Rental May 2017

S P E C I A L P O W E R R E N TA L I S S U E EQUIPMENT SELECTION

Customization Options to Consider for Your Next Rental Generator

PRODUCT NEWS INSIGHT

May 2017

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SELECTING THE

RIGHT POWER SOURCE FOR THE JOB How Tier 4 Final, fuel options and other advances play a role

TOP PRODUCTS

THE LATEST GENERATORS & COMPRESSORS FOR YOUR FLEET!

A Kohler mobile generator powers the construction site of Lodge Kohler in Green Bay, WI, just west of Lambeau Field.

The hotel is slated to open this July (when snow will finally not be on the KOHLER® Mobile Paralleling Box offers ground). ultimate flexibility

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5/9/17 2:30 PM

SJ85AJ LAUNCH READY! CLASS LEADING 85’ (25.91 m) PLATFORM HEIGHT

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Launching the newest addition to its growing boom lineup, the SJ85AJ Articulating Boom fills out Skyjack’s offering in the core 40’, 60’ and 80’ boom classes.

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SPECIAL POWER RENTAL ISSUE

MAY 2017

Emis avail fuels adva user rent

VOLUME 39 ISSUE 4

26

Evolving Designs Influence Power Source Selection Emission standards, the availability of different fuels and technological advances impact how users spec, purchase and rent their machines.

IN EVERY ISSUE 6 Everybody’s Business

32 EQUIPMENT SELECTION Customization Options to Consider for Your Next Rental Generator What to do when a standard production generator just won’t do.

36 SPECIAL REPORT: BATTERIES Boost Equipment Performance With Proper Battery Maintenance Why deep-cycle batteries are the best choice for operating battery-powered equipment.

A look at the importance of listening in customer service.

8 Manager’s Digest 14 Market Watch How rental companies are dealing with the labor shortage.

20 Power Products Generators and compressors

36 EXCLUSIVE INTERVIEW How Internet Technology is Changing Equipment Rental Robert Preville, founder and CEO of KWIPPED, talks about how the marketplace model is bringing construction equipment rental into the 21st century.

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from leading suppliers.

44 Industry Update 50 E ye on Rental Dick Detmer explains how to maximize your employee training effort.

MAY 2017

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CONTENTS

Check o ut updated our newly website !

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RentalWATCH

It’s easier than ever to find the industry news and information you need to run your equipment rental business. Just point your browser to ForConstructionPros.com/RENTAL, and scroll for the latest reports. Whether you’re using your desktop, laptop, tablet or smartphone, you get the same simple-tonavigate experience, only faster than ever before.

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Join Our Social Media Community www.Facebook.com/ RentalMagazine Rental@RentalMagazine

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Fast, Relevant Product Information

Designed With You in Mind

Rental and Construction Market Updates Get all the latest information pertaining to the topics that matter most to your business.

Look here daily for the news and information you need most. To subscribe, go to ForConstructionPros.com/ subscribe/email.

BUYERS GUIDE

Check out our Facebook page and join our Twitter feed. Leave a comment, post some news and photos, or just catch up on the latest happenings in the world of equipment rental.

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

NEWS FEED How to Properly Handle and Use Coolants and DEF How you manage these fluids can make a big difference in your fleet. ForConstructionPros.com/20860097

Tips to Extend the Life of Compact Track Loaders’ Rubber Tracks How to save on service and replacement costs.

ForConstructionPros. com/20859383

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EVERYBODY’S BUSINESS // B y

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

jlescohier@ACBusinessMedia.com

Is Listening a

LOST ART?

A

Simple communication skills are more important than ever as we move toward an increasingly impersonal transaction model

ll of our daily interactions and transactions are becoming more digital. Even equipment rental is moving in that direction, which you can read more about in our interview with Robert Preville, founder and CEO of KWIPPED on page 40 of this issue.

It’s impossible to stop progress — and who’d want to? — but I was his unique perspective. What really recently reminded of how important sold me was that he had been listening simple communication skills still are to me; not just hearing, but actually in business, despite all our advances. gathering insight in order to provide While shoppersonal and con...NOT JUST HEARING, structive advice. ping for a major purchase, I visited I left feeling very BUT ACTUALLY several stores and confident about my GATHERING INSIGHT purchase and even talked to many salespeople who IN ORDER TO PROVIDE enjoyed the process. fell everywhere These same PERSONAL AND on the range of concepts certainly very poor to excel- CONSTRUCTIVE ADVICE. apply to equipment lent. What made rental. It’s easy to the worst salesperfocus on the transson so off-putting was a combination action and forget to really tune into of shifty eyes and a very strong air of the customer. But by asking thoughtful desperation. I could not get away from questions, listening and then considthis person fast enough. ering where the customer is coming The best salesperson, on the other from, you’ll be able to provide the best hand, was calm, personable, well-sposolution to his or her problem. As our ken and knowledgeable. The game society moves toward an increasingly changer, however, was the manner in impersonal transaction model, make which this salesperson related to me, sure you and your employees continthe customer. Early in our interaction, ue to hone basic communication skills he asked me for details about what I because when all other factors are was looking for and why. Hours later, equal, it’s easier to spend money with when I was getting a bit anxious about someone when you feel understood. ■ the amount of money I was about to spend, he was able to reassure me by bringing up some of issues I had talked about earlier and then provided

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™

PRODUCT NEWS INSIGHT ■

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www.ForConstructionPros.com/RENTAL Published by AC Business Media Inc. 201 N. Main Street Fort Atkinson, WI 53538 (800) 538-5544 www.ACBusinessMedia.com

Publication Staff Publisher Eric Servais eservais@ACBusinessMedia.com Editor Jenny Lescohier jlescohier@ACBusinessMedia.com Columnist

Dick Detmer

Senior Production Manager

Cindy Rusch

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Kayla Brown

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Angela Kelty

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Published and copyrighted 2017 by AC Business Media Inc. 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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Rental (ISSN 1067-0904, USPS 686-370) is published eight times per year: January/February, March, April, May, June/July, August/September, October/ November and December by AC Business Media, 201 N. Main Street, Fort Atkinson, WI 53538. Periodicals postage paid at Fort Atkinson, WI and additional entry offices. POSTMASTER: Please send change of address to Rental, PO Box 3605, Northbrook, IL 60065-3605. Printed in the USA. Canada Post PM40612608. Return Undeliverable Canadian Addresses to: RENTAL, PO Box 25542, London, ON N6C 6B2.

Vol. 39, Issue 4, May 2017

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5/8/17 7:51 AM

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MANAGER’S DIGEST

HOUSE VOTES TO CHANGE OVERTIME RULES FOR WORKERS

→

Recently, the House of Representatives voted to pass a bill that Republicans have promoted since the Newt Gingrich era, one that would allow private-sector employees to exchange overtime pay for “compensatory time” off, electing to accrue extra hours off rather than extra pay in their wallets.

The bill passed 229 to 197, largely along party lines.

The bill — which supporters say would add flexibility to hourly workers’ schedules while opponents worry that it wouldn’t do enough to protect employees — is not a new idea. It seeks to take a similar provision that has been available to government workers since 1985 and extend it to private-sector employees, making it legal for them to

choose between an hour and a half of paid comp time and time-and-a-half pay when they work additional hours.

Similar bills have been introduced multiple times over the past two decades, passing the House three times before failing in the Senate. Although its fate is unclear in the Senate this year, the White House said Tuesday that it supports the bill, saying in a statement that it would “help American workers balance the competing demands of family and work by giving them flexibility to earn paid time off.”

Under the proposed changes, eligible employees — if their employer decides

to offer the option — would be able to voluntarily choose to receive comp time they can bank and use at a future date in lieu of immediate overtime pay in their paychecks. If they change their minds and want the pay after all, employees would have the option of “cashing out,” with the employer required to pay the overtime within 30 days.

US CONSTRUCTION SPENDING SURPRISED with March Slip after February Record The total value of U.S. construction put in place in March slipped 0.2%, surprising economists whose consensus forecast expected increased spending. Significant revisions to the previous month revealed spending hit an all-time high in February.

The dip in March was due to a 0.9% drop in public construction spending, where the biggest highwayand-street category was close to flat (0.5%) and the total was weighed down by drops in hefty categories such as educational (-2.0%), transportation (-4.0%) and sewage and waste disposal (-2.7%).

Slipping private nonresidential outlays were offset by gains in residential spending, holding total private spending flat for the month. The largest private nonresidential sectors had a tough month. The largest category, power construction, slipped 0.6% and the Top-4 categories

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commercial and office construction were both down (-3.2% and -2.6%, respectively). Manufacturing construction remained near steady at 0.5% growth for the month.

Private residential spending rose 1.2% in March, as new multifamily spending increased 2% and single-family was up 0.3%. Multifamily construction spending and home improvement spending each reached record highs in March.

Most nonresidential categories declined in March after warmer February weather pulled activity forward.

Structures, business investment and residential were bright spots through the first quarter of 2017. The average value of construction put in place through the first three months of the year is 4.6% above the same period of 2016, with spending on private construction growing 8.4%, and the value of public construction down 6.6%.

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MANAGER’S DIGEST

DODGE: TOTAL MARCH US CONSTRUCTION STARTS RISE 5%

New construction starts in March increased 5% to a seasonally adjusted annual rate of $743.7 billion, marking the third straight monthly gain, according to data collected by Dodge Data & Analytics. Total construction growth in March was led by the nonbuilding sector, and particularly by public works which featured the start of two large pipeline projects – the $4.2-billion Rover natural gas pipeline in Ohio and Michigan, and the $2.5-billion Mariner East 2 propane and natural gas liquids pipeline in Pennsylvania.

Residential building in March registered moderate growth, helped by a rebound for multifamily housing after a subdued February. Nonresidential building in March held steady with its February pace, as strong activity for office buildings and airport terminals offset a steep drop for manufacturing plants.

Through the first three months of 2017, total construction starts on an unadjusted basis were $160.1 billion, down 3% from the same period a year ago (which included heightened activity for manufacturing plants and electric utilities/gas plants). If the often-volatile manufacturing plant and electric utility/gas plant categories are excluded, total construction starts during the first three months of 2017 would be up 8% relative to last year.

