MH Equipment Demonstrates Its Worth
In sales, persistence pays off. Just ask Hersh Atkinson, account rep at the Columbus, Ohio, branch of MH Equipment (Mossville, IL), who had been calling on a large distributor of glass and adhesive products for almost 10 years before finally getting a foot in the door in 2009. “It was a matter of getting the attention of the right people,” Atkinson says. “The decision-makers were closed-minded about the equipment they had on hand and always wanted to stay with the existing vendors. When some new people came on board, they were willing to listen to alternatives.”
The customer was building a large distribution center and put the project out for bid. Atkinson was included on the bid list and went to work preparing a solution. The project included sit-down electric lift trucks for loading and unloading trucks and placing products in racks, as well as reach trucks and order pickers for order fulfillment.
Atkinson worked with Hyster Company to round up one of each model of truck that the customer wanted and delivered them to the East Coast location with the help of another Hyster dealer in the area. “You’re only as good as your service after the sale, so our partner dealer was instrumental in delivery and proving that we could support the customer’s needs,” Atkinson says.
All the hard work paid off with an order of more than 30 trucks worth more than $500,000. Once Atkinson was awarded the deal, he had an eight-week window to build and deliver the units. “That was a challenge for the factory, but the whole team at Hyster pulled through and made it happen,” Atkinson says.
The customer was so happy with Atkinson and MH that they have since ordered a subsequent project of similar size. Just goes to show what a little persistence can do.
The other morning, we caught glimpse of the OSHA respiratory safety training video and thought it would be a great base for this week’s Safe in the Moment post. The video is about a half hour long, and discusses proper respiratory use and procedures for employers and workers.
About 5 million workers in the United States are required to wear respirators on the job. Compliance with the OSHA Respiratory Protection Standard could prevent thousands of illnesses and hundreds of deaths each year.
Respirators cover at least the nose and mouth, and reduce the risk of inhaling hazardous airborne particles. There are different types and filter classes, so educate you and yours on the level of protection you are or can use.
Respirators protect against insufficient oxygen environments and harmful dusts, fogs, smokes, mists, gases, vapors and sprays.
A few chemical hazards include:
Causes of inhaling in some of these chemicals can cause:
To view the OSHA Respiratory Protection Standard powerpoint, here. OSHA says that employers can’t rely on the expected protection that respirators provide without properly training their workers on how to use them properly.
Be Safe in the Moment.
A few interesting facts of importance surround the Columbus Operation of MH Equipment. Columbus is the largest city in the state of Ohio; is also the State Capital; is the home to three professional sports teams (Columbus Blue Jackets NHL, Columbus Crew Major League Soccer, Clippers baseball team – the minor league affiliate of the Cleveland Indians) but most important of all is that Columbus is the home of The Ohio State University and the 2009 Big Ten and Rose Bowl Champion Buckeye Football Team. Columbus eats, sleeps, and dreams Buckeye football 24/7/365. Not just during college football season, but every day of every year it is all about Buckeye Football. We even had over 90,000 fans at the spring inter-squad football game last year. Central Ohio is football crazy and even more so when it comes to the Bucks. If you ever come to visit the Columbus store on a Friday during football season, you can count on seeing many of the associates wearing an Ohio State jersey, an OSU polo shirt, or an OSU sweatshirt. It is all about the Bucks!
The Columbus branch, actually in Grove City just on the south side of Columbus, became part of the MH family January 1, 2003. Prior to that date it was under Hyster Mid-East for approximately 4 years and was originally part of the Bode Finn Company which started operations in 1934 and opened the Columbus store in 1972. Way back then Bode Finn not only had Hyster for the Columbus operation, but also housed an AWP (aerial work platform) business that included over 300 AWP’s in the rental fleet the last couple of years prior to the sale to Hyster Mid-East and Nations Rent (another long story for another time!).
Columbus still has almost a dozen people that were part of the Bode Finn operation, including Mark Murphy – 35 years Road Tech; Jim Chainey 25 years Waste Reduction Road Tech, and Tim Duty 22 years Road Tech. The management group for Columbus has some experience as well. Mark Dacken (Service Manager) has been here for 10 years, Kim Freetage (District Rental Manager) is a 12 year veteran and Joe Lerner (Parts Manager) is a 12 year team member as well.
