Jade Equipment JCB is the newest addition to JCB’s growing North American dealer network. The new JCB dealership operates from the Jade Equipment premises in Oro-Medonte near Orillia, Ont.Jade Equipment was founded in 1988 and is recognized worldwide as an authority in the service and support of road construction equipment. As a JCB dealer, the company sells and services new and used JCB construction machines, including wheel loaders, backhoe loaders, skid steer and compact track loaders and telescopic handlers.
“Jade Equipment has built an exceptional reputation over three decades,” said Christian Baillie, vice-president of dealer sales for JCB North America. “Like JCB, they’re committed to their customers’ success and to providing the equipment and support customers need to maximize productivity and profitability.
ASV AND YANMAR MERGE
ASV Holdings, a provider of rubber-tracked compact track loaders and wheeled skid steer loaders, has announced it has entered into a definitive merger agreement with an affiliate of Yanmar Holdings. The combination of ASV’s products with the compact equipment portfolio of Osaka, Japan,-based Yanmar creates a comprehensive and global provider of compact equipment with virtually no overlap in distribution networks. The ASV employee base, its manufacturing and distribution facility, international distribution network and supply chain creates a strong platform for North American expansion and will be a key part of Yanmar’s long-term international growth plans.
Andrew Rooke, chairman and CEO of ASV, commented, “We are excited to announce this value-maximizing transaction with Yanmar. Yanmar is a strong strategic buyer for ASV. Yanmar shares our vision to provide the highest-quality products, values the long legacy of ASV and is committed to supporting its employees and distribution partners. In addition to maximizing value for ASV stockholders, the merger will create a strong platform for growth and expansion, bringing together two leading brands with similar cultures and creating value. The ASV product is complimentary to the Yanmar portfolio of compact equipment creating a comprehensive equipment solution for current and future customers. Yanmar Compact Equipment will gain its only manufacturing facility in North America, here in Grand Rapids, Minn., and will contribute its considerable global presence and financial strength, making way for continued product development and innovation within the track loader and compact construction equipment category for years to come.”
Giuliano Parodi, executive officer of Yanmar Holdings, stated, “ We believe that the ASV acquisition will significantly bolster Yanmar’s compact equipment offerings in the loader segment, a product range vital for success in the allimportant North American market.” Parodi added, “With its highly-skilled workforce and quality lineup, ASV is a great fit for both Yanmar’s focus on quality, and our growth and expansion plans in the North American and global markets.”
COMING EVENTS
Sept. 11
International Powered Access Federation Catch-Up San Diego, Calif. ipaf.org
Sept. 12
Access Lift and Handlers Conference and Awards San Diego, Calif. alh-ca.com
Oct. 1 - 3
ICUEE The Demo Expo Louisville, Kty. icuee.com
Oct. 29
AEM Membership Event at Skyjack Guelph, Ont. aem.org
2020
Jan. 22 - 23
Canadian Concrete Expo Mississauga, Ont. canadianconcreteexpo.com
March 9 - 11
World of Asphalt Atlanta, Ga. worldofasphalt.com
March 10 -14
ConExpo/ConAgg Las Vegas, Nev. conexpoconagg.com
June 16 - 18
Canada’s Farm Progress Show Regina, Sask. myfarmshow.com
Oct. 20 -21
The Canadian Rental Mart Mississauga, Ont. canadianrentalmart.com
INDUSTRY NEWS
MISSISSAUGA FUEL CELL MANUFACTURER MAKES DEAL WITH CUMMINS, AIR LIQUIDE
Hydrogenics Corporation, a leading developer and manufacturer of hydrogen fuel cell modules and hydrogen generation equipment, announced it has entered into an arrangement agreement with Cummins and Air Liquide.
“Over the past 24 years, the Hydrogenics team has worked to refine and improve transformative technology solutions in hydrogen. Today, our years of work are recognized as two very major highquality industrial leaders have taken the baton to continue our legacy in bringing clean energy solutions to the world. It is a great honour to be associated with such distinguished companies as Cummins and Air Liquide. We look forward with renewed vigor to work alongside them to accelerate the transformative journey,” said Daryl Wilson, Hydrogenics CEO. The transaction is expected to be completed in the third quarter of 2019.
SCHOLARSHIPS AVAILABLE
Construction industry software developer, HCSS, is launching its fifthannual Construction Intern Awards scholarship program for college students in construction-related fields. The company will award $50,000 for 18 total scholarships, including a grand prize winner and three finalists, as well as 14 individual weekly online contest winners. The $10,000 grand prize Intern of the Year scholarship and three $4,000 Finalist scholarship winners will be announced in November. Student interns can earn up to one weekly scholarship and still be eligible to receive the grand prize Intern of the Year scholarship.
“We started the Construction Intern Awards four years ago as a way to highlight some of the best and brightest students that will be joining us in the industry, while showcasing the organizations that are giving these interns challenging work assignments and putting them on some incredible projects,” says Steve McGough, president and CFO of HCSS. “It’s construction that gives us our modern way of life and we want to encourage this next generation of workers as they look toward construction for a rewarding and meaningful career.”
Construction Intern Awards scholarship program participants must have been enrolled in a college, university, or trade school for the 2018-2019 school year and completed a construction-related internship lasting at least two months during the school year or summer of 2019. Participants who are currently working their summer internships are eligible to enter the weekly scholarship contests. Online registration started July 9 at constructioninternawards.com, where interns can apply for the weekly and grand prize scholarships. Registration for the grand prize Intern of the Year competition is open until Sept. 30. Student interns enter by answering five essay questions and including photos and videos to help tell their story. Eight semi-finalists, selected by the internal HCSS judging committee, will be forwarded to a voting panel of prestigious construction industry experts. The panel will select three interns to receive the $4,000 Finalist scholarships and the $10,000 grand prize Intern of the Year recipient. Each weekly contest is comprised of different entry topics. Interns must submit a photo with a 50- to 150-word caption that responds to the week’s topic. Each week there will be two $2,000 scholarship winners, one awarded for the entry with the most online votes and one for the entry with the highest score from the judges. The winners will be announced the Monday of the week following each competition’s closing.
