Rental January/February 2016

PRODUCT NEWS INSIGHT ■

HIGH DEMAND How to Grapple With

FOR COMPACT EXCAVATORS pg 38

■

NEW IN 2016 Find out what suppliers have in store for the upcoming rental season — Page 22

TRAILER DISCONNECT PROBLEMS? Here’s a simple solution Page 56

TODAY’S SOFTWARE How to track key performance indicators for maximum profits Page 68

SPECIAL REPORT ‘DEF’INING SERVICE AND MAINTENANCE FOR TIER 4 FINAL ENGINES Page 50

January/February 2016

Find the latest news at ForConstructionPros.com/RENTAL

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2/3/16 3:44 PM

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VOLUME 38 ISSUE 1

JANUARY/ FEBRUARY 2016

82 GUEST COLUMN Why You Need More Attachments In Your Rental Inventory The versatility of compact utility loaders depends on a well-stocked attachment inventory.

IN EVERY ISSUE

DEMAND FOR EXCAVATORS IS

GOING TO INCREASE

38

Construction Support Equipment The rental industry is poised to supply necessary equipment for small- and large-scale projects.

68

76

EQUIPMENT TRANSPORT

MANAGEMENT SOFTWARE

DIY/LIGHT EQUIPMENT

An Easy Solution to the Trailer Disconnect Problem

How Do Your KPIs Measure Up?

How to Cleanse Those Carpet Cleaners

How to use your management software to track Key Performance Indicators (KPIs).

Use a two-step process to clean and sanitize your extractors.

50 SPECIAL REPORT:

ENGINES

‘DEF’ining Service and Maintnenace for Tier 4 Final Engines Understanding diesel exhaust fluid is key.

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Why it’s vital to keep up with the construction market.

8 Manager’s Digest Market information to give you the insight you need to run your business.

16 Market Watch

56

A simple color-coding system can do wonders.

6 Everybody’s Business

Rental companies around the country weigh on various topics.

22 NEW in 2016 The latest product introductions to kick off the upcoming rental season.

90 Industry Update A roundup of recent news and happenings in the rental market.

98 Eye on Rental Dick Detmer explains how to create a smooth transition to new leadership for your company.

JANUARY/FEBRUARY 2016

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CONTENTS

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Visit the BUYERS GUIDE on

New Products and More ForConstructionPros.com/RENTAL features the industry’s most comprehensive guide to construction-related products and equipment. Visit ForConstructionPros.com/RENTAL and click on the Buyers Guide for the most up-to-date list of what today’s leading manufacturers have to offer. www.ForConstructionPros.com/RENTAL

Visit ForConstructionPros.com/RENTAL

Designed With You in Mind

Rental and Construction Market Updates

It’s easier than ever to find the industry news and information you need to run your equipment rental business. Just point your browser to ForConstructionPros.com/RENTAL, and scroll for the latest reports. Whether you’re using your desktop, laptop, tablet or smartphone, you get the same simpleto-navigate experience, only faster than ever before. Visit ForConstructionPros.com/RENTAL today.

ForConstructionPros.com/RENTAL offers all the latest information pertaining to the topics that matter most to your business. Look here daily for the news and information you need most. And don’t miss our weekly eNewsletter, RentalWATCH, for a digest of the week’s reports.

www.ForConstructionPros.com/RENTAL

WANT MORE PRODUCT INFO?

SOCIAL MEDIA

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Check out our Facebook page and join our online community. Leave a comment, post some news and photos, or just catch up on the latest happenings in the world of equipment rental. www.Facebook.com/RentalMagazine

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INDUSTRY NEWS

JANUARY/FEBRUARY 2016

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To subscribe, go to ForConstructionPros.com/Register.

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

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EVERYBODY’S BUSINESS ™

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

Good News

PRODUCT NEWS INSIGHT ■

■

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

for Construction

A positive outlook for the construction market suggests a solid future for rental businesses

A

s a rental company serving construction contractors, you must pay close attention t o w h at’s d r i v i n g that business so you can make a wellinformed forecast for your own future.

With that in mind, here are some tidbits we gathered about the state of the construction market. Consider: The U.S. construction industry is currently expected to continue its upward momentum in 2016, with estimates for total U.S. construction activity ranging from 8- to 10-percent growth.

Dodge Data, which tracks construction starts, predicts 6-percent growth in starts in 2016 to $712 billion.

Residential starts are forecast to be up 16 percent. Nonresidential building is anticipated to increase by 10 percent, if the volatile electric power and gas plant category is excluded.

Ac c o r d i n g t o t h e Na t i o n a l Association of Home Builders, the pent-up demand for new homes and the arrival of first-time home buyers should push the housing recovery forward. Housing starts are expected to increase by 136,000 to 1.26 million in 2016, the best year since 2007.

Single-family construction is expected to grow 10 percent in 2016, and multifamily will expand another 10 percent, according to the Associated General Contractors of America.

The Associated Builders and Contractors forecasts a continued steady economic recovery for the U.S. commercial and industrial construction industries in 2016. It forecasts growth

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JANUARY/FEBRUARY 2016

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201 N. Main Street Fort Atkinson, WI 53538 (800) 538-5544 www.ACBusinessMedia.com

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

Dick Detmer

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Cindy Rusch

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Kayla Brown

Sr. Audience Development Mgr Wendy Chady

Advertising Sales (800) 538-5544 Sean Dunphy Jill Draeger Vaughn Rockhold Erica Finger Amy Schwandt Denise Singsime Tom Lutzke

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ForConstructionPros.com Digital Operations Manager Nick Raether nraether@ACBusinessMedia.com

“There’s good news for your customers, which should translate into good news for you.” in nonresidential construction spending of 7.4 percent, along with growth in employment and backlog. It also believes the current recovery could end up challenging the lengthiest recovery in U.S. history, which lasted 120 months between March 1991 and March 2001.

Overall, there’s some pretty good news for your customers, which should translate into good news for you. Visit ForConstructionPros.com daily for more economic analysis, and don’t miss our upcoming March issue, which will include an in-depth state of the industry report for the construction and rental markets. ■

Digital Sales Manager Monique Terrazas mterrazas@ACBusinessMedia.com Editor Larry Stewart lstewart@ACBusinessMedia.com Managing Editor Kimberly Hegeman khegeman@ACBusinessMedia.com Change of Address & Subscriptions — PO Box 3605, Northbrook, IL 60065-3605, Phone: (877) 201-3915 Fax: 800-543-5055 • circ.rpnmag@omeda.com List Rental — Elizabeth Jackson, Account Executive, Merit Direct LLC, Phone: (847) 492-1350 ext. 18 Fax: (847) 492-0085 • ejackson@meritdirect.com Reprints — Erica Finger, efinger@ACBusinessMedia.com

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Published and copyrighted 2016 by AC Business Media Inc. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording or any information storage or retrieval system, without written permission from the publisher.

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

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Rental (ISSN 1067-0904, USPS 686-370) is published seven times per year: January/February, March, April/May, June/July, August/September, October/November and December by AC Business Media, 201 N. Main Street, Fort Atkinson, WI 53538. Periodicals postage paid at Fort Atkinson, WI and additional entry offices. POSTMASTER: Please send change of address to Rental, PO Box 3605, Northbrook, IL 60065-3605. Printed in the USA. Canada Post PM40612608. Return Undeliverable Canadian Addresses to: RENTAL, PO Box 25542, London, ON N6C 6B2.

Vol. 38, Issue 1, January/February 2016

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MANAGER’S DIGEST

OPTIMISM SOFTENS AMONG CONSTRUCTION INDUSTRY EXECUTIVES DESPITE BULLISH OUTLOOK

→

The construction industry is entering 2016 less optimistic than in 2015, but overall bullish about local, nonresidential construction activity, according to a recent survey of industry contractors and equipment distributors released today from Wells Fargo Equipment Finance, a subsidiary of Wells Fargo & Company.

The 2016 Construction Industry Forecast presents the results of Wells Fargo Equipment Finance’s 40th year surveying construction industry executives. This year’s survey was conducted October 19 – November 6, 2015. Drawing on the responses of construction contractors and equipment distributors from across the U.S., the Forecast reveals trends in the industry and gauges the sentiment of industry leaders on a variety of business topics.

In the 2016 edition, the Wells Fargo Construction Industry Forecast’s Optimism Quotient (OQ) declined to 108 after reaching an all-time high of 130

in 2015. However, an OQ score greater than 100 suggests strong optimism for increased local construction activity versus the prior calendar year.

GLOBAL CONSTRUCTION EQUIPMENT

RENTAL MARKET WORTH $84.60 BILLION BY 2022:

Grand View Research Inc. The construction equipment rental market is expected to reach USD 84.60 billion by 2022, according to a new study by Grand View Research Inc. Availability of a wider range of modern, productive machinery in rental fleets coupled with infrastructural development occurring at a brisk pace is projected to drive demand. Significant factors such as the cost inflation associated with the replacement of equipment and the technical changes pertaining to machinery requirement has positively favored rental demand. Environmental and safety issues make it more economical. Further, a considerable

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shift toward renting over buying due to less immobilized capital, low maintenance, improved cost control and reduction in transportation fleets is expected to boost revenue growth over the forecast period.

Stringent regulations, financial constraints and increasing cost of ownership makes it a considerable alternative for various government authorities, contractors and other users. Manufacturers are aggressively focused on providing tailored solutions and financial packages in order to meet the requirement of individual customers which is further projected to drive growth over the forecast period.

Reduced burden of upfront investment, and eliminated risk of expensive breakdown repairs, is expected to offer lucrative growth opportunities. For instance, over 80 percent of the machinery sold in the UK goes to plant hire companies.

For the entire report, Global Construction Equipment Rental Market, with detailed charts and figures, visit www.grandviewresearch.com/industry-analysis/construction-equipment-rental-market

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MANAGER’S DIGEST

ELFA ANNOUNCES TOP 10 EQUIPMENT ACQUISITION TRENDS FOR 2016 The Equipment Leasing and Finance Association (ELFA), which represents the $1-trillion equipment finance sector, has revealed its Top 10 Equipment Acquisition Trends for 2016. Given U.S. businesses, nonprofits and government agencies will spend over $1.6 trillion in capital goods or fixed business investment (including software) this year, financing a majority of those assets, these trends impact a significant portion of the U.S. economy. Businesses will find opportunities for equipment investment as solid market conditions and an improving U.S. economy prevail over global headwinds and potential policy changes.

ELFA President and CEO Ralph Petta said, “Equipment acquisition is critical in driving the supply chains across all U.S. manufacturing and service sectors. Equipment leasing and financing provide the source of funding for a majority of U.S. businesses to acquire the productive assets they need to operate and grow. To assist businesses in planning their acquisition strategies, we have distilled recent research data, including the Equipment Leasing & Finance Foundation’s 2016 Equipment Leasing & Finance U.S. Economic Outlook Report, industry participants’ expertise and member input from ELFA meetings and conferences to provide our best insight for the Top 10 Equipment Acquisition Trends for 2016.”

ELFA forecasts the following Top 10 Equipment Acquisition Trends for 2016: 1. U.S. investment in equipment and software will hit a new high, but moderate in growth as businesses hold back on spending.

2. End of zero interest rate policy will spur other businesses, particularly small businesses, to invest before rates go higher.

3. The growth of equipment acquired through financing will increase solidly, but more slowly.

4. Businesses will begin preparing for new lease accounting rules.

5. China’s economic woes will be a global concern.

6. Equipment investment will vary widely by industry vertical.

7. Customer demand for greater flexibility and convenience will increase the use of non-standard financing agreements.

8. Low oil prices will continue to impede energy investment.

9. Eyes will be on 2016 presidential election for potential policy shifts.

10. Looming “wild cards” could influence business investment decisions.

For a detailed outlook for 2016, download the 2016 Equipment Leasing & Finance U.S. Economic Outlook at: www.leasefoundation.org/research/eo/.

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CONSTRUCTION EMPLOYMENT

CLOSES OUT 2015 ON A HIGH NOTE

The U.S. construction industry showed robust growth at the end of 2015, adding 45,000 net new jobs in December and 128,000 during the fourth quarter, according to analysis of a recent employment release from the U.S. Bureau of Labor Statistics by Associated Builders and Contractors (ABC).

The construction industry’s nonresidential component added 16,400 net new jobs in December while the residential sector accounted for 23,100 and the heavy and civil engineering sector contributed 4,800.

“Many contractors continue to report strong backlog, indicating that nonresidential construction spending will remain a key economic driver in 2016,” said ABC Chief Economist Anirban Basu. “Given the mounting level of concern regarding the U.S. economic outlook in the face of emerging global deflationary forces and unstable geopolitics, today’s employment report is a positive sign. Consumer spending will be the primary economic driver in 2016 and the U.S. economy would fail to achieve even 2 percent growth should the labor market begin to sputter.”

November’s construction employment estimate was upwardly revised from 46,000 net new jobs to 48,000, but the construction unemployment rate rose to 7.5% in December from 6.2% in both November and October.

“The construction industry’s unemployment rate surged 1.3 percentage points in December, an indication that more people are beginning to recognize the opportunities being generated by the industry and want to participate in what is presently one of the economy’s more dynamic segments,” said Basu. “While rising unemployment is not generally viewed as a good thing, it could signal relief in an industry where contractors have fretted for years about a lack of qualified craftspeople to do the work.”

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MANAGER’S DIGEST

WEAK CONSTRUCTION MATERIAL PRICES PREVAILED THROUGHOUT 2015 The current materials/equipment price index slowed to 37.8, down from 40.5 in November, the lowest level since the survey began four years ago. All underlying material and equipment components showed falling prices except readymix concrete, which showed neutral prices. Copper-based wire and cable registered the highest drop compared to last month, moving from 42.5 in November to 27.5 in December.

Transformers, fabricated structural steel and exchangers price indexes also retreated relative to November.

“The latest data for the PEG indexes highlight the general softness in the pricing environment and, more particularly, the filtering through of the sharp and continuing drop in commodity prices that began back in the summer of 2014, said John Mothersole, director of research at IHS Pricing and Purchasing. “While declines in certain material categories, such as wire and cable, stand out at the moment, the pervasive weakness in the data hints at a broad weakness in aggregate demand.

CMD: DECEMBER CONSTRUCTION STARTS DROP NEARLY 7% According to CMD, December’s level of U.S. construction starts, excluding residential work, was $22.2 billion, a drop of 6.9% versus November.

The pull-back was only slightly more than the usual or long-term Decemberversus-November percentage change, due to seasonality, of -5%. (To note for January, weather usually has an even greater effect in that month, -8.5%.)

The starts figures throughout this report are not seasonally adjusted (NSA). Nor are they altered for inflation. They are expressed in what are termed ‘current’ as opposed to ‘constant’ dollars.

ing/civil (-6.2%) were less severe than for institutional (-22.5%). The normally smaller-dollar-volume category of industrial, however, took a big leap forward (512.9%).

‘Nonresidential building’ plus ‘engineering/civil’ work accounts for a considerably larger share of total construction than residential activity. The former’s

Comparing standalone December 2015 with its counterpart in 2014, the declines for commercial (-8.9%) and engineering (-3.3%) were again smaller than for institutional (-21.6%). Industrial starts (238.3%) in the most recent December were better than in the prior year’s same month.

Full-year 2015 starts, though, were led by the engineering category, 10.9% compared with full-year 2014. The annual industrial starts figure was also positive, 32.8%, while there was a mild decline in commercial, -4.2%, and a more substantial setback for institutional initiations, -7%.

Compared with December of 2014, the latest month’s starts level was -7%; but versus the five-year average for December over the past five years (i.e., 2010 to 2014 inclusive), it was 9.2%.

Full -year 2015 starts were 1.9% relative to the same January-to-December period of 2014.

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combined proportion of total putin-place construction in the Census Bureau’s November report was 62%; the latter’s was 38%.

All three major type-of-structure categories saw month-to-month starts declines in December. The retreats for commercial (-4%) and heavy engineer-

Sources of strength in the institutional category in 2015 were the ‘police/courthouse/prison’ (-25.9% m/m; -23.2% y/y; but 46.3% ytd) and ‘nursing/assisted living’ (-15.9% m/m; but 1.3% y/y; and 20.7% ytd) subcategories.

Commercial starts in 2015 were buoyed by the ‘retail’ (-30.6% m/m; -5% y/y; but +7.3% ytd), ‘hotel/motel’ (-38.8% m/m; but 6.9% y/y; and 3.7% ytd) and ‘warehouse’ (-55.2% m/m; but 67.7% y/y; and 42.7% ytd) subcategories.

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MANAGER’S DIGEST

SINGLE-FAMILY RESIDENTIAL CONSTRUCTION SPENDING UP, MULTIFAMILY SPENDING DECREASES DODGE MOMENTUM INDEX REBOUNDS AS 2015 ENDS The Dodge Momentum Index rose 4.1% in December to 125.2 (2000=100) from its November reading of 120.3, essentially reversing the 3.6% decline that took place in November. The December rise in the Index was fairly evenly spread between a 4.7% increase for institutional projects and a 3.6% increase for commercial projects.

On a year-over-year basis, the Index finished 2015 up 2.4% from its reading at the end of 2014. The year-over-year change for the Index was dampened by a 6.7% decline for commercial projects, as this sector settled back to a more sustainable pace after surging 26.4% over the course of 2014. Renewed growth in planning activity for the commercial sector is expected to take place in 2016, supported by strong industry fundamentals such as vacancy rates and employment.

Institutional projects at the planning stage jumped 15.8% in December compared to the same month a year ago, helped by the passage of recent construction bond measures and the improved fiscal health of state and local governments.

There were a total of 10 projects entering planning in December, each with a value that exceeded $100 million. For the commercial building sector, the leading projects were a $176 million warehouse in Shoemakersville, PA, and a $160 million office project in Washington D.C. For the institutional building sector, the leading projects were a $500 million renovation project at Lincoln Center in New York and a $300-million hospital project in St. George, UT.

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National Association of Home Builders (NAHB) analysis of Census construction spending data shows that total private residential construction spending for November increased to a seasonally adjusted annual rate of $428 billion. On a month-overmonth basis, private single-family spending was $227 billion, up by 0.6% over the revised October estimate. But private multifamily spending decreased to $57 billion, down by 0.7%.

Annually, multifamily is up 25% from the October 2014 estimate; singlefamily construction is 9% higher.

NAHB predicts accelerating growth for s ing le-fami ly spending in 2015.

The Census Bureau also published a significant revision for the residential improvement spending category.

