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The day I knew this industry was not ready for digital. by Patrick Flannery 6 INDUSTRY
Report from the B.C. show, Ontario CRA tours Stanmore, Sunbelt buys Okotoks, Orion merges with White Water...
Your guide to Canada’s rental show.
Proper
There’s a lot to know when providing fall-arrest equipment with your rentals.
Five things to ask your software provider.
Here’s how to get your workers to wear their protective gear. by Jeff Thorne
Social media gets relevant
A few tricks can make social media useful...even for a rental person.
If you take a look at the cover of this issue, you will see that Canadian Rental Service is celebrating its 40th year in print in 2016. That’s an incredible run for a Canadian trade publication. I’m proud to say the magazine is still going very strong, and humbled to be one of the caretakers of such a long-standing institution in this industry. We’ll be putting out a special retrospective issue in October of this year – do contact me if you have any stories or ideas that you’d like to see included.
Probably the biggest change in the business world since Canadian Rental Service launched is the invention of the Internet and all its associated communication technologies. As industries go, it is safe to say ours is still not the most “connected” when it comes to digital and social media. I learned this soon after becoming editor of this magazine. One of my first tasks when joining Canadian Rental Service was to lead the promotion campaign for the 2012 Canadian Rental Mart. I was horrified at the time to discover that the show lacked a web page, a Facebook page, a Twitter account or any of the other shiny new digital communications channels that marketing people swoon over. I quickly set about rectifying all this and launched a blitz of email and online messages to stimulate interest in the event, in addition to the regular articles and ads that had always appeared in the magazine.
So it was quite disconcerting when, early in 2012, our sales manager, Ed Cosman, came to me saying that registrations were
Follow the Canadian Rental Mart Twitter feed for instant updates from show organizers, and share your photos and thoughts from the show with Canada’s rental community.
Wonder what’s new in rental-ready technology? canadianrentalservice. com posts product releases from major manufacturers for your browsing pleasure, conveniently categorized
by Patrick Flannery
unusually slow compared to prior years. I was baffled. How could all my efforts, combined with the things we had usually done anyway, actually be producing a decline in registrations? Ed, who had been in the industry for 25 years, had the answer. He suggested we send the paper registration form out to our readership list in a mass fax. To say I was skeptical would be an understatement. I hadn’t sent or received a fax for several years. I didn’t even have one hooked up in my office.
Ed was right. He sent out faxes and the registrations began pouring in.
Three years later, there is less digital disconnect, but I know many of you still view social media as a frightful waste of time. And for the most part you are right. Sifting through kitten videos on Facebook or scrolling past photos of people’s meals on Twitter is not an activity that is going to add anything to your bottom line. The promise of social media was that it was a way to cut through the general ocean of Internet chatter and deliver personalized content and connections. Instead, it has become its own ocean of white noise, full of useless messages you don’t have the time or inclination to wade through for anything useful.
Notwithstanding all of that, I’m going to go ahead and encourage you to give social media one more try with two specific suggestions that should enhance your ability to see what you want without wasting hours on stuff you don’t.
The first suggestion is to download a Twitter app to your phone (it is free) and follow a limited number of industry companies and people that might have interesting things to say (@CRSmagazine is a good one). I think Twitter is potentially one of the best of the online tools for business, because it essentially produces a list of personalized headlines like a news ticker from the sources of your choice.
The second suggestion is to turn on notifications on Facebook pages you like and use those notifications on your phone to tell you when something of interest has been posted. To turn on notifications, simply go to the Facebook page you want to follow and hover your mouse over the Like button. When you click on the Notifications option, you’ll be able to select what kinds of content will trigger a message on your phone. Then you can pick and choose when to look at a certain page without having to scroll through a whole timeline full of nonsense. CRS
NEW FACES FRONT AND CENTRE AT B.C. SHOW
The B.C. Canadian Rental Association put on another lively show at the Cloverdale Agriplex in Langley, B.C., last weekend. Over 100 attendees toured 40 exhibitors in a new venue – the much larger main Agriplex building. The effect was a more open and inviting show floor with improved sight lines. The show began on the Friday afternoon and ran through Saturday, ending with the CRA B.C. banquet on Saturday evening. Banquet-goers were entertained by Billy Bagpipes and heard speeches from Jim Clipperton of Nor-Val Rentals, the local president; Angie Venekamp of Rental Network, the B.C. national director; and Tim Ranson of Cat Rentals in Edmonton, the national CRA president. Awards were also handed out at the banquet. Husqvana won B.C. Supplier of the Year. Dale and Sally Benner of Rent-It! Canada in Sechelt, B.C., accepted Rental Store of the Year. This win was emotional for the Brenners, as they recently lost their long-time mechanic, Marv Wallance, to cancer. Angie Venekamp said farewell as national B.C. director. Steve Provost of United Rentals will be introduced as B.C. national director at The Rental Show in Atlanta. The show was well supported by sponsorships. Notable was the presence of United Rentals and Sunbelt Rentals as major sponsors, perhaps signaling a new interest in supporting the association from major national franchises.
ONTARIO CRA TOURS STANMORE EQUIPMENT
CRA Ontario held its January meeting last Wednesday evening at Stanmore Equipment, makers of the Load Lifter line of roughterrain fork trucks and telehandlers. About 50 members toured the Stoufville, Ont., facility, taking in the impressive Load Lifter parts warehouse and manufacturing facility that operates in tandem with Stanmore’s repair and rental operation. Many attendees expressed their satisfaction with seeing a Canadian machinery manufacturer enjoying such international success.The plant tour was followed by a buffet dinner then a very informative presentation by David Watt, chief economist for HSBC. Members learned that Stanmore has about 125 employees. The business was started by Hedley Thomas and a partner in 1962. Thomas bought out the partner in 1976 and has run it as a family business ever since. Hedley’s three sons, Donald, Paul and David, now manage the operation, with Dad still coming in regularly to interfere. Stanmore started as a small engine repair and turf equipment dealer, but moved into manufacturing after Thomas’ acquisition when he saw the need for a four-wheel-drive loader in the ‘70s. The company also offers scaffolding and lift rentals and has recently added the Magni line of cranes. The CRA visitors were impressed with the heavy build of the Load Lifter line, and the company’s willingness to customize orders for specific applications, for instance, a fork truck designed for chicken barns with a shorter mast. Watt’s talk was extremely educational, if rather depressing. He forecasts a deepening recession for the Canadian economy this year. He was highly critical of the Bank of Canada’s decision to not cut interest rates in the last two periods, saying commercial investment is now so reliant on the energy sector (40 per cent of all investment) that manufacturing and exporting in Ontario and Quebec will likely be unable to make up for the negative effects from low oil prices and a weak dollar. Worse for the rental market, a constellation of negative indicators now makes a correction to housing prices, with an associated slowdown in new home construction, likely. Watt asked for impressions of the business environment from the audience and was encouraged to hear that most rental stores are still seeing positive activity.
ROYAL OAK FEEDS NOW CARRYING U-HAUL
U-Haul has announced that Royal Oak Feeds has signed on as a U-Haul neighborhood dealer to serve the Simcoe, Ont., community. Royal Oak Feeds will offer U-Haul trucks, trailers, towing equipment, support rental items and in-store pickup for boxes. Royal Oak Feeds owner Mark Summerville says he is proud to team with an industry leader in do-ityourself moving and self-storage to better meet the demands of Ontario. U-Haul and Royal Oak Feeds are striving to benefit the environment through sustainability initiatives. Truck sharing is a core U-Haul sustainability business practice that allows individuals to access a fleet of trucks that is larger than what they could access on an individual basis. Every U-Haul truck placed in a community helps keep 19 personally owned large-capacity vehicles, pickups, SUVs and vans off the road. Fewer vehicles means less traffic congestion, less pollution, less fuel burned and cleaner air.
TS 420 & TS 500i STIHL Cutquik ®
The STIHL TS 420 is a light and convenient 3.2 kW cut-off saw with a 350 mm cutting wheel for use on all types of jobs. The innovative long-life air filter system with cyclone air routing ensures an extremely long filter service life and increases service intervals. Low vibration levels makes working with this model less strenuous.
The TS 500i is equipped with STIHL’s fuel injection technology which provides a simplified starting procedure - no choke, just purge and pull. It combines precision, efficiency and userfriendliness with cutting-edge technology. The X2 lowmaintenance air filtration system allows filters to enjoy a long service life and ensures effective engine protection. Its electronic water control remembers the last setting used - water flow adjusts easily while in operation and no water at idle. So you can focus on what matters most - your work.
