Rental April 2017 by ForConstructionPros.com

A LOOK AT

LIFT EQUIPMENT See the latest scissors, booms and telehandlers from leading suppliers

April 2017

PRODUCT NEWS INSIGHT ■

■

2017 AERIAL INDUSTRY REPORT

Case’s Biggest Skid Steer OFFERS CHOICES FOR VARIOUS OPERATORS

IT’S ALL

GOOD

Market leaders reveal their personal opinions about what’s behind the current mood of optimism in this important market segment

NEW PRODUCTS STILL MORE INTRODUCTIONS FROM THE SHOWS! Find the latest news at ForConstructionPros.com/RENTAL

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VOLUME 39 ISSUE 3

30 LIFT EQUIPMENT

APRIL 2017

Products See the latest scissors, booms and telehandlers.

36 CONSTRUCTION EQUIPMENT CLOSEUP Case’s Biggest Skid Steer Offers Choices for Various Operators The new SV340 meets the demand for maximum power with an easy-to-use interface.

IN EVERY ISSUE

2017 AERIAL INDUSTRY REPORT

All Good Things Market leaders reveal their personal opinions about what’s behind the current mood of optimism in this important market segment.

6 E verybody’s Business Highlights of the proposed new ANSI standard and what it means to you.

8 Manager’s Digest 12 Market Watch Find out what your peers say are their top concerns right now.

18 New Products 44 Industry Update 50 Eye on Rental Dick Detmer explains why a well-trained staff is the most important asset you can have.

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CONTENTS

RentalWATCH

Rental and Construction Market Updates Get all the latest information pertaining to the topics that matter most to your business. Look here daily for the news and information you need most. To subscribe, go to ForConstructionPros. com/Register.

ForConstructionPros.com/RENTAL

Rental@RentalMagazine

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Fast, Relevant Product Information

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 simple-tonavigate experience, only faster than ever before.

VISIT TODAY! ForConstructionPros.com/RENTAL

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

BUYERS GUIDE

Check out our Facebook page and join our Twitter feed. Leave a comment, post some news and photos, or just catch up on the latest happenings in the world of equipment rental.

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.

NEWS FEED How Oil Analysis Can Promote Cost-Effective Fleet Oil Change Management Take the guess work out of determining the right change intervals.

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VIDEO: JLG Introduces Two New Electric Scissors Lifts for Confined Work Spaces JLG’s 4045R and1532R feature compact dimensions to fit in confined areas.

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PRODUCTIVITY DEFINED.

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EVERYBODY’S BUSINESS // B y

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

jlescohier@ACBusinessMedia.com

New ANSI Standard at a Glance Be aware of proposed changes and how they will affect your business and your customers

here’s a lot of buzz over the proposed new ANSI A92 Mobile Elevating Work Platform (MEWP) Design, Safe-use and Training Standard which will be published this spring. You’ve probably heard something about it, but what does it mean to the way you do business? While not yet finalized, everyone who rents aerial work platforms (now formally referred to mobile elevating work platforms or MEWPs) needs to be aware of the impacts of the new standard. Here are some highlights: Mandatory work platform load sensing - Many of today’s equipment designs define a maximum rated work load, but don’t prohibit work platforms from being raised with a higher weight in the platform. The new loadsensing system will require a sensor that will activate and prevent drive and lift functions until the overload is removed, in effect preventing unapproved overloading. For Type 3 MEWPs (those drivable at height with controls in the platform) at or beyond allowed limits of chassis inclination, a device will prevent the MEWP from continuing in the selected direction and, for Group A MEWPs (such as scissor lifts), further elevation will be prevented. The goal is to keep MEWPs from overturning when inappropriately driven on unlevel surfaces. New requirements for operator manuals documentation require the manufacturer to provide a list of items that must be included in the familiarization of the machine. This checklist is

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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

Senior Production Manager

Cindy Rusch

Art Director

Kayla Brown

Audience Development Director Wendy Chady Audience Development Mgr

Angela Kelty

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

sdunphy@ACBusinessMedia.com jdraeger@ACBusinessMedia.com efinger@ACBusinessMedia.com aschwandt@ACBusinessMedia.com dsingsime@ACBusinessMedia.com tlutzke@ACBusinessMedia.com

ForConstructionPros.com

WHILE NOT YET FINALIZED, IT’S IMPORTANT FOR EVERYONE... TO BE AWARE OF HOW THE NEW STANDARD WILL IMPACT THE INDUSTRY. designed to be relatively easy for operators to follow compared to reading the entire manual. Though annual inspections have always been required, until now operators had no way of knowing if they had been completed. The new standard will require manufacturers to provide a means of marking the machine with the date of the last inspection, and owners are required to keep it up to date. A “zero wind” load rating on a MEWP indicates it cannot be used outdoors where winds can impact stability. The new standard requires these machines to be clearly marked for “INDOOR USE ONLY.” Visit IPAF.org for an in-depth look at the proposed new standard. ■

Digital Operations Manager Nick Raether nraether@ACBusinessMedia.com Digital Sales Manager Monique Terrazas mterrazas@ACBusinessMedia.com Editor Larry Stewart lstewart@ACBusinessMedia.com Managing Editor Kimberly Hegeman khegeman@ACBusinessMedia.com Change of Address & Subscriptions — PO Box 3605, Northbrook, IL 60065-3605, Phone: (877) 201-3915 Fax: 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 2017 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 1067-0904, USPS 686-370) is published eight times per year: January/February, March, April, May, June/July, August/September, October/ November and December by AC Business Media, 201 N. Main Street, Fort Atkinson, WI 53538. Periodicals postage paid at Fort Atkinson, WI and additional entry offices. POSTMASTER: Please send change of address to Rental, PO Box 3605, Northbrook, IL 60065-3605. Printed in the USA. Canada Post PM40612608. Return Undeliverable Canadian Addresses to: RENTAL, PO Box 25542, London, ON N6C 6B2. Vol. 39, Issue 3, April 2017

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4/11/17 10:49 AM

BARRETO’S 3104CMS CHIPPER MULCHER SHREDDER THE PERFECT SOLUTION FOR YOUR LANDSCAPING NEEDS!

The Barreto 3104CMS Chipper/Mulcher/Shredder transforms yard debris into valuable mulch and is powered by a 31hp Briggs Vanguard V-Twin engine with electric start. The CMS is designed to chip logs and branches up to 4”, while the mulching hopper accommodates smaller leaves and branches. The CMS comes ready to tow with a standard torsion axle and quick release coupling. To reduce maintenance costs, the chipping blades are double sided and the mulching/shredding hammers have four hammering surfaces. The chipping blades have quick access ports for easy servicing or repair.

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MANAGER’S DIGEST

Construction Spending Rises Slightly in February,

UP 3% FROM YEAR-AGO LEVELS The U.S. Census Bureau announced the following value put in place construction statistics for February 2017:

TOTAL CONSTRUCTION Construction spending during February 2017 was estimated at a seasonally adjusted annual rate of $1,192.8 billion, 0.8 percent (±1.0 percent)* above the revised January estimate of $1,183.8 billion. The February figure is 3.0 percent (±1.5 percent) above the February 2016 estimate of $1,157.7 billion. During the first 2 months of this year, construction spending amounted to $163.3 billion, 3.0 percent (±1.3 percent) above the $158.5 billion for the same period in 2016.

PRIVATE CONSTRUCTION Spending on private construction was at a seasonally adjusted annual rate of $917.3 billion, 0.8 percent (± 1.2 percent)* above the revised January estimate of $910.0 billion. Residential construction was at a seasonally adjusted annual rate of

OSHA FINES

SPIKE 78%

Average fines assessed by the U.S. O c c up at i on a l S afe t y an d He a lt h Administration for serious workplace safety violations rose significantly in 2016 after the agency revamped its penalty structure. OSHA and other federal agencies were directed to revisit their civil monetary penalties by the Bipartisan Budget Act of 2015. The statute featured a provision called the Federal Civil Penalties Inflation Adjustment Act Improvements Act of 2015 to amend the 1990 version of the law to require all agencies covered by the statute to update penalties, which allowed OSHA to increase its fines by up to 78% as of Aug. 1, 2016. In January, the agency again adjusted these penalties based on the Consumer Price Index, meaning that the maximum fine faced by employers for willful and repeat OSHA violations rose to $126,749 while the maximum penalties for serious and other-than-serious citations increased to $12,675. To read the full report, visit www.forconstructionpros.com/news/12321337

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$484.7 billion in February, 1.8 percent (±1.3 percent) above the revised January estimate of $476.1 billion. Nonresidential construction was at a seasonally adjusted annual rate of $432.7 billion in February, 0.3 percent (± 1.2 percent)* below the revised January estimate of $433.8 billion.

PUBLIC CONSTRUCTION In February, the estimated seasonally adjusted annual rate of public construction spending was $275.5 billion, 0.6 percent (±1.8 percent)* above the revised January estimate of $273.9 billion. Educational construction was at a seasonally adjusted annual rate of $71.7 billion, 0.5 percent (±2.1 percent)* above the revised January estimate of $71.3 billion. Highway construction was at a seasonally adjusted annual rate of $88.9 billion, 1.3 percent (±5.6 percent)* above the revised January estimate of $87.7 billion.

*The 90 percent confidence interval includes zero. There is insufficient evidence to conclude that the actual change is different from zero.

