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SEPTEMBER 2022 • VOL. 43 NO. 9
Industry News 18 Nuts & Bolts
22 Shifting Gears
26 SalesLeads
28 New Products
Reader Resources 34 Advertiser's Index
In the next issue...
4 | What to do in the
current Finance, Rental and Leasing world
GARRY BARTECKI
COLUMNS
10 | Aftermarket Dave Baiocchi
THE 22ND ANNUAL WOMEN IN MATERIAL HANDLING ISSUE Wholesaler recognizes women in the Industry that innovate, promote and excel in their position in making the industry better place to grow.
Ad Deadline: Thursday, September 1
Farewell
14 | Sales Trends Jeffrey Gitomer
art@MHWmag.com
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Material Handling Wholesaler: (ISSN # 2155-3467) is published monthly for new and used equipment dealers, equipment manufacturers, manufacturer’s reps, parts suppliers, and service facilities serving the material handling industry. Editorial opinions expressed herein are the author’s and do not necessarily reflect the opinions of Material Handling Wholesaler. All material contained herein is protected by copyright laws and owned by Specialty Publications International Inc.
32 Source Directory
COVER STORY
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Cover story Garry Bartecki
What to do in the current Finance, Rental and Leasing world This should be fun! Here I sit putting my thoughts together on July 27 waiting on Mr. Powell to announce how much Fed Fund rates are increasing this month. I will assume a .75% increase which should make some people happy and others looking for a window ledge to climb out on. Obviously, those that leveraged up to take advantage of the super low rates are trying to figure out how to make the next debt service payment. On the other hand, those that kept their balance sheet in decent shape with adequate cushion to deal with a recession or AR problems caused by customers that leveraged up will continue to move on ready to take advantage of competitors running out of gas (I assume they have no EV’s). So, what is going on? Prime Libor Fed Funds Dec 31 rate 3.25 .583 .250 July 5 rate 4.75 3.57 1.75 % increase 46% A A A = stupid numbers but you get the idea… increase in interest expense (if you have a floating rate deal), which will eat up your cash flow as well as call for higher EBITDA numbers to meet your Debt Service bank covenants. And these numbers do not have the July 27 rate hike included. You may want to check with your banker to see how this will work out for you. If you have a fixed rate deal with a rate lower than what a current rate deal would cost, you want to do whatever it takes to keep that contract in place. If you have a deal in place that is steadily increasing, you can investigate a swap that provides a “cap” on the rate you pay. The swap can get a little complicated and expensive if the rate you agree to is never reached. So, talk to multiple sources to make sure you understand what is happening. Just to make things clear the rates shown above are the base rates on which the bank adds another 2-3%. For example, it is Libor plus 2 or Prime plus 3. In either case, you encounter a material increase in interest expense. 4
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Lenders that finance dealers, customer purchases, and lessors have to change their outlook on their operations as well. The rates, as well as collateral values, are moving around on them which has made them nervous. And when you add the recession factor into the equation that scares them even more due to potential defaults and reductions in collateral value should they be required to liquidate collateral. We have not mentioned the rental segment of the market, but for dealers, this could be a win or a loss depending on your ability to finance an increase in the rental activity. Looking at the June 2022 Small Biz Optimism Index? ….it does not look good at all. • They posted a sixth consecutive drop in June with all 10 components declining. • Owners expect better business conditions in the next six months at the lowest level in 48 years. • 69% report significant impact from supply chain issues. • Labor top business problem. • These business owners have been paying low-interest rates up until now. • They are in a tricky situation. This Index leads me to believe that the equipment rental business is going to soar because businesses will not be able to fund Cap-x transactions, and at the same time will want to avoid fixed costs, additional debt, and the highinterest rates associated with the debt. It will pay to keep what they have to avoid the inflationinspired unit cost increases which also adds to their debt burden without any additional benefit. So, dealers who can provide parts and service for multiple brands, perform refurb work to lower the cost of replacing units, and have the capital to carry a short-term fleet for customers that only need units on a seasonal basis or an up and down work-flow schedule. As you have figured out already your balance sheet is going to be the determinant factor in
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Cover Story continued
how you work your way through this economic scenario you are facing. There are opportunities out there, but do you have the capital to make profitable things happen? Better figure out where you stand because all the noise about prices falling, and a recession that will lower prices and interest rates are all wondering if you have the cushion to make it through the recession. A review of the MHEDA 3-year forecast does not support robust growth for the balance of this year and most of 2023, which supports finding programs to make money without taking on any long-term debt service. What I would do is: Dig out all your financing and dealer agreements to make sure you are following the contract terms. Your auditors probably do this as part of their yearly work. So, ask them to provide what they have in their files, and if necessary, ask them to review your covenant calculations to make sure they are correct and in the ballpark. Along these same lines, you should have a template to calculate your EBITDA number. EBITDA is normally part of the covenant process