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“Nonresidential building in 2017 should be able to stay on its upward track, supported by further growth for such institutional project types as school construction,” Murray added.

“As for public works, it’s also expected to show improvement over the course of 2017, although its prospects are less certain given its connection to legislative developments at the federal level.

This includes how Congress will deal with the continuing resolution for fiscal 2017 appropriations scheduled to expire at the end of April, and whether a new federal infrastructure program will get passed this year.”

Nonbuilding construction in March jumped 16% to $195.7 billion (annual rate), following its 35% hike in February. The public works sector surged 33%, reflecting an 82% increase in March for the miscellaneous public works category that includes such diverse project types as site work, pipelines, mass transit, and outdoor sports stadiums.

The $4.2 billion Rover natural gas pipeline was included as a construction start in March, and is located mostly in Ohio and Michigan with smaller portions in West Virginia and Pennsylvania. Also reported as a March start was the $2.5 billion Mariner East 2 Pipeline, located mostly in Pennsylvania with smaller portions in West Virginia and Ohio, which will transport propane and other natural gas liquids from the Marcellus Shale natural gas fields in southwestern Pennsylvania to a processing and distribution facility near Philadelphia.

The start of a $300 million stadium in Washington DC for the DC United soccer team also contributed to the substantial March increase for miscellaneous public works.

The commercial side of the nonresidential building market increased 7% in March, showing improvement after a

March data a reading of 157 for the Dodge Index (where conditions in 2000 set the benchmark at 100), compared to 149 in February and 147 in January. After sliding to a weak 129 in December, the Dodge Index over the next three months bounced back 22%. On a quarterly basis, the Dodge Index averaged 151 during this year’s January-March period, up 9% compared to the 139 average for the fourth quarter of 2016. “The pattern for construction starts in early 2017, with three straight monthly gains, is the reverse of the three straight monthly declines that closed out 2016,” noted Robert A. Murray, chief economist for Dodge Data & Analytics.

“While the construction-start statistics will frequently show an up-and-down pattern, whether monthto-month or quarter-to-quarter, the improved activity in this year’s first quarter provides evidence that the construction expansion is still proceeding,” Murray continued. “This year’s first quarter has seen nonresidential building and public works rebound from the loss of momentum each experienced towards the end of 2016, helped respectively by the strong activity so far in 2017 for new airport terminal projects and new pipeline projects.

To read the full report,

visit www.forconstructionpros.com/news/20859091

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5/8/17 7:54 AM

WORK LONGER, GO FURTHER. Electric Drive Snorkel TM12E is now available to order.

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MANAGER’S DIGEST

US ECONOMY EXPANDS AT SLOWEST PACE IN THREE YEARS Beige Book for Construction:

WAGE GROWTH IS BROADENING, LABOR SUPPLY LIMITING

A new Federal Reserve report showed economic activity expanded across all 12 U.S. districts, “with the pace of expansion equally split between modest and moderate.” The Fed’s roundup of anecdotal information on regional economic conditions is known as the Beige Book, and this edition covers conditions for the six weeks ended April 10. It indicated strength in consumer spending, tourism, housing construction and manufacturing.

A tightening labor market is putting broader pressure on wages as U.S. firms increasingly report trouble filling lowskilled jobs.

In a couple regions, “worker shortages and increased labor costs were restraining growth in some sectors, including manufacturing, transportation and construction,” the Fed said.

The report found that “modest wage increases broadened” and “employers in most districts had more difficulty filling low-skilled positions, although labor demand was stronger for higher skilled workers.”

Other Beige Book highlights: • Inflation continued to firm, with prices reported as rising modestly • Nonresidential construction remained strong, but became more mixed in some regions • Home-sales growth slowed over the period, while residential construction growth accelerated

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The U.S. economy grew at its weakest pace in three years in the first quarter as consumer spending barely increased and businesses invested less on inventories, in a potential setback to President Donald Trump’s promise to boost growth.

Gross domestic product increased at a 0.7% annual rate also as the government cut back on defense spending, the Commerce Department reported. That was the weakest performance since the first quarter of 2014.

The economy grew at a 2.1% pace in the fourth quarter. Economists polled

by Reuters had forecast GDP rising at a 1.2% pace last quarter. The survey was, however, conducted before advance data on the March goods trade deficit and inventories, which saw many economists lowering their first-quarter growth estimates.

The pedestrian first-quarter growth pace is, however, not a true picture of the economy’s health. The labor market is near full employment and consumer confidence is near multi-year highs, suggesting that the mostly weatherinduced sharp slowdown in consumer spending is probably temporary.

A measure of private domestic demand increased at a 2.2% rate last quarter.

First-quarter GDP tends to underperform because of difficulties with the calculation of data that the government has acknowledged and is working to rectify.

Wells Fargo: Q1 Explained, Why Q2 will Rebound Hampered by perennial residential seasonality issues and one-off items, the first quarter of each year in this expansion cycle has more times than not resulted in a lower-than-trend GDP growth performance.

Weakness in Q1 of 2017 centered on much slower consumer spending. After registering a strong 3.5% gain in Q4, real consumer spending advanced just 0.3% in Q1, the weakest annualized pace of growth since Q4 of 2009. This quarter’s one-off factor turned out to be milder-than-usual winter weather in January and February. As a result, consumers did not spend as much on utility services, reflected in the 0.4% rise in Q1 services spending – which averaged 2.7% growth over the past three quarters. Moreover, consumers did not spend the services savings, as goods spending was essentially unchanged on the quarter. Instead, the saving rate rose from 5.2% in December to 5.6% as of February.

Another headwind to overall GDP growth was inventories, which gave back all of its Q4 contribution, slicing a full percentage point off the top line.

“Since 2000, Q1 U.S. GDP has averaged 1.0% followed by an average growth print of 2.6% in Q2,” according to the Wells Fargo Economics Group’s analysis of current GDP figures. “Business/consumer sentiment continues to suggest the weakness in Q1 [2017] was not the start of a new trend. On early signs of strengthening consumer spending, resilient BFI and residential construction activity, and incorporating a modest drag from trade, conditions continue to suggest U.S. GDP will rebound solidly in Q2 – our current call stands at 2.9%” To read the full report, visit www.forconstructionpros.com/news/20859738

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5/8/17 7:54 AM

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5/8/17 7:55 AM

MARKET WATCH

By Rod Dickens, contributing editor

HELP WANTED Rental businesses around the country talk about how they cope with a shortage of qualified workers and reliable employees Professionals point to societal changes and economic conditions as contributing factors to the scarcity of quality job candidates. Find out what solutions are working for your peers when dealing with this pervasive problem.

NEW HAMPSHIRE: “GIVE KIDS A CHANCE” Sandy Howard is president business.” In addition to genof Robust Valley Rental Sales in eral rental, her store also sells and Hinsdale, NH. She admits that services lawn and garden equipment, labor is not a pressing challenge along with ATVs. for a store that only has two full-time “If the school thinks a student may employees and one part-timer. But it be interested in repairing equipment, could be an issue because, as she pointit will send him over for a couple of ed out, the labor market, like the town hours a week to work with us and gain and the state she lives in, is small. experience,” said Sandy. “That’s how “We’re not we found our partnear a big urban time employee. I population and feel that people are furthermore, either born with or young people without mechanical today don’t seem aptitude and those to have an interest who have the abilin mechanics and ity and desire can fixing things like learn quickly by they used to,” said gaining hands-on Howard. “Hence, experience. we developed a “Don’t wait rapport with the until you need local high school help,” she emphato work with stusized. “Develop dents who may a rapport with have an interest schools so they in the rental and SANDY HOWARD, PRESIDENT, know what type of equipment repair ROBUST VALLEY RENTAL SALES student you may

DEVELOP A RAPPORT WITH SCHOOLS SO THEY KNOW WHAT TYPE OF STUDENT YOU MAY NEED AND THE KIND OF EXPERIENCE YOU CAN GIVE THEM.”

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need and the kind of experience you can give them.”

Her store, which caters to small contractors and homeowners, also takes advantage of job sharing opportunities. When she can’t keep her part-time employee busy, he works for an auto dealership in town. It works out well for both the employee and employers.

PENNSYLVANIA: HELP WANTED? NOT YET, BUT… Posting a help wanted sign in his driveway is something Sam Gehman hasn’t done since he purchased his rental store 10 years ago. The business, Resource Rentals & Sales in New Providence, PA, is family run. Sam, his wife Darlene, and their three sons carry much of the daily workload.

Three non-family members, including two customers’ sons, also work there.

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5/8/17 8:05 AM

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MARKET WATCH

“I WON’T PUT OUT A HELP WANTED SIGN. I WANT TO PICK EMPLOYEES INSTEAD OF THEM PICKING ME.”

“I’ve been fortunate to have a family business and be mostly immune from a labor challenge,” said Gehman.

“My big challenge here is space, not labor.” With that said, the owner knows how SAM GEHMAN, RESOURCE RENTALS & SALES important it is to retain key employees, noting that since 2007 only four employees have left his from people who know our store and employ, and they left in good standing. how we conduct business.”

“Keeping employees begins by hiring people with a good attitude,” he OREGON: emphasized. “You can train most THE LABOR CHALLENGE IS everyone as long as they come SOCIETY’S CHALLENGE to work with a good attiLocated 25 miles tude. We also value everyone south of who works here, family Portland, OR, and non-family members in Newberg, alike. Our company Reid Rental has an open book polhas been in the icy that freely shares general tool rentnumbers with employal business since ees, and we keep them 1981. When asked involved, valuing their opinion on about the availability evaluating and purchasing equipment. of labor in his market, company presIt gives them a feeling of ownership.” ident Alan Reid said it’s a challenge, In addition to having approximatebut not just for his company and the ly $1 million in rental inventory and rental industry, but for all industries. bringing in $.5 million in annual rent“I have ‘help wanted’ on our reader al sales, Gehman’s company also sells board outside the store, and have tried and services Stihl, Honda and Hustler employment and temp agencies,” said power equipment along with Yamaha Reid. “The board works best, but even generators, pumps and pressure washthat’s not great. People really don’t ers. Rental customers are made up want to work today. It’s a societal of smaller contractors, mostly in the problem; everyone seems to be lookexcavation business, area farmers and ing for something for nothing.” homeowners. The largest unit in his Unfortunately, he noted that peorental lineup is a 9,000-pound skidple can often get something for steer loader.

