MHEDA welcomes new Distributors Discount Forklifts, Inc. of Miami, FL, and Dobmeier Lift Trucks, Inc. of Buffalo, NY, and new Supplier/Associates Dolphin Capital of Moberly, MO, and Rapid Rack Industries of City of Industry, CA.

Growth On The Horizon For Material Handling Industry

The MHEDA Journal's Annual Industry Forecast polled distributors and suppliers across North America to discuss challenges, trends and opportunities for 2006. Customer consolidation and the rising costs of fuel, steel and insurance continue to be a concern, but MHEDA members have the leadership and foresight to overcome these obstacles and attain success.

In Part I of The MHEDA Connection's three-part series, distributors forecast that 2006 will be a year of steady growth. Over 73% of those surveyed expect to see a sales increase, with an average rise of nearly 13%. 2005 was a year of recovery for many in the industry, and recovery will continue in 2006 thanks to general economic rebound, new product releases from manufacturers, expanded marketing plans and technology advancements, among other factors.

All distributors interviewed in the Northeast expect sales to be up, but only 54 percent of those in the West do.

In the February 1 issue of The MHEDA Connection, manufacturers and suppliers will demonstrate the strategies that have them prepared for growth. Don't forget to look for the full report, with breakdowns by product mix and geographic region, in The MHEDA Journal, in the mail and online now!

TMJ Online Poll

Didn't participate in the forecast? Well, here's your chance! Go to The MHEDA Journal Online at www.mheda.org and tell us whether you think business in 2006 will be up, down or the same relative to 2005.

Last quarter's poll asked, "Does your company have a plan for handling natural disasters and other emergencies?" Eighty percent of respondents answered no. For information on emergency planning for businesses, read this story in the January issue of The MHEDA Journal Online. Other highlights of this quarter's issue are introductions to the 2006 MHEDA Board and President John Maybury, plus Online Exclusives from MHEDA Convention presenters Don Buttrey, John Cassis and Steve Rizzo. Check out The MHEDA Journal Online today!

Mark Jones Miami Industrial Trucks Celebrates 50 Years (Dayton, OH) • Miami Industrial Trucks has reached a milestone of 50 years of "Beyond World Class" Service. The business, started in 1956 with only six employees in a 4,000 sq. ft. facility in Moraine, OH, has over 155 employees and four locations (Dayton, Troy, Findlay and Toledo, OH). President/CEO Mark Jones comments, "It has taken the dedication and commitment of all our employees to achieve this landmark. Miami Industrial Trucks appreciates the support of its employees, their families, our suppliers and our loyal customer base for making this possible." UNEX Changes (Jackson, NJ) • Matt Duncan, with a decade of material handling experience, will be UNEX's new Southern region sales manager. Current UNEX Regional Manager Bill Edgy has moved into a new position as national account manager for large integrators. John Muse Jon Perry John Winter Carolina Handling Additions (Charlotte, NC) • John Muse, Jon Perry and John Winter each received a promotion and equity membership from Carolina Handling LLC. Muse was named vice president - parts. He has served the company since 1996, most recently as division manager for parts. Perry has been with the company since 2003 and was appointed vice president - sales. Winter, who joined Carolina Handling 13 years ago as a technician, was named vice president - service. Liftec Sponsors Race Car, Buys Building (South Plainfield, NJ) • Liftec Inc. Parts Manager Rick Mattioli continued his racing success in his Liftec-sponsored Camaro RS dragster. In June 2005, Mattioli was the National Dragster Challenge Winner at Atco Raceway and also won the Heavy ET Division at Raceway Park in August. Mattioli finished 2005 as the second-place point winner at both venues. Liftec also purchased the building at 124 Sylvania Place, South Plainfield, NJ 07080, a facility it had previously rented. Liftec Executive Vice President Tom Sylvester Jr. said it will allow the company to continue its growth and future plans. Liftec's Camaro RS Dragster (Photo courtesy of Dave Milcarek) Liftec Headquarters David C. Bratton Mike Winemiller Management Promotions at Briggs Equipment (Dallas, TX) • Briggs Equipment made several organizational changes. President David C. Bratton was also named CEO. North Texas Regional Manager and Fleet Manager Mike Winemiller was appointed vice president and COO, and New Orleans and Baton Rouge Manager Chuck Mathews was promoted to Southern regional manager with additional responsibility for the Jackson, MS, and Mobile, AL, branches. In Sympathy Frank J. Neuwirth, Founder and Chairman, UNEX Manufacturing MHEDA extends its condolences to the friends and family of Frank J. Neuwirth, founder of UNEX Manufacturing, who passed away on December 30 at the age of 73. Mr. Neuwirth founded UNEX in 1964 and was acting president until 2001, when he semi-retired to role of Chairman. Originally a powered conveyor company, UNEX transformed itself into a manufacturer of carton flow products and other material handling goods and services. Mr. Neuwirth was an active thoroughbred breeder and was highly involved in The Society of African Missions, a group focused on helping displaced children in Liberia. He was the quintessential family man and a true patriarch to his family. Neuwirth is survived by Elaine, his loving wife of 54 years, and their 4 children, 15 grandchildren and 4 great-grandchildren. Son Brian and daughters Barbara and Carolann remain active in running the daily operations of UNEX and are proud to be in charge of a true family-oriented business organization. Son Mark also runs a material handling business in Manasquan, NJ, and spent a great deal of time helping to build UNEX. Mr. Neuwirth was known best for his wisdom, generosity and kindness and will be missed by all.

