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Serving the Canadian rental industry for 44 years.
4
EDITORIAL
Using both sides of the brain offers the best outcomes.
6 INDUSTRY NEWS
Hilti supports women in construction… Angie Venekamp joins ARA board… Sullair CEO transition…
18 THE RELIABLE RENTAL
Local Rental Solutions has gained a strong foothold through trust and reliability.
10 AT YOUR SERVICE
Stop blaming COVID-19 and start offering solutions to your customers. By Russ Dantu
22 PUT YOUR RATES ON YOUR SITE
An argument for doing the thing we often fear to do.
16 WHAT WENT WONG
Educating customers about proper PPE will keep them safe at jobsites. By James Wong
12 MODELLING THE REAL Virtual reality simulators can open new avenues for rental companies.
25 EVENTOLOGY
Michelle Nicol discusses value in this new events rental column.
30
HOPE IS NOT A PLAN
Support local businesses to build stronger communities. By Adam Snook
Using your brain
There are two modes of thinking and each is equally important in our work.
Been reading an excellent book called The Master and His Emissary by Iain McGilchrist. It’s all about the differences between the right and left hemispheres of the brain. Believe it or not, as I read it, I keep thinking of ways this information applies to the business world.
Most of us know that the left side of the brain controls the right side of our bodies and vice versa. But the differences in what the hemispheres do goes much deeper than that. The left side is where all our focused attention happens. It’s the side that looks at things, identifies them, makes decisions and plans action. It’s also where language is turned into speech – we can still understand language without using the left side of our brain, but we can’t talk. The right side of our brain is where the brain does all its “background” work. It’s probably what Freud was talking about when he described the subconscious. It’s actually more aware of our environment than the left side, as this is where all the information from our senses is collected, filtered and prioritized for importance. It’s where a lot of creative thinking happens. Thus the title of the book: the right brain is the master who knows about everything going on and comes up with the innovative strategies, the left side is the emissary who acts on the memos but thinks it’s in control of everything.
What on earth does any of this have to do with your business?
CounterTalks episode #19: In the Event of Pandemic
One of the most frustrating things for any business owner is to face circumstances that hurt your business that you can do little or nothing about. The pandemic has certainly been this for Canada’s party and event rental industry. Eureka is doing its part to help with two new guides that suggest ways event rental stores can find at least some replacement revenue, both from old sources and new. Tim Cronk joins CounterTalks to expand on some of the excellent points in these guides and talk about the innovative approaches he’s seen in the party sector.
Download episodes of CounterTalks at canadianrentalservice.com > Podcasts or subscribe on your favourite podcasting service.
by Patrick Flannery
Well, one way is in how we think about marketing. A lot of people expect advertising to work like a lever: you put out ad X and the phone rings Y times. When that doesn’t happen, they become frustrated and conclude advertising doesn’t work. That’s left-brain thinking. Direct-response advertising is a thing and does work, but it has to be executed properly and represents only one of several advertising strategies. Another kind engages the right-brains of its audience: branding. This sort of advertising inserts your company into your market’s environment, making its message and character part of the background your prospects live with every day. Once this is accomplished, when decision time comes for your clients, they are much more likely to direct their left-brain’s attention to your company.
One of the reasons for this is that your right-brain is better at noticing new things and thinking new thoughts. Remember, it’s where information is collected and assimilated; your left-brain is engaged in actually rejecting irrelevant information, narrowing your attention and sorting through the data to extract the useful and actionable bits. The left-brain deals with what you already know and actively prefers to focus on that information, resisting the confusing and distracting addition of potentially irrelevant detail.
So when employees resist change in your organization, they are letting their left-brains run the show. This is perhaps an inevitable result in the parts of your organization where problem-solving is important and people who are good at problem-solving are employed – that’s what the left-brain does. But an organization also needs out-of-the-box thinking, acceptance of novel ideas (especially these days) and broad awareness of the business conditions both internal and external. So in business, as well as inside our skulls, there needs to be a master who considers all factors and contemplates all possibilities as well as emissaries who attack problems and drive specific tasks.
In short, in business, we need to think with our whole brains!
ANGIE VENEKAMP TO JOIN ARA BOARD OF DIRECTORS
The membership of the American Rental Association has approved Angie Venekamp, general manager of Rental Network in Squamish, B.C., as region 10 director on the board of directors for the ARA, an international trade association serving the equipment and event rental industry. As region 10 director, Venekamp joins the ARA board of directors, which consists of 18 members who are rental business owners or manufacturers and suppliers to the rental industry. In her role, Venekamp will represent ARA members from all over Canada. She will work closely with rental operators to implement ARA’s core purpose of supporting the success of members and advancing the equipment and event rental industry. Venekamp has been an active member of the Canadian Rental Association, holding key leadership positions, including serving as national British Columbia director and president. She has also served as a member of the ARA Party and Event Shared Interest Group and attended the ARA Leadership Conference. For her contributions to the industry, Venekamp has been recognized as ARA Region 10 Person of the Year in 2012 and was named to Canadian Rental Service magazine’s Top 10 under 40 in 2013.
“I am a firm believer that what ARA offers to its membership has great value. I would like to see that this is something that remains available to any rental store that can see the value. I am excited for the opportunity to be a part of an association that is run so well,” says Venekamp.
NATIONAL HEAVY EQUIPMENT SHOW CONFIRMS DATES FOR 2022
The producers of the National Heavy Equipment Show have announced revised dates for the next edition of the event. Traditionally held in the spring of odd years and originally slated for 2021, show management has made the decision to hold the National Heavy Equipment Show from March 31 to April 1, 2022, at the International Centre in Mississauga, Ont. Given the size and nature of the show and the travel that comes along with it, the COVID-19 pandemic has forced the postponement of the event due to the ongoing quarantine requirements, border closures, and the fact that many companies still have bans on corporate travel and in-person events have led to this date change. In an effort to bridge the gap between the postponed show and the next live event, Master Promotions is introducing a new product: the Canadian Heavy Equipment Showcase digital marketing platform. This brand-new feature on the website is designed to safely bridge the gap, while the face-to-face events are on pause, by allowing companies to promote their brand/product during this unprecedented time. The digital marketing platform will be promoted to Master Promotions’ extensive email database of 40,000 past show attendees, along with an integrated social media campaign, with support from all the leading magazines and industry associations.
HILTI SUPPORTS WOMEN IN CONSTRUCTION WITH $40,000 DONATION
George Brown College has partnered with Hilti Canada to help women build rewarding careers in the skilled trades. Through a $40,000 financial contribution, Hilti Canada is helping to expand George Brown College’s Women Transitioning to Trades and Employment program by providing access to industry expertise and hands-on learning. The WTTE program was established with funding from the provincial government through the Office of Women’s Issues, with a mandate of increasing the economic security of low-income women by providing opportunities for women in the skilled trades. Statistics show that women make up about 48 percent of the Canadian labour force yet hold less than four percent of jobs in the skilled trades. In Ontario, women make up roughly only seven percent of employment in trades, transport and related occupations. The new partnership aims to reduce barriers to participation and success in the trades by offering women and other underrepresented groups access to scholarships, career planning, networking, mentoring and coaching, job shadowing, as well as employment opportunities.
“With a significant skilled trades shortage on the horizon, it’s essential that we do everything we can to support women who wish to enter the trades. This partnership will open pathways to opportunity for women who wish to pursue careers in the trades, while also building the highly skilled, inclusive workforce that Canada needs,” said Kizzy Bedeau, director of community partnerships at George Brown College.
