Canada- 1 Year $42.00 (plus 5% GST - $44.10) U.S.A. - 1 Year $60.00
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Serving the Canadian rental industry for 37 years.
4 E DIToRIAL
Let’s celebrate the industry’s youth in 2013.
12 PuTTINg IT ALL Tog ETh ER
Following a logical chain of opportunity has led First Choice to rental success in Alberta.
18 A wALk oN Th E PRof IT SIDE
Walkthrough software can take your website’s visitors from browsing to buying.
www.canadianrentalservice.com
24 B.C. AND oNTARIo S howS
A cold building can’t put a chill on enthusiastic show attendees.
P RESIDENT’S M ESSAg E
Jeff Campbell plans to raise our industry’s profile across the country, and your business with it. 16
Show specials are back!
Misrepresentation can land your operation in hot water.
Canadian Rental Service takes an economic look ahead with a little help from the ARA’s forecasting service. R Eg IoNAL S how
Pu MP S howCASE
Everything your customers will need to deal with the spring flood.
38 Th E BACk PAg E
Shoulder to the wheel
I’m writing this on Dec. 19, so if you are reading this it means the world did not end on Dec. 21, as some predicted based on the ancient Mayan calendar that shows its Great Cycle ending on that date. Actually, interpretations of what the end of a Great Cycle meant to the Mayans differ. Some think it presaged the end of the universe. Others have suggested it predicted a grand rebirth and renewal of everything – a new beginning. Still others think they only had so much rock and had to stop carving somewhere. You can judge how confident I am that the end-of-the-worlders are wrong by the mere fact that I am going ahead and writing this now. I have never been one to go in for unnecessary work. Just ask my wife.
So, we are hoping for renewal and bright beginnings this New Year’s, as we are most New Year’s. In that spirit, I’d like to tell you about something new Canadian Rental Service will be doing in 2013.
If any industry is to renew and revitalize itself over time, it must engage young people and support them in their careers. For many traditional sectors involved in construction and trades,
THE WEB:
Thompson Pump, a manufacturer of portable diesel-driven pumps, has announced the launch of a social media program designed to provide the company with a greater online presence, and to improve stakeholder communications and corporate branding. The company is encouraging pump enthusiasts to follow Thompson Pump on social media channels.
Kobelco and
Kobe Steel and group company Kobelco Construction Machinery have announced that the initial term of their global alliance with CNH Global N.V. ended on December 31, 2012. The parties determined not to renew their agreement. ARA
The American Rental Association, ARA Insurance and the National Equipment Register has named Detective Terry Haldeman of the Snohomish County Auto Theft Task Force in Everett, Wash., as the winner of the ARA Insurance/ NER Theft Award for 2012.
by Patrick Flannery
this is an ever-increasing challenge. Skilled tradespeople in most fields look around the break room, the Local hall or the association meeting and see a lot of grey hair. They know their sons and daughters are not interested in following in their footsteps and they wonder where people will find the skilled help they need in the decades to come.
The challenge facing the rental industry is less severe because getting started in it does not require years of training and apprenticeship (unless you are a mechanic). However, I still see a lot of grey hair at trade shows and association events. To its credit, the industry has recognized the danger of letting the younger generation slip away and has responded with such initiatives as the Dorothy Wellnitz scholarships, leadership conferences and overseas exchanges. The result has been more and better participation by younger rental operators in industry groups and events and, I hope, better retention of the next generation in shops across the country.
Canadian Rental Service hopes to boost this trend. Starting now, I am collecting submissions for a special feature called Top 10 Under 40. This article will feature 10 of the rental industry’s most dynamic people who are 40 years old or younger in 2013. I’ll be looking for individuals who have shown drive, innovation and commitment to their businesses. They need not be store owners or even managers, but they do have to work full time in one or more of the rental fields. I’ll be selecting the Top 10 and featuring mini-profiles of each in our September issue. To recommend someone, drop me an e-mail at pflannery@annexweb.com saying why you think that person is one of Canada’s top 10 rental people under 40. CRS
Next issue: March is our annual focus on events and party rentals, so don’t miss our roundup of great new products in that field. The party rolls on with our profile of Location Gervais, one of Montreal’s oldest and most successful event rental houses. Also, video screen powerhouse NEC gives you the lowdown on how to choose the right video wall technology for your business.
CH5653 5” Chipper
• Rugged construction
• Easy-access parts
• Longer wearing, reversible, heattreated blades
• 4-sided adjustable anvil
• Self/gravity or hydraulic feeds available
AllMANd TuRNs 75
Founded in 1938 in a small garage in the tiny town of Huntley, Neb., Allmand Bros., now under the third generation of Allmand family leadership, celebrates 75 years in the manufacturing business.
Over the last three-quarters of a century, it has grown to become an industry leader in portable lighting, heating and traffic safety equipment. In the midst of the Great Depression, and unable to afford a new arc welder for their repair shop, brothers Leslie and Walter Allmand built their own. It worked so well that their neighbors asked the brothers to build welders for them, and the business was born.
Fast-forward to 1954, when Allmand developed the Contractor’s Lantern, the industry’s first portable light tower. From this humble origin today’s light tower industry began, and Allmand still continues its tradition of innovation.
Allmand was the first to use 1000-watt metal halide lighting in a light tower application, the first to use parallel lamp fixtures and the first to develop and use the high-efficiency SHO compact parallel lamp fixture. Adding to this list of firsts, Allmand was also the first to offer the LSC-100 light sequence control that allows unattended sequential start-up and shut-down of the light tower systems.
MAlTby wINs ARA REgIoN 10 AwARd
Mike Maltby, president of the Ontario Canadian Rental Association, has won the American Rental Association’s Region 10 Person of the Year award. The award honours members who have made outstanding contributions to the association and the rental industry on the regional, state, provincial or local levels.
Maltby and his father, Don, operate Ingersoll Rent-All in Ingersoll, Ont. The company was profiled in Canadian Rental Service in May 2011.
The ARA will present Maltby with the award at the Rental Show, Feb. 10 - 13 in Las Vegas, Nev.
l.M. TEMPERATuRE CoNTRol PlAys sANTA
Today, Allmand is the only manufacturer to offer the SHO-HD 1250 watt engineered metal halide lighting system with an unparalleled 150,000 lumens per fixture, providing a brighter, more true-to-life light than any other technology on the market. The SHO-HD system is standard on all domestic Night-Lite PRO II and Maxi-Lite models. Allmand is also the only manufacturer to develop and introduce the V-Series light tower in North America. The innovative six-section V-Series tower remains in the vertical position as it extends and retracts, and does not lie down across the top of the trailer nor extend past the rear of the trailer, making it safer and easier to move, and taking up less space in storage. The operator can raise or lower the tower in only 20 seconds with the flip of a switch, while remaining safely away from the moving parts of the mast.
Allmand innovation is not just limited to lighting technology. The Allmand Maxi-Heat self-contained portable heater has been making worksites warmer since 1992 by providing over a million BTU/h of clean, breathable, heated air. Twin 16-inch outlets allow the use of up to 110 feet each of flexible ducting, while its increased fuel capacity now allows over 30 continuous hours of unattended operation. A unique combustible gas detection, safety shutdown and visible warning system is also available that allows the Maxi-Heat to meet the critical demands of the oil and gas industry.
Rounding out the current Allmand line-up is its Eclipse solar-assisted arrowboard trailer. High efficiency LED lamps consume less power to allow the Eclipse to operate for as much as a year without needing to be recharged while still meeting all Federal traffic control visibility standards.
