August 2021 Material Handling Wholesaler by Material Handling Wholesaler

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AUGUST 2021 • VOL. 42 NO. 8

Industry News 18 Nuts & Bolts

22 Shifting Gears

Dean Millius General Manager/Publisher

26 New Products

Daniel Brown Account Executive

34 Advertiser's Index

salespeople is harder than finding them

COLUMNS

In the next issue...

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Garry Bartecki breaks down the current state of the rental and financial trends and identify ways to make them benefit your company.

8 | Aftermarket Dave Baiocchi Departmentalization leads to Compartmentalization

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12 | Bottom Line Gary Bartecki

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

Forks in the road

14 | Feature Story Edward E. Gordon

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COVER STORY

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Cover Story Jeffrey Gitomer

Keeping good salespeople is harder than finding them

Hiring a great salesperson is one thing. Keeping him or her on the team is another. Often the manager or boss is too busy scrutinizing and measuring the salesperson’s performance, and ignoring their own part of the partnership. The part necessary to support, build and keep a great team. What are you doing to keep your salespeople? Here’s a list of 24.5 elements to build and grow a stellar sales team: 1. Structure a fair compensation package that is commission based. The more they sell, the more they earn. People get into sales because it’s got the potential for great financial rewards. Create an attractive package. 2. Give them the tools to sell with. Invest in the best support tools money can buy. They help salespeople sell, and they’re a reflection of the quality of your business in the mind of the prospect. 3. Equip them with 21st century technology. Or they will die at the hands of the competitor who is equipped. Smartphone, tablet, laptop computer at a minimum. 4. Have the best company in the world. Someplace with a great reputation where they’re proud to work. 5. Have an inside team of people that does not fight with, or resent salespeople. Sales wars (battles between sales and production, administration and credit) end up killing the customer. 6. Be the best boss in the world. Have the same consistent positive attitude you expect of your people. 7. Have a manager who is a better salesperson than anyone on your team. Otherwise, the respect factor, and pull-the-woolover-the-eyes factor increases. 8. Reward sales with money. Nothing happens until a sale is made. Have a generous compensation package that rewards success. If they succeed, pay them well.

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9. Acknowledge achievement. Have award certificates (not just for sales) to show employees they have achieved excellence or exceeded a goal. 10. Recognize in front of others. Have victory celebrations. Ring a big bell when a sale is made. Instill pride for sales. 11. Have incentives and contests to keep it competitive. Dangle the carrot, whet the appetite, get them to go for the brass ring. The bigger the prize, the bigger the effort. 12. Reward repeat business. If a customer reorders, it means they were satisfied with the way they were sold and served. Pay a larger incentive the second time. 13. Reward referrals. When one customer refers another customer, it’s the most profitable sale. Referrals are hard to get (earn). But once you do, it’s the easiest sale to make pay handsomely someone has earned it. 14. Reward business taken from others (accounts from the competition). Taking business away from the competition is a big event that should be celebrated, rewarded and dissected to see how to repeat it. 15. Reward testimonial letters received. Testimonial letters are the only proof you’ve got. Pay a big reward for the letters that overcome objections. 16. Have regular sales meetings. Air out the field or phone problems, let salespeople have a chance to discuss their challenges and successes. They will learn from the leader and each other. Have an agenda and follow it. 17. Have regular sales training. A weekly sales meeting should include 15 minutes of training. Weekly meetings, a quarterly 1-day training, and an annual 2-day retreat, are minimum standards for sales growth. 18. Have regular personal development training. Your team must grow personally in order to achieve sales growth. Train in attitude, goals, responsibility, listening, pride, communication and change growth elements fundamental for success. 19. Set realistic and achievable goals. Work on sales goals with the sales force. Get them to

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Cover Story continued

agree that they’re realistic and achievable then get them to write a plan for their achievement. 20. Every six months ask your sales team what you need to do to help them make more sales. Get them to write a blind (no name) report about situations and needs. Act on them. 21. Have them print out sales reports every week by prospect status. Don’t track sales people by time (what they did on Tuesday). Track them by account. Look at the sales cycle and the follow-up activity. If you have laptops and contact management software (CRM), a sales report is a one button act. 22. Don’t talk trash behind their backs. Don’t grumble about their poor performance, help them or fire them. 23. Reprimand in private. No one likes (or deserves) to be ridiculed in front of others. The best way to reprimand is over a meal and have a game plan for improvement. 24. Encourage them. Banners, letters, posters, words and phrases of “you can do it” goes a long way towards getting it done.

24.5 Don’t let them run you. Tell them what you expect, and follow through to be sure it’s done. Salespeople have all the power you need to achieve your success if you harness it. This list is by no means complete, but it’s a solid foundation to keep your team at peak performance. To ensure the success of your sales team, measure performance two ways, theirs and yours. There is also a huge side-benefit; when you have a great, productive, high earning team, the word gets out. The “law of attraction” kicks in. Good salespeople will call and want to work for you. What a great dilemma to have. 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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Aftermarket Dave Baiocchi

Departmentalization leads to Compartmentalization

It always amazes me how as dealers, we all tend to organize ourselves the same way. I suppose I really shouldn’t be amazed. In any industry, there are methods and processes that are proven to be efficient. These methods become “best practices” in the industry, and the effectiveness of the process should naturally draw most of the participants to mimic the most productive model. Financially the “best practices” in our industry call for the dealership to be separated into 5 or 6 distinct “profit centers” (or departments). We do this because the purpose, expectations, and market focus of each profit center is different. The range of sales revenue, gross profit, expenses, and manpower varies greatly between departments. Consequently, the goalsetting standards and metrics used to measure progress are equally diverse. Normally dealerships define these profit centers as follows: • New Equipment Sales • Used Equipment Sales • Rental Department • Parts Department • Service Department • Integrated Solutions (sometimes included with new sales – other times separated) There is nothing inherently wrong with this separation. In order to set attainable goals and grow all facets of our business, we must employ a segmented approach. This helps us to properly plan where our investments in people, assets, and inventory will provide the best return. When we hire team members for our departments, I think it’s a natural tendency for OHIO RACK employees to establish personal goals for success, We BUY & SELL that are in concert with Portable Stack Racks departmental goals and Flexible Packaging objectives. This is more NEW & USED than simple “esprit 800-344-4164 de corps”. Personal Fax 330-823-8136 commitment to departmental Email: ohiorack@cannet.com accomplishments may be tied www.ohiorack.com

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to financial incentives that reward departmental achievement. I have observed that the most successful dealerships SHARE many of their goals with their rank-and-file employees. You have heard me say before that it’s impossible to hit a target that you never hang on the wall. Whether those targets are financial, operational, or behavioral, if you share these objectives, every team member will most likely view them through the prism of their role in their assigned department. All this focus on departments has a downside however that we routinely ignore. One of my favorite business axioms is that “Departmentalization leads to Compartmentalization”. As an example: If my role, my activities, and my rewards are predicated on the success of the RENTAL departments, I will naturally prioritize my efforts based on what is best for the RENTAL department. The emergence of this “silo” mentality is a common internal enemy in any multi-profit center organization. Naturally, we tend to look out for our own interests. Therefore, MY involvement in any particular issue may be mitigated or enhanced by the value that it represents to MY department. By default, my interest is to preserve profitability in MY silo. This danger is more insidious than it seems. Silos can operate on more than one level. Not only do we accommodate departmental silos, but we can also erect branch-based silos. Territorial disputes, inventory allocations, and training support are all areas where our efforts are affected by branch silo concerns. Management may view silo battles, simply as dedicated employees paying attention to the details. We want our employees to be engaged. We want them to watch out for the bottom line. We want them to care about performance. But have we considered at all, how the CUSTOMER is viewing our silo-centric activity? The glaring gap in our customer experience effort may be grounded in our inability (or unwillingness) to defeat the silo mentality. Through all of this noise, one thing remains clear:

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Aftermarket continued

The customer couldn’t care less about our departments! Customers are not interested in what department is responsible for crafting the solution to their problem. This shouldn’t be a surprise…... customers care about THEMSELVES. • Customers care about the part that was ordered next day air, actually showing up the next day, AND BEING INSTALLED the next day. • Customers care that we sent the right size forks or the right attachment on the rental unit. • Customers care about response time – especially when they have trucks to unload today. • Customers care about quality control, PM completion, and parts availability. • Customer care about us “getting it”, and about us understanding their urgency. It’s not their job to care about US. It’s our job to care about THEM. They want our relationship with them to be efficient, timely, intuitive, and productive. They want us to anticipate their needs and make their material handling issues almost invisible. None of this can really happen if we are not dedicated to deconstructing silos. If we don’t take silos seriously, we end up with customer communications that sound like: • I told the parts department that we needed to order it NDA. • The service department was supposed to check the rental before it left. • Sales were supposed to contact you about the warranty coverage on that repair.