Bastian Helps Customer Spiral Into Control

When Navarre Distribution, a distributor of entertainment media based in Minneapolis, MN, outgrew its old warehouse, it wanted to upgrade its cumbersome picking methodology. The company usually picked to pallets on forklifts and took the pallets to a packing station where they were prepared for shipping.

Navarre turned to Keogh Consulting, who developed an initial concept for Navarre's new warehouse design. Keogh then suggested long-time partner Bastian Material Handling LLC (Indianapolis, IN) who was awarded the contract after making some small changes to the design. Bastian installed a system using two three-level pick modules, wave management software and voice-directed picking.

Bastian Regional Manager Bob Miller, PE, says the project was challenging for a couple of reasons. "We had to handle a very wide range of products—CDs, DVDs, software, etc. Historically on pick-and-pass conveyor systems, there are totes. This system picked directly into the shipping container."

AmbaFlex spiral conveyors allowed the customer to maximize its warehouse space.

Two three-level pick modules, with expansion for a third, are the basis of the system, which in total required about 5,000 feet of linear conveyor. The design also called for spiral conveyors to re-circulate items both within and between pick modules. The amount of inclines and declines would have used too much space with conventional conveyor belts.

Miller and Systems Sales Consultant Mark Gaskill reviewed some suppliers for the spiral conveyor. "We decided that AmbaFlex used a very efficient design and was low-maintenance, long-lasting and good value for the customer," Gaskill says. "The spirals are very compact, so it let us maximize the space efficiency in the warehouse."

The two men worked with AmbaFlex President Phil Miller and Sales Rep Shane Gonzalez to secure the order. "The AmbaFlex spirals were noteworthy because they required no adjustment, troubleshooting, lubrication or maintenance," Bob Miller says. "It's neat because distribution companies traditionally had not been willing to pay for chain spirals like AmbaFlex. The best success is that there was no battle at all. We put them in and forgot about them." The spirals performed so well that the customer is considering more.

All told, the project was about a $2.5 million project for Bastian.

How to Find and Keep the Right Employees
January 24, 12:00 p.m. - 1:00 p.m. CT
Kathryne A. Newton, Associate Professor, Purdue University
Join MHEDA University for a teleconference about important management activities, such as employee selection, screening and motivation. You'll learn best resources for recruiting, in-depth interview questions, training to improve productivity, why feedback is critical for employee motivation, what to do when problems arise, ideas for differentiating your company, and much more. You will also have Q & A opportunities throughout the presentation. Registration is only $99 per company location. For more details or to register, call 847-680-3500 or visit this page.

How to Set More High-Quality Sales Appointments
January 30, 11:00 a.m. - 12:00 p.m. ET
Joe Ellers, Palmetto Associates
Participate in this no-cost teleconference to learn the latest, most successful techniques to ensure you get more high-quality appointments and spend less time on dead ends. You'll learn how to move closer toward a sale; how to know if you should raise prices, lower deliverables, increase product lines or focus on new targets; what to do with unresponsive but high-potential accounts; how to get the appointment without sounding pushy; and how to eliminate some of the current calls that are time wasters. Register today to start off your year right and improve the quality of appointments.

