CRS - September 2017

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SEPTEMBER 2017 Vol. 41, No. 7

6

4

EDITORIAL

Millennials are just like you and me, only smarter.

22 HANDLING THE POWER

Elmer’s review of the 2018 Chevy Silverado reveals control now trumps strength.

6

INDUSTRY NEWS

Sunbelt buys CRS, Cooper grows in the West, Farewell to Frank Whyte, Duron picks up Manitoba equipment dealers...

22

12

FRIENDS AND FAMILY

Troy Gray keeps Orangeville Equipment Rentals anchored in what matters most.

26

HEATER TECH TIPS

Three articles from GAL Power to help you understand and profit from construction heat.

12

16 AT YOUR SERVICE

Losing your phone shouldn’t have to mean losing your mind. by Russ Dantu

38

18 PAYING YOURSELF

Cutting cheques on the company account for personal expenses is not ideal.

38 HEATER SHOWCASE

Looking for great heat solutions? You’re getting warmer...

46

SAFETY FIRST AND LAST Shelves and racking can be a hazard. by Jeff Thorne

No mystery to Millennials

Just think of young people as smarter versions of yourself.

Still lots of expert talk about Millennials. No seminar program at a large event is complete without sessions telling us how to motivate them, how to retain them, how to find them and how to sell to them. What do they want? What do they like? One pictures a curious crowd of Baby Boomers peering through the glass at a captive Millennial in a zoo, wondering what it eats. We’ve been guilty of this here at Canadian Rental Service. Our August issue celebrating young rental people, ironically enough, attracted some blowback from Millennials who perceived a condescending tone to an expert article offering older business owners advice on how to handle them. I’d like to set the record straight regarding my own views. I don’t think the habits of Millennials can be all that exotic since they are, at the end of the day, simply young people. You know, like everyone was. Many of the complaints and observations I’ve read about Millennials are simply reruns of the same comments every generation has made about the one following. Compared to us, the young people are always lazy, irresponsible, intellectually shallow and focused on all the wrong things. Some of this is accurate, as young people are young people and by definition still have much to learn. And some of it is unfair and, dare I say, motivated by jealousy.

My observation of young people coming out of schools today is

ON THE WEB:

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by Patrick Flannery

that they are superior to people my age in almost every respect. Smart, good-looking and remarkably healthy emotionally. Fewer problems with law-breaking, violence and substance abuse. Better educated. They lack only experience. Yes, the period of adolescence has been extended in this age of plenty and few Millennials are as committed to mortgages, careers and families as some of us were at the same age. Is this a sign of weak character or greater intelligence? People today can expect to live almost 10 years longer than they could when I was in my 20s. It sure makes more sense to me to use that time to extend your period of freedom and fun when you are young than to extend your time in the retirement home at the other end.

Here’s a quote from Frank Martin, University of South Carolina head basketball coach: “You know what makes me sick to my stomach? When I hear grown people say that kids have changed. Kids haven’t changed. Kids don’t know anything about anything. We’ve changed as adults. We demand less of kids. We expect less of kids. We make their lives easier instead of preparing them for what life is truly about. We’re the ones that have changed.”

So if young people haven’t changed, why are business owners having such a struggle reaching them? It’s because the kids’ circumstances have changed and they are, as I opined above, smarter, better balanced and possessing a clearer sense of their own self-interest. They are not going to accept unpleasant working conditions because of some hard-work ethic designed to benefit the employer and not the employee. They are not going to sacrifice their experience today in order to get ahead at a company because they have no illusions about loyalty. They know they will likely jump from company to company for many years before settling into a long-term position. They don’t trust employers to reward loyalty with loyalty and they understand that the financial and economic conditions around a business will determine whether they have a job or not. And they have options.

Bottom line: they value their time highly and won’t be taken advantage of. Millennials are mostly the same as any other generation and want all the same things. They are just a heck of a lot better at getting them. CRS

INDUSTRY NEWS

SUNBELT BUYS CONTRACTORS RENTAL SUPPLY

CRS Contractors Rental Supply has entered into a unit purchase agreement to sell CRS to Sunbelt Rentals, the North American business of Ashtead Group, for $275 million plus a potential earnout. CRS is Sunbelt’s first acquisition in eastern Canada and will become Sunbelt’s operational platform in Ontario.

Steve Fay, chairman of CRS, said, “We are very pleased to be partnering with Ashtead and Sunbelt. Their culture, values and total focus on their people and customers is exceptional and perfectly aligned with CRS. The CRS partnership with Clairvest Group, which began in 2013, has been very successful and we look forward to continuing to provide our customers with industry-leading equipment and

STIHL LEGEND PASSES

service as part of the Ashtead team.”

Geoff Drabble, CEO of Ashtead, commented, “This acquisition is a significant next step in developing Sunbelt’s position in Canada and our first move into the important Ontario market. I look forward to welcoming all of the CRS employees who will be joining Sunbelt as part of the acquisition and to working with them to deliver on the major opportunities ahead.”

CRS was founded in 2000 by a group of industry veterans, and has developed and maintained a strong reputation for customer service in equipment sales, rentals and services. CRS has grown significantly and now employs over 400 people across 28 locations in Ontario.

Fred Whyte, former president of Stihl, passed away July 7 surrounded by his family at his home in Virginia Beach, Va., after a battle with an aggressive form of cancer. He was 70 years old. A Vancouver, B.C., native, Whyte began his Stihl career in 1971, working as a regional manager for Stihl American, the same company where his father had worked. Whyte moved up the ranks at Stihl in the U.S. and at the age of 34 led STIHL’s expansion and operations in Canada. In 1992, Whyte returned to the United States as Stihl president. During Whyte’s tenure as president, he led the company from a moderately known brand to the number-one selling brand of gasoline-powered handheld outdoor power equipment in America. After serving Stihl for more than 45 years and leading it for 23 years, Whyte retired and was named sole director and chairman of the board of directors for Stihl Inc. and influenced Stihl strategy worldwide.

“We, and the larger Stihl family, are very saddened by the news of Fred’s passing,” said Bjoern Fischer, president of Stihl. “He will be remembered for his extraordinary leadership, passion and personal connections he had with both his customers and his employees.”

In addition to Whyte’s service to Stihl, he was a well-respected leader of both the outdoor power equipment industry nationwide and the local Hampton Roads community. He served as chairman of the board of directors for the Outdoor Power Equipment Institute and president of the Portable Power Equipment Manufacturers Association. In 2015, the Virginia Manufacturers Association recognized Whyte with the Frank Armstrong III Service Award for his contributions to the Virginia manufacturing sector and the association. He was also named an honourary member of the Equipment Dealers Association. In 2016, Whyte was honoured by the Virginia Senate and House of Delegates with a joint resolution outlining his successful tenure with Stihl. He was a member of Old Dominion University’s board of visitors and served as rector from 2013-2014. He also served on the board of Children’s Hospital of the King’s Daughters Children’s Health Foundation. During his retirement Whyte stated, “I often say history is a great business teacher. And after working for more than four decades in this industry, I can confirm that substance wins out over style, every time.”

MORE WESTERN EXPANSION FOR COOPER

Cooper Equipment Rentals has announced it has acquired Alberta Lift and Equipment Rentals. Established in 2012, Alberta Lift is an equipment rental company focused on aerial equipment that services southern Alberta from its branches in Calgary and Lethbridge. The company has built its business through an uncompromising dedication to customer service. Alberta Lift offers quality, late model equipment that is supported by a highly experienced team of rental professionals. Justin Wharton, the president and co-founder of Alberta Lift, will assume a senior role with Cooper and will help grow Cooper’s business in western Canada.

“We are excited to strengthen our business in western Canada with the addition of Alberta Lift’s impressive team of rental professionals, top-notch equipment fleet and excellent branch facilities,” said Doug Dougherty, president of Cooper.

Darryl Cooper, CEO, added, “This acquisition broadens our presence in western Canada and allows us to bring the Cooper difference to customers throughout southern Alberta. We are pleased to add Justin to the Cooper team.”

Wharton commented, “Alberta Lift’s customer service philosophy aligns perfectly with Cooper’s and I am excited to have the opportunity to work with the fastest growing independent equipment rental company in Canada.”

IN THE GAME OF EFFICIENCY, WE SCORE BIG.

Step inside the spacious operator cab of the KX040-4G and fire up to 4 tons of top tier expertise and innovation. With rubber tracks for lighter impact on the ground, the KX040-4G tears into the dirt with a dig depth of 11’3”. It also comes equipped with our Eco Plus System, which gives you 9% fuel savings on tough digging jobs. Welcome to the big leagues.

ADELAND, MS&S, CELEBRATE 20 YEARS

A Canadian mainstay in industrial advertising and communications recently marked its 20-year milestone in London, Ont. Marketing Strategies and Solutions, led by Robert Adeland, turned 20 in July. When Marketing Strategies and Solutions first opened its doors in July, 1997, Robert Adeland was its sole employee. Adeland, who first came to London to complete his MBA program at the Ivey School of Business, had previously worked on both sides of the desk in the client/agency equation. After finding employment in his home town of Montreal and in Saskatchewan, he returned to London to manage marketing services for GM Diesel, then later moved on to support GM and other “big iron” accounts for a local advertising firm. With that background, he saw the opportunity to build a business of his own that focused on the needs of industrial and B2B marketers.

