Rental April 2022

LAWN & GROUNDS TURN MINI EXCAVATORS INTO MULTIPURPOSE MACHINES

April 2022

AERIAL LIFT REPORT The inside scoop on how the aerial lift industry champions change.

SOFTWARE & TECH

THE LATEST IN GPS TECHNOLOGY

Find the latest news at www.ForConstructionPros.com/RENTAL

TO WIN IN THE DIRT, IT TAKES DECADES IN THE TRENCHES.

NEVER IDLE In this business, experience matters. For over 30 years, we’ve built reliable workhorses by being all ears and rolling up sleeves.

To innovate with countless attachments and engcon compatibility to tackle any task, minimize downtime, and max out productivity.

And to strengthen our dealer network with ironclad support to keep the tracks, and your business, moving forward.

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VOLUME 43 ISSUE 3

APRIL 2022

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The inside scoop on how the aerial lift industry champions change.

COVER: AERIAL INDUSTRY REPORT

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LAWN & GROUNDS

Mini Excavators Into Multipurpose Machines Attachments that can help construction contractors increase mini excavator utilization and save money in the process.

22

SOFTWARE & TECH GPS Technology

Each year, more than $300 million worth of construction equipment is stolen. GPS technology can help deter crime and aid in asset recovery.

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33

BUSINESS MANAGEMENT

IN EVERY ISSUE

Why the world is increasingly dependent on construction pros.

06 Everybody’s Business

Infrastructure Decade

08 Online Exclusives 10 Market Watch 26 Rental Perspectives 30 New Products Attachments + Accessories

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APRIL 2022

35 Eye on Rental Tips on succession planning. www.ForConstructionPros.com/RENTAL

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EVERYBODY’S BUSINESS // BY SARAH WEBB

swebb@ACBusinessMedia.com ™

LABOR, What Else?

A

t the time I’m writing this, I’ve served as editor of Rental magazine for about a month. While I still have much to learn, I’ve started to get a feel for the pulse of the rental industry. I’ve had the pleasure of talking with several key players in the industry and learned more about what makes a good rental company. I’ve also come to understand more about the challenges plaguing the industry— namely, labor woes and supply chain issues.

Coming from the landscaping and golf course industries, I’m no stranger to reporting on these topics, as those segments also dealt with finding the right people and parts to keep their operations running smoothly.

What’s interesting to me are the various solutions companies have come up with to combat these challenges: educational incentives for employees, diversity and inclusion initiatives, referral bonuses and employee recognition programs, to name a few.

This month, for an episode of Rental’s “The Bottom Line” podcast, I spoke with the American Rental Association on what it’s doing to promote the rental industry as a viable career path. As one of its approaches, the association is encouraging rental companies around the country to educate high school students and their

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families on the many opportunities the industry has to offer. Be sure to check out that latest episode at forconstructionpros.com/podcast.

What types of initiatives have proven successful for your company?

Don’t hesitate to share them so that your counterparts can also find success by emulating those programs.

Turning to this month’s issue, we have included a lot of noteworthy content. For one, industry experts weigh in on the aerial lift industry and a few of the major players impacting the game and what it will look like moving forward (page 14). We also have a feature on how GPS technology can save rental customers the headaches that come with stolen equipment and asset recovery (page 22), a roundup of the latest accessories and attachments hitting the market (page 30) and, as always, the Eye on Rental column from Dick Detmer, who describes what rental companies can do to execute a smooth company succession, whether that’s through the sale of the company or passing it down to the next generation (page 35).

I’m eager to find out what more I’ll have to report on by our next issue.

In the meantime, please continue reaching out with your ideas, questions and more via email at swebb@ acbusinessmedia.com or via LinkedIn at sarah-webb-1ba8b2109.

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.................................................................... Sean Dunphy sdunphy@ACBusinessMedia.com Editor...........................................................................Sarah Webb swebb@ACbusinessMedia.com Columnist....................................................................Dick Detmer Senior Production Manager........................................Cindy Rusch Art Director.................................................................... Willard Kill Audience Development Manager..................................Angela Franks

Advertising Sales (800) 538-5544 Kris Flitcroft.................................kflitcroft@ACBusinessMedia.com Sean Dunphy............................... sdunphy@ACBusinessMedia.com Nikki Lawson............................... nlawson@ACBusinessMedia.com Megan Perleberg..........................mperleberg@ACBusinessMedia.com Tadashi Soma.................................... tsoma@ACBusinessMedia.com

www.ForConstructionPros.com Editor......................................................................... Larry Stewart lstewart@ACBusinessMedia.com Circulation & Subscriptions PO Box 3605, | Northbrook, IL 60065-3605, Phone: (877) 201-3915 | Fax: (847) 291-4816 circ.rpn@omeda.com List Rental Sr. Account Manager...........................................Bart Piccirillo | Data Axle (518) 339 4511 | bart.piccirillo@infogroup.com Reprints Megan Perleberg, mperleberg@ACBusinessMedia.com

AC Business Media Chief Executive Officer................................................ Ron Spink Chief Financial Officer......................................... JoAnn Breuchel Chief Digital Officer............................................. Kris Heineman Chief Revenue Officer......................................... Amy Schwandt VP ofOperations & IT .............................................. Nick Raether VP Audience Development .................................. Ronda Hughes Director, Demand generation & Education .................. Jim Bagan GM Online & Marketing Services....................Bethany Chambers Group Content Director ....................................... Marina Mayer Published and copyrighted 2022 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. 43, Issue 0, April 2022

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THE LATEST ONLINE NEWS YOU CAN USE Would you like to stay up to date on the latest happenings across the rental industry but can’t wait for the next print issue of Rental magazine to come out? Be sure to subscribe to our e-newsletters— including Rental Watch, Rental Market Watch and Crane Connection, just to name a few—using the QR code, so you can stay informed on what’s going on around the industry.

CHAT IT UP Do you have an interesting story that you’d like to talk about on our podcast? Or, maybe you’re an industry expert and you’d like to share some of the best practices that can help fellow rental companies grow their business? Email your ideas to Rental Editor Sarah Webb at swebb@acbusinessmedia.com, and you may be featured in an upcoming episode of our The Bottom Line podcast.