QUALITY AT WORK FOR 90 YEARS.
For a remarkable 90 years, STIHL has been a world market leader and innovator in outdoor power equipment. German engineered products featuring the latest pioneering technologies make STIHL the preferred choice for professionals, by consistently providing uncompromising quality. STIHL products are only available at independent STIHL Dealers who provide personal advice and expert service. Thank you for the continuous support and for making STIHL the brand you can trust.
SUNBELT GROWS IN CANADA
Sunbelt Rentals has continued its expansion into Canada with the recent purchase Okotoks Rentals of Okotoks, Alta., on Dec. 31.
“Todd [Reidlinger], our old owner, is sticking around to help out Sunbelt for a few years,” reports operations manager, Justin Lorenowicz. “All the staff are sticking around, too.”
Okotoks Rentals was once known as Sheep River Rentals when Reidlinger’s parents bought the business in 1986. The company is very involved in the local community. They sponsor various local rodeo events and riders, are annual sponsors for the Light-Up Okotoks Fireworks Show and in 2011 won the Kayben Farms Scarecrow Charity Competition. Okotoks employs approximately 40 staff servicing customers as far north as B.C.’s Peace River district. The company is an all-purpose rental outlet with its main business coming from generators, heaters, aerial lifts and skid steers. It has a propane and fueling service as well, with a fleet of three propane trucks and four diesel fueling trucks.
“We were pretty busy before,” said Lorenowicz. “We have quite the clientele base, all the way up to Fort McMurray and Fort St. John.”
Lorenowicz added that being part of the Sunbelt Rentals of Canada network will be good for their customers with more outlets and fewer shipping costs. Sunbelt Rentals has made a number of acquisitions in Canada, including GWG Rentals, a six-location outlet in B.C. and Alberta, and the equipment rental branch of the Handy Group in Saskatoon, Sask.
NEW CEO AT MANITOWOC
The Manitowoc Company has named Barry L. Pennypacker as president and CEO of Manitowoc Cranes. Pennypacker will report to current interim chairman and CEO Kenneth W. Krueger. Larry J. Weyers, the current president of Manitowoc Cranes, will continue with the company as executive vice-president of Manitowoc Cranes.
“Barry brings a fresh perspective to the Manitowoc Cranes business. His results-focused leadership style has led the transformation of several complex businesses through continuous process improvements, which delivered significant operational and financial performance improvements and increased shareholder value. Furthermore, Barry’s deep industrial expertise, coupled with the successful execution of numerous lean initiatives throughout his career, makes him an excellent candidate to build on Manitowoc Crane’s leading market positions to return the business to growth and improved profitability,” stated Krueger.
Upon the execution of the previously announced spin-off of Manitowoc Foodservice, The Manitowoc Company, Inc. will change its name to Manitowoc Cranes, Inc. Pennypacker will then serve as president and CEO of Manitowoc Cranes and Krueger will serve as chairman of the board of Manitowoc Cranes. Most recently, Pennypacker served as founder, president, and CEO of Quantum Lean, a privately held manufacturer and supplier of precision components. Prior to that, he was president and CEO, as well as a director, of Gardner Denver, a manufacturer and marketer of engineered industrial machinery and related parts and services, from 2008 until 2012. During his tenure at Gardner Denver, he created a high-performance culture that delivered significant value for customers, employees, and shareholders. Prior to joining Gardner Denver, Pennypacker served in positions of increasing responsibility at Westinghouse Air Brake Technologies, Stanley Works and Danaher Corporation.
Pennypacker earned a bachelor of science degree in operations management from Pennsylvania State University and an M.B.A. in operations research from St. Joseph’s University.
NEW LINES FOR CAVALIER
Cavalier Industries has added several new lines in the last few months. At the B.C. show it was showing off its latest: Billy Goat lawn care products.
Billy Goat is based in Kansas City, Mo., and manufactures aerators, sod cutters, lawn vacuums and brush cutters.
Heatstar by Enerco has announced the signing of Cavalier Industries as sales representatives for the rental, specialty tool, industrial and construction markets across Canada. Since 1991, Cavalier has represented a line-up of respected, high quality brands in the portable heating, temporary power, portable lighting categories along with other tools used to provide site support equipment solutions.
Heatstar and DeWalt Portable Heaters are a natural extension of the product group and expertise Cavalier offers today. The Heatstar and DeWalt portable heater line-up includes direct and indirect-fired forced-air kerosene, forcedair propane, natural gas, portable radiant, and heavy-duty electric construction heaters.
According to Pete Donoghue, Enerco vice president of commercial sales and marketing, Cavalier’s sales representatives and customer service and management team are a great choice to represent Heatstar in Canada. Cavalier Industries has also announced a partnership with Canadian manufacturer DryAir. Both companies bring years of experience in temporary heating solutions. Combined, the two companies provide coast-to-coast support to their dealer network. DryAir was founded in 1994 to research and develop potential hydronic heating and cooling applications. The initial product launch, in 1997, was in the agricultural industry with the introduction of an innovative grain drying system.
Honda sets the standard for reliable, hard-working engines you can always trust to get the job done.
*Warranty applies to all Honda GX Series Engines, 100cc or larger purchased at retail or put into rental service since January 1, 2009. Warranty excludes the Honda GXV160 model. See full warranty details at engine.honda.ca. For optimum performance and safety, please read the owner’s manual before operating your Honda Power Equipment.
GX630 GXV690
GX160
THE BOOK ON SAFE BRUSH CHIPPING
The Association of Equipment Manufacturers (AEM) has produced a new brush chipper safety manual that outlines safe equipment operation, start-up and shutdown guidelines, and maintenance precautions for a variety of brush chipper machine types. Manufacturer members working through AEM’s Environmental and Reduction Equipment Council (EREC) provided content development and review, with input also provided by AEM’s Forestry Equipment Council. The manual is heavily illustrated with industry pictorials and safety messages are presented in clear, readable text to aid understanding. The information is intended to supplement, not replace, manufacturer operating manuals.
“Manufacturers design and build machines to enable the operators to work safely. The AEM consensus manuals are an additional industry resource to help reinforce safe operating practices,” said Tom Haley, product safety manager for Vermeer Corporation as well as past chair of EREC and current chair of North America’s ISO Forestry Technical Advisory Group.
“AEM consensus manuals are an excellent resource for tailgate safety programs and for use by equipment dealers and rental operations. AEM encourages their use as part of any training and education program for equipment operators,” said James Vos, AEM safety materials manager.
AEM safety manuals, videos, and related safety and training products are industry-consensus documents that provide a convenient and cost-effective way to provide safety information. The association initiated its safety-tools program 45 years ago to provide job-proven and time-tested suggestions for promoting safety-conscious attitudes and performance. Accident prevention is primary but benefits also include improved worker productivity and less equipment downtime for repairs.
WATER-HANDLING HOUSES FLOW TOGETHER
White Water Management and Orion Rentals have announced that the two privately-owned water management companies completed a merger on Jan. 1. “We are pleased to announce the merger and we are excited about joining forces with another industry leading water management company,” said Kris Cudmore, president of WWM. “We believe our combined expertise and resources will provide significant benefits to our clients in the form of increased capacity, improved project execution and operational efficiencies. We intend to leverage each other’s strengths to create a larger and more efficient company, further enhancing our service offering and execution in the field.”
The companies are both pioneers in the water management industry and have significant expertise in the safe and environmentally responsible sourcing, transfer and storage of water for oil and gas fracturing operations in western Canada. WWM is based in Grande Prairie, Alta., and primarily operates within northern Alberta, while Orion is based in Innisfail, Alta., and primarily operates within southern and central Alberta. The merger is intended to provide greater access to equipment and personnel and an expanded geographical footprint, resulting in increased capacity and logistical efficiencies, which will better serve client fracturing operations in the Cardium, Duvernay, Montney and Horn River shale plays. Together, the companies will employ over 130 personnel and maintain an equipment fleet consisting of over 100 km of water-transfer hose ranging in diameter up to 10 inches, over 100 pumps, over 90 acid tanks, frac ponds ranging in capacity up to 9,300 cubic metres and a variety of other oil field rental, hauling and support equipment.
