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E DIToRIAL: Beware the Bystander Effect Leaders do more than stand back and watch. by Patrick Flannery
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Canadian Rental Mart update
New to the 2012 Rental Mart: the first national ROOTY awards.
6
Industry News
Message from ARA candidates, CRA vice-presidential elections, Finning strike ends, Texada buys rental operator, Uniquip grows.
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Prime time for rental Bryan Baeumler and the CRA take the rental industry’s profile to the next level.
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TECH TIPS: Prepping for success
Help your customers prepare their garages properly for an epoxy floor coating.
18 CRA President’s Message Thoughts from deep in the hammock. By
Wayne Beckett
Software showcase Organize, analyze and super-size your business with these innovative software solutions.
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George’s Corner Auction tips from the man in the black hat. By George Olah
Don’t be a bystander
Iread once about a psychology experiment where a test subject (probably some hapless undergraduate student) was put in a room and told to fill out some meaningless paperwork. While he worked, the researchers started piping smoke into the room through an air vent: first a little, then gradually increasing the amount. Then they watched the student to see what he would do. His reaction was entirely predictable. He noticed the smoke in a startled manner, and watched in alarm as it increased. He fidgeted uncertainly for a while, then went to inspect the vent. Finding nothing helpful, he left the room to find someone to tell about the problem.
Then the researchers tried the same trick, but this time on a room full of many students. The difference was fascinating. What they found was that the subjects were amazingly reluctant to react. They would visibly notice the smoke, but then studiously ignore it while the room filled up. Only rare individuals would break out of the general apathy and take some action, but even this took much longer than it did with the lone subject.
This experiment has been repeated again and again, generating the same results with various numbers of people and various
ON THE WEB:
Terex buys Woodsman
Terex Corporation has entered the wood-chipper business through the acquisition of Woodsman, a Michigan-based manufacturer of wood processing equipment.
Subaru’s Peck dead at 59
Subaru Industrial Power Products suffered a great loss on August 10, when Jay Peck, longtime company president and respected industry veteran, passed away at age 59 after a brief and quiet battle with cancer.
CRA Manitoba ready for some football
The Manitoba CRA is inviting members to watch the Winnipeg Blue Bombers take on the Montreal Alouettes Sept. 30 in Winnipeg.
by Patrick Flannery
Unleash the Power!
kinds of emergencies, including emergencies where the crowd has reason to believe someone has been hurt. It appears to be a scientific fact that people in a crowd are much less likely to take action to resolve a problem than a person acting alone. Psychologists call it the Bystander Effect.
Even more interesting were the post-experiment interviews in which researchers asked people why they did nothing. The most common response was that they thought or hoped that someone else would do something, or that they thought nothing needed to be done because no one else was doing anything. The researchers called this effect diffusion of responsibility.
I think industries, which are really crowds of individual companies, can suffer from the Bystander Effect. Every business owner feels there are some elements of the business environment that should be changed: taxes too high, labour hard to find, government regulations nonsensical, insufficient investment in infrastructure – these are just a few examples. There is often little individual business owners can do to address issues of this kind but, in association, they can push for change. Yet only a rare few individuals get actively involved with the effort to change and improve things. These are the industry leaders, and they are usually the ones driving the relevant associations, while others stand numbly by, waiting for something to happen.
In the Canadian Rental Association, Canada’s rental operators have one of the most energetic and professionally run industry associations I have seen in 15 years of involvement with numerous different business sectors. Yet I sometimes hear concern about the level of participation in its elections. Considering what a tiny investment in time and effort it is to vote, and how important voting is to the active life of an association, this is unfortunate and mystifying.
There is nothing worse than trade magazine editors who take a hectoring or lecturing tone with their readers, and I don’t want to be one of those. You know best how to allocate your time, and you know best whether participating in the CRA reaps benefits for your business. My only hope is, if you do not vote, it is because of your conscious decision about time allocation or some other factor, and not a manifestation of the Bystander Effect. CRS
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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.
Manitoba CRA CFL game Winnipeg, Man. 8 www.crarental.org
Oct. 4 – 6
ICUEE
Louisville, Ky. 8 www.aem.org
2012
Jan. 13 – 14
B.C. Regional Trade Show
Surrey, B.C. 8 www.crarental.org
Feb. 5 – 8
The Rental Show
New Orleans, La. 8 www.therentalshow.com
Feb. 18
Atlantic Regional Trade Show
Location TBA 8 www.crarental.org
March 6 - 7
Canadian Rental Mart Toronto, Ont.
8 www.canadianrentalmart.com
March 17
Prairie Regional Trade Show
Saskatoon, Sask. 8 www.crarental.org
March 27 – 28
Quebexpo
St. Hyacinthe, Que. 8 www.crarental.org
LeTTe R fR oM The CAndidATe S
Dear ARA / CRA Member,
Each year the ARA National Nominating Committee selects two candidates to run for office as your next president-elect. This year, I am honoured to have been selected as one of those candidates.
I am sending this letter to hopefully receive your support in the upcoming ARA election. Let me tell you a bit about myself.
I am a third-generation rental operator and began working in our family business 25 years ago. I currently am an owner of our family business along with my sister, Kim, my brother-in-law, Dave, my mother, Albina, and my father, Bill. My entire family has been active in both the B.C. local associations, the Canadian Rental Association and the American Rental Association. We all have served the rental industry at different levels at different times and the relationships and friendships we have with other rental people has been the reason for our success in business. I have worked in the business since I was a small child and I do know what it is like to start from the ground up. My grassroots approach to our business also applies to my leadership style. I am direct, straightforward and no-nonsense.
Pedersen’s has been a member of the ARA since 1969 and over that time I have seen the rental industry grow and change. We have all as rental operators had our ups and downs over the years and with my 25 years of experience I feel I am equipped with the knowledge to lead the rental industry into the future. Our industry is made up of many small-business owners that demonstrate a willingness to help each other and exchange ideas. It is my opinion that exchange of knowledge is one of the ARA’s most valuable benefits. So much so that Pedersen’s used this benefit to expand our business into Seattle, Wash., in 2001. In 10 short years our small family business has more than doubled, with over 70 full-time employees in both countries. Our Seattle branch joined ARA as a separate member in 2009 and have benefited tremendously from the support of the Washington State Local and the ARA Insurance Program. With stores in both countries, I feel I bring a unique perspective to our association both internationally and locally and can approach issues with solutions that would be beneficial to all members. My involvement in both the B.C. local association and CRA national boards provides the foundation in all facets of the rental business that will enable me to be a strong leader for ARA membership in the future. I have been able to serve you in the following ways:
American Rental Association
• Region 10 director: 2009-2011
• Region 10 Nominating Committee chair: 2011
• Advertising and Marketing Committee: 2005-2006
• The Rental Show Task Force: 2002-2003
• Membership Committee: 2001-2002
• Party and Event Services SIG: 2000-2004
• Events Task Force: 1999-2000
• Next Generation member
Canadian Rental Association
• CRA executive committee member 2009-2012
• CRA president then chairman of the board : 2001-2003
• B.C. local president: 1994-1995
• B.C. national director 1996-2000 ARA members face many challenges as small businesses in the years to come.
