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4
EDITORIAL
Lagging economic effects from the pandemic are catching up with us.
16 RENTAL MART REPORT
Lots of energy and smiling faces made 2022 a great event.
The latest in portable technology for your DIY customers. 10 16 20 24 DECEMBER
14 AT YOUR SERVICE
Think about what you want to achieve, not what stands in your way. by Russ Dantu
6
INDUSTRY NEWS
CRA Canadian rental forecast…ARA offering insurance to Canadians…Brent Fee now selling Allmand…
20
CORDLESS POWER
Cordless power tools are about more than convenience. There’s a safety story, too.
10 FAITH IN RENTAL
Pat’s Rent-All in Ajax has been passed down from father to son to father and son for over 50 years.
24 HAND TOOL SHOWCASE
15 WHAT WENT HONG
Turning words into actions is a key part of your safety practice. by James Hong
26
HOPE IS NOT A PLAN
The party’s over. Time to tidy things up for a new day. by Adam Snook
The year the bill came due
by Patrick Flannery
AThe bill for COVID came due in 2022, just later than we thought and in a different form.
s 2022 draws to an end it feels like the chickens are coming home to roost. As the dimensions of what would be necessary to fight the COVID pandemic became clear in the spring of 2020, it was natural to feel some dread about the economic consequences. How could business continue under conditions where people’s movements and activities were so severely curtailed? The Americans were losing jobs at the rate of a million per month. The amounts of money governments were forced to spend to mitigate the effects looked ruinous. Many forecasters predicted a crippling recession. Then something funny happened. Shut-in homeowners tired of looking at their old amenities took the cash they would normally spend on vacations and commuting, and the time they would normally spend visiting family on weekends, and directed it into DIY projects and online shopping. While some sectors, including our own event-rental segment, collapsed, others spiked, creating what CIBC economist Benjamin Tal called the weirdest and most uneven recession he’d ever seen. Equipment rental owners told me they were embarrassed to talk about how their businesses were doing, as 2020 was in many cases the best they’d ever done. In early 2021, with vaccination rates approaching the goals set by public health authorities, it was possible to look ahead not just to a soft landing but to a powerful V-shaped recovery taking us well beyond pre-pandemic numbers. And with our businesses and work practices re-shaped and re-invigorated in many ways by the challenge of learning to operate differently.
The good times rolled until the summer of 2021. Then it was as if that container ship getting stuck sideways in the Suez Canal was some kind of omen. The price of lumber was the first harbinger as sawmills shut down during the pandemic found it impossible to catch up their
backlogs with a labour force reduced by laid-off workers who would not come back. But the real crunch came from the shortage of shipping containers created when ships left their containers on one side of the ocean rather than bring them back empty. Soon, suppliers couldn’t get anything from plastics to steel to microchips.
Still, it looked like things might be all right as long as the big bale of cash under the consumer’s bed didn’t run out. We just needed the shipping companies and global suppliers to sort out their problems before broad inflation really set in. The initial price rises looked transitory and due to the short-term supply restrictions. The possibility remained that prices could be brought under control before interest rates had to rise and demand was affected.
This year didn’t work out like that. The real nail in the coffin was the Ukraine war with its impact on oil prices, which are pretty much guaranteed to drive up the prices of everything else when they rise. But it was only the last straw – the inflationary forces had been building for over a year. Throughout the year we’ve watched as literally everything gets more expensive and, most impactfully, interest rates rise as central bankers try to hold the line. That’s been a bad idea, in my opinion, as so much of the spending that was carrying us through the recession was financed by cheap credit. For instance, for many years now Canadians have been able to get lines of credit with their mortgages at the same rate as the mortgages themselves. With the rates many lenders were offering, which were below the already-low rate of inflation, this was effectively free money. Now that’s gone. Mortgage rates are shooting up along with the price of everything else and the cost of servicing those debts is starting to depress house prices and throttle demand.
The bill for COVID came due in 2022, just later than we thought and in a different form. Let’s hope we only get a shallow recession in 2023 rather than one of the other kind. Oh, and happy holidays. CRS
3RD ANNUAL EVENT
As the owner of a construction business, what are you doing to increase the representation of women in your organization?
Do you even know how to get started?
Make plans to attend Women in Construction 2023 on March 8, a virtual event geared toward business owners in the construction industry.
Our experts and panelists will provide you with helpful advice and actionable insights for starting—or further advancing—your pursuit of greater female representation in the workforce.
CRA FORECASTS HEADWINDS IN 2023
The Canadian Rental Association revised its forecast for the Canadian event and equipment rental industry on Nov. 9. The CRA expects the strong growth in Canada’s rental industry to continue for the remainder of 2022. Rental revenue for the year is now expected to rise 16.2 percent over 2021, a slight downward revision from the previously released quarterly forecast. The downgrade in the economic outlook coincides with central bank tightening in Canada and the United States. This forecast, compiled by S&P Global Market Intelligence on behalf of the CRA, shows that while growth was generally positive in 2022, consumer spending will be weaker this year and next. Driven by sky-high inflation, the deterioration in consumer confidence is weighing on consumer spending decisions. In general, households will be focused on the “necessities” rather than the “niceties,” as inflation continues to chip away at real incomes. Inflation-driven growth is expected to peak in 2022 and the economic slowdown of the broader economy will affect the rental industry in 2023 and beyond. The bigger negative impact will come from the substantially weaker non-residential investment spending. The declines in building structures construction and machinery and equipment spending next year are anticipated to be short-lived as projects related to energy, like pipeline expansions, liquefied natural gas terminals and port expansions are expected to continue. However, recession fears will probably hold back spending in 2023 with probable delays in projects not started yet. Speculation of a recession on both sides of the border will make firms more cautious of capital spending, which will further contribute to the sector’s mild downturn. There is no widespread evidence of projects being delayed or cancelled
yet, but the risk of it happening is great. The CRA says that by 2025, there should be a rebound across all sub-sectors as global demand rebounds. In light of those expectations the forecast for 2023 shows a meager growth rate for rental revenue of 1.9 percent, below the rate of inflation. As the economy recovers, revenue in the rental industry is expected to grow at 2.5 to four percent a year in the medium term. By 2026, the last year of the forecast, the Canadian equipment rental industry should surpass $6.9 billion.
“We are expecting the double-digit rental revenue growth of the past few years to end as the economy corrects itself in 2023,” says Nathalie McGregor, CEO of the Canadian Rental Association.
