Rental April 2023

CONSTRUCTION ELECTRIFIED EQUIPMENT P. 20

April 2023

REACHING NEW HEIGHTS Aerial lift manufacturers weigh in on the current state of the aerial segment and share the trends and challenges shaping the industry.

BUSINESS MANAGEMENT

TELEMATICS SOFTWARE P. 14

Find the latest news at ForConstructionPros.com/RENTAL

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BY THE LEADER IN ACCESS DESIGNED & ENGINEERED

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BY THE LEADER IN ACCESS DESIGNED & ENGINEERED

BY THE LEADER IN ACCESS

DESIGNED & ENGINEERED

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E X P E C TAT I O N S E L E VAT E D : A L L- N E W E 1 8 V E R T I C A L L I F T S E R I E S From the leader in access comes a vertical lift series unlike any other in the industry. The E18MCL features scissor steering for indoor or outdoor construction applications while the E18MML features Point & Go® steering for general indoor-only maintenance applications. Both models weigh less than 2,000-lbs, come with familiar controls and deliver what no competitor can offer: the durability, maneuverability, serviceability and productivity of the brand you know and trust.

» V I E W F E AT U R E S & C A P A B I L I T I E S AT V E R T I C A L L I F T S . J L G . C O M

VOLUME 45 ISSUE 3

APRIL 2023

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Aerial lift experts provide a look at where the industry stands and the trends and challenges shaping it.

COVER: AERIAL LIFT INDUSTRY REPORT

14

BUSINESS MANAGEMENT Talking Telematics Tech

Insight into how rental companies can implement telematics into their fleets.

20

IN EVERY ISSUE

CONSTRUCTION

Electric Myths Debunked Answers to the questions rental house managers may have about electric equipment.

04 Everybody’s Business

22

05 Digital Hits 06 Market Watch 28 New Products

14

32 Rental Snapshot

GENERAL TOOL

The Perfect Pressure Washer Match How rental companies can ensure customers find the best pressure washer for each application.

26

34 Eye on Rental

POWER

What Makes Compressors Tough The top indicators that a compressor can tackle even the most demanding projects.

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Published and copyrighted 2023 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.

APRIL 2023 3

EVERYBODY’S BUSINESS // BY SARAH WEBB swebb@ACBusinessMedia.com

REACHING NEW HEIGHTS

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n putting together Rental’s annual Aerial Lift report, it’s clear that lift manufacturers are reaching new heights—and not just literally.

Compact lifts, alternative fuel sources and efficiency features are just a few items manufacturers mentioned when asked what’s new with the aerial lift industry. And, of course, though safety is not a new topic, it’s an “oldie but goodie” in that it should always be top of mind for those working at height.

What’s been talked about at recent industry events also echoes those sentiments.

During conversations I’ve had with manufacturers at trade shows like the American Rental Association Show in February and CONEXPO-CON/AGG in March, the rental and construction industries are starting to put stock into these trends. At the same time, they are cautious about making sure the new technology is reliable enough to support their needs. After all, they need the technology to help them power through their rugged day-to-day operations.

So, what do you say? Are you all in with these new trends?

Do you have k reservations ns al a Y i about them? ri d n @A Check out our story

4 APRIL 2023

on p. 10 to find out more about these new technologies and how rental companies are using them in their operations. That story also gives a sneak peek into what manufacturers expect for the future of the industry.

Speaking of trends, in addition to our coverage on aerial lift equipment, our business management department digs into how rental companies can make the most of telematics software installed on their equipment (p. 14); our construction department discusses electrification trends and what rental companies need to know about them (p. 20); and our general tool department goes into all things pressure washers (p. 22).

To cap it all off, our columnist Dick Detmer shares his wisdom, this time on rental companies developing and expanding their niche, while also considering diversification when it makes sense. You can find his column on p. 34.

Have you recently adopted any new technology associated with aerial lifts? Are you thinking about it? If so, why or why not? Are there any trends you’re hearing about that we haven’t yet covered? I’d love to hear your thoughts—and I’m sure your fellow readers would too. Email your ideas to swebb@acbusinessmedia.com or connect with me on LinkedIn by following the QR code.

And be sure to look out for next month’s issue, where we will our annual Power Generation Equipment report.

Until next time! https://rnt.news/oqsiis

EDITORIAL Editor................................................................. Sarah Webb swebb@acbusinessmedia.com Managing Editor ................................................ Gigi Wood gwood@acbusinessmedia.com Technology Editor....................................Charles Rathmann crathmann@acbusinessmedia.com

AUDIENCE Audience Development Manager................. Angela Franks

PRODUCTION Senior Production Manger............................... Cindy Rusch crusch@acbusinessmedia.com Art Director.......................................................... Willard Kill

ADVERTISING/SALES Brand Director................................................. Sean Dunphy sdunphy@acbusinessmedia.com Sales Representative..................................Megan Perleberg mperleberg@acbusinessmedia.com Sales Representative........................................Nikki Lawson nlawson@acbusinessmedia.com Sales Representative..........................................Kris Flitcroft kflitcroft@acbusinessmedia.com Sales Representative....................................... Tadashi Soma tsoma@acbusinessmedia.com Sales Representative..........................................Kristin Pride kpride@acbusinessmedia.com.

AC BUSINESS MEDIA Chief Executive Officer........................................ Ron Spink Chief Financial Officer................................. JoAnn Breuchel Chief Revenue Officer...................................Amy Schwandt Chief Digital Officer.......................................Kris Heineman VP, Audience Development.......................... Ronda Hughes VP, Operations & IT.......................................... Nick Raether Content Director............................................ Marina Mayer Director, Online & Marketing Services...Bethany Chambers Content Director, Marketing Services.......... Jess Lombardo Director, Demand Generation & Education........ Jim Bagan

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LIST RENTAL Sr. Account Manager............................. Bart Piccirillo | Data Axle (518) 339 4511 | bart.piccirillo@infogroup.com

REPRINTS Megan Perleberg, mperleberg@ACBusinessMedia.com 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, Ste 350., 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. @RENTALMAGAZINE

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DIGITAL HITS // ™

PRODUCT NEWS INSIGHT ■

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THE LATEST ONLINE NEWS YOU CAN USE Would you like to stay up to date on the latest happenings around 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 Power Rental, just to name a few—using the QR code, so you can stay informed on what’s going on throughout the industry. https://rnt.news/58qmf9

BE FEATURED

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As activity in the rental industry ramps up, Rental magazine wants to highlight your rental company, digging into your successes, challenges you’ve faced along the way and how you’ve overcome them. What are you most proud of? What would you do differently? What advice would you give to other rental company owners or those just starting out in the industry? We want to hear it all and feature you in an upcoming Rental Snapshot article. If you would like to share your story with the readers of Rental and your professional peers, reach out to Editor Sarah Webb at swebb@acbusinessmedia.com.

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To stay up to date on the latest updates in the rental industry, be sure to follow Rental’s social media channels.

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APRIL 2023 5

MARKET WATCH // IPAF ISSUES SAVE THE DATE FOR ASIA CONFERENCE 2023

2023 ARA SHOW BOASTS HIGH ATTENDANCE The 2023 American Rental Association (ARA) Show, held Feb. 11-15 at the Orange County Convention Center in Orlando, Fla., exceeded attendance numbers from the October 2021 show.

“It’s the first time in three years that our exhibitors and attendees were able to interact without restrictions. Our firsttime programs like Future of Equipment Rental and EventsU were lauded by attendees, and almost all of our signature events set new attendance records,” said Tony Conant, CEO of the ARA. “Being able to see products firsthand, speak with exhibitors, attend education sessions and network on such a large scale all in one place is such a unique opportunity. The energy level was incredibly high over the five days of events.”

