Rental August/September 2023

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VOLUME 45 ISSUE 6

AUGUST/SEPTEMBER 2023

12

How Arvada Rent-Alls transformed its customer base from homeowner to contractor and streamlined its processes in the meantime.

COVER: COMPLETE BUSINESS SURVIVAL GUIDE

18

BUSINESS MANAGEMENT Boost The Bottom Line

Steps rental companies can take to achieve success in the current rental climate.

22

IN EVERY ISSUE

BUSINESS MANAGEMENT Optimize Fleet, Cash Flow

The ways rental companies can increase their cash flow despite a multitude of challenges that have arisen postpandemic.

04 Everybody’s Business 06 Digital Hits 08 Market Watch 36 New Products

28

The Ins and Outs of E-Commerce

28

43 Eye on Rental

CONSTRUCTION Compact Track Loader Essentials

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

A roundup of the compact track loader features rental companies should include in their fleet.

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.

32 GENERAL TOOL Essential Landscape Equipment

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.

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BUSINESS MANAGEMENT

A look at how e-commerce platforms can help grow rental businesses.

41 Rental Snapshot

Published and copyrighted 2023 by AC Business Media. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording or any information storage or retrieval system, without written permission from the publisher.

26

32

The types of landscape equipment that rental companies should have on hand to better serve their landscape contractor customers.

AUGUST/SEPTEMBER 2023 3

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

THE STRONG

SURVIVE

I

t’s no secret that the rental industry has experienced obstacles over the last several years—inflation, supply chain pressures and labor constraints to name a few.

These issues have created challenges to be sure, but they’ve also presented opportunities for new software and technology to ease rental company owners’ headaches,

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for rental companies to practice lean management and streamline their operations, for equipment manufacturers to design new machinery to fill the labor gaps.

That’s why in this issue of Rental Magazine, we have pulled together a package of articles that showcase how rental companies can transform these challenges into opportunities and rise to the top.

Kicking off the lineup, we have a profile article on Arvada Rent-Alls, which has restructured the way it does business and streamlined its process in just a few short years. You can find that story on p. 12.

Next up we have articles on the

4 AUGUST/SEPTEMBER 2023

current state of the rental market (p. 18); how rental companies can optimize their cash flow and rental fleets (p.

22); and how rental companies can use software to increase their efficiency (p. 26).

In addition to our Business Survival Guide, our construction department discusses the latest new technology when it comes to compact track loaders (p. 28); our general tool department takes a look at the lawn care and landscape equipment rental companies should have on hand for their landscape contractor customers (p. 32); and our new products section rounds up the latest and greatest in new equipment and machinery (p. 36).

To cap off our Business Survival Guide issue, columnist Dick Detmer describes what rental companies can do to not only survive, but also thrive in the current business climate (p. 43).

And, as always, you can find our Rental Snapshot, this time on General Rental Center in Old Town, Maine (p. 41).

How do you think your rental company is holding up in the current business climate? Would you say you’re thriving—or merely surviving? What areas do you think you could improve upon? I’d love to hear your thoughts— and I’m sure your fellow readers would, too. Email your ideas to swebb@ acbusinessmedia.com or connect with me using the QR code below.

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

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

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

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

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

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

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

REPRINTS Sales Representative..................................Megan Perleberg mperleberg@ACBusinessMedia.com @RENTALMAGAZINE

@RENTAL-MAGAZINE

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

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Connect on LinkedIn: https://rnt.news/SarahWebb

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DIGITAL HITS // ™

PRODUCT NEWS INSIGHT ■

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THE LATEST ONLINE Rental magazine wants to highlight your rental company, digging into your successes, challenges you’ve faced along the way and how you’ve overcome them. What are you most proud of? What would you do differently? What advice would you give to other rental company owners or those just starting out in the industry? We want to hear it all and feature you in an upcoming Rental Snapshot article. If you would like to share your story with the readers of Rental and your professional peers, reach out to Editor Sarah Webb at swebb@acbusinessmedia.com.

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

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

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Rental Magazine

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MARKET WATCH // AERIAL EQUIPMENT FATALITY RATE FALLS

work platforms and construction hoists are statistically among the safest ways to work at height, this year’s report shows that in 2022, there were 759 reports of safety incidents from 34 countries, up 15 percent and 21 percent, respectively. There were 831 people involved and 102 deaths reported, a decline of around 19 percent in 2021, when there were 126 fatalities.

In terms of incidents resulting in deaths or major injury, falls from the platform remained the most common underlying cause, with overturns second. Hit by machine, vehicle or object was third, entrapment fourth and electrocution or electric shock fifth. Mechanical failure was joint seventh with falls from height (no machine involved)—a notable reduction following a spike in reported incidents across 2021.

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Despite reports increasing over the past year, the fatality rates of the leading types of accidents have declined: an encouraging sign that collective action across the powered access industry to tackle key underlying causes of accidents is starting to take effect, according to the latest report from the International Powered Access Federation (IPAF) based on incidents logged through its Accident Reporting Portal.

Launched via webinar on June 28, the IPAF Global Safety Report 2023 analyzes the latest data collected via the IPAF portal covering the period 20132023, focusing particularly on year-over-year trends to identify how well the industry is doing in tackling the key causes of accidents involving powered access.

While mobile elevating work platforms, mast-climbing

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In 2022, the U.S. MEWP rental market boomed to exceed prepandemic levels, though some key indicators such as rental and utilization rates have yet to return to levels seen in 2019. Uncertainty around inflation and energy prices as well as persistent supply chain issues and the ongoing conflict in Ukraine cloud the outlook slightly for 2023 to 2024, according to the latest analysis conducted for the International Powered Access Federation (IPAF) by Ducker.

2022 was a year of rapid growth in the U.S. With both the wider economy and construction activity at elevated levels, most main indicators returned to prepandemic levels or even exceeded them, the 2023 IPAF Rental Market Report indicates.

MEWP rental revenue reached a record high, a direct consequence of the country’s rapid market growth, rising by 15 percent to reach $13.6 billion. Total fleet size expanded, while rental companies were able to increase rental rates by an average of five percent in 2022. Utilization rates increased to an all-time high of 73 percent, though these are expected to fall back once supply chain issues abate.

Rental market value grew 15 percent year over year and is expected to remain at these elevated levels over the next two years, owing to the U.S.’s continuing strong economy. Rental revenue increased as a result of rental companies increasing rental rates and expanding fleet size in line with increasing

8 AUGUST/SEPTEMBER 2023

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2023 MEWP RENTAL REPORT

demand in the market. Demand is expected to remain high, though revenue growth is expected to slow down over the next few years owing mainly to decreasing demand.

Overall, the U.S. total fleet size increased by around 10 percent across 2022, adding more than 70,000 units to the country’s estimated total MEWP fleet. The U.S. fleet is forecast to continue growing in 2023, sustaining record years of growth. Wherever possible, MEWP rental companies expanded their fleet in 2022, owing to peaks in demand. The total number of units in the U.S. MEWP fleet is expected to reach almost 850,000 units by EOY. https://rnt.news/dcxodb

www.ForConstructionPros.com/RENTAL

CONSTRUCTION SUMMER CAMP INTRODUCES GIRLS TO THE TRADES For the past two summers in Northeastern Ohio, the Let’s Build” Northeast Ohio construction camp for girls has partnered with unions and trade associations to teach young girls about the various career pathways available to them in the construction industry.

Shelly Higgins, director of “Let’s Build” Northeast Ohio construction camp, has spent years working in the construction industry.

As a whole, the camp aims to: ■ Provide girls an opportunity to explore a career in the construction industry in a gender-neutral environment ■ Learn basic design/drafting, engineering and hands-on learning of the construction trades ■ Develop greater self-esteem through problem-solving skills ■ Provide inspiration and mentorship for girls to understand opportunities in the construction industry and how they can become successful leaders ■ Develop a stronger workforce for the future of the construction industry The plans for the camp materialized after the COVID-19 Pandemic. The vulnerability of the trades was exposed, and the labor fallout from that continues to be felt. While almost

Photo: Let’s Build

every industry has seen difficulties hiring enough workers for open positions, the construction industry has been hit worse than most. This has caused project delays, cancellations and increases to overall costs.