CIVIL ENGINEERS IMPROVE AMERICA’S INFRASTRUCTURE GRADE TO D+

The 2017 Infrastructure Report Card from the American Society of Civil Engineers reveals that the U.S. has made some incremental progress toward restoring the nation’s infrastructure. But it has not been enough. As in 2013, America’s cumulative GPA is once again a D+. The 2017 grades range from a B for Rail to a D- for Transit, illustrating the clear impact of investment — or lack thereof — on the grades. Grades for three categories — Parks, Solid Waste, and Transit — declined this year, while seven — Hazardous Waste, Inland Waterways, Levees, Ports, Rail, Schools, and Wastewater — saw slight improvements. Six categories’ grades remain unchanged from 2013 — Aviation, Bridges, Dams, Drinking Water, Energy, and Roads.

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MANAGER’S DIGEST

ARCHITECTURE BILLINGS INDEX SCRAMBLES BACK INTO POSITIVE TERRITORY The American Institute of Architects’ (AIA) Architecture Billings Index returned to growth mode in February, after a weak showing in January. The ABI is derived from a monthly “Workon-the-Boards” survey sent to a panel of AIA member-owned firms, and reflects the approximate nine- to 12-month lead time between architecture billings and construction spending. AIA reported the February ABI score was 50.7, up from a score of 49.5 in the previous month. This score reflects a minor increase in design services (any score above 50 indicates an increase in billings). The new projects inquiry index was 61.5, up from a reading of 60.0 the previous month, while the new design contracts index climbed from 52.1 to 54.7. “The sluggish start to the year in architecture firm billings should give way to stronger design activity as the year progresses,” said AIA Chief Economist Kermit Baker, Hon. AIA, PhD. “New project inquiries have been very ABI FEBRUARY 2017: BUSINESS strong through the CONDITIONS BOUNCE BACK first two months of the year, and in February new design contracts at architecture firms posted their largest monthly gain in over two years.”

Regional averages: • • • •

Midwest — 52.4 South — 50.5 Northeast — 50.0 West — 47.5

Construction-sector index breakdown: • • • •

Institutional — 51.8 Multi-family residential — 49.3 Mixed practice — 49.2 Commercial / industrial — 48.9

Other ABI highlights: • Project inquiries index — 61.5 • Design contracts index — 54.7

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CHAO: TRUMP TO UNVEIL $1-TRILLION INFRASTRUCTURE PLAN IN 2017 U.S. Transportation Secretary Elaine Chao said the Trump administration would unveil a $1-trillion infrastructure plan later this year, but she did not offer details of funding for projects. Chao said at an event at the department’s headquarters that the infrastructure initiative would include “a strategic, targeted program of investment valued at $1 trillion over 10 years. The proposal will cover more than transportation infrastructure, it will include energy, water and potentially broadband and veterans hospitals as well.” Chao’s comments were the most detailed timetable from the administration about its plans to unveil a plan to modernize U.S. roads, bridges, airports, electrical grid and water systems. Chao said the administration plans to offer incentives for public-private partnerships rather than simply fund improvements. It was not clear how much new federal funding the Trump administration would propose. She said the plan would aim to speed the processes for government projects. Investors have been growing more skeptical that the infrastructure plan will win approval this year.

Fed Interest Rate Hike ‘Not Likely to End this Bull Market’ The regional and sector categories are calculated as a threemonth moving average, whereas the national index, design contracts and inquiries are monthly numbers. An old Wall Street adage regarding the Federal Reserve raising interest rates goes: “Three steps and a stumble.” It’s a warning about stock prices drooping after the Fed boosts interest rates three times, which it did in March. Instead of running in fear, investors seemed to like Fed Chair Janet Yellen’s message — that the Fed is planning to raise rates gradually and no longer sees a need to nurse the economy back to health from the Great Recession. The Dow Jones industrial average immediately gained 112 points — definitely not the behavior of investors spooked by “three steps and a stumble.” Analysts say a growing economy will keep generating corporate profits and allow stocks to continue climbing modestly even though prices have already increased more than 245% since March 2009.

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MARKET WATCH By Rod Dickens, contributing editor

Work Force and Tax Reform Top Concerns for Rental Businesses We asked rental companies from around the country what’s top of mind as they enter the busy rental season. Chief concerns centered on the lack of qualified workers and the need to lighten the tax burden for small businesses. Here’s what we heard:

WASHINGTON: THE STRUGGLE TO FIND GOOD HELP TOPS LIST OF CONCERNS Rex’s Rentals is approximately 45 minutes to an hour north of Boeing’s Everett, WA plant, yet what happens in that city directly impacts rental revenues where they’re located in Arlington, WA. “Up here, we’re surrounded by agriculture, but the real economic drivers are Boeing and the high-tech companies,” said Rex’s president Rex Bartlett. “Both seem to be doing well so we expect to have a good year. It’s not just about the people who they directly employ, it’s also about the subcontractors that supply them.” Rex’s has been in business 10 years, employs four full-time people, and serves the local homeowner and smaller contractor market. The store rents a few party items, but it’s main focus is equipment under 10,000 pounds and tools of

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all sorts. Bartlett plans to add two new excavators to his inventory this year. “Our biggest challenge is finding good help,” he emphasized. “I was a grease monkey as a kid. You don’t find many kids doing that kind of work today. But the fact we are in a farming area gives us more opportunity to find potential employees with some equipment experience.” If labor is top on his list of challenges, overhead is number two, and that includes insurance, taxes and other indirect expenses. “Sure, if our tax burden were lowered, we would be able to spend more money on equipment,” he related. “We could replace more units and even add to our inventory. In this business, you’re always trying something new to bring in more customers.” Sounds like his rental center shares another common bond with Boeing and area high-tech companies, and that’s the

need to continually attract more customers by trying something new.

MONTANA: RENTAL BUSINESS PINS HIGH HOPES ON TRUMP ADMINISTRATION Strobel’s Rental in Great Falls, MT has a saying: “We rent most everything.” Co-owners Kevin and Doug Pierson wouldn’t mind adding the words “more of ” before the year is out. “Last year was a good year and we expect this year to be good, as well,” said brother Kevin. “There’s a new Walmart store being built and plenty of other construction around town to keep rental equipment busy.” An expanding oil refinery and an air force base in the city of 60,000 will help keep the economy moving. “We’re not like some of the other cities in the

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MARKET WATCH

state that rely exclusively on the tourlocal economy and the two stores roll ism industry. They have sharp peaks along a little faster. and valleys and ours are rather mild compared to theirs. Sixty-five percent NEW JERSEY: of our state’s economy is also based on TAX RELIEF WOULD agriculture and that is a relatively stable HELP, BUT NOT influence,” he added. A CURE-ALL The company, which was foundAs it is for most rental comed in 1961, was purchased by Kevin’s panies in the northern states, father, Patrick, in 1981. Kevin, who is winter is slow for Sussex County currently serving his second stint as the Rental Center in Andover, NJ. “We president of ARA of Montana, started don’t do much with snow removal working there full time in 1989. He equipment, but looking ahead I think and Doug purchased the business from we should do well this year,” said comtheir father in 1994. The store has two pany President Eric Cope, whose father city locations located 4.5 miles apart. started the general rental/party events They employ between 12 and 14 peobusiness 30 years ago. “At least status ple between them and rent everything quo if not better.” from aerials, skid-steer loaders and “We’re not planning on expandlawn mowers to nearly every variety of ing our inventory, but instead, we’re party goods. just getting rid of Even though the old and buybusiness is good ing new,” he said. it could always When asked if be better for the tax relief would brothers. “It would help, he laughed b e g re at i f t he and said, “Who Tr u mp a d m i n wouldn’t want a ist r at i on c ou l d little extra money help small busito operate with?” nesses like ours But taxes are with tax relief and not the biggest regulation reducimpediment to tion,” said Kevin. growth, he point“There’s certainly a ed out. Employees place to spend the are. additional money. “We have a We always like to good, knowladd inventory and edgeable staf f, it would be great but any thought KEVIN PIERSON, if we could offer CO-OWNER STROBEL’S RENTAL of expanding our employees better business would benefits. Currently, we cannot afford be dependent on expanding our workto provide health insurance, the cost of force, and it’s becoming more difficult which is going up dramatically. I’m 49 to find people who are knowledgeable years old and my health insurance alone and want to work in the industry,” says went up 35 percent this past year and it Cope. has a high deductible.” Sussex County Rental Center, which Again, the year is shaping up good caters primarily to smaller contractors for Strobel’s Rental, but good could and homeowners, employs six people. always be better. A little help from the The wait for business to pick up may new administration just might help the be almost over as spring is finally here.

“THERE’S CERTAINLY A PLACE TO SPEND THE ADDITIONAL MONEY. WE ALWAYS LIKE TO ADD INVENTORY AND IT WOULD BE GREAT IF WE COULD OFFER EMPLOYEES BETTER BENEFITS.”

