SNEAK PREVIEW LAWN & GROUNDS Are you using the right stump grinder for the project at-hand? These tips will help.
April 2021
SAFETY FIRST
An inside look at the latest safety innovations and intiatives from aerial lift manufacturers across the industry
2021 Aerial Industry Report:
WHAT’S NEXT?
SPECIAL SECTION
A LEGAL PERSPECTIVE ON THE NEW MEWP REQUIREMENTS
Find the latest news at www.ForConstructionPros.com/RENTAL
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NOW AVAILABLE: HI-CAPACITY BOOM LIFTS
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VOLUME 43 ISSUE 3
APRIL 2021
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Aerial lift manufacturers have taken extra steps to promote safe practices and initiatives, while also making their equipment safer for jobsites.
COVER: SETTING THE STANDARD IN SAFETY
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AERIAL LIFT EQUIPMENT Addressing the Updates to MEWP Requirements from a Legal Perspective
IN EVERY ISSUE 04 Everybody’s Business The aerial lift industry has certainly transformed over the years, and there’s no stopping it from reaching new levels in 2021 and beyond.
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RENTAL PERSPECTIVES Sinoboom CEO Hopes to Elevate Excellence in the MEWP Market
28
AERIAL LIFT EQUIPMENT
06 Market Watch
36
10 New Products 39 Industry Update
ANSI Standards and Equipment Trends: A 2021 Outlook for the MEWP Industry
42 Eye on Rental
32
About the cover: The Genie S-60 J boom lift, pictured on the Seattle waterfront, is ideal for everyday work-at-height jobs such as inspections, general maintenance and construction, and painting.
LAWN & GROUNDS
What to Consider When Selecting a Stump Grinder
36
CONSTRUCTION
Choosing the Right Soil Compaction Equipment www.ForConstructionPros.com/RENTAL
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Get Ready, Rental Demand is Coming
32
ONLINE EXCLUSIVE FROM AMS-MERLO What AMS-Merlo Thinks Telehandlers can do for Rental
Two companies striving to produce high quality, safe, and innovative products, AMS-Merlo talks all things telehandler and the future of the aerial lift industry. Read it at forconstructionpros.com/21342596.
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EVERYBODY’S BUSINESS // B y
Alexis Brumm
abrumm@ACBusinessMedia.com ™
Aerial Lift UP Industry and on the UP
L
ast month, my Editor’s Note was Star Wars-themed, complete with humorous puns and quotes. Unfortunately, I don’t have another clever movie tiein to share with you, but I do have an important topic to discuss: the aerial lift industry. After a bleak 2020, the industry is once again on the rise (okay, I had to have one pun in here). The newly published Global Powered Access Rental Market Report 2020 from the International Powered Access Federation (IPAF), produced by DuckerFrontier, shows optimism that the U.S. MEWP rental market will recover strongly after the pandemic. The IPAF report goes on to predict the market will continue to grow and mature, as the clearer political outlook and renewed focus on controlling COVID-19 can lay the groundwork for a relatively rapid bounce-back in 2021 and beyond. With that renewed sense of optimism, the focus throughout the aerial lift market has jumped to OEM technological advances and safety. In our story, ANSI Standards and Equipment Trends: A 2021 Outlook for the MEWP Industry, on page 28, Tony Groat of IPAF discusses some of the equipment trends
the industry could see moving forward, as well as provides an update on the ANSI standards that took the industry by storm in 2020. Those updates are examined even further in Addressing the Updates to MEWP Requirements from a Legal Perspective on page 14, where rental industry expert James Waite, Esq., explains how MEWPs are one of the safest means of working at height, but there are still risks. And now, there are new legal practices rental business owners should consider to keep themselves and their customers safe. And speaking of staying safe, the aerial industry has met the requirements of the new ANSI standards with numerous innovations that increase jobsite efficiency, minimize the risks of accidents, and dictate new levels of productivity. For example, load sensing technology on scissor lifts that monitor the machine’s load, telematics systems for machine diagnostics and theft prevention, tiltsensing for slopes, lighting advances, QR codes, and mobile phone apps. You can read more about these and other safety innovations on page 18. The aerial lift industry has certainly transformed over the years, and though COVID might have slowed it down, there’s no stopping it from reaching new levels (What? You thought I was going to stop at one pun?) of innovation, safety, and efficiency. What are your thoughts? What do you see being the next big thing in the access industry? What safety initiatives are you most impressed with? Let me know at abrumm@ acbusinessmedia.com Stay strong, stay smart, and stay safe, dear readers.
PRODUCT NEWS INSIGHT ■
■
www.ForConstructionPros.com/RENTAL Published by AC Business Media 201 N. Main Street, 5th Fl Fort Atkinson, WI 53538 (800) 538-5544 www.ACBusinessMedia.com
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Change of Address & Subscriptions — PO Box 3605, Northbrook, IL 60065-3605, Phone: (877) 201-3915 Fax: (847) 291-4816 • circ.rpn@omeda.com List Rental — Bart Piccirillo, Sr. Account Manager, Data Axle, Phone: (518) 339-4511 Email: bart.piccirillo@infogroup.com Reprints — Megan Perleberg, mperleberg@ACBusinessMedia.com
AC Business Media Chief Executive Officer Chief Financial Officer Chief Digital Officer Chief Revenue Officer VP Audience Development Director of Digital Operations & IT Director of Digital Strategy Group Content Director
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Published and copyrighted 2021 by AC Business Media. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording or any information storage or retrieval system, without written permission from the publisher. SUBSCRIPTION POLICY: Individual subscriptions are available without charge in the U.S. to rental centers, equipment distributors, and other businesses with rental departments. To subscribe please visit www.ForConstructionPros.com. Publisher reserves the right to reject nonqualified subscribers. One year subscriptions for nonqualified individuals: U.S. $35.00; Canada and Mexico $60.00; and $85.00 all other countries (payable in U.S. funds, drawn on U.S. bank). Single issues available (prepaid only) $10.00 each. Rental (ISSN 2375-9925, Print | ISSN 2471-7657, online | USPS 686-370) is published eight times per year: January/February, March, April, May, June/July, August/September, October/November and December by AC Business Media, 201 N. Main Street, 5th Fl., Fort Atkinson, WI 53538. Periodicals postage paid at Fort Atkinson, WI and additional entry offices. POSTMASTER: Please send change of address to Rental, PO Box 3605, Northbrook, IL 60065-3605. Printed in the USA. Vol. 43, Issue 2, March 2021
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www.ForConstructionPros.com/RENTAL
3/29/21 4:05 PM
NOW SEE YOUR INSPECTIONS ON SMARTPHONES OR TABLETS
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Always easy on the back and budget, General’s lightweight, compact Gen-Eye POD® pipe inspection camera now features Wi-Fi inside. The Wi-Fi feature allows your customers to use their own tablet or smartphone to record the inspection and send it to their customers on the spot or back to the shop. The lightweight Gen-Eye POD combines camera, reel and monitor in an all-in-one package. Your customers get a large 7" LCD color monitor in a padded case mounted on a flexible gooseneck that swivels to give them the best viewing angle, wherever they’re working. And the selfleveling color camera automatically keeps the picture right side up. To learn more, call the Drain Brains at 800-245-6200, or visit drainbrain.com/pod
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MARKET WATCH ECONOMIC RECOVERY PROVIDES HOPE FOR “STABILITY” Although nonbuilding construction starts rose substantially in February, total construction starts fell 2% for the month to a seasonally adjusted annual rate of $797.3 billion, following on the heels of a 4% decline the prior month. According to Dodge Data & Analytics, while nonbuilding construction starts posted a solid 20% rebound after dipping 10% in January, residential and nonresidential building starts declined, prompting a pullback in overall activity. Richard Branch, chief economist for Dodge Data & Analytics, acknowledged that the construction sector is struggling to gain traction. “On the nonresidential side, whether that be… commercial properties or schools or even infrastructure, that activity is lagging due to either an overhang in supply and growing budget gaps at the state and local level, or rising material costs,” he noted. Material costs have been accelerating rapidly over the past few months. Yet, single-family construction and warehouse construction have continued to post solid growth over the past month, showing there are bright spots in certain market sectors.
“With spring just around the corner, hope is building for a strong economic recovery fueled by the growing number of vaccinated Americans,“ said Branch in response to February’s data. “But the construction sector will be hard-pressed to take advantage of this resurgence as rapidly escalating materials prices and a supply overhang across many building sectors weigh on starts through the first half of the year.”
Looking ahead, Branch indicated that the industry is likely to see “stability this year” rather than substantial overall growth, with acceleration of activity in 2022. To read more, visit forconstructionpros.com/21330934.
SURVEY SHOWS JOB OPPORTUNITIES FOR WOMEN IN CONSTRUCTION ARE ON THE RISE Results of a workforce survey by the National Association of Women in Construction (NAWIC) and Safe Site Check In indicate that job opportunities for women in construction are on the rise. Released in conjunction with Women in Construction week, held March 7-13, the survey of more than 700 women actively working in the industry shows 71% of respondents agree that opportunities for women in construction are increasing, while 28% believe they are about the same and only 1% reports the opportunities are decreasing. “Now is a great time for women to work in construction. There are more job opportunities across a variety of professional, trade, and administration fields and the gender pay gap is significantly smaller. On average, women in construction earn 99.1% of their male colleagues,” said Crissy Ingram, executive director, NAWIC. In terms of equal treatment compared to their male counterparts, the industry has further to go. Survey participants were asked to rank employers on a scale of 1-100 in treating men and women equally. While more than half responded
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with a ranking of 80 or above, nearly a quarter of respondents assessed their employer at below the 60 mark. 24% ranked their employer at 100 22% ranked their employer at 90 or above 13% ranked their employer between 80-89 11% ranked their employer between 79-70 6% ranked their employer between 69-60 24% ranked their employer below 60 The workforce survey was conducted in February 2021 with 718 NAWIC members participating, representing all areas of the construction industry across private and public sectors. The majority of survey participants (49%) have been working in construction for 16 or more years; 15% have worked 11-15 years; another 15% had 6 to 10 years of experience; and 21% have worked in construction five years or less. In terms of the breakdown between office and field, 57% work in the office, 40% work both in the office and the field and 3% work solely in the field. To read more, visit forconstructionpros.com/21318978.
www.ForConstructionPros.com/RENTAL
3/29/21 10:57 AM
Built Solid. Booked Solid.
