maintain is 100% required. Better to get a head start on it now and rebuild your current business entity. One last thing. I read a piece by Edward Gordon titled JOB SHOCK which defines the workplaces of
the future, and it is not a pretty picture. They have provided approval to make this paper available and it will be on the MHW website. https://www.mhwmag. com/features/january-gordon-report-introducing-anew-white-paper-job-shock/ You must read it and pass it along to younger members of your families who may be looking for some guidance regarding future work opportunities. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry
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Sales Trends Jeffrey Gitomer
Prospects have rules. Follow them to make an easy sale. When you make a presentation, you’re not the only one with expectations. The person you’re presenting to has as many or more than you. Are you aware of them? Or are you just making a pitch for your commission? Most salespeople believe that they are selling their product or service. Wrong. The prospect is buying it and in order to get the maximum amount of buy’s, you must approach each sale with the maximum understanding of the buyer’s position. Making the sale is so much easier when you take the prospect’s point of view and direct your actions based on his principles and expectations rather than yours. Here are 19.5 prospect Wants and Expectations from a professional salesperson (like yourself) … 1. Don’t waste my time. I’m busy. I’ve got a million things to do that are more important than listening to you unless I perceive a need. 2. Be organized and prepared. When you call me, write me, propose to me, or visit my office, be ready with facts and direct answers. 3. Be interested in me. (Not your sales pitch or your commission.) Take a genuine interest in me and my company. Take a tour. Ask how we serve others. Ask what’s most important. Ask what our aspirations are. 4. Know my needs. Don’t even try to tell me what you think I need. Know exactly what I need. Question me before you sell me. 5. Take notes. You can’t remember everything. I want you to recall every detail of our conversation. I want our communication errorfree. 6. Show me how you help me. I’m not interested in what you do or what you sell unless you show how it helps me or my business. Tell me how you are helping me if I buy. 7. Know who I am. The better you understand me, the easier it is to get me to a decision. I’m not going to buy until I understand you, I suggest you understand me as well.
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8. Tell me the truth. I want to trust you, but I’m skeptical. If I sense the truth, I’m most likely to buy and vice versa. 9. Tell me what’s in it for me. Show me how things will be different, better after I buy. Tell me why what you do will make a difference in what I do after I buy. 10. Prove it beyond a shadow of a doubt. Don’t tell me, prove it to me. Show me testimonials of others who are like me who bought your product or service and are satisfied. 11. Help me buy, don’t sell me. I want to feel that it’s my choice. If you push me, I’m skeptical. Figure out a way to let me choose what I want to buy. 12. Paint me a picture I can see in my mind’s eye. Let me visualize owning it, using it, benefiting from it not just buying it. 13. Reinforce my choice. Tell me about others' successes. Reassure me that I’ll be happy and satisfied. 14. Make me feel special. Tell me the wisdom of my choice. Thank me personally by mail. Give me something to remember you by. 15. Make me laugh. I want to feel comfortable. I want to feel at ease with you. Laughing helps me to relate to you and sets a great tone for the business. 16. Listen to me. You may think you have all the answers, but you won’t use them to your best advantage if you don’t know what I need to hear. If you listen closely, I’ll tell you exactly what I want and exactly how I want to be sold. 17. Show me value for my money. My money is tight. I work hard for my money. I want to spend it in a way that makes me feel that I got real value. Tell me the extra benefits I derive by purchasing 18. Tell me this is a long-term relationship. Not just a one-day stand. I’m buying because I feel confident that if all goes the way I hope it will go that I will buy again. I want to have a business friendship not just make a purchase.
** FORKLIFTS WANTED ** We Will Buy Quantities! Call Us With Details - We Want Your Surplus Stock 2014 TOYOTA 8FBCU25
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2014 TOYOTA 8BNCU18
2016 TOYOTA 8HBW23
2009 TOYOTA 8FGU25
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1 UNIT IN STOCK
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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. ©2021 The Ousset Agency, Inc. wo#6480
FORKLIFTS & NARROW AISLE EQUIPMENT
866.506.2200 oshai@shoppas.com ShoppasMaterialHandling.com
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March 2021
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Sales Trends continued 19. Make me feel proud. Proud enough about what I bought to go out and tell others or refer others to you. 19.5 Deliver what you promised. Not just your product. Not just your service. Deliver what I expected, and surprise me by delivering something unexpected. Sales are driven by questions. Those you ask the prospect and those you ask yourself before you begin the selling process. As salespeople and entrepreneurs, you each have a point of view and perspective as to how you approach a sale. Let me challenge you that unless that view and perspective is the same as the prospect you seek to sell, it’s useless. The prospect’s point of view is more important than yours. The prospect’s perspective is not only more important than yours, it’s the one the sale will be made with. 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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#23139 2015 Rico PG300 – 30,000 lb capacity GM V8 running on LP – SSFP
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
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LUC LEMIEUX | luc@theforkliftpro.com TIM SMITH | tim@theforkliftpro.com
Largest online market for used forklifts, attachments and work platforms with 89,359 offers.
