ProMat Exhibitors Forecast 2007

New products and technologies promise cost efficiencies for distributors and customers in year ahead.

The buzzwords at McCormick Place South in Chicago, Illinois, during ProMat 2007 are “increased efficiencies.” There is no question that as MHEDA Distributor Members and their customers focus on a greater return on their investment, the push for increased dialogue between exhibitor and visitor will be intense.

The ProMat 2007 visitor should be prepared for new products and new technologies that are promising greater cost efficiencies and a more efficient use of man-hours by end-users. Many of the exhibitors interviewed below are looking forward to spending quality time with their established network of distributors; others are hoping to expand the number of distributors marketing their product. Several others, newcomers to the industry, are looking to meet distributors for the first time. Whether the company is adding new space to existing facilities or is incorporating a new line of products, there will be plenty of opportunities for face-to-face dialogue at ProMat 2007, January 8-11, 2007.

Acco Material Handling Solutions
York, PA — Joe Gibbs, director of sales and marketing, believes sales in 2007 will increase by 10% as a result of recent enhanced marketing efforts and increased attention to the channel. Says Gibbs, “We are reinventing ourselves with increased emphasis on customized products. The multi-tasking Nutting Hybrid Trailer is one example of listening to our customers. Our push is on solutions.” The Nutting name is also being branded as a part of Acco Material Handling Solutions. 2007 investments in capital equipment will provide more state-of-the-art production capabilities. Booth 456

Aigner Index
New Windsor, NY — Aigner Index continues to tweak its diversified line of insertable label holders for racking, shelving, bins and workstations. Mark Aigner, president, expects 2007 sales to be level or possibly down slightly from 2006 sales. Company executives will demonstrate how the label holder product increases the end-user's productivity. Aigner says, “We must provide the distributor and his employees with the information they need in order for them to sell more product at a higher profit margin. Only then can we improve both of our bottom lines.” Booth 5214

Air Max Fans
Florence, SC — Air Max Fans, a manufacturer of industrial fans, is preparing for a growth in sales during 2007. President Willie Calder explains, “Much of our business is driven by weather conditions.” Calder plans on increased interaction with distributors and end-users in an effort to uncover end-user needs that will stimulate R&D activity. He says, “If we ask enough questions, we can determine innovations that the customer needs for introduction later in the year.” Booth 231

Albion Industries
Albion, MI — Michael Thorne, vice president, expects that sales in 2007 will be level or possibly slightly down due to pressures from the Pacific Rim. At ProMat, Thorne's team will highlight new offerings that were launched in 2006: high-impact nylon and high-performance urethane products. Thorne says, “We typically broaden our line every six years. During this coming year, we will target the medical industry.” In an environment of ever-increasing raw material costs, Albion will be relying on its family of sister companies to source more competitively priced raw materials. Booth 1159

AmbaFlex
Bedford, TX — According to President Phil Miller, AmbaFlex has proven its capability at offering unique solutions. The patented Spiralveyor for space-saving vertical conveying features continuous throughput or index accumulation/buffering. Ambaveyor modular slat conveyor offers design flexibility and efficiency and is available in painted steel or stainless steel for washdown. Booth 1041

AMETEK Prestolite Power
Troy, OH — Anticipating a tough year impacted by fluctuating fuel, steel and aluminum costs, Jim Keyser, business manager, will focus on high-end products including the introduction of new high-end rapid and opportunity charging products, including the new Equinox IGBT opportunity charger. Keyser says, “High-frequency chargers use much less copper, which results in a product less dependent on the fluctuating process of raw materials.” The company will expand its regional marketing efforts to provide better coverage in the field. Company executives will be on hand to discuss their lineup of conventional, opportunity and rapid chargers. Booth 1455

ASAP Automation
Louisville, KY — ASAP Automation will add functionality to its product line throughout 2007. Sales are expected to grow, driven in part by the second generation of a pick-to-display product. The new, enhanced product will target specific niche markets: third party logistics, consumer packaged goods, pharmaceutical companies and some retail. ASAP plans to open new satellite offices in Los Angeles, California, and in Charleston, South Carolina. Bill Bastian II, president, says, “Putting our name out there is such a challenge. Once the prospect is aware of our capabilities, we become very competitive.” Booth 3455

Atlas Material Handling
Schiller Park, IL — Vic Kedaitis, vice president and general manager, points to his company's efforts to increase its available inventory and add strategic shipping locations that are lowering freight costs as keys to its growth in 2007. He explains, “As a distributor, we know what it is like to serve the end-user. We understand our distributor customers.” Booth 2039

Autoquip Corporation
Guthrie, OK — Louis Coleman, sales and marketing manager, says that while 2007 sales of material handling lift products will be up, the business is changing. He explains, “We are shifting the direction of our business, providing more value-added benefits, specials and distributor involvement.” Plans call for additional hires of engineering and value-added inside and outside sales personnel. The company will not display any product at this year's ProMat. Coleman says, “Instead of product, we are bringing our entire team and they will be ready and able to discuss solutions to end-user needs with MHEDA member distributors.” Booth 3860

