CRS - September 2010 by annexbusinessmedia

SEPTEMBER 2010, Vol. 34, No. 7

EDITORIAL

Too many choices

Having choices is good. Most people seem to be happiest when they have more than one option. However, the funny thing is that having too many items to choose from has been shown to make people miserable.

It’s logical to think that if having some choice is good, then many choices is better. Like many things that seem logical, it’s also completely wrong. That’s why a good friend of mine refers to logic as “ignorance by numbers.” Logic can only take you so far. It will never take the place of diving in and finding out.

website should be to make it easy to use and navigate. The best (and easiest!) way to do that is to keep it simple.

Keep your front page uncluttered, just as you keep the front room of your store. Links to common categories are helpful. Showing every single item in a category is not. It’s confusing and may make your customers seek out a site that’s easier on the eyes. As in your store, the customers will have a chance to dive deeper into a category once they clear the door.

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The common-sense approach is to assume that the people who really care about having a wide variety of options will benefit, and the rest of us can simply ignore the 49 kinds of screwdrivers we don’t need. However, research suggests that this assumption is wrong. While people do appreciate having more than one option, they don’t like having to compare the fine details of 50 different things to figure out which one is best. Making an informed choice between two heaters is usually pretty easy. Making an informed choice between 300 of them is almost impossible.

I’m not trying to suggest that you limit the number of lines you carry. After all, you’ve got different customers with different needs. But there are ways to present your customers with enough options to please them, but not so many that they become unable to choose.

This is especially important when it comes to your website. People frequently use websites to shop for deals and to do research. A big part of the reason they do this is that it’s easier than showing up in person or picking up the phone. So, one of the main goals for your

It should also be pointed out that it usually isn’t necessary to stock every item under the sun. Rather than presenting your customers with a dozen different options, stick with as few as possible.

Reducing the choices within a category may seem counter-intuitive, but it will help your customers to more easily make decisions and determine what they need. You may find that making your customers’ experience simpler will keep them coming back. There’s also the question of stock. Reducing the choices within categories may save you money and increase profitability in the long run. The chances are good that you regularly crunch the numbers and eliminate items that are clearly unprofitable. However, some items that are on the razor’s edge may also need to be trimmed. If you’re barely making money on something, consider the other costs in keeping it around. Not only is it another choice your customers need to make, it’s another product that your staff needs to be knowledgeable about. In every case, ask yourself: is it worth it? n

- Editor, Mike Davey

Cam Darling of Country Corners Rent-All

RENTAL RumbLES

Dorothy Wellnitz Scholarship awarded to Nicholas Barry

Nicholas Barry is the second member of his family to receive the Dorothy Wellnitz scholarship.

Nicholas Barry of Rental Network in Squamish, British Columbia, has officially been awarded the Dorothy Wellnitz Scholarship.

The scholarship, named in honour of the former executive director of the Canadian Rental Association, is worth US$1,000. It is administered by the ARA Foundation, which offers a total of 23 scholarships available to those in the rental industry.

“Nicholas always strives to do his very best and the very best that is possible,” says Dan Barry, Nicholas’ father and co-owner of Rental Network.

“He’s overcome a great deal of adversity to get to this point. It would make any parent very proud.”

Barry has a lot to be proud of. Not only did his son Nicholas receive the Dorothy Wellnitz scholarship this year, his daughter Elizabeth received the same scholarship some years back.

For more information on Rental Network, please visit www.rentalnetwork.ca.

Norseman announces new distribution centre in eastern Canada

Norseman has opened a new full service distribution centre just north of Toronto, in Holland Landing, Ontario.

The new distribution centre, which opened on September 1, 2010, is just one piece in Norseman’s plans to increase their presence in Eastern Canada. “We are excited about the new distribution centre in Holland Landing,” states Norseman’s President Terry Bryant. “Growing our presence in Ontario and being able to better serve customers further east is a tremendous step in the right direction for Norseman and our customers”.

The new facility will primarily house the Norseman standard line of construction products and act as a distribution centre for eastern Canada. The new distribution centre will build on the existing Norseman sales presence in the Ottawa-Gatineau region where a sales office and warehouse are located. One of the main benefits of the distribution centre is that it will provide customers with on-demand access to Norseman products, “something we were not previously able to do on a large scale in eastern Canada,” said Bryant.

For more information, please visit www.norseman.ca.

United Rentals announces Q2 2010 results

United Rentals has announced financial results for the second quarter of 2010. Total revenue was $557 million and rental revenue was $450 million, compared with $615 million and $454 million, respectively, for the same period last year. Operating income was $59 million, compared with $5 million for the same period last year.

On a GAAP EPS basis, the company reported second quarter 2010 net income of $12 million, or $0.18 per diluted share, compared with a net loss of $17 million, or a loss of $0.28 per diluted share, for the same period in 2009. In the second quarter 2010, the company revised its estimate of fullyear projected income (loss) and the resulting effective tax rate. As a result, the company’s net income for the quarter reflects an income tax benefit of $9 million. Adjusted EPS for the quarter, which excludes the impact of special items, was $0.25 per diluted share, compared with a loss of $0.24 per diluted share the prior year. Adjusted EBITDA margin, which also excludes the impact of special items, was 32.1 per cent for the quarter, compared with 24.4 per cent for the prior year.