More than 750 exhibitors attended the trade show. More than 700 rental professionals attended the full-day education programs in event and equipment rental, respectively.

In 2024, The ARA Show will return to New Orleans and will be held from Feb. 18-21. https://rnt.news/ivm0ky

6 APRIL 2023

IPAF

hope that travel restrictions that have hampered attendance for some over the past few years will have eased or been removed completely, allowing us to maximize attendance by delegates from across the whole of Asia to hear about the latest safety and industry developments in the powered access field.” https://rnt.news/uf5crn

MAGNI ADDS KIRBY-SMITH MACHINERY AS NEW DEALER Magni Telescopic Handlers added KirbySmith Machinery as its newest authorized dealer for Oklahoma and West Texas.

“Kirby-Smith’s unwavering commitment to customer success and strong safety culture is in alignment with our philosophy,” said Joe Leinwol, chief sales officer, Magni America. “They’re a great addition to our nationwide dealer network, and we’re looking forward to a productive partnership.”

Kirby-Smith Machinery is a distributor of heavy equipment, industrial equipment and cranes in the central United States, offering parts, rentals, sales, service, financing, product support and training. The Oklahoma City-based heavy equipment distributor has 12 branch locations throughout Oklahoma, Texas, Kansas and Missouri.

Kirby-Smith has been fully trained in the application, sales, parts and service of Magni’s products and is ready to introduce the benefits of Magni to its customers.

Magni America

A save the date notice has been issued by the International Powered Access Federation (IPAF) that its annual Asia Conference & Showcase will be held in 2023 in Bangkok, Thailand, on Aug. 2-3.

This year will see the second in-person Asia Conference since the pandemic, following a successful return in Singapore last July. The two-day event will consist of a full-day conference followed by a half-day site visit to a rental company in Thailand, and there will also be an equipment showcase and networking activities. At last year’s Asia Conference, emerging markets in Vietnam, Cambodia, Laos and Thailand were among the hot topics under discussion, prompting organizers to decide to host the event in Thailand for the first time.

“As is the case every year, the event will offer attendees a fresh insight into the mobile elevating work platform industry across the wider Asia region,” said Raymond Wat, IPAF’s Southeast Asia regional general manager. “We hope attendees will be able to join us in person to meet and network with like-minded safety professionals. We are very excited to be hosting this popular event in Thailand for the first time and

https://rnt.news/j6fn97

www.ForConstructionPros.com/RENTAL

WOMEN IN RENTAL PROFILE: MARY CROSSLIN AND KARA LONGMIRE, CO-OWNERS OF ALERT RENTAL Mary Crosslin and Kara Longmire, co-owners of Alert Rental, discuss what it’s like to be fellow co-owners of a business in a maledominated industry, how the industry can add more women and more.

Rental: How did you start in rental?

Rental). I was one of 70 applicants, so I was delighted to have been chosen. I had been an accountant my whole career up to that, and I worked my way up from senior accountant to controller to CFO, and Mary and I bought the business in 2016.

Rental: How can the industry as a whole encourage more women to join?

Longmire: Mentoring is huge. That doesn’t have to be official of formal. We do a lot informally in our organization.

Mary Crosslin: I applied for a job as a project manager with a software Crosslin: We have a lot of resources company, and before they interviewed within the American Rental Alert Rental me, I had never walked into a rental Association, and a big way for women to bridge that gap is store. Since then, I’ve probably been in thousands of rental to get certifications and make themselves more marketable. stores. It was such a refreshing change. We couldn’t ask for better clients and a more supportive industry in general.

Find more by following the QR code.

Kara Longmire: I answered an ad in an actual newspaper https://rnt.news/cvrdtk for an accountant at this rental software company (Alert

SUNBELT ACQUIRES LIFT WORKS Sunbelt Rentals recently added Lift Works, an independent specialty provider of aerial-lift focused equipment rental services to the Chicagoland market.

Founded in 2003 and headquartered in St. Charles, Ill., with an additional facility in Rockford, Ill., Lift Works is an independent provider of equipment rental services offering aerial lift-focused solutions to customers in the greater Chicagoland market and throughout the broader Midwest. Lift Works offers equipment rentals, sales and aftermarket services and parts to more than a thousand small and midsized contractors that rely on the company’s customer service and responsiveness to fulfill all their equipment rental needs.

This acquisition increases Sunbelt’s density in the Chicagoland market, expanding its roster of contractors while preserving the customer service, dedicated employee base and company culture that Lift Works has cultivated over the course of its 19-year history. Lift Works’ senior management team will continue to lead the company. https://rnt.news/yzzf8z

www.ForConstructionPros.com/RENTAL

ARA UNVEILS 2023 FIRST QUARTER REPORT The American Rental Association (ARA) released its first quarter forecast, indicating that United States equipment rental revenue surpassed its prepandemic highs in 2022, ending the year as a $56.1 billion industry. In 2023, the United States equipment rental industry’s growth will soften but still grow. Other findings from the report include: • Year-over-year growth in 2022 was around 13.5 percent, and year-over-year growth is expected to be around 5.3 percent in 2023 and 1.9 percent in 2024. Despite a slowdown, positivity is evident among ARA members with large and small operations.

• Growth will @Bussarin.adobe.stock.com also slow in the U.S. for general tool rental revenue in 2023. Year-overyear growth in 2022 was 6.5 percent. In 2023, 2.8 percent growth is estimated, and in 2024, growth is estimated at 2.9 percent. https://rnt.news/4ro3yl

APRIL 2023 7

MARKET WATCH //

Association of Equipment Manufacturers

CONEXPO 2023 BREAKS SHOW RECORDS

https://rnt.news/80iila

8 APRIL 2023

XCMG plans to focus on five main areas as the basis for success: • Internationalization • Green development • High-end products • Intelligent development • Customer service XCMG’s new service commitment, “Empowering Companion at Your Service,” demonstrates its dedication to its customers, while the new slogan, “Solid to Succeed,” marks the company’s commitment to act unrelentingly in its response to its clients, with the ultimate goal of zero downtime. https://rnt.news/dv205n

A COLLECTION FROM CONEXPO-CON/AGG 2023

ACBM Staff

CONEXPO-CON/AGG & IFPE 2023 had over 139,000 construction and fluid power attendees from 133 countries, making it the largest trade show in North America with more than 2,400 exhibitors from 36 countries spread out over 3 million square feet.

After five jam-packed days of innovative product launches and major company announcements, enlightening education sessions and countless networking opportunities, CONEXPOCON/AGG & IFPE 2023 came to a close, but not before taking the construction industry to the next level.

CONEXPO-CON/AGG & IFPE 2023 by the numbers: • 3 million-plus net square feet of exhibits (10.5 percent larger than 2020).

• 139,000-plus registered attendees (6 percent increase over 2020).

• 2,400-plus exhibitors, from 36 countries, including 603 new-tothe-show exhibitors.

• 24,000-plus international registered attendees from 133 countries.

• 91,000-plus scans of badges to access the 190 education sessions.

• 600-plus global media from 33 countries The next CONEXPO-CON/AGG and IFPE will be held March 3-7, 2026, at the Las Vegas Convention Center in Las Vegas.

XCMG unveiled its latest branding strategy at CONEXPO 2023, which took place March 14-18 in Las Vegas.

XCMG

XCMG MACHINERY UNVEILS NEW US BRAND STRATEGY

98,042 steps. 30-plus exhibitor visits.