“Our clients are typically focused on the engineering and production needs of their company – marketing is new ground for them,” Adeland comments. “Our job is to help define their marketing goals and show them the way to break through to new customers and new sales.

Now, 20 years later, Adeland leads a tight-knit group of experienced professionals working closely to create effective solutions for clients throughout North America. While the heavy machinery business takes Marketing Strategies and Solutions far afield, Adeland is proud of the work his group produces for local businesses and charities as well.

“We see ourselves as an integral part of our community – of our social community as well as our business communities,” Adeland says. “We strongly believe in our obligation to make a positive contribution to the community, not only through donations of our time, knowledge and energy, but through the values we represent in the work we do every day.”

“That’s our story,” adds Adeland, “and we’re sticking to it. Maybe for another 20 years!”

Marketing Strategies and Solutions works with rental stores and suppliers such as North America Traffic and Sommers Generators.

DURON BUYS MANITOBA BOBCAT DEALERSHIPS

Duron Equipment has expanded its dealer network with the acquisition of Bobcat of Central Manitoba in Winnipeg and Bobcat of Eastman, formerly known as Bobcat of Central Manitoba–Steinbach, in Steinbach. The acquisition establishes Duron Equipment as a provider of Bobcat equipment to all but the southwest portion of Manitoba.

“Bobcat of Greenvalley has been a Bobcat dealer in southern Manitoba for 13 years, and we’ve had great success representing and growing the Bobcat brand there over the years,” says James Wiebe, general manager for Duron Equipment. “A solid team of dedicated employees, a loyal customer base and an excellent brand all played a factor in acquiring our new locations.”

Bobcat of Eastman and Bobcat of Central Manitoba were purchased by Morden-based Bobcat of the Pembina Valley, formerly known as Bobcat of Greenvalley, to form the new enterprise, Duron Equipment. All three dealerships will continue to serve as authorized sales, service, parts and rental providers of Bobcat equipment.

“Our vision has always been to be the premier construction dealership in Manitoba,” Wiebe says. “We provide only the best compact construction equipment to our clients, with a knowledgeable, hands-on sales team. We back it with the best aftermarket service and support in the province. We want to look after our clients long after the sale. We guarantee a ‘break-down’ machine to use while yours is in for repairs, and if we don’t have the parts, we will do whatever it takes to get them. Being able to provide an extensive rental fleet, including nearly every Bobcat attachment, is a huge benefit. All these aspects combined is why we believe customers are drawn to our dealerships.”

Duron Equipment’s main customers include those in the agriculture, construction and landscaping markets as well as municipalities.

NEW LEADERSHIP AT WACKER NEUSON

The supervisory board of Wacker Neuson SE has named the successor to Cem Peksaglam, CEO, whose contract expired in August. Martin Lehner, formerly CTO and deputy CEO, has been appointed to the position. Lehner will take on the role of CEO of Wacker Neuson SE. He has been a member of the executive board for 10 years, and responsible for research and devlopment, procurement, production and quality at the group level. Before the merger between Wacker and Neuson in 2007, Lehner was already a member of the managing board of Neuson Kramer Baumaschinen AG and subsequently head of the board. With this appointment, the executive board of Wacker Neuson SE will comprise three members. Wilfried Trepels, CFO, is currently responsible for finance, auditing and IT, and Alexander Greschner is responsible for sales, service, logistics and marketing.

Martin Lehner

At Doosan, we do more than engineer products. We engineer solutions. Robust compressors that weather the harshest conditions. Generators and light towers that match innovation with efficiency. Unrivaled service and support, day or night. That’s the way we’ve operated for over 100 years, and the way we’ll do business for decades to come. AIR COMPRESSORS / GENERATORS / LIGHT TOWERS

AEM ELECTS TWO NEW DIRECTORS

The Association of Equipment Manufacturers has elected Philip Kelliher, vice-president for the Americas and Europe of the distribution services division of Caterpillar, and David Thorne, senior vice-president of worldwide sales and marketing for the construction and forestry division of Deere and Company, to the AEM construction equipment sector board to fill unexpired terms. AEM is the North American-based international trade group representing off-road equipment manufacturers and suppliers, with more than 950 companies and more than 200 product lines in the agriculture and construction-related sectors worldwide. Association officers and directors work on behalf of all member companies, giving their time and talent to provide strategic direction and guidance for association action in areas including public policy, market data and exhibitions, as well as technical, safety and regulatory issues, and education and training.

“AEM benefits from the support of our member companies and the leadership talents of our board members, who are selected to reflect an industry cross-section,” said AEM president, Dennis Slater. “Their dedication helps ensure association programs continue to meet member and industry needs, and we welcome Phil and David’s knowledge and participation.”

Thorne has worked for Deere since 1997, holding management, sales and marketing roles. His career includes director of Deere and Company corporate strategy in 2011, president of John Deere Water in 2012, and director of worldwide marketing and support for the construction and forestry division in 2014 before taking his current position in 2017.

Kelliher joined Caterpillar in 1994 and has held marketing and managerial positions. He began his career in Australia, focused on agriculture, construction and mining. He has served in Latin America and was part of the company’s global mining division formation. In 2015 he was named vice-president of the Americas distribution services division (which soon became the Americas and Europe DSD).

MOBBS TO LEAD DEUTZ REMANUFACTURING

Deutz Corporation has chosen Joey Mobbs to be the new sales manager for the company’s Deutz Xchange remanufactured engine division. He will report to Grant MacNeill, director of service sales for Deutz.

“We’re excited to see Joey move into this new role,” said MacNeill. “The relationships he’s developed with our dealers, distributors, OEMs and fleet customers have uniquely prepared him to take on this challenge.”

Mobbs has been with Deutz since 2011. His first position was in the warranty/service department where he assisted with claims processing and completion. From there, he moved into a position as a corporate trainer, providing classroom hands-on training to national rental companies, fleet organizations and OEMs. Since 2014, Mobbs has been an OEM account manager for all national rental companies and fleet organizations in the United States, as well those airlines using Deutz-powered ground support equipment.

“Taking on this new position seems like a natural progression in my career with Deutz,” said Mobbs. “I really enjoy assisting our customers with their service needs. However, my background is in sales and I feel like this move to Deutz Xchange will also draw upon those skills, benefitting both my career and the Deutz Xchange program.”

Each Xchange engine goes through a 300-point reconditioning process according to its original blueprint specifications. When reassembled they are brought up to the latest stage of technical development and inspected to ensure they meet precise specifications.

“The need for remanufactured engines has continued to grow,” Mobbs said. “Our Xchange program fills a unique niche by helping OEMs and their end users enjoy durable, quality engines at a lower cost.”

NEW AFTERMARKET PARTS CENTRE FOR JLG

JLG Industries opened its new east coast parts distribution center in Atlanta, Ga., earlier this month. The 316,000-squarefoot distribution center will stock more than 65,000 SKUs. The parts offering from this facility will include all products from the JLG Genuine, JLG Reman and MaxQuip lines. All available parts can be shipped next-day delivery in North America. The new facility began shipping parts on July 5 to select areas. Shipments from the Atlantabased PDC will ramp up over time, with the expectation that it will be fully operational by mid-September. Customers will continue to use JLG’s Online Express customer portal or retail order hotline to place parts orders for new or remanufactured JLG and competitive-make parts. Orders will be shipped from the nearest JLG parts location directly to the customer. Shipping options remain the same.

Philip Kelliher

Joey Mobbs

A LEAP TAKEN

Managing growth the main challenge at Orangeville Equipment Rentals.

When Troy Gray was a young teenager, his family owned a grocery store. Growing up, he always knew he could eventually take over the family business if he wanted to. But that type of career simply never appealed to him. He was looking for something different — something that spoke to and excited him.

by LINDSEY MCCAFFREY

“Working in grocery and retail wasn’t really for me, despite being born into it,” he recalls. “I felt I was missing out on something.”

That “something” was a completely different environment than bakeries and fresh produce: an environment that involved trucks and large equipment like excavators and tractors. “When I was younger and used to look at equipment working in the fields, it felt like I was looking at angels,” recalls Gray.

Clearly, his future was destined to head in a different direction.

AN OPPORTUNITY ARISES

In the late 1990s, Gray’s father sat down for coffee with the owner of a small equipment rental company in the Orangeville, Ont., area.

“My dad had known the guy since grade one. He asked my father if he wanted to buy his business,” says Gray. “The owner was kind of joking, but my dad responded that he knew ‘a couple of boys’ that would be interested in taking it over.”

Gray’s dad was thinking of his own two sons: especially Troy, a self-professed equipment enthusiast, who was driving trucks for a couple of companies at the time and who had recently expressed an interest in owning his own business in that industry.

“When my dad came to me, telling me to go talk to the owner about this chance, it really felt like a dream had come true,” Gray says about the newfound opportunity. “It was pretty exciting; I jumped in with all hands and feet.”

And so, in 1999, Gray bought the business along with his brother.

