Rental January/February 2017

EXCLUSIVE INTERVIEW BigRentz CTO talks about the future of equipment rental

January/February 2017

PRODUCT NEWS INSIGHT ■

■

NEW! ‘Construction Equipment Closeup’

BARRETO PUSHES

PRODUCTIVITY, RELIABILITY with RTK Tracked Trencher

NEW IN 2017

DATA MINING:

What does it mean & how do you do it?

SEE WHAT EQUIPMENT SUPPLIERS WILL BE SHOWING AT UPCOMING INDUSTRY EVENTS

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2/7/17 8:50 AM

SMALL MACHINES.

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The G-Series has great pushing power, but that’s nothing compared to how much pull it’s got. A trusted brand with productivity and reliability will keep customers lining up. And with easy-access maintenance points, in-cab boom lock, and nohassle footwell cleanout, getting them ready for the next rental will be no problem either. Whether you choose radial- or vertical-lift models, the G-Series won’t sit long in your shop or on your lot. Buy it. Rent it. Sell it. Count your cash. Repeat.

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*Offer valid at participating dealers only. Offer valid starting 1 March 2016 until 28 February 2017. Subject to approved installment credit with John Deere Financial. Offer includes new John Deere skid steers, compact track loaders, compact excavators, and compact wheel loaders. Some restrictions apply. Other offers available. See your local John Deere dealer for complete details and other financing options. For commercial use only. **In lieu of financing, receive savings up to $2,800 on new John Deere skid steers, up to $3,500 on new John Deere compact track loaders, up to $3,375 on new John Deere compact excavators, and up to $4,650 on new John Deere compact wheel loaders. Offer valid starting 1 March 2016 until 28 February 2017. ***Purchase new John Deere skid steers and compact track loaders, compact excavators, and compact wheel loaders from John Deere or authorized John Deere dealers between 1 March 2016 until 28 February 2017 and in addition to the Standard 12-month/ unlimited-hour Warranty, you receive a powertrain plus hydraulics warranty, for 2 years/2,000 hours. The powertrain plus hydraulics warranty expires two years after the delivery receipt date or after 2,000 machine hours, whichever occurs first. Offer valid at participating dealers only. Some restrictions may apply. Other offers may be available. See your local John Deere dealer for complete details.

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2/3/17 7:25 AM

VOLUME 39 ISSUE 1

January/February 2017 22

52

NEW IN 2017

SPECIAL REPORT: SOFTWARE

Preview to product introductions at industry tradeshows

Mining for Data, Digging for Gold

Here’s what leading suppliers have to offer for the upcoming rental season.

36 PRODUCT SPOTLIGHT New Loaders from Wacker Neuson Medium-frame skid-steer and compact-track loaders designed from the ground up.

46 SPECIAL REPORT: ENGINES Cut Power Without Sacrificing Productivity Here’s how equipment manufacturers are using 74-hp and lower engines to get optimal performance with fewer maintenance challenges.

Software experts explain how to make the most of your management software.

62 EXCLUSIVE INTERVIEW How BigRentz Promises to Drive the Industry Forward Chief Technology Office Liam Stannard talks about how the BigRentz business model works and how it could help your company.

70 IN THE FIELD Calgrove Rentals Finds a Loyal Equipment Partner

74 MANAGING FOR SUCCESS How to Build a Foundation for Partnership at Your Rental Business

www.ForConstructionPros.com/RENTAL

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BARRETO PUSHES PRODUCTIVITY, RELIABILITY WITH RTK TRACKED TRENCHER Construction Equipment Closeup Features improve user experience as well as potential ROI.

80 IN THE SHOP Building Uptime for Compact Excavators

88 EQUIPMENT TRANSPORT Selection Tips for Lowboy and HeavyHaul Trailers

IN EVERY ISSUE 6 E verybody’s Business How your mindset can affect your outcome.

8 Manager’s Digest 16 Market Watch 96 Industry Update 106 Eye on Rental Dick Detmer reminds us to notice the heroes who walk among us.

JANUARY/FEBRUARY 2017

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CONTENTS

RentalWATCH

Rental and Construction Market Updates Get all the latest information pertaining to the topics that matter most to your business. Look here daily for the news and information you need most. To subscribe, go to ForConstructionPros. com/Register.

ForConstructionPros.com/RENTAL

Rental@RentalMagazine

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Fast, Relevant Product Information

Designed With You in Mind

It’s easier than ever to find the industry news and information you need to run your equipment rental business. Just point your browser to ForConstructionPros.com/RENTAL, and scroll for the latest reports. Whether you’re using your desktop, laptop, tablet or smartphone, you get the same simple-tonavigate experience, only faster than ever before.

VISIT TODAY! ForConstructionPros.com/RENTAL

Join Our Social Media Community www.Facebook.com/ RentalMagazine

BUYERS GUIDE

Check out our Facebook page and join our Twitter feed. Leave a comment, post some news and photos, or just catch up on the latest happenings in the world of equipment rental.

ForConstructionPros.com/ RENTAL features the industry’s most comprehensive guide to construction-related products and equipment. Visit ForConstructionPros.com/ RENTAL and click on the Buyers Guide for the most up-to-date list of what today’s leading manufacturers have to offer.

NEWS FEED 15 Employee Retention Strategies How to start reducing turnover today.

ForConstructionPros.com/12300780

CRA’s 2017 Tradeshow Attendance Up 50% Sold out exhibit space was twice what it was in 2015.

ForConstructionPros.com/12300775

7 Root Causes to Poor Communication Find out how poor communication is a symptom of a bigger problem.

ForConstructionPros.com/12296890

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PROVEN PERFORMANCE. PROVEN ROI.

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Š2017 The Charles Machine Works, Inc.

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EVERYBODY’S BUSINESS // B y

J e n n y L e s c o h i e r, e d i t o r

jlescohier@ACBusinessMedia.com

Change Your Mind, Change Your World How you think about challenges and setbacks can determine the long-term outcome

I

n the first few weeks of this year, we saw Donald Trump sworn in as President of the United States, followed by some 3 to 4 million people marching in protest, and then a swift flurry of executive orders on trade deals, oil pipelines, social policies and more. And 2017 is still just getting started. For better or worse, we as a nation are poised for a lot of change in the coming weeks, months and years.

And with change inevitably comes challenges. But what happens after that is up to each of us.

I recently read an article which inspired me, not just on a personal level, but in the way I look at our country and the world in general. The article cited the now classic learning theory by Stanford researcher Carol Dweck about how our mindset affects our outlook, and our outcomes. In her 2006 book, Mindset: The New Psychology of Success, Dweck describes the difference between a fixed mindset and a growth mindset: “In a fixed mindset students believe their basic abilities, their intelligence, their talents, are just fixed traits. They have a certain amount and that’s that...

In a growth mindset, students understand that their talents and abilities can be developed through effort, good teaching and persistence.”

In other words, our abilities — and by extension, our worldview — are all in our heads.

What does this have to do with our country, and most personally, our businesses? Only that we should try to view

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™

PRODUCT NEWS INSIGHT ■

■

www.ForConstructionPros.com/RENTAL Published by AC Business Media Inc. 201 N. Main Street Fort Atkinson, WI 53538 (800) 538-5544 www.ACBusinessMedia.com

Publication Staff Publisher Eric Servais eservais@ACBusinessMedia.com Editor Jenny Lescohier jlescohier@ACBusinessMedia.com Columnist

Dick Detmer

Senior Production Manager

Cindy Rusch

Art Director

Kayla Brown

Audience Development Director Wendy Chady Audience Development Mgr

Angela Kelty

Advertising Sales (800) 538-5544 Sean Dunphy Jill Draeger Erica Finger Amy Schwandt Denise Singsime Tom Lutzke

sdunphy@ACBusinessMedia.com jdraeger@ACBusinessMedia.com efinger@ACBusinessMedia.com aschwandt@ACBusinessMedia.com dsingsime@ACBusinessMedia.com tlutzke@ACBusinessMedia.com

ForConstructionPros.com Digital Operations Manager Nick Raether nraether@ACBusinessMedia.com

…OUR ABILITIES — AND BY EXTENSION, OUR WORLDVIEW — ARE ALL IN OUR HEADS.

Digital Sales Manager Monique Terrazas mterrazas@ACBusinessMedia.com Editor Larry Stewart lstewart@ACBusinessMedia.com Managing Editor Kimberly Hegeman khegeman@ACBusinessMedia.com Change of Address & Subscriptions — PO Box 3605, Northbrook, IL 60065-3605, Phone: (877) 201-3915 Fax: 800-543-5055 • circ.rpnmag@omeda.com List Rental — Elizabeth Jackson, Account Executive, Merit Direct LLC, Phone: (847) 492-1350 ext. 18 Fax: (847) 492-0085 • ejackson@meritdirect.com

change, challenges and obstacles as opportunities for growth, not reasons to complain or give up. There’s something to be learned from every circumstance, as long as we’re open to it. So stop blaming and start looking at the current situation as a chance to observe, learn and improve; look at the possibilities. The result might be as much for the greater good as it is for your own benefit.

Maintaining a growth mindset about what’s happening on a personal and professional level, and even on a grand scale, can not only make the difference between business success and failure, but also between a life lived in happiness or despair. ■

Reprints — Erica Finger, efinger@ACBusinessMedia.com

AC Business Media Inc. Chairman President and CEO Executive Vice President CFO VP Content VP Marketing

Anil Narang Carl Wistreich Kris Flitcroft JoAnn Breuchel Greg Udelhofen Debbie George

Published and copyrighted 2017 by AC Business Media Inc. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording or any information storage or retrieval system, without written permission from the publisher.

SUBSCRIPTION POLICY: Individual subscriptions are available without charge in the U.S. to rental centers, equipment distributors, and other businesses with rental departments. To subscribe please visit www.ForConstructionPros.com. Publisher reserves the right to reject nonqualified subscribers.

One year subscriptions for nonqualified individuals: U.S. $35.00; Canada and Mexico $60.00; and $85.00 all other countries (payable in U.S. funds, drawn on U.S. bank). Single issues available (prepaid only) $10.00 each.

Rental (ISSN 1067-0904, USPS 686-370) is published eight times per year: January/February, March, April, May, June/July, August/September, October/ November and December by AC Business Media, 201 N. Main Street, Fort Atkinson, WI 53538. Periodicals postage paid at Fort Atkinson, WI and additional entry offices. POSTMASTER: Please send change of address to Rental, PO Box 3605, Northbrook, IL 60065-3605. Printed in the USA. Canada Post PM40612608. Return Undeliverable Canadian Addresses to: RENTAL, PO Box 25542, London, ON N6C 6B2.

Vol. 39, Issue 1, January/February 2017

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2/3/17 7:27 AM

THE BARRETO TRADITION BUILDING THE TOUGHEST LINE OF TILLERS, TRENCHERS, & TREE CARE PRODUCTS IN THE INDUSTRY!

Booth #4969

Join us at The Rental Show booth #4969 to see the newest additions to the Barreto product family

At Barreto Manufacturing, we believe that in order for us to succeed, our customers must be successful. Since 1983, our products have been proven to provide consistent ROI with minimal downtime or repair. We build our equipment to withstand the demands an industrial environment requires.

We believe in providing innovative, durable, quality pieces of equipment that will be of long-term profit to our customers.

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MANAGER’S DIGEST

NEW SINGLE-FAMILY HOME BUILDER

CONFIDENCE DROPS TWO POINTS TO END 2016 Builder confidence in the market for newly built single-family homes remained on firm ground in January, down two points to a level of 67 from a downwardly revised December reading of 69 on the National Association of Home Builders/Wells Fargo Housing Market Index (HMI).

“Builders begin the year optimistic that a new Congress and administration will help create a better business climate for small businesses, particularly as it relates

to streamlining and reforming the regulatory process,” said National Association of Home Builders (NAHB) Chairman Granger MacDonald, a home builder and developer from Kerrville, TX. “NAHB expects solid 10% growth in single-family construction in 2017, adding to the gains of 2016,” said NAHB Chief Economist Robert Dietz. “Concerns going into the year include rising mortgage interest rates as well as a lack of lots and access to labor.”

TOP 10 Equipment Acquisition TRENDS FOR 2017

The Equipment Leasing and Finance Association (ELFA) which represents the $1-trillion equipment finance sector, has revealed its Top 10 Equipment Acquisition Trends for 2017:

1. Look for capital spending to pick up in 2017 after the previous year’s negative equipment and software investment growth.

All HMI components retreated in January. The component gauging current sales conditions fell three points to 72, the index charting sales expectations in the next six months registered a twopoint decline to 76 and the component measuring buyer traffic edged one-point lower to 51.

Looking at the three-month moving averages for regional HMI scores, the Northeast rose two points to 52 and the Midwest posted a three-point gain to 64. The South and West each held steady at 67 and 79, respectively.

To read the full report, visit forconstructionpros.com/news/12296196

5. The oil industry drag on the U.S. economy will

cease. The oil price freefall that sent oilfield and mining investment plunging has steadied.

6. Many key equipment verticals will benefit from positive momentum.

7.

Businesses will need to keep abreast of interest rate increases. A non-issue since the Great Recession, expect additional rate increases this year after the December 2016 hike.

8. Innovations in the equipment finance industry will

increase flexibility and convenience for customers. Endusers seeking value-added benefits for ease of access and process improvements will find them when financing equipment this year.

Lease accounting changes won’t deter financed 2. Expect growth of financed equipment acquisitions 9. equipment acquisitions. to outpace growth in total equipment investment. Growth in equipment and software investment this year

3. More business-friendly federal policy will bolster business investment and economic growth.

4. Changes in trade policy will risk headwinds for equipment exports.

10. Businesses will watch for potential “wild cards”

when considering equipment acquisition decisions.

Despite many favorable factors for equipment spending this year, U.S. businesses will be keeping an eye on developments on numerous fronts.

To read the full report, visit forconstructionpros.com/news/12296047

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www.ForConstructionPros.com/RENTAL

2/3/17 2:13 PM

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2/3/17 2:13 PM

MANAGER’S DIGEST

CONTRACTORS PLAN TO EXPAND HEADCOUNT IN 2017 WITH EXPECTATIONS OF STRONG DEMAND FROM PUBLIC, PRIVATE SECTORS

Seventy three percent of construction firms plan to expand their payrolls in 2017 as contractors expect private and public sector demand to grow in all market segments, according to Associated General Contractors of America (AGC) and Sage Construction and Real Estate survey results. Despite the general optimism outlined in Expecting a Post-Election Bump: The 2017 Construction Industry Hiring and Business Outlook, many firms report they remain worried about the availability of qualified workers and rising health and regulatory costs.

WHAT NUMERICAL CHANGE DO YOU “ContracEXPECT IN YOUR HEADCOUNT IN 2017? tors have

relatively high expectations for 2017 as they predict the economy and demands for all types of construction will grow,” said Stephen E. Sandherr, AGC’s chief executive officer. “As a result of this optimism, many firms expect to expand their headcount next year.”

All but a handful of contractors expect the overall construction market to expand or remain roughly the same in 2017 compared to 2016. A total of 46% of respondents said they expect a higher dollar volume of projects in 2017 than in 2016, versus just 9% who expect a lower volume, for a net positive reading (based on unrounded numbers) of 36%. The remaining 45% expect volumes to remain more or less constant.

Contractors had a positive outlook, on net, for all 13 market segments included in the survey. Respondents are most optimistic about the outlook for both the hospital and retail, warehouse and lodging markets (23% net positive for both).

To read the full report, visit forconstructionpros.com/news/12293866

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DODGE MOMENTUM INDEX JUMPS NEARLY 3%

IN DECEMBER ON COMMERCIAL STRENGTH The Dodge Momentum Index increased 2.9% in December to 136.7 (2000=100) from its revised November reading of 132.8. After trending upward over the course of 2016, the Momentum Index is now at an eight-year high, although still more than 25% below its previous peak reached at the end of 2007.

According to Wells Fargo Securities, the Momentum Index is up 17% year over year in December.

The Momentum Index is a monthly measure of the first (or initial) report for nonresidential building projects in planning, which have been shown to lead construction spending for nonresidential buildings by a full year.

December’s gain was due to a 5.7% increase in the commercial component, which more than offset a 1.7% drop in the institutional component. After ending 2015 in a lull, commercial planning intentions posted remarkable strength in 2016, climbing 38% over the year.

Meanwhile, institutional planning settled back in 2016, losing 6% after a strong 2015. This suggests that commercial construction activity has more room to grow in 2017 despite being at a more mature phase of its cycle, while planning in the institutional sector has yet to see the benefit of the numerous education-related bond measures passed in recent years.

Wells Fargo Securities expects moderate gains in private nonresidential spending in 2017 as momentum in the institutional sector, especially health care, slows further and other forward-looking indicators (e.g.

Architecture Billings Index) point to moderation in construction activity.

In December, eight projects entered planning each with a value that exceeded $100 million. For the commercial building sector, the leading projects were a $400 million mixed-use building in Atlanta that will include 640,000 square feet of office space and a hotel, and a $351-million office tower in San Francisco.

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2/3/17 2:13 PM

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Whether you rent or operate them, Mobilairs’ longevity means they

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MANAGER’S DIGEST

TEN

CONSTRUCTION

Construction Records

INDUSTRY

TRENDS SMALLEST YEAR-OVERFOR 2017 YEAR JOBS INCREASE IN FOUR YEARS

National construction employment declined by 3,000 net jobs on a seasonally adjusted basis in December, according to Associated Builders and Contractors (ABC) analysis of U.S. Bureau of Labor Statistics data. The industry added 102,000 net new jobs on a year-over-year basis, the smallest increase in more than four years.

Of the five subsectors, only residential specialty trade contractors added jobs in December (11,700 net new jobs). Nonresidential construction lost 13,400 net jobs for the month, largely due to losses in heavy and civil engineering, which lost 8,900 jobs.

These data are adjusted for seasonal variations, which means that one cannot simply blame the poor job performance on the transition from November to December.

“A terrific nonresidential construction spending report arrived earlier this week, leading to expectations of a more upbeat assessment of the construction employment situation than provided by today’s report,” said ABC Chief Economist Anirban Basu.

“The spending report indicated that nonresidential spending expanded to $712.4 billion on a seasonally adjusted, annualized rate in November, representing the highest level of spending in eight years.

“One possible way to reconcile seemingly contradictory data is to point out that construction firms are reporting greater difficulty filling available positions,” said Basu.

“More than 80% of ABC members report difficulty finding appropriately skilled labor.

Accordingly, many construction firms are required to do more with fewer people, which should eventually show up in construction productivity data that reflect the amount of output generated by the average worker on a per-hour-worked basis.

