Rental January/February 2019 by ForConstructionPros.com

January/February December 2018 2019

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2019 TRENDS IN TECHNOLOGY SNEAK PREVIEW NEW IN 2019 Product introductions you can expect to see in the coming year

January/February 2019

SPECIAL REPORT: Business Intelligence

C R M Data

CHANGING Business Prescriptive Cost Intelligence THE WAY Efficiency Effective EQUIPMENT Predictive ERP IS RENTED Cost Effective Business Intelligence

Equipment

Prescriptive EFFICIENT CRM

Augmented & Mixed Reality Provide New Opportunities for Equipment Rental

ERP

ENGINES

Manufacturers Broaden Telemetatics Solutions

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KOHLERPOWER.COM

WHO SAID YOU CAN’T HAVE

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VOLUME 41 ISSUE 1

JANUARY/FEBRUARY 2019 COVER: SOFTWARE SPECIAL REPORT

A series of reports examine the definition of Business Intelligence (BI) and what it means to equipment rental

CONSTRUCTION EQUIPMENT CLOSEUP | Blade Brake Allows Stihl TS440 to Reach Tough Undercuts Find out how Stihl engineers designed protection for the operator when the guard exposes the top of the cutting wheel.

ENGINES | Manufacturers Broaden Telematics Solutions The options for accessing vital engine data continue to evolve.

IN EVERY ISSUE

TECH FOCUS | Augmented & Mixed Reality Provide New Opportunities for Equipment Rental

EXCLUSIVE INTERVIEW | United Rentals Aims for World Class Customer Service With UR One Platform

06 Everybody’s Business 08 Manager’s Digest

12 Market Watch Predictions for 2019.

EARTHMOVING EQUIPMENT | 7 Steps to Skid Steer Attachments Pumping Out Profits

18 NEW in 2019

IPAF NEWS | IPAF INNOVATE

Product introductions for the upcoming rental season.

104 Industry Update

Workshop Mines Solutions from Stakeholders

114 Eye on Rental How to manage for maximum efficiency.

TRAILERS | Top 10 Safety Tips

100

BUSINESS MANAGEMENT | Offering a 401K Can Help With Recruiting, Worker Retention

www.ForConstructionPros.com/RENTAL

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JANUARY/FEBRUARY 2019

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VOLUME 41 ISSUE 1

CONTENTS

JANUARY/FEBRUARY 2019

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COVER: TOC SPECIAL SECTION OR COVER STORY

RentalWATCH TOC SECTION

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Rental and Article Title Designed With Construction TOC description no Indent. Idi dioriae perovitatium exeratio debisto exceatem eos You in Mind Market discitfagu magnatio. It’s easier than ever to find the industry news and information Updates you need to run your equipment rental business. Just point

Get all the latest information your browser to ForConstructionPros.com/RENTAL, and scroll pertaining to the topics that for the latest reports. Whether you’re using your desktop, TOC SECTION matter most to your business. laptop, tablet or smartphone, you get the same simple-toLookArticle here daily for the news Title navigate experience, only faster than ever before. andTOC information you no need description Indent. Idi dioriae most. To subscribe, go todebisto exceatem eos perovitatium exeratio www.ForConstructionPros. discitfagu magnatio. com/subscribe/email.

VISIT TODAY!

www.ForConstructionPros.com/RENTAL

TOC SECTION Article Title

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Check out our Facebook page and join our Twitter Rental@RentalMagazine feed. Leave a comment, TOC SECTION post some news and photos, or Article Title just catch TOC description no Indent. Idi dioriae perovitatium exeratio debisto exceatem eos up on the latest discitfagu magnatio. happenings in the world of equipment rental. www.Facebook.com/ RentalMagazine

JANUARY/FEBRUARY 2019

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NEWS FEED

BUYERS GUIDE

Fast, Relevant Product Information www.ForConstructionPros.

IN EVERY ISSUE

com/RENTAL/inventory features

the industry’s most comprehensive guide to construction-related products and equipment. Visit ForConstructionPros.com/RENTAL Everybody’s and00 click on the New Equipment Business Directory for the most up-todateA.list of what today’s leading manufacturers have to offer.

00 Manager’s Digest 00 Market Watch

Important Updates to Bonus Depreciation for 2018 Equipment Purchases

00 New Products C.

Bonus depreciation can 00 Industry offer a valuable opportunity Update for both new and used construction D. equipment purchases.

www.ForConstructionPros.com/21026211

00 Eyeofon Rental Top 10 Most-Read Rental Stories 2018 E. most on What equipment professionals read ForConstructionPros.com over the last year.

www.ForConstructionPros.com/21039509

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EVERYBODY’S BUSINESS // B y

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

jlescohier@ACBusinessMedia.com

The Latest Labor Problem? Rental professional expresses frustration over employee drug usage, but it’s not what you might expect

™

PRODUCT NEWS INSIGHT ■

■

www.ForConstructionPros.com/RENTAL Published by AC Business Media 201 N. Main Street, 5th Fl Fort Atkinson, WI 53538 (800) 538-5544 www.ACBusinessMedia.com

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

When we ask readers what will remain anonymous. their biggest challenge in “Our experience is that running their business is, many of them don’t take the answer is often labor. the medications as directed, Many of you are finding or choose to go on and it hard to find qualified off of them, depending on service techs, or are how they feel, and they WHAT ARE become unmanageable and frustrated by the lack THE LONG- unreliable employees. The of younger workers who want to get their hands problem is so common for TERM dirty... and the list goes on. us we haven’t been able to EFFECTS OF A During a recent equipment keep a full staff, and we WORKFORCE know from talking to others rental, however, we heard a new, disturbing complaint that we’re not alone.” HEAVILY which centers on employee In fact, medicating MEDICATED children for ADHD has drug use. The rental professional long provoked controversy. FROM A we spoke to was not VERY YOUNG In recent years, however, worried about workers there has been a big upturn AGE? getting high on the job, or in prescribing drugs for driving while intoxicated children with anxiety (although these are very and depression as well. serious concerns for many According to the article by employers). This rental Sarah Boseley and Baptiste company owner was talking Lignel, “Generation Meds: about the widespread dependence The US Children Who Grow Up on prescription medications and the On Prescription Drugs” in The effect it’s having on productivity in Guardian, it’s now generally accepted the workplace. Specifically, they said that 20 to 25 percent of students at they can’t keep a full staff due to the most universities in the US are on instability of employees going on medication, and often on multiple and off of medications prescribed for prescriptions. common mental health issues such We believe these drugs are as attention-deficit/hyperactivity effective and necessary for many, but disorder, anxiety and depression. now we’re curious: What are the long“So many young people today term effects of a workforce heavily start taking medications when they’re medicated from a very young age? children that by the time they come Are you experiencing a problem to work for us, they’ve been taking with this at your rental business? these drugs for most of their lives,” Tell us about it by emailing said the rental business owner, who jlescohier@acbusinessmedia.com.

JANUARY/FEBRUARY 2019

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Columnist

Dick Detmer

Senior Production Manager

Cindy Rusch

Art Director

Kayla Brown

Audience Development Director Wendy Chady Audience Development Manager Angela Franks

Advertising Sales (800) 538-5544 Kris Flitcroft Sean Dunphy Nikki Lawson Erica Finger Amy Schwandt Denise Singsime Tom Lutzke

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

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

AC Business Media CEO CFO Editorial Director

Barry Lovette JoAnn Breuchel Greg Udelhofen

Published and copyrighted 2019 by AC Business Media. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording or any information storage or retrieval system, without written permission from the publisher. SUBSCRIPTION POLICY: Individual subscriptions are available without charge in the U.S. to rental centers, equipment distributors, and other businesses with rental departments. To subscribe please visit www.ForConstructionPros.com. Publisher reserves the right to reject nonqualified subscribers. One year subscriptions for nonqualified individuals: U.S. $35.00; Canada and Mexico $60.00; and $85.00 all other countries (payable in U.S. funds, drawn on U.S. bank). Single issues available (prepaid only) $10.00 each. Rental (ISSN 1067-0904, USPS 686-370) is published eight times per year: January/February, March, April, May, June/July, August/September, October/ November and December by AC Business Media, 201 N. Main Street, 5th Fl., Fort Atkinson, WI 53538. Periodicals postage paid at Fort Atkinson, WI and additional entry offices. POSTMASTER: Please send change of address to Rental, PO Box 3605, Northbrook, IL 60065-3605. Printed in the USA. Canada Post PM40612608. Return Undeliverable Canadian Addresses to: RENTAL, PO Box 25542, London, ON N6C 6B2. Vol. 41, Issue 1, January/February 2019

www.ForConstructionPros.com/RENTAL

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MANAGER’S DIGEST

Steel Prices Moved Downward for First Time in 15 Months as Tariff Impact Decreases Construction costs increase continued to slow in December, according to IHS Markit and the Procurement Executives Group (PEG). The current headline IHS Markit PEG Engineering and Construction Cost Index registered 53.0 this month, the lowest index figure for 2018. Although prices are still rising (the index remains above 50 for both materials and labor) increases have been less widespread in the last two months. Materials and equipment prices rose in December, however, the index figure dropped once again from 58.7 in November to 52.6 in December. The index figure for materials and equipment has not been this low since July 2017. Price increases were recorded in 6 of the 12 subcomponents in December, heat exchangers, turbines and readymix concrete showed flat pricing, while fabricated structural steel, carbon steel pipe and alloy steel pipe experienced price declines. Steel and pipe prices began to drop after a 15-month stretch of rising prices. “Steel prices have a downward bias in the United States, Europe and Asia,” said John Anton, director, pricing and purchasing at IHS Markit. “Demand is not providing support and prices in mid-2018 were above equilibrium. Steel is moving from a sellers’ market to a buyers’ market; most products should hit their floor in the first half of 2019.”

HOW THE NEW CONGRESS IMPACTS THE TRANSPORTATION INDUSTRY

On Jan. 3, Nancy Pelosi (D-CA.) was elected speaker of the House for the 116th Congress with 220 votes, returning to a post she first held eight years ago. In a vote of 234-197, the House adopted Title I of its governing rules for the 116th Congress. The package includes dozens of changes important to the transportation construction industry, such as the repeal of the “Ryan Rule” on Highway Trust Fund (HTF) bailout transfers, the repeal of term limits for committee and subcommittee chairmen, and the formation of a rule that does not allow extra subcommittees for Transportation and Infrastructure (T&I) and the tax-writing House Ways & Means Committee. Also proposed is a budget enforcement change that will make it easier to fix the $7.6-billion highway funding recession scheduled to take effect July 2020.

RYAN RULE REPEAL Among the provisions that will not carry over into the new Congress is section 5110 of H. Con. Res 71, so called the “Ryan Rule.” This provision requires that in the House, transfers of money from the General Fund (GF) of the Treasury to the HTF “shall be counted as new budget authority and outlays equal to the amount of the transfer of the fiscal year the transfer occurs.” Jeff Davis with Eno Transportation Weekly says that under budget score keeping law, and under Senate rules, transfers from the GF to the HTF fall into a kind of loophole and don’t count as “real money.” “This means Congress is free to transfer, say, $100 trillion from the GF to the HTF and the only consequence would be a debt limit violation,” Davis says. “The establishment of the Ryan rule, but then-Budget-chairman Paul Ryan (R-WI) in 2011 meant that GF to HTF transfers needed to be offset by spending cuts or revenue increases elsewhere in the budget. Now, such “pay-fors” for the next bailout, which will be necessary by 2020, will not be required by House or Senate rules.” One rule of H. Con. Res 71 that was retained in the new rules package is section 5401 which allows the House to amend budget totals and allow consideration of any “bill or joint resolution or amendment thereto or conference report thereon, that invests in national infrastructure to the extent that such measure is deficit neutral for the total fiscal years 2018 through 2027.”

PAYGO, NOT CUTGO When Republicans took over in 2011, they replaced the pay-as-you-go (PAYGO) budgeting provision in House rules with a “cut-as-you-go” provision (CUTGO). “Essentially, PAYGO requires that new mandatory spending or tax cuts be fully offset with tax increases or mandatory spending cuts,” Davis says. “CUTGO removed the ability to pay for increased mandatory spending with tax increases – only spending cuts were allowed as a pay-for. For more information, visit www.forconstructionpros.com/21039858

JANUARY/FEBRUARY 2019

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www.ForConstructionPros.com/RENTAL

1/21/19 7:58 AM

REPORT:

2018 WAS A GOOD YEAR IN CONSTRUCTION Pointing to massive increases in infrastructure spending, coupled with a growing backlog of construction jobs that is driving industry employment, the Marcum Commercial Construction Index for the third quarter declares 2018 a good year for the construction industry. The index is produced by Marcum’s National Construction Services group.

→

Authored by Anirban Basu, Marcum’s chief construction economist, the index reports: “This year may very well be remembered as the year that infrastructure investment roared back in America. The most recent nonresidential construction spending numbers released by the U.S. Census Bureau confirmed massive increases on spending related to water supply, flood control, and transit options over the past year. The fact that spending in the heavy and civil engineering segment continues to grow is consistent with ongoing growth in spending on public works. This is attributable to a number of factors, including rebuilding from certain catastrophes that have occurred over the past two years. This is also a reflection of significantly improved state and local government finances as the recovery works through its 10th year.” Spending in water supply increased 23% year-over-year, as of October 2018. Transportation spending was up 12.5%. Other subsectors recording double-digit increases included lodging (18.9%), amusement & recreation (16.2%), office (14.8%) and public safety (10.3%). Only three nonresidential subsectors, out of 16, registered negative growth during the 12-month period: religious (-9.1%), communication (-4.7%) and healthcare (-1.0%). Employment trends in construction also showed strong results. The industry added 30,000 net new construction jobs in October and 330,000 year-over-year, a gain of 4.7%. Nonresidential construction accounted for almost half of the employment growth in October, split approximately evenly between heavy and civil engineering and nonresidential specialty trade, with a gain in excess of 7,000 net new jobs each. The strongest gains in employment occurred in the South, with the top six regional performers accounting for more than half of employment growth (58%) in the country’s top 20 largest metropolitan areas between October 2017 and October 2018. The top performers were regions of Arizona, Texas, Florida, and Georgia.

MOODY’S:

HOMEBUILDING, BUILDING MATERIALS OUTLOOK STABLE FOR 2019

Moody’s has issued stable 2019 outlooks for the US homebuilding and building materials sectors. This stable view reflects rising mortgage rates and inventories. Highlights of the homebuilding outlook include: • Homebuilders’ revenues will grow 6% to 8% in the next 12 to 18 months • Rising mortgage rates and increasing home prices continue to eat into affordability • Inventory of new unsold homes has reached 7 months, highest in 7 years • But underlying fundamentals remain strong - low unemployment, high consumer confidence, GDP growth • The buildings materials sector also has a stable outlook thanks to a maturing construction cycle. Highlights of the building materials 2019 outlook include: • Operating income growth to moderate, coming in at or slightly below 7% in 2019 • Private residential and non-residential construction growth is slowing • Public infrastructure spending remains robust

www.ForConstructionPros.com/RENTAL

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1/21/19 7:58 AM

MANAGER’S DIGEST

BAUMA 2019

FOCUS ON DIGITIZATION OF CONSTRUCTION INDUSTRY

Digitization is gaining ground in the construction machinery industry. More and more technologies are making their way into the industry. Cloud-based infrastructures, digital services portfolios and security solutions are ringing in a change of paradigm. At bauma 2019, visitors

can marvel at initial systems. From April 8-14, the world’s leading manufacturers will be presenting their developments at Messe München and invite attendees to participate in discussions on the opportunities and challenges of new technologies. It is possible to realize and automate construction projects more efficiently, faster and more cost-effectively without having to sacrifice quality. In order to achieve this, all stakeholders must, for instance, be perfectly connected with each other, and the processes must be handled electronically. Initial systems for these

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purposes already exist. They can be seen next year at bauma, the world’s leading trade fair for construction machinery, building material machines, mining machines, construction vehicles and construction equipment. “The digitization of the construction industry is becoming increasingly important. Many construction machines are already equipped with communication interfaces that provide comprehensive data, e.g. on location and consumption. This development is also reflected at bauma 2019. At this year’s show, they will not only be able to find out about initial technologies, but also exchange views with the

exhibitors about their potential,” says Mareile Kästner, project manager at bauma. Off into the cloud coordinating all the activities of several construction sites, sometimes located thousands of miles apart, at the same time—this is no longer a vision of the future. Already today, cloud-based solutions enable projects like these. Planning, implementation, monitoring and optimization of construction projects are consequently running fully digitized. As if by magic, construction site vehicles can now even be controlled and managed by various technologies. For example, special sensors register the direction of rotation of concrete mixing vehicles and thus

record the unloading process. And digitization does not stop at height either. Cranes at various locations, for instance, are already controlled remotely from a central control center so that they can carry out their work “driverlessly.” What is the potential of individual digital systems? At bauma 2019, visitors can discuss this issue with exhibitors like Leica, Topcon and Trimble. These are just three of many different exhibitors that are driving digitization in the construction industry with innovative products and that are focusing on the topic at the bauma Forum. Visitors can find an up-todate overview of all exhibitors online in the bauma exhibitor database.

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INDUSTRY

INDUSTRY MARKET MARKET WATCH WATCH By Rod Dickens, contributing editor

OUTLOOK FOR 2019

Rental professionals from around the country reveal their predictions for the coming year PENNSYLVANIA: STILL LEARNING THE INDUSTRY Brett Tanner has been selling and repairing outdoor power equipment since taking over the business from his brother in 1990. For the last six, seven years, however, Tanner’s Lawn & Snow Equipment in Newtown, PA, has also been growing its rental business. “We’re continually building that side of our company,” said Tanner, who attended the ARA show for the first time in 2018. “The show was bigger than I anticipated. Hence, I shopped around and came back with a few more pieces of equipment than I originally expected. Nothing big, a couple Ditch Witch and brush hog attachments for our track loaders, along with some smaller items and parts.

“One thing I’ve learned over the last few years is that little things add up. The biggest challenges are having the right equipment in our inventory and customers who don’t return their rentals on time. Thanks in part to plenty of rain, Tanner reported that his company had a “fabulous” year on the OPE side, selling and servicing Toro, Ferris, and BigDog mowers, along with Echo hand-held equipment. The excessive moisture had an opposite effect on rental sales, slowing projects and the demand for dirt moving equipment from his smaller contractor customers. Still, he emphasized, the rental business was good and he anticipates a good year in 2019. “Because we purchase a lot of new equipment on the OPE side, rising steel prices have been more noticeable there, versus rental

THE BIGGEST CHALLENGES ARE HAVING THE RIGHT EQUIPMENT IN OUR INVENTORY AND CUSTOMERS WHO DON’T RETURN THEIR RENTALS ON TIME.

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where Tier 4 emission regulations and diesel engine cost increases have had a greater impact.” Tanner’s store, located 40 minutes north of Philadelphia, employs nine people, including five technicians. His biggest competition comes from an area Home Depot and a rental store both 20 minutes away and a nearby national rental store.

MISSOURI: AN AVERAGE YEAR, DESPITE OBSTACLES Oak Grove Rental in Oak Grove, MO had an average year that didn’t quite meet expectations, according to General Manager Willy Hay. The reason? Bridge construction on nearby I-70 slowed traffic flow and Mother Nature didn’t help either. A hot, dry summer also hurt Hustler mower sales and repairs. “The bridge has been under construction but open all summer, except for being shut down a couple Saturdays, our busiest days. Traffic flows, although going is rather difficult, especially for those towing a trailer,” said Hay, who has been with the store since it opened 18 years ago.

