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3
E DIToRIAL: Your brand is your story
Building a brand is a shortcut to effective advertising by Patrick Flannery
10 P Rof ILE
Ingersoll Rent-All enters its second generation of success.
24 16 18 24
18
fo CuS oN: skid steers
Workhorse solutions to your customers’ toughest building challenges.
LiuGong acquires HSW, Caterpillar invests, gains for Manitex, United Rentals holds its own, Volvo wins Red Dot
CRA President’s Message Business is like a tsunami.
30
George’s Corner
Build the right kind of relationship with your supplier. by George Olah
The story of you
Building a brand is a shortcut to effective advertising
one of the advantages of being new to this industry is I get to re-tell all my favourite old stories without boring anyone. Or, at least, that is the plan.
I once attended a seminar by a really smart fellow called Ken Wong, who is a marketing professor at the Queen’s School of Business. He was telling a group of flooring retailers why branding is important. He started his point by holding up the remote control for his laptop.
“Just from what you see here, what can you tell me about this product,” he asked.
Answers came in from around the room. It is plastic. It is black. It looks to be some kind of electronic device.
Wong clicked the remote and the Fisher-Price logo appeared on the display behind him. “Now what if I told you it was made by this company,” he said. “What else could you tell me?”
As if by magic, people in the room were able to assign a number of new characteristics to the object. It is cheap. It is durable. It is reliable. It is easy to use.
“Think about how long it would take one of your salespeople to convince a customer this object had those properties,” Wong said. “Now, think about how long your salesperson typically gets with a client.”
This is the function and power of branding. Having invested
by Patrick Flannery
in telling people over and over that their products are cheap, durable and easy-to-use, and backing that message up with real quality, Fisher-Price now carries an indelible impression in the minds of everyone in its market. It enjoys an automatic advantage in any competitive situation because it does not have to waste the precious attention span of the customer establishing these key facts about its products. Instead, its marketing effort can immediately work on establishing a price advantage or a specific benefit targeted to the customer, which are messages much more likely to close a sale quickly.
I have observed that most Canadian small businesses, especially those selling to commercial clients, do not spend a lot of time building their brands. Word-of-mouth seems to hold an almost mystical fascination in the minds of tradesmen and small retailers, as if business gained this way is somehow better than business gained some other way. Word-of-mouth certainly has the advantage of being cheap. But if it is such an effective marketing strategy, we would expect to see companies with popular, established brands relying heavily on it. Instead, we see those companies advertising more than anyone else.
American businesses, even small ones, seem to have a better grasp of branding. On average, they seem more intent on making a distinct, loud impression in the market with blinding colours, extravagant claims and hokey stunts. As a Canadian, I cannot help but find it annoying. I also cannot help but notice how much money some of those small American businesses make, and how disproportionate numbers of them do not stay small for long. Maybe there is a Canadian way to be bold and distinctive without sounding like the Mattress King. In any event, there certainly are non-annoying ways to tell your market about your distinctive business offering and to reinforce that message over and over until it sinks into your customers’ background assumptions.
If someone put your company logo up on a screen, would anyone know what it stood for? CRS
Next issue: In June we look at soil compaction equipment and give you tips from the experts on how to keep those jumping jacks jumping.
RDsi piCks Up ACmE
Band-N-Go is pleased to announce the appointment of Rick Darche Sales (RDSI) to represent Acme Packaging products to the Canadian rental industry.
RDSI has been building sales across eastern Canada for Canada- and U.S.-based manufacturers since 1983. As a sales agency specializing in rugged rental equipment, it offers quality industrial products direct from the manufacturer. Its expertise is marketing to the rental industry, building supply centres, industrial supply houses, specialty tool outlets and drywall supply centres.
Acme Packaging products include steel strapping, seals, tools and dispensers. In addition to supplying 100-pound coils of steel strapping and bulk packs of seals, Band-N-Go specializes in providing Acme steel strapping in 300-foot coils in self-dispensing boxes, and Acme steel seals in convenient packages of 50, 250 and 1,000 pieces.
Based in Vaughan, Ont., Band-N-Go markets and distributes stainless steel and carbon steel banding products, tools and accessories to industrial and electrical industries across Canada.
For more information, visit www.rdsi.ca.
Big fourth-quarter gains for Manitex
Manitex International has announced fourth quarter and full year 2010 revenues of $29.5 million (all figures in U.S. dollars) and $95.9 million respectively, representing 98 per cent and 72 per cent respective year-over-year increases. Net income for the fourth quarter of 2010 was $0.9 million or $0.08 per share and $2.1 million or $0.19 per share for the full year 2010.
Gross profit of $7.7 million, or 25.9 per cent of sales, was an improvement of $4.2 million and 280 basis points compared to $3.4 million, or 23.1 per cent in the fourth quarter of 2009. On a sequential quarter basis, gross profit improved $1.8 million or 31 per cent on a sequential sales increase of 19 per cent.
Looking at the full year, net sales for 2010 were $95.9 million, representing a 72 per cent increase from the full year 2009. Gross profit of $23.3 million was a $12.2 million increase on full year 2009, and at 24.3 per cent, gross margin was an improvement of 430 basis points from the full year of 2009. Net income of $2.1 million for 2010 compared to a net loss of $0.2 million, after adjusting for bargain purchase gains on the acquisitions of Badger and Loadking, for the year ended Dec. 31, 2009.
Affi N ity CAtCh E s fis Ch
Affinity Tool Works has announced its relationship with Fisch Tools as the exclusive North American distributor of Fisch drill bits. Under the agreement, Affinity Tool Works will be the official distribution channel for select lines of Fisch drill bits in the United States and Canada.
For more information, contact Affinity Tool Works at 1-248-588-0395, or visit the website at www.affinitytool. com. For additional information on Fisch Tools, visit the website at www.fisch-tools.com.
Caterpillar to invest $5 Billion
Caterpillar chairman and CEO Doug Oberhelman told analysts and institutional investors at ConExpo the company plans to invest $5 billion (all figures in U.S. dollars) at new and existing Caterpillar facilities around the world by 2015. The figure is in addition to the $10 billion spent in 2010 to acquire Electro-Motive Diesel, Motoren-Werke and Bucyrus International. Caterpillar said the investments will triple its machine capacity across Asia.
Caterpillar is looking at machine demand near its pre-recession peak and predicting further growth. “We are confident in our ability to deliver our 2012 goals and are focusing our company on our targets for 2015,” Oberhelman said.
LiUGoNG to ACQUiRE hsW CoNstRUCtioN EQUipmENt
Chinese Construction equipment manufacturer LiuGong Machinery Corporation is to acquire major Polish company HSW (Huta Stalowa Wola) Construction Equipment Division and its distribution subsidiary, Dressta. Company executives announced the development at the show and vice-chairman and president, Zeng Guang’an, said the acquisition is another bold step in LiuGong’s global growth strategy. Further acquisitions have not been ruled out.
“We are pleased to partner in this agreement with HSW as this provides an excellent opportunity for LiuGong to acquire manufacturing capacity in Europe, as well as technology that will supplement our machine lines,” said Zeng. “This acquisition helps us continue success with our five-year strategy to become a top 10 construction equipment manufacturer.”