Dozens of valuable conversations. Five days. One CONEXPO-CON/AGG. Here are a few snapshots of Rental Editor Sarah Webb’s first CONEXPO experience.

Volvo Construction Equipment

showed off its quietly operating equipment in the Festival Lot. Kubota Tractor Corp. dug into the ins and outs of its new SVL75-3 machine.

New features include a rearview camera, easy access to all maintenance components, redesigned loader arms, a higher hinge pin height, standard LED lights and counterweight options to increase lifting capacity.

Doosan Bobcat unveiled the S7X all-electric skid-steer loader and Rogue X

concept machine. Doosan Bobcat North American President Mike Ballweber said, “We challenge what’s possible, break new ground and empower people to do more.”

Matt Nelson, director of development at Diamond Mowers, gave us a rundown on the new Skid-Steer Belt Drive Disc Mulcher. The new machine offers high torque, productivity and power.

Sinoboom CEO Susan Xu noted that Sinoboom is ready for the North American

rental industry with smart applications and electrification.

Moog Construction allowed attendees to map out remote routes for its

equipment and then sit back as the machines followed the routes and avoided obstacles such as fence lines. https://rnt.news/39mcjx

www.ForConstructionPros.com/RENTAL

COVER STORY // BY SARAH WEBB

ACHIEVING NEW HEIGHTS Aerial lift experts provide an insider’s look at where the industry stands and what to expect for the future.

I

n spite of labor constraints, rising costs and supply chain issues, aerial lift experts agree that the industry is still in good shape and poised to reach new heights.

“Following two years of pandemic-related business disruptions, there is a significant demand for access equipment right now,” says Tim Morris, senior vice president of sales and market development at JLG Industries.

“Although the industry continues to work through rising inflation, logistics challenges and high fuel costs, we believe that the numerous megaconstruction projects going on in the U.S. coupled with the momentum we expect from the infrastructure bill make for a very promising future.”

Aerial experts weigh in on trends shaping the industry and provide insight into where the industry is headed.

STATE OF THE INDUSTRY

To gain insight into the state of the aerial industry, all one needs to do is look at the state of the construction industry, according to Rebecca Yates, senior product manager at JCB. “With what goes on with construction, aerial continues to follow,” Yates says. “We’ve gone through COVID, come out of that and everything’s still strong. There’s still a lot of demand.”

Tony Groat, North America regional manager for the International Powered Access Federation (IPAF), agrees.

10 APRIL 2023

“The sentiment that the industry is very strong was reinforced at the most recent American Rental Association (ARA) meeting,” Groat says. “If there was a complaint among manufacturers, it was the availability of equipment to fill orders. Despite people saying there’s a recession coming, that’s inconsistent with what I see in that construction is very strong, and industrial accounts are relatively strong.”

Groat adds that additional manufacturers entering the marketplace also signifies growth in the industry.

“Profit is significant enough that new players are penetrating the marketplace because of demand exceeding what’s available in the normal chain of resources,” Groat says.

TOP TRENDS

1. Urbanization As more of the population moves to urban centers, demand for clean energy and compact equipment has skyrocketed.

“Customers may have resisted these technologies in the past due to cost and complexity, but users and regulations are driving change,” Morris says. “Advances in technology made these solutions more affordable, so adoption has accelerated.”

As part of the urbanization trend, compact lifts have also gained traction in the industry. Groat points to the compact footprint, decreased ground pressure and ability to go as high

www.ForConstructionPros.com/RENTAL

2. Green initiatives With the shifts to urbanization and changes in customer attitudes, green initiatives have also taken hold.

“One of the biggest trends right now is electrification, the result of regulations, location requirements and a growing importance on sustainability,” says Simon Meester, president of Genie, a Terex brand.

“The capabilities of the technology have evolved rapidly, while costs have come down. Because electrified equipment can offer a lower total cost of ownership (when used correctly), it’s becoming more cost effective to own and operate.”

Groat says electrification can lead to other positive outcomes.

“Fully electric machines mean

www.ForConstructionPros.com/RENTAL

3. Products to ease labor constraints The adage of doing more with less also rings true in the aerial lift industry.

“Look at the wide range of products that’s grown, such as low-level access, a whole new segment,” Groat says.

“It’s all because we need to be more efficient. Labor is a huge challenge in every industry. Atrium lifts and lowlevel access and electrification increase productivity in areas these products couldn’t access before.”

Brian Rabe, product marketing manager, Manitou, adds that customers are requesting equipment with versatility and “value add” features.

“Past platform needs were more targeted toward lift height, site obstacles, lift application and capacity, but we’re seeing more needs for improved machine mobility and

additional, unrestricted capacity,” Rabe says. “We’re adapting our products to better align with the changing jobsites they see every day.”

Joe Leinwol, chief sales officer of Magni America, says that customers are also requesting equipment that will lift higher and heavier.

“Everybody always thought they had to use cranes, and there was no other option, but people are now seeing you can use telehandler forklifts,” Leinwol says.

4. Safety Not a new trend, safety continues to be top of mind for aerial equipment operators, according to Gary Weisman, COO of Magni America.

“We incorporate safety in many areas, and we hear from our dealers that this will continue to evolve over a period of years,” Weisman says.

To keep everyone up to date on safety practices, organizations like IPAF update guidelines regarding operators working at height and provide dashboards to enhance accident reporting.

JLG Industries

JCB

as 100 feet as part of the appeal.

“That all makes it easier to get into places that were more challenging with conventional equipment,” Groat says.

the elimination of oils and hydraulics and contaminants, meaning safety and environmental issues could be eradicated,” Groat says.

Yates notes that some of the shift in attitude comes from companies implementing requirements on the number of “green” pieces of equipment for a jobsite.

“It’s not just when they put a blue bin in the office to recycle paper,” Yates says. “Rental houses and manufacturers are trying to make sure we’re supporting their customers’ direct needs. That’s another consideration for the rental houses: How do you start molding your fleets and mixing in hybrid and electric equipment to meet those customers’ needs?”

Meester says a challenge comes with bringing the right technology to the right customers at the right time.

“Because not all jobsites and all applications will be able to go full electric at the same time, we need to offer flexible solutions,” Meester says.

APRIL 2023 11

COVER STORY // 5. Increased pricing Costs have increased in various market sectors, including used equipment.

Groat says some rental companies are holding on to their aerial equipment longer than others, partly because of supply chain constraints.

5. Digitization Technology acceleration, creation and utilization are at the forefront of the digital boom, according to Morris.

“Everything is connected to the internet, including equipment and other construction-related devices. All associated data is moving to the cloud, making real-time data and information accessible anytime and anywhere,” Morris says. “Many consider the jobsite of the future to be about two-way, interactive communication. Two-way communication links equipment to operators, remote third parties and other machines on the construction site to automate certain functionalities, speed up documentation, deliver information for crews to make faster, more accurate decisions and enable

technicians to access information that increases machine uptime.”

One example of that two-way communication comes in the uptick of telematics, Yates says.

“It’s having more information not only for the user or operator but also for the owner or fleet manager,” Yates says. “They can diagnose the issue and provide the support. That’s allowing people to be more productive.”

Another digital trend coming to the scene is augmented reality (AR), a technology that superimposes a computer-generated image on a user’s view of the real world, thus providing a composite view, Morris says. While AR can be used with tablets, helmets or glasses, construction pros can use this technology right from their phones.

Autonomous and semiautonomous equipment round out the digital trends impacting the industry.

“Autonomy can aid in repetitive construction tasks that may result in an overuse injury,” Morris says.