The People make the branch so visit Columbus and meet some of your friends at MH Equipment.
On our website, you may have noticed that MH Equipment is a multiple year “Dealer of Distinction” award winner. Today, the results for the 2010 Hyster Dealer of Distinction awards were announced to all Hyster dealers across North America.
Mh Equipment has earned the title “Hyster Dealer of Distinction” for 2010.
Visit our website to learn more about this coveted award, and why we are so proud to be named Dealer of Distinction.
Ethics and a faith-based approach may seem like odd foundations for a successful company in today’s world of Enron headlines, but John Wieland, CEO of MH Equipment Company, has made it work. “When Julie and I purchased MH Equipment, we committed to running our business on Biblical principles because it makes great business sense. What are Biblical principles? They’re things like do what you say you’re going to do, let your yes be yes and your no be no, work hard, serve others, focus on the future without neglecting the present, and give your profits to others,” he said.
Wieland bought MH Equipment in 1994. Beginning with 50 employees, three branches, and $7.5 million in sales, in the last 10 years the company has grown to 550 employees, 22 branches, and more than $100 million in sales.
Wieland received a degree in accounting from Western Illinois University, passed the CPA test, and began his career as station accountant for Commonwealth Edison in Cordova. He worked at Peat Marwick for eight years before becoming CFO of Lincoln Office.
His community activities include initiating the “His First Foundation” at MH Equipment and volunteering for Easter Seals, YPO, Downtown Rotary Club, Grace Presbyterian Church, and Peoria Christian School.
Wieland and his wife, Julie, have four children.
I’m the third of four children; my birthplace is actually Fort Sill, Okla., where my dad was serving in the army, but I grew up in Jerseyville, Ill. I loved my childhood in Jerseyville. My father is a physician who specializes in family medicine; my mom was a registered nurse but committed her life to being her children’s cheerleader and caretaker. I was one of the lucky ones to get accepted to the “Harvard of the Midwest”-Western Illinois University. Four great things happened at Western: I played a ton of basketball; graduated with a degree in accounting; found my wife-to-be, Julie Rahn; and, most importantly, for the first time I personally bowed to the cross of Christ. Julie and I have been married for 22 years, and we’ve been blessed with four children ranging in age from seven to 15: Josiah, Jamie, Jennifer, and Jessica.
What originally interested you in finance and accounting?
One of my math teachers in junior high told my parents I bordered on being a genius in math. Later, that teacher completely recanted that statement and said there was a fine line between genius and crazy, and she was leaning heavily the other way. Anyway, numbers and I got along, and that’s why I got into accounting.
You’ve owned MH Equipment for 10 years. Tell us how that came about.
After college, I worked for Commonwealth Edison in the Quad Cities for a year and a half. Considering I wanted to marry Julie more than she wanted to marry me, I moved to her hometown, Peoria. I got a job with the accounting firm Peat Marwick. Because my experience wasn’t overly impressive for public accounting, I came in at an entry level and took a 20 percent pay cut. This was a good lesson that you shouldn’t be afraid to take a step back to take several forward. When I worked at Peat Marwick, I audited MH Equipment for six years. They were virtually bankrupt at the time, but I always thought if they were properly capitalized and there was a little more energy, they could be successful. I then went to work for Tom Spurgeon at Lincoln Office, where I was the CFO for five years. Out of Tom’s generosity, he allowed several employees to be minority owners, with the profits of the company servicing the debt. It didn’t take a genius to figure that was a great deal. In 1993, the CFO of MH Equipment, Ron Creamean, said Hyster was looking to sell MH. I was interested in going for it with the seed money I’d received from Lincoln Office. To make a long story short, I was in the right place at the right time, Hyster gave me a clean balance sheet, and off we went. An interesting side note: Fred Metzger was going to buy MH with me, but because of timing, he moved to Cleveland for another great opportunity. When we bought Ohio in January 2003, Fred became the president of Ohio North.
Describe MH Equipment and the products/services the company provides.