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• It’s not my fault. • That’s not my job. We don’t want to think that we would ever allow a customer experience that includes these responses. The departmental blame game, however, is usually employed as a “last-ditch effort” by a customer-facing employee, attempting to explain the failure. Its roots are fed by the silos, but there are both policy and communication tools that can create an environment where the customer is shielded from ever being subject to our silo-based excuse-making. In my next column (Sept 2021), I will be recommending some operational and policy measures that put critical internal communications and processes in focus. I will also outline suggested customer contact protocols when delays emerge, and commitments cannot be kept. In the October issue, I will challenge dealers to rethink their systems of departmental incentives and rewards. We cannot expect to deconstruct silos if the motivation behind building them remains in place! We mix our message when we say that customer satisfaction is our number one priority, then base our entire reward system solely on profitability. Although we tend to universally use a system that rewards RESULTS (sales, profits, and expenses), it may be prudent to investigate a system that rewards BEHAVIORS. My experience has been that maintaining accountability on adherence to prescribed behaviors produces sustainable results. This doesn’t mean that your managers are in lockstep and aren’t empowered to make their own decisions. What it does mean however is that the framework and model for executing everyday processes is adjudicated by a set of written standards. Following those standards is defined as “proper behavior”. In a post-pandemic economy, will be faced with both pitfalls and opportunities. As we return to normal, we have the perfect chance to realign our priorities and demolish the barriers that so often keep us from meeting our CX objectives. 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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August 2021

Bottom Line Garry Bartecki

Forks in the road Hope you noticed I used a plural for the word “Forks”. Did it on purpose because every company out there will have many decision points to consider regarding post-pandemic activity, many of them uncomfortable to discuss but in some shape or form necessary to deal with. And when you add the “forks” into the mix it seems managements time will be increasing preparing plans for ‘22 and beyond using gameplans that are drastically opposed to one another. Almost every line item on your balance sheet and income statement will be in play, with your goal to ensure adequate cash flow to cover debt service as well as operating expenses. Easier said than done under current circumstances because of all of the variables (forks) that need to be considered. And not only do you need to dive deep into your financial needs but also have to take into consideration your customer needs for the periods under consideration, because it does not make much sense to devise a game plan for 2022 and 2023 only to find that customer needs are materially different from what you plan to offer. You are probably wondering what forks we are talking about. The inflation/deflation possibilities are the choices because you will need to decide which horse you decide to ride but also plan for both. Read on to see why. If you guess right good for you. If you guess wrong, you have trouble. But why guess when you can be proactive getting in front of customers to see how you can help going forward. Being that most of your customers deal with large inventory investments they may need to become more efficient or cut costs to assist with debt service issues. If I had to guess a good number of customers are worried about customers coming back online and their ability to service those customers. Then they need to think about getting paid, interest rates, and wages along with cost inflation or potential deflation if they need to liquidate inventory. You have been hearing mostly about inflation fears for the balance of the year and probably into next year. Probably true and probably short-term

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August 2021

except for the “sticky” inflation that is tough to reverse, such as wages. But after much reading and research, it is just as likely that deflation could precede inflation by about 15 quarters or more because of debt levels causing above-average debt service demands. The technology could also produce new products for a lower cost. In short, there is a possibility customers may have to liquidate excess inventory to generate cash to pay vendors and bankers and at the same time find lower-cost products coming online to replace what they sell. History tells us that debt bubbles (as we are in now) produce inflation increases as a lagging indicator because debt issues slow growth and cause prices to decrease because companies have to reduce prices to meet debt service needs. The lag is about 15 quarters or four years. So here is one of the forks you need to deal with. Are you planning for an extensive high inflationary period starting in 2022 and what that would mean in terms of employee needs, inventory needs, marketing, and sales upgrades as well as any related costs to execute such a program? Or will you plan based on the other side of the coin with deflation more prevalent because of businesses dealing with debt issues producing a need to unload inventory and assets as well as costs to produce positive cash flow? If a majority of your customers find themselves in this debt bubble scenario dealers could wind up facing lower revenues, excess inventories to finance, and bank covenants that are going to be hard to meet. Had you picked the low inflation plan and assume customers will be in a similar situation most of your offerings to major customers would be to make them more efficient, help them sell off used material handling equipment, and assist on cost reduction where you can. When you stop to think about it there are so many financial scenarios to consider regarding 22 and 23 that you should probably consider quarterly plans for both situations; higher than normal inflation levels for some time to come; and another pushing out the higher inflation out four years taking into account cash flow and debt service

Bottom Line continued

issues, customer bankruptcies, excess inventory levels, AR collection problems, and lower rental activity to name a few concerns. Some folks are suggesting we head back to a ZERO-BASED budgeting approach as a middleof-the-road approach to start with. Not a bad idea and with the gig society out there the ability to cut payroll costs and at the same time pick up some expertise to assist with the budget process is there for the taking. In the end for every fork, you decide to go down there will be other forks to consider before we get back to normal, whatever that may be. A conservative approach seems to be more riskaverse. But if you have another plan on your shelf to apply to a more robust inflation cycle you can operate with lower risk until the time comes to change the game direction. All things considered, talking to your customers should be #1 on your list before making any final decisions. Garry Bartecki is a CPA MBA with GB Financial Services LLC. E-mail editorial@mhwmag.com to contact Garry.

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Feature Story: Edward E. Gordon

Job Shock: Solving the Pandemic & 2030 Employment Meltdown Part V: Talent Rx: RETAIN Partnerships The COVID-19 pandemic has triggered workforce boards, regional economic development widespread doubts about the future. The U.S. commissions; local government units; unions; job market is in chaos. At the end of April 2021, service clubs; foundations and other non-profit the U.S. Bureau of Labor Statistics reported an social welfare agencies. (See Figure 1.) unprecedented 9.3 million job openings across To provide a descriptive term for such many business sectors. Might this finally be the organizations, we coined the term Regional Talent right time to start anew and find fresh solutions to Innovation Network (RETAIN). They have the skills-jobs shock now underway? many local brand names, such as The New North, Today’s unprecedented economic upheaval High School Inc., the Vermillion Advantage, presents an unprecedented opportunity. There ConxusNEO, and Manufacturing Renaissance. are millions of unemployed on the one hand, and RETAINs began in the 1990s to respond to the rapidly evolving job-skill needs on the other – economic erosion of their communities. Instead providing a way for the former to solve the latter’s of seeing their young people move elsewhere for problem. Communities across the United States employment, they sought to retain them in their have a diversity of underdeveloped talent. They communities. Keeping the population stable also badly need local pathways that promote equity by enabled communities to retain local businesses and offering high-quality educational opportunities that thus stop the erosion of the tax base. Once these are accessible to everyone. This means providing communities built a skilled workforce, they could more students and workers with enhanced talent attract new businesses to locate there. development programs aligned with personal In the short term, RETAINs aptitudes and interests and Figure 1 Regional Talent Innovation build a network in which the needs of local businesses Networks’ Shared Vision local businesses collaborate and organizations. with training organizations, The current U.S. labor educational institutions, and market is in desperate in-house training departments to need of more people who provide training for vacant jobs have developed their and to upskill current employees. cognitive, interpersonal, This both enables employees to and leadership skills. People move into higher-skill/higherwho can problem-solve. paying jobs and enhances the These people aren’t going profitability of local businesses to drop from the skies. You through the more efficient use can’t click for brains. How of new technologies. Access to can we successfully prepare pooled resources makes these more people for the skilled jobs of today and training collaboratives particularly beneficial to tomorrow? smaller businesses that cannot afford to provide RETAINs their own in-house training. Across the United States at least 1,000 nonIn the long-term RETAINs update educational profit groups have organized to reinvent local programs at all levels starting in elementary schools talent-delivery systems. These public-private and extending to a wide variety of post-secondary partnerships bring together a broad crossoptions including certificate and apprenticeships section of community groups, such as parent programs. They work to harmonize existing organizations; chambers-of-commerce; elementary, educational programs and devise new ways to fill secondary, and higher educational institutions; in skill gaps. RETAINs help reconciles funding 14

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August 2021

Feature Story continued

streams and secures new revenue to integrate K-12, skill jobs. RETAINs can increase the expected career education, higher education, and adult 56 million high/mid-skill workers by retraining training. (See Figure 2.) 30 million additional workers Figure 2 and preparing 10 million What RETAINs Do We agree with a Wall more students for skilled Street Journal editorial (June employment. 9, 2021) that failing public K-12 schools are the “root Combining these jobcause of America’s skilledready workers with additional worker shortage.” K-12 schools automation will reduce the are locally controlled. The number of vacant jobs across purpose of a RETAIN is to the economy. There still will foster communication and be a substantial, but not an cooperation among diverse overwhelming number of community sectors. Many surplus workers. However as students today lack motivation more communities use the as they find schooling too abstract and unrelated to RETAIN model to sustain job-ready workforces, the “real world.” K-12 students and teachers need the number will fall. The American middle class active connections to local employers in order to will grow again as high-wage employment rises. learn about the education and skills required for Moving Forward careers in today’s workplaces. Local businesses need The COVID-19 pandemic has heightened Job to interact with public and private high school Shock in the United States and around the globe. students through sponsoring career education It has disrupted schooling leaving the economically programs, internships, and other activities that disadvantaged even further behind. Millions allow students to explore career areas that align of workers have either changed jobs or faced with their aptitudes and interests. unemployment. Education and training solutions RETAINs see themselves as joint partners in are more vital than ever before. RETAINs can community building and in the renewal of the be an important force in preparing students and U.S. free enterprise system. They are rebuilding workers for positions in America’s fast-paced, the pipeline that connects their community technologically driven, knowledge economy. members to the job market. The keywords here Regional development can better support broad are “bottom-up collaboration” – defined as a economic expansion and ensure that the United joint authority, joint responsibility, and joint States remains a highly competitive global accountability among all the partners. economy. RETAINs Can Make a Difference The next segment of “Job Shock” will The good news is what we can expect if focus on local RETAIN case studies. What RETAINs are instituted across America to rebuild do they do? How do they succeed? Who the U.S. workforce. (See Figure 3.) In 2030 the supports them? U.S. economy will support about 170 million jobs; The monthly Gordon Report Webinars will be 128 million of them will be high-skill or midfocusing on key topics of the “Job Shock White Paper.” For more information on signing up or viewing these webinars, go to www.imperialcorp. com/whats-new/webinars or go to www. MHWmag.com for parts 1, 2, 3, and 4 of this series. Edward E. Gordon has consulted with leaders in business, education, government, and non-profits for 50 years. Ed is a big picture thought leader connecting the employment dots between business, education, and training. Gordon is a human capital management expert who is internationally recognized as an authority on how talent delivery systems, career development, and training related to business and economic growth. www.imperialcorp.com 16

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August 2021

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12:57 PM 17

Nuts & Bolts

Acquisitions, expansions & other business news

TVH named to Top 100 Privately Held Companies list

boots for women in hazardous jobs including construction, architecture, and engineering. These stylish safety boots are ASTM certified for impact, compression, and puncture. The Juno Jones Kickstarter funded in just 29 hours. “Finally, women have boots they can wear from the office to the job site,” said Juno Jones Founder and CEO Emily Soloby. www.junojones.com