“Today, there is substantial observation happening at the jobsite level to

identify the ‘jobs to be done’ that semiautonomous and eventually fully autonomous equipment will be the solution for. There’s still a lot of work to be done before we see the mainstream use of fully autonomous solutions.”

CHALLENGES

1. Serviceability Because more uptime means rental companies’ profits trend upward, Yates says manufacturers look to build machines that are easy to service.

“If you have 100 machines, and 50 of them are down, that’s a challenge.

We’re trying to reduce that and support them properly,” Yates says.

She adds that especially on equipment such as scissor lifts, some manufacturers are moving to AC drive to promote easy maintenance.

“At ARA, we showed a preview of our new AC drive scissor,” Yates says.

“That’s part of the simplification of machines from a service standpoint.

There are fewer hoses and hydraulics in the AC drive machines. We eliminate a number of parts and reduce the potential for leaks. We’re always thinking of how we can make it easier for the customer to use while still giving them the powerful drive motors to ramp up and get into their places.”

Magni America

12 APRIL 2023

2. Infrastructure While green initiatives have gained traction in the industry, building out the infrastructure to support those initiatives and charge that equipment remains a challenge, says Groat.

“Which comes first, the chicken or the egg? At this point in time, we know the pressure to go to electrification is coming first,” Groat says. “However, it’s frightening how disjointed our distribution network is within the states. We don’t have a national network—we have all these independent power companies that form the grid.”

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To sustain the increase in electrification, Groat says he’s seen projections that the power grid will need to double in size.

“I don’t think we have a solution right now,” Groat says. “We’re running down a corridor (of electrification), but we don’t know what’s at the end of that corridor at this point.”

3. Supply chain issues While pressure has eased on supply chain challenges, the issue remains at the back of everyone’s minds.

“Our customers are seeing strong demand and, as a result, need us to supply product. Being constrained isn’t unique to the aerial industry, but it’s a challenge we’re having to address,” Meester says. “Demand and supply will always swing and trade places in free markets, but in the meantime, demand has continued to outpace supply, which is something top of mind for almost everyone in the industry.”

Weisman notes that with some major manufacturers, the companies are unable to deliver machines.

“There’s an appetite for the machines, but not the ability to procure them as needed, which created an opportunity for us because we took an aggressive stance in the beginning of COVID to grow,” Weisman says.

“All manufacturers suffered supply chain issues, but we took an aggressive approach, and we ordered a lot of stuff in advance, and it allowed us to continue to show significant growth because of it.”

Skyjack Vice President of Marketing Malcolm Early adds that manufacturers are keen to alleviate the aging fleet situation that has increased since COVID. “Supply constraints faced by original equipment manufacturers held back that fleet age improvement

objective as of late, and in the coming year, we expect those constraints to lessen,” Early says. “Supply chain challenges also highlighted the need to revisit supply chain and logistics structures with more localization.”

Morris agrees that the industry may trend more toward localization.

“Before the pandemic, the construction industry had become largely dependent on suppliers from a few key countries, which ultimately exposed several long-term risks,” Morris says. “Postpandemic, it has begun moving toward region-forregion supply chains to create a more diversified supply base, including suppliers from mature, developing and emerging countries, a step toward the industry’s long-term evolution.”

4. Manufacturer support Because growth in the industry has opened the door to new manufacturers, Groat says he worries about them being able to provide adequate support to rental companies.

“The challenge with new manufacturers is whether there’s adequate support in (rental companies’) area after they buy the equipment,” Groat says. “It’s challenging to be dependent on equipment that has to be shipped from far away and on transportation systems that have either been doubling in price or not dependable.”

He adds that for some manufacturers, domestic and otherwise, lead times

can soar to more than a year.

“This is an industry that has historically not been really great at planning and that is more reactive than anything else, where companies buy when they need equipment as opposed to getting it with the hope that they’ll need it (in the future),” Groat says.

LOOKING AHEAD

All in all, tailwinds such as increased demand for construction, increased infrastructure and manufacturer investments in technology fuel growth for the aerial equipment industry.

“We expect the supply chain challenges to continue for a little longer, but I’m optimistic that at some point in the future, we won’t be talking about a constrained supply chain anymore,” Meester says.

Early agrees.

“In 2023 and 2024, we expect those constraints to lessen,” Early says.

“Despite inflation, the rental industry forecasts are bullish and, in our opinion, will significantly mitigate issues such as inflation and recession.”

Skyjack

www.ForConstructionPros.com/RENTAL

APRIL 2023 13

BUSINESS MANAGEMENT // BY SARAH WEBB

Telematics providers give insight into how rental companies can implement telematics into their fleets.

T

elematics is more than just a buzzy type of technology.

In some cases, it has helped rental companies prevent their equipment from being driven off of construction sites, never to be seen again.

That was exactly what happened to Arvada Rent-Alls when one of the company’s Genie 5519 rental forklifts was stolen from a jobsite in Colorado on Jan. 1, 2023. The customer who rented the unit was on a work break and did not realize it was missing until Jan. 11, 2023.

Less than six months old, the machine may have taken up to a year to replace, not to mention the value of $70,000.

Unluckily for the thieves, they did not realize the forklift had been equipped with telematics.

“The unit ended up in Morgan Hill, Calif., 10 minutes away from a branch of A Tool Shed,” says Andrew Heesacker, president and CEO of Arvada Rent-Alls in Arvada, Calif.

“Coincidentally, we have connections with the owners there, and both Robert Pedersen Sr. and Jr. were very happy to help as needed. The customer who had rented the forklift submitted a police report, and we contacted the county sheriff where the stolen unit was located in California.”

While all’s well that ends well for Arvada Rental-Alls, the incident underscored the importance of rental companies tracking their machines.

“Depending on where you are in the country, theft has been getting worse and worse,” says Tony Nicoletti, president of business development at DPL Telematics. “For us, in any given week, we hear from at least two customers that’ve had something stolen. A lot of times, though, people with telematics can just recover it and go on with their business.”

Not only will telematics help prevent theft, but it also can help boost rental companies’ bottom lines in other ways.

Nicoletti and David Swan, senior vice president of products at Trackunit, lay out how rental companies can incorporate this technology into their businesses and offer advice on how to onboard telematics effectively.

Talking

TELEMATICS TECH 14 APRIL 2023

DPL Telematics

Telematics devices can be installed directly onto rental machines.

THE BENEFITS

Theft isn’t the only reason rental companies may want to restrict access to machines, according to Swan.

“Being able to lock out your machine based on who’s supposed to have access is a big deal, especially when it comes to high-risk machines like aerials,” Swan says. “This just means that rental companies don’t have the wrong people on

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machines that can potentially cause damages to other machines, structures or people. That can really increase the level of safety on-site. Also, when everyone knows that the activity of the machines is being recorded digitally, it changes behavior and gives a sense of accountability.”

In addition to theft prevention, telematics technology can help rental companies maximize equipment usage.

“You can track where your equipment is going, if it’s being used or not used, how much it’s being used to track service hours, and you also have the ability to remotely disable an asset,” Nicoletti says. “So, if you have a piece of equipment on rent, and your customer decides not to pay their bills, like with utilities, you can cut it off.”

Swan agrees that knowing where equipment is can help rental companies

TAILORED

ensure they’re making the most of each piece of equipment.

“If a piece of equipment is still in the rental yard but it’s marked on rent, that’s a problem. Conversely, if it’s marked off rent and is still on the jobsite, that’s also a problem. Those are places where profitability is lost,” Swan says. “That’s a less dramatic but more impactful issue that connectivity is solving. Everybody needs to know when that machine is done on a jobsite, so they can get it back, have it ready and redeploy it and not have to be on the phone with a driver who is picking it up or dropping it off.”

