Rental April 2024

EYE ON RENTAL YOU & YOUR RELATIONSHIP WITH SUPPLIERS & CUSTOMERS

APRIL 2024

SAFETY & SUSTAINABILITY THE 2024 AERIAL INDUSTRY REPORT

RENTAL SNAPSHOT TOM BUTTS OF NOR-CAL EQUIPMENT RENTALS Find the latest news at www.ForConstructionPros.com/RENTAL

VOLUME 46 ISSUE 3

APRIL 2024

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We spoke with industry leaders about the status of the market and to what heights the year may take us.

COVER STORY: SAFETY & SUSTAINABILITY

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SECTOR REPORT: TECHNOLOGY

Tech Advances Productivity, Sustainability & Safety Telematics and data management are more common and critical to operations on today’s jobsites.

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IN EVERY ISSUE

GENERAL TOOL

How to Help Customers Choose a Concrete Saw

4 Everybody’s Business

Understand the application to guide customers to the right saw and blade.

5 Market Watch 30 Rental Snapshot

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32 New Products

Your Balance Sheet: A Critical Financial Tool

35 Eye on Rental

The balance sheet can provide valuable information about the health of your business, and also help you ensure the accuracy of your financial statements.

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 IRONMARKETS, 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. 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.

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Published and copyrighted 2024 by IRONMARKETS. 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.

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BUSINESS MANAGEMENT

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Construction Leaders Recognizing & Responding to the Opioid Crisis

3 Challenges & 3 Benefits of Telematics

CONSTRUCTION

Three leaders within the construction industry share their stories of how they recognized and responded to the growing opioid crisis.

SECTOR REPORT: TELEMATICS

Systems must be efficient to navigate and more effective for rental companies and their contractor customers to protectively manage and maintain their fleets.

APRIL 2024 3

EVERYBODY’S BUSINESS // BY JONATHAN KOZLOWSKI jkozlowski@Iron.Markets

EDITORIAL

Lifting Safety

A

few months ago, I connected with Aric Getty, global head and vice president of 3M’s Personal Safety Division for Hearing and Body Protection speaking about safety and fall protection. At the risk of a gutsy pun, the opportunity fell into my lap. At the top of the advice for rental companies was to understand how PPE works in each application. As straightforward as it is, it’s still great advice. Everyone should take a moment and refresh themselves so they can walk customers through safety features. Not to mention run through a maintenance check to ensure things are working as they should.

I bring this up for two points. One, because this issue features Rental’s aerial industry report featuring insight from a small handful of experts within the industry (page 8). Among the voices, you’ll find representatives of MEC Aerial Work Platforms. I happened to catch them during ARA 2024 where we spoke about the industry as well as (surprise) safety innovations of MEWPs. Second, just recently, the International Powered Access Federation (IPAF) launched its third annual global safety campaign. This year’s title: “CRUSHING CAN KILL!” As described in their announcement on March 20, the campaign “emphasizes the importance of training, proper planning, and adherence to safety protocols when operating MEWPs and using pedestrian control mode.”

According to their numbers: Most affected occupations: operators, delivery drivers, technicians/engineers ■ 118 fatalities over the past 10 years ■ 16 major and 5 minor injuries attributed to entrapment ■ 68% of fatalities are attributed to 3a mobile vertical machines (last three years of fatal accident data) Albeit in a different segment, the Lifting Equipment Engineers Association are also addressing safety in the lifting industry. While the focus is more cranes, hoists, rigging gear, and height safety hardware, they’ve come forward with the hashtag #GLAD2024, or Global Lifting Awareness Day. Everyone should be welcome to join in on and share posts, videos, articles, stories, etc.

As these campaigns roll out and the busier side of construction season begins, consider taking a look at your safety protocols on all the tools and equipment (heavy and light) in your fleet. Every time I visit a tradeshow and get a walk-around of the new offerings, there’s always a feature or two designed to improve safety. If they don’t, I’m going to make sure to ask about it from here on.

Anyway, I hope you enjoy this issue. Stay safe out there.

You can find my Q&A with Aric Getty at https://RNT.news/9jlrjrrw

Editor..................................................... Jonathan Kozlowski jkozlowski@Iron.Markets Managing Editor ................................................ Gigi Wood gwood@Iron.Markets Junior Editor ..................................................Merina Shriver mshriver@Iron.Markets

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

PRODUCTION Senior Production Manager............................. Cindy Rusch crusch@Iron.Markets Art Director.................................................... Marcy Murphy

ADVERTISING/SALES Brand Director................................................. Sean Dunphy sdunphy@Iron.Markets Brand Manager, OEM & Construction............Nikki Lawson nlawson@Iron.Markets Sales Representative........................................... Mike Stack mstack@Iron.Markets Sales Representative..........................................Kris Flitcroft kflitcroft@Iron.Markets Sales Representative...................................... Patty Maroder pmaroder@Iron.Markets

IRONMARKETS Chief Executive Officer........................................ Ron Spink Chief Financial Officer................................. JoAnn Breuchel Chief Revenue Officer...................................Amy Schwandt Corporate Director of Sales............................Jason DeSarle Brand Director, Construction, OEM & IRONPROS..................................................... Sean Dunphy VP, Audience Development.......................... Ronda Hughes VP, Operations & IT.......................................... Nick Raether VP, Demand Generation & Education................. Jim Bagan Content Director............................................ Marina Mayer Director, Online & Marketing Services...Bethany Chambers Director, Event Content & Programming..... Jess Lombardo

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 Brand Manager, OEM & Construction............Nikki Lawson nlawson@Iron.Markets

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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 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, Power Rental, and IPAF Elevating Safety.

Use the QR code, so you can stay informed on what’s going on around the industry.

CHAT IT UP

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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 Jonathan Kozlowski, jkozlowski@Iron.Markets.

STAY SOCIAL To stay up to date on the latest happenings around the rental industry, be sure to follow Rental’s social media channels: @Syifa5610.adobe.stock.com

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APRIL 2024 5

MARKET WATCH // FRANCES ELLISON RE-JOINS POINT OF RENTAL Bringing 20+ years of rental industry experience, Frances Ellison has re-joined the Point of Rental Software team as U.S. software support director. She has led teams in both the equipment and event rental verticals and has extensive product knowledge. Frances joins several rental experts returning to Point of Rental’s support team. In recent months, Joe White and Ed Hewitt have also brought 30+ combined years of experience back into the support infrastructure as the company focuses on providing the industry’s best customer service.

HTTPS://RNT.NEWS/HRN63YUW

UNITED RENTALS ADDS BATTERY-ENERGY SYSTEMS FOR TOWER CRANES In a collaboration with Termaco, United Rentals added battery energy systems for tower cranes to its North American rental fleet as part of the company’s low and zero-emission solutions. The system was developed to provide a clean, sustainable power that should enable contractors to reduce fuel consumption and equipment-related downtime while achieving quieter, lower emissions jobsites.

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HERC RENTALS BUYS AERIAL WORK PLATFORMS INC. Borgman Capital acquired Aerial Work Platforms Inc. back in December 2020. As of February 2024, they’ve sold it to the equipment rental company Herc Rentals Inc. During the three-year investment period, AWP’s growth was driven by strategic equipment purchases, fleet diversification, operational improvements, geographic expansion and increasing market share.

ARA SHOWS POSITIVE ECONOMIC OUTLOOK In its updated forecast released at The ARA Show, the American Rental Association (ARA) indicates that the U.S. equipment rental industry’s growth has a fairly positive outlook.

Last quarter, the year-over-year growth was expected to be 7.6% in 2023 and 3.1% in 2024.

The most current projections indicate a 7.9% increase in 2024 totaling $77.3 billion in construction and general tool rental revenue.

“The ARA Rentalytics quarterly forecast reinforces the strength of the rental industry,” said Tom Doyle, ARA vice president, program development. “Rental should benefit with tailwinds from interest rates, inflation, improving supply, a preference to rent, and government and private spending. Rental revenue is again forecasted to increase.”

Looking more granularly at construction and industrial equipment (CIE) growth in the United States, $60.9 billion is the projected revenue in 2024, which is 7.5% growth. In the coming years, 2025, 2026, and 2027, 3% growth is projected. The difference is smaller but still appreciable and more in line with a steadily growing economy, according to the ARA. “We see a slowing of growth this year compared to last year but bear in mind, we have a slowing of inflation this year, as well,” said Scott Hazelton, managing director at S&P Global. “The growth rates tail off in the future years, with growth of 4.3% in 2025 and 3.9% in 2026.”

The current forecast for total Canadian equipment rental revenue shows a 3.1% growth to $974 million in 2024. 2024 growth is stronger in Canada than 2023 growth due to inflation and resilient demand. In addition, Canada’s housing market and non-residential structure construction are both improving.

While CIE investment will decline from previous years, a 7.2% increase is forecasted.

The stark contrast from previous years is attributed to the lack of postCOVID investments in 2024.

As businesses choose rental over ownership, the CIE rental penetration rate follows.

The 2023 estimate of 56.4% is near the pre-pandemic peak.

General tool investment in the United States is not quite as positive of an outlook. There is muted investment growth at 6.8%. Manufacturing is driving the growth and housing is still the weak spot.

“ARA’s quarterly member survey showed conflicting results amongst members with just over half of respondents saying they saw a revenue increase in quarter four, a slight improvement over quarter three which saw an even split between those an increase and decrease,” said Mike Savely, ARA director, program development.

ARA notes that in current forecasts, no state in the United States has a decline in rental revenue growth in the next five years. There are states with weaknesses, but there is still growth.

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STANLEY BLACK & DECKER SELLS ATTACHMENTS BIZ TO EPIROC Stanley Black & Decker is selling off its attachments and hydraulic tools business to Epiroc AB. The sale agreement is for $760 million cash.