After the revision, the estimate for residential improvement spending was larger, particularly for the 2014 to 2015 period. This places the data series in greater alignment with other measures of the remodeling market, including the NAHB Remodeling Market Index. The change also resulted in an increase in the estimate of total private residential spending.

The pace of total nonresidential construction spending was down by 0.8% on a monthly basis in November, but it posted an annual increase from the revised November 2014 estimate of 10%. The largest contribution to this year-over-year gain was made by the class of manufacturing-related construction (28.8% increase), followed by lodging (28.6% increase) and communication (27.8% increase).

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1/28/16 9:32 AM

MARKET WATCH

By Rod Dickens, contributing editor

What Are Your Expectations for 2016?

HOUSING PICKING UP CONTRACTOR MARKET Four Star Rental in Piqua, OH has been in business since 1995. The store is located just off Interstate 75 about an hour north of Cincinnati. “We’ve had a good year,” says owner Andy Lavy. “We’re not back to pre-recession sales yet, and we may never get back to that level, but all things considered, business is looking good.”

He credits the increase in rental sales to an uptick in the housing market. “Contractors represent the biggest

piece of the rental pie for us, many of whom rent skid-steer loaders, excavators and backhoes, along with compactors and other construction-related tools.”

Lavy notes that 18 months ago, the housing market was still down.

Ironically, when housing is down, his rental sales to homeowners go up. The driver there, he suspects, is that homeowners looking to save a little money put on their DIYer hat.

When asked what 2016 will bring, this owner anticipates the housing uptick to continue and his rental sales to trend along with it.

“We’re not back to pre-recession sales yet, and we may never get back to that level, but all things considered, business is looking good.”

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DIVERSIFICATION KEEPS RENTAL DOORS SWINGING “We’re very fortunate,” says Jim Wildt, general manager for Koberstein Rental & Sales in Princeton, IN. “The last two years have been good for us.

Mother Nature has cooperated and our area has been growing. The only real question about 2016 is what will happen to the coal mining industry. We’re smack dab in the middle of it here and it has been slowing down over the past couple of years. Still, the fact that we also rent to farmers, small and large contractors, industrial facilities, and homeowners helps to keep rental sales moving forward.”

Already in the contracting business, Kobersteins opened a rental store in 1996, the same year Wildt came on board. “We’re in a good location,” he remarks, noting that the store’s market

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MARKET WATCH

“…over the last few years we’ve been

adding both new and used equipment to our inventory and we expect to continue to do the same in 2016.” extends nearly 100 miles from its location in the southern part of the state.

“It’s a competitive market here, but not as competitive as it was five years ago when prices were so low you couldn’t get a return on investment buying new equipment. That’s changed and over the last few years we’ve been adding both new and used equipment to our inventory and we expect to continue to do the same in 2016.”

He admits that 2016 will be interesting with the election and questions about the mining industry. Still, he expects good things. The fact the company became employee owned in 2014 added to his optimistic assessment of the future. “It’s important to keep the younger generation enthused and involved with our industry,” he emphasizes. “Becoming employee owned generates excitement and fosters team play, all important ingredients for having a successful business.”

TIMING HELPS GROW SALES FOR NEW STORE CNY Rentals and Sales in Cortland, NY has been in business only a couple of years. So when manager Fritz T homp s on w a s asked how rental sales have been, his response was, “We’re growing... but then again, we better be growing.”

Located about 30 miles south of Syracuse in Central New York, CNY

Rentals and Sales is a combined general tool and party rental store. “So far, during the summer months, our party rentals have outnumbered our tools and equipment rentals,” explains Thompson.

“We’re learning pretty fast, too, what our most popular items are. For example, we have one dunk tank to rent, but we may buy another one next year. There were times this year when we could have rented three.”

He notes that equipment like skidsteer loaders, excavators and backhoes, doesn’t have a specific season and seems to rental all year long. “This area is growing,” he emphasizes. “There’s a new Super Walmart and Lowe’s in town and an area ski hill recently constructed a new lodge.” Thompson indicates there is other retail along with new home construction underway, which all bodes well for 2016 and beyond.

Timing isn’t ever ything, but when opening a new rental store, it sure helps.

YOU HAVE TO FIND YOUR NICHE Ernie Landr y Jr. is president of Landry Rental Center located in Lynn, MA, some 15 miles north of Boston. The store has been in business for several years. Landry is the second generation to own and operate it, and his son will represent the third.

“We’re growing... but then again,

we better be growing.”

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“This year was a good year for us, and we expect even better things next year,” relates Landry.

As he explains, however, growth is less in general tool rental and more in specialty equipment. “The big rental houses and even stores like Home Depot have captured the general tool market. If you’re in the general tool business here and are just sitting around waiting for sales, you’ll be sitting around for a long time.”

“Growth is less in general tool rental and more in specialty

equipment. ” Instead, Landry Rental Center has focused on the needs of contractors renting skid-steer loaders, excavators and backhoes, along with a wide variety of attachments that increase their versatility. The store still supplies homeowners with general tools, but again its focus has evolved over the years.

“Boston is always growing, but much of that market is tied up with bigger rental stores,” he reiterates. If he’s learned one important lesson over the years, independent rental operators are better off finding their own niche rather than trying to compete with the big boys.

BEING CAUTIOUSLY OPTIMISTIC ABOUT 2016 AND BEYOND You couldn’t get little enough fast enough is what Ed Bacon, owner of a Grand Rental Station store in Cornelius, OR remembers all too vividly about

www.ForConstructionPros.com/RENTAL

1/28/16 8:38 AM

Search: 10073348

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1/28/16 8:38 AM

MARKET WATCH

“I think the challenge today for many operators is to strike a

balance between being overly cautious and yet aggressive enough to take advantage of growth opportunities. When looking out toward 2016 and beyond, I have to say I’m cautiously optimistic about the future.” the recession. “We opened our store 10 years ago, just prior to the downturn. Our timing c o u l d n’t h a v e been worse, and we’re still making up for lost ground.” Still, he expects rental sales to be up 15 percent this year and approach, if not exceed, the 10-percent figure next year.

“We’re heavier into sales than most rental operators because of our affiliation with True Value,” says Bacon, whose store is located just outside of Portland. His rental inventory is comprised of skid-steer loaders, smaller compactors and concrete tools, lawn and garden equipment, and other items that target smaller contractors and DIYers. The store also offers party goods for special event venues.

Bacon notes the Portland economy is vibrant with the likes of high-tech giants such as Intel expanding their operations. This is not to say their presence has a dramatic impact on sales, but there is some trickle down, he adds.

While looking forward, this owner can’t help but continue to feel the impact of the Great Recession. “I think the challenge today for many operators is to strike a balance between

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being overly cautious and yet aggressive enough to take advantage of growth opportunities. When looking out toward 2016 and beyond, I have to say I’m cautiously optimistic about the future.”

MORE DISCRETIONARY SPENDING, MORE CONTRACTOR SALES? Rental Works in Greensboro, NC has seen an uptick in both party and tool rentals this year and expects a continuation of this trend in 2016. “There’s a lot of road and bridge construction and new home construction is sailing right along,” says General Manager Eric Beck. “There’s no question the market is growing here, but certainly it’s not as hot as it was in the years leading up to 2008. Of course, we may never get back to that level of spending.”

Beck looks for a 10-percent increase in rental sales next ye ar, again with party growth

coming in slightly higher than the tool side of the business. On the tool and equipment side, he expects the commercial segment to trend higher, where homeowner sales will be flat.

“We haven’t gotten our arms totally around this change, it may be an improving economy, or it may be a generational change away from do-it-yourself,” he adds. “Our feeling right now is that homeowners may have more discretionary income than in recent years, which means they are more likely to retain contractors for something they previously would have rented tools to do themselves.” ■

“There’s no question the market is growing here, but certainly it’s not as

hot as it was in the years leading up to 2008. Of course, we may never get back to that level of spending.”

www.ForConstructionPros.com/RENTAL

1/28/16 8:38 AM

DOWN TIME? NOT ON OUR WATCH.

BOOTH #3475

YOUR CUSTOMERS HAVE A JOB TO DO. And that job has a deadline. And every day, until that deadline is met, is a day that you and your customers need to be up and running. So you need a team that’s ready to work as hard as you do, wherever the job may be. A team that won’t quit.

Products that won’t quit. Service and support when you need it most. Generac | Magnum and Generac | MAC innovative mobile generators, heaters, light towers, pumps and portable products perform in the most extreme environments. Our focus is on improving the overall owner and operator experience while reducing your total cost of ownership and making life easier for your customers…until the job is done. Visit us at ARA booth #3475 to learn more about our new solutions.

GeneracMobileProducts.com

Generac Mobile Products LLC • 800-926-9768 • 920-361-4442 L I G H T T O W E R S | G E N E R AT O R S | P U M P S | H E AT E R S

Search: 10073092

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NEW PRODUCTS IN 2016

HERE’S WHAT LEADING SUPPLIERS HAVE TO OFFER FOR THE UPCOMING RENTAL SEASON The industry is ramping up for another year of growth, which means the time is right to consider new lines of equipment.

With that in mind, check out our selection of the latest and greatest new products.

Vermeeer FTX25 Footings Trencher Vermeer has introduced the dedicated FTX25 footings trencher — a stand-on, track-mounted trencher built to dig footings to a depth of 26 in. deep and up to 12 in. wide.

• Stand-on operator station • Controls designed to make it easy for operator to steer the machine with the precision required when digging footings • Trencher boom can also be repositioned from an offset to a center-mount position • Available with two boom lengths - 20 or 26 in.— to cut footing trench up to 12 in. wide • Variable-position boom can be offset up to 2 in. outside the track undercarriage • Powered by 25-hp Kohler EFI gas engine Search: 12157729

Bobcat T740 Compact Track Loader The T740 vertical lift path compact track loader is powered by a 74-hp ultra-low particulate combustion (ULPC) Tier 4-compliant diesel engine that does not require a diesel particulate filter (DPF), selective catalytic reduction (SCR) or diesel exhaust fluid (DEF).

• 10,263-lb. operating weight with a 3,200-lb. rated operating capacity • 132-in. lift height to hinge pin • Higher standard flow and pressure (23 gpm) with an optional 30.5-gpm high-flow hydraulic option • Pressurized cab with cabforward design moves operators closer to the attachment and the work area, while a large cab door opening,large side and rear windows and a large top window provide all-around visibility • Standard controls with power assist or optional Selectable Joystick Controls (SJC)

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.

Search: 12139146

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1/27/16 9:24 AM

Snorkel 660SJ Telescopic Boom Lift

UREDT T A E F UC PROD

The 8-ft.-wide 660SJ mid-size telescopic boom lift features a 66-ft. maximum platform height, 58-ft. 6-in. maximum outreach and a lift capacity of 600 lbs.

• 8 - by 3-ft. tri-entry platform design with saloon doors and 150° platform rotation • 34-ft. 5-in. stowed length can be reduced to 28 ft. for transport by stowing the 6-ft. 6-in. jib boom underneath the main boom • Heavy-duty all-steel construction with steel, four-plate “top hat” style boom weldment and durable steel cowling • Traction manifold delivers oil to all four wheels at all times for constant four-wheel drive and gradeability up to 43% • All proportional functions including drive, raise, slew and extend • Snorkel Guard secondary guarding system fitted as standard Search: 12047872

Chicago Pneumatic CPLT V15 Light Tower The CPLT V15 light tower features a heavy-duty polyethylene canopy designed to withstand extreme elements and working conditions.

• Kubota Tier 4 engine with a 28-gal. fuel tank for up to 50 hours of run time • Four 1,000-watt metal halide lamps offer visibility up to 7 acres • Wide wing doors allow 100% service access to the machine, including service components and drains • Includes our heavyduty stabilizers and a level indicator

GENIE GTH-844 WITH

OPTIMIZED 74-HP ENGINE OPTION

With an eye toward helping rental companies achieve the highest possible return on investment, Genie introduces the updated GTH-844 rough-terrain telehandler with a new, simplified Tier 4 Final 74-hp engine option, offering full-size performance at a lower price.

• Powered by 287-ft.-lb. Deutz turbocharged 3.6L engine optimized for 74 hp • Optional 99-hp Tier 4f Deutz 3.6L diesel engine or 99-hp Tier 4f Perkins turbocharged diesel engine • Standard features include Quick-Attach system, low-profile tires, four fenders and lift shackle at boom tip • 8,000-lb. maximum lift capacity • 43 ft. 10 in. maximum lift height

• Can be transported with the mast in the vertical position

• 28 ft. 2 in. maximum forward reach

Search: 12135569

Search: 12159087

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RPN0116_22-37_NewProducts.indd 23

• Full-time four-wheel drive and four-wheel steering • Proportional frame leveling 10 degrees each side • Compact 94-in. height • Narrow 97.5-in. width

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NEW PRODUCTS IN 2016

MK Diamond CX-3E1 Electric Concrete Saw The CX-3E1 electric saw is engineered for indoor cutting where use of a gas-powered saw could be hazardous.

• 14-in. blade capacity with a 5 1/2-in. depth of cut capacity; can cut within 1 in. of a wall • 1.5-hp, thermally protected, 120-volt, single-phase motor provides sufficient power to step cut through a concrete slab and operates on a regular 20-amp household circuit • 1-in.-diameter blade shaft and self-aligning pillow bearings facilitate accurate cutting and maintenance-free operation Search: 12141667

Generac Magnum MGG450 Gaseous Generator The MGG450 provides 450 kVA of power and fuel flexibility that automatically adjusts to spontaneous changes to its fuel sources (natural gas, wellhead gas or liquid propane).

• 360-kW prime power rating delivers 16.4 kW/L, suitable for powering large equipment in remote field locations, while design integration ensures continuous operation in extreme conditions • Continuous-duty Generac 21.9L engine includes an advanced fuel control system that minimizes fuel deration • 1,500-hour service interval and knock sensors on each cylinder for long engine life with maximum power output Search: 12147078

Takeuchi TB210R Compact Excavator The TB210R features a minimal tailswing design, retractable undercarriage, backfill blade that can go from 40.2 to 29.5 in. wide and foldable ROPS/TOPS canopy that can reduce the machine’s overall height for easy confined space access.

• Pilot-operated joystick controls come with an ISO/SAE control pattern change valve, selector valve and pilot accumulator • Selector valve allows for one-way and two-way auxiliary hydraulic flow • Pilot accumulator enables the operator to easily remove residual pressure from the auxiliary lines • Kubota D722-E4B three-cylinder engine delivers nearly 22% more horsepower than the predecessor model, the TB108 • Lockable access panel located below the operator’s seat and lockable swing-out panel on the left side of the machine Search: 12147100

Magna-Trap Grinders & Tooling from EDCO EDCO introduces Magna-Trap Systems, opening a new era in concrete grinding surface preparation equipment and tooling specifically designed for the rental industry. With both rental and retail opportunities, EDCO’s Magna-Trap System solves virtually every concrete grinder surface preparation application. The combined capabilities of the 4 core Magna-Trap tools, (Dyma-Dots, Dyma-Segs, Dyma-PCD w/ Backing Segment, Strip-Serts) are designed to solve most surface preparation applications. These options are available in the new Magna-Trap Rental Packages.

• Same surface preparation tooling across EDCO Floor Grinders and Turbo Grinder product lines • 90% improvement in tooling changeover times compared to existing tooling systems • Increased application solutions through new tooling selections • Consistency and simplicity in approaching surface preparation tasks and rentals • Decreased risk of lost rental revenues due to tooling burn out • Opportunity to increase return on investment by up to six-times over existing tooling systems and grinding machines Search: 12140683

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www.ForConstructionPros.com/RENTAL

1/27/16 9:25 AM

ADD THE BRAINS

AND DOUBLE YOUR BRAWN.

MOBILE POWER SOLUTIONS EPA-CERTIFIED

|

DIESEL

|

GASEOUS

|

CUSTOM ENGINEERING

Maximize your rental fleet with our Mobile Paralleling Box. It lets you parallel multiple KOHLER generators to meet capacity or redundancy ®

demands. Parallel any units – even different sizes and fuel types – to maximize equipment use and double your power.

See it at the ARA Rental Show, Feb. 21-24, Booth 2047.

PUT YOUR POWER ON THE ROAD. VISIT KOHLERPOWER.COM Search: 10073580

RPN0116_22-37_NewProducts.indd 25

1/27/16 9:25 AM

NEW PRODUCTS IN 2016

Xtreme XR1270 High Pivot Telehandler • The XR1270 has a 12,000-lb. lift capacity, a 70-ft. lift height and a 53-ft. 10-in. forward reach. 130-hp Perkins Tier 4 Interim engine • Center-mounted powertrain • Large cross-section boom with heavy-duty boom chains and long-life boom rollers • Includes a solid steel plate chassis, trunnion-mounted sway cylinders, protected tile and extend cylinders and melonite pins • Features standard auxiliary hydraulics, a fiberglass hood, 360° operator visibility, wider outrigger stance, rear axle stabilization and more • G2 foam-filled tires • 72-in. fixed carriage • Two 4” x 2 1/4” x 60” forks Search: 12148902

Kaeser Compressor M58 Portable Compressor The M58 Mobilair portable compressor delivers 210 cfm at 100 psi and features a Kubota Tier 4 Final diesel engine direct coupled to the energy-saving Sigma Profile airend.

• Powder-coated steel cabinet built to withstand harsh conditions with a singlepoint lifting bail for easy mounting/ dismounting • Eye-level, curbside instrument panel features the user-friendly Sigma Control Smart electronic controller with protective metal cover • Large 28-gal. fuel tank provides up to 10 full hours of operation • Fully weatherproofed canopy and wide-opening gullwing doors allow quick access to all components for easy servicing, and reduce noise levels Search: 12145068

CAT / ASV / TEREX PARTS

913-947-3934 (LUGS) 855-575-5847 TOLL FREE

www.bairproducts.com Email: info@bairproducts.com

PARTS CAN BE INSTALLED WITH FACTORY PARTS Installation Videos On YouTube

BOLT-ON REPLACEMENT TRACK DRIVE LUGS

Got Lugs?