“The significant number of jobs lost in the heavy and civil engineering segment indicates that U.S. spending on infrastructure remains low,” said Basu. “For much of the year, the level of spending in publicly-financed segments was stuck in reverse, and today’s data indicate that increased investment in the shared built environment is much needed.

“There were jobs lost in privately-financed segments as well,” said Basu. “Employment in nonresidential building construction dipped by 1,300 in December. While that’s not a massive loss, it is somewhat surprising given data regarding construction spending, including in the office and lodging segments.”

The construction unemployment rate expanded by 1.7 percentage points in December and stands at 7.4%. This figure, however, is not seasonally adjusted, and construction industry unemployment has increased from November to December during each of the prior sixteen years by an average of 2 percentage points. The national unemployment rate ticked higher to 4.7% in December. That statistic is seasonally adjusted.

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Construction Dive spoke with experts from various construction sectors to get their predictions on the new technologies, project delivery methods and workforce management trends that will shape the industry in 2017.

The top 10 predicted trends to watch for 2017 include: 1. Collaborative project delivery methods will become more popular 2. Labor shortage will continue to plague the industry 3. Uncertainty will linger under new political administration 4. Offsite/modular construction will gain a stronger foothold 5. Construction firms are cautiously optimistic for a future infrastructure spending boost 6. The Internet of Things (IoT) could revolutionize the jobsite 7. Construction costs will rise due to materials and labor 8. Virtual reality/augmented reality will pick up steam 9. The sustainable construction movement will consider changing its message 10. Construction firms will face increased scrutiny and prosecution of safety and fraud incidents

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2/3/17 2:14 PM

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2/3/17 2:14 PM

MANAGER’S DIGEST

CONSTRUCTION COSTS ENDS 2016 ON HIGH NOTE Construction costs rose for the second straight month, according to IHS Markit and the Procurement Executives Group (PEG). The headline current IHS PEG Engineering and Construction Cost Index registered 53.3, up from 50.7 in November, continuing the recovery after a 22-month slump in prices. Strength was evident in both labor and material markets.

The current materials/equipment price index came in at 53.3 in December after two months of falling prices. Six of 12 categories tracked in the materials sub-index showed rising prices, three had falling prices, and prices remained unchanged in three categories. Pumps and compressors registered falling prices once again; prices have been falling for this

category for almost 17 months. Exchangers had a similar profile, with prices only reaching the neutral mark this month after falling for 16 months. Weakness in these two categories indicates the recent strength in raw materials has yet to filter uniformly into intermediate and final goods.

“Notwithstanding the stronger readings of the past two months in the materials/equipment index, upstream commodity prices look exposed at the moment and poised for a correction,” said John Mothersole, director of research at IHS Pricing and Purchasing. “While we do see

leverage becoming more evenly balanced between buyers and suppliers in 2017, we expect upstream commodity markets to reset in the months immediately ahead with prices pulling back at least temporarily to better reflect underlying fundamentals.”

The current subcontractor labor index came in at 53.1 in December, slightly lower than the 54.1 November reading, but still presenting positive momentum. In the Northeast, Midwest and Southern United States, labor costs rose; in the West, costs remained the same as last month. Even areas affected by the downturn in energy markets are feeling the effects of a tightening labor market. In Canada, labor costs remained the same in both eastern and western regions.

BUILDER CONFIDENCE

ENDS 2016 ON HIGH NOTE Builder confidence in the market for newly built single-family homes jumped seven points to a level of 70 on the National Association of Home Builders/Wells Fargo Housing Market Index (HMI). This is the highest reading since July 2005.

“This notable rise in builder sentiment is largely attributable to a post-election bounce, as builders are hopeful that PresidentTrump wil l follow through on his pledge to cut burdensome regulations that are harming small businesses and housing affordability,” said National Association of Home Builders (NAHB) Chairman Ed Brady, a home builder and developer from Bloomington, IL. “This is particularly important, given that a recent NAHB study shows that regulatory costs for home building have increased 29% in the past five years.”

“Though this significant increase in builder confidence could be considered an outlier, the fact remains that the economic fundamentals continue to look good for housing,” said NAHB Chief Economist Robert Dietz. “The rise in the HMI is consistent with recent gains for the stock market and consumer confidence. At the same time, builders remain sensitive to rising mortgage rates and continue to deal with shortages of lots and labor.”

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MARKET WATCH

By Rod Dickens, contributing editor

Rental Businesses Look Forward to a

Positive 2017 Companies around the country have a variety of reasons for optimism this year

I

n our latest installment of Market Watch, we asked rental companies around the country what they see in their crystal ball for the coming year. Following is what we heard from your peers.

MISSOURI: LOOKING FORWARD TO 2017 “I am very optimistic regarding equipment rental sales for 2017,” said Kenneth Harris, owner Oak Grove Rental Inc. in Oak Grove, MO. “Having said that, I realize things could change quickly. As usual, the economy will play a large part in the outcome, but I feel strongly we will enjoy more solid growth.”

A big challenge, he noted, will be reconciling rental rates with new equipment costs. “For many years, rental rates have not kept pace with the cost of new equipment.

Another challenge is employee compensation. Our employees probably deserve more pay than they are getting... but they are getting what the business can afford to pay.

“I believe there are future opportunities in business expansion. This may include opening other locations,

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or just expanding the scope of the current operation. Obviously, this depends on available cash reserves, future funding (with the ability to repay), finding long-term employees, and the timing of all involved.

“The 2016 rental market far exceeded my expectations. We’re in a small market, so we are very thankful for the increased business,” Harris said.

Oak Grove Rental is a general tool and party rental store serving west-central Missouri.

Its staff has more than 62 years of experience renting equipment.

The store is also a full-service Hustler Mower dealer.

GEORGIA: ‘CAUTIOUSLY OPTIMISTIC’ Josh Nickell, owner of Nickell Equipment Rental in Newman, GA, is cautiously optimistic for the rental industry in 2017. “I expect growth to be slower than the last few

“I expect growth to be slower than the last few years, but think some

growth is likely.” years, but think some growth is likely,” Nickell related. “We are statistically overdue for another recession or pullback, but the effect on construction and rental, in particular, is more difficult to gauge. The incoming president made campaign promises to do substantial infrastructure spending. If this holds true, it should benefit the industry.”

He noted that younger renters will likely have more of an impact on the industry in 2017 and beyond.

“Additionally, the millennial generation that is coming into their 30s are starting to take decision-making roles.

They are more comfortable with a shared economy compared with a preference for ownership by the previous generation.

www.ForConstructionPros.com/RENTAL

2/3/17 7:39 AM

ADD THE BRAINS AND DOUBLE

YOUR BRAWN.

Maximize your rental fleet with our Mobile Paralleling Box. It lets you parallel multiple KOHLER generators to meet capacity or redundancy demands. Parallel any units—even different sizes and fuel types—to maximize equipment use and double your power. ®

Experience the power of our paralleling technology at the ARA RENTAL SHOW, Feb. 26–Mar. 1, Booth 5308.

Put your power on the road. KOHLERPOWER.COM. Search: 10073580

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MARKET WATCH

“As this owner pointed out, businesses

need

to be “nimble footed” to stay profitable…”

Millennials are comfortable with sharing and renting, which can be seen in the success of SaaS software models like Office 365 and Evernote, as well as shared business models like Uber and Airbnb.

“This transition should drive continued improvement in rental penetration despite other macro-economic factors and could even be reinforced by a pullback. Global unrest and concerns also play a factor, but the US appears poised to remain a safe place for global investment, which will mitigate some of the negative global impact,” Nickell said.

“We had a great 2016 driven by strength in our local economies and expansion to new geographic markets. Based on feedback from my peers, it appears that most privately owned rental companies had relatively strong years with a lot of variation based on target markets, and their local economies.”

Nickell Equipment Rental was founded in 1998. Today, it serves both the equipment and tool needs for contractors and do-it-yourselfers in the south-of-Atlanta metro market.

KANSAS: SMALLER MARKET REQUIRES DIVERSITY, CREATIVITY “O u r bu s i n e s s model is a bit different than most rental stores in larger markets. While they may be able to specialize to accommodate a specific niche, we offer a wide array of products,” said Reger Rental Owner Perry Reger.

He ought to know what makes the business tick. His father Perry K dayrented Maytag ringer washing machines to homeowners during the depression.

In 1938, he officially hung his shingle in Hutchinson, KS, after three funeral

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homes signed an agreement among themselves not to loan out tables, chairs, wheel chairs and other items to nonfuneral customers.

“They didn’t want to continue to loan out items, but were afraid to stop knowing that one of the homes would continue to do it and gain additional goodwill and a competitive advantage,” said Reger. “Dad purchased their wheel chairs, extras tables, and so forth and was in business.”

Still located in Hutchinson, Reger Rental is a general rental store with sales divided almost equally between equipment and small tools for homeowners and smaller contractors and party goods.

“We’ve had a stable year and are optimistic about next year,” added Reger. “The economy in Hutchinson is primarily driven by agriculture, yet we also have a few promising industries in the city including a farm equipment manufacturer and a company that builds components for wind generators.

“Over the years, we haven’t been subjected to the wild economic swings that some, more urban markets have seen. Instead, I would say our market is like an ocean wave that ebbs and flows.”

His company rides the waves by diversifying and meeting customer demand. “Our party business has been especially good, thanks in large part to Hutchinson being the home of the Kansas State Fair,” he related. “Renovation of the older buildings and an effort to turn it into a year-round site has brought in weddings, celebrations, and industry gatherings, all of which create demand for party goods.”

Reger noted the equipment, tool side is more seasonal and unpredictable, and because the market is relatively small (Hutchinson has a population of

35,000), inventory doesn’t get the turns that stores in larger markets get. Again, he’s optimistic about both sides of his business for 2017. The big challenge, said Reger, is one that all rental stores large and small face: Profit being eroded by rising fixed costs such as property taxes, health insurance, and workman’s compensation.

As this owner pointed out, businesses need to be “nimble footed” to stay profitable, something his son Perry C is learning as the store transitions to a third generation.

IOWA: ‘I’M REALLY ENCOURAGED’ Bloomfield Rentall Inc. in Bloomfield, IA, serves the primarily rural market in the southern part of the state. The store rents mostly to contractors, many of whom are involved in the construction of single-family homes and pole barns.

Rental sales this year were divided among 60 percent construction equipment, 38 percent general tools, and two percent party.

“This year, sales were about 10 percent over last year and we’re pretty happy with that,” said owner Randy Hauder. “I’m really encouraged about next year, too, despite the current

“This year, sales

were about 10 percent over last year and we’re pretty happy with that.” www.ForConstructionPros.com/RENTAL

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Visit Booth 4569 in Orlando February 27 - March 1, 2017

Boost your profit potential with the industry’s largest vertical-lift compact track loader.

With impressive operating capacity, increased lift height and greater balance, the all-new Takeuchi TL12V2 has all the right features to be in constant demand. Massive lift cylinders provide excellent load and carry capabilities, and a longer undercarriage adds stability.

It’s one of the most powerful and responsive compact track loaders on the rental market today, and it’s one more reason Takeuchi is a world leader. Learn more at takeuchi-us.com.

Takeuchi Fleet Management (TFM)* is a remote monitoring system that keeps track of location, hours, alerts, and more to help you prevent costly repair calls, better manage your fleet and lower your overall operating costs. *Available on most models.

FIND OUT WHAT OTHERS KNOW. VISIT TAKEUCHI-US.COM TO FIND THE DEALER NEAREST YOU.

Search: 10074812

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MARKET WATCH

low cattle and commodity prices. We had a fantastic fall, weather wise, and although our business isn’t directly impacted by weather, other than weekto-week rentals, a good harvest season certainly helps the local economy and helps to offset low prices.”

Hauder has been in business 10 years, and previously worked in the concrete construction industry. He noted the singly-family housing market is strong and likely will maintain growth. As far rental categories, he looks for more of the same in 2017.

“Most of our inventory is hit or miss, except for scissor lifts. There was a steady demand for them this past year and we will add a couple more to our equipment inventory this year.”

TEXAS: 2017 LOOKING GOOD FOR 40TH ANNIVERSARY Tomball Rental Center in Tomball, TX, will celebrate its 40th year in business this year. “Initially we were concerned about 2016, but business was steady and we expect 2017 to be another good year,” said company Vice President Keith Kitchens, CERP. His concer n emanate d f rom not knowing what the energy market would do. Tomball is a suburb of Houston and dependent on that market for much of its economy. But, as he

related, business was steady and even Mother Nature cooperated except for handing out a wetter-than-normal spring.

Kitchens was only 11 years old when his father Bill and an older brother started the business. Forty years later, the business has evolved into a general tool and party rental store, with sales divided between 70 percent equipment and tools and 30 percent party goods.

“There’s plenty of home construction in the area, which is good for both divisions,” added Kitchens. “We’re very excited about our party division. More people moving in means more parties. New construction is good news, as well, for our equipment and tool division that targets smaller contractors and homeowners. Mini excavators and track loaders have been a hot item for us, as they are used primarily for grading home sites and other construction projects.”

Kitchens mentioned Tomball Rental Center doesn’t participate in the larger equipment, earthmoving market. His company employs 20 people, many of whom are family members. Family members, non-family members, and customers alike will start celebrating the milestone anniversary this spring.

“Initially we were concerned about 2016, but business was steady and we expect 2017 to be another

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COLORADO: ‘NEXT YEAR LOOKS PROMISING’ Arapahoe Rental has four locations in Colorado, in Loveland, Windsor, Johnstown and Littleton. Jed Jaster is operations manager for the Loveland store. “This year was a good year, up a bit from last year, and next year looks promising,” he remarked.

Part of his optimistic appraisal comes from the stores’ 2016 track record when managers like himself had a relatively vigorous sub rental program in place, either borrowing equipment from other stores or sub renting equipment from competitors to satisfy demand.

“Our goal is never to say no to customers,” said Jaster, who has been at the Loveland location for 10 years. “We will review 2016 rental sales and add to our inventory as needed to minimize sub rentals in 2017.”

Being able to expand inventory is a healthy indicator for next year, he added, but so too, is having a good crew in place and having good equipment that minimizes downtime.

As he pointed out, a healthy economy is only part of a successful formula for a good year. Having what customers want, good equipment in good operating shape, will allow stores to make the most of sales opportunities.

Arapahoe Rentals has been serving the equipment and party rental needs of Northern Colorado and the Denver metro market for over 20 years. ■

good year.”

www.ForConstructionPros.com/RENTAL

2/3/17 7:40 AM

RENT BOBCAT LOADERS.

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Best Engine Access

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Protected Seals & Heat Treated Axles

Maintenance-Free Chaincase

Built with legendary quality, Bobcat® compact loaders are designed tough to resist damage and go from one rental to the next with fewer unexpected repairs. The toughest part for you is keeping enough machines available for all of your renters.

See how Bobcat equipment is tougher at Bobcat.com/RentalCTL 1.877.745.7813 Bobcat is a Doosan company. Doosan is a global leader in construction equipment, power and water solutions, engines, and engineering, proudly serving customers and communities for more than a century.

Bobcat ®, the Bobcat logo and the colors of the Bobcat machine are registered trademarks of Bobcat Company in the United States and various other countries. ©2017 Bobcat Company. All rights reserved. | 1326

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Here’s what leading suppliers have to offer for the upcoming rental season The industry looks to be in for another year of growth, which means the time is right to consider new lines of equipment.

Check out our selection of the latest and greatest new products being introduced at The Rental Show and CONEXPO.

 Camso SKS 753 and 532 Skid Steer Tires Camso has introduced two nextgeneration skid steer tire solutions: Camso SKS 753, the next generation of Camso Hauler SKZ, and Camso SKS 532, the next generation of Camso Xtra Wall.

 Case SV340 Skid Steer The SV340 vertical lift skid steer has a rated operating capacity of 3,400 lbs. and bucket breakout force of 9,531 lbs..

• Available with 24.2-gpm standard auxiliary hydraulics or optional high flow at 38.7 gpm and 3,450 psi or enhanced high flow at 35 gpm and 4,000 psi

• SKS 753 delivers optimal performance on mixed and hard surfaces with its non-directional tread pattern

• 90-hp FPT engine with Selective Catalytic Reduction (SCR) and no need for a diesel particulate filter

• General-duty SKS 532 was designed for soft soil surface applications with its extra-deep tread and curved tread lugs

• EZ-EH (electro-hydraulic) controls provide nine adjustable speed and control sensitivity settings that can be adjusted on the fly • Push-button Ride Control • Wide cab features low-entry threshold for easy access and greater visibility down to the bucket/attachment

• Both tires are part of a wide range of skid steer tires and tracks available from Camso

Search: 12271367

Search: 12270960

 Genie

SX-135XC Telescopic Boom Lift The SX-135XC self-propelled telescopic boom lift takes operators to its 135-ft. full platform height in 2 1/2 minutes and is drive enabled at full height.

• 141-ft. working height, 90 ft. of outreach, 660lb. unrestricted/1,000-lb. restricted lift capacity and can work 19 ft. 8 in. below grade

 SJ1256 TH Telehandler from Skyjack Skyjack’s SJ1256 TH telehandler, which will be available in Q2 2017, aims to bring class leading load chart performance to the 12K market.

• 107-hp, Tier 4 Final Deutz TCD3.6L power plant uses DEF fluid • Skycoded control system • Flexcab for easily converting open cab units to closed cab (and vice versa) • Readyhook yoke mounted rigging hook for effective handling of suspended loads • Shared control systems, mechanical, electrical and hydraulic layout from the rest of the TH range Search: 12293062

• 18- to 30-ft. telescoping Jib-Extend offers up and over capabilities plus 125° of jib articulation Search: 12259297

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www.ForConstructionPros.com/RENTAL

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 John Deere Large Frame G Series Loaders The large-frame 330G and 332G skid steers and 331G and 333G compact track loaders feature a refined vertical-lift loader boom design that has a height to hinge pin of 11 ft. and extends an additional 6 in. from the machine.

• Rated operating capacities of 3,000 up to 3,700 lbs. and bucket breakout forces ranging from 6,000 to 7,750 lbs.

• Offer operating weights from 8,770 to 12,100 lbs. and power ratings from 91.2 to 100 gross hp • Increased auxiliary hydraulic flow and power allow use of a range of attachments • Cab includes an easy-access entryway, tightly sealed swing-out door, ample footand legroom and enhanced visibility

 Bobcat V519

Telescopic Tool Carrier The 11,001-lb. V519 VersaHANDLER is a compact machine featuring a twostage boom with a reach of more than 10 ft., a lift height of 19 ft. and the ability to lift up to 5,500 lbs.