Infrastructure is expected to generate $450 million to $470 million in revenue with a mid-to-high teens adjusted EBITDA margin in fiscal year 2023. Stanley Black & Decker expects to use the cash proceeds of the transaction, net of modest taxes, to reduce debt.

AED OPPOSES CALIFORNIA RULE ON INTERNAL COMBUSTION TRUCKS

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CRANE SAFETY REPORT

Steel River has acquired WHECO, significantly expanding Steel River’s capabilities in its existing markets, bringing expansive new facilities and additional technical expertise on board.

The acquisition is also a major step toward Steel River’s goal of building a national comprehensive lifting equipment solutions platform.

The National Safety Council partnered with the NCCCO Foundation to put out a report covering the safety issues in the crane industry. This report lays out some of the biggest safety risks, ways employers can help educate workers to prevent injuries, and different technology suggestions that could be used to improve safety.

For the report, the National Safety Council partnered with the NCCCO Foundation to survey certified crane operators and inspectors to identify the most common hazards in the industry, the top risk factors, and learn about technology solutions to eliminate or minimize injuries. Nearly 2,200 voluntary and anonymous responses from the NCCCO Foundation between July and August 2023 were used to develop this report.

Associated Equipment Distributors (AED) filed suit in the United States District Court for the Eastern District of California challenging the California Air Resources Board’s “Advanced Clean Fleets” rulemaking. AED is one of two plaintiffs in the legal action, along with the American Free Enterprise Chamber of Commerce. The suit challenges California’s “Advanced Clean Fleets” regulation requiring fleet operators to phase out their internal combustion trucks and replace them with zeroemission trucks, starting in 2024.

Equipment dealers have expressed great concern with the rule, particularly as it relates to service and delivery trucks, as well as the cost increases and equipment delivery delays that will ensue.

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STEEL RIVER ACQUIRES WHECO, OPENS TO CRANE & HEAVYEQUIPMENT REPAIR

THE ARA HAS A QUESTION: WERE YOU ‘BORN FOR THIS’?

Other than supply chain issues, one of the biggest challenges has been within the workforce – finding and keeping trades people like mechanics, drivers, tent installers, etc. As a prelude to The ARA Show 2024 keynote session, Tony Conant, ARA chief executive officer introduced the “Born for This” campaign featuring a video each for equipment and event rental. The videos are designed to raise awareness about the various careers within the industry and follow people from childhood hobbies to honing those skills in the present day where they work in the rental industry. An online media and social media strategy AT A GLANCE featuring the Born for This videos will be executed throughout 2024, engaging the tar• $65,626 average position get audience and prospective workforce where they consume news, information and salary entertainment.

• 12,000 rental locations across In addition to the national campaign spots, ARA’s social media channels will feature North America ARA members sharing stories of the point in their lives when they realized they were born • 500,000 equipment and event for rental. The campaign is intended to increase awareness of jobs within the rental jobs created annually rental industry, emphasizing that rental careers offer financially rewarding • 53.5% of all construction opportunities.

HTTPS://RNT.NEWS/NPDAR8GU

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equipment is rented

APRIL 2024 7

COVER STORY //

by Jonathan Kozlowski

Safety & Sustainability By erikdegraaf - stock.adobe.com

We spoke with industry leaders about the status of the market and to what heights the year may take us for this year’s Aerial Industry Report.

R

ental: What is the state of the aerial lift industry? What is your outlook for 2024?

Steve Kiskunas (SK), Product Manager — Telescopic Handlers, Manitou: Right now, we are still seeing very strong demands for telescopic handlers going into rental.

We’ve seen numerous years of strong growth. One of the influences we see here is that the supply chain challenges of past years have led to numerous consecutive years of consistent growth versus one year or two where things saw a big increase then faded away in subsequent years.

2024 will be a strong year for rental with the scope of projects that are underway. The industry itself seems strong, and there’s still high utilization among the rental businesses that we work with, which will lead to more equipment sales into that market.

David White (DW), President, MEC Aerial Work Platforms: Aerials is probably the single biggest component of the construction rental business. Aerial is obviously stronglydriven by large mega projects. There are these mega projects going on in North America that are driving a lot of demand (data centers, semiconductor manufacturing, battery plants, auto plants) Construction is also up. Between the two is putting a lot of demand for aerial lifts.

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Lenny Polonski (LP), Founder, All Access Equipment: Aerial lifts represent a fast-growing segment of the rental industry, with further expansion a near-certainty. The versatility and cost-saving benefits of CMC Tracked Aerial Lifts make them extremely attractive to customers already familiar with their features, as well as to those who are effectively enlightened about their advantages and functionality by rental centers.

Fairly optimistic. There are factors that might cause some to worry about instability. It’s an election year, there are plenty of ongoing events both globally and domestically that could impact the supply chain, and one can never completely accurately predict economic trends—but the actual metrics are very positive: consumer spending grew in 2023, as did overall income and savings; manufacturing investment has reached historic highs; job growth is stable, with a low unemployment rate; and inflation has decelerated. Some post-pandemic tailwinds will likely fade in 2024, but overall I’d say the outlook is good, especially for our industry.

Rental: How has the aerial lift machine changed in recent years? In what ways have they become more sustainable?

Brian Rabe (BR), Product Manager — MEWPs and Forklifts, Manitou: As we look at any innovation, you have

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@JeanPaul - stock.adobe.com

to look at it both from the perspective of ‘is there a prevailing interest for it in the industry’ and ‘is there a functional use for it’.

The biggest example of that right now is electrification. Mobile elevating work platforms are actually well-suited for electrification because it’s not a production-level action or movement those platforms are making. These are all reasons why Manitou has been at the forefront of battery technologies and hybrid designs.

Site infrastructure, in terms of being able to charge battery electric equipment, will still be a consideration, but we definitely see the movement happening in that direction. This leads to great things like lower fuel costs, lower lifetime service costs, etc.

As it relates to mobile elevating work platforms, we see the trend for rental businesses moving towards really paying attention to total cost of ownership. That can be as simple as easy serviceability and parts availability so that each machine spends more time onsite working instead of being down or back at the shop. We’re making it easy to identify codes so that diagnosis happens much faster, ensuring you’re back up and running sooner.

We’re focusing on parts availability and easy access to those

parts. And while that’s a clear uptime advantage, there is also a sustainability play: down equipment requires the movement of trucks, numerous trips back and forth to the shop or the jobsite or the rental business. Each of those movements has a cost. That is an often overlooked element of total cost of ownership: lowering/ minimizing movements has a great effect on reduced fuel costs for trucks, less wear and tear and engine hours on trucks, and savings in labor. It’s not always just about the machine.

LP: Ever-expanding safety features, along with upgraded automation and user-friendly controls continue to enhance the

ON SITE. OFF SITE. ALWAYS IN SITE.

Curb Theft Improve Logistics Track Anything

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APRIL 2024 9

COVER STORY // International Union of Operating Engineers | Photo by Mike Gates, IUOE Business Agent

value of these highly adaptable, efficient lifts. Components such as wireless radio remote controls, automatic self-leveling, and automatic turret centering translate to a safer work environment and, significantly, less potential liability for users or rental companies. Simply put: this is some of the most reliable, innovative, and powerful equipment on the market today. CMC Tracked Aerial lifts are helping skilled technicians to accomplish arbor work, maintenance, and construction tasks at elevated locations with a greater degree of safety and capability than ever before.

As with virtually all equipment across most platforms—and this extends well beyond, but certainly includes, our industry— innovation that reduces cost and carbon footprint continues to evolve and expand. Aside from traditional gasoline engine propulsion, most CMC Aerial Lifts also have the option of plug-in electric motors for exhaust-free use indoors, lithiumion batteries, or hybrid gas + lithium power sources.

DW: I think there’s there’s a continual push or strive for more productivity. One of the new machines that we offer this year [referring to the 3232E Slab Scissor Lift], the previous offerings in the industry required the use of an outrigger, which compromised its productivity. The product we developed

10 APRIL 2024

achieves the stability requirements without the use of the outriggers. There’s constant push and request for machines to be more productive [and] improve efficiency on jobsites.

Gary Crook (GC), Vice President of Engineering, MEC Aerial Work Platforms: People are constantly trying to solve the return on investment. Particularly during COVID, the price of materials to manufacture machines increased at a greater rate than the rental rates that are able to be achieved.

And so MEC are offering many different solutions on ways that makes the machine more valuable and therefore it can command a premium rental rate. Some examples from us are sustainability—something we’ve dedicated a lot of resources.

Safety is another one that we’ve dedicated a lot of energy towards. Those two driving forces have defined our place in the market: innovation directly related to sustainability and safety.

Another safety challenge that plagued our industry for decades is that when people needed to reach up into a tight overhead area they would stand on the midrails. It’s dangerous because then the rails are only up around your knees and the inherent risks of that. I think most people are just trying to do their job quickly and aren’t aware of the personal risks they put themselves at in trying to do that job quickly. We wanted to offer a system whereby they could achieve the task very quickly by a safe method. We called that system Extra Deck, a patented feature, whereby there’s a step that adds 20 in. of platform height. You can immediately pull it down, held up by magnets, elevate this guardrail structure that comes up to the standard 43 in. of height, and a fourth guardrail that you can insert into place. And now you’ve got this elevated, fully protected, workspace that you can go out through a ceiling panel and work in a completely safe manner.

Rental: Where are these innovations being driven from?

LP: Development is moving at historical rates, clearly.

Advancement in today’s climate is exponentially faster than in any previous era in this industry and as new technologies evolve, those innovations, in turn, lead to yet additional breakthroughs. From our standpoint, it’s not so much a question of, “Where are innovations coming from?,” but “Where aren’t such enhancements coming from?” The capabilities of CMC Aerial Lifts today are truly astounding when compared to equipment from previous generations, and there’s virtually no limit in terms of where we may progress in the future.

