Leaders need to shift their focus from “What” to “Why”
Great execution is essential to any business. You can have a wonderful plan in place, but if it doesn’t manifest into action, it’s not worth the paper it’s printed on. However, with all of our focus on action, leaders often skip investing time in thoroughly examining why we’re taking action in the first place. Are your tactics the right ones to achieve the organization’s objectives, or is it just a matter of keeping up the image that something’s getting done, whether useful or not? Often times when a plan is created, there is a proverbial cut-off point – the point where it’s done, and we simply now need to execute. This usually manifests as a list of activities, such as “create a campaign” or “develop a training program”. The problem is, we’re missing the “why”. That undefined middle ground connects the plan to outcomes. The “campaign” or the “training program” isn’t the real outcomes – they are the mechanism to achieve a more specific, measurable goal. There have been countless plans which have 100,000-foot objectives, such as “increase share in the millennial market by 15%” or “shorten the sales cycle from 60 to 30 days”. While all wonderful and lofty, success isn’t simply about setting the right goals, but understanding that next level “why”. The “why” provides the framework for selecting the ideal “how” – such as that marketing campaign or training program. For example, if the organization’s leaders have determined “shortening the sales cycle” is the goal, jumping to tactics misses the opportunity to tackle the “why” – why does the problem exist today? Digging into the details instead of diving into the execution of a possible solution, examining the “why” helps you determine causes, catalysts, impediments, and roadblocks. It helps you better understand where the biggest areas of concern are within the goal. It helps you create a better approach to attack the problem, rather than implementing tactics that may or may not tie to the core of the issue or objective. Don’t forget the successful execution of any plan or strategy requires strong knowledge of the background and context of the objective – the “why”. Without it, tactics will be selected based on simplicity, cost, or familiarity – none of which may actually get you to your goal. And shortcutting the process doesn’t make things go faster, it simply causes you to throw good money after bad. About the Author Andrea Belk Olson is a speaker, author, applied behavioral scientist, and customer-centricity expert. As the CEO of Pragmadik, she helps organizations of all sizes, from small businesses to Fortune 500, and has served as an outside consultant for EY and McKinsey. Andrea is the author of The Customer Mission: Why it’s time to cut the $*&% and get back to the business of understanding customers, No Disruptions: The future for mid-market manufacturing, and her upcoming book, What To Ask, coming in June 2022. She is a 4-time ADDY® award winner and host of the popular Customer Mission podcast. Her thoughts have been continually featured in news sources such as Chief Executive Magazine, Entrepreneur Magazine, The Financial Brand, SMPS Marketer, Rotman Magazine, and more. Andrea is a sought-after keynote speaker at conferences and corporate events throughout the world. She is a visiting lecturer and startup coach at the University of Iowa, a TEDx presenter, and TEDx speaker coach. She is also a mentor at the University of Iowa Venture School. More information is also available on www.pragmadik.com and www.andreabelkolson.com.
Helmut Schmid takes over the helm at AGILOX
AGILOX makes new top management appointments. Helmut Schmid takes over as CEO in January 2022, as successor to the previous CEO Franz Humer. Schmid will continue the AMR manufacturer’s ongoing strategy to expand its global market share. As the sole managing director of AGILOX, he also adds three new authorized signatories to the management team, Josef Baumann-Rott, Klaus Pucher, and Robert Mayer. Helmut Schmid, who was the head of Germany and Western Europe at cobot market leader Universal Robots for many years, is now taking over as CEO of AGILOX. With Schmid, an internationally experienced managing director, and robotics enthusiast, the company is continuing on its path of further expansion. In his previous appointment, Schmid was Managing Director of the German cobot pioneer Franka Emika GmbH in Munich. New leadership for AGILOX Helmut Schmid is a specialist in growth strategies, business development, change management, internationalization, sales and marketing. In his long career, he has already founded several companies, managed them profitably, and, in particular, implemented scalable business models, often developing new sales processes and structures and implementing new go-to-market strategies in a targeted manner. The graduate aircraft engineer has also made a name for himself as co-founder of the German Robotics Association and Robotics Ventures GmbH. Now, the new CEO of AGILOX wants to drive forward the company’s further development and internationalize it. “AGILOX is a brand with a strong base and an equally high market potential. I look forward to contributing my experience to the company in order to continue to develop it profitably and position it durably on the market,” says Schmid. Seamless transition “With his years of experience in the robotics environment, Helmut Schmid brings in-depth technical as well as management expertise, and now as CEO of AGILOX, can further develop the company from its excellent starting position and support our planned growth with the goal of becoming the world’s leading AMR provider,” said Dr. Thorsten Dippel, Managing Director of the Carlyle Group, which has been involved as a key partner of AGILOX since June 2021. Daniel Haider, Managing Director of Raiffeisen Invest Holding GmbH & Co KG, likewise highlights the international industry experience of the new CEO: “We are very pleased that such a renowned expert in robotics is putting his trust in AGILOX. With Helmut Schmid as our new CEO, we are continuing the drive for dynamic growth at an international level.” The company’s previous CEO, Franz Humer, is also pleased with the new top manager: “It was particularly important to us as founders that the new CEO continues AGILOX’s successfully established strategy for the future while furthering our brand DNA. In Helmut Schmid, AGILOX is getting a CEO who will develop the company progressively and keep us on the right track for the future.” Schmid is also looking forward to the new challenge: “I am looking forward to continuing the good preparation work with the entire team and from now on, become a contributor to the AGILOX success story. Internationalization and the further expansion of the headquarters in Neukirchen near Lambach are just a few of the major topics I am looking forward to addressing.” Franz Humer is joining the Board of AGILOX as Executive Chairman and will prepare the company’s next strategic steps, notably in the area of product development and organization in the US. Dirk Erlacher is moving to China and will build up the Asian market from Shanghai.