COMING EVENTS
2016
March 4 - 5
Prairie Regional Trade Show Edmonton, Alta. 8 crarental.org
March 8 - 9
Canadian Rental Mart Toronto, Ont. 8 canadianrentalmart.com
March 22 - 23 Quebexpo Laval, Que. 8 crarental.org
April 7 - 8
Atlantic Heavy Equipment Show Moncton, N.B. 8 ahes.ca
April 11 - 17 Bauma Munich, Germany 8 bauma.de
April 14
CRA Manitoba Bowling Night Winnipeg, Man. 8 crarental.org
Landscape Ontario Congress Toronto, Ont. 8 locongress.com
Skyjack has consistently approached the issue of emission compliance with the knowledge that rental rates don’t just go up with emissions standards cost increases. The all new Skyjack TH range is engineered to require NO diesel particulate filter (DPF), NO diesel exhaust fluid (DEF), NO additional engine and exhaust sensors, NO complicated engine programming and computer logic, NO selective catalytic reduction (SCR) and NO other active exhaust after treatment on standard engines for Tier IV Final.
by TIM RANSON, CRA PRESIDENT
SQUARED AWAY PART 1
It’s time to think about safety around your shelves and racking.
All warehouse storage systems, both indoors and outside, at rental store locations must be installed, used, inspected and maintained according to the manufacturers’ specifications. Safe work practices and inspection criteria are based on steel storage racking and shelving. The general application for shelving and racking is to store materials and tooling to allow better access and reduce the clutter on the floor. Housekeeping in every active work zone may often be improved by utilizing the correct storage system, including shelving, for hand loading and lighter materials, with storage bins or pallet racking predominantly used for heavier, palletized loads.
Posts and beams are engineered to carry a specific capacity and must be installed correctly to ensure the safety of those in the work area. There are a few easily identified inspection points you should be aware of in your storage system. This is as simple as having an organized facility safety inspection on a monthly basis, with the proper storage of tools and materials as a continual observation point.
Tim Ranson is Environment, Health and Safety manager at Finning (Canada) / The Cat Rental Store in Edmonton, Alta. He has worked in the rental industry for more than 20 years. Tim sat on the ARA Trade Show Committee and the ARA Risk Management Committee and helped start its Professional Driver Improvement Program. He was also a speaker/panelist over the past three years at the ARA Rental Show learning sessions.
Other prime observation points for your storage inspection should consider capacity, structural integrity and proper storage of materials. Whenever changes are made, your inspector should check whether the racking is installed properly. The inspection should ensure racking is installed according to engineering reports and manufacturers’ instructions. Installation should only be carried out by workers who have received adequate training and are familiar with rack-assembly procedures. Storage racking for products on pallets should be designed specifically for the size, shape and weight of the products being stored. The racking design should be compatible with the pallets and the material-handling equipment in use within the workplace. Aisle width should match the turning circle of the forklift or other material-handling equipment used. Alteration of the uprights, bracings, beams or components, such as welding on additional components, should not be done unless supervised by a structural engineer.
Uprights, bracings, beams, clips or other components must be replaced using compatible parts. If compatible parts cannot be used, an engineering report should be obtained confirming the integrity and safe working limit of the racking using the alternative replacement parts. Due to recent changes to seismic engineering requirements, many jurisdictions now require that pallet racks be engineered and that installation instructions include end frames that are bolted to the floor and protected from damage. The integrity of a post in a racking system requires there be no damage and it stand 100 per cent plumb. If an end frame is damaged there is no way to determine at what point it might fail. If in your inspection you find the end frame has been compromised, the load on either side of the post must be removed until the damaged component can be replaced.
The safe working limit must be known and it is recommended to have the rated capacity in a visible location on the racking and including the manufacturer’s information. All loads should be evenly distributed between the front and back beams. If this cannot be attained, the load must be stored at ground level. Pallet racking systems are engineered to hold the load in an evenly distributed fashion – point loading will weaken the system and can cause a failure. Do not exceed the marked safe working limit for a unit load or the total load per bay of the racking. Boxes, cartons and other such items stored on pallets should not overhang the pallet. CRS
File a builder’s lien
by Deryk Coward
They aren’t just for general contractors.
Most of you probably think of builder’s liens in the context of construction projects, where a contractor isn’t paid and files a lien to protect its rights. This tool, however, may also be available to you as a rental company. A rental company does not even need to have a direct contract with the owner of the property that is the subject of the lien. In fact, you might not even know the identity of the owner. If available to you, a builder’s lien can be a very effective tool for collection of your bad debts.
Builder’s lien legislation varies from province to province. I practice law in Manitoba and therefore can only provide advice with respect to Manitoba legislation. If you are reading this article outside of Manitoba and want further information and/or legal advice in connection with a potential builder’s lien issue, you should consult with a licensed lawyer in your own province. In other jurisdictions, a builder’s lien can go by a different name, such as a “construction lien.”
In general terms, a builder’s lien can provide those who supply labour, services and/or materials to a property with certain rights that are not otherwise available to general creditors. It can secure a claim for payment on work completed or on materials and labour supplied to a property. A builder’s lien becomes a formal charge against title to the property involved, and thereby allows the lien claimant the ability to secure payment for work done or materials and labour supplied to the property.
Because a builder’s lien is registered against the title to the property, at least the following three things generally occur. The property owner will be notified that there is a lien against its property. The owner quite often does not even know that you haven’t
paid, and this triggers immediate positive results. Also, the property owner will not be able to easily sell the land, as a potential purchaser will usually insist on receiving the title free and clear from all liens. Finally, the property owner’s ability to obtain financing using the property as collateral will be severely curtailed, as most financial institutions will insist on the lien being paid prior to advancing loan proceeds.
As noted above, the legislation dealing with builder’s liens varies from province to province. One thing that is common throughout the various provinces, however, is the fact that there are strict timelines that a lien claimant must adhere to in order to ensure the proper registration of a builder’s lien. Failure to adhere to these strict timelines (the actual number of days and technical requirements vary from province to province) can be fatal to a particular claim.
There are additional requirements that must be completed by a lien claimant, both before and after a lien is filed, in order to secure and maintain the proper registration of your builder’s lien. These requirements should be discussed with your lawyer.
Once you know the time deadlines which apply in your province, you should set up a system on your computer which automatically forces you to consider whether you want to file a lien (say, within five days of the expiry of your right to file). One of the factors to consider would necessarily include the amount of money involved.
As builder’s liens are very technical in nature and vary from province to province, I would strongly encourage you to seek out and retain the advice of a lawyer entitled to practice in your jurisdiction. No legal advice in connection with any particular matter was offered in this article. CRS
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.
Upcoming Trade Shows & Events
Prairie Regional Trade Show
March 5th, 2016 at Edmonton Expo Centre, Edmonton, AB
Trade Show Giveaway! $1000 will be awarded to a member on the morning of the show this can be spent with any of the show sponsors!
Join us on March 4th for the Friday Night Social Event!
CRA Ontario Awards Banquet
March 8th at the International Plaza Hotel, Toronto, ON
Join us as CRA Ontario celebrates this year ’s awards recipients for their contributions to the Rental Industry in Ontario. Entertainment after dinner!
Returning this year will be the tabletop design challenge a chance for the Party and Special Event sector to show the industry what a banquet could look like if the party segment were making the decorating decisions
Quebexpo
March 22 & 23, 2016 at Place Forzani, Laval, QC
Join us for Cocktail Hour on March 22nd from 6:00 8:00 pm!
CRA Quebec Annual Meeting & Breakfast 8:00 am March 23rd at Place Forzani
BEFORE THE FALL
Providing fall-arrest equipment is a complex, but necessary, task.
Falls are a major cause of injury and death in the Canadian workplace, and the vast majority of these accidents are falls from heights – even though the height may be no more than two or three metres.
by JACK KOHANE
“Most of these injuries and deaths have happened because fall protection and fall arrest equipment was either missing or not used,” says Mark Elias, spokesman for the Infrastructure Health and Safety Association. “The IHSA likes to stress the importance of trying to eliminate fall hazards altogether through prevention methods and equipment, which can incorporate rental equipment.” Fall protection strategies, notes Elias from his Mississauga, Ont., office, can include moving the work location to a place where the fall hazard no longer exists (for instance, build the roof on the ground and hoist into place, or move to at least two meters from an unprotected edge). Other elimination possibilities include covering floor and roof openings, and using signs and warning barriers. “What we want is to raise awareness of the fact that falls are still a leader in workplace fatalities, especially in the construction sector,” Elias emphasizes.