2016 CAT Lift Trucks 2C5000 Discount Forklift Denver, CO | 877-779-9431
2002 Clark CGC25 Supreme Forklift & Equipment Schaumburg | 866-764-5438
2014 Hyster H120FT Zoom Lifts & Equipment Chester, SC | 704 975-1377
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2010 Toyota 7FBCU15 Hupp Toyotalift Inc Cedar Rapids, IA | 563 322-3168
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2013 Aisle Master 33E 1 Source Material Handling Irwindale, CA | 818 838-1688
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2012 Hyster S80FT Lift One Charlotte | 704 587-1040
2013 Crown RC5535-30-190 Santana Equipment Trading Co. Chicago | 847 775-7400
2002 Bendi B30AC The Forklift Pro Pineville, NC | 704 716-3636
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2013 CAT Lift Trucks C6500LP Santana Equipment Trading Co. Chicago | 847 775-7400
2012 Taylor TX550M **ON RENT** H & K Equipment Coraopolis, PA | 412 490-5311
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March 2021
21
Nuts & Bolts
Acquisitions, expansions & other business news
LogiMAT postponed to March 2022
MHEDA moves to new address
LogiMAT—the International Trade Show for Intralogistics Solutions and Process Management scheduled for June 22–24, 2021, in Stuttgart, Germany—has to be postponed due to the difficult ongoing situation with COVID-19. The organizer, EUROEXPO Messe- und Kongress-GmbH, has decided to push back the upcoming trade show to March 8–10, 2022, to give exhibitors the certainty they need for long-term planning. The organizer is working on a digital concept so that visitors and exhibitors can still meet virtually in 2021.www.logimat-messe.de
After 40 years in Vernon Hills, Illinois, the Material Handling Equipment Distributors Association or MHEDA has moved! MHEDA purchased the building in 1980, and for several years they had been contemplating getting out of the real estate business. The first-floor tenant was a built-in buyer, and MHEDA closed the sale on September 30th. With the MHEDA staff primarily working from home in 2020, they realized that a smaller office would not only work well for them but would also save the association money. You can find the MHEDA offices at 118 S. Main Street, Suite 11, Wauconda, IL 60084.
MHS to open new production facility in Kentucky
EnerSys® expands partnership with Industrial Battery & Charger, Inc.
MHS Holdings, Inc. (“MHS” or the “Company”), is moving forward with plans to open a new manufacturing facility in Bowling Green, Kentucky after the Kentucky Economic Development Finance Authority (KEDFA) this week granted preliminary approval of a 10-year agreement that can provide up to $2.5 million in tax incentives. In turn, MHS plans to invest $7.6 million in the facility, which will create 200 new full-time jobs. The project is expected to have a total economic impact topping $327 million over a 10-year period. www.mhsglobal.com
FADequipmentstore launches A new USA material handling equipment store has gone live at fadequipmentstore.com, offering free shipping on all products. Headquartered in South Carolina, fadequipmentstore.com puts lifting, material handling, safety, and load monitoring products a click away from end-users in warehouses, manufacturing, construction, oil and gas, renewables, commercial and other markets. Solutions that can be used by anybody but feature cutting-edge design and state-of-the-art technology are drop-shipped to customers. www.fadequipmentstore.com 22
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www.mheda.org
EnerSys® recently expanded its Manufacturer Representative Agreement with Industrial Battery & Charger, Inc. (IBCI), the largest motive and stationary power applications provider in the Southeast. Effective January 1, 2021, IBCI will be responsible for sales and service of all EnerSysprovider® motive power products in the state of Alabama, including NexSys®, IRONCLAD®, Express®, and General Battery™ batteries, as well as IMPAQ™, NexSys®+ and Express® chargers. www.enersys.com
PTDA hosts first Virtual Trade Show PTDA is hosting its first Virtual Trade Show on March 16, giving power transmission/ motion control (PT/MC) manufacturers and distributors the opportunity to focus on PT/MC product knowledge and channel partner relationships. During the virtual trade show, PTDA manufacturer and associate members will showcase their products through virtual exhibit booths, technical sessions, and product demos. www.ptda.org/VirtualTradeShow
Material Handling Network_Full page_7.625x9.875w change.indd 1
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Nuts & Bolts
Acquisitions, expansions & other business news
Industrial Repair Service of Wausau appointed new LiuGong Forklift Dealer in Wisconsin
Signode to unveil end-of-line warehouse automation at ProMatDX
Signode will showcase its new, LiuGong North America has complete automation appointed Industrial Repair Service solutions at the of Wausau, Inc. as their forklift virtual ProMatDX dealer in Wisconsin. Founded in Show 2021. 1981 by Larry Muelver, IRS of Signode offers Wausau is known, not only for tailored automation its equipment rental and sales but solutions that allow for its wide range of industrial manufacturers of all industries, scales, and needs to repair services. Muelver emphasized that a dealer can’t maximize productivity and efficiency. Among the make a promise to a customer unless he knows the wide spectrum of automation capabilities included manufacturer “has his back.” During his 40 years in business, he has represented a long list of companies. Of in the virtual demonstration at ProMat, Signode will demonstrate StorFast®, its automated storage and course, he has also watched a lot of companies come retrieval (ASRS) system. The StorFast ASRS system and go, so he is always alert to new opportunities. A provides high-density, lights-out, 24/7-access to all friend told him that he had just returned from a trade products in the warehouse. The shuttle/cart system show where he had seen a promising new forklift. It allows multiple orders to be processed simultaneously turned out that Muelver was actively looking for a and can flex between high-volume input and peak new forklift to represent, so he followed up on the shipping schedules to optimize the utilization and recommendation and was soon signed as a LiuGong efficiency of the system at all times. The StorFast forklift dealer. ASRS system is an increasingly specified solution for both existing and new facilities in the rapidly growing Mitsubishi Logisnext Americas warehouse and distribution space.