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but is easily misused for “one-time” expenses that should be removed from the calculation as well as monthly non-cash charges over and above depreciation that should also be added back into EBITDA. You may also have “not normal” expenses that could also be added back. For example, if you engage in a lawsuit and incur a substantial amount of legal fees, I would want to add those back since they have nothing to do with operating the business. Personally, a company I worked with closed existing locations and added new locations, incurring a big cost to move the equipment around. That cost was added back. Calculate EBITDA on a TTM (trailing twelve months) cycle and keep updating the annual EBITDA you projected. And what you really do not need in 2022 is for the new lease accounting rules to appear on your 2022 financials. Making these lease adjustments, should you have any, will increase your debt/equity leverage which could cause a covenant default. Many banks said they would ignore these lease adjustments, but talk is cheap, and you need to know how this will impact your relationship with the bank. Find someone who really knows this issue to back you up. Increase collection efforts. If you have customers who took advantage of that easy money, they may find themselves unable to remain on the same payment cycle as in the past. Update your collection work to look for these types of problems. You can outsource this type of work. And there are systems out there that monitor your customers to find payment problems with other vendors. Find out what is going on with large customers. How you can help them and find out if they could become a problem child? Review your cash position daily. Compare to the monthly cash budget you prepared. Calculate your “Days Sales Outstanding” to see if you are falling behind because of billing or collections. Do not sell used equipment. Rental produces more profits, which you will need if things slow down in your market. Keep going down your balance sheet including parts, transportation equipment, rental fleets, and maintenance rates to see if rate hikes are necessary.
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Cover Story continued
On the employee side offer finder fees for I told you this would be exciting. And I bet bringing new hires. Provide a “great “ health Mr. Powell has yet to deliver his decision on plan. I find that folks with stay if you have such a interest rates. (He announced a .75% increase plan even if they are offered more money. Look later in the day) for pros who may be retired to do part-time or work from home projects. Many techs may not Garry Bartecki is a CPA MBA with GB Financial Services LLC want a full-time job, so give them what they and a Wholesaler columnist since August 1993. E-mail editorial@ need. These are people you have to have. Do MHWmag.com to contact Garry. what it takes to accomplish that goal. For the balance of this year. • Stay out of trouble with your bank and have others in the wing you can talk to if necessary. • Assume interest rates and lease rates to skyrocket. Need help to close that “big” deal. Buy down the rate. • Assume units on order will get canceled or become non-financeable. • Avoid taking on inventory you do not need. • Look for opportunities. There will be plenty www.MHWmag.com out there. Private equity funds may help provide financing.
For more
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Aftermarket Dave Baiocchi
Farewell For the past six years, I have had the distinct honor of writing for Material Handling Wholesaler. When I left my dealership to enter the consulting world in late 2016, I had no idea what to expect. I was well aware of many of the challenges that lie under the surface of the day-to-day operations in a dealership. My own company tackled some of these things head-on, and along the way, found innovative solutions that we never expected. As a consultant, I was able to tie these victories to key “best practices”. I believed then (as I do now), that any dealer, in any marketplace, can be successful if they commit themselves to a “best practice” methodology. Not every dealer faces the same dragons. The challenges are many: • OEM relationships • Undercapitalization • Debt Ratio • Expense control • Personnel issues • Regulatory agencies • Taxes No need to fill up the page. We all get it. The best practices that I focus on in my business are the low-hanging fruit. We many times miss harvesting that fruit because the noise and confusion of the current marketplace tend to drive us toward “problem-focused” activity instead of “process-focused” activity. Please make no mistake, I am not advocating ignoring or discounting existential threats to the health of your dealership. It’s important to always create and deploy countermeasures for known and perceived threats. This is why I advise that dealers utilize a regular SWOT analysis. The issue I see too often however is when the leadership gets so focused on solving individual issues, they lose focus on their core best practice regimen. The processes and accountability measures that undergird profitable day-today, operations, cannot be abandoned for any 10