From its modest inception 75 years ago, to the leadership position it has assumed in the intervening years, Allmand innovation is making worksites brighter, warmer, and safer, and will continue to drive product development for the next 75 years, and beyond.
L.M. Temperature Control has announced results from its Salvation Army Christmas Food and Toy Drive. L.M. Temperature encouraged suppliers and customers to help with the drive and matched all incoming donations. LMTC employees and their families also helped to sort all the food and toys for the Salvation Army for distribution. In total, over 1,000 pounds of food and over $1,800 worth of toys for needy children and families in the Mississauga, Ont., area were donated.
“We are thrilled with the results,” said Luis Salazar, president and owner of LMTC, “and are very happy that our efforts helped to make Christmas better for the over 5,000 families in need in our community. We are excited to continue our tradition of giving back to the community.” The L.M. Temperature Control team thanked the many suppliers and customers for their generous support and donations in making its Christmas Food and Toy Drive a success.
Ensure Safety
Meltric’s DECONTACTORTM Series switch rated plug & receptacles combine the safety and functionality of a disconnect switch with the convenience of a plug & receptacle. They allow users to safely make and break connections under full load and provide significant protection in overload and short circuit conditions. Decontactors are UL and CSA rated for:
• Branch circuit disconnect switching, up to 200A
• Motor circuit disconnect switching, up to 60 hp
• Short circuit closing and withstand, up to 100kA in circuits protected with RK1 current limiting fuses
Prevent Unintended Exposure to Live Parts and Arcing
DECONTACTOR TM Series products provide the safety & security of dead front construction.
• Load making and breaking is isolated in enclosed arc chambers.
• A safety shutter automatically closes and blocks access to the live contacts before the plug can be removed.
These features ensure that the plug contacts are deenergized before the plug is removed and they prevent unintended access to live parts and exposure to arcing during product operation.
Spring-Assisted Screw Terminals
Spring-Loaded Butt Contacts
Consistently Reliable Connections
Decontactors use contact technology similar to motor starters.
• Spring-loaded butt-style contacts ensure that optimal contact force is always maintained.
• Solid silver-nickel contact material resists wear, withstands arcing and corrosion and maintains superior electrical performance.
• Spring driven operating mechanisms ensure a quick and positive load-break and eject the plug to the OFF position.
Pushbutton Pawl
Silver-Nickel Contacts
Dead Front
Dead Front
Enclosed Arc Chambers
ARA FouNdATIoN doNATEs To
HuRRICANE sANdy RElIEF
When the ARA Foundation board of trustees met this past week at the American Rental Association headquarters in Moline, Ill., it unanimously voted to donate a total of $6,000 – $3,000 each – to the American Red Cross and the Salvation Army. These agencies are critical to the Hurricane Sandy relief efforts for residents in New York, New Jersey and the rest of the East Coast.
These agencies were chosen because “the trustees felt the immediate relief efforts of the American Red Cross and the longer-term assistance provided by the Salvation Army are vital to aiding residents impacted not only by the hurricane but also now the subsequent winter storm, or nor’easter,” says ARA Foundation chairman Doron Broadfoot, president of The Rent-It Store in Saskatoon, Sask.
“The people in this region have suffered such devastating damage. We wanted to contribute to the relief efforts on a broad scale. We know that rental companies, which have a great deal of equipment in the area, are supporting the efforts of cities and municipalities. As the philanthropic arm of the equipment rental industry, we wanted to broaden that reach because we know that the recovery and rebuilding will take a considerable period of time.”
Foundation vice-chairman Catherine DeBusk, CERP, vice president of Party People Rentals in Phoenix, Ariz., couldn’t agree more, adding, “The current weather conditions will only complicate the recovery. These agencies, as well as local organizations, are invaluable to the welfare of those living in the affected areas. We wanted to show our support for their efforts. A strong financial contribution to both the American Red Cross and the Salvation Army was our way of helping them assist those in need.”
This donation is just the latest disaster relief efforts offered by the ARA Foundation, notes Jenni Venema, ARA Foundation director of development. “Disaster relief and recovery efforts always have been a strong initiative of the ARA Foundation,” she says.
A signature piece of the ARA Foundation’s disaster relief and recovery efforts has been the creation of the Disaster Preparedness and Recovery Guide.
“This publication, created in conjunction with ARA, the ARA Foundation, ARA Insurance and Rental Management, is offered as a free download to those in the equipment rental industry. It is full of practical information, including specific checklists, that can help rental operators prepare and plan for what to do in the event of a disaster,” Venema says.
The guide emphasizes the need for every rental operation to have a disaster preparedness document to help everyone in the business know what to do in case of a disaster.
“As we have seen in this hurricane and other natural disasters, residents count on the rental businesses in their area to be there to supply generators, pumps and other equipment to get through these very challenging times. Rental is a service industry. But rental businesses need to know what to do to protect their own employees and their businesses so they can be there for their customers. The best way to do that is by having a disaster preparedness plan in place that everyone in the operation has been educated on and can enact,” Broadfoot says. To download the Disaster Preparedness and Recovery Guide, go to ARAfoundation.com.
Fiat and CnH merge
Fiat Industrial and CNH Global have announced that they have entered into a definitive merger agreement to combine the businesses of Fiat Industrial and CNH. The terms provide that Fiat Industrial and CNH will each merge into a newly-formed company called NewCo, organized under the laws of the Netherlands. Fiat Industrial shareholders will receive one NewCo share for each Fiat Industrial share and CNH shareholders will receive 3.828 NewCo shares for each CNH share in the merger.
Pursuant to the definitive merger agreement, CNH would pay a cash dividend of US$10 per CNH share to the CNH minority shareholders prior to completion of the merger. CNH will use its reasonable best efforts for the dividend to be paid prior to December 31, 2012 or as promptly thereafter as practicable. The cash dividend, when added to the 3.828 NewCo common shares for each CNH share, represented a 25.6% premium over the implied value of Fiat Industrial’s initial offer as of November 16, 2012, the trading day prior to the date on which Fiat Industrial’s final offer was announced. In addition, CNH minority shareholders will benefit from the dividend being paid prior to completion of the merger.
Sergio Marchionne, Fiat Industrial’s chairman, stated, “We are pleased to have reached agreement on the basis of Fiat Industrial’s improved proposal for the merger. Completion of this merger will bring to a conclusion a lengthy process of simplifying and rationalizing the group’s equity capital structure and allow shareholders in both companies the opportunity to participate in the growth prospects of the world’s third largest capital goods provider, which will be a true peer in scale and capital markets appeal to the other major global capital goods companies. This appeal will be further enhanced through the loyalty share structure intended to reward long-term stable shareholders that share our goal of enhancing shareholder value over the long term, as well as through enhanced flexibility to pursue strategic opportunities.”
murCHison to retire
After a long and illustrious career, Bill Murchison has announced his retirement from Diamond Products effective March 1. Murchison has been calling on rental stores for over 25 years and helped develop Diamond Products as a leading blade supplier to the industry. Rae Hudson will take over from Bill and he can be reached at the Mississauga, Ont., office at 1-905-565-1355.
EARwood To dRIvE KIoTI
Kioti Tractor has welcomed Douglas Earwood to the position of director of sales and marketing. Earwood comes to Kioti Tractor with extensive experience in the equipment industry.
In his newly appointed position, Earwood will be responsible for driving Kioti Tractor’s sales and marketing strategies to increase market share and revenue growth. Earwood will also be responsible for overseeing dealer recruitment and development to ensure Kioti Tractor has quality dealerships in convenient locations for customers across the United States and Canada.
