2 0 1 8 P O W E R R E N TA L I S S U E EQUIPMENT TRENDS Are Single-Tool Compressors Coming Back from the Brink of Extinction?
May 2018
PRODUCT NEWS INSIGHT
The Fundamentals of Generator Selection
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SPECIAL REPORT
PULLING FOR TELEMATICS on Today’s Power Sources Manufacturers are beginning to offer machine monitoring solutions on generators, compressors and light towers due to customer demand
ARE FUEL TANK RENTALS YOUR NEXT BIG PROFIT GENERATOR?
KOHLER® Mobile Generators provide dependable gaseous and diesel power.
PAGE 68
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VOLUME 40 ISSUE 4
MAY 2018 POWER RENTAL ISSUE
SPECIAL REPORT: Customers Pull for Telematics on Power Sources
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Manufacturers are beginning to offer machine monitoring solutions on generators, compressors and light towers due to demand from national rental chains.
IN EVERY ISSUE 6 Everybody’s Business
32 EQUIPMENT TRENDS Are Single-Tool Compressors Coming Back from the Brink of Extinction? Changing market conditions have once again created a potential market for 90- to 100-cfm machines.
Editor Jenny Lescohier continues the discussion about the future of independent rental businesses.
38 CONSTRUCTION SUPPORT EQUIPMENT Behind the Basics of Generator Selection A review of the fundamentals that go into selecting mobile generators to power your customers’ jobsites.
54 NEW OPPORTUNITIES 2 X 2 = Rental Profits Fuel tanks provide an added service to customers as well as additional rental revenue.
8 Letters to the editor 19 Manager’s Digest 16 Market Watch Rental companies from around the country talk about their view for the future.
22 New Products 47 Generator Products
ALTERNATIVE FUELS
50 www.ForConstructionPros.com/RENTAL
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What to Know About Propane Equipment Before Your Customers Ask
33 Compressor Products 58 Industry Update 66 Eye on Rental Dick Detmer provides insight on what it will take for independent rental business to survive and thrive.
MAY 2018
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5/9/18 7:52 AM
CONTENTS
RentalWATCH
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.
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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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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.
BUYERS GUIDE
Fast, Relevant Product Information 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 VIDEO: Case TechTalk Discusses Rental-Focused Equipment Options Rental outlets, and rental customers, value simplicity. Both the 580N EP backhoe loader and the TV370 compact track loader provide that with maintenance-free emissions solutions and intuitive controls that make operation easy.
www.ForConstructionPros.com/20996499
Grease Storage and Handling Best Practices Lubricating grease will gradually deteriorate with time, but rate and degree of deterioration depends on storage and handling conditions.
www.ForConstructionPros.com/21000672
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5/9/18 7:52 AM
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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
Do You Have
™
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
WHAT IT TAKES? Independent businesses need to be memorable and unique to succeed in today’s rental industry
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n our March issue, we reported on a panel discussion that took place at the IPAF Summit in Miami, where Dan Kaplan, industry veteran and CEO of Daniel Kaplan Associates, told attendees “We’ll see a severe reduction of independents” over the next 10 years, because “They won’t be able to compete with the national accounts, who offer pricing and service that nobody can match.” We disagreed with that statement in this column space, and apparently it struck a chord with readers because we received numerous letters to the editor, some of which you can read on page 8 of this issue. The consensus among those who responded is that there will always be a place in the industry for independents, despite the pricing advantages afforded to national chains from buying consortia. There’s no denying it will get tougher for independent businesses to succeed in the future, so what will separate the wheat from the chaff? Our columnist, Dick Detmer, tackles this issue in his Eye on Rental column on page 66 of this issue. Don’t miss his tips for staying relevant in a changing business landscape. More wisdom can be gleaned from another business expert, Tom Shay, who is a lifelong small business owner and author of 12 books on small business management. He stresses being memorable and unique. First and foremost, Shay emphasizes, is the need to stand out from corporate competitors. This might mean carrying highly niche products,
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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
Art Director
Kayla Brown
Audience Development Director Wendy Chady Audience Development Mgr
Angela Franks
Advertising Sales (800) 538-5544 Kris Flitcroft, Vice Chair Sean Dunphy Nikki Lawson Erica Finger Amy Schwandt Denise Singsime Tom Lutzke
…SO WHAT WILL SEPARATE THE WHEAT FROM THE CHAFF? even if their margin is low to nothing, he says, so that customers think of your store as the place to go for these hard-to-find items. He suggests visiting one of the nationals to take note of what they don’t have. “That’s what you need to stock,” he says. As one of our letter writers stated, “There are many changes we all have to make in the future for our businesses to survive, but what industry or business isn’t experiencing great change?” It’s a simple but wise statement. Yes, our industry is going through another round of reinvention, and it will take some hard work and innovation to keep up, but those things aren’t new to the rental industry or the small business people who are its foundation. We look forward to an industry future including the full scope of businesses, large and small. ■
kflitcroft@ACBusinessMedia.com sdunphy@ACBusinessMedia.com nlawson@ACBusinessMedia.com efinger@ACBusinessMedia.com aschwandt@ACBusinessMedia.com dsingsime@ACBusinessMedia.com tlutzke@ACBusinessMedia.com
ForConstructionPros.com Digital Operations Manager Nick Raether nraether@ACBusinessMedia.com Digital Sales Manager Monique Terrazas mterrazas@ACBusinessMedia.com Editor Larry Stewart lstewart@ACBusinessMedia.com Managing Editor Kimberly Hegeman khegeman@ACBusinessMedia.com Change of Address & Subscriptions — PO Box 3605, Northbrook, IL 60065-3605, Phone: (877) 201-3915 Fax: (847) 291-4816 • circ.rpnmag@omeda.com List Rental — Jeff Moriarty, SVP, Business & Media Solutions Infogroup, Phone: (518) 339-4511 Email: jeff.moriarty@infogroup.com Reprints — Erica Finger, efinger@ACBusinessMedia.com
AC Business Media Inc. Chairman President and CEO CFO Editorial Director
Anil Narang Carl Wistreich JoAnn Breuchel Greg Udelhofen
Published and copyrighted 2018 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. SUBSCRIPTION POLICY: Individual subscriptions are available without charge in the U.S. to rental centers, equipment distributors, and other businesses with rental departments. To subscribe please visit www.ForConstructionPros.com. Publisher reserves the right to reject nonqualified subscribers. One year subscriptions for nonqualified individuals: U.S. $35.00; Canada and Mexico $60.00; and $85.00 all other countries (payable in U.S. funds, drawn on U.S. bank). Single issues available (prepaid only) $10.00 each. Rental (ISSN 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. 40, Issue 4, March 2018
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5/8/18 3:31 PM
13STK/16STK TRACK TRENCHER
With its compact size and weight of 1,085 pounds, the Barreto Manufacturing STK track trencher has the same key features as our larger track trencher. The innovative new track system and compact frame design provide both stability and maneuverability. A hydraulic cooler with incorporated fan keeps the oil temperatures regulated. Electric start is standard on all models.
The STK features Adjustable Trenching Controls (ATC) that use rod linkage instead of cables, and the ATC can be positioned to modify the trenching speed of the tracks individually while on the go. By utilizing the individual track controls, the operator has the ability to keep their trench straight when working on uneven terrain.
The floating track system utilizes independent undercarriage idlers that move in response to the terrain. This design keeps a significant portion of the track in contact with the terrain at all times, reducing ground pressure and increasing traction. In keeping with the Barreto standard, the STK trencher is low maintenance and reliable in the most difficult conditions. The effortless steering, tracks, and size of this trencher make the operator’s job simple and keeps customer satisfaction high. Components are protected yet easily accessed and maintenance costs are minimal. At Barreto Manufacturing, we believe that in order for us to succeed, our customers must be successful. Since 1983, our products have been proven to provide consistent ROI with minimal downtime or repair. We build our equipment to withstand the demands an industrial environment requires. We believe in providing innovative, durable, quality pieces of equipment that will be of long-term profit to our customers.
THE PERFECT ADDITION TO ANY TRENCHER FLEET CONTACT US TODAY TO SCHEDULE A DEMONSTRATION
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LETTERS TO THE EDITOR
EDITOR’S NOTE:
// Email Editor Jenny Lescohier at jlescohier@acbusinessmedia.com
ollowing are letters we received in response to the column “Declaring Our Independents” in the March 2018 issue. F Letters have been edited for space and clarity.
ALWAYS ROOM...
TOUGH TO COMPETE WITH BUYING CONSORTIA
I enjoy reading your magazine. I agree with your position concerning independent rental companies, debating Dan Kaplan’s position that they cannot survive amidst the national chains.
My compliments for starting to tackle a complicated condition within the industry. My family has been in the equipment and tool business since 1954, before there was an ARA. My uncle, Mel Williams (ARA Hall of Fame 2018), started his operation a few miles north of Boston, MA. He had a full-service rental house.
I’ve been in the specialty rental industry for 40 years and have built and sold numerous independent rental companies totaling over $1 billion in transactions. Most recently in April 2014, we sold National Pump and Compressor to United Rentals for approximately $850 million. I am currently CEO of 4 Horn Investments which specializes in investing in independent rental companies. In a $50-billion plus industry, there will always be room for aggressive independent rental companies with entrepreneurial spirit. Surrounding one’s self with great people, possessing aggressive marketing flexibility to move quicker into markets than the majors, and being well financed, are what I believe are keys to competing very effectively against the major rental companies. I have the utmost respect for the management of United Rentals. They have built a great company and will continue to do positive things in our industry. However, there will always be room for the small independent entrepreneur in our industry for many years to come.
LODDIE NAYMOLA — CEO, 4 HORN INVESTMENTS
Located around a major popular city increases the overhead, challenging the ability to enhance profits. In 2016-17 we were paying over $90,000 per year in property taxes alone, not to mention insurance, heat, lighting, building maintenance, payroll, vehicle registration, parts, storage and human resources expenses. Hence, the major issue once being diversification of inventories now requires privately owned rental houses to specialize, as you reported. Our inventory was known as the most unusual inventory in New England. But with that comes the issue of more unusual items not being as commonly rented. The bread and butter inventory items, such as 2-in. water pumps, 20- by 22-in. plate compactors, and 185-CFM air compressors, will always be procured at the closest available site to avoid down time, travel delays, road expenses and delivery charges. This does allow for the larger franchises to better serve greater areas. The larger rental houses do bring deeper pockets to the table, have national concerns for workers’ safety and the resources to keep up with the ever-changing rules and regulations. Along with larger rental chains there are now also manufacturers dabbling in the rental industry. This puts even the large rental houses in competition with the suppliers of the equipment. In my opinion, the true death of the independent rental houses will begin with the single-location operations. The regional houses will be able to operate longer by covering larger locations. The familiarity of seeing and dealing with the same knowledgeable veterans will be a trade-off for corporate requirements that designate the use of certain vendors. Not only are national companies now in the rental business, most of our larger rental customers are part of [buying] consortia. These nationally owned and managed companies are requiring the local facilities to use recommended suppliers. This enables best bulk pricing with bigger national account suppliers.
— STEVE WILLIAMS PRESIDENT, RENT-A-TOOL INC.
INDEPENDENTS ARE STILL ALIVE AND WELL I listened to Dan Kaplan’s sermon of gloom and doom for the small independents years ago when all the consolidation began. Now years later, I see that the independents are still here and alive and well. Yes, there are many changes we all have to make in the future for our businesses to survive. But what industry or business isn’t experiencing great change? Don’t heed the negative remarks from those that promote the giants and scare the independents into submission. The customers that we serve are looking for the kind of help and products that we have to offer. There is plenty of opportunity for the independent rental dealer and the future looks great for those that want to succeed. I would suggest that periodicals and media such as yours and others continue to focus on the thousands of small rental dealers and not so much on glorifying the few giants. A level playing field of pricing from the manufacturers would also help. There are many dealers across the country to purchase equipment, not just a few giants who are controlling prices.