Seeq recognizes its 2021 Reseller and Service Partners of the Year
Seeq’s annual partner awards program honors excellence in delivering the next generation of process manufacturing improvements Seeq Corporation, a manufacturing and industrial internet of things advanced analytics software, has announced its 2021 Reseller and Service Partners of the Year. These partners have been selected for their excellence in providing value to customers, their continued investments in technical expertise with their Seeq-certified employees and training professionals, and for creating awareness of Seeq through collaboration in marketing activities and events. Seeq enables engineers and scientists in process manufacturing organizations to rapidly analyze, predict, collaborate, and share insights to improve production outcomes. Seeq customers include companies in the oil and gas, pharmaceutical, chemical, energy, mining, food and beverage, and other process industries. Investors in Seeq include Insight Ventures, Saudi Aramco Energy Ventures, Altira Group, Chevron Technology Ventures, and Cisco Investments. In 2021, Seeq announced a $50 million Series C funding round led by Insight Partners, was recognized by Frost & Sullivan’s North American Technology Innovation Leadership Award for Seeq Data Lab, and expanded its products and capabilities, including support for machine learning innovation. “We are pleased to select four companies as our 2021 Reseller and Service Partners of the Year,” says Will Knight, Head of Worldwide Partner Sales at Seeq. “These awards recognize the impact these partners have on empowering our customers to create advanced analytics insights and the standards they have set for excellence in delivering the next generation of process manufacturing improvements.” Resellers of the Year Asia Pacific Nukon is Seeq’s 2021 Asia Pacific Partner of the Year. Nukon was selected among Seeq’s reselling partners for its focus on customer support and its tremendous growth in the Australian market, more than doubling its revenue over the previous year. The company provides a variety of OT and IT solutions and services to its clients in the consumer goods, infrastructure, utilities, and waste management industries. “We’re honored to be selected as a Seeq Partner of the Year for the second year running,” says Alec Konynenburg, General Manager at Nukon. “Nukon prides itself on providing the best solutions for clients, and Seeq’s capability allows us to do this through their unique set of offerings. The Nukon and Seeq partnership is built on joint values and commitment to our customers, and we’re excited to continue to provide this value in 2022 and beyond.” Americas Swan-Black is Seeq’s 2021 Americas Partner of the Year. Swan-Black was selected for its rapid growth in the Americas and globally, and its support for Seeq’s customers in the food and beverage and bioscience industries. Swan-Black has expertise in batch and continuous manufacturing processes, with a focus on applying advanced analytics to improve business outcomes. “We are incredibly honored to be recognized by Seeq as Partner of the Year for the Americas,” says Joe Gardner, Practice Lead at Swan-Black. “The Seeq solution and the team’s support of our efforts empower us to deliver meaningful process data insights for our customers, leading to increased process efficiency and optimization. We look forward to our continued partnership with Seeq and the value it will bring our customers well into the future.” EMEA Crucial Solutions and Services (CSS) is Seeq’s 2021 EMEA Partner of the Year. CSS was selected for its support and leadership of Seeq’s customers in the Middle East, notably its collaboration on Saudi Aramco’s industrial digitalization initiatives. The company provides a variety of technology offerings to its clients in the oil and gas, petrochemical, and power and utility industries. “CSS is dedicated to providing customers with game-changing services and solutions that optimize their efficiency and enhance business growth,” says Sulaiman Alzuhair, Founder and CEO at CSS. “Seeq’s complementary products and capabilities enable CSS to achieve this mission and we are honored to be selected as the Seeq Partner of the Year for EMEA.” Service Partner of the Year BKO Services LLC is Seeq’s first Service Partner of the Year recipient. BKO was selected for its expertise in the oil and gas and power generation industries, its work on Shell’s upstream digital initiatives and Tranter’s use of advanced digital tools to manage its clients’ fleet of heat transfer equipment, and its investment in Seeq-certified employees. In 2021 alone, BKO added five certified partner analytics engineers and one certified instructor to its team. The company provides data engineering, machine learning, and OSIsoft application development services for the oil and gas, power, and other process manufacturing industries. “As the true value of data analytics and machine learning become more apparent, technology must not only keep pace with the increasing availability of data but effectively utilize it to improve operations and safety,” says Shaun Wright, CEO of BKO. “We are pleased and proud to be a Seeq partner and part of the radical mindset shift driving this rapidly emerging field of science and technology.” Seeq’s worldwide growth is fueled in part by its partnerships and commitment to cloud-based computing. Seeq is available in the Amazon Web Services (AWS) marketplace, is an AWS Industrial and Energy Competency Partner, and supports many data storage services, including Amazon Redshift, S3, plus machine learning in SageMaker, and others. On Microsoft Azure, Seeq has been available as a SaaS application in the Azure Marketplace since 2019, with support for many Azure cloud services including Synapse, Azure Data Lake, and Active Directory. Seeq also supports connectivity to Azure Data Explorer, Time Series Insights, and Power BI. In addition to cloud partnerships, Seeq connects to an extensive set of data storage platforms from vendors including OSIsoft, Siemens, GE, Honeywell, Inductive Automation, AVEVA, AspenTech, Yokogawa, InfluxDB, Snowflake, and others.