To ensure students have access to industry-leading products and start their careers well-equipped, Hiliti Canada is also donating approximately $100,000 worth of training tools. Graduates of the program will also receive a new tool kit to help lessen the financial burden of having to purchase new tools.
“Hilti Canada is looking forward to helping educate and train these pioneers to bring more diversity and inclusion to jobsites around Canada,” said Dan Wade, general manager of Hilti Canada.
SULLAIR ANNOUNCES
CEO TRANSITION
Sullair has announced that John Randall will be appointed president and CEO, effective April 1, 2021. Current Sullair president and CEO, Charlie Takeuchi, has been promoted by Hitachi, and will become president of Tokyo-based Hitachi Industrial Equipment Systems.
Takeuchi joined Sullair in July 2017 as COO and was promoted to president and CEO in 2020. Takeuchi’s leadership was instrumental in the integration efforts between Sullair and Hitachi following the acquisition in 2017. He also undertook significant efforts to optimize Sullair global operations, systems and processes to become more efficient and better serve Sullair customers.
“It has been an honour and privilege to spend the last three and a half years with Sullair and serve alongside our global workforce. It has always been, and will always be, about our people, and there are no words to adequately express my gratitude to them. With Sullair a primary business within the HIES organization, I look forward to supporting John and Sullair in my new capacity as president of HIES. John is an articulate and thoughtful leader who is well-respected among our employees, channel partners and other key stakeholders. I look forward to seeing first-hand what Sullair accomplishes in the years to come,” said Takeuchi.
Takeuchi will relocate to Tokyo to assume his new role with HIES. HIES is a subsidiary of Hitachi and is engaged in the manufacturing, sales and services of industrial components and equipment. He has spent nearly 30 years with Hitachi, holding roles of increasing responsibility in both Japan and the United States. Randall becomes president and CEO of Sullair after serving as president of Sullair Asia for more than two years. He will relocate to the Chicago area from Suzhou, China. Prior to this role, Randall was vice-president of global engineering for Sullair, a role he held for nearly five years. Before joining Sullair, he held various leadership roles in his nearly 24 years with Navistar, including a three-year assignment in India, where he launched a new heavy commercial vehicle platform and plant start-up.
“I have been honoured to be a part of the Sullair leadership team over the past six years and I am excited and energized to lead Sullair into the next phase of our journey,” said Randall. “Together with the Sullair leadership team and our global workforce of 1,000 employees I will work to build on the strong foundation Charlie has put in place. I am confident about our company’s future and look forward to accelerating the value we bring to our customers.”
TAKEUCHI TRAINING CENTRE ADDS NEW TECHNICAL TRAINER AND TRAINING COORDINATOR
Takeuchi-US is preparing for the opening of the new Takeuchi Training Centre with the addition of Ashleigh Gross as a technical trainer and Megan McFarlane as training centre coordinator. As Takeuchi’s new technical trainer, Ashleigh Gross will be responsible for conducting all types of training for dealers’ technicians as well as internal staff. She will be developing training materials and maintaining training equipment, tools and supplies. Gross comes to Takeuchi from Alban CAT where she served as a technical training instructor, creating curricula, documentation and training courses while increasing efficiency and exceeding training goals. Her past positions include operations management, heavy equipment operation and more than two years with Johnston Community College as an adjunct instructor on engines, hydraulics, basic electricity, industrial maintenance and transmissions.
McFarlane, Takeuchi’s new training coordinator, will manage training inquiries and coordinate service and sales training schedules. She will also be responsible for registration requests, event planning, billing and customer communication. McFarlane comes to Takeuchi from her former position as a business development representative for Lockstep Technology Group where she supported the sales team with new prospect lead generation, webinar creation, special events and customer relationship management. The Takeuchi Training Centre is located in a facility next door to the company’s headquarters in Pendergrass, Ga. Courses that will be offered weekly include instructor-led, intermediate-level technical trainings for both compact track loaders and compact excavators with simultaneous classes starting in May 2021. These classes cover general machine layout, electrical and hydraulic component location and function, general engine controls and exhaust after-treatment systems on all products. Soon, Takeuchi will also offer quarterly sales training for dealers as well as advanced technical training. Beginner-level courses will be offered online via Takeuchi’s Learning Management System.
Ashleigh Gross Megan McFarlane
INDUSTRY NEWS
NORSEMAN PROMOTES GARY WEBB TO BUSINESS DIRECTOR
Norseman has announced Gary Webb’s promotion to business director of the company’s construction and ventilation division. Over the past three years, Webb has been an integral part of Norseman’s construction and portable temporary ducting solutions team, bringing his expertise within the temporary HVAC and equipment rental industries to Norseman as the national sales manager for its U.S. customers. Under Webb’s leadership, the company has expanded its presence in the U.S., growing to 28 sales representatives and five distribution locations across the country. Webb’s promotion brings with it an upcoming retirement announcement of Norseman’s outgoing construction sales manager, Pat Barry, who has grown this division of the business to its current level of excellence.
Percy Gendall, vice-president of sales and marketing, commented, “It always gives us immense pleasure to promote high-performing members of our team, and we are confident that Gary will continue to serve our customers with the level of professionalism and timely service that they’re used to, all while
POINT OF RENTAL NAMES DAVID AUSTIN AS GLOBAL OPERATIONS MANAGER
David Austin is bringing more than 20 years of marketing, sales, and peer-to-peer rental expertise to Point of Rental’s team.
“David has shown throughout his career that he’s able to quickly identify customer and organizational needs and put people in the right places to succeed,” said Point of Rental CEO, Wayne Harris.
Austin will play a critical role in uniting Point of Rental’s teams and processes toward successful outcomes for customers and the company as a whole.
“I’m looking forward to helping put our teams and our software in a position where they can help the most people possible,” said Austin.
Austin started his career as a product manager, selling and marketing information products for RandallReilly. His ability to analyze data eventually led him to become the company’s vice-president of data production, overseeing research, business planning, database development and quality assurance for flagship SaaS products. He continued to orchestrate product developments and business operations in leadership roles for several different companies. He optimized sales and marketing processes for Equify. He helped organize the peer-to-peer construction rental company. Most recently, he was a senior product manager with ECI Software Solutions, where he orchestrated products serving more than 10,000 users.
growing the business as we approach our 100th year in business.”
“I am so excited for this new milestone in my journey with Norseman,” says Webb. “Over the past few years, I can see their commitment to ensuring they have the best systems, service, and gear to get their customers through the extreme conditions they work in every day. I look forward to working with the business leadership to see how we can innovate on even more new ways to support our customers.”
The appointment marks a return to the Canadian market for Webb, who hails originally from Hamilton, Ont., and is well known to the national industry from his many years renting equipment, supporting trade shows and associations and selling heating solutions. Webb currently resides in Tampa Bay, Fla.
AEM ELECTS BREITSCHWERDT TO CONSTRUCTION EQUIPMENT SECTOR BOARD
The Association of Equipment Manufacturers has announced the election of Otto Breitschwerdt, Caterpillar vice-president with responsibility for its building construction products division, to its construction equipment sector board.
“I am looking forward to working with Breitschwerdt as a member of our CE sector board, and gaining his perspective on the construction equipment industry,” said Megan Tanel, AEM senior vice-president of the construction equipment and utility sector.
