Rental April 2019

SPRING IS HERE! SEE THE LATEST NEW PRODUCTS Find out what leading suppliers have for your rental inventory

April 2019

2019 State of the Aerial Industry Report

GROWTH & INNOVATION CONTINUE ANSI STANDARDS UPDATE

How do you comply?

LAWN & GROUNDS

GOT MOWERS?

Here’s How to choose the right one Find the latest news at www.ForConstructionPros.com/RENTAL

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And world famous Kubota engineering brings the kind of durability that keeps the SSV rolling off your lot. Bring profitability to a whole new level. Locate your dealer at KubotaUSA.com. *For complete warranty, safety and product information, consult your local Kubota dealer and the product operator’s manual. Power (HP/KW) and other specifications are based on various standards or recommended practices. Š Kubota Tractor Corporation, 2019.

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VOLUME 41 ISSUE 3

APRIL 2019

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Industry leaders from throughout this vital segment of the rental market discuss the health and future of aerials in 2019 and beyond.

COVER: STATE OF THE AERIAL INDUSTRY

38 PRODUCT ROUNDUP Aerial Products Leading suppliers showcase scissors, booms and more.

IN EVERY ISSUE

42 STANDARDS UPDATE

06 Everybody’s Business

ANSI for Rental Houses — How Do You Comply?

Life or death? Why you need to care about ANSI standards.

42

New standards will go into effect this December, so now’s the time to know your responsibilities.

08 Manager’s Digest

46

14 Market Watch

PRODUCT ROUNDUP Compaction

Rental companies talk about their takeaways from the ARA Show.

20 New Products

A selection of the latest and greatest plates and rammers.

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46

52 Industry Update

LAWN & GROUNDS

58 Eye on Rental

Got Mowers?

How to Choose a Good One

Why the labor shortage is not as hopeless as it might seem.

As landscaping labor shortages continue, new zero-turn mower designs place extra emphasis on productivity.

www.ForConstructionPros.com/RENTAL

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VOLUME 41 ISSUE 3

CONTENTS

APRIL 2019

00

TOC description no Indent.

Idi dioriae perovitatium exeratio debisto exceatem eos discitfagu magnatio.

COVER: TOC SPECIAL SECTION OR COVER STORY

00

RentalWATCH TOC SECTION

www.ForConstructionPros.com/RENTAL

Rental and Designed With Article Title Construction TOC description no Indent. Idi You in Mind Market dioriae perovitatium exeratio debisto It’s easier than ever to find the industry news and information exceatem eos discitfagu magnatio.

Updates you need to run your equipment rental business. Just point

Get all the latest information pertaining to the topics that matter most to your business.

Look here daily for the news TOC SECTION and information you need most.

To subscribe, Article Title go to

00

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-to-navigate experience, only faster than ever before.

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TOC description no Indent. Idi com/subscribe/email.

VISIT TODAY!

dioriae perovitatium exeratio debisto www.ForConstructionPros.com/RENTAL exceatem eos discitfagu magnatio.

00 Our Social Join TOC SECTION Media Community www.Facebook.com/ Article Title

Check out our Facebook RentalMagazine TOC description no Indent. Idi page and join our Twitter feed. Leave a comment, Rental@RentalMagazine dioriae perovitatium exeratio debisto exceatem eos discitfagu magnatio. post some news and photos, or just catch up on the latest happenings TOC SECTION in the Article Title world of TOC description no Indent. Idi equipment dioriae perovitatium exeratio debisto rental. exceatem eos discitfagu magnatio.

00

4

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BUYERS GUIDE

Fast, Relevant Product Information www.ForConstructionPros.

IN EVERY ISSUE

com/RENTAL/inventory features

the industry’s most comprehensive guide to construction-related products and equipment. Visit ForConstructionPros.com/RENTAL 00 Everybody’s and click on the New Equipment Business Directory for the most up-todateA.list of what today’s leading manufacturers have to offer.

00 Manager’s Digest 00 Market Watch

NEWS FEED

B.

Re-Think BackhoeLoader Sizing

00 New Products

Emissions regulations C. and shrinking jobsites should be taken into consideration when selecting a backhoe-loader.

00 Industry www.ForConstructionPros.com/21063191

Update

D. Best Practices for Extending Trencher Component Life 00to extend Eye on Users looking theRental life of E. conduct routine trenchers must maintenance and equipment care.

www.ForConstructionPros.com/21062444

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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

What You Do

™

PRODUCT NEWS INSIGHT ■

MATTERS

Rental houses must embrace their role and responsibilities to comply with new ANSI standards for mobile elevating work platforms New rules and procedures In other words, if they’re can be tough, as they often not doing things correctly, seem to complicate our lives. they’ll be showing everyone They force us to disrupt our else the wrong way.” usual routines, which can be While Groat and IPAF painful because we must stop did not suggest or initiate the autopilot, engage, and changes to ANSI standards YOUR well… think. And let’s face it, (which are not law but conAPPROACH sensual policies) they are as humans we love our routines and comfort zones. working hard to make all …COULD Many of us are simply not stakeholders aware of their MEAN THE roles and responsibilities rule followers by nature. For every individual who feels DIFFERENCE and help meet them. Rental safe and secure within set BETWEEN A houses, for their part, are boundaries, there’s another responsible for offering CUSTOMER familiarization and training person who feels restricted, confined and controlled by to all operators, including OR AN them. Yet we can all admit EMPLOYEE employees and customers; most rules and policies exist they must develop a safe GOING for good reason and a few use plan and designate a others are actually of life or qualified person to superHOME AT death importance. The latvise both, among other THE END OF things. Please see our artiter are the ones we’re talking THE DAY. about when we look at the cle and/or ANSI’s Manual of new ANSI A92 standards for Responsibilities A92.22 and mobile elevating work platA92.24 for details on what forms (MEWPs) that go into your responsibilities are, effect this December. come December.

As you read the article, “ANSI In the end, the first step is awarefor Rental Houses – How Do You ness, the next is commitment. MEWPs Comply?” on page 42 of this issue, are by far the safest means of performyou’ll be reminded of the importance ing temporary work at height, but of your role in ensuring the safety of they aren’t without inherent risk. Your individuals working at height. As IPAF approach to your role as an equipment North America Manager Tony Groat supplier and an employer could mean puts it, “The rental company is the the difference between a customer or leader of the band. If they’re off key, an employee going home at the end of the rest of the band will be off key too. the day. Please act accordingly.

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■

www.ForConstructionPros.com/RENTAL Published by AC Business Media 201 N. Main Street, 5th Fl 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

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www.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

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Published and copyrighted 2019 by AC Business Media. 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, 5th Fl., 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. 41, Issue 3, April 2019

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4/11/19 1:41 PM

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MANAGER’S DIGEST

FEBRUARY US CONSTRUCTION SPENDING RISES ON SURGING PUBLIC OUTLAYS

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U.S. construction spending increased for a third straight month in February, with stable private investments and leaping public spending. Economists polled by Reuters had forecast construction spending falling 0.2% in February.

The total value of all U.S. construction put in place rose 1.0% during February, according to monthly estimates by the U.S. Department of Commerce. Upward revisions to January numbers bring the year-todate change in the value of U.S. construction up 1.4% since the first of the year.

Total nonresidential spending increased 1.2%, mostly owed to a 3.7% improvement in public outlays. The highway-andstreet spending segment surged 9.5%.

Private nonresidential was weaker and slipped 0.5%. Spending on federal government construction projects rose 0.9% to the highest level since October 2017, after jumping 5.7% in January.

the month (third increase in a row) but spending on new single- and multifamily construction both declined along with the month’s drop in housing starts. February’s residential gain is based in home improvement spending. Reported separately, building material retail sales gave back all of January’s gain, dropping 4.4% during February, according to Wells Fargo Economics.

Nonresidential construction spending is up 4.3% with solid growth in big segments such as office, educational and manufacturing construction.

The value of residential construction put in place since the first of the year is down 2.5% compared to the first two months of 2018, with single-family investment plunging 6.2%.

Residential outlays rose 0.7% during

New Data Shows Trump Administration Tariffs Cost US Businesses $2.7B in November Tariffs Hurt the Heartland, a nationwide campaign against recent tariffs on American businesses, farmers and consumers, released new data that shows American businesses paid an additional $2.7 billion in tariffs in November 2018 — the most recent month data is available from the U.S. Census Bureau due to the government shutdown. This figure reflects the additional tariffs levied because of the administration’s actions and represents a $2.7-billion tax increase and a massive year-over-year increase from $375 million in tariffs on the same products in November 2017. The historic tax increases come despite overall imports being slightly lower.

The data, compiled by Trade Partnership, also shows that U.S. export growth hit its lowest level of 2018 in November, thanks in part to a 37% decline in exports of products facing retaliatory tariffs.

“This data shows that Americans, not our foreign competitors, are the big losers in the trade war,” Tariffs Hurt the Heartland Spokesman and former Congressman Charles Boustany said. “U.S. businesses are being hit by a double whammy of historic tax increases in the form of tariffs and declining exports as farmers and manufacturers lose opportunities in the overseas markets they rely on for their livelihoods.

As U.S.-China trade talks resume, we hope the administration will heed the concerns of the thousands of American companies facing unprecedented tariff costs while making further progress toward an improved trading relationship and an end to the trade war. The proposed March 1 tariff increase should be completely off the table as American businesses are already facing billions more in tariffs every month.”

“This new data proves the Trump administration’s tariffs are costing U.S. consumers and businesses billions of dollars,” said Association of Equipment Manufacturers (AEM) President Dennis Slater. “This not only risks millions of American jobs, including the 1.3 million jobs supported by the equipment manufacturing industry, but it also invites retaliatory tariffs that unnecessarily hurt U.S. farmers and ranchers. We share the Trump administration’s concerns about China’s discriminatory trade practices, but an escalating trade war is not the answer and has to stop.”

The November 2018 data shows that retaliatory tariffs, in particular, have had an immediate and severe effect on U.S. exports. In November 2018, U.S. exports of products subject to retaliatory tariffs declined by $4.1 billion, or 37% from the previous year.

For more information, visit www.forconstructionpros.com/21047367

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www.ForConstructionPros.com/RENTAL

4/11/19 1:33 PM

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MANAGER’S DIGEST

SHORTAGES IN CONSTRUCTION LABOR DRIVE ENGINEERING & CONSTRUCTION COSTS HIGHER IN MARCH

Construction costs continued to increase in March, according to IHS Markit and the Procurement Executives Group (PEG). The current headline IHS Markit PEG Engineering and Construction Cost Index registered 60.4 this month, a notable uptick from February’s reading of 55.3. Index readings at almost 60 for both materials and labor indicate price increases continue to be widespread.

Materials and equipment prices rose to 60.7 in March from 54.9 in February with price increases recorded in 10 of the 12 subcomponents. Survey respondents reported falling prices for fabricated structural steel and carbon steel pipe; all other categories ranging from turbines to transportation registered price increases.

The sub-index for current subcontractor labor costs came in at 59.7, up from 56.3 in February. Labor costs rose in all regions of the United States and stayed flat in both Western and Eastern Canada.

“U.S. construction labor markets remain incredibly tight and shortages are widespread - even firms that are willing to raise wages and offer bonuses are having trouble finding experienced workers,” said Emily Crowley, principal economist, Pricing and Purchasing, IHS Markit. “A hollowing-out of the U.S. construction workforce during the great recession means there are fewer mid-career workers available to replace retirees. The recent uptick in oil and gas activity is also creating additional strain on labor markets on the U.S. Gulf Coast.”

The six-month headline expectations for construction costs index reflected increasing prices for the 31st consecutive month.

The materials/equipment index came in at 66.1 in March after reaching 70.6 in February. Price increase expectations were also widespread with expectations for sub-contractor labor rising to 68.1 in March, up from 60.3 in February and labor costs expected to rise in all regions of the U.S. and Canada.

In the survey comments, respondents indicated a tight labor market for all skilled trade workers.

Hybrid Images/Cultura/Getty Images

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5 KEY TAKEAWAYS FROM TRUMP’S 2020 BUDGET President Donald Trump released his FY 2020 budget on March 11th. There are five key takeaways as the budget relates to transportation, according to ARTBA President and CEO Dave Bauer. The administration:

PEXELS

1. Prioritizes for the third straight year increasing spending for defense accounts while cutting domestic discretionary programs including those administered by U.S. DOT. 2. Assumes no renewal of a two-year budget agreement that previously provided at least $10 billion in FY 2018 & 2019 in additional infrastructure investment over and above current levels. As a result, all infrastructure programs that benefited from that agreement would see investment levels return to their previous modest trajectories.