“Kioti Tractor is a well-established company committed to initiating advancements in the compact tractor and UTV industries,” states Earwood. “I look forward to contributing to the company’s growth and success in my new position.”
Prior to joining Kioti Tractor, Earwood worked for Jacobsen, Textron and John Deere. Over the course of his tenure with Deere his positions included serving as a product specialist, territory manager and sales and marketing manager. Most recently, Earwood held positions with Woods Equipment and Bush Hog, LLC.
“We are pleased to welcome Douglas to our executive team,” states Peter Dong Kyun Kim, chief executive officer of Daedong-USA, Inc. Kioti Tractor Division. “His leadership and experience in numerous aspects of the equipment industry will be invaluable to our future success.”
Karen Webster passes
AbMAsT joINs sTANlEy blACK ANd dECKER
Stanley Black and Decker has acquired Abmast. For the past five years, the Abmast and Stanley Black and Decker teams have had a joint venture partnership, during which time both companies have experienced strong sales growth and market share gain in the abrasives category. As of Nov. 23, the two firms officially join forces under the same corporation.
Together, the new team has ambitious plans to invest and grow its global market share within the abrasives category. Together, it will continue to build on Abmast’s 32 year history of innovative abrasive formulas, high level of product quality, and commitment to excellence. Abmast has become a member of the Stanley Black and Decker family of professional tool and accessory brands which include Stanley, Powers Fasteners, DeWalt, and Bostitch.
Your current Abmast customer service representative and current sales representative remain the same. The Abmast brand will continue to be used in the market. Abmast headquarters will remain in St. Hyacinthe, Que.
Karen Webster of McLean Sherwood Event Rental in Brampton, Ont., passed away peacefully at home on Jan. 3 after battling ALS. Wife to Jack, she did the books for the business while raising three children and seven grandchildren. She was 70.
Jack Webster purchased McLean Rental in 1979, which currently operates as McLean Sherwood Event Rental. Karen worked in the business until her retirement in 2009. She supported Jack as he served as Ontario CRA president, national CRA president and Region 10 director. She attended numerous conventions and was well-known in rental circles in the ‘70s, ‘80s and ‘90s.
Putting it all togethe R
first Choice builds interlocking businesses.
Adam Snook and his partners at first Choice Equipment Rentals have followed their noses to impressive growth. Every time they try something new, it seems like they stumble across another opportunity. with good timing and a keen eye for synergies, they have grown first Choice from its beginnings in tiny wetaskiwin, Alta., into a thriving concern with 18 rental employees and 150 oilfield employees in five locations in just six years.
by Patrick Flannery
First Choice is part of a group of five companies owned by Snook and his partners, Pat Grzyb and Pat Kilduff. Snook has been in the rental business for 15 years, working in Saskatchewan and Alberta with United, RSC, Hertz and Skyreach. He is a mechanic by trade, but not the type of guy to stand pat in a static situation. His restless search for new opportunities is what brought him to the rental industry in the first place, when he was living in his hometown of Regina. “RSC was running an ad for an apprentice mechanic, so I took the position,” Snook explains. “I fell in love with the industry immediately and all the different jobs every day. Never the same repetitive position. I don’t like punching the same button or sitting at a desk reading the same reports daily.” Snook left the rental industry for a time when he saw an opportunity to start a contracting business for drinking water systems in small-town grocery stores. He spread that business through Saskatchewan, then moved into Alberta. The business was lucrative, but the schedule was punishing. “I got kind of tired of being on the road,” he says. “I was putting on 120 to 130 thousand kilometres a year.” So Snook settled down in Alberta and took a job managing the Rental House location in Wetaskiwin, a small town of 12,000 about 40 kilometres south of Edmonton.
In 2006, an opportunity arose to buy that location. Snook had the idea that there was a
lot of opportunity for a rental business in the area with all the growth going on in northern Alberta. He approached his uncle, Kilduff, and his longtime business controller, Grzyb, about joining him in the enterprise. They were interested, and Snook became the operating partner of the shop. They retained the name Rental House initially for brand recognition. At the time Snook took it over, the Rental House in Wetaskiwin was pretty similar to small neighbourhood rental operations everywhere: a wide variety of lawn and garden tools with some light construction equipment for home renovators and small contractors. “We still have a little bit of that mix,” Snook says, “but being a small community we realized that there is only so much growth you can expect unless you expand your customer base.” First Choice is now a Stihl dealer and carries Bobcat skid steer loaders and Genie lifts.
Things really started to move when Snook jumped at another opportunity in 2008 to buy a business called Just Bins in Edmonton. This was a waste disposal company with 63 bins and relationships with homebuilders and small contractors. The U.S. recession was starting to affect the local economy, which had been growing at gold-rush rates for many years prior. “We realized pretty quickly that a lot of businesses were going to start panicking,” Snook says. “They were selling their assets for asset value or below, sometimes.” Acting on this
sharp analysis of the situation, Snook and his partners snapped up four new acquisitions: Just Bins, a fracking equipment provider called Empire Production Services, a vacuum water truck company called Missing Link Vacuum Service and a steamer company called Big Mack Steamers. Snook and his partners bought into those businesses, but kept the previous owners on as managers and minority partners. Bart Klein is Snook’s manager of the rental store and Mark Thibeault runs the waste management service.
What Snook quickly found was that every company could drive business for every other company. “What has led to a big part of our expansion is we started focusing on the synergies between them,” Snook explains. “We significantly expanded our fleet of bins first because we were going to start approaching
larger home builders. Once we had the bins and trucks in place, it started. The first thing they started requesting was portable toilets, which we were not into at the time, but we go into in a hurry. Then, slowly, the guys would start calling in for pumps and dehumidifiers. So we got to a point where we decided to bite the bullet and go all in and buy 45 generators.” Snook is a big fan of Doosan generators. “Doosan is the easiest company I have ever seen for extending credit once you have a relationship with them,” he says. “There is no credit application for every transaction, it is just a general security agreement. If I needed 25 machines for tomorrow, I would call them, order them and just go to Edmonton and pick them up. It is a very beneficial relationship.”
The waste bins got First Choice on to
construction sites, which drove rentals of power equipment, generators, pumps, heaters and fans. Once contractors realized they could get all this equipment from the same place that provided their waste disposal, the waste disposal business began to outcompete other providers that were more onedimensional. Today, Just Bins (now First Choice Waste Management) owns 700 bins that it manages in Edmonton, Calgary and Regina. Snook says his interlocking approach to business grows out of the realities of operating in a small town. “These days are hard on all the rental companies, and guys in small towns are going to have a tough time getting any traction and finding a way to grow,” he says. “You have to start looking outside the box and looking for synergies in anything.”
now that’s creative packaging. First choice offers a flatbed trailer with two portable toilets, a light tower, a garbage bin and a used oil bin as a single rental item to oilfield operators. From left are Sam couturier, Mark thibeault, adam Snook and Bart klein.
The oilfield frack flow-back business is a very specialized kind of rental service. First Choice relies heavily on the expertise of Darren Weed and John Elzinga, partners who started the business and still manage it as operators. When a fracking team fracks an oil well, it forces tremendous quantities of water into the ground to build up pressure that cracks the underground rock layers, allowing trapped oil and gas to escape into the well. First Choice provides equipment to catch the “flow-back” – the water that comes back out of the well after the fracking process is completed. The First Choice team opens the wellhead and the
water flows back into a tank that separates the water, oil and gas. The water is shipped away for another fracking operation, the gas gets flared off and the oil is shipped to storage tanks that are either trucked out or tied into a pipeline.