When asked how he would approach looking for help if the time comes, his response was to network with customers. “I won’t put out a help wanted sign. I want to pick employees instead of them picking me.

Having ethical individuals, who have high morals and are trustworthy, is so important, and I believe the best way to find them is through references

nothing today. “Not too long ago, a kid in his 20s walked in and inquired about a job. It wasn’t a serious inquiry because he quickly implied that he could make almost as much on unemployment doing nothing.”

Reid Rental employs seven people and caters to smaller contractors and homeowners. The owner said the store has been doing well the last several years, and is always open to talk with people about a general labor position or working as a technician. The store pays 100 percent of medical insurance and the owner said he’s looking into offering some kind of retirement for employees as well.

INDIANA: “STOP THE MADNESS” “We don’t have enough labor, especially skilled labor, in the city to satisfy demand,” said Scott Gould, referring to Fort Wayne, IN. He has owned his general rental store, S & A Equipment Rental, for 10 years and finding and keeping employees has been an ongoing struggle.

“After International Harvester left in 1983, the city learned its lesson and diversified. Now, the local economy is strong with a GM plant and its ancillary automotive suppliers, steel mills, and the nearby artificial limbs industry and RV industry. This is all good for people who want to work,

“THE BOARD WORKS BEST, BUT EVEN THAT’S NOT GREAT. PEOPLE REALLY DON’T WANT TO WORK TODAY. IT’S A SOCIETAL PROBLEM; EVERYONE SEEMS TO BE LOOKING FOR SOMETHING FOR NOTHING.” ALAN REID, REID RENTAL

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“WE HAVE TO STOP THE MADNESS… THEY (KIDS) WOULD BE MUCH BETTER OFF OBTAINING A SKILL LIKE WELDING OR PLUMBING, LEARNING THE ELECTRICAL TRADE, OR EVEN BECOMING A MECHANIC. SCOTT GOULD, S & A EQUIPMENT RENTAL but less good for stores like ours that need help. The answer I give other owners is if you have good employees, do what you absolutely must to keep them employed. Don’t lose them over their want of an extra dollar and offer benefits, if you can. Our store is a bit unusual because we provide free health insurance.”

He continued, “We have to stop the madness. Encouraging kids to go to college, get a four-year degree, and graduate deep into debt with no job offer in their future is not a good career move for them. They would be much better off obtaining a skill like welding or plumbing, learning the electrical trade, or even becoming a mechanic.

Explained Gould, “Mechanics are very hard to find and with today’s complex Tier 4 Final engines, they require an even higher skill set to diagnose problems and make repairs.”

S & A Equipment Rentals rents everything from mini excavators and skid-steer loaders to paint sprayers.

For this owner, second only in importance to keeping his six employees is keeping his fleet fresh, so equipment is not only ready to go but also has fewer repair issues.

MAINE: PROACTIVE APPROACH WORKS FOR FINDING EMPLOYEES, TOO Chris Kelley has owned Village Mower & Rental in Gorham, ME, for

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restaurant, or even going to a movie, I pay attention to the people providing the service. When I see individuals who are very personable and efficient, I will make a note of that and consider recruiting them for our store. Just last week, I went to a movie with friends and noticed a person who was working a busy concession stand. The line was very long, but he was friendly to everyone while keeping the line moving. Who knows, he may like being behind the counter at a rental store.”

This new owner realizes that recruiting outside the industry requires setting up systems and procedures in-house that all employees can follow. “Even workers in the fast food industry could make good employees because they are trained to follow certain procedures,” he noted. “They’re accustomed to a regimen. As long as your store has procedures in place and new employees are personable with good customer service skills, they can learn the ins and outs of the rental

only eight months, but already he has formed some definite ideas about the rental business. Said the former veterinary pharmaceutical rep, “There’s nothing like owning your own business, and this is a great industry. I’ve been fortunate to have a lot of help from other rental store owners.”

If there’s one area where he would like to deviate a bit from the norm, it is to become more proactive. As he pointed out, renting equipment is naturally reactionary. Many store owners wait for the weather to cooperate and they wait for customers to walk through the door. One can’t do anything about Mother Nature, but he looks to do maybe more marketing than the average rental operation.

Kelley is also taking a proacCHRIS KELLEY, VILLAGE MOWER & RENTAL tive stance when it comes to hiring. Currently, his store business.” employs two full-time people and one Kelley pointed out the unempart-timer, and he’s looking to ployment rate in the state is under 4 add two more employees this percent and Gorham, only 20 minsummer. utes from Portland, is growing fast.

In addition to going “It seems that help wanted signs are the search engine route everywhere,” he added. “That’s good (Indeed is his favorite for employees, but it makes a very online tool), he keeps his competitive market for their serrecruiting eyes open whenvices.” All the more reason to try a ever shopping around the area. different and more proactive recruit“If I’m grocery shopping, eating at a ing strategy. ■

“IF I’M GROCERY SHOPPING, EATING AT A RESTAURANT, OR EVEN GOING TO A MOVIE, I PAY ATTENTION TO THE PEOPLE PROVIDING THE SERVICE.“

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5/8/17 8:05 AM

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

POWER PRODUCTS  Jenny Compressor/

Generator Combinations These combination models include 3,000-watt, 115V/230V generator and 17-gal., ASME-certified air tanks.

• 11-hp K11HGA-17P-3000W features the “K” heavy-duty, single-stage cast-iron compressor pump and produces 8.9 cfm at 100 psi or 8.6 cfm at 125 psi

 Yamaha EF2000iS

• 13-hp G13HGA-17P-3000W features a “G” pump and delivers 16.2 cfm at 100 psi or 15.6 cfm at 125 psiBelt driven with a large flywheel for easy startups and extra coolingTotally enclosed heavy-duty belt guard

The EF2000iS inverter generator features Economy Control, which regulates engine rpm to the actual electricity load for greater fuel economy and quieter operation.

www.forconstructionpros.com/10080800

Inverter Generator

 Husqvarna PP 518 Power Pack

• 1.6-KVA rated output (2.0 KVA maximum) • All switches concentrated on the front panel • Standard parallel-use function enables use of two generators to accommodate a wider range of applications • Four-stroke MZ80 OHV engine with recoil-type starter pull

The 298-lb. PP 518 self-contained power pack uses a hydrostatic pump to power hydraulic tools and equipment without the use of engine rpms to regulate flow.

•

esigned to power hydraulic tools requiring 5, 8 or 10 D gpm at 2,000 psi

•

utomatic power-on-demand saves fuel and adjusts to A different tools and hose lengths

• 18-hp twin-cylinder, OHV, air-cooled gas engine with electric start www.forconstructionpros.com/10976402

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 Chicago Pneumatic CPG 25 and CPG 45 Generators The revamped 32.5-hp CPG 25 and 59-hp CPG 45 generators feature a lighter weight and are available in skid-mount and trailer-mount configurations.

• Isuzu 4LE Tier 4 Final engine with DOC exhaust aftertreament • Heavy-duty marine-impregnated alternator with multivoltage capabilities

 Vanair

Viper Diesel D80 The Viper Diesel D80 80-cfm rotary screw air compressor delivers enough power to operate 90-lb. jack hammers as well as 1 1/2-in. impact wrenches.

• Compact footprint small enough to fit behind the cab of a vehicle or be mounted on the side pack • Infinitely variable throttle control minimizes fuel consumption • Kubota Tier 4 Final-certified diesel engine • Completely self-contained and easily transferable via a lifting bail • V-TEC Vanair Total Electronic Control System allows for diagnostic and speed control including air pressure and temperature, engine rpm and fuel level www.forconstructionpros.com/11327447

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• AREP excitation system offers enhanced motor starting capabilities, with startup power of up to 300% over load • Standard Deep Sea 4510 controller with a backlit display showing all critical machine information • Large integrated fuel cell enables the CPG 25 to boast up to 45 hours of run time and the CPG 45 to provide up to 30 hours on a single tank www.forconstructionpros.com/12063334

 MQ Power 185-cfm Air Compressor The MQ Power 185-cfm DIS185SSI4F air compressor from Multiquip is engineered to meet the needs of construction and equipment rental professionals.

• 49-hp Isuzu diesel engine meets Tier 4 Final emissions • Weather-resistant steel housing is fully lockable for safe, unattended operation • Sound attenuated cabinet reduces engine noise during operation • LED digital control panel displays operating temperature, fuel level, engine temperature and speed and also provides engine diagnostics •

Large tires provides smooth, stable towing characteristics on the highway or jobsite www.forconstructionpros.com/12056121

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5/8/17 8:39 AM

 Wacker Neuson Industrial-Grade Generators The G625 and G1100 provide sufficient power for larger, industrial applications, while load sharing/ paralleling enables them to be easily scaled up to meet even higher power demands.

• G625 produces 500-kW prime and 550-kW standby power and features an 810-hp Volvo sixcylinder Tier 2 diesel engine, heavy-duty sound-attenuated enclosure and skid or trailer mount • G1100 supplies 920-kW prime and 1,015-kW standby power and offers a 1,490- hp Cummins 12-cylinder, Tier 2 diesel engine and heavy-duty, sound-attenuated, 20-ft. ISO container www.forconstructionpros.com/12141036

 Case

Power Equipment Case now offers a 12,000-watt generator and 3-in-1 compressor/generator/welder.