Of course, telematics also helps rental companies track when equipment is due for service, especially important, Nicoletti says, for longerterm rentals.

“Some of the biggest inefficiencies

in our industry come from a lack of connection to the machine when it’s on-site because ultimately, that means I have to send someone to the site to understand what’s wrong with the machine, where it is or what its run hours are to get any information from it,” Swan says. “Five years ago, if I had to service a machine, and it had been on-site for six months, I wouldn’t know the run hours on the machine and I’d be relying on the customer for that information, or I’d have to send someone to the site to write down the hours on a piece of paper, bring them back and put them into an Excel sheet.”

Overall, that process resulted in a lot of inaccuracy and missed service intervals, Swan says.

“Now, we have the machines in a modern rental fleet feeding their run hours over live data directly back to

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APRIL 2023 15

BUSINESS MANAGEMENT //

Arvada Rent-Alls was more than relieved to find out its forklift had been recovered and was waiting to be picked up at the rental shop of an industry friend.

that enterprise resource planning (ERP) system, so it doesn’t matter if rental companies haven’t had access to a machine for six months. They have visibility,” Swan says. “Because of that, the rental company is incurring lower cost of ownership because its machines are going to have less frequent downtime, and they’re going to have a better reputation as a rental company because their customers are happier.”

He says if the customer does encounter a problem while a piece of equipment is on rent, the rental company can do a remote investigation instead of putting the customer through a question-and-answer process.

“Telematics is better than the historical process where the rental company had to ask, ‘Is the machine doing this? Does it shake? Does the engine sound funny? Can you describe the sound to me in words?’ Now, they can enter the tracking manager and see what the last 24 hours of activity has been on that machine,” Nicoletti says. “They can see what the machine has been up to. They can solve these things over the phone, and if they can’t, at least they know what parts to bring and how big the problem is. We’ve really taken the level of response time, expectation and time to resolution and elevated that for the entire industry.”

WHAT TO CONSIDER

Before implementing a telematics system, Nicoletti says it’s important for rental companies to assess their needs.

“A lot of companies read an article about it and think it’s a cool thing that’s out there, but they don’t think about

16 APRIL 2023

Arvada Rent-Alls

what they’re trying to accomplish,” Nicoletti says. “Maybe they want lots of data, but they need to think about what they’re going to do with it. Maybe they’re having issues with speeding or accidents, so they want to implement telematics on their trucks first and on their equipment second. Step back and take a 10,000-foot view of what you’re trying to accomplish before jumping in.”

Swan agrees that companies can break telematics implementation down into phases.

“There are steps in digital maturity,” Swan says. “The first step can be really simple like connecting run hours to an ERP system and understanding where machines are from a geographical perspective. Then, rental companies can get into the more sophisticated digital process by integrating it into every single function of their businesses.”

Nicoletti adds that when shopping for a telematics solution, rental companies should look for an option that fits their current needs and future anticipated needs.

“They should look at it from a holistic view, but also look at a company that can grow with them,” Nicoletti says.

For rental companies still hesitant about adopting the technology, Nicoletti encourages them to just try it.

“There is no better time to be looking at telematics,” Nicoletti says. “There’s truly something out there for everyone, and like with all technology, it gets faster, more powerful and more important.”

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CONSTRUCTION //

Setting the Record Straight on Electric Equipment Volvo Construction Equipment

Electric units allow users to work indoors without worrying about emissions.

As electric construction equipment continues to steal the spotlight, many renters and rental house managers have questions. Here are some answers.

A

s electric construction equipment becomes more prevalent, renters and rental house managers have questions. Is the performance the same?

How will charging work? What is maintenance like? Is electrification worth all the hype? Most people are surprised by an electric machine’s power, ease of use and simpler maintenance, but let’s take a deeper dive into electrification with compact equipment like mini excavators and small wheel loaders.

THE POWER HASN’T DIMINISHED

Some people think an electric machine must be inferior to a diesel machine in some way—usually power, but that’s not the case. In fact, in addition to matching (or, in some instances, exceeding) the power of diesel models, electric construction equipment offers more advantages.

The electric motor provides instant torque as soon as the operator starts running the machine. There’s no feeling of a slight delay, which can happen with some diesel equipment.

In most cases, these machines have the same (or nearly the same) specs as their conventional counterparts. Bottom line: customers will not complain about a performance drop.

 As electric passenger vehicles become more widespread, improved charging infrastructure will follow suit.

20 APRIL 2023

CHARGING IS SIMPLER THAN IT SEEMS

The more power you can put into your machine, the faster it will charge. The best setup is a 240-volt, 32-amp Level 2 AC-charging outlet that utilizes an SAE J1772 charging adapter or J plug. This is the same setup recommended for electric cars and many household appliances, and it’s easy to install if you don’t already have it. You could also use a regular 120-volt outlet, but it will take longer (about 24 hours versus six hours). There are also options like off-board DC fast chargers and solar-powered chargers. These solutions are getting better and more prevalent every day. As electric passenger vehicles grow in popularity, improved charging infrastructure will follow suit. Plus, you’ll be able to tell customers that charging is one less task on their plates.

Volvo Construction Equipment

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BATTERIES OFTEN LAST ALL DAY

Compact equipment can be used in so many ways, and the differences can alter how long the batteries last. Charge whenever the user has a pause in their workday. Heavier work like cutting and grading may require a quick charge at lunch. Customers who use the machine intermittently or in lighter applications find that a charge can last them all day.

Many electric machines include an automatic shutdown feature, so when an operator stops running the machine, the electric motor turns off almost immediately.

With diesel equipment, operating time is defined by the engine run time, and a lot of those hours are counted while the machine is idle. So, 10,000

hours on a diesel machine might equate to 6,000 or 7,000 hours on a comparable electric machine. These saved hours lower operating costs, improve total cost of ownership and boost resale value.

LOWER MAINTENANCE

Maintenance is much simpler on an electric machine. Diesel exhaust fluid or other filters are not needed. The only supplies required are grease and hydraulic oil. The lifetime of batteryelectric components should be equal to or better than a diesel engine.

Because we’re talking about machines using electricity, much of the training needed for technicians is about safety. They’ll also need to learn some

new concepts and functions.

WHY YOU SHOULD TRY ELECTRIC

With electric equipment’s zero emissions and lower noise, users can work indoors, outside normal business hours and close to living things, etc.

More governments are adopting clean air policies, and private companies are setting their own sustainability goals, so offering electric equipment is a big step in the right direction to help customers win bids.

Lars Arnold Product Manager, Electromobility Volvo Construction Equipment

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APRIL 2023 21

GENERAL TOOL //

Finding the Perfect Match Rental companies must ensure they help their customers find the best pressure washer for their unique circumstances. Here’s how.

A

s people rent pressure washers for the first time, they tend to seek out options that have very high pounds per square inch (PSIs).

Unfortunately, in doing so, they often overlook pressure washers’ gallons per minute (GPMs), which are critical characteristics, too.

To prepare customers for their first rentals, rental companies must educate them from the moment they begin their search processes. To help their customers properly match pressure washers with application, companies should ask them what they intend to

22 APRIL 2023

Karcher North America

Knowing a pressure washer’s intended application is key.

clean and what they want to remove.

In other words, they need to know what their customers are using their pressure washers for and how long they expect to rent them.

For instance, some manufacturers provide pressure washers that are created for light-, medium-, heavy- and industrial-duty cleaning applications.

Light-duty applications are particularly ideal for customers that require the least amount of pressure and time possible, while industrial-duty applications are especially suitable for customers that need the highest pressure and longest timeframes.

