Tips to lift hoist sales

by Robert Olson

Hoists play a vital role in the manufacturing environment, lifting materials and moving finished products from one location to another. Selecting the right hoist from among hundreds of types and options can be an overwhelming decision for the plant manager. Your ability to help the plant manager choose the proper hoist for his or her particular application adds value to your role as a distributor and increases the confidence your customers have in you.

Before you meet with a customer, become comfortable with the jargon of the industry. A simple glossary of terms includes:

Capacity - The maximum load a hoist is designed to lift or pull. Capacity is commonly expressed in Tons.

Chain Fall Lines or Reeves - The number of lines of chain or wire rope between the hoist body and the bottom hook.

Crane - A mechanism used to lift and lower loads and capable of moving in both horizontal directions.

Headroom - The distance between the top and bottom hooks of a hoist.

Hoist - A manually or electrically operated mechanism that lifts and lowers a suspended load.

Lift - The maximum distance the bottom hook can travel.

Sheave - A pulley or sprocket used with a chain or wire rope hoist.

Suspender - A load-bearing component designed to connect a hoist to a trolley.

Trolley - A mechanical device with wheels that travels on a beam and carries the hoist.

Hoist basics
Hoists are available in two basic designs, chain or wire rope. Either design comes in manual, electric and air-powered models that offer distinct advantages to the user depending upon the specific application.

Matching the application to the appropriate hoist is the first step in the selection process. As you begin to work with a customer to clearly define the hoist application, it’s a good idea to include the following questions in your dialog:

How much will the load weigh? The largest load the hoist will handle, as well as the weight of any attachments that facilitate the handling of loads – things like slings, grabs, spreader beams, vacuum lifts and manipulators – need to be carefully considered as you define the hoist’s capacity. Carefully match these loads to the tonnage capacities of the hoists you are considering. A hoist that is under- or over-rated in terms of capacity required introduces inefficiencies as well as safety issues into the material handling system.

How frequently will the hoist be used? If a hoist will lift and move loads frequently, an electric or pneumatic hoist is probably the best choice. On the other hand, if the hoist will only be used occasionally, a hand chain hoist should suffice.

Will the hoist be used solely to lift materials and equipment? If so, a hoist alone will perform the task at hand. If, on the other hand, the hoist will be used to lift and move items horizontally, you need to suggest one of two hoist combinations: a hoist/trolley system that will lift and move a load in one direction or axis, or a hoist/crane system that will lift and provide movement in two horizontal directions. Both of these systems increase the versatility of the hoist.

When a trolley is required, select one that correlates with the frequency of use. A plain or geared trolley requires the operator to start and stop the movement by hand and is usually satisfactory for occasional lifts and intermediate loads. Motorized trolleys are the appropriate choice for more frequent, heavy loads.

When a hoist is paired with a bridge crane system, the user needs to consider runway structure design and installation when selecting the proper hoist. Crane clearances, building load capability, anticipated future use of the crane, additional controls and electrification should also be part of the deliberations.

What is the required lift speed? Lift speed and positioning capabilities also dictate the type of hoist to recommend for an application. Traditionally, manual hoists offered more precise positioning load capabilities because they operate at slower speeds. However, today’s advanced electronic controls have enhanced precision, enabling faster electric and air-powered hoists to meet exact positioning requirements.

What are the electrical requirements of the hoist? Determine available voltage and whether it is single- or three-phase. Industrial three-phase power is the preferred choice, because it is more efficient and there is more equipment from which to choose. Only consider single-phase hoists if three-phase power is not available.

If the application requires a trolley, the user must consider how to supply power to the hoist. Additionally, every hoist system needs a power disconnect and overcurrent protection as specified by the National Electrical Code and OSHA. ANSI and OSHA provide standards that dictate the construction, inspection, testing, maintenance and operation of individual hoists.

What are the headroom requirements? The minimum headroom measurements are critical to proper hoist selection. Hoists can be trolley-mounted or suspended from a fixed overhead lug or hook. Typically, lug- mounted hoists have less headroom than hook-mounted models. If the required headroom is even less than that offered by standard lug-mounted hoists, hook points can be changed or hoists specially designed with lower headroom.

What type of operator interfaces will be used? Manual hoists typically have simple-to-use hand chains or levers to control the action of the hoist. With electric models there are a multitude of ways to control the hoist. Most commonly a push button station is suspended from the hoist. Safety concerns may require the operator to stand away from larger, bulky loads. In this case, the customer may require a remotely controlled hoist.

Describe the environment in which the hoist will be used. Working environments that expose a hoist to temperature extremes, heavy moisture, the outdoors or other hazardous conditions may limit the selection of hoists available to your customer.

Ergonomics, too, influence hoist selection. Manufacturers are beginning to offer hoists that are specifically designed to address the ergonomic issues associated with repetitive assembly lines, pick-and-place operations, severe working environments and work stations or work cells.

Why are you replacing your current hoist? It’s always good to know the history of the hoist you are replacing. By discussing a hoist’s performance record, you may uncover information that will help you more clearly define the hoist application and avoid problems associated with poor performance and inefficiencies in the past.

Not every sales call you make will generate an immediate sale. Sometimes your objective is to gather information about existing hoists. As you meet with users who may not be considering a hoist replacement, use the questions that follow as the basis of your conversation. The answers may suggest to you and to the user that they do, in fact, need to replace hoists that no longer perform as efficiently as the newer models you offer.

• Do you currently use a hoist?
• What brand of hoist do you use?
• How do you use the hoist?
• How does your hoist perform? Have you experienced problems with it?
• How frequently does your hoist require maintenance?
• What types of maintenance do you perform?
• Are you responsible for the hoists in your facility?
• Do you specify the hoists that your company uses?
• Do you have any influence on those that do purchase?
• Is there an expansion or new line that will require additional hoists?

Questions like these enable you to identify customers’ current and projected needs. In the process of asking these questions, you may have the opportunity to connect with other individuals in a facility that are involved with your products – such as safety directors, maintenance personnel or purchasing contacts – increasing your sales opportunities.

Finally, employ the hoist manufacturer’s resources and customer service capabilities in your sales efforts. Detailed drawings and specifications that go beyond the standard catalog drawings are often available upon request, as are market information and responses to common objections to hoist replacement. Plus, take advantage of your manufacturer’s sales training programs that provide updated product information. Frequent updates position you as a hoist expert, enabling you to meet customer expectations and avoid the dissatisfaction that accompanies product returns and failures.

Robert Olson is an engineer with Harrington Hoists of Manheim, Pa. For additional information about hoist sales, contact Dawn Hess, marketing coordinator, Harrington Hoists, at 800-233-3010 or hessdc@harringtonhoists.com. Also, visit the company’s Web site at www.harringtonhoists.com.

This article appeared in the September/October 2002 issue of Progressive Distributor. Copyright 2002.

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