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EDITORIAL: We love disasters Rental operators make money when disaster strikes. So what?
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PROFILE: Second time around Second time is a c.harm for Final Touch Party Rentals.
We love disasters
Speaking strictly from a business perspective, of course.
hen you speak with rental operators off the record, you can get quotes like this: “This spring was tough because we didn’t get the flooding we usually have. Flood season is great for us with all the pump rentals. We have our fingers crossed hoping for some really huge floods next year. It is always a really good season for us.” The operator in question was certainly being jocular, but the truth behind the joke cannot be denied. With activities commemorating the 10th anniversary of 9/11 cranking up as I write, I find myself thinking about the uneasy partnership between rental stores and disaster.
Of course, rental operators have nothing to feel bad about. When such disasters as tornados, floods, earthquakes and fires strike, they are there to provide a crucial service with potentially life-saving equipment. When rental operators get paid for renting equipment for disaster cleanup, it is no different from firefighters or police officers getting paid for their rescue efforts. Such tasks have value, and should therefore attract some compensation. So the fact rental operators make money from disasters is nothing to be ashamed of.
That’s some solid moral reasoning right there. Still, one can’t help but feel a little queasy with the sentiment expressed in the lead quote. We know it is OK to provide equipment to clean up after disasters and we know it is OK to make money from it, but is it OK to feel good about it? Is it OK to look forward to a disaster
by Patrick Flannery
Unleash the Power!
as a money-making opportunity? Should New York-area rental operators be crossing their fingers, hoping for another 9/11? If your answer to those questions is, “No!” ask yourself this: does it make any sense for a businessperson to be anything less than enthusiastic at the prospect of making money? Do you have to feel sad about making a profit from other people’s misfortune?
Here is how I view the issue, for what it is worth. The business of business is business. Companies exist to make money, not paradise. Judgments about morality and civic order have their places in the hearts and minds of individuals, but they are not and should not be the concern of the management of a for-profit company. The employees and owners of companies are relying on the performance of the company for their livelihoods. To subvert that performance to any person’s personal moral qualms is to betray the fiduciary responsibility that managers bear. We have institutions called governments and courts that are charged with enforcing the moral will of society. They should do their job, and businesses should work within the framework they create to make as much money as they can.
Some will read this as a licence for business owners to engage in all manner of immoral activity as long as they can get away with it under the law. However, there is a powerful mitigating factor called goodwill. How long can a business that is mistreating others be successful? Businesses exist in a community of suppliers, competitors and customers. Being cut off from that community is like being tarred and feathered in a medieval village. The fiduciary responsibility of business managers actually pushes them toward beneficial, communityminded behaviour, perhaps more than they would otherwise be inclined out of their own personal convictions.
So a rental store manager should actually put aside his own desire to donate equipment to disaster relief efforts and instead charge full price (but no more) for the good of the company. If he sees a marketing benefit to making a donation, he should make a donation that is proportionate to the benefit he expects to receive. In my opinion, he should do all this and feel good about it, too.
CRS
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SHOEMAKER BECOMES MORBARK PRESIDENT
Morbark, a manufacturer of forestry, sawmill, and wood recycling equipment, has announced the appointment of James W. Shoemaker, Jr. as president. Shoemaker replaces Lon Morey who will remain chairman of Morbark’s board of directors.
Prior to his appointment as president, Shoemaker served as Morbark’s vice-president of operations and board member. He joined Morbark in 2003 as manager of operations and has held numerous positions in the company. Prior to joining Morbark, Shoemaker spent 25 years with the Jervis B. Webb company managing operations, accounting and supply chain.
“We are fortunate to have a leader like Shoemaker, who can step up and move the company forward during this critical time,” Morey said. “He not only has the extensive operations, accounting and supply chain experience, which will be instrumental in our global expansion, but he also has extensive experience in change management.”
UNITED BUYS ONTARIO LASER
United Rentals has announced that United Rentals of Canada, a wholly owned subsidiary of the company, has entered into a definitive purchase agreement to acquire the business and substantially all of the assets of Ontario Laser Rentals, a leader in trench safety equipment rentals in the province of Ontario. Completion of the acquisition is subject to the satisfaction or waiver of certain conditions contained in the agreement. Ontario Laser, with two locations in Ontario, has operated for approximately 40 years and recently expanded to Montreal. The company rents a wide range of trench safety systems and heavy equipment related to underground construction, including excavators, slide rails, trench boxes and road plates.
Paul McDonnell, senior vice-president, United Rentals Trench Safety, Power and HVAC, said, “The acquisition of Ontario Laser is an important expansion of our trench safety leadership position in North America. Ontario Laser is an excellent strategic fit for us, both in terms of its market base and its alignment with our co-operative approach to customer service.”
CRA NATIONAL BOARD ELECTION RESULTS
The CRA Executive Committee along with president Wayne Beckett have announced the following election results. The Executive thanks all candidates and volunteers for their support.
Jeff Campbell, the current Ontario director, has been elected incoming vice-president. The Executive thanks Campbell and his opponent, Alberta director Marc Mandin, for their support for the CRA. Mandin will continue his term as Alberta director into February 2012.
James Morden was appointed to the CRA national board as a director-at-large to assist with the Bryan Baeumler campaign and as a member of the website committee. Morden accepted a move to the position of Ontario director to fulfil Campbell’s term until September 2013.
Blair Holtsman will take over the position of Saskatchewan director. Holtsman follows Brad Pattinson, whose term as Saskatchewan director is over at the end of September.
Dave Mintenko, Manitoba director, and Paul Ravary, Quebec director, have agreed to extend their terms.
WALLER TO COVER PRAIRIES FOR TEREX
Terex Aerial Work has announced that Paul Waller has been appointed to the position of vicepresident of sales for the central region. In this role, Waller will lead the central region sales team in supporting customers of Genie and Terex products while achieving company objectives within the territory spanning from Winnipeg to Austin, Texas. The position reports directly to Tom Saxelby, vice-president of North American sales, Terex AWP.
“Waller is an experienced leader who brings a deep business understanding of both manufacturer and equipment dealer sales,” said Saxelby. “With his leadership and the strength of the central region sales team, Terex AWP is prepared to supply all customers with the equipment and support they need.”
Waller’s responsibilities include the implementation of strategic sales initiatives and the continued development of the central region sales team. Supporting Waller in these objectives is an accomplished and proven field sales team.
Serving as a key member of the sales team, Waller has been with Terex AWP for three years. Prior to Terex AWP, he has a well-balanced background in sales and management, working for both equipment manufacturers and equipment dealers.
Jeff Campbell
James W. Shoemaker
James Morden
Paul Waller
DELVAUX TO LEAD ATLAS COPCO CONSTRUCTION TEAM
Atlas Copco has appointed Nico Delvaux to be president of the construction technique business area and a member of group management.
“Nico has good strategic capabilities, a strong commitment in execution and a broad knowledge of our global industrial businesses. These will be great assets for the development of our new construction technique business area and for the Atlas Copco group,” says Ronnie Leten, CEO and president of the Atlas Copco group.
Delvaux is a Belgian citizen, born 1966, with a degree in electromechanics from the University of Brussels and an MBA from the Handelshogeschool in Antwerp, Belgium. He started his career with Atlas Copco in 1991 as a quality assurance engineer in the oil-free air division in Antwerp. He has managed positions in sales, marketing, aftermarket, quality management, acquisition-integration management and general management, in markets including Benelux, Italy, Canada and the United States. He has held his current position since January 2008.
Delvaux and his team will have the mission to achieve strong volume growth and profitability through developing the business area’s market presence and by having a continuous flow of innovative products.
NEW FACES AT RENTQUIP
Rentquip has announced the addition of Benoit Leroux and Christiane Boucher to the sales and customer support team.
Leroux has been appointed eastern Canada sales manager, and will be working in the western Quebec territory. Boucher will also be based in western Quebec, and will play a primary role in serving customers in the Quebec rental market.
Rentquip has announced it will partner with John Hughes of DLA Sales and Marketing for sales representation in New Brunswick, Nova Scotia, P.E.I. and Newfoundland. Gilles Legare, who was previously covering this territory, will now focus his efforts exclusively in Quebec.
Hughes is the principal of DLA Sales and Marketing, located just outside Fredricton, N.B. His career spans 25 years, with operational, inside and outside sales experience.