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MARKET WATCH

“No doubt, we will be happy when GEORGIA: construction is completed, hopefully LOOKING FOR ANOTHER before the end of the year.” GOOD YEAR Located east of Kansas City and 28 “We had a good year last year with miles from the state line, Oak Grove modest growth and we expect the Rental divides its equipment rental same this year,” said Walter Mayfield, sales nearly equally between smallowner of Rental Solutions in Jackson, er contractors and homeowners. “We GA. “I don’t see anything in the local have all types of lifts and earthmovmarket here that would indicate anying equipment in our inventory, but thing different.” we generally cater to customers who In business for 18 years, Rental can haul equipment away with their Solutions is an equipment, tool, and three quarter-ton pickups,” Hay noted. party store located between Atlanta “Even though we have a few larger and Macon. On the equipment and national stores nearby, they’re not realtool side, the store’s focus is the smallly competitors, since they target larger er, what Mayfield calls “pickup” contractors and industrial accounts.” contractor. “We enjoy a strong market Hustler mower sales, he added, is share in part because we don’t comsomething the company brought on 13 pete with the larger national stores years ago. “We had the facility and the that find larger metropolitan areas mechanics and, short of area big box more attractive,” he noted. stores, there was no place for people The store employs four people, to purchase lawn equipment and get it including a technician and delivery repaired. The driver. When asked about trade polimove brought cies that may impact prices, Mayfield in extra revekind of shrugged and said, “prices are nue and increased always going up.” This year, he floor traffic.” admitted, is a bit different since He continued, manufacturers have already “The area housing notified him of potential surconstruction marcharges and increases. ket is strong and As he pointed looks good for out, they seem to be THE AREA HOUSING deciding how much this year. With a little help from of the increase they CONSTRUCTION Mother Nature can absorb and how and a renovatMARKET IS STRONG much they can pass ed bridge, we’re along to the stores AND LOOKS GOOD anticipating an and ultimately, the even better year customer. Either way, FOR THIS YEAR. in 2019. Not to since any increase say there won’t would be across the be obstacles, there will, not the least of board nationwide, it wouldn’t give any which is rising equipment costs due in stores a real competitive advantage. part to trade policies. In fact, already Mayfield said 2018 brought few vendors are raising their prices. Maybe surprises. “Mini-excavators and something will be worked out in 2019 skid-steer loaders are always popto keep prices in line.” ular with our customers. Last year, In addition to its extensive equipthough, there were a few more comment inventory, the store also rents pactor rentals than usual, thanks to party supplies and equipment. an uptick in the construction market. It’s always hard to predict rental

JANUARY/FEBRUARY 2019

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WE HAD A GOOD YEAR LAST YEAR WITH MODEST GROWTH, AND WE EXPECT THE SAME THIS YEAR. sales. All one can do is keep an eye on the market and listen to the customer.” Mayfield is listening to the pundits who predict a downturn. He believes them, but is looking for a market correction rather than a replay of 2008.

IOWA: DIVERSIFICATION FUELS GROWTH There was a time in the not-todistant past when Waterloo, IA, was synonymous with the name John Deere. But that’s changed dramatically over the years and since 1997, when Vern Snitker opened Allstate Rentals, the city has welcomed even more diversification. “Today, we have telemarketing, advertising/media, distribution centers, and more in addition to John Deere, said the store president and owner. “We also have many smaller farm communities nearby, within 20, 30, and 40 miles that generate rental sales for us.” Hence, his store targets a wide variety of homeowner and professional customers. “Our weekends are busy with farmers and other DIYers undertaking building and remodeling projects, said Snitker, who was a Navy diesel and hydraulic mechanic. “The majority of our business, though, comes from area contractors who work on construction projects.

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1/16/19 1:54 PM

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

That’s our Ex Factor.

– Spiro Marinos, Partner, Rapid Equipment Rental

With other brands, Marinos has experienced everything from electrical problems to engine and hydraulic problems. “Some of those other brands were costing me more money than they were worth,” he says. “With Volvo, I know it’s a good investment.” Rapid Equipment Rental offers a range of Volvo excavators, from compact EC20 and EC35 models, to short-swing ECR58 and ECR88 models, up to the production-class EC220 and EC305 — all of which are moneymakers. Visit us at The ARA Show in Booth #6563, or learn more at volvoce.com/rentalshow2019.

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MARKET WATCH

I’VE NEVER MISSED AN ARA SHOW AND ALWAYS LOOK FOR INNOVATIONS AND IMPROVEMENTS THERE. “One of our contractor customers, for example, installs grain bins and pole barns for farmers. He’s been busy most of the late summer and fall and anticipates there’s another 50 or so pole barns yet to be built. His work generates rental sales for auger systems, compacters, and Bomag rollers, among other items and equipment in our store.” “High-reach equipment, power buggies, and mini excavators are also in demand for the contractor and commercial market, whereas tillers, power rakes, log splitters and Toro Dingos with a variety of attachments are popular with homeowners.” Snitker said he’s optimistic about 2019. Fall rental sales are strong and customers seem to be optimistic. “Even an area manufacturer executive isn’t overly concerned about rising steel prices,” he remarked. “Instead, he told me he’s taking a wait and see attitude and so are we.” This store owner is not anxious about competition from big national companies. He noted those in the area do a good job, but primarily target larger contractors who are not his customers. Labor, he mentioned, is always a challenge and technology and innovation will keep large and small rental store owners alike on their toes, from keeping up with the latest equipment on the market to how they can best repair it. The latter is less of a challenge for Allstate. Three of its seven employees, including the owner, are comfortable in the repair shop, one reason why the store also offers repair services to customers. “You have to stay up with technology,” added Snitker. “I’ve never missed an ARA show and always look for innovations and improvements there. For the coming show, I’m especially

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interested in ways to help customers reduce their exposure to silica.” He’s also leveraging technology to reduce repair costs by shopping around for better deals on replacement parts. Yet the key to continued growth for 2019, Snitker emphasized, has less to do with competition, costs or innovation and more to do with service and being able to stay on top of it for all his customers.

CALIFORNIA: THE TIME IS NOW! “If you’ve been thinking about adding a new dozer to your inventory or trying out the boom lift market, now is the time to do it.” This advice comes from Tom Butts, owner of Nor-Cal Equipment Rentals in Sacramento, CA. In business since 2004, Butts has seen his share of ups and downs, from the 2008 Great Recession that put a damper on business to last year’s Oroville Dam break and this year’s wild fires that have stoked rental sales, especially in light towers and generators. His current optimism, though, stems less from emergency sales and more from a longer-term trend that has his company experiencing growing pains. “We rent to large companies, all size contractors, and homeowners,” said Butts. “Probably 60 percent of our rental sales go to what I call large customers and the rest to smaller contractors and homeowners who aren’t supported by the bigger, national rental stores.”

His operation is a bit different. Even though it employs 11 people and has a long-standing relationship with large suppliers like Caterpillar and Ditch Witch, he says the store does business the old-fashioned way with a handshake. He calls it “a throwback to the gas monkey garage way of doing business,” focusing on the customer and neither spending a lot of money on advertising nor relying on an outside sales person to generate business. “We’ve come a long way from the days when I would make the sales calls and deliver the equipment,” said Butts. Today, we’ve outgrown our yard and can barely handle demand. A good time to grow? Yes, he reemphasized, but it’s never a good time to overextend resources or forget the lessons 2008 taught. There will always be competition, too, from all size stores, and the cost of doing business will always be going up. As Butts pointed

A GOOD TIME TO GROW? YES, HE REEMPHASIZED, BUT IT’S NEVER A GOOD TIME TO OVEREXTEND RESOURCES OR FORGET THE LESSONS 2008 TAUGHT. out, the rising cost of steel has already raised the price of skid-steers a couple thousand dollars. Yes, there’s no time like now to do something you’ve always wanted to, like buy that new piece of equipment or add a new line to your inventory, but do so, advised Butts, with an air of caution in mind.

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SEE US AT B O B C A T. C O M / R E N T T O U G H

Feb. 17-20, 2019 Anaheim, CA

BOOTH 5401

When your equipment can do more, you can rent it more. Build your fleet of Bobcat ® equipment and be prepared for any customer request. Bobcat is a Doosan company. Doosan is a global leader in construction equipment, power and water solutions, engines, and engineering, proudly serving customers and communities for more than a century. Bobcat®, the Bobcat logo and the colors of the Bobcat machine are registered trademarks of Bobcat Company in the United States and various other countries. ©2019 Bobcat Company. All rights reserved. | 1355

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NEW IN 2019

Here’s what leading suppliers have to offer for the upcoming rental season The industry looks to be in for another year of growth, which means the time is right to consider new lines of equipment.

 John Deere Scrap and Rock Grapple Buckets

Check out our selection of

The GS66B, GS72B, GS78B and GS84B scrap grapple buckets and the GR72B and GR84B rock grapple buckets feature two independentaction grapples that allow for different sized objects to be picked up.

the latest and greatest new products being introduced at upcoming shows.

• 24.4-in.-wide grapple arms with integrated mechanical stop • 60.6- or 65.3-in. grapple stance width • Scrap grapple models feature predrilled cutting edges for optional bolt-on, replaceable edges • Rock grapple models feature weld-in serrated cutting edge • Compatible with select G-Series skid steers and compact track loaders, L-Series compact wheel loaders, as well as competitive models www.forconstructionpros.com/21032100

 Kaeser M82 Compressor The Kaeser M82 is the latest heavy-duty portable compressor in the Mobilair line, delivering up to 295 cfm at 100 psig, and designed for heavy-duty civil and commercial construction, demolition, sand-blasting and other site work applications. • 3-gal. fuel tank for 10 hours of uninterrupted operation • Rugged, powder-coated steel cabinet protects machine from harsh environments • Super-sound proofed to provide extremely low sound decibels • Large gull-wing doors make all maintenance points easily accessible

 ASV RT-25 Posi-Track Compact Track Loader The RT-25 Posi-Track measures just 48 in. wide with an operating weight of 3,755 lbs., yet provides a rated operating capacity of 665 lbs., a tipping load of 1,900 lbs. and an 8.4-ft. lift height. • 25-hp Perkins industrial, turbocharged, Tier 4 Final diesel engine

• High capacity, cold-start battery ensures reliable operation even under extreme weather conditions

• 5.1-mph top speed

• Sigma Control Smart controller

• Posi-Track undercarriage with a 3.1-psi ground pressure

• Kubota engine and diesel particulate filter make it compliant with Tier 4 EPA emission standards

• Purpose-built chassis enables a 10-in. ground clearance for easier travel over obstructions and a 55° departure angle for effective uphill travel

www.forconstructionpros.com/21032668

www.forconstructionpros.com/21031490

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• Standard variable auxiliary hydraulic flow with an 11.3-gpm pump capacity and 3,500-psi system pressure

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Vanguard 400 SingleCylinder Gasoline Engine The 13-gross-hp Vanguard 400 features an advanced version of the TransportGuard single ignition and fuel shutoff, which prevents oil dilution during transport. • Can start at temperatures as low as -20° F

 Polaris PRO XD Utility Vehicle The Polaris Pro XD is a UTV specifically designed for the rental industry. With a focus on safety, durability and serviceability, the PRO XD promises to reduce downtime and increase ROI. • 25- and 15-mph speed options • Larger box to carry full-size pallet • Heavy-duty independent rear suspension for excess loads and minimal squat

• A ll surfaces inside carburetor that contact fuel feature a corrosion and stale fuelresistant plating • D imensions and bolt configuration provide a drop-in solution • Oil management system allows engine to run efficiently for up to 200 hours between oil changes • Fully cyclonic air filtration system www.forconstructionpros.com/21036722

• Powered by Kubota 902 diesel power plant • Kevlar vinyl seats resist punctures and tears • Maintenance intervals doubled to 200 hours www.forconstructionpros.com/21033943

 ARDCO AMT Dump Beds The AMT Dump Beds for the Articulating MultiPurpose Truck offer payloads of 10 to 20 tons, volume upgrades for lighter materials and tire options to suit extreme conditions.

 K-Tec Tricerabox Box Blade The K-Tec Tricerabox is a 14-ft.-wide box blade that mounts to the three-point hitch on the rear of a 500-hp+ tractor to enhance earthmoving operations. • Leveling blade pulls material forward or can be used backwards to push doze material • Seven ground ripper shanks are hydraulically operated to lower for engaging the ground for ripping up hard soil or aerating wet jobsites • Back blade allows for the operator to complete backfilling of soil work to fully smooth out the cut and fill zones

• Beds can be added or removed from the modular AMT platform to change the backend attachment for different tasks • AMT 600 dump bed provides a payload of 40,000 lbs., standard dump capacity of 16 cu. yds. and is available with side boards to increase capacity to 24 cu. yds. when handling low-density material • AMT 400 dump bed has a 20,000-lb. payload and 8-cu.-yd. dump capacity that goes up to 12.5 cu. yds. with side boards

• Three-point hitch may be modified to have a scraper hitch hookup, enabling the tractor to fill in as a bulk dirt hauler when needed

• 70° dump angle at full dump height with a raise time of 12.5 seconds and lower time of 13.2 seconds

www.forconstructionpros.com/21034237

www.forconstructionpros.com/21031806

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NEW IN 2019

 Kohler

Command PRO EFI ECH440 Engine

 Talbert 60CC/55SA-LD Trailer

The 14-hp Command PRO EFI ECH440 singlecylinder engine integrates closed-loop electronic fuel injection technology (EFI) for enhanced fuel efficiency, greater overall reliability and easier starting in harsh conditions.

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

• Controls and manages exhaust through the closed-loop system, burning only the proper amount of air

• Maintains a 60-ton rating at half the deck length

• Starter requires no choking and has no carburetor

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

• Offers quiet, stable performance • EFI diagnostic software available for quick and easy troubleshooting www.forconstructionpros.com/21035958

www.forconstructionpros.com/21035919

 Tsurumi HSE2.4S Pump The HSE2.4S sand- and trash-handling pump is designed to pump water containing sand, solids and debris with minimal wear and clogging. •

Built-in shaft-mounted agitator suspends solids

•

Urethane semi vortex impeller ensures maximum durability and performance • Dual mechanical seal with SiC faces provide long operational life • Oil lifter provides lubrication of seal faces and a V-ring seal design protects the mechanical seal from abrasive and damaging particles • Automatic water sensor detects water to start pump operation even when foreign materials are present

 Solesbee’s Excavator Stump Puller

The excavator Stump Puller (“Stumper”) fits 15- to 40-ton excavators and is designed for efficient stump removal and land clearing. • High-strength alloy steel and replaceable wear tips for extended service life

• Continues to run for one minute then shuts off automatically when water falls below the sensor

• Can increase production by as much as 30% percent compared to other land-clearing methods

www.forconstructionpros.com/21034243

• Two shanks easily cut through roots to enable stump removal with minimal soil disruption • Shank’s curved design increases breakout force for slicing through tough surfaces when extracting forestry material • Can be paired with the company’s excavator thumbs and is compatible with Solesbee’s Quick Coupler www.forconstructionpros.com/21035695

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MORE WITH LESS. MORE RELIABILITY. MORE UPTIME. MORE PERFORMANCE. MORE SUPPORT. MORE PRODUCTIVITY. ALL IN A SIMPLER, SMALLER, LIGHTER, EASIER TO SERVICE DESIGN. PLUS THE SUPPORT OF THE LARGEST AND MOST CAPABLE SERVICE AND SUPPORT NETWORK FOR DIESEL ENGINES IN NORTH AMERICA. LEARN MORE ABOUT CUMMINS F3.8™, B4.5™, B6.7™, L9™, X12™ and X15™ PERFORMANCE SERIES ENGINES AT

CUMMINS.COM/ENGINES/MORE-WITH-LESS. OR VISIT US AT ARA BOOTH #6513.

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NEW IN 2019

 X AIR

SC80 Compressor from Con X

 Hilti TE 6-A22 Cordless Rotary Hammer Drill

The X Air SC80 rotary screw compressor can operate a chipper, a rock drill and up to a 90-lb. class breaker for less than the price of a larger tow behind unit, according to manufacturer Con X Equipment.

The TE 6-A22 cordless rotary hammer drill delivers optimal speed for serial anchor hole drilling in concrete.

• 80 cfm at 100 psi

• Active Vibration Reduction • Single impact energy of 1.8 ft.-lbs.

• Continuously variable speed control for fast throttle response for power on demand

• Chiseling feature allows for light-duty corrective chipping

• Removable 5-gal. gas tank

• Quick-change TE-C Click chuck

• Rugged, rental ready construction

• B 22/5.2 CPC Li-Ion industrial class battery or B22/3.0 CPC Li-Ion Advanced compact class battery for weight savings, especially when working overhead

• Weighs 319 lb.

• 24-hp Honda V-twin with electric start

www.forconstructionpros.com/21036219

www.forconstructionpros.com/21035949

 Volvo ECR18E Compact Excavator Volvo Construction Equipment will be introducing an entirely new machine to its compact excavator lineup in Booth C7013 at World of Concrete 2019. The 1.8-tonne class ECR18E is an ultra-shortswing-radius compact excavator that features a rear overhang of only 0.5 in. when the tracks are fully extended. • 7 9-in. height and variable undercarriage (from 39 to 53 in.) allow work in very tight spaces and provide optimal stability once in position • R obust, easy to service design includes a highprofile counterweight, 50-hour greasing intervals and a hinged fuel tank • E ngine can be fitted with auto-idle and auto engine shutdown features • R oomy, uncluttered cab includes fingertip operation, simple layout controls and large travel pedals www.forconstructionpros.com/21035460

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 Worksaver Power Landscape Rakes

Power Landscape Rakes remove debris or sod to prepare seedbed surfaces for a new lawn or renovate an existing lawn, pulverize soil or set grade on new construction sites. • Models available for compact/mini skid steers, skid steers and three-point PTO-driven tractors • Feature flip-up end plates, flip-up gauge wheels, choice of carbide teeth or Sabre teeth and material control bar • Replaceable bearing housings and triple seal bearings provide durability and serviceability www.forconstructionpros.com/21035699

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GO AHEAD, BRING YOUR HEAVY TOOLS

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NEW IN 2019

 Cemen Tech DT-100 and DT-200 Dump Trailers Cemen Tech has introduced two new dump trailers—the DT-100 and DT-200—to complement its line of volumetric concrete production solutions. Ideal for hauling concrete, sand, stone, mulch and other materials, these new heavy-duty one and two yard dump trailers are designed for use in residential building projects, rental yards, landscaping applications and other small- to mid-size jobs. • Fabricated with high-strength 10-gauge steel, the new DT series dump trailers come standard with a variety of premium features including a double-action hydraulic pump, adjustable relief valve and forward self-adjusting electric brakes. • DOT-approved lighting ensures safety and compliance on the road, while heavy-duty fenders, one-piece rubber splash guard and supporting tongue cross bars provide added durability. • An adjustable load-leveling hitch maximizes tow capacity and provides a smooth, level ride while towing materials. www.forconstructionpros.com/21036745



Brokk 170 with SmartPower With SmartPower — Brokk’s signature intelligent power management system — the new machine offers 15 percent more power than its predecessor, the Brokk 160, but retains the same compact dimensions. • SmartConcept system ensures improved performance and uptime with three features: SmartPower, SmartDesign and SmartRemote

 Pettibone 12,000-lb.-Capacity Telehandlers Pettibone expands its X-Series product lineup with two Traverse telehandlers and two Extendo models featuring 12,000-lb. capacities. • Powered by a 117-hp Cummins diesel engine • Offer increased reach capabilities • Traverse models feature an extendable traversing boom that moves loads by traveling horizontally up to 70 in. www.forconstructionpros.com/21035972

• SmartPower senses when the power supply is poor or faulty then compensates before damage to components occurs, allowing contractors to use the machine with generators or unreliable power sources • SmartDesign extends machine life and provides unprecedented ease of maintenance due to 70 percent fewer cables, hardened components, LED headlights and easily accessible grease points and hydraulic hoses • Ergonomic remote-control, the SmartRemote, incorporates adjustable straps, intuitive controls and professional-grade radio technology with a 984-foot (300-meter) working range • Brokk equips each Brokk 170 with a 452-lb. BHB 205 hydraulic breaker, to deliver 299 ft-lbs (406 joules) with each blow; machine can be paired with a wide variety of attachments for added versatility, including buckets, clamshell buckets, concrete crushers, grapples and metal shears www.forconstructionpros.com/21035966

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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YOUR CUSTOMERS STAY PRODUCTIVE. YOU STAY PROFITABLE.

