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Serving the Canadian rental industry for 44 years.
www.canadianrentalservice.com
4
EDITORIAL
Welcome Tara Jacobs, mistress of the Big Event.
6
INDUSTRY NEWS CRA splits with ARA...Doosan buys Bob-Cat...AEM likes trade deals...
16
THE ENTERTAINERS
MIke Wood’s journey from on stage to back stage at Ottawa Special Events.
Event rental experts weigh in with their predictions for 2020. 16 6 22 27
22 LOOKING FORWARD
10 2019/2020 CANADIAN RENTAL RATE REPORT
27 EVENT RENTAL SHOWCASE
Top new products to make your fleet sparkle.
12 AT YOUR SERVICE
Having set high expectations, make sure your service meets them. by Russ Dantu
26 THE BIG EVENT
Five reasons I’d rent from you. by Tara Jacobs
30
SAFETY FIRST AND LAST
Be aware of your jurisdiction’s requirements for event safety. by Patrick Flannery
Bring focus to events
Some thoughts on focus in events, both here and at your company.
Hello, event rental people, it’s nice to speak to you again. I know we spill most of our ink here in Canadian Rental Service talking about issues related the equipment rental side of the industry, but rest assured we know what an important and vibrant sector party rentals are. Our March issue has traditionally been dedicated to event rentals, and this is one of those. But, going forward, we are going to try to serve the party sector better with a regular column called The Event so there is at least some event content in each issue.
Please welcome Tara Jacobs, who will be writing the new column. Tara has been our event director here at Annex Business Media (our publisher) for the past seven years. In that role, she and her team organize and promote events for 50 Canadian trade publications, in markets as diverse as electrical contracting, cannabis growing, chiropractory, architectural glass, manure management (it’s a shit show!), pizza restaurants and aviation. And, yes, she’s the brains behind the Canadian Rental Mart and all the exciting new things going on with our big event (Oct. 20 - 21 at the International Centre in Mississauga, in case you’d forgotten).
Tara has kindly agreed to share some of her insights and experiences in the event industry with us. You’ll be able to get the most valuable perspective of all from her column: that of your customers. She’ll be talking about what works and what doesn’t in planning and staging events. She’ll mention trends in decor, technology and event structure that are interesting to her as someone who does this for a living. She’ll talk about her experiences with renting event products and services and how that has worked out. I know Tara’s contributions will give you lots to think about and many great ideas for how to improve your business. Where she’s finding time to write these columns is a
ON THE WEB:
How to find Counter Talks
There are a few places to find our new Counter Talks podcast. Links are in the podcast section of canadianrentalservice.com. You can also find it in the Annex Business Media channel on Soundcloud and other podcasting services.
by Patrick Flannery
mystery to me, but I’m trying not to ask too many questions.
Under Tara’s direction, our company has vastly expanded our involvement in events of all kinds and we seem to be talking about them as much or more than we talk about the various communication channels. I’ve said for years that as more and more of our interaction takes place via screens, a hunger grows in people for the opportunity to get together face-to-face. That trend is only accelerating in every industry Annex covers. We see that when we host an event in any market, the interest and connection to our magazines and digital channels grows. I wonder if there’s a common principle there for your business. Have you ever tried getting your customers together for a barbeque, open house or sporting event? Obviously sponsoring and showing a presence at existing community events is something we all find beneficial and gratifying. And if you’re in the event rental business yourself, well, you know how to put on a show people are going to want to attend.
With all the thinking and working on events I’ve done lately, I’ve found one word coming back to my mind over and over again: focus. The most successful events I attend or host these days seem to share the quality of having a singular niche focus both in content and in the structure. I was recently at the Concrete Expo in Mississauga, where I ran into several rental friends. The name says it all – this one’s for the concrete industry and nothing else. But the show has grown massively in only three years and was well attended again. It’s not hard to see why. The focus might be narrow, but it’s deep. You’re only going to see concrete-related suppliers, but you’re going to see most of them, and over a range of equipment and products that address just about everything to do with concrete. The other element of events that seems to benefit from focus is the structure. One day, easy registration and access, small footprint, in and out. The sprawling week-long conference with show floors, seminars, meals, awards, evening entertainment, side trips, golf tournaments and so on seems to me to be on the way out, or at least restricted to the very largest continental shows. So my advice, when thinking about events for your business or your customers, is to look for the focus. CRS
CRA SPLITS FROM ARA
The American Rental Association and the Canadian Rental Association have announced the CRA will split off into an independent organization. This is a major change for the association, which has been considered Region 10 of the ARA for 50 years. In a letter to members, CRA president, Dan Spencer, said the CRA will become an independent organization at an unspecified date in “late spring” 2020. Until then, nothing will change and memberships renewed during that time will be effective for both the ARA and CRA for the entire year. After that time, payments and renewals will need to be processed for each association separately. The CRA will continue to partner with the ARA as a member of the Global Rental Alliance. Access to CRA Insurance will be unaffected. As to why the move was made, Spencer explained that association research showed fewer than 10 per cent of Canadian members were taking advantage of ARA services. He also pointed to the benefit of the CRA being able to collect dues in Canadian funds and retain 100 per cent of them for its own use.
AGF ACCESS SOLD
BrandSafway has signed an agreement to acquire AGF Access Group, headquartered in L’Assomption, Que., with two manufacturing sites in Canada and 24 branches across North America. Focused on renting, selling and manufacturing vertical access products through its own branches and an independent dealer network, AGF Access Group provides turnkey solutions for both small-scale as well as multibillion-dollar commercial construction and refurbishment projects.
“This is an exciting opportunity for us to partner with a leader in motorized access equipment, enabling us to grow our market presence in mast climbing, suspended access solutions, elevators and building maintenance units throughout North America,” said Dave Witsken, president of energy and industrial at BrandSafway.
