Mfg.RepsforWesternCanada: M.S.Salesltd.
Tel:1-800-451-2537(office)
FelixPasquaCell:604-351-9491
DrewWoodCell:604-760-9120
Fax:1-800-665-0597
E-Mail:mssales@telus.net
Mfg.RepsforEasternCanada:
EastcanMarketingLtd.
Tel:416-748-8045/877-748-1130
Tel:Quebec:514-217-6977
Fax:416-748-7922/800-748-9989
Email:eastcan@rogers.com
September 2009, Vol. 33, No. 7
The Canadian Rental Mart in Toronto on March 9 and 10 next spring will be more than an equipment exposeé. For many rental operators it is a tremendous source for learning, networking and building key business relationships that will benefit their rental operation.
For some small independent rental companies, it is the only place where they can acquire the equipment knowledge and supplier contacts they need to sustain their business.
Independent rental operators work long hours with little time to spare to visit equipment manufacturers to attend their open houses and training seminars to educate themselves. However, the Canadian Rental Mart provides them with the opportunity to visit all of them in one day and in one place.
Rental Rumbles 24
Mobile platforms to assist in bridge inspections 26
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This is a key point, especially for so-called “Ma & Pop” rental operations. These are the people who rely on regular visits from suppliers and manufacturers’ representatives to keep updated about new equipment and maintenance procedures. But these are the type of rental operations that often get overlooked.
It is understandable that equipment manufacturers and suppliers may not always be able to visit this section of the market as budget constraints will force them to focus on big accounts from multibranch rental companies concentrated in urban centres ignoring the “small-fish” that are difficult and more expensive to access with much less of a return.
They have to consider the costs of doing business and they cannot be faulted for that, but this puts the onus back on these small rental operators to establish these contacts and consider the benefits they can derive from doing so themselves.
The Canadian Rental Mart puts rental operators back in control of this vital access to their suppliers by providing them with the one place where they can go to learn about the industry, make their initial equipment purchases and establish personal relationships with suppliers.
The exhibitors themselves present a learning opportunity, as many companies bring in product specialists or manufacturer technicians who are very knowledgeable about all the different aspects of the equipment and are ready to share that with you.
In-booth demonstrations can help you make up your mind about the equipment you want to buy and many exhibitors are offering special pricing exclusively for the show.
Another learning experience can also come from the attendees themselves as the Canadian Rental Mart provides a forum where you are literally surrounded by fellow rental operators who enjoy telling trial-and-error stories, swapping marketing strategies or giving straight-up equipment tips that can only come from experience. This exchange of information and ideas is an insightful way to gauge what will work for your own rental operation. It is a one-stop place to learn, network and purchase with the least amount of time spent away from the store.
If you are a small independent rental operator and are weighing the costs of closing your store for the day to attend the Canadian Rental Mart in Toronto next year, ask yourself, can you afford not to? n
-Editor, Chris Skalkos
Heat up rental profits with the next issue of Canadian Rental Service, which will review the latest heaters and blower products for the rental industry. Watch for it in October!
has also become the main street of the municipality.
Bertin explains, “The building was originally located on a street which was too far from the flow of traffic and we wanted to take advantage of the main street. This was quite an event! The moving took a whole day. And this did not include the time taken to relocate the stock from one store to the other.”
The majority of his clients are homeowners who live in the surrounding areas. They buy snow-blowers, standard or riding lawn mowers, and clients who own wooded lots are able to purchase chainsaws. “Sales represents about 70 per cent of my annual turnover,” says Bertin. On the other hand, rental is more often requested by contractors, but some customers will rent seasonal equipment such as roller packers. The least expensive equipment available in the stores can be rented for $10 per day. Local contractors will rent machinery such as his two Bomag rollers. Because he owns all of the equipment that is in demand for his market area, Bertin does not need to be in a network of rental locations in order to exchange equipment. “I have never had a request for equipment other than what I have here,” explains Bertin.
These days, business is reasonably good. “Three senior citizens homes are actually under construction. I rent my machinery to the contractors who have successfully bid on the contract.”
Being the only store in the vicinity specializing in lawnmowers, snow-blowers, chainsaws and commercial industrial equipment, Bertin says he does not have competition. “I don’t have to worry about competition from others.” He has also never considered the possibility of affiliating his business with a national banner. “Perhaps the reason is because I don’t have competition located nearby,” he explains.
Despite lack of competition, Bertin tries to expand his business by placing ads on a regular basis. He mainly places spot ads on the regional television station, CHAUTV, and also on the local radio station CKLE.
Over the years, Bertin says that his annual turnover has never gone down but has in fact either grown or remained stable. “However, this year the crab fishermen, who are the main economic force in the community, have had some problems. Prices have dropped and this has been a difficult time for them. Consequently they are spending less in construction and renovation of their homes and businesses.”
Bertin would like to retire in five years but he says no one in his family seems able to take over the business. His daughters, who are 23 and 21, both work in other professions. However, when he does eventually retire, Étienne and his wife do not want to move. “I want to continue to live in Caraquet. Here everyone knows everyone and it is the place I have always lived,” he says. “It’s home!” n
*Martine Frigon is a professional writer and photographer based in Charny, Que.
The broadest selection of chipper/shredders in the industry.
The broadest selection of chipper/shredders in the industry.
Professionals have come to trust the power of Bear Cat Chipper/Shredders to make short work of tree branches, leaves and yard debris. Bear Cat models include the unique 8” turntable Chipper that allows you to get the work done anywhere, safely.
Bear Cat models range from a compact 1.5” Chipper/ Shredder to the most powerful 12” Chipper producing the smallest wood chips on the market today! Bear Cat’s product lineup also includes EZ Trimmowers, heavy duty Bear Vacs, Debris Loaders and powerful Log Splitters.
For dependable performance... Trust a Bear Cat!
