Rental October/November 2016

2016

INSIDE: SEE THIS YEAR’S WINNERS

October/November 2016

PRODUCT NEWS INSIGHT ■

■

SPECIAL REPORT

RENTAL INDUSTRY GOES MOBILE

Treating everyone like family is the foundation for success at All Rents in Seaside, OR

Feeding

A SENSE OF COMMUNITY Find the latest news at ForConstructionPros.com/RENTAL

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10/6/16 9:34 AM

OCTOBER/ NOVEMBER 2016

VOLUME 38 ISSUE 6

IN EVERY ISSUE 7 E verybody’s Business Thoughts on the spirit of healthy competition.

8 Manager’s Digest

Professional Profile

FEEDING A SENSE OF COMMUNITY

24

Market information to give you the insight you need to run your business.

12 Market Watch Rental companies around the country weigh in on how much they currently use mobile technology in their business.

Treating everyone like family is the foundation for success at All Rents in Seaside, OR

32

42

SPECIAL REPORT: SOFTWARE & TECHNOLOGY

CONSTRUCTION SUPPORT EQUIPMENT

Rental Industry Goes Mobile A shift toward a new way of doing business is gaining momentum and shows no sign of stopping.

50 Eye on Rental Dick Detmer asks rental companies to consider what makes them special and how to let their customers know.

Inside Tips for Selecting Utility Vehicles Look for build-quality, ease of service and quick, efficient support.

17

25

2016

New

Winners!

Find out which makes and models made the list in our latest collection of products you must have in your rental inventory.

www.ForConstructionPros.com/RENTAL

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OCTOBER/NOVEMBER 2016

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CONTENTS

RentalWATCH

Rental and Construction Market Updates Get all the latest information pertaining to the topics that matter most to your business. Look here daily for the news and information you need most. To subscribe, go to ForConstructionPros. com/Register.

ForConstructionPros.com/RENTAL

RentalMagazine@ RentalPNI

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Fast, Relevant Product Information

Designed With You in Mind

It’s easier than ever to find the industry news and information you need to run your equipment rental business. Just point your browser to ForConstructionPros.com/RENTAL, and scroll for the latest reports. Whether you’re using your desktop, laptop, tablet or smartphone, you get the same simple-tonavigate experience, only faster than ever before.

VISIT TODAY! ForConstructionPros.com/RENTAL

Join Our Social Media Community www.Facebook.com/ RentalMagazine

BUYERS GUIDE

Check out our Facebook page and join our Twitter feed. Leave a comment, post some news and photos, or just catch up on the latest happenings in the world of equipment rental.

ForConstructionPros.com/ RENTAL features the industry’s most comprehensive guide to construction-related products and equipment. Visit ForConstructionPros.com/ RENTAL and click on the Buyers Guide for the most up-to-date list of what today’s leading manufacturers have to offer.

NEWS FEED Try an Online Job-Matching Website Hard Hat Hub brings construction job seekers and companies together.

ForConstructionPros.com/12245922

Rental Remains a Force for Equipment Makers to Consider Predictions for continued growth in equipment rental suggest manufacturers should heed the need for no-frills, low-cost options

ForConstructionPros.com/12259857

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10/6/16 9:36 AM

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EVERYBODY’S BUSINESS ™

B y J e n ny L e s c o h i e r, e d i t o r

Robust Competition Leads to a Healthy Industry

PRODUCT NEWS INSIGHT ■

■

www.ForConstructionPros.com/RENTAL Published by AC Business Media Inc. 201 N. Main Street Fort Atkinson, WI 53538 (800) 538-5544 www.ACBusinessMedia.com

Media has a responsibility to contribute to an informed audience, and the more voices spreading the word, the better

H

Publication Staff Publisher Eric Servais eservais@ACBusinessMedia.com Editor Jenny Lescohier jlescohier@ACBusinessMedia.com Dick Detmer

Senior Production Manager

Cindy Rusch

Art Director

Kayla Brown

Audience Development Director Wendy Chady

aving observed the rental market for more than 20 years, I can say for certain the industry thrives on healthy competition.

The folks I’ve spoken with often mention good working relationships, if not outright friendly ones, with their competitors. Maybe it’s the grassroots way the industry grew up, but most find that solving the customer’s problem is the number one objective – even if it means renting from a competitor to do it. It’s part of what makes this industry so amazing.

In light of this philosophy commonly held among rental professionals, we were surprised when the American Rental Association announced its decision to eliminate all media and nonprofit safety organizations from its membership categories – with the exception of its own publication. Media companies, as well as organizations such as the International Powered Access Federation (whose sole purpose is to promote safety and training), are no longer allowed to exhibit at The Rental Show. The ARA’s officially stated reason is that they need the floor space – a fraction of a percent of the available area – for exhibiting equipment manufacturers and service providers. They

Audience Development Mgr

have not, however, cited a reason for hindering the distribution of competing publications nor for the banning of support staff from attending the show at all.

Media plays an important role in the trade show system. Our full staff uses the venue to gather news and information in order to convey it to our readers.

We use the opportunity to engage with attendees and exhibitors so we can put our finger on the pulse of this vibrant and growing industry.

While the new policy attempts to limit this practice, you can be sure we’ll continue to deliver the news and latest product information from the show as we’ve always done.

As media, we b e l i e v e i t ’s our responsibility to contribute to an informed audience, and we realize the more voices there are spreading the word, the better it is for our audience.

With that in mind, we will not waver in our commitment to this responsibility because we know it’s essential to the health and vitality of the industry we are dedicated to serving. We look forward to seeing everyone in Orlando this February. ■

important role in

the trade show system.”

OCTOBER/NOVEMBER 2016

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Angela Kelty

Advertising Sales (800) 538-5544

“Media plays an

6

Columnist

Sean Dunphy Jill Draeger Vaughn Rockhold Erica Finger Amy Schwandt Denise Singsime Tom Lutzke

sdunphy@ACBusinessMedia.com jdraeger@ACBusinessMedia.com vrockhold@ACBusinessMedia.com efinger@ACBusinessMedia.com aschwandt@ACBusinessMedia.com dsingsime@ACBusinessMedia.com tlutzke@ACBusinessMedia.com

ForConstructionPros.com Digital Operations Manager Nick Raether nraether@ACBusinessMedia.com Digital Sales Manager Monique Terrazas mterrazas@ACBusinessMedia.com Editor Larry Stewart lstewart@ACBusinessMedia.com Managing Editor Kimberly Hegeman khegeman@ACBusinessMedia.com Change of Address & Subscriptions — PO Box 3605, Northbrook, IL 60065-3605, Phone: (877) 201-3915 Fax: 800-543-5055 • circ.rpnmag@omeda.com List Rental — Elizabeth Jackson, Account Executive, Merit Direct LLC, Phone: (847) 492-1350 ext. 18 Fax: (847) 492-0085 • ejackson@meritdirect.com Reprints — Erica Finger, efinger@ACBusinessMedia.com

AC Business Media Inc. Chairman President and CEO Executive Vice President CFO VP Content VP Marketing

Anil Narang Carl Wistreich Kris Flitcroft JoAnn Breuchel Greg Udelhofen Debbie George

Published and copyrighted 2016 by AC Business Media Inc. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording or any information storage or retrieval system, without written permission from the publisher.

SUBSCRIPTION POLICY: Individual subscriptions are available without charge in the U.S. to rental centers, equipment distributors, and other businesses with rental departments. To subscribe please visit www.ForConstructionPros.com. Publisher reserves the right to reject nonqualified subscribers.

One year subscriptions for nonqualified individuals: U.S. $35.00; Canada and Mexico $60.00; and $85.00 all other countries (payable in U.S. funds, drawn on U.S. bank). Single issues available (prepaid only) $10.00 each.

Rental (ISSN 1067-0904, USPS 686-370) is published seven times per year: January/February, March, April/May, June/July, August/September, October/November and December by AC Business Media, 201 N. Main Street, Fort Atkinson, WI 53538. Periodicals postage paid at Fort Atkinson, WI and additional entry offices. POSTMASTER: Please send change of address to Rental, PO Box 3605, Northbrook, IL 60065-3605. Printed in the USA. Canada Post PM40612608. Return Undeliverable Canadian Addresses to: RENTAL, PO Box 25542, London, ON N6C 6B2.

Vol. 38, Issue 6, October/November 2016

www.ForConstructionPros.com/RENTAL

10/6/16 9:26 AM

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10/6/16 9:26 AM

MANAGER’S DIGEST

US Housing Starts

August Construction Starts

in August

in Nonresidential Building, Public Works

FELL 5.8%

After averaging more than a 1.204-million-unit pace in June and July, U.S. housing starts fell 5.8% in August to a seasonally adjusted annual rate of 1.142 million. Single-family starts dropped 6.0%, while starts of projects with five units or more fell 6.9%.

“Despite the August drop, the recovery in single-family construction remains on track,” assures the Wells Fargo Economics Group in its analysis of the monthly housing construction estimates by the U.S. Census Bureau. “Single-family permits rose 3.7% in August and are now running ahead of starts.

“As far as single-family construction is concerned, builders are selling virtually everything they build,” says Wells Fargo Senior Economist Mark Vitner. “There is very little finished inventory available for sale and inventory under construction and not started also remains historically low.”

“On a year-to-date basis, single-family construction is continuing at a rate that is 9% higher than this time in 2015,” says the National Association of Home Builders’ Chief Economist Robert Dietz.

Total U.S. multifamily starts dropped 6.9% from July to August, with a steep decline in the Northeast and slip in the West.

Comparing unadjusted multifamily starts history, year-to-date production is just 0.6% ahead of the first eight months of 2015.

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LEAP 21% ON GAINS New construction starts in August soared 21% to a seasonally adjusted annual rate of $711.2 billion, according to Dodge Data & Analytics, following lackluster activity in July. The August rise for total construction starts featured an especially elevated amount for nonresidential building, which was helped by the start of a $3-billion petrochemical plant in Louisiana, the $1.7-billion Wynn Casino in the Boston, MA area, and a $508-million terminal upgrade at Seattle-Tacoma International Airport.

The nonbuilding construction sector also experienced strong growth, with its public works segment lifted by the start of a $3-billion natural gas pipeline project in the states of Alabama, Georgia, and Florida. In addition, residential building contributed with a moderate August gain, reflecting another advance for multifamily housing which included groundbreaking for the $900-million Wanda Vista Tower in Chicago.

Through the first eight months of 2016, total construction starts on an unadjusted basis were $439.3 billion, down 7% from a year ago.

As 2016 is proceeding, the year-todate decline for total construction is becoming smaller, affected to a lesser extent by the comparison to the massive projects reported during the first half of 2015 and now benefitting from the start of several massive projects in this year’s second half. If projects valued at $1 billion or more are excluded, total construction starts during the

first eight months of 2016 would be down a slight 1%, or essentially even, with a year ago.

The August data raised the Dodge Index to 150 (2000=100), up from 124 in July. The quarterly averages for the Dodge Index show that construction activity increased 11% in this year’s first quarter to 146, followed by a 10% decline in the second quarter to 131. The July and August average for the Dodge Index comes to 137, a 4% gain relative to the second quarter.