The camp runs for a single week during the summer at the Mahoning County Technical Center. It is geared for ages between 12 and 17 and features a wide variety of things the girls get to do, all with the explicit purpose of exposing and familiarizing the girls with things that, for most of their lives, have mostly been targeting boys.

During the course of the week, they get experience doing drywall, carpentry, HVAC, plumbing, as well as field trips to manufacturing facilities, architectural firms and even local permitting offices. https://rnt.news/nrvilq

FORCONSTRUCTIONPROS, IRONPROS WELCOMES NEW JUNIOR EDITOR The AC Business Media editorial staff has expanded.

Merina Shriver joined the AC Business Media team as the new junior editor, ForConstructionPros and IronPros.

Shriver will be tasked with writing fresh, quality content for both ForConstructionPros.com and IronPros.com.

Additionally, she will also be responsible for writing news, new products, premium content and other articles for both print and online purposes.

Finally, Shriver will also be assisting construction and IronPros editors with social media and other behind-thescenes tasks.

Shriver graduated from University of Northern Colorado in 2022 with bachelor’s degree in English and writing. There, she served as a writing intern for UNC Magazine, her university’s publication.

Shriver can be reached at mshriver@acbusinessmedia. com. https://rnt.news/mogg87

www.ForConstructionPros.com/RENTAL

AUGUST/SEPTEMBER 2023 9

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TOP 3 WAYS TO RECRUIT AND RETAIN THE MOST QUALIFIED TECHNICIANS

I

t is no secret that technicians are one of the most crucial assets to the commercial transportation industry – that being said, the industry is feeling the effects from a shortage of qualified technicians. For fleets and service providers that struggle to keep up with the ever-evolving technology and increased demand, it is not uncommon to watch their unequipped technicians search for growth opportunities elsewhere. So, to better recruit and retain diesel technicians, here are three caveats to consider.

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10 AUGUST/SEPTEMBER 2023

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BUSINESS SURVIVAL GUIDE Part 1 //

BY SARAH WEBB

BUILDING UP A BUSINESS How Arvada Rent-Alls in Arvada, Colo., transformed its customer base and streamlined its processes in the meantime.

Arvada Rent-Alls

12 AUGUST/SEPTEMBER 2023

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W

hen Andrew Heesacker came to Arvada Rent-Alls in 2013, the company’s customer base heavily consisted of homeowners, with the company providing rentals on service items such as lawn mowers and snow blowers.

Heesacker’s father had owned the business since 1986, and while Heesacker had gained several years of experience through high school and during college, he deems the job he got after college at Neff Rental (from 2007 to 2013) in Florida as his “official” start in the rental industry.

At Neff Rental, which geared most of its business toward contractors and heavy earth-moving equipment, Heesacker spent six years working in different sales and management positions.

So, when Heesacker, now president and CEO Arvada Rent-Alls, made the move to Colorado to take over from his father as a second-generation owner, he had a different vision for where the company should be headed.

“My vision at that point was more centered around contractors,” Heesacker says. “So, through the years, I built up systems and put the pieces to the puzzle together trying to streamline operations.”

Heesacker explains how his company made the switch and offers advice for other rental companies looking to maximize efficiency at their operations.

WHERE IT BEGAN

When Heesacker started as the newbie owner in 2013, he inherited a very tenured staff, with some employees having been with the company for 25 to 30 years.

At first, he encountered some resistance to the changes he had planned to make—such as shifting the sales process from handwritten tickets to putting them directly into the point-of-sale software that the company had recently onboarded.

“The reaction I got was not great at first, and a lot of people had the perspective of ‘why would we do this? We don’t need to do this,’” Heesacker says. “At that moment, I realized that patience was going to have to be a very forthright thing if I was going to get the buy-in of a lot of those tenured employees.”

Now 10 years out from that changeover, Heesacker says several of those tenured employees are still with the company, with a handful of them having already retired from the company.

“In addition to being patient and getting the buy-in, I learned that I really had to actively listen to people, take their ideas and make Arvada Rent-Alls

www.ForConstructionPros.com/RENTAL

AUGUST/SEPTEMBER 2023 13

BUSINESS SURVIVAL GUIDE Part 1 //

Arvada Rent-Alls

them feel heard,” Heesacker says. “So, for example, using time cards instead of manually calculating hours, I presented the idea and let it marinate for a bit of time. Then, when we implemented it, we listened to whether there was a way we can make things even easier from there.”

When it came to shifting the company to larger equipment, Heesacker acknowledges that it was a big decision—not a jump to make without a lot of forethought.

“Once you make that commitment, you have to go all in and you have to have the stomach for it,” Heesacker says.

“Because the minute you start talking about equipment that weighs more than 10,000 pounds and that’s valued at more than $50,000, you really open a Pandora’s box. You have to have specific mechanics, you have to have the trucks and trailers to safely transport everything, you have to have educated salespeople and there are insurance requirements to think of.”

Heesacker points to the American Rental Association as having many resources to help guide rental companies through that process.

“In the end, it’s knowing that there is still a very specific need for independent rental centers, or mom-and-pop rental centers, throughout the country,” Heesacker says. “Even some of the largest contractors prefer to use an independent, locally owned rental store, so there’s still a lot of opportunity out there.”

TECH TALK

Automated clock-in cards were just the beginning as far as new technology the company incorporated.

From the start, the company used two separate software systems.

“We would actually process the invoices in the point-ofsale system, and then we had an actual cash register where we would bring all the revenue through, so every dollar actually got written into the cash register,” Heesacker says. “Basically, we were doing double work, and it never really balanced because the more things you have to do, the more chance there is for human error.”

Heesacker says that some transactions were processed through Alert Software, while others were processed through

14 AUGUST/SEPTEMBER 2023

Charter Software.

Heesacker soon realized that in this case, two systems were not better than one and brought the issue to his staff that all of the functionalities of Charter could actually be done through Alert.

“I had to show them all that doing that would make the backend accounting and office calculations a lot easier,” Heesacker says.

For other rental companies interested in implementing a new software, Heesacker recommends leaning on the software provider for help.

“A lot of times, they have user conferences or trainings that they offer, or they will actually come to your site and do hands-on training,” Heesacker says.

Once staff members have gone through training, that’s when a company can really make sure the software is working for it in the best way possible, Heesacker says.

“Once you get the kinks ironed out and learn how to use the system, you can figure out the shortcuts and start using it to its full potential,” Heesacker says. “At first, it can be very daunting to switch, but once you start getting it figured out, it only gets easier.”

With other types of technology, such as that included on equipment, Heesacker says his staff is curious about it but isn’t jumping to be the first to onboard it.

“For us as an entire unit, we will let the larger companies get the technology on larger classes of equipment figured out first,” Heesacker says. “But with the smaller equipment, we take the burden of that risk by trying to figure out how exactly it’s going to affect the end user and how the end user is going to use it properly.”

CONTENDING WITH CHALLENGES

Like many other rental companies, Arvada Rent-Alls has had its fair share of challenges, especially with the current market.

Lead times are one particular challenge.

“Lead times have been one of the most prolific challenges that I’ve seen in the 15 years that I’ve been in the industry,” Heesacker says. “Not being able to put your orders in for

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BUSINESS SURVIVAL GUIDE Part 1 // equipment for a year or sometimes two years out has been very challenging.”

He adds that the volatility of rising prices of equipment and interest rates have also proven to be challenges as of late.

However, Heesacker says Arvada Rent-Alls combats these challenges by being strategic and evaluating each equipment decision based on historical data.

“Tracking missed rentals helps—you can do it the oldfashioned way with a spreadsheet or with a point-of-sales rental software,” Heesacker says. “Either way, that will help guide you in terms of where you need to put your dollars to have the most impact.”