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reason. Problems are actually more easily and sustainably solved when solutions are achieved through the enhancement of best practices….not by subverting them or putting them on hiatus. During my time with RDS, I have assisted many dealers in creating and refining processes that continue to pay handsome dividends today. I have developed programs from the ground up, and have also helped dealers refine and focus existing programs for improved results. RDS has addressed almost every internal and external area of the dealership’s aftermarket departments. • Expansion of customer maintenance programs • Improving the field service customer experience • Refining field service van inventory policies • Service and parts teambuilding and motivation • Compensation programs that engender a unified team • SOP creation (or refinement) • Effective, repeatable industry onboarding Even the best-performing dealerships were not ready for what was waiting for us in Spring 2020. Here we sit over two years later, still trying to cope with the aftermath of the single largest disruption to American business we may ever encounter. Even some of my most trusted metrics and ratios regarding rental assets, sales coverage, and marketing had to be adjusted for this unprecedented interruption to the status quo. While internal metrics (in extreme circumstances) should be adjusted based on market conditions, the “client-facing” processes that govern customer contact, pricing, documentation, internal expenses, and invoicing should be exempt from attenuation, especially when the headwinds blow. My consulting efforts during this COVID interlude were understandably affected. Visiting dealerships, and helping dealers establish new initiatives were really not on the menu during
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Aftermarket continued
2020. The madness only continued in 2021 as we could not seem to escape the continuing ramifications of our collective COVID nemesis. At the end of last year, I was constrained to reassess my own future in light of the changes that COVID had made to the industry. I had a growing desire to be more productive, and continue to grow and innovate in a more meaningful fashion than COVID allowed. Thankfully, I found an opportunity to partner with an organization that is devoted to growing not only its revenues but also its influence as they seek to widen its appeal and its reach more deeply OHIO RACK extend into the supply chain. This We BUY & SELL new venture offers me the opportunity to stay much Portable Stack Racks closer to home, yet still Flexible Packaging affords me a platform for NEW & USED sharing many of the same 800-344-4164 ideas I have had the privilege Fax 330-823-8136 to share with all of you Email: ohiorack@cannet.com during my 6-year tenure. www.ohiorack.com
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No doubt, I will miss the forklift business. It’s not an easy task to walk away from an industry after investing over 40 years of your life. Fortunately, I get to keep the memories, the friendships, and the things I’ve learned along the way. I appreciate all of the kind and thoughtful comments I have received over the years. They kept me writing when I felt like I might just be repeating myself. My heartfelt thanks to Dean Millius, my editor, publisher, and valued friend. This industry, although evolving, will always require bright minds and new ideas. Thank you for letting me be a part of that mix. I have no doubt you all will be eager for the challenges that lie ahead. You can always find me on LinkedIn if you want to share new ideas or just chat. Godspeed to you all. Dave Dave Baiocchi is the president of Resonant Dealer Services LLC. He has spent 40 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.
Thank you Dave
and Congratulations on your adventure The employee-owners and readers of Material Handling Wholesaler would like to pass along our best wishes for success in your new adventure in life. Dave has been writing his monthly Aftermarket column for the last six years. As an industry veteran for over 40 years, Wholesaler readers have enjoyed Dave’s knowledge from the dealer perspective and as an industry expert from his consulting business. Thousands of our readers have taken his advice to heart and improved their business through his knowledge. We will all miss your insight every month but as we all know no one ever leaves the material handling business completely. Its in our DNA. Keep in touch.
Thank you and Congratulations on your new position as Branch Manager at Iron Maintenance
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Sales Trends Jeffrey Gitomer
The 24-hour reality of Time Management-Yes! “I don’t have enough time.” Ever say that? • Finding out how decisions are made (how What does it mean? I want more hours in people say Yes). Before you can ever get the day or I’m not using my allotted time (24 a Yes, you’d better find out how (by what hours) to my best advantage. (What we need is a process) they make the decision. 36-hour day. That way we could work 24 hours • Finding out who says Yes. The people who and still get a good 8 hours of sleep.) say, “I’m the decision maker” usually are The reality is that most people don’t need not (at least not the only). more time, they just need to reprioritize the time • Finding out about the people who say they’ve got that’s not productive. Yes. Personal information will lead to Sales time management is no different. All a relationship and relationships lead to salespeople (including me) are always lamenting multiple yes’s. the fact that there are too few hours and too • Getting stuff for people to get them to say many things to do. More salespeople want “time Yes. (Dreaded) proposals, information, management” training than “sales training.” So, and answers needed to get the prospect to how do you harness the clock? confirm the decision to say Yes. Time management is not complicated unless • Talking to people in the Yes Sometimes the you take a time management course. Then you people who “buy” the product or service have to have a minor degree in rocket science to are not the ones who “use” it. You must figure out what piece of paper gets what notes in gather evidence, support, and proof in order what category and with what priority. to get the Yes guy to be inclined to say Time management is big business. Daily Yes. planners and planning systems are often • Creative think and plan time to get a accompanied by training (one day to a weekYes before the competition does. Figure long) for their elaborate books, binders, and out ways to be creative, innovative, and special pages. Most of the training is paradoxical memorable. in that it is its own waste of time. Twenty-firstHere are the three Prime A Number century people will shift away from paper systems One uses of sales time to make sales: and go to computerized programs. 