“The sharp rise in August makes it likely when September data becomes available that construction starts for the third quarter will be able to register moderate growth, supporting the belief that the construction industry still has room for further expansion despite some recent deceleration” stated Robert A. Murray, chief economist for Dodge Data & Analytics.

“The presence or absence of very large projects, of course, has played a considerable role in the month-to-month pattern for construction starts,” Murray continued.

“While July did not receive much of a boost from very large projects, such a boost was clearly present in the August statistics. Furthermore, the year-to-date readings for the first half of 2016 were skewed by the comparison to the heightened first half of 2015, which included 13 projects valued at $1 billion or more.

For more information, visit forconstructionpros.com/ news/12260518/.

www.ForConstructionPros.com/RENTAL

10/6/16 9:39 AM

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10/6/16 9:39 AM

MANAGER’S DIGEST

HEAVY EQUIPMENT GLUT AFFECTS ALL STAKEHOLDERS Used machinery is flooding the secondhand market, piling more pain on equipment makers battling sluggish demand from customers.

Instead of buying new, many equipment users are renting or entering longer-term leases for machines to expand their fleets or replace worn out equipment, analysts say. Dealers, in turn, are keeping smaller inventories of new machinery, hurting sales for many manufacturers.

The strong U.S. dollar also is damping demand from developing African and Asian markets that once snapped up used machines.

Trends toward leases and rentals are creating larger fleets of used equipment that trickle down the value chain into a crowded secondhand market.

With so much equipment up for grabs, used machinery prices are down 10% from a year ago. Lower prices for new machines provide further downward pressure on used values.

Rental businesses account for half of new equipment sales in the U.S., and some analysts see that climbing to 60% within five years. Rental businesses typically replace their equipment within three years, providing a consistent supply of late-model machines for the used market.

Contractors are increasingly choosing to lease instead of buy new equipment. Leases allow them to pay less up front, and attractive lease rates are often lower than the cost of shorter-term rentals.

— Bob Tita, Wall Street Journal

REPORT: POWER RENTAL MARKET TO SEE 4.92% CAGR THROUGH 2020 The recently released report from Research and Markets “Global Power Rental Market 2016-2020” forecasts the segment will see a compound annual growth rate of 4.92% during the period 2016-2020.

“Increased use of gas generators for rental power will be a key trend for market growth,” an analyst says. “Environmental reforms and stringent government regulations to reduce emissions have led to new technology being developed where generators involve less fuel consumption while increasing the power output. A recent trend has been the shift to gas-powered generators. The use of gas produces cleaner power than diesel as it is more efficient, produces 30% fewer emissions and less noise than diesel generators. Gas is comparatively cleaner than other non-renewable fuels and is also relatively cheaper to operate than a diesel generator.”

One of the key drivers for market growth will be increasing demand for rental power. Urbanization and a growing population have created an increasing strain on power utilities to meet the power demand. Though governments of various countries have invested in building new power plants as long-term energy sources, shortage of power supply is preventing power companies from meeting the immediate demand.

The surge in residential and commercial infrastructure development is resulting in peak-hour supply constraints. These factors have compelled power companies to rely on temporary power generation sources to cater to the growing power demand.

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Construction Industry Urges Congress to Tackle Skilled Worker Shortage In a letter to House leadership coordinated by Associated Equipment Distributors (AED) and delivered on Sept. 8, 26 leading construction industry organizations told Congress to swiftly pass and enact the Strengthening Career and Technical Education for the 21st Century Act (H.R. 5587), bipartisan legislation that reforms, modernizes, and reauthorizes the Carl D. Perkins Act. The groups told lawmakers that, “By making technical education a priority, Congress can help better prepare workers for well-paying careers, ensure that U.S. companies are able to seize new business opportunities and make the United States more competitive in the global economy.”

The letter highlighted the stark findings of a study sponsored by the AED Foundation which found the equipment technician shortage is costing dealers approximately $2.4 billion per year in lost revenue and economic activity. Citing a lack of “hard skills” as the top reason technician positions are going unfilled, the study noted vacancies at construction equipment dealerships stay open for more than three times the national average.

“Workforce challenges are impacting the construction industry and every other economic sector in the United States,” AED President & CEO Brian McGuire said. “While the Strengthening Career and Technical Education for the 21st Century Act won’t completely solve the issue, it makes significant improvements to current law and enhances aspects of the long-overdue-for-reauthorization Carl D. Perkins Act in order to better serve both workers and employers.

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10/6/16 9:39 AM

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10/6/16 9:40 AM

MARKET WATCH

By Rod Dickens, contributing editor

How Rental Businesses Are Using Mobile Technology Varies Across the Country For smaller businesses, mobile technology is becoming more important but the old school approach is still common MASSACHUSETTS: SMART PHONES PLAY SEVERAL ROLES Grant’s Rental in Bridgewater, MA is a general tool and party rental store.

Company owner Brian Grant says his store takes advantage of its smart phones in a number of ways. Among them, cell phones are used for finding directions to jobsites, for processing credit cards both at jobsites and at the store, and for communication, e.g., to change delivery location or if the site needs another item.

“We send pictures of the site before and after if there could be possible issues (liability, equipment getting dented, and so forth),” he notes. “We also take pictures of tents at set up and equipment when it’s dropped off and compare at contract close – just to keep everybody honest.”

The owner says Grant’s Rental still receives most reservations via the phone, although party email requests often turn into reservations.

“When people email us from our website, we respond and ask them to call us with the details,” Grant explains.

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“Having customers speak with someone at the store sorts out the many variables and allows a rental transaction to go smoothly.”

Grant’s Rental does not have GPS on any of its equipment or vehicles. “Our market is a 15- to 20-mile radius and we traditionally deliver equipment,” Grant says. “Hence, we know where it is. When contractors pick up at the store, they’re usually regular customers, people who’ve been pre-screened.

We feel confident the equipment will stay in their possession during the time of rental. Conversion coverage in our insurance policy gives us additional protection, if needed.”

GEORGIA: KEEPING TRACK OF EQUIPMENT Gary Bonds, owner of Advanced Rental Center in Canton, GA, has seen the ups and downs of the rental business, and as good as new technology is for business, it comes in a distant second to Mother Nature for generating

activity. But in Bonds’ case, and as other rental store owners know, it’s a waiting game until the weather cooperates.

When it breaks, Bonds admits he won’t be relying all that much on new technology to generate sales. “We’re definitely not as tech savvy as other rental stores,” he remarks. “Yes we use smart phones to communicate with our customers, but we don’t take advantage of all the features they offer.”

What his store does, however, is put GPS tracking on equipment rented to customers he doesn’t know. “We’ve never had a problem with theft, but collection can be and has been an issue with a few customers,” Bonds relates. “If we think there’s a potential concern, we will put a GPS device on the equipment. Then if a customer doesn’t stay current, we can locate the equipment and pick it up.”

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10/6/16 9:43 AM

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MARKET WATCH

WISCONSIN: DOING IT OLD SCHOOL IN REC HOT SPOT The tag line for M & M Rental in Hayward, WI is “More Than a Rental Store.” This is because the store provides an array of services such a shrink wrapping and winterizing boats, thawing out septic lines, retailing recreation products and power equipment, and even selling beverages and pizza.

But with over $1 million in inventory, it is more than anything else a rental store, renting everything from skid-steer loaders to ski boats and most everything in between. Owner Mike Hadley has been renting equipment and tools, recreational products and party goods to both contractors and homeowners for 33 years in northern Wisconsin. “We have every conceivable tool customers would want,” he says. “If we don’t, we will get it for them.”

He continues, “We really don’t do any advertising but rely instead on our reputation, website and being on Facebook. My sister, Ann Berard, manages our Facebook account and uses it effectively to post new products and in-store specials. She also handles the recreational side of the business. My son Jacob runs the equipment side.”

Facebook comes in handy both for renting unusual items like boat motors, floats, paddle boards and other products that keep summer vacationers entertained, and for introducing customers to new products like the Toro power equipment line it just took on.

M & M is a bit unusual in other ways, too. “All of our contracts are done on paper,” Hadley says. “If we did them electronically, we would need a half dozen computers at the counter or be forced to keep customers waiting.”

He also prefers to have customers call or come into the store to rent something rather than reserve it online. As

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he puts it, it’s not just a matter of making sure a product meets a specific application. The large number of area lakes requires detailed instructions so delivery drivers can find a customer.

INDIANA: FROM WALKIE TALKIES TO SMART PHONES Twenty three years ago, when Stephen Lee started his equipment rental business, walkie talkies were popular. Today, smart phones have not only replaced them, but provide an array of other services.

“To say that technology has changed the way we do business today is an understatement,” says the owner of Hoosier Tools in Indianapolis. “Just as an example, years ago we hand-counted our inventory. Today your software programs will track your inventory and remind you when something needs to be reordered.”

Advances in mobile technology are even more dramatic, he points out.

“Customers can access our website 24 hours a day with their phones and check availability of equipment and reserve it online. They can ask questions with the phones and I can even send them a YouTube instruction video to help walk them through an issue.”

He notes that the smart phone’s camera comes in handy, too. If a driver finds that a piece of equipment he is picking up is damaged in some way or has three flat tires, he can take a photo of it to ensure there will be no dispute with the customer later on.

Seeing is believing in other ways, as well. The store chips about 20 pieces of its larger equipment. Lee can track units on his phone and even determine how many hours a machine has been running. “You can do much more than that with this technology,” he says, “but we’re primarily concerned about knowing where our equipment is.”

COLORADO: YOUNGER GENERATION IS MORE INFORMED One could say Mike Leiser is high on the rental business. He and his two partners operate Indian Peaks Rental in Tabernash, CO, where the elevation is a cool 8,700 feet. He’s also spent 48 years in the rental business, having logged time in the industry on both the east and west coasts before settling in this resort community about one and a half hours from Denver.

“We’re not like most rental stores,” says Leiser. “The population in our county is only 15,000 and, after being in business 11 years here, we know most of our customers. Most all business is conducted either face to face or over the phone. There’s very little emailing or texting, and our website is informational versus interactive. We include prices but customers cannot reserve equipment online.

“The one change we have seen over the years is that younger customers often spend time on our website before c a l ling or coming in,” he relates.

“So, as a general rule, they are more informed than our older, less techsavvy customers.”

Indian Peaks Rental is a general tool rental store that caters to both contractors and homeowners. Leiser said business is currently very strong, although the recovery has been slow to come.

Much of the new activity, he points out, comes from homeowners building second homes in what is one of the closest resorts to Denver.

“Our business is very seasonal, he adds. “Peak season lasts only five months. Ground thawing equipment, heaters and snow removal equipment are among popular winter rentals for an area that receives well over 300 inches of snow annually. ■

www.ForConstructionPros.com/RENTAL

10/6/16 9:43 AM

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10/6/16 9:43 AM

5 2 op T Our

2016

Picks for Your Rental Inventory

 Barreto 20TKD/23TKD

Walk-Behind Track Trencher The 20TKD/23TKD walk-behind track trencher from Barreto features a detachable front end, giving the customer the ability to use optional attachments without the need of loader arms while a quick-attach system allows removal of the front-end attachment without the use of tools.