Featuring a rugged build and dozens of compatible attachments, our mini skid steers have the construction-grade power that keeps your customers coming back. Learn more at ditchwitch.com.

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A Charles Machine Works Company

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NEW IN 2019

 Link-Belt 145 X4 Minimum-

Swing Radius (MSR) Excavator The Link-Belt 145 X4 Spin Ace excavator delivers up to 3% faster cycle times, increased lifting capacity and up to 6% better fuel economy than previous models. Smooth and nimble, it’s suited for urban construction or working safely near moving traffic.

 TK Equipment Concrete Mixers TK Equipment’s Concrete Mixers are mounted on a new T-squared tubular frame with vibration isolator “leaves” for stability. This new frame reduces splatter and spillage during the mixing process. • One-piece cast-iron ring gear is securely bolted to the drum, allowing for smoother drum rotation and less chance of the gear ring coming loose during operation • Oversized seal system design protects drum shaft and bearings from water and weather • Grease fitting strategically located to avoid damage at the jobsite

The LCV6 and LCV8 feature a small body design (82” L x 55” W) and a manually extending, 23-ft. vertical mast with a clamshellstyle canopy made of durable, lightweight composite material. • Four 1,050watt halide lamps or optional LED, 290-watt fixtures for glare-free lighting and nearly double the runtime • Powered by Kubota Tier 4 Final diesel engines and 6- and 8-kW Mecc Alte alternators • 52-gal. diesel fuel tank enables minimum runtimes of 119 hours (LVC6) and 97 hours (LVC8) • Optional fluid containment, electric winch, auto start/stop control, low fuel shutdown and telematics package www.forconstructionpros.com/21007940

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• ROPS and FOPS-certified cab with large, automotivegrade high-back suspended seat, armrests that move proportionally with the console, joysticks with easy to hold grip and a 7-in. LCD color monitor • Standard pattern control changer • 12-gal. DEF tank

• Narrow drum design allows easier discharging of material and overall lighter weight

Doosan LCV6 and LCV8 Portable Light Towers

• Includes two electrically controlled Kawasaki variable-displacement axial-piston pumps and one Kawasaki gear pump

• Standard rear-view camera accessible through monitor

• At the suggested 45° mixing position, mixer uses up to 30% less “dead space” that is required for air to flow while the drum spins

www.forconstructionpros.com/21037627

• Electronically controlled 102-hp Isuzu Tier 4 Final engine

• RemoteCARE GPS-enabled telematics system free for six years www.forconstructionpros.com/20975507

G400WCU-T4F Mobile Generator Doosan’s G400WCU-T4F mobile generator is the most powerful generator in the Doosan lineup with a prime power rating of 402 kVA (322 kW). • 505-gal. fuel tank • Tier 4 Final Cummins QSG12, 513-hp diesel engine • 20 hours of runtime at 100% load • Two diesel exhaust fluid tanks • Heavy-duty skid bases • 14-gauge galvannealed steel enclosure and tandem-axle running gear • CoolBox Plus enclosure with variable speed cooling fan • Operator panel with TG410 controller • Dual-frequency switch allows operators to power 50 hertz applications • Environmental containment system prevents potential fuel or oil spills • Options include cold weather packages, remote fuel and DEF connections, battery chargers, camlock panels and remote telematics systems www.forconstructionpros.com/21037067

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SPECIAL REPORT:

SOFTWARE

By Jenny Lescohier

Can Business Intelligence Revolutionize Renting? From a historical perspective

How the next wave of management systems could translate into a renaissance for independent rental businesses

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erhaps you’ve heard the phrase “business intelligence,” but aren’t quite sure what it refers to. Is it some sort of a measure of your potential for success as a business person? Is it a trait you’d be assessed on in a personality test, like extroversion or agreeableness? In fact, business intelligence (BI) refers to technologies, applications and practices used to collect, analyze, interpret, and present information. Who’da thought, right? Well, prepare to get smarter. Already in popular use in its elementary and intermediate capacities, business intelligence promises to change the way rental companies do business. But don’t let that scare you. You won’t need to hire a team to comb through terabytes of data, or be a tech genius to get up to speed. True business intelligence, experts say, will take a lot of the work right out of your hands.

According to Greg Lewis, cofounder of Fame Intel, a full-service rental business management software company, BI is more than just technology, it’s a strategy used to analyze data for information in order to see the historical, current and predictive views of business operations. “The world that we live in is at an interesting point,” he says. “Almost all rental companies are living in the historical world in terms of intelligence. If I want to know about my utilization, my data is going to be behind real time by a couple of days or even a couple of weeks. The rental industry is an incredibly fast-paced industry, and it’s mobile in the sense that equipment is being delivered all over the place, and constantly going on and off the yard. But systems are still widely paper based, so there’s a lag before anyone’s keyed anything into the system. From a BI standpoint, you’re always a few steps behind.” He continues, “One of the reasons the industry is begging for mobile-first solutions is because we want to move to the next step, which is to be current with real-time information. It’s so important, not simply because we want to make it easier to see what’s going on, but because we want to be able to look ahead and prevent problems.”

Predict and prescribe The next step is to begin to use BI to predict what’s coming so decisions can be made much more proactively. For example, with the most up-to-date

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info on fleet utilization, you might be able to look at buying or selling units based on better data. Likewise, things like late deliveries could be anticipated, allowing you to provide better service by calling your customer ahead of time. “The third step is the most fascinating,” explains Lewis. “Once we eliminate pen and paper and get realtime information, we can set targets. Not only could you stop managing by exception - looking at a big Excel sheet filled with data that you don’t know what to do with – once you have predictive analytics you can take it one step further to ‘prescriptive’ analytics.” Lewis says predictive analytics take place only in systems smart enough to not just say a machine is due for maintenance but to also then place a purchase order because it knows you’re running low on oil filters. “The system prescribes the solution, not just identifies the problem,” he explains. “It’s so fast, the system is prescribing solutions in real time. It might seem overwhelming to rental companies, but it doesn’t have to be this crazy, massive process. It just lets you know ‘you need this part and I’m going to go ahead buy it for you.’ You get a notification on your phone, click okay and you’re done.”

Ready for this? We’re clearly moving into a world where systems are being programmed to take care of things on their own. But are all rental companies ready? “The next stage is making it so simple, we won’t need analysts with a degree in stats to manage the data,” Lewis says. “It’s just very simple: We plug in here are the goals I want to meet. If I want a minimum of 65 percent time utilization in this cat class, for example, predictive BI would give me an alert in real time when anything

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Prescriptive analytics promise to stay one step ahead of management by making prompts and suggestions for steps to streamline operations.

falls below 60 percent. With the next step, prescriptive analytics, I’ll get an alert when an item has been idle for two weeks, falling below 65 percent, and then a prompt asking if I’d like the system to check auction prices, or offer other suggestions.” He continues, “We’ve already gotten to the predictive analytics point. We’ve been able to set targets very simply - for really anything you want to measure – and set automatic notifications. The next phase is the prescriptive aspect and it’s much more challenging because it involves machine learning.”

Going mainstream Lewis says technology has already made the tools available to get to the prescriptive phase of BI, and it’s being used in some settings. “Our team is already plugging into tools to play with ideas and help companies utilize their data,” Lewis says. “We’re probably only one or two years down the road from mainstream adoption.” Of course, effective prescriptive BI depends on the user and how reliable their data is in the first place. To lessen the potential for human error in this regard, systems must be able to validate data at the time of collection. The most advanced systems are built to extract trends, etc. “If you use Outlook, we integrate with it, logging every email sent out. That data is captured automatically,” Lewis says. “Larger customers often have a team dedicated to data alone, but smaller customers sometimes just want us to show them how to use the

JANUARY/FEBRUARY 2019

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SPECIAL REPORT:

SOFTWARE

By Jenny Lescohier

system so they can build their own user experience, outside of the realm of BI but still applicable. It’s very easy to design the system the way you want to see your data, with rich graphics or just numbers, for example. “It’s extremely customizable,” he continues. “We have an out-of-thebox template that we offer, and then it’s up to the client to choose what they want to utilize. That’s the difference between having an application and having a platform. An application, by definition, puts you in a box; it’s built to perform specific functions. Whereas a platform, at its core, means you have the ability to plug into as many applications as you need, or build brand new ones.” To that end, Lewis notes that Fame Intel can interface with 550 applications, allowing clients to pick and choose which add-ons they want to make use of. “They can measure everything from the American Rental Association’s standard metrics, including time utilization, dollar utilization, fleet aging,” he says. “But also things like how long a machine has been sitting idle, or how long it’s been in the shop? There are countless metrics.”

Adopt or lag behind The concept of allowing your management system to make suggestions and prompts for business decisions is exciting to some but terrifying to others. Overall, Lewis says the North American market is a bit scared. “A lot of promises have been made, and companies are still looking to see the results,” he says. “But the next generation is now here, taking over and wondering how to succeed. It’s going to take a few companies to really be on the cutting edge to show what’s possible. This will be the same as any other technological advancement, there will be early

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adopters and there will be laggards.” “They’re going to be younger, more He continues, “Rental compatech savvy and with expectations to be nies just have to ask themselves, how able to rent something on their phone,” long before it’s too late? Looking at the he says. “There will be far less human sharing economy, at the rate aggregainteraction than today. Wait times will tors, at the technology the nationals go down to nearly nothing. Everything and big boxes are investing in… how in terms of service will be dramatically long do you wait?” different.” IN THE FUTURE, How about the He continues, smaller, independent “Rental companies, INDEPENDENTS rental companies? Is from an operations it do or die for them? standpoint, will be WILL BE MORE “It will be differrunning far leaner. PROFITABLE AND ent, depending on There will be almost the company. Some no miscommuniWILL BE ABLE TO companies have cuscation and fleet will BETTER COMPETE be more highly utitomers who are so loyal, they’ll never lized when using BI WITH LARGER leave them no matto leverage decision ter what, and that’s making. Companies COMPANIES.” fantastic,” Lewis says. will be maximiz“The question those ing simple things like MCKINSEY CONSULTING companies are askwarranty chargebacks, ing is whether they want to provide which most don’t do now because they that extra service. Other companies, in don’t have the resources or the technolmore competitive environments, might ogy. In the future, independents will be start losing deals if they can’t offer the more profitable and will be able to betsame level of service as the nationals.” ter compete with larger companies.” Thankfully, cost is no longer a barUnlike many industry experts rier to entry. making predictions for the future, “Companies used to pay $10,000 Lewis says independents stand to gain up front for an enterprise system, the most from technology like BI. and then $2,000 every year after,” “I think this is just the start for Lewis says. “Now you can pay 4-5% of the independents,” Lewis states. “They $10,000 on a monthly basis. You used offer incredible value to contracto need deep pockets, but within the tors. They can serve the contractors SaaS model today, you can get started the larger nationals aren’t willing to, for as low at $100 per month per user.” provide more niche products, and purchase far faster. There are so many What does the future hold? reasons contractors prefer to work In five years, renting will be a with independents and now technolcompletely different experience for ogy will allow them to leverage those contractors, Lewis predicts. benefits much further.” Greg Lewis, co-founder of Fame Intel, believes it should always be fun to do your job. That’s why he and Fame are on a mission to provide software that frees people from stress, allowing them to dream bigger and make fearless decisions. He has spent the last six years focused on helping Fame leverage web-based and mobile technologies, specifically for the equipment rental, sales, and service Industries.

www.ForConstructionPros.com/RENTAL

1/16/19 3:32 PM

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1/16/19 3:32 PM

SPECIAL REPORT:

SOFTWARE

By Jenny Lescohier

Business Intelligence Is All in The (Data) Details Business intelligence helps rental companies gain efficiencies that over the long term, can make a meaningful impact on profitability

usiness intelligence is an industry buzz word worth defining and understanding. To shed some light on what it means to equipment rental, we talked with Matt Hopp, general manager of InTempo Software, supplier of both InTempo Core and InTempo Enterprise software systems.

Q For those who might not be familiar, what exactly is business intelligence, otherwise known as BI?

Matt Hopp, general manager, InTempo Software: Business intelligence is all about turning information into action. Put simply, BI empowers you to analyze and understand your data, align your team around the metrics that matter most, and make decisions that help grow your business.

Q What are the primary metrics rental businesses are gathering data for?

Hopp: Common metrics center on time/dollar utilization, ROI, and equipment lifecycle (purchasing and disposal of assets). Rental companies are by nature capital-intensive. If you can squeeze even minor gains in efficiencies across the board, from rental coordinators to sales reps to mechanics to dispatchers, the impact can be significant. One of our former customers, now an InTempo employee,

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created dashboards for his rental company that saved people from having to run around the store throughout the day to share critical information. This time savings alone enabled the organization to run lean yet stay incredibly efficient. If you are considering purchasing a new reporting tool, stepping back and taking the time to quantify the impact of, say, a 10% gain in efficiency, is key. This way you can compare the cost of the reporting tool to the potential value it can provide.

Q How is the data

gathered and what does this process “look like” to rental companies? Hopp: At InTempo, we offer tools to gather data using different methods. A data cube gathers information on a nightly basis. This warehousing process makes data easy to slice and dice and is useful for long-term trend analysis, but is less ideal if you’re looking to make decisions in the moment, as many independent rental businesses are. That’s why our system also provides the real-time data our customers need to make instantaneous decisions, which in turn helps them get a customer or piece of equipment in and out the door in little time as possible. One of the tools we offer as part of our reporting solution is live Excel, which eliminates issues arising from outdated reports because the information is always current.

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1/16/19 3:32 PM

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SPECIAL REPORT:

SOFTWARE

By Jenny Lescohier

Q Do companies need

to hire a professional for the analytics or are there alternatives? Hopp: Your hiring needs depend on what your goals are. If your goal is to create a way to access and analyze data on a day-to-day basis, but the framework is not constantly changing, you likely do not need a dedicated full-time

Through a combination of a highly efficient boarding process, optimal route planning, and minimal equipment downtime, each Southwest plane gets two more hours of flying time per day than other major airlines. It’s like getting one airplane in five for free. The idea is similar with rental businesses - it’s all about squeezing out efficiencies wherever they can be found,

COMPANIES USING ANALYTICS HAVE A 126% PROFIT IMPROVEMENT OVER COMPETITORS. MCKINSEY CONSULTING employee. For example, if you only need a set of dashboards built, you may be able to hire a consultant or work with your rental software provider for one-time setup. On the other hand, if you have a hands-on, metrics-oriented CEO, you will likely need somebody who understands your database and business environment, and who can get the data out of your system and turn it into actionable information.

Q How can this intelligence be used by rental companies for maximum effect? Hopp: A statistic from the consulting company McKinsey shows that companies using analytics have a 126% profit improvement over competitors. So, gleaning insights from the mountains of information your system collects can have a transformative effect on your bottom line. Once again, it’s all about being able to squeeze efficiencies throughout every department at every point during the rental process. Looking outside the rental industry, Southwest Airlines provides a good case study.

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because small gains add up to big wins. Business intelligence reveals the path of how you get there. Still, it’s important to avoid going overboard and creating reports and dashboards just for the sake of having them. Focus on metrics and information that is not just going to inform, but change behavior and impact decision-making.

Q Can smaller companies

benefit from BI, and if so, how would it work for them? Hopp: Smaller companies have much to gain from using and applying business intelligence in the right ways. If, by enabling your rental coordinators to save a few minutes writing each contract, your service people to turn equipment around a few hours faster, and your credit department to make instant decisions, you may well be able to hire one less employee. Now you can take that $70,000 and invest in on new equipment where it will return the most profit. Another huge area of impact with BI is sales. InTempo offers a mobile app that puts

crucial information such as equipment rates and availability and rental history into the hands of salespeople, wherever they are. This allows them to close deals on the move, eliminating phone calls to the office and other tedious tasks. However, with small businesses especially, you want to avoid “analysis paralysis” where there’s too much data to take meaningful action. One way to do this is to create exception reports for management. Let’s say you have a cat-class where utilization should always fall between 70-80%. You should be able to create reports where management is only notified if utilization falls outside that sweet spot. Often, less is more.

Q What role do you see BI playing in the future of rental?

Hopp: Mobile is the way of both the present and the future with its ability to bring data out of the office and get it into the hands of people as far down in the organization as possible. Although we often associate business intelligence with CEOs or managers, it’s frequently the employees making day-to-day, minute-by-minute decisions that can benefit most. For example, say a customer who usually has 20 units a month on a jobsite now only has 7. If a salesperson can get that data in their hands, they can reach out to that customer to understand the downward trend. This circles back to the importance of BI being actionable and a meaningful driver of change for the business - not just data for the sake of it.

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1/16/19 3:32 PM

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SPECIAL REPORT:

SOFTWARE

By Jenny Lescohier

ORION SOFTWARE PRESIDENT:

Effective Data Analytics Will Be a Differentiating Factor in Rental

t its core, business intelliand they meet gence is a set of data and with hundreds indicators that help enterof companies prises to make better and every year. faster decisions, according to Patrice So, vendors Boivin, president of Orion Software. have a broad “Rental businesses are primarily view of what’s looking at equipment availability, realrequired in time alerts on maintenance, return the market.” on investment, utilization and inforHe continues, mation on logistics and customer “The best BI tools are often service,” he notes. “The availability of integrated into a Web page where information is presented with graphusers can select which graphs or sets have a mix of day-to-day indicators ics that provide multiple dimensions of data they want to view. By encapand longer-term information to help of what affects the equipment to be sulating the BI in one central place, make purchase and pricing decisions available. In one quick image, users are data can be used as performance drivfor instance.” able to have a complete understanders for the whole company. This way, As an ex CFO of large companies, ing of the situation. They can also get every manager is aligned to focus on Boivin says he considers the rental a graph of ROI and utilization that the same objectives. The BI should market very unique with a special set provides a view of the equipof indicators. ment performance and the “We often meet with cus“THE BEST BI TOOLS ARE OFTEN effects of a change in prices tomers that have very little INTEGRATED INTO A WEB PAGE on performance.” visibility on their real perBoivin says the best rent” he says. “BI is WHERE USERS CAN SELECT WHICH formance, al applications integrate this probably more important in information. rental than in other markets. GRAPHS OR SETS OF DATA THEY “Your vendor should proIn the future, as more comWANT TO VIEW. THIS WAY, EVERY vide its customers with a set panies adopt advanced data of BI tools already build in to analytics, BI will be a difMANAGER IS ALIGNED TO FOCUS improve the decision-makferentiating factor between ON THE SAME OBJECTIVES.” ing process,” Boivin says. performing businesses and “That’s part of their expertise the rest.”

PATRICE BOIVIN, ORION SOFTWARE 36

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www.ForConstructionPros.com/RENTAL

1/16/19 3:32 PM

Introducing NEW Light Compaction Equipment

Dynapac has turned the Light ON! DYNAPAC LIGHT - Our range of light compaction equipment is industry proven and like the rest of our equipment…. Designed to Perform and Built to Last. Combined with Dynapac’s decades of experience in the world of compaction, this incredible range of equipment will ensure that you stay ahead of the game!

