July 2023 Material Handling Wholesaler

Time to balance out your dealer operations to lessen employee fatigue and low morale

I recently attended the MHEDA’s Annual Convention and Exhibitor Showcase and as always, came home with some great takeaways and new industry connections. The theme of this year’s convention was ‘The Human Factor’, which is the topic at the heart of every organization. One topic specifically addressed employee burnout. As one of the 2023 MHEDA material handling business trends states: ‘Some employees are experiencing worker fatigue and low morale due to current pressures in and out of the workplace. Leaders must be cognizant of this and provide support when and where needed.’

That statement surely resonates, as I find that in many operational instances, positions like Operations Managers or Service Managers at your dealership are asked to wear many ‘hats’ One of these many ‘hats’ sometimes includes the management of their fleet of service vehicles. This could be a daunting responsibility and can take their focus away from your dealership’s core business: selling parts and services along with providing new, used, rental equipment to your customers and prospective customers.

It can be a complex and time-consuming process to research and purchase the right fleet vehicle to meet your dealership's needs, especially since the performance of your service vehicle fleet can be directly related to your service technician’s productivity and profitability. Think about some of the pain points that come along with managing a fleet of service vehicles:

1. Purchase Cycle Management: Sourcing and procuring the vehicles in the fleet and dealing with tax, titling, registration, and certifications.

2. Upfitting: Ensuring the vehicle is equipped with proper storage and tools.

3. Branding: Having the vehicle wrapped or painted with the company logo and design.

4. Maintenance and Repairs: Ensuring regular maintenance and timely repairs of the service vehicles can be a significant challenge. Coordinating service schedules, handling unexpected breakdowns, and minimizing

downtime of the vehicle and non-billable time of your service technician.

5. Fleet Tracking and Visibility: Maintaining visibility and tracking the location, utilization, and performance of each service vehicle in the fleet can be complex. Identifying inefficiencies, optimizing routes, and monitoring fuel consumption.

6. Compliance and Safety: Ensuring compliance with regulations and safety standards.

7. Cost Control and Budgeting: Managing costs and optimizing the budget for the fleet can be a challenge. Controlling fuel expenses, minimizing overtime, and identifying costsaving opportunities while maintaining service quality can pose difficulties. How efficient and profitable are your service routes?

Fleet Management/Cost of Ownership

Think about the same ‘cost of ownership’ value-added sale you make to your customer for a new lift truck with scheduled maintenance for parts and service that your dealership offers. These same principles hold true to your service vehicle fleet. If your Operation or Service Managers are tasked with the fleet management of your service vehicles, you are asking them to take on a lot of these tasks, you are asking them to do the following:

1. Vehicle Selection: Considering factors such as payload capacity, fuel efficiency, maintenance costs, and reliability of the vehicles.

2. Regular Maintenance: Keeping the service vehicles in optimal condition by having regular inspections, oil changes, tire rotations, and other recommended maintenance tasks.

3. Fuel Management and Fleet Tracking: Monitor and manage service vehicle fuel consumption. Manage fuel cards or telematics systems (if chosen) to track vehicle fuel usage and identify any discrepancies or excessive consumption. Manage fuel-saving activities such as avoiding idling, reducing speeding, and planning efficient routes.

4. Vehicle and Driver Records: Keep detailed logs of which technicians are handling which vehicles, the condition of the vehicle, mileage before and after shifts, tire conditions, fuel costs, maintenance history for each vehicle, etc. Constantly analyze this data and make decisions accordingly. For example, is one vehicle’s fuel costs higher than the rest?

5. Lifecycle Planning: Manage aging fleets and avoid higher maintenance costs. Having to decide the optimal time for vehicle replacements or upgrades while analyzing factors such as maintenance costs and depreciation.

This is a lot to ask of your Operation or Service Manager to manage. Think of how much time they will have to devote to this that takes them away from focusing on and managing your core business. Let us explore some other key components of effective service vehicle fleet management.

Customer Experience

Service vehicles with your company logo act as moving billboards, increasing brand visibility and awareness. As they travel to different locations, they attract attention and help build brand recognition among potential customers. Clean and uniform service vehicles convey a sense of professionalism and credibility. When customers see well-maintained vehicles with a consistent brand image, it enhances their perception of your company's reliability and quality of service.

Having clean and branded service vehicles sets your dealership apart from competitors who may have generic or unbranded vehicles. It gives you a competitive edge by showcasing your commitment to professionalism, attention to detail, and overall brand image.

Providing clean and uniform service vehicles with your company logo can also boost employee pride and morale. It gives them a sense of belonging and identification with your company, which can positively impact their performance and customer interactions.

Does your service vehicle fleet showcase your overall brand image? Are your service vehicles clean and uniform? Are your technicians proud

to drive and work out of your service vehicle fleet?

Storage

It is important to optimize storage and organization while utilizing bins, drawers, and shelves in your service van to keep parts organized and easily accessible. Additionally, what does your customer see when your service technician opens their van?