Breitschwerdt joined Caterpillar in 1990 and has served in a variety of positions in sales, marketing, operations, engineering and supply chain. Prior to being appointed vice-president, he was a general manager in Caterpillar’s building construction products division with global responsibility for the manufacturing, design and marketing of the small wheel loader, compact wheel loader, compact track loader and skid steer loader product families. Before that, Breitschwerdt spent time in a variety of other Caterpillar assignments in the U.S. and Brazil, including eastern U.S. region manager, engineering and supply chain director, Brazil district manager and Brazil facility manager. Breitschwerdt earned a degree in agricultural engineering from the University of Sao Paulo in Brazil and is a graduate of Caterpillar’s Digging Deep program offered by Stanford University.
EquipmentWatch is a trusted source for heavy equipment data and intelligence, producing leading database information products for the construction equipment industry. It is a world leader in heavy construction research and serves more than 15,000 professional, high-volume users of construction and lift-truck data. Find more heavy equipment intelligence at equipmentwatch.com.
Cross-Canada Rate Report
A look at average national rental rates
The Cross-Canada Rate Report is provided to Canadian Rental Service as a free service to the Canadian rental industry. Rate data shown are national averages generated by quarterly surveys of 458 Canadian rental stores. Rates shown are reported list rates and may not reflect the actual changes to any particular customer. For in-depth analysis, subscribe to CounterTalks at canadianrentalservice.com or through your favourite podcasting service.
Number of rental companies:
54
Number of stores:
458
Number of rates collected in Q4 for 2020
89,130
The COVID crutch
by Russ Dantu
I’ m getting a bit sick and tired of companies blaming everything on COVID as a scapegoat for their businesses.
“Yeah, sorry, COVID means we cannot guarantee anything anymore.”
“Haven’t you heard about the pandemic? We can’t do anything as fast as we used to.”
“All of our staff is working remotely so it may take 48 hours for us to reply to you.”
The list goes on and on and on. The COVID crutch is out there and it’s causing havoc for many people.
You’ve likely heard this from some of your suppliers as well. In some cases, COVID will cause delays but there are way too many companies using it as a scapegoat now, whether they need to or not.
As frustrating as this is, I see a real opportunity for every business to up their game instead of using COVID as a scapegoat.
What if we changed the way we responded to our customers in a more positive light so it didn’t feel like we were blaming COVID all the time?
What if you have maintained a great level of customer service throughout this pandemic? Maybe you should be using that as a marketing strategy to set yourself apart from your competitors who are dropping the ball.
What if you used this time to really take your game to the next level in all of the places you can control?
Now, more than ever, people are frustrated, negative and at their wits end when dealing with companies who continue to use COVID as a crutch and would likely move to another supplier if there was someone out there who is offering something better, something easier, something faster. Maybe that someone is you.
I hate seeing any business struggle or go under, I really do. People invest their life savings and a ton of hours to make their dreams come true but many fail when it comes to customer service. Everyone says they have great customer service but it’s not always true.
The time is now to set yourselves apart from your competitors. Use COVID to your advantage as much as you can by sharing all the positive ways it has made your customer service better.
By simply planting the seed through signage, social media posts and in-person or on-thephone messaging, you can quickly start building more new customers.
Here are a few tips to help you differentiate yourselves from your competitors.
Start saying yes to every request you can, even if it means going further than we usually do (we should always practice going the extra mile) to help the customer out.
Have enough staff working that people aren’t on hold for five, 10, 20 minutes or more when they call in (I know this is tough when money is tight but think about what you may lose if people get tired of being on hold and decide to shop elsewhere).
Make contacting you by email easy to find on your website. This is a huge pet peeve of mine and we usually see it with very large companies like Amazon, government services andCanada Post. Do something extra for each and every customer. It can be as simple as a heartfelt thank you. A hearty handshake or hug (when we can). A pen or other promotional product with your logo on. Helping them out to their vehicle to load whatever it is they have purchased or rented. Opening the door for them. Create your own list of 10 above and beyond services you will implement from now on.
Follow-up when you can. This is more important than ever right now. Phone or email them in the middle of a rental to make sure everything is going okay and to thank them again for their business.
If you are hobbling around on crutches in your business, change it now before it’s too late. If you are excelling in your business, highlight those areas so you are seen as a true leader in your industry. Customer service isn’t rocket science. It’s easy, practical and the logical way to differentiate yourself from your competitors. Take care of yourselves, your customers and your employees. CRS
Russ Dantu is a 30-year veteran of the rental industry and has been delivering workshops, seminars and keynotes on customer service for over 15 years. Visit russdantu.com
MODELLING THE REAL
Simulators provide an enhanced training opportunity.
Equipment rental houses are always looking for the next great piece of technology for their customers. One piece of technology that has been largely overlooked in the rental space is the potential for virtual reality simulators.
by ANDREW SNOOK
This comes as no surprise since this technology came with an extremely high price tag when it first arrived in the construction world. But things have changed and the pricing has dropped significantly since that time. So, what kind of opportunities now exist in the equipment rental space to offer VR simulation training on equipment like excavators, loaders and aerial work platforms? According to Edmontonbased Serious Labs, which offers a mobile elevating work platform VR simulator and a VR crane simulator that was developed in partnership with Industrial Training International, there’s plenty of opportunity to be had.
“VR is taking off everywhere and the rental equipment industry is no exception,” says Serious Labs CEO, Jim Colvin. “VR offers tremendous benefits in terms of assessment and skills-building, and there are a few different ways rental companies can bring that to customers. The simulators are so portable that they can be set up virtually anywhere – in-store, on the worksite, in an office, and so on.”
Julien Richer-Lanciault, product manager for Montreal-based CM Labs Simulations, says his company has already started receiving interest from rental houses.
“There is a good opportunity for sure. With virtual training, we’re starting to see requests coming out from rental companies,” he says, adding that renting the equipment creates an opportunity for the technology to be accessible to a larger number of people. “I see them as good tools for rental companies for earthmoving equipment and for the crane industry.”
SENSIBLE INVESTMENT
How significant an investment would it be for an equipment rental store to offer in-house VR simulation training? Colvin says rental companies can invest in this technology relatively easily.
“The cost of the simulator is a fraction of the cost for a real MEWP, and the footprint is only six feet by eight feet, so there’s not a lot of space required,” he says. “What a rental store does need to commit to is understanding the simulator, learning to use it in customer solution-building, and providing appropriate training support. It’s about asking the questions to see the need and plan for implementation. How are you assessing for proficiency right now? What would it mean to you if your operators could work more safely and efficiently?
How can we design an assessment and training approach that will align with your current jobs? The good news is that these are great conversations to be having with customers anyways, and it’s a great opportunity for the rental store to leverage the value-add of data-driven training and upskilling.”
As a rough estimate, Richer-Lanciault says that a simulator these days is probably between 10 and 20 percent of the cost of an actual piece of equipment, which is significantly less than five or 10 years ago, due to the technology evolving fairly quickly.
“Just one accident on an excavator or wheel loader and it would be equal cost,” he says, adding that, for a contractor, the investment is sound since their operators can use the technology to increase efficiencies on a jobsite without removing an active piece of equipment from the
fleet.
Like most pieces of technology, bringing this kind of equipment into a rental house will require some training.
