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Survival Brings Sales Success

One thing the last few years have taught material handling Distributors and Manufacturers are survival skills. Now that the economy is beginning to pick up, those survival skills are coming into play as Distributors and Manufacturers continue to work smarter, capitalizing on their partnering relationships.

These are the successful relationships in 2004. While some things never change, others do. See Donald Kuethe’s article that appeared in this magazine in April 1967. At the time, Mr. Kuethe was a marketing executive for Yale Materials Handling Division, Eaton Yale & Towne, and the president of the Material Handling Institute and well-positioned to talk about the link between the Manufacturer, Distributor and Customer. Then read what Distributors and Manufacturers had to say about their relationships in the 1960s, 70s, 80s and 90s. It’s all about Survival.

To view a particular company, click their name below or simply scroll down through the article.
Advanced Equipment Company (1) Malin Integrated Handling Solutions
Advanced Equipment Company (2) Materials Handling Equipment Company (1)
Atlas Lift Truck Rental & Sales Materials Handling Equipment Company (2)
Balint/Ryder Handling Equipment Modern Group
Coastal Equipment Corp. Morrison Company
DACO Corporation Ohio Materials Handling
Dillon Supply Company OKI Systems Limited
Engineered Handling Outsource Equipment Company
Gulf Atlantic Material Handling Prestige Sales Company
Indoff, Inc. Skarnes, Inc.
Jefferds Corporation Southeast Industrial Equipment
Kenco Toyota-Lift Truck Sales & Service
Levee Lift Yale Equipment & Services
M&L Industries Zinter Handling, Inc.

Advanced Equipment Company Goes to the Mattresses

In The Godfather, to “go to the mattresses” was a euphemism for going to war. Luckily, Advanced Equipment Company (Charlotte, NC) Sales Representative Ivar Lonon was able to find a more peaceful way to solve a customer problem.

Summary: An 87-inch wide Hytrol zero-pressure conveyor for all sizes of mattresses was delivered in eight weeks.
Distributor: Advanced Equipment Company
Manufacturer: Hytrol Conveyor Company

Kingsdown, a manufacturer of mattresses in Mebane, North Carolina, needed a new conveying system capable of handling mattresses and box springs of all sizes—from cribs to kings—and weights of up to 200 pounds. More importantly, it needed to be delivered in eight weeks.

Several companies had been contacted, none of whom could deliver the customized product in a timely fashion. Then Lonon received the call. “It truly was one of those situations where I was in the right place at the right time,” he says. He quickly seized the opportunity to contact Barry Sharp of Hytrol Conveyor Company‘s Systems Group. Hytrol said they could deliver the product to the customer’s specifications.

Hytrol zero-pressure conveyor

This Hytrol zero-pressure conveyor is 87 inches wide to handle the flow of large mattresses.

That was what the customer needed to hear. But the sale wasn’t closed yet. Lonon worked with Hytrol to come up with a clear proposal and presentation. The customer was very impressed. “We were told on numerous occasions that we were the most professional of the four contenders for the job,” Lonon says. “We won the contract based on our proposal, our presentation, and the strong communication we had developed between the customer and the factory. But the first opportunity was made available because of Hytrol’s ability for timely delivery.”

Sure enough, Hytrol and Advanced Equipment Company delivered 1,000 feet of zero-pressure conveyor that at 87 inches wide could easily handle the large mattresses. The customer was very pleased with the special pop-up transfers and large accumulation zones. “Hytrol did an outstanding job of pulling rabbits out of hats,” Lonon said.

The $475,000 installation was completed in March.

 Atlas Proves that Slow and Steady Win the Sale

John Rowe, major account manager at Atlas Lift Truck Rentals & Sales (Schiller Park, IL), has had an ongoing relationship with a major manufacturer of domestic products for over 20 years. This long-term relationship was enough of an inroad for the customer to consult Rowe about a new distribution center it planned to build in Carlisle, Pennsylvania. Rowe worked with Jim Cuskey, EnerSys national account manager, to help the customer develop a plan.

Summary: RF-controlled battery charging system takes decision-making out of the operator’s hands.
Distributor: Atlas Lift Truck Rentals & Sales
Manufacturer: EnerSys Inc., Crown Equipment Corporation

EnerSys matched the right battery for each piece of equipment. EnerSys also designed a computer-managed battery changing system, that, says Rowe, “puts the customer into the 21st century.” The computer knows what battery to put in the truck that’s been charged and cooled the longest. It is all managed by an RF-controlled, PC-based system. It takes the decision-making out of the operator’s hands and allows the customer access to technical data at any time through a remote modem.

Rowe and Cuskey worked with the customer from the ground up, through the design phase and installation. “We had some experience with what worked well at previous installations,” Rowe says. “We worked as a partner with EnerSys, and that partnership reassured the customer. It really allowed them to openly talk with both parties.”

After the first distribution center was completed, the customer turned to Rowe and Cuskey for help on the remaining four facilities they were constructing in California, Texas, Georgia and Illinois. The facilities ranged in size from 500,000 square feet to over a million, and each facility needed anywhere from 45 to 100 pieces of equipment. “All told, including powered pallet trucks, reach trucks and sit-down equipment, we sold them over 450 pieces of powered equipment,” Rowe says.

It took multiple years for the entire project to come to fruition, but Atlas and EnerSys stuck together and worked side-by-side to help the customer. The partnership culminated in the completion of the project in March 2004, adding up to a sale, totaling all five locations, of $3.5 million.

Balint/Ryder Has Remedy for Roofing Shingle Manufacturer

Summary: Knowing where the pain is results in sale.
Distributor: Balint/Ryder Handling Equipment
Manufacturer: Linde Lift Truck Corp.

For two years, Jack Balint of Balint/Ryder Handling Equipment (South Bend, IN), had been calling on a major national roofing shingle manufacturer in Michigan City, Indiana. He knew they were having problems with their lift trucks. Transmission failures, constant brake problems and high LP-gas fuel costs made the company’s expenses rise high above the roofing shingles they were trying to build. It was time to find a better truck and Balint knew just what they needed.

Balint did a site survey to key in on the customer’s problem areas, and knew that a Linde lift truck with its hydrostatic drive would eliminate the transmission and brake problems; the complete bottom belly pan, shock-mounted drive-steer axles and top-mounted tilt cylinders would eliminate a myriad of their other costly problems.

