NEW PRODUCTS See what leading suppliers have to offer right now Page 19
PRODUCT NEWS INSIGHT ■
■
EQUIPMENT CONDITION REPORTING And why it’s so
TODAY’S TELEHANDLERS
BUILT FOR EVERY STAGE OF THE JOB Page 38
April/May2016
important Page 66
2016 AERIALI INDUSTRY REPORTI
FACING THE REPLACEMENT PHENOMEMON Page 22
WHAT SMALL RENTAL COMPANIES NEED TO KNOW About Equipment Acquisition and Fleet Management Page 32
Find the latest news at ForConstructionPros.com/RENTAL
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VOLUME 38 ISSUE 3
APRIL/MAY 2016
54 DIY/LIGHT EQUIPMENT Take Advantage of the Changing Landscape of Turf Equipment Recent innovations are making today’s equipment smaller, lighter, faster and easier to use.
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FACING THE REPLACEMENT PHENOMENON
IN EVERY ISSUE
2016 Aerial Industry Report
6 E verybody’s Business
A predicted slowing of fleet expansion results in a cooler forecast for the U.S. AWP market this year.
FInd out what saxophones have to do with AWP safety.
8 Manager’s Digest Market information to give you the insight you need to run your business.
46 TODAY’S TELEHANDERS
38 CONSTRUCTION SUPPORT EQUIPMENT Built for Buckets & Beyond
50 SPECIAL REPORT: ENGINES
Product Roundup
Attachments let telehandlers do more than lift and place materials.
14 Market Watch
A selection of models available to the rental market.
The latest product introductions from leading suppliers.
Look for engines with simple operation and maintenance to minimize downtime.
60 Industry Update
Fleet Management Randy Truckenbrodt, AWP industry expert and president of U.S. Markets discusses the current business environment and stategies for success.
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18 New Products
Features to Help Keep Rental Equipment Out of the Shop
WHAT SMALL RENTAL COMPANIES NEED TO KNOW ABOUT EQUIPMENT ACQUISITION
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Rental companies around the country weigh in on their approach to safety.
A roundup of recent news and happenings in the rental market.
66 Eye on Rental Dick Detmer explains why equipment condition reporting is so important to your business.
APRIL/MAY 2016
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CONTENTS
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ANYTIME. ANYWHERE. ANY DEVICE.
BUYERS GUIDE
New Products and More ForConstructionPros.com/RENTAL features the industry’s most comprehensive guide to construction-related products and equipment. Visit ForConstructionPros.com/RENTAL and click on the Buyers Guide for the most up-to-date list of what today’s leading manufacturers have to offer. www.ForConstructionPros.com/RENTAL
Visit ForConstructionPros.com/RENTAL
Designed With You in Mind It’s easier than ever to find the industry news and information you need to run your equipment rental business. Just point your browser to ForConstructionPros.com/RENTAL, and scroll for the latest reports. Whether you’re using your desktop, laptop, tablet or smartphone, you get the same simpleto-navigate experience, only faster than ever before. Visit ForConstructionPros.com/RENTAL today. www.ForConstructionPros.com/RENTAL
SOCIAL MEDIA
‘Like’ Rental? Check out our Facebook page and join our online community. Leave a comment, post some news and photos, or just catch up on the latest happenings in the world of equipment rental. www.Facebook.com/RentalMagazine
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INDUSTRY NEWS
Rental and Construction Market Updates ForConstructionPros.com/RENTAL offers all the latest information pertaining to the topics that matter most to your business. Look here daily for the news and information you need most. And don’t miss our weekly eNewsletter, RentalWATCH, for a digest of the week’s reports. To subscribe, go to ForConstructionPros.com/Register.
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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When NO!...is a good thing. Skyjack has consistently approached the issue of emission compliance with the knowledge that rental rates don’t just go up with emissions standards cost increases. The all new Skyjack TH range is engineered to require NO diesel particulate filter (DPF), NO diesel exhaust fluid (DEF), NO additional engine and exhaust sensors, NO complicated engine programming and computer logic, NO selective catalytic reduction (SCR) and NO other active exhaust after treatment on standard engines for Tier IV Final. Simple, Serviceable, Reliable‌.Skyjack
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EVERYBODY’S BUSINESS ™
B y J e n ny L e s c o h i e r, e d i t o r
Safety and Saxophones Here’s how a single approach can result in beautiful music as well as safety on the job
W
hat does a saxophone have to do with safety? Quite a lot, it turns out, if you look at it the right way. That was the message put forth by Jeremy Fish, managing director of Nationwide Platforms, a division of UK-based rental firm Lavendon, to an audience of about 300 at the IPAF Summit on March 17 in Madrid, Spain. Fish mystified and charmed his audience when he began his “talk” by playing a professional jazz interlude on his saxophone. Upon finishing his performance, which was amazing, I might add, he went on to illustrate how discipline, commitment and passion – principles that apply to music – should be applied to safety as well. Safety protects revenues, Fish explained, citing cases of how UK companies have coughed up a total of £82 million in fines for safety breaches over the last five years, with several companies eventually ceasing to trade. “What do you do to avoid compromising safety if you have to economize? Whatever it takes,” was his advice. “You don’t have to focus on equipment to be safe; you can focus on behavior. Safe behavior doesn’t involve cost. Speak up when you witness something dangerous. Question, take ownership, share incidents and near-misses.” The bottom line is safe companies are successful and profitable companies with healthy employees, but for that to
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PRODUCT NEWS INSIGHT ■
■
www.ForConstructionPros.com/RENTAL Published by AC Business Media Inc. 201 N. Main Street Fort Atkinson, WI 53538 (800) 538-5544 www.ACBusinessMedia.com
Publication Staff Publisher Eric Servais eservais@ACBusinessMedia.com Editor Jenny Lescohier jlescohier@ACBusinessMedia.com Columnist
Dick Detmer
Ad Production Manager
Cindy Rusch
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Kayla Brown
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ForConstructionPros.com Digital Operations Manager Nick Raether nraether@ACBusinessMedia.com
With enough
discipline, commitment and passion, anything is possible. become a reality, it requires more than just talk. Fish noted that more member companies should be reporting accidents involving aerial work platforms at IPAF’s incident database (www.ipaf. org/incident). According to Fish, learning to make safety the top priority is just like practicing the saxophone. With enough discipline, commitment and passion, anything is possible (although I would argue that in the case of saxophones, some innate talent helps a lot too). ■
Digital Sales Manager Monique Terrazas mterrazas@ACBusinessMedia.com Editor Larry Stewart lstewart@ACBusinessMedia.com Managing Editor Kimberly Hegeman khegeman@ACBusinessMedia.com Change of Address & Subscriptions — PO Box 3605, Northbrook, IL 60065-3605, Phone: (877) 201-3915 Fax: 800-543-5055 • circ.rpnmag@omeda.com List Rental — Elizabeth Jackson, Account Executive, Merit Direct LLC, Phone: (847) 492-1350 ext. 18 Fax: (847) 492-0085 • ejackson@meritdirect.com Reprints — Erica Finger, efinger@ACBusinessMedia.com
AC Business Media Inc. Chairman President and CEO Executive Vice President CFO VP Content VP Marketing
Anil Narang Carl Wistreich Kris Flitcroft JoAnn Breuchel Greg Udelhofen Debbie George
Published and copyrighted 2016 by AC Business Media Inc. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording or any information storage or retrieval system, without written permission from the publisher. SUBSCRIPTION POLICY: Individual subscriptions are available without charge in the U.S. to rental centers, equipment distributors, and other businesses with rental departments. To subscribe please visit www.ForConstructionPros.com. Publisher reserves the right to reject nonqualified subscribers. 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 2375-9925,Print | ISSN 2471-7657, online | USPS 686-370) is published seven times per year: January/February, March, April/May, June/ July, August/September, October/November and December by AC Business Media, 201 N. Main Street, Fort Atkinson, WI 53538. Periodicals postage paid at Fort Atkinson, WI and additional entry offices. POSTMASTER: Please send change of address to Rental, PO Box 3605, Northbrook, IL 600653605. Printed in the USA. Canada Post PM40612608. Return Undeliverable Canadian Addresses to: RENTAL, PO Box 25542, London, ON N6C 6B2. Vol. 38, Issue 3, April/May 2016
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TRENCHERS
WE’VE GOT YOU COVERED. No matter the size, no matter the application, Barreto as the answers to your trenching needs. Just like our world-class tillers, Barreto trenchers are built to meet the demands of the rental market with all-hydraulic power and low maintenance designs.
20RTK/23RTK The new RTK Stand-On Track Trencher from Barreto features a fixed platform and unique fine tuning control adjustment that uses rod linkage instead of cables. The new Adjustable Trenching Control (ATC) can be placed into position to modify the trenching speed of the tracks individually while on the go. Individual track controls can be adjusted separately during operation allowing the operator to keep their trench straight when working on uneven terrain.
20TKD/23TKD The all-new TKD walk-behind track trencher from Barreto features a detachable front end, giving the operator the ability to use optional proprietary attachments. The unique quick attach system allows removal of the front-end attachment without the use of tools. The 241 square inches of track footprint on each side of the machine give outstanding traction and stability in difficult soil conditions. The TKD utilizes the new ATC system which uses rod linkage instead of cables.
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MANAGER’S DIGEST
EquipmentWatch Measures STRONG RENTALRATE INCREASES in Fourth Quarter Construction equipment rental rates measured by EquipmentWatch increased across the board in the fourth quarter of 2015. The EquipmentWatch study analyzed more than 41,000 rates with a study of more than 100 rental companies covering more than 100 equipment types. Among the ten highest-volume machine categories studied: • Rates on hydraulic excavators jumped the most – 13.4% to an average weekly rate of $2,464 • Rates on electric self-propelled scissor lifts rose 10.1% to an average weekly rate of $449 • Single-drum vibratory rollers rose 6.0% to an average weekly rate of $1,503 • The only rate decrease was in skid steer loaders – slipping 0.7% to $855 per week Despite skid steers’ Q4 slip, the category’s rates have trended upward, increasing 8.9% over the past three quarters.
Average weekly rental rate for the top five small- to medium-sized equipment subtypes is trending upwards over the past three quarters, although compact track loaders have remained relatively level through the last quarters with only a minor overall increase of 1.2%. The top five medium to large sized equipment subtypes showed more volatility over the last three quarters than the smaller subtypes. Telescoping-boom rough-terrain forklifts (telehandlers) increased the most ($1071 to $1304), rising over 20% since Q2. Average rates for several types of equipment, including hydraulic excavators, single-drum vibratory rollers, and crawler dozers declined in Q3 only to rise again in Q4. EquipmentWatch calculates average retail rental rates by equipment type for the entire United States based on advertised, not invoiced, rates. They’re rates that were publically advertised online or which were obtained through data partnerships with rental houses.
GLOBAL CONSTRUCTION INDUSTRY TO GROW TO $10 TRILLION BY 2020
→
The global construction industry is gradually regaining strength, having endured a prolonged period of sluggishness in the wake of the global financial crisis, according to a new study from Timetric’s Construction Intelligence Center (CIC). In real value terms*, the global industry is expected to have reached US$8.5 trillion in 2015, up from US$7.5 trillion in 2010. Over the forecast period (2016-2020) the pace of expansion will accelerate to an annual average of 3.4%, with the industry reaching a value of US$10.0 trillion in 2020.
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The emerging world will continue to outperform the advanced economies, but the pace of growth in the former will ease to an annual average of 4.2% over the forecast period from 5.2% during the review period (2011-2015). In 2010, emerging markets accounted for 43.9% of global output, a share that is anticipated to rise to 51.9% by 2020. However, it is the recovery in many of the major advanced economies that will push up the pace of global construction output over the next five years, with the annual rate of expansion in the advanced economies accelerating from an average of 0.1% during the review period to 2.5% over the forecast period.
Asia-Pacific will continue to account for the largest share of the global construction industry, given it includes the large markets of China, Japan and India. However, the pace of growth will slow, given the relative sluggishness in China’s construction industry, the expansion of which will be undermined by the glut of new residential property. The emerging markets of Southeast Asia will invest heavily in new infrastructure projects, supported by private investment. Construction industries in most Western European countries are recovering, but on the whole, output in real terms will remain below the pre-crisis highs. Ongoing troubles in the eurozone and the Russia-Ukraine crisis mean that investor confidence is still fragile. Germany’s construction industry will remain slowmoving, hampered by weak investor confidence and the government’s focus on austerity. To read the full report, visit www.forconstructionpros. com/news/12191293/
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MANAGER’S DIGEST
PRIVATE RESIDENTIAL CONSTRUCTION
SPENDING CONTINUES STEADY GROWTH Private residential construction spending reached the highest rate since November 2007. National Association of Home Builders (NAHB) analysis of Census Construction Spending data shows that total private residential construction spending for February increased to a seasonally adjusted annual rate of $448 billion, up by 0.9% over January’s revised estimate. Meanwhile the nonresidential construction spending slipped 1.4% after a huge increase in January.
