PAC Machinery Bags and Materials now offers bags made from 100% recycled resin for automatic bagging machines
PAC Machinery Bags and Materials announces a new polyethylene bag formulation made from 100% recycled resin. Designed for automatic bagging machines, the Recylene® line of Rollbags® is made with the environmentally-conscious brand and businesses in mind, with the material now produced using up to 100% recycled resin content. This product announcement benefits packagers who use pre-opened bags for automatic baggers as well as other polyethylene films, as they can now package products in bags that are made of 100% recycled plastic resin. These resins can come from three types of plastic waste, including industrial manufacturing, consumer waste, and ocean-bound plastics. PAC Machinery has a number of product formats in which customers can get 100% recycled bags, including: Rollbag pre-opened bags on a roll (clear and white/grey coex for mailing) Rollbag pre-opened bags in a box (clear and white/grey coex for mailing) Poly tubing Centerfold or sheeting for automatic L-bar sealers and side sealers Go here for more information on additional sustainable material options: https://www.pacmachinery.com/products/additional-sustainable-bag-options/ “Developing environmentally-conscious products is a core value driving our company product development today and also one of the hottest topics in the packaging industry right now,” said Greg Quinn, General Manager of PAC Machinery Bags and Materials. “We help our customers easily bag more responsibly, which they can be proud to communicate to their customers, as the bag can be made of 100% recycled plastic resin,” Quinn said.
Plastics Industry Association (PLASTICS) issues Committee on Equipment Statistics Report for Q1 2023
The Plastics Industry Association (PLASTICS) released the Committee on Equipment Statistics (CES) report for the first quarter of 2023, authored by Chief Economist, Dr. Perc Pineda. “Despite a weaker economic outlook, plastics machinery shipments managed to show year-on-year growth,” writes Dr. Pineda. “First-quarter shipments were slightly lower than the previous quarter, but this is typically expected as the first quarter tends to have lower shipment volumes. The current first-quarter shipments are comparable to previous quarters during economic expansions.” Click here to read the full report on the PLASTICS’ blog page.
National Forklift Safety Day 10th Anniversary to feature Government and Industry experts
Industrial Truck Association’s June 13 event emphasizes safety training and practices The 10th Anniversary of National Forklift Safety Day will take place both in person and virtually on Tuesday, June 13, 2023, from 9:00 – 11:00 a.m. (Eastern) at the National Press Club in Washington, D.C. National Forklift Safety Day serves as an opportunity for forklift manufacturers and the industry to highlight the safe use of forklifts, the value of operator training, and the need for daily equipment checks. Open to the public, National Forklift Safety Day will be available virtually by visiting the Industrial Truck Association’s website. The format for 2023 will include presentations from government representatives, safety experts, and industry representatives. The speakers for National Forklift Safety Day 2023 include: Brian Feehan, President, Industrial Truck Association Chuck Pascarelli, ITA Chairman of the Board and President, Americas, Hyster-Yale Group Douglas Parker, Assistant Secretary of Labor for Occupational Safety and Health Administration (OSHA) Michael Wood, Senior Vice President for Quality, Health, Safety and Environment (QHSE), TEAM Industrial Services Ed Stilwell, Innovation Chief Technologist, Hyster-Yale Group Information about National Forklift Safety Day is available on ITA’s website at www.indtrk.org/national-forklift-safety-day.
Herc Rentals recognized among America’s Climate Leaders 2023
Herc Holdings, Inc., a North American equipment rental supplier operating through Herc Rentals Inc., has been included on USA TODAY’s list of America’s Climate Leaders 2023. This distinction is presented by USA TODAY and Statista Inc., a world-leading statistics portal and industry ranking provider, to U.S. companies that achieved comparably significant reductions in Scope 1 and 2 greenhouse gas emissions intensity, relative to revenue, from 2019 to 2021. To be considered for inclusion on the list, companies must have reported $50 million or more in revenue in 2021 and met emission data reporting criteria. “A focal point of our sustainability efforts is reducing our greenhouse gas emissions and, since 2019, we have reduced Scope 1 and 2 GHG emissions intensity by 17%,” said Herc Rentals President and CEO Larry Silber. “Our recognition as one of America’s Climate Leaders for 2023 reflects the progress we are making on our sustainability initiatives and our continued efforts to reduce the environmental impacts of our business activities.” Herc Rentals’ ESG strategy and sustainability goals can be viewed here: https://ir.hercrentals.com/sustainability To view the list of America’s Climate Leaders 2023, visit www.usatoday.com
BLET and Union Pacific reach historic agreement to improve work schedules and time off for Locomotive Engineers
The Brotherhood of Locomotive Engineers and Trainmen (BLET) and Union Pacific Railroad today announced a historic tentative agreement that enhances the quality of life for Union Pacific’s locomotive engineers and their families by making it possible for them to have more predictable schedules. It also will enable the railroad to better manage staffing levels, which supports more consistent and reliable service. The tentative agreement provides locomotive engineers with an 11 days on, 4 days off schedule. Union Pacific expects to make meaningful progress in implementing the new work/rest schedules within a year of ratification. “The 11-4 work/rest schedule will be life-altering for employees who are used to working on-call 24/7, 365 days a year,” said BLET National President Eddie Hall. “We applaud our BLET General Chairmen and Union Pacific’s management for this important step that we believe will improve our members’ quality of life. This significant change in scheduling not only will make life better for locomotive engineers and their families, it also should help Union Pacific retain and recruit employees.” “Union Pacific values its craft professionals and their candid feedback, which have led to these historic changes, improving the quality of life for the locomotive engineers who move the goods Americans rely on every day,” said Chairman, President and CEO Lance Fritz. “Last fall, we promised to address their concerns and find solutions, and we want to thank union leadership for their collaboration on this industry-leading agreement.” Union Pacific employs around 5,600 locomotive engineers represented by BLET. The railroad continues to work to identify ways to improve the quality of life for all employees, including sick time which Union Pacific and BLET continue to negotiate.
