One of 8 recently acquired Best Flex conveyors.

We were very fortunate to have access to a variety of systems lately, and many came into our yard for stock.  Systems brought in this month include the following drive-in rack and push-back rack systems:

• 3 Deep Back-to-back Ridg-U-Rak Drive In
• 5 Deep Ridg-U-Rak Drive In
• 3 Deep Structural Drive In
• 3 Deep Interlake Push Back
• 4 Deep Interlake Push Back
• 3 Deep Advance Push Back
• 6 Deep Advance Push Back

Needless to say, we are loaded with rack systems!  These are in great shape, and all are in stock now in Minnesota.

Shawn Heaver unloads a truckload of Keystone rack from Chattanooga, TN.

In the beginning of May, it was time to hit the road, with a trip combining stops in Chattanooga, TN and Charleston, SC.  In Tennessee, an inspection of rack and reassurance of trucks was done to ship back prime sizing of pallet rack back here to Minnesota.  This is all MINT shape Keystone style racking, and has now been received here at SJF.  The buy was prime sizing of material:

1,078 ea. 96”x5” Beams

37 ea. 18′ Uprights

97 ea. 17’5” Uprights

60 ea. 16′ Uprights

After leaving Tennessee, it was on to Charleston, SC to supervise a new purchase of Interlake cantilever rack being disassembled and removed.  It was almost completed upon arrival, so we scheduled the trucks, made accurate counts, and now the material is now sitting in Minnesota, looking for a new home.

Dismantling cantilever rack in Charleston, SC.

In business since 1979, SJF is a premier stocking distributor of Meculux / Interlake, SJF Tear Drop and other popular brands of pallet storage racks & rack systems. A nationwide distributor of material handling products for over 30 years, SJF Material Handling is the Nation’s largest stocking distributor of new & used material handling equipment. SJF buys & sells Material Handling Equipment Nationwide.

SJF’s e-store provides shoppers with safe and secure online payment capability utilizing Verisign encryption for Visa, MasterCard and AmEx payment processing. With the addition of it’s low price pallet rack guarantee, the company’s goal is to provide shoppers with guaranteed best pricing without sacrificing the safety & security when buying products online.

View the Best Online Rack Prices.

Today, of course, a company without a website or an online presence is almost unheard of. Businesses today – large or small, service or product-oriented - all use the Internet to identify, reach, persuade and service both new and existing customers. You have no doubt jumped on the bandwagon yourself, but are you getting the most out of the technology?

Fifteen years ago, having a website at all, with maybe a contact form and some information about your products and services, was pretty impressive. You were on the cutting edge. Today, however, Web-savvy customers expect much more.

Too many Materials Handling Web sites are constructed like an elaborate magazine ad (remember magazines?). Pretty pictures are accompanied by vague claims of huge inventories and low prices, but very little real information is provided. Customers are asked to fill out a form with all sorts of information about their business and its material handling needs. They submit the form and eventually they may get a catalog in the mail. If they are lucky, they may even get a phone call. As far as today’s customer is concerned, there are three HUGE problems with this practice.

Sign 1: Your Privacy Policy is Vague or Nonexistent

Site Security - More important than ever.

People today are more careful about sharing sensitive information with strangers. Every website owner is a stranger until an ongoing business relationship has been established. Even simple things like a business name and address can be used by the site owner or sold to someone else for purposes other than providing the information requested in the contact form.

Recently, I filled out one of these forms on a website making a free offer. I used my own home address but my dog’s name. Within a few months, my dog received three credit card applications. I was amused, but not all that surprised. Today’s customers (myself included) know that you want something from them, so be upfront with them about what it is, how it will be used and what they should expect in return.

Tips

1. Make sure that your site is secure. Tell your visitors that it’s a secure site. Prove that it’s a secure site by displaying the SSL certificate, or any other security service badges that your site conforms to.
2. Assure customers that you won’t sell their information to others without their permission. Give them the option of receiving future communications from you. People don’t mind being on a list as long as they know they can choose to get off it whenever they want to.

Sign 2: Your Terms are as Transparent as a Black Brick Wall.

Everybody says that their prices are low and their inventory is huge. Everybody claims to be great people to do business with. Your customers have heard the empty promises for years and now they’re cynical. They don’t believe in free lunches, so tell them just what lunch is going to cost.