Consider the vehicle layout and storage solutions; is the layout and storage standardized across your fleet? If a technician has to move out of an old van into a new van, how long does that take? If the layout is standardized across the fleet, then it should be a simple move of tools and parts inventory. This will also reduce the amount of non-billable labor hours to accommodate the move.

Parts Inventory

Remember to regularly evaluate and adjust your parts stocking strategy based on the specific needs of your material handling and lift truck service business. As former MH Wholesaler aftermarket columnist Dave Baiocchi once said, “Anticipating parts sales opportunities by equipping vans with data-driven inventories vastly improves the customer experience. Learn how to analyze your service database in order to adjust van stock based on “relevancy.” Leverage equipment sales data to make strategic inventory decisions, based on awareness of your inventory’s “sweet spot.” Choose van inventory based on future OPPORTUNITIES, instead of historical TURNS.”

Solutions

Vehicle upfitters that specialize in fleet vehicles and offer various services for customization and modifications can help you with fleet management. Research and compare multiple providers based on your specific requirements and location.

One of the newest MHEDA members that I met at this year’s MHEDA Annual Convention was Olathe Fleet Solutions. They are a fully integrated fleet management company. They offer a unique fleet management solution that is tailored to your business including purchasing of the vehicle, title and registration, upfitting, logistics and ship-thru, support and telematics, and trade cycle. They also provide full visibility

of the total cost of ownership, management of maintenance records of individual vehicles. By properly managing a company's service fleet, they can help reduce costs, minimize downtime, and organize the fleet. According to Mark Ronnebaum, Fleet Manager at Olathe Fleet Solutions, “Our maintenance record database shows, at 120,000 miles, the monthly service spend of service vehicles tends to climb. That’s when you need a solution to get that service vehicle replaced. Nonproductive service vehicles equal unbillable hours.”

Another company of note, Knapheide, specializes in the manufacturing and upfitting of work trucks and service bodies. They provide customization options for various industries, including material handling, and offer a range of features and accessories. Knapheide’s vehicle upfitting capabilities handle everything from single-unit to large-volume fleet needs across all vehicle types and sizes.

According to Tyler Coverdell, a sales representative with Knapheide, “Given the current chassis shortage, finding a truck on the ground is difficult. Finding and retaining a qualified tech is even harder. Being proactive and thinking about the intangible cost of spec’ing for creature comforts a tech might want to add helps retain existing employees and can be a bonus when trying to onboard new staff. In today’s climate, nothing is cheaper tomorrow than it was today.”

Certainly, fleet management has a direct impact on your dealership’s bottom line. So, ask yourself, is the management of your service vehicle fleet a task that you want your Operation or Service Manager to continue to take on? Does it make sense to outsource to a thirdparty fleet management and upfitter company? Effective fleet management can lead to increased driver efficiency, well-maintained vehicles, higher productivity, improved budget planning, and more, which all affect the profitability of your dealership.

Chris Aiello is the Business Development Manager at TVH Parts Co. He has been in the equipment business for 16-plus years as a service manager, quality assurance manager, and business development manager. Chris now manages a national outside sales team selling replacement parts and accessories in various equipment markets such as material handling, equipment rental, and construction/earthmoving dealerships.

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Bottom Line Garry Bartecki

Getting closer

I am sitting at my computer on May 14 wondering if my T Bills will be worth anything two weeks from now. I must tell you, on a financial front, we are in deep Dudu if we default on our debts. WHAT A MESS.

And if I get bored, I run to YouTube to see what I can find out about where the EV (Electric Vehicle) vs ICE (Internal Combustible Engine) debate stands. Came across one program that was pretty good where they compared EV total cost against an ICE total cost over 125,000 miles.

As it turns out the EV purchase cost is well in excess of a similar ICE model, but not as much if you take into account the $7,500 credit available on new EV’s. But let’s remember you must be able to “pay” for the EV and will not get the benefit of the if you don’t have at least $7,500 tax to pay. And it is probably safe to say that you need at least a $100,000 annual income to wind up with that type of tax.

The bottom line is that the total cost (cost to purchase plus operating costs) over $125,000 was about the same at $65,000. The higher purchase price of the EV plus fueling was the same as the lower-priced ICE unit with the cost of gasoline and repairs. Thinking further ahead you would expect the EV cost to decrease as demand climbs, which could reduce total cost to the point where EV wins the cost game (if the demand for electricity does not get so high that cost increases get to the point where we once again wind up with a tie). Could happen.

For me, I am thinking there are other alternatives that could provide similar climate benefits for less cost. Hydrogen in some form is that option. During my visit to ProMat I had a chance to spend some time with Plug Power while they were showing off how one of their units could be used with lift trucks. Less operating hassle compared to both acid and lithium batteries but similar overall run times per charge. And having H20 as the exhaust is not bad either. Toyota has developed an engine that operates along this line and concludes that EV is not necessary if buyers use the Toyota as an alternative to EV. Dealers, as far as lift trucks

go, this is an option you have to keep in mind because customers are going to ask about it.

