Rental October/November 2015 by ForConstructionPros.com

SOFTWARE SPECIAL REPORT

IS IT POSSIBLE TO GO PAPERLESS? PAGE 40

PRODUCT NEWS INSIGHT ■

■

OUR

YOU SPOKE,

MANUFACTURERS LISTENED How rental is driving equipment design

Page 28

TODAY’S UTILITY VEHICLES

TOP 25 PICKS

Solving Problems, Opening Doors

Page 48

FOR YOUR RENTAL INVENTORY PAGE 22

October/November 2015

Find the latest news at ForConstructionPros.com/RENTAL

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EXCELLENCE IS A SMALL TARGET. GOOD THING OUR ENGINEERS ARE EXPERT MARKSMEN.

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SHOOTING THE WINGS OFF A FRUIT FLY. GENERALLY SPEAKING, THAT’S THE TYPE OF PRECISION WE AIM FOR.

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When we set our sights on building a machine, we only aim dead center. Doing so demands pinpoint accuracy. Strict attention to detail. And an unwavering commitment to meeting our high standards. The result is an impressive lineup of track loaders, excavators and skid steers. The SVL boasts best-in-class breakout force and a proven Kubota engine. Our worldâ&#x20AC;&#x2122;s No.1 selling compact excavators* feature zero and conventional tail swing. And the SSV75, which is equipped with a smooth-running 74.3 HP Kubota diesel engine and vertical loader lift arms. Superior engineering is a direct hit.

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*According to 2014 OEM Off-Highway Research, Kubota has the largest compact excavator market share in the world. ÂŠ Kubota Tractor Corporation, 2015.

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VOLUME 37 ISSUE 6

OCTOBER/ NOVEMBER 2015 Check out this year’s winners, a selection of products chosen for their value to end users, not to mention their innovation, versatility and profit potential.

OUR TOP PICKS for Your Rental Inventory  PAGE

2015

IN EVERY ISSUE 10 E verybody’s Business Today’s manufacturers know when good enough is just fine.

12 Manager’s Digest

28 CONSTRUCTION SUPPORT EQUIPMENT Strong Rental Market Drives Equipment Design Equipment manufacturers are recognizing the demand for simpler, lower-spec’ed machines.

48 SPECIAL REPORT: UTILITY VEHICLES Solving Problems, Opening Doors Rental of UTVs on jobsites is skyrocketing and can lead to full-service contracts.

Market Information to give you the insight you need to run your business.

16 Market Watch Rental companies around the country relay what’s currently hot in their inventory and what’s not.

52 Industry Update A roundup of recent news and happenings in the rental industry.

60 Eye on Rental Dick Detmer relays the importance of appreciating the best and most loyal equipment suppliers.

SPECIAL REPORT:

40 SOFTWARE Is it Possible to Go Paperless? Rental software providers are working on several ways to simplify the equipment rental business so you can improve efficiency and customer service.

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When you work your tail off 12 hours a day, you gotta have grit. We’re here to hook you up. The KOHLER Rental Partner Program gives you free training and support. Parts discounts and repowering rebates too. It’s the boost that puts you on top.

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CONTENTS

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

Visit ForConstructionPros.com/RENTAL

Designed With You in Mind

Rental and Construction Market Updates

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

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

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

INDUSTRY NEWS

OCTOBER/NOVEMBER 2015

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To subscribe, go to ForConstructionPros.com/Register.

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

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FREE WITH EVERY PURCHASE.

