Rental October/November 2019

EXCLUSIVE INTERVIEW REVEALS

Why ANSI Standards Matter to Your Business

October/November 2019

OUR

TOP PICKS 2019

FOR YOUR INVENTORY

Find the latest news at www.ForConstructionPros.com/RENTAL

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October/November 2019

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FOR YOUR IN

Find the latest news at www.ForConstructionPros.com/RENTAL

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TOP PICKS 2019

FOR YOUR INVENTORY

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 2019 Editor’s Choice Awards represent the equipment rental industry’s best products that garner the most interest from end-users and rental professionals alike.

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The new favorites on the rental scene, KOHLER mobile generators feature patented plug ’n’ play technology for easy paralleling. Plus, our gaseous generators are loaded with diesel-style touch points, including onboard fuel tanks for any application. Like we said, “everything.” ®

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VOLUME 41 ISSUE 7

OCTOBER/NOVEMBER 2019

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Chosen for several factors, these products represent models that garner the most interest from endusers and rental professionals alike.

SPECIAL SECTION: 2019 EDITOR’S CHOICE AWARDS 2019

28

SPECIAL REPORT: SOFTWARE Prevent, Predict and Prescribe with Today’s Software Solutions for Maintenance

IN EVERY ISSUE 06 Everybody’s Business Sunset on 24 Years of Rental

08 Manager’s Digest 12 Market Watch Rental professionals talk about which inventory items are turning a solid ROI, and which are a drain on the bottom line

50 Industry Update 60 Eye on Rental Best practices for implementing new tech into your business.

www.ForConstructionPros.com/RENTAL

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Equipment telematics and management software systems streamline service procedures and reduce downtime.

36

PRODUCT ROUNDUP Software

38

CONSTRUCTION SUPPORT EQUIPMENT Compact Equipment Faces Rapid Change

More efficient powerplants and a move toward electrification drive equipment design.

46

EXCLUSIVE INTERVIEW Why New ANSI Standards Matter to Your Business

48

PRODUCT ROUNDUP Trailers

OCTOBER/NOVEMBER 2019

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VOLUME 41 ISSUE 7

CONTENTS

OCTOBER/NOVEMBER 2019

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COVER: TOC SPECIAL SECTION OR COVER STORY

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RentalWATCH Rental TOC SECTION

Designed With You in Mind

BUYERS GUIDE

Fast, Relevant Product Information

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Market and information you need to run your equipment Updates rental business. Just point your browser to

www.ForConstructionPros.com/

IN EVERY ISSUE

RENTAL/inventory features the

00

www.ForConstructionPros.com/RENTAL, and scroll for Get all the latest information the latest reports. Whether you’re using your desktop, pertaining to the topics that laptop, tablet or smartphone, you get the same simple-tomatter most SECTION to your business.

TOC navigate experience, only faster than ever before.

LookArticle here dailyTitle for the news andTOC information you need description no Indent. Idi dioriae most.

To subscribe, go to debisto exceatem eos perovitatium exeratio www.ForConstructionPros. discitfagu magnatio. com/subscribe/email.

VISIT TODAY!

www.ForConstructionPros.com/RENTAL

00

TOC SECTION Join Our Social Article Title Media Community TOC description no Indent. Idi dioriae

www.Facebook.com/ perovitatium exeratio debisto Check exceatem out eos our Facebook RentalMagazine discitfagu magnatio. page and join our Twitter Rental@RentalMagazine

feed. Leave a comment, post some news and photos, or just catch up TOC SECTION on the latest Article Title happenings TOC description no Indent. Idi dioriae in the perovitatium exeratio debisto exceatem eosworld of discitfagu magnatio. equipment rental.

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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 00 Everybody’s up-to-date list of what today’s Business leading manufacturers have to offer.

A.

00 Manager’s Digest

D Y I

NEWS FEED

00 Market Watch Slower Growth B. Predicted for Equipment Rental Revenue The new five-year forecast from the calls Products for rental 00ARA New revenues in North America to surpass C. $71 billion in 2023.

B D

www.ForConstructionPros.com/21083013

Industry [PODCAST]00 IPAF Urges Update Industry Collaboration on D. MEWP Accident Reporting Project to Promote Safety www.ForConstructionPros.

00 Eye on Rental

L

com/21086558 E.

www.ForConstructionPros.com/RENTAL

9/30/19 9:50 AM

© ow

DECLARE YOUR INDEPENDENCE YOU GO IT ALONE. BUT YOU DON’T HAVE TO.

We have an independent streak, too. While others only make time for the bigger companies, our roots are anchored in the rise of small business and bootstrapping. Others talk about “hustle culture”. We never thought working hard for your business needed a name. Our two goals? Earn your trust, and support your rental business.

LET’S TAKE IT ON TOGETHER: CaseCE.com/Rental.

©2019 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

C

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

jlescohier@ACBusinessMedia.com

™

W

PRODUCT NEWS INSIGHT ■

■

www.ForConstructionPros.com/RENTAL

SUNSET

ON 24 YEARS of Rental

Published by AC Business Media 201 N. Main Street, 5th Fl 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 Manager Angela Franks

Bruno Giuliani/istock/Getty Images Plus

Saying farewell to this inspiring audience is bittersweet in an era of rapid change What does it take for you to get - is changing rapidly, and while fired up, to get inspired, to feel gratithe transition offers many exciting fied and fulfilled in your daily life? Is opportunities, it also sparks the need it making money? Is it creating somefor some of us to take a deeper look thing meaningful? Is it as simple as at the path we’re on and the direction getting stuff done? we’re headed. The possibiliIf you work in the ties are always endless. equipment rental industry, Thank you for your I’ll bet the answer involves attention and readership at least a little bit of these over the past quarter of a two things: You enjoy century. The folks that make helping people and solvup the equipment rentTHE ing problems. If you boil al industry are truly some your job down to its most POSSIBILITIES of the hardest working, essential elements, that’s ARE ALWAYS resourceful, warmest and really what you do. friendliest people anyone ENDLESS. It’s been 24 years since will find anywhere. While I started on this magazine my role has been more and over the course of my observer than participant, I career, I’ve built up a treappreciate the welcome I’ve mendous respect for all of always received at industry you in this audience. When I think events or whenever I’ve walked into back to what attracted me to Rental, your place of business. part of it was the relatability of the This industry has an exciting people and the work we write about. future and will see many changes in It all just made sense to me then, and the near and long term. Along the way, this is still very true today.

I hope you will all remain inspired by Despite my remaining affinithe prospect of helping others through ty for this audience, it’s time for me creative solutions. What could be to say goodbye to Rental magazine more important than that? and seek new opportunities. The Cheers to old friends and new business world - media in particular beginnings!

6

OCTOBER/NOVEMBER 2019

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Advertising Sales (800) 538-5544 Kris Flitcroft

kflitcroft@ACBusinessMedia.com

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sdunphy@ACBusinessMedia.com

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Tom Lutzke

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www.ForConstructionPros.com Digital Operations Manager

Nick Raether nraether@ACBusinessMedia.com

Director of Digital Strategy

Joel Franke jfranke@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

AC Business Media Chief Executive Officer Chief Financial Officer Chief Digital Officer Chief Content Officer Chief Revenue Officer

Barry Lovette JoAnn Breuchel Kris Heineman Christoph Trappe Amy Schwandt

Published and copyrighted 2019 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, 5th Fl., 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. Vol. 41, Issue 7, October/November 2019

www.ForConstructionPros.com/RENTAL

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9/30/19 10:04 AM

MANAGER’S DIGEST

$6.8B in Tariff Costs to U.S. Businesses and Consumers is Highest Monthly Total in History New data released by Tariffs Hurt the Heartland, a coalition of more than 150 associations from every sector of the U.S. economy, shows that tariffs cost U.S. business and consumers $6.8 billion in July, the highest monthly total in U.S. history. The $6.8 billion in overall tariffs paid is a 62% increase from July 2018, driven by $3.5 billion in new tariffs on goods imported from China.

July marked the first full month of data collected after tariffs on many of those products increased from 10% to 25% earlier this year. The data does not include recent and upcoming tariff increases on nearly $300 billion in additional imports.

“These historic tariff increases are what’s causing significant uncertainty for American employers, leading to less investment, higher prices and fewer job opportunities,” says Jonathan Gold, Tariffs Hurt the Heartland spokesman. “You can’t budget for a double-digit tariff increase… The administration needs to use upcoming negotiations to end a trade war that truly has no winners.”

In total, American taxpayers have now paid over $30 billion in extra import tariffs from the beginning of the trade war in 2018 through July of this year. Recent data also showed how the trade war and retaliatory tariffs are dragging down American exports. The July data shows that American exports being targeted for retaliation have now declined for 13 straight months when compared to the same month in the previous year.

“These tariffs are increasingly hurting American workers and their families,” stated Dennis Slater, president of the Association of Equipment Manufacturers. “U.S. taxpayers have paid over $30 billion in extra import tariffs according to the new data released today and that number will rise as the situation worsens. It shows again that these tariffs don’t work and are serving as a tax on American consumers. It’s time to end this trade war. Americans across the country, including our industry’s 1.3 million men and women, deserve better.”

While the tariffs paid by Americans are at historically high levels, the situation has only grown worse recently. Tariffs on products currently at 25% are now set to increase to 30% on October 1. Tariffs of 15% on an additional $112 billion in Chinese imports took effect on September 1, and another $160 billion in Chinese imports will face 15% tariffs on December 15.

The data released today is part of a monthly Tariff Tracker that Tariffs Hurt the Heartland has launched in conjunction with The Trade Partnership, which compiles monthly data released by the U.S. government. The monthly import data is calculated using data from the U.S. Census Bureau. The monthly export data is compiled using data from the Census Bureau and the U.S. Department of Agriculture. As part of the Tariff Tracker project, Tariffs Hurt the Heartland is also releasing data on how individual states have been impacted by increased import tariffs and declining exports.

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$3.6 BILLION IN MILITARY CONSTRUCTION FUNDING DIVERTED TO BUILD BORDER WALL

Secretary of Defense Mark Esper has authorized the diverting of $3.6 billion in military construction funds for 11 wall projects on the southern border with Mexico, according to defense officials and a letter from Esper to the Senate Armed Services Committee, which has been obtained by CNN. In his letter, Esper told Congress he has “determined that 11 military construction projects along the international border with Mexico, with an estimated total cost of $3.6 billion, are necessary to support the use of the armed forces in connection with the national emergency.”

The letter does not include the word “wall,” as is typical in Defense Department announcements of this kind, but details how the funds will be used for new fencing projects at various border locations.

The announcement fulfills a promise made

by President Donald Trump in February to tap military construction funds to build his border wall.

Defense Department officials say 127 military construction projects are being put on hold in order to use the $3.6 billion to fund building 175 miles of southern border wall.

Construction is expected to begin in about 135 days in areas where the federal government already owns the land along the border, including the Department of Defense’s Barry M. Goldwater test range in Arizona, according to Deputy Under Secretary of Defense Comptroller Elaine McCusker.

McCusker said projects on private land could go past 2020 due to issues involved with land acquisition.

www.ForConstructionPros.com/RENTAL

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LARGEST SINGLE WAGE RECOVERY IN HISTORY Governor Andrew M. Cuomo announced that a joint investigation between the New York State Department of Labor and the Manhattan District Attorney’s Construction Fraud Task Force has led to a plea agreement that will return approximately $6 million in stolen wages to about 500 welders and iron workers, the largest single wage recovery in DOL’s 115-year history. The investigation began following a referral by the Manhattan District Attorney and Iron Workers Local 361 in February 2018.

The joint investigation revealed that from November 2013 until December 2017, AGL Industries — based in Maspeth, Queens County

— cheated workers out of overtime pay and wages owed and ISTOCK/GETTY IMAGES reported fraudulent financial information to the state.

When workers brought concerns about underpayment to the company, they were told that there was nothing they could do to receive their proper wages.

“With this plea agreement we’re holding AGL Industries accountable for its fraudulent practices and returning millions in stolen wages to hundreds of welders and iron workers,” Governor Cuomo said.

This monumental victory for construction workers is the latest high-profile takedown by the Task Force aiming to prosecute wage theft

to the fullest extent of the law.

The structural steel fabrication company has admitted to 3rd Degree Grand Larceny and will pay back the money on a five-year plan, starting with a $1.5 million payment last August. Company official Dominic Lofaso also pleaded guilty to a Class D felony for Grand Larceny.

In total, AGL will be responsible for $6.25 million in restitution, which in addition to wage restitution also includes $260,855 in contributions due to the state’s Unemployment Insurance fund.