As far as our financial picture is concerned, I believe it will be tougher than expected, mainly because of the banking crunch taking place. With BK’s increasing banks take steps to review their outstanding loan portfolio to see if they have any substantial risk to consider. Being in this frame of mind banks are cutting back on new financing requests or asking for tighter coverage on existing bank loans. We discussed this topic and reaction before, and I really cannot blame the banks if they decide they must cover their butts to stay solvent. But let’s not forget that these issues also concern your customers, especially those who constantly pay late or have known cash flow problems. In the end, the banking situation will slow the economy down to where we can prepare for a hard landing.

To assist with your planning for any type of downfall that may appear, last month we went through a Balance Sheet (BS) exercise where I suggested you investigate cleaning up the BS with a goal to convert as many assets as possible into CASH because you are going to need it. The alternative is a balance sheet with assets decreasing in value once the recession goes into full swing, which, of course, are part of your bank collateral which the bank will be reviewing on an annual basis.

Now, let’s discuss the Income Statement (IS) which, of course, represents how we did profitwise over a segment of time.

You all have an idea of how the IS works and understand that it is entirely possible, with all the changes taking place in BUSINESS these days, that Income Statement results could put a strain on the BS, your cash position, and the overall value of the company. Consequently, knowing what is likely around the bend I do not believe you can sit back and say there are no changes required in your business. You can, of course, come to that conclusion, but please do so after you have examined all your risk factors and find nothing out of order. And heck, I haven’t even mentioned AI yet!

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Bottom Line continued

I expect a reduction in overall revenues (net of inflation) to soften up to the point where you will be glad that you have that extra cash available because of converting assets into cash. In other words, covering your fixed and variable costs will require both a more profitable business as well as cost reduction. I also do not see the negative impacts on your business reversing itself post-recession. Some items are just too sticky to do that.

So, let’s go through an IS statement review this month using typical MHEDA numbers, and see what potential changes to anticipate and plan for. To help us focus I put together a brief review of a dealer’s potential sales mix and gross profit percentages and provide my thoughts on what to expect going forward.

For comparison purposes, I also added similar data from the construction dealer side. My overall comments will be addressed to lift truck dealers and not so much to the construction side.

I listed the dealer’s revenue and gross profit line items and then in the far-right column indicate what I expect each line item to do (net of inflation) based on my crystal ball to date. > representing an increase in the line item. < a decrease.

New Sales

I expect sales levels to fall as a result of both less demand and lower price points now that supply change issues are correcting themselves. Also expect new units to last longer, thus negating purchase patterns of the past. And, as

far as I know, the new sale line could be zero at some point if OEMs decide to sell direct.

Used sales

Can see Used Sales increasing if potential customers prefer to keep historical products because they are used to them and can purchase them at a price point, they can afford and finance. Can also see a need for dealers to “clean house” to generate cash, thus making used sales more attractive to customers. Right now, used sales can produce attractive pricing for dealers if they take advantage of market value considerations. On the other hand, this pricing advantage will reverse itself once newer units become available where the utility value of a used unit cannot stand up to what newer units offer. Let’s get those used units ready to sell. And let’s not forget that used sales should include all expendable used rental units.

Storage handling and engineered systems

This category is where the money is going to be made and how you are going to win larger more sophisticated technology-oriented customers. Dealers will need to understand how the warehouse and manufacturing floors are going to operate in this digital adventure over the next five years, if not sooner. Dealers need to educate themselves and partner up with technology organizations ready to attack these new methods including AI. There is little doubt that products and services, along with a deep understanding of how to maximize the use of such services are what your customer needs and expects from you. If dealers are not prepared to work in these areas, they should ask for assistance from OEMs to find partners to work with and learn from. You may not know it yet, but you are going into a new business in the very near future.

Parts and service

I believe that customers will rent more until they figure out what equipment they need to make them more profitable and as a result buy less equipment as well as require less parts and service work. The reduction of both PS also results from new better-engineered equipment that lasts longer with overall fewer maintenance requirements. And if there are major changes

if the type of equipment in use, those old parts you have on the BS will become more and less valuable as time goes on.

Rental

Expect more rentals because of customer financing needs and a need to “try” new stuff as it hits the market. Hey, here is where you can get into climate change by converting your service units into EV units (if it makes sense). On the other hand, customers with new technology being implemented (hopefully by you) may not require the number of lift trucks they used previously. More rent-to-sell should be considered. And let’s consider that customers may require more efficient types of equipment using Lithium or Hydrogen to cut operating costs.

Total Sales

Expect lower Total Sales. New sales, parts, and service, three of your biggest revenue producers, I expect to decrease net of inflation.