TVH in the Americas (TVH), a global provider of quality replacement parts and accessories for the material handling and industrial equipment industries, has been named to the Top 100 Privately Held Companies list for 2021 by Ingram’s Magazine. “We are proud to Felling Trailers acquires Larson Cable be ranked again as one of the Top 100 Privately Held Companies for 2021,” said Simon Witdouck, Trailers Senior Vice President of TVH Americas. The Top Felling 100 Privately Held Companies list is based on 2020 Trailers, Inc., revenue and is made up of companies that are based in Sauk privately held and headquartered in the Kansas City Centre, MN area. www.tvh.com has acquired the assets of Larson Cable Trailers, Inc. (Huron, SD), a provider in fiber-optic cable handling trailer products. Felling Trailers has Toyota Logistics Design Competition retained all of Larson Cable Trailers’ employees 2022 announces Call for Entries and will continue operation in Huron, SD. The The Toyota Logistics company has plans for further investment to add Design Competition 2022 more positions to meet the growing demands of hosted by Toyota Material the Larson product line. Felling Trailers operates Handling Europe is now open manufacturing facilities in Sauk Centre, MN and accepting submissions. (corporate headquarters) and Litchfield, MN, This edition of the competition distributing their product lines through a network focuses on addressing the increasingly complex of dealers located throughout North America. issues related to urban micro logistics with www.felling.com socially sustainable solutions. This is the second year the formerly European Toyota Logistics Design Competition is open to design students Hyster-Yale Group confirms availability in the United States. Six of the 10 semifinalists of EPA-certified IC Engines, Advanced for the Toyota Logistics Design Competition Electric Power for 2020 came from students in the U.S. The winners of the competition will be awarded cash prizes Lift Trucks and an opportunity to apply for a six-month paid Hyster-Yale Group internship at the Toyota Material Handling Design has confirmed the uninterrupted production and Center and Toyota Europe Design Development EPA emissions certification of ICE-powered (ED2). Hyster and Yale brand lift trucks. With lift truck power systems subject to strict emissions standards https://tldc.toyota-forklifts.eu for internal combustion engines and demand for electric options continuing to grow, the company Juno Jones women’s safety boot maker is positioned with a secure, emissions-compliant receives U.S. Trademark engine supply and electric options for a growing range of equipment. The full complement of ICEPhilly-based startup powered Yale and Hyster lift trucks are ready to be Juno Jones secures the U.S. quoted, ordered, and deployed to help keep supply Trademark on its iconic “J” logo. Juno Jones recently chains moving. www.hyster-yale.com launched a line of steel toe 18

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August 2021

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August 2021

Nuts & Bolts

Acquisitions, expansions & other business news

Three authorized Raymond Solutions and Support Centers to merge Three West Coast authorized Raymond Solutions and Support Centers are rebranding under a single name to better deliver industry-leading intralogistics solutions to customers and to provide expanded customized service and support. The three will do business as Raymond West Intralogistics Solutions. Under the plan, Handling Systems Inc., Raymond Handling Concepts Corp., and Raymond Handling Solutions will collectively rebrand under the name Raymond West Intralogistics Solutions. Raymond West Intralogistics Solutions will cover 20 locations across eight states including California, Washington, Arizona, Nevada, Idaho, Oregon, Montana, and Alaska.

Mitsubishi Logisnext Americas Group appoints Equipment Depot as nonexclusive Dealer for Wisconsin and Northern Michigan Mitsubishi Logisnext Americas group has announced that it has appointed Equipment Depot as its non-exclusive dealer for the Cat® lift trucks, Mitsubishi forklift trucks, and Jungheinrich® brands across Wisconsin and Northern Michigan, effective July 1, 2021. Bringing more than 80 years of experience within the material handling industry, Equipment Depot will now represent the Cat lift trucks, Mitsubishi forklift trucks, and Jungheinrich brands across 23 states and 50+ locations. www.logisnextamericas.com

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August 2021

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August 2021

Shifting Gears

Industry personnel and organization news

Wilwerding joins Felling Trailers as SW Regional Sales Manager

AMS-Merlo appoints new Sales Manager

Applied Machinery Sales (AMS-Merlo), the importer Felling Trailers Inc., has and distributor of Merlo appointed Michael Wilwerding telehandlers and Rotos has as their Southwestern Regional appointed Austin Bailey Sales Manager. In this role, he as Sales Manager of AMS. will be responsible for all sales Bailey, who has been with development, activity, and dealer AMS for over 8 years, brings support within California, Nevada, an in-depth knowledge of AMS and the Merlo Arizona, New Mexico, and Hawaii. As the regional manager for the southwest, line of telehandlers. “I’ve been fortunate to be able Michael’s primary responsibilities will be to achieve to see extraordinary growth during my time with AMS,” Bailey said. AMS-Merlo has two locations region market share objectives with the existing dealer base and develop new dealers in the assigned to serve dealers and customers in the USA: Rock Hill, SC and Olathe, KS territory, providing training and product support. Michael will be taking over the southwestern www.ams-merlo.com region once served by Roger Magers, who retired at the end of 2020.

For More Shifting Gears go to www.MHWmag.com

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August 2021

YEAH, I BUILT THIS. Our new Modular Mezzanines are the quickest way to improve effeciency, safety and your bottom line. How quick? They can be installed in as few as two days. Learn more at customindprod.com

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August 2021

Shifting Gears

Industry personnel and organization news

Toyota Material Handling promotes Bruin, Linnemann to Vice President Toyota Material Handling (TMH) has announced the promotion of two key executives on the TMH management team. Bret Bruin has been promoted to Vice President of Aftermarket Operations and Josh Linnemann has been promoted to Vice President of Engineering. Bruin’s leadership has been integral in raising the profile of Toyota’s industry-leading aftermarket product and service lines. During his tenure, Bruin’s responsibilities have grown to include the management of Toyota’s service parts sales and field service operations, Heavy Duty Truck aftermarket support, Toyota Lean Management, and strategic account management. Linnemann’s responsibilities have grown in keeping pace with the market’s increasing demand for customized material

Remanufactured Transmissions, Engines, Torque Converters, Steer Axles, Overhaul Kits and Aftermarket Parts for:

handling solutions. In his new role, Linnemann will lead Toyota’s North American new product development engineering staff and advanced research, development, and product testing teams. www.toyotaforklift.com

Wolter Group rebrands as WOLTER To better reflect the collective offerings of its member companies and brands, Wolter Group, LLC announced it is rebranding the company and its eight sub-brands as Wolter, an industrial solutions provider focused on accelerating productivity for its customers. Subbrands Wisconsin Lift Truck, Illinois Material Handling, Ellis Systems, Wolter Power Systems, Kensar Equipment Company, Bohnert Equipment Company, A D Lift Truck, and Fleet Services will all operate under the Wolter name. WeAreWolter.com

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WELCOME DANIEL “After years in tech, I am excited to be starting something new with Wholesaler magazine and Forklift-International. I have missed being able to connect with people in a less hazardous environment and bringing opportunities to those who need them. I am married with 3 pets. With one class left before I graduate, I will have two bachelor’s degrees in CIS and Theology. My promise is to make sure you have every available tool we offer at your disposal so you can see your business thrive and grow!”

Daniel Brown

Material Handling Wholesaler Sales Representative 877 638-6190 563 588-3844 608 515-8267 daniel.brown@MHWmag.com

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August 2021

New Products

See more new products online at www.MHWmag.com

Seegrid introduces new Autonomous Tow Tractor

Floor level lift tables can be loaded by a hand pallet truck

Seegrid Corporation has announced the availability of the Seegrid Palion ™ Tow Tractor Series 8. This upgraded version of the company’s industryleading automated tow tractor features enhanced Smart Path technology, increasing the robotic fleet’s ability to comprehend and make decisions while safely and reliably moving material in dynamic, high-traffic facilities. Seegrid’s artificial intelligence Advances allow Palion AMRs to see, understand, and learn using the company’s proprietary vision system. The robotic fleet performs and reports on tasks safely and productively for more than 5 million autonomous miles for leading brands in the manufacturing, e-commerce, and logistics sectors.

¾ XZ Series Lift Tables from Presto ECOA feature ZeroHeight platforms that sit just 3/8” above the floor. This extreme low height allows loads to be rolled on or off of them with a hand pallet jack, making them ideal for facilities without a forklift, or for use in fork-free designated areas. Loads can be accessed from all four sides of the platform making the lift well suited for palletizing operations. Six standard models are available and can be furnished in 2,000, 4,000, or 6,000 lb. capacities with either a 44” x 48” or 50” x 48” platform. Lifting and lowering are controlled by either a hand pendant or footswitch. The maximum platform height is 35-3/8”. In addition to standard configurations, a variety of options are available including custom platform sizes, bellows skirting, and one-touch leveling.

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Resonant Dealer Services DAY 1 © - Delivery Process Does Your Equipment Delivery Process:

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August 2021

www.prestolifts.com

Invert entire Pallet loads quickly and safely The PalletPal Inverter from Southworth inverts fully loaded pallets in a matter of seconds. It is a faster, safer, and easier alternative to manual restacking which requires workers to bend, reach, stretch and lift heavy loads. Pallet inversion can be necessary for several reasons including as part of a shipping and receiving process; swapping from in-house to shipping pallets or slipsheets; or dealing with damage to pallets or goods, broken boards or boxes/bags hit by forks. PalletPal Inverters are also commonly used in food, pharmaceutical, and chemical processing applications to turn inventory for freshness or to prevent mixtures from separating or settling. www.southworthproducts.com

Safety Storage Efficiency Combilift are leaders in providing innovative material handling solutions including sideloaders, 4-way forklifts and straddle carriers. They are designed to handle long and over-sized loads guaranteeing considerable improvements in space utilization and safety. With capacities ranging from 3,000 lbs to 220,000 lbs, it’s a safe choice to go with Combilift.

Save up to 50% more storage with Combilift Before you invest in upgrading the infrastructure of your warehouse, find out how Combilift can increase your storage, improve productivity and enhance safety. With over 21 years’ experience in volume optimization, our team of warehouse planning experts know how to make your space work harder for you. Contact us today to arrange a site survey! Our warehouse design consultancy service is FREE and without obligation.