And, of course, like many other companies, the labor strain is no stranger to Arvada Rent-Alls, but overall, Heesacker says the company has been able to keep its staff and has a low turnover rate.

So how does the company do it?

“When talking about culture, a lot of times, people think about pizza parties or beanbag chairs or especially money,” Heesacker says. “However, I’ve had a lot more impact with our employees with consistent feedback.”

To achieve this, the company runs on a quarterly system where it has a state-of-the-company meeting so that everyone is on the same page and there’s clarity into what the organization is doing.

After that, the company holds one-on-one meetings with everyone within the company.

“A lot of companies do a yearly performance review, but we found that’s just not as effective,” Heesacker says.

“With quarterly reviews, it keeps everything fresh and helps us because the human brain really only thinks in a 90-day increment anyway. We found it extremely effective to set goals in 90-day chunks and to touch base on areas for improvement and areas they’re doing really well.”

The consistent feedback goes both ways, Heesacker says,

as the company genuinely requests feedback from employees on how to better the organization.

“If you are an employee, no matter what level—if you're entry level, if you’ve been with us for 25 years, if you’re an outside salesperson or a mechanic, we want to hear from you to try to make the entire thing better,” Heesacker says.

One example of such feedback was employees requesting that weekly meetings became biweekly meetings. Another change within the company came from employees asking that schedules for the next week be sent out on Wednesday instead of Friday.

“Sometimes people can be hesitant to share that type of feedback with supervisors because it doesn’t always work out, but we’ve tried to build that culture where we listen,” Heesacker says. “Those are the types of things we do that gain buy-in from the employees and that have had the most impact in terms of retaining top talent, and then also recruiting.”

MOVING FORWARD

In the future, Heesacker says he sees technology continuing to be a major factor in how the rental industry does business.

“Whether it’s battery power, automated equipment, telematics, while the construction and rental industries have lagged a bit behind other industries, it’s starting to catch up,” Heesacker says. “I think we’re going to see a huge uptick in those types of technology.”

He notes that he thinks automation, in particular, will be a game-changer for the industry.

“From a rental perspective, everyone’s equipment breaks at some point, so service calls and the service aspect of the business will have to get a lot more automated and engaging for people, especially as decision-makers become younger and younger,” Heesacker says.

WORDS OF WISDOM “Learn to lead people without being their boss. You don’t get a crown when you become an operations manager or president, and you still have to get people’s buy-in to be a leader.”

— Andrew Heesacker “The worst people can do at the end of the day is say ‘no,’ whether it’s a customer or potential employee. Just be sure to always ask for the opportunity.”

— Andrew Heesacker

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16 AUGUST/SEPTEMBER 2023

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BUSINESS SURVIVAL GUIDE Part 2 //

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Steps rental companies can take to achieve success in the current rental climate.

I

t’s not about surviving—it’s about thriving. It’s mid-2023, and the rental market is beginning to come down off the high of the past few years. Right now, the mindset around the industry is cautious, yet optimistic. It’s hard to know exactly the direction we’re headed. What we do know is that profits are returning to a more baseline level. After both the exceptional growth and the buying frenzy we experienced in 2020, 2021 and 2022, companies need to slow down, focus on strategy and truly assess what factors will drive growth. There are a few actions you can take to boost your business’ success in the current rental climate.

it normally would have been used in seven years. It might be time to consider selling some equipment. Used equipment values have been high, so selling is a safe option, but at some point, those values are going to recede.

Make sure to evaluate the equipment you’re buying, too.

The supply chain issues that have plagued the rental industry are beginning to ease, allowing you to be more selective in what you buy. In the past few years, it wasn’t uncommon to buy any equipment you could get your hands on. Now, you can be more strategic, buying what will bring the most value.

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TAKE A MORE MEASURED APPROACH

Take a good look at your fleet size and the level of turnover.

Have your newest machines aged quickly due to record levels of utilization over the past few years? For example, you might have a piece of equipment that’s been used in five years like

18 AUGUST/SEPTEMBER 2023

Contractors are experiencing uncertainty, just like you are. Talk with them, get to know their struggles and work together to determine how you can address their pain points.

Ask questions like, “Where do you see your business going?

What equipment are you considering renting versus buying?

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BUSINESS SURVIVAL GUIDE Part 2 // Are there any categories of equipment that we don’t currently carry that you’d be interested in renting?”

Rental companies who’ve dabbled in specialty equipment have seen great success. Many specialty segments have low rental penetration and ample growth opportunity. Consider diversifying your offerings into segments you’ve never explored to reach a broader scope of contractors.

CONSIDER YOUR LOCATION

People continue to leave bustling cities for suburban markets, which means that’s where the biggest opportunities lie. The opportunities for remote or hybrid work schedules allow for more flexibility—and people are taking advantage of it.

Restaurants and small commercial buildings are popping up left and right to serve these exploding suburbs. If you’re located in one of these areas, it’s your time to shine. If not, kick around the idea of opening a satellite location in the suburbs. It would allow you to win more business and benefit from being in a lower-tax area. Another benefit of a satellite location is the ability to move inventory to and from other markets based on utilization.

ADJUST YOUR WAY OF THINKING

Labor shortages are another major issue affecting the current rental climate. It’s not changing anytime soon—and it’s not specific to the rental industry, either. You’re seeing it in construction, retail and other trade-focused industries.

Be proactive in finding solutions outside of hiring. Locate inefficiencies within your current workflow, then improve upon them. When your current team or strategies are more efficient, it becomes less imperative to add team members.

You can work to further engage current employees, as well, since engaged employees often operate

more efficiently. Lastly, plan for the slow times. We all know that business ebbs and flows, so setting aside funds and creating a strategy for those times will serve you well.

SPREAD INDUSTRY AWARENESS

Generally, young people aren’t aware of the career possibilities within the rental industry. If we can spread awareness, they might realize it’s the perfect fit. Why? This generation has grown up with the sharing economy, so they’re already open to the concept of rental.

Fortunately, the rental industry is growing twice as fast as the construction industry, and the path to career growth is faster, making it easy to have that initial awareness conversation. There are new rungs on the ladder each week, allowing the chance to move up without waiting for people to retire. The opportunity for growth should be a major factor for anyone choosing a career, and the equipment rental industry has those opportunities.

BUILD UP YOUR ONLINE PRESENCE

Consumers, including contractors, increasingly prefer to do business online. They might choose a rental company based on an online experience alone. If your company’s online experience isn’t up to par, potential partners might quickly move along to the next option.

The good news is your online presence is a factor you can control. Create a seamless experience by making it easy to see what equipment is available and by offering both online equipment reservation and pickup scheduling. Make it as easy as possible for the contractor to do business with you.

This doesn’t mean face-to-face rental transactions are a thing of the past, though. It’s about providing different options for customers’ differing rental styles.

It’s impossible to tell exactly where the supply chain, workforce, inflation and utilization will settle and what the new “normal” will look like for rental companies. If you are willing to adjust or implement new strategies, you’ll put your rental business in a better position to thrive. Take these steps for a successful transition into the new normal of business.

It’s easy to continue to do what you’ve done over the past few years—and had success with—but with a changing climate, you need to change alongside it to truly thrive. @zaieiunewborn59.stock.adobe.com

20 AUGUST/SEPTEMBER 2023

Josh Nickell VP, Equipment Segment American Rental Association

www.ForConstructionPros.com/RENTAL

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BUSINESS SURVIVAL GUIDE Part 3 //

I

YOUR RENTAL FLEET, YOUR CASH FLOW

have worked in the rental business in one form or another for the last 40 years. I believe the rental business is one of the best economic segments to work in. It will continue to grow with the American Rental Association Penetration Index increasing for years to come. I was also a CFO for one of the top 100 rental companies for many years and have been through the financial upsets that came during that time.

Currently, rental companies find themselves in a unique situation generated by the pandemic. We have an equipment shortage, higher prices on both new and used equipment, higher financing costs for both purchases and leases and tougher loan standards when applying for new loans or renewals.