STAY SOCIAL To stay up to date on the latest happenings around the rental industry, be sure to follow Rental’s social media channels:

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APRIL 2022

@RentalMagazine

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Rental Magazine

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electrifying Delivering powerful endurance, the zero emission Snorkel SL30RTE electric Speed Level tackles all terrains. Capable of automatic self-levelling on gradients up to 50%, this lift is designed to work at height on sloped ground and rough terrain thanks to its powerful 4-wheel drive. It can be driven up to 0.5mph (0.8km/h) at full height and has a maximum stowed drive speed of 3.3mph (5.4km/h). Lithium-ion batteries maximize working hours for long-lasting performance, and a spacious, high grip aluminium deck offers a safe load capacity up to 590kg.

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MARKET WATCH //

JLG Industries

support long-term, sustainable growth,” said Frank Nerenhausen, executive vice president of Oshkosh Corp. and president of JLG Industries. “The investment in additional manufacturing space and technology-rich manufacturing lines is indicative of our commitment to supporting customer needs in today’s dynamic marketplace. JLG is leaning in, looking at everything from how to optimize digital twins during the design/ engineering process to regionalizing supply chains to additive manufacturing to the autonomous and semiautonomous solutions required to assist a fivegeneration workforce and reduce the load/gap caused by labor shortages.”

Heading into 2022 with a record $3.6 billion in backlog, inflationary pressures, labor constraints and supply chain disruptions pushed JLG to think differently about its manufacturing facilities and processes. For instance, digitization has enabled automation and machine learning from the earliest stages of design through the manufacturing and field use of products.

JLG’s new Tennessee facility and the additional manufacturing lines in Pennsylvania and Mexico are operational and in the process of ramping up to full capacity.

JLG STRENGTHENS MANUFACTURING FOOTPRINT JLG Industries has expanded its manufacturing footprint into Jefferson City, Tenn.

This new 60,000-square-foot space, as well as the new lines at the company’s Bedford Pa., and McConnellsburg, Pa., plants and its Leon, Mexico manufacturing facility, will support the increased production of boom lifts and scissor lifts, as well as both JLG and SkyTrak telehandlers.

“We have been pursuing a number of initiatives to establish a more agile and stable business model to

UNITED RENTALS RECOGNIZED WITH INCLUSION, DIVERSITY AND EQUITY EXCELLENCE AWARD

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APRIL 2022

United Rentals

United Rentals has received an Inclusion, Diversity and Equity Excellence Award from the Associated Builders and Contractors.

The award recognized United Rentals as a company that displays exemplary IDE leadership in its company, workforce, supply chain and community with recruitment policies, retention practices, training and mentoring.

United Rentals was selected in the award’s supplier category for its commitment to hiring and developing a diverse and talented workforce as well as creating an inclusive, respectful and safe work environment. Award winners were chosen by a panel of diverse industry partner associations that share ABC’s commitment to grow and deliver value to a diverse, inclusive and equitable workforce.

“At the heart of United Rentals is an inclusive culture, with a long history of welcoming employees of different identities, backgrounds and perspectives,” said Joli Gross, senior vice president, general counsel and corporate secretary. “Having a diverse team makes us a stronger partner for our customers, communities and employees as we

work united to build a better future together.”

Diversity, equity and inclusion are core values at United Rentals. The company strives to foster an environment that allows individuals from a wide range of cultures, backgrounds, experiences and perspectives to thrive.

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A market analysis report by Emergen Research forecasts the construction equipment rental market to reach a value of $137.7 billion by 2027.

The report attributes the market growth to the availability of numerous construction equipment rental options available to the industry, which can help fill the void during outages and supports logistic and financing goals.

Construction companies can reduce their cost by using rental equipment for numerous projects, the report said, and companies do not need to make upfront investments in various pieces of heavy equipment. Renting equipment can save on depreciation, labor and maintenance costs over the long term. Rental companies take care of these expenses.

The construction equipment rental market report focuses on the economic developments and consumer spending trends across

©Idanupong – stock.adobe.com

CONSTRUCTION EQUIPMENT RENTAL MARKET TO REACH $135.7B BY 2027

different countries for the forecast period 2020 to 2027. The research shows which countries and regions will have a better standing in the years to come.

Apart from this, the study talks about the growth rate, market share and recent developments in the construction equipment rental industry worldwide.

The market in Asia Pacific is expected to expand at the highest CAGR of 4.5% from 2020 to 2027. The region is likely to continue its dominance in the global construction equipment rental market in terms of both usage and manufacturing throughout the forecast period, the report noted. This region has witnessed growth in the number of metro projects, highways, airports, hydroelectric projects and dams, as well as heavy industrial activities over the last few years.

The U.S. Infrastructure Investment & Jobs Act will likely also play a large role in the growth of the construction equipment rental market.

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APRIL 2022

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MARKET WATCH //

SUNBELT RENTALS SIMPLIFIES EQUIPMENT RENTAL WITH MOBILE APP

STUDY: QUALIFICATIONS, EXPERIENCE REDUCE PROJECT COST, TIME The ACEC Research Institute released a comprehensive study that found federal and state policies that select engineering services based on the design team’s qualifications and experience had lower project costs and better on-time delivery versus selecting firms based on the cheapest bid.

operational support, the Sunbelt Rentals Mobile App offers direct access to view and download invoices, make partial or multiple payments and pay by credit card.

Other important features include: • Efficient jobsite management: Customers can use the app to create and manage a project, view project lists and details and search, filter or sort projects.

• Communication tools: The app offers the choice to opt into emails, text messages and push notifications for equipment and project management needs.

• Accurate and transparent pricing information: Customers can see costs and fees early in the reservation process.

• The mobile app is available in phone and tablet versions and can be downloaded from the Apple App Store and Google Play.

Sunbelt Rentals

Sunbelt Rentals released the Sunbelt Rentals Mobile App to allow customers to manage all aspects of their rental experience. The app offers easy equipment rental via a multisearch functionality, making it simple for customers to find, rent and manage equipment.

For added convenience, customers can use the app to create a reservation and select the delivery date and time or rent online and pick up at the Sunbelt Rentals location nearest to them. They can also see product specs and view frequently rented items to rent again. Easy-to-access contract details and the ability to organize contracts by projects or save, search and filter items by date or contract number add to the flexibility of the app.

Customers can build a project-specific dashboard to monitor upcoming deliveries or in-store pickups and to see when rental periods are ending. To provide further

©James Kim Photography + PC Construction – agc.org

The study, conducted jointly by Paul S. Chinowsky of the University of Colorado Boulder and Gordon Kingsley of the Georgia Institute of Technology, builds upon previous research that found similar benefits in the use of qualifications-based selection (QBS) by government agencies in terms of cost savings and project success.

