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JANUARY 2022 • VOL. 43 NO. 1
Industry News 20 Nuts & Bolts
22 Shifting Gears
28 SalesLead
30 New Products
Dean Millius General Manager/Publisher Daniel Brown Account Executive
Reader Resources
2022 Dave Baiocchi COLUMNS
In the next issue... BATTERY ISSUE
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Supplement: Black Book of Industry Names Ad Deadline: Wednesday, December 29th
10 | Aftermarket Dave Baiocchi Acquiring Talent
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16 | Sales Trends Jeffrey Gitomer
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COVER STORY
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Cover story Garry Bartecki
Much needed plans for 2022 There is little doubt that 2022 is going to be a handful to deal with. David Baiocchi laid it all out in last month’s issue and every bit of what he said is going to take place in some form in 2022 and even 2023. To make matter worse, from the time David’s article appeared in MHW we have a new highly contagious COVID-19 strain to deal with which could put you back six or nine months, which in turn could offset some of the changes you made to your business to get back on track to a more profitable 2022. Not only is the new Covid strain a problem but when you add in the supply chain issues that continue to plague us there seem to be more roadblocks in front of us than pathways to profitability and cash flow. And just so you know, Dean informed me I had the cover story for January and the topic should cover what dealers will face in 2022 to the best of my ability. I said that would not be a problem. The next day, however, I received a copy of David’s article. Needless to say, I am thinking David covered most of what to expect in 2022, leaving me to follow up where he left off which in my mind is a tough thing to do. So, I did my homework and am taking a shot at projecting what roadblocks you will face in 22 along with ideas on how to turn problems into opportunities. Hopefully, I will provide you with some paths to explore to improve sales, profits, and cash flow. So, let us get going. First of all, let us stop talking about 2019. I keep hearing people say they wish they could get back to their 2019 operating results. Well, FORGET IT! It is not going to happen because too much has changed in your business world that OHIO RACK will not permit a return to the past. If you want to understand what I am We BUY & SELL talking about go back and Portable Stack Racks read David's article and then Flexible Packaging tell me how you would use NEW & USED your 2019 business strategy 800-344-4164 to correct your problems and Fax 330-823-8136 Email: ohiorack@cannet.com
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put you back at 2019 operating results. Not going to happen. Equipment and parts are somewhere on a boat or on a truck (if you are lucky). A recent article written by a 35-year truck driver states that nonunion drivers who get paid per load or some other metric will not go to the ports because they wind up losing money on the deal. His conclusion was that this condition will continue for years to come. So do not expect to replenish your new unit inventory any time soon. The labor problem also seems to continue even though there are plenty of jobs available. People want to work from home. People want to avoid coming in contact with the virus. People want more money for what they do. All these factors place you in a tough position. And then we have inflation to deal with, which many of you have not had the pleasure of dealing with the negative impact of inflation. Your inventory and parts cost increase. Your other expenses increase. Payroll increases because employees need to cover the inflationary cost increases. How do you plan for these scenarios and still have adequate capital to stay afloat? That is the question to which every one of you will have a different answer, depending on how much capital you have available, the markets you are in and the customer base you do business with. Quite frankly, you are starting with a clean slate when you plan out 22 because all the variables are nothing like what you faced in the past with fewer solutions and resources available to make meaningful changes. If I were sitting in your office, I would suggest using a zero-base budgeting approach to attempt to zero in on areas where the spend is too high or the returns too low. There is little doubt that technology will be part of this correction even though part of the problem is to figure out which technology to adopt. But no matter what the technology has to provide benefits and support to customers as well as your company. Otherwise, you are wasting your money.
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Cover Story continued
To start on a budget, I suggest you make use of the Profit Planning Model found in the annual MHEDA DiSC report. This tool provides methods to determine RETURN ON ASSETS and RETURN ON NET WORTH. The formula covers both your balance sheet and income statement activity, making it easy to spot what activity or investments are causing the ROA or RONW to move to the better or worse. To start with I would not use your 2019 operating results as a starting point for your budgets. I would use that zero-based approach where you build up costs from the bottom up using a method where you eliminate unnecessary costs or excessive costs. But no matter how you look at it the goal is to arrive at a plan that allows you to do more with less and more efficiently with the dollars you spend. If you cannot arrive at this goal, I believe you will find it hard to compete in your markets because a competitor has produced a new strategic plan that allows him/her to put forth more competitive pricing than you can. This competitor will have a good handle on customer needs and how to fill them, be able to notify customers of potential problems, use fewer people to do more work, and market in a way to attract new customers. Let us face it, the cheapest way to reduce cost is to become more productive. Know what your employees are doing, have employees accountable for the work they perform. Find ways to reduce the time to perform tasks. This goes for your employees and the employees of vendors that supply goods and services. Part of this solution may require outsourcing some activities. Or bring in part-time college folks who are comfortable working with your modern technology. One unusual approach to consider is creating an inside sales operation. Do you know why you want to do this? It is because your normal outside sales meetings are going to decline in number because people you wish to speak with are working out of the office. Working from home has educated buyers that they can get what they need without meeting with salespeople. And I can guarantee that if you adopted this process, you would be the only one doing it. In the end, you may decide you need fewer outside sales folks. One way to get ahead of the game is to have control of all your equipment. Know where it is and what it is going and if there are problems needing attention. Telematics on your units and 6
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January 2022
those in use by customers will address this need for information. A process to track inside and outside techs would accomplish a similar result. Where are they and what are they doing. This approach is being adopted by the construction industry with very meaningful results. So, in the end, you are doing more with fewer people and attending to customer needs at a higher level. And as sales growth is concerned gaining customer trust and finding ways to encourage repeat business with your company will find you retaining customers longer which altogether is a cheap way to increase business compared to trying to find new customers. I also want to mention one comment you hear about the auto industry. We also come around to the fact that what happens in the auto industry will eventually wind up as part of the lift truck business. A recent interview with a CarGuru stated that new car prices are up 20+% and used cars up 30+% with the end result being that potential buyers are sitting on the side, keeping their current equipment longer and waiting to get a price they are more comfortable with. Guess what? You will experience a comparable situation. But it could be a benefit if you can provide better service for the customer units, supply used units out of your rental fleet to those in need, suggest telematics for customer-owned units have a good knowledge of the used market to assist with moving customer units out when the time is right. As I have mentioned in the past, refurbing used units in your short-term rental fleet and making them available for sale would have a nice impact on margins. So here we are dealing with a number of “new” issues we have to learn how to operate under to turn a meaningful profit. Getting more productive and using technology is necessary to achieve this profitable result. But there is one last issue to deal with and that is inflation. It is no secret that inflation is with us and probably here to stay. As of November 2021, there is a 6.2% increase in the consumer price index compared to a year ago. Tough on your business costs and your pricing strategy. There are three issues a business owner has to deal with regarding inflation. First are the interest rate costs. The second is managing your gross margin to expected results. The third is managing Labor Costs. Three solutions to these problems are:
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Cover Story continued
Move loans with variable rates to a fixed rate while the rates a still low. After one or two rate hikes this move may not be available. Understand your margins in real-time. Do the work to get this data regarding both the balance sheet and income statement. Your operating system should do this for you. Consider outsourcing labor to become more efficient and have lower-cost obligations for insurance and other employee-related costs.
This new COVID-19 strain could throw a monkey wrench into your plans for 2022. But no matter what the eventual goal has to be to become more productive and aggressive in addressing customer needs. 2022….HERE WE COME! Garry Bartecki is a CPA MBA with GB Financial Services LLC and a Wholesaler columnist since August 1993. E-mail editorial@MHWmag. com to contact Garry.
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Aftermarket Dave Baiocchi
Acquiring Talent Happy New Year! I am sure that everyone reading this is trusting that the new year will hold fresh opportunities for us to continue building and refining our engagement with customers. A good way to kick that off is by taking stock of the current economic landscape. The supply chain disruption I spoke about in the last edition is still with us, and it’s expected that shortages of critical manufacturing components will continue deep into the Spring and Summer of 2022. I’ve said before, that the calendar holds no magic. When December gives way to January, annual forecasting efforts are many times driven by hope instead of strategy. In spite of our valiant efforts to “pencil-whip” our obstacles; the same realities blocking our progress on December 31st will, no doubt, still be limiting our progress on January 3rd. There are a lot of factors currently in play that we can do nothing to control. We can’t conquer them; we can only prepare ourselves to work “around” them. One of these obstacles has been looming far longer than the pandemic. Last month I talked about “Job Shock”, and how our inability to hire and retain quality technicians has reached critical levels. With a dearth of new equipment on the lot, our opportunities in CUSTOMER SERVICE will be priority one. Our customers will depend on us to extend the life of the equipment that is tired and worn. These challenges will be impossible to solve without hiring more technicians and putting more vans on the road. It’s difficult however to ramp that up quickly. It’s not necessarily the capital investment (vans, tools, and parts) that is holding us back. Most of the dealers I speak to, have MULTIPLE vans sitting empty on their lot, awaiting new staff. Many dealers could hire 3, 5, even as many as 8 additional technicians without having to invest an additional dollar of capex. Customarily, we have used three venues to locate and acquire technical talent. 1. Competitors: We all know that this is the quickest method to fill a van with a warm body. The strategy is based on the assumption that our 10
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dealership is already the “employer of choice” with wages, benefits, and working conditions outpacing competitive employment offerings. This strategy however seldom really provides the quality individuals we were looking for. The fact is…the trainable, self-motivated, and high-caliber technicians in the marketplace already have a sweet deal with their current employer. Most of the hires willing to jump ship and sign on with you, always seem to develop training deficiencies. attendance issues, or behavioral problems that never allow them to really help move the team forward. The reasons are self-evident. This is a competitive industry. You know it…. your competitor knows it. Everyone knows what it takes to retain top talent, and they are already offering it. 2. Automotive and Industrial: Making the shift from automotive or industrial repairs to material handling equipment is not a difficult shift. Yes, there is some training needed to acclimate new automotive techs to working on hydraulics or motive power systems, but the “nuts and bolts” of the job are not usually the limiting factor. The issues inherent with the conversion have more to do with expectations than they do with technical abilities. Most of these candidates come from automotive dealerships where they were guaranteed 40 hours a week, and all repairs are conducted under one roof. They also are certain that they will never be called to work overtime on a weekend or after hours. Training, tools, resources, and facilities in an automobile dealership may also be more robust and modern than in an equipment dealership setting. I am not suggesting that these candidates can’t be successful if they are offered in-shop opportunities. The problem here is that we are looking to fill ROAD. Once that tech gets his third call in three nights to repair units after hours, in the elements, they may not be so willing to see it through. 3. Automotive Trade Schools: Graduates from these institutions have invested heavily in their future and are looking to recoup this investment. These institutions however are geared toward (and many times financed by) automotive OEM direct training programs. Students enter the program for Ford, Chevrolet, Toyota, or Nissan
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Aftermarket continued
with the assurance that they will be trained and certified to service and repair that OEM’s line of products. This leaves little room for material handling companies to make a competitive argument. Some of these students however enroll in the basic mechanical programs and we should regularly target these graduates with the lure of having their own service vehicle, opportunities for overtime, and a hungry job market in our industry. These three venues aside, my suggestion for bolstering the ranks, is to enlarge the pool of candidates. We can do that by using some tactics that allow us to engage the candidate at an earlier juncture. It will require a longer-term process, and we will have to design and execute “homegrown” training regimens in order to be successful. Most dealers have never considered these options, but with growing market needs, and shrinking talent pools, WE HAVE TO DO SOMETHING DIFFERENT. Military If you have a military base in your market area, there is always a motor pool. Here technicians repair everything from armored troop carriers to
Blackhawk helicopters. Most military motor pools are manned with enlisted ranks who will “term out” after a period of time. Those who do not choose to re-enlist will need employment. The upside is that usually, the skills and knowledge base of these candidates are top quality. They also have personal habits and interpersonal skills honed by a disciplined lifestyle. They generally enjoy the autonomy of working on the road, and many of them are good candidates for leadership in the ensuing years. The downside, especially for those deployed in combat scenarios, is that they can come with some unexpected mental and emotional issues that may require accommodation. Transitioning troops into private life is taken very seriously by the military, and they have set up a system of provisions through the VA to do just that. The Veterans Benefits Administration created the Office of Transition and Economic Development (OTED) to provide opportunities for returning servicemen and women to achieve economic success. My advice is to connect with the OTED in your region and make sure that the local staff knows that you are on the lookout for candidates with specific skills.