First and foremost, we’re a service organization-not a sales organization. Over half of our 550 employees are technicians who maintain our customers’ mobile fleet. When I came to MH, people primarily did business with MH because they wanted to buy a Hyster lift truck. That isn’t what I wanted. Even though Hyster lift trucks are a great product, I wanted people to do business with MH because we’re MH, and they want to do business with us. Our passion is to be a good steward of people’s money, and, most of the time, that ends up in the form of fleet management. Fleet management is when we manage and maintain a company’s entire mobile equipment fleet for a fixed cost. We work with customers to improve their utilization of their fleet and will end up reducing the number of lift trucks they need, thus further reducing their material handling expense. Another primary area is rental, to meet our customers’ short-term needs. We have more than 1,500 rental trucks. We also refurbish used lift trucks for sale, conduct operator and technical training, and design racking and conveyor layouts. Other products we sell are industrial supplies, waste compacters, scrubbers, sweepers, and rail car movers.
Tell how your tenure at Lincoln Office helped you when you purchased MH Equipment.
Lincoln was a great place. A lot of people know Tom Spurgeon, and fewer people know me, but those who knew us both got quite a chuckle out of that combination. It was definitely the “Odd Couple.” Tom is a master with social etiquette. It’s taken me five minutes to figure out how to spell “etiquette.” We truly were polar opposites. He bought me shoe polish, cringed every time he looked in my car, and when he bought his first Lexus, I congratulated him on buying his Lennox. I still need shoe polish, my team at MH still cringes when they look in my car, but I do know the difference between a Lexus and a Lennox. Seriously, I learned a great deal from Tom. For example, if you’re going to do something, do it with excellence. He taught me to keep personal expenses separate from business expenses. He also taught me that real teams could fight like dogs and afterwards still respect and like each other. Thanks, Tom.
You’ve been credited with saving MH Equipment from certain closing. Describe how you accomplished that.
One person saving a company rarely happens, and it didn’t in this case. There are so many things outside your control-interest rates, the economy, and war, for example-that someone could make all the right decisions and still be left in financial ruin. Several things happened here: MH had negative equity of $750,000, and Hyster absorbed that and then gave MH about $250,000 in incentives. When I bought MH in April 1994, the market was at the beginning of an unprecedented five-year growth. Also, there were some incredible employees at MH. Becky Czerkie and Charlene Davidson have been part of the leadership team from the beginning. The only thing I brought to the table was “fresh wind” and a different vision. Another thing we decided to do was put myself and MH Equipment under the authority of an outside board of directors. That’s helped tremendously. Currently, Dan Daly, Dick Blaudow, and Bill Barrick are on the board. It’s never healthy for someone not to be held accountable in business or life.
How has MH expanded over the last 10 years? To what do you attribute this expansion?
Several things contributed to the expansion, but the most important reason is because of the hard work of our employees. Our passion for fleet management was instrumental in the original footprint of MH Equipment growing from 50 to 150 people in five years. We originally had three branches and added Decatur and Ottawa. In 1999, Hyster encouraged me to grow geographically. They said I had done a great job, everything I touched turned to gold, and I was destined for greatness (slight exaggeration). Big problem: I started to believe it, and that was the beginning of some very humbling times. First, I coveted growth for the wrong reason-because of my ego. Secondly, when I covet something, I’m a terrible negotiator, and I paid too much for the two companies I bought within a span of three months. I purchased the Indiana/Kentucky dealer in September 2000 and the Iowa dealer in January 2001. This tripled the size of MH Equipment. It also took a profitable company and turned it upside down. In the first six months of 2001, we lost more than $700,000. Jim Collins’ book, Good to Great, talks about if you pay tuition, make sure you get an education. And I thought college was expensive. I’ve told many people that God took me to the woodshed and taught me some very expensive lessons. He taught me about coveting, pride, and patience. But we finally got our act together and turned profitable in July 2001, and I hope my days of coveting things for the wrong reasons are over.