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GEORGIA: KEEPING IT OLD SCHOOL IN ATLANTA The last 10 years or so have been a struggle for “little guys,” said Norman Causey, owner of Atlanta-based Rent All Plaza. Anything the Trump administration can do to help would be great, he added, and that includes lowering the tax burden and reducing regulations. Causey has been in the rental business since 1974 and has owned his general rental store for 11 years. He also has a second location next door, a party and events store. “It’s really been a struggle for small independent rental stores here since the summer Olympics in 1996 when the large national companies came into the market,” he emphasized. “It’s almost impossible to compete with them and the box stores on price. All one can do is provide better service and take good care of the customer.” The downturn in ’08 ramped up the struggle, forcing Causey, in his words, “to throttle back.” Things are looking up though, he noted, and some extra funds via a tax break or more sales would help the store update equipment. “Over the last several years, we’ve been repairing instead of replacing equipment. If the new administration will do what it promises, hopefully we can start replacing some units and even add some inventory.” This owner calls his store an “oldschool rental business,” one that relishes taking care of its local customers, mostly smaller contractors and homeowners. “Operating a store like this requires people to be a ‘jack of all trades,’ to have a wide knowledge of equipment and how to use it,” he noted. Causey said one reason he became involved in the industry is that he enjoys the challenge of helping customers deal with a wide range of issues. With business finally picking up, he’s looking forward to helping even more of them.

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MARKET WATCH OHIO: RENTAL COMPANY EXPECTS MOMENTUM TO BUILD FOR GROWTH In 2008, nearly one-third of Village Rental’s revenue came from 10 major home builders. The economic downturn changed the landscape in a hurry for this Dayton, OH rental center. Many of the large production home builders never recovered and they still shy away from the marketplace. Still, owner Steve Kuflewski projects a sixpercent growth in revenue this year on the heels of a four-percent increase in sales last year. “The Dayton economy is not as strong as other areas of the country, but it is picking up,” said Kuflewski. “Our store has and continues to cater to the smaller contractors, many of whom remodel homes, put in patios, and install outdoor kitchens. Even though the housing boom came to a halt, these contractors stayed relatively busy and they still are among our best customers. Party and events make up probably 10 percent of our business.” Kuflewski opened his store in 1989 and today employs 14 people and looks to add another two this summer. He recently hired two mechanics, a good find since, in his words, the younger generation doesn’t seem to be all that interested in equipment, either operating or fixing it. This owner thinks the Trump administration could help the economy and his rental business if discussions about tax breaks and reducing regulations bring results. “A tax break for homeowners would give them more discretionary income to spend on upgrades, something that would benefit both our contractor customers and us. Any money saved from a tax break for small businesses like ours would likely be spent adding something new to our inventory and replacing some older units. So far, we’re looking to replace an excavator and small backhoe,

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“ANY MONEY SAVED FROM A TAX BREAK FOR SMALL BUSINESSES LIKE OURS WOULD LIKELY BE SPENT ADDING SOMETHING NEW TO OUR INVENTORY AND REPLACING SOME OLDER UNITS.” STEVE KUFLEWSKI, OWNER OF VILLAGE RENTAL along with some other tools. “Administration talk about ending depreciation rates and allowing all capital equipment to be expensed or raising Section 179 limits would also be helpful, but it may encourage some of our contractor customers to buy instead of renting equipment. Still, there will always be new contractors in need of rental units.” He pointed out that the WrightPatterson Air Force Base remains the area’s biggest employer, and after that, most jobs are in the lower-paying service sectors. Despite a lagging local economy, though, his store is doing well and looks to build on its book of business when the economy and housing market pick up and if the new administration comes through on delivering some tax and regulatory relief.

MICHIGAN: OPTIMISM AND CONFIDENCE FUEL KLOCHKO EQUIPMENT’S EXPECTATIONS FOR GROWTH Klochko Equipment Rental has been in business since 1951 and has three locations in Michigan. Its headquarters are in Melvindale in Metro Detroit. There’s a location in East Michigan and another in the Tri-Cities area. “Detroit has seen a lot of improvement in recent years with new infrastructure, including the construction of a new rail line and stadium,” said company President Rob Klochko. “That has given a boost to the local economic picture, but even more important for our business is talk about another bridge across to Windsor

and the promises made by the Trump administration. “When the new President talks about building more cars in the U.S., using American steel, and bringing back jobs, it makes people optimistic about the future, and that gives us confidence to add to our inventory and rebuild for the future,” Klochko said. “This market is highly competitive and to stay competitive, rental stores cannot rent old material.” Rob’s dad, Steve, started in business as a pure rental store with a focus on serving the concrete excavation market. Rob took over in 1979 and today he and brother Tom sell, service and rent dozers, cranes, excavators and aerial lifts, among other larger equipment, primarily to industrial contractors, steel companies and utilities. They are also Hyundai, Wacker Neuson and JLG dealers, to name three brands they sell and service. Their three stores employ 50 people. The economy hasn’t been the only challenge in recent years for family-owned and operated rental stores, Rob noted. “When I started in business, equipment dealers weren’t renting equipment. Now they do, joining the large national rental companies that make the market extremely competitive. With so much competition, you can’t raise rates to meet the higher costs of new equipment. The upside is that equipment today is better built and lasts longer.” With that said, this owner looks to continue growing sales this year and, yes, expand inventory based not only previous history and sales projections, but also on increased optimism and confidence about the future. ■

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NEW PRODUCTS The following are products recently introduced to the rental market, as well as models which have undergone significant changes.

 Atlas

Copco P 2000i and P 3500i Generators The 46-lb. P 2000i and 99-lb. P 3500i inverter power (iP) generators use advanced electronics and magnets to efficiently produce high-voltage, multiphase AC power. • P 2000i offers an output of 1.6 kVA and the P 3500i delivers 3.0 kVa

 Allen AT14S Swivel Dump Track Buggy Allen debuted its newest track buggy, the AT14S, a swivel dump buggy that allows the operator to place materials with precision. • Rugged track drive allows it to operate in conditions that wheel barrows and wheel buggies cannot • Swivel buggy allows the operator to turn the bucket 90-degrees in either direction from center to provide maximum precision while placing materials • 20-hp Honda GX630 gas engine

• Recoil start function ensures fast activation

Search: 12300037

• Variable speed control adapts engine speed to load conditions

 XL Low-Profile HDG from XL Specialized Trailers XL Specialized Trailers has updated its Low-Profile Hydraulic Detachable Gooseneck trailers, which includes the XL 110 Low-Profile HDG and XL 120 Low-Profile HDG.

• Can be connected and used in parallel to increase overall power capability Search: 12315598

• L ow-profile gooseneck now features a relief cut out, which provides additional space between the trailer and the truck • 1 3-ft.-long neck is easily removable and offers a five-position ride height • M odels include: XL 110 rated at 110,000 lbs. in 12 feet and the XL 120 rated at 120,000 lbs. in 16 ft. and 110,000 lbs. in 10 ft. Search: 12315049

 Hilti Combihammer TE 50-AVR Hilti is expanding its SDS-max rotary hammer portfolio with the introduction of the Hilti TE 50-AVR SDS-max rotary hammer with chiseling. • Active Vibration Reduction (AVR)

 JCB AJ50D

Articulated Boom Lift JCB, which recently announced its entry into the access market with a full range of scissor lifts, has now indicated its plans to expand its lift equipment line further with the introduction of five articulated boom lifts by the end of 2017. Four diesel-powered models will offer lift heights from 50 to 100 ft. and an electric model will have a lift height of 45 ft. • All models will incorporate secondary guarding for added safety • The first model, AJ50D, is powered by a 50-hp JCB by Kohler diesel engine and offers 49 ft. 2 in. of height Search: 12316140

• Weighing 13.4 lbs., the Hilti TE 50-AVR is the lightest SDSmax rotary hammer in Hilti’s TE-Y class • While hammer drilling, can drill holes up to 1-9/16 in. in diameter and can handle percussion coring applications up to 3-1/4 in. in diameter Search: 12315609

 Bridgestone Vortech Rubber Tracks The Vortech line of rubber tracks for compact track loaders feature a responsive track design and H-shape tread pattern to deliver both workability and a smooth driving experience. • O ptimized internal structure and tread pattern provide lower bending resistance that occurs during track rotation • Reduce engine power loss during driving by 26% • H -shaped tread pattern expands the edge portion of the tracks and provides higher levels of traction • C an be used in a variety of environments ranging from gravel to sediment, and other ground types Search: 12318509

APRIL 2017

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4/11/17 11:03 AM

WANT MORE

PRODUCT INFO?

 MWE Westinghouse

iGen Inverter Generator Series The quiet and lightweight Westinghouse iGen Inverter Generator Series includes several models ranging from 1,200 to 4,500 peak watts. • iGen4500st incorporates a 120V AC Duplex and 120 V AC 30A outlet, two USB ports, wheels and a retractable handle for easier handling

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.