“With a dedicated team of engineers, a strong distribution network, world-class manufacturing and experienced leadership, AGF Access Group will bring great value to BrandSafway. As a combined entity, we will be able to provide an even wider range of access solutions.”
AGF Access Group includes four divisions, two product groups – Hydro Mobile and Winsafe –
and two successful rental units: AGF Access (which includes recent acquisitions IEQ, Jamco Construction and Noxxent) and Hydro Rents.
“We’re thrilled to be joining the BrandSafway team,” said Vincent Dequoy, president of AGF Group. “We look forward to working together to leverage our complementary businesses for growth. AGF will be able to expand its mast climbing and suspended access business throughout North America and provide more services and products to existing customers as well. This is an exciting time for AGF, our employees and our customers.”
“Our combined customers in North America will benefit from specialized knowledge in vertical access, a broader range of solutions and greater depth of expertise,” agreed Witsken. “Together, we can deliver custom and highly efficient access and scaffolding solutions for commercial, infrastructure and industrial projects.”
DOOSAN HERDS ‘CATS
Doosan Bobcat has announced it has completed its acquisition of Bob-Cat Mowers and the Steiner and Ryan brands of grounds maintenance equipment from Schiller Grounds Care.
“We are pleased and proud to welcome the Bob-Cat, Steiner and Ryan team members into the Doosan Bobcat family,” said Mike Ballweber, president of Doosan Bobcat North America. “We are bringing great people and strong brands into our organization to help further grow our business and reach more customers and markets.”
Doosan Bobcat announced the agreement in December, including the Johnson Creek, Wisc., manufacturing facility. Approximately 200 employees at the manufacturing facility and members of the distributor and dealerdirect field sales and technical support teams will join Doosan Bobcat.
“A dedicated group has been working on the integration plans, and we are excited about what our expanded team and new brands will accomplish together,” said Ballweber. “This will position Doosan Bobcat to offer a broader range of quality products and solutions to our dealers, distributors and customers.”
Doosan says the investment is part of its long-term, strategic growth initiatives in addition to demonstrating its long-term commitment to employees and the communities in which it operates.
NEW CFO AT TOROMONT
Toromont Industries has announced the appointment of Michael McMillan as executive vice-president and CFO. He replaces Paul R. Jewer, who is planning to retire. Jewer has agreed to stay on to assist in the succession and other strategic initiatives. McMillan is an accomplished CFO with more than 25 years of financial experience, including controllership, planning, mergers and acquisitions, and investor relations. He also brings a strong capital market and risk management background. Most recently, he served as senior vicepresident and CFO of Parkland Fuel Corporation. There, he was a key member of its executive management team during a period of significant strategic growth. McMillan is a chartered professional accountant and holds an MBA from the University of Calgary.
“We are very pleased to welcome Michael to Toromont,” said Scott Medhurst, president and CEO. “Michael is a proven business leader with strong strategic acumen, financial expertise and operational focus. He will be a valued member of our team as we continue to execute on our long-term strategy.
“We extend our deep gratitude to Paul for his dedicated service and contributions over the past 14 years,” Medhurst continued. “Paul has had a distinguished career providing critical stewardship as the company was transformed by some of the largest strategic events in Toromont’s history. He played a key role in the 2011 bifurcation of Enerflex Systems and the 2017 acquisition of the Caterpillar territories in Quebec and the Maritimes. Over the years, the financial industry has recognized Paul’s contributions, consistently ranking him as one of Canada’s top CFOs. Management and the board of directors of Toromont thank Paul for his dedicated service and contributions and look forward to his assistance ensuring a smooth transition.”
WAJAX BUYS NORTHPOINT
Wajax has announced it has acquired all of the issued and outstanding shares of Calgary-based NorthPoint Technical Services for $18 million. NorthPoint was formed in 2018 as a national electro-mechanical services provider and serves a broad range of resource and industrial customers. Specializing in the repair of rotating industrial equipment, including motors, generators, gearboxes, switchgear, transformers, pumps, fans and turbines, NorthPoint operates nine branches across Canada and employs approximately 177 people. Northpoint’s branches are located in Grand Prairie, Alta., Calgary, Regina, Winnipeg, Kirkland Lake, Ont., Sudbury, Ont., Sarnia, Ont., Moncton and St. John’s, Nfld.
“We are extremely pleased to welcome NorthPoint and its team of dedicated professionals to Wajax,” said Mark Foote, president and CEO of Wajax. “The addition of NorthPoint gives our ERS platform strengthened national coverage, complementing the expanded footprint we acquired with Groupe Delom in 2018 and allowing us to better serve our customers. We continue to view ERS as a critical part of our growth strategy as it is expected to enhance our EBITDA margins, requires a lower total working capital investment when compared to our distribution businesses and further enhances our overall value proposition to new and existing customers.”(1)
Paul Crawford, CEO of NorthPoint, stated, “Partnering with Wajax provides our team with a significant opportunity to grow our volume nationally, leveraging Wajax’s extensive sales, marketing and customer relationships. Combining with Wajax offers customers a national partner for all their ERS needs and sets us apart in the marketplace.”