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New Products

See more new products online at www.MHWmag.com

HexcelPack develops Protective PaperNoblelift® 6,000-7,000lb Q Series Based Wrapping System for costLithium Iron Phosphate LFP Electric effective & sustainable product shipping Forklift HexcelPack has developed a cost-effective and sustainable wrapping system for a wide array of product shipping needs. HexcelWrap ™ cushioning paper delivers unsurpassed product protection and packing simplicity for e-commerce, retail catalog, pharmaceutical, and nutraceutical products, as well as third-party logistics (3PL) and contract packaging applications. Utilizing groundbreaking slit paper technology, HexcelPack converts extensible paper into a three-dimensional, internationally patented cushioning product by making precise cuts at specific angles. HexcelPack protective cushioning is easily dispensed through the company’s compact options, including a standalone and completely recyclable tabletop dispensing station. www.hexcelpack.com

The newest introduction of Noblelift® Lithium Iron Phosphate LFP/LiFePO4 electric Q60 and Q70 Series forklift is designed with IP4 Rating Waterproof design for indoor-outdoor applications to contend with traditional IC forklifts while being emissions-free, cost-effective, and designed for energy proficiency. Ideal for facilities that are regulated by the FDA, EPA, and OSHA. Available in 6,000-7,000-pound load capacities in double or triple stage mast of up to 255” (21.25ft), the Noblelift® Q series lithiumiron forklifts deliver reduced energy consumption and faster cycle times to help warehouses move large inventories efficiently while having a safer more stable thermal chemical compound of ironphosphate to avoid overheating and or explosion. www.nobleliftna.com

Brass Knuckle® SmartShell™ is the safety glove that does it all Some jobs need a glove that covers it all: impact protection, cut protection, excellent grip in wet conditions, and high visibility. And it must do all of this without sacrificing comfort, because an uncomfortable glove is an unworn glove, and that is the ruin of compliance and safety programs. Brass Knuckle® SmartShell™ is the next-generation, cross-functional glove that does it all. It’s loaded with features that are engineered to provide protection on multiple fronts, all while excellent flexibility and top-rated ergonomic design make it one of the most wearable gloves in its class. www.brassknuckleprotection.com

Raymond Basics introduces Edge™ lithium-ion motorized Pallet Jack The Raymond Corporation announces an addition to the Raymond Basics product line with the Edge — a motorized, lithium-ion pallet jack with a 3,300-pound capacity. Ideal for use in tight spaces, this 27-by-45-inch pallet jack has a compact design, offering exceptional maneuverability with its pinwheeling capability and convenient turtle and creep modes. The Edge pallet jack offers an efficient and productive alternative to manual pallet jacks in a variety of environments and applications, including narrow aisles, retail backrooms, front of stores, delivery, dock, warehouses, mezzanines, and elevators. www.raymondcorp.com

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August 2021

QUALITY& VALUE For Over 60 Years

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New & Remanufactured Exchange Precision Remanufactured Hydraulic Parts

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August 2021

New Products

See more new products online at www.MHWmag.com

Yale introduces cushion tire lift truck with factory integrated lithium-ion power Yale Materials Handling Corporation just announced the launch of its new ERC050-060VGL series, a 5,000 to 6,000-pound capacity cushion tire lift truck designed to bring warehouse operations the benefits of factory integrated lithium-ion power, including improved productivity, ergonomics, and zero emissions. While operations have traditionally utilized a battery box replacement to convert counterbalanced lift truck battery power from lead-acid to lithium-ion, the ERC-VGL series is completely designed around a fully integrated, space-saving lithium-ion battery pack. Yale also offers a factory-integrated lithium-ion option in the same 5,000 to the 6,000-pound capacity range for its pneumatic model, the ERP-VLL, as well as a 15,500 to the 19,000-pound capacity option, the ERP-VNL series. www.yale.com

EnerSys® offers Advanced, HighPerformance Lithium-ion (Li-ion) Battery to its Global Portfolio EnerSys® is transforming material handling operations with the addition of highperformance NexSys® iON batteries to its power solution portfolio. Combining the latest lithium-ion chemistry with cost-effective modularity, NexSys® iON batteries are engineered with sustainable Nickel Manganese Cobalt (NMC) large format prismatic cell chemistry that has been heavily researched and built to deliver high energy capacity in a smaller footprint. They are designed to meet Automotive / Rigorous Functional Safety Standard ISO 26262, exceeding customary industrial compliance standards. With modular construction, the power system is precisely engineered according to operational demand, can maintain a high State of Charge (SOC) as a result of its speed of recharge 30

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August 2021

capabilities, and can be upsized or downsized as demands change. www.enersys.com

Felling Trailers expands Utility-Based Product Line with PCD Felling Trailers announces the addition of the PCD, Pole/Cargo/ Dump trailer to their utilities-based product line. The PCD model class is a true workhorse of Felling Trailers’ Utility/Telecom solutions. An operator can carry out a host of transport runs without changing out trailers. The Pole/Cargo/Dump can transport poles, backfill, debris, and even reels with the optional removable reel stands. It is one unit with the functionality of four. Operator safety, functionality, and maintenance are prime factors when any company is looking into equipment acquisition. Thus, the PCD’s multi-use capabilities can assure operators many years of reliable, time-saving, trouble-free service. www.felling.com

JLT Mobile Computer’s releases the next generation version of its fully rugged slim and light 10-inch Android tablet JLT Mobile Computers has launched the Android™ 9 based next generation MT3010A™ tablet computer. With its small 10-inch form factor and lightweight, the fully rugged tablet is ideal for deployment in markets such as warehousing, logistics, food and beverage, transportation, and ports. The MT3010A tablet provides a substantial upgrade in terms of performance and functionality to the existing MT2010A, yet shares exterior design, dimensions, and peripherals with the predecessor model, preserving existing investment in platform peripherals and accessories. www.jltmobile.com

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August 2021

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. ➤ 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

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➤ ATTACHMENTS / ACCESSORIES • Pallet Truck Modifications • Turret Mast Attachment • Mechanical Attachments • Special Design Request and Much Much More... www.superioreng.com

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Fabric Gate

Dock Stop HD

• 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

Call Toll Free to Order: 1-877-728-3891

Industrial Safety Gates

Single Swing Gate

Double Swing Gate

• 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.

YOUR MATERIAL HANDLING

SOURCE DIRECTORY

➤ 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

➤ Manufacturer/Suppliers and Transmissions

800-435-9346 | www.warfieldelectric.com

➤ Transmissions

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

800-447-3967 | www.charnor.com

Reman Transmissions, Drive Units, Differentials & Torque Converters

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

Steer Axles

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

VULKO TREAD

➤ STORAGE EQUIPMENT

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

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

➤ RACK / SHELVING ➤ TIRES / WHEELS

➤ New • • •

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames

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

August 2021

Flight Systems Industrial Products 1-800-333-1194 · shop.fsip.biz

REDUC REPLA E BATTERY C Sustain your fle EMENT et usin S g the X te nder B

attery R

egener a

tor.

Advertiser's Index ____________________________________________________ AMERICAN INDUSTRIAL TRANSMISSION, INC. . . 31

HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . . .29

SAVETY YELLOW PRODUCTS. . . . . . . . . . . . . INSERT

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

HC FORKLIFT AMERICA CORP. . . . . . . . . . . . . . . . . 1

SUNLIGHT BATTERIES USA INC. . . . . . . . . . . . . . . 22

CUSTOM INDUSTRIAL PRODUCTS. . . . . . . . . . . . . 23

HELMAR INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 35

DYNA RACK . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15

HESS AUCTIONEERS. . . . . . . . . . . . . . . . . . . . . . . . 10

SUPERIOR ENGINEERING. . . . . . . . . . . . . . . . . . . . 13

THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . . . 20 ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . . . . . 9

INDUSTRIAL FORKLIFTS. . . . . . . . . . . . . . . . . . . . . 19 THOMBERT, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . 17

FAD EQUIPMENT STORE INC. . . . . . . . . . . . . . . . . 24

JH THOMAS INDUSTRIES LTD . . . . . . . . . . . . . . . . 25

FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP). 6, 34

JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . . 24

FORKLIFT-INTERNATIONAL.COM. . . . . . . . . . . . . . 21

OHIO RACK, INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

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

RESONANT DEALER SERVICES. . . . . . . . . . . . . . . .26

WEST POINT RACK, INC. . . . . . . . . . . . . . . . . . . . . . 7

H&K EQUIPMENT COMPANY. . . . . . . . . . . . . . . . . 13

SAFETY SYSTEMS & CONTROLS INC. . . . . . . . . . . 15

WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . . . 11

TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . . 5

TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2, 15, 36

MORE ADVERTISERS & RESOURCES AT www.MHWmag.com 34

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August 2021

August 2021 $15.00 US

blackbook black book YOUR TOOL FOR MAKING INDUSTRY CONNECTIONS 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)

MADE IN THE USA

sales@dyna-rack.com | www.dyna-rack.com

The Toughest Carts on the Planet.

Specializing in Exotic Customs.

Finally, 30 tons of load capacity with real flare. Introducing custom trucks from Hamilton. They thrive under unconventional pressure. From oversized trucks that haul submarine propellers and airplane wings, to smaller rigs for toting race car engines. Red-hot trim optional. See our custom trucks at CartsAndTrailers.com. © Caster & MFG. Co. Co. © 2021 2013Hamilton Hamilton Caster & MFG.

Quality safety products and more, available 24/7. www.tvh.com.