1. Talking to people who say Yes. The basic underlying principle of time The introduction, preparation, and management is “do what’s important first.” The communication for the final yes. Time Management industry has complicated that principle to a fault. There’s an “ABC” 2. Getting in front of people who say Yes. system, a “First Things First” system, and theme This is the single highest priority and most variations into the night. I say reduce sales time productive use of your time. The time you management to one word, “YES.” spend face-to-face is in direct proportion to the number of sales you will make. Enter the “Yes Principle of Sales Time Management.” How does it work? Simply 3. Spending fun time with customers and devote your time executing functions and having prospects. Yes Building a relationship with meetings with prospects and customers that will Yes sayers. lead you to Yes. Almost everything else is a waste Here are the three Prime A Number of time. One uses of passive time to make active Here are the best ways to manage, time more sales productive: prioritize and spend your time preparing 1. Reading about the industry, market, and for the sale: customers who say yes to you. 14
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Sales Trends continued
2. Reading about sales (learning about how to get to yes). 3. Reading about yourself and your attitude (thinking yes). Whew, sounds like a full-time job? It is. That’s why so few people succeed. Most people are too busy with their part-time job, General Manager of The Universe. Here’s how to get to YES on the use of your time: • Delegate paperwork. • Get a laptop, and learn how to MASTER IT. • Stop personal calls during work hours. • Schedule sales meetings at meals, especially breakfast. • Limit yourself to a scheduled 1-hour daily segment for crap to do or clean up. Not too much, now. (My organization code is chaos minus one) • Do business (make sales and contacts) before and after regular “business” hours. • Stay out of other people’s business. • Stop complaining, or telling others your complaints. • Turn off the TV at home. It’s pretty much a waste of time. • The most important use of time to balance the game of business: Spend time with your family and friends, and have fun spending time on relationships and recreation. Want to double your sales? Easy, just double the time you spend in front of people who can say Yes to you.
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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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6/28/21 1:00 PM
Nuts & Bolts
Acquisitions, expansions & other business news
Hamilton opens the doors on their new headquarters
FSIP announces relaunch of the Technical Forum
Hamilton last month opened its doors to the public to officially celebrate the multi-milliondollar expansion of our newish corporate headquarters. Over 200 people attended— including family, friends, business leaders, city officials, and even the Mayor of Hamilton, Pat Moeller. The Hamilton staff were especially humbled and honored when Ohio Senator George Lang got up and described Hamilton as part of the renaissance of the capital city of Butler County in bringing more jobs to the community and revitalizing the area.
After ten years of activity, Flight Systems Industrial Products (FSIP) has redesigned and relaunched its Material Handling Technical Forum. The new look makes navigating, posting and replying easier for customers interested in sharing their knowledge. FSIP understands business is a 24/7 event, and we value our business-tobusiness relationships. FSIP aims to provide the information you need, when you need it, even during non-customer service hours. FSIP’s community is here to help solve your problems whenever they occur.
www.hamiltoncaster.com
CLARK Material Handling Company partners with Sunlight Batteries USA to market Motive-Power Line CLARK Material Handling Company partnered with Sunlight Group to provide our CLARK dealers with an additional tubular lead-acid motive-power battery line that provides high performance, low maintenance, and extreme durability. Sunlight Group offers short and consistent delivery times and provides an excellent return on investment, all covered by a five-year warranty. Sunlight Group has a total 10 GWh production capacity operating six manufacturing plants across the globe and 8 facilities overall. www.clarkmhc.com www.the-sunlight-group.com
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www.fsip.biz https://fsip.community.chat/categories
EnerSys® celebrates grand opening of its expanded Richmond, Kentucky Distribution Center EnerSys®, grand opening of the Company’s expanded Richmond, Kentucky Distribution Center (DC) was on Friday, July 15, 2022 Local officials, including Richmond Mayor, Robert Blythe, and City Manager, Rob Minerich, joined EnerSys® for a ribbon-cutting ceremony to mark this special milestone. The new 195,000 squarefoot DC will create new jobs in the community and improve the Company’s customer service through enhanced delivery capabilities and faster order fulfillment, helping to address recent supply chain challenges impacting the industry. www.enersys.com
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Nuts & Bolts
Acquisitions, expansions & other business news
Hy-Tek and AHS host grand opening of Innovation Lab in Erlanger, KY
BSLBATT surpasses milestone of 37,000 lithium batteries shipped
Hy-Tek Material Handling and Advanced Handling Systems (AHS) celebrated its grand opening of their newly updated 20,000 square-foot Innovation Lab. Among the audience were Mayor Jessica Fette, customers, prospects, and other local government officials. Located in Erlanger, KY, the event was held in tandem with the Package Fulfillment, Logistics, and Delivery Expo being hosted last month in Cincinnati, Ohio.