Key findings include: • QBS saves money: Projects where QBS was used to procure engineering services experienced less cost growth (3%) versus the national average (6%).

• QBS saves time: QBS projects perform better in terms of project delivery time, experiencing less schedule growth versus the national average (7% with QBS versus 10% without).

• QBS produces higher levels of client satisfaction: (89% of QBS projects receiving “high” or “very high” satisfaction ratings from project owners).

• QBS promotes innovation: Projects incorporating QBS have a greater likelihood of producing innovative solutions.

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QUADKOR BRINGS END-TO-END BUSINESS SOLUTION TO RENTAL INDUSTRY QuadKor, an Infor Gold Channel Partner, introduced an ERP system designed specifically for the equipment rental industry.

Infor SyteLine Equipment Rental and Service Industry ERP is a fully functional, end-to-end system delivered in a modern, simple user interface with all the equipment rental functionality users can think of.

QuadKor’s equipment rental customers craved precise functionality at their fingertips, such as easy quote comparison with logical financial management, increased growth and revenue opportunities through seamless work order management, detailed inventory management to stay current when creating a quote and more.

SyteLine Rental ERP gives rental companies the flexibility and scalability to excel at their current market, take on new markets and/or quickly adapt to change with deep, proven capabilities to support all business processes—not just rental.

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APRIL 2022

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AERIAL INDUSTY REPORT //

Aerial Lift Industry EMBRACES CHANGE The inside scoop on how the aerial lift industry champions change.

I

have some wise words to share with you, Rental readers, but they’re not mine. Heraclitus, the Greek philosopher, said, “Change is the only constant in life.” And, as the last few years have shown us, that couldn’t be more true.

Fortunately for the aerial lift and rental industries, the mobile elevating work platform (MEWP) rental Having markets have embraced all Americanthe changes made products and recovered gives us the better than flexibility to originally get creative predicted, with resources with most and overcome countries these obstacles. seeing markets and wider This enables economies us to maintain on course to shorter lead recover to times than our 2019 levels, competitors according and deliver to the latest the innovative analysis, solutions our conducted customers for the International need.

Powered Access Federation (IPAF) by Ducker.

Though it’s still fairly early in 2022, this has become more apparent in the sudden rise of technologies,

“

”

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APRIL 2022

innovations, partnerships, products and numbers grabbing headlines throughout the aerial industry.

Some companies are planning to expand and grow in 2022.

Take Manitou Group, for example, which plans to invest $80 million in its two North American production sites in Yankton, S.D., and Madison, S.D. Elisabeth Ausimour, Manitou Group’s products division president, says the company plans to increase production at the sites by more than 150% by 2026.

“We have an extremely promising outlook on our markets, which entirely substantiates these investments,” Ausimour says. “These new developments will enable us to absorb peaks in demand, permanently increase our production capacities and increase the safety of our workers, in particular, by optimizing flow management.”

Some companies are hoping to expand on a successful 2021. For example, Hy-Brid Lifts closed out last year with record-setting sales.

Compared to 2020, the scissor lift manufacturer’s global sales rose an impressive 99%, the company says, driven by a 140% growth in sales of the Push-Around Series.

“Hy-Brid Lifts has its share of manufacturing challenges due to ongoing material sourcing and labor shortages,” says Jay Sugar, Hy-Brid Lifts CEO and president.

“Having Americanmade products gives us the flexibility to get creative with resources and overcome these obstacles.

This enables us to maintain shorter lead times than our competitors and

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@2dmolier.adobe.stock.com

@An-T.adobe.stock.com

deliver the innovative solutions our customers need.”

Focusing on growth and change also means establishing new partnerships. Sinoboom BV recently signed a Memorandum of Understanding with Trackunit, making the telematics solutions specialist a preferred partner in the design, installation and delivery of data services for Sinoboom equipment.

Their partnership aims to reduce machine downtime to an absolute minimum through remote diagnostics and proactive service planning, while the security of equipment is increased with machine location functions, including the ability to lockdown equipment remotely.

Two other industry leaders came together to advance the integration of robotics into aerial access equipment.

JLG Industries and RE2 Robotics, a developer of intelligent mobile manipulation systems, joined forces to bring robotics to access equipment in an effort to enhance operator safety and productivity while working at heights.

“Robotic technologies have long been used in a variety of industries,” says Frank Nerenhausen, Oshkosh Corp. executive vice president and president of JLG Industries.

“The productivity imperative and the COVID-19 pandemic have accelerated the need for and adoption of robotic technologies

beyond the factory floor. In fact, a large focal area in construction and industrial applications today is remote operation of equipment that keeps workers out of harm’s way.”

Jorgen Pedersen, RE2’s president and CEO, agrees, adding, “The future of work is here. Humans and robots are working more closely together, and the construction industry is no exception.”

Like I said earlier, the aerial industry is embracing change of all kinds. As we move forward through 2022 and beyond, expect to see aerial lift manufacturers, rental businesses, companies and individuals all continuing to push the envelope to embrace the shifting tides of construction.

Alexis Sheprak Freelance Columnist

www.ForConstructionPros.com/RENTAL

APRIL 2022

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AERIAL INDUSTY REPORT //

MEWP Industry Report 2022: The World Outside the Rental Market A look at the latest in mobile elevating work platforms and where they’re going in 2022.

A

s I draft this article, we’re a week into the Russian incursion of Ukraine, and the world is still guessing how this event will impact those of us either directly or indirectly involved. If you ever doubted that you are part of a world economy, going to the gas station over the next few weeks should erase those doubts. We can only hope that a route back to stability can be found.

We are also more than two years into the coronavirus pandemic, and companies across the globe are still showing the scars of running a business during those challenging days. While many believe we are on the other side of the pandemic, entering the endemic phase of the virus, we are actually still sorting out what challenges remain and how best to manage the “new normal.”

One of the key issues that businesses face today is keeping and/or attracting workers. While some companies are merely trying to keep pace with prepandemic business levels, many are growing. Therefore, the competition is stiff for finding and hiring quality workers.

As we all know, the laws of supply and demand dictate that, as supply shrinks, costs rise; that’s no exception during a worker shortage. This means companies must introduce increases in pay, benefits and more flexible working arrangements. To balance the added cost, workers need to increase productivity and eliminate risk. @2dmolier.adobe.stock.com

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AERIAL INDUSTY REPORT // Forecasting for the Rental Industry While demand for workers is up, it’s also clear that demand for equipment is growing, lead times for new equipment are growing (supply chain disruptions) and there’s increased spending on new construction (e.g., the $8.3 billion infrastructure bill).