When concluded by the end of May or early June, the acquisition will be LiuGong’s first outright purchase of manufacturing facilities and distribution outside of its domestic market, Zeng said.
Financial arrangements for the acquisition will be disclosed when the final agreement is signed. LiuGong said it would not acquire HSW’s military manufacturing business.
Currently LiuGong is one of the largest wheel loader manufacturers in the world with 15 per cent global market share. It was the 15th largest construction equipment manufacturer in the world in 2010. It has 12 product lines, including wheel loaders, bulldozers, backhoes, skid steers, forklifts, graders, excavators, rollers, truck-mounted and crawler cranes and pavers, and last year it produced and sold more than 56,500 machines worldwide with production from 16 manufacturing facilities inside and outside of China.
Established in 1937, HSW manufactures crawler dozers at its plant in the Podkarpackie province in southwestern Poland, and it also produces wheel loaders, side boom pipe-layers, and machines customized for landfill applications and logging operations.
Dressta is the exclusive marketer of HSW equipment with offices around the world. Machines are sold under the HSW brand in parts of eastern Europe, but are sold under the Dressta brand throughout the rest of the world.
volvo wheel loader wins red dot
The L220G wheel loader from Volvo Construction Equipment wowed a panel of design experts in Essen, Germany, to win the Red Dot award – a seal of high design quality from the world’s largest and most distinguished design competition.
The Red Dot product design awards honour outstanding industrial design and celebrate the design team behind the concept. Only the very best products, from 15 categories, managed to convince the jury – and this year 4,433 products were entered by designers and companies from 60 countries worldwide. The Volvo L220G was entered into the vehicle category where it was awarded with a Red Dot prize.
The L220G wheel loader is part of Volvo’s new G-series range and stood out from the crowd because of its fuel-efficient and productive design, with 20 per cent increased lifting force, 10 per cent improved breakout force and stronger hydraulics. Entirely Volvo-designed, the machine works in productive, fuel-efficient harmony.
Stina Nilimaa Wickström, design director at Volvo Construction Equipment, heads the Volvo product design team. “We are thrilled to have won such a prestigious award,” says Stina. “The award is a credit to our hard working and creative team at Volvo and it shows that we are delivering world-class machine designs. We are proud to continue the Volvo tradition of being innovative leaders in the construction design arena.”
Professor Dr. Peter Zec is the initiator of the Red Dot design award, which has been running since 1955. “As always, our jury cast a very careful eye over the products submitted. Design quality asserts itself clearly in the judging process, with genuine and new creative solutions being rewarded too. Both of these criteria are not just yardsticks for good design, but also for the potential for market success.”
More than 1,000 guests from the world of design, industry, society and media will celebrate the Red Dot award winners on July 4 in Essen’s opera house, the Aalto Theater. The Volvo L220G wheel loader will then be displayed during a four-week special exhibition in the Red Dot design museum, together with the other prize-winning products from July 5 to Aug. 1. The museum is located at the world heritage site of the Zeche Zollverein Coal Mine Industrial Complex in Essen and houses the largest permanent exhibition of contemporary design worldwide.
UNitED RENtALs hoLDs its oWN
United Rentals has announced its financial results for the fourth quarter and full year 2010. For the fourth quarter, total revenue was $597 million (all figures in U.S. dollars) and rental revenue was $497 million, compared with $557 million and $450 million, respectively, for the fourth quarter 2009.
Rental revenue increased 10.4 per cent for the fourth quarter 2010, compared with the fourth quarter last year, reflecting year-over-year increases of 1.2 per cent in rental rates and 14.3 per cent in same store rental revenues. Time utilization for the fourth quarter 2010 was 69.3 per cent, an increase of 7.5 percentage points from the same period last year, and a fourth-quarter record for the company. Time utilization for the full year 2010 was 65.6 per cent, an increase of 4.9 percentage points from 2009, and a full year record for the company.
Cost of equipment rentals, excluding depreciation, increased by $25 million for the fourth quarter 2010, compared with 2009, including an $18 million non-cash charge to increase the company’s self-insurance reserve. For the full year 2010, cost of equipment rentals increased by $14 million, reflecting higher transaction volume and the self-insurance charge, substantially offset by structural cost savings.
For the full year 2010, the company recognized $144 million from sales of rental equipment at a gross margin of 28.5 per cent, compared with $229 million from sales of rental equipment at a gross margin of 3.1 per cent last year.
terex adds serviCe Centres for ConstruCtion CustoMers
Terex Corporation has announced that its U.S.-based network of service centres, which were previously committed to serving Genie and Terex utility equipment, now offer support and service for Terex construction equipment. These locations, rebranded as Terex Service Centers, will provide the same superb service.
Terex construction equipment owners who were previously distant from dealer service locations now have access to 16 Terex Service Centers, while those receiving regular support from their local dealer locations can continue to do so. By increasing the number of specially trained and equipped service professionals, Terex is committed to providing the best service possible.
“Terex Service Centers are a key part of the network offered by our company,” said Siva Balakrishnan, vice-president and general manager of Global Services, Terex AWP. “By expanding offerings across our product lines, we can provide even better support to our customers and continuously improve upon success.”
“Terex Construction customers will see added benefits from these new locations,” said James Robbins, vice-president and general manager, Terex Construction Americas. “The increase in available service facilities will strengthen our existing support network, helping to reduce equipment downtime and putting workers back on the jobsite more quickly than ever before.”
Terex Service Centers provide a full range of standard services for all equipment types. By working with factory-trained experts, customers can receive even the most intensive work at a more convenient location than the original manufacturing facility.
Service and support is available at all 16 Terex Service Centers and by more than 200 experienced field and service technicians located throughout the United States. Technicians are equipped to provide maintenance repair and reconditioning services for various makes and models of aerial, telehandlers, utility equipment, construction equipment, winches, service bodies and portable lighting. Additional offerings include frequent and annual inspection services, maintenance contracts, warranty and service bulletin work, damage and routine repairs, and insurance estimates.
Terex Service Centers are located in: Seattle and Spokane, Wash., Fontana and Stockton, Calif., Phoenix, Ariz., Denver, Colo., San Antonio, Waco and Fort Worth, Texas, Portland, Ore., Nashville, Tenn., Birmingham, Ala., North Little Rock, Ark., Richmond, Va., Fort Wayne, Ind., and Charlotte, N.C.
For more information, visit the Genie website at www.genieindustries.com.
piERCE piCks Up BRoNto
Pierce Manufacturing, an Oshkosh Corporation company, has announced it signed an exclusive distribution and supply agreement to market and support the Bronto Skylift line of aerial platform devices throughout North America. Pierce will offer Bronto Skylift products on its line of Arrow XT, Impel, Quantum and Velocity custom chassis. Furthermore, the Pierce dealer network will provide comprehensive service, parts inventory, training and support for new and existing Bronto Skylift customers.
“This is a major addition to our aerial device product line, and an important day for both Pierce and Bronto Skylift customers,” said Jim Johnson, Oshkosh Corporation executive vice-president and president of Fire and Emergency.