New SVL97-2 & Updated U55-5
Durable Kubota engines
Compact design
Take your rental fleet to a another level with well-built Kubota construction equipment. The comfortable, reliable SVL97-2 track loader can take on any task. And the updated, high-performance U55-5 is part of our #1 selling compact excavator lineup.* It’s a rental fleet customers will line up for.
KubotaUSA.com *According to 2019 data from Off-Highway Research including all Kubota Group brand sales. © Kubota Tractor Corporation, 2021. This material is for descriptive purposes only. Kubota disclaims all representations and warranties, express or implied, or any liability from the use of this material. For complete warranty, safety and product information, consult your local Kubota dealer. For the complete disclaimer, go to KubotaUSA.com/disclaimers and see the posted disclaimer.
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MARKET WATCH MARCH FOCUSED ON SECURING THE LEADING CAUSE OF FATAL FALLS IN CONSTRUCTION Center for Disease Control statistics show that 43% of fatal falls in the last decade involved a ladder, and among construction workers, an estimated 81% of fall injuries treated in U.S. emergency departments involve a ladder. Because falls are the leading cause of work-related injuries and deaths in construction, NIOSH, OSHA, and the Center for Construction Research and Training promoted a national campaign to prevent workplace falls with March 2021 marking the 5th annual National Ladder Safety Month. The consensus among safety professionals is that the primary cause of ladder injuries is lack of training on their use. OSHA has issued fact sheets that cover the “Safe Use of Extension Ladders” and “Safe Use of Stepladders.” To read more, visit forconstructionpros.com/21307522.
THE CONSTRUCTION INDUSTRY LOST 61,000 JOBS ON NET IN FEBRUARY The construction industry lost 61,000 jobs on net in February, according to an Associated Builders and Contractors analysis of data released by the U.S. Bureau of Labor Statistics. During the last 10 months, the industry has added 805,000 jobs, recovering 72.3% of the jobs lost during the earlier stages of the pandemic. Almost all of the job loss was in nonresidential construction, a segment in which employment declined by 60,800 jobs on net in February. Nonresidential specialty trade contractors and heavy and civil engineering both experienced significant job losses, losing 36,700 and 20,800 jobs, respectively. Nonresidential building lost 3,300 positions. “Today’s employment report should not cause alarm among stakeholders in the nonresidential construction industry,” said ABC National Chief Economist Anirban Basu. “In recent months, contractors have become more upbeat regarding industry prospects, as indicated by ABC’s Construction Backlog Indicator, citing rising backlog and expectations for rising employment, sales, and even profit margins. While the loss of employment is never pleasant, February data were impacted by weather-related interruptions in the South, which likely resulted in some temporary job loss, but tells us little about fundamental industry dynamics. To read more, visit safesecureopenings.com/21307826.
ONGOING CONSTRUCTION BACKLOG INCREASE BOOSTS CONTRACTOR CONFIDENCE IN FEBRUARY The Construction Backlog Indicator rose to 8.2 months in February, according to an Associated Builders and Contractors (ABC) member survey conducted from February 22 to March 3. This is up 0.7 months from January’s reading, though still 0.7 months lower than in February 2020. The latest reading is part of an ongoing positive trend. “Our membership is reporting some upbeat indications suggesting that backlog rose in February to 8.2 months,” Anirban Basu, ABC chief economist, reported. “That was a meaningful increase over January’s level and, moreover, we’ve been observing backlog rise for the last several months. So, the industry is getting busier and it should get busier going forward based on survey responses.” Basu attributed the gains in both backlog and contractor confidence to the fact that many projects halted
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during the earlier stages of the pandemic are now moving forward. There are also expectations that the economy will bounce back later this year. While the larger economic considerations remain negative, growing contractor confidence appears to correlate with the slow but steady rise in backlog. To read more, visit forconstructionpros.com/21319242. www.ForConstructionPros.com/RENTAL
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new
PRODUCTS
JLG SkyTrak Camera JLG Industries introduced a multi-reverse camera system for their SkyTrak telehandlers. This optional feature increases jobsite awareness by giving operators multiple views from behind the machine, including left, right, and rear, and can be used for either day or night operation. The camera system is composed of three components: left- and rightside back-up cameras, a rear back-up camera, and a tri-view monitor. The multi-reverse camera is currently available fitted from the factory on new SkyTrak telehandlers. Left- and Right-Side Back Up Cameras • Provide a wide, 170° all-encompassing viewing angle • Four infrared lights, 620 TV lines, and waterproof encasing Rear Back-up Camera • The RVS-812N 120° ultra-wide viewing angle backup camera is the highest quality camera available on the market
M t i j
• A 250,000-pixel, 2.1-mm lens with 30 infrared illuminators for superior night vision • Camera features waterproof casing, built-in heater Tri-View Monitor • The 7-inch monitor features a TFT LCD digital color display with auto dimming • Touchscreen technology • Waterproof www.forconstructionpros.com/21307051
Skyjack SJ9664 RT Scissor Lift The SJ9664 RT full-size rough-terrain scissor lift has a 70-foot working height and includes SMARTORQUE technology, an axle-based fourwheel-drive system that enables the lift to use a smaller Kubota Tier 4 Final engine, while delivering the same on-site performance as higher powered units. A reinforced scissor stack promotes increased rigidity. A self-centering scissor design supports the expansive workspace and optional dual extension decks. Other features include simplified e-lowering, an onboard diagnostic display, and the optional ELEVATE telematics solution. The unit is compatible with ACCESSORYZERS, including a pipe rack and material handling stand, for increased onsite productivity. www.forconstructionpros.com/21307310
A a o a o w p u b
A a D M e p m
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Cat XQ1140 Power Module Caterpillar introduced the Cat XQ1140 power module, a mobile power solution delivering application flexibility and improved efficiency through an innovative dual-generator set configuration. Now available for 60-Hz applications in North America demanding up to 1,000 kW of standby power or 910 kW of prime power, the Cat XQ1140 power module features a twin-pack design.
T
• External fuel and diesel exhaust fuel (DEF) fill ports on the same side of the module for single-side access
T F a b l a T U P T c t t s
www.forconstructionpros.com/21307481
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• Two Cat C18 generator sets • Meets U.S. EPA Tier 4 Final emission standards • Can be paralleled to share larger loads or operate independently • 40-feet long • Flexible design, which allows one generator set to continue supplying power and optimize engine dispatch • Logistics mobility • New external user interface that allows remote functions such as start/stop, monitoring, and more
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General Pipe Cleaner Reel Cage Cover Genie Lift Connect Telematics Diagnosis Rental companies now have the option to remotely manage access to their fleet by utilizing Access Manager, a new add-on feature that works with Genie Lift Connect telematics. Any unit equipped with Lift Connect can be retrofitted to include Access Manager, improving the security of equipment on the jobsite. Access Manager assigns a unique code that can be randomly generated or personally selected, like an ATM pin code, to an individual operator through the Lift Connect portal. That operator can then be assigned to specific equipment. The unit can be started only when an operator enters an authorized code on the Access Manager keypad, or when they use an authorized Access Manager RFID card, which can be purchased separately. Because Access Manager is designed for jobsite use, the keypad has been intentionally designed with durable, tactile buttons that are easily pushed even if the user is wearing work gloves. Any machine that currently has an active Lift Connect subscription and a CAN control system will have the ability to use the new Remote Disable functionality. Remote Disable, which is separate from Access Manager, will allow the equipment owner to remotely disable or enable operation of their equipment through the Lift Connect portal, providing equipment owners additional opportunities to remotely manage and secure their fleets. www.forconstructionpros.com/21307560
The new Reel Cage Cover for Gen-Eye sewer cameras from General Pipe Cleaners aims to protect rental customers, surroundings, and equipment from dripping video cable reels. • Heavy-duty, 600 denier poly canvas cover • Three times more durable than standard covers • Securely affixed with Velcro tabs, but can be easily removed for inspection or cleaning between rentals • Standard with all full size Gen-Eye POD, Gen-Eye X-POD, Gen-Eye SD, and Gen-Eye USB video inspection systems • Available for separate purchase by Gen-Eye equipment owners Easy to move, easy to use, and easy on budgets, General’s lightweight, compact Gen-Eye POD sewer cameras include integral Wi-Fi for rental customers to record and share inspections from tablets and smartphones. The Gen-Eye X-POD features a Command Module with USB port to record video inspections on flash drives. It also includes a 7-inch LCD color monitor, one-touch recording, digital zoom, voiceover recording, and more. www.forconstructionpros.com/21307566
LGMGSR4069D The SR4069D is a durable and powerful diesel 4x4 rough terrain scissor from LGMG North America and is ANSI A92.20 approved. This machine has a platform height of 40 feet with a dependable Kubota engine.
TVH Stabilization Kit TVH in the Americas (TVH) new Forklift Stabilization Kit utilizes a variety of engineered plastic block options that can handle light to heavy load capacities and specific working load limits. This kit is manufactured in the U.S. from recycled postindustrial PVC, LDPE and HDPE plastics. The Forklift Stabilization Kit is a clean, safe, ergonomic alternative to wood for equipment stabilization that is also washable and splitter-free.