New best practice guide on MEWPs in confined spaces

The Strategic Forum for Construction Plant Safety Group, of which the International Powered Access Federation (IPAF) is one of the lead organizations, has released a best practice guide for mobile elevating work platforms (MEWPs) with the aim of avoiding trapping or crushing incidents when these machines are used in confined overhead spaces.

There have been a number of such accidents over the last few years, including fatal ones. Some of these incidents have involved the operator or other person being crushed against fixtures or other obstacles while working at height. These incidents could have been prevented by proper planning and preparation, selection of appropriate equipment and correct use.

This guidance has been prepared by the industry to provide clarity about the safe use of MEWPs including planning, equipment selection, training, provision of information, familiarization, safe use, supervision and rescue procedures, together with monitoring and management of the work.

“The document offers straightforward guidance for both managers and operators of MEWPs,” said Tim Whiteman, IPAF managing director. “Anyone involved in using MEWPs will benefit from reading this document, which will in the longer run help prevent these rare but dangerous accidents that could happen when MEWPs are used in confined overhead spaces.”

A copy of the guide is available at www.ipaf.org.

Swisher new chairman of the board at Texada

Texada Software has named former CEO Willie Swisher chairman of Texada’s board of directors. Swisher, who served as CEO from 2001 through the end of 2009, is currently president of Zenaida Capital Partners, a private investment and consulting business. Swisher takes over as chairman from Jim McInnins, who had served as chair since July 2009.

The board also elected the following board members: Harry Jaako, John Kirincic, James Lolley, Jim McInnins, Swisher and current president and CEO Brian Spilak. Swisher previously served as a director of the company from 2002 to 2005.

Swisher said he looks forward to working with Spilak and the entire management team, in the areas of strategic initiatives and new customer acquisition, among others.

Texada is based in Guelph, Ontario and specializes in producing software for the rental industry.

Leo Brown, Brian Gibson join Norseman

Norseman has announced the appointment of Leo Brown as its Western Canada Construction Outside Sales Representative.

Brown brings with him an extensive sales background spanning more than 25 years. For many years, Brown worked for the construction rental industry covering Western Canada and successfully growing business within the region. He has held positions in outside sales, key and national account management, as well as sales management.

In this new position, Brown will be responsible for helping Norseman build its brand and grow market share for all Norseman construction products within Alberta, Northwestern British Columbia, Saskatchewan, Yukon, and the Northwest Territories. His major focus will be on growing the Norseman Construction business segment, along with continuing to provide exceptional support and service to Norseman customers.

Brown will be working out of the Norseman Calgary office and can be reached directly at 1-888-808-8055.

Norseman has also added to its Eastern sales team with the appointment of Brian Gibson as the GTA/ Southern Ontario construction outside sales representative.

“We are very excited about having Brian join our team, he will be a great addition,” said Pat Barry, Norseman construction sales manager. Brian will join Garry Widynowski, who is the manufacturers’ sales representative for Northern Ontario, Quebec, Maritimes and the OttawaGatineau region.

For more information, please visit www.norseman.ca.

The broadest selection of chipper/shredders in the industry.

Unleash the Power!

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!

Chippers and chipper/shredders

Bear Vacs

Log Splitters

Leo Brown

Brian Gibson

RENTAL RumbLES

Olah new GM of Operations at ABCO

George Olah has joined ABCO Equipment & Supplies Ltd. of Weston, Ontario as the company’s general manager of operations.

ABCO is a family owned business serving the construction industry since 1970.

ABCO sells, services and repairs a full range of equipment and the company is an active member of the Canadian Rental Association, American Rental Association, Toronto Construction Association and the Ontario Propane Association.

For more information, visit www.abcoequipment.com.

Steve Cronin joins Cavalier Industries

James Johnson, president of Cavalier Industries, is pleased to welcome Steve Cronin as the newest member of the sales team at Cavalier.

Cronin comes to Cavalier Industries with ten years of sales and rental experience and will be primarily responsible for northwestern Alberta, southern Alberta and southern Saskatchewan.

Selling product exclusively through a dealer network across Canada, Cavalier Industries provide local sales representatives who offer local personalized support.

For more information, please call 888-483-4843 or visit www.cavalier-industries.ca.

Skalkos joins Split-Fire Sales

Split-Fire Sales has announced the appointment of Chris Skalkos to the position of sales and marketing.

Many people in the rental industry know Skalkos as the former editor of Canadian Rental Service magazine. For 12 years he covered the equipment rental industry across Canada, visiting rental operators from coastto-coast. Prior to joining Split-Fire Sales, Skalkos was an account manager for Marketing Strategies & Solutions, an award winning marketing and communications firm in London, Ontario.

“I have made many friends and contacts in this industry right across the country while telling their stories in the pages of Canada’s premier rental industry magazine. During these interviews many people have told me that this business gets in your blood and keeps you coming back. Now instead of writing these stories I’m experiencing it first-hand,” says Skalkos. “Split-Fire Sales has a great reputation in the rental industry with a line of high-quality hydraulic wood-splitters and chippers that I have seen in many rental yards I have visited. I’m proud to be a part of a growing company with a long and successful history in the rental industry.”

Company president, Bert Vanderweerd, says Skalkos will be

bringing a unique skill-set to the company that he will employ immediately to assist the company’s sales and marketing efforts. “I have had the privilege of following Chris’ career in the pages of Canadian Rental Service magazine over the years and we are excited about the new opportunities this will present for us. We are growing as a company and we will be launching some new and innovative machines in the future. Chris will certainly help us bring those new products to market.”