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EVERYBODY’S BUSINESS ™

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

GOOD ENOUGH

PRODUCT NEWS INSIGHT ■

Published by AC Business Media Inc.

to Get the Job Done

Kudos to today’s equipment manufacturers who are designing equipment specifically with rental in mind

e called him Jack and we loved him. Ever ready and toug h as nails - though showing his age toward the end; a more loyal servant you would never find. “Jack” was my 11-year-old Subaru Outback station wagon, which I said goodbye to a few months ago when I took ownership of a new car - the latest version of the same model. Turns out a lot has changed in automobile technology. The old Outback was simple, with no bells and whistles. The new one not only looks much more sleek and elegant, it also came with a host of what I consider high-tech features, such as a rear-view backup camera, automatic climate control and lighting, and a power lift gate. It even “sees” traffic and obstacles around it, alerts me to their presence and could even apply its own brakes in the event of an impending collision, if need be. I’m both reassured by the additional safety features and comforted by the various amenities... except for the power lift gate. I don’t understand the need for this feature. It’s not that difficult to manually open the hatch of a station wagon. With the power option, it actually takes longer to open and close the hatch, plus I’ve found it’s temperamental and susceptible to glitches. In their attempt to constantly improve and innovate, automobile designers sometimes overdo it. And why not? All of these features add to the cost of the car. This brings me to the focus of our article, “Strong Rental Market Drives

OCTOBER/NOVEMBER 2015

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■

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

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

Dick Detmer

Ad Production Manager

Cindy Rusch

Art Director

Kayla Brown

Sr. Audience Development Mgr Wendy Chady Audience Development Mgr Tammy Steller

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

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

ForConstructionPros.com

“Sometimes

simple is just fine and even preferred.” Equipment Design” on page 28. Here, we take a look at the recent trend toward designing and manufacturing equipment that’s geared toward rental customers, who neither want or need all the bells, whistles and creature comforts on their equipment. Fortunately, today’s equipment suppliers realize return on investment is the highest priority in rental, so why not offer machines with that in mind? Sometimes “good enough to get the job done” is really all that’s needed. Technology is amazing and more often than not offers us tremendous benefits. Sometimes, however, simple is just fine, good enough, and even preferred. Kudos to today’s equipment manufacturers who are attuned to the needs of their customers. ■

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

AC Business Media Inc. Chairman President and CEO Executive Vice President CFO VP Content VP Marketing

Anil Narang Carl Wistreich Kris Flitcroft JoAnn Breuchel Greg Udelhofen Debbie George

Published and copyrighted 2015 by AC Business Media Inc. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording or any information storage or retrieval system, without written permission from the publisher. SUBSCRIPTION POLICY: Individual subscriptions are available without charge in the U.S. to rental centers, equipment distributors, and other businesses with rental departments. To subscribe please visit www.ForConstructionPros.com. Publisher reserves the right to reject nonqualified subscribers. One year subscriptions for nonqualified individuals: U.S. $35.00; Canada and Mexico $60.00; and $85.00 all other countries (payable in U.S. funds, drawn on U.S. bank). Single issues available (prepaid only) $10.00 each. Rental (ISSN 1067-0904, USPS 686-370) is published seven times per year: January, February/March, April/May, June/July, August/September, October/November and December by AC Business Media, 201 N. Main Street, Fort Atkinson, WI 53538. Periodicals postage paid at Fort Atkinson, WI and additional entry offices. POSTMASTER: Please send change of address to Rental, PO Box 3605, Northbrook, IL 60065-3605. Printed in the USA. Canada Post PM40612608. Return Undeliverable Canadian Addresses to: RENTAL, PO Box 25542, London, ON N6C 6B2. Vol. 37, Issue 6, October/November 2015

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Ben Cooke, Owner . Cooke Rentals of Mt. Airy, North Carolina .

1-800-525-7348 | 1-541-963-6755 Fax www.barretomfg.com | info@barretomfg.com

“WELL BUILT AND COMPETITIVELY PRICED”

“Cooke Rentals started using Barreto trenchers in 2001. We used those trenchers for 10 years before we ever felt like we needed to replace them. We have since purchased other models for another store location along with the SG30 stump grinder and the 2024TK Track Trencher. Every product that we have ever purchased has been virtually maintenance free. All Barreto equipment is innovatively designed, well-built and competitively priced. I would recommend them for any rental store.” Ben Cooke, Owner . Cooke Rentals of Mt. Airy, North Carolina . Search: 10072139

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1-800-525-7348 | 1-541-963-6755 Fax www.barretomfg.com | info@barretomfg.com

