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Increased federal infrastructure spending should help. 6
Acquisitions in the Alberta foothills, Branderhost tearing up the U.S., report on U.S. equipment exports...
Beware of power tool manufacturers offering surveying equipment.
Lube skids and trailers can smooth the way to profits in heavy equipment servicing.
12
Beware of time limitations when filing suit. by Deryk Coward
Topmar Building Supplies ascends with strategic moves in the New Brunswick rental market. 28 COMPACTION SHOWCASE
Flat surfaces made easy with these advanced soil compaction solutions.
Your first impression should be your best impression. by Tim Ranson 34
Look at your needs before you leap into training. by Jeff Thorne
Federal budget should help
At least they are throwing money in the right direction.
The 2016 federal budget contains plenty of good news for rental operators, especially those in Ontario and Quebec. Infrastructure spending was a key election promise of the federal Liberals, and they have mostly delivered (though not in as high numbers as promised). Shovels will be hitting the ground across the country to the tune of $11.9 billion over the next five years in what is described as “phase one” of the long-term plan. A key point is that the feds are offering to make the money available with only 50 per cent cost sharing from municipal or provincial partners, in contrast to the usual stipulation that the municipality and the province had to take a one-third share each. This should open the door for the money to flow even if one of the partners is in belt-tightening mode.
The help comes at a welcome time. A lot of suppliers and rental operators at the Rental Mart were saying things are slow right now in Ontario. Many others were saying things are slow by not being there. As irritating as it is to be dependent on the Ponzi scheme of government money for economic growth, that seems to be the only way anything gets going in this province any more. It doesn’t seem that long ago that everyone understood that using tax dollars to buy business activity was the same as paying off your car loan with a credit card. Well, the 2008 U.S. recession put an end to that sensible thinking, and it looks like Keynesian
Tips and tricks in aerial equipment purchasing
Join Canadian Rental Service editor, Patrick Flannery, and John Adcock of Leavitt Machinery for this online discussion of best practices for buying and selling aerial equipment for rental fleets. Registration is free, and attendees will be able to submit questions for the presenter. Sponsored by Point of Rental software.
Rental Mart video report
Missed the Canadian Rental Mart this year? Visit canadianrentalservice.com to view editor Patrick Flannery’s report from the show floor.
by Patrick Flannery
infrastructure projects are the new engine of growth.
“Infrastructure” has a pretty broad definition in this budget and, as usual, what the money is actually for is obscured by the government’s reflexive need to insert voter-pleasing buzzwords into everything. “Social infrastructure” for First Nations communities is one item. Rental operators can only hope that this means building community centres and not Snapchat accounts. Same with the amounts for “early learning and childcare.” This better mean more schools, not more teachers, at least as regards the benefit to our industry. And I’m not sure what kind of infrastructure you build for “climate change mitigation,” but hopefully it involves digging holes, pouring concrete and lifting people up to high places.
The biggest chunk of money will go to public transit, however, which is comfortingly easy to define and understand. All the usual construction-site support equipment should be useful here: temporary heat and power, portable toilets, lighting, compressors. Could be demand for large rollers, loaders and compaction equipment if the project involves new rail lines.
Upgrades to water supply and wastewater management infrastructure are also part of the plan. Trenchers and excavators will need to be on site, as well as some underground drilling rigs, cranes and the whole pantheon of concrete products.
To get you started planning your fleet to meet these demands, we humbly present the annual compaction showcase on page 28. Here’s hoping all this deficit spending by our governments will get business and profits moving so we can pay the bill in years to come.
Speaking of buying equipment, don’t miss the first-ever Canadian Rental Service webinar, brought to you by Pointof-Rental software. John Adcock of Leavitt Machinery in Coquitlam, B.C., has been buying and selling aerial equipment for a living for over 10 years, and he’s going to share what he’s learned in an interactive online interview with yours truly. Joining the May 10 webinar is free, and you can submit your questions and comments over a chat link. Should be a great educational opportunity for everyone in our industry. CRS
INDUSTRY NEWS
SCHULZE VOHREN LEADS NORTH AMERICA FOR WACKER
As part of a planned leadership succession, Wacker Neuson has appointed Johannes Schulze Vohren North American regional president. Schulze Vohren now leads all of Wacker Neuson’s sales, marketing, aftermarket and logistics activities in both the United States and Canada. He started with Wacker Neuson in 1994 and has held a variety of management positions within the company including sales and product support for the U.S. and international markets, business systems and information technology and logistics. “His experience and broad leadership skills made Johannes Schulze Vohren a natural choice to oversee the North American operation and ensure a smooth transition in leadership”, explains Cem Peksaglam, CEO of the Wacker Neuson Group. In his new role as regional president, Schulze Vohren is responsible for the organization’s regional market presence for all product lines and helps set and drive the strategic initiatives that best position the company to maximize market opportunities and performance in the region.
“Ongoing growth in our market place is built on a foundation of partnership with our dealers,” said Schulze Vohren. “The strength of our distribution network and our ability to provide a diverse product portfolio have always set us apart. We will continue to develop innovative, reliable, performance-driven solutions and equipment to support a variety of applications across different industries. This includes exceptional financing, training, technical service, warranty and aftermarket programs that complement our products.”
Longtime president, Christopher Barnard, retired effective Dec. 31, 2015.
BECKER REPRESENTING HYDREMA
Hydrema, a supplier of modern, high performance earth moving equipment, has announced the appointment of Scott Becker as the company’s regional business manager. Becker brings to Hydrema more than 20 years of comprehensive experience in diverse sales representative roles throughout the construction equipment industry. In his new role, Becker will be responsible for regional and individual product training, providing product support to dealers, assisting with customer product presentations and distributions, as well as dealer development.
“Hydrema is a prestigious company with a superior product that I am proud to now be a part of,” states Becker. “I look forward to much success and growth in my new role with the company.”
Helping Becker succeed in his new position is his extensive background in the construction equipment industry. Prior to joining Hydrema, he held several sales representative positions with well-known construction equipment dealers and manufacturers and has had a lengthy track record of success. Most recently, Becker served as a sales territory manager for Atlas Copco Construction Mining Technique U.S.A. where he was promoted within six months to selling and renting to the entire mid-Atlantic territory.