Within the private residential construction spending, single-family spending stood at $235 billion, up by 1.2% from last January estimate and 10.6% higher annually. Multifamily spending continued its strong growth and reached $59.7 billion, exceeding the January record of $59.2 billion. This was a 24.2% increase from the February 2015 estimate. Private construction spending on home improvements rose slightly to a seasonally adjusted annual rate of $153 billion. Year-over-year, this adds up to a steady 6% increase. The NAHB-constructed spending index highlights the record breaking gains by multifamily construction and steady growth in single-family construction spending. NAHB anticipates accelerating growth for single-family spending in 2016. The pace of total nonresidential construction spending retreated from a huge increase in the January estimate. It slipped down 1.4% on a monthly basis but was 10% higher than the February 2015 estimate. The largest contribution to this year-over-year nonresidential spending gain was made by the class of lodging (30% increase) followed by office (40% increase) and highway and street (25% increase).
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UNFILLED CONSTRUCTION
JOBS CONTINUE TO RISE The count of unfilled jobs in the overall construction sector reached a post-Great Recession high in February. According to the BLS Job Openings and Labor Turnover Survey (JOLTS) and National Association of Home Builders (NAHB) analysis, the number of open construction sector jobs (on a seasonally adjusted basis) increased to 193,000 in February from a downwardly revised estimate of 157,000 in January. The current estimate beat the previous cycle high of 177,000 unfilled positions set last May by 16,000 jobs and represents the highest monthly count of job openings since July 2007. The open position rate (job openings as a percent of total employment) for February was 2.8%, also a cycle high. On a three-month moving average basis, the open position rate for the construction sector increased to 2.3% for February. The overall trend for open construction jobs has been an increasing since the end of the Great Recession. This is consistent with survey data indicating that access to labor remains a top business challenge for builders. The construction sector hiring rate, as measured on a three-month moving average basis, dipped to 4.8%, although remaining near rates set in the spring of 2015. The quits rate for construction rose to 1.5% for February. Monthly employment data for March 2016 (the employment count data from the BLS establishment survey are published one month ahead of the JOLTS data) indicate that home builders and remodelers increased hiring on a seasonally adjusted basis in recent months. Total residential construction employment grew by 13,400 in March. Construction Employment Growing Faster in Coastal Regions The pace of hiring for the residential construction industry had been slowing over the course of 2015. With the recent acceleration however, the six-month average of monthly employment growth is now a robust 21,200. Residential construction employment now stands at 2.598 million, broken down as 717,700 builders and 1.88 million residential specialty trade contractors.
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No Boundaries
We’ll Keep Breaking The Boundaries. Where You Go After That Is Up To You. Whether you own one Aerial Work Platform machine or manage an entire fleet, battery performance matters. And when it comes to deep-cycle batteries, no one goes to the extremes of performance like Trojan. Our full line of deep-cycle flooded, AGM and gel batteries will take you to heights you never dreamed possible.
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MANAGER’S DIGEST
Construction Remains
ONE OF ECONOMY’S BRIGHT SPOTS
The U.S. construction industry added 37,000 net new jobs in March, according to an analysis of today’s U.S. Bureau of Labor Statistics release by Associated Builders and Contractors (ABC). On a year-over-year basis, construction employment expanded by 301,000 net new jobs, the industry’s largest annual increase since May 2015. The industry added 20,000 net new jobs in February (revised upward from 19,000) and 18,000 net new jobs in January. The nonresidential sector added 12,700 jobs on a monthly basis in March after adding only 1,300 net new positions in February (revised downward from 2,800). Nonresidential specialty trade contractors added 6,500 positions in March after losing jobs in the first two months of the year. Heavy and civil engineering employment added 11,200 net new jobs in March, the sector’s largest gain since January 2014, perhaps partially because recently passed federal highway legislation signals more work in the pipeline. “The headline job growth number tells us that construction remains one of the U.S. economy’s leading economic drivers,” said ABC’s Chief Economist Anirban Basu. “While the broader economic recovery remains in place, construction accounts for a disproportionate share of that recovery. However, demand for labor remains high, including in a number of key nonresidential construction segments. The construction industry unemployment rate remained unchanged at 8.7% in March, but remains almost a full percentage point lower than at the same time one year ago. The unemployment rate across all industries rose by a tenth of a percentage point in March and now stands at 5%. This slight uptick is largely attributable to the 396,000 people who entered the labor force in March, a positive indication for the durability of the expansion. • Nonresidential building construction employment expanded by 6,200 jobs in March and is up by 20,800 jobs or 2.9% on a year-over-year basis. • Residential building construction employment expanded by 1,800 jobs in March and is up by 30,800 jobs or 4.5% on a year-ago basis. • Nonresidential specialty trade contractors added 6,500 jobs for the month and employment in that category is up by 86,500 jobs or 3.8% from the same time one year ago. • Residential specialty trade contractors added 11,600 net new jobs in March and have added 135,200 jobs or 7.7% since March 2015. The heavy and civil engineering construction segment gained 11,200 jobs in March and is up by 27,500 positions or 3% on a year-over-year basis
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SINGLEFAMILY SURGE Lifts Total US Housing Starts 5.2% in February
Single-family housing starts in the U.S. surged 7.2% to beat economists’ projections with a 5.2% jump in total starts to a seasonally adjusted annual rate of 1.18 million units. Total starts reached their highest level in five months, but perhaps more importantly, single-family starts’ 822,000-unit pace was the highest since November 2007. Single-family starts soared in the West and Midwest, growing 24.8% and 18.6%, respectively. Single-family starts were unchanged from the January level in the South, and fell 12.5% in the Northeast. Multifamily starts rose 2.4% in February to a 341,000-unit annual rate. Total permits issued for housing projects fell 3.1% to an annual rate of 1.167 million units, with single-family permits holding virtually steady with January at 731,000 units and multifamily permits dropping 8.4% to a 436,000unit pace. The steepest drop in total housing permits was an 11.4% fall in the Midwest, even though singlefamily permits increased 8.9%. Permits increased a whopping 40.4% in the Northeast despite a 3.7% drop on the single-family side. The South saw a 4.4% drop in permits issued, and permits in the West fell 7.2%.
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P R O D U CT IV IT Y D O E SN ’T
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MARKET WATCH By Rod Dickens, contributing editor
WHAT’S YOUR APPROACH TO SAFETY?
FOR AN IN-DEPTH LOOK AT YOUR RESPONSIBILITIES FOR TRAINING AND FAMILIARIZATION, visit the International Powered Access Federation at www.ipaf.org or check out their statement of best practices at www.ipaf.org/en/publications/awp-operator-training
Rental businesses from around the country have varying perspectives on what it means to be safe SOUTH DAKOTA: TRAINING THE TRAINERS Bierschbach Equipment & Supply, headquartered in Sioux Falls, has four branch locations. At each location and headquarters, at least one individual has attended week-long aerial safety training at JLG Industries. Not only do individual customers benefit from this training, but stores offer this training to area companies, as well. In business since 1979, Bierschbach Equipment & Supply has approximately 230 aerials in its fleet, including 200 JLG models. They rent everything from scissor lifts all the way to 120-foot booms. “We take training and safety very seriously,” says company President Chad O’Donnell, “and it goes well beyond familiarizing customers with
aerial operation. With all our booms we include a harness and again there’s one individual at each store charged with inspecting them.” He continues, “In addition, our company holds six annual mandatory safety meetings for all employees where we present topics such as proper lifting, slip and trip hazards, and winter driving.” Training is one thing, executing is another. The company’s safety culture is embedded to the point where employees look out after one another. Adds O’Donnell, “If an employee spots someone operating a fork lift without a seat
“…our
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belt, he will remind him to buckle up.” Bierschbach Equipment & Supply covers the Upper Midwest. In addition to its Sioux Falls headquarters, it has another location in Rapid City. There’s a store in Sioux City, IA, and two in North Dakota, one in Fargo and another in Dickinson. “We’ve had a good 2015 and we’re looking forward to another good year in 2016,” reports O’Donnell. “Our agriculture is suffering a bit from low grain prices, but I think overall, business should be on par with last year.”
COLORADO: SAFETY IS ALWAYS A CONCERN Arapahoe Rental has four locations in Colorado at Loveland, Windsor, Johnstown, and Littleton. Among the four locations they rent two 36-foot and three 45-foot man lifts, some towable, others self-propelled. “Safety is always a concern no matter what piece of equipment you’re renting,” says Operations Manager Jed
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Small frames. Big profts. New, compact G-Series Skid Steers are ready to roll off your lot. They’re easily trailered behind a pickup; and choice of radial- or vertical-lift boom, excellent visibility, and narrow widths make them perfect for a variety of jobs. Their simple, durable design features proven Yanmar engines. And new footwell cleanouts plus a single, lockable compartment for all daily service checks enable fast make-readies for the next rental.
Visit your local John Deere dealer today and see why adding the G-Series to your feet will bring in big profts. Again. And Again.
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MARKET WATCH
Jaster. “Even though the man lifts are very easy to operate, we go over everything before they go out of the yard, including spending time with customers over operating procedures. “Manufacturers, of course, focus on safety so the lifts feature sensors and other devices that ensure operators cannot lift outriggers at the wrong time or operate the unit at too steep an angle. Still, it’s very important to make sure the customer not only understands how to operate the equipment but is comfortable doing so.” Jaster noted they also retail harnesses to customers for when they are necessary. For a complete explanation of fall protection requirements, visit www.ipaf.org/en/publications/ personal-fall-protection
OHIO: “WE WON’T RENT A SCISSOR LIFT TO JUST ANYONE” If you’ve ne ver op erate d an indoor scissor lift, don’t expect to walk in and rent one from Akron-based Gauer Rental. “We’re very picky about who we rent scissor lifts to,” says secretary/treasurer and part owner Mary Ford. “We won’t rent to just anyone. While we conduct familiarization training with customers on every rental unit, we don’t provide operator training that
OSHA requires. They actually have to sign off on this training. We also require a certificate of insurance and an open account.” In business since 1949, Gauer Rental specializes in the small to mid-size contractor market. The six to eight scissor lifts in its fleet are all designed for indoor use only. Fixing lights or working on a ceiling would be typical applications for them. The company is also picky about safety overall. It has a safety manual for employees and holds safety meetings throughout the year, more in the winter than during the busy summer season. “Meetings may highlight the operation of certain pieces of equipment or discuss general safety topics such as the importance of wearing eye protection and proper lifting techniques,” adds Ford. When asked about the year ahead for Gauer Rental, Ford is very optimistic, saying “it looks to be shaping up very nicely.”
LOUISIANA: STICKING TO THE BASICS... AND MORE
When it comes to aerial safety, Joey Pierce, owner of Gator Equipment Rentals in Houma, sticks to the basics. “We tell the customers to be aware of potential dangers such as power lines, to keep the machine on the level, and to wear a ”While harness. We’re a small local company s o with customers on every rental unit, we don’t offer safety videos we don’t provide operator training and such but we make sure that OSHA requires. They actually we cover the basics.” have to sign off on this training.”
we conduct familiarization training
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He adds, “The thing about safety is that every level of safety brings on another level. For example, if you offer safety harnesses, you also have to have them certified and then have someone at your store qualified to actually do the certification.” Gator Equipment Rentals has been in business 15 years and between two locations has a fleet of a dozen aerial work platforms. “Business is down right now,” says Pierce. “As the oil and gas industry goes, so goes our business and probably 99 percent of the businesses in the area.” He notes that the oil and gas industry is among the most safety oriented industries in the country and expects people working within the industry, including many of his customers, to be safe. The safety culture and awareness extends to his rental stores, as well. Twice a month on Thursday, the company holds safety meetings. Topics, Pierce notes, could be related to various equipment or focus on things like heat exhaustion. Some are conducted in house by the company’s HR person, others are outsourced. When it comes to developing a safety culture, he emphasized, whether it’s making customers or his employees more aware, you can give them the basics and even more than the basics, but the key is they have to execute.
WISCONSIN: “TOWABLE UNITS ARE A LITTLE SAFER” “We’ve always had a focus on aerial safety, but it wasn’t until we offered our first self-propelled aerial unit a few years ago that we became even more safety conscious,” says Tool Division Manager Greg Goke. “Towable units are a little safer whereas self-propelled aerials are more involved and operators are more likely to get themselves in difficult situations.”
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He continues, “Aerial safety is really a two step process for our team. On the front end, it’s qualifying the customer, finding out how they plan to use the equipment, encouraging them to do a site inspection and preparation prior to operation, and then going though its actual operation with them. “On the back end, it’s making sure the equipment is ready to go. We also include a harness at no fee with the rental unit, something many stores don’t do. Customers also receive an OSHA safety fact sheet and a link to an OSHA site about the safe operation of aerial equipment.” A to Z Rentall is family owned and started in business in 1954. The company has a tool and party division. The
tool division rents 15 aerials, including 15-, 19-, and 26-foot scissor lifts and 42- and 61-foot boom lifts. Most of the units are towable. Nearly half the eight people employed by the tool division, including Goke have received on-line training and certification for operating aerials. “We also hold
bi-annual safety training for employees where we focus on general safety procedures around the store,” he adds. “The focus would be anything from reminding employees that it’s the busy season with more store traffic and what procedures to follow in case of a tornado to having a refresher course on fire extinguisher operation, among other general safety topics.” ■
“We’ve always had a focus
on
aerial safety, but it wasn’t until we offered our first self-propelled aerial unit a few years ago that we became even more safety conscious.”