MH Engineered Solutions receives MVP Industry Award for the Ninth Consecutive Year
MH Engineered Solutions has been awarded the prestigious MVP (Most Valuable Partner) Award for its accomplishments in 2021. For the ninth consecutive year, MH Engineered Solutions has earned an MVP Award from the industry’s trade association, MHEDA (Material Handling Equipment Distributors Association). Award recipients must satisfy a rigorous set of criteria with less than 10% of the association’s membership earning the award. As a 2022 MVP, MH Engineered Solutions has successfully demonstrated a commitment to business excellence, professionalism, and good stewardship. To qualify for the annual MVP Award companies are required to provide evidence of their commitment to their partners in business including their customers, employees, and suppliers. They must satisfy criteria in the following important areas: Industry Advocacy Customer Service & Safety Practices Business Networking Continuing Education Business Best Practices Actively Give Back in Community “With receiving our ninth consecutive annual MHEDA MVP Award, we are humbled by this great honor and appreciate the public acknowledgment and recognition. The MHEDA MVP Award solidifies our vision as a company to being regarded as an employer of choice, trustworthy partner, and ethical market leader in our communities. We are honored for this award and look forward to proving our commitment to our partners again in 2022,” stated Scott Hennie, MH Engineered Solutions President. “Achieving the MVP Award demonstrates a company’s dedication to constantly improving the material handling industry. It is an honor and privilege for MHEDA to have so many companies achieve this award that requires continual improvement in customer and employee satisfaction and never-ending education of our industry throughout your organization.” Tom Albero, Chairman and CEO of Alliance Material Handling, Inc. and 2022 MHEDA Chairman.
Proton.ai raises $20M Series A Led by Felicis Ventures
Company to expand its AI-powered growth platform for distributors Proton.ai, the leading AI-powered growth platform for wholesale distributors, announced today that it closed $20M in Series A funding led by Felicis Ventures. Proton.ai helps distributors compete in the increasingly digital world with an AI-powered sales enablement solution created for the unique dynamics of B2B distributors. “We are excited to partner with a company that’s poised to transform the massive and critical distribution industry,” said Niki Pezeshki, general partner and managing director at Felicis Ventures. “There are approximately 700,000 wholesale distributors in the US, with 32,000 of them doing more than $10 million a year in sales. Digital tools are desperately needed to modernize the sales stack for these distributors, so we believe there is a tremendous market opportunity for Proton’s solution.” Pezeshki will be joining Proton’s board. Also participating in the round were leaders in enterprise SaaS and distribution, including Battery Ventures, Abstract Ventures, MSC Direct, and J Ventures. Technology angels include Godard Abel, CEO of G2; Ray Grady, CEO of Conexiom; and Rob May, General Partner at PJC. Distribution angel investors include Mike Page, CTO/CMO of R.S. Hughes; Jonathan Bein, partner at Distribution Strategy Group; and Michael Marks and Michael Emerson, partners at Indian River Consulting Group. Proton’s platform connects and centralizes distributors’ customer, product, and transactional data that is dispersed across many systems. It then analyzes that data in real-time with deep learning models and produces AI-powered product recommendations that help distributors grow their sales. “Proton customers average a 17x improvement to gross margin and 5%-10% bump to top-line sales,” said Benj Cohen, founder and CEO of Proton.ai. “Because we’re focused on an industry that’s responsible for 28% of the U.S. GDP – or more than $6 trillion annually – we believe our technology can be a disruptive force for the B2B market.” Cohen learned first-hand the challenges of distribution through his family’s business, Benco Dental, the largest private dental distributor in the United States. He believes distributors have been chronically underserved by technology. Cohen founded Proton.ai to rectify that. “Distributors face tremendous pressure to deliver an exceptional omnichannel experience for their customers – a need that’s heightened by competition from online-only players like Amazon,” said Cohen. “Delivering this experience is extremely challenging due to the complexity of managing tens of thousands of SKUs across fragmented systems, resulting in distributors missing hundreds of billions in sales annually. Proton cuts through this complexity by identifying which customers need which products, and empowering salespeople to act on this information.” According to Cohen, Proton intends to leverage the infusion of capital to further invest in three areas: aggressive product development and enhancement, building out a world-class customer success team, and expanded sales and marketing capacity.
EP 246: BALYO
On this episode, I was joined by the Director of Sales for BALYO, John Hayes. BALYO is an autonomous mobile robot company providing multiple solutions for material handling. We discuss BALYO’s offerings, very narrow aisle setups, and islands of automation. Key Takeaways BALYO offers autonomous mobile robots of different styles from pallet jacks to reach trucks to VNA trucks so they have something that would fit your needs in multiple processes. A French-based company, they are now expanding into the US and John is leading the charge. As John discusses they are very much focused on being able to provide a solution for the movement of materials in the middle of the fulfillment process. With their solution, you can move the product to your put away area and put it away all automated. They are also in the process of opening a solution center that will allow them to show off their solutions utilizing your setup and product. John and I discuss VNA which stands for Very Narrow Aisle. A very narrow aisle allows you to get more utilization out of your space because the aisle space between racking can be closer together. Typically you would utilize these racking setups with special equipment like a specialized reach truck or a turret truck. BALYO is offering autonomous solutions for VNA like the VEENY which allows you to have a totally automated putaway and pick system coming out of your VNA. John likens it to almost turning your racking into an ASRS system. With so many different automation and robotics companies in our industry now there are a lot of companies that do not cover multiple processes. This results in islands of automation which John and I discuss. This means that you end up with multiple solutions from multiple companies for different processes but they may not be able to work together. Interoperability standards may help to resolve this but John believes some companies may be resistant due to wanting to remain competitive. It will be interesting to see how this plays out over the next few years. Listen to the episode below and leave your thoughts in the comments. The New Warehouse Podcast EP 246: BALYO
Port scholarships aim to help local students pay for college
Applications open now, completed forms due March 1 Applications are available for the Port of Long Beach’s Scholarship Program for Long Beach-area high school students. Program details, eligibility information, and online application are available on the Port’s website. The scholarships are open to high school seniors attending Long Beach Unified School District service area high schools and pursuing careers in international trade, logistics, and other port-related industries. The 2022 scholarship program will now include trade programs and students enrolling part-time. The Port will award a total of $200,000 for high school and college scholarships in 2022 and amounts will range from $500 to $5,000. Applications for Port scholarships at Long Beach City College, California State Long Beach, and California Maritime Academy are handled in each school’s scholarship application office. Please contact them directly for more details. “The students who apply for and receive Port scholarships are the future of the maritime industry, they are the future leaders,” said Port of Long Beach Executive Director Mario Cordero. “I would encourage all eligible students to apply.” “These scholarships can make the difference for many students who will be attending college in the fall. I’m pleased that we have been able to offer more scholarships as part of our overall education outreach program,” said Long Beach Harbor Commission President Steven Neal. Applications for the Port High School Scholarship Program are due March 1; no late applications will be accepted. Applicants are advised to read the instructions carefully.