Landscape Ontario Congress Toronto, Ont. 8 locongress.com
Jan. 17 - 20
World of Concrete Las Vegas, Nev. 8 worldofconcrete.com
March 7 - 11
Conexpo-Con/Agg
Las Vegas, Nev. 8 conexpoconagg.com
TS 420 & TS 500i STIHL Cutquik ®
The STIHL TS 420 is a light and convenient 3.2 kW cut-off saw with a 350 mm cutting wheel for use on all types of jobs. The innovative long-life air filter system with cyclone air routing ensures an extremely long filter service life and increases service intervals. Low vibration levels makes working with this model less strenuous.
The TS 500i is equipped with STIHL’s fuel injection technology which provides a simplified starting procedure - no choke, just purge and pull. It combines precision, efficiency and userfriendliness with cutting-edge technology. The X2 lowmaintenance air filtration system allows filters to enjoy a long service life and ensures effective engine protection. Its electronic water control remembers the last setting used - water flow adjusts easily while in operation and no water at idle. So you can focus on what matters most - your work.
QUALITY AT WORK FOR 90 YEARS.
For a remarkable 90 years, STIHL has been a world market leader and innovator in outdoor power equipment. German engineered products featuring the latest pioneering technologies make STIHL the preferred choice for professionals, by consistently providing uncompromising quality. STIHL products are only available at independent STIHL Dealers who provide personal advice and expert service. Thank you for the continuous support and for making STIHL the brand you can trust.
FIRST CHOICE GROWS AGAIN
First Choice Equipment Rentals has announced that the company has acquired Oilboss Equipment Rentals. Oilboss is based in Rocky Mountain House, Alta., with a satellite operation based in Lac Labiche, Alta. Oilboss Rentals has been providing excellent service in the central and northern Alberta markets for years. The company is focused on completions and drilling equipment rentals, as well as trucking and crane truck services. The former owner of Oilboss, Gerry Casorso, as well as operations manager, Lee Forester, are both joining First Choice in management positions. “ First Choice is very excited to be able to acquire a high quality operation like Oilboss Rentals, as well as getting excellent people like Gerry and Lee to come on board. This acquisition further expands our products and services into the oilfield rental market, as well as our geographic footprint into the oilsands area of Northern Alberta,” said First Choice operating partner, Adam Snook.
JOE DE OLIVERA HAS JOINED CM EQUIP
Joe De Olivera has joined CM Equip as a sales representative for Alberta and British Columbia selling the company’s diamond core bits, abrasives, blades and the Fandeli floor sanding products. De Olivera comes to the company with more than 18 years experience selling abrasive products.
MASTRANDREA JOINS RENTQUIP IN ONTARIO
The newest Rentquip employee in Ontario is also new to the rental industry. But his other skills may come in handy. “This is my first foray into the rental industry,” said Dave Mastrandrea. “I’m an Ontarian but a virgin to the industry.”
His background is in hospitality and health care. He had graduated college as a paramedic. “I am a product specialist,” said Mastrandrea, who started in the position at the end of February. “My role is going to involve bringing equipment around to different rental houses and demonstrating the equipment for business or interested customers.”
Mastrandrea said he was pretty ecstatic upon receiving the news of the job, the start of which comes at a pretty busy time for the rental sector. Said Mastrandrea, after about three weeks on the job, “That’s what they said, baptism by fire; I’ve already got a couple of trade shows under my belt.”
He will work closely with Rentquip’s two sales reps in Ontario, and his particular area will be Windsor to Ottawa, as far north as Hearst, and will be based out of the Woodstock office.
BRANDERHORST DRIVING TRAFFIC
M&M Services beefed up its traffic control division by recently becoming a North America Traffic dealer. The agreement between the two companies was signed only a month after Bill Branderhorst, manager of U.S. dealer development, happened to walk into M&M Services just as Star Smith, vice-president and COO, was talking about traffic control with his co-workers. “Timing is everything,” says Branderhorst. “M&M told me that they had been looking for an alternative for portable temporary traffic signals and automatic flaggers.” Branderhorst asked Smith if he would like to demo a set of the North America Traffic portable traffic lights. The next week, Smith placed two portable temporary traffic signals at one of their projects in western Kentucky.
“We were pleased with the ease of setup and very impressed with just how simple it was to program the units on the site. When the opportunity to become a distributor was presented, we couldn’t resist,” says Smith.
When Branderhorst walked into the office, he immediately saw M&M’s potential as a dealer. “I was impressed with M&M’s standards of service,” said Branderhorst of the initial meeting. “They showed great enthusiasm for our product line and their knowledge of similar products in the marketplace meant that I didn’t have to convince them of the benefits of North America Traffic products. They convinced themselves.”
Bill Branderhorst is a former sales manager for Canadian Rental Service and former sales representative for Cavalier Industries.
SETTING THE INDUSTRY BENCHMARK
Kubota RTV-X Series utility vehicles are renowned for their high performance and durability. Available from 21.6 to 24.8 HP, the RTV-X series is powered by Kubota’s reliable and high performing diesel engines. We pioneered the Variable Hydraulic Transmission and we were the first to add a factory installed utility cab, making this the best all-weather, all-comfort, all-the-time vehicle you’ll ever put to work.
AMERICAN EQUIPMENT EXPORTS DOWN
Exports of U.S.-made construction equipment ended 2015 with a 19-per cent decline compared to the previous year for a total $13.9 billion shipped worldwide. All world regions experienced declines, led by Africa and South America, according to the Association of Equipment Manufacturers (AEM), citing U.S. Department of Commerce data it uses in global market reports for members.
AEM is the North Americanbased international business group representing the off-road equipment manufacturing industry.
Compared to year-end 2014:
• Canada dropped 18 per cent, for a total $5.5 billion
• Asia decreased 10 per cent, for a total $1.8 billion
• Europe dropped 12 per cent, for a total $1.7 billion
• South America declined 33
per cent, for a total $1.7 billion
• Central America fell 23 per cent, for a total $1.5 billion
• Australia/Oceania declined one per cent for a total $882 million
• Africa decreased 37 per cent for a total $777 million
AEM’s Benjamin Duyck, director of market intelligence, provides some insights.