Benoit Leroux Christine Boucher John Hughes
FINANCE MINISTER ADMITS
TARIFFS MAY ACCOUNT FOR CROSS-BORDER PRICE DISPARITIES
According to the Canadian Press, Finance Minister Jim Flaherty has conceded that government policies regarding tariffs on imports may be one of the reasons consumer goods cost less in the United States than in Canada.
On Sept. 8, a day after calling for the Senate finance committee to investigate the price gap, which one survey puts at 20 per cent on average, the minister said that high tariffs may be a problem.
But he stopped short of saying they would be removed or reduced. He said that’s what the Senate probe will help determine.
“I’m responsible for tariffs and sometimes people in the retail business blame tariffs and so on, so I want to see and I want to know what the facts are,’’ he told reporters after a meeting of the Conservative caucus.
“I’m looking forward to the Senate committee getting to the facts . . . and we’ll take whatever steps we need to take.’’
Tariffs on most goods between Canada, the United States and Mexico were phased out under bilateral and continental trade deals signed in the late 1980s and early 1990s.
In his letter to the Senate committee heads, Flaherty cites “tariffs on consumer goods’’ as one of the factors their probe should examine.
The Retail Council of Canada said tariffs are a major factor and that Flaherty already knows that. Spokeswoman Anne Kothawala said Wednesday tariffs can account for as much as 18 per cent on some items.
“Lots of sporting equipment, hockey skates, running shoes, track suits, pillows, cotton clothing and other items carry an 18 per cent tariff on them, so as a Canadian retailer it is 18 per cent more expensive to sell that product to a consumer,’’ she said.
“That’s a big one the government can do something about.’’
She added that Canadian retailers are also disadvantaged by the small size of the domestic market, spread out over a vast area, and that some global suppliers give discounts to U.S. merchants but not their counterparts in Canada.
Flaherty says all the factors that go into pricing in Canada should be examined.
“Part of it is just making sure that the participants in the retail economy come clean about how they price,’’ he said.
The minister said Canadians are irritated and that he shares their ”irritation’’ that the parity of the Canadian dollar versus the U.S. is often not reflected in prices for consumer goods.
An informal Bank of Montreal survey in April found the disparity averages about 20 per cent.
KOMATSU INTRODUCES COMPLIMENTARY MAINTENANCE PROGRAM
Komatsu America has introduced Komatsu Care, a service and advanced product support solution that comes standard with all construction-size Tier 4 Interim machines. Komatsu Care is intended to lower the cost of ownership whether it is rented, leased or purchased.
Komatsu says it is the first OEM in the construction equipment industry to offer its customers a complimentary maintenance program as part of Komatsu Care. The complimentary program includes all 500-hour factoryscheduled maintenance intervals on Tier 4 Interim Komatsu construction equipment for the first three years or 2,000 hours (whichever occurs first), and is available at all distributors in the U.S. and Canada.
The Komatsu Care complimentary maintenance program includes:
• Komatsu Genuine fluids
• Komatsu Genuine fluid filters
• Service work performed by a Komatsu factory-certified technician
• Multi-point inspections performed by a factorycertified technician
• Komatsu Oil and Wear Analysis (KOWA)
• Komatsu Genuine supercoolant
“With the introduction of Komatsu Care, Komatsu is the first in our industry to offer a comprehensive complimentary maintenance program,” said Dave Grzelak, CEO of Komatsu America. “Complimentary maintenance programs have been very successful, particularly within the luxury auto industry, because they have increased residual values on lease returns, increased the price of used vehicle sales, and increased the longevity of component life. With Komatsu Care we think we can replicate that success within the construction industry for those who buy and lease Komatsu machines.”
COMPACT POWER MERGES WITH CAPITAL POOL COMPANY
Snow Eagle Resources has announced a deal to merge with Compact Power Equipment Centers in a $20 million transaction aimed at providing the capital pool company with a full listing on the TSX Venture Exchange, according to Canadian Press reports.
Snow Eagle share transactions were halted on Sept. 8 following the news.
Compact Power rents and maintains specialized small construction equipment through 278 Home Depot locations in the U.S. and Canada.
Under the deal, Snow Eagle will issue common shares to Compact Power worth 15 cents each, for a total deal price of $20 million.
Snow Eagle is a capital pool — or non-operating — company and is pursuing the merger deal to get a listing as an operating company on the junior exchange.
SECOND TIME AROUND
Pictou County’s Final Touch Party Rentals.
Experience, market savvy and deep roots in a community can lead to success. But Bruce and Paula Rodgers have found that the party rental business can also be a young person’s game.
by PATRICK FLANNERY
If at first you do succeed, try something new. This appears to be the motto of Bruce and Paula Rodgers, owners of Final Touch Party Rentals in Stellarton, N.S. After having difficulty finding party supplies locally for their wedding nine years ago (it is the second marriage for each of them, too) the couple saw an opportunity to be their own bosses in the party rental business. The former employees of United Rentals and the Bank of Nova Scotia retired from their old jobs and started up fresh, renting tents, tables, chairs and other party gear to the folks of Pictou County, about halfway between Halifax and Sidney, N.S. Nine years later, business has grown to the point where Bruce and Paula are finding it hard to take care of everything them-
selves and contemplating selling Final Touch to someone younger.
It is funny how life never dishes out its changes one at a time. After their wedding in October 2002, Bruce and Paula had a lot of time to talk as they drove to their honeymoon in Quebec City. They had had to go to Truro, N.S., about half an hour away from where they live, in order to rent the event supplies for their reception. Bruce had recently retired from his position as a manager at United Rentals, and the bank branch where Paula was a supervisor had closed, so they both were living on their severances and wondering what to do next. They started to toss around the idea of a party rental store to serve their part of Pictou County.
“When we came back in January we went down to the ARA show in California to see what was available,” Paula remembers. “We came home, did up a business plan and within 24 hours we had our money.”
After they were married they lived in the same house, leaving Bruce’s house empty for the entire winter. So they used it as their first shop. “You never know what you are getting into,” Paula remembers. “It is kind of scary.” They worked out of the house for three years, but business went so well they had to build a new building to accommodate all the inventory. “We are still here, but it is getting pretty damned tight,” Paula reports.
Final Touch carries a full line of event supplies, including such hard-to-find items as outdoor candles that can withstand 30 kilometre-per-hour winds.
Customers can find wedding decorations, tents, dinnerware, tables and chairs, serving sets and more. Most of business comes from Pictou County, a mixed urban and rural area with around 47,000 residents. There are five small towns in the county, and most people work at the Michelin plant, the Sobey’s warehouse or the local pulp and paper mill. Paula did an analysis of Final Touch’s clientele five years ago and found they were doing 47 per cent weddings, 38 per cent corporate events and the rest anniversaries, birthday parties and other miscellaneous functions. “Our focus is weddings and commercial events,” Paula says.
When it comes to weddings, Paula leaves the planning to the bride. “We don’t have time,” she says. “When a bride comes in it takes half and hour if she knows what she wants or it could take
two hours if she’s as green as grass. We do not do the decorating, we do not do setup other than the tents. When we are busy, we are busy. Just like any rental place, you have to work your ass off in the summer to get through the winter.”
The two appear to have been correct in their assessment of the market opportunity in Pictou County. Paula says sales have grown between 10 and 15 per cent every single year they have been in business. They are the only game in town since their sole competitor in the tent business closed three years ago. “For weddings we have everything, like the backdrops the accessories, the coloured sashes and the organza overlays,” Paula says. “All that is in such high demand right now that we are up to our necks in it. We are trying to accommodate the brides and the brides are all going on the Internet. They know
Final Touch can get by with a small staff. From left to right: Kathy Hatfield, Amy Rodgers, Kevin Campbell, Paula Rodgers and Bruce Rodgers.
The Final Touch website is all the advertising the Rodgerses need to do. Users can find photos of events, price lists, customer testimonials and more.
what is out there and then they come in here and say, ‘Why don’t you have it?’ So every year we just keep growing our merchandise to satisfy the brides. We have a lot of inventory, but we are very careful to not get into those colours we know we will not rent.”
They hit the road to promote their business in the early days, exhibiting at a local home show and bridal Welcome Wagon shows. Two years in they built their website, www.finaltouchrentals.ca, but actually stopped advertising shortly after that. “We just couldn’t meet the demand,” Paula says. Final Touch has been able to get by with seasonal workers between May and September, ramping up to about seven employees at the height of the summer busy season. “We are not MacFarlands here,” Paula laughs. “We are just a little Ma and Pa business.”