GROWING THE BUSINESS

When the Gray brothers first purchased Orangeville Equipment Rentals, the business was quite small, renting out only skid steers, a couple of excavators and a wood chipper.

But the business evolved quickly, especially as the brothers began purchasing and renting out an increasing amount of large equipment.

“We were working Monday to Sunday for the first five years and there was such a demand for us to grow. That’s when we started to prosper,” Gray recalls.

Pretty soon, the company had grown from two to four trucks, and from three to eight employees on the floor.

Now, with OER in its 18th year, Gray is the sole owner of the business, having bought out his brother’s side just two years ago.

Today, OER continues to serve a wide range of customers including homeowners, landscapers, electricians and home builders — all within approximately a 50-mile radius of Orangeville.

Gray credits a great deal of his success to his wife of 20 years, Lisa. “I could never have done it without her,” he says. “She’s stood beside me right from the start.” Gray says he’s very conscious of the need to strike the right balance between the business and family life. “You can’t get away with that workaholic stuff in this day and age,” he says. “My family is the most important thing.”

A WIDE RANGE OF PRODUCTS

OER’s products include many well-known brands including Bosch, Cat, Stihl, Honda and Bobcat.

While the business originally started with

Unusually for a small store, Orangeville Equipment Rentals keeps two staff on the counter at all times to prevent callers from ever having to go on “hold.” Staff greet most customers through the door by their first names.

larger equipment (bulldozers, excavators, forklifts, and tractors, for instance), it has since added a number of smaller tools to its list of product rentals. Customers can choose from a long, diverse list including air compressors, small compaction equipment, tools for concrete and masonry jobs, drywall accessories, floor tools, generators, heaters, ladders, tools for lawns and gardens, levels, pressure washers, and more.

(Fun fact: OER even rents out a popcorn machine!)

Offering the smaller things has proven to be very good for business, as OER customers often need both larger and smaller equipment for their projects.

Moreover, says Gray, “Four cut saws can rent out in one day, generating almost as much money as a small excavator. However, a small excavator costs $30,000 to buy, while the cut saws are only about $1,000 each. Plus, the smaller items are easier to handle, so the customers can come and pick them up and bring them back. We don’t have to deliver them, which saves us time.”

Strong demand has forced Gray to steadily increase his fleet year after year, diversifying his offering as well as adding units. His repair team makes sure all the returned equipment is quickly ready to rent.

As for Gray’s favourite thing to rent out? “It’s got to be construction forklifts,” he says. “They go for long-term rentals, they don’t get abused or take on as much wear and tear so they last forever, and you always get good money for renting them out.”

OER’s aerial division is also very popular with customers. The business frequently rents out indoor electric booms, rough terrain booms, towable booms, as well as scissor lifts to home builders and electricians.

In addition to renting equipment, OER offers custom repair as well as floating services. “We do quite a bit of floating for our customers,” says Gray. “A lot of people don’t have their own means to move the larger equipment, so it’s an additional service we can offer, to make their jobs easier.”

AN UNEXPECTED SUCCESS

For the last 10 years, OER has also been renting out containers and storage space. People in the midst of moving can call OER who will then set a container in the customer’s driveway.

Customers can put all their belongings in the container and OER will then either deliver it to a new location or store it on site.

“This container side of the business kind of grew without us even realizing it,” says Gray. “It’s like Elvis Presley who once picked up a guitar without knowing he was going to be a superstar. This success just kind of fell in our lap.”

When OER first started dealing in containers and storage, they began with only two or three containers. Today, the business has just under 100 containers, with 99 per cent of them currently spoken for. Meanwhile, OER continues adding about 10 new units every year to its collection.

KEY TO SUCCESS LIES IN CUSTOMER SERVICE

Now that the business is almost 20 years old, Gray explains that OER’s success is all about the team’s commitment to customer service, and focusing on creating

return customers.

“When it comes to servicing our customers, we go over and above the call of duty—even if it’s not in our job descriptions,” he says. “We all wear many hats. For example, I’m not just the owner, I get involved every day with customers and servicing and quality assurance. And if we’re overextended on our deliveries, I or one of my phone guys can help deliver the machine, which allows the customer to get to work right away, without delaying their project.”

Gray also attributes the business’ success to consistency, which results in return customers. “We make our return customers our top priority, no matter what,” he says. “We get them coming back because we provide them good service, reliable and new equipment and we educate them as best we can on the products they’re renting from us.”

Moreover, “We don’t make them wait for service; I used to have one phone guy

downstairs in the lobby, but now I have two so nobody ever has to be put on hold. That makes a difference. And if the customer can’t understand our instructions over the phone, we will send them a tech guy to help them understand the machine they’ve rented. We do what we can to keep them happy and focused on the job they need to do.”

Gray also emphasizes the importance of employees “keeping their cool” when dealing with customers.

“My policy is that, when dealing with the public, we’re sometimes going to have to communicate with challenging people. They might be frustrated or upset because they don’t know how to run a piece of our equipment, and sometimes they may lash out at you. My policy – and my policy for the entire business – is to never, ever lash back. After all, these are the people who are paying your bills. I tell my guys that, bottom line, the customer is always right and we will do whatever we can to help them. That’s what keeps them coming back.”

MOVING FORWARD WITH OER

As for the future, Gray plans to continue growing Orangeville Rental Equipment. The current location will remain where it is, but he is also considering adding a new location eventually. He also hopes to extend his sales by about 40 per cent within the next 10 years.

Gray acknowledges that growth requires much more investment, including purchasing a lot more equipment, and hiring new staff. He hearkens back to hard lessons learned when he and his brother first started out with the business in 1999.

“In our first five years, we had such a heavy growth that we almost sunk our boat by buying more equipment,” he says. “Back then, we personally guaranteed everything with the bank and tried to get as much leeway with the bank as possible. I do believe a slow and steady growth is a little healthier. There is a procedure to do this properly. That said, sometimes to grow and become more efficient as a business requires taking a leap of faith.”

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Hung up on hold

Be mindful of customers’ time on the phone.

by Russ Dantu

Losing your phone is the worst. Here’s the story of my attempts to deal with a lost phone on a golfing trip.

I borrowed a phone from one of my buddies to call my cell phone service provider to see if they could put a block on my phone in the event someone had found it, but I still wanted to allow calls to go to voicemail. After trying to navigate through their 432 voice prompt options, I finally found a live voice. A lady with a thick, southern accent came on the line and said she would do her best to help me.

As luck would have it, this lady was fairly new (can you hear my sarcasm?). She was honest with me by letting me know she hadn’t tried to block a phone from being used while still allowing it to receive voicemail, but figured it sounded logical so she put me on hold to find out what she could do. You know when you get an annoying tune in your head and it stays there all day until it drives you bonkers? I believe this company wanted to use the power of repetition to drive home their message. “Welcome to ABC Company! Your call is important to us. We’ll be right back to help you!” Do, do, da, da, doop, da doo...” This repeated itself about every ten seconds.

At 23 minutes and 18 seconds, she came back on and said, “Sorry for the wait. I am trying to find someone to help but no one here really knows what to do. ” Wow, that’s what I wanted to hear! Surely I am not the first person with this conundrum. With today’s technology, I thought this was a simple request. As I begged her not to leave me on hold for another 25 minutes because their little blurb and music was going to make me jump from the third floor balcony if she did, she promised me she would be back sooner than last time.

She did keep her promise. Another 22 minutes and 37 seconds passed before she came back. This experience was trying my patience, to say the least. She said she had blocked anyone from using my phone and that if I found it, just phone back in and they could change it back. They weren’t able to allow calls to come through so if someone called to speak with me or leave a message, it would tell them, “The phone number you

are calling is no longer in service.” Are you kidding me!? “No, no, no! Please reverse that now. I cannot have that happen as I may lose clients if they cannot get hold of me and it says that!”

“Sorry sir, my system has frozen. You’ll have to call back later. Is there anything else I can do for you today?” I have to let you know that after 55 minutes on the phone with this lady, there were lots of things I wanted to say to her. But I refrained.

As I hung up, the gentleman in the next room had answered my phone which he had found in the grass outside. One of my buddies kept trying to call it while we were gone. He gave me the phone back and I thanked him profusely and offered to buy him a bottle for his kindness. Then I tried to phone out. As the customer service rep had promised, it was blocked and I could not call anyone or do anything with my phone.

I borrowed a phone again and called back but was informed that all systems were now down for maintenance and wouldn’t be back up until 6 a.m. the next day. When I asked if he could take my information down and change this back once the system was running again, I was informed that they didn’t do things that way and I would have to call back the next day. The call then ended with, “Is there anything else I can do for you today?” Yep, I could think of many things but once again I refrained from mentioning any of them.

TAKEAWAYS

1

Never, ever leave a customer on hold for 25 minutes and never, ever take 55 minutes to solve an issue while you have someone waiting on the other end of the line...please!

2Bend the rules. Something as simple as saying, “Yes, I will have someone reverse this for you as soon as the system is back up” would have made a world of difference to me after a lengthy, traumatic experience and it wouldn’t have hurt them to do it.