Gross margins

My indicators for GM are used to indicate if I see you have more absolute $ from these line items or not. If Sales decrease in the three major categories I doubt if GM in absolute $ will be more in the next 12 months compared to the prior year for the same period. Dollars required for absorption will be lacking, thus making it necessary to reduce both manpower and other business expenses, especially fixed expenses.

Profit before tax

I give up and leave this line with a “?”. If you do your homework and devise a transition plan that will increase your cash flow as well as your Profit Before Tax, then> you will get.

Thought for the day

I HOPE EVERY SALES LINE-ITEM INCREASES ALONG WITH MARGINS TO PRODUCE MORE THAN ENOUGH CASH FLOW THAT MAKES ALL YOUR BANK REPORTS A PLEASURE FOR YOUR BANKER TO READ.

But what if the recession is more painful than expected and the bankers cut off capital to the point where every business must reduce their operations to match current conditions? If that scenario goes “green”, hopefully, your plans prepared to deal with these various scenarios offset any material negative result.

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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Loyal customers are a breed – and you are the stud

Customer satisfaction is at an all-time high. Customer loyalty is at an all-time low. Why?

Simple. Satisfied customers will shop anywhere. Satisfaction is not any indication that the customer will repeat a purchase. As a consumer, you have often been satisfied and never returned to that place of business.

A more complicated reason is that business is just now discovering that satisfaction is no longer the measure of customer success – loyalty is.

What is a loyal customer? One who will create positive word-of-mouth advertising about you, refer other people to do business with you, and fight before they switch from you to a competitor.

Well, Jeffrey, how do you make customers loyal to you? Is it a low price? No, the second someone offers a lower price, the customer becomes “loyal” to that lowest price. There’s more to loyalty than money. Money is usually the bait used to lure loyal customers from their present supplier. The lower the loyalty, the more they’ll take the bait.

Loyal occurs if you’re first in the mind of the customer when they want what you sell. A satisfied customer is the last to tell you they decided to buy someplace else. Loyal, first to know. Satisfied, last to know. Hmmmm.

Loyal is best understood when related to the word, “fan.” When you go to a college or grow up in a city, you are a loyal “fan” of their sporting teams. Fan is short for fanatic. How many fanatic customers do you have?

Sports loyal is when you love one team and HATE their arch-rival (their main competition). Who loves you?

To make it even more complex, loyalty is not a one-action event. If it were, everyone would go out and do it. Loyalty evolves like loyalty to a spouse or friend.

It matures (or dissolves) over time, based on your deeds, actions, and words. So how do you get customers (people) to be loyal to you or your business? Since loyalty doesn’t just “happen,” the answer is a question: What are the elements that breed loyalty?

Here are a few:

Being unusual where usual is expected Changing the boring stuff you do every day to WOW the customer and create an atmosphere where the customer “has to” tell others how great it was. Email, voice mail, phone greeting, invoices. Standard stuff you change to SET the new standard.

Getting business for your customers and prospects. If you want to build loyalty beyond belief, just start GETTING your customer's hot leads and prospects that turn into business for them. Now when you call your customers, they won’t know if you’re buying or selling.

Giving your customers and prospects valuable information to help build their business. Your customers want answers, not always more of your product. If you want customers forever, become valuable, become a resource they can’t live without.

Give proactive service. Calling customers to tell them they need service or supplies just before they were about to call you. Letting them know when the “deals” are coming up. Doing something memorable for them, so that they call others and tell them about you.

Service way beyond the sale. Offering product use tips and information that help your customer build her business or achieve her goals.

Give the best service they’ve ever had. Having great service is at the heart of the loyalty process. Service that starts with yes, provides solutions, and ends with WOW.

Having friendly service. How important is friendly? Ask yourself where you LOVE to do business, and I’ll bet everyone there is friendly. Your customers want the same from you.

Answering the phone and helping in a memorable way. How do you feel automated computer phone answering sets with customers? How do you like it? Does it breed or erode loyalty? Saving money by not having someone human greet your customers is the single best example of “penny wise, dollar foolish” of the twenty-first century. Customers call for one reason – they want help. Why give them the hell of the computer?

Give something they’ll use every day and show it to others. Delivering an ad specialty that’s so unique, they show or tell others. The difference between a coffee mug that sits in a drawer and one that’s shown to everyone is about $2.00. If it’s shown to twenty other people, that’s just $0.10 per WOW.

Going beyond the expected. They expect a delivery fee – set it up for free. They expect a two–week delivery – get it for them the next day.

Sales Trends continued

Being fun, unusual, creative, and poignant. Being human in the world of business can set you apart more than you know. Become likable, and people will like to do business with you.

Loyal is the most difficult of the customer service goals to achieve. But once you have it, you have something your competition will never have: the next order.

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.

