The Real Beauty Of Our New Water-Cooled Engine, Its Amazing Lightness.
Our New H50 is 200 lbs. Lighter Than Others. At just 381 pounds (173kg), the new 74 hp H50 is so light and compact, it sits on top of its class in the water-cooled world. But it’s no lightweight when it comes to power. This 4-cylinder, turbocharged 2-liter engine is the first industrial diesel to have a Bosch Off-Highway common rail fuel injection system for unbelievable power and fuel efficiency. And it falls below the emissions limits without the use of a particulate filter. So don’t let your equipment be waterlogged with a heavy hunk when things can go swimmingly with the all-new water-cooled H50.
Annex Publishing & Printing Inc.
P.O. Box 530, Simcoe, Ontario N3Y 4N5
(800) 265-2827 or (519) 429-3966 Fax: (519) 429-3094
EDITOR I Patrick Flannery pflannery@annexweb.com (226) 931-0545
SALES MANAGER I Ed Cosman ecosman@annexweb.com (519) 429-5199, (888) 599-2228, ext 276
Canada- 1 Year $42.00 (plus 5% GST - $44.10) U.S.A. - 1 Year $60.00
Occasionally, Canadian Rental Service will mail information on behalf of industryrelated groups whose products and services we believe may be of interest to you. If you prefer not to receive this information, please contact our circulation department in any of the four ways listed above.
Serving the Canadian rental industry for 38 years.
www.canadianrentalservice.com
Get wet for a good cause... carefully.
Keep your customers from catching fire with these easy tips.
Rick Moss and family return to Newfoundland to start Kivik Equipment. 22 LOADING INNOVATION
Bobcat opens a groundbreaking facility for training and R&D.
Do you have a burning need for profits? Look no further.
This industry’s generosity is expressed through the CRA. by Marc Mandin
Act fast and aggressively to avoid overdue accounts. by Deryk Coward
Avoid these common pitfalls when selling your business. by Mark Borkowski
Making a splash
The
Bucket
is great... but stay safe.
As a charitable fad supporting the fight against ALS, the Ice Bucket Challenge is practically made for the rental industry. It takes advantage of some of the best qualities of rental store people: humour, humility, generosity, energy and friendly competitive spirit. In case you are not familiar with the Challenge, it simply involves people posting a video of themselves having ice-cold water dumped over their heads in response to a dare from someone who has donated to the ALS Association. After the chilly stunt, participants often challenge others to follow suit. I have greatly enjoyed some of the videos that have been making the rounds online showing rental store owners and staff getting doused, then calling on their colleagues and competitors to do the same. Of course, being rental operators, no ordinary bucket will suffice. Many participants are filling up the biggest wheel loader and excavator buckets they have to make a truly spectacular splash.
Unfortunately, it is my dreary duty to pour cold water on this practice. In order to have the water from a vehicle’s bucket dumped on your head, you have to stand right under the bucket when it is suspended off the ground. This is a safety no-no. According to Toni Volpato, a consultant with Workplace Safety and Prevention Services, “I definitely
ON THE WEB:
The editor is all wet Tune in to canadianrentalservice.com for footage of Canadian Rental Service editor, Pat Flannery, taking the Ice Bucket Challenge to benefit ALS research. Don’t worry, he wore a dark shirt.
Jobs, jobs, jobs
Turn to the Canadian Rental Service online jobs board to find jobs with top rental operations, advertise your availability for hire or post openings at your store. Posting to the board is free!
by Patrick Flannery
think this would be a risky thing to do. Section 25 (2) (h) [of the Ontario Occupational Health and Safety Act] says, ‘Take every precaution necessary for the protection of the worker’ under Employer Duties and Section 27 for Supervisor Duties. I suggest keeping it simple with a regular-sized bucket of water.” The Canadian Centre for Occupational Health and Safety concurs, recommending operators prevent anyone from standing or walking under a raised equipment bucket, even by accident. As you know, even a well-maintained mechanical system can fail unexpectedly. It just wouldn’t do for a hydraulic or electrical failure - or operator error - to cause the bucket to drop with people underneath it. So, while this version of the ice-bucket challenge is fun, supports a great cause and is probably safe 999 times out of 1,000, it still might not be worth the risk of a civil lawsuit and prosecution by the Ministry of Labour (or your provincial equivalent) if someone gets hurt. And just seeing the video could trigger a visit from Ministry officials. That is why you won’t see any of these videos, entertaining as they are, appear on any Canadian Rental Service communication channels. We certainly do not want to get anyone into trouble.
Now that I am done throwing a wet blanket on everyone’s good time, I’ll do something more in the spirit of the day. Go to canadianrentalservice.com to see video of me taking the Ice Bucket Challenge, and challenging Jeff Campbell of St. Thomas Rental, Jim Freeman of Rentquip and Gary Webb of L.B. White to get in on the fun. No parkas or raincoats, gentlemen!
You’ll find our annual heater showcase on page 30, easily our largest and most popular product roundup of the year. We have fielded some criticism about the timing of this years’ showcase, with suppliers pointing out that most stores have done their heat fleet buying by September, so the information comes too late to inform the fall buying season. Message received. We will move the heater showcase to the September issue for next year. CRS
CRS THANKS CUSTOMERS
Contractors Rental Supply welcomed customers and suppliers to a fun day of summer fun at the grand opening of its Hamilton, Ont., location on July 24. The barbequed brisket alone was worth the trip. CRS suppliers had exhibits set up around the new facilities spacious yard and guests competed for an Intek laser package manoeuvring a Kubota mini-excavator through an obstacle course. The Hamilton location began operations in January and together with the new Oshawa location brings the number of stores in the fast-growing Ontario chain up to 24. The main building is 25,000 square feet on six acres of land. Jon Brown, formerly of Battlefield and Stephenson, is the general manager overseeing 10 employees in Hamilton. “We believe Hamilton and the whole Niagara area is a growth area for us,” said Brown. “We have a great hub location here with highway access to the whole peninsula and Burlington and Oakville as well. We plan to be here for a long time and offer our customers some great service.” More photos from the event, and from the CRS London event the next day, are available on Facebook.
SORIC TO REP WEST
Mark Russell, managing partner of Lackmond Canada has announced that David Soric will be its new western regional manager in British Columbia, Alberta, Saskatchewan and Manitoba. Soric has 15 years of sales experience in various industries. He worked for five years as western Canadian sales manager for heavy equipment financing, where he managed a small sales staff. Most recently, he was employed with Cyclone Diamond Products as national sales manager developing new business across Canada. Soric’s primary responsibility at Lackmond will be to further develop and support the Lackmond product line through a network of authorized distributors in western Canada. He will also be establishing a new Lackmond warehouse in Vancouver. Soric is a business graduate of St. Francis University in Chicago, Ill.
ANDRINGA TO TAKE OVER VERMEER
Vermeer Corp. has announced that third-generation family member Jason Andringa will take over as the company’s next president and CEO, effective Nov. 1, when he begins a one-year assignment as president and COO. During the year he will transition into the role of president and CEO, replacing his mother Mary Andringa, who will assume the role of CEO and chair of the board on Nov. 1, and will transition exclusively to board chair Nov. 1, 2015.
Jason Andringa currently serves as president of forage and environmental solutions. “Gary Vermeer, my grandfather and Vermeer founder, was very influential for me personally and professionally,” says Andringa. “Since a young age, I had a passion to follow in his footsteps. In the mid-’90s, I traveled on a business trip overseas with my mother and saw first-hand the global demand for Vermeer equipment and the impact it was making on local communities across the world. That trip solidified my path to Vermeer.”
“I look forward to working closely with Jason this coming year to prepare him for the transition to CEO in Nov. 2015,” said Mary Andringa. “As an entire family, we are proud to announce the third-generation leadership who we know with confidence can propel us to new heights.” Current board chairman Bob Vermeer will assume the role of chair emeritus. Bob Vermeer, son of founder Gary Vermeer, served as CEO beginning in 1989, and co-CEO from 2003 to 2009. Mary Andringa recently concluded a two-year term as chair of the National Association of Manufacturers, and is currently one of 18 private-sector members of President Obama’s Export Council, where she represents manufacturing on trade matters. Jason Andringa also served as vice-president for dealer distribution and global accounts, and spent three years in the Netherlands as managing director for Europe, Middle East, Africa and CIS.