As with the waste management service, the fracking operations have led to synergistic opportunities for rentals. “When it started off we were initially just looking to get into the oil patch because things were so depressed and we knew that companies were going to be selling cheap. So we bought it and ran it for about a year, then we started seeing opportunities for light towers. It is
becoming standard practice: every frack has to have four light towers on it. It is a safety issue, to make sure everything is illuminated. There is so much machinery with moving parts it is dangerous at night if it is not. With Doosan, on the oilfield side, we went from one light tower and I think we are up to 40 of them now.”
Another innovative offering for the oilfields is First Choice’s combo trailers. The store puts two toilets, a light tower, a garbage bin and a bin for used oil on a flatbed trailer and rents the whole thing out. Now that is creative packaging. Snook was able to put this novel offering together because of the talents of his hotshot young fabricator, Sam Couturier. “He’s probably only 23 years old, but I wish I had half his intelligence with metal. He is by far the best metal fabricator I have ever seen,” Snook says.
First Choice’s success has now taken it international. The company has a large oilfield shop in Minot, N.D., and the manager, Tyler Beaulieu, is seeing terrific growth.
Snook chalks up a great deal of First Choice’s success to timing. “We timed the market properly in order to get some good deals on businesses,” he says. “I guess timing and synergy, but timing has been our biggest benefit. We knew there were going to be opportunities and we knew we had to chase them aggressively when things started selling for cheap in 2006. Our revenue has grown to 30 times what it was when we started.” CRS
First choice still maintains a full selection of homeowner and small contractor rentals, but there is only so much growth available for this side of the business in Wetaskiwin. Here, tonya Walsh serves a customer.
by Je FF caMPB ell
Rai S ing R ental awa R ene SS
The CRA kicks off a national campaign with professional help.
As the incoming CRA national president, I am pleased to announce that the Canadian Rental Association has retained High Impact PR to undertake an aggressive media relations campaign in 2013. High Impact PR president Christopher Dabrowski has more than 10 years’ experience in the industry and specializes in social media and public relations. Chris will lead the campaign, which will target media outlets across Canada.
High Impact PR’s expertise and network of contacts within public relations has created successful media that have resulted in wide ranging social media and traditional media exposure on behalf of clients. The firm has successfully secured earned media coverage in such media outlets as Canada AM, Breakfast Television in Edmonton, Winnipeg, Halifax and Toronto, the National Post, the Toronto Star, CBC’s The National and CBC Radio. We’re excited to work with Chris and his team throughout 2013 in helping to raise awareness and create buzz for the CRA and its members across the country.
Until recently, the CRA has not been in a financial position to try any kind of national awareness campaign. The CRA board has focused on providing services to all its members, general and associate. However, things started moving in a new direction at the International Home Show in Toronto this past November. The CRA national with the help of the Ontario CRA participated in the show, which was a terrific success. Bryan Baeumler was there and Paul Lafrance and Jim Caruk presented a seminar sponsored by DeWalt. One thing that went over really well was the promotion we had on CityTV’s Breakfast TV and Omni Television. The appearances were arranged by High Impact, which was handling PR for the show. Our promotion had Jim Freeman from Rentquip show how to work a floor sander while mentioning several times that viewers can rent this equipment at a local CRA member store. Over the next three days, people were coming up to the booth to see the product and ask how they could use it themselves. Thanks to Jim, Paul Potvin and Dean Nasato for helping out starting at 6 a.m.
Jeff campbell is co-owner of St. thomas rent-all in St. thomas, Ont., and has been a member of the canadian rental association for 34 years.
The show brought us into contact with Chris, and he told us he could do more work of this kind for the association. After some discussion and research, we decided that we should retain his services. Chris has connections all across Canada, including Quebec. This is important for the national CRA, so we can serve our members everywhere in the country.
I can personally attest to how effective Chris can be in raising awareness. When I was elected CRA national president, Chris sent press releases to all the local media. That story was picked up by the London Free Press, as well as some local Elgin county papers. Since that exposure, I have been approached by literally dozens of people to comment on the story.
Chris will be spreading rental awareness both nationally and locally. If you have a new hire, participate in a local home show, win an award from your chamber of commerce or have a grand opening or other event in your community, let the national CRA know via e-mail. We, along with Chris, will help promote the event. Any local, regional or national event is eligible for this assistance. This way, we hope to promote rental awareness across Canada. CRS
take a walk on the PR ofit S ide
New online tools can improve your website.
The rental service industry could benefit a lot from new website tools available to site owners. Think about the times you visited a vendor’s site to look for information or to order something, and didn’t know where to go, what to do or how to get things done quickly. If it happens to you on websites designed by large marketing firms with hefty budgets, it is probably happening to customers visiting your site, as well.
by raFi SWeary
Mousing over or clicking on a product on the website can call up an interactive balloon that lets users choose from different product options, add the product to a shopping cart or select ordering options such as rental period. the interface takes all the guesswork out of how to order and what the options are.
A new web tool called WalkMe aims to take the confusion out of your website. The software makes it easier for your users to understand. The service creates little pop-up bubbles over various points in order to lead your users through a typical interaction, such as renting the right product, making payments or finding the correct specification for a product. You can think of it as the GPS of the web.
Another available feature is the online chat support tool. Most popular ones include Live
Person. They enable you to speak to your customers as they are on your site, assisting with any needs they may have and solving them as they occur. This kind of service can ensure brand loyalty, increase sales and get you more action per visit.
Walkthrough software can be a tool for you business in other ways. It can be used as a simple training tool to give users safety reminders or tips on the best applications for equipment. Walkthroughs can be used to create aggressive
Help and support balloons can reduce the load on your counter staff by answering common questions online. these balloons can also give users the option to transfer to live chat support, enhancing customer experience and increasing loyalty.
calls to action or an advance shopping cart that allows rental requests to be managed and processed within minutes. These online functions can save time and labour, and bring a slick, technological veneer to your business.
Using walkthrough or live support software can boost your efficiency and lead to better fulfilment on your site, and not using them can cost you. Most users will want to find what they want within three clicks. If they cannot find your pricing charts or store locations immediately, they may leave your site. The walkthrough’s job is to make them stay by improving customer service, leading to greater customer retention. It is also a great way to differentiate yourself and your online presence from your competition.
TIPS foR IMPRoVINg
w EB E x PERIENCE
First and foremost, make it quick and easy for the customer. We live in an instant gratification world, and nowhere is that more true than online, especially B2B online transactions. People want efficiency, because time means money. They want it now. The whole idea of online shopping revolves around the notion that customers can go online on their own time, 24/7, and order what they need and have it ready for pickup whenever it is desired. Any delay, any barrier to the experience will drive them away from the site because they are there for convenience. Customers need to be able to browse and make decisions with easy access to advice and tips given by your team, and feel secure in the pro -
cess. Timely e-mail notification boosts that experience of instant gratification, and this can create the brand loyalty that is so important in today’s world. If users have a good experience, they will tell seven people of their great experience, and that is something you cannot buy. Using walkthrough and live support tools helps your users feel sure they are in the right place getting the best service available.
