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Serving the Canadian rental industry for 44 years.
4
EDITORIAL
Seems like virtual shows and conferences have a lot to offer.
16 DIGITAL ASSISTANCE
6
INDUSTRY NEWS
Point of Rental acquires RentItOnline, Kensal Rental closing, J. Dewayne Allen passes, AODA deadline is here.
10 ALWAYS EVOLVING
The Knight family carries on its entrepreneurial traditions by joining the rental business.
Up to $2,500 grants available to small businesses planning to go digital. HEAVY HAULING
18
Work in and on your rental business for that extra competitive edge. By Russ
Dantu
What to consider when looking for a company to transport equipment.
LANDSCAPING SHOWCASE
Presenting landscaping products from top suppliers to keep customers busy working on their surroundings.
30
HOPE IS NOT A PLAN
Let’s talk about improving that bottom line. By Adam Snook
See you online
With the second wave of COVID still keeping everyone away from everyone else, it looks like this show season is going to be virtual. When the pandemic initially hit last year, forcing us and everyone else to scramble to find online replacements for our conferences and events, there was a lot of uncertainty. No one was very familiar with Zoom and other meeting platforms, which meant we didn’t know what we could and couldn’t do with them. We didn’t know if anyone would bother to show up to an online event, or like it if they did. We didn’t know if sponsors would support them or if speakers would want to participate in them. We didn’t know if attendees would be able to get the same value out of them in terms of finding new products, new knowledge and new contacts. And no one knew what to wear, or what to do with their uncut hair.
Now, after nearly a year of practically living on Zoom and hosting a few events of our own, I feel like, well, if not an expert at least someone who can form an opinion. So I present to you my pros and cons of online events.
Pro: Not leaving the house. No airports, cabs or hotels. Sleep in until five minutes before your meeting. Eat whatever you want for next to nothing. Pants optional. Hit mute and play music. Turn off camera and play video games. No panicked calls from spouse or kids asking you to walk them through fixing a toilet over the phone.
Con: Not leaving the house. It’s the same four walls you’ve been staring at for so long that a trip to the grocery store feels
ON THE WEB:
CounterTalks episode #16: Quieter Lawn Care
Veteran lawn equipment supplier Mark Peart joins CounterTalks to discuss the latest in light lawn care engine technology and the pros and cons of four-stroke and lithium battery-powered options that will get the job done without waking up the neighbours.
Bonny Koabel from AKR Consulting is back on Counter Talks with crucial information on changes to various federal and Ontario pandemic relief programs. Overall, eligibility is tightening, but some new programs are on the horizon. We also chat about how effective these efforts have been and what is likely to happen to them going forward.
Download episodes of CounterTalks at canadianrentalservice.com >Podcasts or subscribe on your favourite podcasting service.
by Patrick Flannery
like a vacation. Your spouse might be getting a little tired of your company. And your kids are home...always home.
Pro: A bigger pond. Anyone can attend an online event from anywhere in the world as long as their sleep schedule is flexible. Removing the need for travel means higherprofile experts from exotic locations giving the talks, and interesting folks from far-flung places in the chats. The numbers logged in often exceed the numbers at a live event by a large margin.
Con: Your friends seem a bit flat. Looking at people on a screen just isn’t the same as meeting, shaking hands (remember that?) and shooting the breeze in person. And there’s that annoying pause while everyone waits to figure out who is going to speak next. I never realized before how much we rely on body language to smooth out our conversations.
Pro: The event lives forever. Missed a session? Didn’t get a chance to visit an exhibitor? No worries. Online events are recorded and the recordings usually made available on demand afterwards for registered attendees. Many events are leaving the event site active indefinitely after the day of the event and bringing attendees back in with added content and sessions in the weeks and months following. That’s what we are doing with the Rental Mart.
Con: Few surprises. One of the great things about wandering a show floor is coming across a company, product or person you didn’t know you didn’t know. When we only learn that which we seek out, we miss a lot. I haven’t seen any online event be able to really replicate the opportunities for unstructured discovery at a trade show. I guess it’s something we are just going to have to wait for until we can get back together again.
You can probably guess why all this is on my mind. The Canadian Rental Mart will take place March 24...online. Our exhibitors will be appearing in virtual booths where you can see their products and chat with representatives. Ken McDougall, president of SkyJack, will be delivering a keynote speech. And I will host a panel discussion with some veteran rental store owners from across the country: Jeff Campbell of St. Thomas Rentall, Paul Van Staveren of Stayner Rental, Blake Menning of All Choice and Adam Snook of JustBins. Go register now at canadianrentalmart. com for this great day. It’s the best you’re going to get until we/ve all had the vaccine. CRS
Join Canadian Rental Service’s editor Patrick Flannery as he talks to prominent people and top experts about issues and opinions, challenges and solutions, tips and tricks to help your business. Counter Talks is where you’ll hear the voices of our industry.
INDUSTRY NEWS
ARA PROJECTIONS FOR CANADIAN RENTAL INDUSTRY SHOW 15 AND 28 PERCENT DECLINE
In Canada, total rental revenue for 2020 is expected to come in at nearly $4.7 billion, down 15.2 percent compared with last year, before growing 7.3 percent in 2021, 8.3 percent in 2022 and 6.8 percent in 2023 to $5.83 billion, exceeding the industry 2019 peak of $5.54 billion. The party and event segment in Canada is expected to have the largest drop in revenue in 2020, down 28.5 percent to $172 million but is forecast to bounce back in 2021 with 23.7 percent revenue growth and then surpass its peak 2019 revenue by 2023. Construction and industrial rental revenue in Canada is expected to show a decrease of 15 percent in 2020 to $3.768 billion but then grow seven percent in 2021, 9.1 percent in 2022 and 7.4 percent in 2023. General tool rental revenue in Canada is forecast to decline by 12.76 percent in 2020, with revenue expected to show an increase of 5.1 percent in 2021 and 4.9 percent in 2022. The American Rental Association is forecasting a 13 percent decline in equipment and event rental revenue this year compared with 2019, making for a drop to $48.7 billion in the United States. However, the latest forecast released by the association calls for modest overall growth in 2021, ticking up 0.3 percent to $48.9 billion before accelerating recovery kicks in with growth of 9.2 percent in 2022, 6.8 percent in 2023 and 4.8 percent in 2024 to reach $59.7 billion. The party and event segment is forecast to show the largest drop in 2020 revenue, down 38.9 percent to $2.2 billion. After so many rental stores saw business virtually disappear in the spring and early summer of 2020, the results set the stage for what will look like very favorable comparisons in 2021. For example, the ARA forecast calls for party and event rental revenue to grow by 36.4 percent in 2021 to reach $3 billion, but this recovery falls far short of making up for the 2020 decline. The segment, according to the forecast, is not expected to reach peak 2019 revenue levels again until 2024. Construction and industrial rental revenue also is forecast to finish 2020 with a significant hit in revenue, dropping 13.3 percent to $33.8 billion, with a 3.3 percent decline forecasted for 2021 before double-digit growth of 11.2 percent comes in 2022. The general tool segment weathered the COVID-19 pandemic the best and is expected to finish 2020 down 5.2 percent to $12.7 billion and to top its 2019 revenue peak by 2022.