3. Fully funds the FY 2020 FAST Act authorization at levels currently supported by Highway Trust Fund (HTF) revenues but would cut transit capital investment grants significantly.

4. Explicitly calls for fixing the Highway Trust Fund’s structural revenue deficit “in a fiscally responsible manner.”

5. Proposes at least a $1-trillion, 10-year infrastructure package, which could be achieved with passage of a new multi-year surface transportation reauthorization bill and by reserving an additional $200 billion in federal funds for other infrastructure priorities. Last year’s administration plan to incentivize state and local governments and the private sector to step up their infrastructure improvement efforts has been replaced with pledges to work with Congress.

“The administration’s budget plan probably won’t get much traction on Capitol Hill—particularly in the Democratic-controlled House, but its modifications signal a transactional approach to any future infrastructure investment initiatives,” Bauer said. “Regardless, ARTBA’s goal remains unchanged: advocating for a permanent Highway Trust Fund revenue solution as the foundational priority for any transportation package.”

www.ForConstructionPros.com/RENTAL

4/11/19 1:33 PM

US-China Trade Tensions Continue to Cloud US Construction Industry Outlook The potential escalation and retaliation in the ongoing U.S.China trade war could significantly impact the US construction industry if no deal between the two countries is reached in the coming months, says GlobalData, a leading data and analytics company.

The immediate impacts of the tariffs that were imposed by the U.S. government last year on a wide range of Chinese products along with the tariffs on steel, aluminium and Canadian lumber are already being felt by the industry. Many of the Chinese goods required to construct houses and other buildings in the US are still subject to 10% tariff imposed by the U.S. government last September. This 10% tariff added to Chinese goods was expected to increase to 25% on March 1, 2019, but in late February, President Trump announced that he would delay applying additional tariffs on Chinese exports citing “substantial progress” in trade talks between the two countries.

Dariana Tani, construction analyst at GlobalData, says, “Any rise in tariff rates will lead to higher costs of imported building materials. This could result in slower growth and job creation in the construction industry and affect infrastructure spending; disrupting supply chains and companies’ operations, as well as reducing investment, and putting more projects and construction loans at risk.”

Chinese tariffs on US products could also curtail investment in new construction projects in the US. For example, in October 2018, the construction of a liquefied natural gas (LNG) export terminal project in Louisiana was put on hold by Australia’s LNG Limited after the Chinese government set a 10% tariff on US LNG exports.

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Madmaxer/iStock/Getty Images Plus

“Around half the value of US imports consists of intermediate goods such as raw materials, machine parts, industrial inputs and capital equipment,” says Tani. Most of the Chinese imports currently subject to tariffs fit this category. By increasing the tariff rate on these products, the Trump administration is in effect imposing a tax on US contractors in the form of higher building materials costs.”

At present, local steel producers are not able to increase production to meet the demand that is being met by foreign suppliers; and as a result contractors will experience delays in supplies if they switch to local producers.

At the same time, government efforts to reduce regulatory costs are expected to lower construction costs in the long term but not sufficiently to offset higher costs for building materials.

A major concern for contractors is that they may be forced to find new suppliers and pay higher prices for materials if they cannot source what they expect from existing suppliers.

Contractors and subcontractors will have to incorporate higher prices and price risks into their bids. To avoid raising costs to customers, contractors could also start to cut corners in the building process, comprising the safety and durability of projects.

Tani concludes: “Although there are signs that a trade deal between the two countries could be on the horizon, many challenges remain. There is no indication that the existing tariffs will be reduced any time soon, and the longer they remain in place and their effects go on, the more risk the construction industry will experience. In addition, a significant degree of policy uncertainty is threatening investment and productivity in the industry, as President Trump has not yet specified what the new deadline for raising tariffs will be. Even if a trade agreement is reached in the near term, it will lack the required enforcement to ensure that Chinese officials will commit to the structural reforms that the US government is demanding, especially in terms of policies related to intellectual property in the technology industry.”

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MANAGER’S DIGEST

FEBRUARY HOUSING-STARTS DROP NEARLY EQUALS JANUARY GAINS, PERMITS STILL SLIDING

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Total U.S. housing starts fell 8.7% in February and are pulling back this year overall, with a slew of factors such as weather, the government shutdown and housing affordability potentially impacting the data.

Department of Commerce data showed February starts at a 1.16-million-unit seasonally adjusted annual rate.

The unexpectedly deep drop largely reversed January’s solid gains, the Wall Street Journal points out.

“February saw the return of more typical winter weather, which we saw in the employment data. Single-family starts declined 17% this past month, reversing most of the improvement reported the prior month,” according to Wells Fargo’s analysis of the February numbers.

Multifamily starts are less subject to weather, and starts rebounded 23.5% in February following declines of 7.1% in January and 18.1% in December.

Since the first of the year, housing starts are down 8.2% compared with the same period in 2018, with single-family starts down 2.3% and multifamily starts down a hefty 20.5%.

Perhaps more nettling in the Commerce Department’s February estimates

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boost construction of affordable housing.

“Even with the recent slide in interest rates, which reflects weakening economic conditions, we do not feel we will see a rebound in housing demand until the storm clouds emanating from slower global economic growth clear later this year,” Wells Fargo says.

“Homebuilder confidence has rebounded in recent months but has not returned to its previous highs. Moreover, many builders discounted homes heavily late last year to move inventories and are unlikely to aggressively get ahead of demand after just a few months of lower mortgage rates.”

“Homebuilder confidence has rebounded in recent months but has not returned to its previous highs.”

With unseasonably mild January weather across much of the country, single-family starts had surged 19.2%.

Wells Fargo Economics notes the improvement was also evident in employment and construction-spending data from the period.

12

is the issuance of residential building permits dropping 1.6%, following a 0.6% decline in residential construction permitted in January. All of the February

drop occurred in multifamily units.

Year-to-date permits issued were 1.9% below the first two months of 2018, with single-family permits 6.5% below their 2018 level. Permits issued this year for multifamily construction, however, are 7.2% above 2018.

The apartment market has outperformed expectations over recent quarters, with apartment demand and supply staying balanced at vacancy rates around 6%.

“Periodic concerns about overbuilding have so far proved unfounded, although we do feel that the supply of luxury and lifestyle units delivered in many major downtown areas may be getting ahead of demand,” suggests Wells Fargo’s analysts.

Apartment construction is now pivoting to lower cost locations in the suburbs and in lower cost metro areas. Several cities are also making a concerted effort to

Taken together, the direction of starts and permits signal an inauspicious start for housing construction in what could turn out to be a pivotal year for the U.S. economy and construction spending. But the Wall Street Journal makes note of a technical issue that may have distorted early-2019 numbers.

The partial government shutdown that stretched into January could be affecting housing data from January and February. Commerce said the response rates on which the starts report is based were “consistent with normal levels,” but “delays in data collection for December and January could make it more difficult to determine exact start and completion dates” for properties. This could have caused significant revisions to the data in recent months.

www.ForConstructionPros.com/RENTAL

4/11/19 1:34 PM

B O B C A T. C O M / R E N T T O U G H

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4/11/19 1:34 PM

INDUSTRY

INDUSTRY MARKET MARKET WATCH WATCH

By Rod Dickens, contributing editor

Rental Pros Talk Shop at the Show Business owners from around the country reveal what they were looking for and what they found at the ARA Show in Anaheim, CA DELAWARE: BOOMS ARE BOOMING ON THE EASTERN SHORE Chess Hedrick, owner of Iron Source in Georgetown, DE, didn’t go to the ARA Show this year. Anaheim was a crosscountry stretch from him, but he kept busy anyway. “I spent a lot of money growing our rental fleet the last few months, mostly buying telehandlers and 45’ to 85’ booms,” he emphasized. “I have 17 forklifts between our Georgetown and Smyrna stores and they’re all out. We have 45 to 50 scissor lifts, and all but three are on rent.

Booms are disappearing, too.”

The boom and lift traffic alone keep 22 employees busy, not to mention his two locations also sell and service a dozen well-known brands

for manufacturers in the construction, paving, and lawn and garden industries.

“Delaware’s Eastern Shore is growing and Sussex County, where our Georgetown store is located, is one of the fastest growing counties on the East Coast,” said Hedrick. “We have beaches, vacationers, low taxes, and lots of construction to keep our building, paving, and landscaping contractors busy. We had a record year last year, up 22 percent from 2017, and if the early boom and lift traffic is any indication, this year looks promising, as well.”

Hedrick has been in the equipment business for more than 20 years since graduating from college, first working for United Rentals and later as a rep selling John Deere

“I SPENT A LOT OF MONEY GROWING OUR RENTAL FLEET THE LAST FEW MONTHS, MOSTLY BUYING TELEHANDLERS AND 45’ TO 85’ BOOMS.” 14

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Construction Equipment. He opened the Georgetown store 2009 and the Smyrna location followed four years later. Gehl was his first product line, soon followed by Manitou, Wacker Neuson and other names like Bandit, Western Snowplows, CE Attachments, Ventrac, and Husqvarna.

From the very beginning, his stores sold and serviced new and used equipment and were active in the rental industry. Today, rental accounts for approximately half of Iron Source’s annual revenue.

ILLINOIS: TESLA MAKING AN IMPACT Robert Sloan, owner of Contractors Equipment Rentals, Inc. (CER), usually goes to the ARA Rental Show to purchase replacement items. This year’s show was no different. As he put it, “If you want to keep your fleet current you have to replace 20 percent of it every year.”

www.ForConstructionPros.com/RENTAL

4/11/19 1:35 PM

NAMES CHANGE. QUALITY DOESN’T. Shark Kärcher Group is now Kärcher Rental Solutions.

For decades, Shark has been a recognized brand in the rental channel providing professional grade pressure washers built to withstand the demands of renters.

In a move to streamline our brands while offering comprehensive product solutions to the rental channel, Shark Kärcher Group has transitioned to Kärcher Rental Solutions. Our equipment is not changing; it’s only a label change. Our hot and cold water pressure washers will become the Kärcher Shark Series, still backed by the strongest warranty in the cleaning equipment industry and built to meet CETA performance standards.

Innovation is the life blood of the world of technology.

Kärcher is continually developing new technologies that make work easier, simpler and more economically efficient, while remaining rental ready. We look forward to sharing new innovations with you in the year to come. kaercher.com/us/rental-solutions I 800.771.1881

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INDUSTRY

MARKET WATCH So that’s what he was doing this year, shopping for replacement equipment, but also with an eye toward what’s new and different. “There seemed to be a lot of new battery and electric-powered equipment on display, either on the market for the first time this year or in a prototype stage,” he explained. “I think Wacker had an electric compactor and Ditch Witch had a prototype of an electric trencher. Certainly, it seems that electric and battery power is becoming more viable, although it is still expensive.

For sure, the Tesla effect is having an impact on the construction market.”

In business for 28 years, CER is located a few miles south of Chicago O’Hare’s airport in Elmhurst and hence its market is driven by the Windy City. The store employs 14 people and rents primarily to small and mid-size contractors, many of whom work in the asphalt, concrete, and plumbing industries.

The one spontaneous purchase Sloan made at the show was something that would likely appeal to his concrete contractor customers, a track concrete buggy. “It may not be different for other rental stores, but it’s new for us,” he added.

ILLINOIS: WELL WORTH THE TIME AND EFFORT Located 22 miles north of Champaign, Paxton Hardware and Rental is nestled in rural Central Illinois where it has been doing business for 20 years. “My rental inventory is pretty spread out, and I don’t carry anything that requires a fifth-wheel trailer

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to transport,” said store owner Scott Allen. “Still, rental has been steadily growing over the years and currently accounts for approximately 20 percent of our annual sales.”

To stay up with trends and keep his rental inventory fresh, Allen attended the ARA show this year in Anaheim and then traveled to Dallas for the True Value Reunion, where, he noted, there was a nice selection of rental items.

“In Anaheim, I saw a lot of new and innovative items, including one I purchased, a newer stump planer that attaches to a large posthole auger like I have for my skid steer and mini skid steer units. GPS tracking and equipment monitoring devices such as the ones offered by Watcher Protection are really increasing in popularity. There were some very interesting and innovative brush cutters and concrete saws as well.”

Allen said he also purchased a jackhammer for his Bobcat, a new Kubota tractor with backhoe, and a sweeper with pickup capabilities from Quick Attach, along with a soil conditioner. In his words “I found the show to be very worthwhile.”

