Rental January/February 2018

January/February 2018

PRODUCT NEWS INSIGHT ■

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Compact, powerful, quiet Perkins® Syncro delivers performance, durability and simplicity for the rental market

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SPECIAL REPORT

OPTIMIZE YOUR SALES FORCE with your management software system

January/February 2018

PRODUCT NEWS INSIGHT ■

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Game-Changing Smart Engine Diagnostics Tools NEW IN 2018

SEE THE LATEST TOP PRODUCTS FROM LEADING MANUFACTURERS

PICK & PLACE PERFECTION

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VOLUME 40 ISSUE 1

JANUARY/ FEBRUARY 2018

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82 MANAGEMENT FOCUS Top 10 Reasons You Should Join IPAF Discover the benefits that being part of the International Powered Access Federation can offer you and your business.

CONSTRUCTION EQUIPMENT CLOSEUP Manitou’s Latest MRT Rotating Telehandlers Extend Reach & Lift Capabilities

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Slew action makes easy work of pick and place applications on tight jobsites.

MAINTENANCE MATTERS Keeping Up With Evolving Engine Maintenance Technology is extending oil service intervals so you can achieve more uptime from your equipment.

IN EVERY ISSUE 6 E verybody’s Business

40 SPECIAL REPORT: SOFTWARE How to Optimize Your Rental Company’s Sales Force Inspire your sales people to embrace the ways technology can help them to better help their customers.

Fostering a sense of community is a fundamental need and a worthy goal during tradeshow season.

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18 Market Watch

ENGINES

EARTHMOVING EQUIPMENT

DIY/LIGHT EQUIPMENT

24 New in 2018

Maximize Life & Performance of Compact Equipment

Choose the Right Flooring Stripper

Smart Diagnostics Tools Change the Game of Equipment Service Engine mfrs develop technology to minimize downtime, simplify repair.

Optimize attachment versatility without putting critical components at risk.

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Today’s market offers a growing array of choices for your store’s flooring removal needs.

96 Industry Update 106 Eye on Rental How to become more proactive in the way you do business.

JANUARY/FEBRUARY 2018

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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/subscribe/email.

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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!

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

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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.

BUYERS GUIDE

Fast, Relevant Product Information ForConstructionPros.com/ RENTAL/inventory features the

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

NEWS FEED How Used Oil Filter Analysis Can Unlock Equipment Reliability Used oil filter analysis may provide your best evidence of machine degradation, tracing a history of machine particles created and contaminants ingested over a period of time.

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Best Construction Stories of 2017 The most popular content of 2017 spans a range of topics from new rules to regulatory reform, corporate mergers to new product introductions, buying work pickup trucks to using a lute.

www.ForConstructionPros.com/2096548

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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

Feed Your Need for Community Make it a goal to create new and more meaningful connections with others in the industry this tradeshow season

W

hat is a community? According to the Stanford Social Innovation Review, “Community is not a place, a building, or an organization; nor is it an exchange of information over the internet. Community is both a feeling and a set of relationships among people...

Members of a community have a sense of trust, belonging, safety, and caring for each other. They have an individual and collective sense that they can, as part of that community, influence their environments and each other.

“That feeling of community comes from shared experiences and a sense of - not necessarily the actual experience of - shared history. This feeling is fundamental to human existence.”

The definition of community is top of mind at this writing because we’re getting ready for tradeshow season.

Many of us are making travel arrangements for The Rental Show in New Orleans, and some - my colleagues and myself included - are preparing to take off for Las Vegas to attend the California Rental Association and World of Concrete. Some dread show season, as it is exhausting, but I find myself enjoying it more and more each year, and the reason is community.

In the 20-plus years I’ve been covering the rental and construction industries, I’ve come to view it as an extended family, and I’m certain I’m not alone. We’re fortunate that our community is one made up

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™

PRODUCT NEWS INSIGHT ■

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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 Franks

Advertising Sales (800) 538-5544

COMMUNITY IS BOTH A FEELING AND A SET OF RELATIONSHIPS AMONG PEOPLE... in large part by family business owners and entrepreneurs, which lends a decidedly down-to-earth vibe to our gatherings. People in the rental and construction industries keep it real, and, based on many of my personal experiences with various members, appreciate a good time.

Anyone involved in our combined industry knows this, but it seems worth pondering a bit as we enter another show season. As you venture out to Vegas, or New Orleans or maybe just a local business meeting in your area, why not make the extra effort to connect with other members of your community? It’s not just about networking for mutual business support - although that’s vitally important - it’s also about reinforcing the fabric of the extended family we’re all a part of. As the definition says, that need is fundamental. ■

Kris Flitcroft, Vice Chair Sean Dunphy Nikki Lawson Erica Finger Amy Schwandt Denise Singsime Tom Lutzke

kflitcroft@ACBusinessMedia.com sdunphy@ACBusinessMedia.com nlawson@ACBusinessMedia.com efinger@ACBusinessMedia.com aschwandt@ACBusinessMedia.com dsingsime@ACBusinessMedia.com tlutzke@ACBusinessMedia.com

ForConstructionPros.com Digital Operations Manager Nick Raether nraether@ACBusinessMedia.com 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: (847) 291-4816 • circ.rpnmag@omeda.com List Rental — Jeff Moriarty, SVP, Business & Media Solutions Infogroup, Phone: (518) 339-4511 Email: jeff.moriarty@infogroup.com Reprints — Erica Finger, efinger@ACBusinessMedia.com

AC Business Media Inc. Chairman President and CEO CFO Editorial Director

Anil Narang Carl Wistreich JoAnn Breuchel Greg Udelhofen

Published and copyrighted 2018 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. 40, Issue 1, January/February 2018

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MANAGER’S DIGEST MOODY’S:

US HOMEBUILDING OUTLOOK POSITIVE DESPITE BLOW FROM NEW TAX LAW The outlook for the US homebuilding industry remains positive over the next 12 to 18 months, despite recent tax law changes that could negatively impact upscale home buyers and home owners, Moody’s Investors Service says in a new report.

“While the new tax laws may affect the upperend home buyers and owners, there is enough demand strength for less-expensive homes, particularly in first-time homes, to keep the homebuilding industry growing in 2018,” says Joseph Snider, Moody’s VP-senior credit officer.

The key building blocks of overall home buyer demand — consumer confidence, wage growth, household real income growth, and employment strength — are all at or near longtime highs, adds Snider. Meanwhile, slowly rising mortgage rates and declining affordability are still favorable by historical standards.

Moody’s expects states with high state and local taxes (“SALT”) and high-priced homes, particularly California and New York, to be disproportionately affected by the tax law changes.

The adverse impact on demand in these states may take time to be absorbed, and will likely reduce demand at the upper end.

However, a reduction in demand could be partially offset by behavioral changes, notes Snider.

For example, the lowering of the mortgageinterest deduction may make current owners of homes with high mortgage balances less willing to sell because they would lose their grandfathered status, limiting the supply of upper-end homes and strengthening pricing for both new and existing higher-priced homes.

Homebuilders will also benefit from the lowering of the corporate income tax assessment to 21% from 35%, as the sizable savings may permit them to offer incentives at the upper end to offset some of the headwinds from the new tax bill, says Moody’s. The majority of builders will not feel the impact of the 30% limitation on the deductibility of corporate interest expense because they are not highly levered.

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WELLS FARGO ECONOMICS ANALYSIS

US CONSTRUCTION SPENDING BEATS FORECASTS IN NOVEMBER

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Construction spending was up 0.8% in November on broadbased strength. Both public and private spending increased for the third straight month. Public spending has gained traction in recent months, but remains down 2.8% year to date.

The Wells Fargo Economics Group’s analysis of the U.S. Census Bureau’s monthly estimates of value of construction put in place says revisions to the October numbers brought growth in total outlays to an 8.8% threemonth-average annualized growth rate in November.

Gains were largely driven by the residential sector, which rose 1.1%. A 1.0% rise in private residential spending was driven by outlays for single-family homes and repairs. Spending for private multifamily projects was down in November but remained positive year to date.

Nonresidential construction spending expanded 0.6% in November to a $719.2-billion seasonally adjusted annual rate. Spending on nonresidential construction year to date is, nevertheless, down 0.5%.

“The November report represented a stark reversal of preexisting trends,” said Associated Builders and Contractors Chief Economist Anirban Basu. “For much of the past several years, the pattern in nonresidential construction spending has been one in which a number of private categories expanded briskly, including lodging and office, while a host of public construction categories experienced sluggish spending.

That changed in November, with public construction spending rising and private construction spending shrinking on a year-over-year basis.

“There are several possible explanations, including growing concerns about overbuilding in a number of large metropolitan areas in the lodging, office and commercial categories,” said Basu. “Financiers may also be less willing to supply financing to a variety of private projects given such concerns.

“At the same time, the U.S. housing market is the strongest it has been in at least a decade, raising sales prices and expanding assessable residential tax bases. That in turn has supplied additional resources for infrastructure. Over the past year, this has been particularly apparent in the educational and public safety categories.”

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1/23/18 10:28 AM

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1/23/18 10:28 AM

MANAGER’S DIGEST

Housing Market Index Reaches Highest Level in 18 Years 50 58

77

81

76 79

69

74

Builder confidence in the market for newly built single-family homes increased five points to a level of 74 in December on the National Association of Home Builders/Wells Fargo Housing Market Index (HMI) after a downwardly revised November reading. This was the highest report since July 1999, over 18 years ago.

Moreover, the HMI measure of home buyer traffic rose eight points, showing that demand for Buyer Current Sales Builder housing is on the rise. With low employment rates, Traffic Sales Expectations Confidence favorable demographics and a tight supply of existConditions ing home inventory, we can expect continued upward movement of the single-family sector next year.

Derived from a monthly survey that NAHB has been conducting for 30 years, the NAHB/Wells Fargo Housing Market Index gauges builder perceptions of current single-family home sales and sales expectations for the next six months as “good,” “fair” or “poor.” The survey also asks builders to rate traffic of prospective buyers as “high to very high,” “average” or “low to very low.” Scores for each component are then used to calculate a seasonally adjusted index where any number over 50 indicates that more builders view conditions as good than poor.

All three HMI components registered gains in December. The component measuring buyer traffic jumped eight points to 58, reflecting stronger job and income growth, rising consumer confidence and exceptionally low inventories of existing homes on the market. The index gauging current sales conditions rose four points to 81, and the index charting sales expectations in the next six months increased three points to 79.

Looking at the three-month moving averages for regional HMI scores, the Midwest climbed six points to 69, the South rose three points to 72, the West increased two points to 79 and Northeast inched up a single point to 54.

THE FED RAISES RATES, EASING OFF STIMULUS DESPITE LOW INFLATION

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Despite persistently low inflation, the U.S. Federal Reserve raised its benchmark interest rate by a quarter point into a range of 1.25% to 1.5%. The Washington Post reports that this is the fifth increase since the bank cut the rate to nearly zero amid the 2008 financial crisis.

my, with steady growth, limited inflation and unemployment at its lowest level since 2000.

Low interest rates make it cheaper to borrow money for homes, cars or major business investments, but if left too long they carry the risk of creating high inflation or investment bubbles.

Lower rates are aimed at stimulating economic growth, and in raising the rate, the Fed pointed to a strong econo-

BusinessInsider.com points out that the Fed often adjusts rates in response to inflation — the increase in prices that

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happens when people borrow so much that they have more to spend than what’s available to buy.

However, what the Fed is doing right now is a bit unusual.

“This is the first tightening cycle where they’ve been concerned about inflation being too low,” said Alan Levenson, the chief economist at T. Rowe Price.

The Fed’s preferred measure of inflation last touched its 2% target in 2012, so the central bankers can’t exactly argue that they are raising rates to fight inflation, though they do expect prices to rise.

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1/23/18 10:28 AM

Commercial Construction Index Reveals

HIGH OPTIMISM AMONG CONTRACTORS CONFIDENCE IN THE COMMERCIAL CONSTRUCTION INand 92% note they are at least moderately concerned about DUSTRY IS STRONG, despite significant concerns around jobthe skill level of the workforce, with heightened demand site efficiency and labor productivity, according to the Q4 2017 particularly in the plaster and drywall trades. The research was USG Corporation + U.S. Chamber of Commerce Commercial developed with Dodge Data & Analytics (DD&A), the leading Construction Index (Index). The Index shows that optimism provider of insights and data for the construction industry, by remains high in the commercial surveying commercial and instituconstruction industry, with 57% of tional contractors.

Commercial contractors remain contractors expecting to hire in the “The commercial construction inoptimistic about the industry next six months and a large majority dustry is essential to the U.S. econreporting stable or increased revoutlook, although labor omy — when America is building enue expectations in the next year. or re-building, America is growing. productivity and costs are The Q4 composite score is 74, up It’s great news that the majority of hindering jobsite efficiency. There one point from Q3. these companies are ready to hire,” is an urgent need for innovations The report found nearly 90% of said Thomas J. Donohue, president contractors do not consider jobsites and CEO of the U.S. Chamber. “As in building materials and to be very efficient. Forty-four perworker shortages persist across workforce development programs. cent of contractors identified labor industries, sectors like commerproductivity as the key means to cial construction will have to find achieve jobsite efficiency, followed solutions through new innovations, by jobsite logistics and project management. Forty percent of technology, and training to continue growing and moving the contractors reported the use of prefabricated broader U.S. economy forward.” building components to be the top means The Index looks at the results of three leading indicators to of improving labor productivity. gauge confidence in the commercial construction industry “Commercial contractors remain — backlog levels, new business opportunities and revenue optimistic about the industry forecasts — generating a composite index on a scale of zero to outlook, although labor 100 that serves as an indicator of health for the contractor segproductivity and ment on a quarterly basis. The Q4 2017 composite score was costs are hindering 74, up one point from Q3, representing a consistent sentiment jobsite efficiency,” of health in the sector. said Jennifer The Q4 results from the three key drivers were: Scanlon, presi• BACKLOG: On average, contractors currently hold 9.4 dent and CEO of USG months of backlog, relatively close to the average ideal Corporation. “There is an urgent amount of 12.5 months, continuing the stability of the need for innovations in building market, although there is still room for growth. Down two materials and workforce developpoints from Q3, this represents 75% of their ideal backlog ment programs.” levels.

More than half of contractors • NEW BUSINESS: Nearly all (99%) contractors report expect to hire workers in the next high or moderate confidence in the demand for commercial six months, yet concerns about construction. Approximately one-third (34%) believe the the cost of skilled labor and the market will continue to provide strong opportunities for the adequacy of worker skills have next 24 months. remained steady throughout all four quarters of 2017. Forty-two percent of contractors predict finding skilled workers will worsen in the next six months,

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• REVENUES: Nearly half (47%) of contractors expect to see an increase in revenue in the next year. This percentage has increased over the last two quarters from 41% in Q3 and 40% in Q2.

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MANAGER’S DIGEST

2018 SHAPING UP TO BE A HUGE YEAR

DEPARTMENT OF TRANSPORTATION

for Construction Industry Signs are pointing to 2018 being a huge year for the construction industry after a positive end to 2017.

Increases in construction hiring, spending and contractor optimism are leading the way.

For 2017, construction added 210,000 jobs, a 35% increase over 2016. Construction spending was up 2.4% annually in November with all sectors except government construction spending showing increases.

Contractors also reported optimism for the upcoming year despite the labor shortage.

HOUSE ‘PROBLEM SOLVERS’ CALL FOR FIXING HIGHWAY TRUST FUND FOR LONG TERM

→

A bipartisan group of 48 House members calling themselves the Problem Solvers Caucus issued an infrastructure plan that among other things would “ensure sustainable and long-term funding for the Highway Trust Fund.”

Their report recommended accomplishing that by raising the federal gasoline tax, indexing all HTF fuel taxes to inflation and considering new dedicated funding such as from fees on electric vehicles and freight shipments.

However, Politico reported that “very few caucus members – and neither of its co-chairs – support a gas tax hike.” It included quotes in opposition to a fuel tax increase from Reps. Josh Gottheimer, D-N.J., and Tom Reed, R-N.Y. The caucus, whose members are split evenly between Republican and Democratic lawmakers, also called for a number of actions to boost project investments across a wide range of infrastructure categories.

FOR 2017, CONSTRUCTION ADDED 210,000 JOBS, A 35% INCREASE OVER 2016.

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Their report said an “Infrastructure Working Group” of the caucus “explored issues including but not limited to our highways, roads and bridges, transit and railways, ports and airports, water and sewer systems, energy systems and the power grid, and broadband and communications networks.”

They urged expanding the U.S. Department of Transportation’s long-term, low-interest TIFIA loan program under which the USDOT lends at the government’s cost of borrowing, and fixing a similar but little-used rail loan program that requires borrowers to pay an upfront risk premium charge while the government itself pays the risk premium for TIFIA borrowers.

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MANAGER’S DIGEST

FIVE OBSTACLES To Trump’s Infrastructure Ambitions President Trump plans to put his long-awaited infrastructure package at the top of his 2018 agenda, eager to notch another legislative victory now that he’s signed a major tax overhaul.

“We’re going to get infrastructure; infrastructure is the easiest of all,” Trump said in the Oval Office when he signed the tax bill into law. “People want it, Republicans and Democrats.”

But the ambitious rebuilding effort could face roadblocks in both parties, with Republicans concerned about new government spending and Democrats wary of handing Trump another win.

Here are five obstacles that could knock Trump’s infrastructure plan off course.

1. Democrats While the infrastructure proposal has long been billed as one of Trump’s few bipartisan initiatives, Democrats have so far balked at the rebuilding ideas floated by the White House.

The administration has proposed giving tax credits to the private sector for backing infrastructure projects and rewarding cities and states that raise their own revenue for infrastructure. The White House also plans to use $200 billion in federal seed money, along with massive permit reform, to leverage $1 trillion worth of infrastructure investment.

Democrats have slammed the public-private partnership model as a corporate giveaway that will only lead to more tollways. They worry the administration’s proposed local incentive program will pave the way for “devolution” — or eventually handing off all federal infrastructure duties to local governments.

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2. Fiscal conservatives An infrastructure bill was always going to be a tough sell with fiscal conservatives, who are wary of massive federal spending on transportation.

3. Funding offsets One of the biggest question marks surrounding Trump’s infrastructure plan is how to pay for it.

While the administration has outlined the broad contours of Trump’s rebuilding proposal, there have been far less clues about how it will be funded.

Members will have to grapple with all the sticky issues they left unfinished as they strove to negotiate a spending bill to avoid a government shut down as of press time.