In 2018, the New York State Department of Labor collected nearly $35 million and returned that money to approximately 35,000 workers victimized by wage theft and public work violations. Since 2011, DOL has recovered nearly $300 million in stolen wages and returned it to more than 280,000 workers who were cheated by their employers.

Storm Damage to Infrastructure Already

Exceeds $1B in First Half of 2019 The toll for damage from storms and floods has already reached a hefty $1.2 billion in the first half of 2019, according to the Associated Press (AP). The estimated total stems from damage in 24 states based on preliminary assessments by the Federal Emergency Management Agency (FEMA) of public infrastructure categories, and includes damage to roads, bridges, utilities, water control facilities, public buildings and equipment and parks.

The AP indicates that the total assessed for the first half of the year is likely to rise as several states complete damage assessments for recent disasters, or add to already submitted figures as more counties are included in their disaster declarations. The AP’s state-by-state figures do not include damage to levees eligible for aid from the U.S. Army Corps of Engineers, which is currently estimated at an additional $1 billion.

Chris Gallagher / Unsplash

According to National Geographic, flood risks will continue to become increasingly costly in the U.S. It reports that climate change is increasing flood risk globally, particularly in coastal and low-lying areas impacted by extreme weather events and rising seas. Rising temperatures from global warming contribute to hurricanes that move more slowly and drop more rain, funneling moisture into the atmosphere that leads to heavy rains and flooding, such as seen in California in early 2019.

A 2017 analysis shows more than 670 U.S. communities will face repeated flooding by the end of this century, and already more than 90 coastal communities are experiencing higher levels. Between 2000 and 2017, tidal flooding increased an average of 233% nationally. For the 2019 season, the National Oceanic and Atmospheric Administration (NOAA) had predicted that 200 million people in 25 states would be at flood risk.

www.ForConstructionPros.com/RENTAL

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9/30/19 10:07 AM

MANAGER’S DIGEST OUTLOOK FOR HOMEBUILDING

BUILDING MATERIALS STABLE DESPITE HEADWINDS

The U.S. homebuilding industry’s stable outlook will persist with the industry resetting at a new normal, according to a new report by Moody’s Investors Service. This outlook comes despite six months of declining private residential spending for the first half of the year.

Expenditures on new single-family homes are down a full 7.0% compared to the first six months of 2018.

Single-family housing construction starts for the first half of 2019 are 4.9% below the same period last year.

According to the new report, the stable outlook is maintained due to a stronger demand for affordable, first-time and entry-level homes, gradual improvement in new order trends throughout the year and Blake Wheeler / Unsplash continuously strong employment for the last 50 years.

These positive factors are balanced by slow revenue growth, remaining challenges of affordability and margin pressure as caused by less pricing power, more incentives and high costs, the report notes.

“We consider a strong employment environment – the most recent unemployment rate and unemployment claim figures showed the strongest conditions in nearly 50 years – to be one of the most important factors supporting the stable conditions in the housing sector. As long as wages and household real income continue to rise, the industry will continue to enjoy favorable fundamentals,” says Natalia Gluschuk, a Moody’s analyst.

Moody’s outlook for homebuilding may also find support from the Federal Reserve’s recent quarter-point interest rate cut. However, according to an article in The New York Times, “a sharp drop in mortgage rates hasn’t provided much of a lift, and that could bode poorly for the Federal Reserve’s efforts to shore up economic growth.”

For more information, visit www.forconstructionpros.com/21080771

CONSTRUCTION INPUT PRICES CONTINUE DECLINE IN AUGUST 2019 Construction input prices fell 0.6% in August and are down 0.9% year over year, according to an Associated Builders and Contractors (ABC) analysis of U.S. Bureau of Labor Statistics’ Producer Price Index data. Nonresidential construction input prices fell 0.4% for the month and are down 0.4% compared to August 2018.

Among the seven subcategories experiencing a decline in prices during the past year, the greatest declines were in energy-related categories like: ■■ natural gas (-33.3%) ■■ unprocessed energy materials (-19.1%) ■■ crude petroleum (-15.7%) ■■ Three other subcategories registered year-over-year declines

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Associated Builders and Contractors

greater than 10%: ■■ softwood lumber (-11.7%) ■■ iron and steel (-10.7%) ■■ steel mill products (-10.6%) “While there are a number of conceivable explanations for the decline in materials prices — including a weakening global economy

— the degree to which each factor is responsible remains unclear,” said ABC Chief Economist Anirban Basu.

“The International Monetary Fund has revised its 2019 global growth outlook down four times in recent months as Latin American economies continue to stumble, and Turkey, Italy, South Africa, Germany, Russia and South Korea are flirting with or entering a recession. In addition, ongoing trade disputes continue to interrupt supply chains and delay large-scale investments in a variety of industrial facilities. www.ForConstructionPros.com/RENTAL

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9/30/19 10:07 AM

INDUSTRY

INDUSTRY MARKET MARKET WATCH WATCH

By Rod Dickens, contributing editor

WHAT’S HOT, WHAT’S NOT?

Rental professionals talk about which inventory items are turning a solid ROI, and which are a drain on the bottom line ALABAMA: HOMEOWNERS ATTRACTED TO ELECTRIFICATION Located in Daphne, AL, JBT Power is primarily an OPE dealer, but the company also has a full complement of equipment in its rental inventory to accommodate both its commercial and homeowner customers. “We are a very small rental operation and don’t rent anything special or unique,” said owner Gregg Wood. “The items that rent best for us are the typical things

most rental operations have such as mini excavators and trailer-mounted articulating man lifts.

“Recently, though, we put a Stihl battery-powered pole saw in rental and it has been a hit with homeowners, being lighter and quieter than gas-powered units and having no fuel to deal with.”

In addition to equipment for lawn and landscaping projects, JBT’s rental inventory includes equipment and tools for surface preparation, concrete and masonry work, along with trailers, forklifts, and aerial work platforms.

“…WE PUT A STIHL BATTERY-POWERED POLE SAW IN RENTAL AND IT HAS BEEN A HIT WITH HOMEOWNERS, BEING LIGHTER AND QUIETER THAN GAS-POWERED UNITS AND HAVING NO FUEL TO DEAL WITH.” 12

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NORTH CAROLINA: CONSTRUCTION PROJECTS LIFTING MARKET HIGHER First Source Equipment Rental serves the commercial, small contractor, and homeowner markets in and around Burlington, NC. The company has a second location in nearby Mebane.

“We started in the equipment rental business in 2002, and over the last five years have been bulking up our inventory, especially with aerial and other high-lift equipment,” noted President John Scott. “The construction market is strong here with new apartment complexes, storage buildings, and other larger projects. This year it seems that high lift equipment just goes from one project to another.

www.ForConstructionPros.com/RENTAL

9/30/19 11:25 AM

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Delivering a standing ovation worthy performance all day, every day. Learn more about America’s best-selling diesel utility vehicle* and find your local dealer at KubotaUSA.com.

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9/30/19 11:25 AM

INDUSTRY

MARKET WATCH “IT’S COMING… ESPECIALLY AS THE PRICE OF LED AND BATTERY POWER CONTINUES TO COME DOWN. FOR NOW, DIESEL-POWERED LIGHT TOWERS ARE STILL PREFERRED

BY OUR CUSTOMERS.” Then again, we’ve had a pretty good year overall with most of our rental inventory.”

Scott mentioned that although the company has added some smaller battery-powered products to its inventory and plug-in light sticks, the market has yet to fully embrace LED solar-powered light towers and other larger battery-powered equipment. “It’s coming,” he emphasized, “especially as the price of LED and battery power continues to come down. For now, diesel-powered light towers are still preferred by our customers.”

He said the two stores are currently meeting their numbers and likely will exceed them by year’s end. Next year should be good as well, although he anticipates some fall off in September as customers “wait-and-see” for election results.

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TEXAS: THREE EARLY CHOICES STILL VERY SUSTAINABLE In business close to 60 years, Safe Way Rental, headquarted in Austin, TX, is one of the longest operating independent rental stores in the state.

With two locations in the Austin area, the company has a 70-percent commercial and 30-percent homeowner customer mix and attributes much of its success to providing what many one-stop stores can’t: excellent customer service.

It has also made more than a few good product choices over the years, according to President Dale Rundell.

“One product my brother Terry and I brought on board 10 years ago, IHI compact track loaders, has been a very strong performer. We’ve seen many similar brands come and go, but this one takes the punishment that Texas contractors can deliver like no other. The loaders are not only tough, they also have few maintenance issues.

“When the Toro Dingo first came out more than 20 years ago, we took that on, as well. The machine’s size and functionality, with so many different hydraulic tools, was an

immediate hit with homeowners. It took contractors a little more time to embrace it.

“We received incredible push back from contractors who couldn’t imagine what kind of application would be suitable for the Dingo.

After a couple years they discovered its size allowed easy access to back yards and avoided the headaches associated with dragging a truck and trailer through downtown Austin for a small project.”

Another product, scaffolding, has also withstood the test of time. “It takes a few years to get payback on your investment, but after that the product has an outstanding ROI,” said Rundell. So much so, the brothers launched a second business in 2006 dedicated exclusively to erecting and disassembling scaffolding for city utilities, industrial facilities, among other customers.

He noted the construction market in Central Texas is currently very strong. The market, along with a strong customer service culture, will likely continue to sustain sales for the above three stalwart equipment performers and the rest of Safe Way Rental’s equipment lineup.

C Y

SCAFFOLDING HAS ALSO WITHSTOOD THE TEST OF TIME. “IT TAKES A FEW YEARS TO GET PAYBACK ON YOUR INVESTMENT, BUT AFTER THAT, THE PRODUCT HAS AN OUTSTANDING ROI.”

www.ForConstructionPros.com/RENTAL

9/30/19 11:25 AM

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10/1/19 1:20 PM

INDUSTRY

MARKET WATCH “THE SCISSOR LIFTS…HAVE BEEN VERY GOOD. I HAVE GOTTEN 100 PERCENT PLUS RETURN ON BOTH OF THEM IN A RELATIVELY SHORT PERIOD OF TIME.” GEORGIA: SEEING THE LIGHT: NO MORE MISSED CALLS! In January 2018, Owen Skelly, owner of Alpha Rental in Alpharetta, GA, was contemplating adding light towers and aerial boom lifts to his rental inventory, thanks to a growing demand. Since then, he has purchased a 50-ft. JLG T500J towable boom, two Snorkel scissor lifts, and two Chicago Pneumatic light towers.

The boom lift, he noted, hasn’t taken off yet. But he expects it to get hot around Christmas and then cool considerably. “The scissor lifts,” added Skelly, “have been very good.

I’ve gotten 100 percent plus return on both of them in a relatively short period of time.

“I just bought the light towers three weeks ago. I have missed a ton of calls and expect good things from them this fall and winter.”

PENNSYLVANIA: BUSINESS UPTICK A NICE SURPRISE When you rent out more skidsteer loaders and mini excavators in one month than you did all last year, you’re doing something right.

That’s what Franklin Equipment Rental in Chambersburg, PA did this year for three months in a row, and

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company owner and president, Rick Hammond, doesn’t know why.

“I really don’t know the reason,” said Hammond.

“We’re located about an hour south of Harrisburg and 15 to 20 minutes from the Maryland border. The only thing is, there’s a lot of construction and demolition ongoing and earthmoving equipment is very much in demand. We’ve also moved a lot of lifts this year compared to last year, and we’ve added five new JLG lifts and two John Deere skid-steer loaders.”

Scaffolding has been a consistent money maker over the years, as well, he pointed out.

“The pay back is relatively fast and every few years we sell our used scaffolding to a mason or another customer. By keeping it well maintained, we get nearly as much as we paid for it.”

What has yet to take off is the company’s entry into

party and events this year, renting tables, chairs, and tents. “We currently subcontract tents,” Hammond mentioned. “Just in case rentals don’t pick up, I can always sell the tables and chairs.”

This year will mark Franklin Equipment Rental’s 20th year in business, renting primarily to smaller contractors and homeowners. A nearby military base has also proven to be a good source for customers.

The owner admits to being a bit contrary when it comes to thoughts about the potential impact of a downturn and the most effective advertising strategy. “Our business is not impacted like more traditional retail during a recession,” he emphasized. “When people can’t afford to buy, they rent.

“Yes, like other rental stores, we advertise on the internet and in social media. But this year we’ve also done more radio advertising and reinstituted our presence in the Yellow Pages.

You can almost pinpoint to the day we started in Yellow Pages by tracking our rental sales. It’s been that dramatic.”

Maybe, just maybe, the mystery to an uptick in business this year is not a mystery at all.

