Rental June/July 2017

Pedestrian Trenchers Make Tracks Toward an Improved User and Ownership Experience

June/July 2017

PRODUCT NEWS INSIGHT ■

■

RENTERS’

REVIEW

2017 Just because they CAN RENT it doesn’t mean they CAN OPERATE it

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JUNE/JULY 2017

VOLUME 39 ISSUE 5

RENTERS’

REVIEW

2017

Lack of Equipment Instruction Hurts Rental Company’s Final Grade Solid customer service and a new machine made this rental an all-around success but there was just one thing missing.

20 34

MANAGEMENT SOFTWARE Products

IN EVERY ISSUE 6 E verybody’s Business Equipment rental requires a leap of faith every day.

8 Manager’s Digest 12 Market Watch Rental companies from around the country talk about their worst rentals.

28

18 New Products

EARTHMOVING EQUIPMENT

36 Industry Update

Pedestrian Trenchers Make Tracks Toward an Improved User and Owner Experience

42 Eye on Rental

Changing customer expectations and more compact jobsites have ushered in an era of robust, highly maneuverable machines.

What to do about changing customer expectations.

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CONTENTS

RentalWATCH

Rental and Construction Market Updates Get all the latest information pertaining to the topics that matter most to your business. Look here daily for the news and information you need most. To subscribe, go to ForConstructionPros. com/subscribe/email.

Check o ut updated our newly website !

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Rental@RentalMagazine

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Fast, Relevant Product Information

Designed With You in Mind

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

VISIT TODAY! ForConstructionPros.com/RENTAL

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

BUYERS GUIDE

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

ForConstructionPros.com/ RENTAL/inventory features the

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

NEWS FEED Why Aerial Work Platform Inspections Matter Daily, weekly, monthly and annual checkups are key to safety.

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Changes to Lessees’ Financial Statements Under the New Lease Accounting Standard With the changes in balance sheet reporting, some financial statement ratios may be affected.

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EVERYBODY’S BUSINESS // B y

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

jlescohier@ACBusinessMedia.com

Every Day in Rental Is a

LEAP OF FAITH Handing over expensive assets to strangers with questionable skills and attitude can require a great deal of fortitude, and we applaud you for it

A

fter 20 years of observing and writing about the equipment rental industry, it’s easy to believe we understand what our audience is up against. And we do, to some extent.

But as we all know, it isn’t until you walk a mile in someone’s shoes that you truly have any idea what their pain points are. This is one reason why we continue to do our Renters’ Review feature every year.

Finding aspects of the rental experience to critique are one of the objectives, with the goal of allowing everyone to learn from common mistakes, but it’s also a way for us, as journalists and industry observers, to stay in touch with what really goes on. There’s always a flash of insight as a result.

If you read the article on page 20 of this issue, you’ll see this year we rented a 3.5-ton compact excavator for a residential yard project. The machine was delivered to our co-conspirator who happens to be an experienced equipment operator, but for all the rental company knew, they could have dropped it off with one very uncoordinated novice (guess who?). And that person could do a lot of damage while banging around in the operator’s seat, not just to the surrounding property but also to the machine itself.

This year’s flash of insight came with the realization that it must be rather nerve-wracking to routinely send very expensive assets out with strangers who might or might not have sound judgement and/or operating skills? It’s a tremendous leap of

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™

PRODUCT NEWS INSIGHT ■

■

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

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

Dick Detmer

Senior Production Manager

Cindy Rusch

Art Director

Kayla Brown

Audience Development Director Wendy Chady Audience Development Mgr

Angela Kelty

Advertising Sales (800) 538-5544 Sean Dunphy Jill Draeger Erica Finger Amy Schwandt Denise Singsime Tom Lutzke

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ForConstructionPros.com

“COVER YOUR ASSETS” BY THOROUGHLY QUALIFYING CUSTOMERS, PROVIDING A DETAILED EQUIPMENT FAMILIARIZATION…

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: 800-543-5055 • circ.rpnmag@omeda.com List Rental — Elizabeth Jackson, Account Executive, Merit Direct LLC, Phone: (847) 492-1350 ext. 18 Fax: (847) 492-0085 • ejackson@meritdirect.com

faith that rental business owners take every single day. Surprisingly, much like the first time you hand the car keys over to your 16 year old, things usually go okay, although undoubtedly it can be a nail biter. So to rental business owners everywhere, we feel your pain and applaud the trust and faith you put in your customers every day.

Trust and faith aside, however, always remember to “cover your assets” by thoroughly qualifying customers, providing a detailed equipment familiarization upon every delivery, and periodically reviewing your insurance and rental contracts to ensure they’re up to snuff. Meanwhile, we promise to be careful with the equipment. ■

Reprints — Erica Finger, efinger@ACBusinessMedia.com

AC Business Media Inc. Chairman President and CEO CFO Editorial Director Digital Operations Manager Digital Sales Manager

Anil Narang Carl Wistreich JoAnn Breuchel Greg Udelhofen Nick Raether Monique Terrazas

Published and copyrighted 2017 by AC Business Media Inc. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording or any information storage or retrieval system, without written permission from the publisher.

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

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

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

Vol. 39, Issue 5, June/July 2017

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MANAGER’S DIGEST

US GDP Growth Raised to 1.2% from 0.7% in Q1 he U.S. economy slowed less than initially thought in the first quarter, but there are signs it could struggle to rebound sharply in the second quarter amid slowing business investment and moderate consumer spending.

Gross domestic product increased at a 1.2% annual rate instead of the 0.7% pace reported last month, the Commerce Department said in its second GDP estimate for the first three months of the year.

The first-quarter slowdown was largely the result of a temporary pullback in consumer spending and the production of business inventories.

Both look to be stronger now.

The one blemish in the government’s latest update on gross domestic product was a decline in corporate profits for the first time in three quarters.

Adjusted pretax profits fell at 1.9% annual rate in the first quarter, the Commerce Department said. Profit figures are adjusted for depreciation and the value of inventories.

Profits are up 3.7% from a year ago, however.

In the first quarter, the government said consumer spending rose 0.6% instead of 0.3% as originally reported. That’s still the smallest increase in several years, though, reflecting fewer sales of new cars and trucks and less spending on utilities amid a bout of unusually warm weather.

Millions of Americans also received their tax refunds later than usual, likely shifting some spending into the second quarter.

T

APRIL US CONSTRUCTION SPENDING SLIPS FROM ROBUST Q1 LEVEL Outlays for public and private construction projects slipped 1.4% in April to a $1,218.5-billion annual rate.

The dip’s sting was tempered by upward revision carrying outlays to a record high in March. Mild winter weather made for a busy spring construction season, lifting spending in the first four months of the year 5.8% above the same period in 2016.

Private spending on residential projects slowed in April, down 0.7% for the month on sinking multifamily outlays, even though spending on single-family construction grew 0.8%. Private residential construction spending in April was 16% greater than April 2016.

Housing starts data were similar for April, with multifamily starts down on the month. Multifamily permits were better, however, which bodes well for this category in coming months.

Private nonresidential construction spending was down 0.6% for the month, but still pacing 4.3% ahead of April 2016.

The largest nonresidential construction sectors were mixed, with Power down 1.4%, Commercial essentially static at 0.3%, Manufacturing down 1.9% and Office construction up 1.7%.

Public construction spending continues to disappoint. Outlays through April were down 5.2% on a year-to-date basis. All of the largest sectors drooped: Highway & Street (-3.7%), Educational (-2.0%) and Transportation (-2.0%).

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MANAGER’S DIGEST

IHS MARKIT

CONSTRUCTION COSTS INCREASE AT SLOWER PACE IN MAY BUT UP FOR SEVENTH STRAIGHT MONTH

→

Construction costs rose for the seventh consecutive month in May, according to IHS Markit (Nasdaq: INFO) and the Procurement Executives Group (PEG). The headline IHS Markit PEG Engineering and Construction Cost Index registered 54.0 in May, down from 57.0 in April. Both the materials/ equipment and labor categories showed increases, though compared to April, the cost increases were not as broad.