BR: Innovations are being driven by the application. We have a lot of machines that are being delivered with welding packages, which protects all of the hoses, puts a generator set on there, and allows that user to put a welder right in the basket safely for use onsite. Also, generators in general—there’s

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more tools every day that are being used that require a lot more power than just a battery pack can deliver. We see a lot of basket kits, glazer kits for hauling up glass and windows, pipe cradles, fall arrest kits, and similar packages. As people find new applications for these machines, we see the demand grow every day for new accessories that will help them in their work.

And we’re working with rental businesses to ensure that they have these assets because that will help them with customer retention.

We’re hearing a lot about demands for additional versatility to these product lines. In mobile elevating work platforms, for instance, we’ve really focused on adding capabilities that make control movements and work more efficient and easier.

Whether that’s true multifunction control and operation thanks to our multiple joystick controls and hydraulics, or our off-roading capabilities for working on jobsites of all terrain types—people are really seeing how you can save time each day with more versatile work platforms. It’s not just a dumb lift platform anymore. We are innovating these machines into intelligent people elevation products.

THIS IS NOT JUST A SCISSOR LIFT. IT’S ALL OF THE PARTS THAT MAKE IT A SCISSOR LIFT.

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SK: We’re also seeing that the rental industry really understands and embraces telematics. It’s a great way to see where your machine is, how many hours are on it, where it is at in its service cycle. It provides a great customer service opportunity: if you notice that a machine has been sitting idle for a number of days on one customer’s jobsite, and another customer is inquiring about that style of machine, you can connect with your customer to see if you can pull it off rent to solve another customer’s need. This technology helps rental companies keep track of their equipment, know when it’s time to perform service, and coordinate service repair teams to deliver that service work in a timely fashion. Telematics allows rental businesses to manage their fleet more effectively.

GC: Quite frankly, from the customer. From the demand of project managers that are on jobsites. It’s those opportunities and pain points that become our catalysts for innovation. It comes from safety summits. It comes from the close interaction with customers. Many times there’ll be comments made in a show by customers and that can start the chain of events that leads to an innovation.

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APRIL 2024 11

CONSTRUCTION //

Construction Leaders Recognizing & Responding to the Opioid Crisis Three leaders within the construction industry share their stories of how they recognized and responded to the growing opioid crisis.

T

he National Association of Home Builders (NAHB) began expressing concern about opioids to its members in 2015-2016. The Association of Union Constructors (TAUC) Spring 2018 edition of TAUC’s Construction User magazine was devoted to the opioid issue with the theme “Confronting the Opioid Crisis: What Contractors Can Do Today.”

I have been interviewing industry leaders willing to share their stories of how they recognized and responded to the growing opioid crisis. The industry leaders highlighted in this article were among the earliest to recognize the need to address opioids in the commercial and industrial sectors of the construction industry.

Stigma-Free Kyle Zimmer; Director of Safety and Member Assistance Program, Local #478; International Union of Operating Engineers (IOUE; Hamden, CT) I was introduced to Kyle Zimmer in August of 2016. I was working as Director of Risk Management for a union contractor in the Pacific Northwest. Kyle and I had both been invited to participate in a union training program exploring the issue of mental health, substance misuse, and suicide prevention. This

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meeting was in metro Seattle at the Union Hall for Local #302 of the International Union of Operating Engineers (IUOE).

Zimmer recognized in 2015 how the opioid crisis was adversely impacting the construction workforce. However, the turning point came during the 2016 Labor Assistance Professionals Annual Conference. The agenda included the financial and workforce impacts of opioids. Zimmer began partnering with Greg Williams with a national organization then known as Facing Addiction, which later merged with the National Council on Alcoholism and Drug Dependence Inc. Williams and Zimmer subsequently met with the President of North America Building Trades Union (NABTU) Shawn McGarvey. NABTU enlisted the support of the Construction Center for Research and Training (then known as the Center to Protect Worker Rights) in the formation of the NABTU Opioid Task Force. Excellent resources on opioid risk reduction are available from CPWR and partner organization the National Institute of Occupational Health and Safety.

Zimmer later introduced Williams to Connecticut Attorney General William Tong. Zimmer recounts how this meeting was a turning point leading to an expanded response to the growing opioid crisis in the state. Today, Zimmer serves as an appointed member of the Connecticut Opioid Settlement Advisory

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Committee. In 2023 Zimmer was invited to represent the construction industry at a town hall hosted by the Brookings Institution on the economic impact of the opioid epidemic and its effect on labor supply availability.

The Local #478 Member Assistance Program (MAP) supports 3,200 members and 10,000 total lives, including family members and retirees. The MAP provides allencompassing support for mental health, wellbeing, substance misuse, and treatment and recovery support for substance use disorder. Zimmer is

WHAT STARTED AS A CONVERSATION ABOUT OPIOIDS TOOK A NATURAL TRANSITION TO THE DISCUSSION OF ADDICTION, SUICIDE, AND MENTAL HEALTH OVERALL. —MARKO KAAR, BARLETT BRAINARD EACOTT

program led to the International starting a peer support training program named “It’s Time to Get Uncomfortable.”

Zimmer credits Dwyer for helping to

develop the peer training program.

Approximately 90 peer leaders nationally have been trained in-house by Zimmer, Dwyer, and a cohort of instructors

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quick to point out how important it is to provide a stigma-free encounter by being nonjudgemental while offering personal and confidential support.

The MAP offers weekly support group meetings that are open to all who would like to participate. Member Assistance Program Coordinator Dwyer leads the weekly meetings and trained peers attend and participate as well.

The success of the Local #478

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✓ 13 ft and 19 ft platform heights ✓ 500 lb platform capacity ✓ AC electric drive performance ✓ 20” rollout extension deck ✓ Low GVW, fits standard elevator

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APRIL 2024 13

CONSTRUCTION //

representing various disciplines who help teach peers how to help workers tackle the challenging lifestyle issues that can temporarily disrupt or derail careers. The goal of a MAP and peer support program is to help employees address lifestyle challenges and regain and retain employment.

A State-Wide Stand-Down Marko Kaar; Director of Safety Operations, Bartlett Brainard Eacott (BBE; Bloomfield, CT) One of the signatory contractors Zimmer partnered with is Bartlett Brainard Eacott. Marko Kaar is the longtime Director of Safety Operations for BBE. Kaar and Zimmer collaborated on opioid awareness and risk reduction initiatives back in 2016-2017.

Both were active in promoting mental health awareness and suicide prevention. They jointly presented on suicide prevention and the opioid crisis at the December 2017 State of the Union Construction Industry Forum for The Association of Union Constructors. I joined Zimmer and Kaar as a co-presenter for a TAUC webinar in July 2020 on suicide prevention and the opioid crisis.

Zimmer and Kaar were active members in helping the Connecticut Construction Industries Association conduct a statewide opioid stand-down in Connecticut in 2019. This followed the successful first statewide opioid stand-down in Massachusetts in 2018. Kaar said the “state-wide stand-down was attended by over 500 employees at all levels of organizations around the state. Attendees included project owners, contractors, labor representatives, the Governor, Attorney General, and other state officials. What started as a conversation about opioids took a natural transition to the discussion of addiction, suicide, and mental health overall.”

Kaar reminisced how it was “truly humbling to have employees offer a look into their personal experiences (ten years in recovery, recent suicide in the family, injuries that led to opioid addiction), while offering sincere thanks, and in some cases, heartfelt hugs, for offering an opportunity to recognize the issues that so many face.”

Kaar is excited to see how “awareness around opioids, addiction, and naloxone has increased tremendously over the past 6-8 years.

Contractor groups around the country are addressing the issues, and company owners are frequently speaking about their own commitment to opioid mitigation, many times based on personal experience.” To Kaar, “opioids are not just a safety issue, it impacts wellness, employee retention, and profitability as well. The numbers are upside down on so many sides of the discussion.”

14 APRIL 2024

LIGHTNING STRIKES TWICE IN LESS THAN 1 YEAR

By Dr. John S. Gaal On October 22, 2022, my wife Mary and I boarded SWA flight 928 heading to Las Vegas for an international conference where I was scheduled to make a presentation. Less than 1 hour into our journey a woman’s scream came from across the aisle. Immediately, the flight attendants called out for assistance from any First Responders onboard. I jumped from my seat to find a young man passed out. Another man helped me carry this person in need of medical attention to the galley in the back of the plane. On my way back, I called out to Mary and asked that she “throw me the Narcan (naloxone) from her purse”.

Fortunately, the man who assisted carrying our victim was an Emergency Room doctor. He found no pulse or breathing.

After “heated” discussions concerning a plan of action with the pilot and crew, I made some observations: sweating, vomit, unresponsiveness to a sternum rub, and pin point pupils. I suggested that this young man was in opioid overdose.

And, that I had Narcan and was going to use it. Within 3 minutes of administering the Narcan, this young man came back to life…within 10 minutes he was back in his seat for the remainder of the flight.

Fast forward to September 26, 2023, Mary and I were performing our monthly service at an inner-city food shelter.

Upon closing up for the evening, Mary noticed a crowd gathering on the parking lot. As she approached this area, Mary saw a young man passed out with another person leaning over him administering a nasal mist dose of Narcan.

Mary served as the time keeper (knowing that if there was no response another shot would be required in 3 minutes).

She also asked people gathered around if anyone was carrying Narcan. No less than 3 of the homeless people nearby offered their supply. It took 2 more doses of Narcan to revive this young man.

During COVID, Mary and I decided to get trained on what naloxone is and how to use it. After all, 5 of our friends have lost sons between the ages of 24-36 to the opioid crisis since 2016. It took less than 1 hour to learn to do this at a level we can now train others. I can honestly say that as a construction worker, I have taken standard first aid and CPR training many times over the past 40 years but never used it. A Chicago pharmacist recently published an article stating that Narcan is the new CPR.

