Forklifts are rated according to how much weight they can lift, starting at 3,000 lbs and going up to 35,000 lbs and more. 3,000-, 5,000-, and 8,000-lb models make up the bulk of the market.
The size of your typical load will affect the capacity you need. Forklift capacity is usually based on a 24 inch "load center," meaning that the distance from the center of gravity to the sides of the load is 24".
The easiest way to think about this is that a forklift can only lift its maximum weight if the load is a four-foot cube. If your loads are unusually long or high, the forklift won't be able to safely lift as much. Knowing the typical dimensions and weight of your loads will allow you to work with the salesperson to determine the exact capacity you need.
Also consider how much variation there is in your loads. If you constantly produce identical pallets of products, you know exactly what capacity you need. However, in a more mixed environment, or one where the load size changes over time, you may want to buy a truck with more capacity than you need currently to make sure it gets the job done now and in the future.
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