General manager, Matt VanVliet, says that the rental industry is a primary market for Split-Fire Sales and he will be working with Skalkos to help develop a creative and successful marketing program specifically for rental operators. “Chris has a solid understanding of the rental industry from the perspectives of both rental operators and their suppliers. His hands-on experience in this industry has given him a unique insight into an equally unique industry.”

For more information, please visit www.split-fire.com.

Pat Paterson named Rental Rep of the Year by Dri-Eaz

Dri-Eaz has named Pat Paterson the Rental Representative of the year.

“Pat consistently demonstrates excellent customer service and dedicated sales efforts,” said Mark Wierda, senior account manager for Dri-Eaz. “She always provides the highest level of service to her customers and has a great sales record with us.”

Pat has been promoting Dri-Eaz products since 1990. A resident of Canada, she serves Quebec, Ontario, Newfoundland, Labrador, New Brunswick and Prince Edward Island.

“We’re honoured to have Pat represent us in the rental industry,” said Wierda.

Dri-Eaz confers the award each year to a rental representative that exemplifies the highest standards of customer service.

For more information about the company, please visit www.legendbrands.net.

Serious fire at Matt’s Rentals

A serious fire has severely damaged the building housing Matt’s Rentals, located on Yonge Street in Stroud, Ontario. The cause of the blaze that destroyed the business, as well as Atlantic Rust Control housed in the same building, is currently unknown.

Innisfil firefighters responded to an alarm in the building around 1 a.m. Thursday morning. No injuries have been reported, but the building itself was completely gutted.

Matt’s Rentals is a family run business owned and operated by Matthew Imboden.

The Canadian Rental Association will be releasing information on how fellow rental professionals can help in this time of crisis. n

George Olah

Steve Cronin

Chris Skalkos

Pat Paterson

Celebrating diversity

By Mike Davey

For Country Corners Rent-All, it’s how they’ve weathered the storm.

There’s a well-worn formula for weathering a recession or economic downturn with your business relatively intact. Diversify product lines and offerings, and reach out to as broad a cross-section of consumers as possible. In other words, don’t put all your eggs in one basket.

Multinational corporations are masters at this technique, with far-flung and diverse business interests around the globe. Of course, it’s a bit easier to manage when you have billions in capital assets, and can diversify by simply buying a company that looks good. But are there ways that a small business can do this?

Cam Darling has proved that you can. He’s the owner of Country Corners Rent-All in Exeter, Ontario. He got into the equipment rental game in 1999, when he purchased the company his brother Mark had founded in 1982. Almost immediately, changes were in the works.

The first was a move from its decidedly rural location outside of town, to a new location in downtown Exeter. A more centralized – not to mention more visible – location has helped the business to grow.

“It’s a better location with higher traffic,” says Cam. “Exeter is a hub for a lot of the smaller local towns. We’re still far enough out from major centres that the big guys don’t step on our toes, and we don’t step on theirs.”

The most easily visible sign of diversification at Country Corners Rent-All is the Arctic Cat division, started in 2004. While the business does rent ATVs, most of the business for that division comes from sales. It’s an area in which the business has exceeded expectations. Until recently, Country Corners Rent-All was the single biggest dealer in Canada. In fact, the company still is, but a new title has been added. The day before I visited the business, Cam had just received word that Country Corners Rent-All was the single biggest Arctic Cat dealer in all of North America. It’s very rare for a Canadian business located in a small,

Taylor Lightfoot helps out during the summer when school’s out. Country Corners

Rent-All has a strong family presence.

rural town to outstrip the big American dealers, who generally have access to a higher population base. What is even more stunning is that Country Corners Rent-All gained the top spot by a wide margin. The business sold nearly 50 per cent more units than its closest competitor.

“We’re proud that we’ve managed to become the top dealer in North America in just six years,” says Cam. “I give credit to our staff, and to our strategy of becoming involved in the ATV community.”

The Arctic Cat portion of the business had become so large that more space was needed. In October 2008, the decision was made to purchase the building next door, and move the

rental operation into that location. The Arctic Cat dealership now takes up the entirety of the original building, and includes a large storefront operation with ATVs, accessories and gear on display.

There is a rental element to the Arctic Cat dealership as well. In addition to their recreational purposes, ATVs have a lot of appeal to those working on large construction and other projects. Simply put, they go places trucks can’t, and can be much cheaper to operate when used simply for personal transportation.

“We’ve got seven ATVs on rent right now, for a solar farm project in Middlesex County,” says Cam. “The project itself is actually using hundreds of them. There is definitely a market for ATV rental, but it’s not necessarily something the average rental store can pursue. You need to be set up for it, with service, parts and accessories readily available.”

Although the Arctic Cat division is easily the most visible way that Country Corners Rent-All has diversified, the company has expanded its offering in other ways over the years. Fairly

recently, the company started offering a number of access and lift options.

“Up until three years ago, we never owned a lift. We only re-rented them,” says Cam. “By the end of last year we had 37 lifts. It’s been successful, in part because the safety requirements have grown so much. That market has just grown unbelievably.”

Country Corners Rent-All has also found success with the fairly recent addition of a Kioti dealership.

“We added it about three months ago, basically to become more diversified. We used to have a lot of lawn and garden, but started phasing it out in favour of the Arctic Cat, which was more profitable. The Kioti line is a step above lawn and garden rental. It’s certainly been more profitable.”