“As with any piece of equipment, there’s some learning to ensure that rental shops are able to understand the simulator and provide its full value to the customer,” Colvin says. “We have a great customer service team in-house at Serious Labs, and they can typically onboard new rental customers in about half a day. Since COVID-19, we’ve switched to online onboarding and we’ve found that it works well. Once a rental company has gone through that onboarding to start getting value out of their
simulator, we have extensive follow-on support to help them market it, create solutions for customers, effectively integrate it into customer workflows, and get the most value out of the operator telematics. In addition to that, we have our customer service team on standby to help both the rental company and their end customers so that we can ensure a seamless experience.”
GIVING TRADITIONAL TRAINING A LIFT
In the world of mobile elevated work platforms, there is great potential for VR simulators to offer an enhanced training experience for operators when combined
with traditional methods, according to Tony Groat, North America regional manager for the International Powered Access Federation.
“The one initial challenge you have with this technology is the fact that as an industry, we have fundamentally agreed that it is a requirement for the initial training of the equipment that an operator must be on the equipment. Having a VR simulator is an added element, not a substitute,” Groat says. “But we think it has an abundance of value to be added to education and learning. It’s a tool that’s been in other industries for many years.”
Colvin also stresses that simulators should be part of a customer solution that
With virtual reality simulators, trainees can learn to deal with hazardous scenarios in the workplace without being in the way of actual harm.
includes support from a certified trainer.
“The MEWP simulator objectively measures over 130 data points of operator telematics, so that trainer is going to be able to provide highly detailed information to help the user increase their proficiency quickly,” he explains. “We’ve found that this ability to quickly and easily provide assessments, remediation courses and practice time is a strong customer value. It’s also easy to bundle with a MEWP rental – the customer gets the machine and a tool to build proficiency with it. All of this together, combined with the emphasis on new technology in the industry right now, provides a great reason to reach out to customers.”
Not unlike working with VR simulators for loaders and excavators, these tools can assist new operators with navigating realworld hazards that they will encounter on the jobsite, which isn’t always the case with traditional training methods.
“The VR simulators from a technology standpoint can provide you with scenarios in the programming that is
evaluations performed in controlled and pristine environments with hard, level surfaces in a backyard or indoors on an asphalt or concrete surface. “Then the next day, those operators go off to a job site that’s not level, with all types The
more realistic to what job applications are and expose operators to potential hazards that they would be exposed to in the workspace without any risk of any harm,” Groat says. He adds that most new operators receive hands-on practical
of potential hazards around them, and that’s their first introduction to those hazards in the actual operation. So, those VR simulators could provide a tremendous number of environmental issues that operators will face, and that’s of significant value.”
THE SCOPE
In the end, will most contractors purchase VR simulators outright to enhance their employee training? Don’t count on it, Groat says.
“From a practical perspective, people will do what’s required, and not add additional elements,” Groat says, adding that he believes there’s still plenty of places where VR simulators will find a good home. “I see it being used in lots of unions and going into technical schools, where it is a learning environment and is a learning tool that expands the education experience… where the time and expense to do training isn’t as scrutinized.”
Another area where VR simulators have the potential to enhance training is
in the evaluation process to pick up on things a trainer might miss from time to time. Groat uses the example of evaluating a new operator that has elevated their work platform but might not have looked in the direction of travel right away before moving the equipment.
“When a guy does that 50 feet in the air, you may not be able to pick that up as quickly,” he says.
VR simulators aren’t just for inexperienced operators. There’s lots of opportunities for veteran equipment operators as well. In addition to creating scenarios with significant hazards, simulators can be used to get veteran operators used to other newer technologies they might not be entirely comfortable with using on a jobsite.
“In terms of technology adoption, we see a massive boom coming to construction,” says Richer-Lanciault. “With GPS systems or mission-control systems, experienced operators are not always comfortable with these technologies. Let them try these technologies in simula-
tors. Anything happens, just hit restart. No fuel or risk of breaking equipment.”
VR simulators could also be useful for offering some refresher training on the equipment for operators who use the equipment infrequently.
“We have operators that use it for a day and then might not use it again for three months, six months or a year. During that period of time, if he hasn’t used it but his training card is still valid, is he still a qualified operator?” Groat asks. “You could take a VR simulator and have an app and have them go through this and evaluate everyone efficiently on that program.”
One thing most people in the industry can agree on is that VR simulators are going to be a regular part of the construction equipment experience moving forward.
“Working with industry – general contractors, unions, training schools – I see a great future for simulation,” RicherLanciault predicts. “I think it will be fun four or five years from now.” CRS
WHAT WENT WONG
Suit up for safety
by James Wong
Walking down the street the other day, I noticed a guy outside a newly constructed condo building operating a walk-behind cutter. His workmate was on his knees a few feet away. Both were wearing only boots and a hard hat. My jaw literally dropped! What does this picture tell us? For me, it demonstrates that the topic of PPE requirements for protection can never be emphasized or covered too much.
Let’s look at what’s wrong with this picture. Exposure to flying debris, hazardous dust/materials, excessive noise, extreme vibration and a plethora of unanticipated circumstances can cause serious and long-term damage.
Approximately 700 eye injuries occur on worksites every day in Canada. The smallest particle can severely injure the eye and if not immediately treated, can cause permanent damage. Even if treated there might be persistent problems.
Respirable crystalline silica is airborne dust found in stone, rock, concrete, brick, block and mortar. Invisible and deadly, dust size can be as small as .01 micrometer in diameter. Did you know that out of 570 lung cancer cases each year, the majority are reported in construction workers?
Workers frequently use equipment with ratings far above the safe sound level recommendation. That is why it is so important to use ear protection. A decline in hearing can make life very challenging and pose safety hazards to you and the crew.
Hand-Arm Vibration Syndrome, caused by working with vibrating tools, can affect tendons, muscles, bones, joints and the nervous system leading to “permanent finger numbness, muscle weakness and bouts of white finger.” It’s always critical to wear work gloves for protection and hypercritical when preventing repetitive trauma associated with excessive vibration. If you can even slightly protect your vulnerability to injury, do it.
Eye and face protection used for the most dangerous working conditions are often disregarded in the most common working conditions. Personal experience tells me that debris can find its way into the eyes from above, the sides and bottom of basic safety glasses. Without safety glasses your eyes are targets for injury.
The best eye protection for low-exposure work will have side shields, fit snuggly to the forehead and cheeks, and be breathable or with built-in anti-fog coating.
Whether using foam rubber ear inserts or heavy-duty ear muffs, consider that all ear protection prevent materials from entering the ear and causing damage. A common unsafe hygiene practice is repetitively handling ear plugs with dirty hands or gloves. When appropriate, use plugs that are attached to a neck brace,.This allows for using the frame as opposed to touching the ear plug itself.
Respirator guides outline safety and performance requirements. Guides are available from OHS organizations stipulating the material, exposure limits, properties, exposure routes, symptoms, target organs and first aid treatments. One such source is NIOSH Pocket Guide to Chemical Hazards.
Employer and worker PPE responsibilities are somewhat different from province to province. Legislation language varies from “requirement” to “general duty.” The Canadian Centre of Occupational Health and Safety provides information on jurisdictional requirements for individual provinces. Your customers can find the information by going to the CCOHS website, clicking on “OHS Answers” and then on “Personal Protective Equipment” which outlines provinces “where either party must pay for specified types of PPE.”
It’s important to note that “even where legislation requires employers to provide PPE, that statement does not mean it must be provided without cost to the employee.” Your customers must know that PPE requirements should always be clearly stated in the hiring contract and, if not, employees can make a point to request it to be included.
