MATERIAL HANDLING T
he previously dominant manufacturers who prize innovation and build quality, arguably over all else, are now reluctantly sharing an ever- shrinking market with new products from predominately
Chinese manufacturers, who recognise the UK as a market worth investing in, but for whom price is the priority. This shift with manufacturers has
subsequently also impacted on dealers who are, themselves, evolving from offering a single brand to offering multiple brands which more ably cover the scope of the developing market and enable greater customer capture while still offering precisely the right equipment for the application. The latest UK Forklift Truck Market
Outlook, compiled for the UK Material Handling Association (UKMHA) by Oxford Economics, shows that cost pressures and economic uncertainty influenced investment decisions throughout 2025, with many companies delaying fleet renewals or opting for shorter-term leasing. Rigid fleet ownership models became
less attractive, as businesses turned to flexible hire and leasing options, to enable them to scale up or down quickly without locking up capital. Suppliers of material handling equipment capable of supporting responsiveness and agility through blending a ‘best for purpose’ mixed fleet will play an important role for businesses under immense pressure to perform in 2026. So, suppliers with the ability to help
customers out of the 2025 doldrums by meeting their varying requirements with the most appropriate solution is more important now than ever, and more of an opportunity as the sector settles into a more stabilised pattern of investment and operational planning. A few factors to bear in mind are safety as
selecting intrinsically safe machines is, due to the trend for mixed fleets and access to multiple brands, becoming more complex as it becomes even more important. Safety features such as automatic parking
brakes, speed limiters, anti-collision devices, flashing beacons, reversing alarms and ‘pedestrian awareness’ projected blue light systems are all now commonly fitted to vehicles but a number of manufacturers are set to introduce even more options in 2026. Then there’s sustainability, where
supplying customers with machines that reduce carbon emissions, such as electric versions, also has the potential to create a competitive edge for winning new business as it shows the supplier meets demand from customers and regulators for greener business practices. Last but not least is people power. The
saying “Treat people as you yourself would like to be treated,” resonates particularly well in the material handling equipment world, a sector seemingly more subject to complex service conditions, add-ons, surcharges, hidden costs and suppliers who
PICKING A PARTNER WHO PERFORMS FOR MATERIAL HANDLING
By Aiden Edwards, Head of Sales, Hulk, the new material handling division from construction and agricultural equipment supplier, Conagri
The shift over the past five years from developments in material handling equipment being driven by the legacy manufacturers to the new (to the UK at least) ‘upstart’ importers seems to be one trend that has been positively impacted by the unpredictable global economic climate
try to tie their customers into a long-term contract through the threat of large damage bills at the end of it. Businesses face increasing cost pressures
in 2026, and while the confidence is there it is fragile, so it is only coordinated, strategic action and expert advice and support that will help them rise to the occasion. Specialist material handling equipment
suppliers should work closely with customers over the entire length of a contract, starting with a site survey. No matter how small the fleet size, this should never be overlooked as an opportunity to understand the customer’s unique sites and requirements and the particular demands on the machines. Obscurity at every level of the contract
should be eliminated, from recommending the most appropriate machines for the project, to providing support to maximise the overall performance of the equipment.
22 JUNE 2026 | FACTORY&HANDLINGSOLUTIONS This can include full, regular servicing,
fast breakdown call-out, and on-site meetings to review machine wear and tear and functionality to improve operational performance and reliability. This will not only minimise downtime and avoid costs spiralling out of control but potentially, also save costs. Only that mutual approach will be rewarded with loyalty. Customers are long-term partners and
putting yourself in the customer’s position should always be the starting point of any discussion about material handling equipment. Success is then just a negotiation away.
Conagri
www.conagri.com
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