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Why Adaptability Matters in Your Material Handling Partnership
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When it comes to logistics and warehousing, things rarely remain constant. Operations shift, orders increase, and demands evolve. For businesses relying on material handling equipment, the ability to adapt quickly, whether through service support, scalable fleet options or technical insight, can be the difference between smooth performance and operational bottlenecks. That’s why having a material handling supplier who can evolve with you is essential.
Operational peaks, which could be anything from seasonal demand to unexpected disruptions, can place enormous pressure on your fleet. One of the best indicators of supplier adaptability is how well they respond when your needs change overnight.
“Flexible rental solutions during peak periods are important. Having the same type of product across your fleet, supported by similar machines that operators are familiar with, helps maintain consistency and performance,” says Barry Parks, Service Operations Manager—VIC at Linde Material Handling Australia.
“If you need to hire from someone else and the machine is unmatched, you could be creating undue stress for your warehouse managers. There are a lot of variables that come into play when you don’t have a supplier with the flexibility to support your short-term rental requirements.”
Stuart Morgan, Service Operations Manager—QLD at Linde Material Handling Australia, adds that flexibility can’t just be about availability; it has to come with speed and practicality: “Seasonal demands, natural disasters, or out-of-the-norm orders all create sudden increases in equipment requirements. That’s where we need to be agile enough to support them. Not always with the exact machine they want, but close enough to keep their business operational to their full functional capabilities.”
For businesses operating across multiple sites, particularly outside metro areas, having a single point of service isn’t enough. “When you offer nationwide coverage, you usually get the same processes everywhere,” Barry explains. “That means similar pricing, service, documents, and formats across locations. And if you operate nationally, having one point of contact for escalation gives you the ability to communicate expectations clearly.”
Raffaele Guarascio, Service Operations Manager—NSW at Linde Material Handling Australia, agrees: “If you’re a national or statewide business and don’t only operate in capital cities, it’s a relief knowing your supplier has resources in those areas. It’s something you don’t have to stress about.”
Equipment failing on the job is unpredictable, but with the right support, it doesn’t have to be a massive disruption. Having access to spare parts is often the difference between same-day recovery and prolonged downtime. “Spare parts are as critical as labour response time,” Barry says. “There’s no point in sending a mechanic out at all if you can’t back it up with parts.”
Raffaele echoes the importance of part availability: “The longer units are down due to waiting for parts, the more impact it has on their operations. Being an OEM (original equipment manufacturer) makes it easier for us because we have a direct line. We make sure that our customers keep going at a productive rate.”
Stuart reinforces that a great product is only as good as the backup behind it. “The backup and support you get with your equipment is pivotal to maintain maximised uptime and minimised downtime.”
No two sites are the same. That’s why performance in various conditions matters, especially in cold storage, outdoor yards, or multi-shift environments.
“Some of your larger, reputable brands have that strong reliability name,” explains Troy Willoughby, Product Manager—Linde Material Handling. “If you have cold store applications and you’re doing heavy hours and multiple shifts, you should not be utilising a base level forklift. So it’s picking the right truck for the right job to ensure reliability in the application. You should also carefully consider service and maintenance. A reputable supplier with good resources can support the forklift throughout the life of the truck.”
And when forklifts move between environments, things like traction, weatherproofing and IP ratings come into play. “If you’re indoors and outdoors you need to consider the tyres, surface, weather, and so forth,” Troy says. “If you have the right supplier that understands the requirements, they’ll know to provide the right solution, and you’ll be covered.”
Choosing the right power source can directly impact performance and long-term costs. While internal combustion and electric forklifts can have similar lifespans, battery-powered units come with a calculable lifespan. “With engine-powered trucks, if the engine is taken care of, it should last the lifespan of the truck which could be 10—20 years,” Troy explains.
“But with batteries, it’s different. A lead-acid battery is typically good for around 4000 charge cycles. And if you plug it in for 10 minutes, that counts as a cycle. Lithium-ION has a similar lifespan, but the way it handles opportunity charging is more efficient. You can plug it in multiple times a day without using a cycle. That’s a massive advantage.”
Regardless of power source, the key is selecting the right truck for the right job and maintaining it properly.
A reliable partner isn’t just thinking about your operations today; they’re helping you prepare for what happens next. “That’s the benefit in going with a reputable supplier,” says Troy. “They usually have the resources to support any changing needs. They can look at flexibility within contracts to adapt. And they have the support of personnel who are trained on the specific brand and products to provide expert advice.”
When it comes to long-term reliability, adaptability plays a central role, not just in response time, but in strategic planning. “A supplier that listens to your current needs and also asks about future plans, including expansion, automation, changes in layout — that’s what leads to a strong supplier-partner relationship,” Troy says.
Whether it’s offering equipment, managing accounts that evolve, or simply offering support across industries and locations, adaptability signals depth and capability. “If you have a large product portfolio, it doesn’t matter what direction the customer is going because you’ve got something to supply them,” says Troy. “But if your range is narrow, the customer may be forced to change suppliers as they evolve, and that’s a risk to both sides.”
So how should businesses weigh adaptability against other buying factors like cost or delivery time?
If adaptability is a priority, it should sit above other considerations like cost or delivery times. A reputable supplier who can adjust quickly to changing needs will often save you more in the long run than an independent supplier who might be slow to respond. The decision comes down to understanding how often your requirements might evolve and choosing a material handling partner who can meet those needs without disrupting your operations.
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