So why did we buy the Ohio dealer with 215 employees in January 2003? Ohio was a company-owned store of Hyster, and they came to us and said they wanted us to buy it. The leadership group decided that if we ever got a red flag that wasn’t removed, we’d walk. I really didn’t covet this acquisition. The red flag never came, and even though the Ohio dealer had lost millions in the prior year of our acquisition, because of the lessons we learned a few years ago, we were profitable in Ohio the first year. People can negotiate a lot better when they can take it or leave it. We now have five divisions with five presidents, each being owners in the company, along with our CFO, Brad Barrow. Darrell Randal, Randy Kaluza, Bill Meek, Fred Metzger, and Coit Edison drive our success. I work fewer hours today than I did five years ago before the expansion. That concerns some of my team, since I didn’t work that many hours five years ago.
You’re adamant about ethical business practices. Is that a difficult stance in this day and age?
Sometimes people think MH is a Christian company. We’re not. We’re simply a secular company that tries to do business based on Biblical principles. Regardless of one’s faith, we want anyone to be attracted to the culture of MH Equipment. So to the question of whether integrity is hard, with 550 employees, I’m sure this commitment is a floating target to some, even though I’ve been to every branch in the last six months sharing the vision. I have struggles in areas of life, but I’ve been fortunate not to be drawn to love money and, therefore, as it relates to being a good steward of a customer’s money, we’re pretty successful. Every employee of MH Equipment-whether they’re in Des Moines, Iowa, or Erie, Penn, has heard our “filter” question we ask ourselves when dealing with people. The question is, “If your customer, vendor, or fellow employee knew everything about this subject that you do, would they say they were treated fairly?” If the answer is no, then we made the wrong decision. Obviously, we have no business dictating to people what they do outside of work, but we let our employees know we want them to be able to put their head on their pillow at night and know that, as it relates to MH Equipment, they were a man or a woman of integrity.
You’ve very active in the community. How do you decide which organizations to devote time to? Is volunteerism something you encourage at your company?
I steal a lot of time from Julie and the kids simply because of the demands of my job. Therefore, I do restrict my discretionary activity. I coach a lot if my kids are involved; I serve my church, Grace Presbyterian, as an elder and Sunday school teacher for young married couples; and I serve Peoria Christian School as a board member. I’ve been fortunate to work with Chad Bailey and Janet Hellige of the Christian Center with the start of the Servant Leader Awards and Father Daughter Purity Ball. Janet has driven these two events with passion and excellence and they’re now staples for our community. I also admire Steve Thompson and Easter Seals, so I commit my time to them, too.
The bigger picture is what does MH Equipment do for the communities in which we serve? One of the core beliefs of MH Equipment is that every community will be better off because we work and live there. Well, that’s a nice little goal, but what does that mean? Until 2001, the only thing of significance we did was offer to pay for any employee and their spouse or significant other to attend the Family Life Marriage Conference. Over the years, we’ve paid for well over 100 couples to attend. But outside that, I always thought I’d give money away when I took money out of the company. The problem was, I didn’t take money out of the company. So we’d give a little money here or there, but to say a community was better off was definitely a stretch. In July 2001-remember we’d just lost more than $700,000 that year-my leadership team sat in my basement and discussed our future. We thought we had the ship going in the right direction, and it was that day we committed to the His First Foundation. It was there we agreed to commit 10 percent of our budgeted net income or actual-whichever was greater-to this foundation. And we started it for the last six months of 2001. The concept of the foundation is to come along side our employees’ passions. We want our employees to be people of passion and make their community better. The foundation will support them in three areas: non-denominational organizations whose mission is to share the love of Jesus Christ as well as meeting the physical needs of people in His name, organizations that perform good works for a community, and simple acts of kindness. The employee completes a request form. We only ask two questions-the organization or cause and what type of commitment you’re putting into it (time or money). The foundation will then write a check. Since we started this in 2001, we’ve exceeded our budget every year. The only thing I wish is that I had started the foundation in 1994. This is by far the most gratifying thing I’ve done in business. If every company would set up a foundation, it’s incredible the good that could be done in our communities.
What’s the best business advice you’ve ever received?
I’ve been fortunate to learn a lot. The following are thoughts that have stood out:
Is there anything else you wish to discuss?