AWP Industries/American Wire Products
Frankfort, KY — AWP Industries' sales are slated to be level, with some growth possible. Craig F. Chamberlin, president, cautions, “As opposed to focusing on products, we are focusing on providing the services and programs which vividly illustrate our willingness to help the dealer become more productive.” Chamberlin points to eight remote locations—Atlanta; Dallas; Los Angeles; Kansas City; Chicago; Portland, Oregon; Brookings, South Dakota; and East Stroudsburg, Pennsylvania—that allow for delivery of wire mesh decking, containers and corrugated containers, most within 24 hours. Booth 1064

B&R Specialties/Unifuse
Staatsburg, NY — As B&R Specialties/Unifuse produces more customized solutions, sales are projected to increase by as much as 50%. In an effort to control costs, the company will utilize lower tooling costs. On display are a new skid lid which saves the end-user money on return shipments while avoiding the loss of the full pallet, as well as a caster cart and a new pallet tub. Director Bob Fried adds, “We are targeting distributors throughout the U.S. and Canada in order to further our penetration of the marketplace.” Booth 222

Basiloid Products Corp.
Elnora, IN — While Basiloid's product offering remains consistent, Gary Frette, president, is continuing to focus more on customer service and more product training. He says, “We are offering more rental products that dealers can use to fill in the gaps when products are needed for shorter duration.” Frette will continue to hang his hat on his company's ability to offer customized products and solutions to meet the needs of the distributor. Booth 1921

Beyond Products
Milford, CT — Tom Raducha, vice president of sales, says that his company will experience great growth in 2007, due to the fact that it is a relatively new company. He explains, “Our Mule product is an all-in-one work positioner, lift and portable work bench, handles up to 350 pounds, and is ideal for use in narrow aisles.” During the first quarter, the company will move into a 60,000 sq. ft. facility. Raducha adds, “As we align ourselves with more distributors, we can get closer to more end-users.” Booth 206

C&D TECHNOLOGIES
Blue Bell, PA — Tom Lynn, director of marketing, anticipates a growth of 10% due to the first quarter introduction of a new sealed battery for light-to-medium-duty applications. A manufacturing facility relocated to Mexico will be fully online during the first quarter as well. The new LIBRA Plug n Go sealed battery product will target retailers. Lynn says, “The increased costs for components and commodities underscore the importance of selling solutions versus batteries. We are focusing on being able to provide the customer with a full line of batteries and chargers, which helps to provide that customer with analytical tools that support their efficiencies and processes of delivery of products to the market.” Booth 5624

Cannon Equipment
Rosemount, MN — Cannon Equipment's sales will likely be equal to 2006 volume. As Joe Rother, vice president of sales, defends his company's market share, he will place more of an emphasis on providing the distribution channel with greater online support. He says, “We are also expanding our cart and container product offering.” Booth 1453

Columbia Machine
Vancouver, WA — Ted Yeigh, sales manager, says he will be focusing attention on a relatively new line of load transfer stations, which efficiently interchange pallet load base types. Columbia Machine's product offering of conventional palletizers, from floor-level to high-level models, and robotic palletizers, will be on hand. Yeigh says, “We must be available to our customers when they need us. We will continually enhance our 24-hour service hotline and online parts ordering site.” Booth 2634

Cushman Textron
Augusta, GA — “An improved distributor channel presence will drive a modest growth in sales of industrial utility vehicles,” says Bill Robson, vice president. The company is currently in the midst of a training initiative which will facilitate improved performance. Robson says, “We are focused on modifying existing platforms in order to meet unique customer needs. While 15% of our 2006 sales were custom, that number is growing as a result of investments made. We are stressing productivity solutions.” Booth 4812

Douglas Battery Manufacturing Company
Winston-Salem, NC — “Distributors are working smarter. A better use of technology is making the overall channel stronger,” says Bob Grace, vice president of sales and marketing. Grace also indicates that a family of flooded, low-maintenance, maintenance-free, fast and rapid charging batteries will generate a growth in sales of 3-4% in 2007. As Douglas Battery re-invents itself with a focus on only industrial products, having divested itself from the automotive business, it can provide a system solution, as each application within the family of products meets a very specific need. Booth 4431

Dyna-Rack
St. Louis, MO — Joyce Unruh, manager, will be on hand to discuss Dyna-Rack's family of portable stacking racks. “While we offer standard rack designs, we continue to see demand for customized designs which fit unique applications,” she says. At ProMat, Unruh hopes to connect with distributors to discuss rack designs that not only stack, but nest while not in use. She adds, “Faster delivery is available on selective sizes of the 2,000- to 4,000-pound capacity rack designs.” Booth 1948

East Penn Manufacturing Company
Lyon Station, PA — East Penn's team will have Deka motive power flooded and gelled-electrolyte batteries on display. Evan Wescoe, senior vice president, says, “We continue to focus on quality standards which guarantee that our customers are served productively.” A complete line of Deka chargers will also be on hand. Booth 1019

