Rental May 2019

FIND AND FOCUS ON YOUR NICHE Dick Detmer digs into how to set your rental business apart from the rest.

May 2019

PROFITABLE

COMPRESSOR RENTALS Know your product families to determine the best fit for your customer’s needs

ENGINE TECH

EFI CHANGING THE GAME FOR GENERALPURPOSE GAS MODELS

KOHLER® MOBILE GENERATORS PROVIDE DEPENDABLE GASEOUS & DIESEL POWER.

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

Rental focused Rental strong Our commitment to the highest standards in the products we make, personalized services we offer, and our global distribution network, is the Rental Channel’s guarantee of satisfaction and our pledge to help maximize your ROI.

www.perkins.com/rental Search: 10074178

RPN0519_02-05_TOC_JAL.indd 2

5/6/19 11:59 AM

VOLUME 41 ISSUE 4

MAY 2019

28

Know your product families to determine the best fit for your customer’s needs

COVER: BUILDING A PROFITABLE AIR COMPRESSOR FLEET

20 POWER SOURCES Diesel Is Still King But Options Gain Ground Alternatives to diesel remain less common but are making inroads in certain applications.

IN EVERY ISSUE

34

06 Everybody’s Business

EFI Changing the Game for Gas Engines

Break out of old patterns and do something different.

Manufacturers are listening to customer demand for smaller engines with electronic fuel injection.

08 Manager’s Digest

ENGINE TECH

20 34

FUEL MATTERS

12 Market Watch

Tips for Purchasing and Storing DEF to Preserve Quality

Rental pros talk about how the labor shortage affects their business.

18 New Products 44 Industry Update

40

40

How to purchase, handle and store API-certified diesel exhaust fluid impacts its quality and its ability to keep equipment running smoothly.

50 Eye on Rental Dick Detmer gives insight into finding and focusing on your niche.

www.ForConstructionPros.com/RENTAL

RPN0519_02-05_TOC_JAL.indd 3

MAY 2019

3

5/6/19 12:00 PM

G Y

VOLUME 41 ISSUE 4

CONTENTS

MAY 2019

00

TOC description no Indent. Idi dioriae perovitatium exeratio debisto exceatem eos discitfagu magnatio.

COVER: TOC SPECIAL SECTION OR COVER STORY

00

RentalWATCH Rental TOC SECTION

Designed With You in Mind

BUYERS GUIDE

Fast, Relevant Product Information

Rental and Article Title Construction TOC description no Indent. Idi dioriae It’s easier perovitatium exeratio debisto exceatem eos than ever to find the industry news Market and information you need to run your equipment discitfagu magnatio.

Updates rental business. Just point your browser to Get all the latest information pertaining to the topics that matter most to your business.

LookTOC here daily for the news SECTION and information you need Article Title most. To subscribe, go to

00

www.ForConstructionPros.com/

IN EVERY ISSUE

www.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.

TOC description no Indent. Idi dioriae www.ForConstructionPros. perovitatium exeratio debisto exceatem eos com/subscribe/email.

VISIT TODAY!

www.ForConstructionPros.com/RENTAL

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 00 Everybody’s up-to-date list of what today’s Business leading manufacturers have to offer.

A.

discitfagu magnatio.

00 Our Social Join TOC SECTION Media Community www.Facebook.com/ Article Title

Check out our Facebook RentalMagazine and join our Twitter TOC description no Indent. Idipage dioriae Rental@RentalMagazine feed. Leave perovitatium exeratio debisto exceatem eos a comment, post some news discitfagu magnatio. and photos, or just catch up on the latest happenings in the TOC SECTION world of Article Title equipment TOC description no Indent. Idi dioriae rental. perovitatium exeratio debisto exceatem eos discitfagu magnatio.

00

4

MAY 2019

RPN0519_02-05_TOC_JAL.indd 4

00 Manager’s Digest

NEWS FEED

00 Market Watch B. Report Shows EquipmentWatch Q1 Rental Rates Increasing Across All Equipment Types Electric Self-Propelled Scissor Lifts 00 wereNew the only Products equipment type to see rate increases C. of over 2%.

www.ForConstructionPros.com/21065741

EDCO Introduces New Equipment Accessories for Rental Companies

00 Industry Update D.

EDCO introduces new dust collection insert more 00bag Eye onand Rental to simplify equipment operation and increase profitability.

E.

www.ForConstructionPros.com/21062759

www.ForConstructionPros.com/RENTAL

5/6/19 12:00 PM

©

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.

RPN0519_02-05_TOC_JAL.indd 5

Search: 10076505

5/6/19 12:00 PM

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

Break Old Patterns, Do Something Different The time is now to dig deep for that as-yet-undiscovered element that could propel your business to the next level of success Ever get the feeling that have always done, you everything and everybody will get what you have is changing and you’re just always gotten.” The point stuck? It’s not that anyis, thinking and talkthing is wrong, per se, it’s ing about change is never just that you’re in a rut enough, it requires action. and you don’t know how The good news is WE ALL to get out of it. It’s a frusprolonged stagnation ultiWANT TO BE trating state to be in when mately leads to growth. the more you crave and It’s just a matter of time INSPIRED BY grasp for a renewed sense THE PROSPECT and the right catalyst. of inspiration, the more it For some, however, the OF OUR OWN eludes you. It can be doubiggest obstacle is simHAPPINESS bly discouraging to see ply indecision over what competitors thriving while AND SUCCESS, path to take. We are ceryour business remains in a tainly bombarded by an SO DON’T holding pattern. overload of choices in WAIT ANOTHER our world today, and the We’ve all been there.

The question is, how do MINUTE TO FIND result can be immobiwe break the pattern? In lizing, hence the ruts we YOURS. his Eye on Rental coloften find ourselves in. umn on page 50 of this As Detmer states, issue, Dick Detmer tacksometimes it takes an outles the topic of finding side point of view to give your niche and focusus the clarity we need to ing on it. As he points make bold moves. Whether out, part of the chalit’s a professional consullenge comes down tant or a trusted business to our innately associate or friend, gethuman resistance ting that fresh insight to change. could be exactly what “It’s natural to you need to help you find simply keep doing what the new approach or niche one is accustomed to doing, that will propel your busiJuanmonino/E+/Getty Images and it takes a concerted effort to even ness to the next level. consider change,” Detmer writes. “But In the end, there’s no time to significant changes to what you are waste. Life is short. Competition is doing and how you are doing it could fierce. We all want to be inspired by yield amazing results.” the prospect of our own happiness The sentiment is similar to the and success, so don’t wait another old saying, “If you do what you minute to find yours.

6

MAY 2019

RPN0519_06-07_EverybodysBiz_JAL.indd 6

™

PRODUCT NEWS INSIGHT ■

■

www.ForConstructionPros.com/RENTAL

D

W

Published by AC Business Media 201 N. Main Street, 5th Fl Fort Atkinson, WI 53538 (800) 538-5544 www.ACBusinessMedia.com

Publication Staff Publisher

Eric Servais eservais@ACBusinessMedia.com

Editor

Jenny Lescohier jlescohier@ACBusinessMedia.com

Columnist

Dick Detmer

Senior Production Manager

Cindy Rusch

Art Director

Kayla Brown

Audience Development Director Wendy Chady Audience Development Manager Angela Franks

Advertising Sales (800) 538-5544 Kris Flitcroft

kflitcroft@ACBusinessMedia.com

Sean Dunphy

sdunphy@ACBusinessMedia.com

Nikki Lawson

nlawson@ACBusinessMedia.com

Erica Finger

efinger@ACBusinessMedia.com

Denise Singsime

dsingsime@ACBusinessMedia.com

Tom Lutzke

tlutzke@ACBusinessMedia.com

www.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 CEO

Barry Lovette

CFO

JoAnn Breuchel

Vice President, Sales & Marketing Amy Schwandt Editorial Director

Greg Udelhofen

Published and copyrighted 2019 by AC Business Media. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording or any information storage or retrieval system, without written permission from the publisher.

SUBSCRIPTION POLICY: Individual subscriptions are available without charge in the U.S. to rental centers, equipment distributors, and other businesses with rental departments. To subscribe please visit www.ForConstructionPros.com. Publisher reserves the right to reject nonqualified subscribers.

One year subscriptions for nonqualified individuals: U.S. $35.00; Canada and Mexico $60.00; and $85.00 all other countries (payable in U.S. funds, drawn on U.S. bank). Single issues available (prepaid only) $10.00 each.

Rental (ISSN 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, 5th Fl., Fort Atkinson, WI 53538. Periodicals postage paid at Fort Atkinson, WI and additional entry offices. POSTMASTER: Please send change of address to Rental, PO Box 3605, Northbrook, IL 60065-3605.

Printed in the USA. Vol. 41, Issue 4, May 2019

M H pl RT

At re RT pe www.ForConstructionPros.com/RENTAL

5/6/19 12:04 PM

DIG INTO SUMMER! WITH THE BARRETO RTK TRACK TRENCHER

Fl 8

.com

edia.com

edia.com

Easy to use one-hand controls dia.com

dia.com

dia.com

dia.com

Accessible components

edia.com

dia.com

dia.com

edia.com

dia.com

edia.com

nfogroup, com

m

ts smitted g tem,

Reversible digging chain for dislodging obstructions

tors, ase visit reject

Large track footprint

00; yable in d only)

mes per ptember, N. Main d at Fort send 65-3605.

Stand-On Fixed Platform

Maximize your summer trenching with the Barreto RTK Track Trencher.

Heavy-duty steel body construction, easy-to-use controls, stand-on platform, and 470 square inches of ground contact elevate the Barreto RTK Track Trencher to the top of its class.

At nearly 1700 pounds, the RTK’s weight advantage improves traction, reduces impact on the ground and operator, and provides stability. The RTK is available for trenching up to six inches wide and four feet deep, perfect for installation of irrigation, sprinkler, and electrical systems.

1-800-525-7348 | 1-541-963-6755 Fax www.barretomfg.com | info@barretomfg.com

STRENGTH DURABILITY INNOVATION

Search: 10072139

RPN0519_06-07_EverybodysBiz_JAL.indd 7

5/6/19 12:04 PM

MANAGER’S DIGEST

DODGE: March Construction Starts Surge on Nonbuilding Sector Strength New construction starts in March advanced 16% from the previous month to a seasonally adjusted annual rate of $809.2 billion, according to Dodge Data & Analytics.

The substantial gain followed a lackluster performance during the first two months of 2019, as total construction starts in March were able to climb back to a level slightly above the average monthly pace during 2018.

The nonbuilding construction sector, comprised of public works and electric utilities/gas plants, jumped 40% in March from a weak February, lifted by the start of a $4.3-billion liquefied natural gas (LNG) export terminal in Cameron, LA. Nonresidential building increased 24% in March, aided by groundbreaking for several large projects. These included the $1.6-billion Toyota-Mazda automotive manufacturing facility in Huntsville, AL, a $1.1-billion hotel and theater redevelopment in New York, and the $850 million renovation of the Key Arena in Seattle.

In contrast, residential building slipped 3% in March, as multifamily housing retreated for the second consecutive month.

During the first three months of 2019, total construction starts on an unadjusted basis were $164.5 billion, down 10% from the same period a year ago. On a 12-month moving total basis, total construction starts for the 12 months ending March 2019 essentially matched the corresponding amount for the 12 months ending March 2018.

The March data produced a reading of 171 for the Dodge Index (2000=100), up from 148 in February, and 1% higher than the full-year 2018 average for the Dodge Index at 170.