Episode 387: Demystifying sustainability with Gravity
In the latest episode of The New Warehouse Podcast, Saleh Elhattab, founder and CEO of Gravity, joins Kevin to discuss sustainability in warehousing. Gravity is a platform that helps organizations understand and reduce their carbon emissions. Saleh’s passion for physical industries intersects with his belief in climate risk and assisting organizations to participate in creating a more sustainable future. As businesses face an increased demand to measure their carbon footprint and understand the impact of their operations on the environment, Gravity offers a comprehensive solution. Tune in to learn more about how Saleh and Gravity are making a difference. Carbon Footprinting: Understanding Your Emissions Carbon footprinting is the process of knowing an organization’s or service’s emissions, which are found in the transportation, manufacturing, and construction sectors and, according to Elhattab, comprise 24% of global emissions. Standardization has been used to calculate emissions for two decades, with the Greenhouse Gas Protocol being a canonical example. The quality bar is rising regarding data used in calculations, moving away from industry averages. This shift highlights the importance of accurate and reliable data in understanding and reducing emissions. Elhattab emphasizes the importance of accurate emissions calculations: “As businesses strive for sustainability, it is crucial to move beyond industry averages and focus on empirical data rooted in an organization’s operations. By tracking real-world activities such as fuel consumption and energy mix, we can obtain high-quality data that enables precise emissions calculations and supports informed decision-making for a greener future.” Gravity: A Comprehensive Solution Gravity helps organizations meet immediate disclosure requirements, find reduction opportunities, and understand the cost implications on a single platform. They are demystifying sustainability by providing a user-friendly and efficient way to manage emissions data that enables businesses to focus on implementing solutions that contribute to a more sustainable future. Low-hanging fruit solutions to reduce emissions include switching to LED lights and electric heat pumps and looking into alternative fuel sources such as electric vehicles for transportation and delivery. Overcoming Challenges in the Pursuit of Sustainability Organizations may face challenges when striving for sustainability, including a lack of shared language, regulation, and access to technology. Businesses can overcome these challenges and work towards a more sustainable future by taking action and collaborating with knowledgeable partners. Elhattab emphasizes the importance of finding someone to lead the charge and partnering with experts who can guide how to begin. Key Takeaways: The demand for measuring and reducing carbon footprints is growing, highlighting the need for businesses to prioritize sustainability. Gravity offers a comprehensive solution that helps organizations understand their emissions and identify reduction opportunities. Overcoming challenges in sustainability requires strong leadership and collaboration with experts. The New Warehouse Podcast EP 387: Demystifying Sustainability With Gravity
Millwood Inc. opens 38th location in Huntsville AL
Millwood, Inc., a provider of industrial packaging solutions and services, added a 38th location just outside of Huntsville, AL. The 40,000-square-foot facility was remodeled and is running at capacity. This location represents a significant investment in Millwood’s ongoing commitment to delivering high-quality products and services to its customer base. “Increased customer demand in this region of the country allowed for Millwood to grow our operations here,” National Accounts Director Doug Flere said. Millwood will handle more than 35,000 pallets per month or 140 inbound and outbound truckloads. “Millwood is uniquely positioned to directly support individual customers without burdening any single supply chain with excessive costs,” Galen Miller, SBU general manager, said. “In this instance, our geographic proximity allowed for effective training, vacation coverage, and additional, experienced staff as needed.” Millwood welcomed 20 new team members to the family including a facility chaplain who will be available 24/7 to meet all of these team members’ personal, professional, and spiritual needs.
IDENTCO names Brad Zechman as new CEO
Executive brings three decades of automotive, electronics & industrial expertise, and leadership to prominent labeling solutions provider IDENTCO, a manufacturer of high-performance labeling solutions for the power equipment, electronics, transportation, and general industrial sector – has appointed longtime materials supply executive Brad Zechman as its newest CEO. He officially joined the company on April 10 and will be responsible for overseeing all strategic business, sales, and product development direction across each of IDENTCO’s four major business units. Mr. Zechman also is the CEO of Reliance Label Solutions. Most recently, Mr. Zechman served as president of Pennsylvania-based Adhesives Research, where his implementation of a commercial transformation linked to a more suitable operational strategy lead to significant growth. Prior to that, he spent three years as VP of Global Packaging for Minnesota-based HB Fuller, where he oversaw strategies that helped mitigate the then-deflationary raw materials market. Before that, he spent a decade with specialty materials and electromechanical solutions company LORD, where his leadership led to exponential growth. Mr. Zechman joins IDENTCO at a promising time. The company has been steadily adding to its extensive portfolio of labeling solutions, which it designs, manufactures, and supplies for demanding sectors such as automotive components, electronics applications, industrial machinery & tools, and commercial transportation. Among other products, IDENTCO specializes in exactingly engineered labels, ribbons, applicators, and printers for product tracking & tracing, branding, compliance, and identification. Mr. Zechman is replacing IDENTCO CEO and founder Scott Lucas, who is retiring after an impressive 37 years with the company. Through the decades, Mr. Lucas’ stewardship helped take IDENTCO from a promising labeling and marking solutions startup to the robust, globally-focused organization it is today. Mr. Lucas has assumed the title of Chief Strategic Relations Officer. “I am honored to step into the role of a true industry pioneer like Scott, and look forward to helping build upon what he helped create as IDENTCO enters a new chapter,” said Mr. Zechman. “We’ll continue to expand of solutions portfolio across each of our four main business units, with the goal of further increasing our market presence in each.” Mr. Zechman earned a degree in chemical engineering from Rutgers University in New Jersey, and an MBA in finance from Wharton School of Business, University of Pennsylvania.