EcoDuro
Grand Rapids, MI — EcoDuro will showcase 100% recyclable pallets. President John Burnsworth says, “Recyclable pallets are exempt from 1SPM 15 regulations, which means the end-user faces less paperwork. The lightweight aspect of the pallet also results in lower freight costs.” The goal for the EcoDuro team is to add value for both the distributor and the end-user by increasing efficiencies for both. Booth 5138

EnerSys
Reading, PA — Jeff Long, vice president of sales and marketing, expects sales to be up as more end-users accept fast charging technology. He says, “High-frequency charging saves the end-user money on electric bills with typical paybacks for a single shift operation in two years. Fast chargers, also driving our growth, collect data and allow the customer to track charging history and exception reporting wirelessly.” Booths 427 and 603

Equipment Data Associates
Charlotte, NC — Bill Ault, general manager, anticipates that sales in 2007 will be up by 15%. An additional three salespeople and an expanded customer service department will focus on the company's Rainmaker, which was introduced at the end of 2006. New features will be added to the Rainmaker line throughout the year. Ault says, “We are still supporting a paper-based product as well as the second-generation electronic format. Still, as customers gain experience with the Internet-based Rainmaker, they are likely to upgrade their systems.” EDA's challenge is to look at what has been successful for their customers in the past, to better determine the potential of planned initiatives in the future. Booth 4170

FKI Logistex Warehouse & Distribution
Cincinnati, OH — Alex Herman, director of integrator sales, expects to meet both distributors and their end-use customers in order to focus attention on the solutions that are necessary to support a projected growth in sales. In order to provide automated material handling solutions, his team will be stressing a family of products which rely on leading-edge technologies. Products on display will include high-speed sortation, conveyor systems, carousels, palletizing, paperless pick products, AS/RS, controls, order fulfillment systems, RFID implementation, EDS integration and total material handling automation. Booths 1203 and 1503

Flight Systems Industrial Products
Carlisle, PA — Steve Lloyd, vice president of sales and marketing, points to 10% growth in new sales of re-manufactured electronics. “Our goal is to have more face- to-face dialogue with distributors in order to better illustrate the capabilities of remanufactured components,” Lloyd says. A product lineup of GE and Curtis traction and pump controllers as well as diagnostic test equipment will be on hand. Booth 1850

Folding Guard Corporation
Bedford Park, IL — Operating from a new, 168,000 sq. ft. facility, Folding Guard is investing in wire mesh welding robotics and pick-and-place robotics, a powder coating finishing system, and a manufacturing plant designed to increase efficiencies while lowering production costs. John Bennetsen, vice president and general manager, says, “We will introduce our Saf-T-Fence perimeter guarding product and will showcase a line of personnel lockers that are made in welded wire for enhanced visibility and security.” Booth 2912

Garlock Equipment Company
Plymouth, MN — Jim Sidla, national sales manager, anticipates a sales increase due to the addition of an expanded distributor network. Sidla explains, “We only began targeting our fall protection products at the material handling industry in June 2006.” On display will be a new fall protection product, the SentryGuard cantilever gate system used on loading dock, which requires minimal floor space while still meeting OSHA requirements. Stairway and mezzanine gates and portable and permanent mounted railing systems will also be showcased. Booth 4868

Gateway Rack Corp.
St. Louis, MO — Gateway Rack manufactures portable stack racks and steel containers for material handling. Gateway also specializes in custom returnable shipping racks for specific applications. Company personnel will be on hand to discuss customized solutions. Booth 2631

Gorbel, Inc.
Fishers, NY — David Butwid, vice president and general manager, expects 2007 sales to be even with 2006 sales. Gorbel will feature the new, G Force intelligent lift device, as well as several overhead handling solutions and free-standing bridge cranes. Booth 3919

Hamilton Caster & Mfg. Co.
Hamilton, OH — In its 100th year of operation, Hamilton Caster anticipates continued growth but at a slower pace. Steve Lippert, executive vice president, says increased attention to the ergonomic benefits of product designed for easier rolling and less bending and twisting is targeting the continual need for reduced workplace injuries and driving spending. In 2007, Hamilton Caster will put more exotic treads on casters and platform heights on trucks to add ergonomic benefits. Lippert says, “To shorten delivery cycles, we will expand our second shift during the second quarter.” Booth 1934

Hanel Storage Systems
Pittsburgh, PA — Mike Fanning, national sales manager, indicates that 2006 will be a difficult year to match. “We will spend time on end-user markets that are often ignored. As a company, we are agile enough to be flexible in our partnering efforts with distributors,” he says. The company will display the Rotomat vertical carousel, a vertical lift module and the Lockomat dispensing carousel, together with its microprocessor control systems. Booth 2319