These are ALL tough issues to work through, and even more so with management personnel who do not have the experience of working through these types of issues.

After thinking about my experience comment above, I should say that very few financial personnel have worked in the current financial positions we find ourselves in, which makes it even more difficult to maneuver.

So, what do you do to get back to “normal”? The answer is...

■ Make money, meaning cash in the bank.

■ Manage the balance sheet.

■ Get control of your “spend.”

If you think it through and concentrate on cash flow, you will wind up with more cash in the bank and a better bank relationship.

Right now, I am not encouraging rental managers to buy new equipment because of the price, the impact of the loan on the balance sheet, a potential reduction in $-utilization because current rates in the market are based on used equipment costs or older units that many rental companies have not turned over as they have in the past.

If you find you have a need for a special type of equipment for a good customer (that will not produce at least a 60 percent to 65 percent T-utilization), find a way

22 AUGUST/SEPTEMBER 2023

to rerent it.

The biggest need right now for rental companies is to have adequate techs available to inspect and repair units to keep T-utilization where it belongs. And, if you need to outsource some of the maintenance work, then do it. Same goes for pickup and delivery work. Outsource it if need be because you are probably not doing it any cheaper than what you pay a trucking company to do it.

The rental business is very much like a restaurant business. The faster you turn the tables, the more you make.

Pick units up as soon as possible after the prior rental contract ends, inspect it, fix what needs to be fixed and get it out again. You need to REVIEW both TU and $U every month and compare the results for each unit to the prior

www.ForConstructionPros.com/RENTAL

@Studiotomo.stock.adobe.com

maintenance work, you are incurring time and materials cost that is part of the maintenance cost and not the rental cost.

A 65 percent margin would be expected for maintenance work and a 35 percent margin for parts sales. And, as far as maintenance work goes, it must be turned over quickly and collected upon delivery back to the customer.

Another issue that impacts both the balance sheet and income statement concerns depreciation. Try to wind up with depreciated values in line with orderly liquation value. In other words, do not penalize your equity account nor your net profit with an excessive depreciation charge. If you completed a major repair on a rental unit, do not expense it but add it to the “cost” of the unit repaired and deprecation it over a three-year period.

Rental company personnel should be reviewing financial stats for the industry. Equipment values and operating costs are both available from various sources. Contractors also use this data to determine how to bill equipment that they own, thus providing your management team with an opportunity A look at the ways rental companies can to provide lower costs to contractors that increase their cash flow despite a multitude own the equipment. The rental billing has to be sent out as soon as the rental of challenges that have arisen postpandemic. contract is completed and a report from the driver states no billable damage is year’s results. I use this work to prepare for the subsequent evident. And it must be CORRECT the first time out. year’s budget. I calculate both TU and $U for each machine I like to use the restaurant example again: When I visit and then by class and then adjust for purchase and sales, Restaurant No. 1, I order, and the food is on the table no rental rate changes and any other issue that will impact TU more than 10 minutes later. When I visit Restaurant No. 2, and $U. This is especially important today because fleet which is bigger with more seats, it takes 20 minutes to place ages have increased, requiring more maintenance if they are your order and another 20 minutes to receive it and another to meet the expected TU. Your accounting system should 10 to 15 minutes to get your bill. Every time I go there, I provide the TU and $U data. If you need help in this area, think about how much money they are leaving on the table. outsource it as necessary so that you have the information I hope rental you need to run your business. managers are taking Garry Bartecki Rental cost of sales must be managed as well. These steps to tighten up CPA, MBA, CEO costs include tech and driver salaries and any outsourced cash flow.

Dealer Rental Success work regarding these areas. Also included are all direct expenses except for depreciation. If you perform significant

www.ForConstructionPros.com/RENTAL

AUGUST/SEPTEMBER 2023 23

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BUSINESS SURVIVAL GUIDE Part 4 //

BY SARAH WEBB

IT ONLINE A look at how e-commerce platforms can help grow rental businesses.

T

hese days, a lot of transactions are completed online instead of over the phone or in person, so why can’t equipment rentals be done the same way ? Kevin Forestell, CEO of Dozr, and Manish Bhalla, founder and CEO at FATbit Technologies, parent company of Yo!Rent, explain the ins and outs of e-commerce rental marketplace solutions for the heavy equipment industry.

RENTAL: HOW CAN A PLATFORM LIKE YOURS BENEFIT RENTAL COMPANIES? FORESTELL: We’re really a way for rental houses to connect with contractors online. It’s an aggregator way for contractors to come and see the availability of equipment and reserve it. We also have a white-labeled software that we can power on a rental

26 AUGUST/SEPTEMBER 2023

house’s website and put e-commerce right on their website as well. From a sales perspective, the transaction happens online, so it saves a lot of steps. From a marketing perspective, it’s about getting your brand out there.

For example, rental houses may have their name on a building or billboard, but in this day and age with the digital marketplace, this is a way to put their billboard online.

BHALLA: Our solution creates a robust digital storefront that allows customers

Kevin Forestell

@ Ivan Kruk.stock.adobe.com

TAKING

to rent equipment from anywhere by simply using the rental platform. This not only expands the business’ reach and online presence but also enables them to compete with new businesses, target new audiences and venture into new regions. By taking the digital route to market, rental businesses benefit from a multifaceted revenue generation model, which is inclusive of rental charges, display advertising and sales conversions of consumable items.

Yo!Rent also brings automation on the table, which, in turn, streamlines the daily repetitive tasks and reduces the overall operational costs.

RENTAL: ARE THERE ANY POTENTIAL CHALLENGES TO USING THE SOFTWARE? BHALLA: There can be a learning curve in the beginning that we try to (accommodate) by providing complete training and documentation.

FORESTELL: There is a little bit of training involved with the front line sales team, understanding how orders are coming in and how they can accept them, and then what’s required from them at that level. It is quite straightforward, so really it should only be a couple of hours max of training.

RENTAL: WHAT FACTORS SHOULD RENTAL COMPANIES CONSIDER BEFORE DECIDING

Manish Bhalla www.ForConstructionPros.com/RENTAL

ON A PLATFORM THAT BEST SUITS THEIR NEEDS? BHALLA: The needs of every business vary, so it is difficult to provide a defined framework for selecting a rental software. But, for general advice, I would say businesses should focus on the customizability and pricing structure (one time versus recurring) of the software.

Customizability is important so that you can tailor the software as per your exact requirements and align it with your business model, pricing policies, payment terms, logistics management, fulfilling process, paperwork, etc. You must procure software that is easy to use, customizable and cost effective over the next three to five years.

FORESTELL: There may be some resistance or hesitancy to change when things are new, and someone has been working that way for a long time. With

our platform, it’s something you can dip your toes in and tread lightly. It’s a really easy way to get involved.

RENTAL: WHAT ADVICE WOULD YOU GIVE TO A RENTAL COMPANY WHO HASN’T YET IMPLEMENTED THIS TYPE OF SOFTWARE BUT WHO IS THINKING ABOUT IT? BHALLA: Technology helps in amplifying the productivity of humans by helping you reach a wider target audience. Digital commerce makes it easier for your prospects and clients to do business with you. A lot of your manual operations can be digitized and automated to reduce your fixed operations cost. Even if you have two items to rent or 2,000 or 20,000, you must go digital. There are multiple softwares in the market.

Test a personalized demo and consult these software providers to procure the most suitable software that meets your business needs.

www.ForConstructionPros.com/RENTAL

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AUGUST/SEPTEMBER 2023 27

CONSTRUCTION // BY SARAH WEBB

Compact Track Loader

ESSENTIALS

A roundup of the compact track loader features rental companies should include in their fleet for their construction customers.

F

ew things in life are constant—except change, that is. That concept also applies to the range of compact track loader (CTL) features that rental companies should have in their fleet.

“Contractors’ jobs are constantly changing, which means their machine needs are also altering with each new and unique job,” says Luke Gribble, solutions marketing manager, John Deere.