5. Midterm elections Transportation advocates voiced concern that an infrastructure bill might not get over the finish line if pushed back to 2018.

Part of the reason is that there are midterm elections this year. Major achievements are generally more difficult in election years because there is less time on the legislative calendar and lawmakers are more conscious of how votes might impact them in primary races and general elections.

4. Crowded agenda Lawmakers are facing a daunting to-do list in the first few months of 2018, increasing the chances that infrastructure could be pushed off the agenda.

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MARKET WATCH

By Rod Dickens, contributing editor

BUSINESS IS GOOD, NOT GREAT going into 2018

MAINE: “BUSINESS STILL GROWNING STRONG” Ryan Marston has been in the rental business 24 years and rental manager for WD Matthews in Auburn, ME, the last six of those years. “It’s the busiest I’ve seen since I’ve been rental manager here,” says Marston. “Rentals started picking up in April and May like it always does but it never slowed down this year. It’s is still going strong.”

He notes the company, located an hour north of Portland, has more than 600 items in its rental fleet, primarily aerial lifts, booms, forklifts and telehandlers, and at times the inventory was virtually depleted. “Roofing, siding, you name it,” adds Marston, “that’s what customers use the equipment for.”

The store’s rental business is divided 80/20, larger contractors/ homeowners. “There’s construction everywhere, including develop-

ments for homes along with retail and other commercial building,” says Marston.

When asked what’s driving the business, he emphasizes the local economy has been strong and his customers are optimistic about next year, too. “I generally don’t like to talk politics,” says the rental manager, “but you have to think the current administration’s policies have also made an impact.”

OHIO: “WE’RE A LITTLE DIFFERENT” Wendy Babcock, a partner with Murray’s Tool Rental in Columbus, OH, says their store is a little

RENTALS STARTED PICKING UP IN APRIL AND MAY LIKE IT ALWAYS DOES BUT IT NEVER SLOWED DOWN THIS YEAR. 18

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WITH RENTAL SALES EVEN FOR THE LAST COUPLE YEARS, THIS STORE OWNER SEES THE NEW ADMINISTRATION HAVING LITTLE IF ANY IMPACT ON BUSINESS. different. Not only is it a fifth-generation business, homeowners comprise 80 percent of its revenue. “We may not be an indicator of what’s going on in the commercial sector, but I think we have a good handle on the residential market,” she notes.

With that said, she explained that business has been relatively steady over

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MARKET WATCH

the past three years. No spikes either up or down. “The only real items in our inventory that have seen some significant growth are floor sanders.

Previously, they would be popular during winter months, but now they seem to be in demand year around. It could be an indication of a good housing market where homeowners are installing or revamping hardwood floors, readying their homes for sale.”

She mentioned the store’s lawn and garden rentals have been steady, as well, keeping the business busy spring and fall. “We find some homeowners actually rent push mowers from us every week instead of owning one themselves,” says Babcock.

With rental sales even for the last couple years, this store owner sees the new administration having little if any impact on business. She doesn’t anticipate any dramatic change in the local economy in the near term, either.

Murray Tools started out as a service station in 1937, and began renting trailers and small tools in the mid ‘50s.

Today it has six full-time employees, including Babcock’s brother and partner, Andy, and venerable technician, Robert Luther, who has been with them 30 years.

VERMONT: TALE OF TWO SEASONS Looking back at 2017, Pete’s Equipment rental manager refers to a year split between two selling seasons. “In

MANY OF OUR CONTRACTOR CUSTOMERS VOTED FOR HIM [TRUMP] AND EXPECTED TO SEE A DRAMATIC INCREASE IN WORK. THAT HASN’T OCCURRED YET, BUT THE FEELING IS IT WILL HAPPEN.

the beginning of the year, rentals were very slow,” says Michelle Parker. “In fact, by the end of the second quarter, we were down 50 percent from the year before. Then it turned around, just as if customers were trying to make up for lost time.

Skid steer rentals jumped and we’re looking to finish strong in both rental and equipment sales, even exceeding last year’s sales.”

The difficult start, she pointed out, was caused by a rainy and muddy spring, a time when heavy trucks and trailers are not allowed on local roads, from March to May. Pete’s Equipment is in Morrisville, VT, just a few miles north of Stowe.

The company has been in business more than 40 years, selling and servicing heavy equipment, tractors, and forestry equipment. It also rents mini excavators, man lifts, telehandlers, chippers, skid steer loaders and rollers.

“We’re a small store, employing only seven people, but we’re very busy, adds Parker. “On the rental side we stick to renting large equipment and leave the smaller tool market to a company, also family-owned, that shares a drive with us. Early on, we had an agreement that they would rent the smaller items and we would

BUT WHAT HAPPENS WITH HEALTH CARE AND TAX REFORM WILL LIKELY HAVE AN IMPACT ON MOST SMALL BUSINESSES, NOT ONLY IN VERMONT BUT ACROSS THE COUNTRY.

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concentrate on larger equipment.”

When asked about expectations for 2018, Parker emphasizes the jury is still out. She notes that Pete’s Equipment and Sales is very diversified and traditionally doesn’t have a down time like most rental stores, in part because forestry equipment sales help carry them through the long winters. But what happens with health care and tax reform will likely have an impact on most small businesses, not only in Vermont but across the country.

GEORGIA: CONSTRUCTION FUELS GEORGIA RENTAL MARKET “2016 was a tremendous year for us and 2017, although it didn’t see an increase in rental sales for us, kept up the pace,” says Owen Skelly, owner of Alpha Rental in Alpharetta, GA. “Flying over the area, all one sees is construction. I’ve owned the store for 16 years and this area, approximately 30 miles north of Atlanta, has expanded dramatically in both high-end residential homes

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and with the appearance of new industries.”

His store has ridden the wave up, renting to both smaller landscape contractors and homeowners, although he points out the homeowner business isn’t what it used to be. “Stores like Home Depot have taken some of this business, especially in the hand tool market,” he adds.

Skelly highlights a couple significant changes in the rental market from 2016 to ’17. “We didn’t grow this past year as much as I thought we would in part because our long-term rentals increased significantly. For example, our store has 15 Bobcats in inventory and the lot was empty most of the year. A monthly rental may get you nine to 10 days of rent, compared to daily rentals, but we didn’t have the inventory. Yes, we could have purchased more units. Being a small, privately owned store, though, we need to be careful about buying too much equipment.”

He continues, “The other change we see is a growing demand for light towers being used on soccer fields, construction sites and so forth.

Currently, we don’t offer them, but we likely will next year.

Aerial booms and lifts are in demand, as well. Our store dropped them a couple years ago, but we plan to bring them back in 2018.”

When asked about the impact the Trump administration has had on rental sales this year, Skelly thought it wasn’t as great as he and his customers originally anticipated. “Many of our contractor customers voted for him and expected to see a dramatic increase in work. That hasn’t occurred yet, but the feeling is it will happen.”

Alpha Rental was in business 15 years prior to Skelly purchasing it.

This owner truly enjoys the industry, emphasizing “there’s no reason to do anything else.” The store’s biggest challenge, he said, is keeping up with customer demands. Unlike many smaller stores, his labor force is stable, comprised of a veteran staff that includes a technician, counter person, and driver, in addition to himself.

“My wife Bernadette and teenage son Andrew also work part time in the business,” adds Skelly. “Bernadette takes care of the bills, banking and advertising, and Andrew works the yard and is learning the business when schedules allow.”

MISSISSIPPI: STOCK MARKET IS BIG SURPRISE, BUT… When asked if 2017 had any surprises, Chuck Hobart, Taylor Rental Center in Greenville, MS, points to the surging stock market. Unfortunately, for his area, that success hasn’t translated as quickly.

have felt the ebb and flow of the U.S. economy a little more dramatic in our area. Rental income for our business this year has been equivalent to 2016, but staying even is where you want to be in the long run.”

Since 1979, Taylor Rental Center has operated as a full-line rental store serving contractors, homeowners and industry. Through the years, Hobart says the company has continued to evolve, adjusting inventory to its niches and market.

Whereas his biggest surprise has been the financial markets, his biggest disappointment has been with the federal government’s inability to agree on and operate a balanced budget. “I’m concerned, too, about runaway entitlement programs and an underfunded social security system, things that will undermine the U.S. economy for years to come, not to mention our state’s inability to pass into law a collectible sales tax for Internet purchases to help fund our local municipalities. Hopefully, better sense will prevail in Washington and our state capitals in the years to come.”

He continues, “In the meantime, we have to continue to reinvent our businesses and demand better government. We also need to remember how fortunate we are to work in such an interesting and diverse occupation.” ■

RENTAL INCOME FOR OUR BUSINESS THIS YEAR HAS BEEN EQUIVALENT TO 2016, BUT STAYING EVEN IS WHERE YOU WANT TO BE IN THE LONG RUN.

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“If your business is located near a college town, state government, transportation hub, or industry that helps provide a steady cash flow, then your area is doing great. It seems like we

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NEW IN 2018 >>

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 upcoming shows.  Wacker Neuson Offers LED Option on Compact Light Towers  Volvo L20H and L25H Compact Wheel Loaders The L20H and L25H offer 5% greater fuel efficiency, smart features, all-round visibility and optimal traction for efficient performance.

• Volvo D2.6M Tier 4 Final water-cooled engine with diesel oxidation catalyst (DOC)

Wacker Neuson has added an LED light option to its newest line of compact light towers. The new LED light package is available on the Kubota-powered LTV6K model, featuring four 240W LED lights with a life expectancy of 50,000 hours and improved fuel economy with up to 137 hours of run time from the 45-gal. fuel tank.

• Instant on/off operation with no time needed for warm up and cool down • Compact body design and vertical mast allow for more units to be transported on a single trailer; 18 units will fit on a 48 ft. flatbed truck • 750-hour service intervals

• Fully automatic hydrostatic drive with two speed settings offering a maximum speed of 18.6 mph

• Ground-level mast rotator provides for faster light positioning

• Single inching brake pedal allows creeping pace

• Withstand winds up to 65 mph

Search: www.forconstructionpros.com/20977602

Search: www.forconstructionpros.com/20988550

 Bobcat Pallet Fork Frame

 Snorkel TM16E

This pallet fork frame features an integrated walk-through design for easier operator entry and exit to and from the loader cab.

The new self-propelled Snorkel TM16E is the third model in the line of Snorkel self-propelled telescopic mast lifts.

• Standard-duty, heavy-duty and severe-duty models with 2,500-, 4,000- and 5,500-lb. capacities • Pallet forks available in 42- and 48-in. lengths, and bale forks available in a 40.8-in. length • Reinforced brick-guard helps protect and secure the load while in use Search: www.forconstructionpros.com/20982960

• Compact enough to be driven through standard interior doorways and lightweight enough to be carried in passenger elevators • Capable of lifting 500 lbs. up to 16 ft.

• Weighs 2,360 lbs.

• Electric drive system draws 50% less amps than most hydraulic mast lifts, delivering longer duty cycles and allowing for work in confined space Search: www.forconstructionpros.com/20988561

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 JLG 1644 High-Capacity Telehandler

 Amulet XBoom Coupler System

The 1644 has a 15,650-lb. lift capacity and offers optional SmartLoad Technology, a bundle of three integrated technologies that work together to deliver a greater level of operator comfort.

The XBoom Coupler System quickly converts a compact excavator from its typical function into a completely rigid boom tool carrier and back again.

• Attachment recognition component identifies attachment and displays the appropriate load chart to the operator

• Allows excavator to be adapted to use virtually any skid-steer attachment via a universal skid-steer adapter attached to the boom end

• Load management information system (LMIS) graphically depicts the location of the load within the load chart, provides the operator with an indication of compliance and prevents the operator from violating boundaries of the chart • Load stability indicator (LSI) component works in conjunction with the LMIS to limit operation when a load is nearing the maximum capacity Search: www.forconstructionpros.com/20988057

• Full revolving configuration shrinks the machine’s overall footprint and provides a rigid frontal force structure while utilizing the full range of motion of the boom • Keeps work tools as close to the machine’s center of gravity as possible for effective lifting and carrying • Available for most excavators up to 13,000 lbs.

Search: www.forconstructionpros.com/20982910

 Allen MP245 Mechanical Pro Riding Trowel The 830-lb. MP245 riding power trowel packs all of the ergonomics, features and durability found in Allen’s larger riders into a smaller package (78” L x 41” W x 57.5” H).

• 22-hp Honda GX690 air-cooled, gasoline engine and a heavy-duty drivetrain • Standard-duty gearboxes provide efficient energy transfer from the motor to the rotors to ensure an optimal finish • Two 36-in.-diameter, four-blade non-overlapping rotors deliver speeds from 45 to 165 rpm • Hydraulic joystick power steering reduces operator fatigue, while cruise control ensures ease of operation Search: www.forconstructionpros.com/20987475

 New Genie Lift Power System Modernizes Power Options for Boom Operators  Kubota Gas-Powered RTVXG850 Sidekick Utility Vehicle The RTV-XG850 Sidekick has a 48-hp gasoline engine that enables quick acceleration and transport speeds up to 40 mph.

• Rugged, water-cooled engine is paired with a Continuously Variable Transmission with Centrifugal Clutch (CVT Plus) to provide sufficient torque for quick, smooth take-offs • Vehicle can carry up to 15.2 cu. ft. or half a ton in a rugged steel cargo box with optional electric hydraulic lift Search: www.forconstructionpros.com/20986223

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The new Genie Lift Power system includes a new generation of hydraulically driven generators for contractors who rely on productive power at the platform to get their work done.

• Runs on a stand-alone circuit with a separate hydraulic pump to supply continuous electrical power from the generator • Customers can drive and reposition the machine, raise the boom and power tools, such as heavy-duty welders, simultaneously for increased productivity • 3 kW hydraulic generator supplies 120V power to the outlet in the platform for efficient operation of tools Search: www.forconstructionpros.com/20980170

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NEW IN 2018 >>  CK Power Diesel & NG/LP Commercial Portable Generators CK Power’s line of diesel and NG/LP Commercial Portable generator sets are available in multiple configurations including skid/sub-base tank mounted, open/sound enclosed, stationary/trailer mounted and dedicated/multi-voltage configurations.

• Range is 10-45kW • Diesel units meet Tier 4 Final and CARB certified requirements • NG/LP units meet wellhead and pipeline EPA certified requirements Search: www.forconstructionpros.com/20987694

 John Deere 204L and 304L Compact Wheel Loaders

 Pettibone Next Gen Traverse Telehandler

The 62-hp 204L and 67-hp 304L are equipped with Yanmar Tier 4 Final engines and fuel-efficient hydrostatic transmissions.

The Pettibone T944X, its next generation Traverse telehandler, is the only telescopic handler currently on the market with an extendable, traversing boom that moves loads by traveling horizontally.

• Optional ride control • Automatically activated front and rear differential locks provide increased traction in harsh conditions • Machine height is configurable to less than 8 ft. for jobs with overhead space constraints • Auxiliary hydraulic control for attachments has been moved to the primary joystick to increase attachment productivity and ease of use Search: www.forconstructionpros.com/20984931

• Allows users to precisely and safely place loads forward through windows or other tight openings without having to reposition the machine • Specified lift height is the landing height, in contrast to a traditional fixed boom pivot, where the true landing height is generally several feet less than advertised Search: www.forconstructionpros.com/20980959

 Little Beaver Reduction Gearbox for Big Beaver Rigs Little Beaver introduces a planetary reduction gearbox for its Big Beaver and Big Beaver XL drills. The optional gearbox provides as much as 1,100 ft. lbs. of torque to drill deeper and handle large diameter augers more efficiently than the standard setup.

• 27-hp Kohler EFI gas engine powers auxiliary hydraulic source, which operates at 12.5 gpm and a rotary speed of 100 rpm • Standard Big Beaver operates at 10 gpm with a rotary speed of 150 rpm • Designed to work with the Little Beaver D-series augers, which range in diameter from 4 to 18 in.

Search: www.forconstructionpros.com/20988430

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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 www.ForConstructionPros.com/Rental.

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1/19/18 11:27 AM

IT’S WORTH REPEATING. VISIT US AT ARA. Come to Booth #6527 for your on-the-spot quote with the best pricing of the year on our entire lineup of CASE equipment.

Plus, meet with machine experts and hear why rental companies are choosing our operator-friendly, CASE Tier 4 Final solutions for their rental fleets. To learn how CASE can improve your business, go to CaseCE.com/RentalAdvantage

Š2018 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.

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1/19/18 11:27 AM

NEW IN 2018 >>  TT Technologies Redesigns Grundopit TT Technologies’ redesigned Grundopit pitlaunched mini directional drill is well suited for difficult fiber-to-the-home and utility service line installations in tight working conditions.

• Unit is compact - 54 in. long, 43 in. wide and 57 in. tall.

 Point of Rental Inspection App

• Delivers 13,489 lbs. of thrust and pull back and 553 ft. lbs. of torque with bore length up to 150 ft.

Point of Rental’s Inspection App works in conjunction with Point of Rental’s products, Rental Elite and Rental Expert. It automates the inspection, maintenance, and service processes, while allowing users to manage them via mobile device.

• Ideal entry-level system for utilities, cable industries or as a supplement to larger units

• Managers can set up the correct inspection processes for each item in the system, and technicians access their assigned inspections via mobile interface

• Patented instant plug-in lock that holds the drill stem in place, allows new drill stems to be added easily by engaging the new drill stem at the rotational motor, cutting the time it takes to add a stem in half

• Should a mission-critical checklist item fail inspection, an internal repair/maintenance order will automatically be created, moving equipment back to “ready to rent” status faster

• Components include a two-part bore rig, patented drill stem plug in, 30 drill stems, bore head with angled steering surface, backreamer and swivel coupling, hose package and power pack

Search: www.forconstructionpros.com/20988555

Search: www.forconstructionpros.com/20988546

 Toro UltraMix With Polyethylene Drum Toro has added a polyethylene drum option to the trusted UltraMix mortar mixer line.

• Available in two sizes — 6 cubic feet and 8 cubic feet • Polyethylene drum is made from a high-density, ½-in.-thick, polyethylene resin for durability with less weight • Easy to transport and simple to clean • Symmetrical drum and patented paddle configuration allows more paddle and drum contact with the mortar, according to mfr • Powered by a KOHLER engine Search: www.forconstructionpros.com/20988553

 Gorman-Rupp ValuPrime Pumps Gorman-Rupp introduces a new line of cost-effective primingassisted centrifugal pumps. The ValuPrime is a compact and powerful pump ideally suited for the dewatering needs of the construction, industrial, and agricultural markets and was based on the proven technology of the Prime Aire and Prime Aire Plus models.

