Rental August/September 2017

2017 SKID STEER SPEC GUIDE Get all the info on what leading suppliers have to offer

PRODUCT NEWS INSIGHT

August/September 2017

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2017 Business

SURVIVAL

GUIDE 9 Points of Wisdom for Business Success in the Trump Era

Find the latest news at

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New ANSI Standards Got You Antsy?

6 Key changes and what they mean to you

Online Equipment Rental:

Where Do We Go from Here?

ForConstructionPros.com/RENTAL

8/8/17 9:27 AM

PROVEN PERFORMANCE. PROVEN ROI.

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VOLUME 39 ISSUE 6

August/September 2017

2017 Business

SURVIVAL

GUIDE 26

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34

9 POINTS OF WISDOM

ONLINE EQUIPMENT For Business Success RENTAL: in the Trump Era

Everyone wants to join a good party, but it’s important to keep your head because the day after always comes.

Where Do We Go From Here?

Smaller rental companies stand to gain from partnering with an online rental marketplace.

HOW MUCH DO YOU UNDERSTAND Your Rental Rates?

Your rates must cover the cost to own as well as the cost to operate the equipment.

36 NEW ANSI STANDARDS GOT YOU ANTSY? Here Are Six Key Changes Rental companies need to be ready for when the new standard becomes final later this year.

40 MAXIMIZING PROFITABILITY Through the Total Cost of Ownership Metric Using the latest tools to calculate total cost of ownership can help rental companies gain maximum profitability over the life of their equipment.

42 2017 SKID STEER SPEC GUIDE See what leading manufacturers have to offer.

52 SHOULD LED LIGHTS BE PART OF YOUR RENTAL INVENTORY? The true value is in the eye of the beholder.

IN EVERY ISSUE 6 Everybody’s Business

56 Special Report:

ENGINES

Engine Technologies Combine to Meet Stage V The EU’s Stage V is prompting manufacturers to re-evaluate existing technologies.

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Is it time to dump your “lead bucket”customers?

8 Manager’s Digest 18 Market Watch 22 New Products 64 Industry Update 74 Eye on Rental AUGUST/SEPTEMBER 2017

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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 !

ForConstructionPros.com/RENTAL

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 IPAF Training: The ‘Next Generation’ Ventures Boldly Forth eLearning is now available in six languages, with more to follow.

ForConstructionPros.com/20971026

Rental’s 2017 Software & Technology Report Wisdom and ideas from industry leaders about how to streamline your rental business by maximizing the use of your management system.

ForConstructionPros.com/20970639

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8/8/17 9:45 AM

KOHLERPOWER.COM

“PUSH COMES TO SHOVE,

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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

Dump the

PRODUCT NEWS INSIGHT ■

LEAD BUCKETS Don’t be afraid to fire the high-maintenance customers who drain your resources away from those who can make the most impact on your business success

T

hey’re not uncommon in business - those high-maintenance customers who require constant hand-holding, special rates, frequent make-goods, etc., just a lot of time, energy and attention. That’s all well and good if it pays off in the form of loyal and consistent business, but in some cases, it only results in frustration and a waste of resources. I’ve heard some refer to these customers as “lead bucket clients,” aptly named because they’re essentially dead weight.

As business owners, it’s natural to want to please all of your customers, not just the most lucrative ones. You rightfully want to treat everyone equally, when in reality, all customers are not equal. Some customers earn you a disproportionate amount of money, many make you a little bit of money, while some only waste your time.

According to Perry Marshall, marketing strategist, CEO and founder of Perry S. Marshall & Associates, your goal should be to zero in on those 20 percent of customers who are essential for your business’ prosperity.

But what do you do about the lead buckets? Fire them.

“Inevitably, there’s another 10-20 percent of customers who chew up phone time and take away from you servicing your most lucrative 20 percent,” Marshall says. “If you’ve tried to fit a square peg into a round hole too many times with them, just stop… Be polite and gracious about it, because you don’t want a bad online review.

But still do it.”

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™

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

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

Dick Detmer

Senior Production Manager

Cindy Rusch

Art Director

Kayla Brown

Audience Development Director Wendy Chady Audience Development Mgr

Angela Kelty

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

kflitcroft@ACBusinessMedia.com sdunphy@ACBusinessMedia.com jdraeger@ACBusinessMedia.com efinger@ACBusinessMedia.com aschwandt@ACBusinessMedia.com dsingsime@ACBusinessMedia.com tlutzke@ACBusinessMedia.com

ForConstructionPros.com

TIME AND ENERGY YOU SPEND TRYING TO CARRY A LEAD BUCKET IS DRAINING YOUR RESOURCES No doubt, this is not easy. In a post-recession world, it can feel like the survival of your business depends on pleasing any and every customer because if you don’t, you know they’ll take their business straight to the competition. Remember, however, that the time and energy you spend trying to carry a lead bucket is draining your resources away from better customers, the ones who can potentially make the biggest impact on the health of your business.

Our annual “Business Survival Guide” is dedicated to helping you find ways to keep your company not just alive, but thriving. And with that in mind, sometimes you need to dump the lead buckets before they sink the boat. ■

Digital Operations Manager Nick Raether nraether@ACBusinessMedia.com Digital Sales Manager Monique Terrazas mterrazas@ACBusinessMedia.com Editor Larry Stewart lstewart@ACBusinessMedia.com Managing Editor Kimberly Hegeman khegeman@ACBusinessMedia.com Change of Address & Subscriptions — PO Box 3605, Northbrook, IL 60065-3605, Phone: (877) 201-3915 Fax: (847) 291-4816 • circ.rpnmag@omeda.com List Rental — Elizabeth Jackson, Account Executive, Merit Direct LLC, Phone: (847) 492-1350 ext. 18 Fax: (847) 492-0085 • ejackson@meritdirect.com Reprints — Erica Finger, efinger@ACBusinessMedia.com

AC Business Media Inc. Chairman President and CEO CFO Editorial Director

Anil Narang Carl Wistreich JoAnn Breuchel Greg Udelhofen

Published and copyrighted 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 6, August/September 2017

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8/8/17 8:22 AM

INTRODUCING THE 13SGH/16SGH MINI STUMP GRINDER THE PERFECT ADDITION TO THE BARRETO TREE-CARE FAMILY

The latest additions to the Barreto Tree Care Family are the new 13SGH and 16SGB stump grinders. The stump grinders’ unique design pivots over the center line of the wheels, allowing the grinding head to sweep easily across the stump, while the wheel base remains stationary. The innovative design and compact stature of this stump grinder makes it ideal for tight access areas. The swivel head has a swing arc of 35˚ and the cutting wheel has eight carbide green teeth with three cutting surfaces. Free-wheeling hubs facilitate easy travel to the jobsite, while the independent wheel locks allow for easy locking while grinding.

CONTACT US TODAY TO SCHEDULE A DEMONSTRATION

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8/8/17 8:22 AM

MANAGER’S DIGEST

Highway Construction Costs Up 68% Since 2003 The FHWA released its latest National Highway Construction Cost Index, a quarterly estimate of the rising cost of domestic highway construction and maintenance over time. It is the first time the Index – now called “NHCCI 2.0” – has been published since the agency made major methodological revisions to improve its accuracy.

NHCCI 2.0 is the first major revision since FHWA created this index in 2007, and reflects steadily rising costs of highway construction and repair. Though the data fluctuate slightly each quarter due to a variety of factors, including market conditions, labor supply, materials costs and inflation, the latest figures show that highway construction costs today have climbed by 67 percent compared to similar costs in 2003.

Such information is of critical importance to national transportation decision makers, who rely on forecasts and cost-estimates to ensure sufficient financial support for the nation’s growing transportation needs.

According to the Index, highway construction costs nationwide grew by an estimated 68 percent over the last 13 years. Key highway components, as measured by the Bureau of Labor Statistics, like asphalt, concrete and metal, grew at 107 percent, 61 percent and 45 percent, respectively between 2003 and 2016.

Many states track their own construction costs, with some experiencing much higher inflation than others. For example, California’s composite cost index increased by 143 percent between 2003 to 2016, while Texas’ increased by only 122 percent over the same period.

TO REVIEW THE ENTIRE NHCCI 2.0, VISIT FHWA.DOT.GOV/POLICYINFORMATION/NHCCI/PT1.CFM

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NONRESIDENTIAL CONSTRUCTION STARTS STUMBLE IN JUNE

→

June construction starts, excluding residential activity, fell -13.7% versus May, according to ConstructConnect. The usual May-to-June change, due to seasonality, is +4.5%.

June of this year versus a strong June of last year was -16.3%. Standalone June of this year versus June’s average level over the previous five years (20122016 inclusive), however, was a more upbeat +2.8%.

Year-to-date starts through the first half of this year, compared with Januaryto-June of last year, stayed positive at +2.4%.

Nonresidential building plus ‘engineering/civil’ work accounts for a considerably larger share of total construction than residential activity. The former’s combined proportion of total put-in-place construction in the Census Bureau’s

May report was 57%; the latter’s was 43%.

ConstructConnect’s construction starts are leading indicators for the Census Bureau’s capital investment or put-in-place series. Also, the reporting period for starts (i.e., June 2017) is one month ahead of the reporting period for the investment series (i.e., May 2017).

According to the latest Employment Situation Report from the Bureau of Labor Statistics (BLS), the total number of jobs in construction climbed by 16,000 in June. The monthly average rise in on-site work so far this year has been 19,000, almost double the pace of 10,000 set in last year’s first half.

Among industrial sectors, construction is tied with professional and business services for best year-over-year percentage change in jobs, 3.1%. The 1.6% performance for all jobs in the economy is only about half as quick.

Construction’s NSA unemployment rate in June was an exceedingly low 4.5%.

In May, it had been 5.3% and in June 2016, 4.6%.

FOR MORE INFORMATION, VISIT FORCONSTRUCTIONPROS.COM/NEWS/20966874

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8/8/17 9:32 AM

MANAGER’S DIGEST

US Builder Confidence Slips Two Points in July, Remains Solid Builder confidence in the market for newly-built single-family homes slipped two points to 64 in July from a downwardly revised June reading on the National Association of Home Builders/Wells Fargo Housing Market Index (HMI). It is the lowest reading since November 2016.

Members are expressing significant concerns over rising material prices, particularly lumber. This issue, along with other significant supply-side constraints (i.e. , cost and availability of labor and land), continue to limit builders’ ability to increase production at a faster pace.

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

All three HMI components registered losses in July but are still in solid territory. The components gauging current sales conditions fell two points to 70 while the index charting sales expectations in the next six months dropped two points to 73. Meanwhile, the component measuring buyer traffic slipped one point to 48.

Looking at the three-month moving averages for regional HMI scores, the Northeast rose one point to 47. The West and Midwest each edged one point lower to 75 and 66, respectively. The South dropped three points to 67.

MORE INFORMATION ON HOUSING STATISTICS IS ALSO AVAILABLE AT HOUSINGECONOMICS.COM.

Global Market for Powered Access Grows, Exceeding Expectations in the US The US access rental market is exceeding expectations, while the outlook in Europe is improving, according IPAF’s Powered Access Rental Global Market Report 2017.

The global Mobile Elevating Work Platform (MEWP) fleet grew strongly in the past year, with the US market exceeding expectations and steady growth throughout Europe for the first time since the economic downturn, driven mainly by a resurgent construction industry and falling unemployment.

In the US the MEWP, previously known as AWP, rental market grew by 8% in 2015 to stand at a value of around $8.9 billion.

The size of the US rental fleet grew by 6% to around 561,000 units and demand was driven mainly (73%) from the booming US construction sector. The US market was characterized by a significant amount of merger and acquisition activity, while the wider North American market had to factor in the Trump presidency and looming ANSI and CSA Standards into the outlook for 2017.

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JUNE US HOUSING STARTS REBOUND AFTER THREEMONTH SLIDE Total U.S. housing starts in June jumped 8.3% to a 1.215-million-unit seasonally adjusted annual rate and the Census Bureau and HUD’s revisions halved the decline estimated in May. Permits for future residential construction also increased, climbing 7.4%.

“The rebound in housing starts was widely expected,” according to the Wells Fargo Economics Group’s analysis of the Commerce Department’s monthly data. “Activity in prior months had been held back by unusual seasonal factors that have now largely played out.”

Starts of single-family construction increased 6.3% to an 849,000-unit annual rate. Single-family starts are up 8.0% year-to-date, compared to the same period in 2016. National Association of Home Builders commentary on the numbers suggests “limited existing inventory and solid builder confidence” are encouraging additional building, and the builder association says “This is right in line with forecast despite some monthly noise in the data.”

Single-family starts jumped 10.6% in the West and rose 9.3% in the Northeast. The South, which accounts for over half of single-family starts, saw starts rise 7.2%.

Multifamily construction also rebounded in June, with starts of projects with five units or more jumping 15.4% to a 359,000-unit annual pace. Even with the June surge, though, multifamily starts are down 5% year to date after five consecutive months of decline.

Multifamily activity was up sharply in the Midwest and Northeast, but fell in the South, which Wells Fargo says “has seen an onslaught of new supply.”

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8/8/17 9:32 AM

VALUE TESTIMONIAL

LEADING MANUFACTURER IN THE GLOBAL OFF-HIGHWAY TIRE MARKET BKT is a leading manufacturer in the global Off-Highway tire market. Serving both Original Equipment Manufacturers (OEM) and the replacement market, we have focused on specialty segments such as agricultural, industrial vehicles as well as earthmoving, construction, port, mining, ATV and gardening applications.

As a global specialty tire supplier with distribution in over 130 countries, one of our strengths is the extensive Off-Highway tire lineup of over 2,300 products we offer.

To view our entire line-up, visit our website today, bkt-tires.com. For additional information or questions please contact the office in Akron, OH and we will be happy to help! The next time you visit your tire dealer, tell them you want BKTs.

Skid Power HD Extra deep tread provides excellent traction Reinforced sidewalls minimize stone cuts and damage caused by scrubbing Special tear, cut & wear resistant compound for long wear life Specially designed rim guard ensures protection against damages in rim flange area Strong casing for durability and puncture resistancea

BKT USA Inc. 2660 West Market St., Suite 100 Fairlawn (Akron) - OH 44333 Toll free: (+1) 888-660-0662 Office: (+1) 330-836-1090 - Fax: (+1) 330-836-1091

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MANAGER’S DIGEST

Labor Market Bouncing Back as Construction adds 16,000 Jobs in June The Labor Department recently released the June hiring and unemployment figures, the latest official snapshot of the state of the American economy.

Nonfarm payrolls increased by 222,000 in June, above economists’ average expectations, according to data from the Bureau of Labor Statistics, and revisions to April and May numbers led to an increase of 47,000 jobs from earlier reports.

The construction sector added 16,000 jobs, and the unemployment rate increased from 4.3% to 4.4%.

THE NUMBERS • 222,000 jobs were added in June. Wall Street economists had expected employment gains of 175,000.

• The unemployment rate was 4.4 percent.

May’s jobless rate was 4.3 percent.

• The average hourly wage grew by 2.5 percent from a year earlier.

• The labor-force participation rate inched up to 62.8 percent, from 62.7 percent.

THE TAKEAWAY The labor market roared back in June, with a hefty monthly gain in jobs, and revisions that added 47,000 more jobs to April and May than previously reported. Over the past three months, job gains have averaged 194,000 a month. Although the unemployment rate ticked up from the previous month, it did so because more people joined the work force.

MORE FROM THE NEW YORK TIMES: NYTIMES.COM/2017/07/07/BUSINESS/ECONOMY/JOBS-REPORT-JUNE-UNEMPLOYMENT.HTML

REPORT:

US CONSTRUCTION INDUSTRY SHOULD CONTINUE POSITIVE TREND THROUGH 2017 According to the Rider Levett Bucknall (RLB) second quarter North America quarterly construction cost report, in the U.S., construction put-in-place ended at a seasonally adjusted annual rate of $1.21 billion, or 1.4% below the revised March estimate of $1.23 billion. General unemployment remained steady into 2017 and the AIA’s Architecture Billing Index (ABI), the leading economic indicator for non-residential activity, is up from the 2016 average with an ABI of 54.3, indicating a healthy start to the year.

In its North American Quarterly Construction Cost report, RLB tracks construction costs in 12 American cities and two Canadian cities, providing a market-bymarket look at construction costs. The report also surveys specific construction sectors — including hospitality, retail, healthcare, office, residential, industrial

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and education — identifying low and high construction costs in each urban center.

Together with international and national cost compendia, the cost research equips clients with complete and relevant information to assist in key business decisions.

Exclusive to the Q2 report, RLB supplements its own research on overhead levels, profit margins and sales taxes —

factors that other indices don’t take into account — with information on the hard costs of construction and labor from the Consumer Price Index and Engineering News-Record’s Building Cost Index to paint a complete picture of the construction landscape.

National average construction costs increase approximately 4.80% between April 2016 and April 2017.

Los Angeles and San Francisco experienced the greatest increases in construction costs (9.08% and 10.99%, respectively), while Boston, Chicago, Denver, New York, Phoenix, Portland, Seattle, and Washington D.C. had more modest increases, ranging from 3.74% to 5.29%. Honolulu experienced a -0.26% decrease in construction costs. All of this appears against a backdrop of a variable economy, which experienced a GDP of 1.20% at the start of 2017, down from 3.2% in the third quarter of 2016.

www.ForConstructionPros.com/RENTAL

8/8/17 9:32 AM

Small lever.

Big results.

Keep fuel out of the oil.

And equipment out of the shop.

We get it. Your customers want equipment that works when they get to the jobsite. You want it to work when they bring it back.

Our patented TransportGuard™ system integrates the ignition and fuel shut-off into one switch to prevent fuel/oil dilution and engine damage. This is real innovation. This is productivity defined.

Go to vanguardengines.com to learn more.

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Š 2017 Briggs & Stratton Corporation

8/8/17 9:32 AM

MANAGER’S DIGEST

HOUSE PASSES BILL TO IMPROVE, STRENGTHEN CAREER AND TECHNICAL EDUCATION

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The House of Representatives passed bipartisan legislation to reauthorize the Carl D. Perkins Career and Technical Education Act. The Strengthening Career and Technical Education for the 21st Century Act (H.R. 2353) is the first major overhaul of the program since 2006.