For ease of transport, this kit includes: • Carrying Bag • Two lock blocks • Two bessey clamps • Two pyramid surfaced blocks • Two double wheel chocks • Two 4” x 4” x 48” mast blocks • Two 4” x 4” x 22” mast blocks
www.forconstructionpros.com/21331037
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It has auto-leveling hydraulic outriggers that allow work on up to a 7-degree slope, oscillating axles, and an onboard selfdiagnostic system for quick troubleshooting. It features all of the required safety updates such as overload sensing, slope and tilt sensors, and a saloon-style entry door. The SR4069D is reliability in action. www. forconstructionpros. com/21330800
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new
R F
PRODUCTS
Mitsubishi Logisnext Americas Group Pneumatic Tire Forklifts Mitsubishi Logisnext Americas group announced its new 22,000- to 40,000-pound capacity internal combustion pneumatic tire forklift series. Spanning seven different capacities, four different wheelbases, and three load center options, these forklifts are customizable and equipped with features to help increase productivity, improve the operator experience, and minimize downtime through ease of maintenance and onboard diagnostics. • Cummins B4.5 Tier 4 Final diesel engine • Rugged mast
Kubota Next-generation R540 and R640 Wheel Loaders The updated R540 and R640 models are available in canopy and cab models, and feature redesigned arms offering better visibility for connecting attachments without leaving the cab. • R640 boasts an operating weight of 11,563 lbs., 64-hp Tier 4 Final engine, and a maximum breakout force of 9,869 lbs. and 8,161 lbs. of lifting capacity • R540 has a 10,285-lb. operating weight, a 54-hp Tier 4 Final engine, and a maximum breakout force of 8,183 lbs. and 6,767 lbs. of lifting capacity
• Robust chassis • Thicker components for greater performance and reliability • One-piece engine hood provides simple access for daily inspections • All major powertrain components can be fully accessed through the side-tilting cab • Side tilting cab comes with standard, easy-to-use manual pump tilt or optional power tilt www.forconstructionpros.com/21331099
• High-visibility cabin with 360° panoramic view • Standard multi-function control lever • Standard LED working lights www.forconstructionpros.com/21283915
IronUp Platform IronUp left private beta and is now widely available. It allows equipment renters to manage their rented fleet from all suppliers in one system, resulting in lower costs, new performance insights, and streamlined organizational workflow. Previously, contractors managed their owned fleets via maintenancefirst systems (CMMS), but in the transition to managing a rented fleet, no platform existed. This sometimes results in simple issues like forgotten rentals to more complex problems like not understanding the true cost per hour of rented equipment. IronUp is a web and mobile app workflow software platform that unites the entire construction/renting organization under one platform, including operations and equipment management. It fixes these common rental problems: • Unexpected invoices and “forgotten” rentals • Difficult supplier discovery and management • Lack of billing dispute protection • Inconsistent delivery and call off logistics tracking • Easily-retrieved cost reporting by project www. forconstructionpros. com/21319190
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Malta Dynamics Restraint Lanyard Bucket Truck Malta Dynamics released its new adjustable restraint lanyards, which offer convenience and flexibility for positioning and restraint on bucket trucks, lifts, and similar applications to prevent the possibility of a fall. The new Malta Dynamics Restraint Lanyards meet OSHA 1926, OSHA 1910, and ANSI Z359.3 standards. • Adjusts from 4 to 6 feet • Attaches with a snap hook or carabiner to the back D-Ring on a full body harness or restraint belt • Offers flexibility for use in work positioning or fall restraint • Durable 1-inch polyester webbing has a tensile strength of 9,800 pounds, is UV resistant, and includes a durable label protector www.forconstructionpros.com/21331041
www.ForConstructionPros.com/RENTAL
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RIGHT-SIZED OPTIONS FOR EVERY JOBSITE
Working at Height
Heavy-Lifting Applications
Work-Anywhere Hybrid
LEARN MORE AT GENIELIFT.COM ©2020 Terex Corporation, Terex, Genie and Taking You Higher are trademarks of Terex Corporation or its subsidiaries.
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AERIAL LIFT EQUIPMENT //
By James Waite, Esq.
Addressing the Updates to
MEWP Requirements From a Legal Perspective MEWPs are one of the safest means of working at height, yet there are risks. These had been largely dealt with from a legal perspective through an array of contract provisions and guidance. But the laws have changed.
A
s most people know, new requirements went into effect in June 2020 for aerial equipment/mobile elevating work platforms (MEWPs). The new rules address a wide range of issues, including design (ANSI 92.20), safe use (ANSI 92.22), and training (ANSI 92.24) requirements. These replaced the old ANSI A92.3, 92.5, 92.6, and 92.8 standards, and effectively changed everything from equipment classifications to how, when, where, and by whom they can be used. Under the new standards, MEWPs are classified as follows: By “Group,” technically, either: ■ “Vertical” – One that does not allow the main platform to extend beyond the MEWP’s tipping line, such as a scissor or
mast lift; or ■ “Boom” – One that does allow the main platform to extend beyond the machine’s tipping line, such as an articulating boom lift (Note: personal fall protection equipment (PFPE) must be used on all Group B MEWPs). By “Type,” based on their mobility (ability to travel), as: ■ Type 1: Static: Travel permitted only when the MEWP is in its stowed position. ■ Type 2: Mobile: Travel permitted when elevated/controls on chassis. ■ Type 3: Mobile: Travel permitted when elevated/controls on platform. For Manufacturers: For manufacturers and component
scaliger @ adobe.stock.com
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suppliers, the new rules require several important modifications to designs and manufacturing processes, not to mention manuals, in order to accommodate the changes. These include new or updated wind-force, stability, load-sensing, and dynamic terrain-sensing requirements, as well as the elimination of flexible and chaingates, revised rail height requirements, and revised toe board requirements for all entry/exit points. For Dealers and Rental Operators: Of particular importance to dealers and rental operators are the new safeuse and training requirements for at least three reasons: ■ They significantly impact customer safety. ■ Proper training and safe (or unsafe) use affect the number and severity of incidents of equipment damage/destruction. ■ Their impact on the potential for lawsuits based on allegations that the dealer or rental company “failed to fully and properly train, familiarize, and/or warn” customers will likely be considerable. The new standards also made broad changes to training and safety procedures and their administration, including: ■ Site and task-specific safe use requirements, as well as risk and hazard assessment, and www.ForConstructionPros.com/RENTAL
3/29/21 5:04 PM
Reliability. Rentability. DONE.
The difference is clear. The difference is DEERE. Being built for rental performance means these machines tackle the toughest jobs…again and again and again.
JohnDeere.com/rentalsales
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AERIAL LIFT EQUIPMENT mitigation or elimination of such hazards where possible; ■ Selection and use of proper MEWPs and other equipment; ■ Safe work procedures, including movement, stability monitoring, electrical hazard avoidance, and fall protection requirements; ■ Provision and review of manufacturers’ manuals, instructions, and warnings; ■ Maintenance, inspection, and repair requirements, which must be satisfied by properly trained personnel; ■ On-demand familiarization requirements when requested by the user (a change from the old requirements, which automatically required the provision of familiarization upon delivery); ■ Training requirements for MEWP “Users” (those who use or direct the use of MEWPs), “Operators” (those controlling the MEWP), “Occupants” (all persons occupying the MEWP), and “Supervisors” (those assigned by the User to monitor operator performance and supervise their work); ■ Regular performance monitoring, supervision, and evaluation; ■ Supervisor training; ■ Prevention of unauthorized use; ■ Emergency and rescue education and planning; and ■ Records retention. The requirements are now organized by “task” rather than by “responsible party,” meaning that a given user/operator must review its responsibilities with respect to each such task, rather than referring to a single combined statement of that party’s responsibilities. Legal Effects for Dealers and Lessors: Although the standards themselves are not “laws” per se, they will almost certainly become
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the effective equivalents of laws as a result of: (a) the tendency of such standards to be incorporated into OSHA regulations (which are laws – See OSHA 1910 and 1926), and (b) the continued expansion of “products liability” lawsuits, which, for equipment providers, tend to start with allegations that they failed to provide proper training, familiarization, instructions, and/or warnings to their customers. Such claims can yield enormous recoveries against equipment dealers and lessors; in the worst cases, beyond the limits of their liability insurance policies. This, coupled with the fact that lessors are no longer required to actually familiarize lessees with MEWPs (they can simply refer it out), will likely yield a general reduction in operator familiarity. Reduced familiarity inevitably yields increases in the frequency and severity of accidents. Consequently, given the legal landscape, particularly with respect to “negligence” and “products liability” (“failure to instruct” and “failure to warn”) claims, we continue to strongly encourage dealers and lessors to actually “provide” familiarization, and in any event, to document the fact that it, along with training and safety equipment, has been offered to customers, in an effort to limit the “failure to instruct” and “failure to warn” lawsuits inevitably filed against them after accidents. This is a multi-million-dollar liability issue. What to Do: For dealers and lessors, providing manufacturers’ manuals, instructions and warnings, offering/providing familiarization and training, making fall protection equipment available on reasonable terms, and documenting the fact that they’ve done so, is imperative. Further: 1. Review and Update Contracts: If you’re renting MEWPs and your rental contract doesn’t
specifically address these issues, you need to update your contract while you have the opportunity and before a serious accident. 2. Use an AWP/MEWP Addendum: Create and distribute to all aerial equipment/ MEWP customers a new MEWP Addendum emphasizing the new training, supervision, maintenance, repair, and safety requirements. The Addendum should also include provisions requiring your customers to, among other things: (a) use, and make certain all others use, fall protection equipment; (b) carefully inspect all MEWPs before each use; and (c) indemnify (pay) you for claims arising from any failure to provide and/or adhere to the relevant safety and training requirements. (Note: Remember, no jury wants to turn away a grieving widow; if you’re the defendant in one of these lawsuits, you’d better have your documents in order. Jurors will not want to see that separate signature on your MEWP Addendum, but they won’t be able to ignore it or the fact that it releases you from liability). 3. Post Signs and Use Decals: Safety signs inside operations have become popular, as have safety decals on equipment. Adding these not only provides valuable safety information to customers, it can also be tremendously helpful in limiting the lessor’s liability (but only if properly written). I am generally a fan of such cost-effective safety enhancements for both reasons, but never use these as substitutes for signed documents. 4. Check Your Insurance: Make certain you have adequate liability and “products completed operations” (products liability)
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coverage. If you’re selling damage waiver or rental equipment protection plans or the like, make sure your insurance coverage doesn’t “except” (exclude) equipment on which you sell such plans. As claims and jury awards continue to expand, plaintiffs’ recoveries “beyond policy limits” become an evergreater threat to equipment dealers and lessors. A single multi-million-dollar award in a products liability lawsuit can have devastating consequences if you haven’t updated your coverage. If you are renting aerial equipment/MEWPs, make doing this a priority. 5. Tampering: Never tamper with or disable safety devices such as load and tilt sensors, and carefully inspect your equipment after each rental (you never know when a customer might decide doing so is necessary in order to facilitate completion of a job). If you find that any safety component has been tampered with and/ or impaired, immediately discontinue use of, isolate, and tag the machine for repairs/ maintenance. 6. Review the Relevant Laws and Standards: Depending on your location, these may include OSHA 1910 and 1926, ANSI A92, CSA C225 and B354, ISO 16368, and/or European EN280. Also, if you find yourself reluctant to review lengthy standards, summaries, discussions, and Q&As appear on several websites. See, for example, ANSI, CSA, IPAF, the Scaffold & Access Industry Association, and, of course, the ARA. MEWPs are, without question, the safest means of working at height in most situations. Nonetheless,
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working at height can yield significant, and sometimes unavoidable, risks. These had been largely dealt with from a legal perspective through an array of contract provisions, manuals, and technical guidance provided by various industry organizations. But the laws have changed.