Gribble, Julie Portillo, marketing manager for loaders, Bobcat Co., and Jerry Corder, product manager, construction equipment, Kubota, describe the features rental companies should have at the ready within their CTL fleets.

for most renters.”

Corder adds that rental centers should include in their fleet a narrow, lightweight machine (around 4,000 pounds) to assist contractors with work between housing sites.

However, rental companies should not stop at the small to midframe size because the last several years have seen an increase in demand for large-frame machines due to the high levels of productivity they bring to the table, Gribble says.

“The best applications for contractors who are running a large CTL would be medium to large site development or truck and trailer loading because the larger CTLs have the capability to move more materials on these types of sites, allowing customers to be as productive as possible while they are renting the machine,” Gribble says. “The large CTLs are also often best used for grading applications, whether it’s with

Before adjusting their rental fleet, rental companies should first consider the jobsites and applications of their local rental customers. When it comes to deciding what size machine to stock, experts agree that a little bit of everything is best.

“A variety of compact track loader sizes will continue to be in demand because they are versatile, tool-carrying, multipurpose machines,” Portillo says. “The increased floatation provided by their track systems makes them ideal on a wide range of jobsites with soft ground surfaces such as sand, mud and clay. Also, CTLs can travel across uneven ground more efficiently.”

Perhaps the most common size class of machine in rental fleets consists of small and midframe machines due to their reliability and low owning and operating costs, Gribble says.

Portillo agrees.

“The industry seems to be focused on maximizing what tasks compact equipment can do,” Portillo says. “We encourage rental houses to consider adding compact track loaders to their fleet that maximize performance within a relatively compact chassis size. Given that these units will likely be used for short-term projects, machines that are easy to transport and maneuver make for great worksite partners

28 AUGUST/SEPTEMBER 2023

Bobcat Co.

NOT ONE SIZE FITS ALL

www.ForConstructionPros.com/RENTAL

STAY ATTACHED

In addition to the machines themselves, rental companies should always have a variety of attachments on hand to help suit all of the needs of their customers.

“The addition of an attachment

ADDITIONAL FEATURES

Kubota Tractor Corp.

an integrated or aftermarket system.”

Portillo agrees, noting that ultimately, boosted horsepower means greater lifting capabilities, breakout forces and maneuverability for fast cycle times.

Corder says that the best applications for higher-horsepower CTLs include land management mulching applications and for running cold planers, but he cautions that rental companies should avoid putting all of their dollars into only the larger CTL bucket.

“Demand has grown due to the high-horsepower machine versatility and stability, but due to the cost, it would be a low-volume market for rental centers,” Corder says.

adds versatility to your machine and increases efficiency on the job,” Gribble says. “We have found that contractors also rent attachments to help fill the need for equipment that they do not currently have on-site.”

Portillo adds that having a robust attachment selection available to renters can help rental companies attain more business in the long run.

“The more attachment options you have, the more attractive and valuable your compact track loaders will be to renters,” Portillo says.

WHAT TO KNOW

While the list of extended features seems to grow longer and longer, Portillo says rental companies’ best bet is to go with a simpler machine.

“While a seasoned operator will benefit from using a feature-rich compact track loader, rental companies won’t necessarily know how proficient an individual will be with a loader,” Portillo says. “Units that are simple to maintain, operate and own are best for a rental house’s bottom line.”

www.ForConstructionPros.com/RENTAL

• S afety features: A backup camera enables the operator to know what is behind them and how close those objects are.

• V isibility: Larger front, rear and side windows boost visibility to the sides and tracks and improve the view when loading a truck or using attachments. Some loaders also offer an optional closure to maximize visibility by reducing steel mesh screens from the side windows.

• D urability: Look for machines that are built to last and that will stand up to the tough applications of renters.

• C omfort: Choose a machine that includes operator-centric features such as ergonomic controls and a comfortable seat.

• P ressurized interior: Look for cab door and window seals that help keep out dust and debris to keep end users clean, comfortable and more productive.

• B igger entry/exit: Large cab openings and lower door thresholds provide easier entry and exit to accommodate a variety of renters.

• C limate control: Find machines with accessible air conditioning and heat controls, easy open/close side windows for controlling air flow and a rear defrost to keep windows clear.

• T elematics: Telematics systems give the rental center information on the location of the unit, how much and when it is operated and its maintenance needs.

AUGUST/SEPTEMBER 2023 29

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GENERAL TOOL //

ESSENTIAL OUTDOOR POWER EQUIPMENT:

A Comprehensive Rental Fleet Guide A look at the different types of equipment rental companies should include in their fleets to better serve their landscape contractor customers.

R

ental houses that offer outdoor power equipment solutions play an essential role in supporting the needs of landscape contractors. These contractors require a wide range of tools and machinery to complete projects efficiently and effectively and often rely on rental houses to fill gaps in their fleet or provide specialized equipment. Read on to learn what essential outdoor power equipment rental companies should include in their fleet.

ride-on mowers and the other half preferring stand-on mowers.

To truly diversify your offerings, include ZTRs with several cutting deck widths as well as versatile equipment that can serve a multitude of needs. For example, some mowing equipment can serve as a Swiss army knife for rental houses by using attachments to support snow removal, leaf cleanup and preand postseason turf maintenance.

These types of versatile machines ensure rental houses can provide a complete offering to meet any landscape contractor’s needs.

MOWERS

Lawn mowers are the cornerstone of any landscape contractor’s tool kit.

Rental companies should offer a variety of mowers to accommodate different project sizes and terrain types. This includes walk-behind mowers for smaller areas and ride-on mowers for larger properties. Additionally, zero-turn mowers provide enhanced maneuverability for precision cutting and can tackle large swaths of turf.

Consider purchasing several mower options to meet a variety of needs, including stand-on and riding ZTR models in both gas and battery powertrains. Keep in mind that while most homeowners prefer ride-on mowers, landscape contractors are evenly split with about half preferring

32 AUGUST/SEPTEMBER 2023

ensure they have an ample supply of these machines in their fleet to assist contractors with leaf and debris management, especially in the spring and fall.

TILLERS AND CULTIVATORS

For landscaping projects involving soil preparation, rental companies should include tillers and cultivators in their portfolio. These machines help contractors break up compacted soil, mix in compost and prepare beds for planting. Offering both front-tine and rear-tine tillers will ensure versatility to address different soil conditions.

BRUSHCUTTERS AND TRIMMERS

Brushcutters and trimmers are indispensable tools for landscape contractors. These machines help clear overgrown areas, trim edges and maintain tidy landscapes. Offering both handheld trimmers and powerful brushcutters with various cutting attachments will ensure a strong variety of options to meet any landscape contractor’s needs.

AERATORS AND DETHATCHERS

To maintain healthy lawns, landscape

LEAF BLOWERS

Leaf blowers are essential for landscape contractors during seasonal cleanup and maintenance tasks. Powerful backpack leaf blowers that offer high airspeed and volume are preferred by professionals. Rental companies should

www.ForConstructionPros.com/RENTAL

pros often require aerators and dethatchers. Aerators help relieve soil compaction and improve nutrient absorption, while dethatchers remove dead grass and debris. Including these specialized machines in the rental fleet will help contractors maintain lush and vibrant lawns for their clients.

POWER SPRAYERS

Power sprayers are essential for landscaping projects that involve applying fertilizers, pesticides or herbicides. Rental companies should offer both backpack and tow-behind sprayers to cater to different project sizes. It is crucial to emphasize the importance of proper training and safety precautions when renting out power sprayers.

COMPACT UTILITY LOADERS

Compact utility loaders (CULs) occupy an important gap between manual hauling methods like wheelbarrows and equipment classes that include skid-steer loaders and compact track loaders. A CUL delivers efficiencies that can help landscape pros reduce overall costs and complete jobs quicker. CULs offer better visibility and maneuverability, intuitive controls

Rental companies should offer a variety of mower options so that landscape contractors can contend with different types of terrain and property sizes.

