Rental June/July 2023 by ForConstructionPros.com

AERIAL LIFT EQUIPMENT WHAT’S NEW WITH COMPACT LIFTS P. 22

June/July 2023

10/10 RENTAL Renter’s Review: Employees at Southern Sun Landscaping describe a recent rental experience and give insight on how other rental facilities can improve.

BUSINESS MANAGEMENT

PRIORITIZE CUSTOMER RELATIONSHIPS P. 16 Find the latest news at ForConstructionPros.com/RENTAL

SOUNDS ABOUT

LOUD AS THIS

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T AS

AD. Our new electric lineup made a lot of noise in Vegas. Which is impressive, since they cut noise in half while keeping the same power. That means you can work overnight or indoors. And we also built them to fast charge at a station, or recharge directly on the jobsite, because even small machines should deliver big results.

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VOLUME 45 ISSUE 5

JUNE/JULY 2023

Employees at Southern Sun Landscaping describe a recent rental experience and give insight on how other rental facilities can improve.

COVER: RENTER’S REVIEW: 10/10 RENTAL

BUSINESS MANAGEMENT

Prioritize Customer Relationships Meghan Boland of Boland Equipment Rentals (BER) explains how BER keeps its customer service strong.

CONSTRUCTION

Attachments Make for All-in-One Machines

IN EVERY ISSUE

A rundown of what rental companies need to know about offering attachments with their equipment rentals.

06 Everybody’s Business 08 Digital Hits

09 Market Watch

GENERAL TOOL

Troubleshoot Your Floor Grinder The top tooling and maintenance tips for concrete grinding and concrete polishing.

34 Rental Snapshot

35 Eye on Rental

AERIAL LIFT EQUIPMENT What’s Special with Spiders

Rental (ISSN 2375-9925, Print | ISSN 2471-7657, online | USPS 686-370) is published eight times per year: January/February, March, April, May, June/July, August/September, October/November and December by AC Business Media, 201 N. Main Street, Ste 350., Fort Atkinson, WI 53538. Periodicals postage paid at Fort Atkinson, WI and additional entry offices. POSTMASTER: Please send change of address to Rental, PO Box 3605, Northbrook, IL 60065-3605. Printed in the USA.

Compact and spider lift manufacturers describe what’s new in the segment and discuss how rental companies can capitalize on the equipment.

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

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The Benefits of Hook Lifts One expert provides three reasons rental companies should consider making use of hook lifts in their operations.

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28 New Products

Published and copyrighted 2023 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.

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EVERYBODY’S BUSINESS // BY SARAH WEBB swebb@ACBusinessMedia.com

A Rental

EDITORIAL Editor................................................................. Sarah Webb

RATING

o kick off this month’s column, I’d like to start with a question: How would you rate the overall customer experience of your rental store? The overall experience can encompass your pickup and drop-off processes, the state of your equipment, the appearance of your rental facility and signage, the intuitiveness of your website, the friendliness of your staff—and the list goes on. We asked all of those questions and more to the contractor behind this year’s Renter’s Review: Southern Sun Landscaping in Roanoke, Va. Overall, the company had a glowing review for its local rental center. You can find that story and glean tips on how to improve your overall customer experience on p. 12. In addition to our Renter’s Review story covering customer relations, our business management department digs into how one rental company keeps its customer service game strong (p. 16); our construction department discusses how rental companies can

@Deemerwha - adobe.stock.com

help customers choose the appropriate attachment (p. 18); our general tool department lays out how rental companies can help end users get the most out of their floor grinding equipment (p. 20); and our aerial lift equipment department details how adding spider lifts to an aerial fleet can increase rental companies’ revenue (p. 22). To round off the discussion on customer relationships, our columnist Dick Detmer describes how creating solid customer relationships can help rental companies increase their bottom line. I’m quite sure you, our readers, will find his advice useful— you can find his column on p. 35. And, you can find our Rental Snapshot (this time on Robertson Rent-All in Ontario, Canada) on p. 34. Circling back to my original question—how do you think your rental store holds up in the eyes of customers? Is there anything you do to enhance your customers’ experience? What improvements would you like to make? I’d love to hear your thoughts— and I’m sure your fellow readers would, too. Email your ideas to swebb@ acbusinessmedia.com or connect with me on LinkedIn by following the QR code below. And, look out for next month’s issue, where we will present our annual Business Survival Guide.

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swebb@acbusinessmedia.com Managing Editor ................................................ Gigi Wood gwood@acbusinessmedia.com Technology Editor....................................Charles Rathmann crathmann@acbusinessmedia.com

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

PRODUCTION Senior Production Manger............................... Cindy Rusch crusch@acbusinessmedia.com Art Director.......................................................... Willard Kill

ADVERTISING/SALES Brand Director................................................. Sean Dunphy sdunphy@acbusinessmedia.com Sales Representative..................................Megan Perleberg mperleberg@acbusinessmedia.com Sales Representative........................................Nikki Lawson nlawson@acbusinessmedia.com Sales Representative..........................................Kris Flitcroft kflitcroft@acbusinessmedia.com Sales Representative....................................... Tadashi Soma tsoma@acbusinessmedia.com Sales Representative..........................................Kristin Pride kpride@acbusinessmedia.com.

AC BUSINESS MEDIA Chief Executive Officer........................................ Ron Spink Chief Financial Officer................................. JoAnn Breuchel Chief Revenue Officer...................................Amy Schwandt VP, Audience Development.......................... Ronda Hughes VP, Operations & IT.......................................... Nick Raether Content Director............................................ Marina Mayer Director, Online & Marketing Services...Bethany Chambers Content Director, Marketing Services.......... Jess Lombardo Director, Demand Generation & Education........ Jim Bagan

CIRCULATION & SUBSCRIPTIONS PO Box 3605, | Northbrook, IL 60065-3605, Phone: (877) 201-3915 | Fax: (847) 291-4816 circ.rpn@omeda.com

LIST RENTAL Sr. Account Manager............................. Bart Piccirillo | Data Axle (518) 339 4511 | bart.piccirillo@infogroup.com

REPRINTS Megan Perleberg, mperleberg@ACBusinessMedia.com @RENTALMAGAZINE

@RENTAL-MAGAZINE

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@RENTALPNI Published by AC BUSINESS MEDIA 201 N. Main Street, Fort Atkinson, WI 53538 (800) 538-5544 • www.ACBusinessMedia.com

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Until next time! https://rnt.news/oqsiis

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THE LATEST ONLINE UNLOCK PREMIUM CONTENT Would you like to gain access to exclusive content to help better your business? Be sure to check out our premium content by following the QR code below. There, you will find more insight on the state of the construction and rental industries, telehandler maintenance tips and much more. And, if you have an idea on a web exclusive story that could help out your fellow readers, be sure to email Rental Editor Sarah Webb at swebb@acbusinessmedia.com. https://rnt.news/fbtd9c

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NEWS YOU CAN USE Would you like to stay up to date on the latest news across the rental industry but can’t wait for the next print issue of Rental magazine to come out? Be sure to subscribe to our e-newsletters— including Rental Watch, Rental Market Watch and Power Rental, just to name a few—using the QR code, so you can stay informed on what’s going on around the industry. https://rnt.news/58qmf9

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

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MARKET WATCH // KILOUTOU GERMANY JOINS SMARTEQUIP SmartEquip added Kiloutou Germany, a major subsidiary of Europe’s third-largest generalist equipment rental company, Kiloutou Group, to its global network. Kiloutou Group has been in the equipment rental industry for more than 40 years. The group’s network spans across seven European countries with 560-plus branches, serving more than 400,000 customers and offering an extensive equipment range in earthmoving, access, utility vehicles, tools and light equipment. By joining the SmartEquip Network, Kiloutou Germany will benefit from improved

service technician time savings, streamlined spare part procurement processes and increased equipment uptime. The platform will connect suppliers directly with the parts and service workflow of Kiloutou Germany’s locations, providing benefits to both sides. Suppliers will be able to provide real-time, equipment-specific service support at reduced effort and begin to receive electronic orders for parts and other items. With the addition of Kiloutou Germany, SmartEquip continues to strengthen its presence in the European market. https://rnt.news/ct1hfy