• Adjustable Trenching Control (ATC) system uses rod linkage instead of cables and allows the operator to modify the trenching speed of the tracks individually while on the go • Individual track controls can be adjusted separately during operation, allowing the operator to keep their trench straight while working on uneven terrain

 General Pipe Cleaners Easy Rooter/Easy Rooter Junior Featuring New Patented Chuck

• Simple, one-handed controls are easy for any operator • Track design provides 241 sq. in. of footprint on each side of the machine, improving traction and stability in difficult soil conditions Search: 12212606

 Vermeer S725TX Compact Utility Loader The Vermeer S725TX compact utility loader is designed to help landscape and tree care contractors transport heavy materials more efficiently.

• 750-lb. SAE-rated operating capacity with a 2,145-lb. tipping capacity • Powered by a 24.8-hp Kubota Tier 4 Final engine with four cylinders for more power

General Pipe Cleaners’ Easy Rooter and Easy Rooter Junior now include a patented chuck to secure the cable during operation.

• Easy Rooter is capable of clearing 3” to 10” drain lines; cage holds 100 feet of 3/4” or 5/8” Flexicore cable

• Operator’s station features a single, pilot-operated joystick for smoother operation

• Compact, portable Easy Rooter Junior carries up to 100 feet of 9/16” (super 1/2”) Flexicore cable to clear 2”, 3”, and most 4” drain lines

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• Spring-cushioned, chariot-style, ride-on platform provides increased visibility and keeps operators out of the mud and debris

 S kyjack TH Series Telehandlers The TH series telehandlers are engineered to meet Tier 4 Final while extending Skyjack’s commitment to simple reliability.

• Power is provided by a 74-hp Deutz TCD 2.9L Tier 4 Final engine that requires no active exhaust aftertreatment • Torque ratings range from 221 to 287 lbs.-ft. and tractive effort extends from 18,000 to 20,000 lbs.

• 107-hp Deutz engine is optional on SJ1044 TH and SJ1056 TH • Units provide maximum lift heights from 43 ft. 4 in. to 56 ft.

3 in. and lift capacities of 6,000 to 10,000 lbs.

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www.ForConstructionPros.com/RENTAL

10/7/16 7:32 AM

Here we present to you this year’s winners of Rental’s Editor’s Choice Awards.

Chosen for several factors, including innovation, utility for the rental market, and audience engagement online at ForConstructionPros.com/Rental, our 2016 Editor’s Choice Awards represent the equipment rental industry’s best products that garner the most interest from end-users and rental professionals alike.

FOR MORE INFORMATION on any of these products, please search the Buyer’s Guide at ForConstructionPros.com/Rental using the unique number at the bottom of each product listing.

 Genie Z-60/37DC

All-Electric Articulating Boom

The all-electric Z-60/37DC articulating boom combines the benefits of quieter, environmentally friendly operation with the four-wheel drive performance of a traditional dieselpowered machine.

• Re-charge from a 110V wall power supply in under 14 hours • Delivers a 59-ft. 7-in. platform height, 36 ft. 7 in. of horizontal reach and 24-ft. 3-in. up-and-over clearance • Jib provides 70° up and 65° down range of motion

 JLG 1850SJ Ultra Boom The 1850SJ Ultra Boom self-propelled boom lift offers nearly 3 million cu. ft. of reachable space, with a maximum capacity of 1,000 lbs.

• Platform provides 160° rotation in 6- or 8-ft. versions with a capacity of 500 lbs.

Search: 12171584

• Boom extends from ground to 185 ft. in less than five minutes • Telescopic jib extends and retracts to provide additional reach • Updated platform LCD display • Standard four-wheel drive and steer • No oversized highway permit required for transport Search: 11351519

 Kohler Mobile Paralleling Box Kohler Power Systems’ Mobile Paralleling Box delivers cutting-edge flexibility by allowing users to combine different sized generators with different fuel types.

• Designed for use with Kohler’s gaseous and diesel mobile generators • Four of the boxes can be used to parallel as many as eight generators • Kohler Decision-Maker 3500 digital controller, standard on all Kohler gaseous and Tier 4 Final diesel mobile generators, provides paralleling intelligence and network communications for remote monitoring

 Ditch Witch CX-Series

Walk-Behind Trenchers

The Ditch Witch CX-Series walk-behind trenchers share a common, compact frame, equipped with engines ranging from 16 to 30 hp and offer up to 48 in. of digging depth depending on the model.

• Patent-pending CX Track system with a shorter left track and longer right track offers better traction and a shorter overall length for maneuverability in tight spaces • Offset rear tire design delivers balanced traction and stability for increased production • Can be equipped with the new OptiCut digging system featuring an integrated chain design that creates less friction, provides smoother operation and is maintenance-free, reducing downtime Search: 12157896

WANT MORE PRODUCT INFO?

USE THE EIGHTDIGIT CODE For more information on any of the products in this issue, simply type the unique eight-digit code into the search bar at the top of ForConstructionPros.com/Rental.

• Removes the need to size circuit breakers to specific generator output Search: 12173443

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SPECIAL SECTION 2016

 Applied Machinery Sales

Merlo Panoramic Telehandlers

The Panoramic system provides 360° panoramic visibility, enhancing safety, performance, comfort and more in this telehandler range.

• 8,300- to 26,500-lb. maximum load capacities • 28-ft. 2-in. to 59-ft. 5-in. max lift heights with max reach from 15 ft. 1 in. to 43 ft. 3 in.

• Available features include boom side shift, frame leveling, a load-sensing hydraulic pump and four-wheel drive with three steering modes Search: 12045618

 Club Car Carryall Utility Vehicles

With a rust-proof aluminum frame, rack-and-pinion steering and an independent front suspension system, Club Car’s two-passenger Carryall 1500 and four-passenger 1700 utility vehicles are built for construction sites.

• Single-shift lever and Club Car’s exclusive IntelliTrak automatic all-wheel-drive system make vehicles easy to operate • 2,000-lb. stop-and-go braking power, certified ROPS, and loud backup alarm are standard, reducing liability and improving safety • Total vehicle capacity of up to 1,750 lbs.

 JCB 525-60 Hi-VIZ

Telescopic Handler

JCB’s 525-60 Hi-Viz provides power and reach in a small package, so operators can use it in confined spaces or on smaller jobsites where formerly only a skid steer or compact track loader could go.

• Side-engine design allows for lowboom pivot point for maximum stability and increased visibility to the rear of the machine and across its boom • 74-hp, Tier 4 Final, 2.5-liter JCB Diesel

by Kohler four-cylinder engine with no need for diesel particulate filter or SCR system • Maximum lift height of 20 ft.; load capacity of 5,500 lbs.

Search: 11320265

Search: 11289586

 Baseplan Field Service Mobility Module

The Baseplan Field Service Mobility Module is a complete solution designed to optimize the customer experience through improved service delivery and maximized, mobile workforce capabilities.

• Enables technicians to process all aspects of service and repairs by providing full access to the operating system including service history, parts availability, technical support • Jobs are dispatched directly to the field, allowing real-time feedback on job acceptance, travel and location tracking, on-site hours, as well as the work carried out • Service and/or job cards can be completed while on site, and once the device restores data connectivity, information will automatically upload to the system Search: 12033983

 Trojan Reliant AGM Batteries Reliant AGM is engineered to maximize sustained performance and increase total energy output to meet demanding deep-cycling requirements in Trojan’s wide range of market applications.

• Designed to power equipment used in locations where regulatory mandates require use of nonspillable batteries • Dual-sided pasting process and superior quality control for exceptional reliability • Exclusive C-Max Technology incorporates a proprietary paste formula, unique separator, special polymer case design and maximum flame arrestors for maximized sustained performance, consistent quality, and enhanced durability

 Bradco Tree and Shrub Grapple

The Bradco Tree and Shrub Grapple from Paladin is designed to easily remove small trees, shrubs and ornamentals without shovels, axes, chains or stump grinders.

• Hydraulic power replaces the need to manually dig out, chop and grind • Entire stump, tap and secondary root system removed in a single step with no extra digging required • Grasp and move vegetation for cleanup and collection • Constructed of 1/2-in. AR400 and AR235 high-strength steel for maximum durability and reliability • Save time and labor while increasing productivity Search: 12067155

Search: 12045962

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www.ForConstructionPros.com/RENTAL

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No matter the challenge your contractor customers face, Vermeer has the equipment to help master it. The enhanced Vermeer walk-behind trenchers are built tough to be productive and reliable with features such as high-torque trenching and exclusive VZ steering. So when your contractor customers are looking for equipment to tackle their next challenge, you can tell them, “Yeah, we’ve got that.”

VISIT VERMEER.COM OR YOUR LOCAL DEALER FOR MORE INFORMATION.

Vermeer, the Vermeer logo and Equipped to Do More are trademarks of Vermeer Manufacturing Company in the U.S. and/or other countries. © 2016 Vermeer Corporation. All Rights Reserved.

Search: 10075117

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SPECIAL SECTION 2016

 Boxer 525DX Compact Utility Loader

The Boxer 525DX offers a hydraulically expandable undercarriage, allowing the operator to expand or retract as needed.

The unit also features dual remote auxiliary outlets to operate more complex attachments.

 Doosan G25, G50

and G70 Tier 4 Final Generators

The G25, G50 and G70 Tier 4 Final– compliant mobile generators feature Doosan-built engines with a virtually maintenance-free diesel oxidation catalyst aftertreatment system.

• Redesigned hydraulic package provides smoother drive controls and improved simultaneous functionality • Improved protection of the radiator and hydraulic oil cooler components • Increased track adjustment length to extend usable track life • More than 50 attachments available

• 25-, 51- and 76-kVA prime power ratings

• Hydraulic float feature makes leveling work easy

• Increased onboard fuel capacity for runtimes in excess of 24 hours at any load factor

Search: 12067019

 Atlas Copco

XAS 90 Portable Air Compressor

The 1,165-lb. XAS 90 air compressor is designed for utility and pneumatic tool applications demanding as much as 88 cfm of air power.

• Durable HardHat canopy made of weather-resistant polyethylene protects the 24-hp Kubota diesel engine • Two-stage air intake filter with service indicator prevents dust and dirt from flowing into the engine and compressor • Stepless, fully automatic regulator continuously adjusts engine speed to accommodate air demand and optimize fuel consumption

• G25 has a sound level of 63 dBA and the G50 and G70 have 65-dBA sound levels at 23 ft. at 100% load • Include a dual-frequency feature that allows an operator to select 50 or 60 Hz and a multi-voltage selection switch

• Spillage-free frame contains 100% of fluids if a leak occurs • Mounted to a single-axle trailer for maximum portability

Search: 12152346

Search: 12083274

 B obcat MT85 Mini Track Loader The 3,110-lb. MT85 mini track loader has an 850-lb. rated operating capacity (+35%), 80.9-in. lift height to hinge pin (+12%) and a 29% increase in lift arm breakout force over the previous model.