IPAF DIRECTOR STEPS DOWN
Tim Whiteman has stepped down from the position of managing director and CEO of the International Powered Access Federation (IPAF) after 15 years in the position. Former IPAF president Andy Studdert will act as interim CEO to provide continuity as Tim Whiteman hands over and while the search for a new CEO is conducted.
The IPAF Board recruited Tim Whiteman as managing director in 2004 to take on the challenge of implementing the “I” in IPAF, making the organisation truly international. At that time the Federation had around 400 members, most of which were in the U.K., and earned 95 per cent of its revenue from the U.K.
Today more than 45 per cent of income is from outside the home market, even though U.K. income and membership has not stopped growing since 2004. Today, IPAF has almost 1,400 members in nearly 70 countries and the Federation is in sound financial health.
Whiteman said, “It has been a privilege to work with the dedicated IPAF members and team members around the world. The passion to deliver the safe and effective use of powered access motivates so many people and IPAF shares their knowledge and experience to help keep people safe. However, after 15 years, I’m looking forward to a change and I thank the board for its support in making this happen.”
BUSINESS INVESTMENT DECLINING: FRASER INSTITUTE
Business investment – key to raising living standards for Canadians – has declined in two-thirds of the non-government sectors that comprise the Canadian economy in recent years, finds a new study released by the Fraser Institute, a Canadian public policy think-tank. The study finds that 10 of the 15 non-government sectors of the Canadian economy — including agriculture, mining, oil and gas extraction, utilities, manufacturing and retail —experienced declines in business investment from 2014 to 2017, the most recent year of available data. The 10 sectors experiencing declining investment not only represent a majority of Canada’s private sector industries, but they also accounted for almost two-thirds of private sector investment over the 2014-2017 period. Crucially, the drop in business investment from 2014 to 2017 is the most severe in at least 30 years, which included several recessions. And previous research has shown that business investment is critical for raising living standards and increasing economic prosperity.
EDMONTON COMPANY TO PROVIDE VIRTUAL REALITY TRAINING
At the International Powered Access Federation (IPAF) Innovate event in Chicago today, Edmonton-based Serious Labs, a leader in virtual reality solutions for training and operation of heavy equipment such as cranes and aerial boom lifts, announced it is working in conjunction with IPAF to develop PAL-Plus VR training modules. PAL-Plus training, which can be completed for the first time on a VR simulator, tests existing Powered Access Licensed (PAL) card holders at a more advanced level than required for the PAL card operator license. Completion of the course will also renew a PAL card holder’s license for another five years. IPAF’s PAL cards are recognized worldwide as proof of the highest standard in mobile elevated work platform operator training. As part of the event’s Innovation Stations, which featured new products and technology, United Rentals exhibited a Serious Labs’ MEWP VR simulator, demonstrating a preview of the new PAL-Plus training modules to industry attendees.
“Operating access equipment on a worksite requires a high level of training and awareness. When you combine the dangers of the worksite with a lack of operator competency, the risk of incidents begins to rise,” said Jim Colvin, CEO of Serious Labs. “Being able to improve and develop operator competency and skill through IPAF’s PAL-Plus training modules via a VR simulator is simply the future of efficient, safe and proficient operator training.”
IPAF has announced it is conducting controlled trials with some of its training members in Europe and the U.S. to deliver PAL-Plus training that will test candidates using Serious Labs’ VR MEWP simulators instead of real machines. IPAF’s PAL-Plus operator training was developed in response to increasing demand from contractors for a recognized qualification demonstrating advanced operator proficiency and signifying a certain level of experience in using different types of MEWPs in a variety of challenging environments and scenarios.
According to Giles Councell, IPAF director of operations, the powered access industry is on the cusp of a VR revolution, with MEWP simulators now so advanced that IPAF is confident they can now form an integral part of delivering candidate training and assessment. If the trials are successful, IPAF says it will look to fully develop the IPAF PAL-Plus course into e-learning and VR by developing a digital version of the theory module and simulated pre-use inspection to be launched later in the year.
“The new PAL-Plus VR modules are the next step in training innovation. This is the first step on the pathway to ‘training in a box’ – a one-stop shop to certify operators,” said Colvin. “Not only is simulator training engaging, costeffective and safe, it provides trainees with better capabilities while decreasing the potential for accidents and fatalities — something that is better for everyone.”
NEW NORTH AMERICAN LEADERSHIP AT WACKER NEUSON
The Wacker Neuson Group has appointed Gert Reichetseder president and CEO for North America. This addition to the Wisconsinbased executive management board demonstrates the importance of the growing North American construction and agricultural machinery market to the global organization, while strengthening local leadership and ongoing commitment to the United States and Canada. Reichetseder has served as commercial director of Wacker Neuson’s largest production plant in Linz, Austria, since 2011. His successful international career includes several senior-level positions with Engel Global. As part of his new role, Reichetseder will act as spokesperson for the North American executive management board, which includes Johannes Schulze Vohren, executive vice-president of sales and marketing for North America, and Ryan Gile, executive vicepresident of operations and COO for North America.This latest move supports Wacker Neuson’s 2018 realignment of its Menomonee Falls, Wis., production facilities, which now includes Will Wright as vicepresident of product engineering and purchasing and Raimund Lindner as vice-president of manufacturing and production administration. The company says it is confident it is now strategically positioned to seize market opportunities in North America.