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PRODUCT ROUNDUP // SOFTWARE InTempo Mobile App Put your business in your pocket with InTempo’s Mobile App, developed in collaboration with Rental BI and packed with new features. • Enhanced dashboards on equipment status, utilization, A/R aging and others • New equipment condition reporting makes it easy to protect equipment and reduce disputes with customers • Salespeople can stay connected from anywhere www.forconstructionpros.com/21007465

 inspHire Rental

Management Software inspHire rental management software helps businesses to manage the rental, sales and service of their equipment. • Allows users to see what’s available, manage shortfalls through ultimate sub-rent functionality, plan the logistics of deliveries, collections and exchanges with Forward Planning and Daybook screens • KPI Reporting, Dashboards, Mobile and Business Intelligence give everyone involved in the business access to information www.forconstructionpros.com/12213496

 Baseplan Field

 TrakQuip from

Service Mobility Module

Corporate Services

The Baseplan Field Service Mobility (FSM) Module is a complete solution that was designed to optimize the customer experience through improved service delivery and maximized, mobile workforce capabilities. • Enables technicians to process all aspects of service and repairs by providing full access to the operating system

TrakQuip is an equipment rental software but can also benefit non-rental companies manage the utilization and maintenance of equipment. • Allows the user to rent, sell and repair all in one program • Enables exchange of data with “office” applications • Supported in Windows 2000 and higher

• Take photos of equipment

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

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• Jobs are dispatched directly to the field, allowing for real-time feedback

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www.ForConstructionPros.com/RENTAL

1/16/19 1:46 PM

 Record360 Asset Documentation Dashboard and Mobile App

Record360’s patented asset condition reporting dashboard and mobile app simplify and automate the inspection process and assure your customers they’re fully protected against liability and/or additional fees for damage they didn’t cause. • Photos and video provide high-quality, time-stamped, geotagged records of equipment condition • Real-time digital upload and verification of customer’s identification www.forconstructionpros.com/12263563

 Orion Asset Management Web Portal Orion software introduces the new Sirius e web portal for both the rental and construction industries, designed to improve the visibility of equipment on the jobsite, order new equipment and access reports on any device. • Based on the well-established Sirius enterprise rental management platform • Designed to allow construction companies to manage their own assets or manage the assets rented from a rental company www.forconstructionpros.com/20863699

 Rental360

from Nextvue Whether rentals are your main focus or a secondary service, Rental360 provides a single “all-inone” platform to cover and connect all of your business needs. • Manages inventory, tracks depreciation and connects rental activity to financials and other back office systems • Provides built-in mobile, ability to attach files and photos, customer portals, activity management capabilities and much more www.forconstructionpros.com/21007578

 Sycor.Rental Sycor.Rental adds rental and fixed asset management functionality to Microsoft’s leading ERP solution, giving your rental company full control of its entire operation from one platform. • Billing and accounting can be done at the equipment level for individual pieces of equipment, model series, or groups of items • Streamlined, yet flexible processes allow for fast processing times and reduced costs while improving the reliability of your financial forecast www.forconstructionpros.com/21007469

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Search: 20998571

1/16/19 1:46 PM

CONSTRUCTION EQUIPMENT CLOSEUP

FEATURE

By Jenny Lescohier & Larry Stewart

Blade Brake Allows Stihl TS440 To

REACH TOUGH UNDERCUTS Brake protects operators when the guard exposes the top of the cutting wheel but demands a slower cutting speed; here’s how Stihl keeps cutting production up

tihl says its TS440 Cutquik cut-off machine is the first cut-off saw in the world with a blade brake, but the brake was actually created to support the saw’s adjustable guard. With the TS440, Stihl engineers addressed the routine challenges presented by cuts like the bottom of walls near the floor, corners, the underside of in-ground pipes, and other situations where traditional cut-off machine guards would prevent the cut. Safety standards require protecting the operator from the spinning blade in the event the saw kicks back. So guards don’t normally retract to where the operator can cut with the top of the blade.

The Stihl TS440 Cutquik cut-off machine is similar to the company’s TS420, but offers an adjustable guard for cutting versatility as well as the Quickstop brake to protect the operator.

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www.ForConstructionPros.com/RENTAL

1/16/19 1:49 PM

family QUALITY RUNS IN THE

Granted, the new Snorkel SR5719 telehandler looks

different from our other lifts, but it definitely has their

Snorkel quality. Like all our lifts, this compact telehandler boasts a robust boom and chassis, giving it outstanding durability. The SR5719 also shares its siblings’ ease of maintenance. Plus, its 5,700 lbs. (2,585kg) lift capacity and 19 ft. (5.79m) lift height make it a versatile jobsite performer. Add in our standard two year warranty, and

it’s easy to see that the new SR5719 telehandler is truly a member of the Snorkel family.

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1/16/19 1:49 PM

CONSTRUCTION EQUIPMENT CLOSEUP

FEATURE

“THE GUARD ON THE TS440 CAN ROTATE ALL THE WAY BACK, ALLOWING IT TO CUT FROM THE BOTTOM UP. BUT BY TILTING THE GUARD BACK, YOU LOSE THAT PROTECTION. TO REGAIN IT, WE’VE ADDED A BRAKE.” THOMAS TECHOW, STIHL INC. Stihl’s TS440 was designed with an adjustable guard to make undercuts easier. If kickback is detected with the guard in this position, a brake kicks in and stops the wheel within a split second.

WATCH NOW: Construction Equipment Closeup on the Stihl TS440 www.forconstructionpros.com/video/21043263

“The toughest of cutting operations will be performed more easily than ever before,” said Thomas Techow, Stihl Inc. product manager. “You can cut underneath a tube without excavating, for example. It saves time and money.” Stihl made the TS440 with a guard that adjusts back to expose the top of the blade. “The standard position of the guard, at the top of the wheel, protects the operator if there’s kickback,” explains Techow. “But the guard on the TS440 can rotate all the way back, allowing it to cut from the bottom up. But by tilting the guard back, you lose that protection. To regain it, we’ve added a brake.”

How does it work? A blade brake will serve as kickback protection in lieu of the guard, but it must stop the blade in a fraction of a second when necessary. Stihl’s Quickstop brake uses a spring-applied, magnetic-released brake on the spindle. “We have a generator on the crankshaft, so when you start the machine, electricity keeps the brake lever open,” explains Techow. “But as

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soon as a kickback is detected, a gyroscope sensor in the machine realizes it, the brake kicks in and stops the wheel within a split second.” But consistently stopping a 14-in. diamond wheel spinning at conventional speeds is a daunting engineering challenge. So Stihl reduced the working spindle speed of the TS440. “In order to reduce the kinetic energy of the blade to an amount the brake is capable of ‘catching,’ if you will, the TS440 has a little bit more than half the spindle speed but gives the same power as our comparable model, the TS420, which actually uses the same engine powerhead,” Techow says. “We’ve got lots of torque on that spindle, so you can push like an ox on the saw and it won’t bog down the rpm.” Stihl slows the blade and magnifies torque with a double-reduction belt drive in the TS440. “The cutting performance doesn’t vary that much,” Techow says. “The TS440 is maybe a tad bit slower, but the difference is only really noticeable in laboratory conditions. “When comparing it to the TS420 side by side, the cutting characteristics are much different. The TS440 has

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CONSTRUCTION EQUIPMENT CLOSEUP

FEATURE

more torque, so you can actually push it hard. With the TS420, you have to let the wheel run to get the same power output. It’s speed vs. torque.” It becomes the operator’s challenge to find the sweet spot of speed and force to get maximum cutting productivity from the TS440. The other trade-off with slower spindle speed is in abrasive wheel choices. Resins that hold abrasive to wheels are designed to work at the higher speeds of conventional saws. At the TS440’s slower speed, they tend to glaze the cutting edge. Stihl designed abrasive wheels specifically for the slower speed.

ONCE THE QUICKSTOP SYSTEM HAS EXPERIENCED A CERTAIN AMOUNT OF WEAR, THE UNIT WILL ALERT THE OPERATOR TO GET SERVICE. “Abrasive wheels need a certain contact speed for the material that’s being cut. As this one turns slower, we have designed a special 14-in. abrasive wheel specifically for this spindle speed,” Techow says. “Diamond wheels don’t care about spindle speed, but

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if you need to use an abrasive wheel with this machine, make sure it’s the one specifically designed for this spindle speed.”

Maintenance made easy Anything that simplifies maintenance is welcome in a rental setting, and the TS440 delivers on that score. Once the Quickstop system has experienced a certain amount of wear, the unit will alert the operator to get service. “At that point, you won’t be able to release the brake anymore,” Techow notes. “It’s a clear indication to the operator that service is needed. You can override it long enough to finish the job, but then we ask operators to please see your dealer for proper maintenance.” Servicing the brake mechanism is simple, a lot like servicing other Stihl products, such as chainsaws. “It has a clutch drum with a steel band wrapped around it,” Techow explains. “The brake system is new, and we’ve also added electronic water control for dust suppression, meaning as soon as you release the throttle trigger, the water flow shuts off. If you accelerate again, the water comes back.” Essentially, the TS440 offers all of the features of the TS420 that users have come to expect. The IntelliCarb Compensating Carburetor automatically adjusts the air/fuel ratio as the air filter becomes restricted to maintain the engine’s correct RPM. Stihl says its well-established X2 Air Filtration System – a centrifugal precleaner added to primary and secondary air filters – and stretches air filter service life up to a year. The TS440 gets those features, plus the ability to make cuts that other saws’ guards won’t allow for about $250 more than the TS420.

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1/16/19 1:49 PM

Search: 12064693

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1/16/19 1:49 PM

ENGINES

FEATURE By Gregg War tgow, contributing editor

Engine Makers

Broadening Telematics Solutions The options for accessing vital engine data continue to evolve, helping construction equipment fleet owners stay ahead of service issues and reduce downtime

elematics has been available For instance, Perkins introin the construction industry duced a unique telematics device a for several years now, prolittle over a year ago. Although the viding fleet Perkins SmartCap owners with valuable is somewhat limitinsights into where ed in the variety of their equipment is data it gathers, it is and how it is performrelatively inexpening. Leading engine sive and easy to use. manufacturers have More importantly, continued to develop SmartCap provides telematics solutions to two of the most valuhelp fleets gain access able bits of telematics to this vital machine data a fleet can bendata more easily The Perkins SmartCap efit from: operating provides data on operating and cost effectively hours and machine hours and machine location. than ever. location.

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www.ForConstructionPros.com/RENTAL

1/17/19 10:15 AM

Wacker Neuson offers dealers more than 300 products that cover all phases of the construction process. With a solid reputation for machines known for outstanding reliability, low operating costs, ease of operation and some of the best warranties in the industry, Wacker Neuson is working nonstop to help you improve your bottom line. Contact your Wacker Neuson representative for details today.

See us at booth #6501

www.wackerneuson.com Search: 10075166

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TOPIC ENGINES HERE

FEATURE Hours and location help fleet managers gain a better understanding of when, where and how often a machine is being operated. It is that understanding of machine utilization that helps fleets make better machine deployment decisions. Additionally, fleets will know when a machine is being operated at a time or location it shouldn’t be. That helps fleets better manage things like equipment abuse and theft.

downtime and less likelihood of more catastrophic failures due to missed maintenance activities. Hours and location are two basic pieces of data a traditional telematics system provides; “traditional” in the sense that the data is being gathered by a telematics device connected to an engine’s ECM (electronic control module). The Perkins SmartCap, on the other hand, does not connect to an ECM. SmartCap is simply a replace-

A TELEMATICS SOLUTION THAT ACCURATELY COUNTS OPERATING HOURS HELPS REMOVE A BIG BURDEN FROM THE FLEET MANAGER’S SHOULDERS.

Perkins SmartCap works with the Perkins My Engine app. The app is the front end of what the customer uses to see the SmartCap hours data.

Hours and location also help fleets get a better handle on preventive maintenance. A telematics solution that accurately counts operating hours helps remove a big burden from the fleet manager’s shoulders. Hours data makes it easier to recognize — and remember — when a service is due. Location helps to quickly dispatch a technician or locate the nearest service center. All of this results in better asset management with reduced

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ment oil filler cap, allowing it to work on both electronic and mechanical engines. SmartCap senses engine vibrations, which helps determine when a machine is in actual operation.

Apps put essential data in the fleet owner’s hands “As we talk about SmartCap, we must also talk about the Perkins My Engine App,” says Ian Bradford, parts product manager for Perkins. “This

free app is the front end that the customer uses to see the SmartCap hours data. Additionally, when a phone or tablet receives that data, the app captures the GPS location of that phone or tablet and communicates that at the same time.” SmartCap communicates via Bluetooth to a mobile device running the My Engine App. Thus, that mobile device must be within roughly 30 to 60 feet of the SmartCap. Thus, any GPS location capture of the mobile device essentially captures the GPS location of the SmartCap, engine and equipment itself. As a result of the operating hours and location data SmartCap provides, the My Engine App also provides service scheduling functionality. Reminders can be sent when a service is coming due to help fleet managers stay on top of preventive maintenance. Perkins has made several changes to the My Engine App over the past year. One of the biggest improvements revolves around the concept of service scheduling. Upon the app’s introduction last year, scheduling was based on the standard intervals for a given engine. Now customers can customize their intervals. For example, equipment operating in very dusty or harsh environments may require more frequent maintenance. Equipment operating in areas where there is a higher sulfur level in the diesel fuel may also require more frequent servicing. On the other hand, equipment only seeing limited use may be better off switching to an annual maintenance schedule as opposed to a schedule based on operating hours. Regardless, fleets can customize service schedules to their needs. Engines can also be grouped together now. “For example, a rental company could group several Perkins engines based on location or application,” Bradford says. This functionality enables fleet managers to view a large volume of engine data in more

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1/17/19 10:15 AM

“ DEUTZ GETS THAT OUR BUSINESS IS 24/7.” – Brian Bost, Branch Manager, Aerial Work Platform Branch Sunbelt Rentals, Inc., Houston, Texas DEUTZ Corporation understands that the rental business is 24/7, and customer expectations are high. Productivity is always on the line. That’s why we strive to be a valuable partner to the rental industry, by providing solid engine design, reliable parts support, dedicated technical service training, and proprietary diagnostic systems. We work hard, because you do. PLEASE VISIT US AT THE ARA RENTAL SHOW, BOOTH 6301! DEUTZ Corporation

3883 Steve Reynolds Boulevard | Norcross, Georgia 30093 770.564.7100 | www.deutzamericas.com

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TOPIC ENGINES HERE

FEATURE streamlined fashion. Furthermore, since machine servicings can be recorded, service histories are all stored in one place, making it much easier to manage service scheduling. Another My Engine App improvement has to do with added functionality around user log-ins. Now several people can “share” the same engine(s). One person, perhaps the fleet manager, would be the owner of a given engine, but other people can also be allowed to view that engine’s data.

manufacturers must be willing to listen to the market and adapt their solutions accordingly. “The thing with apps is that they are constantly evolving,” Bradford says. “We are doing updates every six to eight weeks. We are constantly looking for new functionality we can add.” Telematics in general is a constantly evolving area of the business, Bradford adds. “Different manufacturers are looking at different telematics

points out. “We also offer a handheld service tool that reads fault codes. That tool can be purchased through a Perkins distributor if the customer wants to get to that level of engine information.” Hatz has also made innovative strides that allow users to get to a deeper level of engine data. “With the electronic advancement needed to

The Perkins My Engine app provides quick access to things like user manuals and parts lists. It also provides a direct link to the Perkins Web Shop, making it easier to find and purchase any necessary parts for that given engine.

Once a user registers a SmartCap and engine, the My Engine App provides quick access to things like user manuals and parts lists. New this year, the app also provides a direct link to the Perkins Web Shop, making it much easier to find and purchase any necessary parts for that given engine. “The objective of this entire system is to enable users to better maintain, service and repair their Perkinspowered equipment,” Bradford says. To reach that objective, engine

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solutions,” he says. “This is something that will continue to change over time as new solutions are launched to the marketplace to help provide more information to equipment managers.”

A deeper dive into diagnostics As pointed out earlier, the Perkins SmartCap does not connect to an engine’s ECM. “For customers looking to pull additional data from an ECM, we do offer a service tool to Perkins engine technicians,” Bradford

meet the latest emission requirements, there has also come a reckoning of engine diagnostic and prognostic advancements,” says Eric Hoffman, engineering manager for Hatz Diesel North America. With respect to the diagnostic component, much of that can be handled remotely by a technician. “Technicians can view remote equipment data in real-time directly on their computer, tablet or phone,” Hoffman says. “Any fault the engine

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1/17/19 10:15 AM

RENTABILITY IS:

SIMPLICITY COMPLIANT, NOT COMPLICATED. The 74-hp TV370 features a Tier 4 Final solution that has no particulate filter to maintain, no new fluid to add and no regeneration necessary. It’s compliance that’s as easy as it gets. And with best-in-class breakout force, hinge pin height and bucket dump angle, it’s easier to get loads up, over the bed and out of the bucket. Add to that the operator-friendly EZ-EH controls and it’s simple to see why the TV370 is right for renters seeking large-loader capabilities without the fuel consumption of a higher-horsepower machine. CaseCE.com/Rentability

ARA MEMBERS: VISIT US AT BOOTH #4759 AT THE ARA SHOW TO GET EXCLUSIVE SAVINGS ON ALL CASE EQUIPMENT.

©2019 CNH Industrial America LLC. All rights reserved. CASE is a trademark registered in the United States and many other countries, owned by or licensed to CNH Industrial N.V., its subsidiaries or affiliates.

Search: 10072356

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TOPIC ENGINES HERE

FEATURE

Hatz is working with a telemetry provider called Omni Fleet Trax to equip Hatz liquidcooled engines with telematics capability. Air-cooled engines could be included in the near future.

can evaluate will be detected, along technician can remotely connect to the with faults from other subsystems.” equipment from another location. How is this possible? Hoffman “When connected to an advanced explains that the latest telemattelematics system, the onboard Hatz ic solutions interface with a piece of diagnostic system can be accessed to equipment’s CAN (controller area netreview faults and run a sequence to work) for diagnostics, prognostics evaluate the possible air compressor and performance non-start issue,” tracking. Simply Hoffman explains. put, CAN allows “Upon evaluavarious microcontion, a flag is raised trollers and devices on the resulting on a machine to high-pressure fuel talk to one another. circuit pressure. Thus, CAN is like The remote technia switchboard that cian can then dive connects various deeper into this machine comfuel subsystem. ponents such as After reviewing the the engine, transfuel transfer pump mission, display, pressure from the hydraulic control remote data logger, ERIC HOFFMAN module and proHATZ DIESEL NORTH AMERICA it is determined grammable logic that the low-prescontroller. sure circuit is not To illustrate the possibilities of an reaching high enough pressure. The advanced telematics system, Hoffman technician then orders the correct offers the following hypothetical sceparts and schedules the repair.” nario. A user complains that a Hatz Hatz is working with a telemeengine-powered air compressor will try provider called Omni Fleet Trax not start. The engine turns over, fuel is to equip Hatz liquid-cooled engines in the tank and the battery is charged. with telematics capability. Air-cooled All field service technicians in the engines could be included in the near area are unavailable at the time, but a future.

“THERE IS AUTOMATIC REPORTING AND PROGNOSTICS TO HELP ALERT FLEETS BEFORE ISSUES EVEN ARISE.”

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The above scenario speaks to the diagnostic component of an advanced telematics system. The prognostic component is where fleets can really benefit. “There is automatic reporting and prognostics to help alert fleets before issues even arise,” Hoffman explains. “Many engine and equipment manufacturers look at basic parameters such as engine operating temperatures. But now we’re getting more advanced. We’re taking that type of information and putting it into a database. Then we can see that, for example, the average coolant temperature has been rising over the past couple of months. But the other temperature data has remained constant. That might suggest a leak well in advance of a fault code showing up.” It is that kind of predictive analysis that can help fleets avert catastrophic equipment failures — as well as the catastrophic downtime that goes with them. Telematics in the construction industry can be leveraged many different ways and for many different reasons. Engine manufacturers continue to evolve existing products, as well as introduce new innovations, in order to give fleets options. Then it is up to fleets to take advantage of them.

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PRODUCT ROUNDUP // ENGINES

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

 Hatz H50 Open Power Unit The 382-lb. H50 turbocharged, four-cylinder, Tier 4 Final diesel engine is available as an Open Power Unit that comes fully assembled from the factory with cooling package and mounting assembly. • Develops maximum power of 74 hp • Bosch high-pressure, common rail system • Intercooler for maximum power

• End users connect their mobile device to their engine via the free Perkins My Engine App on their smartphone • SmartCap monitors the Perkins engine and sends data direct to the Perkins My Engine App, which can be downloaded from the Apple and Google stores

• High-speed fans available for enclosures and extreme ambient temperature applications

• When combined, Perkins SmartCap and Perkins My Engine App gives customers info such as engine running hours, location, service reminders, start/stop data, parts book and consumables info

• Cooling fan can be configured as puller or pusher fan

• Cost is $49.99 with no ongoing costs

www.forconstructionpros.com/12208818

• Available from your local Perkins distributor – www. distributorlocator.perkins.com – and from Perkins’ newly launched online US parts shop, perkins.com/shop

• No diesel particulate filter (DPF) or downtime for regeneration

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.

