By Seth Skydel

“ What manufacturers really provide are solutions,” the 17-year industry veteran quickly added.“ While we meet equipment needs, customers have to be able to rely on suppliers to address ongoing and new challenges.”

Across different markets, Shallenberg related, customer needs change, and economic and political factors impact their businesses and operations.“ Today, one of the biggest challenges in all industries for manufacturers of lifting equipment and our customers is uncertainty,” he said.“ The unknowns include the impact tariffs could have on raw materials and the funding that will be available for capital projects, creating a dynamic environment when it comes to equipment manufacturing and

The expanding bucket truck lineup at PALFINGER includes the PB 38 AT P cable placer. Designed for rising installation demands in the telecommunications industry, the new model has a 38-foot platform with flexible stowage for access from the tail shelf or to maximize cargo area, 43 feet of working height and 27 feet of side reach.

Chris Shallenberg, national sales manager, Aerial Work Platforms, PALFINGER North America

purchasing.“ Customers and manufacturers can be key resources for each other,” Shallenberg continued.“ Working through scenarios and considerations together, including spending time in the field, is the kind of continual interaction that leads to better equipment designs and support. Learning how and when our customers will be starting new projects and planning purchases puts us in a better position to have the right equipment ready when it’ s needed.”

Lessons Learned According to Shallenberg, there were also lessons learned during the supply chain crunch that was felt across the industry a few years ago.

For example, while longer lead times for new equipment made it more challenging to plan purchases and replacements, chassis and equipment manufacturers and customers are now planning more successfully.

“ We’ ve also invested in maintaining a larger inventory of vehicles for immediate availability,” Shallenberg said,“ and we facilitate more efficient planning by developing versatile equipment that can be used in different market segments. Starting with chassis that support a mix of applications we can provide bodies and equipment for power, sign, tree and telecom companies that may be doing energized line or storm restoration work or stringing fiber optic cable for 5G and broadband initiatives.”

Relationships between suppliers are also critical, Shallenberg noted.“ Collaboration between chassis, body, aerial and tool and equipment suppliers is essential for successful design, manufacturing, spec’ ing and

18 l July-August 2025