In Ontario alone, according to the Ontario Ministry of Labour, every year about 20 people die due to falls in workplaces. Other workers suffer critical injuries such as broken limbs, cracked ribs and head injuries. Each year there are about 17,000 lost time injuries due to falls in workplace. “Same level falls” like slips and trips account for 65 per cent of all fall-related injuries. Falls from heights that range from a few centimeters to 120 stories account for 35 per cent of fall related
injuries and many of the work related deaths that occur in the province.
“As for fall protection or fall arrest system components, the brand or kind is not the important part, what is critical is that each component is CSA approved: full-body harness, lifeline, lanyard with energy absorbers and connecting devices like rope grabs,” counsels Elias.
Fall arrest systems (as distinct from fall restraint systems that keep an employee from reaching a fall point, such as the edge of a roof or the edge of an elevated working surface), are used where it is not practicable to use guardrails or travel restraint systems and the worker is exposed to a fall to a lower level. The system must be designed to prevent the worker from hitting the ground or any object or the surface below the work area.
The system is typically composed of an anchor point, connectors, a body belt or body harness and may include a lanyard, deceleration device, lifeline, or suitable combinations of these. The entire system must be capable of withstanding the tremendous impact forces involved in stopping or arresting the fall. Fall arrest systems must not subject the user to a fall arrest force greater than eight kilonewtons or 815 kg. The forces increase with the fall distance due to acceleration such that a person without protection will free fall four feet in 1/2 second and 16 feet in one second, so the system should not allow the worker to fall freely more than five feet. This system must also bring a
IN PRODUCT DESIGN
We
IN PRODUCT TESTING
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IN COMMITMENT TO THE INDUSTRY
We
Photo Courtesy of Classic Events & Parties, Des Moines, IA and Ultimate Events, Plymouth, MN (Photographer: J Johnson Photo)
FEATURE
worker to a complete stop.
“We focus on the A-B-C’s of fall arrest, ” says Jeff Thorne, manager of Training and Consulting at Occupational Safety Group, headquartered in London, Ont. “These are: the anchorage or anchor connector, the body harness and the connecting devices.”
There are three main types of anchorages: permanent fixed, temporary and structural supports. Permanent fixed anchorages must be able to support 5,000 lbs per user attached. A full-body harness is an arrangement of straps designed to distribute the arresting forces of a fall mainly to the sub-pelvic area. Harnesses are designed to keep the worker upright after a fall, even if he is unconscious, until rescue can be made.
Connecting devices typically include lanyards and lifelines. A lanyard is a flexible line of rope, or strap made from synthetic material or stainless or galvanized steel that is used to secure the body harness to a deceleration device, lifeline, or anchorage connector or anchor. Lanyards or lifelines may be equipped with snap hooks, carabiners or rope grabs. Locking snap
hooks and carabiners are designed with springloaded locking mechanisms. The snap hook cannot open unless the locking mechanism is depressed, providing an extra layer of protection against accidental opening. Carabiners lock using a twisting action to protect you. While these are in use, always double check that they are closed and remain securely closed before applying weight, or using them for fall protection.
Self-retracting lifelines are broken down into
Type 1, 2 and 3 categories. Type 1 is 1.5 to three metres in working length, is lightweight and can attach to the body. Type 2 is greater than three metres working length, is too heavy to be worn on the body and must have a visible load indicator. Type 3 is the same as Type 2, except it incorporates a rescue winch into the design. These lanyards must lock when tension is applied and release when free.
“Fall-arrest products are a good fit for the rental service business,” insists Thorne. “But
HAUL WITH 900D
an individual who supplies any machine, device, tool, or equipment under any rental, leasing, or similar arrangement for use in the workplace has a responsibility to ensure the machine, device, tool, or equipment is in good condition and maintained in good condition.” Some provinces also require the supplier to give directions respecting the safe use of the machine, device, tool, or equipment. “ In other words, for rental companies that rent elevated work platforms and provide harnesses and lanyards with them, they must ensure that they are in good condition and they are CSA approved,” he continues. “Prosecutions of suppliers for occupational health and safety violations don’t happen very often, but they do happen.”
A key aspect in fall prevention is training. There are equipment suppliers and training organizations that will provide training to rental store workers who can then train customers to use the equipment properly. The Occupational Safety Group Inc. has delivered over 50,000 safety courses to more than 400,000 employees. “It’s all about workplace safety, and everyone needs to know how best to achieve it,” Thorne urges.
Workplace safety is the business of Capital Safety, a global leader in fall protection and fall arrest technologies, with North American production facilities in Mississauga and Red Wing, Minn., offering more than 20,000 available SKUs, including such top-notch brands as DBI-SALA and Protecta. “We understand complex work environments in construction, general industry, transportation, and wind energy,” says John Fuke, Capital Safety’s technical services manager for Canada. “Falls can be prevented. Workers aren’t falling because they are clumsy, careless or accident-prone. Workers are falling because of poor workplace conditions. And we often consult with rental store owners on what they can recommend to their customers in industry and consumers in terms of products made for specific jobs.”
When does it make sense to rent fall arrest equipment? It could hinge on how long the equipment is needed and if the equipment is being used for a single job. “If you only need this equipment for a ‘one time’ job, owning a particular piece of equipment can become a liability rather than an asset,” Fuke cautions. “One-off jobs are times when the rental service entrepreneur can make the case for a client to rent fall-arrest gear. Renting
prevents unnecessary capital investment for your customer, and can be the crucial bridge to completing a project while other equipment is being serviced or repaired. Renting fall protection helps to spread the costs over the length of the job. This is a helpful option to point out to a customer if their cash flow is a concern.”
As for liability issues, Fuke says it is
everyone’s concern. “It is important that the supplier knows the equipment, the correct usage, and stocks a trusted brand.” He urges rental service owners get the training and expertise in this category to be the go-to rental source in their community. “Train your customers on the gear, or refer them to where they can get that training to help ensure workers’ safety.” CRS
BE READY FOR ANYTHING INDOORS
OR OUTDOORS
The new Genie ® Z ™-60/37DC all electric boom lift has 4-wheel drive, and can climb 25% faster than typical diesel powered units. With up to 45% gradeability and all-terrain foam filled non-marking tires standard, you will be ready for anything – indoors or outdoors. WATCH NOW AT GENIELIFT.COM/Z60
CHOOSING RENTAL SOFTWARE
Think about the future when choosing software.
Rental management software is an investment with a potentially high rate of return if chosen properly. While it may seem quicker to choose a low cost, basic system now, this decision won’t give you the greatest returns of lowered operating costs and time savings. Many rental stores that choose the basic software now, end up needing to make a second investment in a more robust system only a few years later.
by POINT-OF-RENTAL SOFTWARE
Just like a rental store, a software company’s product is only as good as the service that comes with it. Make sure your provider will help today, tomorrow and years from now.
How then do you avoid making this common mistake? Below are five suggested questions to ask before choosing a software company to help insure that you receive the best returns on your investment.
1. IS THE SOFTWARE SCALABLE AND WILL IT SUPPORT YOUR GROWTH ON EVERY LEVEL?
The saying, “What doesn’t help you, ultimately hurts you,” is true even in the software industry. Growth is pertinent for any business. While certain software companies and packages may support your business now, how will they do in several years? Any
software that doesn’t support company growth will ultimately be a detriment to your future potential. Having the ability to easily track information such as maintenance costs, missed opportunities and customer information can provide you with valuable information for managing costs and encouraging growth opportunities.
2. HOW OFTEN ARE THERE UPDATES TO THE SOFTWARE?
A business will have limited capabilities if its software isn’t expanding technologically along with it. We live in a technical age with innovations
START IT UP
surfacing daily, and if your software isn’t ahead of the technology curve, you’ll fall behind the competition. Before choosing a software company, we recommend that you research how the company has grown in the past. Has it shown innovative advances? Is it on the cutting edge of technology and has this been a consistent trend in its history? With an industry as complex as rental, you can’t be performing at your best while your software isn’t.
3. HOW CUSTOMIZABLE IS THE SOFTWARE?
The reality is that businesses range in all shapes and sizes, and cookie cutter software will not allow you to run your company to its full potential. There are many features that are unique to individual markets, such as deliveries and setup crews for the event industry, automatic meter-reading and updated billing on heavy equipment, or service fees for portable toilets. A onesize-fits-all software won’t allow you to run efficiently if the feature set is solely designed for a general rental business. Being able to fully customize the software and add features as your company expands will allow you to keep operational costs low and provide you with full range to dictate how you run your business.