 Scania Tier 4 Final Industrial Engines These Tier 4 Final industrial engines will feature exhaust gas recirculation and selective catalytic reduction, with no particulate filter required. • 9-, 13- and 16-liter ranges with power ratings from 275 to 700 hp • Share same cylinder design to facilitate servicing, repair and parts supply • Common-rail fuel injection • Scania XPI (extra high pressure injection) with all electronic control • Engine management for high-precision control of combustion and aftertreatment

www.forconstructionpros.com/20988744

 Kohler Expanded Command Pro Engine Line The Command Pro single-cylinder, horizontal shaft engines include 4.5- and 5.5-hp models with industry standard dimensions and a “drop-in” design. • Electronic ignition and advanced combustion system reduce fuel consumption • Feature cast-iron cylinder liners, dual ball bearings and a forged crankshaft • Large-capacity fuel tank • Quad-Clean all-season, four-stage cyclonic air filter • Twist-off air cleaner cover for easy maintenance www.forconstructionpros.com/12297690

• 500-hour maintenance and oil change intervals www.forconstructionpros.com/10887161

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1/16/19 2:01 PM

What Is In The DNA That Drove Hatz To Become A World Leader?

Family Owned For 138 Years! When Mathias Hatz founded Hatz in 1880, he had no idea that four generations of the Hatz family would follow his leadership. Nor could he have imagined that when Hatz began producing diesel engines in 1906, they would evolve into the revolutionary designs produced today. But there’s something in the DNA that keeps Hatz Diesel doing the things they do to

build one of the most successful familyowned companies in the world. It’s why Hatz can offer a level of personal customer service and support without corporate encumbrance. And why all Hatz Open and Closed Power Units come fully assembled and tested from the factory. Hatz tradition demands: “The quality goes in before the engines go out.” It’s in the DNA!

See Us at The Rental Show - Booth #5885

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HatzNorthAmerica.com

1/16/19 2:01 PM

PRODUCT ROUNDUP // ENGINES

 Deutz 2019 Diesel Engines In 2019, the portfolio will include four new in-line engines between 9L and 18L capacity, as well as a three-cylinder addition to the lower power output range. • TCD 9.0 four-cylinder model and TCD 12.0/13.5 and 18.0 six-cylinder models deliver power output from 402 to 831 hp and are suited for heavy-duty offhighway applications • TCD 9.0 to 13.5 include a standardized customer interface and identical front and rear sides for easier installation and service

Compressed Air That Means Business

Vanguard SingleCylinder Commercial Engines

And it’s your business on the line. The one your customers ask for.

Cold start batteries give reliable operation even when the temperature drops. Oversized fuel tanks and energy efficient operation mean there’s no stopping mid-job to refuel. Galvanized steel chassis take the hits from even your roughest customers. Visit www.us.kaeser.com/rental to get the best for your business. Kaeser Compressors, Inc. • 866-516-6888 • us.kaeser.com/rental COMPRESSORS

www.forconstructionpros.com/21006216

 Briggs & Stratton

Our new M171 features Sigma Control Mobil™ and variable pressure control to tackle the different pressures needed on the job.

Kaeser’s Mobilair™ portable compressors have been powering the toughest jobs for more than 35 years. Construction, demolition, and rental use are all in a day’s work for Mobilair.

• Three-cylinder TCD 2.2 offers output from 30 to 75 hp, is based on the same platform as the four-cylinder TCD 2.9 and is suited for low-load applications

The Vanguard 200 is the first in a complete line of single-cylinder horizontal shaft commercial gasoline engines built from the ground up based on customer input. • The new line includes an advanced version of TransportGuard, Vanguard’s single ignition and fuel shutoff designed to prevent oil dilution during transport • 6.5-gross-hp Vanguard 200 features carburetion, ignition and combustion systems designed to promote reliable starting in any environment, including at temperatures as low as -20° F • Oil management system allows the engine to run efficiently for up to 200 hours between oil changes • Advanced fully-cyclonic air filtration system extends recommended air filter replacement intervals to 600 hours www.forconstructionpros.com/20989691

VISIT US AT THE RENTAL SHOW IN BOOTH #5621

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1/16/19 2:01 PM

 Kubota D902-T-E4 Engine The D902-T-E4 three-cylinder, 0.9-liter, turbocharged diesel engine is designed for use in compact excavators, mini-track loaders, trenchers, welders, utility vehicles and the turf industry. • Complies with Tier 4 Final • Generates 25 hp at 2,800 rpm • Maximum torque of 58 ft.-lbs. at 2,000 rpm • Mechanical fuel injection system www.forconstructionpros.com/21028914

The world authority in powered access.

 Cummins X12 Engine At 2,050 lbs., the X12 engine is designed for weight-sensitive applications. • Provides up to 500 hp and 1,700 lbs.ft. of torque • Low-friction design for higher MPG • Maintenance intervals rival the X15 with longer oil drains and DPF maintenance beyond the first owner • Compatible with a broad choice of fully automatic, AMT and manual transmissions www.forconstructionpros.com/21024158

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.

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

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50 YEARS OF ACCESS. 50 YEARS OF JLG.

Every JLG® lift that leaves our plant carries my initials, so I insist on the best materials, tough design and production standards and thorough testing. – John L. Grove, Founder, JLG Industries

In 1969, John L. Grove rallied a small group of people around one big idea—there has to be a better way to work at height. From there, he invented the first boom lift, started our company and pioneered the access industry. We continue to innovate today, engineering advanced equipment solutions for customers around the world. Our first 50 years laid the foundation. Our next 50 solidifies a legacy. See how at jlg.com/jlg50

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1/16/19 2:02 PM

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TECH FOCUS

FEATURE

B y J o h n C a m e r o n , g e n e r a l m a n a g e r o f Tr i m b l e F i e l d S e r v i c e M a n a g e m e n t ( F S M )

Augmented & Mixed Reality Provide

NEW OPPORTUNITIES FOR EQUIPMENT RENTAL

he mass and wide-scale adoption of augmented and mixed realities are gathering pace across a multitude of industries. In the equipment rental industry, this emerging technology can play a significant role in changing the way technicians and the business collaborate to resolve technical issues, provide support and access documentation. Technologies such as AR smart glasses can overlay digital information (such as text, video or audio) onto the human field of views, interactively and in real-time. ABI Research sees a turning point for AR smart glasses, predicting that 21 million units of AR smart glasses will be shipped in 2020, with sales expected to reach $100 billion.

Optimizing service workflows Mixed and AR technologies present strong use cases for the rental industry for optimizing service workflows. The ability to perform timecritical jobs thoroughly, quickly and first time around, is just one benefit. Historically, service technicians had to sift through paper manuals or search their memories to find a fix for complex equipment issues. This was an onerous

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1/21/19 11:00 AM

COME SEE OUR NEW PRODUCTS AT THE SHARK KÄRCHER GROUP / KÄRCHER ARA BOOTH #3261

BUILT FOR RENTAL Shark Kärcher Group provides equipment you can count on for professional cleaning solutions.

NEW

Shark Kärcher Group, the rental division of Kärcher North America, offers a vast professional cleaning product line, including the new Jarvis Series all-in-one surface cleaner pressure washer and the compact KM 85/50 ride-on sweeper. Both offer streamlined designs, easy operation and are economical. The Jarvis Series has a pump and engine attached to its surface cleaner, and it provides streak-free cleaning of dirt from flat surfaces that sweeping alone does not get. Meanwhile, the KM 85/50 sweeper offers a 3 foot turning radius, a cleaning path up to 41 inches and cleans at a rate of 50,840 ft2/hr. Come see for yourself Shark Kärcher Group’s new machines at ARA. www.sharkpw.com I 800.771.1881

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1/21/19 11:00 AM

TECH FOCUS

FEATURE

BI RESEARCH SEES A TURNING POINT FOR AR SMART GLASSES, PREDICTING THAT 21 MILLION UNITS OF AR SMART GLASSES WILL BE SHIPPED IN 2020, WITH SALES EXPECTED TO REACH $100 BILLION.

Visit Our Booth#3341 at The ARA Rental Show!

Ecam Ace2 EJ1500 Pipeline Inspection Camera High Pressure Water Jetter

process to go through and often resulted in disgruntled customers. Today, however, Augmented Reality headsets provide technicians with the ability to communicate, collaborate and solve issues more efficiently. They could be dispatched to a job where they could see the service manual, real-time data and technical details about the product directly overlaid on it. There would be no need for a clunky laptop, phoning a colleague for assistance or contacting the back office for customer information; everything they need would be accessible with a flick of their head. Today, Augmented Reality headsets provide technicians with the ability to communicate, collaborate and solve issues more efficiently.

Compact, durable and affordable, the ACE 2 features 1-touch USB recording, an on-screen footage counter, and a wheel kit for easy transport and maneuverability. Rugged stainless steel housed 1.68” dia. color camera for inspecting 3”–10” lines. Sapphire lens with 20 LED light ring and high resolution CCD element. Flexible camera spring designed to navigate 3” P-traps. Auto iris adjusts lighting automatically. Industry standard 512HZ sonde. 5.4” LCD monitor with AR film for optimal viewing in sunlight. Video output jack for recording option. 200 Ft. of braided Fiberglass premium 1/2” dia. push rod. Secure-locking reel brake and a heavy-duty screen cover.

Blast through grease, sand, soap, ice, dirt, sludge and debris with the Eel Jet EJ1500 Water Jetter. The Model EJ1500 features a 1500PSI/1.7 GMP duplex pump with pulsation, a thermal relief valve, an inlet shut off valve, and a 20 ft. power cord with built-in GFCI. Extremely portable, the EJ1500 is available with sturdy 10” pneumatic tires and hose reel with removable handle. The pump/motor assembly removes from the base in seconds for added portability.

Electric Eel Celebrates 60th Exhibition at The ARA Rental Show! To celebrate this milestone, a raffle will be held at our booth at the 2019 ARA Rental Show in Anaheim where a complete Model C sectional drain cleaner will be given away.

1-800-833-1212 www.electriceel.com

RENT THE PROFESSIONAL’S CHOICE!!! Search: 10072858

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There is a big place for Augmented Reality in optimizing service workflows in rental operations. However, deploying new technology takes careful planning to realize the full benefits.

Empowering less skilled and aging workforces In mission-critical industries, such as construction, manufacturing and agriculture, ensuring that the service team captures knowledge and transfers it efficiently across the organization is a ‘must have,’ not a ‘nice to have.’ Asset downtime or system failure is not an option as it may result in entire projects grinding to a halt and monetary losses. Issue resolution needs to be quick, and this is where collaborative video tools can best support a less skilled and aging workforce. Video collaboration with augmented peer-to-peer help is being designed and implemented to connect less skilled technicians with more skilled ones remotely. A technician with specific areas of expertise may reside in

DEPLOYING NEW TECHNOLOGY TAKES CAREFUL PLANNING TO REALIZE THE FULL BENEFITS.

Propane 'lammer Ho Propane Powered Post Driver

With our fuel injected post driver, simply place on top of desired post and with one touch of a button you can quickly drive your posts into the ground -One person operation -Unit Weight: 52Ibs -Uses standard 14.1 oz tank -Works with: U, T, Telspar, Angle Iron, grounding rod, Round, and Square -No hoses required -Up to 150 posts on one tank

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TECH FOCUS

FEATURE

an office and virtually walk an apprentice through a service call, step-by-step. Markups can be made during a video call between an expert and field technician to be sure the field technician is clear about what to perform service on. The expert can draw a circle or arrow on a screen to highlight a specific area, eliminating costly mistakes.

FOR ORGANIZATIONS THAT WANT TO SCALE THIS TECHNOLOGY SUCCESSFULLY, THEY NEED TO CONSIDER HOW TO INTEGRATE IT MORE TIGHTLY INTO THE SERVICE WORKFLOW. There are parts of the world where you canâ&#x20AC;&#x2122;t get the right expertise for a job or flying out a specialist may prove too costly for a company. Augmented reality eradicates these concerns by allowing experts to take those of less skill through the entire process. Not with a manual and not on the phone, but they can see what they are doing. Many technicians are performing this peer-to-peer help in ad hoc ways today; using tools like FaceTime and Skype. This, however, has resulted in issues. For example, sending a FaceTime request to another technician can be very disruptive. It is also difficult for the technician requesting help to know whom to contact and if they are available. For organizations

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that want to scale this technology successfully, they need to consider how to integrate it more tightly into the service workflow. As technicians age and a new crop of workers joins the business, it is imperative that the latter be able to leverage past knowledge. An aging workforce places pressure on rental organizations. The benefit of augmented or virtual reality is its potential as a highly detailed, highly visual training tool. Companies are recording repairs being performed on older pieces of equipment to be used as a reference by less experienced technicians. By utilizing augmented reality to make markups pointing to specific equipment details, service companies can create a searchable library using descriptive metadata, and hashtags for quick access. This is a great way to offer on-the-job training and avoids the downtime and loss of productivity associated with having the entire team come into the office to learn new techniques. Collaborative video tools not only provide the field team with the realtime assistance when solving complex issues, but they also connect field service to the entire organization. Indeed, video content, such as markups and screenshots, can be captured by augmented reality tools and stored in a cloud. The stored data can then be tied with a work order and include valuable metadata such as geolocation, type of equipment, date of the last service. If such data is centrally stored and can be easily accessed, it could be used for purposes like new technician training, proof of work and so on. Equipment rental organizations depend on fully operational equipment to keep customers happy. Augmented and mixed reality implementation will reduce equipment downtime and could even help the customer troubleshoot to avoid unnecessary equipment downtime.

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1/21/19 11:00 AM

At how Us l S 11 sit ta 2 Vi en h# 4 e R ot Th Bo

Without a

Honda Engine, your customers see this:

Rental customers know reliable, easy-starting equipment by sight — it’s the equipment powered by a Honda Engine. And with legendary minimal downtime and a 3-Year Warranty,* Honda GX Series engines offer the type of durable performance that keeps customers coming back for more. Project after project, hour after hour, there’s only one name that powers the best. Honda Engines.

Learn more at engines.honda.com *Warranty applies to all Honda GX Series engines, 100cc or larger purchased at retail or put into rental service since January 1, 2009. Warranty excludes Honda GXV140 and GXV160 models. See full warranty details at engines.honda.com. For optimum performance and safety, please read the owner’s manual before operating your Honda Power Equipment. © 2019 American Honda Motor Co., Inc.

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EXCLUSIVE INTERVIEW // B y

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

United Rentals Aims for WORLD CLASS CUSTOMER SERVICE With UR One Platform

CHRIS HUMMEL, CMO at United Rentals

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nited Rentals Inc. was recently selected as the winner of the 2018 Acquia Engage Award for Leader of the Pack: Commerce. The award recognizes the United Rentals UR One platform for its unified digital experience that enables companies to manage their equipment needs across a jobsite. United Rentals shares the award with its digital marketing agency partner VML. The UR One platform at unitedrentals.com is a cutting-edge digital experience for renters of construction, industrial and specialty equipment. Companies can easily evaluate, price and procure rental equipment and services, manage preventive maintenance and optimize utilization to control costs. The site is on track to realize year-over-year rental revenue growth of over 40% in 2018, underpinned by a significant increase in new customers.

United Rentals is the first equipment rental equipment company to provide a fully integrated, modern digital customer checkout process. The site offers customers a one-stop, consistent experience with personalized content, including customized calls-to-action that guide renters through the rental process. Rental was able to catch up with Chris Hummel, CMO at United Rentals, to learn more about what this means. Following is an excerpt from that discussion.

Q What is UR One and who does it serve?

A: Weâ&#x20AC;&#x2122;ve been investing in digital for quite some time, and historically, weâ&#x20AC;&#x2122;ve built separate websites for different things like safety training or used equipment sales. We had our

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1/16/19 3:54 PM

ZERO DOLLARS DOWN. COUNTLESS HOURS OF UPTIME.

With $0 down and 0% APR for 48 months* on our full line of machines, you can put the right model to work for your rental business. Come see us in booth #6821 at the ARA Show to get special member pricing and the chance to win** a BR510 Breaker. To learn more, visit KubotaUSA.com/Construction or ARAshow.org © Kubota Tractor Corporation, 2019. *$0 Down, 0% A.P.R. fi nancing for up to 48 months on purchases of select new Kubota K008, KX, U, R, SVL, SL(SSV’s) & TLB Series equipment from participating dealers’ in-stock inventory is available to qualifi ed purchasers through Kubota Credit Corporation, U.S.A.; subject to credit approval. Some exceptions apply. Example: 48 monthly payments of $20.83 per $1,000 fi nanced. Offer expires 3/31/19. See us or go to KubotaUSA.com for more information. **NO PURCHASE NECESSARY TO ENTER OR WIN. You must be: a) a licensed contractor attending the World of Concrete Convention, or a principal of an independent rental operation that rents Kubota equipment attending the American Rental Association Convention, b) a legal resident of the contiguous 48 US/DC and c) 18 years or older at the time of entry. Void where prohibited. Not open to the general public. Entries will be accepted through the close of the convention. Subject to Offi cial Rules at the Kubota Exhibit booth. Sponsor: Kubota Tractor Corporation, Grapevine, TX

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EXCLUSIVE INTERVIEW //

corporate website, and Total Control, our fleet management application we provide to customers so they can find their equipment via GPS, check utilization and manage their bills. Two and a half years ago, we launched the industry’s first e-commerce system where you could get a confirmed reservation online, any time of day. Previously, we had online ordering capability, but it needed a certain amount of “human putty” to work. We’ve taken that layer out. When we started this e-commerce track, we realized quickly what our customers want are three things: One is a consistent online experience, regardless of what they’re looking for. So instead of six disparate sites, we’ve now consolidated everything into our corporate website. When you go to UnitedRentals.com, UR One is not

something you download or install, you just start interacting, almost like Amazon. Once you log in, you get access to all kinds of information personal to you, such as pricing, billing, contracts, projects. It’s just one consistent experience.

THE SECOND THING CUSTOMERS WANT IS A SIMPLE, STREAMLINED PROCESS… ALL OF THOSE TOUCHPOINTS.

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The UR One platform provides customers with a fully integrated, seamless digital experience with United Rentals. They can see their personal history, projects, contracts and more.

identify your own utilization, you can see how it compares with the broader universe of United Rentals customers to help determine best practices.

Q So contractors working The second thing customers want is a simple, streamlined process, so we needed to remove the friction within the order process, the training process, when customers call to pick up or repair, all of those touchpoints. Third, by having everything in one place, we’ve been able to really

start pushing value-added capabilities, so customers can work with us to improve their own processes. We’ve had our Total Control application working to help customers find their equipment, manage it, determine how much is on rent, and more. Now we’ve added benchmarking. Not only can you

with United Rentals can just go to your website and see their personal history? A: Yes, the site retains billing accounts, project locations, frequently rented equipment. At PF Chang’s, they can tell you the last thing you ordered so you can just do it again. We want to do the same thing, and we can.

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EXCLUSIVE INTERVIEW //

Q Is United Rentals the

Q What has been the

A: Everyone is trying to offer a dig-

A: At United Rentals, our whole DNA

ital channel to give customers access to information, but nobody else is currently able to do a confirmed reservation online. We’re really using UR One as a lever to maximize the value we can provide to customers, driving our ultimate goal which is to improve the productivity and safety of our customers.

is based on being of service to customers. What has been most gratifying are two things: Last year we generated 10,000 news customers that came through UR One. These are people who hadn’t done business with us in the past. Second, in coming back to the award we just won, it’s easy to get myopic and only compare ourselves against our peers. But we want to be more than just best in class, we want to be world class. This award says we’re leading in industries other than equipment rental and construction, which are industries that are not usually at the forefront of technology adoption. This award is saying we actually are at the forefront. We are the bridge to bringing technology to our customers.

only company doing this?