“The forecast shows us how hard the coronavirus pandemic hit the equipment and event rental industry,” John McClelland, vicepresident for government affairs and chief economist for the ARA, said. “Hopefully 2021 will see us getting back some of the revenue losses we experienced in the equipment and general tool segments. However, the event segment continues to have a steep hill to climb and we will be working hard to bring more relief to that segment through government stimulus programs.”
Investment in equipment is significantly down in 2020, with a 43 percent decrease to $8.166 billion. Equipment spending is forecast to rebound by 17.4 percent in 2021 and by 46.3 percent in 2022 to surpass annual investment of $14 billion.
POINT OF RENTAL ACQUIRES RENTITONLINE
Point of Rental has acquired RentItOnline, a Slovakia-based online booking engine and customer app for the equipment rental industry.
“RentItOnline does a great job of enhancing a hire or rental store’s customer experience,” said Point of Rental CEO Wayne Harris. “As transactions are taken care of online more than ever, we feel that RentItOnline is going to enhance our current products. We want to ensure that businesses using Point of Rental are able to continue to provide a superior customer experience.”
Point of Rental will first focus on integrating RentItOnline with its Syrinx product to give the platform full eCommerce capabilities, from website to customer portal.
“From the time our platform was first introduced, it was clear that integrating into rental software would be beneficial to our customers,” said RentItOnline founder, Glenn Pearson. “When Point of Rental approached us, agreeing to become part of the leading global rental software provider was an easy decision.”
The team behind the software will also join Point of Rental to help ensure everything works together. Pearson and lead developer Matej Gabris will be a part of the continued development of the platform and its improvement.
“I am looking forward to working with people who recognise that digitization can bring new insights to rental companies, free their employees from repetitive tasks, and allow them to focus on serving their customers better,” Pearson said.
KENSAL RENTAL CLOSING ITS DOORS
Kensal Rental has closed down. The independent London, Ont., business which rented out equipment for everything from yard work to construction, shut down at the end, of 2020 according to owner Ken Malott. The business, renting to Londoners since the 1950s, is a secondgeneration enterprise. Malott, 70, wishes to retire even though the shop is still very busy. Canadian Rental Service profiled Kensal Rental in 1990 and updated the story in the 2016 40th anniversary issue. The story is available at canadianrentalservice.com.
ONTARIO MOL ANNOUNCES WSIB PREMIUM CAP, RECOGNITION OF NL WORKING AT HEIGHTS CERTIFICATES
In a call with Canadian Rental Service, Ontario Minister of Labour, Training and Skills Development, Monte McNaughton, laid out the ministry’s plans to cap Workplace Safety and Insurance Board premium hikes and to recognize working at heights training certificates held by workers from Newfoundland and Labrador. According to McNaughton, the ministry will move to cap 2021 WSIB premium increases on Ontario businesses at two percent. The action is necessary, he said, in order to offset a statistical rise in the average price of labour in Ontario due to the pandemic.
COVID-19 has caused lower-wage workers to be laid off in higher numbers than higher earners. The combination of fewer workers at higher wages would have driven a WSIB premium increase of nine percent without intervention. Benefit payments for workers will not be affected, McNaughton said. The cap applies to the 2021 calendar year.
“We listened to small business owners, many of them contractors with six to eight employees, who told us they might have to mortgage their houses if rates go up,” McNaughton said. “We’re going to save small businesses $40 to $50 million with this.” McNaughton said the rates will “selfadjust” back to normal when pandemic measures are lifted and workers get back on the job.
The other measure McNaughton announced was an amendment to Ontario’s Occupational Health and Safety Training law to automatically recognize working-at-heights training received and certified in Newfoundland and Labrador. McNaughton referenced especially a “huge” shortage of boilermakers, saying he was responding to requests from automotive manufacturers, nuclear plants and Sarnia’s petrochemical industry to enable 750 boilermakers from Newfoundland and Labrador to work immediately upon arriving in the province.
“We are knocking down barriers to increase labour mobility,” McNaughton said.
STARLINE GROUP ACQUIRES UNITED STAR SUITES
Mississauga, Ont.,-based Starline Group has announced the acquisition of United Star Suites, creating a larger provider of truck and trailer rental equipment to the film and television industries. This acquisition enables Starline to fulfill the increasing rental demand from content creators worldwide. Starline, which was established in 2019 with the acquisition of Starline Production Rentals, has a strategic vision to build a world-class production rental business.
“We are thrilled to be gaining not only USS’s premium rental products but the strength and experience of their entire team to service the industry with the highest quality products,” said Scott Turner, president of Starline.
The world’s production market is heavily investing in the Greater Toronto Area, making it the fourth largest film production location in the world. The demand for content from the streaming services, including Netflix, Amazon Prime, Crave, Disney Plus and Apple TV Plus has resulted in several million new square feet of studio space being recently opened in the GTA. Starline is an essential supplier to the industry and the acquisition of USS enables it to meet the industry’s expanding needs. The USS acquisition delivers tremendous industry experience and relationships through its founding partners, Tony Bifano and Al Paldino, who have successfully operated USS for the past 11 years.
“Tony and I saw a bright future for USS by joining the Starline team,” said Paldino.
“We are excited to explore new and innovative opportunities to serve the industry in ways we never would have been able to do prior to this acquisition,” said Bifano. Turner added, “These are exciting times for Starline. We look forward to continue growing our current base in Ontario and Manitoba, while looking at further expansion opportunities in new geographies and verticals across Canada.”