KINGSTON BOBCAT
Bobcat Company has expanded its dealer network with the addition of Bobcat of Kingston — a division of Tallman Truck Centre — as an authorized sales, parts and service provider of Bobcat equipment. The dealership is located at 750 Dalton Ave., Kingston, Ont.
Since 1973, Tallman Truck Centre has established itself as an industry leader in the commercial truck dealership business. Today, the company owns and operates 14 dealerships throughout Ontario and employs more than 350 people, making it one of the largest fullservice commercial truck dealers in Canada.
Bobcat of Kingston will distribute Bobcat skid-steer loaders, compact track loaders, compact excavators and utility vehicles throughout eastern Ontario.
Simply Reliable
Vertical Mast Lifts
Skyjack’s Vertical Mast Lift range features a compact footprint and superior maneuverability. When operating in tight workspaces, a high degree angle of steer allows superior functionality and flexibility by offering a zero inside turning radius. A unique slide away platform provides easy access to components, when raised or in the stowed position.
*Key highlights include:
• Lightweight design provides low ground pressure and floor loading
• Inverted telescopic mast with large overlap and “L” shaped pads increase stability and minimizes debris ingress
• Slide away platform for service access
• Traversing deck increases reach and provides up and over capability
• Excellent accessibility to all major components so that maintenance and serviceability have reduced turn around time
• Working heights between 18’ (5.68 m) and 21’7” (6.68 m)
For information call 1-800-265-2738 or visit us online at www.skyjack.com
INDUSTRY NEWS
SKYJACK SELLS 1,000 LIFTS TO U.K. BUYER
Linamar Corporation’s Skyjack division has sold 1,060 new aerial work platforms to Speedy, a U.K.-based provider of tools and equipment. The order includes DC electric scissor lifts, electric vertical masts and – a first for the company – dieselpowered rough terrain scissor lifts. Deliveries have already begun and the full lineup of machines will arrive over the coming months. The large order is the result of Speedy updating and expanding its entire fleet of access equipment so that the oldest machine at its depots will now be from 2013. “Skyjacks are industry-leading machines that are widely recognized as the easiest to work on, so I am delighted to welcome so many to our fleet and I’m confident they will serve our huge range of customers well,” says Andy Connor, supply chain director at Speedy. “With energy costs increasing on a daily basis so we want the latest products on the market, both in terms of sustainability and innovation. And these machines fit the bill.” The majority of Speedy’s order include enhanced 24v Skyjack DC electric scissors with working heights from 19 to 32 feet. Introduced at APEX 2014 in Amsterdam, these updated lifts give customers significantly improved battery life, increased controllability and quieter operation.
“Our DC scissors are already renowned for being simply reliable and offering an excellent return on investment” says David Hall, product and business development manager at Skyjack. “Our new updated range takes things one step further and the Speedy deal is a great endorsement of our philosophy,”
Also included in the order are 24v DC electric vertical mast lifts, offering either 12- or 16-foot working heights, which feature a unique 0.41 meter traversing deck. Speedy also ordered some diesel-powered SJ 6832 RT scissor lifts with a working height of 32 feet, marking the first time Speedy has invested in diesel-powered access equipment. “The diesel machines ensure we can answer every customer need and allow us to expand into larger construction job sites,” explains Connor.
DRILLING DIRECTION
The Association of Equipment Manufacturers has produced a new directional drilling safety manual and updated its directional drilling tracking equipment safety manual to reflect the latest industry best practices for drilling safely. Keyholing and crossboring are prominently featured in the safety procedures for underground utility damage prevention. AEM safety manuals are industry-consensus safety documents written in clear language presented in an easy-tofollow format. They are a convenient and cost-effective way to provide safety information to operators. AEM safety manuals are not a substitute for manufacturer manuals. The directional drilling safety manuals were developed by manufacturers under the auspices of AEM’s Underground Equipment Manufacturers Council. “The AEM safety manuals are an excellent resource, because AEM draws from a number of manufacturers’ experiences and expertise to reach an industry consensus on best practices,” said Susan Harmon, UEMC vice-chair and product safety and compliance manager at The Charles Machine Works.
TORONTO DEALER HONOURED AT TORO 100TH ANNIVERSARY
The Toro Company celebrated its 100th anniversary on July 10, 2014, as more than 2,000 employees, retirees, channel and business partners, and other valued guests gathered at the company’s headquarters in Bloomington, Minn. Toro’s Siteworks Systems business invited new underground dealer partners to join in the centennial celebration. While conveniently gathered at world headquarters in Bloomington, Toro took the opportunity to present Toronto-based Trenchless Utility Equipment with the 2014 Excellence in Toro Underground recognition. This designation recognizes one outstanding dealer partner that has performed at an especially high level. Specifically, Trenchless Utility Equipment has found success by continued involvement in local industry association meetings, supporting Toro’s launch of underground equipment at various trade shows, and providing superior response for customers’ service and parts needs. During its centennial year, the company’s many locations around the world have focused on giving back in communities where employees live and work. This has included Toro’s 100 Acts of Caring initiative, planting 100 trees in each Toro community worldwide, and a Centennial Legacy Grant Program supporting nonprofits in their efforts to beautify and preserve outdoor environments, and enhance green spaces. Among the many events taking place, invited guests were able to see the unveiling of a new history display featuring an extensive collection of vintage products from throughout company’s first 100 years, including the first Toro-branded piece of equipment, the legendary To-Ro power cultivator introduced in 1919. Also on display were many of the company’s current products for golf courses, sports fields, parks and municipalities, construction, professional contractors, homeowners and agricultural growers.
Whether it’s flameless technology for potentially hazardous environments, the high heat rise of indirect-fired air heaters for extreme winter conditions, the concentrated heat of our radiant heaters, or hydronic surface heaters for thawing and curing applications, Wacker Neuson offers a number of heat solutions for any size job during cold weather operations, providing the ideal work environment and maximizing your uptime. Extend your winter revenue and improve your bottom line with equipment from Wacker Neuson.
ONTARIO ANNOUNCES RURAL INFRASTRUCTURE FUNDING
Premier Kathleen Wynne and Agriculture, Food and Rural Affairs Minister Jeff Leal announced in Stratford, Ont., how the Ontario government intends to provide small, rural and northern municipalities with stable, annual funding needed to build and repair essential core infrastructure. The new Ontario Community Infrastructure Fund is to provide $100 million in annual funding for essential road, bridge, water and wastewater projects. “Today’s announcement gives us detail of how the province is going to fulfill its infrastructure and economic development commitments made during the election and in the budget,” said Barry Steinberg, CEO of Consulting Engineers of Ontario. Recognizing the different infrastructure and fiscal needs and challenges of small, rural and northern municipalities, half of the available funding will be allocated annually, while the other half will be distributed via an applicationbased process with grants expected to be awarded in early 2015. To be eligible to apply for these funds, municipalities must have a population less than 100,000, as of the 2011 census. “It’s encouraging to see the province has built flexibility in to this process,” Steinberg said. “It recognizes the inherent depth of planning and coordination necessary for successful economic development. If communities can have a say and be part of the funding process, they will be more active in their strategic asset planning. Local leaders know what their communities need in terms of infrastructure refurbishment and new construction to grow and prosper.”
TEREX ADDS MANITOBA DEALER
AgCon Equipment is now an authorized distributor of the Terex compact construction equipment line in Manitoba, including compact track loaders, skid steer loaders, compact excavators, compact wheel loaders and backhoe loaders. As a Terex distributor, AgCon Equipment offers full sales, rental, service, parts and financing to customers in the construction, agriculture and landscape industries.
“We are pleased to welcome AgCon Equipment as our newest Terex compact equipment distributor in Canada,” said Dean Barley, vice-president and general manager of Terex Construction Americas and global aftermarket. “The team at AgCon firmly believes that by offering the highest quality of new, pre-owned and rental equipment available in the market that their customers will reap the greatest benefits in terms of production and yields. In taking on the Terex compact equipment line, AgCon Equipment continues to expand on that commitment, as well as to provide new opportunities, to their customers.” AgCon Equipment supports the Terex compact construction equipment product line out of its 11,000-squarefoot office and service centre headquarters in Winnipeg. The company also offers mobile mechanic services to maximize customers’ uptime during the workday, and its staff has comprehensive knowledge of the products and services its customers need to get jobs done.
