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4
EDITORIAL
Let’s make safety a matter of awareness and voluntary compliance. by Patrick Flannery
20 INNOVATIONS IN HEAT
New designs make heaters easier to rent and use.
6
INDUSTRY NEWS
CRA Ontario tours Stihl, Cooper buys SMS, Chair-man Mills acquires The Event Rental Group and more...
24 PRESIDENT’S MESSAGE
Highlights and challenges from an eventful year. by David Mintenko
26 LEGALESE
Three considerations before you launch legal action. by Deryk Coward
12
SAFETY IS HIS BYLINE
Tim Ranson of Cat Rentals in Edmonton brings a safety focus to the CRA presidency.
28 SOFTWARE SHOWCASE Information technology to streamline your operation.
34
SAFETY FIRST AND LAST
It’s not only what you say, but how you say it. by Jeff Thorne
Safe without the sorry
Our cover profile this week is on Tim Ranson of Cat Rentals in Edmonton, who is taking over as president of the national Canadian Rental Association at the general meeting in Atlanta in February. Ranson says the slogan for his presidency will be safety; he’s committed to improving safety on rental yards across the country and turning the association into a resource members can use to prevent injuries and damage in their work environments.
Laudable goals for sure. We have all seen or heard of rental store employees killed or injured on the job, and we know of the devastating impact such incidents have on their families, co-workers and companies. Often, business owners are portrayed as heartless tyrants with little regard for their employees beyond the work they can get out of them. Anyone who has spoken to a rental store owner who has lost someone on the job will quickly learn the lie in that myth. The people we work with every day become family, and while we might sometimes be hard on our family, the loss of one of them changes us forever. I firmly believe that no rental store owner in this country would knowingly put an employee in harm’s way.
That said, unsafe practices still abound in this industry. Some of them have even appeared in photos in this magazine, which the vigilant Mr. Ranson has been wont to point out. Since no one wants anyone to get hurt, why would
Top 10 Under 40
Our search for committed young rental professionals attracted a lot of attention this summer. Wonder who won? Follow the link to our permanent Top 10 Under 40 microsite for full reports on winners present and past.
Submit your material
The new canadianrentalservice.com includes features that make it easy for you to submit press releases, company news and letters to the editor. Let us know what you want the Canadian rental industry to know, and your information will be considered for publication in print and online.
by Patrick Flannery
anyone ever drive an AWP without a harness on, or work underneath an upraised loader bucket?
The answer, of course, is that there is a tension between working fast and working safe. Sometimes workers take it upon themselves to take certain risks in order to expedite a task. It can be difficult to see how to completely eradicate this behaviour without placing onerous restrictions on a worker’s ability to do his job. The worker does not want to be hurt, but he also feels he can evaluate a risk and decide if it is worth taking.
Safety experts tell us we must crush this attitude in the workplace. Employees must be told through continuous training and the creation of a “culture” that they must not, under pain of dismissal, take any shortcuts on safety protocols. If there are ramifications for the bottom line, so be it. As a wise person once said, “If you think safety is expensive, try an accident.”
The logic is impeccable. But even good ideas can be taken too far. I have often felt that, in this society, we have become so concerned with avoiding any perceived risk that we take on risk of another kind: paralysis. It seems that any time someone can imagine a risk to life and limb from some source, a lineup forms to create rules, regulations, training regimes, fines, laws, enforcement agencies, documentation and procedures designed to protect us from that risk. Individually, the regulations usually make sense. But over time the regulations can agglomerate into a quagmire, and we start to wonder where our freedom to take risks for the sake of greater achievement has gone. Lately we have been given new rules to protect us from distracted driving, second-hand smoke and email spam. While I can’t argue against any of them, I am tempted to wonder whether automobiles, if they were invented today, would be judged safe enough for public use.
I’ll always prefer a circumstance where people are made aware of potential risks and encouraged to make their own decisions as to how to avoid them, or whether it is worth it to even try. That means training, especially of new workers, should take centre stage in any attempt to improve safety CRS
ANYMORE! NOT JUST DIRECT
ROUSH LEADS ATLAS COPCO CONSTRUCTION SERVICE
Atlas Copco has named Jamie Roush its new vice-president and business line manager for its Construction Service Division. Roush will be tasked to continue the growth of Atlas Copco’s consumables, parts and service business. Roush brings more than 17 years of industry experience to his role and held several positions with Atlas Copco over the last seven years, including customer service manager, e-commerce manager and most recently, aftermarket business development manager for national rental accounts.
“Aftermarket support is vital to the success of our dealers and customers,” Roush said. “I’ll be focusing on ways to enhance our customer support, reduce lead times, and help customers improve their equipment lifespan.”
Roush has an undergraduate degree in physics from Muskingum University and attended Cleveland State University for graduate studies in mechanical engineering. Roush currently resides in Cleveland with his wife and two children; however, they will be relocating to Rock Hill, S.C., in the near future.States Army.
COOPER BUYS SMS RENTS
SMS Rents has announced a definitive share purchase agreement that will transfer ownership of the business to G. Cooper Equipment Rentals Limited of Toronto. The transaction is expected to close by Dec. 31. SMS Rents, a division of the Sumitomo Corporation Group, is a major Canadian construction equipment rental business with over 200 employees and 15 branches located across Ontario and Quebec. Cooper, backed by Canadian private investment firm SeaFort Capital of Halifax, N.S., is a leading compact equipment rental company in the Greater Toronto Area, employing over 100 people in locations from Burlington to Scarborough.
Marcel Langlois, president of SMS Rents, congratulated the leadership team at Cooper saying, “Cooper has a proven reputation in the industry for integrity and fresh thinking. The SMS Rents ‘Job Ready’ approach blends well with Cooper’s established culture. The Sumitomo Corporation Group had a good run as it built SMS Rents, and was fortunate to come together with a strong Canadian team at Cooper that recognizes the value of our enterprise. Now, with our combined resources, the Cooper/SMS Rents network is uniquely positioned to deliver smart equipment solutions to customers throughout Ontario and Quebec.”
Darryl Cooper, CEO of Cooper, concurred. “By combining SMS Rents and Cooper, we are creating a business with considerable scale,” he said. “Each of our 21 full-service branches employs a highly skilled and knowledgeable team and offers a specialized fleet comprised of category leading brands.”