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Reviving Victims Dr. John S. Gaal; Director, Worker Wellness Missouri Works Initiative (St. Louis, MO) Dr. John Gaal is a construction leader who served a majority of his career as an apprenticeship training director for the United Brotherhood of Carpenters and Joiners union in St. Louis. Gaal is a suicide loss survivor of his son John, Jr. Gaal has been an active presenter for the apprenticeship committee of the International Foundation of Employee Benefit Programs. Gaal was one of the earliest voices in construction speaking about the risk of opioids and suicide.

I invited Gaal to share the unique perspective of both he and his wife

participating in reviving victims of opioid overdoses using naloxone (Narcan).

Naloxone was approved by the US Food and Drug Administration as an over-thecounter medication for the reversal of opioid overdoses. A prior article in this series on opioids covered the Alliance for Naloxone Safety in the Workplace .

Gaal joined Kaar and a number of other leaders as founding members of the ANSW. The moral of these stories is that in order to help others, one must be in the right place…at the right time…with the right set of skills!

They highlight how three representative construction leaders recognized and responded to the

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challenges of opioids. Kyle Zimmer, Marko Kaar, and John Gaal are three of the earliest advocates for opioid risk reduction in the construction industry. In late 2016, after collaborating with Zimmer, I began expanding my education of workers, contractors, and labor leaders on the risks of opioids.

Many other leaders have been early adopters that did not get acknowledged in this article. The combined efforts of all such contributors created the momentum being experienced today.

Cal Beyer, CWP Sr. Director, SAFE Workplaces

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APRIL 2024 15

SECTOR REPORT: TECHNOLOGY //

Tech Advances Productivity, Sustainability & Safety Telematics and data management are more common and critical to operations on today’s jobsites.

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elematics is a prime example of how construction equipment has undergone a technological transformation during the past decade, resulting in significant improvements in productivity, efficiency, safety and environmental impact, noted the Association of Equipment Manufacturers (AEM) in its recent white paper, “Benefits of Construction Equipment Technologies and Their Impact on Society.”

AEM notes the growing widespread adoption of telematics, attributed to state and federal funding to create: ■ Efficiencies and long-term ROI ■ Incentives to drive adoption ■ Education of key stakeholders to understand the value and securing of needed infrastructure for the technology to work Machine telematics offer advanced analytics used to remotely monitor and optimize machinery assets—tracking location, use time (uptime), diagnostic fault codes, fuel consumption, operating behavior and prescriptive maintenance.

In addition to machine and grade control, engines and drivetrains, and digital control systems, telematics have served over the past three decades to achieve a 79% reduction in worksite injuries, 83% reduction in worksite fatalities associated with equipment, 96% reduction in NOx and particulate emissions per gallon of diesel fuel consumed and a 13% reduction in carbon dioxide emissions per machine hour.

Machine telematics have been enabled by other technologies such as GPS tracking and satellite positioning, high-bandwidth internet connectivity, smart sensors, advanced imagery, advanced computation and networking, and cloud computing.

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Trimble’s Mike Granruth, original equipment manufacturer (OEM) business development manager, points out that telematics have evolved from knowing where a piece of equipment is to knowing what that equipment is doing.

“That type of information empowers not only those in charge of managing equipment but also those who manage jobsites and the business as a whole,” he added. “It all ties to the concept of executing a project that is on time, on budget and all done safely.”

Granruth noted that all major equipment manufacturers now offer some level of connectivity and telematics on new equipment.

GEOFENCING Geofencing allows managers to set alarms and generate alerts when a machine reaches a certain area, noted Ted Polzer, Case Construction North America director of product and customer support.

Managers can set up geofences around areas that they don’t want a machine to be able to access—such as a low marshland near a construction site—enhancing safety, security and environmental impact.

SENSORS Telematics’ data-gathering sensors monitor how much fuel or diesel exhaust fluid (DEF) is in a machine, mitigating challenges such as having a crew show up in the morning to discover that equipment is low on DEF, AEM noted.

Telematics also drive fuel savings by slashing fuel consumption.

According to Granruth, without telematics, managers don’t have the machine visibility needed to put procedures in place and change operator behavior, such as allowing a machine to excessively idle, which is hard on an engine and after treatment system and wastes fuel.

The AEM whitepaper stated that www.ForConstructionPros.com/RENTAL

10% to 30% of the fuel consumed by construction equipment is from nonproductive idling, with telematics reducing nonproductive idling by an average of 10% to 15%, which also leads to a positive environmental impact and jobsite efficiency through analyzing equipment use.

A good equipment manager can start to get a handle on whether certain equipment is even necessary, Polzer pointed out.

MAINTENANCE Predictive or condition-based maintenance is another benefit, AEM noted. While preventive maintenance is driven by engine hours, being able to monitor equipment remotely allows equipment managers to be timelier on maintenance in a way that has the least impact on downtime, industry experts say.

Telematics systems also have fault code functionality, with different sensors monitoring if the engine and other machine components are working correctly, which can be done remotely, enabling equipment managers to avoid unplanned downtime by scheduling service when critical fault codes emerge.

That keeps equipment running in peak condition and projects on track, according to the AEM whitepaper.

While preventive maintenance focuses on scheduling routine maintenance, predictive maintenance actively monitors machine performance to determine which maintenance needs to be done and when.

That helps determine when certain components should be replaced before failure. For example: telematics data may show that hoses on an excavator tend to break after a third spike in hydraulic pressure.

Using predictive maintenance and monitoring telematics data, an equipment manager can decide to replace that hose after the second spike before a failure is likely to occur and

may further save downtime by doing the hose replacement during the machine’s normal scheduled maintenance, AEM noted.

Polzer said it’s also important to make it easier for equipment managers and technicians to access and use telematics data. For example, Case Construction Equipment integrates telematics data with its often-consulted electronic service manuals.

Trimble differentiates equipment analytics from telematics “because more and more what’s happening is you hear buzzwords like AI, prognostics and predictive whereas telematics traditionally has been a reactive field— meaning hours, location and maybe some fault codes,” Granruth said.

TREND IDENTIFICATION & COST REDUCTIONS Trimble is driving more towards the analytics and analysis aspect “so you could do some ‘what if ’ scenarios, looking at the data, and identifying trends,” Granruth added.

The benefit of using telematics data for construction companies is to detect patterns and find information that helps reduce costs, improve efficiency, mitigate risks, promote safety, and make better financial decisions, noted Russ Young, chief business development officer, Tenna.

Key categories that should be available in any asset management system include: ■ Asset tracking: Asset location; movement; and usage of construction assets, such as equipment, vehicles and materials ■ Fuel consumption: Identify areas where improvements can be made, leading to significant cost savings, especially for fleets of vehicles and equipment ■ Driver behavior: Monitoring speeding, harsh braking and acceleration, and idling ■ Maintenance: Monitor the APRIL 2024 17

SECTOR REPORT: TECHNOLOGY // condition of vehicles and equipment to identify potential maintenance issues and setting use-based preventive maintenance schedules ■ Productivity: Track the productivity of workers and teams to identify areas for improvement and to make better resource allocation decisions Equipment use is particularly important when it comes to fuel usage, Granruth said. Adding idle time is a significant cost for any sized construction company. While it’s often the low-hanging fruit, reducing it through telematics implementation saves fuel costs in the operating budget, he said.

Machine health is another key category, Granruth said.

“It’s all about maximizing uptime through the analysis of fault codes and remotely diagnosing problems. If there’s a particular problem in the field and you can remotely identify that, you can prepare to remedy that—from what parts you need, what service you need, and what we often call the first-time fix rate,” he added.

“If you have to send a technician to fix the machine, you don’t want to have to go out there one time to diagnose it and then another time to have to fix it.”

Tony Salati, senior regional manager for Earthwave Technologies, said usage and asset productivity are prime telematics data categories.

The company’s GPS-based FleetWatcher monitors vehicle speed relative to posted speed limits, fast starts, hard braking and hard turns from a FleetWatcher app or in-vehicle device.

It flags unauthorized users when an operator signs onto a piece of equipment on which they have not been trained or certified.

The escalating idle alert feature pings supervisors when equipment sits idle for a period.

18 APRIL 2024

The Jon M. Hall company has FleetWatcher installed on 220 pieces of construction equipment and 170 on-road assets. The company reduced idle hours by 23,000 the first year, a savings of $1 million of which $300,000 was fuel savings.

Gathering telematics data is “a way to be onsite without being onsite, letting your iron tell the story of what’s really going on with projects and not just through timesheets and phone calls,” says Salati.

Equipment costs are often the second highest in many companies to labor costs, said Granruth, adding telematics mitigates such expenses.

IMPROVED OPERATIONS Young said it is important to gather telematics data because it can help improve operations in several ways: ■ Reducing costs, such as fuel consumption, driver behavior and maintenance: Location data can point out where equipment is being hoarded or attachments are going missing.

■ Improving efficiency in asset use and worker productivity: For example, seeing resource allocation and maintenance schedule data together ensures

that all needed assets for a jobsite are in proper working condition and dispatched on time.

■ Mitigating risks such as theft, damage, and accidents: For example, geofence or afterhours motion data can generate alerts if assets are moved outside of a designated area or during non-working hours, preventing theft and helping recover stolen equipment more quickly.

■ Improving safety: Pairing dash cams with telematics can further protect companies and drivers from unfair litigation.

■ Making better decisions about resource allocation, scheduling and maintenance: Identifying underused or overused assets helps make more informed purchasing decisions or avoid unnecessary rental costs.

■ Reducing environmental impact: Identifying ways to reduce fuel consumption and emissions helps companies reduce their environmental impact and meet sustainability goals.

THE NEED FOR ACTIONABLE DATA What data point is important is

Telematics and data management can assist contractors, operators and rental shop owners. Photo courtesy of Trimble

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determined by the contractor, Salati noted. Granruth concurred.

“The best approach is to understand the user of the data, and then more importantly, what action they’re going to take with the data,” he said.