Country Corners Rent-All started as a family business, and it still operates that way today. Cam’s two nephews, Todd and Taylor, are employed there for the summer, while his brother Scott and sister-in-law Gabby are employed at the business full time. Pat, mother of the Darling clan, is also employed at the rental store. In addition, Cam’s wife Sandra has recently joined the staff, essentially to set up and administrate the company’s Internet marketing initiatives.

Currently the company’s website allows customers to shop online for a wide variety of ATVs and accessories,

Some of the team at Country Corners Rent-All. From left: Cam Darling, Sandra Darling, Chris Merner, Barb Krueger, Pat Darling, Kenny McNicol, Jamie Reis and Todd Lightfoot.

Kenny McNicol is the manager of the rental operation.

In addition to ATV sales and rentals, Country Corners RentAll carries a full line of tires, parts and accessories. The accessories, in particular, are a good way to keep customers coming back.

such as auger covers, brushguard bumpers and cargo boxes. Future categories for online shopping may include snowmobiles and utility terrain vehicles (UTVs), a sort of cross between a traditional ATV and a pick-up truck.

“It’s something you can’t ignore these days,” says Cam. “Especially with the Arctic Cat, a lot of our sales come from the online side of the business.”

Plans for future diversification are tentative for now, but include targeting more niche markets.

“The state of the economy has been really questionable for the last two years, so we’ll probably start to weed out lines that aren’t profitable or where there’s no growth,” says Cam. “That doesn’t mean there aren’t areas for us to grow, for example with specialty concrete saws. It seems like something that none of the big guys want to touch, so there may be opportunities for growth there.”

Ask Cam Darling what he thinks the biggest challenge facing the rental industry today is, and he’ll tell you the same thing a number of operators would: too many operators fighting for the same dollars. This leads to falling prices and shrinking profit margins. That’s not a situation that will promote a healthy industry.

“It sometimes seems like the big guys are so worried about turning that equipment over constantly, that they’ve slashed prices to the bone. It might work in the short term, but in the long term you’re looking at increased maintenance and more wear and tear for less profit. It might be better to charge a higher price and rent something twice, than to charge a much lower price and turn it over five times,” says Cam. “If you don’t want to get stuck in that, you’ve got to stand out with specialty product.” n

For more information on Country Corners Rent-All, please visit www.countrycornersrent-all.com.

CANADIAN RENTAL ASSOCIATION

President’s Message

By Andrew Paquette, CRA president

Are you good? Or great? I know, you think that you are pretty good, your shop is running along fine. There’s money in the bank, you can pay your people what they deserve and enough so they appreciate you and their job.

The bank’s up to date and you are looking forward to that extra two days you are planning in Las Vegas at The Rental Show. You can sit for a minute to have lunch at your desk or with the guys. It used to be that you always ate standing up at the counter, probably with a pop in your hand, eating from the canteen truck. Things are good. Good for you.

Now it’s time to get better, time to plan for the slower season, labour levels, purchasing, facilities management and maintenance. Look at the rolling stock and start planning. This stuff is all short term… three to six months. You don’t need help with this. It’s easy, because you know it.

Planned Improvement

Now, you have to start looking beyond, looking at how you can improve, grow and keep your quality of life at a level that provides with a long term future in this great industry and a healthy lifestyle.

Start by measuring your performance and keep writing down the things you do that either save or make you money. By writing them down you can refer back to that list any time.

Also use tools and benchmarks that are available to compare your operation to other in you revenue bracket. This is the way you will stimulate improvements in your business.

To find this information you need to get involved and do some work. Get involved in a BAG (Business Analysis Group). Make sure you fill out the Cost of Doing Business Survey the next time

it comes around. Plan to register for the full day “Financials” seminar taking place at The Rental Show. These services are all available through our association.

Greatness

We have all been touched by the passing of past-CRA president Doug Mitchell. Doug was never scared of dirty hands, and hard work. Doug was actively involved with our association and was always available to assist others. Our thoughts go out to his wife Janice, his children and family, partners and all those who worked with him in whatever capacity. Doug was a great Rentalman. n

Andrew Paquette, CERP, is the president of Bravo Rentals in Montreal. He serves as CRA President for 2010 and can be reached at 514-685-8000 or by email to andrew@ bravoparty.com.

Mot du président

Par Andrew Paquette, président de la CRA

Tout va bien? Tout est formidable?

Je sais que tout va bien pour vous. Les affaires roulent bien dans votre centre, vos coffres se remplissent, vous payez les salaires mérités à vos employés et ils apprécient leur travail et leur patron. Maintenant vous prenez le temps de dîner à votre bureau, assis, ou alors avec vos employés. Il n’y a pas si longtemps, vous n’aviez même pas le temps de vous assoir pour manger – tout était ‘sur le pouce’, avec une boisson gazeuse en main. Aujourd’hui, les affaires vont mieux. Tant mieux pour vous!

À présent, il ne vous reste plus qu’à améliorer ce qu’il reste à améliorer. Planifiez pour la saison morte… les taux d’embauche, les achats de matériel, la gérance du centre et l’entretien.

Gardez un œil sur les marchés boursiers et planifiez. Tout ceci est à court terme… de trois à six mois.

Commencez par analyser votre performance et écrivez dans un journal ou carnet toutes les choses que vous faites qui vous permettent en même temps d’économiser et faire de l’argent. En les écrivant, vous vous créerez un manuel riche en références que vous pourrez relire quand bon vous tente.