10/7/15 9:23 AM

MANAGER’S DIGEST

CONSTRUCTION GROWTH EXPECTED TO RISE 6% IN Q3 Construction activities are expected to pick up for the remainder of the year, bringing the forecast for growth upward to 6% for 2015, from the previous forecast of 5% in Q2, according to the Q3 FMI Construction Outlook. The Q3 FMI Construction Outlook forecasts growth for 17 sectors, across residential, non-residential and non-building groups. Manufacturing continues to be the fastest-growing construction sector this year at 18%. Construction growth is not only predicted to rise this year, but is also expected to climb to 7%, reaching $1.09 billion in 2016, the highest total since 2008, unadjusted for inflation. However, as construction gets busier, productivity improvement becomes more of a challenge. “Improvements in productivity will be critical for achieving growth and sustaining margins in the years ahead,” said Chris Daum, president and senior managing director of FMI Capital Advisors Inc. “We expect to see the use of new technologies and services expand, especially in highly competitive markets or where it has been difficult to find skilled workers.”

SINGLE-FAMILY MARKET BUILDER CONFIDENCE HITS

10-YEAR HIGH

→

Builder confidence in the market for newly constructed single-family homes continued its steady rise in September with a one point increase to a level of 62 on the National Association of Home Builders/Wells Fargo Housing Market Index (HMI). It is the highest reading since October 2005. Builders’ confidence increased substantially from the all-time trough of 8 in January 2009 when even small positive movements in consumer interest were greeted with renewed confidence. Since 2012, builders’ confidence has more closely aligned with single-family starts as was the case throughout the history of the index. “The HMI shows that single-family housing is making solid progress, said National Association of Home Builders (NAHB) Chairman Tom Woods, a home builder from Blue Springs, MO. “However, our members continue to tell us that they are concerned about the availability of lots and labor.” Builders continue to express confidence that the slow single-family housing recovery will continue, but they are concerned most about their ability to buy lots at affordable prices that enable them to ultimately produce a home that will sell. Lot prices have increased in many markets to the point where the final sales price of the home would not be affordable to prospective buyers or competitive against existing homes. Following the concern about lots were concerns about hiring qualified construction workers and the regulatory regimes that have cropped up to delay construction and raise the cost of the final product. “NAHB is projecting about 1.1 million total housing starts this year,” said NAHB Chief Economist David Crowe. “Today’s report is consistent with our forecast, and barring any unexpected jolts, we expect housing to keep moving forward at a steady, modest rate through the end of the year.”

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MANAGER’S DIGEST

U.S. CEMENT CONSUMPTION FORECAST TO GROW 5% IN 2015 AND 6.5% IN 2016 Despite volatility in equity markets and concerns about global growth conditions, Portland Cement Association (PCA) Chief Economist and Group Vice President Edward Sullivan said “the fundamentals in the United States are sound and should support sustained growth in construction activity.” The U.S. economy is characterized by steady and strong gains in net job creation, low inflation, low interest rates, improving business and consumer confidence, all of which paints an optimistic near-term outlook. While some sectors have been hurt by a

strong dollar and low oil prices, these factors hold the potential of a growth dividend later in the forecast horizon. PCA’s Market Intelligence group expects construction activity will grow 4.8% this year and even stronger growth is expected for next year. Cement consumption is expected to grow 5% this year and 6.5% in 2016. Each of the three key sectors on cement consumption, residential, nonresidential and public construction are experiencing growth. Typically, when all three sectors are positive strong volume gains materialize.