The construction and industrial equipment rental sector is estimated to have grown by 8.2 percent in 2021, to $4.1 billion. In 2022, the segment is forecast to expand further at 13.6 percent. The expansion is fueled by a strong first half of the year in the construction markets, rising industrial production and growing oil sands investments. As construction slows and even declines for a short period, the sector’s growth is forecast to soften in 2023 (with the forecast calling for mild 2.2 percent expansion). The
sector will surpass pre-pandemic revenue peak in 2022 and reach $5.2 billion by 2026. General tool rental revenue is estimated to have increased by 10.1 percent in 2021, recovering from the 8.3 percent decline seen in 2020 to set a new high point in rental revenue of $1.1 billion. Growth continues in 2022 with revenue rising by 14.3 percent, supported both by inflation and a resilient construction market. Growth almost comes to a halt after 2022, however, as higher reliance on construction markets unrelated to energy makes this segment more susceptible to the forecast economic downturn. By 2026 rental revenue in this segment will reach $1.4 billion. Tent and event rental revenue was profoundly impacted by the pandemic. A gradual path to recovery began in 2021, but even with growth of 35 percent in 2021 and 101 percent in 2022, the segment doesn’t reach pre-pandemic highs until 2023. Re-opening of the economy allowed the industry to return closer to the norm, but the economic slowdown will soften the recovery rate. In 2023, the segment is expected to expand 3.5 percent, followed by higher growth rates in the 2024 to 2026 period. By 2026, tent and event revenue should reach $371 million.
VINCENT TO LEAD MARKETING FOR JLG AND JERR-DAN
Oshkosh appointed Sara Vincent as the new director of marketing for JLG and JerrDan on Nov. 2. In her new role, Vincent will lead marketing and communications initiatives for JLG mobile elevating work platforms and telehandlers, as well as JerrDan towing and recovery equipment in North America and Latin America. Vincent brings nearly 20 years of communications and marketing experience to this role, most recently as the vice-president of marketing for Arete, a global cyber risk company. She also has vast experience in the telecommunications industry, having led branding, public relations, channel marketing and new-market initiatives for both T-Mobile and AT&T. Vincent holds a bachelor of arts degree in journalism from the University of Maryland and is a student in the MBA program at the University of Baltimore.
“Sara brings a wealth of knowledge and experiences to this role that will support JLG’s and Jerr-Dan’s continued leadership in North and Latin America,” says Tim Morris, JLG senior-vice-president of sales, marketing and customer support. “She understands how to create strategic marketing initiatives to achieve our goals, and as she gains deeper knowledge of our businesses and operations, she’ll be a valuable resource for the company in reaching our customers.”
“I am excited to join the JLG and Jerr-Dan teams and look forward to contributing to our continued success,” says Vincent. “It’s an exciting time to bolster the team’s efforts to increase the presence of these iconic, innovation-driven brands in the Americas.”
Vincent will take over the company from Jennifer Stiansen, who transitioned to her new role as vice-president of global branding and communications for Oshkosh.
HILLTIP BUYS INDUSTRIAL METAL PRODUCTS
Hilltip acquired Industrial Metal Products on Oct. 31. The acquisition of Industrial Metal Products will allow Hilltip to manufacture its products in North America using the company’s Fort Wayne facility, which will immediately get a remarkable expansion for increased production and storage capacity. In addition to the logistical benefits of production at the Indiana location, Hilltip will establish staff resources and a customer service team to better serve dealers and customers in the U.S. and Canada.
“We are now able to manufacture all our industry leading products in the United States and distribute throughout North America,” said
Craig Sandmann, managing director of Hilltip, North America. “This includes our complete line of spreaders, sprayers and brooms, as well as established Hilltip products lines we have yet to offer domestically.”
Industrial Metal Products will continue production and develop-
WESTLAND AND ARA OFFER CANADIAN MEMBERS INSURANCE
Westland Insurance Group and the American Rental Association are now delivering insurance solutions to ARA members across Canada. The new commercial insurance package includes liability, property, contractors’ equipment that is rented or sold and cyber insurance.
“Westland is excited to work with ARA to bring this comprehensive commercial insurance package to Canadian ARA members,” says Donna Barclay, executive vice-president of commercial and specialty at Westland Insurance. “Canadian ARA members now have access to uniquely specialized insurance protection.”
Tony Conant, ARA CEO, says, “We’re really happy to have found a partner like Westland Insurance that will set our Canadian members up for success. Westland understands the complexities of rental and why insurance is so crucial to business operations. We’re excited to work with them and serve our members in all provinces.”
This package is now available to ARA members across Canada and more information can be found on the ARA website.
ment of its existing product line as a separate division of Hilltip and it will still carry the Industrial Truck Beds brand name.
“With 20 years of experience in the truck equipment industry, Industrial Metal Products has a lot of brand equity,” said Sandmann. “We anticipate growing the Industrial Metal Products brand and business, while expanding Hilltip’s North American footprint with our innovative winter maintenance technologies. The synergies between our management teams and dealer networks provide tremendous opportunities for both product lines. It’s an exciting development for our employees, dealers and customers.”
INDUSTRY NEWS
FEE TO MANAGE SALES IN WESTERN CANADA
Brent Fee recently became the territory sales manager for western Canada at Briggs & Stratton. As part of the new role, Fee will now facilitate all aspects of sales for western Canada from Manitoba to B.C. Fee is a veteran in the heavy-equipment rental industry. He began his career with Stephenson’s Rental in 1989. In 1998, Fee joined the team at Home Depot and eventually moved to western Canada in 2001 with Home Depot Rentals. Fee began his career in direct sales with Cavalier in 2011 and later moved to North Star Equipment Rentals and then Campo Equipment in 2020. Fee joined Briggs and Stratton this fall, where he will focus on selling light towers and generators for Allmand.
“We’re excited to have Brent join the Allmand team. With his years of experience in the industry, working with the rental customers combined with his product knowledge gained with his past roles, I believe Brent will be a key asset to the company and a part of the future success in Canada,” said Dan Fazekas, regional sales manager at Briggs and Stratton.
BUSINESSES CAN NOW SURCHARGE ON CREDIT CARDS
Canadian merchants are now allowed to surcharge on credit card transactions to offset credit card processing fees, and nearly one-in-five small businesses are considering it, found a new survey by the Canadian Federation of Independent Business. As a result of a recent class action settlement, Visa and Mastercard gave small businesses the power to add a surcharge on some credit card transactions to offset their merchant fees starting Oct. 6. Due to consumer protection laws in Quebec, this option will not be available in that province.