Group and Kalmar enter into Supply Agreement for the Americas
Kalmar and Mitsubishi Logisnext Americas group have entered into a supply and distribution agreement for the Americas market. Under the terms of the agreement announced in early February, Kalmar will produce and supply its “Essential” product line of 10 – 18 tons (22,000 – 40,000 lb.) Class 5 pneumatic tire forklifts under the Mitsubishi forklift truck brand for the Mitsubishi Logisnext Americas group. These forklifts will be sold and serviced through the authorized Mitsubishi forklift truck dealer network across the Americas. Kalmar USA will continue to go to market with their other product lines under the Kalmar brand. www.kalmarusa.com www.logisnextamericas.com/
www.signode.com/en-US
The Crosby Group launches Global Vaccine Support Program The Crosby Group announced its Vaccine Support Program to facilitate the ability of its team members to receive the COVID-19 vaccine. Available to all employees globally, the program provides team members with four additional hours of sick leave, paid time off, or equivalent to offset any work time missed after completion of the COVID19 vaccine. Local site leadership will also work with team members to accommodate and support individuals experiencing post-vaccine side-effects that may impact their ability to safely come to work. www.thecrosbygroup.com
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3 UNMATCHED VALUE 3 FULLY-LOADED HIGH PERFORMANCE MACHINES 3 GREAT RENTAL & LEASING PROGRAMS 3 DEALER FLOOR PLANS 3 3-YEAR/6,000 HOUR FULL WARRANTY During times like these, we have a solution for all the ups and downs you’ll encounter in the material handling business. LiuGong offers 31 different models of Class 1, 3, 4 & 5 forklifts with new generation machines — fully loaded with features and an unmatched value in the industry. Plus, we’re offering great dealer floor plans and flexible payment rates and terms to help take the pressure off your bottom line. Visit us online or call a rep to learn more today. SPECIAL RETAIL FINANCING
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Call 281-579-8882 www.LiuGongNA.com/Dealer www.MHWmag.com
March 2021
25
Nuts & Bolts
Acquisitions, expansions & other business news
Russell Equipment expands and relocates Russell Equipment, Inc. has relocated to its new corporate headquarters located at 1793 Enterprise Parkway, Twinsburg, OH. The plant spans approximately 310,000 square feet of indoor space and sits on 15 acres. This move will allow Russell Equipment to continue our expansion both domestically and internationally by affording us the opportunity for increased product offerings and a more robust set of services to our customers and suppliers. Russell Equipment will now proudly occupy over 500,000 square feet of warehousing, spread across five (5) facilities from coast to coast and border to border. www.russellequipment.com
CLARK Material Handling appoints Duke Equipment as authorized dealer in Orlando and Jacksonville markets CLARK Material Handling Company announces the appointment of Duke Equipment Company, a subsidiary of Ogden Forklifts Inc., as an authorized distributor of CLARK products in the Orlando and Jacksonville Florida markets. Duke Equipment will support CLARK's new equipment, aftermarket parts, and service efforts out of two Florida facilities: Florida Forklift (Orlando) located at 2586 North Orange Blossom Trail, Orlando Florida 32804; and Florida Forklift (Jacksonville) located at 1063 Haines St., Jacksonville, Florida 32206. Additional information can be found on the web at www.clarkmhc.com www.floridaforklift.com
Remanufactured Transmissions, Engines, Torque Converters, Steer Axles, Overhaul Kits and Aftermarket Parts for: • Material Handling • Construction • Agricultural Equipment
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.
800-321-9983 www.joseph.com sales@joseph.com Authorized Distributor
26
Authorized Distributor
Authorized Distributor
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Authorized Distributor
March 2021
ECOTEC Ltd. LLC
Authorized Distributor
150 Marybill Dr. • Troy, OH 45373 P: 937.606.2793 • F: 937.606.2026 www.ecotecbatcharger.com
Since 2003
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Guardrail • Original LIFT-OUT design cuts installation costs in half!