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Aftermarket continued
High School FFA Programs If we want to enlarge the field of candidates, we have to start early. Establishing relationships with FFA leadership is a great way to do that. These are the kids that intentionally involve themselves with the types of activity we are looking to encourage. They learn how to weld, build specialty equipment, and customize machinery before they ever leave high school. FFA advisors at the high school are always looking for partnerships, sponsorships, and joint projects with private industry. Think about starting a summer intern program where some of these FFA kids can be trained. Then offer them full-time employment after they graduate. MHEDA program As I said earlier, the technician shortage has been with us for quite a while. MHEDA saw this coming, and in an effort to serve their dealer members, MHEDA started a specialized program to develop and certify technicians. This program is a few years old, and it may be the resource that brings you the high-quality candidates you are looking for. At a minimum, the program serves as a template that can perhaps be replicated regionally,
either inside your dealership, or in tandem with MHEDA, or a community college. The MHEDA CFT program both educates and certifies lift truck technicians. It includes 55 hours of e-learning content, as well as hands-on training and assessments. You can find more information on the MHEDA program here: www.mheda.org/ education/certified-forklift-program Like it or not, our success in this industry will in great part, be predicated on how well we continuously recruit, train, and motivate a technical workforce. We have to be innovative and unique. We have to pay competitive wages and provide well-defined paths for advancement. We have to start early and invest in programs that build a workforce from the ground up. 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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Sales Trends Jeffrey Gitomer
The 30-second personal commercial—How to write it
When you go to a business meeting or are networking in general, you are on the lookout for contacts and prospects. Your commercial is the ability to provide information to create interest and response from prospects. It is the prelude and the gateway to a sale. How effective is your commercial? Do you even have one? Let’s say you’re out with a customer networking at her trade association meeting, and she introduces you to a prospect. The prospect says “What do you do?” If you’re in the temporary staffing industry and you say, “I’m in the temporary staffing industry,” you should be shot. Your reply should be, “We provide quality emergency and temporary employees for businesses like yours so that when one of your own employees is sick, absent, or on vacation there is no loss of productivity or reduction of service to your customers.” You deliver a line like that and the prospect can’t help but be impressed. Now you have the prospect’s attention. You ask your power question(s) to find out how qualified the prospect is. “How many employees do you have?” You ask, “Do you give them oneor two-week's vacation?” “How do you ensure that the level of service to your customers isn’t reduced during these vacation times?” Make the prospect think. Want to prepare or revise your commercial? Here’s how: Your objective is to have 1,530 seconds of information that states who you are, who your company is, creatively tells what you do, shows how you can help others, and why the prospect should act now. After you creatively say what you do, you ask a power question or series of questions that make the prospect think and respond in a way that gives you needed information. This information allows you to formulate an impact response to show how you can help, and lets you know how qualified the prospect may be. The questions must be open16
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ended. (A question where the answer makes the prospect say more than yes or no.) The power question is the most critical part of the process because it sets up your impact response. When formulating the power questions for your commercial, ask yourself these five questions… 1. What information do I want to get as a result of asking this question? 2. Can I tell how qualified my prospect is as a result of the question? 3. Does it take more than one question to find out the information I need? 4. Do my questions make the prospect think? 5. Can I ask a question that separates me from my competitor? Here are some lead-ins to power questions that will expose areas of need: • What do you look for… • What have you found… • How do you propose… • What has been your experience… • How have you successfully used… • How do you determine… • Why is that a deciding factor… • What makes you choose… • What do you like about it… • What is one thing you would improve about… • What would you change about… (do not say “what don’t you like about”) • Are there other factors… • What does your competitor do about… • How do your customers react to… • How are you currently… • What are you doing to keep… • How often do you contact… • What are you doing to ensure…
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Sales Trends continued