4. WHAT LEVEL OF SUPPORT CAN YOU GET?
Have you ever called a company to receive help, been placed on a long hold, and then transferred to a call center where no one understands your needs? The rental industry
is a complex business with many moving parts. Having access to support whenever you need it is an important facto,; though having support how you need it is often overlooked. You should seek a software supplier with a support team that has behind-the-counter rental experience, extensive software training, computer expertise and rental knowledge.
5. HOW TRANSPARENT IS THE COMPANY?
Many companies will say almost anything to secure your business. So how can you distinguish between those who can stand behind their word and those who are only after your money? One suggestion is to ask for the full customer list. Any company can find a few customers that they can get to sing their praises, but what about all of them? Asking for a full customer list will allow you to do your own research and determine how straightforward the company really is.
ABOUT POINT OF RENTAL SOFTWARE
Listed by Inc. 5000 as one of America’s fastest growing private companies, Point of Rental offers smart, scalable software products to fit the unique demands of rental and inventory management. Headquartered in Grand Prairie, Texas, the company was founded in 1983 and today provides award-winning rental management software to thousands of companies worldwide. To learn which Point of Rental software product is right for your business, visit point-of-rental.com.
CANADIAN RENTAL MART
PREPARE FOR TOMORROW TODAY
Now is the perfect time to ready your business for recovery.
Some might say it’s a rotten year to have a show, but we here at Canadian Rental Service beg to disagree. Yes, oil prices have hit historic lows and Alberta, Saskatchewan and Newfoundland are feeling the pinch.
Yes, manufacturing in Ontario and Quebec has been slow to pick up the slack with new jobs and new investment. Yes, real estate observers in the big urban markets are more worried than ever about a housing price correction. And yes, the economy is technically in recession. Some people might look at this as a time to batten down the hatches and stay home, peeking fearfully out the store window in hopes that opportunity will take a wrong turn and come wandering down their street. But we know that Canadian rental operators are made of sterner stuff than this. Slow times, uncertain times, are the times to shake things up, find new sources of revenue, get out among your
business network and dig hard for the key information and contacts that might spark growth in the future. Even if today is not the day to invest and take on risk, you need to be ready when tomorrow comes. That is what the Canadian Rental Mart is all about – getting you ready to take full advantage of every opportunity your market has to offer. To that end we offer:
TEN REASONS TO COME TO THE SHOW IN A DOWN
10
The bottom of a business cycle is the time to invest time and money in improving your company’s ability to take advantage of future opportunities. There’s no better place to do that than the Canadian Rental Mart.
YEAR
You have nothing else to do. Your counter person has stacked all the pads according to amount of paper left and cross-indexed the pens by colour and fine-tip versus ballpoint. You keep picking up the phone, but the ringing you are hearing is only in your ears. Time to get out of the store.
9
All your friends are there. You haven’t had a chance to talk to So-and-So from ABC Rentals in a long time. Do they have a new line you could re-rent? Maybe they have tried that new software you are thinking about. Maybe they want to sell. The Rental Mart is the place where all the good conversations happen.
JCB is the third largest manufacturer of construction equipment in the world. In fact, we are the world leader in the manufacture of backhoe loaders and telescopic handlers. But neither of these facts mean a thing unless we help your rental business make money.
As a family owned business, we are big enough to compete, yet small enough to care about your business and how the JCB brand can help you grow it profitably. JCB has a wide range of productive, rental ready equipment, backed by a manufacturer’s warranty and supported by a nationwide dealer network, with strategically located parts facilities across the country for on demand delivery.
And when it comes time to replace equipment, you can count on strong residual values from your JCB fleet. Position your rental business for growth by making the switch to JCB today.
SIMPLICITY
We are your single source partner for machines, parts and service. Our unique vertical integration means it’s a JCB through and through.
With an innovative no DPF Tier 4 Final engine solution, customer productivity is not lost to meet emissions requirements.
With over 300 dealer locations and a dedicated field based staff, help is just a phone call away.
Extended service intervals, strong factory warranties and national parts availability let you focus on profitability.
DURABILITY
With rental specific designs that focus on high wear areas and include many reinforced major components, JCB is rental tough.
JCB COMPACT EXCAVATORS
Industry leading serviceability.
JCB SKID STEER & TRACK LOADERS
World’s safest. Unique side entry.
JCB TELESCOPIC HANDLERS & BACKHOE LOADERS
World’s best selling. Invented and perfected by JCB.
CANADIAN RENTAL MART
8
Deals, deals, deals. When times are tight, suppliers get desperate. Now’s your chance to get them all together in one room and let them battle it out for your business.
7 Toronto can be cool. The Raptors and Leafs are playing. Have your kids been to the new aquarium yet? There’s a new rail link from the airport to downtown that lets you move back and forth between the show venue and all the attractions without sitting in traffic. Maybe you can avoid going to Disney this year.
6
Prevent your employees from going “boom.” The Rental Mart is offering free training on safe fuelling of propane heaters by Fuels Learning Centre, courtesy of L.B. White. They can get their ROT certificate now, so they don’t have to do it later when you are busy.
7
Face your fear of heights. It’s the law – Ontario workers operating scissor lifts must have training from a qualified instructor. Haulotte has generously supported the Rental Mart and Occupational Safety Group in offering free scissor lift training that will give your employees documentation recognized by authorities in Ontario and other jurisdictions.
6
License and registration, please. It’s hard enough to make a buck when your propane deliveries get there on time. Avoid hassles with the Ministry of Transportation by attending MTO sergeant Hank Dubee’s Q&A on the new regulations for transporting hazardous materials. Reason enough to step out of your vehicle and head into the Rental Mart.
5 Take stock of your situation. Business may be slow, but how does
that affect your company’s value? Alex Shteriev of Beacon Corporation is a mergers and acquisitions expert who can show you how to properly value your business and understand how your assets add up when banks and buyers look at it. Maybe things aren’t as bad as you think...
4 Learn new tricks. There’s a new online service coming to Canada called KWIPPED that is going to let people wanting to rent equipment browse an online marketplace to find the best deals available near them. Threat or opportunity? You be the judge after seeing KWIPPED CEO Robert Preville’s Rental Mart seminar. Think of it as Expedia for rental.
3 Eat, drink and make merry.
The Ontario Canadian Rental Association will host its annual banquet at the International Plaza hotel across from the Rental Mart on the evening of March 8. Where else can you sit down for a sumptuous dinner and a night of entertainment with dozens of industry leaders for just $80 a head? Hey, you might win the 50/50 draw and pay for the whole evening!
2 Find your store’s future. The Rental Mart is where top suppliers roll out their best and newest for the Canadian rental market. Here’s where you will find that key technology that could ignite your stagnant local market. Here’s where you can find that niche item that will take your business into new revenue streams you never thought about before. Here’s where you can make your fleet better, stronger and more cost-effective to drive your bottom line.
1 It’s free. Free admission, free parking, free seminars, free training – even free cookies, courtesy of RDSI. Hey, even the gas to get there is practically free these days. In an environment where everyone is watching costs, you can’t afford to miss this opportunity to take advantage of so much business benefit for so little.
See you at the Rental Mart. CRS
EXHIBITOR LISTINGS
A.E. Sales Booth# 201
#23B-7471 Edgar Industrial Bend Red Deer AB T4P 3Z5 Phone: 403-391-6450
Alert Management Systems Booth# 214
19 S. Tejon St., Ste. 206 Colorado Springs CO 80903 Phone: 719-457-7162
Atlas Copco Booth# 701
Construction Equipment Canada 1025 Tristar Dr. Mississauga, ON L5T 1W5 Phone: 416-509-7231
Atlas Polar Company Limited Booth# 216 60 Northline Rd. Toronto, ON M4B 3E5 Phone: 416-751-7740 Ext. 360
Bartell Family of Companies Booth#113 375 Annagem Blvd. Mississauga, ON L5T 3A7 Phone: 905-364-4184
Big Ass Solutions Booth# 705
6300 Northwest Dr., Unit 3 Mississauga, ON L7V 1J7 Phone: 905-364-4277
Brandt Tractor Ltd. Booth# 607
8035 Esquesing Line Milton, ON L9T 5C8 Phone: 905-693-0771
380 Courtneypark Dr. E., Unit B Mississauga, ON L5T 2S5 Phone: 905-696-7490
Two powerful solutions.