Next, a great website should provide instant support. Online shoppers want everything now. If customers need help or support when ordering, you being there immediately will make them happy. There are many tools out there to help you create an easy navigation through your website so that you can have fewer support staff, but more support actions taking place for every unique visitor on your site. For instance, the WalkMe Step-By-Step guide steers users to helpful information based on what they are interacting with on the site. This lowers the costs of a support team, because many of the simple “FAQ” issues can be solved before the user has a chance to call for help. The Live Person tool allows customers to engage with your support team over a chat connection.
Finally, do not ignore the cool factor. Your online presence should communicate that you are tech savvy, moving forward into the new era and taking your younger customers into consideration. The design of your walkthrough can be very brand-focused and user-focused. If you create an interesting and different experience for your user, the customer
TECH TIPS
will remember your site and return. Creating walkthroughs using software like WalkMe is easy. You just bring up your target website or HTML program in your main browser window, select each user interaction element that you want to include, type the text that you want to show in its associated balloon hint (including foreign languages and character sets), and define the balloon positioning, timing, and other parameters.
For maximum flexibility, you can set individual balloon hint attributes, including display visibility, triggers and timing, and even define different paths or branches after an action has been completed. Once you’ve finished creating your walkthrough, publishing it to your target website or HTML program is usually as easy as inserting a short line of Javascript code to the master or template page on your site or software host server (similar to the process for Google Analytics).
Walkthrough tools can deliver multiple walkthroughs throughout your website or HTML program. The walkthrough programs themselves are hosted on Amazon CloudFront or similar servers for maximum security, speed and up-time; but for clients who require it, a self-hosted option is also available.
Advanced users have access to a full API versions of the walkthrough program, which allows them to modify every aspect of walkthrough creation and playback functionality, design and display to match their specific requirements.
There is so much potential in the rental industry for online commerce and customer support, yet many companies languish with websites that do not look like they have been updated since the ’90s. The Internet is a powerful tool that has been relatively unexploited in your business niche. Rental operators who use these tips can have a chance to move forward and grow their businesses in new ways. CRS
ABouT Th E AuThoR
Rafi Sweary is a co-founder of WalkMe. com, the world’s first interactive online guidance system. To learn more about WalkMe, visit www.walkme.com.
Careful what you say
by Deryk Coward
Misrepresentations can land you in hot water.
we regularly hear claims about what a product or service can or cannot do. A certain truck has more towing power, better mileage, more horsepower, and so on and so forth. Most of the time individuals can tell where there is some permissible exaggeration happening, but what about when a person gives you some information, you rely on it, and you suffer damage as a result? This is known in law as a misrepresentation. There are many different forms of misrepresentation, including but not limited to, fraudulent misrepresentations, negligent misrepresentations and innocent misrepresentations. There are different standards applicable to the different forms of misrepresentations, but there is not room here to describe those varying standards. Rather, I will focus on some of the more basic elements of misrepresentations in general. As always, if you feel that you have been misled or if you want guidance on how not to misrepresent your products and services, it is best that you consult your own legal counsel entitled to practise in your jurisdiction. No legal advice is being given in this article.
A misrepresentation could be as simple as your renting a hydraulic jack, with the salesman telling you that it can lift two tons. Your customer takes it back to work on a project, puts it under a two-ton object, crawls underneath the object and gets to work. Unfortunately for him (and you), the jack is really only rated to support one ton and he is crushed underneath the twoton object. What are the widow’s legal options? She could sue the rental agency that told him that the jack could support two tons when it was in fact only capable of supporting half of that weight.
There are several elements that must be proven in a claim based in misrepresentation, in order for a claimant to be successful:
1. That a misrepresentation took place. This
might seem obvious, especially in our simple example, but there can be issues that arise with respect to this first step. The salesman might simply say, “I told him it was rated for one ton.” This is where witnesses or a written agreement would be critical. If it is simply one person’s word against another’s, it will come down to credibility and it is often difficult for the court to determine who is telling the truth.
2. There was reasonable reliance on the misrepresentation. Returning to our earlier example, if the customer was told that the jack could support two tons but in fact it could only support one, he cannot then use it to try and lift a five-ton object. That would not be reasonable reliance on the statement from the salesperson.
3. The person relying on the representation suffered a loss as a result of their reliance.
Obviously, there is nothing to sue for if no one has suffered a loss. To fully make out a claim, the plaintiff will have to show that the first two factors have occurred and then demonstrate that he suffered a loss related to having relied upon the misrepresentation. In our earlier example, if the customer was told the jack could lift two tons but only used it to lift a one-ton object, his suit would not succeed because no loss occurred.
You should always strive to ensure your employees are not making any representations to your customers outside of their role with your company. You may have an employee who normally works the counter and is unfamiliar with scissor lifts. If one of your salespeople is away sick, that counter person should not be giving renters advice with respect to scissor lifts. Customers are entitled to rely upon the information they obtain from your employees if you put them in a position to give such advice. In the example, your counter person should know the limits of his/her authority and seek out the advice of someone with knowledge when a situation falls outside of his/her expertise. CRS
B.C. and o nt. lead off
The show season is officially underway.
The B.C. chapter of the Canadian Rental Association recently completed its annual trade show in Surrey, B.C., and by all indications, it was very successful. one minor hiccup occurred on the opening day when the heating system in the Cloverdale facility refused to co-operate.
by e d cOSMan and Patrick Flannery
According to Canadian Rental Association president, Jeff Campbell, vibration from loading some of the heavy aerial platforms tripped an earthquake sensor that automatically shut off the gas supply to the building. The temperature sunk to below 10 degrees until just before closing when it finally kicked in. It was suggested that some of the suppliers (Campo, Sure Flame, L.B.White) that were exhibiting heating equipment at the show, fire up their equipment as a temporary solution but that was just not possible. The tem-
perature inside the building on Saturday was much improved!
According to Mandy Maeren, executive director for the CRA, 140 rental people walked the show over the two days and viewed products displayed by 41 companies. Dinner on Friday evening and lunch on Saturday was provided to the delegates right on the show floor. Friday night also featured a hospitality suite back in the host hotel. This, coupled with the consumption of a few adult beverages, provided the perfect
the smartest guys in the rental business.
From left, colin Wilson, Paul Potvin, Mike Maltby and Gary Webb.
setting for solving most of the world’s economic problems. During the show itself, Rentquip Canada introduced their new Patron heavy-duty pressure washers to the industry while ROM Communications displayed their new GPS tracking system for construction equipment and Barry Ossea from Point-of-Rental Systems demonstrated the latest in rental management software for the industry. Many other suppliers also launched new products and had show-only specials at the show.
The Saturday night banquet was attended by 134 who enjoyed a great meal, drinks and the comedic talents of Roman Danylo, who had the audience in stitches with his improv talents. Many thanks to the “willing” audience members that helped provide the laughs. Afterwards, Campbell addressed the crowd and discussed the latest news coming out of the association. One new initiative is the hiring of a PR agency to assist in rental awareness. Campbell mentioned that he was used as a test case and that a prepared announcement was sent to local newspapers introducing him as the
incoming national president while also discussing the value of renting. The story was picked up by three newspapers and provided no-charge advertising for the rental industry. Region 10 director Paul Kenyon also gave an update from the American Rental Association and indicated that Canada is now number two as far as membership goes. Jim Clipperton from Norval Rentals then hosted the annual award presentations.
The rental store of the year award for B.C. went to Winn Rentals (again). The company is celebrating its 25th year in business. The B.C. supplier of the year award went to Star Diamond Tools, which has been in business since 1994 and a CRA member since 2004. The B.C. achievement award was presented to Lori Parks from Rentquip Canada for her tireless work in putting together the local newsletter. Finally, the national B.C. regional award was presented to Karyn Bruchinsky of Pikes Rentals.
