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4
EDITORIAL
Your business will need to react as the Canadian dollar slides in value.
30
THINK BIG
Atrium lifts can help your customers reach higher – even indoors and in confined spaces.
18
LEGALESE
Explore key concepts you need covered in your rental contract. by Deryk Coward
12 THE HUMAN TOUCH
Stéphane Mayrand takes business personally in St. Amable, Que.
22 THE 2015 TRUCK KING CHALLENGE
Our apples-to-apples comparison of the latest heavy-duty pickup models.
REACH OUT ON FACEBOOK
Social media can give you access to new markets within your existing markets.
PRESIDENT’S MESSAGE
Safety will be the CRA’s focus over the next year. by Dave Mintenko
44 LIFT AND ACCESS SHOWCASE
Lift platforms, AWPs, scissor lifts, boom lifts – our showcase has them all.
54 M & A MATTERS
A review of John Mill’s new book, Hire Your Buyer: A philosophy of value creation. by Mark Borkowski
Dollar doldrums
Imentioned the price of oil last month and how nice it is for all of us to get a break at the pumps, even though it is not so nice for those of us attached to the industry that pumps the stuff out of the ground. As is becoming more and more obvious, we are all attached to that industry through the stock market and the exchange rate. The last few weeks have seen a precipitous decline in the price of oil and with it triple digit losses on the TSX and a collapse in the value of our dollar to below 90 cents against the greenback.
Your fill-up may be less expensive, but the vehicle it is going into sure won’t be. Nor will the equipment it is towing, if it was made anywhere other than Canada. Time to sharpen your pencil on those ROI calculations. Your manufacturing customers who export to the U.S. may become peppier as they grab more sales, and your farmers trading on U.S. exchanges may have some spring in their step as they collect U.S. dollars, but all of them will be impacted by higher prices for their inputs and just about every other sector will only see a downside. A sustained devaluation of the Canadian dollar will take some time to percolate through to the retail market and affect homeowner behaviour, but the effect will come as sure as pump rentals follow the spring thaw.
Financial analysts around the country are now fairly
ON THE WEB:
Paul Phelon invites you to The Rental Show
American Rental Association president Paul Phelon is predicting a great show in New Orleans, Feb. 22 - 25.
Online events
Find out when and where to catch your local rental show in our Events section.
Keep the news coming Haven’t seen your email newsletter from Canadian Rental Service in a while? It is possible your address was removed from our list. Go to our homepage and click “Subscribe Now” to opt back in.
by Patrick Flannery
unanimous in saying a depressed dollar is a bad thing for the Canadian economy as a whole, in marked contrast to the opinion in the ‘90s which held that a low dollar was good because of its tendency to help manufacturers. Honestly, I sometimes think these guys change their views more than fashion designers and with no more justification. In this case, I suspect they may be right as our economy becomes more about services and less about actually making things. If a weaker dollar means tighter margins, one way to react is to find more customers. We have some tips on page 36 for how you can use Facebook to reach out to a group that has at least half the influence over household buying decisions.
Once again, I encourage everyone to get out to your local show this season and meet the vendors who are showing their commitment to the Canadian rental market. In an atmosphere where buying American is becoming more difficult, this show season is a great time to find suppliers who will work with you to share or at least spread out the pain. After all, the dollar spread only hurts if it is passed along in the Canadian dollar price.
In closing, I’d like to express my personal sadness over our top news story this month, the passing of 36-year-old Dale Pardy, owner of Butler Scaffolding Sales and Rentals in Halifax, N.S. Dale and Sara were some of the first people I met in the great Atlantic Canada rental community, and I’ll always remember their warm welcome at the 2012 trade show. In our September 2012 profile on Butler, Dale described their service as “personable.” That hit the nail on the head, not only in regards to his store, but for Dale himself and his family. Dale’s leadership and generosity with his time made for a quick rise through the chairs in the CRA Atlantic local, culminating in his election as president, a position he occupied until his untimely death from cancer. In my opinion, the Atlantic rental industry owes this energetic young man a deep debt of gratitude for his role in invigorating and renewing the association and its trade show. I know rental people across the country will join me in offering our deepest condolences to Dale’s wonderful wife, Sara, and to his children, Emily and Timothy.
DALE PARDY PASSES AWAY
Dale Pardy, owner of Butler Scaffolding Rentals and Sales and president of the Canadian Rental Association Atlantic chapter, passed away peacefully on Dec. 29 at the age of 36. He leaves his wife, Sara, and children, Emily and Timothy.
“Dale was indeed a shining light in our lives and his memory will be long lived. He shared a love of the industry and instilled enthusiasm to all around him – he will be missed. Our thoughts are indeed with Sara, his children and all the Pardy family in this trying moment,” said Marc Mandin, CRA national president.
Pardy inspired a national campaign in the rental industry to donate blood when it was revealed last fall that he had been diagnosed with cancer.
Dale loved the outdoors, fishing, hunting and spending time with his family. As the owner of Butler Scaffolding Rentals and Sales, he was committed to serving the public and he greatly appreciated the friendships he forged with customers and employees. Dale was actively involved with the CRA and had served as president of the Atlantic chapter for the past several years. He was an empathetic person who supported those in need; he volunteered his time and made donations to numerous worthy organizations and individuals close to his heart.
The Pardys and Butler Scaffolding Rentals and sales was the subject of Canadian Rental Service’ s September 2012 cover profile. The article can be found on canadianrentalservice.com under Past Issues.
Dale’s family extends a special thank you to the staff of the VG Site, Floors 8B, 5A, QEII and especially Dr. Andrea Kew and Dr. Jenny for their care and compassion.
For those wishing, donations to the Leukemia and Lymphoma Society of Cancer would be appreciated.
PATTERSON ELECTED AEM CHAIR
COOPER BUYS
ALBION
G. Cooper Equipment Rentals Limited has announced that it has acquired Albion Rental. Founded in 1974, Albion Rental has been serving the equipment rental needs of the GTA for over 40 years. Located in Bolton, Ont., Albion Rental has developed a strong reputation for providing dependable equipment and outstanding customer service and support. The senior management team including president and owner, Carl Sant, will continue in leadership roles with Cooper.
“The addition of Albion Rental’s dependable equipment fleet, dedicated group of rental professionals and firstrate facility will allow us to expand our geographic presence while maintaining our commitment to strong customer service.” said Doug Dougherty, president of Cooper.
Darryl Cooper, CEO, said, “Albion Rental shares our passion for serving GTA contractors and we’re excited to have the opportunity to add an exceptional facility and team in Bolton.”
“My team and I are impressed by the growth and momentum that Cooper has demonstrated and we are excited to combine our operations. I have known the Cooper senior management team for many years and I am confident that our customers will continue to enjoy excellent service following this transaction.” said Sant.
John Patterson, chairman of JCB USA Group, director of the JCB Group and former CEO of JCB North America, has been elected 2015 chair of the Association of Equipment Manufacturers (AEM). AEM is a North American-based international trade group for the off-road equipment manufacturing industry (agriculture, construction, forestry, mining and utility sectors). Patterson also serves as an AEM director. Patterson joined JCB in 1971 as a field service engineer and officially retired at the end of 2013 from his position as CEO of JCB North America after 43 years of service. Patterson currently serves as chairman of the JCB USA Group.
AEM is the North American-based international trade group providing innovative business development resources to advance the off-road equipment manufacturing industry in the global marketplace. Areas of focus include public policy; equipment statistics and market information; trade shows; technical, safety and regulatory; global business development; and education and training.
“AEM officers and directors are active members of the association and selected from representative member companies to provide guidance and leadership to set the strategic direction for the organization,” said AEM president Dennis Slater. “They reflect an industry cross-section; their dedication of time and energy to this volunteer service helps ensure association programs continue to meet member needs.”
“I’m extremely honoured to have been chosen to chair this very prestigious international group,” Patterson said. I’m looking forward to a very productive year, working with AEM’s board of directors to establish and achieve the association’s goals.”
STIHL TSA 230 BATTERY CUT-OFF SAW
Voltage 36 V
Weight* 3.9 kg/8.6 lb
Cutting Wheel Diameter 230 mm/9”
Maximum Cutting Depth 70 mm/2 ¾”
AP 180 Battery Running Time 15 mins
AP 180 Battery Charging Time with AL 500 Quick Charger: 100% 25 mins
*Excluding cutting wheel and battery †See dealer for battery and charger options
STIHL is the world’s best-selling brand of cut-off machines. And for good reasonthese professional and powerful tools are built specifically to meet the challenges of construction work. Reliable, low-maintenance and sturdy, they are full of useful innovations to make your work easier. Every inch of these handheld machines is designed for ultimate performance. Whether your day calls for trimming metal pipes down to size or cutting curbs and expansion joints, we’re “reinventing the wheel” to get it done better.
QUALITY AT WORK.
For 89 years, STIHL has been a world-class innovator in outdoor power equipment. German engineered products featuring the latest pioneering technologies make STIHL the market leader. STIHL products are only available at independent STIHL Dealers who provide expert advice and on-site service. Thank you for supporting the leading team and for making STIHL the Number 1 Selling Brand in Canada.
* “#1 Selling Brand in Canada” is based on an independent market share analysis of gasoline-powered handheld outdoor power equipment from 2014. Source: TraQline Canada.
• Unrestricted mobility
• Emission-free power tool
• Starts quickly and easily
• Ease of handling in tight spaces
Small in size, big in action. The STIHL TSA 230 is the first battery-powered cut-off machine with a 230 mm/9” cutting wheel, and it is light at only 3.9 kg/8.6 lb (without battery). Emission-free cordless technology ensures clean work, both indoors and outdoors. The standard-fitted water connection and optimal accessories for attaching to a vacuum cleaner ensure effective dust control when cutting. With a cutting depth of up to 70 mm/2 ¾”, the TSA 230 is equipped for a variety of applications.
• Dust-free and clean cutting
• Equipped with a spindle lock - easily change cutting wheels
• Low-maintenance and efficient EC motor
• Secure grip with an ergonomic curved handle
INDUSTRY NEWS
WESTERN GLOBAL BUYS TRANSTANK
Western Global has announced that it has completed its acquisition of Transtank PTY. This friendly and mutual deal includes all divisions, operating assets, and product lines. Transtank is an Australian-headquartered manufacturer of containerized tanks and storage systems, serving a broad customer base of upstream oil and gas, mining, and power generation companies. Founded in 2000, Transtank operates out of four facilities in Australia and has regional offices in Canada and South Africa. Technically competitors prior to this move, the diversity of the product lines and traditional territories covered have surprisingly little overlap that provide a natural and immediate fit for these two companies to come together.