By Rich Porayko*
When people think Saskatchewan, they conjure an image of the endless prairie fields of wheat, so flat that non-Saskatchewanians joke, “you can watch your dog running away from you for days.” Laugh it up because now the joke is on the rest of the country. The U.S.-based business magazine The Economist has called Saskatchewan, “the new Alberta.”
Saskatchewan boasts the fastest economic growth rate of any Canadian province and not just because of agriculture; the province also has a rich supply of potash, uranium, oil and natural gas. Combined with a massive injection of money, brains and resources in the medical and technology sectors with the building of the Canadian Light Source synchrotron particle accelerator, the provincial economy is strong and skilled workers are coming back to Saskatchewan again, this time to stay.
Doug Mitchell, vice-president of Saskatoon, Sask.-based The Rent It Store says the industry is very robust. “There is a lot of activity with potash mines, with the potential of two new operations, and they are still spending a ton of money on renovations. We’re talking hundreds of millions of dollars. Uranium is on hold because of commodity prices but it will come back and it is a major source of revenue for the province.”
The mining companies are going forward with long-term projects, anticipating that commodity prices will rise again. Mitchell explains, “They are expanding certain mines now and they are looking at putting new ones in the ground which are five year projects and a major amount of manpower. Right now, there’s not enough manpower to go around and that’s the biggest problem.”
With regards to oil, Mitchell says, “This year Saskatchewan is going to pump more light sweet crude than Alberta. It mostly comes from the Bakken oilfield in southeast Saskatchewan, which has been
TOP: Drilling in the Bakken Oil Formation. Saskatchewan boasts the fastest economic growth rate of any Canadian province due in part to a rich supply of potash, uranium, oil and natural gas.
Photo courtesy of Petrostar Petroleum Corporation
RIGHT: Doug Mitchell, vice-president of The Rent It Store in Saskatoon, Sask., says rental companies are benefiting from the province’s economic growth.
buried in shale, but now they’ve figured out how to extract it. There is a very high volume and you can see the pumps every quarter mile. That is where a majority of the dollars have been spent. Heavy crude is basically sitting idle, although we have more of it than Alberta, it’s sitting deeper in the ground.”
Crude oil is considered “sweet” if it contains less than 0.5 per cent sulphur, compared to a higher level of sulphur in sour crude oil. Light sweet crude oil is the most sought-after version of crude oil as it is used to process gasoline,
kerosene, and high-quality diesel. The term “sweet” originated because the low level of sulphur provides the oil with a mildly sweet taste and pleasant smell. Nineteenth-century prospectors would taste and smell small quantities of the oil to determine its quality.
The Bakken Formation is a rock unit occupying about 520,000 square kilometres covering parts of Montana, North Dakota, and Saskatchewan. An April 2008 USGS report estimated the amount of technically recoverable oil in the Bakken Formation at 3.0 to 4.3 billion barrels, with a mean of
3.65 billion barrels.
Oil was first discovered in the Bakken in 1951, but efforts to extract it have historically met with difficulties. However, the presence of horizontal fractures has allowed oil companies to utilize horizontal drilling techniques in which they drill wells horizontally along the bedding, rather than vertically through it. In this way, a borehole can contact many thousands of feet of oil reservoir rock in only about 40 metres. Production is also enhanced by artificially fracturing the rock, to allow oil to seep to the oil well.
“The economy looks good, even five years down the line,” says Mitchell. “With what’s going on now, we’re very, very busy. It’s going to get even busier; it’s just a matter of when. We’re fortunate in Saskatoon because we service the north, which is potash and uranium with the potential for gold and diamonds.”
Mitchell describes when things really started to change, “Basically since the Conservatives took over from the NDP, they are much friendlier to business, which has brought a lot of people into the province. We’re getting a lot of people moving back from Alberta, B.C. and Ontario. In Alberta, before oil crashed, the government jacked up royalties but in Saskatchewan, we lowered ours so now we have lower royalties than Alberta, which has stimulated a lot of oil exploration out here.”
Saskatoon was also selected as the location for the Canadian Light Source (CLS) which is one of the leading subatomic particle accelerator synchrotron devices in the world and is the only one in the country. The state-of-the-art device, which is as large as a Canadian football field and produces focused light millions of times brighter than the sun, acts like a giant microscope and is being used for research on a seemingly endless list of applications such as computer chips, new drugs, medical imaging, engine lubricants and hazardous waste. “The CLS brings in a lot of permanent people which affects housing, commercial space, labs and the like. We’re pretty well wide open here. We’re very fortunate. Cities have doubled in size after putting these in.”
“So with all the research and resource based activity going on and everyone
coming back home for affordable houses, housing has got more expensive. Cheap housing doesn’t exist anymore. However, it has been more of a slower, controlled growth as opposed to Alberta where the infrastructure couldn’t keep up.”
Mitchell continues, “A senior manager for Graham Construction, whose head office is in Saskatchewan, just got back after being away for 10 years. Graham
Construction is huge and they do a lot of work all over the place. They are telling us they’re bringing the rest of their crews home after some major projects in Vancouver and Calgary. That is a good sign that they are optimistic that they can compete, keep their guys busy and in turn, support a large contingent of rental stores.”
Within eight blocks of The Rent It Store
there are six rental outfits, including several national companies with brand new stores. “There is no shortage of larger rental stores servicing the area,” says Mitchell. “However, there’s lots of work . . . right now. The large U.S. corporate chains have brought in a lot of equipment. They’ve closed down stores in other areas and brought tens of millions of dollars worth of equipment into the branches here.”
As with any market, if there is a surplus with products such as there was with high lift equipment in Saskatoon, companies end up reducing prices to get
it out the door. “All in all, compared to other places, the general rental prices are holding up except for high lifts, aerial lifts and forklifts. The market for this equipment is now saturated. Three years ago you couldn’t find one, now there are 20 in the air ready to go to work.”