WHEN YOU RENT OUT MORE SKIDSTEER LOADERS AND MINI EXCAVATORS IN ONE MONTH THAT YOU DID ALL LAST YEAR, YOU’RE DOING SOMETHING RIGHT… THREE MONTHS IN A ROW.

www.ForConstructionPros.com/RENTAL

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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Please read the owner’s manual before operating your Honda Power Equipment and never use in a closed or partly enclosed area where you could be exposed to odorless, poisonous carbon monoxide.

Connection of a generator to house power requires a transfer device to avoid possible injury to power company personnel. Consult a qualified electrician. Š 2019 American Honda Motor Co., Inc.

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OUR

TOP PICKS 2019

FOR YOUR 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 2019 Editor’s Choice Awards represent the equipment rental industry’s best products that garner the most interest from end-users and rental professionals alike.

Genie Lift Tools Access Deck for Booms and Scissor Lifts The Lift Tools Access Deck for Genie Z articulating booms, S telescopic booms and GS-1930 scissor lifts provides operators with a secondary working surface by elevating them 22 in. above the platform floor.

• Weighs approximately 27 lbs. and provides more then 3 sq. ft. of additional work area

 Gehl RT105 Track Loader The new Gehl RT105 track loader is one the most compact in the market that still delivers an impressive rated operating capacity of 1,050 lbs.

• Measures 50.8 in. wide, 71.5 in. tall and 4,720 lbs., so it can work in tight spaces and is easy to transport • Powered by a 35-hp Yanmar engine with 80 ft.lb. of torque • Features Gehl’s patented IdealTrax system which automatically tensions the tracks when the engine is turned on, eliminating over-tensioning and extending the life of the tracks up to 15% www.forconstructionpros.com/21048807

• Has a 300-lb. capacity • Comes with a handle that provides operators with three points of contact when working at height • T-handle and locking pin positively lock the deck in place • Weighs approximately 25 lbs., has a 225-lb. capacity and installs to the inside of the extension deck guardrails on Genie GS-1930 scissor lift platforms www.forconstructionpros.com/21048013

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EDCO Magna-Trap Turbo-Lite Grinder 2.0 EDCO created the Turbo-Lite Grinder to fill voids between small grinders and aggressive turbo grinders. The hybrid TL9 performs like a Turbo Grinder by quickly spinning accessories and looks like a small grinder. It weighs less than 100 lbs. and folds down for easy transport.

• Powered by an outlet-friendly 110-volt motor • Built-in handlebar allows one person to carry the TL9 up and down stairs and over obstacles

 Skyjack ELEVATE Combining customer feedback with the expertise of Skyjack’s engineering team, the OEM identified the most important data from their machines, and custom tailored the telematics solution ELEVATE, which provides just that.

• Ideal for concrete stripping, grinding and removal in hard-to-access areas like basements, and compact spaces • Reinforced heavy-duty frame, powder-coated parts, enhanced dust shroud, and a simplified power switch • Folds into storage/transport position with built-in handlebar for pick up

• Through Skyjack’s strategic partnership with Trackunit, they’ve built a solution that positively impacts day-to-day business in construction rental by enabling customers to increase utilization, better plan service, monitor usage, and bill with optimal precision

• Compatible with EDCO Vortex-200 Vacuum System

• ELEVATE follows a mobile-first philosophy and can be applied to your entire fleet

The Mini-Rooter power drain cleaning machine from General Pipe Cleaners offers plenty of clog-busting power and is easy to transport, maintain and use for clearing drains from rooftop to basement, including kitchen, bath and laundry lines.

• ELEVATE mirrors Skyjack’s philosophy of being simply reliable www.forconstructionpros.com/21007573

• Compatible with EDCO Magna-Trap Core Tool option www.forconstructionpros.com/12295713

General Pipe Cleaners Mini-Rooter

• Carries 50 ft. of 1/2-in. Flexicore cable for clearing clogs in 2-, 3- and most 4-in. drain lines • Weighs just 60 lbs.

• Optional J-Drum with 50 ft. of 1/4- or 5/16-in. cables handles smaller 1-1/4- to 2-in. drain lines • 1/3-hp electric motor features a momentary contact reverse switch to protect the cables from operator abuse • Quick-release open-cage drum permits cable switching and cleaning in seconds, with minimal mess and downtime between turns • Snaps to an optional dolly for easy moving and maneuvering www.forconstructionpros.com/21077545

Generac LINKTower Light Tower

 JLG R Series Scissor Lifts Mobile Control App

The Mobile Control app enables users to drive, steer and load R Series scissor lifts while in a stowed position from an iOS mobile device.

The LINKTower portable, linkable, zero-emission LED light tower now includes more powerful 235W LED fixtures for long-lasting and efficient illumination.

• Can be used individually or as many as five units can be linked together to illuminate large areas • Impact-resistant LED light fixtures provide 39% more lumen output and have 32% more coverage

• Available as an option on new R Series lifts or for purchase as an aftermarket option for installation on previously purchased machines

• Powered by a standard 120V outlet and produces zero localized emissions

• Intuitive user interface

• Can be set up by a single person in less than one minute and ergonomic folding handles and additional caster wheel allow for one-person maneuverability

• Displays all essential features needed to run the scissors as if the operator was standing inside the platform • Horn symbol allows operator to alert jobsite personnel when machine is operating nearby

• Smaller size allows it to fit through a standard door opening

• Silent operation suited for any application in which sound is a concern www.forconstructionpros.com/21082086

www.forconstructionpros.com/21048175

www.ForConstructionPros.com/RENTAL

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2019 MQ Whiteman J3036H55 Trowel According to Multiquip, the 180-lb. MQ Whiteman J3036H55 power trowel is the first to allow contractors to convert between 36- and 30-in. guard-ring diameters to fit job requirements.

• A unique, sectional, ABS plastic rotating guard ring enables it to finish easily against walls, risers and work in confined areas

Ç Epiroc Solid Body (SB) Breakers

The SB breaker line features a Solid Body concept that eliminates common parts, enabling high durability and a slim, compact, lightweight design.

• Designed for the 0.7- to 24-ton carrier class

• Operating size is suited for general concrete finishing

• Energy recovery automatically utilizes the piston recoil energy to reduce vibration levels with a simultaneous increase in performance

• Features a four-blade spider assembly with a centrifugal clutch and a rotor speed of 60-115 rpm

• Maintenance-free high-pressure accumulator with diaphragm support

• Equipped with an easy starting 4.8-hp Honda GX160 engine

www.forconstructionpros.com/20991741

• Can be adjusted on site by exchanging components and trowel blades

www.forconstructionpros.com/21043766

È Polaris PRO XD Utility Vehicle The Pro XD utility vehicle is designed with a focus on safety, durability and serviceability to reduce downtime and increase ROI. • 25- and 15-mph speed options • Larger box to carry full-size pallet • Heavy-duty independent rear suspension for excess loads and minimal squat • Kubota 902 diesel power plant • Kevlar vinyl seats resist punctures and tears • Maintenance intervals doubled to 200 hours www.forconstructionpros.com/21033943

Ç Digga Cement Mixer This cement mixer attachment has a maximum operating capacity of 4 cu. ft. and can be used on skid-steer loaders, front-end loaders and telehandlers.

• Can mix material from cement to fertilizer • Fits the company’s line of auger drives by simply pinning the cradle to the existing auger frame and adding the mixer bowl • Switch from drilling to mixing in under 2 minutes • Smaller version with a 2.5-cu.-ft. capacity available for mini loaders and walk-behind units www.forconstructionpros.com/12285623

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s.

Being productive doesn’t have to be uncomfortable.

Every day you face a new landscape with ever-changing demands. Count on the versatility and reliability of 200 Series Skid Steer Loaders to keep you ahead of schedule. Easy hydraulic hookup lets you quickly change attachments to handle multiple jobs. Patented Super Boom ® lift technology delivers maximum reach at full height for more efficient loading. Superior visibility and operator comfort allow for more productivity and less fatigue. Rock-solid stability provides a smooth ride to work with speed and confidence.

newholland.com

s

©2019 CNH Industrial America LLC. All rights reserved. New Holland 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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2019

 Kubota SVL65-2

Lind Beacon LED Towers Lind Equipment says its Beacon LED light tower delivers as much light as a traditional light head with four 1,000W metal-halide lights, but in a completely unexpected package.

• Uses direct drive high-efficiency LED lights • Runs whisper-quiet on user-supplied generators or when attached to an external power source • Compact and weighs just over 300 lbs.

• Two can be transported in a standard pickup-truck bed • Can have a supplemental fuel tank built in with capacity to run the tower using a 2,000W generator for up to 45 hours between refueling • Two-light LE980LED-T2 requires 400W of power; four-light LE980LED-T4 requires 800W

Compact Track Loader Kubota’s SVL65-2 features an advanced multifunction valve, slide-up overhead front door and easy on/off self-leveling function.

• Advanced Multifunction Valve provides smooth operation when using simultaneous functions, such as auxiliary, boom and bucket circuits, allowing operators to get the job done faster • 68-hp unit boasts a wide working range including a rated operating capacity of 2,100 lbs. at 35% or 3,000 lbs. at 50% • Provides a reach of 34.9 in. and a hinge pin height of 118.5 in.

• Standard self-leveling feature can be engaged with the flip of a switch and keeps the bucket or forks level without the need to manually adjust the angle on the way up • Multi-function levers provide fingertip control of all major operations www.forconstructionpros.com/21046374

• User-supplied generator (1,000W to 2,000W) sits safely inside lockable, ventilated housing www.forconstructionpros.com/21060321

 ASV RT-65 Posi-Track Compact Track Loader The radial-lift RT-65 Posi-Track has a rated operating capacity of 1,925 lbs. and a 67-hp Deutz 2.2L diesel engine that requires no exhaust regeneration, exhaust sensors or diesel exhaust fluid.

• Features a lift height of 116.5 in. and tipping load of 5,500 lbs.

• Offers 12.9-in. ground clearance and ground pressure of 4.3 psi • S elf-leveling system holds attachments at a set position while lifting • Direct-drive pump eliminates servicing belt drives • O pen rail and drive sprocket ease cleaning and stretch sprocket life • S wing-out radiator, hood and engine compartment side doors enable easy access to all sides of engine compartment www.forconstructionpros.com/21048703

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 Diamond Mowers Skid-Steer

Drum Mulcher Attachment

The Skid-Steer Drum Mulcher for heavy mulching and brush clearing applications features a twospeed variable-displacement piston motor, 41 hardened steel teeth and total attachment depth comparable to a loader bucket.

• 72-in. cutting width • Mulches up to 9-in. diameter trees or brush continuously • Depth control ring allows better control for depth of cut • Replaceable liner increases shell lifespan www.forconstructionpros.com/21049597

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RPN1019

VALUE TESTIMONIAL Advertisement

IPAF MEWP SUPERVISOR TRAINING

AIDS ANSI COMPLIANCE Employers of MEWP operators must have qualified supervisors responsible to monitor and evaluate operators on a regular basis to ensure their proficiency.

Supervisors must be trained in compliance with the new ANSI A92.24 training standard, requiring The world authority in powered access. employers to ensure personnel that supervise MEWP operators are trained to: Select the correct MEWP for the job; know the regulations and standards that apply; identify and protect against hazards associated with use of MEWPs; and acknowledge that the manufacturer’s manuals must be stored in a weather-resistant compartment on the MEWP. IPAF has developed an eLearning course to train MEWP supervisors. Available from IPAF training centers, it allows trainees to register for the course and obtain a link to complete the course online, at their own pace and convenience.

The course is also available as instructor-led training at approved IPAF training centers. Supervisor training is based on theory knowledge and doesn’t require trainees to operate a MEWP, only understand the requirements for operator safety.

HALF-HEARTED TRAINING IS FINE. AS LONG AS YOU’RE OK WITH HALF-HEARTED SAFETY. Life is full of shortcuts. But running mobile elevating work platforms without trained, tested operators is a dead end. Train right. Insist on the PAL Card.

See www.ipaf.org for more information and to locate an IPAF training center near you.

Find a training center near you at IPAF.com.

MEETS OR EXCEEDS THE REQUIREMENTS OF THE NEW ANSI STANDARDS.

www.ForConstructionPros.com/RENTAL

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È Minnich Stinger Concrete Vibrator 2019

The Stinger is a 14.5-lb. double-insulated universal motor that can drive the full line of Minnich vibrator shafts and heads from 3/4 to 2-1/2 in.

• Available in 15-amp (115V) • Offers a speed range of 11,000-13,000 vpm • Standard quick disconnect adapts to the vibrator shafts and heads of many other manufacturers • Double-insulated motor runs safely when grounded systems are compromised www.forconstructionpros.com/20986167

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.