Hawker
Ooltewah, TN — Jim Meikrantz, vice president of sales and marketing, expects 2007 to be a growth year, largely due to an emphasis on high-speed charging systems. The focus will be on reducing costs and full-service programs, stressing data management and wireless communications. Meikrantz says, “We need to take management of the fleet away from the end-user. To do that, we are building a foundation for all of our products to communicate with one another and be IP addressable.” Booth 1827

Hyster Company
Greenville, NC — “New generations of lift trucks are delivering more performance and reduced maintenance costs, which will further capital equipment investments on the part of end-users. We are also riding the wave of improved market penetration,” says Paul Laroia, president. Hyster will introduce an AC-powered lift truck featuring brushless technology and a quieter motor, a Fortis pneumatic lift truck, a motorized pallet truck and a very narrow aisle truck. New products will require advanced technology and the necessary sales and service training that accompany that new technology. Laroia says, “To ensure long-term growth, it is equally important to keep score as much by numbers of units sold as it is by numbers of dollars generated.” Booth 626

InCord
East Haddam, CT — InCord is reaping the benefits of having fewer competitors providing nylon rack and conveyor guarding and mezzanine safety gates, and expects sales to increase. President Bob Martin will launch an e-commerce site during the first half of the year. He says, “Our e-commerce site and a first quarter move to more efficient space will help us to be more competitive with online providers. The dynamics of how purchasing is done are changing. Larger inventories will help us to meet the demands of customers who continually demand faster lead times.” Booth 5116

Jet/WMH Tool Group
Elgin, IL — Dustin Nielson, material handling product manager, expects sales revenue to be lower than 2006's numbers, but more than 2005's. Disaster-related purchasing is beginning to level out, and in 2007, the company will do more marketing. Nielsen points to new products to be introduced in 2007, including overhead lifting, shop, hydraulic, warehouse and dock equipment products. Booth 1970

Jungheinrich Lift Truck Corporation
Richmond, VA — Chuck Leone, vice president of sales and marketing, expects that sales will be up by 7-8%, supported by the company's position as a new player in the U.S. market and the acquisition of a stronger dealer network. Jungheinrich will introduce a new rotating cab truck and a new U.S.-designed double reach truck in 2007. The company will double the size of its existing North American headquarters during the first quarter and will add both aftermarket support and sales support personnel. Leone says, “My objective for ProMat is to explain to the dealer channel who Jungheinrich is and why our company is an option for them.” Booth 2336

Keytroller
Tampa, FL — New products and new technologies are propelling sales upward by 33% as Keytroller introduces a new generation of keyless ignition systems, a new software interface and a new weighing program. Terry Wickman, president, says, “The pace of change is very rapid in our business. To make our products compatible with a wide variety of vehicles, we are doing a lot of our product design overseas.” The use of RFID wireless devices control vehicle access, track vehicles in real and historical time, automate checklists, make operators accountable for damage and speeding, and can schedule maintenance. Booth 103

Komatsu Forklift USA
Covington, GA — Eric Kobori, vice president of sales and marketing, says, “A stronger, more competitive dealership will benefit from additional sales in 2007 and will drive sales growth of 3-5%.” An expanded manufacturing facility will support increased productivity in 2007, which, according to Kobori, promises to be more competitive. At ProMat, the company will showcase its new heart-of-the-line IC products with a range of 3,000 to 7,000 pounds. Kobori continues, “We want to earn mindshare by providing improved marketing tools, supporting that dealer by being responsive to his needs.” To that end, an improved Web presence will provide marketing tools for dealers, enabling them to target market-specific IC codes utilizing a Web-based system, while reducing the individual dealer's marketing costs. Kobori says, “It's all about more touches between the dealer, the manufacturer and the end-user.” Booth 3606

Landoll Corporation
Marysville, KS — Landoll, the manufacturer of Bendi and Drexel very narrow aisle forklifts, will demonstrate products that stack in aisles as narrow as 56 inches, and bear capacities ranging from 2,500 to 12,000 pounds. The electric and ICE-powered trucks also work in trailer loading and unloading operations, bulk storage and pushback racking. Booth 3203

Leggett & Platt Storage Products Group
Prospect Heights, IL — As more manufacturing operations move overseas, President Harvey Baker anticipates that his company will increase its sales by a minimum of 10% for each of the next three years. He says, “U.S. companies are requiring more storage space. To accommodate this growth, they are continually automating more processes.” The entire Leggett & Platt Group will be represented, encompassing heavy-duty cantilever storage, sheet metal carts, order picking ladders, stainless steel work tables, stainless steel carts, new cost-reduced pallet jacks, safety gating that better meets harsher OSHA requirements, coin rack, and a motorized heavy-duty overhead storage product. “We must re-engage the marketplace, utilizing all of our combined resources,” Baker says. “With more face-to-face contact with distributors, we can help our distributors to make more money.” Booth 947

Lift-Rite
Brampton, ON, Canada — Growth will be driven by Lift-Rite's return to its more traditional, quality-based, lower-cost hand pallet trucks, according to Mel Griffin, president. To control those costs, the company is purchasing components from global locations while still manufacturing them in North America. New products include a scale truck and ergonomically designed hand pallet trucks. Booth 2331