Rhonda Pedersen
I would like to serve as your next association president and I believe my practical approach and experience has equipped me to help you face these challenges. Think of me as a hybrid candidate because I operate companies in both the U.S. and Canada and can also represent the interests of rental operators in both countries. I believe my fundamental understanding of both U.S. and Canadian cultures and economies helps make me a viable choice for president-elect. Your ballots should be coming shortly; please take the time to vote.
Sincerely,
Rhonda Pedersen
Candidate for ARA
president-elect
Rhonda@pedersens.com
Mike Blaisdell
Dear CRA Member,
My name is Mike Blaisdell, vice-president/general manager of Bunce Rental in Tacoma, Wash., and I have the honour of being nominated as a candidate for president-elect. As such, I felt it was important for me to contact you personally to tell you a little about myself and ask for your vote.
As vice-president/general manager, I direct three rental divisions with seven locations including: Bunce Rental (general tool/construction), American Party Place (party/ special event) and American Medical Rental and Supply (medical equipment rentals/sales).
I began working at Bunce Rental in March of 1978 as a sophomore in high school. Little did I know, that what started out as just a summer job, would evolve into a rewarding career. At the encouragement of Bunce Rental owners Jack and Mark Greenfield, I have been involved in our industry and the American Rental Association since 1984. Over the years, I have been active at the local, state and national association levels, serving on several committees and most recently as ARA Region Eight director.
My involvement serving on the ARA board of directors has clearly demonstrated the value of co-operation for a common goal and my experiences serving ARA at all levels have been invaluable. My diverse background in all segments of our industry (general tool, construction and party rental) allows me to understand and represent the needs of our members. I want to blend these experiences to give back to our association and raise the bar for our customers and our industry.
I have always enjoyed working with people and I am honoured and excited to run for the office of ARA president-elect. I have been blessed with a very supportive wife of 24 years, and have a daughter and a son. I am very active in coaching youth sports and my wife and I both support our community in several ways.
The ballots that will be mailed around July 21st from ARA will give you a brief description of my background and experience volunteering in our industry. You can also visit my Facebook page for more information about me: www.facebook. com/mikeforarapresident. Your vote will enable me to continue to help develop new member programs and services that meet your needs.
I appreciate the support of the association and it would be a pleasure and my honour to serve the members of the CRA and the ARA. Thank you for your consideration of Mike Blaisdell for ARA president-elect!
Please feel free to contact me at 253-472-3347 or mikeb@buncerental.com.
Sincerely,
Mike Blaisdell Bunce Rental
finning STR ike end S
Finning International announced that the hourly employees of its Canadian division, represented by the International Association of Machinists and Aerospace Workers - Local 692 (IAMAW), have approved a new fouryear collective agreement. The agreement covers approximately 700 hourly-paid Finning Canada employees in B.C. and the Yukon and expires on April 14, 2015. The agreement ends the work stoppage in B.C., which began on June 22. Employees returned to work August 2. The new agreement provides for annual wage increases of four per cent in year one, three per cent in years two and three and four per cent in year four.
VolVo Rents opens east Region office
Volvo Rents has opened a new east region office and appointed a management team to serve the eastern U.S. states and the eastern provinces of Canada. Russ Parisi, an 18-year veteran of the company, will oversee the operation as eastern region vice-president.
“This is a pivotal time in the market, with great opportunities for Volvo Rents’ further growth,” Parisi says. “The new office and management team adds further depth and breadth of experience as we intensify our push to capitalize on the economic upturn and expand upon our already strong network of company- and franchise-owned stores.”
The office will be located in Iselin, N.J.
Victor Guerreiro will serve as division manger for the Greater Toronto Area. He will be joined by division sales manager Nelson Tavares, region safety manager Sal Lombardo and region service manager Jerry Dohn.
eLe CTion feve R
Canadian Rental Association vice-president Ed Dwyer along with the Executive Committee have announced the candidates for 2012 vice-president. Jeff Campbell of St. Thomas Rent-All in St. Thomas, Ont., and Marc Mandin of 4-Way Equipment Rentals in Edmonton are letting their names stand.
Canadian Rental Association executive director Mandy Wellnitz has released a reminder to CRA members about the upcoming election. Ballots are due Aug. 19. Wellnitz said, “CRA rental store members (head offices only) should have received a ballot and return envelope to vote for the next CRA vice-president. Please take the time to show your support for the candidate of your choice, the association and the rental industry. Make your voice heard by filling out the ballot and returning it in the self-addressed, stamped envelope enclosed. All ballots must be received no later than Aug. 19 to be eligible. Ballots will be counted by the firm of Booke and Partners Chartered Accountants. Vote today! And don’t forget to fill out the ARA Election ballots you received also!”
UniqUip gRows sales foRce
With the recent arrival of David Latour as national sales manager, three new sales representatives have joined the ranks of Uniquip’s sales team.
Jonathan Quintal, who previously worked as an account manager for Manulift as well as for Ryder Truck Rentals of Canada, will take care of customers located in east Montreal, the South Shore, Monteregie and Estrie.
Martin Lavoie, who has been a representative for United Rentals for over 10 years, will cater to the customers of Quebec City and its surroundings.
Mike Gerein, a sales manager for six years with Flamand Sales and Rentals, will serve customers from Alberta and British Columbia.
TexAdA S ofTWAR e geTS inTo The R enTAL bu S ine SS
Texada Software has struck deals to buy two U.S.-based businesses for about US$11.5 million. The Guelph, Ont., company said it has bought Rolls Scaffold and High Reach Equipment, a southern California-based aerial equipment rental business, for US$10.7 million. The other acquisition is DixEquip, a Houston, Texas-based construction equipment dealership business, bought for about US$800,000.
“These transactions mark a very significant milestone for Texada,” said William Swisher, the company’s CEO.
“The board of directors mandated that we seek out the best strategic transactions for Texada to generate additional shareholder value and secure Texada’s future, and we believe the SoCal and DixEquip acquisitions represent a compelling platform to successfully achieve this goal. The vertical integration of Texada into the equipment rental and dealership space will be an added benefit for all the company’s stakeholders, including our existing customer base and valued employees.”