Nevertheless, The Rent It Store finds that flexibility has its advantages when it comes to competition. “We have 3,500 square feet of sales where the other guys don’t do any sales. We can weather the storm better than some here. We also do a lot of custom service work. Because business has been good, we sold all the
It is not hard to spot the progressive companies supplying the rental industry – the manufacturers and distributors that choose to go forward when the economy has taken a step backwards. These are the companies that continue to provide the quality products and equipment, and most importantly, the service and support that rental operators rely upon. And these are the companies you will see at the Canadian Rental Mart.
This rental exclusive trade show is back for 2010 and will be held at the Toronto Congress Centre on March 9 and 10. Despite the present state of the economy several well-known suppliers to the rental market have already signed up for the show, reserving their booths early, some of them more than a year in advance. These “early birds” have something in common. They recognize that during tough times their customers need their support just as much as these companies need their customers’ business.
For more than 30 years the Canadian Rental Mart has brought rental professionals together who come to see and learn about new products entering the rental market before making their spring buying decisions. And for just as long, the manufacturers and suppliers to the industry have used this venue to promote their products and forge new business relationships.
Canadian Rental Service salutes these early birds and welcomes new exhibitors as they come on board. n
A.E. Sales Inc.
Abmast Inc.
All Cover Portable Systems
Atlas Polar Company Ltd.
Barrie Tent and Awning
Bartell Morrisson
Battlefield Equipment
BOMAG (Canada) Inc.
Brunner Canada
Canadian Rental Association
Canadian Rental Service magazine
Canada Power Technologies
Cantherm Distributors
Cardinal Sales
Claessen Pumps Ltd.
CM Equipment
Con X Equipment Canada
Construction Equipment Solutions
Corniver Technologies Inc.
Diamond Products
D&K Imports
Doosan Portable Power
Eastcan Marketing Ltd.
ECHO Power Equipment
G.C. Duke Equipment Ltd.
HED Insurance and Risk Services
Hilti Canada Corp.
used equipment and everything in the fleet is new. We were fortunate to have been able to buy all new equipment when the dollar was a little friendlier,” he says.
And with an $80 million dollar airport expansion on the horizon, no wonder Mitchell is confident that “the future is still looking very good.” n
Rich Porayko is a professional writer and founding partner of Construction Creative, a marketing and communications company located in Metro Vancouver, B.C. richp@ constructioncreative.com
Eliet USA
Husqvarna Construction
ICE Mfg./Frost Fighter
Industrial Diesel Product
Kwik Load Products
Magnum Products LLC
Marindustriel Ontario Inc.
Midway Seating
Miller Spreader Company
Multiquip Inc.
National Hose Equipment
Norseman
Orion Software
Patron Products
Pearl Abrasive Co.
RDSI
Rentquip Supply
Skyjack
Star Diamond Products
The Toro Company
Trinitec Distribution
Tsurumi Canada
Uniquip Canada Inc.
Vermeer Canada Inc.
Vulcan Demolition Tools Inc.
Wacker Neuson Ltd.
Weber MT
Wouldn't you rather spend more time with your customers? Now you can take care of business wherever you are with our Mobile application!
Graphical User Interface:
- New look / 19 years of continuous development
- Can select legacy or GUI by workstation or login
- Can use touch screens, mouse or keyboard
Other Recent Additions:
- Signature capture for credit cards and rental contracts
- E-mail or fax any report or order automatically as a PDF
- Integration with Qualcomm's GlobalTRACS GPS tracking
- Web portal for real time availability, rates and reservations
- Updated interfaces to both PartSmart and QuickBooks
Windows Mobile ® Smart phone integration:
- Look-up customers and get their address, contact info, account summary, open orders, and other information
- Check inventory availability by any date / time range
- Quote rental rates (book or specific to the customer)
- Reserve inventory (you can even authorize a credit card!)
- Drill down to revenues by department for any store location and for any date range — all using touch screen!
- Process rental returns in the yard (including meter & fuel)
- Take inventory and receive purchase orders
- Delivery and Pickup functions including signature capture
- Plus many more functions, all in real time, 24/7! For more information, see the Brochures page on our website:
Developers of rental software are unlike the tool and equipment suppliers to the rental industry. Whether you rent compactors and skidsteers or tables and chairs, the products you buy are for your customers. But the rental software you buy is for you. Ultimately, software is a management tool to help you run your rental operation. Unlike general construction equipment, where one manufacturer’s machine essentially does the same thing as another manufacturer’s machine, employing similar technology, computer program writers are developing software products that are fundamentally different from each other. However, the goals are essentially the same, optimize inventory, save time and money, or assess your Return On Investment (ROI), and each program has its own set of features that go about doing this. It seems the one
main thing they have in common is that they help your bottom line because they help you become a better manager. But which one is best suited for you and your rental operation? There are a number of prominent software developers servicing the Canadian market who provide excellent products, which makes the decision making process that much more complicated.
Canadian Rental Service contacted the software developers to provide a summary of their products and one thing became clearly evident: Each company offers a software package that is unique.
Just as these software developers offer their own unique products, each rental company has its own unique operation. Based on your company’s own distinctive needs, this product feature will shed some light on which software supplier is writing the best program for you.
Xgensoft Rental Manager is Windowsbased software specifically designed for small to mid-size party and equipment rental businesses. The company says the goal of the product is to provide rental companies with affordable, highly functional and reliable software.
Rental Manager is two software packages in one. It combines all the functionality of both a rental management program with a contact management program. You save time and money by managing your
By Craig MacGregor*
You wouldn’t dream of setting a goal of 20 per cent utilization for your rental equipment. Yet that is what most rental operators fail to achieve with one of their most important asset classes: Technology.