Tips

1. Tell them exactly what your prices are, right on your website. Your customers will appreciate it, and you will benefit too. It’s much easier and cheaper to keep price information up to date online than constantly updating a printed catalog.
2. Don’t brag about your inventory or your prices  if you’re not willing to display them.   Don’t make claims that cannot be substantiated by viewing your site.  If you have a large inventory then show it, post it &  displaying it for all to see.
3. Show visitors exactly what it would be like to do business with you by proving a link to your Terms and Conditions on your website. Provide links to your Better Business Bureau profile and customer reviews.

Sign 3: You Think Support & Service Tools like Online Chat are  “Just  Gimmicks.”

Click to Chat

Everything moves faster today. People don’t want to fill in a form and wait for a response. They want somebody to answer their questions and solve their problems and they want it now. Fortunately, there is a simple way for you to meet these expectations. Thanks to your website, your customers already have a direct line to your company. All you have to do is have somebody at the other end of the line.

Tips

1. Provide Instant Chat capability on your website and make sure that it is manned constantly. If 24 hour service is unrealistic, establish regular hours and post them clearly on your site.
2. No outsourcing to idiots!  Put qualified professionals on your end of the chat line – people that can answer questions and solve problems now instead of promising to get back to the customer at a later time. It is just that kind of delay that the instant chat is designed to eliminate.

The Internet has changed over the past fifteen years, and your customers have changed with it. If you can’t keep up, you may have to get out of the way. Let us know any other tips you have for leveraging your website to build better customer relationships by leaving us a comment below.

These racks are not only hard-to-find in used condition – but also hard to find used in this good of condition.  Similar to cantilever rack – these are used to store long bar or pipe stock.  These racks however, function quite differently.  To store or retrieve materials from the rack, an employee has to crank out a “drawer” on the unit that is then accessbile by crane from above. Each insividual “drawer” or “shelf” can be accessed independantly from the others, and offers very safe and secure storage.

4 ea. Currently Available

• 4200#/Shelf Capacity
• Each ‘shelf’ is 36″ deep
• Cost When New: $14,000 ea.
•  Used, As-Is Price: $9,995 ea.

Roll-Out Racks – View Photos & Details

Sideways US scrap pricing anticipated for March

After volatile price swings over the last four months, some US scrap buyers and sellers are anticipating sideways pricing in March.

With steady mill demand for scrap from February to March expected and without threat of weather disrupting scrap flows, market participants tell Steel Business Briefing scrap pricing is likely to remain flat in March compared to February.

US scrap lobby expresses concern over Russian restrictions

The American Scrap Coalition sent a letter to US Trade Representative Ron Kirk to bring attention to recently announced actions by the Russian government that will continue to inhibit the flow of steel scrap from the country.

“The purpose of this letter is to bring to your attention recent administrative measures by the Russian Federation that would restrict international trade in steel scrap,” the coalition wrote in a note reviewed by Steel Business Briefing. “These measures could deny the United States the benefits of commitments Russia has made in connection with its accession to the WTO.”

Of course, this means a delay in getting your new material handling system up and running. It means fights with the supplier and the trucking company over who is responsible for the problem and who is going to pay to get the damaged shipment off your premises. In short, this is going to cost you time – and maybe money – that you don’t have to spare.

Fortunately, there are ways that you can reduce the chances of finding yourself in this situation, and reducing the time and money it will cost you if you do. Some of them are policies you can adopt in your organization. Some of them are things you can insist on from your supplier. Let’s start with you.

Customer policies

Inspect the merchandise carefully before you buy.

If you can’t go to the supplier’s location yourself, ask for photographs. Define an acceptable level of dents and scratches for used equipment, and decide whether or not there are any flaws that would compromise the performance of the equipment. Keep a record of the state of the equipment at the time of purchase, so that you can prove that any other damage took place after you signed the contract.

Don’t let just anybody sign for a shipment.

Signing your money away.

Strange as it may sound, many valuable shipments are signed for by whoever happens to be on the loading dock when the truck arrives. Your employees may be very good at their jobs, but few of them are trained to recognize unacceptable damage on a shipment of material handling equipment. Make the effort to get a qualified person down to the dock so that any problems can be spotted before you accept delivery.  If you wouldn’t trust the receiving party to write a company check, don’t trust them to sign for an important purchase.