3When dealing with customer issues, always put yourself in their shoes. How would you feel if you were dealing with a problem and wanted help? CRS

PAYING YOURSELF

Casual withdrawals cause nasty pitfalls.

Many rental store owners – maybe you’re one of them – don’t give themselves any kind of regular pay and instead just take money out of the store account as needed. While this is technically legal, it is rather poor business management for a variety of reasons, whether it’s a corporation or a sole-proprietor business arrangement.

by TREENA HEIN

Fingers out of the till! Covering personal expenses using the company account leads to poor financial management and trouble with the tax man. Also, it can hurt your personal credit score. Paying yourself like an employee remains the best solution for most stores.

Before we look at exactly why it’s a risky practice and what you should do instead, let’s first look at what people do instead of taking a salary. “Oftentimes, small business owners take a monthly draw which is effectively a loan which they have to repay by their company year-end,” notes Bob Sutter, a commercial credit banking specialist with 40 years’ experience. “This means they have to declare a salary or dividends at the end of the year, resulting in a big tax liability. Also, sometimes they borrow to repay the debt over the year-end point, and this does defer the tax payment if they don’t

get caught.” All this, he notes, is just plain bad tax planning. He advises that it’s always best to pay as you earn.

Small business owners often also charge personal expenses (cell phone, vehicle expenses and so on) to the business on an ongoing basis instead of taking a salary and, to the extent they can get away with it, Sutter says it does result in reduced personal income, which in turn reduces personal income tax. It’s a situation of being constantly reimbursed instead of drawing a salary. However, Sutter advises being careful to keep good records and to ensure

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expenses are completely legitimate, or “reimbursements” may be treated as personal income in future Canada Revenue Agency audits.

Another scenario where owners don’t take a salary is where, if they needed to lend money to the business some time in the past, they can repay themselves in lieu of salary. No tax is therefore owed to the government. “This scenario, however, tends to reduce the creditworthiness of the business by reducing capitalization,” Sutter explains. “Financial institutions tend to look mainly at T4’s to measure personal income and company-paid expenses, and loan repayments don’t show up there.”

CRA media relations officer Zoltan Csepregi notes that a business owner may draw funds from their business account for various reasons, including salary, loans, dividend payments or to help pay personal expenditures, but all payments have to be reported. Failure to report payments may be flagged by the CRA for review or audit. “Personal or living expenses cannot be deducted against business or personal taxes payable,” he adds. “An individual would have their personal tax returns opened to add the amount to their taxable incomes, as a benefit from the company. A taxpayer could face penalties on their corporate returns for the amount expensed and on their personal returns for the benefits received but not declared.”

THE RISKS

Putting aside risks of audits and their potentially ugly consequences, the practice of not taking a salary can have a strong negative affect one’s ability to get personal credit such as a mortgage. In assessing an application for a large loan, lenders must examine an applicant’s net income after expenses from a Notice of Assessment – in most cases, examining at least two years of net income and calculating an average. Obviously, if your net income is low, you may be refused, as an applicant’s capacity to pay is one of the most important factors in determining risk for a lender. So, to ensure success when trying to borrow to buy a home or even a car – which most of us

need to do – it’s best to make sure lenders see a suitable amount of personal income so they can be reasonably sure the applicant can make the payments.

Beyond personal credit risks, we asked Alex Shteriev (a managing director and partner at Beacon Corporation in Toronto) how the practice of not taking a salary can impact your business. “It affects the amount of credit the business can receive, as current financial obligations large or small are taken into account when determining the ability of the business to repay any loans,” he notes. Sutter echoes the sentiment. “Overall,” he says, “credit ability of small businesses is tied to the personal worth and income of the owner. Taking a salary shows commercial bankers a truer and less complicated picture of how the business is doing for business valuation and business borrowing purposes.” Not taking a salary does not affect selling your business however, according to Shteriev, as all personal expenses and salaries are added back to attain the true cash-flow-generating ability of the business.

PAYING YOURSELF CORRECTLY

In terms of the right way to pay yourself, Shteriev says there are multiple correct methods to go about it. “One is not better than the other, but rather better for your situation,” he explains. “In a corporation, a salary can be paid if more cash is needed on hand. Personal expenses can be run through the business, and if they are classified as non-taxable benefits, they will not be added to personal income and remain on the corporate tax return. Dividends can be paid at year end to distribute wealth to various individuals to take advantage of the dividend tax credits, which reduces taxes payable, as well as lowering individual tax brackets.”

Sutter says the most reliable method to pay oneself in a sole proprietor situation is to pay yourself salary and pay source deductions (income tax, Canadian Pension Plan and so on) like everyone else, usually on a quarterly basis. This method offers several advantages in Sutter’s view. “You don’t get behind with the CRA and there are no nasty surprises at tax time,” he says. “As we’ve discussed, you also have a solid record of personal income when attempting to borrow.” Sutter notes that in addition, if it happens that the business made more than enough to pay that salary, this can be shown as elective income if necessary if the lender will recognize it. Elective means you could have taken more salary than you did but chose to leave it in the business.

There are other options, but they are harder to keep track of, may risk unexpected outcomes at tax time and can make it tougher to demonstrate the success of the business and the personal income of the business owner. “You can pay yourself periodic draws by borrowing from the business or, as mentioned, repaying funds previously lent to the business, or pay yourself dividends from business profits,” Sutter says. “You can also pay yourself rent if you own the business property or pay yourself management fees or bonuses.”

All in all, just cutting yourself a paycheque the same as you do for your employees seems the simplest and safest option. Getting creative might save a dollar or two here and there, but won’t seem worth it if it leads to an audit, an inability to get a loan, or a tax bill too big to afford.

HANDLING THE POWER

Elmer reviews the 2018 Chevy Silverado HD.

by HOWARD J ELMER

Chevy recently partnered with John Deere at its world headquarters to show off its newest version of the Heavy Duty Silverado pickup. The reason? A work-related backdrop is vital to understanding the needs of the HD truck owner and, frankly, what looks better than some spanking new construction equipment towed by shiny 2018 Chevys?

So, while this setup created the right visual, the actual towing of up to 20,000 pounds highlighted not just power but a new trend in safety

that involves OEMs tying existing on-board technologies together electronically. These are known as “driver-assist features.” This is a new phrase that is becoming more common when describing the innovative electronic features found in today’s pickup trucks. I bring this up first when looking at the 2018 Chevy Silverado HD because the traditional newsworthy trifocal of towing, payload and power are fast becoming secondary to this new headline. I, for one, am just fine with that. Frankly, with the exception of a new hood scoop

Pickup trucks can now tow loads that used to require semis. The huge increases in capabilities are forcing OEMs to upgrade and integrate control systems to keep drivers safe.

design, the tin on the 2018 has not changed and yet the truck has changed so much for the better.

Today’s pickups, particularly the HD versions, have so much capacity and power that drivers need help in managing these loads. General Motors recognized that first in 2015 when they incorporated a cruise control system that stopped over-speeding on long downhill grades. At the time I wrote “On the new 2015 the cruise control computer is also integrated with the exhaust brake, transmission shifter and trailer sway control. What’s that all mean? Net result: down a seven per cent grade the truck did not pick up speed, the brakes did not engage and it never upshifted. All I did was steer. So, don’t all HD’s do this? Straight up, no. GM is the first to pull all these systems together and have the computer take care of it all. And – this is what inspires confidence – the

speedometer didn’t budge off 90 kilometres per hour even with all that weight pushing the truck downhill.”

For 2018, the trend toward more electronic helpers continues, as does the quest for HD weight supremacy – after all, that is still the name of this game.

Looking at the growth of these numbers, just in the GM family, it backs up what I’m saying. Drivers need help managing these loads. In 2011, Chevy’s maximum HD numbers were: payload 6,335 pounds, conventional towing 17, 000 pounds and fifth-wheel towing 21,700 pounds (up from 16,500 pounds in 2010).

The next benchmark was 2015. Weight capabilities increased to a maximum payload of 7,374 pounds. Conventional towing climbed to 19,600 pounds. Fifth-wheel and gooseneck towing rose to 23,200 pounds.

BUILT

For 2018 the maximum numbers are once again hiked. Now the maximum payload is 8,070 pounds while conventional towing has risen to 20,000 pounds and on the fifth wheel, again, up to 23,300 pounds. So, for 2018, this last set of load numbers demands a truck that can handle them – power-wise and more importantly safety-wise.

The new 6.6 litre V8 turbo-diesel has been re-designed with a new cylinder block and heads. Oil and coolant flow capacity has been increased and the turbocharging system is now electronically controlled. Horsepower has increased to 445 and torque now reaches 910 foot-pounds. Ninety per cent of both numbers are achieved at just 1,550 RPM. A new patent-pending feature is a re-designed air intake system. Using an integrated hood scoop (on 2018 HD Silverado and Sierra) this setup has a trap for snow, sleet and rain, allowing cool dry air to get to the engine without clogging up the intake.

A new two-piece oil pan makes the Duramax diesel engine quieter and also houses an integrated oil cooler with 50-per-centgreater capacity than is found on the current engine. Of particular interest to Canadians will be the new Duramax cold-weather performance. With microprocessor-controlled glow plugs, the engine requires less than three seconds to preheat in temperatures as low as minus 29 C. These new ceramic glow plugs adjust current to each plug based on the outside temperature. This new engine continues to be coupled to the Allison 1000 six-speed automatic transmission, which has a stellar reputation.