U.S. CONSTRUCTION EQUIPMENT

Exports Drop 17% in First Half of 2015 Exports of U.S.-made construction equipment declined 17% for the first half of 2015 compared to the first half of 2014, with a total $7.4 billion shipped to global markets. All world regions experienced declines, led by Africa, according to the Association of Equipment Manufacturers (AEM). The AEM equipment manufacturing trade group cited U.S. Department of Commerce data it uses in global market reports for members. Following are January-June 2015 U.S. construction equipment exports by major world regions compared to January-June 2014: • Canada dropped 12%, for a total $3.1 billion • South America declined 23%, for a total $990 million • Asia decreased 11%, for a total $923 million • Europe dropped 14%, for a total $878 million • Central America fell 21%, for a total $748 million • Australia/Oceania declined 10% to $417 million • Africa decreased 44% to $385 million The top countries buying the most U.S.-made construction machinery during the first half of 2015 (by dollar volume) were: 1. Canada - $3.1 billion, down 12% 2. Mexico - $602 million, down 22% 3. Australia - $387 million, down 9% 4. Chile - $273 million, down 9% 5. Brazil - $268 million, down 25% 6. South Africa - $206 million, down 48% 7. Peru - $192 million, down 31% 8. Belgium - $147 million, down 30% 9. China - $140 million, down 26% 10. Saudi Arabia - $124 million, down 40%

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“The second quarter of 2015 marked the 10th consecutive quarter that U.S. construction equipment exports experienced year over year declines and the 7th consecutive quarter that imports rose,” says Benjamin Duyck, AEM director of market intelligence. “While exports decreased for every major region, the only equipment category we noticed some export growth in were generator sets.” He continues, “While the U.S. market remains stable overall (there are some areas affected by the lower oil prices), the U.S. trade balance for our industry continues to slump. It is hard to pinpoint the exact cause of this situation, as there are many issues at play here. “First of all, a stronger U.S. dollar is making U.S. manufacturers less competitive. In September 2015, the Broad Weighted Trade Index for the US Dollar, provided to us by the Board of Governors of the Federal Reserve, had grown 18.2% compared to January 2014 and 21.5% compared to January 2013. “A second issue is the global deterioration of demand due to cyclical and structural issues. As investment is flowing from the emerging markets back to the developed western nations, demand for construction equipment travels with it. While not all emerging markets are hit evenly, we can expect the current Chinese downturn to have effect on our markets also. Naturally, shifts in investments allow for growth elsewhere.”

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MARKET WATCH By Rod Dickens, contributing editor

What’s HOT, What’s Not? Rental professionals from around the country relay what types of equipment are earning their keep and which are a beast of burden

IT’S UP FOR DEBATE IN ARKANSAS The first Republican debates and their aftermath have gone beyond rhetoric, according to the owner of AAA Rent All Sales in Searcy, AR. “Since the [first] debate, business has started to pick up,” says

Darrell Canfield. “It seems that some of our customers have hope that things will change and the economy here will turnaround. Business has been slow compared to hot spots around the country on the East Coast and in Florida.” This owner has experienced his share of ups and downs since starting his company in 1959. “Over the years, we’ve rented virtually everything imaginable,” reports Canfield. “Our

“Since

the debate, business has started to pick up. It seems that some of our customers have hope that things will change and the economy here will turnaround.” 16

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customers are primarily small to medium size contractors who depend on the building industry. They are largely responsible for the current uptick in business and the renting of smaller tractors, bushhogs and bigger forklifts.” He continues, “When it comes to finding the right equipment to rent, experience pays off. I’ve learned the hard way the difference between good and poor workmanship and what it means to the store’s ROI.” In addition to the above equipment, Canfield notes that battery-powered scissor lifts are also moving fairly well. As for the ongoing political discussions, the rhetoric may get old. But if the message resonates with customers and ultimately generates business, who can argue with that? Searcy is located approximately an hour northwest of Little Rock.

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MARKET WATCH

REPURPOSING IN PENNSYLVANIA RentalZone is a general rental store located in downtown Lancaster, PA. “ There’s a lot of demolition underway in town,” notes company president John Greenwood. “It’s not unusual to see contractors repurposing a clothing store, for example, into a restaurant or another retail outlet. Because of our location in town, much of what we rent and who we rent to is dictated by this construction.” Greenwood indicated that electric saws, grinders, dust vacs, and even mini excavators are in demand, again all used in the demolition and repurposing projects. “Grinders used primarily to prep concrete floors for refinishing are one of the more popular items going out the door,” he adds. “Mini excavators, some with exhaust scrubbers for inside work, have also been a consistent rental item along with aerial lifts.”

been nearly a carbon copy of last year. Two relatively slow winters have been followed by excessively busy months of May, June, and July, when inventory can barely keep up with demand.”

