KION Group building a new highly automated Spare Parts Distribution Center in Germany
A new highly automated distribution center will provide even better and faster spare parts supplies to its customers Total investment of around EUR 60 million KION subsidiaries Dematic and Linde Material Handling are providing the latest warehouse technology for the distribution center The planned completion date is January 2025 Andreas Krinninger, Member of the KION Executive Board: “The new distribution center will enable us to even better support our customers by reducing processing times and creating full transparency through digitalizing the end-to-end material flow from goods-in to goods-out.” Following the official ground-breaking ceremony in Kahl am Main near the German city of Aschaffenburg, the extensive construction and installation work on this new spare parts distribution center can now begin. Work will be completed by January 2025. The distribution center is set to house around 22,000 square meters of floor space for the spare parts logistics for the KION brands Linde Material Handling and Dematic. The building complex will be divided into different halls, among them a 30 m tall fully automated high-bay warehouse. “This highly automated distribution center will ensure that we can provide a fast and reliable spare parts service for our customers in Germany and several neighboring countries. This flagship project demonstrates the broad scope of the KION Group’s capabilities and brings together cutting-edge automation, digital, safety, and energy technologies from the two operating segments—Industrial Trucks & Services and Supply Chain Solutions. The new distribution center will enable us to even better support our customers by reducing processing times and creating full transparency through digitalizing the end-to-end material flow from goods-in to goods-out,” said Andreas Krinninger, Member of the KION GROUP AG Executive Board, at an on-site meeting with Jürgen Seitz, mayor of the municipality of Kahl am Main, other representatives of the company, and key individuals from the construction company carrying out the building work. A Showcase for the Group’s Material Handling and Intralogistics Solutions The building complex for the new warehouse will feature several areas for goods inward and goods outward, order picking zones, and a special warehouse with block storage. Goods will be delivered via 16 truck ramps. “The technical set-up in the halls will be a ground-breaking example of integrated solutions from the two KION segments Industrial Trucks & Services and Supply Chain Solutions,” stressed Krinninger. Continuous conveyors for small and large parts from Dematic and AMRs (Autonomous Mobile Robots) from Linde Material Handling will be perfectly integrated into the material flow. Highly efficient Li-Ion-powered electric forklift trucks and pallet stackers will also be used. “Combining technologies from our Group with our collective project expertise enables us to find the solution that best meets the speed, flexibility, safety, energy efficiency and transparency requirements of the new distribution center. And the consequence of this is that our customers will benefit in the future from even higher availability and even faster delivery of spare parts to their sites”, explained the Executive Board Member. The KION subsidiary Dematic, one of the leading global providers of integrated automation technology, software, and services for optimizing the supply chain, is supplying the high-bay warehouse with six aisles and the multi-shuttle warehouse operating in five aisles and serving 110,000 storage locations. Secured Jobs and Ecological Compensation Areas The investment also secures the long-term future of the site and makes it even more attractive for highly qualified employees. The investment in Kahl am Main, where KION’s brand Linde Material Handling has had a spare parts warehouse and some parts of its production since the mid-1970s, is also well supported by the local community. Residents were involved at an early stage through a public information event and are being regularly updated on the progress of the plans since then. The sustainability ambition of the KION Group is also well reflected in the design, construction and fit out of the new distribution center. This involves also making optimal use of the existing site without any further ground sealing. In addition, extensive compensatory measures for the protection of nature and species have been initiated or already been implemented, and there are plans for more of these. Environmentally friendly building methods and photovoltaic panels are other key elements of the site concept and will ensure that the site is significantly contributing to climate-neutrality.
Competition for talent
As you are reading this month’s edition, many of you are most likely planning to attend ProMat 2023 at the end of the month. I know I am eagerly looking forward to catching up with industry colleagues, suppliers, OEMs, and distributors. It is my assumption that attendance will be at record levels as was with MODEX 2022 where that show saw a 20% increase in attendance to its 2018 show. I know attendees will be looking forward to seeing the latest technologies in the material handling and supply chain industry, including automation, robotics, and artificial intelligence. As labor shortage continues to be a trend with our industry’s target customers such as warehouses, fulfillment centers, etc., these warehousing companies are looking to automation, robotics, and artificial intelligence to not only attract and retain a younger generation but also to fill the voids of said shortage of labor in warehousing facilities. Now you are thinking, okay, we know this, ‘So what does this have to do with your Aftermarket column topic, Chris?’ Well, the labor shortage is not only affecting your customers and prospective customers’ facilities, it has been a hot topic within dealerships and continues to remain as such. The competition for talent is no longer just a topic about your service technician workforce. In addition to service technicians, the competition for parts professionals, sales staff, office personnel, and management continues to be fierce. As an MHEDA business trend for 2023 states: ‘Members are competing for talent across industries and must be aware of current compensation levels, benefits, and flexible working opportunities in order to address recruitment and retention challenges.’ The ability to attract, recruit, and retain talent will have an impact on the success of your entire operation. Many dealers that have been on the growth trajectory the past few years often share with me the same conundrum; their service growth is still limited by the lack of technicians available to hire within the industry. The math is simple; you cannot increase your service revenue if you are unable to increase your service capacity to attract new customers and get more equipment signed up for service agreements if you are not staffed with an adequate amount of service technicians. As many of the Baby Boomer generation of skilled technicians retiring from the workforce, dealers and independent service providers continue to face a shortage of technicians and they will have to continue to find ways to attract the younger generation to this profession. Our industry has recognized this trend for several years now, in fact, a while back MHEDA partnered with the Manufacturing Skill Standards Council (MSSC) to create the Certified Forklift Technician (CFT) program. I believe this will continue to aid in the effort to close the gap on the shortage of technicians in our industry. I also think the younger generations (Millennials and Gen Z) have not been exposed to this profession or skill set when they were in high school, as previous generations were, with courses such as automotive class. If high school students are not exposed to skilled trades, such as being a technician in high school, how are they going to know that this career path exists when they graduate? Furthermore, with this skilled trade being in such high demand, how can we educate the students that may be interested knowing that there is a career path waiting for them that does not require years and years of college, not to mention the skyrocketing tuition costs that come with going to college? I firmly believe high schools should get back to having these courses as an option for students to explore this career path, rather than just solely deploying a ‘one-size fits all’ mentality of only preparing these students for college. The competition for the existing pool of skilled service technicians remains fierce in our industry. Increased compensation levels as a tactic to recruit and attract service technicians lead to increased service labor rates that are then passed on to the end customer; which in turn can also have an impact on your profitability depending on what your market can tolerate for service labor rates. A department within dealerships that is near and dear to me in my current role is the Parts Department. I continue to hear from dealers that they are also having trouble filling the labor gap in finding experienced parts professionals. Parts