BSLBATT Battery Industrial, is a fast-paced, high-growth (200% YoY) hi-tech company leading the adoption of lithium-ion technology solutions. BSLBATT Battery-Industrial designs, manufactures, and sell advanced lithium-ion battery packs that are disrupting the 100+-yearold market for lead-acid batteries, has announced that over 37,000 battery packs have been shipped to customers. The start of the milestone dates back to 2012 when the company first introduced its pallet jacks battery packs. www.lithiumforkliftbattery.com
www.hy-tek.com www.ahs1.com
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NOW HIRING! JOIN THE FMH TEAM. ENJOY THE HEART OF THE ROCKY MOUNTAIN REGION! • Shop and Field Forklift Repair Technician (All Locations) • Technical Advisor (Denver) • Assistant Parts Manager (Denver) • Sales Coordinator (Denver) • Dispatcher/Service Writer (Denver) • Front Counter Parts (Denver) • Forklift Safety Trainer (Denver) • Field Service (PM) Forklift Technician (All Locations) • Industrial Battery and Charger Technician (Rocky Mountain Battery) • Transport Driver (Denver) • Technical Advisor (All Locations) • Customer Service Manager’s (Denver) • Territory Manager (El Paso) • AND MORE! (Check www.fmhsolutions.com/careers-fmh for current openings)
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September 2022
21
Shifting Gears
Industry personnel and organization news
CLARK announces appointment of Joe Raines as Chief Operating Officer
Duravant welcomes new Senior VP and General Counsel
CLARK Material Handling Company announced the appointment of Mr. Joe Raines as Chief Operating Officer. In this role, Raines will oversee daily operations at CLARK, working closely with our CLARK dealer network, facilitating the continued innovation of the company, as well as working closely with the CLARK management team to build on the success of the company with a long-term strategic plan. He will report to Dennis Lawrence, President, and Chief Executive Officer of CLARK Material Handling Company.
Duravant welcomes Chad E. Walker to the position of Senior Vice President and General Counsel. In this role, Walker will drive Duravant’s global legal strategy, deploy processes to ensure legal compliance, and work with the organization’s leadership teams to propose and drive initiatives to propel the Company forward. Among his initial priorities, Walker will work to develop a more structured framework for advancing Environmental, Social, and Governance (ESG) initiatives across the Company. He will also serve as Secretary for the Board of Directors and Chief Compliance Officer.
www.clarkmhc.com
www.duravant.com
Remanufactured Transmissions, Engines, Torque Converters, Steer Axles, Overhaul Kits and Aftermarket Parts for: • Material Handling • Construction • Agricultural Equipment
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September 2022
Motion promotes Solomon to Senior VP-Corporate Accounts Motion Industries, Inc., has announced that Lisa Solomon has been promoted to Senior Vice President – Corporate Accounts. Ms. Solomon joined the Company in 2015 as a Business Development Manager focused on an automotive industry account, before transitioning the same year into an Automotive Specialist role concentrating on a different automotive account. In 2016, she expanded her role to a Corporate Accounts Manager overseeing the entire automotive segment. In 2021, Ms. Solomon was promoted to Area Vice President – Corporate Accounts, leading a team of 16 sales professionals in the Central Group. www.motionindustries.com
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September 2022
23
Shifting Gears
Industry personnel and organization news
Mike Zinda named VP of Sales at ePicker ePicker has appointed a strategic new addition to its management team to support its goal of becoming the #1 manufacturer of Lithium forklifts in North America by 2025. Mike Zinda, an industry veteran in material handling with over 27 years of experience has been named as the Vice President of Sales to accelerate the growth and expansion of global sales. Mike brings with him a unique combination of parts, service, sales, and design expertise, with a specific focus on lift trucks, automation, fleet management, telematics, lithium-ion power, and warehouse storage systems. www.epicker.com
JLG names Andy Daw Vice President, Global Procurement & Supply Chain JLG Industries, Inc. has announced that industryveteran Andy Daw is their new Vice President of Global Procurement and Supply Chain for the Oshkosh Access segment, which includes the JLG® aerial equipment and Jerr-Dan® towing and recovery equipment brands. In this role, Daw leads the brands’ global procurement and supply chain teams, providing a strategic vision for growth and implementing enterprise-wide initiatives to build and maintain a resilient supply chain for the company. Before joining the company, Daw built and led globally diverse supply chain and engineering teams for Caterpillar Inc. and Perkins Engines, Ltd. www.jlg.com