The largest uncertainty facing the industry that could impact the U.S. forecast is the current rate of inflation, which was recently reported to be 7.5% year over year, the highest it’s been since February 1982 and well above market forecasts of 7.3%.

@An-T.adobe.stock.com

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While challenges still exist, the equipment rental industry is set to flourish in 2022. The latest updated quarterly American Rental Association forecast for equipment rental revenue now calls for a 10.2% increase in 2022 to reach $52.7 billion in the U.S., a slight increase from the previous forecast in October 2021, reflecting the positive influence of expected increases in infrastructure spending.

Now, let’s dive into some of the other issues affecting the rental industry in 2022.

Retaining and Attracting Workers Worker shortages are not new, but they’re an increasingly challenging issue for every business segment.

Construction, manufacturing, services, hospitality, medical—no business is exempt. Retaining employees is even more critical than attracting new employees that firms have to train and develop. Investment in employees— recognition, training, paths for advancement, etc.—will be required to fill positions with quality workers.

Supply Chain Shortages: Lead Times Worker shortages impact companies worldwide. Including raw materials, manufacturing and transportation of goods, all of them are experiencing gaps in the fulfillment lines for products and services. We know how a single missing component, like a computer chip, can halt the final production of a machine.

Mobile elevating work platform (MEWP) manufacturers are not exempt from the fallout of supply chain hurdles. Currently, lead times for some MEWPs are over 12 months. If the car industry is any example, sales prices for 80% of new cars are over the sticker price! And, at the same time, manufacturing and transportation

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costs are also climbing between 10% to 20%, or even higher.

Used Equipment Sales As lead times for new equipment increase, demand for used equipment is also increasing, and so are prices.

Rouse Services report that there was an increase in average values throughout 2021, and it appears to be continuing in 2022 for both auction and retail on all types of used equipment.

As that demand for equipment grows, rental companies have to wait longer to add and renew their fleet.

The motivation to sell used equipment is also lower, and consequently, values rise. A tradeoff is that used fleets age out further, repair costs increase and added labor (which is in shortage) are required to maintain equipment fleets.

Inflation and Interest Rates The old joke that only banks and attorneys are immune to inflation may hold true, as rental companies and their customers are facing higher costs for equipment (inflation) and higher interest rates (a typical countermeasure against inflation). Will rental rates increase for the same equipment? I’d suggest that it’d better not go down, as the math just doesn’t work— higher cost of labor, higher cost of goods, higher cost in interest, etc. It’s important to note that the forecast for increased rentals does not mean increased profits; as new and used equipment costs rise, so should the rental rates for the equipment.

Stringent Emissions Regulations The manufacturing of equipment that complies with government requirements for lower emissions is driving up the cost of machines.

However, electric vehicles are becoming more visible, reliable and more competitive. Electrification

will be the dominant direction for equipment design, production and purchase this year.

Increased Productivity and Reducing Costs What can you control in your business despite everything going on in the world around us? You can’t control the increasing cost of equipment or even the cost to transport it to you.

You can’t directly impact inflation or interest rates. You can’t even create demand for the equipment. What you can do is plan and strategize how you will adapt and respond to change. If you don’t like change, you’re doomed, as the last decade has thrown more change at businesses than could ever be predicted.

I suggest that the single-most influential tool to address the unknowns that businesses will continue to face in the next decade is surrounding yourself with great people—in every aspect of your business—and keeping them happy, including your receptionist, your CFO, inside and outside sales, service technicians and drivers, anyone who interacts with your customers, and those who support them.

Be a company that YOU would want to do business with. Train and invest in your people. Make sure they know you value them by your actions, not just your words. Ensure that after all of your hard work, your business is growing and reaping the profits you deserve.

Tony Groat Manager IPAF North America

APRIL 2022

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LAWN & GROUNDS //

A

dmit it, bigger is sometimes better. When you need to dig a large foundation, clear a big area or demolish a structure, a full-size excavator is probably the right equipment for the job. However, for other projects, a mini excavator may be a perfect fit.

These more cost-effective machines can fit in tighter areas and enter worksites that have weight limits. Mini excavators are well-suited for dumping or trenching on muddy, narrow jobsites. They are useful for backfilling, leveling and grading.

Attachments add versatility and value to what the machine can contribute to a worksite.

With the right mini excavator attachment, you can complete tasks with a machine that is easier to handle than a full-sized excavator.

A good step in determining which attachment is the best to add to a mini excavator is to consult with an equipment rental provider. Here are some attachments to review that can help your company increase equipment utilization and save money in the process. @edojob.adobe.stock.com

Attachments Turn

MINI EXCAVATORS Into MULTIPURPOSE Machines 20

APRIL 2022

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Bucket Buckets can be used for digging, moving earth and even demolition in some instances.

When selecting a bucket, consider the bucket’s weight and carrying capacity. Some buckets add significant weight and are not appropriate for the smallest models.

Compaction accessories allow companies to pack down soil or asphalt with a mini excavator instead of having to rent or buy compaction equipment.

Compaction wheels are used to compact granular soil and grade or level an area. When choosing a compaction wheel, consider the width of the space the machine is working in.

Wheels with a larger diameter can make a job go faster but weigh more. If working with a smaller mini excavator, a wheel with a smaller diameter may be more suitable.

When compacting asphalt, you may want a vibratory plate compactor attachment. It can also be used for compacting soil and building foundations.

Hammer Attachment

United Rentals

Compaction Accessories

 A good step in determining which attachment is the best to add to a mini excavator is to consult with an equipment rental provider.

important to choose those that will enhance functionality, not overwhelm the machine. Be sure to consult a rental equipment expert to find Francisco Martins attachments that Marketing Specialist Customer Equipment will fit both the Solutions machine and United Rentals. project.

If a mini excavator is being used for demolishing a road, breaking up the ground or removing concrete fixtures, it will need a hammer attachment (also called a breaker attachment), which can be configured for an impact rate of anywhere from 700 to 1,400 beats per minute.

Thumb Attachment Just as the thumbs on an individual’s hands help someone carry and place items, a thumb for a mini excavator can help a worker perform precision work. Excavator thumb attachments are used to grip and move items that might not fit in a bucket or that need to be placed with accuracy rather than dumped from a bucket. With a thumb attachment, a mini excavator can be used to move small trees and logs or to place boulders in a line for landscaping.