Make sure that it’s all there.

Large shipments may arrive in multiple crates or pallets, and sometimes things get misdirected when trucking companies unload and reload along the route. Compare the shipment to the bill of lading and your original contract.

Inspect it again.

Instructions not followed.

Check for any new damage that may have occurred since your last inspection. Note any new damages or other concerns you may have on the bill of lading. This will establish that the problem was there on delivery, and did not arise after you assumed responsibility for the shipment.

Read the fine print.

Understand the terms and conditions of your contract and any other document you may sign. They will determine who must accept responsibility in the event of a problem.

Things to insist on from a supplier

The right to inspect before purchase.

If they don’t want you looking, there’s a good chance they have something to hide. If you can’t go to the equipment, ask the supplier for detailed photos or video. Even if they charge you a little extra, it’s a good investment.

Quality packaging.

A Nice Undamaged Pallet

Pallets and crates should be in good condition. Labels such as “Fragile,” “This End Up” and “Do Not Stack” should be clear and unmistakable. Shrink wrap is a good indication of quality packaging. Remember that shippers can and should refuse any unsafe or improperly packaged load, but there is no reason your standards can’t be even higher than theirs.

Clear language.

Yes, it’s your responsibility to read the fine print, but some fine print is finer than others. Look for a supplier that is clear about his terms and conditions, and is not trying to set subtle little traps for you. SJF, for example, includes on its bills of lading, this warning:

Note any damage or missing items directly on this Bill of Lading at the time of delivery.  No returns or credit will be given for damage or missing items unless notification to carrier is given.

We want to avoid the problem of returns as much as you do.

Obviously, the long term solution to the problem of returns is to do business with someone you trust to do everything they can to avoid problems in the first place and work through them to your mutual benefit in the event that they do arise. Of course, you can’t always do business with old friends, but a supplier who will meet these demands is one that is likely to earn your trust as you continue to do business together.

Shipping Labels

Here are some sample lables we have found that are very clear in their instructions to the customer.
(click the images to view full size)

For other featured stories about material handling & business, join SJF’s material handling circle on G+.  If you have any additional tips or tricks for dealing with damaged or returned goods, please let us know by leaving a comment below.

These new additions include:

∙ Adding direct links into our online store
∙ Adding an additional guide on forklift trucks

This new guide can help users identify a forklift and the benefits and drawbacks of that type of lift truck directly from their mobile device.  The guide is linked from the ‘Resources & Guides’ section of the SJF mobile website – which can be accessed either by visiting sjf.com on a mobile device.

Please feel free to share your opinions of and ideas for our mobile website in the comments section below.

The previous two weeks once again saw truckloads of new equipment coming into the yard here at SJF.  It started with Dave Kieper and Sam Sterner taking down conveyor previously sold by us.  One advantage to buying used is the high chance of selling the equipment right back when changing the facility!  In and out in two days only, and there is now over 150′ of great shape used Ermanco Lineshaft conveyor in stock here in Winsted.

Wire baskets have been a hot commodity upstairs in the Sales room lately at SJF, so we could not pass up the opportunity to purchase over 900 barely used collapsible wire baskets from California late last week.  These should be arriving here in Minnesota any day now.

If ever given the opportunity to purchase some great shape, heavy duty beams, we never pass it up.

These Keystone style beams recently came in from the East coast.  We even hired a different crew out there to do the banding and loading work for this purchase, and couldn’t be any happier with the results.  All in all it was a great buy working with great people.

This pallet flow rail came through and had us drooling here at SJF.  It looks like the rail is new and never used.  We jumped on this immediately and had it sent straight here all the way from South Carolina.

This carousel is almost an exact match to that we purchased last week.  Located right here in the Twin Cities, we couldn’t say no.  This carousel is in absolutly pristine condition, and we look forward to receiving it in early March.

An Insider’s Guide to the parlor tricks auctions use to separate you & your money.

In my previous two articles on auction buying secrets, I have exposed the common ways that auction houses get the pigeons to part with their money and actually buy (some of) the junk they are selling. In part three, I’ll discuss some common practices that I have come to rely on that usually drastically increase my chances at paying less and getting more.