“Most smaller merchants are still on the fence or don’t plan to surcharge as they don’t want to risk losing customers. However, it’s important for them to know they will have this option,” said Corinne Pohlmann, senior vice-president of national affairs at CFIB. “Small businesses have long been dealing with expensive credit card processing fees and trying to find ways to absorb the cost of accepting premium cards without the ability to surcharge or refuse those cards. Surcharging gives them the ability to offset some of their costs and be transparent with their customers about the fees they pay.”
A recent survey of CFIB members found that 19 percent of merchants intend to use the new power to surcharge, while a further 26 percent said they will do it if their competitors or suppliers do. More than one-third (40 percent) of small firms said they are not sure yet if they will surcharge, while 15 percent said they don’t intend to do it. Businesses that often sell to other businesses, like construction, manufacturing and finance/insurance, were most likely to report they will surcharge for credit card usage, while businesses that serve consumers were less likely to say they will do it. Among consumer-facing sectors, a total of 19 percent of hospitality (e.g. restaurants), 17 percent of personal services businesses (e.g. salons) and 12 percent of retailers intend to surcharge.
“These data reveal the frustration so many business owners feel about the high cost of credit card
processing, which can eat about 1.5 to 2.5 percent of every sale,” said CFIB president, Dan Kelly. Currently, 35 percent encourage customers to use other forms of payment and 28 percent said they increase their prices to absorb credit card fees.
CFIB continues to call on the federal government to deliver on its 2021 election promise to further reduce ongoing credit card processing fees for small businesses. Small businesses in Quebec should also have the right to surcharge to offset their credit card fees.
“The power to surcharge will allow merchants to address their rising operating costs, push back against future credit card fee hikes and keep their prices competitive,” Kelly said. “With mounting pressures small businesses are facing due to inflation and government-imposed costs, surcharging is another way to reduce their cost burden.”
Merchants can now apply to surcharge by registering their plans with their credit card processor and Mastercard (Visa requires registration with the processor only). Once they have registered their intent to surcharge, merchants must then wait 30 days before they can start to apply a surcharge on Visa and Mastercard transactions.
“All payment processors should be ready to support merchants interested in surcharging as soon as possible,” Pohlmann added.
For more information and some tools related to surcharging, business owners can visit cfib.ca/surcharging.
FAITH IN RENTAL
Donald Towns took a lucrative bet on rental
There are many beginnings to the story of Pat’s Rent-All. The first takes place in fall, 1969, when Pat’s Rent-All was established. At the time, the rental company called 800 square feet on Harwood Ave. in Ajax, Ont., home.
by Daniel Reale-Chin
Nearly a decade later, in 1977, Pat’s outgrew that space and moved into 1,400 square feet on the same road. Finally, in 1988, Patrick Dunne, the then-owner and namesake of Pat’s Rent-All, moved his heavy equipment rental company to a 3,300-square-foot shop on Westney Rd., just over three kilometres north of Harwood Ave.
When Sean Dunne, Pat’s son, decided it was time to sell the business, he consulted his friend, Donald Towns.
“I had no experience in the rental business whatsoever. Sean was a good friend, so I used to visit the store often,” says Towns. Then came the leap of faith. “I made him an offer and I purchased the business with very little knowledge or first-hand experience in the rental business.”
With a bit of hope and some cash, Towns became the owner of Pat’s Rent-All in 2012. It was Towns’ rental-industry beginning.
KNOW YOUR CUSTOMERS
With his purchase he inherited a small shop with three Bobcats. “I think they were MT52s: one small skid steer on wheels and an excavator.”
Ten years later, Towns has grown the business from its humble beginnings – a general equipment-rental store with some compact equipment – into a rental company focused on serving homeowners, landscapers and the contractor markets. He found that’s what worked in his region.
Serving towns in southern Ontario like Ajax, Whitby, Oshawa and Pickering can be tough as a small rental company because of the number of big-name rental companies that dominate the market.
“I knew we couldn’t compete with them and I didn’t want to.”
Towns took the aspects of the rental store that were working – like the equipment for landscapers and the small-engine repairs – and built out Pat’s repertoire. He says there was a
long period of upgrading to fit the new niche he was trying to build.
“We really homed in on the homeowner market and the small contractors. The industry was different 12, 15 years ago and a lot of what the Dunnes were renting back then were those smaller rentals.”
FLEET UPGRADE
When he first purchased Pat’s, customers were still coming in to rent equipment like power tools, but those became affordable for the average contractor. He knew he needed to invest in bigger equipment that was still too expensive for his customers to purchase.
Over ten years, Towns added more excavators, skid-steers and lawn and garden equipment to the fleet. He purchased 14 three-foot MT85s from Bobcat and Barreto stump grinders. He built on relationships with suppliers to build his stock.
“We’ve been aggressively buying Bobcat equipment and the Barreto stump grinders and rototillers. We keep buying that stuff because it rents well and there’s money to be made there. I also knew that to survive I’d need to diversify,” says Towns.
Diversifying for Towns meant many things. He built up the company’s repairs sector, expanded their retail section and found creative ways to use the equipment he had in-stock. In terms of repairs, Towns estimates that makes up about 30 percent of his business.
“The previous owner did very little retail and repairs. I thought it was a good way to make more income. My son, Joel, is also quite good at the repairs.”
Customers will often come in for repairs of their landscaping equipment and tools. Towns also began selling snowplows and repairing them.
“The winters can be harsh in this industry, so it was a good way to continue serving my customers.”
(centre) is proud of the young talent he has involved at
is already taking over many of the day-to-day tasks. Micah Tudhope works at the store full-time, as well.
NEW MARKETS
“I’d say we’ve grown four times the size that we were when I first bought the company.”
Part of that growth, he says, was expanding his fleet of cordless and eco-powered equipment for landscapers, something that he says is a growing demand in his community. The owner of a company in the area was retiring and Towns seized the opportunity to be Ajax’s retailer of Ego Power Tools.
“The landscapers seem to love the cordless equipment. There seems to be a growing demand for electric-powered equipment, so when the gentleman was
retiring around seven months ago, I jumped on the opportunity.”
Besides the small equipment, Pat’s began working with Penske to rent trucks.
“Penske approached us about four years ago in 2018, and it’s been very, very good for the business. I think COVID helped in the sense that people were stuck at home, buying houses and upgrading their digs, and to do that, they needed the trucks, and they needed the equipment.”
When Towns was first approached, he says he was apprehensive, but he quickly saw how good the deal was. Within those four years, he’s built a symbiotic relation-
ship with the truck rental company, and as he rents more of their trucks, they help bulk up his fleet. The beauty of his deal with Penske is that the company takes care of the trucks and has set Pat’s up for success. Towns found that his sweet spot with truck rentals were the 26-foot carrying trucks. He says he had no need for the larger, commercial trucks, since that’s not the market he serves.