Hy-Tek Intralogistics and Hai Robotics announce partnership

Hy-Tek Intralogistics has partnered with Hai Robotics, a provider of intelligent automated warehouse solutions. With Hy-Tek's IntraOne enterprise logistics platform, the addition of Hai Robotics’ automated storage and retrieval systems (ASRS) solutions will help reduce a customer’s storage footprints, increase workflow efficiency, maximize order pick accuracy, and improve daily order fulfillment rate.

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ARA’s quarterly forecast reveals economic optimism reflected in rental operator attitudes

The American Rental Association (ARA) indicates in its updated forecast that the United States equipment rental industry’s growth will soften but still grow. Last quarter, the yearover-year growth was expected to be 4.7 percent in 2023 and 2.1 percent in 2024. The most current projections indicate 7.6 percent growth in 2023 totaling $60.4 billion in construction and general tool rental revenue. As for 2024, a 3.1 percent revenue increase is now expected.

www.ARArental.org

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MH Equipment Partners with OTTO Motors to provide Material Handling Automation Solutions

MH Equipment has announced its partnership with OTTO Motors, a provider of autonomous mobile robots (AMRs). MH Equipment was selected as an OTTO Certified Dealer to develop, sell, deploy, and service OTTO Motors’ solutions. MH Equipment focuses on partnerships that meet the needs of their customers and the partnership created with OTTO Motors will help meet the rising demand for AMRs. It will also assist in solving top manufacturing challenges by implementing material handling automation solutions at scale.

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Steel King begins work on new headquarters

Steel King Industries has begun work on what will be the company’s new headquarters later this year. The building, located at 5233 Coye Dr, in Stevens Point, WI. The new facility is roughly three times the office space of Steel King’s current offices and is being designed to showcase the company’s products and solutions throughout the facility with new technology and an inviting environment that will help attract the talent needed to help propel Steel King forward for decades to come.

www.steelking.com

Marginal decline in Forklift Truck Sales in 2022 following historic 2021

The Industrial Truck Association (ITA) reports that forklift sales in the North American market remained robust for the second consecutive year during 2022 after reaching a record level in 2021. Despite headwinds from high levels of inflation and mixed economic indicators, retail orders decreased by only 1% year-over-year, closing out the year as the second highest on record. Year-end 2022 forklift truck sales of 344,330, spanning all classes (1-5), trailed the previous year (347,677) by slightly more than 3,000 units. Industry performance varied among the classes including electric rider trucks (Class 1 and Class 2 combined) and motorized hand trucks (Class 3) declining (y/y). Class 3 showed the greatest decline of 11%. Class 1 declined by nearly 10% and Class 2 declined by 8.3%. The market for internal combustion trucks, Classes 4 and 5, grew significantly (y/y). Class 4 showed growth of over 39% whereas Class 5 grew at a rate of 13.7%. www.indtrk.org

Rental Equipment Investment Corp. acquires Midstream Equipment Corporation

Rental Equipment Investment Corp. (“REIC”), a portfolio company of Kinderhook Industries, LLC, has announced the acquisition of Midstream Equipment Corporation. Founded in 2015 and headquartered in Calgary, Alberta, Midstream is a provider of specialty rental solutions for high-demand, critical applications in the oil & gas and large industrial sectors. Midstream represents REIC’s sixth add-on acquisition under Kinderhook’s ownership and the Company’s 18th since inception. “We are excited to welcome the Midstream team to REIC”, said Kevin Fitzgerald, Chief Executive Officer of REIC.

www.reicorporation.com

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Shifting Gears Industry personnel and organization news

CLARK appoints Mike Binnie as COO/ CAO of CLARK North America

CLARK Material Handling Company has announced the appointment of J. Michael Binnie as COO/CAO for its North America operations. In this role, Mr. Binnie will oversee daily operations at CLARK, working closely with the 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.

www.clarkmhc.com

Hai Robotics USA changes leadership structure to support a growing American market

Bastian Solutions awarded Gold in the 2023 Edison Awards

Bastian Solutions was named a gold winner in the 2023 Edison Awards. The company is being honored in the Enhanced Automation category for its Bastian Solutions SmartPick™, a robotic bin picking solution, that combines cuttingedge AI-powered vision technology, industrial robotics, and goods-toperson technologies to create goods-to-robot solutions capable of picking the most complex assortment of products with 99.9% accuracy, gaining knowledge from previous picks to better handle various product shapes, sizes and surfaces.

www.bastiansolutions.com

Toyota donates $5,000 to Family Service, Inc. to support Mental Health Awareness

Last month the American leadership team at Hai Robotics USA advances deepened its investment and dedication to the U.S. market. Richie Chen, the founder and owner of Hai Robotics, will assume the role of U.S. General Manager, Brian Reinhart, formerly the Vice President of Sales, Solutions & Marketing, will take on the role of Chief Revenue Officer, and Brian Zheng, formerly the U.S. General Manager, will advance into the role of Vice President of Operations.