“As 2015 came to an end we can take stock of the yearly export trends. In the fourth quarter of 2015, construction machinery exports continued to experience year-over-year declines for the 12th consecutive month. The year-end also marked the third consecutive yearly decline. These declines do need to be placed in the proper context as exports boomed after the Great Recession
and strongly supported the U.S. construction equipment industry. Additionally, there are regional differences affecting exports. The deteriorating export position does not come as a surprise as the U.S. faces strong external headwinds. Global economic markets such as China and Brazil are experiencing deep-rooted structural problems and a strong U.S. dollar is making U.S. exports more expensive for international buyers. The lower commodity prices (metals and energy) are causing shifts in some market segments and equipment demand, domestically and internationally. As noted before, U.S. exports are not deteriorating as strongly for every region. For example, 2015 exports to Australia, the U.S.’s third largest trading partner, grew 2.5 per cent compared to 2014 (and were up 20 per cent in the fourth quarter compared to the same quarter in the previous year). While for 2015 there was a small one-per cent regional decline for Australia/ Oceania, the region clearly outperformed the global community.
The top countries buying the most U.S.-made construction machinery during 2015 (by dollar volume) were:
• Canada - $5.5 billion, down 18 per cent
• Mexico - $1.2 billion, down 24 per cent
• Australia - $829 million, up 2.5 per cent
• Belgium - $334 million, down 28 per cent
• Chile - $492 million, down 20 per cent
• United Arab Emirates$272 million, up 73 per cent
• South Africa - $344 million, down 49 per cent
• Peru - $330 million, down 28 per cent
• Brazil - $403 million, down 44 per cent
• China - $267 million, down 27.5 per cent
LASTING IMPRESSIONS Four keys to building relationships
by TIM RANSON, CRA PRESIDENT
We are often reminded of the importance of creating a good impression, one that leaves the other person with a sense that this meeting was very fruitful. It might be a first date, a job or client interview or perhaps a conversation with an employee that changes behavior in a positive way. The message was delivered in such a manner that it created a long-term benefit to both the employee and the employer. I am going to use this analogy to provide a framework on how to enhance your positive, lasting impressions.
The “soft” skill of creating lasting impressions can be distilled into four elements: engagement, recognition, communication and measurement. In the world of managing or working with others we are often perplexed by a lack of understanding or perhaps disinterest on the part of an employee, client or significant other. The missing element is often engagement.
Engagement is exactly as it sounds. It is summarized easily by finding the connection points that allow people to bond in meaningful ways. If your employee’s work approach is placing him in danger you may catch yourself telling them to stop doing what they are doing. This is a one-way approach with less than stellar results. I recall hearing a manager say, “I just don’t understand. I told him...” or, “I keep telling him..” The next time this situation arises reflect on finding the connection points with the individual to help him consider a personal element attached to his approach. You might find by connecting to the individual on a personal level you have created a conversation between parties and improved engagement is the probable outcome.
Tim Ranson is Environment, Health and Safety manager at Finning (Canada) / The Cat Rental Store in Edmonton, Alta. He has worked in the rental industry for more than 20 years. Tim sat on the ARA Trade Show Committee and the ARA Risk Management Committee and helped start its Professional Driver Improvement Program. He was also a speaker/panelist over the past three years at the ARA Rental Show learning sessions.
The next way to ensure continued buy-in from another party is recognition. This is the “energy” that is welcomed in a highly engaged relationship. Recognition can be summed up by sincere appreciation for the efforts being expended. For this to be most effective, I have found timing my recognition of the employee’s correct behavior is most effective when they are actually completing the work. When you are rewarding the behavior or actions that are linked to the success of a project, we both recognize there is positive value to the organization and each other. Recognition is the energy that is inherently desired in human behavior.
Communications come in a variety of forms and books are being constantly written on how to do it better with the wide variety of media and communication channels. With the volume of inputs from our society, it’s no wonder that personal communications are less valued. Most recently, relationships are suffering from incomplete information. Think of the one-line text messaging often used to communicate an important message when picking up the phone or a face-to-face meeting is warranted. Communication could be seen as the “wiring” that forms two-way interactions between all parties. This wiring is easily disrupted, and often assumptions are made because we are intent on delivering our message rather than ensuring there is reception and understanding with the other party. Two-way communication requires confirmation of the message. My wife learned this early on in our relationship when asking me to pick up a few things on the way home. She soon realized that if she asks me to repeat back my assignment I am less likely to pull in the driveway empty-handed. In short, she created a two-way communication stream and I was confirming her message with clarity. Measurement of your application of these elements of interaction will help you stay on track. Measuring the “input stream” is necessary to make informed decisions. Measurement of the responses to your engagement, recognition and communication will often be quite simple, not requiring any graphs or analytics. Quite the reverse, as you will find the employee or other party is happily completing the tasks, providing you with the desired responses, and continuing to evolve through coaching, team building and participation. If they look forward to new challenges, eventually they may become a leader you can be proud of who uses these same tools successfully. This legacy can create a lasting impression and may be the key to your success in relationships throughout your interactions. CRS
Spring into Action!
Multiquip has you covered with a complete line of light compaction equipment. The completely redesigned AR14 vibratory roller brings greater productivity and improved performance. The MQ Rammax RX1575 is now available with bolt-on drum extensions and our reversible plate line will bring in profits with its dependability and wide model range. Ramp up your profits this Spring with Multiquip compaction!
SMART
One eye on the clock
by Deryk Coward
Most of you are probably somewhat familiar with the fact that you only have a certain amount of time to file a lawsuit. Sometimes people will be heard to say “statute of limitations” as a kind of blanket answer to a very complex question.
The fact is there are laws which prescribe in great detail the length of time a potential litigant has in which to file a lawsuit. Failure to file within the prescribed time frame is, subject to certain exceptions, fatal to the claim. If someone files a claim in court past the prescribed time frame, the opposing party can simply move to have the claim dismissed on the basis that it was filed too late. If successful in having the claim dismissed, that defendant would also likely be entitled to costs from the party who tried to file the statute-barred claim. This is an area of the law that varies widely, and very significantly, from province to province. It is therefore imperative that if you have a question about a particular matter, you ought to consult with a lawyer entitled to practice law in your province. No legal advice on any particular matter is being offered by this article.