California Air Resources Board (CARB) - Large Spark Ignited (LSI) Emissions Update
February 22, 12:00 p.m. - 1:00 p.m. CT
Brian Feehan, Managing Director, Engine Fuel Programs, Propane Education & Research Council
CARB recently decided to drop its current plans for implementing a new LSI rule and will address the issue in 2006. This teleconference presents the propane industry's perspective on lessons learned and on moving forward in 2006. Registration is only $99 per company location. Visit this page or call 847-680-3500 to register.

MHEDA University 2006 Curriculum Calendar • MHEDA has planned nearly 30 learning opportunities for you in 2006. These programs cover a wide range of topics and are priced at varying price points to fit your budget. Plan to keep yourself and your employees continuously motivated and engaged to bring your business and career to a higher level. Look in your mail for a complete calendar of events. View a PDF of the calendar here or call the MHEDA office at 847-680-3500 for your personal copy.

February 1 Cutoff for Early Bird Convention Discount • Are you planning to register for MHEDA's 51st Annual Convention in Marco Island, FL? Receive the "Early Bird Discount" when you register by February 1. Convention is your opportunity to network with your material handling peers, attend the Exhibitors' Showcase to learn about the latest products, attend a variety of educational and motivational presentations, and enjoy the scenic beauty of Marco Island. Complete Convention details and registration information are available on MHEDA's Web site.

Winner of 2006 Membership Satisfaction Survey! • Congratulations to Mike Willham, president, Allied Handling & Equipment of Indianapolis (Greenwood, IN), on winning MHEDA's 2006 Membership Satisfaction Survey! Willham will donate the $100 prize to the MHEDA Scholarship Fund. Thank you to the over 200 Members who took the time to share their feedback. Your input is very important to MHEDA and will be used for the planning of future programs and services. Although the survey is over, your feedback is always welcome at the MHEDA office. Call us at 847-680-3500 or e-mail connect@mheda.org to share your thoughts year-round!

Rebate on 2007 Supplier/Associate Member Dues • We know you value communicating with fellow MHEDA members. Now we are showing you one more way we value your membership. Advertise in 12 issues of a MHEDA publication in any combination within a 12-month period and receive a 20% rebate on your MHEDA dues. Advertise in The MHEDA Journal, The MHEDA Connection, MHEDA Edge and MHEDA Membership Directory to reach top-level distributor decision-makers and qualify your company for a rebate on your 2007 dues. For more information, contact Judy Flanagan at judy@datakey.org or 315-445-2347.

Roundtable Format at Convention • On Monday, May 1, at Convention there will be Roundtable discussions about topics at the heart of your business issues. We need your help to make these topics memorable and bottom-line useful. Tell us what topics are most important to you so that this session will be membership inspired.

This is your opportunity to discuss topics that are of interest to you and your business. It's a "think tank" for MHEDA members. It's difficult to solve challenges when you are thinking within the framework of your own business. You will broaden your horizons when you join your peers at Convention for the Roundtable discussions. You will receive fresh ideas and time-tested solutions from the perspectives of each person at the table. One new idea might spark a change in the course of your company. It's your opportunity to direct the show. Put your topic idea in the spotlight. E-mail your topic for discussion to Evelyn McWilliams at emcwilliams@mheda.org. Thanks for being part of the Convention team.

MHEDA knows the value of a member referral, and we appreciate your efforts to help spread the word about the benefits of belonging to MHEDA. In October, we asked members to recommend a distributor for membership for a chance to win one of four prizes while strengthening their association. Thanks to all who submitted distributor names for MHEDA to contact regarding membership. Here are the prize winners.

• Cherie McDermott of Parkway Systems (San Antonio, TX) - $250 AMX Gift Card
• Paul Mohrman of Lift Power Inc. (Jacksonville, FL) - $150 AMX Gift Card
• Jim Bronsema of TGW-Ermanco (Spring Lake, MI) - $100 Circuit City Gift Card
• Loren Swakow of Scott Lift Truck Corporation (Elk Grove Village, IL) - $75 Bass Pro Shop Gift Card.

Remember, whenever a distributor joins MHEDA and lists you as their sponsor, your company will receive a 25% rebate on paid dues (up to 100%). You are a winner by helping build a stronger association that is able to continue to expand the networking, education and information resources that you value. Visit this page to submit a distributor's name for MHEDA to contact on your behalf. To see if your colleague is a member, go to www.mheda.org and search in the Member Directory.