At the same time, the Dodge Index during the first quarter of 2019 dropped 6% from the fourth quarter of 2018, as it was pulled down by the sluggish volume of construction starts during January and February.

“The month-to-month pattern for construction starts is often affected by the presence or absence of very large projects, and March certainly benefited from groundbreaking for a number of very large projects,” stated Robert A. Murray, chief economist for Dodge Data & Analytics.

For m ore information, visit www.forconstructionpros.com/21065086

8

MAY 2019

RPN0519_08-11_ManagersDigest_JAL.indd 8

ELECTROMOBILITY GAINING GROUND IN HEAVY MACHINERY AND EQUIPMENT Powertrain electrification continues to advance, and the heavy machinery and equipment industry is no exception. Even though there are currently few models commercially available, new battery electric vehicles are being introduced and are coming to the market. In certain equipment segments, the total cost of ownership (TCO) could be up to 30% lower for battery electric vehicles than for their conventional diesel-powered counterparts. Under certain assumptions, savings of more than 60% on operating costs (for example, for fuel and maintenance) more than balance out the higher price of an electric vehicle and battery, which could cost 30% to 90% more.

These findings emerged from a new McKinsey study, “Heavy machinery & equipment: Capturing the industry’s electrifying momentum.” The management consulting firm published the report to coincide with bauma, the world’s largest construction equipment trade show, which took place in Munich.

“Electromobility is on the way,” said Andreas Tschiesner. “The rapid development we are seeing in passenger cars and buses today could soon also happen in heavy machinery and segments.”

Lower TCO will not be the only factor driving a faster pace of electrification. “In many cities and countries, limits on particulates, nitrous oxide emissions and noise are tightening – and meeting them is easier with electric heavy machinery and equipment,” Tschiesner noted.

Furthermore, recent years have brought significant improvements in terms of both available charging technology and battery performance.

“This will provide significant interesting opportunities for players across the value chain, as the emerging profit pools can be measured in the tens of billions of USD. Engaging in this field will also imply new competence and capability needs in technology and business model development,” said Andreas Tschiesner.

Based on electrified products, heavy machinery and equipment OEMs can take the lead in developing these new technologies, while also developing new business models, such as complete packages for energy optimized operation or battery leasing. The shift to e-mobility means that value chains for suppliers could change significantly. As a result, there is an opportunity to develop competence in new areas and attract new talent.

www.ForConstructionPros.com/RENTAL

5/6/19 12:07 PM

Search: 10073102

RPN0519_08-11_ManagersDigest_JAL.indd 9

5/6/19 12:07 PM

MANAGER’S DIGEST

Y

Single-Family Home Builder Confidence Edges Higher in April Builder confidence in the market for newly built single-family homes rose one point to 63 in April, according to the latest National Association of Home Builders/Wells Fargo Housing Market Index (HMI) released today. Sentiment levels have held in the low 60s for the past three months.

Builders report solid demand for new single-family homes but are also grappling with affordability concerns stemming from a persistent shortage of construction workers and buildable lots. Ongoing job growth, favorable demographics and a lowinterest rate environment will help to modestly spark sales growth in the near term. However, supply-side headwinds that are putting upward pressure on housing costs will limit more robust growth in the housing market.

Derived from a monthly survey that National Association of Home Builders (NAHB) has been conducting for 30 years, the NAHB/Wells Fargo Housing Market Index gauges builder perceptions of current single-family home sales and sales expectations for the next six months as “good,” “fair” or “poor.” The survey also asks builders to rate traffic of prospective buyers as “high to very high,” “average” or “low to very low.” Scores for each component are then used to calculate a seasonally adjusted index where any number over 50 indicates that more builders view conditions as good than poor.

The HMI index gauging current sales conditions increased one point to 69, and the component measuring traffic of prospective buyers rose three points to 47. The measure charting sales expectations in the next six months fell one point to 71.

Looking at the three-month moving averages for regional HMI scores, the Northeast posted a three-point gain to 51, the Midwest increased two points to 53, and the South was up one point to 67. The West remained unchanged at 69.

The HMI tables can be found at www.nahb.org/hmi.

ABC: CONSTRUCTION BACKLOG INDICATOR REBOUNDS IN FEBRUARY Associated Builders and Contractors (ABC) reported its Construction Backlog Indicator expanded to 8.8 months in February 2019, up 0.7 months (8.2%) from January 2019, when the backlog dipped to 8.1 months.

“As predicted, the decreased backlog in the first month of the year reversed in February,” said Anirban Basu, ABC’s chief economist. “Low January readings are typically due to seasonal factors like the holidays and weather, but this year they were further affected by the federal government shutdown. In particular, the backlog in the infrastructure category increased significantly from January to February, which

10

MAY 2019

RPN0519_08-11_ManagersDigest_JAL.indd 10

is consistent with the notion that the shutdown delayed a meaningful amount of contract signing.

“The heavy industrial segment was the only category in which backlog declined in February,” said Basu.

“In the context of a weakening global economy and a strong dollar, which suppresses U.S. export growth, it is

not altogether surprising that construction backlog declined in this category. This also helps explain slightly diminished backlog in the Middle States, which tend to rely more on industrial production.

Backlog also bounced back in the commercial/ institutional category, an indication of confidence among private developers on both coasts.”

“In general, nonresidential construction activity lags the overall economy by 12 to 18 months,” said Basu. “Last year was good for the economy, with the implication that contractors should expect to remain busy in 2019.” www.ForConstructionPros.com/RENTAL

5/6/19 12:07 PM

Re

Hat in t on way rati you rep em H-S nex our

You Can Make A Lot of Smart Moves With Our H-Series Family!

Reduce Costs Across the Board!

Hatz H-Series Liquid-Cooled Engine family gives you more ways to save in the manufacture of your equipment. They’re so compact, they save big on engine space and even the cost of equipment redesign. They’re also way lighter than their nearest competitor ensuring a low power-to-weight ratio and high-power density. With our open and enclosed power units you can save on assembly time. And our high torque H-series Engines can replace higher horsepower engines and eliminate upsizing for worldwide emission compliance. Plus, your customers will like the lower noise of the H-Series and the quiet operation of our Silent Pack models. So, if your next play is to make cost-cutting moves on the drawing board, consider our Hatz H-Series Engines. They’ll put you way ahead of the game!

Search: 10073233

RPN0519_08-11_ManagersDigest_JAL.indd 11

HatzNorthAmerica.com

5/6/19 12:07 PM

INDUSTRY

INDUSTRY MARKET MARKET WATCH WATCH

By Rod Dickens, contributing editor

LABOR IS LEADING PROBLEM Rental professionals from around the country discuss challenges associated with the shortage of workers, job candidates KANSAS: A DIFFERENT SET OF VALUES Sunflower Rental has been in business since 1951 and currently has three locations, two in Kansas at Lawrence and at its Topeka headquarters, and another in Blue Springs, MO. Company Vice President Stacey Wendland manages the store in Lawrence, where the University of Kansas is located. Brother Rick and sister Nicole work at the headquarters location.

“Our location in Topeka is 30 miles west of Lawrence and Blue Springs is an hour and a half drive east.

Both stores are general rental, whose primary customers are smaller contractors and homeowners. Lawrence is a bit different with business divided 75/25 between general rental and party,” explained Wendland, who has worked in the rental industry and family business for more than three decades.

“The university is always building new dorms and

classrooms and renovating athletic fields, not to mention the apartments, strip malls, and restaurants that always seem to be popping up. The combination makes high-reach aerials, air compressors, skid-steer loaders, and stump grinders popular rental items. So, too are trenchers. Probably 50 percent of homes and likely 100 percent of all apartments and commercial establishments have irrigation making the later a necessity and fueling a healthy lawn and garden business for us.”

She noted the university also hosts several events throughout the year

generating traffic for canopies, tables and other party and event goods.

The area is not without its challenges, though.

“Our three stores have 26 employees among them and finding good people to make deliveries, work behind the counter and perform other day-to-day tasks is more of a struggle than it was five or six years ago. I really don’t know what to attribute it to,” said Wendland. “It seems that young people are not as driven to work and make money like my generation was. They hold onto a different set of values, ones that put more priority on flexibility than making money.”

Her stores try to accommodate the value shift by giving employees time off if enough advance notice. is given. Offering an excellent health care package, 401k with employer match, and a flexible spending account helps them compete in the competitive employee marketplace.

Easing the current labor challenge is a solid

OFFERING AN EXCELLENT HEALTH CARE PACKAGE, 401K WITH EMPLOYER MATCH, AND A FLEXIBLE SPENDING ACCOUNT HELPS THEM COMPETE IN THE COMPETITIVE EMPLOYEE MARKETPLACE.

12

MAY 2019

RPN0519_12-17_MarketWatch_JAL.indd 12

www.ForConstructionPros.com/RENTAL

5/6/19 12:11 PM

Search: 12064693

RPN0519_12-17_MarketWatch_JAL.indd 13

5/6/19 12:11 PM

INDUSTRY

MARKET WATCH core of employees who have been with Sunflower for several years, and Lawrence gives that store access to a pool of part-time help during summers. If recent history is a good road map for the company, finding work for employees is not the issue, especially in a vibrant college town.

Recruiting and retaining a newer generation of employees to get the work done could be a bit more challenging.

OHIO: FEELING LIKE A STEPPING STONE? Wagner Rental, with four locations throughout southern and southeastern Ohio and northern Kentucky, has been in the industry for 39 years. When asked what his biggest challenge as owner is, Tim Wagner said, “It’s labor, by far.”

“We have a difficult time recruiting employees, especially mechanics, and once on board, they don’t want to stay around long. At times, I feel we’re a stepping stone to another job.”

Wagner manages the New Boston, OH, location and his brothers Dan and Dave also work in the family business. “Our stores are in smaller towns where the labor pool isn’t deep. In addition, most young people today seem to be more interested in the digital world than developing mechanical skills or working in an industry like ours. With that said, of our 35 employees, we have an excellent core of 15 people, including managers and long-time employees. If you look a little deeper, it’s a different story. We’re recruiting virtually all year long.”

He noted that trade schools provide a relatively good resource for entry-level employees. “The challenge is to retain experienced employees, especially mechanics, who become susceptible to offers from nearby

14

MAY 2019

RPN0519_12-17_MarketWatch_JAL.indd 14

“A THIN LABOR MARKET MAKES COMPETITION AT THIS LEVEL EVEN MORE DAUNTING FOR SMALLER, INDEPENDENT STORES LIKE OURS.” large national stores that can offer higher wages. A thin labor market makes competition at this level even more daunting for smaller, independent stores like ours.”

Conducting business in a rural America where the economy is weak compared to other areas of the country presents other challenges. “Drug use has become a bigger issue here recently, which further diminishes the labor pool,” said Wagner. “To generate store traffic and sales we’ve diversified our rental inventory to bring in more homeowners. Lawn and garden is one of our biggest markets and we look to continue growing that sector.

“Our stores also sell and service Echo hand-held products and Gehl construction equipment. We recently brought in some ag tractors and have put 10 of them in our rental inventory.”

Working with a tight labor market and weak economy are two major challenges for Wagner Rental. But amid the challenges come opportunities to become more diverse and find ways to effectively recruit and retain employees.

VIRGINIA: DIFFERENT MARKET, SIMILAR CHALLENGES “The Washington, D.C. Metro rental market is quite different from others around the country,” said Ty Brooke, owner with his son Jim of Brooke Rental Center in Vienna, VA. “We don’t have smokestacks that dot the skyline, nor do we have any industrial facilities to speak of. The industry here is government.”

