Previously owned lift trucks can be a great choice for some buyers. Three dealers offer advice on when to go that route and how to avoid getting stuck with a lemon.
Contributing Editor Toby Gooley is a writer and editor specializing in supply chain, logistics, and material handling, and a lecturer at MIT's Center for Transportation & Logistics. She previously was Senior Editor at DC VELOCITY and Editor of DCV's sister publication, CSCMP's Supply Chain Quarterly. Prior to joining AGiLE Business Media in 2007, she spent 20 years at Logistics Management magazine as Managing Editor and Senior Editor covering international trade and transportation. Prior to that she was an export traffic manager for 10 years. She holds a B.A. in Asian Studies from Cornell University.
A showroom full of shiny new lift trucks is alluring. It's hard to resist the display models' sleek designs, high-tech features, and glossy paint jobs. For some buyers, though, a brand-new truck is more than they need; the latest model may be too expensive or "overqualified" for the particular job at hand. In those circumstances, a used lift truck might be a better choice.
When should you consider buying a used truck rather than a new one? And how do you make sure you're getting what you need at the right price? We asked three lift truck dealers who do a big business in used vehicles for some guidelines and advice. Here's what they had to say.
WHY BUY USED?
The most obvious reason to purchase a used piece of equipment, naturally, is price. A used lift truck generally is priced at around 50 percent less than a comparable brand-new unit, but it varies considerably with the truck and the seller, says Steve Sponza, president of Servicemax, a Bolingbrook, Ill., dealer that represents Mitsubishi and Jungheinrich. "If you buy used, you're conserving quite a bit of capital," he says. "If a new unit costs $30,000 and you spend $15,000, that leaves $15,000 you can use some other way."
If a truck will be used only intermittently—say, a couple hours a day or just a few times a week—then it probably doesn't make economic sense to buy new. Small companies operating a single shift and growing startups that can't yet justify the cost of new trucks often buy used equipment, says Allen C. Rawson, president and CEO of Atlas Companies, a Toyota dealer based in Schiller Park, Ill. In addition to selling new and used lift trucks to end users, Atlas has a separate division that wholesales used equipment throughout North and South America. Even large fleets that don't want to rely on short-term rentals to handle peak seasonal needs can benefit from purchasing used equipment, Rawson notes.
Companies that require specialized equipment on an intermittent but regular basis should look at buying used lift trucks, says Gary Hansen, vice president and owner of Capital Equipment & Handling, a Milwaukee-area dealer with locations throughout Wisconsin. Capital represents Nissan by Unicarriers and Clark lift trucks.
"Instead of purchasing a specialty machine that could potentially cost $250,000 or higher, a company that only needs a specific piece of equipment to do a certain task, like lifting very high or lifting very heavy loads, [might] look for something used that may cost half that amount," Hansen says. Many companies rent specialty trucks, but buying used has advantages, he says. For one thing, a specific piece of rental equipment won't always be available when you want it. And even if you choose to buy new, the leadtime for some heavy equipment orders can be six months or more. Buyers of specialty trucks sometimes can find what they need faster in the used market.
BUYER BEWARE
There are several different sources of used trucks for sale, some of them riskier than others. It's no surprise that manufacturers and dealers recommend buying directly from them. They have a vested interest in the matter, of course, but they also have some critical elements working in their favor. Most of the used trucks that dealers sell are former rentals or lease equipment that they purchased new and have been servicing all along. In addition, the manufacturers they represent usually have mandatory protocols for reconditioning and certifying used vehicles. As a result, dealers know the history of each of the used trucks they sell, have the parts and the expertise to repair them if needed, and will stand behind the truck and their work if there's a problem. "It's important for us to make that 'used' experience as good as the new truck experience," Rawson says.
Dealers aren't the only ones selling used equipment. There are plenty of independent equipment brokers, wholesalers, and auction houses, as well as owners who want to sell directly to a buyer. You can also find used lift trucks through a number of online markets. One example is Australia-based Forkliftaction.com, which offers lift trucks for sale worldwide. There are even listings for used equipment on Craigslist.
"If a buyer is looking for a specific brand, they will go to an OEM dealer, but if they're just looking at price, then they might go to an independent [dealer or broker]," says Rawson. Price-conscious buyers may also seek out auctions, which are usually advertised online and in weekly "for sale" flyers and newspapers.
But there are drawbacks to buying through such venues, the dealers say. Auctions sell "as is, where is," so it's hard to know whether a truck meets safety standards or has some other major flaw, Rawson says. "You don't know where that truck has been or what its history is. And once you leave with it, there's no going back or recourse or guarantee." For that reason, he says, buying at auction "is probably the riskiest thing for an end user to do." Furthermore, as Sponza points out, you may end up having to bring the truck to a dealer for unanticipated but costly repairs.