Cracking the Code: Aligned Incentives + Meaningful Consequences = Solid Results
“They want us to give great service, but they reduce our bonus if our calls go longer than three minutes. I’m not going to lie, I start talking faster at the 90-second mark.” “She asked me to suggest ideas, so I did. I now have a whole bunch of extra work to do. It’s the last time I’m opening my mouth. I didn’t realize offering an idea meant signing up to execute it.” “I get paid for selling products. Deep down, I know some of my customers don’t need what I’m recommending, but I do it anyway. Nothing has happened to me as far as consequences go, but how wrong can it be if nobody is complaining? I’m not proud, but I am getting decent checks. It’s a living.” “We’re supposed to be polite, but most people aren’t. Nobody does anything about it. I guess that’s how business goes around here. I don’t know why I keep trying.” Wow! Incentives and consequences have power. Are you motivating the right behavior, or are you encouraging people to act in ways you don’t want? Misguided incentives or misaligned consequences have a huge downside. The good news is with careful thinking, you can avoid missteps. The Downside of Misguided Incentives: Short-Term Focus: In many cases, businesses with misguided incentives prioritize short-term gains over long-term sustainability. Employees who are only rewarded for immediate financial results or quick wins may overlook the importance of investing in innovation, customer satisfaction, and employee development. This narrow focus can limit the organization’s ability to adapt to changing market conditions and remain competitive in the long run. Do you focus only on the here and now, or do your incentives and consequences take the long-term into account? Unethical Behavior: Misaligned incentives can lead to unethical behavior within an organization. Employees who are rewarded for meeting sales targets, for example, may resort to aggressive tactics, dishonesty, or cutting corners to meet those targets. This undermines trust, harms the company’s reputation, and puts it at risk of legal and regulatory consequences. What kind of ethics do your incentives encourage? Silo Mentality: Incentives designed without considering the broader impact on different departments or teams can foster a silo mentality. When employees are rewarded based on individual performance metrics, collaboration, and knowledge-sharing may suffer. This lack of cooperation can stifle innovation, impede problem-solving, and limit overall organizational effectiveness. Do your incentives and consequences encourage hoarding and silos or do they promote information sharing and collaboration? Demotivation and Disengagement: Incentives that are meaningless can demotivate employees and create a sense of disengagement. Employees may lose intrinsic motivation and become disillusioned if the rewards do not align with their values, interests, or aspirations. This can result in decreased productivity, higher turnover rates, and a general decline in morale. Do employees care about the rewards or consequences you have in place? Tunnel Vision: Employees may develop tunnel vision when incentives are narrowly focused on a single metric or objective, ignoring other critical aspects of their roles. For example, if sales representatives are solely focused on meeting sales targets, they may overlook the value of developing long-term customer relationships or providing exceptional service. In the end, those choices will most likely lead to customer dissatisfaction and reputational harm. Building Effective Incentive Structures A strong system that is aligned with goals and values and regularly applied is the best offense and defense an organization plays. Align with Long-Term Goals: Think about what matters. For example, are you focused on customer retention and satisfaction? If that’s the case, incentives should support those results. Additionally, there should be consequences to address behaviors employees choose that negatively affect retention and satisfaction. For instance, if the employees are rushing interactions, at a minimum, they should not receive a reward. Ideally, managers should address the behavior. Foster Ethical Standards: When people do the right thing, they should receive recognition. When the opposite occurs, management must act quickly to coach, and correct, or cut ties if the first two approaches don’t align behavior. When unethical behavior is ignored, an aggressive cancer can develop. Left unchecked, what’s wrong can quickly become what’s normal. Balance Individual and Team Goals: Strike a balance between individual performance and team collaboration. When designing incentives, promote both individual achievements and collective success, encouraging employees to collaborate and share knowledge. Additionally, think about the consequences. How will you handle those who hoard and don’t think about the group’s success? Evaluate and Adapt: Continuously review and evaluate the effects of your choices. Solicit feedback from employees, monitor unintended consequences, and make necessary adjustments to ensure incentives remain relevant and aligned with evolving organizational goals. Incentives and consequences are powerful tools that can shape employee behavior and drive business outcomes. When designed and implemented correctly, incentives can fuel productivity, innovation, customer service, and sales. Furthermore, carefully chosen consequences can mean the difference between the right choice and the wrong one. About the Author: Kate Zabriskie is the president of Business Training Works, Inc., a Maryland-based talent development firm. She and her team provide onsite, virtual, and online soft-skills training courses and workshops to clients in the United States and internationally. For more information, visit www.businesstrainingworks.com.
Genuine Parts Company announces Executive Officer changes
The company also announced Randy Breaux’s promotion from President, Motion to the newly created role of Group President, GPC North America, effective July 1, 2023. Mr. Herron will serve in an advisory role until his retirement to assist in an orderly and seamless transition. “Kevin has been an invaluable asset to GPC throughout his 34 years of dedicated service to the company, including the last five years as President of USAG,” said Paul Donahue, Chairman and CEO. “He embodies GPC’s values. He is a caring leader who always puts customers and people first, and his work ethic and automotive industry knowledge are unmatched. We extend our deepest gratitude for his commitment and wish him the best in his well-deserved retirement.” Mr. Breaux joined Motion in 2011 as Senior Vice President of Marketing, Distribution, Purchasing and Strategic Planning. He was promoted to Executive Vice President in January 2018 and then President in January 2019. Over the past five years, Mr. Breaux has led the impressive transformation of Motion, including the strategic acquisition of Kaman Distribution Group (KDG). He established a strategic vision, developed a high-performing team and culture, and delivered consistent and exceptional performance each year. In the new role, Mr. Breaux will oversee both the automotive and industrial businesses across North America, while assuming day-to-day responsibility as President of USAG. He will continue to report to Will Stengel, President and Chief Operating Officer. “We are thrilled to announce the promotion of Randy to the new role of Group President, GPC North America,” Mr. Donahue continued. “He has consistently demonstrated an ability to lead high-performing teams and deliver outstanding results. Randy’s leadership and relevant expertise make him the ideal candidate for this role. This transition also represents the depth of our leadership team and our talent initiatives as we continue to foster the power of One GPC.”
