SJIII 3219 SCISSOR LIFT
Variable speed front wheel hydraulic drive and 90° steering, allows our compacts to maneuver in the smallest spaces.
The SJIII 3219 offers an easy to service, low maintenance design in a compact and versatile package. Featuring a 3’ roll out extension deck, the SJIII 3219 offers a working height of 25’—25% gradeability, and boasts an industry leading 550 lb capacity. Durable steel swing-out component trays provide unrestricted access for easy maintenance and service.
Annex Publishing & Printing Inc.
P.O. Box 530, Simcoe, Ontario N3Y 4N5 (800) 265-2827 or (519) 429-3966 Fax: (519) 429-3094
EdItOr I Patrick Flannery pflannery@annexweb.com (226) 931-0545
SAlES MANAgEr I Ed Cosman ecosman@annexweb.com (519) 429-5199, (888) 599-2228, ext 276
SAlES ASSIStANt I Barb Comer bcomer@annexweb.com (519) 429-5176, (888) 599-2228, ext 235
MEdIA dESIgNEr I Brooke Shaw
grOuP PuBlIShEr I Martin McAnulty mmcanulty@annexweb.com
PrESIdENt I Mike Fredericks mfredericks@annexweb.com
Publication Mail Agreement #40065710. RETURN UNDELIVERABLE CANADIAN ADDRESS TO CIRCULATION DEPARTMENT, P.O. BOX 530, SIMCOE, ON N3Y 4N5 e-mail: subscribe@canadianrentalservice.com
Printed in Canada, All rights reserved. Editorial material is copyrighted. Permission to reprint may be granted on request. ISSN 0383-7920
Circulation e-mail: subscribe@canadianrentalservice.com Tel: 866-790-6070 ext. 202 Fax: 877-624-1940 Mail: P.O. Box 530, Simcoe, ON N3Y 4N5
Subscription Rates
Canada- 1 Year $42.00 (plus 5% GST - $44.10) U.S.A. - 1 Year $60.00
Occasionally, Canadian Rental Service will mail information on behalf of industryrelated groups whose products and services we believe may be of interest to you. If you prefer not to receive this information, please contact our circulation department in any of the four ways listed above.
Serving the Canadian rental industry for 36 years. www.canadianrentalservice.com
Editorial
4
Use your network to help your customers. by Patrick Flannery
26
Right on the money
The Rental Show 2013 invites you to strike it rich in Las Vegas.
10
President’s Message
Volunteers are the lifeblood of the CRA. by Ed Dwyer
12
A true classic
The Campbells do business with a handshake.
18
Scale down Beat water scaling and the diseases it can cause with electronic water treatment.
30
Drain cleaning showcase
Unblock your sales and start a healthy cash flow.
25
Legalese
Protect your company name with a legal trademark. by Deryk Coward
34
The Back Page Do any of these customers seem a little bit familiar?
Promote your customers
Here’s one bright idea for how to use your social network.
Scanning through my Twitter feed the other day, I came across a tweet from Raj Tents, a party rental outfit in California. Raj Tents was tweeting about its client’s event: a fundraiser for a local zoo. Apparently, Raj had rented the zoo a number of tents for its fundraiser, and now it was drawing attention to the upcoming event in the Twitterverse.
T hat was smart. Promoting your clients’ events helps make sure those events succeed. The more successful they are, the more likely the organizers are to do everything mostly the same the next time, including renting from the same shop. The more people at the event, the more eyes fall on your contribution and your logo and phone number. It is a great use of social media and shows your customer you understand modern communication. And the customer notices and appreciates the value-add. All this from taking less than a minute to bang out a tweet.
M aking sure your customers succeed when they use your equipment must be a principle that applies in the equipment rental world, as well. Proper training is one obvious way to do this, as is taking care to fit the right equipment to the job. But could we go further? If you were renting heaters
Hyundai and Cummins join forces
Hyundai Heavy Industries and Cummins have announced a 50/50 joint venture partnership to manufacture MidRange engines in Korea extending from 150- to 300-horsepower output for application in a wide range of Hyundai construction and industrial equipment.
Toyota to acquire Cascade
Toyota Industries Corporation and Cascade Corporation have announced they have entered into a definitive agreement under which TICO will acquire 100 per cent of the shares of Cascade for $65 per share in cash in a transaction valued at $759 million pursuant to a tender offer.
Atlas Copco buys NewTech Drilling Products
Sweden’s Atlas Copco has agreed to acquire U.S.-based NewTech Drilling Products. The acquisition will add to Atlas Copco’s offerings, specifically in the areas of mining as well as oil and gas exploration.
by Patrick Flannery
to a big highrise project, you might tweet a link to the owner’s website showing mock-ups of the completed tower and comment on how great it is going to look when it is finished. Or (with the owner’s permission) take a shot or two of a nice project a homeowner completed using your equipment and share it on Twitter or Facebook.
People talk about social media as if it is a new thing, but the core concept is, of course, as old as the hills. Take a look at incoming CRA president Jeff Campbell’s profile on page 12. There is a guy who is into the rental business and classic cars because they are, in his words, social. It is amusing to reflect that while today’s Internet gurus are bleeding from the ears trying to figure out how to “monetize” social media, smart businesspeople like Campbell have been making money using a skillful, social approach for centuries. I think social media changes the venue for the interactions that lead to good business, not the nature of those interactions or the foundations of business itself. Instead of smoky back rooms at a bar, golf club or trade show, the interactions are taking place on a web page. But the interactions, if they are to be successful and profitable, must be the same, and the underlying business proposition must be sound.
A ssociations and trade shows are two more old ideas based on the same principle. If rental operators, even competitors, get together to co-operate and learn from one another, everybody does better and the industry gets a lift with its target market. It is an effect that goes beyond the direct benefits of insurance rebates and trade show dealmaking. Like all such effects, it can be hard to quantify and the effect is more noticeable as more operators participate.