The materials/equipment price index came in at 55.2, almost five points lower than in April, which was one of the highest figures recorded in the survey’s history.

Seven of the 12 categories tracked in the materials sub-index showed rising prices; five categories registered flat pricing; and no category in the survey recorded falling prices. While the copper-based wire and cable price index hit the neutral point in May, steel prices remained elevated despite some give back.

“Steel prices peaked in April and are now beginning to weaken. Price drops will continue through at least the third quarter, more likely until the end of the year,” said John Anton, senior principal economist at IHS Markit. “Upside risk comes from the ‘Buy American’ proposal for pipelines, which is causing concern among energy buyers and plate consumers. If the proposal is enacted in its strongest form, there could be shortages in supply and allocation.”

The current subcontractor labor index rose slightly above the neutral mark at 51.3.

Regionally, the U.S. Midwest had rising labor costs, while the U.S. Northeast, South, and West showed flat labor market conditions. In Canada, labor costs rose in Eastern regions and fell in Western regions.

FOR MORE INFORMATION, VISIT FORCONSTRUCTIONPROS.COM/NEWS/20862681

MARKET INDEX UP

DEMAND FOR NEW HOMES ON THE RISE The National Association of Home Builders/Wells Fargo Housing Market Index rose two points in May to 70, hitting its second highest level of the cycle. Demand is particularly strong in the West and South.

With weather distortions now comfortably behind us, the strength we are seeing in home buying reflects a real fundamental improvement in housing demand. The present sales index rose two points to 76, while the future sales index jumped four points to 79, reaching its highest level June 2005.

Demand for single-family homes is being driven by stronger job growth and a rising supply of millennial buyers.

Demand is strongest in the West and South, where population and employment growth have risen the fastest.

Some of the improvement is likely coming from energy-producing areas, where job growth has ramped back up again.

Supply constraints remain a hurdle for builders. Shortages of lots and workers have kept starts below levels seen the last time the NAHB index was as high as it is currently.

Trump’s Budget Proposal Could Worsen the Skilled Labor Shortage President Trump recently released his 2018 budget proposal, which would make cuts to some programs that would help grow the skilled labor force, according to a recent Construction Dive article.

For example, career and technical education programs under the Department of Education could see a 15% budget cut. Funding for apprenticeship grants could see a 5% budget cut, and the Department of Labor’s budget could see a 20% cut reducing funding for job training.

A lack of skilled labor is already a major issue, but if infrastructure construction does get a funding boost from the President’s proposed budget it might be even harder for contractors to fill the needs of increased construction with a decrease in funding to train new workers for the construction industry.

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6/10/17 12:19 PM

MARKET WATCH

By Rod Dickens, contributing editor

Rental Companies Reveal Their

WORST RENTALS Prequalifying customers and in-depth instruction go far in preventing disaster

NEW YORK: KEEP EQUIPMENT IN TOP-NOTCH CONDITION “I can honestly say that most customers don’t have a problem and do not damage my equipment,” said Chuck Hill, owner of Tioga Tool & Equipment Rental in Oswego, NY. “But there are a few who are just abusers of equipment.

“When customers call or reserve equipment we ask if they have had any experience with it or have ever run

“When giving instruction to lessees we can tell by their facial expressions if they are listening and paying attention. If we get the feeling they didn’t get it or were not paying attention, we go through it again. We have had many pieces returned, with customers thanking us for the good instructions – no damage done.

“We follow the same rule of thumb when renting larger pieces of equipment. However, with larger equipment

“WHEN GIVING INSTRUCTION TO LESSEES WE CAN TELL BY THEIR FACIAL EXPRESSIONS IF THEY ARE LISTENING & PAYING ATTENTION.” CHUCK HILL, TIOGA TOOL & EQUIPMENT RENTAL one before. If not, we tell them we will explain everything so they can do anything. We also tell them if someone else will be running the equipment to bring in that individual when they pick it up.

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damages can be more expensive. We ask how many times they have been on and/or operated the type of unit they are renting. If minimal experience, we will explain what the unit’s load capacity is and what they can

and cannot do with it. Again, if we feel they didn’t get it or were not paying attention, we start over. This way it’s clear to the customer what they are renting and the machine’s capability, which minimizes damage.

“We don’t allow any towing unless the customer has a frame hitch and all the electrical hookups to run lights, brakes, and, most important, the right size vehicle.

“The best thing that has worked in our favor is keeping equipment in top-notch condition. Customers have more respect and take better care of equipment that is running good, working good and looking good.”

VERMONT: TRY A LAWN EDGER INSTEAD “As you know there is always that ‘one’ customer who really stands out as the true definition of a horror story,” said Adam Bushey, Franklin Rental & Sales Inc., St. Albans, VT. “We

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MARKET WATCH

always train all new employees to ask more questions than would seem necessary when a customer comes into the store to rent an item. This helps ensure the customer leaves with the correct tool.

“A few years ago, a customer came in to rent a chain saw. He came up to the counter and asked to rent the biggest chainsaw that we had. We asked what kind of wood he was cutting and how big the trees were. Then, the conversation went south quickly. He stated he wasn’t looking to cut trees at all, but was actually looking to install a pet fence and thought a chainsaw would cut a perfect slit into the ground. The biggest chainsaw would allow him to stand up right.

“We quickly steered him toward a lawn edger. Still, he was adamant the chainsaw was really what he was hoping for because dirt would cut easier than wood. Long story short, he left with the lawn edger and we saved a chainsaw from total disaster.

“We use this story to instill into our counter staff the need to ask the right questions for each rental. This not only ensures the safety of the customer but also saves our tools from unneeded abuse. If we had left him to his own judgement the rental would have had a totally different outcome.”

INDIANA: RECOUPING DAMAGES CAN BE DIFFICULT No matter how hard you try to qualify customers, accidents will happen and equipment will get damaged.

Juergens Hardware in Huntington, IN, is a testimonial to that.

“We’ve had a couple of instances when aerial lifts have come back damaged,” said Rental Manager Brandon Juergens. “One involved a nearly

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“WE ALWAYS TRAIN ALL NEW EMPLOYEES TO ASK MORE QUESTIONS THAN WOULD SEEM NECESSARY WHEN A CUSTOMER COMES INTO THE STORE TO RENT AN ITEM.” ADAM BUSHEY, FRANKLIN RENTAL & SALES INC. brand new lift that had been rented out only a few times previously. When it was returned it had $3,000 worth of damage. Apparently a tree had fallen on it.

The store was only able to recoup $700 from the customer, $500 from the customer’s credit card and $200 for the cost of the rental. It ate the rest.

“The main thing I learned from that experience is to impress on customers they are responsible for any damage,” added Juergens. “To bring the point home, we tell them we keep a copy of their credit card on file. We also take videos of the equipment with

“…A NEARLY BRAND NEW LIFT THAT HAD BEEN RENTED OUT ONLY A FEW TIMES PREVIOUSLY. WHEN IT WAS RETURNED IT HAD $3,000 WORTH OF DAMAGE.” BRANDON JUERGENS, JUERGENS HARDWARE our cell phone prior to letting it off the lot. If nothing else, the act may encourage them to be more careful.”

He mentioned that busy times can become an obstacle for taking images, and you don’t want to overstate

something that might discourage the customer from renting a unit. Still, rental stores have to protect themselves and the equipment they rent.

Juergens Hardware has been in business 71 years and in the rental business since 2012. The store primarily services smaller contractors and homeowners with a full inventory of equipment and tools, including an excavator, skid-steer loader and a utility tractor for bigger jobs. It also rents Penske trucks.