• Generator features a continuous 9,500 watts with up to 40 amps of output, a lightweight, single-cylinder engine • 3-in-1 model includes an air compressor providing 22 cfm at 100 psi, a welder supplying 250 amps of power at 70% duty cycle and a generator offering a peak of 5,500 watts, plus a 30-gal. air tank or tankless option www.forconstructionpros.com/12072381

Introducing the New M125 Portable Air Compressor Kaeser’s new M125 is the latest addition to the award-winning line of Mobilair™ portable compressors

 VMAC RAPTAIR-G30

Rotary Screw Compressor The 205-lb. gas engine RAPTAIR-G30 rotary screw compressor provides a continuous 30 cfm at 100 psi and is rated for 100% duty cycle for constant, smooth air delivery.

• Fully integrated package with WHASP tank technology that ensures both the air and oil are cooled • 14-hp Subaru EX40 OHC gasoline engine with electric start and manual recoil backup • Integrated ACDelco 12 volt, 250 CCA, 310 CA battery

The M125 produces 405 cfm at 145 psig and comes standard with an oversized fuel tank, the power-saving Sigma Profile™ rotary screw airend and heavy duty Tier 4 Final Deutz diesel engine. The onboard Sigma Control Mobil™ controller enables variable pressure ranges between 85 and 205 psig to tackle the different pressures needed for powering breakers, cable blowing, and even higher pressure applications like sandblasting and drilling.

M125 Portable Compressor • • • •

405 cfm at 145 psig 121 hp, Tier 4 Final Deutz diesel engine Sigma Control Mobil™ integrated controller Variable pressure ranges between 85 and 205 psig • Aftercooler and filtration packages available • Optional five year airend warranty

Kaeser Compressors, Inc. • 866-516-6888 • us.kaeser.com/rental Built for a lifetime, Mobilair, Sigma Control Mobil, and Sigma Profile are trademarks of Kaeser Compressors, Inc. ©2017 Kaeser Compressors, Inc. customer.us@kaeser.com

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Search: 10073514 www.ForConstructionPros.com/RENTAL

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

POWER PRODUCTS

 Generac Magnum

MGG450 Gaseous Generator The MGG450 provides 450 kVA of power and fuel flexibility that automatically adjusts to spontaneous changes to its fuel sources (natural gas, wellhead gas or liquid propane).

 CK Power

• 360-kW prime power rating delivers 16.4 kW/L • Continuous-duty Generac 21.9L engine with an advanced fuel control system, 1,500hour service interval and knock sensors on each cylinder • Features parallel/load-share ready capability, an optional auto-adjust variable pitch cooling fan, 125+% fluid containment, fuel leak sensors and lock-outs www.forconstructionpros.com/12147078

 Kohler 90REOZT4 and 120REOZT4 Diesel Generators The 90REOZT4 and 120REOZT4 diesel-powered generators are powered by John Deere Tier 4 Final 4.5L engines and equipped with a rugged DOT-certified trailer and durable steel enclosure for easy maintenance.

Tier 4 Final Generators The 350-kW CKT430VM and 550-kW CKT680VM rental/mobile prime power diesel generators are powered by Volvo Penta’s 13L and 16L Tier 4 Final engines.

• Come standard with multiple voltage configuration, sound enclosures and custom configurable power distribution to meet application needs • CKT680VM also available in a Tier 2 model www.forconstructionpros.com/12222177

• 9 0REOZT4 capable of a 78- to 85-kW standby, 70- to 76-kW prime and 62- to 69-kW continuous rating • 120REOZT4 achieves a 95- to 105-kW standby, 90- to 96-kW prime and 79- to 89-kW continuous rating •

Decision-Maker 3500 digital controller

•

P arallel capable system with an easy-to-read 4.3-in. LED backlit color graphic LCD display

www.forconstructionpros.com/12260164

 Honda EB2800i Industrial Inverter Generator

The EB2800i open-frame inverter (OFI) generator delivers quiet operation, high-quality power, fuel efficiency and long run times in a lightweight, portable package.

 Doosan G25, G50  Caterpillar RP Series

and G70 Tier 4 Final Generators

The RP series includes four standard models ranging from 3.6 to 7.5 kW, including two models available with a lithium ion battery-start option.

The G25, G50 and G70 Tier 4 Final– compliant mobile generators feature Doosan-built engines with a virtually maintenance-free diesel oxidation catalyst aftertreatment system.

Portable Generators

• RP5500, RP6500 E and RP7500 E include multiple outlets in 120V and 240V to power multiple devices • Multi-function display enables toggling between lifetime running hours, session running hours, power output and run time

22

• 25-, 51- and 76-kVA prime power ratings • Increased onboard fuel capacity for runtimes in excess of 24 hours at any load factor

• Automatic voltage regulation (AVR)

• Dual-frequency feature allows operators to select 50 or 60 Hz and a multi-voltage selection switch

www.forconstructionpros.com/12260178

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• Less than 67-lb. weight allows one person to load and unload from a truck, operate and carry around the jobsite • Powers small compressors, air circulation fans, multiple hand tools and other tools up to 2,800 watts www.forconstructionpros.com/12286070

WANT MORE

PRODUCT INFO? USE THE EIGHT-DIGIT CODE

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

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POWER FACTS 275–770 hp 5, 6 and 8 cylinders US Tier 4f, EU Stage IV NO DPF

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5/8/17 8:39 AM



POWER PRODUCTS  Briggs & Stratton 8,000-Watt Elite Series Portable Generator

 Kaeser M58

Portable Compressor The M58 portable Mobilair compressor has a heavy-duty Kubota Tier 4 Final diesel engine direct coupled to the energysaving Sigma Profile airend, enabling it to produce more air with less horsepower.

The 8,000-watt, 120/240V Elite Series portable generator includes StatStation Wireless featuring Bluetooth technology, enabling operators to monitor the generator remotely.

• StatStation Wireless app provides visibility to fuel gauge and run time left before needing to refuel, percent of available watts being consumed, maintenance reminders, hour meter and more • Generator features include a Power Surge alternator, low oil shutdown, automatic voltage regulation and electric/recoil start www.forconstructionpros.com/12303473

• Delivers 210 cfm at 100 psig • Powder-coated, fully weatherproofed steel cabinet and wide-opening gullwing doors • Eye-level, curbside instrument panel features the user-friendly Sigma Control Smart electronic controller with protective metal cover

 Kubota GL14000 LowboyPro Generator The GL14000 is a Tier 4-certified, 14-kVA single-phase generator powered by Kubota’s D902 diesel engine and offering frequencies that can switch between 50 and 60 Hz. • Triple-sealed, corrosion-resistant alternator optimized to generate more magnetic force with fewer turns

• 28-gal. fuel tank provides up to 10 full hours of operation

• Large-capacity, built-in muffler and large-capacity radiator reduce noise, enabling noise levels as low as 65 dB

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Why rent anything else?

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The Rapid Roof Remover® is a lightweight, pneumatic tool for shingle removal as well as removal of various types of flooring. This patented, AMERICAN-MADE machine, with its standard 30 inch heat treated tear-off blade is powerful enough to remove up to five layers of shingles or flooring in a single pass; greatly increasing productivity with less physical effort and manpower.

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5/8/17 8:39 AM

 Sullair 400H Air Compressor

 Atlas Copco P 2000i and P 3500i Portable Generators

The 400H Tier 4 Final portable air compressor offers a blend of flow and pressures up to 400 cfm at 150 psi.

• Cummins QSF3.8 diesel with only SCR exhaust aftertreatment • 65-gal. fuel tank allows uninterrupted operation through an eight-hour shift • Swing doors make it easier to clean coolers and side doors with slam latches allow easy service access • Standard electric brake, low fuel shutdown, air filter maintenance indicators and discharge air temperatures

The 46-lb. P 2000i and 99-lb. P 3500i inverter power (iP) generators use advanced electronics and magnets to efficiently produce high-voltage, multi-phase AC power.

www.forconstructionpros.com/12310007

• P 2000i offers an output of 1.6 kVA and the P 3500i delivers 3.0 kVa

 Cummins C100N6 Spark-Ignited Generator

• Recoil start function ensures fast activation

The 100-kW C100N6 spark-ignited generator is powered by Cummins QSJ5.9G engine and runs on natural gas or propane without additional hardware changes.

• Variable speed control adapts engine speed to load conditions

•

I ncludes exerciser function, electronic overcurrent protection, 100% rated LSI circuit breakers and optional third generator-mounted breaker

• Can be connected and used in parallel to increase the overall power capability www.forconstructionpros.com/12315598

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» RELIABILITY ON THE ROAD TOUGH ON THE JOB NEW DUAL PRESSURE \ DUAL CAPACITY

The ideal air compressor for your most challenging pneumatic tool tasks, the Tier 4 Final D260PDDZ is the perfect unit for private contractors and rental stores alike. Delivering 260 CFM at 100 psi or 185 CFM at 150 psi, this dual capacity/dual pressure machine represents the superior engineering in our full line of portable air compressors from 90 - 1800 CFM.

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TECHNOLOGY FOCUS

By Rod Dickens, contributing editor

EVOLVING DESIGNS Influence Power Source Selection

Tier 4 cost implications have changed buying habits, causing some contractors to look for smaller air compressors, attempting to do more with less.

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Emissions standards, the availability of different fuels and technological advances impact how users spec, purchase and rent their machines

G

enerators and air compressors have evolved over the years, allowing them to deliver more power and air in smaller and even more reliable packages. Despite this evolution, consumer buying habits have remained relatively constant. Over the last four to five years, however, emissions standards, the availability of different fuels and technological advances in communication have potentially altered how users spec, purchase and rent their machines.

How have these changes impacted users? The discussion necessarily begins with Tier 4 Final and the cost associated with making diesel engines compliant. As Todd Howe, global generator products manager, Doosan Portable Power, explains, prior to Tier 4, the normal life cycle of dieselpowered equipment was somewhere between seven and 10 years. Since 2011, portable power products have already gone through two redesigns and each came with significant cost increases driven by the engine emissions technology.

Tier 4 cost implications have changed buying habits. “Some contractors have become more cautious of the higher acquisition costs of Tier 4 Final-compliant machines,” says Nav Sharma, senior product manager, rental & infrastructure for Sullair. “They have started looking for smaller air compressors, attempting to do more with less.”