Q What is your vision for the near and long term?

A: We’re still pursuing all three of the objectives I mentioned. For example, we launched “wayfinders” to improve usage and adoption of our platform. They’re not pop ups, but instead are little flags that direct visitors. Those kinds of navigation elements DIGITAL CAPABILITY IS NO will continue to be LONGER A “WHAT IF,” IT’S A MUST defined. Meanwhile, users are learnHAVE. WITH OUR SCALE AND ing the behavior of the system, that’s RESOURCES, WE CAN CONTINUE key. In terms of the TO PUSH THE ENVELOPE. transaction, training capabilities are going through an upgrade, and we’re layering in more Total Control capabilities. Of course we have a long-term vision, but we’re also playing it day to day, incorporating new capabilities every couple of weeks.

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reception from customers?

Q Do you see the rest of the industry jumping on board? Where do you see smaller companies fitting in?

A: Digital capability is no longer a “what if,” it’s a must have. With our scale and resources, we can continue to push the envelope. There’s a lot of money going into construction technology, and integration is becoming more important. We recently launched an SAP integration to help customers know exactly where their PO stands. That type of integration is going to continue. We think it’s a good sign in general for the equipment rental industry that more and more of us are becoming more engaged digitally. We have an obligation and an interest in driving that forward.

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EARTHMOVING EQUIPMENT

FEATURE

By Cur t Bennink, contributing editor

7 STEPS TO

to Keep Skid-Steer Attachments

Pumping Out Profits

Protect the integrity of skid steer and CTL hydraulic systems while running multiple attachments

kid steers and compact track loaders (CTLs) feature highperformance hydraulic systems capable of running an ever-growing number of hydraulic-powered attachments. In addition, hydraulic systems drive the machines, lubricate against wear and corrosion and cool many of the components. Hydraulic system performance has gradually increased over the years through tighter tolerances. But this also makes them less tolerant of contamination. It is the No. 1 reason these systems fail. “Key sources of contamination can be particle contamination such as dirt or metal or contamination such as water or air,” says Keith Kramlich, national service & warranty manager, Takeuchi US.

You may want to change hydraulic oil more frequently if your loader is being rented for heavy-duty applications, and specifically if it is used with high-flow attachments where the attachment is being run frequently over relief and at hotter temperatures.

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Dirt and metal are the most common culprits. Trace amounts of metal particles in the hydraulic system are considered normal, especially on a new machine during its break-in period. Dirt is another issue. “Dirt enters the system through attachment changes and poor maintenance practices,” says Kramlich.

1 Pay Attention to Quick Couplers Quick couplers allow the attachment versatility that makes skid steers and CTLs so popular. As such, they require careful attention. “Dust, dirt, mud, etc. can be transferred into the system during the coupling of the auxiliary lines,” notes Jeff Jacobsmeyer, Kubota construction equipment product manager. “Contamination can be prevented by carefully wiping the coupler surfaces before hookup.

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EARTHMOVING EQUIPMENT

FEATURE

Operators need to be sure the hoses are up out of the dirt and away from any source of moisture.” Extra precautions can limit contaminants entering through quick couplers. “When storing an attachment, clean the quick connects and seal them off from the environment using a plastic bag or cover,” advises Kramlich. When the attachments are not connected, make sure the caps are in place and replace any caps that do not fit tightly. Drain any pressure built up in the hydraulic lines of the attachment after use. While relieving the pressure will not directly lower contaminant exposure, it will reduce the possibility that the operator will need to loosen the hydraulic fitting, which can lead to a greater risk of contamination.

2 Keep Oil Clean Oil is the lifeblood of the loader, and it is shared with the attachments. Beware of the risk when connecting an unfamiliar hydraulic attachment to your equipment. You don’t know the condition of the oil stored in it. Also make sure you are topping off the loader with the correct fluid. There is a risk of fluid incompatibility. Some OEMs caution against mixing brands and types of hydraulic fluid. “It is never recommended to mix oils as it will compromise the properties of each oil, which could lead to premature wear,” says Kramlich. There may be cases where a manufacturer uses different viscosities and oil types. “For example, Takeuchi uses engine oil in its CTL’s hydraulic system for better protection on certain

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Quick couplers are a leading cause of dirt contamination in the hydraulic system. Make sure they are clean and wipe away any contaminants prior to connection.

components,” says Kramlich. “You want to ensure the attachments are not utilizing standard hydraulic oil as it will contaminate the machine’s system.” Bobcat recommends using an oil that is specifically blended for its machines. “That hydraulic oil has an additive which helps water molecules adhere to each other and become a water droplet,” says Mike Fitzgerald, product specialist, Bobcat. “Then those water droplets are caught in the hydrostatic filter.” The oil has also been formulated to match the temperature, pressure and other operating requirements. “You can use an alternative oil, but you might not see as long of life on components as you would utilizing the Bobcat specific oil,” says Fitzgerald. Consider viscosity and oil temperature range when selecting a hydraulic fluid. Make sure when you replace the fluid that you are at least using the same type. Most industrial fluids use the ISO viscosity grade scale. The most common hydraulic oil viscosity grades in the ISO category are 32, 46 and 68. There are differing opinions when it comes to hydraulic fluid and attachment use. “Any contamination can affect the additive properties of the machine’s

hydraulic oil,” Kramlich states. “Use only new attachments or attachments you have already used and know the hydraulic oil is clean and correct.” Other manufacturers claim the small amount of oil held in typical attachments does not present a very big risk of contamination. “The amount of oil that is held in the attachment is usually a very small percentage of what would be in the complete system in a machine,” says Fitzgerald. “Therefore, it does not have a huge effect. The oils that manufacturers are using today should be compatible.” “Oil volumes, for the most part, are small in the attachments compared to the overall size of the hydraulic reservoir in most machines,” Jacobsmeyer agrees. “A mixing of the oil is expected and this factor has been addressed during the engineering and oil type selection for the loader. “Owners should adhere to the recommended service intervals for the hydraulic oil and filter changes to ensure long component life,” he continues. “If the loader is used with several different attachments — maybe from a number of different rental yards — it would be a good practice to change the filter and oil more often than manufacturer recommendations as an extra precaution against unwanted contamination.”

3 Oil Changes Are Not Optional Hydraulic fluid begins to deteriorate from being heated and cooled during normal operation. Overheated oil forms varnish, causing valves and other components to stick. “Heat is another form of ‘contamination’ which can be caused by clogged oil coolers, air in the system, poor quality oil, debris around

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EARTHMOVING EQUIPMENT

FEATURE

Always make sure the belly pans on your machines are clean. Excessive debris in the belly pans around the HST pumps prevents heat dissipation from the pump group.

the hydraulic components, etc.,” says Kramlich. “Heat decreases the viscosity of the hydraulic oil, which will increase wear and can lead to catastrophic damage. The viscosity of the oil has to be sufficient enough that the area between any moving parts is completely covered by an oil film. If not, there will be metal to metal contact.” Daily maintenance is critical to prevent excessive heat in the system. “It is vital to check the oil cooler to

ensure that it is clean, as well as check the area around any hydraulic components to ensure they are not covered in debris,” Kramlich emphasizes. “For example, always make sure the belly pans on the CTLs and skid-steer loaders are clean. Excessive debris in the belly pans around the HST pumps prevents heat dissipation from the pump group.” Oil condition should also be monitored. This includes checking the color and cleanliness of the hydraulic oil. “If it looks dirty or burnt, it needs to be changed,” says Kramlich. “Check all hoses for cracks and signs of wear and replace if needed.”

4 Water and Leaks Shorten Oil Life “Water and air contamination can damage the hydraulic system, as well,” says Kramlich. “When air enters the system through a cracked suction line, damaged fitting or low oil in the reservoir, it can cause excessive heat, erratic operation and increased wear on components. Water in the system can dilute the hydraulic oil and decrease lubricity and viscosity.” Water may be introduced to the system when operating in high humidity areas. “When hot oil cools down, moisture may enter the system through the hydraulic tank vent,” Fitzgerald explains. “The oil (along with specific additives) and filtering

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Too much flow or pressure being applied to an attachment can cause many issues, including attachment damage and machine damage. Make sure you know the proper flow and pressure for each attachment.

system need to be able to account for this.” Monitor for oil leaks and regularly check the hydraulic fluid level. An inadequate amount of oil can cause severe damage to pumps. Foamy or milky hydraulic oil appearance is an indication that you may have a leak that is causing air to enter the system. “Daily walk-arounds need to include checking for leaks, pinched lines and damaged lines/fittings before and during operation of the attachment,” says Jacobsmeyer. When topping off the hydraulic fluid, clean the refill cap and surrounding area prior to removal.

5 Check Attachments After System Failures “It is imperative that if contamination has occurred that both [the carrier and attachment] be flushed, filters changed and new oil installed. A shorter interval for the hydraulic filter and oil replacement after the repair may be

needed to monitor the condition of the machine in the event of a major failure,” says Jacobsmeyer. “This protocol needs to be followed to the letter if a major component failure occurred and metal shavings entered the system.” Cross contamination is an issue that can be easily overlooked. “When your oil becomes contaminated in the machine, then you would have that same oil in the attachment,” Fitzgerald points out. “If the oil has deteriorated or you have some reason other than the normal maintenance schedule to change it out, we recommend that you drain the oil out of the attachment and hoses. It is always a good practice to check your attachments and make sure that they do not have contaminated oil that may enter the machine at a later time.” Poorly performing attachments should serve as a warning sign. “Only

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EARTHMOVING EQUIPMENT

FEATURE

use attachments that are known to be in proper working order,” advises Jacobsmeyer. “If an attachment seems to operate sub-par or sluggish, it needs to be removed and checked over immediately for any sign of failure. Operators need to monitor the loader to make sure it stays within the proper operating temperature range. Bottom line, excessive heat can and will destroy a hydraulic system.”

6 Set Attachments Up Properly Matching flows and pressures between the loader and the attachments is necessary not only to ensure optimal performance, but to protect the hydraulic system. Over time, excessive flow levels can wear and

damage the attachment seals, components and hoses. “Always ensure you know what flow and pressure your attachment requires. Then refer to your operator’s manual for instructions on flow and pressure adjustments,” Kramlich urges. “Most flow adjustments can be made via the machine’s control panel. However, pressure settings are most often adjusted on the control valve, which should be done by an authorized dealer.” Too much flow or pressure being applied to an attachment can cause many issues, including both attachment and machine damage. “For example, if a machine is pushing 30 gpm to an attachment that has a max flow requirement of 15 gpm, hydraulic pressure will increase across the system,” Kramlich notes. “This will push the excess oil over relief and can cause excessive heat and damage to vital

components. Excessive pressure can damage seals and hoses, as well.” “Providing 30 gpm of flow to an attachment with a max capacity of 25 gpm is a recipe for disaster,” Jacobsmeyer agrees. “Relying on just changing the engine speed would not be a good method for hydraulic flow control. “When sizing an attachment to the machine based on flow requirements, it is a good practice to provide a flow that falls in the middle of the attachment range,” he continues. “For example, if the flow range is between 15 to 20 gpm, it would be a good idea to have a machine that can deliver 17 to 18 gpm.” Each loader has a unique set of performance specifications. “Every machine will have a specific flow that it is capable of supplying through the quick couplers,” says Fitzgerald. “Make

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EARTHMOVING EQUIPMENT

FEATURE

sure the attachment that you are connecting to the loader is capable of accepting the flow and pressure for that specific machine.” The operator plays an important role in this process. “You can have a new machine with perfectly clean coolers, but if you operate it inappropriately or overload the hydraulics by running the oil over relief, then it is going to start overheating,” says Fitzgerald. “As an example, operating a grapple should not cause a machine to overheat. However, I once dealt with that specific situation. The operator didn’t understand that if he continued to hold the auxiliary button after the grapple was completely opened or closed, the oil continues to flow over the relief valve. This caused the machine to overheat frequently. Proper operation would have eliminated that issue.”

7 Oil Analysis Catches Contamination Early One way to ensure the hydraulic oil is working properly is through oil analysis. To be meaningful, the results need to be a trend so you can see what is happening over time. “For those that utilize oil analysis, it is a good investment,” says Fitzgerald. “If you conduct an oil sample when the machine is newer and lower hours, you know what the baseline is as you go forward.” Catching problems early saves repair costs. “Having the hydraulic oil tested regularly can aid in determining premature wear and can help prevent catastrophic failures,” says Kramlich. “An oil sample will show increased metal particle count, which can help identify a possible failing component. It

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will also show dirt levels and viscosity, which can be a key tool in determining if the maintenance practices that are being followed are sufficient for the way the machine is being utilized. “Catching a possible catastrophic failure before it happens can save the owner a lot of money and downtime,” he adds. If you find the carrier’s oil is contaminated, you should also check all of the attachments that are used with that machine. “Not checking this could result in contaminated oil [entering] back into the machine’s system,” says Kramlich. There are some basic steps that allow loaders and attachments to run reliably. “Run the machine properly, keep the oil clean and if you are running in heavy-duty or severe applications, change the oil and filter more frequently to maximize the life of your machine and provide the best durability and uptime,” Fitzgerald advises.

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PRODUCT ROUNDUP // ATTACHMENTS

 John Deere Root Rake Attachment Root Rake attachments are optimized to work with John Deere G- and E-Series skid steers and compact track loader, K-Series compact wheel loaders and many competitive models. • D esigned to easily gather rocks and debris while allowing soil to sift through • A vailable in 72-in. (RR72), 78-in. (RR78) and 84-in. (RR84) widths • F eature alloy steel construction, replaceable pin-on teeth, zinc-plated pivot pins with protected grease zerks and weld-on “D” ring • U niversal, self-cleaning Quik-Tatch attachment system www.forconstructionpros.com/12299103

 Paladin

• Fits the company’s line of auger drives by simply pinning the cradle to the existing auger frame and adding the mixer bowl • Switch from drilling to mixing in under two minutes

The Strike Force breaker series includes a range of models and sizes for various carriers and applications.

 Worksaver SSGB-8B

Skid Steer Grader Blade

• Smaller models for compact excavators and skid steers enable safe, efficient handling with high breaking capacity • Mid-range models include a robust structure with advanced noise reduction technology • Larger sizes offer an efficient piston and cylinder design to transfer higher shock wave into breaking objects

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• Moldboard shear pin-protected to help prevent damage • Proportional hydraulic valve provides precise control for maintaining grade • Laser control system compatible for precision grading • Features a reversible beveled cutting edge and 1/2-in.connect under pressure flat-faced hydraulic couplers

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 Fecon Stumpex Stumper The Stumpex stump grinder can work on skid steers and loader-backhoes with as little as 20-gpm hydraulic flow and 2,500-psi hydraulic pressure. • Operates at 7 to 17 rpm to safely grind stumps with minimal discharge, leaving a small cleanup area

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• Smaller version with a 2.5-cu.-ft. capacity available for mini loaders and walk-behind units

The SSGB-8B Skid Steer Grader Blade is equipped with an 8-ft. six-way hydraulically controlled moldboard with 25˚ rotation/tilt controlled with an in-cab remote.

• Durable, reliable construction with only two moving parts

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This cement mixer attachment has a maximum operating capacity of 4 cu. ft. and can be used on skid-steer loaders, front-end loaders and telehandlers. • Can mix material from cement to fertilizer

Strike Force Breaker Series

 Digga Cement Mixer

 Loftness Carbide Cutter G4 Mulching Head Attachment

The Carbide Cutter G4 for skid steers has a 37% larger displacement drive motor with more torque, resulting in shorter recovery time.

• Can cut any species of stump 10 to 28 in. in diameter and can cut up to 20 in. deep in a single pass

• Available with 61- and 71-in. cutting widths and carbide-tipped or heattreated steel planer blade Quadco teeth

• Larger diameter stumps processed by making additional passes

• Two-stage cutting chamber with two shear bars

• Designed for low maintenance costs • Stumpex EXC version provides the same safe, low-speed stump grinding on excavators of 16 tons and larger

• Standard variable-displacement motor (V-Drive) with load-sensing technology

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Performance on a new level

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PRODUCT ROUNDUP // ATTACHMENTS

 Gecon T200 Wheel Saw The T200 wheel saw is now available for low-flow skid steers. • Up to 8-in. depths • 1- or 2-in.-wide wheels • Standard, universal skid-steer mount • Housing designed for optional vacuum connection www.forconstructionpros.com/12309714

 Quick Attach Quick

Mulch Forestry Mulcher This heavy-duty forestry mulcher is designed with a variable displacement motor that automatically determines the best combination of speed and torque to tackle the situation. • 14-in. drum diameter with doublesided reversible carbide-tipped helix teeth • Motor options from 33 to 41 gpm • Built-in motor protection • High-strength timing belt to prevent slippage and wear • Three-position adjustable push bar to achieve desired working angle • Side forks help direct material www.forconstructionpros.com/12301040

Fielding a strong team since 1942, Allied Construction’s starting lineup of Rammer® and Hy-Ram® hammers and Ho-Pac® and Skid-Pac® compactors crush the competition. Team Allied attachments for skid-steers, backhoes, or excavators to chalk up an all-star ROI. February 17 - 20

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The 2,900-lb. Bobcat 70-in. forestry cutter attachment boasts a 70-in. cutting width and up to 17% more mulching production capability. • Approved for use with M2-Series compact track (T750, T770 and T870) and the S850 skid-steer loaders with high-flow auxiliary hydraulics • Features 36 double-tipped carbide teeth with a tube-style drum and spiral tooth pattern • Standard 2-Speed travel for increased drum torque and improved productivity • Rotor brake stops the attachment from full speed in 10 seconds or less when the hydraulics are deactivated

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ď&#x192;&#x2020; Arrow Sweeper Broom and MHP Trash Hopper The Sweeper Broom is a debris removal solution for streets, roads, highways, parking lots and more. â&#x20AC;˘ Designed to withstand heavy-duty use â&#x20AC;˘ Gear-driven motor positioned on the outside of the broom â&#x20AC;˘ Replaceable cutting edge on the bucket for quick replacement

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ď&#x192;&#x2021; Vacuworx HL Series Hydraulic Lifters

The HL Series Hydraulic Lifters are designed to move and install concrete road barriers up to 30 ft. long and 23,200 lbs. â&#x20AC;˘ 360Â° rotation capabilities enables precise placement and maneuverability in confined spaces â&#x20AC;˘ Operate using the hydraulic system of the host machine â&#x20AC;˘ Elastomer grips provide optimal performance and full surface contact without damaging materials â&#x20AC;˘ Hydraulic lock ensures attachment will not drop the barrier if hydraulic pressure is lost www.forconstructionpros.com/12314093

ď&#x192;&#x2021; Salsco Skidsteer Side Dump Bucket

The Skidsteer Side Dump allows the operator to see where material is being placed for more controlled placement for filling curbing and small paving machines, filling trenches, backfilling and other applications. â&#x20AC;˘ Inside dimensions of 72â&#x20AC;? x 30 1/4â&#x20AC;? x 17â&#x20AC;? high and will hold up to 3/4 cu. yds. of material â&#x20AC;˘ Heavy-duty tubular steel frame with continuous welds and gussets â&#x20AC;˘ Cutting edge allows scooping of loose material and bolts on for ease of maintenance and replacement â&#x20AC;˘ Quick-attach mounting enables mounting to most skid steers www.forconstructionpros.com/12303511

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POWERED ACCESS NEWS // B y

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

IPAF INNOVATE Workshop Mines Solutions from Industry Stakeholders In a move away from the traditional conference format, IPAF aims to solve 10 of the biggest challenges facing the powered access industry

he International Powered Access What was the Federation inspiration for the (IPAF) regunew INNOVATE larly hosts conferences, workshop event? seminars and awards A: The IPAF North programs to promote its American council recmessage of safety and trainognized that there are ing for work at height, but ANSWERS FROM: endless choices of industhe organization tried someTony Groat, IPAF North try events where industry thing different this past fall America Manager experts share their knowlwith its new INNOVATE edge on various topics and subjects. We workshop, held Oct. 16-17, 2018 at wanted to create an industry event that the Houston Area Safety Council in offered the attendees an opportunity Houston, TX. Unlike the typical conto be an active participant and allowed ference format, where attendees sit their unique experience and knowledge and listen to a group of speakers, the to be shared. intention behind INNOVATE was to get industry stakeholders together to brainstorm solutions to challenges What was the ultimate facing everyone involved. goal for the event? To find out more about IPAF’s A: There were several goals: (1) To intention with INNOVATE, we talkengage industry stakeholders from ed with IPAF North America Manager all entities and levels to share and Tony Groat. Following is an excerpt hear potentially new and unique from that discussion:

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perspectives on key industry issues; (2) to create solutions to known industry challenges based on the collaboration from stakeholders with no preconceived idea on the outcome; (3) to offer proposed solutions in the fulfillment of IPAF’s mission ‘to promote the safe and effective use of powered access equipment” and (4) to create new relationships and networking that remain in place beyond the event.

