EQUIPMENT Tote That Bale Cheaper Equipment that will save money gets top attention a t Materials Handling Exposition X\JPRIL s a w orders of materials handling e q u i p m e n t u p about 2 5 % over March, aocorcling to the Materials Handling Institute's monthly booking index. Noting the rise, M H I president R. L. Fairt>anlcs sees m a n a g e m e n t looking at intégra.ted materials h a n d l i n g systems as the best area for potential cost reduction* and increased profits. So, hard sell i n hand, and out t o cont i n u e the i_ip\7sa.rd t r e n d in June, manufacturers i n ead^d for the National Materials Handling Exposition a t Cleveland. Ways t o save money drew t h e limelight at trie exposition. To pick things u p , move them, a n d set t h e m down again a c c o u n t for u p w a r d of one quarter o f tbte total labor cost in a product. Wi~fch this thought i n mind, exhibitors aimed their best artillery at the money saving features of their wares. Likewise, "the 18,000 visitors w h o ambled past some 6 0 0 0 pieces of equipment displayed by 175 companies w e r e out to CLit costs. A scale manufacturer reported lots of interest in its sophisticated, automatic weighing system which c a n save m o n e y t h r o u g h higher accuracy, more s p e e d , and better dependability. Of lesser interest to b u y ers was conventional weighing equipment t h a t didn't offer any particular savings. Thie Fuller Co., on h a n d to show its Airslides and other bulk h a n dling e q u i p m e n t , observes that customers d o n ' t seem to be as concerned with initial Investment as they are w i t h possible cuts in operating costs. Shoppers from the chemical i n d u s try found a. wide range of e q u i p m e n t on display for t h e m . In addition to general purpose items like pallets, hoists, and lift trucks, there were bulk conveyors, corrosion resistant pipes and valves, and even a full-sized, covered hopper raibroad car provided by Pullman-Sta.nda.rd. In general, t h e e q u i p ment manufacturers in this rear's show have broadened their lines to include a
bigger variety of models to meet the specific needs of customers. Some exhibitors were particularly anxious to court the chemical industry. It's in better shape financially t h a n some other industries, and thus has money to spend. For instance, a salesman from Sandvik Steel says: "Chemicals apparently is one of the few industries left that has money for investment. " The conveyor division of Sandvik has found no let u p in sales of its w a t e r cooled steel conveyor for chemical processing, while sales of general purpose conveyors are down. Besides being a good customer, t h e chemical process industries are taking a bigger role in supplying materials to e q u i p m e n t makers. On display w e r e polyester and polyethylene conveyor trays, pans, and tote bins. Several firms showed magnesium equipment. Brooks and Perkins h a d its new magnesium dockboard to offer, and the
Exposition visitors rush in on opening d a y t o see the materials handling show. Some 18,000 visitors viewed a b o u t 6000 pieces of equipment disp l a y e d by 175 companies at the show
Fuller Co., showing its Airslides a n d other bulk handling equipment, finds that customers are m o r e concerned w i t h potential cuts in operating costs t h a n they are with initial investment flow of visitors k e p t the five m e n in the booth constantly busy. T h e comp a n y stresses intangible values of lightweight equipment made from magnesium and says t h a t industrial sales are good. Pullman-Standard added an unusual touch to t h e show—60,000 pounds of soup. It was a shipment of Campbell's canned soup en route from Chicago to an Ohio customer. Pullman-Standard "borrowed" the load to demonstrate its compartmentizer for box cars.
T h e C P I , in better financial shape t h a n some industries, was a prime t a r g e t for some exhibitors. Sandvik, for instance, has found no letup in sales of its chemical processing conveyor JUNE
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