The Toro Co.

www.ForConstructionPros.com/RENTAL

and the ability to mount and dismount the machine with ease, simplifying landscaping and hardscaping tasks.

Attachments take a CUL beyond just hauling from point A to B and can accomplish countless tasks quickly and efficiently, making it a popular choice for landscape contractors. Rental houses should offer several popular attachments, including buckets, augers and trenchers, which are essential to most landscape jobs.

STUMP GRINDERS

Removing tree stumps can be a challenging and time-consuming task.

Stump grinders are available as standalone machines or as attachments for CULs. These valuable machines and attachments efficiently grind stumps below ground level. Providing different stump grinder sizes and power options ensures that rental companies can cater to a wide range of stump removal projects.

INCORPORATING BATTERY POWER

As you decide which types of outdoor power equipment to purchase, also consider incorporating batterypowered equipment in your rental fleet for several compelling reasons.

First, battery-powered equipment produces zero engine emissions and reduces noise pollution, making it ideal for contractors catering to emissions regulations and projects in residential areas. Plus, battery-powered equipment eliminates the need for fuel mixing, reduces maintenance requirements and eliminates the hassle of dealing with gas and oil storage and transportation.

This not only saves time but also reduces operational costs for both the rental company and the contractor.

Furthermore, battery-powered equipment has significantly improved in terms of power and

Leaf blowers can help landscape contractors contend with debris management.

The Toro Co.

performance, allowing contractors to achieve professional results without compromising on efficiency. The versatility, ease of use and quiet operation of battery-powered tools make them an attractive choice for contractors, who are increasingly recognizing the benefits of this technology. By incorporating batterypowered equipment into a rental fleet, rental companies can cater to the growing demand for zero engine emissions, quieter operation and more efficient outdoor power solutions while offering their customers a wide range of options to suit their specific needs.

By including a wide range of essential tools and machinery, rental companies can provide landscape contractors with the equipment they need to deliver high-quality landscaping services. From mowers and trimmers to versatile CULs, a well-rounded rental fleet ensures that contractors have access to the right tools for every project. By meeting the needs of landscape contractors, rental companies can forge strong partnerships and contribute to the success of customers’ businesses.

Jared Nuessen Marketing Manager The Toro Co.

AUGUST/SEPTEMBER 2023 33

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www.ForConstructionPros.com/RENTAL

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 Volvo ECR18E Compact Excavator

 Dewalt 20V Max XR Cordless Rivet Tools

As emissions reduction regulations and goals continue to spread, renters need options to help them meet these expectations. Equipment that offers equal power and productivity with lower emissions is a huge step in this direction. The small-but-mighty Volvo ECR18E Compact Excavator includes fume-free, powerful operation. The 1.8ton short-swing ECR18 Electric Compact Excavator is ideal for applications with low-emission requirements, noise regulations or nighttime hours thanks to its zero-exhaust emissions and significantly lower noise levels. It provides the same stability and operator experience customers expect from its diesel counterpart, but with the benefit of low noise, low vibration and more responsive hydraulics due to the immediate torque. Plus, the excavator’s ultrashort tail radius is perfect for confined spaces. An integrated, on-board charger allows the ECR18E to charge from zero to 100 percent in less than six hours using the same plug and charging system found on a typical electric vehicle. With an optional off-board fast charger, it will charge up to 80 percent in under an hour. Another benefit—and cost-saving opportunity—is maintenance: This machine does not have an engine, so it doesn’t require oil, oil filters, diesel particulate filters or DEF. On top of that, charging a battery is more cost-effective than buying diesel fuel.

The new 20V Max XR Brushless Cordless 3/16-inch Rivet Tool’s (DCF403) brushless motor delivers up to 2,100 pounds of pulling force with a 0.98-inch stroke length and can tackle up to 800 3/16-inch stainless steel rivets per charge. The 20V Max XR Brushless Cordless 1/4-inch Rivet Tool (DCF414) offers up to 4,500 pounds of pulling force with a 1.18-inch stroke length and fastens up to 300 1/4-inch stainless steel rivets per charge. For cleanup, the Rivet Tools are designed with onboard nose piece storage and a mandrel collector to catch rivets after each shot. Each tool is compatible with multiple size rivets including 3/32-inch, 1/8-inch, 5/32-inch and 3/16-inch rivets; the DCF414 is also compatible with 1/4 inch rivets.

Additionally, an LED light helps illuminate work areas during fastening. https://rnt.news/k5vhv6

https://rnt.news/twno7q

 Ausa D151AEG Electric Dumper Ausa’s D151AEG electric dumper can be paired with a mini excavator. The D151AEG, which has a 3,300-pound and 1.18-cubic-yard payload on its swing skip, allows operators to offload earth, rubble or other materials at an angle using a joystick. Due to its compact size, this machine is designed for work in tight spaces. The D151AEG dumper is equipped with a li-ion battery power unit. In the case of this dumper, it features a pack with a 9.3-kWh capacity, enough for at least one full day of work. Its 7.6-kW power batteries and peaks of up to 17.3 kW are managed electronically to offer power and all-terrain capabilities. https://rnt.news/8dcf02

36 AUGUST/SEPTEMBER 2023

 Farizon G Trucks Farizon Auto, a new energy commercial vehicle brand, has launched the Farizon G pure electric heavy truck, Farizon G methanol hybrid heavy truck and Farizon G reformed methanol fuel cell heavy truck.

The Farizon G pure electric heavy truck uses Farizon’s i-MPS central drivetrain. The Farizon G methanol hybrid heavy truck, with a range of over 1,500 kilometers, is designed for long-haul logistics. Farizon further announced that the production version of its next generation new energy semitruck, Farizon “Homtruck,” is expected to be unveiled in August, with production and first deliveries planned for early 2024. https://rnt.news/oplxgl

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roviding your customers with Toro-level power in a compact package, the Toro® Dingo® TX 700 is a real game-changer for jobsites — and your ROI.

COMPACT POWER Designed to work in tight spaces, the Dingo TX 700’s narrowtrack model allows operators to navigate through three-foot pathways. This machine also boasts a rated operating capacity of up to 700 lbs. and a 18.6 kW (25 hp) Yanmar® diesel engine, enabling your customers to tackle tough jobs.

JOBSITE VERSATILITY Hauling, digging, prepping or breaking — no matter the job, the Dingo TX 700 will get it done. Compatible with over 35 attachments, the Dingo TX 700 can be used for a range of construction and landscaping jobs — giving you more renting flexibility.

OPERATOR-FRIENDLY Even if a crew member is new to operating heavy machinery, controlling the Dingo TX 700 is easy. This machine features intuitive Dingo TX 1000 traction controls and a dedicated stand-on platform for increased operator comfort and visibility.

EASY ON TURF Have a customer that needs to tread lightly? The Dingo TX 700’s wide-track option is equipped with the industry-tested Camso® track system, which features a less aggressive tread pattern that’s gentle on turf and minimizes damage.

ADD ONE TO YOUR RENTAL LINEUP To contact your local Toro representative for more information or to place your order today, visit toro.com/locator.

IS THE TORO® DINGO® TX 700 THE COMPACT, EASY-TO-USE WORKHORSE YOU’LL BE RENTING PROFITABLY WEEK AFTER WEEK?

YOU BET YOUR BOTTOM LINE. COUNT ON TORO GENUINE PARTS

TX 700

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©2023 The Toro Company. All Rights Reserved.