“I think a lot of our business is based on customer service,” Paula says. “We do go the extra mile to satisfy our customers and that is what the customers appreciate. They want that personal touch, they want to know that we will do our best to accommodate them. That is our reputation that we have built over the years. Bruce is very well known in Pictou County and that really helps, you know. They say, ‘Call Bruce, he can do it.’”
ounty is on the northern coast of Nova Scotia, across Northumberland Strait from P.E.I. Stellarton itself is one of five towns in the county, and is only five kilometres away from New Glasgow, the largest town in the area. The population
of the county is around 47,000, mostly English-speaking with a median income of about $43,000. Tourism is important to the area, along with coal mining, forestry, fishing and agriculture.
Final Touch does most of its business right in Pictou County, but has travelled as far as P.E.I. and New Brunswick. The Trans-Canada highway passes just to the north of Stellarton, making travel around the region easy.
In addition to a large selection of wedding and party supplies, Final Touch has a special focus on candles. Bruce and Paula keep a large inventory of a variety of innovative candles in a myriad of styles, including candles that will stay lit in the wind.
With a successful second act coming to a close, Bruce and Paula are looking forward to moving on to the third phase of their lives and careers. At 65, Bruce is finding it harder and harder to meet the demands of a booming events rental business. “The trouble with Bruce is, he does all the deliveries and all the tent setup, which is physically demanding work,” Paula says. “He is so particular that he does not want anyone else to do it. No one can do it as well as he can. So until he gets to the point of relinquishing that power, the man is working seven days a week, 12-hour days.” Paula is open about their desire to slow down and find a buyer for Final Touch. “We need someone younger with the energy to make it grow more,” she says. “It is a great business if you are young.” CRS
EVENTS
Oct. 27 - 29
GIE + Expo
Louisville, Ky. 8 www.gie-expo.com
Oct. 4 - 6
ICUEE Louisville, Ky. 8 www.aem.org
2012
Jan. 13 - 14
B.C. Regional Trade Show Surrey, B.C.
8 www.crarental.org
Feb. 5 - 8
The Rental Show New Orleans, La. 8 www.therentalshow.cPom
Feb. 7 - 9
Canadian International Farm Show Toronto, Ont. 8 www.masterpromotionsP.ca
Feb. 18
Atlantic Regional Trade Show Moncton, N.B. 8 www.crarental.org
March 6 - 7
Canadian Rental Mart Toronto, Ont. 8 www.canadianrentalmPart.com
March 13 - 15
World of Asphalt Charlotte, N.C. 8 www.worldofasphalt.Pcom
March 17
Prairie Regional Trade Show
Saskatoon, Sask. 8 www.crarental.org
March 27 - 28
Quebexpo St. Hyacinthe, Que. 8 www.crarental.org
March 29 - 30
Atlantic Heavy Equipment Show Moncton, N.B. 8 www.masterpromotionsP.ca
AUTOMATE YOUR WALK-AROUND
Put the power of mobile devices to work for you.
Software engineers are coming up with new apps for mobile devices daily. Some of these can save you and your customers valuable time if you put them to work in your yard.
by DOUG BROWN, director of business development, LXE (now part of Honeywell)
Mobile computing has fundamentally changed all of our daily lives. Devices such as smartphones, tablets and laptops have become nearly ubiquitous in every home or business. But the ability of operators to leverage this technology in the rental industry has been unclear, as the rapid evolution of technology has been far faster than the ability to adapt business processes. What rental business owners are now discovering is that there are tremendous business advantages to using mobile computers on the job.
Whether your business is small equipment, heavy equipment, or event materials, having a computer screen in hand when you and your prospective customer are in your yard or warehouse will dramatically improve your close rate and upsell success. This tactic is called “mobile point of sale,” and it allows your sales team to use a computer in hand to help your customer comparison shop, consider attachments, remember chemicals and supplies, and even complete the paperwork without long waits standing at your office counter or sitting at a desk.
Let’s take the example of a pressure washer rental. The potential customer is quickly going to be faced with choices in pressure, wand and hose length, chemical needs and more. Your sales team can probably explain the choices in their sleep, but a quick 90-second video that demonstrates the value of the bigger, more powerful machine could be a more powerful selling tool. When the customer actually sees the higher-priced model doing the job in half the time, the value in the extra rate becomes clear. Once our hypothetical customer is sold on the pro model,
the salesperson can talk about attachments. Another 60-second video can visually demonstrate attachments that make cleaning your driveway as easy as walking behind a mower. Demonstrations like this can allow a business to sell more value while discounting less.
Imagine our potential customer likes what he is seeing but is just not sure you have the best price. Do not let him leave to find out, because he likely will not be back. When you are forced to, use an Internet-connected mobile computer to let your customer comparison shop any of your competition right from your yard or warehouse. Do your research ahead of time so you can explain the advantages of your product and doing business with you, while the customer is standing in your yard. Showing your willingness to let your customers compare shows your integrity and demonstrates you are trustworthy.
Another fantastic use of videos is for safety training so you can feel confident that novice users would not injure himself or damage your equipment. For certain products, completion of safety training is a legal and/or insurance requirement. In these cases, the mobile computer can be used to administer, attest and securely save results or acceptance of the training, as well as liability waivers.
Walk-around inspection and checkout are other areas of a rental business where mobile computers can lead to huge productivity gains. A growing number of new mobile computers have barcode readers, built-in cameras, and credit-card readers, making completing the rental paperwork virtually paper-free. Taking a quick set of photos with a mobile computer’s integrated camera
during the checkout process can greatly simplify any damage issues later. Scanning the barcodes on the equipment, accessories and supplies being rented keeps your database instantly up to date. If your yard or facilities are large and the location of your products changes from time to time, your mobile computer can instantly check the database for quantity and location. This real-time approach also gives you greater visibility of equipment in your service area that is ready for rental but just has not been moved to the yard.
Perhaps the most obvious use of a mobile computer is for completing the rental agreement. It is unnecessary to make your customers stand at your counter while you either have them handwrite their contact information or your salesman types it into a desktop computer as the customer dictates. Mobile computers today can capture most of this information by scanning a driver’s licence and reading a credit card. Making this transaction fast and easy improves your customer’s experience, while lowering the likelihood of data input errors that can cost you time and effort later.
Mobile computers can also go out to the point of delivery and use. Delivery drivers can take photos as the equipment is delivered, capture customers’ signatures and, if needed, allow them to watch a brief safety video. GPS allows your delivery drivers to get voice-activated, turn-by-turn directions to their delivery points, while providing managers with data to help them maximize productivity throughout the day.
It is worth taking a moment here to talk about the different mobile computer form factors that are available and what you will need to consider as you investigate your options.
HARDWARE AND SOFTWARE
Your first consideration needs to be software, and finding a mobile computer compatible with your countertop application is important. More than likely your countertop systems are PCs, which generally means you are running a version of Microsoft Windows such as XP Pro or Windows 7. If one of your goals is to take those same countertop screens out in the yard, then you must look for a
Windows XP or Windows 7 compatible mobile computer. Most smaller mobile computers, smartphones, and PDAs (personal digital assistants) do not support the full Windows operating system and will likely not run your countertop application either.
Full Microsoft Windows mobile computers generally fall into three categories: laptops, tablets, and hybrids called ultra-mobile PCs (UMPC).
• Laptops have big screens and big keyboards, but are cumbersome to carry and use while standing in a lot or yard outside. In general, laptops do not support built in barcode readers, credit card readers, GPS, or external-facing cameras.
• Tablets are mobile computers that just have a display and no keyboard that look something
Agility is its nature –Radio control its technology.
www.bomag.com
like an Apple IPad. There are full Microsoft Windows tablets on the market today with nice sunlight readable displays, reasonable drop specs, and support for many of the features we discussed. Tablets generally utilize onscreen keyboard programs to allow entering information by typing on the touchscreen glass.
• The hybrid UMPC takes the best features of a tablet and the best features of a laptop and packages them in lightweight handheld package. UMPCs are as fast and powerful as laptops and offer large displays and laptop-like keyboards. UMPCs are generally much lighter than laptops and tablets and feature touchscreens, barcode readers, cameras, credit readers, GPS, cellular and Wi-Fi radios. Because UMPCs are specifically designed for mobile applications, many come with special mounting docks for use in delivery trucks.