Let us help your customers with their challenges.

COMPACT ATRIUM LIFTS

16 models / 80 configurations 40’ to 139’ working height Tracked or wheeled Bi-energy or Lithium-Ion Single/ double door access

Ç MEC Micro 19 Scissor Lift The MEC Micro 19 expands the offering of MEC Micro Scissor Lifts and is an innovative alternative to vertical masts and traditional scissor lifts.

• Ultra-compact design fits into small and tight work areas including personnel and freight elevators • Delivers all the benefits of extended duty cycles and faster drive speeds shared by the full direct electric drive line of MEC slab scissor lifts • Spacious platform supports two workers with its standard 2-ft. roll-out extension deck and 500-lb. capacity www.forconstructionpros.com/21069946

È Wacker Neuson Series II Skid Steers and CTLs

The Series II large frame models include two skid steers (SW) and two compact track loaders (ST).

COMPACT TRACKED CRANES

Up to 72’ lifting height Up to 8810lbs capacity Straight and Articulated Hybrid for Indoor/outdoor use Single door access for all models

• Powered by a 74.3-hp Kohler diesel engine • Offers standard auxiliary hydraulic flow of 22.1 gpm and optional flow of 31.7 gpm • Operating weights range from 7,84010,267 lbs., with rated operating capacities from 2,400-4,500 lbs.

(50% of tipping load) • Cab fully tips forward with the loader arms down, providing complete access to all maintenance components www.forconstructionpros.com/21045585

The fastest growing brands of compact lifts and cranes in North America Join the Simple Inside ™ community and call 1 -844-UPequip Nationwide re-rental available short or long term

Visit www.UPequip.ca to built you unit on -line

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Pettibone Traverse T944X Telehandler Pettibone’s Traverse T944X telehandler is the only telescopic handler currently on the market with an extendable, traversing boom that moves loads by traveling horizontally, according to the manufacturer.

• Allows users to precisely and safely place loads forward through tight openings without repositioning the machine

 Dragon Screed

• U p to 70 in. of horizontal boom transfer allows users to precisely place loads at full lift height without having to coordinate multiple boom functions

The Dragon Screed concrete and gravel leveling equipment is designed specifically for small flatwork crews that pour big jobs.

www.forconstructionpros.com/20980959

Skid-Steer Attachment

• Attaches to a skid steer, grading and screeding with 50% less physical labor • Can be used for leveling subgrade and screeding concrete on pours from 6-22 ft. wide • Configurable to work on the sides or in front of the loader, in forward or reverse • Allows concrete to be poured with lower water content • Drags, floats and vibrates concrete with every pass • Wireless remote control allows selection of five vibration speeds www.forconstructionpros.com/21043528

WE BRING THE HEAT...

AND THE DUCT TOO

HEATERS DESIGNED FOR THE WAY YOU WORK Generac Mobile’s all-new Indirect and Flameless heaters deliver reliable, safe heat for projects big and small. Designed for safety, our heaters protect the operator, the equipment and the environment from harm. Customer-inspired features make your life easier, including intuitive controls, interior lighting and wide access doors for enhanced serviceability. The lockable rear cabinet has plenty of room for heat duct. Built to withstand the harshest of environments, you can rely on Generac Mobile heaters to perform wherever you take them – from commercial construction sites to remote oilfields.

475,000 - 4.2 MILLION BTU

MFH500 FLAMELESS HEATER

 Makinex Power Box The Power Box is a battery powered AC generator that stores electricity for use when and where power is unavailable.

• Silent, emissions-free power supply available in 4.4- to 17.6-kW sizes and several power configurations • Delivers Pure Sine Wave power to run anything from computers to portable air compressors • High surge loads to run heavy loads not possible on portable generators

LOCKABLE REAR CABINET provides convenient and secure storage for duct and accessories

MIH800 INDIRECT FLAME HEATER

Contact us today for pricing and availability.

• Monitor usage stats, available power and more with the smartphone app • Locking NEMA3R cabinet for outdoor/ indoor security and heavy-duty wheels for safe and easy mobility

GeneracMobileProducts.com | 800-926-9768 | 920-361-4442

www.forconstructionpros.com/21043673

www.ForConstructionPros.com/RENTAL

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È Billy Goat AGR1300H Self-Propelled Auger

Billy Goat introduces the AGR1300H Auger, the only 2019 dedicated self-propelled auger on the market. The unit features the highest bit torque in its class; lift assist struts; and a patent-pending Z-Link for straight line drilling with limited repositioning for optimal functionality and one-man operation.

• Features Billy Goat hydro-drive controls common to its sod cutter, aerators, overseeder and brush cutters • Variable speed forward and reverse is standard and the drive is separate from drill, eliminating the need to switch to drive or drill mode • Foot-operated spring-loaded parking brake on both rear wheels helps to stabilize the machine • Rotating, lockable head makes it easy for straight line drilling • Pivoting front casters and high-flotation rear turf tires provide smooth transport to the jobsite and from hole to hole

Ç Propane Hammer

from Tippmann Industrial Products Inc.

With one touch of a button you can drive up to 150 U Channel or Telespar posts with this fuelinjected, one-person propane hammer.

• Comes standard with a 13-hp, 390cc Honda GXV

• Weighs 52 lbs.

• Handles 2- to 18-in. bits

• Delivers easy sign post installation

www.forconstructionpros.com/21048816

www.forconstructionpros.com/21003568

• Uses standard 14.1-oz. tank

OFF YOUR LOT. ON THE MOVE. Your equipment belongs at the jobsite. Which is why Sullair compressors are designed with your customers in mind — keeping your fleet out and about.

Visit sullair.com to learn more.

© 2019 Sullair, LLC. All rights reserved.

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È Hy-Brid Lifts PA-1030 Push-Around Lift Hy-Brid Lifts’ PA-1030 PushAround Lift is a safer and more productive alternative to ladders and scaffolding. The PA-1030 enables users to manually maneuver the unit into place and hydraulically raise and lower to the desired work height.

• Features a tool tray, parts holder, USB ports, improved rear casters and a seethrough front board for better visibility • Auto-lock brakes and totallock rear casters prevent unintended movement, increasing safety • Improved stability and reduced platform movement due to robust scissor stack and oversized pins

Ç Merlo Heavy-Duty Telehandlers

Merlo’s redesigned heavy-duty telehandler models offer a new modularly designed cab with a more spacious enclosed environment.

• Cab includes AC/heat, ergonomic seating, electronic joystick, interactive armrest on select models, LED display, 360-degree operator view and numerous safety features • Maximum load capacities range from 11,00026,500 lbs.; maximum lift from 31 ft. 3 in. to 58 ft. 7 in.; maximum reach of 17 ft. 4 in. to 42 ft. 3 in.

• 10-ft. platform height and a 16-ft. working height

• Ground-engaging booms use quick Taclock system to easily take on any number of attachments including personnel baskets

• Platform is 41 in. long by 20.5 in. wide; total stowed height is 69 in.

• All models include hydrostatic transmissions, and the “Ring of Steel”, which eliminates counterweights, making units compact

www.forconstructionpros.com/21048813

www.forconstructionpros.com/20995318

CONNECT YOUR FLEET

GTH-5519

New York City

X

Genie GTH-5519 Genie GTH-5519

Last Communication: Feb 14th 1:34 PM

Manage Your Fleet

227 hr

32 %

12.05 V

Hour Meter

Fuel Level

Battery

LEARN MORE AT WWW.GENIELIFT.COM/LIFT-CONNECT © 2019 Terex Corporation, Terex, Genie, and Lift Connect are trademarks of Terex Corporation or its subsidiaries.

www.ForConstructionPros.com/RENTAL

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SPECIAL REPORT

SOFTWARE

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

PREVENT, PREDICT & P

with Today’s Software Solutions fo

Utilize equipment telematics and your management software system to streamline your service procedures and reduce downtime

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T

oday’s management software programs make it easier than ever before to be proactive about fleet maintenance, provided you have the know-how and manpower to take advantage of the technology. If you can swing it, taking care of your equipment no longer needs to be reactive or strictly preventive, it can become predictive, and even prescriptive.

Predictive maintenance is a buzz word in fleet management these days, referring to the way software uses data to predict when certain procedures should be performed.

“Predictive maintenance takes real-time data coming from your equipment and uses analytics to alert you of a risk or provide you with a recommendation for action,” explains Darian Karsch with Sycor Americas.

“Prescriptive maintenance, on the

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& PRESCRIBE

ns for Maintenance

Image Credit: metamorworks/istock/Getty Images

other hand, goes a step further and actually takes action based on the recommendations received.”

Predictive maintenance is a monitoring-based solution through the use of Internet of Things (IoT) devices to provide real-time information such as engine hours and condition changes, explains Nancy Venticinque of Baseplan. “Prescriptive maintenance is similar to predictive maintenance but tries to automate the maintenance

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process. Instead of just monitoring and providing recommendations, the aim is for machine learning and AI techniques to allow the machine to make its own decision as to maintenance steps.”

Sounds a little like science fiction, right? On the contrary, this technology is available today and it could be especially important in rental settings where maintenance needs can be inconsistent due to the

unpredictability of equipment usage.

It’s not always as simple as following the manufacturer’s recommendations.

“In the rental market, it starts with manufacturer recommendations, plus the additional maintenance required due to high usage and the variety of users operating at various training levels,” explains Patrice Boivin, president, Orion Software.

“Prescriptive maintenance includes what is recommended for operation from analytics. By exploiting information either in real time or not, the software will adjust the maintenance depending on the situation. It will alert end users and the maintenance staff in real time.”

He continues, “For rental, the goal is to maximize the usage while preserving the equipment. So, prescriptive maintenance is used to reduce downtime and avoid reaching the maximum resistance of the engines and other components. For instance, equipment that is used three shifts a day with a meter of 24 hours per day at high temperature might require different maintenance than just the regularly scheduled.”

Predictive maintenance features allow a rental center to know personnel and supply requirements in advance. This proactive process creates a more efficient and less expensive response to equipment maintenance requirements.

“Prescriptive behavior will, in some cases, complete a maintenance task without the need for any rental personnel to be involved,” explains Brian Beaudry at Point of Rental.

“The machine will know, based on what has happened in the past to itself (as well as other similar machines) what should be done now to prevent a bigger problem from happening.

In some cases, this could be more effective than human diagnosis in preventing expensive repairs.”

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VALUE TESTIMONIAL Advertisement

NEW ANSI A92 STANDARD BRINGS CHANGE — Training is a Key Component

M

obile elevated work platforms (MEWPs), such as boom and scissor lifts, are powerful, durable and useful machines that help workers perform a wide range of tasks at height. It is crucial to train operators and other workers on the safe use of these machines to decrease the risk of injuries, property damage and liability on the job site.

As equipment in the access industry continues to evolve, so too must the safety standards the industry relies upon. It’s imperative for machine owners and operators to understand these safety standards, stay up to date on any upcoming modifications and prepare themselves accordingly.

The ANSI A92 standard ANSI, the American National Standards Institute, is a private, nonprofit organization that develops consensus standards and assessment systems across many U.S. industries.

While they apply specifically to products in the United States, these standards are used as guidelines and best practices around the world.

The new ANSI A92 standard was developed to improve safety and efficiency for the design and use of MEWPs, formerly known as aerial work platforms. The updated ANSI A92 suite of design, safe use and training standards was published in the U.S. on December 10, 2018 and will be officially effective in December 2019.

Training impacts on owners and operators When it comes to training, machine owners and operators will have their own unique set of responsibilities with which to comply. Dealers and rental companies will need to update their training procedures and onboarding manuals to support new requirements and train employees on new machine features and new standards. They must also offer familiarization to customers who rent, lease or buy this equipment. It’s also important to note anyone qualified under current standards will not be qualified under the new standards until they undergo additional training.

The time is now There is no reason to wait until the deadline gets closer. As an equipment manufacturer, JLG is qualifying people under the new standards today. Everyone involved with MEWPs – no matter the industry – should start implementing the safe use policies and practices now.

WHEN IT COMES TO TRAINING, MACHINE OWNERS AND OPERATORS WILL HAVE THEIR OWN UNIQUE SET OF RESPONSIBILITIES WITH WHICH TO COMPLY.

For more information on JLG’s ANSI training, visit jlg.com/ansi

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GET SERIOUS ABOUT ANSI COMPLIANCE TIME IS RUNNING OUT TO MEET THE DECEMBER 2019 DEADLINE. New ANSI and CSA standards are here. Don’t risk safety hazards, lost time, fines and citations.

