Rental April 2020

April 2020

2020 State of the Aerial industry Report

GOING LOWER, SMARTER, & CLEANER

MARKET WATCH

More Chinese OEMs are coming to North America Find the latest news at www.ForConstructionPros.com/RENTAL

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4/16/20 9:56 AM

WE’VE INCLUDED EVERYTHING, EXCEPT THE EXTRA WEIGHT.

JM-1000 Mini-Jet

™

You don’t always need a heavy duty jetter to clear a clogged drain.

General’s JM-1000 Mini-Jet™ brings surprising cleaning power to the job. You can be blasting away with this 23 lbs. powerhouse before you could get your big jetter off the truck.

Clear small lines, clogged sinks, and laundry drains – with 1500 psi of cleaning power. Whether on the job, or on the truck, its small footprint never seems to “get in the way.”

Now available with stainless steel/Teflon core hose.

Pound for pound and dollar for dollar, the Mini-Jet is a great (and small) investment.

Call the Drain Brains® at 800-245-6200, or visit www.drainbrain.com/JM1000

M A D E I N U S A © 2020 General Wire Spring

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4/6/20 3:58 PM

VOLUME 42 ISSUE 3

APRIL 2020

16

A closer look at the aerial lift industry—a vital segment for the rental market—with discussions from key manufacturers in the aerial lift equipment industry.

•

18 - JLG

•

21 - Genie

•

25 - Skyjack

•

29 - Hy-Brid Lifts

•

32 - Ahern Companies

COVER: 2020 STATE OF THE AERIAL INDUSTRY REPORT

34 IN EVERY ISSUE 06 Everybody’s Business Be prepared for pent-up demand

08 New Products 12 Market Watch

PRODUCT ROUNDUP Aerial Lifts

40 MARKET WATCH: CHINA

Chinese Equipment Manufacturers Work to Enter the North American Market There will be new brands to consider in the future as China makes its way into the North American equipment and rental industry.

47 Industry Update

42

50 Eye on Rental

Compaction

PRODUCT ROUNDUP

The importance of focusing on efficiency, and why this word should drive your company’s present and future decisions and activities.

www.ForConstructionPros.com/RENTAL

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APRIL 2020

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4/6/20 3:59 PM

VOLUME 42 ISSUE 3

CONTENTS

APRIL 2020

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TOC description no Indent. Idi dioriae perovitatium exeratio debisto exceatem eos discitfagu magnatio.

COVER: TOC SPECIAL SECTION OR COVER STORY

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RentalWATCH Rental TOC SECTION

Designed With You in Mind

BUYERS GUIDE

Fast, Relevant Product Information

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

Market and information you need to run your equipment Updates rental business. Just point your browser to

www.ForConstructionPros.com/

IN EVERY ISSUE

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www.ForConstructionPros.com/RENTAL, and scroll for Get all the latest information the latest reports. Whether you’re using your desktop, pertaining to the topics that laptop, tablet or smartphone, you get the same simple-tomatter most SECTION to your business.

TOC navigate experience, only faster than ever before.

LookArticle here dailyTitle for the news andTOC information you need description no Indent. Idi dioriae most.

To subscribe, go to debisto exceatem eos perovitatium exeratio www.ForConstructionPros. discitfagu magnatio. com/subscribe/email.

VISIT TODAY!

www.ForConstructionPros.com/RENTAL

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TOC SECTION Join Our Social Article Title Media Community TOC description no Indent. Idi dioriae

www.Facebook.com/ perovitatium exeratio debisto Check exceatem out eos our Facebook RentalMagazine discitfagu magnatio. page and join our Twitter @RentalPNI

feed. Leave a comment, post some news and photos, or just catch up TOC SECTION on the latest Article Title happenings TOC description no Indent. Idi dioriae in the perovitatium exeratio debisto exceatem eosworld of discitfagu magnatio. equipment rental.

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4

APRIL 2020

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

A.

00 Manager’s Digest

NEWS FEED

00 Market Watch ARA Takes Measures B. To Protect Rental Owners Amid COVID-19 Working closely with owners agencies, 00 and New Products

the ARA has taken several C.steps to address the coronavirus outbreak and protect its members.

www.ForConstructionPros.com/21123514

00 Industry Update Spark Electric-powered Machines D. Excitement at CONEXPO 2020

Excitement was in the air at CONEXPO-CON/ AGG 2020 with hybrid and 00battery-powered Eye on Rental models highlighted.

E.

www.ForConstructionPros.com/21123571

www.ForConstructionPros.com/RENTAL

4/6/20 4:00 PM

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4/6/20 4:00 PM

EVERYBODY’S BUSINESS // B y

B e c k y S c h u l t z , Editor

bschultz@ACBusinessMedia.com

BE PREPARED

FOR PENT-UP DEMAND Consumers may have been forced to sit things out, but that doesn’t mean demand isn’t there.

A

s I was writing the mandates have been liftthis column, ed (which I hope has already the U.S. was happened), there could be in the early some trepidation at first, but stages of coronavirus I predict it will be followed “lockdown,” with severquickly by pent-up demand. al states — including our There are lawns to be seedTAKE STOCK ed and groomed, landscape home state of Wisconsin OF YOUR — issuing shelter-inprojects to be completed, INVENTORY water lines to be installed place requirements. This only added to the tre& ADDRESS and any number of other mendous uncertainty projects to be done that have ANY over the fate of both U.S. had to be put on hold.

POTENTIAL businesses and the overSpring is a time of GAPS all economy. renewal but also a time of Fortunately for those outdoor projects, and sooner in equipment rental, many states were or later these and other tasks need to giving exemptions to those performbe done. Though some larger projects ing construction work. Considered an may be put on hold due to economessential service, construction continic uncertainty, others are necessary ued to forge ahead. And while rental and will move forward, whether it’s demand may have been affected, completed by contractors or by the hopefully many of you were able to homeowner. And they need equipkeep your doors open and saw equipment to do it. ment orders keep coming in.

There are no guarantees as to Those more dependent upon how all this craziness will shake out. homeowners/DIY customers were But if you haven’t already, I suggest undoubtedly hit much harder, and you take stock of your inventory and may continue to be struggling. As address any potential gaps, whether it of late March, the rental sector had be in equipment or in maintenance. seen substantial declines — particAlso explore alternatives to improve ularly for those heavily invested in your operations, whether it’s updatparty and event rental — as general ing software programs to enhance consumers adhered to either governefficiencies as business picks up, reorment mandates or social distancing ganizing your store front for greater recommendations. appeal or exploring new services you While the long-term repercusmight provide to your customers. sions of such containment policies Consumers are eagerly awaiting have yet to be assessed, one thing is their chance to get out and get things for certain — you can’t keep the U.S. done. Make sure you’re ready for it population contained forever. Once when that happens.

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APRIL 2020

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™

PRODUCT NEWS INSIGHT ■

■

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

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Editor

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Columnist

Dick Detmer

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Cindy Rusch

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Editor

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Managing Editor

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Change of Address & Subscriptions — PO Box 3605, Northbrook, IL 60065-3605, Phone: (877) 201-3915 Fax: (847) 291-4816 • circ.rpn@omeda.com List Rental — Jeff Moriarty, SVP, Business & Media Solutions Infogroup, Phone: (518) 339-4511, Email: jeff.moriarty@infogroup.com Reprints — Erica Finger, efinger@ACBusinessMedia.com

AC Business Media Chief Executive Officer Chief Financial Officer Chief Digital Officer Chief Revenue Officer VP Audience Development Director of Digital Operations & IT Director of Digital Strategy Group Content Director

Barry Lovette JoAnn Breuchel Kris Heineman Amy Schwandt Ronda Hughes Nick Raether Joel Franke Jon Minnick

Published and copyrighted 2020 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 2375-9925, Print | ISSN 2471-7657, online | 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. Vol. 42, Issue 3, April 2020

M H s e

A t s a a www.ForConstructionPros.com/RENTAL

4/6/20 6:13 PM

DIG INTO SPRING!

WITH THE BARRETO RTK TRACK TRENCHER

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Maximize your trenching with the Barreto RTK Track Trencher.

Heavy-duty steel body construction, easy-to-use controls, stand-on platform, and 470 square inches of ground contact elevate the Barreto RTK Track Trencher to the top of its class.

STRENGTH DURABILITY INNOVATION

At nearly 1700 pounds, the RTK’s weight advantage improves traction, reduces impact on the ground and operator, and provides stability. The RTK is available for trenching up to six inches wide and four feet deep, perfect for installation of irrigation, sprinkler, 1-800-525-7348 | 1-541-963-6755 Fax and electrical systems. www.barretomfg.com | info@barretomfg.com

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4/6/20 6:13 PM

new

Æ Ditch Witch SK5TR Trencher Attachment

Æ Skid Steer

Extend the value and versatility of Ditch Witch stand-on skid steers with the SK5TR trencher attachment.

PRODUCTS

Solutions Terra Vortex Stump Grinder Skid Steer Attachment

• Features a 11-tooth forged sprocket for faster chain and increased chain life

speeds

• Maximum digging depth of 38 in.

• Offers greater operator visibility and increases productivity

The Vortex Stump Grinder offered by Skid Steer Solutions is a skid-steer attachment designed to remove difficult tree stumps.

• Updated design includes a replaceable boom stub, reducing downtime and repair cost www.forconstructionpros.com/21105367

Ç

XK Sc

• High torque output radial piston motor and robust direct drive system deliver increased power and cutting capacity • Non-symmetrical wheel provides unobstructed view of material being cut

acce give cord ing, and Vibr vibr whi of t isola

• Include the V27 standard-flow model with 27-in. wheel and heavy-duty highflow V31 with 31-in. wheel • Able to be used on machines that have between 18 and 45 gpm www.forconstructionpros.com/21103466

Å Kato’s V-4 Zero Tail

Swing Mini Excavators

www com/

• improves fuel savings by up to 24% with auto idle and Eco modes.

• Six models: 85V-4, 60V-4, 55V-4, 35V-4, 30V-4 and 25V-4 • Centralized switches • Spare power port • ROPS certified • All-lever lock • Neutral engine-start • Auto-parking brake in swing and traction motors • Digging force increased by 10% • Quickly responsive 4-pump system www.forconstructionpros.com/21110481

Ç Superabrasive L38GRE Grinder

The new L38GRE grinder from Superabrasive is the biggest and most productive Lavina Elite model. It is remote-controlled and propane-driven with Kawasaki FX1000V engine and Lavina Fuel Minder kit, recognized as Blue Sky, based on lower than the standard emissions. Other grinder features include:

Gen-Eye X-POD

The lightweight Gen-Eye X-POD combines camera, reel and monitor into one compact package, plus includes a Command Module with USB port for rental customers to record video inspections on flash drives.

• Includes a large 7-in. LCD color monitor, camera with 4X digital zoom, USB recording drive with one-touch recording, voice-over recording, date and time stamp and flash drive capacity indicator • Full-size X-POD includes a self-leveling color camera and 200-ft. Gel-Rod for inspecting 3- to 10-in. drain lines • Compact Mini-Reel carries 100 or 200 ft. of Gel-Rod with mini color selfleveling camera for troubleshooting 2- and 3-in. lines www.forconstructionpros.com/21108780

www.forconstructionpros.com/21107467

www.forconstructionpros.com/10080974

• Heavy duty water pump • LED lights

APRIL 2020

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• K o

• C

Å Bedscaper BE400

• Low-profile skirt with flexible brush for working under shelves, etc.