Brooke Rental Center is a full-line tent, party, events, and equipment rental store with three Virginia locations in Arlington, Vienna and Leesburg. “On the equipment side, our biggest challenge has been finding skilled mechanics,” said Brooke, who has been in the rental business for more than 40 years. “Years ago, the Help Wanted section in the Washington Post was an effective recruiting tool for us, but that option no longer exists. We’ve tried online help-wanted sources, but none have produced serious results.”

Among other challenges, he points to a changing industry where mergers and competition from large stores like Home Depot are putting pressure on “independents” who now more than ever need to develop effective marketing strategies to get their messages out.

“These are interesting times,” Brooke added. “Yellow Pages and newspaper advertising are no longer cost effective. Social media is the new method, but the challenge there is to know where to spend your time and money.

“YELLOW PAGES AND NEWSPAPER ADVERTISING ARE NO LONGER COST EFFECTIVE. SOCIAL MEDIA IS THE NEW METHOD…” www.ForConstructionPros.com/RENTAL

5/6/19 12:11 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.

Contact your Wacker Neuson representative for details today.

www.wackerneuson.com Search: 10075166

RPN0519_12-17_MarketWatch_JAL.indd 15

5/6/19 12:11 PM

INDUSTRY

MARKET WATCH “For us, advertising in the local newspapers where parents read about their children’s participation in Little League, the marching band, and other activities is effective. So, too, is community involvement where we participate in local business groups, chair committees, and help out youth clubs and groups like the Cub Scouts.”

No, you won’t find large skid-steer loaders and dozers in Brooke Rental Center’s yard. Instead, the equipment and tool side features anything from automotive, plumbing, floor care, and yard and garden tools for DIYers to equipment for smaller contractors.

There’s even a good selection of durable medical equipment. Said Brooke, “When I attended the ARA

show in Anaheim this year, I did not see a booth where wheel chairs and walkers were exhibited. Renting durable medical equipment has been a good market for us and something our community members appreciate.”

Providing tents, party and events goods to large and small private, government, and institutional gatherings has been a good market, too, for the company and accounts for approximately 70 percent of its annual sales.

Interesting times? Absolutely, and finding ways to adapt to them is where challenges and opportunities lie for large and small rental companies alike.

NEW JERSEY: “EVERY DAY IS A HIRING DAY” Miller’s Rentals and Sales has been a family owned business since 1934. Located

in Edison, NJ, the event and party store employs 60 full and part-time employees to deliver their products, but even more importantly, provide their customers with top-notch service. Growing up in the family business, company owner and President Stuart Kohn, recalls his father’s motto “‘You have to be the firstest with the mostest.’ In simple terms, you can’t ride your reputation,” he emphasized. “One has to continually be thinking out of the box and looking for new, innovative ideas, new opportunities and better ways to provide the best service possible.”

He noted that today is more challenging thanks to a tight labor market and a young generation of workers who have myriad options when it comes to employment. “We’re competing for laborers with companies such as Amazon, Uber, Uber Eats, and

Search: 12271606

16

MAY 2019

RPN0519_12-17_MarketWatch_JAL.indd 16

www.ForConstructionPros.com/RENTAL

5/6/19 12:11 PM

“ONE HAS TO CONTINUALLY BE THINKING OUT OF THE BOX AND LOOKING FOR NEW, INNOVATIVE IDEAS, NEW OPPORTUNITIES AND BETTER WAYS TO PROVIDE THE BEST SERVICE POSSIBLE.” Lyft, among other potential employers, who can offer jobs that are less labor intensive and pay equally well, if not better, than what we can offer.”

The irony for Miller’s Rentals and Sales is striking. It was founded in the heart of the Great Depression when the unemployment rate was more than 20 percent. Compare that to today’s rate of 3.8 percent in the Edison area, which means, as Kohn pointed out, virtually anyone who wants to work can have a job.

“Just last week, I offered a position to an individual who informed me he was going to be reviewing other employers before making his

decision,” said Kohn. “In this kind of labor market every day is a hiring day all year long.”

He mentioned that social media has helped get the word out along with sites such as Indeed, and his company partners with a couple temporary agencies that help fill part-time positions. Once on board, employees get 401k with a 4% match and annual raises with benchmarks for additional increases. Other incentives, such as photo and caption contests with winners to be posted on the company website, and barbecues where managers do the cooking, help foster engagement and a team culture.

“We’re also continually looking for ways to make their job easier,” Kohn added. “We’re using motorized carts where we can and Bobcats with fork lift attachments to help with loading and unloading. You have to remember how different we were raised compared to young people today. The truth is, the digital world has made our work less attractive to them.

“In fairness, though, things will come back around. We’re currently in a hiring valley, but that will change.

Employers in our industry and others will have to be creative and continually look for new ways to hire and retain good people.”

Power Up Your Rental Fleet AND YOUR PROFITS AT HALF THE COST OF A 185 CFM TOW-BEHIND, Vanair’s Viper has all the ™

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

Vanair’s There Youtube.com/VanairManufacturing

LET’S ROLL >> 800.526.8817 vanair.com

Search: 10075101 www.ForConstructionPros.com/RENTAL

RPN0519_12-17_MarketWatch_JAL.indd 17

MAY 2019

17

5/6/19 12:11 PM

NEW PRODUCTS

Camso Steel Over-the-Tire (OTT) Track Solution Camso’s steel over-the-tire (OTT) track solution for skid steers will help improve traction, mobility and performance in muddy applications.

• Wide voids between steel tread bars for easy clean out • More wear-resistant than rubber products • Allow a wide range of adjustment and tensioning • Available in 10- and 12-in. widths • Made to fit most skid-steer loaders running conventional R4 tires www.forconstructionpros.com/21062426

 Worksaver SS-590 Skid Steer Mixer  EDCO CPU-10

10-in. Self-Propelled Crete-Plane

Crete-Planers (also know as milling machines) level, clean and texture surfaces. They repair common slab problems like curled joints, unevenness, sidewalk trip hazards and weather damage. Crete-Planers also remove contaminates, epoxy, paint, traffic lines and more.

• Upcut drum rotation • Hydrostatic drive provides smooth forward and reverse speed control

Worksaver’s new SS-590 Skid Steer Mixer is ideal for all mixing jobs. The direct hydraulic drive of the gearbox eliminates chain and sprocket maintenance, offering more up-time on the jobsite. A large 11-cubic-foot drum allows the operator to mix, transport and place 5 cubic feet of concrete. Its efficient design offers the contractor a cost savings over the SS-585, which the SS-590 replaces.

• Rugged all-steel welded drum construction with internal angled paddles for uniform concrete mixing and clean dumping.

• Connect under pressure couplers.

• Optional Outrigger Axel Assembly enables the machine to follow slab contours closely on uneven or when uniform surface removal is critical

• Flow control valve for easy control of mixer speed

www.forconstructionpros.com/21064208

www.forconstructionpros.com/21063565

• Simple lever to control engagement/disengagement of the drum.

 New Holland W80C HS Compact Wheel Loader The W80C HS comes with a 70-hp, four-cylinder engine and 22.5 gpm of hydraulic power or an optional 34.3-gpm high-flow package.

• Provides 10,076 lbs. of breakout force and a full turn tipping load of 8,192 lbs.

• Rugged, effective Z-bar design provides maximum breakout force and digging and lifting power • Compact design with lower machine height and lower center of gravity increase stability • Top speed of up to 21.7 mph with optional Ride Control • Comfortable cab with a standard LCD display with intuitive and ergonomic controls • Ground-level access to maintenance points for ease of service www.forconstructionpros.com/21064046

18

MAY 2019

RPN0519_18-19_NewProducts_JAL.indd 18

www.ForConstructionPros.com/RENTAL

5/1/19 4:08 PM

 Godwin

 JCB 504-13 Loadall

CD150S Dri-prime Pump

Subcompact Telescopic Handler

Xylem Inc. launched the latest in its series of smart pumps under its Godwin brand at bauma 2019. The new Godwin CD150S Dri-Prime dewatering pump, part of the S Series, has been specifically designed to combat tough mining and construction applications.

The 504-13 Loadall subcompact telehandler has a 4,000-lb. lift capacity and maximum lift height of 13 ft. 3 in.

The CD150S Dri-prime dewatering pump features an interchangeable impeller to expand the application range. The CD impeller can be exchanged with Flygt N-Technology non-clog impeller for flexibility to tackle different wastewater applications with the same pump.

• 39-hp Perkins Tier 4 Final-compliant diesel engine and two-speed hydrostatic transmission

• 15% improved fuel economy, 40% less service time and 20% greater uptime compared to the previous model • Compressor belt tensioner reduces time to change and adjust belt • Sight glass allows operators to monitor level and quality of pump’s mechanical seal oil • EU Stage 5 compliant • Can be equipped with Field Smart Technology (FST) cloud-based telematics platform to track, monitor and control the pump in real-time from any smartphone, tablet or desktop computer www.forconstructionpros.com/21063308

• U-pressed steel boom incorporates fewer welds and stress points

• Features include an all-steel bodywork, permanent four-wheel steering for enhanced maneuverability and a low boom profile for optimal visibility and improved productivity and safety • Spacious cab with a wide access door, tinted glass all round and laminated windshield and roof • Single-lever electro servo controls with proportional auxiliaries • Compact tool carrier or skid-steer coupler accommodate a wide array of attachments and applications • Offers simplifed maintenance procedures with 500-hour extended service intervals and ground level access to all daily checks www.forconstructionpros.com/21064214

 Lincoln Electric Ranger 330MPX Welder/Generator The Ranger 330MPX gas engine-driven welder and generator combines a smaller footprint, quieter operation and clean AC generator power.

• Compact size and competitor-compatible bolt pattern allow for easy transport • Incorporates the CrossLinc remote control, ArcFX visual setting feedback and Ready.Set.Weld. quick setup guide technologies to streamline welding operations and improve efficiency at the work site • Produces “clean” AC generator power with 10 kW of continuous • Can power tools, laptops and other personal tech and appliances that are sensitive to current fluctuations • 330A/28V for 100% duty cycle to weld 1/-in. 7018 electrode • Arc gouging capabilities up to 3/16-in. carbon electrode • 25-hp Kohler OHV Command CH740 gasoline engine www.forconstructionpros.com/21064233

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/RENTAL

RPN0519_18-19_NewProducts_JAL.indd 19

MAY 2019

19

5/1/19 4:08 PM

POWER

SOURCES

By Rod Dickens, contributing editor

Diesel Is Still King But Options Gain Ground Alternatives to diesel remain less common but are making inroads in certain applications

At this remote construction site in Utah, the sun, wind and a battery bank join forces to power security cameras.

W

hen it comes to powering mobile generators, air compressors and other larger equipment in the construction industry, diesel still reigns supreme.

Not to say there aren’t alternatives. In Europe, the high cost of fossil fuels, coupled with an economy and culture that is more “green-aware” than we are in the U.S., has helped advance the market for alternative energy sources.

Conversely, the relatively low cost of gasoline and diesel in the U.S., and inertia, or an overall lack of incentive to adapt to different fuel sources, has slowed the growth in popularity of alternative fuels.

“In many applications, including the use of generators in the [construction and] rental market, users are often more comfortable with diesel than other fuels,” says Michael Goche, director of product management, Generac Mobile. “They use diesel fuel for their other equipment, it is readily

Photo credit: Tycon Systems

20

MAY 2019

RPN0519_20-27_PowerSources_JAL.indd 20

www.ForConstructionPros.com/RENTAL

5/6/19 12:16 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

INNOVATIVE FUEL & FLUID STORAGE SOLUTIONS | WESTERN-GLOBAL.COM OR CALL 866.814.2470 RPN0519_20-27_PowerSources_JAL.indd 21

5/6/19 12:16 PM

POWER POWER SOURCES

SOURCES FEATURE

available and it is relatively inexpensive compared to converting to an alternative energy source.”