You should have a list of 25 power questions that make the prospect think and give you the information you need to strike. Your commercial is the ability to provide information to create interest and response from people you network with. Here is a personal commercial example… • Name…Hi, (hey) my name is Richard Herd. • Company Name…My company is (or I’m the president of) Continental Advertising. • Creatively Say What You Do…We impact your image, create sales, and ensure repeat business by providing innovative advertising specialties that keep your name in front of your customers and prospects. • Insert your power question…How are you currently using ad specialties? (Variations: What are you doing to keep your name in front of your customers every day? How often do you contact your present customers? What are you doing to ensure your name is in front of your customers more than your competitors?) • How You Help…(May be modified based on answers to power questions). I think we can help you. We have creative brainstorming sessions with our clients where we bring together a small team of our people and yours. We place various items on the table that relate to your business and the customers you serve. This process creates a dialog that always leads to innovative products that compliment your marketing plan and impacts your customer’s image of you. Not only is it productive, but it’s also fun. • Why the Prospect Should Act Now… Would you like to schedule a brainstorming session, or have lunch first and preview a few items to get a better feel for what I mean? Use this example to help you write your own commercial. After you write it, rehearse it. Then go try it out and adjust it for the real world. Then really practice it (More than 25 times in real situations) until you own it. 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. For information about training and seminars visit www. Gitomer.com or email Jeffrey at salesman@gitomer.com or call him at 704 333-1112. 18
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January 2022
A unique solution for rack storage of furniture in a sprinklered warehouse environment Punch Deck® Plus from DACS is open area flat cap over open area Punch Deck®. • Ideal for storage of items with legs or point loads (furniture, equipment with wheels, etc.) • Easy to install in either pallet rack or cantilever rack • Galvanized finish is bright and maintenance free • Offered in a wide range of shelf Also from DACS: sizes and load capacities FlueKeeper ®
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6/28/21 January 2022
12:57 PM 19
Nuts & Bolts
Acquisitions, expansions & other business news
Alta Equipment Group acquires Midwest of all EnerSys motive power products in the states of Oregon and Washington, including NexSys, Mine Services Alta Equipment Group Inc. has announced that it has entered into a definitive agreement to acquire Midwest Mine Services LLC, a privately held company headquartered near Toledo, Ohio. Midwest Mine Services designs, fabricates, and installs full aggregate processing plants for quarries, mines, and recycling operations throughout the United States and is well-established in the Ohio and Michigan markets. The company is also the authorized dealer for several original equipment manufacturers and their component supply partners, further expanding Alta’s OEM relationships. www.altg.com
Pantero acquires Ampro Material Handling supplier Pantero has announced the acquisition of Ampro Material Handling, a Detroit-area racking and material handling supplier since 1969. The acquisition will allow Pantero to expand its material handling solutions for its warehouse and distribution customers. Over the past 52 years, Ampro has made a name for itself in southeastern Michigan and beyond for high-quality material handling solutions, including warehouse racking, flow racks, mezzanines, and much more. www.pantero.com
EnerSys and Concentric expand partnership EnerSys has recently expanded its battery and charger product distribution through a manufacturer representative agreement with All Battery Sales and Service, now owned and operated by Concentric, LLC, a forklift and critical power supplier. Through this expanded partnership with EnerSys, Concentric will be responsible for sales and service 20
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January 2022
IRONCLAD, and Express batteries, as well as the full line of EnerSys modular charging solutions. www.enersys.com www.concentricusa.com
Wolter Group acquires Advantage Material Handling Group Advantage Materials Handling Group, founded in 1968, is a full-service forklift and material handling dealership providing equipment sales and service, parts and rentals, dock equipment, storage solutions, and more throughout Northern Indiana. Within the Advantage Materials Handling Group, there are three brands; Balint/Ryder Handling Equipment, BT Battery & Charger Systems, and BT Equipment Services & Parts. All of which will now operate as Wolter. Furthermore, the acquisition of Advantage Materials Handling Group expands Wolter’s coverage area for Kion North America’s Linde and Baoli lines of electric, gas, and LP forklifts. www.advantagematerialshandling.com www.woltergroupllc.com
Trew operations expanding in Fairfield, Ohio TREW has expanded with an additional new facility! Their existing operations in Mason, Ohio and Milwaukee, Wisconsin have been busting at the seams due to our rapid growth. To provide room to grow, we decided to move our Mason, Ohio operations into a new facility that allows our engineering, software, support, part fulfillment, and manufacturing operations to expand. Trew’s headquarters, and the added manufacturing capacity, are now located in Fairfield, Ohio - a suburb of Cincinnati. The area is a hotbed of material handling talent and provides us with the opportunity to grow our product and service offering while recruiting world-class talent. www.trewautomation.com
shift work
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January 2022
21
Shifting Gears
Industry personnel and organization news
Nano One announces retirement of Director and President John Lando Nano One® Materials Corp. (Nano One), is a clean technology company with patented processes for the low-cost, low-environmental footprint production of highperformance cathode materials used in lithium-ion batteries. Nano One announces the retirement of John Lando, President, co-founder, and member of the Board. Mr. Lando co-founded Nano One with CEO Mr. Dan Blondal and has served as President and a member of the Board since its inception. Mr. Lando’s guidance and contributions have established Nano One as an innovative, rapidly growing company within the lithium-ion battery sector. www.nanoone.ca
Wynright announces the retirement of Gordon Hellberg
supporting customers in Illinois, Indiana, Iowa, Michigan, Minnesota, Missouri, and Wisconsin. www.hybridlifts.com