EquipmentWatch is a trusted source for heavy equipment data and intelligence, producing leading database information products for the construction equipment industry. It is a world leader in heavy construction research and serves more than 15,000 professional, high-volume users of construction and lift-truck data. Find more heavy equipment intelligence at equipmentwatch.com.
Cross-Canada Rate Report
A look at average national rental rates
The Cross-Canada Rate Report is provided to Canadian Rental Service as a free service to the Canadian rental industry. Rate data shown are national averages generated by quarterly surveys of 325 Canadian rental stores. For in-depth analysis and a chance to interact with EquipmentWatch researchers, tune in to the next Counter Talks podcast. See canadianrentalservice.com for details.
Number of rental companies:
54
Number of stores:
441
Number of rates collected for the 10 subtypes in Q1:
27,974
Number of rates collected for the 10 subtypes in Q2:
CUSTOMERS FIRST
First Call Rentals genuinely cares about customer needs.
He didn’t mention anything about an apartment or living quarters in the newly renovated 18,000-square-foot facility that is the new home of Burnaby’s First Call (“1st Call”) Rentals. But for owner Victor Cabral, maybe there should be.
by ROGER KNOX
RIGHT: First Call staff keep customers happy by being transparent, honest and straightforward with their communications.
Employees get the message from Cabral (right) that they need to keep asking questions until they find the perfect solution to the customer’s problem.
On a recent Saturday morning, Cabral was called at his home at 5:30 a.m. by a customer needing a generator during a power outage. Cabral, who says he doesn’t sleep much past 6:30 a.m. on weekends, happily got out of his bed and delivered said generator, then went back to the office to do the requisite paperwork and talk to a freelance writer about his company. “It’s fine,” says Cabral of the early morning call. “We’re on-call 24-7. We’re open Monday to Friday, 7 a.m. to 5 p.m., and I’m usually at the office until 6 or 7 p.m. In the morning, I get to the office about 6 or 6:30 to get everything organized for deliveries. Sometimes we get calls at night due to a water leak, or a fire happens, or a generator is needed because the power’s gone down. Your brain never turns off. I have problems getting quality sleep because my brain won’t slow down.”
For a year and a half, Cabral was looking for
a stand-alone building in Burnaby, a suburb of Vancouver in the hub of B.C.’s Lower Mainland region, to replace the existing 3,500-square-foot facility First Call Rentals had been housed in since Cabral joined the company in 2015. He bought out the original owner in 2018.
He found a place about a kilometre east of Burnaby’s famed Metrotown Shopping centre, near the Queensborough Bridge in the heart of the Kingsway-Gilley region, and started giving the future First Call’s home a much-needed facelift.
“We cleaned up the warehouse and our primary renovation is to the showroom,” says Cabral.
“I’d get home from work and start reading magazines or online articles [there’s another example of his brain never shutting down] that called for the need for rental industry businesses to have real showrooms so customers can walk in and
find dormant or oddball equipment like a rail saw or channel saw, and realize they have other things, too.”
The new First Call Rentals will feature one-stop shopping for customers. Along with the showroom and warehouse, there’s a virtual A to Z of rental equipment and product for sale. They’ve also installed a courtesy station where a customer can grab a coffee and a muffin or donut while doing their business.
“It’s a little perk to keep them coming through the doors,” says Cabral, who started with First Call after striking up a relationship with the original owner, who was Cabral’s customer when he worked as sales manager for a large independent firm in the Lower Mainland. “The more I helped him, the more sub-rentals I did, and the more I did to help him out as a small [business] guy, the more he was looking to have me come on board. So, in 2015, I came on
CONNECT YOUR FLEET
board and haven’t looked back.”
Cabral, though, had no desire or interest at the time in becoming a business owner again. He’d been there, done that, in the past. He was quite comfortable in his role as sales manager, complete with salary, company vehicle, phone and the stresses of dealing with customers. With a background in finance, Cabral worked as a consultant in the past on a contract basis for companies that were losing money. “I’d look at their operations, their suppliers’ contracts and rework the business to get it to a profitable state,” he says. “I’ve never seen such an interesting and complicated business to run as an equipment rental company. This has got to be the hardest business to manage. You’ve got to make smart purchasing decisions; you’ve got to find capital, good employees and keep them motivated; find good customers and, in fact, in this business, you almost have to screen your customers and push one or two away because they’re not worth dealing with. It’s a really tough, hands-on business.”
What works for First Call Rentals, says Cabral, is that he and his staff of less than a dozen full-time employees – from licensed mechanics to delivery drivers, to sale personnel – truly care about the consumer. It’s that simple.
“[Let’s say] a customer who regularly deals with us calls us and is in need of a specific tool, and maybe ours are all out,” says Cabral. “We’ll call around and find it and if we can get it from another rental outfit that we have a really strong relationship with, we can play with the numbers, massage the discounts and get it to the customer. We are being completely transparent. I tell my guys all the time to treat the customer the way you’d want to be treated. If they have to pay a little bit more for that tool, the guy appreciates that we spent an hour trying to find what they couldn’t, and they’ll say ‘go ahead and rent it for me. It’s a few bucks more. I don’t care. Can you get it there tomorrow?‘“
No-nonsense pricing is also a credo at First Call Rentals. There are no hidden fees, no enviro fees, no rental protection fees. Just the price, GST and PST.