GEODIS expands drayage offering with acquisition of Southern Companies
GEODIS has announced it has acquired Southern Companies, a drayage provider based in the U.S. that handles all phases of the import and export process. The acquisition enhances GEODIS’ end-to-end supply chain capabilities across the U.S., further strengthening its position as one of the world’s leading providers of logistics services. Southern Companies is a family-owned business founded in Miami in 1965 and has moved more than 1 million containers. The company runs operating terminals serving seven key ports: Port of Miami, Port of Everglades, Port of Houston, Port of Jacksonville, Port of Tampa, Port of Savannah, and Port of Charleston. Southern Companies provides a range of import and export services, including warehousing and trucking, to ensure customer goods are moving swiftly through the supply chain. “The acquisition of Southern Companies represents an important addition to GEODIS as we continue to strengthen and grow our capabilities, our team, and our client roster throughout the U.S.,” said Mike Honious, GEODIS in Americas President & CEO. “Southern Companies has been a leader in drayage services, from warehousing to trucking, for nearly six decades and operates in ports that are critical to our clients. From their people and culture to their expertise and capabilities, Southern Companies is an ideal fit for GEODIS and aligns perfectly with our America’s growth strategy.” Jorge Mora, Owner & CEO of Southern Companies, said, “We have been relentlessly focused on import and export logistics, with a special emphasis on port operations, and have witnessed tremendous organic growth since our beginnings over 55 years ago. We understand the unique needs of our clients and have proven expertise in maintaining the highest standards of excellence while meeting the ever-changing demands of a growing international market. By combining our capabilities with GEODIS’ exceptional leadership, deep bench of experts, and global footprint, we can expand our reach and provide an even broader range of services to our clients to help them navigate today’s complex supply chain landscape.” The acquisition complements GEODIS in America’s existing transportation and warehousing capabilities, providing customers with an efficient and reliable end-to-end logistics solution. More than 80 employees spanning Southern Companies’ seven facilities throughout the Southeast will officially join GEODIS. With its Americas region headquartered in Brentwood, Tennessee, GEODIS currently operates more than 150 warehouse facilities for its clients with over 50 million square feet of warehousing space in the U.S. alone. GEODIS now has more than 17,000 employees across North America. Financial details of the transaction were not disclosed.
Staffing employment dips slightly in May
Staffing employment dipped slightly in the week of May 8-14, with the ASA Staffing Index decreasing by 0.4% to a rounded value of 99. Staffing companies did not mention any one primary factor as a barrier preventing further growth. Staffing jobs were 6.4% below the same week last year. New starts in the 19th week of the year were stable, inching down just 0.1% from the prior week. Almost four in 10 staffing companies (38%) reported gains in new assignments week to week. The ASA Staffing Index four-week moving average increased from the prior week to a rounded value of 99, and temporary and contract staffing employment for the four weeks ending May 14 was 6.5% lower than the same period in 2022. “After four straight weeks of staffing job growth, staffing employment has started to retreat,” said Tim Hulley, ASA assistant director of research. This week will be used in the May monthly employment situation report scheduled to be issued by the U.S. Bureau of Labor Statistics on June 2. The ASA Staffing Index is reported nine days after each workweek, making it a near real-time measure of staffing employment trends. ASA Staffing Starts are the number of temporary and contract employees placed in new assignments during the reporting week. ASA research shows that staffing employment has historically been a coincident economic indicator.
Plastics Industry Association (PLASTICS) announces NPE2024 sold out show floor
The Plastics Industry Association (PLASTICS) announced today that exhibit space at NPE2024: The Plastics Show, the global platform for innovation in plastics, has completely sold out. With more than 1.1 million net square feet of exhibit space, this is a significant achievement 12 months ahead of the triennial trade show. NPE previously surpassed the NPE2018 exhibit sales record in March at the NPE2024 Space Draw. “More than 2,000 exhibitors will participate in NPE2024: The Plastics Show in Orlando. Continued exhibitor enthusiasm reflects NPE’s importance to the global plastics industry,” said Matt Seaholm, President and CEO of PLASTICS. “We are excited to showcase the latest advancements in plastic materials, manufacturing, recycling, and processing – including innovations from more than 180 first-time NPE exhibitors.” “NPE is more than a trade show; it is a hands-on experience. It’s where professionals across every industry gather to witness leading-edge plastics innovation and technology while advancing their business, building partnerships, and unlocking new opportunities to build a more sustainable economy,” stated Glenn Anderson, COO of PLASTICS. Exhibitors from 34 countries, including India, Italy, Germany, and Japan, will be at the highly anticipated global trade show. With more than 55,000 attendees expected, NPE2024 will be the largest plastics event in the Western Hemisphere promising a unique “Made for You” experience that surpasses previous NPE events. Registration will open on Tuesday, September 12, 2023. The latest advancements in products and services will be highlighted in six sold-out technology zones, including an Advanced Manufacturing Zone, Bottle Zone, Materials Science Zone, Moldmaking Zone, Recycling & Sustainability Zone, and Packaging Zone. “With an end goal of diverting 100% of the recyclable plastic waste generated during the event, sustainability is not just a category at NPE2024,” stated Annina Donaldson, Chair of the NPE2024 Sales and Marketing Committee. “Sustainability is a commitment incorporated into every detail.” “The onsite NPE recycling center will do more than reduce waste inside the Orange County Convention Center – this dual-purpose space will serve as a live, interactive display for attendees to learn about the latest recycling techniques. Exhibitors will also be offered end-of-show recycling and donation opportunities for materials they don’t want to ship back home to reduce our carbon footprint,” Donaldson added.