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The cost difference alone between one- and two-tool compressors can be dramatic, notes Eric Massinon, business development manager, Chicago Pneumatic. “The cost of a single tool compressor — the smaller horsepower engine of which doesn’t require aftertreatment — is an attractive option for contractors and other users looking to save money,” he adds.

More cost-effective options Higher equipment costs are changing buying habits in other obvious ways. “Owners are keeping older equipment longer or they’re getting these machines remanufactured,” says Howe. “The costs for remanufactured generators are somewhere between 60% to 75% of the actual costs of new machines and come with a full factory warranty.” q Owners are keeping older equipment longer or getting machines remanufactured, which costs about 6075% of the cost of a new machine.

The cost challenge is made more daunting because Tier 4 Final casts a long shadow across all equipment lines. The increased costs apply as much to backhoes, skid-steer loaders and excavators as they do to generators and air compressors. Budgets have forced contractors to be even more cost conscious across the board.

The added cost of Tier 4 Final equipment raises a host of questions that can ultimately lead some users

p Tier 4 Final technology has improved fuel efficiency only marginally, but overall owning and operating costs are higher, causing users to lean toward renting more vs. owning.

toward renting vs. purchasing generators. “They may begin to question the value of ownership when determining their generators are not used that often, or when computing how much time and money its costs to transport generators between jobsites,” says Russell Schuster, managing director, Aggreko North America. “Tier 4 Final generators are also much more complex than their predecessors and require a special skill set to service and maintain, demanding another commitment from owners.”

“At the end of the day, the Tier 4 Final technology has cleaned up emissions. The data has proven that. And fuel efficiency has gone up marginally,” says Massinon. However, overall owning and operating costs are higher. “In addition to higher acquisition costs, service costs have gone up thanks to more things that can go wrong. Overall, the new technology hasn’t caused serious problems on the service front, but servicing equipment requires a higher level of technical knowledge to initiate repairs.”

Added value offsets costs To make up for any cost increases, generator and compressor manufacturers have given customers more

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TECHNOLOGY FOCUS

bang for their buck by adding more advanced features to their products.

“The Tier 4 Final technology, including electronic engines and controls, have allowed better control and energy management of engines and compressors,” says Sharma. “Although emissions controls have resulted in higher acquisition costs, the machines are now quieter and more fuel efficient, offering more comfortable working environments and lower operating costs for contractors and machine operators.”

“The electronics in Tier 4 Final engines make it easier for manufacturers to offer telemetric options to remotely provide engine and compressor parameters to end users,” adds Massinon.

“Telematics allow for geofencing, asset management, service and maintenance services, increased uptime and remote troubleshooting to contractors on jobsites,” says

Sharma. “Manufacturers have also taken advantage of the opportunity to update designs for easier serviceability and maintenance.”

Ready access to equipment operating parameters is beneficial whether you own or rent the equipment.

“Rental stores can take advantage of telemetrics by monitoring customers’ machines, allowing them to respond to and fix a problem before customers even know there’s an issue,” says Howe.

Aggreko provides such services to both buyers and renters of its generator products. “We have a 24/7 remote operation in Louisiana that monitors key performance indicators on customers’ units — everything from voltage and amps to fuel and oil level, engine temperature and so forth,” Schuster points out. “Not only can the operations center spot a potential issue before it becomes a problem, it can also determine the true power

q Aggreko provides telematics services to both buyers and renters of its generator products. They have a 24/7 remote operation in Louisiana that monitors key performance indicators on customer’s units including voltage, amps, fuel, oil level and more.

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requirements on a site, helping ensure the customer has the right unit for the application.”

Fueling up The advent of more power choices has yet to significantly alter buying habits.

“The industry has been slow to adapt or accept gasoline and natural gas engines and continues to stay with tested and tried diesel-powered units,” says Sharma. “One of the main reasons is to remain consistent with other equipment in their fleet, including pickup trucks.”

“Once someone gets used to diesel power, it’s difficult to change,” adds Jeremy Bailey, air products product manager Americas, Doosan Portable Power. “We offer alternatives to Tier 4 Final diesel products such as our gasoline-powered C185 and the VP900 electric portable model that can run on the grid or generator. These models have been successful in a variety of applications, but neither has displaced diesel-powered equipment’s leading position.”

www.ForConstructionPros.com/RENTAL

5/8/17 8:51 AM

Serious power starts here At Wacker Neuson, we’ve leveraged more than 160 years of construction and industrial experience into the design of equipment that’s built to endure the most extreme environments, the most demanding applications and the highest requirements for safety and durability, while providing a lower cost of ownership.

And we back it all up with an experienced, certified service team that’s dedicated to keeping your heaters, generators, pumps and light towers running at peak performance, so you can stay on schedule and on budget.

www.wackerneuson.com

Search: 10075166

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TECHNOLOGY FOCUS

“Diesel power is still the choice for most contractors,” Anne Feudner, product manager for mobile generators, Kohler, acknowledges. “But that doesn’t mean it’s their best fuel option.

Depending on the application, propane or even natural gas may save them up to 25% or more on fuel costs alone. This can be very substantial where generators have long run times.”

There are occasions when the fuel choice is application specific. “Using natural gas is commonplace in oil and gas sectors where fuel comes directly from the wellhead. In North Dakota, West Texas and Oklahoma, 60% to 70% of generator fleets are powered by natural gas,” says Howe. “Its popularity in other sectors, however, is limited because of the fuel’s inability to be easily packaged.”

“There is also the issue of making engines compatible with different fuels,” adds Massinon. “Oil patch applications make natural gas an option, but there are filtration issues depending on the fuel. And changing over a diesel engine to gas requires modifications.”

Aggreko developed additional applications for natural gas generators following the collapse of the domestic oil and gas industry. “Natural gas and propane generators save between 30% to 40% on the cost of fuel compared to diesel generators,” Schuster

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reports. “We found our larger units to be effective at large construction and infrastructure sites, especially in cities where natural gas is available.

“At these locations, it often made sense to create a small distribution center or grid with a large, mobile generator that could replace 30 portable units,” he continues. “The move would reduce the costs and hassle associated with operating several smaller generators.”

Back to the future While Tier 4 Final is in the rear view mirror, there is still work ahead.

“Engine manufacturers are planning to consolidate their offerings to both European Union Stage V emissions and Tier 4 Final compliance,” says Sharma. “Although not effective until 2019, they will start planning and designing their equipment for commonality between the two markets.”

Equipment manufacturers will also be harnessing new technology in their generators and air compressors. “The next frontier will be energy storage,” says Howe. “Within the next three to five years, look for batteries and capacitors to store excess energy delivered by generators, similar to technology used today in hybrid cars.

When batteries become fully charged, they would provide the power, allowing engines to shut down.

p Diesel power is still the preferred fuel for most contractors, but depending on the application, propane or even natural gas can save them up to 25%.

“Among benefits are obvious fuel cost savings,” he continues. “The battery power would also minimize subjecting engines to peak-and-valley power demands, helping Tier 4 Final engines operate at peak efficiency.”

Howe notes this technology could be made available across the board, but would be especially useful when generators are required to start large motors, then run on reduced demand.

Aggreko employs a version of this “hybrid power” at certain construction and event locations where demand varies throughout the day and evening. “The next step would be to incorporate solar power technology to assist the generator in recharging the battery,” Schuster comments.

As Massinon points out, the potential to use battery power may be more appropriate for backup power than for occasions when a generator serves as a prime source of electricity.

Bailey believes the same hybrid technology will eventually be available in air compressors. But first, manufacturers must find ways to either generate more air per horsepower or store enough energy to generate more horsepower. Only time will tell. ■

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EQUIPMENT SELECTION

By Dan Vita, vice president of power generation at Southwest Products

CUSTOMIZATION OPTIONS

to Consider for Your Next Rental Generator What to do when a standard production generator just won’t do Sometimes run-of-the-mill stock mobile generators won’t fit the needs of your rental customers. Whether you need a particular feature or option that is in demand with your customers or you just want to take advantage of the visibility that branding provides, customizing your rental generators can offer many advantages over purchasing standard production units. Here are a few options to consider before you purchase your next generator:

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Control panel options Some manufacturers allow you to select alternative control panels or custom control features to add to your new rental generators. Requesting a control panel that has features such as one-button start/stop, real-time generator load or fuel consumption built in can provide additional value to both your own service team and your customers. Easy start and stop is key when your generators are utilized by several users during any rental cycle. You can prevent unnecessary service calls and technical support calls by simplifying the starting procedure of any generator.

Service and security It’s no secret that GPS and telematics are here to stay. If you’re not using telematics on your rental assets, it’s time to pay close attention to the features and benefits that come with today’s modern

systems. Most telematics systems provide basic data on faults, fuel usage, engine temperature and fluid levels.

Yet many of these systems are complicated and not user friendly in the rental world. The right system can provide your rental business with additional data about generator use, such as length of operation or excessive run time. Seeing that a rental unit has overtime usage before it’s returned to the yard can help with tracking associated overtime charges. Simply receiving an email with the assets data can instantly help you identify when repairs and maintenance are needed on a particular generator. This allows you to plan maintenance ahead of time and potentially lower your service costs while eliminating down time for your extended rental agreements.

Data supplied by telematics will give you the necessary fault information before you dispatch a technician for a

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EQUIPMENT SELECTION

potentially “downed” unit. This allows a technician to show up and have a much better chance of completing a repair in a single trip.

Request that your generator supplier provides a factory-installed telematics system that allows you to set up specific alarms of your choosing. Not only will these alarms alert you to potential issues such as maintenance needs while your generator is out on a customer’s jobsite, they can also add the ability to track the location of your rental generators. The best systems allow you to set up geofencing, which alerts you if a piece of equipment travels outside of a selected geographic area. Most modern systems will allow you to view data on a smartphone in addition to a desktop computer.

Custom branding Custom branding gives you the opportunity to turn all of your generators into miniature billboards. When your unit can be easily identified on a jobsite, that means another contractor can easily contact you for their similar needs. Branding typically involves a vinyl generator wrap and can include vital information on your company, such as service phone numbers and business locations. This helps you provide better customer service to your market and drive inquiries back to your business.

