Rental October/November 2018

October/November 2018

PRODUCT NEWS INSIGHT ■

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UPGRADE TO CONSTRUCTION-GRADE. Ditch Witch© Mini Skid Steers

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Delivering leading power to the attachment and an advanced operator platform, these machines are powerful enough to take on any landscaping or tree care tasks, yet compact enough to fit through a yard gate.

SK600 • 24.8-hp (18.5-kW) Kubota® diesel • 2,418-lb (1096-kg) base unit • 600-lb (272-kg) operating capacity • 76-in (1930-mm) hinge pin height

SK800 • 24.8-hp (18.5-kW) Kubota® diesel • 2,920-lb (1324-kg) base unit • 860-lb (390-kg) operating capacity • 83-in (2108-mm) hinge pin height

SK1050 • 36.9-hp (27.6-kW) Yanmar® diesel • 3,435-lb (1558-kg) base unit • 1,062-lb (482-kg) operating capacity • 83-in (2108-mm) hinge pin height

SK1550 • 43.5-hp (32.4-kW) Yanmar® diesel • 3,990-lb (1810-kg) base unit • 1,558-lb (706-kg) operating capacity • 94.5-in (2400-mm) hinge pin height

SCHEDULE A DEMO AT ANY LOCAL DITCH WITCH DEALER IN TEXAS AND LOUISIANA.

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Modern Solutions for Management Software

October/November 2018

PRODUCT NEWS INSIGHT ■

OUR

How to Stop Brake Failures on Equipment Trailers

■

TOP PICKS 2018

FOR WHERE TO FOCUS YOUR INVENTORY

Construction Equipment Closeup

WHEN LESS ARTICULATION IS MORE John Deere’s unique design of its new 344L compact wheel loader promises high production with increased maneuverability and stability Find the latest news at www.ForConstructionPros.com/RENTAL

KOHLERPOWER.COM

WHO SAID YOU CAN’T HAVE

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OCTOBER/ NOVEMBER 2018

VOLUME 40 ISSUE 7

48 EQUIPMENT TRANSPORT

20

2018 EDITOR’S CHOICE AWARDS

How to Stop Brake Failures in Equipment Trailers

See our top picks for your rental inventory

Ensure equipment trailer brakes are in proper order before hitting the road.

Winners are chosen for several factors, including innovation, utility for the rental market, and audience engagement online at www.

ForConstructionPros.com/Rental.

2018

19

IN EVERY ISSUE 6 E verybody’s Business

IPAF NEWS

Sports term inspires fresh approach to business.

Helping MEWP Supervisors Become Compliant Tony Groat, manager of IPAF North America, provides guidance on this important topic.

8 Manager’s Digest 14 Market Watch

38 SPECIAL REPORT Make the Most of Modern Solutions for Management Software Be sure to make productive use of features that are most applicable to your business.

46

What’s driving business in stores around the country.

TECHNOLOGY FOCUS

58 Industry Update

Why OEM Telematics?

66 Eye on Rental

Skyjack explains their approach to help you manage your fleet.

Dick Detmer investigates what makes a rental business more professional.

30 CONSTRUCTION EQUIPMENT CLOSEUP When Less Articulation Means More Performance John Deere puts 12,650-lb. full-turn tipping capacity into the new 344L compact wheel loader with Articulation Plus.

www.ForConstructionPros.com/RENTAL

OCTOBER/NOVEMBER 2018

3

CONTENTS

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RentalWATCH

VISIT TODAY!

com/RENTAL/inventory features

www.ForConstructionPros.com/RENTAL

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

OCTOBER/NOVEMBER 2018

www.ForConstructionPros.

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.

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

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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.

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-todate list of what today’s leading manufacturers have to offer.

NEWS FEED Two Important Updates to Bonus Depreciation Bonus depreciation can offer a valuable opportunity for both new and used construction equipment purchases

www.ForConstructionPros.com/21026211

Count the Cost with Value-Brand New vs.

Auctioned Equipment A new value-brand machine may save money over the long haul.

www.ForConstructionPros.com/21026281

www.ForConstructionPros.com/RENTAL

BIG CAB. SMALL CABOOSE. THE ROOMY, AWARD-WINNING CX145D SR EXCAVATOR

More compact doesn’t mean more cramped. Even with a minimal tailswing of only 9 inches, the CX145D SR still offers a roomy cab with deluxe amenities. And its powerfully efficient CASE Intelligent Hydraulics System delivers 21,400 lbs. of responsive digging power, providing strong performance in close quarters, letting you comfortably work within a single lane.

Better yet, even more comfort comes with the peace of mind of ProCare.

See for yourself at CaseCE.com/CX145DSR Need more power? Check out its big brother, the CX245D SR

©2018 CNH Industrial America LLC. All rights reserved. CASE is a trademark registered in the United States and many other countries, owned by or licensed to CNH Industrial N.V., its subsidiaries or affiliates.

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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

NEW CHALLENGE?

™

PRODUCT NEWS INSIGHT ■

■

www.ForConstructionPros.com/RENTAL Published by AC Business Media

You Just Need to Commit

A sports term serves as inspiration for a way to approach the challenges and obstacles we face in business

H

obbies are healthy for a lot of reasons, not the least of which is their ability to teach us important lessons we can apply to our work and to life in general.

A life-long cyclist, I only took up the sport of mountain biking this past summer and have since discovered a different shade of meaning for a common verb: to commit.

If you look up “commit” in the dictionary, it actually has many meanings, but in the case of mountain biking, the definition “to be dedicated (to something)” fits best. To bikers, it refers to going “all in” in the face of obstacles and drops on the trail.

If you hesitate, it can be dangerous, so you must commit in order to safely execute. You could say it’s a lot like driving in big city traffic… you can’t spend a lot of time second-guessing your next move, you need to always be looking ahead, be able to quickly decide where to go and then move it, or you risk causing an accident.

Seconds count.

This isn’t a new concept, of course, but it is one that many have trouble with, particularly those who tend to be strongly analytical. In business – especially in the current climate of consolidation and rapidly changing technology - the ability to act swiftly and decisively in the face of constantly shifting variables can be crucial.

Bold, decisive moves allow you to take advantage of optimal timing, and they also give you the benefit of momentum, which can carry you efficiently into your next move. On the other hand, braking too hard at the wrong

6

OCTOBER/NOVEMBER 2018

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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 Franks

Advertising Sales (800) 538-5544

THE ABILITY TO ACT SWIFTLY AND DECISIVELY IN THE FACE OF CONSTANTLY SHIFTING VARIABLES CAN BE CRUCIAL.

Kris Flitcroft Sean Dunphy Nikki Lawson Erica Finger Amy Schwandt Denise Singsime Tom Lutzke

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

ForConstructionPros.com Digital Operations Manager Nick Raether nraether@ACBusinessMedia.com Digital Sales Manager Monique Terrazas mterrazas@ACBusinessMedia.com Editor Larry Stewart lstewart@ACBusinessMedia.com Managing Editor Kimberly Hegeman khegeman@ACBusinessMedia.com Change of Address & Subscriptions — PO Box 3605, Northbrook, IL 60065-3605, Phone: (877) 201-3915 Fax: (847) 291-4816 • circ.rpnmag@omeda.com List Rental — Jeff Moriarty, SVP, Business & Media Solutions Infogroup, Phone: (518) 339-4511 Email: jeff.moriarty@infogroup.com Reprints — Erica Finger, efinger@ACBusinessMedia.com

time can, in the best case scenario, throw everything off balance and make it more difficult to tackle the next climb. At worst, it can make you crash.

This analogy between biking and business might seem a bit tenuous at face value, but I think anything that encourages us to reconsider our usual way of doing things can be productive.

So the next time your business is faced with a new challenge, think about how you can really commit to your next move. It might involve some degree of risk, but nothing spectacular ever came from a half-hearted effort.

Make it a point to go all in, commit and execute. ■

AC Business Media Inc. CEO CFO Editorial Director

Barry Lovette JoAnn Breuchel Greg Udelhofen

Published and copyrighted 2018 by AC Business Media. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording or any information storage or retrieval system, without written permission from the publisher.

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

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

Rental (ISSN 1067-0904, USPS 686-370) is published eight times per year: January/February, March, April, May, June/July, August/September, October/ November and December by AC Business Media, 201 N. Main Street, 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. 40, Issue 7, October/November 2018

www.ForConstructionPros.com/RENTAL

10/10/18 7:55 AM

16SGB MINI STUMP GRINDER

THE PERFECT ADDITION TO THE BARRETO TREE CARE FAMILY

The latest addition 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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10/10/18 7:55 AM

MANAGER’S DIGEST

Manufacturing Outlook Remains Positive BUT INPUT COSTS, TARIFFS POST RISKS

In a newly published report, Moody’s Investor Service indicates the 12to 18-month outlook for the global manufacturing industry is positive on robust earnings growth driven by strong demand across most sectors and end market. However, rising trade tensions and input costs could lead to a downward shift in the industry’s bullish growth trajectory.

“Demand looks strong across most manufacturing sectors, which combined with efforts to improve operating efficiencies should drive steady revenue growth with modest margin improvement,” says David Berge, Moody’s senior vice president.

“However, the threat of tariffs loom large as a risk to demand and profit growth.”

REPORT HIGHLIGHTS: • Moody’s expects aggregate EBITDA growth of 4.3% in 2018 and 5.7% in 2019, with the latter projection two percentage points stronger than its

forecast in February of 3.5% growth next year.

• The increased earnings forecasts are most heavily influenced by growth in three areas: Aerospace & Defense, Construction and Agricultural Equipment. Meanwhile, two segments are likely to see relatively soft growth: Utilities and Automotive • Tariffs will hurt manufacturers by 1) further raising input costs, 2) disrupting supply chains that rely on overseas production of raw material or components and 3) reducing the volume of exported US commodities, which in turn hurts demand for equipment in that segment.

• Rising input costs could potentially slow margin improvement and constrain earnings growth.

FOR MORE INFORMATION, VISIT

www.forconstructionpros.com/news/21022245

EXISTING HOME SALES SLIP FOR 4TH MONTH TO SLOWEST PACE IN 2 YEARS Sales of previously owned homes in July slipped 0.7% in their longest downward slide in five years. It marked the fourth straight month of declines.

July sales were 1.5% less than in July 2017. Rising prices and limited inventory of affordable housing are continuing to sideline buyers despite solid economic growth in the 10th year of expansion.

A shortage of homes on the market has fueled the sharp rise in prices, which rose 4.5% in July from a year earlier to a median price of $269,600. Average hourly wages, by comparison, were up just 2.7%.

Sales of homes priced at less than $100,000 led the decline, falling nearly 11% from July 2017.

Sales of homes priced $1 million or more, by comparison, rose 16%.

Buyers at lower price points appear to be struggling more.

Equipment Finance Activity Reports Overall New Business Volume Grew 6.9% In 2017 New business volume grew 6.9% in the equipment finance industry in 2017, according to the 2018 Survey of Equipment Finance Activity (SEFA) released by the Equipment Leasing and Finance Association (ELFA). The rise in new business volume marked the eighth consecutive year that businesses increased their spending on capital equipment. The SEFA report covers key statistical, financial and operations information for the $1 trillion equipment finance industry, based on a comprehensive survey of 114 ELFA member companies. The report is available at www.elfaonline.org/SEFA. A companion report found new business volume in the small-ticket space grew by 3.6% in 2017.

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FOR MORE INFORMATION, VISI T

www.forconstructionpros.com/news/21021671

www.ForConstructionPros.com/RENTAL

10/9/18 3:17 PM

COMING SOON The SJ519 TH is a true multipurpose telehandler designed for the rental market.

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10/9/18 3:17 PM

MANAGER’S DIGEST

Construction Costs Increase for 22nd Straight Month in August Construction costs increased for the 22nd straight month in August, according to IHS Markit and the Procurement Executives Group (PEG). The current headline IHS Markit PEG Engineering

The decline in the current headline index was due to more respondents noting unchanged prices compared to the previous month. Both materials/equipment and labor sub-indexes showed pricing increases.

and Construction Cost Index registered 58.9, 9 points lower than July, indicating prices rose at a slower pace in August compartd to July.

Price increases for materials and equipment were weaker across the board in August; the index fell to 60.7.

The indexes were lower in 10 of the 12

categories, though 11 of 12 were above the neutral threshold of 50, with the index for turbines falling to the neutral mark of 50.0. The biggest losses were in the indexes for the three steel categories, turbines and heat exchangers. The only category that experienced faster price increases in August was ocean freight.

“Trade uncertainty continues to weigh on procurement, and the volatility in the index demonstrates the erratic effects of trade disruptions on supply chains,” said John Anton, IHS Markit.

FOR MORE INFORMATION, VISIT

www.forconstructionpros.com/news/21019073

Flexicore Cable Is The Big Difference. ®

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CONSTRUCTION INPUT COSTS RISE 6.2% THROUGH AUGUST Prices for goods and services used in construction climbed 6.2% over the past year, intensifying a cost squeeze on contractors coping with widespread labor shortages, according to an Associated General Contractors of America analysis of new Labor Department data. Association officials noted that the cost increases come as many construction firms are already grappling with the impacts of labor shortages and the prospect of further tariffs on key materials.

“Price changes for construction materials in August were mixed, but contractors are likely to be hit with additional cost increases as new tariffs take hold, as well as significant labor cost escalation,” said the association’s chief economist, Ken Simonson.

“Prices for goods and services used in construction rose over the past year at nearly double the rate that contractors have raised their bid prices to put up new buildings.”