Episode 386: Navigating warehouse real estate with Senna De La Cruz of Colliers
The Impact of COVID-19 on Warehouse Real Estate The global pandemic has significantly affected the warehousing industry, with the need for third-party logistics and warehouses skyrocketing due to increased online shopping. According to Senna De La Cruz of Colliers, this resulted in a boom in the industrial market, causing industrial rents to increase by 20% per quarter over 2021. Developers struggle to keep up with the demand, creating a scarcity of vacant warehouse spaces and a need for specific types of square footage layouts. Challenges in Finding Smaller Warehouse Spaces Finding smaller warehouse spaces has become increasingly difficult in some markets, especially those with limited land availability. Infill markets, where newer and smaller spaces are in high demand, often face push-back from cities and crowded conditions. The pandemic has also made it harder for smaller businesses to compete with larger companies in the warehouse space market. De La Cruz believes companies will begin to feel the effects of the current market ease, and while more buildings may become available, “keep in mind that we’re already at a high benchmark in terms of pricing and demand.” He still feels strong companies continue to wait for available warehouse spaces, making discounts and price drops unlikely. Cold Storage Facilities: A High-Demand Niche Cold storage facilities are in high demand and short in supply. De La Cruz states many companies needing cold storage “have had to resort to built-to-suit opportunities to secure warehousing space.” In these arrangements, a company partners with a developer who constructs a custom building for them, which the company then leases for a predetermined period. Developers are now focusing on larger, million-square-foot buildings in suburban and rural areas. Developing cold storage facilities can be expensive and requires niche education, but it is a potentially profitable sector due to the high demand. Key Takeaways from the Episode: The COVID-19 pandemic has led to a boom in e-commerce and warehousing industries, making it essential for businesses to adapt and plan accordingly. Tenants should start exploring their options well before their lease expiration, potentially 12 months prior, to lock in rates at a lower market value. Being strategic and professional with negotiations can lead to better outcomes, especially in the competitive warehouse real estate market. EP 386: Navigating Warehouse Real Estate with Senna De La Cruz of Colliers
Big Joe debuts new AMR Features & Capabilities at Automate 2023
Big Joe Pallet Mover automates workflows through a simple user-directed interface Big Joe Forklifts has seen a tremendous response to its recently launched Pallet Mover, a new user-directed autonomous mobile robot (AMR), and is showing off its newest features at Automate 2023. Developed in partnership with Thoro.ai, the Big Joe Pallet Mover is an easy-to-deploy autonomous solution for floor-to-floor pallet transportation and drop-off that companies can set up and begin operating in less than one hour after receipt. New Pallet Mover AMR features that will be introduced at Automate 2023 include dynamic mapping, map sharing, and zone drop functionality to further enhance the product’s capabilities and thereby increase potential use cases and return on investment for customers. Dynamic mapping allows the Big Joe Pallet Mover to update onboard facility maps on the fly to keep up with changing environments and thus reduces map depreciation and the need to frequently remap areas of operation. As multiple Pallet Movers working in the same facility adapt to changes, users can now utilize a new map-sharing feature via Wi-Fi to update all units and efficiently maintain performance across a fleet. “AMRs bring so many benefits to the modern warehouse, and The Pallet Mover from Big Joe offers functionality, dependability, and a point of entry to automation that doesn’t require any enterprise-wide software or extensive training to get up and running,” said Big Joe’s Chief Marketing Officer, Bill Pedriana. “With the new features being released this week and our simple implementation process, our focus remains on empowering workers and eliminating the need for complicated systems integration.” In addition to enhanced mapping capabilities, the new zone drop feature being introduced at Automate 2023 greatly enhances the Pallet Movers’ ability to do what it does best. That is to autonomously travel to a destination and deliver pallets to preset locations. When the zone drop feature is used, the Pallet Mover will take a load to a predefined area in a facility having multiple pallet delivery locations and will place a pallet in the first open spot based on sequential order – even if they are not in one continuous row or adjacent to one another. “Given my experience vetting manufacturers that have begun adopting autonomous technology, I can tell you first-hand that the new features we are introducing will eliminate a lot of severe headaches and costs for our customers,” said Big Joe’s Autonomous Division General Manager Nick Malewicki. “None of my suppliers, when I was a customer of automation, could deal with the high level of change in areas like receiving docks without the need for hard infrastructure or an industrial engineer being regularly involved. Our focus on making this machine as easy to deploy as it is to use and where we are at with these new features is such a huge step change from where the industry has been stuck for years.” The Big Joe Pallet Mover features an intuitive tablet interface, LiDAR, and a camera system to transport and drop pallets to locations autonomously once the operator initiates it and selects a mission. This collaborative approach uses self-driving technology as a productivity force multiplier by allowing workers to focus on higher-value tasks or direct multiple independent workflows concurrently. Initial pricing for the Pallet Mover is set at $65,000 plus tax and freight per unit inclusive of deployment, initial training, and a robust three-year autonomous software and support subscription.