“When Tier 4 technology was introduced into diesel engines, it was questionable whether or not consumers would pay the higher costs,” notes Jeremy Bailey, air products manager, Doosan Portable Power. “We looked at gasoline and electric alternatives for our air compressors, just as other groups in the company looked at alternatives for their equipment. But in the end, most consumers decided to stay with diesel.

“When it comes to choosing between diesel and another alternative fuel source, it comes down to ROI,” he adds, “and consumers found diesel fuel to be the best alternative.”

Close relatives Over the years, gaseous fuels have become more popular for certain applications.

Gaseous generators, for example, have found an application in the oil and gas industry, where regulations have encouraged the use of wellhead gas to minimize flare-offs. Used to run pump jacks and submersible pumps, the application is especially attractive where there is no available power grid, and it is very cost effective. As well-head gas needs to be cleaned to remove dirt, water and other impurities, most manufacturers offer an onboard scrubber system.

Natural gas and propane have also found applications for standby power in the commercial, industrial and residential marketplace. Doosan, Generac Mobile and Kohler natural gas generators, for example, can operate on propane as well as natural gas.

“Kohler launched its gaseous mobile generator line in 2014. These units are typically pulled behind a truck to a specific location where they can run for long hours in prime and standby applications,” says Anne

22

MAY 2019

RPN0519_20-27_PowerSources_JAL.indd 22

“PROPANE IS RELIABLE AND READILY AVAILABLE AND IS TYPICALLY THE LEAST EXPENSIVE OPTION, SO IT IS SOMETIMES PREFERRED.” ANNE FEUDNER, PRODUCT MANAGER, KOHLER MOBILE GENERATORS Feudner, product manager, Kohler mobile generators. “They’re ideal for remote construction sites and largescale special events, and excellent for storm recovery operations — anywhere dependable power is needed.”

Unlike diesel, natural gas and propane don’t degrade over time.

“Propane is reliable and readily available and is typically the least expensive option, so it is sometimes preferred,” Feudner comments. “We estimate that our liquid propane (LP) units can save an end user about 15% to 20% on fuel costs. But it really comes down to which fuel source is best suited to a specific application.

Large gaseous generators provide continuous power in remote well-head locations and standby power in commercial, industrial and residential settings.

Rental customers today definitely appreciate the flexibility to choose.”

Kohler propane mobile generators can be utilized for most of the same applications as diesel fuel models. The onboard LP tank is built for a 24-hour run time, while connection to an external LP or natural gas supply offers extended usage. If propane runs out or isn’t available at the site, an optional onboard tank can be used to switch to an on-site fuel supply.

Green opportunity Like the auto industry, the construction industry has seen opportunity utilizing hybrid technology.

“Light towers are a good example where hybrid technology has a place.

A generator can charge batteries

www.ForConstructionPros.com/RENTAL

5/6/19 12:16 PM

PERFORMANCE THAT’S GROUND BREAKING

MORE POWER, MORE UPTIME, MORE PRODUCTIVITY. ALL WITH LESS COMPLEXITY, LESS WEIGHT AND LESS SERVICING. THE CUMMINS PERFORMANCE SERIES ENGINES OFFER ALL OF THE BENEFITS YOUR CUSTOMERS DEMAND ALL IN A SIMPLER, SMALLER, EASIER TO SERVICE DESIGN. PLUS YOU HAVE THE SUPPORT OF THE LARGEST AND MOST CAPABLE SERVICE NETWORK IN NORTH AMERICA. LEARN MORE ABOUT CUMMINS F3.8™, F4.5™, B6.7™, L9™, X12™ AND X15™ PERFORMANCE SERIES ENGINES AT CUMMINS.TECH/RENTAL.

©2019 Cummins Inc. Box 3005, Columbus, IN 47202-3005 U.S.A.

Search: 10072610

RPN0519_20-27_PowerSources_JAL.indd 23

5/6/19 12:16 PM

POWER POWER SOURCES

SOURCES FEATURE

during the day, which in turn would provide quiet power to light an evening event,” says Goche. “The challenge for the rental store and its customers is balancing the additional initial cost for the battery and engine combination.

“LED lights, though, are becoming more popular in light towers. They are dramatically more efficient than metal halide lights, and improving battery life and output will only serve to make hybrid technology more cost effective and viable,” he adds.

LIFT YOUR BOTTOM LINE For years, UPequip offers a full line of rental ready compact aerial lifts and cranes for the most complicated, demanding and cramped jobsite.

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

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

Search: 12223430

24

MAY 2019

RPN0519_20-27_PowerSources_JAL.indd 24

Goche believes “going green” will be the next opportunity. “In 2013, Generac purchased Italy-based Tower Light and has since incorporated its hybrid technology into its green line of light tower products that feature rechargeable batteries using both shore power (plug-in) and the diesel generator/battery technology,” he points out.

Indeed, battery technology continues to improve, as evidenced by the evolution and growing popularity of battery-powered hand tools, chain saws and larger equipment like hammers and rammers. Even larger battery-powered equipment has made its way into the European construction market, but it has been slow to catch on in this country.

“The European market is more receptive to battery and electric power because of tougher emissions standards and higher fuel costs there than in the U.S.,” says Bailey.

But as battery life, power output and rechargeability improve, he predicts it will become more attractive on this side of the Atlantic.

Harnessing solar power One of the most reliable sources of renewable energy lies some 90+ million miles from earth. Harnessing this energy is something Tycon Systems has been doing for the last 10 years. The Utah-based manufacturer designs and manufactures turnkey remote power systems such as RemotePro, which utilizes solar and wind, and outdoor uninterruptible backup power systems (UPSPro).

These products have a variety of applications. “This industry is constantly changing and improving, and the applications for solar power are nearly endless,” says Seth Allen, Tycon sales and marketing manager.

The company specializes in powering low-voltage equipment such as irrigation pumps, security cameras, wireless communication, outdoor www.ForConstructionPros.com/RENTAL

5/6/19 12:16 PM

lighting, etc., as well as hard-to-reach areas where being on the grid may be too costly or virtually impossible to accommodate. It also has a mobile trailer wind/solar power system for those needing temporary mobile power.

When employed in conjunction with battery backup, the power can be available 24/7. “Typically, we look at the application and the number of hours of peak sunlight available during the day. Then, we determine how much solar and battery backup is needed to supply power for a specific time period, perhaps for a couple of hours or 24/7,” Allen explains.

“Powering lights in remote locations such as those common in the oil and mining industries has become a popular application for solar power,” he continues. “Unlike gasoline- or diesel-powered light towers that require routine maintenance and refueling, solar-powered units effortlessly convert the sun’s rays into power. Another advantage is that the conversion is quiet, making these light towers popular... where noise can be an issue.”

For the more traditional uses for light towers, diesel still dominates and likely will do so for a long time, says Doosan’s Bailey. “Again, it comes down to ROI — and using batteries in conjunction with photo cells as an alternative to diesel is not competitive,” he asserts. “Rest assured, though, that all light tower manufacturers either have already or will in the future experiment with the technology. It isn’t there yet, but it will be.”

The sun isn’t the only domain for Tycon Systems. It also offers a 400watt wind turbine for stand-alone power, storing energy in a battery bank or to work in conjunction with solar panels.

“Available sunlight and wind can both be unpredictable,” Allen acknowledges. “The sun is constant, but available daylight hours and www.ForConstructionPros.com/RENTAL

RPN0519_20-27_PowerSources_JAL.indd 25

“THIS INDUSTRY IS CONSTANTLY CHANGING AND IMPROVING, AND THE APPLICATIONS FOR SOLAR POWER ARE NEARLY ENDLESS” SETH ALLEN, TYCON SALES AND MARKETING MANAGER

Compressed Air That Means Business

Our new M171 features Sigma Control Mobil™ and variable pressure control to tackle the different pressures needed on the job.

And it’s your business on the line.

Kaeser’s Mobilair™ portable compressors have been powering the toughest jobs for more than 35 years. Construction, demolition, and rental use are all in a day’s work for Mobilair.

The one your customers ask for.

Cold start batteries give reliable operation even when the temperature drops.

Oversized fuel tanks and energy efficient operation mean there’s no stopping mid-job to refuel. Galvanized steel chassis take the hits from even your roughest customers.

Visit www.us.kaeser.com/rental to get the best for your business.

Kaeser Compressors, Inc. • 866-516-6888 • us.kaeser.com/rental COMPRESSORS

Sigma Control Mobil and Mobilair are trademarks of Kaeser Compressors, Inc. ©2019 Kaeser Compressors, Inc. customer.us@kaeser.com

Search: 10073514 MAY 2019

25

5/6/19 12:16 PM

Search: 10073474

RPN0519_20-27_PowerSources_JAL.indd 26

5/6/19 12:16 PM

cloudless skies for peak solar panel efficiency are not, and wind is even more unpredictable.

“When used together, though, they provide a more consistent source of power,” he states. “Both technologies look to become even more efficient over time. Solar panels, for example, are currently somewhere between 20% and 25% efficient, but with people like Elon Musk leading the charge, expect solar panels to continue to increase in efficiency.”

BATTERIES, HYBRID TECHNOLOGY, PROPANE AND NATURAL GAS WILL CONTINUE TO BITE AWAY AT THE DIESEL PIE. For example, consider a scenario where a construction deadline has crews working a 14-hour day with electric equipment that only runs eight hours per charge. And it takes the batteries several hours to recharge.

“Look for the auto industry to lead the way,” he says. “As electric cars become more affordable, run longer between charges and need less time to recharge, they will become more attractive to consumers and the

More efficient than metal halide, LED lights will serve to make hybrid technology even more viable. The challenge is the additional cost for the battery and engine combination.

technology more usable in not only generators and air compressors but in larger off-road equipment, as well.”

A similar scenario will likely play out for other fuel sources such as hybrid technologies and fuel cells.

Compliance, noise issues and special applications continue to make them an attractive alternative, but until the ROI or price per horsepower value comes down, widespread acceptance in the construction industry remains several years down the road.

More Choices Ahead On the portable generator side of its business, Kohler has introduced a tri-fuel generator. “This product allows a user to run certain Kohler portable generators on three different fuels: propane, natural gas and gasoline,” Feudner notes. “To switch between the three fuels, the user simply turns a dial and swaps out the fuel hose. So, users can choose how they want to power their portable generator based on what’s available to them.”

Batteries, hybrid technology, propane and natural gas will continue to bite away at the diesel pie. Other prospects, including fuel cells, are waiting to get into the game.

“Doosan has a fuel cell group, but the technology of converting a chemical reaction between hydrogen fuel and oxygen into energy is still not ready for applications in the construction industry,” says Bailey.

“Currently, it’s more appropriate for supplying energy to buildings and smaller electrical grids.”

Size and cost are the two main stumbling blocks for both hybrid and dedicated battery power applications.

“Batteries make sense in hand tools and smaller equipment when a user can afford to buy a backup battery,” says Bailey. “That approach doesn’t work so well when factoring in the much higher cost for larger batteries in larger equipment.”

www.ForConstructionPros.com/RENTAL

RPN0519_20-27_PowerSources_JAL.indd 27

“Then there’s the acquisition cost of purchasing the equipment, along with the price per horsepower value,” Bailey continues. “The technology isn’t quite there for electric vehicles, but car buyers will be a good indicator of when it is.