OHIO CONSTRUCTION DRIVES EXCAVATOR, TELEHANDLER SALES Jay Maners, owner of Ohio Rental in Mount Vernon, Ohio, has b e en in business since 1996. Store traffic is dominated by a large Amish and Mennonite population an hour north of his location and the bustling city of Columbus an hour south. General contractors make up approximately 60 percent of the store’s rental sales, followed by industrial clients at 30 percent and miscellaneous renters at 10 percent.

“...electric saws, grinders, dust vacs, and even mini excavators are in demand, again all used in the demolition and repurposing projects.” Although town projects are important for business, the store works with a wide variety of customers who rent everything from boom and scissor lifts, chains saws, and stump grinders to generators and heaters. “Having the right equipment at the right time is important for customers, says Greenwood. “The one thing we hear so often is ‘thank you for listening to what I am saying and helping me pick the right equipment for the job.’ “Currently, smaller ticket items are moving faster than larger equipment in our inventory. Overall, this year has

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“Our biggest cash cows right now are mini excavators,” says Maners. “Thumb and beak attachments for these units have made them very attractive to contractors who use them for a wide variety of applications, to the point I can almost keep them rented daily. “Telehandlers are going like hot cakes, as well, thanks in large part to the construction going on in Columbus. A new JCB 525 mini telehandler is part of this growing demand; its compact size gives it access to spaces far too small for larger machines.” He told of a recent rental where the customer used a small

telehandler in an indoor gym to place a scissor lift two floors above. This veteran identified two other trends in his market. Like other rental stores, he sees repurposing of buildings driving grinder and other finishing tool rentals. In fact, there’s so much grinding and refinishing going on with concrete floors that he’s considering putting a bead blaster in inventory. The other trend? “More companies than ever are renting rather than buying equipment, even if they use it on regular basis. “We’re talking large and small equipment alike that is rented with a guaranteed maintenance program,” he explains. “Contractors don’t want the headaches associated with ownership, especially the costs associated with maintenance and repairs.”

DRY CALIFORNIA KEEPS INVENTORY MOVING Headquartered in Carlsbad, CA, El Camino Rental has been renting construction tools and heavy equipment in California for more than 40 years. In addition to Carlsbad, the company has two other locations in the state, in Vista and Oceanside. “We’re primarily a dir t company that re nt s t o s m a l l and medium size contractors,” says company general manager Ted Donnelly. “We don’t rent the large track dozers, but focus instead on everything from 125-ft. boom lifts, telescoping forklifts, backhoes and Bobcat skid steers for our contractor customers, to

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MARKET WATCH

chain saws and plumbing equipment for our homeowner customers. “The economy has been improving nicely and despite the fact that all of California has been impacted by the drought, our business has been strong. When you rent to companies in the construction and building industry, dry weather keeps our stores busy, rain slows us down.” Donnelly, who has been with El Camino Rental for more than 13 years, notes that a predicted El Nino will likely bring some much needed rain to the state. In the meantime, it’s make hay (or rental sales) while the sun shines. The company’s biggest ROI generators, according to Donnelly? Its fleet of Bobcat loaders and excavators.