The construction economist noted that the producer price index for inputs to construction industries declined 0.8% from July to August but jumped 6.2% since August 2017. In contrast, an index that measures what contractors say they would charge to erect five types of nonresidential buildings rose just 3.4% over the year, indicating that contractors were absorbing more of the costs than they were passing on.

Diesel fuel, steel, aluminum, asphalt paving mixtures and gypsum products were among the diverse products that

contributed to the large year-over-year cost increases, the economist said. He pointed out that from August 2017 to August 2018, there were producer price index increases of 33.9% for diesel fuel, 18.6% for steel mill products, 14% for aluminum mill shapes, 9.2% for asphalt paving mixtures and blocks and 8.2% for gypsum products.

Among services used in construction, the price index for truck transportation of freight climbed 7.2% over the year.

In addition, a survey the association released recently found that 80% of respondents reported difficulty filling hourly craft worker positions and 44% said project costs have been higher than anticipated.

FOR MORE INFORMATION, VISIT

www.forconstructionpros.com/news/21022671

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10/9/18 3:17 PM

MANAGER’S DIGEST

WALL STREET CALLS JULY US HOUSING STARTS MISS ‘STRIKE TWO FOR HOUSING’ Economists generally attributed June’s 12.9% plunge in U.S. housing starts to housing’s notorious monthly volatility, and various consensus forecasts looked for a 7% to 8% increase in July starts.

But U.S. housing starts managed just a 0.9% increase in July, coming in more than 7% below consensus forecast.

It was the worst July since 2015, following the worst June since 2014.

“After a tough report last month, this is strike two for the housing market,” said John Pataky, executive vice president at TIAA Bank. “This report reflects some fundamental issues that cloud the housing horizon.”

Monthly housing-construction estimates July’s anemic 0.9% rise brought single-family housing starts to an annual rate of

1.168 million units, more than 11% below the 1.3 million that the NAHB calls a “normal” level of starts. issued by the Department of Commerce showed July’s anemic rise brought total starts to a seasonally adjusted annual rate of 1.168 million units. Single family starts also grew just 0.9% to an annual rate of 862,000 (the National Association of Homebuilders says 1.3 million single-family units is a “normal” level of starts). Multifamily starts in July increased 3.1%.

FOR MORE INFORMATION, VISIT

www.forconstructionpros.com/news/21018507

ABC: Construction Backlog Indicator Hits New Q2 Record High Associated Builders and Contractors reports that its Construction Backlog Indicator expanded to a record 9.9 months during the second quarter of 2018.

Backlog is up 12.2% from the first quarter and 14% compared to the same time last year.

“Construction backlog has never been higher in the history of this series,” said ABC Chief Economist Anirban Basu. “While contractors collectively reported a higher backlog, it was the industrial contractor segment that had the largest increase in the second quarter.

With industrial production rising and factory capacity utilization recovering, there is more demand for both improved and new industrial space. This was especially apparent among contractors in the southern United States, where backlog stands at 11.2 months and has increased 2.2 months over the past year.

Associated Builders and Contractors “The disproportionate role played by technology companies in creating economic growth is also apparent in the data,” said Basu. “Contractors operating in tech-laden communities like San Jose, CA; Seattle; Portland, OR; Provo/ Salt Lake, Utah; and elsewhere conFOR MORE INFORMATION, VISIT tinue to report very strong backlog. www.forconstructionpros.com/news/21022665

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AEM:

$200 BILLION IN TARIFFS HURTS U.S. ACCESS TO GLOBAL MARKET Association of Equipment Manufacturers (AEM) President Dennis Slater issued the following statement opposing the continued escalation of trade tensions with China as a result of the Trump administration’s plan to move forward with $200 billion in tariffs on Chinese goods: “This extreme use of tariffs hurts our nation’s access to global markets and threatens many of the 1.3 million good-paying equipment manufacturing jobs our industry supports.

To make matters worse, U.S. farmers are losing out at a time when their incomes are on the decline. It’s clear everyone loses in a trade war. This administration should be looking for ways to improve our trade relationship with China, not doubling down on tactics that only lead to continued retaliatory actions.”

FOR MORE INFORMATION, VISIT

www.forconstructionpros.com/news/21022716

www.ForConstructionPros.com/RENTAL

10/9/18 3:17 PM

INTRODUCING THE HX VACS

WE’VE CHANGED

THE GAME.

AGAIN.

Featuring an innovative, low-profile design that doesn’t sacrifice power or ground clearance, our new vacs deliver unrivaled versatility and performance to any jobsite. From potholing and slot trenching to HDD fluid and debris cleanup, HX vacs are your next generation multipurpose machines.

Learn more at ditchwitch.com ©2018 The Charles Machine Works, Inc.

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Search: 10072748

A Charles Machine Works Company

10/9/18 3:17 PM

MARKET WATCH

By Rod Dickens, contributing editor

WHAT’S DRIVING BUSINESS THESE DAYS? Rental businesses from around the country tell us what’s hot and what’s not

PENNSYLVANIA: EVERCHANGING BUSINESS “Over the last four years construction has picked up and we’re growing maybe at a faster rate than we want,” reports Rob Leiser, president of Leiser’s Rental in Easton, PA. That’s not a bad problem to have unless you don’t have the employees to handle the influx of business, one of the challenges this store owner faces. The other challenge is an indication of what he terms an ever-evolving marketplace.

“Today we primarily service the homeowner and small contractor market on the equipment side and do a little bit of party. We used to do a lot

of party and, in the early days, even helped set up weddings. The equipment side has changed, too.

One of our main business components over the years was selling lawn & garden equipment, but finding mechanics is tough. It seems that people don’t want to get their hands dirty anymore, and it’s doubly tough in the rental business when there’s such a wide variety of equipment that needs maintenance and repair. I’m fortunate because I have those skills.”

When asked about rental items that might be particularly hot this year, he mentioned the inventory has been relatively stable. “Oh, the store has experienced several trends since

“YET, IF THERE’S ONE TREND THAT STANDS OUT IN THIS MARKET TODAY, IT’S SEEING MORE PEOPLE BUYING EQUIPMENT THEY PREVIOUSLY WOULD RENT.”

my dad started the business in 1948 and renting equipment 12 years later.

Things like satellite dishes and camping equipment immediately come to mind. Yet, if there’s one trend that stands out in this market today, it’s seeing more people buying equipment they previously would rent.

“We’re a bedroom community for New York City and the surrounding area. Many of our customers today grew up there and are accustomed to buying something they need from a big box or hardware store. It doesn’t appear to make any difference if they plan to use the item once or several times. For example, a flood last week depleted every pump in area retail stores while our inventory still sat on the floor.”

Trends like this may encourage more rental stores to reevaluate their inventory and business model.

He calls it specialization, on both the equipment and party side. If you’re in the party business, then outdoor

ROB LEISER — EASTON, PA

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www.ForConstructionPros.com/RENTAL

10/9/18 9:16 AM

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

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

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

We work hard, because you do.

DEUTZ Corporation

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10/9/18 9:16 AM

MARKET WATCH

weddings may be your specialization.

Or, with equipment, it might require rounding out your rental inventory with products that are less likely to be purchased and/or adding on a retail component such as selling and servicing lawn and garden equipment.

GEORGIA: “ALMOST AS BUSY AS WE CAN BE”

sells Hustler zero-turn mowers and Rex Max hand-held equipment. Both lines are doing well, too, Miles added, noting that this will likely be the company’s best year for mower sales.

“The rental, sales, and service traffic keep our six full-time and two parttime employees busy for all but 2 ½ months out of the year. The slow time, which lasts from around Thanksgiving to February, gives us time to readjust the showroom and shop area and make needed repairs on equipment.

There’s enough work between preparing for next season and winter rental sales to give our full-time people year-round work, something that’s key to finding and keeping employees who want to have a career within the rental industry.”

This comment comes from Nathan Miles, general manager for Terry’s Equipment Sales & Rental in Cumming, GA, and it paints a good picture.

Located some 35 miles north of Atlanta, the store is taking advantage of robust construction in both the residential and WISCONSIN: commercial marRESTORATION ket and what Miles HELPS DRIVE terms “a tremenSALES dous amount of Westbrook business from area Rental & Repair NATHAN MILES — CUMMING, GA landscapers.” has seen its ups and “Business was downs in the margood last year, but even better this ketplace. The store opened in 2007, year,” said Miles. “Nothing in our rentsurvived the recession, and now looks al inventory has really exceeded our forward to taking advantage of a growexpectations, but popular items such ing economy in Fond du Lac, WI. as mini skid-steer loaders are back “Industry around here is pretty on the floor only long enough for us strong and there seems to be plenty of to maintain and grease them and out the door they go.” He noted that towbehind lifts, dump trailers, and 6- and 12-inch chippers are also in high demand.

Terry’s Equipment Sales & Rental opened in 2001. In addition to having an extensive rental inventory of tools and equipment, it also

“…POPULAR ITEMS SUCH AS MINI SKID-STEER LOADERS ARE BACK ON THE FLOOR ONLY LONG ENOUGH FOR US TO MAINTAIN AND GREASE THEM AND OUT THE DOOR THEY GO.”

construction,” reported company store manager, Jess Morgan. “Our market is divided almost equally between homeowner and commercial users on the equipment side. We also do some party with tables, chairs and bounce houses, among other items.”

Jess, whose father Matt is company president, noted that a few strong companies such as Mercury Marine with its headquarters in Fond du Lac help fuel the housing and restoration market. “Our most popular rental items include a Bil Jax aerial lift, along with Vermeer stump grinders and chippers. The chippers and lift are rented primarily to commercial customers, but stump grinders also have become an attractive item for homeowners because they’re so easy to operate. Even though we could add more of these items to our inventory, our focus is to keep current equipment well maintained and in good working order.”

Westbrook Rental & Repair, which keeps six employees busy during the summer months, is also a servicing dealer for Cub Cadet, Echo and Billy Goat products.

WASHINGTON: HOUSING MARKET SPURS SALES River Ridge Hardware, located in Spokane, has been in business since the early 1950s. Locally owned and part of the Do It Best buying co-op, the store supplements hardware sales with a rental center and garden center.

If one were to ask store General Manager Ryan Garrett what the store

“OUR MOST POPULAR RENTAL ITEMS INCLUDE A BIL JAX AERIAL LIFT, ALONG WITH VERMEER STUMP GRINDERS AND CHIPPERS.” JESS MORGAN — FOND DU LAC, WI

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www.ForConstructionPros.com/RENTAL

10/9/18 9:16 AM

JOBSITE

A construction jobsite can be a harsh environment. So, we don’t just make our Snorkel S4732E tough, we make it extra tough. This 38 ft. (11.8m) electric slab scissor lift is built from super-heavy-duty steel with over engineered components. Its 47 in.

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MARKET WATCH

“OUR INVENTORY HAS BEEN STABLE AND WHAT IS RENTED IS USUALLY DICTATED BY THE SEASON.” RYAN GARRETT — SPOKANE, WA

specializes in, he would likely say lawn and garden and landscape maintenance. That’s not a bad place to be considering the housing market has been on the rise for the last year or so.

“Sales, including rental sales, have picked up this year thanks to a housing demand that has out stripped supply,” said Garrett, a five-year employee with River Ridge Hardware.

“Spokane is a big city but not too big, and it has proven to be an attractive place for people to relocate from higher-priced markets in California and Nevada. In fact, it’s not all that unusual for home buyers to make an offer on a property sight unseen.”

When asked if any items in the store’s rental inventory have exceeded expectations this year, Garrett said “no, not really.

“Our inventory has been stable and what is rented is usually dictated by the season. For example, two-wheeled brush cutters used on large yards and fields are popular from mid to late summer. Later, drain snakes will likely move out the door as homeowners put potato peelings down the drain. This winter, if it gets cold, tree roots will

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stretch out in search for water causing water line issues and a demand for 100-ft. snakes to clean them.”

The hardware, garden center and rental center formula makes a nice mix for this store. The synergy, said Garrett, is especially noticeable in the spring when customers rent or buy tools to help get their yards and gardens up and running.

TEXAS: DIVERSE ECONOMY DRIVES BIG D’S MARKET Witch Equipment Company, a Ditch Witch dealer with locations in Dallas/Fort Worth and Waco, is not your ordinary rental store. In addition to renting certain Ditch Witch products, it sells a significant amount of compact equipment (Under 50 HP) to both national and independent rental stores.

“We avoid competing in the rental market with our customers,” explained company vice president and owner Kevin Knuckley. “Our rental market is more of a niche market. Typically, we rent large trenchers, plows and rock saws that most rental stores don’t carry, and our customers are primarily utility and other specialty contractors.”

The commercial market is strong, too.

Nearly everywhere you look, cranes dot the horizon.”

Over the past year, he noted his two stores have experienced an uptick of interest in two Ditch Witch products - vacuum excavation units and footing trenchers. “Our trailer-mounted high-pressure vacuum units are not only popular sellers, they’ve become a growing part of our rental fleet. Used primarily by utility contractors for soft excavation and utility projects, they have one of the best returns on investment we have in our inventory.

“The housing market is largely responsible for growing interest in our footing trenchers, especially one of our models that features a fixed offset trencher. The unit allows the operator to dig flush with form boards, and it has become a substitute for using a mini excavator.”

As Knuckley pointed out, the robust economy has impacted every segment of his company, one that employs upwards of 35 people. Despite the economic expansion, customers don’t appear to be forsaking rental for ownership. In fact, in certain markets it is going the other way, which is good news for the rental industry overall. ■

“WE AVOID COMPETING IN THE RENTAL MARKET WITH OUR CUSTOMERS. OUR RENTAL MARKET IS MORE OF A NICHE MARKET.” KEVIN KNUCKLEY — DALLAS, TX

Business has been good, he added.