In another development, Texada also announced a nonbrokered private placement of up to 40 million common shares at 10 cents each to raise $4 million to help finance the U.S. purchases.
b ooTh SALe S b R i S k foR RenTAL MART
Canadian Rental Mart show organizers are reporting accelerating booth sales as the fall approaches. Ten new spaces were reserved in the two weeks before Canadian Rental Service went to press. Show sales manager Ed Cosman is predicting a larger show than last time with more than 210 booth spaces sold to 75 exhibitors. Only 35 spaces are left.
The Rental Mart has announced a deal with the Doubletree by Hilton Hotels, located across the road from the show venue, to provide a block of rooms for Canadian Rental Mart attendees. Attendees wishing to reserve a room in this block should visit www.canadianrentalmart.com and follow the link on the Location tab.
The first of the Rental Mart’s two seminars has been announced. Canadian Rental Service columnist George Olah will present Renting Safe and Profitable: How to Meet Your Safety Obligations and Still Remain Viable. Rental Mart seminars will take place in the Doubletree meeting rooms in the mornings before the show floor opens.
Jonathan Quintal Martin Lavoie Mike Gerein
Jeff Campbell Marc Mandin
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- 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)
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P R ime time fo R R ental
Baeumler helps the CRA build interest in rental.
Local CRA members are banding together to donate equipment and time to a project aimed at increasing the rental industry’s profile in the public eye. It is a marketing exercise that could create a surge in demand for equipment rentals among homeowners.
by Patrick Flannery
If you look at job descriptions, you might be forgiven for thinking sales and marketing are the same thing. Sales and marketing manager, director of sales and marketing, vice-president of sales and marketing – sales and marketing seem to have blurred together in the minds of many corporations to the extent that they are treated as the same activity. But they aren’t. Marketing is about creating demand. Sales is about fulfilling it.
The Canadian Rental Association seems to understand the distinction, and is taking some energetic action to help its membership with the marketing side of the equation. For many years, the association’s message was more geared toward the sales side. Keep your shop neat and attractive. Put on clean clothes. Answer the phones in a professional manner. Organize and streamline your billing and payment processes. All these messages were and are good advice, but they only help you once the customer is already standing in your store. The greater challenge is to get the customer thinking about equipment rental in the first place, and that is where Bryan Baeumler comes in.
Baeumler is the charismatic star of Disaster DIY and House of Bryan, two so-called reality shows on the cable DIY Network. Every week, over 200,000 Canadians tune in to watch Baeumler help some clueless homeowner renovate their home on Disaster. House of Bryan was about Baeumler’s demolition and rebuilding of his parents’ old house, which he was moving into. House has finished its run for the year, but House of Bryan II is being shot in Midland, Ont.,
where Baeumler is building a magnificent cottage on a beautiful northern lake. Both shows have audiences that rental store owners covet: middle-aged, well-to-do homeowners interested in renovating and upgrading their homes.
In February of this year, the CRA contracted Baeumler to make him its official spokesperson. The one-year agreement has Baeumler appearing in a series of short commercials on the DIY Network talking about the benefits of renting and advising viewers to use Rentalhq.com to find rental operators in their areas. He has also made appearances at some association events, and at the CRA booth at the ARA’s Rental Show.
As part of the agreement, CRA members near the Midland shoot are donating equipment for use on the show. Barrie Rent-All, Rentshop and SMS Rents have all been active in providing equipment, but Randy Turner of BestWay Rent-All in Midland has put forth a special effort to make sure rental equipment is featured prominently on the show. Baeumler’s crew often needs equipment on short notice and for indeterminate amounts of time. The worksite is an hour’s drive away from Turner’s shop, much of it over narrow back roads unsuitable for heavy trailers. Turner has to take the larger items to a sandy boat launch where they can be loaded on to a barge for transport to the site. CRA supplier members are pulling their weight, as well. Such companies as Kubota, Terex, Echo, Rentquip and Atlas Copco have loaned or donated equipment for the cause.
In return for all this effort and sacrifice, Baeumler is raising awareness about the
benefits of renting. “One of our messages to people watching the show is, you don’t have to own everything,” he says. “If you do a reno once or twice a year and if you need bigger equipment especially, you can rent it. If you need a jackhammer that you don’t have, or whatever it may be, you can rent it. A lot of people now live in downtown areas and they don’t have storage for wheelbarrows and sledgehammers and jackhammers and that kind of stuff. It is so easy to go down and rent what you need and return it when you are done.”
Baeumler is also showing how construction professionals like him can use rental equipment to improve their bottom lines. “For us especially as a construction company that uses a lot of equipment, you can make a capital investment in that equipment,” he explains. “But then you are making an investment to maintain it, operate it, train on it and replace it and take the depreciation on it. Or you can rent when you need it so it is not sitting in a warehouse parked somewhere and you
are paying for it when you don’t need it. Depending on the equipment and the application, renting larger equipment definitely makes sense for us.”
Maybe even more helpful than Baeumler’s direct comments are his experiences with rental equipment on the show. At one point in the shoot, Baeumler was using a rotary hammer to drill anchor holes in the natural rock on which the cottage is being built. Turner saw this and was able to point out that a rock drill would do a better job. He returned with an Atlas Copco rock drill, and Baeumler was able to get the job done much faster using far fewer bits. “That’s why you go rental,” Baeumler said.
Paul Everitt, CRA supplier director for eastern Canada, said he got the idea to find a celebrity spokesperson when watching TV after a national CRA board meeting where building rental awareness had been on the agenda. “Handing out coffee mugs with the CRA logo is not enough,” Everitt says. He knew he had to find a more powerful channel for the CRA’s message. Then he noticed
that every show on the DIY Network was using equipment that was probably rented, but none of the stars were talking about where the equipment came from. He brainstormed ideas with Jeff Campbell, the Ontario director, and Jim Freeman, one of the partners in Rentquip. Everitt and Campbell then formed a committee with Penny O’Sullivan, Ontario CRA secretary and Rhonda Pedersen, ARA Region 10 director, to pursue the idea. Rentquip sells Milwaukee hand tools, and Milwaukee and Baeumler have the same PR agency, Birchall and Associates, so the connection was made. Everitt went out to the site of the House of Bryan shoot, had a long conversation with Baeumler, and found the DIY star very enthusiastic about the idea.