COMING EVENTS
March 9 - 12
The Special Event Las Vegas, Nev. thespecialeventshow.com
March 10 - 14
ConExpo/ConAgg Las Vegas, Nev. conexpoconagg.com
March 13 - 15
St. John Home Show St. John, N.B. stjohnhomeshow.ca
March 24 - 26
CGA Excavation Safety Conference Palm Springs, Calif. commongroundalliance.com
April 23
IPAF Summit London, U.K. ipaf.org
June 16 - 18
Canada Farm Progress Show Regina, Sask. myfarmshow.com
Oct. 20 - 21
Canadian Rental Mart Mississauga, Ont. canadianrentalmart.com
Oct. 21 - 23
GIE Expo Louisville, Kty. gie-expo.com
2021 Feb. 11 - 12
Canadian Concrete Expo Mississauga, Ont. canadianconcreteexpo.com
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
The Cross-Canada Rate Report is provided to Canadian Rental Service as a free service to the Canadian rental industry. Rate data shown are national averages generated by quarterly surveys of over 400 Canadian rental stores. For in-depth analysis, subscribe to the Counter Talks podcast featuring discussions with analyst, Adam Raimond. See canadianrentalservice.com for details.
Number of rental companies:
Number of stores:
Number of rates collected for the 10 subtypes in 2018:
Number of rates collected for the 10 subtypes in 2019:
106,115
107,014
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AT YOUR SERVICE
Meeting expectations
Beware gaps between what you promise and what you deliver.
by Russ Dantu
Ilook at businesses that rent equipment and Air BnB rentals as very similar in the way they should take care of their businesses. Case in point: We just got back from a little three-day getaway close to our home. The place showed extremely well on their website and the price was fairly reasonable. When we got there, we saw a beautiful space, with an amazing view and it was tastefully decorated. We also saw a lot of deficiencies as we moved around the condo. Little things, or “the basics” that would have made a big difference to our stay…and a few larger things that needed to be taken care of.
The little things, or basics, were items like some dirty pots and pans – not filthy but not cleaned properly, either – in the cupboard. Cheap cooking utensils including only one spatula that had a permanent 90-degree bend where the face of the spatula was. A chipped glass lid that could slice someone if they didn’t notice it when removing it from the cupboard. An ice machine that didn’t work but two empty ice cube trays sitting in the freezer that should have been filled. A wine glass with a big chip in it. An expired park pass to Banff National Park even though they said it was included. A community hot tub that was out of order but no one told us until after we arrived. A TV that had Netflix only and no cable. Taps that were dripping. Doors and drawers that didn’t sit right.
The larger items were the bathrooms and kitchen looking quite old, maybe even original, in a 20-plus year-old building and a note saying, “If you open the windows, they will likely come off the track as there is a malfunction in them and you will have to remove the screen and put them back in the track.”
The difference between us having a good time and a great time was all in the way it was presented and then how it actually was.
With this in mind, are you being honest and truthful about what you offer? Does your web -
site show an amazing list of rental equipment? Are your Google reviews all high ratings? The rental business offers many challenges with keeping items in good working order, in making sure they are cleaned after each rental, and in making sure we are upgrading our equipment when it needs to be retired.
We all want to get as many rentals as possible out of our equipment. Once it’s been paid for, every rental offers that much more profit, but when we’ve rented it five, 10, 15, 20 times more than the price we paid for it, we need to take a close look and see if it’s time to reinvest. This obviously depends on what type of rental equipment we are looking at. Obviously a knife and fork will last a lot longer than a tent, and a jackhammer might burn out more quickly than a generator. Whatever is your specific rental market, these are always the things we need to be aware of and address when it’s time.
The smaller things are a lot easier to handle and should be addressed in a regular discussion with our staff. Making sure our rental items are clean and in good service should be a no brainer. When people return rental items, are your staff taking the time to really check them over or quickly going through the motions of putting them back on the shelf for the next rental? Is your showroom looking great or less than desirable? Are your washrooms clean? Are your staff all wearing logoed uniforms and acting in a friendly, professional manner? Are they greeting the customer properly and then thanking them for their business?
Sometimes we need to get back to the basics. It will pay big dividends with keeping your customers not only happy, but also coming back. 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.
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ON STAGE TO BACK STAGE
Mike Wood made the move from rock star to rentals.
The more you talk to Mike Wood, the more you realize he has indeed lived a rock-and-roll life. No stranger to the entertainment and events world, Wood is co-founder and chief marketing officer for Ottawa Special Events.
by LINDSEY McCAFFERY
Working at Ottawa’s Algonquin College has proved a boon for OSE, enabling Wood to offer his best students jobs with the company. They work “like crazy,” Wood says.
Ottawa Special Events is a multi-awardwinning event rental company specializing in the production of large-scale trade shows, concerts, conferences, festivals, galas and more. But before OSE was even a thought, Wood was on a quest to be a rock star.
As a teenager, Wood had one dream. “I desperately wanted to be Axl Rose,” he admits. “So, I walked into the largest studio here in Ottawa, said ‘I want to make a demo tape.’”
Interestingly, the person who made Wood’s demo ended up being Wood’s eventual business partner at Ottawa Special Events, Peter Gilroy. But first, Wood’s life took a series of unbelievable turns.
Over the next few years, Wood would experience many milestones no ordinary person does.
He was discovered by the legendary radio D.J. Casey Kasem; released his own music through Warner/Elektra/Atlantic; and toured for over 10 years as a guitar player performing with the likes of Vince Neil of Motley Crue, Buckcherry, Kansas, and Everclear.
Among other highlights, he was the American Idol Insider for Fox in the U.S., has been a music industry analyst on Canada AM, and even penned a best-selling book on Amazon.
In 2007, Wood decided to quit the band and return home to Ottawa to care for his mother.
“I remember thinking ‘What will I do when I get home?’ and literally the next morning, there was an email from Algonquin College, asking if I would be interested in teaching as part of their new music program,” he says.
Having built a friendship with Gilroy over several years, the two of them also started up a music company, partnering with Universal. Wood also began working at Algonquin as a professor, which he still does to this day.
One night in 2009, Wood and Gilroy decided to also get into the event rentals business.
“Peter had been doing live sound at Italian Week and invited me along and we were inspired as we looked around seeing all kinds of rental items like tables and chairs and staging,” says Wood. “I went home and bought ottawaspecialevents.com for eight dollars.”