DODGE MOMENTUM INDEX FALLS 5.1% IN APRIL The Dodge Construction Network reported its latest Dodge Momentum Index, which tracks the dollar value of commercial and institutional projects in the earliest planning stages. Tracking these projects gives insight into future construction spending, usually about 12 months in advance. “On par with expectations, the Dodge Momentum Index continued to recede in April as economic conditions weakened and the uncertainty surrounding the banking sector persisted,” said Sarah Martin, associate director of forecasting at Dodge Construction Network. The index is now 16 percent below the November 2022 peak, Martin Dodge Data & Analytics said. Commercial building was down 8 percent, driven by slower activity in the office, hotel and retail sectors, while institutional building was up 0.3 percent. Building planning in education decreased, but that was offset by a rise in health care and amusement projects, according to Martin. https://rnt.news/dnqhf4

ARA FORECAST PROJECTS SOFTENING GROWTH The American Rental Association’s (ARA) quarterly forecast predicted that the United States equipment rental industry’s growth will soften but still grow. Last quarter, ARA members were asked about the current situation of equipment rental, and 18 percent of respondents believed the situation was getting better. This quarter, 32 percent of respondents indicated a more positive outlook with 86 percent of respondents reflecting a generally positive sentiment. “After talking with many manufacturers and operators at CONEXPO-CON/AGG and in the weeks after, it’s clear the headwinds are still there,” said Tom Doyle, ARA vice president of program development. “Inflation is still high, interest rates are still high and they may continue to rise, while issues remain with labor shortages @VladChorniy.stock.adobe.com and supply.” The most current projections indicate 7.6 percent growth in 2023 totaling $60.4 billion in construction and general tool rental revenue. As for 2024, a 3.1 percent revenue increase is now expected. Additionally, investment in the construction industry and construction employment approaches a record high. https://rnt.news/cvmdox

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JUNE/JULY 2023 9

ACBM Staff

MARKET WATCH // 2023 UTILITY EXPO REGISTRATION NOW OPEN The Association of Equipment Manufacturers opened registration for The Utility Expo 2023, which will take place Sept. 26-28 at the Kentucky Exposition Center in Louisville, Ky. Details of registration include: • R egister by June 16 and save 50 percent off the full registration price using code NEWS50. • V arious airlines are offering airfare discounts as high as 10 percent off for The Utility Expo attendees, and securing hotel accommodations through the official Utility Expo hotel block gives access to the show’s free shuttle service at all hotels along the shuttle route. • E ducation topics cover everything from aerial devices to vegetation management. • T he show will launch its mobile app this summer.

CELEBRATION OF CONSTRUCTION BRINGS POLICY AND THE PUBLIC TOGETHER For the first time ever, the construction industry’s best and brightest congregated on the National Mall in Washington, D.C., in a three-day “Celebration of Construction” an outdoor, opento-the-public event. “We’ve done field demos for construction equipment and agricultural equipment since 2016,” said Nick Tindall, the senior director of regulatory affairs for the Association of Equipment Manufacturers. The Celebration of Construction was about bringing the equipment and the companies right to their front door. On Sunday, May 14, the event kicked off. May 15 and 16 focused on visits from officials. https://rnt.news/3ek31z

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10 JUNE/JULY 2023

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IPAF NAMES 2023 INTERNATIONAL AWARDS FOR POWERED ACCESS WINNERS The International Powered Access Federation (IPAF) honored the winners of the 2023 International Awards for Powered Access (IAPAs) at a gala ceremony on 20 April at the H4 Hotel Berlin Alexanderplatz. The host location for the 2024 event was announced as Copenhagen, Denmark. “We had a fabulous set of entries across the various awards categories, and the competition was fierce,” said Peter Douglas, CEO and managing director of IPAF. “A very well-deserved congratulations to all the winners, and for all the companies or individuals shortlisted but not selected as winners this year, I hope you will enter the 2024 awards.” International Powered Access Federation There were 13 categories in the 2023 IAPAs program. The 2023 winners include: • A ccess Rental Company of the Year: Sunbelt Rentals, U.K. • C ontribution to Safe Working at Height: Nationwide Platforms, U.K. • T he Sustainability Award: Genie, U.S. • D igital Development Award: Alimak, Sweden, for its My Alimak customer portal

CALIFORNIA MAY EASE PHASE-OUT OF NON-ZERO-EMISSION FORKLIFTS AFTER 2026 BAN The California Air Resources Board (CARB) has proposed a new set of requirements for @SergeyBogdanov.stock.adobe.com fleet operators under a broader set of regulations aimed at achieving zero-emission forklifts by 2035. With this proposal, CARB is taking a comprehensive approach to reducing emissions from the industrial sector. CARB held workshops to discuss the Zero Emission Forklift Measure. Fleets would be subject to a model-year-based phaseout, affecting forklifts from model year (MY) 2025 and older. CARB discussed postponing the phase-outs for Class IV and Class V forklifts, which will begin in 2028 and 2030, respectively—not in 2026 as originally proposed. This means that these forklifts will have a 10-year and 13-year lifespan, respectively, before they need to be replaced with zero-emission models. https://rnt.news/9axvva www.ForConstructionPros.com/RENTAL

• E quality, Diversity & Inclusion Award: Vicki Allen, International Platforms, U.K. • I nnovative Technology Prize: Nationwide Platforms, U.K., Harness On, Phase 2 • M ast-Climbing Work Platforms and Hoists: Maber Hoist, Italy, MBC2000 transport platform • S cissor Lifts and Vertical Mast Platforms: MEC, U.S., MMAE16 vertical mast lift • S elf-propelled Booms and Atrium Lifts: Manitou, France, 160 ATJ+e electric boom lift • V ehicle and Trailer-mounted Platforms: Elliott Equipment Company, U.S., E150i truck mount • I PAF Training Center of the Year: Dayim Equipment Rentals, Saudi Arabia • I PAF Training Instructor of the Year: Anna Sarah Costa Morais, Mills, Brazil • A ccess International/IPAF Lifetime Achievement Award: Dante Fracca, founder of Hinowa https://rnt.news/vi2aou

CONSTRUCTION WORKERS LEARN HOW TO SAVE LIVES IN A BLEEDING EMERGENCY Bystanders and those on the scene are often the first to witness and respond to bleeding emergencies. Emergency services can take several minutes to arrive, and knowing how to stop bleeding in the interim may make the difference between life and death. Stop the Bleed is a nationwide campaign to raise awareness of the importance of controlling bleeding in emergencies. Launched in 2015, the @JohnAlphonse.stock.adobe.com campaign provides a range of resources, including online training modules, instructional videos and live training sessions to equip individuals with the necessary knowledge and skills to respond effectively to bleeding emergencies. More than 2.6 million people have learned these essentials through Stop The Bleed training. https://rnt.news/vn3qyk JUNE/JULY 2023 11

COVER STORY // BY SARAH WEBB, WEBB EDITOR

10/10 RENTAL Renter’s Review: Employees at Southern Sun Landscaping describe a recent rental experience and give insight on how other rental facilities can improve.