MAY 2019

27

5/6/19 12:16 PM

SPECIAL

REPORT B y N ave n d u S ha r m a , S e nio r p ro d u c t m a na g e r, rental & infrastructure, Sullair

Building a Profitable Air Compressor Fleet Know your product families to determine the best fit for your customer’s needs

W

hen determining which portable diesel air compressors to add to rental fleets, rental houses have many choices. Understanding each product family, its target customers and suitable applications is necessary to ensure rental houses invest in the right equipment.

Portable air compressors - available at 185 cfm or lower and up to 1600 cfm - are typically broken into what is known as ‘small and medium air’ and ‘big air.’ Small and medium machines produce up to 550 cfm of air, and big air machines produce 600 cfm or higher. Both target different customers, and are used for differing applications.

28

MAY 2019

RPN0519_28-33_Compressors_JAL.indd 28

Small and medium air Two of the most common small air compressors are the 185 and 375 cfm families. For both families, the target customers are often contractors renting units for short periods of time - anywhere from one day to a few weeks. The 185-cfm portable air compressor typically produces up to 100 psi. For low-pressure applications requiring between 80-125 psi, rental customers are typically general purpose compressed air users such as: ■ Building trades requiring the use of pneumatic tools ■ Construction contractors for demolition, cleaning, air hoists, rock drilling, pile driving, foundation drilling, concrete pouring or pool deck resurfacing

■ Utility contractors for clay and trench diggers, cable blowers and pipeline cleaning and testing ■ Agricultural companies for irrigation blowout or combine cleaning ■ Landscaping companies for sprinkler blowout ■ General building and road construction for highway bridges, dams and concrete pouring ■ Pipeline/utility and communication contractors for pipes re-lining, dewatering, pigging, fiber optic cable jetting, etc.

The 375-cfm family of portable air compressors produces up to 200 psi of pressure. This opens greater opportunities, as the machines can be used for both low-pressure and high-pressure

www.ForConstructionPros.com/RENTAL

5/6/19 12:18 PM

Big air

Keep coolers and radiators clean and clear for long compressor life.

applications. Low-pressure applications requiring up to 125 psi include general purpose compressed air users - such as those in the building trades, construction contractors, utility contractors and agricultural companies. In addition, industrial customers seeking plant backup air require low pressures around 100-110 psi. This could include anything from automotive and tire manufacturers, to steel mills and foundries, to paper and pulp mills.

High-pressure applications suitable for the 375-cfm family could include well drilling, media blasting, heavy construction and pipeline/utility/communications line work.

www.ForConstructionPros.com/RENTAL

RPN0519_28-33_Compressors_JAL.indd 29

Large portable air compressors 600 cfm or above, or big air, are typically used in long-term rental applications lasting weeks or months.

Machines such as the 900, 900/1150 and 1600 cfm can be used for both low- and high-pressure applications.

Low-pressure applications, or those requiring 80-150 psi, make the 900and 1600-cfm machines suitable for heavy construction, oil refineries and port facilities. Applications could include large surface painting or media blasting for bridges or ships; offshore rig maintenance and repair, flaring and decommissioning; nitrogen generation to inert oil storage facilities and oil tankers; or irrigation blowout for golf courses or large commercial properties.

Plant backup air is another lowpressure option.

Potential rental customers include a range of industrial manufacturers, from automotive and equipment, to steel mills and foundries, to power plants and textile manufacturers. Facilities requiring around-the-clock operations benefit from having a reliable backup air system. Other general uses include dry ice blasting, snow making, and irrigation or water line blowout for large commercial properties or golf courses. For applications requiring high pressure at 300 psi and above, 900/1150 and 1300/1525 model big air machines support mining and drilling applications. Offshore applications could include rig maintenance, exploration and drilling, oil and gas pipeline testing, geothermal drilling, and nitrogen generation.

Five ways to help build a more profitable rental business Once rental houses become familiar with the target customers and suitable applications for each compressor family, they should look for ways to create a more profitable business. Five tips to help fleet managers maximize their profits and utilization rates include:

1. Treat your equipment right When portable air compressors are well maintained, their performance and operational life will be extended. While exact maintenance plans vary by compressor size, engine manufacturer, climate in which the equipment is used and day-to-day operating conditions, daily maintenance should include: ■ Checking oil and fluid levels in the engine and compressor and replenishing as needed ■ Filling the fuel tank and draining any water from the fuel/ water separator ■ Checking dust collectors and cleaning as needed ■ Checking and cleaning the coolers and engine chambers if working in dirty environments One of the most frequent, yet preventable, reasons a compressor may over heat and shut down is due to dirty or clogged coolers and radiators.

Depending on the environment in which the compressor is used, the coolers may need to be cleaned several times per day. Applications such as general farming, cotton farming and media blasting

WHEN PORTABLE AIR COMPRESSORS ARE WELL MAINTAINED, THEIR PERFORMANCE AND OPERATIONAL LIFE WILL BE EXTENDED.

MAY 2019

29

5/6/19 12:18 PM

COMPRESSORS SPECIAL

SPECIAL REPORT REPORT Large portable air compressors 600 cfm or above are typically used in long-term rental applications.

are most susceptible to materials getting lodged in the coolers and chambers.

Filters and engine belts are the most common wear parts in portable air compressors. Air and oil filters and changing the engine and compressor oils should also be completed to manufacturer recommendations.

To ensure maintenance in a timely manner, and to maximize equipment utilization rates, maintain a ready stock of these frequently used replacement parts.

2. Promote safety By promoting safety to customers, you can help protect yourself against liability.

Consider incorporating safety features into rental contracts or outfitting the compressors with additional safety features. One example would be a Whip Check attachment. A Whip Check is a two-looped wire harness connecting the compressor’s service valve and the hose, or other hose connections. If a hose or coupling unexpectedly fails, the Whip Check reduces injury risks from pressurized hoses. Some rental companies require customers to participate in training sessions before renting equipment. For instance, with Tier 4 Final engines, there are requirements customers either may not be aware of or accustomed to from previous generations of compressors.

Customers may need to refill Diesel Exhaust Fluid (DEF) in the compressor at the right intervals, just like diesel, so the machine does not go dry.

Many rental companies are including this instruction in rental agreements and safety programs, to protect both the customer and the equipment.

E RS

IR

AL

30

MAY 2019

RPN0519_28-33_Compressors_JAL.indd 30

The 185-cfm compressor remains a staple in rental inventories everywhere.

Some rental companies now offer fuel services on larger machines, where they come to the jobsite and refuel the equipment.

3. Add services to become a one-stop shop To become a customer’s rental house of choice, many companies are adding services to become a one-stop shop. As with most rental equipment, the customer is responsible for refueling the equipment prior to return. However, some rental companies have begun to take a closer look at fuel economy. This is particularly important on larger air compressors, which typically run for

extended periods of time and consume a lot of fuel, which quickly adds up. Some rental companies now offer fuel services on larger machines, where they come to a jobsite and refuel the equipment. This can be a win-win situation, where the customer eliminates downtime, and the rental house has an additional opportunity to grow their business.

www.ForConstructionPros.com/RENTAL

5/6/19 12:18 PM

OFF YOUR LOT. ON THE MOVE. Your equipment belongs at the jobsite. Which is why Sullair compressors are designed with your customers in mind — keeping your fleet out and about.

Sullair compressors are available in a broad range of sizes, pressures and flows. Plus, Sullair offers a wide range of construction air tools.

Visit sullair.com to learn more.

Search: 10074761

RPN0519_28-33_Compressors_JAL.indd 31

Š 2019 Sullair, LLC. All rights reserved.

5/6/19 12:18 PM

COMPRESSORS SPECIAL

SPECIAL REPORT REPORT 4. Utilize telematic solutions Many Tier 4 Final portable air compressors offer telematic solutions, or the use of diagnostic, monitoring and GPS technologies to log, track and transmit machine data in real-time to smartphones, tablets or desktops. When configured, telematics can alert rental houses when diesel exhaust fluid (DEF) or fuel is low. In addition, telematics can transmit maintenance reports/faults, compressor health monitoring, and assist with maintenance planning.

Simply put, telematics help troubleshoot problems before they happen. If something does go wrong with equipment on a jobsite, a service adviser can remotely troubleshoot the unit from a mobile phone before sending

MANY HAVE FOUND PURCHASING DUALPRESSURE MACHINES CREATES INCREASED UTILIZATION, AS THE MACHINE CAN THEN BE USED FOR MULTIPLE APPLICATIONS. out a technician. This decreases downtime for both the customer and the rental house.

5. Consider adding dual-pressure machines

multiple applications. For instance, a 400HH portable air compressor allows output of air at a low pressure (100 psi) and high pressure (200 psi) with the flip of a switch. With this, the 400HH can be used for construction or sprinkler blowout at 100 psi and media blasting or dry ice blasting at 200 psi. This means not only can it be used in two different applications but also in two seasons, further increasing utilization. In big air, a 900/1150 combo compressor provides dual pressure and air flow options of 900 cfm at 500 psi and 1150 cfm at 350 psi. This machine allows renters

Cost of ownership continues to be a hot topic in the rental industry.

Rental companies are increasingly looking for ways to create flexibility within their fleets and increase utilization rates. Many have found purchasing dual-pressure machines creates increased utilization, as the machine can then be used for

US TO DO THE HEAVY LIFTING. Trojan deep-cycle batteries provide mobile elevated work platform (MEWP) with reliable performance and more productive hours on the job. If it involves constant lifting and mobility, you can rely on Trojan to get the job done.

Learn more about Trojan’s products including our new Lithium Ion solutions for MEWP applications.

trojanbat ter y.com

Search: 10075004

32

MAY 2019

RPN0519_28-33_Compressors_JAL.indd 32

www.ForConstructionPros.com/RENTAL

5/6/19 12:18 PM

to use the same machine throughout the entire drilling process in oil and gas applications. For instance, 350 psi would be used for faster drilling at the start of the process when a great deal of pressure is not required.

As the drilling goes deeper, and a need for higher pressure is realized, the 500 psi would then be used. This machine would eliminate a work stoppage and the need to swap out the machine for one producing higher pressure.

Making a more profitable rental business is often about reducing costs. By providing additional services - such as telematics, fuel services and remote troubleshooting - it can help rental companies win trust from their customers and encourage longterm, repeat business.

WHERE POWER MEETS VERSATILITY.

ELECTRIC CONSTRUCTION COMPRESSORS 50-450 HP

A robust and reliable skid mounted compressed air solution for a multitude of applications, our ECC (Electric Construction Compressor) Series units are built to perform in the most demanding environments.

These units offered from 50-450 hp, are a great option for any jobsite where power is accessible.

Dependable by design.TM ÂťLEARN MORE AT:

www.Sullivan-Palatek.com

/ (219) 874.2497 Search: 12020177

www.ForConstructionPros.com/RENTAL

RPN0519_28-33_Compressors_JAL.indd 33

MAY 2019

33

5/6/19 12:18 PM

ENGINE

TECH

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

EFI CHANGING THE G FOR GAS ENGINES Manufacturers are listening to customer demand for smaller engines with electronic fuel injection

G

asoline engines are fairEFI eliminates the choke for easier manufacturers are working to meet startability, and it boosts fuel economy ly simple creatures - fuel that demand with new models featuras well. is mixed with air and ing EFI. inducted into a cylinder, Tom Billigen, customer education the piston compresses the mixture and training manager, Vanguard, notes a spark ignites it, causing combustion, larger V-twins are now available with to fuel injection, and we have the then gases expand to push the piselectronic fuel injection (EFI) as a technology in our automotive and ton during the power stroke. It’s been mainstream option. “EFI brings a lot powersports products,” explains a pretty straightforward, mechanical to the table in terms of both efficienDavid Bush, Honda senior marketing process, until the advent of electronic cy and user friendliness,” he says. strategist - engine, generator, pump fuel injection (EFI) made it a bit more Honda, for its part, recently and snow products. “With the launch sophisticated, to everyone’s benefit. expanded its GX Series engine lineof our newest V-Twins, suited to larg“There have been significant gains up with the introduction of two new er and more demanding commercial in the areas of fuel efficienapplications, it just made sense cy, ease of use and reliability in to integrate fuel injection into UNLIKE THE TRADITIONAL recent years,” says Kyle Riste, these models.” channel manager – rental and CARBURETED ENGINE, EFI USES Benefits of EFI construction, Kohler Engines.