Claiming that URL was an instant boon for business. A self-proclaimed “Google nerd,” Wood ensured the site was optimized for search engines. Within three weeks, ottawaspecialevents.com had the coveted top rank on Google — and large events like Capital Pride were contacting them.
“The first thing we ever rented was generators, but we didn’t have any inventory at the time, so I went to Home Depot, rented the generators and doubled the rental price for the client,” says Wood. “I was so worried they would be stolen, I sat next to them all night.”
Their next request was for 400 chairs, so Wood called a local party rental store and got a percentage off the order.
“The phone started to ring so much off the freaking hook that we realized we couldn’t do the music company as well as events — but events seemed more profitable and popular, and we began to realize we were really onto something,” says Wood.
By the end of 2011, Ottawa Special Events had acquired enough gear to fit a 10-by-10-foot self-storage container.
That’s when they got a call from a company in Los Angeles, Calif.
“They wanted to know if we wanted to bid on the NHL All-Star Game, which was coming to Ottawa in 2012,” he says. “Google had made it look like we were this enormous operation, and it was just three of us — me, Gilroy and an admin person! But you know how they tell you to always say yes, and then figure things out later? That’s what we did.”
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PROFILE
CONTINUED FROM P.15
They won the contract, and provided furniture, televisions and lighting, as well as their own audio technicians.
“We also had to custom-build some leg extenders to get the bar for the event up to 42 feet. Sparks were flying as we were cutting through that steel!”
As OSE’s reputation grew, so did their inventory. The eventually moved to a permanent space with 13,000 square feet. It wasn’t long before the team also rented out the warehouse next door, giving them another 18,000 square feet.
This winter, they hope to only be in the larger warehouse, which they will redo to accommodate all the equipment coming over from the smaller facility.
Meanwhile, the majority of OSE’s staff are Wood’s former students.
“I have about 160 students at Algonquin so I can cherry-pick whichever ones will work the best. Everyone works like crazy around here, being on-site, driving trucks, doing set-ups, lighting and video — one has even been here six years and is now lead production manager.”
The last year of the decade was an incredibly busy one for OSE. In 2019, they worked on and produced several major events including the federal leaders’ debate, the Ottawa Senators Foundation “Sens Soiree,” and the Canadian Gymnastics Championships.
OSE was also selected to be the pro -
“Fear” is not a word in the Ottawa Special Events dictionary. No matter the size or complexity of the event, OSE has said “yes”...with spectacular results.
duction rental company for the launch of the Light Rail Transit in Ottawa. “Clients come to us and want something new in terms of their events, and we can even do that at the beginning by providing 3D visualizations and renderings so they can see exactly what their show will look like. That’s what we did with the city.”
OSE also provides high-definition LED video wall rentals as well as video projection mapping.
“We’re always moving towards more tech, looking at the latest and greatest so we can bring more value to every show
we do,” says Wood. “The great thing is that gear gets cheaper and cheaper, so clients can now afford to do things with their events that they didn’t think they could — and they just fall in love with it.”
OSE is very involved in the Ottawa community. One of their initiatives is Keep Ottawa Warm, which has collected 2,500 pieces of winter clothing for shelters.
“We also used to go to Canadian Tire and bring popcorn and cotton candy machines the week before Christmas,” says Wood. “People would make a donation, get a treat, and then we would
take that money to buy toys for Toy Mountain.” The company has also partnered with Ottawa Public Health, the RedBlacks CFL team and other local sports teams to host Naloxone safety kit training sessions.
“Our staff is made up of primarily of
Mike Wood’s music career took him to the heights of rock and roll. In his second act, he’s helping others achieve their dreams of stardom.
amazing young people and these early-20-somethings donate their time every year and spend hours trying to raise money for those in our community who need an extra helping hand,” says Wood. The community, in turn, has followed OSE on social media, where the
company has a huge presence. To date, they have over 10,000 followers on Twitter, 3,500 on Facebook and 4,500 on Instagram. “So we’re able to get messages out pretty quickly about the community-driven things we’re doing,” Wood says.
While Ottawa Special Events’ clients are usually in the Ottawa region, Toronto, Montreal and Quebec City, Wood hopes to expand their services outside those areas—perhaps even on an international scale.
“We’re always talking about doing more in other cities or growing the business so we can get more shows,” says Wood. He points to an event held by the Chinese Embassy, where OSE provided tents, stages, sound, lighting and more. “We have a lot of languages in our office, and I’m pretty sure we got that contract because some of our staff speak Mandarin.” He hopes that level of service will help further build OSE’s reputation and secure contracts for large events in other countries. CRS
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LOOKING FORWARD
Our predictions for event rentals in 2020 and beyond.
It’s the beginning of a new year and decade and with that comes predictions for just about every industry out there. So we decided to do our own.
by LINDSEY McCAFFERY
Acquisitions, such as Sunbelt’s purchase of Whites, are expected to increase consolidation in the event rental industry going forward.
For this article, we talked to five Canadian experts about recent trends they are seeing in their own businesses and the overall event rental industry:
• Evan Aranoff, co-owner of Luxe Modern Rentals in Toronto
• Lars Erickson, director of business development for Special Event Rentals in Calgary
• Dennis Heathcoate, president of National Event Supply in Toronto
• Michelle Nicol, account manager and festival specialist for Higgins Event Rental in Toronto
• Mike Wood, co-founder and chief marketing officer for Ottawa Special Events in Ottawa
#1:
MORE MOVEMENT TOWARD CONSOLIDATION
According to two experts, there appears to be an increasing shift towards consolidation.