Look for a manufacturer that can handle custom branding in-house so that when your new generators are delivered to your locations, they’re rental ready. This eliminates time lost by dealing with a third party wrap, decal or paint vendor.

Engine selection A major part of choosing the most effective rental generator for your business locations is selecting a manufacturer that uses an engine that best fits the needs of your customers. Some manufacturers, such as Southwest Products, will allow you to customize your generator beyond just options and add-ons by allowing you to select from multiple engine brands.

Two important factors to keep in mind when selecting the power source for your rental generators are customer preference and serviceability. Whatever engine brand is most in-demand from your customers and offers the greatest consistency throughout your equipment fleet is the one that should be at the top of your list. Keep in mind your service capabilities: What engine brands are

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your service technicians the most proficient at servicing in-house? If you’ve invested in the tools and training to service a particular brand of engine it makes sense to take advantage of your investment and select generators powered by that same brand. If you can service a generator in house, you can usually significantly reduce down time and unwanted outside maintenance costs.

Custom voltage Cookie cutter generators all come with standard voltage selector switch, breakers and buss bar connections. Do you have a rental location that regularly caters to custom applications or markets? Consider bringing in generators that have the proper voltages and breakers specific to your dedicated customer base. Too

t Choose an engine brand that your service technicians are most proficient at servicing in-house.

often, your customers or technicians rewire your generators for the voltage they require in a specific application.

This can create a lot of complications and confusion at the end of the rental cycle or in the event of a service call and can result in several lost hours in trouble shooting and diagnostics. If you order generators already set-up for the proper voltages your customers require, you can eliminate the hassle for both your customers and service technicians. Offer a custom generator that has their job-site, application

and industry requirements already installed and ready to go to work.

Before you order your next set of generators, take these options into account and ensure that each of your rental locations are ordering a generator that will fit their customers needs.

By deciding to customize your generators during production rather than after taking delivery, you can save time, increase your company’s image, reduce unnecessary service calls and offer your customers a generator they won’t find down the road. ■

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SPECIAL REPORT: Batteries B y V i c k i H a l l, d i r e c t o r, g l o b a l t e c h n i c a l s e r v i c e s fo r Tr o j a n B a t t e r y

BOOST EQUIPMENT PERFORMANCE

with Proper Battery Maintenance Why deep-cycle batteries are the best choice for operating battery-powered equipment

G

aining a clear understanding of the various battery technologies available on the market ensures that the type of battery used to power access equipment will operate at peak levels of performance and reliability. For equipment rental yards, this is particularly important to maximize the performance of the heavy equipment they rent on a daily basis. If batteries fail while in the field, it can cost construction crews lost productivity on a jobsite, and cost a rental yard a customer.

Deep-cycle flooded & AGM batteries are the best choice Deep-cycle batteries, whether they are flooded or AGM, are the best choice for operating battery-powered

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equipment because they are engineered to handle the rigors of being deep discharged on a regular basis, common in these applications. It’s also important to select a deep-cycle battery that provides true deep-cycling performance. Many deep-cycle AGM batteries on the market today were originally designed for UPS or standby applications, where the batteries are basically “on hold” until needed, not

for applications such as scissor lifts, which deeply discharge batteries.

While deep-cycle flooded batteries are the most economical, they do require regular watering which can be challenging for rental yards as well as their customers. Without regular watering, flooded batteries will prematurely fail, resulting in frequent and expensive battery replacements.

Some equipment rental companies have established technical support teams which visit their rental customers to ensure the batteries are performing as expected, and provide maintenance services in case the customers are not maintaining the batteries properly. An example is Simplex Rentals, based in Montreal, which provides extensive training for its technical team that is dispatched to customers with equipment every 90 days. These teams check on the operation of equipment and performance of the batteries, as well as perform any needed battery maintenance.

“Simplex Rentals outfitted a portion of our rental equipment from Skyjack with Trojan batteries and we are testing the use of the HydroLink single-point watering system to

DEEP-CYCLE BATTERIES… ARE THE BEST CHOICE FOR OPERATING BATTERY-POWERED EQUIPMENT BECAUSE THEY ARE ENGINEERED TO HANDLE THE RIGORS OF BEING DEEP DISCHARGED ON A REGULAR BASIS… www.ForConstructionPros.com/RENTAL

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simplify the battery watering process for our technicians and customers,” said Charles Desroches, vice president at Simplex Rentals. “The single-point watering system is very user friendly and an important investment on longer-term leases to make it easier for customers to maintain the batteries.

Keeping the batteries properly watered and completely charged is critical.”

AGM batteries are maintenance free and are engineered to provide rugged durability and performance for a variety of these types of applications. While AGM batteries do not require watering, they are a bit more expensive than flooded models, so customers must determine if an AGM maintenance-free battery is more costeffective in the long run.

Both flooded and AGM batteries do require regular daily charging, an important maintenance practice.

Construction equipment may sit idle for long periods of time in the rental yard, so it’s important that staff check the voltage of deep-cycle flooded and AGM batteries on a regular basis. The last thing a customer wants to receive is equipment with a battery that is only partially charged, because it will have decreased performance.

Reading the voltage of AGM and flooded batteries will let you know the battery’s state of charge. It’s important to understand that consistently overcharging or undercharging a deep-cycle battery will impact its overall performance and life, resulting in increased operating costs since batteries must be replaced more frequently.

battery’s state of charge, and simply requires an inexpensive digital voltmeter that has a basic accuracy of at least 0.5% or better. Prior to taking voltage readings, allow the batteries to sit for at least two hours after charging to let the voltage settle to its normal open circuit state.

To begin, set the voltmeter to the proper voltage range that corresponds with the voltage of the battery being tested. Touch the appropriate positive and negative leads to the corresponding battery terminals, and record the reading. Compare the reading

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SPECIAL REPORT: Batteries

with the proper voltage levels specified by the battery manufacturer. Also, remember that as batteries age the voltage reading will gradually decrease, and if the batteries have not been properly maintained, this will happen more quickly.

Select a quality battery When selecting a brand of battery, choose a manufacturer whose batteries are consistently fitted by original equipment manufacturers.

Battery manufacturers work closely with equipment manufacturers to ensure its battery designs and functionality keep pace with new machine designs and demands of customers.

Single-point watering systems for easy maintenance Single-point watering systems for flooded batteries simplify the battery watering process for rental yard technicians and customers. The HydroLink system not only reduces labor costs, but is very easy to use,

making it easier to keep the batteries in a good state of health, prolonging battery life and reducing overall costs.

“Simplex Rentals uses of Trojan HydroLink single-point watering systems save our technical team and customers time and money by helping avoid premature battery failures due to lack of watering,” Desroches said.

With various types of batteries on the market today, it’s important to understand the performance of your equipment and select a battery from a manufacturer which has provided consistent quality products over the years. ■

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EXCLUSIVE INTERVIEW // B y

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

How Internet Technology is Changing Equipment Rental Founder and CEO of KWIPPED talks about how the marketplace model is bringing construction equipment rental into the 21st century

I

n an effort to keep a close eye on businesses that are aligning themselves with growing trends related to online equipment rentals, we recently met with Robert Preville, founder and CEO of up and coming startup, KWIPPED, which he describes as an online B2B equipment rental marketplace. We wanted to get his perspective on the role the internet and technology will play in construction equipment rental in the years to come.

RENTAL: In your opinion, where is the construction industry in terms of adopting internet solutions and digital technology to enhance the interactions between equipment rental customers and suppliers?

PREVILLE: When compared to the B2C world, which has countless examples of wildly successful businesses using technology to deliver value such as Uber, Airbnb and Expedia, the entire B2B sector, in general, is lagging behind. Specifically, the heavy construction equipment rental space is no exception and is yet to unleash an incredible amount of potential for enhanced productivity - although I sense that is all about to change as the value and advantages gained by early adopters becomes evident and builds momentum.

RENTAL: Why do you think construction equipment rental has lagged behind in technology adoption and integration?

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PREVILLE: The status quo usually seems easier, and to a certain degree, we are all resistant to change.

Technology, the kind that delivers real value, can be seen as inconvenient until the value is clearly understood and experienced. Construction is not a vertically integrated industry at all.

The supply chain is made up of countless separate entities; but even though they are separate, their interactions are interrelated. Since trying something new might affect other entities down the line, it’s often easier to simply settle for more of the same. But, the cliche, “time is money” is so true in construction that eventually the demand for increased efficiency and productivity will outweigh resistance to change and the businesses that leverage technology to meet that demand will prevail.

RENTAL: In what ways, specifically, can technology enhance construction equipment rental?

PREVILLE: Construction is so complex and has so many moving parts that the industry is ripe for the kind of streamlining and productivity enhancements made possible through innovative technology. I’m not qualified to speak to the ways technology could impact all aspects of construction, but I do know that you don’t need a 20-minute call to source and rent a piece of equipment, especially a piece of equipment you’ve rented multiple times before from the same supplier.

With technology solutions, a repetitive, predictable task like that can be done in seconds with a mouse click or a tap of a finger on a mobile device.

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5/8/17 9:30 AM

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EXCLUSIVE INTERVIEW // Let me give another example that illustrates one of the main value propositions of our technology platform…

Before a construction company or contractor can begin doing any billable work, they are typically spending time (and therefore money) in the estimating and bidding phase. This investment of time and resources has an ROI of $0, unless, of course, you win the bid. KWIPPED is a two-sided marketplace that matches rental needs with a network of suppliers that can fulfill those needs. Instead of wasting time interacting with multiple, individual suppliers to compare prices or gather quotes, our users can enter a single request and receive multiple quotes back from multiple suppliers, usually within a few minutes.

We’re using tech to make life easier for suppliers too. Our platform uses technology to streamline every aspect of the rental process, from major functions like quoting rental opportunities, arranging shipping or delivery of the equipment and tracking active rentals, to smaller details like collecting insurance certificates and security deposits.