“There’s been an influx of people, and the economy is growing, thanks to the telecommunications industry, the trickle-down impact of energy, a vibrant housing market and more.

www.ForConstructionPros.com/RENTAL

10/9/18 9:16 AM

B y To n y G r o a t , N o r t h A m e r i c a m a n a g e r

// IPAF

Helping MEWP Supervisors Become Compliant The US ANSI A92 suite of design, safe-use and training standards are finally on Tony Groat the path to publication. Once published, the industry will have 12 months to prepare to become compliant with the new requirements, known as the effective date of the new standards. This is an opportune time to budget for supervisor training that is a new requirement in the standard.

All personnel that directly supervise MEWP operators shall receive training. This training is defined in ANSI A92.24 training standard The world authority in powered access. in Section 7.5. that includes proper MEWP selection, rules, regulations and standards that apply to MEWPs, potential hazards associated with MEWPs and means to mitigate their risk and knowledge of the manufacturer’s requirements defined in the MEWP operator’s manual.

The requirements in the A92.22 standard include the development of a safe use program specific to MEWPs that include issues such as a risk assessment, rescue plan, proper access, preparation and maintenance of the site for MEWP use, maintenance, inspection and repairs, to name but a few.

In addition to the need to train and familiarize personnel prior to authorization to operate, a supervisor must monitor, supervise and evaluate operators on a regular basis to ensure their proficiency. This evaluation will be accomplished through visual observation, at a minimum, which shall be documented.

IPAF can help any company meet HALF-HEARTED TRAINING IS FINE. the new requirements by identifying AS LONG AS YOU’RE OK WITH an approved training center that offers IPAF’s MEWPs for Managers course.

HALF-HEARTED SAFETY. This encompasses all of the considerations outlined above and those who Life is full of shortcuts. But running mobile elevating successfully complete the course will work platforms without trained, tested operators is a be considered compliant with the new dead end. Train right. Insist on the PAL Card. requirement for supervisor training.

Find a training center near you at IPAF.com.

If you have any questions about how to become ANSI or CSA compliant, contact your nearest IPAF office or representative, details at www.ipaf.org/ contact ■ Search: 10313618

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 Skyjack SJ519 TH

Compact Telehandler The 10,500-lb. SJ519 TH has a 5,500-lb. lift capacity (4,400-lb. rated load), a 19.1ft. maximum lift height and a maximum reach of 11.25 ft.

• Fully opening door allows operators to easily access the roomy, modular “Little Big Cab” • Standard-cast rear counterweight with hitch pin, yoke-mounted lift shackle and quick-attach carriages

2018

TOP PICKS

• Simple control panel design and in-cab engine multifunction display • Includes a 74-hp Deutz Tier 4 Final engine, hydrostatic drive and Dana axles • Oversized engine bay and fully opening steel cowling ensure easy access to all major service points www.forconstructionpros.com/20993315

FOR YOUR RENTAL INVENTORY Here we present to you this year’s winners of Rental’s Editor’s Choice Awards.

Chosen for several factors, including innovation, utility for the rental market, and audience engagement online at ForConstructionPros.com/Rental, our 2018 Editor’s Choice Awards represent the equipment rental industry’s best products that garner the most interest from end-users and rental professionals alike.

 Manitou 74-hp Easy74 Telescopic Handlers

The MTA 6642 Easy74, MTA 8044 Easy74 and MTA 10055 Easy74 feature full-time four-wheel drive, three steering modes and travel speeds up to 15 mph.

• 74-hp Cummins Tier 4, turbocharged diesel engine does not require regeneration or diesel exhaust fluid • 295 ft.-lbs. of torque at 2,500 rpm • Dana four-speed powershift transmission • Single all-in-one joystick control • Offer the same height and lift capacities as the MTA Series III models www.forconstructionpros.com/21006132

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 Wacker Neuson

TH627 Ground-Engaging Telehandler Wacker Neuson is meeting customers’ demands for more features in its telehandlers with the TH627, which performs lift and place operations, but is also designed to function like a wheel loader with ground-engaging capabilities.

• Comes standard with universal attachment plate, allowing connection of skid-steer attachments

 Case CX145D SR

Minimum-Swing Excavator The 32,100-lb. CX145D SR provides bucket digging forces up to 21,400 ft.-lbs. and lift capacities up to 21,350 lbs.

• 102-hp engine meets Tier 4 Final with no diesel particulate filter required

• Performs a variety of jobs such as sweeping and snow removal

• Electronically controlled hydraulic pump and larger control and solenoid valves allow for increased lifting capacities and improved responsiveness

• Load management system (LMS) alerts operator if the load is exceeding the weight limit of the machine at any given point during the lift cycle

• CASE Intelligent Hydraulic System offers four integrated control systems to make the best use of the unit’s hydraulic power and momentum

• Unit has an 18-ft. 7-in. lift height and 5,500-lb. lifting capacity, and includes bucket and stacking/fork modes www.forconstructionpros.com/20868021

• Standard Free Swing enables improved craning, laying or lifting of offset loads www.forconstructionpros.com/20973151

 JLG 1644 High-

Capacity Telehandler The 1644 offers 15,650 lbs. of lift capacity and features SmartLoad Technology, a bundle of three integrated technologies.

• Attachment recognition component identifies an attachment and displays the appropriate load chart • Load management information system (LMIS) graphically depicts the load location within the load chart and prevents the operator from violating chart boundaries • Load stability indicator (LSI) works with the LMIS to limit operation when a load is nearing maximum capacity • Precision gravity lowering system enables the telehandler to rely on hydraulic power to raise the boom but use gravity to lower it www.forconstructionpros.com/20988057

 Perkins SmartCap The Perkins SmartCap is a low-cost, engine-level telematics device in the form of a “smart” oil cap, which can be used on new and existing Perkins mechanical and electronic engines.

• End users connect their mobile device to their engine via the free Perkins My Engine App on their smartphone • SmartCap monitors the Perkins engine and sends data direct to the Perkins My Engine App, which can be downloaded from the Apple and Google stores • When combined, Perkins SmartCap and Perkins My Engine App gives customers info such as engine running hours, location, service reminders, start/stop data, parts book and consumables info • Cost is $49.99 with no ongoing costs • Available from your local Perkins distributor – www. distributorlocator.perkins.com – and from Perkins’ newly launched online US parts shop, perkins.com/shop www.forconstructionpros.com/20988744

www.ForConstructionPros.com/RENTAL

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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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2018

 PWM600MH Perimeter Wire Machine from Windy Ridge Corp.

The PWM600MH perimeter wire machine, distributed by Windy Ridge Corp., is designed for installing dog fences and perimeter wire for robotic lawnmowers.

• Powered by a 50cc Honda four-cycle engine • Weighs 75 lbs. and collapses easily to fit in the trunk of a car • Self-propelled • Accepts wire from all robotic mower manufacturers • Depending on soil type, installers can put wire in the ground at up to 1,900 feet per hour www.forconstructionpros.com/20994312

 Thunder Creek Diesel/DEF

Transfer Tank for Pickup Trucks This combination diesel and diesel exhaust fluid (DEF) transfer tank for pickup trucks provides 100 gal. of diesel and 18 gal. of DEF capacity that fits seamlessly into the bed of pickup trucks (half-ton and larger) with both pumping systems concealed within its structure.

• Sleek design ensures optimal rear visibility by taking up no more than half of the rear window • Diesel is pumped at 15 gpm via an industrial-grade 12V pump, while DEF is pumped at up to 10 gpm • Both fill nozzles (automatic or manual) are located on the driver side of the truck and extend out 10 ft. from the tank www.forconstructionpros.com/12311356

 Genie Z-45 XC Articulating Boom The Z-45 XC features a dual-envelope design that provides an unrestricted platform capacity of 660 lbs. and a restricted capacity of 1,000 lbs.

• Maximum working height of 51 ft. 6 in., maximum horizontal outreach of 24 ft. 9 in. and up-and-over clearance of 24 ft. 7 in.

• Full-time, positive drive traction and updated oscillating axle system enable up to 45% gradeability • 48-hp Deutz D2.9L4 diesel engine • Can be driven at full height with up to a 660-lb. load • Includes a tight turning radius, zero tailswing, self-leveling platform with 160° hydraulic rotation and rough-terrain tires www.forconstructionpros.com/20980157

 Essex Silver-Line SL8V The Essex Silver-Line SL8V uses patented hook and loop technology to attach sand paper to drum for maximum ease of use.

• Allows drum to be supported on both sides of the chassis for low maintenance, but no tools required for paper installation • Velcro drum is made from high-density foam rubber and comes complete with all parts, ready to install on the SL8 • 1.5-hp constant-speed, completely sealed, dual-capacitor Baldor motor runs at 1,800 rpm at 14 amps www.forconstructionpros.com/10078272

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WITH ORANGE ON THE LOT, RENTAL BUSINESSES STAY IN THE BLACK.

Precision engineered for reliability, Kubota machines have earned a reputation for spending more time on jobsites than rental lots. Which means no other machine works as hard at improving a rental business’s bottom line. So if your rental business is looking for higher ROI, there’s only one thing to remember. Reliability comes in just one color.

Locate your dealer at KubotaUSA.com. © Kubota Tractor Corporation, 2018.

Search: 10073593

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2018

 Kato 85V-4 Compact Excavator The 18,775-lb. 85V-4 is a zero tailswing excavator that comes standard with an additional 900-lb. counterweight for added stability.

• Compact size and zero tailswing enable a 7-ft. 3-in. width for working in tight spaces • Powered by a 59.4-hp Yanmar 4TNV98 C water-cooled, Tier 4 Final diesel engine • 15-ft. 1-in. maximum digging depth and 14,730-lb. bucket breakout force • Comes standard with auxiliary hydraulics (third line optional), A-F quick-change valve and backfill blade www.forconstructionpros.com/20987748

 Steelwrist Tiltrotators Steelwrist enters the U.S. market with its compact tiltrotators, which feature a low building height and low weight that deliver optimized digging geometry and fuel efficiency.

• 45° tilt angle • Cast steel in all major components • Front pin lock ensures the bucket can’t be dropped by accident as long as front pin is connected, which is visible from the cab • Vertical tilt cylinders allow digging in narrow trenches • Double-acting tilt cylinders with check valve are available. www.forconstructionpros.com/20978762

 Briggs & Stratton Vanguard  Amulet XBoom Coupler System The XBoom Coupler System is comprised of three interacting components that quickly convert a compact excavator from its typical excavator function to a rigid boom tool carrier and back again.

• Universal skid-steer adapter attaches to the boom end of the host machine • With this rigid boom setup, the excavator can be adapted to use virtually any universal skid-steer attachment in a full revolving configuration that shrinks the machine’s overall footprint • Work tools are as close to the machines’ center of gravity as possible for effective lifting and carrying • Available for most excavators up to 13,000 lbs. www.forconstructionpros.com/20982910

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Single-Cylinder Commercial Engines The Vanguard 200 is the first in a complete line of single-cylinder horizontal shaft commercial gasoline engines built from the ground up based on customer input.

• New line includes an advanced version of TransportGuard, Vanguard’s single ignition and fuel shutoff designed to prevent oil dilution during transport • 6.5-gross-hp Vanguard 200 features carburetion, ignition and combustion systems designed to promote reliable starting in any environment, including at temperatures as low as -20° F • Oil management system allows engine to run efficiently for up to 200 hours between oil changes • Advanced fully-cyclonic air filtration system extends recommended air filter replacement intervals to 600 hours www.forconstructionpros.com/20989691

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Search: 10073639

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2018

 UP Equipment Hoeflon Compact Tracked Cranes

The C1, C4, C6 and C10 compact crawler mini cranes are offered in combustion and electric models.

• Lift capacities range up to 8,810 lbs. to a maximum height of 72 ft.

• Include two telescopic sections and 210° of articulation, with a hydraulic jib for up-and-over capability • Searcher hook, hydraulic winch or vacuum lifting device can be used in articulated mode and the straight mast with jib removed • Infinite swing-out and telescopic outriggers allow for up to 7,200 different positions • Come with a wireless remote control with LCD display www.forconstructionpros.com/20994894

 BKT Rock Grip L4 and XL GRIP Tires

The Rock Grip L4 is designed for loading operations on highly tricky terrains, while the XL GRIP is suited for loaders operating in heavy loading applications.

• Rock Grip L4 comes in in size 14.00 – 25 and incorporates a special L4 tread compound that provides greater resistance against cuts, punctures and heat • XL GRIP cross-ply, wide-base model offers sizes 16.0/70 – 20, 15.5 – 25, 17.5 – 25, 20.5 – 25, 23.5 – 25, 26.5 – 25 and 29.5 – 25 and is designed to minimize the risk of cuts and punctures and supply optimal traction and durability www.forconstructionpros.com/21006369

 Makinex Powered Hand Truck PHT2-140

The Makinex Powered Hand Truck PHT2140 is a universal materials handling solution that enables one-person operation to safely lift and load small equipment or bulky goods weighing up to 309 lbs. It provides a quick and easy alternative to using a forklift or tailgate loader for small loads.

• Powered lift via a 12V 25 amp linear actuator • Lifting arm reach is controlled by the user lifting or lowering the handles and arm height is controlled via a simple thumb switch • Unique design enables one-person operation to lift and load directly into vehicles (trucks, vans, utility vehicles and cars) or to place equipment and small loads on bench tops • After use it can be folded down flat for easy transport and storage • Comes standard with a hook attachment for lifting, moving and loading small equipment and machiner www.forconstructionpros.com/20991574

 General Equipment Company FCS18 Rip-R-Stripper General Equipment Company’s FCS18 RIP-R-STRIPPER is the first self-propelled unit in its long line of floor-covering removal machines. The FCS18’s self-propelled capabilities take much of the work out of removing VCT tiles, rubber-backed carpeting and other sheet-type coverings from concrete surfaces.