No matter what the need of your customer, Husqvarna’s K 760 and the more powerful K 970 power cutters, are the perfect solution for most jobs. The K 760 boasts the lowest vibrations, below 2.5 m/s2, on the market and both feature a fuel-sipping X-Torq® engine. The K 970 features a more powerful 6.4 hp engine, perfect for highway or demolition work. To see more features, visit www.husqvarnacp.ca
Groeneveld CPL Systems Booth# 110 8450 Lawson Rd. Milton, ON L9T 0J8 Phone: 800-263-1760
HeatStar by Enerco Booth# 724 4560 W. 160th St. Cleveland, OH 44135 Phone: 800-251-0001
Weber MT, Inc. Booth# 612 45 Dowd Rd. Bangor, ME 04401 Phone: 207-947-4990
Western Financial Group Booth# 1117 201-600 Empress St. Winnipeg, MB R3G 0R5 Phone: 800-665-8990
Western Global Booth# 124 290 Quarry Rd. Milford, CT 06460 Phone: 866-814-2470
Woodbridge Equipment Booth# 314 Parts Inc.
7075-7 Tranmere Dr. Mississauga, ON L5S 1M2 Phone: 905-673-8969
SAFE SCISSOR OPERATION
Pat Lipscombe of Occupational Safety Group will train attendees on all aspects of scissor lift safety in this free, hands on, four-hour program.
Course participants will receive a record of training recognized by provincial labour authorities confirmed they are trained in scissor lift operation. By the end of the day participants will be able to:
March 8
10:00 a.m. to 3:00 p.m
Rental Mart show floor, Toronto Congress Centre
Presented by: Occupational Safety Group and Haulotte
Cost: No charge. First come, first served.
Limited space available. Register: canadianrentalmart.com > Training
• Identify hazards associated with scissor lifts
• Demonstrate the proper use of controls
• Complete a pre-operational inspection
• Explain safe operating procedures
• Demonstrate proper shutdown and park procedures
• Discuss fuel source hazards
COURSE OUTLINE Introduction
• Aerial work platforms used widely
• Highly versatile and hazardous
• Operators are responsible for operating safely
Objectives
• Identify hazards associated with scissor lifts
• Identify proper use of controls
• Complete a pre-operational inspection
• Discuss safe operating procedures
• Demonstrate proper shutdown and park procedures
• Explain fuel source hazards
• Types of scissor lifts
• Self propelled elevated work platforms (scissor lifts)
Hazard Identification
• Electrocution hazards
• Tip over hazards
• Fall hazards
• Collision hazards
• Crushing hazards
• Personal injury hazards
• Battery hazards
• Propane, gas and diesel hazards
Legislation and standards
• CSA Standards that apply
• CAN/CSA-B354.1- Portable Elevating Work Platforms
• CAN/CSA-B354.2- Self-Propelled Elevating Work Platforms
Devices and operating controls
• Self propelled elevated work platforms (scissor lifts)
• Control mechanisms - self propelled elevated work platform controls (scissor lift)
• Hazards may have to be avoided/ considered including
• Operational safety precautions
• Park position
Safe fueling
• Gasoline and diesel
• Liquefied petroleum gas (LPG)
• Battery
• Proper personal protective equipment
Course summary and test
Practical driving test
About Occupational Safety Group
Focused on providing relevant and accessible health and safety compliance training and consulting, OSG is one of the leading private health and safety providers in Canada.
About Haulotte
Free scissor lift training at the Canadian Rental Mart is made possible by Haulotte. Haulotte is one of the world’s largest manufacturers of trailer-mounted boom lifts and light-weight self-propelled boom lifts, along with selected models of electric scissor lifts and telescopic booms.
Cancellation policy
Due to the high level of interest in the training courses, spots in the sessions will be allocated on a firstcome, first-served basis. Students who do not attend their registered session will be invoiced the course fee of $250 per registered spot. This policy is in place to encourage course registrants to attend the session and take full advantage of the trainers time and the course’s capacity. CRS
CRA ONTARIO BANQUET
RELAX AND ENJOY
The CRA Ontario banquet is a chance to enjoy the company of your peers.
The Canadian Rental Association of Ontario will host its annual banquet at the International Plaza hotel across from the Rental Mart on the evening of March 8. As always, it will be an opportunity for rental people to relax together, enjoy some good food, drink and entertainment, and recognize the achievements of their neighbours and friends.
TABLETOP DESIGN CHALLENGE
CRA Ontario has once again taken advantage of all the great expertise in Ontario’s party and event rental industry to host the Tabletop Design Challenge. Ontario’s party rental stores are hotbeds of talent when it comes to choosing colours and creative centrepiece designs to set just the right tone at an event, and the CRA Ontario banquet is the place where they can show it off. Member stores wishing to participate can download an entry form at craontario.org. The winner will be profiled in and upcoming issue of Canadian Rental Service
AWARDS
The CRA Ontario will recognize excellence in the rental industry with its traditional awards presentation. Nominations for awards are open at craontario.org. Awards will be handed out for:
• Image Award - General Tool/Construction
• Image and Innovation Award - Party and Special Event
• Rental Professional of the Year
• Supplier of the Year
• Region Ten Person of the Year
ENTERTAINMENT
Entertainment at the banquet will be provided by Mat Gauthier, an impressionist singer with a truly remarkable range of voices and tones. In his online promo video he swings effortlessly between Tina Turner, Rick Astley, David Lee Roth, Neil Diamond, John Fogerty and many, many more. Plus he’s funny.
Of course, the banquet will have its usual collection of prize draws and the 50/50 ticket raffle, giving members a chance to go home with more than they brought in.
Ontario party and event rental houses will throw down once again in the Tabletop Design Challenge. The winning company will be profiled in Canadian Rental Service!
The CRA Ontario banquet is open to members and non-members alike. If you have not been involved with the association lately, it is a great chance to come out and get caught up. CRS
When: March 8
Where: International Plaza hotel
ballroom (across Dixon Road from the Rental Mart)
Social hour: 6:00 p.m.
Dinner: 7:00 p.m.
Awards and entertainment to follow dinner
RENTAL MART SEMINARS
THE KNOWLEDGE YOU NEED
The Rental Mart gives you a great chance to get informed on key issues.
The 2016 Canadian Rental Mart features an expanded education program with three educational seminars presented by top industry experts. In a change from previous years, this year’s seminars will take place in the comfortable confines of Sketch Cafe at the Toronto Congress Centre, just off the show floor itself. Admission to Rental Mart seminars is free to registered attendees. Don’t miss them!
EXPEDIA FOR RENTALS: HOW TO EXPLOIT THE EMERGING ONLINE MARKETPLACE
MARCH 8: 9:00 TO 10:00 A.M.
ROBERT PREVILLE, CEO, KWIPPED
With online marketplaces like Travelocity and Expedia, consumers today are accustomed to shopping and comparing services with unprecedented efficiency and minimal effort. Based on that same logic, KWIPPED has developed a B2B equipment rental marketplace that connects renters to suppliers and streamlines every aspect of the rental process. KWIPPED technology matches rental need with supply inventory available through a global network of marketplace suppliers.
Join us as KWIPPED CEO and renowned entrepreneur, Robert Preville, discusses the genesis of KWIPPED and how this new marketplace is poised to evolve the process of sourcing and renting equipment.
MTO Q&A: WHAT YOU NEED TO KNOW ABOUT NEW RULES FOR TRANSPORTING DANGEROUS GOODS
MARCH 9: 8:00 TO 9:00 A.M.
SERGEANT HANK DUBEE,
ONTARIO MINISTRY OF TRANSPORTATION
Sergeant Hank Dubee, an enforcement officer and dangerous goods instructor from the
Ontario Ministry of Transportation, will bring you up to date on recent changes to Ontario’s Transportation of Dangerous Goods Act. The Act governs transportation of fuels such as propane, so Sgt. Dubee’s talk will have critical importance for most rental houses. Sgt. Dubee will also take any questions on the Act, or regarding commercial motor vehicle regulations in Ontario generally.
FOR WHAT IT’S WORTH: BUSINESS VALUATION AND SUCCESSION PLANNING FOR MAXIMUM RETURN
MARCH 9: 9:00 TO 10:00 A.M.
ALEX SHTERIEV, MANAGING DIRECTOR, BEACON CORPORATION
Succession planning as an independent business owner is a process that starts with a proper business valuation. Knowing the market value of your business, as well as estimating correctly proceeds from a possible sale is imperative in making a decision how and when to sell a business. Veteran mergers and acquisitions professional, Alex Shteriev, will show you how to correctly evaluate your company’s worth and lay out some strategies for protecting that value through transitions.