The CRA’s continued involvement with Baeumler will depend on the outcome of discussions at the national board meeting this fall. But whatever happens, marketing initiatives of this kind cannot help but raise the profile of Canada’s rental industry with consumers across the country. CRS
BestWay Rent-All of Midland, Ont., has donated over $60,000 worth of equipment to the House of Bryan II set. Here, owner Randy Turner unloads Skyjack AWPs loaned by Rentshop.
i ntR o D u C ing the R oot Y
In 2012, for the first time,
Canadian Rental Service will recognize Canada’s outstanding rental operator
for 35 years now Canadian Rental Service magazine has been talking to and about the companies in Canada’s rental industry and the men and women who run them.
by PATR iCk FLAnne Ry
In that time, we have seen hundreds of great examples of innovative thinking, determined drive to succeed and conscientious care for the welfare of employees and customers that make this industry great. As part of our mission to create a conversation among Canadian rental operators and help the industry grow as a whole, we thought it would be a good idea to take special recognition of companies that stand as positive examples, and reward them for their dedication to the best principles of the rental business.
The result is the Rental Operator Of The Year (ROOTY) award. Starting at the 2012 Canadian Rental Mart, and at every Rental Mart thereafter, the ROOTY will be presented to a Canadian rental company that has demonstrated outstanding success, innovation and commitment to safety over the past two years. It will be presented to company representatives in a special ceremony on the floor of the Rental Mart, at the Canadian Rental Service booth. Any Canadian rental operator, from any sector, may be nominated, including operators from the equipment rental and event/party rental sectors.
A panel of five industry leaders will judge the awards according the following criteria:
SuCCESS
• Business growth
• Professional image
• Attractive showroom/yard
• Satisfied customers
• Community participation
A W A R D A W A R D
I NNoVATIoN
• New product offerings
• New business models
• Creative marketing and sales efforts
• Investment in maintenance and product upgrades
• Contributions to industry advancement and education
SAf ET y
• Commitment to training customers in safe use of products
• Commitment to safety training for employees
• Offering safe products and safety devices
• Investment in proper insurance coverage
• Commitment to environmental protection
A VETERAN PANEL
Canadian Rental Service is fortunate to have attracted four very prominent industry leaders to act as ROOTY judges.
Barry ghiglione has owned and operated the Handy group of companies in Saskatoon, Sask., since 1983. The Handy Group is a diversified rental business providing general and industrial tools, special events, portable washrooms, heating, drying and self-storage services. Mr. Ghiglione served as CRA president in 2001 and as a director in the ARA between 2003 and 2006, including two terms on the Executive
M EET THE ju DGES
Committee. He won the ARA’s Meritorious Award in 2008.
george olah has over 35 years’ experience in training, marketing and renting commercial appliances and equipment. He is presently the general manager of operations at ABCO Equipment and Supplies, a family-owned rental company. A former senior energy advisor to the Ontario Ministry of Energy, Olah helped draft provincial safety standards for propane and natural gas technology. Olah is a columnist for Canadian Rental Service magazine.
Jean-Marc turcotte owns Location Turbo Rentals in Montreal. He has been in the rental industry for 35 years, and rents a comprehensive variety of general use equipment. Turcotte won the CRA’s Rental Man of the Year award in 1995, 2000 and 2002, the ARA’s award for Outstanding Record of Achievement in 1990 and twice Quebec Rental Store of the Year. He has served terms as the president of the ALQ and as Quebec director for the national CRA.
Rhonda pedersen is vice-president of customer service for Pedersen’s Event Rentals in Burnaby, B.C. She has been in the party and event equipment rental business for 25 years and represents the third generation of Pedersens to run the company, which has been in business since 1949. Pedersen served as president of the national CRA in 2002 and is currently the Region 10 director for the ARA. Pedersen’s Rentals is a two-time winner of the national CRA Image Award, and Ms. Pedersen has won Region 10 Person of the Year and CRA Rental Person of the Year awards. She has also served on the International Special Events Society board.
R EC o GNI z E, oR GET REC o GNI z ED
Nominating a company for the ROOTY is fast, easy and free. Just visit www.canadianrentalmart.com and select the Nomination tab. Maybe there is a rental operator you have always admired and who you think deserves notice. Maybe you think it is high time that your efforts to run your business the right way were noticed and appreciated. Either way, the ROOTY award panel wants to hear from you. Good luck! CRS
Single-head surface grinders provide an ideal option for epoxy-coat prepping.
Remember when a garage was simply meant for parking that big family station wagon your parents had when you were a kid? We’re taking about an era when a garage was just a garage.
by Denni S VO n Ru D en, PReSiDenT, GeneRAL eQuiPMenT COMPAny
It was a place to park the car and maybe a spot to store the lawnmower, a few shovels, some tools and your dad’s tackle box.
As the modern home design has evolved, so has the garage. It’s come a long way from that dimly lit, crowded single stall. The modern garage is now much more than a place to park a vehicle. It’s become a bright, clean and spacious area, complete with big-screen televisions, stereos and well-stocked refrigerators. It’s now a social setting as well as a personal refuge from reality. It holds not only a car, but also bragging rights.
With a relatively small investment and a little effort, many look to spend some weekend afternoons adding to their homes’ value by upgrading the garage. They may paint the walls, upgrade the light fixtures, add cabinets or install organizational racks. But no matter what
they do to the walls, a drab concrete floor lies below. To complete their renovation, many wish to obtain a bright, attractive surface that they see in magazines or on TV. To do so, they turn to their local rental centre for the needed supplies and a little advice.
G RIND oVER MATTER
To many do-it-yourselfers, restoring the floor can be a bit more intimidating than buying a few gallons of paint or some light fixtures. Some may not know the best method of installing an epoxy coat, but when they reach the rental store, they look for two things: ease of installation and cost effectiveness. Fortunately, a rental centre can grant both wishes by recommending a low-speed grinder, a set of grinding stones and a two-part epoxy kit. With these supplies, a few
R ighT: Rent a surface grinder, get a floor that looks like this. What customer could resist?
tips and a dash of common sense, almost anyone can use this recipe to create outstanding results.
For prepping a floor, single-head surface grinders not only present a low-cost option to customers, but rental operations also benefit by the low initial costs and maintenance requirements. And compared to the more expensive and complex diamond floor grinders, these machines offer more flexibility. They operate from 15-ampere circuits, which are available in most garages, and their lighter weight allows customers to easily transport one, even if they don’t drive a pickup truck.
Surface grinders typically have a wide range of attachment options available, making them one of the most versatile products in a rental centre’s repertoire. While some might assume that diamonds are the superior attachment for properly prepping a floor, an inexpensive 10-grit silicon carbide stone is actually the best recommendation for do-it-yourselfers. The main advantage of diamonds is their long life, but a set of three stones can easily do up to two typical garages before they are discarded. When a set of stones costs around $10, it provides a much more practical option than several thousand dollars worth of diamonds.