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Terex TC85 Compact Excavator The TC85 compact crawler excavator combines a short radius tail-swing and a Knickmatic boom offset that allows operators to dig alongside the machine’s own tracks. • Weighing 18,080 lbs., it boasts bucket capacities from 3.1 to 10.8 cu. ft., a dig depth of 14 ft. 10 in., a bucket digging force of 11,960 lbf. and a reach of 25 ft. 4 in. • Knickmatic boom provides a total articulation angle up to 120° and allows the machine to be moved to either side at full digging depth
JCB releases three new compact excavators with operating weights from 10,000 to 12,500 lbs. The 48Z-1 replaces the previous 8045Z; the 55Z-1, takes over from the 8055ZTS/RTS; and the 57C-1 is a completely new model. • 100% steel bodywork and sturdy, four-plate dipper arm construction • Available in conventional and zero tailswing configurations • Tier 4 Final, no-DPF engine from JCB by Kohler produces 48 hp and 225Nm gross torque • Nine power modes available, including Eco and H+ heavy digging modes • Redesigned digging end with a longer main boom and shorter dipper arm provides up to 5% greater dump height
JLG X770AJ Compact Crawler Boom The X770AJ has a working height of 84 ft., a redesigned platform with a 500-lb. unrestricted capacity and an upper boom with articulating jib that provide a 43-ft. horizontal reach. • Includes self-leveling outriggers and non-marking rubber tracks • Narrow chassis and narrow outrigger setting make it easy to fit through doorways and gates • Forklift pockets and dedicated lift hooks allow for easy transport • LCD panel communicates in full language rather than fault codes for faster troubleshooting • Available with lithium battery option
• 75-hp Deutz 2.9L Deutz diesel engine delivers 221 lb.-ft. of torque at 1,600 rpm and meets Tier 4 Final via a diesel oxidation catalyst (DOC), with no need for regeneration or diesel exhaust fluid (DEF) • Standard auto engine stop and optional auto engine idle for fuel savings • Dual-circuit hydraulics system with load-independent flow distribution (LUDV) allows all functions to be controlled simultaneously and independently • Spacious, ergonomic cab with high visibility, comfortable workstation with standard air conditioning and a premium seat option incorporating Terex Fingertip Controls • Comes with the Terex Smart Control intelligent operating system Search: 12188738
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• Fully bushed digging end enables 500-hour greasing intervals • Upgraded hydraulic system delivers up to 9% more bucket breakout force and 2% higher dipper arm breakout
Mustang 608/708 Articulating Loaders
• 57C-1 uses the same operator cab as the company’s larger 22,000-lb. machine, featuring an 18% increase in space and up to 11% more visibility
Mustang introduces two new articulating loaders, the Model 608 with four-post canapy or cab, and the Model 708 with canopy or cab.
• Display screen and control system include an automotive-style rotary dial to allow easy access to a host of systems and information • Optional hydraulic or manual quick hitches Search: 12171596
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• Full-turn tip capacities: Model 608 (4-Post) 4,917 lbs.; Model 608 (Cab) 5,244 lbs.; Model 708 (4-Post) 5,778 lbs.; Model 708 (Cab) 6,126 lbs. • Model 608 has lift height of 130.5”; Model 708 has lift height of 136.8” • 45-degree articulation Search: 12188415
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NEW PRODCUTS • NEW PRODCUTS • NEW PRODCUTS • NEW PRODCUTS • NEW PRODCUTS
Genie Boom Lift Platform Baskets Available globally in Q2 2016, new platform baskets offer three entry points on an 8-ft. basket for larger Genie boom lifts or two entry points on a 6-ft. basket for compact booms. • Side swing gate allows for walk-in access when operators are wearing a tool belt, carrying a tool box or needing to load materials in the platform • Sliding mid-rails engineered into the front and sides offer alternative entry and exit points to accommodate changing worksite conditions • Spacious, robust workspace with eight lanyard attachment points to give operators freedom to work anywhere on the platform • Includes all-steel construction and a platform floor that can be unbolted and replaced as needed • Can be used on any Genie boom that can be equipped with a 6-ft. or 8-ft. basket and compatible with most Genie accessories and options Search: 12182281
Mi-T-M Rotary Screw Air Compressor This single-stage gasoline rotary screw compressor features a Poly Chain belt drive system, ball valve controlled 3/4-in. outlet and high oil temperature shutdown.
EDCO HandHeld Saw Kaddy EDCO introduces the Hand-Held Saw Kaddy. This new accessory for the EDCO 16” Hand-Held saw gives this already versatile tool walk-behind saw capability. • On its own, the EDCO Hand-Held saw is ideal for production cutting of concrete, masonry, asphalt, stone, and metal; has flush cutting capabilities and creates window and door openings
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• Operators can now comfortably stand up while cutting horizontal lines using the Hand-Held Saw
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.
• 999cc Kohler OHV engine with electric start and low oil level shutdown • Engine and pump combination can produce 115 cfm at 100 psi • Pilot valve varies engine RPM based on air demand • Includes a 10 1/2-gal. aluminized steel fuel tank, powder-coated steel frame with roll cage, lifting hook, winch point, tie-down anchors and 15-in. pneumatic tires Search: 12182624
Toro Compact Utility Loader Attachments
Generac MLT6S Mobile Light Tower Family
Toro’s Dingo compact utility loader has over 30 attachments to provide unprecedented versatility to the entire Dingo product line.
The newest addition to Generac’s three-machine MLT6S mobile light tower family, the MLT6SMD, features durable, energy efficient LED lights and a variable ECOSpeed engine.
• Toro Quick Attach System allows operator to change out attachments in a matter of second
• Mitsubishi engine adjusts idle speed to match the lighting demand - 1,350 rpm for lighting only and 1,800 rpm for lighting plus 5kW clean power export - and will run up to 215 hours on a 43-gallon fuel tank
• Grapple rake
• All three of the MLT6S towers have 23-ft. masts, and set up in just one minute
• Vibratory plow
•
Power Zone Autolight Controller provides simple automatic start and stop selections, as well as dusk-to-dawn photo sensor operation and seven-day scheduled run periods. •
Up to 19 towers transport on a 53-ft. flatbed
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• Tree fork • Bore drive head • High-speed trencher • Stump grinder • High-torque auger power head (various sized augers) • Power box rake and more Search: 12190729
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NEW PRODCUTS • NEW PRODCUTS • NEW PRODCUTS • NEW PRODCUTS • NEW PRODCUTS
NEW
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Atlas Copco Hand-Held Hydraulic Breakers Demolish Downtime The LH 220, the LH 270, and the LH 390 are ideally suited for breaking down tough materials that demand a high power-to-weight ratio. For example, the LH 220 weighs 50 lbs. and has an impact rate of up to 1,900 beats per minute. • B reakers’ small bodies make them easy to maneuver and fit in the back of a vehicle • Oil flows ranging from 5 to 8 gpm
• Approximately 30 in. long • Working pressures from 1,523 psi to 1,813 psi Search: 12185842
Husqvarna PG 680 RC with Automated Oscillation Function Husqvarna presents a brand new remote-control floor grinder, the PG 680 RC with a unique automated oscillation function.
Chicago Pneumatic Launches Line of Diaphragm Pumps Chicago Pneumatic Construction Equipment (CP) has introduced a range of diaphragm pumps to include five different sizes. These new pumps are ideal for construction, rental, mining, and offshore, among other industries.
• Mimics manual operation movements for higher efficiency and greater productivity and consistency on the job • Fits through a standard door opening • Using a remote controlled grinder delivers increased productivity over manual grinders due to the fact the operator can correct hoses and power cord, move the dust collector, inspect the floor, and prepare the next set of tools - all while the machine is still running Search: 12186567
• Sizes include 1/2-, 1-, 1-1/2-, 2-, and 3-in. models
John Deere Extreme Duty Brush Cutter
• Three different housings, made up of aluminum, polypropylene (poly), and stainless steel.
The Extreme Duty Brush Cutter (RS72) is the latest addition to the lineup of Worksite Pro attachments and is optimized to work with select John Deere E-Series and D-Series skid steers, compact track loaders (CTLs) and most competitive models.
• Available diaphragms for the CP pumps include Neoprene, Buna, Viton, Teflon, and Santoprene. • Neoprene is a general-purpose diaphragm for use in non-aggressive applications such as water-based slurries, well water or seawater, with the ability to handle temperature ranges from zero to 200 degrees Fahrenheit. • Buna is for applications involving petroleum and oil-based fluids, and ranges from 10 to 180 degrees Fahrenheit. • Ideal for temperatures ranging from -40 to 350 degrees Fahrenheit, a Viton diaphragm is used for extremely hot temperatures, as well as aggressive fluids such as aromatic or chlorinated hydrocarbons and highly aggressive acids. Search: 12182320
• Able to cut heavy brush and trees up to 7 in. in diameter • Retractable forward shield moves up and away from larger trees and brush (4+ in. in diameter) to expose the entire cutting edge, protecting the operator from flying debris • Universal, self-cleaning Quik-Tatch easy attachment system Search: 12182327
Abbi Mobile Refuelers Western Global’s Abbi mobile refueler is a doublewalled trailer-mounted fuel storage tank certified for safe storage and transport of fuel under UL, ULC and UN approvals. • Secure, lockable equipment cabinet to enclose pumping and dispensing equipment • Direct access into the inner tank via access manway for cleaning and inspection • Mobile design with internal baffles for safe transportation Search: 12184970
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NEW PRODCUTS • NEW PRODCUTS • NEW PRODCUTS • NEW PRODCUTS • NEW PRODCUTS
MK Diamond TX-4 Wet Cutting Tile Saw MK Diamond’s TX-4 wet cutting tile saw is maintenance free, thanks to its innovative bellow system that shields the guide bar and bearing from dust and liquids. • Water distribution system provides controllable, even flow to both sides of blade • Detachable rear tray for water containment • Detachable side water tray slides with table • Large aluminum cutting table with non-slip rubber surface • Side extension table for support of larger materials • Depth of cut: 3.5 in.; 2 3/8 in. at 45 degrees
Airtow RS8-20 Trailer Airtow Trailers’ RS8-20 trailer is designed to carry smaller, lighter equipment with a 2,000-lb. capacity. • Deck remains level while raising and lowering with easy-crank hand winch system • 8.5-ft.-long, 4.5-ft.-wide deck • Axle-less rubber suspension system with progressive spring rate • Removable 2-in. by 6-in. pine deck planks Search: 12190267
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• Diagonally cut 18-in. materials • Length of cut: 24 in. • Blade rpm: 3,500 with a 10-in. blade capacity and 1-in. arbor Search: 12189982
Camso TLH 732 & TLH 753 Pneumatic Telehandler Tires Camso’s TLH 732 and TLH 753 pneumatic telehandler tires are made with advanced rubber compounds to increase wear life and resilience against blowouts and sidewall damage. • Directional tread pattern of TLH 732 provides agressive traction in soft soils • Non-directional tread patter of TLH 753 offers increased abrasion resistance on mixed and hard surfaces • Sidewall features enhanced impact guard that reverses traditional tire profile to deflect objects and debris from tire
The new Genie® Z™-60/37DC all electric boom lift has 4-wheel drive, and can climb 25% faster than typical diesel powered units. With up to 45% gradeability and all-terrain foam filled non-marking tires standard, you will be ready for anything – indoors or outdoors. WATCH NOW AT GENIELIFT.COM/Z60
• Optimized tread pattern for stable footing during lifting and moving Search: 12190294 © 2016 Terex Corporation. Terex and Genie are trademarks of Terex Corporations or its subsidiaries.
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AERIAL INDUSTRY REPORT • AERIAL INDUSTRY REPORT • AERIAL INDUSTRY REPORT
Facing the
REPLACEMENT P
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AERIAL INDUSTRY REPORT • AERIAL INDUSTRY REPORT • AERIAL INDUSTRY REPORT
2016 AERIAL INDUSTRY REPORT B y J e n ny L e s c o h i e r, e d i t o r
T PHENOMENON A predicted slowing of fleet expansion results in a cooler forecast for the U.S. AWP market this year
T
3% 4%
$8.917 mil.
$8.624 mil.
$8.292 mil.