Doug Dougherty, president of Cooper, added, “SMS Rents has an excellent reputation for customer service and support. SMS Rents’ employees share our passion for delivering the best possible equipment solutions for customers. I am confident that the combination of Cooper and SMS Rents will result in exciting new opportunities for employees and continued great service for customers, over a much broader network.”
Established in 2003, SMS Rents has built a loyal customer base across several industries, including building construction, infrastructure development, demolition, landscaping, industrial maintenance and mining. The two branch networks will continue to operate under their current business names for the immediate future and through a transitional phase in 2016. Dougherty notes that the service areas of the 21 locations have very little overlap and does not anticipate any store closures. “This is a positive move for both companies,” says Dougherty. “This agreement was a collaborative effort between companies that share common values and a common vision. Our people, facilities, and rental fleets are highly complementary. We expect the integration of our businesses to result in an excellent stable platform for future growth.”
CHAIR-MAN MILLS ACQUIRES THE EVENT RENTAL GROUP
Chair-man Mills has acquired The Event Rental Group, creating Canada’s largest event rental company and the fifth largest event rental company in North America. The firms are both based in Toronto. The Event Rental Group operates Exclusive Affair Rentals and Advanced Tent Rental. The Event Rental Group companies provide all manner of materials for staging private and corporate events. Advanced Tent Rental provides traditionally designed pole and frame tents, high-peak tension top tents, and box beam clear span structures for events and parties. Granite Partners, a venture capital firm, and senior management own Chair-man Mills outright. Founded in 1911, Chair-man Mills is recognized as a Canadian leader in the special events industry.
John Van Schepen, Chair-man Mills president, said, “The acquisition of the Event Rental Group significantly expands our ability to provide bestin-class event rental services to a broad range of clients in the Greater Toronto Area, southern Ontario, and throughout Canada. Both companies share the same commitment to service excellence and have built solid reputations among our many clients.”
QUEBEC OFFICE FOR WEBER
Weber MT has opened an office in Laval, Que., to help support its growth and to serve Canadian customers more effectively. The new location will be managed by the Bangor office but will be operated by a new employee, Anne VanDenyssel, who is bilingual and from the Montreal area. The office will be taking care of customer service inquiries, spare parts orders and marketing for Canada. The Laval office stocks a complete line of OEM Weber and other parts and is open from 8 a.m. to 4 p.m., Monday through Friday. This expansion means that Weber MT customers will be able to avoid delivery delays due to customs and carrier handoffs which lead to downtime of machines. “By establishing an independent Canadian parts depot, Weber MT dealers and customers can receive urgent parts more quickly and minimize downtime,” says Angela Ellingwood, manager of customer service for Weber MT in North America.
Members of CRA Ontario toured St. Thomas Rent-All then gathered at Stihl headquarters in London, Ont., for their October meeting. Tom Sullivan, Stihl director of operations, showed members the huge warehouse where over 400 orders per day are processed.
GARRISON IS NEW TEREX CEO
Terex Corporation has named John L. Garrison, Jr. CEO and president. He will also sit on the Terex board of directors. Garrison will succeed outgoing CEO, Ronald M. DeFeo, who will continue to serve as executive chairman of the company through December 31. DeFeo will continue as a consultant for Terex after December 31 through 2016. Garrison joins Terex from Textron, where he served as president and CEO of their Bell Helicopter Segment. Prior to that, Garrison was president of Textron’s Industrial Segment and E-Z-GO. He was also president and CEO at Azurix and held senior leadership positions at Case Corporation, and served as an officer in the United States Army.
“John is a proven leader with considerable experience across a variety of industries. The board considered a highly qualified pool of outstanding candidates and we strongly believe that John is the right person to lead Terex and Konecranes Terex into the future,” said David Sachs, Terex lead director. “We are grateful for Ron’s many contributions to Terex over the years and his leadership through both good and bad economic cycles in continuing to improve the company into the premier company it is today. We are pleased that Ron will be available through the leadership transition.”
“I am extremely excited to be leading Terex at such an important time in its history. I look forward to building on the strong foundation the team has built and positioning Terex and Konecranes Terex for success in the future,” said Garrison.
Garrison is a 1982 graduate of the United States Military Academy at West Point and received a Master of Business Administration from the Harvard Business School. He will be based in Westport, Conn.
BOBCAT NAMES NEW DEALER IN LEVIS
Bobcat Company has expanded its dealer network with the addition of Équipements Plannord as an authorized sales, service and parts, and rental provider of Bobcat equipment. The dealership is located at 780 Chemin Olivier, Lévis, Que. Founded in 1976 for the sale of snow groomers and sidewalk snow plowing machines, Équipements Plannord has grown into two locations — Lévis and Laval — and now serves the greater Quebec area with machinery for yearround use.
“We chose to add the Bobcat product line to our business because it’s a good product with a good reputation and it will complement our existing product line,” said Simon Paquet, general manager of Équipements Plannord.
Today, Équipements Plannord serves municipalities, heavy construction companies, snowmobile clubs, governmental agencies and individuals. The addition of Bobcat will also help the company serve farmers, landscapers and light construction companies. The business has thrived by focusing on delivering the best possible service to customers and creating an excellent work environment for employees. Équipements Plannord ltée provides customers with a one-stop source for sales, service, parts and long-term rentals. Customers also enjoy the convenience of the company’s central location and easy access.
Honda sets the standard for reliable, hard-working engines you can always trust to get the job done.
*Warranty applies to all Honda GX Series Engines, 100cc or larger purchased at retail or put into rental service since January 1, 2009. Warranty excludes the Honda GXV160 model. See full warranty details at engine.honda.ca. For optimum performance and safety, please read the owner’s manual before operating your Honda Power Equipment.
GX160 GX630 GXV690
BURKHAMMER PROMOTED AT MANITOU
Manitou Americas has announced the promotion of Eric Burkhammer to the position of vice-president of sales and marketing. Burkhammer is responsible for sales and marketing of the Manitou, Gehl, Mustang and Edge brands in the U.S. and Canada. Burkhammer has over 35 years’ experience in the industry, with 15 of those years selling and marketing the Manitou, Gehl and Mustang brands. The remainder of his experience includes the sales and marketing responsibilities of other well-known equipment manufacturers and dealerships in the construction and rental industries.
“As our business and markets evolve,” said Dan Miller, president of Manitou Group Compact Equipment Division and CEO of Manitou Americas, “Eric’s experiences in this industry will positively enable us to maximize opportunities for future growth.”