• Misting system for dust suppression

ST5 wor hea

• C

Now capable of also trenching 7 in. deep. Bedscapers make creating or redefining landscape beds fast and easy. There is also a centrifugal clutch transmission that is bathed in oil, making this Bedscaper more durable and easier to maintain.

• Integrated weights with four positions

8

Ç General Pipe Cleaners

• C e H

• S

• R (S

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• C

www

www.ForConstructionPros.com/RENTAL

4/6/20 4:07 PM

Æ Makinex SKU: GEN23-US-480 Three-phase Generator

ent

ers with

peeds

The SKU: GEN-23US-480 23-kW 480V three-phase generator features permanent magnet brushless alternator technology with completely independent circuits for 120V and 480V. • Can run single-phase and three-phase equipment simultaneously

Ç

Makita’s XKH01 18V Power Scraper

• Weighs 410 lbs., fits through doorways and can safely be taken in internal/external elevators

accepts SDS-PLUS bits and gives contractors a new cordless solution for scraping, light chipping, scaling, and chiseling. Makita AntiVibration Technology (AVT), a vibration-absorbing housing which moves independently of the hammer mechanism, isolates the operator from

www.forconstructionpros.com/21114611

www.forconstructionpros. com/21114310

• 50A, 30A and 20A outlets standard

Fecon Low-flow Mulcher Head This low-flow mulcher head is suited for use with most standard skid-steer loaders, Avant-type wheel loaders and other carriers that can provide 17 to 27 gpm of hydraulic flow.

• Features 22 knife- or carbide-type cutting tools and has a 50-in. cutting width

• Three-way adjustable shocks • Off-road tires with selectable locking front and rear differentials • Heavier-duty, premium-stye clutch standard • 1,200-lb. towing capacity • Standard premium features include: roof, winch, LED headlights, high-sided doors • Noise-dampening ducts direct sound out of cabin • Engine isolation reduces frame vibration

• Adaptable with varying mounting plates to fit several types of carriers

www.forconstructionpros.com/21114041

www.forconstructionpros.com/21113324

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Wacker Neuson 100-hp Skid-steer and Compact Track Loaders

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200 g

• Heavy-duty U-joints

• Weighs just 1,300 lbs. with mounting plate and push bar

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Cub Cadet’s 2020 Challenger Series Utility Vehicles

Cub Cadet’s 2020 Challenger Series utility vehicles (models MX550 and MX750) are equipped with standard premium features, versatile accessories and upgrades, and a user-centric design.

• Provides 10 hours of run time at 50%

• Operates at from 2,400 to 3,600 rpm and can shred brush and small trees up to 4 in. in diameter

rs

Ç

Wacker’s 100-hp models include the SW32 skid steer, ST40 radial lift and ST50 vertical liftcompact track loader are optimized to provide more working power to achieve faster cycle times when pushing or digging heavy materials.

• Kohler KDI 3404 turbo diesel engine with maintenance-free diesel oxidation catalyst and selective catalytic reduction system • Cab fully tips forward with loader arms down • Cab includes angled pedals and foot bed • Control options include mechanical hand-foot (SW models), electric-hydraulic (EH) hand-foot and selectable EH (ISO and H-pattern) • ST40 features radial lift arm • Rated operating capacity: 3,200 lb. (SW32); 3,500 to 5,000 lb.

(ST50)

• High-sided sealed doors

Æ

EDCO’s 18-in. SK-18 Downcut Walk-Behind Saw

EDCO’s 18-in. SK-18 downcut walk-behind saw is ideal for short-run slab cutting, contraction joints, asphalt patch repairs, and traffic loop installation and trenching.

• 18-in. blade capacity • Improved throttle cable • Easy turn crank for lowering raising blades in and out of • Screw boot belt tensioner prevents frame damage • 7-gauge steel blade guard with welded protective segment flap • Heavy-duty lifting bail (optional) • 13-hp gasoline engine • Heavy-duty 7-gauge steel laser cut frame • Large screw-type depth control • Wide-T handles with rubber grips • High quality molded rubber wheels • 3,600 rpm

• Hinge-pin height: 134.8 in. (SW32); 136.6 in. (ST50)

• 6.75-in. cutting depth

• CONEXPO-CON/AGG Booth #F2548

• 214 lb.

www.forconstructionpros.com/21110951

www.forconstructionpros.com/21111930

www.ForConstructionPros.com/RENTAL

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and cut

APRIL 2020

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new

PRODUCTS

Æ Billy Goat’s F1402

Vangaurd-powered Force blower designed for larger size property and commercial applications.

• Cyclonic air filtration • 16-blade advanced fan technology

Ç Sullair Perkins-powered Diesel

Air Compressor Line

This comprehensive line of Tier 4 Final diesel-powered “small air” machines includes the 185, 375H, 400HH and 425H Series models.

• 185 Series delivers 185 cfm at psig, features a 14-series airend and Perkins 404F-E22T engine turbocharged engine to handle high altitudes and • 375 Series family includes the 375H, 400HH and 425H providing 375, 400 and 425 cfm at 150 psig and equipped with a 16-series air end, 122hp Perkins 1204F-E44, four-cylinder engine and oversized 65-gal. fuel tank

• Aim N Shoot directs air discharge from the operator station and concentrates air stream for a strong blowing force (up to 52% more concentrated) • Extended filter replacement up to 600 hours • TrasportGuard prevents mixing of fuel and oil during transport • Available as a self-propelled unit • Smooth rounded housing eliminates air voids for quiet output www.forconstructionpros.com/21117343

• Offer up to 10 hours of run time at full load • Compact designs for easier towing and storage www.forconstructionpros.com/21117364

Å JCB 2TS-7T Teleskid The 9,914-lb. 2TS-7T Teleskid is built on a small-platform skid-steer chassis that allows it to deliver the lift height, forward reach and digging benefits of the 3TS-8T and 3TS-8W in a more compact, easily transportable platform.

The unit has a rated operating capacity of 2,096 lbs. with the Powerboom retracted and 1,140 lbs. with the boom fully extended. It includes a maximum lift height of 11 ft. 10 in., forward reach of 7 ft. and the ability to dig 2 ft. below grade. The Smoothride System allows for greater load retention and operator comfort. Power is provided by a 74-hp JCB by Kohler Tier 4 Final engine that does not require diesel exhaust fluid, a DPF or other exhaust aftertreatment. Standard hydraulic flow rate is 18.6 gpm with optional high-flow rate of 29.4 gpm. Video: 21115584

Å Allen AT14E Fully Electric Track Buggy The AT14E is a battery powered option designed to compete with existing track buggies.

• Bucket capacity of 14 cu. ft. with 90° dump angle • Three 7.4-hp electric motors • Battery life up to 8 hours or 4 hours of constant use • Travels speeds up to 4 mph www.forconstructionpros.com/21115051

www.forconstructionpros.com/21116215

È CPS 185 Portable Compressor Unit

(CP) has completely redesigned its popular CPS 185 portable compressor unit. Now available in the U.S., the CPS 185 Kubota is a single-stage oil-injected rotary screw type air compressor.

• This model is ideal for a wide range of general construction applications

• Portable

• Internal toolbox

• Powerful and tough

• Enclosure • External lifting eye • Fluid containment • Controller and compressor service intervals • The CPS 185 now features a noise dampening Redrock canopy made out of a heavy double polyethylene shell • The canopy is dent and UV resistant, and holds resale value by looking new longer • Corrosion-free enclosure protects the working parts and ensures the unit performs to its maximum capabilities • A large internal toolbox also offers room to store a 90-pound hammer inside the machine www.forconstructionpros.com/21118222

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APRIL 2020

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Ç Mecalac TA3SH Power

Swivel Site Dumper

The TA3SH Power Swivel Site Dumper features forward and swivel tipping mechanisms, allowing the load to rotate 90° on either side before being tipped.

• Measures 13 ft. long and 6 ft. 1 in. wide, providing versatility and performance especially on confined jobsites • Payload capacity of 6,613 lbs.

• Heavy-duty locking device keeps the skip facing forward while on the move • Includes Start/Stop Control, Capture telematics solution and Hazard Detection • Tier 4 engine rated at under 25 hp and does not require DEF or a DPF www.forconstructionpros.com/21116227

www.ForConstructionPros.com/RENTAL

4/6/20 4:09 PM

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MANAGED BY YOU. Learn more at discoverdoosan.com/Rental

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Sometimes, looking at the big picture means thinking small.

Doosan® Mini Excavators.

Doosan® and the Doosan logo are registered trademarks of Doosan Corp. in the United States and various other countries around the world. © ���� Doosan Infracore North America, LLC. All rights reserved.

4/6/20 4:09 PM

MARKET WATCH

KEEPING AN EYE ON THE MARKET DURING COVID-19 ForConstructionPros.com and Rental magazine are working to track the impacts of the coronavirus pandemic on the equipment and equipment rental markets.

•

What is it like to live and work during this COVID-19 crisis?

•

How is it affecting businesses big and small?

•

What should future workers understand about this time?

FEBRUARY EQUIPMENT FINANCING VOLUME PLUNGES 26%, STILL UP 22% IN 2020 The Equipment Leasing and Finance Association’s (ELFA) Monthly Leasing and Finance Index (MLFI-25), which reports economic activity from 25 companies representing a cross section of the $900 billion equipment finance sector, showed their overall new business volume for February was $6.8 billion, up 15% yearover-year from new business volume in February 2019. Volume was down 26% month-to-month from $9.2 billion in January. Year-to-date, cumulative new business volume was up 22% compared to 2019.

Separately, the Equipment Leasing & Finance Foundation’s Monthly Confidence Index (MCI-EFI) in March is 46.0, a decrease from the February index of 58.7.

Around the world, societies continue to grapple with the COVID-19 crisis — having hit some communities harder than others. We won’t know for sure exactly what the fallout will be from this pandemic, or when we can all get back to work.

While many of us are now feeling isolated in quarantine, we should remember that we’re in this together.

We want to hear from you. Tell us your story. How has COVID-19 affected you and your business? What are some of things you’re doing to ride out the situation? What do you want to say to the community? What can businesses do to come out on the other side of this? If you’re still out there working, how are you conducting business and staying safe?

Share your Story of Strength with us! Email us directly at tellusyourstory@acbusinessmedia.com or go to www.ForConstructionPros.com/21125273 to find a link to an online submission form.

ELFA President and CEO Ralph Petta said, “The robust volume data captured in the February MLFI-25 will no doubt take a turn in succeeding months as the Coronavirus pandemic puts a damper on business growth and expansion and equipment acquisition plans. In addition, portfolio quality—rising delinquencies and write-offs—will suffer as economic activity slows resulting in some lessees/obligors experiencing challenges meeting their payment obligations.

The association is closely monitoring these marketplace developments, gauging the effect of changes in overall economic activity in the U.S. and, specifically, the impact to the equipment leasing and finance industry.”

We’ll share your story with your industry colleagues. #StrengthofIndustries

Learn more at www.ForConstructionPros. com/21124207

For more, go to www.ForConstructionPros.com/21125273

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www.ForConstructionPros.com/RENTAL

4/6/20 4:14 PM

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MARKET WATCH GLOBAL RENTAL MARKET REPORT

CONSTRUCTION EQUIPMENT RENTAL MARKET TO WITNESS 1.6X GROWTH

→

The high cost of procuring next generation construction equipment with features such as lift assist, predictive maintenance systems and 360 vision cameras heightens the demand for rental services. Consequently, a Fact.MR report predicts, the global construction equipment rental market will grow 1.6X during the forecast period from 2019 to 2029. Booming infrastructure development in emerging and developed countries will continue to generate demand for construction equipment rental services.