“That keeps our customers coming back,” says Cabral. “We’re transparent and we’re finding stuff for you. People
Heat up winter revenue
Wacker Neuson offers heat solutions for any job size during cold weather applications. Increase your winter rentals with hydronic surface heaters for thawing and curing applications, indirectfired heaters for extreme weather conditions, flameless technology for potentially hazardous environments and radiant heaters for concentrated heat. Wacker Neuson has all it takes to improve your bottom line this winter.
appreciate being treated that way. We’re a small outfit compared to the publicly traded firms. It’s hard enough to manage your staff and your business at a smaller business level. The more you grow, the bigger you get, the less your staff cares. And it’s harder to manage staff and find really good people, and the service levels get watered down.
“Our guys take ownership of this company. They’re proud to be here at First Call. We’re a smaller, privately owned company but our diverse level of inventory and inventory levels is bigger than some of the companies that have been in business for more than 40 years.”
Speaking of inventory levels, First Call Rentals will add to its inventory to help out a customer.
For example, they currently have 12 dustless grinder systems and each system cost $4,500. Last summer, they had eight or nine and all were rented out to customers. An existing customer came by, saying they had a building downtown they were working on and needed a dustless grinder
for three or four months. Rather than sub-rent the grinder, Cabral went out and bought four more and got the product to the job site.
“We get our product on site and feed our inventory level, putting it back into the company as opposed to just taking 20 per cent of the revenue in your pocket and the other 80 per cent to the other rental house. Anytime we do a longer-term rental, I’d rather buy the equipment than re-rent it. My sales guys are always asking questions. ‘Where’s it going to go? How long do you need it for? What are you doing?’ If they say they need the equipment for four months we need to know that so we can buy replacement inventory and keep our levels up. It seems to be working.”
Every new customer – and Cabral says he’s all over his guys when it comes to this – is treated as a potential long-term customer. “We show them the knowledge we have, the equipment we provide, offer them suggestions and take a little time to find out about their jobs and what they’re
doing,” says Cabral.
“What separates us from other rental companies is all of us really, really care. Chemistry is important. I tell people when I’m hiring, if you can’t get along with the other staff, I’m not here to babysit you, I’m not here to look over your shoulder. If you’re being rude or not helpful with customers, you’re going to be gone. We all have to work together and help each other. I don’t care if you’re a sales guy and you have to make a delivery or help a driver load something. Get your coveralls on and get your hands dirty. Just get it done because customers are waiting on it. There’s no room for attitude in our industry.”
First Call Rentals’ staff is fully trained and will offer equipment training. They service all of B.C. and have clients in Alberta.
They are happy to take on the stresses of their customers. CRS
[Editor’s note: First Call’s branding spells the company name “1st Call.” It’s been changed here to conform with our copy style.]
MAINTAIN YOUR
MOWERS
Regular mower attention yields profits.
by NICK MINAS
With the peak mowing season underway, it’s important that rental stores keep their machines well maintained and ready to go. In the midst of the busiest time of the year, easily avoidable downtime simply isn’t an option, and there are simple things you can do to ensure your machines are rental ready and that your business has the right maintenance policies in place to maximize each rental experience.
MIND YOUR MAINTENANCE
No matter how good the landscaping crew may be, it doesn’t matter if the equipment isn’t up and running. To increase uptime, it is important to properly maintain machines per the directions in the operator’s manual.
Between rentals, your staff should start with a walk-around, checking everything from nuts and bolts to belts. They should keep an eye out for any loose or worn parts, and always be sure to tighten nuts and bolts, replace filters and check and replace belts as needed. It’s extremely crucial to identify missing parts and replace them as quickly as possible, especially before operations. Failure to do so may result in a machine going down mid-job, causing delays. Also, give tires a onceover, checking the tire pressure and examining treads for wear and tear. Pay extra attention to the mower deck and blade, which is the most
We’re half way through the summer, and your commercial mowing fleet has been working hard. The key to a quality cut is the performance of the machine and blades.
critical part of the machine affecting cut quality. A sharp blade is the key to creating a clean, crisp cut when mowing. Check blades for dullness and corrosion. If the blade is dull, sharpen it to ensure a high-quality cut. Additionally, replace any exhausted blades that are no longer effective. It is also important to check blade balance for an even cut.
In addition, there are several other areas of the mower deck that should be regularly monitored for wear and tear. The mower belt should be taut and in good condition. If there is any fraying or wear that changes the belt’s profile, be sure to replace it. Also, look for any loose cords or chunks of the belt missing.
Routine maintenance is another thing
to keep in mind, especially during summer when mowers are working hard. Following the outlined maintenance schedule in the operator’s manual, make sure to perform the necessary work as specified by the manufacturer. Also ensure that the right fluids are being used, as recommended by the manufacturer. While switching fluids might not seem like a big deal, using the wrong fluid can lead to major damage down the road.
Be sure to keep tabs on all the maintenance that is done throughout the summer season. Proper service is key when it comes to keeping machines running smoothly, and many mechanics do not realize how quickly they forget what service was completed even weeks before. Track maintenance in a log book, which will provide something to refer to during the upcoming months.
KEEP THINGS CLEAN
While this may seem obvious, the first step to ensure a quality cut is to keep machines clean. When the machines are returned, your staff should ensure they are debris-free before going out again. Not only do clean machines look nice, but this important step can also help increase machine uptime. During mowing, equipment accumulates a fair amount of crud and debris, particularly when mowing in areas
that frequently deal with rainy weather. This debris can lead to damage if left untouched, making it extremely important to thoroughly remove before putting away machines. Additionally, when performing daily walk-arounds and machine checks, extra dirt and crud can make it difficult to see if parts are missing or need to be replaced.
DEVELOP A PART MANAGEMENT PROGRAM
Parts management serves as one of the most vital elements to combat machine downtime. Taking the time to properly revamp your parts department will improve the overall ROI of your mower fleet.