GEORGIA: PROJECT FIRST, THEN EQUIPMENT “We do a ton of qualifying our customers, but I don’t really have any horror stories or routine problems. We’ve worked hard to establish what those are and put procedures in place to prevent them,” said Josh Nickell, owner of Nickell Rental headquartered in Newnan, GA. “The first thing we want customers to do is tell us about the project, instead of telling us about the piece of equipment they come into the store to rent. We consider ourselves to be the equipment expert and it works best for them and us if we can match the right equipment to the job.

“Sometimes, it requires a little creativity. For example, they may want a small chipper. One of the first questions we ask is ‘are you chipping small limbs and branches that are 1½

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GO AHEAD BRING YOUR HEAVY TOOLS The new Genie® Xtra Capacity™ Family has you covered. Dual capacity allows for even more work to be done. And with 660 lb of unrestricted and 1,000 lb of restricted capacity, you can do more with less lift cycles. Bring more with Genie XC™ boom lifts.

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MARKET WATCH

“IT’S NOT JUST ABOUT RENTING THE RIGHT EQUIPMENT BUT ALSO MAKING SURE THEY KNOW HOW TO OPERATE IT.” JOSH NICKELL, OWNER OF NICKELL RENTAL inches in diameter or less?’ The question implies that ‘smaller stuff ” may be the correct answer. If they say yes, then we direct them to the appropriate small chipper instead of one they may have had their eye on, one that chips limbs from 2 to 6 inches in diameter. The assumption could be that if the machine chips large limbs it can certainly handle smaller ones, not knowing that the smaller material would jam the unit.

“It’s not just about renting the right equipment but also making sure they know how to operate it. Another example would be stump grinders. We keep two teeth on display, one that had received normal use and another that was buried too deeply. The point is to illustrate just how little to grind on each pass versus the damage that occurs when pushing the machine past its limitations.

“Of course, we get the occasional ‘stuck in the mud,’ but rarely do customers purposely mistreat equipment if educated properly. On the other hand, we have had some impressively well-thought-out thefts!”

Nickell Rental has four locations in the South Atlanta market. The company employs 70 people and serves a customer base comprised of 65 percent small to mid-size contactors and 35 percent homeowners.

NORTH CAROLINA: PROTECTING THE CUSTOMER AND EQUIPMENT “Just last Friday I delivered a Bobcat skid steer to a customer. When I asked him (his name was James) how much experience he had on this type

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of equipment, he said, ‘none.’” James told me he was an air traffic controller and had plenty experience moving planes around, but no experience with a skid-steer loader.”

So Tony Long, a partner with Charlotte-based Mint Hill Tool Rental, gave his customer a 20-minute, handson tutorial. “James returned the skid steer at 9 am on Monday, having no issues with the equipment,” added Long, noting the story might have been different if he had forgone the lesson.

“Prequalifying is extremely important especially when you’re renting equipment like an extension ladder or a chain saw,” he emphasized. “If the customer wants an extension ladder, I will ask him how he intends to use it.

to be very careful when using a chain saw, no matter what the job is. But there’s a difference between sawing up fire wood and felling a tree. The latter would lead to a lengthy discussion with the customer about his experience felling trees.”

Long said one of his real ‘hot buttons’ is towing and making sure the customer has the right vehicle for the task. “Recently, a customer came into our store and rented a skid steer. He wanted to tow it home with his Flex SUV. When I asked him if he had another vehicle, he mentioned his F-250. I suggested he either go back home and get the F-250 or I will deliver the skid steer.

“We do a lot of business on Saturdays with ‘weekend warriors.’

I tell my counter people to pretend these customers never previously saw this piece of equipment. After giving them operating instructions, I think it’s important to have them start the equipment and actually load it onto their trailer to ensure they’re at least

“WE DO A LOT OF BUSINESS ON SATURDAYS WITH ‘WEEKEND WARRIORS.’ I TELL MY COUNTER PEOPLE TO PRETEND THESE CUSTOMERS NEVER PREVIOUSLY SAW THIS PIECE OF EQUIPMENT.” TONY LONG, MINT HILL TOOL RENTAL

There just may be a mechanical device in the store that could do the job in a safer manner.

“The same holds true when renting a chain saw. We will ask what the customer plans to do with it. You need

knowledgeable, if not totally comfortable, with its operation.”

Mint Hill Tool Rental has been in business since 1999. The company rents primarily to mid and smaller-size contractors and homeowners.

Mini-excavators, skid-steer loaders and mini track loaders are among the store’s most popular rental items. ■

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6/13/17 2:49 PM

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NEW PRODUCTS The following are products recently introduced to the rental market, as well as models which have undergone significant changes.

 General Typhoon Trailer Jet

The Typhoon trailer jet from General Pipe Cleaners blows away blockages in big lines and long runs, delivering 12 gpm at 2,500 psi to blast lines clean of grease, sediment and debris from 4- to 12-in. lines up to 400 ft. long.

• 200-gal. holding tank carries enough water to handle remote applications where access to water is limited • Features electric brakes, safety strobe light, safety cones, rear fold-down stabilizer jacks, retractable hose guide arm, and antifreeze system as standard equipment • 690cc (24-hp) Honda engine with electric start www.forconstructionpros.com/10344478

 Michelin Tweel HST Airless Radial Tire

A Hard Surface Traction (HST) version of the 12N16.5 X TWEEL SSL Airless Radial Tire is available for skid-steer loaders working on hard or highly abrasive surfaces, such as asphalt and pavement.

• Constructed with a 48/32nd tread depth containing a high scrub compound for maximum tread life • 8/32nd of undertread enables the outer core tread to be retreaded multiple times www.forconstructionpros.com/20861680

 Kohler Mobile Paralleling Box Kohler Mobile Paralleling Box delivers cutting-edge flexibility by allowing users to combine different sized generators with different fuel types.

• Designed for use with Kohler’s gaseous and diesel mobile generators • Four of the boxes can be used to parallel as many as eight generators • Kohler Decision-Maker 3500 digital controller, standard on all Kohler gaseous and Tier 4 Final diesel mobile generators, provides paralleling intelligence and network communications for remote monitoring • Removes the need to size circuit breakers to specific generator output www.forconstructionpros.com/12173443

 Toyota Launches Aichi Scissor Lifts in North America

Toyota launches five new scissor lifts with 19- to 32-ft. platform heights and 30- to 46-in. platform widths.

• Toyota’s exclusive AC motor drive system lowers maintenance costs

 MBW F36 & F46

Walk-Behind Trowels MBW Inc. introduces two new walkbehind trowels, the F36 and F46.

• Patent-pending low-vibration handle reduces operator fatigue • Tool free height adjustable operator handle • ISO safety standard low guard ring allows easy cleaning and blade changes

• 220 amp hour batteries for extended operating hours and greater efficiency and productivity • Reduced weight for increased maximum speeds www.forconstructionpros.com/20858756

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/20858037

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 New Holland C234 Compact Track Loader The C234 compact track loader features a 90-hp engine, radial lift geometry, 17.7-in. tracks for a low ground pressure of 4.4 psi and an extra-wide cab.

• 3,400-lb. rated operating capacity at 50% tipping load • 8,700-lb. bucket tip and lift breakout forces • Low-profile undercarriage design with improved yoke-to-frame engagement produces less noise and results in overall improved track alignment and easier cleanout • Includes a heavy-duty steel rear door and hood and steel front worklights with side lamps www.forconstructionpros.com/20858802

 JCB 210 and 215 Skid-Steer Loaders

The 210 radial lift small frame skid-steer loader has a base rated operating capacity (ROC) of 2,094 lbs., while the 215 vertical lift model boasts an ROC of 2,150 lbs.