Toyota Material Handling acquires PennWest Toyota Lift
Toyota Material Handling (TMH) has announced the acquisition of PennWest Toyota Lift, a Pennsylvania-based forklift dealership with locations in Mount Pleasant, Pittsburgh, and Erie, Pennsylvania. The acquisition was finalized on July 1. The company will continue to be known as PennWest, with no change in management or staffing. PennWest Toyota Lift, founded in the late 1960s, has an extensive track record of success with Toyota, earning the company’s prestigious President’s Award in both 2018 and 2020. PennWest’s key executives and management will remain and continue to manage the business on behalf of TMH for the foreseeable future. www.toyotaforklift.com www.pittsburgh-forklifts.com
Raymond welder wins gold in global Toyota Material Handling Group competition The Raymond Corporation proudly announces Dave Micha, a welder at Raymond, has won gold in the international Toyota Material Handling Group (TMHG) Skills Competition, beating competitors from China, France, Italy, and Sweden, as well as additional U.S. participants. Micha’s win is a testament to Raymond’s centurylong reputation of dedication to innovation, quality, and service. The end-to-end solutions provider maintains a constant focus on delivering the utmost quality and works for continuous improvement in every aspect of its business. Raymond’s internal welding competition began in 2015, with the goal of helping promote friendly competition and enhancing skills and knowledge among its welding teams. www.raymondcorp.com www.toyotaforklift.com
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September 2022
Fork Extensions In-Stock WHOLESALE or RETAIL
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September 2022
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Industrial Manufacturing planned Project Report Data provided by SalesLeads 156 New Plans for Industrial Manufacturing Investment – Top Locations for July 2022 Industrial SalesLeads has announced the July 2022 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 156 new projects with Texas leading the top locations for July. KANSAS: Electronics mfr. is planning to invest $4 billion in the construction of an EV battery manufacturing facility in DE SOTO, KS. They are currently seeking approval for the project. ONTARIO: Battery mfr. is planning to invest $1.5 billion in the construction of a manufacturing facility in KINGSTON, ON. Construction is expected to start in 2023, with completion slated for late 2025. The following are selected highlights on new Industrial Manufacturing industry construction news. Industrial Manufacturing - By Project Type • Manufacturing/Production Facilities - 139 New Projects • Distribution and Industrial Warehouse - 71 New Projects Industrial Manufacturing - By Project Scope/Activity • New Construction - 51 New Projects • Expansion - 58 New Projects • Renovations/Equipment Upgrades - 59 New Projects • Plant Closings - 11 New Projects Industrial Manufacturing - By Project Location (Top 10 States) • Texas - 13 • North Carolina - 11 • Florida - 9 • Georgia - 9 • Indiana - 9 • New York - 8 • Ohio - 8 • California - 6 • Illinois - 5 • Michigan - 5
TEXAS: A steel company is planning to invest $265 million in the construction of a manufacturing facility in SULPHUR SPRINGS, TX. They are currently seeking approval for the project.
MISSISSIPPI: Steel tube mfr. is planning to invest $110 million in the construction of a manufacturing, warehouse, and office facility at 1923 Airport Road in COLUMBUS, MS. Construction is expected to start in Fall 2022, with completion for Summer 2023.
During the month of July, our research team identified 18 new Industrial Manufacturing facility construction projects with an estimated value of $100 million or more. The largest project is owned by Samsung Electronics America, Inc., which is planning to invest $192 billion in the construction of 11 semiconductor manufacturing facilities in the AUSTIN, TX and TAYLOR, TX areas. The project is in the early design phase. Top 10 Tracked Industrial Manufacturing Projects NORTH CAROLINA: A Semiconductor company is planning to invest $5 billion in the construction of a manufacturing facility in CHATHAM COUNTY, NC. They are currently seeking approval for the project.
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GEORGIA: Specialty copper foil mfr. is planning to invest $430 million in the construction of a manufacturing and office facility in AUGUSTA, GA. Construction will occur in three phases starting in early Fall 2022. Completion is slated for late 2024.