An OEM looks for data that drives an understanding of equipment performance, its emissions and whether it meets regulatory requirements, Granruth said.

Dealers seek parts and service information.

“They sell you the machine, but just like in the automotive industry, it’s now about the repeat business for parts and services,” Granruth said, adding the end user focuses on data elements around productivity, fuel usage, and utilization.

More is not necessarily better where data is concerned, Young pointed out, adding more important is that data is ingested and returned in a meaningful way that identifies trends, patterns, and problems.

Actionable data versus receiving all of the data is critical, as indicated in the article “3 Reasons to Start Using Actionable Fleet Technology Data,” which outlines how fleet technology, including video telematics and IoT devices, can help increase a construction contractor’s revenue and advance efficiencies to improve the fleet’s bottom line.

Real-time actionable data is critical to making quick operational decisions, Salati noted, adding otherwise, it’s all summary data.

Data speaking to the key goals of reduced costs, increased productivity, and improved safety and risk mitigation is required. It should be presented in meaningful dashboards or reports that identify trends and spot issues to make it easier for different departments and teams within a construction company to collaborate and communicate, said Young.

Rental companies derive benefits

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from telematics data through better billing and planned asset maintenance, noted Salati.

“Rental companies make money by renting equipment. To do that effectively, they need to essentially minimize machine downtime,” Granruth noted.

“A typical rental company will rent you a piece of equipment, but they’ll already have the next person lined up to take that equipment even before you bring that equipment back.

“The worst thing that can happen to them without having any kind of insight into the machine is you bring back the machine and it’s broken, or it’s used more hours than you thought.

Now, they’re unable to rent that piece of equipment because they have to perform … service on it, whether it’s something as simple as changing the oil or doing some kind of more costly … maintenance.”

Telematics data can be leveraged to remotely report machine hours and fault codes in such a way that before the company renting the machine returns it, the rental company knows it will have to carry out maintenance before letting it leave the lot again, Granruth noted.

“Certain rental companies may rent you a piece of equipment on a fixed contract. They’ll say that they’re renting it to you for 400 hours a month to be used for whatever you’re going to use it for. Without telematics, they have no insight,” he said.

“A week into that contract period, you could be in 350 hours, and you still have three more weeks to go. They run into two problems. One is you bring it back, and it’s got 700 hours on it and they thought it was only going to have 400. Now they can’t rent it. The [second and] bigger problem is now they have to try to collect more money from you after you’re done with the machine.”

Of the many benefits rental companies derive from telematics data, operator or driver data can protect a

rental company from liability if the equipment is being used at excessive speeds or in otherwise dangerous ways, Young said.

Smart equipment management is a modern, transformative approach integrating advanced technologies and intelligent systems that optimize construction equipment monitoring, use and maintenance, as noted in “Smart Equipment Management: IoT Integration in Construction.”

As the article “5 Skills a Telematics Point Person Needs” indicates, equipment owners using telematics to monitor remote equipment should find the right point person to monitor telematics. This person should have a balanced set of technical, equipment and fleet-management skills. They will be key to rallying the company behind the technology and quickly building return on investment.

Granruth noted that in site management, while the focus tends to be on the machine, decisions are made at the site level.

“Think about it in three tiers,” he said. “There’s managing the machine— that’s somebody like a fleet operator or an equipment manager whose sole job is to manage equipment.

“Managing the site is the collective piece. The third piece, which they all tie together, is managing the business.

The fleet operator or fleet equipment manager [keeps] the machine running on the job; the supervisor or foreman [keeps] the site running efficiently and effectively, and then [the person] managing the business [does] it in a cost-effective way. They are all part of one thread in this equipment space.”

Carol Brzozowski Freelance writer covering the construction and related industries.

APRIL 2024 19

GENERAL TOOL //

How to Help Customers Choose a Concrete Saw

Understand the application to guide customers to the right saw and blade.

Image courtesy of STIHL and United Rentals Inc.

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hen it comes to cutting concrete, asphalt, tile, brick or other hard materials, choosing the optimal concrete saw and saw blade is critical to maximizing efficiency and ensuring precise, clean cuts. Using the appropriate tool is also vital for the safety of the operator and protection of the equipment. The wrong saw can fatigue the user, increasing the risk of an accident. Trying to force a tool to make a cut it isn’t designed for also poses safety concerns and potentially slows the work.

20 APRIL 2024

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The variety of concrete saws and blades available, each with different but often overlapping applications, can make it difficult for rental customers to know which tools are right for their needs. Rental companies play an essential role in helping customers navigate their options.

Communication is crucial to ensure a good match.

Customers need to know the difference between the various concrete saws and blades available, and rental companies need to understand what jobs the renter plans to tackle.

COMMON TYPES OF CONCRETE SAWS Most rental companies carry the four common types of concrete saws below in their fleets. The best saw to recommend depends on a host of factors, including the material being cut, the shape of the cut, the cutting depth and the project location. For example, renters will need a different saw for making long, straight cuts on pavement vs. making precision square cuts for windows, and potentially, different saws for working indoors vs. outdoors.

CUTOFF CONCRETE SAWS Handheld concrete saws, or cutoff concrete saws, use a circular diamond blade to cut concrete as well as asphalt, metal and masonry materials. Compact and versatile, cutoff saws can handle a wide range of tasks, such as cutting through concrete walls, slabs and floors, performing plumbing and electrical installations and demolishing concrete and infrastructure wreckage.

For quickly cutting and adjusting building components onsite, a small, handheld cutoff saw is ideal.

A cutoff concrete saw can also be mounted on a table and equipped with a tough diamond or carbide masonry blade to make shallow, clean, precise cuts in brick, block or stone.

CONCRETE CHAINSAWS As their name implies, concrete chainsaws use a chain with cutting teeth to slice sharp angles and square corners in concrete, blocks, brick and stone without overcutting. A diamond-coated, water-cooled chain runs along the perimeter of the oblong blade.

Concrete chainsaws are small and handy for accessing hard-to-reach areas. They are ideal for breaking up and removing large concrete sections during demolition, creating joints and cutting openings for windows, doorways, beam pockets, HVAC components and electrical boxes.

Image courtesy of Husqvarna Construction Products and United Rentals Inc. www.ForConstructionPros.com/RENTAL

APRIL 2024 21

GENERAL TOOL //

KEY QUESTIONS TO ASK CUSTOMERS Guiding customers to the most appropriate equipment requires a conversation. Customers may not always know what information to provide, so rental companies should be prepared to take an active role in learning about the intended applications.

• How big is the job?

• What material(s) are being cut?

• How deep do the cuts need to be?

• What’s the shape and length of the cuts, and how clean do they need to be?

• What is the work surface like—horizontal, vertical, sloped, hard to reach?

• Will the work be performed indoors or outdoors?

• Will you be working in wet conditions?

• What power sources are preferred, and what is the availability of electricity or air compressors?

• Is a water supply available for wet cutting?

The answers will point sales reps to the best saw and blade to recommend. They will also give an idea of the experience level of the renter, which could influence the recommendations, as some saws are easier to use than others.

CONCRETE WALL SAWS Concrete wall saws are designed to make precise vertical and horizontal cuts in walls or sloped surfaces made of concrete, stone, asphalt or cinder block. They are often used to cut apertures for doors, windows, plumbing and electrical.

Typically, these saws are fitted with a diamond blade and mounted on a track to support them during operation.

WALK-BEHIND CONCRETE SAWS Sometimes called floor saws or street saws, walk-behind concrete saws are large, heavy, wheeled saws that are pushed from behind. Some models are self-propelled, which makes it easier for the operator to move the saw forward and backward.

These heavy-duty saws cut long, straight lines and are ideal for work on asphalt roads, concrete floors, driveways, sidewalks and slabs.

DISCUSSING POWER OPTIONS Rental companies should point out to customers the different power source options available and the factors that may influence choosing one over another.

Customers may not know that many saws are available in gas, corded electric, battery, pneumatic and hydraulic models.

Gas saws are the most powerful and make quick work of cutting materials such as concrete, asphalt and steel with fewer passes.

22 APRIL 2024

Electric saws are less powerful, but they also weigh less, emit no fumes, cause no gas headaches and are easy to start. They perform well as general-purpose saws and on indoor tasks where electricity is available. Wet cutting is not recommended with these saws.

For light-duty indoor or outdoor tasks and work in confined spaces, a batterypowered saw with zero emissions, less noise and maximum portability might be the optimal choice.

Pneumatic saws are useful for making fast, simple cuts, and like battery-powered saws, they are low maintenance. Hydraulic saws offer a lot of power for their weight, but they require a hydraulic power unit.

GUIDING CUSTOMERS THROUGH BLADE SELECTION Another critical decision rental companies can help customers with is the type of saw blade to use. Many contractors will need a variety of blades, while a homeowner may need just one.

Customers should understand that different blades are designed to cut different materials at fast or slow speeds.

Choosing the right blade for the material and matching the speed rating of the saw to the safe operating speed of the blade will improve the quality of the work and help preserve the longevity of the saw and blade.

Blade choice affects the amount of dust generated. Saws designed for wet cutting, which feature a water attachment to cool the blade, also minimize dust. This provides a clearer field of vision and reduces the health risks associated with dust inhalation. One downside: Wet cutting generates slurry, which must be contained or removed.

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WHEN TO CHOOSE… DIAMOND BLADES Diamond blades feature synthetic diamond particles embedded in a steel core. Known for their performance, durability and temperature tolerance, diamond blades suited for concrete saws come in three main types: ■ Segmented blades. These blades feature gaps between the diamond segments to provide faster cooling and debris removal. They make rough cuts in concrete, asphalt, brick and limestone. They are dry-cutting blades, meaning they don’t need water to cool them during operation, though they can be used with wet cutting. Dry cutting requires repeated short cuts.