• Model sizes 4” x 4” and 6” x 6” • Flows to 1,520 GPM • T otal dynamic head to 150 ft. and solids handling capabilities up to 3 in.

•

omes standard with a 34-gal. fuel C tank, programmable control panel and EPA-compliant Isuzu Final Tier IV diesel engine

 BlueBird BH270 Cyclone Blower BlueBird introduces its BH270 Cyclone Blower, a 9-hp commercial wheeled blower featuring rugged all-metal frame construction.

• Steel proprietary backward inclined airfoil centrifugal fan • Intuitive directional air flow control Search: www.forconstructionpros.com/20988562

Search: www.forconstructionpros.com/20988554

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1/19/18 11:28 AM

MORE WITH LESS. MORE PERFORMANCE. MORE MACHINE CAPABILITY. MORE PRODUCTIVITY. MORE RELIABILITY. MORE UPTIME. ALL IN A SIMPLER, SMALLER, LIGHTER, EASIER TO INSTALL DESIGN. THESE GLOBAL EGR-FREE PRODUCTS ENABLE A COMMON INSTALLATION FOR DOMESTIC AND EXPORT EQUIPMENT. LEARN MORE ABOUT CUMMINS F3.8™, B4.5™, B6.7™ AND L9™ PERFORMANCE SERIES ENGINES AT CUMMINSENGINES.COM/MORE-WITH-LESS. SEE US AT THE RENTAL SHOW BOOTH 3347.

©2018 Cummins Inc. Box 3005, Columbus, IN 47202-3005 U.S.A.

Search: 20988535

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1/19/18 11:28 AM

NEW IN 2018 >>  CV Multiprocess Welder Miller Electric introduces its Dynasty 280 DX with CV, a multiprocess welder capable of AC/DC TIG, MIG and stick welding.

• TIG welds 0.012- to 3/8-in. aluminum and 0.004- to 3/8-in. steel

 Felling Trailers EZ Tilt Line

• TIG welds with AC waveforms, including advanced squarewave, soft squarewave, sine wave and triangular wave

Felling Trailers introduces the EZ Tilt model line, a groundlevel loading unit designed for loading low-clearance, cumbersome equipment like floor sweepers/scrubbers and scissor lifts.

• Offering multiprocess versatility, the CV output of the machine delivers MIG welding capabilities when paired with a SuitCase X-TREME voltage-sensing feeder

• 7K axles with rotating torsion suspension • Electric brakes on all axles • 12 K jack • DOT-Approved LED lighting and sealed wiring harness • Large steel lockable enclosure Search: www.forconstructionpros.com/20988565

• Delivers up to 280 amps for welding and includes Auto-Line technology, which allows for any input voltage hookup from 208 to 575 volts with no manual linking • Machine uses high-frequency (HF) on starts only to eliminate HF interference issues during welding • Blue Lightning high-frequency arc starter technology provides non-contact arc initiation, resulting in more consistent arc starts and greater reliability compared to traditional HF arc starters Search: www.forconstructionpros.com/20988435

 General Equipment VS220 Portable Vacuum System The VS220 portable vacuum system offers an effective dust control system for use with surface grinders, planers and other surface preparation solutions.

• Captures fine dust particles for compliance with OSHA respirable crystalline silica exposure regulations (OSHA 29 CFR 1910.1153) • Features a 99% efficient at 0.5 micron pre-filter and a 99.7% at 0.3 micro HEPA secondary filter • Two 115-VAC, 60-Hz single-speed electric motors produce a peak of 2.6 hp, an air flow volume of 220 cfm and water lift suction of 110 in.

• Includes separate 2- and 3-in.-diameter dust port connections for simultaneous or independent operation • Foot-operated hopper release lever enables simple emptying of the 12.5-gal.-capacity hopper Search: www.forconstructionpros.com/20974042

WANT MORE PRODUCT INFO?

Search: 20988535

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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.

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1/19/18 11:28 AM

IT MAY BE COMPACT, BUT ITS REACH IS WORLDWIDE.

VISIT US AT ARA BOOTH #4113

Step into a Kubota excavator and it’s easy to see why it earned the title of #1 selling compact excavator in the world*. Six heating and cooling vents and an easy-open front window provide the kind of comfort that keeps operators in the cab and getting the work done. Minimum tail swing, industry-leading bucket breakout force and an optional quick coupler are just some of the additional features that give the Kubota compact excavator such a huge reputation.

KubotaUSA.com

*According to 2016 OEM Off-Highway Research, Kubota has the largest compact excavator market share in the world. © Kubota Tractor Corporation, 2018.

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1/19/18 11:28 AM

CONSTRUCTION EQUIPMENT CLOSEUP

By Jenny Lescohier & Larry Stewart

VIDEO: MRT Rotating Telehandlers Offer Optimized Smart Load Management www.forconstructionpros.com/video/20986510

Slew action makes easy work of pick and place applications on tight jobsites

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MANITOU’S LATEST MRT ROTATING TELEHANDLERS

EXTEND REACH & LIFT CAPABILITIES

W

hat looks like a telescopic handler, moves like a crane and can pick and place like no other machine?

The answer is a rotating telehandler, perhaps represented best in North America by Manitou’s MRT Privilege Plus Series and its two newest models, the MRT 3050 and MRT 2470.

Manitou promotes the new machines – indeed, the entire line – as three-in-one solutions: telehandler, [crane-like] winch and mobile elevating work platform. It’s easy to be distracted, thinking about what it might cost to buy a telehandler that slews 360 degrees like a crane. But

don’t overlook the amazing capacity and potential ROI of these machines.

The biggest, the MRT 3255, will place 5,500 pounds at its maximum lift height of 103 feet. Conventional 12,000-pound telehandlers top out at 70 feet of lift height. The MRT 3255 will lift its 12,100-pound maximum capacity to about 43 feet on forks.

With a 15,800-pound winch installed, it can place 12,100 pounds on the hook above 75 feet.

The MRTs (Manitou Rotating Telehandlers) do their heaviest lifting from two sets of outriggers, and their ability to rotate makes it easy to pick and place loads without driving around the site. As the name suggests, the MRT’s essence centers on its ability to rotate 360 degrees, much like a crane but without the need for a certified operator. Add a longer boom length and you have a machine that can do things a traditional telehandler can’t.

MRT SPECS MRT 1840

MRT 2150

MRT 2470

MRT 2550

MRT 3050

MRT 3255

RATED LIFT CAPACITY

8,800 lbs.

11,000 lbs.

15,400 lbs.

11,000 lbs.

11,000 lbs.

12,100 lbs.

MAX. LIFT HEIGHT

58 ft. 8 in.

67 ft. 7 in.

80 ft 1 in.

81 ft.

97 ft. 9 in.

103 ft. 4 in.

CAPACITY AT MAX. LIFT HEIGHT

5,500 lbs.

5,500 lbs.

5,500 lbs.

4,400 lbs.

4,400 lbs.

5,500 lbs.

27,480 lbs.

38,800 lbs.

47,973 lbs.

41,700 lbs.

48,082 lbs.

52,900 lbs.

34 ft.

38 ft.

33 ft.

42 ft.

56 ft.

76 ft.

MACHINE WEIGHT MAX. HEIGHT WITH RATED CAPACITY ON HOOK

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CONSTRUCTION EQUIPMENT CLOSEUP

MRTS FILL UNIQUE NICHE FOR MADISON CONTRACTOR Tony Blum, superintendent with Iconica, a contracting firm based in Madison, WI, says the MRT 2150 meets many demands on the company’s five-story building construction project located in Middleton, WI. “We weren’t sure what we were going to need for this project — a skip hoist or [the MRT 2150],” says Blum. “We chose the 2150 because it can reach the fifth story to get materials in and out. It’s certainly a piece we use a lot.”

When asked how the MRT 2150 compares to conventional telehandlers, he adds, “A conventional machine wouldn’t be able to do what this machine does. You would drive a conventional machine around, put the outriggers out, and it still couldn’t get to the fifth story. [The 2150] allows the machine to stay in one position and reach everything.”

Blum says MRT machines feature gauges that tell the operator how high the forks are from the ground so the operator can judge where the load is. Even though there’s always someone at height directing the placement of the load, he says it gives the operator additional confidence to be able to look down at the gauge and see how high the load is, and know they won’t hit side of the building.

Using a rotating telehandler is simple, he says, but only a select few workers on the job are trained to use the MRT 2150. “It’s a little more difficult than a conventional machine because you’re using both hands, but it is easy to get used to,” he says.

At the time of our interview, Blum says the MRT 2150 had been in use on the site for three months, and it was his first experience with the equipment.

“I think it’s great to have the mobility to pick things out in various areas and not have to worry about moving the wheels,” he says, noting that this eliminates a significant safety concern. “From a picking standpoint, you’re not driving around, so you don’t have worry about what’s behind you. And the swing radius is short, which makes a difference.”

“FROM A PICKING STANDPOINT, YOU’RE NOT DRIVING AROUND, SO YOU DON’T HAVE WORRY ABOUT WHAT’S BEHIND YOU. AND THE SWING RADIUS IS SHORT, WHICH MAKES A DIFFERENCE.” TONY BLUM — MADISON, WI

MRT 2150 Rotating Telehandler Changes the Game in Pick and Place Applications www.forconstructionpros.com/video/20986514

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“The MRT’s ability to rotate 360 degrees, along with its longer boom length, allow it to reach areas traditional telehandlers aren’t able to,” says Steve Kiskunas, product manager at Manitou, noting there’s no need to move machines around on the jobsite for pick and place applications. “It’s very efficient, allowing you to swing and place materials, not pick, drive and place,” he says.

“Put it on outriggers and you gain even more capacity.”

The MRT Series in North America currently consists of six machines. Their maximum lift heights range from the MRT 1840 at 57 feet, to the MRT 3255 at 103 feet.

See the chart on page 33 for a look at how much these machines can lift at their maximum lift heights.

The MRTs are powered by Mercedes Tier 4 Final engines, paired with hydrostatic transmissions. They use Manitou’s pentagonal boom design which the company says offers more precision and performance.

“The advantage of the pentagonal design is the shape of the boom keeps the boom sections straight and aligned when extending and retracting,” Kiskunas explains. “The weight of the load and the boom places pressure on the V-shaped lower channel, and this in turn forces the boom to stay straight.”

All hydraulic lines on the MRTs run along the outside of the pentagonal boom for ease of maintenance, and the chains for extension and retraction are placed in the upper part of the boom to reduce thickness and optimize reach capacity.

At 20.5 feet, the stabilizer system on the MRTs is the longest on the market, according to reports, and can detect ground pressure to alert the operator to poor ground contact.

www.ForConstructionPros.com/RENTAL

1/19/18 11:32 AM

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1/19/18 11:33 AM

CONSTRUCTION EQUIPMENT CLOSEUP

WORK PLATFORM ATTACHMENT AND REMOTE CONTROL COMBO OFFERS ADVANTAGES When Sending Personnel to Work at Height

The MRT Series can work with a wide array of attachments, including an expandable work platform designed specifically for Manitou machines.

According to Manitou Product Manager Steve Kiskunas, the platform expands to a full width of 13 feet, but folds up to a narrow width for ease of transport.

Much larger than platforms used on scissor and boom lifts, the Manitou work platform attachment offers a higher capacity - up to 2,000 lbs. - and more stability than comparable solutions because it was designed for use specifically with MRT machines. Platform capacity on scissors and booms is typically 500 or 1,000 lbs.

The “man basket” attachment is a concept that seems like a no-brainer on one hand, but which has been bogged down by regulations and design requirements on the other.

“Certain manufacturers have designed systems to allow the use of these platforms with the way the standard was written,” Kiskunas explains. “This platform system was designed specifically for use with MRTs. It uses Manitou’s quick-attach mounting system and will only mount on Manitou products, plus it has a special electrical connecManbasket Attachment Turns MRT Rotating tion which includes an overload senTelehandlers Into Capable Work Platforms sor that determines the correct capacwww.forconstructionpros.com/video/20986495 ity in the platform. The machine will stop if the platform is overloaded.”

Kiskunas says the platform can rotate 90 degrees left or right using the company’s radio remote control feature which allows operation of the platform, and the machine itself, from the basket or from the ground.

“You can start the machine using the remote control by pressing a button,” he explains. “The joysticks control main boom operation up or down, and extend or retract. In addition to rotating the machine, you can rotate the platform as well.”

This remote control feature, which comes standard on MRT machines, is designed to allow operators to reposition the platform without needing an operator in the cab waiting for instructions. Workers on the platform can control everything by themselves.

Likewise, Kiskunas says if an operator is doing something like using a truss boom to place a load up high, he or she can stand where the materials are being delivered to make sure they go exactly where they’re needed.

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New features automate safety MRT machines are compatible with a wide range of attachments, and feature the unique ability to identify the attachment being used and determine its correct capacity in any position. Using Manitou’s automatic attachment recognition system, the MRT senses the exact weight of the load. Meanwhile, the Manitou load management system automatically detects the outrigger position - full, partial or none - and adjusts the load charts accordingly to alert the operator if the machine is overloaded and/or prevent the operator from moving a load into an unstable position.

In short, the MRT has taken most of the usual safety decisions and made them automatic.

According to Kiskunas, Privilege Plus MRT models can be set up to work only in safe zones. For example, he says, if there’s a high power line or highway near the jobsite, the operator can set areas where the machine will not operate.

Game-changing 360-degree continuous rotation Understand that rotating telehandlers look a lot like their conventional cousins, but they’re different. In simple terms, rotating telehandlers act like cranes in that they have a house that continuously spins 360 degrees, enabling the unique pick and place capability that is the hallmark of this class of equipment. The rotating house sits atop a four-wheel-drive chassis where the engine, travel system, outriggers, fuel and hydraulic tanks are located for easy access.

The operator’s cab is different too. You won’t find an open cab on rotating telehandlers like you might on some conventional telehandlers.

The cabs of rotating telehandlers

www.ForConstructionPros.com/RENTAL

1/19/18 11:33 AM

Sustainable power years ahead of tomorrow’s standards The Scania engine platform features compact dimensions and a common footprint which enhances flexibility, simplifies installation and shortens time-to-market. Last but not least: Proven reliability, outstanding operating economy and industry-leading fuel efficiency vouches for long-term profitability and satisfied customers.

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1/19/18 11:33 AM

CONSTRUCTION EQUIPMENT CLOSEUP

WISCONSIN CRANE RENTAL HOUSE FINDS SUCCESS WITH ROTATING TELEHANDLERS Bob Kalhagen, president and owner of Ideal Crane Rental in Madison, WI, currently has 10 Manitou MRT models in his rental fleet, ranging from an 85-ft. model down to the 57-ft. machine. Of the 10 in fleet, eight were out of rent when we visited Ideal in August, which Kalhagen says is typical, since the machines are in high demand during the summer.

“We only rent to construction companies, so it’s almost always a general contractor building a building...” he says. “We had one machine out on rent for six months, working on a burned out building, taking burned material out of windows. The MRT was the only machine that could telescope out to reach through a window.”

The reason the MRT can handle unique applications is because it uses outriggers, allowing it to be much more stable, and because its house rotates like a crane, so it can be more versatile than a standard forklift. It also differs in cost, however, from conventional telehandlers.

“This is 70% more,” Kalhagen says of the acquisition cost over conventional models.

Its versatility and high utility, however, allow Ideal Crane Rental to recoup the additional cost in their rental rates.

Service for the MRTs is not significantly different from other machines, explains Kalhagen.

“There are a lot of electronics, that’s the biggest problem,” he says. “We have so much salt here on the roads in the winter, it’s a problem with our crane fleet too.”

The MRT remains popular with renters since it gives them choices. “[Rotating telehandlers] give customers an option to do things with a forklift they couldn’t do before,” says Kalhagen. “In the past they would have had to rent a crane.”

Ideal Crane Meets Customer Demand with MRT Rotating Telehandlers www.forconstructionpros.com/video/20986505

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tend to be fully enclosed and are equipped with sophisticated electronic monitoring devices, like those mentioned previously, and load-moment indicators like those used in cranes.

Manitou’s line of rotating telehandlers is growing and gaining momentum here in North America, but there remains a lot of runway toward customer adoption.

“Over 1,000 MRT units are sold annually in the global market, and a majority of that volume has been in Europe,” says Kiskunas. “There is an opportunity to reach similar levels in North America as contractors begin to see more applications for rotating telehandlers. As a market leader for a number of years, Manitou is eager to see an increase in North American industry demands.” ■ q Manitou’s automatic attachment recognition system senses the weight of the load, helping to prevent overloading.

www.ForConstructionPros.com/RENTAL

1/19/18 11:33 AM

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It was with that sale that BlueBird began providing commercial, rental and residential users with some of the most reliable turf care power equipment in the industry. Pairing our long product history with our passion for quality, the new team at BlueBird has a renewed commitment to continuous product improvement and development.

Join us at The Rental Show Booth # 1629 to see the newest additions to the BlueBird product family.

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68 S. Squirrel Road, Auburn Hills, MI 48326 P: 866.847.8592 • www.bluebirdturf.com E: customerservice@bluebirdturf.com 1/19/18 11:33 AM

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

How to

OPTIMIZE YOUR RENTAL COMPANY’S SALES FORCE With Effective Use of Management Software Inspire your sales force to embrace the ways technology can help them so they can in turn, better help customers

I

n the rental business, a lot rides on your sales efforts. The people you have on the front line, talking to your customers about the equipment and services you have to offer, are in a unique position to make or break your bottom line, so it’s important to make sure they have the best tools available at their fingertips.

Fortunately, today’s business management software has come a long way in terms of capabilities and user friendliness. We asked leading software suppliers what they thought about this topic. Following is an excerpt from that discussion.

Rental: What

opportunities are currently being missed by rental sales professionals?

Matt Hopp, general manager, InTempo Software: One mistake sales professionals across all industries make is to sell products, rather than helping people solve challenges. A salesperson should be a coach,

not an order-taker. For example, if somebody calls and asks to rent a scissor lift, a salesperson should ask some more questions to learn about the job.