Departments are also seeing their older, experienced and skilled generation of parts professionals retire from the workforce. The talent pool of parts professionals within our industry that are equipped with an established knowledge of ITA truck and carriage classifications, most common parts, understand the various model and serial numbers for major OEMs, and have part numbers memorized in their heads, is shrinking as well. In addition to having technical parts knowledge and experience, successful parts professionals have strong customer service and sales skills with abilities to work effectively and efficiently over the phone, by email and at the parts counter. Dealers will need to continue to invest in their training efforts to develop the next generation of skilled parts professionals, while also investing in technologies that make the research or lookup of parts easier, managing inventory more efficiently, and the transaction of a parts sale seamless. Technologies such as an intuitive ERP business system and the ability to for online parts sales (e-commerce) will also help close the labor gap within the parts departments, allowing your skilled parts professionals to work more effectively and profitably. At a recent industry event, a presenter said the following that resonated as it relates to the Parts Department, “Your customer will wait for a part; however, they will not wait for a response.” As you are looking to recruit, attract, and retain talent within your operation, I feel that is a very important concept to consider when you hire and train your staff and invest in technologies to optimize your operations. I look forward to expanding on this topic in future articles. About
JW WINCO expands gears and gear racks made from Polyamide
Gears and gear racks used for transmitting torque and forces within gearboxes are typically made of hardened steel. For many other uses and applications, gears and racks made from plastic are the better choice. These generally require no lubrication and are lighter, quieter, less expensive, and more resistant to corrosion than metal gears. This is why JW Winco is expanding its range with polyamide gears and racks that can transmit high forces and torques. Gears and racks made from polyamide are preferred in mechanisms that must transmit high torques at low speeds. This includes packaging machines, chemical and pharmaceutical manufacturers, as well as food production. The components are combined to convert rotational movements into linear or vice versa. Synchronous, symmetrical, or even proportional movements can be easily achieved when used with clamping jaws, grippers, or assemblies. Standard parts specialist JW Winco has considered the basic principles of gearing and introduced the spur gears EN 7802 and gear racks EN 7822 made from strong and long-lasting polyamide. Due to their low friction coefficients, these require no lubrication and are made of FDA-compliant glass fiber-reinforced plastic suitable for food processing applications. The components are also available in gray or blue for better visual detectability. The polyamide gears and racks from JW Winco are designed for temperatures up to 248 °F (120 °C) and for contact with aggressive media such as acids, gases, and saltwater. Plastic gears are lighter and more economical than metal gears, lowering the weight and cost of devices, systems, and machines. The gears and racks are designed as an involute gear with a 20° angle, and the design structure helps to reduce torque variation and allow for greater assembly flexibility. JW Winco offers spur gears EN 7802 designed in module sizes from 0.5 to 3. The polyamide gear racks EN 7822 can be ordered with module sizes from 1 to 3 and feature a steel core to prevent deformation.
Atlas Copco inaugurates dedicated production line for electric portable air compressor in Belgium
The first of its kind in the company’s facilities in Antwerp, the new all-electric production line has cut lead times for deliveries of plug-in portable compressors by 50%, accelerating the wider sustainable transformation. Leading the shift to a more sustainable society, Atlas Copco is investing in the future by inaugurating its first production line dedicated to the assembly of low-carbon electric compressors. Based in Antwerp, Belgium, the new assembly line has cut lead times for the E-Air VSD units by half. Atlas Copco’s electric mobile compressor range has gained considerable momentum since its release in 2019. Designed to deliver a cost-effective and low-carbon compressed air solution in even the toughest applications, the E-Air is in demand across the construction, oil, and gas, and mining sectors. Responding to the unprecedented growth of consumer interest in clean energy tech, Atlas Copco has invested in the extra capacity to optimize its output of the E-Air mobile compressors. The new production line – which is itself powered by green electricity, including extensive solar panels on site – has more than doubled the daily production capacity of the E-Air at the facility. Cutting lifetime carbon emissions During a research project in 2021, Atlas Copco quantified and confirmed that the majority of emissions derive not at the time of manufacture, but from the lifetime use of its products. As a consequence, the company decided to tackle this in-use carbon footprint by increasing the accessibility of electric portable compressed air solutions. The extended production of the electric units will positively impact machine availability and time-to-market, thereby accelerating the transition to a more sustainable future. Bert Derom, president of Atlas Copco Portable Air Division said “The dedicated E-Air production line is a tangible symbol of our commitment to a sustainable transformation. We are embracing innovation that meets our customer and partner demands for efficient low-carbon solutions, while simultaneously lowering our own emissions. The new, all-electric assembly line supports our collective sustainability targets, and together help us contribute to a better tomorrow.”
TVH is exhibiting at the upcoming ARA Show
TVH Americas, a global provider of quality replacement parts and accessories for the material handling, industrial, and light construction equipment industries, is attending seven different trade shows throughout 2023. So far, TVH has already been to three of the seven shows, and up next is The ARA Show on February 10 – 15, 2023. TVH has been a proud participant in this show, one of the largest equipment and event rental shows in the world, throughout the last decade. The sales team looks forward to attending this annual event to network and learn more about how the company can enhance its impact in the rental industry. Visit the sales team at booth #4814 in the exhibit hall at the Orlando Convention Center during the show. Each year, industry members can count on seeing TVH at The ARA Show just like customers can count on the company for many parts and accessory needs. TVH strives to work towards bringing in new products all while continuing to stock the products customers already rely on purchasing from the One-Stop-Shop. The sales and service team always looks for the opportunity to find the right part at the right price for the person inquiring. For those who are not attending The ARA Show in February, visit a TVH booth at another show this upcoming spring: ConExpo, March 14 – 18, 2023, Booth #S61315 ProMat, March 20 – 23, 2023, Booth #S4113 MHEDA Convention, April 29 – May 3, 2023, Booth #38
TVH receives prestigious Industry Award
TVH Parts Co., a provider of quality replacement parts and accessories for the material handling, industrial, and light construction equipment industries, has earned the prestigious MVS (Most Valuable Supplier) Award for achievements in 2022. The MVS Award is granted by the industry’s trade association, MHEDA (Material Handling Equipment Distributors Association) to less than 10% of all member companies. This is the 8th consecutive year that TVH has earned the MVS Award. This industry award recognizes companies that have demonstrated an exemplary commitment to their dealer network, their employees, and their community. To qualify for the MVS Award, TVH was required to meet a series of criteria in a number of areas important to the distributor companies who do business with them. In addition to confirming an ongoing commitment to safety and employee training, award recipients must provide documentation of active participation in a program that “gives back.” MVS Award winners have demonstrated an overall commitment to business excellence by documenting programs in the following areas: Industry Advocacy Distributor Advocacy Business Networking Continuing Education Business Best Practices “The MVS Award recognizes the best-of-the-best in our industry and is displayed with honor. To check all the boxes from education, industry best practices, awards, networking, employee engagement, giving back, and much more, MHEDA is proud to have so many companies achieve this award. MHEDA appreciates the dedication to MHEDA and being a leader in this great industry that we are so blessed to be in.” John L. Gelsimino President of All Lift Service Co. Inc. and 2023 MHEDA Chairman.