The acquisition formally closed on Oct. 30, 2020. Turner will continue on as Starline president with USS co-founders Bifano becoming head of operations and Paldino, head of sales. Starline also welcomed Celina Capital as its new equity partner.
INDUSTRY NEWS
J. DEWAYNE ALLEN, CEO AND CHAIRMAN OF ALLEN ENGINEERING, PASSES AWAY
J. Dewayne Allen, CEO and chairman of Allen Engineering Corporation, passed away on November 15, 2020. A civil engineer by education, Allen worked on the construction of interstate highways in Missouri and Illinois in the late ‘50s and early ‘60s. In 1964, he started Allen-Hardin which was a ready-mix concrete operation in his hometown of Piggott, Ark., with his wife, Mary Ann. This company grew and changed over the years to eventually become Allen Engineering Corporation after operating numerous plants in northeast Arkansas and southeast Missouri. In 1977, Allen designed, engineered, and manufactured his first piece of concrete equipment: the Allen Razorback truss screed. Under his direction, AEC grew and developed a full line of concrete equipment ranging from walk-behind and ride-on power trowels to triple-tube roller pavers. Allen was instrumental in the evolution of the flat and level concrete floors in the late 1980s and early 1990s. He was one of the first designers to put clip on float discs on ride-on power trowels in the U.S. This combination of riding trowels equipped with float pans greatly improved the flatness of concrete floors as measured by F numbers. These riders with pans along with laser-guided concrete screeds revolutionized the construction of flat and level concrete floors in the U.S. and around the world. Allen’s contribution to the development of flat and level concrete floors was recognized with the prestigious Sam Face Golden Trowel Award. Allen was an innovator and creator at heart. He was named on over 100 U.S. Utility and Design patents over his years leading product development at AEC. Allen was always challenging the status quo and looking for a better way to place, finish or pave concrete. Dewayne loved concrete as a building material and the concrete industry as a whole. His passion was helping concrete contractors improve their craft with machines that made their jobs easier and their finished product better. He will be remembered by many as a teacher and mentor of contractors who today produce some of the best concrete floors and pavements in the world. Allen is survived by his wife, Mary Ann; his two sons, Jay and John; and seven grandchildren.
THE AODA DEADLINE IS HERE ALREADY
Effective Jan. 1, the Access for Ontarians with Disabilities Act requires websites for non-profit, public and private companies with over 50 employees to meet a wideranging set of requirements for accessibility or face fines of up to $100,000 per day for corporations and $50,000 per day for directors and owners. The requirements are extensive and there are very few websites in this industry that would comply. Text needs to be convertible to large print, braille, speech, symbols or simpler language. Video and audio must have captions available. Simplified layouts must be offered. All functions must be accessible with a keyboard only without use of a mouse. These are just a few of the requirements. By law, new and significantly refreshed public websites must be made accessible if you are a private or non-profit organization with more than 50 employees; or a public sector organization. The organization that controls the website must meet the accessibility requirements. Complete details of the requirements and penalties are available on the government of Ontario website.
EquipmentWatch is a trusted source for heavy equipment data and intelligence, producing leading database information products for the construction equipment industry. It is a world leader in heavy construction research and serves more than 15,000 professional, high-volume users of construction and lift-truck data. Find more heavy equipment intelligence at equipmentwatch.com.
Cross-Canada Rate Report
A look at average national rental rates
The Cross-Canada Rate Report is provided to Canadian Rental Service as a free service to the Canadian rental industry. Rates data shown are national averages generated by quarterly surveys of 460 Canadian rental stores. Rates shown are reported list rates and may not reflect the actual charges to any particular customer. For in-depth analysis, subscribe to CounterTalks at canadianrentalservice.com or through your favourite podcasting service.
Number of rental companies: 54
Number of stores: 460
Number of rates collected in Q2 2020: 93,054
ALWAYS EVOLVING
A sixth-generation family business enjoys its move into the rental industry.
When someone settles into an area and starts up a family business that lasts for multiple generations, it’s assumed there has been some change to the business over the years to ensure its success.
by ANDREW SNOOK
An interesting part of the business for the team is seeing what equipment works and what doesn’t.
For the Knight family in Meaford, Ont., that change has been dramatic. And, quite frankly, it would have to be. The Knight family originally settled into the area back in 1846, shortly afterwards starting up a sawmill in Meaford on the Big Head River. Almost 70 years later in 1912, the family started up another business, selling its own hardwood flooring under the company, Knights’ of Meaford Flooring. Twenty-four years after starting up their flooring company, the Knight family opened up its own hardware store in 1936. It ran under the family brand until 2007, when the Knight family changed its model once again, converting their family-owned store into a Home Hardware fran -
chise store renamed Knights’ Home Building Centre.
Nearly a decade after rebranding under the Home Hardware brand, the Knight family began its latest entrepreneurial adventure: entering the equipment rental market servicing contractors and homeowners. Under the brand, Knights’ Pro Rental, the company is led by Tyler Knight, general manager of the company and sixth generation of the Knight family to carry on its entrepreneurial traditions.
“We have a home building centre as our main business and we always wanted to get into the rental business. But whenever we get into something, we want to do it properly,”
RIGHT:
Tyler says. “It took us about 12 years to finally make the jump to do it.”
The 12 years of planning included making sure Tyler knew the different types of equipment he would want to stock, while ensuring the company had the financial means to properly invest in that equipment as well as have a place to grow.
“If we buy a trencher, we don’t want to buy the cheapest thing on the market, we want to buy the most expensive thing, quality-wise,” he says. “And we didn’t want the rental store in our building centre business. We wanted a separate area with separate staff to provide services on site [next to the building centre].”
A TOUGH DECISION
Knights’ Pro Rental started up in late 2016 and was in full operation by the
following spring in 2017. That following August, a devastating fire occurred at the family’s flooring plant and Tyler had to make the very difficult decision to end Knights’ of Meaford Flooring’s 105-year-long reign.
“We never opened it up again after that,” Tyler says. “The fire was a blessing in disguise in some ways. It gave us a chance to take a hard look at the business. It took a lot of time and staff and capital to keep it moving.”
After making the decision to close the flooring plant for good, Tyler was able to divert more resources into the new rental store, which had a slowly growing customer base from the get-go.