A fleet of Linde trucks is ready for delivery to customer

A fleet of Linde trucks is ready for delivery to customer

So how did Balint get an economic-minded company to switch from their inexpensive trucks to the most expensive lift trucks on the market? He first explained the unique Linde added-value. “We then provided a demo to prove that the Linde truck was not more expensive when considering the added value. For the customer, this meant no more transmission or brake problems and dramatic fuel savings.”

The customer wasn’t aware of these features before Balint presented his product and how it fit their needs. The sale of eight Linde trucks, complete with cabs—five H30D-393 models and three H20D-350-03 models—was completed last March. The trucks were delivered in August 2004, quickly followed up with an order for three more.

Coastal Develops Three-Way Partnership for Track and Rack

Summary: Strong business relationships come through for customer.
Distributor: Coastal Equipment Corp.
Manufacturer: UNEX Manufacturing, Pacific Westeel International

Coastal Equipment (Portland, ME) had a strong, long-standing business relationship with a large beverage wholesaler in New England that was in the process of expanding. The carton flow portion of the project needed to be capable of handling a fast-paced, high-volume operation with carton weights often exceeding 40 pounds per foot. Additionally, the project demanded a quick turnaround making a reliable ship date a priority. Coastal President Mark Goldstein worked with the customer on the carton flow portion of the project and recommended Unex’s Span-Track. Goldstein knew that Span-Track’s rugged construction and its fullwidth roller would provide the flow and handling capacities required by the wholesaler’s fast-paced, high-volume facility.

Unex Span-Track is added to pallet rack for carton flow.

Unex Span-Track is added to pallet rack for carton flow.

Pick module in beverage distribution center

Pick module in beverage distribution center ensures that all pieces work together.

Having sold the customer on Span-Track, Goldstein discovered the rack portion of the job was still open, due to steel price increases and lack of availability. Goldstein mentioned this to Tom McMenamin, UNEX Northeast distributor sales manager, and McMenamin suggested Pacific Westeel for the rack.

Once introduced, the parties worked together to come up with a turnkey system that would perform well and fit the customer’s criteria. In order to keep things simple, UNEX arranged for Coastal to place one purchase order with them for the entire system. The job totaled over $200,000 for a pick module of carton flow, and a three-level mezzanine and stairs 17 bays in length.

DACO Opens Window on Communication

Summary: Communication is the key to success with tight deadlines.
Distributor: DACO Corporation
Manufacturer: Starrco Company

DACO Corporation (Kent, WA) knew that six weeks would be a tight deadline to supply and install a two-story modular office, but when a window manufacturer from Tacoma, Washington, called upon them for a quote request they didn’t miss a beat.

DACO’s Vice President of Sales Steve Duffield and Territory Manager Chris Andrus worked with Starrco Company’s Bryan Carey, president, and Daryl Carlson, vice president of manufacturing, to develop a proposal for the customer which included a quote for the modular building and electrical HVAC. DACO added the cost of carpeting, sprinklers and installation, and took a proposal to the customer—within 24 hours. Quick reaction to the customer’s quote request and a careful needs analysis of the customer’s project resulted in a project cost that included everything the customer wanted and nothing more. DACO won the contract, leaving them with just four weeks to get the job done.

24 ft. x 48 ft. two-story modular office system

Starrco helped its distributor develop the proposal for this 24 ft. x 48 ft. two-story modular office system in just 24 hours.

Four weeks might seem tight to the people doing the work, but it can be a lot more worrisome for the customer who is paying for it to get done. “The customer was concerned about the ability of Starrco and DACO to meet the deadline. Starrco’s Carey spoke directly with the customer and assured him that Starrco could meet his timeline and reconfirmed his belief in DACO’s ability to install the product in time,” Duffield says.

Starrco developed the drawings, came up with engineered calculations, manufactured and shipped the product while DACO installed the system, all within the requested time frame. DACO’s Duffield says, “A big part of our success was the constant communication between Chris Andrus, Starrco and the customer.

Communication made this project successful, along with fast response to a need. The $85,000 sale of a 24 ft. x 48 ft. two-story modular office system was completed in May 2004.

Dillon Supply Reports for Duty

Each month, waves of soldiers are issued supplies at a military base in North Carolina, for deployment to Iraq. Bryan Nichols, product manager of storage and handling at Dillon Supply Company (Raleigh, NC), and Paul Phillips, director of sales and marketing at Tri-Boro Shelving, have made that process just a little bit easier.

Summary: Special modifications to shelving and countertops bring efficiency and speed to supply issuance on military base.
Distributor: Dillon Supply Company
Manufacturer: Tri-Boro Shelving & Partition Corp.

“There are a lot of soldiers coming through there and the old method they were using was making it difficult to quickly issue supplies,” explains Nichols. Soldiers were going through a series of scattered tables with no clear organization, making it hard to get everything quickly. To make things run more smoothly and efficiently, Nichols designed an area with wide counters and shelving that was able to hold more supplies and move more people through each station in a straight line.

Issuing counters were made from 48-inch deep, butcher-block maple countertops that were bolted to heavy duty shelving and able to hold a large quantity of bulky material. Behind the counters, Nichols installed rivet rack shelving where more material could be stored and used to replenish the counters as needed. All of this was consolidated into one cube, where they could start at one end and be finished by the other. “Before, tables were scattered around the room, and it was so crowded that they couldn’t get as much product as they needed to last them for as long as they wanted. They typically had run out of product every three hours, whereas now they can have enough to last them through a whole issuing,” he says. Bulk storage was also used to make it easier to remove and replenish shelves with pallet rack.

Tri-Boro shelving and countertops made of maple butcher block

Tri-Boro shelving and countertops made of maple butcher block put things in order and allow for fast access and replenishment.

Nichols credits Tri-Boro’s quick pace on the success of the project. “This project came up as I was looking at other projects, and it was really hot because they wanted to get it done before the next wave of soldiers came through, so I put everything else aside and drew up a floor plan and specs in less than a day. Tri-Boro worked that quickly with us. It was phenomenal that they got everything priced so quickly, especially with so much customized equipment.” Dillon and Tri-Boro completed the installation on a weekend, during a lull in issuing.

The sale of rivet rack shelving and butcher block maple countertops was completed in October 2003 for $60,000.

Engineered Handling Takes Parts Seriously

Summary: New location, new bins, new shelves, more parts.
Distributor: Engineered Handling
Manufacturer: Rousseau Metal

If you’re looking for a part to fix your 1965 Corvette, you’re probably going to call Modern Automotive Parts Depot, a parts wholesaler in Winston-Salem, North Carolina, specializing in the supply of wholesale parts for classic automobiles, as well as new models. Last year, a large food manufacturing company purchased the land that the wholesale operation sat on for its new corporate center, forcing Modern Automotive to move.