Hand Rail
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•E asy installation, simply assemble and anchor down. • Posts available as Inlines, Corners, •S tronger than typical handrail. or Ends in 18”, 26” and 42” heights. • Top Rail is 42” high and MEETS • Stocked in 4’, 6’, and 8’ sections. • Rails available in 2’ – 10’ in 1’ OSHA FALL PROTECTION if • 42” tall standard. increments. used on a mezzanine. •M EETS OSHA REQUIREMENTS
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•R ack protection creates a visible guide through aisles and saves thousands in damage. • Available in 36”, 42”, and 48” in • ¼” material. either single or double ends. • Four mounting holes. • Curved end has an 8” I.D. and is • Accepts ½” anchors, which 8” and 12” tall. are available upon request. • Choose floor angle thickness of ½”, 3/8”, or ¼”. •A vailable in 12”, 18”, and 24” with 4¼”, 5½”, and 8¼” clear opening.
Flush hardware
Pallet Guide/Stop •T wo products in one! Keeps flue space clear and prevents damage to walls behind rack. •A vailable in 42”, 45” (42” with 3” overhang), 48”, and 51” (48” with 3” overhang). •E asy installation and creates reinforcement for the rack. • Flush mount hardware included.
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• Protects against unwanted visitors, insects, birds, and debris from entering the work area while allowing air to flow through. 48” tall. • High visibility, breathable fabric. • Easy operation, requiring just 3 lbs. of pull force to extend the fabric barrier. • Accommodates doors from 8’ – 16’. • MEETS OSHA REQUIREMENTS
•S top fork trucks from driving or backing off the dock. 42” tall. • Available in 8’ – 9’ and 10’ – 12’ sizes. • I ncludes two 5” steel posts with 12” x 12” baseplates with gussets for strength. • Reinforced cross bar for strength behind panels. • MEETS OSHA REQUIREMENTS
Mezzanine Safety Gates
Adjustable kickplate and rubber feet
Pivot Gate • Choose from 60”, 65”, 72”, 96”, or 120” clear opening. • Easily pivots to up or down position – requires only 10 - 20 lbs. of lift force. • Ships mostly assembled – minor assembly required upon receiving. Simply anchor to the mezzanine floor. • Adjustable kickplate and rubber feet. • MEETS OSHA REQUIREMENTS
PickerPal Mezzanine Gate • 6 self-closing arms that operate independently. •A s the pallet is unloaded the top arms close, creating a safety barrier. • 6’ or 8’ width. • Includes 8’ tall rack frames and height limiter. • MEETS OSHA and IBC REQUIREMENTS
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Industrial Safety Gates
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• I deal for stair openings, ladders, and platforms. The “Save”ty Swing Gate bolts to existing rail opening to provide a one-way, self-closing gate. It is a simple and economical way to comply with OSHA. • Each gate has 2½” of adjustability. • Single Gate requires a post for a strike plate. • Designed to fit hand railing up to 2” O.D. • Single Swing Gate can fit openings 14” – 50½”. • Double Swing Gate can fit openings 16” – 52½”. • MEETS OSHA REQUIREMENTS
Bollards
Telescoping Gate •A djusts to fit openings from 18” to 36” and is self-closing. • Can be installed on guardrail or handrail (2” O.D. max), regardless of brand. • Can be inverted to swing either left or right. • Springs designed for over 1 million cycles. • MEETS OSHA REQUIREMENTS
Building Column Protectors
•S teel bollards protect a variety of facility assets.
•P revent damage to building support columns or mezzanine columns.
• Surface mount to concrete or direct bury.
• Impact rating: 8,000 lbs. at 5 M.P.H.
•E conomy 4½” O.D., Yellow or Red, 5½” O.D. Yellow only, 24”, 36”, or 42” tall. • Standard 4½” O.D. 42” tall, Yellow with welded top, available with welded eyelet.
•A vailable in Short, Slim, and Standard. Standard is 42” tall, 24” wide for 6”, 8”, 9”, 10”, and 12”. Yellow is standard, but red, lime green, and orange are available.
• Direct Bury 5½”, 6½”, and 8½” O.D., 84” tall, yellow.
•W hite reflective band standard on lime green and orange.
• Square Bollard 4” square tube. 42” tall with painted steel cap.