“At the start, it was kind of a mishmash of everyone – homeowners and contractors. We had to win them over to get the work,” Tyler recalls. “It was all customer service that really did it
at the end of the day. That, and having good, reliable equipment.”
GROWING PAINS
Starting up the equipment rental business wasn’t easy for Tyler, who found it had a steep learning curve.
“Getting it up and running was definitely a challenge, since none of us had been in the rental business before,” he says, adding that rental manager Troy Allan has been one of the reasons for its success and growth to date. “Troy knows small engines and equipment like that. We didn’t know any of the other aspects of it –how the customers were going to react when they had a problem, or when customers returned a damaged piece of equipment. It was basically brand new for everybody.”
Tyler says that the biggest hurdle the
For the members of the Knights’ Pro Rental team, finding the next great piece of equipment to add to its inventory is the favourite part of their job.
Rent. Rinse. Repeat.
Toughness and durability deliver the reliability you need for every rental. It’s that SIMPLE.
company is currently facing is finding the right staff to continue to grow the business.
“I think it takes a special kind of person to be able to do it. We’re fairly lucky with who we’ve got. It’s still small, but we’re growing like crazy,” he says, adding that the company’s success to date has stemmed from offering strong customer service.
“I couldn’t have expected us to grow so quickly. It’s been a fun ride so far,” adds Troy. “It’s interesting. I’m sure it would have been much easier if any of us came from a rental background, but we quickly adapted.”
ALL ABOUT THE GEAR
For Tyler, finding the next great piece of equipment to add to this inventory is his favourite part of the job. Troy agrees “My favourite thing is when you get a new piece of equipment, it’s almost like an addiction. There’s always something new to learn about,” Troy says. “I would definitely say the bigger stuff seems to interest me
more: excavators and skid steers. It seems like every time you get a bigger one, you’re more excited about it.”
Tyler says that the company has been adding new equipment every year since it opened.
“That’s been an interesting part of our success – seeing what equipment works
and what doesn’t. And getting rid of equipment that doesn’t work,” he says. “We had a customer that had a need for a track carrier and said he would rent that off of us and use it quite a bit over the summer, but then he didn’t rent it as often as he had indicated. It became a dog in our inventory, but it worked out well, because we needed another skid steer and traded the track carrier for a new skid steer and got a little more value for it. It’s those types of things – turning equipment, adjusting your inventory with what’s working and what’s not working – that’s interesting.”
NAVIGATING COVID-19
The pandemic hit everyone off-guard, Knights’ Pro Rental included. One of the biggest challenges they’ve been dealing with to date is obtaining parts for repairs and maintenance of equipment.
“Getting repair parts has been an issue and getting parts for repairing customers’ equipment,” Tyler says. “We’re seeing it on the [home building centre] side as well.”
He adds that navigating the pandemic has become more difficult now than it was when the pandemic was officially declared back in March.
“When it first happened, I went into a mode where it was all, ‘Let’s get this done, we have to do it, we have to get used to it.’ But as people are getting tired of it, it seems more difficult now to keep up with it,” he says. “Our staff pulled together to make sure everything was working when it happened. It was crazy days, but the morale kept up… but now, it’s getting harder.”
Knights’ Pro Rental is led by Tyler Knight, general manager of the company and sixth generation of the Knight family to carry on its entrepreneurial traditions.
Although aspects of running the business have become harder, some practices the company adapted throughout the pandemic may stay long after it is under control. One of those practices is curbside pickup.
“Most customers are good with it,” Troy says. “Some would rather it be back to the way it was, but personally I don’t mind it. There’s not that many times a customer actually needs to come into the store.”
“We’re training customers to call in advance, so we can have the contracts ready for when they come in,” Tyler adds. “When they do the curbside pickup, it’s a very quick transaction. It really helps us. When we come out of this pandemic, we’ll have the customers trained and they’ll probably be used to calling and still do it.”
Another post-pandemic practice that could stick around is being more selective with repairing customers’ tools.
“We always have a hard time saying no, but if it’s something that’s not worth repairing, we’ve started to weed a little more of that out of the shop, especially since it’s been so hard to get parts. Everyone is being choosier in saying, ‘No, we can’t repair that,’ or taking a good piece of equipment and fixing it and getting it back out quicker to the customer.”
FUTURE PLANS
Tyler says that he still has plans to grow the company in the future, but until the pandemic is under control, he’ll likely remain at his current size.
“We want to keep growing, but as far as any future plans, we want to wait until COVID is over and stay strong through it,” he says. “We planned for the worst when COVID hit and really contracted things –brought it down to a bare bones level to save cash. Now, we’re able to pick up good used pieces of equipment because we’ve been able to conserve some cash throughout the year.”
A sound business decision from the sixth-generation business owner. It won’t be surprising if the Knight family continues its entrepreneurial adventures for many generations to come.
by BONNY KOABEL
DIGITAL ASSISTANCE
Digital marketing and website development grants up
Since the onset of COVID-19 many businesses have now begun implementing strategies to service their customers while at the same time maintaining the safety and well-being of their staff.
As a result, these businesses have redesigned or are looking to redesign their website to include online ordering and curbside pickup options for their customers.
If your business is in the process of redesigning your website or implementing a digital marketing strategy, one funding program that is currently open and is assisting businesses with these costs is Digital Main Street (a part of the Digital Transformation Grant Funding program). The Digital Main Street program provides funding for training, advisory support and grants up to $2,500 to small businesses that are implementing digital marketing strategies.
THE OBJECTIVE OF THE GRANT
The Digital Transformation Grant is available in Ontario and provides small businesses with two things. One is the digital literacy skills they need to execute their digital transformation. They can do this by completing an online training course that provides the basics of how digital technology will transform their business for success. And the second is a grant of $2,500 to assist with the execution of their digital transformation plan.
REQUIRED QUALIFICATIONS
In order to qualify for funding the small business must fulfil certain requirements and meet certain criteria. The small business must be located in or close to a downtown main street or a business improvement area. The small business must employ one to 10 employees.
These employees must be on payroll and tax deductions must be made. The small business must be paying commercial property tax (commercially assessed), either directly or through commercial rent. The small business must be a registered business in Ontario and/or be incorporated. The small business must be open for business or operating at the time of application and not a start-up.
The business will be ineligible for funding if any of the following criteria apply. The small business must not be purely online. The small business can’t be a franchise, including those individually owned and operated. The small business cannot be a not-for-profit or charitable organization. The small business also can’t be renting office space on a temporary basis (month-to-month).