Search: 12246276

• 74-hp Bobcat D34 Tier 4-compliant diesel engine does not require the use of a diesel particulate filter

 Honda EB2800i Industrial Inverter Generator

• Speed management feature allows operators to easily adjust desired travel speed as needed for attachment use

The EB2800i open-frame inverter (OFI) generator delivers quiet operation, high-quality power, fuel efficiency and long run times in a lightweight, portable package.

• Rugged, full-frame protection with lightweight open frames • Less than 67-lb. weight allows one person to load and unload from a truck, operate and carry around the jobsite • Powers small compressors, air circulation fans, large concrete drills, multiple hand tools, electric concrete vibrators, circular saws, battery chargers and other tools up to 2,800 watts • Complies with current OSHA and LA-ETL regulations while ensuring safe operation with GFCI protected receptacles

• Includes a full-function joystick, selectable auxiliary hydraulic flow feature, standard two-speed hydrostatic drive system, automatic parking brake and available BobTach attachment mounting system • Front wheel, all-wheel and crab steering modes Search: 12293486

 Caterpillar RP Series Portable Generators

WANT MORE

Caterpillar is entering the outdoor power market with the introduction of RP Series portable generators designed to provide backup or recreational power to residential users and portable power to professional contractors who need to power tools and lights on the job.

USE THE EIGHT-DIGIT CODE

Search: 12286070

• Initial models series range in size and power from 3.6 to 7.5 kW in North America • Available to purchase through a multichannel distribution approach, including Cat Dealers, local retailers, and eventually national retailers and wholesalers

PRODUCT INFO? For more information on any of the products in this issue, simply type the unique eight-digit code into the search bar at the top of www.ForConstructionPros.com/Rental.

Search: 12260178

www.ForConstructionPros.com/RENTAL

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7 1 0 2 IN  Digga

Cement Mixer This cement mixer attachment has a maximum operating capacity of 4 cu. ft. and can be used on skid-steer loaders, front-end loaders and telehandlers.

• Can mix material from cement to fertilizer • Fits quickly and easily to Digga’s line of auger drives - simply pin cradle to existing auger frame and add mixer bowl • Switch from drilling to mixing in under two minutes • Smaller version with a 2.5-cu.-ft. capacity available for mini loaders and walk-behind units Search: 12285623

 Wacker Neuson LTV Series Light Towers

Kaeser M58 Portable Compressor Kaeser’s M58 portable Mobilair compressor delivers 210 cfm at 100 psig and is ideal for rental houses, construction, demolition, sand blasting, repair trucks and more • Eye-level, curbside instrument panel features the user-friendly Sigma Control Smart electronic controller with protective metal cover • 28-gal. fuel tank provides extended operation - up to 10 full hours • Heavy-duty Tier 4 Final Kubota diesel engine direct coupled to the energysaving Sigma Profile airend produces more air with less horsepower • Wide-opening gull wing doors allow quick access to all components for easy servicing and also reduce noise levels • Steel chassis, torsion bar suspension, oversized tires, and lighting package ensure easy portability, safety, and excellent road handling • High-capacity, cold-start battery assures year-round reliability Search: 12291672

WANT MORE

PRODUCT INFO? USE THE EIGHT-DIGIT CODE For more information on any of the products in this issue, simply type the unique eight-digit code into the search bar at the top of

The LTV series light towers feature a compact design and an adjustable vertical mast that extends 23 ft. and can rotate 360° for optimum lighting flexibility.

• LTV6 offered with a 12.2-hp Kohler or 13.1-hp Kubota engine and available with a 6-kW Mecc Alte generator • LTV8 has a 15.4-hp Kubota engine and an 8-kW Mecc Alte generator • Ground level mast rotator provides for faster light positioning • Can withstand winds up to 65 mph • Can be set up quickly and run for more than 95 hours due to the 45-gal. fuel tank Search: 12285370

 Kubota KX033-4 Compact Excavator Kubota’s 3-ton KX033-4 compact excavator features a diverter valve allowing auxiliary oil to be diverted without removal of the thumb attachment for ease of attachment use.

• 24.8-gross-hp engine • Roomier cab with larger entrance and increased legroom • Digital panel and enhanced ergonomics reduce operator fatigue • Breakout force: 8,138 lb.

• Digging depth: 10 ft. 6 in.

Search: 12293593

www.ForConstructionPros.com/Rental.

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www.ForConstructionPros.com/RENTAL

2/3/17 8:54 AM

JUST HOW TOUGH ARE OUR NEW LEDs?

TOUGHER THAN YOU. ...and that’s saying a lot.

YOU BE THE JUDGE Stop by ARA Booth #4563 to see our Extreme LED durability video.

The ARA Rental Show, Feb 27 through March 1 in Orlando, FL. Learn more about our LED light towers at GeneracMobileProducts.com

Generac Mobile Products LLC • 800-926-9768 • 920-361-4442 L I G H T T O W E R S | G E N E R AT O R S | P U M P S | H E AT E R S

Search: 10073092

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7 1 0 2 IN Brokk 280 Breaker The 6,945-lb. Brokk 280 offers a 20-ft. reach and generates as much as 25% more breaking performance (impact power and blow frequency) over the Brokk 260.

• 60% increase in cooling system capacity • SmartPower electrical system with intelligent motor control uses smart dynamic effect control to monitor temperatures of the electric and hydraulic systems • Tracks the electrical motor’s power usage and adjusts the machine to use more power in cold environments and less power in hot environments • Can be used with the same variety of attachments as its predecessor, including breakers, crushers, scabblers, buckets, grapples, drills, shotcrete nozzles, beam manipulators and more Search: 12273586

 Zeecrane Zero Emission Carry-Deck

Crane From Zero Emissions Equipment With an all-electric operating system, Zeecrane carry-deck cranes are ideal for operations that require lowerto no-emission equipment to comply with jobsite environmental requirements.

• Load-lifting, self-propelled cranes are easy to maneuver, even in tight spaces • Available in two models: the 4500, with a maximum lifting capacity of 9,000 lbs., and the 9000, with a maximum capacity of 18,000 lbs • Carry-deck cranes incorporate an all-electric operating system that uses maintenance-free batteries to power the machine

• Zero-emission power system is ideal for all construction sites, including those that require low-noise equipment, as well as enclosed environments or confined spaces Search: 12292511

 Hose 2 Go Portable Water Supply The Hose 2 Go portable water supply provides a constant flow of water that allows users to suppress dust when cutting, core drilling and grinding concrete. It’s unique because it provides a constant water flow without the use of a pump, batter or electronics.

• Once the user has filled the unit from a tap it’s ready to go, giving the user up to 30 minutes of constant flowing water

The HT85 features a working height of 85 ft. and maximum outreach of nearly 78 ft. 2 in. and offers a 500/770-lb. dual load capacity as an option.

• 3.6-gal. capacity is easy to carry to and from the jobsite with two carrying positions

• Features an oscillating axle, hydraulic differential wheel lock, high ground clearance and a gradeability up to 45%

• No Pump means greater reliability

• ACTIV’Shield Bar 2.0 secondary guarding system shields users from crushing risk

• No complicated electronics to breakdown • No battery to go flat and require expensive replacements • No need to manually pump to get the water pressure you need • No need to drag hoses around the worksite; Hose 2 Go is portable and weighs approximately 40 lbs. when full Search: 12278260

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 Haulotte HT85 Boom Lift

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• ACTIV’Lighting System-Safe Load illuminates controls and the area around the boom • STOP Emission System automatically stops and restarts the engine to reduce use by up to 20% • ACTIV’Screen onboard diagnostic system and standard universal telematics connector Search: 12293528

www.ForConstructionPros.com/RENTAL

2/3/17 8:55 AM

YOUR ONE-STOP, ALL-AROUND RENTAL ADVANTAGE PARTNER.

Introducing the CASE Rental Advantage – a unique collection of intuitive machines, service solutions, and hands-on expertise designed to add depth, efficiency, and simplicity to your business. From smarter machine controls to more cost-effective maintenance programs and warranties, we can show you how to take your team to the next level. To get started, download our 6 Tips For All-Around Easier Rental at CaseCE.com/Rental.

Š2017 CNH Industrial America LLC. All rights reserved. CASE is a trademark registered in the United States and many other countries, owned by or licensed to CNH Industrial N.V., its subsidiaries or affiliates.

Search: 10072356

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7 1 0 2 IN  ASV RT-75 Compact Track Loader The large-frame, radial-lift RT-75 compact track loader has a 2,650-lb. rated operating capacity and a tipping load of 7,571 lbs.

• Cummins 2.8-liter, turbocharged, Tier 4 Final diesel engine uses a diesel oxidation catalyst that requires no regeneration and no diesel exhaust fluid • 75 hp and 221 ft.-lbs. of torque • Auxiliary hydraulic system produces 35.7-gpm high flow and 3,300 psi • Posi-Track dual-level suspension includes suspended wheels and axles, fully flexible track and multiple wheel contact points and triple-guide lugs for peak performance on steep slopes Search: 12277953

 Vacuworx CM 3 Compact Vacuum Lifting Attachment Vacuworx’s CM 3 Compact Modular Vacuum Lifting System brings heavyduty material handling capabilities to larger capacity compact equipment such as skid steers and track loaders.

• Lift capacity up to 6,600 lbs.

• U nique modular design; all steel unit • A daptable to wide range of applications including concrete slab remove, road or trench plate placement and some pipe appliciations • W eighs the same as standard skid steer bucket • Accommodates single or double pad configurations interchangeably • Adjustable spreader bar for double pads extends from 61 to 85 in.

Search: 12295016

 Atlas

Copco Cobra PROi Gas Breaker with Electronic Fuel Injection The Atlas Copco Cobra PROi is the industry’s first gas breaker with electronic fuel injection (EFI) and delivers up to 10% more power than its predecessor the PROe. • Optimal combustion reduces fuel consumption by up to 10% • Integrated mechanical fuel pump with unique system to maintain constant pressure to regulator without electricity

 General Equipment EP8AC25P

• Custom electronic fuel injection system uses 3 psi - 40 psi less than standard EFI systems

The durable, corrosion-resistant polyethylene housing makes General Equipment Company’s EP8AC25P Bow-R-Pac ventilation blower lighter and more economical to steel units. The EP8AC25P is effective for supplying fresh air to confined spaces in nonhazardous locations. It can also be used for other tasks such as drying damp areas and cooling personnel in utility trenches.

• EFI system minimizes pressure variations and voice in fuel for smooth running

Bow-R-Pac Ventilation Blower

• 8-in. output diameter • Single-speed, 1/3-hp motor operates from a standard 115-V outlet

• 2-stroke, 90cc engine delivers up to 44 ft.-lb. breaking force • Hand-arm vibration level on 3 axes is below 4 m/s2 to minimize operator fatigue • High-capacity air filter • Weighs just 53 lbs.

Search: 12293615

• 25-ft. flexible duct and an integral storage canister Search: 12295371

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 MWE Solid HD Skid Steer Tires Engineered to handle the most severe applications, MWE Solid HD Skid Steer Tires combine the benefits of a hard surface tire with enough tread to give plenty of traction.

• 2 1/2-in. deep massive tread lugs and taper voids pattern promote self-cleaning • Mud-breakers eliminate mud from suctioning • With a smaller wheel, the MWE Solid HD offers the most rubber from rim-to-road • Flat-proof • Available in 33x12-18 and 30x10-16 sizes

February 26 March 1, 2017

• Ideal for recycling, paving, milling, as well as any hard surface, severe service application

Booth # 5962

BATTLE TESTED

Search: 12295692

 EDCO Magna-Trap Turbo-Lite Grinder 2.0 The updated Turbo-Lite Grinder 2.0 is collapsible, weighs only 90 lbs. and is powered by an outlet-friendly 110-volt motor.

WHEN 75 YEARS OF FRONT-LINE WORK MEETS DESIGN-BUILT RELIABILITY

• Ideal for concrete stripping, grinding and removal in hard to access areas like basements, and compact spaces • Reinforced heavy-duty frame, powdercoated parts, enhanced dust shroud, and a simplified power switch •

F olds into storage/ transport position with built in handlebar for pick up •

Nothing rams like a Rammer® – an Allied promise backed by almost 75 years’ experience. Easy to use and service, Rammer hydraulic hammers are proven to be strong, reliable extensions of your important carrier purchase or rental decision. Plus we have features that can improve your overall equipment investment like simplified operation, better flow control, blank firing protection, superior lube systems and a network of 250 distributor locations. For details, visit www.AlliedCP.com or call 800-321-1046.

Compatible with EDCO Vortex-200 Vacuum System • Compatible with EDCO Magna-Trap Core Tool option Search: 12295713

THERE’S NO SUBSTITUTE FOR EXPERIENCE Visit Our New Website

ALLIEDCP.com | 800.321.1046 Search: 10071894

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 Toro MB TX 2500 Tracked Mud Buggy

Toro announces the launch of the all-new, patent-pending Tracked Mud Buggy — the MB TX 2500 — as an innovative solution for the concrete placement and material handling equipment categories. With the addition of this new product, Toro now offers both a wheeled version and a tracked version to meet the specific needs of a variety of contractors and applications.

• Carries up to 2,500 lbs. of material • 25-hp KOHLER Confidant engine delivers the power to tackle tough hauling jobs • Transport speeds of up to 6 mph in forward and 3 mph in reverse • Endless Kevlar reinforced tracks are built for high performance and offer outstanding traction for a wide range of terrain

 Generac Magnum

MLT4060MVD Extended Run LED Light Tower Generac Mobile Products releases a new light tower manufactured to meet the demands of extreme and remote environments. The 6kW MLT4060MVD is an extended-run LED light tower that features four Generac 240W LED light fixtures built for long-lasting performance with minimum power consumption.

• Unique dump switch design that travels with the controls, ensuring that the dump switch is always at the operator’s fingertips • Auto-return dump feature eliminates the need for the operator to wait for the tub to return to traveling position Search: 12295738

 GeoRipper HandHeld Trencher from MiniTrencher

MiniTrencher introduces its new ultra-portable and commercial hand-held trencher, the GeoRipper, adding an entirely new category of trenchers. GeoRipper takes a fraction of the time to trench, replacing the need for a pick and shovel.

• Can be outfitted with telemetry that allows for real-time remote monitoring and recovery assistance • Fuel-efficient ECOSpeed engine enables a run time of up to 580 hours on one tank

• So compact it does not require a trailer for transport

• Power Zone Autolight Controller includes many programmable settings, including automatic start/ stop and dusk-to-dawn photo sensor operation

• Weighing as little as 30 lbs., this trencher can be placed in a pickup truck or even the backseat of a car

• Engine management system ensures the engine maintains proper operation regardless of load, and can reliably perform in ambient temperature extremes between -40° to 120°F (-40° to 49°C)

• GeoRipper GR 16 and GR 20 now include a powerhead option utilizing the Makita EK7651H four-stroke engine, recommended for tough and rocky soils with its easy start up and smooth operation

• Robust, powder-coated aluminum enclosure is extremely durable and rust resistant

Search: 12295790

Search: 12295754

 TR 459 Tires from BKT USA TR 459 has been particularly designed for digging and loading operations as well as municipality and maintenance applications with tractors and backhoe loaders.

• High stability • “Aramid-belted” version features high puncture resistance and is cut-andchip-resistant • “Special” version provides extended tire life-cycle Search: 12295785

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 Model DRZ-PH-O Power Drain

Cleaner from General Pipe Cleaners The new Model DRZ-PH-O power drain cleaner from General Pipe Cleaners offers a quick, clean way to clear clogged sink, tub and laundry drains in 1-1/4” to 3” lines.

• Weighs just 30 lbs.

• Variable speed power cable feed to give complete control as it feeds and retrieves the cable at up to 16 feet per minute • 4-ft. guide tube means renters never have to touch the cable

February 26 March 1, 2017

Booth # 5962

• Can be operated horizontally on the kitchen counter or vertically on the floor next to the tub

IMPACT EVENT

• Pneumatic foot pedal keeps hands free to control the feed and guide hose • Cage carries up to 50 ft. of 1/4” or 5/16”, or 35 ft. of 3/8” Flexicore wire rope center cable Search: 12295801

WHEN PURPOSE-BUILT RELIABILITY MEETS BUDGET-CONSCIOUS PERFORMANCE Allied Hy-Ram® hammers reflect almost 75 years of designed-in value, meeting contractors’ and municipalities’ needs to rent efficient, reliable demolition solutions.

Thoughtfully designed to work as an integral component of small, medium and large excavators, minis and skid-steer carriers, Hy-Ram hammers are easy to use.

Easy to maintain. Easy on your bottom line.

For details, visit an authorized Allied distributor or call 800-321-1046.

 AT14S Rubber Track Concrete Buggy from Allen Engineering

The all new AT14S rubber track concrete buggy from Allen Engineering is equipped with a 90-degree dump angle and 180-degree pivoting dump to place material exactly where it’s needed. 20 hp Honda GX630 engine provides all the power and torque needed for any application.

• Engine cover folds back to provide convenient access to the engine, gasoline tank, battery and filters • Tracks allow machine to go over nearly any type of terrain • Swivel design allows bucket to turn 90º in either direction from center • 1,785-lb. payload capacity • 14-cu.-ft. bucket size Search: 12295813

THERE’S NO SUBSTITUTE FOR EXPERIENCE Visit Our New Website

ALLIEDCP.com | 800.321.1046 Search: 10071894

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7 1 0 2 IN

WANT MORE

 Southwest Products Relaunches Quiet Power Generator Line

PRODUCT INFO?

Southwest Products has announced the relaunch of its Quiet Power (QP) generator line which features expanded Tier 4 Final options, choice of engine brands, increased customizability and new models.

• Four new Tier 4 Final mobile diesel generator options broaden the line’s power node availability to 25 – 600+ kVA • Ultra-quiet operation with sealed sound attenuation and quiet cooling fans • Designed for long, 24+ hour runtimes and easy maintenance

USE THE EIGHT-DIGIT CODE

For more information on any of the products in this issue, simply type the unique eight-digit code into the search bar at the top of www.ForConstructionPros.com/Rental.

Search: 12295822

 iQTS244 Dry-Cut Tile Saw

The iQTS244 Dry-Cut Tile Saw is designed to cut ceramic, porcelain, marble and stone and is 100% compliant with the new OSHA standard on respirable silica dust.

 W5B-30P Two-

Stage, Electric-Powered Compressor from Jenny Products Jenny Products Inc. offers its W5B-30P two-stage, electric-powered compressor, a wheeled-portable unit designed to produce high airflow while meeting the demands of tough jobsites.

