1. Applications Responsibilities of the MaterialHandling Sales Professional

2. Role of the Material Handling Sales Professional Be knowledgeable about the standard configuration of the manufacturers products and the available options applicable to specific environments of use (Product Knowledge) Be knowledgeable about the customers application and specific material handling requirements (Application Knowledge) When appropriate, converge product knowledge & application knowledge to assist the customer in selecting the right forklift for his environment 3. Role of the Material HandlingEnd User / Customer Be knowledgeable about the application and how the forklift is best integrated into the facility with other machinery, equipment, tasks, and people In consultation with the material handling sales professional, select the right equipment for the application, including appropriate options Train employees in accordance with OSHA regulations Follow proper usage guidelines Maintain forklifts in safe operating condition 4. Current Market Coverage Class 1 13.7% 86.3% Open Covered 5. Current Market Coverage Class 4 5.4% 94.6%OpenCovered 6. Current Market Coverage Class 5 0.3% 99.7%OpenCovered 7. Market Coverage 2007 Class 1 86.3% Class 4 94.6% Class 5 99.7%Total 1,4,5 94.6% 8. Material Handling Applications Working the dock Loading and Unloading Trailers Transporting overflow/surges in receiving Staging manufacturing work stations and assembly lines Working the long term storage area 9. Selecting the Right Equipment Determined by the application Each company will have specific needs Work cycles Number of shifts Expected throughput 10. Basically 3 Types of Equipment Counterbalanced Truck length and counterweight counterbalance the load on the forks Most flexible, can handle any size and type of load Takes most amount of aisle space to turn and stack Straddle Outriggers straddle the load allowing tightest turning and stacking performance Least flexible and therefore least popular Reach Combination of the above two, with reach extended takes on the characteristics of a counterbalance truck; With reach retracted has the tight turning and stacking characteristics of a straddle truck Most flexible and therefore more popular Limited to clean, flat surfaces and cannot be used on docks 11. The 4th Type Trucks that dont lift the load, but simply raise it off of the floor to transport the load over either short or long distances This type of equipment can be either a pallet truck or a tugger Pallet trucks move palletized loads Tuggers move loads on carts or trailers Pallet trucks also make good dock trucks for loading and unloading trailers 12. Dock Equipment Several trucks to choose from Engine powered forklifts LPG fuel Cushion tires for indoor use Battery powered forklifts Four wheel sit-down riders Three wheel sit-down riders Three wheel stand-up riders Pallet trucks 13. Application Questions Gas vs. Electric? Indoors or outdoors? Loading / unloading trailers? Distances to be traveled? Through-put needed? Work cycles expected? Load weights to be handled? Attachments required? Tire type needed? Floor or ground conditions? Used on ramps or grades? Aisle widths if storage racks are used? What type of storage rack is being used? 14. Engine Powered Forklifts Advantages Immediate fuel replenishment Able to work around the clock Fast lift and travel speeds Torque to climb ramps and grades Possible outdoor use if needed 15. Engine Powered ForkliftsCushion vs. Pneumatic Cushion Tires Pneumatic Tires Smooth & dry surfaces Can be used indoors or Less traction outdoors Lower ground clearance More cushioning, softer More compactride and better tractiondimensions Usually much more Not for rough, uneven orground clearancewet surfaces Larger footprint, longerand takes more space Can get optional solidpneumatic tires toimprove durability 16. Electric Forklifts Advantages No fumes and very quiet 0 Emissions More maneuverable Reduced maintenance costs vs. engine powered trucks Comparable lift and travel speeds Lower operating costs Lead acid battery powered or New Hydrogen Fuel Cell Technology 17. Four Wheel Electric Sit Down Riders BBX / CBX Most comparable to engine powered unit Large diameter drive motor High heat tolerance Long working shifts Normal capacities - 3,000 to 12,000 lbs. @ 24 load center 18. BBX 4 Wheel Electric 19. Three Wheel Electric Sit Down Rider Greater maneuverability Dual front wheel drive Smaller motors than four wheel Less heat tolerant Normal capacities - 2,500 to 5,000 lbs. @ 24 load center 20. AMX 3 Wheel Electric 21. Three Wheel ElectricStand-Up Rider Best maneuverability Dual front wheel drive Best if operator needs to get on/off frequently Normal capacities - 2,500 to 5,000 lbs. @ 24 load center 22. Stand-Up 3-WheelElectric 23. Other Possibilities Combination of dock equipment and powered pallet trucks Powered pallet trucks could be used for load movements to the staging area or trailer loading/unloading 24. Operator Comfort & Safety Seat belts and hip restraints Comfortable seat Convenient controls to increaseproductivity & efficiency Excellent visibility for load handling Acceleration and top speed control 25. Aisle Spacing Requiredw/ 48 Load Engine powered - Approx. 12 Aisle Four wheel electric - Approx. 12 Aisle Three wheel electric - Approx. 106 Aisle Single reach truck - Approx. 