RENTAL: Do you see technology replacing salespeople?

PREVILLE: No, absolutely not.

Relationships, expertise and a level of trust that can only be achieved through human interaction will always be important and necessary aspects of a successful construction business. But technology can definitely enhance an individual’s ability to meet customer needs more efficiently and effectively. A business that is great at building and nurturing customer relationships and also leverages technology to work smarter and more productively is really well positioned for continued growth and success.

RENTAL: What makes KWIPPED unique in the online equipment rental market?

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PREVILLE: We believe our go-tomarket strategy includes several key differentiators. Let me mention three big ones:

Horizontal market approach:

Anyone that visits KWIPPED.com will quickly notice that we’ve taken a horizontal approach.

Most online equipment rental businesses are focused in a single equipment category. Our technology-driven platform enables us to support and facilitate equipment rental across a wide range of commercial industries.

Yes, we offer heavy construction equipment rentals, but we’re also renting equipment across 20+ other categories, like laboratory, medical, surveying, electronic test, audiovisual, etc.

the idea of supplier enablement. The quality of the experience our rental customers have is directly tied to the quality of the products and services our suppliers deliver. So, we’ve gone out of our way to make sure

OUR USERS CAN SEARCH AND FILTER BY A VARIETY OF FACTORS TO SIFT THROUGH LIVE INVENTORY UPLOADED

BY MULTIPLE SUPPLIERS ONTO THE KWIPPED PLATFORM.

A true tech-powered marketplace model: A website and an online marketplace are not the same. There are plenty of online businesses that sell and/or rent various types of equipment online - but most of them actually own the equipment. KWIPPED is a technology play. We don’t own equipment, our platform facilitates a very efficient rental process between rental customers and a large network of pre-sourced, qualified suppliers.

Our users can search and filter by a variety of factors to sift through live inventory uploaded by multiple suppliers onto the KWIPPED platform. If they don’t find what they need in the live inventory, they can submit a single quote request and receive multiple quotes from several different suppliers. The dashboard arranges the quotes for easy apples-to-apples comparison and the renter can secure the best option in seconds.

Supplier first mentality - We made a very conscious decision to build our business model around

KWIPPED suppliers have everything they need to maximize rentals and revenue and minimize the time and effort required to close rentals.

And we’re providing some extra value that suppliers might not be investing in for themselves, like a Supplier Mobile App so they can manage rentals out in the field, an extra layer of customer service personnel monitoring and responding to all aspects of a rental and ongoing digital marketing campaigns capturing online demand for the exact equipment suppliers have available in their inventories.

RENTAL: Do you have any advice for equipment rental companies?

PREVILLE: Consumers (including me) are constantly searching online for everything they need. Embrace technology that enhances your customers’ experience, because soon they’re going to demand it as a prerequisite for their business. ■

www.ForConstructionPros.com/RENTAL

5/8/17 9:30 AM

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5/8/17 9:30 AM

INDUSTRY UPDATE

NOBLE IRON SIGNS AGREEMENT TO SELL Los Angeles Equipment Rental Operations

Noble Iron Inc. announced that its wholly owned subsidiary, Noble Rents Inc., has entered into an asset purchase agreement to sell the assets of its Los Angeles, CA-based equipment rental operations to Sunbelt Rentals Inc. The purchase price is approximately $46.34 million, to be paid in cash, of which $1.37 million will be held in an escrow account for any adjustments to the purchase price following closing.

At closing, the purchase price will be adjusted by increases or decreases in accounts receivable of the business and based upon certain potential adjustments relating to equipment fleet and accrued billings.

The closing of the transaction is subject to customary pre-closing conditions, including all necessary authorizations and consents, and final consent of the TSX Venture Exchange.

The specific assets to be acquired by the buyer include all of the rental equipment fleet, vehicles, inventory, accounts receivable and other tangible personal property used in the business. Certain intangible assets, including trade names and other sundry assets are not part of the agreement. The buyer’s obligation to close is conditional on, among other things, all encumbrances with respect to the acquired assets having been released.

This transaction does not involve Noble Iron’s software subsidiary, Texada Software, or the company’s intellectual property, trademarks, and assets held separately from Noble Iron’s LA subsidiary. Following the transaction, Noble Iron will continue to operate in the construction and industrial equipment sector through its software services, and plans to expand further through other potential strategic ventures.

First-Quarter 2017 Revenues Increase

FIRST TIME IN 2 YEARS Caterpillar’s first-quarter 2017 sales and revenues increased 4% to $9.8 billion, compared with the first quarter of 2016, showing improvement for the first time in 10 quarters. First-quarter profit per share was down more than 30% to $0.32. Excluding restructuring costs, first-quarter 2017 profit per share was at $1.28, doubling that of 2016.

“With this momentum, we will continue to focus investment on improving our competitive position by investing in new technologies and improving our productivity to deliver profit growth and shareholder value,” said Caterpillar Chief Executive Officer Jim Umpleby.

2017 OUTLOOK While Caterpillar is seeing signs of recovery in several of the industries it serves, geopolitical and market uncertainty along with volatility in commodity prices are expected to present continued risks through the year.

In January 2017, Caterpillar provided an outlook range for sales and revenues for the full year of $36 billion to $39 billion with a midpoint of $37.5 billion. The year’s strongerthan-expected start raised company expectations for fullyear 2017 sales more than 5% to the range of $38 billion

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to $41 billion, with a midpoint of $39.5 billion.

Caterpillar reduced its outlook for profit per share nearly 9% to $2.10 at the midpoint of the sales and revenues outlook range. Excluding restructuring costs, profit per share is expected to be about $3.75, which is a 29% improvement at the midpoint of the revised revenue outlook.

Restructuring costs expected in 2017 are significantly higher than the prior outlook primarily due to ongoing manufacturing facility consolidations. The company expects to incur about $1.25 billion of restructuring costs in 2017, an increase of $750 million from the prior outlook, as the current outlook now includes restructuring costs for recently announced actions at manufacturing facilities in Gosselies, Belgium, and Aurora, Ill. “There are encouraging signs, with promising quoting activity in many of the markets we serve and retail sales to users turning positive for both machines and Energy & Transportation for the first time in several years,” continued Umpleby. “While we are raising the full-year outlook for sales and revenues, there continues to be uncertainty across the globe, potential for volatility in commodity prices, and weakness in key markets.”

www.ForConstructionPros.com/RENTAL

5/8/17 9:34 AM

Manitou Q1 Sales Revenues Up 22% Year Over Year

Manitou reports first-quarter sales revenues were $415.7 million, up 22 percent year over year. Order intake on equipment in the first quarter were $473.7 million vs. $335.8 million in Q1 2016. The order book at the end of Q1 was $504 million vs. $379.6 million in Q1 2016 and $376.3 million in Q4 2016. Manitou anticipates an increase in sales in 2017 of 7 to 10 percent, with an improved recurring operating income of 50 to 70 basis points relative to 2016.

“With an increase of +22% in our sales revenue relative to the first quarter of 2016, our activity in the first quarter reflects both the improvement of the performance of Manitou, the recovery of most of our markets, as well as the effects of the scheduled termination of the law on accelerated depreciation of investments in France,” said Michel Denis, president and chief executive officer. “The Group’s growth was experienced across its entire geographical range. In the construction sector, growth was particularly dynamic in Europe and in North America, with that region experiencing a major upsurge in rental companies. In the agricultural sector, the launch of our new range of telescopic handlers has a positive impact on our growth in an agricultural market that remains depressed.

“The excellent start to the year with a very strong seasonality as well as the size of our order book lead us to raise our anticipation for 2017 with now a growth in sales revenues of 7 to 10% and an improved recurring operating income of 50 to 70 basis points relative to 2016,” Denis said.

The Material Handling & Access division (MHA) had sales revenue of €260 million, up by +20% on Q1 2016. Growth was experienced across the board in all geographical areas, which led the manufacturing sites to organize so as to support the very significant increase in volumes. The Compact Equipment Products Division (CEP) had sales revenue of €57 million, up by 40% on Q1 2016. Sales in North America were up sharply, thanks to an upsurge in rental companies.

The manufacturing sites adapt to meet the demand. The Services and Solutions Division (S&S) had sales revenue of €63 million, up by +17% on Q1 2016. The division is experiencing the strongest growth in its activity since its formation.

This growth is the outcome of the needs generated by the increasing use of our machines by our clients, as well as the gradual growth in the new services offered by the division.

Manitou announced March 26, 2017 the acquisition of TEPL. Founded in 2003, this company is specialized in design, manufacture and distribution of construction equipment, mostly backhoe loaders and skid steer loaders and achieved a €30 million revenue in 2016, mostly in Southern Asia. Manitou Group reinforces its ambitions for the handling market in India and, on a broader level, in Asia and emerging countries. The group will be able to rely on a company already wellestablished in India and supported by a structured dealerships’ network and a solid service organization. This acquisition will thus enable the Manitou group to respond to local markets thanks to a qualitative industrial tool. This acquisition will be finalized over 2017 first semester.

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INDUSTRY UPDATE

FIRST-QUARTER SALES DOWN, BUT RENTAL REVENUES UP AT H&E EQUIPMENT H&E Equipment Services Inc. announced results for the first quarter ended March 31, 2017.

FIRST QUARTER 2017 SUMMARY • Revenues decreased 8.2% to $226.8 million versus $247.0 million a year ago.

• Net income was $5.4 million in the first quarter compared to net income of $5.6 million a year ago.

• EBITDA was $68.8 million in the first quarter compared to EBITDA of $69.1 million a year ago, yielding a higher margin of 30.3% of revenues compared to 28.0% a year ago.

• Rental revenues increased 4.4% to $107.3 million in the first quarter compared to $102.8 million a year ago.

• New equipment sales decreased 40.1% to $34.3 million in the first quarter compared to $57.2 milliona year ago.

• Used equipment sales increased 4.7% to $28.9 million in the first quarter compared to $27.6 million a year ago.

• Gross margin was 34.2% compared to 32.9% a year ago.

• Rental gross margins were 44.8% in the first quarter of 2017 compared to 45.3% a year ago.