Seeq appoints Dr. Lisa J. Graham as Chief Executive Seeq Corporation, has announced that the company’s board of directors has appointed former chief operating officer Dr. Lisa J. Graham, PE as chief executive officer, effective immediately. Former CEO and co-founder Steve Sliwa will remain at Seeq in an advisory role as vice chairman and co-founder. Seeq also appointed Ashley Kramer to the company’s board of directors. Leveraging Dr. Graham’s experience driving innovation in the process industries and with IIoTfocused organizations, she will focus on reinforcing a strong culture, while rapidly scaling the organization to achieve growth and revenue goals. www.seeq.com
Daifuku Wynright announced that Gordon Hellberg, a 40-year Aisle Master AME-OP secures German industry veteran who worked industry award for companies such as Rapistan, One of the Ermanco, TGW, Schaefer, and new products to finally Wynright will retire on be launched this December 31, 2021. Troy Carter, year by Combilift, a veteran of the industry and the Aisle Masterlongtime team member at Daifuku OP (AME-OP) Wynright will assume control on January 1, 2022 was a winner www.wynright.com in this year’s “INDUSTRIAL Production – handling award 2021”, organized Hy-Brid Lifts announces JJ Beimborn as by a German publication, Industrial Production. Midwest Territory Sales Manager A jury of industry experts and votes from the Hy-Brid Lifts, a low-level readership determined the winners from over 30 access equipment provider, entries, and the AME-OP won second place in announces JJ Beimborn’s transition the Handling and Assembly Category of this year’s from Service Manager to Midwest awards. The new AME-OP is a stand-on electricTerritory Sales Manager. His new powered model that combines the advantages of a role will include promoting the narrow aisle articulated forklift and an order picker growing Hy-Brid Lifts product for versatile operation in warehousing applications. line, establishing and maintaining www.combilift.com customer relationships, and 22
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January 2022
QUALITY& VALUE For Over 50 Years
Power Steering Units Cylinders Pumps Valves
New & Remanufactured Exchange Precision Remanufactured Hydraulic Parts 15600 W LINCOLN AVE P.O. BOX 510269 NEW BERLIN WISCONSIN 53151 PH: 262-641-8000 FAX: 262-641-8010 A SUBSIDIARY OF HADER INDUSTRIES INC.
HYDRAULIC SERVICES AND MANUFACTURING www.haderind.com • e-mail: hader@haderind.com
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January 2022
23
Shifting Gears
Industry personnel and organization news
Motion names VP of Operations Integration Motion Industries, Inc.has announced the promotion of John Watwood to Vice President of Operations Integration, effective immediately. Mr. Watwood moves to this position from Vice President/Group Executive for the Southeast, to which he was promoted in 2019. In his new and expanded role, he will be responsible for Motion’s Distribution/ Fulfillment network, Branch Operations Support, and Enterprise Excellence. He will report to Joe Limbaugh, Executive Vice President of Supply Chain, Operations Support, Marketing, and Enterprise Excellence. www.motion.com
Tompkins Solutions names Roy Smith Vice President of Material Handling Integration Tompkins Solutions has named Roy Smith vice president of sales of its material handling integration division. In this role, Smith will be responsible for driving sales revenue and growth by building and maintaining customer relationships and delivering best-in-breed material handling integration solutions. Smith has over 35 years of sales management and logistics engineering experience, designing and supplying more than $100 million of material handling solutions for companies across a wide variety of industries, including automotive, food production, and manufacturing, among others. www.tompkinsinc.com
Remanufactured Transmissions, Engines, Torque Converters, Steer Axles, Overhaul Kits and Aftermarket Parts for: • Material Handling • Construction • Agricultural Equipment
24
Authorized Distributor
Authorized Distributor
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Authorized Distributor
January 2022
Robert “Bob” Dieleman passed away October 31, 2021, after a brief battle with pancreatic cancer. He was 73.Dieleman was the former owner of Jake’s Crane & Rigging, Las Vegas, Nevada, and a prolific inventor in the crane and heavy-haul industries. Many remember him as a legendary crane man with a penchant for suspenders. He saw the sensibility in his trademark uniform early on as they let him work with both hands on a job site more securely than just a tool belt. Dieleman is survived by his wife, Kay, children, Crystal Dieleman and Jacob Dieleman; grandson, Jacob Johnson, sister Kathie Coon, brother Dick, and several nieces and nephews.
For More Shifting Gears go to www.MHWmag.com
800-321-9983 www.joseph.com sales@joseph.com Authorized Distributor
Crane Industry Icon and Innovator Robert Dieleman passes
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January 2022
25
The Ecopoint charger from Ecotec is a full featured industrial battery charger available in 2 models for 8 hr. and 10 hr. recharge. The standard ECO-250 control offers data management normally found only in much more expensive chargers.
Do more for your forklift fleet. • Speed Limiters
For pallet jacks, consider the fully automatic STC taper charger. Plugs into any 120V outlet for convenience and portability.
• Zone Speed Control
For the ultimate in efficiency and flexibility, consider the Access high frequency charger. Models are available for both conventional and opportunity charging.
• Ignition Interlocks
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• Plug & Play Installation • TEX™ Telematics with Access Control / Impact Sensing
ECOTEC Ltd. LLC 150 Marybill Dr. • Troy, OH 45373 P: 937.606.2793 • F: 937.606.2026 www.ecotecbatcharger.com
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January 2022
PARTNER with AIT. Give Your Customers More Than They Expect. Give Them AIT’s Quality and Your Service.