• F eatures a 25-hp Tier 4-compliant diesel engine and 12-gpm auxiliary hydraulic flow

• Higher forward travel speed of 4 mph (+23%) and 2.3 mph when operating in reverse • Standard operator presence/safety pedal, rideon platform, hip pads, larger grab handles, cup holder and storage compartment Search: 12148450

• D ual ISO joystick controls include a left-hand joystick to control drive function and a righthand joystick to control lift and tilt functions

 JKN Enterprises Rapid Roof Remover The Rapid Roof Remover from JKN Enterprises is a lightweight pneumatic tool that serves two very different markets for the rental industry. It’s capable of removing multiple (up to five) layers of roofing with fasteners in a single pass and also efficiently removes flooring material.

• Variety of blades available; comes standard with toothed 30-in. blade • 18-in. toothed blade is available for removing roofing where excessive weight has caused sway between the trusses, or for flooring removal in restricted areas such as pantry or half bath • 4-in. beveled blade is available for removal of hardwood glued to concrete • Blade is adjustable to various roof pitches • Can be rented, along with a compressor, for roofing removal one day and flooring removal the next Search: 12255943

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 SkidCrane Crane Attachment This compact, hydraulically controlled crane attachment for skid steers is designed to lift loads of up to 5,000 lbs. to heights greater than 40 ft. while being easily transported and working in confined spaces.

• 37-ft. main boom height or 46 ft. with extension • 45° rotation to left and right of center • Requires a minimum carrier weight of 3,600 lbs. and a 3,000-psi hydraulic system • Quick attachment to the loader • Standard equipment includes an electronic hydraulic control system with an in-hand remote control, a load moment indicator (LMI) to ensure all lifting is completed within SkidCrane’s safety parameters, and an anti-two block safety system Search: 12091559 www.ForConstructionPros.com/RENTAL

10/7/16 7:33 AM

 EDCO Hand-Held Saw Kaddy EDCO’s Hand-Held Saw Kaddy is an accessory for the EDCO 16” Hand-Held Saw, giving this already versatile tool walk-behind saw capability. On its own, the EDCO Hand-Held Saw is ideal for production cutting of concrete, masonry, asphalt, stone, and metal.

• Capable of flush cutting for doors and window openings • Capable of short-run sawing applications like cutting contraction joints • Operators can now comfortably stand up while cutting horizontal lines using the Hand-Held Saw Search: 12180912

WANT MORE PRODUCT INFO? USE THE EIGHT-DIGIT CODE

For more information on any of the products in this issue, simply type the unique eight-digit code into the search bar at the top of www.ForConstructionPros.com/Rental.

 Case SR270 and

SV300 Skid Steers

The 8,117-lb. SR270 radial lift and 8,655-lb.

SV300 vertical lift skid steers meet Tier 4 Final with selective catalytic reduction (SCR) technology using diesel exhaust fluid only.

• SR270 offers a rated operating capacity of 2,700 lbs.

TOUGH RENTAL DEMANDS? NO PROBLEM

• 90 gross hp with 282 ft.-lbs. of torque and bucket breakout force up to 8,776 lbs.

• 24.2-gpm standard hydraulic flow with high-flow auxiliary hydraulics of 37.6 gpm • EZ-EH (electro-hydraulic) setup menu includes nine speed and control sensitivity settings that can be adjusted on the fly based on operator preference • Extra-wide, fully sealed and pressurized cab provides 360° visibility • Optional push-button Ride Control, hydraulic one-way self-leveling, twospeed ground drive and and advanced instrument cluster

Need a flat saw that will handle tough jobs and last rental after rental? The FS 3500 G flat saw is the perfect choice! It is a lightweight, low profiled, easy to manuever and service, 37 hp rental-ready workhorse. It is available in 20", 26" or 30" blade guard sizes and comes standard with an engine tachometer, hour meter and water safety blade protection. It can also be equipped with an optional water pump kit and/or light kit.

Pair the FS 3500 G with Husqvarna diamond blades suited to cut aggregates found throughout the country. To learn more, visit www.husqvarnacp.com or call 800-288-5040 to find your closest Husqvarna representative! facebook.com/husqvarnaconstruction

youtube.com/husqvarnaCP

HusqvarnaCP_Americas

Copyright © 2016 Husqvarna AB (publ.). All rights reserved. Husqvarna is a registered trademark of Husqvarna AB (publ.).

Search: 12040818

Search: 10073334 www.ForConstructionPros.com/RENTAL

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Saves Time Safely E-750 Electric Wheelbarrow • Loads up to 750 pounds • Push-button, powerassisted dumping • Goes where heavy equipment cannot • Use indoor or outdoor

 Classen PRO

SA30 Stand-Aer

The Classen PRO SA30 Stand-Aer aerator provides high productivity for a variety of rental applications - from residential properties to golf courses.

• Powered by 15-hp Kawasaki engine and Hydro-Gear ZT3200 transaxles • True zero-turn agility up to 7.4 mph forward/3.5 mph reverse • Adjustable tine depth settings from 2- to 5-in.

• Automatic Chain Tensioning • Hydra-Cool System keeps transaxles running cool for all-day performance • 18-in. Grass Master Tread drive tires Search: 12262377

See Video at:

electricdumper.com

(800) 800-9274

powerpusher.com

 Camso TLH 732 and TLH 753 Pneumatic Telehandler Tires

The TLH 732 and TLH 753 telehandler tires are made with advanced rubber compounds to increase wear life and resilience against blowouts and sidewall damage.

Search: 10076444

• Directional tread pattern of TLH 732 provides agressive traction in soft soils • Non-directional tread pattern of TLH 753 offers increased abrasion resistance on mixed and hard surfaces • Enhanced impact guard on sidewall reverses traditional tire profile to deflect objects and debris from tire • Optimized tread pattern for stable footing during lifting and moving Search: 12190294

 Weber MT Reversible Plates with Built-In Active Engine Protection

Weber MT offers additional, active engine protection (MDM) as a standard feature on its reversible plate compactors of the CR 6 to CR 9 series which complements the newly refined COMPATROL 2.0 compaction control system. The goal is to improve operational safety, efficiency and to prolong service life.

• Weber MT claims to be the only manufacturer to offer vibratory plates with built-in engine protection • Hatz diesel engine shuts off automatically if the MDM discovers the engine oil pressure/oil level is too low, the engine temperature is too high or the air filter is full; operator is notified accordingly by an LED indicator • System also indicates when engine needs to be serviced Search: 12231790

Search: 10074668

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®

STRIP GRIND REMOVE EDCO invented the modern day Floor Grinder.

Magna-Trap™ Grinders are the proven & RentalTough designs we’ve manufactured for 50+ years, updated with modern features making them more productive and versatile than ever before.

Double Dyma-Dots

Dyma-Segs

PCD w/Backing Segment

Strip-Serts

Magna-Trap® Systems is a new era in concrete grinding surface preparation equipment and tooling specifically designed for the rental industry. With both rental and retail opportunities, EDCO’s Magna-Trap® System solves virtually every concrete grinder surface preparation application.

FLOOR GRINDERS Floor Grinders - are used for topical applications up to a 1/16” deep. These models are for smoothing, cleaning, thin coating removal, and prepping surfaces. Floor Grinders are contractor and homeowner friendly.

TURBO GRINDERS Turbo Grinders - are high speed machines designed for industrial tasks like leveling expansion joints, high spots and bridge decks; removing thick coatings, and smoothing rough surfaces.

Visit edcoinc.com to discover our entire line of Concrete Turbo and floor Grinders

2EC-NG DUAL-DISC FLOOR GRINDER and the TG-10 SINGLE DISC TURBO GRINDER Ask about EDCO’s Superior Vacuum Systems.

Eliminates 99% of concrete and masonry dust.

Optional HEPA filters available for all systems.

edcoinc.com

Search: 10072848

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PROFESSIONAL PROFILE

B y J e n ny L e s c o h i e r, e d i t o r

Treating everyone like family is the foundation for success at All Rents in Seaside, OR

Feeding

a Sense of Community t Frank Orrell and his daughter Sarah Orrell-Poe run All Rents in Seaside, OR. The single-branch business has successfully served this unique market for 30 years by maintaining a strong commitment to its employees, its customers and the local community.

W

here’s the best place to get lunch in Seaside, OR? You might think the answer can be found in one of the bustling eateries lining the touristy boulevard of Broadway Street. Or maybe inside one of the beachy hotels lining the promenade in this little town that could be the west coast second cousin to Atlantic City. But you would be wrong. The best lunch in town can only be had at a small equipment rental house on the outskirts of town, sometime around noon on weekdays.

Yep, you read that right. Walk through the door at All Rents at the right time on any given day and you will see the immaculately kept showroom temporarily filled with folding tables on which the day’s lunch special is presented. Sitting around the table and behind the counter are every member of the staff, including the patriarch of the business, Frank Orrell, 70, his daughter and right hand Sarah Orrell-Poe, 33, along with a few visitors that might include regular customers who know the drill,

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colorful local characters hungry for a good meal, and even the lucky unsuspecting renter who just happened to get there at lunch time. All are treated to a full meal – which might be tri tip steak sandwiches, wild game scrambler, moose or elk hunted by Frank himself, or maybe even locally harvested razor clams. The atmosphere is friendly - familial, in fact - as everyone takes a short break from work to sit down to eat together.

The chef, of course, is Frank, who takes obvious pride in his culinary creativity as well as his ability to provide such a benefit to his staff and the community, for in a tiny town like Seaside, a small business owner can’t always offer the highest

wages or a full package of benefits, but he can certainly offer lunch with a healthy helping of camaraderie.

“The lunch tradition has been going on since day one,” Frank says.

“My mother was a cook in a logging camp and we always enjoyed her cooking. The reason we started this here is because we all spend so many hours away from home. We’re at work more than anywhere else. We want to provide something extra to make everyone feel at home when they’re here. Everyone’s welcome.”

BY THE NUMBERS 45%

homeowners

Number of employees: 6 full time and 2 part time Equipment/fleet value: $1.4 million

Customer break down:

55% contractors

Annual business volume: $1.2 million Annual rental revenue: $960,000 Largest pieces of equipment in fleet: 65-foot boom lift, 8,000-lb. telehandler

Average age of equipment: Mini excavators and smaller – four years or less; large booms and reach forklifts – 6 to 8 years www.ForConstructionPros.com/RENTAL

10/7/16 7:36 AM

Something new for your bucket list What are you looking for in a skid steer or compact track loader?

Wacker Neuson’s new line of mediuim frame loaders is designed from the ground up with the power and torque needed to lift more, push more, work longer and maneuver through challening job site obstacles. They have the comfort and convenience owner operators expect and the durability rental fleets demand.

With a best-in-class transferable warranty, they’re also ideal for inventory management and resale.

Contact your local Wacker Neuson representative for details today!

www.wackerneuson.com

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PROFESSIONAL PROFILE after renting a trencher, thinking I can’t be the only one going all this way to rent tools. On my way home, I stopped in a restaurant and wrote up a business plan in three hours. Then I went to the bank and got a couple bucks, bought a piece of ground and built a building on the south end of town.”