This mechanical update to the Duramax now officially starts it building sales into its second generation. The original Duramax sold over two million units since its 2001 introduction.

So that covers power, but moving loads safely requires all the truck’s systems to work together “smartly.” GM’s HD trucks get a number of system upgrades this year to build on the trend it started in 2015. A new digital steering assist improves road handling. A new tire-pressure monitor system now includes a tire-fill alert. All full driver-alert packages include lane-departure warning, forward-collision alert, safety-alert seat and front and rear park-assist. GM’s longtime StabiliTrak stability control system has been updated to include rollover-mitigation technology, a tie-in to the trailer-sway control and hill-start assist. Visual help is found in the Chevrolet MyLink with an eight-inch-diagonal touchscreen. Of particular interest is the camera system that broadcasts on a centre-mounted touchscreen (now standard on all models with a cargo box). It shows reversing images that make hooking-up easy, whether it’s to the bumper hitch or the in-bed fifth wheel.

These are the types of driver-assist systems I see coming into the mainstream. They will help prevent collisions and, in general, make the operator’s job that much easier. That is the future. The OEM’s have built a generation of highly competent HD trucks, load-wise. Now they have to help make them easier to drive and safer in general. From what I saw in Iowa, GM is well on its way to this goal. CRS

EIGHT HOT STEPS

Follow these steps to recommend the right heat

With winter around the corner, thoughts are turning to preparations for the upcoming winter season. For many people, this also means looking at sourcing temporary heat for a variety of situations.

by GAL POWER

Whether it be a construction site, warehouse, hotel, health care facility, office building, film set or special event, if you need to provide temporary heat this winter planning ahead is critical to make sure you have the heat you need when you need it. Getting the right equipment for the job is key, no matter where you are located.

In order to help determine the size and type of heater your customer needs, there are some basic steps that are key.

1. KNOW THE ZONE

Get an understanding of the area where your

customer wants to control the temperature through heating. You will need to determine the surface area of the exterior walls and roof as well as total volume of the space. Take into consideration other equipment or machinery that may have an impact on the heat load. For example, machinery or ovens will give off an additional heat load when running.

2. VENTILATE OR RECIRCULATE?

Ventilating a space will bring fresh air into the space while recirculating the air will reuse the existing air in the space. There are advantages to both, however, it is also important

to consider whether the space is occupied by people as this will determine what type of heater you are able to use. [For a full discussion of using make-up air versus recirculating, see page 30.]

3. CALCULATE THE HEATING OR COOLING LOAD

of building being heated and what type of insulation is in place, if any. Heating calculations do take into consideration insulation R-values, and having an idea of how tight the building envelope is also helps. Buildings retain more heat, for example, than tents, so this makes a difference when determining what equipment you need.

Other considerations are the lighting load and the equipment load in the building or space and any additional heat loads. Another important factor is the number of people in the zone, as people are also a heat source that can affect heat load. (Interesting fact: did you know that 200 people sitting give off less heat than 200 people dancing?) Over and above these considerations, the outside temperature and the desired inside temperature must also be factored in. What is important to note is that the heat calculations be done with as much information as possible to ensure an accurate translation into BTUs and CFMs needed for the purpose of selecting a heater.

4. HEATING SMALLER AREAS

In smaller areas and open areas with good air circulation you can reduce the volume of air pushed and increase the heat. The crucial factor in heating this way is to start early and ensure that heat is not escaping through open doors or windows.

5. SAFETY FIRST

It is always important to ensure that the setup of the equipment does not interfere with the normal operation of the building and that its placement should always follow safety guidelines. It is important to ensure regular maintenance and testing of all equipment and functions and that installation is completed by a licensed and qualified person. Heaters are usually self-contained, however, they can get hot, depending on the type of unit, so it is important that steps are taken to ensure that the unit is placed in a safe location and distanced from any combustible materials. As air is often ducted in (sometimes ceiling-mounted or wall-mounted), it is important to ensure that all duct work is properly installed and secured.

6. YOU GOT THE POWER?

Determine the available power at the location. If additional power is required, arrange for a generator or look at using a self-contained unit. Depending on the size of the heater, heaters can use from one to 400 kilowatts. Also, voltage needs to be considered depending on what type of equipment is supplied. Many units also incorporate fuel tanks for ease of use with longer-term jobs. If using natural gas or propane, ensure that you understand the minimum pressures required to run the equipment and ensure that you are able to meet them. For example, if gas pressures are too low, heating equipment will become finicky and not run properly. Common issues with propane and natural gas pressures stem from improper installation by unlicensed people or lack of consistent supply. This can be addressed by the service provider, however, it is important to note that it is critical that the piping system design must be done properly to ensure not only proper pressures, but also the flow of gas. In other words, the correct volume of gas is just as important as the correct pressure of delivery. If either of these are not at the level the heater requires, there will be issues with performance of the heater.

7. PLAN AHEAD

You might want to consider offering discounts to customers who book heating equipment for a full season. Being able to plan ahead will allow you an opportunity to budget better. It’s also a good idea to make fuel consumption estimates for any type of heater (propane, diesel or oil) with your supplier. All heaters are tested for fuel consumption at different percentages of usage by manufacturers and this information can be accessed by your supplier to help determine fuel consumption estimates based on the usage of the heater. Your customers will appreciate the assistance in determining their costs.

8. GET HELP

Select equipment with the assistance of your specialist and consider the typ -

ical space layout and restrictions your customers face. When trying to maintain a building or area temperature, it’s all about having the right BTUs and also the right CFMs to ensure that the building is under adequate pressure and receiving adequate air changes. These are important factors when selecting the right equipment.

Designing and installing temporary heat for very large or complex projects

obviously requires much more expertise than can be communicated here. But these eight simple steps may get you on the right track for your everyday heater rentals. CRS

GAL Power offers specialized power and temperature control solutions from nine locations across Ontario and Quebec.

BUILT FOR RENTAL AFTER RENTAL

TOUGH MACHINES TO HANDLE DUST

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FRESH AIR

To use make-up air or recirculate – that is the question.

When building your heat fleet it is a good idea to have a mix of different heater styles to meet any application your customers may encounter. One consideration is whether your heaters use a “make-up” air or a recirculating air supply. There are some significant differences between the two and where each is best used.

by GAL POWER

WHAT IS MAKE-UP AIR?

Make-up air is air from the outdoors that is heated and then evenly distributed indoors in a controlled manner. This drier, tempered, fresh air has the ability to absorb moisture and diffuse the fumes from the construction process by replacing the contaminated air in the building with fresh air. It provides lower relative humidity levels and dew point temperatures inside the building to prevent condensation and minimize the potential for mould.

WHAT ARE RECIRCULATING HEATERS?

Recirculated air heaters are indirect-fired units that come in a variety of types and sizes. They can use diesel fuel, natural gas or propane. Recirculating units use their fuel to power a heat exchanger, rather than directly heating the air, and the combustion process is

fully contained and the exhaust is vented back outside.

WHAT ARE THE ADVANTAGES OF USING MAKE-UP AIR UNITS?

Make-up air heat is better for curing and drying wet building materials such as drywall, concrete, paint and adhesives. Ordinary recirculation does not remove moisture from the building. As existing moisture evaporates from construction materials, it stays in the air and is simply recirculated through the heating process. Buildings that are heated via recirculation typically have a higher relative humidity, which can extend drying times. Because makeup air units are constantly introducing fresh outside air, the evaporated moisture is forced out of the building by the new dry air coming in. Outside air in the winter typically has a very low relative humidity, however, this is

Left: Recirculating heaters draw in air from inside the building, creating a lower pressure zone inside that can bring cold air into the building through windows, doors and other breaks in the envelope. The result can be less even heating.

Right: Since make-up air systems draw from the outside, there is more positive air pressure inside the building allowing warm air to extend right to the walls.

always dependent on location.

WHEN TO USE RECIRCULATING HEATERS

Perhaps the biggest advantage of recirculating heaters is that they can be used to heat occupied buildings. It is important to note that make-up air units cannot be used in an occupied building and are for use during construction only. Diesel fuel is not available in make-up air applications, so if that is the only fuel available on site, recirculating or indirect-fired heaters need to be used. A recirculating heater attempts to control the temperature issue only. It does add moisture from the combustion process and relies on uncontrolled infiltration to ventilate. Recirculating heaters can potentially save on fuel consumption. Depending on the unit, they can also be used to duct the heated air to remote locations to heat colder spots.

WHAT ABOUT SET UP?

As make-up air units typically offer more BTUs and CFMs per unit, you usually need fewer units on a site. As a result, the installation costs are often lower. There may also be savings

MAKE-UP V.S

RECIRCULATING

MAKE-UP HEATERS

PROVIDE:

• Controlled mechanical ventilation

• Lower dew-point temperatures

• Reduced hot and cold spots

• More uniform interior and surface temperatures

RECIRCULATING HEATERS

PROVIDE:

• Intensified but uncontrolled infiltration

• Recycled air is used

• Increased hot and cold spots

• Increased moisture and contaminant levels

• Can be used in an occupied building

because your staff is maintaining less units over the long term.