Power-tilt Attachment If you are working in a small space, a power-tilt attachment can help reach around obstacles such as tree roots and utility lines without repositioning the mini excavator. This attachment goes between the arm of the excavator and the attachment. It provides more flexibility with its 180-degree tilt and swing.

Power-tilt attachments are designed to fit with most mini excavators and attachments, but before you rent one, you should confirm that the attachment works with the equipment it will be using.

When shopping for mini excavator attachments, it is

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SOFTWARE & TECH //

Is GPS TECHNOLOGY Worth the Investment?

By using GPS and telematics, users can track equipment, gain visibility into asset locations, deter theft, manage maintenance and more.

Adobe Stock/kosssmosssa

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APRIL 2022

G

PS and telematics devices help contractors track equipment more easily. You can know that you have the right tools for the job at the right location at the right time. You gain visibility into your asset locations while deterring theft. The devices can also be used to track equipment utilization, manage preventive maintenance and accurately charge costs to each job.

Consider the case of one contractor with several divisions that share equipment; the divisions rent equipment from each other whenever possible. While this saves on fees, the company wasn’t getting an accurate idea of how many hours equipment was being used. Using GPS hardware and telematics software, the company can manage equipment across multiple states.

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monitor how much the equipment is costing them. Project managers run reports to compare what the GPS units have reported to correct any discrepancies.

Geofencing Confirms Costs Telematics equipment and software often has a geofence feature where contractors can set up markers around the jobsite to know when equipment is entering and leaving the site. The geofences tie into weekly reports to help the company shore up equipment time.

Geofences also work retroactively so you can tell if a piece of equipment was within that area in the past. One contractor was told by a local gas

hcss

Telematics has helped create a preventive maintenance program, as well. GPS data feeds into a preventive maintenance program so managers are aware of a machine’s upcoming service.

A mechanic can be dispatched accordingly to cut down on maintenance costs.

Telematics equipment also helps the company manage utilization and track job costs.

Project managers input employee and resource hours, which is then fed into the company’s accounting system, where the accounting department pays out employees but also charges equipment to the correct job. Field engineers and project

managers get instantaneous costs to the job because the company has calculated hourly rates of what the equipment costs. These engineers and managers can get real-time job costing data to

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SOFTWARE & TECH //

station that one of his trucks fueled up and didn’t pay for the gas. The company was able to put a geofence on the gas station and go back in time to verify if the truck was there or not. Turns out, the driver was there but his credit card wasn’t working, so he went inside the station to pay for gas. He thought his card had been scanned, so he took off after fueling.

With telematics, equipment project managers can see what equipment is being used and what is not. If a piece of equipment is underutilized, perhaps the company doesn’t need as many of that expensive equipment as it thought. Machine cost is associated with utilization versus spending a lot on equipment the company is not using. The data gathered from the telematics devices is truly valuable.

what was stolen.

■ Lost productivity due to workers not having the equipment to use at a jobsite.

■ Schedule delays of a project, which can lead to heavy fines.

■ Increased insurance premiums.

Jed Hudson of S. T. Wooten, a construction services and materials

How to Select GPS Technology for your Construction Business

What Can Contractors Do to Deter Crime?

Heavy construction equipment is expensive. As materials and equipment prices have soared in the past year, construction sites have become prime targets for theft.

According to the Associated General Contractors of America, “the cost of lumber has increased by 62%, with steel products rising 20% and a 114% rise in the cost of diesel fuel.”

The National Equipment Register estimates the value of construction equipment stolen each year is between $300 million to $1 billion. This estimate doesn’t include tools and building materials. Plus, less than 25% of the stolen equipment is recovered each year.

Additional costs associated with stolen equipment include: ■ Renting equipment to replace

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system helped find the stolen equipment.

Once police were contacted, the helpline was called with the equipment code and GPS serial number, and the GPS unit was reprogrammed remotely to ping every minute whether the ignition was on or off. If the equipment status was to change, automatic alerts would be sent to the equipment owner via phone, text or email. The equipment was located and recovered quickly.

@ koss

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company, discovered one of its broom tractors had been stolen from a jobsite.

According to the LoJack Corp.’s report on construction equipment theft, wheeled and tracked equipment, like the broom tractor, is the most common equipment stolen. The broom tractor was equipped with telematics GPS hardware.

Once the unit’s location was identified, and it was determined that the tractor had not moved in several hours, S.T. Wooten and police authorities recovered the equipment in a matter of minutes. The telematics

Construction equipment tracking software and hardware solutions track assets and send telematics data to other management software so you can be alerted to any potential fleet issues before they become problems. You can send telematics data to other software solutions to help catch errors, reduce double entry and even receive meter readings directly from your machines to automate your fleet’s preventive maintenance cycles.

Many over-the-road units are certified to be ELD compliant so they can be used in fleets to track mileage and driver behavior data. Plug-and-play units can be used in fleet vehicles, heavy trucks and yellow iron. For nonpowered assets such as trailers, solar and batterypowered satellite asset trackers are available. GPS information can give a company a competitive advantage by providing more accurate estimated arrival times to customers.

To select the right GPS equipment for your business, first understand the goals you want to reach by using this equipment.

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■ Do you want to lower fuel usage?

Cellular data? Will the device be company, including the time it takes ■ Do you want to improve hardwired into your equipment? Also for the vendor to return your service customer satisfaction? determine if you want the telematics call.

■ Do you need to Using telematics improve preventive devices and software “These tracking devices can also be used in your business can be maintenance processes? to track equipment utilization, manage a real game-changer.

■ Do you need to Aberdeen Research preventive maintenance and accurately The monitor your Group reports that drivers? charge costs to each job.” businesses that use ■ Do you need to telematics solutions keep track of assets report a 46% increase in at the jobsite? equipment to send you alerts for on-time arrivals and a 13.2% decrease ■ Have there been numerous thefts accidents, poor driving, maintenance, in fuel costs. at your jobsites and you need to out-of-range or situations.

Tom Webb track the equipment?

Many companies provide a variety Next, look at how you will connect of telematics/GPS service agreements VP Strategic Initiatives & Customer Relations the GPS or telematics device to your all the way up to 24/7/365 coverage.

HCSS equipment. Will you use Bluetooth?