Be proactive. Educate customers on how to protect themselves from injuries. They should understand how to operate the tools and equipment and the protection they need. Educate them to help ensure their safety. CRS
James Wong is an OHS chief for the construction industry.
Reliability. Rentability. DONE.
Being built for rental performance means these machines tackle the toughest jobs…again and again and again. The difference is clear. The difference is DEERE.
JohnDeere.ca/rentalsales
A RELIABLE RENTAL
Local Rental Solutions thrives on trust and reliability.
Located in British Columbia, Local Rental Solutions is a relatively new addition to the Canada’s equipment rental market scene. With two locations in the province, the company’s team comfortably serves all corners of central and northern B.C., including remote areas.
by SUKANYA RAY GHOSH
Local Rental Solutions might not have a decades-long history of established service but it comes with a team of experienced individuals. The rental store was born when experienced industry professionals saw an opportunity in the B.C. rental market.
“Local rental Solutions was established in December of 2016. A group of experienced individuals within the equipment rental industry really saw an opportunity or a shift in the market that we wanted to take advantage of. So we gathered a group of local investors to fund our start-up. The business has been growing like crazy ever since,” says Dustin Graham, president of the company. Graham is also Local Rental Solutions’ founding partner and investor.
In every business, the team that operates it is one of the key drivers of its success. According to Graham, the story is no different at Local Rental Solutions. Its team is the reason behind its tremendous growth since it was established.
“I believe that we’ve been able to pull together a very qualified team of local experts. These are people with a deep knowledge of the equipment rentals industry, as well as the local market. Especially because we have strong niches within our business,” he says.
Explaining his background, Graham says that he actually grew up in the equipment rental industry. His family had a rental business that had a customer base of contractors and was focussed on general rentals to homeowners,
Dustin Graham, president of Local Rental Solutions, always had a knack for the rental business.
small business and contractors. Graham had been out of the rental market for about 10 years and spent some time with a retail business that he has since sold. However, he always had an affinity towards this market. After trying out other avenues, he realized his knack for the rental segment. There has been no looking back since.
The rental store currently has a team of around 20 people. The two locations are conservatively sized, being within 6,000- to 7,000-square-foot buildings. Graham adds that he has a farm nearby that helps with overflow storage.
NOT JUST A RENTAL SHOP
Although it is primarily an equipment rental company, Local Rental Solutions has more to offer. Graham notes that the rental shop also has an exclusive dealership line with Wacker Neuson’s equipment.
He adds, “We are a rental shop. We are an equipment dealer. We are very strong in certain niche areas such as aerial lift equipment, dirt works equipment and material handling. We also specialize in heating solutions and heating equipment throughout northern B.C. and even Yukon.”
As a northern business, heating solutions are quite a significant part of the rental shop’s offerings. Graham notes that they maintain contracting licenses with a team of qualified mechanics,
gas-fitters and electricians to enable Local Rental Solutions to provide turnkey installed solutions to small- and large-scale projects.
“Within the heating sector, we’re able to build on rental revenue with other value-added solutions. It is an area where we have knowledge and significant capacity to tackle any size project,” notes Graham.
Having a dealership along with the rental segment of the business is a plus for Local Rental Solutions. It gives the shop additional buying power and adds to the financial strength of the rental business. It helps the shop expand its customer offerings to include the ability to sell or finance new and used equipment, notes Graham.
As for the equipment inventory, Graham says that turnover is evaluated on a case-to-case basis. Each segment or inventory needs to be turned over uniquely. Its not accounting based decision. Graham notes that the priority is to keep the inventory well maintained all the times.
NAVIGATING CHALLENGES
In this highly competitive market, Local Rental Solutions has been able to grow well because of all the people associated with it.
Graham explains that any competitor can hang a shingle and offer the required equipment. But what works well for
Local Rental Solutions is the experienced team members, with niche focuses and a top-notch customer service experience that the store is able to provide
“Our people make the difference, the ability to be responsive, nimble and do what’s right for the customers is what matters most. I think that’s what stands out for our clients when they’re doing business with Local Rental Solutions versus other competitors,” he says.
The rental store, like every other business, has had to face the repercussions of the pandemic. When COVID-19 hit in full-swing last year, the shop saw an impact on its revenue stream due to the slack in the market. However, since the construction sector remained essential, business went on. When the second wave hit, there was some further financial impact. However, overall, the shop has fared quite well, notes Graham.
He further adds that the team sees challenges as opportunities to pivot and deliver to the clients. “Even during the pandemic, we saw it as an opportunity for us to strengthen our relationships with our staff internally by improving our safety measures and facilitating continuous communication. At the same time, we were delivering the best service we could to our clients.”
Graham notes that Local Rental Solutions is on an excellent foundation to grow. He does think about determining the next big moves for the business.
PROFILE
A CULTURE OF RELIABILITY
When Local Rental Solutions was established in 2016, a lot of thought was put into what the store would stand for and what culture it would promote. Even the name has a great deal of significance, according to Graham.
He explains, “Local is really how we want to conduct ourselves within the market, how we want to support the local community and be involved. Rental stands for what our core business is going to be. We love being in the rental market. Solutions is the part that we focus on every day and always keep at the top of our mind. When clients come to us with challenges, we are here to offer solutions.”
Besides a meaningful name, the rental store abides by two taglines. The first one is “The smart choice.” The idea behind this is that the store offers smart choices both internally and externally.
“I like our staff to remember that everybody does have a choice. Clients have the choice whether they want to
Local Rental Solutions is more than just a rental store. It also offers specialized heating solutions at jobsites.
come here or not and even the team members have the choice to work here or not. It is important to remember that people have choices. It helps keep you focused on the right thing,” says Graham.
The other tagline, “Built on safety, trust and reliability,” is a key foundation piece for the business. Safety is first in everything they do. Trust is critical to maintain relationships.
Big or small, every par t makes a difference.
“You have to be honest and upfront in your business dealings. The moment you are not trustworthy, there is an issue with the relationship, whether that’s between an employer and an employee, between co-workers, or between the shop and its customers,” says Graham.
He adds that reliability is equally important. The store wants the clients to rely on it to deliver solutions with excellence. There is no place for excuses. The team always strives to service client needs properly.
The taglines and messaging are used both internally and externally to great success. “I think that our clients really see that. They see that our team is committed, that we are reliable and we do what we say we’re going to do. It is really about having the right people within the right culture,” says Graham.
This work culture has worked especially in favour of Local Rental Solutions when it comes to building a team. The store has never had any challenge in attracting talent. Most people come in by word-of-mouth through the current employees and clients. And the store plans to continue driving success with this type of local culture. CRS
REVEALING RATES ONLINE
Adding rates on your website can make life easier.
Whether or not to publish rental rates on your website has been debated in our industry for decades. Should you make your prices public for all the world to see?
by MARY CROSSLIN
Busy clients looking for quick, comprehensive information will appreciate websites that include rates.
Personally, I have been encouraging clients to do this for many years. I have taken the position that your website is your additional, indefatigable salesperson. But, until last year, my own company had not followed that advice. As an organization, we made many of the same arguments that I have heard from clients over the past 23 years about why it was not the right decision for us. If your company hasn’t yet made this leap, you may recognize your reasoning below.
Last year our company was simultaneously working on a new website while investigating several different kinds of software products to improve our own internal processes and this exercise was enlightening. During our research for new help desk, phone and project management software, we immediately dismissed any
products that would not share their costs. Not only because it was a necessary factor in our decision-making process, but it made us feel that the company was hiding something if they were reluctant to share their pricing.