All buildings infiltrate, or “breathe.” This naturally occurring air movement happens when there is a temperature difference between the inside and the outside air. Because buildings breathe, and because there are air contaminants (paint, adhesives, exhaust gases, etc.) and moisture during construction that needs to be diffused or exhausted, it is desirable to mechanically control the process through the heater. Make-up air heaters allow the introduction of controlled amounts of fresh, tempered air from the outside.

When using a make-up air unit, it is desirable to seal up the building as much as possible to avoid normal infiltration through doors and windows. The more a building is sealed, the better the heat retention, and this applies for all types of heat. However, some of the largest benefits of using make-up air will occur in a loosely sealed building as the building’s pressurization, via the make-up air unit, essentially moves interior air outwards continually and exhausts it while keeping the outside elements out. This is where make-up air units excel at keeping even heat distribution even in the largest and densest of buildings.

As you can see, the choice between make-up air heat and recirculating heat can be complex. Is drying the goal, or simply heating the workspace? What is the outdoor humidity? Is the building occupied? What fuel sources are available? How much ducting is required? The answers to all these questions will determine the right choice for your customer. CRS

GAL Power offers specialized power and temperature control solutions from nine locations across Ontario and Quebec.

For more on construction heat, visit canadianrentalservice.com > Construction > Heat

by GAL POWER

GO NATURAL

Natural gas can be an attractive heat option.

There are a wide range of natural gas heaters on the market today. They can be open flame, make-up air or indirect-fired units that can range from 100,000 BTUs to 4.5 million BTUs and CFMs are variable depending on the type of unit.

The main differences between models are typically the complexity of control systems and the construction materials used in these units. The more features and options, such as units with remote thermostats that can be monitored remotely, the higher also the price. Things to also consider when purchasing natural gas units are warranty, availability of replacement parts and manufacturer support.

The most common natural gas heaters are open flame “salamander” heaters along with 750,000-BTU indirect-fired heaters, however, there are enough styles of natural gas heaters that there is a size for almost any application. Salamander heaters are most often found at construction sites and date as far back as 1915 when they were created to provide warmth to construction workers in inclement weather.

WHY USE NATURAL GAS?

The most common attraction for using natural gas is usually price and the constant availability of a fuel source. According to Union Gas, a natural gas supplier in Ontario, natural gas can cost up to 60 per cent less than propane or electricity. Union Gas also says natural gas

produces a drier heat than other fuels, making it more attractive for drying and curing construction materials.

There is no worrying about calling for and organizing fuel refills or the tank emptying out, so there is one less thing to manage. Sometimes the customer can pay for their own gas consumption and the contractor heating the building just supplies the equipment, so the customer takes care of the gas. These arrangements often make natural gas an attractive option for the customer.

INSTALLATION OF NATURAL GAS HEATERS

To hook up a natural gas heater, a qualified gas fitter (G1 licence) and an electrician to make the connections must be used. Fuel pressure needs to be confirmed, as well as voltage and a combustion analysis to determine proper fuel/air ratios. This being said, rental store staff can be trained in certain areas. ROT training can offer your staff the ability to work on heaters up to certain BTUs and also to be trained on start-up and maintenance of the units. However, it is important to note that for a full install, a licensed gas fitter and electrician are

Natural gas heaters cover a wide range of heating needs, from 100,000 BTUs on up. The 750,000-BTU indirect heater (right) is one of the most common styles. Smaller NG heaters (left) are popular for heating tents, as they are often in locations with an existing natural gas supply.

WHO YA GONNA CALL?

Natural gas regulatory authorities, by province:

B.C. - BC Safety Authority safetyauthority.ca

Alberta - Alberta Municipal Affairs municipalaffairs.alberta.ca

Saskatchewan - Gas and Electrical Licensing saskatchewan.ca

Manitoba - Inspection and Technical Services Manitoba firecomm.gov.mb.ca

required. For questions related to install, contact your local regulatory body for clarification on what the regulations are as they can vary by province throughout Canada.

One limitation of natural gas is that the site must be ready to receive the line before service can be put in. For instance, in Ontario, Union Gas requires

Ontario - Technical Standards and Safety Authority tssa.org

Quebec - Commission de la construction du Quebec ccq.org

New Brunswick - Justice and Public Safety gnb.ca

Nova Scotia - Department of Labour and Advanced Education novascotia.ca/lae

the building foundation to be poured and backfilled, with the soil compacted to within six inches of final grade. The gas meter location must be marked on the foundation with the correct clearances from building openings. There has to be a clear route, free of debris, machinery and construction materials, from the meter to the property line in

order to install the line.

SAFETY CONSIDERATIONS

As with all types of heating equipment, it is imperative that the manufacturer’s instructions be followed closely and that no modifications be made to the equipment without checking with the manufacturer first. Ensure that all local and national codes and regulations are followed (for example, from the Technical Standards and Safety Authority, which is the regulatory body in Ontario) and ensure you are in compliance with the most recent code updates.

Using natural gas does eliminate the need to handle and replace fuel and fuel tanks, reducing the chances of an accident while refuelling. The lack of spare and empty containers on the job site reduces clutter and fire hazards.

MAINTAINING NATURAL GAS HEATERS

Natural gas heaters need to be kept clean from debris and need to be well maintained for optimum performance. Bearings need to be greased on a regular basis, belts adjusted and hardware (screws, nuts, bolts) tightened. It is also important to carry out electrical system inspections and clean and test the burners on a regular basis.

HEATERS THAT ARE SWITCHABLE BETWEEN PROPANE AND NG

Today, there are heaters that have flexible fuel capacities between both propane and natural gas. Changing fuels in these units is fairly simple. As there are very few drawbacks, these units are good options that give rental stores the flexibility to adhere to their customer’s needs.

Obviously, natural gas is not in common use everywhere in the country and therefore many construction sites will not have service. But where there is service, it can be a less expensive and convenient way to heat a construction site. CRS

GAL Power offers specialized power and temperature control solutions from nine locations across Ontario and Quebec.

COMING EVENTS

Sept. 15

CRA B.C. Golf Langley, B.C. crarental.org

Sept. 19

CRA Ontario Golf Guelph, Ont. craontario.org

Oct. 3

ICUEE Demo Expo Louisville, Kty icuee.com

2018

Jan. 9 - 11

Landscape Ontario Congress Toronto, Ont. locongress.com

Jan. 19 - 20

B.C. Regional Trade Show Langley, B.C. crarental.org

Feb. 9 - 10

Atlantic Regional Trade Show Moncton, N.B. crarental.org

Feb. 19-21

The ARA Rental Show New Orleans, La. therentalshow.com

March 6-7

Canadian Rental Mart Mississauga, Ont. canadianrentalmart.com

March 9 - 10

Prairie Regional Trade Show Edmonton, Alta. crarental.org

March 26 - 28 Quebexpo Drummondville, Que. crarental.org

ARCOTHERM JUMBO SERIES

• 600,000 Btu

• 800,000 Btu

• New heat exchanger

• New higher performance fans

• Ef ciency up to 90%

• Side bumpers for more durability

• Propane, Natural Gas, or Diesel

• 2 year warranty

CANTHERM HEATERS

HEA SHOW

features on the 200 RC series heaters make them a reliable and dependable addition to any rental fleet. Dual fuel propane/natural gas models are also available.

EFFICIENT AND RENTAL-FRIENDLY 8 ces-sales.com

Save fuel costs and recirculate job site air with the all new for 2017 Flagro FV 200RC series indirectfired heaters. This new construction heater provides 200,000 BTUs per hour of indirect fired heat using proven Riello burner technology. The new burner design includes a nozzle preheater for cold-weather startup as well as an upgraded cold-weather fuel pump. The 23-gallon fuel tank allows for a 17-hour run time. The powerful backward-inclined blower provides ultra-quiet operation while requiring low amperage. This low amperage and the smart power-indicator control helps solve the power supply issues that exist on most job sites. The 200 series heaters provide 2,600 CFM, ductable up to 150 feet. The stackable frame makes transportation and storage convenient. All of the new

CES (Construction Equipment Solutions) continues to provide quality heating products as well as service parts and technical assistance to the Canadian rental industry. CES carries a complete line of heating products for all your heating applications and fuel choices, including propane, natural gas, electric, and oil fired units. As well, it supplies units that are direct-fired, indirect-fired and infrared as well as convection. The Val 6 heaters are designed with the highest of quality and dependability in mind. The Val 6 radiant heat is able to heat an object without heating the air and loosing efficiency at the same time.

TER CASE

The Val 6 heaters are not affected by wind or cold ambient temperatures the same way forced air heaters are. Not only are the Val 6 heaters eco-friendly, releasing only one to two parts per million of carbon monoxide, but they are able to convert almost 100 per cent of their fuel to energy. This makes the Val 6 a very efficient form of heating. CES also offers the full line of Marley Engineered heating products. The TBX series mobile warmer comes in two sizes. The mobile warmers have a thermostat with a positive off and fan-only positions with a range from 40 to 100 F. Ten-inch wheels allow for easy rolling over obstacles on a job site to the spot where heat is required.