Visit us at Booth #3569

GREASEABLE / REBUILDABLE AXLE ASSEMBLY

HYDRAULIC TRACK INSTALLATION KIT

HYDRAULIC TRACK TENSIONERS • Tighten and Loosen Tracks In Seconds with a Grease Gun • No modifications

• Grease Filled, No Oil • Rebuildable/Greasable • Fits Factory Rubber or Bair Alloy Wheels • Double Stacked Tapered Bearings

DRIVE CAGE PARTS

• Greaseable Bearing Carriers • Thicker Steel Plate & Base

Install rubber tracks fast with Hydraulic Tools

Search: 10072121

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1/27/16 9:25 AM

Gehl Z55 Compact Excavator

Doosan G25, G50 and G70 Tier 4 Final Generators The G25, G50 and G70 Tier 4 Final–compliant mobile generators feature Doosan-built engines with a virtually maintenance-free diesel oxidation catalyst aftertreatment system.

• 25-, 51- and 76-kVA prime power ratings • Increased onboard fuel capacity for runtimes in excess of 24 hours at any load factor • G25 has a sound level of 63 dBA and the G50 and G70 have 65-dBA sound levels at 23 ft. at 100% load • Include a dual-frequency feature that allows an operator to select 50 or 60 Hz and a multi-voltage selection switch • Incorporate heavy-duty skid bases, 14-gauge, galvannealed steel enclosure and rugged running gear for easy towing Search: 12152346

The 5.5 metric ton Z55 zero tailswing compact excavator features a 47.6hp Yanmar Tier 4-certified, turbocharged diesel engine with an electronic throttle.

• Provides a 12-ft. 9.5in. digging depth and 9,419-lb. bucket breakout • Includes ECO mode and auto deceleration • Proportional auxiliary hydraulic rocker switch allows hydraulic flow adjustment for optimal attachment performance • Standard ISO or optional backhoe control pattern selectable via a turn of a mechanical lever • Boom offset swing of 68° in both directions • Optional hydraulic angle blade Search: 12147236

BACK BY POPULAR DEMAND Genuine Kubota Reman parts perform as well as new Genuine Kubota parts, and they’re an even better value. They’ve already been on tough jobs and proved their worth. Now they’re remanufactured, refreshed and ready to work for you.

Search: 10073593 KubotaEngine.com/GenuineParts www.ForConstructionPros.com/RENTAL

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NEW PRODUCTS IN 2016

JCB Demolition Package This factory-installed demolition application package provides additional durability and safety features for JCB skid-steer or compact track loader models used in demolition applications.

• Available for all 18 models featuring 6,153- to 11,596-lb. operating weights and 48– to 74-hp JCB Diesel no-DPF Tier 4 Final engines • Includes a fire extinguisher, Level 2 FOPS guard, twine cutter (wheeled models only), front screen guard and heavy-duty rear bars

Case CX130D and CX160D Excavators The 29,131-lb. CX130D and 38,391-lb. CX160D provide up to 5% faster cycle times, improved responsiveness and multifunctional controls.

• 102-hp CX130D offers 20,233 to 21,357 ft.-lbs. of bucket digging force, and the 112-hp CX160D delivers 25,179 to 26,527 ft.-lbs. of bucket digging force • SCR Tier 4 Final engine does not require a diesel particulate filter • Electronically controlled hydraulic pump • CASE Intelligent Hydraulic System includes integrated Boom Economy Control, Auto Economy Control, Swing Relief Control and Spool Stroke Control • Speed Priority, Heavy and Automatic working modes

• Canopy models require the front impact protection option

•

• L oaders include the PowerBoom single arm design and left-side entry door, 270° visibility, a choice of radial or vertical lift, cab or canopy and large rear service door

Search: 12148057

General Equipment EP16ACP Axial-Flow Confined Space Ventilation Blower

Search: 12156387

Adding to its extensive line of hazardous and non-hazardous location ventilation blowers, General Equipment Company introduces the EP16ACP axial-flow confined space ventilation blower.

Compared to other models of axial-flow blowers from General Equipment, this new unit is larger with a 16-inch diameter inlet/outlet and delivers greater airflow.

WANT MORE

• Powered by a 1-hp, 115 VAC electric motor

USE THE EIGHT-DIGIT CODE

• Ideal for drying applications, improving indoor air quality levels and removing unwanted odors

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

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Standard Free Swing for improved craning, laying or lifting of offset loads

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• Free air flow rate of 4,450 CFM • Designed for use in conventional confined space worksites such as manholes and sewers

• Heavy-duty polyethylene construction • Blowers can be stacked for operation and storage • Can remove air from confined spaces or blow fresh air in, simply by changing the ventilation duct location on the blower’s inlet or outlet Search: 12157228

www.ForConstructionPros.com/RENTAL

1/27/16 9:25 AM

Attachments can make your machine more valuable. Allied offers a wide assortment of attachments to fit all of your makes and models of excavator, loader/backhoe, mini-excavator, skid-steer or compact track loader machines. Allied has become attached to your machines. Allied始s construction and demolition attachments are productive and dependable. State-of-the-art technology. Full product line. Competitive price and performance.

Allied offers innovative, problem-solving capabilities. Commitment to product availability. Superior product support.

Strong Distributor network. Most of all Allied meets and exceeds customer performance expectations. To put a high performance Allied attachment on your machine, call us at 1-800-321-1046 or visit AlliedCP.com for the name of a Distributor nearest you.

We始ve become attached to your machines.

Visit us at Booth #5029

漏 2016 Allied Construction Products, LLC

Search: 10071894

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NEW PRODUCTS IN 2016

FasTrac Concrete Mixer Western Material & Design, LLC introduces the FasTrac Concrete Mixer that converts any skid steer into a portable concrete mixer for fast-setting concrete applications where speed is important and space may be limited.

• Model 750 has a ¾-cu.-yd. capacity; Model 500 has a ½-cu.-yd. capacity • Mixing can be done right at the pour site • Easier and less expensive than scheduling a full-size mixer for smaller jobs • Greater capacity than portable mortar mixers • Precise control of small pours • Viable alternative to small batch plants and pre-mixed cartloads • Transports concrete to places that ready mix trucks can’t reach • Powered by a hydraulic motor connected to standard quick-disconnects for skid steers Search: 12157660

Morbark MXG50 Track Stump Grinder Morbark Inc. unveils its MXG50 Track Stump Grinder designed for landscapers, stump grinding contractors and rental stores. Equipped with a 35-hp Kohler gasoline engine, the MXG50 is features a 50-in. boom arc swing, maximum cutting height of 21 ½ in. and maximum cutting depth of 16 in.

Weber VPR 700 Paver Roller It’s increasingly popular to use large-size slabs for hardscape projects, so Weber MT has introduced the VPR 700 paver roller for compacting these materials in a gentle and efficient manner. This machine has been designed specifically for the challenging task of compacting large slabs and pavers.

• Allows for exceptionally gentle compacting

• Long Boom Technology maintains the full 50-in. cutting arc regardless of depth

• Efficient operation even in cramped spaces—increases labor savings

• Tip-out operator’s station with 4-up fingertip controls

• Prevents shifting, cracking and chipping

• Optimal weight distribution across PU rollers

• Turf-friendly 7-in. tracks

• Minimizes dust from compacting polymeric jointing sands

• Optional remote control system

• Rubber-coated rollers protect the surface of the installed material

Search: 12157677

Search: 12157284

MQ Whiteman InstaClutch Line of Walk-Behind Concrete Finishers Multiquip introduces the new MQ Whiteman InstaClutch line of walk-behind concrete finishers offering a new innovative clutch system that immediately disengages the drive system should the operator release the handle.

• Advanced friction clutch stops the unit within a quarter of a turn even when running at full rpm, eliminating the need to throttle down during momentary work stoppages • Operator can safely resume operation without having to restart the engine • InstaClutch System also absorbs more of the initial engagement power surge during operation • InstaClutch drive systems are available on MQ Whiteman 36- and 46-in. diameter trowels • Handle assemblies for the InstaClutch system include a standard Fine Pitch Control (SXHC) or a Quick Pitch Option (QXHC) Search: 12157247

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www.ForConstructionPros.com/RENTAL

1/27/16 9:25 AM

We hope to see you at The ARA Rental Show February 21-24, 2016 Atlanta, GA

BOOTH 4783 NO

POWER

20 HP GAS/DIESEL

DRIVETRAIN

CUT DOWNTIME WITH THE

INDUSTRY’S ONLY DEDICATED RENTAL SUPPORT TEAM.

VEHICLE LOAD

AUTO 4 x 4 3/4 - TON

WARRANTY

2 year/2000 hour

Our durable, rental-ready automatic all-wheel drive Carryall® utility vehicles are backed by a corporate rental team you can reach directly by phone. They work exclusively for rental customers. Team members know our vehicles and organization from the inside out and: • Operate regional and on-site classroom and hands-on training for mechanics, working with actual Club Car vehicles.

• Troubleshoot issues with clients remotely and on site.

• Speed parts delivery.

• Serve as a single point of contact for Club Car. • Act as a liaison between rental customers, engineering, product development, aftermarket and other divisions of the company.

This combination of rugged vehicles and fast, efficient service reduces downtime and maintenance costs, improves renter satisfaction and speeds the return on your investment. To learn more, call Club Car’s Dedicated Rental Team at 800-258-2227.

©2016 Club Car, LLC. All rights reserved.

Search: 10075648

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NEW PRODUCTS IN 2016

Tiresocks Equipment Covers Tiresocks Inc. releases a new product line called Equipment Covers in response to customer requests for a simple cover to protect equipment.

It can be used as a perfect marketing tool as well.

• Protects equipment from the elements, dust, and debris

Grindex Maxi H-Lite Submersible Pump Grindex’s Maxi H-Lite submersible pump, designed for heavy-duty drainage applications, features a new generation of cable entry that ensures the junction chamber continues free of water ingress.

• 25 kW motor • Redesigned and optimized top cover • Available with open impeller in either Hard Iron or stainless steel • Hydraulic part features adjustment sleeve and easily adjustable impeller-suctioncover-clearance • Reduced weight and suitable for confined spaces Search: 12160406

Little Beaver Super Blade Plus and Super Xtra Rock Teeth Little Beaver’s Super Blade Plus and Super Xtra Rock Teeth feature bolt-on teeth that give the Kwik-Trench an edge over other earth saws for cutting through different soil types, minimizing costs and maximizing uptime.

•

Bolt on to the Kwik Trench’s cutter wheel with four bolts, which make replacing worn or damaged teeth inexpensive and easy

• Water-resistant, heavy-duty material

•

• Simple Installation • Easy access to control box • Secures equipment by locking it up utilizing the grommets at the bottom of the cover

L andscape professionals can tailor Little Beaver Kwik-Trench earth saws to changing soil conditions

• 1/2-in., carbide-steel Super Blade Plus cut through soft soils, such as loam and sand, at as fast as 30 ft. per minute in ideal soil conditions

• Enhances company’s branding on each jobsite with our customizable logo feature

• Super Xtra Rock Teeth are made from 3/4-in. carbide steel and are ideally suited for dense clays and rocky soils • Fit Little Beaver’s Kwik-Trench KT200B and KT2400B earth saws, which have pre-drilled cutter wheels so operators can change out the teeth within an hour

Search: 12157828

Search: 12157695

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.

DryAIR 250 The Generation 2, compact, DryAIR 250 free-standing aftercooler features the same highquality components used in our Classic DryAIR 12-volt, DC, air-cooled aftercoolers.

• 17-in. depth allows unit to fit under pickup truck bed rail height • Maximum Flow-250CFM • Maximum Operating Pressure-200 psig • Maximum Pressure Drop-5 psig • Fan Power Requirement-17.5 amps, 12 or 24 volts DC • Dimensions-24”W x 26”H X 17”D • Weight-52 lbs Search: 12157809

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www.ForConstructionPros.com/RENTAL

1/27/16 9:25 AM

Come see us for your fleet and financing needs

Booth #4333 Feb. 21-24, 2016 Atlanta, GA

Haulotte North America offers a full line of aerial work platforms to meet your rental fleet and jobsite demands.

3409 Chandler Creek Road | Virginia Beach | VA | 23453 | 800.537.0540 | www.haulotte-usa.com Search: 10072184

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NEW PRODUCTS IN 2016

Canycom CMX1402 Ride-On Brush Cutter The Canycom CMX1402 Ride-on Brush Cutter features four-wheel drive and large tires for added traction on slopes and wet ground.

• Hydrostatic drive system for smooth and seamless operation • Shaft driven cutter deck requires no belts or pulleys • Adjustable cutter deck for trimming from zero to 6 in.

Search: 12157840

Terex R165S Radial Lift Path Skid Steer The Terex R165S radial lift path skid-steer loader has a rated operating capacity of 1,650 lbs. at 50% tipping load (3,300 lbs.).

• W eighs 6,605 lbs. operating weight and achieves 116 in. of lift height, as well as nearly 22 in. of reach • 1 0.5-in. ground clearance and 28.4° rear angle of departure, which improves its ability to traverse soft, uneven terrain • 5 0-hp Perkins diesel turbocharged engine with load sensing, variable flow hydraulics add up to 8,453 lbs. of tractive effort • 25-gal fuel tank for longer operating times between refueling Search: 12157929

Rapid Roof Remover from JKN Enterprises The Rapid Roof Remover is a lightweight pneumatic tool for the removal of both roofing materials and flooring.

• Removes up to five layers at once, saving hours of valuable time and physical effort • Standard blade is toothed and has a width of 30 inches • 18-in. toothed blade is for removal of roofing where excessive weight has caused sway between the trusses, or for flooring removal in restricted areas • 4-in. beveled blade is for removal of hardwood glued to concrete, one of the most difficult and time consuming jobs in flooring removal Search: 12157867

Ditch Witch CX-Series The new line of Ditch Witch CX-Series walk-behind trenchers provides rental companies with exceptional return on investment while enhancing ease of use, reliability and serviceability.

• C16X, C24X andC30X trenchers share a common, compact frame • Powered by engines ranging from 16 to 30 hp • 48-in. digging depth, depending on the model • P atent-pending CX track system with a longer right-side track increases jobsite traction and production • T ighter design improves versatility, allowing machines to maneuver in confined spaces and fit on a variety of trailer options • Responsive, easy-touch controls decrease operator fatigue • S imple, open design provides greater service accessibility and eliminates daily grease points • N ew 19K chain-digging system creates less friction, provides smoother operation and is maintenance-free, reducing downtime Search: 12157896

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We designed our equipment for this guy ...

AND TO BE TOUGH ENOUGH FOR THIS GUY.

YOUR RENTAL BUSINESS ATTRACTS EVERYONE. You never know who is going to rent your equipment. It’s good for business, but not always good for your machine. Bobcat protects your investment by protecting things that frequently get damaged on other machines: the tailgate, the quick couplers, even the hydraulic hoses are safely protected or tucked away. Rent Bobcat® equipment – the brand that returns looking good and running great.

See how Bobcat equipment is tougher at Bobcat.com/Shoes 1.877.745.7813 Bobcat® and the Bobcat logo are registered trademarks of Bobcat Company in the United States and various other countries. ©2016 Bobcat Company. All Rights Reserved. | 1296

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SJ643 TH

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SJ843 TH

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1/27/16 9:25 AM

When NO!...is a good thing.

Skyjack has consistently approached the issue of emission compliance with the knowledge that rental rates don’t just go up with emissions standards cost increases. The all new Skyjack TH range is engineered to require NO diesel particulate filter (DPF), NO diesel exhaust fluid (DEF), NO additional engine and exhaust sensors, NO complicated engine programming and computer logic, NO selective catalytic reduction (SCR) and NO other active exhaust after treatment on standard engines for Tier IV Final.

Simple, Serviceable, Reliable‌.Skyjack

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Search: 10074633

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CONSTRUCTION SUPPORT EQUIPMENT

DEMAND FOR EXCAVATORS is Expected to Increase

The rental industry is poised to supply necessary equipment for small- and large-scale projects

C

ompact excavators are a mainstay in the rental industry because of their compact size, performance and versatility. As residential homebuilding and infrastructure projects continue to fuel the economic recovery in the United States, the demand for excavators is expected to increase, especially in the rental market, to supplement existing contractors’ fleets.

Tom Connor, a Bobcat compact excavator product specialist, answers questions related to excavator trends in rental, how the industry has changed, what he expects from the rental industry and excavator use in the coming years, and how excavators have been improved or further developed to make them even more attractive to rental companies.

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No matter the challenge your customers face, Vermeer has the equipment to help master it — from trenching to chipping to digging and more. With a variety of productive and easy-to-use Vermeer machines in your fleet, you’ll be the go-to rental yard.

So when your customers come back looking for equipment to tackle their next challenge, you can tell them, “Yeah, we’ve got that.”

VISIT VERMEER.COM OR YOUR LOCAL DEALER FOR MORE INFORMATION.

STOP BY AND SEE US AT BOOTH #4829 AT ARA 2016!

Vermeer, the Vermeer logo and Equipped to Do More are trademarks of Vermeer Manufacturing Company in the U.S. and/or other countries. © 2016 Vermeer Corporation. All Rights Reserved.

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CONSTRUCTION SUPPORT EQUIPMENT

Rental When you look at the rental market today, what compact excavator trends are you seeing? In other words, are rental companies purchasing more or fewer compact excavators for their rental fleets?

CONNOR: Rental companies are expanding their compact excavator offering in anticipation for expected demand. According to the American Rental Association (ARA), the overall expected growth of the equipment rental industry each year through 2018 will exceed the 7-percent growth rate as seen in 2014. This will help drive rental revenue growth in a variety of market segments, particularly in residential construction, light commercial construction and infrastructure projects. Because of this upward trajectory, many rental store owners are increasing their compact excavator fleets, such as adding 2- and 4-metric-ton excavators, to meet their customers’ growing needs.

Rental What technological or design updates have been made to compact excavators in the last 15 years that make them more attractive to rental companies?

CONNOR: There have been significant technological and design updates made to compact excavators over the years, including: AUTO IDLE

Auto idle makes it easier for rental customers to pause their work — and save fuel — while on the jobsite. In addition, it also makes it easier for the operator to communicate with coworkers. When machine functions aren’t used for approximately four seconds, the excavator automatically idles the engine until work is resumed.

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EXCAVATOR ARM CONFIGURATIONS

CAB COMFORT

In addition to standard arm configurations, rental stores can choose between long-arm and extendable-arm options (select models) for added reach, dump height and digging depth. Both configurations can be valuable timesavers for customers because they do not need to reposition the machine as often. The extendable-arm option — available on select manufacturer models — is especially useful in utility installation and preparation, because the arm has a long enough reach to remove spoil away from the trench. This arm option also works well in truck-loading applications.