OREGON: ONE-STOP SHOPPING BUILDS BUSINESS Located 20 minutes south of Portland, Canby Rental Equipment (CRE) has been in business since 1979 and looks to continue to grow at a “slow and steady” pace. Store owner Matt Zacher describes his business model as one that neither targets

renting large equipment nor competes with the big boys. Instead, it is one that homeowners and smaller landscape contractors depend on to fill several needs.

“We’re a one-stop shop where customers can buy new equipment, get it serviced, and rent equipment when their needs arise,” he explains. In addition to selling and servicing Toro, Exmark, Stihl, and Husqvarna equipment, his store also has an extensive rental inventory, one that he looks to expand after attending the ARA Show in Anaheim this year.

“This was my second ARA show and one of the things I was especially interested in were man lifts for smaller landscape contractors. I was also intrigued by rubber track lifts that virtually transformed lifts into versatile all-terrain vehicles.”

Zacher said landscape contractors make up a huge part of his market, one that keeps his 13 employees busy nearly year-around. “Our local economy is healthy and our growth average has been strong, somewhere between 10 to 12 percent a year.”

Right now, his major obstacle is space. If he could expand floor and shop space, Zacher’s store could provide even more of the services his customers have come to expect.

“THIS WAS MY SECOND ARA SHOW AND ONE OF THE THINGS I WAS ESPECIALLY INTERESTED IN WERE MAN LIFTS FOR SMALLER LANDSCAPE CONTRACTORS.” www.ForConstructionPros.com/RENTAL

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INDUSTRY

MARKET WATCH GEORGIA: “EYE ON THE FUTURE…” Jaco Du Plessis, president of Atlanta’s metro Talisman Rentals, attended the ARA’s Rental show this year, as always with an eye toward what’s new and different. This year he noticed an appreciable increase in the number of cordless power equipment exhibitors.

“Makita had a battery-powered chainsaw. Hilti exhibited the high-performance TE60 rotary hammer, and Wacker had a battery powered compaction rammer,” said du Plessis.

“We’re interested in battery-powered equipment because it’s ideal for indoor applications, easy-to-use, powerful, low in maintenance, and very convenient for the customer. We just send along two batteries, and with chain saws for example, there’s no gasoline to handle and starting is as easy as pushing a button.”

He didn’t’ see larger battery-powered and hybrid equipment like they have at European rental shows, but that day may come as compliance and noise issues become more rigid in the U.S. As du Plessis pointed out, solar and wind power have been around virtually forever and only recently gained popularity here. “Some things take a while to catch on,” he added.

Talisman Rentals has two Georgia locations, the one in Canton (acquired in 2017) and another in North Marietta, both of which du Plessis said are very competitive markets and good for rental. “There’s a lot of development in and around Atlanta just as there is in cities like Dallas and Charlotte. Telehandlers, mini excavators, skid steer loaders, rollers, trenchers, professional hand tools, and

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rammers are among popular rental items for Talisman’s DIY and general contractor customers.

“Business has been very good, apart from the record high rain fall over the winter, which had a slight impact on demand. This year looks very promising due to a lot of pentup demand to be filled.”

to what’s on their to-do list at the show, they always see something that piques their interest. Ben, for example, purchased a couple LED light towers at this year’s event.

“The light towers intrigued me for a couple of reasons,” said Ben. “They’re plugged into a power source, either a small generator or outlet.

“MY BROTHERS AND I KIND OF SPLIT UP TO TAKE IN DIFFERENT PARTS OF THE SHOW FLOOR AND VARIOUS SEMINARS, AND CONTINUE TO DEVELOP RELATIONSHIPS WITH SUPPLIERS AND MANUFACTURERS.” NORTH CAROLINA: NEW AND PROVEN ITEMS PIQUE BROTHERS’ INTEREST The Cooke Brothers - Chad, Ben, and Andy - never miss an ARA Show.

They go there with a list of things to buy to supplement inventories at their four North Carolina locations.

They also walk the floor to see what’s new and interesting in both party and equipment offerings.

“My brothers and I kind of split up to take in different parts of the show floor and various seminars, and continue to develop relationships with suppliers and manufacturers,” said Chad, who first attended the show as a five-year-old with his father. “On the equipment side, we cater to homeowners and general contractors with everything from fork lifts and man lifts to generators, air compressors, backhoes and rollers. We also specialize in party and event rentals.”

Chad mentioned that in addition

They’re also very portable, can be used indoor and out, and are much less expensive than buying a traditional light tower with a generator.

“I also saw several new battery-powered products, including a battery-powered stair climber and power pusher/wheelbarrow, both of which we purchased. I know that Andy took a close look at a generator battery pack.”

The brothers’ four locations are in Mount Airy and King, north of Winston-Salem, and Cornelius and Denver, north of Charlotte. “All stores are doing very well. The state’s economy is strong,” said Chad. Speaking about his store in Denver and his brother’s in Cornelius, he noted the power and technology industries, along with the growing commercial development and residential construction, and the popularity of nearby Lake Norman, should keep his employees in both equipment rental and events busy all summer long.

www.ForConstructionPros.com/RENTAL

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The Skid-Steer Drum Mulcher for heavy mulching and brush clearing applications features a two-speed variabledisplacement piston motor, 41 hardened steel teeth and total attachment depth comparable to a loader bucket.

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• Mulches up to 9-in.-diameter trees or brush continuously • Depth control ring allows better control for depth of cut

• 1.32-cu.-yd. loader bucket capacity with a loader breakout force of 10,340 lbs.

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Quad Track Brush Cutter The four-wheel-drive LineBacker brush cutter features a four quad track undercarriage that provides enhanced mobility in the most challenging terrains.

• Can clear brush and trees up to 12 in. in diameter and leave an 8-ft. path of fine mulch • Able to lift cutter head over 11 ft. high • Touchscreen control center for optimal operational input • 260-hp Cummins 6.7L Tier 4 diesel engine improves overall fuel efficiency and roading speed • Available features include a rear view camera, forward and rear lighting and climate control www.forconstructionpros.com/21049801

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 Speedrooter 92R from General Pipe Cleaners

The Speedrooter 92R from General Pipe Cleaners blends the best of professional drain cleaners with the rugged reliability of rental machines.

• Plenty of power for tough stoppages like tree roots and other heavy obstructions in 3” to 10” drain lines • Heavy duty 10” wheels, stair climbers, and a folding handle make transport easy • One person can easily load it onto a truck • Variable speed automatic feed makes the drain cleaning job easier as it feeds and retrieves the Flexicore cable at up to 20 feet per minute • Power cable feed and guide tube combination keeps renters’ hands clean, safe and away from the spinning cable • Cage holds 100 feet of 5/8” or 3/4” Flexicore cable

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• Standard safety features include an air actuated foot pedal, ground fault circuit interrupter, safety slip clutch and instructional DVD

• Powder coated steel frame construction resists corrosion

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• Five color-coded quick connect spray tips

• 12-in. premium run-flat tires www.forconstructionpros.com/21059518

The New MK-1800 Concrete Saw The MK-1800 is the first portable concrete saw to be designed with an inclusive look at the end-user by offering an integrated water tank, option for propane and balanced weight over blade shaft and wheels. The crank assist is the first of its kind to reduce operator fatigue and improves the raising and lowering of the blade.

• Designed for wet or dry, general application sawing and features either a Honda, Vanguard or Kohler engine • Heavy-duty frame is made from hot-rolled steel providing maximum durability and the reinforced box steel construction provides balanced weight distribution • Ergonomic vibration dampening handlebars reduce operator fatigue • Depth control assembly allows blade to be raised and lowered to the desired cutting depth easily • Micro-V 20J belt provides maximum power transmission to the blade shaft • Maximum blade capacity is 18”, providing a 6-5/8” depth of cut • Hinged blade guard allows for easy blade changes • Ride-on-the-blade water distribution provides controlled water to both sides of the blade for optimum cooling • Non-slip rubber wheels, 8” x 2-1/4”, with maintenance-free hubs and roller bearings offer stability and long life • Overall saw is precision-crafted to achieve perfect weight distribution for rear pivot maneuvering • Features a lifting bail for easy transportation • 6-gal. water tank is used when city water is not readily available www.forconstructionpros.com/21050336

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NEW PRODUCTS

 Lind Beacon LED LE980LEDV-T4 Lind Equipment’s LE980LEDV-T4 light tower delivers as much light as a traditional light head with four 1,000W metal-halide lights, but in a completely unexpected package.

• Uses direct-drive high-efficiency LED lights and runs whisper-quiet on user-supplied generators or when attached to an external power source • Compact and weighing just over 300 lbs., the Beacon LED Tower is truly man-portable • Two can be transported in a standard pickup truck bed.

• Although Beacon towers don’t come with their own power source, they can have a supplemental fuel tank built in with capacity to run the tower using a 2,000W generator for up to 45 hours between refueling • With acquisition costs at half that of traditional light towers, Lind says operating costs can be as low as $0.10 per hour

 AMS-Merlo P50.18Plus Panoramic Telehandlers

The P50.18Plus Panoramic telehandler features a lift height of 58 ft. 5 in. and a 44-ft. reach with an 11,000-lb. load capacity.

• 100-hp Deutz engine and hydrostatic transmission

• Both models are available with two or four light heads

• Standard boom side shift and frame leveling

• Lind LED heads match Lind’s light-level tests show the Beacon LED Tower putting more light onto the work area than traditional metal halide light towers at median light output.metal-halide output at 80% less power

• Independent front axle-mounted stabilizers

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• Tac-lock system for attachment change out • FOPS/ROPS-certified cab with wide split door, ergonomic seating and electronic joystick • Merlo MCDC operational safety software program www.forconstructionpros.com/21060401

 Schäffer 2428 SLT Compact Wheel Loader Recently introduced to the US market, the Schäffer 2428 SLT sets a new standard for the growing market of ultra-compact articulating wheel loaders. The only 25-HP machine that can boast a tipping load of over 3,000 lbs., it outlifts all other similarly-sized 25-HP loaders in the market.

• Mighty lifting power, packed into an ultra-compact design, puts this loader in a class of its own, making it competitive among machines of considerably more horsepower • Powered by a Tier 4 Final Kubota engine • Clears through a 36-in. gate (when used with optional tires) • Comes standard with a universal quick attach headstock, making it compatible with hundreds of attachments in the market without the need for an adapter plate, eliminating an inconvenience commonly found in other brands of ultra-compact or “mini” articulating wheel loaders www.forconstructionpros.com/21060662

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THINGS STILL LOOKING UP for Aerials

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While growth has slowed a bit, the forecast is for continued expansion in this market that shows no signs of stopping

www.ForConstructionPros.com/RENTAL

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2019 AERIAL INDUSTRY REPORT

B y J e n ny L e s co hie r, e di to r

We talked to industry leaders to get a feel for the pulse of the aerial market in 2019 and beyond.

Following are excerpts from discussions with the heads of Genie/Terex Aerial Work Platforms, JLG Industries Inc., Skyjack and Snorkel/Xtreme Mfg. Inc.

JLG DOUBLING DOWN ON CORE VALUES OF INNOVATION, VOICE OF CUSTOMER JLG President, Frank Nerenhausen

RENTAL: How is the replacement cycle factoring into the current strength of the market?

NERENHAUSEN: We think we’ll see a tail wind from the replacement cycle over the next several years. We can’t pin point it exactly, but we see those stronger years coming out of the Great Recession coming into replacement turning into a tail wind in the post2020 time frame.

RENTAL: From a global perspective, which markets are strongest, which are most stressed?

JLG is celebrating its 50th anniversary this year and as part of that, is recommitting itself to the core values the company was built upon in 1969. We sat down with Frank Nerenhausen, president of JLG Industries, at The ARA Show in Anaheim, CA to find out what’s coming next for the aerial industry and JLG itself.

RENTAL: What is your outlook for the aerial industry in 2019?

FRANK NERENHAUSEN, President of JLG Industries: It definitely started off strong. I think we’ve got good solid core fundamentals in the market. We’re seeing future growth in nonresidential construction and we’ve seen [oil] rig count improve. Our performance as a company has been good in the first quarter, giving us an optimistic outlook for the year, and our customers feel largely the same way.

There are always things that can derail us, but we’re cautiously optimistic and the fundamentals seem really strong.