• REMAN TRANSMISSIONS • REMAN TORQUE CONVERTERS • TRANSMISSION REBUILD KITS • REMAN DRIVE AXLES
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800-588-7515 www.MHWmag.com
January 2022
27
Industrial Manufacturing planned Industrial Project Report Data provided by SalesLeads 145 new Industrial Manufacturing Planned Industrial Project reports - November 2021 SalesLeads just announced the November 2021 results for the newly planned capital project spending report for the Industrial Manufacturing industry. The Firm tracks North American planned industrial capital project activity; including facility expansions, new plant construction, and significant equipment modernization projects. Research confirms 145 new projects in the Industrial Manufacturing sector. The following are selected highlights on new Industrial Manufacturing industry construction news.
GEORGIA: Metal recycling service provider is planning to invest $340 million for the construction of an electronic recycling facility in AUGUSTA, GA. Completion is slated for Spring 2024. FLORIDA: Contact lens mfr. is planning to invest $200 million for the expansion of their manufacturing facility in JACKSONVILLE, FL. They are currently seeking approval for the project. INDIANA: A biotechnology company is planning to invest $125 million for the construction of a 110,000 SF processing facility in FISHERS, IN. They have recently received approval for the project. Completion is slated for late 2023.
Industrial Manufacturing - By Project Type • Manufacturing/Production Facilities - 128 New Projects • Distribution and Industrial Warehouse - 61 New Projects Industrial Manufacturing - By Project Scope/Activity • New Construction - 52 New Projects • Expansion - 55 New Projects • Renovations/Equipment Upgrades - 46 New Projects • Plant Closings - 12 New Projects Industrial Manufacturing - By Project Location (Top 10 States) • North Carolina - 12 • California - 11 • Ohio - 9 • Indiana - 9 • Georgia - 8 • Florida - 7 • Ontario - 7 • Texas - 7 • New York - 6 • Michigan - 6 Largest Planned Project
ALABAMA: Wire mfr. is planning to invest $100 million for the construction of a 270,000 SF manufacturing facility in HARTSELLE, AL. They have recently received approval for the project. Completion is slated for early 2023.
INDIANA: Trailer mfr. is planning to invest $50 million for the renovation and equipment upgrades on their manufacturing facility in TERRE HAUTE, IN. They are currently seeking approval for the project. Construction is expected to start in early 2022. They will consolidate part of their operations upon completion in late 2024.
The largest project is owned by SKC, Inc., which is planning to invest $473 million for the construction of a manufacturing facility at 3000 SKC Dr. in COVINGTON, GA. Completion is slated for Fall 2023. Top 10 Tracked Industrial Manufacturing Projects SOUTH CAROLINA: Flooring products mfr. is planning to invest $400 million for an expansion of their manufacturing facility in AIKEN, SC. They have recently received approval for the project. Completion is slated for late 2024.
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TEXAS: Medical glove mfr. is considering the construction of two manufacturing facilities and is currently seeking sites in the KATY and CYPRESS, TX areas. Watch SalesLeads for updates.
OHIO: Home appliance mfr. is planning to invest $65 million for an expansion of their manufacturing facility in OTTAWA, OH. Construction is expected to start in Summer 2022, with completion slated for 2023.
During the month of November, our research team identified 13 new Industrial Manufacturing facility construction projects with an estimated value of $100 million or more.
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NORTH CAROLINA: Consumer products mfr. is expanding and planning to invest $110 million for the construction of an 80,000 SF manufacturing facility in GREENSBORO, NC. They have recently received approval for the project.
January 2022
NORTH CAROLINA: Shipping pallet mfr. is planning to invest $40 million for the renovation and equipment upgrades on a recently leased 253,000 SF warehouse and manufacturing facility in MOCKSVILLE, NC. Completion is slated for Summer 2022. Since 1959, SalesLeads, based out of Jacksonville, FL has been providing Industrial Project Reports on companies that are planning significant capital investments in their industrial facilities throughout North America. Our professional research team identifies new construction, expansion, relocation, major renovation, equipment upgrades, and plant closing project opportunities so that our clients can focus sales and marketing resources on the target accounts that have an impending need for their products, services, and indirect materials.
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New Products
See more new products online at www.MHWmag.com
Seegrid Lift Truck AMR is the Market’s most advanced Automated Forklift Seegrid Corporation just announced new details surrounding the technology that powers Seegrid Palion™ Lift AMR, the company’s first autonomous lift truck.. Seegrid’s acquisition of Box Robotics is a driver of the company’s acceleration of next-generation Seegrid IQ technology, delivering enhanced perception and productivity to Seegrid’s AMR fleet. The company was also recently named #1 for all mobile robots in the United States in the 2021 Mobile Robot report by Interact Analysis, an international market research authority for the supply chain automation industry. www.seegrid.com
Hamilton expands Stainless Steel offering with new 3200 lbs. Caster Series The product engineering department at Hamilton Caster has released the expansion of their stainlesssteel caster offering with an all-new series rated up to 3200 lbs. per caster. With this introduction, the new Champion Stainless Series represents the highest-rated stainless steel caster series on the market today. The new series is designed for extra heavy loads where corrosive environments or sanitary considerations demand having all fork and hardware components of stainless steel. www.hamiltoncaster.com
JLG launches new Bluetooth® Enabled Analyzer & Analyzer Reader for Scissor Lifts JLG Industries, Inc. is bringing the power and functionality of its popular Handheld Analyzer to customers’ mobile devices with the introduction of the Bluetooth® Analyzer and 30
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January 2022
Bluetooth Analyzer Reader feature which is now integrated into the JLG® Mobile Control App. The new Bluetooth Analyzer feature allows users to view and edit machine parameters via their mobile device through an interface that’s similar to that of the physical analyzer. And the Bluetooth Analyzer Reader enables users to view a summary of requested machine analyzer menus, as well as the ability to download and share files through a user’s smart device. www.jlg.com
Stretch Wrap Supplier introduces choice of colors Orbital wrapper manufacturer TAB Industries, LLC has introduced a choice of colored stretch films. Offered as part of its TAB line of stretch wrap, the colored stretch films are available in red, green, blue, black, white, yellow, and orange, as well as in clear as standard, and in custom colors as an option. The colored stretch wrap enables packaging and material handling managers to differentiate pallet loads by color for fast identification and improved accuracy in picking and delivery and to hide valuable palletized parts and materials inside the plastic wrap. www.tabwrapper.com
Powered Stacker is versatile and easy to use PowerStak™ high performance, fully powered stackers from Presto ECOA are the perfect solution for a wide range of load transporting and stacking requirements. Unlike manual push stackers, PowerStak units are equipped with powered drive allowing palletized loads to be moved effortlessly by any operator regardless of their size or physical strength – even over long distances. In addition to being easier to use than manual stackers, PowerStak units offer a significant economic advantage over forklift trucks. www.prestolifts.com
New Products
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Uni-Craft Corp.’s Ergonomic Lift & Turn Optimizes Palletizing applications Uni-Craft Corp. combines the unlimited versatility of Scissor Lifts with the ability to effortlessly rotate and access heavy products for the ultimate ergonomic lifting and positioning solution. Designed for use in palletizing applications, the Lift and Turn is a scissor lift with a manual turntable that can handle up to 4,000pound loads and is capable of turning 360°. The Lift and Turn’s travel distance ranges up to 72 inches, has multiple portability options, and the turntable platform itself can be rectangular, square, or circular depending on the application need.
