The MHEDA Journal - Fourth Quarter, 2018 - 59

SALES SUCCESS STORIES

"If two people are picking it up and
moving it, they're basically waddling
like ducks," says Hutchins. "Their
feet are just scooting across the floor
because it's so heavy."
While increased speed and productivity were among Meridian's goals,
the safety of their employees was their
main concern.
"They're not calling trying to make
the situation safer for their employees
because of OSHA (Occupational Safety
and Health Administration)," says
Hutchins. "In this particular situation
they did it because it's the right thing
to do. It's a lot of weight for employees
to be moving around."

The Solution
A Schmalz Custom Vacuum
Tube Lifter With Two-In-One
Safety Feature
Seeking a safe, productive solution, Meridian contacted Schmalz, a
vacuum tube lifter in North Carolina.
Since they didn't have any offices in
Texas, Schmalz turned to Hutchins
for help. After a quick phone call,
the "Warehouse Lifeguard" went to
Meridian Brick's facility to discuss their
needs and potential solutions. Hutchins
explained what the vacuum tube lifters
could do, and a week later, Meridian
was sending a variety of bricks across
the country for testing.
"What's really cool about this process is that they shipped their bricks
out to North Carolina," says Hutchins.
"We even invited one of their employees out to the facility to watch the testing process. I met him there and he
was watching the testing being done."
As part of the testing, a video was
made showing Hutchins personally
using the vacuum tube lifter included
in W.W. Cannon's quote to move different sized blocks. "As soon as they
saw that video, they were blown away,
"says Hutchins. Once the testing was
complete, the bricks were shipped back
to Meridian.
As part of the videos, Hutchins
showed how the lifter will refuse to
operate if any part of the suction cup
isn't fully adhered to the product, and

how the lifter slowly descends if power
is cut off to the facility (rather than
simply losing suction and dropping its
load). "Because they were so intense
about safety, they had a number of
questions that we had to prove to
them," says Hutchins. "And so we had
to do a lot of educating on the safety
of the product. Not talk; they wouldn't
settle for 'oh yeah, this is a safety feature.' They had to be shown it, and I
get that because on a project of this
scale they really have to be educated
before they pull the trigger."
W.W. Cannon's solution involved
a single lifter with suction cups that
could lift large and small weights, and
a workstation crane with a custom post
that allowed for the smallest footprint
within the facility. "We made it where
there was a lot of open room underneath it, so forklifts can go underneath
it easily, people can walk under it easily, and the bricks and blocks could
move under it easily. That was a real
benefit for them."
Hutchins was also on-site for the
final installation. "I try to get my hands
on the equipment before my customers
do every time," says Hutchins. "We
always do safety training, which is one
of the things that separates us from
other companies. They just want to
sell, get out of there and move on to
the next customer. What's important
for the customers is that all of the
people using it know how it works.
That's a benefit of what W.W. Cannon
does - we'll train everybody on how
to safely use it."

The Result
Increased Safety,
Speed and Productivity
As soon as Hutchins demonstrated
the new lifter on-site, it was clear things
would be changing at Meridian Brick.
"It's funny. They always look at
the vacuum, and they look at me the
first time I turn it on and they go, 'I
don't think it's going to lift the biggest
brick that we have.' And this brick is
363 pounds and four feet by four feet.
It's big," says Hutchins." It never fails
that they look at me and somebody

goes 'I don't think that's going to
lift it.' And it does. It actually has a
two-to-one safety factor, so it could
easily lift 800 pounds."
Thanks to the new lifter, safety
and speed have been dramatically
increased. "It's super from a productivity standpoint," says Hutchins. "The
vacuum tube lifter moves quickly, and
instead of having two employees move
a block around, which they had to do
manually, one employee can work
while the other employee can pick up
a brick and move a brick. Another benefit is speed - with this, you can really
walk as fast as you want to walk and
this lifter will move it."
The upgrade clearly made an impression, as other sites are now adopting
the new technology. "It's turning
into more projects out there," says
Hutchins. "They have five other facilities, so what they did is let the vacuum
tube lifter run for about 5 months,
and if it worked, other facilities were
probably going to be interested. Now
it has expanded to another one of
their plants."
For Hutchins, it wasn't just the
equipment, but W.W. Cannon's level
of service and attention to detail that
made the new installation such a success. "We have people in this industry
that sell it and pass it off to a project
manager," he says. "For all of these
projects, I really want to be with a customer from the start until the very end.
I don't just sell and run - I'm in this
through thick and thin. Especially for
the training part."
However, the "Warehouse Lifeguard"
does have one regret. "I wish in
that video I wore lifeguard gear,"
says Hutchins.
Distributor: WW Cannon
Supplier: Schmalz