• 30-gal. air tank • Features Jenny’s “W” pump, a four-cylinder, two-stage pump with long piston strokes for producing large volumes of air at high pressure ratings • Delivers 18.1 CFM at 100 PSI or 17.9 CFM at 175 PSI • Pump is belt driven by a 5-hp electric motor, which requires a 230-volt, single-phase electrical source • Comes standard with a directional air shroud and a large flywheel for keeping pump temperatures low • Jenny’s professional-duty “Ultimate Blue” synthetic pump oil protects the unit’s pistons, crankshaft, bearings, rings and cylinders through a splash lubrication system

32

• 10-in. dry-cut tile saw specifically created for professional tile setters and contractors

 Stihl RB 600 and RB 800 Pressure Washers

The largest in Stihl’s all-new line of pressure washers features commercialgrade Triplex pump components such as: brass manifold design and stainless steel valves, ceramic-coated pistons on the RB 600 and solid ceramic pistons on the RB 800.

• RB 600 is powered by a 208 cc, 7.0 hp commercial-grade engine delivering 3,200 psi at a rate of up to 3.0 gpm • RB 800 is the most powerful industrial strength high-pressure washer in Stihl’s line, with a 14.0hp, 429 cc engine pushing 4,200 psi water pressure at up to 4.0 gpm • Easy-start pump system eliminates pump back pressure, allowing the user to start the washer with less difficulty

• Thermal overload protection helps prevent costly damage to the motor

• Fold-down handle allows for compact storage

Search: 12295880

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• With the world’s first fully integrated dust control technology, this innovative tool allows for tile to be cut inside or outside with no water and no dust discharge • Lightweight, compact and built on wheels for easy transport to and from jobsites • Utilizes a three-stage filtration system which captures up to 99.5% of the dust. All the dust from the cutting point passes through this filtration system and is captured in the dust tray for easy clean up.

• Stage 1: Heavy Debris Filtration • Stage 2: Cyclonic Filtration (Fine Particles) • Stage 3: iQ Dura Bond Filter Cartridge (Super Fine Particles) • The specially designed blades (10” Q-Drive Cool Cut Blade) are aircooled by the vacuum. The vacuum also removes the cutting debris so the blade is not regrinding the same material, a process that reduces friction and heat.

Search: 12296135

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2/3/17 8:55 AM

 Multiquip Introduces EM12M

Updated MQ Essick 12CF Towable Mixer Multiquip introduces a completely redesigned MQ Essick 12 cubic foot plaster/mortar mixer.

• Rugged, rectangular T-frame design enables operators to discharge material easily into wheelbarrows and includes a forklift pocket to simplify job site handling • Vertical lock automatically secures the tub when returned to the upright position for safety

February 26 March 1, 2017

• Rear stabilizers are available as options for high-production applications

Booth # 5962

• Honda GX390 engine is protected by a one-piece, 12 gauge steel engine cowling that swings open to provide complete access to the drive system for maintenance

IMPULSE DYNAMIC

• Smooth towing on the job and over the highway is assured by U-type spring suspension Search: 12296302

 Chicago Pneumatic

WHEN HIGH-PERFORMANCE COMPACTION MEETS MAINTENANCE-FREE RELIABILITY

Walk-Behind Trowels Featuring QuickStop

The walkbehind power trowel line has three main models ideal for most concrete finishing applications. This includes the STG244 (24-in. blade diameter) edger, a standard robust workhorse with the STG375 (37-in. blade) and a high-capacity STG479 (47-in. blade) model for larger areas.

Ho-Pac® and Skid-Pac® compactor/drivers reflect Allied’s commitment to increase your carrier and your attachment rental ROI. Compactor/drivers efficiently deliver the right impulse forces you need, thanks to greater operating control. And we do it every day with auto-lube and other designed-in maintenance advantages. For details, visit your Allied distributor or call 800-321-1046.

• QuickStop stops blade rotation immediately with a zero-degree handle spin but does not shut off the engine when the trigger is released; allows speed to be adjusted without damaging the belt and clutch • STG244 features a Honda GX 120-hp engine and has an operating weight of 132 lbs.; blade speed is 40 to 115 rpm • STG375 has a Honda GX 160 4.8-hp engine on both the TP and QP models; trowel weighs 192 lbs. (TP version) and 194 lbs. (QP version) with a blade speed of 40 to 115 rpm • STG479 is equipped with a Honda GX 270 8-hp engine; weighs 227 lbs. (TP) and 229 lbs. (QP) with a blade speed of 40 to 115 rpm Search: 12296312

THERE’S NO SUBSTITUTE FOR EXPERIENCE Visit Our New Website

ALLIEDCP.com | 800.321.1046 Search: 10071894

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7 1 0 2 IN  Kohler Expands

Its Command Pro Engine Line with 4.5- and 5.5-hp Models Kohler expands its lineup of Command Pro single-cylinder, horizontal-shaft engines with new 4.5- and 5.5-horsepower models designed with industry-standard dimensions, offering equipment manufacturers the convenience of a “drop-in” design.

• Large-capacity fuel tank for longer run times • Kohler’s exclusive Quad-Clean all-season, four-stage cyclonic air filter • Twist-off air cleaner cover for easy maintenance • Eectronic ignition and advanced combustion system reduce fuel consumption • Cast-iron cylinder liners, dual ball bearings and a forged crankshaft for long engine life • Kohler’s Oil Sentry system automatically shuts the engine down in low-oil conditions Search: 12297690

 JLG EcoLift Series

CONQUER THE JOB SITE with an

elite rental fleet Versatility is everything when it comes to your rental equipment.

The Sullair 185 and 375 Series portable air compressors are compact, easy to maintain, and conditioned to take on the toughest demands.

Visit Sullair.com/Americas to learn more.

The JLG EcoLift series offers a unique, cost-effective, and more productive alternative to traditional low-level access, such as ladders and scaffolding. The EcoLift series features an innovative, power-free design, thanks to a patented stored power lift/ lower system that provides valuable operating capabilities.

• No battery to charge, and no oil or hydraulics • Lift/lower mechanism is easy to use and gives operators the confidence to tackle lowlevel tasks, while allowing for trouble-free, 24/7 use • Made of construction-grade materials • Unlimited lift cycles • No setup time is required • Sturdy base and automatic locking wheels let operators work confidently with both hands • Routine maintenance requirements are reduced, as owners do not need to replace hydraulic oil • Eco-friendly, non-disruptive solution for sensitive environments • EcoLift 50 has platform height of 4 ft. 11 in. and working height of 10 ft. 11 in.; EcoLift 70 has a platform height of 7 ft.

3 in. and working height of 13 ft. 3 in.

Search: 12296378

Sullair.com © 2017 Sullair, LLC. All rights reserved.

Search: 10074761

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Quality Aftermarket Parts for Lift Equipment

FREE FREIGHT

Search: 12064693

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PRODUCT SPOTLIGHT

Wacker Neuson’s New Medium-Frame Loaders Rise from the Ground Up

W

acker Neuson enters into a new size segment of skid-steer and compact-track loaders with the introduction of four medium-frame skid-steer and two compact-track loader models. The new machines were developed from the ground up to specifically meet voice of customer requirements.

“We started from ‘dead scratch’ with an open template,” says Brent Coffey, product manager for loaders, Wacker Neuson. “The new machines are a brand new platform for the company... to provide a design specific for the North American market.” The new models were designed and are being built at the manufacturer’s production facility in Menomonee Falls, WI. The SW16 and SW17 radial lift and SW20 and SW21 vertical lift skid steers are slotted into the highly competitive 1,600- to 2,100-lb. rated operating capacity range, while the ST28 radial lift and ST31 vertical lift compact track loaders have rated operating capacities of 2,800 and 3,100 lbs. (50% tipping load). Bucket breakout force is 5,300 lbf. Power is supplied by a 55-hp Kohler

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1903 threecylinder diesel (SW16 and SW20) or 74.3-hp Kohler 2504 four-cylinder diesel engine with diesel oxidation catalyst aftertreatment; no The new machines are diesel para new platform for the ticulate filter company that provides or regen are a design specific for the required.

North American market.

Maximum torque of 221 ft.-lbs. provides the power to deliver improved groundengaging performance in various terrain. A class-leading four-year/4,000hour transferable engine warranty is standard.

Vertical lift models provide an impressive 124-in. hinge pin height for optimal loading and unloading capabilities. Category-leading hydraulic horsepower (38.6 hp) is standard or optional high-flow (57.2 hp) enables the loaders to easily power high-performance attachments. The 33-gal. fuel tank gives operators 30% more time in the cab and less time refueling.

The extra-large, pressurized cab incorporates ergonomic controls with pillar-mounted switches, an automotive-style HVAC system, seat-mounted joysticks, high all-around visibility, easy entry and exit and a three-point seat belt in place of t he l ap b ar.

FOR Mechanical handfoot and selectable

electric-hydraulic options (ISO/HPattern) ensure operators with varying experience levels can efficiently operate the machines.

“We have an industry-leading cab for this size class,” Coffey asserts. “It’s a cab layout and dimension that you’ll see on large track loaders and skid steers but it’s on a medium-frame chassis.”

A one-piece pod-style design allows the entire cab to tip forward. “This is the only forward-tipping cab that allows you to tip the cab with the arms down,” Coffey points out. This allows for complete access to all maintenance components. “There’s not going to be any machine out there that has more accessibility, both in the engine compartment as well as under the cab.”

The undercarriage on the compact track loaders was also designed completely in house. It features Rexroth T-series drive motors with internally mounted drivelines. “The whole area underneath [the track] is wide open for easier cleaning,” Coffey notes. “It is very accessible for daily maintenance.

The compact-track loader also has more track on the ground to lower ground pressure and provide more traction.”

In addition to a slew of standard features, the loaders are offered with an optional variable-speed fan, optional stackable counterweights and available dealer install kits. “Any factory option is available as a dealer install kit,” says Coffey. This allows company dealers to upfit an existing machine to meet customer needs after the sale or prior to resale. ■ MORE INFORMATION, SEARCH: 12289906

ForConstructionPros.com/Rental

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2/3/17 7:49 AM

At how Us l S 64 sit ta 1 Vi en h# 2 e R ot Th Bo

Without a

Honda Engine, your customers see this: Rental customers know reliable, easy-starting equipment by sight — it’s the equipment powered by a Honda Engine. And with legendary minimal downtime and a 3-Year Warranty,* Honda GX Series engines offer the type of durable performance that keeps customers coming back for more. Project after project, hour after hour, there’s only one name that powers the best. Honda Engines.

Learn more at engines.honda.com * Warranty applies to all Honda GX Series Engines, 100cc or larger purchased at retail or put into rental service since January 1, 2009. Warranty excludes the Honda GXV160 model. See full warranty details at Honda.com. For optimum performance and safety, please read the owner’s manual before operating your Honda Power Equipment. © 2017 American Honda Motor Co., Inc.

Search: 10071940

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EARTHMOVING EQUIPMENT

SEE THE RTK IN ACTION AT: forconstructionpros.com/video/12294571

By Larry Stewart and Jenny Lescohier

BARRETO PUSHES PRODUCTIVITY WITH RTK WALK-BEHIND TRACKED TRENCHER

O

p erat ing a wa l kbehind trencher is no picnic. They steer like a dumpster and are prone to stalling when they encounter underground obstacles nobody can see. Simple in concept and remarkably adept at carving access into the ground, walkbehind trenchers nevertheless require a bit of finesse to operate efficiently, which can be a challenge for novice customers renting one for just a day.

In our personal experience with them, some recurring frustrations include frequent machine bucking as the boom is lowered into the ground,

Features improve user experience as well as potential ROI

ForConstructionPros.com Editor Larry Stewart is shown testing the Barreto RTK in Oregon last summer.

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~

• 16% INCREASE IN ECONOMY • 7% INCREASE IN WORK VOLUME • THREE EFFICIENCY MODES

MORE POWER. LESS FUEL. With KOBELCO excavators, you get best-in-class fuel economy every time you fire up the engine – no matter how tough the job. With our latest Generation 10 machines, we’re taking that efficiency to a whole new level. These new machines now boast up to a 7% increase in work volume per hour while also providing up to a 10% increase in fuel efficiency in S-mode and an additional 6% in ECO- mode. Put one to work on your next job and add some serious power to your bottom line.

Amazing fuel efficiency, improved productivity Digging volume/hour (Compared to H-mode on previous models)

Approximately

7% increase

NOx reduction rate

The engine exhaust system has a SCR system that converts emissions into harmless nitrogen and water, combining this with a post-exhaust gas treatment system

(Compared to previous models)

NOx

88 %

Approximately

SCR catalyst

decrease

*88% cleaner than interim Tier IV

Newly developed attachments are reinforced for optimum durability 1

2 Enlarged reinforcement of the arm foot HD: Increased thickness of arm-foot base plate.

New

Current

2

Return

3 1 Redesigned boom foot for improved durability Current

MINI

SHORT RADIUS

New

New design boon foot, evenly distributes digging forces for improved durability.

The new boss design further improved strength.

New

Current

Engine

CONVENTIONAL

Main filter

Pre-filter

Fuel tank

1 The boom weight puts force on the boom cylinder 2 Hydraulic fluid pushed from the boom cylinder goes to the arm cylinder 2

3 Arm cylinder retracts 4 Arm extends

VISIT US AT CONEXPO BOOTH N10002

Large-size

3 Modified foot boss shape

10 %

Approximately

1

3

Boom weight

4

increase

KOBELCO-USA.COM

Search: 10076018

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EARTHMOVING EQUIPMENT

not being able to see what’s happening on the digging end of the machine, struggling with rocks and other obstructions in the soil, and sometimes confusing and unforgiving controls.

Still, these machines are usually reliable workhorses that get the job done.

To that end, track trenchers are growing in popularity and these models offer many advantages over their wheeled

brethren, including more usable power and improved stability. The question is, what features result in a significant improvement to productivity and ease of use? What are the design differences that make the biggest impact on walkbehind trencher operators?

We recently took a close look at the Barreto RTK stand-on track trencher to see how some of its unique features are changing the trenching game. t While tracked trenchers, such as the RTK at left, are trending right now, Barreto says there’s definitely still a place for wheeled trenchers in your rental inventory. They’re simple to transport and generally more compact, so they’re great for smaller jobs, while tracked units make bigger projects easier.

Search: 10072961

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Stand-on platform improves visibility We’ve operated trenchers that use the standard walk-behind configuration. There’s nothing wrong with this design, but it doesn’t offer the vertically challenged user much in the way of visibility and frankly, it can encourage the operator to attempt to muscle the machine around when in fact, it’s best to just let it do the work.

The RTK stand-on track trencher is unique in that it features a fixed platform for the operator to stand on while operating. Not only does the platform increase overall safety, essentially taking the operator up and out of the way of the machine, we think it’s a game changer for novice operators because it vastly improves visibility to the working end of the machine. Being able to

view the digging chain in action, and determine the actual depth of the boom, makes it easier to fine-tune controls for optimal productivity. You might also say the height advantage the platform offers provides operators (particularly the vertically challenged) with a small boost of confidence. It might not be technically necessary to see the business end of the machine while trenching, but we think being able to see the chain drive, the spoil pile and the angle of the boom greatly improves the user experience.

One-hand operation As mentioned earlier, trencher controls are critical to the user experience and this is where the RTK really shines.

Barreto features a unique fine-tuning control adjustment that uses rod linkage instead of cables.

“On our tracked trenchers, we’ve redesigned the controls to make them easier to understand and operate. Fewer levers is the key,” says Tim Phelps, product manager with Barreto Mfg. “To achieve this, we’ve moved away from a cable actuated system to direct rod linkage. Eliminating the cables and going to rods allowed us to eliminate a clutch lever. Now the chain is engaged with just one hand, the same hand used for forward and reverse controls.”

Fewer levers goes a long way toward speeding the transition to real productivity for the novice operator, but it also just makes the experience more positive overall for even seasoned users.

In its ‘run’ position, the lever that engages the chain drive rests on the base of a handle the operator uses to steady themselves on the riding platform. The

COUNT ON OKADA. Carriers prefer demolition attachments made by Okada America.

Okada’s demolition attachments expand the versatility of the excavator, mini-excavator, loader/backhoe, skid-steer and track loader carriers.

Okada has a wide variety of attachments. Breakers. Demolition Shears. Crushers. Pulverizers. Processors. Grapples. Compactors.

Screening Buckets. These attachments are precision-engineered, productive and dependable. You can Count on Okada.

Call 1-800-270-0600 for the name of the Okada America, Inc. Distributor nearest you.

Visit us at The Rental Show Booth #5233 12950 SE Highway 212 Clackamas, Oregon 97015

904 Medina Road, Medina, Ohio 44256

115 Commerce Boulevard Cleburne, Texas 76033

www.okadaamerica.com

Search: 10074078

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EARTHMOVING EQUIPMENT

TRACKED PEDESTRIAN TRENCHERS WITH 48-IN. DIG DEPTH BARRETO 2324 RTKH

DITCH WITCH C30X

VERMEER RTX250

TORO TRX-26

1,690 lbs.

2,100 lbs.

1,550 lbs.

1,248 lbs.

22.1 hp

31 hp

25 hp

26 hp

Briggs & Stratton

Briggs & Stratton

Kohler

Kawasaki

TRACK WIDTH

7.1 in.

8.0 in.

7.1 in.

5.9 in.

GROUND PRESSURE

3.6 psi

5 psi

3.5 psi

4.1 psi

HYDRAULIC RESERVOIR CAPACITY

14 gal.

11 gal.

8 gal.

6.3 gal.

3,500 psi

2,200 psi

2,975 psi

2,900 psi

13 gpm

10 gpm

16.1 gpm

13.5 gpm

26.5

12.8

27.9

22.8

OPERATING WEIGHT HORSEPOWER ENGINE

HYDRAULIC PRESSURE HYDRAULIC FLOW HYDRAULIC HORSEPOWER*

* To calculate these hydraulic horsepower measurements, we multiplied hydraulic pressure by hydraulic flow and divided by the constant 1,714.

q Designed for one-hand operation, the controls on the RTK have been simplified for ease of use.

twin ground-drive levers are positioned in easy reach of that hand’s fingers. So to operate the RTK, the operator draws the chain-drive lever down and to the left with their right hand until it rests on the handle, and reaches forward with the right fingers to pull the track drives back toward the handle. Now the operator has a firm grasp on the handle, and is holding most of the controls in the working position. The left hand is free to control the boom angle and throttle.

The chain-drive lever can also reverse the digging chain. So when the chain hits a rock or other obstruction in the trench, releasing your righthand grip stops the machine’s forward motion and the chain drive at once.

And you can reverse

the chain by throwing the drive control lever to the right. Returning it to the left to rest on the handle allows you to check if the trench is cleared, and it’s a natural motion to draw on the ground drives and continue.