Twenty years ago, the goal of most rental operators was to get their rental counter online. It took a lot of work to get there, with some help from their software companies, but mostly just keying in the seemingly endless amount of data necessary, before even getting their first contract online. Surprisingly, the industry has not progressed too far since then, even though software providers are touting the latest and greatest technologies such as GPS truck tracking, handheld terminals, VOIP, signature recognition, dash boarding, and business intelligence. When I read the software brochures for signature tracking, for business intelligence, and an endless list of options and software modules available, I wonder how I ever ran a business without this
stuff. Just buy this package and the magic will start working right away! Now I can even go out and buy intelligence!
Well, unfortunately, as the saying goes: “You can’t get there from here.” This stuff doesn’t work right out of the box. It takes the same amount of careful planning, hard work, and data preparation, as it took to get that first rental contract online. But that effort can produce great results.
So, let’s put your technology to work, and aim for, say 50 per cent utilization. Analyze the potential return on investment and labour savings for additional applications, as the return on investment will be different for every operation. Consider items such as transaction volumes, average transaction dollar, geographical influence, guaranteed response times for delivery, safety and compliance regimes, and labour costs.
As you determine the most valuable application to implement, use project management techniques to: Gain product knowledge; •
• necessary; Prioritize tasks;
Determine the pre-requisite tasks
• Evaluate if your technology
• infrastructure is capable of additional processing needs; Assign tasks and follow up;
• Set milestones;
• Assess and test results;
• Modify, adapt;
• Assess and test again.
•
• Go Live!
Well done. Now let’s set the bar at 60 per cent and repeat! n
*Craig MacGregor has been providing independent technology guidance to the business community since 1975. His expertise is in facilitating the successful partnership between the real world of business operations, and the computer tech world, helping to align business and technology goals in corporate environments. He can be reached at: craig@ csmac.ca
inventory and invoicing as well as your customer service and marketing using one program. The Deluxe edition adds a bookkeeping component with a “onebutton click” export to QuickBooks.
“Great functionality at a fabulous price point is a quote from a customer testimonial that we have adopted as our slogan because we feel that it exemplifies the essence of Rental Manager software,” says Diana Saunders of Xgensoft. “We have focused on integrating practical functions that support Rental Manager’s reliable order-entry reservation, inventory tracking and invoicing system to make your job easier,” she says. Examples include, automatic screen resizing, a schedule calendar, inventory lists and availability reports, e-mail capability, data searches on all relevant information, extensive reporting and importing from/exporting to other Windows-based programs (Excel, Text files, Outlook).
Xgensoft offers two versions of the software: Rental Manager 2 (released 2003) and Rental Manager 3 (released 2005). Rental Manager 3 has the added functionality of kitting, cycle billing, usage tracking, maintenance scheduling and maintenance tracking. Bar code scanning is available for both versions and an ID scanner is also an option for Rental Manager 3. The company provides support and training via phone, email and online sessions. It says that customer satisfaction feedback is critical and it responds to suggestions and requests in yearly updates.
Xgensoft is now expanding its market beyond North America as it plans to make Rental Manager software easily accessible on a worldwide basis.
www.xgensoft.com
Orion Software is well known in the rental industry with its award-winning Sirius Pro, a rental and inventory management software for managing your activities,
clients and inventories in an effective manner.
The company says Sirius Pro is a proven, world-class solution with a track record of success; the software has had more than 900 installations in 23 countries and offers the lowest total cost of implementation in the industry.
Orion is constantly seeking to improve its product and now offers an advanced Distribution Module to complement Sirius Pro. This Distribution Module allows rental companies to improve controls when reselling or sub-renting products. Also, Sirius Pro can now be accessed using an iPhone, allowing you to take your business on the road.
Another new addition is the advanced Staff Management module, which is an integrated function that helps the client to allocate staffing on transactions, and provides a calendar of availability to better manage their time. Also, a new customizable Dashboard has been added, permitting the client to avoid using menus, and put all their most commonly used functions and commands on one user-
friendly screen.
Many other features have been added, allowing rental companies to expand and optimize the use of Sirius Pro in their rental operations.
“The world of rental is in a constantly evolving state, and Orion Software is dedicated to keeping its clients on the cutting edge to provide them with a measurable return on investment from their management software,” says Steve Milcik from Orion.
www.orion-soft.com
Point-of-Rental Systems is a developer of Microsoft Windows server-based management software for the equipment
and party rental industries. “With Internet integration, graphics image storage and the simplicity of the Windows user interface, this software is a breakthrough!” says Wayne Harris from Point-of-Rental Systems, adding that more than 1,100 rental stores have come to appreciate the power and ease of use of Point-of-Rental’s Enterprise software since 1984.
The system writes transactions for rentals, sales, reservations, asset sales, quotes, internal repair orders, and work orders. It has features to clone, prepare a continuation bill, prepare a line item bill, reprint, fax or e-mail transactions. Other standard features are real-time inventory availability, petty cash disbursement accounting, preventive and remedial maintenance, day-at-a-glance dashboard and accounts receivable.
It can interface to most PC-based general ledgers, Customer Relationship Management (CRM) interfacing with Google, Outlook and Microsoft Calendar. It has the ability to attach files to customer, inventory and contract records, party CAD order uploads, and maintain an extensive
transaction history, with more than 400 reports and the ability to store up to 15 separate parts databases.
Other available features include time clock, signature capture, Optical Character Recognition (OCR) reading and imaging of driver licences. It can also do mass e-mailing and mass faxing of statements and closed contracts, purchase orders –integrated with rental and sale inventory – and credit card processing. Qualcomm GPS integration and delivery dispatching is also included
“Support is an integral part of your rental management system experience. Point-of-Rental Software support consists of training in your store or at our offices, a complete reference manual and on-screen help,” says Harris.
Monthlyandyearlysupportsubscriptions are available that offer toll-free phone support seven days a week. Support subscribers receive software updates at least yearly offering new program features and options. Most support queries are answered without requiring a call back because each member of our support team has years of behind-the-counter rental experience.
