Subscribe to our free, weekly email newsletter!


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.
By Tom Andel, Contributing Editor
August 13, 2010

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 Logistics Management magazine

Subscribe today. It's FREE!
Get timely insider information that you can use to better manage your
entire logistics operation.
Start your FREE subscription today!

Recent Entries

The wave that heavy e-commerce activity currently rides is not close to crashing anytime all that soon. And with that comes a heightened focus on the logistics-related aspects of e-commerce, specifically on the last-mile side of things.

Conveyors, shuttles and robots were on display, but as with last year's Modex, software is where the action is in today’s materials handling industry.

When assessing areas of risk facing their departments, nearly half (45%) of Chief Procurement Officers named supplier risk as a top concern, according to a new survey by Consero Group.

2014 was a very good year for the Port of New Orleans, and officials there are forecasting an even more robust cargo scenario in 2015.

Many material handling systems used today are beginning to show their age. What were once considered brand new systems are now deteriorating and fighting to stay current.

Comments

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