• Delivering less than 3% total harmonic distortion (THD), producing clean power that is safe for use on sensitive electronics like laptops and smartphones Search: 12318845

 Hyundai R30Z-9AK Tier 4 Final Compact Excavator

The R30Z-9AK is a 3-ton-class model that features a zero tailswing design for optimum maneuverability in confined work spaces. • 23.2-hp Kubota Tier 4 Final-compliant engine • Offers an 8-ft. 2-in. maximum digging depth, 15-ft. 3-in. maximum digging reach and 4,520-lbf. bucket breakout force • .10-cu.-yd. standard bucket capacity • Available with canopy or optional cab with operating weights of 6,380 and 6,625 lbs., respectively Search: 12318364

 Wacker

Neuson DPU90 Series Plate Compactors The 1,700-lb. DPU90 and 1,596-lb. DPU90R reversible plates incorporate a 30-in. baseplate and produce 20,233 lbs. of centrifugal force at a rate of 3,780 vpm. • Forward travel speeds of up to 92 (DPU90R) and 98 fpm • Compact up to 13,929 (DPU90R) and 14,919 sq. ft. per hour depending on conditions • 14.3-hp Kohler water-cooled diesel engine

 Miller Electric Big Blue 600 Air Pak

Search: 12318022

The 600-amp Big Blue 600 Air Pak welder/generator provides single-operator power for welding, carbon arc gouging, auxiliary power or running an air compressor to perform critical repair and maintenance functions. • 65.7-hp Deutz Tier 4 Final-compliant diesel engine • Ingersoll Rand screw-type air compressor supplies up to 60 cfm of air at 100 psi with a 100% duty cycle • Upgrades include improved arc characteristics, digital weld meters and display, three-phase power available even while welding and a 4-in. electronic engine display • Enables use of auxiliary power while welding • Provides up to 20,000 watts of continuous three-phase power and up to 12,000 watts of continuous single-phase power Search: 12319339

 Takeuchi Tier 4 Final TB290 Excavator The 18,780-lb. TB290 compact excavator is equipped with a 69.2-hp Yanmar turbocharged, Tier 4 Final engine with a high-pressure common rail fuel system and a diesel particulate filter (DPF) exhaust aftertreatment system. • Offers 16,565 lbs. of bucket breakout force • S tandard long arm with integrated thumb mount provides a 15-ft. maximum dig depth and a 17-ft. 3-in. maximum dump height • Capable of traveling between 1.6 to 3.1 mph. • 33.8-gal. fuel tank capacity Search: 12319022

 New Holland Mini-Excavators

New Holland unveils a full line of miniexcavators including the E17C, E26C, E33C, E37C, E57C and E60C designed with more power, more productivity and more value. • Models range from 1.7 to 6.0 metric tons • Offer extended life components, liquid-cooled industrial, Tier 4 Final compliant diesel engines and low noise levels • Performance features include rail and inter-locking type track, auto shift travel system, auto idle, top ground clearance and dozer blade lift height, variable undercarriage (E17C) and more Search: 12317556

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APRIL 2017

4/11/17 11:03 AM

2017 AERIAL INDUSTRY REPORT B y J e n ny L e s c o h i e r, e d i t o r

It’s all

GOOD According to a study by Global Market Research, the aerial work platform (AWP) market is estimated to register gains at around 18.3% CAGR through 2022, witnessing largescale expansion due to an increasing amount of construction activities taking place all across the globe. Further, rising expenditure on public infrastructure in countries like Indonesia, Brazil, China and India are expected to contribute to industry growth, as are increasing private investment along with renovation activities in regions of North America and Europe. While studies like this are encouraging, what’s most impactful is hearing from people directly involved with the industry. To that end, we interviewed market leaders to get their perspective on where things are headed. Following are excerpts from those discussions. 20

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Market leaders reveal their personal opinions about what’s behind the current mood of optimism in this important market segment

BRAD BOEHLER President of Skyack

Aerial Market, Like the Economy, Is a Self-Fulfilling Prophecy RENTAL: How do you see this year shaping up for the aerial market? BOEHLER: 2017 is going to be a very good year for the aerial industry. Based on our order book, our backlog, and the last few weeks, with the Rental Show and Conexpo, I think it’s phenomenal. Everything’s positive and and everybody wants to buy equipment. RENTAL: What do you think is behind the positivity? BOEHLER: If you look at the US, you could say it’s part of the Trump effect. If you look into Europe, they’ve been stuck in the after-effects of the global recession they never really clawed out of, but now they’re believing that good things can happen. And of course, various parts of Asia, the access business and rental business are just growing anyway. It seems like everybody wants equipment right now. RENTAL: You mentioned the Trump effect. Is it just speculation or is there a solid reason to believe things will change for the better?

BOEHLER: I think it’s a little of both. If you look at what Trump campaigned on, some of the things he said he would do economically around infrastructure and American manufacturing bode well. I don’t know if any of that’s real yet, but I think people believe it can be real, and so, to a certain extent it is real. Markets are reacting and that just gives it another injection of realism. When manufacturers come out and have a pessimistic view, it drives pessimism in the market too. It’s a selffulfilling prophecy. Markets taking a favorable response kind of drives optimism everywhere. And I’d much rather see the positive aspect become fulfilled than the pessimistic. RENTAL: What other factors are playing a role in the industry’s growth? BOEHLER: The replacement cycle is kind of flushing its way through, and overall, there are great economic conditions in the US right now. There are a lot of building projects underway, lots of positivity about more big projects coming in the future. Beyond that, rental penetration is increasing. Those are the things driving our business above and beyond the replacement cycle. To read the full interview, visit www.forconstructionpros.com/12323014

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4/12/17 7:50 AM

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Search: 10074652

4/12/17 7:50 AM

2017 AERIAL INDUSTRY REPORT

FRANK NERENHAUSEN President of JLG Industries

Solid Market Conditions Lead to Growth Through 2019 RENTAL: What are your general predictions for the aerial market in 2017?

NERENHAUSEN: We’re still feeling the effect of the replacement cycle. We didn’t see a lot of sales in ‘09 and ‘10 and we’re seeing the impact now. But that headwind will soon switch gears and become a tailwind. If we get a combination of the replacement cycle returning and a continued positive construction outlook, then we’ll have some pretty interesting dynamics to deal with. We think that will happen in the 2018-19 time frame; maybe closer to 2018.

RENTAL: Earlier this year, JLG reported its strategy to simplify its manufacturing footprint. What was the impetus behind that decision?

NERENHAUSEN: [Oshkosh Corp.’s] public statement said JLG would be down 7 to 8 percent year over year and at the end of our first quarter in December, we came in somewhere around that, but income was up over 20 percent from 2016. So we’re very happy with that start. We haven’t changed our guidance for the year - that we’ll be down 7 percent - but what I can tell you is that I feel a much more positive sentiment in the industry than I did prior to when we were establishing our forecast for the full year. There’s definitely a good, positive sentiment. RENTAL: What factors are contributing to this? NERENHAUSEN: General market conditions are good. I think it’s going to be a good year for rental. Just drive around… the amount of construction activity you see is amazing. While at The Rental Show in Florida, I saw so many concrete mixer trucks while driving from the airport. When the economy was down, you could drive for 50 miles and not see a redi-mix truck anywhere. It’s a fundamental part of construction - when you start selling concrete you know folks are ramping up. It’s just a grassroots pulse but I feel it. RENTAL: Last year, our discussion centered on the replacement cycle. How much of a factor is that this year?

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NERENHAUSEN: The industrial and commercial sectors are improving, and housing is good, at 1.2 million housing starts. I think 1.5 to 1.6 million is healthy, and we’ll hit that in the not too distant future, maybe even be back at 2 million. There’s a real need for housing. The US and India have the capacity to add 100 million to the world population in the next few years and that will require housing, but 1.2 million starts is not enough to support that.

Are we going to see an infrastructure spending bill? If so, how big, how long and how soon? I can’t be precise but I feel pretty good for the next two to three years. RENTAL: Where do things stand with the oil and gas market? NERENHAUSEN: I don’t think that’s a headwind anymore. I think oil and gas have hit bottom. Things are starting to become a little more active and we’re starting to see gear getting redeployed back into those markets a little bit. I think people will be cautious, but with oil at $55 a barrel, they’ll start putting holes in the ground again. I feel good about that aspect too. We’re seeing a little sign of life in Canada, which is good. RENTAL: What market segments are on the upswing for aerials?

NERENHAUSEN: We looked at our business with a different lens and saw areas requiring high effort for a low return. We could either change that business model or divest those areas. As we looked at our foot print, we realized there was some streamlining required for our telehandler lineup in Europe. It’s a highly complex lineup; we had certain models making very small contributions yet requiring a lot of effort to keep up. With the regulations coming into Europe in 2019 with Tier 5, we need to really look closely at what we’re doing. We asked ourselves, do we have the opportunity to grow this business? If not, then let’s streamline and focus on where we can do some good. Basically, we scoped down the number of telehandlers we’re going to make and that allowed us to propose a consolidated footprint in Europe. That doesn’t mean we’re abandoning Europe. We’re not. We are the global leader in telehandlers and they’re very important to us - we even introduced new models at CONEXPO. So we’re in it to stay, but we’re taking a very calculated approach that allows us to put resources where they can do the most good for our customers and for the company. To read the full interview, visit www.forconstructionpros.com/12322850

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4/12/17 7:50 AM

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4/12/17 7:50 AM

2017 AERIAL INDUSTRY REPORT

MATT FEARON President of Genie/Terex Aerial Work Platforms

Rate Discipline Is Key to Market Growth in the Short Term RENTAL: What do you see in your crystal ball for the aerial market?

FEARON: Talk about infrastructure spending has got a lot of people feeling like they better get ready. Rental companies are getting more bullish about what their fleets should look like. We’re also seeing a stabilization of oil prices and wells are firing back up again. We know the replacement cycle is real and we’re watching all the signs so we’re in a position to react and stretch our manufacturing capacity to meet demand, but in the very near term, rental rates have to go up and stay up.

FEARON: The long-term prospects for the global aerial work platform industry continue to be positive and will be for a long period of time. The adoption of aerials still has a long way to go, mostly in Asia. North America and Europe are our biggest markets today but if you look at annual year-over-year growth, from a percentage standpoint, it’s other places that are really growing. They’re not really moving the needle today, but I think the trend will continue. We’re seeing other players enter the market because they’ve studied it and seen it has legs. It’s a cyclical industry but it will continue to grow.

RENTAL: What do you think is the reason?