2015
2016
2 017
AERIAL WORK PLATFORM RENTAL REVENUES
h e a e r i a l wor k pl at through the year. The sector is not quite Data from Ducker Worldwide for the International form (AWP) segment as robust as the rental market itself, Powered Access Federation (IPAF) of the U.S. rental induswhich is predicted to show 6.6-percent try remains healthy and growth in 2016, down slightly from much of this equipment was well suitgrowing in 2016 - thanks 2015 growth of 6.9 percent. ed to construction, so rental companies to continued, although modest, growth Slowing fleet expansion is evidenced that supply to both industries deferred in construction - but is expanding at a by reports from some of the largsome purchases of new equipment from slower pace from recent years due to est rental chains, which are reporting construction sites and redeployed existan expected cooling of fleet expansion plans for reduced capital expenditures ing assets from energy to construction. within the replacement cycle. for the year. United Rentals, for examIn short, reduction in rental penetration As we enter the active rental season ple, recently said it planned to spend reflects the slower rate at which rental of 2016, many industry stakeholders are less than half the CAPEX it spent in companies added fleet. using the phrase “cautious enthusiasm” last year’s first quarter and would evalOne of the key factors contributing to describe their sentiment regarding uate its plans for the year going forward. to slower fleet expansion is what some the way they see the year playing out. The American Rental Association are referring to as the “replacement “We see a lot of positive momentum reported in February that rental penphenomenon.” going on in non-residential construcetration actually decreased slightly in According to Frank Nerenhausen, tion and residential construction, but 2015 to 53 percent from 54 percent in president of JLG Industries, the then, we also hear from our “replacement phenomenon” is major customers a bit of caua result of 2009 and 2010 being tion,” says Corey Raymo, low years for the industry durcategory director for booms ing the Great Recession. “As we at JLG Industries. “They are move into this normal, average, in a bit of wait and see mode seven-year replacement cycle, and are cautiously optimistic you’re replacing a smaller batch at this point.” of machines that were purchased According to data from during that time. That’s what Ducker Worldwide for the Corey Raymo, category director for booms, JLG Industries we’re dealing with, that’s what International Powered Access we planned for, and that’s what Federation (IPAF), aerial work platform 2014. The ARA’s Rental Penetration we’re seeing play out.” rental revenues for 2016 are predicted Index measures the amount of actuStill, Nerenhausen says JLG is happy to be $8.624 million, showing growth al rented equipment active in the total with its growth. “We’re really encourof 4 percent over 2015 revenues which equipment fleet. IHS Global Insight aged by how we’ve left the first quarter came in at $8.292 million. In 2017, says the drop in the index in 2015 was - we’ve seen solid orders,” he says. “That the forecast shows AWP rental revebecause construction markets were gives us confidence that the year is playnues growing a bit more slowly at 3 hot, while energy markets were not. ing out to our expectations.” percent to reach $8.917 million, with Equipment required for shale oil exploHe adds, “We’re anticipating 2016 slow fleet expansion continuing at least ration was no longer in demand, but to be down from 2015, and not really
“They are in a bit of wait and see mode and are
cautiously optimistic at this point.”
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AERIAL INDUSTRY REPORT • AERIAL INDUSTRY REPORT • AERIAL INDUSTRY REPORT
because of fundamentals in the market or the health of the rental industry, but more so from a replacement demand standpoint. From a customer perspective, we continue to hear optimism about the market, maybe sometimes tempered optimism, but fundamentally, it looks like good, modest growth in the rental space.” Matt Fearon, president of Terex AWP, makers of Genie products, agrees. “In a recent earnings report, we said we’d be down 15 percent this year. That’s driven mostly by the North American market for Genie. But there are other global markets that are flat. The only two that are really rising are Europe and China. The North American market is starting to slow down... from a manufacturer’s perspective (that’s a key point). Part of it is because of the cyclical replacement of fleet. Rental companies are starting to replace those 2008, 2009 and 2010 populations of machines and they just don’t have a lot of them. They didn’t buy much during those years. And building their fleets back up from those years is what’s been driving the industry growth for the past few years, so we see that naturally coming down.” To Brad Boehler, president of Skyjack, it all still translates into growth. “My view is that while certain compaan impending ANSI standard change in nies will be replacing, we are essentially 2017 which could potentially drive purin a growth phase,” he says. “Looking at chasing at the latter end of the 2016. I the top rental companies globally, fleet would say the outlook is positive.” size is growing.” He adds, “US Construction (nonres) starts in January 2016 were up 13 percent over 2015 and Nor t h A m e r i c an rental utilization for the last quarBrad Boehler, president of Skyjack ter of 2015 showed scissors at 70.0 percent, telescopic booms at 70.4 percent, He continues, “In the first two articulating booms at 68.7 percent and months of the year we witnessed this telehandlers at 76.7 percent. Add to this positivity in market growth and while
“My view is that while certain companies will be replacing,
we are essentially in a growth phase.”
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January was a bit slower than expected, February more than made up for this.”
Construction holding its own Forecasts for construction have been generally positive for 2016, although like rental, somewhat tempered from earlier predictions. “Construction is still good. Look at the indicators, they’re still healthy,” says Fearon. “Residential and nonresidential construction forecasts are positive, but from a manufacturer’s perspective, we’re going to feel that dip. It is not 2009, I keep telling everybody that. This is a dip that we anticipated. We’ve been looking at our forecast models, knowing that it’s coming. In
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AERIAL INDUSTRY REPORT • AERIAL INDUSTRY REPORT • AERIAL INDUSTRY REPORT
2016 AERIAL INDUSTRY REPORT my opinion, the decline in oil prices in North America did throw a curve ball at the North American rental companies. They had to take that fleet out and move it around so their utilization dipped, and they’re really watching their metrics. As much as you’d love to have growth every year, I love it that the rental companies are paying such close attention to how their fleet is being utilized. The industry is still healthy. A lot of people want to overreact and say that it could be getting worse than it is. We’re not doom and gloom. We’ve been through the cycles before and we realize you can’t just sit back. You’ve got to make the move when you get into these little troughs. It’s not a major reset.” Nerenhausen agrees, noting that residential construction still has a lot of room for growth. “It’s made good recovery but it’s still not where I would consider it a healthy market, and nonres is doing well, and still has room to grow. Those basic fundamentals seem fairly positive for the future. That keeps us optimistic, but cautiously so.”
The oil and gas effect Oil and gas have certainly been the buzzwords for the past year, and the topic of how the recent slow down in North American drilling has affected the rental market is one everyone seems to enjoy delving into. “I think oil and gas has had an impact, but it’s more like a multiplier effect,” says John Garrison, CEO of Terex. “It wasn’t just the equipment at the well head that was affected. When you go out from the well head you see a lot of infrastructure, construction and a need for schools and hospitals that blossomed out
from the well head, or from the fracking site. The multiplier effect caught us a little off guard, and that’s now working its way through the system. Everybody’s adjusting to that. It was a very good market for a very long period of time. It came down abruptly and that’s hard, but we’re working our way through it, and so are our customers. I think it will stabilize. There’s also the other side of the equation... there’s got to be some benefit to gas being only $1.50 per gallon. It helps the rental industry. I think it’s going to help us all in the long run. It will take some time to generate back into the market. When will it transcend into buying habits? That’s the big question, but I think it will happen.” Boehler agrees. “Some commentators have portrayed oil prices as a cloud on the horizon. Personally I’m not sure it’s that simple. In certain areas there is no doubt this will have an impact on local economies. In those areas there may well be decreased rental demand, but oil industry facilities, even if wound down, will require maintenance. Further, this equipment is generally not oil patch specific and can be diverted to other markets. Nationally, I think that the oil issue will be at worst a wash and will likely even give some benefit as reduced fuel costs will decrease delivery overheads, and also drive consumer confidence and mega construction projects long term, hopefully improving rental revenue and margins. In time, that may lead to improved equipment demand for OEMs.”
“I think we’re reaching an
inflection point in the industry that’s going to bring more
adoption of hybrid products.” Raymo at JLG
Equipment trends When walking around The Rental Show, it was clear AWP manufacturers are focusing on hybrids and multi-fuel machines. “I think we’re reaching an inflection point in the industry that’s going to bring more adoption of hybrid
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products,” says Raymo at JLG. “There are regulations that drive it. construction sites that require noise-free machines, lowemission products, etc., and then there’s just the green impact. Customers are becoming more aware of the green impact.” He continues, “For as long as I can remember, purchase price has been the main negotiating point, but our customers are becoming a lot more aware of their costs from a total cost of ownership perspective. It’s not just acquisition; they’re thinking more and more about the service costs, warranty costs, the resale value, the uptime... all of that over the life of the product. They’re becoming more and more interested and aware that the purchase price is a much smaller component of the entire cost. That can drive design.” For its part, Skyjack is focusing on meeting the upcoming changes to ANSI standards for machine controls, which go into effect in 2017, and also on platform capacities, says Boehler, noting that there could be a need to increase these where possible. “The main reason is the increased demand for accessory products such as pipe racks, etc.,” he says. “The dual-capacity rating on our later boom products is witness to this. Skyjack has also launched its Accessoryzer brand with this in mind and I am sure we will see more in this area.”
Future predictions Where does the AWP market go from here? “Customer feedback and one or two significant players going through reorganization means there may well be a shift into calendar Q2, but again the sentiment is essentially positive,” Boehler says. “Secondly, the new ANSI standard mentioned earlier may potentially drive purchasing at the latter end of the 2016.” Nerenhausen adds, “Oil and gas is bearing down on the psychology of folks. But you talk to people in different end markets and the amount of construction work that’s going to open up in the next 60 to 90 days is big. And these are multi-year projects. You piece enough of those together and you get a sense of optimism for the next several years. It’s good to see that companies, our customers, are very good operators and the oil and gas impact, the redistribution, is largely behind them, which is good. So now, we’re just waiting for the construction season to see how the rest of the year plays out.” ■
“It’s good to see that companies,
our customers, are very good operators and the oil and
gas impact, the
redistribution, is
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largely behind them, which is good.”
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FLEET MANAGEMENT B y J e n ny L e s c o h i e r, e d i t o r
WHAT SMALL RENTAL COMPANIES NEED TO KNOW
About Equipment Acquisition and Fleet Management Randy Truckenbrodt, AWP industry expert and president of U.S. Markets discusses the current business environment and strategies for success
R
andy Truckenbrodt has been involved with the aerial lift industry since it was in its infancy, getting his start as a distributor for Genie Industries in the mid-1970s, even before the manufacturer offered powered access equipment. For nearly 25 years, he was a top sales agent for Genie. Today, Truckenbrodt leads U.S. Markets, a wholesale re-rental supplier of AWPs and telehandlers, as well as independent, regional equipment rental companies in Illinois, Indiana and Florida. In this exclusive interview with Rental, Truckebrodt discusses the current business environment and strategies for small rental owners to survive and thrive.
RENTAL: Given current predictions for 2016 construction trends, is now a good time for rental companies to be adding to their fleet? TRUCKENBRODT: Yes. ARA’s latest forecast is for stable growth in the rental industry, and the mood among rental owners at the February 2016 show in Atlanta was generally positive. We’re adding some new and some used equipment to our fleets, especially 85- to 180-foot boom lifts. While the drop in oil prices has depressed some new construction activity, the available used equipment represents a good opportunity for rental companies looking to pick up quality, low-hour and reconditioned machines for their fleets.
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The bigger negative impact on fleet acquisition and expansion, however, is current lending practices. After the most recent recession, access to capital has tightened up. Even if your company didn’t previously default on a loan, just by being part of the rental industry, you are immediately considered part of the leper colony. Likewise, getting financing through the OEMs can be difficult when you don’t necessarily know who the lending institution is behind the curtain.
RENTAL: Speaking of The Rental Show, each year manufacturers introduce new models and technology to the market. How can a small rental company evaluate those trends and stay competitive? And what caught your eye at the show? TRUCKENBRODT: We have a high sales component that is part of our revenue, which means that being a pioneer in the market is a key strategy for USM. We were the first rental company to receive the Genie SX-180, a 180-foot self-propelled boom lift, for example. Today we own more than 20 of these super booms. When a machine like this is introduced at the highest end of a product line, new markets and applications get exposed. According to OSHA standards (126.1431(a) http://us-markets.com/osha-personnel-platform/), if a dedicated tool exists for lifting personnel to those heights then
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FLEET MANAGEMENT
More important to a small company is having a quality sales force.
that becomes the preferred method over lifting people with a crane and basket. That’s opened new opportunities in stadium and bridge construction, for example. At the 2016 show, we saw several atrium lifts that interest us for our re-rental fleet. Re-rental of specialty equipment is a lower risk option for rental companies wanting to test their local market with something that may have a high acquisition cost or limited application. More important to a small company is having a quality sales force. It comes down to the tenacity of the sales department to understand your local customer needs. You have to be responsive to the customer. In this regard, wholesale rental offers an avenue for a smaller company to tap into cutting edge equipment. USM has depots dispersed around the country and if a specialty machine is available locally, that can be an affordable option for rentals lasting at least a month.
It comes down to the tenacity of the sales department to understand your local customer needs.