There might be situations when, for example, a boom lift could be used instead, and at a lower price. If you can help a customer finish a job faster or more efficiently, it pays off in terms of loyalty. We have one customer who built a very successful heavy construction rental business and recently sold it off. The secret to his success was not the equipment he rented, which could also be found at nearby competitive stores. It was his ability to build

ONE MISTAKE SALES PROFESSIONALS ACROSS ALL INDUSTRIES MAKE IS TO SELL PRODUCTS, RATHER THAN HELPING PEOPLE SOLVE CHALLENGES. 40

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www.ForConstructionPros.com/RENTAL

1/23/18 8:26 AM

RENTAL SOFTWARE PUTS THE POWER IN THE HANDS OF SALES PROFESSIONALS

BY GIVING THEM THE INFORMATION THEY NEED TO MAKE THE MOST PROFITABLE DECISIONS

E

trusted relationships with customers that led to extraordinary growth. Put the right rental software in the hands of service-obsessed salespeople, and the possibilities are boundless.

Tim Levron, vice president, Corporate Services: Sales profes-

sionals require access to data beyond the typical customer relationship management (CRM) reporting available to them, including: ■■ Up-to-date equipment availability from their rental yards; ■■ Existing jobsite information, along with any equipment currently supplied, utilization, repair history, etc.; ■■ Lead time for parts or special orders requested; ■■ Alternative equipment suggestions when requested equipment is not available.

www.ForConstructionPros.com/RENTAL

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Patrice Boivin, president, Orion Software: Sales professionals need to be at the center of rental solutions. When they receive customer queries through the company’s website, by email or by phone, they need to be able to offer quick responses so the customers know it’s the right place to get fast and good service the next time they’re looking for assistance.

This starts with mobile applications that provide real-time availability and prices with a CRM connected to the website and the office.

Rental: How can

a comprehensive management software system help?

Levron, Corporate Services: A solution that combines all key features

in one place is essential for the smooth delivery of these features to the users, as well as providing a business-level definition of the work process required to maintain the data.

Boivin, Orion: A CRM software that manages opportunities with a quoting solution is the key. Rental businesses are based on trust and reliability, so having your sales professionals following up with their clients with availability and pricing information in a timely manner is the foundation for a long-term relationship.

Hopp, InTempo Software:

There are two primary areas of focus for salespeople when it comes to rental software. First, sales needs to know in real time what equipment is ready to rent, and what rates should be set.

If a summer storm is coming and

JANUARY/FEBRUARY 2018

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SPECIAL REPORT: Software

you only have one generator left, you won’t want to offer any discounts. On the other hand, if equipment is sitting in the yard underutilized, you might want to cut the price. Rental software puts the power in the hands of sales professionals by giving them the information they need to make the most profitable decisions. Second, salespeople need to know as much information as possible about their customers. If somebody calls in to rent an expensive piece of equipment, sales should be able to determine whether that customer is in good financial standing based on credit history and A/R aging. They should also be able to proactively market to customers who have not rented from the business in several months, or analyze whether new clients are ROI-positive after any special

pricing. With InTempo’s advanced reporting tool and rate structure/billing options, sales reps can make the right decisions for each customer. Our mobile app brings salespeople closer to their clients than ever before by putting rates and availability and customer information at their fingertips, whether they are on the road, at the jobsite, or at home.

Rental: What

obstacles exist to sales professionals adopting more automated methods?

Boivin, Orion: The problem with most CRM is that they don’t offer availability and pricing in the quoting system. It’s a good tool to follow up on

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THE APP NEEDS TO MAKE THIS PROCESS SIGNIFICANTLY EASIER THAN THE PRIOR WAY OF DOING THINGS IN ORDER TO BE ADOPTED BY SALESPEOPLE. opportunities, but it lacks an essential part of why sales rental professionals are there - to help their customers get the right equipment.

Hopp, InTempo Software:

Many sales professionals are accustomed to the “old school” process, where the salesperson would go to a jobsite, talk to the foreman, and jot down the equipment needed - say, six scissor lifts - on a piece of paper. Then the salesperson would take it back to the office and hand the paper to the counterperson. The counterperson would then break the news that no scissor lifts are available for the specified dates. Rinse, repeat. In the “new world,” salespeople can use a mobile app like InTempo’s while at the jobsite to pull up to check availability for equipment. Then they can create an opportunity on the spot, which can be turned into a reservation. The reservation then gets kicked off to the office and now you can have somebody look for the equipment if it’s not in the yard. It not only saves an extra trip to the jobsite to explain why you don’t have the lift, but it allows sales to provide a much better customer experience - and creates fewer headaches for all involved. The app needs to make this process significantly easier than the prior way of doing things in order to be adopted by salespeople.

www.ForConstructionPros.com/RENTAL

1/23/18 8:26 AM

If sales isn’t embracing the technology, the crux of the issue is likely with ease of use or effectiveness of the software not with salespeople.

A GRAPHICAL REPRESENTATION OF EQUIPMENT AVAILABILITY IS A KEY ELEMENT OF A GOOD AND USER-FRIENDLY CRM.

Levron, Corporate Services:

Problems can arise due to lack of company support of mobile platform availability, user privileges to data traditionally restricted from sales, and the reliability of data if its not enforced from a defined work process.

Rental: How

much of a learning curve is there? Are some professionals simply not going to get up to speed?

Hopp, InTempo Software: Our goal was to make a mobile app so seamless that even the most hardened professional can pick it up and use it off the bat without much, or any, training. It’s incumbent on the software company to reduce the learning curve. If you create a product that is too difficult to learn, salespeople will rightfully get frustrated. If it’s not easier than what they’re doing today, or if all of the features they need are not all available in the application, they’re not going to use it. The burden is on the software company to remove the learning curve.

representation of equipment availability is a key element of a good and user-friendly CRM.

Rental: How can

the rental customer’s experience change with the adoption of optimized sales methods/practices?

Levron, Corporate Services: A customer is more confident and willing to better utilize a rental company for their needs based on how the sales team is able to deliver information on

Levron, Corporate Services:

One of the essential aspects of a good equipment rental solution is to meet the user’s capabilities where they are along the process, but to also give them the opportunity to adopt better practices as time, money and training allow.

Boivin, Orion: If the solution provides the information they need to serve their clients, they will be motivated to learn fast. The best information is often the information that is summarized enough to give quick answers, and powerful enough to provide the required data. A graphical

www.ForConstructionPros.com/RENTAL

GO PAPERLESS WITH THE MOST COMPLETE RENTAL SOFTWARE OF THE INDUSTRY Sirius Enterprise covers it all: from the Web cart, the desktop and the Mobile app, all connected in real-time to the same platform. > Get the most advanced user interface and business process of the industry > Improve efficiency with “Rental best practices” > Gain speed with mobile applications > Manage your sales and services in one solution > Grow your business with an integrated web portal > Access it anywhere from the cloud > Sirius e web portal elevates the management of assets to a level never reached before > SiriusERP solution specialized in Rental, Sales and services

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pricing, availability and service more efficiently and accurately than their competitors.

Boivin, Orion: It’s a completely streamlined experience. Combined with a web portal where customers can order and view all their transactions, the sales process can be transformed radically. Customers can transact themselves with an electronic portal while the salesman is there to assist when appropriate. This way, they can handle more customers and focus on value-added activities. In today’s world, customers want to save time.

MAGENTA

JAUNE

NOIR 1/23/18 8:26 AM

SPECIAL REPORT: Software

...PROVIDE AN EXPERIENCE THAT CAN’T BE BEAT, AND YOUR CUSTOMERS WILL CALL YOU EACH AND EVERY TIME THEY NEED TO RENT. If you offer them simple tools, they will select your company as their main source for years. Over the next years, many customers will select their rental provider based on the electronic tools they provide, the same way Amazon became the main source for the consumer sales market.

Hopp, InTempo Software:

Amazon’s 1-Click Ordering is a perfect example of how a customer’s experience changes with the right sales methods. I am willing to pay a premium for Amazon products because I know I can buy it with minimal effort,

it will be delivered in two days, and I won’t have to struggle with the company in the event of a return. I am a loyal Amazon customer because they make it so easy for me to do business with them. The idea is the same with rental - provide an experience that can’t be beat, and your customers will call you each and every time they need to rent.

When evaluating software vendors, it’s easy to get wrapped up in comparing features. But one of the most effective ways to gauge which software will be best for you is to imagine the outcome of the software on the customer

experience. Can salespeople get all the data they need, when and where they need it? And - in this day and age can customers perform certain tasks without getting sales involved, such as pulling rental, sales and account information from a portal?

Rental: Is there a direct effect on the bottom line?

Boivin, Orion: Many studies are demonstrating that a disciplined follow up of opportunities with a good CRM and accurate information is generating a very significant increase in revenues. A disciplined sales process helps develop a trusting relationship with customers, so it’s definitely not something to neglect. It’s your reputation, and an assurance that your company will deliver what you say you will deliver.

Levron, Corporate Services:

The sales team is usually the first impression a customer will have with a company, so the quality and quantity of sales is directly linked to their ability to perform. Having product and service data available in a timely and accurate manner gives those sales team an edge in performance, as well as an image of how the rental company is likely to serve them in the other departments.

Hopp, InTempo Software:

Getting the right technology in the hands of the right people has never been as crucial as it is today. It’s a symbiotic relationship; investing in both best-of-breed software and talented sales professionals can separate your business from the rest of the pack. ■

Search: 10072584

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www.ForConstructionPros.com/RENTAL

1/23/18 8:26 AM

Search: 10074633

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1/23/18 8:26 AM

SOFTWARE

TrakQuip from Corporate Services TrakQuip is an equipment rental software but can also benefit non-rental companies manage the utilization and maintenance of equipment.

• Allows the user to rent, sell and repair all in one program • Enables exchange of data with “office” applications • Supported in Windows 2000 and higher • Available modules include Basic Rental Package, Fleet Maintenance, Repair, Batch Invoice, Accounts Receivable, Accounts Payable and Purchasing Search: www.forconstructionpros.com/10082443

Record360 Asset Documentation Dashboard and Mobile App Record360’s patent-pending asset condition reporting dashboard and mobile app simplify and automate the inspection process and assure your customers they’re fully protected against liability and/or additional fees for damage they didn’t cause.

• Photos and video provide highquality, time-stamped, geo-tagged records of equipment condition • Real-time digital upload and verification of customer’s identification • Claims management platform simplifies the necessary work that follows damage claims

InTempo Software InTempo Software provides cloud and on-premise software to construction equipment rental businesses across North America. The system handles any mix of rental, service and sales, and can be customized to meet unique needs.

• InTempo Core is easy-to-use software for any single or multi-location rental business; managing operations and integrating seamlessly with QuickBooks and a variety of other accounting programs • InTempo Enterprise provides the power to run everything from operations to accounting, with unified accounts receivable, accounts payable and general ledger; features new mobile app and integrates with leading dispatch and scheduling software Search: www.forconstructionpros.com/20863685

Search: www.forconstructionpros.com/12263563

Baseplan Field Service Mobility Module The Baseplan Field Service Mobility (FSM) Module is a complete solution that was designed to optimize the customer experience through improved service delivery and maximized, mobile workforce capabilities.

• Enables technicians to process all aspects of service and repairs by providing full access to the operating system including service history, parts availability and technical support • Jobs are dispatched directly to the field, allowing for real-time feedback on job acceptance, travel and location tracking, on-site hours, as well as the work carried out

Orion software introduces the new Sirius e web portal for both the rental and construction industries, designed to improve the visibility of equipment on the jobsite, order new equipment and access reports on any device.

• Designed to allow construction companies to manage their own assets or manage the assets rented from a rental company

• Multilingual

• Take photos of equipment

• Users can take pictures, sign documents, send requests or orders to the stockroom and view equipment availability and pricing

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Point of Rental Elite is a fully customizable software that adapts to the current infrastructure that a company is using.

• Standard with flexible features including user-defined KPIs for analytics reporting

• Web-based mobile application can be accessed from a website or mobile device anywhere and in real time

Search: www.forconstructionpros.com/12033983

Point of Rental Elite Software

• Based on the well-established Sirius enterprise rental management platform

• Scan in parts consumed, providing detailed analysis on part replenishment and labor requirements • Capture signatures direct to device (sign-on-glass)

46

Asset Management Web Portal

Search: www.forconstructionpros.com/20863699

• Fully integrates with other applications such as SmartEquipment, Rouse Analytics, Microsoft CRM, SalesForce and AEMP Telematics • Features include Contract Fulfillment, Dispatch Center and Mobile Workforce • Software tailored to each company but shared code enables all companies to access new features Search: www.forconstructionpros.com/12311777

www.ForConstructionPros.com/RENTAL

1/19/18 11:40 AM

Search: 12064693

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1/19/18 11:40 AM

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

Smart Engine Diagnostics Tools

CHANGE THE GAME of Equipment Service

Engine manufacturers develop technology to minimize downtime and simplify repair

I

n this day and age, we use our phone for just about everything - it’s our alarm clock, our navigator, our personal DJ, shopper, organizer and personal trainer, not to mention a fount of all the world’s knowledge. So why wouldn’t we use it for engine maintenance?

Fortunately for fleet owners, engine manufacturers have been working hard to make the process of taking care of their products easier through the use of mobile apps coupled with small diagnostic devices that can be connected to any piece of equipment.

The recently introduced Perkins SmartCap and Cummins INLINE Mini are excellent examples of this trend.

Both work with mobile apps to support routine maintenance by reminding owners when service is required and then assisting with the task.

“Working together as a lowcost engine connectivity device, the Perkins SmartCap, and intelligent software, the Perkins MyEngine app, help the owner/user implement a regular maintenance program that can provide significant financial benefits from improved efficiency and extended operating cycles,” explains Ian Bradford, Perkins parts product manager. “The bottom line is that engine connectivity enables both engine monitoring and service scheduling to maximize engine reliability and minimize unplanned downtime.” t The Perkins SmartCap works with the Perkins My Engine app to support customers’ service, maintenance and repair operations.

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Obviously, in the rental business, maximum uptime is everyone’s top priority.

“Smart diagnostic tools are critical for not only engines, but the construction rental segment overall,” notes K C Hall, project management director - service, at Cummins. “Many customers tend to work in remote locations and may not have quick access to a service provider for assistance. In understanding this crucial need, we’ve developed innovative tools such as Cummins Guidanz and the Cummins INLINE mini.”

Smart diagnostics tools promise to help everyone service, maintain or repair engines more efficiently and effectively. Equipment users are almost always on strict project deadlines, so equipment failure can be disastrous to the project q The and the bottom line.

Cummins Cummins’ Guidanz INLINE Mini mobile app and the connects via Bluetooth with Cummins INLINE the Cummins Mini quickly identify Guidanz fault codes (on Tier mobile app.

3 and later engines), locate a Cummins service provider and allow the customer to communicate critical information to their service provider.

“Rental houses are able to effectively manage their equipment downtime by understanding the failure root cause in advance and improve uptime by ensuring parts, service bay and technician availability to perform the needed repair,” Hall says. “With Cummins Guidanz mobile app and INLINE Mini, it’s possible to convert an unplanned equipment downtime to a scheduled maintenance job for our rental customers.”

Likewise, the Perkins SmartCap gives fleet owners access to critical

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A SIMPLER, LESS COSTLY SOLUTION The Perkins SmartCap and Perkins MyEngine app were introduced last June in response to customer demand for an easier, less costly solution to machine diagnostics.

“Perkins maintains very close relationships with our customers and uses their input to drive new product development and technical innovation,” says Ian Bradford, Perkins parts product manager. “We also monitor technology trends in broader markets like consumer products and industrial applications to identify any that may be of benefit to our customers.”

He continues, “The Perkins SmartCap is a perfect example of this process. Customers will benefit from a technology that helps them plan, schedule and execute routine maintenance and service operations. We also know that Bluetooth technology is a reliable way to link smart devices and that community data gathering technology will keep mobile device apps, like Perkins MyEngine, constantly up to date.”

Perkins put this all together into an integrated system. The Perkins SmartCap communicates with the customer’s mobile device via Bluetooth and the Perkins MyEngine app uses that data to support the customer’s service, maintenance and repair operations.

“There are more than five million Perkins engines in operation around the world and the Perkins SmartCap/MyEngine system supports them with service data, parts information, access to operation and maintenance manuals and links to Perkins worldwide distribution and service network,” Bradford says. “This is a truly unique capability and the Perkins SmartCap is under UK and international patent application status.”

He adds, “It’s simple to apply and can be used on both mechanical and electronic engines. The Perkins MyEngine app also is unique both in the broad range of engine information and support it offers and in the fact that it is free to download from both the Apple App Store and Google Play and completely free to use.”

information including total running hours, current location and upcoming service requirements.

“Intelligent software like the Perkins My Engine app provides automated assistance to help smaller customers with detailed task lists and parts requirements for scheduled engine service,” Bradford says. “Even Original Equipment (OE) service dealers can benefit by providing more responsive support based on improved awareness of customer requirements.”

The human factor Sadly, people aren’t perfect, and often, neither are their equipment

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service and maintenance habits.

Fortunately, smart diagnostic tools are making it easier.

“People get busy, people forget, people make mistakes and people take shortcuts, none of which helps extend engine life or improve operating efficiency,” notes Bradford. “That’s why smart tools are the wave of the future.”

He explains that until now, smart diagnostic tools have been primarily focused on the latest generation of electronic engines. But, there are millions of mechanical engines in service too,

TIME IS MONEY The Cummins Guidanz app and INLINE Mini adapter were designed around the idea of minimizing downtime by giving users a clear idea of how extensive a repair equipment needs and how long that service might take.

“Smart diagnostic tools such as Cummins Guidanz allow us the ability to gather and disperse critical engine fault code data to quickly diagnose and streamline service events,” Hall says. “The Cummins INLINE Mini adapter exchanges data wirelessly between the engine control module (ECM) and Bluetooth-equipped smartphones and tablets. The Immediate Assessment feature of the tool allows service providers the ability to quickly assess fault causes and accurately predict service repair time for better customer care and operational efficiency.”

Meanwhile, the Cummins Care group is dedicated to customer solutions through Remote Diagnostic Support and Connected Advisor, Hall says. Remote diagnostics allow rental companies and customers access to Cummins’ expertise immediately using their Cummins INLINE adapter and data connection (Wi-Fi or cellular).

“For customers who utilize telematics services, our remote diagnostics products such as Connected Diagnostics and Connected Advisor simplify fleet maintenance and management,” Hall says. “Using telematics, Connected Diagnostics wirelessly connects Cummins-powered equipment to Cummins for immediate diagnosis of an engine system fault alert, allowing for quick conversion of data to actionable information. Customers receive an immediate notification of a fault, along with clear recommendations for continued vehicle operation or immediate service needs.

All of this information can also be access via the Connected Solutions portal or Connected Diagnostics mobile app.”

Connected Advisor provides customers with prioritized, time-based recommendations, as determined by Cummins engine experts, to distinguish between immediate repair needs and those that can be scheduled a few days out. With a timeframe in mind, customers can proactively manage an issue before it becomes a failure or causes an interruption in the vehicle’s operations.