“A light-duty pressure washer is an ideal choice for the ‘do-it-yourselfers’ to use around a home or workshop,” says Kevin Anstoetter, rental division manager, Mi-T-M Corp. “It is perfect to use for two to five hours per week and can be used to clean decks, gutters, patio furniture, siding and vehicles.”

On the other hand, medium-duty pressure washers are normally used on commercial properties, in order to remove light stains, mildew and mold from hard surfaces.

“Meanwhile, a heavy-duty or industrial-duty pressure washer is best for 20 to 30 (or more) hours of usage per week,” he adds. “These types of washers are especially used for concrete and brickwork, equipment cleaning, large deck and surface restoration, paint preparation and tough mold and mildew removal.”

Additionally, pressure washer users should keep in mind which types of soils they’re attempting to flush away.

According to Nate Abrahams, senior sales training specialist, Karcher North America, if users only need to flush away light dirt, any pressure is completely fine, but if they have to flush away heavy soil loads, which are commonly present on agricultural or construction equipment, they should utilize high-GPM machines (4 GPMs or more) instead, as higher-GPM machines will flush away heavy soil

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loads that smaller units won’t.

Anstoetter adds that customers must also consider a pressure washer’s cleaning units.

“Cleaning units can be determined by multiplying a pressure washer’s GPM and PSI,” he explains. “Simply put, the higher the cleaning units, the faster customers can clean.”

CONSIDER THE BASICS

Aside from focusing on these measurements, Dan Leiss, president, Jenny Products, believes it’s important for rental companies to “start with the basics,” as they need to determine whether customers need hot- or coldwater units. From there, they should learn exactly where customers intend

to use their pressure washers.

“Both hot- and cold-water pressure washers are available with electric motors or gas-powered engines.

Electric motors are generally used indoors, while gas-powered engines are typically used outdoors,” Leiss says.

Water pressure should also be considered. After all, the primary purpose of pressure is to help users break the bond between the contaminant they’re encountering and the surface they’re trying to clean. If pressure is too low, users won’t be able to break that bond without detergents or hot water. If pressure is too high, dirt will blow around more than it should, and surfaces may even be damaged.

“For rental companies especially,

Jenny Products

it’s best to find a happy medium and recommend a pressure washer that has adequate ratings for the type of use it will experience,” Leiss says. “If users are mostly washing vehicles, a 1,500PSI unit may be fine. If they’re washing construction equipment, they should consider using at least 2,000 PSIs. And, for industrial jobs, 3,000 PSIs or more is often required.”

Once the washer’s pressure

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APRIL 2023 23

GENERAL TOOL //

24 APRIL 2023

To clean grease, grime and oil, a hot-water pressure washer is usually a better bet.

Jenny Products

has broken the bond between a contaminant and a surface, users must wash the contaminant away. To ensure the contaminant washes away as efficiently as possible, users need to have a very high water flow, which they’ll acquire with a high-volume unit.

They must also remember another significant factor: horsepower, as it will determine how much pressure and volume a pressure washer can produce.

“As an example, a 3,000-PSI, 4-GPM unit requires at least an 11-hp gas engine to achieve high outputs,” Leiss says. “If users have a unit with less than 11 hp, it will deliver less pressure and volume than its pump’s rating.”

Regarding the primary differences between hot- and cold-water pressure washers, Leiss adds that cold-water units are the most popular, as they’re not only compact and cost effective, but they’re able to successfully conduct a wide range of cleaning tasks.

Normally, cold-water units are most suitable for washing away dirt and mud, which covers several applications.

However, as users attempt to remove grease or grime, they won’t have clean surfaces while using coldwater pressure washers. Instead, substances will only be pushed around.

“For grease, grime and oil, a hotwater pressure washer is typically a better choice, as hot water will actually cut through grease and loosen it from the surface,” Leiss says. “Once the bond between grease and the surface is broken, it can then be washed away.”

If speed is critical (and it usually is), hot-water pressure washers will also clean 40 percent to 60 percent faster than cold-water units that are the same size, according to Abrahams.

“The performance of either a hotor cold-water pressure washer can be enhanced by using cleaning chemicals,” Leiss says. “The right detergent will help the cleaning process go more smoothly.”

In the meantime, the selection between an engine-powered pressure washer and an electric offering is primarily tied to a user’s mobility. If a user is going to clean in the same spot all the time, an electric pressure washer is suitable—if there is enough voltage available to run a high-performance machine, that is.

“High-performance industrial machines require 230 volts and 30 amps of power or more, depending on their sizes,” Abrahams says. “If users don’t have this power available, they’ll need to use engine-driven machines, as they don’t require any external power sources, enabling them to be used anywhere outside as long as water sources are available.”

Users must also remember that engine-driven pressure washers need well-ventilated spaces, due to exhaust and fumes, whereas electric-powered options can be used indoors or outdoors, leading to more possibilities.

ASK AND PREPARE

For a better sense of which pressure washers their customers need to retain within their fleets, rental companies should ask them various questions, according to Abrahams.

“Rental companies need to ask them what they’re cleaning and what the soil type is. Do they want electricor engine-driven pressure washers?” he asks. “If electric is desired, what type of power do they have on the site that

has to be washed? If an engine-driven unit is required for mobility reasons, do they have water on-site? And, if not, rental companies should ensure they have a trailer system with a water tank.”

Accessories must not be overlooked either, including detergents, foam cannons, telescoping wands and turbo nozzles. The bottom line? As the pressure washing services industry continues to evolve—since, according to Anstoetter, more people are opening their own pressure washer businesses, the marketing for pressure washers is increasing and the demand for pressure washers is rising—rental companies need to be able to respond to the consistent changes in order to compete long term.

“Rental companies must develop relationships with their customers from the moment they walk in the door and then continue to build upon those relationships,” Abrahams says. “They should continue to ask questions, seek out the best solutions for each customer and ensure their customers have everything they need for each of their applications. As a result, they’ll stand out in the ever-changing industry—today, tomorrow and well into the future.”

Chris Lewis Freelance Columnist

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SECTOR REPORT: POWER EQUIPMENT //

Atlas Copco

ITEMS THAT MAKE A COMPRESSOR TOUGH A rundown of the top indicators that a unit is tough enough to continuously tackle even the most demanding projects.

A

compressor must be capable of operating in the harshest conditions for extended periods of time. Here are the top seven indicators that a compressor is tough enough to tackle the harshest and most demanding projects.

1. Tried and tested A diversified and rigorous testing process is essential to ensure a compressor can live up to quality standards and withstand the tough conditions of construction landscapes.

To ensure they can handle the applications, compressors can be put through performance testing, which includes a leak, strength and temperature test. Tests cover a lifespan of use and replicate all the environments compressors might operate in (for example, low and high altitudes, low and high temperatures or dusty conditions).

3. Handle varying temperatures and pressure points For portable air compressors to fulfill their tasks, they need to be able to withstand a broad range of heat and pressure levels.

They should ensure long-lasting performance in every tough temperature you can imagine, from a freezing temperature of -20 degrees C up to a tropical 50 degrees C. A tough portable compressor should feature high-functioning cooling systems, enabling them to optimally perform in sweltering, dusty underground conditions. They should also undergo full footprint data tests to track flow and pressure optimization,

2. Modern materials and innovations Toughness can be optimized through adopting recent developments in material innovation. Look for a compressor built from material that is corrosion resistant, maintenance free and virtually indestructible.

26 APRIL 2023

 Compressors must be able to stand up to varying environments to help end users get the job done.

Atlas Copco

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contact surface temperature and starting capability.