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RENTAL: How much do you think the newly elected Trump administration has to do with the positive sentiment in the industry? FEARON: It seemed like the positive sentiment picked up back in December, when people started talking more about infrastructure spending. There’s a lot of optimism, but there’s no money behind it yet. But the talk about it has people thinking they should get positioned for the possibility of it. So I think it does have something to do with Trump’s campaign promises. You can see the effects in how stocks are performing... just look at Terex and United Rentals, for example. We’re seeing the “Trump Bump” first-hand. RENTAL: There have been a lot of changes at Terex. How do you see things progressing?

RENTAL: What about in the short-term future? FEARON: From a sales perspective in North America, we’re still working our way through the replacement cycle. People didn’t buy much fleet in 2009-10. They aged their fleets and from a manufacturer’s standpoint, we’re now seeing a temporary dip that will be followed by some really nice growth. We think 2017 will be the bottom, with acquisitions going up in 2018. That being said, I’d say there’s a much more positive sentiment in the North American market very recently. You could feel it at The Rental Show and CONEXPO. People are just feeling better.

manufacturers need to have discipline around how much inventory we have. We need to make sure the market isn’t saturated so it can be possible for our customers to get the rates.

RENTAL: Explain why rates are so crucial to the near-term growth of the aerial market. FEARON: Rental rates have not been doing well and the fleets that rental companies have are still relatively young. From a manufacturer’s perspective, rental companies have to be able to see that if they add fleet they’ll get a return on it. All the positive sentiment is good but it needs to carry through because there’s this underlying replacement cycle. Rental rates that companies achieve in March, April and May kind of set the tone for rest of the year. Rental companies need to have rate discipline while

FEARON: Our CEO, John Garrison, implemented the Focus, Simplify, Execute to Win philosophy, and going from five segments to three was part of that. I think he’s made an incredible amount of progress in the 15 months he’s been with the company. From a simplify standpoint, John said let’s get focused on the three segments we have: AWP, Cranes and Material Processing. The cranes business is very tough right now, so we’re doing a lot of simplifying there. We’re much more strategic now and the goal is to run our businesses as market leaders, which we are. I think Terex has changed dramatically for the good. It definitely is more focused, simpler, and we’re driving initiatives under “Execute to Win” that really make sense. To read the full interview, visit www.forconstructionpros.com/12322883

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4/12/17 7:50 AM

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4/12/17 7:50 AM

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REDEFINING THE ACCESS INDUSTRY. The worksite of the future calls for smarter machines, safer working conditions, advanced training and greater availability of parts. But it doesn’t stop there. We’ve created connected technology you’ve never seen before that will propel the access industry into the future. Experience the possibilities we unveiled at CONEXPO 2017. Get a recap of JLG at CONEXPO: www.jlg.com/en/redefining-access

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4/12/17 7:50 AM

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4/12/17 7:50 AM

2017 AERIAL INDUSTRY REPORT

MATTHEW ELVIN CEO of Xtreme Mfg. and Snorkel

Is Oil and Gas On Its Way Back? RENTAL: Where do you see the aerial market going in 2017?

the fastest growing economy in Europe, they’re really starting to rebound. Asia is an interesting part of the world. They’ve got a mixture of countries that have not embraced AWPs and we’ve got a presence in most of those markets. It’s my belief you’ve got to be there before adoption and start serving the brand. You can’t just show up

ELVIN: 2017 will be quite a positive year. Obviously, the political changes have really given a lot of momentum to companies. Everybody you talk to is quite positive and you need a positive attitude for them to make a purchase. I would say any doubts there were last year for investing for the future have been dealt with as a result of the election. Saying that, at some point we need to see some of the promises come through and money being spent. At the moment, everybody’s planning to gear up and make it all happen which is quite exciting for us, and we’ve already seen tangible benefit. February order intake for our Xtreme telehandlers was very strong. RENTAL: Last year, the buzz was about the replacement cycle. People weren’t buying lift equipment. Is that over? ELVIN: This is only a gut feel but I think the companies purchasing now probably are the ones who were more aggressive with their de-fleeting during the downturn. They’ve probably reached utilization early and now they’re actually starting to add. I think, if everything being said is true, I think we’re in line for a lot of growth over the next couple of years. RENTAL: What’s going on in the global market? ELVIN: It goes region by region. Europe has always been an important market and we’re finding that to be quite good right now. Spain is now

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align and drive demand. Then you’ve got some countries, like Singapore, where they’ve got one of the strictest regimes and also one of the highest AWP penetrations. Everybody talks about China. We’re seeing more and more domestic suppliers moving into that space. A lot of those companies were built on the back of building excavators. With the infrastructure boom, excavators and wheel loaders were bottoming out so they’re protecting themselves by getting into the access market. RENTAL: What market segments do you see the most potential in? ELVIN: There’s no doubt that oil and gas, while definitely not where it was, is coming back from its lows. Will it get back to the highs? We’re hoping it climbs up again, but from an economic standpoint, we don’t necessarily want it to recover to its highest highs because then it drives fuel prices up. A lot of the contractors involved in that type of work have their equipment already. If they didn’t dispose of it, they’re going to recommission it. Others will be adding to their fleets. ■

“I WOULD SAY ANY DOUBTS THERE WERE LAST YEAR FOR INVESTING FOR THE FUTURE HAVE BEEN DEALT WITH AS A RESULT OF THE ELECTION. SAYING THAT, AT SOME POINT WE NEED TO SEE SOME OF THE PROMISES COME THROUGH AND MONEY BEING SPENT.” when there’s business, you’ve got to be there to build the business. Lots of countries are still using more traditional ways of working at height, but they’ll get to a point where the regulations and requirements for productivity will

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4/12/17 7:50 AM

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4/12/17 7:50 AM

LIFT EQUIPMENT

 Genie GS-4047 Electric Scissor Lift The GS-4047 self-propelled electric scissor lifts up to 550 lbs. to a maximum working height of 45 ft. and drives at full height. • Four-wheel braking system combines dual rear-spring, hydraulically released brakes with dual front-wheel hydraulic dynamic braking • Heavy-duty steel swing-out service trays allow for access to all machine components for easy service and maintenance

CMC 50L

• Parts commonality with the GS scissor series Search: 12050023

 Haulotte HTL Telescopic Handlers The HTL telescopic handlers feature 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

CMC 60L

• Ergonomic, flexible joystick with four integrated proportional functions Search: 12148017

 Wacker Neuson TH627 Telehandler CMC 50L 44 ft platform height 23 ft lateral outreach 32” wide for single door access Only 4,310 lbs Fits in 10’ freight elevator Simple all-hydraulic controls CMC 60L 56 ft platform height 29 ft lateral outreach 30” wide for single door access Only 4,938 lbs Fast boom speeds Simple all-hydraulic controls

Wacker Neuson’s TH627 telehandler is a three-in-one machine concept to work like a wheel loader, skid steer and telehandler. • 18-ft., 7-in. lift height • Load Management System (LMS) automatically adjusts the position of the load • Tier 4 Final, 74-hp Kohler engine with diesel oxidation catalyst aftertreatment • 5,500-lb. lift capacity Search: 12292507

Other models available from 50 to 135 feet. All models are ANSI & CSA certified. allaccessequipment.com | info@allaccessequipment.com (978) 712-4950 Search: 12301476

APRIL 2017

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4/11/17 11:12 AM

The world authority in powered access.

 Hy-Brid HB-1230 from Custom Equipment

The HB-1230 is an alternative to mast lifts that allows for easier maneuverability around confined spaces and greater productivity on projects. • 18-ft. working height • 30-in.-wide by 55-in.-long platform can hold 550 lbs. and features an extension that adds nearly 29 in. of length • Weighs 1,610 lbs. • Lightweight design allows work on delicate flooring, including tile, laminate, raised floors and mezzanines, with much lower potential for damage Search: 12174001

 Skyjack SJIII 4740 Electric Scissor Lift The SJIII 4740 electric scissor lift has a 45-ft. 3-in. working height, an overall capacity of 771.61 lbs. and can be driven fully elevated on firm level surfaces. • Redesigned steering system offers a 21-in. turning radius • Variable-speed front wheel hydraulic drive enables 25% gradeability • Heavy-duty steel tube scissor arms with welded crossmember bracing enable a 28-mph wind rating • Clevis-design scissor ends distribute loads symmetrically over the pins Search: 12177830

 Reachmaster Bibi 26-BL Compact Scissor Lift

The 4,400-lb. Bibi 26-BL compact scissor is mounted on a track-based chassis, enabling it to drive on sloped and soft surfaces. • 25-ft. 11-in. working height and 550-lb. basket capacity • Comes with a 220V electric motor and a Honda GX930 gasoline engine • Bi-leveling chassis enables up to 25° gradeability and adjustable tracks can accommodate a 21° side slope Search: 12160566

WANT MORE PRODUCT INFO? USE THE EIGHT-DIGIT CODE

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

HALF-HEARTED TRAINING IS FINE. AS LONG AS YOU’RE OK WITH HALF-HEARTED SAFETY. Life is full of shortcuts. But running aerial lifts without trained, tested operators is a dead end. Train right. Insist on the PAL Card. Find a training center near you at IPAF.com. Search: 10313618

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APRIL 2017

4/11/17 11:12 AM

LIFT EQUIPMENT

 Genie SX-135XC Telescopic Boom Lift The SX-135XC self-propelled telescopic boom lifts operators to its 135-ft. full platform height in 2 1/2 minutes and is drive enabled at full height. • Offers a 141-ft. working height, 90 ft. of outreach, 660-lb. unrestricted/1,000-lb restricted lift capacity and can work 19 ft. 8 in. below grade • 18- to 30-ft. telescoping Jib-Extend jib offers up and over capabilities plus 125° of jib articulation Search: 12259297

 JCB DualTech VT Transmission for 512-56 & 514-56 Telehandlers

JCB’s DualTech VT is the world’s first dual-technology transmission specifically designed for the 512-56 and 514-56 Loadall telehandlers.