M aybe if more of us got involved in creating a positive business environment, as well as in doing the obvious things that directly help our own operations, we would see a powerful surge of energy and interest in the market. CRS
NEXT ISSUE:
• Pump showcase
• Website walk-throughs
S UN AND f UN AT O NTA r IO C r A g O lf TOU r NAMENT
Golfers from the Ontario Canadian Rental Association got to work on their tans as well as their swings at the annual golf tournament on Sept. 11. The day was bright, the course was green and there were smiles all around as 82 rental operators and suppliers engaged in some friendly competition and socializing.
The tournament moved this year to Hawk Ridge Golf Club in Orillia, Ont., and conditions on the course and in the clubhouse were excellent. The past and present CRA executive members manned the registration table, ran games and sold raffle tickets around the course, with Shirley McCormick coming out of retirement (again) to help out. Everyone at the registration desk was sporting some very smart new CRA windbreakers, and each golfer got one. They would have been welcome last year, but on this occasion it was too hot for a jacket by tee-off time.
The format was a best-ball scramble. Hole sponsors were National Event Supply, All Cover Portable Systems, Atlas Copco, G.C. Duke Equipment, Diamond Products, DeWalt, Bradford Rentals, Cavalier Industries, Rentquip, MBW, Point Of Rental, TVH Canada, National Hose, Echo, Bartell Morrison, Wacker Neuson, Flagro Industries, Uniquip, Western Financial Group, Construction Equipment Solutions, Vulcan Tools, L.B. White, Skyjack, Husqvarna and DSI Diamond. The Canadian Cancer Society was camped out at hole 17 and raised $1,400 selling extra chances at closest to the pin.
olah joins caledon propane
George Olah has accepted a new position as vice-president of Alliance AutoGas Canada with Caledon Propane of Bolton, Ont. Caledon Propane was established in 1972 and is well known in the propane industry for its propane service excellence. Caledon has joined the Alliance AutoGas network, a North American consortium of more than 50 partners, coast to coast. Alliance partners include premier equipment providers, certified conversion centres and an expansive network of
auto propane fuel providers.
“I look forward to working with rental operators to supply energy and technology solutions for their propane needs, and to acquaint them with the many cost savings and energy benefits of using auto propane in their daily business,” Olah says.
Olah was previously the general manager of operations for ABCO Equipment in Toronto, and a columnist in Canadian Rental Service magazine.
KawasaKi engines going into excel turf products
The Engine and Power Products division of Kawasaki Motors USA has announced a unique exclusivity arrangement to supply engines for inclusion in Excel Industries North American turf products marketplace.
The agreement covers a spectrum of products sold by Excel under both the Hustler Turf Equipment and BigDog Mowers brand umbrellas. Units are used in residential, commercial, industrial and golf course applications and are sold through a U.S. network of more than 1,600 dealers. These units will be powered by Kawasaki’s FX, FS and FR engines manufactured in Maryville, Mo.
“This marks the first time that Kawasaki has made an exclusive supplier arrangement and we’re excited about the many benefits end-users will see because of the collaboration of two leading companies in the lawn care industry,” said Laura Holtrop, national sales manager at Kawasaki.
The Excel products include BigDog Mowers branded C Series, R Series, X Series and Hustler Turf Equipment branded Sport, FasTrak, X-ONE, Super Z. Adam Mullet, director of marketing at Excel Industries, said a total of 67 units from the Hustler and BigDog Mowers line-up will all be fitted with the Kawasaki engines effective immediately.
“Our company has prided itself on innovation since developing the industry’s first zero-turn mower in 1964, and this alignment with Kawasaki is another opportunity for our dealer network to differentiate our brands from the competitors,” said Mullet.
Courtesy of Over the Top Tents & Events
atlas c opco launches construction equipment service division
In mid-2011 Atlas Copco announced the creation of a dedicated service division for its newly formed Construction Equipment business unit. The new division is now operational. According to the company, the Construction Service Division is a more focused service organization supporting the construction, demolition and road construction industries. It is believed that this focus will allow Atlas Copco’s Construction Service Division to be more responsive, agile and customer-centric.
“We want to be a next-generation service provider, not just a parts provider,” said Darko Ilic, national service manager of the service division for Atlas Copco Construction Equipment Canada. “In fact, we want to be the leader in service in the entire construction industry.”
Ilic outlined some of the resources that are in place to support that goal. In addition to a 24-hour tech support hotline and the main warehouse in Mississauga, Ont., the Construction Service Division maintains service shops in Milton, Ont., St-Leonard, Que., and Edmonton, Alta. All offer refurbishment, repair service and field service, and are staffed with factory-trained technicians.
“We want to provide the service the customer wants,” Ilic added. “Some customers want to maintain and later resell their own equipment. In that case, we’re happy to supply on-time spare parts and technical advice. Other customers will want equipment repaired in the field, or fully refurbished or rebuilt – we can do that. Or maybe the customer wants to trade in used equipment on new or used Atlas Copco equipment, or simply wants to purchase used equipment from us. We now have a used equipment program that grades the used machine with from zero to five stars, from no warranty to a limited or even full warranty in the case of our Premium Used Equipment.”
The new division also offers service training to customers and dealers.
M U lTIqUIP ADDS MODE lS TO WHITEMAN POWE r TrOWE l lINE
Multiquip has announced the expansion of its Whiteman power trowel line. The company will now offer 36-inch J-Series and 46-inch B-Series MQ Whiteman walk-behind trowels powered by Subaru engines.
“As the leader in concrete finishing equipment, we’re continually looking for ways to provide added value for our customers,” said Juan Quiros, director of product management for Multiquip. “The addition of Subarupowered Whiteman walk-behind trowels provides contractors with a highquality engine choice while delivering the performance and reliability they expect from Multiquip.”
The Subaru EX-Series engine features a chain-driven OHC design for reliable performance. Multiquip hopes contractors will appreciate the builtin automatic decompression, which reduces engine-pulling force by 30-40 per cent and ensures starting on the first pull. This engine is protected by Subaru’s five-year warranty, while the trowel is covered by the standard Multiquip warranty.
KU bOTA OffE r S TIE r 4COMPlIANT ENg INES
The next emissions standards for non-road diesel engines with an output range below 56 kilowatts will come into enforcement in 2013 in North America, Europe and Japan. In order to ensure product readiness from the beginning of the new standards, Kubota has initiated the certification application process from early 2012.