The company also organizes an advanced training seminar held at the American Rental Association Rental Show. www.point-of-rental.com
Rental operators using Enfinity can now offer their customers online visibility into
the status of their accounts, with reports that help them manage their equipment usage, budgeting and cash flow. The Customer Internet Portal is the latest customer-facing technology from Solutions, designed to immediately strengthen a rental company’s relationships with its customers by giving them:
Solutions’ Windows-based system. The release contains features designed to help tool, event and equipment rental operations maximize return on assets and serve the needs of their customers.
“Our Enfinity platform has proven to be a very strong springboard for technical enhancements such as those produced in Release 2.0. We remain fully committed to the ongoing development of our two flagship rental management systems, Enfinity and CounterPro, for the continued benefit of our users,” says Jack Shea, chief executive officer of Solutions by Computer.
the ability to create quotations and
• reservations online using customer specific pricing, a real-time view of all equipment
• currently on rent by jobsite, showing rates and duration of rentals, a real-time view of all equipment
• currently reserved, by jobsite, an off-rent request function that
• designates equipment as ready for pickup, accounts receivable aging with invoice
• dates, easily accessed, printable screens,
• secure, convenient log-in from any PC
• with Internet access, no additional hardware required at the
• rental business or the customer’s site.
The Portal is among a number of new developments that debuted in February at The Rental Show in Atlanta, Ga., for
Solutions by Computer has been serving the rental industry since 1982, with more than 1,700 rental companies, 2,000 installed locations and 9,000 licensed users.
www.solutionsbycomputer.com
Systematic Rental Management (SRM) is a full function package that effectively manages all rental operations from counter to customer, with full web integration, complete financials and back-office, and full fleet management from purchasing
pre-scheduling preventative maintenance; functional equipment life increases, profits rise. Software that provides tools to simplify the decision-making process is an absolute requirement for every manager and executive in today’s economic climate. www.texadasoftware.com
Genisys Software
Genisys Software offers a standard package that includes everything a rental company needs to run their business including inventory tracking for rental items, resale items and parts; the ability to sell new and used items, take trade-ins, do service and work orders, including customer repairs,
warranty repairs, and internal repairs.
The company’s smart phone, based on the Windows Mobile operating system technology, continues to evolve with new features being added all of the time. Rental operators can now use, for example, pretty inexpensive Bluetooth-based bar code scanners with the phones, making them much more hands free in the field. “Some models are very rugged and have built-in bar code readers; perfect for this purpose but a bit more expensive. There are also thermal printers that can be worn on your belt that are Bluetooth compatible so receipts can be printed in the field as well,” says Ray Bonestroo of Genisys Software. “We are always doing integrations to other software packages as well, such as New Holland’s corporate systems for New Holland dealers, Qualcomm’s GPS tracking system and QuickBooks.
Some of the software features include:
Kit handling for required or suggested • items, with real time inventory availability on sub-items.
E-mail or fax monthly statements. • E-mail or fax quotes, reservations, •
contracts, purchase orders or invoices. Dispatch module to help automate • deliveries and pick-ups for any given date by truck and drivers/crews.
Availability screen that shows inventory • for multiple locations (if applicable) along with rental rates or sell price; all on the same screen at the same time. Extremely simple user interface with • very powerful software features.
Optional integrated accounting • modules (G/L, A/P and payroll) that look and feel exactly like the rest of the package.
Time clock software which then feeds • the payroll module.
Produce over 300 reports, including • global reports to bring together multiple locations.
The ability to automate any report to • run on any printer at any time of the day, week or month.
Nightly automated monthly billing • of all rental contracts that have been out 28 days or a month if not on a 28 -day cycle www.genisys.com n
By Jay Williams, CRA president
Hello everyone!
The fall season is upon us. As the weather cools, local Canadian Rental Association (CRA) activities across the country will soon commence. Details will be posted on our website, www.crarental.org and invitations and notifications will be sent to all.
If you feel wintered-out by the time February comes along, a nice little break from the Canadian weather is always welcome! Consider taking a trip to Florida where the American Rental Association (ARA) will host its Rental Show, February 2010, in Orlando. Now is the perfect time to think about attending! The headquarter hotel for the Canadian members, the International Plaza Resort and Spa, is almost fully booked. Call Mandy at the CRA office for more information and to book your rooms. Take advantage of the nice weather but, most importantly, participate in all of the activities organized by the ARA. This is the opportunity to see first-hand the latest, innovative equipment lines from our suppliers, as well as attend the CRA’s Annual General Meeting (AGM).
The CRA’s regional Trade Shows are also strategically located in the warmest parts of our country: Surrey, B.C., in
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January; Saskatoon, Sask., in midMarch; St-Hyacinthe, Que., at the end of March and of course Moncton, N.B., in February.
In October, the ARA State, Local and Provincial Leadership Conference for future local association leaders will be held in Orlando. Every year, volunteers across the United States and Canada are invited to this two-day conference, which focuses on personal development, networking and business planning to allow association leaders to meet and share success stories. Local leaders have the opportunity to learn
and grow together, returning home full of energy and ready to share new knowledge and ideas to ensure the growth of both their business and local association. This is a wonderful incentive for the next generation of the rental industry who aspire to become leaders and for those who strive to learn and apply new and innovative ideas into the industry.
The ARA Lending Library contains many very resourceful documents, instructional DVDs and reports created to help you with your business. Financial help reports, Parties and Special Events
Par Jay Williams, président de la CRA
Bonjour à tous, Nous voici déjà presque arrivés à l’automne. La saison
se refroidit peu à peu, ce qui engendre un retour au bercail pour la plupart des canadiens qui étaient partis en
informational guides and how-to’s, employee guidebooks, building lay-out plans, and many more. Although all of the material is available in English, the ARA has started to translate some of its material to French. For a complete list of publications available from the ARA Lending Library, contact the ARA at 1-800-334-2177.
Since the back-to-school season is in full swing, I share the enthusiasm and joy of my two young boys as they ready themselves for another year of learning and wish you all a very good fall season!
vacances. Les activités reprennent aussi pour les locaux de la CRA à travers le pays. Les détails seront affichés dans
notre site web, www.crarental.org.