Fortunately, IPAF, ANSI, OSHA, and the CSA Group made their intentions known far in advance, which provided an opportunity for industry members to get prepared operationally and legally. For those who haven’t yet done so, it is now imperative that you get your documents in order.
Promoting the safe and effective use of powered access
Start your journey online now to qualify as an IPAF trained operator of mobile elevating work platforms (MEWPs) Lea hom rn at you e on r or la tablet ptop
Also in Spanish!/También en español!
Overview >
Study the theory module of the operator training course online through IPAF’s eLearning program
>
Fun, interactive learning methods; games, quizzes, videos and simulations
>
After completion of the online theory module, you must attend an IPAF-approved training center to take the practical module. You will be tested on both your theoretical knowledge and practical skills
For more information visit www.ipaf.org/elearning
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AERIAL LIFT EQUIPMENT //
By Alexis Brumm
STANDARD in SAFETY
On top of proper training, aerial lift manufacturers have taken extra steps to promote safe practices and initiatives, while also working to make their equipment safer for jobsites.
A
erial lifts are having a moment. Not only have they started to replace ladders and scaffolding on jobsites everywhere, but they’ve also garnered attention due to their mobility, flexibility, and adaptability. With a variety of options to choose from, including boom lifts, scissor lifts, and telehandlers, they’re suitable for any size project in close to any work environment. However, the use of aerial lifts comes with a unique sense of dangers. Common hazards like electric shock due to close proximity to power lines, falls or ejections from the basket, machine tip-overs, objects falling from the lift itself, or structural failure can all lead to injury or even death. One of the most serious of these hazards is falls from elevation. According to OSHA, fatalities caused by these accidents continue to be a leading cause of death, accounting for 320 of the 1,008 occupational construction fatalities recorded in 2018. To help combat this epidemic, OSHA holds the National Safety Stand-Down week each year to raise fall hazard awareness in an effort to stop fatalities and injuries. This year, the event will take place in early May. Rental business owners can conduct their own safety stand-downs by having a toolbox talk with employees, conducting safety equipment inspections, developing rescue plans to show renters, and discussing job specific hazards. Though fall prevention is an incredibly important topic, promoting safe operation and avoiding any precarious behavior in general is as equally so. This is why proper training is necessary for anyone using aerial work platforms. It’s also important for rental business owners to create awareness around common hazards before renting out these pieces of equipment to their customers. On top of proper training, aerial lift manufacturers have taken extra steps to promote safe practices and initiatives, while also working to make their equipment even more safe for the jobsite. We spoke with a few manufacturers from across the industry about their safety practices, initiatives, and equipment features. Though they all have multiple examples to choose from, we asked them to only pick one to focus on, in order to find out how these safety innovations and programs may directly affect rental business owners and promote a safer work environment.
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Genie
SETTING the
Genie No matter what size your company is or how diverse your fleet is, equipment management is something rental business owners do every day. A solution to common problems, telematics has been an evolving technology in the aerial lift industry, helping to maximize productivity and minimize downtime. Genie released their own telematics platform, called Genie Lift Connect, which provides fleet and service managers tools to support fleets properly. The program has a variety of features, including seeing the health of machines in a single view, fleet reporting, the ability to search individual asset numbers, and understanding machine utilization and drive ROIC. It also can remotely diagnose equipment, saving costly site visits, and schedule upcoming maintenance for easy planning. Earlier this year, Genie unveiled a new add-on feature to Lift Connect called Access Manager, which gives rental companies the option to remotely manage access to their fleet. The program assigns a unique code that can either be randomly generated or personally selected, like an ATM pin code, to an individual operator through the Lift Connect portal. That operator can then be assigned to specific equipment, ensuring that only authorized operators can operate the machine. In a press release from the company, Christine Zeznick, Genie director of product and business development, Telematics, Terex AWP,
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AERIAL LIFT EQUIPMENT said, “Not only does this provide greater security for equipment, it also can help ensure only trained operators have codes.”
Haulotte
consider is the time of day before and after a project. That is, the loading and unloading operations of MEWPs are regularly carried out at the beginning or end of the day. This delicate procedure can be dangerous when the ambient light is no longer sufficient, like at dawn or dusk. To help navigate this situation while improving driver safety, Haulotte developed the Haulotte Activ’ Lighting System. When visibility is reduced, the twilight sensor automatically activates the Haulotte Activ’ Lighting When visibility is reduced, the twilight sensor automatically activates the System. With a minimum of Haulotte Activ’ Lighting System. 10 LED lighting points placed around the machine, the Haulotte operator can safely access, accurately Visibility is key for safe operations of control, and identify obstacles and aerial lifts. However, what many don’t edges clearly in the working area.
According to Haulotte, all headlights and lighting points are installed on the machine in such a way as to avoid any risk of operator glare, offering increased visibility of both the environment and controls.
Hy-Brid Lifts Hy-Brid Lifts by Custom Equipment has made it a point to create innovative solutions for problems plaguing those in the aerial lift industry. That includes falls from ladders—with as many as 2,000 people injured every day in ladder-related incidents—which is why the company developed their push scissor lift series, including the PA-1030. The company’s goal, both with message and equipment, is to reduce falls from ladders, using what they call a “Ladders Last” mentality. With this campaign, Hy-Brid Lifts promotes the benefits of lifts, including
Big or small, every part makes a difference. WWW.TVH.COM
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a core pillar at JLG, “says Jennifer Stiansen, director of marketing, JLG. “With falls from ladders being a core contributor to jobsite incidents, it is important that JLG supports industry initiatives that bolster education and awareness around implementing safety practices and safe use.” According to Stiansen, one JLG low-level access lift could replace multiple ladders from 5 feet up to 20 feet on any given jobsite, creating a new revenue stream for rental companies who might not already offer them. The company will continue to work towards touting safer alternatives to ladders and keeping the industry safer through the reduced risk of falls and overuse injuries.
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their safety, productivity, mobility, and more. Features like height versatility, reducing user fatigue by eliminating repetitive climbing of ladder rungs, more platform workspace for tools and materials, and easy drawer access combine to show why lifts are the safer option for jobsites. And not just that, but time management is a huge consideration, as using ladders last eliminates the time necessary to set them up, can reduce the time it takes to complete a task, and makes handling materials even easier. Providing renters and contractors with more efficient ladder-less solutions, and promoting a campaign like “Ladders Last,” can help them rethink how they complete tasks and staying safer while working at height.
SJ20
HIGHER
FOR LONGER Skyjack built on the success of its unique vertical mast range by introducing the all new SJ20. With a 20ft platform height, full electric drive, and a wind rating, the SJ20 offers a compelling ROI for rental companies.
JLG
LGMG
Another manufacturer in the access equipment industry is taking on ladders. In support of National Ladder Safety Awareness Month, which ran February 22 through March 31, JLG published a whitepaper, called “5 Steps to Reach Zero Falls From a Ladder at Work.” In it, JLG highlights how Oshkosh Corporation and its brands have been working towards eliminating falls from ladders at work and on jobsites in a proactive pursuit of the highest level of OSHA’s Voluntary Protection Program (VPP). “Jobsite safety has always been
LGMG
JLG
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Lingong Machinery Group’s whollyowned subsidiary, LGMG, recently joined the North American market with their first facility being built in 2019 in Chambersburg, Pennsylvania. The company’s focuses include safety and customer support, with a vision for integration between construction machinery and technology. The company has accomplished that vision with QR codes. A QR code is included on every machine, scannable with smartphones, which allows LGMG’s system to accurately track the machine via internal procedures, and also puts information right at the customer’s fingertips.