After receiving the first approval from the U.S. Environmental Protection Agency on May 7, Kubota has announced it has received certification approval from the EPA, the California Air Resources Board and the European Union regulatory authorities on all engine series with an output range below 56kW.
Certified models include Kubota’s Super Mini Series, 05 Series, 03 Series, 07 Series and V3 Series of industrial diesel engines. Tier 4 and Stage IIIB are extremely stringent standards. The new standards require further reduction of particulate matter (diesel soot) by 90 per cent in comparison to the previous standards.
In order to comply with the new standards, Kubota employed such technologies as common rail systems, electronic fuel injection, exhaust gas recirculation and diesel particulate filters for improvement of emission performance. These technologies will deliver quieter, more durable and more fuel-efficient engines with minimal impact to the engine package for ease of installation into OEM machines.
In additional to the above, Kubota also developed and introduced a new emissioncompliant diesel engine with output ranging between 19 and 37 kW that uses Kubota’s proprietary TVCS combustion system and unique DPF regeneration system. Kubota also obtained EPA and CARB certifications for diesel engines with output ranges below 19 kW. Kubota obtained the emission certifications without adding new devices, but instead with further optimization and improvement of existing technologies.
Production of these new emission certified engines has begun for use in Kubota-branded agricultural and construction machinery as well as such OEM equipment as construction machines, gen-sets and welders.
THE ONLY THING QUIETER THAN A HATZ SILENT PACK RUNS ON CHEESE.
When competing with Hatz Silent Packs, others start playing cat and mouse games with their quiet stories. Truth is, Hatz Silent Packs are the quietest encapsulated engines in the industry. They even eliminate unwanted vibration with an additional balancer shaft making them ideal for residential areas, school and hospital zones…especially during early morning use. You’ll also like their low-installed dimensions and optimized cooling air flow. So if you want an engine that’s quiet as those little cheese-eaters, go with the Silent Pack or you could end up with a mouse that roars!
Onward and upward
“Volunteers are not paid – not because they are worthless, but because they are priceless.” – Anonymous
by ED DWYER, CRA PRESIDENT
Iwant to thank all the volunteers from across Canada for the passion they bring to our organization and to the rental industry. I am truly impressed by the amount of time they devote to the Canadian Rental Association. Our volunteers are without doubt our biggest asset.
It has been a blast, but this is my last President’s Message as my term is coming to an end. I am honoured to have served as your president for the past year. Thank you for your support as we worked together to raise the standard. I am sure our incoming president Jeff Campbell will do a great job replacing me and writing these monthly messages as there is a lot to write about in our rental industry. I want to take a few moments to reflect on the past 12 months. It was an exciting year for the CRA. The CRA today is in great shape, our membership is up, our trade shows are doing well, our insurance program is the envy of the rental world and we have many benefits to offer our members. Today, over 900 rental stores across Canada are CRA members. We also have over 200 Canadian supplier members. When a Rental Store joins the CRA they also become a member of the American Rental Association. Being an ARA member has tremendous advantages for you. The ARA has a staff of over 60 people in its head office who are there to help you. Visit their website at www. ararental.org and use your password to go to the members only section. I am sure you will be impressed.
Ed Dwyer owns and operates C & T Rentals in Winnipeg, Man. He is past president of the Manitoba Rental Association and also an active member of TAB (The Alternative Board).
Looking to the future, our Member Benefits, Insurance, Website, Trade Show and Social Media/Advertising committees will be the means by which we will develop new membership benefits. I also see in the future that we will need more understanding of rental metrics. These metrics are financial standards for the equipment rental industry. Most metrics are associated with fleet efficiency, financial utilization and changes in rental rates. Until now, there have not been consistent benchmarks rental companies can use to measure their performance against their peers. This makes it virtually impossible for rental store owners, banks and investors to understand industry performance or to make meaningful comparisons between firms in our industry.
Recently, the ARA undertook a project aimed at producing a standardized set of key performance metrics for our industry. These new industry standards are known as the ARA Rental Market Metrics. Many major software providers are ARA associate members and have endorsed these standards. In the near future, their software will be updated to calculate these new metrics for us at the push of a button. This will be a great opportunity to improve our individual company performance and profits by comparing our company metrics to industry benchmarks. There is also the opportunity for worldwide adoption of these performance metrics.
One of the biggest highlights of my presidency was making the rounds of the trade show circuit. I learned so much and met many people by attending the Vancouver, Saskatoon, Ontario and Montreal shows. The social aspects of our trade shows are the thread that holds all of us together, and our trade shows are some of our biggest benefits.
To wrap up this message, I have been in the Rental Business for more than 25 years. The small yearly dues I pay to be a CRA member have been and continue to be one of the best investments I have made in my business. With a combined total of more than 60 very skilled people from CRA and ARA to help us, we are the envy of other trade organizations. Please call me at 204-594-7368 and I would be happy to talk to you about the best trade organization in Canada, the CRA. CRS
Restoring antique cars is Jeff’s passion and stress-reliever. He has an encyclopedic knowledge of early automotive history. Here, he is in a 1913 White that still runs.
of rental equipment his customer needs from larger operations in other cities, partly because he knows everyone through his work with the Canadian Rental Association, and partly because they are not his competitors. “Right from day one, my father kept saying ‘Service, service, service,” Campbell remembers. “That is what we do, we do not rent equipment, we give service. I rented out a two-behind boom lift [recently]. I had promised it for the next day but mine was still out on rent. I drove to Barrie after work to meet Dale [Brinklow] from Minden to get one for the guy for the next morning. We do not go out trying to rent 100 generators, but if you want 100 generators and you are a customer of mine, I will get 100 generators for you.” When Campbell is not at the shop or a CRA meeting, he is in his garage, fixing
or rebuilding one of several classic cars he drives and shows. And these are not classic in the sense of being a few decades old. Campbell’s cars include a 1913 Twombly, a 1913 White, a 1925 Star and a 1928 Studebaker. “For me, the cars are just like work,” he says. “It is social. I like the rental business because it is social and I like the antique cars because it is social. When I am driving an antique car at 30 miles per hour, it slows me down and I enjoy life. “ Riding in one of Campbell’s cars, it is not hard to see his point. They are open to the sky, more like horse carriages than automobiles, and you almost cannot help but wave to people as you go past. There is a friendliness, a simplicity, to the cars that mirrors Campbell’s approach to life and business. Take a moment, connect with someone, and good things will happen.