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NERENHAUSEN: North America and Europe are mature markets, but the fastest-growing market is the APAC (Asia Pacific) region. There we see a combination of a strong adoption curve as well as a maturing rental market. We’re excited about the opportunities there but are still very focused on mature markets such as North America, Europe and Australia. Latin America continues to recover, though we’re seeing a turnaround with the new political climate in Brazil - a positive in an otherwise challenged market.

RENTAL: How much do you think the current political climate in the US is affecting the economy and the construction market?

NERENHAUSEN: Some policy changes created uncertainty early on for construction and rental, but the strength of those markets appears to be absorbing the challenges created by things like steel tariffs, etc. We just have to wait and see how that plays out post 2019.

On the other hand, we can’t deny that changes in the tax structure contributed to an increase in spending, and there’s a general confidence in business as a whole right now. The tariffs are contrary to that – I think all business people would prefer a free market – but the strength of the market has largely absorbed the challenges associated with the tariff structure. As a whole, the political climate has been a positive.

RENTAL: What are some of the primary technological trends with aerial equipment?

NERENHAUSEN: We’re seeing a lot with telematics, connected machines, mobile control… there’s a lot of new technology coming into the marketplace.

RENTAL: How do you see customers responding?

NERENHAUSEN: Some things are changing, some things are staying very much the same. Customers still want strong customer support and machines that are reliable. Their drive is the same as ours; they don’t want

SOME POLICY CHANGES CREATED UNCERTAINTY EARLY ON FOR CONSTRUCTION AND RENTAL, BUT THE STRENGTH OF THOSE MARKETS APPEARS TO BE ABSORBING THE CHALLENGES…

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2019 AERIAL INDUSTRY REPORT

technology just for the sake of technology. It needs to provide a service that’s valuable.

RENTAL: JLG is celebrating its 50th anniversary this year.

How will the core values the company was built on evolve in the next era?

NERENHAUSEN: Fifty years ago, our founder, John L. Grove was on vacation when he witnessed a fatality involving some work being done at height. At that moment, he had the choice of continuing on his vacation or doing something about it. He chose the hard path and did something about it, inventing the world’s first boom lift, JLG 1. To this day, every one of our machines goes out with his initials on them. The core values of the company, such as listening to customers and passion about the team and the business, are what our founder was about, but those elements can be lost in a large company, so we’re working very hard to double down on them. Once you lose those core values, you lose your sense of purpose, and ultimately, your value in the market place. Our culture is genuinely focused on our passion for innovation, which comes from listening to our customers, while maintaining Grove’s mentality. We want to leverage size and scale but behave like we’re a small company.

THE TIME IS RIGHT FOR TECHNOLOGY TO TAKE HOLD Genie President, Matt Fearon

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RENTAL: How do you see 2019 shaping up for the aerial market?

MATT FEARON, Genie President, Terex AWP: 2019 is going to be another good year. We got off to a little bit of slow start, but if we look at our starting point, which is our backlog, 2019 is definitely going to be a good year.

The market is not growing as fast as it was in 2017-18, but it’s going to continue to grow.

RENTAL: What does the future look like?

NERENHAUSEN: There are lots of variables that could derail longterm growth, but the positives are that there continues to be new uses for the machines we manufacture, so we continue to build out our core product lines.

From the macro-economic standpoint, we can’t predict the future, but given the volume of technological change and the capacity to further improve the productivity and safety of our machines, the future looks bright for access.

Genie’s S-45 XC can work with up to three people in the platform.

RENTAL: Why the slow down?

We caught up with Matt Fearon, president of Genie, Terex AWP, at The ARA Show in Anaheim, CA to get his take on the state of the aerial industry in 2019. Following is an excerpt of that discussion.

FEARON: We are starting to see some slowing in US non-residential construction and the Architectural Billing Index (ABI). Both of these are viewed as leading indicators that have been very strong in 2017 and 2018 and are now showing some softening.

www.ForConstructionPros.com/RENTAL

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2019 AERIAL INDUSTRY REPORT

We’re not expecting a dramatic drop, but rental companies will pull back fleet growth if these trends continue.

RENTAL: What is your prediction for the near future?

FEARON: I would not be surprised if there was some kind of a temporary dip –not like in 2008 – but election years cause people to get nervous. If you look at the pent-up demand from replacement, the dip will be short lived with the market really coming on strong in 2021-22. So even if construction starts to decline a little bit, there will be enough replacement demand from the big rental fleets. I think we’re in for a good run for the next few years.

RENTAL: How have the political changes since the last election affected the construction and rental markets?

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FEARON: Enthusiasm around talk of infrastructure spending and tax changes were viewed very positively, and we did see that growth as we went through 2017-18. In 2018, the tariffs were difficult to navigate because everything was coming at us very quickly. From a global manufacturer’s standpoint, this definitely added some complexity to our business, as well as a bit of doubt. The biggest impact in the U.S. was the reaction from the U.S. steel companies. They saw this coming and raised their prices, and that translated straight to the OEMs in the construction sector. We’re doing everything we can to understand the tariffs and stay optimistic; we’re moving stuff around to mitigate the risks associated with them. It’s a lot for us to manage, but we’re making sure we do our part to continuously drive costs down because we know we can’t just pass all of these costs on to our customers.

RENTAL: How are global markets faring?

FEARON: North America is the biggest aerial market in world, with Europe right behind it. Brexit seems to be creating some caution, and we’re not sure how that’s going to play out. China continues to grow… The Chinese are starting to accept aerials as the best way to work at height, and that’s a healthy sign the runway is good for our products. Right now, the scissor lift market there is very robust, and booms are becoming more and more popular.

RENTAL: Technology is growing by leaps and bounds. How do you see customers responding to that and where is it going?

FEARON: One of the most exciting things about our business today is the way technology is advancing. If you look at this industry in general, it’s made up of slow adopters, but what’s happening right now is changing all of that. With every new advancement, there’s a time when the technology is right, the cost point is right and the willingness to adopt is right. We’ve

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WE BELIEVE THE TIME IS RIGHT TO SAVE OUR CUSTOMERS MONEY IN THE FORM OF FEWER SERVICE CALLS, MORE RENTAL TIME ON EVERY MACHINE. THIS ADDRESSES A BIG INDUSTRY ISSUE: THERE ARE NOT ENOUGH SERVICE TECHS. got that happening right now in telematics. We’ve been putting telematics-ready devices on our machines for five years and working with rental companies around the world. By the end of this year, every Genie scissor, boom and telehandler will have our new telematics solution – Genie Lift Connect – installed on it, with a three-year subscription to our program. We believe the time is right to save our customers money in the form of fewer service calls, and more rental time on every machine.

This addresses a big industry issue: There are not enough service techs. However, there is a new generation of mechanics out there, and they want to use this technology. We’ve got a solution that works for the big rental companies, as well as the smaller rental companies who maybe don’t have the IT capabilities to outfit their own system. I think customers, big and small, are changing the way they manage their fleets. We have a history of being innovators, and this is an example of that.

RENTAL: How do you see independent rental companies performing in the years to come?

FEARON: I still see a place for the independents. They’re fast, they find their niche and there’s a lot of loyalty in their customer base. They can run a smaller fleet and run it very efficiently. That being said, the big guys keep getting more sophisticated, and it’s impressive. I think we’re seeing the industry growing, getting much better. This is a capitalintense industry, and the best people are figuring out how to optimize their fleets for its whole life. For a relatively lowtech industry, it’s now starting to convert.

RENTAL: What’s coming for Genie?

FEARON: I want people to know our commitment to our connection with customers. Through those connections, we find purposeful innovations that will help our customers make money. We want our customers to feel listened to.

With that in mind, Genie is a serious global player. We have teams all over the world, in the right time zone, and speaking the right language for every customer. And, we’ve got team members selling Genie who’ve been doing it for 20 and 30 years. Those are the people listening to our customers; people who understand their business.

www.ForConstructionPros.com/RENTAL

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2019 AERIAL INDUSTRY REPORT

SKYJACK EMBRACES TECHNOLOGY TO MEET EXPECTATIONS OF FUTURE CUSTOMERS, TECHS Skyjack President, Brad Boehler

Skyjack made a splash at The ARA Show in Anaheim, CA with its conceptual demonstration of a scissor lift being controlled remotely from the other side of the world, in Australia.

The company then made a bold promise to introduce autonomously controlled equipment by the year 2023. To find out more, we talked with Skyjack President Brad Boehler. Here’s what he had to say:

Skyjack recently introduced the SJ9253 RT, its largest scissor lift to date with a working height of 59 ft. It’s the first model in Skyjack’s new full-size rough-terrain range.

RENTAL: How do you see the aerial market shaping up in 2019?

BRAD BOEHLER, President of Skyjack: I think there will be continued growth in 2019. There’s a lot of optimism still in the marketplace. Our rental customers are reporting their customers have visibility to a lot of work for the next 12 to 18 months and they’re feeling really good about that.

The American Rental Association is predicting growth for the industry as a whole, as well as increasing rental penetration.

Ultimately, growth in the market is not as high as it has been in recent years, but there will still be expansion.

Certainly, we’re looking to growing with that and seeing market share grow as well.

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FOR MORE INFORMATION CALL

Snorkel at +1 785-989-3000 ™

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2019 AERIAL INDUSTRY REPORT

RENTAL: What do you see in your crystal ball for the longer term?

two streams. One is machinery that looks like machines today but will be able to load itself on and off trucks, BOEHLER: To some degree it effectively eliminating the leading depends on what the global circumcause of injury to employees using our stances are. Some of the primary equipment. We’ll see the staging of challenges we’ve been facing in the machinery so it can drive itself around recent past are the result a rental yard. The second of tariffs and trade wars. will be machines THE BOTTOM LINE IS THIS INFLATION OF stream We try to insulate ourthat don’t look at all like selves where we can, they do today and will MATERIALS COSTS WILL ULTIMATELY getting supply from have no people in them.

MAKE ITS WAY TO THE CONSUMER. different places and These machines will be continuously working able to complete certain toward good coopertasks, like installing pipation with our vendors, but from a ing at height, etc.; they’ll be robots, manufacturing standpoint - and it basically. Both streams may be a way doesn’t matter what country you’re to do things with remote control, manufacturing in - we are worse off through virtual reality or augmented from a cost perspective than we were reality, or some sort of mixed realia year ago. That’s driven by duties and ty, with the electrician standing on the tariffs and also by cost increases just ground, controlling the robot, essenbased around supply and demand tially doing work at height but from from specific mills in different parts of the ground. Once you take the operathe planet, and it’s going to continue tor off the machine, the machine looks further down the chain of commerce. totally different.

Our customers do not want to pay any more for their equipment, but we can’t RENTAL: That sounds continue to give it them for the same pretty radical. What will price. Their customers don’t want to happen to the workforce? pay any more to rent the equipment, appreciated our simple and reliable BOEHLER: Think of the invention but I don’t believe our customers will components that are not complicatof the cotton gin. It replaced a lot of be able to give it to them at the same ed to replace, and not complicated people and people wondered what all rate. The bottom line is this inflation for a technician to troubleshoot. But those workers would do. But they simof materials costs will ultimately make we’re already struggling with not havply moved on to different things. We’re its way to the consumer. ing enough qualified technicians in the talking about a changing of the workBut overall, there’s a lot of work field, and now we’re adding a whole force as opposed to complete removal still going on, a lot of expansion, generation that’s grown up with iPads, of the workforce. and a lot of good economic signals cell phones, and freely available inforthroughout the globe. I just hope that mation. They don’t necessarily have the RENTAL: What’s uncertainty over Brexit, uncertainty same understanding of mechanical syscoming for Skyjack? over the next US election, those kinds tems as we have, but they’re way ahead BOEHLER: We’re definitely getof things, don’t derail the economy. of us technologically. That leads us to a ting to a point where machinery will place where the people we’re going to be be more technologically savvy than RENTAL: Where do you selling to will have a completely differit has been. For Skyjack, this is very see technology headed ent thought process than we do today. exciting because we were the least with aerial equipment? technologically savvy supplier, delibBOEHLER: It’s a constant evolution.

RENTAL: How will that look? erately so, because we were targeting At Skyjack, we’ve challenged our team BOEHLER: For us, we want to our motto of being “Simply Reliable” to have machinery that does a variety achieve autonomous tasks with our with equipment that’s easy to repair of tasks autonomously by 2023. Having equipment by 2023. That will come in and diagnose. We’re continuing with

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said that, it’s kind of like the moon landing, we have to follow that up with a lot of research, but as long as we provide our team with enough time, resources and the ability to fully think concepts through, we’ll get results.