Darein Gandall named CEO of Cisco-Eagle
Effective January 13, 2022, Darein Gandall has been named CEO and Chairman of the Board of Cisco-Eagle, a Dallas-based material handling systems integrator. Previous CEO Warren Gandall will now serve as Senior Advisor to the Board of Directors. Warren Gandall founded Cisco-Eagle in 1970 in Tulsa, Oklahoma. He and his partner William D. Cupps transitioned Cisco-Eagle into an employee-owned company in 2000. During this time, Cisco-Eagle grew from a single location to offices in nine states and customers in over 70 countries. Warren Gandall taps his decades of experience and creativity to provide advice and consultation to Cisco-Eagle in his new role. “I’m proud of what we’ve built,” Warren said. “I’m probably most proud that we passed ownership to the people who built it—the employees. They have driven our innovation and growth. I’m elated that Darein has agreed to guide them as the company moves ahead.” Before he became President in 2013, Darein Gandall served as Oklahoma Sales Director. He joined the company in 1992 following his graduation from the University of Tulsa and served in sales, warehousing, and customer service throughout his career. During his tenure as president, Cisco-Eagle’s revenue and markets grew substantially as it improved and strengthened its processes, empowered its sales groups, created a more agile management structure, developed key customer partnerships, built industry-leading eCommerce capabilities and expanded into new markets. “The new role allows me to focus more on our company’s future growth and strategic objectives,” Gandall said. “We’ve been in business since 1970, but have the heart of a startup, and that’s why we’re successful. I’d like to thank my father for this opportunity, but I’m deeply grateful to our employee-owners. Warren always taught me that if we take care of our people, they’ll take care of everything else.”
AutoStore unveils R5+ Robot, expanding its Bin-Handling capabilities to meet the needs of rapidly evolving warehouses
The new robot, built based on the proven technology of the R5 model, can handle bins up to 425mm Warehouse automation company, AutoStore, has announced the arrival of its R5+ Robot. The newest addition to the AutoStore Robot fleet will enable warehouses to manage larger items, thanks to the R5+’s ability to handle Bins up to 425 mm, the tallest Bins available in the AutoStore system. Until now, this has been a premium feature possible only with AutoStore B1 Robot installations. The R5+ is now available for operations globally. The R5+ will give customers the same confidence and first-class performance that has been proven by the R5 for over a decade – with a significant addition. AutoStore has now introduced a more economically competitive offer to companies operating in a wider variety of markets, such as footwear, semiconductors, and other similar applications. The maximum Grid height for AutoStore customers utilizing the R5+ with 425 mm Bins will be slightly higher than a Grid with the R5 using 330 mm Bins, creating a Grid composed of 14 layers of Bins that are around 6,044 mm tall. “Sometimes the simplest solutions make the biggest transformation,” said Carlos Fernández, Chief Product Officer at AutoStore. “We continue to innovate to help retailers improve the customer experience they offer. If there is one thing we’ve witnessed over the past two years, it is that the retail landscape, particularly in regard to eCommerce, has evolved to demand precision and speed. We’re committed to supporting our customers in becoming even more competitive in high throughput applications.” The R5+ will continue to provide the fast and reliable service that the AutoStore system is known for, allowing customers to benefit from a solution that is capable of continuous operation.
The ARA Foundation to award $128,500 in scholarships
Each year, the American Rental Association (ARA) Foundation awards numerous scholarships in an effort to attract talent to the equipment and event rental industry. For the 2022-2023 academic year, $128,500 will be available to students seeking higher education through trade schools, universities, and community colleges. In total, 66 individual scholarships are available with amounts ranging from $750 to $5,000. Students may apply for multiple awards if eligibility requirements are met. Applicants must be associated with the equipment and event rental industry either as a student member of ARA or with an equipment and event rental operation or a manufacturer/supplier of the rental equipment and be pursuing a career that supports the industry. The equipment and event rental industry operation does not need to be an ARA member but must qualify for membership with the association. New for this program year, five $2,000 scholarships are available to ARA student members. This new membership category is open to individuals enrolled in high school or a post-secondary institution. Student membership, which is free of charge to those who qualify, opens a variety of opportunities to learn about the industry and network with other members. “Scholarships are a powerful tool for recruiting and retaining top talent to ensure continued success and future growth of the equipment and event rental industry. The ARA Foundation is proud to offer scholarships for continuing education with a record $128,5000 available this year,” says Marcy Wright, ARA Foundation executive director. Since the ARA Foundation began the scholarship program, more than $1 million has been granted to students across North America. Applications are now being accepted. Simply visit ARArental.org/ARA-Foundation/scholarships to learn more and to apply before the March 7, 2022, deadline.