IN OREGON, MARKET FLIPPED AND SO DID SALES When Dennis Cabatic opened a rental store in Philomath, OR, in 2008, small- to mid-size contractors comprised 65 percent of his rental sales. The economic downturn changed all that. “I lost probably half my contractor customers during the recession,” says Cabatic. “Homeowners took up some of the slack and they still dominate sales, even though contractors are starting to come back.” Located on the edge of the coastal mountain range, Philomath Rental is

“They’ve taken the big

in a more rural and residential market where large construction projects are not the norm. “I rent a lot of stump grinders, wood chippers, and log splitters to homeowners,” adds Cabatic. “There’s also a demand for lawn and garden equipment such as pole saws, hedge trimmers and string line trimmers.” He continues, “The one Dingo I have generates a good ROI. Because the contractor market is picking up, I’m looking to buy another small excavator.” A former long time employee for Xerox, Cabatic started his store and second career from the ground up. He explained that owning a rental business was always his dream. After more than 30 years with Xerox, he made it come true. The timing might not have been great, thanks to the economy, but Cabatic has no regrets. As he pointed out, rental stores have to be able to adapt to a changing marketplace. He is doing that and looking forward to more sales to contractors, even though he says more are buying their equipment now compared to renting it as they did during the recession.

stuff, but the smaller equipment, including smaller backhoes and jackhammers, have a

better ROI than larger equipment anyway.”

SMALLER EQUIPMENT, BIGGER PAYBACK IN GEORGIA D e p e nd o R e nt a l Inc., in Fort Oglethorpe, GA, has been renting to area c ustomers for 43 ye ars. R est assured company owner Wayne Smith has adapted to many changes in

“I rent a lot of stump grinders, wood chippers, and log splitters to homeowners.”

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the marketplace. Among them are those that have occurred since 2008. “Contractors used to account for 80 percent of our rental sales, but that changed a few years ago,” says Smith. “When the economy came back, we lost a large number of them to the national stores, along with the big items they rented from us along with month-long rentals.” Smith made up for the loss by focusing primarily on smaller contractors and homeowners, who now represent 80 percent of Dependo Rental sales. “They’ve taken the big stuff, but the smaller equipment, including smaller backhoes and jackhammers, have a better ROI than larger equipment anyway,” he adds. “We can turn those items several times in a year.” Of the smaller equipment, Smith mentioned that jackhammers and cutoff saws, especially popular among DIY homeowners, represent the highest return. Dependo Rental, a five-minute drive from Chattanooga, TN, serves the North Georgia and East Tennessee markets. ■

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SPECIAL SECTION

2015

OUR TOP PICKS

for Your Rental Inventory

Here we present to you this year’s winners of Rental’s Editor’s Choice Awards. Chosen for several factors, including audience engagement online at ForConstructionPros.com/Rental, over a 12-month period, winners were also selected for meeting a number of other criteria including innovation, versatility and profit potential. Rental’s 2015 Editor’s Choice Awards represent the equipment rental industry’s best products that garner the most interest from end-users and rental professionals alike. For more information on any of these products, please search the Buyer’s Guide at ForConstructionPros.com/Rental using the unique number at the bottom of each product listing.

 Kubota SSV65/SSV75 Skid-Steer Loaders

The new SSV65 and SSV75 deliver rated operating capacities of 1,950 lbs. and 2,690 lbs., respectively, standard twospeed travel and optional high-flow hydraulics.

 Kohler Towable

Mobile Generators

This line of mobile generators includes 11 diesel gensets ranging from 35 to 680 kVA and four liquid-propane gensets ranging from 30 to 125 kVA. • 35- to 70-kVA diesel models equipped with Tier 4 Final-compliant KDI engine, tanks built for 24-hour run times, a two-way valve to easily transition to external fuel tanks and a voltage selector switch option

• Both models feature a unique, slide-up, front-entry door that rises overhead, a side light for better visibility and safe night operation, and a spacious cabin with climate control • Kubota Tier 4-certified four-cylinder diesel engine • Vertical lift configuration capable of dumping in a dump truck with 10-ft. sides • Easy access oil and fuel filters located where drips during changing won’t fall on electrical components Search 12010695

 Ditch Witch

SK850 Mini Skid Steer

The SK850 mini skid steer features a high-drive track system with bolt-on sprockets that can be interchanged to provide longer lasting performance.