Key takeaways of the market study include: •

Earthmoving Machinery accounts for a majority share of more than 60% of the total market revenues. The versatility of applications of this product type coupled with favorable project developments in infrastructure, oil, gas and power generation industries propel the demand for this equipment.

•

Concrete & Road Construction Machinery hold the second largest market value share of over 22% due to increasing need for land connectivity in developing countries.

•

North America maintains its stronghold with over 49% share of the total market value. Early adopters in this region are exploring alternative fuel resources and employing construction equipment rental services for cost-efficient exploration.

•

East Asia, South Asia and Oceania offer the most opportunities due to the rampant infrastructure development in emerging economies such as India, China and Indonesia.

For more information, visit www.forconstructionpros.com/21124466

Generators, Light Towers Show Power Alternatives Alternative power sources seem to be on everyone’s minds as the construction industry appears to shift away from traditional diesel and gasoline engines. Products displayed at the American Rental Association’s (ARA) annual trade show and other industry recent events include concept, prototype and even near-production models incorporating battery power or other options designed to cut reliance on fossil fuels and minimize noise on the jobsite.

Yet, not all players in the generator and portable light tower space are following the same path. Here’s what some of the major suppliers are showcasing for 2020, including a

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APRIL 2020

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glimpse at what may lie ahead.

Read more about the following key players: • Cummins Takes Advantage of Internal Resources • Doosan Delivers Wet Stacking Solution • Generac Advances Toward Hybrids and Solar Power • Allmand Highlights Battery-powered Concepts • POWR2 Seeks to Ultimately Replace Generators

Learn more at www.ForConstructionPros.com/21122830

www.ForConstructionPros.com/RENTAL

4/6/20 4:14 PM

Rent. Rinse. Repeat.

It’s that SIMPLE. Toughness and durability deliver the reliability you need for every rental.

JohnDeere.com/rentalsales

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4/6/20 4:14 PM

2020 AERIAL INDUSTRY REPORT Genie’s GR-20 vertical mast lift.

Genie

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APRIL 2020

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www.ForConstructionPros.com/RENTAL

4/6/20 4:24 PM

Going Lower, Smarter, and Cleaner in

AERIAL LIFTS

Regardless of short-term impacts to the industry, the long-term trends are irreversible as the construction equipment market progresses.

A

s you read through this year’s Aerial Industry Report, you will see that these interviews took place prior to COVID-19 impacting the equipment rental industry. We hope that the positive outlook the industry held a month ago will be a reminder of where we will get back to soon, and what sort of market you should prepare for.

As much as you can, stay safe and healthy, both at home and at work as you continue to serve the country with essential services.

For the most current and timely industry insights, be sure to read our online content at www.

ForConstructionPros.com/Rental.

Throughout the following interviews with key aerial industry leaders, you’ll notice some common themes

Skyjack’s SJ30 ARJE

JLG lifts at ARA 2020

and trends being highlighted by each participant: 1. Low-height lift opportunities 2. Electric and hybrid power integration 3. ANSI triggering advanced controls and machine design innovation efforts 4. Serious consideration and acceptance of telematics technology and its benefits

B. Schultz

www.ForConstructionPros.com/RENTAL

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JLG

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2020 AERIAL INDUSTRY REPORT

JLG INDUSTRIES PRESIDENT, FRANK NERENHAUSEN, DISCUSSES OPPORTUNITIES IN THE AERIAL LIFT MARKET Opportunities can be found in lower heights often left to ladders—under 6 meters—for a safer jobsite.

How do you feel the rental market ended in 2019? Do you feel that it was a positive year for the rental industry as a whole?

On a global basis, I think 2019 was a standout here for JLG. That was, number one, our 50th anniversary celebration year, which really marked a milestone in our company’s history. That was also earmarked by record sales is the first year—JLG reached $4 billion in sales. So overall, great year with all regions really firing.

Do you see that being true for other segments in the rental industry beyond the scope of JLG? I think rental is just a healthy

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What were the biggest impacts or trends that affected the rental market in 2019?

I think for a healthy rental market, you have to have a healthy construction market. Of course, I think the fundamentals in the market are very positive—whether it’s in the industrial sector or municipal sectors—they’re all growing [in 2019]. So the foundation was good. And of course, that translates to more equipment rental and more equipment sales.

Looking ahead to 2020 and beyond, what do you see happening in the market space right now?

I think we’re looking at a slight pause in 2020, at least from our perspective, and I’m commenting specifically to the the aerial market. We’re forecasting a modest decline in 2020 over 2019. But influence on a global basis, we see Europe with the challenges happening there, Europe softening in 2020. Brexit is now through, that healing process can begin. But there’s other socio-political challenges in Europe.

China, which is a large growth area for us, is taking a short-term step back with coronavirus and that complicates that. But, North America I think is really proving to be a resilient market. I think there’s still a lot of good fundamentals that are taking place. Here, there’s good industrial spend across all of these verticals.

The residential market is sitting at a healthy 1.6 million units sold. It feels like North America’s actually a little stronger than we had anticipated coming into 2020. But overall, we’re

still seeing a little bit of a modest downturn in 2020.

What is going to be the biggest rental trend going into 2020?

Overall, when you look at the construction space where a lot of our equipment goes, they’re some of the lowest gains in productivity. So to the extent that we can develop products that improve the productivity of the worker on the job site, we can then grow more in rental. That’s what we’re really focused on.

How did the aerial market shape up in 2019, and what were some of the biggest trends you saw in lift equipment?

Again, with strong fundamentals, we saw fleet growth; that drives fleet revenue. I think what we’re going to see shifting in 2020 is this modest downturn. But, our customers are sophisticated fleet managers, and they will buy what they need to keep those fleets healthy.

The shift we’re going to see is going to be more like a tailwind JLG Industries

industry period. I think it’s going to continue to have organic growth.

What it does for construction and all of the segments it serves is something that just continues to be valuable. So we see continued growth coming off a 2019 for rental.

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JLG Industries

2020 AERIAL INDUSTRY REPORT

because most of the industry is already prepared or adapting to go ahead with it. It’s very consistent with a CE-type standard something which the global players are all familiar with already.

Can you talk about the trends in the aerial industry away from higher heights?

JLG’s 460SJ High Capacity Boom introduced at ARA 2020.

coming in replacement demand.

Really, we’re moving through that bubble of 2009-2011 where we had relatively small sales of aerials into the market space, and then we’ll be moving into much larger volume years that are for replacement. So, we see that potential shift, that’s a positive among all of the other unknowns in the next year.

It’s an election year, but I think the general thrust is towards improvement coming out of 2020 with replacement becoming a tailwind. And, of course, there’s always a growth element in there. You can’t grow 5% a year without adding equipment of some kind to your fleet. So there’s going to be a good combination.

What about the aerial industry in terms of the 20

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advancements that have taken place in design and product offerings?

I think load sensing is probably one of the biggest pieces with the understanding that now rated loads will be held through technology that developed a new series of booms and the high capacity booms. So users could still take the loads that they need to perform their job with a different machine design, so that was significant.

Overall, I think responsible companies like JLG have responded already to ANSI regardless of the bureaucratic procedural snarls that they find themselves involved in right now. I think responsible companies with large manufacturing bases have already converted to ANSI regardless of the implementation date and its movement. So, we hope they figure that out and officially launch that regulation

You’re absolutely right. When you think of booms and aerials, you automatically think of going higher in the air; and we’re certainly guilty of that with our 185-foot boom. But, where we think there’s an under-served need in the industry is actually under six meters. There’s a lot of unnecessary injury that takes place with the use of ladders and I think all of us have seen someone standing on the top, reaching through a grid to do some work on ducting. That is dangerous. We want to stop that from happening.

So, one of the trends that may not be so apparent in the aerial industry is low level access machines that can provide safe access for workers below six meters. And we’ve made investments in that. It started with acquisition of a small company in the U.K. called Power Towers, and we’re expanding on on that base in North America and elsewhere around the world. It’s also an opportunity for our rental customers to expand that within their product portfolio categories.

And it’s a growth opportunity for JLG at the same time, so we’re excited about low level low level access. It’s really in its nascent period, but we see good opportunity for the future.

When you’re talking low level access, what types of product categories fall into that for JLG? There’s a number of them and it depends on the application, but it’ll be one- or two-man devices—we have products like the lift pod that are based on mobility. They’ll disassemble into three pieces; you can throw them www.ForConstructionPros.com/RENTAL

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“ONE OF THE TRENDS…IS LOW LEVEL ACCESS MACHINES THAT CAN PROVIDE SAFE ACCESS FOR WORKERS BELOW SIX METERS, AND WE’VE MADE INVESTMENTS IN THAT.” FRANK NERENHAUSEN

For a price sensitive rental market, what are the potential opportunities going forward for them to be investing in new products?

There’s opportunity to improve pricing based on what sort of value products we can bring to the market.

And that’s really what we’re focused on. We don’t want to be and won’t be the low price leader in this industry, because it’s a healthy market.

We think it’s our position as a leader in the marketplace to advance technology. [If] we can advance the www.ForConstructionPros.com/RENTAL

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productivity of workers on job site, we can give opportunities to our customers to improve their ROI on these machines, as well. That’s what we’re focused on. That’s the next big thing in an area.

Looking ahead, we’re seeing a lot of talk about electrification and the automation of equipment.

How does that fit into the aerial industry?

That’s a great question. Electrification and automation blend together. We’re, I think, uniquely in a good situation to address both those over time because as part of a larger company, we have work going on in other segments - the defense segments and other fire apparatus segments that we can borrow certain components.

I think the real strategy here needs to be moments of autonomy. If we get too far ahead of ourselves and look at fully autonomous machines to work on this idealistic job site of the future, we may miss out on good, solid improvements that could be accomplished by introducing “moments of autonomy” into the marketplace.

Mobile control is essentially a moment. It’s not a Level Five autonomous machine, but it’s a step in the right direction that’s digestible. As we get more comfortable with these types of control mechanisms, we can expand their use and get to the point where we have autonomous machines.

Electrification really enables some of that. Electrification can bring about fidelity in movement that allows a boom to react like a large robotic arm, whereas hydraulics may not have that level of fidelity.

There’s some interesting convergence between electrification and autonomy as a facilitator of one another as we move in the future. I think that’s the way that the industry can best absorb it, as well.

Genie

in a van and take them somewhere.

Other devices have no electronics, no hydraulics. They’ll stay on a job site and they use stored kinetic power to raise an individual up.

Really it is more purpose fit for the work at hand and the height they need to go. But again, all are designed in that six-meter-and-under space.

I think anybody that’s ever stood on the top rung of the ladder and had a drill in one hand trying to work with the other while the ladder is wobbling would really appreciate working on one of these low level access products. It really provides a sense of confidence to focus on your job and get it done right.

MATT FEARON, PRESIDENT, GENIE TEREX AWP, DISCUSSES AERIAL LIFT MARKET AND DATA USAGE Be realistic about how much data your organization can digest and how much data you can distill down to actionable information.

How did the lift equipment market look in 2019? What were some of the biggest opportunities and challenges in the industry?

The North American market in particular slowed in 2019, especially in the second half of the year. But it’s important to mention that we were coming off of two really big years in 2017 and 2018. They were very strong growth years. So in my opinion, what APRIL 2020

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Genie

2020 AERIAL INDUSTRY REPORT

Genie’s Genie Z-45 FE Hybrid Boom Lift combines the power and performance of 4WD diesel machines with the quiet, clean efficiency of 100% electric power.

happened is the rental companies in North America picked up a lot of fleet. There was a lot of construction work and industrial work, a lot of activity in 2017-2018.