In 2013, Jeff Campbell takes his seat as national president of the Canadian Rental Association, having risen through all the chairs in the Ontario local. He says the national CRA has experienced a period of tremendous change and growth due to the strong efforts of recent boards, and his presidency will focus on fine-tuning and streamlining the execution of those initiatives. Communicating the changes and new services to members and potential members will be important, he says. Campbell is following a family tradition of association involvement, as his father became a member almost as soon as St. Thomas Rent-All opened. “It has made a small guy’s world much bigger,” Campbell explains. “The reality is, all of a sudden I am not just the little guy in St. Thomas. I know people throughout Ontario and then I move up to the national board
and I know people throughout North America. I got to sit on the Global Rental Alliance board and now I know people throughout the world.” Campbell says the broadening experience of attending CRA trade shows and meetings makes rental operators better businesspeople and opens their eyes to possibilities and
approaches they could never otherwise understand. “I am a car guy and I belong to one club,” Campbell says to illustrate the point. “It was about 15 years ago I started realizing that there are other clubs and how narrow minded you can get, how my blinders were on. I didn’t realize what else was out there that I enjoy. It
A rare chance to get a look at St. Thomas Rent-All without a crowd of customers at the counter.
Campbell gets a steady stream of business both from neighbourhood homeowners and local small contractors.
is not that the club I was in was wrong, just that there is a whole bunch more out there.
“My father told me before I bought the business that if you surround yourself with people you respect and admire, it will rub off on you,” Campbell says.
“I remember walking down the road with my grandfather when I was eight years old,” Campbell goes on. “He was a car salesman. We were walking down the road in Brantford and a guy coming toward us walked over to the other side of the road. And my grandfather said, ‘Jeff, a successful man is a guy that can walk down the road and look everybody in the eye.’”
In St. Thomas, and around the world, the Campbells are out there looking everyone straight in the eye. CRS
S CA ling b AC k di S e AS e R i S k
Electronic water treatment can reduce a health risk in humidifiers and cooling towers.
The Legionella bacterium, legionella pneumophila (LP), the fundamental agent of legionnaire’s disease, is a water-based organism that causes infection when inhaled in an aerosol form. Legionnaire’s disease acquired its name in 1976 when an outbreak of pneumonia occurred among people attending a convention of the American Legion in Philadelphia. Later, the bacterium causing the illness was named Legionella.
by JAN DE BAAT DoELMAN, PRESIDENT oF SCALEWATCHER NoRTH AMERICA
Scale buildup like this is a perfect breeding ground for Legionella bacteria. Regular water treatment does little to control it.
Normally associated with cooling towers and evaporative condensers, mist machines, humidifiers, whirlpool spas and showers, the legionella is most commonly associated with the disease outbreak (legionellosis), which travels by air and is caused by the inhalation of contaminated water in the form of aerosol spray that is smaller than five micrometres. The Legionella bacteria thrive in stagnating water in tanks, reser-
voirs, dead legs in piping systems and other poor flow areas. The bacteria require temperatures between 68 and 113 F (under 68 F they survive; over 140 F they are killed) and a supply of nutrients found in algae, rust, sludge and scale.
P REVENTIONS
Health agencies continually draw attention the risks and good practices concerning
TECH TIPS
LEFT: Scale and Legionella bacteria can accumulate wherever water flow is restricted. Humidifiers, air conditioners, cooling towers and water heaters are major sources.
CENTRE: Microscopic legionella pneumophila are dangerous because they can travel through the air in water droplets and infect lungs.
RIGHT: Electronic water treatment prevents scaling and the associated formation of LP biofilms.
cooling towers and evaporative condensers in cooling water treatment.
Conditions that affect the proliferation of legionella include:
1. The presence of scale deposits or algae growth in the water
2. Dead legs in the pipework or stagnation due to very low use of outlets
3. Low temperature in potable hot water heaters and distribution systems
4. Stratification of water in water heaters
5. Inappropriate water treatment LP may be able to colonize certain types of water fitting, pipework and materials used in the construction of water systems. The presence of such materials, and of large quantities of sediment, may provide nutrients for Legionella and can make eradication dif-
ficult. In practice, LP is found in many recirculating hot and cold water systems particularly in larger, complex systems such as those found in hospitals, hotels, office blocks and factories.
Managing the risks from legionella in water systems requires a holistic approach and a suite of control measures underpinned by a suitable and sufficient risk assessment specific to the risk
Features such as the new Active Air Filtration™ system allow our machines to run up to one year without filter service. Filter inspection is required with normal maintenance. The advancement of the X-Torq® engine produces 75% fewer emissions and reduces fuel consumption by 20%, reducing its environmental footprint. In addition, the ergonomic design reduces vibrations and lowers power-to-weight ratios, ensuring maximum efficiency and decreasing operator fatigue.
Years of practical applications and knowledge enable us to develop machines that stand out in the crowd.
Husqvarna K 760
Husqvarna K 1260
Husqvarna K 970 Ring
When selecting a power cutter, certain criteria come to mind: reliability, ergonomics, efficiency and power. Husqvarna’s innovative features and ergonomic properties meet these criteria to give you the best machine on the market.
system in question. In hard water areas, scale formation can be a problem unless properly managed, and can increase the likelihood of legionella persisting.