AUGUST/SEPTEMBER 20232 37

new

PRODUCTS  Diamond Mowers Brush Cutter Pro Designed to handle core vegetation management challenges, Diamond Mowers' Brush Cutter Pro can be used for land clearing, site preparation and maintenance. The attachment delivers cutting performance and is engineered specifically for medium-duty applications. Available in a 72-inch cutting width, the Brush Cutter Pro has a continuous cut capacity of 3 inches (and a maximum cut capacity of 5 inches when handling grass, branches and brush) and a flow range of 17-41 gpm. It is intended for five hours of weekly use (260 hours annually). This attachment is compatible with standard and high-flow skid-steers. https://rnt.news/boscvs

 Ridgid K9-12 FlexShaft Drain Cleaning Machine Ridgid’s K9-12 FlexShaft Drain Cleaning Machine provides wall-to-wall pipe cleaning power at reliable speeds. The K9-12 can be used for residential service applications, eliminating the need to repeatedly unclog the same household drain lines. Clearing up to 30 feet of 1.25- to 2-inch pipe, the K9-12 breaks up grease, hair and other soft blockages in kitchen and bath sinks, as well as tubs and shower drains. Powered by an 1,800 to 2,500 rpm cordless drill, the machine’s chain knocker expands inside the pipe to clear the blockage and restore the pipe to full flow. https://rnt.news/64hdcv

 SolidBoss LiftBoss Tires for Aerial Work Platforms Although a directional LiftBoss tire (model D228 R4) is available for customers who prefer a traditional option, the new nondirectional tires (model ND-226) offer a fresh concept for aerial work platforms.

With only one tread pattern for both left- and right-hand tire and wheel assemblies, the nondirectional option simplifies tire selection and installation. The rubber compound in the tires helps minimize chunking and caters to operation on gravel, mud and rubble. The tires can also be foam filled to help minimize downtime from punctures experienced on the jobsite. https://rnt.news/hib6j8

 HCSS ADPlus Dashcam Heavy construction companies can use the HCSS Dashcams on their fleet vehicles to not only protect drivers but to avoid accidents. HCSS Dashcams integrate with the HCSS Telematics system. The HCSS ADPlus Fleet Dashcam is a plug-n-play dash camera with a built-in Al processor to detect driving events like forward collision and improper driver behavior, such as using mobile phone usage and distracted driving. HCSS Dashcams will alert the driver in real time of potentially unsafe behaviors and upload events to HCSS Telematics to be reviewed by a fleet manager. https://rnt.news/jdma9j

38 AUGUST/SEPTEMBER 2023

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 InTempo MX 20th Telematics Feed Integration InTempo MX has completed its 20th telematics feed integration, enabling rental companies to merge telematics information from multiple sources into a single view of their assets. Without coding, the configuration process incorporates dropdown menus that allow users to select from preconfigured data integration options. Individuals must select their data source and confirm their authentication credentials to use the integrations. From there, they can monitor numerous sources in production. These features help merge mixed-source telematics data with rental data on the same platform. Rental companies can visualize their fleet assets on a single screen, drilling down with filters that show only equipment that’s scheduled for pickup, due for preventive maintenance or on-rent to a specific customer.

Collectively, this helps teams make more informed operational decisions.

 GPS Trackit E-Commerce Platform GPS Trackit’s e-commerce platform offers a wide range of AI fleet management, telematics and video solutions. This new store caters to demand for reliable fleet tracking solutions in a marketplace format.

The new e-commerce platform enables individuals to browse, select and buy GPS trackers and video telematics products. With an intuitive interface and product information, the platform helps customers find the solution they need under flexible options and decide if they want to purchase by themselves or receive guidance from GPS Trackit’s network of experienced fleet advisers. https://rnt.news/ui1v2m

https://rnt.news/h89f99

 Hyundai Material Handling 9V Series Forklifts Hyundai Material Handling has introduced a series of new forklift products, powered by diesel fuel and lithium-ion batteries. The new forklifts support lifting and transporting operations in busy jobsites.

The 9V Series adapts Hyundai’s powertrain for durability of transmissions and drive axles. It includes the 25/30D 35DN-9V Diesel Pneumatic Forklift Series, which offers a Hyundai diesel engine that meets all EPA/CARB Tier-4 regulations. This product features heavyduty handling, safety features and a new digital-type cluster with MCU function. Available capacities include 5,000, 6,000 and 7,000 pounds. Another offering in the 9V series is the 100D-9V with a 22,000-pound capacity. The 100D-9V is equipped with a Cummins diesel engine. https://rnt.news/5hqt5g

 Fecon Disc Hawk Compact Mulcher Fecon has expanded its line of attachments with the launch of the Disc Hawk disc mulcher. Specifically designed for high-flow skid-steers and compact track loaders, the attachment can be used for mulching, landscaping, site preparation and land clearing. Fecon’s disc mulcher enables first-pass vegetation removal or material dispersion without fine chip size. With a working width of 60 inches, the disc mulcher is purpose-built for 75- to 132-hp skid-steers and compact track loaders that operate with as little as 30-50 gallons per minute of auxiliary hydraulic flow. The unit provides performance for mulching thick vegetative material at high speeds. A low-profile motor and deck configuration provide visibility and reduce material buildup. https://rnt.news/h2uta4

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AUGUST/SEPTEMBER 2023 39

new

PRODUCTS  XL Specialized Trailers Option for Guardian Trailer

 Makita 36V LXT Material Handlers The three 36V (18V X2) LXT Brushless Material Handlers from Makita offer three forward speeds with one reverse and a maximum load capacity of over 650 pounds. Each Material Handling Solution is powered by a 36-volt brushless motor and two 18V LXT batteries.

• XUC04Z: The 36-volt (18 volt, times two) LXT Brushless Material Handler with a Dump Bucket features a large 200-liter bucket, with a load capacity of 660 pounds.

• XUC05Z: The 36-volt (18 volt, times two) LXT Brushless Material Handling Dump/Pipe Frame features a pipe frame configuration with a load capacity of 650 pounds for transporting a wide range of materials on the jobsite.

• XUC06Z: The 36-volt (18 volt, times two) LXT Brushless Material Handling Flat Bucket features a large 295-liter bucket with a load capacity of 660 pounds. https://rnt.news/q0pbby

 POWR2 POWERSYNC Parallel Battery Solution Designed to increase power output and storage capacity, POWRSYNC enables the operation of POWRBANK batteries in parallel. The POWRSYNC device creates a parallel battery system to harness the combined power of multiple POWR2 POWRBANKs. Leveraging this technology, users can connect up to four POWRBANK batteries, whether they are of the same model or different capacities. The POWRSYNC is designed for large applications or applications with fluctuations in load levels such as submersible pumps and motor starts. As power demand changes throughout the day, the POWRSYNC ensures a stable power supply. When demand increases, the POWRSYNC balances the load between multiple POWRBANKs to meet the peak demand. POWRSYNC increases storage capacity, storing and deploying excess power during peak demand. https://rnt.news/hv4xju

40 AUGUST/SEPTEMBER 2023

XL Specialized Trailers introduced new options for the XL Guardian 110 Hydraulic Detachable Gooseneck (HDG) trailer, a standardized construction trailer. The new line of options includes an 18-inch loaded deck height version and 60-inch axle spacing option. In addition to the 22-inch loaded deck height option for the main bed, XL now offers an 18-inch loaded deck height option. Operators can adjust the height of the deck for diverse loads with a five-position variable ride height in the neck and manual ride height in the rear. The new 60-inch axle spacing option will be available on both the 18- and 22-inch deck heights. When this option is selected, the main deck will shift to 25 feet to keep the 53-foot overall length.

The 60-inch option can accommodate axle laws in the Western U.S. and Canada. https://rnt.news/72s7lb

 General Equipment Co. 242H One-Man Hole Digger General Equipment Co.’s 242H oneman hole digger includes the the Power-GRIPÔ operator handle to maximize control, strength and balance, while dampening vibrations.

It also reduces body fatigue to increase operator comfort, productivity and jobsite safety. The handle includes a Magura twist-grip throttle for confident control of the digging operation. Another innovative feature on the hole digger is the AugerLOK system for conveniently removing stuck augers. The Auger-LOK uses a spring-loaded actuator to lock the auger in place so that operators can simply twist the auger out of the hole.