“Joel and I always discuss the changes we want to make here, and in terms of switching things up, you know, you can’t diversify too much because then you become the master of none, you’re not an expert at anything. So, we’re good. We’re
Don
Pat’s Rent-All. His son, Joel, (right)
COVER STORY
Towns took a risk when he purchased Pat’s Rent-All. He had no experience in the heavy equipment rental industry, but his entrepreneurial spirit helped him grow the company.
paying attention to what works, like the truck rentals and the repairs that we do and we’re getting good at those things.”
Throughout his years in business, Towns has shown his son how to manage the fleet of products as well as the business aspects of the company. He also started renting garbage bins. The idea came to him from the five-ton truck the company was using to rent equipment. He invested in half a dozen 20-yard- and 12-yard bins for garbage and half a dozen four-yard bins for dirt. He even built a few of the trailers with his experience welding.
FOREVER A BUILDER
Besides welding, Towns has always had a knack for using his hands. In another life, Towns studied engineering at the University of Toronto. He used that degree to build his own home, a 3,000-square-foot bungalow in southern Ontario, a cabin in B.C., and the house that Andrea Kirkland, his sister-in-law, lives in. “I think it makes a difference that he’s actually a builder himself,” says Kirkland, who works at Pat’s Rent-All. “He’s able to relate to the customers because he’s actually used the equipment and tools.”
One of his biggest projects involved constructing some of the buildings at the Faithway Baptist Church in Ajax,
Ont., where he attends church each Sunday and has been the treasurer for 20 years. His family has been involved in the church since a time that there were only five parishioners. Now the church has grown to six acres and around 400 people join the service every Sunday.
Micah Tudhope, a young worker at Pat’s also comes from the church that Towns attends. He is one of the four full-time staff who works at Pat’s. Kirkland handles the administration and front desk at the store. Kirkland’s brother, Ken, also repairs small engines at the shop along with Al MacKay, a licensed mechanic.
DOWN THE FAMILY LINE
Since the stores beginning, Pat’s has been handed down from father to son to father to son. Patrick Dunne first created the company in 1969, and later passed the business on to his son, Sean, who sold it to Towns in 2012. Now Towns plans on following in Pat’s Rent-All tradition and is preparing the shop, and his son, for a change of hands. Joel Towns, Donald’s son, is working toward taking over the business. “He’s now handling most of the decisions here. That’s part of the reason I’ve slowed down on trying to expand aggressively. It’s now up to him,” says Towns.
Even though he’s passing on more responsibility to Joel, Towns doesn’t think he’ll ever stop working. “I certainly
don’t plan on expanding the empire anymore. That’s now up to Joel, but I’ll probably work here until the end. I’m just
not the type of guy to stay home. I think that once you have that entrepreneurial spirit, it’s hard not to wake up every morning and come see what’s happening in the shop or want to talk business.”
Passing on the baton to Joel has let Towns do more of what he loves: travelling. “My wife and I are going to Rome for a few days and then we’re catching a cruise on the Royal Caribbean for a few weeks. In December, I’ll go out to my cabin, visit my other son, and do some work that I started there.”
He has two other sons: Jon who owns his own roofing business (Mannheim Roofing) which shares the lot with Pat’s in Ajax; Joshua, who’s a pastor in B.C.; and a daughter, Joanna, who’s an accountant. His eight grandchildren keep him busy as well. “I’m proud of all my children. I’m glad to see Joel’s taken to the job so well, because now I can take vacations like the one that I’ve got planned for Rome next week,” chuckles Towns. CRS
AT YOUR SERVICE
Take it in stride
by Russ Dantu
Irecently spoke to a government group in Regina, Sask. Leaders from many municipalities were there and they asked me to do an opening keynote on networking and then a breakout session the next morning on presentation skills.
I was told this was a very tough audience who rarely laughed or even stayed once the speaker started. They had brought in magicians, comedians and even a Juno Award-winning group to perform. Each had most of the audience leave during their respective performances.
To top it off, my opening keynote was after dinner. The cash bar was open an hour before dinner and people were indulging. When I learned what the main course was, I had a big “uh oh” moment. They were serving turkey and all the trimming for dinner.
This truly was a recipe for disaster. All most people want to do after a few drinks and a turkey dinner is loosen their pants and fall asleep
“It’s easy to get in your own head with negative thoughts when it comes to business.”
on the couch. I really had my work cut out for me and in the back of my mind were thoughts of me being added to the long list of failing performances.
I told the executive director that I would keep it very light and interactive, which was exactly what she wanted. She warned me again to not be surprised if most people got up and walked out.
I took this as a challenge. I’ve dealt with the toughest of crowds before. After all, I couldn’t let myself get discouraged by my upcoming presentation.
It’s easy to fall into the trap of getting into our own heads with negative thoughts when it comes to business. But it sets us up for failure before we have even started the work, which
brings me to the points of this newsletter:
1. Always keep an open mind. Just because others may have failed to achieve what they set out to do, does not mean you will.
2. Believe in yourself and your team. You’ve been leading the charge or been in your field for a decent amount of time that you know what you are doing and you know how effective your team is as well.
3. Do your homework. I made sure I did interviews before speaking at this event to find out as much about this group as possible to help me cater to their specific needs.
4. Give your potential new customer the benefit of the doubt. Maybe others had failed because they slacked off with their preparedness, customer service efforts or they simply weren’t a good fit. Just because they had a bad experience, doesn’t mean you will.
5. Be at your best. This should be how we are anyway but sometimes we need to step it up even a bit more to really impress a new customer. The trickle down effects can be very beneficial.
Both of my sessions were extremely well-received and no one left the room which put a big smile on my face. The executive director and their president were both very happy as well. Admittedly, I did get a bit worried with all of the negative thoughts that kept entering my mind but I was determined to not be like the others. I was determined to succeed and I was determined to make my customer happy, which is what we should always strive to do.
As for the turkey, who eats turkey in early September? Save that for Christmas, which brings me to my last points: take some time off to re-energize, thank your team for all they do and reward them if you are able to, and remember to spend some precious time with family. Merry Christmas and season’s greetings to you all! CRS
Russ Dantu is a 30-year veteran of the rental industry and has been delivering workshops, seminars and keynotes on customer service for over 15 years. Visit russdantu.com.
by James Hong
Safety in practice
Let’s talk about the difference between developing safety procedures and actually making things safe. I’ve written many articles about procedures, protocols, personal safety, site safety and multiple aspects of overall safety. I’ve published training and safe-work procedures and authored policies on safety.