@Nuthawut.stock.adobe.com @TenWit.stock.adobe.com

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chieving a perfect five stars is no easy feat—and yet, that’s exactly what the local rental center for Southern Sun Landscaping in Roanoke, Va., did. “I’d give them a 10 out of 10,” says Andrew Grider, president of Southern Sun Landscaping, which provides mowing and maintenance, aeriation, design and snow and ice removal services to a commercial, residential and municipal clientele. “They’re always very polite. They answer any questions we have. We’ve rented a lot of pieces of equipment in our years of being in business, especially when we started out because we didn’t own as much. It’s important to use rental companies no matter what stage of growth you’re at in your company.” Grider and Andres Montiel, general manager of Southern Sun Landscaping, describe their most recent experience of renting a stump grinder from their local rental center. In doing so, they also offer insight into what other rental companies can do to provide top-notch service. THE PROJECT

For the project in question, Southern Sun Landscaping was servicing a residential property that needed four to five stumps removed. “The stump grinder definitely came in handy, rather than hand-digging and using chainsaws to get the stumps out,” Montiel says. “It saved us several man-hours.” Grider called to set up the initial rental, while Montiel dealt with the pickup and drop-off processes. Montiel had a more hands-on experience using the stump grinder in the field. Overall, the project took about a half-day to complete using the stump grinder. Southern Sun Landscaping had called on the rental center before for prior equipment rentals and knew the company would provide decent service for its next rental. FIRST IMPRESSION

Before anyone from Southern Sun Landscaping even set foot in the shop, Grider says the customer experience proved to be smooth due to the rental company’s easy-to-use website. “The nice thing about them is that most of their prices are online, so I typically don’t have to call into the rental center when I’m working out the pricing for our clients,” Grider says, noting that sometimes the odd piece of equipment isn’t listed, but the rental company makes it easy to call in and ask for a price if one is not listed and reserve the equipment from there. The pickup and drop-off processes were fairly simple, too, says Montiel, who picked up and dropped off the stump grinder in the same day. “Once they see me pulling up, they’re already walking toward the truck,” Montiel says. “They always help me load and unload.” While loading the trailer, the rental center employees asked Montiel questions such as how he wanted the equipment positioned in the trailer and whether he needed ratchet straps. “Once I’ve entered the center and go talk to the guys I normally talk to at the front desk

Southern Sun Landscaping’s local rental center provided the company with excellent customer service. Southern Sun Landscaping

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JUNE/JULY 2023 13

COVER STORY //

and pay, the equipment is already waiting in the back of my trailer,” Montiel says.

Additionally, Grider says creating relationships with customers is key. “Contractors know that a lot of times if they have a good repertoire with their local rental center, they’ll help make things happen for you,” says Montiel, upping the probability that the contractor will choose that particular rental center again for their equipment needs.

LAYOUT OF THE CENTER

In addition to easy pickup and drop-off processes, Montiel says the rental center itself is intuitive to navigate—helpful for potential clients who may not have entered the store before. “You can just look around their layout and really figure out where everything is on your own, but the majority of the time, the rental center staff is already getting it for you,” Montiel says.

Before Montiel departed the shop, he says rental center employees asked him whether he was familiar with using a stump grinder and gave him a rundown on its safe operation. “They always ask me if I’ve used the piece of equipment before and give me the proper, basic information that I would need to operate it,” Montiel says. Montiel says he appreciates this because despite his tenure in the landscaping industry, he doesn’t know the ins and outs of every single piece of machinery. “I’ve been doing landscape for quite some time now, but there are still tools that I’ve never used before,” Montiel says. “The rental center staff are just always polite and always making sure everyone stays safe using the equipment.” Although Montiel had used a stump grinder before, he recalls the education he received the first time he rented one. “They showed me step by step how to use it, and they even turned it on for me,” Montiel says. “They let me know how things run and said that if I have any questions, I can give them a call, and they will run through it all again for me.” Not only does the rental center ensure its customers are familiar with the equipment, but it also makes sure it’s renting out quality and clean equipment, Montiel says.

Southern Sun Landscaping

EQUIPMENT FAMILIARITY

The client’s landscaping after Southern Sun Landscaping removed excess stumps.

For other rental companies looking to step up their customer service, Grider says it helps if rental companies build in the price of attachments. “We have a skid-steer and an excavator, but we don’t buy all the attachments for them because they’re expensive,” Grider says. “So, a lot of times, we’re renting out those attachments that we don’t regularly use that often, and it actually ends up being less money than if we were to buy it. My advice for rental companies would be to make sure that piece of rental equipment has a built-in attachment price that you’re charging the customer.”

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Southern Sun Landscaping

LESSONS TO BE LEARNED

Southern Sun Landscaping had a residential client who needed four to five stumps removed from the yard.

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CHECK OUT PAST RENTER’S REVIEWS 2022: No Pressure Rental The backstory: Rental Publisher Sean Dunphy rented a pressure washer at a local hardware store. https://rnt.news/i1redp 2021: Trailer Rental Goes Off Without a Hitch The backstory: Previous Rental Editor Alexis Sheprak rented a car trailer to help her father pick up his convertible. https://rnt.news/leji8c 2019: A+ Rental Marred by Lack of Accountability The backstory: Then-Editor Jenny Leschohier rented a walkbehind trencher for her coworker’s son, who wanted to install 50 feet of gas and electric lines from his house to his garage. https://rnt.news/js0kt9

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2018: Beware the ‘YouTube Effect’: A Cautionary Tale The backstory: Then-Editor Jenny Leschohier investigated repairing her old and uneven asphalt driveway, specifically an 8-foot by 4-foot area. https://rnt.news/f0w7qi 2016: A Tale of Two Rentals The backstory: Then-Editor Jenny Leschohier helped a friend who wanted to build a playset in their backyard. https://rnt.news/ktgjaq 2013: Can You Handle the Homeowner? The backstory: Then-Editor Jenny Leschohier rented a concrete grinder to remove worn-out sealant on her patio. https://rnt.news/c9bwpe

JUNE/JULY 2023 15

BUSINESS MANAGEMENT // BY SARAH WEBB, EDITOR

Top 5 Ways to PRIORITIZE CUSTOMER RELATIONS Meghan Boland of Boland Equipment Rentals (BER) explains how BER keeps its customer service strong.

t Boland Equipment Rentals (BER), customer service isn’t a “nice to have.” It’s a “must-have.” “As a small company, we are able to capitalize on our relationships with our customers. As they grow and see success, we can share in that with them by supporting their project needs,” says Meghan Boland, operations manager of BER, which is based in Hackensack, N.J. “As a company, we are very customer service focused.” BER offers short- and long-term rentals of articulated Ub’s, hi-rail trucks certified for railroad use, bucket trucks, telehandlers, aerial work platforms and more. Boland explains how BER prioritizes customer relationships—and keeps that priority top of mind, no matter what the season.

Creating that professional image includes clean and working equipment and rental facilities, welcoming staff and a clear and polished website. For example, BER makes its message of customer service visible on its website: “Boland Equipment Rentals is a second-generation, family-run company. We care about our customers. Service is the keystone of our business.” 3. MAKE IT EASY FOR THE CUSTOMER

A third factor involved in achieving high-quality customer service comes in the form of streamlining operations to make customers’ lives easier. “We want to make sure we are providing quality equipment on time,” Boland says. “Our goal is to make our customers’ lives easier. This past year, we focused on creating strong foundations with our customers and training our employees so that (message) comes through with each rental.”

1. CLEAR LINES OF COMMUNICATION One way BER keeps customer relations strong is with clear and open communication. “We want to develop a unique relationship with each customer so that they continue to use us,” Boland says. “We have customers that have been renting from us for many years; they become family over time. You learn about their milestones both personally and professionally. It makes business fun and enjoyable.” With such a personal touch with service, it’s no wonder why customers keep coming back.

4. CONTINUE TO MAKE CUSTOMER SERVICE A PRIORITY

Just like BER has made customer service a “must-have,” the company ensures that it’s not a “one-and-done” item that can be checked off the list. Rather, it’s a continual, developing process. “As a smaller business, customer relationships help you stand out from the competition,” Boland says. “You’re able to have that personal connection with each customer that larger companies simply cannot support.” She also notes that without customers, there is no business—yet another reason to keep customer service as a high-priority item.

2. A PROFESSIONAL IMAGE

In addition to making each and every customer feel at home in BER’s rental facility, the organization does its best to maintain an inviting image, one that would entice potential customers to rent from the organization.