Flux Power CEO outlines 2022 strategy in letter to shareholders
Flux Power Holdings, Inc., a developer of advanced lithium-ion battery packs for commercial and industrial equipment, issued a letter to shareholders from Ron Dutt, CEO of Flux Power. In reviewing the calendar year 2021, Flux Power experienced continued high growth amidst numerous challenges and opportunities. The year was highlighted by increasing demand for our lithium-ion battery packs and the addition of new customers and products. The year ended with over 10,000 high-performance battery packs in the field for lift trucks and other industrial equipment including airport ground support equipment (GSE), and stationary energy storage for EV charging. These accomplishments have resulted in now 13 consecutive quarters of year-over-year revenue growth, record gross margin, and a record $28.0 million customer order backlog. We also strengthened our balance sheet during the year, raising net proceeds of $14.1M from a registered direct offering and converting all debt to equity. With ongoing global supply chain disruptions and COVID-19 pandemic headwinds throughout the year, we continued to innovate new approaches to serve our customers, while maintaining a business growth trajectory of over 50% per year. The pandemic pressures have created frustrating shipment delays and part shortages but have in turn made us stronger and more resilient. To meet our goals and challenges, during the year we improved and expanded our supply chain and production staff and processes. Our supplier management has been assessed and improved from end to end. The pressure tests invoked by the pandemic have driven specific actions including supplier management actions, launching lean manufacturing, adding new shippers, implementing high-performance cycling equipment, and strengthening staff capabilities. Throughout 2021, we continued to see our market expand with the increasing rate of fleet electrification and supportive government regulations. Companies are becoming more aware of the consequences of carbon emissions and the role batteries and electrification can play as a solution. Our customers are looking for energy solutions that support their sustainability initiatives. Lithium-ion battery packs have a small share of the market today, but a high and growing adoption rate in the material handling industry. Building on our success in the material handling industry, we are broadening our reach to include shipments of battery packs used for stationary energy storage and electric autonomous shuttles. Looking ahead into 2022, we are focused on delivering quality products, meeting delivery requirements, and achieving customer satisfaction that is best-in-class. Some of the initiatives we have planned for 2022 include: New product designs for margin enhancement, part commonality, and improved serviceability; Production facility improvements to increase throughput and support our record backlog; New customer acquisition with Fortune 100 & 500 companies; Deployment of our Sky BMS telematics technology; New investor engagement to proactively communicate Flux Power’s growing financial performance, Fortune 500 customer base, and record backlog that is positioning the Company to be a global leader in lithium-ion energy storage solutions for large commercial and industrial fleets. We continue to leverage our first-mover position in lithium-ion adoption with our growing list of new and diverse Fortune 500 customers, giving us validation of our strategy. Our commitment, consistent performance, and trustworthiness are the foundation for long-term, sustainable relationships with our customers. 2022 presents an exciting opportunity for Flux Power to continue our growth trajectory with customers, collaborate with OEMs, improve margins in the face of supply chain disruptions, and increase shareholder value. Withstanding the volatility in the electrification sector, we believe continued execution of our strategy will support increasing shareholder value for the future.
U.S. Rail Traffic for the week ending January 8, 2022
The Association of American Railroads (AAR) has reported U.S. rail traffic for the week ending January 8, 2022. For this week, total U.S. weekly rail traffic was 440,761 carloads and intermodal units, down 16 percent compared with the same week last year. Total carloads for the week ending January 8 were 210,020 carloads, down 10.6 percent compared with the same week in 2021, while U.S. weekly intermodal volume was 230,741 containers and trailers, down 20.4 percent compared to 2021. One of the 10 carload commodity groups posted an increase compared with the same week in 2021. It was nonmetallic minerals, up 207 carloads, to 25,613. Commodity groups that posted decreases compared with the same week in 2021 included grain, down 5,652 carloads, to 21,952; coal, down 5,638 carloads, to 54,916; and metallic ores and metals, down 3,661 carloads, to 19,853. For the first week of 2022, U.S. railroads reported a cumulative volume of 210,020 carloads, down 10.6 percent from the same point last year; and 230,741 intermodal units, down 20.4 percent from last year. Total combined U.S. traffic for the first week of 2022 was 440,761 carloads and intermodal units, a decrease of 16 percent compared to last year. North American rail volume for the week ending January 8, 2022, on 12 reporting U.S., Canadian and Mexican railroads totaled 288,324 carloads, down 13 percent compared with the same week last year, and 298,984 intermodal units, down 21.2 percent compared with last year. Total combined weekly rail traffic in North America was 587,308 carloads and intermodal units, down 17.4 percent. North American rail volume for the first week of 2022 was 587,308 carloads and intermodal units, down 17.4 percent compared with 2021. Canadian railroads reported 60,301 carloads for the week, down 22.7 percent, and 56,857 intermodal units, down 23 percent compared with the same week in 2021. For the first week of 2022, Canadian railroads reported a cumulative rail traffic volume of 117,158 carloads, containers, and trailers, down 22.8 percent. Mexican railroads reported 18,003 carloads for the week, down 2.6 percent compared with the same week last year, and 11,386 intermodal units, down 26.9 percent. Cumulative volume on Mexican railroads for the first week of 2022 was 29,389 carloads and intermodal containers and trailers, down 13.7 percent from the same point last year.