The Perkins Act provides federal support to state and local career and technical education (CTE) programs. The new legislation aims to improve current CTE policies to help more Americans and permanently close the skills gap.

The House-approved bill includes: • More flexibility for states to use federal resources in response to changing education and economic needs • Ensuring career and technical education prepares all students • Improving alignment with indemand jobs • Enhancing CTE through increased focus on employability skills, work-based learning opportunities and meaningful credentialing • Streamlines performance measures • Reducing administrative burdens • Providing a voice for parents, students and stakeholders • Empowering state and local leaders to develop plans to improve quality of CTE “House passage of new career and technical education legislation is an important step for creating the kind

of programs needed to recruit and prepare students for high-paying careers in construction,” said chief executive officer of the Associated General Contractors of America, Stephen E. Sandherr. “The legislation embraces key reforms we have long championed, including allowing school officials to tailor programs to the skills needed by local employers. It also paves the way for more widespread acceptance of industry-recognized credentials, another reform we have long supported.

HOUSE PASSAGE OF NEW CAREER AND TECHNICAL EDUCATION LEGISLATION IS AN IMPORTANT STEP FOR CREATING THE KIND OF PROGRAMS NEEDED TO RECRUIT AND PREPARE STUDENTS FOR HIGH-PAYING CAREERS IN CONSTRUCTION.

“The overwhelming bipartisan House support for this muchneeded legislation is a clear sign many in Congress understand the need to better align our educational offerings with the needs of employers across the country. The Senate should follow suit in short order and send the bill to the president’s desk for his signature. Enactment of this measure will be a resounding win for students looking for skills that will earn them high-paying jobs, for employers in search of skilled workers, and for U.S. economic growth and job creation.”

FOR MORE ON THE HOUSE’S REAUTHORIZATION OF THE PERKINS ACT, VISIT MASSCENTRAL.COM/HOUSE-APPROVES-PERKINS-REAUTHORIZATION-TO-STRENGTHEN-CAREER-AND-TECHNICAL-EDUCATION/

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8/8/17 9:32 AM

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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8/8/17 9:32 AM

VALUE TESTIMONIAL

COMPRESSED AIR

MEANS BUSINESS When it comes to offering your customers reliable rental solutions, Kaeser understands it’s your business on the line. That’s why we’ve spent the last 35 years building a better portable compressor.

Kaeser’s complete line of Mobilair™ portable compressors is globally recognized for superior quality and energy efficient operation. Their German engineering is based on the principles of reliability, durability, and ease of maintenance.

Models are available from 50 – 1,200 cfm at 100 psig. They have a heavy duty chassis and enclosure to protect from corrosion and the elements. Mobilair compressors feature larger, slower turning airends for longer life and better efficiency, and produce up to 20% more air per gallon of fuel than other

models in the same class.

Tier 4 compliant engines and smart, integrated controls add extra efficiency and convenience for rental houses and end-users.

Customers love the easy operation and the way they handle on the road.

Rental houses love Mobilair’s ability to take a beating and still deliver great performance.

GLOBALLY RECOGNIZED FOR SUPERIOR QUALITY AND ENERGY EFFICIENT OPERATION.

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INFRASTRUCTURE SPECIAL To help rental houses supply our country’s numerous ongoing and upcoming building projects, Kaeser is offering a limited time Infrastructure Special on the M114. With 375 cfm at 100 psig and over 8 hours of continuous operation on one tank of

fuel the M114 is built to power even the most demanding construction jobs.

For more information, visit www.us.kaeser.com/mobilair

Ph: (866) 516-6888 Fax: (540) 898-5520 customer.us@kaeser.com

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8/4/17 8/8/17 11:14 9:32 AM

The Compressor Your Customers will Ask For Again and Again.

Kaeser’s M114 Mobilair™ portable compressor delivers 375 cfm at 100 psig and is ideal for a wide range of applications including infrastructure construction of roads, bridges, tunnels, and subways as well as utility work, sand blasting, pavement breaking, and demolition. Thanks to its power-saving Sigma Profile™ airend, heavy duty Tier 4 (interim) Deutz diesel engine, and oversized fuel tank, users get over 8 hours of uninterrupted operation.

The M114 is packed with innovative features including its unique integrated Sigma Control Smart controller which allows easy pressure adjustments, provides maintenance reminders, and features user-friendly operation. An optional clean air treatment package includes a built-in aftercooler that provides condensate-free air in an easy, space-saving design.

Maintenance access couldn’t be easier on the M114. Its wide opening gull wing doors give quick access to all major components. The doors are also fully weatherproofed and insulated to keep noise levels very low. First class engineering and superior craftsmanship in its steel chassis and torsion bar suspension ensure excellent road handling while the high capacity, cold start battery assures year round reliability.

M114 Portable Compressor • 375 cfm at 100 psig • 103.3 hp, Tier 4 (interim) Deutz diesel engine • Sigma Control Smart integrated controller • Available in high pressure options and skid-mounting

SPECIAL PRICING AVAILABLE FOR A LIMITED TIME Contact us today and ask about our Infrastructure Special.

• Aftercooler and filtration packages available

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• Optional five year airend warranty

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8/8/17 9:32 AM

MARKET WATCH

By Rod Dickens, contributing editor

How About

HIGH TECH? Rental professionals from around the country talk about the adoption of new technologies such as LED lighting and battery-powered equipment ARIZONA: WAIT TIME AN ISSUE WITH BATTERIES Mesa Rental Center in Mesa, AZ, has been in business more than 30 years. Until recently store owner Charlie Gura hasn’t really contemplated renting battery-powered equipment. As a Husqvarna, Echo and Maruyama dealer, his store sells battery-powered lawn and garden equipment, but is still on the fence renting it out.

…IT IS THE POWER OF THE FUTURE AND SOMETHING THAT HIS STORES AND OTHERS WILL LIKELY GET MORE INVOLVED WITH OVER TIME. CHARLIE GURA — MESA, AZ

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“One challenge with renting out battery-powered equipment is how to charge customers knowing there will be a wait time for a battery to recharge,” said Gura. “We currently rent some battery-powered Hilti equipment and include with the rental an extra battery the customer can swap out. The question is do we want to do this on larger scale with more equipment.”

He noted that battery-powered equipment, because it eliminates handling fuel and other issues with gas engines, will only get more popular with customers. In his words, it is the power of the future and something that his stores and others will likely get more involved with over time.

CALIFORNIA: SOLAR-POWERED LIGHTS GAINING TRACTION When a construction site gets shut down because the light towers are making too much noise, where does one turn?

In the San Francisco Bay area, that could very well be Pacific Highway

“SOLAR-POWERED LED TOWERS ARE MORE EXPENSIVE THAN METAL HALIDE LIGHT TOWERS AND I DON’T BELIEVE THEY GIVE OFF AS MUCH LIGHT.” PAUL INDELICATO — HAYWARD, CA Rentals in Hayward, a rental store that specializes in lighting for special events and traffic safety. Owner Paul Indelicato started the company in 2002, and in between renting equipment, finds himself on site setting up lighting for triathlons, auto races, and other occasions where temporary light is required.

“In recent years, I’ve been approached by a few manufacturers and suppliers of equipment

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8/8/17 8:27 AM

powered by fuel cells and solar panels,” said Indelicato. “The initial cost of fuel cell technology is currently too expensive for most contractors, although it may have a place at some special ‘green’ event that a manufacturer is sponsoring.

“We’ve had some good success with solar-powered LED lights, not because their cost has gone down, though. The big driver is noise restriction regulations in the Bay Area. In fact, just yesterday a construction site was shuttered because residences complained about the noise the light towers were generating.”

He continued, “solar-powered LED towers are more expensive than metal halide light towers and I don’t believe they give off as much light. But we have a couple dozen in our inventory and all are rented. They work well enough and costs will only come down and the technology will improve over time.”

Indelicato noted there are some interesting new products in the traffic light/signage arena, too. One replaces flaggers, the most injured employees on construction sites. The sign can be easily set up within a couple minutes and communicates with other signs on the projects, similar to what flaggers do with one another.”

As he pointed out, the right technology whether it’s for construction site lighting or directing traffic, excels by making projects safer while reducing overhead. Those two drivers alone will ensure the new products and their accompanying technology will soon have a more prominent place on the rental store floor.

THERE IS DEFINITELY A MOVEMENT FOR ALL BUSINESSES TO EMBRACE BEST PRACTICES, INCLUDING PROTECTING THE ENVIRONMENT AND USING RESOURCES MORE EFFICIENTLY. BUT FOR THE MOMENT IT IS A VERY GRADUAL PROCESS. BOB KENDALL — KENT, WA

WASHINGTON: “IT’S A VERY GRADUAL PROCESS” “Star Rentals has battery-powered tools, hybrid models, and LED lights in our rental fleet, but not in any significant quantity,” said company president Bob Kendall. “Battery powered and rechargeable small tools and equipment have been available for some time but there is not an overwhelming demand for them. And many manufacturers are producing HyBrid models of AWP (aerial work platforms) these days. We have some in the fleet albeit less than 1% of total units and customers do not ask for these products specifically. And likewise with LED lighted products there is market there but not necessarily demand from customers.

Solar-powered light plants equipped with LED bulbs are very expensive compared to I/C (Internal Combustion) powered units and frankly customers are not willing to pay more rent for them at this point.

“I believe that this technology will continue to expand into our business in the years ahead. There is definitely a movement for all businesses to

embrace best practices, including protecting the environment and using resources more efficiently. But for the moment it is a very gradual process.

Headquarted in Kent, WA, Star Rentals has 18 locations throughout the Pacific Northwest.

OKLAHOMA: TAKING ADVANTAGE OF TECHNOLOGY IN TULSA As a Stihl dealer as well as a rental store, ABC Rental Equipment in Tulsa has taken advantage of the opportunity to rent battery-powered equipment.

“Lithium battery technology has come a long way,” said company President Charles Hewett.

“We’ve rented battery-powered chain saws, and customers can work all day with the two batteries we send with them. The saws are not only powerful enough to get the job done, but they’re quiet, too.

“In fact, I spent all morning a few weeks ago trimming a tree. My retired neighbor was shocked when he saw

“BATTERY-POWERED EQUIPMENT, ESPECIALLY CHAINSAWS, CAN BE A LITTLE LESS INTIMIDATING TO SOME HOMEOWNER CUSTOMERS THAN CRANKING UP A GAS-POWERED UNIT.” CHARLES HEWETT — TULSA, OK www.ForConstructionPros.com/RENTAL

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MARKET WATCH

IT IS A SLOW PROCESS RIGHT NOW BUT I AM TRULY EXCITED ABOUT WHAT ALL THIS NEW TECHNOLOGY WILL DO FOR THE RENTAL INDUSTRY. ARLIS JONES — ATHENS, TX the amount of work I had done and he never heard a sound. Battery-powered equipment, especially chainsaws, can be a little less intimidating to some homeowner customers than cranking up a gas-powered unit.”

Hewett, who has been in the rental industry all his adult life and is president of ARA Oklahoma, noted that Stihl also has a backpack blower with an interesting technological twist.

“Pull the rope to start it in the morning and the engine will charge a small battery so operators never have to take the backpack off their shoulders to start it again. Instead, they simply push a button.

“Battery-powered equipment represents a very small percentage of our rental sales, and currently is more attractive to DIYers than the store’s commercial customers. But they have their application, with zero pollution and low noise. Hotels would be another prime candidate for them.”

Currently, ABC Rental Equipment hasn’t embraced LED technology for light towers, but the company president mentioned an LED light tower would likely be in their future inventory. “The demand isn’t here yet,” he emphasized, “and their initial purchase price is high compared to metal halide lights, but they also come with certain benefits for customers and stores alike.”

Hewett’s interest in technology goes beyond new products. “Face time has been a time saver for our technicians who work on the Cat and Genie equipment in our inventory,” he added. “If they have an issue, they walk the manufacturer’s technician through it on Face Time. This

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takes the guess work out of finding a solution.

“One challenge for all rental stores is the wide range of products in their inventory and the number of different manufacturers they do business with. Face Time and other technological advances that facilitate looking up parts and controlling inventory can make these challenges more manageable.”

TEXAS: TECHNOLOGY NEEDS “RISK TAKERS” Arlis Jones, owner of Red Hat Rentals in Athens, TX, has been in the industry since 1999 and has three store locations throughout East Texas. He would like to rent battery-powered equipment and LED light towers, but emphasized both technologies need risk takers to get the ball rolling.

“As a Stihl dealer, I know that battery-powered equipment is good and does what’s it’s designed to do,” said Jones. “But customers don’t know that because they lack word-of-mouth feedback. Advertising has its place, but until we get risk takers to try the equipment for themselves and spread the word, the demand just won’t be there for rental stores like ours. It is a slow process right now but I am truly excited about what all this new technology will do for the rental industry.”

Jones mentioned that LED manufacturers would do well to take a few risks themselves, to encourage rental stores to take on their products. “I like

the technology, especially since it saves energy and the LED fixtures are so durable,” he noted. “With conventional metal halide light towers, you can blow two bulbs before you get to the job site just by going over a few bumps in the road.”

He continued, “But the manufacturers I’ve talked with at several trade shows never push LED. Instead, when you walk into their booth they steer you toward conventional units that are less expensive. If they think LED is too pricey, I guess it is too pricey for me, too.

“Maybe the technology isn’t quite there, or maybe the value is just not there for the customer right now. But I would give it a chance in our stores if we had more encouragement from manufacturers, even a demonstration. I’m willing and anxious to try out LED light towers in both our equipment and party goods inventory, but I also need to be sold on them. Sometimes manufacturers try to sell you what they think you need instead of what you are asking for.”

Approximately 85 percent of Red Hat Rentals’ business is construction and general tool; the other 15 percent is party. Jones and his daughter Amanda have another venture, Tyler Tents and Events, in nearby Tyler which is 100% party. ■

www.ForConstructionPros.com/RENTAL

8/8/17 8:27 AM

Volvo excavators are more reliable and are in higher demand with my customers — they’re the moneymakers in my fleet.

That’s our Ex Factor.

– Spiro Marinos, Partner, Rapid Equipment Rental

With other brands, Marinos has experienced everything from electrical problems to engine and hydraulic problems. “Some of those other brands were costing me more money than they were worth,” he says. “With Volvo, I know it’s a good investment.”

Rapid Equipment Rental offers a range of Volvo excavators, from compact EC20 and EC35 models, to short-swing ECR58 and ECR88 models, up to the production-class EC220 and EC305 — all of which are moneymakers.

Find tips to get the most from your excavator at volvoce.com/ExFactor.

Push Boundaries.

Search: 10075146

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8/8/17 8:27 AM

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

 Manitou MRT 3050 and

MRT 2470 Rotating Telehandlers The MRT 3050 has a 98-ft. lift height and 5-metric ton lift capacity.

Its stabilizers have a deployment length of up to 20.5 ft. and are fitted with a strain gauge system to ensure more accurate and secure detection of pressure on the ground.

• Powered by 176-hp Mercedes Tier 4 Final engine • 79-ft. lift height and 7-metric ton lift capacity • Hydrostatic “shift-on-fly” transmission option allows the operator to choose between a manual or automatic gearbox for indoor applications. www.forconstructionpros.com/20864031

 Graco Announces Compact,

Portable and Economical Solution for Continuous Mixing Graco Inc. introduces the ToughTek CM20 continuous mixer, part of the ToughTek family of mortar pumps and mixers, offering contractors a portable, more economical approach to continuous mixing.

• This continuous mixer is rated for a standard 120-volt outlet, allowing contractors to use the system on nearly any jobsite • Simplified controls, with only an on/off toggle switch and adjustable needle valve that maintains constant water flow throughout the day • Holds up to three 80-lb. bags of pre-blended stucco www.forconstructionpros.com/20864125

 Ammann APF Forward Moving Vibratory Plate Compactors

The new models, Ammann APF 12/33, APF 15/40, APF 15/50, APF 20/50 Hatz and APF 20/50 Honda, fit a broad range of applications, such as gardening, landscaping and patchwork for road repairs.

• Powered by reliable and efficient Honda engines • Low-vibration handle enables precise machine control while protecting the operator from vibration • Maintenance-free exciter system is generously designed in size to deliver power and keep service to an absolute minimum



Allmand Maxi-Power Mobile Generators The Maxi-Power mobile generators include seven models ranging from 25- to 150-kV amps.

• Heavy-duty, over-sized alternator with separate excitation winding provides the capacity to start large motors and handle variable loads • Automatic voltage regulator quickly adjusts to provide stable and consistent voltage for powering even sensitive equipment

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 Yanmar V8 Compact Wheel Loader

Yanmar’s V8 compact wheel loader features a transverse-mounted diesel engine for high performance, minimized fuel consumption and low emissions.

• Hydrostatic travel drive • High traction power • Wear-free braking • Hydraulic pilot control • 61-hp transverse-mounted diesel engine • Operating weight: 10,802 lb.

• Bucket capacity: 1.05 to 1.57 cu. yd.

• Units easily switch between 50- and 60-Hz frequencies

• Tipping load: 8,311 lb. (straight); 7,341 lb. (articulated)

www.forconstructionpros.com/20865164

www.forconstructionpros.com/20865236

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• Ergonomic frame protects all crucial components while working and during transport www.forconstructionpros.com/20865426

WANT MORE

PRODUCT INFO? USE THE EIGHT-DIGIT CODE

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

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8/8/17 8:30 AM

 Yardmax Concrete Mixers These compact, portable concrete mixers are available in 1.6and 4.0-cu.-ft. versions suitable for small- to medium-size jobs.

• 1.6-cu.-ft. model offers a 100-lb. weight capacity and a 9-in. opening diameter and is well suited for residential paving projects

 Eager Beaver B6DOW EasyLoader Trailer

• Heavy-duty, contractor-grade, 4.0-cu.-ft. model boasts a 275-lb. weight capacity and 15-in. opening diameter

EasyLoader Trailers feature hydraulic ramps that move up and down with the push of a button.