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which is why the Perkins SmartCap was designed to work on both.

“The Perkins SmartCap does not require communication with an Electronic Control Unit (ECU) or even the presence of an ECU,” he says.

“A user simply replaces the existing oil filler cap with a Perkins SmartCap and instantly gets engine level connectivity on an electronic or mechanical engine.

It’s the only engine connectivity device in the world that works on both and it does so without the cost of a monthly data communications subscription.”

Hall at Cummins says one obstacle to the adoption of smart engine diagnostic technology is that with traditional failure reporting devices on the equipment dashboard, operators are not always able to understand the issue.

“It’s often hard to understand the criticality of the failure and the time it will consume for the operational management, so the lack of information that the operator or foreman can share with the technician is often associated with multiple trips to repair and excessive downtime for our consumers,” he says.

Technology offers a solution Smart engine diagnostic devices can help anyone who owns or operates engine-powered equipment.

“All rental customers using Cummins-powered equipment can take advantage of the capabilities and features of smart diagnostic tools,” Hall says.

Cummins’ Guidanz Mobile App displays Cummins fault codes and other key engine info so customers can provide this info to their home office or rental house. They’re then provided with links to the Cummins service locator and Cummins Care, which in turn sends information to the nearest service provider.

“It improves customer uptime by helping them to make more educated

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1/23/18 10:49 AM

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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 Honda GXV140 and GXV160 models. See full warranty details at honda.com. For optimum performance and safety, please read the owner’s manual before operating your Honda Power Equipment. ©2018 American Honda Motor Co., Inc.

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ENGINES decisions – whether to service now or French and German with Spanish The bottom line service later,” Hall says. “And it reducscheduled to be added within a month In the simplest terms, smart diages the risk of the technician making and other languages in the queue.” nostics allow rental companies to multiple trips to find the root cause At $49.99, customers also apprequickly assess and schedule service and fix the issue.” ciate the low cost of the Perkins accordingly.

The Cummins INLINE Mini SmartCap and the fact that the Perkins “In the event of a fault error mesAdapter, a nine-pin connector that MyEngine app is free to download sage, rental companies can plug in plugs directly into the SAE J1939-13 and use, says Bradford. “Most other the Cummins INLINE Mini, pull pridiagnostic connector on equipment connectivity systems require ongoing oritized fault code data and send and connects via Bluetooth, works in payments that add up over time, espethe information directly to their tandem with the Cummins Guidanz cially if an owner has many machines.

Cummins service provider via the mobile app, which is available on both The cap, by comparison, has no ongoCummins Guidanz mobile app,” Hall iOS and Android platforms. ing connectivity costs,” he adds. explains. “At that point, a certified serFor its part, the Perkins SmartCap “Customers find it very helpful to vice provider can work with the fleet fits mechanical and electronic Perkins use Cummins Guidanz to access and to determine severity and schedule 400 Series to 1200 Series engines disshare failure information in advance service accordingly. This maximizplacing from 0.7 to 7.1 es equipment efficiency and liters, Bradford explains, uptime.”

“A HUGE BENEFIT TO SMART ENGINE noting, “It’s also ecoRental sites can quicknomical enough to make ly verify that every unit is DIAGNOSTICS IS KNOWING THE EXACT sense for someone who leaving their site with no owns only one engine.”

ENGINE OPERATION HOURS AT ALL TIMES, fail codes, which means no For a single machine issues during the job and WHICH MEANS SERVICES CAN BE SCHEDULED rental period. Rental compaoperator, the Perkins SmartCap provides usenies can also maximize their WHILE THE ASSET IS NOT COMMITTED TO ful reminders for when operations by obtaining key A PROJECT, SO IT’S NEVER OUT OF ACTION information from the engine services are due and helpful aids when perand decide whether the job WHEN REQUIRED BY A RENTER.” forming those services. can be finished and schedule Fleet owners get that service later, or quickly swap IAN BRADFORD, PERKINS benefit and the added the equipment before the job support for an overall and customer is affected. engine management system that elimwith their maintenance operators “A huge benefit to smart engine inates the need to store extensive data or service shops,” says Hall. “They diagnostics is knowing the exact files on each engine. They also get fully believe they can inform service proengine operation hours at all times, electronic service reminders, a service viders much earlier and it will enable which means services can be schedlog and access to constantly updated technicians to visit equipment locatuled while the asset is not committed parts books and operation/mainteed in remote areas, with the necessary to a project, so it’s never out of action nance manuals. parts and tools. They anticipate that when required by a renter,” Bradford this pre-information will significantsays. “Real-time data from the Perkins Users appreciate simplicity ly reduce their failure diagnosis and SmartCap also lets management teams and low cost equipment downtime.” compare engine use across assets, Bradford says user response to He continues, “End users conallowing all machines to be utilized the Perkins SmartCap has been oversider the use of Cummins Guidanz a at the most competitive rates. Rental whelmingly positive. game changer, by having the ability companies also could use Perkins “The feedback we have received to understand better the problem and SmartCap data to offer preferred says they are impressed with the simits criticality. Furthermore, they can rates to renters based on tracking and plicity of the Perkins SmartCap/ make better decisions for their busiusage information that quantifies the Perkins MyEngine system and the fact ness and improve up time, in addition operational efficiency benefits of the that it works on such a wide variety to sharing this information with the Perkins SmartCap equipped assets.” ■ of machines,” he says. “The app curCummins-certified technician in rently supplies information in English, order to reduce the time to repair.”

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ENGINES

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The 3.4-liter KDI 3404 (direct injection) diesel engine achieves Tier 4 Final compliance without a DPF by utilizing a direct injection system, cooled exhaust gas recirculation and diesel oxygenated catalyst.

• QSF2.8 (49 to 74 hp), QSF3.8 (74 to 130 hp) and QSB4.5 (113 to173 hp) offer an optimal range of displacement and horsepower and simplified technology that allows for compact installation packages • QSB4.5-powered mobile rental generator set offers 200-kW output

• Integrated high-pressure common rail system utilizes pressures at 29,000 psi to deliver better atomization of fuel, improved fuel consumption and a reduction in emission particulates • Compact engine design will fit existing and new equipment • Four ratings are offered ranging from 74 to 134 hp with peak torques from 276 to 369 lbs.-ft.

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• Aftertreatment solutions include the “fit and forget” diesel oxidation catalyst (DOC) for ratings below 75 hp, rugged selective catalytic reduction (SCR) system and combined DOC-SCR system for use at higher outputs Search: www.forconstructionpros.com/12173415

Perkins Syncro Line of Compact Engines • Common rail direct injection and full authority electronics • The compact package size features a rear-mounted small diesel oxidation catalyst (DOC), allowing customers to adopt no-compromise machine designs across compact applications including skid steer loaders, aerial work platforms, lift booms, wheeled loaders and hydraulic excavators • Class-leading torque, better load acceptance Search: www.forconstructionpros.com/12311300

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Kubota V5009 Stage V Diesel Engine The 210.9-hp V5009 five-liter, four-cylinder diesel engine is designed to meet EU Stage V emissions regulations and will be available when the regulation goes into effect in 2020.

• Aftertreatment devices include a diesel particulate filter (DPF) and selective catalytic reduction (SCR) • Air intake amount secured through highpressure supercharging, with combustion matching to create high in-cylinder pressure

John Deere 13.6L Engine This 13.6-liter engine features an integrated highpressure common rail fuel system and an improved combustion process that reduces DEF consumption.

• Maximum variable speed power rating over 684 hp • Single and dual turbocharger configurations • Includes full-authority electronic controls, rear gear train, hydraulic lash adjusters and multiple aux drive connections • Capability to add more pumps with integrated power take-off • Two Integrated Emissions Control system sizes offered Search: www.forconstructionpros.com/12314181

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EARTHMOVING EQUIPMENT

By Becky Schultz, contributing editor

MAXIMIZE LIFE & PERFORMANCE of Compact Equipment Hydraulics Get the benefits of skid steer and compact track loader attachment versatility without placing critical components at risk

Higher hydraulic horsepower capabilities allow high-production applications such as milling pavement to be completed faster.

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H

ydraulic systems and components in compact equipment have evolved dramatically over the past several years. Even as engine ratings have dipped, hydraulic systems have become more “intelligent” with enhanced power and performance.

“Due to Tier 4 regulation, many of today’s skid steers and track loaders are using less powerful engines than comparable loaders of 10 years ago,” says Nathan Ryan, skid and track loader product manager, Manitou Americas (Gehl and Mustang). “For this generation of loaders to maintain comparable performance specifications, the hydraulics systems have to be smarter and more efficient.”

Manufacturers continue to increase both hydraulic pressure and flow to meet the requirements of highperformance hydraulic attachments.

“Whereas in the past finding flow to operate a specific circuit meant simply increasing the pump size, systems now look to find that flow by combining circuits that would very rarely operate simultaneously,” he explains.

“Pump and valve efficiencies have also improved over the years as manufacturing technologies have evolved, creating higher quality components.

Using the available power as efficiently as possible has allowed loaders to continue to operate powered attachments — in most cases, with increased flow availability.”

“High flow continues to migrate to higher settings,” says Jorge De Hoyos, Kubota senior product manager, skid steers and compact track

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EARTHMOVING EQUIPMENT

loaders. For example, Kubota’s new SVL95-2s comes in a high-flow model that boasts over 3,500 psi and 40 gpm.

“Manufacturers continue to increase both pressure and flow to satisfy the requirements of... mulching heads and

cold planers, among other high-performance hydraulic attachments.”

Caterpillar skid steers and compact track loaders offer four hydraulic performance packages that can produce up to 94 hydraulic hp.

“Hydraulic horsepower, or working horsepower, is a calculation using the pressure and the flow produced by the machine to reflect the power available to the attachment in order to complete the job at hand,” notes Alex Gajewski, sales support consultant, Caterpillar.

“The improvements in the hydraulic systems have allowed for more and more performance from a machine and, in turn, higher hydraulic horsepower figures.”

As a result, jobs can be completed faster, particularly high-production applications like milling and mulching.

t Today’s sophisticated hydraulic systems have little tolerance for contaminants. To protect components, follow recommended maintenance, and clean fittings on the machine and hydraulic attachments before connecting.

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Cleanliness is critical Yet, there are certain challenges associated with this higher performance. According to Ryan, the improvements in hydraulic component efficiency are largely the result of tighter tolerances on internal systems, which can make the systems more susceptible to damage by smaller contaminants.

Today’s sophisticated hydraulic systems have little tolerance for contaminants. To protect components, follow recommended maintenance, and clean fittings on the machine and hydraulic attachments before connecting.

“Like modern [emissions-compliant] diesel engines, today’s more sophisticated hydraulic components are not much different when it comes to little tolerance of contamination,” says

u Manufacturers continue to increase both hydraulic pressure and flow to meet the requirements of high-performance hydraulic attachments.

Michael Shebetka, product manager, Takeuchi-US. “Contamination will most certainly shorten [the life of] or completely wipe out hydraulic components, depending on how much and what type of contaminants.”

To protect sensitive components, Shebetka advises practicing routine maintenance of filters, hydraulic fluid change intervals, fluid testing and adding or replacing manufacturer-recommended hydraulic oil.

“Contamination is a risk in any system,” says Gajewski, “and as hydraulic systems evolve, so do the performance capabilities of filters and contamination avoidance methods.

The best way to avoid any contamination risk is for a good cleaning routine to be followed.”

Cleanliness is also critical when swapping out attachments. “Pressurerelieving quick disconnects are provided on Cat skid-steer and compact-track loaders. When connecting an attachment, those disconnects oftentimes end up on the ground,”

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Gajewski notes. “It is very important that an operator carry a rag or some method to clean the surface of the quick disconnects on both the tool and the machine.”

“Cleaning attachment fittings on both the machine and attachment side before connecting [will prevent]

introducing dirt and other contaminants into the system,” Shebetka adds.

He also recommends cleaning the refill cap and surrounding area before replenishing hydraulic fluid.

You can further limit contaminant risk with a little advance planning. “To minimize exposure, try to plan your

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work efficiently so that you disconnect attachment hydraulic couplers only when absolutely necessary,” Ryan advises. “Clean attachment and loader connects thoroughly before connecting them, and when not in use, cover the connectors with a sealed cap or plugs.”

Drain any pressure built up in the hydraulic lines of the attachment after use. “A combination of both cleaning the quick disconnects and relieving pressure will minimize the chance of debris entering the hydraulic system,” Gajewski indicates.

Though relieving pressure won’t directly lower the potential for contamination, it will reduce the chance that an operator will need to loosen hydraulic fittings, which can lead to greater contamination risk. It also makes it easier when it’s time to reconnect the attachment.

In addition to contaminants, there is the risk of fluid incompatibility. “The risk depends on the [attachment’s] oil retaining capacity and type of oil,” says De Hoyos. “If the hydraulic oil specification on the attachment matches that of the skid steer or compact track loader, then the risk is minimized to any contamination that may have entered one or the other. If the oil specifications are different, then it depends on how much oil the hydraulic attachment retains, since this will be mixed with the hydraulic oil of the [loader]. The greater the oil capacity, the higher the risk of lubricant properties changing.”

Find the right match Protecting your equipment also means properly pairing the carrier and attachment.

Higher hydraulic horsepower capabilities allow high-production applications such as milling pavement to be completed faster.

“It is very important to match the performance of a skid steer or compact track loader with the capabilities of the tool,” says Gajewski. “On highpowered rotary attachments such as

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brush cutters, mulchers, cold planers (milling heads) and wheel saws, the tools [require] larger amounts of both hydraulic flow and pressure. In order to deliver the high performance expected, they must be used with high hydraulic horsepower machines.”

IT IS VERY IMPORTANT TO MATCH THE PERFORMANCE OF A SKID STEER OR COMPACT TRACK LOADER WITH THE CAPABILITIES OF THE TOOL. “Using loaders with marginal flow for an attachment’s recommended

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flow requirements will result in attachment performance that won’t meet the operator’s expectations and reduced efficiency,” Ryan agrees. Consider a snow blower, for example. “With borderline flow, the attachment may operate in light snow, but with a heavy snow, it will not throw the snow as far or will require a lower travel speed to sustain the same performance.

Exceeding the attachment’s max pressure and flow can have more dire ramifications. “Using excessive flow for an attachment can result in faster wear on the attachment and its hydraulic components or unsafe operating speeds of the attachment,” says Ryan.

“If you operate full throttle, then you are maximizing both flow and pressure [of the carrier], which may exceed the maximum settings of the attachment and inevitably damage attachment components, seals and hoses,” De Hoyos warns. “In those cases, a flow metering valve may help decrease the risk.”

Doing your homework can help to minimize the risk. “Before buying an attachment... review the recommended flow requirements. In many cases, the manufacturer will have several options available to best match the loaders’ needs,” says Ryan. “If a variety of attachments with varying flow requirements are to be used, then operators should consider loaders with both standard and high-flow auxiliary hydraulics capabilities.”

Companies such as Caterpillar are striving to make the process of matching carrier and attachment more seamless by offering work tools that are performance matched to the hydraulic package of their machines. In Caterpillar’s case, a nomenclature system is used to help direct the correct combination of attachment and carrier.

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“Both the machines and the tools are identified with their performance packages,” says Gajewski, “and when switching between attachments, the machine with higher hydraulic performance can always operate an attachment that may not have the higher flow/pressure requirements.

For example, a machine with high hydraulic horsepower can still run a work tool with lesser requirements, such as a standard-flow broom.” Only the required flow needed for operation is sent to the attachment.

To ensure an ideal match, the Kubota high-flow SVL95-2s offers up to five pre-settings designed to match multiple attachment requirements. By presetting the flow, the operator can eliminate the risk of overloading the settings of the attachment.

u Today’s compact machines, such as this Gehl skid steer, feature electro-hydraulic proportional controls that allow operators to maintain precise control of attachments and allow instantaneous ramp-up to full flow — all at the touch of a button on the joystick.

Designed with multiple attachments in mind Skid-steer and compact track loader suppliers are adding other attachment-friendly features into equipment designs, as well.

Today’s compact machines feature electric hydraulic proportional controls that allow operators to maintain precise control of attachments and allow instantaneous ramp-up to full

flow — all at the touch of a button on the joystick.

“Today’s compact track loaders and skid loaders are equipped with electrohydraulic proportional controls that allow operators to maintain precise control of their attachments during the slightest of movements, but also allow instantaneous ramp-up to full flow when required — all at the touch of a finger on the joystick,” says Ryan.

GEAR UP.

TIME TO GET MORE RETURN OUT OF YOUR INVESTMENT

The Tier 4 Final D260PDDZ is the perfect unit for rental stores looking to maximize their ROI. Delivering 260 CFM at 100 psi or 185 CFM at 150 psi, this dual capacity/dual pressure machine delivers the air you need for your projects and is only a fraction of the cost of Tier 4 Final 375 CFM portable compressor.

LEARN MORE AT:

www.Sullivan-Palatek.com

/ (219) 874.2497 Search: 12020177

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“Many modern attachments have onboard flow control mechanisms and today’s loaders are equipped to support them,” he adds, “but require the loaders to be equipped with electrical auxiliary options like a 14-pin control harness and joystick.”

To that end, in addition to primary auxiliary hydraulics, Takeuchi skidsteer and compact track loaders offer a secondary auxiliary circuit, 3/4in. high-flow hydraulics and a 14-pin electrical connector for attachments offering multiple functions. Such functions are then operated via joystick thumb controls.

“We also have the ability to change hydraulic flow and multiple attachment presets on our multi-function monitor to dial in the proper attachment settings for maximum productivity and efficiency,” says

Shebetka. “This gives us the ability to run about any attachment out there.”

Technology improvements aren’t limited to hydraulic performance.

“There have also been major strides in methods to improve operator use of the power available,” says Gajewski.

“Features such as creep control, work tool positioner, self-level, ride control and programmable settings for drive and implement response have led to greater control of attachments.”

Take the use of the the Caterpillar creep control feature in cold planer operation. “The creep control feature can be used to match the ground speed of the machine with the capabilities of the attachment, thereby reducing the opportunity for stall,” says Gajewski. “In that application, cutting 2 to 6 in. of asphalt off a road requires high hydraulic power and

an attachment that can harness that power and efficiently cut the concrete or asphalt. The tuning of the machine/ task/tool solution is imperative to maximize production.”