ELFA releases Top 10 Equipment Acquisition trends for 2022
The Equipment Leasing and Finance Association (ELFA) which represents the nearly $1 trillion equipment finance sector, has released its Top 10 Equipment Acquisition Trends for 2022. Real private investment by U.S. businesses in equipment and software is forecast to be almost $2 trillion in 2022, with a substantial amount of that investment activity financed, so these trends impact a significant portion of the U.S. economy. ELFA President and CEO Ralph Petta said, “The pandemic is the underlying theme throughout the trends this year as equipment acquisition continues to drive supply chains across all U.S. manufacturing and service sectors. Nearly eight in 10 U.S. businesses use equipment leasing and financing to acquire the productive assets they need to operate and grow. We are pleased to provide the Top 10 Equipment Acquisition Trends to help businesses make their strategic equipment acquisition plans, especially since there are significant opportunities for businesses to benefit from expected economic growth this year.” ELFA distilled recent research and data, including the Equipment Leasing & Finance Foundation’s 2022 Equipment Leasing & Finance U.S. Economic Outlook, industry participants’ expertise, and member input from ELFA meetings in compiling the trends. ELFA forecasts the following Top 10 Equipment Acquisition Trends for 2022: 1. The U.S. economy will have solid growth in 2022. After a highly volatile 2021, the economy is on a more even footing this year, with the widespread availability and effectiveness of vaccines reducing the risks from the pandemic. The potential for economic growth later in the year is substantial with a 3.5% GDP growth forecast for 2022. 2. Equipment shortages will continue due to supply chain disruptions. Delivery bottlenecks will likely persist, especially if U.S. trading partners shut their borders in response to new virus strains. Businesses will be likely to invest more capital in maintaining inventories of crucial components and develop relationships with new suppliers to reduce the impact of future disruptions. 3. High inflation will be a major headwind for Main Street and the overall economy. In fall 2021, supply chain snags added to inflationary pressures, which will be prolonged this year. The Federal Reserve has announced several planned interest rate hikes in 2022. It remains to be seen what impact, if any, interest rate increases will have on supply or demand. 4. Positive growth in capital spending will continue. Equipment and software investment expanded by more than 15% annualized from January to June 2021, which was comparable to the rapid growth of the post-2008-09 recession. With continued, though not as strong demand, equipment and software investment growth of 4.6% is expected. 5. Equipment finance will play a significant role in economic growth. Based on historical precedent, more than half of equipment and software investment this year will be financed. In addition, inflationary pressures that drive equipment prices higher will make financing more desirable with payments spread out over time. 6. Government fiscal and regulatory policies will pose opportunities and challenges to capital spending. Businesses will need to stay informed on a range of federal and state policy changes that will impact their operations. They include the long-awaited infrastructure spending law enacted by Congress that will have businesses investing in related equipment verticals, and federal and state initiatives that will create more red tape for lenders along with associated costs to borrowers. 7. Pandemic-driven changes in the workplace will continue to impact equipment demand. Ongoing remote/hybrid work arrangements will drive demand for new types of equipment and software as businesses continue to adapt to the “new normal.” Automation and AI technologies such as robotics, machine learning, and natural language processing will boost the productivity of employees working remotely and fill the void of unavailable labor. 8. Many key equipment types will show growth. While equipment and software investment should expand at a healthy rate, growth is likely to be uneven across equipment verticals. Trucks, oil & gas equipment, and materials handling equipment should benefit from sustained demand. Verticals such as automobiles, construction machinery, and agricultural equipment may continue to face pandemic-related headwinds such as input shortages, high energy prices, and volatile demand conditions. 9. Businesses will increase their focus on digitization and data. As investment in digitization accelerates across most industries, businesses will need to leverage both customer and external data for competitive advantages in areas such as customer behavior and market dynamics. Cybersecurity risks will require increasingly robust cyber- and data-security protocols to be implemented. 10. “Wild cards” will play a role in business investment decisions. There are other areas in addition to the trends above that businesses will keep an eye on that could impact their equipment acquisition strategies. Continued fallout from the pandemic and future variants, ongoing labor shortages, passage of the “Build Back Better” spending package in Washington, and mid-term elections could all have potential business impacts. Related Video: Related Infographic:
Toyota Material Handling introduces 22 new electric models in historic product launch
The largest launch in company history gives Toyota the industry’s most complete lineup Toyota Material Handling (TMH) is elevating its position as the industry’s most innovative manufacturer of material handling products and warehousing solutions with the largest product launch in the company’s history. Toyota Material Handling announced the release of 22 new electric products as part of the company’s growing portfolio of world-class material handling products and solutions. “This is an exciting milestone for our company and our customers,” said Bill Finerty, TMH president and CEO. “Never before has the global supply chain endured such challenges as those we presently face. Warehouses and distribution centers everywhere need material handling equipment that can help them keep pace with the speed of commerce. This historic product release puts Toyota in a position to lift up customers with the material handling solutions they need to be successful in today’s demanding market.” Toyota’s historic product introduction includes a range of new warehousing solutions, including 12 new reach truck models – giving Toyota the industry’s most expansive reach truck lineup. The new reach truck models address modern warehousing challenges by offering customers tailored solutions for narrow aisles, and different picking and putaway needs. The expanded lineup includes four different operator compartments; 24V, 36V, and 48V models; a Multidirectional model for handling long loads in narrow aisles; High-Capacity models with a maximum fork height of 45 feet; as well as three Moving Mast Reach Truck models to fit unique applications – such as cold storage and indoor/outdoor use. Toyota Material Handling also added a Low-Level Order Picker and Furniture Order Picker, along with Enclosed End Rider and Stand-Up Rider pallet jacks to its industry-leading product lineup to stay at the forefront of a significant shift taking place in the industry. “When our customers speak, we listen,” said Tony Miller, TMH Senior Vice President of Operations, Engineering and Strategic Planning. “Our customers have been asking for specific and sustainable solutions that get the job done. The comprehensive group of products and solutions featured in this historic release represent Toyota’s finest engineering and capture the true spirit of collaborative design and function, with all the options, features, and versatility our customers need to optimize their operations and meet their strategic initiatives.” To round out the company’s unprecedented product launch, TMH introduced four electric pneumatic forklift models, available in capacities ranging from 3,000-17,500 pounds, to provide customers with options that combine strength and versatility while helping address sustainability objectives. The new product lineup demonstrates Toyota’s responsiveness to the growing demand for durable, reliable, energy-efficient products with greater versatility and seamless operation across all applications and environments. Nearly 70 percent of material handling products sold in 2021 were electric, and that shift is expected to continue in the years to come. Toyota remains committed to its Vision 2030 goal of significantly reducing the company’s carbon footprint. “Material handling operations are being influenced by multiple mega trends, and we believe this historic product launch will provide our customers with the solutions they need to meet increasing throughput demands,” said Jaksa Pejnovic, TMH Vice President of Sales & Marketing. “Consumer buying behaviors are forcing new warehousing strategies to keep up with the explosion of SKUs and the rapid rate of change. We strongly believe the introduction of all of these great new models will help us stay ahead of the industry’s rapid electrification transformation by providing our customers with solutions for any material handling challenge.” The entire product lineup is backed by Toyota’s industry-leading nationwide dealer network, Toyota 360 Support and service guarantee, plus the unparalleled reputation and quality inherent in products manufactured with the world-renowned Toyota Production System (TPS), Toyota Lean Management, and Toyota’s Five “S” System (5S). These elements, combined with Toyota’s System of Active Stability (SAS) technology and all-new Smart Environment Sensor (SEnS) pedestrian detection system, provide customers with confidence in the operational safety of their equipment.