“We are excited about the acquisition of Transtank and the continued growth we know it will provide,” said Rob Critchley CEO of Western Global. “The combination of our product portfolios and technical expertise will further strengthen the quality service and efficiency driven, innovative products we supply. ”
Combining the strengths of Western Global and Transtank provides access to a full range of storage and dispensing products, solutions and services. This includes Western’s popular TransCube, and now the TransTank range of containerized fuel tanks. Both Western customers, and previous Transtank customers will benefit from this powerful combination of strengths and product lines. The new Western Global ensures an extensive technical and application support network to back all clients across the globe.
SMS CARRYING TERRAMAC
Terramac has added SMS Equipment to its dealer network. The newest dealer in Terramac’s dealer network – and the first Canadian dealer – SMS Equipment provides sales, rentals, applications expertise and parts and service support for the Terramac RT9 crawler carrier throughout Canada.
“The addition of SMS Equipment to our dealer network demonstrates our intent to build market share in Canada, providing more customers with greater access to our RT9 crawler carriers and the unmatched product service and support that comes with the Terramac brand,” said Mike Crimaldi, CEO of Terramac. “With their product knowledge and experience, SMS Equipment can provide superlative support to our customers.”
“SMS Equipment is honoured to be chosen as the first distributor to bring the Terramac brand into Canada,” said Bruce Knight, president and CEO of SMS Equipment. “The Terramac RT9 crawler carrier is an ideal complement to our current product offerings and we are eager to help Terramac build awareness in the Canadian marketplace.”
DESMEULES GOES WEST
Tsurumi Canada has announced the appointment of Maxime Desmeules as new territory manager for western Canada. Desmeules will be responsible for developing new business and growing existing business. He will also be offering technical support. The company feels that even though it has a strong business presence in western Canada there is still much more potential growth. In March 2014 Tsurumi opened an office in Saskatoon, Sask., bringing its total to four offices in western Canada which include Winnipeg, Edmonton and Vancouver. With the experience and knowledge Desmeules has gained over the 10 years he’s been with the company Tsurumi is confident he is the right candidate for the job. Desmeules started as an inside representative with the company and with the knowledge he gained and determination he showed the company felt he was ready for the challenge of becoming a sales representative. He was offered the position of territory manager in the Maritimes and Newfoundland with the challenge of developing a territory where Tsurumi did not have a strong presence. He spent five years there and was also responsible for the opening of the Moncton, N.B., office and overseeing its operations. Desmeules has done such a great job growing and developing the territory that management now feels he is ready for a bigger challenge.
FORD TO LEAD STRATEGY
Jeff Ford, currently global category director for boom lifts, will become director of global strategy and business development for JLG. Ford will lead market, customer, and competitive assessments, long-range strategic planning, strategic pricing initiatives, and development of new market and business opportunities. Corey Raymo, currently global category director for scissors, will become global category director for boom lifts. Raymo will be responsible for leading the product, strategy and go-to-market activities for all boom lift products. Paul Kreutzwiser has joined JLG as the global category director for scissors and verticals. Kreutzwiser has more than 12 years of marketing experience in the AWP industry. He will lead the product, strategy and go-to-market activities for the global scissors and vertical categories. All three positions report to Alan Loux, JLG’s global vice-president of marketing.
JEFF FORD
Primed for productivity and protected from back to front, M-Series loaders from Bobcat handle difficult jobs and stand up to tough renters. For starters, the rear bumper protects the tailgate from obstacles on the jobsite. Recessed rear lighting minimizes damage to tail lights. Protected quick couplers, mounted directly into the front plate of the lift arm, have no exposed hoses to damage. A guard that extends beyond the couplers offers even more protection. The removable hose guide makes it simple to correctly route hydraulic hoses, minimizing attachment wear and tear. Plus, easy-to-find and easy-to-use machine tie-downs make trailering quick and easy. You’d expect nothing less from such an easy-to-rent machine. Find out more at Bobcat.com/Value2
INDUSTRY NEWS
AE SALES TO CARRY INSERO
Insero Equipment, a supplier of industrial construction equipment, has announced the appointment of AE Sales Group as its representative for the Insero Equipment product line in all Canadian provinces.
“AE Sales Group has a deep-rooted commitment to providing customers with quality equipment,” said Jared Reinoehl, director of operations at Insero. “Adding them as a representative provides the construction industry the products they need to stay productive in the field.”
AE Sales will carry Insero’s full line of industrial construction equipment, which includes towable industrial heaters, dewatering trash pumps, light towers and the patent-pending AMP (Auxiliary Mobile Power), an all-in-one skid steer equipped with auxiliary hydraulic, pneumatic and electric power sources.
“Incorporating Insero Equipment into our equipment offering enables us to provide our customers with options to enhance their operation,” said Will Stayer, president and owner of AE Sales. “Their products are a great fit for us and we look forward to working together.”
AE Sales staff are available to answer questions on Insero Equipment and have been fully trained on the application of Insero’s engineered products.
GAL ACQUIRES L.M. TEMPERATURE CONTROL
GAL Power has announced it has acquired L.M. Temperature Control, a Mississauga, Ont.-based climate control and power rental and sales operation. The transaction is intended to enhance both companies’ ability to serve existing and prospective customers. Together, GAL Power and L.M. Temperature Control can provide a much broader range of service and support solutions to clients in the entire Greater Toronto Area, northern Ontario and across eastern Canada. This is made possible by the GAL Group of Companies’ offices in Ottawa, Montreal, Thunder Bay, Ont., and Sudbury, Ont.
“This is an exciting time for L.M. Temperature Control,” said president and owner Luis Salazar, who has now assumed the role of president of GAL Power. “It gives us access to far greater resources such as suppliers and industry-leading experience. We’re empowered to serve our customers even more completely than ever before. At the same time, our customers can be totally comfortable knowing it’s the same team serving them. It just became bigger and stronger. Our personnel and high standards of service will remain the same.”
The acquisition benefits more than just the customer base of the two companies. Suppliers will have the opportunity to provide their hardware and solutions to both businesses therefore gaining access to a much broader client base. Employees will also benefit as they gain further opportunities to grow and develop their careers across the GAL Group of Companies.
“Strategically, it was important for us to continue developing and expanding our footprint in the Greater Toronto Area”, said GAL Power CEO, Guy Adrien Lapierre. “We saw a number of strong synergies between GAL Power’s customer-first philosophy and L.M. Temperature Control’s established reputation for quality service in the GTA market. We look forward to leveraging those synergies and delivering a consistently high level of service in the critical power field to an entirely new customer base.”
SUNBELT ACQUIRES GWG
Sunbelt parent, Ashtead, has reported in an earnings statement that the huge U.S. rental chain has acquired GWG Rentals, a six-store operation in B.C. and Alberta. The acquisition marks Sunbelt’s first entry into Canada. Sunbelt carries over $4 billion worth of equipment in 450 locations, covering a full range of construction and industrial rental products. GWG started business in 1974 in Victoria, B.C., and now has four B.C. locations in Surrey, Abbotsford, Burnaby, and Richmond, and two Alberta locations in Leduc and Calgary. GWG carries movie production equipment as well as construction and industrial rentals.
THE STORY OF A HAPPY WHIM
Location Mayrand & Fils had its origin on a beach.
The striking orange and black sign quickly becomes visible while driving up St. Amable, Que.,’s main street as it starkly contrasts with the day’s abundant snow fall. Cornering the intersection between the street and the small parking lot, a yellow mid-size John Deer loader and a pick-up truck rigged with a plow on the front bumper act as inanimate greeters.
by MARTIN FORGUES
LEFT: Mayrand’s store is located about 40 kilometres northeast of Montreal in St. Amable, Que., population 16,000. Mayrand’s service-first philosophy plays well in the small community.
RIGHT: Mayrand has garnered significant recognition for his contributions to the Quebec Rental Association.
While still early in the morning, the compound is already as busy as a beehive, with all of Location Mayrand’s five-person workforce hard at work preparing deliveries and plowing the snow in the compound. The phone keeps ringing with calls ranging from prospective customers inquiring about the company’s services to a misinformed woman who thought she was calling an entirely different business. The man holding the phone takes a few minute amidst his full schedule and numerous interruptions from his employees to redirect the woman to what she is looking for – a gesture that speaks clearly of Mayrand’s friendly culture. The place is empty, yet there’s this sense that it’ll be a busy day.
Stéphane Mayrand greets me accompanied with his wife and business partner, Janet Silva,
whom he met in a past, pre-entrepreneur life while working as a travelling manager for Canadian Tire. A warm welcome follows with smiles and a much-desired cup of coffee. The showroom showcases a plethora of different types of equipment ranging from table saws, weed cutters, small loaders and even BBQ equipment. At nine a.m., the store has already been open for three hours. “We open at six every weekday,” says 51-year-old owner Stéphane Mayrand. The store takes a break on weekends – well, Mayrand’s definition of a break, opening at eight on Saturday and nine on Sunday. “My wife has to tell me to stop working,” he jokes while both of them acknowledge he is a virtually unstoppable workhorse. She nods with a smile.
ENTREPRENEURIAL DNA
Born in Montreal’s Ahuntsic borough in 1963, Mayrand comes from a family of entrepreneurs who operated a well-known local business. His father, Guy, owned a chain of grocery stores in Montreal. They were sold years ago, but Mayrand retains a wholesale food store that borders Highway 40 in the borough of St-Léonard, mostly renowned for its wide selection of meat. His uncle was also a successful businessman. But while he inherited his kin’s entrepreneurial skills, his most cherished childhood memories go towards his grandmother, whose picture adorns the store’s main
office with her kissing the couple’s youngest child, Adrien, on the forehead. “She is the one who mostly raised me,” he recalls while looking up at the framed photo with both love and an apparent deep sense of loss.
Much of Mayrand’s recipe for success runs in his DNA. “I’ve always been good with tools and with mechanics. It’s as if it were innate, which allowed me to be a self-taught jack-of-all-trades,” he says. After leaving school in the late seventies/ early eighties, he was hired by a car parts dealer located in Montreal’s south-shore suburb of Longueuil as a back store clerk. “My boss told me that once I
learned all of the car makers’ catalogues by heart, I could get promoted to the front desk, and that it should normally take no longer than a year,” he recalls. “Thing is, catalogues change every year or so as new models are released and others become discontinued.” In his boss’ mind, it was a trick way to tell him he was looking forward to a long time in the back managing the inventory instead of moving up front to handle clients.
Within his first year on the job, Mayrand had memorised the books. Four years later, he was managing the store.
But such a quick ascension in a company he loved working for didn’t make
Mayrand keeps the business small and local, focusing on homeowners and light contractors. He’s found he can co-exist with the larger rental chains by staying out of their industrial business.