Today I want to talk about safety procedures versus being safe. What does that mean? It means there are two components to working safely, which are: following safety procedures and a personal sense of being safe with proven outcomes.
Seasoned workers with many years of experience often have a built-in radar for how to maintain being safe. In other words, along with safety steps and protocols they’ve developed on-the-ground safety wisdom. Sometimes there are safety specifications and steps which haven’t worked in the past. In those scenarios, professionals re-evaluate, troubleshoot and frequently create work-around solutions for alternative methods and/or additional steps to ensure safe outcomes. These creative solutions are developed through on-the-job experience.
For those who don’t necessarily have years of experience, they may be relying on specs and procedures. For example, when operating machinery, it is the responsibility of the operator to be familiar with the specifications and operating procedures, however, what if you run across specifications and operating procedures that don’t make safety sense to you. Then what do you do? This question addresses the crux of safety procedures versus reality.
Recently, someone brought to my attention the specifications and operating procedures that he considered counterintuitive. Given his experience, it simply made no common sense to him. Generally speaking, the issue was about the height of a particular piece of machinery and the ability of that machinery to be stable while moving across the ground: a telescopic boom lift’s maximum height, angle and ability for safe mobilization. For the person bringing it to my attention, the numbers didn’t add up and didn’t make sense based on personal experience. They were highly doubtful that the guarantees that
were being made were possible or believable.
Now I will say this much: it’s not up to any of us to second-guess a manufacturer’s statement of what a machine can do. However it is up to each of us and our co-workers to be aware of what is sensible, what is reasonable and what is practical, and to then apply experience and common sense to those situations. As I always say, when in doubt, ask.
If you feel that you are being asked to do something that is not safe, regardless of what any procedure or specifications are, it is your right to refuse. A real-life example: you might be asked to work at a height that’s too high for your comfort. Not only would that cause you to feel unsafe, the fact that you have a fear of heights would make it extremely unsafe for you to do so.
In that scenario, you do have the right to refuse the work assignment. You have the right to state why and you cannot be reprimanded, disciplined or fired for refusing work due to your fear of height compromising your safety. You can request a different assignment that excludes working at heights.
Each province recognizes a right to refuse unsafe work. In cases where hazards are the reason for the work refusal, there are strict requirements for investigation that outline who must attend the investigation and the procedures to determine the outcome.
And don’t worry about what the other guys might think. Your safety is paramount...nothing is more important.
The procedure for refusing unsafe work is straightforward:
1. Go to the site supervisor and explain that you do not feel safe doing the work requested of you and why. Request a different assignment.
2. The site supervisor is obligated to fill out a refusal form which you may have to participate in by answering some of the questions. Answer them.
3. The supervisor must reassign you without any loss of pay while resolving the issue. Be safe. Be well. CRS
James Hong is an OH&S consultant, independent writer and journalist.
RENTAL MART REVIEW
New approaches rejuvenated this years’ Rental Mart
This years’ Canadian Rental Mart looked a little different from the rest. The show saw its first in-person return since 2018. Some things stayed the same (like the return to the International Centre in Mississauga) and others were a bit different.
by Daniel Reale-Chin
The obvious change was the move to a fall date: Sept. 27 and 28. This year Canada’s trade expo for the equipment and event rental industry also felt a little more inclusive.
It was the first year that landscapers and contractors were invited to attend Rental Mart. The show attracted over 250 attendees from more than 50 independent and big-name rental companies across Canada. They explored a 30,000-square-foot show floor that featured over 30 booths of rental-ready equipment. Exhibitors commented on the quality of networking they did this year, and some were impressed with their ability to make sales at a fall show.
“We’ve seen people from Newfoundland to out west. It’s going to take me about two weeks to follow up with all the leads,” said
Jerry Cantarutti of Cisolift in Quebec. “What more can you ask for?”
“I’ve sold about 12 plate compactors here,” commented Arnie Rovers from Construction Equipment Solutions in Pickering, Ont. “Who sells compaction in the fall?”
YOUR SHOW PROGRAM
Rental Mart’s focus this year was on providing quality education and discussions for the industry. The show hosted high-profile speakers over two days. The Hon. Tony Clement, the former federal industry minister, offered his thoughts on the supply chain issues facing business owners at a keynote presentation on the first day. Clement also shared his insights from his experience as co-chair at Reshoring
Over 250 of the rental industry’s finest joined the action at this years’ Rental Mart.
Canada, a group that advocates for Canadian supply chain modernization and resiliency.
“The top three continuous supply chain issues for senior executives in Canada’s industries are cost instability, logistics and capacity restraints,” said Clement. He explained that Canadians heavily rely on supply from other countries, specifically from the U.S. and China, despite Canada’s diverse global footprint.
SUPPLY CHAIN SEMINAR
Clement shared results from Reshoring Canada’s online survey on the state of our supply chain. Fifty-seven percent of respondents said that steel and electronics are either in short supply or no supply in the country.
Thirty-four percent of respondents said that there are no government solutions to their supply-chain issues, but 77 percent said that supply diversification is the key to solving their challenges.
“The most common challenges for Canadian suppliers that rely on inter-
Hetu, Venekamp, Elie and Mackie each brought valuable insights from their many years as women in rental.
national supply chain are related to shipping delays and long recovery time,” said Clement. Yet, only seven percent of Canadian companies have tried to re-shore their international manufacturing facilities in the last five years, with another seven percent that said they are likely to relocate their facilities back to Canada in the next five.
Clement’s presentation attracted a thirsty crowd to the Centre Stage, where
Western Global, Rental Mart’s Centre Stage sponsor, provided drinks for the masses.
THE ARA MEETING
Josh Nickell, vice-president of the equipment segment at the American Rental Association, lead the ARA’s meeting. The meeting took place after the show on day one.
DYNAMIC
“The ARA’s mission is to provide
TECH TIPS
opportunities for the equipment and event rental industry and the communities we serve,” said Nickell.
Nickell highlighted the key benefits of an ARA membership, including a free student membership to introduce a new generation to careers in rental. The ARA offers current students hundreds of hours of training programs, access to over 4,000 open jobs, networking opportunities with rental professionals and over $128,000 in scholarship funds. Derek Henneberry from Westland Insurance joined Nickell on stage. The two announced Westland’s exclusive partnership to deliver insurance solutions to ARA members across Canada.
“It was awesome to be back at Rental Mart and see all of our ARA of Canada members again in person. The energy at the Rental Mart was high,” said Nickell, “After more than a year of searching for the right partner that understands the rental industry and provides the kind of coverage our members expect, the Rental Mart was a great place to launch
insurance for the rental industry vetted and designed by rental people that has local support in all provinces.”