“We think that the fire service will benefit as never before from the highquality, unique access devices that Pierce and Bronto will be working together to build,” said Esa Peltola, Bronto’s managing director. “We look forward to a bright future working with the Pierce team.”
Pierce will market the Bronto Skylift RLP 100, 114, 134 and 165 aerial platforms. Pierce will mount and integrate complete aerial platforms received from the Bronto Skylift factory onto Pierce custom chassis.
by PAtRIck FlAnne RY
Making iT
look ea Sy
Ingersoll Rent-All has a comfortable niche.
Don Maltby bought Ingersoll Rent-All in 1989 from a fellow who had started the company only three years before. “A lot of people think rental is very easy,” Don says. “You just buy the equipment and it never breaks down and you just make loads and loads of money.”
Don had already learned this is not the case at the feet of his mentor, the late Doug Earle of Northgate Rent-All in Brantford, Ont. Since buying the company and bringing his son, Mike, on board in 2000, Don has leveraged his mechanical aptitude and a bred-inthe-bone understanding of his clientele to find success in this very tough industry. Don met Earle when he was fixing his truck in 1977. “He said, ‘If you ever want a job, come and see me,’ and I said ‘How about lunch time,’” Don remembers. He worked at Northgate for a short time, then left to take his millwright apprenticeship. But after growing up on a dairy farm, factory life didn’t suit Don well. “I really didn’t like the walls,” Don says. When Earle asked him to come back to Northgate, Don said he would, but he’d like to start learning the front office side of the business with a view to owning his own shop someday. To his credit, Earle agreed and started getting Don more involved in running the shop. Don remembers when he heard about Ingersoll coming up for sale. “When I told [Earle], his first comment was ‘Gee, it is kind of slow around here. Let’s take a drive up and take a look.’” Don credits Earle with giving him the selfless support and encouragement he needed to become a business owner himself. “ I cannot say enough good about Doug,” he says. Ingersoll, Ont., is a small community in southwestern Ontario, just off the 401 near London, Ont. The official population is listed as 11,760, but Mike says it is closer to
14,000. The confusion is understandable, as the number of people in the town depends on what shift is on at the local Cami plant, an automotive parts manufacturer. But the real lifeblood of the town is farming. Oxford County is heavily agricultural, which has helped Don to enjoy his work as well as be successful. “When you grow up on a farm, the equipment gets in your blood,” he says. “As the season changes, the mixture of equipment changes. This gives us a chance to get outside and meet people. We can relate to the farm trade.”
Don’s small-town location has enabled him to establish a niche of his own, almost in a literal sense. “This is a small centre, between London and Woodstock,” he says. “There are advantages and disadvantages. We do not have any of the large players in town, the Uniteds or the Battlefields. They make their presence known, but we can service the small, local person better.”
That personal touch with service is a key for the Maltbys. “The customers who are going to cause you problems are inexperienced,” Don explains. “That is where you have to be extra careful with your explanations and give them proper instruction.” Don’s policy is every piece of equipment leaving the shop is started up in front of the customer before it goes. “That changes the conversation from ‘This thing is a piece of junk, it didn’t start,’ to ‘I know this works, I saw your man start it up, but I’m having trouble.’”
“We like to be problem solvers,” Don says. “People come in and they think they want a certain type of equipment. They have a hole to dig, so they want a post-hole digger. We might look at the whole picture and say ‘You are doing a deck, so if you got a skid steer with an auger you could level off the area and bring your gravel in.’ One larger piece might do more for their specific task and be more economical in the end. I like it when people call us up and say ‘I’m not really sure what I need, but this is what I’m doing. Over the years we have that rapport with customers and the trust has built up.”
Ingersoll Rent-All carries a wide variety of equipment, including construction tools, lawn and garden implements, party rentals, plumbing and cleaning supplies. The mix leans toward agriculture, with stump grinders and an extensive selection of skid steer attachments. The Matlbys also sell Stihl power tools, which Don says is a welcome revenue generator. The front showroom is bright and welcoming, with plenty of light flooding in from big windows. A slick Stihl display rack with a huge variety of equipment dominates one side of the room, while the rest of the room is laid out
in well-spaced racks that invite casual browsing.
Don says his big movers are Bobcat skid steers and Stihl lawn and garden equipment, which he sells as well as rents. “Working with the farm trade, we have a lot of the different attachments for skid steers because the farmer may have his own unit but often does not have the attachments,” he says. Don has watched the rental business change over the years. “Thirty years ago, palm sanders, grinders and drills made up most of the mix in a general rental store. Now, if somebody comes in for a drill or a
Don Maltby has built strong relationships with local farmers and small contractors over 21 years in business, and now their sons, Mike’s high school friends, are becoming clients.
grinder, the question is why doesn’t he have his own.” Rental owners need to move up that value-added chain to bigger equipment in order to improve profitability, he says. “With wages what they are, you cannot have somebody servicing a small item,” he says. “It can take as long to service a chainsaw as a skid steer.”
Focusing on larger equipment means more inventory and more pressure to close deals. But Don and Mike refuse to participate in rate cutting. “We do not compete on price, but we compete on the quality end and the service end,” Don says. “Competitiveness is more out there now. You have to be more in tune with costs. The tendency of the big guys is to cut prices. We can -
not get involved in that.” Ingersoll Rent-All’s small-town market makes it a little easier to protect a fair margin. “When we did the town hall [in 1996], at my first meeting with the supervisor, he said, ‘I want you to make a dollar on this site. I don’t want you to make two dollars, but I want you to make a dollar.’ That has always stuck with me. We have to make money and our customers have to make money because if they do not, the customers cannot pay their bills and we cannot pay our bills to the suppliers. Everybody has to make money. You do not have to gouge, but you have to be fair.”
Another part of making money is giving careful thought to the equipment mix he carries and choosing
suppliers wisely. In this, Don is very satisfied. “Our Bobcat dealer has bent over backwards,” he says. “We have gotten a lot of great service. The key for us is how fast something can be fixed and at what cost so that item can be back ready to product revenue for us again. The one thing we cannot have is something that is down for three months waiting for a part. We have lost our season if that happens.”
Don’s strategy has been to standardize, as far as possible, on Honda engines. “It keeps our parts inventory down,” he says. “In such a changing world with the way engines are changing and the technology is changing and the parts are changing it is easier to be a little bit commit-
Ingersoll Rent-All moved to this location four years ago. It was originally built by the canadian Silo corporation in 1956, and boasts 6,000 square feet of interior space on 3.5 acres of land.
Garth Henderson started with Ingersoll Rent-All last year. the company relies on strong technical expertise to keep its machinery running well without paying for outside service.
ted to one. It is a lot easier when you get a phone call. If a guy calls and he can’t start something and it is a Honda engine, we know which way the throttle is and which way the choke is instead of ‘OK, can you describe the engine on that for me?’”
Don’s right hand is his son, Mike, who joined the company full time in 2000 after swearing for years he would never work for his father. “All the way through high school I said, ‘I am not working for Dad, I am not working for Dad,’” Mike says. “Then I went off and tried some other things and said, ‘Well, maybe I could work for Dad.’”