First, assign inventory ownership, limiting the number of employees with access to parts storage. With one person overseeing the parts department, it ensures efficient management of the inventory.
Properly organize and label bin locations, creating a designated part storage location so that maintenance personnel are aware of where things are and what needs restocking. Include a minimum stocking level on the label so managers know when parts need to be replenished. Also, consider incorporating a system that allows you to track parts usage by machine. By tracking what parts were used for each machine and the cost per part, rental stores can identify repair costs for each particular model and help determine whether a machine should be repaired or replaced.
UTILIZE RESOURCES
As the mowing season picks up over the summer, it is important to have resources lined up to help manage downtime. The equipment dealer is one of the best resources available, as not only do they know everything about the equipment, many dealers are prepared to support rental houses with the downtime they will face. You can consider the dealer an extension of your business, as they also have a great interest in your success. When speaking with a dealer, rental houses should discuss any beneficial support offerings they provide. For example, John Deere dealers offer a mower loaner program, which provides customers with
a loaner mower to use when a machine experiences downtime. This ensures that the business never skips a beat, even when something unexpected happens.
The dealer also plays a key role in parts delivery, and can work with you to ensure you have the parts you need before you need them. Many dealers can set up a recurring delivery, which works in tandem with the parts management department to restock common parts once a minimum inventory has been reached.
Additionally, if a new equipment purchase is needed, the dealer is there to help streamline the process. Not only will the dealer help you determine the right equipment for your business, most dealers can help simplify the financing process, especially if the manufacturer offers financial support.
SCHEDULE A MID-SUMMER MAINTENANCE REFRESH
Summer is a great time to schedule a refresher course for your staff, as protocols and processes often fall by the wayside as we get deeper into the mowing season. Sit the back shop and counter staff down to discuss important things, including maintenance schedules, company rules and mowing best practices. It is important for them to remind customers of a few basic, but essential, mowing dos and don’ts. For example, they should
always make sure that lawns are clear of debris or hazardous materials before each cut. While this may take a few extra minutes, staying true to this best practice helps protect and maintain the equipment, and allows for mower blades to remain sharper longer.
Warmer months are when professional landscape contractors are most profitable, making it important to have your equipment ready to go. As a landscape equipment rental operator, it is critical to prioritize mower care, as working machines are vital to keeping your business running all season long. Additionally, make sure the machines are ready to go by maintaining processes that streamline things and increase productivity. Finally, don’t forget that the equipment dealer is always there to support your business and help keep things moving. Dealers are extremely invested in their customers, and most dealers offer a range of services to help increase uptime. With a little preparation and a lot of hard work, rental houses can take advantage of the lawn care business opportunity and increase their profitability this summer. CRS
Nick Minas is product manager for John Deere Commercial Mowing. This article originally appeared in Turf and Recreation magazine.
Before working, be sure to do a walk-about to remove any debris that might get caught up in the machinery.
THE CHOICE IS SIMPLE
LOWER PRICE, HIGHER ROI
MLTS from power for the LED xtures, with optional 2.4kW hours runtime, your return on investment is faster
Simplify your lighting needs with the new Generac Mobile. Smart, Simple, Small footprintthe MLTS light tower is designed for a wide variety of applications. The 2-cylinder engine provides ample power for the LED xtures, with optional 2.4kW export power for other jobsite needs. Its small, easyto-tow size makes the MLTS a great lighting choice for general rental, construction, roadwork, events and more. With a lower initial price point and up to 220 hours runtime, your return on investment is faster than ever. The choice is simple.
ILLUMINATED CONTROLS AND LED running lights for enhanced visibility and safety
SIMPLE, ANALOG CONTROLS
OPTIONAL EXPORT POWER for tools and other jobsite power needs
GAS-ASSISTED REAR HATCH opens easily, and stays secure for quick and easy unobstructed maintenance access
FULLY ROTATIONAL MAST with tool-less adjustment from the ground
STANDARD MANUAL WINCH with electric option STANDARD OR DIFFUSE LEDS
1000 HOUR OIL SERVICE more uptime and less labor costs
CONTAINMENT OPTION for environmental requirements
WATCHING THE TRAILERS
A holistic approach to trailer total cost of ownership
There’s a lot riding on your trailers. As in, your entire business. Given their importance in carrying just about everything you rent, it pays to think carefully about every aspect of this critical investment.
by TROY GEISLER
LEFT: Load concentration — or the length of the deck that can handle the weight — varies from one manufacturer to the next. Understanding concentrated load ratings for a particular trailer ensures operators are not overloading the trailer — decreasing safety and efficiency and racking up unnecessary maintenance costs.
RIGHT: In addition to profile and liftability, ease of use should be considered when selecting a removable gooseneck for optimum ROI.
With a cost on par with the average home mortgage, heavy-haul trailers can seem like an overwhelming investment for rental companies. However, having reliable transportation to get rental equipment from jobsite to jobsite safely and efficiently can lead to cost savings and a competitive edge. And the right trailer can provide fast ROI, greater productivity and increased profits, while the wrong decision can leave rental companies with the financial burden of a unit that will cost far more in the long run.
Unfortunately, the second scenario is all too common due to an incomplete understanding of total cost of ownership. Purchase price is sometimes the only factor buyers consider when evaluating the cost of a trailer. The initial cost, however, can be misleading when considered alone. A comprehensive approach
to calculating total cost of ownership requires an understanding of multiple factors, many of which cannot be found on the price tag. For rental companies — which require more versatile trailers capable of handling a wide range of equipment — working with a knowledgeable manufacturer to conduct initial research is the surest road to ROI success. This type of partnership can minimize operation costs while maximizing investment. However, knowing how to start the conversation can still be difficult. These areas of consideration can help get the wheels turning.