• Can be fully assembled by one person in under 30 minutes www.forconstructionpros.com/20865513

• 17-ft. flat deck with 5-ft. beavertail and 5-ft. ramps • 12-in. high-tensile steel mainframe with cold-formed drawbar

 Stanley MBF5 Mounted Breaker

• 6-in. crossmembers pierced through mainframe

The MBF5 mounted breaker is gas-fired, meaning it has only two moving parts - the inner piston and the auto-valve - resulting in less wear of components and less maintenance.

• Two 6,000-lb. HD Dexter axles with HD bearings

• Upper bushing can be rotated 90° and the lower bushing can be rotated 90° and flipped for greater overall life expectancy

• ST235/80R 16 Goodyear Marathon tires on hub-piloted disc wheels

• Six models accommodate a range of bracket setups and can be mounted on skid steers and compact excavators ranging from 4,500 to 13,500 lbs.

• 12” x 2” electric brakes with breakaway switch

www.forconstructionpros.com/20864670

www.forconstructionpros.com/20866366

WE MAKE IT EASY. Whether you’re a single rental location or a national chain we make it easy to get the trucks you trust.

YOUR JOBS. OUR TRUCKS.

®

American Rental Association ASSOCIATE MEMBER

www.CurrySupply.com | 800.345.2829 One of America’s largest manufacturers of commercial service vehicles, since 1932.

Search: 11222607 www.ForConstructionPros.com/RENTAL

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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.

 CS Unitec’s

 Wacker Neuson

7” Walk-Behind Concrete Grinder CS Unitec’s new EBS 180 F 7” walk-behind concrete grinder with dust extraction removes epoxy, paint and other coatings, and prepares concrete surfaces before applying new paints or coatings.

• 20 AMP, 2500-watt motor enables a high load capacity running 7” diameter diamond wheels at 8,500 RPM • Height- and tilt-adjustable handle for operator comfort

TH627 GroundEngaging Telehandler

 Doosan G40WDO Mobile Generator

The G40WDO mobile generator is rated with a prime power output of 39 kVA and equipped with a 49-hp Doosan D24 Tier 4 Final diesel engine.

• Equipped with a built-in vacuum port for dust-free operation when connected to an industrial vacuum such as CS Unitec’s CS 1445 H

• High-performance alternators allow use in challenging motor starting applications, and precision voltage stability enables use in sensitive applications

• Assorted diamond grinding wheels for concrete, screed and masonry material are available

• Operator-friendly control panel features analog gauges for at-aglance monitoring

www.forconstructionpros.com/20867561

• Standard fuel tank provides more than 24 hours of runtime

 Little Wonder

www.forconstructionpros.com/20867889

The Little Wonder Pro Crack Cleaner gives contractors a fast and easy way to clean cracks and crevices in asphalt and concrete. The unit features a dual-belt drive that delivers optimal power and grip. This enhances the unit’s speed and also minimizes slippage, increasing belt longevity and reducing maintenance.

• Heavy-duty 9-in. wire wheel brush features twisted spring steel for optimal durability and longevity • Operators can conveniently adjust the depth as deep as 4 in. as well as modify the belt tension and brush engagement from the hand controls www.forconstructionpros. com/20868150

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• 18-ft., 7-in. lift height • 5,500-lb. lifting capacity • Load Management System (LMS) maximizes performance and minimizes tipping by automatically adjusting load position

www.forconstructionpros.com/20868021

 Quest  Ditch Witch SK1550 Mini Skid Steer

Designed to conquer a variety of complex landscape and irrigation projects, Ditch Witch, a Charles Machine Works Company, introduces the SK1550 – the company’s largest and most powerful mini skid steer model to date.

XP300 Pro Explosion Proof Coil The Quest XP300 Pro Explosion Proof Coil is a powerful accessory device designed for use in conjunction with any of the Quest Central Hydronic Glycol Heaters.

• Patent-pending unit produces 3,000 CFM of airflow and 300,000 BTUs of heat

• Powered by a 44-hp. Tier 4 Yanmar diesel engine and directs 34.5 hp. to the attachment

• Provides a temporary or permanent heat solution wherever hydronic distribution can be used

• 1,558-lb. rated operating capacity to lift heavier loads – more than 50% higher capacity than other mini skid steers in its size class

• Approved for use in Division I Hazardous Locations: Class I, Groups C & D / Class II, Groups F & G

• 4.7-mph ground drive speed

• Constructed mostly of lightweight aluminum for non-sparking exterior surfaces

www.forconstructionpros.com/20868265

www.forconstructionpros.com/20970642

• 94-in. hinge-pin height

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• Works like a wheel loader to dig and carry, a skid steer with a compact footprint capable of using multiple attachments, and a telehandler with reach and place capability

• Powered by Tier 4 Final, 74-hp Kohler engine with Diesel Oxidation Catalyst (DOC) aftertreatment with no diesel particulate filter, no regeneration and no maintenance

Pro Crack Cleaner

• Little Wonder designed the Pro Crack Cleaner with four wheels, eliminating the need for a curb wheel while enhancing balance, stability and steering

Wacker Neuson expands its telehandler line with the addition of the TH627, the second model in its line to offer unique ground-engaging ability and a versatile three-in-one concept.

www.ForConstructionPros.com/RENTAL

8/8/17 8:30 AM

VALUE TESTIMONIAL

RAMMER HAMMERS BY ALLIED ARE

DESIGNED AND BUILT FOR HIGH EFFICIENCY DEMOLITION Rammer Series® boommounted hydraulic hammers by Allied Construction Products reflect over 70 years of experience producing high performance, high efficiency hammers known for exceptional productivity and reliability.

Mid-range and large-range models – designed for carriers from 26,500 to 176,400 lbs. – feature advanced hydraulics and deliver high productivity when breaking over-size boulders, removing slag, tunneling, open pit mining and secondary breaking and trenching.

The superior design, including advanced hydraulics and an ultra-strong housing, combine to deliver extended life and greater return on investment, even in severe duty usage. Engineered for simplified operation and maintenance, slip-fit tool bushings allow for easy replacement while the entire attachment design allows for fast, easy installation.

Rammer hammers feature the VIDAT System, which includes vibration dampened tie rods that reduce operating costs, extend operating life and minimize downtime – paying big dividends on demanding demolition jobs.

Top-down lubrication and underwater adaptation is standard, with lubrication and air passages built in for easy installation of remote lubricators and air lines for under water work.

BATTLE TESTED WHEN 75 YEARS OF FRONT-LINE WORK MEETS DESIGN-BUILT RELIABILITY Nothing rams like a Rammer® – an Allied promise backed by almost 75 years’ experience. Easy to use and service, Rammer hydraulic hammers are proven to be strong, reliable extensions of your important carrier purchase or rental decision. Plus we have features that can improve your overall equipment investment like simplified operation, better flow control, blank firing protection, superior lube systems and a network of 250 distributor locations. For details, visit www.AlliedCP.com or call 800-321-1046.

THERE’S NO SUBSTITUTE FOR EXPERIENCE For information and performance specifications, visit www.alliedcp. com. Or call 800-321-1046.

Visit Our New Website

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BUSINESS

SURVIVAL GUIDE

9 POINTS OF WISDOM FOR BUSINESS SUCCESS IN THE TRUMP ERA

Everyone wants to join a good party, but it’s important to keep your head because the day after always comes

S

ix months into the Donald Trump presidency and the world is changing faster than a pit crew changing tires at the Daytona 500. The stock market is setting records every other day. Interest rates are creeping up. Manufacturing lead times are measured in quarters and not weeks or months. And the equipment rental companies are bringing old machines out of their “bone yards” which have been sitting for years, and pressing them back into service. What could be better than a market that asks “When can I have it?” rather than “How much?” and the calls to come pick something up are replaced by “We need it another month or two.” Feels like 2007! Happy days are here again! Right?

Well, let’s slow down a minute before we run out and build another house or buy a larger boat. I

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// By Craig Paylor

remember those days when manupiles of inventory that you could facturing lead times were four to six not give away. That’s why it’s impormonths, and rental companies raised tant during these good times that rates two to three times a year, and we take the time to remember how contractors had to decide which jobs tough those three or four years were they wanted to bid on. And everyone after the recession of 2008, and try got a bonus. But my remembrance not to repeat the actions that caused of those times is somewhat cloudthe recovery to be so slow and pained by visions of ful. This strong my superiors askTHE ANSWER TO HOW market condiing me why I only tion could last a forecasted 25-per- GOOD A MARKET LIKE long time with a cent increases few breaks - like THIS IS FOR US IN THE instead of 50 an infrastrucpercent; dealLONG RUN DEPENDS ture bill, military ers calling me to spending, energy ON NOT MAKING THE production, and say my lead times were too long, so SAME MISTAKES WE the United States they were calling still being the one DID THE LAST TIME... place everyone the competition; and the supply feels their money chain saying they is safe. The answer could not increase their forecast for to how good a market like this is for at least four to six months and then us in the long run depends on not it was going to be 10 to 20 percent making the same mistakes we did more expensive. And if you did not the last time we all went to the party. want to pay that price there was a What should we have we learned? line of people who would! Start to get the picture?

When the market sees gains like 1. You need a plan. these when there is still only conToo many companies do not have versation about the changes the new a strategic plan because they do not administration wants to make, and take the time to build one. “We are too when the whole political system is as busy to sit in a room all day” is a comdivided as much as it ever has been, mon excuse. But if you do not know you have to wonder what everywhere you want to go, any road will one is betting on. Good markets are take you there. Just because the marlike good parties: Everyone wants to ket goes up 20 percent is not a reason join in and have as much fun as posto force your company to grow right sible. Get there early, stay late, and along with it. Grow what you can reagrab all the good times you can. But sonably afford to risk. The market will the next day can be rough! If you not stay up forever and you need to managed through 2008, 2009 and have a strategy to come back down 2010, you know what I mean. Market without killing your business model or demand collapsed. Rental rates dishaving to make drastic changes. solved. Lead times became piles and Continued on page 28 >>

www.ForConstructionPros.com/RENTAL

8/8/17 8:34 AM

VALUE TESTIMONIAL

DESIGNED TO

EXCEED EXPECTATIONS Responding to customer demand worldwide for higher capacity aerial work platforms, the new generation of Genie® Xtra Capacity™ boom lifts are designed to exceed expectations.

Engineered to work in more applications that require higher capacities, the new Genie XC™ boom combine the benefits of a dual-envelope design to provide an unrestricted platform capacity of 660 lb (300 kg) and a restricted capacity of 1,000 lb (454 kg). To support additional weight on the platform, Genie XC booms are engineered with an updated boom structure that boasts increased performance, range of motion and envelope control, as well as a robust jib capable of easily handling the standard 1,000-lb (454 kg) maximum capacity.

Thanks to new technology incorporated into the design, Genie XC booms will carry more load than ever before, giving the machines the unparalleled ability to complete higher capacity jobs in a wider range of applications. As an example: To increase performance, decrease set-up time and improve the overall productivity, all XC models boast the ability to do zero-load field calibration. These new Genie booms are equipped with a load sense cell that continuously checks the weight in the platform and adjusts to match the load chart. A tilt sensor also gives users access to different ranges of motion based on the machine’s rated slope limit, maximizing the ability to access even the most hard-to-reach work areas.

An updated CAN-based control system on most of the new Genie XC models brings the familiar Genie SmartLink™ control system features to our most popular booms. Operators will find the control layouts on these new Genie XC machines to be consistent and intuitive, making operation of the booms easy and straightforward.

And, service technicians will appreciate the onboard diagnostics available on the new LCD display at the ground www.ForConstructionPros.com/RENTAL

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controls, allowing machine setup, calibration and troubleshooting right on the machine — no need for a laptop or any additional accessories.

ANYTHING IS POSSIBLE WITH THE RIGHT

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BUSINESS

SURVIVAL GUIDE

2. Get what you can of the growing market share but do not out-run your manufacturing or service capability.

SO AS WE ENTER THIS NEW ERA OF “TRUMP ECONOMICS” IT’S IMPORTANT TO REALIZE THAT THE MARKET NO LONGER TAKES DAYS OR WEEKS TO ADJUST.

Build too fast for too long, working weekends with overtime and temporary help, will cause your quality to suffer. Run at 85-percent utilization in the rental fleet for very long and you will never keep up with routine maintenance and you’ll have more breakdowns and burn your service technicians out. Don’t get greedy.

3. Do not start jumping from vendor to vendor to get additional product faster just to increase production or fleet size.

This just causes the company problems down the road and increases infrastructure costs to deal with the unique products or parts for the life of the machine.

4. Analyze the sales forecast in depth to make sure it does not double or triple count growth.

I remember one time the Florida sales team forecasted a close to 50-percent increase year over year. Later I realized that each sales person was expecting their customer to grow 10+ percent in purchases to cover a new Disney expansion project. But of the five customers only one would get the work. So understand where the increased forecast is coming from to verify if it’s realistic.

5. Watch your expenditures.

It’s easy to let spending reports get missed when they’re covered up with PO numbers. Watch the spending in real dollars and not in percentages, as revenue will not stay at this level

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forever and it leads to expectations from customers and employees.

6. Finetune your core competency.

Do not start trying to do things you do not normally do just because someone asks you to. You can lose a lot of money trying to be all things to all people, especially when you are not an expert in the field.

7. Raise the price a little at a time but more often.

Market demand drives price but by raising it a little at a time it’s easier for your customer to accept and easier to track internally for when you have gone as far as you can for now.

8. Build your reserves and pay down debt.

Adding plant or branch expansions for the sake of building or renting more machines during a fast-paced market expansion is not wise. As the saying goes, “Don’t build your church for the Easter and Christmas services.”

9. Do not let market share be your North Star.

Follow the profitability of certain products, job types, customers and locations. Everything is not equal.

Bottom line growth as a percentage of revenue growth is always the best outcome at the end of a rapid market expansion.

So as we enter this new era of “Trump economics” it’s important to realize that the market no longer takes days or weeks to adjust. We have a divided Congress, international terrorism, rouge dictators, and international currency manipulation.

But the market demand for construction-related equipment would lead you to believe there is nothing but good news. Until one or more of these issues implode. Then the most important question will be “How can I survive”? The answer is by having a flexible plan, being nimble in its execution, not overspending, following your core competencies, and lastly, not getting locked into a definitive position on the market that you try to defend at all costs. It should be a very interesting three and one-half years (at least). ■

Craig Paylor is currenty chief operating officer at Ahern Rentals. He’s a well-known and outspoken figure within the equipment rental industry, having served previously as president of JLG Industries, president and CEO of National Truck Body Solutions, as well as a member of the board of directors at SmartEquip Inc. www.ForConstructionPros.com/RENTAL

8/8/17 8:34 AM

~

• 16% INCREASE IN ECONOMY • 7% INCREASE IN WORK VOLUME • THREE EFFICIENCY MODES

MORE POWER. LESS FUEL. With KOBELCO excavators, you get best-in-class fuel economy every time you fire up the engine – no matter how tough the job. With our latest Generation 10 machines, weʼre taking that efficiency to a whole new level. These new machines now boast up to a 7% increase in work volume per hour while also providing up to a 10% increase in fuel efficiency in S-mode and an additional 6% in ECO- mode. Put one to work on your next job and add some serious power to your bottom line.

Amazing fuel efficiency, improved productivity Digging volume/hour (Compared to H-mode on previous models)

Approximately

7% increase

NOx reduction rate

The engine exhaust system has a SCR system that converts emissions into harmless nitrogen and water, combining this with a post-exhaust gas treatment system

(Compared to previous models)

NOx

88 %

Approximately

SCR catalyst

decrease

*88% cleaner than interim Tier IV

Newly developed attachments are reinforced for optimum durability 1

2 Enlarged reinforcement of the arm foot HD: Increased thickness of arm-foot base plate.

New

Current

2

Return

3 1 Redesigned boom foot for improved durability Current

MINI

SHORT RADIUS

New

Large-size

3 Modified foot boss shape

New design boon foot, evenly distributes digging forces for improved durability.

The new boss design further improved strength.

New

Current

Engine

CONVENTIONAL

Main filter

Pre-filter

Fuel tank

1 The boom weight puts force on the boom cylinder 2 Hydraulic fluid pushed from the boom cylinder goes to the arm cylinder 2

3 Arm cylinder retracts 4 Arm extends

10 %

Approximately

1

3

Boom weight

4

increase

KOBELCO-USA.COM Search: 10076018

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8/8/17 8:34 AM

BUSINESS

SURVIVAL GUIDE

Online Equipment Rental:

WHERE DO WE GO FROM HERE? Smaller rental companies stand to gain significant advantages from partnering with an online rental marketplace

T

invest in or to close down.

There will be more competition for smaller independent rental companies. As online marketplaces expand, bringing with them national rental companies, independent, specialty rental companies that have thrived in small, local markets, should expect more competition. The shift to digital is not something that will only impact the large players in the industry.

Rather, all rental companies need to figure out how they’re going to operate in this new environment.

// By Jim Arabia

by leveraging their partner tools that were built from the ground up to market and facilitate the digital transaction. Together, they can create a better online space to rent construction equipment.

Benefits of partnering he widespread adopOne of the biggest benefits for tion of mobile devices and smaller companies to partnering the internet have impactwith online rental marketplaces, such ed virtually every aspect of as BigRentz, is that they won’t have our lives. Smartphones and tablets to navigate the digital waters alone. are always within reach, and finding BigRentz has established best-inanswers to questions or making a purclass-digital marketing and simply chase are only a few clicks or voice passes that expertise onto equipcommands away. But what does ment suppliers and manufacturers. this technology revolution mean The results for BigRentz partners, for the equipment rental induslarge and small, are an increased utitry, which has traditionally been lization of equipment and greater a handshake business? How do access to new types of customers manufacturers and suppliers meet the challenges of growing THERE’S BEEN A LOT OF HOPE that existing sales efforts are not focused on reaching. For smaller, online rental marketplaces, and AND HYPE, AND PLENTY OF regional rental companies, this is ultimately, how do they benefit particularly important because from them?