Mike has added some 21st century tech savvy to Ingersoll Rent-All. “You see what is on my desk,” Don says, “a calculator and some pens and paper. The computer is over there.” Mike says the website is now a critical part of their business. “Customers who come in here are much more educated. They already know just what they want and sometimes they have even checked out prices at the competition.” Mike maintains a simple but effective site with a comprehensive rate schedule, directions to the shop and instructional videos for their most popular equipment.
Don is looking forward with obvious pride to Mike taking over the shop someday. “When I started here 21 years ago, there were fellows also starting up then who I built relationships with,” Don says. “Mike went to high school with their kids, and now we see less and less of their generation and more and more of Mike’s generation. There has been a flip-over. It is nice to have two generations of loyalty in a store.”
The strategy now is to get Mike more exposure in the industry and the community while Don is still around to hold down the day-to-day business of the shop. To that end, Mike has served as vice-president of the Ontario chapter of the CRA, and will take over the presidency in August. Both Maltbys are very keen on the benefits of the association and happy to see the direction it has taken recently. Mike likes the protected insurance program, and hopes to spearhead new association initiatives to offer even more help to smaller, independent operators. “This marks our 50th year,” Mike says, “so we are going to be doing some celebrating.”
Don is enthusiastic about the participation of such younger members in the CRA. “It is nice to see,” he says. “It used to be just the older ones, toward the end of their career. Now we are seeing, with the likes of James Morden and Mike, members that have their future ahead and their careers. It is great to get involved early. Twenty years from now I’m not going to be doing this, but Mike is. We are seeing a real resurgence in the association.”
For his part, Mike is enthusiastic about the benefits of the CRA protected plan insurance program, saying it is critical for rental operators to have risk management solutions tailored to their needs. “We have never really shopped it around, because most insurers’ coverage stops the minute the equipment goes out the doors,” he explains. “It is one of the nice things about membership.”
Life in the rental industry is not what anyone would call easy. But after spending a few minutes with the relaxed and confident Maltbys at Ingersoll RentAll, an outsider could certainly get the impression that it is. CRS
Clean
die S el
Tier 4 engine standards are coming to Canada.
With so much focus on carbon emissions over the last few years, it is sometimes hard to remember that we all used to be very concerned about smog-causing nitrogen oxide ( n Ox) emissions.
by PAtRIck FlAnne RY
R i G ht: Manufacturers are saying their new tier 4 engine designs will meet or exceed the performance of tier 3 designs in such areas as cold-weather starting, transient response, power bulge, peak torque and low-speed torque. Photo courtesy of John Deere.
When fossil fuels are burned, they give off nitrogen dioxide and nitric oxide as byproducts in the exhaust. When sunlight hits these chemicals they react, which produces ozone. That’s OK, because we like ozone, right? Well, not really. Ozone is helpful when it is in the upper atmosphere blocking UV rays. When it is down here where we are it causes a number of respiratory problems and is a prime component of smog.
Because of these concerns, North American environmental authorities started phasing in ever-more-restrictive regulations on skid steer diesel engines way back in 1996. These regulations reduced the amount of particulates and NOx that newly manufactured diesel engines were allowed to emit in stages called tiers. Tier 1 engines were allowed to emit around nine grams of NOx per kilowatt-hour of power produced. Tier 2 came into effect between 2001 and 2003 and dropped the allowable emissions to just over six grams. Tier 3 took us down to four grams in 2006. Now, all 2012 models entering the market must be compliant with the so-called Tier 4 Interim standard, which pegs allowable emissions at two grams per kilowatt-hour. 2014 will mark the final stage, Tier 4 Final, when engines will barely be allowed to emit any NOx at all.
The American Environmental Protection Agency developed the standards, but Environment Canada has adopted them and brought them into effect in lockstep with
the EPA’s moves. All 2012 model dieselpowered skid steers sold in Canada must comply with the Tier 4 Interim standard. Anyone selling or operating equipment in contravention of Environment Canada regulations can be charged under the Environment Protection Act and fined or even jailed.
Diesel engine manufacturers were able to meet Tier 2 and 3 standards simply by building better, more sophisticated engines with electronic controls, higher pressure fuel injection systems and turbocharging. Not any more. New engines will either have to recycle part of the exhaust back into the
LE ft: eGR stands for exhaust gas recirculation. A portion of the exhaust is recirculated back into the combustion chamber, which lowers the combustion temperature and reduces the formation of nitrogen oxides. eGR engines have additional manifolds and plumbing. Diagram courtesy of John Deere. R i G ht: Selective catalytic reduction (ScR) engines spray a mist of a chemical catalyst called De F, or aqueous urea, into the exhaust stream to react with the nitrogen oxides and lower tailpipe emissions. these engines must carry an onboard supply of De F and will not work if the tank runs dry. Diagram courtesy of John Deere.
recirculation (EGR) system, or mix a chemical catalyst into the exhaust using a selective catalytic reduction (SCR) system. Whatever kind your next new skid steer comes with, you will have some learning to do about how to maintain and troubleshoot these new engine designs.
Here is how the Diesel Technology Forum, a joint think tank made up of five industry associations including the American Rental Association, described the differences between older diesel engines and the new, Tier 4 designs.
t he changes most likely to be noticeable are in the packaging and the increased size of the air intake system to accommodate the needs for increased airflow and cooling. new changes to the engine will likely mean that engine compartments may be reworked to manage the new systems. Some OeMs have indicated they will package any new exhaust system configuration inside a reworked sheet metal skin, while others will place the systems in their traditional locations with additional shielding and mounting hardware to accommodate the heavier exhaust system components.
Most tier 4 engines will be electronically controlled, meaning that a computer will monitor and adjust the fuel and air mixture to optimize emissions and performance for the engine on a real-time basis. In addition, changes in the engine will include new and different systems to accommodate the increased heat rejection of the new engines. For the first time, most off-road equipment will likely incorporate emissions control technology in the exhaust
system, such as a catalytic converter and/or particulate filter, probably in place of the existing muffler and exhaust system. Some of these new exhaust aftertreatment systems mean that the pipes and placement of the muffler and exhaust may be different than previous generations of equipment, or potentially larger to accommodate the new functions and (in some cases) hotter temperatures of the exhaust.
Some tier 4 engines will include use of cooled eGR. eGR is a technique that recirculates a portion of the exhaust gases back into the combustion chamber, which has the effect of lowering the combustion temperature and reduces formation of nOx. this system will add additional manifolds and plumbing around the engine.
One of the biggest changes for engine and equipment dealers is that some engines and machines will utilize a new emissions control technology system known as ScR. this technology is also designed to reduce emissions of nitrogen oxides. Widely used in europe on heavy duty trucks and in some U.S. stationary industrial and power generation settings, ScR technology is new to the U.S. for mobile on-road and off-road applications in 2010. the majority of heavy-duty truck manufacturers began using ScR technology in the 2010 products, along with a number of light-duty diesel car manufacturers, and some manufacturers will use this in their off-road equipment offerings.