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
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March 2021
27
Shifting Gears
Industry personnel and organization news
Messina returns to JLG as Senior VP Product in St. Louis, Missouri. Mr. Medart succeeds Douglas W. York, President, and CEO of Ewing Irrigation & Development & Product Management Landscape Supply, headquartered in Phoenix, Arizona. JLG Industries, Inc. has announced that Rob Messina has rejoined the company’s Access team as senior vice president of product development and product management. The company’s Access business includes a broad range of world-leading aerial and lifting equipment, including JLG® boom lifts, scissor lifts, low-level access lifts, vertical access lifts, stock and order picker lifts, towable lifts and telehandlers, as well as Jerr-Dan® towing and recovery equipment. In this new role, Messina will lead the global JLG and Jerr-Dan product development and product management teams. www.jlg.com
Nano One announces Alex Holmes as COO The Board of Directors at Nano One® is pleased to announce the appointment of Mr. Alex Holmes as Chief Operating Officer (COO). As COO, Mr. Holmes will help drive Nano One’s business transformation and evolution by acting as a strategic partner to the CEO, President and Chairman. He will be responsible for spearheading Nano One’s business operations and optimizing its operational capabilities, to ensure alignment with market growth opportunities and strategic initiatives. He will oversee business development, research, scale-up, investor relations, marketing, human resources, and facilities to ensure that all functions are aligned with Nano One’s business strategy, priorities, and long-term plan. www.nanoone.ca
NAW elects Medart as its Chairman The members of the National Association of WholesalerDistributors (NAW), during the association’s first-ever Digital Summit this week, elected as Chairman of the NAW Board of Directors, Michael Medart, President and CEO, Medart Engine & Marine, headquartered 28
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March 2021
Mr. York will remain active on the NAW Board as Immediate Past Chairman. www.naw.org
Toyota Material Handling Solutions supports The American Red Cross and The Foodbank of Southern California Toyota Material Handling Solutions (TMHS) announced its support of two local nonprofits: The American Red Cross, Los Angeles Region, and The Foodbank of Southern California. The company donated $2,500 to each nonprofit to help support the community through these unprecedented times. TMHS associates also collected 500 pounds of canned goods for The Foodbank of Southern California. In addition to helping victims of disaster and responding to emergencies, The American Red Cross, Los Angeles Region, is working with local partners to help combat food insecurity as a result of COVID-19. Hundreds of volunteers are working at sites across LA County to package and serve prepared meals to families. www.toyotamhs.com
AMS-MERLO opens second location in Kansas Applied Machinery Sales (AMS), the importer and distributor of Merlo telehandlers and Rotos in the USA, has opened a second location in Olathe, KS. This location will offer the full line of Merlo Telehandlers and Rotos. Over the past few years, the sales and rentals of Merlo telehandlers and Rotos have increased significantly. This increased activity has prompted AMS to invest in opening its second location in the Midwest.’ www.ams-merlo.com
QUALITY MATTERS
When “Close Enough” Isn't Good Enough...
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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!
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March 2021
29
Shifting Gears
Industry personnel and organization news
ALL Erection & Crane Rental Co-Founder Jake Liptak Dead at 83 One of the co-founders of ALL Erection & Crane Rental Corp. and a pioneer in the crane rental category has died. Jerome “Jake” Liptak was 83. With his brothers, Mike and Larry, and Mike’s wife, Marvine, Jake co-founded the company in 1964. With brothers and sister-in-law, he created the crane rental category in 1964 Jake Liptak is remembered as an industrious man who loved his work in the field, even after ALL became a leading construction brand across all of North America. He remained active in the company until just a few years ago when he retired from his dayto-day work to focus more on his health. He passed Wednesday, January 27, with his family by his side. www.allcrane.com
Pam Jones assumes GM position at Flight Systems Industrial Products After serving 13 years on the management team at Flight Systems Industrial Products (FSIP), Director of Sales and Marketing Pam Jones assumed the new role of General Manager to replace President Barry Bowman, who retired his career of 35 years at year-end. Having a background in sales, marketing, and operations, Jones started at FSIP in 2007 as the sales manager. Her position later grew to include the Customer Service, Technical Support, Sales Engineering, Products, and Marketing departments. In 2017, Jones became a part of the executive management team. www.fsip.biz
For More
Shifting Gears go to
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March 2021
Reusable Packaging Association announces new Board Leadership for 2021 The Reusable Packaging Association (RPA) begins in 2021 with new executive committee members and additions to its board of directors. After serving his term as chairman of the board, Michael Wasson, chief operating officer, Tosca, has passed the gavel to 2020 Vice Chairman Ben Stoller, executive managing member and global CEO, Paxxal Group. Chairman Stoller will begin his term at the annual board of directors meeting held virtually on January 21st. www.reusables.org
LiuGong North America designates Atlantic Forklift new dealer in Miami area LiuGong North America has announced the addition of a new dealer in the Miami area. Atlantic Forklift & Parts of Hialeah is known for its service expertise on all types of material-handling and other equipment. The owner, Robin Jaramillo, started the company 30 years ago out of a residential garage, selling parts to and servicing machines for his customers. As the business grew, he went on to purchase used forklifts, re-conditioning, and then selling them. Once he had these forklifts on-hand, he took the next step and began renting them out. The business continued to grow, and now Atlantic Forklift & Parts is located in a 20,000 square foot building next to Miami International Airport. This proximity to the airport makes their export business to South America and the Caribbean more convenient and efficient. www.liugongna.com
DEDICATED TO BEING THE BEST PARTNER Camso offers the right tires and wheels for your material handling application
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Camso is the Number One Choice of OEMs and Worldwide Leader in Material Handling Mobility Solutions with a global presence around the world. To know more about Camso products, visit camso.co