So, as we were re-writing our website, we finally took our own advice. I have heard from several clients during the past year that, internally, their organizations are also still struggling with this decision. So, I thought I would compile this article reasoning out the pros and cons and hopefully giving some of you some food for thought.
WHY NOT?
Let’s start with some of the main reasons rental businesses give for their feeling that prices on websites are a scary (or even terrible) idea.
Prices without context will deter people. Possibly… but there are people out there doing research. They need prices. They have chosen to use your website to accomplish that research. If they were to call your store, would you give them prices? Of course, you would! So, give them the information they need where and when they are looking for it. You can use tactics like “starting at’”and “contact us for [fill in the blank: corporate, long-term, bulk, etc.] pricing”. If they encounter your competitor’s website and it has no pricing on it, then they will by-pass them altogether and move forward.
My competition will know my rates. Who cares? First, they likely do now anyway – don’t you know theirs? If they place a “shopping” call to your store, your staff will tell them the rates on equipment when they inquire, right? Secondly, if they match your price, focus on value. You likely coach your staff to do this on the phone, you can design your website to do the same.
My competitors don’t do it. As the founder of our company would infamously say, “That’s great!” This is even more reason to do it – this distinction will drive business to your website. It’s SEO gold! Lead, don’t follow. If you don’t believe me, check with your SEO company, and if you don’t have one, get one.
It’s too complicated. This is a great point and another way to help educate your prospective clients and explain exactly why they need your company’s expertise. Use your website to show them options, give them details to take into consideration, and let them know that your team is standing by to assist them. Some of the very best websites I have seen use the opportunity to share their company’s expertise and show how they provide tools, experience and the right equipment to solve problems, overcome challenges, or bring their clients’ ideas to fruition. They simultaneously show how complicated their clients’ projects can be and why they are the right business partner to help them solve it.
WHY SHOULD YOU ADD RATES TO YOUR WEBSITE?
Your website is your 24-by-7 salesperson. Like your salespeople, it should reflect your culture, personality, and answer all the questions that your staff would answer by phone. Would you refuse to quote a price over the phone? No. So, provide today’s consumer with the same information via the method they choose to contact your business. Reduce friction for your client to do business with you. Your clients are busy and are often under time constraints. Give them the information they need without making them jump through hoops to get it. Their preferred method to gather data is via the web – give it to them without forcing them to call and talk to a live person during business hours. The person tasked to research pricing, options or solutions typically has no skin in the game and will simply move along to the next website if they don’t find the answers they need on yours. Buyers actually need the information. Any buyer is trained to search for a price as part of the buying decision. Being upfront about pricing builds trust. Not sharing pricing makes it seem as though your company is hiding something.
FEATURE
Sometimes clients need to do this research in order to re-evaluate their budget. If you feel that your staff would do a better job justifying prices or selling the added value I challenge you to listen to your staff field the typical “shopping price” call. Further, I challenge you to find ways to help your website make the points you hope your staff are making. Save time. Qualify leads without the time investment. If you want a healthy and profitable business, you must make a healthy profit margin. Not every prospect is your target audience. And while we are at it, free up your staff to provide outstanding customer service and han-
pictures and prices) on your website to allowing clients to request a quote to reserve that same equipment. Most rental software can receive such requests, where it can then be converted to a quote and emailed to your client or prospect. This does a few things for you.
It reduces time and touch-costs while decreasing errors in re-writing a request that comes to you via email from your website when the prospect fills out a form. One click and you have a quote! Your staff has better ways to provide outstanding customer service than re-creating an order the client just put together on your website.
“Your website should reflect your culture and personality and answer all the questions your staff would.”
dle more urgent talks than calls about pricing.
Promote brand integrity. Be honest and transparent about your products, services, expertise, and (yes) prices. Don’t just write about this culture on your website, show it by being upfront about your pricing.
It’s the key to the crucial next steps. Every rental store will be faced with updating their technology, not just in order to meet the needs of their clients during this unusual time, but to stay competitive going forward. In order to implement a shopping cart or e-commerce, you will need to share your rates.
I ADDED RATES…WHAT’S NEXT?
The next logical step is to integrate your rental software to your website and do a few different things. You don’t need to do them all at once. Stick your toe in the water of web integration and start with just one. Once you see how impactful that can be, tackle the next suggestion. Discuss with your rental software partner which one to try first. Here are a few options. Add a shopping cart. Go from simply showing a list of your equipment (with
It leverages the features of your rental software. Just like your rental software utilizes kits, related items, specialized pricing and screen notes to make it easier and faster for your staff to write tickets, you can make it easier for your clients to compile a list of equipment and request pricing and your staff to quickly review, convert and send the quote for their signature.
It allows you to check your availability and guide prospects into equipment that will take full advantage of your inventory. If you receive a request for pricing on something that you may need to sub-rent, you can suggest an alternative or offer an upgrade at the same rate. (Or one option I love even more: When you get the new order, offer your long-term existing client an upgrade at no charge to free up the equipment your new client just reserved.)
It increases up-selling by automatically introducing suggested items like tent liners, lighting, heating, power, safety equipment, or attachments. Think Amazon’s feature: “Other shoppers considered these items.”
It adds data to your marketing tools. Likely, you are using the data from your rental software to actively market to your clients. This will add prospect informa-
tion to that data and broaden your reach. It enables you to effectively do more while staying remote, responding to clients more quickly, and improving communication and levels of efficiency. Level up and move from a shopping cart to full e-commerce. Once you realize how much time a shopping cart saves you, consider allowing your clients to create real-time reservations. I know, scary right? As a self-proclaimed “control enthusiast,” I had exactly the same reaction when a client approached us about writing this feature several years ago. But, trust me, you can do this – within parameters, of course! With integrated credit card processing and electronic signature capture, you can take deposits as part of the creation of the reservation. You can limit how soon ahead of the delivery you want to allow orders to be placed, you can prevent changes within date ranges and even decide which clients can place these kinds of orders.
Add a customer portal. Allow your clients to self-serve in other ways. Provide your client a way to access their account information through a secure login on your website. This can also link to your rental software and allow them to pay invoices, re-print tickets, take equipment off rent and much more. This is a great way to alleviate the time your staff is spending on processing payments, doing collections and responding to back-office and accounting inquires while improving cash flow and making your clients feel empowered.
I hope that sharing the example of our own lessons here at Alert, as well as analyzing the commonly perceived negatives about posting rates has taken some of the nervousness out of the prospect. I further hope that examining the clear advantages will help you reconsider some of your own perspectives and re-think some changes to your website. I look forward to hearing how the changes that you make this year allowed you to meet your prospects where they live and give them the data that they require. Reduce that friction!
CRS
Mary is the COO/co-president of Alert Rental Software and can be reached at Mary@AlertRental.com and on twitter @MaryFCrosslin
The eye of the beholder
by Michelle Nicol, CERP “
Can I get a discount?” “What’s my preferred industry rate?” “What is my discount if I order in bulk?”
These are among the most popular questions we as event rental professionals hear on a daily basis. Having a client ask for a deal can be a sticky situation that you have the opportunity to turn into a positive experience for you and your client. This is your chance to showcase your company, to educate your potential customer on where the value is by selecting your company and to turn them into a loyal customer for life. Talking about price can be uncomfortable, especially if this request comes out of the blue and catches you off guard. When the question is asked of you, remember that you do not have to answer them right away. Do not leave them hanging for days or weeks, but give yourself an hour to evaluate their request and formulate your response. You should ask your client what budget they are working with, what percentage of their budget have they allocated for rentals and what is the most important thing to them in terms of their event. Be cautious not to allude to the guarantee of lowering your costs to meet their budget – chances are they have lowered it a bit for the sake of conversation in hopes of receiving a higher discount.