FEAR, UNCERTAINTY AND many larger regional or nationThere’s been a lot of hope and hype, and plenty of fear, uncerDOUBT SURROUNDING ONLINE wide customers aren’t familiar with them. tainty and doubt surrounding AND MOBILE TECHNOLOGIES. Online rental marketplaconline and mobile technoloes have helped thousands of gies. But adoption is happening small and regional rental compaquickly, and for many industries, Unfortunately, smaller companies nies increase fleet utilization and find including heavy equipment rental, do not have the budget, resources or new customers. There really is no risk these technologies are adding value expertise to effectively compete online to suppliers because the business is across every aspect of operations. against the larger national companies. completely additive to their existing From our experience, it’s clear they are Future of the online rental customer base. ■ already looking for ways to find cusmarketplace trend

Going forward, data analytics will be critical. The analytics-based knowledge of the market will be key to navigating through market turbulence and finding blue (ocean) markets – areas with less competition. Data will also drive inventory and product selection, helping suppliers and rental yards understand what products to

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tomers and revenue from the online channel without having to make huge investments in this area. Partnering with an online company that already has the industry knowledge and connections can be an effective strategy for them. Rather than investing in their own online and mobile solutions, they can increase rental opportunities

Jim Arabia is a marketing and branding executive with over 20 years of experience leading businesses with growth initiatives.

In his role as vice president of marketing at BigRentz, Jim’s responsibilities include leading market positioning strategies, creating programs to align and support the strategic vision, and directing the activities of the brand advertising efforts.

www.ForConstructionPros.com/RENTAL

8/8/17 8:36 AM

VALUE TESTIMONIAL

JENNY PRODUCTS

90 YEARS & COUNTING Celebrating our 90th year in business, Jenny Products is known as an innovative manufacturer of the most reliable air compressors, pressure washers and steam cleaners on the market. In fact, our roots date back to the company’s invention of the first steam cleaner – commonly referred to as the “Steam Jenny.”

Our history of innovation doesn’t end there. Jenny is credited with building the first positive displacement triplex pump, which remains the backbone of every pressure washer manufactured today. And, since 1976, we’ve been making quality air compressor components, including the industry-renowned K pump, a proven technology still found in our line of Jenny compressors.

Today, we manufacture a complete line of air compressors, including hand-carry, single-stage wheeled portable, two-stage wheeled portable, service vehicle and industrial stationary models. We also offer a full line of pressure washers, including hot, cold and combination units, and both oilfired and gas-fired steam cleaners.

No matter what the category, all of our products are known for requiring minimal maintenance while delivering lengthy service lives—qualities that can be appreciated by both rental operators and end-users alike.

814-445-3400 jennyproductsinc.com

The only time people notice an air compressor is when it’s not working.

That’s why Jenny has basically gone unnoticed since 1927. It’s the hazard of offering the most reliable compressors on the market, but we wouldn’t have it any other way…nor would our customers.

›› Isn’t it time a Jenny was hiding on your jobsite?

MADE IN THE U.S.A. JennyProductsInc.com

Search: 10073465 www.ForConstructionPros.com/RENTAL

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8/4/17 8/8/17 11:10 8:36 AM

VALUE TESTIMONIAL

WHY DID RG RENTS

SWITCH TO CARRYALL® UTILITY VEHICLES?

Drive Savings

By Jerod McDowell, 4x4 Utilit y Produc t Manager at Club Car

Many utility vehicles are built for recreational use, yet sold into the rental market. But these vehicles aren’t engineered for down-and-dirty rental applications. Their bodies, suspension systems, rust-prone steel frames and other components just can’t hack the rough conditions. And many are gasoline powered.

RG Rents, an independent rental company in St. Louis, Mo., experienced that firsthand. The company, which services commercial

contractors, was renting utility vehicles made by several manufacturers.

“But most of the vehicles we tried simply were not built to hold up in demanding environments,” says coowner Joe Alonzo. The results: high call volumes and short life spans.

In addition, most manufacturers do not have the infrastructure to meet the needs of rental customers.

RG Rents solved both problems by replacing all of its UTVs with new Carryall all-wheel drive utility vehicles.

“The Carryall utility vehicles are holding up much better than other utility vehicles we’ve tried.

We keep them rented all the time, and have very few problems,” Alonzo says. “If we do have an issue, we call a Club Car technician directly from the job site and get excellent support.”

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Carryall utility vehicles are purpose-built for work. They feature strong rust-proof aluminum frames, four-link semi-independent rear suspension systems that maintain their ground clearance even when fully loaded, durable ArmorFlex bodies and powerful diesel engines.

In addition, Club Car operates the industry’s only dedicated rental support team and a national network of warehouses for quick delivery.

“The Carryall utility vehicles were readily available, and they are holding up much better than others we’ve tried,” Alonzo says. “We keep them rented all the time, and have very few problems. If we do have an issue, we call a Club Car technician directly from the job site and get excellent support. And we love the Carryall’s rustproof aluminum frame.

It’s strong yet light, which lets us deliver more vehicles at a time.”

Don’t play around. Call Club Car’s Dedicated Rental Team at

706-955-0252

www.ForConstructionPros.com/RENTAL

8/4/17 8/8/17 11:07 8:36 AM

POWER

20 HP GAS/DIESEL

DRIVETRAIN

VEHICLE LOAD

TOWING

AUTO 4 x 4 1,600 LBS. 2,000 LBS.

WARRANTY

CARRYALL UTVS KEEP YOUR ®

RENTERS ROLLING.

2 year/2000 hour

Our Carryall utility vehicle lineup includes two-wheel or automatic four-wheel drive vehicles in gas or diesel and two- and four-passenger models, all with the rental industry’s longest warranty. Rugged CV boot guards and differential guards reduce service calls, and our exclusive IntelliTrak™ 4-wheel drive system eliminates multiple buttons and levers and simplifies driver training. For more information, contact our Dedicated Rental Team at (706) 955-0252.

©2017 Club Car, LLC. All rights reserved.

Search: 10075648

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8/8/17 8:36 AM

BUSINESS

SURVIVAL GUIDE

HOW MUCH DO YOU UNDERSTAND YOUR RENTAL RATES // By Garry Bartecki

Your rates must cover cost to own and cost to operate the equipment

R

ental rates are an interesting topic. And probably one of the most important financial metrics associated with the rental business.

Here’s what we know about rental rates: ■■ Rental rates are based on the original equipment cost of rental units.

■■ We know they move around a bit because of seasonality, economic downturns or upswings, specials for good customers, salesman discounts and especially because “they can get it cheaper from ABC Rental.”

■■ Rental rates normally are stated in terms of daily, weekly and monthly rates, with commissions based on a percentage of the standard rate collected.

Some rental companies pro-rate their rates. Some bill up front and others at the conclusion of the rental cycle.

■■ We know rental rates are used to pay our sales personnel in terms of monthly, quarterly and annual commissions and bonuses. Competitive compensation plans help retain experienced sales folks.

Put this all together and rental rates have to cover both the cost to own (which includes debt service) and the cost to operate the rental units, along with indirect expenses related to payroll and benefits, occupancy costs, general and administration expenses and taxes. Remember, a positive bottom line does not guarantee adequate cash flow to cover debt service.

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Listen to KeyBank KeyBank tracks the rental industry (especially the public companies) and publishes a rental industry paper a couple of times a year. Looking at it from their perspective, investment bankers are more interested in the investment grade of a rental company or the rental industry in general.

THE RENTAL INDUSTRY IS AN AMAZING INDUSTRY, WITH IT’S OWN SET OF FINANCIAL METRICS. THAT’S WHAT MAKES IT SO MUCH FUN TO PLAY WITH. I find it interesting reading, especially when they come to conclusions about why the value of rental equipment is changing, why rental billing is up or down, changes in rental rates, expected CAPEX expenditures and commentary about the various OEMs that service the industry. In the end, KeyBank supplies additional data, and some deep data you can use to see how you are doing.

Joe Box heads up the KeyBank effort and you can find him at jbox@ keybank.com. I suggest you get on their list to receive their market analysis.

Joe Box likes to share their efforts of tracking industry volume, used equipment prices and rental rates.

KeyBank concluded that

rental rates move with used equipment values. Their charts seem to support their conclusion, but there might be other market changes coming down the pike that could change this relationship.

Rates, profits and cash flow There appears to be some confusion over how rental rates are analyzed to determine what role they play in rental company profits and cash flow.

I say this because when I have conversations with rental company execs and I ask “How is the rental business?” and I hear “Great, we are up 10% over last year.” Or “Not so good, we are below budget so far this year.”

And then I say “How come?” and I hear comments about both the time and dollar utilization, which is expected. I then come back with “Why did your total utilization and dollar utilization move the way they did?” and I usually get a reasonable explanation about total utilization. But seldom do I get an explanation about dollar utilization that covers both total utilization movement as well as rental rate changes, which in combination contribute to changes on dollar utilization.

When it comes to rental rates, you have to get it right to cover both the “cost to own” and the “cost to operate” your fleet. Now go back and ask your rental manager why the dollar utilization changed last month... if you hear crickets for any length of time, it’s time to learn how to calculate the impact of rental rate changes on rental volume. ■ Garry Bartecki is the managing member of GB Financial Services LLP and a consultant to the Associated Equipment Distributors. He can be reached at (708) 347-9109 or gbartecki@comcast.net.

www.ForConstructionPros.com/RENTAL

8/8/17 8:38 AM

VALUE TESTIMONIAL

RENTAL PARTNER PROGRAM

DELIVERS EXCLUSIVE BENEFITS

Kohler Engines offers free training and support, parts discounts, and repowering rebates Minimizing downtown is critical for rental yards looking to maintain a competitive edge. As a result, industry leaders like Kohler Engines are stepping in to assist.

The company’s Rental Partner Program is designed to help hardworking rental shops by creating a direct relationship between rental yard owners and Kohler Engines central distributors. Through the program, rental yards can power their equipment with Kohler’s comprehensive range of gas and diesel engines, while receiving exclusive benefits to help extend

equipment uptime, maximize a rental yard’s profitability, and more.

“The primary focus of our Rental Partner Program is simple,” says Scott Lee, product manager for Kohler Engines. “We help rental yards by providing just what they need, exactly when they need it.

Whether that’s a new engine, parts, information or expertise, our goal is a seamless partnership so rental yards save money while delivering the best possible rental experience to their customers.”

Specific benefits of the Kohler Engines Rental Partner Program include discounts on maintenance parts and engines; repowering rebates; fast delivery; and online access to service literature, marketing materials and illustrated parts lists.

Through the program, rental yards can also service their own fleets, perform warranty repairs, and receive expedited reimbursement on warranty parts and labor. For more information, simply visit KohlerEngines.com/RentalPartner.

Kohler Engines was founded more than 90 years ago and has continually enhanced its product lineup in an effort to make life easier and more profitable for rental professionals and other end users around the globe. The company offers a full array of gaseous, gasoline and diesel engines up to 134 horsepower.

800-544-2444 KohlerPower.com

www.ForConstructionPros.com/RENTAL

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BUSINESS

SURVIVAL GUIDE

NEW ANSI CHANGES GOT YOU ANTSY? Here Are the Six Key Changes Rental companies need to be ready for when the new standard becomes final later this year

T

he American National Standards Institute (ANSI), a nonprofit organization that oversees the development of voluntary consensus standards for products, is expected to update standards for access equipment design standards in late 2017.

To comply with the new standards, North American manufacturers and operators will need to take new safety features into consideration.

“The new ANSI standard will broadly bring North American machines in line with equipment currently in the European market, reducing global variances,” said Barry Greenaway, product manager, Skyjack.

The ANSI standards dictate stability, testing and safety requirements to access equipment manufacturers to ensure the marketplace receives and uses certified machines. This allows for a consistency of approach,

equipment and training throughout the USA. The ANSI A92 Mobile Elevating Work Platform (MEWP) Design, SafeNew platform entries are an use and example of one Training area that will Standards, change with the which includes new standard.

A92.22 for safe use and A92.24 for training, will replace the current standards A92.5 for boom supported platform and A92.6 for scissor type platform. The new standard includes new requirements such as active load sensing, new wind

WHAT IT MEANS

36

// Information provided by Skyjack

ratings and stability testing. It also uses the mobile elevating work platform (MEWP) terminology instead of aerial work platform (AWP).

With the new changes, new training and familiarization will be needed.

“Education and proper training will be key for rental companies and operators when it comes to successfully adapting to the new ANSI changes,” Greenaway said.

“We also recommend rental companies allocate adequate resources to respond to customer inquiries about the new ANSI standards.” ■ EFFECTS ON END USERS

1. NAMING

The A92.20 will replace A92.5 and A92.6; mobile elevating work platforms (MEWPs) will replace aerial work platforms (AWPs).

2. LOAD SENSING SYSTEM

An active load sensing device is required on all A92.20 MEWPs. The device will disable MEWPs’ normal elevating functions if they are overloaded beyond rated capacity.

Advanced planning required to ensure no overloading on machines built under A92.20.

3. NEW WIND FORCE REQUIREMENTS

Increased machine weight and reduced personnel capacities for machines — scissors and vertical masts in particular — in outdoor/wind conditions. Many machines previously rated for outdoor use may now be rated indoor only.

Outdoor tasks requiring multiple personnel will require consideration of new machine capacities during planning phase.

4. NEW STABILITY TESTING

The A92.20 requires machines to be tested when air-filled tires are deflated. Expect to see foam-filled tires mostly on rough-terrain scissors and rough-terrain booms.

Limited availability of units that can be equipped with floatation tires could require additional planning for soft ground/sand areas.

5. NEW RAILING HEIGHT

With increased railing height, compact DC scissors are now mostly equipped with folding rails to fit through standard doors.

Will need to fold down rail sections on compact electric scissors to pass through most interior doors.

6. NEW PLATFORM ENTRIES

Gates and toe boards will replace chains as entrances on electric scissors, vertical masts and booms.

AUGUST/SEPTEMBER 2017

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www.ForConstructionPros.com/RENTAL

8/8/17 9:23 AM

VALUE TESTIMONIAL

YOUR COMPLETE SOURCE FOR

ENGINE & GENERATOR POWER CK Power is a leading manufacturer of power units and power generation solutions for a variety of markets and customers. Pictured is the CK430VM-T4 (350kW/430kVa) Tier 4 Final Generator.

This unit was specifically engineered for an application with stringent space constraints, runtime and load capability. CK Power is not just your standard generator manufacturer. From mobile to stationary units, we engineer and manufacture top-of-the-line power solutions with quick turnaround to meet your application needs.

1-855-CKPOWER www.ckpower.com

wE’rE not your standard gEnErator.

CK Power is your source for Tier 4 Final custom engineered power solutions.

CK430VM-T4 (350kW)

YOUR cOmplete sOURce fOR EnginE and gEnErator powEr

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www.ForConstructionPros.com/RENTAL

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· ckpower.com

Search: 12157686

7/14/17 10:04 AM

AUGUST/SEPTEMBER 2017

37

8/8/17 9:23 9:22 AM

DESIGNED FOR EVERY DIMENSION

REDEFINING ACCESS FOR RENTAL The worksite of the future calls for equipment that is more productive, more versatile and easier to maintain than ever before. With smarter machines and advanced life cycle solutions, we support you at every level to maximize ROI and promote customer confidence on the job.

Explore award-winning value: jlg.com/en/equipment

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8/8/17 9:23 AM

Search: 10073474

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8/8/17 9:23 AM

BUSINESS

SURVIVAL GUIDE

MAXIMIZING PROFITABILITY

Through the Total Cost of Ownership Metric Using the latest tools to calculate total cost of ownership can help rental companies better manage service intervals and gain maximum profitability over the life of their equipment

T

rue total cost of ownership (TCO) is determined by factoring in everything that goes into operating a machine over its lifetime: initial purchase price, fuel costs, maintenance costs, utilization, organizational overhead, resale value, etc.

When you talk about total cost of ownership for rental companies, it has to play into their rental rate calculation as well as the return on investment, or return on asset, more so than just the purchase price of the machine. So if one brand has an advantage - and it might be something as simple as Brand A’s oil change interval is 500 hours, while Brand B’s is 2,000 hours - and you start extrapolating that over the duration of ownership, it can start to add up. Specifically for the rental side, all of those costs have to roll up into a profitable rental rate. Then you look at taxes and depreciation and retail value, auction value and more.

Managing service intervals One of the struggles rental companies face is that different manufacturers have varying service intervals. So if Brand A skid steer has a 500-hour service interval, Brand B has 215, and Brand C has 700 hours, it can be very difficult for a rental company to keep track of everything. As a result, some rental companies will simply standardize their approach to service, as in “All skid steers serviced at 500 hours,” or even, “All machines

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500 hours.” When they do this, they’re missing key cost savings by not taking advantage of some of the features certain manufacturers offer.

Take advantage of telematics Telematics technology has made scheduling service intervals easier than ever. Eliminating the need for whiteboards and logbooks, telematics data can show rental companies where machines are in their maintenance schedule and how many hours are on the engine with up-to-the-minute accuracy. Telematics systems are also capable of sending alerts when a machine approaches a maintenance milestone, or is operating outside of an acceptable parameter.

Knowing exactly when a machine needs to be serviced allows service personnel to better plan for maintenance activities and ensure that all the proper parts, filters and components are in stock. Over time, sticking with the manufacturer-recommended service intervals will help maximize a machine’s profitability.

Calculations made easy CASE recently introduced its Total Cost of Ownership Calculator that allows equipment owners and prospective buyers to get a realistic picture of the lifetime costs of a particular machine. The math is all done in the background, taking into consideration things like estimated time of ownership, estimated hours per year, cost of fuel, length of depreciation and

// By David Garton

so on. It then gives the user an anticipated total hourly cost for the life of that machine, which can help rental companies set rental rates that will maximize a machine’s profitability.

More and more manufacturers are offering tools like this. Remember to ask your suppliers about it.

The calculation itself can go pretty deep. Depending on the type of equipment, the calculator starts with owning costs, which include the initial purchase amount, interest, taxes, extended warranty and resale value.

Also included are operating expenses, which include the cost of fuel, DEF, oil, tracks, bucket teeth and other consumables. Next is routine maintenance costs, which cover estimated labor rates as well as working conditions and utilization. Finally, the user ends up with a total owning and operating cost summary, which provides a total hourly cost for the machine.