“Our association’s members are committed to offering quality service and
products to customers,” said CRA president Jeff Campbell. “We are delighted to honour businesses and people doing exceptional work in our industry.”
oNTARIo TABLEToP SMALL B uT MIghTy
Old friends reacquainted and new friends were made at the CRA Ontario Tabletop Show, held Jan. 19 at the Nottawasaga Inn in Alliston, Ont. Attendance numbers were unavailable at press time, but there were about 80 at the banquet and 27 exhibitors. The Nottawasaga proved to be spacious and comfortable, with an excellent kitchen.
The day started with two excellent seminars, a first for the Tabletop Show. Tom Bell of Haulotte Group gave an interested audience the benefit of his 27 years’ experience in the lift and access field with an in-depth and impassioned talk on lift equipment safety. He explained in the seminar that the topic was near and dear to his heart ever since he was on the scene of a fatal accident involving
R EGIONAL SHOW RE v IEW
a lift platform working around the Rogers Centre in Toronto. Attendees came away with a long list of critical tips for safeguarding their customers. For instance, did you know that you should never rent safety harnesses?
The next seminar was hosted by Robert Goodall of Verisk Crime Analytics, the consultancy advising National Equipment Register on its anti-theft programs. Goodall’s resume alone was worth the
price of admission; he was an Ontario Provincial Police officer for 31 years, retiring as head of its theft investigations unit. From there he became head of security for the Darlington nuclear plant near Pickering, Ont. Then the RCMP sent him to Afghanistan.
Goodall gave attendees a good background on heavy equipment theft in Canada and outlined several services that CRA members can access for free through
the NER. Heavy equipment theft happens, he said, because it is a relatively low-risk, high-reward form of criminal activity. Skid steers, tractors, backhoes and landscape loaders account for 74 per cent of the equipment stolen.
RENTAL & CONSTRUCTION PUMPS
BUILT FOR WORK
NER maintains a database of over 110,000 theft reports and 25 million ownership records. Canadian members of the CRA can use three key services to help safeguard equipment from theft and assist with recovery if the equipment is stolen: HelpTech, IronWatch and IronCheck. HelpTech is the equipment registration service operated by NER. CRA members can register up to 1,000 items for free. HelpTech records are then fully searchable by law enforcement across North America, increasing the chances your equipment will be identified and returned if recovered. IronWatch is a monitoring service that tracks your equipment through an attached GPS device. There is no monthly fee. Using IronWatch, you can set up a “geo-fence” for stationary equipment that alerts the system if the machine moves outside of a designated zone. Finally, IronCheck is a due diligence check for buyers of used equipment. Goodall says to think of it as CarFax for the equipment industry.
oNTARIo RENTAL STARS
CoME ouT To S h INE
As a world leader of submersible pumps for the construction and rental market, Tsurumi outlasts the competition in pump life, product offering and cost
The CRA Ontario banquet was a high-spirited event as usual, with MCPT providing the entertainment in the form of a trivia game show complete with buzzers and light-up podiums. Paul Potvin of Location Equipment Supply proved to be the trivia master, bringing home the pot of collected money for Table Two.
After dinner, the awards were handed out by Mike Maltby, CRA Ontario president, and Dale Brinklow, CRA Ontario vice president. The winners were:
Ontario Supplier of the Year – Dean Nasato, Wacker Neuson
Ontario Image Award, General RentalsPaul Potvin, Location Equipment Supply
National Ontario Region Award – Chris and Colin Wilson, A World of Rentals
Ontario Rental Professional of the Year – Ed Cosman, Canadian Rental Service
Check out these top rental products, available at Quebexpo and the CRA’s Atlantic and Prairie trade shows.
PR odu Ct S how C a S e
Don’t miss these great products at your local CRA regional trade show. Flagged items are available at special show pricing!
PATRoN PRESS u RE wAS h ER
8www.rentquip.com
Rentquip Canada has launched a new, heavy-duty pressure washer line. Branded under the well-respected Patron name, these units offer the same durability and dependability as the Patron heaters that have been a staple in rental stores for over 20 years. These rugged pressure washers feature Honda motors, General pumps, and external unloaders. They are mounted on a sturdy frame that boasts 10-inch heavy-duty tires on a ¾-inch axle. Patron pressure washers will be a pivotal addition to Rentquip’s product offering. With machines, accessories, and parts in stock in locations across the country, Rentquip will offer strong support for its customers.
exhibiting at: atlantic, Quebexpo, prairie
AP-TRAx g PS TRACk INg
8www.ap-trax.com
AP-Trax has introduced its portable, fully self-contained, wireless GPS slap-and-track asset management device. The AP-Trax system offers easy mounting options with no external power or hardware connections. It includes a fully self-contained, built-in antenna and power source. The advanced vibration/motion-sensing technology can determine if the equipment is running or being moved. A virtual lockdown feature sets a “geo fence” for added security, reporting current location and movement. AP-Trax is fully configurable using a web-based control panel while providing access to mapping, maintenance history and alerts, a virtual hour meter and current position reports. exhibiting at: prairie
Su RE fLAME h EATER 8www.sureflame.ca
The Sure Flame IX410 is also designed to operate in the most extreme conditions. The
robust exoskeleton, stainless steel heat exchanger, lifting hook and forklift pockets makes this unit ready to withstand even the most trying environments. An adjustable handle and 16-inch
puncture-proof wheels add to the durability and make for easy manoeuvrability. The IX410 operates on natural gas or propane with the switch of a single lever (no orifice to change). It also is designed to allow for recirculation, increasing efficiency and reducing fuel consumption while still maintaining constant, clean dry heat, indoors or outdoors. Duct size is not an issue as the IX410 comes able to accept a 16-inch duct, with optional transitions allowing for two 12-inch or one 18-inch duct scenarios. exhibiting at: Quebexpo, prairie
ALLMAND LIghT Tow ER 8www.cavalier-industries.ca
Allmand Brothers is one of North America’s leading
manufacturers of portable lighting systems on the market today. With standard light towers, when the light mast is retracted, it must be folded down across the light tower for storage, transport and light fixture adjustment. But with Allmand’s new V Series design, the mast retracts and telescopes in and out of its own housing, which results in easier setup, simplified shipping, towing and storage, and reduced potential for jobsite damage. Toggle switch operation
allows operator a clear view of possible obstructions, and makes for a quick setup, with full extension in less than 20 seconds. Vertical mast towers are fast gaining a
reputation for driving operator efficiency, with the added benefit of reducing operator training requirements, and safety concerns. Vertical mast towers are available in several different body styles, with multiple engine and generator options, ranging from 7.5 kW to 30 kW. Allmand is represented in Canada by Cavalier Industries.
exhibiting at: prairie
S ERIouS ToASTER
g Rou ND ThAw INg
8www.serioustoaster.com
Serious Thermal Products has introduced Complete Heat, including everything needed to run five Toasters in one simple unit. Users can pull the Complete Heat unit onto the job site – knowing everything you needed to thaw ground is on board.