• Utilizing direct-drive, random-orbit action, the machine boasts a removal rate up to 720 square-feet of material per hour • Powered by a 3/4-hp electric blade motor (115 VAC/60 Hertz) and 1/3-hp electric drive motor (230 VAC/50 Hertz), the FCS18 offers quiet operation and a top cutting width of 18 in.

• Exciter plate and blade oscillates 3,450 times per minute, increasing productivity over machines with lower overall oscillation rates.

• Intuitive variable-speed forward and fixed-speed reverse controls allow operator to focus on simply steering the machine, rather than relying on brute force to achieve higher productivity www.forconstructionpros.com/20995590

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10/11/18 8:58 AM

THE ARA SHOW - BOOTH #5224

FUEL MORE PROFITS

In the construction sector, over 95% of equipment relies on diesel fuel. Adding fuel tanks to your rental fleet is a natural complement and an easy way to increase profits.

Contact us today to start fueling your bottom line.

EASY UPSELL OPPORTUNITY PROVEN RETURN ON INVESTMENT RENTAL READY Search: 10076723

INNOVATIVE FUEL & FLUID STORAGE SOLUTIONS | WESTERN-GLOBAL.COM OR CALL 866.814.2470 RPN1018_20-29_EditorsChoice_JAL.indd 27

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s .s

2018

 Generac XC Professional Series Portable Generators XC Professional Series 6,000- to 8,000-watt generators include the G-Force engine, a pressure-lubricated engine designed specifically for generator use.

• TruePower Technology provides clean, smooth operation of sensitive electronics, tools and appliances • Idle control reduces noises and conserves fuel for extended runtimes • Fully wrapped, heavy-duty, 12-gauge steel tube X Frame • Fold-down locking handles with one-handed locking mechanism for easy storage • Include steel lifting pocket, impact-resistant fuel tank with recessed tank edges and full-panel GFCI protection www.forconstructionpros.com/20992950

 ARDCO Articulating  Vacuworx Wireless Remote Option

 Forever-ODM 32/15 Scissor-Boom

The 32/15 Scissor-Boom combines a scissor lift’s low cost, easy operation advantage with a boom lift’s outreach capability.

The new wireless remote for the SL 2 and CM 3 Vacuum Lifting Systems offers greater mounting versatility and easy operation.

• Eliminates the need to route hoses and a controller to the cab of the host machine

• Easy transportation

• Provides a greater range of motion and allows easy attachment to equipment other than skid steers, such as backhoes, forklifts and cranes.

• Model 32/15 designed for industrial and municipal application

• Simplified setup and connection to host machine

• Model 45/22 designed for construction is expected to be introduced early 2019 www.forconstructionpros.com/20998548

• Press any button on the remote to activate the transmitter and receiver on the matched equipment www.forconstructionpros.com/20991724

• Large working platform with a single joystick control • Tight site maneuverability

WANT MORE PRODUCT INFO? USE THE EIGHT-DIGIT CODE

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Multi-Purpose Truck (AMT)

The next-generation Articulating MultiPurpose Truck (AMT) features a modular back-end platform that is designed to accept a wide array of standard and customizable attachments.

• Available configurations include a bare chassis, dump bed, flatbed, water tank, fuel tank, service and lube station, utility bed and more • AMT 600 powered by a 250-hp Cummins QSB6.7 Tier 4 Final diesel engine and features selectable fouror six-wheel drive and a maximum payload of 45,000 lbs.

• AMT 400 has a 200-hp Cummins Tier 4 engine, offers two- or fourwheel drive and has a max payload of 28,000 lbs.

• Both models include a Dana six-speed powershift transmission www.forconstructionpros.com/20994501

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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 Western Global DEF Storage and Dispensing Solutions The ABBI Blue (model #H15ART-BLU-EB) is a mobile refueling unit while the TransCube DEF tank (model #04TCG-DEF) is designed with load-lifting eyes and forklift pockets for easy handling.

• ABBI Blue includes a 395-gal. primary fuel tank and 42-gal. DEF compartment and is mounted to a DOT-approved highway trailer with electric brakes • TransCube DEF offers a 105-gal. capacity and is transportable when full • Both models double-walled with a lockable equipment cabinet for security • Optional accessories include blanket heaters and DEF transfer pump kits www.forconstructionpros.com/20993897

 Allmand E Series Light Tower

Allmand Bros. Inc. introduced its newest light tower offering, the Night-Lite E-Series, as a special event solution.

• Multi-directional forklift pockets and the ability to withstand high winds makes this light tower durable enough to be used in many different environments • Night-Lite E-Series features four LED light fixtures that provide an output of 154,000 lumens • Event managers and crews can rely on the timer feature to easily manage when the tower turns on and off, while the photocell can sense daylight and control the light accordingly • Developed with the coiled power cable secured to the top of the first, third and fifth sections to minimize tangling, making it easy for event crews to set up • Unit stabilizers feature a four-point design with foldable outriggers so the unit can withstand windy conditions. www.forconstructionpros.com/20993886

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

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

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

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

Search: 10073465 www.ForConstructionPros.com/RENTAL

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CONSTRUCTION EQUIPMENT CLOSEUP

By Jenny Lescohier & Larry Stewart

With All-Wheel Steer, LESS Articulation MEANS MORE Loader Performance John Deere puts 12,650-lb. full-turn tipping capacity into the 103-hp 344L wheel loader with Articulation Plus

p Deere says its main design objectives with the 344L were maneuverability, ability and stability.

C

ontrary to what its names suggests, John Deere’s 344L wheel loader with Articulation Plus actually articulates less. The 103-hp loader machine owes its tighter turning radius and full-turn tip load of 12,677 pounds to a remarkably simple all-wheel-steer system unique to compact loaders.

Continued >>

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10/11/18 7:33 AM

As the inventor of the rammer, Wacker Neuson has dominated the compaction rental industry in North America for over 60 years. Rental centers and contractors trust the brand for performance, reliability and durability. Today, the company goes beyond compaction equipment with a line of compact equipment that includes skid steers and compact track loaders, designed and built in the USA, plus versatile dumpers, telehandlers, excavators and wheel loaders. So, when you need quality equipment you can rely on, look no further than Wacker Neuson ‌ the brand that has all it takes to keep your rental business on solid ground.

Contact your Wacker Neuson representative for details today.

www.wackerneuson.com Search: 10075166

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CONSTRUCTION EQUIPMENT CLOSEUP

John Deere Introduces 344L Compact Wheel Loader With Articulation Plus: for the 344L with Liebherr, www.forconstructionpros.com/video/21026359 which has been building what they call the all-wheel-steer “Stereoloader” for more than 20 years.

The 344L is powered by the Deere 4045 Final Tier 4 engine rated at 106 gross/103 net horsepower. It’s the largest of five models in John Deere’s compact line, and the only one with Articulation Plus. to 25 mph, thanks to smooth autoWhat else is new? shift technology. The transmission The 344L is built for speed as well is hydrostatic, for infinitely varias maneuverability, traveling at up able speed choices, but auto-shifting between two speed ranges extends the loader’s transport range.

“One of the ways we were able to get up to 25 mph is by integrating a two-speed mechanical gearbox,” Miller explains. “We developed software for the gearbox that increases smoothness of shifts for less operator fatigue and DREW MILLER, JOHN DEERE CONSTRUCTION & FORESTRY improved material The Cat 914M and Volvo L50H retention.” loaders offer sharp competition to the Rim pull control 344L’s tipping capacity, and the Volvo extends tire life by will turn a circle just 20 inches larger allowing customers than Deere’s all-wheel steer machine. to adjust torque at To get another brand that matches its the wheels to control 29-foot-7-inch turning circle, you’d slip and tire wear as have to settle for significantly less tipjobsite conditions ping capacity. change.

The loader’s Get’r done Z-bar boom and Miller points out that each of the bucket linkage was three main design objectives for the redesigned for the L 344L – maneuverability, ability and Series. stability – owes something to rear“We’ve improved wheel steer. the overall lifting “The mechanical linkage actucapacity with a redeates off the articulation,” explains sign that also gets to Miller. “It’s a simple design which stays parallel lifting,” Miller low-cost because it requires little mainsays, noting there tenance, with only two grease points.” are only six degrees A pair of long tie rods connect of rollback from the the front frame to steering arms on bottom to the top of the ends of the rear axle. When the the lift path. machine articulates, the angle of the p Rental Editor Jenny Lescohier enjoys “This minimizes the need for the some leg room before adjusting the front frame provides the input to angle operator to make adjustments mid seat in the 344L, which she said felt the rear wheels up to 10 degrees. lift,” he says. “It lets the operator focus surprisingly like a skid steer in terms of Deere has a supply agreement Continued >> maneuverability.

“Most machines go to 40 degrees articulation, ours goes to 30 degrees,” explains Drew Miller, product marketing manager, compact wheel loaders, John Deere Construction & Forestry.

“We kept the counterweight further away from the load and then gave the machine rear-wheel steer to help compensate. In so doing, we achieve a tighter turning radius and more tip load.

“With less articulation, and more rear-wheel steer, you get much more stability as you come out of a pile,” Miller continues.

“WITH LESS ARTICULATION, AND MORE REAR-WHEEL STEER, YOU GET MUCH MORE STABILITY AS YOU COME OUT OF A PILE.”

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10/11/18 7:33 AM

What rebar does for concrete, we do for ROI.

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

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CONSTRUCTION EQUIPMENT CLOSEUP

on what he’s doing and not worrying about the machine. When you get to minimal rollback, it takes away any need for parallel-lift linkage.”

A new coupler casting is designed with strategically located holes to improve the operator’s view to the

load on pallet forks. Operators can lift heavier loads and can keep more material on the forks or in the bucket with fewer fine adjustments.

The cab is completely redesigned with a larger windshield for better views to the work. And the air

conditioning gear was moved outside, behind a service panel accessible from the ground.

A third-function “mini joystick on a joystick” is intended to improve precise control of auxiliary hydraulic functions.

Continued >>

By Larry Stewart, editor, ForConstructionPros.com

ALL-WHEEL STEER TURNS A 3-TON LOAD LIKE A ROADSTER John Deere’s 344L loader spins a heavily loaded bucket around a 30-ft. circle at speeds limited more by your sense of adventure than its stability Rental recently had the opportunity to operate the all-wheel-steer 344L at the John Deere Coal Valley Training Center in Moline, IL. We wanted to see how the 344L’s rearp Larry Stewart, editor of wheel-steer system contributed to the loader’s ability.

Despite being part of John Deere’s “compact” loader line, the over-100-hp machine carries a two-cubic-yard general-purpose bucket and fills a substantial bit of space.

ForConstructionPros.com and seasoned equipment operator, gives his impressions of the 344L.

An early-spring snow had soaked Deere’s Coal Valley demonstration center the day before our visit, limiting our operating venue to a large concrete pad and gravel stockpile. So it wasn’t surprising that the loader easily came away from the pile with a heaped bucket.

The real show started once I got under way with the load.

Articulation Plus in the 344L means the maximum frame angle is just 30 degrees (vs. most loaders’ 40-degree articulation).

Automatic rear-wheel steering gives the machine one of the tightest turning circles in the class. The system works simply, with tie rods that connect the front frame to steering arms on the ends of the rear axle.

The first time I spun the steering wheel into a full-lock turn, the machine’s compact turn radius impressed me. The articulation angle seems gentle, but the machine will donut around a space not much wider than its own track. A glance over my shoulder confirmed rear frame swinging slightly wider, but well within the arc traced by the outside corner of the bucket.

Deere’s people had been keen to remind me of the 344L’s improved stability. Less articulation angle means more tire-planting distance between the load and the counterweight. Confident that my seat belt was buckled and the concrete pad wasn’t hiding surprises, I charged a full turn significantly harder than what most would consider close-maneuvering speed.

Carrying a heaped bucket of wet gravel – probably pressing the loader’s rated operating capacity of 6,338 lbs. – the loader went round its tightest circle like it was on rails, leaving me to deal with the kind of G force that reminds me how much tires cost when I’m driving my car.

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CONSTRUCTION EQUIPMENT CLOSEUP

“WE’VE FOCUSED ON EASE OF ACCESS AND TRIED TO BRING ALL SERVICE POINTS TO GROUND LEVEL.” DREW MILLER, JOHN DEERE CONSTRUCTION & FORESTRY

Redesigned engine compartment Ease of service was another factor in the design of the 344L. John Deere redesigned the rear engine compartment to create diagonal air flow across the engine. Cool air comes in above the rear wheel, goes across the engine and out the back of the machine.

“This helps with the amount and quality of air coming in,” Miller explains.

“It’s not drawing in turbulent air off the top of the machine, and it’s not taking in as much dirt as it would if air was being drawn from the back of the machine.” Less dirt means less wear and tear on the engine.

“Serviceability is huge in rental,” Miller adds. “We’ve focused on ease of access and tried to bring all service points to ground level. Also, the cooling package is outside with its own door, same for the hydraulic tank fill.

Reversing fan capabilities keep machines in areas with lots of airborne debris running cooler, longer.

Finally, JDLink telematics provides real-time data and health prognostics to suggest maintenance solutions that decrease costly downtime. Remote diagnostics enable a dealer to read codes, record performance data and even update software without a trip to the jobsite. ■

u The 344L is built for speed, traveling up to 25 mph, thanks to smooth auto-shift technology.