To further improve the experience, Barreto includes the new Adjustable Trenching Control (ATC). It’s a lot of name for a pair of wingnut stops – one for each of the ground-drive levers. The payoff is that by turning the wing nuts, you adjust the ground-drive stops so that it’s easy to return to just the right amount of traction effort every time you start pulling trench. Adjusting the individual track controls allows the operator to keep their trench straight, or even maintain a gentle curve, in all conditions.

“Tracked machines with steering capabilities are one of the main trends

FEWER LEVERS GOES A LONG WAY TOWARD SPEEDING THE TRANSITION TO REAL PRODUCTIVITY

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Volvo excavators are more reliable and are in higher demand with my customers — they’re the moneymakers in my fleet.

That’s our Ex Factor.

– Spiro Marinos, Partner, Rapid Equipment Rental

With other brands, Marinos has experienced everything from electrical problems to engine and hydraulic problems. “Some of those other brands were costing me more money than they were worth,” he says. “With Volvo, I know it’s a good investment.”

Rapid Equipment Rental offers a range of Volvo excavators, from compact EC20 and EC35 models, to short-swing ECR58 and ECR88 models, up to the production-class EC220 and EC305 — all of which are moneymakers.

Find tips to get the most from your excavator at volvoce.com/ExFactor.

Please visit us at The Rental Show in booth #5969.

Search: 10075146

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EARTHMOVING EQUIPMENT

we see,” says Phelps, noting that the RTK can actually trench on a curve.

“Hydraulic steering, or skid-steer type steering, is improving the operator experience with walk-behind trenchers.”

It’s true, the skid-steer type steering capability makes a world of difference.

It’s intuitive and responsive, but not so responsive that it’s unforgiving.

BUILT WITH ROI IN MIND User-friendliness is great and certainly adds to the bottom line through greater utilization, but return on investment is what really counts in the rental business, so Barreto made several design changes to the RTK tracked trencher intended for that very purpose: • The RTK’s cables were replaced with rods to control the ground drives, eliminating a weak point. “The old control system used five cables to drive the tracks,” explains Tim Phelps, Barreto. “Now we do that with two rods. It simplifies the machine for the better.” According to Phelps, cables tend to require adjustment, and using them in winter was sometimes problematic, as moisture could get into the cables, freeze and sometimes cause the cables to break.

• Barreto simplified the boom mount with a simple one-inch pin and bushing, reducing the number of parts in the front end. The pivot pin and bushing are common parts that can be replaced easily by removing one bolt.

• The chain drive was mounted to the boom, and the entire assembly raised up above the spoil coming out of the hole in order to keep excessive dirt out of the working parts.

• The RTK uses hydraulic fluid to its advantage. “We do a good job of matching hydraulic components to horsepower,” says Phelps. “Hydraulics run at a certain pressure, so we try to run our components safely below the maximum psi rating so they will last longer and won’t build up as much heat. With hydraulics, the lower the heat, the more efficient you are. When it gets too hot, hydraulic oil gets thin and works less efficiently. “We also run a lot of fluid, gallon wise, and on our bigger tracked trenchers we run that system through a hydraulic oil cooler. This keeps performance at its maximum and adds life to components.”

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Size and power advantage At just under 1,700 pounds, the RTK falls in the middle of its size class.

Compared to wheeled machines, which typically weigh in at a few hundred pounds less than their tracked counterparts, the RTK is able to reduce impact on the operator and provide greater stability. Because of their larger footprint, track trenchers are also less invasive on the landscape and cross-trenching is made easier. By combining tracks with additional weight, the ability to keep the trench straight is greatly improved.

Today’s track trenchers with a 48-in. dig depth capacity range in weight from 1,250 to 2,100 pounds. This heft, coupled with a low center of gravity, offers a distinct advantage during operation, as the machines are less likely to buck, and can stay their course more effectively.

The RTK trencher offers a 7.1in. wide track that creates 241 square inches of footprint on each side of the machine for increased traction on wet soil, clay, sand, or steep terrain. The result is 3.6 psi of impact on existing landscape, as the tracks absorb most of the abuse caused by rocks, roots, or other obstructions in the soil.

Phelps says Barreto trenchers also hold a greater volume of hydraulic fluid, which further increases the weight of the machine. “This means track to ground contact is greater, which helps with machine stability,” he explains.

Barreto offers a choice of a 20.8- or 22-horsepower Honda or 23-horsepower Briggs & Stratton engine, all of which are available or matched in competitive machines. But the scale of Barreto’s tracks and the weight of their machine gives the unit segment-expanding power.

“With the wheeled machines in the past, the tires were always spinning,” Phelps explains. “So it was harder to get the boom through the ground at anything deeper than 36 in.; [tracked machines have] allowed us to go as deep as 48 inches.” ■

www.ForConstructionPros.com/RENTAL

2/3/17 7:53 AM

Something new for your bucket list What are you looking for in a skid steer or compact track loader?

Wacker Neuson’s new line of medium frame loaders is designed from the ground up with the power and torque needed to lift more, push more, work longer and maneuver through challenging job site obstacles. They have the comfort and convenience owner operators expect and the durability rental fleets demand. With a best-in-class transferable warranty, they’re also ideal for inventory management and resale.

Contact your local Wacker Neuson representative for details today!

www.wackerneuson.com Booth #4725 Search: 10075166

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SPECIAL REPORT: ENGINES B y M i c h e l l e Ko p i e r, c o n t r i b u t i n g e d i t o r

CUT POWER Without Sacrificing Productivity Several OEMs are adding 74-hp and lower machines to expand their product lines and accommodate customer requests for cost-effective equipment with specific performance specifications

S

ince the onset of emissions regulations set forth by the U.S. Environmental Protection Agency (EPA), the complexity, cost and fuel usage of many machines have gone up. Several equipment manufacturers have made concerted efforts to lower the power ratings of their new models from 75 and 85 hp to 74 hp or lower, in a process referred to as de-rating.

Reducing the maximum power of a machine offers several benefits, including minimizing its aftertreatment needs to meet EPA Tier 4 Final emissions regulations. By doing so, the OEM lowers its production costs, and thus owning and operating costs, on top of improved fuel efficiency and reduced maintenance requirements.

“There are numerous reasons for reducing maximum power in a newer machine when compared to the one it

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is replacing,” says Craig Timmerman, product marketing manager Engines and Powertrains, John Deere Construction & Forestry. “It could be... a result of a new technology that enables the same level of productivity, while still allowing the engine power to decrease.

At John Deere, the reason for reducing horsepower has been to support our value proposition of productivity, uptime and low daily operating cost.”

Bobcat Company expanded its compact loader line to include the 74-hp S740 skid-steer loader and T740 compact track loader in its 700 frame-size class. This machine size is popular for the general contracting, landscaping and recycling market segments, which need the extended reach and lifting capabilities of the larger frame size but not the extra horsepower necessary for certain power-demanding applications like pushing or digging.

“The 74-hp machines can help minimize the initial investment and operational costs to the customer,” says Mike Fitzgerald, loader product specialist at Bobcat. “Customers needing a skid steer or compact track loader in [the 700 frame-size] category for heavy digging or pushing applications should consider the 75-hp and above loaders.

These machines provide the performance needed for those tasks and will have extra aftertreatment systems to meet emissions requirements for that horsepower level.”

At Case Construction Equipment, the 580N EP backhoe-loader model was initially a result of focusing on the rental market. “Contractors that rent equipment are often looking for the most basic setups they can find for simplicity and cost,” explains Katie Pullen, brand marketing manager. “They need a machine to get on the jobsite and work efficiently without having to worry about explaining all of the bells and whistles to operators.”

Because the 580N EP is only 74 hp — as many models were years ago before everything shifted to larger, higher horsepower machines — it

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SPECIAL REPORT: ENGINES

features a maintenance-free Tier 4 Final solution. The particulate matter (PM) catalyst built into its engine does not require a diesel particulate filter (DPF), or any aftertreatment, so there are no new maintenance practices or activities associated with the machine that renters have to learn.

“Similarly, first-time backhoe buyers and newer contractors will appreciate the lower cost of entry into the backhoe market,” says Pullen. “Many of the larger horsepower backhoes are designed with more features because they are targeted at the owner-operator who spends their whole day in that machine.”

Since not every contractor needs that level of functionality, the entry-level model features options a contractor can add to get the machine to where they want it to be.

Favorable performance choices The best candidates for power reduction are equipment types that don’t spend much time operating at peak power. For example, if a loader’s maximum power needs are during bucket filling, and a new linkage design results in more efficient filling, then the maximum power can be reduced without any negative impact.

John Deere’s goal is to avoid any negative impacts when reducing maximum power on its equipment by favoring performance attributes. “For example, if gradeability is more important than

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operating weight, then the weight will be reduced to maintain gradeability performance. The most obvious difference, which isn’t necessarily a negative, is on the specification sheet showing a lower engine power,” says Timmerman.

“There is a bit of a stigma to the term ‘de-rating,’” says Pullen. “When a piece of equipment de-rates, it represents the machine performing at a rate lower than what it is capable of.” The core structural elements of the 580N EP are the same as Case’s full-featured models. “We’ve relied on the same hydraulic design on these machines as the higher horsepower backhoes and have not compromised structural strength in any way for the lower horsepower.

“Speed is the main sacrifice when looking at lower horsepower units,”

z Bobcat designed its 74-hp loaders to retain their lifting abilities.

says Pullen. “Contractors accustomed to larger horsepower models with more features will notice that these machines don’t have the full features they are familiar with. But that is to be expected anytime you compare a 90-hp machine to a 74-hp machine, or a 15-ft. backhoe to a 14-ft. backhoe.

“Having said that, our standard 580N backhoe at 90 hp and the 74-hp 580N EP have the same backhoe breakout forces and lifting capacities — two of the most important operating factors,” Pullen says.

How is this accomplished?

John Deere has several models in it loader, backhoe and crawler product lines that are able to reduce maximum engine power. “In most cases, [derating] has been accomplished due to system efficiency gains,” explains Timmerman. “The efficiency of our hybrid loader drivetrain system, for example, has enabled the maximum power to be reduced.”

While actual de-rating calls for an existing piece of equipment to be modified to lower its maximum power output, in reality, many manufacturers are designing simpler pieces of equipment specifically to leverage a 74-hp workload and adding them to their existing product lineup.

Bobcat designed its 74-hp skidsteer and compact track loaders to retain their lifting abilities. “The 74-hp compact loaders have a good balance of engine horsepower and auxiliary hydraulics. For instance, the 74-hp S740 and T740 loaders have a 30.5gpm high-flow option, while other larger horsepower machines in the 700 and 800 frame-size have 37.5-gpm high-flow systems. The lower gpm high-flow option allows for a more balanced machine with the 74-hp engine,” says Fitzgerald.

“Customers in landscaping, general contracting and recycling applications who need a machine for dimension and weight capabilities, but do not need the extra horsepower, are more likely to use the 74-hp machines. Tasks may include landscapers who are lifting pallets of paving stone or sod; general contractors who are unloading commodities and providing site cleanup; or recycling centers that are using loaders to load sorting machines and lift bales of materials,” Fitzgerald says.

Case has also added lower horsepower models to its existing compact equipment product offerings. It’s able to reduce the equipment’s horsepower without sacrificing performance and productivity through the unit’s

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SPECIAL REPORT: ENGINES

t OEMS foresee lower-horsepower equipment as a long-term trend.

look for opportunities to provide more efficient machines to support this need,” says Timmerman.

Case, too, sees its lower horsepower equipment development as a more permanent, long-term solution to provide its customers with a broad spectrum of options to best fit their needs — especially for the rental customer or the first-time backhoe buyer who doesn’t need a full-featured, high-horsepower model. “It provides them with a solution that is more cost effective, both in initial purchase price and total cost of ownership,” says Pullen.

With even further emission reduction rumors on the horizon, further system improvement to gain productivity without increasing horsepower will continue to be evaluated by all OEMs. Through a focus on efficiency gains

hydraulics and structure. The footprint and structure of the machine are still the same, although a few hundred pounds lighter, so the physical design elements that effect its performance are the same. The hydraulic system features the same pumps and controls as the comparable higher horsepower models.

“In addition to our 580N EP backhoe, we’ve kept certain skid steer, compact track loader and compact wheel loader models below 74 hp in order to implement the same maintenance-free Tier 4 Final solution — the particulate matter catalyst,” says Pullen.

The end goal At the moment, the efforts of reducing maximum power below 75 hp seem to be long term in nature. Finding system efficiencies to allow a machine to be specifically created for a tailored

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application will allow OEMs to offer their customers the most cost-effective solution without overcompensating for power needs that the customer’s application does not warrant.

“We feel our customers will continue to ask for machines that offer lower daily operating cost. As long as this demand remains, we will continue to

in existing on-board systems such as a machine’s hydraulics, as well as continued research and development on simple and intuitive technologies, OEMs will be able to provide contractors with cost-effective equipment solutions that make the most sense to them for the specific application at hand. ■

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SPECIAL REPORT: Software B y J e n ny L e s c o h i e r, e d i t o r

Mining for Data, Digging for Gold Software experts explain how to make the most of your management system Data, data, data… business today is all about the effective use of information.

Gathering this material is a pretty straightforward concept, but figuring out what to do with it can seem complicated, especially once you throw in some corporate jargon and a few trendy buzzwords. Perhaps you’ve heard the phrase “data mining” and maybe images of deep tunnels and dump trucks come to mind. What does it really mean to mine for data, and what do you need to do it?

(Hint: it’s not a dump truck.)

We spoke with several management software suppliers to get a handle on what rental companies can do to make the most of the information their systems gather. Here’s what we found out: 52

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RENTAL: What does the phrase “data mining” mean?

Matt Hopp, InTempo: The ‘data’ in data mining relates to the enormous reservoir of data that’s collected by rental software in the course of doing business. When you have the right tools to analyze this data, you can make smarter decisions for all aspects of your business. That’s the essence of the data mining process, and it’s something we actively encourage by coaching our customers on the advantages — particularly local and regional rental businesses that might not be aware of its potential. Other industries spend millions of dollars to collect huge volumes of data about customer behaviors.

With rental, it’s captured automatically as a byproduct of everyday transactions.

Patrice Boivin, Orion Software: Data mining is the process of turning raw data into useful information. In any system, there is a large quantity of information that, separately, does not have much significance but with a relational database, it’s possible to make links between multiple types of data and to use it within the business environment.

RENTAL: How is data mining done?

Graham Dobbs, InspHire: Data mining through management software can be so easy. [Rental] contracts, purchase orders, workshop jobs and invoices are stored in a database, making information easy to find and accessible when you need it. Key business information and historical data will allow businesses to mine data at

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SPECIAL REPORT: Software

the click of a button using reporting tools which allow users to filter and customise relevant information. Reports can be used to assist with certain daily or weekly tasks. Data can also be exported to Excel to create pivot tables and charts to analyze the data in more detail.

William Eunice, Corporate Services: Typically, data sources containing information about sales, service, inventory, etc. are brought together into a central database. Sometimes, it becomes clear in trying to enumerate corporate goals that certain data points are not kept. In these instances, ways to capture that information reliably need to be included as part of the process. Before the data is brought in, it is organized into facts (the measurable things you want to know) and dimensions (the descriptors) and cleansed so that data from different sources can be properly aligned to give an accurate picture. You also want to define the granularity you want to get to in time. These are often Focus on the daily summaries. An example data that will would be revenue for a specific day for an asset. Depending help grow your on the scope and volume of the data, this process can result in business and go something as thorough as a from there. data warehouse. It is important to note though, there are often simpler options for smaller enterprises.

Hopp: The great thing about data mining is that the concept is fluid enough to address any objective or set of criteria as long as your software supports meaningful data extraction.

Ask yourself what your goals and objectives are. Do you want to run promotions for underutilized equipment? Do you want to determine who your top 25 customers are so you can be sure to give them ‘VIP’ treatment? How about looking at return on inventory items before making purchasing decisions? Focus on the data that will help grow your business and go from there.

RENTAL: What does a rental company need to have and know in order to mine their data?

Eunice: The first thing is to have corporate goals that have measurable inputs and outputs that can be analyzed. Second, you need a system or group of systems that are capable of storing the data necessary to make these decisions. Third, you need a repository to collect this information and bring it together in a way where data can be related to each other so it makes sense.

Finally, you need a set of tools to allow you to visualize the data in new and innovative ways and a means to publish them so that decision makers can have this information in their hands in a timely and flexible manner (at the office or on the go).

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Dobbs: Good business decisions need accurate information that is available instantly. Knowledge is key, and tracking performance in real time helps rental companies keep their business on track to stay ahead of the game. Businesses need the tools to mine data and extract key information needed to make important business decisions. Companies should have a complete view of how their business is performing. To access real-time rental data at a glance, companies should be running up-to-date reports to see how the business performed last week or last month, last year; allowing businesses to react immediately. Making decisions with all the right information is priceless.

Rental businesses also need the power to build dynamic interactive reports showing the information they want. Whether it’s tracking outstanding quotes, overdue cash rental returns or items in the workshop, businesses decide what they want to see.

Companies might also want numerous reports as standard, from financial, operational to business reports giving businesses a comprehensive view of how they are performing. Rental businesses need the ability to track productivity and costs through ROI analysis; see costings, margins and profit. Having access to this information makes complex analysis simple.

For rental businesses, having a clear picture of how equipment is performing is crucial. Answer questions such as: what is the turnaround time for a standard service or breakdown and how much is your equipment costing? Having well maintained equipment and visibility of what is due for service or certificates that are due to expire allows you to better serve your customers.

Hopp: To mine data effectively, a rental business needs more than standard reporting. Your software should include robust analytics and dashboard capabilities. If you’re collecting all the data but don’t have the tools to analyze it, you’re sitting on a treasure trove with no way to uncover what’s beneath.

Think about all the data flowing into your system from just one transaction. That’s the jumping off point for one of the most valuable uses of data mining: segmenting your customers. There are numerous ways to segment rental customers to drive new business: by past equipment rented, customer type, frequency, seasonal behavior, location, budget, trigger events such as first rental, referral source and more. Segmentation is the basis for targeted sales and marketing.

Boivin: You need to have a real relational database. Modern systems are normally developed using a database such as SQL or Oracle. By using such technology, this does not mean you have a real relational database. It needs to be developed the right way, with the correct links between the data.

RENTAL: What are some of the primary benefits of mining data?

Dobbs: Data mining can bring a rental business many benefits. They can use historical data to predict future trends as well as identify great customers, maximize equipment utilization and

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SPECIAL REPORT: Software increase profits. It’s important that companies analyze their data on a regular basis in order to identify and anticipate the future and current needs of customers.