 JLG 742 Telehandler JLG’s 742 telehandler introduces a precision gravity lowering system to the JLG family of telehandlers allowing the 742 to rely on hydraulic power to raise the boom and use gravity to lower it. • Rear axle stabilization (RAS) automatically switches machine from a 3-point stance to a 4-point stance • Maximum lift capacity: 7,000 lbs. Search: 12312951

• Automatic switching to electronically modulated three-speed powershift above for optimum power efficiency in higher speed operation Search: 12313466

 Skyjack

SJ1256 TH Telehandler The SJ1256 TH telehandler features a 12,000-lb. maximum lift capacity, 56.3ft. maximum lift height, 6,000-lb. lift capacity at maximum lift height without deploying outriggers and 7,000-lb. lift capacity at maximum lift height with outriggers deployed. • Lifts 1,000 lbs. at its maximum forward reach of 42.6 ft without deploying outriggers Search: 12293062

 JLG 4045R and 1532R Electric Scissor Lifts JLG’s new 4045 features a slim line design for seamless movement in and around tight work areas, offering a 45-in. machine width. • 4045R features side forklift pockets, allowing a range of forklifts to be used for loading or unloading • 1532R features compact dimensions, including a 32-in. machine width, and has a platform height of 15 ft., platform capacity of 600 lbs. and a layout that optimizes serviceability

 Genie SX-105 XC and SX-125 XC Telescopic Booms

Updating the legacy Genie S-105 and S-125 telescopic boom lifts, the new Genie SX-105 XC and SX-125 XC booms are engineered to work in more applications that require higher capacities. • Industry-leading dual lift capacity of 660-lbs. Search: 12315595

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 JLG 1500AJP

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The 11,001-lb. V519 VersaHANDLER features a two-stage boom with a reach of more than 10 ft., a lift height of 19 ft. and the ability to lift up to 5,500 lbs. • 74-hp Bobcat D34 Tier 4 engine does not require the use of a diesel particulate filter

JLG’s 1500AJP articulating boom lift is currently the world’s tallest articulating boom lift. • Standard 7.9-ft. jib raises and lowers 135 degrees and pivots horizontally 125 degrees • Working envelope of more than 2.6 million cubic feet Search: 12312954

 Skyjack SJ85 AJ

Articulating Boom Lift Skyjack’s SJ85 AJ articulating boom features a dual-capacity rating of 750/500 lbs. and two- to three-people rating. • Class-leading 85-ft. platform height and working height of 91 ft. • Horizontal reach: 56 ft. • Up and over clearance of 34 ft. • Open centre knuckle riser design Search: 12293051

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 Haulotte HA80 RTJ Pro Articulated Boom Haulotte introduces the HA80 range featuring the ACTIV’Lighting System and the STOP Emission System. • ACTIV’Lighting System-Safe Load illuminates controls and the area around the boom for safer loading/unloading • ACTIV’Shield Bar 2.0 is fully incorporated into the upper control protection cover to guarantee better ergonomics and enhanced robustness; push-forward principle bar provides a “safety gap,” so workers are protected from any risk of crushing without compromising productivity Search: 12315720

 Snorkel SR5519 Telehandler The Snorkel SR5519 telehandler can lift a load capacity of up to 5,500 lbs. and can reach heights of up to 19 ft. It’s rich in features, including a spacious cab with an improved seat for operator comfort. • Large touchscreen interface has been incorporated into the cab for easy access to load charts and operation manuals • Powered by a 74-hp Deutz 2.9-liter diesel engine with hydrostatic drive

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 Easy Lift 50-23AJ

Easy Lift, srl has launched the 50-23AJ to answer a growing need for ultracompact units in tighter places. The double pantograph lower boom offers greater up-and-over possibilities with an unrestricted 23 ft. of outreach with full basket capacity of 507 lbs.

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 Pegasus 45.30 from Dieci The 45.30 model is a compact vehicle powered by a 170-hp four-cylinder FPT Stage 4/Final 4 Aftercooler Turbo engine coupled to an electronically controlled hydrostatic transmission that provides great power and immediate response to stress. • Load-sensing-flow sharing variable flow pump allows simultaneity of all the movements • “ECOWORK” system contributes to fuel savings, drawing power to the diesel engine only when required Search: 12321834

 JCB Electric Scissor Lifts JCB enters the powered access market with the launch of nine electric scissor lift models with working heights ranging from 21 to 45 ft. • Units weigh between 2,900 and 7,400 lbs. • Platforms of the two smallest models (S1530e and S1930e) measure 64.6 in. long by 30 in. wide. Larger models use a 98.4in.-long platform, all except the largest S4550E model, which has a 104-in.-long working area. • R ated for basket capacity from 500 lbs. to a maximum of more than 1,200 lbs. • Powered by four 6V or 12V batteries, with hydraulic drive • Three diesel models will be introduced later in 2017 Search: 12321944

 Gehl RS5-19 GEN:3 Telescopic Handler

Gehl introduces the RS5-19 GEN:3 telescopic handler featuring a new single-stick system with the ability to shift forward, neutral and reverse with the boom functioning without having to take your hands off the steering wheel. • Rated lift capacity of 5,500 lbs. • 19-ft. 1-in. maximum lift height • Hydraulic self-leveling lift action automatically keeps the load level as the boom is raised Search: 12321879

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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EARTHMOVING EQUIPMENT By Jenny Lescohier & Larry Stewart

Case’s BIGGEST Skid Steer Offers CHOICES FOR VARIOUS OPERATORS The new SV340 meets the demand for maximum power with an easy-to-use interface

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ase’s new largest skid steer, the SV340 with rated operating capacity of 3,400 pounds, is hardly a monster (the industry’s new king of the hill can bench 4,200 pounds ROC) and control features make it easy for almost any operator to tame. A decade ago, a skid steer with more than 3,000 lbs. operating capacity was a groundbreaking concept, a specialty machine geared toward a fairly narrow niche. Then the U.S. EPA’s diesel exhaust regulations created an artificial

size threshold at 74 hp. Because 75 hp and larger diesels need exhaust aftertreatment systems such as selective catalytic reduction (SCR) and accompanying diesel exhaust fluid (DEF) to satisfy emissions regulations, most manufacturers have been adding models with horsepower in the low 70s. They’re productive in a wide range of skid steer tasks, but without the maintenance challenges inherent in the more-complex exhaust systems.

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JCB’s Tier4 Final telehandler range A no hassle equipment solution. • The FIRST Tier 4 Final telehandler up to 12,000lbs lifting capacity, with no DEF and DPF requirement. • Award winning JCB EcoMAX engine with clean-burn technology. • No engine after treatment.* • JCB is the only manufacturer to build its own telehandler drivetrain.

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EARTHMOVING EQUIPMENT SEE THE NEW CASE SV3400 IN ACTION: Features that Make Case’s SV340 a Heavy-Duty Skid Steer for Rental forconstructionpros.com/video/12310965 How SV340 is Raising the Case Skid Steer Line’s Capability forconstructionpros.com/video/12311947 Novice Learns Some Valuable Skid-Steer Operating Lessons Pick your priority forconstructionpros.com/video/12311453

Strong demand for big skid steers remains, though, and the added cost of emissions compliance with the

over-75-hp engines has driven development up the size range. Many operators want the muscle to carry big loads and

the juice to power heavy-duty attachments. That’s where the 90-hp SV340 lives; a new vertical-lift skid steer that generates 9,531 pounds of bucket breakout force and offers three auxiliary hydraulic options, but with an operator interface designed to make it easy for any operator to use. We recently took the SV340 into the field to see what it could do and how some of its newest features affect the operator’s experience. George McIntyre, product manager for skid steers at Case, says the

WITH THE OPERATOR IN MIND According to George McIntyre, product manager for skid steers at Case, the company put a lot of focus on operator comfort when designing the SV340. Evidence of this can be seen in the wide cab offering high visibility at every angle, but particularly to the rear of the machine. Rear-mounted coolers allow a very low-profile hood, and a wide, rounded rear window completes operators’ 360-degree view of their surroundings. Despite the wide cab, which is 25 percent larger than the SV300’s working environment, the machine itself still has a compact footprint. “It’s in the Case DNA to offer compact machines with a lot of power,” McIntyre says. “Customers want to get into narrow places with light equipment or they’d be operating bigger machines.” Case Ride Control promotes both comfort and productivity. A skid-steer’s short wheelbase can make for a bumpy ride that’s hard on operators and the load they’re carrying. The switch is located on the right joystick grip so it’s easily accessible and can be activated and deactivated with the press of a button. “Skid steers and compact track loaders can be bouncy compared to other machines,” McIntyre points out. “Ride Control works really well any time the machine is going above 3 mph. Once you get into a situation where you’re digging, however, at that point you don’t want it activated. What we’ve done is create a momentary switch for Ride Control. When you want it, simply push in that button and ride control is activated. When you want to dig hard into a pile, just let go of the button.” Perhaps most impactful to operators are the controls. Whether your customer is a seasoned operator with hard-core preferences or a novice user looking for the most intuitive interface, the SV340 offers a choice that will help them get the most work out of the machine. The machine is available with servo-assist mechanical H pattern controls or optional electro-hydraulic controls for versatility to change patterns and control sensitivity.