De plus, utilisez les outils et les repères qui vous sont disponibles pour comparer votre centre avec les autres qui sont dans la même tranche de revenus que le vôtre. C’est ainsi que vous stimulerez les changements à faire dans votre entreprise.

Pour trouver ces informations, vous allez devoir vous impliquer et faire un peu de travail. Impliquez-vous dans un group d’analyse des affaires. Assurez-vous de remplir le sondage de l’ARA ‘’Cost of Doing Business’’ (le coût des affaires) la prochaine fois qu’il sortira. Enregistrezvous pour une journée complète au

séminaire de ‘’Finances’’ qui se déroulera au Rental Show. Ces services sont tous disponibles au travers de nos associations. Nous avons tous été touché par le décès de notre ancien président de la CRA, monsieur Doug Mitchell. Doug était un homme qui n’avait jamais peur du travail difficile. Il était toujours très actif au sein de l’association et était toujours présent pour aider son prochain. Nous offrons nos pensées à sa femme Janice et ses enfants, sa famille, son associé, et tous ceux qui ont travaillé avec lui, quelque soit l’évènement. Doug était un véritable Homme de la Location. n

Andrew Paquette, CERP, est le président de Location Bravo à Montréal. Il est aussi président de l’Association canadienne de location pour l’année 2010. Vous pouvez le rejoindre au 514-685-8000; andrew@ bravoparty.com

FEATuRES

Good wood

By Mike Davey

Our guide to chippers and splitters

Wood chippers and log splitters are a little bit like heart surgery. When you don’t need them, you don’t think them about them at all. But when you do need them, there’s absolutely no substitute. Well, in some cases you could use an axe, but it’s inefficient and can lead to great sorrow, just like when you try to use an axe for heart surgery. It’s amazing how far you can stretch an analogy when you try.

All kidding aside, this truly is the season for wood. Below we’ve profiled some of the latest and greatest chippers and splitters available on the market today. As always, inclusion in this section does not constitute an endorsement by Canadian Rental Service magazine or its staff. Please take care and exercise due diligence before making any purchases.

Super Prof 2000 Eliet USA

www.elietusa.com

Eliet has developed and patented a new wood chipping system called the “Chopping Principle.” The technology takes advantage of the natural weakness of the wood to chip it into small pieces. The rotary cutting-blade system uses a series of fixed cutting blades to split open and cut off the wood in the direction of the wood fibres.

Each blade functions as a splitting axe. Tens of thousands of alternating chopping motions, using a special arrangement of cutting blades, split and cut the wood. This polyvalent system makes no distinction between solid wood and leafy yard waste. The patented Eliet Chopping Principle is also less susceptible to foreign objects. If, for instance, a stone enters the chopping chamber, the cutting blades will cause

the stone to ricochet off until it finds an exit along the calibration sieve. The company says the most significant advantage of the patented breakthrough ax style cutting blades is the ability to create a reliable chipping system that takes advantage of the natural weakness in wood to increase yield and reduce power, consumption, noise, and maintenance.

Model 490

Bandit Chippers www.banditchippers.com

Bandit’s newest chipper is a dropfeed style unit with a small footprint. The company says that several things distinguish the Model 490 from the typical hydraulic-feed chipper. The drop-style infeed provides a means of disposing of branches and yard debris, and is especially popular for homeowners doing annual yard cleanup. Because homeowner rental customers may be intimidated by a larger brush chipper, the company says the new Model 490 is perfect for this

market. This machine features an 18-horsepower gas engine and will process material up to 4” in diameter. It’s also available as a PTO-driven unit, useful for orchard pruning and chipping.

Beever M12R and M15R

Morbark

www.morbark.com

Morbark recently announced a number of design improvements to the Morbark Beever M12R and M15R Brush Chippers. The upgrades were based on feedback gathered from Morbark customers and dealers. The company says they offer considerable improvements to each unit.

eliminate the chance of cross contamination between fuel and hydraulic oil; and a separate fan chamber increases air flow with less “blow back” at the operator. These changes have increased the productivity of the Beever M12R, as well as the ease of operation.

Beever M15R enhancements include a larger diameter, four-knife drum with replaceable holders, split fuel and hydraulic reservoirs and a more ergonomically designed infeed. At 30”, the drum diameter is 40 per cent larger, and contains four knives, allowing for improved performance in larger wood and better wear life per knife. The knives are now located in replaceable knife holders eliminating the need to replace the entire drum when one holder in the pocket wears out. Modified positioning of the feed wheel pivot point and lift cylinders decrease dead space and necessary down pressure; and separate fuel and hydraulic tanks reduce the chance of cross contamination.

Key modifications to the Beever M12R include a reduced overall size, widened infeed, separated fuel and hydraulic tanks and the incorporation of a chambered air impeller. Shortening the machine length by 15” makes it easier to park and maneuver. The increased infeed width results in a 25 percent greater infeed perimeter opening making the feeding of branchy material less difficult. Separate fuel and hydraulic tanks

RG13

G.C. Duke www.gcduke.com

The RG13 is a self propelled walk behind stump grinder featuring a 13-hp Honda air cooled electric start gas engine 12 Rayco Super Tooth cutting teeth on a 14” cutter wheel. The unit is able to cut 18” below ground to 20” above ground. The cutting width and volume are unlimited, and the RG13 comes

PRODuCT FEATuRES

with a two-year warranty on the main frame and engine.