• Operating capacity can be increased by roughly 200 lbs. with an optional, dealer-fitted “suitcase” counterweight kit • High-flow auxiliary hydraulic circuit delivers 36 gpm to power high-flow attachments • 74-hp JCB by Kohler diesel engine meets Tier 4 Final with no diesel particulate filter required • Single PowerBoom design with side door entry enhances safety and visibility and enagles a larger cab size

 John Deere LM90 Light Material HighCapacity Bucket

John Deere’s 90-in. LM90 Light Material High-capacity Bucket for its G-Series skid steers and compact track loaders features a high back for maximum capacity to cut through light materials in large quantities.

• Can carry more material per load compared to previous John Deere buckets

 Gehl M08

Minimal Tail Excavator The 2,348-lb. M08 is designed with very compact dimensions and a minimal tailswing for extra stability.

• 10.3-hp (gross) 2TE67L-GV3 engine • Features a dig depth of 4 ft. 7 in. and bucket breakout of 2,360 lbf.

• Ground level reach of 8 ft. 10 in.

• Increased width and high-back design reduces spillage

• Able to fit and drive through doors, over sidewalks and through backyard gates

• Heaped capacity: 54 cu. ft.

• “Power-A-Tach” quick-attach system

www.forconstructionpros.com/20861882

www.forconstructionpros.com/20862581

 Yardmax Plate Compactors The 110-lb. YC0850, 135-lb. YC1160 and 185-lb. YC1390 provide compaction force of 1,850, 2,500 and 3,000 lbs. and deliver 5,900 (YC0850) and 5,500 bpm.

• Y ardmax or Briggs & Stratton (YC1390 only) OHV engines with displacements of 79, 196 and 208cc and recoil ignition • Stamped one-piece plate with no weld beads, minimizing rust over time •

www.forconstructionpros.com/20859364

Plate depths of 12.5, 14.5 and 16.5 in. with 20- (YC0850) and 21-in. widths • I nclude a three-point mounted handle with rubber bushings to absorb vibration • Fold-up transport wheels standard • Stamping pad available to act as buffer between plate and stamping surface for more delicate surfaces

 Honda V-Twin Series Engines

The GX630, GX660, GX690, GXV630, GXV660 and GXV690 engines are available in horizontal and vertical shaft configurations and cover a range of commercial, rental and turf applications.

• Designed to offer more power, high fuel economy, low noise, low vibration and low exhaust emissions without the use of a catalyst • 36-blade low-noise resin cooling fan improves cooling efficiency • Feature a hemispherical combustion chamber design, higher compression ratio, increased displacement and steel connecting rods www.forconstructionpros.com/20861718

www.forconstructionpros.com/20861515 www.ForConstructionPros.com/RENTAL

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2017 RENTERS’ REVIEW B y J e n ny L e s c o h i e r, e d i t o r

Lack of Equipment I HURTS RENTAL C Solid customer service and a new machine made this rental an all-around success, but there was just one thing lacking Editor’s Note: Following is the latest installment in our annual series Renters’ Review, where members of the staff at Rental magazine rent equipment and report on the experience.

R

enters’ Review is always fun.

We enjoy using and learning about equipment and it’s a unique opportunity to gain some insight into our audience and their critical issues. We’ve been doing this for several years now, and some rentals are better than others, but even the best ones reveal areas that could use improvement.

This was one of those rentals.

The project Not having anything to do on my own property requiring equipment, I turned to friends Ben and Trina Heussner, who are avid do-it-yourselfers, to see if they had anything going on. As luck would have it, Ben was in the middle of building a koi pond in their yard. He had already begun digging the shape of the pond by hand, but could use a compact excavator to do the heavy lifting, so to speak.

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t Instruction L COMPANY’S FINAL GRADE Specifically, he planned to create a terraced effect on the edges of the pond to make room for aquatic plant life and he needed to dig a 5-foot deep pool on one end for the fish to hibernate in come winter.

Fortunately, Ben has years of equipment operating experience, so he was confident he has both the skill and finesse for such a project.

In search of an excavator I told Ben I would handle finding the machine for the job. I had a place in mind, one of the only remaining independent rental companies in my area that I haven’t previously rented from. I called the branch closest to me and spoke to a friendly person who explained they didn’t have any compact excavators at their location, but referred me to a different branch not far away. I was surprised they couldn’t simply handle the rental from one location to another, but apparently, their system doesn’t work like that. So, they gave me the number for the other branch and I made the call.

The employee at the second location was also friendly and helpful as I explained the scope of the project. He told me he could offer a compact excavator with a 24-in. tooth bucket with thumb and a grading blade on the front. The

machine has a 19-foot reach and weighs approximately 7,000 pounds, I was told. The cost would be $250 per day or $375 for the weekend. It turns out the machine was available that weekend and could be delivered within 20 miles for $130 or we could rent a trailer for $60 per day to haul the machine ourselves.

I reserved the machine for that Saturday and said I would call back when I knew if we needed delivery.

The employee explained the machine was equipped with an hour meter and eight hours equals a day, 12 hours equals a weekend. He also mentioned that we needed to bring the machine back with a full gas tank or we would be charged $6 per gallon for fuel. I agreed to all terms of the rental and looked forward to the weekend.

Transport challenges Believing Ben had a truck large enough to haul equipment, I assumed we’d choose the trailer rental option.

Ben asked me to find out if the rental company rents dump trailers as he needed a way to transport spoil from the jobsite. He wondered if the dump trailer could also be used to transport the excavator, effectively killing two birds with one stone. I called the rental company and asked about this, and they explained they do carry dump trailers for $125 per day but they could not be used for equipment transport.

What’s more, Ben’s large SUV was not large enough and did not have an adequate towing package to tow an excavator, so we decided to have the machine delivered, which we scheduled for Friday afternoon.

Ben rented a dump trailer from a different company.

…THE MACHINE WOULD BE DROPPED OFF BY AN INDEPENDENT DRIVER WHO WOULD NOT BE ABLE TO EXPLAIN HOW TO OPERATE THE MACHINE. WHAT?? I THOUGHT TO MYSELF.

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Wait, what?

When I called the rental company on Thursday to confirm the details of the rental, I was told Ben had also called to discuss the machine and its capabilities.

At that point, the person I spoke to explained the machine would be dropped off by an independent driver who would not be able to explain how to operate the machine.

What?? I thought to myself. The rental company

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2017 RENTERS’ REVIEW

THE MACHINE TURNED OUT TO BE A NEARLY NEW BOBCAT E35, WHICH IS A 3.5-TON EXCAVATOR AND

BY NO MEANS A TOY.

employee apologized for not being able to be there to do any sort of familiarization, but noted that Ben had assured him he knew how to operate equipment.

I asked a few questions about the controls and general operation, which the employee did his best to explain.

Once again, the subject of fuel came up, however this time, the price he quoted me was $4.50 per gallon.

Interesting…

It’s go time I was not there when the machine was delivered but Ben was. He said the driver explained how to turn it on and went on his way.

The machine turned out to be a nearly new Bobcat E35, which is a 3.5-ton excavator and by no means a toy. Upon getting a good look at the machine, I simply couldn’t believe it’s common practice to leave it with

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customers without a lengthy discussion about load capacity and safety concerns, let alone a simple demonstration of how the controls operate. Yes, p The operator’s console on the E35 is simple to figure out and includes a space for the operator’s Ben is a seasoned operamanual, which is a good idea to include with tor and might have made every earthmoving machine rental. that clear when speaking with the rental company, but certainly whenever the machine is not operating. there are many renters who are comThe E35 did come with its operaplete novices when a machine like this tor’s manual, which was easily found is delivered. Just from a liability standnext to the operator’s console. The point, I would think a rental company booklet was simple and straightforwould want to cover all the bases to ward and would no doubt afford the ensure their customers’ safety. novice user enough information to at As Ben later pointed out, at no least figure out how to get started. point did anyone even point out the basics such as the need to call Diggers But can you be productive?