En février 2010, si vous vous sentez un peu trop accablés par l’hiver, il y a toujours moyen de se réfugier à Orlando pour le prochain ARA The Rental Show. Il est temps d’y penser, l’hôtel choisi pour les canadiens, le International Plaza Resort and Spa est déjà bientôt rempli! Appelez la CRA pour plus d’information et pour réserver vos chambres. Non seulement vous profiterez du soleil, mais surtout des activités organisées par l’ARA. C’est l’opportunité à ne pas manquer pour voir les prochaines lignes d’équipements 2010 par nos fournisseurs, ainsi que participer à la réunion générale annuelle de la CRA. Les salons régionaux de la CRA aussi sont stratégiquement placés dans les coins du pays les plus chauds : Surrey, en C.-B. en janvier; Saskatoon, SK. à la mi-mars; St-Hyacinthe, QC à la finmars… sans oublier bien sûr Moncton au N.B., en février. Il y a de quoi
satisfaire tous les tempéraments dans notre cher pays.
Au mois d’octobre, la conférence de l’ARA (ARA) State, Local and Provincial Leadership Conference) pour les futurs leaders des associations locales aura lieu à Orlando. Àchaque année, des bénévoles à travers les États-Unis et le Canada sont invités à cette conférence de deux jours qui priorise le développement personnel, le réseautage, l’organisation de l’entreprise, le marketing, et nous permet, en tant que membres, de nous rencontrer pour partager nos difficultés et nos succès. Les employés de centres de location ont la chance d’apprendre et grandir ensemble, retournant chez eux avec le plein d’énergie, prêts à rapporter à leur association locale des idées nouvelles et fraîches pour continuer et assurer l’avancement de leurs projets tant dans leurs entreprises qu’au sein de l’association. C’est une merveilleuse façon de lancer la
prochaine génération de l’industrie de la location dans le leadership et d’assurer le futur de l’industrie – pour ceux et celles qui se sentent appelés à devenir leaders.
La bibliothèque de prêt de l’ARA contient de nombreux documents très instructifs et importants servant à améliorer votre entreprise. Des rapports financiers, informations sur les fêtes et évènements spéciaux, guide d’employés, plans d’établissements, et j’en passe. Bien que tous les articles de la bibliothèque de l’ARA soient publiés en anglais, l’ARA a commencé à faire traduire certains documents et dvd en français. Pour une liste complète, adressez-vous à Marie Nayet, au bureau de la CRA, au 1-800-486-9899.
Bien voilà, l’année scolaire recommençant bientôt, je partage l’enthousiasme et la réjouissance de mes deux garçons pour le retour aux études et souhaite à tous un très bel automne! n
By Karen Swanson and Greg Ehm*
When it comes to renting a rideon trencher, contractors and weekend do-it-yourselfers have very different needs. However, rental operators can easily rent to both markets if they take the time to understand the needs of each customer.
Contractors will rent a ride-on trencher when they need the equipment but do not have the right sized unit in their fleet. “They may not be able to use the unit often enough to justify the cost, so they will factor the rent of the required unit into their job bid,” says Deb Whitten, rubber tire segment manager at Vermeer. “However, they may eventually purchase the unit if the job requires a rental term of over three or four months.”
Contractors are also looking for good performance and reliability. Renting a ride-on trencher can boost their return on their investment, especially when it means customers can complete a job more quickly.
It is important to rent contractors a ride-on trencher that is equipped with the proper chain and cutting tools for the conditions in which they are trenching. Good spoil-handling capabilities and proper ground engagement tools are vital. The trencher must be optimized
for weight to horsepower, hydraulic performance and set up properly for the highest performance results.
Contractors will need to rent a ride-on trencher based on the type of work they are doing and the digging conditions in which they operate.
They often use a small (37to 46-horsepower) to medium (76-horsepower) sized trencher with a partial cup cutter set up. In some areas where the conditions are much tougher and rockier, they often use a medium (76-horsepower) or large (99- to 120-horsepower) trencher with a rockwheel cutting attachment utilizing rotary carbide teeth. The Correct Cutter Patterns are essential to meet the productivity needs of contractors.
The weekend do-it-yourself customer will often rent a ride-on trencher for a specific need, such as putting in a water line, gas line, sewer line or fiber. “This renter is usually less concerned with high performance, since he has a specific job to do and will return the unit after the job is completed,” says Whitten. “Unlike contractors, they tend to require smaller
Photos courtesy of Vermeer Manufacturing Company.
and easier-to-operate units. Renting a ride-on trencher will allow them deeper digging depths and reduce fatigue for larger jobs.”
Do-it-yourself customers may choose walk-behind or pedestrian trenchers if a ride-on trencher is too large, too difficult to operate or cost-prohibitive for their budget.
A small ride-on (37- to 46-horsepower) tractor with a trencher attachment is the best option for most units for do-it-yourself customers. They are easier to operate and do not require special permits to transport. Most models include a backfill blade for easy backfilling of the trench, while select models also include a backhoe attachment. Most pedestrian units do not have backhoe options, nor do they provide backfill blade capabilities.
Trenchers can be marketed to each segment by following a few guidelines, such as keeping rental fleets in good shape, and trading a unit when it gets old and is no longer performing well. “Advertising uptime to the segments, such as, ‘If your unit requires maintenance or repairs, we will have a replacement unit on your job site within one hour’ would be particularly popular with the contractor rental segment,” says Whitten.
Build confidence with the do-it-yourself customer segment by advertising easyto-operate equipment, and providing training for operators. It may also help to suggest product installation tips to do-it-
According to Jon Kuyers, utility products segment manager for Vermeer, knowing the depth and width of the needed trench, along with the trencher’s maximum digging depth, is crucial. For example, water lines need to be installed below the frost line. If a trencher only has a maximum digging depth of 30 inches, and a 42-inch frost line exceeds the digging depth, the water line will probably freeze and cause additional issues.