The BEAST Secures KONG
for Another Day!
A Washington-based portable cooler
manufacturer was storing valuable and
expensive merchandise on racking that
was very close to a densely populated
The MHEDA Journal | Fourth Quarter 2 018

59



The MHEDA Journal - Fourth Quarter, 2018

Table of Contents for the Digital Edition of The MHEDA Journal - Fourth Quarter, 2018

Chairman’s Perspective
From the Desk of Liz Richards
Editor’s Note
MHEDA Learning Management System
Ask Your Board
MHEDA Member Profile
@Work
Women In Industry
Industry Pulse
2019 Material Handling Business Trends
Defining MHEDA’s 2019 Material Handling Business Trends
10 Years Of Material Handling Trends
Using Virtual Reality to Enhance Forklift Operator Training
Sales Success Stories
Women In Industry Conference
You Are Safe
Bank To Thanks
Be Bold
DiSC – Little Things Mean a Lot
Leading Change: The New Management Imperative
The Importance of Your Online Presence
Spotlight on Association News
New Members
MHEDA Milestones
Index to Advertisers by Product Category
Index to Advertisers Alphabetical
The Last Word
The MHEDA Journal - Fourth Quarter, 2018 - Intro
The MHEDA Journal - Fourth Quarter, 2018 - cover1
The MHEDA Journal - Fourth Quarter, 2018 - cover2
The MHEDA Journal - Fourth Quarter, 2018 - 3
The MHEDA Journal - Fourth Quarter, 2018 - 4
The MHEDA Journal - Fourth Quarter, 2018 - 5
The MHEDA Journal - Fourth Quarter, 2018 - 6
The MHEDA Journal - Fourth Quarter, 2018 - 7
The MHEDA Journal - Fourth Quarter, 2018 - 8
The MHEDA Journal - Fourth Quarter, 2018 - 9
The MHEDA Journal - Fourth Quarter, 2018 - 10
The MHEDA Journal - Fourth Quarter, 2018 - Chairman’s Perspective
The MHEDA Journal - Fourth Quarter, 2018 - 12
The MHEDA Journal - Fourth Quarter, 2018 - From the Desk of Liz Richards
The MHEDA Journal - Fourth Quarter, 2018 - 14
The MHEDA Journal - Fourth Quarter, 2018 - INSERT3
The MHEDA Journal - Fourth Quarter, 2018 - INSERT4
The MHEDA Journal - Fourth Quarter, 2018 - Editor’s Note
The MHEDA Journal - Fourth Quarter, 2018 - MHEDA Learning Management System
The MHEDA Journal - Fourth Quarter, 2018 - 17
The MHEDA Journal - Fourth Quarter, 2018 - Ask Your Board
The MHEDA Journal - Fourth Quarter, 2018 - 19
The MHEDA Journal - Fourth Quarter, 2018 - 20
The MHEDA Journal - Fourth Quarter, 2018 - 21
The MHEDA Journal - Fourth Quarter, 2018 - 22
The MHEDA Journal - Fourth Quarter, 2018 - 23
The MHEDA Journal - Fourth Quarter, 2018 - MHEDA Member Profile
The MHEDA Journal - Fourth Quarter, 2018 - 25
The MHEDA Journal - Fourth Quarter, 2018 - 26
The MHEDA Journal - Fourth Quarter, 2018 - @Work
The MHEDA Journal - Fourth Quarter, 2018 - 28
The MHEDA Journal - Fourth Quarter, 2018 - Women In Industry
The MHEDA Journal - Fourth Quarter, 2018 - Industry Pulse
The MHEDA Journal - Fourth Quarter, 2018 - 31
The MHEDA Journal - Fourth Quarter, 2018 - 32
The MHEDA Journal - Fourth Quarter, 2018 - 2019 Material Handling Business Trends
The MHEDA Journal - Fourth Quarter, 2018 - Defining MHEDA’s 2019 Material Handling Business Trends
The MHEDA Journal - Fourth Quarter, 2018 - 35
The MHEDA Journal - Fourth Quarter, 2018 - 36
The MHEDA Journal - Fourth Quarter, 2018 - 37
The MHEDA Journal - Fourth Quarter, 2018 - 10 Years Of Material Handling Trends
The MHEDA Journal - Fourth Quarter, 2018 - 39