FEWER NUISANCE

The new IDH400QR from Frost Fighter offers the proven reliability and

durability of the IDF series with enhanced features and the newest technology. The IDH400QR supplies up to 400,000 BTUs with the ability to recirculate, dramatically reducing fuel costs by utilizing heated interior air (instead of outside air) over the heat exchanger. Standard features include a highcapacity industrial-grade burner, a 42-U.S. gallon tank with environmental spill containment, six ply pneumatic tires, a patented heat recovery option and a fully insulated jacket for greater efficiency. The IDH400QR has a higher static pressure (2.6-inch WC), along with lower startup and running amps (9.2 amps), making it an effective and efficient unit. Like the IDF series, the unit includes a proven multi-pass stainless steel heat exchanger, providing superior heat transfer, efficiency, and durability. In addition, the IDH400QR has one of the lowest decibel ratings (under 62 decibels) in the industry, providing powerful airflow with very little sound. The unit is available in diesel or propane/natural gas with an easy ball valve switchover. The LP/NG

unit is available with three trials for ignition to prevent nuisance service calls, and the diesel unit is available with a Genysis reader for easy troubleshooting. The new IDHQR series provides the most important features for heating applications: increased fuel and power savings, quiet operation, recirculation, high efficiency and longer duct options.

BREATHABLE EXHAUST 8 galpower.com

This 1.5 million-BTU flameless heater from GAL Power is unusual in that it uses jet engine technology to provide a 200 F temperature rise over the inlet temperature. At 7,200 CFM, this unit has high static pressure up to .7 PSI and will also run at -40 F during harsh Canadian winters, moving heat long distances. With one of the lowest carbon dioxide emissions ratings in the industry, the exhaust from this unit disperses less than 10 parts per million CO2 and is odourless, which means the exhaust is 100 per cent breathable air. At the operation controls, it registers a mere 81 decibels and no external power sources are needed to power it. With 3.3 to 5.3 gallons-per-hour fuel consumption, it is 99.5 per cent fuel efficient, which means more heat with less fuel allowing for a significant cost savings. Just roll it in and heat away!

HYDRONIC HEAVEN

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Wacker Neuson offers a variety of surface heaters to keep projects on schedule and within budget with hydronic technology. Hydronic surface heaters are designed to quickly and economically thaw frozen ground, cure concrete, prevent frost and provide temporary heat during cold weather conditions. Wacker Neuson’s line of heaters has proven to effectively manage cold weather projects by significantly reducing project costs, delivering high quality and maintaining tight project schedules. Wacker Neuson has a variety of models available to choose from depending on the size of the job. Six hydronic surface heaters are available with thawing and curing capabilities ranging from 2,200 to 10,000 square feet. Adding accessories will greatly increase capabilities. These units are easy to operate and engineered for reliable, trouble-free starts even in the coldest weather conditions. A positive displacement pump provides maximum flow and assures consistent heat delivery for thawing and curing. The digital temperature controller with push-button adjustments allows operators to easily adjust the heat transfer fluid output temperature for all concrete-curing applications. Wacker Neuson’s most popular model is the E3000. Engineered for reliable performance and trouble-free starts for up to 140 hours of run time, the E3000 will

provide maximum flow and ensure consistent heat delivery for thawing and curing applications. The E3000 thaws or cures up to 6,000 square feet and with accessories can manage up to 18,000 square feet or provide 535,000 cubic feet of dry heat at 83 per cent efficiency.

TAKES ON THE BIG JOBS

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The Jumbo heater from Biemmedue Arcotherm is a direct-fired heater with considerable size, ideal for large buildings. It features an external burner that can be switched between gas (GPL or natural gas) and diesel. Equipped with an axial fan, it is a good compromise for efficiency (90 per cent), low noise and static pressure – a characteristic particularly usefully where ducts are needed. The Jumbo is CSAapproved for construction, greenhouses and brooders. The burner cover protects the burner against blows, dust, water, and weather while doubling as a diesel fuel condensation-recovery basin. The new heat exchanger with newly designed higherperformance fans ensures 90 per cent heat efficiency. Better anchorage to the machine’s weight-bearing structure through sturdy attachment rods allows for movement on any floors. The bearing structure has removable panels for interior washing, also in the hanging models. Panels with reinforcement cross pleats ensure superior rigidity

and strength. The combustion chamber has an inspection glass peephole. Metric screws and inserts for fastening are used throughout with no self-tapping screws. The ventilator provides protection from dust and water. A very low-noise fan keeps the noise level at or below 66 decibels at 6.5 feet for the 400 and 600 models, and at or below 69 decibels at 6.5 feet for the 800 model. The six-blade fan provides high-performance air flow and static pressure for uniform diffusion of warm air through ducts. The fan outlet cone conveys air and ensures high static pressure. The rear electrical control panel is located at the top rear of the machine to avoid contact with dust, water and snow. It is supplied with a sturdy metal cover to prevent damage and unauthorized access – it is also handy for storage of tools and papers. The front electrical service panel is located inside the burner cover lid to prevent contamination and for easier maintenance by the operator. Every main component (fan, burner, thermostats, etc.) is supplied with quick couplings for the electrical connections. Three heating powers are available: 400, 600 and 800 BTUs per hour.

RADIANT

GROUND

THAWING 8 serioustoaster.com

Portable Package

can be a costly endeavor, increasing the time and money it takes to get the job done. Toaster infrared ground-thawing equipment for construction and utility applications provides an efficient, sustainable highspeed way to effectively allow contractors to overcome winter conditions. Place the Toaster unit directly over frozen ice and snow to rapidly thaw a two-by-10-foot area. Units can be placed side-byside or end-to-end as required by excavation. When finished, the thawed, dry dirt is easy to excavate or hydro-dig, all with minimal setup time and effort. Why radiant? Radiant heat is a form of energy that uses an infrared source to heat objects directly without having to heat the air in between. It is the ideal way to transfer heat to frozen ground. This means faster operation and ensures a complete thaw with no cold spots or frost islands. Minimizing heat and energy loss provides the most efficient energy transfer. Proven effective on job sites across Canada and the northern U.S., the Serious Toaster is ready to help take on the toughest tasks: excavating in frozen ground to add utilities where there are existing overlapping facilities, or working in tight locations with very little room to manoeuvre between buildings, fences, or existing infrastructure.

SUITABLE FOR HAZARDOUS LOCATIONS

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The Quest XP300 Pro explosion-proof coil is a powerful accessory device designed for use in conjunction with any of the Quest central hydronic glycol heaters. This patent-

pending unit produces 3,000 CFMs of airflow and 300,000 BTUs of heat. The XP300 is used to provide a temporary or permanent heat solution wherever hydronic distribution may be used. It will operate very effectively and efficiently on construction sites of all types. The single biggest advantage the XP300 has is its capability to be used in hazardous locations. The XP300 is approved for use in Division I Hazardous Locations: Class I, Groups C & D / Class II, Groups F & G. The XP300 is constructed mostly of lightweight aluminum for non-sparking exterior surfaces, making it easy to move around and quick to set up. The XP300 transfers heat from the heated glycol circuit to an air stream that is forced through an internal hydronic heat transfer coil. It can direct a stream of warm dry air over the workmen and assemblies they are working on to provide comfort, enhance the quality of workmanship and improve productivity.

POWER AND PORTABILITY

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L.B. White has introduced the Foreman 750 indirectfired heater, its most portable 750,000 BTU-per-hour heater

yet. When heating nonventilated areas or where 100 per cent clean heated air is needed, L.B. White’s Foreman 750 heater is well suited for both construction and tented events. This robust and fully framed vented heater can accommodate up to 100 feet of ducting, is ultra-quiet and has an easy-access rear panel for maintenance. The Foreman has the capability to recirculate heated air by adding a return air duct and includes the option of moving the heated air with two 12-inch ducts or one 16-inch duct. A remote thermostat control can be added to dial in room temperatures from up to 25 feet away. Portability is part of the design with a convenient fold-down handle for easy moving, tough urethane wheels that absorb shock but will never go flat and weight distribution set over the wheels for effortless manoeuvring. Storage is maximized with a frame design that allows for unit stacking. It also includes forklift pockets and a lifting bale for use with hoists. Simple-to-read status lights provide diagnostics during startup and the Foreman is backed by L.B. White’s exclusive two-year warranty.

EASY ELECTRICAL SWITCHING

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Campo Equipment has introduced the Blaze 200DG Turbo (15 amps, 175,000 BTUs) that runs on a mere nine amps with no inrush

thanks to it’s EC high-static backward-incline fan and motor that produces 3,250 CFM and is ductable to 150 feet with five inches of maximum static pressure capability. The 200DG is quiet and comes with wheels, forklift pockets and a lifting bail. Campo has also introduced the Blaze 18E 18-kilowatt electric heater, delivering 65,000 BTUs divided among three outlets delivering 21,666 BTUs each. The Blaze 18E comes with an easy switch-over toggle switch for one-phase or threephase operation, and is wired for 208/240-volt service. Campo has also introduced the Blaze 40 and 60E (40and 60-kilowatt) electric heaters producing 136,500 and 205,000 BTUs. They are ductable to 50 feet with recirculating capabilities and produce 4,500 CFM with three-inch maximum static capabilities. They also come with an easy switch-over toggle switch for 240- or 480-volt operation. Both models also come in 600-volt versions.