MINNESOTA: A steel company is planning to invest $150 million for the expansion of their manufacturing facilities in KEETAC, MN or MINNTAC, MN. They are currently seeking approval for the project.
Largest Planned Project
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NEW YORK: A pharmaceutical company is planning to invest $470 million for a 260,000 SF expansion, renovation, and equipment upgrades at their processing and laboratory facility in PEARL RIVER, NY. They are currently seeking approval for the project. Completion is slated for early 2026.
September 2022
TEXAS: Specialty roofing mfr. is planning to invest $100 million in the construction of a 450,000 SF manufacturing, warehouse, research, and office facility in GEORGETOWN, TX. They are currently seeking approval for the project. SOUTH CAROLINA: Medical equipment mfr. is planning to invest $90 million in the construction of a 270,000 SF manufacturing facility in NORTH CHARLESTON, SC. They are currently seeking approval for the project. Completion is slated for 2024. 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.
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September 2022
27
New Products
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SupplyOne highlights comprehensive Packaging Automation Equipment Yale Materials Handling program
Yale expands lineup of lift trucks with factory integrated lithium-ion power
Corporation extends its range of electric lift trucks with the introduction of 4,000-pound capacity integrated lithium-ion powered three-wheel and four-wheel models. Designed and manufactured with lithium-ion power from the factory, the new models allow warehouses in industries like food and beverage, 3PL, and retail and e-commerce to reap the benefits of this advanced electric power source, whether transitioning from internal combustion engine-powered trucks or lead-acid batteries. www.yale.com
BEUMER launches Next-Gen Line Sorter and Pouch systems Born out of an 80-year history and the design and manufacture of 1500+ intralogistics systems, BEUMER just introduced the BG Line Sorter and BG Pouch System, which utilize nextgeneration technology to respectively deliver unparalleled flexibility and scalability for midsize-volume operations, to mitigate rising demand for e-commerce organizations, to the North American region. The BG Line Sorter solution extends the handling mix of the parcel and material handling operations by allowing them to sort the widest possible range of items while utilizing a modular design to ensure flexibility to optimize the use of space. www.beumer.com
SupplyOne, Inc. highlights its comprehensive packaging automation equipment program, covering a full array of secondary, end-of-line solutions ranging from case erectors to shrink wrapping equipment and stretch wrappers, to thermoforming equipment and vacuum chamber sealers, or even an entire fully-automated packaging system. The specialists will identify industrial robots and autonomous solutions from leaders in the field that can help mitigate labor challenges, eliminate repetitive tasks, enhance product safety, increase the speed and accuracy of packaging processes and warehouse operations, and deliver a fast return on investment. www.supplyone.com
Big Joe introduces new family of compact lithium machines Two highly innovative material handling machines featuring integrated lithium power supplies are available now from Big Joe Forklifts. The RPL44 Rider Pallet Truck and PTT60 Pedestrian Tow Tractor feature extremely compact chassis designs and power steering that can provide significant operational advantages in numerous material handling applications. These new additions to the Big Joe line-up include onboard 120vac chargers and several unique attributes that address many of today’s common material handling challenges while including support for future autonomous development. www.bigjoeforklifts.com
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September 2022
QUALITY& VALUE For Over 60 Years
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September 2022
29
New Products
See more new products online at www.MHWmag.com
Wrapping multiple layers of stretch wrap 360 degrees around and under the pallet and the load, the TAB Wrapper Tornado creates a stable, AGE Industries, Ltd, unitized load that eliminates the need for boxes, a supplier of custom crates, banding, and other secondary packaging paper tubes, innovative along with the need for dunnage or cushioning. packaging, and shipping Packaging material waste is reduced while the solutions, manufactures load shifting and packaging failures in transit custom fiber tubes for responsible for most freight damage claims are an extremely wide variety of applications, ranging eliminated. www.tabwrapper.com from heavy-duty tubes for shipping large steel products, fishing rods, shipping containers for architectural designs, documents, and many other Legacy Tension Fabric Buildings applications. The strength of the round tubes feature a structural steel frame provides superior protection during shipping, Combining rigidstorage, and handling compared to rectangular frame engineering boxes. www.ageindustries.com with the proven benefits of tension fabric membranes, Polymer Solutions International Legacy Building Solutions offers superior quality introduces new Hygienic GMA Pallet fabric structures that are fully customizable. This Polymer design concept provides a high level of flexibility Solutions for a wide array of applications and industries, International including commercial and industrial warehousing, (PSI®) released cold storage facilities, equipment and bulk its newly material storage, and many more. Legacy fabric designed ProGenic® GMA+ plastic pallet. The buildings utilize a durable rigid frame in place of ProGenic® series has established itself as the the hollow-tube, open web truss “hoop” framing market-leading solution for one-piece hygienic traditionally used for fabric structures. and washable plastic pallets for over two decades. www.legacybuildingsolutions.com After years of direct work with customers in numerous industries and distribution networks, this powerful addition expands the series’ size Texwrap debuting the new Kayat SRX offerings with a solution that many have been Series Single Roll Bundler asking for. www.prostack.com Texwrap and Bartelt,have joined TAB Wrapper Tornado wraps finished forces to introduce the next generation products, unfinished parts without boxes of single roll The TAB bundling systems, Wrapper Tornado from orbital wrapper the Kayat SRX Series. The SRX Series gives customers the much sought-after packaging manufacturer TAB equipment for shrink bundling pre-formed trays Industries, LLC of product with the option to add graphics with allows metal parts print registered shrink film. and products with www.Texwrap.com sharp corner joints to be secured to pallets and safely delivered using stretch wrap alone. www.BarteltPackaging.com
AGE Industries, Ltd delivers wide range of custom Fiber Tubes
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September 2022
PARTNER with AIT. Give Your Customers More Than They Expect. Give Them AIT’s Quality and Your Service.