Additionally, the small business must be owned by an Ontario resident operating a business in Ontario; a person or group of people 18 years of age or older at the time of application; and a Canadian citizen or permanent resident.
APPLICATION AND COSTS
In order to get started with funding, visit the webpage digitalmainstreet.ca/marketing-new-economy.
Once on the website you will need to complete the Digital Main Street assessment, the Digital Main Street eligibility quiz and the online training, and will also have to develop a digital transformation plan.
Several costs are eligible under the Digital
Main Street grant. These include:
• Digital marketing costs such as hiring a consultant, agency or person to execute digital marketing initiatives;
• Website costs including redesign or improvement of existing website and/ or development of a new website;
• Software purchases including graphic design software; productivity software (LastPass, Hootsuite, Dropbox, etc.); social media software (Hootsuite, Buffer, etc.); and security software. Purchases of other website-related software may qualify for funding. Businesses will need to be approved by Digital Main Street prior to software purchase;
• Digital training costs such as ongoing digital training courses (in-person and online);
• Hardware costs where the hardware is deemed necessary for digital marketing expenses.
The following costs are ineligible for funding under the grant: the purchase of Microsoft Office; website hosting; domain name renewal; software subscription renewals; Microsoft software subscription renewals; signage and printing; logo redesign and rebranding;
the business owner’s salary or current employee salary for executing the project; costs related to land, building or vehicle purchases; costs of intangible assets such a goodwill, whether capitalized or expensed; depreciation or amortization expenses; interest on invested capital, bonds, or debentures; bond discount; monthly mortgage, loan and/or rent payments; refinancing of an existing debt; losses on investments, bad debts, and any other debts; payments of fines or penalties; costs related to litigation; hospitality and entertainment costs; franchise fees and/or franchise license costs; lobbyist fees; and new capital expenditures.
Additional digital transformation funding is available for even those businesses that have already been through the process and received funding earlier. If your small business has previously received funding through the Digital Transformation Funds you may apply for funding a second time as long as all the reporting and project receipts have been submitted for the previous funding received.
DOS, DON’TS AND CASE STUDIES
The Digital Transformation Fund is
focused on small businesses. Therefore, large corporations should not apply for this funding. Small businesses with multiple locations are only eligible to apply for one Digital Transformation grant. Owners with multiple businesses may only apply for one Digital Transformation grant. French translation assistance is available to applicants upon request.
Digital Transformation Funding has been available for a few years now. If your company is new to digital marketing or if your company would like to learn more, the Digital Transformation Fund has compiled a list of tools, howto guides and tutorials available to assist small businesses with embracing digital technology. To learn more on how to build your online presence, using social media effectively, paid advertising, and much more, visit the case studies page on the Digital Main Street website.
Bonny Koabel CPA, CGA is president of AKR Consulting Canada, a Mississauga, Ont., firm specializing in government grants, rebates, refunds, subsidies and tax credits.
The Digital Main Street grant can aid small businesses in ramping up their digital marketing initiatives.
AT YOUR SERVICE
Lead by example
by Russ Dantu
In my other business, I help companies differentiate themselves from their competitors through the use of branded apparel and promotional products. One of my suppliers is Guardian Protective Equipment. They serve the oil and gas industry with fire retardant clothing and also municipal services such as fire and police departments with all the embroidery needs on their uniforms such as logos and patches.
I have been getting all of my embroidery done by them for over 13 years now. They are an exceptional company that has taken great care of me throughout the years and one I have remained very loyal to because of this.
While it’s a fairly small company, it has done very well. It’s owned by a father-son duo and employs about 20 people. Walter is the father and he truly inspires me!
Walter is the first to arrive at work every single day at around 6:30 am and the last to leave which is usually around 5:30 to 6 pm. He also works a minimum of four hours every Saturday. When needed, he takes product home with him for people to pick up who could not get to their business during regular business hours and, on occasion, he drives product right to the customers. He also digs in wherever needed in the business. Sometimes it’s very menial jobs like cutting fabric or using a small pair of scissors to cut the excess thread on a freshly embroidered logo. Sometimes it’s helping customers when they come in for fittings. Sometimes it’s sweeping the floor where all the seamstresses work. Whatever needs to be done, Walter digs in to help out.
Now, you may say, “Hey, most small business owners know the sacrifices that are needed to ensure their businesses are successful.” Heck, most of you are likely doing that now. It’s crucial as an owner, branch manager, or department head that we lead by example. The old adage that we should work on the business, not in the business is something I totally disagree with. They are both important if we are going to be successful. Showing your
team that you don’t mind getting dirty or doing those menial jobs for the betterment of your company are crucial if you want to build a positive workplace culture.
Back to Walter. He inspires me so much because Walter is 93 years old! He’s retired three times over the years because he doesn’t need the money and thought he was ready to golf and travel. He comes back each time because he’s bored sitting at home or wherever they go to. He misses working. He loves being around people, helping out and making sure his business continues to be successful.
Am I suggesting that we all plan to work until we are Walter’s age? No. Am I suggesting that we don’t take holidays or spend time with our families and friends? No, of course not! Am I suggesting we shouldn’t have any hobbies? That would be silly. What I am suggesting is that whatever you put in to your business will usually determine what you get out of your business. This isn’t always true as many a wonderful person has had to close their doors – and even more so lately with the COVID pandemic – but for most of us, if we work hard and smart, the combination usually results in good things happening.
Here’s my challenge for you in 2021. Work 30 minutes more each day than you are now (if you’re already working 16 hours a day, you likely need a business coach to help you navigate the challenges). It can be 15 minutes in the morning and 15 at the end of the day. It could be cutting your lunch to 30 minutes from an hour. It could be after your family has gone to bed each night. 30 minutes a day, that’s all. I guarantee it will create positive results.
If Walter can work 11-12 hours a day plus a little extra on the weekend, surely you and I can do more at a much younger age! CRS
Russ Dantu is a 30-year veteran of the rental industry and has been delivering workshops, seminars and keynotes on customer service for over 15 years. Visit russdantu.com.
HEAVY HAULING
Finding a company to transport equipment.