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

Make the Most of

MODERN SOLUTIONS for Management Software Today’s management software systems have capabilities never imagined just a few years ago, so be sure to make productive use of the features that are most applicable to your needs

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T

he way we do business is changing every day, thanks to profound technological advancements, most notably in mobile communications. But what about your business management software? It’s changing too, and in many ways that promise to provide modern solutions to challenges old and new.

“The solutions developed in the last 10 years are much easier to adapt to the business processes of modern companies,” says Patrice Boivin, president, Orion Software. “But many companies today are blocked by their rental solutions that cannot evolve with solid web solutions.

“Developing a transactional website with availability and specific pricing per customer requires modern technologies, and in today’s world, providing a web portal to customers is an essential part of an e-commerce strategy.”

The radical adoption of e-commerce in the retail industry over recent years suggests the trend will continue to affect the rental market as well. The larger players in the market are already offering web portals for customers because it allows them to better control what they rent, add new equipment, and monitor each construction site from a central application.

“For independent rental companies to compete, it’s imperative that they implement a web portal in the next few years,” Boivin states.

Modern solutions can be adaptive to business changes, he continues.

“For instance, Orion developed a selfservice stand to allow users to do their rental contract on their own instead of waiting in line to get to the counter.

Customers are invited to download the mobile app or visit the web portal the next time they need equipment,

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thereby reducing their time at the rental store, while developing a strong relationship that will last for years,” he explains.

“In the context of logistics, modern solutions are providing a simplified way of dispatching delivery trucks by using the GPS position of the mobile devices instead of a complex

integration with GPS devices mounted on the truck itself,” Boivin continues.

“Simply from a smart device, you can add a new truck rented to the fleet or mix third-party trucking companies into the same dispatching center.

“For the sales team, modern solutions offer multiple ways to improve their success rate. A CRM based on

t Modern software solutions increase ease and efficiency for rental employees at the point of sale, and those in outside sales.

Customers also benefit from a more streamlined transaction.

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p Modern solutions offer multiple ways for the sales team to improve their success rate, thanks to a CRM accessible from smart devices.

opportunities with a complete quoting application and an integrated e-signature is only possible with advanced software.

Many studies are demonstrating that a disciplined follow-up of opportunities with a good CRM and accurate information is generating a significant increase of revenues. In rental, one of the key elements is accurate information because availability and pricing are not simple to deliver to the users.”

Managing your process from start to finish With modern, cloud-based solutions, you can manage the entire rental process - from the time a piece of equipment is purchased through a rental contract, in addition to returns, inspections and service. It’s all tied together.

OCTOBER/NOVEMBER 2018

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SPECIAL REPORT: Software

What is ERP?

ENTERPRISE RESOURCE PLANNING

By Matt Hopp, general manager at InTempo Software

Every business has one thing in common: the desire to become more profitable and grow faster. But many companies struggle to align their people, processes, and technology to achieve these goals. ERP (enterprise resource planning) rental software is technology that allows companies to connect all aspects of their business so they can achieve operational efficiency and grow revenue faster.

Though you may have heard of the term ERP, there’s much confusion around what it is, who it’s for, and what it means for rental businesses. In this article, we’ll answer basic questions about ERP software and show how it can help organizations of all sizes.

ERP software was first developed in the 1960s to manage manufacturing processes, including production planning, scheduling, and inventory control. Since then, as software and hardware experienced explosive growth, many companies invested in higherlevel software to grow their businesses. A rental-specific ERP allows you connect the dots between all aspects of your organization from the counter to the back office using just one technology system. With rental ERP software, all of your data is in one place from the quote all the way through invoicing, equipment maintenance and fixed assets. It serves as a single point of truth.

Different rental software products will have variations of features, but an ERP implies a fully integrated system that operates in real time.

WHO IS IT FOR? The world’s largest rental chains have long found value in the technology. However, ERP is not just for big companies. In fact, small to mid-sized businesses, even those with only one or two rental yards, make up the largest growing segment in the ERP rental software space. Typically, businesses with at least $5 million in rental revenue are best suited for ERPs. The larger you become, communication across departments becomes more important, and implementing an ERP becomes crucial.

However, even startups are investing in ERP rental software to reap the benefits from the get-go.

HOW CAN IT HELP MY BUSINESS? We can break down rental ERP into three broad categories: operations, accounting, and reporting. Let’s take a look at each and how they differ from non-ERP software.

Operations - An ERP will allow you to manage all aspects of rentals and sales, maintenance, and equipment lifecycle. One example of what makes an ERP different is that from a purchasing and inventory control perspective, an ERP allows you to manage the entire PO process. The purchasing process brings items - parts, merchandise, and

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equipment - into your system so that from an accounting standpoint, you can properly account for them, and from the inventory side, you can expense them when you use them. From a maintenance and equipment lifecycle perspective, you can create a historic overview of what you’ve done to your equipment. That way when it comes time to sell or purchase new equipment, you can analyze whether an item has made you money or not.

Accounting - In an ERP system, accounts receivable, accounts payable, and the general ledger are all unified.

A system that is not an ERP commonly handles the operational side but connects to a different accounting system. This means your data is likely only updated once a day, which makes it more difficult to investigate an issue or compare reports, or generally get a complete picture of your business at any given time. With an ERP, if a customer wants to know what they have on rent and what their outstanding invoices are, that information can be supplied instantaneously - there’s no waiting for multiple systems to update.

Reporting - An ERP rental system lets you look at a single aspect of your business from every angle. Since all of

your data is one place, creating reports to investigate any issue or dashboards to track key metrics is simple. There’s no comparing or reconciling reports across systems. Accessing everything from accounting reports to utilization to sales performance is seamless.

HOW DO I KNOW IF I’M READY FOR ERP? Here are some questions to consider: • Do you need complete visibility into your entire business?

• Do you need to create combined reports from both your operational and accounting systems?

• When a customer asks to buy a piece of equipment, do you need to look at financials and maintenance history quickly?

• Does your accounting department need to be able to view invoice details as they are reviewing accounting entries?

If your answer is “yes” to these questions, you should consider how ERP rental software might transform your business - allowing you and your employees to operate in real time.

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Here are some examples of how modern, mobile solutions can help you address your real-world rental processes:

Creating an order In a modern, connected system, the salesperson creating the rental will know the history of the customer, the asset, the revenue of the transaction and have this information accessible from a single screen. “You need to be able to effectively execute all related tasks, including creating a rental agreement and notifying your warehouse so they can begin preparing for the necessary next steps,” says Julie Stankey, Rental360.

Warehouse activities Your warehouse must know what they need to prep for delivery on future rentals. “Your system should be able to show them what needs to be rented by the date instead of order-by-order, and create the packing instructions for the warehouse to get each order ready for delivery,” says Stankey. “Once the packing/prep sheet has been created, the delivery tickets/ forms can be created, ideally available through a mobile device for on-site signatures.”

p Modern, mobile solutions allow every function, from creating an order to exchanging equipment, to be done remotely.

be able to see who has used it and research any repair issues, as well as determine when it’s due for maintenance or to the next customer.

Equipment exchange What if you receive word that your equipment has been damaged and

Equipment delivery You have a driver scheduled to drop off a piece of your heavy equipment to a new rental customer at a construction site. According to Stankey, with real-time tracking, you always know if the delivery is going to be on time. Once your driver arrives, if your customer has questions about the equipment, your driver has complete mobile access to your system in an easily accessible app and can answer all the questions about the agreement and the equipment, thanks to easy, mobile access to the equipment’s complete history. They will

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SPECIAL REPORT: Software

your customer needs an exchange to complete their project? “You can create a ticket and schedule a driver to make a call on your phone, and the driver can see all related detail to the customer on their mobile device,” says Stankey.

Once the driver arrives, they can track all information through the ticket and through the equipment’s serial number. They can add to the ticket the reason for the exchange, take and include a photo of the damage, and have the customer sign for the replacement equipment on the spot.

Rentals coming due and returns When a piece of equipment is coming due on a rental, a notice should automatically go out to that

“YOU MUST BE ‘EASY TO DO BUSINESS WITH’ AND AT THE SAME TIME, CHOOSE SYSTEMS, INFRASTRUCTURE AND PROCESSES THAT PROVIDE THE LOWEST COST/HIGHEST VALUE OVER THE LONG HAUL.” DARIAN HENSCHELL WITH SYCOR AMERICAS. customer saying, “It’s scheduled for return in two days, if you don’t let us know that it’s going to be late, there will be a fee.” This process should not require human intervention.

“Once a project is complete, your representatives in the field can checkin equipment upon pick-up,” Stankey says. “You can also verify and track its condition so that anyone can see if it’s ready for use again immediately.”

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Time and expense entry on the go Modern, mobile applications will enable mobile time and expense management so that your drivers and other users can submit expenses and receipts in real-time, with photos of receipts that can be easily attached to expense records.

Leveraging modern technology to reduce costs and increase returns Staying competitive in today’s fastpaced market is more important than ever before. You have to look at your systems and processes and understand business transactions from your internal users’ perspective as well as that of your customers.

“You must be ‘easy to do business with’ and at the same time, choose systems, infrastructure and processes that provide the lowest cost/highest value over the long haul,” explains Darian Henschell with Sycor Americas.

Today, a subscription-based model might provide the lowest total cost of ownership for your business. Along with making these decisions, many companies struggle with whether to get a “departmental/vertical/best of breed” rental solution that is built specifically for their business, or to buy a fully integrated enterprise resource planning system (ERP) that has builtin rental and service functionality.

“Many best-of-breed solutions are still built on older technology,” Henschell says. “You will find solutions

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that are running old code with a graphical or web front end. This ‘lipstick on a pig’ approach makes it difficult to leverage new technologies without having to rewrite everything back into the old code. The result is less flexibility with a higher cost of maintenance.” q Enterprise Resource Planning (ERP) allows users to connect the dots between all aspects of the organization, since all data is in one place.

Embracing the potential of telematics Formerly, telematics was useful in determining the location of equipment and the hours/miles on a machine, but what more companies are asking for now is the ability to take machine readings (water temperature, oil pressure, loading, etc.) and combine that with other relevant data. With many machines, you also want to know how many cycles or how much material is being lifted or moved. The more you

know, the more data you can include in your analytics and thus, provide a more complete picture of your equipment operation.

“Results from oil analysis can also help determine the next service interval and when a piece of equipment is ready for overhaul/replacement,” says Henschell. “Technology like Microsoft’s Cloud IoT Server can take any data from any type of sensor and bring it back to your system for analysis and action. By leveraging these and other functions of today’s ERP solutions, properly configured with the needed equipment management functionality, you can reduce costs and increase returns for your business.”

Whether you are debating converting to the cloud, unsure if you should utilize a subscription-based pricing model, or trying to decide between an ERP-based system versus best of breed, there are undoubtedly many variables to consider.

“What will set you apart is how well you understand the current technologies available to you, your ability to determine whether they make sense for your business, as well as your willingness to adapt when necessary,” says Henschell. “Companies that are able to do so are better equipped to select the right type of software for their business, resulting in improved customer service, optimized internal processes, increased ROI, and the ability to adapt quickly to ever-changing technology.” ■

“I WANT THE BOBCAT BRAND TO BE AS STRONG AS THE BOBCAT MACHINES.” — Kurt Denchfield, Denchfield Landscaping Whether you’re talking about a person or a product, the name comes with a reputation and a certain set of qualities. When people call any old skid-steer loader by our name, they’re not only wrong, they’re doing a disservice to a brand you’ve invested in. So please, help keep the brand strong — and protect the value of your equipment — by never using the Bobcat name as a generic term for skid-steer loaders.

Learn more at Bobcat.com/trademark

“WHAT WILL SET YOU APART IS HOW WELL YOU UNDERSTAND THE CURRENT TECHNOLOGIES AVAILABLE TO YOU, YOUR ABILITY TO DETERMINE WHETHER THEY MAKE SENSE FOR YOUR BUSINESS, AS WELL AS YOUR WILLINGNESS TO ADAPT WHEN NECESSARY.” DARIAN HENSCHELL WITH SYCOR AMERICAS. www.ForConstructionPros.com/RENTAL

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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. ©2018 Bobcat Company. All rights reserved.

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MANAGEMENT SOFTWARE

 Orion Asset

Management Web Portal

 Baseplan Field Service Mobility Module

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

• Enables technicians to process all aspects of service and repairs by providing full access to the operating system including service history, parts availability and technical support • Jobs are dispatched directly to the field, allowing for real-time feedback on job acceptance, travel and location tracking, on-site hours, as well as the work carried out

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

• Based on the well-established Sirius enterprise rental management platform • Designed to allow construction companies to manage their own assets or manage the assets rented from a rental company

 Record360 Asset

Documentation Dashboard and Mobile App Record360’s patent-pending asset condition reporting dashboard and mobile app simplify and automate the inspection process and assure your customers they’re fully protected against liability and/or additional fees for damage they didn’t cause.

• Photos and video provide highquality, time-stamped, geo-tagged records of equipment condition

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

• Real-time digital upload and verification of customer’s identification

• Users can take pictures, sign documents, send requests or orders to the stockroom and view equipment availability and pricing

• Claims management platform simplifies the necessary work that follows damage claims

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• Software Developer’s Kit (SDK) allows seamless integration with your asset management software www.forconstructionpros.com/12263563

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 InTempo Mobile App Put your business in your pocket with InTempo’s Mobile App, developed in collaboration with Rental BI and packed with new features.