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March 2021
31
Shifting Gears
Industry personnel and organization news
Hy-Brid Lifts announces new Vice President of Sales and Marketing
Women In Trucking announces its February 2021 Member of the Month
Hy-Brid Lifts has announced Marshall Shaver as vice president of sales and marketing. Shaver’s responsibilities will include leading the sales and marketing team, growing the customer base, and continuing to execute the company’s successful strategy. Shaver brings more than 10 years of industry experience to his new role, largely derived from his time at Wacker Neuson as the business development manager and director of key accounts. www.hybridlifts.com
The Women In Trucking Association (WIT) has announced Claudia Rodriguez as its February Member of the Month. She is a wellness coach for Rolling Strong. Rodriguez has been in the wellness industry for over twelve years. Prior to joining Rolling Strong a year and a half ago, she had an online health products store. She also gave health and wellness workshops at universities, businesses, and other places around El Paso. After a colleague emailed Rodriquez the Rolling Strong job posting saying, “This job posting describes you,” she decided to apply. Now she is thrilled to be using her talents in the trucking industry. www.womenintrucking.org
AN C I R M E DE A MA
The Superior Turret Advantage
Save 50% Space Mutiple Options ✧ camera
180 Fork Rotation Versatiltiy 0
Make unloading & loading a breeze
systems ✧ fork positioning & much more
Easy to use
800-359-3052 www.superioreng.com 32
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March 2021
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
March 2021
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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 12/1/20
Top 5 Equipment Buyers
Top 20 Equipment Lenders
Lancer Prtnrshp Ltd San Antonio, Tx 13 Class 1 Clark 1 Class 1 Mitsubishi 8 Class 2 Mitsubishi 4 Burton Lmbr & Hdwe Co Salt Lake City, Ut 7 Class 5 Yale 7 J G R Eqt Rntl & Sls Llc Manassas, Va 7 Class 5 Hyster 7 Charter Steel Trading Co Chicago, Il 6 Class 4 Hyster 6 Cape Cod Shellfish & Sea Food Boston, Ma 6 Class 1 Yale 1 Class 3 Yale 5
Toyota Inds Commercial Fin Inc......................................42 Wells Fargo Bank...................33 De Lage Landen Fin Svc........16 Bank Of The West..................16 P N C Eqt Fin Llc...................8 Zions Credit Corp...................7 Liftone.....................................7 C I T Bank..............................6 Pacific Rim Capital Inc...........5 U S Bank Eqt Fin....................5
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.
Data provided by EDA, a product of Randall-Reilly. For more detailed information visit www.edadata.com/how-it-works 34
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March 2021
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. J M Eqt Co.............................5 Matl Hndlg Inc........................2 J P Morgan Chase Bank...........2 T C F Natl Bank.....................2 Tx Hill Cntry Bank.................1 Taylor Mach Works Inc............1 State Bank Of Southern Ut.....1 Pendleton Community Bank...1 Neches Fcu.............................1 Franklin Svgs Bank..................1
Data provided by EDA, a product of Randall-Reilly. For more detailed information visit www.edadata.com/how-it-works
Host and Founder of The New Warehouse Kevin Lawton interviews material handling, distribution, and logistics leaders who are doing new and innovative changes in their business. You can hear the current and past podcasts by going to www.MHWmag.com. If your company would like to be interviewed or if you know of someone we should interview, call Material Handling Wholesaler or email editorial@MHWmag.com. To advertise in this new exciting feature, contact Dean at 877 638-6190
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March 2021
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New Products
See more new products online at www.MHWmag.com
Aisle Master launches new Order Picker: Aisle Master-OP
Kardex Remstar introduces new Display LED-Navigator
Combilift officially launched the new Aisle Master-OP (AMEOP). It is a pioneering standon electric-powered model that combines the advantages of a narrow aisle articulated forklift and an order picker for versatile operation in warehousing applications. The main feature of this unit is the step-through operator compartment that has design copyright protection across multiple markets worldwide. The low floor height of just 280mm (11”) enables convenient, single-step access from both sides of the truck which speeds up order picking compared to the operator having to get on and off from a seated position. The AME-OP truck has all the key advantages of the conventional Aisle-Master indoor/outdoor, for loading/offloading, and for stock replenishment at other times during shifts when order picking is complete.
For organizations in need of faster picking speeds and increased productivity, Kardex Remstar introduces the Display LED-Navigator to improve order picking performance. Using LED technology, the new Display LED-Navigator makes order picking easier and faster for new and existing Kardex Remstar customers. Quickly finding and picking the correct items has never been more important. Combining the speed of Kardex Remstar automated storage and retrieval systems with the latest innovations in warehouse systems, the Display LEDNavigator will deliver a much faster and more accurate picking process.
www.combilift.com/aisle-master-op
New Hyster Reach Truck built to do more with less Hyster Company announces a new lift truck designed to answer the call for high-density, high-throughput warehouse environments. Available in 3,000to 4,500-pound load capacities and single or double reach capabilities, the Hyster® N30-45ZR/ZDR narrow aisle reach truck delivers reduced energy consumption and faster cycle times to help warehouses move large inventories efficiently. Hyster® Intelligent Ride is a suspended floor system that reduces up to 60% of shocks and vibrations transmitted to the operator, compared to a conventional mat. www.hyster.com
www.kardexremstar.com
Quantum Storage Systems develops Airport Security Nesting bins Quantum Storage Systems has recently announced the development of their Airport Security Nesting Bins. These polypropylene bins are engineered for rigorous and continuous usage. These bins are often seen used at airport security stations, being loaded and unloaded with personal items that run through airport x-ray machines. The ergonomic built-in handles are designed for easy and comfortable griping. The bins are dishwasher safe and easy to clean with just soap and water. The bins are available in two sizes and are available in Black, Blue, Brown, and Gray. A lid for the FSB-20155R bin can be purchased separately. www.quantumstorage.com
For more New Products go to
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March 2021
WHAT IF
you could sell more used equipment than ever in this pandemic?