WOMEN IN RENTAL
The highly anticipated Women in Rental panel took place on the second day of Rental Mart. It was the first panel discussion ever held at the show, and the energy at the Centre Stage was high. The four panelists each brought their own experience in Canada’s rental industry and a group of supporters from their companies’ to support them from the crowd.
“There are no limits to the roles that women can do at Cooper,” said Debbie Mackie, branch manager at Cooper Equipment. “If you’re hardworking and have the drive, then the sky’s the limit.”
The panelists all agreed that it’s possible to build strong and fruitful careers in the industry, that there can be certain pressures that arise from building a family versus your career and that it’s important to attract more women to the industry.
The Centre Stage was full for Clement’s session and rental business owners came ready to learn.
“The culture’s certainly changed over the years,” said Angie Venekamp, the general manager of Rental Network and American Rental Association Region 10 director representing Canada on the ARA
AN ENGAGED AUDIENCE
Doug Dougherty, CEO of Cooper Equipment Rentals, asked the panel how employers should be more cognizant of women in the workplace, especially in an industry that’s dominated by males.
Andrea Hetu, president of Equipements Brossard, shared some expertise from running a successful rental company. She said that there seems be a generational gap in the way that the men in the industry treat women, with older generations hanging on to outdated biases. At work, big changes like maintaining a culture of mutual respect and small changes like upkeeping bathrooms and providing women with proper fitting PPE can make a difference.
board of directors. “It used to be that women managed the books while men ran the shop, but now, on the equipment side, there’s been a lot more women running the counter and doing the jobs that were traditionally seen as men.”
Jule Elia, district sales manager at Herc Rentals, brought a different perspective to the panel. When asked about the culture in rental stores she said that, “Whether you’re a man or a woman, it’s no different anymore.”
“But, if someone doesn’t feel like they belong, they’ll be hiding in the bathroom with the PPE,” said Mackie.
With 2022’s show wrapped up, Canadian Rental Mart organizers have turned their attention to what’s to come. Stay tuned for more details. CRS
TAKE CHARGE
It seemed like the entire team from Cooper came to learn at the Women in Rental panel and support Mackie, one of their very own.
CUT THE CORD ON WORK HAZARDS
Cordless technology is driving safety improvements
IIt’s no secret that working in the construction sector comes with its own set of worksite hazards. Since 2006, the construction industry has been sitting at number three on the leaderboard for the most lost-time claims in Canada.
by Andrew Snook and Daniel Reale-Chin
Manufacturers are constantly working on improvements to cordless tools with user safety in mind.
According to the Association of Workers’ Compensation Boards of Canada, 2019 losttime claims in Canada totalled 271,806. Of those, 28,111 claims were in the construction sector, behind only health care and social assistance (49,118 claims) and manufacturing (36,432 claims).
To put that into perspective, the construction sector had more lost time claims in 2019 than agriculture, forestry, fishing, hunting, mining, quarrying, oil and gas extraction and the wholesale trade combined (26,689 claims).
When those 271,086 claims are broken down by “event or exposure,” contact with objects and equipment account for 62,035 claims, while falls account for 55,139 claims, and exposure to harmful substances or environments account for 18,351 claims. All these types of
risks are certainly prevalent in the construction sector.
TRIPS AND FALLS
The sheer number of power tools moving to cordless battery technologies these days will certainly assist with a reduction of workplace injuries due to trips and falls caused by extension cords that, not long ago, could be found sprawled across busy job sites.
“From the outlet to the area where the trades person was working was a trip hazard the entire way because of the extension cords being tied from one to another, which caused not only trip hazards but also fraying and the potential for electrical shock,” says Brent Neilly, group marketing manager for core trades at Milwaukee Tool. “By having a
Between codes, inspections and regulations, it’s easy to lose your mind over hazards. Don’t trip over safety.
cordless jobsite, you’ve now removed all of those potential trip hazards and the jobsite is a lot cleaner from the power outlet to the user.”
USER CONTROL
Keeping the user in control of their tool not only keeps workers on task but helps to provide protection particularly in drilling and cutting applications where jams may occur. To reduce the likelihood of bind-ups, manufacturers are now building clutch reducing technology into heavy-duty drills.
“The systems detects the motion of the tool and will shut it down in bind-up situations, helping to minimize sudden torque reaction compared to standard clutches,” says Richard Cacchiotti, direc-
The RotoRake from Reist Industries is a hydraulically driven power rake with features such as the dual motor design, 25° angle and 28° tilt, and bi-directional motor. With features like that, you can rest assured that the RotoRake will give you a quality result.
tor of product development, commercial products for DeWalt. “In addition, some tools like grinders now feature a brake that stops the wheel when a pinch is detected. Also, integrated solutions like lanyards are a simple way that allow users to tether tools to rigid structures while they’re working at heights. So the user can secure the tool in case it is dropped.”
ENGINEERING CONTROLS
Once power tool manufacturers started focusing on the production of cordless products, the OEMs started to realize that they could implement more technologies into the products that weren’t offered on AC powered corded tools. Many of these engineering controls are designed to protect the user from injury.
“A lot of the tools coming out right now have a ton of force and a ton of torque, so when they catch or snag onto something its first inclination is to take the user for a ride. When making a purchasing decision, contractors should look for cordless threading tools and cordless rotary hammers that are built with some sort of auto-stopping technology,” Neilly says.
These added technologies have also allowed for the replacement of many typical handheld power tool applications with cordless applications that can lead to a better long-term quality of life for tradespeople. Features like anti-vibration technology in rotary hammers can allow the user to work longer while helping prevent white knuckle syndrome, which can lead to arthritis.
“Today you’ll find that most tool makers now incorporate vibration-reduction systems in equipment like rotary and demolition hammers, which are some of the biggest contributors to hand/arm vibration exposure,” says Cacchiotti.
“Mechanisms are now built into tools to help reduce vibration felt at the handles with the purpose of having the tool absorb the shock, rather than the user. Using the rotary and demolition hammer as the example, you will now typically see a small rubber accordion covering the handles, an internal counterbalance weight, or a free-floating mechanism/ motor. Both the counterbalance and free-floating mechanism are internal to the tool and seamless in the design.”
“This reduces a lot of the repetitive stress injuries for somebody working in the trades for 30 to 40 years using the same tool day-in and day-out,” Neilly says.
To help ensure that power tools are operating safely and reduce the risk of malfunctions on a jobsite, some OEMs have developed apps where the user can track when their tool requires any sort of annual maintenance or regular servicing.