— ANONYMOUS
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5/8/18 11:55 AM
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5/8/18 11:55 AM
MANAGER’S DIGEST
IHS MARKIT
UNCERTAINTY SURROUNDING TARIFFS TECHNICAL EDUCATION STRUGGLES TO GAIN FUNDING DESPITE URGENT NEED Lack of trained workers to fill skilled positions threatens to slow U.S. economic growth, but a bipartisan bill to improve career and technical education has yet to be taken up by the Senate. The Strengthening Career and Technical Education for the 21st Century Act passed the House by unanimous voice vote in June. Introduced by Rep. Glenn Thompson (R-Pa.), it would reauthorize and make slight changes to the Perkins Act, a law that sets the guidelines for federally funded career and technical education (CTE) programs. Thompson’s bill – with 40 co-sponsors, including 11 Democrats – would adjust the Perkins Act to more precisely address the needs of businesses to avoid the skills gap. The Perkins Act expired in 2012, but has been kept alive through budget authorizations in Congress. While CTE received a $75 million bump in the omnibus, it is funded at about $100 million less than in 2007. “We supported that bill. The proponents of that bill talked a lot about how it increased flexibility for programs to meet labor demands in their own communities, which is obviously a good thing,” said Jarrod Nagurka, spokesman for the Association for Career and Technical Education (ACTE). Rep. Raja Krishnamoorthi (D-Ill.), a top Democratic supporter of reauthorizing Perkins, said CTE funding struggles as an issue because it’s not controversial. “The problem is it never becomes the No. 1 priority for everyone at the same time,” he said. “Whereas I view it as one of my top 2 or 3, I can’t move the Speaker [Paul Ryan (R-Wis.)] or [Senate Majority Leader] Mitch McConnell [R-Ky.] to make it theirs.”
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DRIVES CONSTRUCTION MATERIALS PRICES UP
Construction costs increased for the 18th straight month in April, according to IHS Markit and the Procurement Executives Group (PEG). The current headline IHS Markit PEG Engineering and Construction Cost Index registered 61.8, 4.1 points higher than in March. Both materials/equipment and labor sub-indexes came in above 50, indicating rising prices. Materials/equipment prices increased at a more robust pace in April; the index posted a gain of 6.3 points, reaching 65.7. Prices were up in all 12 categories. Turbines, which had registered lower prices in March, rebounded strongly this month to well above the neutral threshold of 50. The three steel categories — fabricated structural steel, carbon steel pipe, and alloy steel pipe — pushed even higher in April, indicating that steel price increases are being widely felt. Along with higher steel costs, the indexes for heat exchangers, pumps and compressors and turbines each increased by double digits in April. “Steel buyers seem paralyzed by the uncertainty around 232 and 301 tariffs: when the cost is unknowable and availability is dubious, rational behavior is to do nothing,” said John Anton, associate director – pricing and purchasing, IHS Markit. “Hopefully, clarity will come by May 1, the due date for a decision on country exemptions.” Current subcontractor labor index expanded at a slower rate this month compared to last; the index dropped 1.1 points to 52.9, marking the ninth straight month of increasing prices. Labor costs continued to increase in all U.S. regions. After no change in March, the labor cost index for Western Canada moved into positive territory while the index for Eastern Canada fell into negative territory in April. The six-month headline expectations for construction costs increased for the 20th consecutive month: the index moved up 0.3 points to 69.7. The materials/equipment index remains elevated at 72.2, despite a drop of 1.3 points this month. Expectations for future price increases were widespread, with index figures for every component well above neutral. Price expectations for sub-contractor labor came in at 63.9, a 4.1-point climb from March’s 59.8. Labor costs are expected to rise in all regions of the U.S. and Canada. In the survey comments, respondents indicated an expectation of a shortage of electrical engineers, welders, and carpenters in 2018. They also continued to highlight concerns about the uncertainty around developments in U.S. trade policy. TO LEARN MORE ABOUT THE IHS MARKIT PEG ENGINEERING AND CONSTRUCTION COST INDEX OR TO OBTAIN THE LATEST PUBLISHED INSIGHT, VISIT: WWW.IHSMARKIT.COM
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5/9/18 2:11 PM
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MANAGER’S DIGEST
Housing Starts Increase in March Led by Multifamily Construction Total housing starts increased slightly in March, led by multifamily construction strength. Starts increased 1.9% to a 1.32 million seasonally adjusted annual rate, according to the joint data release from the Census Bureau and HUD. However, the pace of single-family starts declined in March, falling 3.7% to an 867,000 seasonally adjusted annual rate, due to lingering weather effects in some parts of the nation. The three-month moving average for single-family starts remained near a post-recession high rate of construction (889,000). These recent trends for single-family starts match ongoing healthy levels of the NAHB/Wells Fargo Housing Market Index, now registering a score of 69. For the first quarter of 2018, single-family starts are 7% higher than this time in 2017, in-line with forecast for modest gains. Single-family permits were down 5.5% in March, although are recording a 5.3% improvement thus far in 2018 relative to this time in 2017. Multifamily starts (2+ unit production) were up 14% in March, posting the largest seasonally adjusted rate (452,000) since October 2016. Multifamily permits for 5+ unit production also showed strength, gaining 23% over the February rate. Multifamily data tends to be volatile in the month-tomonth data, but the three-month moving average for multifamily construction is now at its highest register since February 2017. Our forecast calls for flat multifamily construction conditions in 2018. With respect to housing’s economic impact, 55% of homes under construction in March were multifamily (621,000). The current count of apartments under construction is roughly unchanged over the last year. In March, there were 504,000 single-family units under construction, a gain of almost 11% from this time in 2017.
WHITE HOUSE TO SPEED ENVIRONMENTAL REVIEWS FOR MAJOR INFRASTRUCTURE PROJECTS U.S. President Donald Trump has made shortening the often lengthy timetable to get approvals for new highways, runways and other projects a key focus of his infrastructure reform plans. Trump presided over the signing of the “One Federal Decision”
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memorandum of understanding by members of his cabinet after a meeting with agency heads. The memorandum says “one lead federal agency will be responsible for navigating major infrastructure projects through the entire Federal environmental review and permitting process.”
POWER GENERATOR RENTAL MARKET TO REALIZE SUBSTANTIAL GROWTH THROUGH 2025 In a new study, Transparency Market Research (TMR) discusses in detail the various factors influencing the global power generation rental market. It covers the leading market players and highlights competitive trends prevailing over the years. As per TMR, the presence of several regional and local players has rendered the market highly fragmented. The global power generation rental market also exhibits the presence of a few global players. Aggreko PLC, APR Energy, Caterpillar Inc., Cummins Inc., Atlas Copco AB., and United Rentals, Inc. are among some of the most prominent companies operating in the global power generation rental market. TMR pegged the global power generation rental market at US$4,131.28 mn in 2016. Exhibiting a CAGR of 6.27% between 2017 and 2025, the market is expected to reach US$7,087.40 mn by the end of 2025. Regionally, the Middle East and Africa held dominance in the global market. Besides this, the market is expected witness lucrative prospects in Asia Pacific. The rising demand from emerging nations in Africa is aiding the market’s expansion in the Middle East and Africa. According to TMR, the Middle East and Africa held nearly 30.51% of the global market in 2017.
The agencies will work to develop a single environmental Impact Statement and sign a single record of decision and the lead agency will seek written agreement from other agencies at key points. It also seeks to try to quickly resolve interagency disputes. Representative Bill Shuster, who heads the House Transportation Committee, called the move allowed under a 2015 law a “positive step forward in the fight against inefficient, bureaucratic permitting.”
www.ForConstructionPros.com/RENTAL
5/9/18 2:11 PM
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MANAGER’S DIGEST
Construction Starts Reach Highest Level of Last Six Months New construction starts in March increased 11% from the previous month to a seasonally adjusted annual rate of $785.2 billion, according to Dodge Data & Analytics. The substantial gain followed modest declines in January (down 2%) and February (down 3%), and brings the pace of total construction starts to the highest level over the past six months.
During the first three months of 2018, total construction starts on an unadjusted basis were $167.3 billion, down 7% from last year (which included exceptionally strong amounts for airport terminals and natural gas pipelines). On a 12-month moving total basis, total construction starts for the 12 months ending March 2018 were up 1% from the twelve months ending March 2017.
The nonbuilding construction sector, comprised of public works and electric utilities/gas plants, soared 73% in March, boosted by the start of several very large projects. These included the $3.5 billion Mountain Valley Pipeline expansion in West Virginia and Virginia, the $1.1 billion I-405 highway project in Orange County, CA, the $855 million Grand Parkway highway project in Houston, and a $400 million wind farm in Kansas.
The March data produced a reading of 166 for the Dodge Index (2000=100), up from 150 for February. During the first quarter of 2018 the Dodge Index averaged 157, up 2% from the 154 average for last year’s fourth quarter, while slightly below the 161 average for the full year 2017.
At the same time, both nonresidential building and residential building eased back slightly in March, with respective declines of 1% and 2%.
FOR MORE INFORMATION, VISIT WWW.FORCONSTRUCTIONPROS.COM/NEWS/21001703
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power your customers’ need to operate 90 lb. jack hammers, 4” piercing tools, and to service irrigations systems. Powerful and dependable 80 CFM at 100 PSI power Rugged and durable, field-proven compact design Better fuel savings with auto engine off/restart smart-start technology on the diesel model Optional running gear featuring independent torsion axle suspension and heavy duty construction Available with gas or Tier 4 Final diesel engine
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www.ForConstructionPros.com/RENTAL
5/9/18 2:11 PM
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 and knowledgable industrial solutions team 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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5/9/18 2:11 PM
MARKET WATCH By Rod Dickens, contributing editor
WHAT DOES THE FUTURE HOLD? Rental professionals from around the country express OPTIMISM in the face of new tax codes, but trepidation over the labor shortage
ALABAMA: “YOU HAVE TO BE WILLING TO CHANGE” Chuck Turner has been director of operations for Mobile-based Blue Rents Inc. for two years. Prior to that, he owned a rental company for 38 years. He’s seen plenty of changes over the years and expects to see many more. In his words, “Owners need to identify trends in their markets and be willing to change accordingly if they want to stay in business.” Blue Rents is two businesses in one, an equipment rental company and a party store. The company employs anywhere between 28 to 50 people depending on the time of year, with the party side being more labor intensive. One trend that will impact both sides of Blue Rents business is everevolving social media. “This has the biggest impact today on the party business as customers can find virtually anything they want on the internet,”
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LEASING SOME EMPLOYEES FROM AN HR COMPANY, WITH A LARGER WORKER POOL, HAS ALLOWED BLUE RENTS TO OFFER BENEFITS AND SAVE MONEY ON WORKMAN’S COMPENSATION AND HEALTH INSURANCE. said Turner. “To compete, I believe rental stores have to become more specialized and give customers the ability to order online.” Specialization applies to renting equipment as well, but in a different way, he noted. “I don’t believe we will see the consolidation trend that we experienced in the early 2000s, although there will continue to be some random mergers. Still, the challenge remains for smaller companies, especially those in large metropolitan markets, to compete with the big national companies. One way to do that is, again, to be specialized, to find a niche and focus on that.
“Labor will continue to be a challenge for all companies. In Mobile, for example, it’s difficult to compete for workers with area petroleum and manufacturing companies. This impacts a store’s overall profitability and is another reason why it’s important to find a niche.” Leasing some employees from an HR company, with a larger worker pool, has allowed Blue Rents to offer benefits and save money on workman’s compensation and health insurance. This, Turner noted, may become a partial solution to the labor challenge down the road. In the meantime, he emphasized, the good old days of the 90s are long
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GO AHEAD, BRING YOUR HEAVY TOOLS
LEARN MORE AT GENIELIFT.COM/XC © 2018 Terex Corporation, Terex and Genie are trademarks of Terex Corporation or its subsidiaries.
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Search: 10076505
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MARKET WATCH
gone, and rental store owners will need to continue to sharpen their business skills to remain competitive.
MINNESOTA: SMALLER STORES STILL HAVE A PLACE Crown Rental, headquartered in Burnsville, is celebrating nearly 30 years in business. Through its three locations, the store rents both equipment and party goods. All three locations are also Stihl Power Equipment Dealers and Burnsville is also a Honda Service Center. Looking into his crystal ball, company president Doug Haas sees some larger specialty companies being consolidated by larger national chains, a trend that will likely continue since they both compete for the same customer. Haas, however, doesn’t foresee much consolidation in the future for smaller independent companies, those that cater to homeowners and smallto medium-size contractors. “One thing that prevents this from happening is the national companies are too cumbersome for the independent contractor to do business with,” he noted. “The large rental companies cannot respond quickly enough or carry the smaller rental items that the independent contractor needs. This will keep the independent rental companies viable.” He continued, “I see the need for web-based rental in the future. We are working on implementing rental
kiosks and mobile apps that will reduce reliance on counter personnel and allow 24/7 access to rental equipment for our customers. With the tight employee market and the need for instant access by our customers, especially the younger generation that does everything online, we see this as a way of staying relevant.”