Our customers have always

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2019 AERIAL INDUSTRY REPORT

that but now we are actively leapfrogging from the tech perspective because it’s so important and we believe there’s value in things like telematics, and functioning remotely and autonomously. This is now the expectation of the future.

People maintaining the equipment in the future will expect to maintain it in a different way than we’re doing now, just as people using the equipment will expect to use it in a different way than we are now. This is good for the industry as a whole; we just have to make sure we’re doing things pragmatically, and adding value as opposed to just making super cool things. Ultimately, this is the right step for the future, helping the industry be more effective, productive and safe.

AERIAL INDUSTRY CONTINUES TO GROW DESPITE GLOBAL CHALLENGES Snorkel President, Matthew Elvin

RENTAL: What’s the outlook for 2019 in the aerial industry?

MATTHEW ELVIN, CEO, Snorkel: We think that generally the market conditions for 2019 should be a continuance of what we saw in the previous 12 months. The outlook remains positive, but we do expect to see a reduction in the rate of growth of the market.

RENTAL: What are the primary factors affecting this outlook?

ELVIN: The market is sensitive to global socio-economic and political drivers, such as the US-China tariffs and Brexit.

While these remain unresolved, businesses are perhaps being a little more cautious and are requiring greater justification for investment decisions.

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RENTAL: Any surprises or is this in line with former forecasts?

ELVIN: So far, 2019 has started in line with our expectations.

However, to maintain the momentum, the aerial industry needs positive and timely resolutions to both Brexit and the US-China trade talks.

RENTAL: How does the aerial industry look in comparison to the larger rental market and the U.S. and global economies in general?

ELVIN: In mature aerial markets, such as the US and Western Europe, the aerial industry outlook is generally in sync with the wider general rental market and the economies they operate within. However, in certain developing markets, for example, China, the growth of the aerial market is outpacing the general construction equipment market, presenting increasing opportunities for aerial lift manufacturers.

The aerial market has room to grow as the runway for global adoption is long and there continues to be new uses for the equipment.

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2019 AERIAL INDUSTRY REPORT

RENTAL: Which geographic markets are particularly strong, which are weaker? Why? ELVIN: Right now, the US market remains strong, along with other mature markets in Europe and beyond. China continues to present a growing opportunity for aerial lifts.

The Middle East market has been softening for a few years, and this appears to be continuing.

RENTAL: How is the current political climate affecting business?

ELVIN: As business generally does, it has continued to make decisions and invest, despite the political climate – which it must. However, it is worth noting that businesses can only

‌IT IS WORTH NOTING THAT BUSINESSES CAN ONLY MAINTAIN MOMENTUM FOR A CERTAIN PERIOD WITHOUT A POSITIVE RESOLUTION TO THE POLITICAL FLUCTUATIONS. maintain momentum for a certain period without a positive resolution to the political fluctuations.

RENTAL: How are the aerial market and rental market changing?

ELVIN: The aerial industry is primarily driven by safety and productivity.

There is an increasing environmental influence on both the aerial industry, and rental companies more generally, as contractors are required to comply with increasing regulations on jobsite

noise and emissions. This is driving demand for alternative solutions to diesel, which is changing the focus of aerial lift manufacturers toward new technology, design and equipment operation.

RENTAL: What is the long-term outlook?

ELVIN: Multiple forecasts for the rental industry predict good market conditions for the next 18-24 months.

Following this period, we do anticipate seeing a natural reduction in growth.

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RENTAL: What equipment trends are you seeing?

ELVIN: One of the major industry trends currently is for lithium-ion battery technology for electric-powered machines. Capable of delivering longer duty cycles than lead acid batteries, lithium-ion presents a wealth of product development opportunities for aerial lifts, and I believe we are only at the beginning of how this technology will be embraced by our sector.

RENTAL: What’s coming for Snorkel?

ELVIN: This year marks our 60th anniversary since Snorkel was founded by Art Moore, with roots in the firefighting industry. As such, we have had a strong start to the year with the launch of our new global website, online spare

parts ordering system, and the expansion of our telehandler family with two new models launched at World of Concrete and The ARA Show.

At Bauma, the largest show in the world for our industry, we will have a number of exciting new product launches, including the official launch of our innovative S3019E electric drive slab scissor lift, which was previewed

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Just since the beginning of this year, Snorkel has introduced a new global website and an online parts ordering system, not to mention two new telehandler models and more.

at ConExpo 2017. In addition to new products, we remain heavily focused on continuously improving the customer experience and will be making further investments to support this.

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PRODUCT ROUNDUP // AERIAL LIFTS

 AIRO V Series Electric Vertical Lifts AIRO vertical mast stock pickers are designed to provide height and reach in confined areas. There are two variations available: rotating with jib and straight vertical.

• Rotating model lines have 355-degree rotation with an outreach of 10 ft. 9 in.

• Drivable at max height • Proportioned controls

• Comply with all international safety features

• All motion alarms

• Non-marking tires

• Load limiting devices

• Capacity: 264 to 441 lbs.

• Basket holds one person



• Platform heights: 11 to 25 ft.

• Weights range from 1,719 up to 6,173 lbs. www.forconstructionpros.com/21031393

Snorkel S3215L Electric Scissor Lift

The 2,100-lb. S3215L lightweight electric scissor lift is designed to deliver the same heavy-duty durability of a construction-tough electric slab scissor lift.

• Maximum platform height of 15 ft. and maximum working height of 21 ft.

 Forever-ODM HD

1320 Mini-Scissor Lift Forever-ODM’s HD 1320 mini-scissor lift can fit into normal elevators with an operator, allowing companies the ability to do ceiling and wall work on different floors from the interior instead of ground level.

• Load capacity: 528 lbs.

• Floor loading of just 195 psf at its 670-lb. maximum platform capacity

• Extended deck load capacity of 220 lbs. at 13-ft. platform height

• 30% gradeability

• Total height when lowered: 6 ft.

• 81-in. overall length, 32-in. overall width and 75.5-in. stowed height

• Width: 2.5 ft.

• 4-ft. insight turning radius

• Two rear wheels driven by electric motor independently

• Uses lighter weight materials, such as aluminum, where possible, without compromising stability and durability

• Two front caster wheels can swivel 360 degrees

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 Haulotte HA80 RTJ Pro Articulated Boom The HA80 range has a working height of 86 ft. 1 in., up-and-over clearance of 30 ft. 6 in. and horizontal outreach of 57 ft. 5 in.

• Dual load capacity option enables switching between 550- and 770-lb. modes • Boom rigidity, regulated kinematics and automatic damping of ramp motion when approaching full extension ensure fluid boom movements • ACTIV’Lighting System-Safe Load system illuminates controls and area around the boom

 Reachmaster

Bibi 26-BL Compact Scissor Lift

• ACTIV’Shield Bar 2.0 fully incorporated into the upper control protection cover www.forconstructionpros.com/12315720

The 4,400-lb. Bibi 26-BL compact scissor is mounted on a trackbased chassis, enabling it to drive on sloped and soft surfaces.

• 25-ft. 11-in. working height and 550-lb. basket capacity • Comes with a 220V electric motor and a Honda GX930 gasoline engine • Bi-leveling chassis enables up to 25° gradeability and adjustable tracks can accommodate a 21° side slope • Features include proportional controls, single door/gate access, electrohydraulic brakes and adjustable tracks www.forconstructionpros.com/12160566

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PRODUCT ROUNDUP // AERIAL LIFTS

 Genie GS-1330m Scissor Lift

Designed for Compact Maneuverability

 Mobile Control App for JLG R Series Scissors Lifts

JLG launched its Mobile Control app for the R Series scissor line.

The app enables users to drive, steer and load R Series scissor lifts while in a stowed position from an iOS mobile device.

• Available as an option on new R Series scissor lifts or for purchase as an aftermarket option for installation on previously purchased machines • Intuitive user interface • Displays all essential features needed to run the scissors as if the operator was standing inside the platform • Horn symbol allows operator to alert jobsite personnel when machine is operating nearby

Genie’s GS-1330m scissor lift is ideal for low-level access and space restricted applications with a 12.8-ft. maximum platform height, 18.8-ft. maximum working height and a two-person, 500-lb. capacity.

• All-electric DC drive system with zero-emissions operation • Drive at full height • Platform load sense • Genie Smart Link control system with fully proportional lift and drive control • Capable of climbing up to 25% grade slopes in stowed position • Side-by-side platform guardrails • Diamond plate platform flooring • Weighs 1,950 lbs. www.forconstructionpros.com/21048011

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The ACE 2 SL also features 200 Ft. of durable braided Fiberglass Premium ½” dia. push rod, a 512 Hz Sonde, 5.4” LCD monitor, screen cover, reel brake and centering skid.

When customers ask for machines with lift and capacity, you deliver with Merlo Telehandlers and Rotos. Lift heights up to 115 feet and operating capacities up to 25,000 lbs. Merlos are compact, offer attachment flexibility, ground engaging capabilities and intuitive operator controls. Your customers now have machines delivering powerful, adaptive performance. You get repeat business delivering a great ROI.

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One-touch USB recording

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 Skyjack SJ9253 RT  Custom

Equipment Introduces PA-1030 Hy-Brid Lift Custom Equipment LLC introduces the all-new PA-1030 push-around lift as a safer and more productive alternative to ladders and scaffolding. The PA-1030 enables users to manually maneuver the unit into place and hydraulically raise and lower to the desired work height.

• Features a tool tray, parts holder, USB ports, improved rear casters and a see-through front board for better visibility • Auto-lock brakes and total-lock rear casters prevent unintended movement, increasing safety • Improved stability and reduced platform movement due to robust scissor stack and oversized pins

Rough-Terrain Scissor Skyjack introduces the SJ9253 RT, its largest scissor lift to date with a working height of 59 ft. It’s the first model in Skyjack’s new full-size rough-terrain range.

• New range replaces Skyjack’s existing 88” and 92” models and consists of the SJ9233, SJ9243, SJ9253, and SJ9263 RT • All-steel platform measures 7’ wide and 14.5’ long, with the option of single or dual 5’ extension decks • Skyjack’s AXLDRIVE is a true mechanical four-wheel drive system, which when combined with a selective differential lock, provides optimal traction and up to 40% gradeability • Skyjack’s SMARTORQUE means no diesel particulate filter (DPF), no diesel exhaust fluid (DEF) /AdBlue, and no other active exhaust after treatment • Skyjack’s newly designed scissor lift control box combines all drive, lift, outrigger and option functions in a single box on the platform

• Platform is 41 in. long by 20.5 in. wide; total stowed height is 69 in.

• Skyjack’s unique clevis style scissor end design increases strength and rigidity through a symmetrical load distribution over the pins, giving the operator a more secure and comfortable experience

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• 10-ft. platform height and a 16-ft. working height

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STARDARDS

UPDATE

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

ANSI for Rental Houses HOW DO YOU COMPLY? New standards will go into effect this December, so now’s the time to know your responsibilities

M

ost everyone working in equipment rental these days has likely heard that ANSI A92 standards for mobile elevating work platforms (MEWPs) go into effect this December. Significantly fewer, however, have a solid handle on what this means to their business, their employees and their customers. We’re here to help.

To start with, in the case of ANSI standards language, rental houses are considered “dealers.” In addition to being a “dealer,” they equally hold the responsibilities of a “user.” A “user” refers to any entity who authorizes and directs operators in the use of MEWPs. All user responsibilities in the updated A92 safe use and training standards apply to you, the rental house. Whenever a dealer directs personnel to operate a MEWP (loading, unloading, inspecting, sales demonstrations, or any form of use), the dealer shall assume the responsibilities of users.

“Rental companies need to read and fully understand the updated standards in order to comply internally and additionally, to be able to fully assist their customers to meet their responsibilities,” says Tony Groat, IPAF North America manager. “If they can’t get things straight in their

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own house, so to speak, they can’t possibly help customers to do so.”

He continues, “The rental company is the leader of the band. If they’re off key, the rest of the band will be off key too. In other words, if they’re not doing things correctly, they’ll be showing everyone else the wrong way.”

Despite not being typical “users” of equipment, rental houses do have employees who operate MEWPs

– mechanics and sales people, for example – within the facility and on jobsites with delivery and service. As such, they’re responsible for safe use and operation, the same as other users.

“Rental employees need to be trained and someone needs to oversee them,” explains Groat. “They’re obligated, just like all other users, to have a MEWP safe-use plan and to evaluate operator proficiency on an ongoing basis.”

According to new ANSI A92 standards, rental houses are considered both dealers, and users.

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What is ANSI anyway?