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By scanning the code, the user is taken to all pertinent information such as spec sheets, operation manuals, service manuals, and a parts catalog. LGMG believes that users having access to this information as fast as possible makes their machines safer if there is an issue and helps get it resolved faster.
end of the boom, operators can feel confident that they know the machine’s limits and can operate safely and efficiently.
Sinoboom
MAGNI
A safety concern regularly mentioned throughout the aerial lift industry is lift capacity and making sure the machine is not being overloaded with operators, equipment, and materials. Magni Americas’ telescopic handlers help to elevate this concern by coming standard with a load moment indicator (LMI) system that
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Machine paint isn’t always the first thing Before operating a MEWP, a preinspection of the unit for excessive to come to mind rust, corrosion, or oxidation is when you think required. “safety.” However, in the rough jobsite environments the preparation of the parts before where MEWPs consistently work, paint e-coating. Sinoboom’s unique process chipping and rust build-up from steel of using a specific pigment paint mix, corrosion is common. And extensive combined with an extreme temperature corrosion can weaken the metal, even oven to cure the paint, has led to less leading to failure. rust and corrosion over time. Before operating a MEWP, a preSkyjack inspection of the unit for excessive rust, When the new ANSI A92.20 standards corrosion, or oxidation is required. were introduced, Skyjack was one Having seen issues with poor paint of the first manufacturers to start quality on MEWPs, Sinoboom invested shipping compliant machines to rental in a paint application technique for companies. A key design change their scissor lifts similar to those mandated by the new standards was seen on high-end luxury car steel the inclusion of load sensing in most components. The results show less MEWPs. These overload sensors, corrosion on Sinoboom scissor lifts which have been used in global than competitor models, and the markets for over a decade, help ensure paint cleans up easier, making the unit that platform capacity limits are quickly ready for its next rental. adhered to and that machines are being Most manufacturers use used for what they’re designed for. electrophoretic painting, sometimes In addition to the safety-related called e-coat, for painting metal changes outlined by ANSI, Skyjack surfaces. The process involves immersing the part in a wet paint that uses an electrical current to attract the paint product to a metal surface. Many variables affect whether the coating lasts or if it begins to chip right away, including the quality of paint and Skyjack
Magni America
prevents overloading and inhibits operators from putting machines in an unsafe position. A large, fullcolor touchscreen in the cab displays a dynamic load chart that updates depending on the attachment on the machine. These load charts tell the operator exactly how much they are lifting, and how high they can safely lift the load. If they try and lift above the machine’s limits for a specific load, there will be an audio signal and it will lock them out, preventing them from getting into an unsafe situation. There are lots of attachment options available for Magni rotating telehandlers including forks, jibs, hooks, winches, and more. RFID tags on each attachment automatically pair with the Magni’s advanced computer system, bringing up the correct load chart for each attachment. So, no matter what attachment is on the
Sinoboom
AERIAL LIFT EQUIPMENT
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machine only lifts when both the joystick enable and tamper-proof secondary enable button are activated. The release of either of these switches will stop lifting functions immediately. An added benefit is that it keeps the operator’s body in an upright position and away from railings, which mitigates the risk of entrapment.
ground using the selector switch to enable the lower control panel. Matthew Elvin, CEO of Snorkel, said, “The value of Snorkel Guard to a rental business owner is that, in addition to providing their customers with an additional level of protection while using the lift, the Snorkel Guard design does not interfere with normal lift operation and does not have any complicated electronics, which potentially lead to increased service calls.”
40’ & 60’ BOOMS
RE-VISUALIZED RE-POWERED
RETURN
Skyjack’s new 40ft and 60ft booms offer high capacity platforms and reduced machine weight. SMARTORQUETM technology provides an optimized balance of horse power, torque and hydraulic efficiency, maintains on-site performance, and keeps maintenance costs down.
Snorkel
the operator without adding any complexity to the machine itself is a difficult feat for most. However, Snorkel took that challenge head on and, designed by their in-house engineering team, created the Snorkel Guard Secondary Guarding System. Snorkel Guard is a simple, mechanical secondary guarding system that is fitted as standard to all factorybuilt Snorkel boom lifts. It features a spring-loaded rail that sits above the upper control panel that cuts out machine operations when compressed. When Snorkel Guard is activated, the horn is sounded and a flashing blue light on the platform is illuminated. Whenever the system is activated, the platform can be lowered from the
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also implemented design changes that go beyond standards and further contribute to proper on-site machine use. Secondary Guarding Electrical (SGE) is a standard feature on booms, which includes a sensor bar that instantly stops all functions when pushed against and initiates an audible siren and light beacon. If pressure is applied to the bar for more than one second the engine will also stop, which halts all regular functions until reset. The emergency lowering controls can still be operated to bring the platform safely to the ground. An example of an optional enhancement to this feature is the Secondary Guarding Lift Enable (SGLE). For use on vertical masts and scissor lifts, it’s designed so the
Snorkel After reading this article, it’s quite evident that operator safety is paramount. And providing an additional level of protection for
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To read more, visit forconstructionpros.com/21331217.
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AERIAL LIFT EQUIPMENT //
By Alexis Brumm
SINOBOOM CEO HOPES to Elevate Excellence
in the MEWP Market
The Chinese MEWP and access equipment manufacturer has only just entered the North American market, but new CEO Kolin Kirschenmann is ready to put customers first and make a lasting impression.
I
f you haven’t heard of Sinoboom before, you will soon. A Chinese MEWP and access equipment manufacturer that’s said to have been the first Chinese company to design and build its own booms, Sinoboom entered the market in 2008 and made quite a splash across Europe. In 2020, they made their first appearance at ConExpo in Las Vegas, where they displayed a number of machines and promoted their theme: “Enhancing Quality, Elevating Excellence,” a motto they use to emphasize the brand’s reputation both at home and abroad. Following the show, in the summer of 2020,
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Sinoboom announced their new regional headquarters in Texas, solidifying their entry into the North American market. With a product line consisting of self-propelled telescoping booms, articulating booms, scissor lifts, spider and truck-mounted boom lifts, and more, their dedication to quality and advanced technologies could make them a major player in the North American access industry market. And that rests on Kolin Kirschenmann’s shoulders. Kirschenmann, who worked at Caterpillar for the last 30 years, joined Sinboom as CEO in June 2020. His appointment exhibits the company’s eagerness to accelerate their growth, build their North American presence, and leave their mark. I had the opportunity to speak with Kirschenmann about his new role, Sinoboom’s relationship with the rental industry, and their plans for growth. Rental: Kolin, you started at Sinoboom in 2020. Can you tell me a little bit more about yourself, your background, and what led you to Sinoboom? KK: Sure, I am a mechanical engineer by academic training and spent 10 years in machine design, utilizing
those skills directly. I quickly learned that I enjoyed more customerfacing roles, and therefore, spent the following decade working in a variety of commercially orientated roles like sales, marketing, product support, dealer operations, etc. From there, I took an overseas role leading product development for a product group in the UK. I thoroughly enjoyed this opportunity and began to develop a deep passion for running an end-toend business. Prior to joining Sinoboom, I was able to realize this ambition by running the Forestry Division within Caterpillar. This was a global business in an industry I had no background in. The challenges, opportunities, and associated professional growth were a tremendous experience for me. I was able to complete 30 years at Caterpillar and retire. I then sought to join a smaller company I could impact immediately and wear multiple hats. Sinoboom was the perfect match for what I was looking for. R: What makes Sinoboom stand out from other companies? KK: Sinoboom is a global aerial lift company with 12 years of focused aerial knowledge under its belt. During its global expansion to over
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50 countries, the biggest take-away has been to remain customer-centric. Putting the customer first and listening to the market needs has always been a key focus. This has been especially apparent with Sinoboom’s entrance into the North American market. Sinboom’s choice to enter North America last was due to it being the largest aerial market, and we wanted to get it right and stay. When designing our aerials, we do our homework in finding the best, most industry trusted components to build our machines with. This includes Danfoss Power Hydraulic components, Deutsch electrical connectors, a Delta 5 control system, maintenancefree batteries, and other dependable elements. The combination of these and other key design components fulfill Sinoboom’s vision of a welldesigned and manufactured aerial — and all at an
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affordable price. R: Now, like you mentioned, Sinoboom recently entered the North American market just last year. A new market is stressful enough, but I’m sure entering one during a pandemic was a challenge. Can you tell me a bit more about that? Did it create any unique opportunities? Challenges? What about positive takeaways? KK: The halt in activity actually turned out to be a blessing in disguise. It allowed Sinoboom the opportunity to be more thorough in planning and our entrance strategy. We pursued prime talent, which might not have been possible if the market was functioning as usual in a normal year. This has been our chance to be very intentional in placing our building blocks. Having moved forward, Sinoboom website
MIGHTY MICRO MEANS BUSINESS
Skyjack’s new micro DC scissor lift represents a significant new presence in the low level access arena. Ideal for easy accessibility into tight spaces, it has a quiet and swift electric drive, and maintenance-free AGM batteries. The micro combines low cost of ownership with Skyjack’s renowned product support – all at a price that means business.