Once Engineered Handling (Charlotte, NC) President Jerry Welsh heard that Modern Automotive was moving, he sprung into action. Welsh contacted the company—the two had never worked together—and let them know that Engineered Handling could facilitate the move with no problems. Welsh proposed that Engineered Handling install new bins, move any existing products, fill the bins, and put all the information into the company’s computer. “We sold it from a 100% turnkey standpoint.”

Modular drawers and shelving units contain small parts.

Modular drawers and shelving units contain small parts.

Welsh and Modern’s project manager worked with Luc-Allain Pelletier, product specialist representative at Rousseau Metal, to furnish the modular drawer and shelving units. “We worked together to integrate and coordinate the whole project,” Welsh says, although Engineered Handling did the design work and space planning. In all, Rousseau and Engineered Handling provided 450 bays of wide span shelving, 60 bays of pallet rack, 114 shelving units with eight 6-inch drawers, 243 shelving units with 10 shelves per unit, 30 double-tier lockers, 4 stock chasers, 8 trailers, 4 stock picking carts, dock levelers, 14,100 square feet of rubber matting and 34 row end protectors for the customer’s new 60,000 square foot building.

“That’s a lot of product to deliver without any problems or missing parts,” Welsh notes. And Rousseau managed to get the job done. “They really did everything right.”

The over $400,000 installation was completed in January 2004. “The beautiful part,” says Welsh, “is the customer never stopped doing business. The first part of the move was done on a weekend.” The entire process took four weeks—two to install the bins and two to move the parts and enter them in the WMS programs.

Gulf Atlantic Reassures with Numbers, Not Words

Summary: Knowledge = Sale. Asking the right questions and knowing the product meets RMI standard result in meeting the needs of customer.
Distributor: Gulf Atlantic Material Handling
Manufacturer: Paltier, AWP Industries

It should hold.” When there are 6,000 lbs. of heavy ceramic tile sitting 18 feet above you, “it should hold” is not the phrase you want to hear in your warehouse. When Modern Tile & Carpet built a new facility in Fort Myers, Florida, they were lucky to have Mark Dragich, president of Gulf Atlantic Material Handling (Fort Myers, FL), stop by. Dragich had sold small items to the retailer over the past eight years, but when he learned of their plans to build a new facility he showed up on site to offer his services, from designing the layout of the warehouse to supplying it with racking. He ended up doing both.

Gulf Atlantic was competing for the job against a local supplier of used rack. Dragich met with Modern’s owner and warehouse supervisor and began by asking questions about load capacities, forklift height and product weight. With this information, he contacted Andrew Jordan, national sales & marketing manager for Paltier. They put a proposal together based on Paltier’s new ViperLock universal teardrop rack, emphasizing that ViperLock had been awarded the Rack Manufacturers Institute prestigious R mark symbol. This was vital in reassuring the customer that the beams would handle 6,400 pounds per pair, something the competition neglected. Though Gulf Atlantic’s proposal to do the project came at double the cost of the competition’s, Dragich got the job because he was able to show the customer that their needs would be met.

Paltier ViperLock pallet rack

Step beams on this Paltier ViperLock pallet rack will hold up to 6,400 pounds per pair of ceramic tile.

What ended up closing the deal was the reassurance Dragich gave to Modern Tile & Carpet. Dragich explains, “The customer was concerned about the price being twice as much, so I asked him: Did my competition give you the same capacity? Did he write down that his step beams are going to hold 6,400 pounds per pair?” He learned from the customer that his competition had bypassed the technical specifications of the product and told him simply that, “It should hold.” After meeting the team from Gulf Atlantic and Paltier, the customer was not willing to take a chance.

Gulf Atlantic sold $42,214 worth of standard Paltier ViperLock pallet rack, custom 12-foot deep ViperLock carpet and pad racks, AWP Industries corrugated and wire decking. The sale was completed in January 2004.

Speed and Customization Are No Problem for Indoff

Summary: Detailed job analysis, scale models, and integrated machine/software provide answers to tough questions.
Distributor: Indoff, Inc.
Manufacturer: Production Basics

When a large contract electronics manufacturer in Memphis, Tennessee, needed to get a fully integrated, high throughput assembly line from concept to completion in a snappy three-month timeframe, they knew just whom to call. Indoff, Inc. (St. Louis, MO) specializes in custom, detailed designs for electronics manufacturing. Asked to present a proposal, Indoff’s Bob Goodwin and Staci Deaton left no stone unturned. Applying material handling systems integration experience and an intimate knowledge of the end-user’s industry and applications to achieve an overall system solution, they looked at each individual task along the assembly line and the time required to complete each task. Says Goodwin, “One of Indoff’s specialties is that we understand human motion and the time involved in doing a specific task. After observing every aspect of the process, we create a work environment that allows those tasks to be completed efficiently.”

Observing that a variety of products would be manufactured on a single assembly line, Indoff contacted Adam Wisnia, president of Production Basics, a company Goodwin says is very efficient at understanding and creating exactly what their customers need, especially on short notice.

This knowledge does not come easily, though. Both Indoff and Production Basics spend a lot of time meeting with the end-users, uncovering their requirements. Says Goodwin, “We involve as many of the principals as we can, including the client and the client’s client because typically contract electronics manufacturers are building product for someone else. We want to make sure that our client can please their client.” And then they did tests to determine how many workstations would be needed to accommodate the throughput. Production Basics’ team of mechanical design experts used SolidWorks 3D modeling software to create scale models of workstations and equipment. This software is integrated with the company’s CNC turret punch, providing fast and accurate parts fabrication.

Good thing. Indoff was awarded the contract in September 2003 and the installation began a few weeks later. When completed in November, the electronics manufacturer had standard and custom ergonomic workstations, six flow-rack and 48 flow-through workstations, custom transfer carts, custom transfer workstations, and standing frames with task-specific accessories to aid manufacturing activities such as supply storage, tool handling, inspection and packaging. Ergonomics was an important consideration, and much of this equipment was designed to integrate with overhead lift assist and Luna MDR-ZPA assembly conveyor.

The Indoff team’s ability to get the answers to the tough questions and their skill at selling a solution, not a product, coupled with the ability of Production Basics to customize product for a specific need, resulted in a $1.1 million sale for three different locations.