Larger rental houses typically have their own systems for calculating total cost of ownership, but smaller rental companies sometimes need help, and they can often get it from their suppliers.

Before that’s done, it’s important to take an especially close look at things like service intervals between manufacturers.

Equipment rental is a very competitive industry. Whatever their size, all rental companies need an edge, and having a clear picture of the hourly cost of a machine over the course of its lifetime is a surefire way to set the most profitable and competitive rental rates. ■ David Garton has been in the Construction Equipment industry for over 20 years, with over 10 of those focused on the rental industry. Garton is very active in the American Rental Association, having served as chairman of the ARA Foundation and currently the chairman of the ARA Show Committee.

www.ForConstructionPros.com/RENTAL

8/8/17 8:40 AM

VALUE TESTIMONIAL

BARRETO MANUFACTURING, INC.,

TREE CARE PRODUCTS What began as a revolutionary idea for a hydraulic tiller back in the 80’s and led to developing the first allhydraulic walk behind trencher in the 90’s, has become an industry-leading product line of lawn, garden, and tree care equipment.

The first product in the Barreto tree care line was the Log Splitter introduced in 2006. Built specifically for the demands of the rental market, the Barreto log splitter features a 790 lb. frame, a high carbon wear-alloy wedge, and a 6” x 25 lb. wide flange beam. The innovatively designed torsion axle can be moved to one of three positions to reduce or increase tongue weight to the

owner’s preference. Safety is standard with a mandatory two-handed control system, cushion mounted log cradle, and spring loaded cleaning wedge.

In 2013, Barreto brought the 30SG Stump Grinder to the rental market. The 30SG has a hydraulically-driven cutter wheel that is raised and lowered into the stump and then moved from side to side to cut down.

The tracks are driven by independent hydrostatic pumps mounted on the rear of the engine for easy access and simple linkage control. Counterbalance valves on each track drive prevent the motors from slipping while the cutter wheel is engaged, even while operating on a slope. All-hydraulic drive to the cutter wheel eliminates costly belts.

2016’s addition to the Barreto tree care line is the 3104CMS Chipper/ Mulcher/Shredder. The CMS

transforms yard debris into valuable mulch and is powered by a 31hp Briggs Vanguard V-Twin engine with electric start. The CMS is designed to chip logs and branches up to 4”, while the mulching hopper accommodates smaller leaves and branches.

The CMS comes ready to tow with a standard torsion axle and quick release coupling.

To reduce maintenance costs, the chipping blades are double sided and the mulching/ shredding hammers have four hammering surfaces. Both have quick access ports for easy servicing or repair.

Rounding out the Barreto tree care line is the all-new 13SGH/16SGB Stump Grinder, introduced in 2017.

This stump grinder’s unique design pivots over the center-line of the wheels, allowing the grinding head to sweep easily across the stump, while the wheel base remains stationary. The innovative design and compact stature of this stump grinder makes it ideal for tight access areas. The swivel head has a swing arc of 35˚ and the cutting wheel has eight carbide green teeth with three cutting surfaces. The unique design provides limited need for maintenance and repair, allowing the stump grinders to remain in the field getting the job done.

THE UNIQUE DESIGN PROVIDES LIMITED NEED FOR MAINTENANCE AND REPAIR...

See how the Barreto tree care line can help your rental business.

Call us today at 1-800-525-7348 or visit www.barretomfg.com.

www.ForConstructionPros.com/RENTAL

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YO U R 2 017

SKID STEER LOADER SPEC GUIDE Skid-steer loaders are arguably the most versatile tools on a jobsite, with capabilities that enable them to tackle a wide range of tasks with ease. Following is a look at the specs and key features that make each brand and model unique. To learn more, visit the URL shown to request more information. You can also utilize the exclusive interactive, customizable version of this spec guide at ForConstructionPros.com/ specguide/skid-steer to sort and compare models based on your specific requirements.

Wacker Neuson Wacker Neuson’s new line of medium frame skid steers was engineered in and for the North American market at the company’s Menomonee Falls, WI facility. They feature greater hinge pin height and hydraulic horsepower, optimal maintenance and service access, plus a spacious operator’s station for units this size. The Kohler engines come standard with a 4-year, 4,000-hour engine warranty, providing value to customers whether they are buying the machine new or in its secondary life. forconstructionpros.com/10075166

WACKER NEUSON

Model SW16 SW17 SW20 SW21 SW 24 SW 28

Net HP 56 74 56 74 74.3 74.3

Operating Weight (lbs.)

6,170 6,245 6,437 6,512 7,865 8,283

Rated Operating Capacity (lbs.)

1,600 1,700 2,000 2,100 2,350 2,800

Breakout Force (lbs.)

5,300 5,300 5,300 5,300 6,717 6,717

Height to Hinge Pin (in.)

118 118 124 124 125 134

Std. Hydraulic Flow (gpm) 20 20 20 20 22.5 22.5

Yanmar America The Yanmar skid steers include a low-profile boom for optimal side-to-side visibility.

Their longer wheelbase ensures a smoother ride, and a lower center of gravity provides added stability. The cab-forward design offers greater visibility and customized comfort, including padded adjustable armrests and adjustable control towers. www.forconstructionpros.com/10075275

YANMAR AMERICA

Model S165R-1 S190R-1 S220R-1 S270V-1

Net HP 68.4 68.4 70.7 70.7

Operating Weight (lbs.)

6,122 6,880 7,980 8,150

Rated Operating Capacity (lbs.)

1,650 1,900 2,200 2,700

Breakout Force (lbs.)

4,591 4,050 5,600 5,795

Height to Hinge Pin (in.)

119 120.5 123 130.3

Std. Hydraulic Flow (gpm) 18.9 18.5 23.5 23.5

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CASE Construction Equipment CASE Tier 4 Final Alpha Series skid-steer loaders feature greater breakout forces, torque, hydraulic flow and visibility. EZ-EH controls allow operators to switch between personalized speed and control settings, and program up to nine different presets to recall operator settings at the touch of a button.

An available Ride Control option automatically steadies the loader arm when traveling, while the machine automatically compensates with greater shock absorption and reduced loader arm bounce. forconstructionpros.com/10072356

CASE CONSTRUCTION EQUIPMENT

Model SR130 SR160 SR175 SV185 SR210 SR240 SR270 SV280 SV300 SV340

Net HP 45.8 57 64 57 68 68 84 68 84 84

Operating Weight (lbs.)

5,180 5,645 6,270 6,570 6,970 7,400 8,117 8,090 8,655 9,100

Rated Operating Capacity (lbs.)

1,300 1,600 1,750 1,850 2,100 2,400 2,700 2,800 3,000 3,400

Breakout Force (lbs.)

4,180 5,270 7,270 5,550 7,270 8,680 8,677 8,776 8,776 9,531

Height to Hinge Pin (in.)

112 112 122 120 123 125.1 125.1 130 130 130

Std. Hydraulic Flow (gpm) 17.5 18.4 20.6 20.6 24.2 24.2 24.2 24.2 24.2 24.2

Kubota A unique feature on Kubota’s skid steer is the roll-up door. Its design allows the door to be locked in the open position so that the operator can continue to operate without removing and storing it. Plus, the door can be opened at any point of loader arm travel. The versatility of the skid steers continues to grow with the introduction of Kubota-branded hydraulic and non-hydraulic attachments. forconstructionpros.com/10073594

KUBOTA

Model SSV65 SSV75

Net HP 64 74.3

Operating Weight (lbs.)

6,790 8,157

Rated Operating Capacity (lbs.)

1,950 2,690

Breakout Force (lbs.)

4,839 5,884

Height to Hinge Pin (in.)

121.5 128.3

Std. Hydraulic Flow (gpm) 18 20.9

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JCB JCB skid-steer loaders are recognized by their single-boom design that enables safe side-door entry/exit and enhanced operator visibility. The eight models in the range require no diesel particulate filter (DPF) and deliver optimal performance, reliability and serviceability. In 2017, JCB launched the Teleskid (3TS-8W), a unique skid steer with a telescopic boom that allows operators to lift, reach and dig further than ever. forconstructionpros.com/10073460

JCB

Net Operating Rated Operating Breakout Height to Std. Hydraulic Model HP Weight (lbs.)

Capacity (lbs.)

Force (lbs.)

Hinge Pin (in.)

Flow (gpm) 175 56 6,819 1,550 4,718 118 18.5 210 74 6,885-7,075* 2,114-2,338* 4,899 118 18.5 215 74 7,253-7,474* 2,112-2,258* 4,899 118 18.5 250 74 7,954 2,250 5,599 125 24 270 74 8,232 2,600 5,699 125 24 300 74 9,054 3,000 7,187 125 24 330 74 9,354 3,295 7,187 126 24 3TS-8W 76 9,859 3,207/1,347** 6,543/6,517** 126/159** 24 *Dependent on addition of optional suitcase counterweight kits

**Retracted/Extended

John Deere The John Deere skid-steer lineup features six vertical lift and two radial lift models.

Improvements in horsepower-to-weight ratios and an optimized boom design enable lift heights over 10 ft. on the vertical lift models and a 20% increase in breakout forces on the radial lift models. Flexible control choices allow contractors to choose between standard foot and hand controls, optional hands-only controls or enhanced (EH) joystick controls that are switchable between ISO- and H-pattern. forconstructionpros.com/10073480

JOHN DEERE

Model 312GR 314G 316GR 318G 320E 324E 330G 332G

Net HP 48 48 61 61 66 70 88.5 96.6

Operating Weight (lbs.)

5,995 6,315 6,375 6,475 7,150 7,500 9,900 10,000

Rated Operating Capacity (lbs.)

1,550 1,760 1,750 1,945 2,190 2,690 3,000 3,600

Breakout Force (lbs.)

3,700 3,500 4,000 4,250 4,200 6,000 7,600 9,250

Height to Hinge Pin (in.)

115.1 120 115.1 120 121.5 125.5 132 132

Std. Hydraulic Flow (gpm) 31 31 33 33 38 42 47 50

LiuGong LiuGong’s entry into the North American skid-steer loader market is the 385B model, which is fully compliant with Tier 4 Final emissions requirements. It features a .66-cu.yd. bucket attached to a quick coupler that is compatible with skid-steer industry standard work tools. Third-valve hydraulic function along with high-flow hydraulics are standard, providing the user with maximum versatility and productivity on the jobsite. forconstructionpros.com/10072790

LIUGONG CONSTRUCTION MACHINERY

Model 385B

Net HP 70

Operating Weight (lbs.)

8,250

Rated Operating Capacity (lbs.)

2,300

Breakout Force (lbs.)

6,699

Height to Hinge Pin (in.)

129

Std. Hydraulic Flow (gpm) 31

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Bobcat Company

BOBCAT COMPANY

Model S70 S450 S550 S570 S590 S595 S630 S650 S740 S770 S850 A770

Net HP 22.5 46.7 58.2 58.2 62.9 70.5 70.5 70.5 70.9 88.2 95.9 88.2

Operating Weight (lbs.)

2,795 5,027 6,213 6,480 6,593 6,793 7,610 8,061 8,794 9,314 10,237 9,623

Rated Operating Capacity (lbs.)

700 1,300 1,750 1,950 2,100 2,200 2,180 2,690 3,100 3,350 3,950 3,325

Breakout Force (lbs.)

1,950 2,776 5,470 5,470 5,470 5,740 6,960 6,960 6,676 6,831 9,686 6,531

Height to Hinge Pin (in.)

94.5 109.5 114.5 119 119 119 121 124 132 132 144 132

Std. Hydraulic Flow (gpm) 9.8 16.7 17.1 17.1 17.1 17.1 23 23 23 23 23 23

The compact M2-Series loaders from Bobcat offer a variety of performance, operator comfort and visibility enhancements to help increase operator productivity and provide enhanced machine uptime protection. New features include reduced-effort controls, a quieter cab, optional side lighting kit, automatic ride control option, redesigned top window and optional reversing fan. forconstructionpros.com/10075912

VALUE TESTIMONIAL

TVH PARTS CO.

YOUR ONE-STOP-SHOP TVH is the worldwide leading supplier for parts and accessories for the material handling and industrial equipment industries. Our commitment to service, knowledge and product availability has made us the OneStop-Shop for our customers and their industrial parts requirements.

Our dedicated customer service representatives combined with our industry leading research and ecommerce site provides extensive technical data, price, availability, shipment tracking, and account information 24/7. Our large selection of products includes parts for forklifts, aerial work platforms, sweepers, floor scrubbers, and more. TVH provides a customer experience that is second-to-none by offering the right part at the right price with exceptional customer service.

With 14 distribution centers across the Americas, we are able to reach 90% of the industrial equipment population in 1 day ground service with our comprehensive selection of over 8 million parts.

Search: 11782055

www.ForConstructionPros.com/RENTAL

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LEARN MORE ONLINE You can find the latest information on available skid-steer models as well as other equipment in the New Equipment Directory at ForConstructionPros.com/ directory. In addition, here are links to articles that may help as you search for a skid steer to meet your needs: How to Select the

Right Skid Steer ForConstructionPros. com/12088459 hould You Buy a S Skid-steer Loader or a Compact Track Loader?

ForConstructionPros. com/12263102 Skid-Steer Loaders:

What Manufacturers Are Doing to Make These Workhorses Even Better ForConstructionPros. com/12213281

New Holland In 2017, New Holland is celebrating 45 years of the Super Boom Vertical lift design that paved the way for its skid steers’ leading lift height and reach. Its models are designed for optimal jobsite safety afforded by clear visibility from the cab. They also offer the torque needed to power through a tough dig, relying on their composite boom stops to channel the forces into the chassis instead of the rear pivot pins. forconstructionpros.com/10072472

NEW HOLLAND

Net Operating Rated Operating Breakout Height to Std. Hydraulic Model HP Weight (lbs.)

Capacity (lbs.)

Force (lbs.)

Hinge Pin (in.)

Flow (gpm) L213 46 5,070 1,300 4,180 112 17.5 L216 57 5,510 1,600 5,270 112 18.4 L218 57 5,930 1,800 5,550 120 20.6 L220 64 6,470 2,000 7,300 121 20.6 L221 68 6,970 2,100 7,270 123 24.2 L228 68 8,245 2,800 8,620 129 24.2 L234 84 8,900 3,400 9,323 131 24.2

MUSTANG

Model 1050R 1350R 1500R 1650R 1900R 2200R 2600R 2700V NXT2 3300V NXT2 4000V

Net HP 33.1 44.5 44.5 68.4 68.4 70.7 70.7 70.7 70.7 --

Operating Weight (lbs.)

4,000 5,130 5,930 6,165 6,880 7,980 8,200 8,150 9,090 11,100

Rated Operating Capacity (lbs.)

1,050 1,350 1,500 1,650 1,900 2,200 2,600 2,700 3,300 4,000

Breakout Force (lbs.)

2,800 2,910 4,450 4,591 4,050 5,600 5,640 5,233 5,850 8,200

Height to Hinge Pin (in.)

108.1 110 120.5 123 120.5 123 123 130.3 131.2 144

Std. Hydraulic Flow (gpm) 14.5 17 17 18.9 18.5 23.5 23.5 21.8 21.8 32

Mustang With 50+ years of skid steer experience, Mustang is recognized for its reliability and integrity in the construction market. It now offers a complete lineup of 10 radial lift and vertical lift units, providing options from compact to full size and ranging from 1,050- to 4,000-lb. rated operating capacities. forconstructionpros.com/10073977

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Gehl

GEHL

Model R105 R135 R150 R165 R190 R220 R260 V270 GEN:2 V330 GEN:2 V400

Net HP 33.1 44.5 44.5 68.4 68.4 70.7 70.7 70.7 70.7 --

Operating Weight (lbs.)

4,000 5,130 5,930 6,165 6,880 7,980 8,200 8,150 9,090 11,100

Rated Operating Capacity (lbs.)

1,050 1,350 1,500 1,650 1,900 2,200 2,600 2,700 3,300 4,000

Breakout Force (lbs.)

2,800 2,910 4,450 4,591 4,050 5,600 5,640 5,233 5,850 8,200

Height to Hinge Pin (in.)

108.1 110 120.5 123 120.5 123 123 130.3 131.2 144

Std. Hydraulic Flow (gpm) 14.5 17 17 18.9 18.5 23.5 23.5 21.8 21.8 32

Gehl offers a wide selection of radial and vertical lift skid loaders, providing a rated operating capacity range from 1,050 to 4,000 lbs. The patented “power-view” lift arm design is built to tackle heavyduty lifting along with providing optimized side-view visibility.

Controls for the loaders can be customized from the factory with four options to select from: the Gehl T-Bar control system, joystick hydraulic pilot controls, hand/foot controls or dual hand style. forconstructionpros.com/10073086

Why rent anything else?

Quality Service Innovation www.webermt.us sales@webermt.us • 800-709-3237 Search: 10075199 www.ForConstructionPros.com/RENTAL

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Takeuchi Takeuchi radial and vertical lift skid loaders offer up to a 3,500lb. operating capacity, available high flow up to 31 gpm and a Tier 4 Final diesel engine that only requires a diesel oxidation catalyst for exhaust aftertreatment. Pilotoperated controls are standard, along with a one-piece steel reinforced frame. An upgraded multi-informational display with digital gauges and menu navigation have been added, as well. forconstructionpros.com/10074812

TAKEUCHI

Model TS80R2 TS80V2

Net HP 74 74

Operating Weight (lbs.)

7,950 8,965

Rated Operating Capacity (lbs.)

2,825 3,500

Breakout Force (lbs.)

5,845 5,920

Height to Hinge Pin (in.)

125 130

Std. Hydraulic Flow (gpm) 21.5 26

Kato Compact Excavator Sales IHIMER currently makes two different models of rubber-tired skid steers that are sold in the U.S. by Kato Compact Excavator Sales. The AS-34 and the AS-12 come standard with piloted joystick controls, making it easier on less experienced operators to get in the machine and adapt quickly to the controls. Each machine model is also available with either open or fully enclosed cab for maximum comfort forconstructionpros.com/10073360

KATO COMPACT EXCAVATOR SALES

Model AS-12 AS-34

Net HP 21 82.2

Operating Weight (lbs.)