Dellner Bubenzer debuts innovative & optimal performing disc brake series–the SB 28.5
DELLNER BUBENZER has announced the launch of the new SB 28.5 disc brake, which is now available to the global market. The new SB 28.5 brake upgrades the industry-leading SB Series equipment with optimized technology and maintenance service. This new product launch marks the first since the global DELLNER BUBENZER merger in June 2021. “DELLNER BUBENZER is pleased to announce the release of the SB 28.5,” said Jan-Willem Schoneveld, CCO of DELLNER BUBENZER. “DELLNER BUBENZER’s goal to become the world’s leading supplier of brakes and related power transmission products requires us to constantly evolve our company and our offerings. By constantly monitoring our products, recognizing optimal performance potential, and responding to market needs, this is another opportunity to expand and enhance our product portfolio with worldwide competence and expertise.” Further, Schoneveld elaborated on the enhancements of the new generation of the SB disc brake, “sustainability is a driving force in development for us with the combination of the SB 28.5 with the BUEL® thruster. This is an important development for braking systems that consumes less energy with a fast-closing time. Beyond sustainability and energy saving, the SB 28.5 brake presents the significant advantage of less maintenance. This is a result of the improved self-centering system by roller and cam. In addition, we have advanced the automatic wear compensation and the parallel alignment of brake shoes, so maintenance work is simplified. The compact design allows our customers for 1:1 replacement of previous products, ensuring precise interchangeability if new brakes are needed. This new braking system underscores DELLNER BUBENZER’s commitment to uphold our pioneering reputation and deploy the latest in technology to mirror what market needs and our clients deserve,” says Schoneveld.
15,000# Pallet Trucks and More from Sroka
The heavy-duty Sroka electric walkie pallet trucks, also known as electric pallet jacks, are the most rugged, no-nonsense workhorses in the industry. Sroka offers flexible design features and capacities up to 30,000 lbs. Using time-tested designs based on years of heavy-duty applications, our motorized pallet trucks can be relied upon day after day. Custom pallet jack options include fork length, fork width, width over forks, and fork profile. Click here to download the brochure.
Shopserve® Microfiber Towels for cleaning on-the-go
New dispenser puts durable microfiber towels where needed most Take microfiber cleaning and detailing on the go with Hospeco Brands Group’s Shopserve® microfiber towels, now available in a convenient dispensing box. These thin but durable 12” x 12” towels are perfect for quickly removing dirt, dust, and bacteria from surfaces requiring little to no chemicals. And now, with the convenient dispensing box, microfiber cleaning towels can be kept in areas where cleaning up or wiping down surfaces is a more constant undertaking, assuring maximum efficiency and efficacy. Shopserve® microfiber towels are economical enough to be used as a disposable towel or can be laundered for limited reuse. Shopserve microfiber cloths are made of polyester and polyamide. The fibers are more than 100 times smaller than human hair, creating a larger volume of fibers touching a surface compared to traditional cotton cloths. The increased surface area makes Shopserve microfiber significantly more absorbent, seemingly lifting and trapping dust and dirt into their fiber web. Further, they are non-linting, making them ideal for cleaning and polishing applications. They also excel at absorbing grease and oil. These general-purpose cleaning and detailing towels are suitable for applications as diverse as building services and maintenance, industrial, manufacturing, automotive, healthcare, agriculture, and more. Shopserve is offered in a variety of colors including red, yellow, green, and blue to help prevent cross-contamination and to indicate different chemical use. These machine washable, colorfast, edgeless towels are non-abrasive and won’t scratch surfaces.