Boivin: It can be used to learn the pattern of customer behaviors and be used for future marketing strategies. In a rental company, it can be used for multiple proactive decisions. For instance, if a piece of equipment is scheduled to be shipped in the next few days and there is maintenance due or an availability problem, the system can send out alerts to its users. As well, some reports can be sent to upper management if anticipated revenues are lower than expected. It can also alert management of profitability issues prior to the delivery of equipment.

Hopp: The benefits of data mining flow through to every area of the business. For example, the balance between rates and utilization; many independent rental operators don’t revisit this often

enough. There are a number of important reasons to keep the rate/utilization balance fluid: profitability, customer relationships, inroads against a competitor and changes to fleet mix are a few.

Data mining can point to some immediate opportunities – for example, set rates by customer group or individual customer. This is sometimes calculated as a discount taken automatically off a standard rate, but in some systems it can also be set as a fixed, negotiated rate-set for a specified term.

RENTAL: What other functions can data mining be used for?

Dobbs: Rental businesses rely on their management software to tell them exactly what they need to know: do they have the right inventory levels, what equipment is making them the most money, what equipment has been sitting

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for long periods of time, do they need to dispose or purchase new equipment.

It also helps identify great customers to whom the rental business can cross sell and upsell, in order to increase revenues and margins. Having the right equipment to serve customers whenever they need it means repeat business.

Boivin: Data mining can be used to identify lost rentals and be used in a purchasing plan. It is very useful to balance out and determine the equipment required in each branch to maximize availability and ROI. Pressure on item prices could be highlighted by mining a database in order to identify patterns such as reduced prices or excessive discounts. In day-to-day business, the system can send emails to customers reminding them that a delivery will be done within the next few hours or that the equipment is on its way and is expected to be on site at a certain time.

In the CRM, data mining can capture the success of a salesman, given the probability of opportunities, expected sales cycle or many other factors combined.

Hopp: In the rental business, cradle-to-grave management of return on investment is crucial. Data mining can point to the best ways to spend your capital, and it instills confidence in lenders. If you plan to add a compressor to your fleet, mine your compressor data for knowledge about specific models, such as number of rentals, gross rental revenue, maintenance costs, utilization and overrides stemming from customer dissatisfaction. This will help you avoid a misstep – for example you’ll know if adding another 185-cfm unit to your fleet will bring in more revenue, even though the manufacturer is promoting 125-cfm models. At the end of the unit’s useful life, you can use data mining to fix a selling price using historical revenue data, maintenance history and net book value. If your rental software can’t give you the metrics you need to make these data-driven decisions, you may want to reassess whether it’s the right system for you. ■

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SOFTWARE ROUNDUP

Baseplan Field Service Mobility Module The latest Baseplan Field Service Mobility Module handles preventive maintenance schedules, job dispatch and field service.

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EXCLUSIVE INTERVIEW B y J e n ny L e s c o h i e r, e d i t o r

How BigRentz Promises to

DRIVE THE RENTAL INDUSTRY FORWARD for Everyone’s Benefit

Chief Technology Officer Liam Stannard explains how the company’s business model works and what it could mean for your business

L

iam Stannard, chief technology officer with Irvine, CA-based online equipment rental network BigRentz, spoke at the ALH Conference & Awards in Miami about the future of equipment rental and how BigRentz is helping to bring the industry into the sharing economy. We sat down with him to talk about his point of view. The following is edited from that discussion, as well as his presentation.

Because we’re online only, we understand that having a strong partnership with our rental company partners, whom we call suppliers, is crucial. We’re in this to build a durable business and the only way we can do that is if it’s a win-win for everybody. Today, we’re proud to say we have over 8,000 rental yards from 1,500 rental companies around the country signed up as partners. We want to do a great job for our customers, but we know it’s crucial that we empower our partners.

RENTAL: BigRentz has been

around for five years now and is growing steadily. How does your business model work?

STANNARD: We’re not a traditional rental company. Think of us more as a virtual rental company. We don’t own any assets. When a company rents from us, we in turn rent from brick and mortar rental companies near our customer’s location.

RENTAL: How does this change

the game of equipment rental?

STANNARD: As a technology company, especially one that owns no fleet, it’s been about figuring out the customer angle and figuring out the supplier angle, and using technology to make everyone’s lives better.

A lot of our customers might rent thousands of times in the US and they

Today, we’re proud to say we have over

8,000 rental yards from 1,500 rental companies around the country signed up as partners.

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EXCLUSIVE INTERVIEW

might work with dozens of rental companies, depending on their geography.

Being able to provide that type of customer a one-stop shop, where they can make one call, or one click, and get all their needs met, has been an important part of our recent evolution.

At the same time, we’ve been providing our rental company partners with virtual capex. We’re nationwide, and we have tremendous insight into the market. So our rental company suppliers might have a customer that says, hey I’ve got a job over there, can you help me? Maybe they’re a small player and they don’t have a yard in that area. In the past, they would have had to say no, or make some calls to other branches or even competitors to find the equipment. This search for equipment is a distraction, and in some cases, rental companies can forget about the re-rent while it sits at the customer’s project site despite their own gear coming available.

We also provide data and info to help our partners make better decisions, to help them capture opportunities in the market they might not have seen.

We’re a tech company, so we track literally everything - every phone call, every visit to our website, all of our interactions - and we provide that data back to our partners. This can really help for fleet planning, but we also provide a broader perspective on the market because we work in every state in the union, and sometimes in Canada and Latin America.

RENTAL: Can any size and type

of rental company be a BigRentz partner?

STANNARD: We work with singlebranch businesses all the way up to United Rentals.

RENTAL: Who is the typical

BigRentz customer?

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We also provide data and info to help our partners make better decisions, to help them capture opportunities in the market they might not have seen.

We’re a tech company, so

we track literally everything...

STANNARD: There are really two types of customers - we have rental companies that are using us for capex and we have renters who are just not well served by the traditional rental company, maybe because of geography, if they have multiple jobsites across the country, for example. Logistics becomes a challenge in that case. So rather than making a call to a bunch of regional rental outlets, piecing things together themselves in one city and then doing it again in another city, they can make one call to us and we can provide all of their needs. Because we’re that single point of contact and we understand the full span

of their job, when things change, we can be very flexible.

RENTAL: Mobile technology is

becoming increasingly more important in equipment rental.

How often are customers going straight to their mobile devices and working rentals out that way vs. making a phone call?

STANNARD: We’ve been blown away by the adoption of our mobile technologies. But, you can give us a call or send us a text too, all of those things are totally fine.

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EXCLUSIVE INTERVIEW

We’ve been blown away by the adoption of our mobile technologies. But, you

can give us a call or send

us a text too, all of those things are totally fine.

There’s a generational element to this. Millennials, for example, expect an online experience. That’s just how they do business.

RENTAL: We hear a lot about

millennials. Tell us how they’re changing the way we do business.

STANNARD: Studies show that more than a third of millennials say they don’t want to do business face to face.

They prefer online collaboration. So, while the relationship model that has worked before makes a lot of sense, on the flip side, today’s decision-makers have a different baseline expectation of what that is.

According to the US Bureau of Labor statistics, millennials (who were born between 1981 and 1996) are currently the single biggest generation in the workforce. But in just a couple years they’re going to be 75 percent of the workforce. The reason this is so crucial to understand is millennials have a fundamentally different relationship with technology than Gen X or Boomers do.

Last year, almost 11 percent of all retail sales were done online to the tune of $340 billion. In just a couple of years, analysts tell us half of all e-commerce is going to be done on a smart phone. If you consider millennials and technology, it’s fair to say they want to find what they need online and frankly, they want to find it right now.

RENTAL: How can this be good

for the rental industry?

STANNARD: I was recently talking to a regional contractor and he’s a

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millennial and taking over his family’s three-generation business. He told me that since taking over, he’s been looking deep into the numbers and what he’s found is that the competitive advantages his dad and his grandad had when running the business don’t really apply anymore. Back in the day, contractors had to own their own equipment.

From what this COO told me, he currently owns $4 million in construction fleet, but mechanics are incredibly expensive, the fleet is super underutilized and even the real estate to have as

customers and new customer segments to our rental company partners.

RENTAL: Are we headed toward

an Uber for Boom Lifts scenario?

STANNARD: Let’s talk about what an Uber for Boom Lifts might look like: Somebody owns a boom lift and they want to rent it. They download an app on their smart phone and they put their boom lift up for rent. Somebody else wants to go up in the air, so they have the Uber for Boom Lifts app, and they’re connected. Simple! So why not

…millennials (who were born between 1981 and 1996) are currently the single biggest generation in the workforce.

But in just a couple years they’re going to be 75

percent of the workforce.

— US Bureau of Labor statistics

a lay-down yard is a tremendous allocation of capital. He told me his plan is to sell all of his equipment over the next 18 months. And that sort of thinking is going to drive an increase in rental penetration across the industry. As more folks understand, owning equipment as a contractor just doesn’t make a whole lot of sense right now.

At BigRentz, we drive revenue and increase utilization by renting assets from our partners, but moreover, we bring new

scissor lifts, knuckle booms, telehandlers, etc.?

The thing about it that many outside our industry don’t realize is that this is complicated. Say you’ve rented to some guy on the internet… who’s going to take him up in the air? Is the guy who owns the asset going to do it? Is the customer going to do it? Is the customer qualified?

With the Uber game, drivers are very comfortable having some random stranger in the back of their car. But

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…technology is not magic fairy dust.

You don’t just sprinkle it on your business and watch amazing things happen. It’s really crucial to keep your customers in mind. how many of us would be comfortable leaving a $100,000 asset with some random guy from the internet?

RENTAL: If it’s not the Uber

model, what will work to bring the equipment rental industry into the sharing economy?

STANNARD: You could become a tech company and you could develop, build, market, support and maintain your own mobile application or customer portal. A lot of the large, nationwide rental companies are going to do this as a necessity. No matter how it’s done, it’s going to cost easily hundreds of thousands if not millions of dollars. But let’s remember the lessons from the first dot.com crash - technology is not magic fairy dust. You don’t just sprinkle it on your business and watch amazing things happen. It’s really crucial to keep your customers in mind. This is so important to get right because it’s so incredibly expensive if you get it wrong.

Think about the fragmentation in our industry. Nobody has more than 15 percent market share. Again, when you think about your customers, ask yourself if they will be excited about having multiple apps, one for each of the rental companies they work with? All customers of any size work with between three and seven rental companies. Are they

going to be excited about having multiple user names and passwords, and different ways to go about things?

So, you can become Uber or a tech company, or you could take a third path and partner with a technology company to get the best of both worlds. This means finding the right partner that’s able to drive customers to you that hopefully and ideally are not your core customer. When you find the right partner, hopefully, they can help you streamline your operations in different ways. We have the capex replacement product to get gear to rental companies when they don’t have it. We also have data, which is super important.

RENTAL: What do you see

in your crystal ball for the industry?

STANNARD: The trend is clear, our customers are going online. Let’s face

it, everybody and their grandma has a smartphone. Today’s young decisionmakers expect and demand to find what they’re looking for online. Our challenge as an industry is to meet that demand.

But t here’s no r i g ht answer here. There’s not a one-size-fits-all approach. You’ve got to figure this out for yourselves. As you’re contemplating how to tackle online rental, I’d encourage you not to look at this as a disruption to your business model.

Instead, look at this as an opportunity to increase revenue, increase margins, find new customers and serve all your existing customers more effectively.

The future in our industry is bright and online technology is going to play a major part in driving growth.

However it is you get there, your customers and I look forward to seeing you online. ■

…look at this as an opportunity to increase revenue, increase margins, find new customers and serve all your existing customers more effectively.

RENTAL BUSINESSES INTERESTED IN PARTNERING WITH BIGRENTZ CAN VISIT

WWW.BIGRENTZ.COM/SUPPLIERS/

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IN THE FIELD

Calgrove Rentals Finds a Loyal Equipment Partner

L

upe Gomez is no stranger to the equipment rental industry. In 1986, Gomez began working for a local rental store in his hometown of San Fernando, CA. From there, he moved on, working at a few other stores before striking out on his own. In 2004, he started his own business, Calgrove Rental. Now in its its twelfth year of business, Calgrove Rentals employs 17 people and serves customers within an approximately 65-mile radius around San Fernando.

“We rent general construction equipment, and we also do a significant amount of business with small- to medium-sized landscape companies,” Gomez says. “We also have a good homeowner customer base that rents smaller equipment from us, like trenchers and mini skid steers.

“Honestly, we have customers from all walks of life. We may have a homeowner come in for a one-day trailer rental to haul away trash, or we could have a large general contractor come in and rent a machine that will be used to build a freeway. We cover it all.”

Renting vs. buying Gomez says that the rental market in his area continues to grow because many construction companies and contractors reduced their fleets during the economic downturn of 2008-2009.

Since then, those same customers have found benefits in renting equipment versus buying it. Many have chosen to rent machines and incorporate the rental expense into the overall prices they quote for specific jobs.

“I’m confident the rental market will continue to grow because our customers don’t have to service, insure or store the machines,” Gomez says. “New machine Lupe Gomez started Calgrove Rental in 2004 and now serves general and landscape contractors within a 65-mile radius around San Fernando, CA.

t

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IN THE FIELD

inventory is still lower than it was seven years ago, so prices have stabilized on the higher end and they’re staying there.

That also encourages more people to rent rather than buy.”

Because business has been so good over the past several years, Calgrove has invested in new equipment every year since 2013, spending upwards of $2.5 million to expand and improve its fleet. That fleet now includes a number of machines from international heavy equipment manufacturer, JCB. Calgrove carries multiple units of JCB’s 3CX backhoe loaders; 512-56, 525-60 and 527-55 telescopic handlers; VM 260 compaction rollers; and 8065 compact excavators.

“I’ve been working with Robert Lara and Steve Clark at JCB of Southern California since I opened my business in 2004,” Gomez says. “They’ve always been extremely helpful. Honestly, before I met them, I’d barely even heard of JCB equipment. But the guys really believe in the product, and they’ve educated my employees and me on the differences between JCB and the other equipment manufacturers.”

turning these machines over, with units going back out to a new job site soon after returning from a finished project.

“Telehandlers are often the first machines on the job site and the last machines to leave,” Gomez says.

“There’s always another load that needs to be brought in, and because you can also put a bucket on the telehandlers, they’re very versatile. I could use another dozen of them right now.”

Gomez cites the simplicity of the JCB telehandlers, the great visibility from inside their cabs and the heavy-duty steel from which they’re constructed as the reasons these machines work well for his rental operation.

“Because they’re so durable, you’re truly getting the lifting capacity for which they’re rated,” Gomez explains.

“I’ve tried another machine that was spec’d out to lift 8,000 pounds, but if you tried to lift that much, the rear wheels would rise up. That’s not the case with JCB telehandlers. And, that added durability is ideal for rental companies like mine. These machines are subject to a lot of use and abuse, but the JCBs just keep on working.”

Telehandler takeover

Relationships make the difference

Currently, Gomez is seeing a trend toward demolishing existing buildings in Southern California and putting up new “urban living” units with retail stores on the ground floor and apartments above. On these job sites, JCB’s telescopic handlers have proven very useful, and Calgrove is consistently

While hard work and quality equipment certainly play a role in Calgrove Rentals’ success, Robert Lara from JCB

of Southern California also credits Gomez’s unique business acumen.

“Lupe’s store is more of a momand-pop operation,” Lara says. “It’s very different from the larger rental store chains. Lupe and his staff know their customers by name, and their customers know them. The people at Calgrove will do things the larger rental stores won’t do, like delivering after hours. They’ll do whatever it takes to help their customers.”

Gomez and the staff at JCB of Southern California have a solid relationship because of their similar approach to customer service. Lara has known Gomez since he started Calgrove Rental with a few skid steer loaders in a small garage.

“The service we’ve gotten from Robert and the guys at JCB of Southern California is second to none,” Gomez says. “And, they truly want us to do well.

They consult with us and really help us find what we need.

“Back in the ‘90s, I recall being around some JCB machines, and they were tougher to move out of the store because customers weren’t familiar with them. Thirty years later, we get zero complaints on our JCB machines, and we have customers who ask for them specifically.

We couldn’t be happier with our dealer and the JCB machines that are helping us continue to grow our business.” ■

The service we’ve gotten from the guys at JCB Southern California is second to none.

And they truly want us to do well. They consult with us and really help us find what we need. We couldn’t be happier with our dealer.”

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MANAGING FOR SUCCESS

By Sue Dyer

How to Build a

FOUNDATION FOR PARTNERSHIP at Your Rental Business

H

ave you ever worked on a project or in a job where it seemed that everyone involved was working against each other? It’s no surprise when such a project or initiative fails. Sometimes you just wish there were a way to get everyone on the same page.

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In ever y equipment rental business, communication and cooperation are key to getting the right equipment to the customer on time and in one piece. The bigger the operation, the more complicated it becomes. That’s why it’s so important to get everyone in your company working together efficiently. But it’s not always easy.

Here are some concepts that help create a foundation that allows for partnership and teamwork to grow.

TAKE OWNERSHIP OF PROBLEMS

What happens when a problem occurs? Is your first reaction, “I thought Bob was supposed to do this” or “I paid a lot of money to get this right”

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MANAGING FOR SUCCESS

TAKING OWNERSHIP OF PROBLEMS MEANS EVERYONE OWNS THE PROBLEMS. YOU SEEK SOLUTION, NOT BLAME.

FULL DISCLOSURE IS TELLING EVERYONE EVERYTHING THAT YOU KNOW – THE GOOD, THE BAD AND THE UGLY.

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or “These numbers are just wrong”? If so, the next logical step is to figure out who is to blame for your having this problem. Most of us are very skilled at analyzing who is to blame. Meanwhile, what is happening to the problem that you’ve uncovered… who is trying to resolve it? No one! When blame seeking starts, all communication between team members stops. And if it takes the team two days, two weeks, or two months to begin to talk about the “real” problem, that time can never be recaptured. It is lost forever. This is a huge risk to the success of your project.

It doesn’t matter who created the problem. What does matter is that you understand and resolve the problem quickly so the project (or team) is not damaged. Ownership of problems means that everyone owns the problems. You seek solution, not blame.

COMMIT TO FULL DISCLOSURE

This means that you tell everyone everything that you know. How can the team possibly create plans or know where the inherent problems are if it doesn’t have the best information?

Many times team members hold their cards close to their vests, not revealing everything that they know.

They think that this somehow gives them an advantage. But in fact, when you are working on a project (or on a team) you are interdependent - you need each other in order to succeed.

By holding your cards close, causing the other team members to not make the best decisions or plans, you are really hurting yourself as well as the potential success of your project or initiative.

Honestly discussing all problems up front can help you assure success.

We know from research that problems occurring after you are underway have a greater impact than problems identified and worked out during the planning phase. So at the very start of your project or initiative take time for the team members to share what each sees as potential problems. Then you will have time to mitigate the impacts.