LS2526

Rayco www.raycomfg.com

The Rayco LS2526 log splitter is a heavyduty 25-ton powerhouse capable of splitting up to 26” logs. Powered by a 13-hp Honda engine it generates 25 tons of splitting force. According to the company, the 600 lb. hydraulic log lift takes all the work out of getting large diameter wood to the wedge. An optional six-way wedge is available for this unit.

Salsco 25 hp Industrial Brush Chipper, Uniquip www.uniquip.ca

The Salsco 25-hp Industrial Brush Chipper from Uniquip features a fourspeed feed directional control bar mounted at top and sides of the infeed hopper that can be accessed and operated from any position. No tools are needed to adjust the 360-degree swivel chute with adjustable chip deflector, and the swing-away feed roller housing, hinged flywheel hood and belt guard provide quick and easy access to bearings, clutch, belts, bed and key knives.

According to the company, precise placement of the four double-edged reversible key-knives delivers accurate knife-point location with no adjustment, and the 12”-diameter feed roller easily climbs over large limbs, helping to prevent material ‘kick-back’ at the operator.

The unit is equipped with full lighting system for brakes, license plate and turn signals and a sturdy towing hitch.

Split & Chip Split-Fire Sales www.split-fire.com

Split-Fire Sales has introduced its ‘Split & Chip’ combination package exclusively for the rental industry. The new ‘Split & Chip’ package combines Split-Fire’s 3255 wood-splitter and its heavy-duty 4024 and 4020 wood chipper models. together, they provide rental operators with a dual product offering..

The 3255 wood splitter is designed specifically for the rental industry. According to Split-Fire, its rugged yet simple design has been well proven in standing up to the demands of the rental industry. The Split-Fire 3255 wood splitter takes productivity to the next level by splitting in both directions.

The cylinder utilizes half as many strokes as a standard splitter as both pieces can be split on the return stroke. All Split-Fire wood splitters can be equipped with an optional hydraulic log lifter that can be used as a table when the lifter is in the upright position. The 3255 wood splitter can be towed or transported in the box of a standard pick-up truck. n

Go to www.conexpoconagg.com/intl for details on how to

Baby equipment rental

By Elizabeth Mooney DIVERSIFICATION

Considering niche markets can lead to new opportunities.

Sometimes necessity becomes opportunity. That’s the way things happened for Lesley and Shana Cherry, the co-founding sisters of Wee Travel. Lesley lives in Toronto, and her family comes from Vancouver, so in the first year of her son’s life she often travelled between the two cities. Lesley was lucky enough not to have to travel with baby equipment; it was all available through her family. She quickly realized that not having to carry all the equipment that goes hand in hand with a baby made the process of travelling with a baby far easier.

This realization led to a new rental business. Some quick market research showed them that although baby equipment rentals were a booming business in other countries, there was

nothing available in Canada. They happily stepped in to fill that void in 2004 and now have three locations: Vancouver, Victoria and Toronto.

Wee Travel was successful from the get-go, particularly impressive when you consider that the company was basically founded on the fly. It was started with a bit of market research, feedback that it was a good idea, and a website. There was no business plan, no staff, not even an office. It was run solely by the sisters despite both already having full-time jobs and children.

Lesley told us that they were lucky enough to be able to establish in a pretty low-cost way. “We created the website ourselves and purchased equipment on an as-needed basis.”

It also helped that getting the word out was actually pretty easy in the beginning. There was, of course, some standard networking, including calling local hotels to let them know about their

Is this the face of your new customer? Baby equipment rental has succeeded in major markets as a stand-alone business. Established rental stores may be able to add it as a sideline. Photo by Anna Davey.

service, but the biggest advantage was that it was a new idea. “It was a new concept and people were happy to write articles about us so we got a lot of free press.”

In terms of clientele, while there are certainly rentals from vacationing parents, there are also a number of rentals from places like relocation companies and film companies to accommodate cast and crew travelling with children.

Their reputation goes a long way to reassuring clients. Word of mouth has always been key to them, and in an effort to expand that reach, this year they joined “RatePoint,” a website that

DIVERSIFICATION

gives people the opportunity to review and rate businesses. In the six weeks since they joined they’ve had 58 reviews and have an average rating of 4.8 stars out of 5. It’s that kind of reputation that helps them to be successful.

There are no government regulations for baby equipment rentals, other than the standard safety regulations for the individual pieces. She told us that they make sure all equipment meets Canadian safety standards and they keep on top of things like recalls, so you can be confident you are always getting a safe piece of equipment.

with children there will always be a market for this type of equipment, and, according to Lesley, the biggest challenge these days is in getting the word out and letting people know it’s an option.

We asked Lesley how she deals with issues of liability and she told us that along with the rental agreement, each client must sign a liability waiver and it is up to the client to install equipment. To ensure the safety of their pieces, Wee Travel inspects each piece before and after each rental and will guarantee its departure from the standard procedure

Lesley Cherry is the co-founder of Wee Travel, a firm specializing in baby equipment rentals.

Regarding future expansion, Lesley said, “We don’t franchise per se; we have independent contractors, but are very choosey about who we will work with. We maintain a really high level of quality and service, and before we work with someone, we need to be absolutely positive that they will provide the same level of quality and service we do.” Location is also an important factor, as to be successful, you really do need to be in a major city or business hub.

Six years after opening, other baby equipment rental companies have come and gone, and, although now you can find baby equipment rental companies

The new Husqvarna K 760.