PROFILE
him immune to a certain dissatisfaction. “The store eventually moved from a prime, highly visible location to a backstreet in a recently-developed industrial park,” he remembers. “Something changed in the way we conducted business. We had to adapt to the new location, which I hated, as there were much fewer clients just walking in the store. It was less human. I didn’t like it. Besides, I felt that I had done everything I wanted to do there, so I left.” Mayrand moved on to work with Canadian Tire then Zamboni before again feeling pressure to change careers. “I grew tired of travelling. When I was working for the Zamboni dealer, I had to drive across the [St. Lawrence] river to Ville St-Laurent, stuck in traffic. While working for Canadian Tire, I had to travel across Quebec. While I enjoy driving, things also changed and I was now married with children. I knew I had to find a job closer to home and moving was out of the question,” Mayrand says.
This time, fate, in the form of a chain of vaguely related events, gave the Mayrands a hand.
CHANGE IN A HEARTBEAT
2007 started brutally for Stéphane when his beloved grandmother passed away, a tragedy which left him devastated. The strong, unshakeable workhorse emotionally fell on his knees. “I had to take a two-month unpaid leave to recover, something I never thought I’d have to do,” says Mayrand. He and Janet decided that a vacation under the Mexican sun would help speed the bereavement process. This is when Mayrand, “most likely affected by heatstroke,” turned to his wife while relaxing on the beach and uttered a life-changing sentence. “Let’s open a rental store,” he said.
Janet says she jumped out of her stupor, almost wanting to check if her husband’s sunburns had given way to fever. “Are you crazy? There’s no way that’s happening.” Despite her initial shock, Janet rose to the challenge and became an integral part of the operation, controlling all administrative aspects. Mayrand has no doubt this story would have come to an abrupt end without her support.
Back from Mexico, things happened really quickly. “We registered the company in February and were up and running by April,” says Mayrand, who also recalls how difficult it was to secure financing. One loan manager demonstrated a blatant lack of knowledge about the rental industry as well as complete disinterest. “She told me that rental stores can’t be financed since it’s considered similar to a pawn shop,” says Mayrand. He heard this in different forms over and over again as he was desperately trying to secure a loan. “I already had bought the equipment. All I had was $40,000 coming from a small inheritance from my grandmother and my own savings. I naively thought financing through banks would be easy.” There was a silver lining; all the difficulty obtaining loans meant Mayrand had no debt to reimburse on the business.
Business picked up with unexpected speed as the store was the only one in the quickly expanding small town to address the individual homeowner market. “St. Amable tripled its population in the last few years. People build houses and renovate. Landscapers are busy and not all of them own their own equipment. I made the decision not to play on the majors’ ground and leave the industrial market to them,” Mayrand says. “Individuals are an underestimated market. I also think the human’ approach
to business is important and you find it much more when dealing with ordinary people than [large companies], where dealings can get very mechanical.” To this day, Mayrand & Fils draws 70 per cent of its clientele from homeowners and most of the remaining 30 per cent from small businesses, with a small percentage of its income from industrials. No advertising is required except for the highly visible sign by the road. The company’s website is a prime example of digital minimalism. “St.
Amable is a suburban hamlet. Most people here work in the city. I get most of my industrial clients from word-of-mouth.” He recalls a time when the manager of a company was desperately trying to secure jacklifters for the next day after his usual supplier failed to deliver. “I made a few calls and worked until late at night. The lifts were available and delivered the next morning.” Mayrand has a 24-hour service policy, which mostly consists of him carrying an always-on cell phone that even
rests on his bedside table.
While business has always been good from the start, two major events, one draped in tragedy, brought Mayrand to its current success. In 2008, major snowfalls broke records across the province, which gave him the idea of diversifying his activities. “I started a snow plowing service. I don’t remember sleeping during that winter.” During the first year and a half, he was his only employee. In 2012, the train explosion that laid waste to the small Eastern Townships village of LacMégantic turned tragedy into opportunity for Mayrand when they became the main equipment supplier for RSR Canada, a sanitation company also located in St. Amable that inherited major cleaning contracts from the Quebec government. Mayrand rents and sells them pumps and generators. Since then, despite the lack of further catastrophes, Mayrand’s figures remained stable, boasting an average growth of 20 per cent annually since opening. “In 2012, we had a great year and it’s been that way since then,” explains Mayrand, who attributes this success to his diverse activites and focus on the individual market. “Big companies with multiple locations that supply major contractors depend on their customer’s economic health,” he points out. “People will always need to rent tools.” This element of Mayrand’s market explains why his figures remain the same through recessions and even without big, unexpected events.
COMMUNITY INVOLVEMENT
Mayrand insists on the importance of community involvement and solidarity. He joined the Quebec Rental Association shortly after setting up shop and now acts as president, a mandate he truly enjoys. A few years ago, Mayrand’s hard-working habits took their toll and he suffered both a heart attack and a stroke, which prompted him to hire more employees, mostly young men. “It’s my way of teaching our youth the value of manual labor and work in general,” he says. Looking back at his life decision, he definitely doesn’t regret his sudden epiphany on the Mexican beach. His thoughts turn to three children, Ruben, 15, Adrien, 11, and Sabrina, 6. “I’ll also have something to leave to my kids,” Mayrand says.
A powerful pair of saws.
Husqvarna’s all-around power cutters, the K 760 and the more powerful K 970, are the perfect solutions for most jobs. The K 760 boasts the lowest vibrations, below 2.5 m/s2, on the market and both feature a fuel-sipping X-Torq® engine. The K 970 features a more powerful engine, 6.4 hp, perfect for highway or demolition work. To see more features, visit www.husqvarnacp.ca
Your rental contract
by Deryk Coward
If you are anything like most owners of a business, you either inherited a form of contract or drafted one in haste because you had many other things on your to-do list. Written contracts are what govern the relationship between parties, such as a rental company and a customer. If there is a dispute that arises between a rental company and one of its customers, the first place the parties will look is to the written terms and conditions of the contract.
Depending upon the nature of your business and the province in which you do business, there are a multitude of different things to consider when drafting your rental contract. Contracts between private parties are governed by provincial jurisdictions, so the law in one province on a particular issue will not necessarily be the same as another. You should consult with an attorney licensed to practice law in your jurisdiction when formulating and/or revising your contract(s). No legal advice for your individual situation is being offered by this article.
As you are reading this article, you probably don’t even know what your rental contract provides when it comes to things such as signing authority, reasonable wear-and-tear, insurance, indemnity, remedies on default, interest and assignment. We will take a look at the first four of these important contract concepts in this issue, and finish up with the last three next month.
Your rental contract can provide for a representation from the person signing the contract on behalf of the customer that he/she has the legal authority to bind the customer to the terms and conditions of your standard form contract. In addition to having the customer stipulate that he/she has the power to bind the customer, you should ask yourself whether it is reasonable to assume that the person signing the contract possesses the requisite authority. For example, if you were entering into a contract with a customer for the sale of $500,000 worth of equipment, and the person signing was the receptionist, you would be quite right in making further inquiries. One little-known fact is that that company information is, generally speaking, available for your inspection at your provincial companies office.
Reasonable wear-and-tear needs to be defined in your contract. Examples work well to help your customer appreciate the types of things that constitute wear-and-tear and the things that won’t count. You can often avoid leaving up to a court to decide disputes about damage if your customer simply accepts the fact that it was written in the contract. For example, if you rent snow machines and a common problem is that your customers return them with scuffs and paint chips, put something in your contract like, “Scuffs and paint chips do not fall under reasonable wear-and-tear. You will be charged for the cost to repair of scuffs and paint chips.”
Insurance is admittedly not the most exciting topic, but it could end up saving your business. You should have provisions in your contract dealing with the fact that your customers must carry their own insurance. The wording of these provisions are quite technical and really vary from province to province. Your insurer and/ or your lawyer will be able to help you in this regard. A properly worded clause in your contract could save you from being required to submit an insurance claim to your insurer with the resultant increases in premiums, not to mention the cost of the actual deductible.
An indemnity, distilled to its legal essence, is an agreement from a person (such as your customer) to reimburse you and generally cover you from any claims advanced against you by a third party. As an example, say you rent jackhammers and your customer takes out the electricity in the neighbourhood. The business owners could sue you, claiming that your faulty equipment caused them to lose business. In that scenario, if you had your customer’s signature on an effective indemnity clause, your customer would be obliged to pay your costs of defending such an action as well as any court judgments. Remember, though, that an indemnity is only as good as the person from whom it is received. If the person or other legal entity does not have means to cover your losses, you will not be helped very much. Those are some tips on signing authority, wearand-tear, insurance and indemnity. Next issue, I’ll discuss remedies on default, interest and assignment. CRS
CRA PRESIDENT’S MESSAGE
THE YEAR OF SAFETY
My goal as president is to improve safety in the rental industry.
by DAVE MINTENKO, CRA PRESIDENT
Ahearty “Hello” to all! I trust everyone had a safe and joyous holiday season. Speaking of safety, the beginning of a new year is the perfect time to review the health of your safety program within your business. It is a great time to refresh, renew, upgrade and contemplate what your safety program requirements are. Are all your employees fully trained and certified in the areas they need to be? Think about the status of their training on aerial work platforms, forklifts, skidsteers, first aid, and the Workplace Hazardous Materials Information System. Are your safety records current and up to date? Think here about your WHMIS, Material Safety Data Sheets, Transportation of Dangerous Goods, Safe Work Practices and Job Safety Analysis documents. You may be required to have a safety committee within your organization. Are they holding regular scheduled meetings? Take a moment to make sure you are in compliance with all your government regulations. You can meet the requirements for safety meetings in many jurisdictions with daily toolbox talks or branch huddles. Make sure the items discussed are being put into an action plan and followed up on. Your store should have an unsafe situation reporting system and an incident reporting system, with a process in place that ensures reports are addressed in a timely manner. Personal protective equipment is often overlooked. Are you doing monthly inspections of your facility, tools and equipment. Do you have a lock-out/tag-out program in place?
The safety checklist goes on and on. Safety cannot be a part time job. It must evolve into a culture within your business that is embraced by each and every individual. Everyone needs to take ownership in order to have a successful safety program. A business with a healthy and safe workplace not only promotes a prosperity but also attracts the top-notch people that all of us are always seeking. If you are a new or existing business looking to start or re-vamp your safety program and are somewhat lost and bewildered as to where to start, I suggest looking in your own backyard at your local rental association for help or networking suggestions. Your local construction association is also a great place to seek out ideas, courses, seminars and workshops on safety programs.
Dave Mintenko is
The majority of our customers and their related jobsites are demanding rental operators have a developed safety program in place. Also, we are hearing from our experts in the insurance industry that new federal rules may be coming that make keeping up-to-date documents a matter of law. Legislation aside, the physical and emotional costs attributed to workplace incidents and accidents far outweigh the money and time input involved in setting up a truly successful, committed safety program.