Look at what you need for your

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RENTAL PERSPECTIVE //

Advice From FAIRCHILD EQUIPMENT A

t Rental magazine, we’ve been reaching out to rental businesses across the country to find out more about how their companies operate and to hear their perspectives on the industry. For this segment, we talked to Jimmy Viestenz from Fairchild Equipment in Green Bay, Wis. Viestenz started at Fairchild Equipment 21 years ago as a rental technician. He has since held a variety of positions with the company,

including shop technician, road service technician, parts expeditor and now rental coordinator. In the Q&A below, he shares how he spends his days in the rental industry as well as his greatest challenges.

Q: What does a typical workday look like for you? Run us through your day.

Each day is different, working with different customers and helping them through different challenges. That is one of the things I love about my

Fairchild Equipment

job—there is no “typical;” it’s not the same thing over and over again.

I generally start the day by arranging transportation. This involves setting up the trucking to get rental equipment to customers, and I also take care of arranging any other trucking needs for Fairchild’s northern division: getting customers’ equipment transported to and from the shop for repair, demo equipment to customers’ facilities, etc.

Throughout the day, I receive calls and emails from customers and prospective customers looking for rental equipment. First, I work with them to understand their application and the specs they are looking for.

Then, I check our rental inventory to find the best unit to meet their needs and share all the information with them. I will also find out if they need training to use the equipment, and if they do, I will contact our product support specialist for their area and ask that they reach out to the customer to get them ready to be able to safely operate the equipment.

Between responding to those calls and emails, I follow up with customers who have equipment out on rent to see how it is working out for them. Here at Fairchild Equipment, one of our

Jimmy Viestenz from Fairchild Equipment.

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core values is “Customers for Life,” and we strive for excellence in customer service so that customers become partners for life. I want to make sure everything is going well, and if for some reason it is not, we can try to get another piece of equipment to them that will work better.

Q: What’s the most important tool, technology or development that helps you run your business?

Communication is the most important thing that keeps our business running.

It’s key to building relationships with customers and making them want to come back to us when they have future needs. A computer is the second most important item to manage inventory, and the inventory itself is third.

Q: What do you wish you knew when you first started?

The rental industry is fast-moving so there is not a lot of time to plan.

Throughout my years of working in this industry, I’ve learned how important it is to have the forbearance to take a short time to sit and think things through while still keeping up with the needs of customers. There needs to be a balance between planning and speed, and that is something that comes with experience.

Q: What aspects of the rental industry do you enjoy most, and why?

I enjoy the people I work with, both internally throughout Fairchild, as well as the customers that I get to meet. I like talking to customers, both

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new and those who we’ve developed relationships with over the years. I enjoy helping them come up with a solution to their problems and strive to take care of them so that they want to return their business. For example, a paper manufacturing company located here in northern Wisconsin had a

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RENTAL PERSPECTIVE // forklift that needed to be repaired. We sent a road service technician to do the repair, and in the meantime, they needed a short-term rental. They knew they needed something that would lift 7,500-pound paper bales, but they weren’t sure exactly what they needed.

I was able to recommend a forklift and bale clamp attachment we had available that would work together so they could load and unload paper bales on their semis while their forklift was being worked on.

I also enjoy learning about the new advances in equipment. We offer industrial, construction and agricultural equipment rentals, so there are a lot of different types of equipment to learn, including forklifts, floor scrubbers, boom lifts, backhoe loaders and telehandlers, to name a

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few. Improvements on all these types of equipment are continually being introduced, and it’s important to stay current to be able to provide the bestfitting equipment for customers’ needs and to be able to answer any questions customers may have.

Q: What has been your biggest challenge as a business owner so far?

The biggest challenge for our rental team has been right sizing our rental fleet so that we can take care of all customers’ needs. Getting to the point where you have learned what types of equipment you truly need to take care of customers and keeping it that way is really hard.

What we’ve learned is that it is feasible to have a smaller, higherutilized rental fleet, which will take care of everyone, if you know how to

organize it (and having a smaller rental fleet, of course, helps keep costs down).

While we do have at least one or two units to take care of every type of material handling need, we’ve learned that it is not necessary to have every single category of equipment in our fleet to be able to take care of every need. For example, by getting a slightly higher-capacity forklift, we can then serve multiple customer needs with just one piece of equipment.

Q: What’s the best piece of advice you’ve ever been given?

“Answer the phone. If you don’t, someone else will.” Our owner, Gary Fairchild, gave me this advice, and it’s something I’ve stuck by over the years that has served me and the company well in growing our customer base.

One piece of advice I was given

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when I started in my current role was from our Vice President of Operations Ken Sharboneau, “Own it. If you don’t own it, you will never go anywhere.”

Here at Fairchild, employees are empowered to make decisions, and that is what this advice reminds me.

Q: What three words would you use to describe the current state of the rental industry?

1. Fast-moving: Customers want quick service to fulfill their needs.

2. Strong: The demand for rental equipment has been growing. We have done more business in 2021 so far than we have in previous years.

3. Forward-thinking: Technology is continuing to advance rapidly, and newer technologies like telematics and data are helping push the industry forward.

Q: How has the rental industry changed since you started, and where do you see it going?

The equipment has changed a lot; there have been significant improvements in the technology, efficiency and style.

Today’s equipment has longer run times than it did when I started in the industry. The introduction of lithiumion batteries has been a game-changer for the efficiency of electric forklifts.

Telemetry systems have also helped improve efficiency and safety.

I see the demand for rentals continuing to climb. More companies are choosing to rent rather than committing to buying equipment, some out of necessity since new truck lead times are pretty long; plus, this way, they don’t have to pay the overhead for trucking and maintenance on the

equipment. Our rental fleet has all newer units (no more than five years old), which customers like because the equipment looks good and runs well.

With many companies choosing to rent heavy equipment instead buying it, that also means more longer-term rentals.

We have been seeing, and expect to continue to see, more monthly rentals than daily or weekly rentals.

Outside of work, Viestenz enjoys spending time with his wife, two daughters and son on their farmette.

His hobbies include hunting, fishing, snowmobiling and ATVing.

Alexis Sheprak Freelance Columnist

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PRODUCTS JLG Industries Quad Tracks • Q uad Tracks from JLG are made up of four triangular rubber track systems, each measuring 34 inches high, 54 inches long and 18 inches wide. They bolt directly to the boom lift’s standard wheel hubs, offering increased machine utilization and flexibility for working on a range of surfaces, including sand, mud, gravel, grass, paved streets with curbs, potholes and sharp transitions.