In the early years, Frank tapped Schimmel’s knowledge time and again and saw his business grow quickly as a result.

“I thought that first location would last four to five years before we outgrew

u It’s easy to see that Frank enjoys cooking lunch for his crew every day.

He says he got his love of cooking from his mother, who was a cook in a logging camp in Madras, OR, where he grew up.

“We’re at work more than anywhere else.

We want to provide something extra to

make everyone feel at home when they’re here. Everyone’s welcome.”

— Frank Orrell, owner, All Rents Filling a need Located about halfway up US Route 101 in Clatsop County, OR, Seaside is a town built on coastal tourism. People come to town on vacation mostly, and business centers primarily on serving those tourists. As a result, the local economy is somewhat depressed, says Frank, even with the activity the visitors bring to the region. There just isn’t a lot of industry in the area. But All Rents has been fortunate to remain the

only dedicated equipment rental company within 70 miles, and the Orrells have made a successful go of it for 30 years, capitalizing on their reputation for providing full-service solutions to customers ranging from contractors to homeowners since 1986.

Frank was a plumber in Clatsop County back in the 80s when Sarah and her sister Laura were born. He worked the area, building friendships with customers and his own rental supplier, Erwin Schimmel, who ran Power Rents down the road in Hillsboro.

“That’s when I started thinking about getting into rentals,” Frank recalls.

“Any time I needed a special tool I’d drive three hours to see Erwin at Power Rents. I was driving back there one day t Robert Campbell, left, and his son Donovan are two of All Rents’ full-time employees and are involved in many aspects of the business, something Donovan prides himself on. “If I don’t show up, something doesn’t get done,” he says. “I feel like what I do is important.”

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it,” he recalls, “but we started building a new store the very next year.”

Frank credits Schimmel with educating him on the basics of how to run a rental company, but one thing he didn’t need much help with was his business philosophy.

“I was a businessman already and I’ve always taken a very conservative approach,” he explains. “My financial philosophy is simple: I don’t care what we buy as long as the payment is no more than one third of the monthly rental rate. If our monthly payment is a $1,000, then we’ve got to get $3,000 for a month’s rental to justify ownership. One third of every rental should go toward the payment, one third to maintenance and overhead, and one third to replacement cost, or investment in inventory.

You never end up over leveraged that way. It’s worked very well for us.”

He adds, “One thing Erwin talked a lot about was listening to the customer. He always said, they’ll tell you what you need to do.”

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It’s a family affair Following its inception, All Rents enjoyed solid success for over a decade, but like many others at the time, Frank sold his company to United Rentals in 1999. After that, he maintained ownership of the property, and kept busy doing contract work while raising his family.

Then something happened in 2011 to shake things up a bit.

“United left town in the middle of the night,” Frank recalls with a chuckle. “I was their landlord, but I actually heard the news in a bar.”

Shortly thereafter, in 2012, Frank decided to get back into the rental game and reopen All Rents, this time with his grown daughters as partners.

p Sarah enjoys working with everyone on the staff, including Robert Campbell, above, who was actually recruited by his 23-year-old son Donovan to join the company a couple of years ago when they needed help keeping up with equipment repairs. He came to fill in and “just clicked” with everyone on the team. Now Sarah calls him her right hand man (and weekly karaoke partner).

“I said hey, this is a good business opportunity. I’ll get it running and you guys can have it. Just pay me rent for the building,” says Frank.

“It was a surprise,” says Sarah, who up until then had been working as a certified dental assistant and front office manager for seven years. “But there was

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no hesitation on my end. I was excited.”

For her part, Laura, now 34, who up until then had been working construction with her dad, was newly married and had just started her own family when Frank approached her with his proposal.

“I had just had my first baby, so I was pretty crazy,” she recalls, explaining that she now takes a back seat role with the company although she remains part of the All Rents crew in spirit.

Growing up in the business The Orrell sisters have always worked closely with their dad, from whom they’ve inherited a natural equipment know-how.

“We grew up here,” Sarah says.

“We’ve always known a pressure washer from a sewer snake.”

Of course, there are challenges. “So much of this business comes down to life experience,” says Sarah.

“There’s a lot to learn and it just has to happen over time. Fortunately, we have a good teacher.”

Today, Sarah, who completed the American Rental Association of Oregon’s leadership program in 2015, has established herself as a presence in the local business community as well as the rental industry.

In July she was elected to a seat on the board of the ARAOR. She also attended the ARA Young Professionals Network Conference in Phoenix last fall. Targeted at “40 Under 40,” the event offers opportunities for younger professionals to discuss longterm goals.

“I would like to grow the event rental side of our business,” Sarah says of her long-term plans for the company.

“We’ve really grown in the event side this past season but now I would like to offer more. We have a small population that we serve so if we expand in seasonal things we might be able to add growth in that area.”

While not a significant slice of the company’s annual volume yet, events

SERVICE WITH A SMILE

→

All Rents owner Frank Orrell, 70, was born in Klamath Falls, OR. He later moved to Madras where he was raised in the last active logging camp in Oregon. After moving around a bit as a young man, Frank returned to Madras to work on a road construction crew. At the age of 33 he became a plumber and settled in Seaside to raise his family.

Today, he lives in Warrenton, just up the road from Seaside.

He recently served two terms on the Warrenton City Commission, a community role he took great pride in until he decided to focus his efforts on turning his company over to the next generation. Frank is pictured here cooking up steaks for the daily lunch special that’s served to employees and customers who happen by.

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PROFESSIONAL PROFILE

u Plans for the business include adding onto the main building to keep smaller equipment out of the weather and make more room for event supplies.

Shown here are parts of the existing showroom and shop.

are a promising part of the business.

“It’s only been one year with the canopies, but this will be our biggest year so far for events,” Sarah says.

“The word is out.”

Speaking of the word being out, customers know who to go to for help at All Rents.

“You get the customers who come in and automatically go to one of the guys,” Sarah relates. “But most of the time the guys they go to direct them straight to me. Then it’s kind of fun to school them, to be honest.”

Frank has seen it too. “In this business, there is some male dominance.

But it only happens once. The next time those customers come in, they know to go straight to Sarah. Her knowledge goes very deep.”

Branching out All Rents employs six full-timers and two others part time. Sarah runs the day-to-day operations which she balances with raising a family that includes her husband JD, who recently joined the All Rents team full time, and her daughter, Kaylie, 11.

“I’ve had huge support from my husband from day one when this opportunity was presented to me,” she

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“One thing we’ve never lost track of is that if

we don’t have a customer, we don’t have a business. So our customers’ thoughts, their safety, how they feel when they come here is number one with us.”

— Frank Orrell, owner, All Rents says of JD, who just recently became a co-worker. “Not only has he supported our family with a full-time job of his own, he also always lended a hand at All Rents, even before he came to work here. And he did all this while managing our daughter’s activities too. I couldn’t do it without him.”

Meanwhile, Frank contemplates his eventual retirement. “I’m one of those who will work for a very long time, but

I plan to cut back eventually,” he says.

“I’d like to spend more time on the golf course and RV-ing. Of course, I’m always just a phone call away.”

A conservative approach As the only rental game in town, All Rents doesn’t have to work too hard at promoting itself, but the Orrells admit they miss out on some of the bigger jobs in the area because they don’t employ

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PROFESSIONAL PROFILE

a sales force. “Bigger jobs sometimes stumble upon us,” Sarah says. “They’ve already made connections with their national accounts, and so on, but they’ll use us for something small when they need it quickly.”

Frank says small companies like All Rents need to be careful not to bite off more than they can chew. “If you have a transient contractor that comes in to do a $30-million Wal-Mart or something, for us to be the first one on that

look at the demographics of our community and we base our rates upon what it can support. Our margins are a little lower, but we’re still pretty happy with where we’re at.”

have a certain piece of equipment, but he calls us and he lets us go and get it for him. He says he’d rather write us the check.”

Building community

High-end service from a down-home company

The Orrells’ commitment to their community seems to be a famiThe respect for the community that ly trait that comes down through the is the backbone of the Orrells’ business is generations. reciprocated by their customers, and you “I guess I have to blame my mothcould argue that’s one reason behind the er,” says Frank, smiling at the thought.

“She was a tireless worker and gave untold hours to the schools, to neighbors, to anyone who needed — Frank Orrell, owner, All Rents help. She really instilled the company’s long-term success. importance of giving without the expec“Our customers come to us because tation of return.” they know we’re going to treat them Offering lunch every day is a relafairly,” Sarah says. “They know we’re tively small thing in the grand scheme going to rent them working equipment of running a business. It doesn’t have and it’s going to be alright. We always go anything to do with solving a customabove and beyond to help our customer’s problem, it doesn’t necessarily bring ers, and sometimes that means taking in more business, and it really doesn’t 20 phone calls from someone asking add to the bottom line. But it’s a huge how to start a pressure washer. But that’s gesture that goes a long way toward what we do.” making employees feel like family while Frank adds, “One thing we’ve never fostering a sense of community among lost track of is that if we don’t have a customers. customer, we don’t have a business. So The Orrells take this very seriously. our customers’ thoughts, their safety, “Relationships are everything in a how they feel when they come here is small town like this,” says Frank. “If we number one with us.” don’t treat everyone fairly and we lose “We have a contractor who has done even one customer, there aren’t four or lots of business with us and he’s really five new ones behind him. There are grown to be our friend,” Sarah relates. only 35,000 people in Clatsop County “He came in one day and said, ‘You and we need every one of them for our know, you guys are like Nordstrom. business to continue its growth.”

Everybody knows when you go to With that in mind, the folks at All Nordstrom, you’re going to get topRents work hard to ensure customers notch service, you’re going to feel always feel good when they leave the appreciated, you’re going to be first in store. line. You guys are the Nordstrom of the As Frank says, “If we do the right rental industry.’” things for the right reasons, it will She adds, “He knows we might not always come out right.” ■

If we do

the right things for the right reasons, it will always come out right.”

site for the job is really like falling on our own sword because if we don’t have the gear, we have to finance that gear, and then what do we do with the gear when that job goes away? You’ve really got to be careful. We don’t have unlimited resources.”

The Orrells are careful with rates too, basing their structure strictly on what their local market can bear.

“We truly believe that if our community is not successful, then we will not be successful,” Frank says. “So we

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SPECIAL REPORT: SOFTWARE & TECHNOLOGY B y J e n ny L e s c o h i e r, e d i t o r

The Rental Industry

GOES MOBILE A shift toward a new way of doing business is gaining momentum and shows no sign of stopping

I

n 2016, the number of smartphone users will, for the first time, exceed one quarter of the global population. That translates into 2.16 billion users, and the number is expected to grow to include one third of consumers worldwide by 2018.

It only makes sense that the same mobile technology – be it on a smart phone or tablet – that allows us to order everything from a new pair of shoes to tonight’s dinner in less than five clicks would also become a key tool in our equipment rental transactions.