Q Did the event meet IPAF’s

expectations? Were there any surprises? Disappointments? A: Initially we were disappointed at the number of registrations for the event (slightly over 50) but realized the numbers actually were beneficial to the process and getting all to share their ideas and get decisions made. Holding the event for the first time, we had concerns about whether we had enough time allotted to meet our goals, but were pleasantly surprised to find the time allocated placed sufficient pressure on participants to maintain group focus and complete the task on schedule. While the development of the proposed solutions was the focus, they were created in small groups. When the groups

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presented their ideas, all were exposed to the thoughts and ideas of others, shared their feedback and broadened the sharing from small groups to all attendees. All received the benefits of being part of each working group. The only ongoing disappointment is the difficulty in reaching more stakeholders to get them involved, which remains a work in progress.

Q Many thought-provoking

ideas were presented. Which was the winning solution and why? A: Attendees were assigned to one of 10 groups, each group collaborating to create a potential solution for a known industry issue. Each group presented an overview of their topic, identified an issue they needed to create a solution for and presented their group’s proposed solution. We decided

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10 CHALLENGES FACING POWERED ACCESS INDUSTRY A total of10 workshop topics were tackled at INNOVATE 2018 in Houston. They are as follows:

5» MEWP rescue plan Jeff Stachowiak | Director of Safety Training, Sunbelt Rentals Inc.:

MEWP rescue plans are now mandatory; how will that impact our industry and how we work? 6» Do we know what a safe work site is? Ian McGregor - Director of Product Safety, Skyjack Inc. Have proper precautions been made and what makes a jobsite safe for the surrounding area and those occupying it?

1» Exiting an elevated work platform Scott Owyen | Training Manager, Genie: A controversial subject that happens every day; how can we change it from a conversation topic to an action point?

7» Near misses Facilitator: Forrest Hester | Chief Development Officer, Tutus, LLC:

2» Site risk assessment Mark Hinkel | President, Institute For Aerial Lift Safety: How many

times do we see situations that could have been prevented if someone took the effort to look out for hazardous elements on a jobsite in advance?

How do we develop and maintain a chain of communication where we can learn from these incidents in a proactive way? 8» Retraining Teresa Kee | Corporate Director, Field Safety, United Rentals Inc.:

As technology changes the playing field every day, how do we update our training to use equipment safely?

3» Introduction to platform load sensing (i.e. how will it affect your job?) Baldemar Guerrero | Director Environment Health and Safety, BlueLine Rental:

9» Safe MEWP travelling on site

How will it affect how jobs get done from construction sites, service work to building maintenance?

Ebbe Christensen | President, ReachMaster Inc: Accidents involving

4» Recognizing and avoiding electrocution Matthew Eckstine | Director of Operations and Safety Consultant, Eckstine & Associates, Inc.: It’s the #1 killer animal in the aerial industry,

yet, we have to live with the beast as it feeds the very energy to the projects we work on. How can we continue to take better measures?

MEWPs happen often when they are not in the air, but on the ground, during on/off loading, moved to the site or moved around on site. How do we get it right? 10» Qualified service technicians Andrew Martinez | Product Training Specialist, JLG: With rapid change

in technology comes rapid demand for technicians that can maintain the equipment, but is the industry ready for it?

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THE GROUP’S PROPOSAL WAS TO SUPPORT RATHER THAN PUNISH THOSE WHO REPORT A NEAR MISS AND MAKE IT CONVENIENT AND CULTURALLY EXPECTED “TO PROTECT THE NEXT SHIFT AND REPORT YOUR STORY.”

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in advance that all would vote on the solution they believed would be most worthy of industry investment to implement. We didn’t have a landslide vote for any one idea and concluded all were winners. Nonetheless, we did have two leading ideas from the votes – the first addressing “Near Misses” and the second “Recognizing a Safe Workplace.” The reason why each was recognized was due to the ability of those groups to effectively communicate their message about the need for and feasibility of their proposed solution to be brought to market. In summary of the”Near Miss” solution, the key message was “a near miss not reported can result in the next accident taking place.” That group’s proposal was to support rather than punish those who report a near miss and make it convenient and culturally expected “to protect the next shift and report your story.” This proposal addresses culture, industry awareness of issues needing attention, and longterm improvement in safe use.

Q What other themes

surfaced from discussions at the workshop? A: We addressed 10 industry issues and

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all presented ideas worthy of consideration or further development. All ideas will be brought forward in some manner.

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INNOVATE 2019 IS CURRENTLY IN DEVELOPMENT. THE EVENT WILL TAKE PLACE IN THE CHICAGO AREA IN LATE JULY. STAY TUNED FOR DETAILS...

Q What will IPAF do

with the ideas discussed and presented? A: The IPAF INNOVATE event was the first action toward making the ideas discussed a reality. Information is a responsibility – you can’t unknow information shared. Every attendee was part of the industry and can carry the ideas forward in their business and other means in the industry – such as industry standards. One of the ideas regarding retraining was carried forward the week after INNOVATE in a proposal to change language in ANSI A92 industry standards. IPAF will share the ideas from the INNOVATE event in a summary white paper work done by all 10 work groups. IPAF will itself look into all proposed solutions and suggest ongoing action for 2019.

Q When and where will the next INNOVATE be?

A: INNOVATE 2019 is currently in development, with a few tweaks learned from 2018. The event will take place July 16-17, 2019 at the Sheraton Chicago O’Hare Airport Hotel in Rosemont, IL.

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TRAILER SAFETY

FEATURE

By Cur t Bennink, contributing editor

5. Be aware of towing dynamics.

TRAILER SAFETY TIPS Transporting equipment between jobsites requires attention to the details

he major risk when transporting equipment occurs during the loading and unloading procedure. Following a few basic guidelines can help ensure safe equipment transport. We contacted Nathan Uphus, sales manager, Felling Trailers, to provide a list of the top 10 safety tips. They include:

1. Read the trailer owner’s manual and decals.

3. Know the tow rating of your vehicle, and ensure it is properly sized to handle the trailer and equipment you’ll be towing. Each vehicle manufacturer assigns a tow rating, which is the maximum weight of the tow vehicle when loaded.

Familiarize yourself with the rated capacity of the trailer, which is posted on the VIN tag.

4. Ensure that your tow vehicle’s hitch rating meets or exceeds the Gross Vehicle Weight Rating (GVWR) of the trailer you’re towing.

2. Know what you’re hauling.

This applies to the receiver hitch itself, as well as the ball mount and ball or pintle hitch assembly.

Often, the weight of the equipment with additional attachments, etc., is miscalculated, which can easily cause the trailer to be overloaded.

Any time a trailer is added to the back of a vehicle — no matter the size — there is going to be a significant degradation in the vehicle’s performance, whether it’s acceleration, braking, handling or stability.

6. Perform a walkaround inspection to ensure that the trailer is within safe operating specifications. Inspect the frame for any cracking, check the tires for proper pressure and excessive wear, and inspect suspension components. Also inspect braking systems for proper brake adjustment, and ensure the emergency breakaway system is functioning properly.

7. The hitch height is critical in ensuring that the trailer tows properly. As a rule, when on a flat, level loading surface, the trailer should be higher in the front than the rear, so that when the trailer is fully loaded, the truck and trailer are sitting level.

8. Do not exceed maximum allowed tongue transfer. A common example of tongue transfer is 10% to 15%. However, the percentage could differ depending on vehicle, hitch style, coupler rating, load, etc. Underloaded or negative tongue weight is worse than excessive tongue weight, and could cause loss of control. Perform a walk-around inspection to ensure the trailer is within safe operating specifications. Inspect the frame for any cracking, check the tires for proper pressure and excessive wear, and inspect suspension components. Also, inspect braking systems for proper brake adjustment and ensure the emergency breakaway system is functioning properly.

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TRAILER TOPIC SAFETY HERE

FEATURE

9. Know your tie-down needs. Depending on the equipment being hauled, the size and quantity of tiedowns can differ.

10. Lastly, and most important, keep up with regular maintenance, including hubs and bearings, brakes, suspension components, tires and electrical system. In equipment fleets, trailers are often overlooked; they cannot serve their purpose if they are not properly maintained.

Properly Secure the Load An important criterion for any equipment move is properly securing the equipment to the trailer. You need

to have a working knowledge of proper tie-down techniques, as well as which chains and binders are most appropriate for the load being transported. Chain comes in various grades and thicknesses. The most commonly used chain for securing loads is Grade 70, 3/8 in., which has a 6,600-lb. maximum pull. For heavier loads, there is Grade 70, 1/2 in., with 11,300 lbs. maximum pull.

The Federal Motor Carrier Administration’s Aggregate Working Load Limit uses equipment weight to identify the number of tie-downs needed, as well as their capacity. The basic requirement is that tie-downs must have a combined strength equal to at least 50% of the load being secured. For example, if you’re hauling a 20,000-lb. backhoe-loader, you need chains that can support a minimum of 10,000 lbs. A 3/8-in. Grade 70 chain has a rated capacity of 6,600 lbs. Because this would be divided by two according

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to the load limit calculation, you would need four 3/8-in. chains to properly secure the machine. If you’re hauling a 40,000-lb. excavator, you would need to either add more chains or upgrade to 1/2-in. chain for greater capacity. “Each piece of equipment requires a certain quantity of chains and binders. They must be rated accordingly,” says Uphus. “The Federal Motor Carrier Safety Administration offers information on proper load securement.” Here are some of the minimum requirements: ■■ If the loaded vehicle has crawler tracks or wheels, at least four tie-downs need to be used to prevent movement side to side, forward, rearward and vertically. ■■ An indirect tie-down routed through an anchor point and attached to both sides of

the trailer is counted as a single tie-down. ■■ A chain can be used as two tiedowns if properly attached to two anchor points using two binders, with slack in the middle of the chain so that a break in the middle would not affect either tie-down. ■■ The sum of the working load limits of the tie-downs must equal at least 50% of the weight of the cargo. If unsure of the cargo’s weight, additional tie-downs may be needed. Inspect chains before each use and remove any from service with cracked, stretched or fatigued links. Also make sure any tie-down points, binders, hooks and clevis pins meet capacity regulations. The tie-downs are only as strong as the lowest rated component.

Permanently mark all binders, chains, hooks and clevis pins with their capacity. One consideration is that ratchet binders have twice the strength of mechanical lever binders, and are much easier to tighten. Think about how you are tying the machine down. It is easy to damage equipment by routing chains in sensitive areas such as tie-rods or near hydraulic hoses. When securing the equipment, a chain angled at 45° between the equipment and deck provides the maximum working load. This angle provides a clamping load that prevents equipment from sliding, while also pulling the load down to the trailer. During transport, you should periodically pull over and check the load since chains and straps have a tendency to shift and stretch. Re-tighten them as necessary.

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PRODUCT ROUNDUP // TRAILERS

 Felling I-Series Drop-Deck Trailers The advanced design for the I Series model line offers additional standard features, structural strength and ease of operator use. • Simplified design of hitch plate area reduces the number of welds needed for added integrity and strength

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• Tailboard incorporates a four tail light LED system and a level transition onto rear deck boards when loading

Rock Line offers its Air Tow trailer line that can hydraulically raise the deck to the travel position in 15 seconds.

• 2 in. added to ramp width to provide an 18-in. center gap between ramps

• Equipment is easy to load by one person even in adverse weather conditions

• Tongue area maintains space and capacity to accommodate a range of toolbox sizes

• For equipment with low clearance and poor traction such as street sweepers, pavement rollers and more

• Available capacities range from 7,480 to 20.000 lbs. and various deck lengths

• Patented swing-arm axles are mounted with large tapered roller bearings, eliminating all bushings, shackles, bolts and wear items, ensuring better alignment and tire wear

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• Hydraulic system and 12 V deep cycle battery is enclosed in a lockable steel compartment • Electric brakes and 16-in., F-rated wheels are standard • All trailers are powder coated with standard Royal blue color

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The 900D Series traveling tail trailer is equipped with a hydraulic operating system (HOSS) and a Grote high-visibility lighting package. • Features improved operational efficiencies, less heat buildup and noise reduction • Operational speed increased with the HOSS system operating at 20 gpm • User-friendly control panel located at chest height and designed to allow installation of optional features directly onto the control panel www.forconstructionpros.com/12187483

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 Felling Pan Series Trailers Pan series drop-deck trailers are constructed of a structural channel tongue, fabricated steel pan sides and Jr. I-beam crossmembers. • Four models with 16- to 18-ft. main deck lengths and 7,480- to 14,800-lb. capacities • Enhanced to increase the ramp width from 14 to 16 in. • Electric brakes on all axles • Standard dual tail lights and EZ Lube Hubs • Gooseneck A-frame coupler hitch option

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PRODUCT ROUNDUP // TRAILERS

 Talbert Air Ramp Series Tilt Deck Trailers The 20-ton capacity AC-20-ART and 25-ton capacity AC3-25-ART feature a 7° load angle for easy loading of low-clearance equipment, such as soil and asphalt rollers. • Low 8-in. headboard and 33-in. deck height offer an optimal view of the equipment and surroundings • Air-powered 38-in.-wide, high-density Apitong wood-filled ramps • Air brake system and hutch spring suspension provide maximum load control • Safety chains with hooks that latch to tie-down rings on top of the outside beams www.forconstructionpros.com/12129863

 Towmaster Deck-over T-40 Trailer The T-40 deck-over trailer is built on a heavy-duty, onepiece, formed 16-in. I-beam main frame and I-beam crossmembers with a 20-ft. white oak wood deck that provides ample room for most equipment hauling. • One-piece cold-formed frame rails • 5-ft. steel angle iron beavertail with 12° angle • Hutchens 9700 adjustable suspension • Two-way spring-assist ramps • Four D-ring tie-downs per side www.forconstructionpros.com/12241889

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The 25-ton-capacity Easy Loader 25XPL tri-axle tag trailer features a 6-ft. beavertail and 6-ft. ramps with an 8° loading angle. • 50,000-lb. load capacity and 61,720-lb. GVWR • 14-in. hi-tensile steel mainframe with cold-formed drawbar • 6-in. crossmembers pierced through the mainframe • 22,500-lb. axles with air lift front axle • 4S2M ABS with spring brakes on all axles • 215 / 75R 17.5 radial tires on hub-piloted disc wheels www.forconstructionpros.com/10091464

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BUSINESS MANAGEMENT

FEATURE

By Roger Lee, CEO and Co - F ound er of Human I ntere s t

Offering a 401(k) Can Help with Recruiting, Worker Retention

n a tight labor market, being able to recruit and retain good workers can go a long way. But small companies are much less likely to offer benefits than their larger counterparts, putting them at a disadvantage. To put it into perspective, small companies are 12% less likely to offer a 401(k) plan than those with 100 or more employees, according to the National Home Builder’s Association. If you’re wondering how to compete with larger firms in your area for skilled workers, setting up a top-notch 401(k) plan could be the key.

How a 401(k) could be a gamechanger for your business Over the past few years, technology has simplified the setup and administration process and made it cheaper for business owners to offer a high-quality 401(k) with low employee fees. Here are three ways a 401(k) plan can boost your business.

1. Reduce turnover According to the ADP Workforce Vitality Report, turnover in the construction industry, for example, was at 57.4% in the second quarter of 2017. This means that construction firms need to replace almost three-fifths of their workforce every year, adding to the time and money spent on recruiting, training and off-boarding.

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Many companies in construction and related industris are working aggressively to improve their retention programs in this tight labor market, and a 401(k) is a great benefit to compel existing workers to stick around. In fact, 75% of employees at a company offering a 401(k) say the retirement plan provides a compelling reason to stay.

2. Compete for talent A good 401(k) plan can also help you find workers who might otherwise go with a different company. If you’re not able to compete when it comes to cash compensation, then offering a retirement benefit can help bridge the gap, especially if you choose to match some of your employees’ contributions. It is important to note that while an employer match is a great incentive to add, it’s not a requirement for a 401(k) benefit. If budget is an issue, forgoing the match is one way to cut costs without cutting out the option of a 401(k) plan altogether.

3. S ave on corporate and personal taxes While 401(k) plans are cheaper than they used to be, they’re still not free. That said, you can take advantage of a few tax breaks the government offers to businesses that offer one. The first is a tax credit your business can use to recoup 50% of your eligible start-up costs, up to $1,500 total, over the plan’s first three years. Second, the company can deduct other fees incurred and contributions made to employee plans as a business expense. And as an extra savings for both the business owner and employees, a 401(k) is a great way to deduct from personal income taxes, so that existing paychecks can go further.

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BUSINESS MANAGEMENT

FEATURE

A good 401(k) plan can save you time and money There are countless 401(k) providers out there, and it can be tough to decide which is best for your business. To help you make the right choice, here are three factors to look for:

1. T hey do the administrative legwork for you A good 401(k) provider will manage your plan so you can spend your time on your business and your clients. This should include syncing your 401(k) with your payroll provider, distributing legal notices, and providing employee support with automated investment management.

2. T hey won’t charge you an arm and a leg While 401(k) plans are less expensive than they used to be, there’s still a wide range of costs you might incur , depending on the provider you choose. Look for a provider that offers reasonable, simple, and transparent pricing. Many financial institutions either don’t list their pricing publicly, or present it in a confusing way, with hidden fees and fine print. Ask for a full breakdown of all costs upfront. You should be able to find a robust package for just a few hundred dollars a month as a small business.

3. T hey cover the compliance monitoring

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401(k)s are subject to regulations and audits. To make sure your 401(k) plan is up to code, a good provider will do most of the work for you, both in terms of setting up the plan design and monitoring the activity on an ongoing basis. They will bring up compliance only when they need to share a major update or get some documents from you.

Final thoughts Small businesses that don’t offer a 401(k) are at a huge disadvantage when competing for talent with larger companies. Fortunately, technology and options have improved, making it possible for all businesses to be able to offer a retirement benefit. What’s more, the costs of a good 401(k) could help you reduce your turnover costs and even reduce your taxable income. Take your time to research your options and pick the provider that can best serve the needs of your company and employees. Roger Lee is the CEO of Human Interest (formerly known as Captain401). Based in San Francisco, Human Interest helps small businesses all over the country offer 401(k)s to their employees. Roger and his team focus on increasing 401(k) access through a high-quality, affordable solution that lowers the administrative burden for businesses and prioritizes employee experience and education. He was formerly a co-founder at Thunder and has a degree in Applied Mathematics from Harvard University.

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ANNOUNCING EDCO’S NEW DISTRIBUTION PARTNERS Since its beginning 60 years ago, EDCO has prided itself on being a “Customer Dependent” company. Our eagerness to develop solutions to your problems, and our commitment to quality American manufacturing are the tools we use to repay you for your business. To continue this tradition of customer dependence into the future, EDCO is excited to announce the birth of its new distribution network for independent rental businesses. Our new regional distribution partners will help us uphold the standards you have come to expect from EDCO while also improving service. EDCO’s customers can look forward to: - Enhanced logistics with EDCO equipment now strategically located within your region - Lower shipping costs and pick up options - Expert application diagnosis and technical advice - Local access to trained representatives who teach the profitability of EDCO products - The same high level of support from EDCO online, over the phone, and in person - The same pricing structure as before.