GO RUGGED
Once you have decided on a form factor, you may want to consider a rugged device. Rugged mobile computers come with sunlight readable displays, waterproof housings, and serious drop protection. Look for an IP (ingress protection) rating of 65, which denotes that is sealed from dust particles and can be sprayed with a garden hose without harming any internal circuitry. In most rental applications, the need to go outdoors into weather, and the likelihood of drops, bumps and vibration makes a rugged device a worthwhile investment.While consumer-grade devices are cheaper, the frequency with which they break will ultimately lead to a higher total cost of ownership.
Most importantly, take time to think about your business process and your customers when deploying a mobile computing solution. With the pace of technological change, it can be tempting to jump at the next trendy device, without understanding all of the ways that device can help your business processes. At the end of the day, the technology should serve your business – not the other way around. CRS
CRA PRESIDENT’S MESSAGE
DRIVE-BY MARKETING
by WAYNE BECKETT, CRA PRESIDENT
Marketing is something that is talked about and read about a lot. It can be very complicated (especially if it is your career and you have to justify it to some corporation) or it can be quite simple if you are just trying to figure how to make more bucks with the bucks you have tied up in inventory.
I do a fair bit of travelling and anywhere I go I always check out the local rental stores. If it is during business hours then I stop in and drive through the yard. I always look at the store from a customer’s perspective and try to make some mental notes on how it is marketing itself to potential customers driving by.
The first thing I look for is whether I can tell it is a rental store when I drive by. You would be surprised how many operators must assume everyone knows who they are and what they do. Simply parking equipment near the road is not enough. You should assume the opposite of what you hope: nobody knows who or what you do. If you do more than just rent, such as sell other equipment, or if you cannot display too much stuff out front, then you have to put up some big but simple signs. Make it clear and easy for people to make the connection when they drive by or drive in.
Now that you have the drive-by customer’s attention, make sure your equipment is displayed well and is clean. If you have competition close by this is where you can lose a new customer. Think if you were shopping for a used truck and went to a lot with good selection but the trucks were not clean and some were in a state of disrepair. Would you keep driving? Yes, you would. Rental equipment is like that because it is used, so you need to make it look as good as possible. If it needs repairs then get it out of the lineup of rental-ready stuff and make sure people do not think you would actually try to rent it to someone.
Then there is the inside of your store. You have managed to get the customer to come in: do not blow it now. The same rules apply here; the only difference is now you have to dazzle them with your award-winning customer service.
That’s about it, now the cycle starts all over again. You clean it, service it and put it back out for rent.
Wayne Beckett works for Flaman Sales & Rentals in Moosomin, Sask., a small community of 3, 000 and has been involved with the CRA for 25 years. He can be reached at 306-435-4143.
In my new position with the company that bought our store, I have to get our other stores to be the best they can be. My bosses keep telling me that in order for my store to have done $2 million in rentals in a town of under 3,000 people, I must have done a good job of marketing my rental equipment. Assuming they are right, I’d like to share some of my ideas with the rest of the industry.
Marketing is as much about equipment display and customer service as it is about putting ads in the paper or on radio or having a good website. There is a lot of marketing going on while your doors are closed, too. If you have a decent lot to display some of your larger equipment or large windows, show off what is inside your store. It is hard to measure, but rest assured that your customers are checking you out while you are not there. That’s marketing.
We just recently started using the CRA Ready-To-Rent tags and they truly are a great thing. I wish we had done it years ago. Now we know that when we go to rent out an item on the shelf and it has a green tag on it, all you have to do is show the customer how to use it and give it to him or her. There is no more guessing whether it has been serviced or maybe just put on the shelf by the customer because that is where he got it from. The item number, serial number, licence plate number and/or hour meter reading will be on the tag for you to transfer to the contract, as well as who did it if you should need to follow up.
The nice thing about the service part of marketing is that it costs very little money. It can sway a new customer or even an existing one to go to the competition if it is done poorly, so step back and look at your store from a customer’s point of view both during business hours and after. Make some notes and talk about it with your staff so they also see the need to do it right. So that’s my lesson in marketing 101. Now do your homework because there will be a pop quiz to follow! CRS
HEATER SHOWCASE
RUGGED AND RELIABLE
8 www.sureflame.com
Safe, tough and reliable: that is how the new IX410 indirect industrial heater by Sure Flame is designed. Four safety shutdown controls, a high limit switch, an exhaust limit switch, an air switch and a flame rod make the IX410 one of the safest units on the market.
The new IX410 is designed to operate in the most extreme conditions. The robust exoskeleton, stainless steel heat exchanger, lifting hook and forklift pockets make this unit ready to withstand even the most trying environments. An adjustable handle and 16-inch, puncture-proof wheels add to the durability and make for easy manoeuvrability.
The IX410 operates on natural gas or propane with the switch of a single lever (no orifice to change). It also is designed to allow for recirculation, increasing efficiency and reducing fuel consump -
tion while still maintaining constant, clean dry heat.
Indoor or outdoor. Duct size is not an issue, as the IX410 comes able to accept 16-inch duct with optional transitions allowing for two 12-inch or one 18-inch duct set-ups. The IX410 is aimed at users looking for efficiency, durability and reliability.
CORDLESS HEAT
8 www.enerco.com
Cut the cord and turn down the noise. Enerco has introduced a cordless forced-air propane heater that delivers up to eight full hours of warmth from an internalrechargeable battery.
The Heatstar Cordless can produce 35,000 BTU of heat for instant comfort anywhere, anytime. QBT Burner Technology is designed to be 50 per cent quieter than any other forced-air heater. The Heatstar Cordless gives users the option to run plugged to power with a five-hour recharge, even while it’s
running. Enerco says it is the most versatile heater ever conceived.
JAPANESE TECHNOLOGY
8 www.val6.com
With over 35 years of continuous success as a popular portable infrared heater in Japan, Val6 Infrared Heaters are designed for high quality and dependability. Having established its name in Japan and Europe, Val6 looks to join such other Japanese brands as Toyota in being synonymous with dependability in America. Radiant heat is able to heat an object without heating the air and losing efficiency at the same time. Val6 heaters are not affected by wind or cold ambient air as forced-air heaters are. Since infrared heat can penetrate into an object, the targeted surface and object are warmed and dried in a different way from any conventional heater using heated
air. Because of the high quality of Val6 craftsmanship, we are able to maximize the benefits of this heating method, and design our heaters to last three times longer than typical convection heaters and copycats. Not only are Val6 heaters eco-friendly, releasing only 1-2 parts per million of carbon monoxide, but they are able to convert almost all their fuel to energy, making Val6 Heaters a very efficient form of heating per BTU energy burned. Because of the Val6 heaters’ capabilities, it is widely used in many commercial applications on construction sites, keeping equipment and people warm, as well as for personal use.
HEAT WHERE YOU NEED IT
8 www.marleymep.com
The TBX series Mobile Warmer from Marley comes
in two sizes. The TBX104 draws 9.5 kW, producing 32,414 BTUH at 240 V. The TBX754 draws 7.5 kW, producing 25,590 BTUH at 240 V. Each includes an eight-foot cord and NEMA 6-50P plug, which requires a NEMA 6-50R receptacle. Mobile Warmers have a thermostat with positive off and fan only positions and a range of 40 to 100 F. They are designed to heat lower to floor for natural convection. These heaters have a lower profile to prevent tipping and a storage area under the lid. Rugged steel finite element construction gives a high temperature safety limit. There is a collapsible handle for easy transport and storage. Ten-inch diameter pneumatic wheels allow for easy rolling over obstacles to the spot where heat is needed. Applications include space heating in factories, stores, warehouses, or stockrooms. Mobile Warmers are also suitable for flood dry-out, workshops, repair stations, building construction, drywall dry-out, tent heating, greenhouse heating, and thawing frozen pipes.
THREE NEW MODELS
8 www.campoequipment.cPom Campo Equipment has introduced three new 2011 indirect heater models: the Blaze 700 D/G, the Blaze 600D and the Blaze Cube 1100.