5. RELY ON CUSTOMERS FOR FEEDBACK

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Once strong foundations have been created with customers, rental companies can lean on those customers for both industry insight and improvement suggestions. “Talk to your customers as much as possible. Hearing from the customer directly is where you learn the most about your business,” Boland says. “You’ll learn about areas to improve and areas where things are working well. Oftentimes, customers have great ideas that will benefit other customers, too.”

www.ForConstructionPros.com/RENTAL

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CONSTRUCTION // BY SARAH WEBB, EDITOR

All-In-One Machines A rundown of what rental companies need to know about offering attachments with their equipment rentals.

or contractors, adding attachments to a machine transforms it from a one-and-done piece of equipment to multifunctional tool—a Swiss Army knife of sorts. “One saying is that a skid-steer without an attachment is nothing more than a rough ride,” says Shane Reardon, national account sales manager at Bobcat Co. “Attachments can be something as simple as a bucket or a set of pallet forks, but you can’t accomplish much without attachments on the machine.” So, what attachments should rental companies be offering their contractor customers? Experts from John Deere, Bobcat Co. and Case Construction Equipment discuss what rental companies should know about attachments so that they’re hooked in to their customers’ needs when the time comes.

Some attachments customers ask for can be as simple as a bucket.

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THE OPPORTUNITIES

Increasing contractors’ ability to complete more jobs is one plus of rental companies offering an assortment of attachments. “Having a variety of attachments for a given machine will increase revenue because the customers can bid different jobs without having that out-of-pocket expense of buying that attachment,” says Gustav Krejcha, product manager, construction attachments, Case Construction Equipment. “One or two attachments might replace a handful of people. That attachment doesn’t call in sick. That attachment doesn’t take breaks. It’s about the versatility of that one machine.” Attachment rentals can also increase rental companies’ bottom lines, especially if they’re looking to entice smaller customers with attachment rentals. “A lot of rental companies want to

differentiate themselves, and we’ve seen a shift of looking at smaller customers, with a lot of people wanting to be more self-sufficient,” says John Doyle, partnered products marketing manager at John Deere. “There are a lot of opportunities for attachments in that space.” WHAT TO CONSIDER

Before deciding on what attachments to offer, rental companies should consider items such as the warranty offerings to ensure they protect their investment, seasonal needs and regional requirements, according to Reardon. “If you’re living in a climate with a lot of snow, for example, offering snowblowers or snow blades may boost revenue,” Reardon says. “Rental houses get to know their area well, so they can build relationships with their customers, and that drives business as well.” To determine how many attachments they’ll need, Reardon Bobcat Co.

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EDUCATE CUSTOMERS

Getting to know the customer is key when it comes to figuring out what type of attachment would best suit their needs. To do so, rental companies can ask questions such as: ■ What will the job entail? What are you trying to accomplish? ■ What type of equipment will you be using? ■ What functions will the machine performing? ■ What’s the horsepower on the machine? ■ What sizes of the attachment will you need? ■ What’s the hydraulic flow of the machine? ■ What kind of hitch will you be using? ■ What class machine are you using? ■ If you’re using a trencher, are you trenching in a line? What size teeth with you need? Do you have the correct chains? These types of questions will help rental houses determine what attachments are appropriate, as well as what size components are needed for the attachment (such as clamps and bits). “That way, rental companies can tailor fit not only the machine, but also the attachments that go with it,” Krejcha says. “Educating the customer will enable the rental company to offer different attachments and also decrease the number of man-hours the customer

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will need on the jobsite.” Doyle points out that general contractors may not need as much education as a “weekend warrior” customer that comes into the rental shop. “For someone who is more of a property owner, they’re not as equipment savvy,” Doyle says. “They might even be first-time equipment owners, so it’s up to the rental company to understand what they have to offer. Don’t make it intimidating but make an effort to understand what they’re trying to do. Create an environment in the store that’s inviting to those type of customers as well.” Ensuring customers walk out of the rental store with the correct attachments does two things: It helps the rental company protect their equipment against additional wear and tear by abuse, and it protects the end customer by making sure they’re using the machines safely and efficiently. “For example, if a skid-steer doesn’t provide the right amount of hydraulic flow, the attachment won’t work well, and the contractor won’t get the job done in a timely manner,” Doyle says. HOW TO CHARGE

Once rental houses are set on what type of attachments are needed, the question becomes how to charge. Krejcha says some companies may opt to charge for the machine and attachments as a package. “They can have a set package for landscaping or a general construction package, with maybe three attachments,” Krejcha says. “From there, they can add on ad hoc attachments if needed. That’s a really good way for the rental companies to increase their sales without having a knee jerk reaction by the customer (on price).” Reardon mentions that rental companies can charge more upfront for

John Deere

recommends rental companies keep a “missed rental” log to see where they’ve lost business due to not having a given attachment. “By tracking this, they can evaluate if it’s a smart business decision to purchase the attachment based on demand,” Reardon says.

Rental companies should ask their customers about the intended job to recommend the appropriate attachment for them.

specialty attachments. “Rental rates will vary from state to state, but the more specialized the attachment, the more you paid upfront for that purchase, the higher the rental rate you can charge the customer,” Reardon says. SPECIALTY ATTACHMENTS

In addition to conventional attachments, rental companies can also offer high-dollar specialty attachments such as forestry cutters or demolition attachments. “Those will be for your niche customer,” Reardon says. “If a rental house does have a specific attachment, it’s a good win because they can rent that attachment for the week.” Rental companies should also understand what attachments competitors are offering. “If there’s a gap in your market, evaluate how regularly an attachment would need to be rented to understand if it would be profitable for your business,” Reardon says. “Then you could become the go-to rental business for that attachment, further growing your overall business opportunities.”

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GENERAL TOOL //

Troubleshooting

FLOOR GRINDERS Tips on how rental companies can help their contractor customers troubleshoot floor grinders.

hen working on any surface preparation job, rental companies want to help contractors make the most of every moment on the jobsite so that they can meet both the deadline and the client’s expectations. If that contractor arrives to a site to grind a floor and learns that the concrete is covered, the machine doesn’t work or it damages the floor, it can be frustrating. Machine downtime can increase costs for the contractor and increase the risk of missing deadlines. The more rental companies can do to prepare their machines before they arrive on-site, the better. While many flooring covering options are long lasting, in some applications, the most durable, cost-effective and aesthetic flooring option can be the concrete substrate itself. Concrete floors are now a popular choice in a range of applications, including parking structures, warehouses, commercial facilities and residential basements. Turning concrete from a substrate intended to be covered into an appealing floor requires one to grind and polish the material to flatten, smooth and remove any imperfections. When working on a polished concrete floor, contractors must take

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nikkytok@stock.adobe.com

extra care. Any mistakes will be visible in the final floor. So, how rental companies can ensure their contractor customers get the most out of their grinding equipment and deliver a polished concrete floor on time and to a client’s expectations? CHOOSE THE RIGHT TOOLING

One of the most common reasons equipment isn’t delivering the expected results is that the contractor has not selected the right tooling. Every surface preparation job is different, so before starting any work, contractors should visit the site to understand what is already adhered to the concrete, the current state of the material and the desired finish. From there, the rental company should ask questions of the contractor to help him or her choose the appropriate equipment. These will help determine the steps and tooling required to complete them. For example, there may be adhesives or coatings that require contractors to scrape the floor before grinding. The desired finish will determine the concrete surface profile (CSP) required. If the floor requires a coating,

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contractors may need to prepare the substrate to a higher CSP so the covering will adhere.