Jefferds Proves that Bigger Isn’t Always Better

Summary: Smaller trailers ease congestion.
Distributor: Jefferds Corporation
Manufacturer: Hamilton Caster & Mfg. Co.

Since 1996, Jefferds Corporation (St. Albans, WV) has been a supplier to a large automotive engine manufacturing plant located in the state. Jefferds supplies forklifts and, working with Hamilton Caster, steer trailers, among other things. Inside Sales Coordinator Frank Ball points out that “quality is a serious issue for this manufacturer, from the products we provide to the people we put in their plant.”

Randy Harrison is one of those people. Hired by Jefferds to be its field supervisor at the plant, Harrison is able to identify customer needs on a first-hand basis. Harrison knows that the company takes down time very seriously. Its accountants calculate the cost of shutting off the assembly line at $3,500 a minute. With that kind of pressure, Harrison does not want his equipment slowing down.

Hamilton Caster caster-steer trailer

Hamilton Caster caster-steer trailers have a quick release hitch, enabling the tugger to be backed up directly onto them.

He saw that increasing congestion and two-way traffic in the plant were making it very difficult to move parts to the assembly line; workers were moving them individually. The 50 in. x 60 in. trailers used throughout the plant—originally supplied by Jefferds—were no longer effective in meeting this customer’s requirements for efficiency and quality.

Harrison and Ball contacted Bob Latimer, truck team leader for Hamilton Caster, to come up with a solution. Hamilton designed a 30 in. x 60 in. trailer with a smaller skid to move bulk parts right up to the assembly line, and Latimer made recommendations on the appropriate caster and wheel to be used. The trailers have lift-tables on them with a 360-degree rotating turntable, an ergonomic feature that allows the plant worker to adjust deck height for unloading parts.

The customer initially ordered 36 caster-steer 30 x 60 trailers at a cost of $50,000, then placed an order for more. The plant continues to use the bigger trailers to move material in the less congested areas. “The 50 x 60 trailers have a quick-release hitch, enabling the tugger to be backed up directly onto them without the operator getting off, saving time,” Harrison explains. When time is money, this convenience brought about by Jefferds and Hamilton Caster, is not going unnoticed.

Kenco Three-Ups the Competition

Summary: Three-way partnership improves productivity, height and speed.
Distributor: Kenco Toyota-Lift
Manufacturer: Lift-Tek Elecar, Toyota Material Handling U.S.A., Inc.

When Toyota Industrial Equipment (TIE) came out with its 7 Series/AC electrics in 2000, Richard Matheny, general manager of the Dalton, Georgia, branch of Kenco Toyota-Lift (Chattanooga, TN), knew his customers would have a lot of interest. That market, though, had some specific requirements. Matheny contacted Lift-Tek Elecar’s Russ Johnson, who helped him present the opportunity to TIE. Says Matheny, “With the A/C electric, SAS system and the Lift-Tek 5-Stage Mast, we knew we would have a winning combination to show the carpet industry.” After a few conference calls and some extreme testing, this unique forklift was approved. Lift-Tek Elecar engineered a bolt and mount design and made sure that the five-stage mast would mount correctly to the lift truck. The first unit was then delivered to Kenco Toyota-Lift.

Lift-Tek's 5-Stage Mast specially for Toyota 8,000 lb. AC truck

Lift-Tek's 5-Stage Mast specially engineered for the Toyota 8,000 lb. AC truck results in more productivity.

Matheny had just the customer in mind to give the new Toyota its first look. A large manufacturing company needed more productivity. Its two major competitors had trucks with lift heights of 331 inches, and the manufacturer had to at least equal, better yet beat, both of them. Matheny had a better idea: With Toyota’s 8,000 pound AC truck, he could help the company gain more productivity, higher lift heights and faster lift speeds, beating the competition on three levels.

Toyota programmed the trucks to stay within three batteries per 24-hour period. It didn’t take long for the manufacturer to realize that the partnership among Kenco Toyota-Lift, Lift-Tek Elecar and Toyota Material Handling would enable them to one-up the competition. The initial sale has led to more than 50 Toyota lift trucks with the Lift-Tek Elecar 5-stage mast attached.

Levee Lift Attaches Itself To Customer Problem

Summary: Detachable carriage attachments eliminate customer inefficiencies.
Distributor: Levee Lift
Manufacturer: Taylor Machine Works

A large manufacturer in Southwest Indiana has been buying trucks from Levee Lift (Evansville, IN) Operations Manager Dutch Breuklander for many years. In the process of a routine sales call, one of the company’s managers complained to Breuklander that he had six different pieces of equipment to do six different jobs. Two operators were needed to run all the equipment, and they were bowing under the time demand required to switch vehicles for each application. The operators ended up misusing their trucks trying to do things they shouldn’t do. Also, the attachments they were using weren’t heavy enough and were repeatedly failing.

Breuklander offered to do an application study with Taylor Machine Works’ regional sales rep, David Gully, and the two of them spent nearly two months studying the many applications of the machines including rotating hoppers, dumping scrap material, picking up heavy pieces of raw material and moving it, and scraping floors. Breuklander and Gully studied loads, capacities, time and movement.

When finished studying the applications, Breuklander had a solution: one truck that could do it all, and submitted a request to Taylor’s engineering department.

Before any design work was even done, the customer committed to a two-unit order, based on past experience with Levee Lift and the reputation of Taylor Machine Works. Taylor was able to develop a prototype, but it wasn’t without challenges. For instance, the standard truck used in the original design left the operator’s view obstructed, so the cab needed to be elevated up to eight feet. After almost a year of working through these issues, the first prototype was rolled out. It was a 33,000-pound capacity truck with standard lift and tilt functions, but the main attraction was the detachable carriage. With just the flick of a lever, a hydraulic system unlocks the carriage, allowing the operator to pull away from that attachment and grab another attachment. When a green light on the operator’s panel indicates that it’s in place, the hydraulic locking pins reset and the truck is ready for use, without the operator ever leaving the driver’s seat.

The original attachments included a rotator, fork positioner, bucket and an overhead grab attachment, with more in the works. The customer purchased two of the units, then added another soon after. In all, the process took almost two years to complete. It marked the first time that such a system has been produced in the United States, and Breuklander is quite proud of the hard work. “It was a long, drawn-out process, but it’s really been worth it,” he says. “Recognizing and meeting the needs of a customer are always worth it.”