Here’s how easy this is: • Traffic on our marketplaces increased by over 60% • High-quality leads for used machines skyrocketed by 40% in 2020 and 50% in 2021 • Lead volume continues to increase and exceeds $1 billion now Don’t miss out and join our exclusive 1,200+ dealer community now. Find used equipment at extremely good prices and sell more of your trucks online. Please get in touch with us and start listing your equipment today for as little as $99 per month! Call Dean at (877) 638-6190 or email - dmillius@MHWmag.com to get your dealership on Forklift today!
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March 2021
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New Products
See more new products online at www.MHWmag.com
Raymond’s newest addition to automated Guided Vehicle line released The Raymond Corporation has introduced the Raymond Courier™ 3220 Automated Tow Tractor. Towing up to 15,000 pounds, the Raymond Courier 3220 combines vision-guided technology with a heavy-duty towing capacity, further expanding Raymond’s end-to-end intralogistics solutions. This model comes with a low clearance arch as a standard design, making it easy to maneuver through areas with low overhanging structures. With increased towing and ramp grade capacity, this automated guided vehicle offers superior productivity for indoor towing applications. www.raymondcorp.com
Graphic Products Inc. expands PathFinder Crosswalk options Graphic Products introduces its PathFinder Crosswalks. These premade walkway bundles increase efficiency by protecting pedestrians from a dangerous forklift, equipment, and automation traffic. Made with industrialgrade adhesive and vinyl materials, Graphic Products’ Pathfinder Crosswalk bundles each come in lengths between 6 feet and 14 feet to create highly visible lines that separate traffic types. www.graphicproducts.com
NOVA Technology introduces new Rain Deflector Xtreme NOVA Technology continues to raise the bar for loading dock seal and shelter performance with its new Rain Deflector Xtreme. This foam-filled, multi-layer water defense system provides an excellent barrier to block water runoff from the tops of trailers. It is compatible with existing seals and shelters and covers a wide variety of truck heights. Its innovative wiper 38
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March 2021
system redirects water runoff away from the building and down the sides of the trailer, even at declined approaches. www.novalocks.com
Newcastle Systems introduces its lowcost LT Series Mobile Laptop Cart Newcastle Systems is now introducing the latest product, the LT Series Mobile Powered Laptop Cart. The sturdy cart with an integrated power system provides an economical solution for computing or light barcode printing applications for employees working in many industrial environments including warehouses, distribution centers, production floors, and event front end retail. This will power your laptop or small thermal printer and scanner for 8+ hours or 24/7 operation with an integrated PowerSwap Nucleus MINI battery system. www.newcastlesys.com
Mitsubishi Logisnext Americas Group launches new UniCarriers Forklift HeavyDuty Cushion Truck Mitsubishi Logisnext Americas group, the exclusive manufacturer and provider of UniCarriers® Forklifts across North, Central, and South America, has announced the official launch of the CF100CF155 Series, 4-wheel internal combustion heavy-duty cushion tire forklifts. These engine-powered forklifts are available to all UniCarriers brand dealers across North and South America, as well as the Caribbean. This product lineup addition now completes the Class IV product line for UniCarriers Forklift. www.logisnextamericas.com/UniCarriers
For more New Products go to
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New Products
See more new products online at www.MHWmag.com
Power meets precision in the new Toyota Forklift Narrow Aisle Solution
Kivnon presents its latest three innovations in mobile robotics
Toyota Material Handling (TMH) has recently introduced the company’s latest innovation to help customers maximize their storage capacity and efficiency. Designed for versatile and efficient dockto-stock operation, the new Toyota Core Electric Turret Forklift combines highcapacity strength with narrow-aisle precision and agility. www.toyotaforklift.com
Kivnon its new three models of autonomous vehicles: the K03 Twister, the K50 Pallet Truck, and the K55 Pallet Stacker, capable of circulating around the environment using magnetic guidance or mapping navigation, based on SLAM technology. Visit their website for all the details. www.mobilerobots.kivnon.com
For more New Products go to
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March 2021
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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 ➤ ENGINES (REMAN)
➤ Forks 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
Reman Engines/Gas, LP & CNG
800-447-3967 | www.charnor.com ➤ LIFT TABLES
➤ BATTERY / CHARGERS Contact sales@xpb.ca
Celebrating over a decade as the global leader in New, Used and ReConditioned Industrial Battery Technology and Accessories.