Steel King begins work on new headquarters
Company expanding Headquarters to allow for growth, retain top talent, and be an employer of choice delivering quality material handling solutions Steel King Industries, a manufacturer of storage rack and material handling products has begun work on what will be the company’s new headquarters later this year. The building, located at 5233 Coye Dr, in Stevens Point, WI was previously the headquarters for Skyward Software and had been vacant for several years. The new facility is roughly three times the office space of Steel King’s current offices and is being designed to showcase the company’s products and solutions throughout the facility with new technology and an inviting environment that will help attract the talent needed to help propel Steel King forward for decades to come. Steel King has been in the same facility since the company’s founding in 1970, making several expansions over the years. The current space had been limiting the growth and company executives had been on the lookout for new space for the last few years. “As our business has grown over the years, so has our need for top talent to support the development and growth of our business”, said Steel King President Brian Pfannes. “While Steel King is recognized nationwide as a leading manufacturer of storage rack and material handling products, many people in the Stevens Point area, and even the general region, hardly know we exist. This highly visible site along Highway 39 will increase our presence and visibility in the greater Stevens Point area and help from a recruiting standpoint, helping attract talent to the community. An office is just a shell, but when you fill that shell with people who work together with a shared sense of purpose, there’s nothing we can’t accomplish. We are excited for this next chapter in the company’s history.” The new location will mark a stark difference from Steel King’s current location that visitors will notice immediately. A modern, open concept will incorporate the company’s products and solutions throughout the facility. Bike racks made from the company’s pallet rack product, a shaded outdoor platform designed by Steel King’s NexCaliber Structures™ product group, and office fixtures and furniture will incorporate the company’s products. “We purposefully tried to create a strong sense of connectivity, creativity, innovation, and wellness for our employees in this new space,” said Pfannes. The company hopes to move to the new facility in the fall with a showcase to customers and the community at large before the end of the year. “Steel King has called Stevens Point home for over 52 years,” added Pfannes “We work and live in a community that values the importance manufacturing plays in our economy, has a solid foundational academic system with both K-12 and higher education options from Mid-State Technical College (MSTC) and the University of Wisconsin-Stevens Point (UWSP). Portage County and the greater Central Wisconsin region are in the midst of an economic renaissance. We believe this building and its location will help give us an edge in the future and increase our ability to collaborate and provide innovative solutions to our customers around North America in a timely and effective fashion.”
Raymond introduces outdoor electric lift trucks
New models offer emissions-free electric performance and outdoor capability The Raymond Corporation, a global manufacturer of intralogistics solutions and a recognized innovator in material handling equipment introduces two products designed to provide exceptional performance while addressing the need for sustainable material handling solutions: the 4800 and 4810 80-volt sit-down counterbalanced trucks. The new pneumatic series offers all the needed capacities between 4,000 and 11,000 pounds. “Both of these machines are designed specifically for outdoor applications,” said Tim Rice, product manager, of The Raymond Corporation. “This makes them perfect for lumberyards, big-box stores, and building material suppliers, as well as for container yards, agricultural or commodity applications — any customer who’s interested in an emissions-free, low-maintenance all-electric lift truck but is unwilling to compromise on performance, indoor/outdoor capability and ease of operation.” The 4800 and 4810 models both feature the confidence-inspiring Raymond Performance Stability System™, which offers a high level of vehicle control for reduced damage to goods and facilities. Both models give users an ergonomically designed operator station featuring a full-suspension and fully adjustable seat with an attached armrest and fingertip hydraulic controls with factory side-shift. For optimum comfort in any environment, a variety of enclosed or partially enclosed cabin options are available. Well-placed controls — include a power select function that allows operators to optimize power output based on the specific application. To support various applications, customization is available to make the most of the machine, including forklift attachments. Out front, the open-view mast allows for exceptional visibility, increasing operator comfort and confidence. In addition to offering unmatched emissions-free performance, the 4800 and 4810 models help owners control operating costs and maximize uptime through features such as low-maintenance wet disc brakes and powerful rechargeable batteries that require no spark plugs, no tuneups, and no scheduled oil changes. The energy regeneration system, standard on both models, increases run-time by putting energy back into the battery during plugging, coasting, and braking. “In almost every industry we serve, there’s a growing interest in more sustainable operations,” Rice said. “We’re seeing an increasing number of users switching from conventionally powered lift trucks to electric trucks. For any lift truck user interested in converting to an all-electric fleet, the 4800 and 4810 models make perfect sense. These are fully capable indoor/outdoor machines, which have the features to not only help meet sustainability goals but also help optimize overall performance through integration with iWAREHOUSE and other Raymond telematics solutions.”