Besides surface grinders, other prepping options exist, such as the use of acids to etch the concrete. This technique has been used for years, but along with the health concerns related to chemicals, disposal can prove to be a nuisance.
Furthermore, one should warn customers of epoxy coating manufacturers claiming that little or no preparation is needed. The allure of less work is tempting, but by putting in the extra work now, customers will be more satisfied in the long term. Improper bonding between the epoxy and concrete is the reason so many do-ityourself applications fail.
NoSE To THE GRINDING SToNES
Before putting their noses to the grindstone, many customers will have questions about their epoxy project. When they ask, it’s important to stress the prepping process, which is done to promote better adhesion. Just like painting a car or house, this step is crucial to the success of the project.
First, people should remove any oil
spots on the garage floor with brake cleaner. Then, they can reach for the surface grinder, which is used to open the concrete pores. The important thing to understand is that concrete is surprisingly like a sponge, absorbing dirt and other contaminates. Even new concrete floors may be too dirty for epoxy coatings and need to be prepped.
Diamonds wheels are intended to remove concrete quickly, but if a customer works too quickly, he or she may damage the surface.
To create a clean surface with the grinder, one must first penetrate the surface cap and then remove a minimal amount of concrete. There isn’t a universal number for the amount of concrete that must be removed, but very little needs to be shaved off before the pores are opened. In fact, with the exception of high spots in the floor, removing less than 1/32 of an inch from the surface will typically create ideal conditions. Remember, the goal is to have a clean floor – not a heap of concrete dust. When operating the surface grinder, customers should work slowly, being careful not to remove an excessive amount of concrete. This is another advantage of 10-grit grinding stones, which give inexperienced operators more control of the grinder. After vacuuming or sweeping the dust off the concrete floor, one can use water to ensure the surface is ready for an epoxy coating. Simply spread some water on the surface and see what happens. Within a short time period, it should penetrate the surface and begin to dry. If, however, the water beads up and does not dry quickly, the surface needs additional grinding. Several locations should
be checked before moving to the next step because water is much cheaper than redoing a failed epoxy coating. As a word of caution, water may work well for testing the surface, but one should avoid grinding wet surfaces. This will only create a slurry – and, not to mention, a complete mess.
PuTTING A CoAT oN
When customers successfully prep their floor and begin mixing and applying the first epoxy coat, it is important that they follow the manufacturer’s instructions closely. Some epoxies must sit for half an hour before application and be applied within several hours of mixing. People should keep notice of the limits, while still taking their time to apply an even coat. After applying the first epoxy coat, the customer should strongly consider a topcoat of clear epoxy or urethane. This extra coat increases the durability of the floor and significantly increases the light reflected off the surface, creating an impressive look. Before applying the topcoat, the first coat must set overnight, but while it is still wet, one may apply colour flakes or a custom logo of their favorite motorcycle, car or sports team on top. It will show nicely through the clear coat after it is applied.
BACk foR MoRE
No matter how well it is adhered to the floor, even highly durable epoxy coatings become worn and scuffed with regular use. Eventually, customers will return to their rental store with questions on removing and reapplying their epoxy coatings. Fortunately, they can rent the familiar surface grinder for removing the epoxy without the use of chemicals or the high risk of surface damage. After the epoxy has been completely stripped, the 10-grit grinding stones can be used once more to reopen the concrete pores, and the floor will be ready for another round of epoxy. The entire process of applying epoxy is extremely simple. With a small investment and a little work, people can transform their ugly, stained garage floor into the envy of the entire neighborhood. It all starts with proper prepping methods and, by offering a low-cost, single-head surface grinder, you can set your customers up for success. CRS
Summe R R ambling S
by WAyne Be C keTT, CRA PR e S i D enT
Ihave been in the rental business for 25 years now, and I have made a lot of mistakes and also some really good decisions. I just wish I had a better memory because I could have written a pretty interesting book about all the good and bad stuff that happened during that time. I wish I owned my own business because my new bosses might not see the humour in some of those bad things now. They say education is expensive. Well, I agree, because some of those mistakes cost me a lot of money. One thing about it: I did learn.
oN GooD GoVERNANCE
Is the Canadian government the only one in the world that has its act together as far as the economy is concerned? When you watch the news lately, if a dictatorship isn’t being overthrown by its people or a G8 country isn’t on the verge of bankruptcy, it is a slow news night. It really makes me glad we live where we do. Whether or not you like Harper, he must be doing something right.
oN THE u BIqu IT y of RENTING
Do you think the average person goes through a day without renting something? Could be a car, a movie, a parking space, office space, an apartment, bowling shoes, a water softener, a campsite, a cab or any of a thousand other things. When I owned my own rental business I always told myself that I would be a lousy rental customer because I liked to own whatever I needed. It was a good motivator to help me market and advertise my business to customers who thought like me.
oN THE RAT RACE
Why are we all so busy nowadays? We have all these things in our lives that are supposed to make our lives easier and more efficient but we seem to have even less spare time than ever. Maybe we just have too much to do or that we want to do. It can lead to stress, illness and time away from work, which really means that now you will have even less spare time while you catch up from being sick. Bottom line: don’t work too hard and remember to take some time off, too.
oN THE WEATHER
Wayne Beckett works for Flaman Sales & Rentals in Moosomin, Sask., a small community of 3, 000 and has been involved with the CRA for 25 years. He can be reached at 306-435-4143.
We all suffered through a very wet and cool spring season and now it seems the weather people may have it right, as we all seem to be in a hot, dry spell. What ever happened to normal weather patterns? Oh well, at least there have not been any really crazy storms like the ones that made the national news since the spring. Remember the fires in Alberta, the flooding in Saskatchewan and Manitoba and Quebec? Thank goodness we won’t see any of those again for another 300 years.
oN THE ELECTIoN
I hope all of you get out and vote for ARA president-elect, CRA senior vice-president and Region 10 director using the ballots coming in the mail to you. Voter apathy is a real problem among rental people for some reason. I don’t know why, because it is quite simple to do: open the envelope, mark the ballot, seal it and take it to the post office in the self-addressed envelope along with all your other mailings.
oN BAD CuSToMERS
Is it just me, or do bad customers come in bunches? Maybe it is good that they do so they do not ruin your whole day, just part of it. I especially like the ones who say the thing did not
par WAyne BeCkeTT, PRéS i D enT D e LA CRA
n ote S e Stivale S
Cela fait déjà 25 ans que je suis dans l’industrie de la location, et j’ai, depuis lors, fait plusieurs erreurs ainsi que pris plusieurs bonnes décisions. J’aurais aimé être doté d’une meilleure mémoire, car avec toutes les bonnes et les mauvaises expériences que j’ai eues en 25 ans de carrière, je pourrai écrire un livre assez intéressant. Je souhaiterais aussi être propriétaire de ma propre entreprise car je ne sais pas si mes nouveaux patrons verront d’un œil humoristique certaines de mes erreurs. On dit que l’éducation coûte cher. En effet, je suis bien d’accord, car certaines de mes erreurs m’ont couté beaucoup d’argent. Une chose est certaine : j’ai vite appris.