U.S. EQUIPMENT EXPORTS FALL: AEM
Exports of U.S.-made construction equipment declined 17 per cent for the first half of 2015 compared to the first half of 2014, with a total $7.4 billion shipped to global markets. All world regions experienced declines, led by Africa, according to the Association of Equipment Manufacturers. The AEM equipment manufacturing trade group cited U.S. Department of Commerce data it uses in global market reports for members. The study compared January to June 2015 U.S. construction equipment exports to major world regions with January-to-June 2014. In that period, exports to Canada dropped 12 per cent, for a total $3.1 billion. South America declined 23 per cent, for a total $990 million. Asia decreased 11 per cent, for a total $923 million. Europe dropped 14 per cent, for a total $878 million. Central America fell 21 per cent, for a total $748 million. Australia/Oceania declined 10 per cent to $417 million. And Africa decreased 44 per cent to $385 million.
AEM’s Benjamin Duyck, director of market intelligence, provided some insights. “The second quarter of 2015 marked the 10th consecutive quarter that U.S. construction equipment exports experienced year over year declines and the seventh consecutive quarter that imports rose. While exports decreased for every major region, the only equipment category we noticed some export growth in were generator sets. While the U.S. market remains stable overall (there are some areas affected by the lower oil prices), the U.S. trade balance for our industry continues to slump. It is hard to pinpoint the exact cause of this situation, as there are many issues at play here. First of all, a stronger U.S. dollar is making U.S. manufacturers less competitive. In September, 2015, the Broad Weighted Trade Index for the U.S. dollar, provided to us by the board of governors of the Federal Reserve, had grown 18.2 per cent compared to January 2014 and 21.5 per cent compared to January 2013. A second issue is the global deterioration of demand due to cyclical and structural issues. As investment is flowing from the emerging markets back to the developed western nations, demand for construction equipment travels with it. While not all emerging markets are hit evenly, we can expect the current Chinese downturn to have effect on our markets also. Naturally, shifts in investments allow for growth elsewhere.”
DEERLAND TO CARRY JCB
Deerland, headquartered in Fort Saskatchewan, Alta., has joined JCB’s dealer network as Deerland JCB. The company offers JCB equipment including Loadall telescopic handlers, wheel loaders, Telemasters, skid steers and compact track loaders. Deerland JCB has two additional locations in Alberta, one in Vegreville and the other in Athabasca. The Athabasca location is moving to a brand new building in 2016 just east of its current location. All three locations will offer JCB agricultural equipment.
“Deerland’s innovative and industryleading staff is consistently striving to find the best solutions for our customers,” said Brett Yakimetz, owner of Deerland JCB. “That’s where the partnership between us and JCB seemed like a natural fit.”
Deerland has over 30 years of experience in the sales and service of agricultural equipment as well as a dedicated turf and lawn department. The staff of 100 employees includes a sales team and a parts and service department to assist with repairs and upgrades.
“Deerland’s innovative focus and reputation for excellent customer service perfectly aligns with JCB’s own objectives,” said Dan Schmidt, JCB North America’s vice-president of agriculture. “We look forward to working together to bring the best quality equipment and service to customers.”
WE COVERED YOUR REAR, BUT WE DIDN’T STOP THERE.
Primed for productivity and protected from back to front, M-Series loaders from Bobcat handle difficult jobs and stand up to tough renters. For starters, the rear bumper protects the tailgate from obstacles on the jobsite. Recessed rear lighting minimizes damage to tail lights. Protected quick couplers, mounted directly into the front plate of the lift arm, have no exposed hoses to damage. A guard that extends beyond the couplers offers even more protection. The removable hose guide makes it simple to correctly route hydraulic hoses, minimizing attachment wear and tear. Plus, easy-to-find and easy-to-use machine tie-downs make trailering quick and easy. You’d expect nothing less from such an easy-to-rent machine.
SAFETY IS HIS BYLINE
Tim Ranson aims for a legacy of safe practices.
Is it that time of year already? As Dave Mintenko’s year as president of the CRA board of directors is almost up, it’s soon time for vice-president Tim Ranson’s presidential term to commence. As usual, the inauguration takes place at The Rental Show, which happens to be in Atlanta this February, and Ranson sounds ready.
by JIM CHLIBOYKO
Good luck catching Tim Ranson without his safety equipment. The incoming CRA president has a long history of advocating for safe practices, going back over 30 years.
“We have several regional trade shows in Canada and in this next year we’ll see four trade shows in different regions throughout the country. Those regional shows really communicate to the rental membership. And it’s a vendor access point that’s proven very successful. In 2016, we’re going to be holding our first trade show in Edmonton, moving the Prairie Show from Saskatoon. And we see this show, even with the downturn, as being a very popular show.”
“Through my term as president – because I’m so ingrained in safety within the rental business – I’m looking for opportunities to bring that as a message into each one of my interactions at the local levels. Safety is going to be my byline, if you will.”
Ranson is technically a second-generation rental guy. He currently works for The Cat Rental Store in Edmonton. His education in the rental sector began while working with his late father at one of the family’s businesses, Shamrock Rentals, out of the area around Stony Plain/Spruce Grove, Alta. One of his family’s other businesses, a window installation company, was nearby.
“I’ve been in the equipment industry and rental has been a part of that, going back conservatively, 20 years. I worked for [my dad] for a couple years in my early 20s, so, you know, you start putting that all together and rental has been in the blood for quite some time.”
They almost fell into the rental business accidentally, seeing a niche developing at
the time and quickly doing something about it.
“The window business, it had some seasonality to it. And, you know, we were a distributor of a product that really ran its peak in the fall and early winter, so the spring was pretty quiet. So we thought what can we do in the spring? Well, lawn and garden seems to be moving forward, so we tried to capitalize on that.”
Shamrock provided a good early
learning experience for Ranson.
“So, we sold, serviced and rented lawn rakes, aerators, mowers. We represented a couple lines of product in the new variety, but what we found is people were asking as often about either renting a piece of equipment that they would only use once or twice a year, and small compressors fell into that. We were undercapitalized to become a full-fledged, community-based rental store,” Ranson says.