NORD DRIVESYSTEMS exhibits High-Efficiency Drive Solutions at ProMat 2023
NORD DRIVESYSTEMS will be attending this year’s ProMat Exhibition to showcase its reliable supply chain solutions. Their modular product design delivers versatility with over 20,000,000 unique configurations of gearboxes, electric motors, and variable frequency drives – eliminating the need for costly custom components. NORD will display these specialized solutions at ProMat Booth N8325: NORDAC® ON/ON+ Variable Frequency Drives NORDAC ON/ON+ VFDs offer a compact, flexible design developed to meet the specific requirements of horizontal conveyor technology. NORDAC ON VFDs are designed for use with IE3 asynchronous motors while NORDAC ON+ VFDs have been optimized for performance with IE5+ synchronous motors. These VFDs feature an integrated Ethernet interface, full Plug-&-Play capabilities, and functional safety options such as STO and SS1. With precise positioning and full PLC functionality for dynamic control of conveyor systems, NORDAC ON/ON+ VFDs provide a reliable, cost-effective solution for IIoT environments. IE5+ Synchronous Motors IE5+ synchronous motors achieve ultimate efficiency in a compact, versatile design that can be installed quickly and easily. They are available in two versions – a non-ventilated variant (N-design) for hygienic wash-down areas and a ventilated variant (F-design) with high overload capacity suited for intralogistics. IE5+ motors provide a standardized, high-efficiency solution thanks to their constant torque over a wide speed range. This enables them to eliminate the need for system variants, minimize operating costs, and increase energy savings. DuoDrive Integrated Gear Unit and Motor NORD’s new DuoDrive with an integrated IE5+ motor and single-stage helical gear unit brings a new level of energy efficiency and easy system maintenance. The compact, modular design features full Plug-&-Play capabilities for fast commissioning, quick installation, and minimal space requirements. Constant motor torque over a wide speed range enables system variants to be reduced – minimizing administrative expenses and optimizing service processes. The DuoDrive is especially suitable for supply chain applications due to its high-power density, extremely high system efficiency of up to 92%, and quiet operation. LogiDrive™ Complete Drive Solution The LogiDrive™ solution is a service-friendly, modular system designed for standardization and reduction of system variants. The package combines a gear unit with high overload capacity, a high-efficiency electric motor, and a compact variable frequency drive for a complete solution that is flexible, low-maintenance, and 4.0-ready! Efficient operation at partial load and low speeds makes LogiDrive especially suited for a variety of conveyors in high-volume warehousing, parcel distribution systems, and packaging systems. As a complete package, LogiDrive consists of: -Two-stage helical bevel gear unit or DuoDrive -IE3/IE4/IE5+ electric motor -Decentralized variable frequency drive -Power plug connector -M12 connectors -Incremental encoder -Pre-assembled cables Two-Stage Helical Bevel Gear Units NORD’s two-stage helical bevel gear units deliver efficient operation in a compact, robust design ideal for conveyor systems. They feature a large speed range, quiet operation, and high axial and radial load capacities. Flexible installation options are available including various input and output options, solid and hollow shafts, and foot, flange, or shaft mounting – making the drives highly adaptable to a wide range of applications and environments. NORDBLOC®.1 Helical Inline Gear Units NORDBLOC®.1 helical inline gear units are characterized by quiet, reliable performance in a smooth, easy-to-clean design. Their UNICASE™ housing is made from high-strength, low-weight aluminum alloy and ensures a long service life with increased stability and safe operation. They offer 13 case sizes to choose from as well as the performance of 0.16 – 60 hp, keyless shaft designs with Shrink Disc and GRIPMAXX™, and foot or flange mounting. High output torques paired with efficient operation reduce system costs for a lower Total Cost of Ownership (TCO) and a fast Return on Investment (ROI). Condition Monitoring for Predictive Maintenance With Condition Monitoring for Predictive Maintenance, drive and status data are recorded at regular intervals or continuously to optimize the operational safety and efficiency of systems. The results derived from data analysis enable machines to be proactively maintained and avoid unplanned downtimes. This status-based maintenance approach prolongs the service life of components and machines, increases system availability, and reduces service and material costs. Condition Monitoring can even determine the optimal time to change oil, ensuing systems are always operating at their highest capacity. To learn more about these products from NORD DRIVESYSTEMS, visit www.digital-trade-fair.nord.com/en-us/promat.
Flight Systems celebrates 55th anniversary
Flight Systems Industrial Products (FSIP) established in 1968, celebrates its 55th anniversary. In the early years, FSIP designed and manufactured aviation electronics for aircraft and runways. Today, they are recognized for electronic manufacturing, remanufacturing, electrification design, as a distribution channel, and offering solutions for battery equipment. The products offered serve numerous markets including material handling, golf cars, ATVs/UTVs, mining, boating, cleaning, go-karting, ground support equipment, and more. FSIP is committed to providing its customers with products and services that are the best in the electric vehicle industry. They employ technical expertise, efficient manufacturing practices, and OEM relationships to provide cost-effective, reliable solutions across EV markets. Battery Management – Chargers, load banks/dischargers, modules, regeneration, & watering systems Parts/Components -Contactors, controllers, conversion kits, displays/gauges, joysticks, motors, and test equipment, etc. Services – Manufacturing, Remanufacturing, Distribution, Electric System Design, and Battery Solutions Company General Manager, Pamela Jones stated “We have achieved this landmark anniversary through the hard work and dedication of our organization. Our focus is on culture, outstanding customer service, responsiveness, and innovation. We aim to fully satisfy our customer’s requirements and expectations while always keeping an eye on the future and working to service the fast-changing products and markets that we serve”. For more information about Flight Systems Industrial Products visit shop.fsip.biz. For product inquiries, contact Sales Support at 1-800-333-1194 or email: sales@fsip.biz Our team members are available between 8:00 -5:30 ET.