We came into 2019 feeling like it was going to continue. Some uncertainty started to surface in the global markets, and so rental companies were looking at the size of the fleet that they had to manage. They were looking at time utilization. They were looking at rental rates, and actually they were being very disciplined about the way they manage these large fleets that they had.

As a manufacturer, you always want to sell more, but it’s healthy for the industry to be looking at the fleet that they have and at how the market will be 18 months from now. Rental companies started to pull back, especially in the second half of the year.

There were trade issues going on, the bond market yields slipped, talk of a slowdown started, and we were approaching an election year.

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You can just feel it on the OEM side, but when you have to look at where we’re at in the cycle, you have to take into perspective where we’re coming from. So, we don’t see this as a big correction that’s coming. It’s more of a dip as people manage their large fleets today.

The way that we’re looking at 2020 is the softness will continue, especially in the first part of the year. During election years, people are already cautious waiting to see which way it goes.

But that being said, the rental companies are busy. I’m hearing rental companies say there is a lot of work out there, but they’re taking the time to look at the horizon and make sure the health of their financial performance is there.

Our two biggest markets are North America and Europe, both of which have different dynamics. You got Brexit and other things going on in Europe keeping people a little bit cautious. And, prior to the coronavirus outbreak, the China market was very robust. We were expecting it to continue to be extremely strong, but that has been tapped out as they struggle to get that under control.

What other things have impacted the lift equipment market?

With [the ANSI standard] working its way into the market, from a manufacturer’s perspective, in order to comply with the standards, we had to make a lot of machine changes. We saw it from the very beginning as an opportunity to innovate. And one of the things that we continue to promote with our engineering team is purposeful innovation.

By looking at the standards, we could see that there was an opportunity to build in more sophisticated control systems. [With those control improvements], that allowed us to meet the ANSI standards and provide some functionality that we didn’t have before.

The other big technology that is evolving rapidly is the use of telematics, so we looked at the control systems that we have our machines and used it as an opportunity, not only to meet the ANSI standards, but to innovate with that and build in more capability for our telematics. If I look at 2019, the embedded technology in machines is getting better. www.ForConstructionPros.com/RENTAL

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2020 AERIAL INDUSTRY REPORT

As we get telematics on the machines, it’s going to allow the rental companies that choose to embrace the technology to manage their fleets more efficiently. It can also help them reduce service calls and eventually get them to a position where they can do predictive maintenance. All that is going to take time. You have to dedicate resources to it; you have to take the information and distill it down into actionable information.

What we’ve tried to do is make it easy for rental companies. We surveyed rental operators around the world about how they wanted to manage their fleet, what information they were they looking for, and we built those capabilities into our control systems. We are providing dashboards to the rental company so that if they choose to put resources on it, they have visibility on their fleet that they’ve never had before.

What’s underlying for the entire industry is a lack of service technicians. The way the next generation of service technician wants to do work is different than the generation that has brought this industry forward for the last couple of decades. They want speed, they want information at their fingertips. I think it’s exciting because you can see that the entire industry, whether it’s an OEM or a rental company or major contractors, people are starting to embrace that capability.

Where do you see some of the biggest challenges that lie ahead?

Some of the biggest challenges lie in being realistic and pragmatic about how much data your organization can digest and how much data can you distill down to actionable information. Storing the data is easier, the sensors are becoming less expensive, the storage of data is becoming cheaper, so you can easily overwhelm your entire organization with data.

What are you going to do with it?

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I think everybody understands that, and they’re quickly whittling it down to what pieces need to be focused on. It’s a learning curve that all of us are going through, but that’s going to be the first challenge is figuring out what you do with with all of this information?

Why should rental operations invest in the equipment and technologies that are coming out today?

Get started now. No matter how small, get started, and we want to help. We’ve invested a lot of time and energy, we have a lot of experts, and we’re willing to share the information that we’ve gained and walk through the systems that we have. They’re basically plug-and-play, you can use them right out of the gate.

All of our booms, scissors and telehandlers come with telematics and a three year subscription—all you have to do is log into our portal and the things that you can look at are impressive. They’ll help people take that first step of understanding what’s available and trying to use it.

Whatever pilot size you want to start with, just start with something and get the benefits.

I’d also suggest to get the next generation of young people running it for you, because they’ll be all over it and they’ll understand the technology. They’ll be able to filter based on what your core experienced people really want to know. I would encourage people to get started at whatever scale they can accept.

What are some of the opportunities coming forth in 2020 and beyond?

The big thing that I think that you’re going to see continue to evolve is electric and hybrid technologies.

With electric drive, the cost of the components are becoming much more affordable, so you can put

electric drive systems into a broader population of the machines. The pull is going to continue for hybrid machines as we get to where the performance of the hybrid machines is as good or better than diesel machines.

But the big driver, in my opinion, is the engines. As we’ve gone through the different Tiers of engine changes, engines that require ultra low sulfur diesel fuel are kind of stranded in low sulfur diesel markets. That’s a huge issue. In the hybrids that Genie has been developing, we have a 24.9 hp Kubota engine, which is a “rest of the world” engine. So eight years, nine years down the road when you want to get rid of it and dispose of it, it’s not trapped in any one market. It can go around the world.

The hybrids have the electric drive technology in them. There’s also noise benefits. If you listen to the diesel engine, and if it’s in certain work environments, you can just flip it on to full electric mode and it’s completely quiet. You look at all of the advantages and the fact that we’re getting the cost down to the same as a diesel machine, and then you start to look at the amount of maintenance and repair on electric vehicles vs. a diesel driven machine, and everything adds up to there’s going to be a pull from the customer base on more hybrid electric drives.

The more experience people have with [the technology], the customers that have purchased our FE products understand there’s really not a lot of downside at all. Everybody thinks that a big 50 hp machine is going to outperform a hybrid machine with 25 hp. Not true. If you take it in the mud and you watch it perform, the hybrid can do everything that diesel can. If you consider the reduced maintenance and noise, it just adds up.

We’re continuing to educate our customer base. People are very interested in it, so I think that trend is going to continue to accelerate. www.ForConstructionPros.com/RENTAL

4/6/20 4:26 PM

Skyjack

KEN MCDOUGALL, PRESIDENT AND MALCOLM EARLY, VP OF MARKETING, SKYJACK EVALUATE THE AERIAL LIFT MARKET Skyjack aims to develop technologies that look beyond its own equipment and that more directly align with rental operational needs.

How did the rental industry shape up in 2019? What do you anticipate for 2020?

Malcolm Early: I think if you go back to 2019, you saw the beginning of some softening in the market for for rental equipment and in the rental industry itself. I think ironically 2019 and looking into 2020, some of the forecasts that you’ll get from the American Rental Association (ARA) are still relatively bullish in growth, www.ForConstructionPros.com/RENTAL

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Skyjack

Ken McDougall, President, Skyjack

Malcolm Early, VP of Marketing, Skyjack

but that doesn’t necessarily transmit through to the aerial business.

If we look into 2020, we’re expecting somewhat of an adjustment, a lowering of equipment sales into the marketplace as a whole. It’s our job really to make sure that we get a larger share of those, but generally I would say that we see the market for aerial equipment going through somewhat of an adjustment in 2020. And we do see that as an adjustment. If we look into 2021, and maybe a little bit later, we see things growing again.

Part of the reason for some of those adjustments include the general economy, the trade wars and tariffs, trade wars with China and its impact on some raw materials used in our business. The other thing that we can’t ignore is designing to the new ANSI standard. The new ANSI standard has been rumbling along for quite a while. That sort of thing just helps create a degree of uncertainty in the marketplace. That’s going to be reflected in some of the 2020 adjustments for the world.

Ultimately, I think the machines under the new standard will be subject to more rigorous design requirements and testing regimes. From that point

of view, one has to talk about the the cost of the machines.

From a Skyjack point of view, we’ve tried to rebalance some of those costs by going beyond the actual standard and looking at providing a machine that has additional features largely directed at increasing the return on investment (ROI) for the rental company. But generally speaking, I think the rental companies see that potential cost increase.

Against the background of confusion and when the standards are going to be coming into place, I think companies are starting to hedge their bets a little bit.

Ken McDougall: To Malcolm’s point with regards to the standard, I think the most prudent thing that we did was just ignore some of the noise. The equipment is intrinsically safer and has some new features on it. We’ve just tried to forge ahead; we can’t wait for the delays.

An election year in the U.S. is always a bit of a pause. What I’m hearing from most of our customers is just some cautious optimism, but there’s just kind of a wait-and-see attitude. There’s nothing wrong with the economy. However, it’s an election APRIL 2020

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2020 AERIAL INDUSTRY REPORT

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Early: You will probably see some at the lower height end of the scissor market. We’ve seen some new entrance there into the sub-19foot area. We’re also starting to see some of the impact in the boom side with new power sources, whether they be hybrid or electric.

We can talk a little bit about the idea of the lithium ion battery in a DC scissor. Ultimately, I think the technology is right, but it’s an economics issue. Once the cost of that type of battery gets to the right level, I think you will see some changes there.

Over the last two to three years, I think the aerial industry has really started to adopt telematics and think hard about it. Adoption rates in the large national businesses are particularly high, though they’re not as insignificant in the independent sector with some of the smaller companies. With some of the new developments in the way that the telematics technology is put to use, I think that’s going to adopt as a quite a trend. It’s not just about a box on the machine for the sake of a box; the box has to do something that saves the rental company money or makes them more productive in terms of getting machines out quicker to customers.

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Specific to the aerial segment, what trends are driving change?

McDougall: The level of sophistication in the rental business and embracing the use of data and and predictive analytics can greatly increase the ROI for the rental companies... when properly applied with the right data, ˜ is more accessible every day. And that’s how we are really going through our

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year... What’s going to happen?

[Regarding] infrastructure bills, will anything actually happened in the political climate of today? That could stimulate the market more. There may be a boost that comes, but again, just a lot of cautious optimism. The OEMs need to be prudent on build rates so we don’t end up with a glut of equipment that ultimately impacts the market.

to our customers about things like batteries. How can we help provide them a solution that will ultimately save them money, and then hopefully guide them to us as their provider?

The more data that’s there, the more people start to embrace the fact that it’s there to be used, the better off everybody is. It’s not a GPS tracking system just for asset recovery, although it is important for that; that’s only the tip of the spear, so to speak. There’s a whole bunch more and the more data we get and the more that it’s open, the more sophisticated the rental business becomes. It’s good for everybody.

Early: When some of this data comes out, you will see that there’s a lot more data in the machines that can help make decisions that we didn’t know about, or that we just talk in terms of “hunches” before. We found that in some of our research, and in things you’ll see in our future products, that some of those concepts and ideas within the rental industry that are sacrosanct, the data may prove otherwise. That would be quite revealing.

What about other trends and technologies coming to the aerial industry?

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McDougall: Alternative power is definitely a trend already that will continue.

The U.K.’s 2035 No Internal Combustion announcement will drive a massive change.

If and when that’s applied, what happens to all of the fleet that’s already there that has an internal combustion (IC) engine.

There’s going to be a lot of kits out there and around the world that don’t comply with what the new standards might be for non-IC machines. www.ForConstructionPros.com/RENTAL

4/6/20 4:27 PM

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2020 AERIAL INDUSTRY REPORT

I think it’s a trend that’s already started. We’re not ignoring it. We don’t have the same offering as maybe some of our competitors do, but it’s not because we’re not working on it. We’re trying to pick the right moment, the right class, with the right solution, rather than rushing something out to “me too” somebody else. We’ll work on something that we believe is sustainable longer.