Excavator cabs have come a long way, in terms of operator comfort, since the machines were introduced in North America. Compact excavators are being operated for longer periods as well as in challenging weather and jobsite conditions, so keeping the operator comfortable is crucial. Some advancements include heat and air conditioning, reduced cab vibration, improved visibility and ergonomic controls.

ATTACHMENT MOUNTING SYSTEMS

Changing excavator attachments has gotten much easier with the addition of attachment mounting systems, rather than pinon buckets, for example.

Customers who rent excavators are more likely to use the proper-sized bucket to match the excavating or trenching task if it’s easy to change them. As an added benefit, some excavators can be configured with a hydraulic powered mounting system for even faster and easier attachment changes. Excavator operators can release or secure an attachment by simply pressing a switch inside the cab, eliminating the need to get out of the machine to manually secure an attachment during hookup.

AUTO SHUTDOWN

Automatic shutdown tracks engine coolant temperature, engine oil pressure and hydraulic oil temperature, as well as other functions. The system helps prevent catastrophic engine failure and shuts the machine down if necessary.

COMPOSITE PANELS

Ma nu f a c t u r e r s , l i k e B o b c at Company, design the engine hood and side access covers with composite panels rather than sheet metal. Composite panels better withstand dings and do not rust.

HYDRAULICS

Increased h ors e p owe r i n the hydraulic system has allowed excavators to sustain flow at higher pressure, amounting to faster cycle times under load.

T h e hy d r au l i c system matches the force to the demand, helping rental customers have more usable power and increase performance.

RETRACTABLE UNDERCARRIAGES

Some excavator manufacturers offer models with retractable undercarriages, which can easily pass through a gate or fence, then expand before work begins.

This feature makes the models especially popular among rental customers who work in established residential neighborhoods, where there is often little room to get to a worksite.

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World leader in handler design AUTOMATIC STABILIZING AND LEVELING SYSTEM LIFT HEIGHTS: 52'-5" to 96'-8" CAPACITIES: 8,300 lbs.-10,000 lbs.

CAB HEIGHTS UNDER 7 FT LIFT HEIGHTS: 19'-0" to 26'-9" CAPACITIES: 5,500 lbs.-7,050 lbs.

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“RING OF STEEL” PROTECTION LIFT HEIGHTS: 28'-2" to 58'-5" CAPACITIES: 7,500 lbs.-26,500 lbs.

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www.AMS-Merlo.com | info@appliedmach.com Search: 10240691 RPN0116_38-45_Earthmoving_JAL.indd 41

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CONSTRUCTION SUPPORT EQUIPMENT

TAIL SWING CONFIGURATIONS

AUGERS

Today, rental stores can choose between conventional tail swing, or, minimal tail swing and zero tail swing (ZTS), giving rental customers more unrestricted rotation and flexibility when working close to objects or against a wall. The ZTS feature significantly reduces the chance that the excavator’s tail will inadvertently contact surrounding objects and is designed for working next to buildings or structures. The rear of the excavator’s house stays within the width of the tracks through full rotation and offers the greatest flexibility to slew and deposit soil.

Augers can be used in almost every application, paired with a wide range of bit sizes.

Rental Has the preferred size (tonnage) of compact excavators for rental changed in the last 15 years?

What is the most commonly sold compact excavator to rental companies?

CONNOR: Rental companies today offer a range of compact excavators, rather than one specific size class as they have done in the past. The most commonly sold compact excavator sizes are the 2- and 3-metric-ton machines.

Rental How have attachments for compact excavators been received in the rental market?

Have rental companies been eager/quick to purchase attachments to rent with compact excavators?

CONNOR: Attachments have been very well received in the rental industry. Rental companies understand that if they do not stock basic attachments to fit their customers’ needs, then customers are more likely to rent elsewhere.

In addition to buckets, rental companies are purchasing attachments such as augers, hydraulic clamps, hydraulic breakers and three-tine grapples.

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CLAMPS

Hydraulic clamps can move more material — such as concrete, logs and pipes — with ease. The attachment features a dual-tooth design, extending beyond the cutting edge of the bucket for a bigger bite.

BUCKETS

Rental customers’ needs depend on the jobsite and what size of compact excavator the attachment is being paired with. For instance, grading buckets feature a smooth lip for backfilling, leveling and cleaning ditches; trenching buckets dig narrow, deep trenches; and tilt grading buckets shape holes and ditches.

HYDRAULIC BREAKERS

These attachments work well with compact excavators, providing exceptional visibility to the work tool.

THREE-TINE GRAPPLES

Paired with the hydraulic clamp, the three-tine grapple can grip, handle and clear bulky material with ease. These attachments are used with compact e x c av at or s t o help move brush, logs and landscaping stones.

Many rental companies today offer a range of compact excavators, rather than one specific size. The most commonly sold compact excavator sizes are the 2- and 3-metricton machines.

Rental Why is it so important for rental companies to share the proper operating steps with equipment rental customers? What safety features of compact excavators should be discussed when a customer rents a machine?

CONNOR: It is in the rental company’s best interest to educate its customers on how to properly use compact excavators and how to use the machines safely. Rental companies want their customers to have a positive experience, so it is crucial that customers are educated on how to properly use the excavator while at the rental yard.

This can help reduce the risk of injury to customers and others on the jobsite.

Employees at rental companies should demonstrate how to use basic excavator control functions before their customers leave the store, including: • Auxiliary hydraulic flow settings • Travel control functions • Blade movement • Boom swing control • Clamp activation • Control pattern styles • Engine monitoring functions • Two-speed travel Rental customers should understand universal safety guidelines, such as always using a seatbelt, using the grab handles and steps that are provided for a three-point contact when entering and exiting the machine, and wearing tight-fitting clothing that cannot get caught on working components or on the machine.

In addition, t he y should explain how to use basic machine controls such the console lock system as well as workgroup and travel functions.

Some manufacturers,

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CONSTRUCTION SUPPORT EQUIPMENT

like Bobcat Company, have a control lock system that requires the customer to lower the left-hand console before using the workgroup or travel systems.

This avoids unintentional activation of the machine’s boom, arm, bucket, slew, blade and travel systems.

Other excavator safety features that customers should be aware of include: • Alternative exits • Guarding structures: Falling object guard structure (FOGS), rollover protective structure (ROPS) / tip over protective structure (TOPS) • Safety decals • Horn • Integrated slew lock brake • Work lights • Travel alarm

Customers should consult the Operation and Maintenance Manual, the operator handbook, operator training courses and excavator service training courses before operating a compact excavator. Incorporating safety on the jobsite gives equipment rental customers the ability to work faster and

more efficiently, leading to better overall performance and profitability.

Rental What future developments for compact excavators will be attractive to rental companies?

CONNOR: Rental companies continually focus on what their customers are asking for when it comes to comfort, amenities and attachments.

Some continuing excavator developments that are appealing to rental companies include: DEPTH GUIDANCE SYSTEM

Depth guidance systems can accurately track depth and grade, helping to reduce the need for manual labor or for operators to get on and off the

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machine to manu a l ly c h e c k t h e depth. Operators can set a desired dig depth and work against that benchmark using multiple on-board sensors that can detect the exact position of the bucket’s teeth.

An integrated panel continually references the current and desired depths, while audible and visual alerts indicate whether the operator is approaching the target, at the target or beyond the target.

These guidance systems help prevent

Depth guidance systems can accurately track depth and grade, helping to reduce the need for manual labor or for operators to get on and off the machine to manually check the depth.

Operators can set a desired dig depth and work against that benchmark using multiple onboard sensors.

under-digging and over-digging, and help to minimize the cost and time associated with backfilling, compacting fill material and manual labor to finalize depth or grade.

INTEGRATED SLEW BRAKES

Integrated slew brakes make life easier for rental companies and their customers because there is no need to manually engage the slew brakes during transport, allowing for flexible brake positioning. In addition, this feature helps hold the load steady on slopes for more accurate placement.

ADJUSTABLE AUXILIARY FLOW RATES

Many compact excavators provide the ability to adjust auxiliary hydraulic flow rates to match individual attachment needs, or to meet specific operator preferences. This may enhance the controllability of select attachments. ■

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COMPACT EXCAVATORS

Kobelco Enhanced SK35SR Crawler Excavator The enhanced SK35SR with short-radius capabilities incorporates Integrated Noise and Dust Reduction Cooling System (iNDr) technology into an advanced dual arrangement cooling system.

• Weighs 8,200 lbs. with a digging force of 5,418 lbs., dig depth of 10 ft. and suggested bucket capacity of 3.88 cu.yds.

• 23.1-hp engine meets Tier 4 Final requirements • Integrated-flow pump system, automatic two-speed travel shift and four-way blade option provide greater travel power and dozer performance • Cooling system suppresses noise to 76 dB • iNDr+E model utilizes energy conservation elements including an “S” mode for 25% less fuel consumption than its predecessor Search: 12044194

Bobcat Tier 4 Final E50 Compact Excavator The 10,677-lb. E50 minimal tailswing compact excavator is powered by a 49.8hp Tier 4-compliant non-DPF engine solution and provides a 12% increase in torque over a wide range of engine rpm.

• 11.6-ft. dig depth and 19.5-ft. reach at ground level with standard arm or 12.9-ft. dig depth and 20.8-ft. reach with available long arm configuration • 8,977-lb. bucket digging force

Kubota KX040-4 Hydraulic Blade John Deere 17G and 26G Compact Excavators The 14.5-hp 17G and 20-hp 26G feature Tier 4 Final-compliant diesel engines that don’t require any aftertreatment system.

• 3,790- and 6,110-lb. operating weights and 7-ft. 2-in. and 8-ft. 6-in. maximum digging depths • Third service door provides improved access to the side-by-side cooling core and other daily checkpoints • Oil-impregnated boom, arm and bucket bushings and come with rubber tracks Search: 12050029

The new Hydraulic 6-in-1 Blade for the KX040-4 Compact Excavator allows operators to tilt the blade to six different positions, eliminating the need for repetitive right-angle positioning while backfilling trenches.

• Extends past the track width by 2 in.

• Angles a wide 25 degrees, improving backfilling time up to 35% • Blade’s capacity increased almost 0.75 cu. yds. over the standard blade Search: 11574629

• Increased hydraulic pump capacity and larger hydraulic cylinders result in greater bucket tearout and dipper arm tearout forces • Digging modes include an ECO mode for maximum efficiency and a Heavy mode for increased productivity • Includes a revised H-design undercarriage, 100% steel bodywork and spacious operator environment

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Search: 12154544

• 5 ft. 10.9 in. wide

The 9.9-ton 90Z-1 zero tailswing compact excavator is powered by a 74-hp JCB by Kohler Tier 4 Final diesel engine and provides a 13-ft. 7-in. maximum digging depth, 17-ft. 9-in. dump height and a 24-ft. 3-in. reach at ground level.

46

• Cold weather protection temporarily limits the maximum engine speed (rpm) to prevent premature component wear or failure

• Six positions: left-end up, right-end up, left-end forward, right-end forward, raised, and lowered

JCB 90Z-1 Compact Excavator

Search: 12094414

• Forward-mount instrumentation system for enhanced visibility to machine vitals and improved ergonomics

Terex TC16 and TC29 Compact Excavators The TC16 and TC29 combine the adjustable Knickmatik boom system and fingertip controls with enhanced capacities of Mitsubishi Tier 4 Final diesel engines.

• 3,800-lb. TC16 offers a 7-ft. 3-in. dig depth, 12-ft. 10-in. maximum reach and .74- to 3.2-cu.-ft. bucket capacity • 6,450-lb. TC29 achieves a 9-ft.

10-in. maximum dig depth, 16-ft.

5-in. maximum reach and 1.34- to 3.88-cu.-ft. bucket capacity • Auto-idling system improves fuel economy while lowering engine noise Search: 12050317

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PROS KNOW

Uptime is critical to every rental owner’s bottom line. And you’ll get it with the all-new TB210R compact excavator. It’s small enough to maneuver around confined jobsites, yet powerful enough to get the job done — a versatile combination that’s sure to be in constant demand.

It also delivers unmatched Takeuchi durability and quality, so you can count on it to keep contributing to your bottom line for years to come. Learn more at takeuchi-us.com.

THE NEW TB210R COMPACT EXCAVATOR The TB210R offers a lot of versatility in a small yet powerful package. With retractable tracks, a foldable ROPS/TOPS frame and minimal tail swing, it’s ideal for tight spaces.

Visit Booth 3635 in Atlanta February 22-24, 2016 Search: 10074812 FIND OUT WHAT OTHERS KNOW. VISIT TAKEUCHI-US.COM TO FIND THE DEALER NEAREST YOU.

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COMPACT EXCAVATORS

Wacker Neuson EW65 Wheeled Excavator The 6.5-ton EW65 wheeled excavator features a 48.5-hp Perkins Tier 4 Final engine, a travel speed of up to 18.6 mph and a compact design for easy maneuverability in confined areas.

• Three-pin bucket linkage system provides a breakout force of 12,152 lbs., plus optimizes the bucket’s angle of rotation to keep the load secure in the bucket before dumping • Front stabilizer and rear stabilizer blade provide very stable operation.

• Cab design and shifting of the boom to the right allow for a full view of the attachment and jobsite through the large windows

Volvo EC60E Crawler Excavator

• Includes comfortable seating, air conditioning and a jog dial system and easy controls all at the operator’s fingertips Search: 12127216

The 12,700-lb. EC60E offers a 10% increase in swing force and lifting capacity, plus a 20% increase in power, while boasting an 8% improvement in fuel efficiency over its predecessor.

Komatsu PC45MR-5 and PC55MR-5 Hydraulic Excavators

• Equipped with a 60-hp Volvo D2.6H Tier 4 Final engine and adjustable hydraulic flow

The PC45MR-5 and PC55MR-5 tight tailswing excavators feature 38-hp 4D88E-7 2.19-liter, Tier 4 Final engines that use up to 5% less fuel than the predecessor models with no loss to performance or productivity.

• Cast-iron swing frame, boom and arm ends enable a 12-ft. 1-in./13-ft. 1-in. digging depth (standard/long arm) and 9,720 lbf. of breakout force • Regeneration filter cleaning process automatically removes particulate matter every 30 hours without interrupting machine operation or performance

• Diesel particulate filter and other aftertreatment components designed to work in harmony with the engine for added efficiency and long life, and no diesel exhaust fluid is required • Auto-idle shutdown and economy modes help save fuel and reduce machine wear Search: 12114269

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Gehl Z55 Compact Excavator The 5.5 metric ton Z55 zero tailswing compact excavator features a 47.6-hp Yanmar Tier 4-certified, turbocharged diesel engine with an electronic throttle.

• 12-ft. 9.5-in. digging depth and 9,419-lb. bucket breakout • Proportional auxiliary hydraulic rocker switch allows hydraulic flow adjustment for optimal attachment performance • Standard ISO or optional backhoe control pattern selectable via a turn of a mechanical lever Search: 12147236

Hyundai Tier 4 Final 9A Series Compact Excavators The 1.7- to 8.2-metric-ton R17Z-9A, R25Z-9A, R35Z-9A, R55-9A and R60CR-9A mini models and R80CR-9A midi model feature environmentally friendly Kubota and Yanmar engines.

• Redesigned hydraulic system with super-fine touch and improved controllability • Arm flow summation system provides energy savings, reduced cavitation and increased speed Search: 12116759

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Takeuchi TB210R Compact Excavator The TB210R features a minimal tailswing design, retractable undercarriage, backfill blade that can go from 40.2 to 29.5 in. wide and foldable ROPS/TOPS canopy.

• Pilot-operated joystick controls come with an ISO/SAE control pattern change valve, selector valve and pilot accumulator • Selector valve allows for one-way and two-way auxiliary hydraulic flow • Kubota D722-E4B three-cylinder engine delivers nearly 22% more horsepower than predecessor Search: 12147100

www.ForConstructionPros.com/RENTAL

1/28/16 8:59 AM

Search: 10076505

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SPECIAL REPORT

ENGINES

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

Understanding diesel exhaust fluid (DEF) and its requirements for use and storage will help you make the most of your Tier 4 Final enginepowered equipment

‘DEF’ining Service and Maintenance FOR TIER 4 FINAL ENGINES

A

s equipment powered

by Tier 4 Final engines becomes more ubiquitous in rental fleets, so too are the questions surrounding service and maintenance.

Key to the care and feeding of today’s latest engines is that mysterious fluid called DEF (diesel exhaust fluid). Following is some information about DEF to help you manage your Tier 4 equipment for maximum uptime and ROI.

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Rental

What exactly is DEF? LUKE VAN WYK, GENERAL MANAGER, THUNDER CREEK EQUIPMENT: DEF is comprised of 67.5 percent de-ionized water and 32.5 percent automotive-grade urea. This colorless fluid is not hazardous, but is highly sensitive to chemical impurities and is corrosive to certain metals such as steel, iron, zinc, nickel, copper, aluminum and magnesium. Maintaining the integrity of DEF is imperative in order to protect Tier 4 engines.

Rental

When is DEF needed?

VAN WYK: DEF should always be on hand for equipment operating Selective Catalytic Reduction (SCR) systems. As an aftertreatment solution, the machine could de-rate if the DEF tank is empty.

That affects machine performance and productivity, and then requires someone to run back to the shop or a retail outlet to purchase new DEF. As a rule of thumb most equipment manufacturers are recommending that the DEF tank is filled at the same time as the fuel

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The latest equipment powered by Tier 4 Final engines come with new requirements, including, in some cases, the use of DEF, and this fluid has its own set of needs.

tank. There are solutions for the field that store DEF in a closed system ranging from 50-gallon totes that fit into the bed of a pickup, 100-gallon tanks incorporated into larger fuel and service trailers, and stand-alone bulk DEF trailers that can haul as much as 990 gallons. These solutions ensure a constant source of quality DEF in the field, and can be provided as a service or rental add-on by rental houses.

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Rental

Where can it be bought?

VAN WYK: DEF can be bought now in any range of automotive, commercial goods or equipment locations, but the method of delivery can be an issue.

Understand, however, that all DEF may not be the same. ISO22241 lays out the specific guidelines for the manufacture, dispensing, and handling of DEF. Always be sure you are buying DEF from a reliable source that is following that standard.

DEF is susceptible to contamination. Using small containers or jugs and filling the tank with a funnel exposes the fluid to dirt, oils, greases and other fluids that may have been poured into that funnel. Some people have transferred it into containers previously used for other fluids, then poured it into the machine. Others have mixed their own using agricultural-grade urea – always a no-no. These examples are ripe for contamination. In markets where DEF use is more mature, the results show that as much as 70% of the issues of DEF

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quality are a direct result of improper customer handling.