“We were running two businesses out of the same facility and not knowing – like so many small business people – [that] if you don’t truly know where the alligators in the swamp are, you’re going to carry on your merry way and not worry about them. And in our case, it was very simple; we were not prepared for the business model that most rental stores today find successful. You know, it’s a fairly capital-intensive business to get started and then help the business grow. It takes years and our business model was not equipped to manage that,” he says.
Ranson’s father eventually retired because of health reasons, but when that happened, Ranson wasn’t ready to take it over right then.
“At that point in time, I wasn’t positioned to work in the business. I’d left his employment to just basically go at it on my own as a young man and learn something different.”
And as that young man, Ranson got a job with the Alberta provincial government, amongst a few other destinations, and was part of the initial Alberta seatbelt awareness campaign in the early ‘80s.
“It was the first paid safety gig that I ever had. They were looking at creating compliance improvements in public transportation so they started with education in the schools systems, and going to local fairs and so forth. The program was basically an information campaign not unlike what you see with drugs or alcohol and the use of cellphones while driving. Governments are very adept at providing high level information that influences change.”
After this and a few more years with Arpac Storage Systems, Ranson caught on with Finning.
“I cut my teeth [at Finning] as a sales rep, and got to know not only the retail side of the business, new and used equipment sales, but the rental side of material handling.”
“As we set the Cat Rental Store business in 2001 through 2005 [we were] in high-level growth mode – [we were] growing through acquisition and through green starts in the rental world and really wanted to position our business in the marketplace in, primarily, areas where we’d have a
good tie-in with our Finning Caterpillar product assortment. So industrial-commercial sites, heavy oil pipeline and mining were the communities that we focused on,” Ranson says.
“And one of the gaps we realized, very early on, was [that] to deal with those customers, we needed a robust safety program. And so that request became my initial challenge, to develop the safety program.”
With the topic of safety, things have really changed in that interval, Ranson says.
“It’s interesting when I reflect back on where I’ve been able to influence or provide added value in our business. There’s a strong tie-in between our staff safety and the way we go to market and our relationship with our customers. Many of our customers demand a high-level safety awareness and I learned very quickly that that was an opportunity for us, and provided us with an additional value in the customer sales relationship.”
“Training is something that we now provide but it’s actually a small profit centre within our rental business because, it’s both through occupational health and safety regulations and the larger customers recognizing that you need to have competent people operating equipment, they can’t afford to have errors made because of people not being properly or adequately trained,” Ranson says.
In terms of moving into the presidential position, Ranson has had a lot of experience with extra-curricular duties during his second run at the rental industry.
Ranson worked for Finning for five years, prior to 2001, then moved lock, stock and barrel into The Rental Store environment. He’s been involved in the rental association as a board member and other committees since about 2008 and worked with ARA Insurance and the risk management team out of Kansas City. He has also worked on a couple of other committees, including the trade show committee. And then in the Canadian market, he’s been directly involved with the board over the last five or six years.
Ranson learned the rental business in the family store, Shamrock Rentals. He learned the value of investing in inventory and finding strong sources of capital for your store.
Ranson is also pleased with the current state of the CRA.
“We’ve successfully raised the professionalism and value of membership of the association over the last few years. We’ve moved the association head office to Stoney Creek, Ont., and that was prompted by a desire to have a more functional and stronger association at its core. Nathalie McGregor is our managing director and she’s been very successful in bringing us to a higher level.”
But being the resident safety guy doesn’t mean Ranson can ignore things like the recent downturn in business.
“From my personal perspective on the health and safety side, we follow the business trends in terms of the number of people we deal with. And we’re in a downturn, certainly in the Alberta and B.C. markets… I’m not an economist, however the signs are suggesting it’s going to be a long one,” Ranson says. “From a health and safety perspective, it’s something I truly see as a risk, because you’re using fewer resources… You don’t have the staffing levels in a small branch that you might have had in a banner year… Rushing and cutting corners tends to be an outcome of that recipe. And when that happens, unfortunately, young and inexperienced workers, in particular, put themselves in risky situations.”
Of course, Ranson isn’t solely defined by his job. He still lives in the area close to where he cut his teeth in the rental equipment sector all those years ago, this time with his wife of almost 29 years, Suzanne. It’s also home to a few horses and “a mess of dogs and cats.” The couple has three adult daughters and two grandchildren.
“My wife and I live on a 40-acre plot north of Stony Plain, [Alta.,] and have been there for a number of years. We quite like the countryside and the solitude that comes with it.”
And in what will prove to be a busy year, he may enjoy that occasional solitude even more. CRS
For more rental company profiles, visit canadianrentalservice.com > Profiles
COMING EVENTS
2016
Jan. 12 - 14
Landscape Ontario Congress Toronto, Ont. 8 locongress.com
Jan. 12 - 14
The Special Event Orlando, Fla. 8 thespecialeventshow.com
Jan. 22 - 23
BC Regional Trade Show Langley, B.C. 8 crarental.org
Feb. 2 - 5
World of Concrete Las Vegas, Nev. 8 worldofconcrete.com
Feb. 12 - 13
Atlantic Regional Trade Show Moncton, N.B. 8 crarental.org
Feb. 17 - 21
BC Home and Garden Show Vancouver, B.C. 8 bchomeandgardenshow.com
Feb. 21 - 24
The Rental Show Atlanta, Ga. 8 therentalshow.com
Feb. 24 - 25
Buildex Vancouver Vancouver, B.C. 8 buildexvancouver.com
March 4 - 5
Prairie Regional Trade Show Edmonton, Alta. 8 crarental.org
March 8 - 9
Canadian Rental Mart Toronto, Ont. 8 canadianrentalmart.com
HEATER DESIGN INNOVATIONS
New design improvements boost heater performance and add value to rentals
Bby DANIEL CAMPO
Being able to add longer ducting is about more than just convenience. Backward incline fan designs prevent hot air from backing up into the heater even if the ducting is kinked, which prevents damage to the equipment and service calls. Modern heater designs allow for up to 150 feet of ducting – more than six times the length of older systems.
y Portable, indirect-fired heaters can meet a range of job site demands, from oil and gas production sites to small residential construction projects, offering opportunities to rental centers wherever temporary heat is required.
Traditionally, units in the 400,000 BTU range, because they run off a 120V 15 amp service, offer flexibility across a range of rental applications and are relatively common in most rental centers in locations where below-freezing temperatures are common. But new advances in heater design, developed specifically with rental applications in mind, are set to improve your ROI from your heat fleet by decreasing service calls, stabilizing power draws, increasing ducting capacity and improving fuel efficiency.