Hotline before digging, to ensure the As mentioned, Ben is comfortarea is cleared of bystanders before able with equipment had no trouble starting the machine, and the imporjumping onto this machine and immetance of locking machine functions diately moving piles of dirt. For my

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6/12/17 3:12 PM

What rebar does for concrete, we do for ROI.

Increase your ROI along with OMG! Legendary reliability and durability have earned portable Honda Generators an outstanding reputation throughout the rental industry for over 30 years. When you invest in minimal downtime and low maintenance, you and your customers will see many happy returns. Visit gen.honda.com.

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RENTERS’ REVIEW

part, however, it was a challenge. We decided the best test would be to simply leave me alone in the cab to figure things out.

I started with moving the joysticks to see what happened. Ben had the machine in SAE (Caterpillar-style) mode. Operators also have the choice of running the machine in ISO pattern, but since I had no preference, I let Ben make the choice.

I say I’m a novice operator, but to be honest, I’ve had my share of opportunities to operate equipment over the years. It’s just that I never get enough time to make any progress toward becoming productive. So when I say I have no preference on controls, the truth is, I have enough knowledge to know when I don’t like a particular style of controls.

u Rental Editor Jenny Lescohier attempted to be productive on the machine but could have used some detailed instruction. y To accommodate different operator preferences, a simple switch allows the operator to choose his or her preferred style of controls.

I recall from relatively recent equipment operating experiences that I feel pretty comfortable with the ISO pattern. The SAEstyle controls just don’t come easily to me.

Needless to say, it took me a very long time to scoop a bucket full of dirt and dump it. Way too long, in fact. Sure, I might have gotten better at it with time, but the clock was ticking and we needed to get this project finished before the machine needed to be returned the next day.

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So, I turned the controls over to Ben, who made quick work of excavating his koi pond and proceeded to peel layers of sod off his yard to make room for a driveway extension.

I’m always impressed when watching skilled operators do their thing, as it appears the machine is truly an extension of the operator. And Ben was no slouch in this department. He was able to manipulate the bucket very precisely, effectively excavating the deep center of the pond without disturbing the carefully built terraces on the edge.

I was impressed.

Meanwhile, Ben was impressed with the machine. For one thing, it appeared to be almost brand new. It still had the plastic wrap on the seat and barely a scratch on it.

Despite Ben’s satisfaction with the excavator, I wonder how many truly novice DIYers would have managed to be very productive with a day’s rental of this machine.

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6/12/17 3:13 PM

THE IDEAL

TRACK LOADER FOR YOUR FLEET

THE GEHL RT165 TRACK LOADER IS THE RENTAL SPECIAL

Compact size, choice of controls, and IdealTrax™ Automatic Track Tensioning System make this ALL-NEW machine the perfect addition to your rental fleet The all-new Gehl RT165 track loader provides an adapted chassis machine built off of the proven Gehl R Series skid loader platform. With a choice of controls and multiple track widths, the RT165 can be customized to the needs of rental customers.

CHOOSE G E N U I N E

™

P A R T S

FOR YOUR GEHL EQUIPMENT

A low operating weight of 8,020 lbs. expands transportation options. The industry exclusive IdealTrax™ Automatic Track Tensioning system ensures the correct track tension amount every time the machine is started. This eliminates the need for time consuming daily checks and increases machine performance.

Trust the experts.

Make the right choice.

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Purchase an RT165, RT175 GEN:3, RT210 GEN:3, RT250 GEN:3 or VT320 by June 30, 2017 from an authorized Gehl dealer and receive a 2 year/2,000 hour XPRT Total Coverage (Full Machine) plan.

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…MOST RENTERS JUDGE THEIR RENTAL ON HOW EFFECTIVELY THEY GET THEIR JOB DONE AND IN THIS CASE, WE HAVE NO COMPLAINTS.

The final grade = B

p Roughly 20 feet across and 5 feet at its deepest point, the pond will allow fish to hibernate over the winter, while the terraced effect will accommodate aquatic plant life.

Overall, this was a very successful rental. Customer service was friendly and helpful. Delivery was prompt. And the machine looked good and ran perfectly.

To Ben, the fact the machine was in great shape and delivered on time were the biggest factors in his assessment of the rental.

“It was excellent,” he says. “It was a brand new machine, very intuitive and very smooth; a nice machine.”

Regarding the timely delivery, he said: “On a project like this, it’s not huge but timing is still important. I’ve got a delivery of rock and if the machine is broken down and I don’t get ‘A’ done, then I can’t go onto ‘B.’ There are sequences here… so downtime is bad. But the machine was here on time and it ran well.”

When asked if there was anything he would suggest to make the rental more successful, he mentioned the need for more safety instruction.

“There was not enough emphasis on safety, both when the machine was delivered and when speaking on the phone with the manager,” Ben said.

I agree, and maintain it’s very important the driver delivering the equipment have enough knowledge to be able to instruct customers. Realistically, however, most renters judge their rental on how effectively they get their job done and in this case, we have no complaints.

As Ben says, “The machine came on time, it ran well, and we were able to complete the pond project in no time.” ■ Search: 11782055

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EARTHMOVING EQUIPMENT

By Jenny Lescohier

Pedestrian Trenchers Make Tracks Toward an IMPROVED USER AND OWNER EXPERIENCE

Changing customer expectations and more compact jobsites have ushered in an era of robust, highly maneuverable machines

P

edestrian trenchers are evolving away from the rigid, wheeled machines of the past in favor of more maneuverable tracked rigs, thanks to manufacturers who are working to supply robust and durable products that are simple for the operator to use and profitable for rental companies to own.

“Over the past decade, the trencher market has been trending toward rubber tracks as an alternative to rubber tires,” explains Chris Thompson, Ditch Witch product manager, compact equipment. “New track systems give operators more balance and ground traction, allowing them to conquer a variety of terrains with one piece of equipment.”

Maneuverability in tight spaces

“NEW TRACK SYSTEMS GIVE OPERATORS MORE BALANCE AND GROUND TRACTION, ALLOWING THEM TO CONQUER A VARIETY OF TERRAINS WITH ONE PIECE OF EQUIPMENT.”

It seems every manufacturer is working to improve the user experience with various advancements in their track technology. Ditch Witch, for example, has eliminated the trail wheel on its CX-Series walk-behind

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trenchers, which include three models with dig depths ranging from 36 to 48 inches. Exclusive to Ditch Witch, the CX units have a patent-pending track design that’s shorter on the left side and longer on the right. This design delivers improved traction, Thompson explains, making it easier for operators to efficiently move around compact jobsites and in tight spaces.

updated designs, the smaller trencher models help operators reduce their jobsite footprint while maintaining or even improving productivity. New units have more power and can dig deeper than previous walk-behind units.”

Matt Hutchinson, product manager at Vermeer, agrees, noting that previous generations of trenchers were very difficult to steer and were very slow getting to and from a jobsite. For this reason, Vermeer introduced “VZ steering,” its exclusive system developed to allow a novice operator to intuitively be able to guide a trencher with minimal effort.

In addition, the hydraulic system has been enhanced for improved productivity.

“We’ve optimized the trencher drive motor to better utilize the available power of the machine and made enhancements to the VZ steering system, which provides operators more control in difficult ground conditions,” Hutchinson says.

“The trencher drive motor is optimized by sizing according to the available horse power and chain speed requirement,” he explains. “This provides maximum torque to the chain, while still spinning quickly enough to keep the trench clean.”

“As jobs continue to demand installation in smaller spaces, compact machines like walk-behind trenchers will be in higher demand,” Thompson says. “Newer innovations allow these machines to still pack a punch, too. With

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6/10/17 12:47 PM

AFFORDABILITY TIMES THREE

40 FT 19 FT

15 FT

ADD MORE OPTIONS TO YOUR FLEET FOR LESS New R Series electric scissor lifts are designed with reliability, serviceability and affordability in mind. Available in 15 ft, 19 ft and 40 ft heights, this line features all-steel swing-out trays, improved battery chargers and strategically placed components for easy maintenance. These lifts are designed to increase uptime and minimize service calls with features like the new active pothole protection system that has fewer parts and true mechanical operation. Plus, the unique variable tilt window from JLG adds increased performance at lower platform heights.