Women In Trucking Association announces its February 2023 Member of the Month
The Women In Trucking Association (WIT) has announced Cara Howes as its February 2023 Member of the Month. Cara is a parts distribution center manager at PACCAR Parts, a division of PACCAR Inc. Cara has been interested in the trucking industry for as long as she can remember. Her mother was a PACCAR employee, and Cara has fond memories of “bring your daughter to work day” as a child. Her grandfather owned a tanker business in Oregon and was a longtime Kenworth customer. Cara loved spending summers with her father, befriending Kenworth truck drivers, and making trucks her playground. One of her favorite games growing up was playing “name that truck” on family road trips. For Cara, joining PACCAR was an easy decision. Cara has worked at PACCAR for almost 15 years and has held key positions, including assistant director of customer service and assistant director of materials before switching to the operations side of the business. The way stuff moves have always fascinated Cara. She loves coordinating the movement of truck parts from point A to point B and takes pride in getting things where they need to be when they need to be there. Cara believes working in operations and logistics requires creative thinking and problem-solving as no two issues are the same. While there are guidelines, every situation is unique and requires perseverance regardless of obstacles. She motivates herself and her team with the mantra that a truck is a driver’s home, and it’s critical they have access to the parts they need to stay on the road. She understands the direct impact PACCAR employees have on a driver’s life. In addition to Cara’s impressive professional career, she also serves in the United States Navy Reserve as a supply corps officer and was recently selected for the rank of commander. She serves as officer-in-charge for the Fuels Detachment supporting Fleet Logistics Center San Diego. Cara deployed to Afghanistan from 2011 to 2012 as part of a Logistics Mobile Training Team focused on training the Afghan National Army and Afghan National Police on logistics best practices across the country. Her personal awards include two Navy Commendation Medals, an Army Commendation Medal, and five Navy Achievement Medals. Cara’s husband also works at PACCAR Parts as a supplier quality manager. They met while playing on the corporate softball team in 2007. Now, they stay busy raising their seven-year-old twin daughters. The girls know that mom and dad work for PACCAR, the company that owns Kenworth and Peterbilt. Cara has passed down “name that truck” to her daughters with an “is it a Kenworth or a Peterbilt” twist. They cannot wait to work at PACCAR when they are older. Cara’s advice to women wanting to break into the trucking industry is, “just do it. Take your comfort zone and smash it because growth comes from new challenges!”
Whose customer is it anyway
Electrification in the material handling industry, electrified equipment, and fleets, are not just ‘buzz’ words anymore as much as they are business trends within our industry. As we continue to see this increasing trend of electrification of forklift fleets across our industry, many dealers and independent service providers are embracing this as part of their business strategy. They must also understand and be educated on environmental regulatory changes that will affect our industry and adjacent industries in the years to come. If you recall what I wrote in last month’s edition, many businesses now have dedicated departments and positions for Environmental, Social, and Governance (ESG). Some may be instituting corporate policies around environmental issues such as air pollution, greenhouse gas emissions, and compliance with government environmental regulations. For example, The California Air Resources Board wants to “accelerate the transition to zero-emission to meet the state’s air quality and greenhouse gas reduction goals. They are currently developing a measure that would drive the greater deployment of zero-emission forklifts within fleets throughout the state; one of several near-term actions intended to facilitate further zero-emission equipment penetration in the off-road sector. This measure is scheduled for Board consideration in 2023.” Keep in mind; they already passed legislation requiring all new cars sold in the state by 2035 to be free of greenhouse gas emissions such as carbon dioxide. Just this past December, the Material Handling Industry (MHI) launched a new Industry Group, the Advanced Energy Council (AEC), focused on advanced energy solutions including lithium-ion batteries, hydrogen fuel cells, and other technologies and accessories. As stated on the MHI website, “The group’s mission is to uplift and promote the safe use and adoption of advanced energy technologies in motive material handling applications by advancing sustainable motive material handling energy solutions.” The rental equipment industry is also embracing these regulatory impacts as they look to provide customers with higher efficiency, lower emission, and alternatively fueled rental equipment. In particular, with their MEWP rental fleets, many of the MEWP OEMs have introduced fully electric models, as well as incorporating lithium-ion battery technology too. The end-customer they rent to, particularly on job sites, must adhere to stricter emission and noise standards. So what does this all mean to the sales of aftermarket parts and service for forklifts? Well, in general, electric forklifts tend to last longer than internal combustion trucks because they have fewer parts. Having fewer replaceable parts, means fewer service and maintenance requirements, translating to fewer service and parts dollars available to capture for the lift truck service provider. Enter the additional ‘solution’ to the full-solutions provider lift truck dealership. Optimizing forklift battery management is a value-added service to the end customer that dealerships are recognizing as another revenue stream. In the traditional model, the dealership sells the truck to the end customer and the battery agent sells the battery through the dealership. This raises the question, who owns the customer relationship and the customer experience? Furthermore, who owns the forklift battery management after the sale of the new or used forklift? As I have stated previously, modern lift truck dealership and independent service provider has evolved as they look to be a full solutions provider for all of the needs of their customers. Adding sales and service of everything in the warehouse, including forklifts, personnel burden carriers, sweeper scrubber equipment, racking, dock and door, warehouse management systems, etc. Promoting the ‘one-stop shop’ full-service offering and delivering outstanding customer service, the forklift battery management is now being considered an addition to that same ‘one-stop shop’ offering. Today, battery manufacturers are sometimes more than just a manufacturer; they also provide after-sales support to their dealers for the forklift batteries, chargers, and accessories that they produce. Many of these battery manufacturers have existing strategic partnerships with OEMs. The rise of lithium-ion battery manufacturers has also led to an increase in strategic partnerships with said manufacturers and OEMs. Over the past few years, many dealerships have started to acquire forklift battery agent businesses or ventured on their own to provide full forklift battery solutions for their customers. Solutions include industrial chargers, battery maintenance, used and reconditioned batteries, battery and charger rentals, and battery parts and accessories. This is a trend that I feel will continue to be on the rise. This trend will put the battery agents and the OEM dealers in an interesting situation. As with the sale of a lift truck, the recurring revenue is in the parts and service after the sale of the lift truck as is the same for the sale of a forklift battery, there is more money in the service. The threat to the traditional OEM-Dealership model is the third-party service provider as they have already shifted their business strategies to attempt to capture a competitive advantage in the market. As with dealerships, the third-party service providers have also started racking up acquisitions in the full-service forklift battery management space. If the trend in automotive does mirror itself into the off-road equipment sector such as the forklift industry, what will the impact be on your business and your market? Everything from the diagnostics to the parts consumption are factors that will have an impact on your service departments. The revenue in the sale and service of forklift batteries while maintaining and monitoring them for consistent, reliable performance and long service life is the value to the end customer regardless of who provides the battery service as it is a crucial part of the uptime of their electric forklift fleet. The question is who owns this customer and the customer experience? About the Author: Chris Aiello is the Business Development Manager at TVH Parts Co. He has been in the equipment business for 16-plus years as a service manager, quality assurance manager, and business development manager. Chris now manages a national outside sales team selling replacement parts and accessories in various equipment markets such as material handling, equipment rental, and construction/earthmoving dealerships.