REMOVING THE UNSEEN HAZARDS
With cordless tool adoption steadily on the rise for handheld power tools, the current target in OEM’s crosshairs is the replacement of gas-powered light equipment with battery-powered tools and equipment.
“We’re getting to a point where it’s going to be a carbon-free jobsite. People are interested in having their job sites completely emission free, removing gas generators from sites,” Neilly says. “One thing that isn’t talked about is the human sustainability element. Workers want to go home the same way they arrived. But more importantly, when they retire, we want them to have a higher standard of living and emission-free cordless products and added safety features help accomplish that.”
By switching to battery power for tools like a 14-inch concrete saw or power source instead of a generator, the user can use these tools inside a building that doesn’t expose the user to potentially harmful emissions or a lot of noise.
Another major unseen hazard that some of the latest power tools are helping tackle is dust control, which is a major concern for tradespeople across the country. Silica dust from concrete poses the biggest concern as prolonged exposure can lead to acute, chronic or accelerated silicosis, an incurable lung disease that causes a wide variety of health issues ranging from fatigue, extreme shortness of breath, chest pain, respiratory failure, weight loss and death.
According to the Canadian Centre for Occupational Health and Safety website: CAREX estimates that approximately 380,000 Canadians are occupationally exposed to silica; 93 percent of these workers are male. The largest occupational groups exposed to silica were construction trades labourers, heavy equipment operators, plasterers and drywallers.
The activities listed that tend to generate the greatest risk of exposure to silica dust were abrasive blasting, cutting, saw-
“Capturing dust before it is emitted into the air has three benefits: it reduces the amount of airborne silica particles that users can potentially inhale, increases user visibility for safe, uninterrupted work, and cuts down on tool maintenance costs from prolonged wear and exposure to particles,” says Cacchiotti.
Fortunately, OEMs have been designing dust-management systems to help reduce exposure on jobsites.
“Manufacturers are making it a priority to not only focus on dust extraction equipment, but the application as a whole, including the tool, accessory and extractor to create a seamless, easy-tofollow system,” Cacchiotti says.
“Ensure you use a complete dust-management system. It used to be that you’d drill holes and cut concrete without a whole lot of interest in what you’re drilling. Now we found there’s a lot of airborne silica, so OEMs designed solutions to reduce the amount of airborne silica on site,” Neilly says.
These solutions come in the form of vacuums that are attached to tools like rotary hammers, and water-based solutions that dispel water while the user is drilling and cutting to reduce the ability for silica to become airborne.
“Look for a 99.9-percent HEPA rating to remove 99.9 percent of airborne silica,” Neilly says.
CORDLESS CHALLENGES
One of the biggest roadblocks to replacing light equipment on job sites is battling user perception when it comes to battery-operated equipment.
“There’s still some perception that cordless can’t replace those corded or gas-powered units. We just need the opportunities to do head-to-heads to show power, value and savings of cordless tools” Neilly says.
POWER TOOL SAFETY 101
Additional ways some OEMs try to keep worksites safer is through education on the use of cordless power tools.
“The actual utilization of tools starts at a grassroots level at union centres and training centres. Our field teams will go in and do Safety 101 courses with our power tools,” Neilly says.
Another way to ensure safe use of power tools is to read the manual before operation – a simple but important solution.
“The biggest thing is to read the manual. A lot of the time, the complaints we get about power tools can be alleviated by the safety benefits we put into the tools, but some people don’t know that because they haven’t read the manual,” Neilly notes. CRS
LEFT: Improved tools offer better user control and engineering control for safety. RIGHT: Going cordless won’t rid all hazards, but it can help with trips. and falls.
Get more work done with this lineup of handtools made for rental.
HAND TOOLS SHOWCASE
THE QUICK STAPLER
8 milwaukeetool.ca
The new M18 Fuel is the latest fencing stapler from Milwaukee Tool. The fencing stapler gives users increased productivity, easier stapling, and all-day run-time on one battery. The M18 is designed to allow linemen and fence installers to staple up to six-times faster than when compared to installing with a hammer. The stapler simplifies the two-handed hammer stapling operation into a one-handed battery-powered task with increased maneuverability and less strain from repetitive hammering. When paired with Milwaukee’s battery, the stapler can drive up to 600 staples per charge, cutting down the time spent hammering. It also includes a secondary, manual trigger lock to prevent misfires and a lanyard loop to secure the stapler when working at elevated heights. It features Milwaukee’s nitrogen spring mechanism, which gives optimum power for driving staples
into the toughest utility pole and fence posts. Weighing in at 9.8 pounds, the stapler has an LED work light, reversible belt clip and magazine capacity of 45. The stapler pairs with Milwaukee’s new nine-gauge staples, that are only compatible with the M18 and come in sizes ranging from one-anda-half inches to two inches. The staples have barbed and coated divergent staple legs and a diamond-crown design for larger wire sizes and crown moldings. The staples include zinc-aluminum hot-dipped galvanization for increased corrosion resistance.
POWERED CUTTING
8 makita.ca
The new XGT 14-inch power cutter is the latest brushless and cordless 80-volt max power cutter from Makita. It has the power to cut through masonry and metal material with single-pass cuts up to five inches. The benefits of a cordless power cutter over
gas are many, including no oil or mixing, lower noise, less maintenance, zero emissions, and no pull starts. This means instant starts, cost savings, and the ability to use the power cutter indoors. The power cutter features an advanced Makita-built brushless motor that runs cool and efficiently for a long product life while delivering up to 5,300 RPM. The 14-inch power cutter uses two 40-volt XGT batteries to cut just as well as similar gas-powered models. The new power cutter is offered as a kit that includes four 40-volt, five amp-hour, batteries and an efficient 40-volt, dualport rapid charger. Makita designed the cordless power cutter with an integrated water supply kit and quick-release hose fittings so users can easily attach a water source. It also comes with a belt-drive design for smooth operation with lower vibration.
STRAIGHT LINES AHEAD
8 dewalt.ca
The new chalk reel is the latest from Dewalt’s extended Atomic compact series line of tools. The chalk reel features a convenient and compact design that makes it easy to store in a tool bag or tool box. It’s designed with a sealed
gear system to protect the gears from contamination and debris on the worksite and withstand tough applications. The reel has a threeto-one gear ratio that lets users smoothly and quickly retract the line when chalk is marked. The built-in clutch system also reduces line jams. Dewalt designed the chalk reel to be 40 percent more compact than similar products so users can conveniently store the chalk and reel in tool bags, boxes and belts. The chalk reel is ideal for tradespeople in framing, roofing, deck building, parking lot layout, drywall, flooring installation and bricklaying and is available now. The product is part of Dewalt’s extended Atomic compact series line of hand tools. The series has several new design features with compact, highly portable measuring and layout tools to help improve jobsite efficiency. The first lineup of hand tools from the line include tape measures, a chalk reel and a pocket laser measurer.
