Customer Success Stories
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This account had purchased Hyster equipment from Papé Material Handling in the past but always ordered class II product from competitors. Papé team members used the existing relationship to schedule a survey of their warehouse in southern CA. By conducting a detailed survey, we learned that the bid spec for this opportunity was incorrect and that the customer could save money by ordering a shorter lift height. We also provided the customer with battery and charger requirements. Strict attention to detail separated Papé from competitors and resulted in a successful deal.
While performing cold calls, a Papé member made contact with a shift supervisor for a warehouse in Ontario, CA. The two discussed frustrations the team was having with equipment, OSHA compliance, safety, racking, etc. Currently using a competitor product, the company had enough with bad service and outdated equipment. Papé team members began establishing a rapport with the company decision maker. In exploratory questioning we found their locations across the country were using various vendors to support their material handling needs. Papé team members then created an objective based proposal surrounding the company as a whole; not just the facility in Ontario, CA. The proposal outlined what Papé Material Handling could do when taking care of them nationally. They would have a single point of purchase, equipment with full maintenance, as well as vendors in local areas with rentals that matched Papé Material Handling quality standards. In short, Papé could take care of them no matter where they were or how big they grew. We added a tiered rebate that incentivized the customer to go with Hyster as well. When it came down to it, a competitor offered a similar package, which resulted in the decision maker choosing the competition. A Papé team member reviewed the competing offer and found that it was more expensive than the original one Papé had proposed. Once Papé members drew it out, carefully explaining the difference in plans, the decision maker was pleased to go with Hyster.
Cold Storage Logistics Company
This location was a long-time competitor account with very narrow custom base arms. After being dissatisfied with a previous batch of competitor trucks that came in spec’d incorrectly, the company reluctantly placed the order with the competitor once again. Papé team members surveyed their entire facility (six different buildings), guaranteeing we could meet the requirements through SPED. After numerous conference calls, meetings and visits, Papé was able to prove the unsurpassed value of Hyster.Using a conceptual drawing, Papé members from the Papé Warehouse Design Center were able to illustrate increased pallet positions and productivity gains with the Aisle-Master. The drawing shows an increase in 52 pallet positions, which allowed the customer to consolidate two storage warehouses into one warehouse. The customer placed an order based on the drawing alone, with no demonstration necessary.
Using a conceptual drawing, Papé members from the Papé Warehouse Design Center were able to illustrate increased pallet positions and productivity gains with the Aisle-Master. The drawing shows an increase in 52 pallet positions, which allowed the customer to consolidate two storage warehouses into one warehouse. The customer placed an order based on the drawing alone, with no demonstration necessary.
Over the years this customer used multiple suppliers at their 20 different locations. Papé Material Handling worked with them to help examine the value in moving to a single supplier relationship. Our main focus was to separate ourselves from the competition by showing how the Papé Material Handling locations and larger footprint uniquely allow us to provide the best service for their entire operation. We focused on the Papé ability to offer a side-stance or fore/aft stance reach truck to meet the wants of their locations. We also showed that features like our aft handle, ergonomic operator compartment, robust mast and pantograph, and smooth hydraulics would help them in their demanding operation.
Bay Area Food Company
Immediately following the warehouse solutions training class in Seattle, Papé team members made a visit to a food company warehouse and illustrated how Hyster and Papé Material Handling could save them money with investment in new warehouse equipment. The pitch started with the company’s operations manager. Papé team members were able to prove higher productivity by going with the HSD stand drive units for easy operator use. The initial pitch was followed by a survey, proposal, and then a deal. The customer has now converted to Hyster.
Unit(s) Sold: 11 Units comprised of HSD and W45 units
This project involved a difficult application where the customer needed to handle pallets and long material in a VNA space. They were in the process of ordering from a competitor when Papé experts demonstrated that the planned aisle dimensions would not work as the competitor had recommended. A Papé member was able to borrow a man-down turret truck from a good customer to prove the concept and Engineered Products was able to design a layout that met customer needs. The result was a successful solution for the customer’s rack project and the man-down turret.
Unit Sold: Man-Down Turret Truck
The customer purchased two new Hyster N35ZDR Double Reach Trucks with camera and laser level, replacing competitor equipment. Papé members conducted a Papé Warehouse Design Center tour and demonstrated how the Hyster Double Reach Truck with camera and laser can safely and productively operate in a dark warehouse. In addition, the customer plans to purchase a mezzanine after seeing the product test during their time at the Papé Warehouse Design Center.
Using a scheduled Papé Warehouse Design Center tour, our team was able to discuss the benefits of using an Aisle-Master to shrink existing aisles while eliminating a reach truck and a sit down counterbalance from the competition. The customer was handling the product three times with their current pallet flow and we reduced it to only one pallet touch. Reducing the storage aisles freed up needed expansion in the customer’s manufacturing area.
Unit Sold: Aisle-Master