S CALE
Scale or lime-scale is a hard, rocklike deposit of calcium or magnesium salts that forms in heat exchangers and cooling tower packing and other
DEPENDABLE.
water-fed equipment as a result of heat and increased concentration factor. Scale formation impairs heat transfer, interferes with flow and cooling, and can be a breeding ground for legionella bacteria. The scaling tendency of a water supply will depend on the hardness of the water but if not adequately treated even relatively soft waters can become
Your work, your word – even you. So much of what you do relies on being dependable. Shouldn’t your equipment be held to the same standard? Subaru offers a full line of generators and pumps, all powered by Subaru’s technology-leading overhead cam engines – so there are no questions, no worries, just
highly scaling when concentrated by evaporation. Poor control not only puts your cooling process at risk, but also can squander money in wasted energy, chemicals and water charges. Scale is a major problem in both hot and cold water systems. Dripping taps can deposit scale in and around the tap, and with high ambient room temperatures, provide an ideal growth
2013 CRA Ontario Table Top Trade Show
Saturday, January 19, 2013
Nottawasaga Resort
6015 Highway 89, Alliston, ON
9:00 to 10:00
Seminar – Safe operation of aerial equipment by Tom Bell of Haulotte
10:00 to 11:00
Seminar – National Equipment Register by Bob Goodall of Verisk Crime Analytics
11:00 to 4:30
Table top trade show
6:00 to 11:00
Dinner and entertainment
• Ontario Awards
• Game show mania
For more information contact:
Dale Brinklow • 705-286-3047
Mike Maltby • 519-485-4231
James Morden • 705-435-3844
For registration go to: http://CRA. cvent.com/OntarioTabletopShow
TECH TIPS
medium for LP. In hot systems, scale can trap Legionella and biofilms. This provides a perfect growth medium, which disinfectants cannot penetrate. Scale deposits colonized by Legionella can continuously recontaminate a system, even after disinfection. Biofilms trapped are a source of nutrients for LP and can lead to taste and odour problems from the products of their metabolism.
Scale is a major cause of inefficiency in hot water systems. Scale on heat exchange surfaces dramatically reduces the heat transfer efficiency and promotes corrosion in the calorifiers and pipework. Descaling of a hot water system is time consuming and expensive. Water softeners can reduce scale, but there is growing concern over the increase to sometimes-high levels of sodium in the water.
A IR CONDITIONIN g AND RE f RI g ERATION SySTEMS
Many air conditioning and refrigeration plant systems are water-cooled. The heat generated by cooling coils is removed by water, which is passed through a watercooling tower. These are recirculating systems, which operate at temperatures ideal for bacterial and algal growth, and have plentiful supplies of nutrients. They have been highlighted as a major possible source of legionnaire’s disease mainly because of the large number of people that can be affected.
However, in a tower that is well-designed and maintained, chances of problems with LP are greatly reduced. Most cases of outbreaks have occurred in towers, which were badly designed and had little or no maintenance. In cooling towers, temperature, water hardness, pH, scale and corrosion are all factors, which increase the chance of biofilms, algae and Legionella colonization. Many agents are used to control these factors, including scale and corrosion inhibitors, dispersants and biocides. Water softeners are sometimes used for soft water, which can cause a problem with foaming.
Biofilms are a major problem in cooling towers. Biofilms and scale can reduce the efficiency of cooling systems to the point where the system no longer functions with regard to heat transfer. Health and safety officers recommend the periodic chlorination and descaling of cooling towers. However, chlorine is not always compatible with other treatment chemicals like corrosion inhibitors, is not effective in alkaline water and can itself cause corrosion. Some biocides are effective against LP if used in sufficient concentration. Strains of LP and other bacteria may become resistant to particular biocides, so dual or alternating biocides are used.
A LTERNATIVES
What is required in all the systems – cold, hot and process – is a method of continuously controlling scale deposition and a water treatment regime that prevents the growth of biofilms, bacteria and, in particular, LP. This method is now available in the form of electronic
TECH TIPS
SURFACE
scale treatment of water to prevent scale deposition together with the chlorination of all water supplied, both hot and cold. This involves the fitting of electronic water descaling equipment, such as the patented Scalewatcher, at strategic points in the water system. Electronic water treatment works by inducing magnetic and electric fields with continuously changing frequencies. This forces free dissolved mineral ions in the water, such as calcium and magnesium, to crystallize before they can settle. This action stops or reduces build-up of hard scale, and increases the capability of the water to dissolve minerals, which softens existing scale. Broken-down scale slowly enters the water stream and flows out with waste water 30 to 90 days after installation. Water treated by such systems will prevent scale from forming in pipework and on heat transfer surfaces, and will also, over a period of time, remove existing scale deposits. There are many advantages to this non-intrusive engineering solution:
1. Energy use is greatly reduced due to heat exchange surfaces remaining free of scale deposits (just a ¼ inch of scale increases energy costs by around 40 per cent).
2. Corrosion caused by scale deposits is eliminated.
3. Extensive downtime and labour cost involved in descaling systems is eliminated.
4. A source of colonization by biofilms and LP is removed.
5. Water distribution efficiency and pressure is increased by removal of scale deposits, which can reduce pipe diameters considerably.
Scalewatcher North America has invested significant sums in the research of electronic systems in the United States, Europe and Asia. The company’s research has led to the implementation of an effective scale deposit-control strategy, directly reducing energy costs and removing a major breeding ground for LP.
trademarking your business
Protect your company identity by understanding trademarks.
by Deryk Coward
The importance of developing and maintaining a recognizable, positive name in business is obvious to us all. Some brands become so well known that seeing its stamp or logo can let consumers immediately feel comfortable in the knowledge that they’re purchasing a high quality product or service. But how do you protect your business from those who may possibly try to unlawfully profit from your hard-earned success? One method is the use of trademarks. Having your business logo or name trademarked can help protect you from infringement by other people or companies.
Even if you haven’t registered your trademark you still have protection afforded to you by the common law, so long as you’ve been using it consistently. If a dispute were to arise over who had the right to a particular name or trademark you would be forced to prove that you had been using it prior to the other party claiming a right to the trademark.
If you had been using a logo for twenty years and a new business were to come along and try to register your trademark in an attempt to make it its own, you could prove it was yours and defeat the newcomer. So why register a trademark at all? Distilled to its essence, a trademark offers a strong proof that you have been using a trademark. Registration of a trademark makes it easier to show that you are its proper owner. This can save on court costs and help to avoid your having to dig up 20-yearold evidence of your use of the trademark. Having a name or logo trademarked does not mean you have ownership of that name or logo in every circumstance. You only have ownership of it where you are using it. So, for example, if you run a concrete company called Perfect Works and have trademarked that name, you will be protected from a rival concrete company using the same name. But if a hair salon opens up down the street from you called Perfect Works and you have never been involved in the
beauty industry, your trademark will not stop that hair salon from carrying on business as Perfect Works.