Different types of lawsuits can have different limitation periods. There are a great number of different types of lawsuits, including things like wrongful dismissal, suing on a debt, assault, damage to chattels, damage to land, slander, nuisance and insurance claims, to name just a few. In fact, there are so many varying scenarios that it would be impossible to outline concrete guidelines for you in an article such as this. The most important principle to pass along to you is: if you think you may have a claim, speak to your lawyer about it at your very earliest opportunity. One of the very first things a competent lawyer should do is ascertain whether there is a potential limitations issue with your case.
For example, in Manitoba, if you want to sue for damage to your equipment you have exactly two years to file your claim in court from the date the damage was caused. If someone damages your land, you have exactly six years to file your claim in court from the date the damage was caused. Discrepancies such as this are the norm, not the exception, and you must know the governing law
for the facts of your particular case.
If you retain a lawyer to handle your potential case within the time limits prescribed for your claim, and your lawyer fails to file your claim before the applicable time limit elapses, then you would be able to pursue your lawyer for negligence for his/her failure to file your claim on time.
Do not let anyone tell you not to worry about a limitation date, because generally speaking they cannot be waived. I have seen instances in Manitoba where the parties involved genuinely attempt to negotiate an out-of-court resolution, only to have those talks break down three years (or more) after the actual damage was caused. In such a scenario, the owner of the equipment is out of luck. If the person who damaged the equipment knows the law, he/she would be able to walk away with no fear of ever being sued.
You should be wary of insurance claims, as insurance claims are very time-sensitive and vary from province to province. If you considering an insurance claim, it would be wise to consult with a lawyer in your jurisdiction about the time within which you must file a claim even as you are still in discussions with your insurer. The insurance company does not need to know that you have researched your legal obligations in the background in order to protect your legal interests.
In addition to the particular limitation statutes in each province, there are many other pieces of legislation (both federal and provincial) that stipulate the time within which a claim must be brought. Generally speaking, failure to file a claim by the time prescribed will be fatal to the claim. It gets even more complex when someone wants to file a claim after the expiry of the applicable limitation period. For example, if a person did not even know they had a claim until after the expiration of the limitation period, there are ways in which such a potential claimant could still be given the opportunity to file a suit. In such a case, moving as quickly as possible once discovering the fact that you have a claim is very important.
The bottom line is that this is an area of the law that is quite complex. I cannot stress enough the importance of retaining a qualified lawyer about any limitation issues you may have. CRS
name being an amalgamation of the two founders’ names. Over the next few years, the company expanded into commercial building construction and in 1968, moved to a one-acre site in an industrial park.
By 1976, it was time to move again to bigger quarters. This time the company filled a large new building with a showroom, warehouse, service area and offices with the intention of meeting all the materials and services needs of local builders at fair prices. To further these goals, in 1981, Topmar became a member of the Castle Building Centres buying group, then called Bold Lumber. Calvin
and his wife Joyce left Topmar to pursue other projects in 1982, and the construction side of the business was phased out a short time later.
In 1990, Jack and his wife Gladys retired and turned the store over to their son and his wife, John W. and Marie Mahar. John had been involved at Topmar since it had first opened when he was young. In 2000, the company moved yet again to a bigger site in North Devon, creating a 20,000-squarefoot store with a drive-through lumber yard and services such as delivery, screen repair, key cutting, free estimates and more. In 2007, things
changed again with John W. Mahar dying in a tragic accident. Son John G. (Gerry) Mahar took over most of his father’s responsibilities in the day-today operations.
RENTAL EXPANSION
Since 2012, Topmar has added offerings such as compact equipment, a 16-foot enclosed trailer, post hole augers and specific plumbing tools like a pex pipe expander. “We keep a missed rentals report each season and based on that as well as demand we like to add new tools regularly,” Parker explains. “It also creates a bit of excitement for our customers
Topmar created a new rental manager position to cement its commitment to serving rental customers. Randy Bezeau is proud of the clean look he has created at his new rental counter.
when we introduce a new tool or piece of equipment. Currently, we have a new lawn aerator on the show room floor with a tarp over it and we’re asking customers to submit their guesses on what it is into a draw for a chance to win a free one-day rental.”
Just recently in March 2016, Topmar opened a second outlet 60 kilometers west of Fredericton in the town of Nackawic, where a building supply business with some rental tools recently closed. It, too, is a building supply store that will soon have its own full rental department. Parker says until the rental department is fully stocked, Topmar is bringing rental tools and supplies to the new location from their main location on an as-needed basis.
There are currently 10 employees at the main store and four at the second store with one employee managing all rental department operations. Some other key employees help with counter sales and rental contracts. “It takes time to train people just on the operation and maintenance of each tool, not to mention sales techniques, point-of-sale operation and rental contract details,” says Parker. “It’s harder these days than it used to be to find experienced individuals with knowledge of small engines and basic tool operation and we are very pleased that our current rentals manager has this experience.”
In the slower winter months, part of
Topmar’s customers like to drop in just to see what new equipment the store has to rent. To boost excitement, Topmar is running a contest where customers can guess what machine is hiding under a tarp for a chance to win a free rental.
the rentals manager’s responsibilities is to help look after building materials customers. In the busy season, Topmar employs the same students several years in a row to help out with rentals, but after two or three years these young people move on and recruiting and training is required. “Another challenge is trying to keep your fleet well-maintained
and looking great in the busy season,” Parker says. “Also, it’s tough to keep enough equipment on hand. There always seems to be something that we don’t have available. We do, however, have a few other great rental companies in our city that we can point someone to if we have to. Sometimes in certain circumstances we’ve rented from another store to get our customer what he or she needed. It’s very good service to be able to say ‘We can have that for you in a couple hours.’”
Parker says there are great benefits to being part of a family-owned business. “We have the flexibility to offer a level of service that other companies may not be able to provide,” he notes. “We have the autonomy and flexibility to respond and accommodate customer needs, and to offer really personal service, like dropping things by or picking things up from customers. It’s great to be able to say, ‘Yes’ in circumstances that warrant it and not have to consult anyone at a head office. We are looking at bright times ahead with what will soon be two fully-stocked rental outlets.”