“We know that it’s a big decision to purchase equipment,” says AgCon Equipment general manager and owner, Troy Ash, “And not something to be taken lightly. That’s why at AgCon, we take our customers’ business seriously. We aim to deliver the best in sales and service possible to each and every customer.” According to Ash, AgCon took on the Terex line because it fills a niche market for smaller equipment that allows the company to better serve customers in their area. “Traditionally, we have sold medium and larger equipment size ranges,” says Ash, “but we see a lot of growth potential with smaller dirt contractors and landscapers in Manitoba so we needed to add a compact line to complement our other product offerings. We chose Terex because it is a well-respected brand in our market. Customers appreciate how easy the Terex compact line is to operate and how comfortable the ride is for operators in these models. In carrying the Terex products, we can continue to help customers match the right equipment to their jobsite needs.”
NEW HYUNDAI DEALER IN QUEBEC
Hyundai Construction Equipment Americas has announced the appointment of Hydromec to its rapidly growing dealer network. Hydromec will provide sales and service of Hyundai equipment from its dealership locations in Dolbeau-Mistassini and Chicoutimi, Que. “Hydromec is a standout dealership that has made it its mission to provide the best equipment, parts and service in the region. Like Hyundai, its customers are the central focus of the business,” states Kirk Gillette, vice-president of construction equipment sales at Hyundai Construction Equipment. “We are delighted to have a dealer of this nature join our growing dealer network.” Hydromec will now carry Hyundai’s full line of quality construction equipment, which includes wheel loaders, crawler and wheeled excavators, miniexcavators and skid-steers. The full stock of Hyundai equipment will be readily available for sale or rent.
“Hyundai equipment is innovative and offers economical operation along with superior performance and comfort,” states Jean Trottier, president of Hydromec. “Hyundai is a true world-class brand and we’re thrilled to offer our customers equipment of this quality. We look forward to a strong, successful partnership with the company.” Hydromec sales staff has been fully trained in the application, sales, parts and service of Hyundai Construction Equipment products and offers prompt and professional parts and service support to its customers.
BACK FROM AWAY
From IT in Toronto to rental in central Newfoundland.
With apologies to Thomas Wolfe, you can go home again. Rick Moss, formerly of downtown Toronto, currently of central Newfoundland, is a case in point.
by JIM CHLIBOYKO
Until late 2012, Moss, 42, had been a Toronto-based executive in the IT industry for 18 years. In fact, Moss and his Swedish wife Anna Magnusson had a condo right in the centre of Toronto, on King Street. But they quit their jobs to return home to the central Newfoundland town of Grand Falls-Windsor, a town of about 13,000 people, 2,500 kilometres away, to start up their own independent rental business. Moss notes that within the space of a few months, they went from working in IT to owning a store with his wife, having a baby girl (Izabella) and getting a dog. That’s a bit of a change.
“Once we made the decision, we moved very, very quickly,” said Moss.
Moss and Magnusson are now the owners of Kivik Equipment. And the inspiration for it all began with a couple of dudes looking at a hole in the ground during an annual summertime trip home.
Says Moss, “My father builds some commercial buildings. If I step back as to when I came up with the idea–in July/August 2012, we were looking at a hole in the ground (one his father had dug, where a building was going to be put up). I asked, ‘What are you going to use the building for?’ He had put the building up next door. He collects antique cars and he was going to use it for that. I kind of expropriated it.”
Kivik HQ is in a very new part of town. According to Google Street View’s 2013 driveby, it’s a well-treed (albeit obviously new), light-industrial area right on the eastern edge of Grand Falls-Windsor. But if one checks out
the 2009 version of Street View, the same area is a clump of roadside bushes. However close to a eureka moment that lip-of-the-pit conversation was for the Moss clan, there had been a growing realization that there was a role in town for an independent rental store.
“My family has been in business in other things for years. My father owned a body shop and towing companies, and he’s put up a few commercial buildings. We knew from his experiences and knowledge of business. There are no independents in central Newfoundland. There’s Battlefield in Gander, 100 kilometres away. United Rental is here in Grand Falls. They really own the province. They’re the major players by far. But nobody else was doing anything on a large scale. We saw an opportunity to inject some competition into the local scene.”
Moss officially got the ball rolling almost right after that empty-lot discussion, incorporating Kivik in September of 2012. As if moving several provinces away and creating a business remotely wasn’t enough of a challenge, Anna also happened to be pregnant with their first child right around this time.
“We moved back – we bought the new house in December in 2012,” said Moss. “We officially moved back in January, and opened the doors to the public April 10, 2013.”
Though it may sounds like an Inuit reference, “Kivik” is the product of brainstorming (“Anna had a bunch of names written down.”). The palindrome is actually the name of a town in southern Sweden that they liked the sound of. The colours of the
logo happen to be blue and yellow, like the Swedish flag.
“Visually, the word is symmetrical, from a logo design perspective. And it looks corporate. In Newfoundland, you often get things like ‘Bob’s Rental Shop,’” said Moss.
But there was a lot of initial work to do to set up the business, including calling the big names in the equipment sector while he was still living in Toronto, before the business even had doors to open.
“The challenge is when you start cold calling these guys, coming from outside of the industry, you call up any of these
guys, and you say, ‘I want to buy some scissor lifts.’ They say, ‘call Battlefield or United.’ They don’t think you’re serious, it takes twisting some arms. It takes a little bit of convincing to get people to realize you’re serious.”
“Once we did get them lined up, the vendors have been phenomenal.”
When the day finally did come to open the store, it was a relaxed opening, without ceremony.
“We did do some media — radio and newspaper — but we didn’t do a grand opening. We just opened the doors and let things naturally happen, just let it organically built from there. We were
also calling on contractors.”
It started to get really busy, Moss said, when he was attending Skyjack courses in Guelph, and getting messages from store staff about business picking up. Moss says the staff, so far, consists of him and Anna, as well as a driver, a full-time counter guy and a part-time counter guy. And Moss’ dad — a typically busy retired guy — has been known to pitch in from time to time. Moss says he’s looking to increase his work force by two more bodies sooner rather than later.
The staff is all hand-picked. “It’s all people that we’ve known,” says Moss.
Anna’s Swedish roots have provided a lot of inspiration for the store’s branding, including the name, the logo and the interior decor. The name “Kivik” is actually the name of a town in southern Sweden.
But there were still some adjustments that the pair had to make in the past two years, other than moving from the largest city in Canada to the fifth-largest town in Newfoundland (and having a child). A newer challenge for the couple is getting used to running their own business.
“It’s a different kind of pressure here,” says Moss. “You get to make the decision without business cases. It’s less stressful because you don’t have to yell and scream to get something done, but you do have to live with your own decisions.”
Like many rental businesses, Moss says the customer base is a diverse one, from “Joe Homeowner” to big industrial sites. The website mentions that Kivik services Labrador, as well, but it’s a one-hour journey merely to get to the ferry to Labrador -- mostly their Labrador business consists of product sales. But, though Newfoundland itself is an island, that doesn’t mean the distances are insignificant, as anybody who has driven from St. John’s to Gros Morne can attest.
“We probably cover a 300- to 400-kilometer radius. We have our own roll-out trucks,” says Moss.
As for Grand Falls-Windsor, “Things have been bustling quite heavily. It’s a small town, but 100 new houses have gone up last year, and there’s constant development commercially, as well. A lot of guys are going to Alberta to work and coming back to live here.”
But the geographical isolation (Deer Lake, population 5,000, is 2.5 hours away; Gander, 11,000 souls, is an hour in the other direction) can make potential customers easier to contact, too, especially with something like Facebook, says Moss.
“We do quite a bit on Facebook, using promoted ads on Facebook. Facebook ads are quite phenomenal. Anna is working on a Facebook ad right now,” says Moss. “What’s cool about Facebook is that you target. If I’m going to advertise Red Wing Boots, I’ll do a 100-kilometre radius. If I’m doing scissor lifts, I’ll do the whole province. Other than building the little graphic, it takes no time to do.”