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Mechanical hand and foot controls are also available for those who prefer that simplicity and the feel of a direct linkage when they operate.

Rental Editor Jenny Lescohier operated the SV340 with the EH joysticks set in the ISO pattern (boom and bucket controls in the right joystick and ground-drive controls in the left) at the default control-sensitivity setting, which she found very easy to use. “As a novice operator who is a little bit intimidated by a big machine like this, I have to say it was the simplest operation that I’ve come across in a lot of my equipment experience,” she says. “The ISO setting is really intuitive for somebody who has no preconceived feelings about an operating pattern. In terms of the sensitivity, I did feel that when I was driving the machine forward and back, I was getting a little more used to the amount of finesse needed for that. If the controls were set at a lower setting, I might be much more productive because I wouldn’t be constantly compensating for my herky-jerky hand movements.” McIntyre reduced the control sensitivity after Lescohier’s initial operating time, and she was quickly able to reduce wheel spin and fill buckets better. “It made, for me, a tremendous difference,” she says. “For a novice operator who may have some over-movement of the hand and arm, I felt much more in control, and more productive. A great feature for renters, I think.” Being able to tailor controls to the operator is huge in rental applications. “It makes sense for rental companies to purchase the machine with EH controls because they allow for an easy switch between control patterns,” McIntyre says. “We still offer mechanical control options, and it is an upgrade to go to the EH control system, but in terms of the overall cost of the skid steer, it’s a relatively minor investment and one you might want to consider because of what it can offer renters.”

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EARTHMOVING EQUIPMENT SPEC’ED FOR RENTAL i nt ro du c t i on of the 90-horsepower SV340 is part of a recent polarization of the skid steer market between those who want big p ower and those who aim to lower their acquisition cost and maintenance requirements. “Customers p A single rocker switch allows operators to switch between the Case “H” pattern and ISO pattern on the go, want more in allowing for several operators with various preferences to use terms of hydrauthe same machine. When the operator pushes in on the lic horsepower and “release under pressure fitting,” it releases the pressure in r a t e d o p e r a t i n g the line, making it easier to connect the next attachment. capacity, but that means moving to a [Selective Catalytic Reduction] sysThe SV340 is a machine for the tem,” he explains, noting that most growing segment of buyers manufacturers today utilize SCR who have too much on their bigger skid steers. “Those heavy lifting machines need DEF, but some customers are a little apprehensive about that. If they stay at a 74-horsepower machine, it allows them to avoid the DEF system.”

Skid steers in the 3,000-pound and up class can be a pricey investment, so be sure to spec your machine for maximum utilization. Following are a few points to consider with regard to the SV340: • For most rental companies, the standard high-flow setup is appropriate, particularly if you don’t often rent skid steers with heavy-duty attachments such as a cold planer or mulcher. • Machines with EZ-EH controls have nine speed and controlsensitivity settings that can be adjusted on the fly. This allows the operator to quickly switch between personalized settings for speed and control and to tailor the machine performance to the application. For a novice operator, for example, control response can be reduced for smoother operation until the operator gains finesse with the joysticks. • A single rocker switch allows operators to switch between the Case “H” pattern and ISO pattern on the go, allowing for several operators with various preferences to use the same machine. • Renters commonly have issues with attaching and detaching work tools when renting skid steers, often due to pressure built up in the hydraulic system. Case has worked to alleviate this problem with “release under pressure fittings.” When the operator pushes in on the fitting, it releases the pressure in the line, making it easier to connect the next attachment.

The introduction of the 90-horsepower SV340 is part of a recent polarization of the skid steer market between those who want big power and those who aim to lower their acquisition cost and maintenance requirements.

APRIL 2017

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ยนOffer valid at participating dealers only. Offer valid starting 1 March 2017 until 30 June 2017. Subject to approved installment credit with John Deere Financial. Offer includes new John Deere skid steers, compact track loaders, compact excavators, and compact wheel loaders. Some restrictions apply. Other offers available. See your local John Deere dealer for complete details and other financing options. For commercial use only. 2Purchase new John Deere skid steers, compact track loaders, compact excavators, and compact wheel loaders from John Deere or authorized John Deere dealers between 1 March 2017 and 30 June 2017 and in addition to the Standard 12-month/unlimited-hour Warranty, you receive a powertrain plus hydraulics warranty, for 2 years/2,000 hours. The powertrain plus hydraulics warranty expires two years after the delivery receipt date or after 2,000 machine hours, whichever occurs first. Offer valid at participating dealers only. Some restrictions may apply. Other offers may be available. 3From 1 March 2017 through 30 June 2017, receive special discounts when you purchase two qualifying Worksite Pro attachments along with a new John Deere skid steer, compact track loader, compact excavator, or compact wheel loader. Not all attachments qualify. See your dealer for complete details.

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EARTHMOVING EQUIPMENT

“SOME CUSTOMERS WANT MORE MUSCLE, BUT IN A LOT OF CASES, THEY AREN’T USING THAT ADDITIONAL OPERATING CAPACITY ALL THE TIME. BUT WHEN THEY NEED IT, THEY HAVE IT.” JENNY LESCOHIER, EDITOR OF RENTAL and/or thirsty hydraulic attachments for a 74-hp machine, and want plenty of capability as long as they’re shelling out for the bigger machine.

Power preference The SV340, which replaces the Case SV300 at 3,000 pounds operating capacity, is available with three different auxiliary hydraulic systems. The standard auxiliary hydraulic flow rate is more than 24 gpm rated engine speed. “Beyond our standard system we have two high-flow options,” McIntyre explains. “One is our high flow with 38.7 gpm at 3,450 psi. And then we have enhanced high flow, which takes it from 3,450 psi to 4,000 psi, at 35 gpm. The enhanced high flow is really made for specific applications, such as cold planing.

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“The main reason you want the higher pressure is for more force, so you get more power out of whatever you’re running,” he says. “You want the flow, which gives you the speed, but you also want that power. With this model we increased the pressure for more hydraulic horsepower. Our previous system was at about 68 hydraulic horsepower. With standard high-flow, it increases to 78 hydraulic horsepower, and if you go to enhanced high flow, it brings it to 81.7.” McIntyre continues, “Some customers want more muscle, but in a lot of cases, they aren’t using that additional operating capacity all the time. But when they need it, they have it,” he says, adding, “It’s not about being able to lift the extra weight, it’s about being able to lift the weight and carry it comfortably. When you have a heavier attachment – and attachments are getting heavier and heavier – you want more operating capacity.” ■

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q Beyond Case’s standard system, the SV340 features two high-flow options, including an enhanced high-flow that’s designed for very heavy-duty applications.

Allied Hy-Ram® hammers reflect almost 75 years of designed-in value, meeting contractors’ and municipalities’ needs to rent efficient, reliable demolition solutions. Thoughtfully designed to work as an integral component of small, medium and large excavators, minis and skid-steer carriers, Hy-Ram hammers are easy to use. Easy to maintain. Easy on your bottom line. For details, visit an authorized Allied distributor or call 800-321-1046.

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APRIL 2017

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INDUSTRY UPDATE

TO DIVEST INDIABASED COMPACT CONSTRUCTION BUSINESS

TEREX CORP. HAS AGREED TO SELL its India-based compact construction business, Terex Equipment Private Limited to Manitou. This marks an important step in execution of Terex’s strategy to focus its portfolio on those products which have significant presence in the market and has the potential to

provide greatest returns for shareholders. Terex Equipment Private Limited manufactures and sells backhoe-loaders, engages in the sale of wheel loaders and contract manufactures along with selling skid-steer loaders. The sale, pursuant to customary closing conditions, is expected to be finalized in the first half of 2017. This sale marks the disposition of the last significant asset held for sale in Terex’s former Construction segment. Earlier in 2016, the company completed the sale of its German compact construction business to Yanmar for $60 million in cash. Included in the sale was the manufacturing facility located in Crailsheim, Germany, and parts distribution center located in Rothenberg, Germany. Terex is simplifying its organizational structure and continues to make progress on refocusing its portfolio. These transactions will help the company to focus on its core products.

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FRAUD ACCUSATIONS Could Mean More than Tax Trouble for Caterpillar The IRS has challenged six years of tax returns filed by Caterpillar, but financial-professional trainer Training The Street suggests tax troubles may be the least of the construction equipment giant’s problems after a surprise raid by federal enforcement authorities signaled the possibility of more serious financial crimes. The March 2 raid at three Caterpillar Inc. offices in Peoria and Morton, Illinois, was carried out by officials from the criminal investigation unit of the Internal Revenue Service, the Federal Deposit Insurance Corp.’s Office of Inspector General, and the U.S. Department of Commerce‘s Office of Export Enforcement. The raid shocked many in the business and legal community, and a lack of specific information has led to multiple theories about what exactly Caterpillar is being investigated for. A Caterpillar statement links the raids to years of criticism Cat faced for its relationship with its Swiss affiliate Caterpillar SARL. A congressional committee excoriated the company in 2014 for shifting $8 billion in profits to the European unit to avoid $2.4 billion in U.S. taxes, a move the committee called morally questionable. In early 2015, Caterpillar told shareholders that its cash movements overseas were being probed by a grand jury. The government took no action against Caterpillar at the time.