“We’re seeing event rental businesses owned by Baby Boomers in their 60s and 70s who are ready to retire, but not all family members want to take over the business,” says Heathcoate. He runs National Event Supply, one of Canada’s largest B2B wholesale event equipment providers. “So those companies are either going up for sale, or they’re closing the operations down and going to private auction.”
Lars Erickson of Special Event Rentals (which has four locations across Alberta) has also seen larger companies becoming more the norm throughout North America.
“A few years ago, rental companies were popping up that were just focused on one aspect of the industry, that is, they would focus just on tents, or just on vintage decor,” he says. But smaller companies can’t survive on specializing like that because clients don’t want to have to buy event rental items from several different places. So now, we’re seeing more smaller companies being bought out by larger companies.”
Regardless, Heathcoate sees a lot of opportunity for growth in the event rental industry moving forward. “My 15 years of experience with this sector is that generally on the party rental side, there is more than enough business for them to grow it as much as they want,” he says. He points to the economic downturn in 2008, which made little impact on event rental businesses. “The market dropped only two per cent year-over-year in our industry. It was like we didn’t really have a recession at all. The challenge is having enough money to keep buy ing inventory to meet requirements.”
#2: RISE IN LAST-MINUTE REQUESTS
A trend that also appears to be increas ing is the number of clients making last-minute demands, even for full events.
“To me, the biggest change in the last decade would be that clients are not planning ahead as much as they used to,” says Erikson. “I’m seeing people call us Tuesday or Wednesday and asking for a tent, tables, chairs, linens and lighting in their backyard by Friday.”
Michelle Nicol has also experi enced a surge in this kind of demand. “It’s been a constant trend over the past few years,” she says. “Clients think they can call at the very last minute and we’re expected to be available, as well as at the same cost.”
What is driving this trend?
“I think the online world has driv en this expectation of instant grati fication,” says Erikson. “If customers are shopping for rentals, they expect it to be like Amazon — they would order something today and have it at
Danielle Labrie | Associate Publisher
FEATURE
their house within 24 hours. But this is hard to do with rentals. When we have capacity to fulfill those requests, it’s great. But the struggle is often staffing. You only have so many people to set up tents and deliver equipment.”
For outdoor events in particular, Nicol believes customers are hesitant to book too far in advance because they are concerned about the weather. In response, she makes clients aware of the company’s cancellation policy and encourages them to book as early as possible.
“Really, if you wait until just days before your event, you really run the risk of us not having anything or anyone available,” she says. “That’s the problem with last-minute demands. I tell customers never to wait to book with us because even if a customer were to call me in the next 10 minutes, we might not have the availability or rentals they need.”
Novelty has always been important, but our experts see being able to offer something different as a game-changer in 2020.
#3: CUSTOMERS WANT SOMETHING UNIQUE
Our experts are increasingly receiving client requests for “something different.”
“We hear that shows have looked pretty much the same over the last 10 years,” says Mike Wood of Ottawa Special Events. “Now, people want to see something different and exciting and fresh and what they haven’t seen before.”
The challenge? “You’ll have customers go on Pinterest and see a parachute inflated with lights inside and think it’s only going to cost them $500 to rent, when it’s really worth something more like $15,000,” Wood says. “So, you have to manage their expectations a lot of the time.”
Nicol has recently seen something she predicts will become a trend in events: hanging things from ceilings.
“I even saw one event where they hung their dining tables from ceilings,” she says. “It was unbelievable how they were suspended and then lowered down at dinner time with all the glasses and dishes and cutlery on them. So we’re seeing people defying gravity and using that as an entertainment piece as well.”
Nicol expects there may be a surge in requests for these kinds of spectacles, which would require tables that could with-
stand being suspended and lowered. “We have our own custom furniture shop in-house, so we’d have to ensure our tables are engineered so they will stay together. It would probably be a whole new build for us.”
Every year at Luxe Modern Rentals in Toronto, the business purchases unique products with different colours and shapes. “There’s definitely been a shift in clients asking for more and more variety—and styles evolve, so we have to be on the pulse of design trends and be constantly evolving,” says co-owner Evan Aranoff. Luxe also has its own refurbishing division, which recovers the company’s furniture and adds new styles and finishes.
That said, it is not always possible to meet client demands for uniqueness.
“A client might not be content with just white and black couches, but it doesn’t make sense for us to purchase a bright red couch for just one event,” says Erikson. “Just because one bride wants something, that doesn’t mean it will be popular with everyone and we’re going to invest in it. We want our items to be ‘rental-friendly,’ meaning we will be able to rent it out more than once.” In response, Special Events Rentals will sometimes refer clients to other companies or offer alternatives to client requests (e.g., instead of a red couch, the client could have red throw pillows).
#4: MINIMALISM MAY ALSO BE GROWING IN POPULARITY
Some of our experts have received requests for a more minimalist approach to furniture and event scheduling. For example, Special Event Rentals recently brought in a new streamlined “industrial line” of furniture made of metal and plexiglass — with no linens. This lower-key esthetic has recently proven popular in the corporate world.
But why?
“Especially in an economic climate like in Alberta, perception is a big thing,” Erikson says of companies’ reasoning in his province. “We’ve done corporate Christmas parties for years that were full of staff activities during the day and they’d also have a full bar and live entertainment. But these days, companies don’t want it to look like they’re spending all this money while also laying people off. So this year, we’re seeing mocktails instead of alcohol, and someone playing music from their iPhone instead of a band.”
Ironically, says Erikson, these companies are likely spending almost as much on event rentals as before, “but it’s all about perception.”
Nicol, who is in Toronto, is also seeing a more minimalist approach to events. “Schedules for music festivals are traditionally back-to-back-to-back with performers, but I’m starting to see events provide more time for rest breaks,” she says. “I think event planners are trying not to overwhelm their guests as much, plus in doing so they are giving patrons more time to explore and meet other at these events.”