In this ScR system a special catalyst is positioned in the exhaust stream and muffler system downstream
Innovations in skid steer attachments can help you dig up a profit. by
Patrick Flannery
PR od UCT SH o WC a S e
When a customer comes into your store looking for a post hole digger or concrete mixing equipment, chances are digging posts or mixing concrete is only part of the job he needs to do. By asking a few more questions, you might be able to help him do his entire job faster and better, and make a larger sale in the process. Skid steers are the solution to just about any medium-size construction problem. Keeping a fleet of tuned-up skid steers on offer with a broad range of attachments can be a great way to make your small customers into big ones.
Co NCRETE P u MP
Blastcrete 8 www.blastcrete.com
Blastcrete offers the model RD6536 skid steer pump attachment. Featuring a universal design compatible with any skid steer, the three-inch hydraulic squeeze pump is suitable for ICF, block fill, form and pour, driveways, basements and various shotcrete applications.
With the ability to pump grout materials, 3/8-inch
shotcrete and 3/4-inch structural concrete mixes, the RD6536 is a fast, efficient solution for contractors performing a variety of concrete and shotcrete applications. The unit offers a variable speed of zero to 25 cubic yards per hour. Vertical pumping distance is up to 50 feet with the use of a rubber delivery line, while horizontal distance can be up to 250 feet.
A hydraulic agitator is included in the receiving hopper. The agitator’s continuous motion keeps the mix well blended, ensuring aggregate and sand stay evenly suspended throughout the mix. Not only does this result in high-strength concrete, but it keeps the aggregate and sand from settling to the bottom of the hopper and clogging near the suction area.
To relieve pressure buildup clogs and eliminate potential damage to the pump, the RD6536 can be run in both forward and reverse. Hydraulically powered controls are located on the pump and also operate both agitator and pump speed.
The RD6536 weighs in at 2,700 pounds and hydraulic oil requirement is 18 gpm
at 3,000 psi. The 48-inchwide frame (55 inches with the receiving hopper) is designed to be narrow enough to fit between the wheel wells of most standard work trucks. The unit includes forklift pockets to allow quick and easy loading and unloading from the transport vehicle.
Maintenance requirements for the RD6536
are designed to be simple and quick. The steel-constructed unit is designed to prevent any concrete from coming into contact with the pump’s moving parts, further reducing maintenance concerns and ensuring a long service life. The primary wear part, the rubber pumping tube, can be easily replaced on the jobsite in about 20 minutes.
Cleanup on the RD6536 squeeze pump is fast and hassle-free. Using just water and a sponge ball, the pump can be cleaned out in approximately five minutes. For more information, contact Blastcrete at 1-800235-4867.
Sk ID STEER LINE
Case
8 www.casece.com
Case Construction Equipment has introduced nine models in its new Alpha Series line of skid steers. The new Case machines deliver improved
horsepower and breakout force.
The engines in the new Alpha Series skid steers range from 46 to 90 hp, with rated operating capacities ranging from 1,300 pounds in the new class size SR130, to 3,000 pounds in the SV300.
The Alpha Series includes both radial lift and vertical lift models. The radial lift machines (designated with an R in the model name), are engineered for digging, prying and pushing, while the vertical lift models (designated with a V), excel on lift-and-carry applications. The Case Alpha Series includes six radial lift skid steers, the SR130, SR150, SR175, SR200, SR220 and SR250, and three verticallift models, the SV185, SV250 and SV300.
The Alpha Series models also feature larger fuel tanks. Thanks to improved fuel efficiency and new 16to 25.5-gallon fuel tanks, Case skids steers can easily run for eight to 10 hours without refuelling.
The Case SR130 and SR150 skid steers are easy to transport with a trailer. Both models have an extremely low overall height, at 75 inches, making it easier to clear overhead obstacles.
D RILL ATTAC h MENT
E-Z Drill
8 www.ezdrill.com
E-Z Drill offers the Model 210 Twin Vertical, a concrete drill attachment that is compatible with most skid steers and compact loaders. This rock drill system contains two adjustable
vertical drills, making it suitable for pulling patches, slab-jacking and under-sealing. The unit is designed for maximum productivity and is completely pneumatic, which eliminates the need for electric or hydraulic hookup.
The 210 Twin Vertical utilizes CP 69 rock drills and has the capability of drilling a hole between 3/4 and 2-1/2 inches in diameter. It features a maximum drilling depth of 17 inches and requires a minimum air flow of 260 cfm for operation. Drill spacing adjusts easily from five to 10 feet
on centre. The feed system also includes an angular adjustment, allowing the drills to be positioned between 90 and 45 degrees.
For quick, convenient operation, the system can be controlled from the cab via pneumatic remote, which is powered by the same air compressor as the drills. To further enhance productivity, the patented roller bearing feed eliminates friction on the car-
riage to reduce replacement costs and help prevent downtime.
For more information, call 1-800-272-0121.
T RAC k LoADERS
Kubota
8 www.kubota.ca
Kubota Canada has announced the arrival of its new compact track loaders. The SVL Series (Super Vertical Lift) feature the 75-hp SVL75 and 90-hp SVL90 models. The new compact track loaders are designed, engineered and manufactured by Kubota to ensure quality consistent with the company’s other products.
The Kubota SVL models are designed from the ground up to be a track loader. The company says that from the integrated mainframe and undercarriage to the original rubber track to the outstanding power and traction force, the SVL Series are built to set the new standard in
the compact track loader market.
The SVL75 and SVL90 boast a 6,204-pound and 7,961-pound bucket breakout force, respectively, and a lifting capacity of 4,881 and 5,869 pounds, respectively. Both models are powered by a fourcylinder, direct injection, turbo-charged Kubota diesel engine. The vertical lift loader allows for optimum reach and dumping capabilities. Standard features include engine stall guard, two-speed travel, self-levelling lift and a floor drain outlet for easy cleaning.
Kubota’s SVL75 and SVL90 feature an easy tiltup cabin for convenient access to all hydraulics. Daily maintenance checks for engine oil, fuel filter, water/fuel separator, air cleaner and coolant level are simple, and all grease fittings accessible from ground level. A slide-andtilt radiator and oil cooler allow for easy cleaning and easy access to the engine compartment.
hEATED SEATS
Seat heater
8 www.seatheater.com
Seat heater manufacturer Check Corporation and Milsco Manufacturing are working together to provide durable heated seats that add comfort and warmth to today’s industrial and construction equipment.
Check began working with Milsco in 2007 to design a foam-in-place seat heater for Case Construction Equipment’s skid steer seat. Since then, more than 6,000 seat heater systems have been built into seats during the past three years.
Available for a variety of
construction, agricultural and off-road equipment, Check seat heater systems are designed to integrate directly into the seats and feature multiple temperature levels for operator comfort. The seat heater elements have passed SAEJ1454 testing for off-road durability tests and are waterproof. Each system is backed with a one- to threeyear warranty, depending on the seat or the equipment warranty.
V ERTICAL AND RADI u S LoADERS
Terex
8 www.terexrealitycheck.com
Terex has introduced a new line of skid steer loaders with vertical and radius lift paths to complement its line of compact equipment. With eight models ranging from 50 to 83 hp, Terex skid steer loaders are designed to be more productive than other brands, thanks to their high ground clearances and rear angles of departure, high travel speeds, increased fuel capacities, strong tractive effort and mechanical-faced axle seals.