GREEN DRYING

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DryAir has introduced the new D-CAN 25 2,500 CFM desiccant dehumidification attachment to its line of hydronic heating equipment. Using a DryAir Greenthaw or central hydronic heating unit as the heat source for reactivation of the desiccant wheel, the D-CAN 25 can reduce fuel consumption by as much as 50 per

• 1,000,000 Btu

• 5 loop smoke technology

• Ef ciency up to 92%

• Low noise level

• High performance fans

• Propane, Natural Gas, or Diesel

• 2 year warranty

CONSTRUCTION HEAT

cent compared to many conventional desiccant dehumidification systems. The DryAir system can deliver huge fuel savings and significantly reduce power requirements resulting in a much greener and economical alternative to desiccant drying. Unlike other desiccants, the D-CAN can also operate in heat mode to provide 300,000 BTUs of clean and dry heat to any structure. This new attachment offers DryAir dealers the opportunity to expand the utilization of their fleet of Greenthaw and central hydronic heating units to a full 12 months per year.

SAFE, TOUGH AND

RELIABLE 8 sureflame.ca

Sure Flame offers an indirect construction heater line comprised of a 400,000-, 800,000- and 1.5 million-BTU units. The newest product, the ID800, is CSA approved and ready to take a beatin’ and keep on heatin’. Its compact, straightforward design with a single push-button control makes it a winning choice for the rental industry. Designed for jobsite uncertainty, the VFD control allows the ID800 to operate on either one-phase or three-phase power with the switch of a lever with low amp draws (maximum 30 amps during startup). The ID800 operates on diesel or kerosene with a 443-liter on-board tank. North American efficiency numbers hovering around 86 per cent places this unit in the top of its class. It is designed to

allow for recirculation, further increasing efficiency and reducing fuel consumption while still maintaining constant clean dry heat. With 6,000 CFM the ID800 is ductable to more than 100 feet with 16-inch duct. Optional 20-inch transition is available. Narrow enough for a standard doorway and moveable by pallet jack, forklift or lift hook, transportation is a breeze. The ID800 is an excellent choice when efficiency, durability and reliability are a must. Sure Flame is a Canadian-made product meeting or exceeding CSA standards.

QUICK RESPONSE

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The Dimplex heavyduty 240-volt portable construction heater provides high-performance heating when needed. The running lights indicate when unit is operating or thermal cut-out is engaged. The high quality, durable stainless steel tubular element and high heat cut-out protection are manufactured for safety. The fan is propellertype and accurately balanced and correctly pitched to optimize performance. The unit includes a six-foot cord which stores around the handle. Other features include a built-in single pole thermostat ranging from seven to 25 C; a hybrid polyester epoxy powder coat paint finish; an automatic reset high-limit protection switch for maximum safety with a pilot light that activates if the unit trips on high limit. The

Dimplex construction heater is a quick-response, high-output, fan-forced heater.

CONTINUOUS IGNITION

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The DXH215HD thermostatically controlled forced-air kerosene heater burns at 215,000 BTUs per hour and can be used with kerosene diesel, fuel oil or JP-8 fuels. With a included wheel kit, protective roll cage and an 14-gallon tank, users get a full eight-and-a-half hours of run time and the ability to heat up to approximately 5,375 square feet of space. The DXH215HD is equipped with a 25-to-95F thermostat. The heating element cycles on and off to maintain the set temperature. The 10-inch flat-free tires allow for long maintenance-free use. The front barrel support and storage provides added barrel rigidity and creates storage for wet gloves or service parts like filters or igniters. The recessed controls are designed to reduce the risk of having the knobs or valves damaged

on the jobsite. The roll-cagestyle handles provide solid all around protection and support. Continuous electronic ignition is always present as a source of ignition for unburned fuel, reducing the ability for fuels to pool and collect in a dangerous manner.

360-DEGREE HEAT

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The SRP HeatPro is a 360-degree construction heat solution with a modulating BTU range of 60,000 to 100,000 BTUs. The upper reflective cone directs infrared heat to the surface below while maintaining safe clearance to combustibles. No electricity is required for ignition. The HeatPro includes seven different temperature settings with a modulating valve to maintain the desired temperature. Available in natural gas or propane varities, quick-connect fittings are standard. LPG and NG hose kit assemblies are available. The HeatPro is mounted with

four hanging points that can also lock into the bottom of another heater. A safety tilt switch guards against accidents. The HeatPro is easy to transport at 44 pounds. The thermostatically controlled modulating valve decreases or increases the amount of gas supply to maintain the desired temperature.

TAKE THE CHILL OUT

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The HeatStar HS35FA features a heavy-duty design built for the jobsite. This 35,000-BTU propane forced-air heater comes with a standard 20-foot hose, regulator and numerous safety protections. Equipped with factory-installed highlimit switch and continuous solid-state ignition, customers can feel comfortable using this heater on any jobsite. Just plug the heater into a 110volt outlet then hook up the included hose and regulator to a 20-pound propane tank or larger and users are ready to take the chill out of any job. The HeatStar heats up to 800 square feet. It features rugged

BUSINESS TO BUSINESS

and durable steel construction; economical, efficient and clean burning; and a heavy-duty, high-output fan.

BIG HEAT 8 generac.com

The MAC950F flameless heaterfrom Generac provides superior fuel efficiency and heated air output with unprecedented safety in a midsize portable heater platform. The MAC950F is safe to use in environments and applications where open flame heaters are restricted. It comes on a compact heater platform mounted on a singleaxle trailer for ease of mobility on the job site. It is a flameless heater that provides clean, safe, and reliable airflow, capable of ducting long distances with minimal loss of air pressure or outlet temperature. It offers full 110 per cent fluid containment for safety and contamination protection on the job site. The MAC950F is comprised of rugged, heavy-duty construction inside and out. Large doors provide easy access for service, maintenance, and operation.

How do you stack up?

by Jeff Thorne

Mismanagement of racking can lead to safety concerns. Without proper planning and design, moving material on and off racking systems by hand or with the use of lifting devices such as a pallet or lift truck can place workers at risk. Injury may occur due to poorly stacked or falling material, slips and trips, overreaching or being struck by other lifting devices. The racking itself can create additional risks as well. When racking has not been inspected or maintained, or if it’s modified or damaged, the racking has the potential to become unstable or collapse, resulting in catastrophic consequences.

Employers across Canada have a general legal responsibility to provide equipment in good condition and to ensure the safe storage and handling of materials. Storage racks, whether they are cantilever, drive-in or drive-through or push-back racks, must be properly designed, installed, used and maintained.

Some provinces such as Ontario require a PSR (Pre-Start Health and Safety Review) to be conducted if the employer does not have documentation supporting the fact that the racking has been designed and tested in accordance with current applicable standards. This can become an issue if your racks were purchased as a used item. A PSR may be necessary to ensure the rack is installed correctly and can support the weight put on it.

In British Columbia, modifications to regulations will come into force Jan. 1 that clarify and outline safety requirements for steel storage racks loaded by mobile equipment or by a lifting device. Racks that are loaded manually and are under eight feet high have an exemption in the new regulations. The changes and clarity provided in the new regulations in B.C. should be practiced by every employer. The requirements focus on making sure storage racking is designed and constructed with good engineering practices and can safely support the items.

Employers need to treat storage racking like any other equipment or device used in the workplace. Employers need to include details on how to effectively manage all aspects of

selection, installation, capacity, use, inspection, reporting, modification, repair and dismantling. Specific training is important. Instructions must be provided on the safe loading, unloading, and maintenance of the racking and the instructions must be readily available to the workers. When it comes to installing the racks, the person performing this task must be qualified to do so. Failure to have a qualified party perform this task can lead to collapse. The qualified person should have knowledge of proper planning, inspection principles, hazards, mobile equipment and specific details of the rack design. This includes items such as the maximum allowable product load per level, number of levels, vertical spacing, components, wear and tear and when to consult the manufacturer or a professional engineer. The rated capacity of the rack must be clearly posted on the rack or in the general vicinity of the rack and workers must know the capacity. They should also know the capacity of the loads being placed on the rack. Employers must ensure that parts are maintained and replaced as needed. Workers must be aware of what constitutes damage or wear and tear.

Regular inspections must be conducted by a qualified person. The frequency should be at intervals that would prevent unsafe conditions. This frequency may be governed by the racks location (indoor or outdoor), the competency of lifting device operators, prior damage to the racks and the level and method of the rack’s use. Employers must ensure racks are regularly maintained and that damaged or worn parts are replaced based on what is outlined by the manufacturer.

Racking systems often get overlooked and the structural integrity is taken for granted. Damage may not get reported, and parties inspecting the racks may not have the required competencies to do so. This can be a recipe for disaster, so make sure storage racks get the attention they require. If not, what goes up may come down. CRS

Jeff Thorne is manager of training for Occupational Safety Group.