Su R u N BoN GouVERNEMENT
Le gouvernement canadien est-il le seul au monde à bien gérer son pays au niveau économique ? Quand on voit les nouvelles, si elles ne parlent pas d’un dictateur qui s’est fait renverser par son peuple, ou d’un pays membre du G8 qui est au bord de la faillite, elles sont plutôt calmes. Cela me fait apprécier encore plus l’endroit où nous vivons. Que vous aimiez ou non Harper, il faut dire qu’il gère plutôt bien le pays.
Su R L’oMNIPRéSENCE DE LA Lo CATIoN
Croyez-vous qu’une personne typique passe une journée sans louer quoi que ce soit ? Que ce soit une voiture, un film, un espace de stationnement, un espace de bureau, un appartement, des chaussures de bowling, un adoucisseur d’eau, un terrain de camping, un taxi, ou mille et une autre choses. Lorsque j’étais propriétaire de mon centre de location, je me disais souvent que j’aurais été un mauvais client en location parce que j’aime m’approprier des choses dont j’ai besoin. C’était une bonne motivation qui m’a aidé au niveau du marketing et de la publicité pour attirer les gens qui pensent comme moi.
Su R LA C ou RSE Au PRof IT
Wayne Beckett travail chez Flaman Rentals & Sales à Moosomin, S k, une petite communauté qui déssert 3000 habitants. il est actif dans l’Association Canadienne de Location depuis 25 ans. Vous pouvez le rejoindre au 1-306-435-4143.
Pourquoi sommes-nous tellement occupés de nos jours ? Nous avons tout ce dont nous avons besoin pour nous faciliter la vie et la rendre plus efficace mais nous avons moins de temps pour profiter des bonnes choses. Peut-être que nous avons trop de choses à faire, ou que nous voulons faire trop de choses. Cela peut mener au stress, à des soucis de santé, et même à devoir vous absenter du travail pour cause de maladie, qui en soit signifie que vous aurez encore moins de temps libre car vous devrez vous en servir pour vous rattraper dans votre travail. La vérité c’est qu’il faut éviter de vous surmener et de ne pas oublier de prendre un congé de temps à autre.
Su R LA MéTéo
Nous avons tous vécu un printemps très humide et plutôt frais, et maintenant il semblerait enfin que les météorologues aient correctement prédit la météo, car nous passons un été sec et chaud. Que s’est-il passé avec la météo ? Bien, au moins nous n’avons pas eu de graves tempêtes comme celle qui sont passées aux nouvelles ce printemps dernier. Vous vous rappelez des incendies en Alberta, les inondations en Saskatchewan, au Manitoba et au Québec ? Heureusement que nous ne reverrons plus ce genre de chose avant 300 ans !
Su R LES é LECTI o NS
J’espère que vous avez voté pour le prochain président de l’ARA, le prochain viceprésident de l’A.L.C. et le prochain directeur de la région 10 de l’ARA lorsque vous avez reçu vos bulletins de vote par la poste. Je ne sais pas pourquoi, mais l’apathie est très répandue chez les électeurs dans l’industrie de la location. Je ne comprends pas ; c’est tellement facile à faire : vous ouvrez l’enveloppe, vous cochez la case du candidat
de votre choix, vous remettez le bulletin de vote dans l’enveloppe préaffranchie que vous renvoyez par la poste, en même temps que votre courrier habituel.
Su R LES MAuVAIS CLIENTS
Suis-je le seul a m’apercevoir que les mauvais clients arrivent souvent par poignée ? C’est peut-être une bonne chose car ainsi ils ne gâchent qu’une partie de votre journée. J’aime particulièrement ceux qui reviennent avec l’objet loué en disant qu’il ne fonctionne pas donc ils refusent d’en payer la location. Alors pour vérifier si l’objet en question est en effet défectueux ou en panne, vous le faites démarrer et vous le testez devant le client. J’aime bien voir ces clients-là, l’air ébahi, qui se dépêchent d’essayer de trouver de nouvelles excuses pour ne pas payer.
Su R LES éTIqu ETTES PRêTà-Lou ER
Nous avons récemment commencé a utiliser les étiquettes prêt-à-louer de l’Association canadienne de location. Elles sont fantastiques ; pourquoi ne les avons-nous pas utilisées auparavant ? Je pense que ces étiquettes me permettront d’avoir un peu plus de temps libre aussi. Hourra !
Su R LE 50èME ANNIVERSAIRE
Du CHAPITRE oNTARIEN
Cet automne je pars en direction de l’Ontario afin de participer aux célébrations du 50ème anniversaire de leur association locale. Je suis sûr que ce sera bien amusant ; ils ont un groupe de bénévoles qui travaille très fort au sein de leur association. Et je suis sûr que parmi ces bénévoles, il y en aura qui auront l’impression d’avoir pris part active dans leur local depuis 50 ans. Vous êtes actifs dans votre association parce que vous faites un bon travail. Continuez, et merci pour votre dévouement et bénévolat.
Comme le dit si bien l’éditeur de notre journal local lorsqu’il écrit un article semblable à celui-ci, ‘’Allez-y, tournez la page, j’ai terminé.’’ CRS
Sof TWARE AS A SERVICE
8 www.orion-soft.com
Orion Software recently announced the launch of a new hosting service, SAAS (Software as a Service). The
launch will enable Orion Software to offer Sirius Pro software within a cloud environment along with the client suite of applications to provide a fully mobile solution. “Cloud computing is not a lease-versus-buy decision anymore, it is less expensive in the long term,” says Orion Software president and CEO, Patrice Boivin. “Cloud does not only offer a usage base and reliable
solutions, it also opens the door to completely new functions integrated in a fully mobile suite. You can now manage all your business from a pad.” With the ability to handle massive volumes of traffic and ensure consistent availability and uptime, Orion Software offers improvements to customers’ IT infrastructure by rapidly scaling operational efficiency, and by offering better quality of service and flexibility.