Equipment rental companies need to ship equipment when they first purchase it. If a company doesn’t have its own trucks and floats, it has to contact someone to haul the equipment. Shipping heavy equipment is expensive. You want to find a hauler that offers a reasonable rate.
by Clayton Fisk and Dusty LaValley
RIGHT: Not all haulers serve the oversized market, which reduces the number of potential haulers if your load qualifies as oversized. Oversized loads require special permits and extra costs.
But you also want the hauler to get your load to its destination safely and on time, while operating in a professional and legal manner.
“Whether you’re a small company who has purchased a used piece of equipment at an auction and need to get it home or you’re a manufacturer of heavy equipment that ships many machines every day, most of the factors regarding carrier selection apply in either case,” says Clayton Fisk, president and CEO of The Machinery Haulers Association.
The first step is to get informed. Find out what trailer type is needed. This knowledge will help you eliminate some haulers as they might not have the trailer type you need. If you don’t know, by the time you speak to a hauler, it will be the first question they ask you.
Find out if your machine qualifies as oversized. Oversized loads require special permits and extra costs. Significantly less haulers serve the oversized market, which reduces the number of potential haulers for your load.
When finding a hauling company or an own-
er-operator trucking company, it’s important to vet the company and driver. It is necessary to find out how long they have been hauling, their safety record, if they’ve hauled equipment like yours before, and if they’ve hauled in the jurisdictions in which your load will travel and be delivered. If possible, use your networks to ask about the carriers they use. Find out who they use and how satisfied they are with their hauler’s service.
“Go to a truck stop or rest area and take stock of the trucks that are there. Which companies are transporting equipment similar to yours? Which ones appear to be tied down properly? Which trucks and trailers appear clean and damage-free? Which drivers behave professionally? You can even approach drivers and ask them about the carriers for whom they work,” says Fisk.
Another way to find a carrier is to go to the various motor carrier trade associations and search their members. “Carriers that belong to a reputable motor carrier association are usually more concerned about operating in a professional and legal manner,” says Fisk.
The methods mentioned above are the traditional ways of finding a hauler. However, technology is completely changing how people find haulers. Numerous truck load boards are popping up on the web. Truck load boards function like jobs boards. It allows shippers to post their load on a site and for haulers to peruse them and accept them or bid on them.
Truck load boards can work differently from one another. Some cater to certain markets (by geography or trailer type), some have fees for shippers, and some allow for shippers to rate the drivers.
“Shippers are starting to understand the value in this technology and how it can help them efficiently connect with the right reputable hauler,” says Dusty LaValley, founder and CEO of Trusted Dispatch.
Trusted Dispatch is a truck load board that specializes in heavy hauling. It provides an automated shipping platform that connects shippers with qualified and reputable drivers already travelling the direction the shipment needs to go, empty with no load on their trailer. Proprietary algorithms provide the shipper with an instant cost-competitive shipping quote, which the shipper can post to the load board with the click of a few buttons. At which point, Trusted Dispatch haulers are made aware of the load and can accept it. Then it is up to the shipper to accept the driver.
The online platform and app have a truck driver rating system. Similar to using Uber, shippers can rate their drivers. Drivers with bad ratings don’t get accepted for more jobs and are eventually weeded out. And your price is the same, no matter which carrier you choose.
“We’ve all heard scary stories of haulers who have taken a deposit and a load and then held the load hostage to negotiate for payment that is higher than what was originally quoted, or of haulers who have ‘disappeared’ after taking someone’s load and deposit,” says LaValley. “Although those types of incidents aren’t common, there are a lot of drivers who will take a number of short cuts so they can offer a lower price while boosting their margins, and that hurts the shipper. For peace of mind and to help guarantee your load arrives safely and on time, use haulers who are already vetted and that you can trust.”
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WHAT WENT WONG Mask up and conquer
by James Wong
Let’s talk COVID 19 protective masks.
I want to start this article by thanking all the frontline workers for all their heroic acts during this pandemic and express that this commentary does not in any way neglect to recognize their contribution and their struggles with protective mask inventory.
One of the most frustrating hurdles of the pandemic – not to mention the layoffs, increasing depletion of morale, the huge loss in revenues and the overall implementation of COVID 19 protocols – has been the challenge of getting full buy-in and co-operation for proper COVID 19 protective mask wearing. It has been an uphill battle from the day of the announcement that the pandemic was here in Canada.
I recall speaking in one of our huddles suggesting we start wearing masks. It was a tricky situation because the health providers were just starting to realize the huge shortage of medical masks at the time and an even worse shortage of N95 masks. The other very real setback was the overall disbelief of the team regarding the seriousness of the pandemic and the preventive effectiveness of wearing masks.
What followed were the layoffs and a huge loss in revenue. We lost 80 percent of our team and 80 percent of our revenue. By the time I was brought back from layoff, morale was at an all-time low. Compliance with safety protocols was impossible to back-track or track because of the lack of safety form submissions brought on by fewer and smaller jobs and the hesitancy to go into the office.
On top of that, we all know the construction job site environment is a dirty place to work, often without running water, washrooms and often without close management. Constantly washing or sanitizing hands has not been the usual way of working on job sites. Teams want to go to work and get the job done, not fiddle around with non-N95 masks to ensure they fit and cover their mouths and noses. And although N95 masks are more stable on the face, no one wants to wear an N95 mask for eight hours or longer every working day unless
it’s absolutely called for. When worn correctly the discomfort is only exacerbated the longer you wear them.
The six-feet-apart rule was /is counter to the reality that there are many jobsite working conditions that have guys working in extremely close physical proximity to one another. Try lifting a very heavy small box without being within six feet of each other. Try heaving on a metal bar with someone to disengage a stubborn obstacle without being within six feet of one another. It’s not practical and it simply can’t be done.
Work gloves were being used as COVID 19 protection and never taken off during a shift, which was contaminating the protective masks and everything else every time the gloves touched their clothes, body and masks. It was not unusual to have guys wearing masks below their noses and wearing the same mask every day until it disintegrated to the point of not staying on their faces at all. Office culture was also difficult to change. It took a long time to see the change for everyone wearing masks all the time.
There was no one solution. Protocols were announced and distributed, nonetheless it was the slow and purposeful nudging, encouraging and monitoring, and even today there are challenges to helping those who aren’t quite getting it, to understand that COVID 19 protective mask wearing is part of the PPE requirements in today’s climate of the pandemic. Not only do they protect the wearer, wearing a COVID 19 protective mask protects the team, friends and families of everyone and is a very real part of our COVID 19 protocol requirement.