2,955 7,718

Rated Operating Capacity (lbs.)

728 2,250

Breakout Force (lbs.)

1,658 6,254

Height to Hinge Pin (in.)

100 122.8

Std. Hydraulic Flow (gpm) 7.4 36

Rated Operating Capacity (lbs.)

2,337 2,866

Breakout Force (lbs.)

4,097 6,970

Height to Hinge Pin (in.)

156 124.8

Std. Hydraulic Flow (gpm) 17 21

Rhino Equipment The RHINO RS skid steers have high-output engines and come fully equipped with ample visibility and protection. The standard model includes a hydraulic line and a quickrelease system to change the wide range of available accessories in minutes. Due to their size, the loaders can maneuver easily in confined spaces. They have high loading capacities and are agile and quick, allowing for short operating cycles.

They are easy to maintain and provide easy access to critical components thanks to the positioning of systems.

RHINO EQUIPMENT

Model RS50-S RS60-S

Net HP 60 75

Operating Weight (lbs.)

6,834 7,760

forconstructionpros.com/12144955

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Caterpillar Inc. Cat skid-steer loaders provide many features that help an operator on the jobsite to work safer (rearview mirror, rearview camera) and more comfortably (one-piece sealed and pressurized cab, plus a high-back, heated seat with air suspension). They can also be more productive thanks to operator-specific machine settings, speed sensitive ride control, return to dig/work tool positioner, raise and lower self-level system and high-flow auxiliary hydraulic system.

Net Operating Rated Operating Breakout Height to Std. Hydraulic Model HP Weight (lbs.)

Capacity (lbs.)

Force (lbs.)

Hinge Pin (in.)

Flow (gpm) 226D 65.8 5,705 1,550 3,983 111 18 236D 73.2 6,559 1,800 5,074 122.9 20 232D 65.8 6,213 1,850 3,984 118 18 242D 73.2 6,980 2,150 5,034 121.1 20 246D 72.9 7,424 2,150 7,355 124.2 23 262D 72.9 8,011 2,700 7,355 124.9 23 272D2 95 8,768 3,400 7,443 127.1 23 272D2 XHP 106 9,255 3,650 7,362 128.6 23

forconstructionpros.com/10075307

CATERPILLAR INC.

Volvo Construction Equipment

VOLVO CONSTRUCTION EQUIPMENT

Model MC60C MC70C MC85C MC95C MC110C MC115C MC135C

Net HP 47.2 55.7 47.2 60.5 72.6 72.6 72.6

Operating Weight (lbs.)

6,153 6,355 6,724 7,054 7,954 8,232 9,054

Rated Operating Capacity (lbs.)

1,495 1,550 1,750 1,900 2,454 2,724 3,012

Breakout Force (lbs.)

4,012 4,012 4,718 4,718 5,699 5,699 7,187

Height to Hinge Pin (in.)

118 118 118 118 125 125 125

Std. Hydraulic Flow (gpm) 18.5 18.5 18.5 18.5 24 24 24

The Volvo line of skid steers is appealing for their small size and versatility. The single loader arm design is durable, safe and provides optimal visibility. The automatic quick-attach option allows users to change attachments quickly and easily without exiting the cab. Increased rated operating capacity and greater hydraulic flow allow for completion of heavier duty tasks and the ability to run bigger attachments while remaining lightweight and easy to transport. forconstructionpros.com/10075146

Visit ForConstructionPros.com/specguide/skid-steer to conduct a customizable search of these specs or find more information on suppliers and their unique models using the URLs provided. www.ForConstructionPros.com/RENTAL

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VALUE TESTIMONIAL

THE SKY’S THE LIMIT

As an international manufacturer of mobile access equipment, Skyjack has developed a number of unique and functional features to help rental companies and operators get the most out of their machines. These features enhance performance and boost productivity on jobsites, while retaining all the safety standards and low maintenance costs that customers are used to on Skyjack units.

These features and functions are for use with Skyjack’s aerial work platforms, including vertical mast lifts, DC electric scissors, rough terrain scissors, articulating booms and telescopic booms.

Skyjack has a wide range of accessories to help customers minimize manual work, and increase flexibility and jobsite productivity. The ACCESSORYRZERS™ product line is engineered and certified

by Skyjack giving the operators the peace of mind for enhanced safety and performance. Factory approved attachments include heavy-duty pipe racks, tool trays, material handling stands, board/drywall carriers, glazier kits and much more.

By utilizing locking rear and limited slip front differentials within the mechanical ‘axle-based’ drive systems, Skyjack’s AXLDRIVE™ allows units to move reliably on any rough terrain.

This gives class-leading gradeability of up to 50 per cent and maximum traction in challenging job site conditions for enhanced versatility.

This unique, intuitive feature on Skyjack’s booms has been created so that the lift controls always face the direction of the boom and counterweight, regardless of position of the turret over chassis. It makes the unit easy to use as there is no need for arrows to determine drive versus joystick direction.

At the heart of every Skyjack machine – including all aerial work platforms and telehandlers – is a simple colorcoded and numbered wiring control system, which makes the machines easy to service. For example, Black #14 is for the main lift function on any unit, whether you’re using a DC electric scissor or an articulating boom.

This unique feature on Skyjack’s articulating booms ensures that the main pivot point connecting the boom to the riser travels in a straight vertical line.

Movement in a true vertical manner without drifting forward or back, reduces the amount of machine repositioning required by an operator when moving the platform in front of existing structures or building façades.

Skyjack’s SJ63 AJ and SJ85 AJ articulating booms feature a riser and boom geometry that allows the operator to lower the main fly boom to ground level to restock material or tools, then return to the original working position at height, without lowering or raising the riser section – saving time and increasing operator efficiency.

These features are found on Skyjack’s telehandler range.

This innovative design on Skyjack’s TH series of telehandlers allows fleet operators to easily convert between open and enclosed cabs with simple hand tools, providing increased flexibility for rental companies and a fast response to customer requirements.

This yoke-mounted lifting hook is fitted as standard on the TH telehandlers.

With capacities that match the maximum lift capability of the unit, the hook allows suspended loads to be handled in the correct manner and avoids the practice of using the fork as an underslung lifting device.

Skyjack’s TH telehandlers use high torque, 74hp engines with optimized drivetrains in order to provide all the performance required. They require no diesel particulate filter, no diesel exhaust fluid, and no other exhaust after-treatment on standard engines, to minimize the costs of meeting Tier 4 Final emissions regulations.

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

DUAL CAPACITY RATING OF 750/500LBS (227/340 kg)

34’ (10.36 m) UP AND OVER CLEARANCE

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

Like all Skyjack booms, the new SJ85AJ is engineered with simple reliability in mind.

FOR MORE INFORMATION VISIT WWW.SKYJACK.COM Search: 10074633

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CONSTRUCTION SUPPORT EQUIPMENT

By Rod Dickens, contributing editor

There are many benefits but the true value of LED light towers is in the eye of the beholder

T LED LIGHTS Should

Be Part of Your Rental Inventory?

hanks to fuel savings, a lower cost of ownership and other benefits, it’s not surprising that LED light towers are gaining more acceptance within the construction industry. In fact, most manufacturers now offer LED fixtures as a factory-installed or aftermarket option.

This is not to say that LED (light emitting diodes) will make metal halide (MH) bulbs obsolete overnight.

But the light tower market is heading in that direction. Just how soon it gets there depends on several factors, not the least of which is narrowing the gap between the initial cost of LED and its many benefits.

But are they right for your rental inventory?

Lower fuel and operating costs The construction industry is well positioned to take advantage of LED lighting. Deree Bivins, product manager, Doosan Portable Power, puts fuel cost savings and cost of ownership high on the list of reasons why. “Light towers with LED fixtures are much more fuel efficient that those with MH bulbs, using 50% less diesel fuel,” she states. “The fixtures will also outlast MH bulbs multiple times over.”

Doosan - which has four light towers that can be fitted with LED fixtures - recently published an interactive cost savings calculator (http:// bit.ly/2s2pu4Z) to help drive the above point home for potential users. The calculator compares LED and MH, factoring in the cost of diesel fuel and the shift run time for the light tower multiplied by the number of shifts per month.

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The initial example provided with reduce refueling requirements while the calculator shows delivered diesel the photo eye eliminates the tedious fuel at $3.25/gal., with the light towon/off task.” ers being used on 10-hour shifts 20 He adds, “LED is more like daytimes throughout the month. The savlight and travels further than light ings for LED added up to $162.50 emitted from MH. The fixtures are per month or an annual savings of also instant on and instant off.” $1,950.00. That’s a sizeable figure that alone puts a dent in the higher acquisition cost of LED. “LED fixtures will also perform for at least 50,000 hours, which means they will virtually outlive the light tower that houses them,” Bivins adds.

“Compare that to the relatively short life span of MH bulbs and the cost and inconvenience of replacing them. LED lamps are more durable, too, and won’t break while moving the light tower over rough terrain, something that is characteristic of the filament in MH bulbs.”

The savings in fuel and operating costs can be dramatic, especially for contractors that routinely employ light towers on jobsites. Yet, there are other benefits.

“The additional run time alone for LED saves handling fuel, something that can be very time consuming and costly in more remote locations,” p LED, left, is more like daylight and travels further than light emitted from MH. The fixtures are also says Eric Massinon, business instant on and instant off. development director, Chicago Pneumatic. “When used in combination with a photo eye/timer option ‘Elephants’ both big and small on our CPLTV5+ tower that turns the The big elephant in the room for light on and off automatically, the lonLED is its initial purchase cost, which ger run time could mean you won’t likely adds close to a few thousand need to visit it for up to two weeks.” dollars per light tower. But there are Of course, time and cost savings baby elephants, too. are not exclusive to those working in “The average LED light tower remote locations. “How many times in the U.S. uses 960 watts comhave you driven through a road conpared to 4,000 for MH. Depending struction site during the day and on how much area you plan on lightobserved a seemingly endless row of ing, the application may require light towers? All will need to be turned more LEDs. The impact is mitigated on, turned off and routinely refueled,” in part because the white light given Massinon comments. “LED would off by LED seems brighter,” says Ben

Froland, light tower product manager at Wacker Neuson. He notes the company plans to release next-generation LED for its new LTV light tower; the factory installed option will include four 240-watt LED fixtures.

Just how much light LED gives off compared to MH is, as Bivins points out, in the “eye of the beholder.” What isn’t subject to debate is an MH fixture - while brighter out of the box with approximately 60,000 lumens - has a significant depreciation factor that will get it closer to the Doosan LED’s 23,000lumen output in a short amount of time.

JR Fraher, Generac senior product manager, describes just how dramatic this depreciation can be. “LED’s depreciation over 10,000 hours is only 3%, compared to 50% for MH,” he states. “The white light generated by LED is not only more consistent, unlike MH, it can also be focused to be very specific for the application.

“We have to remember that LED today is really a first-generation effort,” he continues, “and the technology is moving so rapidly that new LED will be more powerful and less expensive than those on the market.”

Another small elephant is the potential for engine wet stacking, since LED doesn’t require as much power as MH. “Diesel engines like to work. If they don’t, they may not reach the optimum operating temperature, causing fuel to be unburned,” says Froland. “This, in turn, can lead to fouled injectors, unseated rings and other problems that reduce the engine’s efficiency and shorten its lifespan.”

The effect can be avoided by ensuring the generator and engine are correctly matched for the light tower system. “Diesel engines all have unique operating characteristics due

THE SAVINGS IN FUEL AND OPERATING COSTS CAN BE DRAMATIC, ESPECIALLY FOR CONTRACTORS THAT ROUTINELY EMPLOY LIGHT TOWERS ON JOBSITES.

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CONSTRUCTION SUPPORT EQUIPMENT

to differences in design. Extensive testing in cooperation with engine manufacturers helped us select an existing light tower engine that runs inherently well lightly loaded,” Froland asserts. “This allows the Wacker Neuson LED light tower to retain long-term durability, extended service intervals and maximum available export power while also realizing significant fuel savings. No additional components are necessary.”

“Two of the newest LED light towers from Generac solve the issue with their ECOSpeed engines,” reports Fraher. “The multi-speed engines feature a temperature management system that ensures proper operation regardless of load. Together, the ECOSpeed engine and ultra-efficient LED lights provide a much longer run time than traditional MH towers.”

In your fleet Does all the good news about LED in the field translate to your rental?

The long answer is yes, according to Fraher. “All light tower users will see benefits from LED lights over MH. Both large national rental companies and small general rental stores will have customers in need of LED.” The short answer is, not so fast.

“For all its advantages, the rental market is not an easy one for LEDs to penetrate,” says Bivins. “Rental stores currently find it difficult to raise their rental rates high enough to compensate for the higher initial costs.”

As she pointed out, many of the more substantial benefits of using LED don’t apply to users who might need a light tower only for a day or two.

Although LED is an easier purchase option on the west coast and in other

For customers who may want auxiliary power from their light towers, LED fixtures that use less than 1kW of energy will also give them more from a single light tower.

This is not to say the cost of ownership benefits don’t apply to rental stores, because some do, Massinon adds.

“Fixture longevity is one. MH bulbs can cost $35 each and someone in the store has to spend valuable time changing them out, as well. Ballasts are not inexpensive either, to the tune of $200 each.”

Fewer service intervals can also pay dividends for rental store owners. Generac’s Fraher emphasizes that lower engine operating speeds, thanks to LED, will increase engine life and add to a store’s ROI, and he anticipates that service hours, already at 750 hours for many light towers, will likely reach 1,000 by the end of 2018,

LED TODAY IS REALLY A FIRST-GENERATION EFFORT, AND THE TECHNOLOGY IS MOVING SO RAPIDLY THAT NEW LED WILL BE MORE POWERFUL AND LESS EXPENSIVE THAN THOSE ON THE MARKET. Onboard banking can also be used to keep the engine working hard. If not “load banked,” the spare energy can be used to power up something else on site.

LED’s elephants are small compared to its benefits. In addition to fuel and cost savings, Fraher notes that like MH, LEDs are suitable for any event or application that requires lighting.

“LED bulbs provide a more relaxing, natural light than MH bulbs,” he adds. “As technology improves and more suppliers enter the manufacturing space, costs will be driven down.

A longer run time of 215 hours for our two units and a 750-hour service interval helps reduce operating costs.”

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markets where being green and having a small carbon foot print are important issues for customers.

Having the right person at the counter can help sell LED, Massinon emphasizes. He holds out a customer who wants a light tower for a special event as an example. “Your salesperson could explain that because LED light towers are powered by smaller generators, they are quieter than MH towers, or that because LED is more like daylight it is not only more appealing but better suited for photography. Instant on/off, compared to waiting for MH bulbs to start up or shut down, can be important, too, depending on the event.”

again lowering the rental store’s cost of ownership.

Granted, rental stores will have to replace several MH bulbs and ballasts and save on more than a few oil changes to make up the cost difference between LED and MH light towers.

But as the above manufacturers point out, costs are coming down. When combined with getting a few more dollars on inventory turns thanks to upselling customers on benefits, it will only be a matter of time before more rental customers will have the same opportunity as those in the field already do to compare LED and MH through the eye of the beholder. ■

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8/8/17 8:47 AM

VALUE TESTIMONIAL

GENERAL PIPE CLEANERS

KEEPS DRAIN CLEANING RENTALS PROFITABLE “When you’re renting drain cleaning equipment nearly every day, you need tough, reliable machines.”

So says Von Hunn, owner of Garden True Value Hardware, Garden City, KS – serving residential and commercial rental customers in southwest Kansas. And drain cleaning forms a “significant” slice of his business.

“Easy” Choice That’s why Hunn chose General Pipe Cleaners’ range of drain cleaning equipment – with Easy Rooter™ for his flagship machines.

Easy to transport, use and maintain, rugged Easy Rooter brings heavy-duty performance, superior reliability and excellent safety features to a wide range of rental requirements.

Built tough for maximum turns and minimal down time, the Easy Rooter features powder coated steel frame with “roll bars” protects the motor, 10” heavy-duty wheels roll easily to the job, and a folding handle for easy loading into cars. So rental facilities enjoy maximum performance, longer life and greater efficiency – even under demanding rental conditions.

Hunn calls Easy Rooter “easy to demonstrate and safe to use.”

Bottom Line Most importantly, Hunn says, Easy Rooter – like all his General equipment – works.

“I can’t remember ever having a problem with it – and it’s used for all sorts of drain cleaning jobs!”

Hunn calls it “excellent” for unclogging severe stoppages from 3” through 10” lines. The large steel cage carries 100 ft. of 3/4” or 5/8” Flexicore®* cable.

“Flexicore® is another reason why General is so crucial to the success of our drain cleaning rental business,” Hunn says.

Heavy-duty wire tightly coiled around 49-strand aircraft-type wire rope, Flexicore® offers superior strength, kinking resistance, and flexibility. Flexicore® cables carry a one-year warranty against defect or breakage – the industry’s best.

“We prefer General to other brands,” Hunn concludes. “Our customers are satisfied, and so are we!”

General Pipe Cleaners, a division of General Wire Spring Co., is a leading manufacturer of high quality Americanmade drain cleaning equipment. In business since 1930, the third generation family-owned company has celebrated 85 years. The Toughest Tools Down The Line. *“Easy Rooter” and “Flexicore” are trademarks of General Pipe Cleaners, a division of General Wire Spring Co.

TO LEARN MORE about General’s complete line of drain cleaning machines for the rental industry, visit www.drainbrain.com/ rental, or call the Drain Brains® at 800-245-6200 or 412-771-6300.

www.ForConstructionPros.com/RENTAL

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SPECIAL REPORT: ENGINES

By Sara Jensen, contributing editor

y The Volvo Penta Stage V engine concept features a common rail injection system to help reduce fuel consumption.

Engine Technologies Combine to Meet Stage V The EU’s Stage V is prompting manufacturers to re-evaluate existing technologies and develop more compact, integrated designs.

I

n 2019, Stage V emissions regulations will go into effect in Europe for non-road mobile machinery (NRMM) engines in the 25.5- to 751-hp power range. This next step — which will be the strictest in the world — will introduce a limit on particle number (PN) in addition to the previously required particle mass (PM) limits for engine emissions.