No matter the required result, when grinding a floor, rental companies should advise contractors to use less aggressive tooling and work their way up. Starting off with a more aggressive tool to remove any bumps or thin coatings may speed up removal, but it may also damage the concrete, making it more difficult to deliver an appealing polished floor to the client. Alternatively, it’ll take time and money to fix the mistake. Carbide chips, for example, can remove paint or left over adhesive from previous coverings, by scraping the concrete without digging into the material. Then, contractors can start using polycrystalline diamonds or other diamond tools. Starting with diamonds with a lower grit, which are less aggressive, contractors can keep increasing the grit of the tool until they reach the required result. These diamonds come in three main forms: soft, medium and hard. To match the matrix, contractors should use soft bonded diamonds on hard concrete and hard bonded diamonds on softer concrete. This ensures that contractors expose the diamonds on the tool at the correct rate to deliver the required CSP. TROUBLESHOOTING

If the floor is properly prepared for grinding and polishing, the tools are right for the application, but contractors still aren’t seeing the results they expect, rental companies can suggest other steps to make the most of the grinder. Adjust the speed to the requirements of the job. For example, if a contractor needs to remove adhesive,

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National Flooring Equipment

DON’T GET AGGRESSIVE

There are several steps rental companies can take to ensure their customers get the most out of their floor grinders.

he or she should grind at a lower speed because higher speeds create friction and require higher force on the machine. The more friction there is, the more heat is generated, increasing the risk that the adhesive on the floor will melt and become difficult to remove. Contractors can even add ice to the floor and wet grind to make this easier. When polishing concrete using diamonds, increasing speed adds weight to a machine and creates the friction needed to ensure the tooling stays in contact with the concrete, delivering a cleaner profile. If the tool isn’t aggressive enough, contractors can also add attachable weights to their machine. Taking time to find the sweet spot ensures contractors are working efficiently but not so fast that they skip over some of the material. Machine issues can also cause downtime once on-site, so regular maintenance is key. Rental companies should be sure to clean the underside of a grinder after any job to help keep

dust from one site negatively impacting the next. Rental companies can also look at the state of specific tooling on the machine before renting it out. This may look different depending on the machine in use. Keeping instructions on fixing the belt and necessary tools for maintenance on-site will make it easier to get the machine back up and running. Delivering projects on time and to specification helps contractors build trust with customers and confidently pitch for larger projects. Taking the time to prepare the right machinery and tooling before the work begins and knowing how to efficiently complete the work while still delivering quality work can help rental companies’ contractor customers maintain uptime and reduce costly mistakes.

Tom Griffin Major Accounts Manager National Flooring Equipment

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SECTOR REPORT: LIFT EQUIPMENT // BY SARAH WEBB, EDITOR

COMPACT

LIFTS 101 Experts explain how rental companies can add compact lifts to their fleet and dive into the benefits of doing so.

ompact lifts, atrium lifts, compact crawler lifts, spider lifts—no matter what you call them, these types of lifts have been taking up conversation space in the rental segment as of late, despite their relatively smaller size. “Traditional aerial work platforms were limited by their size, weight and maneuverability, making them less suitable for accessing tight and complex jobsites,” says Tom Schneider, vice president of operations at Tracked Lifts. “Spider lifts, also known as tracked or compact lifts, have emerged as a gamechanger in the industry. This evolution has revolutionized the way tasks such as tree care, construction, maintenance and inspection are performed, enabling safer and more efficient operations.” Compact lift providers describe why these types of lifts have increased in popularity in recent years and explain why they can be a beneficial addition to rental companies’ fleets. WHERE IT STARTED

Before gaining traction in the U.S., compact lifts first gained popularity in Europe due to their small footprint and accessibility. “This type of lift became very popular in Europe in the 1980s and 1990s, primarily because they take up less space, and if you look at the old towns in Europe, they have courtyards and narrow streets,” says Ebbe Christensen, president and CEO at Ruthmann Reachmaster North America. “The other side of it was because of the preservation of buildings. A lot of the buildings still had a single door instead of a double door, so you’d need a smaller machine to get through and inside to renovate or work on atriums.”

The machines started to be seen U.S. in the early 2000s, despite some early hesitation. “The main problem was that they require more training,” Christensen says. “Unlike with mainstream scissor or boom lifts, with compact lifts, rental companies would have to deliver more training to customers. Plus, we also have more space in our cities here than in Europe.” However, Christensen notes that after the 9/11 attacks, many buildings required checks on their interior safety systems. “It was checking things like exit

lights, sprinklers or things positioned above stairs that, in the past, would not be checked regularly,” Christensen says. Additionally, by 2005 and 2006, some rental companies came around to the benefits due to the lifts’ smaller footprint and ability to be used indoors. “Because they have a track system, they can be used both indoors and outdoors,” Christensen says. “Another big differentiator is that they can go through a single door.” For areas such as airports, convention centers, museums, train stations, sports arenas and concert venues, that singledoor access is key. Schneider agrees. “Their ability to navigate through narrow spaces and rough terrains makes them highly versatile and

 Spider lifts are ideal for accessing tighter, confined areas indoors.

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suitable for a wide range of applications,” Schneider says. “Additionally, spider lifts often come equipped with features like nonmarking tracks, compact stowed dimensions and environmentally friendly power sources, enhancing their appeal.” Christensen adds that many compact lifts are used for maintenance tasks, as opposed to construction jobs. “The spider lift caters more to the maintenance side, so rental companies can establish a lot of repeat business,” Christensen says. “For example, if someone is washing windows on a building inside or outside, that building will likely have that need at least twice a year. Whereas, with construction jobs, equipment is hot during the construction season, but it goes cold until the next season. With spider lifts, there’s much more repeat business and a much more steady revenue source.” All of these items combined to make compact lifts a viable addition to rental companies’ fleets. “Slowly but steadily, the rental companies started to see the value of it, and over the last 10 years, we have seen a big influx of players in the segment,” Christensen says.

increased popularity has come from the acceptance that the higher cost of the spider lifts is well worth the added safety and reliability they bring to the workers and the jobsite. With a correctly trained team, a spider lift offers increased capabilities and safety at every jobsite.” Rental company staff and customers should also understand that compact lifts can be more fragile than other lifts. “These lifts are designed to be very lightweight, so you can use these machines where you can’t use others, but the downside is that they’re not as sturdy as boom lifts or scissor lifts,” Christensen says. “So, rental companies need to adjust to the fact that they should do more training, including training about transport.” In addition to safety and operation training for staff and customers, rental companies should train their staff to understand the many applications in which compact lifts can be used. “Rental companies should assess the specific needs and requirements of their customer base,” Schneider says. “Understanding the industries and applications where spider lifts are most in demand will help rental companies make informed decisions about which models and configurations to acquire.” Finally, Schneider notes that it’s crucial to evaluate the maintenance and servicing requirements of these specialized lifts, ensuring the availability of trained technicians and necessary spare parts.

Spimerica

WHAT TO KNOW

TRENDS TO KEEP IN MIND

Perhaps one of the most important aspects of rental companies adding compact lefts comes with training. “Rental companies need to understand that spider lifts require a well-trained staff to both fit the right machine for the customer and to train and support the customer during the rental. The benefits of a spider lift come at a price of a different standard of support,” says Chris Collins, director of sales at Spimerica Access Solutions. “Their

One significant trend in the compact lift segment is the increasing demand for electric-powered spider lifts, according to Schneider. “As environmental concerns grow and regulations become stricter, there is a rising preference for eco-friendly equipment,” says Schneider. “Electric spider lifts offer reduced noise levels, zero emissions and improved efficiency, making them an attractive choice for various industries.” One benefit of the electrification trend, Christensen notes, is that it’s not new to the compact lift market. “As we see more cities being forced to go electric, that’s not a problem for the compact lift segment because we started with lithium systems long ago,” says Christensen, adding that despite the various benefits of electric systems, it’s crucial that rental companies remind their customers to charge the equipment overnight. “In 2010, we had a machine

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JUNE/JULY 2023 23

SECTOR REPORT: LIFT EQUIPMENT // that had both systems—batteries and a combustion engine. That became a big deal for rental companies because they could use the batteries indoors.” Another trend is the integration of advanced technologies in spider lifts, such as remote control capabilities, enhanced safety features and telematics systems for improved fleet management, Schneider says. Christensen agrees. “These types of features can help prevent accidents and prevent overloading,” Christensen says. Also, from a service point of view, it’ll become more normal to see machine diagnostics via internet or phone. “That will save money as far as bringing the lift back to the rental store because you can remotely go into the machine and see what was an operator error,” Christensen says. HOW TO OFFER THEM

schedule customer events at their facilities to show firsthand the equipment’s capabilities. Additional ways to educate customers on new compact lift offerings include updating marketing materials, such as websites, brochures and social media platforms; collaborating with industry associations; and engaging in targeted advertising campaigns that can further raise awareness and educate customers about the availability of spider lifts for rental, according to Schneider, Christensen says that rental companies’ sales staff can also increase compact lift rentals by zeroing in on all the potential work scenarios for compact lifts in their locale. For example, during training presentations, Christensen encourages rental companies’ sales staff to brainstorm potential applications they may not have initially considered such as swimming pools, churches and factories. “All of a sudden, the light goes on, and we can generate 20 to 25 leads right there,” Christensen says. “Sales staff needs to understand who their customers are. Just because you buy a spider and put that in your lot, that doesn’t mean that the phone will ring.”