The Blaze 700 D/G (700,000 BTU) comes with the same control features as the Blaze 800 and 1000, but with a smaller footprint of 92 by 31.5 by 45 inches. The Blaze 700 D/G is 88 per cent efficient, pushes up to 4.2 inches of static pressure, 200 feet of ducting and up to 10,000 CFM. It can be wired for three- or single-phase power. The Blaze 700 D/G has no inrush, but does have a temperature controller, variable speed drive and three fan speeds to control temperature rise. The unit is stackable for storage, has lifting eyes and forklift pockets from all sides and can also be moved with a pallet jack. It comes with a plug-and-play burner kit (natural gas/
CANTHERM HEATERS
• Product lineup ranging from 113,000 BTU to 900,000 BTU
• Clean air solutions for a variety of applications
• Several fuel options
• Parts and Accessories including ducting and adapters
Introducing the Fire 155 Infrared
• Pre-Heated Oil Filters
• Pneumatic tires
• Gas cap with fuel gauge
• CSA approved
• Professional quality heaters built to keep you working regardless of the weather
Phoen Series
Jumbo Series
Heater...
EC Series
propane or diesel), which can easily be converted from diesel to natural gas or propane.
The Blaze 600D (510,000 BTU) is a 120 V, 16 amp, indirect fired heater on wheels with its own onboard fuel tank. It has a redundant failsafe control system that has a temperature controller and thermocouple in series with the traditional limit switches. It produces 4,500 CFM, three inches of static pressure, up to 150 feet of 16-inch ducting or two-by12-inch ducting.
The Blaze Cube 1100 is a self-contained heating unit. It comprises two Blaze 600Ds, a 8.5 kW Isuzu/Stamford 1,800 RPM liquid-cooled genset and a 200-gallon diesel tank that allows for 30 hours of continuous run time without refuelling. The Blaze Cube produces 9,000 CFM and up to 150 feet of two-by-16-inch ducting or 150 feet of four-by-12-inch ducting and has the ability to recirculate. The unit also comes with heated filters and a block heater. The Blaze Cube 1100 is stackable for off-season storage and is also available on a trailer.
ELECTRIC CONSTRUCTION HEATERS
8 www.flagro.on.ca
Flagro is proud to introduce its new line of high-capacity electric construction heaters. These heaters provide quiet, flexible and dependable electric heat to the jobsite. Both the FLE-60 (60 kW) and FLE-150 (150 kW) have adjustable outputs of 20/40/60 kW and 60/90/150 kW, respectively. The fan speed inverter controls provide optimum temperature rise by adjusting blower output at each heat setting. Permanent, cleanable inlet filters are installed to prevent particulates at the jobsite from contaminating the heating element and controls. Optional remote thermostats and Hitex ducting are also available.
COMPLETE HEAT SYSTEM
8 www.serioustoaster.cPom
Serious Thermal Products has introduced the new Complete Heat System for use with its Serious Toaster groundthawing machines. The system features a heavy-duty cabinet that houses everything needed to run up to five Toasters at one time, simplifying any application that requires more than one groundthawing unit.
Rather than having to supply propane and electricity separately to each Toaster ground-thawing unit, the Complete Heat System maximizes convenience by supplying everything in one package. It includes storage to
contain a 250-gallon propane tank (or “pig”), all necessary hoses to connect propane to five Toasters, a generator with extended gas tank, all electrical cords, and propane-tank heaters to keep the propane vaporizable in extreme cold weather conditions. Beyond the added convenience, the system also includes lockable cabinet doors to help prevent vandalism and tampering.
The Complete Heat System is skid mounted and includes an integrated lifting eye for portability. Depending on end-user preference, it can be either welded or bolted down to the bed of a trailer and easily towed from one jobsite to the next.
Serious Toaster ground-thawing machines use a patented infrared technology to thaw frozen ground more than three times faster than similar products on the market. Each Toaster thaws up to 1.6 inches deep per hour in a two-foot by 10-foot area. They are ideal for work on underground installations, utility maintenance or any other winter application that requires excavation.
There’s forever ...and then there’s forever
Some things are meant to end. But your Weber MT walk-behind soil compactor isn’t one of them. We believe in our products so much, we offer up to a five-year warranty—so long, you’ll swear they last forever.
For quality you can trust, think blue. www.webermt.us 1-800-709-3237
CONCRETE CURING
8 www.crownequip.com
Crown Construction Equipment presents the Heat King Mobile Glycol Heating System – a faster way to prepare foundation sites and cure concrete in cold weather. Heat King also saves on labour, speeds preparation and lowers energy costs by as much as 80 per cent.
The heart of the Heat King is its computercontrolled system. It makes it simple to operate, continuously monitors all functions and more efficiently starts the system. The computer sends start-up signals at delayed intervals to each component in the system. Once each unit passes its high amp draw start-up phase, the next component is powered up. All components are linked to corresponding lights on the control panel, giving operators the ability to easily monitor all essential functions.
To thaw frozen ground, evenly place the eight 700-foot loops on an area of frozen ground up to 11,000 square feet in area for the HK500. Then cover the hoses with a poly-vapour barrier and insulating blankets to keep the heat and moisture directed into the ground. The two coil heaters warm the environmentally friendly propylene glycol in the reservoir to 180 F. The field pump then circulates the heated glycol through the field hoses and back to the reservoir for reheating. Now you are ready to thaw up one foot of ground per day.
DIESEL FIRED
8 www.heatstarbyenercPo.com
New from HeatStar is a diesel-fired portable radiant heater designed to be the market’s largest and strongest. Rated at
155,000 BTU per hour, this heavy-duty construction heater is designed to handle any job site. A 17-gallon fuel tank provides a complete 18-hour run time. This heater is CSAapproved for Canada as well as the United States.
MODEL 800
DeCloet
8 www.decloet.ca
DeCloet presents its Model 800 series indirect-fired heater/dryers. According to the company, extensive winter testing has proven that the DeCloet approach to heating and drying is both effective
and extremely fuel-efficient. The DeCloet heater/dryers utilize the basic principles of traditional forced air heating with no gimmicks or electronics, which the company says makes the DeCloet heater/dryers as simple to use as a household forced air furnace.
The DeCloet 800 series heater/dryers are designed to both warm and dry a building space. The DeCloet 800s are available with Tri-Fuel Burners – Fuel Oil, NG or LPG – and provide 800,000 BTU’s of clean hot and dry air at over 11,000 CFM. The units can be used indoors or outdoors, and air can be ducted 100 feet or more into a building or into existing ductwork to supply emergency or temporary heat. The units are capable of recycling from zero to 100 per cent of the air in a building, allowing the user to save up to 40 per cent of fuel costs.
The Model 800 boasts heavy-duty all-stainless steel skins and all-steel construction, with a stainless steel heat exchanger to ensure clean, dry air.
example, drywall sanding. The SCP48 features a high-temperature control with automatic reset. It is not meant for heavy powder work.
JOBSITE HEAT
8 www.ces-sales.com
CES, Construction Equipment Solutions, offers the Vista ECH48 and SCP48 electric heaters. The ECH48 features a fully enclosed 240 V, 4,800 W motor with a high-temperature control with automatic reset. It may be exposed to heavy powder work, for
ARCTIC HEATER DUCTING
RADIANT OR FORCED-AIR
8 www.marleymep.com
The Fahrenheat MCM1503 from Marley Engineering features three heat settings: 600 W radiant, 900 W fan-forced, and 1,500 W fan-forced and radiant. The heater has a chromed safety grille, automatic thermostat, ceramic core element, tip-over safety switch and thermal limit. CRS
CANADIAN RENTAL MART
RENTAL MART FAQ
All the facts
about Canada’s biggest rental show.
by PATRICK FLANNERY
The Internet is great for browsing, but trade show floors are where you can have real conversations with manufacturer representatives and gain some insight into who they are and what they do.
A
trip to the Canadian Rental Mart can give any rental business a boost. Here is what you need to know about Canada’s biggest rental trade show.
When is the Canadian Rental Mart?
The show takes place Tuesday, March 6, and Wednesday, March 7, 2012. The show is open from 10 a.m. to 6 p.m. on the Tuesday, and from 10 a.m. to 4 p.m. on the Wednesday. There is an educational seminar each day at 9 a.m. in the meeting room at the Doubletree Hilton hotel across the street, and the Ontario Canadian Rental Association will host its annual awards banquet in the hotel after the show on the evening of March 6.
I go to my regional CRA show every year. Why would I go to the Rental Mart as well?