Early: The prospective legislation that Ken talks about in the U.K., it would be a similar situation in the rest of Europe. That’s bringing forward the end of the ability to sell an IC or diesel engine. But more importantly, the hybrid engine (and this is all automotive in its background) sort of translates into our industry. In this particular case, the hybrid is now out of the question because that will have either diesel or petrol contingency.

We’ve got to think about power sources rather than just about pure electric.

McDougall: And similar to some of the challenges that have been encountered in the automotive space with battery life and usage, there’s another issue that comes up if the world runs on batteries as a “clean technology”... there’s waste disposal of the batteries. It’s the supply of raw materials for the batteries. Having just spent my last 10 years back in the automotive side, there won’t be enough with the current technologies in batteries and supply, so other things will change. As with everything, the good part about us being affiliated with an automotive parent is we’re working on a lot of things in that space already in alternative power for the car industry.

How do you think the markets going to accept those advancements?

McDougall: I can’t say at the moment that they’re ready. However, legislation doesn’t give us a choice. When it becomes a reality, then the market

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Looking at the technology will have to adjust to fit a new realithat’s currently available, ty. So, things like acquisition prices, where is the incentive rental rates, utilization rates, and fleet to invest in newer lift sizes all will have to adjust to however equipment? the technology advances.

Early: The ANSI standards are proI’ve had some conversations moting and bringing the design recently that certain job tenders from standards of aerial work platforms to a rental company for equipment are a common level around the world. submitting the carbon footprint with When it comes to technology, proit in Europe. But primarily that just ductivity drivers are key. is dictating the number of pieces of It comes down to relatively simequipment you can get based on the ple things. If you fleet makeup they can avoid one call have, and it may not out to an engineer be optimal to what per week or per the norm was. In month or per quarcertain areas, you’re ter, that’s going to starting to see some cost you $150, and of that pop up and sometimes there there’s more conmay be two calls versation on carbon to find out what’s footprints and what wrong then come are we doing from back with the parts. a green perspecSo now you’re up to tive is the industry $300. to comply with with The technology that demand. that we have now Unfortunately, can turn say, “The recently, and you fault is X.” The can take that howengineer doesn’t ever you want, MALCOLM EARLY have to come out, the U.S./North so you save quite a lot of money; or American markets have lagged a little the fault requires part Y and the engibit. The conversations around climate neer doesn’t have to make two trips. is not at the forefront as much as it One of the things that we’re findwas, and probably should be. We see ing as an organization is, while we’re China and Europe being more provery familiar with the equipment— gressive. When we look again at the what the equipment is, and how the automotive space, we’re doing a lot equipment is used in its day-to-day more development on e-axle technoloperation—one of the things that we ogies for the automotive industry in will be more cognizant of is how the China and Europe. rental industry works as an operaEarly: Ultimately during that tion from day to day. I was speaking process, the rental industry will be to a rental company trying to digitize challenged by some of these legthe equipment’s selection, order and islations and activities. When we delivery into one process. I see more come back to telematics and other and more that manufacturers have to technologies that help increase the become experts at understanding the productivity within the rental indusday-to-day operations for rental. We try, I can see the rental industry being need to develop the technology that more hungry for those sorts of tools matches the operational needs. to try and offset costs in other areas.

“THE ANSI STANDARDS ARE PROMOTING AND BRINGING THE DESIGN STANDARDS OF AERIAL WORK PLATFORMS TO A COMMON LEVEL AROUND THE WORLD. ”

www.ForConstructionPros.com/RENTAL

4/6/20 4:27 PM

TERRY DOLAN, CEO, HY-BRID LIFT, FOCUSES ON NON-SELFPROPELLED UNITS A shift away from ladders toward push-around lifts brings safety and efficiency.

Where is the aerial lift market headed?

The market continued to expand into small units that were non-self-propelled, which we refer to now as part of our Push-Around Series targeted at replacing ladders on job sites. We’ve seen a pretty sharp transition with a lot of contractors globally focusing on it. Now, in the U.S. and Canada, we’re starting to shift from ladders to these push around lifts that put somebody working at height a lot safer.

If I had to go up a 12-foot ladder, you’re only supposed to go to 10 feet two rungs below. You need to have three points of contact when you’re www.ForConstructionPros.com/RENTAL

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on a ladder, so with two feet and one hand, that only leaves one hand to bring up more material and do the operation. But, when you watch people on ladders, often they’re on those two rungs, or they might even be on one of the top rungs which is really unsafe. Then they’ve got their hands above their head or they’re reaching out, putting themselves into a unsafe environment.

We’ve seen a big, big uptick in the Push-Around. You’re also seeing when the job sites get closer to the end of the job that the General Contractor wants self propels off because of the risk of people driving self-propelled machines into doorways, but a Push-Around can be maneuvered.

I think the best form of flattery is what we’ve seen over the past years as a number of the larger competitors have started to enter into this space and develop products after seeing the value of producing lighter weight, low level access.

Where do your company’s products fit in when you’re looking at rental centers?

We’re really trying to eliminate people talking about our products being niche products, because they’re not, they’re really mainstream. Often you

need to ask just one more question to the customer as to what that project is. Often customers call up and say they need a 19-ft. lift on the job site because the ceilings are 18 foot. But, if the ceiling height is 18 feet, and the worker is 5 feet plus an additional foot with arms over their head, they really need a machine that’s 13 or 14 feet tall.

The second is, “How many people are you trying to get up to be able to work at a time on a job site?” There is weight limitations on most of these jobs that they’re trying to achieve.

We’re entering into the 19-foot space, but we’re entering in a much different approach than all of our peers.

What the rental centers need to start looking at is the job sites that contractors are working on. Take a look at the jobs they are working on today and understand, “Do I really have the right piece of equipment for that customer, or am I giving them more than what they really need?”

Scissor lifts are optimal when they’re working at just about max height; that’s when you get the most stability. I’m working on a 15 foot ceiling, and I’ve got a 19 foot scissor lift. Often it’s almost just a ladder because I’m already at about four and a half feet at the platform height, add a six foot person on there, and you’re only going up two or three feet. It’s overkill. It makes it clumsy and difficult to maneuver. Understand that most job sites, and indoors in particular, can be satisfied with something below a 19-foot lift.

Our best influencer is typically the engineering firm who’s aware that there are lighter weight units.

And often we will see where jobs are specified and they say, must have Hy-Brid lifts on the job site, because of the light weight and the low load pressure.

As a company, we really want to define the low level access space.

Now we are redefining it with more APRIL 2020

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2020 AERIAL INDUSTRY REPORT

maneuverability, easier serviceability, and a more productive machine.

We’re entering into the 19 foot space again, which is very crowded, but in a much different way.

First of all, we believe that the 19 foot category falls into the low level access space. But as ANSI 92.20 came out, one of the significant changes is rails had to be raised to be 43.3 inches. In addition, in order to pass the new standards’ tests, most of our competitors already have very heavy machines (2,900 to 3,200 pounds) and chose to make them wider (to go to 32 inches wide) or add significant weight in order to be able to pass. We took a different approach and we created the lightest weight 19 foot scissor lift in the marketplace. Everybody else with their new rail height and their 19 foot machines also had to create fold down rails.

Now imagine you’re on a job site and you’ve got a number of rooms or areas that you have to go into through doorways that are 78 to 80 inches tall. Everybody else’s 19 foot machine will have to get off the machine to fold down the rails to maneuver the machine through the doorway, then get back on and reset the rails. Our unit was designed with a base that the scissors sink into, so in its stowed position our 19 foot unit is only 75 inches tall. You also do not need to have fold down rails which is an inconvenience on the jobsite.

We also wanted to be focused on being really lightweight. We didn’t want to enter the crowded space with a similar product; we wanted to take a different approach. So we gave our VP of Engineering that strategic task to be under 2,000 pounds, and we created a 19-foot scissor lift that weighs 1,950 pounds with a stowed height of 75 inches tall and a lift capacity of 650 pounds. But it’s only rated for a single person. A lot of these lifts will be rated for two people. We went with one because in our

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cycles. The second half of the year, it was still relatively strong, but you started to see rental companies get prepared to switch to A92.20. They started having to manage how much to bring in of older product verWhat is your perspective on sus new product. The old product the rental industry and the lift will still be authorized to equipment market in 2019? work on jobs, but c.

2019 was it was a chalat some point, t In n e ip m lenging year for there may be qu E m s to all industries, contractors who Cu mainly because start saying ‘I we’re all focusonly want product that meets ing on the development the new standard on my for the new ANSI A92.20 jobs.’ From that, it was a chalstandards. A lenging year. lot of engineering and a You saw lot of resourcsome new competitors coming into the mares went into ensuring that we ketplace, a number could meet the of which have new standards, entered from China. get educated on We’re going to develop our the new standards, brand, we’re going and establish to build our promise, and we’re going strategies to make sure that to continue to grow we’re we’re proour business. But it is interviding the information esting to see more and more comour customers need. We’ve petitors coming all been aware into the space as of the new stanthey try to find ways dards for a couple to grow their businessof years and es in North it keeps getAmerica. ting pushed out, but all We’ve seen a lot of of us had innovation to be heaviHy-Brid Lifts 19-ft. PS-1930 Scissor Lift offers ly focused on into boom lifts, unique features such as non-fold-down rails redesigning, knuckle booms, and the LeakGuard system plus meets ANSI designing and A92.20 standards spider lifts, and preparing to more categomeet those standards. ries of lifts as this market continues to From the rental companies’ permature. There will always be continuspective, the first part of the year was ous focus on how to help people work really strong in their normal buying at height safely and productively. research that we did throughout 2019, 80% of the time with 19-foot scissor lifts, it’s only a single person in the platform. It’s the PS-1930, 19 foot height and 30 inches wide.

www.ForConstructionPros.com/RENTAL

4/7/20 12:43 PM

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2020 AERIAL INDUSTRY REPORT

What do you anticipate for both the rental sector and for the lift equipment industry in 2020?

We’re all focused on making sure we keep educating on A92.20. It’s beyond how the product is produced, but also how people are trained, and I think you’ll see continued focus on that.

There are still a lot of people in the rental industry that aren’t completely aware of what it all means.

I think you’ll see continued growth in low level access—the 19-foot class and below. That market continues to be a relatively strong market. The below-18-foot market has been strong in 2019, and I think it’ll continue to grow in 2020. Some of the other larger products looks like they may be relatively flat as rental companies try to extend the life. But on the lower products, I think you’re going to still see relatively decent growth.

Do you anticipate any new trends or technologies that we might start seeing in the lift equipment sector in 2020?

More intelligence to the operator.

Prior machines, a lot of them up in the operators platform were simple controls that raise lower, drive and steer. You’re going to start to see efforts to provide more information to the operator at height.

For instance, in our new Pro Series, we’ve introduced new upper controls that we refer to as intelligent controls. Intelligent controls will provide the operator a visual for remaining battery life.

With the new standards, once challenge will be the integrated load sensing. Whatever the unit is rated to lift, it cannot lift greater than that capacity. Before you might have seen units that had 500 pound lift capacities, but really they were set so the customer could pick up 600+ pounds, and that’s what puts people at risk.

We always have focused on safety

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and when our units were rated for 600 pounds of lift capacity, although structurally, hydraulically, it could lift greater, we were very cognizant and set everything to not lift more than that. So for customers who are used to, at times being able to operate at a higher capacity than what it’s rated for in a new machines, you’ll see customers who may not understand why the machine is not lifting.