COMMON PROBLEMS
For many years, indirect-fired heaters in that
400,000 BTU range showed an inrush on the motor on start-up. They were limited to 24 feet of ducting and were very noisy when operating. On job sites, one of the biggest problems with heaters is power supply. While many models of heaters draw 12 amps or 14 amps while operating, inrush when the fan starts could jump the power draw up to, for example, 20 amps. This spike could lead to failures – tripped breakers – which increase downtime and can increase service calls back to the rental center for support. Ducting can also create job site problems. While a rental center may set up the heater with the 24 feet of ducting it can adequately
handle, someone on the job site may decide they need heat further into the building or up to the next floor of the building. They add ductwork or they kink or bend the ducts and create more static pressure. This creates more stress on the heater and on the fan. Hot air can back up into the heater and, all of a sudden, limit switches are going or the burner coupler fails. Not only do you have an immediate need for a service call, but failures such as this can shut down a project for hours when they occur during critical operations such as heating a space ahead of concrete pouring.
AVOID THE RUSH
Today, some new heater models use a fan that provides a solution to a couple of problems. Sourced from Europe, backward incline fans position the motor in the center of the fan and use an inlet cone. These fans are more efficient than an axial fan, with higher static pressure and will support longer ducting. The motor has no inrush; it starts slowly and builds to 8.5 amp draw. This offers advantages to the rental store. First, with no inrush and a lower amp motor, there’s no spike in power demand when the heater starts up. These means fewer problems with power supplies and job-site circuit breakers, resulting in fewer calls back to the rental store.
LONGER DUCTING, FEWER PROBLEMS
Second, longer ducting can increase utility for your customers. Advanced heater models will support up to 150 feet of ducting, more than six times the length of older systems. This offers flexibility in applications where the heater might need to sit 30 or 40 feet away from the area being heated or where longer ducting is needed to move heat into a building or other space. Backward incline fan design is partly responsible for this performance improvement as well. The advantage of the backward incline fan is the inherent design of the inlet cone which helps guide the incoming air, and the small distance between blades that helps support the static pressure. Even if a contractor kinks the duct or adds more than the recommended length, the inlet cone helps keep hot air from backing up into the heater and causing problems that result in service calls.
RECYCLE YOUR AIR
An additional feature of advanced heater models is that they offer recirculating capabilities. By drawing air out the space being heated rather than
cold outside air, the heater can operate much more efficiently. We estimate savings in the 30 per cent or higher range. Take a quick look at the potential impact that can have. Operating
24 hours per day, seven days per week, a 400-BTU Turbo model from Campo will use about 2.85 gallons of fuel per hour. Over the course of a week, it consumes 480 gallons. Recirculating the air can reduce that by 30 per cent, which means burning about 336 gallons of fuel – a savings of more than 140 gallons. If you use $3 per gallon just for round numbers, that’s $420 you helped a customer save.
DIAGNOSTIC SYSTEMS SAVE DOWNTIME
A few other advantages can help you and your customers. Look for models that include a remote thermostat. Either on its own or combined with a recirculation system, this will help improve efficiency. Campo Equipment includes a voltmeter on the heater control panel because, when we get calls about a heater being down, in the great majority of cases, it is power related. A contractor might call and explain that the voltmeter is showing 120, but the system isn’t running. When we ask him to turn on the manual fan override to see the actual voltage the fan draws, it could drop right out to 80 volts and we know that’s the problem. They can address the power issue on the job site. Similarly, we fit the units with pressure gauges for the burners because this, too, can help provide quick troubleshooting.
Finally, late model heaters provide far quieter operation. This adds to operator comfort, but it’s also an advantage in securing rental business where quiet operation may have specific application value. This could be in residential construction, work in or near office building or health care facilities, and so forth.
Improvements in heater technology mean you and your customer do not have to put up with many of the common aggravations that come with renting portable heat. Fewer service calls and happier customers equals profits for your store. CRS
ABOUT THE AUTHOR
Daniel Campo is president of Campo Equipment, based in Brampton, Ont.
MINI-MIGHT.
The new Ditch Witch® SK750 and SK755 are built to outperform on any jobsite. Both models feature a high-drive track system along with an enhanced operator station, delivering superior performance through increased ground clearance, more lift capacity, faster ground speed, longer track life, and more operator comfort. And these new SK mini skid steers send more horsepower to the attachment than any competitor. That’s a lot of might from a small machine! Count on Brandt for quality products and the support to help keep you productive and profitable, job after job. That’s Powerful Value. Delivered.
Two powerful
Husqvarna’s all-around power cutters, the K 760 and the more powerful K 970, are the perfect solution for most jobs. The K 760 boasts the lowest vibrations, below 2.5 m/s2, on the market and both feature a fuel-sipping X-Torq® engine. The K 970 features a more powerful 6.4 hp engine, perfect for highway or demolition work. To see more features, visit www.husqvarnacp.ca
by DAVID MINTENKO
REFLECTIONS ON A GREAT YEAR
A lot done, a lot still to do.
Hello, all. In keeping my finest tardiness form and after several “friendly” reminders from Patrick Flannery this is my farewell/au revoir message as the outgoing president for Canadian Rental Association.
It has been an eventful and fulfilling year in my term as president. I have mixed feelings about the contribution I made within the association during my term. One always feels that more could have been accomplished.I mentioned this in a recent phone conversation with past president and longtime advocate of the CRA, Jeff Campbell. He replied that it was a natural reaction as all outgoing presidents express the same feelings. I certainly hope he is right. I can say it has been a great ride and a terrific experience. I have been able to travel throughout Canada to the various trade shows, exhibits and meetings that each local has put on. The reception extended to me from members and suppliers was nothing short of golden. I cannot say enough about the professionalism, openness and the friendliness of all the individuals I have met and come to know. They exemplify what the CRA truly represents.
There have been some challenges along the way. The addition of our new managing director, Nathalie McGregor, and the subsequent moving of the CRA head office from Winnipeg to Stony Creek, Ont., was one. The formation of the many committees that have been established on a national level and the constant recruitment for new board members at both the local and national level was another.