We believe there’s a great opportunity for equipment dealers and independent equipment rental locations to become a source for DEF that meets required quality standards – and that’s largely because no one has more riding on the use of certified DEF t h an e qu ip ment owners.

Using contaminated or poor quality DEF or improper handling can lead to equipment downtime and higher lifetime ow n i ng an d operating costs.

We recommend the use of a closed system that ensures the DEF is not exposed to any outside elements before being pumped into the machine’s DEF tank via a fuel-style nozzle, ensuring fluid purity. This can be accomplished relatively easily: an equipment dealer or rental house keeps a bulk IBC DEF tote in their shop, which can then be connected via a closed pumping system to a smaller tote or bulk tank on a trailer for transfer to the field. The DEF is then pumped via that fuel-style nozzle into the tank, ensuring the fluid is never exposed to the elements before it reaches the tank.

Rental

How much should a rental company keep on hand?

VAN WYK: It all depends on the size of your fleet and your equipment.

Lower-horsepower equipment, such as skid steers and backhoes, feature smaller DEF tanks. Larger, higher-horsepower equipment, such as wheel loaders, excavators and backhoes, consume more and

RPN0116_50-55_Engines_JAL.indd 52

feature larger tanks. This will vary from fleet to fleet, but DEF has a good shelf life if stored properly – so equipment owners shouldn’t worry about keeping a good quantity on hand for the sake of convenience. The rule of thumb is that in many engines DEF consumption will be 3-8% of fuel consumption.

To ensure purity, DEF should not be exposed to any outside elements before being pumped into the machine’s DEF tank via a fuel-style nozzle.

Rental

How should it be stored, what precautions go with it?

VAN WYK: In accordance with the ISO standard, a number of manufacturers and suppliers suggest that DEF always be stored and transferred via a closed system that protects it from outside contaminants and impurities. DEF should be handled in dedicated containers that were manufactured specifically for use with DEF, made with materials approved in the ISO standard and rinsed and sealed accordingly. Do not reuse or refill open containers.

As little as 1/10th of a teaspoon of many common elements is enough to bring an entire 5,000-gallon tank of DEF off-spec, according to the ISO 22241 standard. These contaminants include Copper, Zinc, Chromium, Nickel, Iron, Aluminum, Phosphorous, Magnesium, Calcium, Sodium and Potassium. Even something as simple

as tap water can bring DEF off-spec.

Prolonged exposure to direct sunlight and high temperatures will cause DEF to degrade. Stored under average temperatures of 50°F, DEF is good for 36 months. This reduces to 18 months at 77°F, 12 months at 86°F and just six months for DEF that is consistently exposed to temperatures above 96°F. DEF freezes at 12°F, so follow these guidelines in colder climates: »» DEF expands by approximately 7% when frozen. Prevent fully filled, closed containers and pumping systems from freezing, as this can cause damage. There are solutions on the market that include a heating element to ensure this doesn’t happen. »» Be sure DEF is completely thawed before use. »» Do not use additives to prevent freezing as this can lead to contamination.

Rental

How much does it cost and how often does the tank need to be filled?

VAN WYK: Price will vary based on location and retailer. That’s another great benefit to equipment rental locations: buying DEF in bulk allows that rental business to acquire DEF at a lower price and provide it to their renters at competitive rates.

Each machine will be different in terms of how often the DEF tank needs to be filled. As a rule of thumb, most equipment manufacturers are recommending that the DEF tank is filled at the same time as the fuel tank. Follow OEM-required intervals, and always pay attention to the DEF gauge made available in most machines to ensure the machine always has a suitable volume of DEF available. ■

1/25/16 8:27 AM

Maximize the utilization of your rental fleet with Perkins power

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SPECIAL REPORT

ENGINES

FUEL, FLUIDS AND MORE...

There are several differences when maintaining equipment powered

by Tier 4 Final engines vs. older models, and using the right fluids is key.

Rental Does the use of ultra-low sulfur fuel come with any special precautions?

BRAD STEMPER, solutions marketing manager, CASE Construction Equipment: Ultra-low sulfur fuel is basically standard in North America. Fuel quality is highly regulated here, and should not be a major concern. However, if your customers travel outside the boundaries of the US and Canada, be sure that you are aware of the fuel standards and quality in the region. If a sub-standard fuel is used, operators will see issues with the fuel delivery system; namely decreased power, idling issues, etc. They will also see warning lights in the cab and detrimental effects over the long-term.

CRAIG TIMMERMAN, product marketing manager, engines and powertrain, John Deere Construction & Forestry: EPA regulations now require that all non-road diesel be ultra-low sulfur, which requires a sulfur content of <15ppm. ULSD does not require any unique handling procedures, but John Deere emphasizes the importance of utilizing fuel handling best practices. Always use clean dedicated equipment and purchase fuel that meets the ASTM D975 standard.

Rental What other fluids are important to the health of today’s Tier 4 engines?

STEMPER: As the needs and requirements of modern diesel engines have evolved over time, oils and other fluids have improved, as they have become more engineered and highly specialized. Today’s engine oil has been designed to provide longer life and extend maintenance intervals. In the past, some machines required an oil service interval of 200-300 hours, now some modern Tier 4 engines only need oil service intervals every 500-1,000 hours. Today’s extended-life engine oils also contribute less to emissions if they happen to find their way into the combustion chamber. So not only do they contribute to greater overall efficiency of the machine, they also contribute to emissions control.

TIMMERMAN: With the introduction of diesel particulate filters, new low ash engine oil is required to prevent premature filling of the DPF with ash. This low ash oil is identified as API Service Category CJ-4. Oil and filter change intervals have not changed as a result of this new oil.

STEMPER: Another fluid that rental business owners should be aware of is Organic Acid Technology (OAT) coolant. Tier 4 engines generate higher combustion temperatures and cylinder pressures. This new type of coolant is designed to resist deposit buildup and other issues that can occur rapidly under these conditions.

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As a result, manufacturers have begun shipping Tier 4 Final machines factory-filled with OAT coolant (a form of extended life coolant, or ELC). If you’re not sure whether a machine has been factory-shipped with an OAT coolant, it can be easily identified by the coolant formulation label on the reservoir. It’s important for rental business owners to educate themselves and their customers about this, because if OAT coolant is mixed with traditional antifreeze (ethylene glycol) it will coagulate over time and lose its cooling properties, which can lead to overheating and unnecessary downtime, and potentially costly repairs.

Always consult your operator’s manual and follow the manufacturer’s recommendations for engine oil and other fluids.

Rental What other recommendations do you have for rental businesses to simplify maintenance and/or better understand the requirements of Tier 4 equipment?

TIMMERMAN: First and foremost, your local dealer is the best source of information related to tier 4 equipment. They can help answer questions on both maintenance and operation associated with the latest technology. Another great resource is the operator’s manual that is included with every machine. Finally, good machine management is the key to any good preventive maintenance program. The John Deere WorkSight offering can help greatly with this challenge.

STEMPER: A machine with a DPF system is going to need filters cleaned and replaced regularly; an SCR system will need the DEF topped off when refueling - these are the things that your customer needs to know in order for them to get the most productivity out of the machine. It also protects your investment.

Diesel Oxidation Catalyst (DOC) systems are great for rental applications, in that they require no routine maintenance other than general inspection over time.

Always take the time to understand the emissions/after-treatment systems of your Tier 4 Final machines and the types of service and maintenance they will require, and educate your customer on what they need to be aware of in the field. Spending a few moments educating customers on the emissions system, its indicators, and what they should know can increase your customer’s productivity and overall satisfaction with the machine.

And finally, a great way for rental business owners to simplify maintenance is by utilizing telematics for intelligent maintenance scheduling. Telematics data allows business owners to monitor maintenance intervals and other data in real time, which allows them to better plan for maintenance activities and ensure that all of the proper parts, filters and components are in stock because they know right when that machine will need maintenance.

www.ForConstructionPros.com/RENTAL

1/25/16 8:27 AM

Quality Aftermarket Parts for Lift Equipment

Quality Aftermarket Parts for the Aerial Industry

Precision Components offers aerial lift replacement parts for JLG®, Genie®, Skyjack™ and Snorkel equipment.

With an assortment of the most commonly used replacement parts in the aerial lift industry in stock, including platforms, railings, ladders, hoods, tires and many more items, Precision Components is your quality aerial lift replacement part leader. You can count on getting the best service, delivery and pricing in the industry. Most orders ship the same day.

Check us out today online at www.pcaerialparts.com or give us a call at (866) 853-8989 to learn more about Precision Components.

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Now Order Parts Online 1/25/16 8:27 AM

EQUIPMENT TRANSPORT

AN EASY SOLUTION

to the Trailer Disconnect Problem

A simple color-coding system can alleviate the industry’s most prevalent source of loss

T Editor’s Note: The following information was provided by Rick Ream of ARA Insurance Services during the seminar program at The Northwest Rental Conference in Seattle, WA, Nov. 2-4.

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he misidentification of coupler to hitch ball size has been one of the most talked about issues with trailer hookup, but it continues to be a significant problem at rental stores. People either get too busy or don’t pay enough attention to detail, thus failing to notice the incorrect ball size while hooking up to the towing vehicle. The AIS trailer ball gauge has helped, but is just not used enough to make a significant difference.

Hitch bars are not all created equal Although seldom used in rental, 1-7/8-in. hitch balls are rarely rated over 2,000 pounds GTW, even with a full 1-inch shank (the 1-7/8-inch ball is most commonly made with a 3/4-inch shank). It’s generally agreed that 2-inch and 2-5/16-inch hitch balls and couplers are the most frequently used sizes in the rental industry.

Two-inch balls are available with three basic shank sizes: 3/4-inch, 1-inch

www.ForConstructionPros.com/RENTAL

1/28/16 9:22 AM

JCB TELESCOPIC HANDLERS & BACKHOE LOADERS

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Industry leading serviceability.

Let’s face it. There are many brands of construction equipment you can put into your rental fleet... So why JCB?

1

SIMPLICITY We are your single source partner for machines, parts and service. Our unique vertical integration means it’s a JCB through and through.

JCB is the third largest manufacturer of construction equipment in the world. In fact, we are the world leader in the manufacture of backhoe loaders and telescopic handlers. But neither of these facts mean a thing unless we help your rental business make money.

2

PRODUCTIVITY With an innovative no DPF Tier 4 Final engine solution, customer productivity is not lost to meet emissions requirements.

3

SUPPORT With over 300 dealer locations and a dedicated field based staff, help is just a phone call away.

4

VALUE PROPOSITION Extended service intervals, strong factory warranties and national parts availability let you focus on profitability.

5

DURABILITY With rental specific designs that focus on high wear areas and include many reinforced major components, JCB is rental tough.

As a family owned business, we are big enough to compete, yet small enough to care about your business and how the JCB brand can help you grow it profitably. JCB has a wide range of productive, rental ready equipment, backed by a manufacturer’s warranty and supported by a nationwide dealer network, with strategically located parts facilities across the country for on demand delivery.

And when it comes time to replace equipment, you can count on strong residual values from your JCB fleet. Position your rental business for growth by making the switch to JCB today.

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1/28/16 9:22 AM

EQUIPMENT TRANSPORT

Here’s a disturbing fact: the most frequent question from folks at the rental counter is “What size if your hitch ball?” rather than, “What size is the ball, and what is the ball and drawbar rated for?” and even 1-1/4-inch. There is a very broad range of GTW with the 2-inch size hitch ball. Surprisingly, a 2-inch ball with a 1-inch shank can be GTWrated as high as 10,000 pounds if made

from high-quality forged steel.

The average rating is 5,000 to 6,000 GTW, but lower-quality 3/4-inch shank models (mostly made in China) are only rated from 3,000 to 3,500 GTW. All hitch balls sold in the USA and Canada have the GTW permanently stamped on the flat section at the top of the ball. The numbers are frequently covered by dirt, grease or rust, however, and not always legible due to exposure from outside elements.

Here’s a disturbing fact: the most frequent question from folks at the rental counter is “What size is your hitch ball?” rather than, “What size is the ball, and what is the ball and drawbar rated for?” Ultimately, the burden

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of establishing whether the customer’s equipment is up to the job falls on the yardman. It takes a well-trained technician to spot some of the hidden hazards associated with various ball and drawbar combinations. For example, a drawbar may be stamped for 5,000 GTW and have a 2-inch ball mounted on it. If the hole in the drawbar is 1 inch, however, and the ball has a 3/4inch shank, the shear breakaway of the ball is reduced by more than 50 percent.

In this combination, the 2-inch ball has been reduced to a GTW of something less than 1,750 pounds.

Another serious potential problem for rental stores is inside-thread (female) hitch balls. Due to the fact that the threads are hidden, it’s impossible to tell if the bolt that secures it is

long enough to meet its rated GTW. If the vehicle owner installs a ball with a bolt too short for the application, and only two or three threads secure the ball to the coupler, it can easily break off while towing rented equipment. A second problem with this ball type has to do with the bolt grade that secures it. Unless the technician is familiar with

bolt grades and actually gets under the hitch to inspect the bolt, this could be a disaster just waiting to happen. For example, an inside-thread ball with a stamped rating of 5,000 GTW improperly installed with a Grade 2 bolt would have its actual GTW significantly reduced by as much as 50 percent or more (Grade 5 or 8 is recommended).

As with the 2-inch ball, if installed on a drawbar drilled for a larger shank, it’s

accident waiting to happen,

an

barely visible to even the well-trained and most competent technician.

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JANUARY/FEBRUARY 2016

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EQUIPMENT TRANSPORT

Although not readily available with female threads, 2-5/16-inch hitch balls have much the same variance of GTW as the 2-inch ball. Most construction vehicles are equipped with 2-5/16-inch hitch balls that have 1-1/4-inch shanks

rated at 10,000 pounds. It’s not unusual to see 2-5/16-inch balls with 1-inch shanks rated at 5,000 GTW - or even 2-5/16-inch balls with 3/4-inch shanks rated at only 3,500 GTW (these are often purchased at cut-rate tool stores

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that import tools and equipment directly from China).

As with the 2-inch ball, if installed on a drawbar drilled for a larger shank, it’s an accident waiting to happen, barely visible to even the well-trained and most competent technician.

Drawbars have differences too Drawbars further complicate an already confusing position for the rental business. Drawbars are rated and generally are stamped with rated GTW. But like hitch balls, they’re subject to rust, dirt, grease and outside elements that sometimes make it almost impossible to read them. In addition, many drawbars are “homemade” or “shop-built” and have no ratings on them at all.

As a general rule of thumb, a hollow-shank Class 3 drawbar that fits a standard 2-inch receiver is rated between 5,000 and 6,000 GTW. A solid-shank steel drawbar that fits a 2-inch receiver (Class 4) will generally be rated at 10,000 to 12,000 GTW. Class 3 drawbars have a 1-inch ball hole size and Class 4 have a 1-1/4-inch ball hole size. Hitch balls with 3/4-inch shanks can easily be mounted on either of these drawbars by the uninformed rental customer, potentially resulting in substantial loss or property damage.

As mentioned above, balls with female threads can also be mounted incorrectly on both Class 3 or Class 4 drawbars.

Either case can be difficult to almost impossible for even the most informed technician to spot unless a very careful inspection is part of the hookup.

In addition, in some cases, it can be very hard to tell at first glance the difference between a Class 3 (hollow) or Class 4 (solid) drawbar. Sometimes a technician must sufficiently clean it to read its rating, or physically remove it from the receiver to tell the difference.

Hitching a heavy trailer

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www.ForConstructionPros.

1/28/16 9:22 AM

Drawbars are rated and generally are stamped with rated GTW. But like hitch balls, they’re

subject to rust, dirt, grease and outside elements that sometimes make it almost impossible to read them. to a Class 3 drawbar with a 2-5/16-inch hitch ball could prove a very costly mistake.

So, do rental stores check each part of the hitch system before a rented trailer goes out? Do they check the ball size, ball TGW, ball shank size, female thread ball, drawbar TGW, Class 3 or Class 4 drawbar? What about mismatched shank size to ball hole size? In fact, all this has to happen each time, all the time and for every rental, even when the technician is pressed for time, or it’s pouring rain, or the customer is in a hurry to leave. Do things get overlooked sometimes? Absolutely, but there is a solution.

The simple, three-step solution 1. COLOR CODE FOR SAFE HITCHUP EVERY TIME. Color coding will dumb down the hitchup procedure.

This system makes it extremely easy for employees, supervisor or store owner to spot a mismatched ball/coupler, even from great distance. Consequently, it’s much more difficult to make an error of this nature.

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EQUIPMENT TRANSPORT

2” BALL WITH MIN. 1” SHANK

1-7/8” BALL WITH MIN. 1” SHANK

2 . INCLUDE THE RENTAL STORE’S OWN COLOR-CODED Class 4 drawbar and correct ball with every color-coded towable you rent.

3. CONVERT FROM SAFETY CHAINS TO COILED STEEL SAFETY CABLES ON ALL TOWABLES USED FOR RENTAL PURPOSES. Along with the fact that the coiled cables look nice, they last much longer since they don’t drag. More importantly, they prevent employees or renters from twisting the chain to reach a desired length. A twisted chain can lose up to 70 percent of its strength by levering over itself at impact. Chains dragged along the highway for much distance will be rendered useless in preventing a disconnect.

The coiled steel cable is covered by a protective coating that allows the cable to adjust to the needed length without dragging or bouncing. ■

ALL DRAWBARS SHOULD BE SOLID SHANK, RATHER THEN HALLOW SHANK.

2-5/16” BALL WITH MIN. 1-1/4” SHANK

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TRAILERS

Ervin Equipment Transcraft Trailers Ervin Equipment offers the full line of Transcraft trailers, including flatbed and drop deck trailers sold under the Transcraft Eagle and Benson brand names.

Felling Compact Loader Trailer Line Felling Trailers has redesigned its Compact Loader Trailer to accommodate a mini skid steer, regardless of the brand.

• Sufficient space for mini skid steer and a wide array of attachments • Solid steel pan-style sides with multiple D-rings to secure equipment to the deck

• S tandard-duty, heavy-duty and extreme-duty models manufactured from steel, aluminum or a combination of both • Available with lightweight features, beam capacities up to 73,000 lbs. in 4 ft. and 28-ft. to 53-ft. deck lengths • More than 150 other standard and custom options including forklift kits, lift decks, container twist locks, rear axle slides and modified deck heights Search: 10918400

• Three models (FT-6 CL, FT-10 CL and FT-12 CL) with GVWRs ranging from 7,000 to 14,700 lbs.