Such features can also translate to standard hydraulic attachments. “The work tool positioner feature allows you to set an angle for an attachment and return to the same angle repeatedly,” says Gajewski. “Also, Dual Direction Self-Level helps in bucket and pallet fork work where the machine takes care of leveling the load, avoiding any spillage or uneven distribution of material.

“All the improvements made to performance and control add up to a highly productive package,” he adds, “which can improve the efficiency of the way tasks are completed on the jobsite.” ■

Search: 10072961 www.ForConstructionPros.com/RENTAL

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COMPACT EQUIPMENT

Wacker Neuson Medium-Frame Loaders The SW16 and SW17 radial lift and SW20 and SW21 vertical lift skid steers have 1,600- to 2,100-lb. rated operating capacities (ROC), and the ST28 radial lift and ST31 vertical lift compact track loaders have a 2,800- and 3,100-lb. ROC (50% tipping load).

• Bucket breakout force of 5,300-lbf.

• Vertical lift models provide a 124-in. hinge pin height • 55-hp Kohler 1903 3-cylinder (SW16, SW20) or 74.3hp Kohler 2504 4-cylinder diesel engine with no DPF Search: www.forconstructionpros.com/12289906

New Holland L234 Skid Steer The 8,900-lb. L234 has a 3,400-lb. rated operating capacity at 50% tipping load and a 9,323-lb. bucket breakout force.

• 90-hp FPT F5B Tier 4 Final engine utilizes selective catalytic reduction technology • 24-gpm standard auxiliary hydraulics or 38-gpm Hi-Flow with 3,450 psi • Super Boom technology delivers maximum reach at full height • IntelliPanel mounted on the “A” post provides easy reference to critical machine information Search: www.forconstructionpros.com/12271410

Kubota SVL75-2 High Flow Compact Track Loader The SVL75-2 with High Flow offers 2,300 lbs. of operating capacity, a bucket breakout force of 6,204 lbs. and lift arm breakout of 4,766 lbs.

• Auxiliary hydraulic flow of 29.3 gpm • 74.3-gross-hp Kubota four-cylinder, direct injection, turbocharged, Tier 4 Final diesel engine • Electronic Travel Torque Management System constantly monitors the load to optimally control hydraulic pump output

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.

• 24.2-gpm standard auxiliary hydraulic setup or available high flow at 38.7 gpm and 3,450 psi and enhanced high flow at 35 gpm and 4,000 psi • 90-hp FPT engine with selective catalytic reduction eliminates the diesel particulate filter and associated regeneration • EZ-EH (electro-hydraulic) controls provide nine adjustable speed and control sensitivity settings that can be adjusted on the fly • Single rocker switch allows operators to switch between “H” operating pattern and ISO pattern controls

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Bobcat Next-Generation R-Series Compact Excavators The E32 and E35 fit in the 3- to 4-ton size class and feature dual-flange rollers that extend the undercarriage structure closer to the track’s edge and provide up to a 15% increase in over-the-side capacity and more stability.

• Integrated rear counterweight design lowers the center of gravity • Strengthened hinges and latches and rigid, aligned excavator panels reduce vibration in the cab • 15% more window surface area and narrower side pillars for enhanced visibility

• Push-button Ride Control

• Wider seat and cab with 29% more floor space, redesigned, fold-away floor pedals and tubular-frame reinforced cab door

Search: www.forconstructionpros.com/12271367

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• Standard two-speed travel and high-ground clearance ensure travel performance on difficult terrain • Multi-function levers provide fingertip control of all major functions • 24.6-gal. fuel tank Search: www.forconstructionpros.com/12296944

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 www.ForConstructionPros.com/Rental.

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Visit Booth 5827 in New Orleans February 19 - 21, 2018

OF A

9FT LIFT HEIGHT 6.4 IN MAXIMUM

OPERATING CAPACITY

1,841 LBS

With 55 years of experience, Takeuchi has earned a reputation for innovation. From the invention of the first 360-degree excavator to the very first rubber-tracked loader, Takeuchi has led the way in the compact construction equipment industry.

See for yourself how our performance, power and reliability stand the test of time.

Contact your nearest authorized Takeuchi dealer for details on the TL6R and our full line of excavators, track loaders, skid steer and wheel loaders.

LEARN MORE AT TAKEUCHI-US.COM

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COMPACT EQUIPMENT

John Deere 30G Compact Excavator The 30G comes with all the standard G-Series features, including mechanical pattern changers, quick couplers and proportional auxiliary hydraulics plumbed to the end of the boom.

• 9-ft. 2-in. dig depth • Third service door improves access to the cooling core and other daily checkpoints • Manual wedge-style quick-coupler Search: www.forconstructionpros.com/12313318

ASV RT-75 Heavy-Duty Compact Track Loader The RT-75 Heavy-Duty compact track loader has a 2,650-lb. rated operating capacity, a tipping load of 7,571 lbs. and a lift height of 126 in.

LIFT YOUR BOTTOM LINE

• 75-hp Cummins 2.8-liter, turbocharged, Tier 4 Final diesel engine produces 221 ft.-lbs. of torque

For years, UPequip offers a full line of rental ready compact aerial lifts and cranes for the most complicated, demanding and cramped jobsite.

• Posi-Track rubber track, dual-level suspension undercarriage achieves a ground pressure of only 3.6 psi

Let us help your customers with their challenges.

COMPACT ATRIUM LIFTS

16 models / 80 configurations 40’ to 139’ working height Tracked or wheeled Bi-energy or Lithium-Ion Single/ double door access

• Includes metal guarding around key areas to protect against brush and debris • Hydraulically driven, auto-reversing cooling fan blows debris out of the engine compartment screens • Auxiliary hydraulic system provides 35.7 gpm high flow and 3,300 psi Search: www.forconstructionpros.com/12311773

COMPACT TRACKED CRANES

Up to 72’ lifting height Up to 8810lbs capacity Straight and Articulated Hybrid for Indoor/outdoor use Single door access for all models

Volvo EC27D Compact Excavator The 2.7-ton EC27D conventional radius compact excavator features 5% greater fuel economy than its predecessor, optimal lifting capacity and more than 9,600 lbs. of digging force.

• Powered by a 19.8-net-hp Volvo D1.1A Tier 4 Final engine with passive regeneration • Automatic two-speed travel system

The fastest growing brands of compact lifts and cranes in North America

• Single variable-displacement pump

Join the Simple Inside ™ community and call 1 -844-UPequip Nationwide re-rental available short or long term

• Auto engine shutdown

Visit www.UPequip.ca to built you unit on -line Visit us at booth 6357

• Auto idle • Wide-opening lockable engine hood • Comes with ROPS/FOPS canopy or optional Volvo Care Cab and includes a Volvo pin-grabber mechanical quick coupler Search: www.forconstructionpros.com/20977598

Search: 12223430

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Gehl V420 and Mustang 4200V Skid-Steer Loaders The Gehl V420 and Mustang 4200V vertical lift skid steers have a 4,200-lb. rated operating capacity and are powered by a 120-hp Deutz diesel engine.

• 8,450-lb. lift capacity • High-flow option offers 40+ gpm • Cab rolls back with lift arms up or down for ease of service Search: www.forconstructionpros.com/20858581

Takeuchi Tier 4 Final TB290 Excavator The 18,780-lb. TB290 is equipped with a 69.2-hp Yanmar turbocharged, Tier 4 Final engine.

• 16,565 lbs. of bucket breakout force • Standard long arm with integrated thumb mount provides a 15-ft. maximum dig depth and 17-ft. 3-in. maximum dump height • 33.8-gal. fuel tank capacity • Roomy, deluxe cab with automotivestyled interior, LCD color multiinformation display, high-capacity HVAC system and high-back suspension seat • Cab also offers a radio with auxiliary jack, roll-up front window with gas spring lift-assist cylinder and sunshade with optional rain guard protector Search: www.forconstructionpros.com/12319022

JCB 210 and 215 Skid-steer Loaders The 210 radial lift small frame skid-steer loader has a base rated operating capacity (ROC) of 2,094 lbs., while the 215 vertical lift model boasts an ROC of 2,150 lbs.

Fielding a strong team since 1942, Allied Construction’s starting lineup of Rammer® and Hy-Ram® hammers and Ho-Pac® and Skid-Pac® compactors crush the competition. Rent Allied attachments for skid-steers, backhoes, or excavators to chalk up an all-star ROI. February 19 - 21

Booth # 4723

• Operating capacity can be increased by roughly 200 lbs. with an optional, dealer-fitted “suitcase” counterweight kit • High-flow auxiliary hydraulic circuit delivers 36 gpm to power high-flow attachments • 74-hp JCB by Kohler diesel engine meets Tier 4 Final with no diesel particulate filter required • Single PowerBoom design with side door entry enhances safety and visibility and enagles a larger cab size Search: www.forconstructionpros.com/20859364

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VISIT OUR NEW WEBSITE

ALLIEDCP.com | 800.321.1046 Search: 10071894 JANUARY/FEBRUARY 2018

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By Rod Dickens, contributing editor

CHOOSE THE RIGHT FLOORING STRIPPER for Your Rental Inventory

Today’s market offers a growing array of choices for your store’s flooring removal needs

F

looring strippers have been in rental stores for decades, yet that alone doesn’t imply matching a machine to your store and customer is easier today. Even though these versatile units haven’t changed significantly over the years, it’s still a challenge for rental store owners and managers to have the right flooring strippers in their inventory and ensure they do the job customers have in mind. Flooring material, substrate, and glue are all part of the equation, as is the configuration and area of the flooring to be removed and the customers who are going to use it.

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Market effects “The market shift caused by the 2008 recession was an abrupt one and it has left a lasting impression,” says Jan Wienckowski, marketing manager for General Equipment Company.

“Despite a surging stock market and ongoing construction, people are holding back a bit. In lieu of putting on a new addition or doing something even more costly, both homeowners and business owners continue to renovate and remodel, which often means replacing floors.”

Connie Johnson, marketing director for National Flooring Equipment,

acknowledges this trend. “Yes, the market for flooring strippers has grown over the last 10 years, thanks in large part to consumer reticence, which is responsible for much of the rebuilding and renovation. Major storms last year have also impacted local markets where there’s been a sharp increase in demand for equipment that takes up flooring to help prevent mold.”

Making the match Hardwood, linoleum, vinyl and ceramic tiles, and carpeting are among common floors, all of which adhere to a substrate that could be made of concrete, hardwood, plywood or another material. Vinyl tiles and carpeting are among popular floors, although, as Wienckowski notes, the

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When you choose Chicago Pneumatic, you get much more than reliable equipment. You get a partner in your success. We can recommend the best products for your customer base, connect you with financing to meet your cash flow needs, and support you with technical expertise to keep your equipment running profitably. cp.com

VISIT BOOTH #4639 at The Rental Show!

Check out our show specials.

A portion of the proceeds from orders placed at the show will be donated to the Autism Society, so your purchase will help make a difference.

Booth 4639 | The Rental Show | Platinum Sponsor | Feb. 19-21 | New Orleans

PEOPLE. PASSION. PERFORMANCE.

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region of the country plays a role, too.

In the Midwest, for example, there’s a tendency to see carpeting versus California and southern states where wood floors and ceramic tiles are more prevalent.

Most flooring strippers are designed to remove a variety of flooring material, yet they all have their strengths. The Makinex Jackhammer Trolley, which can be used with five different Jackhammer brands, can remove hardwood, thin set, VCT (vinyl composition tile), tiles, and vinyl. Attaching the company’s Tile Smasher Head allows it to make quick work of smashing ceramic tile.

Wolff, a subsidiary of Uzin-Utz, has been manufacturing flooring strippers since 1954 and introduced

u The Makinex Jackhammer Trolley can be used with five different Jackhammer brands to remove hardwood, thin set, vinyl and tiles.

the industry’s first self-propelled model in the 1950s. One of its five models, the Turbo II Stripper, has been on the rental market for 25 years.

A fast blade speed (5,000 strokes per minute) and a wood stripper set introduced four years ago, makes it a good choice for customers intent on removing hardwood floors. The unit is belt-driven, with one belt for the striking mechanism and the other for the drive mechanism.

According to Wienckowski, General Equipment Company has two rental store workhorses in its lineup,

BLADE RUNNER electric and propane Br25 + Detachable carpet and tile scraper tooling + Detachable broom - 24” + Detachable angle dozer blade - 24” + Detachable adhesive removal head - 24” + Planetary high torque wheel drives + Oversized sure grip non-mark tires + 25 horsepower propane engine + EFI Kohler engine + 5 gallon fuel tank + LED work light + USB ports

www.bladerunner.equipment

+ Variable piston type drive pump + Adjustable seat with lumbar support and fully adjustable arm rests + Hydraulically control tool cut depth and tool cut angle See the complete machine details and tooling options available at our website

Dickson Industries Inc.

tel. 405-598-6547

Search: 10112007

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the walk-behind FCS16 and CTS12.

The former, he noted, is geared toward removing glued-down, rubber-backed carpeting; linoleum; and VCT. The CTS12 is designed for removing ceramic tile, heavy pavers, and glueddown wood flooring.

“We also have a hand-held FCS5AC and the walk-behind FCS10 for smaller areas such as stairwells, bathrooms and closets that remove the same flooring material as the FCS16,” adds Wienckowski.

In addition to five walk-behind flooring strippers, National Flooring Equipment has eight ride-on strippers or scrapers that run either on battery power or propane. The units can be fitted with a variety of blades and shanks suitable to the task at hand, be it be ceramic or vinyl tile, hardwood or carpet.

More is better As always, determining how customers are going to use a machine is critical to their satisfaction. To ensure they leave the store with the right flooring stripper and blades, the more questions they can be asked and answer, the better off they will be.

Most will have a good handle on flooring type, square footage, and room configuration, but substrate and how flooring is adhered to it might be more of a mystery, especially for DIYers. That’s one reason Dan Gill, brand manager for Wolff, emphasizes that properly setting up a machine can be trial and error for them.

“We recommend rental stores stock four different blades for our machines, a self-dicing blade, a 3 x 5 blade, a VCT blade, and a wood stripper set. Ideally, Turbo II flooring strippers should go out the door with three individual weights, each weighing 66 pounds. One will be adequate for most vinyl and carpet surfaces.

More will be required when removing

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0% FOR A LIMITED TIME ONLY

FINANCING* FOR

24 MONTHS

OR OTHER SPECIAL OFFERS ON SELECT MODELS.

It’s easy – Stop by Vermeer booth 6113 during The Rental Show and talk to a Vermeer representative about these limited time special offers.

Be sure to ask a Vermeer representative about the SHOW SPECIAL when you visit the booth.

VISIT VERMEER.COM/RENTAL TO LEARN MORE ABOUT THESE EXCLUSIVE OFFERS.

For more information on The Rental Show at The Ernest N. Morial Convention Center, New Orleans, please visit www.therentalshow.com. *Terms and conditions: This promotional offer is valid for the following Vermeer new equipment models: BC700XL, BC900XL, BC1000XL, SC30TX, SC40TX, SC292, SC362, S450TX, S725TX, S925TX, S800TX, CTX50, CTX100, RTX130, RTX200, RTX250, RTX450, SPX25, PTX40, PTX44, (TLR25, TLR33 and mini skid steer attachments are eligible for finance options only). Promotional financing available only through DLL. See your Vermeer dealer for other promotional rates on these models.

Financing is available to qualified rental customers within the U.S. and Canada only. Subject to credit and equipment approval. Promotional rate is good for transactions approved by Feb. 21, 2018, and transactions must be funded by Mar. 31, 2018. Rental Centers are eligible, all other Vermeer Corporate accounts are not eligible. Vermeer Corporation reserves the right to modify or terminate all services and programs offered, without notice.

Vermeer, the Vermeer logo and Equipped to Do More are trademarks of Vermeer Manufacturing Company in the U.S. and/or other countries. The De Lage Landen (DLL) logo is a trademark of De Lage Landen Financial Services, Inc. and De Lage Landen International B.V. © 2018 Vermeer Corporation. All Rights Reserved.

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difficult hardwood floors or other surfaces that are glued down with newer products like urethane.”

National Flooring Equipment’s Johnson adds, “For the typical DIYer, a small walk-behind machine like our 550 walk-behind is a good match. It’s our most basic model. The customer can plug it in, set the height of the shank or blade and go. Our 6280 HD Gladiator delivers more power and torque for the tougher jobs, and is a more versatile machine.”

Hand-held models to remove flooring from bathrooms and other tight areas are also available. The handle of Wolff ’s Duro Stripper, for example, can even be removed so the machine can be used on stairs. “When fitted with a razor blade tool, it’s perfect for removing glue, too,” notes Gill.

What’s in your inventory?

Flooring strippers, just like other equipment in your inventory, need to be easy to operate, easy to transport, and reliable. “A machine that reduces labor time in removing an existing

Search: 10071889

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p National Flooring Equipment offers five walk-behind strippers as well as eight ride-on models, which are powered by battery or propane.

floor can be important, too,” says Gill.

“The Turbo II’s striking mechanism is not only fast, it moves forward and backward instead of oscillating. We like to refer to it as a jackhammer on wheels.”

If that’s what you’re looking for, Makinex has just the tool. “Any of these five Jackhammer brands - Bosch, Hilti, Makita, Dewalt or Hitachi can be attached to our Jackhammer Trolley,” explains Makinex Marketing Coordinator Dani Planto. “The shock absorbers in the main handle and the rubber composition of the handle, along with the the block set that attaches the jackhammer to the trolley, serve to reduce vibration; the trolley itself carries the jackhammer’s weight.”

She continues, “The handle can be adjusted to six different heights to accommodate different operators and change the angle of the blade. A large foot plate allows the operator to apply more force to create extra leverage and increase forward speed.”

Planto emphasizes the trolley is portable and can easily be loaded into trucks and unloaded. It also significantly reduces operator back stress while removing flooring.

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General Equipment recommends its Gen 3 FCS16 for jobs up to 15,000 sq. ft. and model FCS18 for those up to 30,000 sq. ft. “A ride-on flooring stripper would likely be required for large commercial applications over 30,000 sq. ft.,” notes Wienczkowski, who mentiones the company is introducing two new flooring strippers in 2018.

“Our new Gen 3 FCS16 will have many of the same features as its predecessor, such as the Back-Saver Blade Control System, along with an improved armature and armature bearing system that is now greaseable with a centralized grease fitting for even greater service and ROI. It also features a quick-release folding handle, a new easy-to-use magnetic switch, convenient built-in weights, and a new blade clamping system that prevents flooring material buildup between the blade and clamp.”