Ruthmann Reachmaster

Because of their versatility, ability to access confined and challenging spaces and ease of use (after training), compact lights are highly sought after, Schneider says. “That all means quicker setup times and increased productivity on the jobsite, keeping customers happy and potentially bringing them back for more,” Schneider says. “Plus, with their compact size and lightweight construction, transportation costs are reduced, saving rental companies some cash. By diversifying their equipment offerings with spider lifts, rental companies can attract new customers and tap into a wider range of applications. This means more revenue and a bigger slice of the market.” Rental companies should also be aware that spider lifts can offer boosted profits due to the higher rental rate. “Spider lifts will offer rental companies more profitability because of the higher rental rate they receive for them and their ability to help complete tough jobs faster than the more traditional way those same jobs were completed,” Collins says. To let potential customers know that spider lifts are available for rent, Collins recommends that rental companies provide demonstrations to general contractors, property management companies, painting companies and commercial electricians. Collins says rental companies can also Atrium lifts can access difficult-to-reach indoor areas.

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The MOST

DIVERSE LINEUP

in North America (from 55ft up to 170ft)

• Touch screen technology for simple set up and diagnostics • Wireless remote • Non marking tracks • One button for auto level stabilizers • Very convenient “go home” feature that brings the unit back to the stowed position.

Industry Leading 2 YEAR FULL WARRANTY and 5 YEAR STRUCTURAL

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R E F e r A o S and m IVE

Tfore! UC D e b O r e PR ev than

info@spimerica.com | 855-SPI-BOOM

SECTOR REPORT: TRANSPORTATION & TRAILERS // Hook lifts can be a versatile solution for a variety of applications.

HOOKED IN Three reasons rental companies should consider making use of hook lifts.

hook lift assembly is used to lift containers and other bodies on and off of a truck for easy, secure transport. Yet, there’s so much more that makes hook lifts a versatile piece of equipment, separates them from cable hoists and makes them the highproductivity choice in industries such as landscaping, construction and more. Whether you’ve been using a dump truck or a roll-off cable hoist, or if you’re simply looking for a way to get more productivity and efficiency out of one truck, check out these three things to know about hook lift hoists.

Stellar

and supplies. By swapping different bodies, a truck equipped with a hook lift can serve multiple purposes, enhancing versatility and saving costs. The list goes on and on for a wide range of industries. In fact, more than 100 different uses for a hook lift have already been established, and the list gets longer every day. Need to haul a concrete mixer? Use a hook lift. Want to transport a skid-steer? Use a hook lift. With its incredible usefulness, a hook lift offers an outstanding return on investment because you can do more with one truck. 2. IT’S THE “YES, YOU CAN” TRUCK

1. UNMATCHED VERSATILITY

When a business adds a hook lift hoist, productivity rises. In a single week, a rental company can benefit from a hook lift in several ways. It enables easy transportation of equipment like loaders, mowers and excavators between jobsites, making loading and unloading onto flatbeds a breeze. Additionally, the hoist facilitates the delivery and removal of bulk materials such as soil, mulch and rocks, streamlining the process and reducing manual labor for landscape contractors. The hoist is also useful for waste disposal of logs, branches or hardscapes, allowing a landscape company to load and transport waste containers or dumpsters efficiently. What’s more, it provides a convenient solution for storing and organizing equipment

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You probably know someone who always seems to figure out a way to get something done. A hook lift is the truck version of that person. In addition to the wide range of containers, bodies, platforms and more that give hook lifts their versatility, they’re also the truck of choice when customers come along with a project. For instance, if there’s a load that needs hauled, and you don’t already have a body for it, you can mount it on a skid or sled, a skeleton understructure to any truck body, and pull it right onto your hook lift. If a company has been hiring someone to haul away debris containers, a hook lift lets that company handle it without investing in a specialized truck. Does a customer need to run the chipper? Grab the chipper

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body and go. Have a job come up where a customer needs a mixer for curb work? They can rent a body for a morning and use the hook lift. In fact, hook lifts are popular with rental companies for that very reason. They can keep several bodies on the lot while just buying one truck chassis, so when a customer calls, asking if they can do something, you as the rental company can say, “yes, you can,” put on the proper body or platform and serve the customer to perfection. Or you as the rental company can use the hook lift to deliver equipment or haul containers packed with materials. 3. HIGH PRODUCTIVITY

Because hook lifts are so versatile,

one truck can do the work of three. That means the utilization of your purchased and insured truck remains very high. You only have to pay for one driver, too, which not only saves money but also saves headaches that can come with today’s shortage of CDL drivers. Uptime is essential, and hook lifts provide easier maintenance schedules. If you have more than one hook lift, each truck is capable of doing the job of any truck that may be in the shop. That makes it a breeze to schedule routine maintenance as well as handle any emergencies. The savings are big in the long term, too. Rather than having the major expense of completely replacing an aging truck, you can replace the

chassis and still use the bodies you’ve already paid for. You’ll have a lower capital expense, and you can get right back to work without time lost for setting up a new truck. Rental companies can get started by getting the hook lift and body type needed. Then they can add containers and other body types whenever more needs arise. That way, there’s just one truck, but it will feel like a fleet.

Tom Feverston Director of Demountable Sales Stellar

AIM FOR THE SKY WWW.TVH.COM

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46 million parts and counting at all of our 15 strategically located distribution centers to keep your mobile elevating work platforms, telehandlers, and all of your industrial equipment running at their best.

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new

PRODUCTS

 JLG AE1932 AllElectric Davinci Series Scissor Lift The AE1932 from JLG is an all-electric scissor lift in the Davinci Series with with zero emissions, resulting in clean, quiet operation. Features include: • Powered by lithium-ion battery • 19-foot platform height and 32 inches wide • Platform capacity of 600 pounds, both indoors and outdoors • Compliant to A92.20 standards • Travels two times faster than a standard scissor lift

 Makita GCU04Z Chainsaw

• Each wheel is controlled independently for reduced tire wear and limits damage to sensitive flooring

Makita’s 40V max XGT Brushless 18-inch Chainsaw (GCU04Z) for landscaping, land clearing, forestry and trimming applications features zero emissions, low noise and less maintenance. The chainsaw is powered by one 40V XGT 5.0-Ah battery and features a Makita-built brushless motor. This tool is equivalent to a 42-cc gas chainsaw. The GCU04Z has an 18-inch guide bar and Makita-built motor with a variable-speed trigger that delivers 0 to 5,020 fpm for powerful cutting speed. It has zero emissions and reduced maintenance: There’s no engine oil to change, no spark plug to replace and no air filter or muffler to clean. And, there’s no need to drain the fuel for storage.

• Conducts self-diagnostics and allows systems tests from mobile phones • Comes standard with QuikFold rails and JLG Mobile Control

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 Stellar NXT52 Hooklift Stellar’s NXT52 Hooklift, a 52,000-pound capacity hoist, is a lightweight unit capable of loading, unloading and dumping various truck bodies. The hooklift features a Z-channel base design and universal body latching system. This system has outside locks that can be moved by loosening the clamp bolts, repositioning and bolting back down. This feature allows the operator to position the body locks in specific locations to accommodate body locks that may not be in the correct spot. The versatility of this system eliminates the need to cut locks off, reweld or repaint.

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 Atlas Copco B-Air 185-12 Portable Screw Air Compressor The B-Air 185-12 by Atlas Copco features five to 12 bars of pressure, a stable flow rate of 5.4 to 3.7 m3/min and 55-kWh battery storage capacity. It’s independent of the need for fuel or a local power source to plug into and has the capability to perform for up to a full typical work shift. In turn, it provides portability for those working on sites where regular access to electricity is not practical. It only needs to be serviced every 2,000 hours.

https://rnt.news/haubx0

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 Milwaukee Tool PACKOUT Modular Storage System Solutions Milwaukee Tool added eight new shop-focused solutions to the Packout system, all featuring modularity with the Packout Wall Plates. The new solutions include the following: Magnetic Rack, Magnetic Bin and Large Magnetic Bin, Compact Wall Basket, 4-inch Single Straight Hook and Seven-Hook Rack, Belt Clip Rack and Long Handle Tool Holder. With the addition of the new Packout Shop Storage solutions, the Milwaukee Packout Modular Storage System now has more than 75 solutions for users to choose from to fully customize their storage on the jobsite, in transit and in the shop, making Packout a versatile and durable modular storage system.