Alex Shteriev, MBA, CBI, is managing director of Beacon Corporation, a business brokerage and merger and acquisition advisory firm based in Toronto. CRS
Robert Preville
SGT. Hank Dubee
Alex Shteriev
The Rental Mart is Canada’s showcase of the best new equipment for the rental industry. Here’s a preview.
PRODUCT SHOWCASE
IT’S VERTICAL
BOOTH: 107
8 doosanportablepower.com
Doosan Portable Power will show off its two brand-new light tower models with vertical masts: the LSV 6 and LSV8. The all-new LSV 6 and LSV 8 vertical light towers are designed for simple operation and rugged dependability. Engineered with the most demanding customers in mind, the LSV 6 and LSV 8 can provide 82 hours of high-quality light to any jobsite. Four 1,000-watt metal halide lamps are easily raised and lowered via a vertical winch or optional hydraulic actuator. LSV series light towers are powered by a Tier 4 Final compliant Kubota engine and alternator package, ensuring reliable light and power when you need it most. The LSV 6 and LSV 8 can be equipped with numerous oil-field options, making them the ideal small-body light tower package for all oil and gas applications. The compact body design and unrivaled convenience make the LSV vertical light tower a solution for most lighting needs.
UNRIVALED AIR FLOW
BOOTH: 705 8 bigassfans.com
Rental customers said they wanted a portable fan big enough to provide serious airflow but small enough to go wherever they need a breeze, indoors or out. Big Ass Fans has delivered with Black Jack. Designed with versatility in mind, Black Jack and its two-meter frame fits through standard interior doorways and plugs into any 110V power supply, drawing less power than a toaster – only seven amps at top speed. Black Jack moves air up to 36.5 meters, yet it’s so quiet it won’t drown out nearby conversations. The attractive, matte-black finish makes it perfect for events such as weddings, festivals and other outdoor
events where comfort is necessary, style is appreciated and silence is golden. It’s also ideal for athletic facilities, construction sites and tight corners just about anywhere. Arriving fully assembled, Black Jack is a plug-and-play air movement solution. Just roll it off the pallet, plug it in and cool down. Black Jack is also wet rated, so it can be hosed down for easy cleaning. The 10-foot power cord extends versatility and mobility while the gearless directdrive motor keeps Black Jack quiet and energy efficient. It comes standard with indoor/outdoor wheels with rubber tread and the variable-speed controller offers fully adjustable airflow. Locking wheels keep Black Jack in place even at top speed. The steel frame and cage provide protection in the toughest environments.
PROTECTS FINISHED FLOORS
BOOTH: 625
8 tiresocks.com
TireSocks knows that if you don’t have the right equipment you can’t get the job done on time. That’s why they created the TireSocks line of products with construction people in mind.
IN STOCK ACROSS CANADA!
TireSocks core product are TireSocks protective heavyduty fabric covers for the wheels and tires of construction equipment that will prevent any scuffing or scratching of finished flooring. They fit snugly around the wheel making sure no rubber meets the floor. Users can operate equipment safely without concern of tire damage to a floor that has already been finished. TireSocks have several advantages over similar products currently on the market. They are easy to install, don’t slip off the tires, and self-centre as the equipment drives. A heavy-duty upgrade is also available for increased durability on longer jobs and larger machines. For an additional benefit, customers can have their company logo screen printed on their TireSocks at no additional cost. TireSocks ships orders the same day, every day.
EXTRAORDINARY VERSATILITY
BOOTH: 119 8 multione.ca
The MultiOne range of machines and attachments is the best compromise between performance and operation economy, which stands out in the market for its innovation, technology and design. MultiOne machines are a great help to all maintenance works, farms, landscapers, DIYers, and small building sites. One individual MultiOne machine adapts quickly and easily by replacing its many attachments. They offer extraordinary versatility for everything customers need to meet all requirements, thanks to over 170 different attachments serving many applications including agriculture, green care, maintenance, construction, landscaping, excavation and forestry. MultiOne machines feature a sturdy articulated frame with a central joint that allows maximum manoeuverability in very narrow spaces as well as excellent stability on very rough grounds or on slopes. Four-wheel drive ensures ultimate grip even on difficult terrain and conditions while the self-locking differential (DBSdynamic block system) is useful to operate on soft grounds while avoiding damage to them. MultiOne is equipped with a double-H telescopic boom with reach of 10 feet, which conveys extreme resistance and keeps the load close to the vehicle, thus allowing great lifting capacity. Technology ensures an easy controllable power thanks to user-friendly controls, quality technical solutions for high performance and maximum reliability.
LONG RUN TIMES
BOOTH: 401
8 multiquip.com
Multiquip will introduces new gasoline-powered generators for Canada at the Canadian Rental Mart. Multiquip generators have a proven history of dependable service within the construction and equipment rental industry. The GAC-Series represents the newest addition to its lineup of gasoline-powered generators. These generators are designed to withstand the rigors of the roughest environments and feature tubular steel frames, shock-mounted engine cradles and control panels. Models are available producing outputs of 2.5, 3.6, six and 9.7 kilowatts.
The generator windings are brushless, 100 per cent copper and provide excellent voltage regulation. All GAC-Series generators meet CSA electrical requirements. GAC-Series generators are powered by a durable Honda GX-Series engines and include low-oil shutdown. Large capacity steel fuel tanks provide long run times on the job site.
FOUR AERATORS IN ONE
BOOTH: 505
8 rdsi.ca
Rick Darche Sales will feature the “four-in-one” Air-Ject aerator at the Canadian Rental Mart. Aeration encourages roots to grow deeper by increasing the oxygen supply to the root zone for healthy green grass.
The Bannerman BA-4 Air-Ject aerator is a commercial-grade self-propelled, walk-behind aerator. The spiker tine is used for surface aeration. The Air-Ject can now be fitted with a total of four different types of tines: core, slitter, fracture and spiker. Its compact size allows for easy and safe operation in confined areas, and less operator fatigue. The new tine reel assemblies allow for smoother operation and more holes per square yard. Ballast weight bars maintain maximum penetration and balance. The Air-Ject features a roll-around handle design with a safety clutch and Easy Roll pneumatic tires.
CUSTOMER RESEARCH MADE EASY
BOOTH: 214
8 alert-ims.com
Rental stores can survey customers with virtually no expense with Alert Automatic Customer Surveys. They can design their own questionnaires or link to a popular free service, such as Survey Monkey. Automatic Customer Surveys are a great way to enhance a store’s image, improve customer service and encourage repeat business.
Wallenstein CR is the new commercial grade brush chipper designed for tree service contractors, arborists and municipalities with a need for powerful and reliable equipment. Start your season by contacting BROOKS CONSTRUCTION EQUIPMENT today.
“How did we do?” – is
there a more important question to ask customers? Alert Automatic Customer Surveys will encourage customers to rate a store’s performance as well as respond to promotions or follow-up offers. Surveys can be batch-sent daily, weekly or on any schedule based on selection criteria, such as date range, customer type, or transaction size. Rental stores can use either SMS (text messaging) or e-mail to send surveys. When using e-mail, stores can attach coupons, thank-you letters, and other promotional material timed to follow up a recent transaction. When linking to a free web-based survey service such as Survey Monkey, customers can respond instantly, right on their smart phones. Survey Monkey will help compile the survey responses and provides metrics to help evaluate performance. Alert Automatic Surveys offer a chance to go paperless. Stores already sending post cards and follow-up letters or conducting customer satisfaction surveys by hand, will appreciate the many saved hours and higher efficiency of this totally integrated solution.
ADDED VALUE
BOOTH 212
8 frost-fighter.com
The IDF XLT Series includes all the value-added features of Frost Fighter’s standard IDF Series and adds more value by including a 60-U.S. gallon double-wall environmental spill-containment fuel tank that offers up to 24 hours of continuous run-time before re-fuelling. Available models include the 350-11 and 500 oil/diesel.
All Frost Fighter heaters can accommodate either pinlock or belt-cuff-style duct to provide maximum attachment flexibility. To provide protection against freeze-up issues due to cold/harsh weather, the IDF XLT Series can be fired with an optional heat recovery system to provide peace of mind and eliminate nuisance service calls while enhancing fuel efficiency.