Our machines will have an overload alarm come on, and our intelligent controls will also tell them what percentage of the maximum capacity weight they’re over.

How do you see telematics being applied in the lift equipment sector?

One of the biggest challenges for machines like electric scissor lifts is the battery and battery charging.

Rental companies are doing service calls because the contractors call them up because the machine isn’t operating even though they had it plugged in all night to charge, but unfortunately they had it plugged into the powered platform instead of the charger. Now with telematics, the dealer should be able to pull up that unit and see what’s going on with it.

That is going to be a fantastic tool for rental companies to manage their units and help their contractors utilize the product better.

All companies need to focus on becoming familiar with the new ANSI standards and what will be required to make sure they’re able to help their customers. Also, get up to speed on telematics and understand that while it’s a large investment that these companies have to make, look at what the payback is from unrecovered service hours.

It’s an exciting industry right now. I think you’ll continue to see more trends on how to make the operator safer, but also more productive in the future.

DON AHERN, CEO, THE AHERN COMPANIES TALKS BIGGER, BOLDER MACHINES With existing experience in the ladder-less lowheight market, Snorkel has set its sights on heights yet to be reached.

What is Snorkel doing differently than other lift equipment manufacturers in the industry?

Even before the purchase of Snorkel, my mode of operation has always been to go where the market hasn’t been and to try to get on that leading edge. We could all just copy each other and keep building the same old products, but we see quite a requirement for people to go higher, wider (horizontally) and heavier.

Our 210-foot boom (the 2100SJ telescopic boom lift) has a fifth steer mode, which is completely horizontal, where the wheels will turn 90 www.ForConstructionPros.com/RENTAL

4/6/20 4:28 PM

degrees and travel. We’ve got a shorter wheelbase and tighter turning radius of 185 feet, and the machine can drive at its full height.

What other market trends are going to impact your product offerings in future?

We are offering the new 40 foot electric slab scissor. We also have a 19 foot where the stack is buried down into the chassis. That’s a new patented feature we’ve got on our 19 foot scissor, which is all-electric, no hydraulics, and I think that’s going to be the future.

Many things are turning electric, not only lead acid electric, but lithium electric.

We’re absolutely interested in low access, as well. With our existing push around scissors at 6-foot, 8-foot and 10-foot and a 10-foot driveable, and now the 13-foot driveable is coming out, we’ll, be right there with ladderless technology.

But, you got to sell a lot of those little scissors to make a living. And the smaller equipment tends to be the lower margin equipment. So we, we’re not ignoring that end of the line, but, I’d rather go where no man has gone before.

Where do you see the aerial lift market going for 2020?

I see a very flat year for

Snorkel’s “Mega Boom” 2100SJ telescopic boom lift is the world’s largest self-propelled boom lift.

www.ForConstructionPros.com/RENTAL

RPN0420-16-33_AerialLiftReport_dh.indd 33

Sn

or

2020 from a manufacturers point of view. If you can get through 2020 and get anywhere close to the numbers you had in 2018, I would call that a win.

What are some of the growth challenges you see in 2020?

I think is the political situation, more than anything, and the overall global slowing. The whole global market is kind of cooling off. There really aren’t any hot spots that I’m aware of.

Frankly, the hottest spot right now is the United States.

What’s ahead for Snorkel and the Ahern Companies?

You’re going to see a huge paradigm shift in the next 10 years away from gasoline internal combustion engines.

Ten years from now, you’ll be lucky to see anything but a 25 hp engine with a generator on it. Everything will be electric. You won’t see differentials and transmissions. You’ll see wheel hubs and planetary gearboxes. The power will be in the wheels.

And there’ll be a lot of computerization. Machines are going to go places they’ve never gone before because of the programmability.

We’re going to see forklifts that are going to operate by themselves.

We’re already on the edge of that in some of our research.

We’ve got something coming out next year that’s going to involve those 85 foot forklifts that are going to allow us to go higher and higher, and I don’t think 85 feet is the end.

With some of the technology that we’re playing with right now, the limit sky’s the limit.

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PRODUCT ROUNDUP // AERIAL LIFTS

Æ JLG 670SJ Self-

Leveling Boom Lift

JLG Industries announces the introduction of its 670SJ selfleveling boom lift.

• Increases a lift’s capability on slopes 0 to 10 degrees in any direction with the boom elevated • Improved ability to traverse uneven surfaces while keeping the chassis level and improve traction capability on sloped ground • 67 ft. platform height boom lift with 550-lb. unrestricted, 750-lb. restricted capacity • Offers 45% gradeability • 57 ft. 1 in. horizontal reach • Elevates to full height or back to ground level from full height in just 101 seconds • Automatically levels on grades up to 10° when in self-leveling mode • Standard mode for driving with the boom down at faster speeds; shipping mode allows the suspension to be lowered during transport • Smart suspension results in a foot more platform height • Reduces or eliminates manual labor and time required to set up cribbing and/or grade the work area • Allows the boom lift to get closer to the work area, maximizing its reach capabilities and minimizing the need for larger, higher reaching lifts as backup • Decreases platform movement during travel improving operator comfort and reducing the risk associated with movement of objects within and/or falling from the platform

Ç LGMG T65J

Telescopic Boom

The T65J telescopic boom from LGMG North America has a platform working height of 65 feet when fully extended as well as a horizontal outreach of over 56 feet with a below grade reach of almost 9 feet.

• Equipped with a 4x4 drive • Deutz D2.9L4 engine • Platform capacity of 551 lbs.

• Fitted with pressure sensors to ensure precise weights to increase operator safety • ANSI A92.20 compliant www.forconstructionpros.com/21125086

www.forconstructionpros.com/21124286

WANT MORE PRODUCT INFO? USE THE EIGHT-DIGIT CODE

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

È Skyjack’s SJ9263 RT

Full-Size Rough Terrain Scissor Lift

Linamar Corporation’s Skyjack division unveiled its highest reaching scissor lift to date, the SJ9263 RT. • Working height of 69 ft. (21.03 m)

Æ Up Equipment Easy Lift 50-23AJ

The 50-23AJ boom lift has a double pantograph lower boom that reaches an unrestricted 23 ft. of outreach with full basket capacity of 507 lbs.

• Includes standard basket rotation, a 5-ft. jib and basket manual leveling live at full basket capacity • Live hydraulic levers at base and in the basket provide smooth, precise movements

• Rated for four people • Platform spans 23 ft.

4 in.(7.12 m) with dual extension deck option • Features Skyjack’s axlebased four-wheel drive, AXLDRIVE, SMARTORQUE engine

• Options include self-leveling outriggers, wireless remote control, fiberglass one- or two-person basket and winter start kit

• Will be in full production at Skyjack’s Guelph, ON facility starting Q2 2020

www.forconstructionpros.com/12321809

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APRIL 2020

www.ForConstructionPros.com/RENTAL

• 12-ft. 6-in. overall length without basket, low profile of 78 in. and 31.5-in. width • Hydraulic variable-width carriage for increased stability and enhanced climbing capabilities

34

• Increases opportunities for rental companies to work at six stories

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DESIGNED FOR RENTAL SKYRISER™ ensures that the riser and main pivot point connecting the fly boom to the riser travel in a straight vertical line. Moving in a true vertical manner, without drifting forward or back, reducing the amount of repositioning the operator needs to do in order to stay close to a building facade, and improving productivity.

www.skyjack.com

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PRODUCT ROUNDUP // AERIAL LIFTS

Æ Haulotte

Optimum 1931 AC Scissor Lift

The Optimum 1931 AC features 24V asynchronous, brushless AC motors that enable precision movements even in difficult locations and narrow spaces.

Æ SkyTrak

3013 Ultracompact Telehandler

• Two-person lift capacity of 500 lbs.

The 3,000-lb. class SkyTrak 3013 ultracompact telehandler was purpose-built for use in small spaces requiring up-andover reach. It can lift and place materials at heights up to 13 ft. with a load capacity of 2,700 lbs.

• Smooth proportional movements and precision driving control

• Compact 4 ft.

6 in. x 8 in. 9 in. footprint and rear pivot steer make it highly maneuverable

• 2-ft. 5-in. outside width allows passage through standard doorways

• 5,300-lb. weight enables transport by a standard pickup truck equipped with a tow-behind trailer

• Suitable for indoor and outdoor applications

• Powered by a 24.8-hp Kubota V-1505 diesel engine

• Includes the Activ’Screen onboard diagnostics, automatic pothole protection, tilt sensor, easy access swing-out trays and nonmarking tires

• Equipped with a hydrostatic drive system and 4WD and two-wheel rear steer

www.forconstructionpros.com/21117917

www.forconstructionpros.com/21116270

• 24-ft. 11-in. working height with an 18-ft.

11-in. platform height

• Standard universal quick coupler for easy attachment

OFF YOUR LOT. ON THE MOVE. Your equipment belongs at the jobsite. Which is why Sullair compressors are designed with your customers in mind — keeping your fleet out and about.

Visit sullair.com to learn more.

© 2019 Sullair, LLC. All rights reserved.

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www.ForConstructionPros.com/RENTAL

4/6/20 4:47 PM

Æ Pettibone Mobile Elevating Work Platforms Pettibone is entering the mobile elevating work platform (MEWP) market with a total of 13 models with work heights ranging from 18.4 to 46 ft.

• Offered in electric or hydraulic drive configurations • ANSI A92.20-compliant • Enable safe work at height in indoor or outdoor applications • Key features include a universal drive control box with LED screen, platform extensions with foot pedal control and large scissor arms for optimal stability and durability • CONEXPO-CON/AGG Booth #11265 www.forconstructionpros.com/21105917

Æ Snorkel 400S Telescopic

Boom Lift

The 400S mid-size telescopic boom lift offers a maximum working height of 46 ft. and a horizontal outreach of up to 35 ft.

• Delivers an unrestricted platform capacity of 600 lbs. or 1,000 lbs. within a restricted envelope • Four-wheel drive, a 49-hp Deutz 2.9L Tier 4 Final engine, oscillating axle and 50% gradeability ensure optimal rough-terrain performance • Includes proportional controls and a spacious 8’ x 3’ platform • Also available as the 460SJ with a 6-ft.

6-in. jib boom and 135° of vertical movement www.forconstructionpros.com/21106102

WANT MORE PRODUCT INFO? USE THE EIGHT-DIGIT CODE

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

PARTS MORE With a selection of more than 42 million part numbers, TVH is the One-Stop Shop for all your parts and accessories needs.

www.tvh.com www.ForConstructionPros.com/RENTAL

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PRODUCT ROUNDUP // AERIAL LIFTS

È Genie Z-45 FE Hybrid Boom Lift

ÆA

Mer Hig Tele

The Z-45 FE combines the benefits of a typical 4WD diesel machine with the quiet, clean efficiency of 100% electric-powered units.

• A 24.8-hp Kubota D1105 Tier 4 Final engine-powered generator is used to maintain the state of charge of the batteries

The P stand shift f placem levelin mach both engag stabili

• Full-time 4WD and electronic traction management • Active oscillating axles • Up to 4.0-mph speed • High-efficiency AC drive motors • 5-ft. articulating jib with a 135° vertical rotation positions workers accurately • 660-lb. maximum lift capacity

• 41and

Ç Hy-Brid Lifts PS-1930 Scissor Lift

• In all-electric mode, the unit can work a full shift on a single battery charge; in hybrid mode, it offers more than a week of run time on a single tank of diesel

The Pro Series PS-1930 19-ft.scissor lift features non-folddown rails and the LeakGuard system plus a new color scheme that identifies it as meeting ANSI A92.20 standards.

