Chris Aiello Increase service department sales by training topics
I recently met with a customer discussing their service technician opportunities and while we were talking about this, we also touched on service technician training topics to help drive additional parts and service revenue. They were specifically looking into ways for their service technicians to quote and upsell additional service and parts opportunities when on a service call or routine PM service. Since it was June and National Forklift Safety Day had just passed, they specifically discussed quoting and selling more tires on these service calls. With this, let’s talk about forklift tires for this month’s article.
A forklift’s tires will wear down faster than other parts on a forklift. The weight of the forklift and its load causes a lot of wear and tear on the tires. Worn out tires can be dangerous for the forklift operator. Part of the OSHA pre-operation inspection for the operator is to check the tire condition and pressure including looking for cuts and gouges. Sometimes these items get overlooked, so tires are certainly a service and parts sale that your technicians can be looking to quote to your customers.
As with a pre-operation inspection performed by a forklift operator, technicians can look for the following in regard to forklift tires:
Visible damage such as chunking, tearing, splitting, and cracking of the rubber. Chunking is usually a result of running a forklift in an outside application, or running over objects, or on rough terrain.
As you are familiar with checking the wear on your car tires, solid rubber tires can be checked similarly. If tread distance from the manufacturer’s nameplate on the tire falls below an inch or reaches the band on the wall of the tire, or tread is no longer visible, it’s time for replacement.
If a tire is flat and patching the leak or hole does not fix the tire, it will need to be replaced. Additionally, tires with visible flat spots, due to uneven alignment or sudden stops by the operator, should also be replaced.
With any of these conditions found on your customer’s forklift tires, it is important to convey to them that the condition of their forklift’s tires is critical to safety and regulatory compliance. They will not want to wait until an accident occurs when tires should have been replaced. Additionally, worn tires also put stress on the rest of the lift truck’s parts and fuel efficiency. For example, as forklift tires wear down so does their ability to absorb shock. Excessive shock on a lift truck can loosen parts, cause leaks in fluid lines, and even damage electrical components.
Many dealerships will offer mobile tire service with a dedicated tire service department, sometimes with specially equipped mobile units for on-site tire pressing. While other dealerships may sub-out this service to a dedicated tire service company. The process is similar to when you have your tires on your car replaced, except with the pressing and mounting of the forklift tires. Nonetheless, if your service department is servicing the truck for regular repairs and maintenance, your service technicians should not be overlooking the opportunity for a tire replacement service and parts opportunity.
Forklift Tire Basics
Considering how the truck will be used and the environment it operates in will go a long way to helping you quote and sell the correct tire for your customer.
Rubber or Polyurethane?
In general, rubber tires are used on internal combustion trucks while polyurethane (poly) tires are more common on electric lift trucks. Here are some additional factors to consider when quoting tires for your customer’s forklift:
Rolling Resistance – Poly tires offer less resistance than rubber. Because they are battery-powered, electrics trucks should use poly tires to conserve energy during operation and reduce downtime for recharging.
Cushioning – The higher a tire’s durometer number, the harder the tire. A softer tire absorbs more impact and provides more cushioning. Because rubber tires have a lower durometer, they should be used if a softer ride is desired.
Traction – Rubber tires offer a broader footprint over poly, thus giving them better traction. If you are still inclined to use a poly tire, modern versions now offer siping, or an engraved tread pattern, that lends them greater traction.
Load Capacity – Because of their higher tensile strength, poly tires are more resistant to splitting, tearing, or chunking out under load than rubber tires are.
Resistance to Cutting, Tearing, and Abrasions – As a general rule, poly tires will outlast a rubber tire by about four times. This is because poly tires are harder and less susceptible to cuts, tearing, and abrasions from sharp objects. Items that might cut a rubber tire will be deflected or become embedded in the much harder poly tire.
High-Speed Operation – Polyurethane tires are more likely to fail due to heat buildup than rubber tires. This is because rubber tires can dissipate the heat better. For faster-moving trucks (propane and internal combustion) that see a higher buildup of heat, rubber tires are the way to go.
Floor Marking – If marks on the floor (or a lack of) are a concern to you, then selecting a non-marking tire is an important consideration. While poly tires are naturally non-marking, black rubber tires will leave marks on the floor. You can get around this with special non-marking rubber tires.
Response on Wet Floors – A smooth poly tire will have significantly less traction on wet floors than a rubber tire. If your operating environment requires a poly tire, consider one that has been siped to provide better traction.
Chemical Resistance – Both poly and rubber tires are susceptible to chemicals in their environment. Knowing what type of chemicals your tires will come in contact with can help you choose between rubber and poly. It is best to use the right tire to match your needs to prevent costly failures.
To sum up, rubber tires are often used indoors or outdoors where a softer ride or better traction is desired. Poly tires are used indoors on smooth concrete surfaces when a higher load capacity is required.
Pneumatic or Cushion?
If a rubber tire is selected, now you must decide pneumatic or cushion type tire.
Pneumatic – These tires are longer and wider than cushion style tires and are frequently used in outdoor applications. There are two options when choosing a pneumatic tire, solid or air-filled. Solid tires cost more because they are 100% rubber, but this makes them ideal for situations where punctures are an issue. Air-filled tires work great in environments with smooth operating surfaces.
Cushion – Cushion tires are solid rubber molded onto a steel band. Because they’re smaller than pneumatic tires, cushion tires have a smaller turning radius—making them a great choice for tight spaces. Cushion-style tires work well in smooth, indoor applications and cost less than pneumatic tires.
Keeping your customer’s forklift tires properly maintained and replacing them when needed will create a safer working environment, increase fuel efficiency, and have a longer equipment lifespan. Be sure to partner with a supplier that offers a wide range of tires for many different types of applications; with options of traction or smooth, marking or non-marking, press-on or pneumatic, be sure your supplier has the tires to keep your customer’s forklifts rolling.
About the Author:
Chris Aiello is the Business Development Manager at TVH Parts Co. He has been in the equipment business for 16-plus years as a service manager, quality assurance manager, and business development manager. Chris now manages a national outside sales team selling replacement parts and accessories in various equipment markets such as material handling, equipment rental, and construction/earthmoving dealerships.