CATEGORY INDEX Aerial Work Platform Parts TVH . . . . . . . . . . . . . . . . . . . . . . . 6 Attachments TVH . . . . . . . . . . . . . . . . . . . . . . . 6 Auction Companies Hess Auctioneers . . . . . . . . . . . . . . 6 Batteries/Chargers Forklift-International.com . . . . . . . . . 6 TVH . . . . . . . . . . . . . . . . . . . . . . . 6 Battery Chargers-New/Used Forklift-International.com . . . . . . . . . 6 Cantilever Racks: New West Point Rack, Inc. . . . . . . . . . . . 8 Carts Hamilton Caster and Mfg. Co. . . . . . 8 Casters Hamilton Caster and Mfg. Co. . . . . . 8 Consulting Services Resonant Dealer Services . . . . . . . . 8 Container Handling H&K Equipment Company . . . . . . . . 8 Core Buyers CharNor Inc. . . . . . . . . . . . . . . . . . 8 Cylinder Heads CharNor Inc. . . . . . . . . . . . . . . . . 10 Drive Axles: Remanufactured American Industrial Transmission, Inc . 10

Drive Units: Remanufactured American Industrial Transmission, Inc . 10 Engines: New TVH . . . . . . . . . . . . . . . . . . . . . . 10 Engines: Remanufactured CharNor Inc. . . . . . . . . . . . . . . . . 10 Forklift: Accessories TVH . . . . . . . . . . . . . . . . . . . . . . 10 Forklift: Dealers Southland Equipment Service, Inc. . 12 Forklift: Electric The Forklift Pro . . . . . . . . . . . . . . 12 Forklifts: Exports The Forklift Pro . . . . . . . . . . . . . . 12 Forklifts: Manufacturers H&K Equipment Company . . . . . . . 12 LiuGong Forklift Americas . . . . . . . 12 Forklifts: New Cavaion Baumann USA . . . . . . . . 14 Design Storage and Handling . . . . 14 Forklift-International.com . . . . . . . . 14 H&K Equipment Company . . . . . . . 14 Forklifts: Parts TVH . . . . . . . . . . . . . . . . . . . . . . 14 Forklifts: Rough Terrain H&K Equipment Company . . . . . . . 14

Forklifts: Training H&K Equipment Company . . . . . . . 14 Forklifts: Used Forklift-International.com . . . . . . . . 16 The Forklift Pro . . . . . . . . . . . . . . 16 Forklifts: Wholesale H&K Equipment Company . . . . . . . 16 The Forklift Pro . . . . . . . . . . . . . . 16 Forks TVH . . . . . . . . . . . . . . . . . . . . . . 17 Import/Export H&K Equipment Company . . . . . . . 17 Industrial Wheels Hamilton Caster and Mfg. Co. . . . . 17 Parts: New H&K Equipment Company . . . . . . . 18 Southland Equipment Service, Inc. . 18 TVH . . . . . . . . . . . . . . . . . . . . . . 18 Parts: Reconditioned Southland Equipment Service, Inc. . 18 Rack Decking: New DACS, Inc. . . . . . . . . . . . . . . . . . 18 Racks: New West Point Rack, Inc. . . . . . . . . . . 18 Rental Equipment H&K Equipment Company . . . . . . . 19

Repair Services H&K Equipment Company . . . . . . . 19 Southland Equipment Service, Inc. . 19 Safety Equipment TVH . . . . . . . . . . . . . . . . . . . . . . 19 Scrubber/Sweeper Equipment H&K Equipment Company . . . . . . . 19 Scrubber/Sweeper Parts TVH . . . . . . . . . . . . . . . . . . . . . . 19 Seats TVH . . . . . . . . . . . . . . . . . . . . . . 20 Stack Racks:New Dyna Rack . . . . . . . . . . . . . . . . . 20 Steer Axles: Remanufactured American Industrial Transmission, Inc 20 CharNor Inc. . . . . . . . . . . . . . . . . 20 Tires TVH . . . . . . . . . . . . . . . . . . . . . . 20 Tow Tractors H&K Equipment Company . . . . . . . 20 Trailers Advance Metalworking Company, Inc. . 22 Hamilton Caster and Mfg. Co. . . . . 22 Transmission: Remanufactured CharNor Inc. . . . . . . . . . . . . . . . . 22

Display Advertiser Index Black Book of Industry Names August 2021 • Vol. 14 No. 2 Dean Millius Daniel Brown Nikole Hoffman Eric Faramus

General Manager/Publisher dmillius@MHWmag.com Account Executive daniel.brown@MHWmag.com Production Lead art@MHWmag.com Graphic Designer art@MHWmag.com

Material Handling Wholesaler Black Book is published twice per year for new and used equipment dealers, equipment manufacturers, manufacturer’s reps, parts suppliers, and service facilities serving the material handling industry. Advertorial expressed here in this publication come from the author’s and do not necessarily reflect the opinions of Material Handling Wholesaler.

DACS, Inc. . . . . . . . . . . . . . . 11

LiuGong Forklift Americas. . 13

Dyna Rack. . . . . . . . . . . . 1, 23

Pioneer Dock Equipment. . . . 9

Forklift-International.com. . . 17

The Forklift Pro. . . . . . . . . . 15

Generac. . . . . . . . . . . . . . . . . 7

TVH . . . . . . . . . . . . . . . . . 3, 24

Hamilton Caster and Mfg. Co.. 2

West Point Rack, Inc.. . . . . . . 5

ADVERTISING CALL 877-638-6190 Email: dmillius@MHWmag.com • daniel.brown@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. COPIES OF BLACK BOOK: $15.00 ea. Material Handling Wholesaler, P. O. Box 725 Dubuque, IA 52004-0725 Toll-free: 877-638-6190 or 563-557-4495 Fax: 563-557-4499 © Copyright Speciality Publications International, Inc.

4 | August 2021

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West Point Rack “We don’t just promise…we deliver!” • Quotes in 2 hours on most requests • Delivery in 2-3 weeks on most orders

For Excellent Service Contact

Reva Bily

Cantilever Racks • Structural Pallet Racks Portable Stacking Racks • Specialty Transport & Storage Products West Point Rack is one of the fastest growing companies in the industry. Our customers recognize quality products, dependability of service and competitive pricing.

• Quality • Dependability • Satisfaction

Cantilever

Our Primary Goal is to support our dealers, satisfy their customers, earn trust and be the “Vendor of Choice” for rack products and racking systems. We offer a full line of light duty, intermediate duty, heavy and extra heavy duty cantilever racks. We provide multiple configurations of a wide variety of stacking racks. Our structural pallet racks can be configured for a wide range of applications. West Point Rack has the products that generates solutions for your storage needs. We also offer specialty products such as bar cradle trucks, drum racks, hand carts and other specialty transport and storage products. Give us a call at 866.245.3630. We may have what you need. Look forward to hearing from you.

Portable Stacking

Structural Pallet

13591 Chandler St. • Omaha, NE 68138 866-245-3630 • Fax 866-245-3631 reva@westpointrack.com www.westpointrack.com

Aerial Work Platform Parts

Battery Chargers

TVH

Forklift-International.com TVH Headquarters 16355 South Lone Elm Rd. Olathe, KS 66062 Phone: 913-829-1000 Toll-Free: 800-255-4109 Fax: 913-829-9208 Email: US.Sales@tvh.com Website: www.tvh.com

TVH is the worldwide leading supplier of quality replacement parts and accessories for all your material handling and industrial equipment needs. Our commitment to service, knowledge and product availability has made TVH the One-Stop-Shop for our customers and their industrial parts requirements. With our 16 distribution centers across the Americas, we are able to reach 92% of the industrial equipment population in 1 day ground service with over 42 million parts.

Attachments TVH TVH Headquarters 16355 South Lone Elm Rd. Olathe, KS 66062 Phone: 913-829-1000 Toll-Free: 800-255-4109 Fax: 913-829-9208 Email: US.Sales@tvh.com Website: www.tvh.com TVH is the worldwide leading supplier of quality replacement parts and accessories for all your material handling and industrial equipment needs. Our commitment to service, knowledge and product availability has made TVH the One-Stop-Shop for our customers and their industrial parts requirements. With our 16 distribution centers across the Americas, we are able to reach 92% of the industrial equipment population in 1 day ground service with over 42 million parts.

Auction Companies Bill Troop, General Manager Bill Troop, General Manager Hess Auctioneers, LLC. 1451 River Rd. Marietta, PA 17547 Phone: 866-511-2493 Fax: 717-427-1665 Email: sales@hessauctioneers.com Web Site: www.hessauctioneers.com Member Affiliations: PMTA, ABC, UTA

Forklift-International.com 801 Bluff St., Dubuque, IA 52001 877 638-6190 or 305 600-3010 Email: dmillius@MHWmag.com or daniel.brown@MHWmag.com monty@forklift-int.com Website: www.forklift-international.com Forklift-International.com is a buy and sell material handling equipment website which is an association between Motus Online Service Inc. and Material Handling Wholesaler and Material Handling Network magazines. Forklift-International.com connects you to a marketplace network of dealers throughout the World for new, used and rental equipment under one site.

TVH TVH Headquarters 16355 South Lone Elm Rd. Olathe, KS 66062 Phone: 913-829-1000 Toll-Free: 800-255-4109 Fax: 913-829-9208 Email: US.Sales@tvh.com Website: www.tvh.com TVH is the worldwide leading supplier of quality replacement parts and accessories for all your material handling and industrial equipment needs. Our commitment to service, knowledge and product availability has made TVH the One-Stop-Shop for our customers and their industrial parts requirements. With our 16 distribution centers across the Americas, we are able to reach 92% of the industrial equipment population in 1 day ground service with over 42 million parts.

Battery Chargers - New/Used Forklift-International.com Forklift-International.com 801 Bluff St., Dubuque, IA 52001 877 638-6190 or 305 600-3010 Email: dmillius@MHWmag.com or daniel.brown@MHWmag.com monty@forklift-int.com Website: www.forklift-international.com Forklift-International.com is a buy and sell material handling equipment website which is an association between Motus Online Service Inc. and Material Handling Wholesaler and Material Handling Network magazines. Forklift-International.com connects you to a marketplace network of dealers throughout the World for new, used and rental equipment under one site.

Material Handling/Ag/Construction Equipment, Truck & Trailer Consignment Auctions held every other month in Marietta, PA. Also, Fleet/ Business Liquidations and Dispersals held on-site. Online Bidding Available! Call us today to get details on consigning your Material Handling Equipment or for information on upcoming auctions. 2021 Auction Dates: August 13, October 15, and December 10. 6 | August 2021

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Prepare for power outages with a Generac home standby generator REQUEST A FREE QUOTE!

855-900-8843

FREE

7-Year Extended Warranty* A $695 Value! Limited Time Offer – Call for Details

Special Financing Available Subject to Credit Approval

*To qualify, consumers must request a quote, purchase, install and activate the generator with a participating dealer. Call for a full list of terms and conditions.

Cantilever Racks: New

Consulting Services

West Point Rack, Inc

Dave Baiocchi

West Point Rack, Inc. 13591 Chandler St. Omaha, NE 68138 Toll Free: 866-245-3630 Fax: 866-245-3631 Email: reva@westpointrack.com Web Site: www.westpointrack.com Cantilever, Structural Pallet & Portable Stacking “We don’t just promise, we deliver”- West Point Rack is one of the fastest growing companies in the industry. Our customers recognize quality products, dependability of service and competitive pricing. Our Primary Goal is to satisfy our Dealers, earn their Trust, and become their “Vendor of Choice.”