Owning a business isn’t an end-all. Many people have no interest in it, but there are a few crazies out there who would like to. The reason I’ve been fortunate at MH started with my decision to simply “go for it.” So if you have an entrepreneurial spirit, I would encourage you to use common sense, get complete buy-in from your spouse if you’re married, pray if you’re a person of faith, and then simply go for it. IBI
Iowa Machinery & Supply opened for business in 1903. Our original location was in the heart of downtown Des Moines at 317 Court Avenue. In 1953, we moved to our current location at 1711 Second Avenue in Des Moines. Just a year earlier, we became a Hyster Dealer. In 2001, MH Equipment purchased Iowa Machinery and finally, in 2008, the Material Handling Division took on the MH name. The Industrial Division, to this day, remains Iowa Machinery continuing on the century old tradition.
The Des Moines branch has 32 employees and is quite unique in that it houses several business units of the MH Equipment Family including, Iowa Machinery and MH Distribution.
Iowa Machinery & Supply began in 1903 by supplying products such as belting, hose, steel pipe, steam pumps and engineering equipment. Today we have expanded our offering and continue to offer expert advice on a full line of industrial products for manufacturing, metalworking, industrial woodworking, maintenance and machine tools.
MH Distribution was established in 2006 and offers the Mariotti line of lift trucks. Touted as the “The Most Compact Electric Riders in the Market” these tiny machines can fit through a standard doorway! While the official headquarters are located in La Vista, NE several daily operations for the company, such as, accounting, prospecting, and marketing are conducted from the Des Moines office.
We have a great team in Des Moines and all seem to really enjoy ourselves at work. In fact, when asked, the Des Moines employees unanimously agreed that by far the Service Department, and in particular, Kurt Martens (Assistant Service Manager), are our biggest jokesters!
One of our favorite things to do here is eat tasty treats! It was no surprise that Mary Johnson’s (Accounts Payable Administrator) brownies were voted “out of this world” delicious and Ron Johnson’s (Parts Sales Representative) wife always comes through with something yummy! On that note… when asked who they would send to participate on the TV show “Survivor”, several people nominated Todd Murray (Director of Operations). Why? Because he will eat ANYTHING!
Come fall there is always a lot of “friendly” banter among the Des Moines Employees. College football is a major point of discussion and there is a pretty even split between The Iowa State University Cyclones and University of Iowa Hawkeyes. Every year in mid-September you’ll see plenty of Black and Gold and Cardinal and Gold around the office. Everyone decorates their space to signify their team spirit. We also have a “Tailgating Party” which includes a “Best Dressed Fan” prize, food, and games!
An early spring is in the air, according to Punxsutawney Phil, and what does that mean? Spring rentals.
Whether you have seasonal spikes, a sudden boost in volume or an unexpected breakdown; we’re ready. If you need short term or a long term rental- we’re flexible. If you need a lift truck, forklift, or an industrial sweeper/scrubber; we’ve got you covered.
To read a little more about our rental program, click here. And, if you’re in need of extra help in the upcoming months, check out our flyer below.
With all of the snow and inclement weather we’ve experienced in the midwest these past few days, our next “Safe in the Moment” post is how to be safe when driving in snow and wet weather. We included wet weather because, well… we hope the snow will melt sometime!
Driving in Snow/Ice
The Weather Channel listed some great snow and ice driving tips. The best tip to staying safe while driving in bad weather is to avoid driving if at all possible. But if you need to brave the snow and ice, make sure your car is prepared and follow these tips below.
Driving in Wet Weather
Melting snow can cause wet roads and risky driving situations. Taking into account these simple tips from the National Safety Council can save your life.
While driving in snow, ice or wet weather conditions try to minimize distractions. Limit your cell phone use, adjusting the radio or anything that takes your attention off the road.
Excellent customer service is a core building block in which we operate, however, as a company we believe that it is important to fulfill the opportunities placed before us daily: to improve the communities in which we live. It’s our responsibility to join our employees in their charitable efforts to make a difference in the lives of those around us.
Ten years ago, in 2001, MH Equipment established our His First Foundation. Our Foundation was created to support our employees with their charitable efforts in the areas of faith, secular good works and acts of kindness. In addition to support and financial assistance given to charities through His First Foundation, in 2008 we added chartiable time as an employee benefit. Through charitable time, an employee can donate 8 hours a year of paid time off to a non profit charity of their choice.