No other power cutter in the world is so packed with features that boost efficiency and reduce the impact on the enviroment as the new Husqvarna K 760.

This power cutter features the new Active Air Filtration™ system which allows up to one year of running time without filter service. Thanks to its X-Torq ® engine, the saw produces up to 75% fewer emissions and lowers fuel consumption by 20%, reducing its environmental footprint.

The K 760 is easy to handle due to low vibrations and the power-to-weight ratio enables the saw to be used full time, reducing operator fatigue.

The new Husqvarna K 760 is a further development of the popular K 750. Therefore it has a firm base of knowledge and experience built in, more than any other power cutter in the industry.

Husqvarna K 760. New performance you can trust – everywhere, every time.

Doug Mitchell: October 4, 1951 – July 29, 2010

We regret to announce that Doug Mitchell passed away unexpectedly at his home in Saskatoon on Thursday, July 29, 2010 at the age of 58. He was the co-owner of The Rent-It Store in Saskatoon.

He is survived by his loving wife Janice and their three children: Deanna (Chris) Schreiner, Greg (Michelle) Mitchell and Mark (Naomi) Mitchell, as well as his five grandchildren Justin, Brianne and Kyle Schreiner, and Cole and Beau Mitchell. He also leaves behind his sisters Sharon (Stan) Sopczak of Outlook and Heather (Marvin) Funk of Carrot River; his mother in-law Agnes Saunders of Prince Albert, sisters in-law Sandra (Richard) Reutz, Barb (Doug) Jackson, Gail (Gord) Lyons and brother-in-law Don (Delores) Saunders, as well as many nieces, nephews and friends. Doug was predeceased by his parents Sherwood and Elizabeth Mitchell, father-in-law Don Saunders and sister-in-law Myrna Doig.

Doug was born in Saskatoon, attended St. Phillips Elementary School, Holy Cross High School, and the University of Saskatchewan. He met his wife Janice in Saskatoon in 1970 and they were married on July 22, 1972.

He first began his rental career in 1974 working at The Rent-it Store. He

worked there for 36 years, eventually having the opportunity to become partners with Doron Broadfoot in 2005, as co-owners of The Rent-it Store on 45th Street in Saskatoon. Doug’s family and his work at The Rent-it Store were the two most important facets of his life.

Doug was also very involved in the Saskatchewan local, the Canadian Rental Association and the American Rental Association. Doug held many positions on the board of directors, including the position of President for the Canadian Rental Association and was instrumental in organizing the yearly Saskatchewan Trade Shows. He took pride in his work and was a very well-respected and well-known member of the rental community throughout North America.

“Doug Mitchell could be considered the consummate professional,” said “Bobcat” Brad Wiliams, during the eulogy he delivered at Doug’s funeral.

“Although his chosen profession was in the rental industry – it would not have mattered what business he was in, Doug would have excelled at it. That was because Doug was, first and foremost, a people person. He instinctively knew that once you looked after the people aspects of the business, whether it be fellow team members, or customers, all the rest would fall into place and the business end would take care of itself. Many co-workers and customers…consider Doug to be a true friend.”

If desired, donations in memory of Doug may be made to a charity of the donor’s choice. Arrangements are entrusted to John Janex at 306-955-1600. n

NEW PRODuCTS

Mistake Eraser from EDCO

EDCO Grinders eliminate the high spots, trowel markings, indentations left by rainfall and other imperfections involving new concrete slabs. Using a variety of accessories, EDCO Grinders quickly improve the existing concrete by removing deteriorated coverings, smoothing rough surfaces and preparing slabs for new overlays. EDCO Grinders are available in 11”, 22” and 36” working widths. According to the company, these easy-to-use machines, combined with EDCO diamond accessories, will generate high returns in a short amount of time.

New cordless rotary hammer from Hilti

Hilti has introduced the new TE 4-A18 cordless rotary hammer as the newest addition to the Hilti 18-V cordless tool platform. The TE 4-A18 is engineered with a powerful and efficient motor and when combined with Hilti’s CPC battery technology, the company says the TE 4-A18 drills more holes in concrete per charge than any other 18V cordless rotary hammer in its class.

Hilti CPC battery technology protects the battery, switch and motor for increased durability and longer battery life. This new cordless rotary hammer comes standard with a high-efficiency motor for longer tool life and productivity, as well as a drop-resistant housing to achieve maximum protection of the tool’s vital components. With the purchase of a TE 4-A18, Hilti provides professionals unlimited battery replacements for two years.

This new cordless rotary hammer is built with a keyless ”click” chuck, as well as a variable speed trigger for more operator control in all drilling positions. Two drilling modes: hammer-drilling and drilling only, increases the TE 4-A18’s versatility.

For more information, please call 1-800-363-4458 or visit www.hilti.ca.

Hilti. Outperform. Outlast. Hilti (Canada)

D & K Imports launches new line of wood folding tables

D & K Imports has announced the expansion of its product offerings to now include wood folding tables. Regular in stock items will include, 48”, 72” and 96” x 30” BanquetStyle and 48”, 60” and 72” Round as well as 60” Square folding tables. In addition, a full range of cruiser, or cocktailstyle, tables will be available.

“Since we started selling our DKI Reliable Brand of Blow-Mold (Resin) Folding Tables back in the summer of 2007, we’ve had numerous customers ask if we could also supply them with a good quality, value-priced wood folding table,” said Dennis Heathcote, co-president of D& K Imports Inc. “After investigating many potential suppliers we were finally able to source a great product that will not only meet, but exceed the needs of our demanding customer base.”