143 new Industrial Manufacturing Planned Project in March 2023 with Q1 expansion increases MoM
IMI SalesLeads has announced the April 2023 results for the new planned capital project spending report for the Industrial Manufacturing industry. The Firm tracks North American planned industrial capital project activity; including facility expansions, new plant construction, and significant equipment modernization projects. Research confirms 143 new projects in the Industrial Manufacturing sector. The following are selected highlights on new Industrial Manufacturing industry construction news. Industrial Manufacturing – By Project Type Manufacturing/Production Facilities – 126 New Projects Distribution and Industrial Warehouse – 68 New Projects Industrial Manufacturing – By Project Scope/Activity New Construction – 44 New Projects Expansion – 58 New Projects Renovations/Equipment Upgrades – 51 New Projects Plant Closings – 11 New Projects Industrial Manufacturing – By Project Location (Top 10 States) Georgia – 11 Michigan – 9 Ontario – 8 New York – 7 Pennsylvania – 7 Tennessee – 7 Texas – 7 Ohio – 6 California – 5 North Carolina – 5 Largest Planned Project During the month of April, our research team identified 23 new Industrial Manufacturing facility construction projects with an estimated value of $100 million or more. The largest project is owned by Bosch, who is planning to invest $2 billion for an expansion of a recently acquired manufacturing facility at 7501 Foothills Blvd. in ROSEVILLE, CA. Completion is slated for 2026. Top 10 Tracked Industrial Manufacturing Projects ONTARIO: Automotive mfr. is planning to invest $1 billion for the renovation and equipment upgrades on their manufacturing facility in OAKVILLE, ON. Construction is expected to start in Spring 2024. ALBERTA: Building materials mfr. is planning to invest $1 billion in the construction of a processing plant in EDMONTON, AB. They are currently seeking approval for the project. Completion is slated for 2026. OREGON: Wood products mfr. is planning to invest $700 million in the construction of two manufacturing facilities at their manufacturing complex in DILLARD, OR. Completion is slated for 2025. The project also includes equipment upgrades on their manufacturing facilities in RIDDLE, OR, and COQUILLE, OR. KENTUCKY: Battery component mfr. is planning to invest $504 million for the construction of a 350,000 sf manufacturing facility in HOPKINSVILLE, KY. Construction is expected to start in late 2023, with completion slated for early Spring 2025. NEW YORK: Diesel engine mfr. is planning to invest $452 million for the renovation and equipment upgrades on its manufacturing facility in JAMESTOWN, NY. They are currently seeking approval for the project. PENNSYLVANIA: Semiconductor mfr. is planning to invest $300 million for the expansion, renovation, and equipment upgrades on their manufacturing complex in TAMAQUA, PA. They are currently seeking approval for the project. OHIO: Automotive mfr. is planning to invest $280 million for a 1 million sf expansion of their engine manufacturing facility at 101 W. Campus Blvd. in BROOKVILLE, OH. They are currently seeking approval for the project. GEORGIA: Metal recycling company is planning to invest $275 million for the expansion of their processing facility in AUGUSTA, GA. They are currently seeking approval for the project. Completion is slated for 2026. WISCONSIN: Plastic film mfr. is expanding and planning to invest $270 million for the construction of a 130,000 sf manufacturing facility in MILTON, WI. They have recently received approval for the project. The site will allow for additional expansion. FLORIDA: Specialty building materials mfr. is planning to invest $270 million for the construction of a 408,000 SF manufacturing facility in JACKSONVILLE, FL. They are currently seeking approval for the project. About IMI SalesLeads, Inc. Since 1959, IMI SalesLeads, based in Jacksonville, FL is a provider in delivering industrial capital project intelligence and prospecting services for sales and marketing teams to ensure a predictable and scalable pipeline. Our Industrial Market Intelligence, IMI identifies timely insights on companies planning significant capital investments such as new construction, expansion, relocation, equipment modernization and plant closings in industrial facilities. The Outsourced Prospecting Services, an extension to your sales team, is designed to drive growth with qualified meetings and appointments for your internal sales team. Visit us at salesleadsinc.com.
Stressing safety and safety related services to your customers is good business
With this month’s issue we are putting the spotlight on safety, it is a good time to discuss some products, accessories, and services that can be a part of a dealership’s aftermarket offering. Additionally, discuss how Customer Service Sales Reps, Parts Professionals, and Service Technicians can all drive the sales of said products and services. In my last article, I talked about dedicated customer service sales reps will allow your dealership to provide focused and professional aftermarket parts support, along with dedication to targeting and obtaining service agreements and the upselling of service repair quotes. Let us explore a few safety items and safety-related services that your customer-facing sales, service, and parts teams can quote and sell to your customers. Safety Lighting Safety lighting such as strobe lights come standard on the forklift from the original equipment manufacturer. Operators and pedestrians in the warehouse can easily become ‘numb’ to these standard-issue strobe lights. This creates an opportunity for your dealership to sell upgraded safety lighting for your customer’s forklifts. Safety lights prevent forklift collisions and accidents and illuminate blind spots. Types of safety lights include rotating and flashing lights that attract attention, along with projection warning lights. These have become very popular in recent years; you may be familiar with the blue spot projection warning light. Projection warning lights create visual warning signals for people around the forklift. It’s easy to see which direction the forklift is moving in, which helps avoid collisions, accidents, and injuries. There are even some projection lights on the market now that project a ‘do not enter zone’ to ensure pedestrians keep a safe distance away from the forklift. All of these aftermarket safety lighting options are products that you can add on during the Pre-Delivery Inspection of a new forklift sold to your customer, up-sell during service maintenance, or demo during a customer service sales visit. Chains, Forks, and Tires OSHA’s daily pre-operation forklift inspections call for the inspection of a variety of items on the forklift prior to starting the forklift. A few of these items are ‘high-wear items’ that can be inspected by a technician that is performing service or scheduled maintenance on the forklift or by a customer service sales rep visiting your customer or potential customer’s facility. First, let’s discuss the forklift chain. Application factors like chemicals, dust, or even weather can certainly shorten the life of a forklift chain. Ensuring the chain can operate safely, look for misalignment, rust, corrosion, cracking, damaged pins, cracks, or any other visible defect on a forklift’s chain. The chain elongates as it wears leading to a significant increase in actual pitch and potential chain failure. At 2% elongation, a service tech or customer service sales rep must advise on how much life is left until a replacement is needed. At 3% elongation means that the strength of the chain has been reduced by 15% and the chain must be replaced immediately. A great device for your technician or customer service sales rep is a forklift chain wear gauge. This device measures chain wear and indicates the percentage of elongation as noted above. This will allow them to show the customer their forklift chain elongation and quote the service labor and parts required to replace the chain. Second, let’s take a look at forklift tires. A forklift’s tires will wear down faster than other parts on a forklift. The weight of the forklift and its load causes a lot of wear and tear on the tires. Worn-out tires can be dangerous for the forklift driver but also for everyone in the surrounding area. Part of the OSHA pre-operation inspection for the operator is to check the tire condition and pressure including looking for cuts and gouges. Sometimes these items get overlooked, so tires are another item that your technicians and CSSR’s can be looking to quote and sell replacements to your customers. Finally, let’s discuss forks. Per OSHA standards, forks should be part of the pre-operation inspection. Forks that are not in good working order must be replaced. Forklifts should not be operated if the forks show any defects such as surface cracks, blades are not straight, the difference in height of fork tips, excessive fork hook wear, etc. Another great device for your technician or customer service sales rep to have is a fork wear caliper. This device allows your tech or CSSR to measure the fork blade wear, the fork hooks, and the fork angle. The fork angle deviation must be within a margin of 3 degrees. That means that the angle between the blade and the shank must be between 87 and 93 degrees. When the fork angle is outside of this degree range, the forks must be replaced. Furthermore, OSHA standards state that forks with 10% or more wear to the blades must be removed from service. Being equipped with this fork wear caliper device will allow them to show the customer the fork wear and quote the service labor and parts required to replace the forks. Operator Training According to OSHA standards, only trained and competent operators shall be permitted to operate a powered industrial truck. All powered industrial truck operators must be trained and certified to operate the equipment legally. Additionally, re-certification is required every three years. Many of the customers you sell to will not have their own in-house trainers and may be looking for a third party to meet these operator training requirements. Many lift truck dealers already have this training as part of their product and service offerings to their customers. If your organization does not currently offer this service, I recommend looking into exploring it. This value-added service will not only drive revenue to your dealership but also drive customer loyalty to your brand and your organization. Celebrate and promote National Forklift Safety Day this month, your customer-facing sales, service, and parts teams can create awareness and shine the light on forklift safety to your customers. The safety of your customers is a
Salespeople: “Never fail again” Here’s how!
