Depending on the time of year, lift trucks at Henningsen Cold Storage Co can go from around 90 deg out on the loading dock to below freezing inside the warehouse in an instant. This change from one temperature extreme to the other creates a need for adaptations to keep the trucks running well. That's why Henningsen has been with Hyster Co for more than 25 years.

Developing a Working Relationship

"There are several reasons for staying with Hyster Co," Paul Henningsen, director of corporate development and engineering at the cold storage company, said. "First, they are price competitive. Second, their service is outstanding. Third is Hyster Co's ability to provide lift trucks to meet our specific needs."

Henningsen explained that the cold storage company, with headquarters in Hillsboro, OR, and warehouses across the United States, uses the lift trucks mainly for loading/unloading trucks and for storage and retrieval of products from the freezer. Without modification, condensation caused by changing from cold to warm temperatures could damage the trucks' electronics and other systems. To address this, Hyster worked to develop a freezer corrosion package that protects affected components.

Hyster also works with the company to make sure the lift trucks work as cleanly as possible. Authorized local dealer Dennis Scheid is Henningsen's contact at Hyster Sales Co. When Henningsen decided to move from an LP-fueled truck to an electric version to further decrease emissions, Scheid said that Hyster Co strived to make sure the new vehicles would move at speeds as close as possible to the previous propane-fueled units.

"Their operators were used to a gas-fueled truck that is faster and can achieve quick hydraulic speed," Scheid said. "We had to adjust the truck to make it acceptable to their operators for attachments and truck speed so they can be as productive as possible."

Hyster also works with Henningsen to make sure the lift trucks are as efficient as possible. One way this is accomplished is by using the latest technology, including new General Electric GEN II separately excited transistorized motors and motor controllers. Scheid explained that the separately excited motor has the ability to cut back on the power it uses during acceleration as the truck reaches full speed. In effect, once the lift truck reaches a constant speed, the engine uses less power for more speed.

"At every instant it can, it cuts back on half of the energy given to the motor," Scheid said. "If you have an electric truck, a battery will only last so long. The more efficient you make the controller and motor, the longer the truck will run with less maintenance and on less charge."

The Right Tool for the Job

The ability to work with clients to make sure they have the right tool for the job is a major reason his firm has stayed with Hyster for so many years -- and now has about 115 Hyster® lift trucks in operation --according to Henningsen.

"They've been able to meet our specific requests and needs that sometimes other vendors have been unable or unwilling to do," Henningsen said. For example, in 1996, Henningsen Cold Storage had several lift truck vendors custom design a sit-down counterbalance lift truck for its operators to try out.

"We ran them all side by side for about three months," he said. "We had operators, maintenance personnel, and management provide feedback from an operating standpoint, ease of use, maintenance, and response from sales departments. It was a unanimous decision to go with Hyster Co."

Teamwork: Key Ingredient

Hyster was able to customize the lift truck for Henningsen by working with Portland, OR-based Cascade Corp, a manufacturer of lift truck attachments and related products. Steve Gilgus, a territory manager at Cascade, said his involvement with Hyster and Henningsen has created an excellent working team.

"Dennis will call and say Henningsen needs this or that. I'll go with him to the location to spec out the attachments," Gilgus said. "Then if they have a new application or the load changes or if there's a problem with boxes breaking down, for example, I would make a visit to Henningsen with Dennis to see how we can help."

Scheid reiterates that this ability to provide what the client needs is part of what keeps Henningsen running so smoothly.

"These adaptations are making Henningsen more productive in the sense that they have to move a lot of product," Scheid said. "If they take a lift truck straight from the factory, it won't perform to the level they're used to. We at Hyster Co try to make the modifications prior to the operators getting the trucks so they spend less time getting used to them."

Scheid believes this versatility from Hyster is a great advantage to all clients.

"Hyster Co's ability to meet client demands gives them a big advantage over other companies who just say, 'Here it is.'"

And with Henningsen Cold Storage Co, working as a team has become second nature.

Said Scheid, "Part of our successful relationship is because of the years of history Hyster has with Henningsen and because we've been willing to make changes to their lift trucks to adapt to the customer needs for so long."