MHEDA WELCOMES NEW MEMBERS

MHEDA welcomes new Distributor Members EMPCO Material Handling of Ponce, PR, and ORS Nasco of Muskogee, OK, and new Supplier/Associate Members Battery-Shifter of Montreal, QC, Canada, and TCM Distribution USA of Bridgeport, NJ.

BREAKING NEWS

Manufacturing on the Rise

Read and add your comments to the Material Handling Indus- try's first and only blog. Join others in lively discussions on topics of interest to you or start your own topic for discussion in the MHEDA Edge forums. It's New! It's Exciting! It's MHEDA Edge!

Two recent reports indicate that U.S. manufacturing is gaining strength with surprising speed. The Institute for Supply Management said on October 3 that its Manufacturing Index rose to 59.4% in September from August's 53.6%, the industrial sector's 28th consecutive month of growth. A reading above 50 indicates the sector is expanding. September's reading was the highest since the index hit 59.6% in August 2004, and well above the 54% reading that analysts predicted. The Commerce Department reported on October 4 that orders placed with U.S. factories rose 2.5% in August, the third increase in four months. Excluding transportation equipment, orders rose 2.7%, the most since March 2004.

Some economists attribute the unexpected growth to rebuilding efforts after Hurricanes Katrina and Rita. A surge in demand for equipment and materials needed for rebuilding after the storms—such as lumber, metals, and welding and safety equipment—is expected to keep factories busy in coming months.

Supreme Court to Hear Business Tax Credit Case

During its current term, the Supreme Court will decide whether a popular tax credit used by many states to encourage businesses to make capital investments is constitutional or not. The case is an appeal by the state of Ohio and the DaimlerChrysler Corporation, which received an Ohio investment tax credit for building a Jeep plant in a depressed area, of a court ruling that a benefit of this type interferes unconstitutionally with interstate commerce.

Transportation Rule in Transitional Period

The Federal Motor Carrier Safety Administration's (FMCSA) final Hours-of-Service rule (70 Fed. Reg. 49978) went into effect on October 1. To allow time for compliance, the agency will provide a transition period for enforcement through the end of the year. This period will give the transportation industry and law enforcement officials time to modify their educational materials and train their employees on these changes. During this transitional period, FMCSA will monitor carriers for egregious violations of the new rule and pursue enforcement action when necessary.

Lift the Weight of Regulatory Issues

The Fall 2005 issue of The MHEDA Journal is coming to your mailbox soon, and is available online now at www.mheda.org. Don't miss this opportunity to learn how to Lift The Weight of Regulatory Issues. Distributors and suppliers explain the challenges they face from tort reform, insurance, product liability, fire codes, emissions regulations and more. Also in this issue are Sales Success Stories and a preview to November's Business Transformation Retreat. Check it out today!

DEALER BUSINESS SYSTEMS

PRONTO SAME DAY SHIPMENT

INDUSTRY BEAT
(what people are talking about)

Ken Shaw on The Amazing Race (Philadelphia, PA) • Ken Shaw III, president of Fred Hill and Son Company, and his father helped out with the season premiere of the hit CBS reality series, The Amazing Race. To complete the task, competitors were required to visit Washington Crossing Historic Park in Pennsylvania, where George Washington made his famous crossing of the Delaware River. The ten teams had to row a boat across the Delaware River into New Jersey, retrieve a 13-star flag, row back to the Pennsylvania shore and observe a flag folding ceremony to earn the next clue. The elder Shaw, a member of the Washington Crossing Reenactment Society, was enlisted to help, and suggested his son, an avid rower, to assist as well. The Shaws helped guide each team across the river. Being on TV was a little strange, said Shaw, who had to keep the event confidential until the segment aired. "With home movies, I've seen myself on television before, but what made this seem more odd was that a couple of families in the neighborhood who are big fans of the show called me during the commercial break. So it was neat from the perspective of having different people recognize you.” Ken Shaw III (left) and his father made like George Washington to lead teams across the Delaware River during The Amazing Race. CARB Hearing Delayed Indefinitely (Sacramento, CA) • The California Air Resources Board (CARB) indefinitely postponed its consideration of a proposal to adopt new emission standards for large-spark ignition (LSI) engines for 2007 and later. This proposal, which was to have been voted on during the October 20 Board Meeting, was originally scheduled for discussion in June, then postponed until September and tabled again until October. Oram Opens New Branch (Kansas City, KS) • Oram Material Handling Systems opened a new facility in Joplin, MO, its fourth branch location. The new operation features local truck delivery, a tire press and full-range service capabilities to support customers in southwestern Missouri and southeastern Kansas. The address is 5609 East 7th Street, Joplin, MO 64801, and the new phone number is 417-782-9867. OSHA Announces Alliance with CMAA, HMI and MMA (Washington, D.C.) • The Occupational Safety and Health Administration recently announced an alliance with the Crane Manufacturers Association of America (CMAA), the Hoist Manufacturers Institute (HMI) and the Monorail Manufacturers Association (MMA) for the purpose of providing crane, hoist and monorail systems owners and operators with information, guidance and access to education and training resources that will advance their workplace safety and health. Lift, Inc. Expands Bernville Facility (Lancaster, PA) • Lift, Inc. doubled the size of its building in Bernville, PA, serving the Reading market. The full-line facility grew from roughly 9,000 sq. ft. to its current size of 18,500 sq. ft. The addition includes more parking, a new shop and expanded warehouse space. Lift, Inc.'s new Bernville facility In Sympathy MHEDA extends its condolences to the family and friends of Fred A. Rhoads Jr., who passed away on September 27 at the age of 59. Mr. Rhoads owned and operated Aurora Lift Truck Service in Montgomery, IL, for 32 years. In a 2003 interview with The MHEDA Journal, Mr. Rhoads said, "Our original intent was to build on service and sell used equipment. Now we sell more new equipment than used." Contributions in Mr. Rhoads memory can be made to the American Heart Association, Highland Square Suite G-1, 222 East State St., Rockford, IL 61104.