This year, we will continue to invest in our communities by supporting our four corporate charities through hands-on volunteer work and donations.
You may have read our first weekly safety post about being Safe in the Moment. To prove that it’s effective, we wanted to share some important highlights within MH Equipment. This month, we had five of our branches reach injury-free milestones.
Being Safe in the Moment has helped MH Equipment make great strides towards being an injury free company. Because our safety performance is well above the industry average, we received awards from the National Safety Council and the Ohio BWC in 2010. Hopefully our posts about Being Safe in the Moment will help you and yours.
A shoulder sprain is stretching or partial tearing of the ligaments and capsule that support the shoulder, specifically, the glenohumeral joint. Ligaments are strong bands of tissue that connect bones to each other. The glenhumeral joint is the meeting of the upper arm bone, humerous, and the cup of the shoulder blade.
Main Causes of Shoulder Injury:
-Holding any muscle in one position too long
There is no safety precaution too small or trivial. Take proper steps to prevent all avoidable injuries and accidents.
Amy Bailey is the Operations Manager in Danville. We talk about having an MH Campus here in Danville. Our office is located off the street down in a holler. We have 3 different out buildings for storage and one little sales office located across the street, in addition to the main office and shop. We have been an active member of Vermilion Advantage (a local economic development organization) for the past several years. We sponsor several youth organizations and several employees volunteer their time to those same organizations. We are a very close, hardworking group. Everyone is a valuable member of our team and goes out of their way to help each other and make sure the Danville branch is a success.
This past summer the Danville Parks department opened “Fetch the Dog Park” just past the branch. It has been a huge success and sends a lot more traffic by our branch.
Here are a few fun facts about the branch employees:
Lynn Citizen is the BEST Chocolate Chip Cookie bar maker in the World. We also receive wonderful treats from Lori’s mom, Fran, and Harl Miller’s wife, Deb. No one will ever go hungry at the Danville Branch.
Lori, our Receptionist, has a wonderful sense of humor and keeps us rolling all day long – she is very witty and you never know what is going to pop out of her mouth. George Haas, Field Technician, also has a wonderful sense of humor and keeps us smiling!
Keith Stark our Shop Technician and his 16 year old granddaughter Makayla race go-karts. Keith builds both the cars and motors and his granddaughter drives them. This past year she won the Animal Medium Championship, which tends to upset most of the men she races. Mike Ostrander, our Champaign Resident Technician, and his oldest son Mark, have spent the last several years in the Soap Box
Derby circuit. Mark had a very successful career over the past 7 years with 101 wins, 2 time National points Champion Overall, and a 3 time World Finalist.
MH has sponsored the Cayuga Chaos softball team for the past several years. This year they took home their league championship and won the year end tournament. They are coached by Amy Bailey, the Danville Operations Manager.
Lori knows every zip code for a 50 mile radius – she is a fountain of useless information. If you need to know anything, just ask Lori.
When our current truck driver started we had 3 John’s working at the branch so he quickly received the nickname “Trucker”. Even though he is the only John that still works at the Danville branch, he is still known by and will always be called “Trucker”.
People, Passion, Purpose. You’ve seen the phrase under our logo, on our websites, and on other social platforms, but what do they mean? Those three words are more than a tagline; they’re words we honor 24 hours a day.
People Matter. We treat MH employees fairly and with respect and in turn they treat our customers, vendors and community partners fairly and with respect. Conducting ourselves in appreciation that all people matter is a basic tenet of our vision.
Passion Inspires. Passion is the key to living life well. We strive to provide opportunities and assistance for those who are dedicated to serve our communities and business.
Purpose Unites. We have a purpose to serve and improve the lives of others. When we embrace that purpose, significant accomplishments are achieved.
In addition to selling high-quality material handling equipment, we also provide personal customer service with passion , establishing MH Equipment as a trustworthy partner and an employer of choice.
Welcome to MH Equipment’s new blog!
We’re excited to begin our blogging journey. On our blog, can expect to find relevant and useful information regarding the material handling industry, our company and more. Along the way, please offer any suggestions and/or comments you might have as to how we can make this a better ‘read’ for you.