• 125REZGT propane-fueled model includes an onboard LP tank built for a 24-hour run time • Decision-Maker 3500 digital controller enables easy paralleling of two generators

• Offeres rated operating capacity of 860 lbs., hinge pin height of 83 in. and ability to direct more power to the attachment

• Enclosure offers straightforward access to all parts without disconnecting any wires or parts

• 74-sq.-in. platform provides increased operator comfort and stability

• Fluid containment system collects any leaking engine fluids

• Choice of 42- or 36-in.-wide tracks featuring a low-maintenance track tensioning system with grease cylinder for easy adjustment and track removal

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• 37-hp Yanmar Tier 4 diesel engine

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

General Pipe Cleaners Hot Shot 320 and 400 The Hot Shot 320 and Hot Shot 400 pipe thawing machines work in minutes to eliminate tearing up floors and walls or digging around pipes in frozen ground.

 Genie GTH-636 Telehandler

• Hot Shot 320 generates 320 amps of thawing power to thaw up to 100 ft. of 1-1/2” pipe and weighs 30 lbs.

Delivering all of the performance of a full-sized machine in a compact size, the 17,600-lb. GTH-636 delivers a 36-ft. lifting height, 21-ft. 11-in. forward reach and a maximum lifting capacity of 6,000 lbs.

• Hot-Shot 400 has a dual-level output: with 400 amps, it can thaw frozen lines up to 175 ft. long in 1-1/2” diameter lines; switches down to 320 amps to pull 14 amps Search 12027846

• Outside turning radius of 13 ft. 4 in.

 Barreto Stand-On Track Trencher

• Comes with a rugged chassis and side engine mount, high-pivot boom and standard quick-attach system and auxiliary hydraulics

The stand-on track trencher features a fixed platform and fine-tuning control adjustment that uses rod linkage instead of cables.

• 74-hp Deutz 2.9-liter, turbocharged diesel engine uses only a diesel oxidation catalyst to comply with Tier 4 Final; no regen and no DPF

• Adjustable Trenching Control (ATC) can be placed into position to modify the trenching speed of the tracks individually while on the go • Individual track controls can be adjusted separately during operation for straighter trenches when working on uneven terrain

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 EDCO TS14 Self-Propelled Tile Shark EDCO’s Self-Propelled Tile Shark Floor Stripper (TS14) is designed to provide the power of a ride-on floor stripper in a compact package. • Thousands of blade hits per minute, removing hundreds of square feet of floor covering per hour

 Wacker Neuson RTX SC3 Trench Roller

• Removes all kinds of soft and hard floor coverings from large areas

The RTx ench roller with line-of-sight infrared remote control (SC3) comes with a third receiving eye to ensure continued smooth operation without interruption while traveling under shoring crossbars.

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 Custom Equipment

Hy-Brid HB-P527 Scissor Lift

• Stops moving and vibrating if operator comes within 3 ft. of the sensing eyes or releases the controller’s two joystick levers

The 575-lb. HB-P527 push-around lift provides a working height of 11.25 ft. and supports up to 333 lbs of personnel, tools and materials.

• 20.7-hp Kubota (RTKx) or a 19.8-hp Kohler diesel engine (RTLx)

• A ccess gate swings completely so users can step up and onto the platform and easily load heavy, awkward materials

• Remote control with 16-channel transmission allows multiple machines to be used without interference

• L ow entry height of 20.28 in. allows for easy access to the 22” x 37” platform with one step

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• Oversized 1-in. pins enhance stability and reduce scissor sway

 Atlas Copco EC Range Breakers Five Small Range breakers for carriers from 1 to 12 tons have been added to the Essential Case-Mounted (EC) range of hydraulic breaker attachments. • Box-style mounting system eliminates the need for removing external fasteners to access components for maintenance • VibroSilenced Plus system minimizes noise and vibration • Service weights as low as 209 lbs. with impact rates as high as 1,600 bpm