This practical solution eliminates costly damage to the hole digger and auger when using other removal methods. The 242H is powered by an all-position, four-stroke Honda GX35 engine, which meets current EPA emission standards. It provides the performance to dig holes up to 8 inches in diameter in a variety of soil classifications. The 242H also includes a precise spur-gear transmission and an all-metal centrifugal clutch designed to deliver long service life and high return on investment. It has a 1-inch-diameter round auger drive connection and is compatible with the 2350 Series earth augers and auger extension from General Equipment Co. The 242H weighs 28 pounds without an auger. It offers 1.3 hp with a maximum digging torque of 51 foot-pounds. https://rnt.news/udt2o0

www.ForConstructionPros.com/RENTAL

RENTAL SNAPSHOT //

TROY GREENLEAF Owner, General Rental Center, Old Town, Maine Rental: How did you get your start in the rental industry?

Troy Greenleaf: My parents opened the business as a very small "general rental" store in 1983. My father was a merchant marine engineer and was gone most of the time, and the store was operated by my maternal grandfather with my mother helping out and keeping the books. My grandfather was a WWII veteran and an automechanic by trade, so this was a change of pace for him. He was excellent with people and very mechanically inclined, so it was a good fit.

I started working in the store afternoons after school and weekends with him. He taught me most of what I know today about this business and life in general. He passed away suddenly in 1985, leaving the store mostly to my mother. From there, we hired a mechanic, and I worked at the store most of my high school years, returning after graduation to manage the store through most of my 20s.

There were some issues with family working together, as there often are, and I left in 1999 to work in manufacturing, which I did for more than a decade. Having decided that the large corporate environment wasn’t in my best interest, I returned to the rental store in 2011 to take over for my father, who was ready to retire. Twelve years later, I am 100 percent owner of the company, and our revenue is 150 percent of what it was when I started

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Troy Greenleaf, Owner, General Rental Center

in 2011. In addition to managing the business, I’m still involved in day-today activities on a regular basis. I also have one son that works with me and a grandson that works part time in the summer.

Rental: Can you give insight on your current company?

Greenleaf: In 2011, when I returned

General Rental Center

to the business, we were still what I would call a family-owned and independent “general rental center.”

Our revenue was about 50/50 between equipment rental and party/event rental. I spent the next few years aggressively growing the event rental side of the business (specifically tent rentals and inflatables), while maintaining the equipment side with a more slow and steady approach. This

AUGUST/SEPTEMBER 2023 41

worked well for us until around 2017, when finding quality seasonal labor started to become an issue.

At this time, our revenue was more like 70/30. This got progressively more difficult, and I started to shift steadily more toward equipment rental. In spring 2020, when the lockdowns happened, I decided it was time and discontinued all party rental while adding to the equipment inventory.

In 2020, our revenue was only down about 10 percent overall dealing solely in equipment. We experienced excellent revenue increases in both 2021 and 2022, and we continue to expand equipment offerings, mostly in aerial lifts and excavation equipment. We’re also starting to delve more into sales, focusing on not just equipment but construction supplies as well.

General Rental Center

RENTAL SNAPSHOT //

Rental: What have been some of the challenges and successes you’ve had since you've been in business?

Greenleaf: Just operating a small business these days is a constant challenge in itself. Lack of a quality workforce, government restrictions, rising costs of everything from equipment, freight and wages, as well as economic uncertainty are issues we face on a daily basis.

I spent years building a successful event rental business, only to be forced to abandon it due to lack of workers and rising labor costs, not to mention COVID-related issues and restrictions. The upside of the pandemic was that it forced us to explore other avenues to maintain a viable business model during such difficult and volatile circumstances. Not only were we able to survive, but we found a way to thrive and learned a valuable lesson on staying positive and finding new ways to succeed by thinking outside the box and getting outside our comfort level.

Rental: What makes your company stand out?

Greenleaf: I think our independence and individuality set us apart from the competition. I am proud to have this still be a family-owned, independent business after 40 years. I like being able to offer equipment and services that are unique to us and our customers. We like to get to know our customers and offer solutions to suit their individual needs as best we can.

Over the last couple years, we’ve started offering seasonal

42 AUGUST/SEPTEMBER 2023

and long-term rental options for our customers that can't afford to buy or who aren’t quite ready to invest in buying larger equipment. We offer these rentals in terms from six months to three years, providing full-service rentals with monthly payments and purchase options along the way. We find it simplifies things for the customer and provides convenience, flexibility and limited liability at prices similar to the cost of ownership.

Rental: What's one tool/technology that's completely changed your business for the better?

Greenleaf: I would say the internet and mobile technologies

would be the biggest game-changers in my professional life. The amount of information that we’re able to offer to be easily accessible to the customer is enormous and also incredibly beneficial to both of us. For a customer to be able to find us easily on the internet through a search engine, see product offerings, specifications and pricing and even place reservations and pay for services streamlines the process for both sides. For us, easy access to information, specifications, parts, pricing, etc., makes our job so much easier. You can literally find just about anything almost immediately.

Rental: Rank these from best to worst: waffles, pancakes, French toast.

Greenleaf: 1.

French toast, 2. pancakes, 3. waffles.

Alexis Sheprek Freelance Writer

www.ForConstructionPros.com/RENTAL

EYE ON RENTAL // BY DICK DETMER

Tips to Thrive— NOT JUST SURVIVE

www.ForConstructionPros.com/RENTAL

@auris.stock.adobe.com

I

am happy to share some of my thoughts for this year’s “Survival Guide” issue of this magazine. Perhaps next year, this issue could be renamed the “Survive and Thrive Guide.” Of course, many of the same principles of success are equally useful for survival as well as excelling in this increasingly competitive business. Here are just a few of my thoughts, reminders and other opinions: ■ First, don’t wait too long! If your company is in a downward trajectory, whether that trajectory is a steep one or has been gradual over a long period of time, don’t put off seeking professional, individualized advisory help. Putting off obtaining assistance can result in business failure. At times, struggling rental companies can be very actively growing their top line numbers but still be in danger of not surviving.

■ Learn what computer reports you should be analyzing and how to use them to make better decisions.

■ Have a comprehensive rental rate analysis conducted. This is a project that one should complete yearly with the initial guidance of an experienced rental business consultant.

■ Keep your rental inventory fresh. Strategically replace equipment when it makes good business sense.

■ Develop and implement an effective marketing plan.

■ Concentrate additional attention on safety. There are so many safety facets in the rental business, including the vast array of rental equipment, customer safety, delivery vehicle safety, safety involved with your facility, production equipment and other safety considerations, but it is so important on a variety of levels to survival.

■ Make your company a more desirable place to work.

There are noncompensation factors that many workers consider either before they accept a position with you (or before they decide to leave your company). There are plenty of people who are totally dissatisfied with their current jobs.

■ Give employees the proper orientation and training.

I am a firm believer in the importance of the initial, formative first week of the education process. It sets the stage for all the other equipment and technical training to come. In my 45-plus years in this industry, I have trained thousands

of rental professionals and feel that the proper introduction to the culture of the company, the rental business and equipment basics is vital to the success (and survival) of the entire team and the company.

■ Develop new and better systems. Having a more organized, systematic way of doing things in day-to-day business activities removes some of the out-of-control and extremely dissatisfying aspects of rental businesses.

■ Pay closer attention to making the customer experience even friendlier. Customers do tend to give more repeat business to rental businesses that have a kind, friendly and helpful culture.

■ Be sure your leaders are well-trained in not only the technical portions of their positions but also the “people part.” (Remember that workers tend to go to work for the job, but they tend to leave or stay because of their supervisor.) Most supervisors have never been taught to be good teachers. The skill of those in leadership roles will have a profound and lasting effect on the growth, strength and profitability of a company.

It really is amazing how much rental company owners and operators must know and juggle in this business—and how much untapped opportunity awaits those who are eager to learn even more.

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

AUGUST/SEPTEMBER 2023 43

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Bobcat ®, the Bobcat logo and the colors of the Bobcat machine are registered trademarks of Bobcat Company in the United States and various other countries. ©2023 Bobcat Company. All rights reserved. | 1608