But what if someone starts up an asphalt resurfacing business and they name it Perfect Works? The test for whether or not they are infringing on your trademark is, would the average, reasonably well-informed consumer be confused by the two uses of the trademark? In the case of an asphalting company there might be some confusion caused by them using the same name as a concrete company. Every case comes down to its own particular facts, and the evidence that is put before (and accepted by) the court. If someone is found to be infringing your trademark you could go to court for an injunction and, if successful, the court would order the infringing party to stop using the name or logo in question. If they had a fleet of trucks with the logo on it the court could order the logo be removed. If it was possible to show that the infringement had caused economic loss to you and your business you could seek damages for such a loss.
Anyone can register a trademark at the Canadian Intellectual Property Office website. However, using a trademarking agent can significantly speed up the process. A trademarking agent is a person who has been certified by CIPO as someone who is qualified to conduct a trademark registration. A full list of trademarking agents in Canada can be found on the CIPO website. So if you are running a business and want to trademark your name or logo, visit the CIPO website to find out what steps are required and you will be able to better able to protect your business’ image in the community.
Nothing in this article should be interpreted as legal advice for your situation. If you are interested in trademarking your business name or logo you should consult an attorney licensed to practice in your jurisdiction and/or a trademarking agent located in your jurisdiction. CRS
by AMERICAN R ENTAL ASSoCIATIoN
Right O n the m O ney
The Rental Show opens in a new venue february 10 to 13, 2013.
In Las Vegas, it is all about increasing your odds, and the same holds true for The Rental Show, which will be held there next feb. 10 to 13. Every aspect of the American Rental Association’s 57th annual convention and rental trade show is designed with one thing in mind: helping attendees make more money.
The Rental Show moves to a new venue for 2013, The Sands Expo and Convention Center, which is located in the centre of the famous Las Vegas strip. And although the new site provides new opportunities for dining and entertainment, the core goal of helping attendees be profitable remains the same.
“The Rental Show is right on the money for rental success,” said Allison Box, ARA senior administrative director for association services. “We’re using ‘right on the money’ as the tagline for The Rental Show 2013 because
No, the building is not melting. This is Keep Memory Alive, the Frank Gehry-designed home of the Cleveland Clinic’s Lou Ruvo Center for Brain Health, and the venue for a special Events and Tents charity reception.
it’s true. This is the show for people serious about profit. All elements of the show – from new rental products to fresh educational ideas from the seminars and relationships that develop in connecting with other rental business owners and suppliers – are designed to focus on making attendees more profitable.”
Canadians will be welcomed to The Rental Show by the Canadian Rental Association’s Hospitality Night, Sunday, Feb. 10 in the Paris Hotel. Attendees need to register on the CRA website by Feb. 1.
Highlights of the 2013 schedule include a full day of 16 seminars on Sunday, Feb. 10, with topics that range from industry updates to Tier 4 engines and health care to being profitable in the new economy. Financial sessions with Steve Abercrombie also are on the agenda, as well as Internet marketing with David McBee. In addition, the rental town hall seminars return on Feb. 12. There also will be a new Wednesday Wake-Up session on Feb. 13 with Lt.-Col. Rob “Waldo” Waldman.
The keynote session features Capt. Mark Kelly, who will share his story of courage and hope. Kelly will discuss his space shuttle missions and his wife, Gabrielle Giffords’, recovery from a January 2011 assassination attempt. His keynote address will touch on what he’s learned from his experiences including the importance of leadership and teamwork. The keynote session is sponsored by Ditch Witch.
The show floor will be open three days, Feb. 11 to 13, with the latest rental equipment for construction/industrial, general tool/homeowner and party/special event businesses.
New events at The Rental Show include A Night in Fabulous Las Vegas at Harrah’s Las Vegas, which will transport you back to the Rat Pack’s vintage Vegas days, and the new ARA Young Professionals Network reception at First Food and Bar for rental professionals between the ages of 18 and 40 and their parents.
Other popular networking events will return, such as Lunch with ARA, regional receptions, the international reception and the Reception With a Purpose featuring the ARA Foundation charity auction.
Registration for The Rental Show is now open on the show’s website, www.therentalshow.com. A special Internetonly registration rate of $119 per person for ARA members is available for a limited time. This rate is for full registration, which includes the seminars on Feb. 10, 12 and 13; the keynote session on Feb. 11; and the trade show Feb. 11 to 13.
LET’S PART y
There is only one educational program that offers education specifically related to party and special event rental: Events and Tents, scheduled for Saturday, Feb. 9, and also at the Sands. “Events and Tents is designed to provide inspiration, connections, solutions and new opportunities just for the party and event rental segment of the industry,” Box said. “And it is the only education program that focuses on rental, which makes it unique and beneficial for those with years in the industry, those just starting out or even those exploring entering party and event rental.”
Why is this pump buried in sand?
Because it’s designed to!!
RENTAL SHOW 2013
Events and Tents seminar sessions from 9 a.m. to 10:15 a.m. are:
• Accelerate Your Growth With an Effective Sales Team
• Take a Seat: Is Renting Furniture Right for You?
• Gadgets and Gizmos: Get the Most From Your Devices
• Storm Watch: Plan for the Unexpected Seminars from 10:30 a.m. to noon are:
• Round-Tables: Standing Out From the Competition
• Learn the Secrets to Processing Your Linens In-House
• From Showroom to Design Center
• The Right Tent for the Right Job
Lunch will feature a special presentation from wedding designer Sasha Souza on “Attention to Detail: Showcasing Your Art, Craft and Design.” Following lunch will be a special session exclusively for graduates of the ARA’s Certified Event Rental Professional (CERP) program attending Events and Tents: “One on One With Sasha Souza.”