PENNSYLVANIA: TEN-YEAR RUN LOOKING GOOD Eric Schuibbeo purchased his first rental store in Avondale in 2004. He had four good years before the recession hit. General Rental Sales and Service, though, withstood the downturn thanks to the owner’s conservative nature and financial background. As he put it, “I saw some indicators, initiated some cost savings ahead of time, and got a bit lucky.” Looking forward, Schuibbeo, who now owns stores in Harrisburg, PA and Dover, DE, sees the new tax code keeping the economy upright for years to come. “The new code should put money in consumers’ pockets. It won’t happen overnight, but the positive perception that it eventually will is there now. Homeowners need to feel good about the future to spend money and install new decks,” he emphasized. General Rental Sales and Service employs 90 people among the three
WE ARE WORKING ON IMPLEMENTING RENTAL KIOSKS AND MOBILE APPS THAT WILL REDUCE RELIANCE ON COUNTER PERSONNEL AND ALLOW 24/7 ACCESS TO RENTAL EQUIPMENT FOR OUR CUSTOMERS.
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THE NEW CODE SHOULD PUT MONEY IN CONSUMERS’ POCKETS. IT WON’T HAPPEN OVERNIGHT, BUT THE POSITIVE PERCEPTION THAT IT EVENTUALLY WILL IS THERE NOW. stores during peak season. Two are large dedicated party stores whereas the one in Avondale is both an equipment and party store. “I believe consolidation is definitely in the picture for party stores,” he added. “That industry was started by pioneers in the 80s. They are now getting to the age when it now may be time to get out, and what better time to sell than when the economy is doing well.” He continued, “The story is different on the industry’s equipment side that went through a consolidation phase in the 90s. Our equipment rental business in Avondale caters to homeowners and smaller contractors and like other similar-sized rental locations, it is not big enough to be an attractive target for consolidation. We compete and will stay viable by offering great service that large national rental companies and Home Depot cannot provide.” Despite this owner’s optimistic appraisal of the economy, he’s not going overboard spending money. “We started to buy more equipment last year but have held off making big purchases like a big excavator just because the market looks good. A couple new mini-excavators would be a smarter purchase for us.” Time and a few more indicators will determine if and when customers will see a large excavator on his lot.
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5/8/18 2:27 PM
FUEL MORE PROFITS
In the construction sector, over 95% of equipment relies on diesel fuel. Adding fuel tanks to your rental fleet is a natural complement and an easy way to increase profits. Contact us today to start fueling your bottom line.
EASY UPSELL OPPORTUNITY PROVEN RETURN ON INVESTMENT RENTAL READY Search: 10076723
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MARKET WATCH ARIZONA: SECOND LOCATION COMING SOON? MAYBE Since taking over Mesa Rental from his father four years ago, Charlie Gura has seen sales continue to increase to the tune of between 10 to 15 percent annually. The figure applies both to the store’s retail sales of Husqvarna, Echo and Wacker Neuson products, along with its rental sales. “In the rental market, we’ve always focused on dirt machines and we have a good supply of them,” said Gura, a former landscape contractor. “Being in the landscaping business I’m well acquainted with that industry and have operated just about every piece of equipment a landscape contractor would want. One of our goals this year is to add more multiple units to our inventory, so we can satisfy demand not just for landscapers, but for all our customers. If we continue to grow we may consider opening a second location, but that decision is likely a few years away.” The owner doesn’t attribute growth to any one thing. The area’s economy is strong, he noted, and it may get even better with the administration’s tax cuts for homeowners and small businesses like his that has six fulltime employees and two part-timers. As he put it, though, “it’s just too soon to tell.” Otherwise, Gura can’t identify any trends at this point that could
IF WE CONTINUE TO GROW WE MAY CONSIDER OPENING A SECOND LOCATION, BUT THAT DECISION IS LIKELY A FEW YEARS AWAY.”
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impact his business in a positive or negative way for the next several years, short of a tight labor market especially for qualified technicians, and competition. “We have all the big players in our market, but we don’t compete with them,” he emphasized. “There’s also Home Depot nearby. We compete with them and other players in the market by providing great service and offering a guaranteed best rental rate, something that may be incentive enough for customers to drive a few extra miles to our store.”
FLORIDA: DON’T LET YOUR CUSTOMERS GET DUSTED David Keller’s father started Hollywood, FL-based Alltool Rental Company in 1972. At the time, the store rented lawn mowers and other smaller equipment to homeowners. Forty-six years later, David operates three locations in the state. They still rent lawnmowers to accommodate homeowners, but their inventory has expanded to include a wide range of tools and heavy equipment for all size contractors. Keller pointed to a couple trends that likely won’t go away within the next 10 years. “The recession was a serious challenge for us and other smaller businesses in the state, to the extent owners like myself are less aggressive today. Luckily, back then we only had one location and our employees worked with us to minimize overhead. The downturn taught us to not only be more conservative, but also to be more aware of economic trends.”
RENTAL STORES HAVE AN OBLIGATION TO UNDERSTAND CURRENT REGULATIONS AND PROVIDE BETTER DUST PROTECTION FOR THEIR CUSTOMERS. The other longer-tenured trend, he added, is the labor shortage. “Unemployment in the state stands at a low 4 percent and finding qualified employees will likely be difficult for years to come. We have great employees, though. Among our three locations, we have 18 full-timers, including a technician for each store. One challenge this industry and others need to address is the shortage of technical and trade schools to train technicians.” On the front burner today for this owner, however, is the need to make customers aware of EPA dust regulations and to ensure the tools and equipment they rent and operate are compliant. “Fines for operating systems that aren’t dust free are heavy. Our customers need to be more compliant than ever before when it comes to operating dust-free equipment like the Hilti diamond saws, core drills and grinders we offer,” he emphasized. “That applies to operating equipment indoors and outdoors wherever silica dust is present.” He continued, “Rental stores have an obligation to understand current regulations and provide better dust protection for their customers.” Among other trends in his market, Keller noted that hurricanes and other natural disasters are part of living in the state and will continue to provide rental opportunities. He also expressed optimism that new tax codes should be helpful this year and next. ■
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5/8/18 2:27 PM
TR ACK LOADERS
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PILOT CONTROL TRACK LOADER
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he RT215 Pilot Series Track Loader from Gehl is the IDEAL machine. Outfitted with our revolutionary pilot-operated control system, the Pilot Series is the ideal mix of simplicity and technology. The seat-mounted joystick controls move with the operator, even on rough terrain, and provide additional legroom. The Pilot Series Track Loader line includes five models ranging from 1,650 lbs. to 3,200 lbs. rated operating capacity. Test drive the Gehl RT Pilot Series Track Loaders at your local Gehl dealership today. Visit gehl.com for more details!
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www.gehl.com/PilotApproved
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NEW PRODUCTS The following are products recently introduced to the rental market, as well as models which have undergone significant changes.
Camso Adds 7 Tires Site Drainer Pumps
ASV
RT-40 Posi-Track Loader
For industries that require heavy-duty or challenging dewatering and site drainage, the industrial line of Site Drainers are designed with stainless steel pumps and cylinders to handle applications such as those with soiled biological wastewaters or rainwaters.
The 4,175-lb. RT-40 Posi-Track smallframe compact track loader measures just 48.3 in. wide yet features a 931-lb. rated operating capacity (ROC), a tipping load of 2,660 lbs. and a lift height of 8.4 ft.
• Designed to withstand higher chloride content, oxidants and reducing agents that might be found in process waters or disinfection applications
• 37.5-hp Kubota turbocharged, 1.8L, Tier 4 Final engine requires no regeneration, exhaust sensors or diesel exhaust fluid
• Higher tolerance of various pH levels makes pumps more resistant to corrosion
• Posi-Track system provides optimal traction and track life and a ground pressure of 3.5 psi
• Patented “free flow design cylinder” allows water to continue to flow even after a solid particle barrier is created
• Standard variable auxiliary hydraulic flow with a 13.3-gpm pump capacity and 3,000-psi system pressure
• Three models from 1/2 to 2 hp, 3,685 to 7,014 gph max output
• Offers a 10.8-in. ground clearance and speeds up to 7.1 mph
www.forconstructionpros.com/21000382
www.forconstructionpros.com/21001184
• Optional drive hub full-metal face seal package increases ROC to 1,008 lbs.
Model Microcrane Microcranes’ M1 Global Model Microcrane is ISO Certified and fits through 36-in. doorways, narrow aisles and inside elevates. The M1 expands to boom up to a 22-ft. tip height. The multi-purpose crane has several configurations for lifting materials.
• Rated at 2,000 lbs. • Hook height of 20 ft. 3 in.
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• Camso MPT 753: Built with a unique non-directional tread pattern to deliver maximum overall durability and versatility for multiuse applications on mixed and hard surfaces. Benchmarked against former Solideal 4L I3, the MPT 753 shows 29% longer tire life, 15% better cleanout and forward traction, plus a 15% improved sidewall and tread impact resistance.
• Camso MPT 553R: Designed for residential construction and paving applications, this radial tire has a nondirectional centre-block tread pattern to provide superior road comfort and performance.
• Four-piece boom
• Hydraulic boom with hand controls
Camso’s newest tires include five new multi-purpose construction tires (MPT) and two new radial solutions for grading and earth moving applications. The newest MPT tires add additional sizes and new tread patterns and technologies to the product lineup, offering more versatility for a wide variety of applications. With the addition of 15 sizes, five different tread patterns and two new technologies, the MPT lineup now includes 48 sizes and 13 tread patterns available in solid, bias and radial. The five new MPT tires include:
• Camso MPT 793S: This tire is the first and only flat-free solution purposebuilt for multi‑purpose machines to maximize uptime in severe conditions. Its triangular aperture design provides excellent stability and ride quality.
M1 Global
• Safety features include upper limit switch (anti-two-block), 1.5 load safety factor, 4:1 rated hook with safety latch, rear and front brakes, dual stop points on four piece boom, and more
to Compact Construction Product Offering
• 30 in. wide • Weighs 1,800 lbs. • 300 lbs. of removable counterweights • 30-fpm line speed • Can be made in stainless steel www.forconstructionpros.com/20998625
• Camso MPT 532R: Built with an R-4 agro-industrial tread pattern and radial construction, the Camso MPT 532R tire is ideal for maximizing softsurface traction while reducing flats from tread impact. • Camso MPT 552: Engineered for soft-surface conditions, this tire is designed to deliver the lowest operating cost for general-duty jobs. www.forconstructionpros.com/20999429
www.ForConstructionPros.com/RENTAL
5/8/18 11:04 AM
THE PROVEN RENTAL
The Snorkel™ TM12E is the new electric drive version of the original Snorkel TM12 telescopic mast lift. Featuring an efficient electric drive system that delivers longer duty cycles between charges, a zero inside turning radius, and a new electric braking system, the TM12E is designed to work longer and go further. Capable of lifting up to 500 lbs. to a working height of 18 ft., the TM12E includes a roll-out deck extension as standard and a new upper control box with an integrated power outlet, making it a real jobsite performer.
WORK LONGER, GO FURTHER.
For more information call Snorkel™ at +1 (785) 989-3000 or visit www.snorkellifts.com Search: 10074652
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5/8/18 11:04 AM
NEW PRODUCTS The following are products recently introduced to the rental market, as well as models which have undergone significant changes.
LiuGong 890H Wheel Loader The 890H wheel loader ispowered by a 370-hp Cummins QSG12 Tier 4 Final engine and equipped with 6.5- to 9.4-cu.-yd. bucket capacity. • Z-bar with redesigned geometry positions the bucket closer to the tires for high bucket breakout forces with maximum rollback • Stable transport of materials and bucket’s increased fill factor and material retention result in minimal spillage and increased productivity • Safety features include a ROPS- and FOPS-certified cab and improved allaround operator visibility supported by a rear view camera • Cab’s curved front glass with panoramic view and well-positioned lift arms provide a clear line of sight to the bucket edge at ground level
Tiresocks Introduces
New DripDiapers Design
www.forconstructionpros.com/21001195
Tiresocks Inc. introduces significant improvements to the company’s existing DripDiapers design, which protects surfaces and finished flooring from fluid leaks caused by construction equipment.