Fontaine Magnitude 60 Class Trailers

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• Modular design provides the option to run in 2+2, 3+1 or 4-axles close coupled

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• Available with two-axle bogie and EQ2 tandem hydraulic spreader with “C-link” mounting system that converts it from a 14-ft. 7-in. to 16-ft. 1-in. axle spread in minutes

The lightweight Magnitude 60 Class lowbed trailers can handle 60 tons in just 12 ft.

• Hydraulic removable gooseneck can be connected and disconnected in seconds • Two built-in storage compartments with lockable covers • Variety of accessories available Search: 11192018

Talbert Air Ramp/ AirTilt Series

Rogers 60- to 65-ton Modular Trailer Rogers’ 60- to 65-ton modular trailer features an interchangeable platform, I-beam and drop-side decks. The decks attach to Rogers’ CobraNeck, multipleride-height detachable gooseneck with a durable beam hook and shaft connection which allows for increased ground clearance.

The 20-ton capacity AC-20-ART and 25-ton capacity AC3-25-ART Air Ramp/ Air Tilt Series models feature a 7° load angle for easy loading of low-clearance equipment.

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XL Specialized Trailers XL 80 Slider The XL 80 Slider is a two-axle trailer with a sliding axle assembly that is rated at 80,000 lbs. overall and 50,000 lbs. in 10 ft. concentrated.

• Choice of 48-ft. length with 17° dump angle, 51-ft. length with 16° dump angle or 53-ft. length with 15° dump angle • 50- and 60-in. axle spacing options • Suitable for equipment requiring a low load angle of 6.5° Search: 12129868

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WANT MORE

PRODUCT INFO? USE THE EIGHT-DIGIT CODE

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

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Airman Compressors are the most quiet and fuel efficient compressors in the industry. We have 100cfm to 400cfm models available. Pictured: Airman PDS185S

Light Tower

HeatPro Indirect Fired/Oil Heaters have a variety of applications; heating and drying of building sites and all-weather projects, shelters, offices, workshops and warehouses. We have 240,000BTU to 700,000BTU models available. Pictured: HeatPro 700

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TRAILERS

East Platform Trailers with Jost Alumilight Landing Gear Jost International’s AX150 Alumilight Series aluminum landing gear will be standard on all East BST, BST II, MMX and Narrow Neck flatbed trailers and all BST, BST II and XLD drop deck trailers.

• 1 60,000-lb. maximum static load rating with a rated lift capacity of 55,000 lbs. and a side load capacity of 29,000 lbs. per set • Features an 6061-T6 extruded aluminum upper leg combined with a polyester-coated HSLA steel lower leg • Gearing mechanism integrated into the leg column • Silicone-sealed steel cover keeps moisture out • Available with inboard and outboard mounting • 3/8” x 2” reinforcing strap provides added side load strength Search: 11312544

Aluma 7816 Tandem-Axle Flatbed Trailer The 7816 tandem-axle, flatbed utility trailer features removable aluminum fenders, an extruded aluminum floor, two 5-ft. aluminum pull-out ramps with storage underneath and front and side retaining rails.

• Bed measures 77.5 in. wide by 192 in. long • Rides on dual 3,500-lb. rubber torsion axles with easy lube hubs • Includes electric brakes, an LED lighting package, safety chains and fold-down rear stabilizer jacks Search: 12009180

Advance Metalworking Lo Riser Trailer The 16,000-lb.-capacity Lo Riser inclining platform trailer hydraulically lowers the platform to ground height with the flip of a switch.

• B uilt-in ramp provides a 4° minimum angle, allowing smooth, drive-on access without any crown point to fight, making it suited for low ground clearance or reduced gradeability vehicles • S imple operation, flexibility and enhanced safety easily allow one person to load and transport cargo Search: 12006445

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Rock Line Airtow MS1055 Mini Skid Steer Trailer The 2,200-lb., ultra-compact MS10-55 Mini Skid steer trailer allows for groundlevel loading and transport of mini skid steers and attachments.

• Non-tilting deck raises and lowers hydraulically in less than 20 seconds • Removable front platform and attachment mounts allow for easy mounting and removal of attachments • 120- x 57-in. deck and 5,500-lb. load capacity

Galbreath M6-250 Series Roll-Off Trailer The M6-250 Series roll-off trailer weighs 15,650 lbs., has a shorter overall length for greater maneuverability and has a GVWR of 72,500 lbs.

• Container size capacity up to 30 ft.

• Available in outside rail (OR), extendable tail (EX), inside/outside rail (IO) and deadlift (HH) configurations

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Kalyn Siebert 55T Extendable HRG Trailer The 55T Extendable Hydraulic Removable Gooseneck (HRG) trailer (Model KSHRGEX-3-55T) features a deck that extends from 26 to 44 ft. to haul both short and long payloads.

• Two telescoping lift cylinders mounted on outside of rails for added stability when loading/unloading heavy containers • Lower trailer height accommodates taller containers

• Two lockable stops at 18 in., two at 24 in. and two at 60 in. to set deck at correct length

• 6-in. ground clearance

• Features a “Plug n’ Play” wiring system, automatic front container spring-loaded locking system and rear container hold-downs, hoist-up alarm, dual safety props and seven rollers per side

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• 20-in. deck height at rated capacity • 110,000-lbs. weight capacity in 12-ft. (closed)

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MANAGEMENT SOFTWARE

By Rod Dickens, contributing editor

How Do Your KPIs MEASURE UP? Time is money in the rental business and utilizing your management software to track key performance indicators can save you time and turn it into money

T

he expression “time is money” is almost as old as dirt. Well, maybe not that old. But most certainly it has roots in the mid 1800s when the second industrial revolution speeded up transportation with steam power and made manufacturing more efficient with the advent of factories.

Several decades later, Henry Ford likely uttered those words when his assembly line reduced the time it took to manufacture his Model T from 12 hours to less than three. Since then, the expression “time is money” has evolved from how long it takes to get something tangible done to how fast one can gather, analyze, and act on Key Performance Indicators (KPIs).

To borrow another old cliché, times are changing.

One rental operator in the Midwest recently shared this story: “When I want to find out what the time utilization rate is for a piece of equipment, I simply divide the number of turns by the number of days it could be rented. The same holds true for dollar utilization; I just divide the equipment cost by how much rental revenue it generated for the year. However, my son is

taking over the business and being a millennial, he wants information right now. His generation is not only used to getting information in a hurry, they demand it.”

Matt Hopp, general manager for InTempo Software, says “Real-time KPI data provides actionable information that can make or break profitability and customer service. It’s impossible to overstate the importance of that. Most rental business environments operate at the speed of light. If owners are unaware

Boivin, president of Orion Software.

“Return of Investment (ROI) for different branch locations, equipment categories, and individual equipment is easily presented visually with colorful graphs. Our business management software also offers a quick view of other performance indicators such as dollars per customer, again with graphs so owners and managers can easily track monthly and yearly trends. “ This information can be easily accessed via any number of ways from desktop computers in the office to mobile devices in the field, again saving time,” he says.

Software companies offer dashboard access to real-time KPI data that not only delivers instant information, but can also then be used for further analysis, “This lets a rental operator zero in on the performance statistics that are the most meaningful for his or her particular operation,” notes Hopp.

KPIs are a springboard; they give businesses the momentum to react quickly.

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of an opportunity or an obstacle in real time, they’ve lost the chance to turn it to an advantage. KPIs are a springboard; they give businesses the momentum to react quickly.”

How this information is presented makes a difference, too, adds Patrice

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MANAGEMENT SOFTWARE

As Point-of-Rental Software CEO Wayne Harris points out, this data and the reports generated from it can be used to help establish benchmarks. “In addition to viewing defined KPIs in our Business Intelligence Dashboard, store owners and managers can run hundreds of customized reports from this data to help manage their businesses.

Partnering with Rouse Analytics also gives us the ability to compare individual store KPIs with others from around the country.”

Identifying KPIs Tim Levron, vice president of sales for Corporate Services, LLC describes KPIs as definitive points of business activity measurement that can be used to evaluate a company’s success at achieving defined goals. “They can be companywide or specific to a department or division,” he emphasizes. “Our

“Rental companies are so

different

from one another that it is

difficult to define a one-size-fits-all benchmark for overall performance…”

Basis/TrakQuip solution offers companies the ability to define processes that can capture data to support these measurements. But we also provide business operations consulting to help clients identify the KPIs that can enhance the productivity and profitability of their business. We then can advise and support them on how to best capture and evaluate the data.”

Identifying KPIs for individual stores is easier said than done. “Rental companies are so different from one another that it is difficult to define a one-size-fits-all benchmark for overall

performance,” adds Patrick Haley, director of marketing for Automated Rental Management (ARM). “That’s one of the reasons we’ve seen such low adoption rates of an industry standard for calculating equipment utilization.

“Most prospective customers do not have defined KPIs,” he says. “Before we begin implementing our ARM, our consultants help stakeholders identify and configure KPIs for their business.

Sometimes we will adopt them from similar rental companies we’ve worked with.”

What are some typical performance indicators? Harris gives these examples: “In addition to time utilization, some of the most important performance indicators our consultants compare include downtime, average hours in repair, fleet age, maintenance costs, equipment reliability, asset group utilization, percentage of overtime, response times, order counts, revenue ratio, repeat order times, cancellation, and asset rental trends.”

With that said, however, identifying KPIs first and foremost plays a critical role in rental store management.

Identifying KPIs for individual stores is not a one-size-fits-all endeavor. A good software solution will help you identify the benchmarks that are right for your business.

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Adds Harris, “Knowing which equipment offers the highest ROI makes decisions to buy and sell equipment much easier. Knowing which type of customers turn into the most loyal customers for repeat business helps save time and money when analyzing where to spend marketing dollars. And knowing where you stack up against your competitors helps you to understand your market and identify areas where you can improve.”

Being proactive As Hopp points out, exception management reporting is another way KPIs can help store owners and managers be proactive. “The rental operator can define parameters and our system will automatically notify the operator when something falls outside those parameters. A parameter might be something like ‘time utilization in excess of 70 percent on all inventory items in category X.’ If utilization falls below that level, the rental manager will be notified and can take action – perhaps by adjusting rates on that item, or moving it to a different branch, or advertising it for rent.

There’s a lot of flexibility in the scheduling of exception management, both in terms of the frequency of notifications and the choice of Excel, xml, csv, or text delivery formats.”

ARM software comes with Business Insights Explorer (BIE) that allows users to create and manage KPIs and custom reports. Haley explains. “One tool is called Alerts & Workflow. It monitors business data and delivers reports 24/7/365 in a format of the rental owner or sales manager’s choice to whomever they want it delivered.”

He gives these examples: ˰˰The company owner or sales manager receives a text message that a salesperson is preparing to give a discount that makes the sale no longer profitable.

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MANAGEMENT SOFTWARE

“For an ambitious business owner looking to grow, it’s

no longer enough to simply know that revenues are higher this year than last.” ˰˰The controller at another company receives an email every Monday at 7 a.m. containing all outstanding invoices. ˰˰Another company has an employee whose job it is to extract data from its legacy accounting system to create financial reports for the CEO and CFO. BIE creates these reports and automatically mails them every morning.

“It’s one thing to collect and gather data; it’s another to actually be able to use the information that will help managers make proactive business decisions based on fact versus gut feel,” Haley says. “For an ambitious business owner looking to grow, it’s no longer enough to simply know that revenues are higher this year than last. Having the ability to dissect the data can help them decide what they should stock more of, what markets they should expand into, where they need to add staff, and which customers should be fired, and so forth.”

Adapting to customer needs Rental companies are not only operating at the speed of light, they’re also evolving very quickly, adding new customers, new equipment lines and, in some cases, developing new branch locations. With so much going on, as Orion’s Boivin points out, business management software does more than track KPIs. Orion’s Sirius rental software, for example, features modules to manage customer interaction, preventive maintenance, pickups and deliveries, accounts payables and receivables, multiple location deliveries, and so forth.

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Haley notes that ARM software also manages every aspect a rentals company’s operation from rentals and inventory to accounting and finance.

Yet one of the company’s biggest strengths, he emphasizes, is working with rental companies to help owners and managers identify and configure key performance data.

That’s a role with which other software companies can identify. “We create the information delivery according to the needs of our clients,” reiterates Corporate Services’ Levron. “This can be through ad-hoc reporting, dashboards, internal website reports, as well as scheduled or on-demand mobile device delivery.”

Time is money.

“At InTempo, we’re working with our customer community to identify KPIs that have the greatest, most widespread value across the rental industry,” notes Hopp. “We encourage our customers to talk to each other and learn from each other. New KPIs are defined through this dialogue and driven by our customers. We don’t tell customers what’s important to them. They tell us.”

Information Age The technology associated with transmitting and communicating data has already been termed by some as the information revolution, and like its predecessors - the first and second industrial revolutions - it will only get better with time. As Levron indicates, “improvements in reporting and information tools for dashboards, mobile applications, and business intelligence data structures will allow for even more detailed analysis and faster delivery in the future.”

Time is money. There’s that expression again. Rental operations that embrace the information age will continue to see a direct relationship between the two words. But as the above software companies indicate, their business management software is robust, but it won’t do all the work without some input from rental store owners and managers. When it comes to KPIs, you have to determine which performance indicators will have the biggest impact on your operation and how they should be presented to be the most beneficial for you. ■

Rental operations that embrace the information age will continue to see a direct relationship between the two words.

“Formats are also dictated by the end users’ needs,” he emphasizes. “Some operational users may need detailed spreadsheets showing the job activity status and what actions are needed, whereas management may require broad graphs or aggregated numbers to show trends or comparisons.”

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SOFTWARE

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TrakQuip from Corporate Services

The Skyhawk OBDII GPS tracking solution installs in seconds and delivers wireless monitoring and remote tracking of vehicles via any Internet-connected device.

TrakQuip is an equipment rental software but can also benefit non-rental companies manage the utilization and maintenance of equipment.

• Track and receive safety alerts such as air bag deployments, driving without the seatbelt, harsh braking, rapid acceleration, speeding, towing and more

• Allows the user to rent, sell and repair all in one program

• Vehicle’s supported temperatures, pressures and diagnostic fault codes wirelessly transmitted and archived on the software for remote asset diagnosis

• Enables exchange of data with “office” applications

• Additional machine data includes fuel level, fuel remaining, mileage driven, engine runtime hours, idling hours and rpm

• Supported in Windows 2000 and higher

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• Available modules include Basic Rental Package, Fleet Maintenance, Repair, Batch Invoice, Accounts Receivable, Accounts Payable and Purchasing Search: 10082443

Point-of-Rental Enterprise 2015 Point-of-Rental Enterprise 2015 includes many innovative features such as RFID Integration which instantaneously imports large quantity counts of tagged items.

• Contract Fulfillment Module utilizes mobile tablet devices to replace load slips and prep reports, allowing for real-time, paperless updates to contracts • SmartEquip integration • Employee Scheduling Module Search: 12160879

HCSS Equipment360 Equipment360 from HCSS alerts shop personnel when maintenance needs to be performed, when warranties and state registrations expire, when inspections are due, and even when parts inventory is below desired stock levels.

• Helps organize all the paperwork and information your shop receives and generates

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• Includes Sage MAS 90 or Sage MAS 200 accounting software for your core accounting needs, as well as several rental-specific modules • Comprehensive rental solution whether your company rents tools to homeowners, portable restrooms to construction companies, or storage units to retail and manufacturing companies • Customizable screens and reporting • Graphical delivery/service routes • Periodic equipment maintenance tracking Search: 10231309

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• User interface designed to be easy to use on computers, tablets and phones while being similar to the Windows version for an easy user transition

sends a wireless signal to almost any handheld device. Then by using the custom downloaded APP the user can see video, record video or take snap shots.

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• Any number of branches can be controlled, including time offsets for different time zones, branch profit and loss reporting, branch defaults, and inter-branch services such as equipment transfers • Users only see menu options they can access, reports they can run and form functions they are permitted to use • Allows for user reports generated in Crystal or SQL Reporting Services to be integrated Search: 11544015

Alert EasyPro Alert EasyPro features the Executive Dashboard which combines over 40 reports into charts and graphs and also includes 12-month trailing revenue reports, sales forecasting, comparison to goal and many other measures.

• Dispatcher Dashboard • Work Order Generator

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Get the most advanced user interface and business process of the industry Improve efficiency with “Rental best practices” Gain speed with mobile applications Manage your sales and services in one solution Grow your business with an integrated web portal Access it anywhere from the cloud

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DIY/LIGHT EQUIPMENT

By Rod Dickens, contributing editor

HOW TO CLEANSE THOSE CARPET CLEANERS It’s important to use a two-step process to properly clean and sanitize your carpet extractors so they don’t spread germs from one customer’s home to another

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I

t’s a given in the rental business: Once a piece of equipment goes out your door, no matter what it is, you really don’t know how it’s being used. Yes, when it comes to big equipment, modern technology can help you keep tabs on its use. But for smaller items, take carpet extractors for example, once they leave your store, how they were used is a mystery that might never be solved, or need to be solved for that matter. Unless, of course, they come back unclean, or worse yet, unclean with some bacteria or ugly fungus that your next carpet cleaning customer will inherit.

The dirty facts Customers are asked, even encouraged with a penalty fee, to return carpet cleaning equipment clean. Some do, some don’t. Those who do might at best run warm, clean water through the machine to remove the dirty soap.

Looking clean, however, does not mean the unit is clean. Cross-contamination from unseen contaminants is possible.

It’s up to you to ensure the carpet cleaner is thoroughly cleansed for the next customer.

There can be plenty to clean, according to Scott Warrington, 35-year veteran of the carpet cleaning industry

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and accessory, machine brand manager for Utah-based Bridgewater Companies and Interlink Supply. “Carpets not only collect soil tracked in on the bottom of shoes, they have also proven to be great filters. Much like the filter in an HVAC system, air is constantly passing through carpets, the fibers of which filter out pollutants and contaminants.

That’s why air above a carpet is much cleaner to breathe than the air above a hard floor such as wood, tile and polished concrete that do not filter and capture particles from the air.

“Carpets can host a wide range of contaminants from dry particle soils as well as sticky, oily and greasy soils to biologicals and more. Some of these are potentially harmful. Others are simply soil sources that should not be transported from one site to another.”

I stopped renting rollaways a few years back because I didn’t want to take the chance that bed bugs could be carried from one home to another.