www.hairobotics.com

Toyota Material Handling has recently donated $5,000 to Family Service, Inc., a nonprofit based in Columbus, Indiana, in support of Mental Health Awareness Month. The donation comes as a result of Toyota’s Executive Giving Program, which started in 2012 as a way to encourage the company’s leaders to get involved with and give back to a local organization they’re passionate about. Each year, Toyota’s senior leaders are allotted between $2,500 and $10,000 to donate to a local nonprofit that’s making a difference in the community.

www.toyotaforklift.com

Brian Reinhart

Brian Zheng

Richie Chen

Shifting Gears Industry personnel and organization news

Brenton appoints Nick Szczechowski as new Regional Sales Manager

Nick Szczechowski has been appointed as Regional Sales Manager covering the Midwest for Brenton. In his role, Szczechowski will be working with distributors, integrators, OEMs, and end-user customers to grow the company’s endof-line packaging systems. Brenton is a global provider in designing and manufacturing integrated end-of-line case packaging systems and machines, specializing in case packing and palletizing using both robotics and other automation. Szczechowski brings nearly 20 years of sales experience to Brenton.

www.brentonengineering.com

Papé Material Handling acquires Globe-Bay Area Forklift

Papé Material

Handling recently acquired Globe-Bay Area Forklift, effective May 12, 2023. No details of the acquisition will be released. Former Globe-Bay Area Forklift customers will gain access to Papé’s extensive selection of forklifts and other material-handling equipment. Both Papé and Globe-Area Forklift have a long history of serving their customers as family-owned businesses. Globe-Bay Area Forklift was founded in 1952 as Globe-Wally Forklift before being acquired by Bay Area Forklift in 1991.

www.pape.com

Industrial Manufacturing planned Project Report

Data provided by SalesLeads

29% increase in new Industrial Manufacturing Planned Projects in May 2023; Minnesota new to Top 10

IMI SalesLeads has announced the May 2023 results for the new 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 184 new projects in May as compared to 143 in April in the Industrial Manufacturing sector.

TEXAS: Semiconductor mfr. is planning to invest $200 million for the expansion of its manufacturing facility in LUBBOCK, TX. They are currently seeking approval for the project.

MICHIGAN: Automotive mfr. is planning to invest $200 million for the construction of a 1 million sf EV component manufacturing facility in AUBURN HILLS, MI. They are currently seeking approval for the project. Construction is expected to start in Summer 2023, with completion slated for late 2024.

The following are selected highlights on new Industrial Manufacturing industry construction news.

Industrial Manufacturing - By Project Type

• Manufacturing/Production Facilities - 167 New Projects

• Distribution and Industrial Warehouse - 66 New Projects

Industrial Manufacturing - By Project Scope/Activity

• New Construction - 62 New Projects

• Expansion - 64 New Projects

• Renovations/Equipment Upgrades - 60 New Projects

• Plant Closings - 17 New Projects

Industrial Manufacturing - By Project Location (Top 10 States)

• New York - 16

• Ohio - 13

• Michigan - 9

• Pennsylvania - 8

• Ontario - 7

Largest Planned Project

• Texas - 15

• Indiana – 12

• Minnesota – 8 (New to List)

• Georgia - 7

• South Carolina - 7

During the month of May, our research team identified 12 new Industrial Manufacturing facility construction projects with an estimated value of $100 million or more.

The largest project is owned by Applied Materials, Inc., which is planning to invest $4 billion for the construction of a manufacturing, laboratory, and office facility in SUNNYVALE, CA. They are currently seeking approval for the project. Completion is slated for 2026.

Top 10 Tracked Industrial Manufacturing Projects

GEORGIA: Graphite product mfr. is planning to invest $800 million in the construction of a manufacturing facility in BAINBRIDGE, GA. They are currently seeking approval for the project. Completion is slated for 2025.

PENNSYLVANIA: A steel company is planning to invest $218 million in the construction of a manufacturing facility in ALIQUIPPA, PA. They are currently seeking approval for the project. Completion is slated for late 2025.

MISSISSIPPI: Wood products mfr. is investing $200 million in the construction of a manufacturing facility in BEAUMONT, MS. Construction is expected to start in the Summer of 2023, with completion slated for early 2025.

TEXAS: Semiconductor component mfr. is planning to invest $185 million for the expansion, renovation, and equipment upgrades on their manufacturing facility in ROUND ROCK, TX. They are currently seeking approval for the project.

OHIO: A steel company is planning to invest $145 million for an expansion of its manufacturing facility in MINGO JUNCTION, OH. They have recently received approval for the project.

TENNESSEE: Industrial equipment mfr. is planning to invest $120 million for the renovation and equipment upgrades on their manufacturing facility in JEFFERSON CITY, TN. They are currently seeking approval for the project

ARIZONA: Furniture mfr. is planning to invest $100 million for the construction of a 1-million SF manufacturing, distribution, showroom, and office campus on 107th Ave. in AVONDALE, AZ. They are currently seeking approval for the project.