Felling FT-12 EZ-T Tilt Trailer
• Include a set of neodymium magnets and clip & hook bungee assemblies to create convenient installation attachment points
Felling’s FT-12 EZ-T features EZ Tilt Technology allowing for ground level loading thanks to rotating torsion suspension providing a 5-degree load angle. • Electric/hydraulic lift system features electric/hydraulic pump with corded remote and 12-volt battery in a lockable enclosure • Two 7K-drop axles with rotating torsion suspension • Deck length: 18.5-ft. tilt deck length, including 3.5-ft. approach plate at the rear of the deck
• Magnets won’t slip due to vibration or normal pulling and tugging, and they reduce the risk of improperly attaching bungee hooks to moving machine parts and allow unimpaired operation of machine pothole protectors • New bungee assemblies make installation fast, easy and eliminate the possibility of grommets ripping from the DripDiaper’s edge
• Approximate deck height/load angle: 20.5-in. unloaded deck height, 5-degree load angle
• Improved absorptive pad provides more than twice the absorption capacity of former design
www.forconstructionpros.com/21001278
www.forconstructionpros.com/21002250
Portacool Hurricane 360 The Hurricane 360 evaporative cooler combines high velocity and patent-pending cooling technology to provide impressive temperature drops. • Features four Cat5 Air Boosters that deliver an extra surge of air for maximum cooling comfort • 18,500-cfm air delivery at a velocity up to 26 mph • Cools an area up to 4,250 sq. ft. • Equipped with Kuul Comfort evaporative media, automatic pump shutoff and a 70-gal. water reservoir
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.
www.forconstructionpros.com/21001230
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Tippmann Industrial Products Inc. Propane Hammer With one touch of a button you can drive up to 150 U Channel or Telespar posts with this fuel-injected, one-person propane hammer. •
W eighs 52 lbs.
•
U ses standard 14.1-oz. tank
•
Electric Eel eCAM Ace WiFi Pipeline Inspection Camera System
The WiFi transmitter on the Electric Eel eCAM Ace WiFi Pipeline Inspection Camera System sends a wireless signal to almost any hand-held device. Then by using the custom downloaded app, the user can see and record video. • Once recorded, users can share videos via the internet or download to a computer • Can be used to inspect pipelines ranging from 3 to 10 in. • Powered by a 120v AC supply or optional rechargeable battery pack • Rugged stainless steel housed 1.68-in. dia. color camera • Sapphire lens with 20 LED light ring and high resolution CCD element • Flexible camera spring designed to navigate 3-in. P-traps • Auto iris adjusts lighting automatically • Impact-resistant polycarbonate light ring cover
Delivers easy sign post installation
www.forconstructionpros.com/21003568
• 5.4-in. LCD monitor with AR film for optimal viewing in sunlight encased in an anodized aluminum housing mounted to the reel www.forconstructionpros.com/21002245
WE’VE EARNED OUR STRIPES
Sullivan-Palatek utility mount compressors are available at 185 CFM at 100 psi and dual pressure 100/150 psi standard at 210 and 260 CFM. Reliable and rugged, the utility series’ curbside access makes these units the most service friendly compressors on the market.
»LEARN MORE AT:
www.Sullivan-Palatek.com
/ (219) 874.2497
Dependable by design.TM
Search: 12020177 www.ForConstructionPros.com/RENTAL
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SPECIAL REPORT
Technology
B y J e n ny L e s c o h i e r, e d i t o r
Customers Pull for
TELEMATICS ON POWER SOURCES
Manufacturers are beginning to offer machine monitoring solutions on generators, compressors and light towers due to demand from national rental chains 26
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W
hen we hear the word “telematics,” most of us associate it with earthmoving equipment, because those machines have an obvious user connection and it’s easy to imagine someone noticing a fault code and doing whatever is necessary to keep the machine up and ready. But what about machines like generators and compressors, and
even light towers? These machines are arguably the engine running the jobsite, so to speak, so the importance of monitoring their performance and well-being is undeniable. Telematics on a generator or compressor? Is that even a thing? It turns out it actually is. “Our machines don’t have the constant user integration that a skid steer or an excavator do, so the benefit becomes a little different,” explains
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t The sky is the limit on the information telematics can provide, so it really comes down to what the customer wants to spend on data transmission.
Todd Howe, global generator products manager with Doosan Portable Power. “No one is watching a compressor or generator work, so a lot of times, dashboard info goes unnoticed on the day-to-day use of the machine.” Not for long, though. Some manufacturers are bringing telematics technology to generators and compressors and the reason is simple: their customers are asking for it.
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“It’s getting legs from fleet customers in the rental industry,” says Howe. “It’s definitely more pull than push these days from the really big fleet guys and the fleet guys working in challenging, complex, remote applications, like oil and gas.” He continues, “We’ve seen broad moves from United Rentals, which mandates telematics fleet wide, generators included. Their initiative seems to be around machine monitoring and health to keep customer satisfaction up and even prevent customers from being aware a problem is about to happen. But it’s also being driven from the back office, where they’d like to eliminate some functions by letting telematics interface directly with their business system. For example, when a unit is returned to the yard, GPS senses it’s back in the yard and automatically triggers a work order to get the machine ready for rent; no need for a person to go out and read an hour meter or try to figure out what needs to be done. “It can also automate billing, factoring in customer usage,” Howe continues. “Maybe the machine went from single-shift operation to ‘roundthe-clock operation… billing can now be automatically adjusted. And there’s a maintenance aspect of that too, which can help rental companies manage their technicians more efficiently.” Dan Petraszak, associate engineering supervisor at Generac Mobile Products LLC, agrees that it’s common to see telematics on generators and compressors owned by national chains, which use their own proprietary systems. “For independent rental companies, there are many after-market telematics and software providers, and such technology is becoming more
affordable,” he says. “Generac installs telemetry on virtually everything we produce. There are many different levels of complexity that will go into each system, so they’re typically matched between cost of ownership and cost of the telemetry system.” “Ultimately, customers are finding out that sustainable productivity is supported by ensuring the machine is where it’s supposed to be, is running at maximum efficiency, the situation or site application can be monitored remotely, and any problems can be mitigated before they can have any impact,” says Alan Dutton, product marketing manager – aftermarket at Power Technique North America LLC, makers of Atlas Copco equipment, which uses Fleetlink telematics on its generators, light towers, compressors and pumps. “Telematics is a broad enabler. Real innovation is happening every day.”
What are we looking at? Today’s telematics can track just about anything, if that’s what you want. “What a customer chooses to see is based on the complexity that is required, given the size of equipment and user application,” says Dutton. “This could be simple things like run hours or GPS location. Productivity can be monitored with information such as fuel usage and machine loading and monitoring vital parameters. Service status is supported by notification of error codes and check engine lights. Even functions exist where a machine can be remotely locked out to shut down or prevent starting. This could be used to protect the equipment or application from an unsafe operating condition.” Howe says the sky is the limit on the information telematics can provide, so it really comes down to what the customer wants to spend on data transmission. “Hardware can certainly monitor every single data point on a
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SPECIAL REPORT
Technology
A Supplier’s Perspective On the Value of Telematics To best serve the national rental chains, Doosan Portable Power is packaging telematics hardware into its equipment as specified by the customer. “Our job as a supplier to companies like United, Sunbelt and HERC is to make sure we can package in their box into our equipment,” Howe explains. “We’ve done a lot of work on that integration, looking at electrical connectivity, harnessing interfaces so they can be plug and play, mounting of the hardware itself... We’re not going to be able to force companies like that to adopt our solution, so we have be able to support the systems they’ve invested in.” On the smaller end of the spectrum, for independent rental companies and some end users, Doosan has partnered with its own telematics provider and is pilot testing a program to determine how to manage the data. “We’re still very much in the beginning of that,” Howe says. “Our initial focus has been on handling the big fleet guys, but we’ve also seen the need to have Doosanbranded solutions for customers that have small scale fleet and would like the ability to monitor it. We’re doing some advance field trials on maybe a hundred machines. That’s still a tremendous amount of data that gets fed to our company on a daily basis, and now we’ve got to figure out a strategy. As the provider, what services do we provide with that? If we get an alarm on a machine, what do we do with that? Do we communicate with our dealer, or their end user? How do we make this meaningful and useful for them? There’s a lot of thought going into that strategy and what the whole value chain looks like. What’s the manufacturer’s role, the dealer’s role and the end user’s role? How do we all work together for maximum benefit? While Doosan won’t comment yet on which telematics provider it has chosen to partner with, Howe says that’s not the biggest question anyway. “They’re all pretty similar. The big question is what do we do with the data? A telematics provider’s data warehouse and dashboarding capability, and its web integrations, are important to a company like ours. We don’t want to invest the amount of IT resources necessary to create all of that stuff ourselves, or we could quickly find ourselves with a building full of people doing nothing but crunching data all day. Finding that balance of getting good info that helps our customers and helps us as well, is where we’re trying to get to without making huge investments in both hardware and people to manage the data. “Ultimately, the reason we’re integrating across the fleet is because the info we’re going to learn is going to help us make better product; improve quality, reliability, durability; decrease warranty costs and understand more about customer usage. This is why we need this data and why we’re investing in it. As data management becomes less of an issue, I think this technology will start becoming more achievable for smaller companies to be able to leverage what’s to be learned there. As a product manager, I’d love to be able to know more about how my customers use our products, so I can understand what goes wrong, what their pain points are, and all of that can help inform our team so they can build better stuff.”
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generator and communicate that info out. But the more info being communicated, the more data costs go up. It’s just like a cell phone,” he explains. “The customer has to determine what info is critical to them and how often they need it updated, and what they’re comfortable spending on data. Some customers just want machine location – for both asset tracking and theft prevention purposes – as well as hours and key switch (is it running or is it off?). They might want it hourly, every 12 hours, or just once a day. That’s kind of what we see as the minimum. Others want to see the full dashboard – all engine parameters, fault codes when something goes wrong, all generator data like volts, amps, frequency, that sort of thing. There’s certainly hardware to do that, it just becomes a matter of what the expectation is.” He continues, “We see rental companies interested mostly in fuel levels and fault codes, which give them an extra bit of time to react before the customer finds out they’ve had an outage. When your customer calls to tell you your equipment’s down is whole different deal from when you call to tell them ‘We have a yellow light, I’m bringing another machine out and we’ll be there in a hour, we’ll make this minimally disruptive for you.’” Petraszak notes information gathered through telematics helps increase equipment utilization. “By using equipment health data, rental companies can get equipment ready for rent faster, as well as help make proactive repairs,” he says. “Telematics help the company know where their equipment is at all times and optimize fleet equipment purchase selection based on utilization trends.” According to Dutton, telematics can be thought of as a kind of radar. “Typically we think of rental companies using telematics for fleet management, to check run hours or make sure of location,” he notes. “But
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SPECIAL REPORT Technology u Power Technique North America LLC, maker of Atlas Copco equipment, uses Fleetlink telematics on its generators, light towers, compressors and pumps to fix problems before they escalate.
if we really take a step forward and think of providing value to the end user in the form of accurate planning and reliable machinery, and back that up with a solid guarantee that if something goes wrong that someone is already fixing it before the customer even finds out there is a problem, then we begin to see how telematics in general can continue to reshape how we do things in the industry.”
But what about all that data? One aspect of telematics that is becoming more of a conundrum is data warehousing. It’s one thing to keep track of machine location and hours used, but what happens when you’re tracking multiple functions on dozens or even hundreds of machines? Where does the data go and how is it made useful and understandable to equipment owners? “That’s really the primary reason you’re seeing companies the scale of United Rentals leading the charge. There’s already a significant hardware and data cost, but then they have to figure out what to do with all that data,” says Howe. “You’re talking about a company that could have upwards of 20,000 pieces of connected equipment all talking to the manufacturer daily. Imagine the amount of data. If we
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don’t know how to make use of it, and make it work for the company, it’s kind of a waste in a lot of ways.” “System and install cost will vary with the complexity of the system,” Petraszak adds. “Generally speaking, the cost ranges from a few hundred to a few thousand dollars for the hardware. A great deal of the cost is in the data plan that is selected for each unit. Price for the data plan is based upon how much information is being reported.”
Predictions for the future Telematics is not new, the technology has been around for years, but like a lot of advancements, it can take a while to trickle down to everyone and everything. “I feel like there’s been recent acceleration in adoption,” Howe says. “For generators and compressors, it’s happening is a slightly different way. The customer’s definitely pulling it. q Telematics brings in a tremendous amount of data from a fleet of equipment. The trick is in determining what to do with the all the infomation.
Most manufacturers have limited amounts of resources to do everything that’s possible with the data. There really needs to be a data strategy before a company says, ‘Aha, that’s why we want to do this.’” As our homes and work spaces become more connected, adoption of telematics on generators and other equipment is expected to grow, Petraszak says. “The data gathered through telematics allows rental companies to operate more efficiently. For instance, a rental company can get alerts on run hour overages and proactively contact the customer. The company can add new service offerings based on usage and failure data analysis. The rental company can retain profitable customers with usage analysis and loyalty programs,” he says. “And the use of telematics also offers great value to rental customers. Telematics will continue to drive advanced diagnostics and real-time operator support, making equipment easier to operate and allowing for more uptime on the job.” Dutton agrees, adding, “We live in a connected world full of data and information. Telematics allow generators and situations to be monitored in real time where decisions are needed in minutes, not hours or days. Generators and light towers are usually used in applications where power and light is required to be available and dependable. Telematics can allow rental companies and service providers access to the information used to support the critical nature of customer applications.” ■
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What rebar does for concrete, we do for ROI.