Full Disclosure means you tell everyone everything that you know – the good, the bad and the ugly.

EMPOWER OTHERS

Team members often get frustrated when they aren’t allowed to make the decisions they feel are critical for a successful project. Even worse is when a decision they’ve made is overturned by someone higher up in the organization.

Pushing the power and decision making down to the project/team level is critical for the success of the project or initiative. When issues leave the project level they tend to grow exponentially in both cost and time.

You will generally get better quality decisions from those closest to the issues. Empowering your team members is your best bet for success. In many organizations power resides away from the project and the team members

EMPOWERING OTHERS INVOLVES PUSHING THE DECISION MAKING DOWN TO THE PROJECT LEVEL BEFORE YOU START. www.ForConstructionPros.com/RENTAL

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MANAGING FOR SUCCESS

COMMITMENT IS DOING WHATEVER IS NECESSARY TO KEEP YOUR PARTNERSHIP ALIVE AND WELL. don’t feel that they can make decisions.

Before you start a project/initiative, it’s important to figure out ways to empower the team to do whatever they feel is required in order to succeed. Many teams are doomed before they start. Empower Others means you push the decision making down to the project level before you start.

MEASURE THE LEVEL OF TRUST ON YOUR PROJECT AND YOU WILL HAVE A GOOD IDEA OF HOW SUCCESSFUL YOUR PROJECT WILL BE.

PARTNERING REQUIRES COMMITMENT

Partnership doesn’t just happen by itself, it takes commitment to build and grow. There will be many things along the way working to split up you and your partners. You have to keep together despite them. There will be times when it would be easier to just walk away instead of sitting down faceto-face to work things out. Sometimes the best commitment you can make is to tell each other the truth and then deal with it constructively.

If there are legal agreements between you as partners, don’t let them solely define your working relationship. The judicial process is adversarial by design. This can undermine the ability to build the partnering relationships required to succeed. You can’t be both “partners” and “adversaries,” they are mutually exclusive. Commitment means doing whatever is necessary to keep your partnership alive and well.

BUILD TRUST

Trust is the keystone of partn e r s h i p. Yo u r partnership will b e as go o d as your ability to create and grow trust between your team members. It allows for open, honest communication. You have more power to create trust than you might think. Your first interaction sets the tone for the relationship.

If you go into the relationship trusting and seeking to cooperate and work together, then you are highly likely to get that attitude in return. If you go into the relationship trying to protect your interests and unwilling to be open, that is probably what you will get in return.

Game theory shows that cooperative relationships produce larger wins than those where participants are protective and self-serving.

What I’ve learned about trust is that, for a team, “fairness” is the underpinning of creating trust. It is when someone feels that something is “unfair” that trust begins to erode.

So when you have a problem or issue, always put “fairness” on the table and discuss it first. What is a fair way to resolve the issue? Most teams can figure it out. Measure the level of trust on your project and you will have a good idea of how successful your project will be.

By using these five concepts you can build the attitude and atmosphere that allows partnership to grow. For most projects/initiatives, working together, not against each other, is the only way they can hope to succeed. ■

Sue Dyer is president of OrgMetrics LLC, a professional partnering facilitation firm. Sue recently launched Partnering FIT™ training using new virtual training technology that allows her to include 30 years of lessons learned and make them available to your teams any time, any place. To receive access to a free chapter of Partnering FIT™, visit www. getpartneringFIT.com or text the word PARTNERING to 96000. To learn more about Partnering FIT™ inquire at info@orgmet.com or call 925-449-8300.

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IN THE SHOP

BUILDING UPTIME for Compact Excavators

10 TIPS TO MAINTAINING ONE OF YOUR HARDEST-WORKING ASSETS

C

ompact excavators have e volve d d ramat ic a lly in the past 10 years.

Enhanced systems and capabilities have allowed them to become workhorses on jobsites, spending long days trenching, grading, clearing and loading. With increased demands, Tom Connor, Bobcat excavator product specialist, says the best way for owners and operators to protect assets and keep them working at optimum levels is diligence in following your manufacturer’s routine maintenance schedule. Here are 10 compact excavator maintenance tips to maximize your uptime and safety:

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1

Review manuals

One of your first tasks should be to review a machine’s operation and maintenance manual to become familiar with the machine’s safety features, instrumentation, controls, service schedules and maintenance points. Typically delivered and stored in an excavator’s cab, the operation and maintenance manual contains the official manufacturer recommendations. If you misplace your supplied

copies, your authorized dealer can assist with ordering replacements. q Always review manuals for proper maintenance procedures.

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IN THE SHOP

2

Check fluids and lubricants

An effective maintenance regimen starts with a daily check of fluids, including coolant, hydraulic fluid and engine oil. If any of these levels are low, be sure to refill with the manufacturer’s recommended type of fluid, paying particular attention to classifications, as well as viscosities for the operating environment. It’s also important to keep these areas dirt free and use clean rags while checking levels to avoid contaminants.

A machine system that’s experienced some of the most significant change is engines. Today’s compact excavators are equipped with various levels of emissions-compliant engines that may have unique lubrication requirements. Manufacturers are matching oils to their advanced engines to ensure the proper operation of exhaust after-treatment systems.

In addition to engines, it’s also important to regularly lubricate the machine at recommended intervals, taking into consideration the application and temperatures the machine will be working in. Manufacturers typically recommend the use of a quality lithium-based multipurpose grease to lubricate all key pivot points, including cylinders, booms, blades, buckets, arms and slew bearing components.

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Keep filters clean

There are multiple filters on a compact excavator for the fuel, engine, air and hydraulic systems, and each may have different service intervals. When dirty or completely clogged, a filter can directly impact performance and compromise sensitive components. The majority of industry excavators have air filter restriction indicators designed for the purpose of alerting operators to maintenance needs. To avoid system contamination, it’s critical not to remove the filter until the required time.

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The majority of industry excavators have air filter restriction indicators designed for the purpose of alerting opertors to maintenance needs.

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IN THE SHOP

4

Use the right fuel

Most manufacturers specify the use of clean, high-quality No. 2 or No. 1 grade diesel fuel. Operators with machines that routinely operate in colder climates may prefer the option of specially

formulated blends designed to prevent gelling. At a minimum, ultra-low sulfur diesel fuel must be used in these machines to reduce exhaust emission levels. Depending on jobsite conditions, owners and operators need to also be aware of water separation that can occur in a fuel filter as a result of a lower quality fuel supply.

5

Check the undercarriage

Perhaps the most obvious wear item on the excavator undercarriage is the track. The majority of compact excavators use rubber tracks and the life expectancy of the track is largely dependent upon the environment they are subjected to and the user’s operating habits. Tracks should be examined on a daily basis to look for cuts, tears or areas that expose the steel imbeds.

Any perforations could allow moisture or contamination to enter the track.

The most important undercarriage interval item to monitor is track tensioning. A loose track is likely to de-track and will be detrimental to its useful life. Your operation and maintenance manual will indicate ideal track tension ranges and the correct way to position the excavator for making adjustments.

While other undercarriage components may not need a daily inspection, regular monitoring of the components like idlers, rollers and sprockets can help identify potential problems. Accelerated wear on the sprocket is not common; however, it should still be checked periodically by examining the teeth. A good sprocket tooth has a rounded end, while a worn tooth is more pointed. This is especially important to check when installing a new set of tracks.

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Take care of the cooling system

An effective cooling system relies on adequate airflow and appropriate

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IN THE SHOP

coolant level. If either is lacking, it can lose performance, cause an overheat condition — or worse yet — accelerate engine damage. Proper cooling system maintenance includes checking the airflow through the system and checking coolant hoses for leaks. The radiator, oil cooler and condenser can be cleaned by applying low pressure air or water, but use care not to damage the radiator’s fins.

7

8

Visual checks of attachment components such as cutting edges, shanks, teeth and hoses on hydraulically powered attachments can help determine if wear is developing or damage has occurred in tough, rigorous applications. Replace any worn or damaged pins or teeth to maintain productivity.

9

Inspect the electrical system

The electrical system of most compact excavators uses a 12-volt battery and fuses for the purpose of protecting this system in the event of an electrical overload. Always replace failed fuses with like kind and amperage rating. Battery cables should be tight and clean. Inspect for corrosion on the cable ends and the battery terminals. Prevention can typically be remedied with an appropriate dielectric grease.

Check attachments and mounting mechanism

Inspect istrumentation

Some compact excavators are equipped with on-board instrumentation systems with controllers that perform multiple maintenance-oriented functions. If the need arises, these systems can log and display machine vitals like fluid temperatures and coolant levels. These controllers can also warn operators when system parameters are out of synch, and they’re engineered to shut down the machine to prevent catastrophic damage if an operator does not heed warning messages.

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10

t Make a commitment to following manufacturer’s recommendations for proper maintenance to keep your compact excavators earning a solid return on investment.

Keep safety in mind

Despite their compact size, excavators are rugged and versatile in a wide variety of conditions, and often work in challenging off-highway and rough-terrain applications.

Before starting the excavator for the first time, operators should understand what each and every lever and control does and how to operate the machine safely. In fact, many manufacturers also supply an operator handbook that is commonly fastened to an area in the cab for quick reference, and is often accompanied by additional operator and service training materials from an authorized dealer.

The machine-specific AEM Safety Manual is another source of valuable information.

Always follow manufacturer instructions for maintaining ROPS/TOPS cab structures and make sure their mounting hardware is secure. Other safety items like seat belts should be properly tensioned and in good working condition.

Control console lockout systems should be functioning. Safety decals should be intact and legible, and all work lighting should be operational and visible.

Your compact excavator can be one of your most important investments.

With their increased versatility and proper maintenance, they can generate revenue more hours of the day and more days of the year. By making a strong commitment to a manufacturer’s routine maintenance plan, you can add more useful life to your machine. ■

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EQUIPMENT TRANSPORT

By Cur t Bennink, contributing editor

Selection Tips for Lowboy and Heavy-Haul Trailers The longevity of this investment requires careful consideration

Q

uality lowboy and heavy-haul trailers have life spans that may reach two decades.

Thus, the consequences of making a poor selection choice could be long-term frustration, or prematurely put you back in the market for another trailer.

The most important advice is to make sure the trailer is well-suited for your particular application, both now and into the near-term future. “Trailer

failures in general result from using the wrong trailer for the job at hand,” says Jim Ladner, transportation sales manager, Landoll Corp. “Moving heavy equipment requires proper evaluation of the equipment being transported and then utilization of the proper trailer for safe transport.”

Understand all critical equipment dimensions Take inventory of all equipment you plan to move with the trailer. “The most

q Traveling axle trailers, such as this 40-ton Landoll 440A, feature some the lowest load angles in the industry with capacities ranging from 5 to 55 tons.

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crucial factor is making sure the trailer will haul the desired equipment,” says Rodney Crim, vice president of sales, XL Specialized Trailers. “This can be achieved by making sure the trailer has a high enough capacity rating to handle the largest piece of equipment it will be hauling. Customers also need to understand the regulations in their state, checking with their respective DOT office.”

Make a list of all critical measurements of the equipment to be transported. “When selecting a heavyhaul trailer the most important criteria to consider include the height, width

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q The GVWR includes the weight of the equipment to be towed, any attachments and the weight of the trailer itself.

Make sure the trailer has the correct rating after subtracting the weight of the trailer and all miscellaneous attachments that will be transported with the equipment.

and weight of the equipment they are hauling and the state DOT regulations for the states they will be hauling in,” says Ladner. “You must do your homework. You need to know the size and weight of each piece of equipment you will be hauling and where you are traveling.”

By carefully considering your options you might be able to maximize utilization of a trailer. “Sometimes one trailer can work for most equipment used by a contractor,” notes Crim. “Sometimes if things are more specialized or there are a wide range of sizes, it makes sense to have more than one trailer. To help with your decision making, gather the weight and dimensions for each piece of equipment. Many trailers offer special features for hauling certain types of equipment, yet those trailers often work well for other types of yellow iron, as well. For example, our Power Tail has a hydraulic folding ramp with a low incline for hauling hard to load aerial lifts and forklifts, but almost anything can be loaded on it as long as it aligns with the capacity rating.”

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EQUIPMENT TRANSPORT

u With a load angle of 10 degrees, the hydraulic tail is equipped to easily handle hard- toload equipment such as aerial lifts, rollers, forklifts and paving equipment.

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Be sure to seek expert advice to ensure your trailer will perform as intended. “Landoll uses software that calculates the weight distribution of the truck, trailer and loaded equipment,” says Ladner. “We can confirm if a customer’s equipment can be legally hauled before we even build the trailer.

When necessary, we can custom build the trailer to haul the equipment he wants to move.”

“Many details can impact which style of lowboy a customer chooses,” states Crim. “The shape of the equipment they have should be taken into consideration. Excavators’ buckets and arms, for instance, fit nicely on the XL Low-Profile HDG trailers, which have recessed crossmembers and an open boom trough in the rear. The HDG comes in various deck heights and capacities to accommodate various sizes and geographical areas. Yet, lots of other yellow iron pieces can be loaded on the deck, making it a versatile option.”

Customization can be the best solution to meet unique demands.

“Sometimes a customer has a unique situation where one of our standard units just isn’t ideal,” says Crim.

“They might need a slightly different deck height or varied axle spacing, for example. To accommodate this, we have added many options to our standard units. We also rely on our highly specialized engineering department to come up with designs as needed.”

What you can’t see matters

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to shorter life cycles,” Ladner explains.

“You could end up with damage due to the vibration and wear from rough road conditions. Landoll uses a combination of 80,000- and 100,000-psi flange to get

a mix of maximum durability and some flexibility. You must have both durability and flexibility to build trailers with tare weights that are acceptable and the frame is able to haul the rated weights.”

with a visual inspection. All trailers are made from steel, but it is what you can’t see that is important.

“Steel rating is very important,” notes Crim. Higher steel ratings resist fatigue and hold up longer. “We use 100K web and 80K flange, which is generally considered the highest ratings for lowboys.”

The steel used to make a trailer helps determine its performance characteristics. For instance, 100,000-psi yield steel is more flexible than 80,000-psi yield steel and therefore will be more subject to fatigue and cracking. “That means if you use 100,000-psi for the entire trailer, it could flex too much and be subject

q This is the underside of a 10-yearold Landoll trailer that had been galvanized. Given the long life of most equipment trailers, a quality finish can help prevent corrosion.

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Factor in weather resistance Heavy equipment trailers are long-term investments that can last 20+ years, which means weather resistance is a primary factor in many applications. Rust is a major factor in the Northeastern U.S. and Canada, reports Landoll. There are various coatings and treatments that can help resist corrosion in these environments.

Landoll’s paint process includes taking the welded frame, putting it through a finish pre-bake and steel shot blasting it to a bright metal. A zinc-rich primer is next applied and cured in an oven. Finally, the powder coat is applied and cured to the primer. “[This process] provides excellent protection,” says Ladner. “However, for ultimate rust protection, you cannot beat galvanization. Landoll offers to galvanize the entire frame of any of its trailers. Our

Powder coating is one of the processes that, when properly performed, can add longevity to your equipment trailer. Image: Landoll Corp.

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EQUIPMENT TRANSPORT

first galvanized unit was in 2004 and the crossmembers under the trailer looked as good as new in 2014 when we last saw it.”

Decking material should also be carefully considered. Both XL Specialized Trailers and Landoll use Apitong decking as the standard material. “It is much stronger than oak, and we have found that it holds up to the rigors our customers need it to,” says Crim.

Ease of loading is a major consideration with any heavy-haul trailer. “For the traveling axle trailers, a major factor is the load angle,” says Ladner. “Generally, the less the angle, the safer it is to load the equipment. Regarding a detachable trailer, it’s obviously safer to detach the trailer and load from the front than it is to load equipment over the back of the trailer using ramps.”

Ease of use is a priority

Landoll uses a paint process that puts the welded frame through a finish pre-bake, then steel shot blasts it to a bright metal before priming, curing and powder coating.

The objective with any trailer is to quickly and safely transport equipment to the jobsite with minimum fuss. “Lowboys with detachable necks allow for loading on the front ramps,” says Crim. “Getting the neck detached and reattached quickly and safely is important. Most contractors choose a hydraulic neck instead of a mechanical neck because the process is faster. Our necks are attached with an air-lock pin in the base, as well as pins in the front for added safety.”

Often, it’s the small differences that can set one trailer apart from another. For instance, Landoll developed a customized steel traction plate. “We could not find a traction plate on the open market that was designed for the concentrated loads we see with rental and construction equipment,” says Ladner. “Landoll’s traction plate makes it safer to load equipment during different weather conditions like rain and snow.” ■

UNDERSTAND TRAILER RATINGS In order to trailer equipment safely with your pickup or chassis cab, you need to understand the gross vehicle weight rating (GVWR) and proper weight distribution. Exceeding the GVWR still remains a common problem. The confusion arises due to a misinterpretation of how the GVWR is calculated.

Manufacturers use several different methods to determine a trailer’s GVWR. Some use the lowest component rating.

This is often the axle or tire capacity.

So if you have two axles rated at 6,000 lbs., the GVWR for the trailer would be 12,000 lbs. Some manufacturers add the weight of the trailer itself to the trailer capacity.

While this can be confusing, a basic understanding of GVWR, gross axle weight rating (GAWR) and tongue weight can help you stay safe and legal. First, the

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GVWR includes the weight of the equipment to be towed, any attachments and the weight of the trailer itself. Hint: a 12,000-lb. GVWR does not mean you can legally haul a piece of equipment that weighs 12,000 lbs.

It is also more complicated than merely GVWR. You need to stay under the permissible GAWR and tongue transfer weight, as well. The formulas are defined as:

GAWR =

Sum of all tire capacities or sum of all axle capacities

GVWR =

Trailer capacity + trailer weight

Neither of these limits are to be exceeded.

The tongue weight is the amount of downward pressure exerted by the trailer tongue onto the hitch ball. This weight is actually transferred to the tow vehicle. The amount of weight that can be transferred to the tow vehicle is often limited by hitch capacity. So if your hitch is rated at 1,200 lbs., you can transfer 1,200 lbs. to the tow vehicle.

Some states recognize tongue transfer weight and allow you to subtract this weight off the trailer’s GVWR. If your state is one that recognizes tongue transfer weight, that can factor into your equation. Either way, you need to ensure the trailer has a sufficient gross combination weight rating (GCWR) or GAWR to legally haul your equipment.

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INDUSTRY UPDATE

INDUSTRY CLOSEUP

Latest Economic Forecast Shows Accelerated Rental Revenue Growth

Trump. Our current view is that increasing infrastructure spending is more likely to affect the out years of our forecast,” McClelland said.