Tip #1: The Devil is in the Details

Every auction starts and ends with paperwork. 99% of all of the people at the auction never read the fine print at the bottom of the terms and conditions of bidding at registration time. These terms will lay out ALL of the costs that will be associated with bidding on and purchasing items at this particular auction. Extra expenses that most auctions include that will be tacked on over and above your winning bid prices can include but are not necessary limited to:

• Sales tax (This can be an additional 3 to 13%.)
• Buyers premium (Often 10% to 15% or more)
• Removal fees
• Loading fees
• Security Fees

Many of the details that will affect what you can afford to bid will be determined by what is in those terms and conditions. It’s vital that you think through these details before you even bid as they can greatly increase the cost of the equipment to much more than it’s worth.

Points to think about:

• Is the equipment being auctioned still standing/installed?
• If so, Who will be responsible for the removal?
• If it’s you, the buyer, what will it cost to get it removed?
• Is there a deadline for removal?
• If so – what are the penalties or consequences if it’s not removed within before the deadline?
• Will you lose ownership of the material?
• Will you be fined?
• Will it be removed for you at an exorbitant expense that you will be responsible for?
• Can you remove it yourself or must you use a pre-designated removal crew?
• If so – what will they charge?
• Do they have to be certified? Union?
• When, with whom, and how will you remove and/or load the equipment?
• What expenses will that entail?

Tip #2: Pre-Game Preparation

Let the auction begin!

Whether it’s an athlete’s performance or a politician giving a memorable speech, practice makes perfect. The practice and preparation that goes into any task beforehand will often dictate how successful the results will be.

Most amateurs show up on the day of the auction and quickly register, grab a hotdog and coke and then catch the auction already in progress. This is a formula for disaster.

Auction insiders preview all of the items up for bid long before the auction ever begins. All auctions have an item review/inspection period 1 or 2 days before the date of the auction. Be There! During this time there are often people available to answer questions about individual items. If you wait until the day of the auction, it’s often too late to get the answers to these questions.

Common questions that are fielded include:

• Are there and issues or concern about an item?
• Does it run?
• Is it complete?
• Was there any service work performed recently?
• Are their manuals?
• What are the model & serial numbers?
• Are their extra parts included or available for the manufacturer?
• Do all parts/accessories fit?
• Is the model obsolete and/or is the manufacturer out of business?

Get all of the tag data. This includes make, model, size etc. Once you gather the information on the items you are looking for, you should do a search on sites like Google and eBay. This can give you some idea of what similar items cost from both distributors and on the open market.

Tip #3: Don’t Bring a Knife to a Gun Fight

Not Equal.

As I have stressed in parts 1 and 2 of this series, auctions are designed to provide the auctioneer the advantage. Knowing this, it is important to do whatever you can to level the playing field when and where ever you can. For you to go it alone against the auctioneer and his crew is like bringing a knife to a gun fight. The odds are not in your favor.

One of the advantages the auctioneer has is the assortment of partners/assistants he has working for him. These associates ensure he gets the most value out of each item up for bid. Depending on the size of the auction, he may have anywhere from 2 to as many as 10 assistants dispersed within the crowd – all working on his behalf. These individuals seek to encourage and capture bids and bidders (both you and your competition) from the crowd. When he finds someone who bids he shouts out to the auctioneer that he has found someone who is willing to bid against you for that particular item.

Considering that the auctioneer and his staff are all trying to encourage others to bid against you to make more money on an item, what can you do to even the odds?

1: Don’t come alone! Bring a friend or 2 that can assist you.

They can provide encouragement, remind you of your limits and help you retain your focus. They can also encourage you to say no when the auctioneer is encouraging you to say yes. They can help you keep track of who is bidding as well as the current bid and asking prices.

2: Good things come to those who wait.

In my experience, the largest crowds are always at the beginning of the auction. As the auction progresses the crowd dwindles. As items are sold the people that came specifically for those items no longer have any need to stay engaged in the remainder of the auction.

3: Auctions are a war of attrition.

Waiting is also an advantage for larger lots of like items. If you have 10 people who want the same item, they will have a tendency to bid more for the 1st item that crosses the block than the 10th one. If there are multiple like items in an auction you can usually save as much as 50% if you have the courage to let the crowd beat each other up over the first few items with the hopes that once some of them are sold, those winners will no longer be bidding for the rest. The result will be less competition when bidding on the later items.