Another highlight of my term was being part of the inaugural summit meeting between the CRA and American Rental Association this past August, which was held in Toronto. To have the honour of being able to be a part of this meeting with some very influential people and to share, discuss and formulate some of the many discussions was very rewarding. These meetings will bring to fruit great plans for the future of both associations and the rental industry. Many thanks go out to ARA president Terry Turner, ARA CEO Christine Wehrman, Nathalie McGregor and my fellow executive board members for spearheading this event. I sincerely trust and hope this will continue to be an annual event, as I truly believe it establishes a bigger trust and bond and lays out the groundwork to solidify both associations for many years to come.
I need to say that the most rewarding experience throughout my term has truly been the networking. I have been very fortunate to meet so many terrific people; people who have not just become acquaintances or business associates but true friends. This would not have been possible without the CRA and ARA. I thank them both.
In closing, I do know that the incoming president, Tim Ranson, is one terrific, driven and smart individual who will definitely make sure the CRA and all the board members continue onwards and upwards. Many thanks to the executive: Marc Mandin, Tim Ranson, James Morden and Nathalie for their guidance and insight while keeping me on the straight and narrow. They have proven to be truly invaluable. I will certainly miss working with them. To all the current, past and upcoming board members and many suppliers I have had the pleasure of knowing and working with: thank you for your time and contribution. You have helped make this association a successful one. I hope throughout the years we will all stay in touch in some way. Best wishes to all. CRS
Dave Mintenko is senior branch manager of Hertz Equipment Rentals in Winnipeg and national president of the Canadian Rental Association. He has been in the rental business for 35 years.
Three considerations
by Deryk Coward
Your decision to pursue legal action needs careful cost/benefit analysis.
When it comes to the costs of pursuing legal action, there are at least three elements to consider when deciding whether to pursue someone in court. The first is your actual out-of-pocket costs. You must determine how much it is going to cost you to hire a lawyer. Lawyers normally charge for their time, and you will want to get an estimate from your lawyer up front as to how much time (and cost) will likely be involved. Alternatively, in some jurisdictions, lawyers can charge a percentage of the amount recovered. These are called contingency agreements and they should always be in writing. A lawyer may also agree to charge you a fixed amount. For example, if you wanted to file a lien against a property, your lawyer may be prepared to commit to a figure of $1,500 regardless of the amount of time spent or whether the lien actually achieves a recovery of monies. Regardless of which of the above arrangements you have with your lawyer, one thing is certain: you should always have your agreements reduced to writing so that both parties are clear on the terms.
THE CHANCES OF RECOVERY
The second thing you should consider is whether the opposing party will be ordered to pay some costs to you and what the likely amount of that award will be. There is a misconception amongst many people that a successful party will automatically receive its legal costs from the losing party. This is most often untrue. Courts in each province enjoy jurisdiction over the awarding of costs and are empowered to make any decision which is fair, just and reasonable. Since the facts of each case are different, there is no way to ever predict the outcome of costs with absolute certainty. In general, though, the winning party will be awarded some amount that partially reimburses them for their costs in hiring a lawyer. My
experience in Manitoba is that the costs awarded to a successful party usually approximate between 20 and 30 per cent of the actual legal costs paid by a party to a lawsuit. Other provincial jurisdictions may be significantly less, or more. You should consult with a lawyer in your own province in that regard.
CAN YOU ACTUALLY COLLECT?
The third thing you need to consider is whether you’ll be able to collect on any cost award. Courts only have the power to order that costs be paid. If the person (or company/partnership or other legal entity) does not have any assets or income to pay the cost award, then really all you have is a piece of paper. This third and final aspect of costs is very important and often overlooked. If the entity you plan on suing won’t be able to pay, then you must consider that fact if you are trying to make a prudent assessment of whether it is worthwhile to proceed. Too many times, people succeed in a lawsuit and are awarded costs only to find out that they can’t collect from the deadbeat judgment debtor. These “successful” parties are often disappointed that they didn’t consider the issue of collection years earlier, before they paid their lawyer and went through lengthy court proceedings. The assessment of the likelihood of collection should be done at the outset, and should be constantly re-evaluated during any lawsuit.
However, just because someone may not have the money to pay you now does not necessarily mean that you should forego pursuing them. In most provinces, judgments which would include a cost award are valid for several years. If you were to obtain a judgment against someone who presently had no money and no income, you could conceivably wait until that person finally got a job, and then begin garnishing their employment income. CRS
Strong business software solutions hold the key to organizing your activities for maximum profit.
SOFTWARE SHOWCASE
INTEGRATED CAPABILITIES
8 point-of-rental.com
Point-of-Rental Software’s Enterprise for Rental Experts is management software designed to fit rental businesses of all sizes. Among the many new features of the latest annual update, highlights include RFID integration, Contract Fulfillment and employee scheduling. By combining real-time contract processing with the flexibility of mobile smart devices, Contract Fulfillment is an electronic replacement for load slips and pre-staging reports, making it easy to fill contracts accurately. From the yard to the jobsite, Contract Fulfillment gives rental teams the information needed to stage and return items in real-time. Combined with Point-of-Rental’s award-winning mobile
application, Mobile Workforce, offsite staff can also use Contract Fulfillment. Contract Fulfillment is also integrated with RFID, allowing orders to be filled and returned using an RFID reader to provide precision counting and instant validation of rental contracts. Because RFID matches each item to a specific contract regardless of how many contracts are involved, rental operators can read an entire pile of linens being returned and properly return each to the original contract. The Employee Scheduling feature allows rental operators to define the daily work schedules of employees and gives employees the ability to view, print, email, and import their schedules into third party calendar apps. Employees can request time off, which will alert their manager for them
to approve or deny the request. Integrated capabilities make defining daily templates and shift requirements quick and easy. This tool can generate all shifts based on templates for the whole company, a specific store, shift, or employee group.
IDEAL FOR SMALLER STORES
8 xgensoft.com
Xgensoft’s Rental Manager is a versatile Windows-based order entry and inventory management system designed for smaller rental businesses. The system handles rentals and sales, allows an unlimited number of customers, inventory and orders, and interfaces with Excel, Outlook, and QuickBooks. It is easy to use, feature-rich and provides the tools needed to expand a growing rental business.