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AERIAL LIFT EQUIPMENT
instead of pulling back, will allow us to better grow as the economy continues to get back on its feet. R: What are the company’s plans to continue its growth in the North American access industry market? KK: We are determined to not only make an entrance, but to stay for the long-haul. We know that longevity highly depends on creating lasting relationships with customers, so that is our main focus right now. We couldn’t make this goal any clearer than with our new Sinoboom North America slogan: “Partners in Access.” To further show this promise, Sinoboom North America has welcomed seven new independent manufacturer representatives throughout the United States. Combined with our Sinoboom North America sales force, the independent representatives cover over a 30-state area in the U.S. The expanding Sinoboom North American sales team, in addition to the new independent sales representatives, help bring the “Partners in Access” slogan to life. Concerning our products, we currently offer scissor and vertical lifts to the North American market with a specific strategy to add boom lifts later in 2021. R: What relationship will Sinoboom have with the rental industry? Is rental a crucial part of your business model? KK: It absolutely is. We see there is opportunity for high quality lifts at a price that rental industry customers can afford. Equipment uptime is essential to rental houses, and we are proud to fulfill that need. Our North American team is backed by over 100 years of combined experience in the North American equipment market, so we understand our customers well. Our domestically focused team
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allows for flexibility, while Sinoboom being a global company also offers the benefits of a larger footprint. Our customers are noticing the benefits of choosing Sinoboom; the product feedback we have received has been excellent when it comes to reliability. Also, one of the ways we’re showing our commitment to the rental industry is by joining the American Rental Association (ARA). We also recently attended the California Rental Association (CRA) virtual show. R: Obviously in 2020, there was a severe lack of industry trade shows, events, and in-person product announcements. How has this affected the industry-at-large, and how does Sinoboom look to alleviate this moving forward? KK: A big positive is the fact that we did have our North
American debut at ConExpo 2020. We feel lucky to have participated in the last big show before the pandemic hit, and it was a good way to have an in-person introduction to this new market before everything went virtual. We displayed six products there, which are all in compliance with the latest standards, including the GTBZ28J engine-powered telescopic boom lift. The shows are good opportunities to meet a lot of potential customers at once and show our products up close. However, the lack of trade shows the past year has allowed us the chance to create one-on-one relationships during sales visits. In a normal year, establishing those key relationships can be tricky during a busy trade show, conference, or event. R: In your opinion, how do you see things progressing for the access and rental industries in 2021 after the initial blow of COVID-19, political unrest, and economic uncertainty in 2020? KK: It has definitely been an interesting year. There is no doubt that COVID-19 has temporarily suppressed many industries! Having said that, recovery has begun, and I believe the recovery will stabilize quickly. It is the perfect time for Sinoboom North America to finalize our business strategy, operations, and overall go-tomarket mechanisms, so we are positioned to maximize delivery on customer expectations as the
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○ Sinoboom made their entry into the
market reaches the peak again, shortly. We have strong reasons for remaining committed to the North American industry this past year and investing in our facility in Katy, Texas. We see the construction industry improving, so we are cautiously optimistic. R: With a longer-term picture in mind, what is the future of the rental and access equipment industries, in terms of innovations, product development, etc.? KK: We see a movement toward hybrid, and overall, just more energy efficient machines. Additionally, we predict more innovative options and accessories will be created to help operators be more efficient at their work. The future is exciting!
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North American market only recently, debuting many of their products at ConExpo 2020 (shown here).
R: Is there anything new and exciting on the horizon for Sinoboom that you can share with us? KK: We recently updated our standard product color scheme. The new blue and graphite design further emphasizes Sinoboom’s pursuit of reliability, quality, and ease of use for the global marketplace. We also anticipate listening and learning as much as we can from the North American market and answering those needs with productive solutions. Sinoboom’s history consists of continuously pursuing product excellence and customer satisfaction, and we are eager to continue this in the North American market.
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AERIAL LIFT EQUIPMENT //
By Tony Groat
ANSI STANDARDS AND EQUIPMENT TRENDS: A 2021 Outlook for the MEWP Industry
Members of the IPAF North American Council share their thoughts on the general outlook of the MEWP industry.
N
o one needs a recap on COVID-19 and the global impact of a pandemic, but like the experience of going through a business Chapter 11, it is a great learning experience if you survive it. And there were lots of learning opportunities during 2020. It was reaffirmed to all that the equipment rental industry IS an essential business, a reality that speaks to the value and necessity of our industry. And 2020 proved that we as a work force are ready to serve the needs of our customers, and our businesses can adapt as needed to face the changing demands around us. We also learned that not all of our customers were essential businesses, so there are many things beyond our control and planning. There were also some business segments that were unaffected and grew. But overall, the majority of the industry weathered 2020 by reducing costs, slashing capital spending, and holding on to only a slight drop in rates. Most saw sales—particularly in used equipment—be strong, which is a sign that users saw the future needs in the market.
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Many learned that remote technologies are viable tools for meetings and working from home can be an effective option for workers. Zoom, Microsoft Teams, Skype, and others became widely used platforms that are easy to use and widely accepted, cost-effective, and limit the amount of time spent commuting or in meetings. Working from home has also been found to be more productive in cases without distractions of others around you. Do we need all the facilities we currently use? Are our workers happier
and equally productive from home? Is there a possibility for partial work/ home schedules? The experiences of 2020 will have a long-lasting impact on how we do things long after the pandemic.
2021 Outlook
Hindsight is 20-20. Being a few months into 2021 has brought a bit more comfort for a positive forecast for the coming year. With the growing availability of vaccines and other key pandemic indicators heading in the right direction, it’s safe to assume that the worst might be behind us. However, most recall feeling positive as 2020 progressed too, so no one will be rushing to Vegas to place a bet on 2021! Most also agree that the business forecast is positive, but not exceptional. A lot of sources say that Q2 will be an improvement over Q2-2020 with moderate growth in the last two quarters.
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AERIAL LIFT EQUIPMENT Rental rates are projected to be stable, which is a nice way of saying ‘stagnant.’ All believe there will be pent up demand for both new projects, a push for delayed work, and typical renovations and maintenance. However, many added that there will be delays in lead times for equipment attributed to component shortages and delays with equipment coming from overseas. One council member quoted Sir Winston Churchill who said, “A pessimist is a person that sees difficulties in any opportunity, and an optimist is a person that sees opportunities in any difficulty.” All the members agreed that there will be opportunities. One such opportunity is the use of virtual communication platforms that started to be more widely used last year. They are here to stay, but how
should they be used when we can again meet face-to-face? These methods will become an efficient and integrated part of the new normal, and, when used selectively, they can generate positive energy, inclusivity, and remain a great platform for communicating. Internal routine meetings, a supplement to product training, and follow-up meetings with customers are examples of suggested use. On the other hand, one thing that COVID-19 has proven is the need for in-person meetings to supplement those quick, virtual get-togethers, and how important industry gatherings like trade shows and conferences are. Having unstructured time during industry meetings, on a personal and business level, increase networking and new opportunities. All of the members agree that this industry is as much about personal relationships as it is
about quality equipment. As our industry is reliant on forecasts and budgets, most also believe things will return gradually to normal, even a new normal. Some expect that for the remainder of 2021, in-person travel will be extremely limited. Even if the pandemic concerns are low by summer, budgets, approved travel, etc., have already all been established. Further, some companies are going to be hesitant to lift restrictions due to liability concerns or forcing employees to travel who are not yet ready.
MEWP Equipment Trends
Let’s talk about some aerial equipment trends now. One change with MEWPs is compliance with the June 2020 A92.20 design standards. Some manufacturers began compliance prior to the effective date, and every
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company has to be compliant with any machines manufactured on or after that date. Platform load sensing, folding guard rails on small scissor lifts, and dual zone-control to allow for different operations depending on indoor vs. outdoor are all here to stay. Moving forward, larger equipment will see more technology advances involving telematic, controls, and electric drives. Electric and hybrid MEWPs will continue to be more popular as customers realize the benefits and the costs of related components continue to decrease. We have already achieved a significant milestone with the elimination of all hydraulics, but currently, the hurdle is the high cost of electric actuators. However, as demand grows, prices will come down. As innovation is a key driver for manufacturers, a push for both smaller
and taller MEWPs will continue. Concerns about safety and a look at alternatives to ladders will continue a demand for MEWPs FIRST and ladders last. Being easy to move, guard rails, and eliminating climbing improve productivity and safety are all benefits of low access MEWPs. Another note: Self-propelled booms over 200 feet and vehicle-mounted over 320 feet are making MEWPs the primary choice of equipment for more work sites. This trend will continue. Also, we will continue to see an increase in manufacturers from around the globe as MEWP design standards become more harmonized, allowing compliance with many other countries and their standards.
New ANSI Standards
Talking about standards, published in December 2018 and in effect
June 2020, the Design, Safe Use, and Training standards are in place and providing the most effective equipment and safe use planning guidance to ensure a safer workplace. Also, like I mentioned earlier in this article, all MEWP manufacturers are manufacturing machines today that conform to the new standards. With COVID-19 in the backdrop of the June 2020 effective date, too many MEWP users are still unaware of the changes or fully understand their responsibilities. For that reason, the IPAF North America Council has set a goal to support MEWP users in order to meet their responsibilities for a safe MEWP operation. A series of free webinars will be offered and recorded for ongoing use. Visit www.ipaf.org/events to register for the next webinar or to watch any already delivered.
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LAWN & GROUNDS
What to Consider When Selecting a
STUMP GRINDER As stump removal can be a labor-intensive process, these factors can help determine what type of equipment is needed to tackle the job successfully. Stump grinders are a crucial component for tree care professionals, homeowners, and landscaping contractors, and one of the primary pieces of equipment used by customers looking to remove dead, damaged, or overgrown trees from their yards. For rental business owners, knowing which kind of stump grinder will benefit your customer and their project best is an important consideration. There are two types users can contemplate for the job — the commonly used wheeled handlebar stump grinder and a tracked walkbehind stump grinder. When removing a stump or multiple stumps in an area, renters could be faced with various stump ages, densities, and sizes. As stump removal can be an incredibly labor-intensive process, the following factors from Jay Thaker, marketing manager at Toro, can help determine the right stump grinder for the operator and task at hand in order to tackle the job successfully.
makes it easier to grind. See why density and age need to be considered? Now, let’s talk about size. Although smaller stump grinders can technically handle a larger stump, renters will need to consider the extra time needed to slowly chip away at a large trunk. It’s much less labor- and time-intensive to use a larger unit if you have a larger tree stump to remove. DEPTH OF THE GRIND
How deep you want to grind the stump below grade will also determine what type of stump grinder you should
consider. If renters are looking to grind deep below grade, tracked stump grinders are the suggested option. However, if users would like to grind a smaller diameter stump just a few inches below grade, operators can use compact handlebar stump grinders to tackle the job. SPECIES OF THE TREE
One thing to make note of is the species of the tree being cut down, as it can help determine how long it will take to grind the stump. Hardwood stumps are generally easier to grind
Key Stump Factors AGE, DENSITY, AND SIZE OF STUMPS
As a rule of thumb, trees that have been cut more recently can be more challenging to grind. Trees can also vary in density, and certain stumps can be denser than others, which in general
If you want to take out stumps not only in easily accessible areas but also in hard-to-reach spots, a compact unit like the Toro SGR 6 will be the most practical.