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SPECIAL REPORT

SOFTWARE

He continues, “For example, predictive maintenance means sensors register that your engine is running five degrees hotter than the thousands of engines within the same vehicle model, despite much lower pressure readings. Prescriptive maintenance features can determine, based on that, that there’s an issue with your piston and recommend replacing your piston rings.”

How does it work?

Boivin at Orion says many equipment manufacturers are adding monitoring systems that can be captured by rental management software.

From there, the application can suggest opening a work order that is then added to the dispatch schedule when it reaches certain operating metrics.

“The integration in the main rental software allows for more flexibility and a better Image Credit: Orion Software

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workflow,” he says. “The alerts can be sent through mobile notifications, emailed to the technical staff or to the customers themselves to intervene before the equipment runs into problems.

“It’s an integration normally to a monitoring system installed on the equipment. It’s a simple integration that is highly reliable. Most manufacturers now offer that option,” he says.

Karsch says companies can bring in alerts or notifications of operating conditions that should trigger a service call or equipment swap.

“They can also create their own algorithms that will create their own alerts. Many times, in this third step, we will assist the customer in creating AI (Artificial Intelligence) processes that will take many operating factors into account. These outputs may create an equipment shutdown, a service call for maintenance, or an adjustment to a scheduled maintenance plan.”

“When rental companies purchase IoT devices for their equipment, they typically will be able to view all the information about the asset online or through an application,” Venticinque says. “Software companies will pull the hour meter of the equipment via an API to ensure the latest hour meter is displayed in the software system. This allows for the software to action its predictive maintenance, while also checking the physical utilization of the asset.”

There are a few different ways systems provide this insight. One way is to program a portal that talks to various manufacturers’ portals in order to collect the data needed, Karsch explains. A second way is to retrofit sensors to a common brand/type so that one portal can receive all equipment communications. Another way is to deploy an IoT Cloud solution that can both receive direct sensor readings and communicate to the manufacturers’ portals.

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SPECIAL REPORT

SOFTWARE

“Microsoft Azure IoT, for example, already has, and continues to build, standard links to many of today’s equipment manufacturers’ portals and can communicate with an ‘IoT-Ready’ sensor that is placed on the equipment,” Karsch says. “At Sycor for example, we have equipped our software solution, Sycor.

Rental, with a ready-built connector to Microsoft Azure IoT so that any information brought to Azure IoT can be integrated into your system.

We also can connect to any existing telematics system or third-party fleet solutions provider.”

For its part, Baseplan does require a separate telematics program, however the majority of the OEM providers now have built-in IoT devices on all the equipment they sell, Venticinque says.

Many manufacturers of rental equipment have installed proprietary

Image Credit: Point of Rental

telematics devices. You can also add AEMP telematics devices to existing equipment, says Beaudry at Point of Rental.

“At this point, the rental industry is still working on bringing the full complement of AEMP data from these multiple sources into one place for actionable insights into equipment maintenance,” he says. “At Point of Rental, we have integrated AEMP data that can handle predictive maintenance requirements using real-time meter and location updates along with historical maintenance and maintenance intervals within the system.”

Beaudry says it doesn’t necessarily require a separate telematics system to work, it just depends on the fleet mix.

“Today, a dealership using one type of telematics hardware and data feed can integrate more thoroughly (more data points) into one platform than a company using various devices and data feeds,” he says. “At Point of Rental, we’ve integrated the telematics data from various devices into our system so that the users have access to not only the real-time equipment data of meter and location, but also to historical data related to repairs and rental activity in the same place.”

TOP AFTERMARKET PARTS Keep Your Equipment Going & Your Budget Low!

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A look into the future “Rental companies will have to digitally transform to compete in tomorrow’s markets,” Karsch says.

“They will have to manage more data and make faster decisions than ever before to stay ahead. Rental business systems will be doing more and costing less, and companies will require fewer employees to grow more business.”

Over the next few years, Venticinque says rental companies will be using IoT devices to further enhance the following areas: ■ Equipment lifecycle – Checking hour meter readings of individual components of an asset, allowing for better decision making on whether further repairs should be made or the asset should be sold before a major breakdown.

■ Monitoring the true utilization of equipment through IoT, while comparing the agreed average daily use through exception monitoring.

■ Monitoring service trends between different equipment makes and models.

The long run might very well include all of the above, but in the short term, alerts will simply be better integrated into the normal workflow of the delivery, returns, maintenance and field maintenance, says Boivin at Orion.

Alarms are sent to the dispatcher who can send a notification to the closest technician on the map with confirmation that he is accepting the work order.

The technology is constantly looking at the most efficient work flow.

“Telematics is becoming more ubiquitous in the everyday rental fleet,” says Beaudry. “As the ability to map complete AEMP data from these various manufacturers’ devices into a rental operating system is improved, it will become more advantageous for the average rental company to use it to improve efficiencies.

www.ForConstructionPros.com/RENTAL

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IT ULTIMATELY ENABLES RENTAL BUSINESSES TO PROTECT THEIR ASSETS & PROVIDE BETTER CUSTOMER SERVICE “Manufacturers appear to be balancing between proprietary systems for a competitive advantage and having an open environment that supports the goals of AEMP,” he says. “As this is resolved, the next challenge will be how to use the vast amount of data in a way that adds value and provides a rental company with actionable intelligence that improves profits and offsets the added costs of telematics.”

Hopp at InTempo agrees, noting that telematics provides incredibly valuable and actionable information to rental businesses, even though it might seem a bit overwhelming for some to think about currently.

“It ultimately enables rental businesses to protect their assets and provide better customer service,” he says. “We’ve heard many stories of an employee receiving error codes on machines through telematics and sending a mechanic to the jobsite before their customer even discovered the issue. It’s a win-win; less downtime for the equipment means more profit as well as less frustration for the end customer. We expect the ability to monitor diagnostics and maintenance to improve with time. This will allow rental companies to accurately assess the lifetime value of the assets that power their businesses.”

THE MOST COMPLETE RENTAL AND SERVICE PLATFORM Designed for the digital world with Mobile, Maintenance, Accounting and Web Portal Solutions.

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PRODUCT ROUNDUP // SOFTWARE

Æ 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 than ever 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 • Salespeople can stay connected from anywhere with access to equipment rates and availability, and upcoming reservations, contracts and pickups • Added functionality empowers users to instantly search for equipment, items, customers, transactions and more www.forconstructionpros.com/21007465

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.

Ç Baseplan ERP Software Baseplan Software delivers industryleading ERP software specifically built for the rental industry. Dedicated to helping businesses increase productivity and reduce costs, Baseplan stresses the importance of investing in a software system that automates, streamlines, and connects every department of a business to maximize efficiencies.

• Manage entire operation from inquiry to invoice with Baseplan Enterprise • Suite of mobility apps keeping service, sales, and transport teams fully connected www.forconstructionpros.com/21071917

Ç Sycor.Rental Sycor.Rental is a Microsoft-based ERP solution for rental and fixed asset management. Gain full control of your entire operation from one platform.

• Access all data in one place and always have it available for easy reporting • Complete billing and accounting at the equipment level for individual pieces of equipment, model series, or groups of items • Use the graphical planning board, featuring drag and drop, to schedule equipment across any locations in real time • Real-time, cross-location scheduling and transport management functions • Integrated service and maintenance processes allow Sycor.Rental to help increase availability of your equipment and reduce downtime significantly www.forconstructionpros.com/21007469

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Ç UnlockIt Self-Serve

Rental Lockers

Sometimes circumstances make it impossible to pick equipment up or drop it off during business hours. It’s not efficient to staff a store 24/7, but smart locker technology can fill that gap in the rental industry now thanks to UnlockIt, Point of Rental’s new app.

UnlockIt allows rental businesses to provide self-service rental, rental on demand, and after-hours parts pickups with smart lockers.

• Reservations can be made online or in the store • Electronic or printed barcodes are scanned in the center console and open the appropriate locker • The system records when equipment was taken or returned, allowing for accurate billing www.forconstructionpros.com/21071913

Ç Orion Field Service Management

Orion software announced the launch of its Field Service Management solution. As part of its Sirius e platform, it’s a complete dispatching and mobile solution for maintenance and service Work Orders in the field.

• Dispatcher schedules work orders from a map and calendar with GPS positions of technicians • Dispatcher sends notifications to the field technicians and receives confirmation of the acceptance • Two-way real-time process is designed to improve customer service and focuses on efficiency of the delivery process www.forconstructionpros.com/21070789

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CONSTRUCTION SUPPORT

EQUIPMENT

By Cur t Bennick, contributing editor

COMPACT EQUIPMENT FACES RAPID CHANGE More efficient powerplants and a move toward electrification drive compact equipment design.

T

he compact construction equipment market faces major changes as powerplant choices continue to evolve. Diesel engine technology will be the dominant power source for the foreseeable future, and it continues to evolve with increased efficiency and reduced noise emissions.

Simultaneously, there are an everincreasing number of electric models being introduced that fill a growing demand for sustainable solutions in emissions-sensitive and indoor applications.

Image Credit: Volvo Construction Equipment

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Electric Heavy-duty Equipment Creating a New Experience on the Jobsite “It’s clear that our industry is in a period of rapid change,” says Fares Beainy, electromobility strategy and business development manager, Volvo Construction Equipment. “That’s why Volvo CE is taking a lead on electromobility, including being the first construction equipment manufacturer to commit to an electric future for its compact machine range.

“We’re conducting extensive research and product development on a range of hybrid and battery-electric solutions,” he adds. “We’ve learned that electrification is possible with different machine types and sizes using different technologies. But for many machine sizes, applications and markets, the diesel engine will remain the most appropriate power source for a number of years, and we will continue to manufacture diesel engines of all sizes. So ultimately, the decision between diesel power or electric rests with the owners and operators.”

Oliver Lythgoe, Perkins product concept manager, sees a continued strong demand for diesel in compact equipment. “We don’t see electric machines replacing diesel-powered machines across the board. The long-term growth trend is positive for small diesel-powered equipment around the world,” he comments.

“What we do see, however, are a few niche applications for compact electric machines that will see real growth in the future. One promising market is for small wheel loaders used to handle various materials on farms or construction sites where they are never far from a charging point and have multiple opportunities to recharge during the day.”

The challenges confronting compact electric machines are not technical. “We already know how to design and build them,” says Lythgoe.

“The challenges are logistical and economic. Many construction machines operate in places where there is no grid electricity and it makes zero sense to recharge an electric excavator with a diesel generator. The economic challenge is the battery cost. The dominant technology, lithium-ion (Li-ion), is still expensive to buy and use.

“Even assuming grid electricity is much less expensive than diesel fuel, the payback

Volvo Construction Equipment is the first construction equipment manufacturer to commit to an electric future for its compact machine range.

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time still is long,” he notes. “That may change in the future. There is a long-term cost reduction trend in batteries so there is hope this economic challenge will fade.”

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A compact machine Noise has become a major puts the operator consideration for compact closer to the engine, equipment. “By its very nature, making control of a compact machine puts the noise and vibration both more difficult operator closer to the engine and more important. and that makes control of Perkins addressed fatigue-producing noise and this by incorporating vibration both more difficult features including quitter gears using and more important than it is materials with intrinsic on a full-size machine,” says sound-deadening Lythgoe. “It also is becomcharacteristics; and ing more common for engine stiffening the structure of the engine block itself. noise to be regulated in terms of both sound power and decibels by local governments down to the municipal level.”

Perkins addressed this issue by incorporating features such as quieter gears using materials with intrinsic sounddeadening characteristics, and stiffening the structure of the engine block itself. “Our Syncro 2.8L and 3.6L engines, for example, use sound-deadening composite materials for the oil sump and top cover, along with a stiffened block and a gear train that is relocated from the front of the engine to the back to achieve significant noise reduction,” Lythgoe points out.

“Working together with efficiency-enhancing technologies like ‘smart’ turbocharging that improve machine responsiveness and ‘driveability,’ this combination of features can make a small engine feel and perform like a larger one and a compact machine as comfortable to operate as its full-size counterpart,” says Lythgoe. “We do get more power from a smaller displacement engine with technologies like turbocharging and common rail fuel systems. The turbo puts more air in the cylinder and the fuel system injects and atomizes more fuel. It is a simple equation — more air plus more fuel equals more power.

“The tricky part is designing an engine to withstand the higher mechanical and thermal loads implicit in that equation without sacrificing either durability or reliability,” he continues. “Perkins approached that challenge with sophisticated simulation tools and literally terabytes of real-world field operational data to work with.” This allows more efficient compact machines to depend on smaller displacement engines with higher power densities.