“Another factor to consider when choosing between a walk-behind or ride-on rubber-tire trencher is the jobsite, and possible constraints that it would pose,” Kuyers says. “If a customer is working in a new housing development with zero lot lines, a ride-on trencher may be more beneficial, whereas, if the customer is confined to the backyard due to fences or gates, a smaller walk-behind trencher may work best.”
Kuyers also says that digging conditions must be considered in order to choose a unit with enough horsepower and machine weight to effectively dig. In difficult digging conditions, a ride-on trencher may prove more beneficial. Using a lower horsepower, lighter walk-behind machine may result in lower productivity, increased operator fatigue and abnormal machine wear.
“Generally, walk-behind trenchers provide increased mobility in tighter confined areas,” Kuyers says. “Ride-on trenchers may provide a higher production rate due to their ability to dig more effectively in hard digging conditions.”
On the other hand, walk-behind units are ideal for digging service line trenches that are required in narrow or confined spaces where larger units are not able to effectively manoeuvre. Service line trenches are usually shallower and narrower, depending on the region, and do not require a large amount of horsepower. Walkbehind units also have a smaller and lighter footprint. They are easier to manoeuvre and do not require as much ground restoration as a larger machine. n
yourself customers who need help with the job they are trying to do. “Any extra services that make contractors feel they are renting well-maintained, high performing equipment will help. Services that make do-it-yourself customers feel they will get training and assistance with their
home projects would be good marketing strategies.” n
Karen Swanson and Greg Ehm are technical writers for Two Rivers Marketing. Information provided by Vermeer Manufacturing Company in Pella, Iowa.
By Tom Asbil*
Understanding compaction means understanding soil
All rental operators should be able to understand soil compaction and be able to relay this information to their customers. No contractor today can afford to blindly rent compaction equipment without careful consideration of the nature of the soil they are compacting.
The compaction of soil in confined areas is a very important, yet not always fully understood, subject. With an understanding of soil mechanics and machines used in compaction, rental operators can increase their comprehension of soil compaction to discover new construction approaches to increase revenue and reduce maintenance costs.
Recommending the proper machine to properly compact soils depends on having a good understanding of the soil that is to be compacted.
Vibratory rammers, plates and rollers are designed to compact a variety of different soil types depending on job size and specifications. While every application has its unique features, there are some basic selection guidelines that can help rental operators remove some of the guesswork in helping a customer match the right machine for the job.
What type of soil will be used?
This is the single most important variable in compaction equipment selection. Soil is comprised of four basic components: clay, silt, sand and gravel. These components are classified into two soil groups: cohesive = clays and silts (fine soils); granular = sands and gravels (course soils).
In granular soils, the particles are held in place by frictional forces that exist at the contact surface. In the dry state, they can be formed into desired shapes but will easily crumble apart.
Granular soils are best compacted by vibration energy. The
type of machine would be either a vibratory plate or roller. The vibration action reduces the frictional forces at the contact surface, allowing the particles to fall freely under their own weight. At the same time, as the soil particles are vibrating, they become momentarily separated from each other, allowing them to turn and twist until they can find a position that limits their movement.
Soils, such as sands, will respond best to very high frequencies, in the range of 11,000 to 14,000 vpm (vibrations per minute). Larger gravels will respond best to lower frequencies in the range of 2,000 to 4,000 vpm. Whenever possible, it is best to match the frequency of the vibratory compactor to the largest fraction of particles present in the soil.
In cohesive soils, there is a molecular attraction between the microscopic particles which holds the soil in place. These particles are small and very densely arranged, so the cohesive force in the soil is very high. This makes cohesive soils in the dry state very hard. When moist, the forces and structure break down and become very plastic and easily moulded.
Cohesive soils are best compacted by impact force. The type of machine recommended is a vibratory rammer or pad-foot roller. The impact force of the rammer or pad-foot roller causes a shearing effect that squeezes out the air voids and excess water from between the particles.
What are the compaction specifications for the job?
Most compaction specifications deal with the density required for the job, how thick the lifts are and frequency of the density tests required.
The machine selected should have enough power to compact the soil to the depth required for the necessary density. If the machine does not have enough power, the proper density will not be reached. If it has too much power, over-compaction can occur. This is the result of either excessive passes or too much power on a soil layer that is too thin.
To avoid too much power, look at the machine specifications. To avoid over-compaction, the soil layer should not be less than one-third of its maximum lift. For example, if the machine’s maximum rating is 18 inches, it should not be put on a soil layer less than six inches.
What is the application or job site condition?
Vibratory plates are more efficient than rollers due to the large base plate surface area in contact with the soil. Vibratory plates are also more manoeuvrable so they are ideal for confined areas.
Rollers have the advantage in larger, open areas where there is plenty of room to manoeuvre. Because the roller has a faster travel speed, it will cover the area faster than a plate.
The same logic applies to rammers. The rammer should be used on cohesive soils in confined areas and the trench roller should be used in larger trenches and open areas.
By asking only a few questions about the type of soil, application required and the job site conditions, a rental operator will be in a better position to help a customer select the best machine for the job. n
* Tom Asbil is the technical trainer for Wacker Neuson Limited.
Hertz Global Holdings, Inc. announced that Matthews Equipment Limited, Hertz’s Canadian equipment rental subsidiary, has acquired assets of the equipment rental business conducted by J.D. Irving, Limited under the name Irving Industrial Rentals (IIR), one of Atlantic Canada’s leading industrial equipment rental companies in New Brunswick.
Located in Saint John, IIR’s strategic focus on the industrial market segment will significantly boost Matthews’ established presence in the New Brunswick region.
