Lift trucks: Solving the financial puzzle

Own, lease, or rent? According to lift truck consultants, the method that businesses pay for lift trucks tends to be a sound economic indicator. Here’s how distributors are working to solve the complex needs of today’s fleet owner.
image
By Tom Andel, Contributing Editor
August 13, 2010 - LM Editorial

If an analyst told you that a market was in recovery, you’d probably think that was good news. Not so fast. If you were talking about the lift truck market you’d have to get beyond the complexity first. In fact, some business analysts see recovery being as problematic as the recession when it comes to lift trucks.

George Keen is one of those. Keen’s a senior consultant with Currie Management Consultants, a Worcester, Mass.-based firm that specializes in distributor business enhancement strategies. Keen sees the lift truck market as a remarkably complex puzzle, as challenging to understand for sellers as it is for buyers.

According to Keen, customers’ purchasing philosophy and behaviors evolve over time as a market matures.

The problem with lift trucks is that although they are mature products, they employ some of the most leading-edge technologies around—from computers and sensors to alternative power sources.

This leads to unpredictable buying patterns and competing approaches to selling. Depending on their needs, buyers may make their lift truck selection based on product innovation, price, total value, or total cost of ownership. Keen sees these as phases.



About the Author

Tom Andel
Contributing Editor

Tom Andel is a Contributing Editor to Logistics Management


Subscribe to Modern Materials Handling magazine

Subscribe today. It's FREE!
Find out what the world's most innovative companies are doing to improve productivity in their plants and distribution centers.
Start your FREE subscription today!

Recent Entries

Voice-enabled work is one element in a broad management strategy to improve order accuracy, increase productivity, and reduce labor costs in the supply chain. This complimentary white paper is designed to help you speak the ROI language, and provides a calculation formula to present the performance and financial payback from a variety of voice-enabled applications.

Conveyor manufacturers revise growth estimate up from 2% to 5%.

Experienced executive joins provider of automated storage and retrieval systems.

This white paper will outline the use of automated, software-driven picking technologies such as horizontal carousels, vertical carousels and vertical lift modules for inventory picking. These automated picking technologies can slash fulfillment times, labor needs and warehouse footprint requirements, while vastly improving throughput and worker productivity. This supports same-day and next-day delivery objectives and boosts customer satisfaction. Download the complimentary white paper.

How to identify and reduce the six types of waste common to every battery room.

Comments

Post a comment
Commenting is not available in this channel entry.