I NTEGRATED GPS 8 www.point-of-rental.com
The GPS integration feature in the latest version of Point-of-Rental Systems’ Dispatch Center is designed to put your dispatcher in the driver’s seat, providing the tools needed to succeed and allowing for superior customer service. Using GPS devices from TSO Mobile, along with a subscription to the data feed and the Point-of-Rental dispatch centre, your dispatcher can send stop-by-stop instructions or messages directly to your vehicles. The driver can view the stops on the display, hear turn-by-turn directions, and receive messages on the unit. The GPS unit transmits the arrival and departure time displaying real-time stop statuses and on-time reporting. In addition, reports may be generated to view vehicle speeds and routes.
ANCHoR SELECTIoN APP
8 www.hilti.ca
The Hilti Anchor Selector application for the iPhone puts anchor selection at your fingertips. Designed to assist professionals in choosing the best anchor for their applications, the Hilti Anchor Selector app is now available on iTunes at no charge. The first of its kind, the Hilti app allows users to browse and
choose anchors based on a variety of criteria, including load values, location, base material and baseplate geometry.
A Find Anchor feature makes searching for general information about a Hilti anchor easy and includes valuable information such as hole diameter, embedment depth, setting instructions and list of tools needed for installation. Using the My Favorites function allows users to save their searched or most frequently used anchors for quick reference in the future. Rental operators could find the Hilti Anchor Selector to be a valuable tool when consulting customers on a wide variety of construction projects. The Hilti Anchor Selector app can be downloaded from iTunes at www.us.hilti.com/iphoneapp. The app is compatible with
iPhone, iPod Touch, and iPad with software versions 4.2 or newer.
AuToMATE WALk-ARou NDS
8 www.lxe.com
EMS Global Resource Management has introduced the LXE Marathon field computer. The device runs Windows XP with an ergonomic form factor and multiple data input options. EMS says it can be used to automate walk-around inspections to increase ROI
for rental operators. Checkin/check-out, renter safety training, and upsell/cross-sell are just three of the processes that are more effective and efficient when delivered at the side of the equipment being rented, rather than in an office. The Marathon Field Computer offers rugged, ergonomic performance that makes rental businesses more productive and profitable when paired with @hand enterprise mobility software. The Marathon is designed to streamline unproductive steps within existing processes. Tasks that involve data input on paper forms or walking back to a PC to find data are inherently wasteful, yet most enterprises have been hardpressed to automate them. The Marathon is designed to put laptop computing power into a form a worker can use
anywhere. The computer weighs less than a kilogram and connects through an 802.11 a/b/g/n. It is powered by and Intel Atom processor. The Marathon offers multiple built-in data-entry options, including a seven-inch, outdoor-visible touchscreen, full QWERTY keyboard, an integrated fingerprint reader that doubles as a mouse and a high-resolution colour camera. SmartDock cradles allow one-handed undocking and user-friendly peripheral interfaces for both desk and vehicle setups. Additional accessories include a magnetic stripe reader, a 2-D imager and extended-life batteries for continuous eight- to 12-hour operation. All of these mount securely to the unit while maintaining and overall IP rating of IP65 for protection against dust and water.
NetSecure Technologies has launched a mobile payment solution in Canada called Kudos. Kudos is a service allowing small-business owners to start accepting credit card payments on the spot via swipe terminals compatible with desktops, laptops and smartphones (iOS, Android and Research
in Motion platforms).
Mobile payments have proven extremely successful in the United States, dominated by a startup called Square that provides a free service for credit card acceptance, charging users a flat rate for all transactions. This service has already been adopted by hundreds of thousands of small-scale merchants. Unfortunately for Canadians, Square is only available in the United States, leaving a vacuum for credit card acceptance for small businesses in Canada.
“Up until now, the Canadian market’s mobile payment arena has been virtually non-existent,” says McCann.
“Through the introduction of Kudos, NetSecure is bringing Square-style payments to Canada for the
very first time, making it affordable and convenient for small-business owners to start accepting card payments and growing their businesses.”
The Kudos credit card acceptance kit serves as a complete POS-in-a-box solution for small-business owners. Equipped with a swipe terminal, POS software and a merchant account, users can begin accepting credit card payments through their smartphones or laptops for a flat rate of 2.9 per cent per transaction, with no monthly or ongoing fees.
Kudos’ key advantages are no limitations on the number of transactions and the added benefit of compatibility with RIM platforms, such as BlackBerry. Kudos also implements full end-to-end encryption, ensuring security for sensitive data.
DRAIN CLEANING PRODUCTS
Systematic Rental Management (SRM) from Texada Software is a fullfunction 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 through maintenance to disposal. Streamlined workflow and improved efficiencies translate directly into benefits that positively impact your bottom line. Nothing risks revenue like making customers wait at the counter or on the jobsite. SRM offers reliable system performance and quicker contract generation, with fewer keystrokes, greater accuracy and less wait time. Professional database support and enterprise class system performance has been proven at single deployments of over 500 users and over 200 locations. Your customer’s business is constantly growing and changing, and SRM is designed to grow with the customer. SRM has been built around practical knowledge of the equipment rental business, utilizing best management features and functionality. The management team at Texada Software has operated and managed with some of North America’s leading rental houses comprising multiple divisions and significant fleets. Texada Software provides clients
with a partner that truly understands the tools necessary for success.
I NTEGRATES ALL IN foRMATIoN 8 www.xgensoft.com
Rental Manager from Xgensoft in Newmarket, Ont., is a total solution that addresses the time management challenges of those who own smaller and expanding businesses. It integrates all the information from rental administration, inventory tracking, and customer records into reports, organizational tools and marketing tools. Secure online payment processing, a seamless export of invoices and payments to QuickBooks, and an extensive reporting package provide the financial tools for daily and fiscal management. Organizational tools include an availability and overbooking monitor, a schedule calendar, kitting, maintenance tracking, cycle billing and bar code operations. All of this information is easily accessible from the main order screen to expedite the entire reservation, order and invoicing process.
Rental Manager 2 or 3 runs as a stand-alone or networked system on Windows XP, Vista or Windows 7 Professional, 32- and 64-bit machines. The 2011 release, written in Access 2007, provides faster data retrieval with significantly more simultaneous users accessing the data.