• Average time utilization (based on original equipment cost) was 68.5% compared to 66.3% a year ago. Average time utilization (based on units available for rent) was 66.0% compared to 64.6% last year.

• Average rental rates decreased 0.5% compared to a year ago.

• Dollar utilization was 32.4% in the first quarter compared to 32.2% a year ago.

• Average rental fleet age at March 31, 2017, was 34.1 months compared to an industry average age of 41.9 months.

John Engquist, H&E Equipment Services’ chief executive officer, said, “The first quarter results along with the current trends in our business have reinforced our expectations for 2017... We believe the opportunities that exist for our business in 2017 are encouraging as demand for rental equipment is increasing throughout the regions we serve.”

MANUFACTURER PROFILE

TAKEUCHI’S FIRST HYBRID COMPACT EXCAVATOR The TB216H is a first in the innovative Takeuchi lineup: a hybrid dual-powered excavator that enables the operator to work indoors or outdoors for maximum versatility. The TB216H features both an electric motor and diesel engine with its own pump group to power the machine’s hydraulics.

Machine performance is consistent regardless of the power source. In diesel mode, the machine is powered by a Yanmar Tier 4 Final engine with an

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output of 14.9 horsepower (hp), which is perfect for day-to-day operation, loading and transport. In emission-free environments, the machine can be powered by the 14.2 hp electric motor.

To access a wide range of jobsites and indoor applications, the TB216H features a retractable undercarriage that retracts from 51.2 inches to 38.6 inches. Another user-friendly feature of the TB216H is that the ignition, throttle, joysticks and travel functions are the same, regardless of the mode selected to power the machine.

The TB216H has an operating weight of 4,277 pounds, maximum bucket breakout force of 4,250 pounds and maximum arm crowd force of nearly 1,843 pounds. It also features a maximum dig depth of 7 feet 10 inches and maximum reach of 13 feet 5 inches. For details on the TB216H and more innovations that have made Takeuchi a world leader, visit www. takeuchi-us.com.

www.ForConstructionPros.com/RENTAL

5/8/17 9:35 AM

CASE RELEASES LIMITED EDITION COMPACT EQUIPMENT FOR 175TH ANNIVERSARY

Case Construction Equipment has rolled out 175 limited edition red skid steer and compact track loaders in honor of its 175th anniversary in 2017. The special edition loaders will be sold through CASE construction and agricultural dealers in the U.S. and Canada, and feature special badging that honors the milestone anniversary.

“The red skid steer and compact track loaders are an excellent way of connecting our construction and agricultural heritage in two core product lines that work heavily in both markets,” says John Dotto, brand marketing manager, CASE Construction Equipment.

“It celebrates the milestone and gives our customers an opportunity to own a little bit of equipment history.”

Jerome Increase Case (2008 AEM Hall of Fame Inductee) founded the Racine Threshing Machine Works (now CASE) in Racine, Wisconsin in 1842. For a complete historical timeline of the company, and its technological contributions to both construction and agricultural equipment, visit www.casece.com/northamerica/en-us/inside-case/heritage

MANUFACTURER PROFILE

KOHLER – Power Solutions Leadership Since 1920 ®

A global force in power solutions since 1920, Kohler is committed to reliable and intelligent products, purposeful engineering and responsive after-sale support. The company manufactures complete power systems including generators, automatic transfer switches, switchgear and monitoring controls for emergency, prime power and energy-management applications worldwide.

Ideal for rental companies, KOHLER® mobile generators are built to withstand the elements and run for long hours in prime and standby applications. KOHLER mobile generators also feature flexible fuel options www.ForConstructionPros.com/RENTAL

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including both gaseous and Tier 4 Final diesel models. The gaseous models offer optional onboard LP fuel tanks and the flexibility to switch easily between the onboard LP fuel tanks and external LP or natural gas fuel sources. LP and Natural Gas solutions provide run-time cost savings with no ground-spill risk and produce less toxins and carbon monoxide.

Kohler also offers a number of support services to give rental companies and other users an edge

on the competition, including a premium threeyear limited warranty and custom-engineered specials to design a mobile generator that fits every job perfectly.

KOHLERPOWER.COM

MAY 2017

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INDUSTRY UPDATE

HITACHI TO ACQUIRE SULLAIR Hitachi Ltd. and Accudyne Industries announced that the two companies have entered into an agreement regarding Hitachi’s acquisition of Accudyne’s subsidiaries and certain related assets that manufacture and sell air compressors under the “Sullair” brand.

In order to become the “Innovation Partner for the IoT Era” by accelerating collaborative creation with customers through the advanced Social Innovation Business, Hitachi has introduced a market-in business structure composed of “front,” “platform,” and “products” in April 2016. Hitachi’s “front” business

has strived to work side by side with its customers to create new value through the rapid and effective utilization of its Social Innovation Business by leveraging digital technology, with the “Lumada” IoT platform at its core.

Hitachi’s goal in this acquisition is to gain access to Sullair’s global sales network, mainly in North America. Furthermore, Hitachi will accelerate the global rollout of the Social Innovation Business, by providing Sullair’s customer base with digital solutions or IoT-compatible products that leverage the expertise in IT and OT (operational technology) which Hitachi

has cultivated over many years.

As for the product business, in an effort to establish a strong product business that meets a broad range of industrial needs, Hitachi has been developing the product business through the unified strengths of the Industrial Products Business Unit, which integrated Hitachi’s industrial product business in May 2015, and Hitachi Industrial Equipment Systems Co., Ltd., which handles small or medium sized industrial products.

Air compressors in particular have been positioned as a core business, in which Hitachi provides high-quality, highefficiency products mainly in Japan and Asia. Hitachi plans to add its products to Sullair’s highly complementary product lineup, and utilize the global sales network Sullair has established, mainly in North America, and increase the scale of the air compressor business.

MANUFACTURER PROFILE

LEADING MANUFACTURER of power units and power generation solutions

CK Power is a leading manufacturer of power units and power generation solutions for a variety of markets and customers. In addition to our manufacturing capabilities, CK Power has long been a proud distributor and authorized service provider of Kohler Power Systems, Kubota, John Deere and Volvo Penta engines. Our mission is to expand and continually improve. CK utilizes quality practices and employee involvement to distribute, design and manufacture power solutions, and provide exceptional service that results in client and employee satisfaction.

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1-855-CKPOWER www.ckpower.com www.ForConstructionPros.com/RENTAL

5/8/17 9:35 AM

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

Abbott Rubber Company............................................49 American Honda Motor Co.........................................19 Barreto Manufacturing Inc............................................7 Chicago Pneumatic.......................................................35 CK Power................................................................31, 48 Copper Wire Stripper...................................................49 Curry Supply Company................................................38 Gehl...............................................................................41 Generac Power Systems..............................................13 General Pipe Cleaners....................................................9 Horton Inc.....................................................................43 Jenny Products, Inc......................................................37 JLG Industries Inc.........................................................33 Kaeser Compressors.....................................................21 Kobelco Construction Machinery................................17 Kohler Company......................................................5, 47 Perkins Engines Company Limited..............................52 Precision Components.................................................51 Rapid Roof Remover....................................................24 Scania USA....................................................................23 Skyjack Inc......................................................................2 Snorkel..........................................................................11 Sotcher Measurement Inc............................................34 Sullair............................................................................45 Sullivan-Palatek............................................................25 Takeuchi Manufacturing Co..................................15, 46 Trask-Decrow Machinery.............................................49 Trojan Battery...............................................................39 Wacker Neuson ...........................................................29 Weber Machine (USA) Inc............................................24

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EYE ON RENTAL // B y

Dick Detmer

BY DICK DETMER

How to MAXIMIZE Your Employee Training Effort Tips to help your staff contribute to a corporate culture of efficiency

E

ffective employee training is perhaps the most important element of a successful rental business. We touched on this in our last issue, but the message bears repeating.

One primary benefit of a solid training program is it helps with employee retention. If employees feel confident and strong in their duties and are continuously learning new skills, they tend to stay longer. And we all know how important employee retention is.

With some preparation and coaching, employees can make an important contribution to developing a corporate culture of urgency and efficiency. The bottom line is having proper training at your rental business is a very worthwhile investment.

Here are just a few important points to consider when executing your training effort: • Involve everyone. It’s natural to think that training should be only for the lowest performers, but everyone, including your star performers, should receive advanced training.

• Use repetition in your training effort. Proper training is not a “one and done” event.

• Consider using a professional rental training consultant to help develop your training program and to teach certain key elements of it.

• Use incentives. Let the people being trained know what’s in it for them. Incentives need not be complicated. Also, remember that training itself can be very motivational when

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performed correctly.

• Don’t assume that those who have plenty of rental experience are well trained.

• Be careful with who you assign as the teacher. Don’t rely on your instinct to have the newly hired employee assigned to just anyone. Do you know for certain that what is being taught is of the quality you need going forward?

• Be certain that those receiving any type of training are trainable. You might be attempting to make a round peg fit into a square hole. Size up each person’s potential as objectively as you can.

• Teach employees how to be safe on the job and specifically, what they must do to help keep others safe. There is no such thing as common sense. Everything they need to know must be learned.

• Be creative concerning the timing of training and other meetings.

Although I conduct most staff training for my clients at their rental businesses during regular business

• • •

•

hours, some training experiences are effective when held at a time when the store is not open for business.

Develop and use well-crafted job descriptions as training aids.

Test to make sure the training “sticks.”

Retrain where and when needed.

Fortify your company with employees who are well trained to help you to capitalize on present and future opportunities.

Concentrate on making your employees the very best they can be. Don’t settle for mediocrity. Make superior skill training a priority and make it what differentiates your company from your competitors. ■

Dick Detmer is a nationally recognized consultant, lecturer and writer with over 35 years of experience in the equipment rental industry. For consulting, on-site employee training or to order one of his books, visit www.detmerconsulting.com. Dick can be contacted directly via his website, by emailing dick@detmerconsulting.com or by calling (309) 781-3451.

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5/8/17 9:38 AM

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