ASK US ABOUT CASTERS EXPRESS

SALES SUCCESS STORY

Forklift Accountability Has United Appeal

United Natural Foods, one of the largest wholesale distributors to the natural and organic foods industry, operates 10 regional distribution centers strategically located across the United States. The Mid-Atlantic region is served from a 270,000-square-foot distribution center located in New Oxford, Pennsylvania, that handles 18,000 different items in a three-shift operation with 340 employees, 135 of whom are trained and certified to operate 25 forklifts (9 order pickers, 13 reach type and 3 pacers).

Facility Equipment Technician Manager Bill Travis was concerned with the driving habits of some lift truck operators. While working at a prior employer, Travis learned about truck accessories that measure and record impact events, sound alarms and warn management, etc. Travis investigated and found the Shockswitch ID system, a product of Dallas, Texas-based Shockwatch.

(from left) United Natural Foods Facility Equipment Technician Manager Bill Travis and Facility Manager Wojtek Patynowski demonstrate Shockwatch's key ID system with Lift, Inc. salesperson Scott Merrick.

Shockwatch Regional Manager Ron Pignatello joined local dealer sales rep Scott Merrick of Lift, Inc., on a personal visit to the New Oxford facility. Pignatello and Merrick demonstrated the Shockswitch system, which controls forklift access by requiring a prospective driver to "log on" with a simple key device, personally assigned to each authorized driver. Supervisors use a similar key to download stored information from the truck-mounted ID units and transfer the data to the Shockmate management software package on their office computer. Each driver's key contains a unique number by which a licensed lift truck driver may be identified. Each unit on board a particular truck senses, records and reports such data as abnormal impacts (adjustable to a particular environment), exact time of abnormal impact, operator identity, truck operating history, truck maintenance history, and the date when required operator retraining is due.

After the initial sales presentation, Merrick arranged and hosted a visit to an existing Shockswitch ID end-user location where United Natural Foods delegates were able to witness a real system at work and query some actual users. Merrick then helped Travis and his staff install two sample units and the companion operating software. The test units underwent a three-month trial, after which the units were installed on the remainder of the fleet.

Merrick followed up closely during the installation and training period. United Natural Foods' management followed the full Shockwatch program recommendations concerning operator adjustment and gradual behavior modification. Three months were dedicated to operator training and familiarity with the new system. Initially, units were programmed to simply sound an alarm for "operator awareness” of rough driving practices. On January 1, the full program was implemented with operator record retention and incident logging, etc.

"Our actual results so far indicate we will more than realize our goals. We are already showing a starting level of 50 hits per week has dropped to 20 hits per week. A hit is defined as an impact exceeding company operating standards, which often leads to damage, repair costs and downtime."

Based on the success of the trial, United Natural Foods plans to expand the program to all company locations.