• Max. working height of 51 ft. 8 in. with a 22 ft. 9 in. max. horizontal outreach, 24 ft. 7 in. max. up-and-over reach

• Platform height of 19 ft. and a working height of 25 ft.

www.forconstructionpros.com/21120273

• Ma hyd

• Inc sta att fun

• Features a capacity of 650 lbs. and is rated for one person plus materials • Fits through standard doors without fold-down rails, and is lightweight (less than 2,000 lbs.) and compact enough to fit in standard elevators

LIFT YOUR BOTTOM LINE

• Me att ang

www.fo

• 60-in.-long by 24-in.-wide platform with a 30-in. slideout platform extension • Rated for indoor and outdoor use with upper controls that allow users to switch between indoor and outdoor modes www.forconstructionpros.com/21111086

JLG 1030P PushAround Lift NATIONWIDE SALES AND RE-RENTALS

The manually propelled 1030P push-around lift model offers a 10 ft. 2 in. platform height, is 30 in. wide and weighs just 755 lbs. This light-weight machine is designed with a compact footprint – making it easy to push into place.

ÇC gen

• 30 in. x 60 in. platform

The n PushSeries

• 550 lb. platform capacity • Autolocking wheels initiate when the platform is elevated

• PA sm loc rob

• Rust-free aluminum deck

The fastest-growing brand of compact lifts Call 1-844-UPequip and join the Simple Inside™ community Build your unit at www.UPequip.ca

• Easy-to-remove covers provide convenient access to service points • Self-closing swing gate

• PS wo an

• Optional equipment includes a pipe rack, narrow basket, tool tray and foam buffer kit to customize the unit for the type of work being completed.

• ZT pro pla bui po

www.forconstructionpros.com/21122473

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www.fo

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4/6/20 4:48 PM

Æ Manitou MTA 12055 Series III Telehandler The MTA 12055 Series III telehandler has a 12,000-lb. lift capacity and can take 5,500 lb. to full extension.

Æ AMS-

• 55-ft. 5-in. lift height and 40-ft. 9-in. maximum forward reach

Merlo P40.13 High-capacity Telehandler

• Single joystick control for boom extension and retraction, attachment tilt, auxiliary hydraulics and travel direction

The P40.13 telehandler features standard boom side shift for precision load placement and frame leveling for greater machine safety; both of which can be engaged with or without stabilizers in use.

• Standard four-wheel drive, frame leveling, auxiliary hydraulics and self-leveling forks

• Features a side-mounted 120-hp Cummins engine and four-speed powershift transmission

• Optional Personnel Work Platform System www.forconstructionpros.com/21102967

Promoting the safe and effective use of powered access

• 41-ft. 2-in. lift height, 28-ft. 3-in. reach and load capacity of 8,800 lbs.

• Mates a 102-hp Deutz engine with a hydrostatic transmission • Includes independent front axle-mounted stabilizers, the Tac-lock system for attachment change-out and a multifunctional electronic joystick • Merlo MCDC automatically recognizes attachments, monitors boom extension, angle and load weight

Start your journey online now to qualify as an IPAF trained operator of mobile elevating work platforms (MEWPs) Lea hom rn at you e on r or la tablet ptop

www.forconstructionpros.com/21110959

Also in Spanish!/También en español!

Ç Custom Equipment Nextgeneration Hy-Brid Lifts The next-generation Hy-Brid Lifts include the Push-Around Series (PA Series), Pro Series (PS Series) and Zero-Turn Series (ZT Series).

• PA Series offers hydraulic raise and lower, a small footprint, large work platform, autolock brakes and total-lock rear casters and robust scissor stack and oversized pins • PS Series self-propelled lifts include large work platforms and high lift capacities plus an ergonomic design and built-in tool tray • ZT Series has a point and go-style drive and proportional controls, plus 55-in. working platform (85 in. with extended platform), built-in tool tray and scissor stack with four points of contact

Overview >

Study the theory module of the operator training course online through IPAF’s eLearning program

>

Fun, interactive learning methods; games, quizzes, videos and simulations

>

After completion of the online theory module, you must attend an IPAF-approved training center to take the practical module.

You will be tested on both your theoretical knowledge and practical skills

For more information visit www.ipaf.org/elearning

www.forconstructionpros.com/21094775 www.ForConstructionPros.com/RENTAL

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MARKET WATCH

CHINESE Equipment Manufacturers Work to Enter the NORTH AMERICAN MARKET negoworks | iStock / Getty Images Plus

There will be some new brands to consider in the future as China makes its way into the North American equipment and rental industry.

by MIchelle Kopier

A

s Chinese manufacturers have worked to overcome branding and image issues over the past several years in North America, some equipment manufacturers have penetrated the market and established themselves among Americanrooted staples like Caterpillar, Case and Bobcat, while others are just now making a name for themselves.

LiuGong, for example, has been a part of the North American market since 2009 with parts and service solutions, as well as distribution. In 2018, after its 2012 acquisition of Dressta and spending several years learning the North American market, the company introduced Tier 4 Final rated wheel loader and excavator equipment, in essence relaunching itself. The company is working to establish its manufacturing presence in North America, recognizing it as the obvious next step.

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sldesign78 | iStock / Getty Images Plus

On the opposite end of the spectrum, LGMG just entered the North American market in 2019 with two strategically placed east coast locations with established distribution networks. The company’s first product introduction was its full line of small electric scissor lifts, its number one selling product in the Chinese market which confirmed it was ready for North America.

LiuGong entered the market beginning with medium- and largesize wheel loaders and excavators, followed by dozers after the Dressta acquisition. “Everyone knows that the North American market is very challenging,” says Mani Iyer, President, LiuGong North America. “It is a huge market, but it also has a lot of strong competition.

And though the market demands the very best and newest innovations, it is at the same time very cost-conscious.”

Craig Paylor, President, LGMG North America, agrees. “There is no question the impact of any new brand of equipment entering the North American market is going to face stiff challenges. The competition here is deep seated and respected by all types of rental companies.” He goes on to note that it is the long history of www.ForConstructionPros.com/RENTAL

4/6/20 4:52 PM

AH MA BU AL LO CO TH VE IT I CO

Addressing the future of rental demand As the rental industry has followed the equipment’s design and development trajectory, renters are becoming more apt to request equipment with advanced technology onboard, which can be a good thing for companies with experienced service technicians.

However, mentions Paylor, “not every rental company has the kind of service capability to work with new and

negoworks | iStock / Getty Images Plus

relationships between manufacturers and rental companies that is one of the steepest challenges to overcome, as well as full product line availability and the latest technologies.

“But, because the rental industry is so vibrant and constantly growing, there will always be rental companies, both large and small, new and existing, looking for alternative suppliers,” Paylor says.

IT IS A HUGE MARKET, BUT IT ALSO HAS A LOT OF STRONG COMPETITION. AND THOUGH MARKET DEMANDS THE VERY BEST AND NEWEST INNOVATIONS, IT IS AT THE SAME TIME VERY COST-CONSCIOUS. Mani Iyer, President, LiuGong North America www.ForConstructionPros.com/RENTAL

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advanced electronics. Plus, many smaller rental stores want machines that can be repaired without having to spend thousands of dollars on special analyzers and monitors.”

For that reason, LGMG wants to bring simple equipment that is easy to repair and operate with few options. “Instead, we will take the most requested configurations from customers and make the machines standard in that form.” Paylor also explains that they have no plans to create an elaborate pricing structure.

“We give the best price to everyone and do not pay attention to the volume of the order.”

Similarly, noting price as a key factor for rental business owners, LiuGong focuses on providing low total cost of ownership through fuel efficiency and low downtime. Says Iyer, “The addition of Graziano Cassinelli, LiuGong Machinery Global Director of Rental & Used Equipment; the acquisition of Hertz China to accelerate the development of rental solutions globally; and the launch of LiuGong scissor lifts in North America,” are all ways LiuGong is continuing to serving the needs of the rental industry.

And as the COVID-19 pandemic resolves itself eventually, the North American marketplace will continue to grow, especially as manufacturers face pressure to try and make up for lost business during the slowdown.

But, notes Paylor, “we have faced this before, and all manufacturers know what the market will be like when it returns.”

New rental companies will start up looking for new brands, new relationships, and fair prices to allow smaller businesses to compete with the larger rental company rates.

As the Chinese manufacturers continue to enter the North American market with those key objectives in mind, it won’t be long before more brands become familiar to us all.

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PRODUCT ROUNDUP // COMPACTION Ammann ARR 1575 Trench Roller The ARR 1575 precisely directs vibratory forces to the target and employs a circular vibrator and two amplitude settings.

• Working widths range from 32 in. to 54 in.

• Weights range from 1.4 tonnes to 4.5 tonnes

Sakai GW754 Vibratory Pneumatic Roller The Sakai GW754 vibratory pneumatic tire roller is widely versatile for various types of materials from hot mix asphalt (HMA) mixes to soils.

• Vibrating tires massage materials dynamically and compact them more uniformly which helps to cut operating cost on job site by the versatility and high compactive efforts

• Infrared remote control system maximizes safety

• Tier 4 final Kubota V3800 turbo charged engine, rated at 110 hp and equipped passive regeneration

• LED indicator

• Traveling speed of 7.5 mph

www.forconstructionpros.com/21107066

• 2400 vpm and four amplitude settings, which are changeable on the fly • Smaller size of machine, weighing 22,440 lbs., vs. static pneumatic tire roller which weighs 55,000 lbs.

• Single-seat operator station layout with 180 degrees of easy-rotation • GW754 as it has a maximum of 45 dB at 50 ft. on the maximum amplitude setting for quiet compaction operations required for bridge deck and in residential area www.forconstructionpros.com/21109564

WANT MORE PRODUCT INFO? USE THE EIGHT-DIGIT CODE

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

HAMM H Series CompactLine Compaction Equipment The compactors in the H CompactLine with weights between 11,000 lbs. and 15,500 lbs. and feature an extremely compact design, making them ideal for small or confined construction sites.

• These compactors offer excellent ground clearance thanks to their traction drive using wheel motors, while the design of the front section enables a large slope angle • The compactors are exceptionally versatile owing to the numerous options • Customers can choose between smooth and padfoot drums as well as two-part padfoot shells www.forconstructionpros.com/21122300

Dynapac DRP Series Reversible Plate Compactors With an adjustable lever and steering height, Dynapac reversible plates are ideal for simple and precise handling in larger areas.

• Models include DRP15D, DRP15X, DRP20, DRP20D, DRP25D, DRP45DX, DRP60D, DRP70D • Powered by either a Honda petrol or a Hatz diesel engine • Extreme conditions are easily dealt with thanks to their rugged design and all- around hard shels • Operating hour meter, together with easy-access maintenance points, make this machine operator-friendly • Attachable mat is available as an option to increase the plates area of application www.forconstructionpros.com/21120881

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www.ForConstructionPros.com/RENTAL

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Weber MC 85 Trench Roller Weber MT’s MC 85 trench roller offers a compaction option for wet clay-like and silty soils where conventional soil compactors cannot be used.

Atlas Copco CA1400 Soil Roller The tier 4 Final compact CA1400 soil roller offers two speeds and amplitudes for added versatility on a variety of applications, including pipe trenches, roads, streets, steep slopes and parking lots.

• 66-in.-wide drum and two amplitudes — 0.032 in. and 0.067 in. — allow contractors one unit for compacting a wide range of materials

• High centrifugal force combined with kneading effect of sheepsfoot drums • Hydraulic articulated steering • Water-cooled, 3-cylinder Kubota D1005, 24-hp Tier 4 Final diesel engine • Radio remote control for operation from a safe distance • Machine automatically stops when distance between unit and operator is closer than 20 ft. or further than 65 ft.