Topmar showed its commitment to the rental industry by joining the Canadian Rental Association’s Atlantic local at the Atlantic regional trade show in January. Looks like the rental business offers some great opportunity for growth for this pillar of the Fredericton construction community. CRS
MEET THE NEW GUY
Easy-to-maintain Kubota Tier IV Diesel Engines
Standard 2-speed travel
Side lights for expanded operator visibility
Roll up door with wide operator’s area
by VICTOR RUSSELL
More and more manufacturers are making survey instruments, but few have the necessary support infrastructure in place. Don’t make the mistake of cutting corners on service and renting inaccurate instruments.
JUST OFF LEVEL
Survey instruments are not power tools.
Over the past decade of so there has been a real proliferation of suppliers selling and promoting survey instruments. Companies that have little or no history in this market are now involved. This has lead to much confusion and misinformation as they try to get market share.
It’s not only confusing to the rental industry but to the general public as well as everyone tries to navigate the information presented. Just because a name-brand manufacturer makes a good and reliable cordless drill does not mean that this quality automatically transfers over to the survey equipment, as very different technologies are used.
In the first place, survey instruments are not power tools. They are not durable like power tools, they can’t be checked or serviced in a standard power tool service shop (without specialized equipment) and they definitely do not take a bounce like a power tool. Power tools are easy to figure out: plug them in and pull the trigger. If it runs, then it’s good; if not, get it fixed then pull the trigger and if it runs, then
it’s good. All very simple. Survey instruments are very different. They can look perfect from the outside. They can come out of an unopened box directly from the factory and they can be in perfect alignment. Or they can be out of alignment just a bit or they can be out of alignment a lot. In one case I heard of recently a new automatic level was out four inches across a house foundation. There is actually no way of telling what you‘ve got without having it checked out first, before being sold, in your local supplier’s service shop.
I do not know of any laser or level manufacturing factories that are located in Canada, so all these products are either manufactured in the U.S.A. or offshore. All these instruments
must be shipped, sometimes halfway around the world. This act of shipping might use trucks, forklifts, couriers, buses, ships and planes, and with all that constant movement you can be virtually assured that after all that jostling they will need to be checked out in a service shop. This should take place before the sale and preferably in the city they are sold in.
You need to make sure survey levels really are jobsite ready. If a level is out of adjustment just remember that too little concrete can be worked with, but too much concrete is not so good. The result will be a very upset customer. The instruments not only should be locally adjusted but should also have a dated sticker inside to prove to you and your customer that they have been checked and are truly ready to go. Your rule should be: no check, no sticker, no purchase. Also, when selling off your survey equipment, whether it is new stock or an ex-rental piece, you should have it put through a service shop so when the
customer takes it to the job they can expect it to give them accurate elevations right away.
One rental shop manager (long since retired) in the lower mainland of B.C. would only get an instrument serviced if there were three complaints about the accuracy. In order to save a few dollars he said that the customers either didn’t know how to use it properly or they just didn’t want to pay for it. To save the cost of a service on the level or laser he may have lost a customer. And then there is always the possibility of that customer talking to other customers.
You probably wouldn’t buy a vehicle that wasn’t serviced in your area. Yet there is one supplier of lasers and levels that only has service shops in Ontario and Quebec. And for a while another supplier only had a U.S.A. service centre for the U.S. and Canada. Poor support like this is out there and it’s up to you to dig a little deeper and find this out. I’ve have even heard rumours of a well-known manufacturer that will not
service an instrument over five years old. If you are serious about providing accurate survey equipment to your customers, you should look for a supplier with local service so you can get your instruments checked and calibrated frequently. After all, it’s your store’s reputation that’s on the line.
Service shops can be expensive to set up and operate what with all the specialized tools and training involved. Some companies, in order to cut costs and maintain a healthy profit margin forgo the initial checking and adjusting until the level is to be sent out to the rental store. We have had brand-name products purchased from large suppliers brought to our service shop by rental operators looking to get their instrument serviced. Without specific training and access to parts, it just can’t be done. Since these instruments (especially lasers) are now getting very specialized, they need to be sent to the supplier’s shop where the service personnel have been trained on that particular brand.
All survey equipment will need to be serviced. The question is when it will need servicing, not if. It is a funny thing with survey instruments, but they only seem to break when they are being used. You and your customer need to know the equipment can be serviced with a reasonable lead time and expense. That shouldn’t include delays and costs due to shipping to other provinces or beyond.
The main idea here is to be very careful when purchasing survey equipment and to do a bit of homework.
Get the best price on the best product while at the same time making sure that the equipment is serviced locally before as well as after the sale. This might not mean the absolute cheapest product but in the long run your company and especially your customer will be far better off. CRS
ABOUT THE AUTHOR
Victor Russell is a technical sales representative with Spatial Technologies in Richmond, B.C. He is a BCIT graduate in survey technology and has been selling survey equipment for over 40 years. Russell can be reached at vrussell@stpg.ca
Skyjack has consistently approached the issue of emission compliance with the knowledge that rental rates don’t just go up with emissions standards cost increases. The all new Skyjack TH range is engineered to require NO diesel particulate filter (DPF), NO diesel exhaust fluid (DEF), NO additional engine and exhaust sensors, NO complicated engine programming and computer logic, NO selective catalytic reduction (SCR) and NO other active exhaust after treatment on standard engines for Tier IV Final.
GREASING THE RAILS
How lube skids helped one equipment dealer.
Lube skids and trailers are key to delivering exceptional field service for any heavy equipment provider. When you make a service guarantee, it is a promise that can make or break the rental relationship.
by DEL WILLIAMS
Fast, efficient and clean jobsite lubrication is a challenge for any store doing service in the field. Look for a supplier that can deliver fast turnaround on custom lube skids designed to your specifications.
If the customer’s equipment fails in the field, production stops and labour stands idle until repairs are made. A bad experience today can also affect potential future rentals.
For that reason, many rental stores offer service programs on long-term rentals that include regular lubrication and preventive maintenance to ensure equipment performs as expected, with maximum uptime. Given the size of the equipment and the logistics of moving it to another location, this work typically occurs at the construction site, off-hours, by trained field technicians. Here’s how Valley Industries, a provider of lube skids and lubrication trailers, was able to help Erb Equipment Company, a major equipment dealer in the U.S. Midwest, to smooth its field service for maximum effectiveness and profitability.