“Terex skid steer loaders are engineered to give operators more power and productivity during operation and are built to keep
working when and where others can’t,” says Jamie Wright, product manager, Terex Construction Americas. “Terex skid steer loaders are suitable for rental, landscape, construction, and agricultural applications where contractors and owner/operators need reliable, productive machines that get the job done efficiently and cost effectively.”
Offering four radial lift path models (TSR50, TSR60, TSR70 and TSR80), as well as four vertical lift path models (TSV50, TSV60, TSV70 and TSV80), Terex designed its skid steer loaders with some of the best ground clearances and rear angles of departure in the industry: 10.5 inches of ground clearance and 29 degrees rear angle of departure on medium-frame loaders (TSR50/60 and TSV50/60) and 26 degrees on large-frame loaders (TSR70/80 and TSV70/80). These features improve the ability of the machine to traverse soft, uneven terrain, making the workday more productive and less frustrating.
For more information about the Terex skid steer loaders, visit www.terexrealitycheck.com. CRS
Ted’S PR e SC ien C e
Business is like a wave.
by WAYne B eckett, cRA PR eSIDent
We’ve all seen the images from Japan by now, and the forces of Mother Nature are truly unbelievable. Most of us in Canada never see her fury (but I know some of you have) so it is difficult for us to comprehend the devastation of the tsunami. The affected areas look like they are a Third World country, but of course Japan is far from a Third World country.
If any of you have read Ted Cook’s column in the May issue of Risk Management magazine, it is downright freaky how he makes the comparison of business to a huge wave, high surfs and powerful surges, not knowing what was about to unfold in Japan. His final sentence says that a high surf is in the forecast. Wow! I sent him an e-mail, as I’m sure many people did who read the column. I’m guessing that next month’s column will not have any comparison to natural disasters; maybe it will be about winning money! Give it a read if you have not and see if you don’t get goosebumps.
I am writing this article as the next federal election is being officially called, the fourth one in seven years. Here are my views on it, for what they are worth.
Only the opposition parties were fed up enough with the current government to force an early election. In the past seven years we will have spent over $2 million holding elections that still may not give us a true governing party with a majority government. Voter apathy will be widespread. Some of the coalition parties forced the election more to cause a leadership change in their own parties than to win. Whichever party canvasses on lowering the price of gasoline will win the election. This is the one element that truly does affect us all and we all want it to be lower.
With the economy slowly turning around in the U.S. now, surveys conducted by the American Rental Association show an increase in optimism, spending and revenue by a significant number of rental store operators. In the same RM magazine, Wayne Walley’s column on rental rates is interesting, indeed. He spoke with the heads of several big rental companies such as Sunbelt, RSC and United Rentals. They all said that they are seeing and expecting rates to creep up now that the economy is on the upswing. Well, I have news for them. Rate cutting won’t go away any time soon, good economy or bad.
Wayne Beckett owns and operates Wayne’s Rental Service in Moosomin, Sask., a small community of 3,000, and has been involved with the c RA almost since the day he opened shop 25 years ago. He can be reached at 306-435-4143.
Although I don’t play the rate cutting game very much, thankfully, it does bother me to see how widespread and deep it is. It bothers me when I re-rent equipment (and everyone gives a 20 per cent discount off list as a courtesy so we can charge our customer full list and still make a buck) while some small-time customer gets 30 per cent off just by asking if the operator has some specific piece of equipment to rent. As I’ve travelled across Canada this spring on my presidential tour talking to many rental operators in strong economies and struggling ones, I see the same rate cutting going on. So when these leaders say that rates will go up as the economy gets stronger, I don’t buy it. I’m betting that if they see a rental rate increase it will be from raising their list prices rather than reducing their discounts.
Sooner or later someone will come up with another way to win customers (not necessarily earn them) instead of offering a deeper discount than the guy up the street. We all know the pitfalls of rate cutting. It produces lower revenue, usually leading to lower profits. It does nothing to improve A/R turnover. Usually the most expensive pieces of equipment get the biggest discounts and, of course, once you give a guy a discount, you will never get him back up to full rate again.
What about a type of cash back loyalty program where you have more control over the amount of the savings value to the customer? If he is slow to pay or not a regular account, you apply the savings at the back end, not the front end like rate cutting does? Anyway, just food for thought. Enjoy your chosen field. CRS
l a PR e SC ien C e de Ted La grande vague des affaires.
by WAYne B eckett, PR eSIDent De lA cRA
En regardant les images en provenance du Japon nous pouvons voir comment les forces de la nature sont vraiment incroyables. La plupart d’entre nous ici au Canada ne voyons jamais de telle fureur de la part de Dame Nature (même si je sais que certains d’entre vous l’ont déjà expérimentée), il est donc difficile pour nous de concevoir les ravages d’un tsunami. Les zones ravagées ressemblent à un pays du tiers-monde, par contre nous savons bien que le Japon est loin de faire partie du tiers-monde.
Si vous avez eu la chance de lire l’éditorial de Ted Cook du numéro de mai 2011 de ‘’Rental Management’’, vous noterez l’astuce avec laquelle il parvient à faire la comparaison entre les affaires et une vague puissante, suivie d’un déferlement de torrent à l’horizon, et tout cela sans se douter de ce qui devait arriver au Japon. Dans sa dernière phrase, il dit que le surf sera élevé dans les prévisions économiques. Wow! Je lui ai envoyé un courriel, comme, je suis sûr, d’autres l’ont fait aussi. Je pense que dans son prochain article, il ne comparera rien aux désastres naturels; il parlera peut-être de gagner la lotterie! Allez lire son article, et vous verrez si vous n’avez pas la chair de poule.
Wayne Beckett est propriétaire et gérant du centre de location Wayne’s Rental c entre à Moosomin, en Saskatchewan, une petite communauté de 3000 habitants. Il est impliqué dans la c RA depuis le jour où il a ouvert son centre, il y a 25 ans déjà. Vous pouvez le rejoindre au 1-306-435-4143
Je vous écris cet article alors que la quatrième élection fédérale en sept ans vient d’être officiellement annoncée. Voici mon point de vue sur cette période électorale, pour ce que cela vaut. Lassés du gouvernement actuel, les partis de l’opposition ont forcé une élection hâtive. Au cours des sept dernières années, nous avons dépensé plus de 2 millions de dollars pour la tenue d’élections, qui risquent encore de nous faire élire un gouvernement minoritaire. L’apathie des électeurs se fera ressentir de partout. Certains partis de la coalition ont forcé une élection qui servira à provoquer un changement de leadership à l’intérieur de leur propre parti plutôt que gagner. Le parti qui promettra la baisse du prix du pétrole sera celui qui gagnera. C’est un des éléments qui touche vraiment la population entière, et nous voulons tous que les prix baissent. Avec l’économie qui, tranquillement, remonte aux États-Unis, les enquêtes menées par l’American Rental Association démontre un rehaussement dans l’optimisme, les dépenses, et les recettes par un nombre important de centres de location. Toujours dans la revue Rental Management du mois de mai, l’éditorial de Wayne Walley qui parle de taux de location est très intéressant. Il s’est entretenu avec les chefs de grandes entreprises en location, comme Sunbelt, RSC et United Rentals. Ils semblent tous s’attendre à ce que les taux en location remontent maintenant que l’économie reprend de l’essor. Bien, j’ai des nouvelles pour eux : les taux à rabais ne disparaîtront pas de si tôt, que l’économie soit bonne ou mauvaise.