KANSAS: Tire mfr. is planning to invest $100 million for the expansion of its manufacturing facility in JUNCTION CITY, KS. They are currently seeking approval for the project.

Since 1959, IMI SalesLeads, based in Jacksonville, FL is a leader in delivering industrial capital project intelligence and prospecting services for sales and marketing teams to ensure a predictable and scalable pipeline. Our Industrial Market Intelligence, IMI identifies timely insights on companies planning significant capital investments such as new construction, expansion, relocation, equipment modernization, and plant closings in industrial facilities. The Outsourced Prospecting Services, an extension to your sales team, is designed to drive growth with qualified meetings and appointments for your internal sales team. Visit us at salesleadsinc.com.

New Products

See more new products online at www.MHWmag.com

RAVAS offers industry-leading forklift truck scales

RAVAS offers a complete range of forklift weighing systems. These are intelligent attachments that can fit on trucks of all brands. RAVAS offers the iFork, Hydraulic and Carriage Plate Scales (ICP) weighing systems. RAVAS’ versatile iForks are the world's first and most complete wireless set of weighing forks for forklift trucks. The RAVAS Hydraulic Weighing Systems are designed for simple weight checks of pallets and goods. The RAVAS iCP (Carriage Plate Scales), an integrated mobile weighing system, weighs pallet loads while being unloaded or transported with a forklift.

www.ravas.com

Crosby LoadConnect software goes global

The Crosby Group announces the launch of the Crosby Straightpoint LoadConnect cloud-based software, which can monitor loads from any distance and from anywhere around the world to improve safety and efficiency at work sites. When connected to a wireless base station, load cell data is transmitted to the unique cloud software solution, LoadConnect. This unique online dashboard provides users with fast, real-time load data, monitors errors and status, and has a map pinpointing exact product locations. It also provides an overview of productivity and utilization.

www.thecrosbygroup.com

SOCMA Power Electric Forklift Trucks

With many years of accumulation in the high-capacity forklift sectors and over a decade of customer success experience, SOCMA has introduced the SOCMA Power Electric Forklift

Truck Solutions. SOCMA Machinery strongly believes in a clean and sustainable energy source is the future, and we are here to answer the market. Powered by CATL LFP Battery Technology, our E-Forklift Trucks not only provide significant fuel cuts to your job site but also reduce vibration and air pollution to the maximum during work, which brings benefits not only financially but also biologically.

www.socma-forklift.com

Avidbots releases first floor scrubbing robot built for industrial spaces

Avidbots has launch of Neo 2W, the first cleaning robot designed specifically for warehouses and manufacturing environments to improve cleaning quality, efficiency, and productivity. Warehouses and factories present unique and challenging environments for robots, given floor debris, dynamic activity, and frequent layout changes. In collaboration with industrial customers, Avidbots developed Neo 2W to alleviate common issues, resulting in a more consistent clean with less downtime and unnecessary human intervention.

www.avidbots.com

Raymond introduces outdoor electric lift trucks

The Raymond Corporation introduced two products designed to provide exceptional performance while addressing the need for sustainable material handling solutions: the 4800 and 4810 80-volt sit-down counterbalanced trucks. The new pneumatic series offers all the needed capacities between 4,000 and 11,000 pounds. The 4800 and 4810 models both feature the confidence-inspiring Raymond Performance Stability System™, which offers a high level of vehicle control for reduced damage to goods and facilities.

www.raymondcorp.com

New Products

See more new products online at www.MHWmag.com

ORBIS® Corporation adds heavy-duty extended height containers to improve shipping efficiency and reduce costs

ORBIS® Corporation, has announced a new addition to its BulkPak® line of shipping containers: the BulkPak 48x45 HDMP Extended Height container system. The heavyduty 48x45 HDMP Extended Height series offers 28 positions in a standard 53’ truck, enabling a gain of up to 20% in shipping efficiency and warehouse utilization. The 48x45 HDMP Extended Height container is available in three heights, including 39”, 42”, and 50”, with the 39” container being the only 28-position bulk bin available in the market.

www.orbiscorporation.com

Delta-Q Technologies commences full production of its 3.3 kW Battery Charger

Delta-Q Technologies (Delta-Q), has announced that its innovative mid-power charger, the XV3300, is now in full-scale production. With its unique 3-in-1 design, this highly efficient charging system integrates a 3.3 kW battery charger, a 500 W DC-DC converter to power the vehicles’ auxiliary loads, and an EV charging station interface. These key features encased in a ruggedized IP67 design, provide OEMs with an attractive package for simplifying electrification of their off-road applications.

www.delta-q.com

Caldwell expands RUD ACP-Turnado Lifting Point Range

The Caldwell Group Inc. has expanded its series of RUD ACP-Turnado lifting points, with Max and

Supermax versions. Caldwell partners with the RUD Group to unite their sales and marketing activities in North America for RUD material handling and lifting devices within a common organization. The RUD portfolio includes slings and lifting points for the most complex tasks for integration into almost any application.