According to Bush, the “Many of these benefits can COMPUTER CONTROLS WITH A biggest benefit EFI brings to be attributed to the increased HIGH-PRESSURE FUEL DELIVERY general-purpose engines is availability and adoption of Electronic Fuel Injection (EFI) SYSTEM TO PROVIDE OPTIMUM the elimination of the choke.

“If you’re renting a piece of technology.”

POWER AND FUEL EFFICIENCY. equipment to someone who’s Unlike the traditionnot familiar with it, now they al carbureted engine, EFI can just turn the key and go, uses computer controls with without worrying about a choke, or a high-pressure fuel delivery system V-Twin models. The Honda iGX700/ about flooding… and the rental comto provide optimum power and fuel iGXV700 and iGX800/iGXV800 genpany doesn’t have to worry about efficiency. The technology has been eral-purpose engines offer versatile continued call backs from someone used in automobiles for decades, but power, greater adaptability and excelwho can’t get a product started,” he has only recently been incorporatlent fuel efficiency in a compact says. “That’s the most important thing ed into general-purpose engines in package and now are the most powwith fuel injection. The other thing response to customer demand for the erful electronic fuel-injected models is it’s more tolerant of poor fuel conaforementioned fuel efficiency as well offered by Honda Power Equipment. ditions that can affect components in as easier start-ability. Today’s engine “The industry has been going

34

MAY 2019

RPN0519_34-39_Engines_JAL.indd 34

www.ForConstructionPros.com/RENTAL

5/6/19 12:28 PM

E GAME

www.ForConstructionPros.com/RENTAL

RPN0519_34-39_Engines_JAL.indd 35

MAY 2019

35

5/6/19 12:28 PM

TOPIC ENGINE HERE

FEATURE TECH the carburetor. Moving to fuel injection eliminates that and it improves fuel efficiency for longer running times.”

Riste agrees, adding, “EFI technology – in conjunction with Kohler’s service tools – provides the rental company with easier and faster troubleshooting of potential issues…

Plus, with electronic fuel injection there isn’t a carburetor, so you’ll never have to perform a carb repair or replacement.”

Kohler’s closed-loop EFI also adjusts to altitude, so users will get the same performance on Miami Beach, for example, as they would in Denver. “For rental companies with multiple locations, this means they won’t have to worry about potentially needing to rejet a carburetor if they send equipment from one shop

Billigen says rental customers gain productivity and lower their bottom-line with the improved engine fuel efficiency of EFI engines.

They also benefit from a user-comfort perspective through decreased noise and vibration, which, in turn, can improve operator productivity.

Additionally, intuitive engine controls and automotive “turn and go” starting simplifies operations and eliminates knowledge barriers.

From a maintenance perspective, EFI doesn’t complicate anything. “A lot of problems you see with engines nowadays are related to fuel, especialHonda recently introduced its first EFI general-purpose V-twin models, the iGX700/iGXV700 and the iGX800/ iGXV800.

of more alcohol to gasoline over the years, that’s when we started to see some of the seals in the internal components be affected.”

Diagnosing the engine is easier with computer technology as well.

In Honda’s case, the new iGX V-Twin features drive-by-wire connectivity, offering significant benefits to the OEM and end user alike. “You have a main processing unit and then everything’s kind of a plug-in from that to control different aspects of the product,” Bush explains. “The drive by wire is really a plug and play system in the ECU that can be customized based on what the OEM on the frame side is asking for. When you have a non-drive-by-wire system, everything’s mechanical, so it’s very hard to get that dialed in. This really gives OEMs a lot of opportunity to advance their products. Through the drive by wire system, you can actually have a CAN bus system, which is something that was introduced in the automotive industry. This engine provides the ability to communicate with the OEM’s ECU if they choose to put one on the product, so it really takes it to the next level.”

He adds, “From a dealer aspect, it’s going to make maintenance easier because one thing this engine also offers is the ability to link to a tablet or PC. With Honda’s Dr. H software system, they can look at the full diagnostics of what’s going on.”

But it does cost more

to another,” Riste says. “The customer who rents a piece of equipment with a Kohler EFI engine should also experience decreased fuel costs because our EFI can save as much as 25 percent compared to a Kohler carbureted engine.”

36

MAY 2019

RPN0519_34-39_Engines_JAL.indd 36

ly from the carburetor standpoint,” Bush said. “I think with the fuel injection, you’re at least eliminating that aspect, which was really a big cause of why engines had to have a lot of service done on them.”

He continues, “With the addition

Of course, any time high-tech componentry is added to a machine, it’s reflected in the price. “EFI is more advanced than the standard carburetor and it will add costs to the product.

That’s true across the board,” Bush says. “We’ve had the ability to go to fuel injection for quite some time, but we didn’t want to go there with general-purpose engines just because the technology was available. One of the things we already touched on was the www.ForConstructionPros.com/RENTAL

5/6/19 12:28 PM

Search: 10073639

RPN0519_34-39_Engines_JAL.indd 37

5/6/19 12:28 PM

TOPIC ENGINE HERE

FEATURE TECH price increase. Our carbureted units work just fine. But as we saw the technical advancements that the customer was really wanting, we said now it’s time to take it to the next level.”

Bush adds, “We actually introduced some of this technology back in the early 2000s. We had a single-cylinder engine, which was way ahead of its time. But the industry just wasn’t ready for it yet. So, we’ve revamped it with our new iGX V-Twin models.”

Riste says despite the higher price of EFI technology, the total cost of ownership over the life of the equipment is improved due to faster repairs, no carburetor replacements or service, and fewer service calls related to operating the equipment. “These benefits commonly offset the acquisition cost pretty quickly,” he says. “For most contractors and other professionals, improved engine performance and fuel savings on the jobsite make EFI engines and other technological innovations worth every penny. Of course, new technologies do come with the need for more tech-savvy technicians because servicing EFI and Tier 4 Final engines requires more advanced tools and a higher level of training compared to engines and service centers from 20 or 30 years ago.”

Technological advancements to engines can initially add development costs — but when those costs are scaled across exceptional engineering teams, higher-volume production and smart manufacturing techniques, it has a minimal impact at the point of sale, Billigen states.

“Maintenance procedures, cost and frequency have all drastically improved,” he says. “Vanguard is invested in including voice of customer data in the engineering channels.

That means addressing customer concerns, such as designing an engine to be inherently easier to maintain, is baked into the development process.

Improvements to key performance areas, such as starting, noise, vibration,

38

MAY 2019

RPN0519_34-39_Engines_JAL.indd 38

controls, and engine load acceptance and response, are all just value-adds of technological advances in engines.”

What’s coming next?

“The biggest trend we’ve seen is emissions regulations continuing to drive significant changes across equipment and engine lineups globally,” Riste says. “The ability to electronically control fuel injection is a huge step in moving towards cleaner running engines, and when joined with some of the advanced development technologies that OEMs and engine manufacturers are undoubtedly working on, I’d expect to see the trend towards more technology on equipment and engines continue. In addition to that, with some service centers seeing a tech shortage, we’re expecting the trend for better technol-

…DESPITE THE HIGHER PRICE OF EFI TECHNOLOGY, THE TOTAL COST OF OWNERSHIP IS IMPROVED… ogy and virtual or online training to expedite service and troubleshooting timelines will continue to be more and more important. The easier we can make the service and upkeep through technology; the faster rental companies will be able to get their equipment back up and running if they ever experience a downtime event.”

He continues, “We’re dedicated to staying on the leading edge of engine design and technology. KOHLER Engines pioneered the use of closedloop Electronic Fuel Injection in the commercial turf category more than 20 years ago and today we offer an extensive EFI lineup for a wide

variety of applications. We anticipate this lineup will continue to expand and offer additional benefits as we strive to meet the diverse and changing needs of our end users.”

Bush at Honda predicts fuel injection technology to spread outside of larger engines. “We haven’t seen many yet, but I think that could potentially be the next wave of where systems are going because of all the added benefits. Overall, the technology is expensive, and when you have a small, general-purpose engine, cost becomes a factor. But I really do feel like it’s going to move in this direction.”

Vanguard is committed to developing engines that come standard with features that double maintenance intervals.

For example, the Vanguard 200, the first in the company’s new singlecylinder horizontal shaft commercial engine line, has a standard cyclonic air cleaner system that extends air filter change intervals up to 600 hours.

On the same engine, oil change intervals are doubled to 200 hours. “This engine family also improves enduser experience with simple controls and our TransportGuard technology, which prevents oil dilution during transport,” Billigen says. “Vanguard’s larger V-twin engines, often found in commercial-grade Zero-Turn mowers, are equipped with our Oil Guard innovation, which extends oil change intervals to 500 hours.

“There are a lot of exciting advancements coming down the pipeline, such as increased engine displacement options and wider horsepower ranges to fit a variety of applications,” Billigen continues.

“We also expect the success of EFI in larger V-twin engines to have a trickle-down effect to smaller singlecylinder engines in the near future.

This will take their overall performance to the next level as well as provide a boost in fuel efficiency.” www.ForConstructionPros.com/RENTAL

5/6/19 12:28 PM

RPN0519

MANUFACTURER PROFILE Advertisement

CK POWER

CELEBRATES 90 YEARS Nine decades of innovation, growth and family leads to milestone

CK Power is celebrating its 90th anniversary as is a leading manufacturer of power units and power generation solutions for a variety of markets and customers. In addition to manufacturing capabilities, CK Power has long been a leading distributor of new and remanufactured natural gas and diesel engines.

Over the last 90 years, the technology in off-highway diesel engines and power generation has drastically changed. We pride ourselves on our product innovation, flexibility/ reaction to markets and customer

service/support. Being in the industry for nine decades has given us the capabilities to understand the products and services customers want. Our missions is to continually improve.

Utilize quality practices and employee involvement to distribute, design and manufacture power products and provide exceptional service that results in client and employee satisfaction.