He continues, “A blob of jelly from your neighbor’s carpet or someone else’s from around town, for example, may not be harmful to you or your children.

But it certainly isn’t something you want on your carpet, the one in fact you are trying to clean with a rental unit. If your children have allergies or sensitivities to dust mites or animal dander that adhered to the cleaning tools, that would be of more concern than the jelly, of course.”

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DIY/LIGHT EQUIPMENT

COMMONLY USED

DISINFECTANTS

→

Scott Warrington, 35-year veteran of the carpet cleaning industry and accessory, machine brand manager for Utah-based Bridgewater Companies and Interlink Supply, offers the following suggestions for rental store owners looking for cleaning solutions: • Bactibarrieror and Microban Germicidal Cleaner Concentrate are quaternary ammonium chloride compounds (quats), an economical sanitizer and deodorizer that is effective as a bactericide, virucide and fungicide.

• Sporicidin is phenol based. This product is related to one used for sore throats.

• Benefect or BotaniClean are two of the few disinfectants that are also moderately effective cleaners. These can be used as one-step products if soils are not heavily greasy. These phenol-based products use natural thyme oil or thymol as the phenol source.

• Microban Disinfectant Spray Plus contains both phenol and quats. It is effective against a wide range of disease-causing organisms (pathogens).

Of even more concern, as one rental store owner recently related, are bed bugs. “I stopped renting rollaways a few years back because I didn’t want to take the chance that bed bugs could be carried from one home to another. I wonder, too, if they could be transported by carpet cleaners.”

It’s a valid question and there are

other concerns. Carpet cleaning has been mentioned as a possible cause of Kawasaki Disease, a rare but serious illness that mainly affects young children.

Warrington emphasizes, however, that the cause of the disease is a virus unlikely to be spread by cleaning carpets. Still, as he points out, the damp environment of a carpet cleaning machine can harbor

mold spores and bacteria. It’s just one more reason to thoroughly clean and sanitize carpet cleaners before sending them out the door with another customer.”

Take the time If there’s one obstacle to cleaning a carpet cleaner, it’s time. Properly cleaning and sanitizing a machine between uses will take more than a few minutes.

But it’s time well spent, according to Legend Brands Director of Restoration Chemicals Bill Weigand.

“Rental carpet cleaning units should be cleaned and sanitized between uses and that includes the carpet wand, the interior and exterior of the vacuum hose, the exterior of the supply line and the unit itself. Special attention should be given to the recovery tank where the highest level of microbial contaminants is likely to be deposited.”

Rental carpet cleaning units should be cleaned and sanitized between uses and that includes the carpet wand, the interior and exterior of the vacuum hose, the exterior of the supply line and the unit itself.

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Key to the process is the cleaning solution and dwell time, he adds. “A solution such as Microban Germicidal Cleaner Concentrate will kill a wide array of microbial life, something that is essential to prevent cross contamination between homes and other structures.

“Mix the cleaning solution according to label directions and apply it (typically with a trigger sprayer). Allow the product to sit on the surfaces for the recommended dwell time, normally about 10 minutes. The surfaces can then be wiped clean and dried.”

Weigand points out that the interior of the vacuum hose is slightly more difficult to treat for contamination. To treat, immerse the hose in the cleaning solution for the product’s recommended dwell time and then wipe dry.

Key to the process is the cleaning solution and dwell time.”

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Two-step process “Good sanitizers make poor cleaners and good cleaners make poor santizers.

So cleaning should be a two-step process. First clean, and then apply the sanitizer,” advises Warrington. “Hence the first step in sanitizing/disinfecting is a thorough cleaning. Nearly all common sanitizing/disinfecting solutions are inactivated or rendered less effective by the presence of soils, especially from organic or biological sources.”

He continues, “Four factors (often referred to as the cleaning ‘pie’) influence how thorough cleaning and sanitizing will be. They are: proper chemical, temperature (or heat), dwell time, and agitation. These factors are also known by their acronyms CHAT (chemical, heat, agitation, and time) or TACT (temperature, agitation, chemical, time).

“The sanitizing solution must reach all possibly contaminated surfaces.

Then it needs time to work. Most products will have information on the label that specifies dwell times necessary to kill certain bacteria or viruses.”

A major failing in proper sanitation, he emphasizes, is not allowing the

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DIY/LIGHT EQUIPMENT

…a clean rental unit doesn’t always translate into one that’s free of bacteria or other potentially harmful contaminants.

cleaning product to remain in contact long enough on the surface. “The surface being sanitized needs to remain wet with the sanitizing solution for between 10 to 20 minutes. Usually there is no requirement to wipe off a sanitizer or disinfectant.”

The solution Rental stores can select from a wide variety of sanitizing chemicals on the market. The most commonly used for cleaning equipment, Warrington notes, are quaternary ammonium chloride

compounds (usually shortened to “quats”) and phenols.

“Quats can be rather highly diluted and still be effective, making them more cost effective than some other products. Phenols are more effective against some specific bacteria or viruses, making them the cleaner of choice in high contamination situations such as cleaning up after sewage back flow. Bleach and other oxidizers have limited effectiveness and are corrosive to metals. So, if they are used, an additional step of thorough rinsing is required.”

As both Warrington and Weigand reiterate, a clean rental unit doesn’t always translate into one that’s free of bacteria or other potentially harmful contaminants. Rental machines need to be cleaned and sanitized before being offered to your next rental customer. ■

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GUEST COLUMN

By Jay Sunderman

WHY YOU NEED MORE ATTACHMENTS In Your Rental Inventory The versatility of compact utility loaders makes them popular rentals, but stores need to carry attachments to maximize their potential

C

ompact utility loaders are valued by contractors for their versatility. This also makes them a popular item at rental centers.

Attachments — the very thing that makes these machines so resourceful — can be difficult to find in many rental inventories. Some of you might be reluctant to carry attachments because of concerns over customer interest and the return on investment.

Jay Sunderman is commercial business manager for tree care/ rental and landscape at Vermeer.

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Ironically, if you don’t offer a variety of attachments, you might be missing out on your compact utility loader’s most compelling feature — its versatility.

A tool for many jobs Compact utility loaders, or mini skid steers, as they are often called, are popular with your customers for many reasons. They are user-friendly, their narrow width allows them to fit in tight spaces larger equipment cannot access and they can be used on many different types of jobs because there are literally dozens of attachments available.

The potential customers for compact utility loader attachments include landscapers, tree care contractors, concrete contractors and more. But you must carry the attachments they want in order for them to become a customer.

Research customer needs Although the benefits seem clear, you must do your research before entering the attachment business.

This includes knowing your customer base and trying to determine what the market is for attachments in your area.

Log customer requests for attachments.

You might be surprised to see how many times a customer asked about a specific attachment.

In addition to recording customer requests, consider proactively questioning customers to gauge their interest in renting various attachments. Don’t just speculate that they will rent something.

Just because you ‘build it’ doesn’t mean they ‘will come.’

Something else to consider is which attachments the competition carries, and which ones it does not. If a certain attachment is not available in your area, and your research shows there is demand, then that might be a chance to pick up new customers.

For example, a concrete contractor might have a job removing an existing patio in a space too tight for his large skid steer to access. Having a hydraulic breaker attachment for a compact utility loader that can fit through a standard 36-inch gate might bring that contractor into your store.

There’s one more angle to this.

Compact utility loaders have so many uses that some contractors may not realize they could benefit from a certain attachment. So, in addition to asking customers what they want, educate customers on attachments they could use.

Sky’s the limit If you carry compact utility loaders in your inventory, consider these attachments because of their popularity: buckets, pallet forks, trenchers and dirt auger sizes of 6, 9 and 12 inches at a minimum.

Those are the most popular attachments, but contractors require other specialized attachments including dozer blades, brush grapples, vibratory plows, snow blowers, tillers, landscape rakes and sod rollers. This is why logging requests, talking with customers and evaluating the competition is important. Knowing what the demand is in your area will allow you to better identify which attachments you should carry.

If you do your homework you have a good chance of seeing high utilization of your compact utility loader attachments and realizing a strong ROI. The sky really is the limit in terms of bringing possible solutions to customers in your market. ■

www.ForConstructionPros.com/RENTAL

1/25/16 10:03 AM

GIVE YOUR RENTAL BUSINESS

A BOOST WITH PROPANE. CUT COSTS AND INCREASE PROFITS WITH MOBILE GENERATORS AND OTHER EQUIPMENT. Boost your rental business proďŹ tability by adding propane-powered rental equipment to your lineup. There are more types of propane-powered equipment than ever before, and an increasing number of rental customers are asking for the performance that only propane can provide. This environmentally-friendly fuel is cleaner than diesel or gasoline and can be used indoors and out. Plus, propane is produced right here in the U.S.A. Learn more about propane-powered scissor lifts, forklifts, heaters, mobile and portable generators, light towers, and the growing list of additional propane-powered equipment at PropaneOnTheJob.com.

Like Build With Propane on Facebook.

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ATTACHMENTS

APT Hydraulic Breaker Attachments AB-Series hydraulic breakers are designed with fewer components for increased life, as well as advanced noise and vibration damping.

• Available in a variety of sizes to fit carrier weight classes from 2,900 to 61,800 lbs.

• One-piece cylinder/tool holder construction eliminates the need for tension bolts • Replaceable cylinder sleeve design • Larger models feature an active ventilation port that reduces dust intake into the tool bushings • Double tool retainer bars ensure optimal working tool guidance • Power Stop feature reduces strain on the attachment and carrier caused by dry firing Search: 12077479

Bradco Tree and Shrub Grapple The Bradco Tree and Shrub Grapple from Paladin is designed to easily remove small trees, shrubs, and ornamentals without shovels, axes, chains or stump grinders.

• Hydraulic power replaces the need to manually dig out, chop and grind • Entire stump, tap and secondary root system removed in a single step with no extra digging required • Grasp and move vegetation for clean-up and collection • Constructed of 1/2-in. AR400 and AR235 high-strength steel for maximum durability and reliability

SkidCrane Crane Attachment This compact, hydraulically controlled crane attachment for skid steers is designed to lift loads of up to 5,000 lbs. to heights of greater than 40 ft.

• 37-ft. main boom height or 46 ft. with extension • 45° rotation to left and right of center • Requires a minimum carrier weight of 3,600 lbs. and a 3,000-psi hydraulic system • Easily transported and works in confined spaces • Easy to use by a single operator

• Save time and labor while increasing productivity

• Quick attachment to the loader

Search: 12067155

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Cross-Tech Brush Wolf 6600 Brush Cutter The 6600 Brush Wolf brush cutter attachment utilize suction and long-lasting high-tempered steel blades to blast through brush and saplings up to 3 in.

• Balanced stump jumper protects gearbox and prevents vibration • Welded collar on the bottom of deck helps prevent damage to gearbox seal • Galvanized 5/16-in. safety chains on the front and rear protect against flying debris and aid in mulching • Replaceable front chains • Solid one-piece, 1/4-in. formed steel deck Search: 12107748

Leading Edge Skid Steer Stumpiranha The Stumpiranha stump removal tool is now available for skid-steer loaders, allowing these machines to completely remove stumps without leaving grindings or stump remains.

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The PowerOx series buckets feature abrasion-resistant AR400 steel construction that provides significant wear reduction in tough digging and material-handling conditions.

• Models available weighing from 683 to 1,646 lbs. with heaped capacities from .382 to 1.841 cu. yds. and 18to 54-in. widths

• S taggered sharp-pointed blades cut the roots under the stump one pointed blade at a time, allowing maximum cutting force to be achieved

• Maximize breakout force when directly pinned on the machine and improve offset when used with a coupler

• V ertical arms of the tool straddle the stump while the blades rip the roots below, completely removing the stump and leaving only the ends of the roots

• One-piece header design and gussets to enhance rigidity

Search: 12114750

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Paladin PowerOx Excavator Buckets

• Full double-bottom shell strengthens the tub and protects side panel welds

Search: 12094200

www.ForConstructionPros.com/RENTAL

1/28/16 9:29 AM

Our Volvo E-Series excavator has allowed us to do things that are just plain amazing.

That’s our Ex Factor.

– Jim Whitaker, fleet manager, Whitaker Construction

Whitaker Construction has more than 60 years’ experience in underground construction.

As one of the largest utility contractors in their region, they have to operate with a cutting edge. Jim says the EC380E gives them that edge — working up to a 480 class size, while fitting in tighter spaces — allowing them to tackle challenging jobs with more efficiency. Find tips to get the most from your excavator at volvoce.com/ExFactor.

Please visit us at The Rental Show in booth 3167.

Search: 10075146

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1/28/16 9:29 AM

ATTACHMENTS Western Material & Design FasTrac Concrete Mixers The 1/2-cu.-yd. capacity model 500 and 3/4-cu.-yd. capacity model 750 convert any skid-steer loader into a portable concrete mixer.

• For use with fast-setting concrete for mixing right at the pour site, plus can be used to transport concrete to places ready mix trucks can’t reach • Can pour on the left or right side; discharge chute extends up to 6 ft.

Search: 12134275

Allied Rammer Small Range Breakers The 555, 777 and 999 Rammer small range breakers are designed without tie rods and incorporate the Constant Blow Energy (CBE) plus operating system.

• For carriers between 7,500 and 27,600 lbs.

• Integrated one-piece tool bushing design requires fewer parts and is easily field replaceable • Box-type housing with high-tech dampening material that reduces noise and vibration and fully protects the power cell • Dual accumulator (High Pressure and Low Pressure) design provides maximum power with less pulsation in hydraulic lines Search: 12138533

York Skid Steer Angle Broom The York SSAB Skid Steer Angle Broom mounts directly to skid steer quick attach systems allowing users to perform dozens of clean up and maintenance jobs with a skidsteer loader.

An air compressor is basically a utility. Like electricity, the only time people notice it is when it’s not working. Since 1927, Jenny products have been making a living going unnoticed. Made in the USA of the highest quality materials, our compressors are the most reliable on the market.

• Requires a hydraulic system of 12-25 GPM and 1800-2250 PSI

Visit us at booth 2023.

Sure, we’d love to get more credit. But as long as we continue to be ignored, then we know our customers are getting exactly what they want — a compressor that just keeps working. Isn’t it time a Jenny was hiding on your jobsite?

• Can be angled to a maximum of 30 degrees left or right • Broom drum has been mounted on pillow block bearings for ease of access and maintenance • Currently available in 6-, 7- and 8-ft. widths • Uses 32-in. convoluted brush sections, and may be equipped with all polypropylene, crimped wire or a 50/50 combination at no additional cost Search: 12117729

www.jennyproductsinc.com

THE FIRST NAME IN COMPRESSORS

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www.ForConstructionPros.com/RENTAL

1/28/16 9:29 AM

YOUR

GO-TO

SEE US AT BOOTH #4353 FEB. 21-24, 2016 | ATLANTA

RESOURCE for PRODUCTS, NEWS & INSIGHT SEE US IN

SEE US

PRINT PRODUCT NEWS INSIGHT ■

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How to Grapple With

FOR COMPACT EXCAVATORS pg 38

ONLINE

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NEW IN 2016 Find out what suppliers have in store for the upcoming rental season — Page 22

TODAY’S SOFTWARE How to track key performance indicators for maximum profits Page 68

TRAILER DISCONNECT PROBLEMS? Here’s a simple solution Page 56

SPECIAL REPORT ‘DEF’INING SERVICE AND MAINTENANCE FOR TIER 4 FINAL ENGINES Page 50

January/February 2016

Find the latest news at ForConstructionPros.com/RENTAL

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Rental on ForConstructionPros.com

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ATTACHMENTS

Doosan Power Tilting Coupler The power tilting coupler provides up to 180° of movement for enhanced precision when digging trenches, performing general excavation applications or completing final grading tasks.

• Approved for DX63-3 compact, DX140LC-5 ti DX255LC-5 crawler and DX140W-5 to DX210W-5 wheel excavator models • Angles a trenching or ditching bucket 90° left or right Search: 12148489

Digga Compact High-Flow 4DDS Auger Drive The Compact High-flow 4DDS auger drive has a maximum output torque of 4,180 ft.-lbs. and is engineered for use on skidsteer loaders, backhoes and mini-excavators delivering hydraulic flows from 8 to 42 gpm.

• Provides output speeds of up to 108 rpm • High-efficiency motor system allows more horsepower to be used in delivering power to the ground for faster drilling and better spin-off speeds

: ARA T@ d M n a r ebe ible it W vers

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• Two-piece shaft design isolates the planetary gears from pushing, pulling and bending forces without increasing the load on the bearings

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Bobcat FMR Flail Mower Attachment To celebrate 25 years of doing business in North America, Weber MT, Inc. is bringing back the CF2, our most popular forward plate with a Honda engine.

Buy any large reversible, CR6 and up, and get a CF2 forward plate for $500 while supplies last and FREE at ARA. Come see us in Atlanta booth #4529

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The FMR flail mower attachment, available for use with Bobcat E63, E80 and E85 excavators, offers a 40-in. working width and a 4-in. cutting capacity.

• Triple-knife design with 36 knives provides a smooth cutting motion to rip through hard and soft woods, vines, grass and brush • Direct-drive motor excels in aggressive cutting applications • Reversible flails provide bidirectional rotation by switching the hydraulic hoses at the drive motor Search: 12149286

800.709‐3237 • www.webermt.us Offer valid while supplies last and regular terms apply.

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www.ForConstructionPros.com/RENTAL

1/28/16 9:29 AM

POWER FACTS 275–770 hp 5, 6 and 8 cylinders US Tier 4f, EU Stage IV NO DPF

Solutions for Hard Work.

PROVEN US TIER 4f AND EU STAGE IV TECHNOLOGY – WITH NO DPF. The Scania engine platform features compact dimensions and a common footprint which enhances flexibility, simplifies installation and shortens time-to-market.

Last but not least: Proven reliability, outstanding operating economy and industryleading fuel efficiency vouches for long-term profitability and satisfied customers.

Power at work. It’s here for you today.

For the closest dealer, visit www.scaniausa.com

Search: 10726813

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1/28/16 9:29 AM

INDUSTRY UPDATE

WEHRMAN TO RETIRE FROM ARA Christine Wehrman, CEO and executive vice president of the American Rental Association (ARA), Moline, IL has announced her retirement from ARA to the ARA board of directors after 15 years of service to the organization. Wehrman will continue in the position until her successor is named later in the year.

Terry Turner, CERP, owner, All Occasions Party Rentals, Knoxville, TN, and ARA President, extended thanks to Wehrman on behalf of the ARA board of directors for her dedicated service to the membership.