Though no plans are currently in place to adopt PN limits in the U.S., the design changes needed to meet Stage V are already impacting some Tier 4 Final models, and could have further impacts in future.

u JDPS will leverage an advanced filter substrate and high-performance catalyst as well as emissions control calibration technologies to downsize the aftertreatment systems for its Stage V engines.

Back to DPFs Many manufacturers were able to eliminate diesel particulate filters (DPFs) from smaller engines for Stage IV/Tier 4 Final, helping to save space within crowded engine compartments.

With the inclusion of PN limits, it is anticipated DPFs will again be necessary to achieve Stage V compliance.

Frank Terres, executive director, Advanced Technologies – Clean Air, Tenneco Inc., says it will be necessary to have a DPF on engines above 25.5 hp, because as seen in the light-duty vehicle market, the required PN limits can only be achieved using wall-flow filters, which are considered to have the

highest filtration efficiency (over 85%).

“Engines that do not utilize DPF technology have particulate levels two times higher than Stage V regulations allow,” says Dr. Xinqun Gui, manager, Engineering at John Deere Power Systems (JDPS). “Currently, DPF is the only commercially available technology that allows producers to meet Stage V engine requirements.”

Integrated Package Solutions Packaging constraints will be one of the biggest challenges with reintroducing the DPF to existing aftertreatment systems. Space within engine compartments is already limited, especially in smaller pieces of equipment, making it difficult to include more components.

One way manufacturers look to overcome this is to use the SDPF technology being introduced for light-duty vehicles, in which the selective catalytic reduction (SCR) catalyst is coated directly onto a DPF substrate. “This [diesel oxidation catalyst] DOC + SDPF system requires only a small amount of additional space compared to the Stage IV SCR-only system,” Terres explains.

SDPF (also referred to as SCRF) systems are able to warm up faster due to their closer proximity to the vehicle’s engine than an SCR located downstream. This enables earlier NOx conversion.

According to Johnson Matthey, a manufacturer of SCRFs, these systems improve thermal management of the catalyst. They are also demanding

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8/8/17 9:39 AM

VALUE TESTIMONIAL

“QUALITY FIRST” SINCE 1882

From a very inauspicious beginning in a small blacksmith shop originally started in 1882 by Edward Brunner and Severin Lay, Brunner & Lay, Inc. and its affiliated companies have become recognized as the quality leaders, as well as the world’s largest manufacturer of paving breaker tools. Today, using the latest state of the art equipment in its facilities throughout the world, Brunner & Lay, Inc.’s entire output is devoted to the manufacture of pneumatic and hydraulic tool accessories for the construction, rental, mining, and demolition industries.

The worldwide operations encompass manufacturing plants and

warehouses on three different continents. These include seven facilities in the United States, three in Canada, three in Great Britain, one in Germany, and two in Australia.

Brunner & Lay products are divided into three major categories: tools used for the demolition or cutting of concrete and stone, drill steels and carbide tipped bits which are used to drill blast holes in quarries, mines, and construction projects, and small chipping and electric hammer tools which are used by the general construction trade.

It is with great pride that the Brunner & Lay organization can point to the many wonderful highways, dams,

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airfields, mines & quarries, and national monuments it has shaped. These include, but are not limited to Mt. Rushmore, Hoover Dam, the Chunnel connecting England and France, the Eisenhower Tunnel in Colorado, and Olympic venues worldwide.

Brunner & Lay is confident that its products will contribute to worldwide health, growth, and prosperity far into the future.

BREAKING rock.

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Whether you need to break a sidewalk or the side of a mountain, we’ve got a durable, dependable solution for you. If you need tools for construction, mining, or demolition—we’re the only name you need to know.

Call (800) 872-6899 or visit BrunnerLay.com

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VALUE TESTIMONIAL

SCANIA’S MODULAR ENGINE PLATFORM

SAVES TIME AND MONEY Modular Concept Scania’s diesel engines are all part of a modular system, which reduces time and resources needed for training. The Modular Concept also supports the “One Man Service Concept.” Due to Scania’s separate cylinder heads, it makes it possible for one person to change a head in the field or shop.

combustion chamber to improve engine efficiency and reduce the amount of harmful emissions produced by the engine. The fuel efficiency of the Scania Tier 4 engines were also

Emissions Technology Scania uses the same modular engine platform for all emissions requirements throughout its complete engine range. Since the base engine footprint is the same, it minimizes the need for global OEM’s to redesign their equipment for markets with different emission legislation.

Scania’s solution to meet Tier 4 Final emission requirements utilizes a SCR system in conjunction with a low mixture and cooled exhaust gas recirculation (EGR). This low percentage EGR keeps the cooling package requirements similar to non-EGR engines.

Unlike most engine manufacturers, Scania is able to meet the strict emission requirements of Tier 4 Final without adding a Diesel Particulate Filter. Scania also redesigned the

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improved compared to previous Tier engines.

Scania uses the same after-treatment strategy for both their industrial, variable-speed engines and their new power generation, singlespeed engines.

Scania Service Network SMART SUPPORT Powered by Scania was developed in order to safeguard the quality of service received and to maximize uptime for every customer. The major components of Smart Support are Training, Scania Assistance, Strategically Located

Service Points, Modular Concept, Parts Availability, Scania Handshake and Tailored Support. Scania’s service network includes over 700 technicians trained on the latest emissions standards and technology.

Scania Assistance (1-800-2SCANIA) provides customers with a 24 hour reporting line for any service issues they may face. All Scania Assistance cases are monitored until the engine is put back in service in order to ensure the customer gets maximum uptime and minimum downtime from their Scania engine. Scania uses metrics from Scania Assistance to measure everything from how quickly a customer is responded to all the way up to the time it takes to get the equipment back in service. The Scania Handshake is a unique way of bringing customers and dealers together before service is needed. All engines share common parts, thus helping to ensure high availability (95% + parts availability within 24 hours worldwide) and access to fast and reliable service from close to 2,000 Scania service points worldwide, of which approximately 360 are strategically located in North America.

www.scaniausa.com

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Sustainable power years ahead of tomorrow’s standards The Scania engine platform features compact dimensions and a common footprint which enhances flexibility, simplifies installation and shortens time-to-market. Last but not least: Proven reliability, outstanding operating economy and industry-leading fuel efficiency vouches for long-term profitability and satisfied customers.

www.scaniausa.com

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Search: 10726813

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SPECIAL REPORT: ENGINES

systems and therefore may require an additional SCR/ammonia slip catalyst to maximize nitrogen oxide (NOx) conversion. Gary Simons, exhaust/emissions engineering director at Donaldson Company Inc., says these systems can impact packaging, but generally not diesel exhaust fluid (DEF) mixing performance.

JDPS will leverage a new advanced filter substrate and high-performance catalyst, says Gui, as well as emissions control calibration technologies to downsize the aftertreatment systems for its Stage V engines. The use of these solutions will reduce engine package size 39% and weight 57%. In addition, a compact mixer design will help provide greater package flexibility and easier installation.

Korneel De Rudder, exhaust/ emissions development manager, Donaldson

and DEF injector in a single system to reduce installation space and weight.

Donaldson will offer customers compact, fully integrated systems when possible. Reducing the size of its mixing technology enables it to package all aftertreatment components in a single unit that is still manageable for vehicle mounting. In addition, improvements to standalone mixers and mixers integrated with the DOC/DPF make it possible to package components in relatively compact modular systems.

Simons notes that in certain instances — such as for manufacturers who already use a DPF and SCR to meet Stage IV — the customer’s Stage V solution may be smaller than the one used for Stage IV. “For Stage V, it’s possible these customers will focus on optimizing the catalyst sizes and taking advantage of the improved mixing to reduce the overall package size,” he says.

Customized to the Market Besides the packaging challenges, including extra componentry may require global manufacturers to have different designs for different markets.

“In several cases, there is a desire to use a similar aftertreatment system for Stage III, IV and V applications with the only changes between them being the catalyst content (downgrading),” says Simons.

Because the current Stage IV and U.S. Tier 4 Final regulations are relatively harmonized, it has made it easier for manufacturers to use similar designs for customers in both markets. For those that use a Donaldson system, Simons says if the system is optimized to operate at the higher dosing rate required by Stage V, it will also work for Stage III and IV without further development.

For 75.1-hp and above engines, FPT Industrial intends to meet Stage

JDPS will leverage a new advanced filter substrate and high-performance catalyst…

The use of these solutions will reduce engine package size 39% and weight 57%.

—DR. XINQUN GUI, MANAGER, ENGINEERING, JOHN DEERE POWER SYSTEMS Company, says that when it comes to packaging, it often makes sense to completely redesign a machine to achieve an optimal Stage V aftertreatment layout. “However, the reality of reduced budgets forces many OEMs to update existing machines,” he says. This typically leads to the addition of extra componentry, such as a DPF. To accommodate these redesign constraints, some manufacturers are looking to combine all of the necessary aftertreatment technologies into a single unit. Such systems are common in the on-highway truck market. Volvo Trucks and sister company Mack Trucks both introduced such systems in 2016, which include the DPF, SCR

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OEMs completely redesigning a machine platform to meet Stage V may also benefit from the integrated, single unit option as the volume level would better justify the tooling costs.

“However, if the OEM is upgrading the machine platform to the new emissions legislation (no complete redesign), one needs to be very creative to find the necessary space to integrate all the aftertreatment components,” says De Rudder. In those cases, it can be more advantageous to use multiple, smaller sized aftertreatment components that enable flexible and modular integration.

For most OEM customers, Stage V will mean extra aftertreatment components being added to their machines.

V with its next generation of SCR-only technology, HI-eSCR2 (www.oemoffhighway.com/20841622). This system adopts SCR on filter (SCRoF) technology consisting of a ceramic substrate with alternatively closed channels and SCR coating. PM filtration is integrated onto the SCR system, enabling it to comply with both the NOx and PM requirements.

The HI-eSCR2 is flexibly designed to aid installation. Up to 20 different layout solutions are possible to meet customers’ varied packaging needs.

FPT says its system is also 10% smaller than others in the market, further aiding installation.

In addition, Federico Gaiazzi, FPT’s head of marketing, says there is no

Continued on page 62 >>

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8/8/17 9:39 AM

VALUE TESTIMONIAL

PERKINS:

GETTING THE JOB DONE FOR RENTAL CUSTOMERS Corey B err y, Rent al Account Manag er at Perkins

Anyone renting equipment has one thing on their mind – to get their job done quickly with reliable and affordable machines. Perkins engines are the trusted choice in the booming global rental market. With decades of experience, we understand these are the things that matter most to rental customers.

When you rent a machine with a Perkins engine inside, you can be confident it will meet your need for ease of operation, low running costs and minimal downtime. It will provide the reliable power you need to get your job done. All our engines deliver those benefits by design.

Perkins has launched a new range of Perkins® Syncro engines designed to address the unique challenges of the rental market. The Perkins Syncro 1.7 liter, 3 cylinder turbocharged option, along with two Perkins Syncro 2.2 liter engines, one turbocharged and the other turbocharged and aftercooled.

All engines meet U.S. EPA Tier 4 Final emission standards.

Designed for rental A number of design features make the engines particularly suited to rental. They have a high-pressure fuel system, which gives a cleaner combustion burn. This means the engine doesn’t require a diesel particulate filter (DPF) or the addition of diesel exhaust fluid (DEF). Instead the Perkins Syncro 1.7 and 2.2 liter engines use a simple diesel oxidation catalyst (DOC) aftertreatment system, which is service free, meaning there’s no machine downtime.

It requires no regeneration or additional operator functionality, which

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means end users can turn the machine on and get the job done.

It’s not just our engines that make Perkins stand out in the rental arena.

Unrivalled dedication and support come with every engine.

Rental support program In North America, we offer rental houses the Perkins Rental Support Program, which is fully customizable to improve fleet maintenance and ROI, to get your machines back out for rent as quickly as possible.

The program provides Perkins engine training, engine diagnostic capability and expertise to support your Tier 4 Final engines and minimize downtime. Along with direct warranty claims submission, our flexible part ordering procedures, and our speed of response, this all adds up to lower costs and improved profitability across the board.

Find out more at www.perkins.com/syncro-na

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SPECIAL REPORT: ENGINES

cooling system update or vehicle redesign required to go from the Stage IV HI-eSCR system to the new HI-eSCR2.

He adds that continuing to offer an EGR-free technology will maintain the fuel efficiency, performance, reliability and durability benefits its previous aftertreatment offered for engines at lower regulation levels. The lack of exhaust gas recirculation (EGR) means there is no downtime for maintenance or active regeneration. This also eliminates the need for a heat protection device that would otherwise be required to guard against the peak temperatures of active regeneration.

been offering systems using bulk swirl motion to enhance both micro and macro scale mixing in the exhaust.

“We are now at a point where we can integrate the SCR mixing in the SCR inlet, and still have a smaller space claim than what was needed for a Stage IV SCR system,” he says.

Most of the Stage V solutions represent the next level of mixing technology. “Often, the transition from Stage IV to V has been accompanied by an increase in the engine out NOx, caused by the reduction/removal of EGR,” Simons explains. “This has forced the mixing performance to

Often, the transition from Stage IV to V has been accompanied by an increase in the engine out NOx… This has forced the mixing performance to increase, especially when it comes to operating deposit free.

—GARY SIMONS, EXHAUST/EMISSIONS ENGINEERING DIRECTOR AT DONALDSON COMPANY INC.

SCR Advancements De Rudder says SCR catalyst technology has improved considerably over the years, and use of state-ofthe-art SCR substrates enables very high NOx conversion to be reliably achieved from small catalyst volumes.

“For engine OEMs, this translates into reduced SCR catalyst volume,” he says.

Donaldson’s development of Stage V solutions has been in the works for several years, says Simons, with a primary focus on DEF mixing performance and deposit-free operation within a smaller overall package size.

By maximizing the free spray path length, and reducing or avoiding any droplet impingement on the internal walls of the exhaust system, the build-up of unwanted DEF decomposition by-products (deposits or crystals) can be avoided. For mixing, De Rudder notes that the company has

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increase, especially when it comes to operating deposit free.

“Two of the most critical specifications that dictate the mixing technology are the [DEF] dosing rate and backpressure,” he continues. “It is generally true that the higher the mixing needed, the higher the backpressure will be in order to operate at the best performance [level] and deposit free. With lower dosing rates, it is possible to simplify the mixing system and keep the backpressure as low as possible.”

Reducing or removing EGR can cause challenges when calibrating the DEF dosing algorithm. “No- or lowEGR engines have high raw NOx emissions which demand a high-efficiency SCR system. Often, conversion rates in the range of 96% to 99% are required,” says De Rudder. “However, at these efficiency levels, any minor

local deviations in NOx conversion over the SCR catalyst can lead to a major difference in downstream NOx sensor readings.”

The NOx sensor reads absolute values in the range of 10 parts per million (ppm), and De Rudder says if that reading is off by 1 or 2 ppms, it can cause major issues with the DEF dosing algorithm. Because of this, mixers downstream of the SCR catalyst have become more common in system designs to ensure good NOx sensor readings.

Donaldson provides non-impingement swirl mixing systems that are sensitive to DEF crystallization (avoiding plugging the exhaust) and offer high mixing performance. While the majority of the industry has utilized impact-based mixers, today Donaldson sees many embracing swirl-based mixing systems. “There is a directional trend toward more compact aftertreatment systems and less volume being allocated for mixing,” De Rudder says. “More often than not, these systems use swirling flow to enhance mixing.”

“Both swirl-type mixing and nextgeneration impingement designs are being proposed,” notes Simons. “Time will tell if they are successful.”

Terres points out that active or passive thermal management solutions can be beneficial in overcoming the challenges associated with reducing or removing EGR, as well. Such solutions from Tenneco include low thermal inertia and air gap insulated manifolds, high-efficiency insulation technology and Micro Thermal Units, each of which provides active heat to support improved aftertreatment system efficiency. “We have also developed highly efficient compact mixers that allow for urea processing at low temperatures without the formation of undesired urea deposits,” he adds. ■

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8/8/17 9:39 AM

SAVE THE DATE

October 12, 2017

ACCESS, LIFT & HANDLERS

CONFERENCE &AWARDS2017

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

ALH CONFERENCE SPEAKERS The ALH conference will cover key topics for the access and rental industry in North America, including economic forecasts, product trends, cost of ownership issues, and more.

Donna LaquidaraCarr Ph.D., LEED AP

Dodge Data & Analytics

Kenneth D. Simonson

Associated General Contractors of America

Jim Green

Spartan Solutions

Nabil Kassam

Co-presenting with

KJ Park,

Robert S. Messina

Noble Iron

Oshkosh Corporation

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Henry Kirn

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International Powered Access Federation (IPAF)

BeyondIR Consulting Services

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8/8/17 9:39 AM

INDUSTRY UPDATE

NEW BUILD

JLG OPENS ATLANTA PARTS DISTRIBUTION CENTER

BLUELINE RENTAL ACQUIRES CAPITAL RENTALS

→

JLG Industries Inc. opened its new east coast parts distribution center in Atlanta in July. The 316,000-square-foot distribution center will stock more than 65,000 SKUs. The parts offering from this facility will include all products from the JLG Genuine, JLG Reman and MaxQuip lines.

All available parts can be shipped next-day delivery in North America.

Top 10 rental company Blueline Rentals acquired Capital Rentals, adding five locations in the Washington, D.C., market.

Founded in 1969, Capital Rentals is a full-service rental provider serving customers in Northern Virginia. (IHS Global ranks the Washington, D.C., metro area among the ten largest U.S. markets for rental revenue.) Capital Rentals is also the exclusive, full-line Wacker Neuson dealer in Northern Virginia.

“Opening this new distribution center, in addition to the Las Vegas facility opened earlier this year, supports our overall plan to strategically place facilities in areas that result in better service for our customers,” said Jonathan Dawley, global vice president, aftermarket at JLG Industries Inc. “Assigning our customers to the closest distribution center will result in improved parts availability, quicker delivery times and, in many instances, lower freight costs.”

The new facility began shipping parts on July 5 to select areas. Shipments from the Atlanta-based PDC will ramp up over time, with the expectation that it will be fully operational by mid-September.