In terms of their projections, after their first year and a quarter, Moss feels they are right on target.
“We’re pretty much dead on to our business plan, we’re right exactly where we anticipated to be. We’re obviously looking at opportunities. We didn’t build this to be a small, momand-pop rental shop. We’re looking at building an entity that we can be proud of.
Moss said he takes pride in being able “to come back and able to invest in something, and to create some jobs – so much commercial activity is going on in Newfoundland. There needs to be more growth.”
As well, there’s the satisfaction of completely uprooting their lives and doing a fairly good job of it so far.
Says Moss, “We completely changed our lives. Everything about our lives is different today than it was two years ago. Now we get to make the decisions as to what we want to do.” CRS
CRA PRESIDENT’S MESSAGE
HELPING US HELP
The CRA is there for stores in need.
by MARC MANDIN
Every one of us has different reasons for being part of the Canadian Rental Association as our needs vary as much as the weather across our great country. For some, the driving force is saving money on insurance. For others, it is access to the trade shows for the season’s best pricing on equipment. Whatever your reasons for signing up originally, there are some hidden benefits that a few of us get to experience first-hand.
W hen we join the association, we all get the experience of being part of something larger than our store. When you attend a trade show, particularly one the size of the ARA’s Rental Show, you become part of an event sure to provide insights into new trends in your industry. You gain the opportunity to ask questions about new products that can grow your business and, on occasion, even swap your favorite rental-gone-wrong story with a fellow rental person. If you have ever attended a show where you did not walk away more knowledgeable than when you walked in, I would venture to say you were not trying hard enough that day.
A more obscure benefit you will not find on any list is that you belong to a very unique group of people who are by their very nature primed to help you, if and when needed. Unless you are a very obnoxious individual, you will find almost all rental people will offer a helping hand if you just ask. Not only have I experienced this willingness to answer queries first hand, but I am also always taken aback when people from outside the rental industry are shocked at the co-operative nature of almost everyone in the business. Suppliers and members within this industry -- not only when dealing vendor-to-store-owner, but also between competitors -- have relationships truly unique to rentals. I long ago lost track of the number of people who have commented, “You would never see that kind of interaction and sharing of ideas in my industry.”
Think of how many times you have seen people within this industry reach out to fellow rental operators stricken by floods, fire or other natural disasters. I have met people who loaned portions of their fleet to fellow operators to help get them back on their feet with no expectations in return. Vendors have been known to bend the rules on occasion as well to help a family recover their livelihood. Most of this is done behind the scenes, without any fanfare, because it is what we as rental people do. We help others on a daily basis.
A s your rental association, while we may not have the financial resources on hand to swoop in on a white horse, cheque in hand, when these situations arise, we can be called upon to rally the troops and help co-ordinate recovery efforts. Some of this took place on a small scale last year in Alberta after the big floods and after the disaster in LacMégantic, Que. If you ever encounter or become aware of a fellow rental operator who falls upon hard times, please contact head office or a member of your local. Together, we can accomplish much more than you might imagine.
In closing, I would like to remind everyone that both Jenna and Nathalie are settled into our new Head Office location in Stoney Creek, Ont., and available to help you in any way they can. Say you need details on our latest CRA Video Contest, for example. The new direct phone line is 905-643-2333, the toll free number is 844-643-2333 and the fax number is 905-643-3999. If you are in the neighbourhood, you may even be able to pop by and say hello. For those members close by, please plan to attend the open house slated for October 15. You can now get up-to-date information on all the latest and upcoming CRA happenings on our website at crarental.org. CRS
Marc Mandin is COO of 4-Way Equipment Rentals in Edmonton and national president for the Canadian Rental Association.
– Jeff Campbell, St. Thomas Rent-All
Quick action required
by Deryk Coward
This article will address the issue of your accounts receivable. Every business has them. Believe it or not, even law firms have accounts receivable!
There are two fundamental aspects involved in limiting your accounts receivable; try not to let them occur, and when they do occur, deal with them quickly and aggressively
DON’T LET THEM OCCUR
Every industry has different standards when it comes to retainers, or requiring its customers to pay up front before services are rendered. Customers have varying expectations and different tolerance levels for paying up front. When you go to a movie, you pay for your ticket first and then go in to watch the flick. When you purchase an airline ticket, you pay for it in full, often many months in advance. Lawyers typically ask for a retainer up front, to be held and later applied to a future statement of account. The vast majority of clients in all of the above scenarios accept the proposition that they will pay in advance.
From my experience in the rental industry, not many of you are demanding payment up front from your clients. From what I can tell, there are two main reasons you’re not doing this. First, you have never done it, so it’s new. Second, you fear that your clients will go to a competitor who does not require payment up front.
The first excuse for not obtaining payment in advance is not very valid -- just because you’ve never done it before doesn’t mean you can’t start now. An ancient Chinese proverb, loosely translated, says that the best time to have planted an oak tree was 100 years ago. The second best time is today.
The second reason for not obtaining payment in advance is more understandable, but still somewhat unreasonable. It really comes down to how desperate you are to rent the equipment and how many other clients would be prepared to pay you in advance for the same piece of equipment. You should ask yourself if you really need clients who refuse to pay you in advance. Those clients tend to be the same people who will complain about the equipment, return it late and generally
take up your valuable time.
Of course, you are not likely going to change the way you do business with your long-standing clients whom you trust and who regularly pay their bills (even if they usually take 60 or 90 days). That’s just good business.
QUICK, AGGRESSIVE ACTION
The dirty little secret of the collection world is that there is a direct relationship between timing of action and success in collecting. The longer you sit on those bad debt files without attempting anything new, the worse your chances become of ever collecting. You should have a system in place whereby Invoices and/ or reminder statements automatically go out to your customers. Once they have not been paid over a set amount of time (to be fixed by you), those customers should receive something different in terms of communication: a phone call, a personalized letter or an email or text, for example. The above process should not take long; give it a month or so before making the determination that you need to take positive, aggressive action toward collecting. I have seen situations where businesses literally wait years to address their bad accounts. By that time, it is often too late to help them.
If your initial requests for payment are ignored, aggressive new action might include hiring a collection agency, hiring a lawyer, and/ or taking your customer to small claims court yourself. Small claims court, as opposed to regular court, allows for claims to be heard relatively quickly and efficiently. In Manitoba the monetary limit is $10,000, but it varies greatly from province to province. Best of all, many people represent themselves in small claims court and having a lawyer is absolutely not necessary. Most of the time, your customers will resolve the matter with you before court. Rare is the individual who actually wants to waste a day with you in court.
The point is that you should make these decisions quickly. Think of your accounts receivable as bananas sitting in your fruit basket. They go from delicious to overripe to banana bread to the garbage very quickly. CRS
LOADING UP ON INNOVATION
Bobcat commits to training and R&D.
Anew Bobcat Company and Doosan Infracore Construction Equipment facility that can house advanced product innovation and accelerated learning is now open in Bismarck, N.D. Company employees, elected officials and members of the Bismarck-Mandan Chamber of Commerce celebrated the grand opening on Aug. 5, marking the completion of a $28-million renovation project.
by Bobcat Company
“Kiva” rooms have whiteboard walls to stimulate discussion and creativity. They are just one of the innovative elements Bobcat has introduced to help engineers come up with new ideas. Here, Bobcat president Rich Goldsbury shows the room to guests at the grand opening event.
Located within the Northern Plains Commerce Centre, the 35-acre Acceleration Center will be home to 175 individuals — primarily engineers — focused on initial design, prototype engineering, prototype manufacturing, computer simulation and testing of ideas and concepts.
“We spent an awful lot of time designing what we really wanted and how we wanted it to work,” said Rich Goldsbury, president of Bobcat Company and Doosan North America. “How we did that was by benchmarking world-leading companies. For example, this building has no offices, and that’s to build collaboration between our teams. We even built a round room called a ‘kiva,’ which is meant to spur innovative ideas in
a room where you can draw on the walls.”
In addition to having a collaborative, open office environment, the center is equipped with modern devices and software systems that expedite leading-edge engineering and product and process development.