Lighthouse Selection
Manchester, NH — As a newly formed company made up by the merger of the Design Systems Group and Caps, a division of Kingway, Lighthouse Selection has brought various pick-to-light systems and placed them under one roof. In 2007, the company will introduce voice recognition systems. President Tony Stewart says, “Companies must be more than just one product. We have a new direction and new capabilities.” Plans call for a move to a new facility in 2008. Stewart and his team will be discussing and displaying the company's latest voice, RF and RF-order selection products, and a new Workcell lighted product. Booth 3409

Lyon Workspace Products
Aurora, IL — Anticipating a year that will match 2006's sales revenue, Pete Webb, vice president of sales, says the focus will be on distributor-based selling of modular cabinets and all-welded storage cabinets. He says, “The distributor has brought us to the party and we are staying with him. Our job is to follow the market and not to fall into the trap of trying to steer the market.” Show attendees will see an expanding line of shelving modular door cabinets and all-welded storage cabinets. Booth 1852

Mallard Manufacturing Corp.
Sterling, IL — General Manager Mike Gunderson expects 2007 to be level with 2006. The company will showcase its gravity flow systems—a rack track drop-in carton flow lane product, as well as other pallet flow products. Gunderson says, “Our biggest challenge is that some distributors, after 45 years, consider us a niche market supplier. They are not as aware of the larger projects that we are working on.” Mallard can deliver a variety of products, including light-duty carton flow rails and drop-in lanes, heavy-duty conveyor rails with skate wheels, larger nylon wheels, and full-width rollers for pallets and loads up to 4,000 pounds. Booth 2533

Mecalux
Melrose Park, IL — Mecalux, which has doubled in sales for each of the past two years, is on track for more of the same, according to Alec Fuentes, general manager. An additional distribution center in Portland, Oregon, will provide quick ship and inventory support. Additional sales of structural rack, cantilever and mezzanines will be supported by a newly expanded facility. A 90,000 sq. ft. addition has added 100 tons of capacity per day. Booth 2012

Molded Fiber Glass Tray Company
Linesville, PA — Ann Hall, marketing director, expects sales of reinforced composite trays and containers to grow but also says, “Orders continue to grow as we develop new product applications.” The company's double-edged sword is the fact that its product is durable, which further reduces the need for customer re-orders. Company representatives will be on hand to discuss formulations for chemical resistance, autoclave or gamma irradiation, degreaser resistance, flame retardance and ESD protection. Booth 4209

Morse Manufacturing Company
East Syracuse, NY — New markets for Morse Mfg. will drive double-digit growth in 2007. A new, more flexible drum holder design will be introduced during the first quarter. At ProMat, the company's display will include videos illustrating the company's entire product line of drum handling products for drum moving, opening, lifting, tilting, pouring, heating, weighing, stacking and agitating or mixing. “We will work at reigning in costs by reducing waste,” says Bob Andrews, president. Booth 1161

Narrow Aisle
Dallas, TX — A very active market niche will drive a growth in sales of 35%, says President Warren Cornil, who explains, “We've had experience in the field and are developing a reputation for quality.” In 2007, the company will further expand its sales presence in the Americas. At ProMat, the focus will be on the Flexi very narrow aisle articulating forklift, which supports increased storage capabilities in less space at a lower cost. Booth 2064

Nashville Wire Products
Nashville, TN — Steve Johnson, national sales manager, is budgeting for a sales growth of 8% in 2007. An additional distribution center in California and two more scheduled to open during the third quarter will further the company's goal of reducing lead times from six weeks to four to six weeks. The company will feature its wire rack decking, wire containers and shelving, available in both stock and custom sizes. Booth 1537

Pacline Overhead Conveyors
Buffalo, NY — Increased demand for smaller systems will drive Pacline's growth of 5-10%. To address increased competition from Europe and Asia, the company will introduce several new products: a series of vertical conveyor systems which use very little factory floor print, a line of towline conveyors on the floor or in the floor for conveying hard-to-handle parts, a line of lower-cost gravity fed conveyors, and a line of automated storage and retrieval conveyors that use a conveyor system to store a variety of parts that can be retrieved by the parts or order bar code. Karl Scholz, president, says, “Our business must be focused on customer needs and speed.” Booth 464

Peach State Integrated Technologies
Norcross, GA — Peach State Integrated Technologies has been quick to develop and incorporate high-performance tool sets that are essential in today's global marketplace environment. These client-focused solutions provide companies with dynamic business objectives, set the right direction and then accelerate supply chain success. Peach State's suite of tool sets includes High Velocity Networks, High Velocity Design, High Velocity Execution and High Velocity Support. Booth 3849

Penco Products
Oaks, PA — Several new products and the addition of Schmidt mezzanine product will help to support Penco's 5% growth in sales. Bill Vane, vice president of sales and marketing, points to a new, boltless shelving product which allows for four-sided access, several locker line products, and a new line of barrier rails, all to be introduced in 2007. Penco Products manufactures Clipper and Erectomatic Hi-Performance shelving, RivetRite boltless shelving, wide span shelving, pallet and cantilever rack, and modular drawers. Other products include structural mezzanines, workbenches, storage cabinets and lockers. Booth 4460