Just in the last few months, major rental firms – including Herc Rentals, United Rentals and BigRentz – have all introduced new customer portals to streamline the rental process for mobile performance, allowing renters to browse, price, reserve, schedule and pay for equipment through any internet-enabled device in one transaction.

“Our first day as an independent company coincided with the launch of several major technology platforms, including our new website and mobile app,” says Larry Silber, president and CEO of Herc Rentals.

“The purpose-built, native mobile app sets new technology and user-experience standards for the equipment rental industry and will continue to evolve to include tools and features designed to improve our customers’ experience.”

Also in July, United Rentals launched its new online service that automatically checks inventory availability at the branches closest to the jobsite and inputs order details directly into the rental enterprise system. The customer selects the rental dates, delivery and payment options, and if desired, can call or live chat for assistance.

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SPECIAL REPORT: SOFTWARE & TECHNOLOGY A consultative approach is necessary for some situations, but many customers value a streamlined transaction, says Chris Hummel, chief marketing officer of United Rentals. “As digital transactions have become the norm in many industries, we’ve created a self-service shopping experience that is information-rich, mobile friendly and simple to use for those renters who want to operate in a more digital manner,” he says.

BigRentz recently announced its new responsive-design customer portal that requires no software downloads and adjusts to fit any screen, providing customers a consistent experience whether accessing their accounts on a smartphone, tablet or a desktop computer.

“Whether you are managing a warehouse, operating a logistics project or in the middle of a movie shoot, you will have access to all the equipment you will need through our online customer portal,” says Dallas Imbimbo, president and CEO of BigRentz. “The portal was q Herc Rentals offers customers a purpose-built native app to facilitate the process of browsing, reserving, scheduling and paying for equipment through any internet-enabled device in one transaction.

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u United Rentals unveiled its new customer online portal in July, enabling renters to complete their entire rental transaction independently from their mobile device.

born from thousands of conversations and daily interactions with our customers who wanted a single location to manage their rental activity through BigRentz.”

Imbimbo adds, “In just a few clicks, our customers can place an order and schedule equipment for a project. No need to call several vendors, research equipment online or wait on the phone to negotiate rental terms.”

Better customer service “A web portal allows rental customers to self serve 24/7,” explains Graham Dobbs, managing director of software provider inspHire. “It provides customers with an online platform to view a catalog of items, get directions to depots, see stock availability and pricing.

Customers can also place orders online. Having a web portal in place means rental businesses can provide better service, all of the time.”

And customers appreciate the time savings.

“Mobile technology allows information to flow faster than ever,” says Tim Lajaunie, senior software engineer with Corporate Services. “When customers can make decisions quickly, and while on the go, efficiency and productivity gains can be enormous.”

Often, renting decisions are made on the jobsite between a customer and a sales rep. Those transactions can benefit from mobile technology as well.

“The highest customer satisfaction comes from a full customer relationship management system (CRM) with

transactions and equipment availability integrated,” explains Patrice Boivin, president at Orion Software. “Sales representatives are able to provide a quick response on availability of equipment

p BigRentz recently announced its new portal that lets customers place an order and schedule equipment for a project without the need to call several vendors, research equipment online or wait on the phone to negotiate terms.

and send a quote or reserve equipment directly on their mobile device.”

He adds, “Customers want to be empowered in today’s world. There is

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PRODUCT SPOTLIGHT no value in a construction worker taking an hour to pick up equipment himself when he can simply order the equipment from a mobile device and continue to work while it’s being delivered.”

According to Matt Hopp, general manager at InTempo Software, today’s consumers want greater efficiency, but they also expect more communication from the providers they deal with, and renting is no different.

“24/7 customer portals are accessible from any internet-enabled device and empower renters without compromising any control on the part of the rental business,” says Hopp.

Richard Marani, senior vice president and chief information officer at Herc Rentals, agrees, adding, “When customers can see what equipment is available, compare rates, schedule delivery, and extend or release equipment

without calling or visiting a branch location, you’ve provided a service that makes the customer more efficient and effective in running their business.”

Greater efficiency for everyone When things run more smoothly, they tend to be less expensive. Mobile technology can help rental companies with that, specifically in assisting with on-site maintenance and repairs, deliveries and collections, as well as the capturing of signatures, photos and geolocation stamps.

“This means rental companies can produce legally certified documents there and then,” says Dobbs, “Being able to complete tasks on a mobile or tablet means the so-called paper trail is easy to follow; a history of all documents is stored within the system so there’s no

TrakQuip from Corporate Services TrakQuip is equipment rental software but can also assist nonrental companies manage the utilization and maintenance of equipment.

• Allows the user to rent, sell and repair all in one program • Enables exchange of data with “office” applications • Supported in Windows 2000 and higher • Available modules include Basic Rental Package, Fleet Maintenance, Repair, Batch Invoice, Accounts Receivable, Accounts Payable and Purchasing Search: 10082443

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PRODUCT SPOTLIGHT

SPECIAL REPORT need for filing or storing lots of paper.”

And when a delivery is done, information can be recorded in real time to the rental platform, which saves time, reduces redundancy, and prevents the loss of documents. It’s good for logistics, too.

“With GPS, dispatchers can locate the drivers, reorganize the route plan in real time and provide full documentation to continue the route. The driver can capture electronic signatures and order new equipment directly from the field,” says Boivin.

There are other, less obvious benefits as well, such as better condition reporting.

“With mobile apps, the yard person or driver can use a phone or tablet to take date/time and geo-stamped photographs of equipment at the time of delivery or pickup,” Hopp explains.

Record360 Asset Documentation Dashboard and Mobile App Record360’s patent-pending inspection and asset condition reporting dashboard and mobile app simplifies and automates how companies manage asset condition reporting and assures your customers they’re fully protected against liability and/or additional fees for damage they did not cause.

• Using photos and video, Record360 provides high-quality, time-stamped, geotagged records of equipment at the time of exchange • Individuals or entire teams can capture and view asset condition records from anywhere using their tablet or smartphone • Real-time digital upload and verification of rental customers’ identification • Claims management platform seamlessly integrates Record360’s photo/video equipment condition capture capabilities with the necessary work that follows damage claims Search: 12033983

“Employees can also create on-the-go equipment condition reports and add comments. In this case, everybody wins: the customer won’t be blamed for problems they didn’t create, and the rental operator leaves no room for uncertainty regarding the state of the

equipment. This documentation can be pushed to the software, leaving an electronic ‘paper’ trail that can be referenced at any point in time.”

Improved use of data Besides transactional and operational benefits, mobile technology offers some companies the advantage of using data for greater big-picture intelligence.

PRODUCT SPOTLIGHT Baseplan Field Service Mobility Module

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• Provides field service technicians with the ability to process all aspects of service and repairs, giving them full access to parts availability, upcoming service requests and back-to-base service communications • Utilizes ‘ruggedized’ tablets eliminating the need for voice communication and manual job cards, increasing response times and mobility • Scan in parts consumed, providing detailed analysis on part replenishment and labor requirements

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PRODUCT SPOTLIGHT

SPECIAL REPORT “The rental industry must continue to find ways to operate smarter to keep margins intact,” explains Dale Asplund, chief information officer and senior vice president – business services at United Rentals. “At United Rentals, we analyze historic data to better predict the future, to make sure we have the right fleet in the right place at the right time for customers, and at the lowest cost.”

Marani agrees, adding, “Equipment rental businesses that approach their ongoing IT development from a ‘mobile first’ strategy will ultimately gain advantages in using analytics to gain better insights into customer preferences and patterns that drive ongoing improvement.”

The amount of data generated by rental transactions is enormous, but that alone is not enough, Asplund says.

“You can expect large rental companies

Orion Software Offers Dispatching Center Fully Integrated to Sirius-e The dispatching center is available for all business sizes as it does not require investment in GPS devices and a complex set-up.

• Readily available for all Sirius e mobile App users • No need to install a GPS device in the fleet in order to have access to the geolocation of the delivery resources; just need cell phones • Dispatcher can drag and drop requests to assign them to drivers, then test the route plan to get the most efficient routes and push notifications to drivers Search: 12157882

to focus on creating advanced algorithms that better inform business decisions in real time. This has a ripple effect on safety, utilization of assets and customer satisfaction.”

He adds, “Predictive use of data is an effective weapon in dealing with the challenges faced by rental businesses today, including rate pressure and cost increases from regulatory mandates such as emission standards.”

Less pressure to compete on price According to Boivin, the integration of mobile technology into a rental company’s operations will allow them to worry less about offering the lowest rate because customers will see them as a market leader and desirable partner.

“Leaders in the market are consistently delivering on time and readjusting within a short period,” he says. “With the help of mobile technology, they are much more agile than their competitors. Instead of competing on price, the competition will be on reliability, speed, paperless and online

PRODUCT SPOTLIGHT inspHire Rental Management Software inspHire rental management software helps businesses manage the rental, sales and service of their equipment.

• See at a glance what’s available and manage shortfalls through sub-rent functionality • Plan logistics of deliveries, collections and exchanges with Forward Planning and Daybook screens • Improve intangible efficiencies with seamless accounting integration • Rental management solutions are scalable Search: 12213496

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SPECIAL REPORT: SOFTWARE & TECHNOLOGY equipment availability factors. The end customers often incur high cost when equipment is late, not maintained or if the administration is complex. They will value the benefits and realize they save money by choosing the right provider.”

PRODUCT SPOTLIGHT InTempo Software Enterprise Solution InTempo Software launches three new mobile applications for its Enterprise solution.

• Mobile Sales App offers realtime inventory availability and rate information; real-time access to customer information; electronic signature capture

What will happen to late adopters?

• Mobile Operations App includes the ability to check equipment in and out as it enters or leaves the yard

Marani at Herc Rentals says it’s helpful to remember that mobile technology is the front end of a much more intensive back end IT data infrastructure.

“If the back end technology is already sound and managed properly, the front end mobile piece is simply

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pulling all of that data together and developing a user friendly way to help customers interact and transact with you,” he says. “To exist and succeed in an environment where requirements are ever changing and slight adjustments are the new constant, we have to embrace the technology trends in the key areas of the cloud, mobility, analytics, and Industrial IoT (Internet of Things). Employing these concepts and technologies will allow for the necessary flexibility and efficiency needed to drive the business forward and earn a competitive advantage over companies that do not embrace it.”

Eventually, customers will assume and expect the benefits that technology can offer, and their absence could even be a deal breaker. Regardless, there’s no doubt the transition will be painful for some.

“Those without technology will compete on price instead of value-added services,” Boivin says. “Why would an end customer go to a company that doesn’t know if their equipment is available or when they can get it delivered if a competitor is offering them quick answers and does what they say they will do?”

He adds, “More and more in every business sector, technology automates outdated processes. End users are getting used to it and expect it from all providers. Those that don’t adapt will lose market share, compete more on price and could eventually disappear.”

Hopp says it’s not quite that dire.