Solutions by Computer (SBC) has the inventory management solution for rental companies that want to gain rapid competitive advantages at an extremely affordable price point. Enfinity SaaS can dramatically reduce a rental company’s upfront costs and eliminate the need for a system manager in large operations by moving traditional server functionality to the cloud over the Internet. Repetitive maintenance tasks such as data archiving are handled automatically. Enfinity SaaS is sold on a subscription basis. It includes access to Enfinity’s latest range of rental applications introduced on Release 3.0, including Pull-for-Delivery order staging and change tracking; assemblies-enhanced kit capabilities for items that are often combined into a single rentable unit; but may also be rented separately, physical inventory-taking while open for business, with automatic adjustments to counts as transactions occur; and operational enhancements related to e-mailed documents; reservationstage revenues; on-screen shortcuts; and more. Awardwinning Enfinity software also provides intuitive tracking and processing of all rental transaction types, and can give end-renters the option of accessing their account information and reserving rentals through a secure Internet portal.
Windward’s RentalPOS is specifically designed to provide solutions for rental businesses, and is fully scalable to meet the needs of any size operation. Product features include rental history, easy access to rental equipment, easy up-selling, POS hardware integration, full costing, damage deposit handling, equipment notes and flexible rates.
PARTy RENTAL SofTWARE
8 www.rentmaster.info
With a range of flexible, easyto-use features, RentMaster allows users to finally have high-powered control over all rentals and schedules. Inventory can be organized with as many categories and subcategories as desired. Paperwork is simplified by having rental equipment and items for sale on the same invoice. Users can save time and hassle by entering multiple items with one single click. Orders are streamlined with real-time inventory availability checks. The customer database is easy to use, searchable by any field and simple to update on the fly. Custom order status values are available, including
Completely self-contained kits come with everything you need to apply our innovative product.
reserved, shipped, received and cancelled. The payments history allows users to quickly accept and record multiple payments with a full range of different payment options (check, cash, credit card and more). RentMaster handles special order discounts, customizable delivery types and customizable payment methods as well.
NoW oN I PAD
8 www.rmiusa.com
RMI Corporation has announced that its Advantage solution is now compatible with tablet computers and additional mobile devices. The announcement serves to add the Apple iPad to the list of devices supported by Advantage and RMI’s Help Desk Institute certified client
services team. The tablet compatibility service takes effect for all Advantage Cloud customers providing even more value to the Advantage Cloud solution with no additional cost to customers. This enhancement enables customers to log into their Advantage account from virtually any mobile device, offering users the opportunity to work from absolutely anywhere with access to all the same resources they have at their desk. Tablet computers, with their lightweight and spaceoptimized design, enable true mobility by eliminating the need to cart around or even own a laptop or netbook. Accessible features include but are not limited to: RMI Advantage Classic, RMI Advantage Role Centers, Microsoft Outlook, Microsoft Office, Adobe Acrobat, Microsoft Business Online Productivity Suite (BPOS soon to become Office 365), SharePoint, SQL Reporting and Customer Portal.
contI nued from page 18
work and do not want to pay for any or all of the rent. Then you test it right in front of them. When it works like it was meant to, I just love watching them scramble for a new excuse.
oN READy-To-RENT TAGS
We just recently started using the ready-to-rent tags from the CRA. They are wonderful; why didn’t we do this years ago? I think using them will allow me some more spare time, too. Woo hoo!
oN oNTARIo’S 50TH
I’m heading out to the Ontario CRA to help it celebrate its 50th anniversary this fall. I’m sure it will be fun: they have a good group of people out there who are doing a great job of running that local association. There are a few of them who probably feel like they have been on it for all of those 50 years, too. You are there because you are doing a great job. Keep it up, and thanks for your volunteerism.
As my local newspaper editor says when he puts one of these columns in his paper, turn the page, I’m done. CRS
G EORGE ’ S C ORNER
Sold! to the man in the black hat
by George Olah
ilike auctions, but some companies don’t, because of all the fees involved. They want to sell equipment on their own. But selling through your business to individuals can often be fraught with pitfalls. Buying and selling used has many inherent risks. First, no matter what you say and put in writing, many buyers of used equipment come back to the sellers of used equipment and complain about the utility of the item even though it was sold “as is.” Buyers expect a retail establishment like a rental company to give a warranty regardless of the fine print that says there is none. Bad feelings can be the result. Or the seller has to rectify and spend time and money fixing a piece of used equipment because he or she feels obligated. So where is the total profit in selling used?
On the other hand, auctioned items are definitely final sales. It really is caveat emptor. You can often inspect vehicles and equipment prior to an auction. In some instances, you can start an engine or turn on an electric motor. But most of the time you just eyeball items and use your own judgment to determine their shape and worth. You often see two or three individuals from a company attending an auction because you need to take experience with you or be ready to face the consequences. Many times, bidders seek out older models of equipment for muchneeded, hard-to-find parts. Even so, many bids are nothing more than a crap shoot.
When you use the services of an auction house, you are consigning your equipment to the auctioneer. No one really knows where the equipment came from in most cases. Don’t forget to remove your company labels and identification before shipping items to auction. It is acceptable and it is a must.
Auction houses can help you determine the market worth of your equipment. They can help advertise your products in local, provincial and national newspapers. In fact, auction houses can ensure maximum Internet exposure by posting auction dates, photos and details of products coming up for sale. And most auction houses have the names of thousands of potential buyers they can contact prior to the auction taking place.
The convenience of an auction service has a price. It is not uncommon for an auction house to retain a 10 per cent buyer’s premium (or even more) as part of its standard selling terms. Vehicles and trailers are subject to a PPSA (title) search prior to and after the sale to protect all parties, and this has a cost of about $60. As well, there are vehicle transfer fees. Lots of equipment selling over $1,000 is subject to additional administrative and handling fees averaging around two per cent, while lots selling under $1,000 is subject to a straight commission of 25 per cent in some cases. And don’t forget to add the dreaded HST. It is imperative you take these auction terms into consideration before consigning or buying.
Auction houses have many built-in rules to protect bidders from potentially unscrupulous consignors who may try to bid up the price of their items during an auction. I have heard of 20 per cent buy-back penalties for such consignors, and they are usually banned from making any further consignments.
Remember to bring your own stake truck or 53-foot reefer to take back all that treasure trove of items you claimed at the auction. Otherwise, you pay for shipping or even storage if you can’t take it with you immediately. And have your credit account set up in advance or bring that old shopping bag filled with cold hard cash if you are going to bid and win.
Once an auction is over, the consignee gets a rapid accounting of what was sold or not and at what price and the final cheque is usually issued in under three weeks.
At the end of the day, the auction process can provide a much-needed business channel for buying and selling. And quite frankly it can be fun and profitable at the same time. I love hearing the auctioneer bellow, “Sold to the man in the black hat!” CRS
George A. Olah has more than 35 years of experience in the training, marketing, and renting of commercial appliances and equipment. He is presently the general manager of operations at ABCO equipment & Supplies, a family-owned rental company located in Weston, Ont.