The company broke ground on the Acceleration Center project in May 2013. The entire project — including the original building built in 2005 — capped a total $43 million investment by Bobcat and Doosan in the Northern Plains Commerce Centre. Bobcat Company also has an attachments production facility in Bismarck, and its manufacturing, production control and logistics group has been there since 2012.
Canadian Representatives
Mfg. Reps for Western Canada: M.S. Sales ltd.
Tel: 1-800-451-2537 (office)
Felix Pasqua Cell: 604-351-9491
Drew Wood Cell: 604-760-9120
Fax: 1-800-665-0597
E-Mail: mssales@telus.net
Mfg. Reps for Eastern Canada: Eastcan Marketing Ltd.
Tel: 416-748-8045/877-748-1130
Fax: 416-748-7922/800-748-9989
Email: eastcan@rogers.com
Oztec’s concrete vibrating heads, shafts and motors are quickly interchangeable on site.
ON-SITE PRODUCT DEVELOPMENT
The two-story, 190,000-square-foot facility includes a 22-acre outside testing and product development space. Inside the facility is a 35,000-square-foot testing area with 420,000 cubic feet of Class 5 dirt that reaches 12 feet deep. Product specialists and other employees will be able to operate equipment year-round inside and show products to customers and dealers on a regular basis.
Senior engineering manager Jeret Hoesel said the indoor “sandbox” allows engineers to dig, pack and re-dig the soil and still retain consistent test results each day. As a project leader, Hoesel will no longer have to schedule projects around North Dakota’s long winters and can test the machines on-site. Engineers can build a prototype, bring a customer to the facility and flesh out any questions about the product in three days, rather than three months.
Two observation rooms provide an area where employees and visitors can watch video presentations and equipment being operated simultaneously, all from a comfortable, climate-controlled area. The glass viewing rooms have seating for 28 individuals on the ground floor and seating for 16 on the second floor.
ACCELERATING INNOVATION
Having on-site product development saves engineers and Bobcat customers valuable time, making it more about the individuals themselves. A people-centered focus is what the facility will thrive off of and what will ultimately make it successful, said director Matt Sagasar. “It’s about the people,” Sagasar says. “The building isn’t where we innovate; we innovate within each other. Our capability to innovate becomes easier when we introduce an environment where people interact more.”
Ideas will be able to flow freely, which will ultimately “accelerate innovation,” according to Bobcat employee, Reeve Southam.
The Acceleration Center is anticipated to be a key engineering facility for all Bobcat compact equipment distributed globally and also will serve some of the research and development needs for
Doosan heavy equipment. “We built the compact equipment industry, and continue to set standards and reach milestones no other manufacturer can match — and that was all accomplished right here in North Dakota,” Goldsbury said. “We are very proud to call North Dakota home, and we’re proud to continue growing our engineering and innovation foundation in Bismarck.”
The open office design of the Acceleration Center promotes collaboration among employees. The company encourages employees to move around the building and change work areas, so much so that is designed workstations to be relocated in five minutes or less. Employees receive a lockable, wheeled file cabinet to keep some work items near them; otherwise, orange-painted lockers are available for more storage capacity. It’s all done in an effort to keep employees mobile and interacting with one another.
The building also has some unique features such as two treadmill desks where employees can work while they walk, a shuffleboard table, a classic arcade game station and fireplaces surrounded by
comfortable furniture for casual meetings. Employees can purchase food in the new Roughrider Café by paying with a debit or credit card, or with a thumbprint after they create an account with the vending provider.
Bobcat Company is pursuing LEED certification (Leadership in Energy and Environmental Design) for design and construction of the Acceleration Center.
IMPACTING THE FUTURE
Both Bobcat and Doosan have a long history of producing quality products, and the opening of the Acceleration Center is anticipated to add another layer of accelerated innovation, concept development and testing of Bobcat products. Additionally, it is also designed to attract and retain talented professionals to help continue Bobcat and Doosan’s success for years to come.
Previously, young engineers going to school at North Dakota State University would leave the state for work in cities like Minneapolis, according to Goldsbury. Bobcat is hoping the new Acceleration Center will help keep new engineers in North Dakota. Goldsbury
The Acceleration Centre features a huge indoor sand pit where engineers can try out their latest designs.
said 35 to 40 of the Acceleration Center’s employees have been out of school for one year or less. About one-third of the Acceleration Center’s staff is made up of employees filling newly created positions — as older employees retired across the state, the new ones were hired in Bismarck. “It’s a spark of an idea to enable our company to build world-leading products for the future. Not just for tomorrow, but for five, 10 and 15 years down the road,” Goldsbury said. Including the 175 employees at the Acceleration Center, Bobcat has 240 total full-time salaried employees in Bismarck, and another 400 hourly employees at the Bismarck factory.
BUILDING ON HISTORY
Bobcat continues to be a powerful force in the industry with its history dating back to 1947 when Melroe Manufacturing Company manufactured agricultural equipment, including the Melroe Pickup, in Gwinner, North Dakota. In the 1950s, brothers Cyril and Louis Keller operated a small machinist-blacksmith shop in Minnesota, repairing machinery for local farmers. A farmer approached the Keller brothers with a need for a self-propelled loader light enough to be lifted to the second floor of a turkey barn and small enough to clean around the barn’s upright poles. In 1957, the Kellers built a three-wheeled loader with two drive wheels in front and a caster wheel in the rear — the precursor to the modern skid-steer loader. The loader came to the attention of Melroe Manufacturing Company, which invited the Kellers to demonstrate their invention at the Minnesota State Fair in 1958. At the fair, the Melroes purchased the rights to the machine and hired Cyril and Louis Keller to refine the design and put the machine into production. In order to improve on the design of the loader, a second set of drive wheels was added to the back of the loader in 1960. With this four-wheel drive, the M400 became the world’s first true skid-steer loader. “Skid steer” describes the unique steering system, which enables the machine to turn within its own length. Later, the Bobcat brand name was established because of the machine’s toughness, quickness and agility. Today, nearly one out of every two skid-steer loaders is a Bobcat machine. CRS
SIMPLE STEPS FOR SAFETY
Prevent fires and worse with these precautions.
Although many of us will hate to admit it, winter is right around the corner and Mother Nature is sure to be stirring up her so-very-unwelcome cold weather recipes once again. The 2015 Farmer’s Almanac is predicting for most of Canada that “winter temperatures and precipitation will be below normal, with the coldest periods in mid-December, early and mid-January, and early to mid-February.” Accuweather.com is suggesting that we get accustomed to the term “polar vortex” as they are apparently here to stay and may get earlier and colder each year.
by GARY WEBB
When it comes to finding ways to be unsafe with heaters, you’ll find your customers are endlessly inventive.
With the winter weather hindering and impacting construction projects (along with the health and well-being of the thousands of workers who tough it out each and every day out there on the job site), the use of temporary, portable heaters is now commonplace on these projects throughout the winter months. Here at L.B. White, we have already seen an unprecedented spike in product interest as preparations are well underway for this winter’s needs. Although, as a manufacturer, we do all we can to provide our customers with a high-quality
product that will meet or exceed all safety and operation specifications required by the Canadian Standards Association (CSA), we cannot be there on site to watch over operators and ensure they are doing all they can do to make sure they are using heaters in a safe and appropriate manner.
Safety on the job site begins with you. It is everyone’s responsibility to communicate, adhere to, and report the abuse of rules and regulations that are in place specifically
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TECH TIPS
to protect our customers, our family, and our friends from any injury or danger. Below are just a few tips to keep in mind while using temporary construction heaters during the winter months that you should always be aware of and pass along to your customers.
WHERE IS IT GOING?
First and foremost, know your environment. Appliances that are classified as temporary portable construction heaters are certified for “use for temporary heating of buildings under construction, alteration, repair and ventilated industrial environments.” They are for portable temporary heat only and not for use in occupied homes, offices or recreational vehicles. Using portable heaters in the correct environment is the first step in ensuring maximum safety.
MAINTENANCE EQUALS SAFETY
Be sure that all of your heaters are in good working condition and operating
properly. Most provinces have specific programs in place to ensure compliance and certification testing for all portable heaters. Know your local regulations and adhere to their policies. Make sure you have proper testing equipment and trained personnel on staff to inspect and certify that your heaters are ready to rent when the season arrives. If a heater is not working, remove it from the fleet and clearly tag it as defective until proper service can be performed.