Call (877) 638-6190 or email Dean - dmillius@MHWmag.com to get your business in the Source Directory
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➤ PALLET JACKS ➤ Pallet Trucks
➤ POWERED INDUSTRIAL TRUCKS 800 Trucks In Stock
All Makes and Models Chicago and California Stock
EZ-Lift Quality Scales and Scissorlifts too Chicago & CA Stock
ATLAS INTERNATIONAL LIFT TRUCKS 1815 Landmeier Rd. • Elk Grove, IL 60007 (847) 678-3450 • Web: www.atlasd2d.com
ATLAS INTERNATIONAL LIFT TRUCKS 1815 Landmeier Rd. • Elk Grove, IL 60007 (847) 678-3450 • Web: www.atlasd2d.com
➤Pallet Jacks
➤ RACK / SHELVING ➤ New • • •
Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames
800-939-DYNA (3962) www.dyna-rack.com
➤ Pallet Truck Parts
➤ 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
➤ Manufacturer/Suppliers
800-435-9346 | www.warfieldelectric.com
➤ Transmissions
Reman Transmissions, Drive Units, Differentials & Torque Converters
800-447-3967 | www.charnor.com ➤ Manufacturer/Suppliers and Transmissions
➤ SAFETY PRODUCTS
Reman Engines, Transmissions, Drive Units, Steer Axles & Differentials
800-447-3967 | www.charnor.com ➤ Steer Axle Assembly
➤ STORAGE EQUIPMENT • • •
Steer Axles
800-939-DYNA (3962) www.dyna-rack.com
800-447-3967 | www.charnor.com ➤ TIRES / WHEELS
➤ Tires/Wheels
VULKO TREAD
VULKO TREAD
THE BEST POLYURETHANE WHEELS AND TIRES
THE BEST POLYURETHANE WHEELS AND TIRES
AMERICAN VULKO-TREAD CORPORATION
AMERICAN VULKO-TREAD CORPORATION
AVT
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
Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames
AVT
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
March 2021
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BATTERY MANAGEMENT
HEADQUARTERS Charge. Discharge. Monitor. Regenerate. Water.
Flight Systems Industrial Products 1-800-333-1194 · shop.fsip.biz
Advertiser's Index ____________________________________________________ ADVANCE METALWORKING COMPANY, INC.. . . . 39
GRINDSTAFF ENGINES, INC. . . . . . . . . . . . . . . . . . . 3
ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . . 16
H&K EQUIPMENT COMPANY. . . . . . . . . . . . . . . . . 39
AMERICAN INDUSTRIAL TRANSMISSION, INC. . . 33
HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . . . .7
SAVETY YELLOW . . . . . . . . . . . . . . . . . . . . . . INSERT SHOPPA'S MATERIAL HANDLING. . . . . . . . . . . . . 19 SUPERIOR ENGINEERING. . . . . . . . . . . . . . . . . . . . 32
AMERICAN VULKO-TREAD CORP.. . . . . . . . . . . . . 43
INDUSTRIAL FORKLIFTS. . . . . . . . . . . . . . . . . . . . . 11
CAMSO INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 31
JESCO INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . . . 10
DACS, INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12
JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . . 26
THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . . . 20
DYNA RACK . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1
LIUGONG FORKLIFT AMERICAS. . . . . . . . . . . . . . . 25
THOMBERT, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . 23
ECOTEC LTD. LLC . . . . . . . . . . . . . . . . . . . . . . . . . . 26
MHEDA. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27
ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . . . . . 9
MOR-VALUE PARTS COMPANY. . . . . . . . . . . . . . . 29
FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP). . 15, 42
OHIO RACK. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14
FORKLIFT-INTERNATIONAL.COM. . . . . . . . . . . 21, 37
RESONANT DEALER SERVICES. . . . . . . . . . . . . . . .20
FORKLIFT & TIRES . . . . . . . . . . . . . . . . . . . . . . . . . . 8
SAFETY SYSTEMS & CONTROLS INC. . . . . . . . . . . . 6
SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . . 13
TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . . 5 TRI-BORO SHELVING & PARTITION CORP. . . . . . . . 2 TVH. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15, 44 WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . . . 17
MORE ADVERTISERS & RESOURCES AT www.MHWmag.com 42
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March 2021
American Vulko-Tread Mad e i n
U. S . A.
For more than 60 years
Suffering from LWD? (Load Wheel Dysfunction) We have the cure! Contact AVT for a better, longer–lasting, more satisfying load wheel experience. Put that smile back on your operator’s face! Our polyurethane wheels and tires resist premature failure and add longevity to reduce down time. Whether you’re moving slow under a heavy load or you’re a high–speed specialist, we’ve got your wheel. Increase your productivity today! We invite you to JOIN THE LEADER!
AMERICAN VULKO-TREAD CORPORATION 690 Chase, Elk Grove, Illinois 60007
(847) 956-1300 • (800) 323-6052
Fax: (847) 956-1339 • Web site: www.avt.us avtsales@avt.us
Quality safety products and more, available 24/7. www.tvh.com.