APEM Inc. low-profile joystick is tough and precise
The expanded availability of APEM’s XS Series low-profile joystick/thumbstick provides designers with more industrial-grade precision control options APEM announces expanded availability of the XS Series low-profile joystick/thumbstick, ideal for robust applications requiring precise control of industrial equipment, construction vehicles, and marine vessels. Many of the most challenging industrial, commercial, and marine applications incorporate extensive operator control interfaces, via wired or wireless consoles, armrests, belly boxes, and pendants. Users need responsive multi-axis devices supporting precise control, designed to survive the harsh environment. Because these installations have limited space, APEM has developed the XS Series with these manufacturers, OEMs, and end users in mind. XS Series joysticks are three-axis—X, Y, plus Z center tap—with a minimized yet very usable height. The compact size of just 47mm overall height above the panel face is one of the lowest available, making the joystick less vulnerable to impact, and allowing it to be located on dense control arrays without restricting access to other devices. The minimal height means that guarding provisions can also be lower on control panels, providing suitable drop protection while avoiding interference with user actions. Nylon covering a stainless-steel shaft provides a durable and easily gripped surface, and the entire assembly is rated IP66 at operating temperatures from -22 to 185DegF. The two-convolution gaiter is designed so that self-alignment is guaranteed, and no sealing washer is needed. XS joysticks can be installed as a drop-in or rear-mounted for best design flexibility, and they are tested to survive a 1m free fall, along with vibration resistance in accordance with IEC 60068. The joystick is designed to meet industrial-grade EMC and ESD ratings in accordance with IEC 61000. The expected lifetime of 10 million cycles in such a trim form factor is made possible with an updated metal gimbal/base pivot mechanism and limiter for the Hall effect sensor, and improved wire routing. A comprehensive validation plan ensures adherence to all performance requirements. With a standard operating voltage of 3.3 or 5VDC, the Hall effect sensor can operate as a single- or dual-axis, with dual and dual-inverse outputs available. Outputs can be analog or PWM, each including center-detect and center-tap signaling. A straightforward part number configurator lets users easily select among five signaling options, five gain levels, four-movement limiter types, two handle shapes, and four spring force levels. Other customization options, including color, are available.
Cheers to a New Year!
I hope that everyone reading this is coming off a great 2022 and is ready to come out of the gate firing on all cylinders in 2023. As I write this article, topics such as inflation, interest rates, economic outlook, supply chain, automation, technology, competition for talent, and electrification of the North American forklift fleet remain at the top of mind for many lift truck dealers. These topics and their impact on our industry could be a column each on its own. However, to kick off this New Year edition, I wanted to briefly touch on some of these topics. Supply Chain The hidden cost of variability in the supply chain was the topic of my column in the October edition. There I posed a few questions: What is your dealership doing to diversify your offerings? Are the various departments within your dealership working together to optimize purchases of inventory and products from your suppliers? A few trends continue to prevail on the supply chain topic. Labor shortages and disruptions are still a factor throughout the supply chain. China is sticking to the zero-tolerance COVID-19 policy, which has the potential for disruptions when their ports shut down for COVID reasons. Ocean freight rates are trending down; however, some are stating that this trend could be due to the early shipment of Christmas retail goods. There is likely to be continued pressure on certain products, especially those with electronics as there have yet to be signs of improvement in chips or electronic components availability. Variability in the supply chain will continue to be a thing in 2023 and your procurement teams will continue to have to determine which products and commodities it makes sense to apply just-in-time inventory practices to vs just in case. Businesses must continue to remain vigilant in anticipating supply chain disruptions and have alternative options ready in advance to avoid not only a negative impact on their revenue stream but also prevent negative customer experience. Automation It was great to see in-person trade shows thriving and back to pre-pandemic or higher attendance in 2022. I attended last year’s MODEX show in person and it was evident that automation was one of the top themes. Labor shortages continue to be a trend with our industry’s target customers such as warehouses, fulfillment centers, big box stores, etc. These warehousing companies are implementing automation, robotics, and artificial intelligence to not only attract and retain a younger generation but also to fill the voids of shortage of labor in warehousing facilities. Many lift truck dealers in our industry have added systems and automation solutions to meet the needs of their customers over the past years, especially as they needed to have additional products to sell. Smart warehousing and automation will continue to advance in our industry and there will be plenty of opportunities to sell parts and service this type of equipment as well. The need for additional technicians on your service team will certainly play into the ability to provide aftermarket service on these systems. Competition for Talent The labor shortage and competition for talent, especially for your service technician workforce has been a hot topic for many years now and remains as such. As I mentioned in my previous paragraph, if you are looking to add the service opportunities that come with the boom in smart warehousing and automation, then you will either look to add additional service technicians or invest in training your existing technician force. As a growing number of service technicians are retiring or nearing retirement, dealers and independent service providers continue to face a shortage of technicians. The competition for talent is certainly not limited to your service technician staff. The competition for parts professionals, sales staff, office personnel, and management will continue to be fierce. You will want to be sure to keep your finger on the pulse of the retaining, recruiting, and development of your workforce. Be