As we enter 2021 and leave the last dismal year behind, let’s all be diligent about our collective responsibility to protect each other, ourselves and our community. After all it’s not rocket science…or is it?
Be safe. Be well. CRS
James Wong is an OHS chief for the construction industry.
BUILT TO A HIGHER STANDARD
When you need to reach high places, the Snorkel S3220E delivers peak performance. Featuring a high lift capacity, this electric scissor lift offers a working height of up to 8.1m and a platform capacity of 409kg. Engineered to elevate jobsite efficiency, upsized pins provide additional rigidity for safe and secure performance. Its super-heavy-duty steel construction and over-engineered components maximize uptime and minimize ownership costs. That’s performance that stands above the rest.
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LANDSCAPING SHOWCASE
VERSATILE SOD CUTTER
8 ryanturf.com
The exclusive Ryan-designed hydraulic cooling system and Hydro-Gear BDU transmission of the Ryan Hydro Sod Cutter give you the desired durability and reliability for maximum productivity. Independent of the cutting blade, the variable speed hydrostatic transmission has both forward and reverse drive for incredible versatility. The user’s arms will thank them when they experience 75 percent less vibration with the latest Ultra-Low Vibration Technology. Available in 18- and 24-inch models.
SWIVELLING OPTION
8 toro.com
Built on the same frame as the popular MB TX 2500 Tracked Mud Buggy, the new Toro Swivel Mud Buggy features a redesigned tub that enables it to
swivel 180 degrees, allowing users to dump materials anywhere between the 180-degree angle. For enhanced durability, the Swivel Mud Buggy also offers a thicker 3/8-inch polyethylene tub material. In addition, the swivel switch travels with the right-hand control handle, allowing operators to safely and efficiently operate the machine while simultaneously swiveling the tub. The Toro Swivel Mud Buggy can carry up to 2,500 pounds of material and the 25 horsepower Kohler Confidant engine delivers exceptional power to handle even the most challenging material handling applications. Additionally, the Swivel Mud Buggy can reach transport speeds of up to six miles per hour in forward and three miles per hour in reverse to efficiently transport material around the jobsite. In terms of durability, the rugged Endless Kevlar reinforced tracks are built for high performance and offer outstanding traction for a wide range of terrain. The unit also features an auto-return dump feature that eliminates the need for the operator to wait for the tub to return to the traveling position, increasing overall productivity. The model weighs approximately 1,575 pounds. and boasts an impressive 16 cubic feet tub volume.
FOR THE HALF-TON TRUCK MARKET
8 snoway.com
The Sno-Way 26V Series 2 snow plow is specially designed for the half-ton truck market, providing superior snow-moving capabilities. This eight-foot, flared wing V-Plow has a unique ground-hugger blade design that keeps the blade on the ground
and a patented MaxAdjust leveling system to enhance cleaning. It comes standard with a down-pressure hydraulic system, LED thermosensitive heated lights, an integrated curb guard, and the Energy Smart system. Wireless or wired Pro Control 2 Plus allows for easy one- touch button control.
SELF-PROPELLED AUGER
8 billygoat.com
The unit offers very high bit torque, lift assist struts and a patent-pending Z-Link for straight line drilling with limited repositioning for optimal functionality and one-person operation. Additionally, the AGR1300 features Billy Goat hydrodrive controls common to its sod cutter, aerators, over-seeder and brush cutters. Variable speed forward and reverse is standard and the drive is separate from the drill, eliminating the need to switch to drive or drill mode. A foot-operated spring-loaded parking brake on both rear wheels helps to stabilize the machine, and the rotating, lockable head makes it
easy for straight-line drilling. For easy transport to and from the jobsite or from hole-to-hole, the pivoting front casters and high-flotation rear turf tires make for seamless mobility. The rig fits through a 36-inch gate and fits in the back of a six-foot pickup truck with the bit on, eliminating towing. The unit comes standard with a 13-horsepower, 390-cubic-centimetre Honda GXV that powers a 10-GPM pump/motor package and produces up to 350 foot-pounds of torque. The equipment handles two- to 18-inch bits.
QUIET, COMPACT, STURDY
8 gcduke.com
The new RZ48R 82V rideon residential zero-turn mower is quiet, compact, sturdy and perfect for the homeowner who is seeking commercial-grade power and performance without the noise, mess of gas and oil or servicing of engines. Equipped with a 48-inch 10-gauge fabricated steel deck, sixteen cutting height adjustments, a seven miles-per-hour maximum forward speed and three 1.5-kilowatt brushless blade motors providing up to 13,582 feet per minute of blade speed for durable and reliable cutting performance. The equipment cuts up to 2.25 acres per charge. Available with optional electric takeoff enabling both powered and non-powered attachments.
POWER AND COMFORT
8 kubota.ca
The Kubota RTVX1100C is an ideal utility vehicle for clearing snow, hauling cargo, or tackling light property maintenance. With a 24.8 horsepower Kubota D1105 diesel engine and a climate-controlled cab, this model offers power and comfort in one package. Built like a tank, the RTV-X1100C’s integrated unibody frame provides an airtight, soundproof, rattle-free ride. The factory-installed cab comes standard with air conditioner, heater, and defroster. Its variable hydrostatic transmission enhances braking and control while also providing the torque for this machine to shine in any work setting. When installed with the optional K-Connect hitch and PTO driveline, the RTVX1100C can be equipped with a 66-inch-wide snow blower, a 66-inch wide sweeper, a 78-inch-wide V-plow for heavy duty applications and a 78-inch-wide straight blade for clearing snow. These implements are managed by an intuitive control system and PTO switch. With a rear towing capacity of 1,300 pounds and a cargo box that can take loads up to 1,102-pounds this tough workhorse is up to any task the user throws at it. It’s not just comfortable: the RTV-X1100C is built to last for many seasons to come, with serious durability and safety from its ROPS design, parking brakes and two-point retractable seat belts.
A TRACTOR FOR ALL SEASONS
8 steinerturf.com
This versatile articulated, oscillating, multi-use tractor is built for the most rugged situations. The four-wheel drive Model 450 provides uncompromising performance and versatility powered by a Kubota 25-horsepower diesel, 32 horsepower liquid-cooled gas or 37-horsepower Vanguard EFI gasoline engine. The Steiner has unprecedented manoeuvrability and stability on slopes due to its low center of gravity, wide stance, hydraulic weight transfer and traction boost system. Steiner’s convenient and easy-to-use two-point Quick Hitch system makes switching attachments virtually effortless. With no tools required, the user is on to the next task in minutes. With over 20 seasonal attachments, it can be used to mow, blow, till, aerate, dig, trench, push, pull and sweep, among other things.