■ Continuous-rim blades. The solid, continuous rim of these blades makes slow, clean, smooth, precise cuts on materials such as granite, porcelain, marble and tile. They require a water stream to cool them during operation.

■ Turbo-rim blades. The aggressive turbo-rim blade, which features a continuous, serrated rim, is ideal for making fast, smooth cuts in natural stone, concrete, brick, tile and masonry. Blades of this type are available for dry and wet cuts.

ABRASIVE BLADES Abrasive blades, also known as abrasive cutoff wheels, are circular blades made of silicon carbide or aluminum oxide. They are often ideal for cutting softer materials such as asphalt, green concrete and brick.

Less expensive than diamond blades, abrasive blades do have downsides. They create a considerable amount of dust. They are also less durable than diamond blades and can crack or shatter unless they are reinforced with fiberglass and a strong bonding agent.

Understanding the strengths and weaknesses of the types of abrasive blades the store offers can help employees intelligently discuss the pros and cons.

BUILDING A STRONG RELATIONSHIP Rental companies play an important role in helping customers choose equipment that will lead to positive results and fast, efficient project completion. Taking the time to understand customers’ needs and providing valuable advice lays a foundation for trust and helps nurture repeat business.

Victoria Grandal Content Marketing Specialist, United Rentals

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APRIL 2024 23

BUSINESS MANAGEMENT //

The balance sheet is one of the most underutilized financial tools in business, and it shouldn’t be. It can provide valuable information about the health of your business, and also help you ensure the accuracy of your financial statements.

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our balance sheet is the financial statement that tells you what you own and what you owe. The balance sheet lists out your assets—cash, receivables, inventory, equipment; your liabilities—payables, credit cards, loans; and your equity—owner contributions, distributions, and retained earnings. Your balance sheet tells you the “net worth” of your business. While this net worth is not the market value of your business, it does help you to see how healthy your business is. A balance sheet is a point-in-time report. This means that your balance sheet represents the various balances you own and owe as of a specific date. Typically, you run a balance sheet on the last day of the month to use as a part of your monthly financial analysis.

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Your Balance Sheet: A Critical Financial Tool

WHAT’S ON THE BALANCE SHEET?

REVIEWING YOUR BALANCE SHEET

Assets The assets section of your balance sheet lists out the various assets that your business owns, including your cash, receivables due from customers and others, inventory, and fixed assets.

Liabilities The liabilities section of your balance sheet lists out what you owe to others, whether it be to your suppliers, your bankers, government agencies, related entities, etc.

Equity The equity section of the balance sheet represents the owner’s value in the business. This section will show money contributed to the business by the owner, money taken out of the business by the owner, and retained earnings. Retained earnings are those earnings from prior periods.

Current vs. Long-Term Further breakdowns in your balance sheet will separate your current assets and liabilities from your long-term assets and liabilities. Current assets are those assets that can be converted into cash within 1 year.

Examples of current assets are cash, accounts receivable, inventory, and other short-term assets. Long-term assets are those assets that will take longer to convert to cash.

These are items like buildings, equipment, and vehicles— assets that you can’t sell easily or wouldn’t get the full value if you were to sell quickly.

Your balance sheet also helps to ensure the accuracy of your financials as a whole. You should review your balance sheet regularly. You should understand every account and every balance that is represented. If there is a loan on your balance sheet for a car that was traded in 3 years ago, it’s likely the loan payments were not being recorded correctly. If they weren’t recorded correctly, then the interest expense was probably over or understated. This could reflect an error that crosses over multiple years.

If you find that you have negative balances on your balance sheet, this likely also represents transaction errors. Something may have been posted to the balance sheet account that should have been recorded as an expense. Or, it’s possible there were duplicate transactions recorded.

While many business owners only pay attention to their profit and loss statement, it’s important to review the accuracy of the balance sheet to ensure the information reported on the profit and loss statement is reliable.

Make sure you always know what every account is, why it is there, and be sure that the balance seems reasonable. If you know that you do not have $200,000 in the bank and you’ve never had $200,000 in the bank, then a $200,000 balance on your balance sheet in your bank account is not reasonable. Investigate.

YOUR BALANCE SHEET AND THE HEALTH OF YOUR BUSINESS

USE IT!

Your balance sheet can help you to evaluate the health of your business. A healthy balance sheet will have more assets than liabilities. If your total assets equal more than your liabilities, then you can have some level of comfort, knowing that you have enough cash, or things that can easily be turned into cash, to pay off your liabilities. If your total assets balance is less than your total liabilities balance, your business doesn’t have enough assets to cover its liabilities. You’re highly leveraged. If you had a slowdown in the business, you would struggle to meet your payment obligations because you don’t have enough reserves.

Bankers, investors, and potential acquirers use the balance sheet to evaluate the health of the business. You may have a strong-looking P&L, but if you are managing your cash and resources poorly, your balance sheet will show it.

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Understanding the importance of your balance sheet and the critical information it provides is essential to your regular financial analysis. Your balance sheet review should be part of your regular evaluation of business performance. You should understand every account on your balance sheet and each balance represented. And, you should look to see improvements in your balance sheet each month – Asset balances growing or Liability balances decreasing.

Shauna Huntington Founder and CEO, Fortiviti

APRIL 2024 25

SECTOR REPORT: TELEMATICS //

3 Challenges & 3 Benefits of Telematics Systems must be efficient to navigate and more effective for rental companies and their contractor customers to proactively manage and maintain their fleets.

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elematics has become table stakes industrywide—today, everyone expects standard connectivity to all their lift and access equipment.

In the early days of telematics, customers wanted access to all the data from the machine. Then, there was a period when customers said that they were getting too much data and requested less. Today, the pendulum has swung back in the other direction, and users are again wanting more data from the machine, asking for even more than ever before.

To meet this demand, manufacturers need to structure their telematics solutions in a way that is more efficient for contractors to navigate, more meaningful in the way the system provides the data and more effective for them to use the data to proactively manage and maintain their fleets.

3 CHALLENGES There isn’t one industry over another that benefits more from using telematics. If the application requires the use of equipment that moves, it benefits from telematics.

A trend that has reemerged from this is customers asking for deeper machine insights. Three challenges face the equipment industry today when it comes to data and telematics.

1. ACTIONABLE DATA Historically, customers have been overwhelmed by the amount of data available through telematics, so they asked to receive less. This resulted in too little data being provided. Customers want more data, but they want it in a way that makes the data actionable and digestible.

That means customers need a way to access the data through their telematics systems that allow them to manage the data and prioritize the information they most want to view.

■ Equipment maintenance pages ■ Maps that include machine location and geofences

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■ Reports on many other data points, including diagnostic trouble or fault codes Having actionable data also means that telematics systems need to be more effective to use. For example, it’s always been a challenge with certain functionalities like geofences, which are great tools but are operationally difficult to develop and maintain.

2. CONFUSION The industry gives equipment owners and operators mixed messages about telematics, creating confusion about what users should do with telematics and how their businesses should manage the data. On one side, manufacturer-specific solutions offer rich insights about a brand’s equipment, but sourcing telematics from multiple manufacturers can take a lot of effort to manage.

On the other side, investing in one third-party telematics solution may be easier to manage but with fewer data points and equipment insights.

Trade-offs will always come with this decision because there is no one-size-fits-all answer. The right telematics solution will be the one that meets each business’s unique needs and goals.

3. CONNECTED JOBSITES When considering how telematics can or will be used on jobsites, the decision isn’t all about weighing the pros and cons of a program’s specific benefits. It’s also about the logistics of working on a connected job site. A couple of questions users need to ask are: ■ Is there connectivity infrastructure available onsite, such as cellular or WiFi service?

■ If infrastructure is available, can work crews have connected devices on sites to access telematics information?

Telematics show where and how equipment is operating by providing high-level or finite details on several machine systems.

All photos courtesy of JLG Industries

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APRIL 2024 27

SECTOR REPORT: TELEMATICS //

3 BENEFITS 1. INCREASED MACHINE UPTIME Telematics show fleet managers where and how equipment is operating by providing high-level or finite details on several machine systems, including: ■ Location to help with service planning and to decrease downtime for field techs ■ Diagnostic trouble or fault codes to address machine issues and get them back to work quicker ■ Machine hours to help with billing and knowing when to service the machine ■ Battery status ■ Machine use ■ Setting geofences/time fences to protect the equipment investment and to be notified on machine use (leaving a particular area or being used before/after a designated time) ■ Schedule maintenance tasks Access to this type of information allows users to manage machine usage more efficiently and effectively.

2. ENHANCED PRODUCTIVITY & MACHINE PERFORMANCE Many telematics solutions also have tools to analyze fleet and operator data and determine the overall effectiveness of a machine in a particular situation. Sharing usage and operator data can significantly improve onsite efficiencies. By using telematics in conjunction with other digital tools, such as building information models, contractors can streamline the planning phase of projects to select the right machine for the job.

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28 APRIL 2024

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3. DECREASED DOWNTIME Telematics can also help manage the servicing and maintenance of machines. For example, analyzers to remotely diagnose machine issues and coordinate the tools and parts needed for onsite repairs.

Telematics solutions can also provide users with the opportunity to receive automated reports and immediate notifications when issues arise. In addition, fleet managers can use telematics programs to proactively schedule maintenance, reducing unnecessary service calls and equipment failure.

Telematics can also help equipment owners and users plan for site visits and rental services, such as equipment deliveries.

CHANGING JOBSITES

As connected construction sites continue to evolve, telematics provide a foundation and infrastructure for other technological advancements in safety and productivity. For example, telematics historically offered more data points from machines with combustion engines. However, today, they provide information on electric equipment.

During the next decade, telematics will continue to evolve to include even more machine information on electrified products, more finite details from the equipment’s integrated sensors, live/real-time video feed footage, in-the-moment servicing of machines, additional semi-autonomous functionality and much more.

Ara Eckel Yesterday’s telematics could only do so much. The next generation of telematics is an Internet Senior Manager of of Things platform, offering true, two-way fleet connectivity and machine interactivity.