with iWAREHOUSE® telematics solutions is ideal for heavy-duty and high-throughput applications. This comfortable pallet truck features intuitive, easy-to-use controls and a roomy operator compartment with enhanced ergonomics, especially for long hauls. The pallet truck also features ergonomically enhanced steering and a deadman pedal requiring less effort to operate. www.raymondcorp.com
Vestil introduces new Wall Mount Guard Rails
Vestil Manufacturing Corporation is an industry provider in the production and distribution of material handling equipment featuring over 1,000 www.uni-craftcorp.com different product lines of which are in stock and ready for immediate shipment. Vestil just KEEN Utility’s latest American Built Boot introduced their Wall Mount Guard Rails model GR-H2R-WM-4-YL that is available in six offers pull-on convenience with workdifferent lengths in either hot-dipped galvanized or tough powder-coated yellow finishes. The Wall focused Mount Guard Rails are a great way to provide KEEN Utility’s Juneau offers pull-on convenience with work- essential protection with congestion works areas. focused, tech-forward features. www.vestil.com This waterproof medium-duty boot offers the performance, and Trelleborg unveils new innovation area comfort features KEEN Utility is known for. With a laceless on its virtual showroom design, the Juneau is an easy Trelleborg Wheel boot to put on or take off, for a quick transition Systems has added a between work and life. Product highlights include new Innovation Area to a KEEN.DRY waterproof, breathable membrane the Virtual Showroom as well as LuftCore shock absorption in the heel. it successfully launched in March 2021. www.keenutility.com The Innovation Area puts the latest technical advancements right at the customer’s fingertips. Raymond introduces next-generation They will discover cutting-edge solutions such as premium compounds engineered to provide 8910 Rider Pallet Truck The Raymond Corporation professionals with increased productivity, safety, and sustainability, including ProTEX, ProHD, has added a new lithium-ionand Heat Shield. Online visitors can also peek ready rider pallet truck to its behind the curtain at the new Concept Center, suite of intralogistics solutions. featuring exclusive previews of next-generation The newly introduced, nexttire technology. www.virtualshowroom-wheels. generation Raymond® 8910 enclosed end rider pallet truck trelleborg.com/wheels/en
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January 2022
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YOUR MATERIAL HANDLING
SOURCE DIRECTORY
For a direct link to these websites, visit www.MHWmag.com and click on the corresponding display ad under the category you are browsing. ➤ 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
➤ Allied Products ➤ Attachments & Access. ➤ Auctions ➤ Automated Storage Systems ➤ Automatic Identification Equip. ➤ Batteries/Chargers ➤ Container Storage ➤ Controls & Information Handling Systems ➤ Conveyors ➤ Customer Fabricators ➤ Drug Testing Compliance
➤ ATTACHMENTS / ACCESSORIES • Pallet Truck Modifications • Turret Mast Attachment • Mechanical Attachments • Special Design Request and Much Much More... www.superioreng.com
➤ Mechanical Power Transmission Equipment ➤ Non-Powered Floor Equipment & Access. ➤ Other ➤ Overhead Lifting Equipment & Access. ➤ Packing And Equipment ➤ Pallet Jacks ➤ Plant Facilities Equipment ➤ Parts ➤ Plant Yard Equipment
➤ Powered Industrial Trucks ➤ Rack/Shelving ➤ Rentals ➤ Repair Services ➤ Robots, Automated Equipment ➤ Safety Products ➤ Seats ➤ Storage Equipment ➤ Sweepers Scrubbers & Brushes ➤ Tires/Wheels ➤ Training Education/Assoc. ➤ Transportation & Hauling Equipment ➤ Warehouse Management
➤ DISPLAY RACK AND SHELVING
Corrugated Steel Rack Deck Punch Deck ® • Solid Deck Economical • Strong • Easy Install • Fast Delivery Painted • Galvanized • Stainless Steel
DACS
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800-909-4937 dacsinc.com ➤ ENGINES (REMAN)
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800-447-3967 | www.charnor.com ➤ BATTERY / CHARGERS
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Celebrating over a decade as the global leader in New, Used and ReConditioned Industrial Battery Technology and Accessories.