The company is also introducing a new self-propelled FCS18 that features variable speed forward and reverse plus an emergency stop in the event of machine loss of control during operation. It is a dual motor unit; one motor for the exciter plate and blade and the other for the drive mechanism.

Wienczkowski says, “This is a heavier unit that is designed to take the physical stress off the operator, letting the machine do the work, especially when encountering more stubborn materials and larger areas.

Again, as part of our design philosophy, the handle and weights can be removed for easy transportation.”

For large commercial-type projects, National Flooring Equipment offers eight ride-on flooring strippers, either battery or propane powered. “Depending on the job, batteries should run for a full work day before they need recharging,” reports Johnson. “All our battery-powered ride-on scrapers feature a battery tray that can easily be replaced with fully charged batteries.”

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MANUFACTURERS ACKNOWLEDGE THAT CHANGES TO THEIR PRODUCT OFFERINGS OVER THE LAST SEVERAL YEARS HAVE BEEN MORE FUNCTIONAL THAN REVOLUTIONARY.

The only time people notice an air compressor is when it’s not working.

That’s why Jenny has basically gone unnoticed since 1927. It’s the hazard of offering the most reliable compressors on the market, but we wouldn’t have it any other way…nor would our customers.

›› Isn’t it time a Jenny was hiding on your jobsite?

MADE IN THE U.S.A.

Visit us at booth 2236

JennyProductsInc.com

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DIY/LIGHT EQUIPMENT New and different Manufacturers acknowledge that changes to their product offerings over the last several years have been more functional than revolutionary.

Better ergonomics, design enhancements that improve efficiency, new blade offerings and so forth all work to improve performance.

Wolff ’s Turbo II has a couple unique features, though, including a USB port for operators who want to charge their cell phones and keep them within easy reach while they’re working. In 2018, the company will also introduce an hour meter on the unit. Gill explains, “The hour meter serves two functions: Customers won’t be able to return the machine, claiming that it didn’t work, when indeed the hour meter sends a different

“TECHNOLOGY IS CONTINUOUSLY EXTENDING BATTERY LIFE AND IMPROVING CHARGING SYSTEMS, BOTH OF WHICH MAKE BATTERY-POWERED UNITS LIKE OUR RIDEON MACHINES EVEN MORE PRACTICAL FOR LARGE COMMERCIAL PROJECTS.” — CONNIE JOHNSON, NATIONAL FLOORING EQUIPMENT message. It will also alert the rental company to recommended service intervals.”

Johnson adds, “Technology is continuously extending battery life and improving charging systems, both of which make battery-powered

units like our ride-on machines even more practical for large commercial projects.”

General Equipment’s Wienczkowski identifies a growing trend toward smaller self-propelled machines and says he expects to see

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u Major storms last year have impacted local markets where there has been a sharp increase in demand for equipment that takes up flooring to help prevent mold.

remote-controlled machines on the market not too far down the road.

“Operating a flooring machine remotely eliminates vibration and reduces fatigue,” he emphasizes, “but pricing may narrow market significantly. Wolff might have a remote-controlled flooring stripper in the U.S. market in 2019. The machine it currently has on the European market is attached to a 6-ft. tether. “Wireless would be more agreeable,” says Gill, “but that would require a steeper learning curve that would likely make it a difficult purchase for most rental stores.”

Never say never, though. As flooring becomes more durable and glues more adhesive, flooring stripping manufacturers will have to keep pace and continue to offer machines that get the job done quickly and efficiently while reducing operator stress and fatigue. ■

We’re Looking For A Few Good Dealers!

Hatz Diesel wants to partner with quality dealers to better serve the fastgrowing number of OEMs using Hatz Engines in their products. The benefits are many. Not only will you establish yourself with a premier diesel engine manufacturer, but you’ll be aligned with the Hatz Distributor Network that excels in capability and support.

Plus, you’ll receive discounts on parts, replacement engines, be reimbursed for warranty work and receive training and full support. For more information about becoming a Hatz Dealer, contact your local Hatz Distributor or contact Hatz Diesel of America.

Innovate!

Introducing a radically New Coupler System that Transforms an eXcavator into a Rigid Boom, Full Revolving, Universal Skid Steer Tool Carrier, and easily back to a Digging eXcavator!

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www.amulet.com

XBoom Coupler® is Patent Pending. All content is Copyright Protected © 2017.

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FLOORING STRIPPERS

General CTS12 Rip-R-Stripper The CTS12 Rip-R-Stripper for floor-covering removal projects removes ceramic tile, hardwood floor and other tough floor coverings.

• Acts as a tool carrier for electric-powered breakers with ratings between 30 and 45 ft.-lbs.

• Direct-impulse force breaks through high bond strengths of mastics, glues and thin-set materials • Features an ergonomic design for reducing operator strain • Includes a rubber-insulated adjustable handle for operator comfort Search: www.forconstructionpros.com/10225514

Rapid Roof Remover (for Floor Removal Too)

Blastrac BMS-220ADB The BMS-220ADB ride-on scraper for medium and large sized floor stripping applications is battery operated and easily maneuverable with a zero turn radius.

• Non-marking tires • Complete hydraulic control • Heavy-duty blade and motor Search: www.forconstructionpros.com/11290940

The Rapid Roof Remover from JKN Enterprises is a lightweight pneumatic tool that serves two very different markets for the rental industry. It’s capable of removing multiple (up to five) layers of roofing with fasteners in a single pass and also efficiently removes flooring material.

WANT MORE

• Variety of blades available; comes standard with toothed 30-in. blade

USE THE EIGHT-DIGIT CODE

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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.

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Battery-Powered 5700 from National Flooring Equipment Built to operate on almost any jobsite, the battery-powered 5700 from National Flooring Equipment will power through an 8- to 12-hour day on a single charge.

• B uilt-in 115-volt charging system can plug in to any outlet, and there are no harmful fumes or hazardous by-products • Remove the weights to meet elevator weight maximums • A utomatic kill switch is triggered when the operator seat is vacant • P recise hydraulic steering for maneuvering in tight spaces, zero turn radius, and continuous torque for higher removal rates and greater productivity

EDCO TS14 Self Propelled Tile Shark

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The EDCO Self-Propelled Tile Shark Floor Stripper (TS14) is a cross breed that satisfies the need for large floor covering removal in a smaller, ergonomic body.

• Self-propulsion drive is used both manually & automatically meaning you can push or have the machine pull itself.

• Height adjustable and vibration dampened handle maximizes operator comfort

Makinex Floor Stripper The Makinex Floor Stripper, previously known as the Samy Floor Stripper, is a heavy-duty industrial machine designed to remove materials such as vinyl, glued carpet and cork from floors.

• 35-lb. weight positioned over the blade to get the job faster • Adjustable sliding handle height to suit anyone

• Designed for easy transport

• Tool-free set-up makes it quick and easy to use

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MANAGEMENT FOCUS

By Jenny Lescohier

Top 10 Reasons

YOU SHOULD JOIN IPAF

A

re you an IPAF member?

If not, you are missing out. Not only is the International Powered Access Federation (IPAF) an important non-profit organization that shares best practices and improves the safety of powered access worldwide, it’s also a community that serves as the voice of the industry. IPAF represents the diverse interests of manufacturers, distributors, users, rental and training companies. Here are a few of the reasons to get involved with this influential, thought-provoking and, yes, fun association.

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1 Networking IPAF offers incredible networking opportunities in the powered access and mast climbing work platform (MCWP) industries. Not only are the industry’s most influential people members, but they attend events and conferences where you can approach them in a relaxed environment and share your thoughts. You can also discuss ideas and concerns with your peers and make new contacts. “ARA

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MANAGEMENT FOCUS

focuses on rental, AEM focuses on manufacturers, but IPAF brings everyone in the industry together,” says Tony Groat, North America manager, IPAF. And have you ever wanted to get some free publicity for your company? The industry’s top magazine editors attend many of the IPAF events and conferences. Introduce yourself!

You might just end up with a featurelength story on your business in a top magazine, for free.

2 Training Expertise: Did you know that IPAF is the world leader in aerial operator training? IPAF offers both an e-Learning web-based training as well as an in-person, instructor-led training program which goes beyond the typical train-the-trainer. IPAF has trained

“ARA FOCUSES ON RENTAL, AEM FOCUSES ON MANUFACTURERS, BUT IPAF BRINGS EVERYONE IN THE INDUSTRY TOGETHER.” TONY GROAT, NORTH AMERICA MANAGER, IPAF

over one million operators worldwide since 1983 and there are over 650,000 active PAL cards around the globe today. “Our training program is unique,” said Groat. “Our mission is to offer a program based on integrity of compliant training, regardless of where, when or how it’s delivered.

Trained operators receive a picture ID PAL Card as recognized evidence of standards-compliant training.”

3 Voice of the Industry: IPAF serves as the core of the industry. When you become a member and attend events, you start learning more, and sharing more of

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your own ideas which drive the shape of the industry. IPAF also works directly on developing the standards and the regulations surrounding the safe and effective operation of equipment. Its conferences and networking events bring all the “who’s who” together, allowing speakers to share topics on the most pressing industry issues and new ideas. You can attend events, or speak at a conference, win an award, or even join a regional or international council. IPAF is a community, and you are able to shape the evolution of the industry’s future.

4 Resource for Standards Change: IPAF pulls together technical experts in the industry to provide benefits and forward movement to all industry stakeholders. This organization is heavily involved in the development and promotion of the changes to ANSI and CSA standards.

“Because the standards are changing, everyone has questions. We are fluent

WE ARE FLUENT WITH THE STANDARDS AND ARE A GREAT RESOURCE TO HELP PROVIDE SOME ANSWERS ABOUT WHAT’S GOING ON.

with the standards and are a great resource to help provide some answers about what’s going on,” said Groat. You can learn more about the key changes to ANSI and CSA standards by downloading an excellent white paper. If you would like to be involved with future standards changes, there are many opportunities to do so with IPAF.

5 International and Local: IPAF is international in reach, but local in focus. Its international reach brings a broader and more diverse perspective to the North American industry. The Summit and

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THINKING OF JOINING? If you are thinking about becoming a member of IPAF, please contact usa@ipaf.org or call Stacey at 630-942-6583. Plus, the not-to-miss international Summit conference and IAPA awards will be held March 7-9 in Miami, FL. Opportunities include a networking event, the conference, the awards banquet and a site visit. Don’t miss it! Space is limited so reserve your spot today at http://www.iapa-summit.info

“ONE OF OUR GOALS FOR IPAF IS TO EXTEND BEYOND THE MANAGERIAL LEVEL. WE’D LOVE TO SEE SOME ‘BOOTS ON THE GROUND’ EMPLOYEES GET INVOLVED, AS WELL AS MEMBERS FROM DEPARTMENTS LIKE HR, PRODUCT MANAGEMENT, MARKETING AND ENGINEERING. IAPAs conference, for example, is held every year and is attended by people from the global access industry. In 2018 it will be held in Miami.

“These events afford you the opportunity to talk honestly and openly with other companies that are your peers, but not your competitors because they don’t operate in the same country,” said Groat. Perhaps someone from the United Kingdom has a different approach to a problem you’ve been trying to solve. Or a Dutch manufacturer is trying something new that you haven’t considered. IPAF brings people together from all over the world which will broaden your understanding of the aerial industry. And locally, IPAF offers regional conferences so you can focus on local issues and ideas here at home.

6 North American Presence: IPAF may have been founded in the United Kingdom in 1983, but it has been present in North America since 2003. IPAF’s North American membership is made up of the industry’s diverse

IPAF ALSO OFFERS 38 TRAINING CENTERS LOCATED THROUGHOUT THE UNITED STATES, WITH FOUR OF THOSE IN CANADA.

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stakeholders: top manufacturers, rental companies, dealers, users and trainers. IPAF also offers 38 training centers located throughout the United States, with four of those in Canada.

7 Retention Tool: For many reasons, sometimes companies are limited on the upward mobility of their employees.

Promotions just don’t come around very often. But the ability to attend IPAF’s events and network with the industry’s VIPs offers a rich opportunity to show that you value your employees and want to invest in their professional growth. Not only can employees gain a deeper understanding and bring it back home to apply to your company, they can make important connections which can benefit your bottom line. “One of our goals for IPAF is to extend beyond the managerial level. We’d love to see some ‘boots on the ground’ employees get involved, as well as members from departments like HR, product management, marketing and engineering. It makes our association that much more diverse and beneficial,” said Teresa Kee, director of field safety, United Rentals; and the current IPAF North American council chair. “Some opportunities don’t even require leaving the office. Your employees can join one of IPAF’s many free webinars on a variety of topics throughout the year.”

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MANAGEMENT FOCUS

8 Excellent Opportunities and Diversity, Especially for Women: You get back what you put in. IPAF offers excellent opportunities for members of the aerial access industry.

It just matters what you want to get out of it. You can grow your career and foster new business simultaneously.

“IPAF PRESENTED ME WITH THE OPPORTUNITY TO BE ON AN INFLUENTIAL INDUSTRY COUNCIL AND HAVE SPEAKING OPPORTUNITIES.” TERESA KEE, DIRECTOR OF FIELD SAFETY, UNITED RENTALS; AND THE CURRENT IPAF NORTH AMERICAN COUNCIL CHAIR

And if you are a woman, IPAF is a fantastic organization to join. Women make up a small percentage of the aerial industry, and with an association where you are exposed to so many influencers, you are more likely to be remembered and make your mark. “IPAF presented me with the opportunity to be on an influential industry council and have speaking opportunities,” said Kee. “It can be hard as a woman to build industry relationships sometimes. But if you attend the events on a regular basis, you can establish yourself as someone who puts forth a real effort towards the betterment of this industry. That means something to those you see on a regular basis at these events and it strengthens those relationships.”

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MANAGEMENT FOCUS

9 Affordable Annual Fee

HE $825 ANNUAL FEE GIVES YOU ACCESS TO EXPERTS AND INFORMATION ON TOPICS IMPORTANT TO THE AERIAL INDUSTRY, AND DISCOUNTS ON NETWORKING EVENTS AND CONFERENCES.

IPAF’s annual membership fee won’t break your bank. The $825 annual fee gives you access to experts and information on topics important to the aerial industry, and discounts on networking events and conferences. How much do you pay per hour when you get expert advice? IPAF can provide a great ROI with expertise focused on a core business segment – powered access equipment. Plus, it’s a non-profit, so you will be contributing to a great cause.

10 Fun! Last, but certainly not least, IPAF is a social experience.

Its networking events often have a theme, and partnering with KHL for conferences and an annual awards ceremony will bring you evenings of entertainment. Ask any attendee about Kevin O’Shea’s legendary award banquet roasts, or Skyjack President Brad Boehler’s outlandish outfits. Maybe head out with the karaoke faction to sing in some exotic locale like Miami, or Toronto, Warsaw or Shanghai. You don’t even have to sing; you can laugh at them instead. IPAF events are about catching up with familiar faces outside of a tradeshow environment. “IPAF goes beyond the show atmosphere because it brings everyone together for a time where we can focus as a group on the industry, and build relationships with each other. It all comes down to people, and the access industry has some of the best,” said Groat. ■

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MAINTENANCE MATTERS B y To m B illi g e n

Keeping Up with

Evolving Engine Maintenance

M

any of us remember the days before ethanol fuels, when oil options were limited and air filters needed to be changed frequently.

Those days are fading as engines continue to advance and manufacturers develop features that reduce maintenance and downtime. While these trends make maintenance easier, they also make it as important as ever to know your engines’ specifics. Ultimately, being proactive about maintenance and staying on top of new technology will lead to reduced downtime and go a long way toward being more productive.

Fueling productivity Getting the most out of an engine still starts with the fuel you put in the tank. The days of choosing between regular, unleaded and diesel, however, are long gone. The development of ethanol fuels created the need to be more mindful about fuel choices. Today’s commercial engines can tolerate ethanol fuel blends up to 10 percent, however using ethanol can lead to fuel system problems — in

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large part because ethanol attracts water, which can lead to corrosion within the carburetor. While lower levels of ethanol — 10 percent or less — are generally safe to use, it’s best to avoid ethanol whenever possible.

Among the ethanol-free options, any gasoline with an octane rating of 87 or higher will typically be a safe bet, especially if storage in higher ambient or high humidity is unavoidable.

From the moment fuel is added to the engine’s tank, it begins to lose volatility, eventually becoming stale through oxidation and chemical breakdown. This is typically only a problem if the engine sits idle for a month or more without being started or having fresh gasoline added. Filling with fresh gasoline appropriate for the season will help to delay the effects of stale fuel by preventing diminished performance, vapor lock and other potential setbacks.

To get the most out of your fuel, consider using a fuel stabilizer to combat stale fuel in equipment that tends to sit for periods of time. Many of these products are also formulated to combat the corrosive effects of ethanol fuels,

p Being proactive about engine maintenance and staying on top of new technology will lead to reduced downtime.

inhibit chemical reactions that lead to corrosion, and prevent gum and varnish build-up within the engine.

A well-oiled machine Regularly scheduled oil changes shouldn’t be a new concept for anyone working with engines, and staying on top of oil changes is particularly important for small air-cooled engines due to the high temperatures at which they operate. A general rule has been to change oil every 100 hours of operation for most equipment and every 50 hours for some small utility equipment. Oil that’s used beyond its suggested service life loses viscosity, its additive package and its ability to properly clean, cool and lubricate.

This can put a damper on engine performance and cause lasting damage that will reduce the engine’s life.

Today, improvements to synthetic and conventional oils, as well as advanced oil management systems, are extending oil change intervals. While

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1/22/18 10:04 AM

We’re celebrating, and you’re invited! Join us at Booth 5039 at The Rental Show for special 80th anniversary savings on the powerful APT lineup of air tools and more.

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MAINTENANCE MATTERS

that’s good news, it also makes it more important than ever to know the guidelines for each engine in your fleet to make sure you’re not wasting money by changing oil too soon and also not running the risk of causing damage by waiting too long.

Always check the owner’s manual and engine warranty guidelines for the recommended oil type. Most small engines use SAE 30, as long as the engine is used in

areas where the temperature remains at least 40 degrees Fahrenheit. It’s a good idea to consider full synthetic oil options, which are typically formulated to withstand prolonged use in high heat environments, compared to semi-synthetic and mineral-based oil. In some synthetics, a zinc additive provides anti-wear protection from metal components while a high-quality detergent in the blend ensures lower engine deposits over time.

To further extend oil change intervals, Briggs & Stratton recently developed Oil Guard, which extends intervals to as much as 500 hours by continually exchanging the oil in the engine with oil in an external

t Briggs & Stratton’s Oil Guard extends oil change intervals to as much as 500 hours.