www.caldwellinc.com

Wildeck mezzanines now available in stainless steel

Wildeck now offers its popular mezzanines in

stainless steel. Stainless steel mezzanine platforms are designed to provide superior durability in environments that require high sanitation. Made from high-grade stainless steel, they can support heavy loads and are resistant to corrosion, making them ideal for a wide range of industrial and commercial applications – including food, beverage, and pharmaceutical.

www.wildeck.com

PAC Machinery offers bags made from 100% recycled resin for automatic bagging machines

PAC Machinery Bags and Materials announces a new polyethylene bag formulation made from 100% recycled resin. Designed for automatic bagging machines, the Recylene® line of Rollbags® is made with the environmentallyconscious brand and businesses in mind, with the material now produced using up to 100% recycled resin content. This product announcement benefits packagers who use preopened bags for automatic baggers as well as other polyethylene films, as they can now package products in bags that are made of 100% recycled plastic resin.

www.pacmachinery.com

For a direct link to these websites, visit www.MHWmag.com and click on the corresponding display ad under the category you are browsing.

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800-939-DYNA

The Ecopoint charger from Ecotec is a full featured industrial battery charger available in 2 models for 8 hr. and 10 hr. recharge. The standard ECO-250 control offers data management normally found only in much more expensive chargers.

For pallet jacks, consider the fully automatic STC taper charger. Plugs into any 120V outlet for convenience and portability.

For the ultimate in efficiency and flexibility, consider the Access high frequency charger. Models are available for both conventional and opportunity charging.

Advertiser's Index

Guardrail / Hand Rail

Guardrail

• Original LIFT-OUT design cuts installation costs in half!

• Fully welded sleeves to hold and capture rails.

• Posts available as Inlines, Corners, or Ends in 18”, 26” and 42” heights.

• Rails available in 2’ – 10’ in 1’ increments.

Twin Rail Hand Rail

• Durable steel protection.

• Designed for quick and easy release, but can be bolted together if desired.

• Stronger than typical handrail.

• Top Rail is 42” high and MEETS OSHA FALL PROTECTION if used on a mezzanine.

Rack Protection

• Modular hand rail protects employees from entering unsafe areas.

• Easy installation, simply assemble and anchor down.

• Stocked in 4’, 6’, and 8’ sections.

• 42” tall standard.

• MEETS OSHA REQUIREMENTS

“V” Face Post Protectors

• Available in 12”, 18”, and 24” with 4¼”, 5½”, and 8¼” clear opening.

• ¼” material.

• Four mounting holes.

• Accepts ½” anchors, which are available upon request.

End of Aisle Rack Protection

• Rack protection creates a visible guide through aisles and saves thousands in damage.

• Available in 36”, 42”, and 48” in either single or double ends.

• Curved end has an 8” I.D. and is 8” and 12” tall.

• Choose floor angle thickness of ½”, 3/8”, or ¼”.

Pallet Guide/Stop

• Two products in one! Keeps flue space clear and prevents damage to walls behind rack.

• Available in 42”, 45” (42” with 3” overhang), 48”, and 51” (48” with 3” overhang).

• Easy installation and creates reinforcement for the rack.

• Flush mount hardware included.

Flush hardware 8” & 12”

36”,42”&48”

Our Products at Work

Dock Safety

Fabric Gate

• 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

Dock Stop HD

• Stop fork trucks from driving or backing off the dock. 42” tall.

• Available in 8’ – 9’ and 10’ – 12’ sizes.

• Includes 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.

• As 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

Beam Pallet Stop

Thermostat Guard

Create a real stopping point for pallets! Stops pallets from entering the flue spaces!

•Fits 2.75” deep and 4.75” tall beams.

•Secures waterfall edge wire deck in place.

•Easy installation – slides directly over rack.

•Available in flush mount or with a 3” overhang.

Bollards

• Reduce damage to your controls.

• Protect any control box mounted to a building column – fan switches, thermostats, and light switches.

• Mounts in minutes with 8 pre-drilled mounting holes. Simply Tek screw to your column and you’re done!

• Available to fit 10” or 12” columns.

Building Column Protectors

• Steel bollards protect a variety of facility assets.

• Surface mount to concrete or direct bury.

• Economy 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.

• Direct Bury 5½”, 6½”, and 8½” O.D., 84” tall, yellow.

• Square Bollard 4” square tube. 42” tall with painted steel cap.

• Prevent damage to building support columns or mezzanine columns.

• Impact rating: 8,000 lbs. at 5 M.P.H.

• Available 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.

• White reflective band standard on lime green and orange.

3” Overhang

2” x 2” Spacing

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With TVH, you have access to over 46 million parts for all industrial equipment from forklifts to mobile elevating work platforms to small earth moving equipment, available from our 15 locations.

Contact us today to find the right part for your equipment.