• Enhanced dashboards on equipment status, utilization, A/R aging and others • New equipment condition reporting makes it easier to protect equipment and reduce disputes with customers - check equipment in and out, add photos, meter readings, fuel levels, and other notes; display terms and capture signatures; and email a PDF of the report all from a mobile device

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 Sycor.Rental Sycor.Rental adds rental and fixed asset management functionality to Microsoft’s leading ERP solution, giving your rental company full control of its entire operation from one platform.

• Billing and accounting can be done at the equipment level for individual pieces of equipment, model series, or groups of items at all times • Streamlined, yet flexible processes allow for fast processing times and reduced costs while improving the reliability of your financial forecast • Easy-to-use graphical planning tool for efficient scheduling of equipment and personnel across locations

 Rental360 Whether rentals are your main focus or a secondary service, Rental360 provides a single “all-in-one” platform to cover and connect all of your business needs such as advanced billing, credit card processing, equipment management, dispatch, service management, back office accounting, customer management, mobile tracking, and more to provide easy insight into your business.

• Manages inventory, tracks depreciation and connects rental activity to financials and other back office systems

• Salespeople can stay connected from anywhere with access to equipment rates and availability, and upcoming reservations, contracts and pickups

• With real-time, cross-location scheduling and transport management functions, Sycor.Rental helps align companies with changing customer demands while boosting customer satisfaction and retention

• Added functionality empowers users to instantly search for equipment, items, customers, transactions and more

• Integrated service and maintenance processes helps increase fleet availability and reduces downtime

• From your “cockpit rental control center,” Rental360 covers your entire rental process from check-out and delivery to check-in and inspection

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• Provides built-in mobile, ability to attach files and photos, customer portals, activity management capabilities and much more

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TECHNOLOGY FOCUS B y D a v i d Sw a n , p r o d u c t m a n a g e r, t e c h n o l o g y & i n n o v a t i o n , S k y j a c k

WHY OEM

Telematics engineered from the machine outward

TELEMATICS?

C

onnected fleets for off-highway rental products are cautiously making their way into our industry. Telematics isn’t a new concept for fleet management companies, we’ve been hearing about the advantages for over a decade now. What’s new is the improved ROI on the solutions available for off-highway fleets. If you find that most of these statements would add value to your processes, then it might be time to speak with an expert about how you can connect your off-highway fleet.

Mixed fleet friendly A common concern about OEM delivered telematics solutions is that they are proprietary, which would mean greatly reduced value to mixed fleet rental fleets. The idea that a fleet manager or service technician would access 10 different portals for 10 different makes of machines is non-starter.

Telematics is at its best when it’s making business simpler and faster. That means rental companies need a solution that doesn’t deal with mixed fleets as a burden, but as an opportunity to connect.

This is why we at Skyjack chose to partner with a telematics provider that had the most experience integrating mixed fleet data into one easy to access system. Using Trackunit’s infrastructure to power ELEVATE, Skyjack’s telematics solution, means that our customers will be able to benefit from a true mixed fleet solution and manage their entire fleet through a single solution provider.

Combining this kind of flexibility with the other advantages of OEM delivered telematics makes ELEVATE the best option to build a connected fleet.

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Hours and location aren’t enough Third party telematics solutions often provide a basic hours and location report on each unit. These are great data points that provide value for logistics operations and on-road fleet management, but aren’t as valuable for off-highway construction machinery in terms of service and readyto-rent inspection.

For many categories of construction machinery, run hours and location aren’t mission critical data points, and they don’t provide you with enough value to justify the cost of incorporating a telematics solution. When you consider a high volume machine like a 19 foot electric scissor (e.g.

SJIII 3219), this relatively low cost high volume machine will be responsible for a significant amount of service calls due to the high number of them in the field. These machines are stationary (or don’t travel very far), and run hours don’t give a good indication of their health. So here we have one of the highest impact machines when it comes to service and fleet management, but it doesn’t benefit from the basic telematics data.

OEMs have the opportunity to specialize telematics to their machines and machine categories. When done right this means delivering data that saves cost and critical resources for an off-highway fleet. ELEVATE provides value to our customers by delivering data that leads to increased utilization, better planned service, precision billing, and monitored usage.

Connectivity can’t be an afterthought. Slapping a black box on a machine after production to gather whatever data happens to be available leaves you with the wrong data points, at a higher price. Connectivity shouldn’t be treated as an add-on, but rather as a fundamental component of the machine. This is why at Skyjack when we’re looking at machine design we’re asking the question “how does this improve connectivity, and what problems can that solve for our customers?” That means that machines are engineered with components that deliver key data points to our customers and provide them with data that can simplify service, fleet management, and have a clear impact on safety and profitability.

OEMS HAVE THE OPPORTUNITY TO SPECIALIZE TELEMATICS TO THEIR MACHINES AND MACHINE CATEGORIES. When you design the platform, or the scissor stack or the wheels of a lift, you’re always asking how these components fit into the overall customer experience of the product. How do those rails make the machine, that stack more efficient, or the wheels more stable? Each component is a fundamental part of the machine’s value to the customer, and to best benefit

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the customer machine connectivity needs to be treated the same way.

Only by involving the OEM, who designs the machine from the ground up, can you expose the most important machine data to the customer and end user.

A pricing model that makes sense The ability to integrate telematics as a true fleet management solution for off-highway requires fleet-wide adoption (or close to it). This means that any telematics service needs to be priced in a way that can feasibly be applied to lower cost, high-volume machines like electric scissors, light towers, and skid steers. The cost reduction that comes with integrating a telematics installation into in factory machine production plays a key role of lowering that cost.

u Skyjack developed its telematics solution as part of its “easy to do business with” philosophy.

Aftermarket installation of telematics solutions means paying for potentially costly in-field installation by service personnel, or the telematics company itself.

The ability of an OEM to professionally fit and install telematics solutions as part of the machine assembly process eliminates the majority of that cost.

In addition, the cost of the data service can be discounted as part of the larger machine sale.

At Skyjack we’ve approached telematics as an opportunity to make our machines easier to service, and a way we can continue to deliver on our

easy to do business with philosophy. We’re ultimately in the business of selling and servicing machines, and telematics should make our existing goals as an OEM easier to attain – those goals being customer satisfaction, low cost of ownership, simple and reliable products – and do the same for our customer’s and their goals.

The key is for OEMs to approach telematics as something to enhance their existing product line, rather than a new product line itself. With ELEVATE Skyjack has taken that approach and we’re seeing engagement from new customers and immediate inclusion into fleet management processes as a result. ■

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EQUIPMENT TRANSPORT

By Cur t Bennink, contributing editor

How to

STOP BRAKE FAILURES in Equipment Trailers Ensure equipment trailer brakes are in proper order before hitting the road

E

quipment trailer brake misadjustments and failures can dramatically increase stopping distances, resulting in increased chance of collisions or loss of control. Properly maintaining your trailer brakes and testing their function prior to hitting the road will help alleviate risks from potential failures.

“All brakes should be tested each time you use the trailer by applying them manually if possible (electric and air) at low speed to make sure that you feel them applying,” says Scott Brown,

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warranty coordinator, Felling Trailers Inc. “If applying the brakes manually is not an option, you should perform a couple of low-speed brake applications to make sure you feel the brakes apply.”

Annual inspections are also recommended. “A visual inspection of the brake system periodically (once a year or every 12,000 miles) will go a long way in preventing downtime or sitting alongside the road,” Brown points out.

p All brakes should be tested each time you use the trailer by applying them manually if possible (electric and air) at low speed to make sure that you feel them applying.

Also take into consideration outside influences, such as the weather conditions. The region where you operate can definitely impact performance, especially cold weather climates where temperatures drop below freezing. In these climates, the brake shoes can actually freeze to the drum.

“In cold weather, brakes can freeze to the drum and not release,” Brown t A periodic visual inspection of the brake system (once a year or 12,000 miles) will go a long way in preventing downtime or sitting alongside the road.

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TRAILERS

elaborates. “We see this a lot with air brakes as they are applied as a parking brake when the trailer is not being used. When pulling out, you should try to make sure all the wheels are turning. You may feel that the trailer seems to be pulling hard. If you do find that a brake is frozen, you can typically get it to release by tapping on the drum with a hammer. If you are still unable to get the brake to release, you may need to pull the brake apart to clean the ice out of the drum, but typically the hammer will take care of it.”

Chemicals used in cold weather climates can also pose a challenge. “In cold weather areas where salt/chloride are used on the roads, it is very important to make sure that the brakes are sprayed off to try to flush the chemical out of the brakes,” Brown emphasizes.

“If the brakes are washed out and the temperature falls below freezing, it is a good idea to park the trailer in a warm building to give the brakes a chance to dry off before parking it back outside.”

In addition, trailers that sit for prolonged periods may be impacted by corrosion. “Trailers sitting can cause issues with the braking system,” says Brown. “They will start to rust, which causes issues with the parts working freely. If a trailer sits for a while with no use, I have heard of some people who will pull the trailer down the road and apply the brakes just to make sure everything continues to move.”

When it comes to maintenance and troubleshooting, there are different considerations for each type of braking system currently used — air, hydraulic and electric. One constant is you want to ensure that the brake shoes, or pads in the case of disc brake systems, have sufficient material thickness and the brake drum, or disc, is smooth and still within specification.

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Air brakes must be properly adjusted Failures in air brake systems can be caused by several factors, including air reservoir failure, faulty spring brake control valves, restricted/ pinched trailer service air line and pressure protection valves sticking due to corrosion.

“Always perform a pre-trip inspection prior to travel,” advises Josh Doyle, customer service managq Failures in air brake systems can be caused by several factors, including air reservoir failure, faulty spring brake control valves, restricted/pinched trailer service air line and pressure protection valves sticking due to corrosion.

improperly maintained slack adjusters can cause brake issues,” says Doyle.

“Refer to the slack adjuster manual for instructions on how to properly care for them. For example, keeping slack adjusters greased is important. Also, allowing self-adjusting slack adjusters some time to self-adjust can help in the long run.”

Make sure trailer brakes are correctly adjusted and working properly. “Set trailer brakes and observe brake pads and slack settings,” says Doyle. “The easiest way is to watch the slack adjusters extend and retract in order to ensure the brakes are functioning. Refer to the slack adjuster manual if you see excessive wear or a need for adjustments.”

t Electric brakes use electromagnets to actuate the drum brakes. You control the electricity to the brakes with the brake controller in the cab of the tow vehicle and the brake light circuit on your vehicle.

er at XL Specialized Trailers. “Air leaks can be heard rather easily by operating the air valves.”

It is important to keep the system clean. “Corrosive environments — climates with excessive rain, salt in the air and snow — can seize up brake pads. Routine trailer cleaning during winter months is recommended. This includes power washing the trailer.”

Pay careful attention to slack adjusters. “Improperly adjusted and

If your trailers spend a significant amount of time in the yard, you should take extra precautions.

“Quarterly operation checks on the trailer are recommended,” says Doyle.

“Simply hooking the trailer up and pulling it around the yard can eliminate brake lock-ups and air operation issues.”

To maximize uptime, don’t overlook inspections and maintenance.

“Consistent inspections, once a week, and routine maintenance are recommended along with the mandated yearly federal inspections,” Doyle notes.

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TRAILERS

Electric brake systems need good connections Electric brakes use electromagnets to actuate the drum brakes. You control the electricity to the brakes with the brake controller in the cab of the tow vehicle and the brake light circuit on your vehicle. Trailer brake controllers differ in the number of brakes they can control. Make sure you are using a compatible brake controller.

If these systems are not working, there are several possible culprits, from poor electrical connections to frozen or worn out components. “Always check the plug first, confirm that there is power coming from the truck and that the trailer plug is free of corrosion and fits firmly into the plug on the tow unit,” says Brown. “If the trailer has sat for a while, the armature can start to rust and/or the lining surface on the drum will rust. Sometimes just low-speed braking before leaving will clean things up, or you might need to pull the drum off to clean things and lubricate the armature arm.”

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MOST BRAKES NOW ARE SELFADJUSTING AND ONLY NEED TO BE CHECKED ONCE A YEAR. BUT IF YOU HAVE AN OLDER TRAILER, IT IS RECOMMENDED THAT THE BRAKES ARE MANUALLY ADJUSTED EVERY 3,000 MILES.” — SCOTT BROWN, WARRANTY COORDINATOR, FELLING TRAILERS The electromagnet that activates these brakes is also subject to wear. During routine inspections check the wear indicators of the electromagnets to make sure they are in good service.

“Most brakes now are self-adjusting and only need to be checked once a year. But if you have an older trailer, it is recommended that the brakes are manually adjusted every 3,000 miles,” notes Brown.

Hydraulic brakes rely on clean fluid One of the more common hydraulic brake systems for equipment trailers are surge brakes. They use the momentum of the trailer to actuate the brakes. © 2018 Sullair, LLC. All rights reserved.

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When you activate the brakes in the tow vehicle, the trailer presses against the trailer hitch and activates the hydraulic master cylinder in the trailer hitch and sends brake fluid to the trailer brakes. The more you slow down the vehicle, the more pressure on the master cylinder in the trailer hitch and the harder the trailer brakes are applied. When going downhill, there is steady pressure applied to the master cylinder in the trailer hitch that ensures the trailer brakes and the brake system keeps the trailer’s speed in check.

There is a very small restrictor orifice built into the surge brake system to slow the hydraulic fluid and keep the trailer brakes from pulsing on and off as the trailer hitch loads and unloads as it is being pulled down the road. Due to the very small orifice opening, it is important to keep the brake fluid in surge brake systems clean.

If a surge brake system doesn’t work, first remove the master cylinder cap and make sure there is brake fluid in the reservoir. If there isn’t any fluid, you may consider rebuilding or replacing the master cylinder and wheel cylinders. Don’t just add brake fluid and go back to work.