The Complete Heat system is custom-designed to run as many as five Serious Toasters for up to 48 hours without refilling propane or generator fuel. The kit includes an onboard generator, fuel reservoir, power cords, a 420-pound propane tank complete with a tank heater and all hoses and regulators. Complete Heat is easy to access from the top and sides and includes a 1,000-pound hoist for easy loading and unloading.
exhibiting at: prairie
NES C o CkTAIL TABLES
8www.NationalEventSupply. com
National Event Supply has introduced a new style of cocktail table for the Canadian marketplace. Event rental operators looking for a strong alternative to the standard wooden cruiser table will appreciate the NES Reliable High Plastic Folding Cocktail Table, which has been available for four years with phenomenal response. People love that the table folds down neatly into a single piece. With the NES Reliable High Plastic Folding Cocktail Table, there are no pieces that can be lost as the table is moved from event to event. It is also strong, capable of holding 500 pounds evenly distributed across the top. NES has also introduced the NES Reliable High Plastic Collapsible Folding Cocktail Table. These new tables are as strong as the current Plastic Folding Cocktail Tables, but feature a collapsing leg structure. This innovative design allows for spandex cruiser tablecloths to be used and allows for some other innovative designs. With the NES Reliable High Plastic Collapsible Folding Cocktail Tables, you can install an LED light (not included) in the centre column area to wow your customers even more. exhibiting at: Quebexpo, prairie
STAR DIAMoND CuTTINg BLADES
8www.stardiamondtools.com
The Star Diamond Zig Zag
blade has been Star Diamond’s top blade brand since 1999. It has been the diamond blade of choice for professional contractors who demand fast cutting in hard material applications like stone, pavers and heavily reinforced concrete. The new, improved Zig Zag blade features a higher 12-millimetre diamond segment and diamond arrayed technology for even faster cutting. The diamonds on the blade are layered and arranged in a matrix for optimum cutting speed and life. This increases cutting speed by at least 30 per cent and blade life by up to 50 per cent. exhibiting at: atlantic
Su LLIVAN PALATE k AIR
C oMPRESSoRS
8www.sullivanind.com
Sullivan Palatek is a leading provider of portable air compressors to the rental industry. The Flex Air D185P2 compressor is designed to be versatile, built with a removable draw bar and running gear so it can easily be mounted on a truck bed or any utility mounting. It has forklift pockets for lifting and floor mounting, a full containment frame and external drains for all fluids.
Powered by a 49-horsepower
adjustment. This controls the water volume, ensuring a constant flow to the blade. The amount of water is sufficient enough to bind the dust without creating an excess of water. Our K 3000 Cut-n-Break is the ideal tool for anyone who needs to make deep cuts - up to 16". It is an excellent choice for cutting tight against walls or floors and when over-cutting at corners is not desired.
Husqvarna is a leader in indoor cutting technology. Our line of electric power cutters features technology to reduce dust and lower noise
John Deere diesel engine, this newest design has gull-winged service doors and is small, light and easy to tow. Sullivan Palatek is represented in western Canada by Cavalier Industries. exhibiting at: prairie
CuSToM EQu IPMENT
SCISSoR LI f TS
8www.hybridlifts.com
Custom Equipment has just introduced
a family of scissor lifts that are designed to be lighter and more durable. Hy-Brid Lifts incorporate the same weight advantages of ladders and scaffolding but with proven durability, productivity and heavyweight performance. The HB-1430’s compact size, ease of operation and durability make it extremely useful on the construction site and for use on hospitals, clinics, office buildings, and anyplace efficiency and ease of navigation
EQUIPPED TO DO IT ALL
are a must. The lift provides a full 20-foot working height and has a low 25-inch minimum platform height: an ergonomic choice for maximum operator comfort and safety during the work shift. With a 670-pound platform capacity and a weight of 1,658 pounds, the HB-1430 features a lightweight machine footprint, but with the stability of a proven scissor lift design. The HB-1430 features a low floor load with a maximum wheel load of 113.6 psi, allowing for use on weight-sensitive flooring. A 30-inch deck extension with a slip-resistant surface is available. The lift is equipped with a dual-motor electric drive with a single charge run time of up to 16 hours. Additional features include non-marking tires, descent and tilt alarms, emergency stops and pothole protection. Custom Equipment is represented in Canada by Cavalier Industries. exhibiting at: prairie
CAMP o h EATERS
8www.campoequipment.com
Located in Canada, Campo Equipment portable heaters bring the rental industry advanced indirect-fired space heaters. When Campo engineered its heaters it took into consideration all the shortcomings of
portable heaters currently on the market and improved efficiency, safety and durability. The Blaze 700 features an indirectfired design with a unique, high static fan to allow recirculation of warm inside air, resulting in fuel savings and even temperatures. Up to 400 feet of ducting can be used on the Blaze 1000. Campo heaters can include a Tempered Air mode for LEED construction that allows for lower discharge temperatures when a remote thermostat is satisfied in order to deliver continuous heat to the job site (standard on Blaze 1000 and 2000, optional on Blaze 700 and 800). The threespeed variable fan control provides flexibility in CFM delivery and heat rise up to 200 F. A VFD eliminates large in-rush current for motor starts. Single-phase 208-240 V or three-phase 208V-240 V operation is available. The optional plug-and-play burner kit can easily convert unit from diesel to natural gas or propane. Cavalier Industries represents Campo Equipment products. exhibiting at: prairie
Qu EST hu MIDI f IER 8www.questprotect.com
Quest provides the rental industry a complete line of climate control products. The Quest Power Dry 4000 is a larger capacity, stainless steel unit designed with the perfect combination of high performance and portability, with its manageable size and weight. The multiple ducting options on the Quest PowerDry 4000 Pro not only allow for ducting both the intake and processed air, but also make it possible to easily combine this unit with a HEPA air scrubber, air conditioner or desiccant
dehumidifier. It is capable of removing 22 gallons a day and only requires 10 amps. With its on-board humidistat, it gives users the ability to control the humidity in the space being treated. Quest is represented by Cavalier Industries. exhibiting at: prairie
S PECTRA S u RVEyINg 8www.spectraprecision.com
Spectra Precision has long been an established brand, known for delivering quality products to the construction market. Focusing on the specific needs of the conventional surveying market, the Spectra Precision brand offers a complete product portfolio including, Global Navigation Satellite Systems, Global Positioning Systems, optical total stations, data collection hardware, field and office software, as well as a wide range of construction tools. The new UL633 is
featured as a versatile laser to fit any construction application. It quickly adapts to site requirements, simplifying 90-degree layout applications and reducing the time needed to do slope work and pipe installation. The system includes manual detection of the plumb beam, spot search and complete cross-axis compensation. The versatile communication links include two radio channels and infrared.
Spectra Precision lasers are built for today’s jobs, with
fully automatic operation up to plus or minus 25 per cent grades on the X, Y or Z axes. They can withstand a onemetre drop onto concrete and feature a long operating range of 800 metres in diameter. Additional features include an intuitive keypad, mask mode, various power options, automatic temperature compensation and an electronic levelling vibration filter. Spectra is represented in Canada by Cavalier Industries. exhibiting at: prairie CRS
sEE THE PRoduCTs
CRA Atlantic Trade show
March 2
Ramada Crystal Palace Moncton, N.B.
CRA Prairie Trade show
March 16
Prairieland Exhibition Centre Saskatoon, Sask.
Quebexpo
March 26 - 27
Centre des Congres de l’Hotel des Seigneurs St. Hyacinthe, Que.
To register for any of these shows, go to www.crarental.org and click into the Event Registration section. You can register online for all the CRA shows now.