Fairchild Equipment becomes eight-time MHEDA MVP
Fairchild Equipment has been awarded the prestigious Most Valuable Partner (MVP) Award for 2022, based on accomplishments in 2021. For the eighth consecutive year, Fairchild Equipment has earned the MVP Award from the industry’s trade association, Material Handling Equipment Distributors Association (MHEDA). In order to qualify for this MVP Award, each recipient must satisfy a rigorous set of criteria with less than 10% of the association’s membership earning the award; and as a 2022 MVP, Fairchild Equipment has successfully demonstrated a commitment to business excellence, professionalism, and good stewardship. To qualify for the annual MVP Award companies are required to provide evidence of their commitment to their partners in business including their customers, employees, and suppliers. They must satisfy criteria in the following important areas: · Industry Advocacy · Customer Service & Safety Practices · Business Networking · Continuing Education · Business Best Practices “I know I say it every year, but this award means everything to our company,” Van Clarkson, Fairchild Equipment’s president, and MHEDA Board Member said. “It embodies our core values,” he continued, “How we want to be perceived in our markets, by our customers, and by our employees. It is truly an honor to achieve this status and a testament to the hard work from our family of employees.” “Achieving the MVP Award demonstrates a company-wide effort to maintain the highest business standards, customer service, employee development, and commitment to the betterment of the material handling industry. MHEDA is very proud of our award-winning members,” Ted Springer, President of Springer Equipment Co., Inc., and 2021 MHEDA Chairman said. Fairchild Equipment strives every day to provide a dynamic and comprehensive customer experience, with a team that is dedicated to industry experience, knowledge , and customer service. The Material Handling Equipment Distributors Association (MHEDA) is the premier trade association dedicated to serving all segments of the material handling business community. MHEDA represents close to 600 companies in the material handling equipment business. Located in suburban Chicago, the association provides services to companies seeking to improve their business through education, networking, benchmarking and best practices.
Hyster Partners with RICO on expanded line of Explosion Proof Lift Trucks
Hyster Company announces an expansion of the certified Explosion Proof (EX) lift truck line, in which traditional Hyster lift trucks are converted by RICO Manufacturing, Inc., a provider in manufacturing certified EX solutions. EX-rated lift trucks have specific protection measures that allow them to operate in hazardous locations with potentially explosive or flammable vapors, liquids, dust, or fibers. The expanded lineup includes the introduction of four electric sit-down counterbalanced lift trucks in the 3,000-to-10,000-pound capacity range and two electric walkie pallet trucks in the 6,000-to-8,000-pound capacity range. These additional trucks provide more options for material handling operations where lift trucks may be exposed to explosive gases and combustible dust particles, common in industries such as paint, coatings, adhesives, aerospace, automotive, oil, paper, gas, and plastic. “This collaboration meets the growing demand for quality, certified EX-rated lift trucks, leveraging the strength of RICO, our approved supplier for these types of solutions in the Americas and our comprehensive Hyster dealer network,” says Martin Boyd, Vice President of Product Planning and Solutions, Hyster Company. “Our proven Hyster electric lift trucks are a strong foundation for specialized conversion by RICO, delivering performance and reliability as part of an expanded portfolio of solutions to address a wide range of industrial applications and customer needs.” The additional models build upon the success of the existing relationship between Hyster and RICO and the line of large-capacity, electric and internal combustion counterbalanced trucks introduced in 2019. The trucks are exclusively available through authorized Hyster® dealers. A majority of parts on the converted trucks, branded as RICO, are common with non-EX rated Hyster products, enabling the comprehensive Hyster® dealer network to service and support the EX trucks just as they would other Hyster equipment. Convenient access to serviceable components also helps reduce service times when maintenance is required. The trucks use an enclosed UL E battery, tested by the global safety certification company, helping to reduce lead times and cost by eliminating the need for special charging equipment. The RICO EX forklift series has been certified by Factory Mutual, a Nationally Recognized Testing Laboratory, as defined and approved by OSHA, to operate in Class 1, Divisions 1 & 2, Group D and Class 2, Divisions 1 & 2, Group G hazardous rated environments. RICO performs more than 98% of work in-house and has more than three decades of experience in manufacturing EX solutions for the North American market.
EP 245: DHL Innovation Center Visit
In this episode, I got the chance to visit the DHL Innovation Center in Chicago. I was lucky enough to get a tour of the center and also sit down to talk about it with Megan Wolski who is an Innovation Engagement Manager for DHL. Let me just say, this place is awesome! Key Takeaways Since the DHL Innovation Center opened in Chicago I have been dying for a chance to get inside and I got my chance recently on a trip to the area. With so much technology going on in our space, it is amazing to see some of the top solutions in one space being shown off. Many of which have been featured on the podcast before like ProGlove, Kinetic, Locus, Vecna, Zebra, 6 River, and many more. The wonderful thing about this center is that it is all solutions that DHL has been testing themselves and believe to be part of the future trends that they are seeing in the warehousing space. Through their ability to test and try these solutions at their multiple facilities throughout the world, they have created an extreme wealth of knowledge on what solutions their customers could be a right fit for. This is a huge bonus for any current or incoming customers of DHL as they can set off on the right technology roadmap from the beginning. One of the big things in the innovation center is the focus on trends and how DHL interprets those trends playing out over the next few to several years. We started the tour with a series of videos focused on how the supply chain might look in 2050 and it was very eye-opening to see some of the concepts that could potentially play out. As they are looking at the trends, they create each trend in a section of the innovation center so you can explore some of the solutions that are helping people match the trend. There is a very comprehensive and interactive trend radar that can be found on their site which can give you some insights as to what technologies may be coming up next. In my discussion with Megan, it seems that sensors such as RFID are really going to be growing in adoption over the next year as prices are drastically coming down. While there are multiple innovation centers across the globe, unfortunately, they are not open to everyone but DHL has taken steps to ensure that there are multiple ways to learn about the different innovations they are seeing and utilizing as well as providing educational opportunities online. They have hosted multiple webinars including a 24-hour event which can all be found here. With their global reach and scale, they are certainly someone to watch when it comes to what new solutions will be adopted and have a long-standing in our industry. I did get the invite back so be sure to stay tuned for future The New Warehouse coverage from the DHL Innovation Center. Listen to the episode below and enjoy some photos from the tour. The New Warehouse Podcast EP 245: DHL Innovation Center Visit Share on Facebook