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September 2022
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YOUR MATERIAL HANDLING
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Corrugated Steel Rack Deck Punch Deck ® • Solid Deck Economical • Strong • Easy Install • Fast Delivery Painted • Galvanized • Stainless Steel
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Advertiser's Index __________________________________________________ AMERICAN INDUSTRIAL TRANSMISSION, INC. . 31
GRINDSTAFF ENGINES, INC. . . . . . . . . . . . . . . . . . 3
SIDEKICK ATTACHMENTS . . . . . . . . . . . . . . . . . . 25
DACS, INC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16
H&K EQUIPMENT COMPANY. . . . . . . . . . . . . . . . . 6
SUNLIGHT BATTERIES USA INC. . . . . . . . . . . . . . 25
DYNA RACK . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1
HADER INDUSTRIES INC. . . . . . . . . . . . . . . . . . . .29
SUPERIOR ENGINEERING. . . . . . . . . . . . . . . . . . . 20
ECOTEC LTD. LLC . . . . . . . . . . . . . . . . . . . . . . . . . . 8
HELI AMERICA INC. . . . . . . . . . . . . . . . . . . . . . . . 35
SUPERIOR TIRE & RUBBER CORP.. . . . . . . . . . . . 19
ENGINE POWER SOURCE. . . . . . . . . . . . . . . . . . . . 5
INDUSTRIAL FORKLIFTS. . . . . . . . . . . . . . . . . . . . 11
THOMBERT, INC.. . . . . . . . . . . . . . . . . . . . . . . . . . 17
EPICKER . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15
JOSEPH INDUSTRIES, INC.. . . . . . . . . . . . . . . . . . 22
TOYOTA FORKLIFTS OF ATLANTA. . . . . . . . . . . . . 7
FLIGHT SYSTEMS INDUSTRIAL PRODUCTS (FSIP). . 2, 34
OHIO RACK, INC. . . . . . . . . . . . . . . . . . . . . . . . . . 12
TVH. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12, 36
FMH MATERIAL HANDLING SOLUTIONS, INC. . . 21
SAFETY SYSTEMS & CONTROLS INC. . . . . . . . . . . 8
WEST POINT RACK, INC. . . . . . . . . . . . . . . . . . . . . 9
FORKLIFT-INTERNATIONAL.COM. . . . . . . . . . . . . 27
SAVETY YELLOW PRODUCTS. . . . . . . . . . . . INSERT
WY'EAST PRODUCTS . . . . . . . . . . . . . . . . . . . . . . 23
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Adjustable kickplate and rubber feet
Pivot Gate • Choose from 60”, 65”, 72”, 96”, or 120” clear opening. • Easily pivots to up or down position – requires only 10 - 20 lbs. of lift force. • Ships mostly assembled – minor assembly required upon receiving. Simply anchor to the mezzanine floor. • Adjustable kickplate and rubber feet. • MEETS OSHA REQUIREMENTS
PickerPal Mezzanine Gate • 6 self-closing arms that operate independently. •A s the pallet is unloaded the top arms close, creating a safety barrier. • 6’ or 8’ width. • Includes 8’ tall rack frames and height limiter. • MEETS OSHA and IBC REQUIREMENTS
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Industrial Safety Gates
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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