RENTAL: What are other benefits of re-rental and what role should that play in fleet planning? TRUCKENBRODT: USM’s re-rental fleet is a mix of specialty equipment and middle of the road aerials and telehandlers available in high volume. We are in the business of helping other companies grow their rental business and
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expand into new markets. Re-rental gives small companies access to longer term rents and access to bigger equipment they wouldn’t normally invest in. They can also project a bigger image in the marketplace. For a small company, that might mean renting an 80-foot boom lift for six months to allow them time to evaluate a purchase in that class. Or maybe a dealer has one 80-foot boom Finding time and staff to perform a 25- to 50-hour repair can be difficult for many rental businesses. Often, they don’t have the facilities, such as access to a paint shop, for a major refurb. In some metro areas where there is unionized labor, they cannot afford the labor to do some of this type of work. So sending the equipment away somewhere else, such as a re-rental operation, becomes more reasonable than trying to fix equipment in house. Below is the painting operation at U.S. Markets.
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lift available for rental, but doesn’t want to tie it up on a long rental. By renting a second machine from us, they are able to generate rental income for their regular daily, weekly monthly rental customers, while they work to build their fleet. As another example, we had a customer that had a specific project that required 20 one-person vertical lifts. It’s not a specialty product, but it was a category that they weren’t currently marketing. They were willing to commit to the machines for one year. By renting them, they could decide to put their capital expenditures elsewhere. At the end of the year, they could return them or sell them. So we acquired the vertical lifts for their use. In the end, they decided not to keep them. We were able to either find homes for them or sold them on the used market. Back to the lending and banking issue, we also help companies with startups. Without access to capital, it’s possible to launch a rental company from the ground up with re-rental.
significant success. They are more nimble than the big companies, and they understand things like utilization, maintenance costs, etc., more organically than larger companies. Because we’ve been left with this residual caution on the part of the banks, I think there is great opportunity for alter-
You can’t force feed equipment into a market when there isn’t demand for it. But if you are responsive to the customer,
small rental companies can have significant success.
RENTAL: Don’t you worry that you will fund a competitor who could dislodge you from a market? TRUCKENBRODT: No. The market is huge. It’s a viable, growing, and changing market. You can’t force feed equipment into a market when there isn’t demand for it. But if you are responsive to the customer, small rental companies can have
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native financing options. The amount of documentation and the methods used to compile the documentation takes way too long to get loan approval. We have experienced it taking five to six months. Even if they can get the credit, smaller companies don’t have the bandwidth to wait. Re-rental allows smaller companies to be more reactive to the opportunity. Demand for equipment is pretty immediate. You just don’t get six months advance notice to get the credit you need to buy the fleet you need to support the job. One other note of caution. When it comes time for credit renewals, banks can be slippery by changing the terms, often at the last minute. Small companies might assume they are getting the same deal, but the devil is in the details. Because it has become so difficult to do business with
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banks, they may end up killing their own golden goose. Re-rental enhances the situation; it helps companies grow their businesses faster than they ever could waiting on a response from the banks.
RENTAL: Are there other ways for small rental companies to outsource services in order to improve their responsiveness? TRUCKENBRODT: It’s not necessary for a rental company to be full-service if they can partner with other companies that may specialize in aspects of their business. Re-rental is just one aspect of what USM offers. Whether the rental company is big or small, we can provide maintenance or restore their equipment. We can sell them used equipment, or help them divest their own older units. We can help them rebalance their fleet with both new and used equipment. Finding skilled technicians remains a problem. The Association of Equipment Distributors recently released a study that estimates that U.S. heavy equipment distribution industry loses at least $2.4 billion each year as a result of inability to find and retain skilled technicians. Many companies don’t have idle labor. Finding time and staff to perform a 25 to 50 hour repair can be difficult. Or they might not have the facilities, such as access to a paint shop, for a major refurb. In some metro areas where there is unionized labor, they truly cannot afford the labor to do some of this type of work. So sending it away somewhere else becomes more reasonable than trying to fix equipment in house. Outsourcing those services allows rental companies to remain focused on their core business. Many rental companies are not oriented to selling used equipment. Like maintenance, the task becomes a distraction. And while OEMs will take used equipment on trade, they often won’t deal in small quantities, so it’s more difficult for a smaller rental company to re-balance their fleet without taking on the risk and exorbitant fees associated with the auctions. Instead, a company like ours is much more adaptable to the small dealer’s needs. One last example: A few years ago, we had 600 scissor lifts that we were ready to sell. We packaged them in units of five and sold them off to small rental houses to give them an opportunity to get into the aerial lift market. The reason we created this package is that you’re not really in a market with just one to two units. But with five, you can really explore the rental opportunity. Later they might expand to other aerial equipment or increase their fleet size. It worked pretty well. ■
Search: 10074849
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CONSTRUCTION SUPPORT EQUIPMENT By Kim Berndtson, contributing editor
Built for
BUCKETS & BEYOND Attachments let telehandlers do more than lift and place materials
C
ontractors routinely use rough-terrain telehandlers to lift loads to height, usually when ground conditions are less than ideal. But manufacturers have also built these machines with the ability to swap out the traditional forks for a variety of attachments — including buckets and brooms, work platforms and carriages, as well as other specialized attachments — enhancing their versatility and transforming them beyond a lift and place machine. “Telehandlers are very versatile machines,” says Brian Boeckman, global product director for telehandlers, JLG Industries. “In many cases, telehandlers can take the place of multiple machines by simply changing the attachment. [Operators] can save money and make more efficient use of their time when they maximize the versatility of the telehandler in this manner.” “We offer a large range of attachments, enabling [equipment owners] to customize
their equipment to specific applications, to leave, notes Anders Mantere, telehanwhich helps to improve productividler product manager, Genie. This is ty and safety on a jobsite,” notes Don especially true with smaller models. Ahern, owner, Xtreme Manufacturing. “Our smallest telehandler is such a “It can also reduce the need to have universal tool,” says Mantere. “Since it multiple pieces of equipment.” is rough terrain capable, you’ll see it on Brent Coffey, loader product manager, Wacker Neuson, describes the telehandler Brian Boeckman, global product director for telehandlers, JLG Industries as “three machines in one.” jobsites early on off loading trucks. And “It’s a telehandler, skid steer and because it can utilize so many attachwheel loader… multiple machines in ments, it can be used during the course one footprint,” he says. “From a cost of the entire project from beginning to perspective, your ROI with a telehanend for so many tasks — lifting materials, dler is very high because you don’t have moving loads, running skid-steer attachto buy multiple machines.” ments such as brushes, brooms, etc. Because of its versatility, a telehan“The machine’s versatile attachment dler is often the first machine on a capability also gives customers a way to jobsite and the last keep it busier for longer periods of time
“In many cases, telehandlers
can take the place of multiple machines by
simply changing the attachment.”
Wacker Neuson ground-enaging telehandlers utilize the same skid-steer style quick attach and continuous-flow hydraulic block as its skid steers and wheel loaders.
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CONSTRUCTION SUPPORT EQUIPMENT
and in more applications, all while leveraging the investment in attachments across a machine fleet,” he adds.
JLG now uses a
and SkyTrak brands. The 4’ x 8’ platform can handle capacities up to 1,000 lbs. and feature a side entry swing gate and three lanDesigned-in versatility yard attachment points. From the start, telehanOperators can also remove dlers have proven versatile, the front rail for applicabut engineering advancements tions requiring additional continue to up the ante. access. For example, JLG now uses When equipped with a a common boom head among universal skid steer coupler, its telehandler brands. “This the telehandlers can utilize allows customers to increase skid steer attachments. A the efficiency of their fleet universal skid steer adaptby allowing them to utilize a er also allows use of the full single attachment on multisuite of JLG attachments. ple brands and models,” says Standard auxiliary hydrauBoeckman. The company also lics to the boom head offers over 24 different attachprovide the ability to use ments and a variety of forks, JLG offers over 24 different attachments and a variety of forks, attachments such as grapfork extensions and accessories for its telehandlers. fork extensions and accesple buckets. sories. “We are constantly Swing and rotating carevaluating our customers’ needs and tilt carriages, truss booms and lifting riages and buckets are popular with adding to our offering to meet their hooks. “We offer a number of truss Genie customers. “Buckets are a great expectations. Trash hoppers, for exambooms, truss booms with winches, liftaccessory for picking up loose materiple, are one of the newest additions to ing hooks and material arms, which als, including dirt,” says Mantere. He the JLG lineup.” allow customers to lift suspended adds that they are intended to move S ome of the more commonloads,” Boeckman adds. piles of dirt rather than ground engage ly used attachments include standard The company also offers a forkinto heavy, compacted soil. tilt carriages, as well as buckets, side mounted work platform on both JLG A standardized quick-attach system in three sizes for small, mid-size and large telehandlers offers contractors the ability to minimize their attachment investment. “Now they can share attachments between all models in the lineup,” says Mantere. Standardized auxiliary hydraulics also make it easier for rental companies to accommodate varying specifications of machines that may move cross country. Genie has added a lift shackle underneath its quick attach that allows contractors to sling a load. “We chose to put it underneath the boom tip to give operators as much flexibility as possible,”
common boom head
among its telehandler brands.
Attachments and other accessories expand a telehandler’s versatility, enabling a higher utilization in a wide range of applications.
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CONSTRUCTION SUPPORT EQUIPMENT
says Mantere. “It allows an operator to remove the carriage completely and essentially have a miniature boom right away without having to bring a second attachment with them. “We also noticed that when people sling materials, they tend to carry the chains with the machine, typically laying them across the chassis,” he continues. “That can scratch the machine, so we added a rigging tray at the front of the machine. It keeps everything neat and organized and has been a success from a logistics standpoint.”
THE TELEHANDLER MARKET TODAY
Accommodating nontraditional applications
FOX: For one, we are seeing that telehandlers are reaching new heights (pun intended). JCB just released the new 508-66TC, which, with its 66-ft lift height, is the highest reaching telehander we’ve ever offered in North America. Manufacturers are also looking to improve the versatility of these machines, so you’ll notice an increase in the number of available attachments—attachments that go far beyond your usual pallet forks. For instance, our TC (tool carrier) range of machines is capable of handling ground-engaging attachments without sacrificing capacity or lift height when required on a jobsite. This level of versatility allows machine owners to consolidate their fleets, as they are able to achieve with one machine what they used to require multiple machines to do.
Popular attachments for Xtreme telehandlers include truss booms and aerial platforms. The company also offers jib attachments in 3-, 12- and 15-ft. configurations. Earth augers are allowed under certain circumstances, and the company will work with customers who want to use attachments requiring the use of a skid-steer quick attach. Auxiliary hydraulic circuits are standard on all machines. “Our heavy-duty, roughterrain telehandler attachments have been developed in response to customer feedback,” Ahern states. “We take pride in understanding our customers and helping them to get the most from their equipment, which can involve designing specific attachments.” F o r e x a m p l e , Xt r e m e Manufacturing introduced a pipe and pole grapple attachment for its XR4030 that can safely lift poles up to 60 in. in diameter and up to 35,000 lbs. in weight. It also developed a
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RENTAL: The telehandler market has been somewhat volatile of late, with demand being up and then suddenly down. What’s going on? STUART FOX, Materials Handling Product Manager, JCB North America: Rental companies are largely cyclical in their fleet planning, and after acquiring more telehandlers over the past five years, their fleets eventually became stable with new or newer machines. However, with demand for new construction continuing to grow, we expect the large rental companies to start increasing their telehandler fleets, especially with the advent of new technology that make the machines more productive and/or safer.
RENTAL: What are the major trends in telehandler technology?
RENTAL: What’s being done to help rental companies realize a higher rate and greater return on investment with their telehandler fleet? FOX: The growing versatility of telehandlers allows rental companies to either 1) increase their rates for machines that are capable of doing more that just “lift and place” material, or 2) realize a greater return on the attachments that they can now send out with the machine. As a manufacturer, approving attachments already in the rental companies’ fleets only serves to help them rent out those attachments along with our telehandlers. From that perspective, it’s definitely in our best interest to test and approve additional attachments for our machines.
RENTAL: What size range is particularly popular with rental companies right now? FOX: The sweet spot right now seems to be in the 8,000- to 9,000-lb. range, with 10,000 to 12,000 lbs. following. That said, we are seeing more and more requests for compact telehandlers (those under 6,000 lbs.), especially as customers start to understand the many different applications they can tackle with these machines. JCBs compact model, the 525-60 Loadall, for instance, allows for a boom-mounted skid steer carriage, giving the machine the ability to utilize universal skid steer attachments. But unlike skid steers, this machine is still capable of lifting more material and lifting that material up to 20 feet.