PowerDesigners
Madison, WI — The greater acceptance of fast charging technology and the continual growth of distribution centers will drive a 40-50% growth in sales. The company will introduce a full line of lease-friendly, high frequency, energy-efficient chargers. A 1st Quarter 2007 move to a new 15,000-20,000 sq. ft. facility will enable the company to store more inventory. CEO Nasser Kutkut says, “We are still new and our dealer network is not fully developed. PowerDesigners product lineup includes PowerCharge high-frequency battery chargers and modular fast-chargers, PowerTrac advanced battery monitors for tracking and logging all battery activity and history, and PowerCycle, a cost-effective automated battery conditioner and cycler with full data logging capabilities. Booth 3936a

Presto Lifts
Attleboro, MA — New product introductions, including a new self-propelled power stacker, will drive Presto Lifts' 15% increase in sales. Rick DeSilva, sales manager, says, “The key is to make sure that our distributor base is happy. Distributors always have other choices available to them. We must continually make it easier for the distributor to sell the products that will preserve and maintain their relationships with their customers.” Booth 1831

Quick Cable Corporation
Franksville, WI — Recent entry into the material handling sector with its new fast charge battery system will drive a 25% growth in sales. John Shannon, president, says his company's heavy cabling is specifically designed for fast charging, “With fast charge and AC vehicles, it's important to have an acid-free battery family of products. With many incumbents in the industry, we have to spend time delivering our information about our better mousetrap.” Booth 1047

Ralphs-Pugh Co.
Benicia, CA — Ralphs-Pugh is projecting a 3-5% increase in sales. Tom O'Brien, vice president of sales, says, “Investing to improve our efficiencies to stay competitive will be crucial to our continued success in 2007 and beyond.” The company will exhibit a broad range of metal and plastic conveyor rollers, troughing idlers and components. Booth 1936

Rapid Rack Industries
City of Industry, CA — Market share growth, together with a more diversified approach to the market, will support a growth in sales of 5-6%. Claude Hayes, executive vice president, points to an industry-wide threat by newcomers form China, Taiwan, India and Vietnam. Rapid Rack will introduce products related to flow control and built-in work stations for manufacturing during the second quarter. A newly formed Distributors Council will serve to support the company's effort to add new distributors in underserved markets. Booth 316

Rehrig Pacific Company
Los Angeles, CA — Bill Mashy, general manager of the Material Handling Business Group, indicates that if anticipated larger projects take place, sales could double in 2007. If not, then the year will be, at minimum, flat. A new field bin used for the transfer of produce, a collapsible bin and updated versions of retractable produce bins will be on hand at ProMat. A new rackable pallet that will address the needs of the heavy rack user will be introduced during the third quarter. The company will showcase its entire line of plastic pallets and reusable shipping, storage and merchandising crates and totes for material handling, warehousing, AS/RS and transportation applications. Booth 3912

Rhino Pallet
Detroit Lakes, MN — A better return on investment for aluminum pallets will help to drive growth in 2007, believes Doug Christians, general manager. The company may introduce an expanded line, providing for additional material handling solutions during the second quarter. “Aluminum pallets, unlike wood, are fire-retardant,” Christians explains. “They also can withstand extreme temperatures, unlike plastic. Just as important, if the end-user recycles, he can be paid for his aluminum, unlike either plastic or wood.” Booth 2573

Rousseau Metal
Saint-Jean-Port-Joli, QC, Canada — More flexible, durable, redesigned modular cabinets, introduced in 2006, will drive sales growth of 6-7%. At ProMat, the company will introduce the second phase of product enhancements for that line, as well as additional accessories. Charles Alexander, vice president of sales and marketing, says, “We're adding more sales personnel and hope to expand our distributor network in an effort to provide better coverage of North America.” Booth 3621

Sackett Systems
Bensenville, IL — Key customers' anticipated projects will drive a growth of 5-10%. Sackett Systems will introduce a fully automated battery charger and charger system that will help to reduce the end-user's personnel requirements and also eliminate the damage that occurs during battery change-outs. Better monitoring of the end-users' battery will also improve battery life. Dan Dwyer, vice president and general manager, says that new product introductions will allow for added capacity as batteries are stacked five to ten units high while charging. “Our challenge is to continually evolve with our customers' needs, aligning our employees with those needs,” he says. Booth 2236

Southworth Products Corp.
Portland, ME — An increased focus on productivity, while maintaining worker safety, is putting increased attention on ergonomics in work positioning applications. Southworth Products' lineup at ProMat will showcase its line of scissor lift tables, container tilters, pallet positioners, elevating transporters, pallet rotators, turntables, upenders, adjustable height worktables and facility lifts. Booth 403