86 Aisle 26. High Level Order Selection Counterbalanced order selector Full case picking to pallets Cycle counting for inventory 240 to 270 Check ceiling / sprinkler heights Approximate 60 pick ability aboveplatform height 27. Order Selector 28. Operator Comfort & Safety Cushioned platform floor Ample work area & efficient controls Ability to access the racking efficiently Safety belt & tether Excellent visibility thru & around themast 29. Narrow Aisle Reach Truck Single reach Aisles set at approximately 86 Load handling capacities 3,000 to 4,500 lbs. @ 24 Load Center 300 lift height Reduced Capacity at @ 300 30. NarrowAisle Reach Truck 31. Several Variations forOperation Up and over method Keeping the truck as narrow as possible Allows two trucks to pass in the aisle Straddle method Speeds up handling Overall truck width needs to be wider 32. Reach Truck Operation Sideshifter will increase productivity Only slight reduction in capacity Stripe the mast for faster height selection Electronic height selector Camera to site pallet position 33. Truck Type Application Matrix Capacities Fuel Type EnvironmentWork Cycle Tire TypeEngine PoweredUp to 115,000 lbs. Gas / LPG / Indoors or UnlimitedCushion or Forklift DieseloutdoorsPneumaticBattery Powered Up to 15,500 lbs.Lead Acid Mostly Indoors Limited to Cushion or Forklift Battery, Fuel with limited Power Source PneumaticCell, Hybridoutdoor use Narrow AisleUp to 4,500 lbs. Lead Acid Indoors on Limited to Cushion Reach TruckBattery, Fuel smooth flatPower Source OnlyCellsurfaces Powered PalletUp to 8,000 lbs. Lead Acid Indoors on Limited to Cushion Trucks Battery, Fuel smooth flatPower Source OnlyCellsurfaces Walkie Stackers Up to 4,000 lbs. Lead Acid Indoors on Limited to CushionBattery, Fuel smooth flatPower Source OnlyCellsurfaces 34. Application Surveys 35. Why should you do an ApplicationSurvey in the first place? Necessary to accurately assess the customersapplication needs and requirements Record vital information needed for a basis ofyour recommendations Establish your professional credibility with thecustomer as a solution provider Provide documentation for your dealership andyour financial partner 36. Why should you do an ApplicationSurvey in the first place? Avoid future confrontations with thecustomer regarding Application issues that cause productproblems or damage i.e. floor conditions,ramps, etc. 37. Why should you do an ApplicationSurvey in the first place? Avoid future confrontations with the customer regarding Hours of usage stated hours usage vs. actual Modifications to the facility that effect the forklift usage. i.e smaller aisle widths, higher rack heights, lower doorway heights, higher capacity loads, etc. 38. Why should you do an ApplicationSurvey in the first place? Potential protection for you, your dealership, or financial partner in the event of litigation Right truck for the stated application! Others? 39. Application Survey Elements 40. Application Survey Elements 41. Application Environment Critical to establishing costs for wear and tear, option needs, maintenance costs, etc. Wear and tear on tires etc. Needs for the type of environment truck will be used in 42. Application Surfaces Check all surfaces that may be encountered by the forklift during normal operation Floor conditions, cracks, dock boards, and debris will all contribute to excessive tire wear and more possibilities of damage to the forklift Excessive dust, dirt, metal shavings, banding etc. can be detrimental to the seals, bearings, and intake systems of the forklift and should be noted!! 43. Application Survey Elements 44. Application Survey Elements 45. Application Survey Elements 46. Survey Current Equipment Current equipment condition will tell you a great deal!! The past will reveal a great deal about the future Ask about past maintenance records / habits Check hour meters carefully establish usage history 47. Application Survey Elements 48. Application Survey Elements 49. Annual Hours of Truck Usage In calculating annual hours of usage: Be sure to consult with plant manager or supervisor for work schedule, to include # of shifts Holidays Plant shutdown, etc. 50. Be Sure To Capture the Unusual Minimum widths (main & stacking aisles) Determine rack, door, & trailer widths Minimum and maximum heights Determine rack, door, rack tunnels, low clearanceareas (mezzanine) & trailer heights, heaters, pipesetc. Any Ramps or Unusual Areas? Evaluate each ramp carefully (Length & Rise) Grades are critical for product determination! 51. Application Operations Clarify company policy regarding lift trucks Operator assigned to a specific unit? Turnover - high or low? Daily checks - required or not? Safety is not an option, it is required!! Any unacceptable, unsafe practices should be noted and communicated to the customer! 52. In Preparation for the Survey A Sales Professional - Tools of the Trade 30 Tape measure for measuring aisles, travel distance, load beam height, etc. Need a stiff blade Application Survey Form Hard hat & safety glasses Calculator Stop watch Pen & paper DIGITAL CAMERA! (Ask permission before snapping any photos!!) 53. Scheduling the Survey... Setting the schedule for the survey Notify the facility you are surveying of your time requirements Your time as a professional is very valuable and they should respect that!! Do not schedule the survey while trucks are idle i.e. breaks, lunch, vacation shut-down Trucks need to be working in order to get a true view of how they are used and misused!! Tackfully observe for yourself (You cant always believe the customer!!) 54. Final Application Survey Step Review your findings with the customer Record any discrepancies or inconsistencies, and come to a consensus Gain agreement, acknowledgment, and have the customer sign the application form Much easier before than after something bad happens!!