Trade shows aren't just about the exhibits. They also offer a chance to talk with vendors and other experts about industry trends. While we were at the biennial ProMat material handling show, we took advantage of the opportunity to meet with some lift truck makers and ask them what's new. Here's a quick summary of what we learned.

• The need to meet new Tier 4 Environmental Protection Agency regulations for diesel lift trucks will present a challenge for manufacturers. Jeff Rufener, president of Toyota Material Handling USA, said that Toyota would announce a new product in the category later in the year that will offer better fuel efficiency than what is currently available. This new product will help offset the higher acquisition cost for the new lower-emission engines.
• Industrial truck sales took a beating during the recession but are pretty much back to normal now, though not quite to 2008 levels, said Timothy S. Quellhorst, senior vice president at Crown Equipment Corp. Internal combustion (IC) vehicles took the biggest hit, with sales dropping by as much as 50 percent during the lowest point. That's because they're used mostly in manufacturing, which was severely affected by the economic slowdown. IC sales are bouncing back now as U.S. manufacturing revives.
• When it comes to what customers want in a lift truck, a few notable trends have emerged, said Bill Pfleger, president of Yale Distribution. Users want flexible models that can adapt to changes in their operations—for instance, when a company jumps into e-commerce fulfillment. They're also looking for features (like easier steering) that take strain off the operator as a way of keeping productivity high throughout the day. Features that promote safety and reduce equipment and product damage are also in high demand—for example, telematics that alert managers when drivers cause impacts and make drivers more accountable for their actions. But buyers still want to hold down costs. Both Yale and sister company Hyster have responded by introducing a remanufactured truck option that involves a 200-point inspection and the replacement of certain parts.