Increase your ROI along with OMG! Legendary reliability and durability have earned portable Honda Generators an outstanding reputation throughout the rental industry for over 30 years. When you invest in minimal downtime and low maintenance, you and your customers will see many happy returns. Visit gen.honda.com.
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Please read the owner’s manual before operating your Honda Power Equipment and never use in a closed or partly enclosed area where you could be exposed to odorless, poisonous carbon monoxide. Connection of a generator to house power requires a transfer device to avoid possible injury to power company personnel. Consult a qualified electrician. Š 2018 American Honda Motor Co., Inc.
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EQUIPMENT TRENDS B y J e n ny L e s c o h i e r, e d i t o r
Are Single-Tool Compressors Coming
BACK FROM THE BRINK OF EXTINCTION?
Changing market conditions have once again created a potential market for 90- to 100-cfm machines
L
ong ago, in a rental industry of a past generation, there lived two species of air compressor, the single-tool and the two-tool model. Since then, the single-tool machine has become nearly extinct, but thanks to changing market conditions, there’s some evidence that a revival could lead to a full repopulation of the single-tool compressor in rental inventories everywhere. “20-plus years ago, single-tool compressors were rated at around 100 CFM and two-tool compressors were rated at around 185 CFM,” explains Eric Massinon, business development director at Chicago Pneumatic Power Technique. “These size ratings were based on the typical air consumption from the 90-pound pavement breaker (each tool uses an average of 85 CFM). Single-tool compressors and two-tool compressors is how the rental industry referred to the different sizes.” But the industry changed when the price of single-tool compressors became comparable to the price of two-tool compressors. From that point on, the industry shifted to a 185-CFM compressor. This shift has remained for over 20 years because the average price difference was less than $1,000, and there were no operational issues in using a single tool with a two-tool compressor. “Now, over 20-plus years later, the price difference is closer to an average of $5,000 and rental companies and
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contractors are evaluating much more carefully what they really need for air consumption on the job,” Massinon says, adding, “There is currently a push for creating a single-tool compressor market once again.”
The Tier 4 Final effect Chance Chartters, sales manager – Mobilair for Kaeser Compressors, says they have seen the market for the 90- to 100-cfm compressor grow in a couple of ways - both with more interest from rental houses and more compressor manufacturers introducing models in this size range. “Not only are these smaller units less expensive initially, but they are less expensive to maintain as well as easier to operate than the larger 185cfm and 210-cfm units,” he says. “The smaller horsepower engines have less exhaust emissions and therefore require less emission treatment.” He continues, “The price difference between the one-tool 90- to
100-cfm compressors and the 185to 210-cfm compressors is certainly much greater now with the transition to Tier 4 Final. In the past, the price difference was such that it didn’t make much sense to pay almost the same price for a compressor that was half the size. Now, the 90- to 100-cfm compressors can be as much 25 to 30 percent less than the 185- to 210-cfm models. Again, this is certainly a huge factor to consider when most compressor rental rates have not increased to compensate for the higher compressor costs.”
Dust regs play a role too At Sullair, they know there are customers looking into purchasing compressors within the 100-cfm class. “There may be an appeal in the market for a lesser expensive, single-tool machine that can maintain a similar rental rate as a 185, but we are also evaluating the consequences of the new OSHA 1926.1153 Crystalline Silica Dust Regulation,” says Zachary Switalski, director of sales, rental & infrastructure. “In order to mitigate and comply with the new OSHA regulation, companies now are looking into two options: water-based mitigation, which tends to get messy due to the need to capture and treat the ‘slurry’ created, and there is also the option for a vacuum system. This tends to be the cleaner way to treat silica dust and comply with the new regulations. The downfall here is on the cfm requirements to perform the vacuum dust extraction. Most systems will require around 28 cfm. Depending on the demolition tool used, in conjunction with the dust extraction vacuum, some of the small 90- to 110-cfm compressors may not have enough capacity to properly run both the demolition tool and the vacuum extraction system.” He continues, “We continue to evaluate if 90- to 110-cfm is the right choice with the new regulations on the market today.” ■
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COMPRESSORS
Chicago Pneumatic Red Rock CPS 110 Compressor
The Red Rock CPS 110 portable air compressor offers a normal effective working pressure of 100 psi at 110 cfm, providing the ability to power two breakers. • Extra-tough polyethylene canopy protects working parts • Kubota D-902 T4F three-cylinder engine with a power output of 25 hp (18.5 kW) at normal shaft speed • Measures 61 in. long, 42 in. wide, 34 in. high and weighs 970 lbs. www.forconstructionpros.com/12285650
Kaeser
M58 Portable Compressor The M58 Mobilair delivers 210 cfm at 100 psi and features a Kubota Tier 4 Final diesel engine direct coupled to the energysaving Sigma Profile airend. • Powder-coated steel cabinet with a single-point lifting bail • Eye-level, curbside instrument panel with Sigma Control Smart electronic controller • 28-gal. fuel tank provides up to 10 full hours of operation • Fully weatherproofed canopy and wide-opening gullwing doors enable easy servicing and reduce noise levels • Includes a steel chassis, torsion bar suspension, oversized tires and instrument and light package www.forconstructionpros.com/12145068
Mi-T-M Rotary Screw Air Compressor The Mi-T-M Rotary Screw Portable Air Compressor is ideal for construction sites, concrete contractor work, parking lot repair, and highway construction. • 115 CFM at 100 PSI • Mi-T-M manufactures equipment at its 1-million square-foot facility in Peosta, Iowa www.forconstructionpros.com/20994654
WANT MORE Sullair 1600H Tier 4 Final Air Compressor The 1600H Tier 4 Final portable compressor is powered by a Sullair 25 Series airend and Caterpillar C15 engine. • Rated at 1,600 cfm at 100/150 psi • Up to 10 hours of uninterrupted runtime • 7-in. touchscreen controller • Running gear rated at 65 mph
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.
• 1,500-hour air-oil separator design with an extended 500-hour engine oil service level www.forconstructionpros.com/12312938
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MANUFACTURER PROFILE
TIER 4 FINAL CERTIFIED
PRIME POWER GENERATORS As the power generation industry continues to transition into Tier 4 Final, CK Power found a need to design and manufacture a larger kW offering. In 2017, CK Power designed, tested and manufactured towable and stationary 500625kW Tier 4 Final certified prime power generators. This lineup of generator sets come in multiple configurations and can be customizable to a meet a customer’s specification/application. Along with this 500-625kw Tier 4 Final offering, CK Power is in the design and testing stages of a “dual unit” enclosed and open packages to meet 1MW and above Tier 4 Final Certified towable and stationary prime power/rental applications. Our mission is to continually improve and expand our distribution, design and manufacturing and provide exceptional support and service that results in meeting our clients/ application needs.
THIS LINEUP OF GENERATOR SETS COME IN MULTIPLE CONFIGURATIONS AND CAN BE CUSTOMIZABLE TO A MEET A CUSTOMER’S SPECIFICATION/ APPLICATION.
Visit www.ckpower.com to learn more.
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COMPRESSORS
Atlas Copco XAS 110 Air Compressor
The 1,100-lb. XAS 110 delivers 110 cfm of air power and includes a new version of the durable HardHat canopy, which resists corrosion and fading. • 22-hp Kubota diesel engine meets Tier 4 Final standards without exhaust aftertreatment components or filters • Features a stepless, fully automatic regulator that optimizes fuel consumption by adjusting engine speed to accommodate air demand • 2 6-sq.-ft. footprint provides easy maneuverability through narrow, cramped jobsites • A nti-airlock system guarantees starting by eliminating the risk of fuel becoming trapped by air www.forconstructionpros.com/20996434
Jenny
AM840-4HG-HC4V Lightweight Compressor Jenny Products Inc. introduces the AM840-4HG-HC4V, a lightweight and compact hand-carry compressor designed for everyone from do-it-yourselfers to professional contractors. • Powered by a 4-hp Honda engine • 4-gal. twin-stack tank • Produces 4.7 CFM @ 100 PSI (4.4 CFM at 125 PSI) • Single-stage, direct-coupled pump, built with a cast-iron cylinder for longer service life and an aluminum head to allow better dissipation of heat • High-quality pilot valve, pneumatic throttle idle control and special unloading valves to assist in motor/ engine starting • Built with a pressure relief safety valve, an air-line regulator and easy-to-reach manual tank drains
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WANT MORE
PRODUCT INFO?
Sullivan-Palatek
D375PHJD4 Portable Compressor
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.
The all new Sullivan-Palatek D375PHJD4 portable compressor is a versatile dual-pressure unit, delivering 375 CFM at 100 psi or 150 psi. • Powered by a 140-hp John Deere Tier 4 final engine and a large 127-mm twin screw air end engineered and manufactured by Sullivan-Palatek • Full containment frame • Remote drains • Lockout aftercooler capability • 80-gal. fuel tank • Fuel saving and noise reducing clutch fan • Durable galvanneal enclosure with a powder-coated finish for rust and corrosion resistance • Equipped with the SPEC full-service electronic controller, with digital readouts for everything from compressor temperature to aftercooler filter warning www.forconstructionpros.com/21002148
APT 110 Compressor The APT 110 compressor is lightweight and easy to transport but can power two breakers with ease. It’s canopy is made from extra-tough polyethylene, protecting the working parts and ensuring good looks and performance day in and day out. • Powered by a 24.8-hp Kubota 3-cylinder engine • Delivers 110 CFM at 100 PSIG
The only time people notice an air compressor is when it’s not working. That’s why Jenny has basically gone unnoticed since 1927. It’s the hazard of offering the most reliable compressors on the market, but we wouldn’t have it any other way…nor would our customers.
›› Isn’t it time a Jenny was hiding on your customer’s jobsite?
MADE IN THE U.S.A. JennyProductsInc.com
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CONSTRUCTION SUPPORT EQUIPMENT By Becky Schultz, contributing editor
BEHIND THE BASICS of Generator Selection A review of the fundamentals that go into selecting mobile generators to power your customers’ jobsites
T
here are a number of things to consider when selecting a mobile generator for your customer’s application. The jobsite, required capacity and generator features are among those items to consider in order to make an informed decision. “In most cases, rental centers and equipment dealers can provide excellent guidance for customers looking to rent or buy a generator,” states Brian Northway, product manager, Allmand Bros. Inc. “Their suggestions, however, are only as useful as the information they’re provided. Only with a comprehensive understanding of the equipment a customer will be powering, along with any other
job-specific factors, can they determine the ideal generator.” Clayton Costello, operations manager at CK Power, agrees, noting, “Because jobsite applications vary so widely, mobile generator selection should be taken on a case-by-case basis. A small commercial remodel, for example, will require a much different mobile generator than a big bridge refurbishment or road construction job.” While some jobs may require a unit capable of handling significant surge loads, others may call for the ability to switch frequency or run on an external fuel supply. “The most important factor to consider — and the most common mistake that indi-
“BECAUSE JOBSITE APPLICATIONS VARY SO WIDELY, MOBILE GENERATOR SELECTION SHOULD BE TAKEN ON A CASE-BY-CASE BASIS.” CLAYTON COSTELLO, CK POWER viduals make — is selecting a unit that doesn’t match the power required for the job,” Northway cautions. “That’s why it’s so important to work closely with your supplier in order to select the mobile generator that best fits your jobsite’s particular t Many generators offer the ability to switch between 50and 60-Hz frequencies to accommodate different equipment.
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CONSTRUCTION SUPPORT EQUIPMENT
GENERATORS
OTHER SELECTION CRITERIA → Here are some other common factors to consider when choosing a generator for your jobsites.
POWER CHOICE Diesel-powered generators continue to be the most prevalent due to the common fuel source with most equipment on site. However, models such as Doosan’s gasoline-powered C-185 and VP900 electric portable generator have made inroads in certain applications. Other power options tend to find use where fuel is more application specific. “Using natural gas is commonplace in oil and gas sectors where fuel comes directly from the wellhead,” Todd Howe, Doosan Portable Power, notes. “In North Dakota, West Texas and Oklahoma, 60% to 70% of generator fleets are powered by natural gas.”