You must find the source of the leak.

If the system has the proper amount of brake fluid, check the condition of the brake shoes and make sure they are adjusted properly. Then check that the restrictor orifice is not clogged, the master cylinder is pumping and the wheel cylinder is not frozen. You also need to check that there is no air in the system by properly bleeding the fluid lines.

Another type of brake system is the electric/hydraulic trailer brake. It receives electric signals from the tow vehicle’s brake controller and applies pressure to the trailer’s hydraulic brake lines.

These systems can be either drum or disc brakes.

An electric-over-hydraulic brake actuator on the trailer receives electric signals from the tow vehicle’s brake controller and applies pressure to the trailer’s hydraulic brake lines. The systems typically utilize a breakaway battery on the trailer that needs to be functional for proper system operation.

When there is a problem with these systems, most of the time it is some type of wiring issue such as a loose connection or weak ground. The other likely culprit is that the brake controller is either not in electric-over-hydraulic mode or the controller is not electric-over-hydraulic compatible. This is the case with most factory integrated brake controllers.

Preventing many issues simply boils down to maintenance. “Hydraulic brakes are relatively trouble free,” Brown comments. “However, they should also be taken apart and inspected once a year or every 12,000 miles.” ■

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TRAILERS

 Eager Beaver Easy Loader 25XPL The 25-ton-capacity Easy Loader 25XPL tri-axle tag trailer features a 6-ft. beavertail and 6-ft. ramps with an 8° loading angle.

• 50,000-lb. load capacity and 61,720-lb. GVWR • 14-in. high-tensile steel mainframe with coldformed drawbar • 6-in. crossmembers pierced through the mainframe • 22,500-lb. axles with air lift front axle • 4S2M ABS with spring brakes on all axles • 215 / 75R 17.5 radial tires on hub-piloted disc wheels www.forconstructionpros.com/10091464

 Trail Ox Series Scrap Trailer from Ox Bodies

The Scrap Trailer is especially efficient in residential and commercial demolition projects with large debris, such as concrete, brick, asphalt or stone.

 Rock Line Airtow Drop-Deck Enclosed Trailers

• Features Hardox steel construction and a capacity of up to 60 cu. yds.

• Extra wide 3/16-in. steel deck remains level as it raises and lowers hydraulically in less than 15 seconds

• Frameless design available in lengths up to 40 ft., side/end heights up to 72 in., a standard front mount hoist and a swing gate-style tailgate • Various configurations and options available to meet specific hauling needs www.forconstructionpros.com/12115387

The Airtow drop-deck trailers feature an enclosure made with galvanized Z-bars, heavy-duty siding and cam-lock doors.

• Fully automatic self-adjusting air suspension with Air-float swingarm axles that pivot on extra-large tapered roller bearings and ride on Firestone air bags • Suspension system adjusts to match weight being carried and compensates for side to side weight differences www.forconstructionpros.com/12239296

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 Landoll 900D Series Traveling Tail Trailers The 900D Series traveling tail trailer is equipped with a hydraulic operating system (HOSS) and a Grote high-visibility lighting package.

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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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• User-friendly control panel located at chest height and designed to allow installation of optional features directly onto the control panel www.forconstructionpros.com/12187483

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 Talbert 55SA-TELE Heavy-Haul Trailer

 Towmaster Deck-Over T-40 Trailer The T-40 deck-over trailer is built on a heavy-duty, one-piece, formed 16-in. I-beam main frame and I-beam crossmembers with a 20-ft. white oak wood deck that provides ample room for most equipment hauling.

• One-piece cold-formed frame rails • 5-ft. steel angle iron beavertail with 12° angle • Hutchens 9700 adjustable suspension • Two-way spring-assist ramps

The 55SA-TELE heavy-haul trailer features a 20-in. deck height to optimize headspace for taller equipment.

• 54-ft. deck length when open or can retract to 32 ft. 6 in. for an overall trailer length of 53 ft. to eliminate permit requirements • Can be set up as four-axle close coupled, 2 + 2 spread axle or 3 + 1 spread axle configuration • 90-in. swing radius can be extended to 114 in. with 24-in. pinned and hinged gooseneck extension

• Four D-ring tie-downs per side

• Includes the ENitro nitrogen-assisted dampening system and air ride suspension

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TRAILERS

 Felling Pan Series Trailers Pan series drop-deck trailers are constructed of a structural channel tongue, fabricated steel pan sides and Jr. I-beam crossmembers.

• Four models with 16- to 18-ft. main deck lengths and 7,480- to 14,800-lb. capacities • Enhanced to increase the ramp width from 14 to 16 in.

• Electric brakes on all axles • Standard dual tail lights and EZ Lube Hubs • Gooseneck A-frame coupler hitch option www.forconstructionpros.com/12311914

 XL 80 Power Tail Trailer from XL Specialized Trailers The XL 80 Power Tail trailer features a hydraulic fold-under flip tail ramp for quick loading and unloading of hard-to-load medium-duty equipment.

• Load angle of 10° accommodates aerial lifts, rollers, forklifts and paving equipment • Rated at 80,000 lbs. overall and 50,000 lbs. concentrated in 10 ft.

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ALL THINGS CONSTRUCTION, ALL UNDER ONE ROOF. • Digital issues • Spec guides • Construction news • Industry directories • Video network • Featured articles • And more!

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INDUSTRY UPDATE

JCB MAKES DIRECT INVESTMENT IN WEST COAST DISTRIBUTION JCB North America has acquired the business and goodwill of west coast dealer, JCB of Southern California (SoCal) from its current owner, Yale/Chase Equipment and Service Inc. In the coming weeks, JCB North America will assume responsibility for dealership operations, including the sales and support of JCB construction equipment, to customers throughout the greater Los Angeles area and neighboring counties.

The business will continue to operate under the trading name, JCB of Southern California.

“The Los Angeles to San Diego corridor, including Valencia on the north and San Bernardino to the east,

is an important market for JCB in North America,” said David Hill, vice president of JCB West Coast. “The Yale/Chase team has established a solid foundation for JCB of SoCal over the past six years. We’re excited to build on their work, and invest further, to deliver the construction equipment and service that JCB customers demand.”

To ensure a seamless transition and mitigate impact to JCB customers, several members of the existing Yale/ Chase team will remain with JCB of SoCal under new JCB ownership.

“Building the JCB dealership has been a rewarding challenge,” said Roger Ketelsleger, owner and CEO of

Yale/Chase Equipment and Service Inc. “The time is right for JCB to bring their passion for the business and knowledge of the region, to take JCB of SoCal to the next level.”

JCB is the world’s largest privately-owned manufacturer of construction and agricultural equipment.

At 22 plants spanning four continents - and countries including the United States, the United Kingdom, China, India and Brazil - JCB manufactures a range of more than 300 products including Loadall telescopic handlers, backhoe loaders, excavators, wheel loaders, compact excavators, skid steer loaders, compact track loaders, Access aerial work platforms, rough terrain forklifts and Fastrac tractors.

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Vac-Tron Vacuum Excavators Increase Bottom Line for Texas First Rentals A strong dealer support network combined with a safe and reliable product are yielding satisfied customers and increased revenue for Texas First Rentals, sister company to Holt Cat, one of the largest Caterpillar Dealers in the US. At Texas First, you can rent the Cat equipment you’ve always trusted for your toughest jobs – plus a whole lot more: equipment from Genie, JLG, Sullair, Wacker, LayMor, Vermeer, and other top-notch manufacturers including Vac-Tron Equipment.

PROJECT CHALLENGE Finding the perfect vacuum excavator and industrial vacuum equipment to add to the rental fleet. “The most important factors in determining what fleet we bought was the relationship we have with our dealer support network and the fact that we can utilize one model and maintain a commonality of parts,” said Colin Martin, district manager of Texas First.

SOLUTION Vac-Tron Equipment vacuum excavators and industrial vacs. “We started buying the Vac-Tron machine when we initially started the company back in 2015. It’s a product that appears across all our stores, we have about 15 stores across the state of Texas,” said Martin.

Michael Rutledge, outside sales rep added, “The best advantage for us to be carrying Vac-Tron is our competitors don’t, so we have the upper edge. So, for an outside sales rep, its an absolute gold winner.

For more information, visit www.forconstructionpros.com/news/21022063 The hydro vac makes it simpler and safer to use than the conventional excavator.”

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INDUSTRY UPDATE

United Rentals Dedicates Ridgefield Park Location to First Responders of September 11 LIFT YOUR BOTTOM LINE For years, UPequip offers a full line of rental ready compact aerial lifts and cranes for the most complicated, demanding and cramped jobsite.

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United Rentals Inc. dedicated its Center of Excellence, a designated training branch for new and existing employees, in Ridgefield Park, NJ to the First Responders, including those who lost their lives in the tragic September 11, 2001 events.

At the ceremony, David Hobbs, senior vice president of operations, United Rentals, presented a $100,000 donation from the company to The National September 11 Memorial & Museum. The donation will help fund the Memorial Glade, a dedicated space integrated into the Memorial Plaza that honors ground zero rescue and recovery workers as well as those who are sick or have died from exposure to World Trade Center toxins.

With over 200 people in attendance, the event included a flag ceremony in the front of the building, followed by a building dedication with a ribbon cutting and revealing of a plaque in honor of First Responders. The ceremony brought together government officials from Ridgefield Park, law enforcement and fire department representatives from New Jersey and New York City, and United Rentals employees and executives. The Stephen Siller Tunnel to Towers Foundation was also present.

“This dedication honors those who serve the community every day and those who lost their life,” said Hobbs. “United Rentals has previously dedicated other Centers of Excellence facilities to the various branches of the military, and we are proud to dedicate our Ridgefield Park building to the First Responders of September 11. The events of 9/11 are an integral part of the history in this region so we wanted to show our ongoing appreciation and dedication to this community and our country.”

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MULTIQUIP OPENS NEW LOGISTICS AND TECHNICAL SUPPORT CENTER Multiquip is opening an all-new 188,000-ft² logistics and technical assistance center in San Bernardino, CA. Located within a growing hub of logistics and distribution centers, it is 90 minutes from the Port of Los Angeles, and near two interstates, a major rail corridor and several regional airports.

The new facility will stock finished goods for Multiquip’s construction equipment and power equipment product lines. Service parts, formerly warehoused in Boise, ID will be also be inventoried with stocking locations optimized to improve order fulfillment capabilities.

The office area will be the home base of Multiquip’s technical assistance center (MTAC). Staffed with industry veterans, the MTAC team is known for providing quick and accurate resolution on parts question or technical support concerns for any Multiquip products.

“We are committed to continuously improving the customer experience.” says Juan Quiros, vice president, engineering and product support. “Having our parts and technical support team in one location, with access to equipment and service parts, improves efficiencies and customer response time.”

The company’s University of Multiquip program will also benefit from the facility. Customers attending sales and service training classes will be welcomed by a state of the art classroom with expanded service lab and demonstration areas. The first class in the facility is scheduled for November 2018.

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INDUSTRY UPDATE

John Deere and Wacker Neuson Enter Strategic Supplier Agreement for Compact Excavators As demand for John Deere construction equipment increases around the globe, the Moline-based manufacturer is entering into a strategic supplier agreement with Wacker Neuson to initially provide compact excavators in China, Southeast Asia and Oceania. The models will range from 1.7 to 7.5 tons (17007500 kg) and are specifically designed and manufactured for customers in the growing Asia-Pacific marketplace. The objective of the partnership is long-term collaboration in key growth markets.

“In partnering with Wacker Neuson, John Deere is leveraging the experience and success of their innovative and strongly customer-focused products to help us

further develop our position in the Asia-Pacific region,” said David Thorne, senior vice president, sales & marketing, John Deere Construction & Forestry. “These excavators are purpose-built to meet the demands of customers, and will be John Deere branded and sold through John Deere dealers.”

While both companies are committed to long-term strategic collaboration, the agreement will run for five years and can be extended in five-year increments. The initial rollout of four compact excavator models will begin in early 2019, and will predominantly be sourced from the new Wacker Neuson factory in Pinghu, China.

VPR 450 Paver Roller

The rental solution for hardscapers.

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Service and support of these machines will be offered through the John Deere dealer network.

The Wacker Neuson Group is an international family of companies headquartered in Munich, Germany. As a leading manufacturer of light and compact equipment globally, they have over 50 affiliates and 140 sales and service stations.

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Hatz Diesel wants to partner with quality dealers to better serve the fastgrowing number of OEMs using Hatz Engines in their products. The benefits are many. Not only will you establish yourself with a premier diesel engine manufacturer, but you’ll be aligned with the Hatz Distributor Network that excels in capability and support.

Plus, you’ll receive discounts on parts, replacement engines, be reimbursed for warranty work and receive training and full support. For more information about becoming a Hatz Dealer, contact your local Hatz Distributor or contact Hatz Diesel of America.

(262) 544-0254 | sales@hatzusa.com hatzusa.com Search: 10073233 www.ForConstructionPros.com/RENTAL

10/9/18 2:46 PM

UNITED RENTALS TO ACQUIRE BLUELINE RENTAL FOR $2.1 BILLION United Rentals Inc. and BlueLine Rental announced they have entered into a definitive agreement under which United Rentals will acquire BlueLine from Platinum Equity for approximately $2.1 billion in cash. The board of directors of United Rentals unanimously approved the agreement. The transaction is expected to close in the fourth quarter of 2018, subject to Hart-Scott-Rodino clearance and customary conditions.