(314) 868-8620 | www.ckpower.com

INNOVATING POWER PRODUCTS FOR

90 YEARS ALL NEW TIER 4 FINAL CERTIFIED

1000-1250KW Packaged in 30-foot or 48-foot ISO containers Dual pack configuration [two parallel generators]

Increases the longevity of the overall unit by preventing the effects of light loading Customizable to your application needs For more information call 1-855-CKPOWER or visit CKPOWER.COM

Search: 12157686 www.ForConstructionPros.com/RENTAL

RPN0519_39_CKadvertorial.indd 39 39 RPN0519_34-39_Engines_JAL.indd

MAY 2019

39

5/6/19 5/2/19 12:28 8:31 AM PM

FUEL

MATTERS

By Jeffrey Harmening, Team Lead, Diesel Exhaust Fluid, American Petroleum Institute

Tips for

Purchasing and Storing DEF to Preserve Quality How you purchase, handle and store API certified diesel exhaust fluid impacts its quality and its ability to keep equipment running smoothly

D

iesel exhaust fluid (DEF) is made from a mixture of technically pure urea and purified water and must be handled and stored properly to preserve its quality. This is true for drivers filling up on the road and for shops that stock DEF. On the road, one of the main challenges for drivers is knowing the brand of DEF they are being sold, as many fill-up locations don’t identify

40

MAY 2019

RPN0519_40-43_FuelMatters_JAL.indd 40

the manufacturer and brand name from bulk dispensers — despite regulations in many states that require this information. Unless it is marked, it is difficult for drivers to confirm they are buying DEF that is licensed by the American Petroleum Institute’s (API) Diesel Exhaust Fluid Certification Program. Many diesel engine manufacturers recommend that drivers use API-licensed DEF. Drivers accustomed to purchasing DEF in containers should look at the expiration date on the bottle and be sure to use it before this date as the product has a limited shelf life. If a date is not present, ask for the most recently delivered DEF products.

www.ForConstructionPros.com/RENTAL

5/6/19 12:42 PM

A

S

To Te

The essential meeting place for the North American access rental community, combining a one-day, high-quality conference with a prestigious awards dinner.

ACCESS, LIFT & HANDLERS

CONFERENCE &AWARDS2019

SAVE THE DATE

September p 12,, 2019 Hilton San Diego Bayfront

CONFIRMED SPEAKERS Greg Bennett Point of Rental Software Brad Boehler Skyjack Jim Colvin Serious Labs

Jim Grasse Waldon Equipment & California Rental Association Tony Groat IPAF Korry D. Kobel JLG Industries, Inc.

John McClelland American Rental Association Tony Radke KHL Group Jeff Stachowiak Sunbelt Rentals, Inc.

Matthew S. Fearon Terex Aerial Work Platforms

AWARDS SUBMISSION DEADLINE

JUNE 10, 2019

www.alh-ca.com

SPONSORSHIP INFORMATION Tony Radke: e-mail: tony.radke@khl.com Tel: +1 480 478 6302 GOLD SPONSOR

RPN0519_40-43_FuelMatters_JAL.indd 41

TO FIND OUT MORE VISIT

Search: 10744586

EVENT PARTNER

CREATED AND ORGANIZED BY

GOLD SPONSOR

5/6/19 12:42 PM

FUEL FUEL MATTERS

MATTERS FEATURE

DEF CAN BE EXPECTED TO HAVE A MINIMUM SHELF LIFE OF 12 MONTHS OR EVEN LONGER IN OPTIMUM CONDITIONS.

Storage conditions also have an impact on quality. DEF can be expected to have a minimum shelf life of 12 months or even longer in optimum conditions. Check the label for recommended storage temperatures.

API recommends that DEF not be stored in the truck for too long after purchase, especially if the storage area in the vehicle is routinely hotter than the recommended storage temperatures displayed on the label. Be sure to look for the API certification mark on the bottle, as well.

Purchasing DEF for shop use

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

Search: 10073465

42

MAY 2019

RPN0519_40-43_FuelMatters_JAL.indd 42

API has found that the biggest misconception by fleet managers is the belief that if the urea concentration of the DEF is on spec, then the DEF meets the required quality. While it is absolutely true that the concentration is very important, there are many other important quality characteristics built into the ISO 22241 specification.

DEF is composed of 32.5% technically pure urea in pure water. Each of these components is critical to the manufacture of DEF that meets the quality standard. Use of sub-standard urea (such as agricultural-grade urea commonly used as fertilizer) or water derived directly from the public water system without proper treatment can introduce contaminants and metals that are not only detrimental to the life of the selective catalytic reduction (SCR) system, but can also affect the SCR system’s ability to reduce NOx emissions.

Fleet managers responsible for procuring DEF should confirm that their suppliers are providing fluid that meets the ISO quality standard. One way to do this is to ensure that the suppliers are providing a Certificate of Analysis (or Quality) with every shipment that addresses all of the quality characteristics that the specification requires. Fleets and drivers can check to see if the DEF they are buying is licensed through www.ForConstructionPros.com/RENTAL

5/6/19 12:42 PM

API’s real-time directory of licensees on the API website.

Managing DEF in shops For shops, the handling, storage and dispensing of DEF is very important to ensure that off-spec product doesn’t reach the field. Temperature during transport or at the point of storage can harm the shelf life of DEF in containers. Make sure the stock is rotated to use the oldest product first.

Proper storage temperature in a shop is also vital. Storing in temperatures above 86 degrees Fahrenheit will limit the shelf life of the DEF over time. Some additional things to consider in storing and handing include: ■■ Bulk storage tanks should be dedicated for DEF. Don’t switch products in the bulk tank without thoroughly rinsing the tank with distilled or de-ionized water or on-spec DEF. ■■ A closed loop system for transferring DEF from a drum or bulk tank is recommended so contaminants don’t get into it.

This is particularly important in a shop or construction site that has dust or dirt in the air.

■■ Use dedicated equipment for dispensing DEF. Don’t use funnels, pitchers, hoses, etc. that are used for other fluids when putting DEF in a tank.

■■ Anything used for dispensing DEF should be cleaned with distilled or de-ionized water and followed by a DEF rinse. Don’t use tap water for cleaning.

For shops, drivers and equipment operators, it’s important to know what you’re putting into the DEF tank. The quality of the DEF going into your vehicle or equipment is as important as the quality of the engine oils or fuels used. Use of API-licensed DEF will ensure that it meets the high standards required by engine and vehicle/equipment manufacturers. www.ForConstructionPros.com/RENTAL

RPN0519_40-43_FuelMatters_JAL.indd 43

TEMPERATURE DURING TRANSPORT OR AT THE POINT OF STORAGE CAN HARM THE SHELF LIFE OF DEF IN CONTAINERS.

RELIABLE POWER

DESIGNED TO RESIST WET STACKING

KNOW THE FACTS BEFORE BUYING YOUR NEXT GENERATOR Generac Mobile generators with Final Tier 4 John Deere® engines feature an innovative exhaust temperature management (ETM) system. The ETM system works by monitoring and regulating engine exhaust temperatures and providing supplemental heat when necessary to avoid wet stacking issues - eliminating the need for a supplemental load or heat device. In fact, we’ve done the testing to verify performance. See the results and learn more about optimizing generator performance, by downloading our Wet Stacking Fact Sheet.

To download our complete Wet Stacking Fact Sheet, visit GeneracMobileProducts.com/ whitepapers or scan the QR code with your mobile device.

John Deere is a registered trademark of Deere & Company

GeneracMobileProducts.com | 800-926-9768 | 920-361-4442

Search: 10073092 MAY 2019

43

5/6/19 12:42 PM

INDUSTRY UPDATE

Generac Mobile Launches Free Web-Based Customer Training Generac Mobile introduced an interactive new web-based training program for all customers who sell or service the company’s products. The new program went live March 14, and includes learning modules on electrical and generator basics, as well as product specifications. Each module is designed to provide the necessary tools to help sell and rent Generac Mobile products.

“Professional education is essential for the success of our customers,” said David Murphy, market solutions manager, Generac Mobile. “Training must be available whenever and wherever our customers may find themselves. That’s what our

Electric Eel CELEBRATES 80 YEARS Electric Eel Mfg, based in Springfield, OH since 1939, announces 2019 as its 80th year as manufacturer of professional quality drain and sewer cleaning equipment.

Widely known as the originator of the Model C dual cable sectional drain cleaner, Electric Eel steadily grew and expanded its product line over the years in its Ohio manufacturing facility, becoming a complete source for drain and sewer cleaning from drain lines to main lines.

Electric Eel’s current product line includes a wide range of electric and gas-powered sectional drain cleaning machines, drum-style machines, high-pressure water jetters and a full range of pipeline inspection camera systems and locators.

44

MAY 2019

RPN0519_44-45_IndustryUpdate_JAL.indd 44

new web-based training program does.”

Initial learning modules include: • Basic Electrical Concepts: This course is designed primarily for those with little or no knowledge of electricity.

• Generator Basics: This course provides an introduction to generators and how they produce electricity.

• Generac Mobile Light Towers: This course provides a comprehensive review of the features and benefits of the different families of Generac Mobile light towers.

• Generac Mobile MDG25 Diesel Generator: This course provides a comprehensive review of the features and benefits of the MDG25 mobile generator.

“We’re committed to making sure our clients and customers are equipped to sell, service, and maintain all of their Generac Mobile products,” said Brian Michael, president, Generac Mobile.

“Web-based training will provide an overview to help maximize sales and uptime - maximizing profitability and efficiency.”

For more information, visit GeneracMobileProducts.com/Learning-Center.

KINSHOFER GAINS BREAKER LINE WITH COMPLETION OF HAMMER SRL ACQUISITION Following a preliminary announcement and debut of the new products at World of Concrete 2019, Kinshofer, a global manufacturer of excavator and loader crane attachments, has officially announced the expansion of its product line to include hydraulic breaker excavator attachments following the acquisition of Hammer SRL, an Italy-based manufacturer of demolition, excavation, recycling and material handling attachments. Kinshofer chose the company because of its reputation for quality and more than 30 years of experience in the market.

The new line includes 22 breakers for carriers from .5 ton to 200 tons and joins an already expansive line of KINSHOFER tools.

“These breakers allow us to offer our customers access to a full range of attachments all in one place,” said Francois Martin, Kinshofer North America general manager. “Hammer will be a great addition to our group of companies, bringing with them high-quality attachments and a state-of-the-art manufacturing facility.”

The breakers are made up of the KSB Series for carriers from .5 ton to 12 tons and the KFX Series for weights from 8 to 200 tons. Each line includes features to improve operator comfort, reduce wear and improve longevity. The acquisition also includes a variety of grapples, buckets and more. These will serve as an alternative to Kinshofer’s premium attachment line for the price-restricted customer.

The Hammer management team will stay in its entirety and will continue manufacturing in Italy. The two companies will add additional staff to ensure a smooth launch of Hammer’s products and services worldwide through Kinshofer’s global network.

Hammer attachments will retain branding in Europe but will be marked Kinshofer in North America. www.ForConstructionPros.com/RENTAL

5/2/19 8:42 AM

bauma 2019 Records Best Attendance in 65 Years

With more than 620,000 visitors from over 200 countries, bauma 2019, the world’s leading trade fair for construction machinery, building material machines, mining machines, construction vehicles and construction equipment, generated the best results in the exhibition’s 65-year history. The number of visitors rose by about 40,000 over the total produced during the previous event in 2016. More than 250,000 visitors came from countries outside Germany.

The top 10 visitor countries after Germany were: Austria, Italy, Switzerland, France, the Netherlands, Russia, Sweden, the Czech Republic, Poland and Great Britain. The trade fair also experienced a strong increase in attendance from overseas visitors. Significant gains in this group were produced by China, Australia and Japan. More than 5,500 visitors came from China alone.

The number of exhibitors totaled about 3,700 from 63 countries – likewise a record. With its unprecedented 614,000 square meters of space, the largest bauma ever held was once again a bauma filled with records. During the 2019 edition, exhibitors unveiled a huge number of innovations and new products to the trade fair’s global visitors.

Zeppelin/Caterpillar, for instance, introduced more than 20 world premieres. Business conducted at the exhibition was correspondingly good. Many exhibitors spoke of a high willingness to invest. The record-setting bauma also had a strong impact on order books as exhibitors generated the highest sales in the history of their participation at the trade fair.