“As a full-line John Deere construction equipment dealer, when we sell equipment we are committed to keeping our customers up and running through our Erbvantage maintenance plan that allows us to handle the uptime while our customers keep working,” says Gregg Erb, president of Erb Equipment. “Regularly scheduled and documented maintenance including lubrication in the field not only helps our customers stay more productive and profitable, but also extends the life of their equipment and increases its resale value.”
However, the traditional field service model of hauling a variety of containers of grease, hydraulic fluid, oil and other lubricants that must be lifted in and out of trucks and then poured or pumped by hand is no longer adequate. This is not only a slow and
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inefficient way to complete such work, adding to the costs, but also increases the risk of injury to technicians, spills, and even the potential to accidentally ignite the highly flammable products.
“We prioritize safety and uptime for our customers’ equipment and our technicians,” says Erb. “Older maintenance methods, such as having technicians lift heavy five-gallon containers of oil and lubricants on and off trucks can be unsafe and inefficient. It can lead to injury when lifting or jumping in and out of the truck bed.”
According to Erb, containers that are not properly sealed can also lead to contamination of lubricant with water from rain or snow. Once introduced to the construction equipment, it can affect equipment performance and even cause damage.
A superior alternative now being utilized by heavy equipment dealers is to invest in properly designed lube skids mounted on trucks or lube trailers that can be used to quickly, safely and ergonomically dispense lubricants, such as oil and grease, as well as efficiently recover used oil. Some trailers can also safely dispense fuel. Although standard skids and trailers exist in the market, some manufacturers offer custom options designed to satisfy every field requirement. Such customization not only helps dealers honour their service guarantees more efficiently and at less cost, but also maximizes uptime for the customer.
To enhance safety, equipment uptime, and productivity, Erb Equipment has worked with Valley Industries to customize LubeMate lube skids for many years.
“We request just the features we require in our truck-mounted, custom lube skids,” says Erb. “Each of our service trucks is equipped with the essential oils, grease, and waste oil tanks needed.”
With the custom skids, dealers can select just what they need in terms of tank number and size for clean or waste oil, grease, anti-freeze, water, or washer fluid. By choosing options for pump, reel, hose, meter, and dispenser as well as layout, cabinet, drip pan, and containment they can further optimize their field service.
“Outfitting our service trucks with custom lube skids has increased our profitability since we’ve increased the number of field service calls we can perform per day, while enabling our technicians to be safer and more efficient,” says Erb. “That translates into greater customer satisfaction, which is our number one priority.”
MEETING SERVICE GUARANTEES
“To maximize our customer’s uptime and meet any service guaranties, we will go to our customers’ job sites and schedule their maintenance after hours,” says Erb. “All of our service trucks are equipped with vehicle tracking so we can immediately dispatch one of our closest field service trucks to take care of our customers’ needs. It’s all about providing uptime to earn our customers business.”
Erb incorporated a number of features in the truck-mounted, custom lube skids to help his mobile technicians be as efficient as possible. With such custom skids and trailers, dealers can specify the location of the tanks, retractable reels, and
equipment so workers can safely, efficiently dispense oil and fluids while standing on the ground.
“The use of ergonomically positioned retractable reels eliminates the slip-fall workers comp hazards related to climbing on or off a truck or moving heavy barrels to retrieve product,” says Erb.
Among the features that Erb expects on his Valley Industries’ LubeMate skids are digital metering, which tells the technician exactly how much is dispensed, as well as sight gauges that show the remaining fluid levels to ensure the technician does not accidently get caught short. According to Erb, another lube service area that can be prohibitively time consuming and labour intensive is recovering used oil, as the process cannot contaminate the job site and is monitored by the American Environmental Protection Agency. While typical used oil evacuation can be slow and messy, his skids all have “no spill” quick couplers for fast oil evacuation directly from the oil pan.
Preventing spills of oil and lubricants is serious business. For instance, any spill of fuel or lubricant that is being transported as cargo must be immediately reported to the Ministry of Environment and the local municipality under Ontario law. Reporting a spill triggers investigations and field visits by Ministry officers who can order clean-ups, or comission their own clean-up and send you the bill. If you are found to be violating regulations around transporting dangerous goods, big fines and even jail time can result.
OPTIONS FOR THE FUTURE
Although Erb prefers to purchase skids, enclosed or open lubrication trailers are also available, as well as trailers designed to deliver diesel fuel. These trailers can also be configured to meet just about any requirements.
For rental operators looking to provide contractors with the custom lube or fuel service required, fast response and delivery can be vital to meet construction project deadlines. Lead times from order to delivery of a custom lube skid can range from less than a month to several months, depending on the manufacturer.
As field service continues to grow, Erb Equipment plans to continue investing in its fleet of mobile equipment. “We have been adding several new field service trucks to our fleet each year,” says Erb. “As we rotate the older units out, we are able to increase our resale value when the vehicle is equipped with LubeMate skids. Any heavy equipment dealers looking to profitably meet their service guarantees and better service their customers should look into lube skid customization, and will appreciate the fast turnaround. We received the custom lube skids we needed as soon as three weeks after ordering them.” CRS
ABOUT THE AUTHOR
Del Williams is a technical writer based in Torrance, Calif.
Thump, roll and vibrate your way to profits with these top compaction products.
COMPACTION SHOWCASE
UNOBSTRUCTED VIEWS
8 ces-sales.com
Ammann ARX 1.5- to 4.5-ton tandem rollers are designed for easy maintenance and long service life. Easy access to maintenance points, such as drain plugs, water filters and nozzles make for quick fluid changes. Together with extended service intervals, these features help keep Ammann rollers out of the shop on the job. Plus, high quality, long-lasting components
reduce the cost of ownership over the lifetime of the machine. Fuel-efficient, engines also help reduce operating costs. Ammann articulated, ride-on rollers include standard features that improve safety, comfort and compaction. Operators have an unobstructed view of the drums for greater accuracy and safety. The seat is on rubber mounts to limit vibration and operator
fatigue. The weight between the front and rear drums is perfectly balanced for single or double vibration with two working frequencies, providing the most efficient compaction.