Rental Manager integrates all the rental and customer information into reports and organizational tools. Secure on-line payment processing, cycle billing, a seamless export of invoices and payments to QuickBooks and extensive reporting provide the financial tools for daily fiscal management. The Favourite Reports screen provides quick access to key reports. Users handle quotes and orders aided by realtime inventory availability, an overbooking monitor, a schedule calendar, email, and bar code scan-in (including QR codes). Inventory management tools include kit organization (rent from within a kit and/or separately), sub-rental/purchase orders, equipment usage tracking and maintenance scheduling,
truckload planning and a Rental Return screen that expedites the return of inventory rented by serial number. Run Rental Manager as a single or networked system on Windows 7/8 Professional machines.
Xgensoft Rental Manager is suitable for small to mid-size party, event, tent, tool, and equipment rental businesses. It improves control from inventory to money management, thus providing a great ROI.
GOES BEYOND TECHNOLOGY
8 intemposoftware.com
InTempo Software knows that no two rental businesses are exactly alike. Instead of offering out-of-the-box systems, it builds customized solutions for local and regional rental operators across equipment, tool, event and specialty markets. Its business management solutions Enfinity, RentalMan and CounterPro have powered rental companies for decades. InTempo does not sell “lite” versions of software, so rental operators can use the exact same functionality regardless of whether the solution is installed locally or hosted in the cloud. InTempo goes beyond technology with an expert customer support team and active user community groups.
IDENTIFIES TRENDS
8 texadasoftware.com
Texada Software has always been aggressive in solving the problems customers face by providing world-
class technology solutions. For the past year, the company has focused on the development of a brand new cloud-based, mobile workforce software product, FleetLogic, which launched this fall. FleetLogic is an easy-to-use, intuitive and comprehensive fleet tracking, fleet inspection/maintenance, field service, and fulfillment/ logistics management platform. It is designed to truly empower organizations and their employees to manage a more efficient and effective field service operation. It provides a centralized platform that enables the capture and sharing of information such as field service work orders, equipment inspections, repair history, and fleet status, via nearly any device. It helps teams work together by better connecting what is often disparate information, and providing it back to users clearly and effectively. FleetLogic helps streamline operations through features like barcode scanning, digital signature capture, simplified to-do lists that help employees manage workload, and an inventory status dashboard. With comprehensive tools for reporting and analytics, the use of FleetLogic can help users identify trends or emerging issues before they get out of control, and unlock business insights into key business areas like fleet management, and team performance.
NEW! INVERTER GENERATORS
SERIOUS HEAT FOR SERIOUS PROFITS
SAME PERFORMANCE IN A MOBILE PLATFORM 8 orion-soft.com
Orion Software, a leading provider of software solutions for the rental industry, has announced the launch of a new mobile application for its flagship product, Sirius-e. This mobile application represents the latest evolution of the award winning Sirius-e platform. From its inception, Sirius-e was designed with an open architecture that provides a variety of convenient features that speak directly to the unique challenges of
ONLY A WEB BROWSER WITH FLASH NEEDED 8 flexrentalsolutions.com
the rental, sales and service industry. With this mobile application, the logistics staff can deliver rental equipment efficiently by taking pictures and confirming the deliveries with electronic signature and email, directly on a mobile device. Everything is in the same platform, done in realtime, including the map of the deliveries and pickup routes. Those already familiar with the capabilities of Orion Software products can now enjoy the same platform and performance in a mobile version. The app is connected in real-time with Sirius-e platform, so that users never miss a beat.
The
ZUBRI Portable Patio Heaters
Flex Rental Solutions provides web-based, customizable rental management software. Only a web browser with Flash plugin is needed, and Flex works with all common operating systems and browsers. Flex provides powerful tools for modeling inventory the way rental operators use it, supporting virtual items, racks, and road cases. Users can have unique permissions through customizable user settings. Flex offers contact management, financial management with QuickBooks integration,
crew management, barcode scanner support, integration with Facebook events and Google calendar, intuitive search abilities and drag-anddrop functionality for building quotes. Flex 4.11, released in
MANAGES ALL AREAS OF BUSINESS
8 genisys-software.com
Genisys 2 offers the high-level computer systems and management software for rental, sales and service businesses. Many single and multi-store operations are using AlphaRental throughout North America. They system is suitable for any business because it is easy to use and learn. Smaller operators can stay competitive with the national companies by using the same software they use. AlphaRental is a comprehensive system that can manage all areas of a rental business. The simple format and logical design of AlphaRental allows rental operators to process transactions quickly and easily. The useful on-screen help enables employees to learn the basics of AlphaRental immediately. AlphaRental has been designed to manage the most complex demands of the rental business. The product contains flexible Store Set Up screens which allow users to set up the system to fit their unique businesses. The computer systems are ideal for companies of any size and structure.
August 2015, contains several new features, performance improvements, and bug fixes for the Flex Production Manager, including job costing functionality. Other new features in the Flex
4.11 release include the ability to click the On Order number in the quantity tab of an inventory model; the addition of several new options in the Contact Associations tab of the project element settings; the ability to drag and drop a Service Note directly into the Notes field of an elemen; a new report called Quote Replacement Value; and a new feature that highlights the Notes tab of an element when there are unread notes. Flex Rental Solutions is the winner of Rental and Staging Award Best Rental Management Software at infoComm 2015, and plans to release Flex 4.12 by the end of 2015.
MULTIPLE ENTRIES WITH ONE CLICK 8 rentmaster.net
With a range of flexible, easyto-use features, RentMaster allows rental operators to finally have high-powered control over all rentals and schedules. Users can organize inventory with as many categories and subcategories as desired. Paperwork is simplified by having rental equipment and sale items in the same invoice.