Afternoon seminars from 2 p.m. to 3:15 p.m. are:
• Exhibit Essentials: Secrets to a Successful Bridal Show
• Grow Your Bottom Line: Efficiencies in Dispatching Management
• A repeat session of Gadgets and Gizmos: Get the Most From Your Devices
• Dress It Up: Décor and Design Ideas for Your Tent
The final seminars from 3:45 p.m. to 5 p.m. are:
• Social Marketing: What You Need to Know for Success
• Virtual Tours: Unique Solutions to Operating a Rental Business
• Color Couture: Transforming Space Into Higher Profits
• Staging and Tent Permitting: Be Part of the Solution A special reception will conclude Events and Tents at Keep Memory Alive, a stunning Frank Gehry-designed venue that supports the Cleveland Clinic’s Lou Ruvo Center for Brain Health.
The registration cost for Events and Tents 2013 is $250 for ARA members through Dec. 10, with the reception an additional charge.
I N Th E TOP 50
The Rental Show has attained a prestigious ranking, being named among the fastest-growing trade shows in the U.S. by Trade Show Executive magazine. The Rental Show was number 24 on the TSE Fastest 50 list, ranked by percentage of growth in total attendance. This ranking is based on The Rental Show 2011 in Las Vegas, which had an increase in attendance of 22 per cent over 2010.
In addition, The Rental Show is among the trade shows on the TSE Gold 100 list of the largest U.S. shows in terms of exhibit space. The ranking order was scheduled announced on Oct. 5 during the TSE Gold 100 Awards and Summit in Washington, D.C.
“While the core purpose of The Rental Show is to connect the rental industry through the trade show, education and networking, receiving recognition for the show’s growth is a great honour,” said Allison Box, senior administrative director for association services at the American Rental Association. “The Rental Show 2011 was a terrific show for
Vegas, baby.
the entire industry, with such an optimistic atmosphere in addition to the increased attendance. Everyone who attended and exhibited played a role in The Rental Show achieving these awards.”
Earlier this year The Rental Show 2011 was rated No. 99 on the Trade Show News Network Top 250 Trade Show rankings of the largest shows in the U.S., based on net square footage of exhibit space.
The Rental Show 2011 was Feb. 27-March 2 at the Mandalay Bay Convention Center in Las Vegas. The trade show occupied 219,400 net sq. ft. of exhibit space. There were 610 exhibiting companies.
ABOuT Th E PARIS hOTEL AND CASINO
From a two-acre rooftop pool to a luxurious spa, Paris Las Vegas has all the amenities. You can sunbathe beside the towering replica of the Eiffel Tower while relaxing at the pool, all tucked inside a manicured French garden. For a more secluded sunbathing experience, private outdoor cabanas are available for rental. Or spend a day at Paris Spa by Mandara, featuring the latest in body treatments and a state-of-the-art fitness centre.
The Paris experience continues at the Anthony Cools Experience, where volunteers are hypnotized and encouraged to get in touch with their “naughty” side. Then cap the evening off with drinks, dancing and perfect Strip views at Chateau Nightclub and Gardens, nightlife accented with a distinctly French touch.
Attendees can take some time out to relax at the exclusive Le Rendezvous Concierge Lounge on the 31st floor. You’ll enjoy the breathtaking views of the Eiffel Tower and the spectacular Las Vegas Strip in a plush and comfortable atmosphere.
Paris also offers two great golf experiences. Created for Caesars customers, Cascata Golf Club brings together challenging holes and beautiful fairways with incredible views, mountains, waterfalls and rivers. Rio Secco Golf Club is a Rees Jones-designed course; stunning to see and memorable to play.
Oh, and there is a casino.
Complete details of The Rental Show and Events and Tents are online at www.therentalshow.com. Questions can be directed to 1-800-334-2177, option 3, or registration@therentalshow.com. CRS
DRAIN CLEANING PRODUCTS
www.rentquip.com
PRO du Ct S h OWCAS e
E ASy TO u SE
8 www.drainbrain.com/rental
The Easy Rooter from General Pipe Cleaners is now easier to use. The redesigned frame features a built-in brake that holds the machine securely on the job or in a customer’s car going to and from the job. The tough, durable Easy Rooter is capable of clearing
three- to 10-inch drain lines clogged with roots and other severe stoppages. The cage holds 100 feet of 3/4- or 5/8inch Flexicore cable. Other important features include: a powder-coated, square-tube, steel frame with special roll bars to protect the motor; roller bearings in the zincplated steel cage for longer life and greater motor efficiency; 10-inch ball bearing wheels; a zinc-plated folding handle that takes less room in the customer’s car trunk and a 1/3 horsepower motor with capacitor, thermal overload protection, and reverse switch. An air-actuated foot
pedal, ground fault circuit interrupter and safety slip clutch are all standard safety features. The Easy Rooter includes a wide variety of cables, cutters, and accessories. Flexicore cables are made of heavy gauge wire that is coiled tightly around 49-strand aircraft-type wire rope and heat treated. It has great strength and the right amount of flexibility. Flexicore is so tough it carries a one-year warranty against defect or breakage.
ExCELLENT VALu E
8 www.electriceel.com Electric Eel has added the new
Pro 2 to its line of eCAM pipeline inspection camera systems. The Pro 2 offers excellent value in a main line camera system
featuring a self-levelling colour camera that can negotiate three-inch P-traps. The unit comes with 200 feet of Kevlar braided push rod and a 512-hertz sonde.
The Pro 2 also features a larger, 10.4-inch daylight readable monitor and allows for one-touch recording directly to a USB flash drive. Additional standard equipment includes an on-screen footage counter, a two-hour battery with a built-in charger, adjustable light controls, 16 pages of text writing, voiceover recording, and an eight-times zoom function.
Electric Eel has been based in Springfield, Ohio, since 1939 and produces a full line of drain and sewer cleaning machines including sectional units, drum machines, jetters and pipeline inspection systems.