Unpack why they are looking for a reduction in price. What are they really asking? To save money. Is your pricing out of their budget because your pricing is on the higher end, or is their budget unrealistically low? Have an open and honest conversation on why your pricing is what it is, how you remain competitive within the industry and what value they are getting beyond the rentals by choosing your company. Ensure the client is seeing the big picture and comparing apples to apples. While your pricing may be on the higher end, perhaps you don’t charge a mandatory damage waiver or have a lower delivery fee, which all adds up to the final total.
Adding value to a sale will not only help foster a long term, loyal customer relationship, but will create a ripple effect in increasing your revenue down the road. What can you add on for your potential customer that will mean something to them? Upgrade their linen, chair or tableware to
a luxury level – no cost to you. Round up their items to the nearest dozen at no additional cost – they are going out anyways, what’s a few more pieces? Offer them a preferred delivery time at no additional fee – if you have the availability, now’s the time to do that. There are many ways you can add value to their overall experience that may seem normal to you, but will leave them feeling beyond satisfied with their experience. Here are a few examples of adding value. Replying to their emails within a few moments of receiving them, even if just to say that the email was received, earns major bonus points. Offering complimentary CAD drawings upon order confirmation. Flexible deposit and payment terms or samples at no charge for an at-home trial. Offering referrals to other suppliers in your network that will offer the same level of customer service is a great example of adding value without adding a cost, plus those suppliers may return the favour one day.
Nothing is more important than communicating with a customer and building that relationship. If there is an item that would achieve the same look or purpose in your arsenal that may cost less, let them know. They will appreciate your honesty, and this will build their trust in you to be someone who has their best interests (and budget) in mind.
At the end of the day, you want to make sure all of your clients feel heard, valued and important. There will be clients that just do not have the budget to work with you, no matter how much value they are getting with your company. Once you lower your price or offer a discount with a customer, the expectation will always remain that they are entitled to that preferred rate, even when the event industry is booming again. Value looks different to every client, it’s up to us to determine what that means to them and how we can help them achieve their event goals. CRS
Michelle is an award-winning account manager and festival specialist with Higgins Event Rentals in Toronto. She is an active member in industry associations and enjoys serving on a variety of boards and committees.
A versatile selection of telehandlers from top suppliers to offer better lift and place solutions to your customers.
TELEHANDLER SHOWCASE
REACHING NEW HEIGHTS
8 jlg.com
JLG Industries has introduced the newest model to its popular line of telescopic handlers. The JLG 1075 was developed as a result of customer input, requesting a 10,000-pound class telehandler with greater height and reach. The new model features a 75-foot boom that can lift up to eight storeys and offers a 60-foot reach. The high lift and reach of the 1075 make it ideal for use in the film, building construction, steel erection, demolition and renovation industries. Telehandlers are
often used to place loads on top of buildings, such as setting HVAC units into place on rooftops. With its longer boom length, the 1075 can achieve precision placement further onto a building, effectively doubling the reach of
a telehandler with a 55-foot boom. The new 1075 telehandler comes standard with JLG’s longitudinal stability indication as well as a twoway right-side view camera for improved visibility and operator confidence during operation. JLG designed the 1075 to have the advantages of a crane without its associated high rental cost and cumbersome assembly requirements. Optional technologies include SmartLoad and a remote-controlled boom, which can be used by an operator to place material at height from outside the cab. The remote control can
eliminate the need for two people – one in the cab and one at the location where the material is being placed – for improved efficiency on the job. Versatility is key when it comes to telehandlers and the 1075 follows this rule. The unit accepts a wide range of standard telehandler attachments, as well as a number of JLG specialty attachments, including its new sheet material handler for precision placement.
STRONGER THAN
BEFORE 8 genielift.com
Genie has introduced the
newest addition to its telehandler lineup, the Genie GTH-1056 telehandler. Extensively field tested to validate performance, the GTH-1056 has been purposefully designed to lower total cost of ownership by 10 percent while delivering 20 percent more lift capacity at max height in a machine with a 30 percent stronger design. The GTH-1056 builds on popular features found on the proven GTH-636 and GTH-846 models, including a side-mounted engine and stronger boom design, to deliver a rugged, reliable telescopic handler with a 10,000 pounds capacity. In addition to being built for performance, the GTH-1056 also was designed for durability. Able to lift 5,000 pounds at maximum height of 56 feet seven inches, and 3,000 pounds at maximum reach of 42 feet, the GTH-1056 boasts a 30 percent stronger boom and chassis compared to previous models. The boom with mid-pivot point uses a single lift cylinder. Owners can choose from three powertrain options to spec the GTH-1056 to the particular needs of their organization. In addition to the 120 horsepower Deutz engine with four-speed powershift transmission, Genie also offers a 74 horsepower Deutz Tier 4f engine with threespeed powershift transmission or with Continuously Variable Transmission. For rental applications, the 74-horsepower, DEF-free engine option is a low-maintenance solution. CVT delivers performance on par with the 120-horsepower engine, but with a lower purchase cost and better fuel efficiency. It delivers drawbar pull and drive speed performance that is similar to the 120-horsepower engine. To ensure the new GTH-1056 delivers on performance while reducing the time and expense of maintenance, the lower horsepower engine does not require diesel exhaust fluid. The 120 horsepower powershift, which
delivers 23,110 pounds of drawbar and 18 miles per hour drive speed, is best for customers with dedicated operators working in applications where maximum power and speed is needed every day. Further supporting rough-terrain operations while lowering total cost of ownership, Genie introduces its new long-life Enduro A/T tires, a hybrid, all-terrain tread design exclusive to Genie. The hybrid tread pattern on the tires combines the best characteristics of rock lug tires and conventional rough terrain tires. A wide centre bar delivers better wear on hard surfaces and self-cleaning outer lugs power through soft, muddy ground without becoming clogged. Enduro A/T tires also provide one-third longer wear before replacement is needed, reducing ownership costs. The Enduro A/T tires come standard on the GTH1056. The GTH-1056 delivers power to the wheels through limited slip differential on both the front and rear axles, which automatically shifts torque to wheels that are slipping.
FULLY ELECTRIC
8 snorkellifts.com
The Snorkel SR5719E is a fully electric lithium-ion battery-powered compact rough terrain telehandler. Delivering a maximum lift capacity of 2,600 kilograms, a maximum lift height of up to 5.79 metres, and a forward reach of up to 3.1 metres, the Snorkel SR5719E is completely zero-emission. Measuring just 1.89 metres wide, the SR5719E is highly manoeuvrable and suitable for indoor use, or outdoors in low-emission zones, such as city centers. Equipped with a highly ergonomic fully enclosed cab, or optional open cab, with adjustable steering column
and suspension seat, the SR5719E delivers maximum operator comfort. An intuitive multi-function colour LCD screen provides immediate display of all key parameters and integrated diagnostics and proportional joystick controls enable precise handling of loads. Powered by 80V 32-kilowatt-hour lithium-ion batteries, the SR5719E can perform continuously between charges for up to six hours depending on jobsite conditions. The on-board single-phase charger provides a full charge overnight, while off-board charger options are available for fast-charging capabilities. The SR5719E can also be top-up charged throughout the day. The SR5719E reduces operating costs by up to 60 percent over the diesel equivalent, while also significantly reducing noise. Built to handle rough terrain, the SR5719E has fulltime four-wheel drive and an oscillating axle and benefits from four-wheel steering with three steering modes –front, crab and coordinated. The lithium-ion batteries are proven to operate in temperatures ranging from minus-20
to 45C, and are backed by a 2,000 charging cycles or twoyear, whichever comes first, lithium-ion battery warranty. Batteries that reach the end of their life are to be returned to Snorkel for recycling. Snorkel telehandlers, including the SR5719E are available from Ahern Canada.