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reservoir. This reduces thermal breakdown of the oil by cycling it out of the engine and allowing the oil to cool in the reservoir before going back into the engine. This also works to reduce the temperature of the engine, and anything that keeps engine temperatures in check is positive for overall performance.

Beat the heat For air-cooled small engines, fresh air is one of most important ingredients for sustaining performance, making regularly scheduled air filter changes key. Depending on the application and type of filter, air filters generally need changing every 100 to 250 hours.

While the negative effects of a dirty or clogged air filter are well-known,

improvements in filter medium as well as the development of cyclonic air filtration have changed the game for air filtration. Choosing OEM filters guarantees the right fit as well as a design optimized for the particular engine’s performance. Plus, those filters can last as much as three times longer than bargain filters. Not only will this reduce how often the air filters need to be changed, it will also result in better running, more productive equipment over the life of the filter.

Reviewing the air filter guidelines for any new engines in your fleet can also save from unnecessary filter changes. Many of today’s commercial engines feature high-performance air handling systems that manage debris well, preventing the majority of it from ever reaching the air filter. This

is especially beneficial for high-debris applications such as turf. These new systems, paired with a superior air filter, can greatly reduce filter changes compared to engines from only a few years ago.

Always stay a step ahead As technology improves and engine maintenance simplifies, choosing the proper fuel and staying on top of oil and air filter changes remain pivotal for productivity.

Remember that keeping up with the trends and knowing the specifics for each of your engines is important for making your dollar — and productivity — go further. ■ Tom Billigen is customer education training manager at Briggs & Stratton.

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INDUSTRY UPDATE

Genie Expands Its Sales Team in North America

Brad Trask

Tim Schmidt

Committed to earning customers’ business with responsive support, Genie has hired six new sales representatives in North America to represent the company - Dickey Bennett, Justin Kelley, Dave Porter, Tim Schmidt, Mike Shaw and Brad Trask. These gentlemen will support all Genie products and services for the company’s customers, working to meet customers’ needs, as well as helping to develop new growth opportunities, while remaining focused on their customers’ business goals.

“Our sales force plays an important role in developing and maintaining relationships with our customers,” says Tom Saxelby, Genie vice president of sales, Terex AWP. “In these new roles, Dickey, Justin, David, Tim, Mike and Brad are well-positioned to help Genie continue to meet the needs of the rental industry and aerial market.”

Dickey Bennet has rejoined the Genie team in the Southeast as a regional sales manager for the states of Louisiana, Arkansas and Mississippi. Bennett, a 16-year veteran in the construction equipment industry, has worked at Genie previously and most recently worked as a sale representative for Wacker Neuson.

“Dickey has great relationships with customers in the Southeast region, and we are excited to welcome him back,” says Saxelby.

Justin Kelley has accepted a territory sales manager position with the Genie team in the Western region, including

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Mike Shaw

Dave Porter

northern California and the majority of Nevada. Kelley has been a team member at Genie for 20 years, most recently managing the company’s e-commerce business. Prior to that position, Kelley was a supervisor for the inside sales team and a buyer for the global service parts business. “Justin brings a wealth of knowledge to this position,” says Saxelby. “His goal has always been to be an outside sales representative for Genie, and his passion for this new job and the company will most certainly be a huge advantage for us.”

David Porter comes to the Genie team as the regional sales manager for the Mid-Atlantic region, including Maryland, District of Columbia, Virginia and North Carolina. Porter has been in the construction equipment industry since 1994, and his previous roles have included outside sales and management with Rental Service Corporation, United Rentals and H&E. “David’s deep knowledge of the rental industry will help him effectively transition into this new role,” says Saxelby.

Tim Schmidt joins the Genie team as a regional sales manager for the Central region, covering North Dakota, South Dakota, Minnesota and Manitoba, Canada, after holding a territory manager position with Ritchie Brothers. “Tim has extensive experience and relationships with national accounts and independent customers throughout the region, which will help him successfully take on the responsibilities of his new position,” says Saxelby.

Justin Kelley

Dickey Bennett

Mike Shaw has accepted the position with Genie as a senior regional sales manager on the CAT team in the Western region. Shaw has been in the construction equipment industry since 1990, working in outside sales and as a branch manager with Wagner Rents and as a district rental development manager for CAT in Denver. He served as factory representative for MultiQuip. “Mike’s unique knowledge of the CAT rental business will benefit Genie in his new position,” says Saxelby.

Brad Trask transitions to the Genie sales team, supporting customers in Ontario, Canada. Trask started in the aerial industry in 1994, serving roles in manufacturing, research and development and product support. He joined Genie in 2006, serving as a product support representative and moving into a manager role for the team prior to taking on this new position. “Brad has been a valuable member of the Genie product support team in Canada,” says Saxelby. “His knowledge of the customers and the market in Ontario will be a great asset for Genie in this role.”

“We are excited to add Dickey, Justin, David, Tim, Mike and Brad to the Genie sales team in North America,” finishes Saxelby. “These gentlemen’s unique skill sets and experiences significantly add to, and complement, the wealth of industry expertise and knowledge within our sales team.”

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1/23/18 10:19 AM

Briggs & Stratton Acquires Commercial Spreader And Sprayer Product Line Briggs & Stratton Corp. announced that it has acquired the assets of Ground Logic Inc. of Lincoln, NE, a designer and manufacturer of premium stand-on commercial spreaders and spreader/sprayers for fertilizer and pesticide-herbicide lawn applications on mid- to large-sized residential and commercial properties.

“This acquisition supports Briggs & Stratton’s strategy to ‘fill out the trailer’ of the commercial lawn and turf professional, with highly regarded products that are built to stand up to the toughest working demands,” says Harold L. Redman, senior vice president and group president - Turf & Consumer Products, Briggs & Stratton. “We will be able to use our industry-leading global distribution network to accelerate growth and are eager to add these products to our portfolio of outdoor power equipment to help commercial business owners get the job done.”

Briggs & Stratton financed the transaction from cash on hand. It expects that the acquisition will not have a material effect on fiscal 2018 earnings or cash flows.

®

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INDUSTRY UPDATE

CASE MAKES MICHELIN X TWEEL A FACTORY OPTION ON ALL SKIDSTEER MODELS

CASE Construction Equipment announces the availability of Michelin X Tweel SSL All-Terrain Airless Radial Tires as a factory-approved/supplied option on all skid-steer loader models. Airless radial tires perform just like a pneumatic tire, but without the risk and costly downtime associated with penetrations and impact damage. CASE is the first skid-steer loader OEM to offer the X Tweel SSL from the factory.

The X Tweel SSL is one single unit, replacing traditional tire/wheel/valve assemblies.

There is no need for complex wheel/tire mounting equipment. There is no air pressure to maintain once each tire is bolted on. The AT models feature a deep open tread design for excellent cleaning and traction, and a deep layer of undertread allows the core to be retread many times.

“The addition of airless radial tires to our lineup of factory-available options expands

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our current offering and shows our commitment to advanced technology, as well as our dedication to providing our customers with a growing array of machine options that can have a positive impact on total cost of ownership,” says George MacIntyre, product manager, skid steer loaders, Case Construction Equipment.

The X Tweel SSL provides optimal stability and enables a skid steer to work rapidly, reducing driver fatigue while improving productivity. It delivers a consistent footprint with strong wear life that Michelin says is two to three times that of a pneumatic tire at equal tread depth. The proprietary design provides greater lateral stiffness while resisting damage and absorbing impacts. In addition, the unique energy transfer within the high-strength poly-resin spokes reduces the “bounce” associated with pneumatic tires.

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1/23/18 10:19 AM

MICHEL DENIS RENEWED AS PRESIDENT AND CEO OF MANITOU GROUP

The Board of Directors of Manitou BF unanimously voted to renew the mandate of Michel Denis as president and CEO of Manitou Group for a further period of four years until the Annual General Assembly in 2022 that will approve the financial statements of 2021.

Jacqueline Himsworth, president of the board said, “We wish to thank Michel Denis for the work achieved since his arrival at Manitou Group in 2014. Over this period, the group has experienced a strengthening of its market position, improved profitability, accelerated innovation and the introduction Michel Denis of many new services. All these achievements enabled the group to be able to project with confidence and ambition for the continuation of this development for the future.”

Michel Denis, president and CEO of Manitou Group stated, “It is a great honor to continue to lead the development of Manitou Group. The work with the team of women and men of Manitou, our dealer network and our partners, allows us to offer products and solutions always more innovative and answering their needs.”

MANITOU GROUP NAMES MARK HANSON REGIONAL VICE PRESIDENT AND CEO OF MANITOU NORTH AMERICA Mark Hanson

Manitou Group announces the appointment of Mark Hanson as regional vice president and CEO of Manitou North America. Hanson’s appointment builds on his more than 28 years of industry experience, including 11 years with Hertz Equipment Rentals Corporation and 11 years with Genie Industries, both in executive sales and marketing roles. Most recently, Hanson served as vice president of sales for eight years at Generac Mobile Products where he led the North American sales and national account teams.

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INDUSTRY UPDATE

Reachmaster and Dinolift End North American Distribution Agreement After more than three years as exclusive distributors in North America for Dinolift (Finland), ReachMaster Inc. and Dinolift have mutually decided to terminate their current agreement effective Dec. 31, 2017.

Ebbe Christensen, president of ReachMaster explains: “When we signed on with Dinolift in 2014, both parties knew it would be an experiment, as none of Dinolift’s products were known in the market, neither from a name nor a segment point of view.”

Christensen adds that although moderate success has been achieved with Dinolift’s self-propelled RXT series boom lifts with outriggers, and the track-based XTC series, overall it doesn’t add up to the total market penetration both companies had hoped for.

Karin Nars, sales and marketing director for Dinolift, comments that “Despite a very close cooperation between us, neither of us believe the results we both

want can be achieved in the near future under the current agreement, and as such we both respect the priorities that prevail in our respective companies.”

Both Christensen and Nars note the companies are parting in an absolutely friendly and professional manner, and stress there will be no changes in parts supply or technical support for sold units, which will continue to be supported by both ReachMaster Inc. and Dinolift.

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JLG EDUCATIONAL WEBSITE Helps Customers Understand Changing ANSI Standard JLG Industries Inc. is equipping its customers with a variety of new resources to help them better understand and comply with the anticipated changes to the American National Standards Institute (ANSI) and the Canadian Standards Association (CSA).

ANSI A92 and CSA B354 standards govern the access equipment industry and address machine design, safe use and training in North America. As these standards are updated, equipment dealers, operators and owners will need to make changes in the areas of training, jobsite safety and machine selection. The anticipated changes will move North American manufactured machines more towards a global model.

Available at www.jlg.com/en/destination/ansi, these resource materials include: ■■ A downloadable Essential Guide to Understanding ANSI A92 and & CSA B354 Standards, including information about why the standards are changing

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and who the changing standards will impact.

■■ The opportunity to sign up for alerts from JLG regarding new developments that could affect equipment and training processes ■■ New terminology and classifications for aerial work platforms, now called mobile elevating work platforms ■■ List of JLG-compliant equipment and training options to help customers meet updated requirements The new ANSI A92 standard is expected to be published in early 2018. One year from the date of publication any aerial machine manufactured in the United States must meet the new standard. Machines manufactured prior to that date will continue to be governed by the existing standard. The new CSA B354 standard was published in May 2017.

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INDUSTRY UPDATE

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PERKINS NAMES NEW GLOBAL RENTAL MANAGER

→

P e rk i ns E n g i ne s C o mpa ny L i m i te d ha s a d d e d a d e d i c a te d pos i ti o n to develop and drive a go-to-market rental strategy. Andy Zuckerman, currently Americas sales director, has accepted the newly created global rental manager position, responsible for driving this critical segment to position Perkins brands as viable solutions for rental customers around the world.

“Andy is well-suited for this position with significant experience in key marketing and rental roles with our company and prior to joining our team,” said Jaz Gill, VP of global sales, marketing, service and parts.

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HY-BRID SCISSOR LIFT MAKER CUSTOM EQUIPMENT ACQUIRED

BY PRIVATE EQUITY FIRM Custom Equipment, manufacturer of low-level scissor lift brand Hy-Brid, has been acquired by Straford-Cambridge, a small private equity firm based in Plymouth, MI.

the HB-1030 Hy-Brid lift, adding the Richfield, WI headquarters and assembly plant in 2010, and now offer a growing range of scissor lifts worldwide.

Custom Equipment was owned and managed by the Kissinger family, and they retain significant shareholding. Steve and Lynn Kissinger founded the company in 1981 as a small fabrication and welding repair business in West Bend, WI. The company manufactured the first “2-in-1” (or hybrid) scissor lift, originally used in mausoleums, reports say. The Kissingers started manufacturing scissor lifts for the construction and industrial markets in 2004, including

Steve and Lynn’s son Justin had taken on increasing leadership of the company in recent years.

No details of the transaction have been released.

Stratford-Cambridge is known for investing in niche manufacturing companies based in the Midwest, worth between $1 to $5 million.

Custom Equipment will be the fifth company in its portfolio which currently includes Fluid Air Controls, Sterling Technologies, Aetna bearings and Speedgrip Chuck.

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ADVERTISER’S INDEX ADVERTISER

PAGE

Abbott Rubber Company.............104 Advance Tire Inc............................104 Allen Engineering Corporation.....76 Allied Construction Products.........71 Allmand Brothers Inc......................21 American Honda Motor Co............51 American Pneumatic Tool..............93 Ammann America.........................100 Amulet.............................................79 Applied Machinery Sales................78 Atlas Copco.....................................87 Barreto Manufacturing Inc..............7 BlueBird...........................................39 Bobcat..............................................13 Brunner & Lay, Inc...........................80 Case Construction Equipment.......27 Chicago Pneumatic.........................73 CK Power.........................................99 Club Car...........................................53 Croft Trailer Supply.........................44 Cummins Engine Company Inc......29 Cummins Power Generation..........57 Curry Supply Company...................95 DEUTZ Americas..............................83 Dickson Industries Inc.....................74 Ditch Witch, A Charles Machine Works Co..........................15

ADVERTISER

PAGE

Dynapac...........................................19 EDCO Equipment Development Co.....................89, 103 Electric Eel.......................................42 Essex Silverline..............................105 E-Z Trench........................................67 Garrett Metal Detectors.................62 Gehl..................................................63 Generac Power Systems........... 16-17 General Pipe Cleaners......................9 Genie, A Terex Brand........................2 Ground Hog....................................60 Hatz Diesel Of America, Inc...........79 Haulotte US Inc...............................84 Intermat...........................................91 Jenny Products, Inc.........................77 JLG Industries Inc...................... 54-55 John Deere Construction Equipment................35 Karcher North America................107 Kohler Engines................................23 Kohler Industrial...............................5 Kubota Tractor................................31 Makinex Construction Products....81 Masterpac........................................56 Orion Software...............................43 Oztec Industries Inc......................108

ADVERTISER

PAGE

Power Pusher, Division of Nu-Star, Inc..................................81 Precision Components....................47 ROEDA...........................................102 Rotary Corp...................................102 Rubbertrax, Inc................................78 Scania USA.......................................37 Skyjack Inc.......................................45 Snorkel.............................................65 Sotcher Measurement Inc............101 Sullivan-Palatek...............................66 Takeuchi Manufacturing Co..........69 TARGIT US Inc..................................30 Towmaster, Inc................................94 Trask-Decrow Machinery..............104 Trojan Battery.................................88 TVH Parts Co....................................90 UP Equip..........................................70 Vacuworx Global.............................61 Vermeer...........................................75 VMAC...............................................97 Wacker Neuson...............................59 Weber Machine (USA) Inc............101 Western Global...............................64 Windy Ridge Corporation............104 ZTR Control Systems.......................85 This index is provided as a service.

The publisher does not assume liability for errors or omissions.

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EYE ON RENTAL // B y

Dick Detmer

BY DICK DETMER

ANTICIPATION & PROACTIVITY

Are Keys to Effective Asset Management Train employees to think ahead so they can prevent problems before they occur

O

ne of the defining characteristics of great business people is their ability to anticipate their company’s needs before those needs become obvious. These great business people use a variety of inside and outside sources of “intel” to make informed judgements which propel their rental companies further and faster than their competitors.

In professional sports like baseball, the players on the field are taught how to “read” the ball as it is pitched and approaches the plate.

The fielders are also analyzing the batter. The fielders are not standing flat-footed. They are in a crouched position and are ready to spring into action as they anticipate the likely direction that the hit ball will go.

This information was gathered by the fielders in split seconds and is based on a number of factors that they have been taught to analyze and to act upon. Otherwise, they would be like elementary school children that wait to see where the ball lands and then start the chase to retrieve it.

In the rental business there are so many sources for quality information to anticipate the best direction for asset management. Analyzing your current and past financials as well as the data that can be mined from your computer system are just a few of the valuable tools that lead to superior planning. A highly experienced rental business consultant can help with the process and the training to have your company become far more proactive.

Of course, your extensive knowledge of your customers, employees

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and the other parts of your business will be extremely

useful in the process.

Trend analysis helps one to make informed decisions dealing with a wide range of assets. Just a few of these decisions are: what rental equipment to purchase or dispose of; what should your fleet size be in the months and years to come; what should the company goals be for the assets you will have in the future;

what will the direct costs, as well as the indirect costs, be to invest in these assets; and many more decisions that need to be made.

Anticipate and act It is fairly normal for many employees to wait until something happens before they react. They need to be taught to be proactive. It’s highly unlikely any of your employees received this type of training anywhere before they came to work for you. As you know, your most important asset is your staff.

Supervisors and other leaders in rental companies also need to be trained to “anticipate” and not just

“react.” Planning ahead is not a part of every equipment rental company’s culture. Even though training is certainly one of the keys, another part of the solution is to have an improved system for analyzing and planning. It might sound simple but it does take a concerted effort to analyze the situation and then to implement the proper solutions. It certainly can be maddening to observe the same fires flaring up over and over again. Often, there is far too much fire fighting and not enough proactivity. Through

specialized training, performance reviews, incentives and properly designed job descriptions, managers will become responsible for making sure certain controllable problems simply don’t occur and opportunities are identified and acted upon.

Some companies are lucky to be in the right place at the right time.

However, sustained long-term growth and profitability are dramatically enhanced by those who are forwardthinking in their approach to asset management. So, don’t let your company be caught flat footed. Make the investment of time and resources to create a stronger culture of anticipation and proactivity. ■

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

1/19/18 12:15 PM

Come see us at the

RENTAL SHOW in New Orleans February 19-21 Booth 1651

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