PURCHASE PRICE
The first and most obvious element of total cost of ownership is purchase price. To the seasoned equipment buyer, price is evaluated based on what the equipment needs to do
and the value it adds to the business. Minimizing upfront costs isn’t as important to total cost of ownership as purchasing a trailer that efficiently handles the hauls ahead of it. There are a few things fleet owners can look at to help determine the best trailer for their needs and minimize long-term expenses.
CAPACITY
Rental fleet owners must be sure the trailer they invest in can stand up to expected load capacities. And as experienced fleet managers know, weight capacity ratings only tell part of the story.
The overall weight a trailer can handle is just that, whether a 35- or 55-ton lowbed. However, there is a bit more to consider. Load concentration — or the length of the deck that can handle the weight — varies from one manufacturer to the next. For example, three manufacturers each offer a 26-foot lowbed that can haul 55 tons, but one may need the entire deck length to safely carry the weight, while another is rated for 55 tons in a 16-foot span, and another the same weight at half the deck length. Be sure to understand the difference in ratings. Loads are rarely evenly distributed across the entire deck, so understanding concentrated load ratings for a particular trailer ensures operators are not overloading the trailer, decreasing safety and efficiency and racking up unnecessary
maintenance costs.
Laws and regulations vary from province to province, so it’s important to choose a trailer that maximizes the load while minimizing permit costs. Work with a manufacturer that understands this and will provide the best possible weight distribution over the axles. This can include adding a fourth flip axle or spreading two or three additional axles apart to evenly accept the load. Choosing axle configurations that offer more flexibility to handle different types of loads increases earning potential over the lifetime of the trailer.
Furthermore, manufacturers often interpret Gross Vehicle Weight Rating (GVWR) and Gross Axle Weight Rating (GAWR) differently. Misunderstandings could lead to limited ratings and configurations, which could affect all that is needed to get the job done.
ENGINEERING AND SAFETY RATINGS
Well-thought-out features and designs are a good indication of experienced engineering at work. This goes beyond steel, welding and bolts. Good engineering is about understanding each customer’s needs and building a trailer optimized for durability, longevity and minimal maintenance. Working with a manufacturer that can provide custom-built solutions is ideal. They can design a trailer that can handle the load,
which minimizes maintenance and ensures operators get the greatest longevity.
The trailer’s safety rating is one of the quickest ways to determine if a manufacturer uses high-quality components — such as heavy-duty T-1 steel and Apitong flooring — that will stand up to the jobs you have planned. The safety rating is intended to show operators how well the trailer is equipped to deal with the extra stress that comes from things like bumps, chuckholes and railroad tracks as it travels down the road.
These bumps in the road cause the trailer to experience a momentary magnification of payload. In general, trailers can expect an average magnification of payload ratio of 1.8 to 1. This means a 55-ton-rated trailer with a 55-ton load will experience 1.8 times the stress, or 90 tons, as it travels over inconsistencies in the road.
Safety ratings tell the end user how much magnification of payload the trailer is designed to withstand. Safety ratings will range from no margin to up to 2.5 to one, an industry high. A trailer with a high safety rating and built with high-quality materials may cost more up front but will better stand up to the dayto-day stresses of hauling loads. Drivers should keep in mind that though the average magnification of payload is 1.8, in many instances the trailer will experience much more than that. A trailer
NEW From Billy Goat
designed with extra margin in the safety rating will experience less stress, wear and damage, resulting in reduced maintenance costs over time.
Trailers built with lower-quality materials offer a lower safety rating so they simply can’t provide that kind of longevity. As a result, the trailers are more prone to premature damage and require more maintenance, resulting in less time working and a lower return over the life of the trailer.
MAINTENANCE
The ease and cost of maintenance contribute greatly to the lifetime cost of ownership of trailers. A well-designed trailer will provide long maintenance intervals and be easy to work on when maintenance is necessary. A good manufacturer will also focus on ensuring wear parts are readily available at a reasonable cost. Some of the most critical elements of a maintenance-friendly trailer are the quality of the removable gooseneck, suspension system and components like steel and paint.
The removable gooseneck revolutionized heavy haul, increasing safety and productivity on jobsites around the world. Since then, improvements such as hydraulics have further increased overall efficiency. In addition to profile and liftability, ease-of-use should be considered when selecting a removable gooseneck for optimum ROI. Industryleading manufacturers offer hydraulic removable gooseneck systems that operate at five to 15 gallons per minute, making them less susceptible to leaks. These low-pressure systems also use hoses that are readily available and more cost efficient than those needed for high-pressure systems. The location of the hydraulic system on the gooseneck can further increase ease of maintenance. Mounting the system within the gooseneck base section limits vibration and damage, increasing the length of maintenance intervals.
All things being equal, a trailer with a properly specified suspension system experiences less wear and tear. A maintenance-friendly suspension system offers features designed specifically to increase its resilience and lifespan, as
AT YOUR SERVICE
The power of “now” service
by Russ Dantu
It was Thursday, July 4, at 3:27 when I got the call from my customer, Dani. We’ve known each other for many years now and have an awesome professional relationship to the point we were both in Hawaii a few years back and got together for appetizers and drinks with our families. If I am somewhere and I know a customer is going to be there, I usually look them up ahead of time to see if they want to meet. It’s going an extra step to deepen a relationship….which is what this article is all about
“Russ, we’ve got our Stampede Party starting in a couple of hours and it’s pouring rain. I don’t suppose you have any rain ponchos kicking around, do you?”
It’s impossible for me to keep extra product sitting around when we have over one million items to draw from so, no, ponchos aren’t something I keep handy, just in case.
I replied “Hey, Dani. No, I don’t but how many are you looking for?”