The Toro Company
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The track grinders b making th
time-consuming since softer woods shred rather than chip.
Types of Stump Grinders The Toro
Let’s dive a bit more into the two styles of stump grinders. Both the wheeled handlebar and tracked walkbehind stump grinders are user-friendly options. Whether the job calls for a tracked or handlebar stump grinder, making sure the unit has sharp teeth ensures operators can make good time in any set of conditions.
The track design on the tracked walk-behind stump grinders better distributes the machine’s weight, making these units ideal for residential applications.
because of the clean chips that are produced. Whereas, conifers such as pine and cedar, can be more
WHEELED HANDLEBAR
Wheeled handlebar stump grinders are compact in size, easy to maneuver, and efficiently grind stumps to mulch. Their well-balanced design and easy-to-use controls ensure smooth operation. Handlebar stump grinders also feature convenient lift handles for easy transport and unique cutting technologies that combine smooth grinding with simple maintenance. If users are looking to access stumps in tight places, like near a house, or a location where there are multiple trees, handlebar stump grinders would be a good option to consider. On some units, foldable handles allow compact transport in an SUV, car, truck, or minivan.
ccessible t like the practical.
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LAWN & GROUNDS TRACKED WALK-BEHIND
On the other hand, tracked walkbehind stump grinders perform much better on rough terrain and are able to complete complex jobs in a timely manner, but often require the use of a trailer for transport. The track design on these models better distributes the machine’s weight, making them ideal for residential applications. Some models, like Toro’s STX 26 and STX 38 EFI, feature technologies that automatically adjust the sweep speed based on how much load is applied to the wheel, so heavy cutting loads won’t bog down the engine. If users are looking for a more powerful grinder for removing larger stumps in a complex
If users are looking for a more powerful grinder for removing larger stumps in a complex environment, the Toro STX 38 EFI stump grinder is a good choice, as it’s built for durability in the toughest conditions. The Toro Company
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Tracked walk-behind stump grinders perform much better on rough terrain and complete complex jobs in a timely manner. The Toro Company
environment, make sure to look for a model that’s built for durability in the toughest conditions.
Tips for Using Stump Grinders Stump grinders are a great addition to a project, but they require some safety precautions. When operating stump grinders, operators need to keep in
mind that they will throw chips. If they plan on working in close proximity to structures or other objects, you should remind them to protect or guard those in some way. Also, it is vital to ensure others in proximity of the grinding are at a safe distance and wearing appropriate protective equipment. Here are some important reminders: ■ Wear protective gear to protect from flying debris. ■ Evaluate the proximity of the building to the stump when choosing which model to use. ■ Ensure that there are not any bystanders entering the jobsite. ■ If working with first-time users, keep an eye on them and the jobsite. ■ When using a handlebar stump grinder, don’t try to overpower
it by using too much downward force, sweeping too fast, or grinding too deep too quickly. It is best to use a side-to-side sweeping motion at an inch in depth per pass. ■ If renters have never operated a big, tracked walk-behind machine before, they will need to keep in mind how to use the machine on slopes. It’s important to operate on up-and-down slopes with the front end of the machine facing the hill, where the cutting wheel is uphill at all times. ■ And lastly, as always, make sure to read the operator instructions before use. Article and information provided by The Toro Company and edited by Alexis Brumm.
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CONSTRUCTION //
by Jessica Lombardo
CHOOSING THE RIGHT SOIL COMPACTION EQUIPMENT Having the right equipment on hand will ensure your rental customers are laying a solid base for their projects
S
oil compaction might not seem like the most exciting topic, but the proper completion of it is essential. If soil compaction is not performed adequately, settlement of the soil could occur and result in unnecessary maintenance costs or structure failure. Almost all types of building sites and construction projects utilize mechanical compaction techniques, so it’s important to have the right equipment to ensure this step is completed right the first time. Different types of compaction equipment have been designed to suit various applications, but the end goal is the same: remove air voids from the soil with applied force to provide a solid foundation. For mechanical soil compaction—that is, compaction that accelerates the natural process of the soil settling and, in some cases, makes construction possible in marginal building sites—you have three main types of equipment to choose from: rammers, plate compactors, and trench compators. Each one has specific benefits and properties. The type of equipment you choose for your project will depend on several factors.
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Soil Sets the Stage To choose the right equipment for your job, you need to first understand something about soils and how they are compacted. Soil can be broken down into two main categories: granular and cohesive. Granular soils are loosely bound, which means that moisture drains easily. They make an excellent base for building on and do not require impact or ramming compaction. Granular soils consist mainly of sand and gravel. The particles are coarse and large enough to see with the naked eye and can be molded, but will crumble easily. These soils are best compacted with vibration energy, which reduces the frictional forces at the contact surfaces, allowing the particles to fall freely under their weight. At the same time, as the soil particles are vibrating, they become momentarily separated from each other, allowing them to turn and twist until they can find a position that limits their movement. Cohesive soils are made up of silts and clays. The particles are very small and feel smooth when rubbed between your fingers. When wet, cohesive soils are sticky and can be molded or rolled
into almost any shape. When dry, this soil type tends to be very hard and difficult to crumble. Cohesive soils are best compacted by impact force. The impact force of a rammer or trench roller causes a shearing effect that squeezes out air voids and excess water between the particles. All vibratory plates—not just reversibles—are suited to granular soils, such as sand or gravel. Cohesive clay or silt-type soils, on the other hand, are best compacted by a trench roller or rammer.
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Vibratory plates are low amplitude and high frequency, designed to compact granular soils and asphalt.
the conditions to ensure you’re getting compaction safely and efficiently. Vibratory plates on rammers and plate compactors are very maneuverable so they’re ideal for confined areas. Rollers have the advantage in larger, open areas where there is plenty of room to move around. RAMMERS
Job Type Determines Equipment Size Once you know the type of soils you will be working in, you can determine which piece of equipment is best for
Rammers deliver a high impact force making them an excellent choice for cohesive and semi-cohesive soils. Rammers get compaction force from a small gasoline or diesel engine powering a large piston set with two
sets of springs. The rammer is inclined at a forward angle to allow forward travel as the machine jumps. PLATE COMPACTORS
Vibratory plates are low amplitude and high frequency, designed to compact granular soils and asphalt. These machines are easy to maneuver in tight, confined areas such as trenches, along walls, and around pipes. A forward directional plate has one exciter shaft with an eccentric weight that generates the centrifugal force to move the plate forward, plus supply vibration to the ground. With a reversible plate, there are two exciter shafts, each with an eccentric weight. They are timed in such a fashion that you can turn the shafts in the opposite direction and the same force that carried the plate
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CONSTRUCTION The name “trench roller” tends to pigeon-hole these units.
Trench rollers vary in width, from 24 to 34 inches depending on the manufacturer.
forward now carries it in reverse. Because reversible plates have two shafts and thus two weights, they impart more energy into the ground than forward plates with only one shaft. In addition, they can compact thick lifts. Some of the larger reversible plates can successfully compact lifts of material up to 30 inches thick. TRENCH ROLLERS
The name “trench roller” tends to pigeon-hole these units. Trench rollers vary in width, from 24 to 34 inches depending on the manufacturer, and can be found doing foundation work, working around curbs and walls, and doing site prep. While trench rollers work basically the same way as reversible plates, they usually have only one exciter shaft in the center of the machine. Unlike reversible plates, which use centrifugal force for propulsion, trench rollers usually have a separate drive system that can be mechanically or hydrostatically driven.
Technology and Safety Ensure Results No matter what type of machine you use, compaction needs to be done the right way to ensure the success of your project. Therefore, the equipment needs to be operated properly to achieve the desired results. When in use, vibratory compactors use a combination of dynamic and static loads that deliver a rapid succession of impacts to the underlying surface from where the vibrations, or pressure waves, are transmitted
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through the material to set the soil particles in motion. This virtually eliminates the internal friction and facilitates the rearrangement of the particles into positions that result in as low a void space and as high a density as possible. The increase in the number of contact points between the particles leads to high stability and strength. Like many things, soil compaction is an area where you can get too much of a good thing. Soil can be over compacted, which can cause soil to break down and cause segregation in soil mixes. As a result, there could be weaknesses in the compaction layers of sub-bases. During compaction of soil, the machine’s energy is directed and consumed by the soil. Once the soil particles are densely packed, this energy will be reflected to the machine and the operator instead of being consumed in the soil. Consequently, the most practical and obvious sign of over compaction is the reaction of the machine being used. As a general guide, experts advise limiting passes over the material to three times for a rammer and four times for a plate. Realizing this was an issue, equipment manufacturers have been developing technology to ensure compaction is being completed properly. Wacker Neuson, for example,
offers a system called Compatec compaction control for its larger reversible plates. Compatec is an easy-to-read display that the operator can see while the machine is in operation. It quickly gives the operator feedback of the compaction progress and also alerts the operator when the machine is over compacting material. BOMAG has the optional ECONOMIZER compaction measurement technology available for plate compactors, trench compactors, and single drum rollers as well as double drum rollers. This type of technology aids the operator with the necessary “intelligence” to know when to stop rolling/compacting and makes the operation more controlled, more consistent, and more efficient in terms of wasting fewer passes, burning less fuel, and putting fewer hours on the equipment. Ammann Compaction Expert (ACE) intelligent compaction technology is also offered on selected light equipment machines. ACE uses intuitive LED signals to keep the operator abreast of compaction progress. Operators also can evaluate when compaction goals have been met, helping reduce unnecessary passes. ACE also helps prevent over compaction. Handheld compaction equipment has seen improvements over the years in hand/arm vibration protection for the operator, reduced noise, and optional compaction meters that assist operator productivity. All of these options have been designed to help ensure proper and safe operation on the jobsite.