This Trip Proves Well Worth It for M&L Industries

Summary: Going to the source a thousand miles away results in awareness and reassurance.
Distributor: M&L Industries
Manufacturer: Nissan Forklift Corporation NA

A national trucking company headquartered in Metairie, Louisiana, had been a customer of M&L Industries (Houma, LA) for several years before switching to another major brand of lift trucks. Price considerations drove the customer away and during the course of the last three years, the trucking company purchased over 370 units from M&L’s competitor. Not one to give up, Henry Hannan, M&L’s general manager, issued an invitation to the trucking company to visit the manufacturing facility of Nissan Forklift Corporation in Marengo, Illinois. 

Nissan's Platinum Series 5,000-pound cushion LP truck
Nissan’s Platinum Series 5,000-pound cushion LP truck goes up against the competition and scores.

Hannan arranged a tour of the Nissan plant and a meeting with Nissan Vice President Chuck Leone, Nick Tortorich, director of national sales, and James Clark, director of service warranty. The trucking company staff saw how engines were assembled and the processes in place to deliver parts quickly throughout the country. They watched as Nissan employees demo’d Nissan’s new Platinum Series 5,000-pound cushion LP trucks, putting them up against the competition, and outperforming in all categories. The visitors were impressed with the safety features, low emissions, fuel economy and powder coated paint of the Nissan units. Hannan and the Nissan team emphasized the quality that goes into manufacturing their products, and the visitors saw it up close and personal.

Going behind the scenes at the manufacturing facility convinced the customer that the higher price of the Nissan trucks was well worth it. They saw the work that went into their design and build, and they experienced first hand the support of both Nissan and M&L Industries. When it was time to return home, M&L took away a $1.6+ million sale of 100 Platinum Series 5,000-pound cushion LP trucks. The sale was completed in April 2004.

Malin IHS Increases Productivity and Comfort Level with New Technology

Summary: Reasurrance, knowledge and quality equipment move customer from low to high tech.
Distributor: Malin Integrated Handling Solutions and Design
Manufacturer: Diamond Phoenix

Oilfield-Electric-Marine (OEM) came to Malin Integrated Handling Solutions and Design (Addison, TX) looking for a better way to store the parts they manufactured and distributed for oil rigs. OEM had been storing parts using conventional pallet rack, but was experiencing loss of too much time going all over the warehouse to find product. A regular customer of Malin, they called on Branch Manager James Wilcox and System Sales Associate Larry Green for a solution.

Diamond Phoenix lift module

The 40-foot vertical tower on this Diamond Phoenix lift module stores all the parts in one spot.

Their answer was the Vertical Lift Module from Diamond Phoenix, a new product that stores and retrieves parts in a vertical tower up to 40 feet high. Since the module was a new technology for OEM, Wilcox and Green, along with Diamond Phoenix Regional Sales Manager Greg Brown and Vertical Product Manager Paul Roy, wanted to instill trust in their customer by showing them how everything would work in great detail and by reassuring them that they would back the system up in case of any problems. As part of their service, Malin agreed to be on site within two to four hours if the system did fail, and that they’d be back up and running within the same day.

Malin and Diamond Phoenix also showed OEM how prior installations of specially engineered material handling equipment had been successful with other companies, including a sister division of OEM.

The efficiency offered by Diamond Phoenix’s product, coupled with Malin’s expertise and support, convinced OEM to go high-tech. Says Green of his customer, “They love it, they absolutely love it, and they’ve already budgeted for another machine.”

MHECO Racks Up Sales with Auto Dealerships

Summary: Expertise in auto parts storage lands the deal.
Distributor: Materials Handling Equipment Company
Manufacturer: Borroughs Corporation, Shure

Dick Rankin, sales representative at Materials Handling Equipment Company (Denver, CO), has been working with local Denver-area auto dealerships for over 20 years. Known as the Denver auto dealer “go to guy” for storage and material handling needs, Rankin knows the people, the special terminology, the trends, the products and the methods. He focuses on the customer and pays attention when they say they want to do something different. That longstanding relationship and expertise paid off handsomely for Rankin and MHECO when Stevinson Toyota contacted Rankin to help set up a new dealership in Golden, Colorado.

Borroughs high-density drawer units organize parts department.

Borroughs high-density drawer units organize parts department.

Computerized diagnostic equipment

Computerized diagnostic equipment is the centerpiece of the service technician work stations.

Rankin was called in early in the design phase, offering suggestions, layouts and customized equipment for the brand new dealership’s parts and service areas. Once the customer’s needs were identified, Rankin worked with suppliers at Borroughs Corporation and Shure to guarantee the timely delivery of these products. His work paid off in the sale of $140,000 worth of equipment, including 30 Borroughs high-density drawer units, parts bins and tire racks for the Parts Department, along with 31 Shure service technician work stations for computerized diagnostic equipment, and wall hung and overhead cabinets for the Detail Area.

Rankin secured the order last November, and installation was completed in early summer 2004.

Modern Turns Scrap into Success

Summary: Using recycled tires on rental equipment allows the distributor to offer more cost-effective solutions to customers.
Distributor: Modern Group
Manufacturer: Renu Industrial Tire

We’ve all heard the adage that one person’s junk is another person’s treasure, but at Modern Group (Bristol, PA), the phrase also serves as a way to do business. The junk: scrap tires. The treasure? A low cost alternative for a good quality and well-maintained piece of equipment for Modern Group’s customers. The tires go from trash to cash through Renu Industrial Tire, a company that rebuilds scrap tires to their original specifications, delivering an equal performance to the original tire. Renu’s President Bryan Nowotarski guarantees at least a 20 percent cost per hour reduction price from the cost of new tires. According to his calculations, this means paying $80 per recycled tire versus $100 for a new tire. These savings also apply to the distributor’s customers.

“The pricing helped us to lower our overall costs and go to the market a little bit better,” says Dan Luongo, Modern’s vice president of systems. “In the case of used equipment, it gave us good quality and good life, and a more attractive price.”

Nowotarski instills trust in distributors by lending them a free test set of refurbished tires to use in their toughest operations. The trial usage reassures distributors that a lower price doesn’t mean a lesser product, which in turn allows the distributor to reassure their customers that their rental equipment is top-quality. “Renu provided the demonstrator tires free of charge and let us come to our own conclusion about them. We liked what we saw,” says Luongo.

Nowotarski worked with Modern to put used tires on about 15 of its rental units, approximately 60 tires. The savings of nearly $1,000 prove that recycling tires not only saves the environment, but it saves money too.