In light of all this, I want to announce that 2015 is going to be the “Year of Safety” for the Canadian Rental Association. As you can tell, the issue is very important to me and to our national vice-president, Tim Ranson of Cat Rentals in Edmonton. We have a number of initiatives in mind, starting with a special safety section on the association website. Our goal is develop resources that will help Canadian rental operators meet all their regulatory obligations to hold meetings, develop policies and keep documentation.
In closing, I wish each and every one of you a upcoming prosperous 2015. I very much look forward to seeing as many of you as I can through the upcoming trade show season and hopefully in New Orleans where I dare say it will be a tad warmer than balmy Manitoba. I also would very much like to express my sincere gratitude to Marc Mandin, Paul Kenyon and Jeff Campbell who will be leaving their respective positions with the CRA and ARA. They have been terrific mentors who have helped me tremendously in the transition period into the president’s role. As well I certainly look forward to the CRA 2015 season working alongside Nathalie. Should be a very exciting, challenging and rewarding year. See you soon! CRS
senior branch manager of Hertz Equipment Rentals in Winnipeg and national president of the Canadian Rental Association. He has been in the rental business for 35 years.
by HOWARD J. ELMER
TRUCK KING CHALLENGE
This year, testers went for speed.
Who rents a drag strip, borrows seven-ton fifth wheel trailers and has five respected automotive journalists race one-ton trucks head to head? We do. The eighth annual Canadian Truck King Challenge did just that (and much more) to clearly show truck buyers who is the best of the best for 2015.
This year, three heavy-duty pickups from Ram, Ford and GMC ran head-to-head at the Grand Bend, Ont., MotorPlex drag strip while towing 15,000-pound trailers as just one part of two intensive days of Truck King testing. The outcome? The GMC Sierra 3500 beat the Ford and Ram in each heat. It would also go on to win the title.
But, back to the drag strip. A curious fact emerged during this testing. On paper, the GMC boasted the least amount of horsepower and torque among the competitors. Yet it won each race. We ran it several times, with the trailer and without. It pulled away from its competition each time. And that’s the difference between real-world testing and paper tigers.
Here are the quickest quarter miles from each truck taken from multiple runs:
Big Three heavy duty pickups faced off again in the 2015 Truck Challenge. In addition to the usual load-pulling and fuel-consumption tests, this year’s competition also took the trucks for a spin on a speed trace in Grand Bend, Ont. Your winner: the GMC 3500.
• GMC: 16.098 seconds when running empty, 21.932 seconds with trailer attached.
• FORD: 16.542 seconds when running empty, 23.303 seconds with trailer attached.
• RAM: 16.927 seconds when running empty, 23.581 seconds with the trailer attached.
The trap speed for all three trucks (at the quarter-mile line) was always plus/minus one mile per hour of 80 MPH. Trap speed with a trailer attached, again for all three trucks, was also plus/minus one mile per hour of 60 MPH.
GM’s heavy duties are not new to the Truck King podium. The Chevy Silverado HD took the title in 2013 but failed last year mostly due to its dated interior. This year that’s changed
with a significant interior refresh. But what really put it over the top are new electronic systems for 2015 that can only be felt, not seen. And those can only be really appreciated when towing.
After eight years of testing trucks most readers are familiar with our methods and while locations sometimes change, the methodology remains the same. We use multiple qualified automotive journalist judges who drive the trucks back to back in the same conditions on the same day.
We always start with empty loops, then we add payload and finally towing (with the payload removed). Over the years we have always kept track of our fuel consumption during each of these tests, however, our pencil and paper calculations were replaced last year with electronic data readers that take that information directly from the trucks computer. These readers are plugged into the OBD port on each truck and record speed, distance, time and even hard acceleration and braking events. Needless to say, this is much more accurate in determining fuel consumption. This was our second year using the readers – they will be standard testing equipment during all Truck King events from now on.
Once again we spent two days driving around southwestern Ontario. The first day we ran the trucks empty from Toronto to London (200 km). Next we loaded up at Patene Building Supply in London. Supplier IKO has helped us out for several years now by preparing pallets of shingles to use as payload. In this
2015 CANADIAN TRUCK KING CHALLENGE Fuel Consumption Analysis Data
0 5 10 15 20 25 30
This real-world energy test utilized the MyCarma/FleetCarma monitoring process. All vehicles were equipped with cellular on-board loggers capable of measuring real-world fuel consumption. All results were measured using a FleetCarma C5 logger. These units plug into the OBD port of the vehicles and obtain both standard and proprietary signals required for energy analysis. The specific setup and configuration was done on-site by a FleetCarma support technician.
case each pallet weighed 4,080 pounds, exactly. The dimensions of each pallet were four feet wide and four feet high by five feet long. After loading we took the shingles for a 200-km ride, switching up trucks every 30 minutes.
The next morning saw us hooking up fifth wheel travel trailers at our other partner’s place of business: CanAm Trailer Centre. We hitched them to three
similar fifth-wheel RV trailers. These weighed in at around 14,500 pounds each. We then spent the day doing a 300km tour with the judges, which included a three-hour stop at the drag strip in Grand Bend.
As always, each judge (five for this competition) scored each truck independently and the final outcome is an average. CRS
CHEWING ROCKS
Turn loaders and excavators into mining machinery.
As costs for fuel, personnel, equipment and regulatory compliance rise, the extraction of resources from the ground in North America is becoming more expensive and complex. Inefficiency in the mining process adds to the cost of doing business, and often is a result of unnecessary processing steps, extra handling and wasted material. Understanding the role of screener crusher attachments for loaders and excavators may enable you to offer your mining and aggregates-producing customers a significant boost for their operations.
by DALE MICKLE, VICE-PRESIDENT OF SALES AND MARKETING FOR ALLU GROUP
By taking the processing to the pile, mining operations can reduce costs and save time. Soft rock mining operations can see the greatest benefit.
Just about any mining application will follow many of the same traditional processing steps, whether it is hard rock mining, soft rock mining or quarrying. After blasting or excavating, large trucks transport the material to primary and secondary crushing and/or grinding and screening stages. Although the processes have remained the same for decades, this practice of taking the rock to the machine typically results in capital expenses from equipment purchases, as well as wasted material, time and fuel –
ultimately resulting in unnecessary cost. It stands to reason, therefore, that anytime you can reduce processing steps in mining, you also are reducing time and cost.
The influx of track-mounted crushers and screens into North America has allowed some operators to let the machine follow the material in a number of applications, reducing haulage costs. But the technique still requires machinery to load, and additional machinery to crush and screen the material, which adds to fuel, personnel and capital
TECH TIPS
expenditures.
Taking the concept of bringing the machine to the material one step further, there are new options for soft-rock mining. Screener crusher attachments are allowing some mining companies to reduce three or four separate processing steps – crushing, screening, mixing and loading – into one step. The result is a loading/ processing machine that also is highly mobile. For instance, the Allu M-Series is for use on excavators from 50 to 160 tons or wheel loaders from 30 to 90 tons, allowing operators to perform all these operations right where the raw material is piled.
A large screener crusher attachment (sizes range from five to 11.1 cubic yards) allows the operator to excavate and/or scoop run-of-mine or blasted soft rock material – falling between one and four on the Mohs hardness scale – and crush it to desired size as it is being loaded onto a truck, conveyor or stockpile. At the same time, the screener crusher attachment can screen out harder rock impurities or fines, which are then dumped into a waste or separate material pile.
Powered by the carrier hydraulics through an auxiliary circuit, the attachment requires no additional fuel source to operate, and generates no emissions of its own. Different processing drum configurations allow the attachment to be adapted from crushing to screening to a combination of both, producing fragment size configurations of 50, 75, 100 and 150 mm. The attachment can be used in open pit, open cast and underground mines.
By screening, crushing and loading in one step, the screener crusher attachment allows mining companies to reduce capital expenditures by reducing the amount of equipment needed onsite. Fewer machines and at-the-face processing also mean that haul fleet and processing machine wear and personnel costs are reduced. And with production rates up to 650 tons per hour, the onestep processing also is a time saver.
Screener crushers are viable for a number of soft rock applications, including coal, gypsum, salt, phosphate
and oil shale/oil sands, as well as for some aggregate applications.
COAL PROCESSING
The screener crusher attachment is used to crush coal ROM at the same time that it loads the material into trucks, eliminating the need for more costly crushing and screening equipment. Because the coal is being crushed prior to haulage, it improves hauling efficiency by eliminating air voids in the truck bed. At the secondary stage for coal, the attachment can be used to crush and feed at power plants, harbors and depots.
GYPSUM
Gypsum, mined from quarries or underground mines, is typically hauled to a stationary processing plant above ground. A screener crusher attachment can reduce the material size at the source, eliminating a processing stage and also increasing hauling efficiency. Set up as a fine screener, the attachment can further break down the product and separate any hard impurities from the material.
SALT
In underground rock salt mines, screener crusher attachments are used to crush material directly as it is loaded onto a conveyor. By completing one processing step at the loading stage below ground, it eliminates a separate processing step at the surface.
PHOSPHATE
In eastern North American phosphate mines, the screener crusher attachment can be used at the secondary stage, crushing the overruns from the primary stage. The four-inch-plus overrun material is typically considered to be a waste product. But there is enough phosphate within the rock to make it worth liberating using the large screener crusher; the leftover rock (generally limestone) can be sold as a secondary product. In the west, the phosphate mined requires extensive crushing, screening and grinding to liberate the material from the rock, also providing opportunity for the screener crusher attachment to eliminate a step.
TECH TIPS
OIL SHALE/OIL SANDS
The first North American oil shale operation has only recently received permission to go online and produce 300,000 barrels as a demonstration of its capabilities. In other parts of the world, the mine-sized screener crusher attachment has been found to be especially well-suited for processing oil shale in the production of kerogen. Because it can screen out the harder limestone that often is found with oil shale, the end product that is loaded into haul trucks has already been refined and requires less processing. Additionally, more efficient loading of the desired material allows the mine owner to reduce the number of trucks in the fleet.
AGGREGATES
While the large screener crusher attachments are capable of crushing softer aggregates, such as limestone and dolomite, for more efficient loading at the face, they also have possible use as a pre-screener of fines in harder stone such as granite, trap rock and basalt.
A screener crusher attachment is not the only answer to improving efficiency in every soft rock mining situation. However, with production rates up to 650 TPH it can rival many processing plants’ capabilities, while remaining mobile onsite and allowing mine owners to eliminate processing
equipment, eliminate processing steps and reduce hauling costs by bringing the machine to the material. The opportunity in Canada
According to the Mining Association of Canada, mining is a $52 billion per year industry, accounting for more than 20 per cent of Canada’s exports. More than 60 minerals and metals are mined in Canada, and we rank among the top five global producers of potash, uranium, aluminum, cobalt, titanium, tungsten, cadmium, diamonds, platinum, sulphur and nickel.