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CONSTRUCTION SUPPORT EQUIPMENT
fifth-wheel attachment for a Canadian customer so it could use telehandlers to move and transport loads around jobsites. This replaced the usual method of moving loads on trailers attached to a pickup truck, as well as the need for two workers as spotters. The result was the customer was able to free up 30 crew members for other duties. “The attachment also reduced trailer sway, improving safety as they were moving the loads,” says Ahern. Because its telehandlers have roots in Europe’s agriculture industry, Wacker Neuson’s North American offering is designed to cover multiple equipment operations. “The European agriculture industry requires feature-rich machines that do more than lift and place,” says Coffey. “We designed our machines to be tool carriers, so everything a
Xtreme Manufacturing offers a pipe and pole grapple attachment for its XR4030 that can safely lift poles and pipe up to 60 in. in diameter and up to 35,000 lbs. in weight.
contractor would want to do with a skid steer or wheel loader they can do with our telehandler.” A standard skid-steer style quick attach and continuous-flow hydraulic block — the same one used on its skid steers and wheel loaders — make that possible. “Contractors are wide open to using whatever attachment they would use with a skid steer, and it’s ground engaging because you can dig with it like a wheel loader,” Coffey comments. “Contractors can take a telehandler along with a bucket, forks and broom to complete a job with one machine. They can move material with the bucket, pick up a pallet and lift it to
Search: 10074951
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“We take pride in understanding
our customers and helping them to get the most from their equipment, which can
involve designing specific attachments.” Don Ahern, owner, Xtreme Mfg.
a second or third floor with the forks, then sweep the sidewalk with the continuous-flow broom.” The telehandlers can be used for snow removal, as well, making them more profitable year round. “When you have a machine that is designed to operate in the same
environment as a skid steer, you can get 12 months of use from it. You can use it to blow, stack and dump snow,” Coffey points out. “Our boom design also absorbs shocks. So if a contractor is moving snow with a blade and clips a manhole cover, for example, the machine is designed to withstand that force.” ■
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TELEHANDLERS
Gehl DL12-55 The DL12-55 can lift 12,000 lbs. to above 20 ft., and 5,500 lbs. to its maximum height of 55 ft. 5 in. • Top-mounted boom-extension cylinder offers better retraction force with a horizontal boom • Maximum forward reach of 40 ft. 9 in. with a maximum capacity of 2,000 lbs. • 115-hp John Deere 4045 Tier 4 Interim diesel engine and Dana four-speed powershift transmission
Applied Machinery Sales Merlo Panoramic Telehandlers The Panoramic system provides 360° panoramic visibility, enhancing safety, performance, comfort and more in this telehandler range. • Models range from compacts to highperformance units suitable for on-site work and replacing traditional lifting methods • 8,300- to 26,500-lb. maximum load capacities • 28-ft. 2-in. to 59-ft. 5-in. maximum lift heights with maximum reach from 15 ft. 1 in. to 43 ft. 3 in. • Available features include boom side shift, frame leveling, a load-sensing hydraulic pump and four-wheel drive with three steering modes Search: 12045618
• Standard auxiliary hydraulics • Standard outriggers Search: 12046787
WANT MORE
Manitou MT 625 The MT 625 compact telescopic forklift has a maximum lift capacity of 5,500 lbs. at a 24-in. load center, and 4,409 lbs. to its 19-ft. 2-in. maximum lift height. • 1,650-lb. capacity at maximum reach • F abricated cast boom head and boom sections designed to allow use of a bucket similar to a skid steer
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• 74-hp Tier 4 Kubota diesel engine • J oystick Switch & Move commands machine boom, attachment and drive selection from one control
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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Wacker Neuson TH522 Ground-Engaging Telehandler The TH522 can operate like a wheel loader to dig and carry, a skid steer capable of using a multitude of attachments and a telehandler with a lift height of 16 ft. 7 in. and operating capacity of 4,100 lbs. • Vertical Loading System (VLS) offers a choice between bucket mode and fork mode • 60-hp Perkins Tier 4 Final turbocharged engine • Standard top travel speed of 19 mph and auxiliary hydraulic flow of 18 gpm Search: 12127162
Haulotte HTL Telescopic Handlers Snorkel SR5919 The SR5919 can lift up to 5,900 lbs. and has a 19-ft. maximum lift height and an 11-ft. maximum forward reach. • Measures 71 in. wide and 6-ft. 7-in. tall with a 10.8-in. ground clearance and 11-ft. turning radius • Provides full 360° visibility from the cab • Open cab, enclosed cab or enclosed cab with heat and AC
The HTL telescopic handlers features automatic oscillation locking on the rear supports, allowing a significant improvement in platform lateral stability when handling materials. • HTL 9045 offers a 8,818-lb. maximum lift capacity, 44-ft. 7-in. lifting height and 32-ft. 2-in. maximum forward reach, while the HTL 9055 has an 8,820-lb. maximum lift capacity, 54-ft. 10-in. lifting height and 42-ft. 2-in. maximum forward reach • Possible combination of mast/telescopic/arm/excavation and accessories movements • Ergonomic, flexible joystick with four integrated proportional functions Search: 12148017
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AUTOMATIC STABILIZING AND LEVELING SYSTEM LIFT HEIGHTS: 52'-5" to 96'-8" CAPACITIES: 8,300 lbs.-10,000 lbs.
World leader in handler design » Hydrostatic drive for simplicity » Built-in side-shift for precision » 360° operator visibility » Compact stabilizers for safety » Frame leveling for accuracy » Ring of steel for protection
CAB HEIGHTS UNDER 7 FT LIFT HEIGHTS: 19'-0" to 26'-9" CAPACITIES: 5,500 lbs.-7,050 lbs.
» Internal component housing on all booms » Variety of attachments
CAPACITIES FROM CLASSLEADING TELEHANDLERS
“RING OF STEEL” PROTECTION LIFT HEIGHTS: 28'-2" to 58'-5" CAPACITIES: 7,500 lbs.-26,500 lbs.
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www.AMS-Merlo.com | info@appliedmach.com Search: 10240691
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TELEHANDLERS
Xtreme XR1270 High Pivot Telehandler • The XR1270 has a 12,000-lb. lift capacity, a 70-ft. lift height and a 53-ft. 10-in. forward reach. • 130-hp Perkins Tier 4 Interim engine • Center-mounted powertrain • Large cross-section boom with heavy-duty boom chains and long-life boom rollers • Includes a solid steel plate chassis, trunnion-mounted sway cylinders, protected tile and extend cylinders and melonite pins • G2 foam-filled tires • 72-in. fixed carriage
JLG 1255 Telehandler
Search: 12148902
The 1255 telehandler features a lift height up to 55 ft. and lift capacity up to 12,000 lbs.
Skyjack TH Series Telehandlers
• Spacious cab, intuitive single joystick and integrated armrest enhance operator comfort
The TH series include four models powered by 74-hp Deutz TCD 2.9L Tier 4 Final engines that require no diesel particulate filter, diesel exhaust fluid or other active exhaust aftertreatment.
• Designed for easy to service with external telescope cylinder and easily accessible filters and parts
• Torque ratings from 221 to 287 lbs.-ft. and tractive effort ranging from 18,000 to 20,000 lbs. • Provide maximum lift heights from 43 ft. 4 in. to 56 ft. 3 in. and lift capacities of 6,000 to 10,000 lbs.
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Pettibone Extendo 1157B Telehandler The Extendo 1157B telehandler delivers an 11,000-lb. maximum load capacity, up to 42-ft. 1-in. forward reach and a maximum lift height of 57 ft. • Two wide-stance, heavy-duty lift cylinders with automatic fork and load leveling that eliminates the need for slave cylinders • Unit offers 24° of frame sway and a rear axle stabilization system • Single joystick, pilot-operated controls allow for smooth control of all boom and auxiliary hydraulics. Search: 12165398
JCB 525-60 Telescopic Forklift With a maximum lift height of 20 ft. and a load capacity of 5,500 lbs., JCB’s 525-60 Hi-Viz compact telehandler is just 6 ft. wide and 6 ft. 2 in. tall. The side-mount engine permits a low boom pivot point for stability and good visibility to the front wheels, the rear, across the boom and to the forks. • Engine: 74-hp, 2.5L JCB diesel by Kohler, certified Tier 4 Final without a DPF or DEF engine
Genie GTH-844 with Optimized 74-hp Engine The updated GTH-844 rough-terrain telehandler provides an 8,000-lb. maximum lift capacity, 43-ft. 10-in. maximum lift height and 28-ft. 2-in. maximum forward reach. • Available with a simplified 74-hp Deutz 3.6L, turbocharged, Tier 4 Final engine option with 287 ft.-lbs. of torque and no regeneration or diesel exhaust fluid (DEF) required • Other Tier 4 Final engine options include a 99-hp Deutz 3.6L or 99-hp Perkins turbocharged engine • Standard Dana axles with two gear ratios are performance matched to each engine size
• Two-stage hydrostatic transmission, travel speeds up to 15 mph Search: 12173133
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SPECIAL REPORT: ENGINES By Jeff Salem
Small Engine Features to
Help Keep Rental Equipment Out of the Shop Look for engines with simple operation and maintenance to minimize downtime
R
ental equipment isn’t exactly easy on small engines. Equipment lent out by rental stores is often transported from site to site and used by operators who may not be intimately familiar with how the equipment should be properly used. The combination can lead to equipment failure - and costly downtime for the rental store owner. Fortunately, engines powering a lot of the equipment commonly found in a rental yard’s equipment fleet are being built to be stronger and smarter, in an effort to help prevent equipment from breaking down.
Overcoming troubles with transport Equipment transport from the rental store to the jobsite can cause serious damage to the operability of a small engine, and thus, the equipment it’s been asked to power. Oil dilution is the biggest instigator of engine problems caused during equipment transport. Fortunately, engine manufacturers are engineering innovations to help combat transport-related engine issues. “We challenged our engineers to find a solution to the problems often associated with high-frequency equipment transport, which is so common in rental equipment,” says Jim Cross, marketing manager for Briggs & Stratton Commercial Power. “The TransportGuard System
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was designed to specifically stop gasoline from making its way from the fuel tank into the engine when moving to and from the jobsite.” He r e’s h o w a standard fuel system works: A direct link between the fuel tank and the engine isn’t automatically shutoff when the engine is stopped. Instead, a small lever component sits in Mike Braun, product manager for Vanguard V-Twin the carburetor that engines at Briggs & Stratton Commercial Power is designed to move independently and allow more fuel into the engine at the and rental firms money by decreasing right time. That “float valve” can open downtime and repair costs. and close because of vibrations that nat“Oil dilution decreases engine life urally occur on a truck bed or trailer by potentially more than half its life,” during transport, which sends fuel from says Mike Braun, product manager for the fuel tank into the engine, causing Vanguard V-Twin engines at Briggs & oil dilution. It’s a serious problem with Stratton Commercial Power. “Keeping costly consequences. the oil clean of gasoline is key for a Vanguard engineers researched and functional small engine and that’s the created TransportGuard, an integrated center piece of TransportGuard.” switch that simultaneously shuts off the Two signs dilution has occurred are ignition and the fuel. This system ensures if the engine oil smells like gasoline or is that fuel stays where it belongs and helps black or chocolate in color. Change the eliminate fouled plugs, hydraulic lock, oil immediately in either case. cylinder wash down and crankcase oil dilution caused by transportation. EFI engines make it easy Ultimately, this saves equipment owners Equipment powered by a small
“Oil dilution decreases engine life by more than half its life. Keeping the oil clean of gasoline is key.”
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4/15/16 10:26 AM
POWER FACTS 275–770 hp 5, 6 and 8 cylinders US Tier 4f, EU Stage IV NO DPF
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For the closest dealer, visit www.scaniausa.com
Search: 10726813
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SPECIAL REPORT: ENGINES engine with electronic fuel injection technology can help minimize rental-related equipment issues, too. If an operator takes the equipment to a jobsite and can’t get the engine working, they immediately blame the equipment, which often isn’t the case. EFI engines can help keep engine operation simple for operators who don’t use the equipment everyday. “One of the key things that is helpful about EFI for rental equipment is it’s easy to use,” Braun says. “EFI removes the choke and also makes for easier starting in hot and cold temperatures. It also adjusts automatically for altitude compensation.” Braun says the chokeless starting is beneficial for a lot of equipment operators on jobsites today, because many of them grew up with chokeless cars. Plus, a lot of “weekend renters” have no idea what a choke is, so asking them to operate equipment with choke will likely result in a negative experience.
Keeping cool Another advancement in small engine features to prevent downtime, with particular interest to rental applications, is the inclusion of oil coolers. Oil coolers keep the engine’s oil in the best possible condition for optimum operation. Oil does two things in an aircooled engine: It is used to lubricate the engine’s components and disperse the heat throughout. But, Braun reminds, oil loses its lubricity if it gets too hot. “You want the engine’s oil temperature high enough to evaporate water
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t EFI engines can help keep engine operation simple for operators who don’t use the equipment everyday. It removes the choke and also makes for easier starting in hot and cold temperatures.
and remove it from the combustion process, but not too hot that the oil starts to break down and negatively affect the engine’s performance,” Braun says. Oil coolers and new debris management systems are helpful in keeping engine components cool. After all, Braun says, if the engine and its components are running hot, the oil will, too. Debris management systems like Briggs & Stratton’s Commercial Series V-Twin engine is designed with a patented 5-Step Debris Management System and cyclonic air filter that keeps harmful debris out of the engine. Rental shops should look for engines designed with features like large fins that encourage more air-to-engine contact, debris-inspection ports, and other design elements that help keep an engine cool in dusty, debris-filled work environments.