ANSI stands for the American National Standards Institute. It’s not a governing body and does not make or enforce laws. ANSI is an organization that coordinates the U.S. voluntary consensus standards system, providing a neutral forum for the development and conformity of policies and assessment programs and processes. In other words, ANSI cannot fine you for not following its standards, but it does advise OSHA on its regulations, which are enforced with fines for violations.

In short, it’s in everyone’s best interest to follow ANSI standards not only because they foster worker and environmental safety, but also because failing to do so could violate OSHA regulations and result in fines.

…IT’S IN EVERYONE’S BEST INTEREST TO FOLLOW ANSI STANDARDS NOT ONLY BECAUSE THEY FOSTER WORKER AND ENVIRONMENTAL SAFETY, BUT ALSO BECAUSE FAILING TO DO SO COULD VIOLATE OSHA REGULATIONS AND RESULT IN FINES.

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HALF-HEARTED TRAINING IS FINE. AS LONG AS YOU’RE OK WITH HALF-HEARTED SAFETY. Life is full of shortcuts. But running mobile elevating work platforms without trained, tested operators is a dead end. Train right. Insist on the PAL Card.

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MEETS OR EXCEEDS THE REQUIREMENTS OF THE NEW ANSI STANDARDS. Search: 10313618 www.ForConstructionPros.com/RENTAL

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STANDARDS TOPIC HERE

FEATURE UPDATE

For its part, the International Powered Access Federation (IPAF) aims to foster the safe use of MEWPs by providing information and training to owners and users. While the organization has no authority to create or enforce standards, it does support their intention and works toward publicizing information so users have maximum comprehension and understanding of what’s required for the safest possible use of the equipment.

“The very first thing every user must do is read and understand the new standards,” says Groat. “On one hand the standard does not introduce many new requirements, but on the opposing hand the standard has added much more detail to ensure users are being as thorough as prior standards expected them to be.”

Ultimately, the goal of the updated standards is to get everyone on the same page to ensure the safe use of equipment. This refers to the application, inspection, training, maintenance, repair and safe operation of MEWPs. Following are some of the basics to keep in mind.

Training and familiarization Rental houses should by now be aware that current ANSI standards say porcorex/iStock/ Getty Images Plus they’re obligated to provide equipment familiarization to customers. Specifically, the rental house (dealer), upon delivering a piece of equipment, must be prepared to show the customer the control functions and safety devices for that particular piece of equipment. In addition, if a customer requests training, the rental house is obligated to offer it themselves or refer customers to a reasonable alternative source for training.

“The classic challenge with existing training and familiarization standards is the statement that rental companies must offer training and provide familiarization, often upon delivery on

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the jobsite,” Groat says. “But in reality, sometimes deliveries are made after hours when no one is there to receive the equipment, or the person receiving the equipment is not the operator.”

He continues, “The new standards say rental houses are now obligated to offer both training and familiarization.

It’s up to the customer to determine if they need either and request it. However, it’s important to be aware not all customers renting equipment even know to ask for familiarization or training, so it’s vital that rental houses make a point of offering it. It’s their responsibility to make their customers aware of the need.”

According to the updated standards, once an operator completes training, the user can determine if they’re qualified to perform the work and then authorize them to operate the MEWP. The operator must periodically demonstrate continued proficiency with the equipment.

This can be determined by a designated qualified supervisor who is responsible for monitoring, supervising, evaluating and documenting

Assess risk One of the primary responsibilities of the user is to perform a site risk assessment before each use in order to identify hazards, evaluate risk, develop control measures and communicate them with those affected. No matter how simple or complex the task is, if a MEWP is being operated, the user is responsible for the safety of the person operating the equipment and for bystanders as well.

Once the user has assessed the site for potential hazards, which range from overhead obstructions to soft ground to current wind and weather conditions, they must also continuously revisit the site to determine if new hazards exist. Any changes must then be documented and promptly communicated to everyone involved.

“Once jobsite hazards and risks have been identified, they must be eliminated or mitigated and the plan effectively communicated to all affected parties,” Groat explains. “This is nothing new, of course, a site risk assessment has always been needed,

“THE NEW STANDARDS SAY RENTAL HOUSES ARE NOW OBLIGATED TO OFFER BOTH TRAINING AND FAMILIARIZATION. IT’S UP TO THE CUSTOMER TO DETERMINE IF THEY NEED EITHER AND REQUEST IT.” TONY GROAT, IPAF NORTH AMERICA MANAGER operators on a regular basis. This person should use reasonable judgment and determine proficiency based on performance. Operators showing diminished performance should be retrained as needed.

The standards define a supervisor as one who is assigned by the user to monitor operator performance and supervise their work, and who is required to complete specific training requirements defined in A92.24 7.5 Supervisor Training, such as IPAF’s MEWPs for Manager’s course.

but typically hasn’t been performed as intended. Prior language stated “the standard must be supplemented by good job management, safety control, and the application of sound principles of safety.” Starting this December, a risk assessment will specifically be required as defined in the standard, so users will clearly understand their responsibility.”

Ready to rescue Rescue planning is another vital part of safe MEWP use and is a necessary component of a site risk

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assessment. Under the new ANSI standards, users are required to develop a written rescue plan that will be carried out in case of a machine breakdown, platform entanglement or fall from platform. The written plan must be part of the company’s training manual and everyone must receive training that explains the procedures to follow in case of emergency.

Specifics on how to develop a compliant rescue plan can be found at A92.22 Section 6.1.2.6 Rescue from Height.

Make the right choice Once the site has been assessed, the next step is making adjustments as needed to ensure optimum safety, and an important part of that is selecting and providing the right equipment for the job. There are many varieties of powered access equipment, but each has applications it’s uniquely designed for. For optimum safety, choose the right lift for the job at hand; do not simply make do.

should note the load sensing capability of the machines to customers, especially those with experience renting MEWPs, and what this changes means to operation. This will reduce confusion and needless calls for service and hopefully ensure a more satisfactory rental experience for the customer.

The Manual of Responsibilities for A92.22 and A92.24 provides an exact copy of the language of responsibilities in the safe-use and training standards.

A single copy can be purchased for $7.95 at https://shop.saiaonline.org/shopexd.asp?id=100

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Beware of design changes While only MEWP manufacturers are required to read the revised design standard, it will have an impact on MEWP users. One of the new requirements in the design standard is a requirement for platform load sensing on most MEWPs. This system will identify when the platform rated load is exceeded, sound an alarm and prevent normal movement. This will assist in preventing overloading and minimize the risk of overturning and machine damage. The design standard introduces many new requirements that will enhance MEWP safe operations.

MEWPs manufactured after December must comply with the requirements of the A92.20 Design Standard. MEWPs manufactured to the existing standards do not require changes to meet the new standard.

Rental houses renting new equipment that meets the new standards

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PRODUCT ROUNDUP // COMPACTION

 Mikasa

MRH800GS Walk-Behind Compactor The walk-behind MQ Mikasa MRH800GS has been redesigned to meet the needs of today’s construction professional.

 Masterpac

PCR3820 Reversible Plate Compactor The 15-in. PCR3820 is powered by a 5.5-hp Honda GX160 engine and features infinitely variable hydrostatic forward and reverse motion.

• Cast-iron, impact-resistant and open self-cleaning baseplate

• Delivers 5,300 lbs. of compaction force and 3,300 vpm • Narrow profile designs allow for less than 1-in. side clearance for the 26.5-in. drums • Dual sprinkler controls wet each drum individually • Infinite variable speed control gives operator full control while moving the equipment forward or in reverse • Updated handle improves operator comfort and folds up 90° for easy transportation and storage www.forconstructionpros.com/12240866

• Fully sealed, lubricated, wearresistant cast-iron vibrator assembly • Reverse travel safety protection ensures plate reverts to slow forward travel if operator releases the travel control lever • User-friendly, low-vibration handle folds to 45° and 90° positions for easy transport and storage • Includes a heavy-duty roll cage with lifting eye and built-in wheel kit www.forconstructionpros.com/20998567

 BOMAG BPR 70/70 D Reversible Plate Compactor

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The BOMAG BPR 70/70 D reversible plate compactor features a specially designed comfort handle that reduces vibration feedback to the operator’s hands, reducing fatigue.

PRODUCT INFO?

• Longer steering rod design requires less effort to maneuver the compactor during operation

USE THE EIGHT-DIGIT CODE

• Vibration and throttle controls conveniently located on the steering rod

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.

• Rubber vibration buffers connecting the steering rod to both the handle and the baseplate drop hand-arm-vibration values to 8.2 ft/s2

• Intuitive control concept delivers quick reversal times for increased productivity • 1,279-lb. operating weight and 15,737-lb. centrifugal force • Standard working width of 27.6 in allows the reversible plate to compact large areas quickly at speeds reaching 91.9 fpm • Available bolt-on extensions increase compaction area to 33.5 in., giving contractors the flexibility to compact at widths ranging from 21.7 to 33.5 in.

• Can be equipped with the ECONOMIZER compaction measurement system www.forconstructionpros.com/21010235

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 Doosan Light Compaction Products The light compaction product line includes the RX264H upright rammer, BXR-300H reversible vibratory plate compactor and SX-170H walk-behind vibratory roller.

• RX-264H rammer delivers up to 650 bpm with 2,600-lb. average impact per blow, and includes a Honda recoil-start, four-cycle engine and durable wooden foot reinforced with a heavy steel plate • BXR-300H vibratory plate can cover 5,231 sq. ft./hour with a 16-in. maximum compaction depth, and has a Honda gasoline engine with protective engine cage and integrated lifting bail • SX-170H roller provides 2,000 lbs. of centrifugal force for a 9-in. compaction depth, and includes a Honda four-cycle engine with automatic low oil shut-off and rearmounted roller and font-mounted bar to prevent tipover www.forconstructionpros.com/12283056

 Husqvarna

LT 6005 Rammer

 Weber MT Introduces New

Lightweight Plate Compactors

The LT 6005 features a 3.6-hp Honda GXR120 gasoline engine that is specially designed for rammers.

Weber MT introduces two new plate compactors, the extra light CF 1 vibratory plate, which replaces the existing model, and the ultra portable CR 1 Honda reversible soil compactor.

• Engine mounted in a compact, durable chassis delivering high speed and high impact force

• The CF 1 Honda vibratory plate now boasts significantly reduced weight at 132 lbs.

• Three-position throttle control (idle, full speed, stop/closed) closes the fuel line to prevent leakage

• Reduced weight and removable bracket makes CF 1 a cinch to transport in the trunk of a car

• Single lifting point on the foot and rollers on the steering bar make on-site handling easy

• CR 1 Honda weighs 202 lbs.

• CR 1 Honda has low hand-arm vibrations topping out at 1.5 m/s2, well below the action value (2.5 m/s2)

• Slimmed handles allow for work in narrow spaces or close to obstacles

www.forconstructionpros.com/21063395

• Includes hour meter, air filter indicator and oil warning indicator, plus easily accessible service points www.forconstructionpros.com/21024422

 Wacker Neuson AP1850e and

AP1840e Battery-Powered Plates Wacker Neuson has debuted the first battery-powered single-direction vibratory plates to North American customers. The AP series battery-powered plates come in 19.7-in.

(AP1850e) or 15.8-in. operating widths (AP1840e), and are available with a water tank and sprinkling set for asphalt applications.

• Simple to operate with push-button start and charging indicator light on battery • Maintenance-free electric motor mounted directly on the baseplate • Under typical working conditions, one battery charge lasts a standard working day • BP1000 lithium-ion battery system provides constant power output over the entire discharge phase. The battery management system protects against overcharging. www.forconstructionpros.com/21045599

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LAWN & GROUNDS

EQUIPMENT

By Gregg War tgow, contributing editor

GOT MOWERS? Here’s How Choose a Good One As landscaping labor shortages continue, new zero-turn mower designs place extra emphasis on productivity

C

hances are, if your customer base is made up of a significant number of landscape contractors and homeowners, you probably carry a mower or two in your rental inventory, and there’s a good chance it’s a zero-turn model. Anyone who spends any time around equipment is familiar with this ubiquitous machine, but do you know how to select the most productive model? Sure, you look for speed, power and size … but what else? Does operator comfort factor in?

Considering the scarcity of reliable workers today, it should. And it does— now more than ever.

Contractors want mowers that are easy to operate and easy on the operator. They also want options.

Manufacturers are responding— and for good reason.

Demand for zero-turn mowers is through the roof. And today’s zero-turns come in all-electric and hybrid versions, as well as diesel-, gasoline- and propanepowered models.