There are over 1,200 mining operations across Canada in all provinces and territories except P.E.I. Of those, over 1,100 are on-metal mines, where screener crushers can be of the most benefit. In 2013, the MAC counted 789 sand and gravel quarries, 277 stone quarries and 74 peat mines across the country.
Capital expenditures in non-metallic mining and coal mining exceeded $6 billion in 2013. In oil sands extraction, they exceeded $27 billion.
Mining is a massive industry in Canada and is going on in more places than you may have thought. CRS
COMING EVENTS
Feb. 22 - 25
The Rental Show
New Orleans, La. 8 ararental.org
Feb. 28
Atlantic Regional Trade Show Moncton, N.B. 8 crarental.org
March 5 - 6
National Heavy Equipment Show Mississauga, Ont. 8 masterpromotions.ca
March 9
Quebexpo Laval, Que. 8 crarental.org
March 14
Prairie Regional Trade Show Saskatoon, Sask. 8 crarental.org
March 25
Ontario Conference and Product Expo Guelph, Ont. 8 crarental.org
THINK BIG, OPERATE SMALL
Compact aerial lifts in the mainstream rental market.
Once upon a time, a 125-year-old community centre needed to work on its 40-foot-high ceiling with only a standard door for access. And the compact aerial lift was born.
by EBBE CHRISTENSEN
LEFT: Reaching high places in tight spaces is what the new generation of atrium lifts is all about. Most models are are designed with tracks and tires that will not damage delicate flooring.
RIGHT: Sometimes an atrium lift is the only way to reach the top of large indoor spaces in malls, sports stadiums, hospitals and other commercial spaces.
It all started with a front door to a community building in Odense, Denmark, a small town otherwise unknown to the world apart from being the birthplace of Hans Christian Andersen, the fairytale poet. In 1976, this 125-year-old community building had a big problem that required a small solution. It needed ceiling repairs at the “staggering” height of 40 feet, but the only access was through a single door and the 125-year-old wooden floor could only sustain very limited impact. Scaffolding could not be used as workers had to reach out over an opening and some permanent installations that could not support scaffolding. They needed a lift.
The owner contacted a small local aerial lift manufacturer, known for its innovative truck-mounted aerial lifts, and explained they needed something like one its truck lifts without the truck. It should also be lightweight, go
through their single front door, be self-propelled and operate on batteries. Last, but not least, it should be safe and easy to use.
Six months later, in 1977, the manufacturer –E. Falck Schmidt A/S – presented the solution. The world’s first compact aerial lift that could reach the 46-foot work height was built on a 2.6-foot-wide chassis with three wheels so it could drive through the door. It was equipped with adjustable outriggers substituting for counterweights and powered by a battery pack to run the hydraulic drive motors and lift actuators.
The manufacturer realized that its innovative solution to help a local community facility had birthed a new global industry. Like the famous fairytale poet, the company had written the first chapter of its own story. As they would come to learn years later, a lot of customers actually considered it a fairytale when they tried to explain
The Boxer® 120 Trencher includes features you won’t find anywhere else:
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Adjustable Crumber Assembly and Spoil Auger for a cleaner
that their 138-foot work height lift still could go through a single door and their biggest unit, now at 180 feet work height, only needed a double door.
NEW IDEAS BASED ON THE OLD PRINCIPLES
Fast forwarding to today, almost 40 years later, the Danish company has been joined by several other European manufacturers to form an entire new industry. The supply and variety of the so-called compact aerial lifts – also known as atrium lifts – has never been bigger and is today divided into two main categories, generally referred to as either wheel-based or track-based units. Interestingly enough, the original company – now known in North America as ReachMaster – nailed the design concept of what would become the core principle for all compact lifts in their very first attempt in 1977: a narrow chassis, equipped with four outriggers that swing out, with a boom system on a rotating turret run by hydraulics and powered by a battery pack.
From the humble beginnings of a 46-foot work height, manufacturers today offer multiple solutions with work heights from 39 to 172 feet. Manufacturers from Denmark, Germany and Italy have added new ideas to the basic concept, and each contributed to the evolution of the compact lift industry. Their combined efforts have changed the way many industries are working.
The first units operated strictly on conventional battery power, but today a wide combination of power choice is available. These include conventional and lithium DC batteries, direct AC supply,
gas, diesel and a combinations of these in the so-called hybrid versions. However, the most important common feature they all bring to the market is safer access at height replacing decades of dangerous and “creative” methods of working at height.
SAFETY FIRST
The compact format combined with substantial work height often prompts the question, are they safe to use? The answer is yes, and in many ways the dynamics of outrigger-based lifts offers a safer approach to working at height compared to other options.
First, as opposed to other lift solutions, you cannot drive an atrium lift at height, thereby eliminating the tip-over situations where an operator mistakenly drives a unit beyond its stability parameters.
Secondly, sensor systems in the outriggers ensure that the platform of the lift is set up correctly, locked and that sufficient support is established before the aerial lift functions become operational. They also serve the purpose of detecting if there are any changes in the support surface and will immediately shut down the lift in case of an incident.
Third, the advanced use of CAN bus steering systems in some of the lifts on the market today allows for a number of added safety features where a unit automatically will detect overloading, driving at dangerous angles (slopes), and some can even detect if the basket is approaching an obstacle and shut down the unit before the operator hits a window or a wall.
TECH TIPS
The biggest contribution to safety is the ability to replace other access methods, including ladders, suspended equipment, aerial transfers and other methods to reach those difficult areas that cannot otherwise be reached by conventional lifts.
WHEEL BASED
The category started with wheel-based units in 1977 and today remains be the preferred solution for indoor applications. The wheel-based versions offer maximum maneuverability because of their steering abilities. Opposite the track-based versions that steer by moving the tracks in opposite directions, the wheel-based units offer up to 180-degree front-wheel steering. Combined with a much smaller footprint under the wheels than tracks, these units represent the least impact on any delicate surface. Most importantly, and true to the original concept, the wheel-based units remain the only lifts that can access an area through a three-foot single door, yet provide work heights from 72 to 138 feet. Being designed for indoor or outdoor use, the wheel-based units do require a solid and relatively level surface.
TRACKED BASED
The track-based concept has grown in popularity given its ability to travel on uneven surfaces, and thereby represents an alternative to much bigger outdoor lifts. While designed mostly for outdoor use, thanks to the power alternatives available today they can also be used indoors.
The smaller units up to about 60 feet work height provide single-door access like the wheel-based units, while the bigger units from 70 to 170 feet work height need a double door. That in itself is a major achievement, which allows architects the freedom to create tall atriums that otherwise never could be maintained.
APPLICATIONS
The compact lift has slowly changed how entire industries work today. Window cleaners no longer hang from a rope but have their feet safely planted in a basket combined with a much larger work range translating into higher productivity. Large facilities like airports, convention centers or shopping malls no longer have to close down an entire section for weeks to erect scaffolding but can move lifts in and out of the area to conduct work during off hours.
And tree care professionals no longer have to climb hazardous dead old trees in back yards because they can’t get their bucket trucks in, but can work from a compact lift next to the tree.
Any combination of limited access, ground pressure restrictions and a need for significant work height represents a prime application for compact lift equipment. Additionally, the horizontal outreach capabilities of the compact lift solves common applications such as reaching out over escalators, openings to floors below and reaching up and over permanent installations. Thanks to the versatility of these lifts, they can often combine the need for several lifts into one, changing the lift inventory of both end-users and rental companies. Obviously, larger cities represent the highest concentration of applications, but uses for compact lifts can be found anywhere.
HIGH ROI OPPORTUNITIES FOR THE RENTAL INDUSTRY
The conclusion that European rental companies came to in the ‘80s finally manifested itself among rental companies first in the U.S., and now slowly also Canada, where acceptance of the compact category as a permanent part of rental fleets is growing. While the process has started, the population concentration in large Canadian cities represents an untapped market with great growth potential for those companies that engage in the segment.
It took almost 20 years before ReachMaster as the first European manufacturer established its own presence in North America in the mid-1990’s. Teupen from Germany followed in 2008 with permanent representation and today more than a dozen manufacturers offers compact solutions through distributors. Today most of the taller units come from primarily Denmark (ReachMaster Falcon and Omme Lift) as well as Germany (Teupen and Denka) with Italian CMC and Platform Basket offering a few models above 70-foot work height.
Virtually everything else below that work height comes from Italian manufacturers, including Bluelift, Platform Basket, CMC, Hinowa (marketed in North America as a private label by JLG), Oil & Steel, Easy Lift and Cormidi.
“Think big, but operate small” has finally come to North America. CRS
SOCIAL HORIZONS
Women with money are on Facebook. Are you?
Your most regular customers probably never use social media. They are busy guys who spend their days on a job site or behind the wheel of a pickup truck and their evenings in front of the hockey game. Facebook, Twitter and the like are at best an occasional diversion, at worst, an annoying waste of time.
by JIM CHLIBOYKO
Reaching homeowners means reaching women, and social media sites such as Facebook can be powerful tools for doing that. Some rental stores report tens of thousands of hits on spends of $100.
But look again at the first part. These are your regular customers . You don’t need to advertise to them – they already know about you. Your challenge as a business owner or manager is to find ways to reach out into new markets. Social media can help you reach demographics that may turn out to be even more important for the long-term success of your business than the people you reach today.
This year marks the 10th anniversary of the social networking website Facebook, depending on how one measures it (it
only really opened to the public in 2006). Facebook has come a long way, from being a distraction for a few Harvard kids, to what it is today: a distraction for tens of millions of people across the world. While Twitter these days attracts a lot of the media’s attention – it’s apparently what all the kids are flocking to – we shouldn’t forget the impact and the engagement inspired by Facebook, arguably the granddaddy of successful social media sites (sorry, Friendster and MySpace). According to the Pew Research Centre’s Internet Project, 75
FEATURE STORY
per cent of adults who are online use social media sites, with 89 per cent of adults 18 to 29 years of age being active in social media. And Pew adds that as of September 2013, 71 per cent of those online adults used Facebook, with 19 per cent of them using Twitter (as of January 2014), 22 per cent using LinkedIn, 21 per cent on Pinterest and 17 per cent using Instagram.
But it’s not just an American phenomenon. According to figures released last year, there are 19 million Canadians on Facebook – more than half the country – 14 million of which are active daily users. Also, 13 million of us are accessing the site off a mobile device. These numbers are higher than many global averages (per country). And across the globe, there are an estimated over 1.2 billion Facebook users, 750 million of which are believed to log on every day.