• Engine automatically switches to idle speed when remote control isn’t being operated

• Using the adjustable settings, operators can change the amplitude to suit different lift thicknesses

• Two driving speeds: working speed: 0.87 mph; travel speed: 1.8 mph

• In addition to two amplitudes, operators can set the speed on the CA1400 to high or low to achieve different compaction results on a variety of applications and materials

• Drum width: 32 in.

• Cross-mounted 75-hp Kubota diesel engine sits perpendicular to the CA1400’s frame

• Tank capacity: 6.3 gal.

• Two compaction settings: 8,093 and 16,411 lb.

• Operating weight: 3,576 lb.

• Frequency: 42 Hz • Fuel consumption: 0.8 gal/h www.forconstructionpros.com/21112690

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PRODUCT ROUNDUP // COMPACTION Volvo DD128C Asphalt Compactor Powered by a 148 hp Volvo D4 Tier 4 Final engine, the DD128C delivers fast rolling speeds while maintaining proper compaction spacing with Volvo CE’s Impact Spacing Meter.

• This compactor has a 79-in. wide drum with chamfer and radii drum edges, and a 55-in. diameter rear drum and auto-reversing eccentrics.

Both drums have industry-leading, automatic drum wetting systems

Sakai SW994ND Vibratory Roller The SW9994ND from Sakai is an oscillatory/vibratory tandem roller.

• Dual drum oscillation and vibration • Versatility by switching on the fly from vibe for high compaction efforts to OSC for smooth finish of the pavement surface • Optimized dual drum OSC achieves target density of thin lift pavement (1-1.5-in.) in fewer passes and increases paving train speed • OSC achieves density on no-vibe jobs where structural integrity is a concern www.forconstructionpros.com/21109565

• The DD128C has the widest range of amplitudes (0.080.8mm or 0.0030.03in.) on the market • Work mode engine operating speed is 1,850 rpm providing high torque and power with minimal noise and fuel consumption • A host of safety and servicing solutions come as standard, such as Compact Assist, Volvo’s unique Intelligent Compaction System • The new DD128C also carries Volvo’s lifetime warranty on the frame and articulation joint www.forconstructionpros.com/21118954

TOP AFTERMARKET PARTS Keep Your Equipment Going & Your Budget Low!

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www.ForConstructionPros.com/RENTAL

4/6/20 5:12 PM

BOMAG Alternative Fuel Options for BW 120 Tandem Rollers Three different solutions for the BW 120 tandem vibratory roller are now available: traditional diesel, electric and liquid petroleum gas (LPG).

• The traditional diesel-powered BW 120 AD-5 roller features a 33-hp Kubota engine with diesel particulate filter (DPF) that meets stringent Tier 4 Final emissions standards

Weber CF2A Forward Plate Compactor

• For indoor, tunnel, inner city and construction projects that require meeting higher environmental standards, the BOMAG BW 120 AD-5 offers two alternative drive model concepts: the electric drive BW 120 AD-5 E and gas BW 120 AD-5 LPG

The 181-lb. CF2A forward plate compactor features a geometrically modified baseplate that is especially designed for asphalt compaction.

• Offering a fast, 5-minute tank exchange, the liquid petroleum gas BOMAG BW 120 AD-5 LPG alternative drive is perfect for inner-city applications and construction projects with extremely tight environmental standards

• Features a working weight of 18 in. and generates 3,372 lbs. of centrifugal force

• Generates 15% less fine dust emissions than the traditional diesel engine model with DPF, 95% less NOx emissions and 15% less CO2 than comparable gas and diesel models

• Guide bar grip provides better handling • Standard version includes a 3.2-gal. water tank with sprinkler system and throttle control near handles

• Environmental impacts due to fuel spillage are eliminated, and gas is not watersoluble, so it cannot contaminate groundwater

• Wheel kit and poly pad accessories available

• The BW 120 AD-5 LPG delivers an operating time of up to 5 hours in between tank exchanges, offering ample reserve to get the machine through a work shift

www.forconstructionpros.com/21104470

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Call (800) 872-6899 or visit BrunnerLay.com

APRIL 2020

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PRODUCT ROUNDUP // COMPACTION

Dynapac CO5200 VI Oscillation Roller

CASE E Series Compact Vibratory Rollers

HAMM WITOS HCQ Software

The E Series line of compact vibratory rollers from CASE Construction Equipment combines a compact size, excellent maneuverability and visibility with many of the same features found in larger compaction machines.

HCQ Navigator from HAMM uses a panel PC in the roller cabin to provide a live indication to roller drivers of the points that were already sufficiently compacted or where further compaction is necessary. This prevents overand under-compaction while helping to optimize the number of passes.

• Designed with a high curb clearance, no overhangs

The CO5200 Generation VI doubledrum roller with oscillation allows the operator to select the system that is most suitable for the application.

• 25,798 lbs oscillation roller • Drum shell fabricated from Hardox 450 abrasion-resistant steel

• Narrow drum widths ranging from 39 to 54 in.

• Each machine delivers high centrifugal forces and frequencies at lower RPMs, making them more fuel efficient www.forconstructionpros.com/21120047

• Cummins QSF3.8 IV/T4f engine • Balanced operating mass for the front and rear modules helps reduce roller marks and deliver a consistently compacted surface with every pass

• HCQ makes it possible monitor the compaction progress – in real time • HAMM is allowing more sustainable compaction in asphalt construction and earth work since supervisors can stay informed about the detailed construction progress at all times with WITOS HCQ – without ever traveling to the site

• Can reach ground speeds of up to 7.5 mph

• HCQ Navigator saves all of the data that is recorded during the compaction process

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WEBERMT.US l 800-709-3237 l sales@webermt.us

www.ForConstructionPros.com/RENTAL

4/6/20 5:14 PM

INDUSTRY UPDATE COVID-19

CONSTRUCTION’S CORONAVIRUS DAILY UPDATE @FORCONSTRUCTIONPROS.COM

→

Work-stoppage orders, how to protect your company and personnel, and any other pandemic news related to the construction industry. For Construction Pros is aggregating, investigating and reporting on the coronavirus’s impact on the construction and rental markets every day so you only have to go to one place to find the latest on this global issue.

CORONAVIRUS HITTING EVENT RENTAL INDUSTRY PARTICULARLY HARD

→

Source: Maurian Soares Salvador / iStock / Getty Images Plus

For your daily update, go to www.ForConstructionPros.com/21123411

According to a recent survey of the American Rental Association (ARA) membership, rental revenues are declining and are projected to significantly deteriorate in the coming months. The survey results representing construction/industrial and general tool/DIY members indicate a lesser economic impact, albeit concerning. As of March 16, 37% have indicated no revenue loss, 32.92% experiencing up to 15% revenue loss and less than 3% reporting loss of more than 60% of rental revenue.

For more, go to www.ForConstructionPros.com/21123396.

Wall Street is officially in a bear market, with the S&P 500 falling by nearly 30% since its February peak. The market plunged in response to global spread of infection of COVID-19, a ban on travel from Europe to the U.S., and persistent uncertainty here about medical, social and fiscal response to the virus.

Zillow Research dove deep into data on the economic effects of past global pandemics to help provide perspective on what the future might hold under various scenarios.

Head to ForConstructionPros.com/21123407 to read all of the patterns Zillow Research found.

www.ForConstructionPros.com/RENTAL

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Source: Ong-ad Nuseewor / iStock / Getty Images Plus

WHAT PAST PANDEMICS SUGGEST ABOUT CONSTRUCTION ECONOMY’S CORONAVIRUS RECOVERY

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

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

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

Abbott Rubber Company ............. 49

IPAF ................................................ 39

Snorkel ........................................... 13

Barreto Manufacturing Inc. ............ 7

John Deere..................................... 15

Sullair ............................................. 36

Bobcat ............................................ 19

Kubota Tractor .............................. 27

Terex USA ...................................... 52

Brunner & Lay, Inc. ........................ 45

Manitou North America, LLC ........ 31

The Toro Company ........................ 51

Doosan Infracore........................... 11

Oztec Industries Inc......................... 5

Trask-Decrow Machinery .............. 48

Electric Eel...................................... 46

Precision Components .................. 23

TVH Parts Co. ................................. 37

Essex Silverline .............................. 49

Rotary Corp. .................................. 48

UP Equip ........................................ 38

E-Z Trench ...................................... 43

Rubbertrax, Inc. ............................. 44

Weber Machine (USA) Inc............. 46

General Pipe Cleaners ..................... 2

Skyjack Inc. .................................... 35

Windy Ridge Corporation............. 49

1 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

The Importance of FOCUSING on

EFFICIENCY A topic among the most timely and relevant because of all the business uncertainties as a result of Coronavirus. Being very business cautious is wise at this point, of course. However, this could be an excellent time to research more efficient methods in every aspect of your business. It is of utmost importance to become much more “efficient” with your time, energy, financial and other resources — and cutting waste.

As I pointed out last month, it is so important to prepare accordingly in order to achieve the high level of success that you want from your substantial time and financial investments. As I noted, it is so wise to become more efficient in all aspects of your rental business.

Of course, cash flow challenges are a major concern, so “hunkering down” to ride out the financial impact of the pandemic is a natural reaction. While it’s natural and needed in times like these, it is so important to use this time as constructively as possible and do serious, in-depth efficiency research.

Even if you are currently lacking funds or other resources to put toward implementation, you will have found what to invest in once you’re able to do so.

Here are a few other examples regarding efficiencies: ■ Advanced Software: The latest software can help

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you make more efficient use of employee and management time. It can reduce costly purchasing and other errors, maximize ROI, maintain proper stocking levels, increase customer satisfaction through quicker transactions, etc. But be sure to do proper research to get objective information and not just a sales pitch. Too many people have invested in the wrong solutions.

■ More Efficient Marketing: Instead of a hit-or-miss approach, dig deep into the possibilities (social media, paid internet ads, etc.) and your research will likely, in time, yield a sizeable return on your marketing investment. There can be huge opportunities in a broader set of marketing strategies that target the customers you are trying to capture.

■ Don’t Copy the Competition: Your company is different in many respects from fellow rental business operators, so be careful not to blindly follow their strategies. What worked for them may be the opposite of what you should be doing.

■ Plan Now to Act Fast Later: Plan ahead the objectives and

...and why this word should drive your company’s decisions and activities. strategies you will incorporate now or when you can fund them so you’ll be ready to pull the trigger. Since it’s possible the virus could be around for 18 months or more, it would be a shame to lose this opportunity to do serious research.

I believe the rental companies that use this time to research and start developing a higher level of concentration on strategic effi-

INVESTIGATE SOLUTIONS NOW TO INVEST IN LATER ciency management practices in every aspect of their business will emerge stronger and more apt to capitalize on upcoming lucrative opportunities.

Just think how often in the years leading up to now, it was so busy there didn’t seem to be enough time to delve into ways to increase efficiency and make your company grow and prosper. Even during these crazy times, it is healthy and wise to think of and research your company’s future needs in terms of equipment, technology, personnel and facilities.

Dick Detmer is a nationally recognized consultant, lecturer and writer with 40+ years of experience in the equipment rental industry. In 2018, he celebrated the 30th anniversary of his business, Detmer Consulting Inc., and his column in Rental. Dick can be contacted at dick@detmerconsulting.com, (309) 781-3451 or by visiting his website www.detmerconsulting.com.

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