The concept of delivering more with less is the goal of the Cummins Performance Series engines. “They are delivering more with less for our customers — more www.ForConstructionPros.com/RENTAL

9/30/19 10:31 AM

performance with lower installation costs for OEMs and lower running costs for operators,” says Alexei Ustinov, vice president, Cummins Off-highway Engine Business.

“Cummins Stage V/Performance Series points to the future of engine design and development — simpler, lighter, more powerful, more efficient,” says Steve Nendick, marketing communications director, Cummins.

“Cummins has continued to increase the power density of its products since emissions regulations began at Tier 1.

For Stage V/Performance Series, our four-cylinder product has taken a real leap forward in its capability. The increase in capability means that smaller displacement engines can be used with no impact on machine performance, with added total cost of ownership (TCO) benefits of better fuel efficiency and lower servicing costs.”

The 3.8-liter F3.8 Performance Series engine moves up from 130 to 173 hp with the new architecture, a 33% increase. The B4.5 Performance Series 4.5-liter engine jumps 16% from 173 to 200 hp. Peak torque of the F3.8 increases by more than 31% to 620 Nm, and an 11% increase moves the B4.5 up to 780 Nm. Volvo says its diesel-powered compact equipment is focused on fuel efficiency. “Reducing fuel consumption is not only more sustainable, but it also reduces expenses for owners and improves the TCO of a machine,” says Beainy.

“Our newest compact models feature Tier 4 Final engines and other fuel efficiency features.”

Battery and electric machines are a disrupter in the equipment market. Models like the Kato 9VXB battery-powered compact excavator are pushing the boundaries of what’s possible.

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EQUIPMENT

For example, the Volvo ECR18E and EC20E compact excavators offer optional auto engine shutdown and auto idle features that help reduce fuel consumption. The L45H and L50H compact wheel loaders have load-sensing hydraulics that deliver power to hydraulic functions only when needed, while a fuel-efficient hydrostatic transmission offers smooth speed increases.

Fuel efficiency gains are beneficial to TCO. “It’s a long-term cost-saving benefit that will be realized over the life of the machine,” says Bart DeHaven, national sales representative, Kato Compact Excavator Sales.

The latest emissions regulations are having a definite impact. “The newer regulations have affected an engine’s strengths and weaknesses. The challenge now is on product engineering to develop machines that operate at

Image Credit: Cummins Inc.

For Stage V/ Performance Series, Cummins’ four-cylinder product has taken a real leap forward in its capability. Smaller displacement engines can be used with no impact on machine performance, with added TCO benefits of better fuel efficiency and lower servicing costs.

peak optimization with the Tier 4 engine, taking advantage of the new design strengths to deliver the most to operators.”

Electric Options Emerge Hybrid and full electric options for compact machines are becoming more popular.

For example, the F3.8 features the Cummins HPP (Hybrid Power Plugin) concept, part of a wide portfolio of power solutions the company will offer moving forward. The HPP provides a balance of battery power with a compact engine-generator. It works in the same manner as a full electric driveline, but has both an F3.8 Performance Series-powered generator and plug-in operation for charging.

This provides more flexibility where charging infrastructure is more challenging.

“The HPP solution lowers total emissions, with the opportunity to operate at zero or near-zero emissions during the shift,” says Ustinov. “Noise

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and fuel consumption are reduced using a smaller engine operating for less time.”

Electrified power is a good solution for zero emissions and lower noise. “The use of electric power will be influenced by regulations, price of batteries and their component materials, power holding capacity and availability of charging infrastructure,” says Nendick. “It is not practical for every application. For certain equipment types, it is not cost competitive due to the increased purchase price, which is limiting take-up. It could be supported going forward with financing options, government subsidies, potential industry regulations and innovation in charging solutions.”

Duty cycles remain a key factor in the adoption of electric-powered equipment. “The nature of construction industry applications requires

powertrains to be assessed against a backdrop of tough duty cycles and high power requirements,” says Nendick.

“Currently, battery technology cannot provide the same power density as diesel fuel, or meet the full duty cycles of larger excavators, cranes and heavyduty construction equipment while also meeting the total energy demand.

Additionally, as Stage V and Tier 4 Final emissions legislations mandate the use of ultra-clean diesel technology, heavy-duty construction equipment can operate effectively and meet even the strictest low emissions zones using a Performance Series Stage V or Tier 4 Final diesel engine.”

But compact electric machines are coming. “Ultra-low emissions zones (ULEZ) in urban centers are becoming an accepted standard for the on-highway sector, pushing public

transit, delivery trucks and school transport systems to look at hybrid and full electric transportation,” says Nendick. “In the coming years, ULEZs will undoubtedly focus on construction equipment, as well.”

“There have already been many emissions incentives and regulations set by cities and countries,” says Beainy. “Additionally, we see demand from our customers to meet self-set emissions goals.”

In order for electric equipment to become the norm, machines need to be designed and proven to overcome the main concerns voiced by skeptics regarding energy capacity, performance and price.

“When it comes to price, the TCO should be considered with electric models largely around fuel savings, less scheduled maintenance

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EQUIPMENT

TELEMATICS BENEFITS TO COMPACT EQUIPMENT Larger construction equipment is witnessing an increased adoption rate of telematics systems, which allow customers to manage high-value assets more efficiently.

Telematics technology on compact equipment has lagged behind but it is picking up momentum.

“Telematics will certainly play a role in compact machines going forward, helping operators to maximize their uptime with better service planning and other benefits,” says Bart DeHaven, Kato Compact Excavator Sales.

Compact Excavators Adopt Big Machine Features “The investment in these systems is not always achievable/worthwhile for compact equipment. However, Cummins offers a low-cost solution for smaller machines and operators to improve availability,” says Steve Nendick, Cummins. “The Guidanz in-line mini adapter is a blue-tooth device which links our engines to an app on your phone. For a relatively low cost, operators can quickly download engine fault information and talk to their service provider to resolve any issues. The technician can come to the site already knowing what the issue is, getting the machine up and running much quicker.”

A separate adapter is not required for each engine — meaning a single adapter can be used across multiple machines.

Volvo Construction Equipment also expects increased usage of more advanced telematics, such as its ActiveCare Direct. “ActiveCare Direct is available on a large number of our products, including our compact excavators and wheel loaders,” notes Volvo’s Fares Beainy.

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and extended component life,” loader,” says Beainy. “They run on says Beainy. “Even though electric lithium-ion batteries and have zero machines might not be cheaper at exhaust emissions. They offer signifpurchase, they add more value in the icantly lower noise levels, reduced long run. They allow owners to bid energy costs, improved efficiency and on emissions-restricted jobs, work less maintenance compared with their during the night in densely populatconventional counterparts.

“While some may think perfored areas and work indoors, as well as mance will be a hurdle, the electric in many other niche applications that models we’re working on we might not even know about yet.”

“THE BIGGEST actually have similar performance,” he indicates.

To show its commitCONSTRAINT “The electric versions have ment to alternate power, performance levels simiCummins recently disON GROWTH IN lar to their conventional played an all-electric diesel equivalents, so cusprototype mini-excavaTHIS SEGMENT tomers will get the same tor at bauma. Powered by its BM4.4E flexible batIS COST. THE performance in more efficient, environmentallytery modules (4.4 kW each), the 3.5-ton excavaTECHNOLOGY friendly machines.”

The ECR 25 elector prototype is designed IS THERE, BUT tric mini-excavator has to support a full work digging depth and shift and charge in under IT COSTS MORE aa 9-ft. breakout force of 4,541 3 hours. The excavator eliminates all gaseous THAN A DIESEL lb.-ft. The L25 electric wheel loader has a fullemissions and substanturn tipping load of 3.7 tially reduces noise, ENGINE.” tons, a dump height of 8.2 making it ideal for use ft. and a 2.2-ton payload in urban and suburban fork load capacity. construction.

“Battery and electric machines The excavator contains eight are a disrupter in the equipment marBM4.4E modules connected in a series ket,” says DeHaven. “Our [Kato] configuration to provide a total energy 9VXB battery machine has pushed of 35 kWh. Mounted near the base of the boundaries on what is possible in the excavator, the Cummins-designed this area. There is definitely an interand built battery modules utilize est from indoor excavation guys for the Li-ion technology to achieve a higher smallest of machines to reach into tight energy density and proprietary conquarters. Our 9VXB will fit through a trol technology to maintain the battery standard 30-in. door frame. state-of-charge for a longer range. The “We’re still pushing the envemodular design also allows for scallope with the 9VXB’s 8-hour battery ability to other applications and duty life and rapid recharge time,” says cycles.

DeHaven.

Volvo plans to launch a full range DeHaven believes the electric of electric compact excavators and and battery revolution is just getwheel loaders starting in mid-2020, ting under way. “There are so many ending new diesel engine developimplications for what can be done ment of mini-excavator models from to meet unique requirements of jobthe EC15 to EC27 and compact wheel sites (regulated emission caps, indoor loaders from the L20 to L28. “The sites, etc.),” he states. “We’re really just first two electric models will be the starting to dig into this market.”

ECR25 excavator and the L25 wheel www.ForConstructionPros.com/RENTAL

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EXCLUSIVE INTERVIEW // B y

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

WHY NEW ANSI STANDARDS MATTER TO YOUR BUSINESS

B Terry Dolan, president and CEO of Hy-Brid Lifts talks about what users need to understand about new ANSI standards that go into effect this December

y now, most in the equipment rental industry are aware there are changes to ANSI standards for mobile elevating work platforms (MEWPs) that go into effect this December. Many, however, still don’t fully understand what this means to them and their business. To shed some light on this issue, we talked with Terry Dolan, president and CEO of Hy-Brid Lifts, makers of several lines of scissor lifts, to get his perspective on the issue. Following is an excerpt from that discussion.

QJenny Lescohier, editor, Rental In summary, what are the major changes coming?

A: Terry Dolan, president and CEO of Hy-Brid Lifts: There are some new responsibilities for owners, users, and people who are on and off of the lifts, and there are some significant equipment changes that we as manufacturers of equipment are required to do.

Q We need to clarify what users are because in the ANSI language, “user” is a little bit confusing.

A: The “user” is not just the person operating the machine, it’s the dealer and owner too. It’s also the site supervisor who’s bringing the product onto the jobsite, because there are things that have to be done, not only familiarization and making sure everybody who’s on the product is trained and understands how to utilize the product, but there also has to be a safe use plan as well. The new standards are making sure that when supervisors bring this product on site, they have a safe use plan designed for those operators.

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Q

What about design changes? How do they affect the manufacturer and the user?

A: The changes that are being made are really about putting the people who are in the lifts, and around the lifts, into a safe environment. A lot of the changes that you’re going to see are regarding load sensing; entrance gates; designs to prevent material from falling out of the platforms.

There’s a lot going into the design of these machines, and what’s great is the industry is really trying to make sure we’re all meeting these new requirements.

Q

With regard to load sensing, these machines will now simply not lift more than what they’re rated for. So what if a renter doesn’t understand all this, and all of a sudden, this machine isn’t working?

What are manufacturers doing to alert operators, or is it on the rental company to explain this machine has load sensing and it just isn’t going to work if you put too much weight in it?

A: I came out of the earth moving equipment industry, where product could often lift more than what it was rated for. And you would see customers trying to find unique ways to make that happen. I think really good communication is very important, but I think what you’ll also see is additional markings on our products. And I think you’ll see those markings become a little bit bigger www.ForConstructionPros.com/RENTAL

9/30/19 10:39 AM

and bolder to make sure people are aware of the maximum load you can lift. Customers that were used to some of the older machines being able to pick up additional weight may be a little bit frustrated at first. But I think through training, and through familiarization, customers will understand they have to pick the right product for the job. And that’s going to be incumbent upon the industry to really help those customers with the proper selection.

Q I know there’s some

confusion among lay people between ANSI standards and OSHA regulations, all of the things that affect everyone involved in the use of powered access equipment. How do you impress upon your customers why they need to pay attention to these new ANSI standards?

Q As you’ve been doing

that, are you finding there’s a general understanding that these changes are coming and what they mean? Or do you feel there’s still a lot of ground that needs to be covered in the next few months to get people to actually put these new directives into practice?

A: Quite honestly, I think it’s the latter.

I believe a lot of the trades, and a lot of the smaller end-users and smaller rental companies, are still not fully aware of what’s happening. Now each of the manufacturers, as well as other organizations that are related to the lift market, such as IPAF, are doing everything they can to communicate that message to people, but it still has to get out there and has to get out there faster. Rental companies

www.ForConstructionPros.com/RENTAL

RPN1019_46-47_ExclusiveInterview_SJ_SJF.indd 47

Q

If you could boil it down to the most important nugget that you would like those people to at least have some grasp of in the next few months, what would it be?