When Rain Comes, Morrison Keeps the Flow Moving

Summary: Coordinating a team effort enables multiple contractors to meet an unexpected tight deadline together.
Distributor: Morrison Company
Manufacturer: Interlake Material Handling

A uniform and footwear manufacturer for the healthcare industry based in Los Angeles, California, was experiencing large growth and needed to expand its distribution capabilities. Last spring, the company started to consolidate its multiple locations into one large facility to be built in Dallas, Texas. Long-time supplier Morrison Company (Willoughby, OH) was one of many contractors working on the new facility. The Morrison team was scheduled to be the first in with three configurations of Interlake Material Handling single deep selective pallet rack, decked rack and a pick module. Following Morrison were conveyor installations, then sprinkling and lighting. On-going heavy rain, however, delayed construction for an entire month, leaving the floor and roof of the facility unfinished.

The general contractor asked Jim Green, president of Morrison Company, to compress his portion of the project to leave extra time for the subcontractors to complete their work, and to keep everyone following the rack installation on tract. Says Green, “Morrison Company prides itself on demonstrating value to clients with our team approach.” This was one of those times that the team went into high gear.

Interlake rack, including this single deep selective pallet rack

Three configurations of Interlake rack, including this single deep selective pallet rack, were installed in this consolidated distribution center.

The client marveled at how Green pulled his resources and immediately took action to meet the tight deadlines. Morrison increased its crew size and the engineering team ramped it up. Interlake’s Distributor Service Manager Susan Paulding, Manufacturing Scheduler Bob Galante and District Manager Mike Alcorn combined shipments, rearranged schedules, and made sure inventory was available to get the rack to the site faster.

Morrison’s Senior Project Manager Steve Horton coordinated the installation with the many subcontractors at the jobsite. He integrated the work schedules for fire protection, roofing, dock door, electrical, WMS, plumbing and conveyor installation in order to meet the client’s deadline.

The more than $1M sale was completed in February 2004—right on schedule.

Ohio Materials Handling Makes a Clean Sweep

Summary: Keeping potential customers informed about services and products can lead to a future sale.
Distributor: Ohio Materials Handling
Manufacturer: American-Lincoln

Every time a Wal-Mart store is built in the U.S., Cleveland Construction is there to put the finishing filler on the concrete floor. Now, every time a Wal-Mart store is built in the U.S., an American-Lincoln sweeper/ scrubber is also there, provided by Ohio Materials Handling.

Cleveland Construction was using two separate machines for sweeping and scrubbing concrete floors until they came across a newsletter from Ohio Materials Handling (Bedford, OH) that contained product information about an American-Lincoln 7760 capable of doing both jobs. They contacted Jim Orenga, OMH president, and Jim Galley, sales manager.

American-Lincoln 7760

A distributor newsletter alerted customer to the versatility of the American-Lincoln 7760.

Orenga and Galley called American-Lincoln’s Regional Sales Manager Chris Williams, and together they conducted an application survey. They brought in a demo to show how the machine could better meet Cleveland Construction’s needs, saving them time and money. Galley explains, “They liked the fact that they could sweep and then scrub with the same machine, instead of buying a sweeper and a scrubber. We pointed out that with only one engine, the 7760 is easier to maintain than two separate machines, and it only requires one operator, so they can save money.”

The customer liked not only the 7760, but the ability of Jim Orenga and his team to point out cost savings. They purchased three American-Lincoln 7760 units for $120,000 in August 2004.

Battery Sale Keeps OKI Customer Going and Going

Summary: Added value in the form of regular watering seals the deal for battery sale.
Distributor: Oki Systems Limited
Manufacturer: EnerSys

Due to greatly increased production levels, an information technology-related manufacturer located just west of Indianapolis was experiencing great difficulty with run time using sealed batteries in its Crown forklift fleet, with some lifts running in excess of 400 hours per month.

A team from OKI Systems (Indianapolis, IN), comprised of Ryan Roudebush, product support specialist, Scott Burton, new equipment sales, Rob Reynolds, lead field technician, Larry Manges, lead battery technician, Gordon Ledgerwood, battery service manager, and Scott Barrett, corporate battery manager, worked together to study the customer’s application. Using battery discharge recorders, the team determined how many batteries were actually needed and how long they needed to be run. They brought in EnerSys District Sales Manager Robert Barnhorst to address the increased production needs of the company and to demonstrate to the customer the efficiency of the Exide Deserthog battery.

Exide Deserthog batteries from EnerSys

Customers don't worry about watering these Exide Deserthog batteries from EnerSys.

While EnerSys increased battery runtime, OKI decreased battery watering time. OKI scheduled regular watering every two months to ensure that the batteries were properly cared for by a trained technician, keeping the customer’s personnel from having to worry about overfilling, not filling enough or splashing electrolyte. The customer did not expect this service to come with the product, and was very surprised—and eager to do business with OKI and EnerSys, and purchased 46 Exide Deserthog Batteries for approximately $100,000 in April 2004.

Benjamin Moore Gets More! More! More! from Outsource

Summary: Rack installation handles elevation slope of 16 inches.
Distributor: Outsource Equipment Company
Manufacturer: Mecalux USA

Mark Smith, president of Outsource Equipment Company (Orlando, FL), had a lot of experience with Benjamin Moore paints. Two years ago, he read about a new distribution center the company was building in Orlando and won the bid for a $200,000 racking project. The company was so satisfied that Outsource did three more installations in Florida, Texas and California, then contracted to do a fourth in Boston. After doing three nearly identical installations for the company, Smith discovered that not all distribution centers were created equal.

 Mecalux racks

Product will sit evenly on these Mecalux racks, despite 16 inches of elevation difference from one end of this 80,000 sq. ft. warehouse to the other.

The 80,000 square foot Boston distribution center had a sloped floor, with 16 inches of elevation difference from one end of the warehouse to the other. Smith worked with Alex Fuentes, vice president of sales for Mecalux USA, and Al Hasani, owner of Structural Concepts Engineering, to calculate how to build on such a slope. Each upright would require 1/3-inch elevation difference; every sixth upright frame would have the load beams mounted two inches lower on the upright frames. This process continued along the length of the warehouse floor, compensating for the sloped floor condition that existed at the facility. By alternately locating shims under the upright frames and strategically placing beams on the uprights, they were able to successfully complete the project in April 2004.