Minimizing downtime when it happens It’s inevitable that at some point during the year, equipment will have issues, but sometimes they can be easily fixed so that a long-term period in the service shop can be avoided. Here are a few tools to help make periods of downtime as short as possible:
• QR codes - Acting as an in-field maintenance assistant, an engine QR code can take an operator with a mobile device to an engine manufacturer’s operator manual, parts list, and troubleshooting guide and potentially lead to a quick fix. • SmartEquip Network - This network allows rental stores to find replacement parts in a single location online, which can lead to a quicker delivery. Check to see if the equipment’s engine manufacturer is part of the network. • Service education - Most engine manufacturers offer service education of some sort, but rental store owners should research what education options are available that meet their business’ needs. Some engine manufacturers offer onsite and online education options to best equip service technicians with the most up-to-date information to help keep equipment running properly. • Engine manufacturer customer service - Many customer service tools are offered by engine manufacturers that rental store owners should be aware of, because many can help limit downtime when a problem does occur. Parts delivery promises and live call center assistance can range from manufacturer to manufacturer, so it can be helpful to know what each offers prior to equipment purchase. These are just a few of the features on the growing list of engine advancements that can help keep equipment running in a market that isn’t exactly kind to small engines. But if rental store owners seek power sources that make operation easy, while providing features that keep an engine durable under stressful work environments, equipment can be kept out of the service shop and in the field where it belongs. ■
Jeff Salem is a public relations counsel at Swanson Russell. Based in Lincoln, NE, the marketing communications agency focuses on specific areas of business including the rental, construction, and landscape industries. Jeff can be reached at jeffs@swansonrussell.com.
www.ForConstructionPros.com/RENTAL
4/15/16 10:26 AM
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PRODUCTIVE. PROFITABLE. PROVEN. Classen’s PRO Line of turf care equipment delivers. It’s a full product line designed with extra features that give rental centers productive turf care solutions for the professional customer. PRO products provide high utilization with minimal maintenance, keeping your equipment on the job making money. Boost your bottom line today by adding Classen’s PRO Line to your rental fleet. Classen. Seriously Simple.
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Profits driven by productivity. The answer is the Classen PRO Line. Search: 10074544
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4/15/16 10:26 AM
DIY/LIGHT EQUIPMENT By Linda Beattie
TAKE ADVANTAGE
of the Changing Landscape of Turf Equipment Recent innovations are making today’s equipment smaller, lighter, faster and easier to use
W
hether you currently carry turf care equipment or are considering adding turf care equipment to your rental fleet, choosing the right equipment is crucial to turf care equipment rental success. Before you stock your fleet this turf care season, know that the landscape of turf care equipment is changing and many advancements have been made recently that you should consider. Equipment is trending smaller, lighter, faster and easier to use. It’s more productive and lower maintenance as well, which is all good news for rental business. While turf care equipment is seldom one-size-fits-all there’s enough diversity to help you supply the right units to your customers.
Aerators There are several different types of powered aerators that utilize various blade or tine configurations that include spike tines, core tines and vertical slicing blades. Turf and soil
consider. In the walk-behind category there are compacts and mid-size aerators. In the large aerator category there are stand-on aerators and an assortment of tow-behinds. Walk-behinds are the most popular. However the stand-on is becoming a high demand unit with professionals. Each has its following but do they all have a place in your store? Possibly, but it depends on your customer base and the property sizes in your area.
While turf care equipment is
seldom one-size-fits-all there’s enough diversity to help you supply
the right
units to your customers.
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conditions will determine whether a tine or a blade is required. The most commonly utilized and rented aerator is the core tine aerator. There are several different models of core aerator to
Compact aerators
The compact aerator is most popular with the home owner/DIY customer because it is the least intimidating. It’s small but mighty. It’s the easiest to use and transport of the walk-behind aerator lineup. Today’s compact aerators have really picked up speed, helping
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4/15/16 11:30 AM
NEVER STAND STILL Introducing the TIGER SHARK A towable, easy to maneuver hot water pressure washer with the power to keep the jobsite running clean.
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800-771-1881
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DIY/LIGHT EQUIPMENT
them complete the job quicker. This also makes the unit popular with the landscaper for their smaller properties and niche areas where a larger unit simply won’t fit. It’s a nice little money maker. If you are only going to carry one aerator type, this is probably the one to carry because of its broad appeal. One of the latest advancements in compact aerators is steerable tine shafts. The tine shaft features a center one-way bearing that allows the outer tines to rotate faster when the operator engages the unit to turn in that direction. This doesn’t completely do the turning for the operator, but it does allow for non-stop aeration threw the turn and reduces the amount of effort the operator has to put into completing the turn of the unit either to follow curves or at
the end of the row, reducing user fatigue so that they can get the job done easier.
Mid-size walkbehind aerators These units are wider enabling them to cover more ground in less time making them ideal for both the landscaper and DIYer with moderate to large lawns. Steer assisting tine shafts are an advancement to some mid-size aerators as well. However, because these machines are wider and quite heavy, the emphasis is greater on the operator to engage the turn before the steer assisting tines can help in completing the turn. Additionally, because the tines are designed to pick up speed as the unit is turning, they can be harder on the operator to straighten out
afterwards due to momentum. A better technology at this level is powered steering. While this technology is not new it is exclusive. There is one brand that makes a unit with power steering. Patented split-drive technology allows the engine to power dual tine shafts independently during aeration allowing the unit to turn left or right solely through the tines. If ease of use is what your customers are looking for in an aerator, power steering is a feature you should consider in the aerator you carry.
Stand-on aerators Stand-ons can offer more than three times the productivity of a walkbehind and therefore have become popular among turf care professionals
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Shown here is split-drive technology which enables the engine to power dual tine shafts independently during aeration, allowing the unit to turn left or right solely through the tines. This contributes significantly to ease of use for your customers.
If you have commercial customers a stand-on
is becoming a must-have aerator for the fleet.
and municipalities. Just over the past two years these units have become highly sought after in rental by landscapers who offer seasonal turf care services and that trend is likely to continue. Because of the high demand they tend to rent at a premium price and can provide a rather high ROI. The biggest drawback of the stand-on (at least until recently) has been high maintenance. Fear not though, because new models introduced this year bring innovative technologies that greatly reduce, and, in some cases, eliminate the most
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For a truly one-size-fits-all sod cutter,
look for a unit that can utilize multiple cutting blades. Some can operate blades as small as 12-inches and as wide as two feet. common maintenance pain points for rental dealers. If you have commercial customers a stand-on is becoming a must have aerator for the fleet.
Seeders/overseeders The most commonly utilized seeder is still the manual push seeder. It’s hit or miss with germination as it merely drops or fans out seed without any disturbance to the soil surface. With seed prices growing higher each year more and more renters are going to the powered seeder to make better use of the seed and increase the likelihood of germination success. The powered seeder is a simple design. The seed drops through the seed box or hopper holes and the blades disturb the soil
to bury or plant the seed. With these units the advancements are in the seed coverage and tighter seed placement. Through a tight seed pattern you have a greater opportunity for double seeding, which grows thicker grass quicker. Additionally the floating seed box is pretty new. The benefit to a floating seed box is consistent seed drop even over bumpy terrain providing what pros call carpet-like coverage.
Sod cutters Sod cutters have long been a bread and butter product in rental. Almost as profitable as the mighty tiller, the sod
Equipment that does
cutter is a tool that makes landscape transformation easier. Sod cutters, like tillers, are far more likely rented than owned. Once the bulky behemoth of turf care, today’s units are smaller, leaner, faster and far more easily maneuverable than units produced even five years ago. It’s the one unit in the turf care line that truly can be a one-unit-fits-all machine. Some units feature vibration dampening systems that significantly reduce user fatigue. Such units enable the operator to utilize the unit for longer periods of time allowing them to get job done quicker and the unit back to the store faster. For a truly one-size-fits-all sod cutter, look for a unit that can utilize multiple cutting blades. Some can operate blades as small as 12-inches and as wide as two feet.
Dethatchers Equipment that does more rents more. In the turf care equipment family no other unit is more versatile than the dethatcher. In the short yet busy turf care season, you can covert many of today’s dethatchers into a seeder or vertical slicer for aerating top rooting grasses. Versatility is the advancement of the dethatcher. This one unit can quite literally perform three different turf care jobs and rent at various times of the year providing extra ROI. The landscape of turf care is changing. If you already carry turf care equipment, try to offer a unit or two that changes with it. If you are stocking your first fleet of turf care equipment start of with the basics and build up your fleet from there. Either way staying on top of the latest equipment trends and advancement will go a long way towards sustaining turf care equipment rental success. ■ Linda Beattie is brand marketing manager of Schiller Grounds Care Inc.
more rents more.
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www.ForConstructionPros.com/RENTAL
4/15/16 11:30 AM
VALUE TESTIMONIAL
Logo
DITCH WITCH® CX-SERIES WALK-BEHIND TRENCHERS
(000) 000-0000 | Website.com
The new line of Ditch Witch® CX-series walk-behind trenchers provides rental companies with exceptional return on investment while enhancing ease of use, reliability and serviceability. The C16X, C24X and C30X trenchers share a common, compact frame, equipped with powerful engines ranging from 16 to 30 hp and offer up to 48 inches of digging depth depending on the model. Designed with an exclusive, patent pending CX track system with a
longer right-side track, the trenchers increase jobsite traction and production. The tighter design also improves versatility, allowing the machines to maneuver in confined spaces, and easily fits on a variety of trailer options. The CX-series walk-behind trenchers feature responsive, easy-touch controls that decrease operator fatigue. A simple, open design provides greater service accessibility and eliminates daily grease points to improve reliability and provide more uptime.
Also exclusive to the Ditch Witch organization, the CX-series trenchers can be equipped with the new OptiCut™ digging system. The integrated chain design on the system creates less friction, provides smoother operation and is maintenance-free, reducing downtime. The system makes more efficient use of the available horsepower, resulting in up to 15 percent less horsepower usage. Ditch Witch is a trademark of The Charles Machine Works, Inc.
For more information please visit www.ditchwitch.com
1959 W. Fir Avenue, Perry, OK Phone: 800-654-6481 | Fax: 580-336-3458 www.ditchwitch.com
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INDUSTRY UPDATE
GENIE INTRODUCES AERIAL PROS, a Content Site Dedicated to Education
Genie announces the launch of its new education-focused website, Genie Aerial Pros (http://aerialpros.genielift.com/) designed to connect customers, operators and key stakeholders with industry experts. Genie Aerial Pros is dedicated to educating the aerial industry on important subjects, such as upcoming changes to ANSI and CSA standards, safety and training, service, product introductions and new applications. The website also gives customers’ insights on sales and marketing best practices, company news, as well as upcoming industry and company events. Content featured on Genie Aerial Pros includes tips and trends articles, product bulletins and videos, industry alerts, customer success stories, testimonials and more. “Our goal with Genie Aerial Pros is to provide customers, operators and key stakeholders in the aerial market with a platform that shares the vast amount of knowledge Genie has gained in five decades of serving the industry,” said Karen Stash, senior director, global product management and marketing, Terex AWP. “This website is another way our customers gain value from our brand — providing them with the information, the tools and the content they need to successfully manage their aerial fleets.” In addition to providing educational content, Genie Aerial Pros is designed with the ability for customers and key stakeholders to participate in the site. Each page gives viewers the opportunity to interact with company and industry experts by commenting on posts, asking questions, requesting more information or sharing their experiences.