“So much of the industry is housing-driven and mortgage rates are still at historic lows. Unemployment is low,” says Kris Kiser, president and CEO of the Outdoor Power Equipment Institute (OPEI). “The market is strong. We’ve seen doubledigit growth in this product segment in the past couple of years.”

Maximizing productivity Kubota is one manufacturer that has operator productivity in mind. “In talking with contractors, we found that reducing operator fatigue is a really big deal,” says Tom Vachal, Kubota’s

senior turf product manager. “The desire is to keep employees working at a higher level and longer.”

To that end, Kubota enhanced the seat package on its new Z700-2 Series zero-turns. “We added a new premium suspension seat to all six models,” Vachal confirms. “We also wanted to make sure we didn’t over-complicate things. Contractors told us that, while operator comfort is important, they want features that are manageable and easy to maintain.”

Kubota’s new seat has a simple dial cam to adjust the spring setting based on your body weight and desired cushion level. You can also slide the seat forward and backward by 6 inches to settle into the perfect comfort zone, an appealing feature for renters.

Exmark Manufacturing has several models, including a diesel-powered, 96-inch version of its popular Lazer Z zero-turn.

“This is a very important product for us,” says Jamie Briggs, product marketing manager at Exmark. “One of the big

The 96-inch Exmark Lazer Z zero-turn comes equipped with hydraulically operated wing decks that flip up for easy transport on a typical trailer.

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things we continue to hear from landscapers has to do with the labor shortage. With a 96-inch wing deck configuration, operator productivity is elevated. The contractor can do more with less. Plus, the contractor can now pay this employee more [due to the increase in productivity], which helps with retention.”

Briggs says this massive mower was also carefully designed to ease operation. Anyone familiar with a standard-size zero-turn is not going to have trouble operating this machine.

Additionally, the articulating wing decks are designed to follow the contours of the terrain. “You get the same cut quality as a 72-inch Lazer Z,” according to Briggs.

Another key to the design was to make sure the wing decks were hydraulically driven. This allows the operator to flip the decks up and easily transport the mower on a typical trailer.

Big mowers like this are obviously ideal for maintaining properties with expansive areas of grass. But what

about customers servicing smaller commercial and residential properties?

In that case, Walker Manufacturing has you covered with its new S18 frontmount, grass-catching zero-turn. The mower design made its debut in 2016, but now it features an 18-HP Vanguard engine to power the 48-inch deck.

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LAWN & GROUNDS TOPIC HERE

EQUIPMENT FEATURE

The growing market for GREEN While a stretch for rental inventories, it’s interesting to note that Mean Green Products has introduced the electric-powered Nemesis NXR zero-turn mower for prosumers. “That was a whole new market for us,” says Joe Conrad, president of Mean Green.

“We found that they were people who already had electric vehicles and solar panels for their homes.

We often heard that it was embarrassing for them to have to drive their electric vehicle to the gas station to get gas for their mowers.

So this was a natural market for us to break into.”

Joe Conrad, president of Mean Green Products, says that more pros are getting used to the concept of electric riding mowers.

One year into the launch, Conrad could not be more pleased. “The Nemesis is a scaled-down version of our bigger CXR commercial mower,” he explains. “But it still has the electric deck lift, the big, comfortable seat and even the suspension front end. It’s a smooth-riding mower. A lot of these customers were buying $8,000 or $9,000 heavy-duty zero-turns. The Nemesis fits right in that price category, plus you have the benefits of electric.”

The Nemesis is a lot lighter than the CXR because it only holds one battery pack as opposed to three. That said, the single battery provides more than enough runtime to mow a 5-acre lot. In comparison, the three-battery CXR commercial zeroturn can mow for an entire day, providing six to seven hours of blade-on runtime.

Conrad says that more and more professional users are open to the concept of electric riding mowers. Examples of landscaping companies that recently incorporated Mean Green riders into their fleets include Jackson Dodds & Company in Southampton, New York; Military Cut in Sarasota, Florida; EQ Grounds in Waterford, Michigan; and International Landscaping in the greater Toronto (Canada) area.

Meanwhile, the highest profile Mean Green conversion took place at BrightView, one of the largest landscaping companies in the U.S. That contract was signed last year. “The company purchased 200 mowers, both our CXR and Stalker stand-on models,” Conrad points out. “They’re mainly used where customers are asking for quieter and greener landscaping services. A lot of times, you see our mowers on corporate campuses, hotels and resorts, and universities.”

Speaking of which, Mean Green also has success in selling mowers directly to universities. Examples include the University of Florida; the University of California, Berkeley; Yale University; the University of Texas; North Carolina State University; and the Rochester Institute of Technology. Several municipalities are purchasing Mean Green mowers as well, including Fort Collins, Colorado; South Pasadena, California; Cambridge, Massachusetts; and Southampton, New York.

Many other mower manufacturers introduced new zero-turn models and innovations this year. For example, Husqvarna overhauled its entire 11-model Z500 and Z500X line. Toro is expanding its MyRIDE suspension system to additional models.

And Grasshopper recently released its most powerful diesel mower ever.

In other words, if you’re in the market for a new zero-turn mower this year, you have plenty of options. Keep overall productivity in mind when making your final selection. Both you and your customers are going to be glad you did.

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“This mower also features a new blower design,” says Tim Cromley, Walker’s marketing manager. “We call it the PTO Thru-Shaft Blower design. The shaft runs right through the center of the blower, so it’s much more efficient.

It allows for less power to operate the power take-off (PTO). That allows us to use a smaller 18-HP engine.”

The result is better mowing and grass-catching performance, along with reduced noise and weight. “This mower only weighs around 827 pounds,” Cromley says. “That’s pretty light for a 48-inch machine. So it’s easier on turf and more agile. When you combine those two things, you get improved productivity.”

Transmissions, engines and new technologies Kubota’s new Z700-2 Series zeroturn uses the Parker TorqPact HTG 14 transmission. “This transmission has been on the market for a couple of years, but the size we’re using is pretty unique,” Vachal says. “We chose to upsize both the pump and motor to help keep operating temperatures lower, and also keep the rotating groups in better shape over the long term.” The result is better mowing performance, reduced heat to the hydraulic oil and less frequent oil changes.

This Parker transmission also offers the optimum combination of speed and torque. Because the sheer size and enhanced operation of the transmission requires less power, more horsepower can be delivered to the deck. That results in better cut quality and reduced fuel consumption.

“When it comes to transmissions, Kubota doesn’t like to leave anything on the table,” Vachal admits. “Kubota manufactures transmissions itself. Our engineering team can see where we could make an improvement. Then we can work with manufacturers like Parker to get to the transmission performance we need. We did that with our new Z700-2 Series.”

As touched on earlier, Exmark

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recently launched its new diesel-powered Lazer Z mowers. “This truly represents a ground-up design,” Briggs points out. “In previous years, we took an existing Lazer Z chassis and adapted a Kubota diesel engine to it. With these new mowers, we were able to design the entire machine around its new power plant—a diesel engine from Yanmar. The result is greatly improved performance.” Six diesel models are available for this season, including the 96-inch zero-turn.

Exmark is also making advances with its unique RED Technology platform. “Three years ago, we introduced the first generation of RED Technology,” Briggs explains. “It was designed to improve operator interface with the machine, provide fuel savings and protect critical components through machine health monitoring. Now we

RIGHT: Kubota designed its new Z700-2 Series zero-turn with an easy-to-adjust suspension seat to improve operator comfort. INSET: Kubota’s new seat has a simple dial cam to adjust the spring setting based on your body weight and desired cushion level.

improved and expanded that technology for this season.”

Exmark talked with contractors to find out what else they needed from RED. One thing that came up was maintenance reminders, such as engine and transmission oil changes. This new generation of RED provides these reminders. Another new feature is the large LED screen that makes information easy to see from the operator’s seat.

With respect to machine health

monitoring, error codes are now kept within the RED system. This helps technicians to easily diagnose and resolve any issues.

As far as fuel savings, there are now more options. While RED has been available on mowers powered by Kohler electronic fuel injection (EFI) electronic governor (e-Gov) engines, RED is also available on mowers powered by Kawasaki EFI e-Gov engines, as well as the new Yanmar diesel engine.

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INDUSTRY UPDATE

GENIE NAMED TRUE VALUE RENTAL’S 2018 CONSTRUCTION VENDOR OF THE YEAR At True Value Company’s Spring Reunion buying show in Dallas, TX, the company’s rental division recently recognized Genie, a Terex brand, as its 2018 Construction Vendor of the Year. For more than 18 years, True Value Rental has honored outstanding rental suppliers in the categories of Construction, Party & Event and Service Vendor.

To qualify for the prestigious award, suppliers undergo a series of evaluations including sales performance, marketing, website and training support.

“The three winning suppliers embody our customer-first mentality and commitment to delivering the highest level of service to support our rental operators’ success,” said Eric Lane, vice president of strategic and specialty businesses, True Value Company. “We’re pleased to honor Genie for their outstanding contributions, dedication to quality and positive financial impact on our rental operators’ businesses.”

“At Genie, we are committed to the success of our customers’ businesses, from delivering high-quality aerial

equipment to our responsive support after the sale,” said Steve Challoner, Genie regional sales manager, Terex AWP. “We take great pride in providing True Value Rental with the products, services and programs they need to meet the growing and changing needs of their customers. It is an honor to be recognized by True Value Rental for our hard work and ongoing efforts.”

For more information, visit www.forconstructionpros.com/21061600

Skyjack Gets Exclusive Partnership With Atlantic Rental Company Skyjack locked in a contract with MacFarlands Industrial for its new Moncton, New Brunswick location. MacFarlands has been renting throughout Atlantic Canada for over 50 years and is excited to stock their fleet with Canadian-made aerial equipment.

“We’ve serviced Atlantic Provinces from our Nova Scotia location since 1963 and have been thinking about expanding for quite some time,” says Scott Bishop, operations manager at MacFarlands Industrial. “With our second location, we’ll be able to keep up with demand coming from our customers operating out of New Brunswick.”

The rental company has signed an exclusive partnership with Skyjack to have the Canadian manufacturer be the sole supplier of all DC electric scissor lifts. The first order of these consisted of SJIII 3219, SJIII 3226, SJIII 4632, and SJIII 4740 electric scissor lifts. Each of these models use SKYCODED, Skyjack’s proven and reliable color coded and numbered wiring system. This system makes

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Skyjack machines some of the easiest pieces of equipment to maintain, which translates into increased uptime.

“The reliability and easily accessible service points on our machines were a big selling point for MacFarlands,” says Luc Bourbonniere, sales manager at Skyjack. “On any jobsite, but especially when working on remote areas, being able to limit downtime and use off-the-shelf parts when needed is critical to maintaining construction schedules.”

Similar to Skyjack values, MacFarlands Industrial made their mark on Atlantic Provinces by striving to help their customers achieve their goals. Although they’ve grown significantly since its inception, MacFarlands maintains that compassion and drive for their customers.

“It is a perfect fit for Skyjack and our easy-to-do-business-with attitude,” Bourbonniere says. “We’re excited about this new opportunity and am looking forward to seeing more Skyjacks on site throughout Canada.”

www.ForConstructionPros.com/RENTAL

4/11/19 2:15 PM

Winners of IPAF’s 2019 IAPAs Celebrated in Dubai

Almost 350 industry professionals gathered on March 6, 2019 in Dubai, UAE, to honor the winners of the International Awards for Powered Access (IAPAs).

Jointly organized by Access International and IPAF, the IAPAs celebrate best practice and excellence in the powered access industry, and this was the first time the event was held in the Middle East. Those assembled were the first to learn the next edition of the awards ceremony will be held in London on April 23, 2020.

In a change to the usual proceedings, the IPAF President’s Award was announced during the IAPAs ceremony, Immediate Past President Nick Selley making Jean Harrison, IPAF Membership Officer & Event Coordinator, his choice for her sterling contribution to the federation in a variety of roles over more than 25 years. The awards were also tinged with sadness as those assembled remembered long-serving IPAF member, North America Regional Council member and powered access stalwart Alastair Robertson, who died following a short illness in January, while the Lifetime Achievement IAPA was awarded posthumously.