Meet the R Series at jlg.com/en/r-series

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EARTHMOVING EQUIPMENT

Vermeer recently introduced two new pedestrian trenchers to serve the rental, landscape, utility and irrigation markets. The RTX130 and RTX200 are available with 24- to 36-inch cutting booms and 6-inch cutting widths to help landscape contractors install irrigation systems, drainage tile and outdoor electrical lines more efficiently.

Better trenching performance, improved operator experience For its part, Barreto Manufacturing recently introduced its patent-pending Independent Floating Track System on its new STK track trenchers that were designed for big-trencher capability in a smaller package.

“We had a need in our trencher line for a tracked trencher that could accommodate 24- and 30-in. dig

depths,” notes Tim Phelps, product/ sales manager at Barreto Mfg. “When we compared our RTK and TKD Series to our competitors, we have a 1,800lb. machine with a very large track footprint, and it does very well at dig depths of 36 in. and beyond. But at a weight that’s 40 percent heavier than the competition, and a higher price point as a result, customers would often go with a 24-in. machine. We were losing sales because we didn’t have anything to compare to those lighter machines, but we liked how our trenchers performed at deeper dig depths.”

He continues, “So we wanted to come out with a smaller, lighter, tracked trencher. And in doing that, we could see our competitors’ smaller machines really weren’t getting the traction that our larger machines do because we have a lot more track

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contact with the ground and more weight.

“We could have just put a smaller track on the STK, but we didn’t like the lack of traction that resulted. So, our engineers designed a track with a pivot system built in.”

This pivot system, known as the Independent Floating Track, Phelps explains, allows the tracks to move over small obstructions without the rigidity that most tracks display. The result is more track maintains contact with the ground at all times. “There’s no teeter-totter effect,” he says. “So it greatly helps with traction, plus it smooths the machine out when going up and over stuff. This machine kind of just floats across the ground, while other machines feel more rigid.”

An important benefit is that while trenching, the pivoting track system

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JCB telehandlers are your no-hassle solution.

JCB is the first to offer telescopic handlers with 12,000 lb lift capacity that meet Tier 4 Final standards with no DEF, no DPF and no engine aftertreatment*. JCB is also the only manufacturer to build its entire telehandler drivetrain; from the JCB EcoMax engine with clean-burn technology, to the transmission and hydraulics, all systems work in harmony for unrivaled performance, efficiency and productivity.

To learn more about why JCB is the world’s leading manufacturer of telehandlers, visit our website.

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EARTHMOVING EQUIPMENT

has the ability to absorb impact from obstacles in the ground, so the depth of the trench remains more constant, improving the end result.

More maintenance?

One might think that all these technological advancements might translate into more maintenance, but that’s not necessarily the case.

“Our latest trencher designs have changed to ease serviceability,” says Thompson at Ditch Witch. “The units have no daily grease points and are designed to offer easy access to all the machine’s components. This simplifies maintenance and keeps the machines rental-ready, helping rental centers increase their overall profitability and operators improve productivity on the job.”

Hutchinson at Vermeer points out

that tracked undercarriages do typically require more maintenance over rubber-tired units, due to greater complexity, but they never go flat. “The tracks allow a machine to be used in more ground conditions, extending a machine’s ability to be rented more often,” he says.

Newer design developments are keeping today’s walk-behind trenchers hassle-free, Thompson adds.

“We know time is money, so we’ve designed our newest trenchers to stay rental ready, with minimal prep time.

This helps rental centers improve ROI, and helps keep operators profitable and productive. The newest Ditch Witch walk-behind trenchers eliminate grease zerks, and they also operate with high-quality, sealed bearings. This helps keep the machines running efficiently day after day.

Designed with greater machine accessibility, any maintenance and upkeep is also simplified. Additionally, maintenance teams have quick access to machine components to identify problems faster.”

Changing expectations There’s no question that customers now expect more from equipment than ever before. Both rental companies, and the end users they serve, look for equipment that won’t break down and is simple to use.

“As in most industries, contractors are seeking to get the most bang for their buck,” Thompson says. “Rental centers need to keep their machines at maximum capacity. Newer trencher innovations have aimed to help rental centers do just that – with the minimization of daily maintenance points.” ■

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MANAGEMENT SOFTWARE

TrakQuip from Corporate Services TrakQuip is an equipment rental software but can also benefit non-rental companies in managing the utilization and maintenance of equipment.

• Allows the user to rent, sell and repair all in one program • Enables exchange of data with “office” applications • Supported in Windows 2000 and higher • Available modules include Basic Rental Package, Fleet Maintenance, Repair, Batch Invoice, Accounts Receivable, Accounts Payable and Purchasing www.forconstructionpros.com/10082443

BASEPLAN

Automated Rental Management - ARM The ARM software is a full-featured rental management and accounting system that enables rental companies to access timely, accurate financial information and maximize staff productivity.

• Includes Sage MAS 90 or Sage MAS 200 accounting software for your core accounting needs, as well as several rental-specific modules • Comprehensive rental solution whether your company rents tools to homeowners, portable restrooms to construction companies, or storage units to retail and manufacturing companies • Customizable screens and reporting • Graphical delivery/service routes • Periodic equipment maintenance tracking

FIELD SERVICE MOBILITY MODULE The Baseplan Field Service Mobility (FSM) Module is a complete solution that was designed to optimize the customer experience through improved service delivery and maximized, mobile workforce capabilities.

• Enables technicians to process all aspects of service and repairs by providing full access to the operating system including service history, parts availability and technical support

www.forconstructionpros.com/10231309

• Jobs are dispatched directly to the field, allowing for real-time feedback on job acceptance, travel and location tracking, on-site hours, as well as the work carried out • Service and/or job cards can be completed while on site, and once the device restores data connectivity, the information will automatically upload to the system, as well as download any new jobs

GO PAPERLESS WITH THE MOST COMPLETE RENTAL SOFTWARE OF THE INDUSTRY Sirius Enterprise covers it all: from the Web cart, the desktop and the Mobile app, all connected in real-time to the same platform. > Get the most advanced user interface and business process of the industry > Improve efficiency with “Rental best practices” > Gain speed with mobile applications > Manage your sales and services in one solution > Grow your business with an integrated web portal > Access it anywhere from the cloud > Sirius e web portal elevates the management of assets to a level never reached before > SiriusERP solution specialized in Rental, Sales and services

1 877-755-2012

• Scan in parts consumed, providing detailed analysis on part replenishment and labor requirements • Take photos of equipment • Capture signatures direct to device (sign-on-glass) • Record notes electronically while on site • Have access to real-time integration to back-end systems www.forconstructionpros.com/12033983

www.orion-soft.com

© 2016 Orion Software, Inc. All rights reserved

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MIKA

JUNE/JULY 2017 Mika Communications • 1294, chemin Du Clocher • Saint-Jean-sur-Richelieu (Québec) J2Y 1A4 Tél. : 450 358-9129 • 866 358-9129 • 514 591-3616 • marjolaine@mikacom.com

Orion Software CYAN Annonce magazine SiriusE_1/3 page RÉQUISITION : – RPN0617_34-35_ProductRoundup_JAL.indd 34 SILVER HOTSTAMP NOM DU FICHIER :1885-OrionSoftware_SiriusE_Ad_MOD CLIENT :

PROJET :

MAGENTA

JAUNE

1885

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NOIR 6/10/17 12:52 PM

inspHire Rental Management Software

ORION SOFTWARE

inspHire rental management software gives businesses control from start to finish, helping them to manage the rental, sales and service of their equipment. The system allows users to see at a glance what’s available, manage shortfalls through ultimate subrent functionality, plan the logistics of deliveries, collections and exchanges with Forward Planning and Daybook screens, improve intangible efficiencies with seamless accounting integration and make dynamic interactive reporting simple with business intelligence dashboards.