MORE RECEPTACLES
BOOTH 707
8 hy-cor.com
Hy-Cor is a national supplier of temporary power and lighting equipment, specializing in small and medium sized power distribution. Its 50-amp distribution systems provide more receptacles for 15and 20A/120V supply for power tools and lighting. Custom units can provide 20, 30 and 50 amps in 240-volt receptacles for pumps, heaters and specialty equipment. All products are certified for use in Canada and readily available with many types and styles of cordsets to ensure proper voltage levels. Hy-Cor now offers a rental option for many types of 50-amp distribution systems.
AMMANN COMPACTION
BOOTH 101
8 amman-group.com
C.E.S. Construction
Equipment Solutions will be displaying light compaction equipment from the Ammann Company. Founded in 1869, the Ammann name has become synonymous with quality and reliability. Many rental operations currently using the Ammann product are impressed with the low cost of ownership as well as the reliability of the products. C.E.S.
Construction Equipment Solutions will be displaying several pieces of light compaction equipment including singledirection plate compactors, rammers and reversible plate compactors. On display will be the Ammann model APH6530 fully hydrostatic reversible plate compactor, producing over 14,500 pounds of centrifugal force with a triple-shaft exciter. This unit also features the Ammann ACEeco compaction control. The ACEeco system continuously monitors the degree of compaction achieved and the maximum feasible compaction. This allows the operator to stay informed at all times of their compaction progress. State-of-the-art manufacturing techniques and engineering assure that the Ammann product will give the rental operator many years of reliable and profitable rentals.
FRESH EDGE IN MINUTES
BOOTH 101
8 dosko.com
Dosko’s 337-13HC is its most popular stump grinder. Powered by a Honda GX390 with a Cyclone air cleaner, it features a unique side-discharge frame that pushes cuttings out and away while grinding for easier cleanup. A five-position handlebar makes operation easy and comfortable. At just 32 inches wide, the 337-13HC fits through narrow pathways and gates with ease. Reliable 500 Series Greenteeth may be rotated in three, 120-degree increments for a fresh cutting edge in minutes. Heavy-duty belt and idler bearings are easily accessible with the removal of two easy-to-reach bolts. Belts require less tension resulting in less belt vibration and slipping, which reduces excess load to the engine and cutter wheel bearings, increasing engine and bearing life. Other features include an oil shutdown sensor, a direct belt drive and a 14-inch diameter cutting wheel. An optional tow package is available.
www.schaeferventilation.com
SPECIAL COVERAGE FOR RENTAL
BOOTH 1117
8 crainsurance.ca
Western Financial Group Insurance Solutions, in partnership with the Canadian Rental Association, is the provider of a specialized insurance program with risk-management services for CRA members across Canada. It specializes in helping Canadian associations, buying groups, and independent businesses save money while providing the right level of coverage through specialized group insurance programs. The mission is to help rental stores with insurance needs and help reduce insurance costs. The following insurance coverages exclusively designed for CRA members are now available: property, rental equipment off-premises, liability, business interruption, crime, equipment breakdown, equipment re-rental and theft by conversion.
SAFE, SIMPLE, SECURE
BOOTH 818
8 broadfence.com
Broadfence is a premium temporary fence specialist. It offers two great options for temporary fence rentals: Select panels and Elite panels. Broadfence Select panels are lightweight and easy to handle, highly visible, strong and secure. Broadfence Elite panels are premium quality, heavy-gauge and fully galvanized offering excellent stability and enhancing the look of a jobsite. Elite panels can also be upgraded with custom-branded plates to feature the rental store’s logo. Broadfence’s fencing solutions are safe, simple and secure. Construction or event sites can be protected with a system that is simple and quick to install. The team at Broadfence is happy to assist with fence purchases. They carry an extensive inventory supply and provide rapid delivery methods.
SAFER DIAMOND BLADE
BOOTH 1119
8 stardiamondtools.com
When looking for a diamond blade, contractors are usually looking for a mix of economy, production, and convenience. Star Diamond Tools has developed a blade that meets all those criteria, but also takes into account operator safety. The Cool Core combination blade features an exclusive steel core design that keeps the blade operating much cooler than other blades. When diamond blades overheat, they lose their tension, start to wobble and then jam in the cut. This can result in the blade breaking up or losing a segment, which then becomes a flying projectile. The exclusive Cool Core design dramatically increases the amount of air flow cooling the blade which significantly reduces its chance of overheating. The Cool Core combination blade also features a fast-cutting 15 mm high-alternating laser-welded turbo segment that will cut most construction materials such as concrete, asphalt, brick and block. CRS
Versa-Kool® Tent Fan
Americ® Confined Space Ventilator and Ducting
Versa-Kool® Drum Fan
Readers may request the literature item featured in this review.
Simply contact the company directly using the phone number indicated to request their latest brochure(s).
NEW RENTAL CATALOG
A new catalog of drain cleaning tools designed for the rental industry is available from General Pipe Cleaners. The catalog illustrates both rental tough power drain cleaners and professional drain cleaning equipment with automatic feeds to clear clogged drains from 1-1/4” to 10” in diameter. General manufactures a full line of drain cleaning equipment, high pressure water jets, video pipe inspection and location equipment, and pipe thawing machines. www.drainbrain.com 800-245-6300
GENERAL PIPE CLEANERS
• Dri-Eaz Dehumidifiers, Blowers and air conditioners
• OztEc concrete Vibrators Paper Shredders - ceiling grinders
• JENNY air compressors & Pressure Washers
• tErraMitE compact loaders backhoes & Street Sweepers
You can eliminate some reasons why workers fail to use P.P.E.
There is no guarantee that providing workers with top-quality personal protective equipment will ensure that it is properly used and worn, when and where it is required. In the past, the look and style of the equipment outweighed the form, function and intended use of the equipment. If it looked good, workers were more apt to wear it. Manufacturers over the years have spent time to see that personal protective equipment now looks good, works well and assists the worker in finishing the day safely.
In my career, failure to wear required P.P.E. is something that has been observed on a regular basis and has been cited as one of the top workplace safety issues. There can be many reasons for non-compliance, but let’s keep things simple. We all make mistakes. You may have a top-notch personal protective equipment program where the P.P.E. provided protects the worker from the hazard. The worker has been trained on the limitations, selection, fit, and use of the P.P.E., and they may personally identify with the need for the P.P.E. Workers may have the best of intentions but when the heat is on, frustrations exist, fatigue factors are at play or complacency sets in, we make errors, take short cuts, or we may simply forget to put our P.P.E. on.
So how do we get workers to wear P.P.E.?
If your organization requires personal protective equipment, you need a comprehensive P.P.E. program. This starts with hazard identification. Hazards need to be correctly identified and assessed, and factors that may cause workers (rushing, complacency, fatigue etc.) to remove their personal protective equipment need to be identified. Next is hazard control. Prior to implementing P.P.E., everything reasonable must be done to eliminate or control the identified hazard at the source, as personal protective equipment is typically seen as the last option.
Training is a key factor in getting workers to wear their P.P.E. but the training can’t just focus on the equipment itself. Training must be provided on why P.P.E. is required, and the training must extend beyond regulatory compliance factors.
Training needs to focus on the hazards and identified risk potential, the fact that it is a condition of employment to use and wear it and it should focus on the personal reasons for wearing it. These reasons may include being able to maintain the same quality of life to be there for your family and your co-workers.
Training must also be provided in what the worker is required to wear, and for what type of tasks. It must also include how to correctly wear the P.P.E. Discussions during training must be centered on inspection of the equipment, how to put it on and how to take if off, as well as requirements for storage and cleaning. The training should include theory and hands-on – this will yield the best training results. It is important for workers to be part of the equipment selection process. Their input can be invaluable when it comes to choosing the correct equipment.
Organizations must have set standards for P.P.E. use, outlining responsibilities and accountabilities for those required to use and wear it. Managers and supervisors play a key role. They must support the standards, set daily examples, and constantly communicate and reinforce the need for personal protective equipment. They must also evaluate standards through formalized auditing and walkthroughs. Daily and weekly audits provide management the opportunity to evaluate conformance to standards. Audits will identify non-compliance issues requiring coaching and enforcement, and they are a great opportunity to commend positive behaviour and performance.
Finally, a P.P.E program must be constantly evaluated to account for changes to products or material, process, equipment and machinery, or anything that may have an effect on P.P.E.
Educated, trained workers with the best of intentions will make mistakes as a result of personal factors that result in non-compliance and potential injury. Having a comprehensive P.P.E. program that accounts for hazard identification and control, effective and specific training, with written standards that are supported by management, will get you moving in the right direction. CRS