One of the greatest fears of salespeople is failure. Early in his career, the late David H. Sandler, founder of the Sandler Sales Institute, created a mechanism that prevented him, or any salesperson who uses it, from ever failing again. The following adaptation from You Can’t Teach A Kid To Ride A Bike At A Seminar, by David H. Sandler and John P. Hayes, explains Sandler’s technique The Upfront Contract. John Hayes recalls a magic moment in the book where David Sandler recounts how The Upfront Contract was born. One day, the thought occurred to Sandler that all he really needed to do was establish an agreement with a prospect to see if they had anything to discuss. That took the pressure off trying to close the sale. If they agreed they had something to discuss, they could continue to determine if they should do business together. If there was nothing to discuss, however, no harm done. There was no need to try to sell the prospect. By establishing the agreement or a contract before Sandler tried to sell his services, he could call on anyone and never risk failing. Sandler couldn’t fail trying to get an upfront contract. Either he got a commitment to continue, or he didn’t. If he did, all the better, and if he didn’t, Sandler was out the door, no regrets. Suddenly, selling became more of a game than a risk or a challenge. If you think of selling as a game, then you’ll find it appropriate to use The Upfront Contract. Every sport uses one. Before a baseball game, the umpire calls the managers from the opposing teams to home plate, and they discuss the rules of the game. They agree on what’s foul and fair, what makes a home run, and they review any unusual circumstances about the ballpark. Later, during the game, if a batter hits a ball behind the catcher, up over the screen, and into the crowd, there’s no argument that it’s a foul ball. . . Why don’t salespeople take the same approach? What could be more honest than to establish a set of rules at the beginning of interacting with a prospect? An Upfront Contract, or better yet, a series of Upfront Contracts, will save time for both you and the prospect, and help you make more money in sales without offending anyone. By always arriving at an agreement up front, you and the prospect can avoid misunderstandings, as well as the rhetoric and posturing that often occurs during the selling dance. An Upfront Contract improves communications and greatly enhances the profession of selling. Here are some samples of how to form Upfront Contracts: When you meet your prospect (either on the phone or in person), say something like this: “Jim, let’s set some ground rules for our meeting. I’d like to have the opportunity to ask you some questions about your business, and I’d also like you to ask me anything you’d like about my product. Is that okay with you?” (First Upfront Contract). As we ask and answer each other’s questions, “Jim, we may decide there isn’t a fit between what you need and my product. We may decide it doesn’t make sense to spend any more time together. If we reach that point, are you comfortable telling me that?” (Second Upfront Contract). “On the other hand, if you see that my product makes sense to you, we can decide to move forward. Okay, Jim?” (Third Upfront Contract). “When we finish today, Jim, we can set up the ground rules as to how you and I will proceed. Is that satisfactory?” (Fourth Upfront Contract). See how it works? The more often Sandler used upfront contracting in sales calls, he discovered there was rarely a need to make a presentation. . . Why? Because when you create a series of contracts, prospects can experience how your product or service will fulfill their needs. As you develop the contracts, you gently guide the prospects to see that your product or service can eliminate the problem or provide the solution. By establishing Upfront Contracts, you’re not guaranteed to get every order. . . However, establishing Upfront Contracts will guarantee your control of the selling process, every step of the way. As a salesperson, you’ll get in the habit of never making a move without knowing in advance what will happen when you do. Even small items require an Upfront Contract. For example, your prospect asks you to call back on Thursday, but you don’t know why. Gently say, “Sally, I’ll be happy to call you on Thursday. . . what will happen when we talk on Thursday?” Before you give up control of a selling situation, take the opportunity to get an Upfront Contract. Upfront contracting won’t be easy because it’s asking you to change your behavior. At first, it’s going to feel awkward, but the more you use the technique, the faster you’ll master it. One final word: The most important Upfront Contract you will ever make is with yourself. It’s the contract that says nothing will drive you out of sales. The only way you can break that contract is to quit. Don’t. About the Author: Jeffrey Gitomer is the author of twelve best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His real-world ideas and content are also available as online courses at www.GitomerLearningAcademy.com. For information about training and seminars visit www.Gitomer.com or email Jeffrey at [email protected] or call him at 704 333-1112.