Innovation platform and economic engine Thanks to the smooth operation of the exhibition and the consistently positive feedback by exhibitors, Klaus Dittrich, chairman and CEO of Messe München, was more than satisfied with the results of bauma 2019: “For the industry, bauma is by far the world’s most important innovation platform and economic engine, something that we clearly saw this year. Particularly in these times of sweeping technological change that is being triggered by digitalization, bauma provides the industry with security and confidence.

For more information, visit www.forconstructionpros.com/21064301

www.ForConstructionPros.com/RENTAL

RPN0519_44-45_IndustryUpdate_JAL.indd 45

Search: 20998571

5/2/19 8:42 AM

PRODUCT ROUNDUP // POWER SOURCES

 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

 Tycon RemotePro

• Four of the boxes can be used to parallel as many as eight generators

Mobile Solar Power System

• 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

The RemotePro Mobile Solar Power System (RPMS24-360-650) has a rugged mobile solar trailer that can support up to 160W continuous power draw with six hours of peak sun per day.

www.forconstructionpros.com/12173443

• Two 325W solar panels mounted to a heavy-duty, fully adjustable galvanized solar mount.

• Tilt range of 10° to 65° with horizontal rotation of 360°

 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

• Handles up to 40A solar input and provides up to 20A load output

• Running gear rated at 65 mph

www.forconstructionpros.com/21029538

www.forconstructionpros.com/12312938

• 1,500-hour air-oil separator design with an extended 500-hour engine oil service level

VALUE TESTIMONIAL Advertisement

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 energymanagement 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

46

MAY 2019

RPN0519_46-47_ProdRoundup_JAL.indd RPN0519_46_KohlerAdvertorial.indd 46 46

LP or natural gas fuel sources. LP and Natural Gas solutions provide runtime 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

8:48 AM 5/2/19 8:31

19 8:31 AM

 Doosan Redesigned C185 Air Compressor

The redesigned C185 has a runtime of 12.6 hours at 100% load, achieved by adding a 65% larger fuel tank without sacrificing its compact size.

• Provides cold starting capabilities at temperatures as low as -10° F and a limited ambient temperature rating of 120° F • Doosan DSN100 airend and D18 Tier 4 Final engine deliver 185 cfm of air at a rated operating pressure of 100 psi • Redesigned canopy allows for easy access to service points and is constructed of virtually indestructible composite www.forconstructionpros.com/21046500

 Wacker Neuson

Enhanced G70 Mobile Generator

The compact, sound-attenuated G70 provides single- and three-phase power for applications where quiet power is needed.

 Generac Extended Run Fuel

System for Tier 4 Generators

• Features a 104-hp Kohler KDI3404 Tier 4 Final engine

Generac Mobile’s extended run fuel system makes it easy to connect external fuel and diesel exhaust fluid (DEF) tanks to the generator for longer run times.

• Produces standby output of 63 kW/79 kVA and prime output of 58 kW/72 kVA

• System uses vacuum draw technology that allows fuel and DEF to flow seamlessly from the external fuel and DEF tanks to the on-board tanks of the generator • Optional on all Generac Mobile Final Tier 4 diesel generators starting at 75kVA and up www.forconstructionpros.com/21047425

• Separate excitation winding and Automatic Voltage Regulation (AVR) enhance motor starting and the ability to run non-linear loads www.forconstructionpros.com/21050268

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.

ORDER YOURS TODAY!

800-922-2969

www.ForConstructionPros.com/RENTAL

RPN0519_46-47_ProdRoundup_JAL.indd 47

|

sales@sotcher.com

Search: 10074668

|

www.sotcher.com

MAY 2019

47

5/2/19 8:48 AM

ADVERTISER’S INDEX ADVERTISER

PAGE

Abbott Rubber Company ........................................ 49 Alliance North America............................................ 45 Barreto Manufacturing Inc. ....................................... 7 CK Power .................................................................. 39 Cummins Engine ...................................................... 23 DEUTZ Americas ....................................................... 51 Essex Silverline ......................................................... 49 Generac Power Systems .......................................... 43 General Pipe Cleaners ................................................ 9 Hatz Diesel Of America, Inc. .................................... 11 Jenny Products, Inc .................................................. 42 JLG Industries Inc ..................................................... 26 Kaeser Compressors................................................. 25 KHL Group ................................................................ 41 Kohler Company ................................................ 46, 52 LBX Company LLC .................................................... 37

ADVERTISER

PAGE

Perkins Engines Company Limited............................ 2 Precision Components ............................................. 13 Rockwater Construction Equipment....................... 16 Sotcher Measurement Inc........................................ 47 Sullair ........................................................................ 31 Sullivan-Palatek........................................................ 33 Terex USA ................................................................... 5 Trojan Battery ........................................................... 32 Uline .......................................................................... 48 UP Equip ................................................................... 24 Vanair Manufacturing Company............................. 17 Wacker Neuson Corporation ................................... 15 Weber Machine (USA) Inc........................................ 48 Western Global ........................................................ 21 Windy Ridge Corp. ................................................... 49 This index is provided as a service. The publisher does not assume liability for errors or omissions.

π SHIPPING SUPPLY SPECIALISTS

OVER 1,600 BOX SIZES FOR WHATEVER IT IS

ORDER BY 6 PM FOR SAME DAY SHIPPING

COMPLETE CATALOG

1-800-295-5510

uline.com

Search: 12298494

48

MAY 2019

RPN0519_48-49_AdIndex_JAL.indd 48

QUALITY YOU CAN FEEL. SERVICE YOU CAN TRUST. INNOVATION YOU CAN LEAD WITH.

Compaction the way it should be!

800-709-3237

WWW.WEBERMT.US

Search: 10075199 www.ForConstructionPros.com/RENTAL

5/2/19 8:51 AM

CONTRACTOR’S HOSE & ASSEMBLIES • • • • • • • •

!

SSED FACTION A P R UNSU ER SATIS OM CUST

Air Hose Water Hose Suction Hose Discharge Hose Hydraulic Hose Pressure Washer Hose Plaster/Grout Hose Sand Blast Hose

R ONLIN DE

24/7

E

OR

NEW! WEBSITE NOW AVAILABLE AT

GET BACK TO THE BASICS OF FLOOR SANDING!

www.abbottrubber.com 1700 NICHOLAS BLVD. ELK GROVE VILLAGE, IL 60007 (847) 952-1800 (800) 852-1855 FAX (847) 952-0156

M E M B E R

Search: 20859982

The Original.

You’ve tried the rest, come back to the best. » The SL8 and SL8V2 are the industry standard for floor sanders » No Tools Required — hook & loop technology for paper installation with the SL8V2

Breaking up concrete, boulders, and bedrock — mix with water and pour into holes.

» Easy to use — allowing the DIYer to achieve professional results » Great ROI – keep your hard earned money

| One product for all temperatures | Wholesale pricing includes shipping

Your One Stop Shop for Floor Care Needs: Orbital Refinishers | UnderRadiator Sanders Floor Sanding Abrasives | Polishers Carpet Cleaners and Chemicals

800.639.2021

www.betonamit.net Search: 10075239

RPN0519_48-49_AdIndex_JAL.indd 49

WWW

X.ESSE

SILV

1-80

NE. ER-LI

COM

1-55 5 4 0

60

Search: 10072913

5/2/19 8:51 AM

EYE ON RENTAL // B y

Dick Detmer

Find & Focus On Your Niche

Start by looking at your company with fresh eyes to see where you can maximize your potential

W

hat makes your company different from your competitors? It’s so important to find your company’s niche. And even if you’ve been very successful in your business up to now, the most successful rental companies periodically reinvent or redefine themselves.

It’s natural to simply keep doing what one is accustomed to doing, and it takes a concerted effort to even consider change. But significant changes to what you are doing and how you are doing it could yield amazing results.

Rental business owners can’t be expected to be totally objective about their own business. It’s difficult to view the business objectively when working in the day-to-day operation of the company. One tends not to see the entirety of the forest because of the closeness of the individual trees.

Some rental companies try to be everything to everybody and in some market areas this might be the best approach. But when I work with my customers, I often discover cases where a stronger focus or a different focus can lead to much more growth and profitability. I also believe having a strong

50

MAY 2019

RPN0519_50-52_EyeOnRental_JAL.indd 50

niche or multiple niches helps to reduce the risk of increased competition.

The key word is “focus.” Just believing you’re a bit different isn’t enough. Perhaps your staff should focus additional effort on showing what differentiates your company from the others. It might be wise to advertise what you’re doing differently. Sometimes even something as simple as additional showroom signage can be effective. But then again, some niches are purposely not advertised as they’re part of the company’s “secret sauce.” But if the niches are not confidential, be sure to get the word out. At least tell everyone you and your staff come into contact with of your niche. Don’t assume that customers, even ones who have been doing business with you for years, know all that you do. It’s also important to prove to your community that the differences that set your rental company apart matter.

Avoiding and shedding excess baggage It’s relatively easy to jump into a new large line of equipment or to branch out with an associated business. One of the strengths of independent rental companies is that they can pivot quickly, which large national companies might find more difficult. This agility can also prove to be a negative if the new direction is not in the best interest of the company. Sometimes the glamour and excitement of a new opportunity can cloud the judgement of even the most successful rental business operators. So, whether you’re

considering adding another location or any other endeavor that would take considerable financial, time and energy resources, it’s wise to be extra cautious. The new opportunity might turn out to be a drag on your business instead of propelling your company into the stratosphere.

Obviously, no one knows your business better than you do, but consider getting an expert opinion from someone who has worked with a wide variety of rental businesses.

An adviser would be able to help you consider whether parts of your current business still make sense. Just because certain parts of your company were helpful in the growth of your business in the past doesn’t mean they make sense going forward.

Sometimes these parts of the business actually hold the company back by draining valuable financial and labor resources. In light of the current condition of the rental industry’s tight labor market, it might be the perfect time to consider trimming these unnecessary or under-performing portions of your business. (Please see the April issue of this magazine for more of my thoughts about the rental labor market.)

Of course, some or most of one’s business might not need to be adjusted. You don’t want to change the recipe for success and destroy your “secret sauce.” Your company is likely where it is today because of some sound business fundamentals that still make sense. Don’t change these fundamentals – accentuate them and focus on further developing niches for future growth and prosperity.

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

5/6/19 12:51 PM

“

“ DEUTZ GETS THAT OUR BUSINESS IS 24/7.”

– Brian Bost, Branch Manager, Aerial Work Platform Branch Sunbelt Rentals, Inc., Houston, Texas DEUTZ Corporation understands that the rental business is 24/7, and customer expectations are high. Productivity is always on the line.

That’s why we strive to be a valuable partner to the rental industry, by providing solid engine design, reliable parts support, dedicated technical service training, and proprietary diagnostic systems.

We work hard, because you do.

DEUTZ Corporation

3883 Steve Reynolds Boulevard | Norcross, Georgia 30093 770.564.7100 | www.deutzamericas.com

Search: 10072708

RPN0519_50-52_EyeOnRental_JAL.indd 51

5/6/19 12:51 PM

KOHLERPOWER.COM

WHO SAID YOU CAN’T HAVE

EVERYTHING?

Say hello to KOHLER diesel and gaseous generators.

The new favorites on the rental scene, KOHLER mobile generators feature patented plug ’n’ play technology for easy paralleling. Plus, our gaseous generators are loaded with diesel-style touch points, including onboard fuel tanks for any application. Like we said, “everything.” ®

Get it all at KOHLERPOWER.com/Industrial Search: 10073580

RPN0519_50-52_EyeOnRental_JAL.indd 52

5/6/19 12:51 PM