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3/29/21 5:10 PM
INDUSTRY UPDATE SKYJACK ANNOUNCES WE RISE CAMPAIGN WINNERS Linamar Corporation’s Skyjack division selected two first prize winners for their WE RISE campaign, which was launched in June 2020. The winner from the Americas was Location d’Equipment MAXIMUM out of Alma, Quebec, Canada, and the winner from the EMEA and ROW regions was Star Platforms of the UK. The campaign aimed to shed light on positive contributions the access industry made throughout the pandemic with the grand prize being a brand new SJ3219 DC scissor lift. The results were announced at Skyjack’s virtual tradeshow SKYWORLD Live, and the winners were given a week to decide if they’d like to take the SJ3219 or have its equivalent value donated to a charity of their choice. Star Platforms Joint Managing Directors Richard Miller and Steve Simmons confirmed that they will be taking the scissor lift and using the rental revenue to support charities within their community. Simmons said the first charity has already been selected, and the first two months of rental
POINT OF RENTAL PARTNERS WITH VERTEX FOR TAX MANAGEMENT Point of Rental has partnered with Vertex, a global provider of tax technology solutions. The Point of Rental Elite dashboard now integrates with Vertex Cloud Indirect Tax, a SaaS tax solution that automates the end-to-end indirect tax process. This integration allows tax, accounting, and finance resources at rental businesses to spend less time managing complex and constantly changing tax codes across jurisdictions. The solution applies the latest taxability rates and rules to transactions in real-time and produces signature-ready returns, providing a seamless tax determination process. “For many mid-size or larger rental companies working across states and even countries, tax compliance and management almost require a dedicated accountant just to track the ever-changing rules and requirements,” said Point of Rental CEO Wayne Harris. “This partnership will help free up time for your team to focus on higher-value work like growing the business and increasing revenue.” For more, visit forconstructionpros.com/21330615.
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revenue will go to The Hospice of St. Francis. Other good news: “Our team received high-quality submissions from across the globe, so we also wanted to recognize everyone who took the time to share their stories,” says Ken McDougall, president at Skyjack. “Each company that submitted a WE RISE story has the chance to choose a charity to receive a $1,000 donation made in their name.” To read more, as well as see all the WE RISE submissions, visit forconstructionpros.com/21319419.
HUSQVARNA INTEGRATES HTC’S PRODUCTS, SERVICES Husqvarna Construction has fully integrated the products, services, and solutions from HTC, offering a broad range of surface preparation solutions to the industry. The introduction of the rebranded range, promoted under the tagline “The Orange Evolution,” is enhanced with the launch of brand new products. By combining two existing ecosystems, Husqvarna hopes to provide floor grinding customers a much wider choice of products, features, and solutions all under one roof and one brand. New product innovation launches include: • A new family of high-performing polishing tools • A tool holder “Multi” allowing to fit both Redi Lock and EZchange tools • A new portfolio of edge grinding tools for handheld grinders • A new range of chemicals for the creation and maintenance of polished concrete floors • An enhanced process of the Superfloor method to polish concrete floors. For more, visit forconstructionpros.com/21331178.
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INDUSTRY UPDATE INDUSTRY PAYS TRIBUTE TO THREE MEMBERS Three pioneers of the rental industry have died. Dan Kaplan and Denis Ashworth were both previous recipients of the Lifetime Achievement Award presented by the International Powered Access Federation (IPAF). Ashworth passed away on Feb. 28 at the age of 97. An engineer by trade, he joined Simon Engineering in the United Kingdom, in 1951. Two years later, he was overseeing the first of Simon’s aerial work platforms, and over the next few decades, the company became one of the world’s leading aerial lift manufacturers, mainly through acquisitions. Fellow access industry veteran, Kaplan, passed at the age of 78 and was often referred to as “the father of the modern rental industry.” He was president of Hertz Equipment Billy Roy (BR)Haynes Rental Corporation, creating the first
Denis Ashworth
Dan Kaplan
national rental company in the U.S. Recently, he worked as an industry consultant, helping rental companies establish themselves in new territories and develop new models of doing business. Billy Roy (BR) Haynes, second-generation president of Little Beaver, died on March 13 at the age of 94 surrounded by his family in Livingston, Texas. During his time leading Little Beaver, Haynes was instrumental in expanding the company’s involvement in the rental industry. To read more, visit forconstructionpros.com/21331031 and forconstructionpros.com/21342589.
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JLG CHANGES NOMENCLATURE FOR LARGE ROUGH TERRAIN SCISSOR LIFTS JLG, an Oshkosh Corporation company, announced that the JLG LRT Series of large rough terrain scissor lifts will change to new model designations to align with the entire JLG scissor lift line. From now on, the models, including the 330LRT, 430LRT and 530LRT, will feature “RT” at the front of the model name with the appropriate numerals to reflect maximum platform height and machine width. The scissors will be now called the RT3394, RT4394, and RT5394, respectively, and will offer a refreshed decal design to help identify them For more, visit forconstructionpros. com/21319321.
ADVERTISER’S INDEX ADVERTISER
PAGE
Abbott Rubber Company ...................................... 40 Ammann America .................................................. 31 Christianson Systems, Inc ...................................... 37 Crary Industries ...................................................... 33 Doosan .................................................................... 29 Essex Silverline ....................................................... 41 General Pipe Cleaners .............................................. 5 Haulotte US Inc. ..................................................... 30 IPAF - Int’l. Powered Access Federation................ 17 JLG Industries Inc ..................................................... 2 John Deere Construction Equipment.................... 15 Kubota Tractor ........................................................ 7 LGMG North America............................................. 27 Manitou North America, LLC ................................. 19 Merlo (AMS) ........................................................... 35 ROEDA .................................................................... 37 Rotary Corp. ........................................................... 34 Sinoboom North America ........................................ 9 SitePro from Worksaver Inc................................... 34 Skyjack Inc. ................................................. 21, 23, 25 Snorkel .................................................................... 44 Terex USA ............................................................... 13 The Toro Company ................................................. 43 TVH Parts Co. .......................................................... 20 Windy Ridge Corp. ................................................. 40 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
Get Ready,
RENTAL
DEMAND
is Coming
Here are some practical ways to get ready for the upcoming season and make the most out of the economic recovery.
O @treety-adobestock.com
ur economy, and the equipment rental industry in particular, is about to boom. The U.S. is rapidly opening up for business after what has been a bleak year of pandemic lockdowns, new rules, and overall hesitation. Rental companies are about to experience a massive amount of pentup demand in most market areas. It would be wise to get ready now to effectively capitalize on what could very well be an amazing opportunity, but it is so important not to solely rely on the economic recovery from the pandemic to grow rental income. Up until now, many rental companies have had to cut expenses as the primary way to deal with the pandemic-related downturn in income. But it’s time to consider a different approach. Now, more than ever, think in terms of, “It’s all about generating more rental income.” First, it’s important to make sure the foundation is strong and firmly in place. Perhaps it would be wise to place 75 percent of one’s focus on strengthening the fundamentals and only 25 percent on pursuing the new and more cutting-edge strategies. For example, one can have the best advertising, but if one’s rental company lacks properly trained personnel, the correct assortment of equipment, or proper maintenance, customers will decide to do their business elsewhere.
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Be certain that your employees receive additional training in professional telephone skills. Provide them with adequate rental equipment training. Also, remind customers and potential customers frequently (and in various ways) what you have available to rent. It’s often more effective in the short term to apply some basic rental business principles rather than spending larger amounts of time and money on something more complicated. However, many rental companies could be much more aggressive in the active search for more rental income. Lastly, it’s always wise to take time to see your business through your customer’s eyes. Now is an excellent time to focus additional attention on what your customers (and potential customers) see, hear, and experience. There are so many opportunities to build an even more professional image.
An Often-Overlooked Opportunity As business picks up again, remember that you’re working for long-term success and ensuring that customers are taken care of effectively and accurately. Mistakes are a huge, but often overlooked factor in the subject of growing
rental income. Some of these mistakes can cause reductions in rental charges. One example involves the delivery of equipment, and how important it is to develop an almost mistake-proof system to ensure optimal accuracy and efficiency. Other mistakes are those involving rental equipment not being properly checked and serviced before they are rented. Not only does this result in lost rental income, but it’s likely to decrease income in the future as some customers have long memories of these negative experiences. Again, downward adjustments in rental charges are obvious signs that mistakes are happening. Over the course of a year, these mistakes can cost rental companies many tens of thousands of dollars (or perhaps even hundreds of thousands in larger companies). Get ready by taking measures now to make the most out of the pentup projects that will create increased demand for rental equipment. Even though some of the needed changes may be relatively simple to implement, sometimes more radical changes are needed to dramatically grow rental income for the future.
Dick Detmer is a nationally recognized consultant, lecturer and writer with 40+ years of experience in the equipment rental industry. In 2018, he celebrated the 30th anniversary of his business, Detmer Consulting Inc., and his column in Rental. Dick can be contacted at dick@detmerconsulting.com, (309) 781-3451 or by visiting his website www.detmerconsulting.com.
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