ROURA PRODUCTS CAN NOW BE ORDERED ONLINE

THE BEST IN FORKLIFT TIRES

MHEDA UNIVERSITY

What's It Worth? A Guide to Business Valuations
October 25, 1:00 p.m. - 2:00 p.m. ET
Scott Miller, Enterprise Services Inc.
Join MHEDA University for a teleconference designed to review the common approaches in the business valuation process. There are many reasons for valuing ownership interests in a private company, including divorce, gift and estate tax planning, buy/sell agreements between principals, mergers, acquisitions and insurance requirements. The purpose often impacts the approach or standard of value used to determine a value or range of values. Such information can be critical for any owner of a private business. Topics include: Standards of Value, Fair Market Value, Revenue Ruling 59-60, Fair Value, Investment Value, Approaches to Valuation, Market Approach, Cost Approach, Income Approach, Discounted Cash Flow, Capitalization of Earnings and other Income Approaches. For more information about these topics and to register, visit this page or call MHEDA at 847-680-3500. Registration is only $99 per company for unlimited participants.

Business Transformation Retreat
November 9-11
Eaglewood Resort & Spa (Itasca, IL)
This unique retreat will give you the tools you need to create a plan to strengthen your business, enhance your relationship with your customers and employees, and learn from other MHEDA Members who have gone through the planning process. Each day you will have time to work privately with your team and plan for 2006 and beyond. Don't miss this opportunity to get away from the office and really focus on your business. Registration is $799 per person and $699 for each additional person when you register three or more people. Visit this page for details or to register. Questions? Call MHEDA at 847-680-3500.

The Habit of Selling
November 30 - December 2 (Dayton, OH)
Don Buttrey, Sales Professional Training Inc.
MHEDA University, in partnership with Association Education Alliance (AEA), presents a 2½ day sales training seminar to help your sales team work on their relationship, pre-call planning, active listening, presentation and closing skills. Throughout the seminar, participants will work on a selected real-life "Target Account." Each person will pre-call plan for this account as they learn from the material, lecture and interaction with other salespeople. This is an extended version of the program MHEDA offered in the spring. Registration is $895 per person, which includes work binder, features and benefits worksheet, pre-call planning tool, breakfasts, lunches and all breaks. For more details or to register, visit this page.

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YOUR COMPLETE MATERIAL HANDLING RESOURCE

MHEDA NEWS

October MHEDA Edge • The October issue of MHEDA Edge, MHEDA's new online magazine for young professionals, was sent to your e-mail inbox on October 7. You can see it now at www.mhedaedge.org and see what this month's authors recommend to help grow your career. Learn tips on working from home, value-added selling, taking responsibility for product application, unique sales stories, obtaining building permits and more. Don't miss the interview with AnnaMaria Kendall, the lone "Edger" on the MHEDA staff. Read these articles and then make your opinions known on the Discussion Forums and Blog. It's all in the October issue of MHEDA Edge, online now!

Reserve Your Booth Now for MHEDA's 2006 Exhibitors' Showcase • The floor plan for the 2006 Exhibitors' Showcase is now available for you to reserve your booth space. View the floor plan here. As a new benefit, Exhibitors who reserve their booth by October 28, 2005, will be listed in the Convention brochure that nearly 4,000 material handling professionals will receive in January 2006. This is your opportunity to publicize your participation in MHEDA's Exhibitors' Showcase. There is no cost to you for this special service. All you have to do is reserve your booth space before October 28. To reserve your booth, view the floor plan and call Cindy Thoren at 847-680-3500 or e-mail cthoren@mheda.org.

MHEDA's Annual Convention will take place April 29 - May 3, 2006, at the Marriott Marco Island Resort in Marco Island, Florida. The Showcase will take place on Monday, May 1, from 9:30 a.m. to 12:30 p.m. More convention details will be available in the coming months.

Opportunity Is Calling All Salespeople – It's a Good Call to Answer • We all know that we have to make our own opportunities. We are the only ones who can make the difference and create the type of future we want.

Wishful thinking won't generate sales, but bright ideas will. The brightest ideas are yours for the taking. All you have to do is network with your peers in MHEDA.

That is what MHEDA-NET is all about. It is groups of like minded people working toward the same goal and sharing ideas about reaching that goal. Join the MHEDA-NET Sales Group and see how your horizons expand.

MHEDA-NET is a free service for all company associates and the teleconferences are designed to accommodate your busy schedule. Groups have a high level of respect shared by all members, creating an atmosphere of trust and openness. Challenges and opportunities can be identified and discussed in confidence. You will be able to obtain new ideas and also have an opportunity to discuss issues that impact your future.

To join, just fill out the Group Profile and fax to 847-362-6989. For more information, call Evelyn McWilliams at 847-680-3500 or visit this page.