“Right now, mobile rental software development is being led by demand for automation in rental logistics, delivery and pickup connectivity, electronic signature capture, and the ability to look up information about a customer – history, credit standing, etc. – among other things. In the end, the best use of mobile technology amplifies and extends what rental operators already are focused on: building relationships with and providing excellent service to their own customers.” ■

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CRA’s 2017 Rental Rally Tradeshow • South Point Hotel and Casino in Las Vegas, Nevada • Jan. 30 – Feb. 1 CRA’s 2017 Equipment and Party Rental Rally Tradeshow will be held at the South Point Casino Hotel & Convention Center, featuring 80,000 square feet of exhibit space—twice the space CRA had here in 2015. The South Point is a great venue choice with the convenience of having the convention center and hotel on the same property!

Two Days of Equipment/Party/Services Exhibits Vendors will exhibit on Tues., Jan. 31, 10am–5pm and Wed., Feb. 1, 9am– 2pm. See the show website, www.RentalRally.com, for a list of exhibitors.

Special Seminar/Tour Packages* Monday, January 30 — We are excited to once again have MATRA

Register by January 8 for Special Pre-Registration Pricing!

(Mid-Atlantic Tent Renters Association, Inc.) conduct seminars specifically for the rental industry. MATRA has been in existence for more than 25 years and is known for its dedication to the promotion of education, safety and product knowledge in the tent rental industry. The all-inclusive seminar packages begin Monday morning at 8:30 am with two seminars relevant to both the general tool and party rental industry. Buses will depart at 12:15 pm to take participants to their choice of the General Tour or the Party Event. The General Tour bus will head to the all new, state-ofthe-art Snorkel/Xtreme factory in Henderson. Participants will have lunch while hearing an update on high reach regulations from SAIA. Following lunch, they will be given a tour of the Snorkel/Xtreme factory. Party folks will be treated to a gourmet luncheon at Lupo, a Wolfgang Puck restaurant. They will be also be treated to a “hands on” Italian cooking experience with Lupo’s renown Italian cuisine and Wolfgang Puck trained chefs. Buses will return to the South Point by 4:30 pm. CRA is offering these Seminar Packages for $95/person if purchased in advance by Jan. 8, 2017. If purchased after Jan. 8th or on-site, the cost is $149.

Wednesday, February 1 — AWP Operator Training Certification Class. SAIA and Snorkel Xtreme of Las Vegas are cosponsoring an all-day class in which attendees can be certified to operate high-reach equipment. The cost is $300/person, including lunch, if purchased in advance by Jan. 8, 2017. If purchased after Jan. 8th or on-site, the cost is $350.

CRA’s Opening Cocktail Party* and Annual Dinner/Awards Ceremony* All qualified rental centers that register

by January 8 will get special pre-registration rates: $60/person or $195/company.

After January 8, registration and optional event tickets must be ordered on-site.

On-site registration is $85/person or $295/company.

Register Today! *Optional events such as the Seminar/Tour Packages, Cocktail Party and the CRA Hofbräuhaus Dinner are not included in attendee registration fee.

Monday, January 30 • 6:30 to 8:30pm — The opening cocktail party will be held on the show floor, allowing plenty of time for previewing exhibitor booths and networking with others in the industry.

If purchased in advance by Jan. 8, tickets are $35/person; on-site cost is $45/person.

Tuesday, January 31 • 7 to 9pm — The annual dinner will once again be held at the Hofbräuhaus. This year, CRA engaged the entire restaurant so there will be plenty of room for CRA folks to enjoy the German cuisine, beer, and German-style entertainment! CRA’s Awards Ceremony also will take place at this event. If purchased in advance by Jan. 8, tickets are $50/person; on-site cost is $65/person.

Special Room Rates at the South Point!

Both exhibitors and attendees can enjoy the convenience of staying on-site at the South Point Casino Hotel. Special room rates (Jan. 29–Feb. 2, 2017) are available from $65 per night with no resort fees. Special group rates are available until Nov. 2, 2016. Reservations must be made through CRA’s show website at www.RentalRally.com.

Visit www.RentalRally.com to learn more about the CRA Rental Rally Tradeshow and the South Point Hotel and Casino accommodations.

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CONSTRUCTION SUPPORT EQUIPMENT

INSIDER TIPS

FOR SELECTING UTILITY VEHICLES for Your Rental Fleet Look for build-quality, ease of serviceability and quick, efficient support

W

hen it comes to utility vehicles, rent al hous es often worry if they carry them and worry if they don’t.

Historically, many UTVs have been difficult to maintain and backed by poor support services. On the other hand, construction companies are demanding today’s more powerful UTVs to replace expensive pickup trucks.

So what’s the solution?

Mike Holderfield, a service technician with Club Car’s dedicated rental team, shares his insights on how to navigate that dilemma and buy vehicles that will keep your mechanics happy and give renters what they want.

“There are big differences in various models of utility vehicles,” Holderfield says. “And the devil is in the details.”

Key factors According to Holderfield, the three key factors rental houses should consider when buying UTVs are build-quality, ease of serviceability and quick, efficient support.

Holderfield also notes that contractors tend to prefer four-passenger,

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diesel vehicles. “Fourpassenger vehicles with extended beds reduce overall costs because they can carry two crews and their gear, yet they are only a little more expensive than two-passenger vehicles,” he says.

Don’t waste your money on playthings Many UTVs sold into the rental market are not engineered and built for heavy work environments. They are actually recreational vehicles sold into the rental market. These vehicles are also unsafe on worksites, as they could reach speeds as high as 50 mph. That’s just asking for trouble.

“Look for vehicles that are purposebuilt for work from the ground up, and check the hauling and bed capacity,” Holderfield says. “Neither converted golf cars nor recreational vehicles have the frames and suspension systems to handle rugged jobs or carry heavy loads. Tough work sites put them

out of commission, and fast.”

Vehicles with four-link semi-independent rear suspension systems are generally the best choice for contractors. They combine independent system performance with solid-axle strength.

“The solid axle is the world standard for Jeeps, LandRovers and Rock Crawlers,” says Holderfield.

These vehicles maintain their axle ground clearance and deliver a smooth ride even when fully loaded on rough terrain. “Vehicles with poor suspension systems carry much less weight and are easy to damage,” Holderfield says.

He also recommends buying vehicles built on strong aluminum frames that will not rust in wet or corrosive environments.

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Join us in Las Vegas in March!

35th Management Conference and Annual Meeting Leadership: Beyond Management

AEMP is pleased to announce the 35th Management Conference & Annual Meeting and IGNITE Learning-Lab offering education and networking opportunities for professionals throughout the heavy equipment fleet management sector.

Both the Management Conference and IGNITE Learning-Lab are being held at the Tuscany Suites & Casino, March 4-6, 2017.

When you register for AEMP’s meeting, you will also be registered for CONEXPO – at a greatly reduced fee! So register through AEMP to receive your CONEXPO ticket!

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Register at www.aemp.org

Schedule

Hotel Info

Saturday, March 4th

Monday, March 6th

Tuscany Suites & Casino

7:00AM-6:00PM – Committees & Board of Directors Meet 1:00-5:00PM – IGNITE Learning Lab Day 1 7:30-8:30PM – Opening Reception

7:00AM-5:00 PM – 100, 200, 300 Concurrent Sessions 8:00AM-5:00PM – IGNITE Learning Lab Day 3

Sunday, March 5th

Tuesday, March 7th

AEMP has a block of rooms at the Tuscany Suites & Casino, 255 E Flamingo Road. The off-strip location has a relaxed and welcoming atmosphere. The Tuscany offers a fitness center, two pools, spa, gift shop, laundry facilities, restaurants and lounges.

7:00AM-5:00 PM – 100, 200, 300 Concurrent Sessions 8:00AM-5:00PM – IGNITE Learning Lab Day 2

8:00AM – Certification Exam 9:00AM – CONEXPO-CON/AGG Opens Come visit AEMP in booth #20701

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CONSTRUCTION SUPPORT EQUIPMENT

Most UTVS are built on steel frames, then coated to help prevent rust.

However, the undersides of the frames are not coated and the frames can be scratched, allowing rust to get a foothold. “Rust can literally destroy your investment,” Holderfield says.

“Well-designed aircraft-grade aluminum frames resist impact better than steel frames, and they are rustproof and corrosion resistant. They are also lighter, so you can deliver more vehicles at a time,” Holderfield says.

Think about serviceability to cut maintenance costs Service can be a big problem with UTVs on construction sites. “Buy vehicles that are designed for easy serviceability from the top down, so there’s little need to go under the vehicle or

“Buy vehicles that are designed

for easy serviceability from the top down, so there’s little need to go under the vehicle or remove components.” remove components,” Holderfield says.

He also suggests you check the belt-driven continuously variable transmission (CVT) to make sure the units are shrouded or sealed to keep dirt out.

Find vehicles with clean, unobstructed air intake to reduce maintenance, prevent clogging and extend engine life.

Look for cars with self-cleaning driven clutches and drive clutches that self compensate for wear and don’t require maintenance or annual cleaning or adjustments.

Check the brakes for easy serviceability. Brakes with two reinforced rubber brake lines allow the lines to be replaced independently and reduce costs. Look for sectional booted brake cables for easy replacement.

“Make sure there is an independent park brake with multiple catches that self-compensate for cable stretch and brake wear. And there should be one single adjustment point that’s accessible from the top of the vehicle,” Holderfield says.

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CONSTRUCTION SUPPORT EQUIPMENT Finally, the vehicles should be protected with loud back-up alarms, heavy-duty skid plates and belly pans and aluminum front CV boot guards.

Reduce downtime with a dedicated rental support team All manufacturers claim to deliver quick support and service, but few have the infrastructure to deliver on those claims, especially companies that make their vehicles abroad.

“Poor service may be the single biggest issue with rental UTVs,” Holderfield says. He advises you to partner with a manufacturer with a dedicated rental support team that works exclusively with rental customers and serves as a single point of contact for all your needs. “Without this, you’re liable to suffer expensive downtime and long waits for parts and service.”

Z E

p Four-passenger vehicles offer the ability to transport an entire crew with all their gear, saving time and fuel on the jobsite.

He adds, “When you call for service, many companies will send you from department to department to get the help you need. But a good rental team offers easy phone access to technicians who are experts in all aspects of the vehicles and can troubleshoot issues remotely and on site.”

Also ask about training. Find a manufacturer that operates regional and on-site classroom and hands-on training for mechanics.

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“Ease of operation is the most important thing to consider in 4x4s. The easier the vehicles are to operate, and the fewer moving parts they have, the less chance of damage and expensive repair costs,” Holderfield says.

UTVs with automatic four-wheel drive systems are recommended. “These fool-proof systems sense the ground they’re on and shift as needed. Drivers don’t have to pull levers and push buttons. The system does the thinking for them,” Holderfield says.

Users love automatic 4x4s because the vehicle knows it’s in trouble before the operator does. And there’s virtually no driver training needed.

“You’ll love them because there are fewer moving parts to damage and repair, less wear and tear and longer life,” Holderfield say.s

Consider the warranty a statement of confidence A strong warranty indicates the trust a manufacturer has in its products, particularly those sold into the rental market.

“Some rental-ready UTVs carry no warranty at all. The best carry a two-year warranty in the rental market. That alone can save you thousands of dollars,” Holderfield says.