4. Weathering the storm

data, oversee efficiency and offer maintenance service plans. Tough machines are resilient enough to have a lower maintenance service interval.

Climate and environment are everchanging variables in a portable compressor’s life; hence, an inability to adapt will quickly affect machine performance. A truly reliable compressor can weather any terrain and continuously perform in high altitudes, snow, mud or rain.

Robust portable air compressors are designed, tested and certified with demanding conditions in mind.

Will Mazurek Product Marketing Manager Large Air & E-Air Atlas Copco Power Technique

5. Reduced downtime A hint as to how tough your portable air compressor is can be found in how much downtime it accumulates throughout the year. The robustness of the design and use of high-quality durable components are crucial for your machine’s uptime. A portable compressor that is built to work in extreme and challenging conditions will automatically have greater uptime and a longer lifetime.

6. Safety at their core Operators should feel assured that their compressors can perform reliably without putting themselves or any party at risk. An expertly crafted portable compressor will continue to operate safely, no matter how much strain it endures. Look for verified safety reports and testing documentation online.

7. Maintenance To complement the machines’ physical resilience, ongoing checkups ensure that they remain tough enough to withstand all their arduous tasks. Tracking technology can help end users capture live

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At Mi-T-M, we pride ourselves on building mighty, damn good equipment. It’s what sets us apart from our competition. When you purchase equipment with the Mi-T-M name on it, you are buying dependable equipment that is designed, built, and tested by good people. Mighty. Damn. Good.

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APRIL 2023 27

new

PRODUCTS  ASV New Construction Machines ASV's lineup includes four Posi-Track loaders for landscaping, construction and forestry. The repowered RT-40 compact track loader includes a more powerful, new 38.2-hp Tier 4, three-cylinder Yanmar engine­. ASV’s Max-Series RT-135F and RT-75 loaders include a nextgeneration cab featuring 360-degree visibility, an operator area, a fully adjustable seat, a new touchscreen display and more. The RT-135 Forestry Posi-Track loader features 10 percent more horsepower than the previous titleholder it replaces, the RT-120, according to the company.

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 JLG Remote Analyzer Reader JLG Remote Analyzer Reader (RAR) enables technicians to arrive with the necessary materials to complete work. With RAR, operators can call one of the company’s service technicians. The technician can then log into the ClearSky portal and enter the machine’s serial number to retrieve a summary report to better understand the setup and performance of the machine.

The RAR also allows service departments to remotely assess a machine’s setup and personalities to diagnose qualitative operational issues, check the on/off status of its connected technologies or review its last 25 fault codes. Information is available in a singlesheet summary format through the ClearSky portal for most of the company’s boom, scissor and telehandler models equipped with a CAN device.

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46 million parts and counting at all of our 15 strategically located distribution centers to keep your mobile elevating work platforms, telehandlers, and all of your industrial equipment running at their best.

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 Spimerica TSJ 82 Spider Lift Spimerica’s TSJ 82 Spider Lift has a 550-pound payload capacity and a maximum working height of 82 feet. The retractable boom is equipped with four stabilizing legs for sturdy operation. A maximum outreach of 59 feet enables the lift to be used in congested or busy worksites. Designed for tree care, utilities, building maintenance and construction, the TSJ 82 can lift up to 1,100 pounds with the boom in a fully extended position. Other features include: • 3.3-foot minimum width • 43.4-foot max outreach • A nonmarking track drive system for floor protection

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 Moasure One The Moasure One is a motion-measuring tool made by Moasure.

Designed for indoor and outdoor locations, Moasure One captures points and draws 3D diagrams simultaneously in the Moasure Pro proprietary companion app via Bluetooth and without the need for cellphone signal or GPS. Users can measure spaces and have a fully dimensioned drawing complete in the time it takes to walk around any outdoor or indoor space. Through the app, individuals can share diagrams with colleagues and clients, as well as export to design software.

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APRIL 2023 29

new

PRODUCTS  Ditch Witch W12 Truck Vac Ditch Witch’s W12 truck vacuum is designed for potholing applications or cleaning up spills and debris. The W12 features 1,200 gallons of fresh water and a 12-cubic-yard debris tank. With 5,000 cubic feet per minute and 27 feet Hg of vacuum power, the truck vac comes with a remote-control system for managing the water system and boom, as well as for lifting and lowering the tank. The design and layout of the debris tank, positioned between dual 600-gallon saddle tanks of fresh water, supports operation. Operators can stay on the job with the 2,400-gallon tank capacity and powerful vacuum.

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 Genie 13-Foot Boom Lift Platform Compatible with Genie S-45 XC, S-65 XC and S-85 XC boom lifts, the 13-foot platform is for tasks that involve an extensive working area, as well as for jobsites with limited space to maneuver on the ground. The extra space in the platform also provides access to twice as much work area with the same number of boom movements, compared with a standard-sized 8-foot platform. After following instructions to install the 13-foot platform and calibrating the machine, the S-45 XC, S-65 XC and S-85 XC can take up to two workers to height and deliver a 600-pound lift capacity. Additionally, operators can use other features on Genie’s XC machines, including automatic envelope control, working curve and active load sense.

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 ActiveCare Direct Advanced Telematics from Volvo Construction Equipment End users can simplify their work with ActiveCare Direct advanced telematics from Volvo Construction Equipment. Rather than sending a stream of confusing fault codes, ActiveCare Direct collects and analyzes telematics data and prioritizes issues that require immediate attention. Then, it sends clear and concise alerts about top priorities.

Rental companies can get both real-time insights and monthly reports to easily understand what is happening with their machines. This saves them time and also protects their bottom line.

 Merlo eWorker Electric Telehandler

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The Merlo eWorker has a maximum load capacity of 5,511 pounds.

It features a maximum lift of 15 feet, 7 inches and a load capacity of 3,307 pounds at maximum lift. The no-flex boom has a maximum reach of 8 feet, 5 inches, handling a maximum load of 1,984 pounds.

The eWorker can put in a full day’s work (eight hours) without recharging. It is a compact machine with dimensions similar to those of an industrial forklift. Equipped with a telescopic boom, the machine has a low center of gravity. Stability is gained by positioning the battery in the middle of the vehicle. The telescopic boom operates from its own electric motor that is connected to a load-sensing hydraulic pump. A dedicated electronic control unit manages the rpm of the electric motor and the oil flow of the hydraulic distributor. In addition, the telescopic boom descends by gravity via a valve controlled by the same control unit.

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 New Holland E15X Electric Power Mini Excavator

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New Holland Construction entered the EV market with its E15X electric power mini excavator, the first fully electric and battery-operated model in the New Holland Construction mini excavator portfolio.

Features include: • A 21.5-hp motor comes standard on the machine.

• It can be recharged in 10 hours with a standard 110-volt outlet or within an hour with its fast charge features.

• Equipped with a zero-emission status, the E15X electric power mini excavator runs noticeably quietly.

Neither would we.

• The machine features preset eco, standard and power work modes with preset precision, normal, productivity and individual control modes, and all modes can be independently adjusted.

• Within seconds, the compact 360-degree E15X electric power mini excavator can become narrow enough to fit through most standard-sized doors. The variable-width undercarriage can be narrowed to 31 inches, and the height can be lowered to less than 4.9 feet by rotating the roll bar. This sizing flexibility contributes to the E15X electric power mini excavator’s utility as a tool for indoor construction sites, such as hospitals and office buildings.

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APRIL 2023 31

RENTAL SNAPSHOT //

MEGHAN BOLAND

of Boland Equipment Rentals Rental: How did you first get your start in the rental industry?