FUEL CARE
Maintain proper fuel storage at your facility. Know your local laws for propane and liquid fuel (kerosene and diesel) storage. Ensure storage facilities are an adequate distance away from your facility. Propane cylinders must be kept upright and secure on a level surface and in many cases must be enclosed with a lockable fence. Liquid fuel must be stored in an approved tank with adequate leak protection. Keep an eye out on the job site and ensure that your
customers are doing the same. Fuel storage on-site usually must be kept outside and away from the structure and away from any cylinders in use attached to an operating appliance. They must also be an adequate distance away from the heater. Ensure your heater hoses meet CSA requirements and are at least 15 feet long. The heater itself must be at least 10 feet away from the propane cylinder at all times.
BREATHE EASY
Always provide adequate ventilation in your shop and on the job site. Carbon monoxide poisoning is often referred to as the “Invisible Killer” and is a very serious threat anywhere portable heaters are used. Carbon monoxide (CO) is a toxic gas that is colourless, odorless, tasteless and initially non-irritating. It is a product of incomplete combustion due to insufficient oxygen supply and is very difficult to detect. In very tight environments where fresh air supply is not available, it is recommended that indirect-fired heaters be used as they do not release carbon dioxide (CO2) into the environment. Direct-fired heaters may be more cost and fuel efficient, but they will require some sort of fresh air exchange in the environment as they are releasing carbon dioxide. A suggested rule-of-thumb for fresh air exchange is one square inch of air exchange for every 1,000 BTU per hour of heat being generated.
Ensure adequate clearance for proper air-flow. As well as providing adequate ventilation, you must also provide adequate air-flow in and around your heater placement. Specific to the heater you are placing there will be minimum required clearances needed to ensure that adequate air-flow is being provided. This means not placing heaters too close to surrounding walls, machinery, or other obstructions. Portable heaters require air to circulate into the heater to provide proper combustion. Failure to provide this air supply may result on improper combustion, sooting, and carbon monoxide generation. Please refer to your heater’s owner’s manual for required clearances.
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Registration is now open for The Rental Show in New Orleans Feb. 22-25, 2015! The Host Hotel for CRA Members is the Hilton Riverside — Only 1.5 Blocks Away from the Convention Center!
Grow your profits with:
• New Products from 675+ Exhibitors
• 23 Rental Specific Education Seminars
• Networking at the CRA Hospitality Reception on Feb. 22 at the beautiful Hilton Riverside Room
• New Ideas that you’ll learn at the Canadian Regional Reception on Feb. 23
• Peer to Peer Connections on Feb. 24 at the Steamboat Natchez – the last authentic steamboat on the Mississippi River.
Don’t let extreme temperatures put the freeze on operations. Norseman ducts bring warmth and comfort to temporary or permanent covered jobsites. Strong. Flexible. Safe. Brightly coloured for added safety.
• Arctic EconoRush: An exceptional low cost heat delivery solution. 12” diameter x 12’ lengths with interlocking collars for easy, secure connections.
• Arctic Large Diameter: Delivers concentrated high-volume, continuous airflow over longer distances. Ideal for ventilation, exhausting, drying and air circulation. 25’ x 20” and 24” diameters.
HEATER SHOWCASE
RE-DESIGNED FOR CONVENIENCE
8 thawzall.com
The Thawzall TCH250 is a hydronic heater representing a breakthrough in technology delivering improved capability with patented HeatZone fluid distribution technology. Designed to provide superior thawing, curing or heating for any job, the TCH250 delivers a blistering 250,000 BTU/h of heat with excellent uniformity through five separate 600-foot zones. It thaws more quickly, cures more evenly, and saves a minimum of 24 gallons of fuel per day over its closest competitor. Improvements made to the TCH250’s function and design include a newly designed series flow pattern that provides more flow for better heat transfer; an easy-to-use and newly designed control box located at the rear passenger side with all the controls in one place for easier operator
interface; an off/on switch that allows for untrained operator use; set temperature located at the HTF-return for more accurate cold weather concrete curing; a fuel gauge and low water alert added to the control box for easier troubleshooting; increased flow through larger and shorter piping, resulting in faster thawing and; a new power-in/power-out and freewheeling feature for reel operation with a dynamic brake.
RUNS OFF
STANDARD
PLUGS
8 patronproducts.com
Patron E Series fan-forced electric heaters set the standard for heavy-duty portable electric heat. Proven in the Canadian rental industry for over 25 years and built for prolonged use in challenging situations, they feature rugged construction, a powder coated steel housing, and a high-quality sealed motor. Each unit is equipped
with overheat protection and a durable outer steel casing that stays cool even when the heater is running. They are capable of a very quick rise to high temperatures, with the industrial-grade fan distributing warm air constantly. E Series heaters are designed to meet the expectations of any job site or application. The Patron E6 and E9 are top sellers. They can be used in the most demanding environments and have proven their abilities in hundreds of applications. They are both 240V units and pull 25 and 37.5 amps, respectively. This means the E6 will run off a household dryer receptacle, and an E9 off a stove receptacle. In conjunction, these two units can produce up to 50,000 BTU/h in one single household or condo unit. Producing up to 350 CFM in airflow, the comfortably, clean, safe air is dispersed over a large area with ease.
PROVEN IN TOUGH WINTERS
8 flagro.ca
Flagro Industries has introduced the FVNP-400 indirect-fired, dual-fuel, construction heater for the 2014-15 heating season. It is based on the 390,000 BTU/h
heater that has proven itself through tough Canadian winters for the past nine years. This heater is now available as a dual-fuel unit, switching from natural gas to propane with the turn of a lever, making it ready to rent with less service time. The FVNP-400 provides clean, dry air at 180 degrees above the ambient temperature. Standard equipment includes 16-gauge, fully welded, stainless steel heat exchangers; Riello burner technology; and lowamperage electrical requirements. Optional equipment available includes Hitex ducting and a 25-foot thermostat kit.
LOW EXHAUST TEMPERATURES
8 sureflame.ca
On the eve of the 2014-2015 heating season, Sure Flame has released its most energyefficient temporary heating system yet. The new IX800 indirect-fired heater uses a patented S-curve design,
which retains most of the valuable heat while keeping the exhaust temperatures nice and low. “We’re really excited about this product,” says Brent Cummins, sales and marketing manager for the Lethbridge, Alta.based company. “The energy cost savings with this technology are significant and we know our customers can appreciate that.” In the harshest conditions, the high-capacity IX800 is a dependable solution for a range of applications including worksite heat, concrete curing, winter painting as well as plant maintenance. Enclosed in a tough steel compartment, the heater has a number useful features including a simple switch from natural gas to propane with the flick of a lever; three re-circulation options; a variablefrequency-drive soft-start control for smoother startup with lower amp draw; a remote thermostat with an accessible burner and electrical controls; a compact design for easy storage with handy forklift and pallet jack pockets; two 16-inch or one 20-inch duct options; and both onephase and three-phase electrical inputs as a standard feature.
LOW-DRAW MOTOR
8 frost-fighter.com
Frost Fighter has introduced a low-draw, 115V/15A motor on its IDF500 series of industrial grade portable heating systems. Both the oil/ diesel and liquid propane/ natural gas models are manufactured with a new low-amp motor that is designed to provide more versatility on jobsites, by using a standard 15-amp outlet. The low-amp design ensures a lower electrical operating cost of up to 20 per cent versus the previous configuration of 115V/20A service. The IDF Series of heaters are still equipped with the many outstanding performance and safety features that have made Frost Fighter a premier choice for portable heating solutions including an insulated jacket; an industrial-grade burner; a poly tank with environmental spill containment; 16-inch, heavy-duty, six-ply tires; three trials for ignition; and a ball valve gas switchover. A re-designed BTU Calculator can be found on the Frost Fighter home page, providing an effective, quick and easy tool to assist in determining the best heating solutions.