Space by Prestige Sales Sticks

Summary: Surprise storage problem calls for pushback carts to make more space in crowded warehouse.
Distributor: Prestige Sales Company
Manufacturer: Advance Storage Products

Chapco Adhesives, a manufacturer of carpet adhesives, glue and tape in Dalton, Georgia, had been managing fine in its three-year-old warehouse equipped with selective racking until the plant manager received a call from the home office in Chicago. New manufacturing equipment was being sent to the Dalton facility and would be set up in the space being occupied by more than 400 floor-stacked containers. Unable to create the necessary room for the new equipment, Chapco’s plant manager called on Mike Mahoney, outside sales representative for Prestige Sales Company (Chattanooga, TN) for help.

Advance Storage Products' two-deep pushback

Advance Storage Products' two-deep pushback frames installed onto the existing 42-inch deep rack provide storage for 400 containers previously stored on the floor.

Mahoney was familiar with the layout of the warehouse and went over several possible solutions before deciding to install two-deep pushback frames and carts into the existing 42-inch deep rack. The pushback frames densified the area and eliminated a 15-foot aisle, providing enough storage for the new equipment and the existing 400 floor-stacked containers in the warehouse. The addition of Advance Storage Products’ retrofit carts required some field modification and shifting of the existing selective rack over one bay in the warehouse. This new system provided Chapco the 6,000 square feet required for floor stacking and enabled them to continue using their existing 5,000 lb. forklifts. Although the heaviest pallet being stored in the pushback rack is 2,500 pounds, the lifts are used to receive raw material with weights of 4,000 pounds.

Creating more space wasn’t the only challenge for Prestige Sales. The project had to be completed during standard business hours without any major disruption to the regular employees who worked in the warehouse, where shipping and receiving continued on its routine schedule. “We had to coordinate the loading and unloading of the new equipment in a way that we could stay ahead of the forklift operators and warehouse manager and not get in their way,” explains Mahoney. It required 16 days for a four-man crew to make appropriate modifications, reinstall and finish the product under these circumstances.

The installation was completed in July 2004, with the sale of two Retrofit Push Back Carts and Lanes totaling $80,000.

Persistence Pays Off for Skarnes

Summary: Customized heavy gauge order-picking carts double picking numbers.
Distributor: Skarnes, Inc.
Manufacturer: Gillis Associated Industries

Sometimes, the success of a project can be measured by the diligence it takes to complete. A recent sale by Skarnes, Inc. (Minneapolis, MN) and its president, Paul Wanous, is one of those projects.

Tennant Company, a long-time Skarnes customer, receives parts from a third-party logistics provider, who was having some efficiency problems with their order-picking. The company wanted additional capacity on their order picking carts so that the pickers could stay out in the racks longer before bringing the orders out to shipping.

Tennant contacted Skarnes for help solving the problem. After performing a careful analysis of the customer’s specific needs, Wanous sought help from Brad Burnside, regional manager for Gillis Associated Industries. They were able to detail the design features required and also provide guidance related to safe usage of the product. The end-user felt comfortable with the review, and the combination of engineering and design, price and lead times enabled Skarnes and Gillis to secure the order.

A prototype of the cart was sent to the customer, who made more changes. Gillis made these changes, the customer asked for more. Gillis made these, customer wanted additional ones. As more people got involved, more changes had to be made. This give-and-take process resulted in the perfectly fabricated, welded heavy gauge steel cart for the customer’s use. Skarnes delivered 32 of them in July 2004 to complete a $36,000 sale that allowed the customer to stack totes and bins in a more organized fashion for their wave picking.

Southeast Takes a Closer Look

Summary: Stay in tune with customer needs for continued sales success.
Distributor: Southeast Industrial Equipment
Manufacturer: Toyota Industrial Equipment USA, Inc.

Business was expanding for a long-time Toyota forklift user in Raleigh, North Carolina, and customer of Southeast Industrial Equipment (Charlotte, NC). Southeast’s Territory Manager Mike Wagner could no longer cover his geographical territory and give the customer the attention they needed, so his job was changed to manage this customer exclusively.

With no other accounts to worry about, Wagner has been able to visit numerous locations across the United States to evaluate the customer’s needs and consult with the regional and local managers to decide what equipment best suits their specific applications, instead of just selling them the “same old stuff.”

After a plant tour at Toyota’s manufacturing facility in Columbus, Indiana, hosted by John Stember of Toyota Material Handling, USA, Inc., the customer selected Southeast Industrial Equipment and Toyota as its primary supplier of diesel powered, pneumatic tire forklifts, ranging in capacity from 8,000 to 15,500 pounds. With help from Blake Cook, Southeast’s Wilson, North Carolina branch manager, Wagner has been able to maximize the customer’s forklift fleet. By replacing older units with new, downtime and maintenance costs have been reduced, while uptime and productivity have been increased.

Truck Sales & Service Offers Better Option — Leasing

Summary: Breadth of product line and leasing option results in deal worth over $1M.
Distributor: Truck Sales & Service
Manufacturer: MCFA

At Sabin Robbins Paper Company facility in Mansfield, Ohio, up to 25 truckloads of paper products are loaded and unloaded each day. That’s over 800,000 pounds of product. After realizing the amount of valuable time the maintenance staff was spending repairing forklift trucks, it was clear to management that a better solution was needed. Ready to explore the cost/value benefits of leasing new material handling equipment, the company contacted Truck Sales & Service (Midvale, OH) to explore options.

Sabin Robbins required a diverse range of cushion-tired vehicles, including those able to make tight turns while carrying sizeable loads, 12,000-pound capacity sit-down riders, walkie/riders and reach trucks. Breadth of product line was a significant consideration. So was dealer service and support, since the customer wanted to replace trucks at its several locations across the United States.

Truck Sales & Service’s Ron Didion, director of material handling, put together an extensive leasing program and offered a one-stop shop by providing various Mitsubishi models and accessories, with the option to buy any equipment. He also instituted a Dealer National Account. Above all, Truck Sales & Service provided the prompt customer service and competitive prices its customer was looking for.

Truck Sales & Service has since helped its customer replace 90 percent of its fleet with Mitsubishi forklifts in an ongoing sale worth over $1 million. This strategy has helped reduce operating expenses for Sabin Robbins, and the company has reinstated its third shift and is ready to develop another 93,000 square foot warehouse alongside the current Mansfield facility.