The Internet has certainly made locating well-priced used equipment faster and easier. "An individual buyer can literally scan the globe online," says Hansen. "They can potentially buy the same piece of equipment as we can for the same wholesale price." But that approach also has greatly raised the risk level for buyers, he cautions. One concern is that very rarely, if ever, do online sellers have local representation. And although most online sellers probably are honest, it's all too easy to make a truck look better online than it actually is. "You can't tell how well taken care of it is," Hansen says. "I've seen people put up a stock photo online but the actual vehicle is in completely different condition."
In short, Sponza says, any time you purchase used equipment from a party with whom you do not have a long-term business relationship, you're taking a risk. "If you can't see it, touch it, or feel it, it's a concern. You have to make sure you have the real article and that it is worth buying."
DOS AND DON'TS
Ready to go out and shop for a used lift truck? Here are some pointers from the dealers on how to make sure you're getting not just a good truck but also the right truck.
If the price is unusually low, beware. Compare pricing for the same model with similar specs to get an idea of average prices. "When you deal with reputable wholesalers and dealers, you typically don't see huge swings in price," Hansen says. "If you do see a truck that's very low, go with common sense. Most likely, there are some deficiencies they're trying to cover up by offering a lower price."
Check the truck's age and hour meter. Write down the serial number and ask the manufacturer or a dealer to tell you when it was made. It's possible to reset meters on some older models, so make sure the hours on the meter are realistic for a truck of its age and condition. That's another reason to buy from an OEM dealer, Rawson says: "We can show you the hour-meter reading for that specific truck from day one."
Inspect every used truck in person. Look under the hood for wear, cleanliness, brake condition, cylinder scoring, and other indicators of usage. Look for leaks, and make sure major components are there. If possible, start it and drive it around. "Don't focus on the aesthetics; concentrate on the mechanics," Hansen recommends. If you buy online, consider hiring a local lift truck dealer to do an evaluation before you take delivery.
Find out what kind of environment the truck came from. "A lot of environments are very abusive," Sponza says. A truck from a consumer goods warehouse with a regular vehicle replacement policy will probably be clean and in good condition, he says, but a truck that spent years in a foundry or sawmill could need a lot of work.
When buying from a dealer, ask for the vehicle's maintenance and repair history, and what work was done to prepare it for resale. You might also ask for a "before and after" evaluation. "We actually prefer that customers see a truck before it's reconditioned so we can show them the quality of the reconditioning, and they can see it's not just a paint job," Rawson says.
Make sure the truck meets your actual needs. For safety's sake, dealers need to know the type of load, weight, lift height, application, and so forth for used trucks, just as they do for new ones. But buyers who are interested only in price sometimes fail to provide accurate information, Hansen says. As a result, they may purchase a truck that fits their budget but is not safe or suitable for the intended application. If you buy at auction or in other nondealer venues, you're on your own to determine whether the truck meets the relevant safety standards.
If the seller insists that you pay up front before delivery, be cautious. "A reputable seller should be happy with taking 50 percent and giving the buyer a few days or a week to test out the truck before paying the balance," Hansen says.
Insist on a guarantee of some sort. "Ask for 30, 60, or 90 days. At least if something catastrophic happens, you're covered," Sponza suggests. "Ask the seller, what can you do to protect me? You should have the right to refuse it or send it back."
Supply chain planning (SCP) leaders working on transformation efforts are focused on two major high-impact technology trends, including composite AI and supply chain data governance, according to a study from Gartner, Inc.
"SCP leaders are in the process of developing transformation roadmaps that will prioritize delivering on advanced decision intelligence and automated decision making," Eva Dawkins, Director Analyst in Gartner’s Supply Chain practice, said in a release. "Composite AI, which is the combined application of different AI techniques to improve learning efficiency, will drive the optimization and automation of many planning activities at scale, while supply chain data governance is the foundational key for digital transformation.”
Their pursuit of those roadmaps is often complicated by frequent disruptions and the rapid pace of technological innovation. But Gartner says those leaders can accelerate the realized value of technology investments by facilitating a shift from IT-led to business-led digital leadership, with SCP leaders taking ownership of multidisciplinary teams to advance business operations, channels and products.
“A sound data governance strategy supports advanced technologies, such as composite AI, while also facilitating collaboration throughout the supply chain technology ecosystem,” said Dawkins. “Without attention to data governance, SCP leaders will likely struggle to achieve their expected ROI on key technology investments.”
The British logistics robot vendor Dexory this week said it has raised $80 million in venture funding to support an expansion of its artificial intelligence (AI) powered features, grow its global team, and accelerate the deployment of its autonomous robots.
A “significant focus” continues to be on expanding across the U.S. market, where Dexory is live with customers in seven states and last month opened a U.S. headquarters in Nashville. The Series B will also enhance development and production facilities at its UK headquarters, the firm said.