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➤ CONTAINER OPTIONS ➤ Container Storage • • •
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Portable Storage Racks All-Steel Stack Racks Pallet Stacking Frames
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January 2022
➤ Manufacturer/Suppliers
➤ REPAIR SERVICES ➤ Motors (Electric) ...is the solution to all your electric D/C, A/C, Wind Turbine & GSE Motor needs. New • Rebuilt • Motors • Armatures • Parts Locations Coast to Coast
800-435-9346 | www.warfieldelectric.com
➤ Manufacturer/Suppliers and Transmissions
Reman Engines, Transmissions, Drive Units, Steer Axles & Differentials
800-447-3967 | www.charnor.com ➤ Steer Axle Assembly
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An Old-fashioned Holiday Wish for You Here’s hoping this holiday evokes fond memories of celebrations past and brings you all the joy and excitement of this magical season. Thanks for doing business with us. We look forward to seeing you often in the year to come.
Resonant Dealer Services DAY 1 © - Delivery Process Does Your Equipment Delivery Process:
Pre-sell maintenance? Manage warranty expectations? Sell accessories? Introduce your service team? It should! LEARN HOW TO POSITION YOUR DEALERSHIP TO COLLECT EVERY AFTERMARKET DOLLAR.
DAVE BAIOCCHI
www.HKEQUIPMENT.com
209.652.7511 | DAVE@RESONANTDEALER.COM
412-490-5311
WWW.RESONANTDEALER.COM
Advertiser's Index ____________________________________________________ ALL BRAND FORKLIFT PARTS . . . . . . . . . . . . . . . . . 8
FORKLIFT-INTERNATIONAL.COM. . . . . . . . . . . . . . 13
ROYPOW TECHNOLOGY CO., LTD.. . . . . . . . . . . . . 21
AMERICAN INDUSTRIAL TRANSMISSION, INC. . 17, 27
GRINDSTAFF ENGINES, INC. . . . . . . . . . . . . . . . . . . 3
SAFETY SYSTEMS & CONTROLS INC. . . . . . . . . . . 26
CLARK MATERIAL HANDLING CO.. . . . . . . . . . . . . 15
H&K EQUIPMENT COMPANY. . . . . . . . . . . . . . 17, 34
SAVETY YELLOW PRODUCTS. . . . . . . . . . . . . INSERT
CUSTOM INDUSTRIAL PRODUCTS. . . . . . . . . . . . . . 5
HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . . .23
SUPERIOR ENGINEERING. . . . . . . . . . . . . . . . . . . . 26
DACS, INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18
INDUSTRIAL FORKLIFTS. . . . . . . . . . . . . . . . . . . . . 25
THE FORKLIFT PRO. . . . . . . . . . . . . . . . . . . . . . . . . 12
DYNA RACK . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1
JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . . 24
THOMBERT, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . . 19
ECOTEC LTD. LLC . . . . . . . . . . . . . . . . . . . . . . . . . . 26
MATERIAL HANDLING INDUSTRY (MHI). . . . . . . . 35
TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . . 9
ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . . . . 11
OHIO RACK, INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . 4
TVH . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17, 36
FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP). . 2, 14
RESONANT DEALER SERVICES. . . . . . . . . . . . . . . .34
WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . . . . 7
MORE ADVERTISERS & RESOURCES AT www.MHWmag.com 34
www.MHWmag.com
January 2022
Since 2003
FACILITY ASSET PROTECTION
New Prod uc : Page 3 ts
The Original Drop-In, Lift-Out Guardrail
Save Your Assets
• People • Products • Equipment • More
The Most Competitively Priced Safety Products In America! 1-877-728-3891 | www.save-ty.com
Guardrail / Hand Rail
Twin Rail
Guardrail • Original LIFT-OUT design cuts installation costs in half!
Hand Rail
•D urable steel protection.
•F ully welded sleeves to hold and capture rails.
•D esigned for quick and easy release, but can be bolted together if desired.
•M odular hand rail protects employees from entering unsafe areas.
•E asy installation, simply assemble and anchor down. • Posts available as Inlines, Corners, •S tronger than typical handrail. or Ends in 18”, 26” and 42” heights. • Top Rail is 42” high and MEETS • Stocked in 4’, 6’, and 8’ sections. • Rails available in 2’ – 10’ in 1’ OSHA FALL PROTECTION if • 42” tall standard. increments. used on a mezzanine. •M EETS OSHA REQUIREMENTS
Rack Protection
36
”, 4
“V” Face Post Protectors
2”
&4
8” & 12”
8”
End of Aisle Rack Protection
•R ack protection creates a visible guide through aisles and saves thousands in damage. • Available in 36”, 42”, and 48” in • ¼” material. either single or double ends. • Four mounting holes. • Curved end has an 8” I.D. and is • Accepts ½” anchors, which 8” and 12” tall. are available upon request. • Choose floor angle thickness of ½”, 3/8”, or ¼”. •A vailable in 12”, 18”, and 24” with 4¼”, 5½”, and 8¼” clear opening.
Flush hardware
Pallet Guide/Stop •T wo products in one! Keeps flue space clear and prevents damage to walls behind rack. •A vailable in 42”, 45” (42” with 3” overhang), 48”, and 51” (48” with 3” overhang). •E asy installation and creates reinforcement for the rack. • Flush mount hardware included.
“Live chat at www.save-ty.com”
Our Products at Work Dock Safety
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.
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