RDS assists dealers in development of best practices. Pre-engineered programs are customized and branded to assist dealers in improving processes in equipment sales, aftermarket offerings, management compensation, incentive programs, and inventory control. These programs are designed to both enhance profitability, and make dealers “employers of choice” in their marketplace.

Container Handling

Carts

Richard Rich

Jim Lippert

The Toughest Carts on the Planet.

Resonant Dealer Services 4229 Volpaia Place Manteca, CA 95337 209 652-7511 www.resonantdealer.com dave@resonantdealer.com

Hamilton Caster Carts & Trailers 1637 Dixie Highway Hamilton, OH 45011 Phone: 800-733-7655 Fax: 513-863-5508 Web Site: www.HamiltonCaster.com & www.CartsandTrailers.com Member Affiliations: MHI, MHEDA, EASE

Founded in 1907, Hamilton Caster is an industry leader in designing and manufacturing heavy-duty industrial casters, wheels, carts, and trailers. Hamilton specializes in the custom design and manufacturing of large capacity casters ranging from 1,000 lbs. up to 40,000 lbs. and industrial trailers ranging from 2,000 lbs. up to 100,000 lbs.

H&K Equipment Inc 4200 Casteel Drive Coraopolis, PA 15108 Phone: 412-490-5311 Fax: 412-494-0975 Cell: 412-779-3056 Member Affiliations: ARA (American Rental Association) BBB (Better Business Bureau) Our equipment dealerships provide internal combustion lift trucks to 120,000 Lb capacity and electric powered lift trucks and coil tractors to 80,000 Lbs. H&K also specializes in rail car mover equipment, container handling equipment, coil handling tractors, trailer yard spotters and industrial floor maintenance equipment. We now manufacture both Autolift and Elwell Parker lift trucks and we have a separate division for overhead cranes and manufacture new and rebuild used industrial magnets for the steel & scrap metals industry. For more information about H&K Equipment and our family of companies, please visit www.hkequipment.com

Casters Jim Lippert

The Toughest Carts on the Planet.

Core Buyers CharNor Inc. 1711 1st Avenue East Milan Illinois, 61264 Sales: 800-447-3967 Phone: 309-787-2427 Fax: 309-787-9410 Email: sales@charnor.com Web Site: www.charnor.com CharNor is currently purchasing forklift component cores including: Engines, Gas and LP Transmissions, automatic only Steer axles, or steer axle beam and cylinders

Please contact CharNor with excess components

8 | August 2021

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Cylinder Heads

Engines: New

CharNor Inc.

TVH 1711 1st Avenue East Milan Illinois, 61264 Sales: 800-447-3967 Phone: 309-787-2427 Fax: 309-787-9410 Email: sales@charnor.com Web Site: www.charnor.com

CharNor offers new Cylinder heads for: Mazda FE and F2 with valves, springs and seals installed Mitsubishi 4G63 and 4G64 with valves, springs and seals installed Toyota 4Y with valves, springs and seals installed Nissan K21 and K25 with valves, springs and seals installed GM4.3 with valves, springs and seals and complete roller rockers

Drive Axles: Remanufactured American Industrial Transmission

TVH Headquarters 16355 South Lone Elm Rd. Olathe, KS 66062 Phone: 913-829-1000 Toll-Free: 800-255-4109 Fax: 913-829-9208 Email: US.Sales@tvh.com Website: www.tvh.com TVH is the worldwide leading supplier of quality replacement parts and accessories for all your material handling and industrial equipment needs. Our commitment to service, knowledge and product availability has made TVH the One-Stop-Shop for our customers and their industrial parts requirements. With our 16 distribution centers across the Americas, we are able to reach 92% of the industrial equipment population in 1 day ground service with over 42 million parts.

Engines: Remanufactured CharNor Inc. 1711 1st Avenue East Milan Illinois, 61264 Sales: 800-447-3967 Phone: 309-787-2427 Fax: 309-787-9410 Email: sales@charnor.com Web Site: www.charnor.com

American Industrial Transmission Phone: 800-588-7515 Web Site: www.aittransmission.com American Industrial Transmission is proud to announce that in addition to our reman transmissions, we offer Reman Drive Axles. Our techs use a number of the skills used in transmission rebuilding when they rebuild a drive axle. Some styles are on the shelf, ready to ship. Others must be done as a rebuild and return. Our pricing is competitive. Our quality is the first-rate. We offer a 6-month or 1500 hour warranty. Call us for a quote. 800-5887515.

CharNor engines are unique: 100% core deposit credit for returned cores, ask for limitations. All CharNor engines are manufactured to proven, defined processes. All CharNor engines are tested using live running with a load. Industries best warranty, I year unlimited hours

Drive Units: Remanufactured American Industrial Transmission American Industrial Transmission Phone: 800-588-7515 Web Site: www.aittransmission.com In addition to remanufacturing automatic transmissions and oil clutch transmissions, AIT offers reman master drive units for electric lift trucks. We have excellent coverage on Hyster and Yale MDU’s, good coverage on Toyota and Cat, and are working on increasing our Clark offerings. Our reman drive units carry the same 6-month, 1500 hour warranty that our reman transmissions carry.

10 | August 2021

Forklift Accessories TVH TVH Headquarters 16355 South Lone Elm Rd. Olathe, KS 66062 Phone: 913-829-1000 Toll-Free: 800-255-4109 Fax: 913-829-9208 Email: US.Sales@tvh.com Website: www.tvh.com TVH is the worldwide leading supplier of quality replacement parts and accessories for all your material handling and industrial equipment needs. Our commitment to service, knowledge and product availability has made TVH the One-Stop-Shop for our customers and their industrial parts requirements. With our 16 distribution centers across the Americas, we are able to reach 92% of the industrial equipment population in 1 day ground service with over 42 million parts.

www.MHWmag.com

PROVEN SOLUTIONS

ONE SOURCE

DACS inc.

800-909-4937 dacsinc.com

dswanson@dacsinc.com

SCAN TO WATCH OUR NEW FLUEKEEPER VIDEO!

Forklifts: Dealers

Forklifts: Export

Southland Equipment Service, Inc.

Bill Zemak

109 N Shorecrest Rd. Columbia, SC 29209 Phone: 803-783-1171 Fax: 803-783-2557 Email: Sales@SouthlandSC.com Web Site: www.SouthlandSC.com Member Affiliations: NFIB; S.C. Chamber of Commerce; Committee of 100, Central SC Alliance Established in 1971 – New, Used, Rental, Leasing - SERVICE and PARTS for ALL brands, - related material handling equipment. Expert Nationwide Parts Service.

FORKLIFT PRO, Inc. 9801 Industrial Drive PO Box 99 Pineville, NC 28134 Phone: 704-716-3636 Fax: 704-714-4622 Email: bill@theforkliftpro.com Large selection of quality used equipment ~ Cushions / Pneumatics LP / Gas / Diesel / Electrics. Rough Terrains to Narrow Aisle. Call us first. Export Specialists! Always stocking ~ New Side Shifters/Forks/Carpet Poles/Chargers WORLDWIDE Wholesaler of Quality Lift Trucks!

Forklift Professionals.

Forklift-Electric

Forklifts: Manufacturers

Jake Agnew

Richard Rich THE FORKLIFT PRO 9801 Industrial Drive PO Box 99 Pineville, NC 28134 Phone: 704-716-3636 Fax: 704-714-4622 Email: jake@theforkliftpro.com Website: www.theforkliftpro.com

Large selection of quality used equipment ~ Cushions / Pneumatics LP / Gas / Diesel / Electrics. Rough Terrains to Narrow Aisle. Call us first. Export Specialists! Always stocking ~ New Side Shifters/Forks/Carpet Poles/Chargers. Call Jake - THE FORKLIFT PRO with 21 years forklift experience! The WORLDWIDE Wholesaler of Quality Lift Trucks!

Forklifts: Export

Jared Ward

Luc Lemieux THE FORKLIFT PRO 9801 Industrial Drive PO Box 99 Pineville, NC 28134 Phone: 704-716-3636 Fax: 704-714-4622 Email: luc@theforkliftpro.com Website: www.theforkliftpro.com Large selection of quality used equipment ~ Cushions / Pneumatics LP / Gas / Diesel / Electrics. Rough Terrains to Narrow Aisle. Call us first. Export Specialists! Always stocking ~ New Side Shifters/Forks/Carpet Poles/ Chargers.

LiuGong Forklift Americas 22220 Merchants Way, Suite 100 Katy, Texas 77449 Phone: 281-579-8882 Fax: 281-579-8388 Email: info@liugongna.com Member Affiliations: ITA, MHEDA, MHIA LiuGong North America, located in Katy, Texas, provides world class construction and material handling equipment and supports its dealers with sales, service, parts, warranty, marketing and financial support. LiuGong products are specifically designed for the American market and deliver modern, ergonomic, durable and well-supported products.

Call Luc - THE FORKLIFT PRO with 20 years forklift experience! The WORLDWIDE Wholesaler of Quality Lift Trucks!

12 | August 2021

www.MHWmag.com

RAISING EXPECTATIONS 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 at LiuGongNA.com or call 281-579-8882 to learn more today.

UNMATCHED VALUE

FULLY-LOADED HIGH PERFORMANCE MACHINES

GREAT RENTAL & LEASING PROGRAMS

FINANCING

DEALER FLOOR PLANS

AS LOW AS

3-YEAR/6,000 HOUR FULL WARRANTY

Forklifts: New

Forklifts: Parts

Cavaion Baumann USA

TVH

P.O. Box 90 Fredericksburg, VA 22404 Toll-Free: 800-548-2839 Phone: 540-898-8636 Fax: 540-898-8143 Web Site: www.designstorage.com For over 40 years the Cavaion Baumann Sideloader has been synonymous with quality & craftsmanship. As the exclusive distributor of Cavaion Baumann sideloaders in North America, CBUSA offers a dedicated team of sideloader experts to tailor any model of the world’s largest and most complete range of long load handling equipment to your specific application. Our nationwide support team is backed by the single largest sideloader replacement parts inventory not just in North America, but anywhere in the world!