The “series B” funding round was led by DTCP, with participation from Latitude Ventures, Wave-X and Bootstrap Europe, along with existing investors Atomico, Lakestar, Capnamic, and several angels from the logistics industry. With the close of the round, Dexory has now raised $120 million over the past three years.
Dexory says its product, DexoryView, provides real-time visibility across warehouses of any size through its autonomous mobile robots and AI. The rolling bots use sensor and image data and continuous data collection to perform rapid warehouse scans and create digital twins of warehouse spaces, allowing for optimized performance and future scenario simulations.
Originally announced in September, the move will allow Deutsche Bahn to “fully focus on restructuring the rail infrastructure in Germany and providing climate-friendly passenger and freight transport operations in Germany and Europe,” Werner Gatzer, Chairman of the DB Supervisory Board, said in a release.
For its purchase price, DSV gains an organization with around 72,700 employees at over 1,850 locations. The new owner says it plans to investment around one billion euros in coming years to promote additional growth in German operations. Together, DSV and Schenker will have a combined workforce of approximately 147,000 employees in more than 90 countries, earning pro forma revenue of approximately $43.3 billion (based on 2023 numbers), DSV said.
After removing that unit, Deutsche Bahn retains its core business called the “Systemverbund Bahn,” which includes passenger transport activities in Germany, rail freight activities, operational service units, and railroad infrastructure companies. The DB Group, headquartered in Berlin, employs around 340,000 people.
“We have set clear goals to structurally modernize Deutsche Bahn in the areas of infrastructure, operations and profitability and focus on the core business. The proceeds from the sale will significantly reduce DB’s debt and thus make an important contribution to the financial stability of the DB Group. At the same time, DB Schenker will gain a strong strategic owner in DSV,” Deutsche Bahn CEO Richard Lutz said in a release.
Transportation industry veteran Anne Reinke will become president & CEO of trade group the Intermodal Association of North America (IANA) at the end of the year, stepping into the position from her previous post leading third party logistics (3PL) trade group the Transportation Intermediaries Association (TIA), both organizations said today.
Meanwhile, TIA today announced that insider Christopher Burroughs would fill Reinke’s shoes as president & CEO. Burroughs has been with TIA for 13 years, most recently as its vice president of Government Affairs for the past six years, during which time he oversaw all legislative and regulatory efforts before Congress and the federal agencies.
Before her four years leading TIA, Reinke spent two years as Deputy Assistant Secretary with the U.S. Department of Transportation and 16 years with CSX Corporation.
Serious inland flooding and widespread power outages are likely to sweep across Florida and other Southeast states in coming days with the arrival of Hurricane Helene, which is now predicted to make landfall Thursday evening along Florida’s northwest coast as a major hurricane, according to the National Oceanic and Atmospheric Administration (NOAA).
While the most catastrophic landfall impact is expected in the sparsely-population Big Bend area of Florida, it’s not only sea-front cities that are at risk. Since Helene is an “unusually large storm,” its flooding, rainfall, and high winds won’t be limited only to the Gulf Coast, but are expected to travel hundreds of miles inland, the weather service said. Heavy rainfall is expected to begin in the region even before the storm comes ashore, and the wet conditions will continue to move northward into the southern Appalachians region through Friday, dumping storm total rainfall amounts of up to 18 inches. Specifically, the major flood risk includes the urban areas around Tallahassee, metro Atlanta, and western North Carolina.
In addition to its human toll, the storm could exert serious business impacts, according to the supply chain mapping and monitoring firm Resilinc. Those will be largely triggered by significant flooding, which could halt oil operations, force mandatory evacuations, restrict ports, and disrupt air traffic.
While the storm’s track is currently forecast to miss the critical ports of Miami and New Orleans, it could still hurt operations throughout the Southeast agricultural belt, which produces products like soybeans, cotton, peanuts, corn, and tobacco, according to Everstream Analytics.
That widespread footprint could also hinder supply chain and logistics flows along stretches of interstate highways I-10 and I-75 and on regional rail lines operated by Norfolk Southern and CSX. And Hurricane Helene could also likely impact business operations by unleashing power outages, deep flooding, and wind damage in northern Florida portions of Georgia, Everstream Analytics said.
Before the storm had even touched Florida soil, recovery efforts were already being launched by humanitarian aid group the American Logistics Aid Network (ALAN). In a statement on Wednesday, the group said it is urging residents in the storm's path across the Southeast to heed evacuation notices and safety advisories, and reminding members of the logistics community that their post-storm help could be needed soon. The group will continue to update its Disaster Micro-Site with Hurricane Helene resources and with requests for donated logistics assistance, most of which will start arriving within 24 to 72 hours after the storm’s initial landfall, ALAN said.