A: I’d say training, and I’d tell users to reach out to either their local rental company or one of their local dealers to see if they can bring training to them.

Again, a lot of the manufacturers have developed training, or have aligned with organizations like IPAF, which has its own training. It’s going to take an expert who’s been trained on how to deliver this training, and provide it in a consistent manner to make sure the message is getting across to everybody.

Q The ANSI standards

are consensus standards, so to speak, meaning people agree these are best practices, they’re not law.

But what can happen to any party involved if they decide they’re just not going to do anything to comply?

A: I think it just comes down to safety. As manufacturers, we focus heavily on safety inside our plants.

And it’s really incumbent upon everybody to focus heavily on safety when people are utilizing any piece of equipment. We need to make sure the site supervisor, the owners, and the renters of this equipment, are fully aware of the product they’re utilizing and understand there are some nuances between one manufacturer’s product and how it operates versus another manufacturer’s product.

We should never assume somebody has all the knowledge. At the end of the day, we want people to be able to work at height and be productive efficiently. Taking those extra steps toward safety are really incumbent upon all of us. So we’re working with our dealers, with the rental companies, the general contractors, and the end-users, to make sure we’re passing that message on, because again, it’s a responsibility for all of us.

need to be handing out information to make sure everybody’s aware of the changes that are coming.

A: At the end of the day, they’re going to put their employees at risk, and nobody wants to do that. So legally, what’s going to happen to them?

That’s not something that I’m an expert in. But the rules and the standards are clear that we all must do the training, we all must do the familiarization. We all want to provide safe use of these products. And making sure and ensuring employees or users or anybody who’s on or around these products are safe, is incumbent upon all of us in any job we do.

ON THE WEB

Ima

red ge C

it: H

y- Bid

Lif t s

OSHA is Law – Why Should I Care About ANSI Standards? www.forconstructionpros.com/21079471

OCTOBER/NOVEMBER 2019

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8

PRODUCT ROUNDUP // TRAILERS

Æ XL Low-Profile HDG Trailers

The updated XL 110 and XL 120 LowProfile Hydraulic Detachable Gooseneck (HDG) models feature a relief cut out in the gooseneck, which provides additional space between the trailer and the truck.

Ç Trail King Commercial

• XL 110 rated at 110,000 lbs. in 12 ft. and available with 15-, 18- or 24-in. deck heights • XL 120 rated at 120,000 lbs. in 16 ft. and 110,000 lbs. in 10 ft.

• Easily removable 13-ft. long neck offers a five-position ride height • Deck can be leveled as needed with the adjustable wheel area ride height www.forconstructionpros.com/12315049

MG-HG Detachable Gooseneck Trailer

The Commercial MG-HG detachable gooseneck trailer is engineered to accommodate four interchangeable gooseneck styles.

• Standard with full-width mechanical gooseneck

È Eager Beaver 50 GSL-PT Paver Trailer The 50 GSL-PT has a 100,000-lb. load capacity and 122,700-lb. GVWR and is suited for loading rollers, pavers and milling machines.

• Tapered four-beam, 16-in. deep cambered I-beam mainframe and side rails • 10-in. deep crossmembers pierced through the mainframe • 25,000-lb. axles with all-wheel ABS (4S3M) with spring brakes on all axles • Cush air ride suspension with 75,000-lb capacity, air lift third axle www.forconstructionpros.com/20979451

• Goosenecks can be ordered in full-width or narrow-width and mechanical or hydraulic configurations • Moisture-trapping areas minimize buildup of road debris and moisture accumulation to improve corrosion resistance

DE

• Optional lightweight aluminum features include aluminum I-beam or box beam crossmembers, outer rails, decking and front and rear channels www.forconstructionpros.com/20984368

Æ Felling Advanced Design IT-I Series Trailers The refined IT-I design available in 2020 model year IT-I tilt trailers incorporates additional standard features, structural strength and ease of use.

• Operator-friendly tilt deck latch design • D-rings relocated on the side of the trailer bed • Dual stop, turn, taillights located on rear of the fenders now incorporated into the standard design • Additional structural integrity for cylinder crossmembers • Hitch area redesigned with a more user-friendly integrated nose plate www.forconstructionpros.com/21044841

Å Talbert

60CC/55SA-LD Trailer

The 60CC/55SA-LD trailer pairs with the optional East Coast-style E1Nitro axle extension to allow for 60-ton capacity with a close-coupled configuration or a 55-ton hauling capacity with a spread axle configuration.

• Maintains a 60-ton rating at half the deck length • 6-in. ground clearance with an 18-in. loaded deck height • Hydraulic detachable non-ground bearing gooseneck • Offers a 108-in. swing radius, 26-ft. deck length and 8-ft. 6-in. deck width • Manufactures with heavy-duty T-1, 100,000-psi minimum yield steel with Valspar R-Cure 800 paint to prevent corrosion www.forconstructionpros.com/21035919

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Ç Pitts Heavy Haul Trailers

The Heavy Haul line includes hydraulic removable neck lowboys, fixed neck lowboys, hydraulic folding tail lowboys and construction-grade tag-a-long lowboys.

• Three hydraulic detachables with starting weights from 16,95019,650 lbs. and capable of handling from 70,000-110,000 lbs. in 12 ft.

• Two hydraulic tail models with starting weights of 17,900 and 20,250 lbs. and able to handle 70,000 and 102,000 lbs. in 16 ft.

• Four fixed neck configurations with starting weights from 13,500 to 20,250 lbs. and the ability to move 70,000-102,000 lbs. in 16 ft.

4

• Three tag-a-longs with 7,600- to 10,150-lb. starting weights and distributed loads from 40,00050,000 lbs. www.forconstructionpros.com/21047268

www.ForConstructionPros.com/RENTAL

9/30/19 10:41 AM

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9/30/19 10:41 AM

INDUSTRY UPDATE

RECALL

FORD ISSUES RECALLS ON NEARLY 500,000 Select Truck and SUV Models

→

Ford Motor Company is issuing four safety recalls in North America for select vehicles for potential lack of seat restraint in the event of a crash. Ford is not aware of any accidents or injuries associated with any of these conditions.

Issuing a safety recall for: 1. Certain 2018-20 Ford F-150, 2019-20 Ford F-Series Super Duty, 2018-19 Ford Explorer and 201920 Ford Expedition vehicles with a manual driver and/or front passenger seat-back recliner mechanism, and 2. Certain 2020 Ford Explorer and 2020 Lincoln Aviator vehicles with rear outboard seats with manual seat-back recliner mechanisms.

Affected vehicles may be missing the third pawl required for seatback strength. A seatback with an improperly assembled recliner mechanism may have reduced strength and may not adequately restrain an occupant in a crash, increasing the risk of injury.

This action affects 483,325 vehicles in the United States and federal territories, 58,712 in Canada, and 8,149 in Mexico.

Dealers will inspect the seat structure of affected vehicles. Most vehicles are expected to pass the inspection and not require repair. If a repair is required, the dealer will replace the seat structure. There will be no charge to the customer for these services.

The Ford reference number for this recall is 19C07.

For more information, visit www.forconstructionpros.com/21085043

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www.ForConstructionPros.com/RENTAL

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TORO TO PHASE OUT HDD & RIDE-ON TRENCHER LINES The Toro Company will realign its underground construction businesses to streamline marketing, sales and service to more effectively support customer needs.

The company intends to combine certain aspects of the Ditch Witch, American Augers and Trencor businesses, all of which were part of its Charles Machine Works acquisition announced earlier this year.

“Throughout the ongoing integration process, we continue to be impressed by their market-leading position, strong product portfolio and best-in-class channel,” said Rick Rodier, group vice president, construction businesses at Toro. “It is these factors that have influenced our decision to concentrate on the Charles Machine Works’ product portfolio and brands in the underground product category going forward.”

ANY

SIZE

In a related move, the company will wind down its Toro-branded large horizontal directional drill and riding trencher categories.

With the addition of the Charles Machine Works companies to The Toro Company family of brands, there are many opportunities to leverage their strength in the underground market, while maximizing efficiencies and cost benefits. These actions align with the broader integration plan and will allow the company to rationalize its product offering in the underground construction market quickly and efficiently.

The Toro brand will continue to serve the growing rental and specialty construction markets with industry-leading Dingo compact utility loaders, concrete and masonry mixers, compaction equipment, and tree and specialty turf products.

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CK POWER IS YOUR SOURCE FOR TIER 4 FINAL RENTAL POWER SOLUTIONS. 15kW-1250kW TIER 4 UNITS AVAILABLE

1-855-CKPOWER CKPOWER.COM www.ForConstructionPros.com/RENTAL

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INDUSTRY UPDATE

RITCHIE BROS. PRIORITYBID

DE

GO

Now Lets Bidders Set Up Online Proxy Bids a Week Before Auctions Ritchie Bros. wants to make buying equipment easier than ever. With its new PriorityBid feature, buyers will be able to

# # # # # " " % !

$ make proxy bids online for items in its live auctions up to a week before the sale. These PriorityBids put them first in line to

win the item, provided no one outbids them. “Launched in mid-August, PriorityBid has quickly become a valuable feature for our live auction customers — allowing them to set a max bid on an item, go back to work, and let the system bid for them,� said Ravi Saligram, Chief Executive Officer, Ritchie Bros. “PriorityBid also provides us increased insight into demand ahead of the auction, which is extremely valuable information for us and our sellers as it allows us to be more nimble in optimizing our marketing efforts right up to the day of the auction. We believe this will take online bidding in our live auctions to the next level.�

Since its launch, more than 25,000 PriorityBids have been made, with approximately 45% of those bids coming through Ritchie Bros.’ mobile application. “I’m so busy, I don’t have time to sit all day long waiting for my items to come up for bidding. PriorityBid makes buying so much easier for me,� said Warren Halle of Halle Companies, who bought a Sandvik QJ340 jaw crusher with PriorityBid at a recent Houston auction. “I’ve bought millions of dollars’ worth of equipment through IronPlanet with PriorityBid over the years. It’s great to have this feature now available for Ritchie Bros. live auctions as well.�

To learn more, visit rbauction.com/PriorityBid.

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www.ForConstructionPros.com/RENTAL

9/30/19 10:43 AM

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Trends in Construction Litigation: How to Deter (and Even Better, Defend) Your Company Against Claims

True North: Revisit Your Management Past to Improve Your Leadership Future

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How to Identify Future Leaders and . . .What to Do When You Find Them

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9/30/19 10:43 AM

INDUSTRY UPDATE

CNH INDUSTRIAL UNVEILS FIVE-YEAR BUSINESS PLAN WITH ‘TRANSFORM 2 WIN’ STRATEGY CNH Industrial N.V. announced its new 5-year 2020 – 2024 business plan ‘Transform 2 Win’ at its Capital Markets Day event in New York, U.S.A., presenting a detailed strategy to transform the company’s structure and performance to empower its five operating segments to achieve their full potential.

ALLIEDCP.COM | 800-321-1046

Allied’s newest lines of Rammer hammers, the Excellence and Performance lines, mean business. Whether it’s demolishing concrete or rocks, or smashing through mining or quarry work, our 77 years of experience pays off with each consistent strike. On carriers from mini to large, with working weights of 150 to 16,310 pounds, we have performance features that deliver greater productivity and advantages like shock absorption and quiet operation that even the toughest operators appreciate. Rent the right hammer with proven advantages.

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Highlights of the 5-year plan include: ■■ N et sales projected to grow at a compound annual growth rate of 5% ■■ Significant growth planned in annual product development investment for all segments, totaling $13 billion over the course of the plan to 2024 ■■ Adjusted EBIT Margin of Industrial Activities to reach 8% by 2022 and 10% by 2024, with adjusted EBIT more than doubling from current levels ■■ ROIC of Industrial Activities is projected to achieve 20% (a 600bps increase from 2018) and adjusted diluted EPS to grow from $0.86 (mid-point of 2019 guidance) to $2.00 by 2024 ■■ Separation of ‘On-Highway’ (commercial vehicles and powertrain segments) and ‘Off-Highway’ assets (agriculture, construction and specialty segments) will result in the creation of two listed entities, each a world leader in its business The plan is based on robust and specific segment and functional strategies to be implemented through a combination of value enhancing strategic initiatives including sales growth opportunities, performance and business simplification initiatives, asset optimization efficiencies, and talent engagement and development programs.