IMPROVED PERFORMANCE
8 gopettibone.com
Pettibone has introduced the Extendo 1056X telehandler to its X-Series lineup, providing a 10,000-pound-capacity machine capable of reaching lift heights of 56 feet. The new Extendo builds upon Pettibone’s tradition of rugged design while offering numerous performance improvements for contractors and rental users working in masonry, construction and other material handling applications. The Extendo
1056X comes standard with a 74-horsepower Cummins QSF 3.8 Tier 4 Final diesel engine that features a DOC muffler and requires no diesel exhaust fluid. The machine is also the first X-Series model to offer an optional Deutz 74-horsepower Tier 4 Final engine. A 117-horsepower Cummins engine option is available as well. Mounted on a side pod, the engine offers easy service access while allowing curbside visibility and ground clearance of 18 inches. Featuring a four-section boom, the 1056X delivers maximum lift capacity of 10,000 pounds, maximum forward reach of 40 feet, and maximum lift height of 56 feet. The boom structure’s formed plates offer greater strength while reducing weight. Fastener-less wear pads also simplify service, and heavy-duty extension chains help ensure stable boom functions. Cylinder cushioning has been introduced to dampen the end of strokes to avoid the wear-and-tear of hard, jarring stops, while also helping prevent the potential spilling of a load. The telehandler also uses a single-lift cylinder that improves operator sight lines and has twin non-tensioned hydraulic lines for tilt and auxiliary plumbing. A pintle hitch mount adds
versatility for towing. Tight steer angle capability provides an efficient turning radius of 14 feet, four inches. The Dana VDT12000 Powershift transmission offers three speeds, forward and reverse. The Extendo operator cab maintains Pettibone’s ergonomic seat, pedal, joystick and steering wheel positions, while optimizing line of sight in all directions. A new analog and LCD gauge cluster comes standard. An optional seven-inch digital display with integrated back-up camera is also available. The cab also offers enhanced climate control, flat bolt-in glass, split door design, openable rear window, USB accessory plug, lockable storage under the seat, and water-resistant components for easy interior washdown. All-steel fuel and hydraulic tanks are built to resist damage.
FEATURING LATEST TECHNOLOGIES
8 load-liftermfg.com
The four Reach Series tele -
scopic handlers offered by Load Lifter continue the company’s tradition of high performance and optimum operator visibility. Fast, responsive hydraulics gives the Reach series an edge in job site material handling. Operator modules offer the latest in controls and ergonomics, providing operators everything they need for productive material placement and workplace efficiency. Reach series telescopic handlers cover three different capacity ranges. The 518 model is 5,500 pounds capacity with a lift height of 18 feet and four inches. The 642-G model is 6,000 pounds capacity with a lift height of 42 feet. The 842-G model is 8,000 pounds capacity with a lift height of 42 feet. The largest model offered by the company is the 1056-G which is 10,000 pounds capacity and an overall lift height of 56 feet. Each of these models offer a wide range of attachments.
THE LITTLE BIG CAB
8 skyjack.com
Skyjack’s newest telehandler is the compact SJ519 TH, which was launched early 2018. Designed to maximize operator’s cab space, the SJ519 TH rounds Skyjack’s telehandler product offering and positions the company
to compete in all core telehandler classes. This new product offers a 5,500-pound lift capacity and a maximum lift height of 19.1 feet. With a fully opening door, operators can access their cab with ease. At its maximum reach of 11.25 feet the SJ519 TH can still lift a rated load of 2,000 pound. All major service points are easily accessible, and it’s the attention to serviceability detail in the design of this product that aligns the equipment with Skyjack’s easy to do business with attitude. With a focus on versatility, Skyjack’s new SJ519 TH has numerous options that allow the rental store to utilize it in a number of applications in addition to its traditional pick-and-place capabilities. For instance, with high-flow auxiliary hydraulics standard and a skid steer adapter plate option available, fleet managers can utilize the SJ519 TH in applications that previously required a skid steer. CRS
E-mail: eastcan@rogers.com • Cell: 416-230-8045
HOPE IS NOT A PLAN Proud to be local
by Adam Snook
There are many ways to support local businesses within our communities.
If there’s one positive that’s come out of this COVID craziness, it’s a renewed campaign to really promote supporting locally owned suppliers of all kinds.
Countering the increase in Amazon and Walmart online sales is an equally increasing realization of the importance of supporting the local businesses that are either owned by or employ your neighbour.
The Canadian Federation of Independent Business has said that it is expecting over 100,000 Canadian small businesses to close over the next six months due to the pandemic. It has been trumpeting this over news channels mediums all across the country for months now. People are starting to take notice.
We need to do a much better job of telling current and potential customers how local we are. I’m not talking about the fact that the business is just owned by someone who pays property tax in the same town. I’m talking about all of the support we offer to local events: sponsoring sports teams, charity drives, equipment donations to fundraising events, donating equipment to emergency situations... the list goes on.
When the local ball diamonds need an aerator donation to keep the fields green they don’t go to Home Depot, they come to us.
When the Festival of Lights needs a boom lift donation to string lights on a 60-foot tree they don’t go to the multi-national to get a donation. They come to us.
We’re the ones buying meat lottery raffle tickets and sponsoring the boards at the local hockey rink.
The biggest problem is that most of us don’t like banging our own drum. We help out because it’s the right thing to do, not because we want accolades.
We need to change that! There are ways to get the message out that we are truly local without coming across as bragging. Post it on
your Facebook and Instagram pages like you’re promoting the event, while at the same time promoting yourself. Social media is a huge local advantage. No one pays attention to the Facebook page of a company based in Los Angeles unless you’re local to them and have an engaging page that gives you an immediate leg up.
Ask the people you’re donating the product or service to if they’d be so kind as to put your logo and name on any event banners and a mention on their Facebook pages as well.
Always ask a satisfied customer to leave you a review on Google and Facebook. The request is free and they make a huge difference when new customers are looking for possible suppliers.
Being truly local should be one of your sales team’s first promotional tools. We all rent out the same equipment for relatively the same prices. There’s a chance that whoever you’re promoting your equipment to will have been at the event you sponsored, or maybe their kid was on the hockey team that you donated to.
Personally, when we’re trying to gain a new customer and once we’ve overcome the price point issue our biggest selling point is the fact that when they call for something they’re talking to an owner, not a call centre. It makes a huge difference.
Lastly, don’t forget to support the organizations that support your small business. They give a voice to small businesses like us who the decision makers wouldn’t otherwise listen to:
• Canadian Federation of Independent Business
• Canadian Taxpayers Federation
• Local Chamber of Commerce CRS
Adam Snook owns JustBins, a Regina-based provider of waste disposal solutions. His background includes building First Choice Rentals, an Alberta-based equipment rental and oilfield service provider.
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