Même si je ne joue pas au jeu des taux à rabais bien souvent (et heureusement !), il me déplaît de voir à quel point cette méthode est généralisée et ancrée dans notre industrie.
Cela me dérange surtout quand je dois sous-louer de l’équipement (qui m’a été facturé avec rabais de 20 pourcent sur le prix de liste afin que nous puissions facturer le client au plein prix) alors que des petits clients reçoivent des rabais de 30 pourcent tout simplement parce qu’ils ont demandé au centre de location un certain outil ou équipement spécifique. Lors de mon voyage présidentiel à travers le Canada ce printemps, j’ai parlé avec plusieurs propriétaires de centres de location habitant des régions où l’économie est assez forte, et j’ai vu le même scénario de taux à rabais. Alors, quand des chefs de grandes entreprises disent que les taux remonteront avec la hausse économique, je n’en crois rien. Je parie que si les taux de location montent, c’est parce qu’ils auront remonté leurs prix de liste, et non pas parce qu’ils auront réduit les rabais. Tôt ou tard, quelqu’un arrivera avec une nouvelle solution à gagner les clients (sans pour autant les mériter) au lieu de leur offrir des rabais plus alléchants que ceux de son compétiteur au bout de la rue. Nous connaissons tous les pièges qu’encourent les coupures de prix. Cela produit une baisse des revenus, qui conduit à une baisse de profit. Ces coupures ne font rien
Suite à la page 28
continued from pg. 17
from the active spray dosing system that periodically sprays a mist of a chemical reagent (called diesel exhaust fluid (DeF) or aqueous urea) to react with the exhaust nitrogen oxides and lower tailpipe emissions. Depending on its size, a machine will have a storage tank holding up to 15 gallons of liquid DeF. the D e F dosing system, supply and return tubing and control monitoring functions are all integrated into the engine electronic controls. D e F consumption is dependent on equipment utilization, load factors and idle time. Manufacturers are optimizing S c R technology and D e F tank sizes such that D e F tanks need to be replenished in conjunction with key maintenance intervals. Indicator lights on the dash will warn the operator when the DeF supply is running low and should be replenished. If it is not replenished, upon a series of startups, the machine will eventually revert to a “limp” mode where engine performance is de-rated until the fluid is replenished and the integrity of the emissions control system is restored. DeF supply has been growing for the on-highway vehicle market. It is generally expected to be more widely available as more engines and vehicles that require it are produced.
t ier 4 engines and machines may have other differences depending on the manufacturer. these could include changes in horsepower ratings, smaller engine displacements, differing power and torque performance and higher fuel economy.
However you feel about lowering NOx emissions, it seems clear that the new systems are going to represent one more thing that can go wrong. To protect your customers’ peace of mind, and your bottom line, you may want to work with your skid steer supplier to become educated about performance and maintenance on the new Tier 4 diesel engine designs. CRS
E RGoNoMIC f LooR GRINDERS
The latest in Husqvarna’s series of floor grinders, the new PG 400 SF and PG 280 SF are suitable for surface preparation and grinding of concrete adhesive residue, paint and spackle. The machines have excellent ergonomic and performance features.
The PG 400 SF and PG 280 SF are efficient grinding units due to their high rpm and the wide range of grinding
disks available. They are easy and convenient to use, with ergonomically designed handlebars and low noise levels.
The grinders include dust guards and vacuum ports designed to create efficient suction of dust. The handles can be folded over the machines to make them more compact and easy to transport. The single grinding plate has multiple diamond tool attachment positions for optimal distribution.
The PG 400 is equipped with a 5.3hp, three-phase motor, while the PG 280 SF features a three-hp, onephase motor.
The PG 400 SF and PG 280 SF can be coupled with the DC 1400. The DC 1400 is a new, compact, highly mobile and versatile dust collection unit. It is equipped with Husqvarna’s non-clogging filtration system, which captures excess dust and debris.
For more information, visit www.husqvarna.com.
hEAVY-DuTY CARPET E xTRACToR
The PFX1380, a heavyduty professional carpet extractor from Powr-Flite, has adjustable pressure – 50 to 500 pounds per square inch – powerful enough to clean the most soiled carpets.
Perfect Heat technology provides the hottest solution temperatures available in any portable carpet extractor.
The full-size, 13-gallon capacity helps reduce refill/empty trips, improving worker productivity. A soundsuppression system keeps noise to a minimum.
For more information, visit www.powr-flite.com, or call 1-800-880-2913.
N EW BACkhoE LoADER
The TLB840 – the ninth generation of backhoe loaders offered by Terex – boasts an 88-hp Perkins engine and is powered by an optional four-speed servo power synchro transmission with automatic shifting, delivering fuel efficiency and high tractive effort.
The new TLB840 has a curved boom design that offers operators greater clearance to reach over obstacles and the ability to load closer into trucks for greater productivity. With a dig depth of 14 feet, nine inches (extended to 18 feet, one inch) and a reach-up of 18 feet, nine inches (extended 21
feet, 11 inches), the Terex TLB840 is designed with a new slew system that provides high torque for easier backfilling and slewing uphill. The deep dig extendable dipper stick is new on the TLB840. With an optional thumb attachment, operators are able to clamp objects and materials between the bucket and dipper with ease.
The chassis on the new TLB840 is built for safe and reliable operation. With an operating weight of 15,895 pounds, Terex has fitted the TLB840 with a new, cast hard nose counterweight to give improved weight distribution and full component protection. A new, larger steering cylinder, housed on the front axle, offers superior handling and reduced steering effort. Outboard wet disc brakes on the new TLB840 allow for shorter stopping distance and increased braking torque.
For more information about the Terex TLB840 backhoe loader, visit www.terexrealitycheck.com.
PoRTABLE EVAP oRATIVE C ooLER
Cantherm has introduced Port-A-Cool portable evaporative coolers to its product lineup. With models ranging from 500 square feet to 4,000 square feet, these premier units feature a onepiece moulded plastic housing that is rust-proof and leak-proof, as well as plastic fan blades for quiet operation. Heavy-duty casters ensure easy portability for spot cooling.
Every Port-A-Cool is equipped with genuine KUUL pads media for the most effective evaporative cooling possible. Constructed with the heaviest virgin craft paper, and the highest resin contact, KUUL pads have greater durability, strength and longevity over competitors.
Cantherm reports that Port-A-Cool units are eco-friendly and are an excellent alternative to traditional air conditioning at a fraction of the cost. Operating with tap water and using 115 volts, the cost is approximately a dollar a day, and will lower the ambient temperature 7 to 10 C. Coolers are used in a variety of locations including shops and warehouses, as well outdoors events, with cooling being noticed at least 50 feet or more away. No assembly is required.
For more information about Port-a-Cool, contact g.clendenning@canthermheaters.com.