IPAF REPORT
Fatal Injury Rate Associated with Powered Access Equipment Remains Constant The fatal injury rate for mobile elevating work platforms (MEWPs), or aerial work platforms (AWPs), has remained constant, even though the total MEWP rental fleet and the number of rental days worldwide have increased. The International Powered Access Federation’s release of the 2015 MEWPrelated accident data and its preliminary fatal injury rate calculations thus confirm that MEWPs are one of the safest ways to perform temporary work at height. For 2015, the number of days a rented machine was operated per year was 192.2 million and the number of reported MEWP fatalities was 68, to give a fatal injury rate of
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0.035. Of the 68 reported MEWP fatalities for 2015, the main causes were overturn, falls from height, electrocution and entrapment. In 2014, the number of days a rented machine was operated per year was 182.4 million and the number of reported MEWP fatalities was 64, to give a fatal injury rate of 0.035. In 2013, the number of days a rented machine was operated per year was 168.4 million and the number of reported MEWP fatalities was 68, to give a fatal injury rate of 0.040. All manufacturers, rental companies, contractors and users are encouraged to report any known accidents (not just fatal and serious accidents) involving MEWPs and MCWPs (mast climbing work platforms) worldwide at www.ipaf. org/accident. This information is used to make the powered access industry even safer than it is today.
www.ForConstructionPros.com/RENTAL
4/19/16 8:13 AM
Toro Announces Partnership with Utility One Source
Toro announced a new partnership with Utility One Source to provide utility companies and contractors with rental access to Toro underground utility equipment across its 18 locations in the United States. A well-respected leader in the overhead rental equipment segment, Utility One Source has selected Toro’s trusted line of horizontal directional drills and ride-on utility trenchers to help continue its expansion into the underground segment. “We are very pleased to join forces with Toro,” says Fred Ross, CEO of Utility One Source. “UOS brings its commitment to unequaled equipment excellence to this new partnership, and is excited to deliver enhanced value and expanded breadth to the underground utility sector, in collaboration with such an esteemed brand. This is just one more stride in our continued pledge of offering the most competitive and dynamic equipment solutions in the industry, and we believe we will be able to accomplish more than ever before by adding this prestigious brand to the rental fleet.” Utility One Source is comprised of six family-owned and operated businesses including: Custom Truck & Equipment, Utility Fleet Sales, Forestry Equipment of Virginia (FEVA), UCO Equipment, TNT Equipment, and Load King Trailers. Utility One Source’s influence within the heavy equipment industry continues to develop as their reach grows to include all of the U.S. “We’re pleased to form this partnerWhen it comes to rental, ship with Utility One Source as they quality is a must. Weber MT continue to expand their reach within the rental industry,” says Rick Rodier, general is devoted to crea�ng soil manager of Toro Sitework Systems. “The collaboration between Toro and Utility compac�on equipment you One Source without a doubt strengthens can rely on that will our mutual commitment to utilities and utility contractors.” maximize your ROI. For more information on Utility One Source, visit www.utility1source.com. To learn www.webermt.us 1‐800‐709‐3237 more about Toro or additional Toro products, visit www.toro.com.
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INDUSTRY UPDATE
GENERAL PIPE CLEANERS NAMES RENTAL REP OF THE YEAR Mark Uebner of Placer Sales, based in Northern California was awarded the Bob Gelman Outstanding Rental Representative Award at the 2016 Rental Show in Atlanta by Andy Zelazny, national sales manager of General Pipe Cleaners, McKees Rocks, PA. Mark Uebner has represented General Pipe Cleaners, a division of General Wire Spring Co. in Northern California and Nevada for 12 years. The Outstanding Rental Representative Award is named in honor of Bob Gelman, former sales manager of General Pipe Cleaners for 27 years, until his untimely passing in April 2001. General Pipe Cleaners, a division of General Wire Spring Co., is a leading manufacturer of highquality American-made drain cleaning equipment. In business since 1930, the third-generation family-owned company is celebrating 85 years of service to drain cleaning professionals and plumbing contractors, as well as facilities managers, the rental industry and the hardware/DIY market.
Acme Lift Promotes Chelsea Myrick to Senior Vice President of Midwest Operations
Chelsea Myrick has been promoted to senior vice president of Midwest operations for Acme Lift Co., a little more than a year after she joined the world’s largest wholesale rental company that specializes in the biggest boom lifts, telehandlers and portable air compressors. “Chelsea has impressed her Acme Lift teammates, our customers and our suppliers with her intelligence, integrity, energy and rental experience,” said Woody Weld, Acme Lift chairman and chief executive officer. ”She will be a wonderful addition to Acme Lift’s regional management team, and our customers in the Midwest are going to be thrilled with her service.” Myrick, who has worked in the equipment rental industry for almost 14 years, was hired at Acme Lift in November 2014 as a rental coordinator in the company’s rental operations center in Mesa, AZ. Myrick started her career in 2002, working as a rental coordinator for her father’s company, Diamondback Rentals and Sales. He later sold the company to The Papé Group, where she was a senior rental department administrator until 2006. Myrick then moved to Eugene, OR, where she was an accounts receivable specialist for The Papé Group and rental manager for Papé Machinery in southern Oregon until 2009. In 2010, she moved to Salinas, CA, where she was sales and rental administrator for Papé Material Handling for the next two years. From 2012 to 2014, she worked as a sales coordinator for Volvo Rents in Bakersfield, CA, then transferred to Denver and became a branch manager when Volvo Rents transitioned to BlueLine Rental.
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HAULOTTE GROUP OPENS VIRGINIA BEACH AWP NORTH AMERICAN HEADQUARTERS
Haulotte North America has opened the doors of its new AWP corporate headquarters in Virginia Beach, VA. The new 84,000-square-foot facility, with an outdoor yard of over one acre, will be the central hub for its Aerial Work Platform (AWP) corporate offices, product and parts distribution, as well as all in-house customer care activities. “As our market share continues to grow in North America (NA), this new facility will provide full-service to our customers in the United States and Canada,” says Claude Fuger, NA Zone Manager. “This investment is part of our long range strategic plan and a further commitment to the NA marketplace.” Aerial work platform manufacturing will continue to take place at the Archbold, OH facility, along with operations and manufacturing of BilJax Scaffolding and Event products, a Haulotte subsidiary. “With strong projected growth, Virginia Beach was a clear choice for the new facility,” says Buddy Dieter, vice president of NA Sales. “Our staff will provide a wealth of knowledge, experience and outstanding customer service.” The headquarters will provide services such as: • Sales and Service Training - focused on quality hands-on and classroom education • Customer Service and Technical Call Center - providing a single source for satisfying customer needs • Parts warehousing and after-sales parts fulfillment • Haulotte Financial Services - offering customized funding solutions • Efficient inbound and outbound machine shipments Haulotte thanks the State of Virginia, Virginia Beach Economic Development Committee and the Hampton Roads Economic Development Alliance for their assistance and continued support.
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4/19/16 8:13 AM
HERBERT L. HENKEL NAMED NON-EXECUTIVE CHAIRMAN FOR HERC FOLLOWING SEPARATION FROM RENTAL CAR BUSINESS
Herbert L. Henkel, retired chairman and chief executive officer for Ingersoll Rand, has been selected to serve as non-executive chairman for the equipment rental business of Hertz Global Holdings, Inc. as part of preparations for the planned separation of that business as a stand-alone, publicly traded company later this year. Hertz Equipment Rental Corporation (HERC) is one of the largest equipment rental businesses in North America, primarily serving the construction, industrial, oil, gas, entertainment and government sectors. “Herb Henkel has had a long and distinguished career in the equipment business. His experience, insight and guidance will be invaluable to HERC as it continues to transform its business,” said John Tague, Hertz president and chief executive officer. “As a result of his executive roles and prior board positions at several Fortune 500 corporations, Herb will provide broad strategic oversight as board chairman as well as a deep understanding of board responsibilities and a focus on creating “I look forward to contributing to shareholder value. His commitment is an important first step in assembling a board of directors for this new comits success as a public company and pany and is another significant milestone in our effecting HERC’s separation.” building value for shareholders.” Henkel was Ingersoll Rand’s chief executive officer from 1999 until his retirement in February 2010, and he served as the company’s board chairman from 2000 until June 2010. Henkel has extensive public company board member experience and is currently a director for 3M, where he serves as chairman of the audit committee, The Allstate Corporation and C.R. Bard, Inc. He served as lead director on C.R. Bard’s board from 2012 through May 2015 and presently serves as chairman of the compensation committee. Previously, Henkel held director positions at AT&T Corp., Visteon Corporation, and Pitney Bowes Inc. In addition to executive positions with Ingersoll Rand, Henkel held several leadership roles at Textron, Inc., including president and chief operating officer. WiFi enables users to record video with “I am excited for the opportunity their mobile device. The WiFi transmitter to participate in the creation of a new sends a wireless signal to almost any handheld public company and work with the new device. Then by using the custom downloaded APP management team at HERC,” Henkel the user can see video, record video or take snap shots. said. “I look forward to contributing Once a video is recorded, the user can email it directly to its success as a public company and from the device or download it to a computer. building value for shareholders.” Quickly inspect 3”- 10” pipelines and Larry Silber, president and chief locate problems while reducing cost. executive officer for Hertz Equipment Features a 5.4” LCD monitor encased in an Rental Corporation, said, “Herb anodized aluminum housing. Flexible camera Henkel’s experience and perspective will spring navigates 3” P-traps. Includes 200’ of be enormously valuable as we emerge durable braided 1/2” dia. push rod and industry as an independent public company. We standard 512HZ transmitter. Screen cover closes look forward to working with Herb as to protect monitor and flips up to shield sun. we continue advancing initiatives to enhance customer service, expand and diversify our revenues and improve operating efficiencies to generate value for our shareholders.”
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ADVERTISER’S INDEX ADVERTISER PAGE Advertiser................................................................... Page # Advance Tire Inc.................................................................65 Applied Machinery Sales.....................................................47 Bair Products Inc................................................................45 Barreto Manufacturing Inc....................................................7 BKT Tires, Inc. (USA)...........................................................41 Bobcat.................................................................................2 Curry Supply Company.......................................................57 Custom Equipment Inc.......................................................13 Ditch Witch, A Charles Machine Works Company.Insert, 59, 68 Electric Eel.........................................................................63 Essex Silverline...................................................................65 EZ Oil Drain........................................................................48 E-Z Trench..........................................................................49 General Pipe Cleaners..........................................................9 Ground Hog.......................................................................56 Haulotte US Inc..................................................................39 IPAF - Int’l. Powered Access Federation..............................28 JCB............................................................................... Insert JLG Industries Inc...............................................................25 John Deere Construction Equip...........................................15 Karcher North America.......................................................55
ADVERTISER PAGE Kobelco Construction Machinery.........................................33 Kubota Engine America Corp..............................................17 Kubota Tractor Corp............................................................37 Kuhns Power Equipment LLC..............................................64 Nu Star Inc.........................................................................48 Perkins Engines Company Ltd.............................................29 Precision Components........................................................27 Quick Attach Attachments Inc.............................................67 ReachMaster................................................................ 30-31 Rotary Corp........................................................................65 Scania USA........................................................................51 Schiller Grounds Care Inc....................................................53 Skyjack Inc...........................................................................5 Snorkel..............................................................................43 Terex USA..........................................................................21 Teupen USA Inc..................................................................36 Towmaster, Inc...................................................................44 Trask-Decrow Machinery.....................................................64 Trojan Battery.....................................................................11 Weber Machine (USA) Inc...................................................61 This index is provided as a service. The publisher does not assume liability for errors or omissions.
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EYE ON RENTAL
BY DICK DETMER
By Dick Detmer
Why Accurate Equipment Condition Reporting Is
SO IMPORTANT FOR RENTAL BUSINESSES Reducing expenses associated with equipment damage can make an impact on your bottom line, so it’s wise to use a systematic approach
S
ome rental business owners are so laser-focused on growing the top line that not enough effort is devoted to reducing certain expenses and extending the life of the fleet. Similarly, many rental companies do not do an adequate job of documenting the condition of their equipment before and after a customer rents it, but if done correctly, this can make a significant impact on your bottom line. Better equipment condition reporting has a number of benefits: • You’re in a much better position to charge appropriately for damage instead of consistently absorbing the costs. • When documentation is done correctly, customers feel more confident you won’t “nickel and dime” them for existing superficial blemishes they didn’t cause. • Correct documentation procedures demonstrate to customers that you care about the condition of the equipment when it is sent out and returned. • It increases the likelihood of employees taking care to send out equipment in tip-top shape. • It decreases the odds of customers receiving a faulty piece of equipment. • It can significantly reduce the number of customers who claim “that’s the way I got it.” • It can reduce the chance for disputes and increase collections from damaged equipment.
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Consider the use of photos or videos in your equipment condition reporting system. One component can be as low tech as an image or video taken with a smartphone or tablet when the piece of equipment is rented to the customer and when it’s returned to the store. This method would also work when items are delivered to a jobsite. There are new bolt-on software programs that help document damage before and after rentals. But even a more refined use of traditional “ready to rent” systems can have a positive
when customers damage equipment, but it’s wise to have some solid guidelines for the decision makers. If you are using a “damage waiver,” be certain your program is well thought out and implemented and provides customers and your company with the proper amount of benefit. I’m frequently asked to assist in training a company’s staff so they become very comfortable with what it is and how it works. This training helps the company derive the maximum benefit. Also, train employees in giving quality instructions to customers so damage to equipment through improper use can be reduced. Sometimes it’s these seemingly small strategies or procedures that can produce huge returns. Having a more highly structured method of documenting the condition of your rental equipment is just one example. As with any new method of doing things, don’t take the plunge without adequate professional advice and planning. ■
“In general, the more digital the documentation is going forward,
the better the likelihood for maximum benefit. effect on documenting condition. In general, the more digital the documentation is going forward, the better the likelihood for maximum benefit. The proper system can help your customers view your company as more sophisticated. But decide ahead of time how lenient your company will be when damage occurs. There will always be judgement calls to be made
Dick Detmer is a nationally recognized consultant, lecturer and writer with 35 years of experience in the equipment rental industry. For consulting, on-site employee training or to order his books, visit www. detmerconsulting.com. Dick can be contacted directly via his website, by emailing dick@detmerconsulting.com or by calling (309) 781-3451.
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