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 Metabo HPT 18V Cordless Narrow Crown Stapler This brushless stapler is compact and lightweight at 4.4 pounds, enabling the tool to fit in tight spaces and facilitate work on overhead applications. It can drive two staples per second with zero ramp up. This product features Metabo HPT’s Air Spring Drive Technology for installing soffit panels, setting underlayment or aluminum flashing, assembling cabinets and tackling various trim work. Drive up to 1,000 0.25-inch crown staples per charge with the included 18-volt 2.0-Ah battery featuring a fuel gauge. It accepts 0.5-inch to 1.5-inch 18-gauge narrow crown staples.

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 Magni RTH 6.30 The Magni RTH 6.30 Rotating Telehandler is designed for lifting, elevated operations and transport on construction sites. This machine offers a maximum lift height of 98 feet, with a maximum lift capacity of 13,200 pounds and a maximum lift height capacity of 5,500 pounds. Powered by a Volvo TAD572VE Tier 4 Final engine, the 6.30 offers four-wheel drive for stable operation in rugged work areas. The four-cylinder, diesel engine delivers 218 hp. This telehandler can travel at a maximum speed of 25 mph. The 6.30 offers the same dynamic features as all Magni models, including 360-degree rotation. Over 100 attachments provide users with several machines in one, including a telescopic forklift, rough-terrain crane and aerial work platform.

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 Earthwave’s FleetWatcher Anti-Theft Features FleetWatcher, a telematics platform from Earthwave Technologies, now includes features to prevent theft and aid in equipment recovery. The platform’s GPS technology allows users to see where any piece of equipment is at any given time, while an included proactive unauthorized use feature alerts users if equipment is started after hours. This proactive feature gives users a heads up that the equipment was started when it shouldn’t have been and allows users to alert the police. In addition, a breadcrumb feature shows the machine’s location activity in real time and every minute if the machine is being towed. The information is available from a browser or a mobile device.

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PRODUCTS  IronCraft Redesigned Forestry Disc Mulcher IronCraft redesigned its Forestry Disc Mulcher, which is capable of eradicating 6-inch to 14-inch diameter materials and standing or felled trees. A 60-inch fully machined disc includes 44 beaver teeth located on the top, bottom and perimeter of the disc, with five additional beaver teeth located on the inside of the deck for mulching capacity. An angled throat design guides material into the mulching chamber to support the shredding of brush. This mulcher is available with either a 150-cc motor that requires 32 to 44 gpm of hydraulic flow or a 200-cc motor that requires 45 to 60 gpm of hydraulic flow. All models feature a 1-inch hinged deflector and 0.375-inch-thick deck with reinforced sides.

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 Mecalac Multifunctional Compact Loader Line Mecalac’s line of compact loaders is comprised of six models, including the MCL2, MCL4, MCL4+, MCL6, MCL6+ and MCL8. The series offers performance for industries including agriculture, landscape, forestry, snow removal, utility and construction. The M-Drive and speed control features allow the loader to function as a tool carrier, providing control of RPM by hand throttle and speed via a foot pedal. This enables controlled operation of a wide variety of hydraulic attachments. Each MCL in the series has an option for auxiliary hydraulic lines on the boom and at the rear of the machine, as well as 12-volt three-pole plugs, allowing for the ability to use hydraulic attachments on either end of the machine. The MCL series maximizes attachment possibilities with 7.9 gpm flow on the MCL2 and MCL4 models and 15.9 gpm flow on the MCL6 and MCL8 models. Each machine has a 45-degree articulation that keeps the front wheels traveling in the same path as the rear wheels while driving. A 10-degree oscillation allows a stong follow up and maximum traction wherever the machine might travel, including on uneven ground. Each machine in the MCL series offers transportability between jobsites with low transport weight, which ranges

between 3,836 pounds and 6,283 pounds.

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 Western Global Fuel Tank Accessory Packages Western Global offers a range of accessories for its FuelCube and TransCube Global Fuel Tanks. Available plug-andplay fuel storage accessories include pumps, hoses and specialized accessories such as fire extinguishers, trailers and solar panels. Pump kit assembly packages include basic pumps, hoses and nozzles and deluxe options that include filter kits, hose swivels and digital meters. Western Global takes remote jobsites into account with remote power battery kits available for 12-volt pumps to operate where there is limited or no power. Operations can also customize their fuel delivery hoses with options, including soft-walled and arctic delivery hoses ranging from 12 feet to 50 feet, in addition to 50-foot marine hoses. Additional options include high-quality hoses with quick couplers for feed and return applications.

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FIRST LAYER

REMOVAL ALR’S and BIG STICKS CHISEL SCALERS

ALR and BIG STICK Air

powered Chisel Scalers use rapid hammering action and many different accessories to quickly remove all kinds of material from various surfaces.

TILE SHARK The Electric Floor Stripper removes soft glued down ﬂoor coverings from concrete and wood surfaces. It has an oscillating blade drive system that slices under the ﬂooring material making removal easy and quick. EDCO has products for all your Surface Prep needs.

TS-8 TILE SHARK FLOOR STRIPPER

edcoinc.com• sales@edcoinc.com • 800-638-3326

new

PRODUCTS  Cabin Cool Air Conditioning Solution for Open-cab Equipment The M100 is an air conditioning system designed to allow a heavy equipment operator to stay cool while working in an open-cab environment. Weighing only 50 pounds, the self-contained, compact unit is 24 inches long, 11.5 inches wide and has a height of 8 inches. The M100’s small electric heat pump with a fan will cool the air around the equipment by 25 degrees F. In other words, on a 100-degree F day, the unit will make 75-degree F air. The system provides up to 600 W of cooling power, even though it consumes less than 275 W of electric power. The cooled air is blown at high pressure, and the operator is able to control the power, temperature, fan speed and direction of air.

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 Artillian Tractor Rock Bucket Attachment Series Artillian Tractor’s Direct Attach Rock Bucket, with fitment for John Deere Quick Attach and Skid-Steer Quick Attach (per SAE J2513) loaders, clears rocks and debris while leaving soil behind. With 2-inch tine spacing, most soil and small objects pass through. Tines and side plates have serrated edges. Built from AR400 steel plate and structural steel tubing and engineered with a high strength-to-weight ratio, the 54-inch Artillian Rock Bucket is designed for compact and subcompact tractors. At 190 to 200 pounds, it comes in at just over the weight of a subcompact OEM material bucket.

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 Altoz 16-Inch Deck Wing Extension for Mowers Altoz’s 16-inch Deck Wing Extension for the all-terrain deck on the TRX 766 tracked zero-turn mower is designed for mowing solar fields, under fence lines, shorelines, ditch banks, orchards, water retention ponds and more. The extension provides 16 inches of additional cutting width (82 inches total) and flexes up to 12 degrees to follow the terrain. The Deck Wing Extension is designed with a low-lift, reversible, hardened steel straight blade for cutting. A spindle cover increases the life of the spindle by protecting the spindle, bearing and seals and by preventing grass from wrapping.

https://rnt.news/o9frn5

32 JUNE/JULY 2023

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 Rotary Copperhead Chainsaw Bars and Chain Rotary Corp. offers a line of professional-grade Copperhead Chainsaw bars and chains for landscaping, land clearing and construction sites. Designed for high-performance professional woodcutting, the pro sprocket chainsaw bars feature low profile, semichisel and skip tooth chain in cut loops or 25-foot and 100-foot reels. Other Copperhead Chainsaw parts are also available along with bar and chain combo kits for more than 120 different chainsaw models. Additional items include multipart assortments containing carburetors, intake gaskets, springs, standard and metric bolts, bar stud nuts and chain links, plus plain and preset straps.