LOCATION “Some commercial and residential areas have strict noise control regulations, and you need to make sure you abide by them,” CK Power’s Clayton Costello emphasizes. “Industry standard for the sound level on a generator is about 70 dBA heard at 23 ft. Most generators meet this standard, but depending on the location or application of your jobsite, you may require a generator with more sound attenuation.” Site contamination can also be a concern in some areas. “Certain locations require extra precautions be taken to prevent the risk of site contamination,” Brian Northway, Allmand Bros., points out. “When working at a site with strict guidelines, look for a unit with an internal leakage reservoir. Some provide full fluid containment with a reservoir capable of holding more than 100% of the system’s total volume, ensuring there is no risk of environmental damage.”
MAINTAINABILITY Consider a generator with curbside maintenance access. “This increases accessibility for maintenance by plumbing all fluids and service points to the curbside,” Northway explains. To further improve accessibility, many models come with large side access doors. “These large doors, combined with the benefits of having all service points located on one side, help simplify maintenance,” Northway states, “and reduce the amount of time spent working on the unit.”
requirements,” Costello emphasizes. “If needed, some suppliers can even customize a genset with the necessary load requirements, safety precautions and innovative features you need to be successful day in and day out.”
Size it to demand When it comes to generators, it’s important to pay careful attention to
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sizing. “An under-sized generator, or one too small to handle the load, will place strain on the unit and cause a shutdown or, at worst, damage to the unit,” says Todd Howe, global generator products manager, Doosan Portable Power. “A generator that is too large for the load will eventually result in ‘wet stacking,’ or a carbon buildup in the engine, causing a power loss.” According to Costello, a generator should have a rated and maximum output just high enough to support the application. Rated output is the number of watts the machine can produce for an indefinite period of time, while maximum output is typically viewed as the highest number of watts the generator can produce for brief periods.
“A GENERATOR SHOULD HAVE A RATED AND MAXIMUM OUTPUT JUST HIGH ENOUGH TO SUPPORT THE APPLICATION.” — COSTELLO To determine power requirements, list the combined wattage of all the equipment that will be loaded onto the genset by both the power required to start the equipment and the power needed to run it. The sum total of the running power is the generator’s required rated output. The sum total for starting power is the maximum output required. “Take those numbers and add a 10% buffer as a safety precaution,” Costello advises. “If you choose a genset that doesn’t meet the demands of its application, the generator will
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CONSTRUCTION SUPPORT EQUIPMENT
G en e d n a s sor mpres o C r i A
rators
p To get maximum productivity, choose a generator that meets the jobsite’s load requirements at 100% throughout a typical workday.
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fail to power your site adequately and wear out faster.” However, it’s important not to build too large a buffer, since having more power than needed can be detrimental. “Ideally, a generator should have enough power to run everything at a site, but not so much that it will be running significantly below its rated load capacity,” Northway states. Diesel generators operated below 50% to 60% capacity are at risk of wet stacking.” To minimize this risk, some cus“IDEALLY, A tomer might opt to run two smaller GENERATOR SHOULD generators in parHAVE ENOUGH allel. Paralleling is when two or more POWER TO RUN generators are electrically coupled EVERYTHING AT together using special equipment A SITE, BUT NOT to form a largSO MUCH THAT IT er-capacity power source. If the two WILL BE RUNNING generators are the same size, it effecSIGNIFICANTLY tively doubles the power output. BELOW ITS RATED “The basic LOAD CAPACITY.” premise behind paralleling is to take two generaBRIAN NORTHWAY, tors and connect ALLMAND BROS. INC.
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EVERYTHING YOU WANT IN A 19-FT SCISSOR LIFT. Meet your go-to rental machine. The 1932R was designed with reliability, serviceability and affordability in mind. This workhorse of a scissor lift features an all-steel swing-out tray, improved battery charger and strategically placed components for quick and easy maintenance. Plus, active pothole protection provides optimal ground clearance when you need it. All of this, and more, at an affordable price. Learn more at jlg.com/en/affordable
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CONSTRUCTION SUPPORT EQUIPMENT Adjustable output
“IN GENERAL, YOU’LL WANT TO CHOOSE A GENERATOR THAT MEETS THE JOBSITE’S LOAD REQUIREMENTS AT 100% THROUGHOUT A TYPICAL WORKDAY.” — COSTELLO them together in such a way that they combine their output to make a theoretically bigger generator,” says Howe. “This provides workers the option of shutting down one unit to adjust for demand,” Northway points out. “Although this may increase initial costs, it can deliver savings for some jobs by reducing downtime and improving application flexibility.”
Although a generator’s primary purpose is to deliver electricity, multiple output settings can increase its versatility. “Units equipped with a frequency switch are beneficial if the generator will be used with both 50- and 60-Hz equipment,” notes Northway. “Many generators can switch between both frequencies to accommodate different equipment. Similarly, generators that offer multiple voltage settings, as well as the ability to switch between single- and three-phase electric power, provide owners and operators with improved versatility.” An automatic voltage regulator (AVR) can further expand the generator’s flexibility. “A surge of power is required as equipment starts and then
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the power need tapers off as equipment runs normally. An AVR helps ensure the output voltage remains consistent, even under varying loads as you start and turn off your equipment throughout the workday,” Costello indicates. If the generator will frequently be used to start large motors with variable loads, Northway also recommends a model with a heavy-duty, oversized alternator. This will ensure sufficient power to start large motors without surging.
Fuel capacity Runtime refers to the amount of time a generator can run before refueling. “In general, you’ll want to choose a generator that meets the jobsite’s load requirements at
p A generator should have a rated and maximum output high enough to fully support the application.
NO OFF HOURS. When your nine-to-five is a nine-to-ten, Allmand is on the job with you. From light towers and generators to air compressors and heaters, fulfilling your supplementary equipment needs is at our core. Maximize your jobsite by relying on flexible, portable power from Allmand and benefit from distraction-free dedication and service. We’re on when you are.
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CONSTRUCTION SUPPORT EQUIPMENT
“DRAWING FROM AN EXTERNAL SOURCE CAN DRASTICALLY EXTEND RUNTIME COMPARED TO UNITS THAT ARE LIMITED TO AN ONBOARD FUEL SUPPLY.” — NORTHWAY 100% throughout a typical workday,” Costello advises. “Anything beyond that is extra. Anything less, and you’re losing precious work time while your crew stands around [waiting] for the generator to be refueled.” For situations where more time between fuel fills is needed, generators are available equipped with large fuel tanks and offering runtimes exceeding 24 hours. There are also generators
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capable of switching from the onboard fuel source to an external one. “Drawing from an external source can drastically extend runtime compared to units that are limited to an onboard fuel supply,” Northway comments. “While this option is available from many manufacturers, some have made it standard, while others do not offer it at all.” Another option worth consideration is an automatic fuel priming system. “This system allows the operator to simply turn the key back to start and the system will prime itself,” Northway points out. “Although no one plans to run a generator completely out of fuel, it does happen, and having a self-priming generator can cut downtime significantly.” ■
THE POWER OF CUMMINS. Cummins newest innovation gives you the flexible power you need from 70-100 kW and meets Tier 4 Final emission standards. Featuring dual-speed and multiple voltage selection, this generator offers validated reliability in low-load and low-ambient conditions. Plus, it is fully supported by the Cummins Sales and Service network you know and trust. Learn more at rentalpower.cummins.com ©2018 Cummins Inc. All rights reserved.
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GENERATORS
Honda CK Power
Tier 4 Final Generators The 200-kW CKT250VM, 350-kW CKT430VM and 550-kW CKT680VM rental/mobile prime power diesel generators are powered by Volvo Penta 8L, 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
GFCI-Enhanced Generators The ground fault circuit interrupter (GFCI) technology added to three Honda generator models protects users from electrical shock by shutting down the circuit when current is flowing along an unintended path. • EB6500 Industrial Series produces 6,500 watts, 120/240V of backup power and includes Intelligent Automatic Voltage Regulation (iAVR) Power to produce up to 7,000 watts of power for up to 10 seconds • EM5000 Deluxe Series generates 5,000 watts, 120/240V of backup power and includes the iAVR Power feature and Digital Auto Voltage Regulation (DAVR) • EG4000 Economy Series supplies 4,000 watts, 120/240V of backup power and comes with DAVR technology www.forconstructionpros.com/12165236
Kohler
Mobile Paralleling Box The Kohler Mobile Paralleling Box allows users to parallel mobile generators for applications such as using multiple smaller units to replace a larger generator or providing redundancy to a primary generator in support of critical loads. • Designed for use with Kohler gaseous and diesel mobile generators • Allows users to mix and match different size generators – with different fuel types – to meet job requirements • Four of the boxes can be used to parallel as many as eight generators • Kohler Decision-Maker 3500 digital controller, which is standard on all Kohler gaseous and Tier 4 Final diesel mobile generators, provides paralleling intelligence as well as network communications for remote monitoring
Makinex Generators Makinex has released a compact range of generators available in 9kw and 16kw models with the ability to combine threephase and single-phase outlets. • Powerful and reliable solution for providing power to equipment and tools, floor grinding, welders and brick saws, air compressors and a wide range of applications • Range includes the most compact generator on the market at just 20.27 in. in length
www.forconstructionpros.com/12173443
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.
• Makinex claims its alternators provide 11% more power from the same engine due to the RFL permanent magnet alternator - allowing a cleaner sine wave, which then achieves 92 percent efficiency
• Triple-sealed, corrosion-resistant alternator optimized to generate more magnetic force with fewer turns
• No electronics in the alternator for reliability and longer life
• Fully enclosed, compact and houses the receptacle and terminal in one package
• Easy to maneuver around small sites due to the trolley frame and push along handles www.forconstructionpros.com/20984481
www.ForConstructionPros.com/RENTAL
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• Large-capacity, built-in muffler and large-capacity radiator reduce noise, enabling noise levels as low as 65 dB
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.
• Standard overcurrent and engine shutoff protective devices www.forconstructionpros.com/12293106
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GENERATORS
Briggs & Stratton 8,000-watt Elite Series Portable Generator
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 • Free app certified for use on iPhone 6 and above running at least iOS 9 or a Samsung Galaxy S6 or above running at least Android 6.0.1
LIFT YOUR BOTTOM LINE
•
enerator features include a G Power Surge alternator, low oil shutdown, automatic voltage regulation and electric/recoil start
For years, UPequip offers a full line of rental ready compact aerial lifts and cranes for the most complicated, demanding and cramped jobsite.
www.forconstructionpros.com/12303473
Let us help your customers with their challenges.
COMPACT ATRIUM LIFTS
16 models / 80 configurations 40’ to 139’ working height Tracked or wheeled Bi-energy or Lithium-Ion Single/ double door access
COMPACT TRACKED CRANES
Up to 72’ lifting height Up to 8810lbs capacity Straight and Articulated Hybrid for Indoor/outdoor use Single door access for all models
Doosan G40WDO Mobile Generator
The G40WDO mobile generator is rated with a prime power output of 39 kVA and equipped with a 49-hp Doosan D24 Tier 4 Final diesel engine. • High-performance alternators allow use in challenging motor starting applications • Precision voltage stability enables use in sensitive applications • Operator-friendly control panel features analog gauges for at-aglance monitoring • Standard fuel tank provides more than 24 hours of runtime www.forconstructionpros.com/20867889
The fastest growing brands of compact lifts and cranes in North America Join the Simple Inside ™ community and call 1 -844-UPequip Nationwide re-rental available short or long term
Visit www.UPequip.ca to built you unit on -line
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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.