Yale Taps into Customer Needs with New Software

Summary: Distributor upgrades efficiency with computer software.
Distributor: Yale Equipment & Services
Manufacturer: WennSoft

Yale Equipment & Services (Menomonee Falls, WI) takes pride in its customer service. CEO Clifford Anglewicz has worked diligently to merge technological advancements with good old fashioned customer care. Always on the lookout for strategic solutions to make his employees more efficient, to raise the bar for customer expectations and satisfaction and add to the bottom line, Anglewicz and his team worked with WennSoft’s Jim Wenninger, president, Mike Neuser, global sales manager, and Kerry Draper, manager of solution consulting, to design an integrated system to make those things happen.

In addition to improving back-office processes and mobile computing for field technicians, customers now have access to information via a Web portal that enables them to look up service histories on their units, access invoices, receive bills electronically, set up a service call and more. Anglewicz notes that today’s customers want more information, and he went about giving it to them.

Yale Equipment & Services purchased the WennSoft system, complete with installation, training and ongoing support, for more than $50,000, in June 2004.

It’s Not Heavy. It’s My Zinter!

Summary: Old partnerships lead to new customers.
Distributor: Zinter Handling, Inc.
Manufacturer: Yale Materials Handling, Power Electronics

A tissue mill in Tennessee was requesting quotes for a new installation of an automated material handling system to transport 90-inch diameter parent rolls of tissue, each weighing nearly 10,000 pounds, through the plant to a converting machine. A local engineering firm contacted Scott Zinter, president of Zinter Handling (Saratoga Springs, NY), to bid the job. Zinter and the engineers had worked together in many different parts of the country over the last several years and both were confident they could provide a solution to the new customer.

Five-ton capacity power rotating trolley hoist

Five-ton capacity power rotating trolley hoist

Upon reviewing the site, Zinter realized that the plant was an old facility, never designed to handle the heavy loads required by the mill, so the first order of business was to supply a steel structure to support the entire handling system. Zinter Handling then custom-designed a complete handling system, which included a five-ton rated capacity power rotating crane, all necessary structural support steel, PLC controls and special four-wheel steer trailers. Once the parent roll of tissue is delivered to the converting machine, the PLC-controlled crane unloads the trailers, power rotates the parent roll, and delivers it to the appropriate station. Empty spools are later returned to the trailer. Zinter’s design incorporated a Yale winch and Power Electronics’ variable frequency drives. The six-figure sale of the one-of-a-kind system was completed in August 2004.

Life in the Fast Lane for Advanced Equipment Company

Summary: In-house inventory and fast supplier turnaround get the job done.
Distributor: Advanced Equipment Company
Manufacturer: Lyon Workspace Products

Last year was a critical off-season for Robert Yates Racing (RYR). To say it was a busy season is an understatement. The Robert Yates Engine Shop was being completed and Dale Jarrett’s NASCAR team was being moved from its Charlotte, North Carolina, location to a new facility in Mooresville. On top of that, the Daytona Race and a long season lay ahead.

As in the past, the purchaser for RYR called on Advanced Equipment Company (Charlotte, NC) to handle the storage needs. “Two things need to be done when RYR calls us to handle a project,” says Bart Lassiter, sales representative for Advanced Equipment. “It needs to be done fast and it needs to be done right.” These guys take laps at 200 miles per hour, change 4 tires and fill the gas tank in 14 to 20 seconds. They know fast. That’s just the way these NASCAR teams live. They have over 40 races in 42 weeks, and when the season was over, RYR needed to be moved into its new locations. RYR knew they could count on Advanced Equipment based on a relationship of working together for over 20 years.

Robert Yates Engine Shop rests on Lyon Workspace Products shelving

Behind every great race team is an even greater shelving system. The Robert Yates Engine Shop rests comfortably on shelving from Lyon Workspace Products.

The morning after the phone call, Lassiter met with staff from RYR to discuss several rooms in the engine facility and the Dale Jarrett facility. With no time to waste, Advanced Equipment designed a layout that afternoon and evening consisting of 137 shelving sections, 39 bulk storage sections and 10 pallet rack sections, plus other odds and ends. The following day, the Advanced Equipment delivery truck arrived at RYR and nearly fulfilled a $40,000 job out of its own inventory of Lyon Workspace Products.

What equipment Advanced Equipment didn’t have, Lyon Workspace Products had in stock. With the help of Bob Blattner, Lyon’s district manager, the remaining equipment was filled and Advanced Equipment’s inventory was restored. “For years, Advanced Equipment Company has only aligned ourselves with top quality companies like Lyon,” says Daryle Ogburn, Advanced Equipment president. “So when there is a need to have an expectation met for our customers, we rely on our 43-year relationship with Lyon.”

The equipment was installed and the checkered flag is waving for the Advanced Equipment Company/Lyon Workspace Products team.


MHECO Wins with Multi-Task Offering

Summary: Distributor works with customer to find one product for several needs.
Distributor: Materials Handling Equipment Company
Manufacturer: Landoll Corporation

A large, nationally recognized sporting goods chain needed to hit a home run. New distribution centers were being built in California and New Jersey, requiring maximum storage density because of the high cost per square foot in the urban areas where the centers would be located. The director of distribution facilities planning and engineering had done his homework. He wanted forklifts that could operate in very narrow aisles, have capacity to 1,800 pounds at a 25-foot rack beam level, perform a drive-in rack application with narrow 47-inch wide openings between the rack columns, and be able to freely travel the facility. And he wanted all these capabilities with one forklift.

While he did his homework, he wasn’t able to come up with a solution. He contacted Materials Handling Equipment Company (Denver, CO) on the basis of their well-earned reputation. MHECO’s Senior Sales Consultant Ralph Fryday and Vice President of Sales Don Bray went into action to convince the customer that they had what it takes to be on their team and meet their objectives. After analyzing the application, they brought in Terry Gay, western regional manager of Landoll Corporation, who suggested the Bendi B30/42E as the one forklift to fit all the specs.

To instill confidence in the performance of the Bendi, MHECO showed the customer CD-ROMs of the units in action. The Bendi B30, which MHECO and Landoll modified with special engineering to allow the driver’s overhead guard to fit the very tight clearance in the drive-in rack, met all the requirements of the client with a few added bonuses. The unit could function without wire guidance and drove with front end steering, making it easier for employees to learn how to use.

The sale of a Bendi B30/42E – 180D with 312 feet lift height, quad mast and specially modified overhead guards, was completed in June 2004 for approximately $200,000. After delivery in July, Fryday and Landoll’s Gay spent only two hours training a group of 12 drivers to pull and place pallets in a six-foot, six-inch aisle, with every driver successfully completing the training. They became very proficient within two weeks of using the equipment.

Material Handling Equipment Distributors Association

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