mindful of what businesses are doing in not only this industry or adjacent industries; keep up with what businesses are doing across various types of industries. Electrification Many businesses now have dedicated departments and positions for Environmental, Social, and Governance. Some may be instituting corporate policies around environmental issues such as air pollution, greenhouse gas emissions, and compliance with government environmental regulations. For example, according to a recent article on the Rental Equipment Register website, “Sunbelt Rentals will be expanding its electric on-road fleet with an order of 700 Ford F-150 Lightning trucks. The purchase of the trucks will contribute to the goal Sunbelt Rentals set to reduce greenhouse gas (GHG) emission intensity by 35 percent by 2030.” Just this past year, the California Air Resources Board, passed legislation that will require all new cars sold in the state by 2035 to be free of greenhouse gas emissions such as carbon dioxide. If you visit the California Air Resources Board website, you will read there they are trying to “accelerate the transition to zero-emission to meet the state’s air quality and greenhouse gas reduction goals. They are currently developing a measure that would drive the greater deployment of zero-emission forklifts within fleets throughout the state; one of several near-term actions intended to facilitate further zero-emission equipment penetration in the off-road sector. This measure is scheduled for Board consideration in 2023.” If the trend in automotive does mirror itself into the off-road equipment sector such as the forklift industry, what will the impact be on your business and your market? Manufacturers and new equipment sales aside, the service of electric forklifts is different than the service of internal combustion or gas-powered forklifts. Everything from the diagnostics to the parts consumption are factors that will have an impact on your service departments. Electrification in the forklift industry electrified equipment and fleets, will be hot topics in 2023. Technology As I wrote in my November column, B2C customer experience and shift of buying behavior to the ease of online transactions is now an expectation of your customers and
Selected Joulin grippers now sold under the Kenos® brand
End of May, Piab acquired Joulin, a global provider of vacuum gripping solutions. Now, Piab has integrated three of Joulin’s gripper ranges into its Kenos® portfolio, while the solutions for the heavy-duty industries continue to be marketed under the Joulin brand, whose experts further support these industries in defining the best system for each individual customer. As the market for material handling solutions is growing rapidly, Joulin has a perfect strategic fit to the Piab business. Through the acquisition, Piab is evolving automation further by strengthening our position as a world-leading automation company in our core industries and applications as well as taking a significant step into the raw wood industry, building on Joulin’s 60 years of experience. To further reinforce and expand the solutions business in heavy-duty applications and the wood industry, these solutions consisting of large grippers and gantry cranes will continue to be marketed under the Joulin brand. The industry-known experts will remain to design and build solutions matching individual customer needs and provide their top service. At the same time, the selected gripper ranges developed by Joulin, including the MiniGrip, the FlexiGrip, and the Safe&Light are integrated into the Kenos® brand, which perfectly complements the existing Piab portfolio and further strengthens the support of different needs of the customers. The Kenos® MiniGrip (KMG) is suitable for the FMCG, food & beverage, and automotive industries. It is a foam gripper that can be adapted to tight clearance applications in an End-of-Arm Tool (EOAT). Its foam surface offers the versatility to pick a variety of different objects without adjustment. In case of uneven layer heights, KMG can be equipped with level compensators without needing to change the mounting device. Find out more about it by clicking here! The Kenos® FlexiGrip (KFG) is suitable for the food & beverage, automotive, and construction industries. It is a vacuum foam gripper that can be used as a single gripper on robots as well as on cobots, or combined into an EOAT for use with industrial robots. With its foam surface, it offers the flexibility to pick a variety of different products without adjustment. Its modular design provides the flexibility for fast and easy set-up in case of product changes as well as simple integration into existing equipment. Learn more by clicking here! The Kenos® Safe&Light (KSL) is suitable for use in applications such as packaging, warehousing, and end-of-line production. Thanks to its special design of a carbon fiber structure holding a foam-made body, it is extremely lightweight allowing you to make maximum use of the robot or cobot payload. It is a robust and simple solution for a broad range of purposes, particularly for palletizing applications in rugged and dusty environments. Read on by clicking here! As a vacuum technology leader Piab offers a wide range of solutions for various industries and applications, from suction cups and pumps to full EOAT and custom solutions. Whatever the needs and requirements of the application. Piab’s experts support all customers in the right selection of gripping tools and act as reliable partners from the beginning and beyond.
ETEL’s new Magnetic Tracks for Linear Motors enable more force with no redesign
Offering a track with stronger magnets for their linear motors than previously available, ETEL introduces the new MWD+. This magnet-track family is compatible with any existing LMG and LMS linear motor from ETEL, enabling up to 15% higher continuous and peak forces compared to the existing MWD product. With the option of more powerful magnets, ETEL is providing a way for customers to give a performance boost to their LMG or LMS linear motors without needing to do any redesigns. All MWD+ magnetic tracks share the exact same physical profile as their MWD counterparts. Because of this, a user can easily increase performance by either upgrading to MWD+ or going from the LMG to an LMS motor that has extra height but otherwise shares the same mechanical profile and magnet tracks. Both of these options allow ETEL component users to increase the performance of a system with minimum mechanical changes. As part of the HEIDENHAIN Group, ETEL now offers this MWD+ with benefits that translate into higher force density per unit volume, allowing either to improve the overall duty cycle or to run a given duty cycle at lower temperatures.