Search: 12223430
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5/8/18 12:09 PM
Generac Magnum Tier 4 Final Generators The MDG25IF4, MDG75DF4 and MDG100DF4 achieve Tier 4 Final via selective catalytic reduction and a diesel oxidation catalyst, with no diesel particulate filter is required. • MDG25IF4 uses an Isuzu 2.2L engine and combines a 50% smaller footprint and aluminum enclosure to reduce weight by 25% • MDG75DF4 and MDG100DF4 driven by John Deere engines • Power Zone controller with backlit color display enables checks of diagnostic information, output demands, active alarms and maintenance requirements • Optional paralleling capability, 110% fluid containment and SUPERSTART alternator www.forconstructionpros.com/20996446
Wacker Neuson Tier 4 Final Mobile Generators
Wacker Neuson’s full line of Tier 4 Final mobile generators range from the G25 (20kW) to G320 (256 kW) models. • G25, G50, G70 and G100 are durable sound-attenuated diesel generators that provide prime mobile power where quiet reliable power is needed; feature single-switch start capability with simple user interface • G130, G150, G180, G230 and G320 are durable sound-attenuated generators designed for heavy applications where quiet mobile, prime power is needed such as large construction sites, commercial, industrial, special events and emergency management applications; large fuel tanks provide for long convenient run time • G70, G100, G130 and G150 feature Load Level Logic, L3 technology, an effective and economical solution to wet stacking and generator reliability in light load conditions - L3 is automatically activated when it senses a less than 30% load and low coolant temperature • All Wacker Neuson mobile generators feature a durable digital controller that monitors and protects the engine www.forconstructionpros.com/21002206
Search: 12278259 www.ForConstructionPros.com/RENTAL
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ALTERNATIVE FUELS By Jeremy Wishart, director of off-road business development for the Propane Education & Research Council
WHAT TO KNOW ABOUT PROPANE EQUIPMENT BEFORE YOUR CUSTOMERS ASK
P
ropane has long been a trusted fuel source to provide jobsite power, and now propane is being used more and more as a “one fuel solution” as construction firms look for efficiencies that reduce costs and keep projects on schedule. Propane’s reliability as a small engine fuel source has led to a growing number of construction applications being powered by the versatile fuel, and it’s a jobsite fuel that equipment rental businesses should be expecting to hear potential construction managers ask more about. The good news is rental store owners might already be familiar with propane if they’re a cylinderexchange site for homeowners who use propane. The familiarity with the fuel can provide a unique opportunity for rental store owners to target additional customers in the light-construction market as propane increases
its presence on construction equipment throughout the jobsite. While the cylinders themselves will be different than those rented to homeowners, the fuel still comes from the same place. The fact that a rental store already has a partnership in
most attractive about the fuel before construction managers walk through the door inquiring about it.
Propane powers inside and out Propane’s emissions profile actually allows the fuel to be used both indoors and outside. When compared to gasoline, propane emits 15 percent fewer greenhouse gases and 40 percent less carbon monoxide. This small difference can mean huge gains from a crew productivity standpoint. Propane-powered heaters can be safely used indoors with proper ventilation to provide a more comfortable workspace for employees while meeting the humidity or heat conditions for drying and curing material finishes. Additionally, moving materials around a site can be easier with propane-powered aerial lifts, forklifts, and wheel buggies that can carry items inside, without having to move
PROPANE’S EMISSIONS PROFILE ACTUALLY ALLOWS THE FUEL TO BE USED BOTH INDOORS AND OUTSIDE.
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place with a local propane retailer can minimize the effort involved for rental businesses to extend its propane offerings and attract a new group of customers to the store. It’s more important than ever for equipment rental stores to understand propane, what it powers and what’s
www.ForConstructionPros.com/RENTAL
5/8/18 12:12 PM
Perkins Aftermarket
Keep it genuine keep it
healthy
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We care about every aspect of your engine’s health by providing extended warranties, diesel engine oil, training centers and experienced, qualified engineers who are local to you. Find your local distributor at www.perkins.com/distributor To buy parts direct visit: www.perkins.com/shop
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ALTERNATIVE FUELS
product to hand carts, requiring additional equipment on a busy site, or delays caused by uncharged batteries. Propane engines can also power concrete finishing equipment, including riding trowels, grinders, polishers, floor strippers, and concrete saws, reducing trip hazards from electrical cables. Outdoor propane light towers can also help make full use of a day and keep jobsites safe with better visibility during low-light conditions.
the next level. Refueling with propane can be tailored to the specific needs of a company, as well as for each specific project or jobsite. There are two main options for refueling equipment with propane: a cylinder exchange program and on-site refueling. Both options are designed to significantly reduce downtime spent at offsite refueling stations, which can help projects stay on time and under budget.
upon the need. This can be beneficial to businesses considering incorporating propane autogas vehicles, which can also be used with on-site or temporary refueling setups connected to an autogas fuel dispenser. Propane stored in tanks and cylinders - no matter how long - won’t deteriorate if kept in storage. Locked cages can also prevent theft of smaller cylinders, and fuel cannot be siphoned off from fuel tanks for other use.
Propane is versatile
Propane can reduce fuel costs
Busy construction months can mean a lot of back-and-forth travel between multiple sites for managers, crew members, and equipment. But even when contractors are moving employees and equipment from the home office to a single jobsite, using propane autogas work trucks can keep with the one fuel solution approach to help lower costs. A variety of lightand medium-duty vehicles can be powered with propane autogas — vans for transporting crews and tools, pickups for hauling trailers, even larger medium-duty chassis up-fitted with dump bodies or cranes — to fit the vehicle needs of many construction firms. It’s possible, too, that a contractor’s existing vehicles can be converted from gasoline to propane autogas, a cost-effective way for companies to begin using the alternative fuel.
One of the most attractive benefits construction business owners can see with propane is reduced fuel costs. Propane costs less per gallon than gasoline or diesel. Construction companies can further protect themselves from market fluctuations (and help them forecast their annual fuel costs in the process) by entering into a fuel contract with a local propane retailer if they don’t get their fuel supplied by the rental store. As propane increases in demand throughout the light-construction market, the opportunity for rental stores to take advantage and generate new business will increase along with it. Are you ready for the first customer to walk into your business inquiring about propane for construction equipment? For more information about propane, visit www.propane.com/industrial. ■
ONE OF THE MOST ATTRACTIVE BENEFITS CONSTRUCTION BUSINESS OWNERS CAN SEE WITH PROPANE IS REDUCED FUEL COSTS.
Refuel how it best suits their jobsite The refueling process is really where propane can push a construction company’s jobsite productivity to
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For example, with a cylinder exchange program, propane cylinders are stored in a cage either at a corporate office or on a jobsite. Contractors can work with a propane retailer to set a schedule to exchange empty cylinders with full ones for a hassle-free, grab-and-go system for employees no waiting at a refueling station. Construction companies can install a larger propane tank at a corporate office for on-site refueling, or work with a propane retailer to set up a portable propane tank on a longterm jobsite. Refueling infrastructure can be permanently or temporarily installed or temporary depending
Jeremy Wishart is the director of off-road business development for the Propane Education & Research Council. He can be contacted at jeremy.wishart@propane.com.
www.ForConstructionPros.com/RENTAL
5/8/18 12:12 PM
Performance on a new level United. Inspired.
Another first in hydraulic breaker technology Many Epiroc heavy hydraulic breakers are now available with the patented Intelligent Protection System (IPS). This fully automated system combines the AutoControl and StartSelect features, optimizing breaker performance for more uptime, faster positioning and longer component life.
epiroc.us
844-437-4762 Search: 20991455
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NEW OPPORTUNITIES B y J ohn Clear y, key account s manager - rental, Western Global
Approximately 98 percent of energy consumed at construction sites comes from diesel, making fuel tanks an easy upsell for equipment rental companies.
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www.ForConstructionPros.com/RENTAL
5/8/18 1:34 PM
Search: 10073639
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NEW OPPORTUNITIES
IN THE CONSTRUCTION SECTOR, 98% OF ALL ENERGY USED COMES FR
RENTAL EQUIPMENT MATCHUP
OFFERING A DIESEL FUEL TANK IS A NATURAL & EASY
THE BATTLE FOR ROI We put our TransCube transportable fuel storage tanks to the test. See how the TransCube compares to a standard wheel loader in time utlization, dollar utilization and rental revenue.
BENEFITS TO YOU:
BENEFITS TO YOUR CUS
Boost revenue Increase site share
Save money by buying fue Total control over refueling Avoid equipment downtim
10 YEAR FACTS THE BIG MONE
x26 TRANSCUBE FUEL TANKS INITIAL INVESTMENT
$130,000
TIME UTILIZATION
70%
vs.
RENTAL RATE @ $500/ea.
$13,000/mo. DOLLAR UTILIZATION
84%
x1 STANDARD WHEEL LOADER INITIAL INVESTMENT
$136,000
TIME UTILIZATION
75%
RENTAL RATE
$4,200/mo.
x26
DOLLAR UTILIZATION
28%
TOTAL ANNUAL R
1,092,00
$
DOLLAR UTILIZATION
TOTAL IN
13
-$
ESTIMATED ANNUAL REVENUE ~84% of the total investment
ESTIMATED ANNUAL REVENUE ~28% of the total investment
840
%
MAINTEN
78,0
-$
RESALE V
52
+$ PROFIT
936,0
+$
q Onsite tanks from Western Global make it easy for contractors to purchase fuel in bulk and track consumption while also preventing downtime that can occur if fuel needs are not properly anticipated.
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q Western Global’s TransCube features four-way forklift pockets for ease of loading and moving, and can be easily loaded and secured on a truck or trailer.
www.ForConstructionPros.com/RENTAL
5/8/18 1:34 PM
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, the full line of 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, including both gaseous and Tier 4 Final diesel models. The gaseous models offer optional on-board LP fuel tanks and the flexibility to easily switch between the on-board 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 three-year limited warranty and customengineered specials to design a mobile generator that fits every job perfectly. From custom paint and decals to receptacle connectors and fuel tank capacity, Kohler makes it easy to get exactly what a customer needs. Kohler’s global service and support network, with more than 800 locations worldwide, also provides aftermarket support services to guarantee the satisfaction of their mobile generators and other products. Founded in 1873 and headquartered in Kohler, Wis. Kohler Co. is one of America’s oldest and largest privately held companies. With more than 50 manufacturing locations worldwide, Kohler is a global leader in the manufacture of kitchen and bath products; engines and power systems; cabinetry and tile; and owner/operator of two of the world’s finest five-star hospitality and golf resort destinations in Kohler and St Andrews, Scotland.
For additional information, visit KohlerPower.com. www.ForConstructionPros.com/RENTAL
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INDUSTRY UPDATE
Skyjack Partners With Association of Equipment Management Professionals (AEMP)
Skyjack announces a new partnership with the Association of Equipment Management Professionals (AEMP). This new partner represents fleet professionals working in construction, utilities, and any industry that requires heavy equipment including Mobile Elevating Work Platforms (MEWPs) and telehandlers. “When Skyjack heard of the Strategic Alliance Partnership at AEMP, we knew it was something we wanted to participate in,” said Malcolm Early, vice president of marketing at Skyjack. “Our easy to do business with attitude means that we incorporate our customers’ goals into our own. This was the driving force behind our ELEVATE telematics offering, and it’s what we’re doing now with this strategic partnership.” AEMP promotes what the association has termed an Equipment Triangle, which focuses on open communication between manufacturers, distributors, and end users. If that sounds familiar, it’s because it’s closely aligned with Skyjack’s parent company Linamar’s Stepping Stool strategy of incorporating customer, employee, and stakeholder interests into the decision making process. Stan Orr, president and CEO at AEMP, said that, “We’re consistently looking for partners who push boundaries and continue to add value to our industry. Skyjack’s ELEVATE offering provides our members with opportunities to improve efficiencies and their bottom lines. We look forward to providing our members with the opportunity to learn more about the products and services they offer.” Skyjack recently attended AEMP’s 36th Annual Management Conference where they had the opportunity to engage with their membership base, which is comprised of companies responsible for every aspect of managing fleet assets for leading organizations and government entities. “We’re looking forward to this collaborative partnership,” Early continues, “An association of this stature will help Skyjack garner more engagement with fleet managers and end users which will, in turn, ensure AEMP’s membership base is getting first-hand insights and solutions from Skyjack.”
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GENIE NAMED CAT RENTAL 2017 VENDOR OF THE YEAR At the company’s 2018 Rental Summit Allied Vendor Fair and Reception, Cat Rental Stores have named Genie, a Terex brand, as the Cat Rental Store 2017 Vendor of the Year. The criteria for the award are quality, product support and policy, ease of doing business and overall vendor satisfaction. This is the first year the Cat Rental Store Vendor of the Year award has been given. “I am very pleased to bestow Genie with the honor of our 2017 Vendor of the Year,” says Erica Baird, global allied product manager, Global Rental & Used Equipment Services, Caterpillar Inc. “The Cat Rental Stores have distinguished Genie as an exceptional vendor, committed to providing our dealers with quality products and support, to ensure our customers’ success from the start to the finish of any project or job. We look forward to growing our long and successful relationship with Genie.” According to Baird, at the end of last year, Caterpillar worked with its dealers to determine the key attributes required to be recognized as the Cat Rental Stores Vendor of the Year. Baird stated that Genie, a leading, global manufacturer of aerial lift equipment, was recognized for its ongoing commitment to provide the highest overall value to Cat Rental Store dealers and, most importantly, to Cat Rental Store customers. “It is a privilege to receive this prestigious recognition from Caterpillar,” says Paul Smith, Genie national accounts manager, Terex AWP. “At Genie, we are committed to the success of our customers’ businesses, from delivering high-quality aerial lift equipment to our responsive support after the sale. We take great pride in providing Cat Rental Stores the products, services and programs they need to meet the growing and changing needs of their customers.”
www.ForConstructionPros.com/RENTAL
5/8/18 1:59 PM
MANUFACTURER PROFILE
VANGUARD COMMERCIAL POWER CHANGING THE RULES OF COMMERCIAL PRODUCTIVITY Vanguard engines reduce downtime and define productivity with consistent power that’s optimized for the work you do. Instead of keeping pace with the status quo, Vanguard is raising the bar with purposeful, customerdriven innovation backed by the latest technology and industry-leading support — all to take on the realworld challenges that stand between you and your productivity. From industry leading innovations such as Oil Guard and TransportGuard®, to an applicationspecific approach to EFI, Vanguard’s practical solutions outwork the competition so you can take on every job with confidence.
