Think added value

Published:  09 November, 2013

With the global economic outlook still far from certain, companies across all industry sectors are focused on delivering efficiency gains across their supply chains. PWE reports.

Most trucks on the market nowadays are perceived as sophisticated products featuring complex electronic and hydraulic systems and an attention to ergonomic design that ensures high productivity, safety and operator comfort are achieved.

So, in many cases what differentiates one forklift supplier from another is the added value benefits that the company can bring to its client’s business.

So how can you be sure that you are getting the best value from your forklift supplier?

“Any company that operates a forklift truck fleet should ensure that its truck provider fully understands its needs and has the structure and processes in place within its own organisation to respond to the user’s issues as they arise”, says Jonathan Morris, sales director of Jungheinrich UK.

Morris continues: “The truck supplier should be able to work with its client to develop clear customer-led strategies. To this end it is vitally important from the outset of the supplier/user relationship that the user is confident that his preferred supplier has the culture, style and values to deliver the kind of results he is looking for.

“For example, every forklift company can talk a good fleet management proposal, but few have the capability and the appropriate data in a format from which effective management decisions can be taken that improve operational and delivery efficiency.

“Users will only be able to derive maximum cost and efficiency gains with measurable values from fleet management systems if they have an effective communication strategy with their truck supplier and then users need to be sure that their truck supplier actually has the desire to deliver results that might appear counter-productive to their profit stream. By this I mean, a truck audit will often recommend reducing the fleet size which, on the face of it, is not in the supplier’s best interests.”

One of the most important aspects of any forklift contract is the supplier’s ability to ensure that truck downtime is kept to a minimum. Morris advises: “Users should look to source forklift truck fleets from organisations that are not only capable of supplying a full line-up of products – from counterbalance to warehouse machines – but who can also demonstrate that they have the infrastructure in place to be able to guarantee the highest levels of service.

“There is little point in any manufacturer pretending that trucks do not breakdown because, from time to time, they do. The things that differentiate a good supplier from the others are, firstly, the frequency between technical problems and then the ability of the supplier to have an engineer on site in the shortest possible time to put faults right when they do occur.”

Operator efficiency

No matter how technically advanced a truck might be, the interface between the forklift and the operator remains key to maximising efficiency. Properly trained operators are therefore essential if a forklift is to deliver ultimate throughput benefits.

“There are so many benefits to employing forklift truck drivers who are professionally trained”, says Morris. “For example, turnaround is quicker and smoother, and accidental damage - to both the truck and the product being stored – is reduced. A sympathetically driven machine also enhances truck reliability and, needless to say, improves general safety throughout the facility where the truck is operational.

“Of course, no one should be allowed to operate a truck without first receiving training but even experienced employees can benefit from refresher training. Refresher training may be required if, for example, the operator is involved in an accident or a near-miss incident or if he or she has been observed operating the vehicle in an unsafe manner. It should also be considered if there have been changes to the workplace that could impact on the safe operation of the truck or, perhaps, if the operator is assigned to use a different type of machine – say a new high lift reach truck when before they had operated low lift technology trucks.”

In addition to proper and regular training, any technology that reduces the pressure on a forklift operator by making his or her day-to-day operational procedures more straightforward can only bring efficiency, productivity and safety benefits and warehouse management systems, on-truck data capture systems, RFID-based warehouse navigation systems and forklift truck personnel protection systems are just some of the technologies that are being used to deliver lift truck operational efficiencies.

However, Morris believes that going forward, truck manufacturers will have to take on the role of ‘system suppliers’ if the potential benefits of these integrated solutions are to be fully realised.


Understandably, in these difficult times, the question of how the purchase of materials handling equipment is funded has taken on particular importance.

When it comes to acquiring new trucks, a range of financial options are available but many truck users prefer to acquire their fleets on contract hire packages.

Morris highlights: “Full service offers an easy-to-budget, steady cost stream with ‘no surprises’ , but we would advise anyone entering a Contract Hire agreement to spend time carefully reading the contract they are offered.

“We advise customers to ask what is meant by ‘maintenance’? Does it include all repairs caused by wear and tear? We remind people that what is left out of a contract is often as important as what is included, and that they should never be fooled by an artificially low price. It could mean that either you are not going to get the full service or there has been some financial manipulation on residual values.”

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