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IN DEPTH: Material Handling

Many dealers grew lean in those years and don’t want to lose their edge as sales return. “Companies that came through the recession want to maintain efficiencies they’ve built into their businesses,” says Travis Darnell, president of C.T. Darnell. “They don’t want to add staff or expand their land as sales pick up again. They want to invest in material-handling systems that will help them remain efficient no matter how good the economy is. They want to reduce man-hours and waste to be more efficient and improve their operation.”

Curtain-Trailer---In-Depth-Material-HandlingCenter-Line Curtain Side Trailers eliminate the need to tarp loads to protect them during transit, ensuring drivers remain safely on the ground during deliveries. The trailers increase transportation efficiencies, allowing materials to be loaded to evenly distribute weight rather than by destination. Forklifts also can unload deliveries faster due to greater access.

Looking To Upgrade
As dealers review their needs, many are opting for upgraded equipment, which comes at a premium. But dealers recognize the higher value that provides. “People making purchasing decisions expect high-quality equipment as a minimum standard,” says Greg Sneek, product manager for articulating cranes at Palfinger. “The key factor in the buying decision is if the company offers local service and technical support of the product.”

Dealers are showing a willingness to spend money upfront to save money over the long term. “The number-one trend we see is that customers want to better manage their material-handling fleets to save money,” says Herman Klaus, director of application solutions for Hyster Co. “They’re looking beyond the purchase price at the total cost of ownership and the total cost of moving products around in their yards. They want to get a firm handle on what it costs them per ton or per hour.”

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Center-Line Group’s Benton agrees. “Everyone knows our trailers are out there, and I feel that a company can expect a solid return on their investment with a curtain-side trailer, while simultaneously distinguishing them from their competitors.”

Sales have been dampened somewhat, however, by the EPA’s Tier-4 engine-emission requirements, which recently went into effect for all vehicles. The regulations limit particulate matter, oxides of nitrogen and air toxics from non-road diesel engines. Those rules require more costly engines that need more maintenance.

“Some dealers bought new equipment before the legislation hit, so there was a little surge in sales, followed by a gap,” says Hyster’s Klaus. “But the recession also has put many users into a position where they need to catch up with having put off purchasing new equipment to handle their increased business.”

Hyster-In-Depth-Material-HandlingHyster has introduced two industrial lift trucks that offer 30,000- and 33,000-pound capacities with a shorter wheelbase. Running on a Cummins QSB 4.5 L Tier 4 Interim engine mated to a three-speed power-shift ZF WG 161 transmission, they claim to provide smooth shifting, precise inching and fast acceleration, as well as a short outside turning radius for compact operating conditions.

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