#5: MORE NON-TRADITIONAL VENUES ARE GOOD FOR BUSINESS
Going hand-in-hand with customers wanting something different or unique, events are increasingly moving away from hotels
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FEATURE
and being held in non-traditional venues like barns, museums, breweries, and outdoor or open green spaces. According to our experts, that’s good for event rental companies.
“The fact people are moving away from traditional indoor venues is great for our business because if a client’s event is in the middle of nowhere, they’re going to need everything from generators to lighting to tents and furniture and place settings,” says Nicol.
Aranoff has seen a lot of these newer venues in Toronto.
“People are now opening in the most random of places, like old warehouses, restored old buildings and industrial complexes. They’re even holding events in automobile showrooms,” says Aranoff. “Hotels were able to supply pretty much everything before, but now that these venues are opening they need to rent everything from businesses like us. It’s made our inventory more useful and has been a great opportunity for business.”
Erikson has also seen an increase of unique venues. “We do some work with hotels sometimes, but they’ve always been pretty self-sufficient. Now that everyone wants something unique, including where they’re holding the event, this has definitely been a boon for event rental companies.”
#6: CREATING OPPORTUNITIES FOR SPONTANEOUS NETWORKING
Face-to-face spontaneous networking at events is becoming more popular and, consequently, so are requests for loungetype settings.
“Events are providing more of an opportunity for unstructured socializing and networking, rather than having to sit with the same six people at a table for hours, or having to go to a formal meeting room to talk,” says Erikson. “We’re definitely renting more couches and different types of casual furniture to help people socialize, mix and mingle.”
These settings are popping up in variety of different areas,
for example, right in the middle of a trade show floor, in the hallway, or in the registration area.
Nicol herself has experienced the effects of the lounge esthetic. “It’s all about creating less formal opportunities for people to network and chat and mingle casually, so you’re seeing lots of ‘pods’ — like a table and a couple chairs — for people to sit and relax and catch up with others,” she says.
“We have exhibited ourselves at trade shows and people looking for information are often afraid that if they make eye contact with you, they’ll get roped into a sales pitch,” she continues. “But if you happen to be in the hallway and walk by that person who dropped by your booth, and there’s a pod right there, it’s just a more natural way to start chatting.”
#7: SUSTAINABILITY IS BECOMING MORE FRONT-OF-MIND
More and more, clients are asking event rental companies for environmentally friendly items.
“We have seen a starting trend where clients are asking if our furniture is derived from environmentally-friendly products,” says Aranoff. “I think in the next couple of years we’re going to see more people asking for that.”
Nicol’s employer has many green initiatives in place. Higgins uses environmentally friendly cleaning products, energy-efficient irons for linens, and is constantly looking for innovative ways to package rentals and prevent waste.
“Lots of companies wrap cutlery in plastic wrap, but we’re now shipping ours out in Tupperware containers, packed in 24s so you’re not unwrapping or making waste or even wasting time,” she says. “Sustainability is really driving change in our industry.”
Aranoff agrees. “The industry can claim to be green because we deal in rentals, but there are always ways we can become more efficient in that sense. I think that’s going to be something event rental companies have to deal with more and more in the next few years.” CRS
by Tara Jacobs
THE BIG EVENT
More than rentals
Top five reasons I’d hire you for my event
Fifty. That’s the number of events our company is executing in 2020 (and the Canadian Rental Mart is one of them!) Without crunching the numbers, that’s a lot of tables and chairs.
Rented furniture, decor, tents and other supplies are a necessity, given most event shops don’t have the space or budget to own and maintain this volume of supplies. Event planners such as myself turn to you, the rental industry, to have what we need, when we need it.
After performing a quick Google search, I’m overwhelmed by the magnitude of options. Competition is fierce. How do I pick the best vendor that could make or break the success of my event?
Most rental shops have nifty websites, showcasing the latest linen colours, charger plates and cruiser tables. Selection is everything…or is it?
When I’m looking to hire an event rental company, the decision to contract or move on isn’t typically driven by brand or linen trends. The success of my event is, in part, dependant on the product quality, staff professionalism and expertise of the rental team I partner with. It’s expected that you’ll have the products I need, delivered on-time. If you’re not just a renter, but also a team player, I’ll not only sign the dotted line but come back as a return customer and recommend your company to others.
So, what does it take to qualify as a team player (and grow your business)? Here are the top five reasons I’d hire you for my event:
Be negotiable. Hundreds of event rental shops across Canada share a handful of industry suppliers. Business is seasonal. We’re all looking for the best margin. But if you’re willing to negotiate (not just cost, but service), I’m willing to listen. For one event, I might need a standard drop-off and pick-up of tables and chairs. For the next, I might rely on your team to develop a floor plan, set up the show floor and help manage exhibitor needs. If you can offer flexibility on pricing for services offered, I’m going to
come back with more business.
Be responsive. Honestly, the first company to answer my call or email often ends up getting my business. Your immediate response implies you’re available and reachable, not only now, but leading up to my event. In this industry, last minute changes are inevitable. If you make me feel like a rock star from our first call, you’re setting a foundation for trust that helps me believe you’ll be available when I need you most.
Be proactive. Speaking of confidence and trust, there’s no better step you can take to show a customer you care than being proactive. Perhaps there’s an alternative product that will do the same job and save me money. Or if you see a traffic flow issue with our floor plan and have a solution to improve the layout. Doing the right thing, at the right time, to help make my event a success can save us all time and money, while helping you build your brand and business.
Be proactively innovative! It’s not enough to identify potential obstacles, cost-savings or opportunities; put your problem-solving skills in play. In a world of evolving technology, the need for person-to-person communications has never been more important. As an event professional, this happily keeps me employed!