EQUIPPED WITH ETC TECHNOLOGY
8 vanguardpower.com.
Vanguard announced that it will be the exclusive power provider of the new Wright ZXT zero-turn mower with the new Vanguard Big Block 40.0 Gross HP EFI ETC engine, featuring Vanguard’s all-new electronic throttle control technology. The ETC technology reacts instantaneously to any applied load from its environment to maintain power when the application demands. A flywheel speed sensor detects any change in speed and sends a signal to the throttle body, ensuring consistent engine speed and quality of cut. Featuring Vanguard’s Oil Guard System technology, the engine offers extended oil change intervals up to 500 hours. The easy-fill cap and integrated oil filter makes oil changes quick, toolless and clean. The new ZXT is available in multiple deck options. It also features 16-cubic-centimetre pumps and 18-cubicinch wheel motors along with a long travel suspension seat with six inches of range. These features, combined with the
smooth power of the Vanguard 40.0 Gross HP Big Block, provide operators with a comfortable ride without sacrificing cut quality or productivity.
A PORTABLE OPTION
8 conxequipment.com
Con X Equipment introduced its new X Air SC80 portable compressor. Mounted on a sturdy frame with pneumatic tires for easy portability, the SC80 compressor is equipped with a screw end, which is guaranteed for two years. Powered by a 24 horsepower Honda engine with automatic speed control and manual and electric start, the unit is also equipped with a detachable 5.5-gallon gas tank. The SC80 weighs 319 pounds. It delivers 80 cubic feet per minute at 100 pounds per square inch. This powerful compressor can also operate a 90-pound breaker to create a package for power and portability. Since most compressors rented for breaking only go out with one breaker, why put out a larger compressor when you don’t have to? The compressor’s versatility aside from breaking applications has
been proven through the myriad of uses encountered by those already renting the unit. It can be rented for sandblasting with up to a 3/16-inch nozzle for a variety of applications. Coupled with Con X Equipment’s 30-pound rock drill, prospectors even take the SC80 out in helicopters for applications in mountainous regions.
OPTIMIZE THE MATERIAL FEED
8 barretomfg.com
The Barreto 3107C chipper utilizes a series of load-sensing hydraulic valves to optimize material feed. As the load on the feed system increases, or as the
chipper flywheel slows, the feed rate will automatically slow or stop to allow the flywheel to maintain maximum RPM. The feed wheel and motor are mounted to a tensioned pivot-arm system. The arms pivot on heavy-duty composite bushings instead of the plastic wear slides used by machines of similar size.
CURVED ROLLER EDGES
8 brouwerkesmac.com
The new Brouwer BTR30 Pro heavy-duty walk-behind turf roller incorporates an advanced drive system. The new design includes a dedicated pump, a variable-speed directional valve and an external oil cooler. The stainless steel cooler dissipates heat faster and the replaceable oil filter insures clean oil for longer life. The BTR30 Pro is designed to live up to the demanding workload of the landscape contractor and rental
environment. It includes a heavy-duty traction drum, a power protection cover and is powered by a dependable 5.5-horsepower Honda engine. The edges of the roller are curved to avoid damaging soft turf. The long handle makes turning easy, even when the drum is filled with water. The BTR30 is ideal for the rental market because it is easy to operate, durable, carries low maintenance costs and is available with factory-direct pricing.
HOPE IS NOT A PLAN
Hold the line... the bottom line
by Adam Snook
I’ve been in and around the equipment rental industry for over 20 years, both as an employee, manager and owner. I’ve worked for Mom and Pop operations, helped set up locations for the largest industry players and grown my own multi-location operation. Whether working in the wash bay, delivering equipment, or repairing and selling equipment, I’ve enjoyed all of it. It really does get in your blood. There’s no better industry that I’ve found.
But I’ve been asked, “Why, if you enjoy the industry so much, are you not involved in it anymore?” multiple times.
The quick answer is that once you understand the financial aspects of the business, it loses its appeal as an investment.
New equipment has nearly doubled in cost in the last 20 years, while rates have remained stagnant or actually declined (and not on an inflation-adjusted basis). Wages, insurance, shop rent, service and delivery vehicles, maintenance, consumables – most
“Name me another industry whose costs have doubled over the past 20 years yet is still selling its products for the same or less.”
of these cost 1.5 to two times what they were 20 years ago, yet rental rates have remained stagnant or actually declined.
When you ask any independent rental operators why they’re renting their larger equipment out at 40 percent off of book
rates they’ll tell you that it’s the “big boys” destroying the rates. They say they don’t have any choice, and maybe they don’t. It’s tough to keep the lights on with aerators and paint sprayers going for the same daily rates as electric scissor lifts and 185 CFM air compressors.
When you ask the “big boys” why they’re renting equipment out at 40 to 60 percent off the book rates, first, you’ll get the “not me” reply. Then inevitably comes the “Well, the green guys are doing it.” When you ask the green guys, they’ll blame the blue and grey guys. Then they both blame the yellow guys. It always comes down to being told to get the job, no matter what.
What’s the point of having a rate guide if all you’re going to do is cut the prices in half? Twenty years ago, I was renting 45-foot articulated boom lifts out for $2,800 per month and I thought that was too cheap. Today I can get a 45-foot boom lift for $1,600 per month.
Can you name me another industry whose costs have doubled over the last 20 years, yet they’re selling their products for the same or less than 20 years ago, and still has companies in business?
Rental stores in this country need to develop a professional understanding of concepts like margin, markup and return on investment and understand that if their activities are not contributing to the bottom line, they are not worth doing. In this space, I’ll be offering some of my observations in hopes they spark a conversation about how we can do that better and still make money. CRS
Adam Snook owns JustBins, a Regina-based provider of waste disposal solutions. His background includes building First Choice Rentals, an Alberta-based equipment rental and oilfield service provider.
We created Women in Construction to promote gender diversity in one of Canada’s critical economic sectors. Women are playing an increasingly important part in all roles, from front-line positions to senior management.
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