Balances People and Progress
By Nicole Needles
Thompson & Johnson Equipment Co., a family-owned business based in Central New York, has established itself as a key player in the material handling industry since its founding. With a focus on providing high-quality forklift sales, service, rental and parts, the company has grown steadily, currently operating with 175 employees across four locations. The business’s core values are rooted in a deep commitment to its employees, customers and the broader community.
The company culture at Thompson & Johnson revolves around the concept of a “business family.” This philosophy emphasizes the importance of supporting employees through life’s ups and downs while fostering their professional development. Jonathan Schneckenburger, strategy and development manager explains, “Our company culture revolves around the idea of a business family. We believe it’s important to have a strong connection with our employees. When they go through life events, we’re there to support them as best we can.”
David Schneckenburger, president and CEO, further underscores the company’s mission by saying, “We try to empower all employees to make decisions, taking into consideration how that decision impacts the customer, the employee and the company. We’ve been recognized as a Best Place to Work for the last several years in Central New York. I think that reflects our culture of taking care of people, especially when they’re going through tough times.” This empowerment is backed by a strong support system that values flexibility and employee well-being, fostering a loyal and dedicated workforce.
Since its inception, Thompson & Johnson has witnessed significant changes in the material handling industry. Originally a Clark dealer, the company has navigated various challenges, including the transition to Toyota and Crown forklifts and the increasing importance of automation. Jonathan Schneckenburger notes, “The industry has shifted from focusing on product features and benefits to emphasizing solution selling and building relationships.” This relationship-driven approach has allowed Thompson & Johnson to maintain customer loyalty even during challenging times, such as when Toyota faced an EPA issue that limited the availability of internal combustion trucks.
Automation is another critical area where the company sees growth potential. As the industry moves towards more automated solutions to reduce costs and increase efficiency, Thompson & Johnson is positioning itself to meet this demand. David Schneckenburger highlights this trend, stating, “The world of data is here, and everyone needs answers now. So, we’re trying to figure out how to provide solutions for both big and small companies so they can make the best decisions in real time.”
The material handling industry presents both challenges and opportunities for Thompson & Johnson. One of the biggest challenges has been hiring and retaining skilled technicians, particularly younger ones. The company invests heavily in training, but the transient nature of the workforce makes it difficult to retain long-tenured employees. Jonathan Schneckenburger acknowledges this issue, saying, “Hiring, training and retaining technicians is still a significant issue. Our longest-tenured technician has been with us for 52 years, and we’ll probably never see that kind of tenure again.”
Another significant challenge is the increasing demand for comprehensive industry knowledge. As the company transitions into a solutions provider, there is pressure on both veteran and newer sales representatives to broaden their expertise and stay current with industry trends. David Schneckenburger observes, “It’s essential to be knowledgeable about everything and understand how it all fits together. This change puts pressure on salespeople, especially older reps, to keep up with the times and for newer reps to learn more broadly about the industry.”
Looking ahead, Thompson & Johnson has ambitious growth plans. Currently a $60 million dealership, the company aims to reach $100 million in revenue within the next five years. This growth will be driven by expanding its offerings beyond forklifts to include more robust storage and handling solutions, as well as further developing its dock and door division. Jonathan Schneckenburger is optimistic about the company’s trajectory, stating, “Our next step is to get into the storage and handling side of the business. I would think that in five years, we’ll be pushing $100 million in revenue — over 50% growth, assuming the economy stays stable and we keep moving forward.”
Thompson & Johnson Equipment Co. is a company deeply rooted in family values, with a strong commitment to its employees and customers. As Jonathan Schneckenburger summarizes, “Everything we do is about people, and as long as we keep that focus, we’ll continue to be successful.” By embracing industry changes and focusing on growth opportunities, the company is well-positioned for continued success in the years to come.