One of the reasons our sponsors and exhibitors repeat their business is because of the exceptional customer service we provide. There’s nothing in our contract with them that says I have to find their booth shipment and bring it to their booth for them. But I can tell you when they arrive tired, after a long day of travel, to find everything at their booth (for no extra cost), it goes a long way in relationship building. To soar above your competition, be good people. Do nice things. Customer service is key to repeat business.
Be honest. If you don’t have the capacity, time or products to do the job well, tell it to me straight. After investing in building trusting relationships with your client, don’t overpromise and underdeliver. CRS
EVENT PRODUCTS
EYE-POPPING EFFECTS
8 epson.ca
Projection mapping – the projection of video, animation and other colourful displays onto three-dimensional surfaces – pushes the boundaries of events to create vivid experiences. Projection mapping creatively uses light to paint visual stories and create immersive environments
to enhance events and make them more engaging. More accessible than ever thanks to a new and affordable generation of projectors, mapping can completely cover flat walls and traditional projection screens, covering irregular shapes, objects and even entire building facades. The Pro L1405U large-venue projector from Epson combines a laser light source, inorganic components and 3LCD technology for powerful, uncompromising images. Ideal for events staging, auditoriums and sanctuaries, this sleek, black projector features
native WUXGA performance with Epson 4K enhancement technology. Offering extraordinary colour brightness, Epson 3LCD projectors ensure brilliant images. Delivering 8,000 lumens of colour brightness and 8,000 lumens of white brightness, the L1405U’s laser light source also provides 20,000 hours of virtually maintenance-free operation. Plus, its exceptional integration capabilities include diverse connectivity such as HDBaseT and nine optional powered lenses with lens shift and lens memory.
MULTIPLE CONFIGURATIONS
8 wssl.com
A favourite tent for special events, fairs, trade shows and food service use, the Peak Marquee is user-friendly as well as attractive for parties or events. It has a clearspan interior and guy ropes are not necessary under most
conditions. Available in 12 sizes, 100- to 1,380-squarefoot marquees can be linked together in many configurations and can also be joined with Peak Pole tents. The smooth graceful lines conceal a rental-tough, durable, simple frame. The multiple size options streamline rental inventory. The unique gutter system allows the tents to be joined in a variety of configurations. A flying centre pole supported by diagonal cables gives an obstruction-free spacious interior. Baton sliding walls slide and attach neatly to the post for an open side setup. The batons make carrying and installing the walls quick and easy while reducing wear, tear and cleaning. The canopy is double-curved for beauty and wind stability. Peak Marquee tents are fire retardant, satisfying ULC-S109 for the National Building Code and also NFPA 701 Large Scale per the California Fire Marshal. They are also mildew- and rot-resistant, constructed of 18-ounce vinyl polyester with a gloss self-cleaning finish in a variety of colours including white and opaque with a colour-coordinated top pennant. They come in a protective fabric cover bag with convenient handles for carrying. The walls are fire retardant, 14-ounce vinyl/ polyester fabric. Options include sliding with batons or standard; plain, mesh, clear vinyl, bay or french windows; and zipper or framed doors.
EASY ASSEMBLY 8 fiesta.ca
The Fiesta Legacy is a hybrid frame tent series combining the advantages of frame tents and clear span structures. Its features include
kedered roofs and walls, curved beam arches and a rigid assembly without any nuts or bolts. With its curved lines creating an elegant and modern look, the Legacy is sure to draw the anyone’s eye. The Legacy line showcases improved features that dramatically reduce installation time and costs. These features include fewer, compatible parts and a lightweight anodized aluminum frame assembly with no nuts or bolts required The Legacy can be installed with a four-person crew without any machinery. It features the capability of expanding in width just by swapping out a few rafter pieces. One of the most important features is the universal cotter pin that is used to assemble practically the entire structure. This allows for easier and faster install time. With guy outs or side/roof steel roof bracing, and rigid connectors, this tent offers easy of installation and enhanced versatility. It’s easy to put together. Its smaller profile and lighter frame add flexibility when installing and also provides versatility in location options. Its high peak makes it a must-have for wedding ceremonies, providing opportunity for elaborate ceiling decor. The walls are secured on all sides and easy to slide open when desired.
EVENT SHOWCASE
MEETS HIGHEST STANDARDS
8 megcour.com
Boswell coffee urns from Megcour Foodservice in Mississauga, Ont., are dependable products designed and built to the highest industry standards. Megcour offers 100 per cent quality assurance for every unit. These stainless steel percolating urns provide large capacities for coffee or hot water for office or restaurant and catering applications. They feature high quality 304 stainless steel construction inside and out for years of trouble-free use. The stainless steel brew basket, removable sight glass and and stem makes cleaning easy. There is a locking lid for added safety. A special sensor holds the finished coffee at 183 to 188 F. The urn can also be used to serve hot water for tea or other hot beverages. Meets UL 197 Listed and NSF4/ANSI Listed standards.
are a beautiful way to enter events. Choose from either red or white plush carpet runners that are bound and finished on all sides. Available in either three- or four-foot widths and 25- or 50-foot lengths. Help customers finish and secure the seams carpet with three-inch carpet tape. Each roll is 60 yards long and available in a variety of colours. Some colours are also available in a two-inch wide tape. Gaffers tape is pressure-sensitive and leaves no residue in grey, black or white. Double-faced tape is two inches wide and 25 yards long and works to hold carpet down without moving. Coloured electrical tape can be used for patching, colour-coding or for finishing off electrical wire.