Steel King Industries
Stevens Point, WI — President Jay Anderson says that while 2006 was a record year, 2007 is kicking off with even higher numbers, which will result in growth of 12%. New products to be introduced during the first quarter include a new mezzanine line. Anderson adds, “Our SK2000 boltless pallet rack line is increasing demand in response to new seismic building codes.” Other products to be promoted at ProMat include the SK3000 structural pallet racks, dynamic flow and pushback racks, pick modules, cantilever racks, shipping racks, portable racks, industrial containers and Steel Guard safety railing. Booth 631

Superior Tire & Rubber Corp.
Warren, PA — While Superior Tire's stretch goal is a sales increase of 20%, company executives have budgeted for a sales growth of 10%. At ProMat, the company will focus on an enhanced upgrade of its premium XL Cubed tire and its STR Caster, a stabilizer caster for narrow aisle equipment. Bill LeMeur, executive vice president, says, “We've expanded our presence in the OEM industry by designing a tire and wheel assembly that allows for better stability.” The company currently is shopping for additional land in order to expand its facilities, and will add a minimum of 20,000 sq. ft. in 2007. Booth 2662

Systems Material Handling Company
Olathe, KS — Dirk von Holt, vice president of sales, expects true growth to be lower double digits as distributors are increasingly faced with the need to service other brands if they want to sell their own. “The cycle for new product designs continues to shorten,” he says. One new product will allow the forklift driver to monitor the truck's LPG levels, reducing lost efficiencies. Booth 452

Tailift Worldwide
Fort Lauderdale, FL — As a relatively new company, Tailift Worldwide is expected to grow as it adds additional distributors, says Bud Smallwood, dealer development and national sales rep. A gas and diesel version, 12,000- to 15,000-pound capacity machine will be showcased. A new distribution facility located in Brea, California, will support shorter delivery cycles. Smallwood says, “Name recognition is our number one challenge. The end-user does not realize we are relying on quality components made in the U.S.A. to assure them of delivering on our promises. Our products include components made by General Motors, Isuzu, Perkins, IMPCO, Spectrum, Cascade and Kenhar.” Booth 4837

TGW-ERMANCO
Spring Lake, MI — New technologies are driving TGW Ermanco's growth of 10-15% in 2007. At ProMat, the company will introduce a new Turbo Sortation System, which allows the end-user to achieve 150 cartons per minute at half the cost of a shoe sorter, as well as four or five other accessory products. A Commander System Controls product will demonstrate sortation capabilities. Gordon Hellberg, vice president, says, “We have an identity that was established decades ago. More recently, we have taken quantum leaps, evolving with a new set of capabilities and have more to offer our established distributor partners. In 2007, we will work with more distributors who are more capable of delivering the solution their customers require by taking advantage of the latest technologies available.” Booth 3213

Thombert
Newton, IA — During each of the past several years, Thombert has experienced double-digit growth in both OEM and aftermarket sales. Reggie Collette, marketing manager, sees no reason for that growth to soften in 2007. “Products are performing well in the field. Our long-term strategy is to lower the warehouse operator's costs. It's just focusing on the basics,” Collette says. Thombert will showcase high-performance polyurethane wheels and tires for electric lift trucks, as well as custom polyurethane wheels and tires for a wide array of material handling applications. Booth 319

Toyota Material Handling, U.S.A., Inc.
Irvine, CA — Dr. Shankar Basu, president and CEO, expects overall sales to be level or possibly up by 2%. “The second half of 2006 was significantly down compared to the first half, and that trend will continue for the first six months of 2007,” he says. Toyota will showcase new 8 Series products with a more durable and environmentally clean engine. Their focus remains on ergonomics and safety. With 104 changes or innovations made to the truck, it affords increased productivity. Additional Class II and III products may be introduced during the third quarter. A concept truck utilizing fuel cell technology will be marketable within five years. Basu says, “In an effort to control costs and expand on efficiencies, we should anticipate a huge surge in lean management and lean production enhancements in the future. We will practice a rationalizing strategy as we correctly determine how best to utilize all five of our manufacturing facilities in North America to achieve market share improvement and support dealer profitability.” Booth 2019

Trelleborg Wheel Systems Americas
Hartville, OH — Trelleborg's aftermarket sales will drive a 2-4% growth in sales, while OEM sales remain flat. 2007 product launches include the new Bergougnan XP solid tire and the TR-900 Radial tire. The long distance non-marking compound launch will continue throughout 2007 with other compounds, complementing existing pneumatics. Ydo Doornbos, marketing director, says, “To better control costs and deliver market-driven products, we must continually pull up our sleeves.” Booth 244

Tri-Boro Shelving & Partition Corp.
Farmville, VA — Tri-Boro Shelving will feature its full line of steel shelving, work benches and shop desks. Tri-Boro's product offering includes the Boxer box shelf, flange, clip shelf and bin divider shelving. Rivet shelving bears the brand names Rivet Rack, Spacemaster and Bulk Master. Booth 1236