EDCO’s NEW DISTRIBUTION PARTNERS INCLUDE: MidStates Distribution Inc: MDI’s sister company Construction Product Sales (CPS) has represented EDCO for 15 years. MDI is eager to service EDCO customers in their new distribution business. midstatesdistributioninc@gmail.com 844-634-3478 States Represented: ND, SD, NE, MN, IA, WI, IL, IN, MI, OH, KY, WV

MTA Distributors: For 40 years MTA has been a leading distributor of equipment and parts to the rental industry and construction markets. They now offer and support EDCO products. www.mtadistributors.com 800-264-0225 States Represented: AL, AK, AZ, CA, CO, CT, DC, DE, FL, GA, HI, ID, MA, MD, ME, MT, NC, NH, NJ, NM, NV, NY, OR, PA, RI, SC, TN, UT, VA, VT, WA, WY

Big Eight Supply & Tool: An affiliate of EDCO’s a long-time representative group, Trinity Equipment Solutions. Big Eight will begin distributing EDCO in January 2019. Sales@Big-8.com 972-792-8183 States Represented: MS, LA, AR, MO, KS, OK, TX EDCO and these partners are working together to make this transition smooth and seamless for you, our shared customer. EDCO has provided your region’s distributor with a large volume of product and these firms are beginning to help advance EDCO’s renown quality and service.

edcoinc.com • edcoed.com • 800-638-3326 • sales@edcoinc.com Search: 10072848

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INDUSTRY UPDATE

United Rentals Announces Leadership Succession Plan, Matthew Flannery Named CEO United Rentals Inc. announced that its board of directors has appointed Matthew Flannery, the company’s president and chief operating officer, to become chief executive officer, while retaining the role as president. Additionally, the board has appointed Michael Kneeland, the current chief executive officer, to become non-executive chairman. Bobby Griffin, a 10-year member of the board and chairman of the Strategy Committee, will become lead independent director. The appointments become effective at the company’s annual meeting of stockholders on May 8, 2019, when Chairman Jenne Britell and CEO Michael Kneeland will step down from their respective positions. “It has been an honor to help guide United Rentals through a decade of remarkable growth,” Britell said. “The collaboration between our directors and senior management is unique in my experience, and on a personal level, it is gratifying to know that we have achieved our objectives. The transformation of the company has created substantial value for our customers, employees and shareholders. Michael has been involved in the board process from both sides for more than a decade, making him the ideal choice to succeed me as chairman.” For more information, visit www.forconstructionpros.com/21040783

Allen Engineering Promotes Kyle Baker to National Sales Manager Allen Engineering Corp. recently announced that Kyle Baker has been promoted to National Sales Manager for all sales operations in the United States and Canada. Baker has more than 15 years of experience in the construction equipment industry. Baker started his career in equipment sales working for some of Allen’s largest dealers in Texas. He has very successfully served Allen as a territory sales representative since joining the company in 2014. In his new position, Baker will be responsible for managing, training and recruiting all the Allen direct sales per-

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sonnel as well as the independent sales representatives that sell Allen Equipment in the United States and Canada. Baker will also be AEC’s main point of contact for all field sales operations for dealer, national and rental accounts promotions, activities and events. Allen Engineering Corporation (AEC) is headquartered in Paragould, AR. The company designs, engineers, manufactures and markets concrete and related equipment with a number one goal of Total Customer Satisfaction. AEC is a family-owned, American provider of high quality equipment that is sold and rented through a network of dealers and rental centers around the world. For more information, visit the AEC website at www.alleneng.com.

RECORD360’S ASSET CONDITION MANAGEMENT SOFTWARE RECEIVES PATENT

Record360, the leading software for digital asset condition management, announced the dynamic workflow feature of its mobile platform is now patented, strengthening the product’s intellectual property. Record360’s mobile digital forms and asset condition management software allow companies to save time and cost, reduce damage disputes, and improve customer relationships through increased transparency. The United States Patent and Trademark Office recently issued Patent 14/937,763 for the feature called “Dynamically Configurable Workflow in a Mobile Environment.” Founded in 2013 and based in Seattle, Record360 offers a mobile platform that provides customers with the ability to use customized workflows for different business segments, asset types, or transaction types. “We are pleased to strengthen our intellectual property protection with the issuance of this patent for our dynamically configured workflows, a feature that differentiates our product and our customers love,” says CEO JesseBuckingham. “Record360 will continue building on its industry-leading technology with continued investment in product and intellectual property.” For more information, visit www.forconstructionpros.com/21040957

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1/21/19 9:55 AM

VERMEER SOUTHEAST DEALERSHIP OFFERS

EMPLOYEE STOCK INCENTIVES Vermeer Southeast, a full-service construction equipment dealer with locations in Florida, Georgia and Alabama, is now 100 percent employee owned through an employee stock ownership plan (ESOP). Vermeer Southeast leadership will remain under the direction of former owners Kris Den Besten, Todd VerSteeg and Jim Dees. “For more than 50 years Vermeer Southeast employees have shown their commitment to serving and caring for our customers,” said Den Besten. “We are excited to take this step forward in establishing the ESOP structure, which will benefit our employees who work hard every day to take care of our customers.” Research shows that an employee ownership structure creates a positive work environment as employees all work towards a common goal. In the upcoming months, Vermeer Southeast employees will learn more about the new ESOP structure. “Our core values rooted in biblical principles will propel us forward as we continue working toward a common goal of providing excellent customer service and growing our company into the future,” said Den Besten. The combination of committed employees, excellent leadership and a fresh employee-owned plan is sure to be a recipe for success and outstanding customer satisfaction at Vermeer Southeast.

TVH is ready for The ARA Show in California! Come see us at Booth #5705.

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INDUSTRY UPDATE

JLG CELEBRATES

50 YEARS SINCE INTRODUCING WORLD’S FIRST BOOM LIFT boom lift, commonly known as JLG 1.

JLG founder John L. Grove.

JLG Industries Inc. officially kicked off its year-long 50th anniversary celebration, marking a half-century since its founder spearheaded the access industry with the introduction of the world’s first

On January 9, 1969, John L. Grove rallied a small group of people around one big idea — create a safer way to work at height. This seed idea came to life with the introduction of the first aerial work platform. Grove’s passion for safety and his pioneering spirit continue to be carried out today by more than 6,000 JLG employees around the world. “Fifty years is a remarkable milestone for both JLG and the access industry,”

said Frank Nerenhausen, JLG president. “Our founder not only started a company, but an entire industry. This is a key point of differentiation for the JLG brand. We continue to build on this legacy through continuous development of products, services and technology that advance safety for work at height.” “For more than 2,000 years, people used inefficient and dangerous methods to access work areas,” said Guru Bandekar, JLG vice president of global product management and development. “So, when you think that a mere halfcentury ago no one had invented a way to safely elevate people on job sites, one realizes how remarkable John L. Grove’s advancement was. His accomplishment gives all JLG employees a tremendous sense of pride.” For more information, visit www.forconstructionpros.com/21040388

Power Up Your Rental Fleet AND YOUR PROFITS AT HALF THE COST OF A 185 CFM TOW-BEHIND, Vanair’s Viper has all the ™

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1/21/19 9:55 AM

AMERICAN RENTAL ASSOCIATION

NEW STRATEGIC PLAN FOCUSED ON FIVE MAJOR AREAS To better support the success of its members and advance the equipment and event rental industry, the American Rental Association (ARA) has released a new industry-wide strategic plan that will drive program initiatives over the next three years. This is the first revision to ARA’s strategic plan in more than a decade. “As the industry continues to grow and change, so do the needs of the members we serve. After nearly two years of research and compiling data, the five key areas where the association can make a significant impact have been identified for inclusion in the strategic plan,” says Tony Conant, ARA CEO. The result is a simple, straightforward plan that communicates with clarity the purpose, focus areas and values that will drive ARA into the future: ■■ EDUCATION: Position ARA as the primary source for education and training in the equipment and event rental industry.

■■ INDUSTRY WORKFORCE: Raise awareness of careers in rental and ensure a qualified and sustainable workforce for rental business owners. ■■ TECHNOLOGY: Encourage rental business owners to effectively use technology to increase operational performance. ■■ MARKET INTELLIGENCE: Provide industry metrics, forecasting resources and market intelligence tools for the industry. ■■ CONSUMER AWARENESS: Promote the value proposition of equipment and event rental so that consumers think of rental first. ARA president, Kevin Hoffman, says “ARA’s volunteer leadership changes each year and without a multi-year strategy, the direction of the association and its priorities could change frequently. This consistent plan allows staff to advance the priorities set by the membership through board representation.” For more information, visit www.forconstructionpros.com/21040381

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INDUSTRY UPDATE

Takeuchi Financial Services

CELEBRATES 10 YEARS

Helping Customers Acquire Equipment Takeuchi-US, an innovative global leader in compact equipment, is celebrating 10 years with Takeuchi Financial Services (TFS), a program associated with Bank of the West. Established in 2008, the private-label finance program has helped thousands of Takeuchi customers acquire their equipment with creative and affordable finance programs. The program makes it easy for businesses to acquire new Takeuchi compact track loaders or compact excavators. Additionally, the financial professionals at TFS understand the industry and the

equipment essential to positioning companies for future growth. “Working with TFS has been a win-win,” said Clay Eubanks, president of TakeuchiUS. “Not only have we been able to provide customers the machines they depend on, but we can also offer them competitive financing options. TFS has a caring and dedicated staff, and we look forward to our continued collaboration for years to come.”

This milestone has helped build Bank of the West’s Equipment Finance Division as a leader in vendor finance programs. “We’ve had a fantastic relationship with Takeuchi from the start with its topof-the-line product and the company’s professionalism,” said James Elwood, managing director at Bank of the West. “It has been a pleasure working with their organization over the past decade, and we look forward to continuing to build on the successes of the program.”

“TFS has a caring and dedicated staff, and we look forward to our continued collaboration for years to come.”

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CUSTOM EQUIPMENT CELEBRATES MANUFACTURING OF 10,000TH HY-BRID LIFT Custom Equipment LLC announces production of its 10,000th Hy-Brid Lift. Custom Equipment has become a global provider of lightweight low-level scissor lifts. The compact size and low floor loading pressures of Hy-Brid Lifts make them an optimal rental choice for plumbers, painters, drywallers, ceiling tile installers and many others. Rental company Lift Works, Inc. purchased the 10,000th Hy-Brid Lift, and was also the company that purchased first HB-1030 Hy-Brid lift in 2004. Custom Equipment was started in 1981 by Steve and Lynn Kissinger in West Bend, WI, when they realized an industry need for a versatile lightweight scissor lift. In 2004, the company

designed and started manufacturing the HB-1030 Hy-Brid Lift, a low-level scissor lift with a working height of up to 16 ft. Lift Works, Inc., a rental company offering big business services with family-run business sensibilities, recognized the potential of the HB-1030 and bought the first one. The original is still in its fleet nearly 15 years later. Lift Works also purchased the 10,000th Hy-Brid Lift – a HB-1430, the model that has become Custom Equipment’s most popular scissor lift. This all-purpose lightweight lift has a working height of up to 20 ft. and allows for use on delicate surfaces. “I’m extremely proud of our growth,” said Steve Kissinger, Custom Equipment founder. For more information, visit www.forconstructionpros.com/21039448

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The VF-Venieri line includes loader and backhoe loaders. Every machine offers higher Electric / Diesel / Hybrid breakout force, compact footprint, increased visibility, and more versatility. Loaded with safety and standard features.

Contact its exclusive distributor Applied Machinery Sales for dealer opportunities. See the full line at ams-venieri.com. 803-327-4949 / info@appliedmach.com

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INDUSTRY UPDATE

Morbark Adds Mulcher Attachment Line with DENIS CIMAF Acquisition Morbark, LLC, announced it completed the acquisition of DENIS CIMAF, Inc., based in Roxton Falls, Québec. This transaction represents the company’s second acquisition since private equity firm Stellex Capital Management LP acquired Morbark in 2016. The acquisition of Rayco Manufacturing in October 2017, brought a lineup of innovative equipment into the Morbark family across multiple product categories. In

particular, Rayco stump cutters, aerial trimmers, forestry mulchers and crawler trucks. The purchase of DENIS CIMAF is another step in the Company’s strategic focus on broadening the range of tree care and industrial equipment, aftermarket parts, and service offered to their customers. Founded by Laurent Denis and his wife, Monique Vaillancourt, in 1998, DENIS CIMAF specializes in the development of high-performance

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brushcutter-mulcher attachments for excavators, skid steers, forestry tractors, graders and other types of heavy equipment. The company manufactures three main lines of products: ■■ DAH series, industrial mulcher attachments for excavators ■■ DAF series, attachments for skid steers and other dedicated carriers ■■ EWF series, dedicated hydraulic power packs “The DENIS CIMAF team and I are extremely excited to be joining the Morbark family,” said Benjamin Denis, the newly appointed General Manager of DENIS CIMAF. “Being part of the Morbark family will enable us to continue to grow the business farther and faster.” For more information, visit www.forconstructionpros.com/21039614

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UNITED RENTALS SHOOTS FOR 15% REVENUE INCREASE IN 2019 TO $9.15B United Rentals Inc. held its biennial Investor Day in New York City on December 11, 2018, to provide an in-depth look at a range of key initiatives. The event, hosted by senior leadership for members of the investment community, focused on the company’s strategic vision, sustainable competitive advantages and emphasis on long-term value maximization. The outlook for 2019 forecasts $9.15 billion in total revenue. The company reaffirmed its 2018 financial guidance and announced full year financial guidance for 2019: Michael Kneeland, chief executive officer of United Rentals, says, “We’re continuing to position the company for enduring success by balancing growth, margins, returns and free cash flow. Differentiation is a critical element of our strategy – our business is firmly grounded in sustainable competitive advantages that we believe will benefit our shareholders in any environment.”

Kneeland continues, “Our 2019 guidance reflects the healthy momentum we see going into year-end and our confidence that positive conditions will prevail in the coming year. Our five 2018 acquisitions have been successfully integrated, increasing the tailwinds in our gen-rent and specialty segments. We look forward to reporting our fourth quarter results on January 23.” Additionally, the company announced that it will resume its $1.25 billion share repurchase program this month. The program was initiated in July 2018, with approximately $210 million of shares purchased through September 30, 2018. The Company subsequently paused the program on November 1, 2018 to focus on the integration of the BlueLine acquisition. The company intends to complete the program by the end of 2019.

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ADVERTISER’S INDEX ADVERTISER

PAGE

Abbott Rubber Company....................112 Alliance North America.........................39 Allied Construction Products................84 American Honda Motor Co...................65 Ammann America..................................94 Applied Machinery Sales.....................109 Barreto Manufacturing Inc.....................7 Bobcat.....................................................17 Boss Industries, LLC................................85 Brunner & Lay, Inc..................................68 CK Power................................................77 CNH - Case Corporation........................51 Compact Excavator Sales.......................73 Cummins Engine Company Inc.............21 Curry Supply Company........................107 Custom Equipment, LLC........................53 DEUTZ Americas.....................................49 Ditch Witch.............................................25 Dynapac North America........................37 EDCO Equipment Development Co...103 Electric Eel..............................................62 Epiroc......................................................83 Essex Silverline.....................................113 E-Z Trench...............................................76 Forever-ODM Inc..................................108

ADVERTISER

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GEICO....................................................101 Generac Power Systems..................27, 93 General Pipe Cleaners......................10-11 Ground Hog...........................................38 Hatz Diesel Of America, Inc..................55 Haulotte US Inc......................................89 Hyundai Construction Equipment Americas Inc...........................................43 IPAF Int’l - Powered Access Federation.57 Jenny Products, Inc................................91 JLG Industries Inc..............................58-59 Kaeser Compressors...............................56 Karcher North America.........................61 Kobelco Construction Machinery.........75 Kohler Company................................2, 13 Kubota Tractor Corporation.................67 L.B. White...............................................88 LBX Company LLC..................................81 Little Beaver Inc.....................................97 Manitou North America, LLC..............116 Memoparts.............................................80 Orion Software......................................98 Oztec Industries Inc.................................5 Power Pusher, Division of Nu-Star, Inc.....96 Precision Components...........................45

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ROEDA..................................................112 Rotary Corp..........................................111 Scania USA..............................................79 Skyjack Inc..............................................71 Snorkel....................................................41 Sotcher Measurement Inc...................110 Sullair....................................................102 Sullivan-Palatek......................................69 Takeuchi Manufacturing Co.................35 Terex USA...............................................23 Tippmann Industrial Products...............63 Towmaster, Inc.......................................99 Trackunit.................................................33 Trask-Decrow Machinery.....................112 Trojan Battery........................................78 TVH Parts Co.........................................105 Uline......................................................111 UP Equip.................................................90 Vanair Manufacturing Company........106 Volvo Construction Equipment............15 Wacker Neuson Corporation................47 Weber Machine (USA) Inc...................110 Western Global......................................31 Windy Ridge Corporation...................112 ZTR Control Systems..............................95

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EYE ON RENTAL // B y

Dick Detmer

BY DICK DETMER

Resolve for Greater Efficiency at Your Rental Business This Year Proper business planning can help take your company to the next level of success

t’s necessary to prepare appropriately in order to achieve the level of success you want from your substantial time and financial investments. With that in mind, I firmly believe in making business planning a top priority.

Work toward maximum efficiency When business is booming and the economy is seemingly strong, even those who haven’t planned properly seem to do very well. I believe, however, that we’re entering a period of time when proper planners will be rewarded handsomely and those who don’t plan will be punished. The uncertainties related to the late stages of an economic cycle, increasing competition and the actions of our political leaders are creating both concerns and opportunities for rental companies. Also, sloppy business practices and the lack of proper planning are financially wasteful, and squander far too much of one’s energy. I highly recommend thinking of your resolution as a commitment to becoming efficient in all aspects of your business, including marketing, facility expansion, staff training and retention, equipment purchasing, and financials.

Reduce recurring hassles Some of the hassles associated with rental businesses can’t be helped but some of these frustrations can be corrected or reduced with the

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right efficiency planning and formal structure. One of your most important initiatives this year should be to have a comprehensive strategic plan that includes a vast array of very specific steps the company has vowed to take in order to accomplish these things. Too much “winging it” can cause enormous problems and can make your business only marginally profitable. There are so many different ways to strengthen your company through more structured planning. Of course, the ones best suited to your particular needs depend on a wide variety of factors – but here are a couple of examples of plain, good business preparation that would be a universally good match for any rental business. One is having an individualized training approach for key staff. It’s likely your employees need more structured preparation than they’re currently receiving. Serious, formal manager training in areas such as organization and leadership for the future is an indispensable ingredient for growing revenue, for enhancing efficiency and for ending up with significant gains to the bottom line. Another education-related example is the preparation of your entire staff to really excel in the areas of customer relationship building, rental salesmanship and becoming much more efficient.

The process of better planning and getting truly organized begins with an outside expert to help with an objective review of the company, practices, personnel, etc. Rental business operators who have enlisted an outside professional can tell you it’s a difficult first step when in the do-ityourself mindset, but calling on the added experience and perspective of someone outside the day-to-day business can be immensely valuable. It’s important to the health, growth and future viability of your business to have a more formal, structured way of operating the business. I highly recommend you don’t head down the status quo path. Some are happy with the way things are, but I know that all of you who read this publication are looking for ideas to improve.

The sooner, the better Planning has always been beneficial but is considerably more important now than any time in the past few years. The sooner you start the process of serious business efficiency planning, the sooner you can rid yourself of the many unproductive hassles you and your company face. Again, there’s far too much mental, emotional and financial energy wasted by some challenges rental business owners are presently up against. Make it a permanent resolution to transform your company into a more efficient, smoother-running, less stressful and more recession-resistant rental business.

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

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