PROFESSIONAL CHOICE
BEAUTIFUL ENTRANCES
photo: tentwares
8 tentwares.com
Help customers take their events to the next level with beautiful carpet or turf flooring from Tentwares. Black, Ivy Green, Gray/ Black, Red/Black or Green/ Black turf is sold in 12- by 102-foot rolls and is an easy, inexpensive way to floor any space. Carpet runners
8 flagro.ca
The 48-inch Silver Giant commercial barbeque from Flagro is the professional chef’s choice for commercial and gourmet cooking. Its durable 304 brushed stainless steel construction includes 304 stainless steel burners. The cooking grids and flavour plates are covered by a lifetime warranty. It boasts one of the industry’s highest BTU outputs per square inch of cooking surface. A crossover ignition system ensures reliable lighting. The removable grease tray with a drain valve makes for safe and easy cleaning. The Silver Giant is also available in a built-in
model. It produces 120,000 BTU with four burners and a fuel consumption rate of six pounds per hour. Grill dimensions are 48 by 21 inches.
HALF THE POLES
8 eurekapartytents.com
Eureka Revolution party canopies are a new product featuring 15-foot pole spacing allowing erection with half the poles. The tents have one-piece tops with 13-ounce white blockout fabric and wire-formed and reinforced side pole fittings. The sidewall ropes are permanently
installed. Revolution uses the same standard centre and side poles as the Elite, with seven-foot side poles using 18-foot centre poles and eight-foot side poles using 19-foot centre poles. The reinforced fittings allow for for heavy-duty installation using two-inch ratchets. The 15-foot side pole spacing enables faster installation and an open, airy atmosphere under the canopy using half the number of side poles, stakes and webs.
TOUGH AND BEAUTIFUL
8 nationaleventsupply.com
With top-flight construction and unsurpassed beauty, Crystal Phoenix chairs from National Event Supply are designed to exceed expectations. Constructed of polycarbonate, the chairs are strong
and stable. When the event finishes, Crystal Phoenix chairs can be stacked up to seven to nine high (space-dependent) until they are needed again. Suitable for use indoors or outdoors, they are UV-protected to prevent discolouring or yellowing with time. The Crystal Phoenix chair is resistant to chipping and scratching and is ready to handle the heaviest loads. They require virtually no maintenance, allowing rental stores to quickly turn them around after an event finishes. The NES Crystal Phoenix chair comes with a two-year warranty against material or manufacturing defects. A fabric cushion in a selection of colours is standard as well as a storage cover for protection. They come factory-assembled.
SAVE THE TURTLES
8 Okstraw.com
Premium quality Black Stripe giant paper straws from OkStraw are made of biodegradable, environmentally friendly materials. OkStraw’s manufacturing process makes them disposable drinkware and therefore eco-friendly. Manufactured with food-safe ink and BPA-free using U.S. FDA-approved materials renders them food grade.
Your duty to safety
The Ontario government has some advice on safe event setup.
by Patrick Flannery
Event safety continues to be a hot topic in the event industry, with some high-profile tragedies making national news in the last few years. The Ontario Ministry of Labour, Training and Skills development publishes an online guide called “Scenery: Safety guideline for the live performance industry in Ontario” that is available at labour.gov.ca. It links to a number of other guides covering mechanised scenery, risk assessments and electrical considerations. The whole guide is pretty much required reading for anyone in the Ontario event industry, and contains useful guidance for anyone involved in setting up tents, stages and live performances anywhere. Here are some key points, excerpted from the online text.
“The failure of any temporary performance/ event structure, no matter how large or small, can have devastating results. Factors in these failures may include severe weather, overloading of the structure, improper design, unstable ground conditions, component failure, inadequately trained workers, improper installation, or any combination of these factors. Particular attention should be given to these factors when designing the structure and throughout its erection, use and dismantling.
“The key to the safety of these temporary performance/event structures involves:
• Choice of appropriate design and materials
• Correct positioning on the site including ground conditions and foundations
• Proper planning and control of work practices
• Ongoing inspection of the finished structure during use
• The development of an Operations Management Plan (OMP) that includes provision for routine and emergency procedures including monitoring weather conditions”
We hear a lot about risk assessments, but what do they entail? From the guide:
“Careful evaluation of all equipment, machinery, work areas and processes to identify potential hazards that workers may be exposed to and assessment of the impact of the identified hazards on those that work in the area. Assessing
the risk means determining the likelihood that the hazard may lead to injury or illness and the severity of that potential injury or illness.”
The list of potential hazards to look for is daunting. Sticking only to those that might be relevant to rental staff setting up equipment, we need to watch out for pyrotechnics, excessive sound levels, trip hazards, falls from height, bad lighting, moving scenery, power failure, emergency egress, wind, heat, storms and bugs. We need to consider the safety of workers as well as event attendees and staff.
Having assessed a risk, the guide has recommendations for what to do about it. Obviously, eliminating it somehow is the best response. Where that’s not possible, the guide lists the preferred approaches in priority order: engineering controls, administrative controls and personal protective equipment. If the venue can be designed somehow to physically protect people from the risk, that should be done. If not, procedures, signs and instructions should be put in place to alert people to the risk and avoid it. If all that isn’t sufficient, people need to be provided PPE such as hearing protection, eye protection, foot protection and so on.
Recording your risk assessment activities and responses is critical both to making sure the assessments are effective and protecting you from liability should anything go wrong. Most jurisdictions confer on employers a general duty to keep workers safe. That means it’s up to you to identify hazards and prevent injuries from any source – you aren’t off the hook just because you didn’t violate a regulation. But following the guidelines for your jurisdication will protect you in the event of an accident, and, more importantly, ensure your workers get back safely each night.
Risk assessment is obviously not a job for rookies on the work crew. Deciding on risk mitigation measures, even less so. Every jobsite requires a walk-around by an experienced person before work can begin and ongoing guidance and supervision from that person as the project proceeds. CRS