Design Storage & Handling P.O. Box 90 Fredericksburg, VA 22404 Toll-Free: 800-548-2839 Phone: 540-898-8636 Fax: 540-898-8143 Web Site: www.designstorage.com

Forklifts: Rough Terrain Richard Rich H&K Equipment Inc 4200 Casteel Drive Coraopolis, PA 15108 Phone: 412-490-5311 Fax: 412-494-0975 Cell: 412-779-3056 Member Affiliations: ARA (American Rental Association) BBB (Better Business Bureau)

As the exclusive distributor of Hubtex sideloaders in North America, Design Storage offers a dedicated team of sideloader experts to tailor any model of the world’s largest and most complete range of long load handling equipment to your specific application. Our nationwide support team is backed by the single largest sideloader replacement parts inventory not just in North America, but anywhere in the world!

Forklift-International.com Forklift-International.com 801 Bluff St., Dubuque, IA 52001 877 638-6190 or 305 600-3010 Email: dmillius@MHWmag.com or daniel.brown@MHWmag.com monty@forklift-int.com Website: www.forklift-international.com Forklift-International.com is a buy and sell material handling equipment website which is an association between Motus Online Service Inc. and Material Handling Wholesaler and Material Handling Network magazines. Forklift-International.com connects you to a marketplace network of dealers throughout the World for new, used and rental equipment under one site.

Our equipment dealerships provide internal combustion lift trucks to 120,000 Lb capacity and electric powered lift trucks and coil tractors to 80,000 Lbs. H&K also specializes in rail car mover equipment, container handling equipment, coil handling tractors, trailer yard spotters and industrial floor maintenance equipment. We now manufacture both Autolift and Elwell Parker lift trucks and we have a separate division for overhead cranes and manufacture new and rebuild used industrial magnets for the steel & scrap metals industry. For more information about H&K Equipment and our family of companies, please visit www.hkequipment.com

Forklifts: Training Richard Rich

Richard Rich H&K Equipment Inc 4200 Casteel Drive Coraopolis, PA 15108 Phone: 412-490-5311 Fax: 412-494-0975 Cell: 412-779-3056 Member Affiliations: ARA (American Rental Association) BBB (Better Business Bureau) Our equipment dealerships provide internal combustion lift trucks to 120,000 Lb capacity and electric powered lift trucks and coil tractors to 80,000 Lbs. H&K also specializes in rail car mover equipment, container handling equipment, coil handling tractors, trailer yard spotters and industrial floor maintenance equipment. We now manufacture both Autolift and Elwell Parker lift trucks and we have a separate division for overhead cranes and manufacture new and rebuild used industrial magnets for the steel & scrap metals industry. For more information about H&K Equipment and our family of companies, please visit www.hkequipment.com 14 | August 2021

THE FORKLIFT PRO

Worldwide LiftTrucks Trucks WorldwideWholesaler Wholesalerof of Quality Quality Lift 9801 Drive •• Pineville, 9801 Industrial Industrial Drive Pineville,NC NC 28134 28134 ••704.716.3636 980.272.0507 ¡Se¡Se Habla Español! Habla Español!

BILL ZEMAK BILL@THEFORKLIFTPRO.COM

LUC LEMIEUX LUC@THEFORKLIFTPRO.COM

JAKE AGNEW JAKE@THEFORKLIFTPRO.COM

WE HAVE MORE THAN 800 UNITS IN OUR EVER-GROWING INVENTORY! WE OFFER CUSHION • PNEUMATICS • ROUGH TERRAIN • NARROW AISLE • CHARGES CARPET POLES• LP/GAS/ELECTRONICS • NEW SIDE SHIFTERS • FORKS

SPECIALIZING IN WHOLESALE, EXPORT, USED EQUIPMENT

VIEW THE FULL INVENTORY AVAILABLE ONLINE!

THEFORKLIFTPRO.COM

Forklifts: Used

Forklifts: Wholesale

Forklift-International.com

Forklifts: Used

Jake Agnew THE FORKLIFT PRO 9801 Industrial Drive PO Box 99 Pineville, NC 28134 Phone: 704-716-3636 Fax: 704-714-4622 Email: jake@theforkliftpro.com Website: www.theforkliftpro.com Large selection of quality used equipment ~ Cushions / Pneumatics LP / Gas / Diesel / Electrics. Rough Terrains to Narrow Aisle. Call us first. Export Specialists! Always stocking ~ New Side Shifters/Forks/Carpet Poles/Chargers. Call Jake - THE FORKLIFT PRO with 21 years forklift experience! The WORLDWIDE Wholesaler of Quality Lift Trucks!

THE FORKLIFT PRO 9801 Industrial Drive PO Box 99 Pineville, NC 28134 Phone: 704-716-3636 Fax: 704-714-4622 Email: bill@theforkliftpro.com Large selection of quality used equipment ~ Cushions / Pneumatics LP / Gas / Diesel / Electrics. Rough Terrains to Narrow Aisle. Call us first. Export Specialists! Always stocking ~ New Side Shifters/Forks/Carpet Poles/Chargers WORLDWIDE Wholesaler of Quality Lift Trucks!

Jake Agnew

16 | August 2021

Bill Zemak

THE FORKLIFT PRO 9801 Industrial Drive PO Box 99 Pineville, NC 28134 Phone: 704-716-3636 Fax: 704-714-4622 Email: jake@theforkliftpro.com Website: www.theforkliftpro.com Large selection of quality used equipment ~ Cushions / Pneumatics LP / Gas / Diesel / Electrics. Rough Terrains to Narrow Aisle. Call us first. Export Specialists! Always stocking ~ New Side Shifters/Forks/Carpet Poles/Chargers. Call Jake - THE FORKLIFT PRO with 21 years forklift experience! The WORLDWIDE Wholesaler of Quality Lift Trucks!

www.MHWmag.com

Forks TVH TVH Headquarters 16355 South Lone Elm Rd. Olathe, KS 66062 Phone: 913-829-1000 Toll-Free: 800-255-4109 Fax: 913-829-9208 Email: US.Sales@tvh.com Website: www.tvh.com TVH is the worldwide leading supplier of quality replacement parts and accessories for all your material handling and industrial equipment needs. Our commitment to service, knowledge and product availability has made TVH the One-Stop-Shop for our customers and their industrial parts requirements. With our 16 distribution centers across the Americas, we are able to reach 92% of the industrial equipment population in 1 day ground service with over 42 million parts.

LOOKING FOR BATTERIES & CHARGERS?

Forklift has over 300+ online right now. Enersys now has their used batteries on Forklift.

Import/Export Richard Rich H&K Equipment Inc 4200 Casteel Drive Coraopolis, PA 15108 Phone: 412-490-5311 Fax: 412-494-0975 Cell: 412-779-3056 Member Affiliations: ARA (American Rental Association) BBB (Better Business Bureau) Our equipment dealerships provide internal combustion lift trucks to 120,000 Lb capacity and electric powered lift trucks and coil tractors to 80,000 Lbs. H&K also specializes in rail car mover equipment, container handling equipment, coil handling tractors, trailer yard spotters and industrial floor maintenance equipment. We now manufacture both Autolift and Elwell Parker lift trucks and we have a separate division for overhead cranes and manufacture new and rebuild used industrial magnets for the steel & scrap metals industry. For more information about H&K Equipment and our family of companies, please visit www.hkequipment.com

Industrial Wheels

ENERSYS 12-125-15

3,009 USD

4,632 USD

24V/540Ah

2018

24V/875Ah

2018

EnerSys, Pennsylvainia

ENERSYS 18-090-29

ENERSYS 12-125-13

7,250 USD

3,876 USD

36V/1260Ah

Jim Lippert

The Toughest Carts on the Planet.

ENERSYS 12-090-13

2017

EnerSys, Pennsylvainia

24V/750Ah

2019

EnerSys, Pennsylvainia

Save time and money by searching FORKLIFT...now expanded used battery and chargers for sale. If you want to add your batteries and chargers on FORKLIFT, call Dean at 877 638-6190, and let’s get your inventory online!

MHWholesaler Black Book

August 2021 | 17

Parts: New

Parts: Reconditioned

Richard Rich

Established in 1971 – New, Used, Rental, Leasing - SERVICE and PARTS for ALL brands, - related material handling equipment. Expert Nationwide Parts Service. Forklift Professionals.

Rack Decking: New Southland Equipment Service, Inc.

David Swanson

DACS, Inc. 900 Port Centre Parkway Portsmouth, VA 23704 Toll-Free: 800-909-4937 Cell: 757-817-7335 Fax: 800-909-4938 Email: dswanson@dacsinc.com Web Site: www.dacsinc.com Member Affiliations: MHI, SDI, MHEDA, RMI, iSIGMA DACS, Inc., founded in 1987, specializes in the manufacture of corrugated steel decking products for material handling and commercial construction: rack deck, Punch Deck®, FlueKeeper®, fire barriers, mezzanine deck, floor deck and roof deck. DACS offers engineering services and detailed drawings for every application, and accessories for installation of our products.

18 | August 2021

Racks-New West Point Rack, Inc. West Point Rack, Inc. 13591 Chandler St. Omaha, NE 68138 Toll Free: 866-245-3630 Fax: 866-245-3631 Email: reva@westpointrack.com Web Site: www.westpointrack.com Cantilever, Structural Pallet & Portable Stacking “We don’t just promise, we deliver”- West Point Rack is one of the fastest growing companies in the industry. Our customers recognize quality products, dependability of service and competitive pricing. Our Primary Goal is to satisfy our Dealers, earn their Trust, and become their “Vendor of Choice.”

www.MHWmag.com

Rental Equipment Richard Rich H&K Equipment Inc 4200 Casteel Drive Coraopolis, PA 15108 Phone: 412-490-5311 Fax: 412-494-0975 Cell: 412-779-3056 Member Affiliations: ARA (American Rental Association) BBB (Better Business Bureau) Our equipment dealerships provide internal combustion lift trucks to 120,000 Lb capacity and electric powered lift trucks and coil tractors to 80,000 Lbs. H&K also specializes in rail car mover equipment, container handling equipment, coil handling tractors, trailer yard spotters and industrial floor maintenance equipment. We now manufacture both Autolift and Elwell Parker lift trucks and we have a separate division for overhead cranes and manufacture new and rebuild used industrial magnets for the steel & scrap metals industry. For more information about H&K Equipment and our family of companies, please visit www.hkequipment.com

Safety Equipment TVH TVH Headquarters 16355 South Lone Elm Rd. Olathe, KS 66062 Phone: 913-829-1000 Toll-Free: 800-255-4109 Fax: 913-829-9208 Email: US.Sales@tvh.com Website: www.tvh.com TVH is the worldwide leading supplier of quality replacement parts and accessories for all your material handling and industrial equipment needs. Our commitment to service, knowledge and product availability has made TVH the One-Stop-Shop for our customers and their industrial parts requirements. With our 16 distribution centers across the Americas, we are able to reach 92% of the industrial equipment population in 1 day ground service with over 42 million parts.