The Canadian Rental Mart is significantly larger than any of the regional trade shows
giving you an opportunity to see more of Canada’s leading rental equipment suppliers at once, all under one roof. The Rental Mart often features exhibits by national distributors rather than local vendors, so you get a chance to see a wider variety of each manufacturer’s equipment and talk to the people who know it best. Rental operators from all over the country come to the Canadian Rental Mart, so this is your chance to make connections and swap stories with your colleagues from across Canada, including top leaders from the national CRA. If you are a member of the Ontario CRA, you will not want to miss your association’s banquet and awards dinner. Another big event exclusive to the Canadian Rental Mart is the awarding of Canadian Rental Service’s
RIGHT:
ROOTY award to Canada’s rental operator of the year. Finally, the Rental Mart is a chance to visit and enjoy Canada’s largest and most exciting city, Toronto.
Is there anything new at the Rental Mart this time?
The Canadian Rental Mart is very pleased to welcome Terex Genie for the first time in 2012! A world leader in aerial work platforms, this is your chance to talk to manufacturer’s representatives and put your hands on the latest models. Of course, many exhibitors will be showing off new models and new products. The 2012 Rental Mart will feature the presentation of the first-ever ROOTY awards for Canada’s Rental Operator of the Year. Also, two fresh new seminars will be on offer: an educational opportunity you won’t find anywhere else.
What are this year’s seminar topics and who are the presenters?
George Olah of ABCO Equipment and Supplies will be presenting Renting Safe and Profitable: How to Meet Your Safety Obligations and Still Remain Viable. George Olah brings 30 years of experience to the question of how rental operators can navigate the choppy waters of federal, provincial and municipal regulations and still come out ahead. A former senior energy advisor to the Ontario Ministry of Energy, Olah helped draft provincial safety standards for propane and natural gas technology. As the former national director of marketing for a major Canadian equipment manufacturer and presently the general manager of operations for ABCO, Olah knows how to leverage his in-depth knowledge of government safety culture to comply with the law while staying in business. Governments at all levels are taking a hard look at safety performance in the rental industry these days. Olah’s insights can help you manage your risks in this difficult environment.
Back by popular demand, Mark Peart of G.C. Duke will discuss promoting and profiting from lawn and garden equipment rentals. Peart handles dealer sales for Duke and says he loves working with the rental market. His seminar at the 2008 show drew rave reviews.
How do I get to the Rental Mart?
Visitors outside of southern Ontario will find it most convenient to fly into Toronto’s Pearson Airport. The DoubleTree Hilton has a free shuttle from the airport, and the hotel is right across Dixon Road from the Congress Centre. The airport has shuttles to most other large hotels in the area, as well. Cabs in the GTA are expensive, but plentiful.
Drivers will want to take the 401 and exit onto the 427 north. Follow the signs for Highway 27, and take the Dixon Road East exit. Turn right off the exit and the hotel is on the right-hand side of the road.
For maps and more detailed directions, visit rental mart website at www.canadianrentalmart.com.
What is it going to cost for me to attend?
Admission to the Canadian Rental Mart is free. The Rental Mart has negotiated a special deal with the DoubleTree
Hilton to offer a limited number of double rooms for $139 per night. After that it is your transportation, meals and entertainment, and what that costs is up to you. If you find seat sales, you can fly from most parts of the country for less than $1,200, return. If you are careful with costs, you can eat and get around for less than $100 per day. All told, it is quite possible to attend the Rental Mart for less than $2,000 per person, and for much less than that if you live in southern Ontario.
Who
can I expect to see there?
In addition to every major rental equipment supplier in Canada, many notable people from the Canadian rental industry will be on hand. Mike Maltby, president of the Ontario CRA will certainly be in attendance, as will several of his chairpeople. Ed Dwyer will be serving as president of the national CRA in 2012, and will be there along with Mandy Wellnitz, CRA executive director. Canadian Rental Service columnist and seminar presenter George Olah will be on hand, as well. CRA celebrity spokesman Bryan Baeumler has not been confirmed for the Canadian Rental Mart at this time. Keep your fingers crossed!
Is there anything for party rental operators at the Rental Mart?
Yes! There are five party suppliers exhibiting and show organizers are hoping that number will grow. The Rental Mart is a
The Canadian Rental Mart is Canada’s biggest show for the rental industry, so exhibitors go out of their way to make a splash.
great opportunity for party rental operators to connect with their colleagues from across the industry.
What else is there to do in the area outside the show?
A better question is, what can you not do in Toronto? Like sports? Go to a Maple Leafs or Marlies game. Nightlife? The city is jam-packed with some of the best bars and clubs in the country. Food? The area around the airport features some great eating, especially high-end Italian food and steakhouses. Then there are all the regular tourist destinations, such as the CN Tower, the Royal Ontario Museum, the Science Centre and Ontario Place. If you are looking for things to do in Toronto, start at www.toronto.ca and work the links from there.
What is the venue like?
The Toronto Congress Centre is one of the newest and most modern event facilities in the city, featuring around a million square feet of exhibition space, as well as numerous meeting rooms and common spaces boasting all the latest amenities. One of the great things about the Congress Centre is its commitment to service. The staff really goes the extra mile to help make your visit an enjoyable one. You can find more information at www.torontocongresscentre.com.
Where can I get more information and updates?
The Canadian Rental Mart website, www.canadianrentalmart. com, is your hub for information and updates about the show. Major announcements are posted there, as well as on the Canadian Rental Service website at www.canadianrentalservice. com. You can get immediate notifications of new Rental Mart developments by following the Twitter feed, @TheRentalMart. Or visit the Rental Mart’s Facebook page to post comments and see the latest news. Hit the Like button to show how much you love the Rental Mart!
The January/February issue of Canadian Rental Service will be your full show guide with floor plans, booth previews and full details about everything that is going on. www.canadianrentalmart.com
CAN YOU DIG IT?
Educating customers on proper earth drill and accessories selection.
You and your customers face a number of choices when it comes to choosing the right earth drilling equipment. Here is what you need to know.
by MIKE HALE, Little Beaver sales manager
Install a fence. Plant shrubs. Put in a new street sign. Different projects with one common link: each requires the proper hole to be dug in order to complete the task properly. But how tough is it to dig a suitable hole? While the process is far from rocket science, it is not quite as simple as one would expect either. All hole-digging projects may appear to be the same on the surface, but it’s often what’s below the surface that really matters. Additionally, the available equipment and accessory options, while great for enhancing productivity, can make things a bit more complicated for rental customers. These days, it is more than just grabbing a shovel or hand posthole diggers and hitting the dirt; sophisticated, productive earth-drilling equipment exists. And though they all achieve the same basic end result – a hole – all one-man earth drills are not the same. No longer just a hole digger, designs and features have advanced and improved over the years. The industry has come a long way from the simple hand method of digging. With many models and accessories available, units are now able to match specific applications and cut through virtually any type
of ground. Whether the project calls for several, identical holes in typical lawn soil, or a single, large hole in rocky soil, there is a model and appropriate accessories available to achieve the best results safely and efficiently.
Because each machine will perform better in certain situations, and offer features and options to further enhance the process, it’s important to consider the entire scope of the customer’s digging project when renting out a drill. All aspects, from the soil structure and project location to the hole depth, diameter and frequency, will come into play. But despite differences in projects, the bottom line remains the same –being able to properly inform customers on how to choose the proper drill will ensure their jobs are completed fast and effectively.
STYLE IS AN OPTION
Engine-powered, one-man earth drills are typically available in two common styles: hydraulic and mechanical. While often similar in appearance in their most basic configurations, these two styles operate differently and are built with distinct features and options to make
LEFT: Steer customers to hydraulic drills for singlehole projects in tough terrain.
RIGHT: Mechanical drills are best when speed is the main concern. Rent them when customers need to drill many holes in relatively light soil.
them better-suited to certain projects.
Built rugged and powerful, hydraulic drills are designed for the most challenging digging projects, including those in more complex soil conditions and even frozen ground. These hydraulically powered units offer very controlled, precise operation at a lower speed and higher torque, allowing them to drill accurately in even the most difficult applications. Additionally, hydraulic models are ideally suited for rougher terrain and rocky conditions, as they incorporate a reverse auger operation function. Should the auger become lodged under an object, such as a rock or tree root, it can be removed safely and easily by running the auger in reverse.
Generally accepting of larger-diameter augers, these units are ideal for such single-hole projects as mailbox installation. Additionally, most hydraulic drills are compatible with smaller augers as well, opening them up to a variety of lawn and landscape projects.
Though very versatile, hydraulic drills do pose one distinct drawback: speed. Because they offer controlled operation
not be the ideal setting for a hydraulic unit to shine, as efficiency would not be maximized. For those types of projects, a better choice exists.