For the complete report, please visit ForConstructionPros.com/ news/12319329

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InTempo Launches App to Provide At-a-Glance Business Intelligence to Rental Companies

InTempo, an industry-leading rental software company, recently unveiled a unique mobile app that transforms rental data into easily digestible, actionable information. The app, developed by Rental BI, is integrated with InTempo’s Enterprise software solution. The app features dashboards displaying key metrics including equipment status, utilization, revenue, A/R aging, and a daily feed. Users can drill down from dashboards into reports for more information. The app also enables salespeople to check equipment rates and availability; view upcoming reservations, contracts and pickups; and easily access customer information. “Our goal has always been to offer technology solutions that empower rental businesses to make smarter decisions and to cultivate customer loyalty,” said Matt Hopp, general manager of InTempo. “Bringing our data to mobile takes both our software and our value proposition to the next level. We’re excited to give our customers the flexibility to access crucial KPIs and find profit, whether they’re in the yard, at a jobsite or at home.” “As an owner of an equipment rental company, I know firsthand how important it is to keep a pulse on my business and to be able to make important decisions without being tethered to a computer,” said Hernán del Aguila of Rental BI. “This mobile apps takes the incredibly rich data captured in InTempo Enterprise and turns it into a major competitive advantage for independent rental businesses, allowing us to compete even with big-box stores.” To request more information, email jeff.loomis@intemposoftware.com or call 317.983.4991.

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INDUSTRY UPDATE

AGF ACCESS GROUP INC. INTRODUCES

NEW SPECIAL PROJECTS GROUP Furthering its unique position in the access industry, privately owned AGF Access Group Inc. announced the formation of the “Special Projects Group” (SPG). The SPG was created to provide engineering consulting services for major industrial and infrastructure projects, focusing on solutions for complex projects, such as nuclear power plants, hydro electric dams, bridges, chimney/stacks/silos and more across the globe. “Through the creation of the SPG, we are able to provide a specialized approach to major infrastructure development, namely engineering and project management skills for complex access jobs, anywhere in the world,” said Vincent Dequoy, president, AGF Access Group Inc. “By combining the expertise of AGF Access Group manufacturers and the field experience of its rental companies, SPG will provide its customers with all the ingredients for a turnkey and tailor-made access solution.” The SPG is the newest addition to the AGF Access Group Inc. family, a Quebec, Canada-based conglomerate that specializes in design, engineering, manufacturing, sales, rental, service, installation, dismantle and training of innovative access solutions. The company targets the construction, restoration and maintenance of residential, commercial, industrial, institutional and power generation sites and buildings. Learn more about the company by visiting groupeagf.com/en/access

“By combining the expertise of AGF Access Group manufacturers and the field experience of its rental companies, SPG will provide its customers with all the ingredients for a turnkey and tailor-made access solution.” — Vincent Dequoy, president, AGF Access Group Inc.

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AEM ELECTS SKYJACK PRESIDENT TO SERVE AS NEW DIRECTOR ON CE SECTOR BOARD The Association of Equipment Manufacturers (AEM) has elected Brad Boehler, president of Skyjack Inc., to the AEM CE Sector Board to fill an unexpired term. AEM is the North American-based international trade group representing off-road equipment manufacturers and suppliers, with more than 900 companies and more than 200 product lines in the agriculture, construction, forestry, mining and utility sectors worldwide. AEM officers and directors work on behalf of all member companies, giving their time and talent to provide strategic direction and guidance for Association action in areas includBRAD BOEHLER, ing public policy, market data and exhibitions, as well as technical, safety and regulatory issues, president of Skyjack Inc. and education/training. “At AEM, we benefit from the support of our member companies and the leadership talents of our Board members, who are selected to reflect an industry cross-section,” said AEM President Dennis Slater. “Their dedication helps ensure association programs continue to meet member and industry needs, and we welcome Brad’s knowledge and participation.” Boehler joined Skyjack in 2003 and has progressively held strategic positions, including the previous titles of vice president of engineering and vice president of sales & marketing. He holds the designation of professional engineer (PE) and began his career as a military engineer with the Canadian Armed Forces. He is active in several AEM working committees and chairs the AEM Canada Working Group and is also active in leadership roles for the International Powered Access Federation (IPAF).

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APRIL 2017

4/11/17 12:02 PM

INDUSTRY UPDATE

General Pipe Cleaners Awards Rick Beal with

OUTSTANDING RENTAL REP AWARD

Rick Beal, based in Southern California, was awarded the Bob Gelman Outstanding Rental Representative Award at The Rental Show 2017 in Orlando by David Silverman, global sales manager and Andy Zelazny, national sales manager of General Pipe Cleaners, McKees Rocks, PA. Beal has represented General Pipe Cleaners, a division of General Wire Spring Co., in Southern California for 27 years. The Outstanding Rental Representative Award is named in honor of Bob Gelman, former sales manager of General Pipe Cleaners for 27 years until he passed away in April 2001.

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APRIL 2017

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www.ForConstructionPros.com/RENTAL

4/11/17 12:02 PM

ADVERTISER’S INDEX ADVERTISER

PAGE

All Access Equipment...................................................................30 Allied Construction Products.........................................................43 AWP Controls..............................................................................29 Barreto Manufacturing Inc..............................................................7 Briggs & Stratton............................................................................5 Brunner & Lay, Inc........................................................................47 Buffalo Turbine LLC......................................................................49 Classen - Schiller Grounds Care Inc...............................................39 Copper Wire Stripper....................................................................48 Cushman Commercial..................................................................51 Custom Equipment Inc.................................................................33 Ditch Witch, A Charles Machine Works Co.......................................2 Electric Eel...................................................................................44 General Pipe Cleaners....................................................................9 Genie, A Terex Brand....................................................................11 Ground Hog.................................................................................45 IPAF - Int’l. Powered Access Federation.........................................31 JCB Inc.........................................................................................37 Jenny Products, Inc.......................................................................42 JLG Industries Inc................................................................... 26-27 John Deere Construction Equipment.............................................41 Kubota Tractor..............................................................................25 Precision Components..................................................................13 ReachMaster................................................................................34 Rotary Corp..................................................................................46 Skyjack Inc...................................................................................15 Snorkel........................................................................................21 Sotcher Measurement Inc.............................................................46 Tiresocks Inc.................................................................................52 Trask-Decrow Machinery...............................................................49 Trojan Battery...............................................................................17 TVH Parts Co................................................................................35 Ultimate Services, Inc....................................................................23

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

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EYE ON RENTAL // B y

Dick Detmer

A Trained and Efficient Staff is

YOUR

ASSET

Start with making managers understand the importance of communication and time management skills

ven though it’s hard to resist focusing most of your energy on deciding what inventory items to add and how to make them turn a profit, it’s actually more vital to your success to have properly trained staff. There are plenty of rental companies with equipment-experienced employees. How do you stand out from your competitors? One way is through an effective training program that concentrates on a number of skills, in addition to product knowledge. When training, it’s important to place a premium on customer interaction. Many rental companies are not investing enough in developing the communication skills of their staff. It’s wise to train your employees to give customers the appropriate amount of information. Some employees tend to drone on and on, while some are far too brief. There are also huge benefits in training employees to enhance their verbal as well as non-verbal communications. It’s amazing how slight facial expressions, grooming and posture changes can improve the chances your message of care, concern and quality will be received by your customers as you intend. Certainly, all employees who have contact with customers should be trained to be skilled in the most effective rental salesmanship techniques, including how to close a sale. Truly effective training bridges the gap from

APRIL 2017

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wishing that employees would attempt to “build the order” and “close the deal” to actually doing so. Keep in mind better training programs help with employee retention. When employees feel confident and strong in their duties and are continuously learning new skills, they tend to stay longer. Still, many in management roles are not as well trained as they could be — or should be. For example, many supervisors in rental businesses are untrained in effective delegating techniques. Taking a few haphazard jabs at something this important will not get your company to where you want it to be. Your company should have a comprehensive, unique-to-your-needs effective training system for all employees, including managers.

Promote efficiency The need for improved time management skills in the equipment rental industry is immense. I have heard some of you lament: “Why is there always time to re-do something that was done incorrectly, but not enough time to do it right the first time?” One of the most significant ways to increase a rental company’s profitability is through cutting out wasted

time and energy. Some companies that have enjoyed solid growth in their gross income numbers in recent years have noticed their net numbers are lagging far behind. Often it’s the inefficient practices of employees that are the culprits. In order to have any chance of capturing more efficiency from your team, those in management must first have a clear vision of what a corporate culture of greater employee efficiency looks like. Basic goal-setting and delegation training for managers and other supervisors are likely to help get managers heading in the correct direction. Setting clearly defined company and individual team member goals helps leaders accomplish much more than they could have ever imagined. Some managers simply don’t have that key element to success I call “a sense of urgency.” That doesn’t mean they can’t learn it, it just means they haven’t learned it yet. But if the role models don’t have this, then it’s unrealistic to expect your other team members to have it. Employees can become efficiency dynamos when they have the proper work atmosphere, managers have been well-trained in proper goal setting and delegating, and the company has instituted a system where the employee’s performance is able to be tracked and rewarded. ■

Dick Detmer is a nationally recognized consultant, lecturer and writer with over 35 years of experience in the equipment rental industry. For consulting, on-site employee training or to order one of 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.

www.ForConstructionPros.com/RENTAL

4/11/17 11:20 AM

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4/11/17 11:20 AM