Emerson reinvents Pressure Relief Valves to improve performance and reduce emissions
New Crosby Balanced Diaphragm and Bellows leak detection pressure relief valve solutions improve performance, safety, and reliability while reducing emissions Emerson has announced the release of two new-to-the-world technologies for the Crosby™ J-Series pressure relief valve (PRV) product line. The first is a Balanced Diaphragm, which eliminates the need for bellows in PRVs, while providing balanced operation against backpressure to lower the cost of ownership and enhance performance. The second technology is Bellows Leak Detection, enabling remote detection of bellows ruptures in PRVs, with the capability to reduce and accurately calculate volumetric emissions in real time. Where backpressure is present, spring-loaded PRVs often utilize bellows to ensure balanced operation. Data analysis from 30,000 PRV service records across different industries and valve brands shows a bellows failure rate between 2% to 6%. In other words, a plant with 1,000 bellows PRVs may have between 20 to 60 PRVs continuously operating with damaged bellows. The most common causes of bellows failures are excessive backpressure and rapid cycling. Ruptured bellows will cause fugitive emissions and may prevent valve operation at the designed set pressure, with the risk of catastrophic overpressure events. The Crosby Balanced Diaphragm can replace bellows in PRV applications to address these and other issues. Its innovative design extends the backpressure limits from 60% to 80% and increases the Kb backpressure correction factor by up to 15%, expanding the application range of spring-loaded PRVs. The Kb factor is used to size PRVs when they are installed in closed systems subject to backpressure. Extending the backpressure limit and increasing the Kb factor often permits the use of smaller valves. In addition, diaphragms are inherently more resilient than bellows for higher backpressures and rapid cycling applications. Upgrading to a Balanced Diaphragm, therefore, lowers maintenance costs, improves reliability, and increases stability. The second technology, Bellows Leak Detection, addresses the problem of bellows failures, which are challenging to detect and often remain unnoticed for years until the removal of the valve for periodic service. Leak detection and repair (LDAR) programs may include PRVs, but their target sources for leakage detection are flanges or valve seats, so bellows ruptures will generate fugitive emissions through the PRV bonnet vent that may not be in the LDAR scope. In addition, PRV installations are often difficult to access and in hazardous locations, making leak detection difficult. The Bellows Leak Detection solution is a safer and more efficient method for detecting bellows failures and emissions. It consists of a backup piston and a Rosemount™ wireless or wired pressure transmitter. The backup piston can reduce emissions by over 90% in the event of a bellows rupture because it has a much smaller clearance than a standard bonnet vent, and it ensures balanced operation. The pressure transmitter provides instant timestamped notification of bellows failure and emissions volume data in real-time. Upgrade kits for existing Crosby J-Series PRVs are available for both new technologies, and new PRVs can be purchased with these features pre-installed. “With the growing global emphasis on sustainability, an increasing number of PRVs that currently vent to the atmosphere will require connections to flare systems to curb emissions. The resulting higher backpressures will push the limits of existing PRV designs, and the Balanced Diaphragm and Bellows Leak Detection breakthrough innovations will help our customers address this need,” said Judson Duncan, president of Emerson’s pressure management business.
Vacuum Interrupters introduces RVI-WL34854A replacement vacuum interrupter
Vacuum Interrupters, a manufacturer of replacement vacuum interrupters, pole assemblies, parts, and components for medium-voltage vacuum circuit breakers and contactors, introduces the RVI-WL34854A replacement vacuum interrupter. This direct fit-and-function replacement unit meets original equipment ratings and is intended for use in Westinghouse VCP-W vacuum circuit breakers. The WL-34854A is a component in Westinghouse/Cutler-Hammer vacuum bottle pole assembly numbers 691C334G03, 692C794G01, 8297A02H01, 8297A02H21, and 8297A05H01. The RVI-WL34854A is built to provide excellent high-voltage insulation, high cumulative and breaking capacity, exclusive internal torsion control, and an excellent vacuum seal thanks to its fine alumina ceramic. The replacement vacuum interrupter offers 1200 A RMS-rated current, 15 kV RMS maximum voltage, 95 kV peak impulse withstand, and 31.5 KA RMS-rated short-circuit breaking current. No modification is required for the proper installation and operation of the existing electrical equipment. Vacuum Interrupters can also provide assembly components and mounting hardware to aid in installation and shorten downtime.
Smart Vision Lights launches Lightgistics Machine Vision Lights for the Logistics Industry
Smart Vision Lights (SVL), a global provider in the design and manufacture of innovative LED illumination solutions, introduces the Lightgistics series, which aims to improve logistics and track-and-trace through machine vision lighting that offers greater than 10x brighter light pulses than its standard continuous mode. Highly reflective plastic wraps and shipping bags that present challenges in logistics applications such as barcode reading and optical character recognition (OCR), where speed and accuracy are key to success. Polarizers can overcome glare, but they reduce light output and therefore decrease clarity. The new Lightgistics series lights featuring Dual OverDrive — which combines SVL’s Deca OverDrive and standard OverDrive engines — are specifically designed to overcome this common challenge, allowing end users to attach polarizers while retaining exceptional light output that can handle any speed. “With Dual OverDrive, each light has two OverDrive engines, the first of which is Deca OverDrive, followed by Standard OverDrive,” says Steve Kinney, Director of Training, Compliance, and Technical Solutions at SVL. “When triggered, Deca OverDrive mode delivers a light pulse that is double standard OverDrive levels, resulting in a pulse up to 1 ms in duration that is more than 10 times brighter than most lights in standard continuous mode.” Available in the ring and linear formats, the new lights offer direct connection and control through a camera’s trigger output. The ring lights can be mounted directly to most common machine vision camera housings through optional mounting plates, while the linear lights come in 300 or 600-mm lengths and can be used to create tunnel systems capable of illuminating a package of any size. The result is perfect readability, no matter the shape or material. The JWL150-DO, JWL225-DO, RHI200-DO, and LHI200-DO Lightgistics lights also feature a new integrated cable that connects to the camera, light, and controller and reaches up to 15 m, while universal mounts mean the lights work with almost any camera on the market. The combination of the integrated control cable and the universal mount provides a compact, one-unit solution for plug-and-play functionality. Although the Lightgistics series targets logistics applications, the new lights can be reliably deployed into any high-speed inspection application involving fast-moving objects and quick repetition times.
How is Business?