The Quad Track’s design is low profile and developed to minimize impact on ride height, track width and maximum drive speed.

These features provide floatation, minimal rutting at jobsites, improved traction, greater comfort over obstacles and no “break over” effect. When the work is done, the Quad Tracks can be swapped out for regular tires or for used on other models.

The Quad Tracks do not require additional wide load transport accommodations for machine shipping when properly loaded and tied down for transport.

Quad Tracks are available with 600S and 660SJ machine orders, as well as through aftermarket on select, two-wheel steer models.

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Jess Tools Bell Auger • The Jess Tools Bell Auger is a skid steer attachment for belling pier holes. The belling auger reshapes a straight augured hole into a bell shape and cleans out the dirt, leaving the surrounding soil undisturbed, all in one quick and easy process. It will save money in labor and improve concrete pier quality. The Bell Auger is designed to survive the harshest conditions. It includes 1-inch solid steel control arms, a robust central shaft, hardened bushings and bolts and a width gauge that indicates how wide the bell is, so users can cut to the size they need. The attachment is available in four sizes: • 9 -inch hole, 18-inch bell • 12-inch hole, 24-inch bell • 18-inch hole, 36-inch bell • 24-inch hole, 48-inch bell forconstructionpros.com/22131896

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Skyjack Accessoryzers

Skyjack

• Skyjack’s Accessorizers are designed to add functionality to the machine and convenience for the operator. A tool caddy/tool tray takes minutes to install on any Skyjack scissor lifts, vertical mast lifts and booms. These tool caddies or tool trays help operators maintain a clean and efficient working environment by keeping their tools easily within reach. Skyjack offers various types of pipe racks. This helps keep the load secure, optimizes operator movement on the mobile elevating work platform (MEWP) and eliminates potential tripping hazards, all while preventing damage to the machine or railings. Similar to the MEWP itself, these pipe racks have different load capacity ratings depending on the model they’re designed for. Board carriers and glazier kits are designed specifically for applications that require holding and lifting of sheet materials. This secured method of transporting boards, glass and drywall means one individual can safely transport material to height, as opposed to using additional resources by bringing in another person. forconstructionpros.com/21091887

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Compact Buckets for Kubota’s SCL1000 Stand-On Track Loader

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• T he SCL1000 comes equipped with wide tracks, narrow body and a rated operating capacity of 1,000 pounds to meet the demands of landscape contractors and rental yards alike. And now, with the new attachment package, contractors will be able to add compact buckets, trenchers, pallet forks, a compact mount for breakers and a skid auger or power rake to the SCL1000, increasing functionally on a jobsite. There are six compact buckets available for the new SCL1000, including both standard- and high-capacity options. Standard-capacity buckets include the CL136L, CL142L, CL236L and CL242L, which are either standard 36-inch or 42-inch bucket options and available with bare edge, bolton edge or bolt-on teeth. High-capacity buckets include the CL148H and CL248H, both of which offer 48-inch bucket options with bare edge, bolton edge or bolt-on teeth.

Hy-Brid Lifts Pipe Rack Option for Pro Series Lifts • H y-Brid Lifts released the latest attachment for A92.20 Pro Series scissor lifts: a heavy-duty pipe rack.

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Details of the new product include: • T he easy-to-install accessory kit helps users organize up to 100 pounds of materials while maximizing platform space.

• T he pipe rack is designed to sit on a scissor lift’s rails and not be obtrusive to operators.

• F leet managers can add the pipe rack kit to A92.20 Pro Series machines without the need for additional counterweights or height restrictions.

• A vailable immediately, the Hy-Brid Lifts pipe rack is a factory option and can also be retrofitted on Pro Series models generation 5 or later.

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Toro Vacuum Excavation Attachment • T oro’s new Vacuum Excavation Attachment is available for use with the Toro Dingo compact utility loader product line. The Vacuworx PS 1 portable vacuum lifting system is ideal for concrete removal projects and is designed for both interior and exterior applications. The PS 1 delivers productivity for concrete removal jobs without sacrificing run time. The unit is powered by a 12-volt rechargeable battery, and depending on the application at hand, operators can expect a run time up to eight hours between charges. The vacuum lifting system is engineered to lift a variety of hardto-transport materials, including concrete, marble, granite, thick plastic materials and most types of metal. The PS 1 vacuum lifting attachment is compact and simple to operate. With dimensions of 14.25 inches high, 6.5 inches tall and 11.5 inches wide, maneuverability is simple, regardless of the restrictions of the jobsite.

The unit weighs only 25 pounds and includes an 8-foot standard vacuum hose and a standard pad.

Available size options for the pad include: 8 inches by 12-inches, 12 inches by 16 inches and 16 inches by 16 inches.

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APRIL 2022

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PRODUCTS

Bobcat Co. Grapple Attachment • T o meet the challenging demands of landscaping and site clearing jobs, Bobcat Co.’s grapple attachment is designed for mini track loaders and small articulated loaders. Whether felling trees, loading logs onto trailers or transporting material, this free-hanging attachment adds force and agility where operators need it most. Features of the attachment include: • E quipped with heavy-duty teeth and reinforced tines; • R ope bollards for an additional anchor point; • A 56-inch-wide opening; • R otates in all directions; and • C omes with an integrated tree pusher, ensuring material falls in the intended direction. forconstructionpros. com/21354283 Bobcat

Werk-Brau Grubber Attachment • T he Grubber attachment can slice roots and extracts brush in one easy motion and is available in models to fit most excavator sizes and classes, including minis. It’s constructed with an extra-heavy-duty upper channel, AR400 steel cutting edges and triple pass welds on the high-stress areas, and it’s available with a replaceable bolt-on edge V-edge or straight edge. The attachment is suited for select extraction of brush and nuisance vegetation and can help minimize ground disturbance, reduce erosion and promote grass growth. forconstructionpros. com/22030996

Grubber

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BUSINESS MANAGEMENT //

‘INFRASTRUCTURE DECADE’ Won’t Happen Without Construction Pros The world is dependent on the next generation of construction professionals and organizations more than ever before.

D

uring his State of the Union address in March, President Biden announced an ambitious list of projects to repair U.S. infrastructure and set the stage for the country to enter an “infrastructure decade.” The $1.2 trillion Infrastructure Investment and Jobs Act (IIJA) involves construction projects across the country. These projects —installing 500,000 electric vehicle charging stations, fixing more than 65,000 miles of highway and repairing 1,500 bridges—have the potential to create millions of jobs, contribute to economic equity and help insulate Americans from the effects of climate change.