“Chris has effectively led our association to excellence. The board is very proud of the vast achievements provided to members and the industry during her service. Chris led ARA through the years of business consolidation, the 9/11 attacks, the devastation of Hurricane Katrina and the economic recession along with many critical industry and association issues,” Turner said.

“Her astute association management and leadership skill, along with her ability to work so well with volunteer leaders and staff members have really made a difference for members and the industry. As a result, ARA is well positioned for the future,” Turner said.

“We appreciate all that Chris has accomplished as CEO. The accomplishments are many. ARA membership is now at a record high,” he said.

“It has truly been a privilege to serve ARA’s general and associate membership in this position and work with such capable volunteer leaders and staff members throughout the association and industry,” Wehrman said. “I have thoroughly enjoyed the experience and am proud of what has been achieved by ARA during these dynamic years as a result of all of us working together. I foresee a great future for the association, membership and industry in years to come.”

Turner and Wehrman stated that ARA’s first priority remains preparing for The Rental Show 2016 and ARA’s 60th Anniversary celebration in Atlanta, February 21-24. Turner commented, “Once we have completed The Rental Show, ARA will undertake our work to replace Chris as CEO. I know she will enjoy seeing everyone in Atlanta.”

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SULLAIR ALLIES WITH ACME LIFT

TO OFFER LARGE PORTABLE COMPRESSORS TO RENTAL FLEETS Sullair, a leading provider of compressed air solutions, announces an alliance with Acme Lift Co., a wholesale rental company, to offer 700- to 1,600-cfm portable air compressors in its growing fleet.

Acme Lift, founded in 1997, rents high-reach booms and telehandlers exclusively to rental companies throughout the United States and Canada. The alliance with Sullair will, for the first time, expand Acme Lift’s offerings beyond self-propelled aerial work platforms and telehandlers into other machines that align with the needs of the company’s re-rental customers. Rental companies with customers in the mining, petroleum, industrial and construction industries now have a one-stop-shop to easily meet their large air compressor needs.

“The alliance between Sullair and Acme Lift gives us yet another avenue to expand our large portable line,” said Stefan Brosick, Sullair vice president of sales. “We are pleased to offer our channel partners an additional option outside of purchasing outright and the ability to supplement their operations by performing service and warranty work on the units. It also presents our channel partners with new opportunities to bid larger jobs without having to invest significant capital.”

“The Sullair large portable air compressor line is an ideal wholesale rental product,” said Mike Crouch, Acme Lift president and chief operating officer. “Renting through Acme Lift allows our customers to expand their fleets to include these specialized units when their customers demand them. And our customers won’t have to tie up significant capital expenditures for these machines.

This alliance is mutually beneficial, allowing Acme Lift and Sullair to expand their customer bases.”

As part of the alliance, Acme Lift holds the inventory, while the rental company performs its own service and maintenance work, billing back Acme Lift. Acme Lift also keeps all units non-branded, allowing rental companies to easily integrate the units into their fleets.

The air compressors offered by Acme Lift include the Sullair 700HH iT4, 750H iT4, 900H iT4, E900H electric, 1600H iT4 and the high-pressure 900XHH/1150XH iT4. Acme Lift also will carry Sullair REMAN compressors featuring the same factory warranty as a new unit, including the 900H T2/T3, 1600H T2/T3 and 900XHH/1150XH T2/T3.

www.ForConstructionPros.com/RENTAL

1/27/16 8:51 AM

Wynne Systems Acquires Result Group Wynne Systems, a provider of ERP solutions for some of the world’s largest rental equipment companies, announced it has acquired Result Group Inc. The acquisition expands Wynne’s customer base to include specialist rental and construction companies and further enhances Wynne’s solution offering with the addition of rentalresult to the company’s portfolio of solutions.

“We are pleased to find a new home with Wynne – an organization that is just as passionate about the rental management industry as we are,” said Helen Sowerby from rentalresult. “We look forward to bringing together two ERP solutions under one umbrella to offer customers the best solution for their business”.

Result Group has over 20 years of experience and expertise.

The company’s rentalresult solution is designed to serve

both rental and construction businesses worldwide.

Like the Wynne solution, rentalresult helps to manage the entire back office of rental companies. The solution streamlines sales, purchasing, asset management, point-of-sale for rental, all the way through to complex accounting. Mobility solutions and customer relationship management (CRM) round out the comprehensive solution suite that is used by rental companies and construction companies alike.

“It’s great to be able to offer our customers a choice in solutions to manage their complex rental and construction processes,” said John Bureau, General Manager at Wynne.

“We’re pleased to have the rentalresult team on board and look forward to building effective relationships with their customers as we further invest in the rentalresult solution offering.”

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INDUSTRY UPDATE

DURANTE RENTALS ACQUIRES QUALITY RENT ALL INC. OF CARMEL, NY

Durante Rentals, the leader in construction equipment rentals in the New York area with locations in Queens, the Bronx, Mt. Vernon and Elmsford, announced its new location with the acquisition of Quality Rent All Inc. Their fifth location, and third outside of the five boroughs of New York, is located in the Town of Kent at 333 Route 52, Carmel, New York.

Quality Rent All was established in 1989 by founders Tim and Marilyn Plummer. With a long track record of loyal and satisfied customers, Durante Rentals will to continue to bring significant value to the current customer base as well as new customers throughout the Putnam County area. “The Plummers built a really nice business over the years and we are pleased that they will be our first acquisition. We are eager to welcome Quality Rent All customers and their staff to the Durante team,” said John Durante, president of Durante Rentals. “We are extremely excited to work with their nephew, Lou Alagno, who has been promoted to manage the new store. Lou has 16 years of experience working for his aunt and uncle and has literally ‘grown up’ in the business,” said Durante.

HERTZ GLOBAL HOLDINGS PREPARES FOR SEPARATION OF HERC Hertz Global Holdings Inc., or Hertz, filed its initial SEC Form 10 registration statement detailing the planned separation of its equipment rental business as a standalone, publicly traded company. No record date has been set, though the company has said it expects the transaction to be completed by the end of the second quarter of 2016.

The separation is expected to be a tax-free event for U.S. federal income tax purposes to shareholders.

“We’ve taken a number of actions this year to drive performance and preparing the equipment rental business to operate as a stand-alone company is among the most significant,” said John Tague, Hertz president and chief executive officer. “There are fundamental differences in the business models for vehicle versus equipment rental, and we believe the separation will enable more distinct focus on each by the respective separate management teams, as well as provide the equipment rental business with direct access to capital markets.

“Over the course of this year, we’ve put in place a highly capable senior management team that is ready to successfully operate and grow the equipment business, as well as

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run a publicly-traded company, based on decades of experience. The team has made significant progress, including a year-over-year 14-percent revenue increase in non-oil and gas markets in the third quarter, and we believe they are positioned to succeed in the long term,” Tague added.

The leadership team for HERC includes: • Larry Silber, president and chief executive officer, whose background includes 30 years with Ingersoll Rand.

• Barbara Brasier, who joined the business in November 2015 as chief financial officer.

• Maryann Waryjas, who also joined the business in November 2015 as general counsel.

• Bruce Dressel, who joined the business as chief operating officer in June 2015.

• Rich Marani, who joined the business in June 2015 as chief technology officer.

• Chris Cunningham, who joined the business in September 2014 as chief human resources officer.

“The filing of the Form 10 is a significant milestone on our path toward the separation of the equipment rental business as a stand-alone company,” said Larry Silber, president and CEO of Hertz Equipment Rental Corporation. “We are confident that our separation from Hertz Global Holdings will provide us better flexibility and focus to pursue growth opportunities within our core equipment rental markets, which also will enable us to provide better value to our customers, employees, and suppliers.”

www.ForConstructionPros.com/RENTAL

1/27/16 8:51 AM

QUALITY Who do you trust when every kilowatt counts?

At MQ Power, we generate more than kilowatts, we generate confidence. MQ Power Containerized Generators feature the superior craftsmanship and proven performance to give you peace of mind, no matter how demanding the job. Manufactured with attention down to the last detail, we customize to your specific requirements and back it all with our renowned Multiquip customer support program, featuring on-line technical support and on-call field service managers. Trust MQ Power. Because confidence counts as much as kilowatts.

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INDUSTRY UPDATE

Ed Malzahn, Ditch Witch Founder and Industry Icon, Dies at 94

The Ditch Witch organization announces the passing of the company’s founder and industry icon Ed Malzahn on Friday, Dec. 11. He was 94.

According to a company press release, Malzahn changed the way the world’s utility infrastructure is installed and maintained when he launched the first service line trencher, the Ditch Witch model DWP in 1949 from a small machine shop in Oklahoma.

That small shop grew to become Ditch Witch, a Charles Machine Works company, which today employs more than 1,500 workers and has more than 175 dealerships and branches serving 195 countries. The company has produced and sold more than half of the world’s trenching machines.

“Ed was the inspirational leader of the Ditch Witch and Charles Machine Works family for over 65 years,” said Rick Johnson, chief executive officer for Charles Machine Works. “He possessed a sharp mind, strong rural work ethic and generous spirit - all of which he used to better those around him.”

Recognition of Malzahn’s accomplishments as an industry leader and innovator included his induction into the Oklahoma Inventors Hall of Fame, American Rental Association Hall of Fame, Construction Equipment Hall of Fame and North American Society for Trenchless Technology Hall of Fame. He also was named Inventor of the Year by the Oklahoma Bar Association: Patent, Trademark and Copyright Section.

As a family man, Malzahn’s family life extended to his work life. Charles Machine Works has remained a family business since its creation, even after global success.

Malzahn’s granddaughter Tiffany Sewell-Howard, who represents the fifth-generation of the Malzahn family, now serves as the executive chair of Charles Machine Works.

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Search: 10076320 www.ForConstructionPros.com/RENTAL

1/27/16 8:51 AM

UNITED RENTALS PARTNERS WITH 5D ROBOTICS

TO BRING AUTONOMOUS DRIVING TO ITS RENTAL BRANCHES Equipment rental provider United Rentals Inc. and 5D Robotics, Inc., a provider of automation for the defense and energy sectors, have teamed up to bring the latest autonomous driving technology to United Rentals equipment operations. The 5D solution prevents collisions, enables multiple vehicles to follow a person or lead vehicle (“wagon-training”) and allows operators to quickly and easily create and modify autonomous paths throughout a facility.

“We’re very excited to be moving forward with 5D Robotics,” commented Helge Jacobsen, United Rentals’ vice president of operational excellence. “The equipment can move from station to station within the yard. The integration with 5D offers substantial opportunities to improve our efficiency and safety, as well as provide new analytical and mapping tools to our own branches and eventually to our customers.”

David Bruemmer, 5D Robotics’ co-founder and CEO, believes his company offers the best technology and team to take on this partnership. “5D has pioneered precision positioning and autonomous driving software that performs reliably in difficult, dynamic environments,” he stated. “By adding our cross-platform plug and play modules, we can provide autonomy and enhance safety across United Rentals’ fleet. We are excited to expand the application of autonomous vehicles into the equipment rental space with the industry leader. Our two companies share a passion to bring this innovative technology to hundreds of United Rentals locations, and, ultimately, to their customers.”

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INDUSTRY UPDATE

SKILLED WORKER SHORTAGE COSTS EQUIPMENT INDUSTRY BILLIONS EACH YEAR The U.S. heavy equipment distribution industry loses at least $2.4 billion each year as a result of dealers’ inability to find and retain technically skilled workers. The figure, based on an estimated nine percent of earnings foregone by American dealerships represented by Associated Equipment Distributors (AED), was included in a report released on Jan. 20 by The AED Foundation (AEDF).

According to the report, the equipment distribution industry is suffering badly from the mismatch between the capabilities needed to fill technical roles and the skill possessed by prospective employees. The report found that a lack of “hard skills” is the most significant challenge dealers face in their struggle to hire for technical positions. Equipment distributors also have a job opening rate three times the national average and vacancies remain open for extended periods. Time, resources and economic opportunities are squandered as positions go unfilled because the right candidates are not available. Without training and resources to develop practical competencies, American students are simply unprepared to maintain the machines that build and maintain the nation’s infrastructure. The anticipated increase in building activity associated with the new five-year highway authorization law recently passed by Congress is expected to exacerbate the problem.

“The problem is daunting, but there are solutions,” McGuire said. “Congress will consider a host of workforce and education-related policy issues this year, including Perkins Act reauthorization. We hope this snapshot of how the nation’s skills gap affects just one industry will serve as a wakeup call on Capitol Hill and help lawmakers understand that the future health of the U.S. economy depends on tackling the skills gap head on.”

The full report is available at: http://bit.ly/1JPuVci.

The new Power Dog Quick Split Rental Series log splitter has just what the Rental professionals have been asking for. It comes loaded with a Honda GX270, 5” x 24” stroke cylinder, torsion suspension axle, 5.30 x 12” wheels, 7 ga. steel fenders, log dislodge, engine guard, and a conveniently located, fully protected operator lever.

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ADVERTISER’S INDEX ADVERTISER

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Advance Tire Inc............................................ 97 Allied Construction Products.......................... 29 Allmand Brothers Inc..................................... 17 Applied Machinery Sales................................ 41 Bair Products Inc........................................... 26 Barreto Manufacturing Inc............................... 7 Baseplan....................................................... 69 Bobcat Company........................................... 35 Brunner & Lay, Inc......................................... 44 Club Car....................................................... 31 Corporate Services L.L.C................................ 74 Curry Supply Company.................................. 91 Cushman Commercial................................... 62 Custom Equipment Inc.................................. 43 Ditch Witch/The Charles Machine Works Inc.....100 Dri-Eaz Products, Inc...................................... 79 Ebac Systems................................................ 94 EDCO Equipment Development Co................. 58

E-Z Trench..................................................... 77 Garrett Metal Detectors................................. 71 Generac Power Systems................................. 21 General Pipe Cleaners..................................... 9 Ground Hog.................................................. 67 Haulotte US Inc............................................. 33 Hyundai Construction Equipment Americas Inc.... 19 ICS, Blount Inc............................................... 73 InTempo Software......................................... 80 IPAF Int’l - Powered Access Federation........... 45 JCB Inc.......................................................... 57 Jenny Products, Inc........................................ 86 JLG Industries Inc.......................................... 15 John Deere Construction Equip........................ 2 Karcher North America.................................. 63 Kohler Engines................................................ 5 Kohler Industrial............................................ 25 Kubota Engine America Corp......................... 27

MMD Equipment........................................... 65 Multiquip...................................................... 93 Nu Star Inc.................................................... 94 Orion Software.............................................. 75 Perkins Engines Company Ltd........................ 53 Precision Components................................... 55 Propane Education & Research Council.......... 83 Quick Attach Attachments Inc........................ 99 Rotary Corp................................................... 80 Scania USA................................................... 89 Skyjack Inc............................................... 36-37 Sotcher Measurement Inc.............................. 66 Takeuchi Manufacturing Co........................... 47 Terex Construction Americas.......................... 49 Terex-Genie................................................... 60 Towmaster, Inc.............................................. 59 Trask-Decrow Machinery................................ 97 Trojan Battery................................................ 13

Electric Eel.................................................... 75 Ermator USA................................................. 81 Essex Silverline.............................................. 95 EZ Oil Drain................................................... 58

Kubota Tractor Corporation............................ 11 Kuhns Power Equipment LLC......................... 96 LawnShark USA............................................ 66 Little Beaver Inc............................................. 61

Turbo Technologies........................................ 96 Vermeer Mfg. Co........................................... 39 Volvo Construction Equipment....................... 85 Weber Machine (USA) Inc.............................. 88

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

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EYE ON RENTAL

By Dick Detmer

Create a Smooth Transfer of Your Company to

NEW LEADERSHIP Preparation and timing are two important considerations when turning the reins over to the next generation

Y

ou’ve invested countless hours building your company to where it is today, so it’s wise to protect that investment by doing all you can to smooth the transition to a new leader or leaders when the time comes.

Some of the rental business owners I work with are eager for the day when they no longer feel the pressure that goes with running a business. Others want to stay involved in the business but they want to do other things outside of it, and many never want to give it up completely but want to transition the day-to-day operation of the business to someone else.

Preparation is key Preparing the next generation now for a successful transition is important.

Some rental business managers are not effective leaders and many lack critical delegation skills. It’s a good idea to have a structured management training process to prepare the company’s leaders to successfully operate and grow the business instead of just handing them the reins. This training is vitally important to make the transition successful.

Some managers have the potential to be effective leaders but haven’t had the formal, higher-level management foundations training. Many rental business owners know their managers lack

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critical management skills and feel investing in their manager’s education is well worth it.

I have found that conducting training for a rental company’s managers at that company’s location is a smart strategy. Managers need the structured, specific-to-their-company education that empowers them to plan, organize, direct and control in a much more effective way. Managers, for example, need to learn how to delegate effectively along with a wide variety of the duties you want and need them to be proficient in. I have also found that one of the primary reasons that some rental business owners are feeling “stressed out” is they are handling far too many of the day-to-day operational issues that should be handled by properly trained managers.

Managers also need to learn to become great leaders and to become proficient in the areas of employee hiring, delegation, motivation, training and supervision. It is important to have an experienced objective rental business consultant and rental business leadership trainer analyze your existing staff and make recommendations.

It is very difficult for a rental business owner to objectively analyze the leadership skill level and potential for those in their own company – especially people who they have known for years.

Sometimes it is difficult to uncover the possibilities when one is in close daily contact with staff.

Effective delegation and leadership training have a profound and lasting effect on the growth and profitability of a company. Delegation and leadership training will help you (and those who work for you in supervisory positions) to prepare for the handoff of your business – and this training will make your business become much more profitable and enjoyable.

So again, don’t take your hands off the wheel unless the new driver really knows how to drive. Sometimes the heir-apparent candidate has plenty of rental experience but not the skills needed to lead the company. It is possible that the potential candidate was not properly “vetted” or just needs appropriate, intensive training.

Good timing consideration The year 2015 was a fabulous year for my customers and might have been for your rental company as well. It is much better to consider transferring the company when revenue and profits are in a solid upswing rather than in a downward spiral. So prepare now for your future freedom. ■

Dick Detmer is a nationally recognized consultant, lecturer and writer with over 35 years of experience in the equipment rental industry.

For consulting, on-site employee training or to order his books, visit www. detmerconsulting.com. Dick can be contacted directly via his website, by emailing dick@detmerconsulting.com or by calling (309) 781-3451.

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