QUALITY AND DEPENDABILITY
8 ces-sales.com
CES (Construction Equipment Solutions)
continues to provide quality heating products as well as service parts and technical assistance to the Canadian rental industry. CES carries a complete line of heating products for all your heating applications and fuel choices, including propane, natural gas, electric, and oil fired units. As well, it supplies units that are direct-fired, indirect-fired and infra-red as well as convection. The Val 6 heaters are designed with the highest of quality and dependability in mind. The Val 6 radiant heat is able to heat an object without heating the air and loosing efficiency at the same time. The Val 6 heaters are not affected by wind or cold ambient temperatures the same way forced air heaters are. Not only are the Val 6 heaters eco-friendly, releasing only one to two parts per million of carbon monoxide, but they are able to convert almost 100 per cent of their fuel to energy. This makes the Val 6 a very efficient form of heating. CES also offers the full line of Marley Engineered heating products. The TBX series mobile warmer comes in two sizes. The mobile warmers have a thermostat with a positive off and fanonly positions with a range from 40 to 100 F. Ten-inch
MINI-MIGHT.
The new Ditch Witch® SK750 and SK755 are built to outperform on any jobsite. Both models feature a high-drive track system along with an enhanced operator station, delivering superior performance through increased ground clearance, more lift capacity, faster ground speed, longer track life, and more operator comfort. And these new SK mini skid steers send more horsepower to the attachment than any competitor. That’s a lot of might from a small machine! Count on Brandt for quality products and the support to help keep you productive and profitable, job after job. That’s Powerful Value. Delivered.
wheels allow for easy rolling over obstacles on a job site to the spot where heat is required. Marley offers a complete line of electrics from 1,300W up to 100,000 BTU.
FLAMELESS HEATER TECH
8 ca.wackerneuson.com
CES (Construction Equipment Solutions) continues to provide quality heating products as well as service parts and technical assistance to the Canadian rental industry. CES carries a complete line of heating products for all your heating applications and fuel choices, including propane, natural gas, electric, and oil fired units. As well, it supplies units that are direct-fired, indirect-fired and infra-red as well as convection. The Val 6 heaters are designed with the highest of quality and dependability in mind. The Val 6 radiant heat is able to heat an object without heating the air and loosing efficiency at the same time. The Val 6 heaters are not affected by wind or cold ambient temperatures the same way forced air heaters are. Not only are the Val 6 heaters eco-friendly, releasing only one to two parts per million of carbon monoxide, but they are able to convert almost 100 per cent of their fuel to energy. This makes the Val 6 a very efficient form of heating. CES also offers the full line
of Marley Engineered heating products. The TBX series mobile warmer comes in two sizes. The mobile warmers have a thermostat with a positive off and fanonly positions with a range from 40 to 100 F. Ten-inch wheels allow for easy rolling over obstacles on a job site to the spot where heat is required. Marley offers a complete line of electrics from 1,300W up to 100,000 BTU.
POWER AND VERSATILITY
8 campoequipment.com
Producing 399,000 BTU at 5,500 CFM, yet ductable to 150 feet with a full load power consumption of a mere 8.5A, the Blaze 400D/G Turbo is designed to the highest performance level in its class. Capable of three inches of static pressure, it features whisper-quiet operation, a 220 F heat rise and air-recirculating capabilities. Designed to meet the particular needs of the rental market, the low-amp draw and high static capability makes the Turbo adaptable to unpredictable environments. The sleek and compact design (76.7 by 31 by 57.6 inches) further increases versatility for various heating and drying applications. Rental-rugged and designed for durability, each unit comes equipped with a lifting bar and forklift pockets as well as optional foam-filled tires and quick-
connects for external tank hook up. More features are available, including a digital, panel-mounted voltmeter; multiple firing rates; interchangeable burners; a stainless steel heat exchanger; an easy LP/NG switchover valve; Riello and Beckett burner options for both oil and gas; a redundant failsafe control system; an oil-pressure gauge; thermostat operation; and an incorrect polarity indicator. Blaze 400 D/G units come equipped with a Genysis Beckett Controller. They are CSA/ UL approved, and come equipped with a 42-U.S.-gallon onboard fuel tank with an optional 100-gallon fuel tank available.
PORTABLE
AND FLEXIBLE 8 brooksconstruction.ca
AVAILABLE GAS MONITORING
Allmand manufactures the Maxi-Heat portable heater for temporary worksite heat, concrete curing, equipment pre-heating, wellhead thawing, plant maintenance, pipeline construction, winter painting, industrial tank coating, and a host of other applications. Indirect combustion through MaxiHeat’s twin diesel-fired heaters ensures that only clean, breathable heated air enters the work area. Each of the heater units has 16-inch-diameter flanged outlets that allow up to 110 feet of flexible ducting to be connected to each unit, ensuring that combustion by-products from the heat exchangers are exhausted safely away from the heated area. The Allmand MaxiHeat now features a
John Brooks Construction has introduced the Flagro FVO-75TRFC series indirect-fired heater trailer for 2013. This oil-fired heater trailer includes a 180-gallon fuel tank, providing a continuous run time of 30 hours before re-fuelling is necessary. The fully welded steel fuel tank includes 100 per cent full fuel containment. The trailer includes a four-inch C-channel bumper for fuel tank protection, dual 3,500pound axles and is U.S. Department of Transportation-approved. The powerful reverseinclined blower and Riello burners provide 130 F temperature rise at 7,000 CFM. The return air duct inlet allows for re-circulation of warm inside air and/or pressurization of the building as desired. Both one- and three-phase power supply options are standard equipment. The proven Flagro heat exchanger design using 304 Series stainless steel construction ensures the FV-750 will stand up to the most brutal winters North America offers. Optional Hitex ducting and thermostat kits are also available.
250-gallon fuel capacity that provides over 30 hours of continuous operation. The Maxi-Heat’s heater units produce a total of 1,010,000 BTU/h at sea level with a total output of 6,500 CFM of clean, heated air. Each of the two individual heater units may be operated independently if heating requirements are less demanding. Allmand also offers a way to warn operators of hazardous gas accumulation. The Allmand MaxiHeat, when equipped with the General Monitors combustible gas-monitoring system, provides a high-performance heater with a self-contained and costeffective monitoring system to operate in potentially hazardous environments. The General Monitors S4000CH system, when properly calibrated and maintained, provides an enhanced level of safety by monitoring combustible gases, warns of any accumula¬tion, and provides status identification by triggering lights and shutting down the heater. The unit can be self-calibrated by a certified technician by activating a magnetic switch and applying a test gas.
MASSIVE INDIRECT HEAT 8 lmtemperature.com
At 4.2 million BTU/h, the IDF4200 from L.M. Temperature Control is one of the largest indirect-fired heater platforms available in Canada. It has a temperature rise of up to 82 C and an air output volume of 21,000 CFM at three inches of static pressure, delivered through a single 36-inch outlet. The heat exchanger is constructed of stainless steel and is simple to use with push-button controls. This indirect, diesel-fired heater can provide clean, safe, and reliable air flow, ductable over long distances with minimal loss of air pressure or outlet temperature for the largest projects.
The Thawzall TCH150 hydronic portable heating and concrete-curing system can deliver big heat in a small package. The patented HeatZone technology thaws faster, cures concrete more uniformly and provides dry, flameless heat to winter construction jobs. Model TCH150 is well-suited for small- to medium-sized jobs and useful as an emergency backup for installed heating systems. The newly designed series flow pattern provides more flow for better heat transfer at over 30 gallons per minute. The newly designed control box located on the rear passenger side puts all the controls in one place for easier operator interface. A simple off/on switch allows for untrained operator use. The set temperature delivery
controls allow for consistent uniform heat transfer for accurate cold-weather concrete curing. Return temperature displays monitor heat transfer for peace of mind. The fuel gauge and low-water alerts have been added to the control box for troubleshooting. Flow is increased through largerdiameter but shorter piping, resulting in faster thawing and, when used with available unit heaters, more efficient heat distribution. The TCH150 features a new power-in/power-out and free-wheeling feature for reel operation with a dynamic brake.