The full list of 2019 IAPA winners is as follows: ■■ IPAF Training Instructor of the Year: CHARLIE ELLIS, Nationwide Platforms, UK

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■■ IPAF Training Center of the Year: ALS SAFETY, UK ■■ Access Photograph of the Year (sponsored by Facelift): SANTERI KERÄNEN, FINLAND ■■ Product of the Year – Mast Climbing Work Platforms/Hoists: ALIMAK, SWEDEN, for its Mammoth TM ■■ Product of the Year – Vehicle/trailer-mounted: BRONTO SKYLIFT, FINLAND, for its S35EM truck ■■ Product of the Year – Scissor Lifts and Vertical Masts: HYBEKO, NORWAY, for its Tunnel 3390 RT scissor lift ■■ Product of the Year – Self-propelled Booms & Atrium Lifts: ALMAC, ITALY, for its Jibbi 1250 Evo tracked boom ■■ Contribution to Safe Working at Height: PROUD2BSAFE, UK ■■ Powered Access Pioneer: Dingli, CHINA ■■ Digital Development: JLG INDUSTRIES, US, for its BIM library ■■ Access Rental Company of the Year: A-PLANT, UK ■■ Innovative Technology: SKYJACK, CANADA, for its Elevate On App ■■ IPAF/Access International Lifetime Achievement Award: JOHN L GROVE, US, cranes and access pioneer Tim Whiteman, CEO & MD of IPAF, spoke about this award recipient ahead of the awards ceremony

properly getting underway, saying: “The Lifetime Achievement Award is designed to celebrate a person who has made a significant impact on our industry. There can be no doubt that our recipient this year – John L Grove, who is honored posthumously – is richly deserving.

“His name is synonymous with access and cranes. He was the cofounder of two of the most famous American crane and access manufacturing companies. He created Grove cranes in 1947 – at the age of 26 – and in 1969 was co-founder of JLG Industries, which quickly became a pioneer in boom and scissor production. By the time he retired from JLG in 1993 it had become a world-leader in aerial platform manufacturing.

“He was a passionate engineer, endlessly creative, and the holder of 60 patents at the time of his death in 2003,” Whiteman said.

The judges said: “He’s a legendary figure in the industry and played a key role in the inception of the platform access business. As 2019 sees the 50th anniversary of JLG, now feels timely to award this long over-due accolade.”

The independent, impartial judging panel spent a full day considering the more than 100 entries received.

The judges made decisions based on the merit of each entry and were excluded from entering their company for any award. The 2019 judges were: Sérgio Kariya, president, Brazilbased Mills Estruturas e Serviços de Engenharia; Teresa Kee, director, corporate safety at US-based United Rentals; Karin Nars, executive chairman at Finland-based Dinolift; Patrick Witte, vice president global sales & business development, US-based MEC Aerial Work Platforms; Euan Youdale, Access International editor, was nonvoting chair of the judging panel.

For more information, visit www.forconstructionpros.com/21060288

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INDUSTRY UPDATE

BOBCAT COMPANY ANNOUNCES 2019 DEALER LEADERSHIP GROUP Bobcat Company announced its 2019 Dealer Leadership Group. These 16 authorized Bobcat dealerships were the highest-performing dealers according to the Dealer Performance Review, a tool Bobcat uses to measure dealership performance across the North American Bobcat dealer network.

“Being named to the Dealer Leadership Group is extremely competitive and difficult,” says Jeremy Holck, vice president of sales for Bobcat Company. “To achieve this distinction, our Dealer Leadership Group had to provide its customers with a level of service that exceeds the average equipment dealership and sets the standard for the Bobcat Company dealer network.”

Members of the 2019 Bobcat Dealer Leadership Group are: • Bobcat of Buffalo in Buffalo, New York • Bobcat of Chico in Chico, California • Bobcat of Hamilton in Hamilton, Ontario, Canada • Bobcat of Lima in Lima, Ohio • Bobcat of Lincoln in Lincoln, Nebraska • Bobcat of Omaha in Omaha, Nebraska

Why rent anything else?

•B obcat of the Mountain Empire in Johnson City, Tennessee • Bobcat of the Peace in

Grande Prairie, Alberta, Canada • Bobcat of the Rockies in Golden, Colorado • Bobcat of Whitehorse in Whitehorse, Yukon Territory, Canada • Bobcat of Fort Wayne in Fort Wayne, Indiana • Ironhide Equipment in Grand Forks, North Dakota • Leppo Inc. in Youngstown, Ohio • Metro Bobcat in Forestville, Maryland • Swanston Equipment in Fargo, North Dakota • Winchester Equipment in Winchester, Virginia Bobcat Company uses a standardized Dealer Performance Review process to evaluate its dealers and determine its Dealer Leadership Group. Bobcat Company will award staff from these dealerships with a reward trip. In addition, representatives from these dealerships will meet with Bobcat Company senior leadership to represent dealers and provide valuable feedback to Bobcat.

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WAYTEK INC. AND OEM OFF-HIGHWAY SURVEY

SURVEY SHOWS ELECTRIFICATION IN HEAVY-DUTY EQUIPMENT IS HERE TO STAY

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Consumers aren’t the only ones moving toward electric vehicles.

Waytek Inc., which specializes in DC Power Distribution, partnered with OEM Off-Highway to conduct an industrywide survey on the state of electrification in heavy-duty and off-road equipment.

Survey results showed the benefits of electric systems are clear, but factors such as cost, battery technology and infrastructure play a role in how companies research and adopt their own electric solutions.

Perhaps the most obvious benefit of

electrification is saving money on fuel, with 46% of survey respondents ranking long-term cost savings as the No. 1 benefit, the report indicates, although the exact savings are difficult to pinpoint because factors vary greatly between applications.

In addition, the cost of maintenance and repairs is lower since the systems in electric vehicles are far less complex than their combustion engine counterparts.

Battery technology lingers as the No. 1 challenge preventing the advancement of electrification. For electric-powered

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The report acknowledges: “Electrification faces tangible limitations such as battery storage and charging issues, in addition to intangible limitations such as the willingness of the industry to change, or companies seeing electrification as a value add not necessary for their businesses.”

Despite the challenges, 75% of survey respondents say their company either will or might take steps to pursue electrification in the next year, a solid indication of where the market is headed.

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INDUSTRY UPDATE CHICAGO PNEUMATIC RECOGNIZES

OUTSTANDING ACHIEVEMENT IN SALES AT ANNUAL MEETING Chicago Pneumatic Power Technique (CP) held its annual manufacturer’s representative sales meeting on Feb. 17th, coinciding with The ARA Show in Anaheim, CA. During the meeting, CP honored individuals and reps that have demonstrated outstanding achievement in sales and customer care.

Regional Sales Manager of the Year - Based out of LaPorte, IN, Rob Teasley was awarded Regional Sales Manager of the Year for CP. The award goes to the sales manager with the highest volume of sales on the CP team. Teasley, who has been a regional sales manager at CP for five years, is responsible for increasing market share and new business development, managing the Midwest.

Rep Group of the Year - Serving the Midwest, Construction Product Sales (CPS) of Chicago was awarded Rep Group of the Year with the highest volume of sales overall across all CP product lines. Established in 1981, CPS is one of the largest, growth-oriented agencies in the Midwest.

Special Award: Pump Sales of the Year - CP created a special award this year for pumps sales. The award goes to the sales manager with the highest volume of pump sales on the CP team. Paul McClendon was recognized with the award for outstanding sales performance. Based in Frisco, TX, McClendon has been a regional sales manager at CP for 11 years, managing the south.

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ADVERTISER’S INDEX ADVERTISER.....................................................................................PAGE

ADVERTISER.....................................................................................PAGE

Abbott Rubber Company.........................................57 Allied Construction Products....................................49 Applied Machinery Sales - MERLO...........................40 Applied Machinery Sales - Venieri...........................55 Barreto Manufacturing Inc.........................................7 Bobcat........................................................................13 Brunner & Lay, Inc.....................................................51 Club Car.......................................................................5 Custom Equipment, LLC............................................33 DEUTZ Americas........................................................59 Ditch Witch................................................................19 Dynapac North America...........................................23 Electric Eel..................................................................40 E-Z Trench..................................................................36 General Pipe Cleaners.................................................9 Haulotte US Inc.........................................................37 IPAF Int’l - Powered Access Federation...................43 JLG Industries Inc......................................................27

Karcher North America.............................................15 Kubota Tractor Corporation.......................................2 Mi-T-M Corporation..................................................28 Precision Components..............................................39 ReachMaster..............................................................35 Rockwater Construction Equipment........................41 ROEDA.......................................................................57 Rotary Corp...............................................................54 Snorkel.......................................................................31 Sotcher Measurement Inc.........................................55 Terex USA..................................................................60 Trask-Decrow Machinery..........................................56 Trojan Battery............................................................34 TVH Parts Co..............................................................29 UP Equip....................................................................45 Wacker Neuson Corporation....................................17 Weber Machine (USA) Inc.........................................54 Windy Ridge Corporation.........................................56

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

Labor Shortage Not as Hopeless As Many Believe With the right tools and the correct approach, you can find good people and keep them

T

he strong US labor market and the scarcity of workers has resulted in formidable challenges for almost every kind of business. Some rental business owners feel strongly that their business growth has been restricted by the low unemployment rate and not being able to find qualified people. Here are some suggestions to help deal with this challenge.

Try to make your company a more desirable place to work. Workers have so many options. For many of them, only part of their employment decision is based on compensation.

For example, some workers crave a position with a company in which they can perform duties which are not as boring or monotonous as the jobs they currently hold, and many applicants want and could handle higher-level job responsibilities. Some rental business managers have not been trained to delegate and empower their employees with substantive, higher-level duties, and when these are not delegated, it’s unlikely employees with tremendous potential will see their positions at rental companies as anything more than temporary gigs.

Of course, be certain your compensation offerings are where they need to be. There might be some room to enhance them.

It’s wise to try a fresh approach to entice workers to apply to your company. If you’ve been fishing in the same spot and are using the same lure and are not having any luck, that doesn’t mean the body of water

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APRIL 2019

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If employees do not have a comprehensive orientation and a solid initial training, they won’t be very doesn’t have any fish. likely to grasp the joy of working Perhaps an analogy in a rental company. Also, havcomparing workers to ing a more organized, systematic fish isn’t perfect, but way of doing things in day-to-day rental companies are business activities diminishes some pretty desperate to of the out-of-control and dissatisfying land good workaspects of working in a rental busiers – and good ness. I have found that when I help my employees in customers in these areas, they tend to other occupaexperience a noticeably smaller pertions can be very centage of good employees leaving. desperate to find Here are a few reminders: what you are offering ■■ Don’t despair. There are plen- a fast-paced, satisfying ty of people who are dissatisfied career in a progressive with their current jobs, so even equipment rental comin a tight labor market, there pany. One of the keys is are people looking for a job. the presentation of the ■■ Consider getting help with LightFieldStudios/iStock/Getty Images Plus opportunity. your “help wanted” advertisAlso, be sure your current staff ing. Also, consider investing is trained to perform tasks with the in training for the most effecmost effective and efficient procetive hiring and interviewing dures. I’ve worked with my customers techniques. It really can make a and their employees in these subject difference. areas and at times have found that ■■ When you do find somefewer workers are needed to produce one with excellent potential, the same (or better) results. be sure to prepare them for These days, you need an effective, success and growth. People employee retention program. Ask generally want to do a good job, yourself what is being done at your so give them to tools to do so. rental company to keep your staff Remember, workers tend to go from drifting away. Much depends to work for the job but they leave (or on a wide variety of factors, but try stay) because of their manager. Be not to become convinced that nothsure your leaders are well trained to ing can be done to slow the revolving excel in not only the technical pordoor of employees coming and quicktions of their positions but also the ly exiting. “people parts” as well.

Dick Detmer is a nationally recognized consultant, lecturer and writer with over 35 years of experience in the equipment rental industry, including more than 30 writing the Eye on Rental column for Rental. For consulting, training or to order one of his books, visit www.detmerconsulting.com. Dick can be reached directly at dick@detmerconsulting.com or at (309) 781-3451.

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“ DEUTZ GETS THAT OUR BUSINESS IS 24/7.”

– Brian Bost, Branch Manager, Aerial Work Platform Branch Sunbelt Rentals, Inc., Houston, Texas DEUTZ Corporation understands that the rental business is 24/7, and customer expectations are high. Productivity is always on the line.

That’s why we strive to be a valuable partner to the rental industry, by providing solid engine design, reliable parts support, dedicated technical service training, and proprietary diagnostic systems.

We work hard, because you do.

DEUTZ Corporation

3883 Steve Reynolds Boulevard | Norcross, Georgia 30093 770.564.7100 | www.deutzamericas.com

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