Tip #4: The Only Stupid Question is the One That Goes Un-Asked.

Wait - what was the bid again?

During an auction, the action can and will get fast and furious. The auctioneer and his crew will be seeking bids, finding and encouraging you and your competitors to bid quickly and aggressively. It’s times like these that you need to stay focused on your bid, the current winning bid, and the current ask. Knowing these three pieces of information will be the key to deciding what you need to do next.

I can’t tell you how many times I have seen a person who had the current high and winning bid accidentally raise it. In essence, he outbid himself. This happens because the bidder gets caught up in the emotion of an auction and loses track of the winning bid and who has it.

This is a prime example where bringing a friend with you can be an invaluable asset. Friends can assist you with keeping track of who has the winning bid and what it is. They can remind you and calculate (on the fly) the 15% buyer’s premium. They might also remember that removal MUST be done within 24 hours or they may simply remind you that you’re already over your max price for the item and you really need to walk away.

But even when you have friends with you there are times where the action is confusing. If this happens, slow it down. You can literally stop the action by verbally addressing the auctioneer or his assistant and asking him “Wait – What’s the current bid?” or “Who has the winning bid? Is it me or someone else?” or “What is the next ask?”

Most people think there is some rule against doing this but in reality, there isn’t. There is nothing wrong with asking for clarification on where you stand and the current status of the auction. Doing so can save you from making a huge mistake and ensure that you won’t ever be one of the people I see bidding against themselves.

Conclusion:

Auctions are exciting and fun and can also be very profitable. I wish everyone the best of luck, unless of course, you’re bidding against me. I encourage everyone to take this information and get out there and try it yourself. Follow these 4 tips and you’ll be on your way to buying at actions like an insider. Like all magic tricks, once you know the secret, the magic is gone. The tricks and tactics that wow the novice into making mistakes will provide you with opportunities.

If you have questions or comments, please leave a comment below. Remember – the only stupid question is the one that goes un-asked. I’ll be happy to address and questions or comments that are posted. Happy Hunting!

~Stafford Sterner

This is part 3 in a three-part series about auction buying secrets.  To view the other two parts, use the links below.

Auction Buying Demystified – Part 1

Auction Buying Demystified – Part 2

SJF Pallet Rack Storage Building #3

Over 50 Loads of Racking Arrived at SJF in January

The last week saw large quantities of rack come in through SJF.  One look down our receiving isle will show the evidence, we are full of pallet racking.  Recent purchases came from several auctions and sources spanning the entire  U.S.

Recently received in from Illinois-Large quantities of T Bolt:

• 450 36”x24′ Uprights
• 250 48”x25′ Uprights
• 3700 108”x4” Step Beams
• 3300 108”x5” Step Beams

SJF.com - T-Bolt Pallet Rack Beams

SJF.com - T-Bolt Pallet Rack Uprights

Recently at another Auction in  Minnesota – Heavy Duty Teardrop Pallet Rack:

• 450 144”x6” Step Beams
• 100 42”x15′ Uprights
• 40′ of 42” Belt on Roller Conveyor, like brand new

SJF.com - Tear Drop Pallet Rack Uprights

SJF.com - Keystone Pallet Racking

Recently received from Massachusetts – Keystone/Republic and Teardrop Rack

Republic:

• 400 96”x4” Step Beams
• 500 144”x4” Step Beams
• 30 42”x16′ Uprights

Teardrop

• 140 96”x4” Step Beams
• 40 144”x4” Step Beams
• 50 42”x9′ Uprights

Recently received from Illinois: White Vertical Carousels

• 180” Overall Height
• 112”x60” Bin Dimension
• 12 Bin Unit
• 800lb Bin Capacity

SJF.com - White Vertical Carousel

Recently received from Missouri: Large quantities Structural Ridge-U-Rak Pallet Racking

• 240 36”x18′  Ridg-u-rak Structural Uprights
• 2,200 96”x4,500# Capacity Structural Beam
• 4,500 Bolt in Pallet Supports

SJF.com - Ridg-u-rak Structural Beams

SJF.com - Ridg-u-rak Structural Uprights