BlueLine is one of the 10 largest equipment rental companies in North America, serving over 50,000 customers in the construction and industrial sectors with a focus on midsized and local accounts. The company has 114 locations and over 1,700 employees based in 25 U.S. states, Canada and Puerto Rico. For the trailing 12 months ended August 31, 2018, BlueLine generated an estimated $313 million of adjusted EBITDA at a 39.8% margin on $786 million of total revenue.

STRONG STRATEGIC RATIONALE ■■ BlueLine’s footprint will increase United Rentals’ capacity in many of the largest metropolitan areas in North America, including both U.S. coasts, the Gulf South and Ontario.

■■ The addition of BlueLine’s fleet will expand United Rentals’ fleet by over 46,000 rental assets with an original cost of approximately $1.5 billion.

Michael Kneeland, chief executive officer of United Rentals, said, “The acquisition of BlueLine meets all of our criteria for long-term, profitable growth at attractive returns. We’re executing our strategy of ‘growing the core’ in a strong demand environment to drive superior value for our customers and shareholders. Our company will be going to market with more talent, capacity and customer diversification than ever before.”

Kneeland continued, “There are some distinct advantages to the BlueLine integration, such as our common technology systems and strong safety cultures. BlueLine has a fleet mix that complements our own, and a welldiversified base of mid-sized and local customers, many of whom can use our specialty solutions. We expect to complete the acquisition in the fourth quarter, setting the stage for an exciting 2019. I look forward to welcoming our new colleagues very soon.”

For more information, visit

www.forconstructionpros.com/news/21021741

CASE SITEWATCH SUPPORTS NEW AEMP TELEMATICS STANDARD CASE Construction Equipment announced that its CASE SiteWatch telematics portal is now aligned with the new Association of Equipment Management Professionals (AEMP) 2.0/ISO-15143-3 standard. The AEMP-compatible portal is populated with data provided by equipment manufacturers in a standardized format to ensure a practical and intuitive user experience for the contractor/equipment owner. This allows owners of a mixed fleet to access the telematics data of all their AEMP 2.0 equipment in a single place, gaining efficiency in running their operation.

For more information about telematics and the full breadth of CASE SiteWatch solutions, visit a CASE dealer, or learn more online at http://CaseCE.com/SiteWatch.

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OCTOBER/NOVEMBER 2018

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Statement of Ownership, Management, and Circulation

ADVERTISER’S INDEX

(Requester Publications Only) 1. Publication Title

2. Publication Number

3. Filing Date

ADVERTISER PAGE

ADVERTISER PAGE

Rental

686-370

September 15, 2018

Abbott Rubber Company....... 65

Orion Software....................... 41

4. Issue Frequency

5. Number of Issues Published Annually

6. Annual Subscription Price

Perkins Engines Company Limited................... 68

Jan/Feb, Mar, Apr, May, Jun/Jul, Aug/Sep, Oct/Nov, Dec

8

American Honda Motor Co................................. 33

Free to Qualified Subscribers

Barreto Manufacturing Inc...... 7

Power Pusher, Division of Nu-Star, Inc......................... 56

Bobcat..................................... 43 CK Power................................ 55 CNH - Case Corporation........... 5 DEUTZ Americas..................... 15 Dieci United States................. 58 Ditch Witch............................. 13 Essex Silverline........................ 65 General Pipe Cleaners....... 10-11 Hatz Diesel Of America, Inc............................ 62

Precision Components............ 51 ROEDA.................................... 65 Skyjack Inc................................. 9 Snorkel.................................... 17 Sotcher Measurement Inc...... 56 Sullair...................................... 52 Trojan Battery......................... 47 TVH Parts Co........................... 53 Uline........................................ 63

IPAF Int’l - Powered Access Federation................... 19

UP Equip................................. 60

Kobelco Construction Machinery............................... 37 Kohler Company....................... 2 Kubota Tractor Corporation............................ 23 L.B. White............................... 59 Landoll Corp. Trailer Div........ 49 LBX Company LLC................... 25

Contact Person

AC Business Media 201 N. Main Street, 5th Floor Fort Atkinson, WI 53538

Telephone

Wendy Chady

(920) 542-1225 8. Complete Mailing Address of Headquarters or General Business Office of Publisher

AC Business Media, 201 North Main Street, 5th Floor, Fort Atkinson, WI 53538 9. Full Names and Complete Mailing Addresses of Publisher, Editor, and Managing Editor Publisher (Name and Complete Mailing Address)

Eric Servais, Publisher 201 N. Main Street, 5th Floor Fort Atkinson, WI 53538 Editor (Name and Complete Mailing Address)

Jennifer Lescohier, Editor 201 N. Main Street, 5th Floor Fort Atkinson, WI 53538 Managing Editor (Name and Complete Mailing Address)

Terex USA.......................... 35, 61

Heat Wagon........................... 42

Jenny Products, Inc................. 29

7. Complete Mailing Address of Known Office of Publication (Street, City, County, State, and Zip+4)

Wacker Neuson Corporation............................ 31

10. Owner (Do not leave blank. If the publication is owned by a corporation, give the name and address of the corporation immediately followed by the names and addresses of all stockholders owning or holding 1 percent or more of the total amount of stock . If not owned by a corporation, give the names and addresses of the individual owners. If owned by a partnership or other unincorporated firm, give its name and address as well as those of each individual owner. If the publication is published by a nonprofit organization, give its name and address.)

Full Name

Complete Mailing Address

ACBM, LLC, Barry Lovette, CEO

201 N. Main Street, 5th Floor, Fort Atkinson WI 53538

11. Known Bondholders, Mortgagees, and Other Security Holders Owning or Holding 1 Percent or more of Total Amount of Bonds, Mortgages or Other Securities. If none, check here.  None Full Name

Complete Mailing Address

Weber Machine (USA) Inc...... 62 Western Global....................... 27 Windy Ridge Corporation...... 64 World of Concrete.................. 67 This index is provided as a service.

The publisher does not assume liability for errors or omissions.

12. Tax Status (For completion by nonprofit organizations authorized to mail at nonprofit rates) . (Check One) The purpose, function, and nonprofit status of this organization and the exempt status for federal income tax purposes:

 Has Not Changed During Preceding 12 Months  Has Changed During Preceding 12 Months

PS 3526-RTitle Facsimile, July 2014 13. Form Publication

14. Issue Date for Circulation Data Below

Rental

Aug/Sep 2018

15. Extent and Nature of Circulation

Average No. Copies

a. Total Number of Copies (net press run) Outside County Paid/Requested Mail Subscriptions stated on

No. Copies of Single

Each Issue During

Issue Published

Preceding 12 Months

Nearest to Filing Date

20887

20683

16139

17346

0

0

2

1

(1) PS Form 3541. (Include direct written request from recipient, telemarketing and b. Legitimate

Internet requests from recipient, paid subscriptions including nominal rate subscriptions,

Paid and/or Requested

employer requests, advertiser's proof copies, and exchange copies.)

(2) In-County Paid/Requested Mail Subscriptions stated on PS

Distribution

Form 3451. (Include direct written request from recipient, telemarketing and internet

(By Mail

requests from recipient, paid subscriptions including nominal rate subscriptions,

and Outside the Mail)

employer requests, advertiser's proof copies, and exchange copies.)

(3) Sales Through Dealers & Carriers, Street Vendors, Counter Sales, and Other Paid or Requested distribution Outside USPS. (4) Requested Copies Distributed by Other Mail Classes

0

0

16141

17347

4514

3141

0

0

Through the USPS. (e.g. first-Class Mail) c. Total Paid and/or Requested Circulation [Sum of 15b(1), (2), (3), (4)] (1) Outside County Nonrequested Copies stated on PS form 3541. (include sample copies, requests over 3 years old, requests induced by a premium,

Non-explosive cracking agent For breaking up concrete, boulders, and bedrock.

d. Nonrequested

bulk sales and requests including association requests, names obtained from

Distribution

business directories, lists, and other sources)

(By Mail

(2) In-County Nonrequested Copies stated on PS form 3541.

and Outside

(include sample copies, requests over 3 years old, requests induced by a premium,

the Mail)

bulk sales and requests including association requests, names obtained from business directories, lists, and other sources)

(3) Nonrequested Copies Distributed Through the USPS by Other Classes of Mail.(e.g. First-Class Mail, nonrequestor copies mailed in

Wholesale pricing includes shipping to your door.

4562

3158

20704

20505

g. Copies Not Distributed

183

178

h. Total (Sum of 15f and g)

20887

20683

78.0%

84.6%

i. Percent Paid and/or Requested Circulation (15c / 15f x 100)

One product for all temperatures; lowest cost per cubic yard.

0 17

(include pickup stands, trade shows, showrooms, and other sources)

e. Total Nonrequested Distribution (Sum of 15d (1), (2), and (3)) f. Total Distribution (Sum of 15c and e)

Simply mix with water and pour into 1-1/4” to 1-3/8” diameter holes.

0 49

excess of 10% Limit mailed at Standard Mail or Package Services Rates)

(4) Nonrequested Copies Distributed Outside the Mail

Statement of Ownership, Management, and Circulation

*if you are claiming electronic copies, go to line 16 on page 3. If you are not claiming electronic copies, skip to line 17 on page 3.

(Requester Publications Only) PS Form 3526 -R Facsimile, July 2014

Average No. Copies

16. Electronic Copy Circulation

No. Copies of Single

Each Issue During

Issue Published

Preceding 12 Months

Nearest to Filing Date

a. Requested and Paid Electronic Copies

-

-

b. Total Requested and Paid Print Copies (Line 15C) + Requested/Paid Electronic Copies (Line 16a)

-

-

c. Total Copy Distribution (Line 15F) + Requested/Paid Electronic Copies (Line 16a)

-

-

d. Percent Paid and/or Requested Circulation (Both Print & Electronic Copies) (16b divided by 16c X 100)  I certify that 50% of all my distributed copies (electronic & print) are legitimate requests or paid copies

Windy Ridge Corporation Tamworth, NH • 800-639-2021 www.betonamit.net Search: 10075238

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RPN1018_64-65_SOOIndex.indd 64

17. Publication of Statement of Ownership for a Requester Publication is required and will be printed in the October/November issue of this publication.

18. Signature and Title of Editor, Publisher, Business Manager, or Owner

Date

09/15/2018 Barry Lovette, CEO I certify that all information furnished on this form is true and complete. I understand that anyone who furnishes false or misleading information on this form or who omits material or information requested on the form may be subject to criminal sanctions (including fines and imprisonment) and/or civil sanctions (including civil penalties).

PS Form 3526 -R Facsimile, July 2014

www.ForConstructionPros.com/RENTAL

10/8/18 3:35 PM

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10/8/18 3:35 PM

EYE ON RENTAL // B y

Dick Detmer

What Makes Rental Businesses Seem PROFESSIONAL? How to build an image that exudes legitimacy so you can attract more customers

I

was asked to give my thoughts and opinions concerning “what makes a rental company seem legitimate and professional.” The editor of this magazine, Jenny Lescohier, wrote in the June/July issue of her satisfying rental experience with a rental company which operated out of a storage unit. Even though I have never been to this company, I believe there are a relatively large number of rental companies that at one time had a very meager facility in their history.

Two of my rental company customers, for example, had their beginnings operating out of storage units. For them, storage units were necessary stepping stones. They had started their businesses years before I worked with them. They improvised and made do with what they had to work with. These talented and very professional individuals grew their companies tremendously through their diligence, hard work and by implementing increasingly sophisticated facilities and systems. Many of you have had remarkable success as well and deserve to feel proud of your accomplishments.

Not very long ago it would have been almost unimaginable that big box home improvement centers (with their relatively stark warehouse appearance) would be able to compete successfully in the age of retail-looking hardware stores. But they succeeded and now dominate traditional retailers in many markets. Change happens.

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RPN1018_66-68_EyeOnRental_JAL.indd 66

Certainly, the internet has helped to transform how customers view rental companies in their market area.

One could argue that the cost of entry into legitimacy has been lowered by the low cost of having a website. On the other hand, perhaps in this age of online shopping, advertising and searches, the nontraditional companies have turned more people onto renting and are increasing business opportunities for all rental businesses in their market areas.

I remain a firm believer in the massive growth and profitability power of a visually impactful and well-designed showroom, an efficient warehouse and a production-focused service area. Some business owners might not know the value of these investments or for a wide variety of their own reasons, might not choose to make these investments. Business models differ widely just as there are different reasons why individuals start their rental businesses.

I believe that everyone should do what they can to promote more professionalism in our industry. The age,

condition, selection and quality of your rental fleet; the knowledge and skill level of your staff; the processes and procedures of your company; and a host of other important factors all influence the degree to which customers view your company as legitimate and professional.

Keep it fresh There are so many opportunities to build an even more professional image. One example that’s critically important is keeping the rental equipment fleet fresh. It’s wise to periodically take an objective, indepth analysis of your entire fleet.

(I assist my customers at least once a year with this very important activity.) The costs associated with growing and maintaining a “fresh fleet” are high and getting higher, but it’s so important to the continued growth and prosperity of your company to make more precise inventory decisions that are based in large part on an accurate, objective analysis.

In conclusion, it’s wise to continue to invest in your rental company’s professionalism. Always remember, however, that there are different approaches to operating a rental business. What is traditional and normal to some might not have the same importance to other rental business operators. In the end, the customer is the one who determines whether or not a rental company is worthy of his or her patronage. ■

Dick Detmer is a nationally recognized consultant, lecturer and writer with 35 years of experience in the equipment rental industry, including 30 writing the Eye on Rental column for Rental. For consulting, training or to order one of his books, visit www.detmerconsulting.com. Dick can be reached directly at dick@detmerconsulting.com or at (309) 781-3451.

www.ForConstructionPros.com/RENTAL

10/9/18 9:12 AM

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