And, since UTVs are often the first equipment rented on construction sites, they can open doors to bigger contracts downstream. ■

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Statement of Ownership, Management, and Circulation

(Requester Publications Only)

1. Publication Title

2. Publication Number

3. Filing Date

Rental

686-370

September 1, 2016

4. Issue Frequency

5. Number of Issues Published Annually

6. Annual Subscription Price

Jan/Feb, Mar, Apr/May, Jun/Jul, Aug/Sep, Oct/Nov, Dec

7

Free to Qualified Subscribers

7. Complete Mailing Address of Known Office of Publication (Street, City, County, State, and Zip+4)

Contact Person

AC Business Media, Inc 201 N. Main Street Fort Atkinson, WI 53538

Telephone

POWER DOG 926 bRush MOWER

Wendy Chady

(920) 542-1225

8. Complete Mailing Address of Headquarters or General Business Office of Publisher

AC Business Media, Inc., 201 North Main Street, Fort Atkinson, WI 53538 9. Full Names and Complete Mailing Addresses of Publisher, Editor, and Managing Editor Publisher (Name and Complete Mailing Address)

Eric Servais, Publisher 201 N. Main Street Fort Atkinson, WI 53538 Editor (Name and Complete Mailing Address)

Jennifer Lescohier, Editor 201 N. Main Street Fort Atkinson, WI 53538 Managing Editor (Name and Complete Mailing Address)

10. Owner (Do not leave blank. If the publication is owned by a corporation, give the name and address of the corporation immediately followed by the names and addresses of all stockholders owning or holding 1 percent or more of the total amount of stock . If not owned by a corporation, give the names and addresses of the individual owners. If owned by a partnership or other unincorporated firm, give its name and address as well as those of each individual owner. If the publication is published by a nonprofit organization, give its name and address.)

Full Name

Complete Mailing Address

AC Business Media, Carl Wistreich, President & CEO AC Business Media, Anil Narang, Chairman

201 N. Main Street, Fort Atkinson WI 53538 201 N. Main Street, Fort Atkinson WI 53538

z Hydro Drive z Cuts 2" sapling z 26" cut width z Electronic blade engagement z Instant forward & reverse

11. Known Bondholders, Mortgagees, and Other Security Holders Owning or Holding 1 Percent or more of Total Amount of Bonds, Mortgages or Other Securities. If none, check here.  None Full Name

Complete Mailing Address

KUHNS POWER EQUIPMENT, LLC

12. Tax Status (For completion by nonprofit organizations authorized to mail at nonprofit rates) . (Check One)

10101 Shively Rd. | Nappanee, IN 46550 866-505-8085 | www.powerdogequipment.com

The purpose, function, and nonprofit status of this organization and the exempt status for federal income tax purposes:

 Has Not Changed During Preceding 12 Months  Has Changed During Preceding 12 Months

PS Form 3526-R Facsimile, July 2014 13. Publication Title

14. Issue Date for Circulation Data Below

Rental

Aug/Sep 2016

15. Extent and Nature of Circulation

Average No. Copies

a. Total Number of Copies (net press run) Outside County Paid/Requested Mail Subscriptions stated on

No. Copies of Single

Each Issue During

Issue Published

Preceding 12 Months

Nearest to Filing Date

20993

21042

16783

18009

0

0

3

2

ADVERTISER’S INDEX

(1) PS Form 3541. (Include direct written request from recipient, telemarketing and b. Legitimate

Internet requests from recipient, paid subscriptions including nominal rate subscriptions,

Paid and/or

employer requests, advertiser's proof copies, and exchange copies.)

Requested

(2) In-County Paid/Requested Mail Subscriptions stated on PS

Distribution

Form 3451. (Include direct written request from recipient, telemarketing and internet

(By Mail

requests from recipient, paid subscriptions including nominal rate subscriptions,

and Outside the Mail)

ADVERTISER PAGE

employer requests, advertiser's proof copies, and exchange copies.)

(3) Sales Through Dealers & Carriers, Street Vendors, Counter Sales, and Other Paid or Requested distribution Outside USPS. (4) Requested Copies Distributed by Other Mail Classes

0

0

16786

18011

3986

2777

0

0

Through the USPS. (e.g. first-Class Mail) c. Total Paid and/or Requested Circulation [Sum of 15b(1), (2), (3), (4)] (1) Outside County Nonrequested Copies stated on PS form 3541. (include sample copies, requests over 3 years old, requests induced by a premium,

d. Nonrequested

bulk sales and requests including association requests, names obtained from

Distribution

business directories, lists, and other sources)

(By Mail

(2) In-County Nonrequested Copies stated on PS form 3541.

and Outside

(include sample copies, requests over 3 years old, requests induced by a premium,

the Mail)

bulk sales and requests including association requests, names obtained from business directories, lists, and other sources)

(3) Nonrequested Copies Distributed Through the USPS by Other Classes of Mail.(e.g. First-Class Mail, nonrequestor copies mailed in

0

0

36

79

excess of 10% Limit mailed at Standard Mail or Package Services Rates)

(4) Nonrequested Copies Distributed Outside the Mail (include pickup stands, trade shows, showrooms, and other sources)

e. Total Nonrequested Distribution (Sum of 15d (1), (2), and (3)) f. Total Distribution (Sum of 15c and e)

4022

2856

20808

20867

g. Copies Not Distributed

185

175

h. Total (Sum of 15f and g)

20993

21042

i. Percent Paid and/or Requested Circulation

80.7%

86.3%

(15c / 15f x 100) *if you are claiming electronic copies, go to line 16 on page 3. If you are not claiming electronic copies, skip to line 17 on page 3.

PS Form 3526 -R Facsimile, July 2014

Statement of Ownership, Management, and Circulation

(Requester Publications Only)

Average No. Copies

16. Electronic Copy Circulation

No. Copies of Single

Each Issue During

Issue Published

Preceding 12 Months

Nearest to Filing Date

a. Requested and Paid Electronic Copies

-

-

b. Total Requested and Paid Print Copies (Line 15C) + Requested/Paid Electronic Copies (Line 16a)

-

-

c. Total Copy Distribution (Line 15F) + Requested/Paid Electronic Copies (Line 16a)

-

-

d. Percent Paid and/or Requested Circulation (Both Print & Electronic Copies) (16b divided by 16c X 100)  I certify that 50% of all my distributed copies (electronic & print) are legitimate requests or paid copies 17. Publication of Statement of Ownership for a Requester Publication is required and will be printed in the October/November issue of this publication.

18. Signature and Title of Editor, Publisher, Business Manager, or Owner

Carl Wistreich, President & CEO

Date

09/01/2016

I certify that all information furnished on this form is true and complete. I understand that anyone who furnishes false or misleading information on this form or who omits material or information requested on the form may be subject to criminal sanctions (including fines and imprisonment) and/or civil sanctions (including civil penalties).

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AEMP.......................................................................................43 Allmand....................................................................................13 Bair Products Inc.......................................................................44 Barreto Manufacturing Inc...........................................................7 Baseplan...................................................................................33 California Rental Association.....................................................41 Camso, Inc................................................................................29 ConExpo...................................................................................47 Corporate Services L.L.C............................................................40 Cushman Commercial...............................................................35 Ditch Witch...............................................................................52 EDCO Equipment Development Co.............................................23 EZ Oil Drain...............................................................................46 General Pipe Cleaners.................................................................9 Husqvarna Construction Products..............................................21 JCB Inc............................................................................ 26A-26F Kobelco Construction Machinery................................................39 Kohler Engines............................................................................5 Kohler Power Systems................................................................15 Kubota Tractor Corp...................................................................11 Kuhns Power Equipment LLC.....................................................49 National Pavement Expo............................................................48 Nu Star Inc................................................................................22 Orion Software..........................................................................36 Portable Heater Parts.................................................................38 Precision Components...............................................................37 Quick Attach Attachments Inc....................................................51 Skyjack Inc..................................................................................2 Sotcher Measurement Inc..........................................................22 Trojan Battery............................................................................31 Vermeer Mfg. Co.......................................................................19 Wacker Neuson.........................................................................25 World of Concrete.....................................................................45

PS Form 3526 -R Facsimile, July 2014

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EYE ON RENTAL

BY DICK DETMER

By Dick Detmer

What Makes You So SPECIAL? Find, enhance and promote your company’s unique characteristics so customers understand what sets your company apart

I

t’s normal to think customers instinctively know your company’s distinguishing characteristics, but it’s actually very important to make it perfectly clear to your customers why they should come to your rental company instead of going to a competitor.

Potential customers certainly have choices of where to rent, so it’s wise to actively and consistently promote the advantages of doing business with your company.

The first step I believe a powerful mission statement that accurately describes your company’s goals and intentions is a necessary first step. I have assisted many of my customers in developing mission statements for their rental companies. This statement focuses your team’s attention in the direction that will lead to greater success for your company. A proper mission statement also helps to identify and promote the distinguishing characteristics between your rental company and the others in your market area. It can also be a valuable addition to your website and other marketing tools.

Set your business apart Here are some additional ideas for setting your business apart: Don’t just say “customer service” is your rental company’s distinguishing characteristic. I have found that almost all companies (including the

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large chains) claim to be the best in this attribute — even companies that are horrible at it. Your company’s customer service should be defined more clearly, not only for potential customer consideration but also for use in promoting an ultra-service culture to your staff.

Be nice. Communicating your distinguishing advantages should be done in a way that doesn’t sound like you are bad mouthing your competitors. Seek professional marketing guidance to be sure your message is positive and in no way sounds as if you are indicating hard feelings toward competitors.

Don’t become complacent. If your company’s strength is your breadth of inventory or the age of your fleet, for example, be certain that you keep this competitive edge with appropriate equipment additions and replacements.

Make your staff one of your biggest strengths. Of course, almost all rental companies believe their employees are significantly superior to those of their competitors. It’s good to have pride in your team, but be certain to take the necessary steps to convert this feeling into reality.

Be prepared. When I work with rental companies I promote preparation for the uncertainties the future might bring. Remember that when the local and national economies are positive and healthy, almost all rental companies in a market area do well.

Like the rising tide that lifts all ships,

many of your competitors might be doing well too.

That’s fine, but when the economy takes a dip or worse, what (besides a strong balance sheet) will keep your ship riding high? Certainly, part of the answer is a strong culture that differentiates your company in your market area. But, whether the economy is strong or weak, you want customers to do business with your company.

So, remember the importance of figuring out what makes your company special and developing and enhancing your niche. It is particularly essential for small businesses to highlight something to make consumers want to go to them over others – especially the more well-known chains.

And finally, be proactive in making your strengths even stronger. Don’t rest on your laurels. Instead of assuming that your customers and potential customers are well aware of the distinguishing advantages of doing business with you, be sure to continuously remind them. ■ Dick Detmer is a nationally recognized consultant, lecturer and writer with over 35 years of experience in the equipment rental industry. For consulting, on-site employee training or to order one of his books, visit www.detmerconsulting. com. Dick can be contacted directly via his website, by emailing dick@ detmerconsulting.com or by calling (309) 781-3451.

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