PR odu Ct
S how C a S e
Eff ICIENT oVER h EAD CAM
8www.subarupower.com
Subaru’s high-pressure pump combines a powerful overheadcam engine with high-pressure capabilities and heavy-duty construction to deliver the performance needed for a variety of applications. Powered by a six-horsepower Subaru EX17 engine, the two-inch PKX201H offers a lift height of up to 275 feet and a maximum delivery volume of 127 gallons per minute. The pump employs a large diameter impeller with shallow veins to attain the high pressure needed for applications such as lawn and garden sprinkler systems, water transfer to high places and secondary firefighting support. The high-pressure pump utilizes heavy-duty, high quality materials to offer the durability needed for demanding applications. A hardened cast-iron volute effectively withstands suspended particles and small solids sucked through the strainer, while an abrasion-resistant, cast-iron, three-blade impeller and a replaceable wear plate ensure long life and low maintenance.
hIgh-PRESS u RE j ET P u MP 8www.thompsonpump.com
Thompson’s JSC Series solids-handling Enviroprime System pump is designed for the rental industry with its heavy-duty, cast-iron construction and ability to dry-prime and re-prime automatically. The portable JSC Series features pumps that
Hilti. Outperform. Outlast.
range in size from three to 18 inches, are designed for high flows (up to 11,000 gallons per minute) and have maximum heads up to 330 feet. The end-suction centrifugal pump ends can handle solids up to four inches in diameter and are available coupled to the latest environmentally compliant engines or premium efficiency electric motors.
Unlike others, the Enviroprime System compressorassisted dry priming system prevents blow-by, such as sewage and waste, from discharging onto the ground, making this unit environmentally safe. The sturdy, weather resistant, sound attenuated Silent Knight canopy is also available on Thompson’s JSC Series Pumps and allows the pumps to operate at or below 70 decibels.
Rugg ED ENg INE-DRIVEN P u MPS
8www.koshinamerica.com
Koshin is a large global manufacturer of engine-driven pumps. Its pumps are used in over 160 countries. From raw materials through finished products, Koshin handles all manufacturing in-house including plastic and aluminum die-casting and robotic assembly. Koshin produces over 1,000 engine driven pumps every day. Koshin trash pumps use the newest technologies in the portable pump industry. The silicon carbide mechanical seals have more resistance to abrasion than standard ceramic seals. The pumps include high-chrome cast impellers for longer life and durability than regular cast and ductile impellers. Volutes are cast from spheroidal graphite ductile iron within such high specifications that a wear plate is not necessary. A heavy-duty wraparound roll cage protects the pump during transportation and job site use. Koshin gives the same attention to detail on its entire line of products, keeping Koshin on the jobsite pumping more with less downtime.
TowABLE SI x-INCh P u MP
8www.uniquip.ca
The Kodiak TWP6JS-DP dry-prime is also available with a wet-prime option. It features a cast-iron casing and brackets for added durability, a semi-open ductile cast-iron impeller for large diameter solids and a tungsten carbide mechanical seal with Viton elastomers to run dry on high vacuum. The pump has a large prime chamber for easier priming and an oil resistant nitrile rubber priming valve for longer wear. The drain inspection cover is easily removed without tools. The exclusive Enviroprime System evacuates the air from the suction line for easier dry-prime startup on the TWP6JS-DP. Other features include the easily replaceable ductile iron wear ring and the easily replaceable wear plates with oil-abrasionresistant rubber facings on the TWP6HT-WP. Kodiak pumps are made in the United States. Deutz or John Deere engines are available.
Su BMERSIBLE u-P u MP
8www.conxequipment.com
Designed for heavy-duty drainage applications, these CSA-approved, 115-volt electric pumps from Con X have been serving the rental industry for almost 30 years. Featuring extremely low amperage draw, all units are equipped with built-in Texas Instruments auto-cut thermal protection, silicon carbide mechanical seals for longer life, and oil-filled shaft seals for periods of dry running.
They are available in half-horsepower, two-inch or onehorsepower, three-inch discharge models. The trash capabilities come from larger strainer holes and wider impeller clearance, which allow for bigger solids to be pumped without clogging. The two-inch US40A pumps up to 3,600 gallons per hour with a maximum head of 35 feet, while the three-inch US75A is rated at 5,700 GPH with a 60-foot maximum head. Many rental companies can already attest to their excellent longevity in their rental fleets, with claims of pumps up to 15 years old having generated in excess of $10,000 in rental revenue with minimal expense on repairs. Featuring a rugged, cast-iron body and unique horizontal as well as vertical discharge capabilities, this workhorse of the rental industry since 1974 boasts a two-year manufacturer’s warranty. CRS
a long hangover
Economic forecasters predict a sluggish year for the Canadian economy.
by Patrick Flannery
It is a new year, so let’s take a look ahead. Here are two reports from high-forehead types at the American Rental Association’s economic consultant, IHS Global Insights, and the CIBC’s chief economist, Avery Shenfield.
Th E ARA oN CANADA
Equipment rental industry revenues in Canada will experience steady growth over the next several years in all three market segments. While growth is expected, the outlook is more muted than in the U.S., principally because Canada experienced a milder economic recession. The breadth and depth of the downturn was relatively mild due to a large institutional structural component – school and hospital renovations, as well as infrastructure investment.
Leading the way in long-term growth, through 2016 is the construction/industrial market segment, followed by general tool and then party and event. The construction/industrial segment comprises 80 per cent of the overall equipment rental industry in Canada, compared to 66 per cent for the U.S. This is attributed to the natural resource intensive economy, which drives the demand for construction/industrial rental.
In September, Canada revised its National Income and Product accounts, largely affecting the non-residential structures segment in a positive way. Historical rental revenue values for Canada are a function of investment in construction and energy, which had a marked upward revision, so the equipment rental revenue estimates were revised accordingly.
All of this information is provided by IHS Global Insight, a leading economic forecasting firm. ARA makes the forecast data available to ARA members by paid annual subscription. For more information, contact Tracy Johannsen at 1-800-334-2177, ext. 270 or email Tracey at tracy.johannsen@ararental.org.
CIBC gAz ES INTo Th E CRySTAL BALL
Without key domestic economic drivers to shelter Canada from a continued weak global economy, GDP growth will slip to a very mediocre 1.7 per cent in 2013, finds CIBC’s latest Canadian economic forecast. “Having earlier tapped fiscal stimulus and a housing boom to shelter the economy from sluggishness abroad, the country’s ability to set its own course is now much more limited,” says Shenfeld. “Escaping economic mediocrity will depend on the kindness of strangers, with exports and related capital spending critical to Canada’s fate in 2013-14.”
Shenfeld says that the global economy continues to face significant headwinds and as a result he has cut his global outlook for 2013 by twotenths to three per cent. “It’s too early to get the full benefits of policy stimulus in Asia, Europe is too stubborn to soften its fiscal drag enough and amplify ECB bond purchases, and Washington is too wedded to getting going on fiscal tightening stateside, if not the full fiscal cliff.” [This was written on Dec. 19, 2012. U.S. policymakers have since reached a deal to avoid the worst effects of the fiscal cliff, but still face a “fiscal ski hill,” according to a later report by CIBC. – Ed.]
He adds that while Chinese GDP could show improvement towards an eight per cent pace as early as Q4 of 2012, it is not likely to have much of an impact on other economies as Chinese imports are currently showing no growth at all on a year-over-year basis. As such, he expects there to be a delay before crude oil and other resources rebound in price. “The absence of a helping hand from abroad will leave Canada exposed,” says Shenfeld. “Blaming temporary disruptions in energy production in Q3 for recent disappointments misses the point: GDP excluding resource extraction has also been decelerating, the loss of home building momentum will offset greater oil output CRS