with a full range of different payment options (check, cash, credit card and more). Special order discounts, customizable delivery types and customizable payment methods allow users to deal with any situation. Customers are better and more easily served with
Enter multiple items with one single click. The ordering process is streamlined with realtime inventory availability checksand an easy customer database that’s searchable by any field and simple to update on the fly. Custom order status values show reserved, shipped, received or cancelled orders. The payments history allows users to quickly accept and record multiple payments
WEB-BASED SOLUTION 8 rentaltrax.com
RentalTrax is a web-based rental management software program (SaaS). It is a complete, “all in one” rental management program at a fixed low price. RentalTrax rental software is cloud-based with a software management team that handles all of the technical overhead and needs. Users simply log into the rental software system exactly as they would with other online services. It is simple to have a complete overview of customers and orders on rental products and more. With a just few
advanced features for storing and retrieving complete customer histories and information (even driving directions). Easily turn quotes into orders – RentMaster automatically detects complete customer info and auto-verifies quotes to assure inventory availability. Store managers can increase profits with generate accurate reports and tightly controlled, superorganized forms.-
clicks users have a full picture of what products are available for rental and can create a professional confirmation message or mark broken or non-working products as needing maintenance. Drivers will never have any doubt about what is agreed on with a customer and
what needs to be packed and delivered. RentalTrax can generate a real-time picture of the rental business. View sales, statistics and create additional sales with ease. It is simple to see revenue centers and to determine which products and customers generate the most profits. It is easy for to send out promotional emails with news, updates, special offers and more. It is also easy to upgrade a RentalTrax plan and to add modules and functionality as needed. For example, many users choose to utilize the RentalTrax webshop which makes it possible for customers to place rental orders online around the clock. Many RentalTrax users also love being able to automatically send out SMS reminders with the SMS module. The RentalTrax AutoMail module allows the business to easily email customers with a reminder two days prior to pickup or five days after with a link to a follow-up survey. RentalTrax is a complete, out of the box rental software solution, designed to make it easy to run a rental business and give customers a professional experience.
ONLINE STORE CAPABILITY
8 ezrentout.com
Rental operators can showcase rental equipment and tools on the web with the Online Rental Store, just one of the features in EZRentOut’s equipment rental solutions.The layout is completely configurable; users can set up photo banners to illustrate what they do or customize what information to show. Storen managers can even use their own URL to better advertise the business. Customers can book orders and pay for them online using their credit card. Invoice designs vary from business to business and users may prefer different designs for particular files, departments or customers. The Invoice Designer enables rental operators to create as many invoice templates as needed. Counter personnel can track equipment as individual
pieces or track them in bulk stocks. For example, a manager may want to track forklifts individually (Truck 1, 2 and 3) but for chairs might want to track only a bulk quantity (30 chairs). EZRentOut does both. It is important to measure how store staff are doing so they can improve based on those numbers. EZRentOut can calculate how much revenue an individual worker brought in or how many orders were closed. Managers can run these analytics for different time durations to compare performances and identify trends.
EXPERIENCED
SUPPORT STAFF
8 staffcorpservice.com Corporate Services offers rental stores a total asset management solution with flexible services and a tailored software component that make the management of equipment and rentals a snap. For more than 23 years, TrakQuip has helped companies track the revenue, cost, locations and utilization of their assets throughout the world. With experience spanning from oil field and construction to trucking, TrakQuip staff helps choose the best solution, tying
together all business processes from equipment management and resource planning to reporting and billing. TrakQuip software will automate routine business operations and provide more comprehensive information, allowing the business to function more efficiently and staff to make more informed decisions. TrakQuip walks users through every step, from planning though implementation, set-up, training and ongoing support. TrakQuip support offers knowledge and experience with client-requested enhancements to its library of software components. It can meet the demands of businesses of all sizes with flexibility and support staff available 24 hours a day, 365 days a year.
It’s how you say it
by Jeff Thorne
Delivering your message the right way is critical.
In today’s day and age there are so many different methods and strategies to communicate safety. It’s important that thought is given as to which methods or approaches are required for specific situations and that barriers to effective communication are understood so we don’t get caught up in avoidable communication pitfalls. These pitfalls can include a lack of knowledge or information, failure to set clear expectations, lack of attention to detail, selective listening, learning and language barriers, or pre-conceived ideas.
Many leaders and supervisors know their stuff, they have done the job but the team isn’t following the direction provided. Problems are arising and the solution isn’t apparent. In many cases poor communication is the root cause of the problem.
Many of us speak but we are not heard. Some speak down to others with the expectation that the message being sent will be understood with very little explanation or follow-up and there are those that have poor communication skills and aren’t quite sure how to get the message across. Here are some tips that will assist how the safety message is delivered.
Provide explanations for standards and procedures. Adults need to see relevancy in the information we are provided. Ensure standards and procedures are clear and the purpose is reinforced. Educate employees as to why your procedures exist and provide concrete examples as to how they are a benefit.
Allow time for the team or individuals to speak and actively listen. Listen to the message that is being sent and do not interrupt. Provide time to gain perspective on what you are being told.
Ensure the proper medium and forum is used when communicating. If the message being sent affects the whole team, ensure that message gets to everyone. Hold an open forum and allow opportunities for feedback. Do not single people out in front of their peers.
Be direct, use tact and provide positive reinforcement. Even if the conversation is a critical one, how you approach the situation and open
up the conversation can determine whether the communication will be successful or not. Keep it simple and avoid long drawn out explanations and ask employees for solutions to identified issues. Reinforce safe work behaviour with positive feedback as this supports the behaviour and increases the likelihood of it being repeated.
Address the substandard act or practice and not the individual. The model of communication involves sending and receiving messages. If the message becomes accusatory, this destroys the open lines of communication very quickly, so always be respectful.
Look for partnership opportunities during the conversation. Listen intently and find areas during the conversation where you can agree with the person or team. This helps to find common ground and assists with arriving at a solution more efficiently.
Be mindful of your body language. So much of what we communicate and how our audience perceives it, comes from our body language. The way you move, sit, and stand affects the way others perceive you. Improving body language centers on being aware of your emotions and the emotions of others.
Provide guidance and support. Identified substandard acts or practices should be followed by positive corrective action and specific direction to improve the undesired behaviour. Don’t just point out what is being done wrong.
Lead by example and set an example. Senior employees that know how to do the job safely may have picked up some bad habits or they may have identified short cuts. Address these situations quickly by providing brief corrective feedback and remind them to set an example for others.
Be an advocate for your team. When issues are brought forward, solve them when they are raised. For issues that cannot be solved immediately, ensure you keep your team informed of progress. Ultimately, effective communication allows us to learn from one another. Applying these tips will allow for more open and constructive communication.
Modeled
New H50… Lighter, More Powerful, More Fuel E cient, No DPF
Why hang a hippo on your equipment when it’ll run loads lighter with our sleek new turbo, intercooled cat called the H50? This 4-cylinder, 74 hp engine is 200 pounds lighter than others and way more compact. It’s also the first industrial diesel engine to have a Bosch Off-Highway common rail fuel injection system for amazing power and fuel efficiency in a wide load and speed range. And it falls below Tier IV Final and Euro Stage IIIB limits with no particulate filter. Run with our new H50 and your equipment will be the cat’s meow!