Connected Solutions, JLG Industries

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APRIL 2024 29

RENTAL SNAPSHOT //

A DESIRE TO BE UNIQUE Celebrating its 20th anniversary in 2024, Nor-Cal Equipment Rentals has evolved into a unique, electrifying company. Part of that ingenuity comes from owner Tom Butts.

Rental: How did you first get your start in the rental industry?

I started in the rental business by chance, to be honest. A friend of mine who was working for a locally owned rental company (owned by another friend’s dad) was being promoted, but they needed to replace him and couldn’t find anyone. Reluctantly, I was called into duty. At the time, I was having a lot of fun just being a kid, hanging out and not doing much. But once I was hired and started working there, I found a love for the business and industry.

I held a lot of positions over the years including being a yard man, delivery driver, dispatcher, and manager. As time went on, I felt a desire to open and start my own rental center.

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

Nor-Cal Equipment Rentals started in May 2004. There was always a belief that we could be different and separate ourselves from the rest. We’ve always been customer service-oriented, doing things the “old school” way. We’re available 24/7 and do our best to

Tom Butts and wife, Kaycee.

Nor-Cal Equipment Rentals owner Tom Butts and his family stand in front of sponsored NASCAR truck #76, driven by Spencer Boyd.

All images provided by Nor-Cal Equipment Rentals

support our customers in every way we possibly can.

We also market ourselves in unique ways such as producing our own videos and creating custom wraps for our equipment. We offer hats, shirts, decals and many other items, too. Our branding has been very successful, and it’s something we’re really proud of. Nothing makes me happier than seeing our swag worn around town or our stickers on people’s hard hats and trucks.

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

Through the years, there have been many challenges in terms of surviving and growing the business like cash flow and competition. In the last few years, we’ve really encountered a common

theme of finding it hard to hire quality employees as well as limited equipment availability. Those two issues have seemed to improve in the last year though, so we’re looking forward to 2024 being even better.

Rental: How has your business changed since the last you were featured in 2022? Have you learned new tricks or tips or your processes changed?

Back in 2022, there was a lot of excitement, and for good reason too, as we were expanding our customer base and our fleet and coming out of COVID. In 2023, we started the year with five very heavy winter months.

In fact, it was the worst winter we’ve experienced so far in 20 years. But we still achieved our highest-grossing year ever. In 2024, we’re already out of the gate fast with jobs starting sooner than

Editor’s note: Nor-Cal Equipment Rentals was published first in the Rental May 2022 issue.

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I think for 2024, the rental industry is heading for a strong year even with the election coming up. The rental industry continues to expand, and as more technology is created and used, the more profitable it will become.

PEOPLE TELL ME HOW DIFFERENT OUR COMPANY IS FROM OTHERS IN THE INDUSTRY. I LOVE MY COMPANY AND LIKE PROMOTING IT. WHICH, IF I EVER GAVE ADVICE, WOULD BE NUMBER ONE. IF YOU ARE NOT UNIQUE IN YOUR OWN WAY, I DON’T THINK YOU WILL BE SEEN. BE YOURSELF AND BE PROUD OF IT, AND YOU WILL FIND YOUR MARKET. —TOM BUTTS, OWNER, NOR-CAL EQUIPMENT RENTALS we expected. Even most of our water trucks worked through the winter, which is never expected.

With most manufacturers and supply chains back on their feet, we see a huge opportunity to cycle out gear and have an even stronger fleet.

This year, we’re focusing on not just bringing in new customers, but paying extra attention to and thanking those

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customers that have been with us for so long. May 2024 is our 20-year anniversary, which we are very proud of. When I look back at the beginning of the company to what Nor-Cal is now, I’m taken back by the love and support from my family, friends, staff, and of course, our customers.

Rental: What do you think we’ll see in 2024 in the rental market?

In 2023, we had the worst winter since we’ve been open and really started off the year behind. However, we ended up having a successful year, surpassing the previous year’s rental revenue record for the company. Thankfully, 2024 looks to be even stronger, as January’s weather is not as severe and the jobs lined up are indicating another great year for us.

Rental: What was your favorite tool or piece of equipment in 2023, and what do you think your 2024 pick will be?

I really love our fleet of equipment, and evaluating each piece and their performance is very rewarding. I think the 18- to 20,000size excavator class really stood out and was in high demand in 2023.

For 2024, we’re expanding our already large skid steer fleet. From stand-on skid steers, like our Ditch Witch SK line, up to our Caterpillar 299 series, this part of our fleet is our bloodline.

We partner with a company called Dirty Graphix, which does all of our custom wraps, and we have tons of new designs lined up to give our equipment their unique appearance that really catches the eye.

Rental: If you could eat only one food for the rest of your life, what would it be?

That’s a really tough one! I’m going to go with breakfast food. I’m almost always in the mood for a great breakfast. No one can cook like my wife, so she better be with me!

Alexis Sheprak Freelance Columnist

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new

PRODUCTS

Husqvarna K 540i Power Cutter & LF 60i LAT Plate Compactor Husqvarna has expanded its range of battery-powered machines with the launch of a compact power cutter, the K 540i, and a plate compactor, the LF 60i LAT. Both machines are part of the company’s BLi-X 36V battery offering for hardscaping and construction applications. The K 540i is a new 10-in. battery power cutter with an adjustable blade guard and cutting depth up to 4 in. For performance, it is supplied with Husqvarna diamond blades.

The LF 60i LAT is the newest product to run on the BLi-X battery system (which also features the DM 540i core drill, the DE 110i dust extractor, the BV 30i screed for concrete placement, the WT 15i water tank and the WL 8i work light).

https://RNT.news/gh19qttf

Wacker Neuson Next-gen 4-stroke Rammers Wacker Neuson BS62-4Ab and BS68-4Ab 4-stroke rammers are designed to deliver compaction results with their shoe stroke, percussion rate, impact energy and travel speed. New to the BS62-4Ab and BS68-4Ab is a revised height-adjustable guide handle. Wacker Neuson’s 4-stroke rammers come standard with an EquipTrack module with Bluetooth. The module (or beacon) is attached to the rammer and provides continuous operating data including operating hours, status and detection of load and upcoming maintenance schedules. The EquipTrack app is paired with a smartphone to display the unit’s location, and more. The rammers are powered by Honda engines. The BS62-4Ab weighs 141 lbs. and generates an impact force of 3,822 lbs., while the BS68-4Ab weighs 154 lbs. and delivers an impact force of 4,271 lbs. Both produce 689 blows per minute and feature a shoe stroke height of 2.6 in.

Allmand Bros Hybrid LT-Series Allmand Bros will unveil its new Hybrid LT-Series, a concept hybrid light tower for construction projects. The light tower is equipped with a Vanguard lithium-ion battery, allowing for all-night operation without noise pollution.

Powered by smart technology, an electronic controller gives users immediate runtime feedback, allowing them to reduce their carbon footprint through light-level settings. Allmand also offers Maxi-Power generators, making power accessible in remote work areas. The entire generator line, which includes the MP8XR, MP15XR, MP25 and MP45, is manufactured in Nebraska. The generators are used in oil fields, drilling rigs, special events and music festivals because they are designed to provide reliable, quiet and clean power.

https://RNT.news/hahcepap

DICA LevelRight Outrigger Supports LevelRight is DICA’s newest solution for operators of boom trucks, cranes, concrete pumps, jacking applications and other equipment with outriggers that must be operated in a level condition. LevelRight users can adjust the overall angle from 0-10 degrees and adjust in two planes up to five degrees. The 24-in. diameter LevelRight will accept up to a 20-in. square or 24-in. round outrigger float. It has a rated capacity of 350,000 lbs. LevelRight is made of SafetyTech material with DICA SafetyTexturing on the top and bottom surfaces. It also has a builtin bubble level to provide operators with confirmation when they have a level surface under their equipment’s outriggers.

https://RNT.news/9e7znoxd

https://RNT.news/ucl2f5g7

Western Global FuelCube

Toro Dingo TX 1000 TURBO Utility Track Loader

Western Global has announced upgrades to its FuelCube onsite fuel tank. The FuelCube now offers fourway forklift pockets that allow it to be moved around the work area with a forklift when empty. The new design uses less metal than the previous model, making the 250- and 500-gal. versions light enough to be relocated with a pallet jack. The upgraded FuelCube comes in 250-, 500-, 1,000and 1,800-gallon sizes. Its 110% double-walled containment eliminates the need for a secondary basin. The FuelCube also offers a removable inner tank for cleaning and inspection. It features corner brackets that allow users to save space on the jobsite by stacking it up to two-high when empty. Additionally, a lockable equipment cabinet increases security for the fuel supply.

The Dingo TX 1000 TURBO has a large hydraulic filter for long maintenance intervals. The narrow-track model is 2,826 lbs. and features a standard track with “B” style tread. The wide-track version is 2,911 lbs. and features a less aggressive tread pattern. The Dingo TX 1000 TURBO has a rated operating capacity of 1,000 lbs. When the loader arms are at full reach, the hinge pin measures 81 in. from the ground to allow the machine to reach over the side of dumpsters and oneton trucks. The 24.7-hp Yanmar diesel engine is engineered with a focus on vibration reduction, delivering up to 4.1 mph ground speed in both forward and reverse. The machine features a single diesel fuel tank (10.25 gallons) on the operator’s left-hand side and the hydraulic oil reservoir on the operator’s right-hand side for serviceability.

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Fame Rental Financing Contracts and Lender Integration Fame Rental has expanded its platform to include new financing and lender management features. The new capabilities allow rental businesses to handle financing contracts, manage loans and monitor leases on equipment and other assets. The upgrade to Fame’s Financing Management capability sets the stage for the upcoming FameAir Lender Portal launch. Like the FameAir Customer Portal, the FameAir Lender Portal will allow select lenders to have controlled access to information required for periodic compliance reporting.

https://RNT.news/vtaghvs2

JCB S1932ED Scissor Lift JCB has introduced the S1932ED Electric Drive Scissor Lift for rental and construction markets. The S1932ED has been redesigned to prioritize transportability by reducing the weight by 250 lbs.