Analyzed by sex, according to the Print Management Bureau, in Canada “females are more likely than males
to be Facebook users, with 74 per cent of females reporting that they used Facebook in the past month, compared with 66 per cent of males. Almost 60 per cent of professionals, and as many as 72 per cent of senior managers, used Facebook in the past month.”
And yet…
“The majority (of businesses) aren’t using social media to their full advantage,” said Chris Dabrowski, president of High Impact Public Relations.
Dabrowski has some very simple advice for those who have delayed jumping into the metaphorical social media pool. “Embrace it and utilize the staff you have. You may have a small business of five to seven employees, for example. You may have someone on your staff that understands social media, although it may not be part of their job. If you aren’t familiar with social media, ask someone on the staff.”
Dabrowski encourages firms to use their employees’ talents, including what they know about social media.
Essentially, you can keep it simple, but still have a presence. Dabrowski adds that many social media channels are free, though Facebook offers the option of paying for an ad campaign. “If you want to become more strategic, you can outsource,” he said. “But don’t use excuse that only young people use it. It’s an excuse that people have used in the past.”
In terms of specific channels, Dabrowski says, “Twitter’s more instantaneous. But they all serve a specific purpose. Facebook is, I think, most used across the globe. It’s more versatile. It’s really keeping track of people’s lives and historic events.”
Rick Moss uses social media –specifically, Facebook – to promote his own business. When talking to the owner of Kivik Equipment in Grand Falls-Windsor, N.L., for the October 2014 Canadian Rental Service profile “Back from Away,” he mentioned that he’d found targeted advertising on Facebook very useful, specifically since he’s located in central Newfoundland. Also, as many Newfoundlanders work out of the province, Facebook is a particularly important and well-used tool for keeping in touch with the folks back home.
“We have the habit of asking our customers, ‘How did you hear about us?,’” Moss says. Kivik, which is only 18 months old, is still in the early stages of brand-building. “We do radio and newspaper advertising, but we constantly get the answer, ‘Facebook.’ Facebook, by far, is the most efficient means of advertising.”
Moss mentioned that he also did find other, more traditional, methods of advertising useful but in terms of value for the dollar the Facebook option was the best, specifically for individuals who are shopping for consumables. (For getting commercial gigs or corporate customers, it’s still a matter of cold-calling, Moss says.) The authors of the Ultimate Guide to Facebook Advertising, Perry Marshall and Thomas Meloche, have even created an online quiz found at isfbforme.com which judges how suited a given business is for Facebook advertising.
According to Marshall and Meloche
in their book, there are four kinds of targeting one can do with Facebook: geographic, demographic, psychographic and sociographic. All those questions that Facebook has for you when you are opening your own account, and all the bits of personal information that you’re bugged about when you are on Facebook, have a purpose after all. Even doing something as mundane as “liking” a television show or product on Facebook will help marketers figure something out about you.
One of the best aspects of Facebook advertising is its ability to target potential customers and target them with some precision. For instance, you may want to get the attention of married people, ages 30-50, who own homes and live the area best served by your store. Or you may want to reach out to men of a certain age in your area who, say, like to watch HGTV and work in the trades. Or, for that matter, women in your area who watch HGTV and who work in the trades.
As for the types of groups he’d target on Facebook, Moss said, he might focus on central Newfoundlanders who had cottage properties. “The culture in Newfoundland is very cottage-oriented; these guys want excavators to bring to the cabin to do work on the weekend,” he said.
Some have found that Facebook is pretty successful when looking for potential customers by sex. “We also do some targeting of women customers,” said Moss. “We brought in pink work boots and pink hardhats, women’s safety coats. We push out products for women in trades, like gear from Moxie Trades) We often get comments like, ‘My wife saw that on Facebook.’”
But why target one sex over another, and why women? According to various statistics, women have the majority of purchasing power in their households, though the actual figure is notoriously slippery to capture. The figure of 80 per cent is often cited, though the Wall Street Journal’s Numbers Guy Blog took this figure to task a few years back, noting that whenever this claim was made, it was never backed up by actual sources or cited measurements. The Numbers Guy did cite one 2008 study
which had the figure in the mid-1970s: the percentage of all household purchases and services for which women were responsible in the home.
Niki Koubourlis is the woman behind Bold Betties, a Denver-based startup which primarily is looking to get women into the great outdoors, but also rents out outdoor equipment to women whose mudrooms are underequipped. “With social media and PR, we’ve been really targeting women,” said Koubourlis, who also uses other social media sites for promotion, as well. “Our social media following is mostly females. We’re using Facebook, Instagram and Pinterest. It’s an easy way to reach them.”
While Koubourlis’ ultimate goal is to have Pinterest become the main social media driver for her business, she’s relying on Facebook now. Hers is an event-heavy business, like Mountain Equipment Co-op or the Running Room, and that helps promote Bold Betties. It’s too early for her to pay for
a Facebook ad campaign at this point, as they just started in August, but that doesn’t mean she doesn’t use the site. “Our Facebook page is linked to our meet-up group. We announce meet-up groups on meetup.com and that’s linked to our Facebook page,” said Koubourlis. “A lot of what we post are daily posts, or we let people know anytime we have a new blog entry. Or contests, also.”
“I think Facebook is still the most important one. For women of a certain age, over 30, they use it. Women under 30 use Twitter and Instagram. Instagram is the one that we’ve started lately and that’s had the fastest growth.”
Back in Newfoundland, Moss said he likes the way that Facebook runs things. “It is inexpensive. You run a campaign, pick a budget and it’ll tell you how much. If you spend $100, in my geography, that will probably give you 15,000 to 20,000 hits. And you can look at analytics after the fact, and gear towards likes or click-throughs.”
There’s no shortage of information
available about Facebook’s advertising program. Simply go on the site (if you are not on Facebook at this point, consider investing a few hours getting familiar with it, even if you are just checking out business rivals or looking up old highschool friends) and look for the ads. They’re pretty subtle, but they’ll pop up anywhere, including the times when you want to get a better look at a photo. The photo will pop up in a new box and there’ll be an ad there, near the caption. On your own timeline page, assuming you’re looking at it on a desktop, the ads will often be on the right-hand side. There are two links hovering above the ads. One says “Sponsored” (which brings up an “About Facebook Ads” page) and the other says “Create Ad.” You can dive right in and start messing around with the settings before forking over your credit card information, just to see what comes up.
Of course, there are plenty of things to learn about Facebook advertising. One important thing to know about Facebook advertising is the difference between clicks and impressions. Every time an ad is shown on a Facebook page, it’s called an impression. That’s just referring to its appearance on the page; whether the ad is clicked on is another thing entirely. Facebook also supplies periodic reports: the statistics by which a company can tell how their Facebook campaign is doing.
PR guy Chris Dabrowski says there are some mistakes to watch out for when a company begins an online presence,
Facebook brings together many elements marketers consider valuable: great reach at low cost, an engaged audience and the ability to constantly change and update your message.
whether one is dealing with Facebook or any other kind of social media site. One is, “not paying enough attention to it and giving the sites the attention they deserve.”
Most of all, you can use Facebook to simply get the word out. Says Dabrowski, “A lot of times people take their knowledge about their own business for granted. There’s a lot of info that doesn’t necessarily have to be fresh and exciting. There are things that they can refresh people’s knowledge about, re-introducing and re-communicating the way they do business or an award they won in the past. It keeps people informed and interested.”
Compared to your father’s rental store, your homeowner market is more female and more likely to look for products online before ever leaving the house. And that goes double for anyone under the age of 40. One of the great advantages of Facebook is you do not have to be an HTML coder to use it and set up an attractive online presence. Most of the work is done for you inside the standard template. Best of all, you have an opportunity to engage your customer one-on-onejust like at your store counter. You owe it to yourself and you business to give it a try. CRS
TRAINING
TEN TIPS FOR LIFT SAFETY
Get up and down without getting hurt.
Sby TEREX AWP
“Fatalities caused by falls from elevation continue to be a leading cause of death for construction workers, accounting for 269 of the 775 construction fatalities recorded in [the U.S.] in 2012. The following operating tips are critical steps that a Mobile Elevating Work Platform (MEWP) operator can take to reduce the likelihood of a potentially deadly fall from height.
Make sure that you have received proper training (both general training and hands-on practical training) as well as familiarization on the MEWP you will be using. Thoroughly read the operator’s manual and safety signs on the machine, and understand the function and location of all safety devices and controls before beginning operation.
Always read, understand and obey your employer’s safety rules and worksite regulations, as well as all applicable local, governmental or provincial regulations that apply to MEWP operation before operating the machine.
Always perform a pre-operation inspection and function tests on the MEWP before each shift. A level sensor, alarm or any other safety device cannot do its job if it has been disabled or has malfunctioned. If the machine fails any of these tests, make sure it is immediately tagged and removed from service until it can be repaired by a qualified service technician.
afety when working at height is a hot topic in constrution circles right now, with Ontario releasing new regulations and the Canadian Rental Association announcing a focus on safety for 2015. Terex AWP, makers of the Genie line of lift and access equipment, has prepared this primer on how to operate lift equipment safely.
Always perform a workplace risk assessment prior to moving the MEWP to the jobsite. Look for drop-offs and holes, slopes, slippery or unstable surfaces, overhead obstacles, power lines and any other hazards that may exist. Then consciously think about and avoid those hazards through all phases of machine operation. A full list of hazards you need to be aware of can be found in the operator’s manual for the machine you are operating.
Always wear the proper fall protection when operating either a telescopic or articulating boom. A properly fitted full body harness and appropriate lanyard or self-retracting lifeline is an absolute requirement. Most operators do not understand the potential for being catapulted from the platform of a boom. The slightest jar at the base of the machine can equate into a sudden and powerful whiplash at the platform that may have the potential to toss the operator into the air.
Never sit, stand or climb on the platform guardrails for any reason. The guardrails on a MEWP provide fall protection only if the operator maintains a firm footing on the platform floor at all times. If an operator is required to reach an overhead work area that is too small for the platform guardrails to allow access to, the use of a manufacturer-approved device that has been specifically designed to provide additional
access to confined spaces is recommended. Never exit an elevated boom or scissor lift platform unless you have been properly trained to do so, maintain 100 per cent tieoff at all times and are in possession of an approval letter from the manufacturer that provides the proper guidance.
Never climb down from the platform when it is raised. Whenever possible, keep a cell phone or two-way radio with you while you are in the platform. Always have a rescue plan in place in the event that the MEWP is not equipped with an auxiliary lowering system or if that system malfunctions. Rescue plans should at a minimum include steps to ensure that other personnel are aware that you are operating the MEWP and that they have been trained and familiarized to operate the machine from the ground controls.
Always keep the platform floor clear of debris. Scrap materials, buckets, large tool boxes and other items can cause a serious tripping hazard. You should remove any item from the platform that is not absolutely necessary to do your work.