 Lawson Products Mega-Crete Slurry II Kit Lawson Products’ Mega-Crete Slurry II 10-pounds Kit for large concrete repair projects and maintenance is capable of covering 6 square feet at 0.25 inch. This compound is four times stronger than concrete and features a two to one mixing ratio. Designed for repairing spalled and damaged concrete, the low odor solution is resistant to fuels and lubricants. The medium-cure compound can be applied to damp concrete and cold floors down to 35 degrees F (2 degrees C). This solution bonds to concrete, masonry, metal or rebar and wood. It takes 2.5 hours to cure hard, supporting vehicle traffic requirements or busy operations.

https://rnt.news/cqlfzt

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 Dewalt 20V Max Compact Press Tool Featuring a lightweight inline design, the Max press tool from Dewalt is designed for work in overhead and one-handed press applications. The onboard design features include a 180-degree rotating head allowing for various pressing angles, an LED light, Crimp Connect software to generate data from successful press cycles, as well as Tool Connect software to connect to your tool via the Tool Connect platform. The DCE210D2K kit will include 0.5-inch to 1.25-inch Compact CTS (copper tube size) jaws for connecting copper and stainless steel CTS piping systems. Maximum initial battery voltage (measured without a workload) is 20 volts. Nominal voltage is 18.

OUTDOOR POWER EQUIPMENT PARTS, TOOLS & ACCESSORIES

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America's #1 Supplier

Call 1.800.841.3989 or visit rotarycorp.com to become a Rotary Dealer. ©2023 Rotary Corporation. Rotary is a registered trademark of Rotary Corporation. Available through servicing dealers & distributors.

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JUNE/JULY 2023 33

RENTAL SNAPSHOT //

CAMERON ROBERTSON of Robertson Rent-All Rental: How did you first get your start in the rental industry?

and contractors of all sizes, and we take great pride in our customer service and knowledgeable staff.

Cameron Robertson: My parents

opened Robertson Rent-All in 1992. At the time, the company specialized in homeowner and medium-sized contractor rentals with one location in Orleans, Ontario. My brother and I started working at the shop when we were around 13 to 15 years old, cleaning equipment and helping customers load and unload their vehicles. Neither of us thought this would be our long-term career. We both wanted to get into the construction industry, and we studied architecture. While we were attending college, we were still working part time for the company and realized that there was some serious potential to expand the small family business. After graduating from college, we decided to work full time for the business, so we took over management. Rental: Can you give us some insight on your current company? Robertson: We currently have three

locations in Ottawa, which are a 30-minute drive from one another, giving us good coverage over the entire city. Our team of employees includes 50 to 60 people, depending on the time of year. Our fleet consists of compact excavation equipment, AWPs, material handling equipment, lawn and garden, scaffolding, fencing and general tools. We serve homeowners

34 JUNE/JULY 2023

Rental: What have been your challenges and successes along the way? Robertson: Trying to figure out the

right way to expand was challenging. In the beginning, we were very hands on and worked a ton of hours helping customers. We wanted to make sure every single customer was getting the best treatment possible, and we wanted to be in full control of that at all times. We also wanted to be cautious and tried to keep things as lean as possible so we could keep investing in new equipment. We were really able to expand once we realized that we could make ourselves redundant on the front line. We began putting all our effort into training and developing branch managers and salespeople. Over the years, we’ve started hiring some of the best and most experienced mechanics and salespeople in the industry.

L to R: Cameron Robertson, vp, operations, and D.J. Robertson, vp, finance, of Robertson Rent-All in Ottawa, Ontario, Canada. Robertson Rent-All

Rental: What’s a tool or technology that’s changed your business for the better? Robertson: We started using Rouse

Analytics, a software to track equipment utilization and rates. We can compare our rates and utilization with the rest of our market. Because of that, we can make better equipment purchasing decisions and make sure our rates are where they should be.

Rental: What are you most proud of when it comes to your business?

Rental: What’s your favorite movie?

Robertson: I’m proud of the team we’ve

Robertson: The Shawshank

built and the way I see them interact with customers. We hear it over and over again from our customers and staff that they love dealing with us or working for us.

Redemption.

Alexis Sheprek Freelance Writer

www.ForConstructionPros.com/RENTAL

EYE ON RENTAL // BY DICK DETMER

ENHANCING Customer Relations

@cacaroot.adobe.stock.com

here isn’t enough emphasis on the quality of customer relations in almost every business in our country. Certainly, many factors influence this, including the hectic time of the year, the labor market, etc. However, I am convinced that enhancing the customer’s experience with your rental company can help differentiate your company from competitors and significantly increase income, growth and profitability. Here are some key points for your consideration: ■ Focus additional attention on first impressions. Over-the-phone first impression training, for example, should include smiling as well as the most professional use of questioning, respect, timing, conversation tempo, sounding friendly (even on hectic days) and other skills that your competitors are not likely well-versed in. ■ Another important aspect of customer relations is the “walk-in customer” first impression experience. Customers should be greeted immediately and in a professional and upbeat fashion. It is amazing how often customers don’t even receive a “hi” from employees. Employees should greet customers with a smile. Remind your team that smiling is not just a telephone skill. ■ All employees who have contact with customers should consider themselves as “customer relations professionals.” Your staff may not

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be giving your customers the professional treatment that you know would be highly effective in growing your income and company. ■ Everyone is a salesperson. Stress that every team member is involved in growing the company. Certain positions require far more intensive rental salesmanship training, of course. When I train employees in the sales techniques that I’ve developed, I always stress the importance of not being a “pushy salesperson.” ■ Enhance your team’s nonverbal communications. There are huge customer relations enhancement opportunities in this overlooked area. For example, slight facial expressions, grooming and posture changes can improve the chances your company’s message of care, concern and quality will be received by your customers as you intend. ■ Redouble efforts to train your team in product knowledge and project application of your rental equipment. Also, make sure employees know how to look up information quickly. ■ Reduce mistakes and increase efficiency. Customers put a high value on a mistake-free and a highly efficient experience at a rental company. Even though your company has its own methods to reduce the chances of mistakes happening, these methods may not be enough. Few have invested enough in the customer relationship and communication skills of their staff. Remember, enhanced preparation of your staff to excel in professional customer relationship building, rental salesmanship and becoming much more efficient will lead to future company success.

Dick Detmer is a nationally recognized consultant, lecturer and writer with 40+ years of experience in the equipment rental industry. In 2018, he celebrated the 30th anniversary of his business, Detmer Consulting Inc., and his column in Rental. Dick can be contacted at dick@detmerconsulting.com, (309) 781-3451 or by visiting his website www.detmerconsulting.com.

JUNE/JULY 2023 35

DESIGNED & ENGINEERED BY THE LEADER IN ACCESS

DESIGNED & ENGINEERED BY THE LEADER IN ACCESS DESIGNED & ENGINEERED BY THE LEADER IN ACCESS

DESIGNED & ENGINEERED BY THE LEADER IN ACCESS

E18MML

E18MCL

E X P E C TAT I O N S E L E VAT E D : A L L- N E W E 1 8 V E R T I C A L L I F T S E R I E S From the leader in access comes a vertical lift series unlike any other in the industry. The E18MCL features scissor steering for indoor or outdoor construction applications while the E18MML features Point & Go® steering for general indoor-only maintenance applications. Both models weigh less than 2,000-lbs, come with familiar controls and deliver what no competitor can offer: the durability, maneuverability, serviceability and productivity of the brand you know and trust.

» V I E W F E AT U R E S & C A P A B I L I T I E S AT V E R T I C A L L I F T S . J L G . C O M

Rental June/July 2023

Articles inside

ENHANCING Customer Relations

CAMERON ROBERTSON of Robertson Rent-All

FIRST LAYER REMOVAL

newPRODUCTS

HOOKED IN

COMPACT LIFTS 101

Troubleshooting FLOOR GRINDERS

All-In-One Machines

Top 5 Ways to PRIORITIZE CUSTOMER RELATIONS

NEWS YOU CAN USE

A Rental RATING

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