CoMPACT TRACk LoADERS
New Holland Construction has introduced three compact track loaders in the new 200 Series. The new machines feature best-in-class forward dump height and reach, boosting operator profits and productivity.
“The New Holland 200 Series compact track loaders have been designed from the ground up, based on input from customers across North America,” said Dave December, marketing manager at New Holland Construction. “These machines are built to tackle the toughest construction, landscaping and agricultural applications.”
The New Holland C232 and C238 compact track loaders feature the patented vertical lift Super Boom design, delivering improved forward dump height and reach.
The new self-levelling bucket feature on each model also allows attachments to maintain the preset location throughout the lift cycle.
Customers with varied levels of operator experience will appreciate how easy work can be completed with the selflevelling and Glide Ride features.
CoLD PRESS u RE WAS h ERS
Steam Jenny offers four models of belt-drive cold pressure washers. Designed for heavy use, belt-drive pressure washers provide a longer pump life than direct-drive units. The extended service life is due to the pulley system, which turns the pump significantly slower than if the pump was coupled with the engine crankshaft. Additionally, the belt absorbs engine vibration and allows the pump to be located farther away from the engine heat. All models are designed for maximum durability and portability to meet the demands of commercial-duty applications.
The pressure washers are powered by nine- or 13-horsepower Honda GX Series engines, and all models feature a triplex ceramic plunger pump, which provides years of service while requiring little maintenance. The units offer an ideal balance between power and volume. They are available with pressure ratings between 3,000 and 4,000 psi, and flow rates vary between three and four gpm. Furthermore, a customizable option allows customers to choose a unit with pressure and flow ratings based on their specific needs.
Many standard features are incorporated into the line to ensure long service life. These include thermal pump
protection, an unloader valve and a high-pressure relief valve to prevent damage to the pump. To protect the engine, the unit will automatically shut down if low oil levels are detected. Furthermore, the chassis is made with powder-coated, sevengauge steel for enhanced durability. Other standard items include a professional-grade insulated trigger gun with safety lock, quick-connect nozzles with nozzle control, high capacity in-line water strainer, gun/wand holder, hose reel mounting adapter and dual rubber isolators. The chassis is backed by a seven-year limited warranty, and other components are covered by a one-year limited warranty.
For more information, call 1-814-445-3400 or visit the website at www.steamjenny.com.
fou R-STRok E EARTh AuGER
The 240 hole digger from General Equipment Company features four-stroke engine technology in a one-man, hand-held hole-digging product. The 240 is just one model in the company’s complete line of portable holedigging equipment designed for use in lawn and garden, homeowner and light construction digging projects.
A 1.6-hp Subaru EH035 four-stroke gasoline engine supplies power to the 240 hole digger. The engine’s four-stroke technology is far more fuel efficient than a two-stroke system, and it complies with all applicable emission control regulations. The four-stroke engine also eliminates the need for pre-mixed fuel and oil solutions, effectively removing any worries of engine damage caused by improper mixing techniques.
A Magura twist grip throttle controls the engine speed for optimal power output. This same throttle has been field proven for 20 years on General Equipment two-man diggers. Using a highly efficient spur gear transmission, the 240 produces a maximum drilling torque of 55 footpounds for improved digging performance.
LITERATURE REVIEW
New Pearl abrasive Catalog
Pearl Abrasive Company supplies diamond blades, grinding cup wheels, core bits, polishing pads, bonded and coated abrasives. We also offer tile and masonry saws, surface preparation equipment, dust containment systems and the Tuscan Leveling System for tile. Look for Pearl for all your cutting, grinding, sanding, and polishing needs and more.
Readers may request information on this item featured in this review. Simply contact the company directly using the phone number indicated to request their latest brochure.
New Pearl Diamond revamp brochure
NOTICE ANYTHING DIFFERENT? Pearl’s new look, improved and new products combine traditional quality, consistency and unique products, with a better-than-ever cost-performance value. Pearl’s strong brand is getting a refreshing new look, from product art design to uniform packaging. NOW MORE THAN EVER, PEARL IS AN EXCELLENT CHOICE. ACCEPT NO IMITATIONS!
• Dri-Eaz Dehumidifiers, Blowers and air conditioners
• OztEc concrete Vibrators Paper Shredders ceiling grinders
Eastcan
• JENNY air compressors & Pressure Washers
• tErraMitE compact loaders backhoes & Street Sweepers
Build the right kind of relationship with your supplier.
by George Olah
is it the customers or the suppliers who are more important to your rental shop?
Certainly you can’t live without either of them. Maintaining excellent supplier relationships is essential to daily rental operations. Rental companies depend on products they can proudly and reliably rent so their customers will return for more.
Suppliers must not be chosen solely on the basis of their product price quotations. Anyone can reduce prices so you can buy cheap. The real question is, what else is the supplier reducing to give you that so-called low price?
There is only so much any comparable product can be genuinely discounted. Sometimes, it is the quality of the product that is reduced. Sometimes, it is the level of after-sales service that depreciates. Sometimes, it is the warehousing of repair parts that disappears. Sometimes, it is the salesperson who usually calls on you who just does not show up anymore. Sometimes, it is the sales person’s commission that diminishes. The point is that something has to be removed if the supplier is to provide continued discounts. These reductions will have a detrimental impact on you either immediately or down the road.
When you think you buy cheap, there is some misplaced implicit notion you are saving money. Good products are priced appropriately for good reasons. Buy cheap and you usually get cheap. You end up purchasing a product that has reduced quality and no doubt breaks down in rental use.
As the product buyer, your challenge is how to choose the right supplier that supports your business for the long term.
Many sales individuals represent agents or distributors promoting a variety of product lines. Carefully interview these representatives to ensure they are authorized vendors of the products they purport to represent. Otherwise, you will end up without the valid warranty
service and original replacement parts you will certainly require. Sorry to say, such agents constantly change product lines, stranding rental companies to find their own solutions to equipment issues.
The supplier who should be kept from your threshold, regardless of price, is the manufacturer who sells to anybody with a chequebook. They offer their products and parts not only to you, the rental company but also directly to your customers at the same so-called wholesale price they gave you. This practice makes it very difficult for you to realize any kind of profit. These suppliers destroy the integrity of the supply chain network necessary to ensure a level playing field for the rental equipment dealers. Thankfully, there are authorized, dedicated, factory sales representatives only selling into such specific commercial business channels as rental companies. They have established a professional and dependable supply chain management system. With this type of product supplier you usually strike up a longer term relationship. They respect your business and sell only to rental companies, not directly to your rental customers. Ask yourself, how often does a sales representative visit you? Does he sell to just anyone to make a sale? Does she give you warranty and parts support? Does he offer manufacturer’s product training? Does she provide marketing banners and literature to support your rentals? Does he know what he is selling you? It takes time for both suppliers and rental companies to establish that special trust and mutual respect. So think twice before you accept that deal of the century and free baseball cap. CRS
George A. Olah has over 35 years of experience in training, marketing, and renting commercial appliances and equipment. He is presently the general manager of operations at ABcO equipment & Supplies, a family-owned rental company located in Weston, Ont.