GAS AND DIESEL OPTIONS
8 www.cp.com
Chicago Pneumatic
Construction Equipment offers a complete line of compaction equipment from rammers through to ride-on rollers. Designed to meet the high demands of rental companies and contractors, CP’s compaction range offers speed, durability, and efficiency. Powered by Honda gasoline engines and Hatz diesel engines and built to the highest standards for the most demanding applications, CP equipment is reliable and easy to maintain. Bridge repair, road maintenance, asphalt – CP compaction solutions equip your customers with
the power and performance to get the job done right. International Power Systems is the exclusive distributor in Ontario and Manitoba for CP’s light walk-behind compaction equipment. Whether you need rammers, tampers, forward or reversible plate compactors, they have you covered. David Jewell, head of the IPS Compaction Group, states, “CP’s top-quality, European manufactured products are tough and rugged. Aggressively priced, CP wants to be your compaction product supplier. We are confident that you’ll be impressed with our quality.”
GREAT TRACTION
8 atlascopco.com
Rental customers can experience new levels of traction with the new LG forward and reversible plate compactors. The LG 504 is the latest addition to Atlas Copco´s forward and reversible plate compactor
family. The machine provides impressive traction, particularly on wet soil, thanks to higher frequency, higher centrifugal force and higher amplitude. The new models also feature better ergonomics and improved access for service and maintenance. The new model can handle both deep and medium deep compaction of granular soils and give outstanding traction. Like all Atlas Copco forward and reversible plate compactors, they are an effective alternative and complement to rollers when compacting soil in confined areas. The design of the new machines follows the new forward and reversible plate compactor family style which is more modern and gives better performance with less impact on the operator. High speed and machine balance contribute to easy handling, even on rough surfaces. Thanks to the vibrationdamped handle, hand-arm vibration levels are low. This combined with better overall ergonomics enable the user to work for longer periods more effectively, staying concentrated on the task at hand. Thanks to bottom plates made from Hardox 400 grade steel the compactors
are both light and wear resistant. The smart, self cleaning design keeps rocks from getting stuck between the plate and frame. Better access to the tank and the drive belt for tensioning make maintenance easy. The oil in the eccentric box can be changed via a convenient opening on the front of the machine. The hydraulic pump is mounted on the engine which reduces the risk of impact damage.
PREVENTS OVERCOMPACTION
8 ca.wackerneuson.com
Wacker Neuson offers a unique compaction control system on its most popular diesel reversible plate, model DPU 6555Hec. The monitoring system is called Compatec and takes the guesswork out of determining when soil has reached the ultimate compaction results. Compatec is an easy-toread system that consists of eight highly visible LEDs. The number of lights will increase with each pass and will no longer increase once the maximum compaction is achieved. This system is
an excellent tool for less experienced operators and helps avoid unnecessary passes. Compatec will also warn the operator with all eight LEDs flashing when the machine is measuring an overload or over-compaction condition. The display unit is conveniently placed on the back of the machine where the operator simply glances
down to see the highly visible LEDs. The LEDs brightness will automatically adjust to the brightness of the environment so that even in bright sunlight the system is easy to read. Unlike other compaction monitoring systems, Wacker Neuson’s Compatec device is positioned entirely in the upper mass of the plate where it is exposed to fewer strong vibrations produced by this powerful plate. This design provides high durability with no wires going between the upper and lower mass of the plate. There is only one short wire between the transmitter and the display. Because of the overload protection system indicated by the flashing lights, there is less chance of damage due to operation on hard surfaces. Wacker Neuson’s Compatec is available on the DPU 6555Hec. This unit weighs in at 1,064 pounds and produces 14,612 pounds of centrifugal force. The low profile unit features standard extension plates providing for adjustable operating widths of either 22 or 28 inches. This popular reversible diesel (12.9 horsepower Hatz) plate offers infinitely variable forward and reverse operation including spot compaction for excellent results on various types of soil.
EVEN A CUP HOLDER
8 multiquip.com
Multiquip has introduced the new AR14H tandem drum ride-on roller. This roller is designed to improve the operator’s experience by focusing on ergonomics and easy-to-use controls while maintaining the serviceability and durability that is required by the rental community. The AR14 produces 3,400 pounds of centrifugal force
from an eccentric housed within 35.6-inch drum. The roller is powered by a reliable Honda GX630 engine with a 9.5-gallon fuel tank for longer run times without refueling. A pressurized 35-gallon water tank is standard for applications or dust control. Operators will recognize the benefits of the compact design with its high curb clearance and clear line-of-sight visibility for better steering. The cockpit is designed for convenience by making the controls for throttle, vibration, water pump and water flow easy to use and access. Additionally, a 12-volt power outlet is provided for charging portable electronic devices and a cup holder accommodates most standard travel mugs. Service technicians and fleets will benefit from the reduced downtime. Convenient access to the engine compartment places all filters, oil fills, fluid drains and hydraulic hoses within reach. A convenient engine drain hose allows for clean and easy oil extraction. No greasing is required for the articulation joint or vibratory assembly.
FULL RANGE
8 doosanportablepower.com
The Doosan Portable Power RX-264H upright rammer is built for the compaction of materials ranging from mixed and cohesive soils to heavy clay. The rammer is ideal for a wide array of applications, including backfilling and narrow trench compaction such as utility work, trenching, curbing, drainage work, and foundation and masonry base preparation. The RX-264H comes standard with a Honda recoil-start, four-cycle engine. Impact force is applied to the compacted material by a durable wooden foot reinforced with a heavy steel plate for extended life. The average impact per blow is 2,600 pounds with up to 650 blows per minute. The BXR300H reversible vibratory plate compactor features a Honda gasoline engine. This powerful compactor delivers 9,257 pounds of centrifugal force. The BXR300H and also can cover 5,231 square feet per hour for a maximum compaction depth of16 inches. A protective engine cage with integrated lifting bail on the BXR300H provides engine protection and easy loading and placement into trenches. The SX-170H walk-behind vibratory roller provides smooth, consistent compaction in a variety of applications with 2,000 pounds of centrifugal force, resulting in a nine-inch compaction depth. The roller is the perfect solution for
contractors, municipalities, and repair agencies for asphalt patching jobs. Equipped with rear-mounted roller and font-mounted bar to prevent front-torear tip over, the SC-170H features a Honda four-cycle engine with automatic low-oil shut-off that delivers reliable performance on every jobsite.