Meghan Boland: I am a second-, and arguably, thirdgeneration equipment rental company owner. My grandfather was an entrepreneur for a few different businesses and ultimately ended up in the crane industry. My father, Brian Boland, owned an equipment rental company through the 90s and then again starting in 2001. Growing up, I always knew I wanted to run my own company, but I didn’t have a clear vision of what that would look like. After graduating college with a degree in marketing and management with an entrepreneurship focus, I worked for different fashion companies as an allocator and buyer. For various reasons, I decided to make a drastic career shift, so I left the fashion world and came to work for my father in equipment rental. I immediately loved the industry and the challenges that came with it. Every day is new and exciting!

When I came on board, I promptly had everything thrown at me: audits, global pandemics, employee turnover.

You name it, I dealt with it. To say I learned a lot in a short amount of time is an understatement. That’s why I’m so grateful to have my father, who has been in the industry for a long time, to learn from. The insight he provides is something a growing company often lacks, and his experience is invaluable. We now own the company together and have tripled our sales and fleet since I came on board in 2019. We continue to see double-digit growth year over year.

Rental: Can you give us some insight on your current company?

Boland: BER, often known as Boland Equipment Rentals, is located in Hackensack, N.J. We carry a wide variety of equipment including boom lifts, scissor lifts, telehandlers (the typical aerial rental equipment) as well as bucket trucks, under-bridge trucks, hi-rail trucks and traffic control services. We offer equipment with and without operators for short- and long-term rentals, and we support both the construction industry and infrastructure by providing work zone equipment. If you need to get in the air, we have the

32 APRIL 2023

Meghan Boland OPERATIONS MANAGER, BOLAND EQUIPMENT RENTALS, HARRISBURG, ILL.

equipment to do so—and we can shut down the road to make sure your crew is safe, too.

We’ve been in the bucket truck, under-bridge truck and traffic control industry for a while now, but we only recently expanded into the aerial lift space at the end of 2021. As is true with all growing companies, there was a learning curve while we brought on the new lines of equipment.

It was important for me to make sure that everyone was knowledgeable, including the mechanics, rental coordinators and even the accounting team. So, now, when a new piece of equipment is delivered, we review its function and selling points as a company. It’s an exciting time, and it’s important that everyone is involved. We’ve continued to grow our fleet, and we’re excited about all the changes happening in the industry and what’s next.

Rental: What have been some of the challenges and successes you’ve had over the years you've been in business?

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is an excellent resource for this.

Learning from others in the industry and how they’ve overcome their own challenges is invaluable.

Rental: What are your top business priorities for 2023?

What about in five years?

Boland Equipment Rental

Boland: One of our biggest struggles as a company is finding good labor.

This is across all departments. Often, people are inexperienced or even intimidated by the rental world. That’s why our hiring philosophy is based more on attitude and personality than existing skills. We believe anyone can be trained to do a job as long as they’re willing to learn. As a small business, we look for people with an entrepreneurial spirit who want to grow with the company, so finding the right person for the job can be challenging sometimes.

Proving myself as a secondgeneration owner has also been a personal challenge that I’ve faced.

Despite having grown up around this industry, my professional background is in corporate fashion, so learning all the new technology and equipment was a process. Now, I’m involved in every facet of the business from accounting to the shop. And, after more than four years in the business, I’m confident I can handle whatever is thrown my way.

Through it all, I believe many

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of our successes have come from these challenges. For example, we have a great team on board. We have employees that have been with us for more than 10 years and newer employees that jumped right in. So, taking the time to hire the right people has really paid off. We have a strong company culture that prioritizes treating everyone with respect and striving to do right by the customer.

You really can’t beat that.

Rental: What's one thing you wish you could change about the rental industry?

Boland: I would love to see more women in leadership positions. There’s so much opportunity out there, and having a diversified company helps bring different perspectives to the table.

Also, there’s no shortage of rental companies in the tri-state area where we’re located. So I always support partnerships with other rental houses. I think the American Rental Association

Boland: For 2023, I want to focus on process and procedure. We’ve been very fortunate and have experienced significant growth in the past few years.

We’re cautiously optimistic about the economy and are still in growth mode, but I want to make sure we grow at a sustainable rate that will set a strong foundation for the future. I often find myself saying, ‘We are open to all opportunities as long as we’re confident we can do a good job.’ That said, we have some innovative equipment coming into our fleet and are looking to make some additional hires to help support the continued growth.

In five years, I hope to build a recognizable brand in the rental industry with a loyal customer base.

If all goes well, we will continue to expand our fleet and reach over time.

Rental: What are some of your favorite hobbies outside of work?

Boland: In work and in life, I am a very energetic person who can’t sit still for long. Whether it’s at the gym or playing sports with friends, I am always doing something active each day. I recently got into paddle tennis, which is a great winter sport that gets you outside. My other hobby is traveling.

I love to see new places, and I try to get out and explore as much as I can.

Portugal is next on my list!

Alexis Sheprek Freelance Columnist

APRIL 2023 33

EYE EYEON ONRENTAL RENTAL//// BY DICK DETMER

Focusing on your Niche for the Future

E

very week rental business owners read about strong rental companies starting up new locations or acquiring existing rental companies. Some of this can be welcome news to rental companies if they would like to have a larger rental company purchase them.

However, this is not good news to many rental companies that wish to continue to maintain and grow their current foothold in their market areas. Consolidation is not over and may be accelerating. There is increasing interest in equipment rental companies. The question some rental business owners and operators are asking is “what can we do to prepare for more, and perhaps stronger, competition?”

Focus on what makes your company different from your competitors: your niche. Even rental companies that have been successful in their business periodically reinvent or redefine themselves.

Some rental companies try to be everything to everybody, and in some market areas, this might be a successful approach, but when I work with my rental business owner customers, I often discover cases where a stronger or different focus can @patpitchaya.stock.adobe.com lead to much more growth and profitability. Having a strong niche or multiple niches can help reduce the risk of increased competition.

Just believing you are different isn’t enough. Perhaps your staff should demonstrate what differentiates your company. At times, it is wise to advertise what you are doing differently, and in other instances, not advertising is best.

These strategies are part of the company’s “secret sauce” or a more comprehensive growth initiative that hasn’t been fully implemented yet. Examples might include expanding into aerial equipment or battery-powered construction equipment, but there might be a shortage of equipment from the manufacturer. If the niches are not temporarily confidential, get the word out. Don’t assume that customers know all that you do. Prove that the

34 APRIL 2023

differences that set your rental company apart matter.

It is relatively easy to branch out with an associated business or jump into a different line of equipment. One strength of independent rental companies is that they can pivot quickly. This agility can also be a negative if the new direction is not vetted properly. Sometimes the glamor of a new opportunity can cloud judgement. Whether one is considering adding another location or embarking on another endeavor, be extra cautious. The new opportunity might turn out to be a drag on your company. No one knows your business better than you do, but consider getting an expert opinion from someone who has worked with a large number and wide variety of rental businesses.

The same is true when considering whether portions of your current business still make sense. Even though certain parts of your company grew your business in the past doesn’t mean they make sense going forward. Sometimes these parts of the business hold the company back by draining financial and labor resources.

Especially considering the tight labor market, it may be the perfect time to trim unnecessary or underperforming portions of your business.

Some or most of one’s business may not need to be adjusted. You don’t want to change the recipe for success and destroy your “secret sauce.” Your company is likely where it is today because of some sound business fundamentals that still make sense going forward. Don’t change these fundamentals.

Accentuate them. Focus even more attention on what differentiates your company in your market area and consider new or expanded niches for your company’s future viability, growth and profitability.

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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