ASSET MANAGEMENT WEB PORTAL

• Rental management solutions are scalable and deliver powerful tools to increase productivity, minimize admin costs and maximize equipment utilization

• Based on the well-established Sirius enterprise rental management platform

Orion software introduces the new Sirius e web portal for both the rental and construction industries, designed to improve the visibility of equipment on the jobsite, order new equipment and access reports on any device.

• Designed to allow construction companies to manage their own assets or manage the assets rented from a rental company

• KPI Reporting, Dashboards, Mobile and Business Intelligence give everyone involved in the business access to information

• Web-based mobile application can be accessed from a website or mobile device anywhere and in real time

• Provided over 1,800 rental software solutions to rental companies around the world since 1997 www.forconstructionpros.com/12213496

• Users can take pictures, sign documents, send requests or orders to the stockroom and view equipment availability and pricing www.forconstructionpros.com/20863699

INTEMPO SOFTWARE InTempo Software provides cloud and on-premise software to construction equipment rental businesses across North America. The system handles any mix of rental, service and sales, and can be customized to meet unique needs.

• InTempo Core is easy-to-use software for any single or multilocation rental business; managing operations and integrating seamlessly with QuickBooks and a variety of other accounting programs • InTempo Enterprise provides the power to run everything from operations to accounting, with unified accounts receivable, accounts payable and general ledger; features new mobile app and integrates with leading dispatch and scheduling software

INTEMPO ENTERPRISE RENTAL SOFTWARE

One Source Of Truth.

Trusted By North America’s Leading Rental Businesses.

Fully Integrated Accounting

Mobile App

Scheduling & Dispatch

WATCH: See Inside Enterprise intemposoftware.com/construction-equipment-rental

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Search: 12064989 www.ForConstructionPros.com/RENTAL

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INDUSTRY UPDATE GROWTH

DOOSAN BOBCAT NORTH AMERICA COMPLETES $9.5 MILLION WEST FARGO HEADQUARTERS EXPANSION

→

Doosan Bobcat North America has set the foundation for future growth with its completion of a $9.5-million company headquarters expansion in West Fargo, ND.

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Several dignitaries and special guests

The West Fargo headquarters delivered remarks during the grand opening ceremony. From left: U.S. Senator John features a collaborative environHoeven; Elaine L. Chao, U.S. Secretary of ment for employees to work in Transportation; Rich Goldsbury, president new ways, drive innovation and of Doosan Bobcat North America; North improve operations. The expanDakota Governor Doug Burgum; and West sion is part of an overall organiza- Fargo Mayor Rich Mattern. tional dedication to maintain the company’s global leadership in compact equipment and drive further business growth for the construction equipment brand, defend and strengthen core product offerings, and invest in fundamental competitiveness.

“Doosan Bobcat is a growing company that continues to make investments in its people,” said Rich Goldsbury, president of Doosan Bobcat North America.

“Creating an innovative environment helps us attract and retain team members who are focused on bringing new ideas and solutions to the marketplace faster.”

The expansion doubles the square footage and employee capacity of the original headquarters building – built in 2000 – bringing together teams who handle company administration, and manage sales and marketing and product development, for both Doosan and Bobcat brands.

The expansion also fits with the company’s commitment to fields related to science, technology, engineering and math (STEM), which has been a major initiative for Doosan Bobcat, the state of North Dakota and the region.

“As a company, we have a vested interest in promoting STEM-related positions to build a sustainable long-term workforce,” Goldsbury said. “And we need facilities that help us recruit and retain top talent in the region – which goes hand in hand with our STEM efforts and North Dakota State University (NDSU) partnership.”

The new space offers a state-of-the-art environment for collaboration and independent work using leading technologies, similar to what Doosan Bobcat has done with its Acceleration Center in Bismarck, ND, a $28-million facility completed in 2014.

For more information, visit forconstructionpros.com/news/20863493

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PROVEN PERFORMANCE. PROVEN ROI.

Featuring a durable build and innovative design, our professional-grade Mini Skid Steers are equipped with everything you need to get the job done.

Learn more at ditchwitch.com.

©2017 The Charles Machine Works, Inc.

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6/13/17 2:56 PM

INDUSTRY UPDATE MILESTONES

JACK SHEA ANNOUNCES RETIREMENT FROM INTEMPO SOFTWARE

Following a distinguished career of over 50 years, Jack Shea announced he is stepping down from his role as a business development executive, though he continues to serve as a consultant at InTempo. He is well known for his role in ushering in the era of computerization across the rental industry.

Ritchie Bros.

Completes Acquisition of IronPlanet

Upon arriving at Taylor Rental as a Certified Public Accountant in 1973, Jack worked to computerize internal operations and to provide franchisees with better information. He founded Solutions by Computer in 1982, and the company was acquired by Constellation Software in 2008. In 2015, the company joined forces with a portion of Wynne Systems, also owned by Constellation, to form InTempo Software.

“Watching how this industry has grown and embraced technology has been incredibly fulfilling,” Shea said. “It has been a privilege to serve alongside such a passionate group of colleagues and customers, many of whom I have known for decades and come to count as close friends.”

Over 9,500 parts for outdoor power equipment!

Call 1.800.841.3989 or visit rotarycorp.com -

itchie Bros. has completed its acquisition of IronPlanet for approximately $758.5 million, subject to customary closing adjustments. The acquisition was financed through a combination of Ritchie Bros.’ previously announced senior note offering and secured term loan facility. The transaction is expected to be earnings accretive within the first year, excluding acquisition related costs.

The acquisition of IronPlanet accelerates Ritchie Bros.’ strategy of becoming a one-stop, multichannel company where customers can buy, sell or list equipment, when, how and where they choose – both onsite and online. Later this year, Ritchie Bros. will combine its online EquipmentOne brand with the IronPlanet DailyMarketplace, creating a harmonized brand offering called Marketplace E that gives customers more ways to set reserve pricing.

Ritchie Bros. also gains expanded growth capabilities in the oil and gas and government sectors. The company will be combining the Ritchie Bros. and IronPlanet sales forces in the U.S., Canada and Europe, in line with its strategy to provide customers a onestop, multichannel experience. Territory and Strategic Account Managers will be positioned as solution sellers and offer customers three main product offerings: RBA integrated unreserved onsite auctions; IronPlanet weekly featured auctions and Marketplace E, an IronPlanet solution. Mascus, Kruse Energy and GovPlanet will continue to remain as stand-alone businesses with stand-alone sales teams, given that they serve specialized customer segments.

R

©2017 Rotary Corporation. Rotary is a registered trademark of Rotary Corporation.

Available through servicing dealers & distributors.

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SKYJACK BUILDS A

• David Waldron has been appointed as managing director, Skyjack Financial Services;

Stronger North American Sales Team

• Alan Dengo has been promoted to regional vice president, East and Northeast Regions, Skyjack Financial Services; • Harry Botts joins as regional vice president, Central and West Regions, Skyjack Financial Services; • Josh Howard has been promoted to business development manager, East Region;

FOR 2017

Skyjack is growing a more competitive sales team for the North American market, with promotions and new hires Eric Liner, VP of sales aimed at developing stronger relationships with customers both nationally and regionally. The full list of its organizational changes includes: • George Fitchett and Mark Estock have been promoted to positions as senior vice president, national accounts; • Matt Tavianini has responsibility as regional vice president, Northeast Region;

• Angela Fortune joins as regional inside-sales representative, East and Northeast Regions.