MASTER OF THE TRENCHES
8 bomag.com
Designed for base preparation, compaction around footings and foundations and backfilling of trenches, the Bomag BMP8500 multi-purpose compactor boasts center-point articulated steering for exceptional manoeuverability in confined areas. It is controlled via a dual function radio/cable remote control for reliable, safe operation from outside the trench. Featuring Bomag’s exclusive BOSS (BOMAG Operator Safety System), the machine’s travel system automatically stops if the operator enters into close proximity of the machine, elevating operating safety to a whole new level. Built with a narrow machine body, the BMP8500 can fit inside trenches as small as 24 inches wide. Segmented compactor drums come in standard 24- and 33.5-inch widths with one-inch padfoot heights for quick compaction of clays and cohesive soils. Within minutes the operator can switch between drum widths due to the bolt-on extension segment design. The BMP8500 is powered by a fuel-efficient Tier 4 Kubota 19.4-horsepower water-cooled diesel engine. Bomag’s exclusive Ecomode lowers operating costs by automatically reducing to idle within a few seconds if the remote control is not activated. With its 3,517-pound operating weight, the multi-purpose compactor generates 8,000 and 16,000 pounds of centrifugal force with its dual amplitudes to tailor compaction forces to lift thickness.
Allen provides site preparation tools that get you ready to finish fast. Its rammers and compactors help users prepare the
job site for an Allen flat finish. With high stroke and maximum blows per minute, these proven mid-size rammers produce impressive impact force suitable for everyday applications. Allen also has vibratory plate compactors for practically every application from footings and sub-bases to paving stones and patios. It also offers reversible plate compactors that are great for
tight places such as trench and excavation projects where room to turn around is limited. All site-preparation tools are backed by a full two-year warranty.
ONE PASS WONDER
8 toro.com
The Toro TR-34 trench roller is designed with 15,709 pounds of centrifugal force for optimum compaction on a single pass. With compaction speeds of 68 feet-per-minute, it can cover over 10,000 square feet per hour. Used for a variety of compaction
needs from foundations to utility trenches or excavation work, the TR-34 can make tight turns and has the power needed for any job. Its radio-frequency remote control works up to 100 feet with no line-of-sight transmission errors to maximize productivity. The trench roller utilizes a SnapTek electronic control system to monitor operating history via its microprocessor readout on the control console. The unit’s swing away cover and LED lights and diagnostic ports make maintenance quicker and easier.
KEEP IT SIMPLE
8 webermt.de
Weber MT has addressed growing rental trends in the North American market and introduced its “i” (interna-
BUS ine SS TO BUS ine
SS
• Dri-Eaz Dehumidifiers, Blowers and air conditioners
• OztEc concrete Vibrators Paper Shredders - ceiling grinders
• JENNY air compressors & Pressure Washers
• tErraMitE compact loaders backhoes & Street Sweepers
For Quebec: Erick Desormeaux • erick@equipdistribution.net Tel 514-249-9706/866-611-0843 Fax 514-221-3179/866-460-3179
tional) series of machines offering the same high-quality, German-made compactor at a lower price point. With fewer added features and innovative technology, Weber realizes that sometimes “less is more.” Aiming for a lower cost of ownership and high reliability the “i” Series is designed to deliver the best of both worlds – products that can survive the rental world and help store owners save at the same time.
Look before leaping SAFETY FIRST AND LAST
by Jeff Thorne
Analyze your training needs before launching a program.
Poor training occurs more often than you might think and it has a direct effect on employee performance. Failure to understand the relationship between training, employee performance and safety performance, can be quite costly and have long-lasting impacts. But what are the true impacts of poor training? Impacts of poor training can be grouped into some basic categories: poor employee satisfaction, lower production and quality, increased injury rates, increased training, and new training.
When employees are happy, focused and morale is high this usually results in a productive workforce and may result in lower injury rates. When employees do not receive adequate training or the training is not aligned with company goals or objectives, or it is not specific to job tasks and hazards, this could result in the worker eventually feeling unsatisfied. They may feel increased stress from their job, and not perform up to the expectations that have been set. If the training was not specific enough, employees may be subject to hazards without the appropriate controls. If the work environment is one where two-way communication is not encouraged, or speaking up typically falls on deaf ears, dissatisfied workers will not speak up and this could lead to higher turnover rates. This places you back at square one, having to rehire all over again, or it can result in workers continuously performing their job poorly and unsafely.
When an employee receives poor training, this can affect the business as a whole. This is especially true when it’s a small to mediumsized business, as everyone within the internal responsibility system is typically responsible for contributing to the success of the organization. When training has been identified as one of the weak links in the system, or the training is solely completed for legislative purposes, results are always poor.
Training consumes resources. Time is a significant commodity to most people, and
having to reschedule hours worth of training for a group of employees who were not trained correctly in the first place can be a huge time drain as well as a waste of time for everyone. Rescheduling means working with the employee’s new schedule, creating changes to your own schedule and making sure employees that require new training can complete the entire training within a set deadline. This has to be managed, while trying to cover any time that is missed as a result of the additional training. Workers having to redo the training again will not be properly focused.
Equally valuable as time, dollar cost must be factored in when employees are paid for their time during training. When employees aren’t trained properly, that means additional costs may need to be absorbed in order to make sure they have all of the right training and can confidently do their job.
In order to improve training and training results, time needs to be spent on analyzing organizational needs prior to training. A trainingneeds analysis involves gathering information to determine what training is required and what needs to be developed to ensure that employees at all levels have the skills required to perform their jobs, and to ensure that the proper training is being provided. If a proper training-needs analysis is not completed, your organization has no way to determine if too much or too little time has been invested into training.
This type of analysis should be conducted prior to training. In order to ensure the training delivered is the solution to an identified deficiency or problem, we must identify what knowledge, skills and abilities are required prior to hiring or performing the job task. This will reduce the need to train the employee on the bare basics. Training can then be streamlined with more relevant details as it applies to the job. This information can be used to formulate a specific training plan for a new or existing worker to ensure they meet desired outcomes.
IN PRODUCT DESIGN
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IN PRODUCT TESTING
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IN COMMITMENT TO THE INDUSTRY
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