Tusk Lift Trucks
Covington, GA — Eric Kobori, vice president of sales and marketing, expects that new distributor relationships will support his company's growth in 2007. He explains, “We are not that well-developed yet. By being responsive every day, we will aggressively add a minimum of ten new dealers to our dealer network in 2007.” Tusk representatives will showcase an improved Web presence to provide marketing tools for dealers, enabling the dealer to target market-specific IC codes, utilizing a Web-based system, while reducing the dealer's marketing costs. Booth 647

Unarco Material Handling
Springfield, TN — “After a ten- to fifteen-year absence, an increasing number of AS/RS jobs will help support a sales growth of 6% in 2007,” says President Gary Slater. At the start of 2007, Unarco will introduce a structural upright that will facilitate entry into new markets. A fully operational product line will be on display, including standard pallet rack, carton flow, pallet flow, pushback and a mezzanine. Unarco will also feature its RhinoTrac, a full-width roller carton flow product. Booths 1803 and 1912

UNEX Manufacturing
Jackson, NJ — 2007 sales will be equal, or slightly better than 2006's sales. Brian Neuwirth, president, says, “Consumer spending is driving our work as the costs of energy continue to keep growth in check. We are continuing to invest in our products and in making our customers happy. By making the end-user happy, we guarantee the happiness of our distributors.” At ProMat, UNEX will focus on its flow cell product and a re-launched roller rack to take advantage of an upswing in carton flow activity. Products also on display include Span-Track, ShelfTrack and SKUBE solution-based products. Booth 1541

WennSoft
New Berlin, WI — Julie West, president and COO, expects an increase in sales of 50% as the inefficiencies of older systems push the distributor to make a purchasing decision based on ROI. The company will introduce extensions of its Microsoft CRM integration, adding a work flow component. “Both our Fargo, North Dakota, and New Berlin, Wisconsin, facilities are filled to capacity, which means new, additional space in 2008 is inevitable,” says West. “As the industry looks to tap into increased efficiencies, state-of-the-art systems eliminate the fear of being left behind.” Booth 5353

Wesley International
Scottdale, GA — Dean Smith, president, is expecting moderate growth in 2007. “New products to be introduced during the second or third quarter will broaden our catalog offering,” Smith says. In order to support long-term growth, the company is exploring a possible facility expansion in 2008. Wesley is targeting the niche industries that are looking for outside-of-the-box application solutions. With a full push on both pallet trucks and electric vehicles, the company will showcase its Pallet Mule brand pallet trucks, Pack Mule electric vehicles, stock chasers, tuggers, and personnel and burden carriers. Booth 1240

Western Pacific Storage Systems
San Dimas, CA — Jim Mierke, vice president of sales, says, “2007 sales are likely to be stronger than previous years, and that reason alone is reason to participate in ProMat after a four-year absence.” Western is focusing on its systems business with the theme, “Western makes you the smartest link in the supply chain.” The company will illustrate key studies and case studies pertaining to specific market segments, including automotive, retail and distribution as it details examples of real-time solutions. Mierke adds, “We're making it easier for our design and engineering, customer service and sales personnel to work together to make the distributor an expert. We are in the shelving business full time. To grow, we must help our dealers build their businesses by providing the correct systems to support the end-user's needs, and do it in a timely fashion.” Booth 964

Wildeck
Waukesha, WI — New products for 2007 include two new material lift vertical reciprocating conveyors integrated with the company's best-in-class mezzanine structure, code-compliant stairs and safety guarding products. Wildeck's sales team will illustrate how their product can help the end-user to protect equipment and personnel in warehouses, distribution centers and industrial facilities. Booth 3922

WireCrafters
Louisville, KY — The secret to controlling costs is to communicate more with the distributor channel. Milt Tandy, sales manager, says, “We can make better, informed decisions when ordering materials if we have a handle on what our distributors are going to need from us in the short-term future.” The company will showcase its line of safety, security and separation product, as well as a complete line of lockers for tenant and industrial storage. Booth 3816

Yale Materials Handling Corporation
Greenville, NC — In a competitive market, Don Chance, president, says that his company will grow market share and maintain 2006 numbers with the introduction of several new products. Yale will showcase a newly introduced warehouse product line which includes a new reach truck and a rider pallet truck. Other 2007 product introductions include continued rollout of higher capacity 8,000- to 16,000-pound ICE trucks to be introduced during the first and second quarters. “By utilizing new technologies, an Internet-based fleet management system will shorten the time spent on processing the sale and help the dealer to spend more time creating the sale,” Chance adds. Additional products on display include narrow aisle, very narrow aisle, electric rider, ICE forklifts and motorized hand trucks. Booth 203

   Current Issue   |   Past Issues   |   Search   |   Contact Us   |   Send Files    |   Advertising   |   MHEDA Home Page

The MHEDA Journal • First Quarter 2007 • Volume 36, No. 1 • Contents are Copyright © Data Key Communications, Inc.
All rights reserved. • Nothing may be reproduced in whole or part without written permission of the publisher.