Su ITABLE f OR CRAw L SPACES
8 www.electriceel.com
The Electric Eel Model C sectional drain and sewercleaning machine is the original dual-cable sectional drain cleaner from Electric Eel. The Model C runs up to 200 feet of 1 1/4-inch patented, self-feeding, dual cable in eight- or 10-foot sections that require no handling when rotating. It spins cable at twice the RPM of a continuous cable machine for maximum cleaning power in three- to 10-inch diameter lines for distances up to 200 feet. One-man operation means less time and labour expense. A heavy-duty, 1/2-horsepower, Baldor motor comes standard, and a 3/4-horsepower and one-horsepower motor are also available. The
DRAIN CLEANERS
custom designed and manufactured gear box ensures higher quality, lower cost and parts availability. The heavy-duty, fully adjustable safety clutch keeps cable and tool breakage to a minimum and provides overload protection. The fold-down handle allows for easy transportation, storage and use in crawl spaces. The Model C comes with a unique carry handle for balance and easy transport. It is suitable for tougher blockages such as tree roots and for longer runs in main sewer lines.
gRAB AND g O 8 www.drainbrain.com
General Pipe Cleaner’s Gen-Eye Pod video inspection system (below) is now available with a seven-inch LCD screen. The lightweight Gen-Eye Pod and Mini-Pod combine camera, reel, and monitor in an all-in-one package. Users can just grab it and go. The model comes with a large, seven-inch LCD colour monitor protected by a padded case. It is mounted on a rugged, yet flexible, gooseneck that swivels to give the best viewing angle, wherever the user is standing. The fullsize Gen-Eye Pod features a self-levelling camera and 200 feet of Gel-Rod for troubleshooting three- to 10-inch drain lines. The Mini-Pod carries 125 or 175 feet of push rod and the colour minicamera is small enough to troubleshoot two- to four-inch lines. A video out connection enables recording on an external device. Other standard equipment includes a picture inverter, AC and DC power cords, an LED dimmer control, a three-inch trap skid and a 512-hertz transmitter to track the camera’s location.
LIghT w EIghT AND COMPACT
8 www.ridgid.com
The Ridgid K-750R drum machine is a self-contained drain cleaner suitable for working in confined spaces such as buildings or homes. Featuring a heavy-duty, kinkresistant inner core cable 5/8-inch in diameter and powered by a tough, reversible, induction motor (1/2 horsepower, 115 volts, 60 hertz), it includes an assortment of blade attachments designed to help clear roots, debris and foreign objects out of main lines, lateral lines, storm drains and leach lines from three to six inches in diameter and up to 100 feet in length. Relatively lightweight at 194 pounds and compact, the K-750R was built for easy transport and one-man operation.
It requires minimal setup, includes an air-activated foot switch for simple operation and offers a patented cable control lock system that slows the drum should the cable become completely lodged in blockage. Users will also find that it provides clear access to the drum, allowing for immediate viewing of the cable for inspection and easier, faster cleaning. Additionally, it
comes with a handy toolbox for storing accessories.
CABLE AND TOOL SELECTION gu IDE
Now available from Electric Eel is a new, updated, twopage guide for matching the right cable and cleaning tool for Electric Eel’s complete line of drain- and sewercleaning machines.
All standard and optional cables and cleaning tools are
featured with corresponding machine models for selecting the right tool for the job.
Also featured are special adapters for adapting Electric Eel cables and tools to various brands of drain cleaning equipment.
Rental operators can see Electric Eel’s new cable and tool selection guide online at the Electric Eel website or e-mail info@electriceel.com for a copy. CRS
Customer follies
by notalwaysright.com
[The following are selected excerpts from the No Sale blog, which logs situations where the customer was most definitely not right. Has anything like this ever happened at your counter? – Ed.]
Th E f INE ART Of f IRINg A CuSTOMER
(A friend of mine who manages a self-storage facility has a troublemaking customer that he has been trying to get rid of. One day, the customer comes up asking about a promotional offer.)
Customer: Hi, I saw on your website that you have storage for $100, but I’m paying $130.
Manager: Yeah, that’s a promotional rate.
Customer: Well, can I get that rate?
Manager: I can’t just change people’s rates. It’s only for new customers to that space.
Customer: Well, can I just move into that storage?
Manager: You can’t just move it from one storage to the other and get the new rate. You would have to have everything out because I can’t vacate it until it’s empty.
Customer: That’s fine. I’ll move this Saturday.
(The customer moves out the following Saturday, gets everything loaded into a truck then stops by the office.)
Customer: All right, I moved everything out of my storage.
Manager: That’s great. Now, get out.
Customer: What? Can I get that other storage?
Manager: Well, I looked at your past history with the company and you’ve been consistently late and rude to other customers. I’m afraid we’re going to deny the new rental. My manager wouldn’t let me evict you but you moved out yourself, so everything’s good.
Customer: But I have all my things taken off the property! Where am I going to put them?
Manager: Anywhere but here.
yOu CAN w IN Th E BATTLE B uT LEASE Th E wAR
(This scene takes place in a video rental store just when DVDs are starting to replace VHS. A customer comes to the counter with a popular movie on VHS.)
Clerk: You know, sir, the rental costs $4.99 for a week, but we are selling previously rented copies of this movie for only $1.99.
Customer: That’s okay. I just want to rent it.
Clerk: But sir, it’s $3 cheaper if you buy it, and you won’t have to bring it back.
Customer: But I don’t want to keep it!
Clerk: Well, you could buy it and then throw it out after.
Customer: (impatiently) Look, I don’t want to buy anything. I just want to rent this movie!
Clerk: (gives up) Certainly, sir. That will be $5.14 with taxes. The movie is due back next Tuesday by midnight.
Customer: Great! Thanks!
TAk ES ONE TO J IM CROw ONE
(I work at a movie rental store. Sometimes we have deaf customers. I know some conversational ASL and can usually communicate with the deaf community just fine. A woman and her daughter walk up with a note and place it on the counter and point to it repeatedly.)
Note: We are looking for two movies that came out last Tuesday.
Me: (in ASL) Hello, yes, what movies?
Customer: (to daughter) Why does he think I’m deaf?
Me: Oh, I’m sorry! Usually our deaf customers write notes to us.
Customer: That’s ridiculous! How dare you just assume I’m disabled! It’s ridiculous!
Me: I’m terribly sorry. May I ask why you gave me a note instead of asking me verbally?
Customer: You’re Asian! How was I supposed to know you knew my language?! CRS