Compact, lightweight, and still packing a powerful punch, mechanical drills are transmission-powered units that offer high-speed rotation for superior productivity and clean holes. These drills are best suited for use with smaller-diameter augers and, due to their high speed, are ideal for projects calling for several, narrow holes, such as in fence and deck installations, and decorative plantings.
Unlike hydraulic models, mechanical units are not equipped with a reverse feature. The lack of reverse operation can present a problem: if the auger were to become caught under an obstruction, it would be necessary for the operator to remove the auger manually, using a pipe wrench in a counter-clockwise motion.
Ultimately, the drilling task is the best indicator of which drill is best suited to the project. It will also dictate the required auger size. Based on the project specification for hole diameter, the right
est model used for applications like soil nursery work, up to the largest augers commonly used in foundation repair.
The next factor that will affect the selection process requires a bit of digging to get the information – literally. Just as important as the reason a hole is being drilled is the type of soil being dug. As mentioned previously, mechanical drills are best suited to loam-type soil conditions, whereas hydraulic units are better in tougher, rocky soils or even frozen ground. But the decision does not end there. The appropriate auger model, point and blade must be properly chosen to handle the soil conditions.
BELOW THE SURFACE
The auger’s point and blade (also commonly referred to as its tip) does the actual cutting as the unit rotates, and helps to protect the auger’s flighting from excessive wear. As important as the tip is to drilling success, it is imperative to inform the customer of the available options and in which soil each will perform best.
Your new sidekick.
No other power cutter in the world is so packed with features that boost efficiency and reduce impact on the environment as the Husqvarna K760.
It features the new Active Air Filtration™ system which allows up to one year of running time without filter service. Thanks to its X-Torq ® engine, the saw produces up to 75% fewer emissions and lowers fuel consumption by 20%, reducing its environmental footprint.
The K760 is easy to handle due to low vibrations and the power-to-weight ratio enables the saw to be used full time, reducing operator fatigue.
The new Husqvarna K760 is a further development of the popular K750. Therefore it has a firm base of knowledge and experience built in, more than any other power cutter in the industry.
you can trust –
clays. These general-purpose tips will be compatible with most standard augers, in varying lengths and diameters.
When drilling in more solid, dense material such as limestone or sandstone, or hard clay and frozen ground, a carbide blade will offer the best performance. Rather than digging into the material, a carbide blade will cut the clay or ground into small pieces, allowing the operator to drill much faster. This blade mounts to the bottom of most standard augers and will replace both a general-purpose point and cutting blade.
If the drilling task includes loose soil containing gravel or even rocky conditions, a heavy-duty auger, point and blade combination will tackle it best. Most effective when attached to lower speed drills like hydraulic units, a heavyduty auger is recommended for challenging soil conditions. It features a larger, more rugged and aggressive flighting than standard augers, and also incorporates a special dirt-tooth blade in addition to a heavy-duty point.
Portability will be a major concern for most renters. Look for options and accessories that make the auger easier to use.
Jobsite conditions, particularly soil, play an important role in proper unit selection, and location may present additional challenges, most notably, transporting the auger to the desired work area. The
good news is that both mechanical and hydraulic augers are not just designed for easy operation by one person. They are intended for simple, one-man transport as well. Although the most basic designs are compact and easy to move, some manufacturers offer a variety of design options for various methods of transport.
OH, THE PLACES YOU’LL GO
When helping a customer select an earth drill, mobility needs must be assessed. Most models are designed for easy transport, some also incorporating both front and rear handles for convenient loading and unloading. Mechanical units are generally the easiest to move, with the ability to be loaded into a car trunk, the back of an SUV or the bed of a pickup truck. Because they are typically a bit larger than mechanicals, hydraulic units are a bit less convenient to move from site to site. But on the flip side, they offer a variety of transport modes, allowing the flexibility to match a customer’s vehicle and space needs.
The smallest hydraulic models are best moved with a pickup truck or small trailer. In cases where truck and trailer space is minimal, recommend the customer consider a model designed to be towed behind the vehicle, as it frees up valuable room for tools and other equipment he or she may need to rent. For those looking for yet another alternative, a new style has emerged recently that
takes portability options even further.
A hydraulic unit is now being offered that separates into two pieces, making the entire unit lighter and much more manageable. The power pack can be placed in the vehicle, while the rest of the drill is transported behind the vehicle, off the ground, eliminating common towing hassles. The unit features a special hitch design, compatible with even small SUVs and pickups, that allows it to sit up and off the ground. This provides an option for renters lacking a vehicle large enough to meet typical towing requirements, while still offering the benefit of freeing up precious vehicle space.
A drill that is easy to move from point A to point B provides greater efficiency and saves both time and energy. But once the unit is onsite, safety becomes a top priority and must be taken into consideration.
PLAY IT SAFE
It is a widely understood rule that digging into the ground can be extremely dangerous. One-call phone numbers have been established for every area across the country to help protect operators and let them know what is below the surface before digging. It may not need to be said, but always remind customers to call before they dig. Safety first! Additionally, the drill itself can pose a safety threat to the operator, making it imperative to carry units designed with added safety features.
Certain models incorporate the engine and auger into one piece, while some manufacturers offer a configuration that places the engine on a wheeled chassis, which sits back a few feet from the operation point. Compared to models that mount the engine right on the operator’s handle, a separate mounting keeps harmful exhaust emissions at a distance. Even in wellventilated areas, carbon monoxide poisoning is serious, and minimizing its likelihood of occurring in any way will greatly increase operator safety. This style may also protect the operator in additional ways.
Some models with a separate engine chassis utilize a steel torque tube that protects operators from potential harm by transferring digging torque from the drill head to the engine carriage. This allows operators to use larger diameter augers without fear of dangerous kickback. Additionally, the torque tube enhances drilling ease and reduces operator fatigue, effectively improving overall drilling safety. A more alert, less fatigued operator will be more likely to pay attention and handle the drill properly. And as an added benefit, easier operation will reduce physical stress on the operator, including back problems and muscle strains.
A pressure-relief valve is another available safety feature, and one that is often incorporated on hydraulic units. Reassure the customer that if the auger becomes overworked and the drill reaches a certain hydraulic pressure, the valve will release, stopping the auger’s rotation. This halts the drill before it reaches a point where it stops the engine or causes damage to the machine. Mechanical units are also built with unique safety features. One in particular is a centrifugal clutch. If a buried object is encountered or the auger is overloaded, the clutch automatically slips, protecting the operator from serious injury. Also, this eliminates potential damage to the drive cable and transmission
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gears, reducing the likelihood of expensive repairs or full replacement – which will please every rental centre owner.
When the crucial considerations have been identified, and the drill choice and accessories have been narrowed down, the final decision rests in the details. From ergonomic designs and the unit’s engine, to reduced maintenance and enhanced portability features, these extra features play a major role in finding a productive solution that will maximize overall drilling efficiency and safety for the customer.
EXTRA, EXTRA
Whether an experienced operator or first-time hole digger, all ultimately desire a machine that is easy to use. An ergonomically designed piece of equipment will provide a more comfortable, user-friendly experience, further enhancing operation ease.
First, a unit with large, easy-to-grip handles will allow for better control and more comfortable operation. Additionally, advise the customer to consider a model that places operator controls right on, or in close proximity to the handle. Certain functions, such as a hydraulic unit’s forward/reverse switch should be adjacent to the machine’s on/off switch for added convenience.
Carrying units that incorporate high-quality engines is a must, as a drill’s operation is greatly dependent on its engine. Be sure to rent out drills manufactured by a reputable company that backs units with a warranty and adequate service network. For portable units offering the engine on a separate chassis, one that includes a durable, steel frame, will help protect the engine and its components.
To ensure the machine is safe for even the most delicate lawns and turfs, offer units with large, pneumatic or semipneumatic tires. The benefit will be twofold, as quality tires won’t damage turf, and will also allow the unit to easily traverse a variety of terrain conditions.
Beyond providing multiple auger tips, provide equipment from a manufacturer that also offers augers in multiple lengths and diameters. Some manufacturers offer snap-on augers, making the change-out process quick and easy, and eliminating the need for extra tools. Snap-on auger extensions offer the ability to achieve various digging depths without requiring multiple augers, adding versatility and saving money.