She said, “Literally, whatever you could come up with.”
I said, “Leave it with me for 30 minutes and I’ll see what I can find.”
I headed over to a Dollar Store. I have never bought product for a customer at the Dollar Store before, but hey, beggars cannot be choosers 90 minutes before the event. I found some economical umbrellas with red maple leafs all over them. My customer’s corporate colors are red and they are a Canadian company so I thought this would be perfect.
“Dani, how are umbrellas for you? They are $3.50 each here and one other location close by has the same. I can get you about 40 total and still be down to you before your event starts. Should I go ahead and buy these?”
“Russ, I cannot believe you are doing this for me. Yes, please do!”
I drove to two different Dollar Stores and headed close to downtown Calgary during rush hour traffic as everyone was making their commute home. It’s never nice driving near downtown Calgary during rush hour traffic. Dani met me at the front door to their building with this amazing smile on her face.
“I cannot believe you pulled this off. Thank you!”
The next day, she sent me this email:
“My day was positively insane. And then the rain. I should have planned earlier. You were a knight in shining armour. Over and above by going out of your way to get umbrellas for me. Beyond words, Russ. You are amazing and I hope one day I can repay you for all you do for me.
“The umbrellas were a hit. So many grateful wet faces when I handed them out.
“Please invoice me, for the umbrellas, and your time, Russ. I truly value how you put your business and day on hold to source these for me.”
I didn’t stop there. All I billed her was $50 more than the cost of the umbrellas that day for all my time and gas to get this done for her. Truthfully, I lost money, but I cemented an already solid relationship even further.
I don’t share this story to toot my own horn. I share it because the lesson is gold here. It shouldn’t always be about the money. To show your customer that you truly value their business, sometimes go way above and beyond to help them out and not gouge them with a huge bill afterwards.
Business Development Canada recommends encouraging your customers to form an emotional connection with your company. Money may be a lot of things, but it’s not emotional. When you do things for your customers in return for payment, the customer may appreciate a fair deal but they always understand that it’s a value-for-value transaction that they can potentially get somewhere else. To really make your business indispensable, look for opportunities to show you care about their needs beyond just what they’re willing to pay for.
It always comes back tenfold! Try it – you’ll put a huge smile on your customers’ face and feel good doing it. CRS
Russ Dantu is a 30-year veteran of the rental industry and has been delivering workshops, seminars and keynotes on customer service for over 15 years. Visit russdantu.com.
ALL FIRED UP
New standards for portable fuel-burning equipment.
CSA recently released the B138.1 and B138.2 standards for installing portable fuel-burning equipment. The stricter standards were created after fires on construction sites at a hospital in Brampton and at the University of Ottawa.
by ANDREW SNOOK
LEFT: Clearance from buildings, construction materials and other fire hazards gets a big emphasis in the new standards. Preventing loose debris from entering intakes is also important.
RIGHT: A couple of new standards have come into effect that rental houses across Canada need to be aware of related to portable fuelburning equipment across Canada.
And what kind of issues lead to these types of fires on construction sites? Clearance issues, for one, according to Dustin Hubert of GAL Power Systems.
“One thing that is very blatant on the actual heaters themselves, as well as in the manuals for them, is how far you need to keep combustible materials away from each side of that heater,” Hubert says. “It’ll say, from the bottom, from the sides, from the top, from the front, from the back, you’ve got to have ‘X’ amount of space from any combustible material.”
He adds that clearances are one of the easiest instructions to follow, but also one of the easiest areas to have an issue. On construction sites, debris can get picked up by the wind and potentially sucked into the intake of a portable heater.
“If there’s garbage blowing around in the wind and it gets sucked into the intake of your
heater, there are safeties in place that should shut the heater down before anything bad can happen,” Hubert says. “But that goes back to your maintenance schedule and your maintenance history on that particular asset. Are you taking good care of it? Was it checked before it went out? Has it been green tagged for this season?”
These types of safety shutdowns are standard across the various manufacturers; otherwise, organizations like CSA or TSSA (in Ontario) would never allow the equipment to operate. Secondary shutdowns, like high-limit switches, are also very common on these types of units; however, weather and time play roles on the degradation of the safety switches manufactured into the equipment.
“These things get beaten up, it’s like a rental car,” Hubert says. “They go down the road, they
HEATER SHOWCASE
rims and tires. The trailer includes an hour meter, an interior compartment light, turn signals and tail lights, single-axle brakes and electric emergency brakes. The heater boasts a 78-hour run time with full containment and the nine-foot two-stage mast holds two 1,000-watt lights. The Stamford Newage generator is powered by Yanmar or Kubota engines. Heat output is 390,000 BTU per hour and 3,000 CFM from a 16-gauge, 304 stainless steel exchanger. The trailer accepts two 12-inch or one 16-inch duct connections.
EXPANDS RENTAL WINDOW
dryair.ca
Dryair has introduced the new D-CAN 25 2,500 CFM desiccant dehumidification attachment to its line of hydronic heating equipment. Utilizing 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 cent compared to many conventional desiccant dehumidification systems. The system can deliver huge fuel savings and significantly reduce power requirements resulting in a much greener and economical alternative to desiccant drying. This new attachment also offers Dryair rental operators the opportunity to expand the utilization of their fleet
of greenthaw and central hydronic heating units to a full 12 months out of the year.