As we wind down 2022, in writing this month’s column, I felt compelled to reflect on something that stuck with me from a keynote speaker from an event I recently attended. The speaker had everyone in attendance stand up and instructed all of us to respond to his question with one word. The question he asked was, “How is Business?” Then with great exuberance, the entire audience responded with, “UNBELIEVABLE!” That certainly set the tone for his presentation and audience engagement, but also the past year or two really has been unbelievable for almost all of the dealers that I have spoken to. As we approach the New Year and your KPI goals are achieved, projects completed, and end-of-year meetings and celebrations bring excitement for the year to come, however, the wrap to this unbelievable year may also bring uncertainty for what is to come. Discussions around whether there will be a recession in the coming year or whether we’re already in a recession definitely put a damper on things. Nonetheless, I hope you all are able to celebrate all the unbelievable things that happened for you and your businesses in 2022. Some of your business plans for 2023 might include consolidation or merger and acquisition activity. Another MHEDA Trend for 2023 touches on this topic states, ‘Business valuation and succession planning will take on more importance as owners consider retirement and consolidation continues.’ This trend sets as a perfect segue of what I want to get into in this month’s column. The fine line between the manufacturer and dealer relationship, especially as our industry continues to see more and more mergers and acquisitions in forklift dealerships. The OEM and dealer relationship is a mutually beneficial relationship. The OEM relies on the dealer/distributor to populate the market with the sale of their products. The dealer also provides local customers with parts, service, and both technical and after-sale support for these products. The end-user customer’s lift truck needs are continually evolving. OEMs work alongside their dealer networks to assist the dealer as needed, some examples include but are not limited to assisting with financing, process warranty-related inquiries, addressing any safety concerns, etc. Any OEM that I speak to will tell you that their dealer/distributor network is the key to their success. Nonetheless, as we transition to 2023, I believe the lift truck industry is currently segmented into these categories: Factory Stores, Independent Distributors, Mega Dealers, and Third-Party Service Providers. Let us examine each: Factory Stores The rising trend of more OEM factory stores in the industry can be a direct result of independent distributors faced with the problem of succession planning. The owners or dealer principals do not have a succession plan in place; meanwhile, the factory cannot find a suitable buyer to buy said dealership, so the dealer ends up buying it and converting it into a factory store. As mentioned earlier, the OEM factory relies on the dealer to populate the market with the sale of their products. If the dealer does not have a succession plan in place, the OEM does not want to lose their share of that particular market the dealer is operating in, therefore the OEM purchases the dealership and converts it to a factory store. In addition, the appeal to the OEM to purchase the dealership is the parts and service revenue that a dealership generates. This revenue protects the factory and flattens out the peaks and valleys of a crazy marketplace. Parts and Service revenue help a dealership weather the storm during an economic downturn. Independent Distributors My column’s predecessor Dave Baiocchi once said as it relates to the independent distributor: “Independent dealers are a necessary component of the material handling industry.” As more and more OEM factory stores continue to enter the market, one of the main differences to note when comparing a factory store to an independent dealer is the entrepreneurial spirit. As a dealer principal once told me, it’s ‘their house on the line’ when it comes to business and that mindset is hard to replicate at a factory store. That entrepreneurial spirit is a scarce commodity these days and can provide the independent distributor more advantages than before and is more valuable to their OEM. The independent distributor is also able to be more agile. They are able to make changes and decisions quickly, which could be a competitive advantage in the marketplace. For example, being able to respond quickly to changing market conditions or competitors. Mega Dealers Recent market conditions have made it more conducive for the independent distributor to sell their dealership, especially when approached with an offer they can’t refuse and they don’t have anyone else in succession to sell to. Enter the Mega Dealer. These mostly family-owned, sometimes 2nd or 3rd generation dealerships continue to grow their geographic footprint through mergers and acquisitions. What was once a trend of these acquisitions within their local or adjacent markets, we are starting to see more and more of these Mega Dealers’ footprints span from coast-to-coast. The benefit of the Mega Dealer is economies of scale: reduction in costs from consolidation, elimination of redundancies, increased buying power, etc. Their competitive advantage in the marketplace is their ability to expand their reach to businesses across the country. In addition, many of these Mega Dealers within the industry today offer many products and services in addition to the primary lift truck OEM brand they represent. Some of these offerings include warehousing and distribution solutions, large rental fleets of aerial equipment, or representing OEMs of the adjacent category of heavy construction equipment or compact dirt construction equipment. These diversified offerings can also be that of an independent distributor; however, it is more prevalent within the offering of a Mega Dealer. The Mega Dealer model can certainly come at a cost as well in regards to our topic of the fine line between the dealer and manufacturer relationship. A Mega Dealer representing multiple OEM lines can create animosity among the manufacturers
New High-Inertia 1FK7-HI Servomotors added to Siemens offerings
Siemens Industry, Inc. has announced that it is expanding its popular 1FK7 servomotor family, with the introduction of a new high-inertia style. The higher rotor inertia of this design makes the control response of the new 1FK7-HI servomotors highly robust and suitable for high- and variable-load inertia applications, including the feed and auxiliary axes on machine tools, as well as winders and unwinders on converting, packaging, and printing equipment. These self-cooled 1FK7-HI servomotors provide stall torque in the 3 Nm to 20 Nm range and are offered in IP64 or IP65 with IP67 flange degree of protection, with selectable options for plain or keyed shaft, holding brake, 22-bit incremental or absolute encoders, as well as 18 color options. A mechanical decoupler between the motor and encoder shaft protects the encoder from mechanical vibrations, providing a long service life. In cases where the encoder needs to be exchanged, the device automatically aligns the encoder signal to the rotor pole position, enabling feedbacks to be changed in the field in less than five minutes. These new Siemens 1FK7-HI servomotors also feature the unique Drive-Cliq® serial bus and electronic nameplate recognition, allowing virtual plug-n-play operation when paired to the Sinamics® S drive platform. All servomotors in this new line are also configured to interface with Siemens Sinumerik® CNC technology for machine tool applications and the motion controller Simotion® for general motion control use. Selecting the proper motor to suit the application is facilitated by the Siemens Sizer® toolbox and compatible 3D CAD model-generating CAD-Creator package.
Orbital Wrapper manufacturer increases Made in USA components to 90 percent
Orbital wrapping machine manufacturer TAB Industries, LLC, Reading, Pa.has increased the amount of component parts that are “Made in USA” in its TAB Wrapper Tornado line of pallet wrappers to 90 percent. Now manufacturing more than 40 different parts per orbital wrapper in its Reading, PA facility, the company increased the use of in-house and locally sourced components as a key part of its business strategy to help insulate production from global supply chain disruptions and permit faster lead times. Recent investments in fabricating, welding, automated laser cutting, and CNC machining equipment have eliminated reliance on outside suppliers and accelerated lead times by approximately two weeks. Current lead times for the standard model wrapping system are at eight weeks. First manufactured in 2011 using only [40?] percent of component parts that are “Made in USA”, the TAB Wrapper Tornado orbital wrappers today feature heavy gauge steel wrapping rings, laser cut machine guarding, a variety of latches, clips, and plates, and advanced electronics, all designed, manufactured, assembled, wired, and programmed in-house and delivered ready to plug in and operate. The company’s streamlined production capabilities also promote fast delivery of replacement parts. The TAB Wrapper Tornado line of orbital wrapping machines automatically applies stretch wrap 360 degrees around and under the pallet and load to create a sturdy, secure, unitized load in seconds without banding, boxing, or strapping. Testing is offered using customer-supplied pallet loads to verify performance.