SHARP ANGLES
8 festoolcanada.com
The AGC 18 is the latest cordless angle grinder from Festool. The new grinder is highly durable and built for professional remodelers who need reliable, versatile performance. It comes with an enclosed brushless motor, protected electronics and variable speeds so it’s built to last and perform in a broad variety of applications. The grinder comes with a keyless arbor and guard change and a unique battery position for cut-off operation that makes it easy to use. The speed can be easily adjusted between 4,500 to 8,500 RPM. The grinder is ergonomically designed to fit in the user’s hand, run smoothly and generate only a few vibrations. It’s also compatible with the battery packs and chargers in the Festool 18-volt system and comes with Festool’s Ec-Tec motor that’s enclosed to protect the electronics from dust. The grinder features a soft start-up, electronic overload protection, motor brake and restart protection. It is also designed with a lockable spin-
AD INDEX
dle and quick-action clamping nut for fast disc changes without the need for tools.
QUICK CLEANUP
8 ridgid.com
The NXT Backpack Vac is the latest portable vacuum from Ridgid. It’s a lightweight, versatile backpack vacuum cleaner with a six-quart capacity to tackle dry messes, providing a pristine finish at pre- and post-construction jobs. The vacuum has 360 mobility and portability, so users can maximize their cleanup time for a faster and more efficient way to handle dry pickups.
It was designed for large projects so the vacuum performs with optimal power, suction and lift, and it easily distributes weight with the adjustable harness for a comfortable fit. Ridgid also offers a fleet of specialized accessories including two extension wands that extend reach for overhead spaces or out-ofreach places. The crevice tool gets into tight, awkward spots and the dusting brush loosens
stubborn dirt. The vacuum includes a cloth filter and two dry paper filters to help contain dust and debris for easy disposal.
CORDLESS CHIPPING
8 hilti.ca
The TE 6-A22 is the latest rotary hammer from Hilti. It features a cordless design with a wide drilling range, chipping function and quickchange check. The hammer was designed to easily drill through concrete and for fast masonry work. Weighing in at 6.3 pounds, the cordless hammer helps reduce fatigue with a light design. It has better tool balance and contoured grips so you can drill, chip or drive more comfortably in any position. The hammer also has multiple safety features like active torque control to protect masons from uncontrolled spinning if the bit sticks and active vibration reduction for increased shielding from vibration. The hammer is powered by the Neuron battery platform with long-lasting batteries and high-performance drill bits. It comes with an on-board dust remov-
al system and easily connects to the TE vacuum cleaner to remove dust. Its light-duty chiseling makes it easy to scrape tiles, clean channels or correct surfaces. Users can quickly attach accessories to drill in wood and steel and. The hammer also features a depth gauge, a removable chuck, reverse mode and torque clutch.
SMOOTH SURFACE
8 boschtools.com
The CSG15 from Bosch Tools is a five-inch surfacing grinder for concrete. The grinder comes with a dedicated dust-collection shroud and auxiliary handle for easy handling. It has a powerful motor with 12.5 amps and up to 9,300 RPM. The guard/ shroud system has an exclusive guard-opening system for flush grinding and the constant response circuitry gives users a soft start, maintains constant speed under load and gives overload protection. The tool was built to have a long life with its double-sealed ball bearings and two lip-sealing rings. With a weight of 5.95 pounds, the grinder is light enough to finish the job without tiring users out. CRS
HOPE IS NOT A PLAN
Times up?
by Adam Snook
In the face of an impending economic downturn, it’s best to play your business by the books.
If you read the mergers and acquisitions sections of this magazine, or any other industry-specific publication it’s hard not to notice all of the consolidation being written about weekly.
The national and strong regional players have been on a spending spree acquiring both specialty and general rental centres. Given the deteriorating macro conditions, specifically the increased cost of capital, that party will likely be over soon. That generally is a sign that the boom times may be coming to an end as well.
The Canadian Rental Association reported on the state of the event and euipment rental industry in the news section of this magazine. The trends still look positive for the foreseeable future but things can change in a hurry. Assuming that your business is still rolling along smoothly, it’s hard to look past the good times at what might happen. Especially when it’s something you don’t want to hear. But, as the old saying goes, “failing to plan is planning to fail.”
“As if the last couple of years haven’t been hard enough, now we’re facing what looks to be like very volatile financial times.”
Many of the things that you should be paying attention to when heading into a possible downturn are things you should already be watching as a general course of business. It’s east to forget that small things add up. Now, in the midst of an impending downturn, these business basics can become vital to your business’ survival.
First, control your expenses where possible. With increased costs on things like utilities, wages and parts, there’s only so much you can control. Small things, like keeping overtime to a minimum; motion sensors or upgrades to LED lights; and shopping around for deals on parts can all add up substantially at the end of the year.
Second, make sure you’re passing on as many of your expenses as possible. Ensuring proper customer charges for things like fuel, cleaning fees and damage not covered by waiver is an important way of keeping your overhead manageable. It’s not a profit centre, and customers shouldn’t be made to feel like you’re taking advantage of them. But they should also understand that you’re not in business to lose money either.
Next, if you’re sitting on under-utilized equipment, consider selling it off now. With the manufacturing backlog on new equipment, used values are still sky high. Having that extra capital could come in very handy.
Finally, watch your receivables. As construction slows, payment terms will get strung out. The guys who paid you in 30 days will suddenly be paying in 60 days, 90 days and so on. You need to stay on top of this. Know the rules for putting a lien on a job, and don’t be afraid to do it. Sometimes it’s your only recourse.
The CRA’s report on the event and equipment rental industry shows that the economic drivers our industry had been experiencing for the past year is starting to slowdown. The CRA expects recession fears to hold back spending and the forecast for 2023 already shows a meager increase in growth. As if the last couple of years haven’t been hard enough, now we’re facing what looks to be like very volatile times financially.
Keep your head on a swivel. CRS
Adam Snook owns Just Bins, a Regina-based provider of waste disposal solutions.
Now your customers can inspect drain lines far from a power source. The Gen-Pack battery adapter allows up to 12 hours of remote operation with limited access to power. The Gen-Pack is also sold separately.
But wait, there’s more. Your customers can track how far the camera has traveled down the line with the on-screen distance counter. And they can now record on a ash drive or send the recording to their smartphones with the built-in Wi-Fi transmitter.
For more information, visit www.drainbrain.com/XPodPlus, or call the Drain Brains® at 800-245-6200