The company says the new DKI Wood Folding Tables will meet the needs of customers who appreciate the durability and maintainability of wood folding tables. With upgraded supports and heavy-duty steel legs, DKI Wood Folding Tables will provide the strength and sturdiness that customers are looking for.

For more information, please visit www.dandkimports.com.

TurfEx adds leaf pusher accessory

TurfEx has introduced the new TLP060 Leaf Pusher, an accessory to its Thatch, Groom ‘N’ Sweep package. The company says that when used in conjunction with this sweeper/dethatcher package, the leaf pusher maximizes the capabilities of a zero-turn mower while minimizing the amount of equipment needed to do multiple jobs.

At 60 inches wide and 27 inches high, the leaf pusher mounts to the top of the Thatch, Groom ‘N’ Sweep Package from TurfEx, and it is a popular accessory for moving large piles of leaves. Depending on the application, the leaf pusher can be used with either the brush or tine sections

NEW PRODuCTS

from the attachment package.

The leaf pusher also benefits from TurfEx’s exclusive Flex Hitch, a system for accommodating the ground contour. To minimize turf damage and eliminate gouging, this hitch allows the attachment to automatically pivot as the ground elevation changes from one end of the unit to the other. A lift kit is also available for raising the attachment off the ground when not in use.

For more information, please call 866-5TURFEX or visit www.trynexfactory.com.

Bosch expands laser range finder lineup to tackle longer distance applications

Bosch Measuring Tools has announced that the company will soon introduce two more additions to its award-winning lineup. The company is entering the long-range laser-measuring category with two laser distance measuring tools – the GLR500 and the GLR825.

Capable of quickly and accurately measuring in 11 different modes over extended distances (825’ for the GLR825, 500’ for the GLR500), Bosch’s new range finding tools are perfect for builders, architects, construction supervisors, building engineers, finish and trim carpenters, project estimators, inspectors, plumbers, electricians, appraisers and even police departments investigating accident and crime scenes. And, even over extended distances, both tools are accurate to within 1 millimetre (0.04 inch).

tripod mount or from the multi-functional extension pin, perfect for measurements from corners or inside channels. New to the GLR500 and the GLR825 is the capability of delivering 11 distinct types of measurements, versus seven modes on the GLR225 – length, area, volume, minimum/ maximum, continuous, indirect length, double indirect, combined indirect, stake out, trapezoid, multi-surface area and timed measurement. To help users keep track of all of those measurements, both tools have enough built-in memory to store up to 30 individual measurements and results.

With a maximum range of 825 feet, Bosch’s GLR825 features a 1.6x magnification viewfinder for precision laser sighting in long-range or outdoor applications, even in brightly lit environments. This feature is especially valuable for construction engineers and architects who routinely need to take detailed measurements on large projects.

As with previous models, such as the DLR165 and the GLR225, Bosch’s new laser distance measurers offer users the flexibility of measuring from one of four distinct points – from the front or back of the unit, from the integrated

The intelligently designed keypad puts the most common functions right at the user’s fingertips, while the large, illuminated display lets users easily monitor and keep track of all measurements, modes and calculations.

A glass lens and ceramic optics carrier are utilized for maximum durability. And both units, including their battery compartments, are IP54 protected against dust and water. Bosch’s GLR500 and GLR825 also feature rubber-padded surfaces to ensure a secure grip and to protect the units from damage due to drops. Bosch’s GLR500 and GLR825 come complete with a soft belt-loop case, a hand strap and four AAA batteries. Optional accessories include Laser View-Enhancing Glasses (DLA001) and a Laser View-Enhancing Target (DLA002). The GLR500 and GLR825 is available through authorized Bosch distributors nationwide. To find out more or to find a local dealer, users may visit www.boschtools.com or call 877-BOSCH-99. n

IN mEmORIAm

Suk

Dosanjh: April 29, 1967 – August 4, 2010

It is with great regret that we announce the passing of Suk Dosanhj. Suk had been a part of the rental business for many years, working at the Cat Rental Store in Langley, British Columbia, and recently as a director on the board of the Canadian Rental Association’s B.C. chapter. Suk passed away of a heart attack on August 4, 2010.

Don McEachern of the Cat Rental Store worked with Suk for the last six years.

customers, he did it better than most. Suk’s huge smile and larger-than-life personality was well known in the industry, and few that ever met him ever forgot him.”

Jim Clipperton is the president of the CRA B.C. chapter. He recalls Suk as a well-known and well-liked member of the industry.

“Suk was a dedicated sales professional with a strong work ethic and a passion for the business. He delivered a straightforward honest approach, never compromised his integrity or values for success,” says McEachern. “For an industry based on relationships and providing solutions for

Suk Dosanjh’s larger-than-life personality was well known in the rental industry.

“He was the kind of guy, as soon as he walked into the room, you knew you would be smiling or laughing in a few minutes,” says Clipperton. “He was great to have on the board, because he was great at getting people to come out to events.”

Suk is survived by his wife, Stacey, and their two children, Dylan and Hailey. Local rental professionals have started an education fund, and a number of donations have already been made. In addition, the proceeds from the silent auction held during the annual CRA B.C. golf tournament will be donated this year. Those wishing to donate to the education fund should contact Jim Clipperton at jim@nor-val.com. n