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A large automobile manufacturing supplier had moved to the South Carolina area and was in need of guidance on a storage application in their facility. The company called Carolina Material Handling Services VP of Sales and Marketing Mark Brown to discuss their needs. "We proposed that they use a turret truck application," says Brown. "But it turned out that the turret truck wasn’t the best fit for their application." The customer was picking and storing fully palletized loads and driving them from the rack to the loading dock. They weren’t building pallets so the supplier and CMH Services agreed that a man up turret truck was probably not the ideal solution for this customer. However, CMH’s story does not end here. After deciding against a turret application, the customer began researching trucks online. They came across Narrow Aisle’s website and were very intrigued by their Flexi offerings for their narrow aisles. The customer contacted Narrow Aisle to learn more about the trucks. "Narrow Aisle then contacted us and told us that the customer had called them. They said, ‘We looked at their application and we feel like this is a good fit for the Flexi truck and we would like to work through you to sell to them,’" says Brown. Brown and CMH Services Territory Manager Aaron Pretulak worked with Narrow Aisle to learn more about the Flexi trucks, which CMH Services had never sold before. Narrow Aisle sent representatives to South Carolina to work the CMH team to train the service techs on how to maintain the trucks and keep them serviced. CMH Services worked with the truck getting comfortable with it and then brought the demo truck to the customer’s location for them to demo. The truck was a hit and the customer put in an order for two Flexi trucks. Those trucks have been so successful that the customer has since ordered a third truck. "We had spoken with Narrow Aisle before but this was the first time we got a chance to work together," says Brown. "Everybody in MHEDA is so quick to help each other. This was another example of how MHEDA members are willing to step up and work together to make a solution work for a customer." Distributor: Carolina Material Handling Services Supplier: Narrow Aisle, Inc.
About the Author
Sue Boczenowski is the Marketing Manager for Abel Womack.