Irving Industrial Rentals , founded in 1998, has an extensive industrial product line that includes various size aerial platforms, forklifts, compressors, welders, generators, heaters, light towers and numerous other products. IIR supplies nonoperated rental equipment throughout Atlantic Canada to support industry needs for oil refining, pulp and paper, ship building, construction, manufacturing and mining and is considered a leading solutions provider for the industrial sector.
Irving Industrial Rentals was purchased by Matthews Equipment Limited, Hertz’s CN equipment rental subsidiary from the J.D. Irving Group. The acquisition was made for an undisclosed sum and will be integrated into Matthews Equipment’s New Brunswick operations.
“Matthews’ acquisition of Irving Industrial Rental is instrumental in the Company’s continued growth in the Canadian industrial rental market,” says Hertz Equipment Rental Corporation president Gerry Plescia. “Irving Industrial Rental has a solid reputation throughout Atlantic Canada and will enhance Matthews’ efforts to be the first choice equipment rental provider for the industrial market in eastern Canada. Irving Industrial Rental also supports the Company’s strategy to continue growing worldwide revenue through key acquisitions and we’re confident that the acquisition will establish Matthews as a key player in the Maritime region’s industrial rental market.”
Hertz Equipment Rental Corporation – a wholly owned subsidiary of The Hertz Corporation operates one of the world’s largest equipment rental businesses, offering a diverse line of equipment, including tools and supplies, as well as new and used equipment for sale, to customers ranging from major industrial companies to local contractors and consumers through approximately 350 branches in the U.S., Canada, China, France and Spain.
www.hertzequip.com
Hammond Air Conditioning has launched its new website with fast online shopping for over 7000 AC repair and replacement parts.
Hammond Air Conditioning, best known for its Arctic Wolf line of integrated factory-style AC for heavy equipment, is a long-time supplier of AC repair and replacement parts for all makes and models of mobile AC systems. Hammond’s standing parts inventory is valued at more than $1 million with more than 7,000 different line items in stock, from evaporators and condensers to related clamps, seals and special tools.
The inventory is planned to achieve off-the-shelf availability for at least 94 per cent of parts ordered. For other needs, Hammond’s extensive industry connections allow it to track down the
required part and get it shipped to the customer quickly.
Rental companies, equipment operators, repair shops and equipment dealers will now have round-the-clock access to Hammond’s complete parts inventory, thanks to the online shopping section of the website recently launched at www. hammondac.com
The online store offers customers a variety of search methods, so they can choose the simplest way to find the part they need. Website visitors can search for parts according to equipment make, model or part number. Alternatively, visitors can choose the type of part they need, such as a blower or filter, and see a complete listing of items in that category.
With another click, the website will display more detailed information, including shipping weight and pricing. For more than 2,000 line items, a picture of the item is available to help users confirm that the chosen part matches the part they are replacing.
The Hammond online store can also be used to place orders for its complete integrated AC systems. Hammond has developed more than 700 pre-packaged kits tailored for specific makes and models of mobile equipment.
Customers, dealers and all equipment operators are invited to test drive the new online store and create their personal shopping accounts.
www.hammondac.com
Terex Hydra Platform units will be the first mobile “under-bridge-deck” access platforms for the Canadian rental industry
SMS Rents is taking delivery of specialized trailer-mounted platforms that allow inspectors and contactors to get a close-up look under bridges and overpasses, quickly and safely.
With provincial and municipal governments set to take on urgent infrastructure projects throughout Ontario and Quebec, engineers and maintenance crews are facing busy schedules to assess the condition of their bridges and complete necessary repairs. A new fleet of trailer-mounted Terex HP 32 and HP 35 Hydra Platforms at SMS Rents will help inspection teams to deploy a guarded platform under their bridges in as little as five minutes. The compact telescoping platform then folds itself up again hydraulically to move on to the next bridge site, towed by a standard pick-up truck.
The first of the HP units has been delivered to the SMS Rents equipment rental store in Quebec City, the first rental store in Canada to offer equipment of this type. Additional units are on order for delivery to SMS Rents stores in both Quebec and Ontario. Each trailer-mounted HP unit is a self-contained system equipped with its own diesel engine and hydrostatic wheel motor for self-propulsion on the bridge.
The HP is a hydraulically operated, self-erecting unit specially designed to provide exceptional stability and safety for bridge inspectors, engineers and maintenance crews. Hydra Platforms, a Terex company, uses a patented, fully adjustable tower separation system for this tricky application. In the case of the HP 35, it is first positioned on the bridge, its outriggers are set, then the operator hydraulically deploys a lattice tower over the side of the bridge, from which the 35-foot (10.7-metre) access platform unfolds. The tower separation system allows the operator, stationed above, to
adjust the tower position over pedestrian walkways and around structural obstacles without having to relocate the trailer.
A fully enclosed ladder within the tower provides a safe route for crews to climb down to the working platform, up to 18 feet (5.5 metres) below the roadway. The platform itself is 42 inches (1.06 metres) wide, with a weight capacity of up 1,000 pounds (455 kilograms). Control panels for positioning the platform are located on the platform and on the access deck. Crews have room to operate a wide range of equipment for bridge maintenance tasks such as painting and sandblasting, pipe and cable repair, expansion joint and bearing service, and stripping operations.
The whole operation sets up in as little as five minutes – ideal for inspectors who may be pressed for time to check and report on the condition of multiple bridges so repairs can be planned and completed effectively. The access platform is mounted on a turntable sub-frame so it can be positioned along the side of the bridge or lowered and extended beneath the roadway. With the HP 35, it occupies just one lane while in use, allowing traffic to continue over the bridge while work is conducted below.
SMS Rents has 14 locations in Ontario and Quebec. n www.smsrents.com
SMS Rents is the first Canadian equipment rental company to offer Hydra Platforms under-bridge-deck systems for inspection and maintenance crews.
In as little as five minutes, the tower separation system of the HP 35 mobile platform can position a 35-foot-long (10.7-metrelong) work deck along the side or below the bridge roadway.