This reduction enables flexibility, making it possible to tow and load onto vehicles. The machine is equipped with quick-folding rails for navigating through low doorways and other restricted spaces.

The S1932ED now comes standard with a leak containment system, reducing the risk of fluids escaping onto working surfaces, which helps prevent potential damage and maintain a clean, safe environment. This scissor lift offers an optional pipe rack capable of securely transporting up to 220 lbs. of materials.

https://RNT.news/62a9txyr

Lincoln Electric Sprinter 180Si Stick Welder Lincoln Electric has introduced the Sprinter 180Si stick welder that delivers 200 amps for TIG welding. This machine delivers arc performance for stick welding combined with TIG functionality wrapped up in a portable, lightweight package. The 180Si is designed with a maximum output of 180 amps to enable stick welding. Operators can weld up to 5/32-in. electrodes (6010/7018) and can choose a dedicated 6010 mode for cellulosic stick electrodes. Weighing in at less than 20 lbs., the dual-input voltage enables the operator to plug into a common power supply. Once it’s up and running, the user interface provides a seven-segment display and push-button controls. The components pack up in case with a handle and shoulder strap.

https://RNT.news/8bp5zs1w

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Bobcat’s Expanded Construction Products Bobcat has expanded its product portfolio for the construction industry with the introduction of forklifts, industrial air compressors, turf renovation equipment and portable power products. Customers can now purchase these Bobcat branded products, which includes: • Forklifts: Internal combustion cushion and pneumatic tire forklifts, electric counterbalance forklifts, narrow aisle forklifts and more • Industrial air: Compressors ranging from 30-200 hp, with both fixed and variable speed offerings • Turf renovation: Aerators, sod cutters, dethatchers, overseeders and more • Portable power: Air compressors ranging from 185-1,600 cfm, mobile generators ranging from 25-570 kVA and light towers with runtime up to 105 hours

https://RNT.news/u2wr18z8

Detmer Consulting, Inc. Detmer Consulting, Inc.

Rental Business Advice 

Expert, objective rental business advice



On-site rental business review



Effective sales & marketing strategies



Rental return on investment growth guidance



Succession preparation strategies



Family rental business advice

Confidential and Objective

Contact Dick Detmer (309) 781-3451 dick@detmerconsulting.com

APRIL 2024 33

new

PRODUCTS

Genie Telehandler Attachments Genie has unveiled new attachments for its latest generation of GTH telehandlers: an auger tool, a truss boom, two multi-purpose buckets and two new carriage options. Developed for use with the highpressure, variable speed GTH-5519, the auger attachment offers bits from 8 to 48 in. in diameter that can be used with extensions as long as 8 ft. for general purpose and rock drilling and can produce a hole depth of 5 to 15 ft. Two drive motor options deliver either 2,800 ft. lbs. of torque or 5,300 ft. lbs. of torque. With the ability to control the speed of the auger, operators can achieve drilling for tasks such as starting a hole using the dial knob on the dash of the GTH-5519.

https://RNT.news/uwkb3tyg

Mattracks RT125 TC Track Conversion System for Skid Steers Mattracks has announced its RT125 TC track model is approved for wheeled skid steers with wheelbases of 48 in. or greater. The RT125 TC is used by customers on articulated loaders, riding trenchers and the Bobcat Toolcat. Supporting up to 12,500 lbs., the Mattracks four-track conversion system increases traction by 10-fold while maintaining maneuverability and zero-turn ability. The 15-in. wide RT125 TC features a patented rubber torsion suspension system which, along with the four tracks independently oscillating, allows them to conform to the ground and contour with the terrain while the machine is in operation. In turn, this supports overall machine stability, providing a smooth ride and ground contact for traction.

https://RNT.news/mek4pzfq

Kubota RTV-X1130 Utility Terrain Vehicle Kubota offers the RTV-X1130 utility vehicle for transporting cargo and materials around jobsites. Powered by a 24.8-hp diesel engine, the RTV-X1130 features a 6-ft. long bed that offers several configuration options to handle various types of cargo. The cargo bed has the ability to divide into different sub-compartments. It offers 26 cu. ft. of storage and cargo capacity of 1,212 lbs. Using the new Pro-Konvert system, the bed and its three sides can be configured without tools allowing operators to drop the two sides and/or the back tailgate for loading and even converting it into a flatbed. With the inclusion of a hydraulic dump bed and bed lock feature, users can now have control and safety over their load control and achieve material placement.

Atlas Copco X-Air 750-25 Air Compressor The portable DrillAir X-Air 750-25 air compressor serves as a compact solution for medium-depth drilling, by being flexible between 16 and 25 bar pressure and flow between 350 and 320 liters per second. Powered by a 6.7-liter Cummins engine, it offers toughness and power with half the footprint and weight of the predecessor. Through automatic regulation, the AirXpert patented technology adjusts operating parameters based on real-time flow requirements. The dynamic flow boost feature further supports X-Air 750-25’s performance by adjusting flow rates during drilling’s most demanding phases, improving flushing and drill stem refilling. This portable air compressor is equipped with the Xc2004 controller.

https://RNT.news/4z59c3gi

https://RNT.news/crkv0uxm

EDCO TMS-7 Tile Saw EDCO offers the TMS-7 7-in. tile saw for cutting and making angled cuts on construction sites. The saw table measures 43 in. with room to accommodate tiles and other materials required for cutting. Tile size cutting capabilities include 12 in. diagonal and 18 in. straight. The TMS-7 is powered by a 10-amp motor, operating on 110 volts, allowing the unit to be used in work areas with common power outlets. A water fill indicator helps the operator maintain correct water levels. The table is designed to allow water to pass through, via openings on the surface. Galvanized steel guide rails are available on the tile saw for consistent cutting. For portability, the entire system is secured to a durable frame with 8-in. wheels. An integral parking stand caters to vertical storage and stability during loading or unloading. A safety foot break keeps the TMS-7 in place during use for safety.

Mi-T-M HSP Series Pressure Washers Mi-T-M has announced the release of four 4,000-psi HSP Series hot water pressure washers for construction sites, cleaning surfaces and site preparation. The direct drive pressure washers feature an Electro Magnetic Firing (EMF) system that eliminates the need for a 12V battery to operate the burner. The HSP Series pressure washers can be used to remove grease and oils from equipment, facilities and workshop floors. For transport around the jobsite, the machines are secured to a heavy-duty frame with wheels. The units come standard with quick connect nozzles, a 50-ft. high pressure hose and dual lance with trigger gun for cleaning power.

https://RNT.news/9pvaljye

https://RNT.news/gp6708uk

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EYE ON RENTAL //

You & Your Relationship with Suppliers & Customers

I

have been thinking about all the friendly faces of both rental company owners and suppliers I met during this year’s ARA tradeshow. It struck me that there are a lot of parallels between the people selling equipment to rental companies and those who are destined to rent it out later. We can all learn a lot from some of the sales professionals who work on behalf of the suppliers to rental companies.

Know your products. When talking with one salesman about a new product his company was offering (which appeared to be a less expensive alternative to a product I’ve recommended for years) he was able to tell me clearly what niche it filled, why the product I’m familiar with is still a great option, and what new product was in the works that would combine the strengths of both.

It was very informative, and absolutely the same kind of conversation I hear from highly trained rental salespeople recommending equipment to customers. Make sure your sales team knows what equipment you have and its “features” but also why an item is going to benefit your customers.

Don’t be pushy. This one speaks for itself. It’s always a relief when you don’t have to defend your choice not to pursue or purchase an item. In a conversation with one vendor this year I heard him make the surprising suggestion that his product may not be a good fit for certain kinds of rental businesses. It wasn’t that the product was bad, simply that he recognized the strengths of it and where those would be useful—as well as where they wouldn’t.

Luckily rental businesses stock far more products than this salesman’s single offering, so it would be rare that your salespeople would be recommending they don’t do business with you. Make sure your sales team knows how and what to recommend to customers, and that they also know when to stop.

Teach. The suppliers at the show may be frequently seen looking over numbers and sales forms with prospective customers,

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but they’re even more likely to be spotted demonstrating their products. While this is certainly going to attract more attention to their booths, it’s also a great opportunity to teach clients how to use the equipment and show off features. If a picture is worth a thousand words, how valuable is their time spent hands-on with a new product?

The same principle holds true for your rental customers. How happy will they be if they rent an item based on its impressive capabilities and spend half their time trying to figure out how to use it? Your employees can transform a frustrating experience into a pleasant one for customers and keep them using the items they rented rather than looking for help on their phones.

Build Relationships and be loyal. There are certainly several other lessons to be learned from talented supplier sales personnel whether at a tradeshow or when they visit. I remember learning the importance of building relationships with the men and women who represented the manufacturers. I remember the genuine interest and helpfulness of these salespeople who came to our rental company to help us become more successful. I also learned the importance of being loyal to trusted suppliers of great rental equipment.

With so many suppliers competing for the capital you have available to invest in inventory, sometimes it is tempting to switch manufacturers because it costs a little less.

Sometimes the wait times for products necessitates switching.

But quality (and service) does matter and often great quality can come with a higher price. Reward your chosen suppliers with your loyalty through continued purchases whenever possible.

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 2024 35

BETWEEN A

GIRDER AND A HARD PLACE IS WHERE YOU DO YOUR

BEST WORK.

Inspired by the challenges you face from foundation to finishing work, JLG is dedicated to developing the innovative solutions that deliver the productivity and safety you demand to leave your mark on the skyline of tomorrow today.

L E AV E Y O U R M A R K W I T H J L G . C O M