Forklift Tires as a Sales Strategy
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Forklift tires can be a profit producer and a sales differentiator.
Dewitt, NY: The Fourth Quarter 2010 issue of The MHEDA Journal, the leading online magazine for the forklift, storage and handling, and general material handling equipment industries, focuses on an often-overlooked aspect of the material handling industry - forklift tires. Veteran material handling distributor Michael Sain, vice president of Material Handling Inc. in Nashville, Tennessee, describes how his company uses tires as a profit center for the distributorship.
Many material handling distributors are reluctant to traffic in forklift tires due to a perceived lack of profit, but Sain says forklift tires are money-makers. "Perhaps the biggest benefit has been something we didn't necessarily anticipate. We've used our tire service as a door opener into some large target accounts," he says. "We've worked deals with some local fleet users who previously weren't using our trucks, service, parts or rental, but were unhappy with the local tire guy. We went in and offered better tire service. We delivered, and that has led to business in other areas of our company."
Of course, there are drawbacks of getting into the tire business that Sain mentions. "There are substantial upfront costs that include purchasing a tire press if you don't have one already and investing in a vehicle to move it from place to place. It also requires a very strong, resilient employee," he explains.
The full text of the article is available at The MHEDA Journal Online. The MHEDA Journal print magazine is mailed out to subscribers in January, April, July and October. For more information, contact Chris Powers, editor of The MHEDA Journal, (315) 445-2347, e-mail: chris@datakey.org.
About MHEDA
Founded in 1954, the Material Handling Equipment Distributors Association (MHEDA) is the premier source for manufacturing knowledge, education and networking. Through its member journals, e-magazines, newsletters, and industry wiki, MHEDA connects the manufacturers of storage and handling, lift trucks and conveyor equipment and distribution leaders for the purpose of delivering optimal solutions to the users of those products. MHEDA publications are the industry's voice for all matters related to the latest technology and the most up-to-date processes spanning the movement and storage of all materials. A 501(c)3 organization, MHEDA members span all of North America.