The MHEDA Journal - Fourth Quarter, 2018 - 40
The MHEDA Journal - Fourth Quarter, 2018 - 41
The MHEDA Journal - Fourth Quarter, 2018 - 42
The MHEDA Journal - Fourth Quarter, 2018 - 43
The MHEDA Journal - Fourth Quarter, 2018 - 44
The MHEDA Journal - Fourth Quarter, 2018 - 45
The MHEDA Journal - Fourth Quarter, 2018 - 46
The MHEDA Journal - Fourth Quarter, 2018 - 47
The MHEDA Journal - Fourth Quarter, 2018 - 48
The MHEDA Journal - Fourth Quarter, 2018 - 49
The MHEDA Journal - Fourth Quarter, 2018 - INSERT1
The MHEDA Journal - Fourth Quarter, 2018 - INSERT2
The MHEDA Journal - Fourth Quarter, 2018 - 50
The MHEDA Journal - Fourth Quarter, 2018 - 51
The MHEDA Journal - Fourth Quarter, 2018 - Using Virtual Reality to Enhance Forklift Operator Training
The MHEDA Journal - Fourth Quarter, 2018 - 53
The MHEDA Journal - Fourth Quarter, 2018 - Sales Success Stories
The MHEDA Journal - Fourth Quarter, 2018 - 55
The MHEDA Journal - Fourth Quarter, 2018 - 56
The MHEDA Journal - Fourth Quarter, 2018 - 57
The MHEDA Journal - Fourth Quarter, 2018 - 58
The MHEDA Journal - Fourth Quarter, 2018 - 59
The MHEDA Journal - Fourth Quarter, 2018 - 60
The MHEDA Journal - Fourth Quarter, 2018 - 61
The MHEDA Journal - Fourth Quarter, 2018 - 62
The MHEDA Journal - Fourth Quarter, 2018 - 63
The MHEDA Journal - Fourth Quarter, 2018 - 64
The MHEDA Journal - Fourth Quarter, 2018 - 65
The MHEDA Journal - Fourth Quarter, 2018 - Women In Industry Conference
The MHEDA Journal - Fourth Quarter, 2018 - 67
The MHEDA Journal - Fourth Quarter, 2018 - 68
The MHEDA Journal - Fourth Quarter, 2018 - 69
The MHEDA Journal - Fourth Quarter, 2018 - You Are Safe
The MHEDA Journal - Fourth Quarter, 2018 - 71
The MHEDA Journal - Fourth Quarter, 2018 - Bank To Thanks
The MHEDA Journal - Fourth Quarter, 2018 - 73
The MHEDA Journal - Fourth Quarter, 2018 - 74
The MHEDA Journal - Fourth Quarter, 2018 - Be Bold
The MHEDA Journal - Fourth Quarter, 2018 - 76
The MHEDA Journal - Fourth Quarter, 2018 - 77
The MHEDA Journal - Fourth Quarter, 2018 - DiSC – Little Things Mean a Lot
The MHEDA Journal - Fourth Quarter, 2018 - 79
The MHEDA Journal - Fourth Quarter, 2018 - 80
The MHEDA Journal - Fourth Quarter, 2018 - 81
The MHEDA Journal - Fourth Quarter, 2018 - Leading Change: The New Management Imperative
The MHEDA Journal - Fourth Quarter, 2018 - 83
The MHEDA Journal - Fourth Quarter, 2018 - 84
The MHEDA Journal - Fourth Quarter, 2018 - 85
The MHEDA Journal - Fourth Quarter, 2018 - 86
The MHEDA Journal - Fourth Quarter, 2018 - 87
The MHEDA Journal - Fourth Quarter, 2018 - The Importance of Your Online Presence
The MHEDA Journal - Fourth Quarter, 2018 - 89
The MHEDA Journal - Fourth Quarter, 2018 - 90
The MHEDA Journal - Fourth Quarter, 2018 - 91
The MHEDA Journal - Fourth Quarter, 2018 - 92
The MHEDA Journal - Fourth Quarter, 2018 - Spotlight on Association News
The MHEDA Journal - Fourth Quarter, 2018 - New Members
The MHEDA Journal - Fourth Quarter, 2018 - MHEDA Milestones
The MHEDA Journal - Fourth Quarter, 2018 - Index to Advertisers by Product Category
The MHEDA Journal - Fourth Quarter, 2018 - Index to Advertisers Alphabetical
The MHEDA Journal - Fourth Quarter, 2018 - The Last Word
The MHEDA Journal - Fourth Quarter, 2018 - cover3
The MHEDA Journal - Fourth Quarter, 2018 - cover4
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