Under the ‘Transform 2 Win’ strategy, CNH Industrial will reduce operating costs and increase the efficiency of its asset base through targeted restructuring actions. www.ForConstructionPros.com/RENTAL

9/30/19 10:43 AM

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9/30/19 10:43 AM

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

PUT AN END TO WET STACKING! Ensure your generators are A self-contained test set for electrical load testing of AC outputting what they should.

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CONTRACTORS EXPECT TO RENT MORE EQUIPMENT

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CUSTOM & STOCK

DECALS & stickers for all equipment needs

Among professional construction contractors who rented equipment in the past year, a majority expects to increase reliance on rental in the year ahead, according to a comprehensive survey of contractors released by the American Rental Association (ARA).

The “Rental Customer Needs Study,” conducted by RSG, an independent research firm for ARA, found that 93 percent of professional contractors surveyed rented equipment in the last year. Of those who rented, 92 percent planned to rent at least as much as last year and 52 percent expected to increase renting over the next year.

Portable toilets, lifts and scaffolding, backhoes, dump trucks and mini excavators are the most popular rental items among contractors, the study found. Reasons contractors rented included: it made more financial sense than buying equipment (45 percent); they needed equipment for immediate use and did not want to purchase (43 percent); and they needed to use the equipment infrequently or only for a short time period (43 percent).

E

e l

S

E

N

Contractors who expect to rent more next year will do so because they plan to use what they currently rent more frequently or they plan to take on more quick-turnaround projects, the study concluded.

More than 90 percent of survey participants said rental locations are doing an excellent job of providing their customers with satisfying rental experiences. According to the study, there are five key things that professional contractors want from their local rental company: • Attentive customer service • Reliable, well-maintained & varied equipment • Online engagement

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• Clear communication • Rewards Data for the study came from surveys of various types of contractors including residential building, specialty, non-residential and commercial building, landscape, road and highway construction, and more.

Full survey results are available on the ARA website, www.ararental.org.

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CRA’s 2020 Rental Rally Tradeshow

California Rental Association

We’re Back... at the South Point Casino Hotel in Las Vegas, Nevada!

Save the Dates!

January 20–22, 2020 January 20 – Seminars and Opening Cocktail Party January 21 & 22 – Exhibits CRA’s 2020 Equipment and Party Rental Rally Tradeshow will be held at the South Point Casino Hotel & Convention Center, with 80,000 square feet of exhibit space. The South Point is a great venue, with the convention center and hotel on the same property!

Show Highlights

Optional Events

Exhibits & Show Specials — Two exciting days of exhibits. Take advantage of Show Specials while visiting our large display of equipment, products and services.

The Seminar Package — A full day of seminars includes two general sessions with information for all rental businesses and then, in addition, a choice of two General Rental or two Party Rental specific seminars. If purchased by 1/10/2020, tickets are $45/person; on-site cost is $55.

The Opening Cocktail Party — The opening cocktail party will be held on the show floor, allowing plenty of time for previewing exhibitor booths and networking with others in the industry. If purchased by 1/10/2020, tickets are $35/person; on-site cost is $45.

Annual Dinner & Awards — The annual dinner will once again be held at Topgolf. CRA has reserved the 2nd level of the venue with 22 bays—attendees will have more opportunities to swing a club! And, it will be quieter—there will be no DJ this year! Heavy appetizers and cocktails will be served, and CRA’s 2019 awards will be presented. Due to Topgolf restrictions, this is an adult-only event (21 and up).

Transportation to and from South Point will be provided. If purchased by 1/10/2020, tickets are $60/person; on-site cost is $70.

Save Money — Bring your own truck, make a deal, and then drive your purchases home!

Educational Seminars — You’ll get helpful rental industry information and ideas from the seminars planned for Monday, January 20.

Networking Opportunities — The Opening Cocktail Party and Annual Dinner events allow for plenty of time to network with others in the industry.

South Point Special Room Rates Enjoy the convenience of staying on-site at the South Point Casino Hotel. Special room rates (Jan. 19-23, 2020) are available from $69 per night with no resort fees. Special group rates are available until Dec. 26, 2019, subject to availability.

Reservations must be made at www.RentalRally.com.

Register by January 10, 2020, for Pre-Registration Pricing!

All qualified rental centers that register by January 10, 2020, will get special pre-registration rates of $60/person or $195/company. After January 10, registration and event tickets must be ordered on-site.

On-site registration is $85/person or $295/company.

Optional events such as the Seminar Package, the Opening Cocktail Party and the Annual Dinner/Top Golf Event are not included in exhibitor or attendee registration fees.

Attendee registration is open to qualified rental centers only; vendors may only attend by purchasing a booth.

Visit www.RentalRally.com for complete Tradeshow Event and Exhibitor Information.

California Rental Association | Phone (916) 922-4222 | Fax (916) 570-1384 | Email: Info@CalRental.org | www.CalRental.org

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Statement of Ownership, Management, and Circulation

(Requester Publications Only)

ADVERTISER’S INDEX

1. Publication Title

2. Publication Number

3. Filing Date

Rental

686-370

September 15, 2019

4. Issue Frequency

5. Number of Issues Published Annually

6. Annual Subscription Price

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

8

Free to Qualified Subscribers

Abbott Rubber Company....................... 59

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

Contact Person

AC Business Media 201 N. Main Street, 5th Floor Fort Atkinson, WI 53538-1807

Allied Construction Products................. 54

Telephone

ADVERTISER PAGE

Wendy Chady

American Honda Motor Co................... 17

(920) 542-1225

8. Complete Mailing Address of Headquarters or General Business Office of Publisher

AMS - Merlo............................................ 40

9. Full Names and Complete Mailing Addresses of Publisher, Editor, and Managing Editor

Auger Torque USA................................. 61

AC Business Media, 201 North Main Street, 5th Floor, Fort Atkinson, WI 53538-1807

Publisher (Name and Complete Mailing Address)

Eric Servais, Publisher 201 N. Main Street, 5th Floor Fort Atkinson, WI 53538-1807

Barreto Manufacturing Inc...................... 7

Editor (Name and Complete Mailing Address)

Boss Industries, LLC................................ 52

Jennifer Lescohier, Editor 201 N. Main Street, 5th Floor Fort Atkinson, WI 53538-1807

California Rental Association................ 57

Managing Editor (Name and Complete Mailing Address)

CASE Construction.................................... 5 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

CK Power................................................ 51

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

Custom Equipment, LLC......................... 39

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 53538-1807

EDCO Equipment Development Co....... 55

11. Known Bondholders, Mortgagees, and Other Security Holders Owning or Holding 1 Percent

Essex Silverline........................................ 59

or more of Total Amount of Bonds, Mortgages or Other Securities. If none, check here.  None Full Name

Complete Mailing Address

Generac Power Systems......................... 25 General Pipe Cleaners............................ 11 12. Tax Status (For completion by nonprofit organizations authorized to mail at nonprofit rates) . (Check One)

Heat Wagon........................................... 32

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 Form 3526-R Facsimile, July 2014 13. Publication Title

14. Issue Date for Circulation Data Below

Rental

Aug/Sep 2019

15. Extent and Nature of Circulation

a. Total Number of Copies (net press run) Outside County Paid/Requested Mail Subscriptions stated on Internet requests from recipient, paid subscriptions including nominal rate subscriptions,

Paid and/or

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

Requested

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

No. Copies of Single

Each Issue During

Issue Published

Preceding 12 Months

Nearest to Filing Date

20800

21205

16091

16898

0

0

(By Mail the Mail)

1

1

Landoll Corp. Trailer Div........................ 49

0

0

16092

16899

LBX Company LLC................................... 33

4423

3648

0

0

0

0

Precision Components............................ 37 ROEDA.................................................... 56

Kubota Tractor Corporation.................. 13 L.B. White............................................... 43

requests from recipient, paid subscriptions including nominal rate subscriptions,

and Outside

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 Through the USPS. (e.g. first-Class Mail)

c. Total Paid and/or Requested Circulation

New Holland........................................... 21

[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,

d. Nonrequested (By Mail

Orion Software....................................... 35

bulk sales and requests including association requests, names obtained from

Distribution

JLG Industries Inc............................... 30-31 Kohler Company....................................... 2

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

Distribution

IPAF Int’l - Powered Access Federation................................... 23

Average No. Copies

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

IGNITE Construction Summit................. 53

business directories, lists, and other sources)

Power Pusher, Division of Nu-Star, Inc........................... 42

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

(4) Nonrequested Copies Distributed Outside the Mail

45

23

4468

3671

20560

20570

240

635

(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) g. Copies Not Distributed h. Total (Sum of 15f and g)

20800

21205

i. Percent Paid and/or Requested Circulation

78.3%

82.2%

Rubbertrax, Inc....................................... 34 Snorkel.................................................... 45 Sotcher Measurement Inc...................... 56 Sullair...................................................... 26

(15c / 15f x 100) *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.

Statement of Ownership, Management, and Circulation

PS Form 3526 -R Facsimile, July 2014 16. Electronic Copy Circulation

(Requester Publications Only)

Average No. Copies

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) x I certify that 50% of all my distributed copies (electronic & print) are legitimate requests or paid copies

in the October/November issue of this publication.

Barry Lovette, CEO

TVH Parts Co........................................... 41 Uline........................................................ 42 UP Equip................................................. 24 Wacker Neuson...................................... 62 Windy Ridge Corporation...................... 59

17. Publication of Statement of Ownership for a Requester Publication is required and will be printed

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

Terex USA.......................................... 15, 27

Date

World of Concrete.................................. 50

09/15/2019

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).

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

PS Form 3526 -R Facsimile, July 2014

58

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EYE ON RENTAL // B y

Dick Detmer

BY DICK DETMER

Make Wise Use of Technological Advancements to

GROW TOP LINE AND REDUCE EXPENSES Today’s business world requires rental business owners to make numerous professional adjustments in order to grow and prosper in the future

S

o much has changed in the equipment rental industry over the last few years.

Rapid advancements in technology, for example, have helped some rental companies soar over strong competitors. But while many are primarily focused on growing the top line, it’s also important to look at the possibilities of using technology to reduce expenses, which can gobble up revenue almost as fast as you can generate it.

Is your investment in your rental and delivery fleet, your staff and your marketing as productive as you need it to be going forward?

A quality, technologically superior computer system can give you the reports to help you make much better decisions for your business. It’s important to learn what should be tracked and what to do with this valuable information. In my opinion, some systems don’t make it easy to extract the information you need to be tracking regularly. And if it isn’t easy, it isn’t likely you’ll continue doing it. Investing in a technologically superior computer system can make all the difference in helping you, your staff and your equipment fleet become much more productive and efficient.

Technology means much more than just a computer system for your rental company, however. There are many devices, applications and other electronic options for making a rental business grow and prosper. Even if you dislike technology and it seems boring or frustrating to you compared

wasan prunglampoo/istock/Getty Images

to the rental equipment you know so well, some technology really makes profit sense. But don’t take the plunge into any investment in technology without adequate research. By the same token, don’t put off making these decisions so long that you miss the extra profit that enhanced technology can produce. It’s a balancing act. At the end of the day, it’s not all about how much money your company takes in, it’s largely about what’s left after expenses, so use technology to help you keep more of what you and your employees have worked so hard to bring in.

Other professional adjustments Additional examples of changes in the way we do business include advertising, communication with customers and prospects, rental inventory selection, and finally, how employees think and what motivates them. Almost every aspect of running a rental business has changed dramatically over the years and requires radically different strategies. Much of what worked for your rental business in the past (even recently) might be the worst path going forward. One

thing is for sure, there isn’t just one way to deal with changing realities. It always takes a combination of remedies to maximize business success.

Here are just a few “big picture” ideas and reminders of what it takes to survive and prosper going forward: ■ Embrace digital and reduce paper.

Paperwork clutter can rob your business of profitability through employee and management inefficiencies. Learn what makes sense to keep and what should be eliminated. Remain in compliance with federal, state and local rules and regulations.

■ Resist the temptation to continue conducting “business as usual.”

Instead of simply reacting to business challenges, try to develop written strategies to actively position your company for survival and growth.

■ Manage your financials and debt as professionally as possible, but be sure to invest where it makes sense. Advertise in the ways that are the most likely to achieve results in today’s world. Too many rental companies are clinging to the past.

■ Make employee hiring, training, motivation and retention high priorities for your company.

Don’t be at the mercy of internal and external forces that affect your company’s survival and growth. Be willing to make a number of well-calculated technological advancements and other professional adjustments.

Dick Detmer is a nationally recognized consultant, lecturer and writer with almost 40 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 wwwdetmerconsulting.com. Dick can be reached directly at dick@detmerconsulting.com or at (309) 781-3451.

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