WIDE TEMPERATURE RANGE engperfduct.com
Engineered Performance
Ducting has introduced its newest product to the Canadian heater market. AiroHeat is a unique hybrid design that effectively operates in temperature ranges from -53 to 190 C. The six-foot polyester starter section is designed to handle the initial blast from most heaters on the market (up to 190 C) and will remain flexible in cold weather environments. AiroHeat is wire-reinforced and includes wearstrip to protect the duct from everyday wear and tear. Each section of AiroHeat is 25 feet long and available in the four most common diameters for heating applications: 12-, 16-, 20- and 24-inch. Standard end finish incorporates a cuff/strap inlet and wire ring outlet along with two storage straps with clip buckles for transport and easy storing. AiroHeat is manufactured using fireresistant materials and passes UL 94V-0, NFPA 705 and NFPA 701 flame resistance tests.
BETTER ROI
questonthejob.com
Quest Construction Equipment has introduced the Quest PowerHeat 4500 delivering better ROI in two ways. The PowerHeat 4500
can be used with Quest hydronic accessories to do building heat, emergency heat and provide heat in many ways for the oil and gas and environmental industries. It can also accommodate up to 4,500 feet of hose to allow 9,000 square feet of thaw with no additional hose reels or booster pumps.
The onboard manifold system allows users to move the unit without having to pick up all the ground thaw hose. It also allows for multiple areas of thaw. The 500-foot loops allow the user to only pull the amount of hose needed for the job. The shorter loops also provide much better heat distribution during the job. The optional remote manifold allows users to do bridge decks without having to lift the unit into place. It also allows multiple areas of thaw or cure as well as temporary heat at the same time. With the stainless steel combustion chamber, there is no need for mixing booster pumps when doing concrete curing.
Just dial down the aquastat and cure. The roll-up door will not freeze or break as the design allows the door to pivot back inside the unit.
CONVENIENT POWER heat-king.ca
The Cube HK1500 from Heat King is a 1.5 million BTU-perhour glycol heating system that can reliably push glycol vertically 300 feet and can distribute the heat through manifolds to as many as 30 space heaters. Or it can be used to ground thaw or concrete cure with as many as 18 700-foot hoses. The Cube is available in diesel and LP/NG. With optional HX200 heat exchangers the Cube can space heat up to 1.4 million square feet, thaw 34,000 square feet of ground or cure 68,000 square feet of concrete. One person can set it up without special training. The rugged high-pressure custom hoses have self-sealing hydraulic fittings to minimize spills. A programmable logic controller requires minimal
input from the operator to manage flow and temperatures. The Cube is built with multiple redundant safety systems. The unit interior can be accessed from all sides, with access to almost all internal elements from the front. It can be forklifted from either side or craned from the bottom.
HYDRONIC HEAVEN
wackerneuson.com
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.
SAFETY FIRST AND LAST
Protect young workers
by Jeff Thorne
Each day in Canada, close to 50 workers under the age of 19 are injured on the job according to statistics from the Association of the Worker’s Compensation Boards of Canada (AWCBC). New workers in Ontario are three times more likely to be injured on the job than more experienced workers. In 2017, there were six traumatic fatalities and 7,956 losttime claims reported among workers aged 15 to 24. These are just the reported claims – many injuries go unreported. Lack of knowledge and experience, lack of training and hesitancy to ask questions contributes to the increased rate of injury experienced by new and young workers. Fortunately, employers can take proactive steps to mitigate the risks that these workers face. Here’s how.
Not providing required safety information proved to be a gap for many employers of young workers during the Ontario Ministry of Labour’s most recent inspection blitz focused on new and young workers. The most frequently issued order by inspectors involved the employer’s failure to post a copy of the OHSA and any explanatory material.
Employers must communicate the job tasks, hazards and controls. Providing this information will help keep new and young workers informed and allow them to make informed decisions. Provide workplace-specific policies and procedures in writing and have all new workers review and acknowledge them prior to starting the job.
Training workers provides them the knowledge and confidence to perform their tasks safely. New and young workers must be provided training on the following, even if they are only being hired on a temporary basis: Workplace Hazardous Materials Information System (WHMIS); worker rights and responsibilities; and workplace violence and harassment.
New and young workers also need to be provided with job or task-specific training. This training must cover safe operating procedures, actual and potential hazards and how to use personal protective equipment. Depending on
the task, training may be informal and on-thejob. Some industries and job tasks may require formal training.
Employers have a legal obligation to provide workers with information, instruction and competent supervision. Supervisors need to monitor and engage new and young workers to make sure they are working in compliance with standards and rules that have been designed for their protection. If they notice unsafe behaviour or substandard acts or practices, they should address it right away. In the case of a new or young worker, it’s likely a lack of knowledge that’s causing their unsafe behaviour. However, if it is a disregard for policies, supervisors have a responsibility to find out why the behaviour exists and to educate them.
Since new and young workers will have less experience, they may need more supervision than more experienced workers. Confirm that there are enough resources and your supervisors have enough capacity to train and monitor new workers if you are hiring several at once.
Young workers often hesitate to ask questions, which can leave them facing unnecessary risks. Support your new employee’s participation in their own safety by encouraging feedback. Demonstrate your openness by making sure supervisors respond respectfully to all questions, as basic as they may seem to a seasoned supervisor. Ask members of your Joint Health and Safety Committee to regularly check in with new workers during their inspections and ask if they have any concerns that they can address. New workers may recognize hazards that more experienced workers have become accustomed to. Finally, share with new and young workers the importance of reporting hazards and injuries to their supervisor. By taking steps to protect the safety of young and new workers, you can ensure that they remain effective contributors to your team, rather than a threat to their own wellbeing and the safety of your workplace. CRS
Jeff Thorne is the training manager at Occupational Safety Group.
BETTER SOFTWARE. BETTER LIVES.
When you've added a new employee every two weeks for the past two years, you learn the value of a simple, consistent set of core values. At Point of Rental, we strive to be EPIC. Find out more about what we're doing to improve ourselves, the rental industry, and the world for the long haul at pointofrental.com/epic