Always lower the platform entry mid-rail or close the entry gate before operating the MEWP. The entry mid-rail or gate is an integral part of the platform guardrail. Never tape or prop the entry open and never use a MEWP if the gate does not properly latch. CRS
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complete source BREAKING
PRODUCT SHOWCASE
WORKS ON SENSITIVE SURFACES
8 genielift.com
Genie has introduced the compact, lightweight, electric Z-boom lift. Designed for both indoor and outdoor maintenance applications, the new Genie Z-33/18 boom lift is suited to tasks on sensitive surfaces where space is restricted. The new versatile articulating boom lift model weighs only 8,025 pounds and offers a ground clearance of 5.9 inches. Applications include work inside airports, shopping centres and theatres in addition to routine outdoor maintenance tasks. The Z-33/18 includes features to help increase efficiency on jobsites where space is tight. Its key features include solid non-marking or multi-surface tires as an
option; long working cycles due to a low-consumption AC-drive transmission; a tight turning radius for excellent maneuverability; the ability to drive at maximum height; plus the benefits of the Genie FastMast boom system that shortens ground-to-top lifting time. Featuring a compact 6.3-foot wheelbase providing a gradeability of 30 per cent, the Z-33/18 offers a working height of 39.4 feet, a horizontal reach of 18.3 feet and an up-and-over clearance of 14.1 feet. The 2.6-by-3.1foot man basket supports weights of up to 440 pounds. To make transport easier, this compact unit’s boom stows down to only 4.11 feet in width and 13.5 feet in length. Drive speed is an efficient six km/h combined with a 48V DC 315 Ah boom power source.
THE BIG ONE 8 jlg.com
JLG Industries has announced the launch of its largest selfpropelled boom lift ⎯ the 1850SJ Ultra boom ⎯ with nearly three million cubic feet of reachable space. Delivering 19 stories of working height, this latest innovation is designed tomove aerial work platforms
into applications previously reserved for truck-mounted booms and allows operators to work more effectively and productively on the jobsite. The JLG 1850SJ offers a maximum capacity of 1,000 pounds, allowing operators to move more tools and materials to the elevated worksite. Productivity is further enhanced with faster cycle speeds, enabling the boom to extend from ground to full height in less than five minutes and operators to spend more time working and less time positioning the lift. Moreover, the 1850SJ includes a telescopic jib that extends and retracts to provide additional reach, up-and-over capability and the ability to telescope into and around structures in a variety of applications, including steel erection; energy-related construction such as petrochemical, power generation and wind plants; stadium, convention center
and theater construction; and entertainment and studiorelated applications. An updated platform LCD display provides even more information to optimize service and operator productivity. A graphic display of the operator’s position in the work envelope aids in positioning, and the communication of service codes, engine status, fuel levels and other messages assists the operator and service provider with operation, diagnosis, and troubleshooting. The lift further enhances productivity with a powerful turbo diesel engine that provides 99.8 horsepower to optimize drive and lift performance. In addition, standard four-wheel drive and four-wheel steer maximize jobsite maneuverability.
GETS PUSHED AROUND
8 hybridlifts.com
The new push-around HB-P1027 low-level scissor lift by Custom Equipment is lightweight and features a zero-turn radius for easy maneuverability around tight corners and through confined spaces. Maintenance technicians and contractors can use the HB-P1027 for a
MINI-MIGHT.
The new Ditch Witch® SK750 and SK755 are built to outperform on any jobsite. Both models feature a high-drive track system along with an enhanced operator station, delivering superior performance through increased ground clearance, more lift capacity, faster ground speed, longer track life, and more operator comfort. And these new SK mini skid steers send more horsepower to the attachment than any competitor. That’s a lot of might from a small machine! Count on Brandt for quality products and the support to help keep you productive and profitable, job after job. That’s Powerful Value. Delivered.
variety of projects at working heights up to 16 feet, including electrical, plumbing, drywall and HVAC. The lift’s platform is 22 inches wide and 37 inches long to give users ample working area and easy maneuverability through nearly any doorway. The ANSI/CSA-compliant HB-P1027 lifts as much as 550 pounds, which allows operators to safely move their materials and tools to elevated worksites. The HB-P1027 weighs 870 pounds and its wheels help distribute its
weight and provide wheel loads as low as 250.3 psi. This enables operators to maneuver the lift over fragile flooring, such as tile, laminate, raised floors and mezzanines, with minimal risk for damage. Users can get onto poured concrete several days sooner with the HB-P1027 lift than with heavier competitive models. The HB-P1027’s hydraulic system is completely selfcontained and has only two connection points. This reduces the potential for
RENTAL & CONSTRUCTION PUMPS
BUILT FOR WORK
hydraulic fluid leaks, which can lead to floor damage and safety hazards, and provides a clean system for operating indoors in either finished or unfinished environments. The company also builds its HB-P1027 with a robust scissor stack that features oversized, 1.25-inch pins to enhance stability and reduce scissor sway associated with the smaller pins typically used on competing lifts. In terms of safety, Custom Equipment designed its Hy-Brid HB-P1027 lift with safety features that result in fewer Workers’ Compensation claims and less impact on the bottom line. For example, the lift’s entry height is only 27.8 inches, one of the lowest available, so users can easily access the platform. This not only reduces fatigue and knee strain associated with climbing on and off lifts, but also nearly eliminates falls that can occur when operators are loading and unloading heavy tools and supplies. The company also incorporated the step into the lift’s frame, which minimizes the lift’s overall length.
HIGH WEIGHT CAPACITY
8 absolutee-zup.com
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 IAWP-15 from Absolute E-Z Up represents cutting edge technology and durability while striving to be the safest, most rugged and cost-effective aerial work platform in the industry. This unit is designed to take on the most demanding rental fleet challenges across a broad range of applications and eliminates the need for scaffolding, scissor lifts, push units and ladders. The IAWP-15 features a platform height of 15 feet, two inches and a working height of 21 feet, eight inches. The machine’s unique platform, mast and cylinder design allows for a high unrestricted platform capacity of 616 pounds. Dual platform decks extend without sacrificing any platform capacity. Its compact size and zero inside turn radius allows the operator to easily maneuver the
machine throughout the worksite. The IAWP-15 can be driven through standard doors from the platform. Easy-to-operate, one-hand proportional controls allow for precise and safe operation of the unit. A wheel-locking device allows the operator to drive forward and backward in a straight line.
With 35 per cent gradeability, the IAWP-15 can easily climb a ramp or over beavertails into a truck, van or pickup. It also features a tow hook for roll-back trucks, and can be maneuvered using a removable platform control box. A large LCD readout in the ground module provides system diagnostics and status. A built-in tilt sensor, flashing light and audible alarm are all standard features.
Powered by four Trojan 6V batteries, the IAWP-15 has a duty cycle of over 400 lifts and can drive over 5.6 miles on a single charge. The unit’s lifting system represents a change in the lift structure in comparison to the design of competitive models. The IAWP-15 features an extruded aluminum alloy column that requires no maintenance. With this machine, there are no chains needing yearly inspection and no need to grease columns, resulting in a significant reduction in equipment maintenance costs and increased uptime – which in turn means increased profits.
AWARD-WINNING SAFETY FEATURE
8 haulotte-usa.com
Haulotte won the 2014 Leadership in Lifting Equipment and Access Platforms (LLEAP) Award in the category of OEM Features or Essential Components for its ActivShield Bar secondary guarding device. The ActivShield is designed to reduce the risk of overhead trapping or crushing by implementing the measures identified in the International Powered Access Federation’s best practice
guidelines. Haulotte’s system alerts the operator to potential entrapment situations and is unique in that it features a safety gap which can protect the operator from full entrapment and potentially allow them to get out of danger. Following the audible alarm, only reverse/lowering movements are permitted, allowing the operator to safely reposition the basket to avoid the hazardous situation and possible injury. And, after being triggered, the system
is easy to reset and reactivate from the basket which means there is no machine downtime.
NEW POWER, FAMILIAR DESIGN 8 skyjack.com
Skyjack has launched a new electrically powered rough terrain scissor lift. With four-wheel drive and 45 per cent gradeability as standard design, the SJ6832 RTE provides end users with
a zero-emission scissor lift built with the low running costs and high uptime. To simplify operator and service training, the SJ6832 RTE was built on the same chassis as the existing diesel and dualfuel 68RT units. This decision allows those already familiar with the traditionally powered 68RT lifts to experience a seamless transition to the RTE. Maintenance costs and time are also reduced with the RTE due to the elimination of servicing air filters, fuel filters, oil filters, oil changes, belts and coolants. Almost all nonpower-plant related parts are common with the internal combustion 6832RTs. The standard Skyjack colour-coded and numbered wiring system, along with full access to all serviceable components and a tilt-out hydraulic manifold, adds to the ease of user maintenance for the SJ6832
RTE. Foam-filled non-marking tires, near-zero noise levels, zero emissions and a low turning radius make the transition from outdoor to indoor jobs easier than ever. The SJ6832 RTE is designed with relay-driven controls. Combined with the standard Skyjack coloured and numbered wiring system, this allows service technicians to easily diagnose control system faults and rectify the problem with common automotive style relays that are readily available. The RTE is also equipped with optional autoleveling outriggers to allow elevating on uneven grades and can be fitted with a rangeextending external generator to recharge the batteries in the field. The range-extending gasoline powered genset option adds versatility to the SJ6832 RTE, allowing it to be reliably used at green field construction sites with no AC power, or when multiple shifts do not allow sufficient downtime to complete a standard charging cycle. The generator can either be manually controlled from the platform or set to come on automatically at 50 per cent
battery capacity. Mounted on a rotating and tilting table, the generator option packaging allows for easy oil, filter and spark plug changes, all without removing it from the machine. The SJ6832 RTE offers the ability to have a zero-fuel-emissions lift without sacrificing any of the simplicity of use, ease of maintenance, return on investment and rough terrain performance. GET
DONE FASTER
The 4069 ERT/RT Series is MEC’s newest offering in the mid-sized rough terrain scissor class. Building on the success
on earlier models, the 4069 Series offers versatility in both 48V electric and Kubota diesel-powered options. With powerful four-wheel-drive performance, a tight 79-inch inside turning radius and gradeability of 40 per cent, the MEC 4069 can handle rough terrain on tough job sites. Optional outriggers increase rough-terrain usability. Smooth proportional lift and drive functions and full-height drivability increase ease-of-use. Total lift capacity is 900 pounds and includes 300 pounds loaded on the patent-pending integrated sheet materials rack. The 51-inch platform entry height, a full two steps lower than any competing machine, facilitates safer entry and exit of the machine. Coupled with a platform height of 40 feet and standard roll-out deck extension, the MEC 4069 helps users get the job done faster.