Finally, just like any piece of jobsite equipment, an earth drill that’s easy to care for is ideal – both for the rental centre operator and the customer. In the event the machine becomes damaged, a unit that can be serviced in the field, and doesn’t require special tools to do so, will be most convenient for the customer. As an added bonus, a drill that’s easy to maintain will make routine maintenance a breeze for the rental center operator, increasing the likelihood of following a proper routine maintenance schedule, preventing future issues, enhancing longevity and, ultimately, maximizing the drill’s ROI potential.
Thanks to the advancements in drill designs, as well as the available features and accessories, what was once a simple hole digger is now much more – it’s a complete solution to any digging project, simple or complex. Taking the time to learn about the available options and inform customers prior to their selection will ensure the success of a project on all levels – from safety and
to quality and equipment ROI. CRS
PERFECT EDGES
8 www.alleneng.com
The Allen MP 235 Edger is a total re-design of the MP 225 edging mechanical drive riding trowel. The MP 235 Edger is so unique that it is patented. It has rotating guard rings, which allow the operator to run along edges of walls and around columns and pipes to achieve a hard-trowelled clean finish. This exclusive Allen Rider allows the operator to edge within 5/16 inch of the edge of a wall, eliminating the need to hand-finish those areas. This patented trowel features similar specifications to the MP 215 riding trowel, along with a stretched frame for improved productivity and operator comfort. The higher-horsepower gasoline engine and heavy-duty drive train is packaged in an easyto-service frame. The Allen standard-duty gearboxes and four-bladed, 36-inch diameter rotors are proven performers in the field. The MP 235 Edger is now equipped with a torque converter clutch that gives the operator full variable speed control of the rotors. The MP 235 Edger is one of the latest additions to Allen’s Mechanical Pro (MP) series of Riders launched in 2011.
MP 235 Edger standard features include rotating guard rings, manual steering and blade pitch controls, a GX690 (688 CC) air-cooled Honda gasoline engine, variable rotor speeds up to 145 RPM, four lights and 12 volt charger, an electric powered
spray system for application of retardant, a flip-up seat and a removable screen for superior accessibility to the engine, clutch and drive-line.
POWERFUL BREAKER
8 www.ceattachments.com
CEAttachments, a global supplier of attachments for compact equipment, announces the addition of new Edge Breaker attachments for use on skid steer loaders and compact excavators. The new Edge Breakers have been re-engineered for better performance. Only two moving parts simplifies the hammer operation and reduces downtime. Breaking force is generated by the hydraulic flow and pressure of the skid steer loader or compact excavator. These new Breakers feature a nitrogen-charged backhead that increases the impact energy, maximizing hammer production.
Other features include an advanced hydraulic circuit, which increases flow to the valve and piston for faster cycle times, increased tool penetration and more productivity per hour. These new Edge Breakers also have no through-bolts to constantly torque or replace, resulting in less maintenance. Also featured is an easy-to-replace front wear bushing so that the hammer is always in working condition.
Edge Breakers are suitable for pulverizing concrete and rock quickly and easily into load-ready debris and are strong enough to break
NEW PRODUCTS
through tough materials. Breakers are primarily used in construction and demolition projects, but are also suitable for municipalities.
JET-POWERED PIPE CLEANING
8 www.drainbrain.com
General Pipe Cleaners has completely redesigned its line of Jet-Set water jets to offer more power, portability and ease of use. Water jets clear soft stoppages and ice with a stream of high-pressure water that provides wall-to-wall cleaning action. Ranging from the JM-1450 compact electric jet, to the JM-2512 Typhoon trailer jet, General has a jet for most applications.
The powerful JM-3080 gas jet generates 3000 PSI at eight gallons per minute for plenty of drain cleaning power to break up tough stoppages and flush them away. This muscular machine is well balanced so with little effort the machine can be tipped back on its rear wheels to more easily manoeuvre it into position. It features a removable 300-foot-capacity hose reel for remote or indoor applications.
NEW TRACK PATTERNS
8 www.bobcat.com
Bobcat Company introduces new replacement rubber track patterns for Bobcat
compact track loaders, compact excavators and mini track loaders.
In addition to factoryinstalled rubber track replacements, Bobcat has tread designs available to suit a variety of applications.
The new EarthForce H-pattern rubber tracks are a great multiple application choice for compact track loaders. The innovative H-pattern lug design features a pyramid structure for even weight distribution and wear, along with a specially designed feature that helps to prevent lug cracking damage to the track body. The tracks also feature patented continuous cable belting, forged heattreated steel links, and proprietary rubber compounds containing multiple rubber layers for dynamic track functions resulting in reliable performance.
Like the H-pattern track, the line of EarthForce compact excavator rubber tracks also feature patented continuous belting technology, forged and heat-treated steel links and proprietary rubber compounds. The tread design of each size is matched to the equipment application to provide less vibration and a smoother ride, as well as enhanced operator comfort.
The short-pitch technology of the EarthForce compact excavator tracks reduces vibration and helps extend the life of sprockets.
The popular multi-bar, lug rubber, multi-application, multi-season track is now available as a replacement track option for Bobcat mini track loaders. The double offset tread pattern contains the growth of cuts and cracks and protects the track body from damage. The unique tread pattern also provides superior traction in snow.
GENERAL REDESIGNS
JET-SET™
General Pipe Cleaners has completely redesigned their line of Jet-Set™ water jets to offer more power, portability, and ease of use.
Water jets clear soft stoppages and ice with a stream of high-pressure water that gives you wall-to-wall cleaning action. Ranging from the JM-1450 compact electric jet, to the JM-2512 Typhoon™ trailer jet, General has a jet for you. Learn more about General’s full line of water jets in our new Jet-Set catalog.
PIPE CLEANERS
GEORGE’S CORNER
Propane pricing factors
by George Olah
Or, where the heck do they get their numbers?
There are many mysteries in the known universe and one of them is how propane fuel is priced. For some reason unknown to me, I am often asked how the price of propane is determined. The truth is, if I really knew how propane pricing was formulated and set, I would probably be writing this from my yacht somewhere in the Turks and Caicos Islands instead of my basement home office.
In actual fact, propane pricing is impacted by and results from a large number of variables. Some of these variables change daily. A somewhat simple answer proffered by some is that propane pricing is influenced by the pricing fluctuations of crude oil and natural gas supply (because propane is derived from these two strategic fuel products). True to some extent, but there is much more to propane pricing than just that.
Many would go on to argue that propane pricing is influenced by the simple economics of supply and demand. Again, this is true in part only. First and foremost, remember that while there is an abundance of propane on our planet, propane still has to be obtained, stored and transported. This sounds simple enough, except the technologies to do this cost amounts of money that make Lotto wins look like finding a lucky penny.
It costs serious money to extract propane from natural gas and oil refineries. It is expensive to process propane, to add an odorant for safety and to store it in special underground caverns or in heavy-duty tanks. It takes deep pockets to find the monetary resources to transport propane, whether in pipelines, ships, trains, trucks, or even cylinders. Just consider the insurance fees for all this specialty equipment.
And, yes, do not forget the ongoing safety training for professional staff operating the equipment to transport and handle propane. Then add in special regulatory labelling, paperwork and inspection fees from a small army of government inspection officials.
Anybody who runs a business knows you need an ample line of credit or copious amounts of cash stuffed into your mattress to manage all the aspects of a propane operation. Just to make matters more interesting, propane is derived from various geographical locations. We are by definition also innocent victims of monetary exchange rates, which ironically also fluctuate like the price of propane.
Had enough information yet? Well, there is more. So lean in and listen. Generally speaking, propane is produced year-round. However, the demand for propane is highly seasonal: typically high in the winter and usually low in the summer. The result is, when demand is high and inventories are low, propane prices tend to rise. Hence higher prices in the winter.
Just when you thought you had it, there is even more. Let’s suppose that due to a hurricane or natural disaster you were not able to pump as much propane into a Texas holding cavern in the spring to replenish what you used during the winter and build up your summer reserves. Then you have a tight supply, which – wait for it – leads to an increase in propane pricing.
And remember, do not always blame your propane supplier for price increases because he is a supplier and not the producer of the product. He is just as vulnerable to price increases as the consuming customer.
One last thing. International military conflicts and tsunamis thousands of kilometres away in distant countries on the other side of the world all combine to impact the cost of propane delivered into your tank or little barbecue cylinder.
Ultimately, remember what they taught you in high school math: what you do to one side of the equation will affect the other side. Now go and enjoy that steak on your propane barbecue. CRS
George A. Olah is presently the general manager of operations at ABCO Equipment & Supplies, a family-owned rental company located in Weston, Ont.