A new five-year forecast for equipment rental industry revenues released by the American Rental Association (ARA) shows a moderate strengthening compared to the November forecast. ARA now projects U.S. equipment rental revenue will reach $48.9 billion in 2017, but then grow at an average annual rate of 4.3 percent over the forecast to top $56 billion in 2020.

“Growth is primarily driven by strength in both residential and nonresidential construction, as well as consumer spending,” said John McClelland, ARA vice president for government affairs and chief economist.

“The big question is how much additional spending is forthcoming under the new administration of President

Construction and industrial equipment rental revenue is forecast to grow by 3.7 percent in 2017, 4.2 percent in 2018, 5 percent in 2019 and 4.2 percent in 2020. McClelland said revenues for the general tool segment are expected to grow even faster during the out years of the forecast due to the continued improvement in the U.S. housing market, with increases of 2.9 percent in 2017, 5.1 percent in 2018, 5.3 percent in 2019 and 6.6 percent in 2020.

“The early initiatives from the Trump administration signal increased investment in infrastructure, a more accommodative energy policy, and a more business-friendly tax and regulatory climate. The results of these policies will not affect 2017, but will improve our outlook relative to baseline in 2018 and beyond,” said Scott Hazelton, managing director, IHS Markit.

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provides greater comfort and functionality, and a new 5.7-inch color multi-informational display keeps the operator informed of machine performance and has a mode to view the rear mounted camera. Precision pilot controls are responsive, low effort, and help reduce operator fatigue.

The TL10V2 also includes Takeuchi’s new telematics system, Takeuchi Fleet Management (TFM). Several items monitored by this system include machine health, location, and maintenance intervals which allows the owner/operator to schedule downtime for routine maintenance. Additionally, maintenance has been simplified with enhanced access to daily inspection points, central filter locations, a new side mounted battery compartment, and a swing out high capacity cooling module.

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RNTUS.COM UNVEILS LATEST EFFORT

TO BRING EQUIPMENT OWNERS AND USERS TOGETHER Seeking the next big idea in the “shared economy” pioneered by Uber and Airbnb – while also incorporating compatibility matching capabilities of dating and social media sites – an AI (artificial intelligence) newbie has put forth an online business model based on renting items many of us own – party supplies, power tools, wheelchairs, lawn equipment, video gear – to those who’d rather rent than buy.

It’s been observed that a power drill, to take a common example, is only used by its owner for 12 minutes per year. So it makes eminent sense to rent a drill for a few dollars rather than buying one, right? Actually, maybe not. While a rental marketplace seems like an obvious business model, getting it to work in the real world has been another matter. For one thing, if renting a drill involves traveling any significant distance, then many people would just as soon buy one and be done with it.

Rntus.com is developing a data-driven infrastructure that combines AWS’s auto-scaling compute and storage infrastructure with a home-grown, inference-based AI capability that makes using the site seem like signing up for Match.com or eHarmony.

The idea, according to founder and CEO Elias Chavando, is to avoid the fraction-of-a-penny-per-query that Rntus.com would otherwise pay AWS for AI functionality, charges that would add up quickly when the start-up processes the hundreds of thousands of queries per hour it expects – and hopes – come its way.

The self-funded Los Angeles-based company recently came out of its pilot phase with the live launch of its website and mobile marketplace app that joins owners of items and renters (Rntus.com keeps 20 percent of the transaction).

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INDUSTRY UPDATE STUDY REVEALS

AN ‘AIRBNB FOR CONSTRUCTION MACHINERY,’ DOZR EXPANDS TO U.S.

TOP VENDORS

DOZR, AN ONLINE HEAVY equipment marketplace, has begun operating in Florida, providing area construction and agriculture equipment owners a way to make money from their idle machinery.

Similar to how Airbnb enables people to rent out their homes, Ontario, Canadabased Dozr makes it possible for equipment owners to list their machinery. In the construction industry, the cost of owning and operating equipment is a big factor in profitability. As the owner of a commercial landscaping company, Dozr cofounder Kevin Forestell hated watching his equipment sit idle between jobs, and he knew other contractors were in the same situation.

With Dozr, owners can post their equipment for rent, and Dozr helps match them with people in need of machinery, with insurance coverage built into the platform.

Rates on the contractor-to-contractor platform tend to be about 40 percent less than retail rental rates and the variety of equipment is greater.

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Technavio has announced the top five leading vendors in their recent global power rental accessories market report.

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COMPETITIVE VENDOR LANDSCAPE According to the market research analysis, the global power rental accessories market is highly fragmented with the presence of many prominent vendors offering accessories solutions for use in several sectors. Vendors in the market offer a broad variety of products and turnkey solutions from planning to installation at short turnover periods along with consistent support and maintenance.

The need for continuous power supply along with a broad range of products and services helps in increasing the reach of established players in the market such as Aggreko, Atlas Copco, Caterpillar, Energyst and Sunbelt Rentals. These players provide an extensive portfolio of products, which can be scaled based on the needs of the customers, making it challenging for medium and small vendors.

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TEREX FINALIZES MHPS DIVESTITURE TO KONECRANES, SIMPLIFIES STRUCTURE

In sync with its efforts to simplify the company structure, systems and footprint in a bid to improve efficiency and enhance global competitiveness, Terex Corporation has completed the previously announced sale of its Material Handling & Port Solutions (MHPS) segment. The segment has been scooped up by Finnish company, Konecranes Plc for $595 million and €200 million in cash and 19.6 million newly issued class B shares representing a 25% interest in Konecranes.

The sale of the MHPS business represents a significant strategic shift in Terex’ business away from universal, process, mobile harbor and ship-to-shore cranes.

The company is simplifying its organizational structure and continues to make progress on refocusing portfolio. In Oct 2016, Terex completed the sale of its German compact construction business to Yanmar for $60 million in cash.

Included in the sale was the manufacturing facility located in Crailsheim, Germany, and parts distribution center located in Rothenberg Germany.

Kwipped Inc. Receives Investment Funding KWIPPED Inc., an online B2B equipment rental marketplace, received funding from VentureSouth, an early stage investment firm, in December. The investment makes VentureSouth the lead investor in KWIPPED’s $1-million Series A round, increasing KWIPPED’s total capital raised to $700,000.

KWIPPED’s online platform facilitates equipment rentals between businesses and organizations that need to rent specialized commercial equipment and suppliers that have equipment inventory available to rent. KWIPPED offers rentals in more than 500 equipment categories across 22 different industries and has over $55 million in assets available for rent for applications including: medical and laboratory, audio-visual, construction, surveying, film production, power utility and many more, according to the release.

“We plan to leverage the funds to substantially expand our marketing efforts, and to add sales and technology employees. The investment also enabled us to lease some much needed office space to accommodate our growing staff,” said co-owner Robert Preville.

2864

Following the sale of the construction and the Material Handling & Port Solutions (MHPS) businesses, Terex will be a more focused company, centered on three segments: Aerial Work Platforms (AWP), Cranes, and Materials Processing (MP). The transactions will help the company to focus on businesses that can consistently deliver returns in excess of cost of capital.

Search: 10072858 www.ForConstructionPros.com/RENTAL

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INDUSTRY UPDATE

BigRentz Appoints Scott Cannon as President and COO “There are so many good things still to come, and I now have a great opportunity to work every day to help…”

BigRentz has announced the appointment of Scott Cannon as president and chief operating officer. Cannon comes to BigRentz with more than 15 years of experience developing high-growth, mid-sized companies, most recently serving as CEO of MNX Global Logistics, a premier provider of specialized, expedited transportation and logistics services. As president and COO of BigRentz, Cannon will be responsible for driving the day-to-day operations of the business.

While CEO at MNX, the company nearly tripled its revenue, leading to a successful private equity exit. Prior to his position as CEO of MNX, he served in financial roles, including finance controller and CFO. Cannon also worked in a number of executive-level roles at Varius Technologies, a wireless telecommunications start-up; and at LCC International, now part of Nokia. He has served on BigRentz’ advisory board since September 2016 and is an advisor to several venture and private equity-backed companies.

“At the end of 2016, we had the opportunity to work closely with Scott as an advisor, and he brought such tremendous perspective and value that the natural next step was to make him an official part of our team,” said Dallas Imbimbo, CEO of BigRentz. “His knowledge and experience about business operations and finance will be invaluable as we continue to expand into new markets and rental categories.”

“It’s amazing what Dallas and his team have accomplished,” Cannon said, “There are so many good things still to come, and I now have a great opportunity to work every day to help BigRentz achieve its ambitious goals while supporting the needs of our growing base of rental equipment partners and customers.”

Why rent anything else?

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Search: 10073265 www.ForConstructionPros.com/RENTAL

2/3/17 9:11 AM

POINT OF RENTAL CREATES INDUSTRY-FIRST CUSTOMER REWARDS APP

Point of Rental Software unveiled the first Customer Rewards app in the rental industry in its version 2016 update, enabling rental businesses around the world to easily manage a customer loyalty program.

According to a study conducted by the American Rental Association, rental customers want loyalty programs, and developing a rewards program is one of the ARA’s top five sales and marketing recommendations for rental store owners. Up to 50 percent of professional renters (specifically, contractors and event planners) base their rental store decision on familiarity or customer service; customer rewards programs help rental stores build that familiarity.

With this app, when a customer rents an item, rewards will automatically accrue in their account based on the defined parameters. These rewards can then be used on future rentals. It’s also easy to set expiration dates, increasing a sense of immediacy about returning.

For a limited time, current Expert and Elite customers can contact Point of Rental’s sales team to enable their Customer Rewards feature for free.

Customer Rewards will be available to new customers as an add-on to the Expert and Elite packages.

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INDUSTRY UPDATE

ABLE EQUIPMENT RENTAL IMPORTS THE FIRST 170-FOOT REACHMASTER FALCON TO NORTH AMERICA The first Reachmaster falcon FS170T- the tallest compact lift in the world- has made its highly anticipated debut in North America. Purchased and delivered to Able Equipment Rental Inc. in Deer Park, NY, the FS170T defies physics… almost! It has an impressive 170’ of working height yet is a mere 4’ wide (standard double door access) and weighs less than 30,000 lbs., putting it in a class of its own. The recent delivery also gives Able Equipment Rental the largest & most diverse fleet of Reachmaster lifts available for rent in North America.

In 2013, Steve Laganas, owner of Able Equipment, decided he wanted something in his fleet that gave him an edge. He also saw the growing demand for access applications that required significant working height yet had extreme size and weight restrictions. In order to accommodate the growing demand for these types of lifts, Able Equipment decided to purchase their first atrium/compact lifts.

In August 2013 Able Equipment took delivery of their first ReachMaster Falcon: the Falcon FS105. Since then, an additional seven Falcons have joined their fleet including the FS95, FS138 and now the new FS170T. In addition, Able has also added several Bluelifts to their fleet including B59s and B72s.

“ReachMaster lifts are one of my best niche items, they have tremendous ROI and I’m renting them not just regionally, but nationally,” said Laganas.

ReachMaster President Ebbe Christensen stated, “Both Steve Laganas and Able Equipment exude innovation and are constantly looking outside of the box to serve their customers at the highest levels and compete in the market not just today, but for many years to come. We are very grateful for their partnership and support of ReachMaster over the years.”

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©2017 Rotary Corporation. Rotary is a registered trademark of Rotary Corporation.

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2/3/17 9:11 AM

NEW LAUNCH

IRONPLANET LAUNCHES NEW ALLEQUIP FIXED AND NEGOTIATED PRICE FORMAT IronPlanet has unveiled the new allEquip fixed and negotiated pricing format with Make Offer functionality.

“With the new allEquip, sellers who may have waited to market their equipment through online and onsite auctions now have a clear option to set their own prices, as well as the flexibility to see what offers might come,” said Matt Ackley, IronPlanet chief marketing officer. “IronPlanet enables parallel listing so that sellers can market on their own website and on IronPlanet, reaching a

seller’s local audience as well as our 1.5 million registered users. For buyers, the new allEquip is a great set and negotiated pricing format option to auction bidding, which also enables us to bring more quality equipment to market, faster.” allEquip enables sellers to: • Take advantage of Make Offer functionality to provide maximum flexibility for the disposal of equipment • Fully configure price, offer thresholds and duration

• Market to IronPlanet’s 1.5 million registered users worldwide It enables buyers to: • Access a larger and constantly changing selection of quality equipment • Shop a fixed and negotiated pricing format that takes variability and pricing risk out of the purchase process • Bid confidently with the IronClad Assurance equipment condition certification and full inspection reports, unique to IronPlanet allEquip with Make Offer functionality is available in the IronPlanet, GovPlanet and TruckPlanet marketplaces, along with its traditional online and onsite auctions.

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ADVERTISER’S INDEX ADVERTISER

PAGE

All Access Equipment.................................... 82 Allen Engineering Corporation....................... 98 Allied Construction Products...............29, 31, 33 American Honda Motor Co............................ 37 Applied Machinery Sales................................ 73 Barreto Manufacturing Inc............................... 7 Baseplan....................................................... 53 BKT USA, Inc................................................. 84 Bobcat.......................................................... 21 Briggs & Stratton Corp................................... 51 Brunner & Lay, Inc......................................... 97 Buffalo Turbine LLC..................................... 105 Camso, Inc.................................................... 65 CK Power.................................................... 101 Club Car....................................................... 71 CNH - Case Corp........................................... 27 Curry Supply Company.................................. 87 Cushman Commercial................................... 75 Custom Equipment Inc.................................. 67 DEUTZ Americas............................................ 47 Ditch Witch, The Charles Machine Works Inc..... 5 Ebac Systems.............................................. 104 EDCO Equipment Development Co................. 60

ADVERTISER

PAGE

Electric Eel.................................................... 99 Essex Silverline............................................ 104 E-Z Trench..................................................... 40 Garrett Metal Detectors................................. 59 Generac Power Systems................................. 25 General Pipe Cleaners..................................... 9 Ground Hog.................................................. 61 Hercules Sealing Products............................ 100 Horton Inc..................................................... 69 inspHire Software.......................................... 57 IPAF Int’l - Powered Access Federation........... 90 Jenny Products, Inc........................................ 91 JLG Industries Inc.......................................... 63 John Deere Construction Equip........................ 2 Kaeser Compressors...................................... 11 Karcher North America.................................. 81 Kobelco Construction Machinery.................... 39 Kohler Co................................................ 17, 77 Kubota Tractor Corporation............................ 13 Little Wonder................................................ 85 Masterpac..................................................... 86 MMD Equipment........................................... 79 Multiquip Incorporated.................................. 83

ADVERTISER

PAGE

Nu Star Inc.................................................. 102 Okada America............................................. 41 Orion Software.............................................. 58 Oztec Industries Inc....................................... 15 Perkins Engines Company Limited................ 108 Precision Components................................... 35 Rotary Corp................................................. 102 Scania........................................................... 95 Skyjack Inc............................................... 54-55 Snorkel......................................................... 93 Sotcher Measurement Inc.............................. 60 Sullair........................................................... 34 Takeuchi Manufacturing Co..................... 19, 96 Terex USA..................................................... 49 Teupen USA Inc............................................. 89 Towmaster, Inc.............................................. 92 Trask-Decrow Machinery.............................. 104 Trojan Battery.............................................. 107 TVH Parts Co................................................. 56 Volvo Construction Equipment....................... 43 Wacker Neuson Corp..................................... 45 Weber Machine (USA) Inc............................ 100 This index is provided as a service. The publisher does not assume liability for errors or omissions.

Search: 10185550 www.ForConstructionPros.com/RENTAL

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EYE ON RENTAL // B y

Dick Detmer

Acts of Caring Set

‘Rental Business Heroes’ Apart Never forget that the nature of equipment rental is helping people

M

ore than 15 years ago a rental business owner that I had assisted years before helped one of my college-age sons. My son was driving back to his university on a hot summer day when his car broke down along an Interstate Highway a short distance from the rental company owned by this gentleman. I made the connection when my son mentioned that he saw the name of the next city on a highway sign shortly before the car stopped working. I immediately called this rental business owner to find out if he could recommend a reliable car repair shop in his town that I could have the vehicle towed to so it could be repaired. I was on a business assignment over a thousand miles away so I wasn’t able to arrive quickly enough to help out my stranded son.

Not only did this very kind rental business owner refer a qualified repair facility but he also insisted on driving out to pick up my son on the Interstate Highway so he wouldn’t have to be out in the blistering hot weather waiting for the tow truck to arrive. The end of the story is that my son was rescued and the car was towed to a reputable repair facility. He and his belongings were later transported safely to his university. This rental business owner was such a nice, caring person. I believe that his rental customers also receive this level of thoughtfulness. I bet they

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are confident that if they run into a snag, he will go above and beyond for them too.

Heroes walk among us

supplies on the site in the hours, days, weeks, months and years following the massive disaster.

I know for certain that this selfless equipment rental business owner breathed in toxic dust in the days following the burning and collapse of the twin towers. When I saw him last he still had breathing problems as a result.

But, like all true heroes, he remained humble.

The hero in you

It c er t ai n ly would be easy to become cynical as there will always be customers who will complain or show contempt even after receiving exceptional care from you and your team.

Yes, it certainly is frustrating to put everything you have into doing the right thing only to have your customer act the way they sometimes do.

But it’s extraordinary actions like those of this and other rental business owners I know that make a lasting impression on customers and bring out the best in all of us.

Another extraordinary act of caring One of my rental business owner customers was among the first responders to the horrific 9-11 terrorist attack on the World Trade Center in New York City. He and his company provided equipment, service and

For many business owners, negative customer interactions might come more easily to mind than positive ones. Just think of the countless customers you have saved from financial hardship, embarrassment, as well as possible physical pain or other discomfort. Many of you have been rewarded with prosperity if not always recognized publicly for your extraordinary efforts.

The nature of the equipment rental business is helping people. Your customers come to you needing something - equipment, advice, encouragement, or maybe just basic how-to information. The manner in which you elevate your help to hero status when the need arises sends a powerful message. Even though your help was “just the right thing to do,” given the circumstances, and you didn’t do it for praise or thanks - you never know when your actions will make a deep and lasting impression on someone. ■

Dick Detmer is a nationally recognized consultant, lecturer and writer with over 35 years of experience in the equipment rental industry. For consulting, on-site employee training or to order one of his books, visit www. detmerconsulting.com. Dick can be contacted directly via his website, by emailing dick@detmerconsulting.com or by calling (309) 781-3451.

www.ForConstructionPros.com/RENTAL

2/3/17 8:50 AM

No Boundaries

Visit us at The Rental Show Booth # 6318

We’ll Keep Breaking The Boundaries.

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Maximize the productivity of your rental fleet with Perkins

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