LP Gas, July 2017

Continued from page 36 PERCs survey offers facts that retailers can share with forklift customers These include how propane forklifts provide 100 percent power throughout operation and how propane models offer reduced emissions compared with diesel models The council is also developing case studies to boost awareness of propanes presence in this market segment Radous agrees that propane needs to rebrand and improve communication efforts with forklift users dealers and manufacturers to ensure its place in the material handling market There are cases where electric applies better than propane but propane shouldnt lose to electric where it serves as a better application such as outdoors he adds There has to be further education on why propane is a good alternative Radous says Users think electricity is very clean but if youre working with batteries they arent always clean The fact that it takes eight hours to charge a battery and five minutes to replace a propane tank also provides flexibility advantages to the customer who seeks uptime Lift in technology service In addition to boosting communication efforts among forklift users about the benefits of propane new propane forklift technologies also give propane a lift in this market To date the latest technology available for propane forklifts is based on electronic fuel injection or port fuel injection Electronic or port fuel injection technology allows for a more precise metering of fuel to the engine when compared with simpler carbureted or fumigation systems on older propane forklift engines according to PERC Some of the latest models of propane forklift engines include the PSI 4X engine which debuted in 2016 as well as the PSI 20 and 24 liter engines Nissan K21 and K25 engines Kubota 25 and 38 liter engines and Crown 24 liter engines Think of it as automotive technology making its way into the mobile industrial marketplace Wishart adds The net result is a more efficient engine in terms of reduced fuel consumption reduced emissions and increased service intervals Retailers also have opportunities in the forklift market when they provide forklift customers with above and beyond service If you get involved in this segment you must be fully committed to your customers Kroening says All end users expect a high level of service so if you drop the ball you could lose your customer Propane Ninja a propane cylinder exchange company in Florida entered the forklift market one year ago but the company saw a need to provide customers with additional service offerings to keep them committed to propane Propane Ninja offers its forklift customers with online and in person safety training on propane forklifts to further ensure trust Most of our customers find this valuable says Mike Dodd owner of Propane Ninja My partner is OSHA certified Composite cylinder options Propane gallon opportunities Total gallon sales attributed to the forklift market average just over 500 million annually based on data from the past five to seven years according to the Propane Education Research Council PERC Yet these numbers are down from highs the industry experienced in this market more than 10 years ago Factors contributing to the declines in this market include increased emissions regulations market shift from heavy industrial manufacturing to warehousing and the continued technology advancements of the electric forklift PERC adds The opportunity for that to decline or grow is pretty dependent on the propane industrys level of commitment to continue to invest in this market go after new opportunities and engage forklift customers or dealers with a product that meets or exceeds their needs says Jeremy Wishart deputy director of business development at PERC so hell go meet the companies to train them Georgia Gas Distributors also goes an extra step when serving forklift customers acting as a safety consultant It teaches its forklift customers on propane safety and OSHA codes There are some misconceptions about what the codes actually are so we try to give our customers a clear understanding of the regulations and make sure theyre in compliance Dmochowski adds This is how we can add real value to our services We all sell the same thing but its value added services that generate loyalty and will help customers think twice before switching LPG FORKLIFT MARKET 38 LPGas July 2017 www LPGasmagazine com PHOTO COURTESY OF PROPANE NINJA