Scrubber/Sweeper Equipment

Repair Services

Richard Rich

Southland Equipment Service, Inc. 109 N Shorecrest Rd. Columbia, SC 29209 Phone: 803-783-1171 Fax: 803-783-2557 Email: Sales@SouthlandSC.com Web Site: www.SouthlandSC.com Member Affiliations: NFIB; S.C. Chamber of Commerce; Committee of 100, Central SC Alliance Established in 1971 – New, Used, Rental, Leasing - SERVICE and PARTS for ALL brands, - related material handling equipment. Expert Nationwide Parts Service. Forklift Professionals.

MHWholesaler Black Book

Scrubber/Sweeper Parts TVH TVH Headquarters 16355 South Lone Elm Rd. Olathe, KS 66062 Phone: 913-829-1000 Toll-Free: 800-255-4109 Fax: 913-829-9208 Email: US.Sales@tvh.com Website: www.tvh.com TVH is the worldwide leading supplier of quality replacement parts and accessories for all your material handling and industrial equipment needs. Our commitment to service, knowledge and product availability has made TVH the One-Stop-Shop for our customers and their industrial parts requirements. With our 16 distribution centers across the Americas, we are able to reach 92% of the industrial equipment population in 1 day ground service with over 42 million parts. August 2021 | 19

Seats

Steer Axles: Remanufactured CharNor Inc.

CharNor Inc.

1711 1st Avenue East Milan Illinois, 61264 Sales: 800-447-3967 Phone: 309-787-2427 Fax: 309-787-9410 Email: sales@charnor.com Web Site: www.charnor.com CharNor steer axles feature 100% core deposit credit assured regardless of condition if we receive a complete like core. Industries best warranty, 1 yr, unlimited hours.

Tires Stack Racks: New

TVH TVH Headquarters 16355 South Lone Elm Rd. Olathe, KS 66062 Phone: 913-829-1000 Toll-Free: 800-255-4109 Fax: 913-829-9208 Email: US.Sales@tvh.com Website: www.tvh.com

Joyce Unruh Dyna Rack 425 Sovereign Ct. St. Louis, MO 63011 Toll-Free: 800-939-3962 Fax: 636-256-8963 Email: junruh@dyna-rack.com Web Site: www.dyna-rack.com Member Affiliations: MHIA, MHEDA Dyna Rack is an experienced manufacturer of portable stack racks and offers standard rack designs as well as customized designs to fit unique applications. Some rack designs not only stack, but nest while not in use. Faster delivery is available on select sizes of the 2000 and 4000 lb. capacity rack designs.

Steer Axles: Remanufactured

Tow Tractors

American Industrial Transmission American Industrial Transmission Phone: 800-588-7515 Web Site: www.aittransmission.com

AIT has been rebuilding transmissions for over 35 years. Our shop equipment includes a number of machines and their tooling for a variety of processes. Our tools include presses and cleaning tanks. We realized that we have all of the necessary facilities to produce remanufactured steer axles in-house. The only exception is the chrome plating needed for some cylinders. That is subcontracted locally. Cores have been purchased and exchanges for popular styles are on the shelf. Our prices are competitive. Our quality is what you expect from American Industrial Transmission.

20 | August 2021

www.MHWmag.com

Don’t Be Left Out on Material Handling’s Directory —

Black Book of Industry Names Material Handling Wholesaler will publish the directory with names of material handling contacts with pictures, phone numbers and descriptions of how they can help Wholesaler’s 20,800 readers. Fax or mail the form below and don’t get left out in our Black Book of Industry Names — published in Wholesaler’s February 2022 issue — deadline Monday, December 27, 2021. Text Block Ads: 1–3 Blocks $50 each; 4–8 Blocks $45 each; 9+ Blocks $40 each Non-agreement text block ads: 1–3 Blocks $70 each; 4–8 Blocks $65 each; 9+ Blocks $60 each ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑

Aerial Lifts / Scissor Lift Alternators Attachments Auction Companies Automated Guides Vehicles Batteries / Chargers Battery Chargers - New / Used Battery Regeneration Brushes – Sweeper / Scrubber Carts Casters Container Handlers Conveyors Computers Hardware Core Buyers – Engines Core Buyers Cylinder Heads Dock Equipment Emission Analyzers Engines – New Engines – Parts Engines – Rebuilt Engines – Remanufactured Exhaust Analyzers Fabricators Financial Services Forklift – Accessories Forklift – Dealers Forklift – Jacks

❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑

Forklift – Manufacturers Forklift – Rough Terrain Forklift – Training Forklift – New Forklift Wholesale Forks Forks – Telescopic Import / Export Industrial Wheels Insurance Inventory Control Lift Tables Lift Truck - Accessories Liquidations Lockers Mezzanines Motors – Parts Motors – Speed Control Pallet Racks-New Pallet Truck – Parts Pallet Truck – Scales Pallet Trucks – Used Parts – New Parts – Reconditioned Personnel Carriers Promotional Items Propane Distributors Propane – Repair Kits Pumps

❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑ ❑

Rack Decking – Custom Rack Decking – New Racks – Used Rental – Attachments Rental – Equipment Repair Service Safety Equipment Scales – Forklift Scrubber Brushes Scrubber / Sweepers Equipment Scrubber / Sweeper – Parts Seats Shelving Software Steer Axles Steer Gears Storage Stack Racks Tires Tow Tractors Trailers Trade Association Transmissions – New Transmissions – Parts Transmissions – Used Transportation/Hauling Warehouse Scales Wire Partitions & Cages Wire Rack Decking

Contact Name: _______________________________________________________________________________________ Company Name: ______________________________________________________________________________________ Company Address: ___________________________________________________________________________________ City: _____________________________________________ State: ___________________Zip Code: ________________ Phone: ______________________________ Fax: __________________________ Cell: _____________________________ Website: ________________________________ Email: ______________________________________________________ Member Affiliations: ___________________________50 Word Description of your Company: _________________ ______________________________________________________________________________________________________ ______________________________________________________________________________________________________

Mail Form to: Material Handling Wholesaler P.O. Box 725 | Dubuque, IA 52004-0725 or Fax it to: 563-557-4499

Still the one for advertising RESULTS!

by Monday, December 27, 2021

Trailers

Transmission: Remanufactured

Annette Kull

CharNor Inc. The Advance Metalworking Co. Inc. 3726 US Hwy 34 Kewanee, IL 61345 Phone: 309-853-3387 Fax: 309-853-3389

The Advance Metalworking Co., Inc. manufactures both hydraulic elevating platform and inclining platform trailers. The Lift-a-Load Elevating Platform Trailer can be hydraulically lowered to ground height or raised to dock height or any level in between while remaining level throughout the procedure. Models available with straight tongue or gooseneck hitch, single or dual axle with capacities from 4,400 to 15,000 lbs.

1711 1st Avenue East

Milan Illinois, 61264 Sales: 800-447-3967 Phone: 309-787-2427 Fax: 309-787-9410 Email: sales@charnor.com Web Site: www.charnor.com CharNor Transmissions feature All CharNor transmissions are manufactured to proven, defined processes All CharNor transmissions are thoroughly tested in a live run simulation Industries best warranty, I year unlimited hours.

The Lo Riser Inclining Platform Trailer can be hydraulically lowered to ground height. The built-in ramp provides a minimum 4-degree angle allowing easy, drive-on access. Models available with GVWR of 8,500, 13,500, 15,500, 17,650 and 19,725 lbs.

Jim Lippert

The Toughest Carts on the Planet.

Don’t miss out on the next

Black Book!

February 2022 Ad Deadline:

December 27, 2021 The Black Book of Industry Contacts is published twice a year with a list of product

Subscribe to Material Handling Wholesaler BL

AC IN K B SID O E!! OK

www.MHWmag.com

August 2021

$10

readers to reference throughout the year. Call 877-638-6190 for more information.

ATTN.: Postmaster: This is dated material. Please rush!

Change Service Requested

P.O. Box 725 •Dubuque, IA 52004-0725

Prsrt Std US Postage PAID Wholesaler

An Employee-Owned Specialty Publications International, Inc. Magazine

and service categories for Wholesaler

Industry Leading Full Line of LITHIUM-ION Equipment Rapid Charging

Maintenance Free Longer Run Times

HC Forklift America Corporation

10405-A Granite Street Charlotte, NC 28273 Toll Free: (888) 652-8395 Learn more at: america@hcforklift.com www.hcforkliftamerica.com/li-ion/

www.MHWmag.com 22 | August 2021

www.MHWmag.com

THE DEALERS’ SOURCE FOR PORTABLE RACKS

We are a custom manufacturer of portable stack racks for business and industry. We work through a network of material handling dealers & distributors. No order is too large or too small for us; we welcome all inquiries. Custom designs built to the user’s specifications may be possible. Faster delivery is available on select sizes of the 2,000 & 4,000 lb. capacity rack design.

Contact Dyna Rack for your customers storage needs.

800-939-3962 sales@dyna-rack.com | www.dyna-rack.com

Long-lasting polywheels for every application. www.tvh.com.

Confused by your options?

Our free online part-truck lookup makes it easy! www.helmarparts.info

800-621-3414 sales@helmarparts.com

Our paint keeps your fleet looking brand new. www.tvh.com.

August 2021 Material Handling Wholesaler

Articles inside

Cover Story Jeffrey Gitomer Keeping good salespeople is harder than finding them

New Products