“We are excited about these changes as they will all contribute to strengthening our partnerships with existing customers, capitalizing on new growth opportunities and maintaining the strong momentum we have established in the North American marketplace,” said Eric Liner, vice president of sales, Americas, Skyjack. “These structural changes allow Skyjack to work closely with customers in their regions and better support their needs and operations. With experienced sales professionals closer to the customers they serve, Skyjack can provide even more responsive customer services and enhance trust with local companies.”

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SAVE THE DATE

October 12, 2017 Miami Marriott Biscayne Bay

ACCESS, LIFT & HANDLERS

CONFERENCE &AWARDS2017

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

CONFERENCE SPEAKERS Nabil Kassam

Co-presenting with KJ Park, Noble Iron

Robert S. Messina Oshkosh Corporation

Donna Laquidara-Carr

Jim Green

Henry Kirn

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Giles Councell

Teresa A. Kee, CHMM, ASP

Ph.D., LEED AP - Dodge Data & Analytics

Associated General Contractors of America

GOLD SPONSORS

SILVER SILV ER SSPONSOR PO ONS NSO SOR OR SILVER

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United Rentals

AWARDS CALL A FOR ENTRIES F S the website for more details and to download entry See fo forms.

Deadline for submissions is Julyy 31,, 2017

REGISTER YOUR PLACE R O ONLINE TODAY SSUPPORTING UPPO ORTING G SSPONSORS PO ONSO SORSS

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ADVERTISER’S INDEX ADVERTISER..................................................................................PAGE Abbott Rubber Company.................................................41 Access, Lift & Handlers Conference.................................40 Allen Engineering Corporation.......................................24 Allmand Brothers Inc.......................................................13 American Honda Motor Co.............................................23 Barreto Manufacturing Inc................................................7 Baseplan............................................................................33 Copper Wire Stripper.......................................................41 Ditch Witch, A Charles Machine Works Company.........37 E-Z Trench.........................................................................39 Gehl...................................................................................25 General Pipe Cleaners........................................................9 Ground Hog......................................................................32 Horton Inc.........................................................................43 InTempo Software............................................................35 JCB Inc...............................................................................31 JLG Industries Inc..............................................................29 John Deere Construction Equipment................................5 Kohler Company.................................................................2 Kubota Tractor Corporation............................................44 Orion Software.................................................................34 Precision Components......................................................17 Rotary Corp.......................................................................38 Skyjack Inc.........................................................................11 Sotcher Measurement Inc................................................30 Sullair................................................................................36 Terex USA..........................................................................15 Thieman Hydraulic Tailgates...........................................30 Trask-Decrow Machinery.................................................41 Trojan Battery...................................................................27 TVH Parts Co.....................................................................26

CONTRACTOR’S HOSE & ASSEMBLIES • • • •

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Hydraulic Hose Pressure Washer Hose Plaster/Grout Hose Sand Blast Hose

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M E M B E R

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This index is provided as a service. The publisher does not assume liability for errors or omissions.

Recover copper and aluminum quickly and easily with these money making machines.

• All aluminum frame • Strip wire from 14AWG to 3” • Strip Romex cable 10 to 14 AWG • Strip solid core or stranded wire • Hardened one piece blade

Model CWS-1

• Blade made from tool steel • 1 HP motor with 56c frame • Blade easily re-sharpened • Fully adjustable wire guides • Strips 110ft per minute • Self feeding • Runs on 110 volts • 1 year warranty

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EYE ON RENTAL // B y

Dick Detmer

What to Do About

CHANGING CUSTOMER EXPECTATIONS Staying on top of developing trends can help you anticipate and meet your customers’ needs

R

ental companies need to accept and adapt to new ways of satisfying the needs of their customers. It’s not just what new, young customers want and expect that’s important, it’s what older and more traditional customers are now craving matters as well.

Many rental companies are not adjusting their methods of communicating with prospects and existing customers to reflect the expectations of today’s customers. For example, many employees are not truly selling.

They lack the ability to influence whether or not the prospect rents from their rental company. They can take the order if the prospect takes the initiative, but cannot build the order themselves. Remember, more than ever, today’s customers have the option to give their business to a different rental company, but also to buy the equipment they need for a onetime project at a cheap tool store.

It’s important to realize that dozens of items that once were almost exclusively rented are now more commonly purchased by customers at discount stores prevalent in many market areas.

Also, customers are increasingly unaware of the many benefits of renting instead of buying. One of those benefits is equipment operation instruction.

I remember how rental companies labored to make homeowner customers watch instructional VHS tapes back in the day. Some tried to force their customers to watch certain videos (such as floor sanding) before the customer would be allowed to rent the equipment. Few customers wanted to

spend the time to watch the video in the rental store. Even when customers were given a copy of the tape to take with them when renting the equipment, many didn’t want to take the time to actually watch it.

That’s all changed. Now, many rental customers eagerly seek instructional “You Tube” videos on their smartphones. The challenge is there are so

reduce manpower requirements, so it would be wise to investigate equipment with more labor-saving options and accessories.

Keep it fresh Contractors and other construction company decision makers are growing more intent on completing their projects in the shortest amount of time by experiencing the least amount of rental equipment downtime. In the past, loyal rental customers seemed to have more patience and were more forgiving when renting equipment that might have logged a few too many hours. I believe there’s been a gradual shift in where customers are now doing considerably more business with rental companies that have a fresher, more reliable fleet.

Some people think the younger generation is less likely to rent equipment than previous generations.

I don’t agree. I believe technology has sharpened their minds in many ways and that many of those who are the most tech “nerdy” are the gifted “mechanics” of today and tomorrow.

They are buying their own houses and they are learning the many joys and benefits of being a DIYer. And so, they will need the proper rental equipment that suits their individual needs.

Never assume you know what customers want. Even with so many customers providing online reviews, the best course is to continue asking customers for clues to satisfy their changing needs. ■

CUSTOMERS NOW WANT TO BE ON THE CUTTING EDGE.

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many internet videos made by amateurs showing improper (and downright unsafe) equipment usage. So, instead of hoping that customers stumble across a video that demonstrates the proper usage of your rental equipment, why not send your customer a link to certain manufacturer-approved videos and instructional materials? Check with your insurance agent to be certain this meets with his or her approval.

Another developing trend is the customer’s desire for more technology in the equipment they rent. Customers now want to be on the cutting edge and are gravitating to rental companies that stock superior solutions to their projects.

Increasingly, customers don’t want to merely complete their project. They expect to be “wowed” by equipment performance. For their part, contractors prefer to rent equipment that can

Dick Detmer is a nationally recognized consultant, lecturer and writer with over 35 years of experience in the equipment rental industry. For consulting, on-site employee training or to order one of his books, visit www.

DetmerConsulting.com. Dick can be contacted directly via his website, be emailing dick@detmerconsulting.com or by calling (309) 781-3451.

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Put our new variable fan drive in this

and it’ll sound more like this.

Reduce loud jobsite noise with our new fan and fan drive upgrade. The drive operates at variable speeds based on the ambient conditions. Meaning the fan only spins when it needs to, which turns down decibel levels and helps maintain engine and enclosure temperatures in cold weather. And no matter the engine, we have a custom Fan Drive Upgrade Kit that will work for you. Visit hortonoffroad.com to learn more.

Š 2016 Horton Holding, Inc. All rights reserved.

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SOME MASTERPIECES HANG ON A WALL. OTHERS KNOCK WALLS DOWN.

Built precisely. Works relentlessly. The world’s No. 1 selling compact excavators* feature zero and conventional tail swing, 20% higher lift and finely tuned Kubota engines. They’re part machine, part masterpiece and all Kubota. Locate your dealer today at Kubota.com/Construction. *According to 2014 OEM Off-Highway Research, Kubota has the largest compact excavator market share in the world. © Kubota Tractor Corporation, 2016.

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