The work is critically needed and long overdue, both here in the United States and abroad. According to McKinsey, a $3.5 trillion investment in global economic infrastructure is required per year through 2035 to keep up with the demand for water, roads, airports, ports, electrical grids and communication networks.

Meeting the global demand for infrastructure transformation is a daunting challenge, but construction professionals worldwide are up to the task. To be successful, construction leaders must work together to overcome the industrywide propensity

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Adobe Stock/kokliang1981

to underprice projects, which often leads to scope creep. A McKinsey report from 2020 found construction projects typically take 20% longer to finish than scheduled and are up to 80% over budget. Our own research found that two in five (40%) construction-related projects exceed their original timelines, and nearly three-quarters (73%) end over budget.

The world relies on the next generation of construction professionals and organizations more than ever before. To lead local, national and global transformation efforts, the construction industry and its professionals need to transform, as well. Here’s how it can be done:

Encourage Young People to Consider Construction Careers As news headlines and job reports have reminded us over the past year, skilled labor shortages have become a major issue in many industries, and construction is no exception.

Depending on the source, the construction industry is short 650,000 to 2.2 million workers. Over the coming decade, a surge in retirements will further drain talent.

According to the National Center for Construction Education and Research, more than 40% of the U.S. construction workforce is expected to retire by 2031. Our research predicts more than 61 million project managers will be needed in the manufacturing and construction industries by 2030—a 13% increase over 2019.

I believe more Millennials and Gen Xers would consider careers in construction if they understood the breadth of different roles, skill sets and opportunities for growth available within the industry. Yes, it’s true construction is among the least digitized industries globally and has shied away from innovation due to limited margins and general risk aversion, but that’s changing. As more construction organizations experiment with artificial intelligence, drones and other forms of robotics, young people may recognize holding a highly sought-after job in technology doesn’t necessarily mean working for a “tech company.”

Ensure Construction Pros Have the Right Skills As the construction industry

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BUSINESS MANAGEMENT //

@Kurhan.adobe.stock.com

modernizes, organizations and the individuals who work for them must invest in upskilling to ensure they have the skills necessary to bring this infrastructure behemoth to fruition.

What are those skills? Today, a construction professional needs a combination of business acumen, technical abilities to keep up with the digitization of the industry and interpersonal skills to ensure the work is done accurately and safely.

And, because delivering on this infrastructure investment will likely take an entire decade—if not longer —construction professionals must be committed to lifelong learning so they can stay up to date as the industry continues to evolve.

Fortunately, many resources are available to industry professionals looking to gain the skills necessary to “future-proof ” their careers. For example, many different organizations offer full certifications for project professionals in construction. These certifications are designed for industry professionals to learn and master the skills and knowledge needed to bring

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large, complex projects to life and transform the global construction industry.

Put Project Managers in the Driver’s Seat Every industry relies on project managers to break down bold, ambitious ideas into manageable tasks and monitor progress. Completing projects on time and within budget is nearly always a challenge. This is particularly crucial performing in the public sector, as project managers play a pivotal role in efficiently tracking taxpayer-funded resources and delivering project outcomes for governments around the world.

Project management is about more than box-checking and notetaking. The most highly skilled project managers are agile problem-solvers, adept at building relationships and flexible enough to pivot as needed throughout a project’s life cycle. In construction, project managers understand the key causes of scope creep and know how to hedge against them. As labor shortages, climate change and inflation continue

to impact construction projects, project managers will be more critical than ever in keeping them on track.

The 2020s can be an “infrastructure decade,” but only if we have the right people to bring these projects to fruition. Rebuilding American infrastructure will require onboarding millions of new construction workers and equipping them with the skills they need to be successful. Project management professionals will be important in ensuring this work is completed accurately, resulting in a crucial transformation for the livelihood of millions of people.

Finally, infrastructure projects that land on time and budget will ensure maximum return on the significant investments now authorized under the IIJA bill. If we’re willing to make them, the return on these investments will be immense—as is the risk we take if we delay this critical work.

Brantlee Underhill Managing Director, North America Project Management Institute

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EYE ON RENTAL //

BY DICK DETMER

What to Know About SUCCESSION PLANNING Columnist Dick Detmer explains what rental company owners should think about when it comes to succession planning.

A

fter years or often decades at the helm of a successful rental business, there eventually comes the question: Who will take over when you’re ready to step back? Many choose to pass their business along to the next generation, and others look to sell it, but in either case, success can only be achieved through careful succession planning.

Succession planning for a rental business can be loosely defined as the process to transition management and ownership of the business to the next generation.

You’ve invested countless hours building your company to where it is today, so it’s wise to protect that investment by doing all you can to smooth the transition to a new leader and maximize its value.

With succession situations, preparing the next generation is extremely important, of course.

Conduct a careful analysis of the requirements of the top position and the capabilities of the candidate. Some candidates may not understand the full scope of the opportunities and the commitment needed to operate and grow the business effectively. Most candidates lack critical delegation

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and other vital skills at this point, but I have found that on-site training is very helpful. The candidate needs the structured, specific-to-their-company education that empowers them to plan, organize, direct and control in a more effective way when they have the reins

radically different.

• W ell-defined areas of responsibility are key to success.

• It’s wise to enlist the help of an experienced rental business consultant to help define roles and responsibilities.

• Be cautious about having a succession plan that may lead to role ambiguities when multiple family members are involved.

Only one person should be in charge.

• When the time is right, prepare staff properly so they aren’t threatened by the changes. @VisualGeneration.adobe.stock.com For those who do not want to go the succession route but are just beginning to think about selling their business at (rather than simply being some point down the road, it’s wise to along for the ride). They need to go through many of the same steps as become good leaders, proficient in the those who are considering succession. areas of hiring, motivation, training Now is the best time to get started and supervision and good decisionby analyzing your staff, marketing, makers for equipment purchases, etc. facility, inventory, procedures, etc., to There is so much for them to learn no get an objective view of what is needed. matter how much they already know.

An efficient, growing and immensely Here are a few additional thoughts profitable rental business with a young on this topic: fleet of equipment and a very honed• Every succession situation is in team will command a much higher unique, and relationships can be price when you are ready to sell.

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.

APRIL 2022

35

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