HIGH STATIC PRESSURE
8 frost-fighter.com
Frost Fighter has introduced the IHS1500 Ice Fighter heating system, its most
robust, powerful heating solution. Available in both oil/diesel and liquid propane/ natural gas models, the IHS1500 Ice Fighter delivers 1,500,000 BTU/h and 11,000 CFM of heating capacity. The IHS1500 has a number of key features, including five inches of static pressure which allows for duct lengths of up to 100 feet on each side of the two standard 20-inch air outlets to pressurize and heat up a building more evenly and quickly. To maximize fuel efficiency and save on operating costs, the IHS1500 Ice Fighter is also equipped with two standard 20-inch air inlets for drawing in warmer interior air and allowing re-circulation. The heater is also designed with two-stage modulation so it can run on high-fire (1.5 million BTU) or low-fire (900,000 BTU) or modulate between the two temperatures on thermostat. Modulation and re-circulation capabilities provide flexibility to control heating requirements and reduce fuel costs. Multiple electrical configurations are available to suit any job-site power requirements.
With growing concerns in large metropolitan areas about the changes in job site safety laws regarding the use of fuelor gas-powered heaters, the challenge to provide heat to these job sites has become very expensive and difficult. New from DeWalt this season is a line of construction-site electric heaters. These units can be operated without paying skilled labour to sit and watch the heater, leaving your customers time and money to get the job done. The thermostatically controlled DXH1000TS electric heater operates at either 10 or seven kilowatts depending on your power needs. With dual-coil supports, an oversized ergonomic handle and very durable job-site construction, this heater will provide your customer’s job site with many years of reliable service.
The new combustible gas detection system for the Wacker Neuson HI 770XHD GD indirect-fired heater continuously samples the air surrounding the heater for the presence of hydrocarbons. If the system detects even trace amounts of hydrocarbons, such as methane, the burner is immediately shut down to avoid the possibility of igniting the combustible vapor. This new option for the HI 770XHD GD heater increases operating safety when working in potentially volatile applications like oil and gas exploration, underground and above ground mining, and restoration. The simple system consists of a gas sensor, gas detection system, engine air shutoff and strobe indicator. The ExP-rated gas detector continually monitors for and will pick up all types of hydrocarbons, including those resulting from nearby fuel spills, diesel vapors, etc. Once hydrocarbons are detected, the two-stage shutdown system for the HI 770XHD GD heater advances safety by first reducing surface temperatures during shut down. The CSA-certified Wacker Neuson HI 770HXD GD indirect-fired heater is designed for continuous, 24/7 operation at extreme ambient temperatures reaching -60 F. Featuring exclusive RecirculAir technology to reduce fuel consumption and provide more uniform heating throughout the space, the HI
770XHD GD provides up to 770,000 BTU/hour heater input and 4,000 CFM airflow rating.
RUNS OFF 15A 8 campoequipment.com
Boasting the highest CFM levels in its class at 5,500 CFM, the Blaze 600D Turbo produces 588,000 BTU/h and consistently delivers the same quality with innovation. It is one of the first heaters in its class to only draw 11.5 amps at full load, allowing it to run on a 15A circuit. Designed for durability and high performance, each unit is not only made to last but made to exceed expectations. The Blaze 600 comes equipped with whisper quiet operation, a 240 F heat rise and air re-circulating capabilities. Features include up to three inches of static pressure; 150 feet of ducting capability; a digital, panelmounted voltmeter; an incorrect polarity indicator light; a stainless steel heat exchanger; a redundant, failsafe control system; an oil pressure gauge and remote thermostat operation. Additional features include a lifting bar and forklift pockets; a Genysis Beckett controller; a 42-U.S.-gallon onboard fuel tank and an optional 100-gallon fuel tank. The sleek and compact design (76.7 by 31 by 57.6 inches, weight 500 pounds) makes the 600 Turbo adaptable to various heating and drying applications. They are CSA/UL - approved.
TECH TIPS
Continued from page 28
BANISH BURNABLES
Avoid placing heaters near combustible materials. Although this may seem like common sense, it is an increasingly common cause of fires on job sites. When placing a heater, keep in mind not just the materials around you at the time of installation, but also what may be coming in at a later date. Be aware of loose garbage and packaging that could potentially blow across the job and inadvertently come into contact with the heater. Although many heaters meet certifications for use on combustible surfaces, I recommend they still be placed on a four-foot-square piece of fire-resistant drywall or cement-board.
HOSE HEALTH
Protect and inspect gas hoses on a regular basis. Gas hoses should be protected against physical damage and exposure to extreme heat. Do not run hoses through unsecured doorways where they may become pinched, or lay them in an area of high traffic where wheeled dollies or heavier machinery could run over them. This will damage the hose and restrict proper gas flow to the heater. In many cases it is required that liquid propane cylinders be kept outside the building. If this is the case, put a block or some other form of stop on the window-sill to prevent the window from closing on the hose. Gas hoses that appear dry, cracked or damaged should be immediately removed from service and replaced.
Ensure proper hose and cylinder connections. Always follow proper connection and installation instructions when connecting portable heaters to propane cylinders. Propane cylinders come in various forms. Temporary heaters require use of vapour cylinders as opposed to liquid cylinders. Liquid cylinders are most commonly referred to as forklift cylinders and will not connect to a temporary heater due to their thread pattern. Do not modify a vapour cylinder hose connection to make it fit your heater! Vapour cylinders use reverse threads on their connections which are known as POL fittings. To test the fit, connect your heater hose to the cylinder tightly, but do not over-tighten. Always use proper sealant compounds and a soap test to ensure tight connections. A soap test requires a solution in a spray bottle containing a mild detergent (such as dish soap) in a ratio of 30 milliliters of soap to one liter of water. Once the heater is connected to the cylinder, open the gas valve to provide gas flow. Spray the solution on all connections (at the cylinder and the heater). If bubbles occur, then a gas leak is present and the heater is not safe for operation. Ensure a cleaner and tighter connection, and conduct the soap test again.
SHUT DOWN PROPERLY
Follow proper shut-down procedures. The shut-down procedure for your heater will be detailed in the manufacturer’s documentation. In most cases, it will be recommended that the operator close the propane cylinder while the heater is still in operation in order to bleed all the gas that may still be present in the hose line. This will ensure that if and when the heater is disconnected from the cylinder, there will be no escape of unused gas. Many heater models (depending on their BTU/h
Hilti. Outperform. Outlast.
TECH TIPS
output) will also require a built-in cool-down period. Following the manufacturer’s shut-down procedures will ensure that the heater is being cycled down properly.
PAUSE AFTER FLAME-OUT
In the event of flame-out, do not immediately re-light the heater. Should there be a situation where there is a gas interruption and the heater should shut down, it is always advisable that the heater be turned off and the gas cylinders closed for at least five minutes before attempting to re-light it. This will ensure that any escaped and lingering gases will properly dissipate prior to re-ignition.
USE AS INTENDED
Never use heaters for cooking or drying clothing. Far too often on job sites I have personally seen heaters being used for functions other than heating. Placing objects such as food, boots or other pieces of clothing on top of heaters or at the heat outlet can pose a serious hazard of fire or personal injury. Not only could you be restricting proper airflow through the heater (causing it to overheat internally), but you can cause serious harm when you reach for the objects you are trying to heat. Portable, temporary construction heaters are designed for heating air. Use a properly certified stove or other appliance for heating other objects.
MOVE IT, DON’T LOSE IT
“The heater worked fine in the shop but will not operate properly on the job site.” I am sure you have heard that one before. In many cases, heater and hose damage can be caused by improperly transporting the heaters. When loading up your truck for delivery, ensure that heaters are properly strapped down and not resting or forcing themselves on other heaters or equipment. Make sure hoses are properly coiled and tied so they are not pinched or torn during transportation. Always keep a protective cap on the open ends of hoses to prevent dirt and debris from entering the hose, as this could pose a serious fire hazard if the gas valves become affected. Job sites typically contain very rough driving surfaces and lots of shaking and vibration occurs. The more prepared you are for on-the-road hazards, the better shape your equipment will be in when it arrives to your customers.
Don’t be left out in the cold this winter! Heater rentals are a necessary evil in the construction equipment rental business, and can be a profitable contribution if done correctly. Following some of these simple safety guidelines will position you to be a qualified specialist in your market, and your customers will absolutely respect and admire your concern for their safety. Remember, safety starts with you. The more information you have for your customers, the more successful you will be in your market! CRS
Gary Webb is the national sales manager for construction and event products for L.B. White. For additional information on L.B. White products, please visit the website at www.lbwhite.com, or contact Rentquip Canada, L.B. White’s Canadian distributor (www.rentquip.com).
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