Customers will continue to use JLG’s convenient Online Express customer portal or retail order hotline (877-JLG-LIFT) to place parts orders for new or remanufactured JLG and competitive-make parts. Orders will be shipped from the nearest JLG parts location directly to the customer. Shipping options remain the same.

“We anticipate our new multi-warehouse parts distribution network will enable us to better serve the needs of JLG customers across the country, resulting in improved uptime and a reduced total cost of ownership,” said Dawley.

According to Dawley, customers will be assigned a primary warehouse based on their zip code and its proximity to a distribution center. In general, western states will be served by the Las Vegas facility and eastern states by the Atlanta center, with allocation logic based on maximum uptime.

Currently, all international shipments are initiated from JLG’s Orville, OH-based distribution center. These shipments will transition to the new Atlanta-based parts center over the next few months.

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According to Blueline CEO, Asterios Satrazemis, Capital Rentals’ nearly 50 years operating independently aligns the organization closely with Blueline’s culture. His prepared statement on the acquisition says, “At Blueline we believe our heart of an independent is what sets us apart from other large competitors. Today we strengthened our team and improved our density in Washington D.C., ultimately positioning us to better serve our customers in the market.”

Catalyst Strategic Advisors, LLC served as the exclusive advisor to Capital Rentals.

Blueline Rental provides construction equipment solutions for customers across North America. With over $1.5 billion in fleet across a network of 130 locations, Blueline serves customers in every major construction sector as well as industrial, energy and manufacturing industries. Blueline says its fleet of aerial, material handling, earthmoving, compaction and other general equipment is one of the youngest in the industry. The company is headquartered in The Woodlands, TX.

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8/8/17 9:16 AM

PLAY! COME OUT AND

ICUEE 2017 | Louisville, Kentucky | October 3-5

There’s only one place you can play with all the new toys in the construction and utility industry before you buy them — ICUEE, North America’s Premier Utility Demo Expo.

Come get your hands dirty on our 2-mile outdoor test track. Or while exploring 25 acres of exhibits. And learn about the newest technology at our indoor demo stage. Every other year we gather over 950 of the leading manufacturers. So you can come play in our sandbox.

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8/8/17 9:16 AM

INDUSTRY UPDATE

Home Depot to Purchase Rental Partner Compact Power Equipment

WACKER NEUSON NAMES NEW CEO The Supervisory Board of Wacker Neuson SE has named the successor to Cem Peksaglam (CEO), whose contract expires in August 2017. Martin Lehner, CTO and current Deputy CEO, has been appointed to the position.

Martin Lehner (51) will take on the role of CEO of Wacker Neuson SE. Lehner has been a member of the executive board for 10 years, responsible for R&D, procurement, production and quality at group level. Before the merger between Wacker and Neuson in 2007, Lehner was already a member of the managing board of Neuson Kramer Baumaschinen AG, Linz (from 1990 on) and subsequently head of the board.

For the time being, the executive board of Wacker Neuson SE will comprise three members: Wilfried Trepels (CFO) is currently responsible for finance, auditing and IT; and Alexander Greschner is responsible for sales, service, logistics and marketing.

The Home Depot announced a definitive agreement to purchase Compact Power Equipment Inc., a leading national provider of equipment rental and maintenance services for $265 million in cash. The transaction is expected to close by the end of the company’s fiscal second quarter.

As a long-term commercial partner of The Home Depot since 2009, Compact Power Equipment currently provides compact equipment rentals at more than 1,000 stores across the U.S. and Canada. The company also provides equipment maintenance services nationwide to a range of customers, including The Home Depot. By acquiring Compact Power Equipment, The Home Depot continues to invest in capabilities that uniquely serve its core customers.

“We’ve worked closely with the talented team at Compact Power Equipment for many years and are delighted to welcome them to The Home Depot family,” said Craig Menear, chairman, CEO and president of The Home Depot. “The acquisition allows us to further improve the customer experience – in particular for Pros – through enhanced equipment and tool rental offerings. It also allows us to grow Compact Power’s bestin-class building services capabilities.”

The Home Depot offers tool and equipment rentals at more locations across the U.S. and Canada than anyone else, providing easy access for both Pro and Do-It-Yourself customers. Its large assortment of rental offerings saves customers from the cost and hassle of maintenance and storage.

“With a collective focus on convenience and execution, together our companies will be even stronger to serve customers while remaining on the cutting edge of life-cycle management for commercial equipment,” said Roger Braswell, CEO, Compact Power.

“This acquisition creates many exciting opportunities for our employees and customers as we enter the next stage in our company’s history. We are thrilled and truly look forward to joining The Home Depot team and growing this business,” added COO Richard Porter.

CALIFORNIA RENTAL ASSOCIATION ANNOUNCES 2017 ELECTION RESULTS

66

Patricia Sarris, California Rental Association chairman of the board, announced the results of the recent board elections at a combined CRA and American Rental Association chapter meeting held at American Pneumatic Tools in Santa Ana, CA.

the CRA for a one-year term; Rusty Parr, AV Party Rentals, Santa Clarita, CA, was elected vice president; Ryan Leis of Apex Hesperia Rentals, Hesperia, CA; was elected treasurer, and David Dworschak, Don’s Rental, Saint Helens, OR, was elected secretary.

Jeff Roberts, president of City Rentals, Ontario, CA, was elected president of

Elected to serve as associate directors were Allen Buck, Virginia Abrasives for a

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three-year term; Jim Grasse, Broce Mfg. Co., for a two-year term; and John Frantz, CPEE Sales, for a one-year term.

New ARA CEO Tony Conant attended the combined meeting and talked to the estimated 150 attendees about the prospects for ARA and CRA to work together going forward. www.ForConstructionPros.com/RENTAL

8/8/17 9:16 AM

VALUE TESTIMONIAL

15+ YEARS’ EXPERIENCE

in manufacturing light construction equipment MASTERPAC has 15+ years’ experience in manufacturing light construction equipment backed and supported by an experienced international staff working in partnership with a network of dealers worldwide.

This has resulted in the drive that has delivered positive and sustainable change on every continent.

Today MASTERPAC is one of the most reliable and trusted companies in the light construction equipment industry. We are quickly establishing an appreciation among our customer base for excellence and quality.

Our Guiding Principles ■ TRUSTWORTHINESS - Our main Principle ■ CUSTOMER ORIENTED - Our focus is to provide the right machinery, service, and support to satisfy the demands of our diverse customer base.

■ QUALITY - We carefully monitor and evaluate all product design, component purchasing, product manufacturing, customer training, warranty administration, and customer service to insure that all meet our high standards.

■ FLEXIBILITY - Our management team responds quickly to our ever changing market and is tuned to satisfy customer demand.

■ CREATIVITY - We constantly research and evaluate to improve existing products to create new products that will satisfy new markets.

Office: 1260 Old Franklin Turnpike, Rocky Mount, VA 24151 540-483-2606 | info@masterpac.us

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8/4/17 8/8/17 11:16 9:16 AM

INDUSTRY UPDATE TOP KICKER VENDA SEDIPSUNT QUE

DURANTE RENTALS CHRIS JONES WINS CFO INNOVATION AWARD Chris Jones, Durante Rentals co-founder and CFO, was honored with the 2017 Small Market Companies: Thinking Big Award at the 2017 CFO Innovation Conference. The awards ceremony and dinner were held before hundreds of executives at the New Jersey Performing Arts Center and honored some of the sharpest CFO minds in the country. CFOs received recognition in 14 CFO-focused categories with finalists and award recipients selected by an independent panel of judges.

The Thinking Big Award celebrates the CFO who has overcome the small company mindset, has instilled a sophisticated management style into the company, and has inspired leadership, employees, and partners to grow and succeed despite limited resources and against larger and more formidable competitors.

“My journey as CFO of a construction equipment rental company has been an interesting one, with many learning curves along the way, especially since my background is in tech, media, and not-for-profits,” said Chris Jones. “Being honored with this prestigious Innovation Award is something near and dear to myself, my partners and my staff as innovation is one of our company’s four core values. We take extreme pride in each department’s innovative approach to running the day to day business and are grateful for the recognition by CFO Studio and their business development partners.”

Chris holds a degree from the College of New Jersey in Business Administration and Accounting. Before joining Durante Rentals, he founded Progressive Solutions, an accounting and consulting firm that specialized in assisting start-ups.

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SL1218R 1 H.P. Orbital Refinisher SL 1218OVS 1.5 H.P. Orbital Refinisher with Vacuum Polishers ESLC17 & 972M 17” 1.5hp Polishers, ESLC17DC – 17” polisher w/dust containment U2D 5” UnderRadiator Sander w/Dust Containment SilverStar 401 & 411 Carpet Cleaners 3 gallon One Piece Units Primatech Pneumatic 16 gauge Nailers and Staplers – Q550 18 Gauge L Nailer Accessories: Sandpaper, screens, Nylon Pads, Staples, Carpet Chemicals, Nails, Diamond Blades, Fiber Blades, Fabulon Floor Finishes and Applicators, Floor Waxes and Strippers.

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Screen shot of Spec Guide home page (The screen shot may already have the first paragraph and spec criteria list. If so, don’t repeat it.)

SEARCH ‒ SORT ‒ FILTER ‒ DOWNLOAD! From Equipment Today Industry’s first interactive Excavator Spec Guide Equipment Today has launched the industry’s first online, interactive Excavator Spec Guide, custom-built for construction professionals.

The Excavator Spec Guide is sponsored by: LOGOS HERE Search for excavators based on multiple criteria, including: • Horsepower • Operating weight • Standard bucket size • Breakout force • Maximum dig depth • Maximum reach If you need an excavator, this is the tool to help you make the RIGHT CHOICE. ForConstructionPros.com/Spec Guide

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INDUSTRY UPDATE

PERKINS INTRODUCES LOW-COST, ENGINE-LEVEL TELEMATICS DEVICE Perkins launched the world’s first low-cost, engine-level telematics device – the Perkins SmartCap – at its Seguin facility in Texas, US, in June.

The company, which is celebrating its 85th anniversary, unveiled its latest innovation, a “smart” oil cap, which can be used on new and existing Perkins mechanical and electronic engines.

Designed to replace the oil filler cap, Perkins SmartCap is a low-cost connectivity solution that allows end users to connect their mobile device to their engine via the free Perkins My Engine App on their smartphone. The cap monitors the Perkins engine and sends data direct to the Perkins My Engine App. The free app can be downloaded from the Apple and Google stores.

When combined, the Perkins SmartCap and Perkins My Engine App will give Perkins customers truly useful engine information including: engine running hours, engine location, service reminders and service log, start/stop data, parts book and consumables information.

“The low-cost Perkins SmartCap in conjunction with the Perkins My Engine App will, for the first time, enable Perkins customers to easily track use of their engine and servicing requirements, locate their local Perkins distributor, see parts information and receive service updates, all in one place,” said Michael Wright, general manager – aftermarket.

Priced at an introductory offer of $49.99 or equivalent exchange rate, the Perkins SmartCap, which has no ongoing costs, will be available from your local Perkins distributor – www.distributorlocator.perkins.com – and from Perkins’ newly launched online US parts shop, perkins.com/shop. Production release is September 2017.

Generator Test Set Model 650 - 30 KW - 120/240 V - 60 Hz

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ADVERTISER’S INDEX ADVERTISER

PAGE

Abbott Rubber Company...........72 Allied Construction Products......25 Barreto Manufacturing Inc.....7, 41 BKT USA, Inc................................11 Briggs & Stratton Corporation...13 Brunner & Lay, Inc.......................57 California Rental Association.....75 CK Power.....................................37 Club Car..................................32-33 Copper Wire Stripper..................72 Curry Supply Company...............23 Ditch Witch, A Charles Machine Works Co........................2

ADVERTISER

PAGE

EDCO Equipment Development Co.........................71 Essex Silverline............................68 General Pipe Cleaners.............9, 55 Horton Inc....................................15 ICUEE............................................65 Jenny Products, Inc.....................31 JLG Industries Inc...................38-39 Kaeser Compressors...............16-17 KHL Group...................................69 Kobelco Construction Machinery.29 Kohler Company.....................5, 35 Kubota Engines...........................63

ADVERTISER

PAGE

Masterpac....................................67 Perkins Engines Company Limited..................61, 76 Rubbertrax, Inc............................47 Scania USA..............................58-59 Skyjack Inc..............................50-51 Sotcher Measurement Inc...........70 Terex USA....................................27 Trask-Decrow Machinery............70 TVH Parts Co................................45 Volvo Construction Equipment..21 Weber Machine (USA) Inc...........47 World of Concrete.......................73

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

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EYE ON RENTAL // B y

Dick Detmer

BY DICK DETMER

HIGH-LEVEL DELEGATION IS KEY

to the Growth and Survival of Your Rental Businesses

Properly train your staff so you can focus more time and energy on business development

I

believe an important component of business growth and future survival is proper delegation. So many rental business owners are micromanaging instead of empowering their employees with substantive, higher level duties.

Up to a certain point in a company’s existence, it’s often necessary and wise to micromanage. Sometimes, however, rental business owners continue to micromanage their companies far beyond the early, formative years.

Micromanaging can then become one of the biggest obstacles to rental business growth and survival.

When higher level duties are not delegated, it’s unlikely that employees with tremendous potential will see their positions at rental companies as anything more than temporary gigs.

Is it any wonder that people with good potential move on?

It just isn’t wise for the person at the top to be bogged down with the mountain of day-to-day minutia that some rental business owners are personally dealing with now. The volume of all of this mental clutter could be

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keeping you from pursuing business development activities that require a significant investment of your time and mental energy. These business development activities are essential to take a company to a much higher level of growth and profitability.

Many rental companies have reached a level where micromanagement stifles their growth and profitability. It’s vitally important to have someone to whom you can delegate a wide variety of tasks. Be sure to have a qualified rental business consultant assist in making it a reality.

Tips for delegating effectively The key “go to” person will need to learn the principles of delegation and be well trained to follow through.

They must fully grasp and embrace the concept that it’s not only critically important that the big tasks and projects get accomplished, but also the small ones as well.

■■ Be certain that the key person has a very positive attitude and is eager to take on any and all tasks that are delegated. It’s mentally and physically draining to consistently feel like you need to convince someone to do something that you need. No wonder some of you feel like it’s easier just to do everything yourself.

■■ If you attempt to hire a person for this position, keep in mind the chances of finding someone with all the qualities and skills needed are slim, so have a qualified trainer give the new hire the proper education. It’s possible that an existing staff member could be suited for the higher level delegation position and might be eager for the challenge, training and responsibility.

■■ The company owner and other supervisors will need training to become competent in the skillful use of delegation as well. Proper delegation isn’t just asking someone to do something.

■■ Let it go. It’s tough, but you need to condition yourself to be able to let a prepared and capable person take some things over.

If you’re one of those business owners who’s too involved in day-today operations instead of developing new opportunities for growth and survival, it might be time to make this important change. Micromanaging and not training supervisors in proper delegation makes it more likely employees will be unable to adapt to the business challenges that are sure to come. ■

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

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

8/8/17 8:55 AM

CRA’s 2018 Rental Rally Tradeshow

South Point Hotel & Casino in Las Vegas, NV January 22–24, 2018 CRA’s 2018 Equipment and Party Rental Rally Tradeshow will be held at the South Point Casino Hotel & Convention Center, featuring 80,000 sq. feet of exhibit space, allowing for 352 10’ x 10’ booths. The South Point is a great venue choice with the convenience of having the convention center and hotel on the same property!

California Rental Association

Two Days of Equipment/Party/ Services Exhibits Vendors will exhibit on Tuesday January 23rd, 10am-5pm, and Wednesday, January 24th, 9am-2pm. See the show website, www.RentalRally.com, for a list of exhibitors.

Special Seminar/Tour Packages* Monday, January 22 — We are excited to once again

Register by January 5 for Special Pre-Registration Pricing!

Attendee registration is open to qualified rental centers.

Vendors may only attend by purchasing a booth.

All qualified rental centers that register

by January 5 will get special pre-registration rates: $60/person or $195/company.

On-site registration is $85/person or $295/company. *Optional events such as the seminars, workshops, demos/tours, cocktail party and Top Golf Event are not included in exhibitor or attendee registration fees.

have MATRA (Mid-Atlantic Tent Renters Association, Inc.) conduct seminars specifically for the rental industry. MATRA has been in existence for more than 25 years and is known for its dedication to the promotion of education, safety and product knowledge in the tent rental industry.

The all-inclusive seminar package begins Monday morning, January 22, at 8:30am with two seminars relevant to both the general tool and party rental industries. The seminar package includes two seminars, lunch and a choice of a demo or tour.

Details for the demo and tours will be posted on the show website as they become available.

CRA’s Opening Cocktail Party* and Annual Dinner/Awards Ceremony* Monday, January 22 • 6:30 to 8:30pm — The opening

cocktail party will be held on the show floor, allowing plenty of time for previewing exhibitor booths and networking with others in the industry.

Tuesday, January 23 • 6:30 to 9:30pm — This year’s evening event will be held at Top Golf. CRA has reserved the entire 4th floor for golf, games, food & fun at this unique hot-spot venue. CRA’s Awards Ceremony will also take place at this event.

Special Room Rates at the South Point!

Both exhibitors and attendees can enjoy the convenience of staying on-site at the South Point Casino Hotel. Special room rates (Jan. 21–25, 2018) are available from $65 per night with no resort fees. Special group rates are available until Dec. 28, 2017. Reservations must be made through CRA’s show website at www.RentalRally.com.

Visit www.RentalRally.com to learn more about the CRA Rental Rally Tradeshow, or contact CRA, (800) 272-7400 • Info@CalRental.org • PO Box 348420 • Sacramento, CA 95834 Search: 11300980

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Perkins

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Introducing the next generation of durability and simplicity for compact rentals. The Perkins® Syncro 1.7 and 2.2 liter engines incorporate a modular design with standard 500-hour service intervals for fuel and oil filters – simplifying service for your technicians, minimizing downtime, lowering total cost of ownership and keeping you and your equipment running.

Now, that’s reliable. www.perkins.com/syncro-na Search: 10074178

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