Purposeful Innovations Vanguard’s latest innovation — a complete line of single-cylinder, horizontal-shaft commercial engines — was designed from the ground up based on user input. The new line spans 5.0 to 13.0 gross horsepower*
to meet power requirements for a wide range of global commercial applications. By focusing on key points of performance critical to overall productivity, the new engines leave other manufacturers scrambling to keep up in areas including starting, maintenance intervals, service and support, and total cost of ownership. For example, Vanguard cut the number of oil changes and air filter replacements in half with the new engine’s industry-leading oil management and air filtration systems. This means less money spent on air filters and oil, less time in the shop, and equipment that is simply more productive.
Committed to Productivity At the heart of Vanguard’s commitment to commercial productivity is a robust service and support network, which delivers the parts, training and technical support you need. Briggs & Stratton delivers next-day parts through a single national distributor to keep equipment up and running. And, all Vanguard and Commercial Series engines are backed by the industry’s only global threeyear commercial limited warranty†. *All power levels are stated as gross horsepower at 3,600 rpm per SAE J1940. †See www.vanguardengines.com for complete warranty details.
Visit www.vanguardengines.com to learn more.
www.ForConstructionPros.com/RENTAL
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INDUSTRY UPDATE
DOOSAN BOBCAT NORTH AMERICA
ACCELERATION CENTER OFFICIALLY LEED CERTIFIED
Doosan Bobcat North America is pleased to announce that the Acceleration Center – a key engineering facility for all Bobcat compact equipment – is now Leadership in Energy and Environmental Design (LEED) certified. Located in Bismarck, ND, the Acceleration Center is currently one of only a few test lab facilities of its kind in North America to achieve LEED certification, the most widely used green building rating system in the world and a globally recognized symbol of sustainability achievement. The state-of-the art building earned high marks in several categories, including design and innovation and indoor environmental quality. From the lobby entrance to office environment, the facility was truly designed for accelerated innovation. “We created a collaborative, open office workspace that not only gives our employees an inspiring place to work, but also rewards our environment,” said Matt Sagaser, director of innovation accelerated at Doosan Bobcat North America. “The facility has more natural light, better acoustics, key vitality areas, multiple flex work areas with mobile work stations, and outdoor parking spaces for low-emission vehicles. These designs helped us pursue LEED certification.” Doosan Bobcat completed the $28-million renovation project in 2015, which involved the expansion of an existing building to include office and lab space, classrooms and demonstration areas, and both indoor and outdoor machine operation areas. The facility has two stories and 190,000 sq. ft. under one roof, with an additional 22 acres of outdoor test and product development space. For more information, visit www.forconstructionpros.com/news/21000029
Portable
Generator Test Set Model 632 (15KW) | Model 627 (10KW) | Model 650 (30KW) Input voltage: 120/240V, 60Hz Single Phase
A self-contained test set for electrical load testing of AC generators. Ideal for setting engine speed and verifying engine and generator performance. Now you can be sure that your generators and alternators are providing the output they should, and the proper voltage frequency. Generators up to 10-30KW can be loaded to full capacity. The generator test set combines two load banks in one. Larger generators can be tested using two test sets. This avoids purchasing a very large test set for only a small percentage of your generator inventory.
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5/8/18 2:00 PM
EPIROC ADDS CHICAGO PNEUMATIC HYDRAULIC EXCAVATOR ATTACHMENTS TO PRODUCT LINE Chicago Pneumatic hydraulic excavator attachments have joined Epiroc’s product lineup as part of the planned Epiroc split with Atlas Copco. The Epiroc RX breakers, RC compactors and CG contractor grapples will feature the same high performance and outstanding reliability as before, with enhanced support from Epiroc’s dedicated hydraulic attachments organization. Epiroc is a new company born of the Mining and Rock Excavation Technique business area and the Hydraulic Attachment Tools division of Atlas Copco. The spinoff company now offers all the hydraulic attachments previously marketed under the brand names of Atlas Copco and Chicago Pneumatic — a member of the Atlas Copco family of companies. The former Chicago Pneumatic hydraulic attachments that Epiroc has added include: • 14 RX breakers for applications including demolition, landscaping and more • 6 RC compactors for effectively compacting soil and more • 18 CG grapples designed for demolition, rip-rap, construction-and-demolition sort, scrap and waste handling For more information, visit www.forconstructionpros.com/news/20999592
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INDUSTRY UPDATE
Global Rental Alliance Countries Report 6% YearOver-Year Increase in Combined Rental Revenues The Global Rental Alliance (GRA) recently held its 16th annual meeting at The Rental Show 2018 in New Orleans, where it conducted the latest review of the global survey initiative of the GRA, which estimates a 6-percent increase in combined rental revenue among the GRA associations between 2016 and 2015. The GRA welcomed back the Brazilian Rental Association (ANALOC) as a member, joining the Canadian Rental Association (CRA); European Rental Association (ERA), Belgium; Hire Association Europe (HAE), United Kingdom; Hire Industry Association of New Zealand (HIANZ); Hire and Rental Industry Association Ltd. (HRIA), Australia; Japan Construction Rental Association (JCRA), Japan; and American Rental Association (ARA), U.S. “The Global Rental Alliance allows industry and association representatives from around the world to discuss common issues that impact rental/hire operators and share solutions that are having a positive impact,” said Tony Conant, ARA CEO. “We are always looking to add global members who are interested in sharing their geography’s industry data and advancing the rental industry.”
Why rent anything else?
The meeting agenda included the latest review of the global survey initiative of the GRA, which estimates fiscal year 2016 combined rental revenue among the GRA associations of US$96.96 billion. This figure represents a 6 percent increase over 2015 rental revenues, as calculated by IHS Markit on behalf of the group. The GRA members also agreed to start projecting the recent year’s rental revenue and other key figures at their summer meeting and will publish preliminary 2017 figures in August. Discussion was held among the associations on the economic forecast for their countries through 2018 and it appears that the economies of all GRA members are healthy and that operators expect a very good year.
Quality Service Innovation www.webermt.us sales@webermt.us • 800-709-3237
Priorities and member initiatives of the associations were shared for the benefit of the group, as well as trends and industry developments. Among the topics discussed were global technology trends and workforce development issues, including the promotion of women and minorities in rental and efforts to engage young professionals. Technology is the one area that cuts across industry segments, geographies and cultures to improve business performance. It has improved safety, operational efficiency and the customer experience, and technology will continue to reshape the industry. The GRA is looking to add technology to its standing discussion agenda and will add a special segment to next year’s program in Anaheim, CA. For more information, visit www.forconstructionpros.com/news/20999439
Search: 10075199
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www.ForConstructionPros.com/RENTAL
5/8/18 2:00 PM
H&E Acquires Rental Inc. to Expand in AL, FL and Western GA H&E Equipment Services Inc. has announced it has completed its acquisition of Rental Inc., a non-residential construction-focused equipment rental company with five branches located throughout Alabama and Florida and assets including approximately $35 million of fleet based on original equipment cost. John Engquist, H&E’s chief executive officer, said, “We are quickly executing on our stated strategy of expanding our business through the acquisition of rental companies. Since January, we have acquired two
well-run businesses that complement our existing operations and broaden our geographic footprint. With the acquisitions of CEC and Rental Inc., we have added eight branches
and increased our total branch count to 88. We are continuing to evaluate additional acquisitions in addition to expanding through Greenfield and warm start growth.”
With the acquisitions of CEC and Rental Inc., we have added eight branches and INCREASED OUR TOTAL BRANCH COUNT TO 88.
®
AIR INNOVATED
TM
Search: 10075143 www.ForConstructionPros.com/RENTAL
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ADVERTISER’S INDEX
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Abbott Rubber Company......................64 Alliance North America.........................42 Allmand Brothers Inc.............................45 American Honda Motor Co...................31 APT..........................................................39 Barreto Manufacturing Inc.....................7 Briggs & Stratton...................................59 CK Power...........................................34-35 Cummins Engine Company Inc...............5 Cummins Power Generation.................46 DEUTZ Americas.....................................67 Dieci United States................................36 Enovation Controls................................13 Epiroc......................................................53 Essex Silverline.......................................65 EZ Oil Drain............................................64 Gehl.........................................................21 Generac Power Systems........................29 General Pipe Cleaners...........................11 Jenny Products, Inc................................37 JLG Industries Inc...................................43 John Deere Construction Equip..............9
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PWM600MH
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ADVERTISER...........................................................PAGE
Kohler Company..............................57, 68 LBX Company LLC..................................55 Makinex Construction Products...........49 Memo Corporation / Memo Parts........61 Perkins Aftermarket..............................51 Precision Components...........................41 Snorkel....................................................23 Sotcher Measurement Inc.....................60 Sullair........................................................2 Sullivan-Palatek......................................25 Terex USA...............................................17 Trojan Battery........................................44 UP Equip.................................................48 Vanair Manufacturing...........................14 VMAC......................................................63 Wacker Neuson......................................15 Weber Machine (USA) Inc.....................62 Western Global......................................19 Windy Ridge Corporation...............64, 65
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This index is provided as a service. The publisher does not assume liability for errors or omissions.
Search: 10075238
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EYE ON RENTAL // B y
Dick Detmer
BY DICK DETMER
It’s SURVIVAL OF THE FITTEST for Independents Successful smaller companies are those that stay hungry, that realize their worth, and that maximize a niche
I
thought I’d follow up on Editor Jenny Lescohier’s column in last month’s issue, which reported on a panel discussion where industry veteran Dan Kaplan predicted the soon-to-be extinction of independent rental businesses. Personally, I believe there will always be a need for independent rental companies in many or most markets, for several reasons. To begin with, independents are often much more focused on the local community. They also tend to be more nimble and since they are a lot less “corporate,” they can often adapt more quickly to the changing needs of their customers. I’m not suggesting we take the big national companies lightly; it’s not wise to underestimate one’s competitors. But in my opinion, there are many independent business owners who are still thinking the giants will continue to be satisfied with their usual diet of “big iron” (and big commercial and industrial customers). In fact, it’s potentially dangerous to the health of your company to not prepare now for the national giants becoming much hungrier, and less particular about the type of customers they seek.
Eat or be eaten Independent rental companies need to become even hungrier for more business. They should also
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It’s very important to not just stand by and wait to see what happens. Once you see what happens, it’s often too late to do anything about it. It’s best to be proactive by strengthening your business now.
Stay strong nurture the innovation that being hungry often brings. Part of that innovative spirit should revolve around strengthening the customer’s awareness of the benefits of renting from an independent rental business. Another aspect of innovation could include offering products and services that might be outside the giants’ offerings. I have also seen several examples of small rental businesses seizing huge opportunities in the wake of big competitors that left the market area for greener pastures. Some independents might look forward to a time when a large national competitor decides to leave their community because the market is not a large enough revenue generator. This is possible and has happened, but because of the financial strength of the large national companies, it doesn’t happen very often. So, the point is, don’t count on this happening in your community.
There are many different ways to strengthen a rental company’s foothold in its market. Here are just a few examples: Promote management education, as it’s almost always needed and remains a great investment when it’s properly planned and implemented. Prepare your entire staff to really excel in the area of customer relations, rental salesmanship and efficiency. Some independent rental businesses are not as dominant in these areas as they think. Use the latest and best forms of advertising to promote more business. It’s important that independent rental companies become more skilled in getting their message out. Finally, don’t become complacent. The giants have certain advantages, but being an independent has advantages too. As long as business owners continue to adapt to changes and are committed to excellence, there will continue to be a strong need for independently owned and operated rental companies. ■
Dick Detmer is a nationally recognized consultant, lecturer and writer with almost 40 years of experience in the equipment rental industry, including 30 writing the Eye on Rental column for Rental. For consulting, training or to order one of his books, visit www.detmerconsulting.com. Dick can be reached directly at dick@detmerconsulting.com or at (309) 781-3451.
www.ForConstructionPros.com/RENTAL
5/8/18 1:35 PM
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