PASSES STANDARD DOORS
8 reachmaster.com
When customers need considerable work height
combined with limited access and surface pressure restrictions, the ReachMaster Falcon series shines. The ReachMaster Falcon is designed as a compact, flexible and light aerial work platform. The Falcon has work heights from 95 to 170 feet. The 138-foot model and smaller will fit through a single standard door and all models will pass through a standard double door. The FS95 weighs 8,250 pounds and distributes the weight in a manner where it is possible to drive on sensitive flooring like terrazzo, marble or tiles. The ReachMaster Falcon conforms to the general building standard of 100 pounds-per-square-foot general floor loading, making it suitable for building maintenance with complex reach applications. Falcons come standard with battery power, a double 20-foot jib, an automatic safety and stability system, a multiposition outrigger system and dual power options. The lift has optional automatic outrigger setting and chassis control from basket. The Falcon is available in wheels or tracked versions and can self-load on trucks or trailers. Falcon dual power options include standard battery packages and optional Honda generators or diesel options. With its self-propelled drive
system and proportional controls, the ReachMaster Falcon is suitable for many indoor and outdoor rental applications including building maintenance, window cleaning and industrial uses.
ALTERNATIVE TO AWP
offers its next generation of fall-arrest service crane basket, which is designed for accessing highreach maintenance areas, especially on large equipment. The yoke-style baskets quickly attach to service cranes, providing personnel with a convenient, safe alternative to renting aerial lifts, using ladders or climbing on equipment.
LiftWise’s baskets include a bracket for attaching to most available service crane trucks. For easy storage and transport, the baskets are also offered with a new specialized carrier, which installs behind the truck in the receiver hitch. This system allows operators to carry the baskets with them from site to site without tying up space in their truck beds. For maximum durability, the service crane baskets are constructed of heavy-duty steel. The full-sized floor is 30 inches wide by 30 inches deep, and the inwardopening doors are designed to save space, promote easy entry and provide additional worker safety. Other standard
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LiftWise
ACCESS SHOWCASE
features include floor slots to drain water, upset holes to prevent slippage, lanyard attach points and a lowmaintenance, high-capacity caliper brake to increase stability. These features allow the man baskets to meet or exceed ASME standard B30.23 and OSHA 29 CFR 1926 requirements for personnel lifting systems. Options include a step for added convenience, a stand for installation on uneven ground or large cranes and a CSA-approved upper basket enclosure.
“Too many workers are getting hurt as a result of climbing equipment with ladders or by hand,” said Ray Fritel, president of LiftWise. “We’ve designed the service crane baskets to eliminate these unsafe practices and prevent unnecessary jobsite injuries.”
In addition to service crane baskets, LiftWise offers a full line of yoke-style, rotating and custom-built man baskets for other types of equipment. LiftWise is a division of Diversified Products. The company offers a wide range of attachments for cranes, knucklebooms and digger derricks.
PUSH IT AROUND 8 hybridlifts.com
Custom Equipment has introduced a new model to its Hy-Brid Lifts line of low-level access scissor lifts. The new, lightweight HB-P527 pusharound lift provide a safer, more efficient alternative to ladders on a variety projects, like electrical, ductwork and lighting, and in locations as diverse as offices, industrial plants, shopping malls and warehouses.
The ANSI/CSA-compliant
HB-P527 minimizes the risk of worksite injuries. With its low entry height of only 20.28 inches, the unit provides easy access to the platform with one step. Since users do not have to climb up and down ladders, fatigue and knee strain due to repetitive motion are reduced considerably and the railing-encompassed platform nearly eliminates the potential for falls. The 22-by-37-inch platform also is encircled by toeboards to prevent tools or materials from accidentally falling off the lift. The enhanced safety results in fewer Workers’ Compensation claims and less impact on the bottom line. Custom Equipment also builds its HB-P527 with a robust scissor stack that features oversized, one-inch pins to enhance stability and reduce scissor sway associated with smaller pins. The enhanced stability means operators can confidently work on the elevated surface without steadying themselves. The HB-P527 weighs 575 pounds and provides a
working height of 11.25 feet. The lift supports up to 333 pounds of personnel, tools and material and an access gate swings completely so users can step up and onto the platform and easily load heavy, awkward materials like ductwork and drywall. With wheel loads as low as 115 psi, operators can work in spaces typically reserved for ladders such as mezzanines, data centers and hospitals with raised floors. They can push the lightweight lift easily, and with its zero-turn radius they can move the HB-P527 through confined spaces and around tight corners without difficulty. Custom Equipment uses finite element analysis software to test its designs before building all of its lifts, including the HB-P527. This process allows the company to use a stronger, higher grade of steel so less material is required. The results are lifts that are lighter than many other push models. In addition, the program identifies stress points so they can be reinforced without adding unnecessary weight. Custom Equipment designed the HB-P527 with an integrated single hydraulic lift cylinder instead of hydraulic hoses to eliminate the risk of leaks. This minimizes the potential for floor damage and safety hazards, and provides a clean system for operating indoors in either finished or unfinished environments. The lift also is equipped with non-marking wheels to prevent scuffs on finished floors. Finally, the HB-P527 is easy to maintain. Its robust scissor stack operates smoothly and doesn’t require greasing. The unit is equipped with an absorbent
glass mat battery that makes it virtually maintenance free because it never requires users to add water, and its charger prevents overcharging the battery.
NEGATIVE EXTENSION
8 reachmaster.com
The ReachMaster Bluelift is an advanced line of trackbased aerial compact lifts with working heights from 39 to 72 inches. The Bluelift has three different power options: standard (110v + combustion engine), lithium battery power and the combo which offers both lithium batteries and a combustion engine on board. The lithium battery option functions at same effective speed as the combustion engines whereas machines running on 110v only function at approximately 40 per cent speed, making the lithium-powered units the most popular choice. All models will go through a single standard doorway. Overall weights range from about 4,000 pounds for the smaller models to 6,600 pounds for the B72. The B72 is very compact, making it an efficient unit in tight spaces. The Bluelift has excellent
Hilti. Outperform. Outlast.
Untitled-7
after Renting after Renting RENTING
outreach with auto-setting and leveling outriggers providing it the ability to set up on uneven surfaces with adjustable non-marking tracks. The Bluelift is self-propelled and has proportional controls. All units come standard with a two-person basket with 160 degrees (plus/minus 80 degrees) of basket rotation and air, water, and 110v power supply to the basket. All hoses, hydraulic lines and cylinders are housed either inside or underneath the boom making it more durable and protected from damage by exterior sources. The Bluelift has an articulating boom and a telescoping boom that can extend negatively allowing the lift to work in areas that require an up and over or under approach. The Bluelift appeals to a broad range of residential and commercial rental applications including window cleaning, building maintenance, tree care and HVAC operations.
HIGH LIFT, LOW WEIGHT 8 genielift.com
Genie has introduced its all-new 6,000-pound capacity GTH-636 telehandler delivering all of the performance of a full-sized machine in a compact size. Rather than detuning its 8,000-pound telehandler by downsizing the cylinders, Genie optimized the structure in the boom and the chassis, dropping the weight of the machine to under 20,000 pounds. By staying under 20,000 pounds, the new telehandler delivers
full-sized performance, full-sized tires and full-sized capacity while remaining economical. The Genie GTH-636 is the right size for most jobsites. With a maximum lifting height of 36 feet and a forward reach of 21 feet, 11 inches, the telehandler offers a maximum lifting capacity of 6,000 pounds. Its operating weight is 17,600 pounds and the telehandler provides an outside turning radius of 13 feet, four inches. The telehandler is very versatile with a rugged chassis and boom, standard QA and auxiliary hydraulics, a right-side mount engine and a new boom support for enhanced visibility.
“With the GTH-636 we took the best features of our 8,000-pound telehandler and then created a whole new equation. We focused on maximizing customer ROIC,” said Chad Hislop, director of product management for Terex Aerial Work Platforms.
While the GTH-636 looks similar to the GTH-844 with the side engine mount, high pivot boom, and high-visibility cab, there are several differences. Unlike the GTH844, the GTH-636 is powered by a 74-horsepower, 2.9 liter, Tier 4 final-compliant, Deutz turbo-charged diesel engine. By keeping the horsepower under 75, the engine is Tier 4 final-compliant, only using a diesel oxidation catalyst. This catalytic converter requires no scheduled servicing, meaning no Regen and no diesel particulate filter (DPF). The Genie GTH-636 has all of the same benefits included in the new Genie telehandler cab launched in 2013. Cab options include fully enclosed and fully enclosed with air conditioning. The highly adjustable suspension seat and adjustable tilt steering wheel are standard.
Skyjack’s A-Series Articulating Boom has been engineered using many of Skyjack’s robust and reliable design features. The SJ46 AJ boasts standard-equipped 360-degree continuous turret rotation. Zero tail swing compliments the turret design allowing for flexible operation in tight locations. Superior positive traction and terrainability is provided by the axle based 4WD used in many of Skyjack product designs, which accounts for a proven low maintenance, rugged and reliable drive train. The AJ is equipped with a rear axle hydraulic differential lock/unlock switch allowing
the operator to lock the rear differential when negotiating rough terrain. The unlocked position improves turning radius and reduces tire marks on hard surfaces. Rounding out some of the other key features include; direction sensing drive and steer controls, true vertical rise with riser function which prevents drifting forward or backwards, analog based controls and Skyjack’s standard colour-coded and numbered wiring system.
FOUR-WHEEL ELECTRIC DRIVE
8 jlg.com
JLG has introduced a fourwheel electric-drive hybrid boom, the H340AJ. Combining diesel fuel and an electric
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power system, the H340AJ provides the power and durability of a diesel-powered machine while saving operational costs. In fact, compared to an all-diesel machine, the H340AJ provides substantial fuel savings, is quieter (less than 69 decibels), and produces fewer carbon emissions.
“This innovative lift is designed to perform on par with its diesel powered alternative. It’s an extremely hard-working machine,” explained Jeff Ford, JLG Industries global product director for aerial work platforms. “The JLG H340AJ has four independent electric-drive motors that provide unprecedented rough terrain performance and relies on an environmentally friendly,
Tier 4 diesel-powered generator for recharging.”
Electric power is stored in eight 6V batteries, each requiring less recharging time than lead acid batteries. Because the machine can run on all-electric power, it uses less diesel fuel than an all-diesel machine, reducing overall operational costs. Customers also benefit from the H340AJ’s durability. Whether in two-wheel drive (standard) or four-wheel drive (optional), the hybrid boom can operate in harsh environments, including muddy and rugged terrain. A steel hood increases the boom’s durability, making it ideal for general contractors, facility managers, painters, and electrical contractors, among others.
For more great rental products, visit canadianrentalservice.com > New Products
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