WANT MORE

PRODUCT INFO? USE THE EIGHT-DIGIT CODE

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

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SPECIAL SECTION 2015

 Case N Series Tier 4

Final Backhoe-Loaders

The N Series adds the 580N EP, a lower horsepower version of the 580N that maintains performance with greater fuel efficiency and a maintenance-free emissions solution. • Other models feature new Fiat Powertrain (FPT) engines with SCR technology for no DPF, regeneration or any long-term emissions maintenance • 74-hp 580N EP has an 11,517-lb. backhoe bucket breakout force, 2,858-lb. backhoe lift capacity and peak torque of 233 ft.-lbs. Search 12047307

 Snorkel Hydraulic Drive

Electric Slab Scissor Lifts

Snorkel’s electric scissor line features a dual-shear scissor stack with oversized pins to improve stability and extend machine life, while servicing is made easy with Snorkel’s ‘inside-out’ maintenance design. • Models offer 19- to 32-ft. platform heights; 500- to 700-lb. lift capacities; 32- to 47-in. wide platforms • Deck extension with telescopic rails allow operator to utilize the maximum floorspace of the platform

 Toro Dingo TX 1000

Compact Utility Loader

The Dingo TX 1000 is available with a 2,610-lb. narrow track or 2,790-lb. wide track version featuring a rated operating capacity exceeding 1,000 lbs. • Vertical lift loader arm enables an 81-in. hinge pin measure from the ground, allowing for easy reach over dumpsters and 1-ton trucks • Auxiliary foot control frees the operator’s hands to focus on ground speed and attachment positioning • Kubota 1305 liquid-cooled, diesel engine boasts 24 gross hp at 2,600 rpm Search 12049239

• Gravity-actuated, over-center active pothole protection system Search 12047881

 Vermeer SC40TX Stump Cutter

The SC40TX stump cutter is the first on the market with a stand-on platform to drive the machine, providing speed, maneuverability and operator comfort. • Two operating positions: traditional location on the side or stand-on platform at the back • 36-in. width fits through standard gates • Powered by 40-hp Kohler diesel engine • Track undercarriage makes it easier to reposition when cutting, allows operator to counter-rotate for straight-line cutting dimensions • Hydraulic ground drive and cutter wheel; no belts or chains to service Search 12038137

 Terex TLB840R Backhoe-loader The TLB840R is equipped with a 74-hp Deutz Tier 4 Final four-cylinder diesel engine with electronic fuel injection, four-speed synchro shuttle transmission and enhanced hydraulic system. • 9 ,441-lbf. bucket breakout force, 7,291-lbf. loader lift capacity, 1.0-cu.yd. bucket capacity • S tandard four-wheel drive, tilt steering wheel, suspension seat and selectable pattern change pilot controls

 MEC 60-J Articulated Boom Lift

The 60-ft. 60-J electric articulated boom features full-time hydrostatic four-wheel drive in diesel and electric (72V AC) models with equal tractive performance. • 6-ft. jib offers 135° of working range • 8-ft. basket with a 750-lb. restricted platform capacity or 500 lbs. unrestricted • Drivable from 60-ft. platform height • Continuous 360° turntable rotation • Hybrid energy option adds a diesel generator to charge the electric model’s batteries Search 12050976

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BUILT FROM THE BOTTOM LINE UP.

Superior power to the attachment for better jobsite efficiency and better ROI.

SK850 ÂŠ2015 The Charles Machine Works, Inc.

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Learn more at ditchwitch.com.

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A Charles Machine Works Company

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SPECIAL SECTION 2015

 Hilti TE 1000-AVR Breaker The second-generation TE 1000-AVR breaker matched with the Wave chisel TE-SP improves demolition performance up to a 50% and is designed for low vibration. • Delivers 19 ft.-lb. of impact energy

 JCB 100C-1

• Power Reduction Switch reduces impact force up to 30% for precision work

Compact Excavator

• Brushless motor and three lubrication chambers reduce maintenance and extend life Search 12051309

 Skyjack SJ86 T and SJ82 T Telescopic Boom Lifts The SJ82 T reaches a working height of 88 ft. and horizontal reach of 72 ft. 6 in., while jibbed SJ86 T reaches working height of 92 ft. and horizontal reach of 76 ft. 10 in. • 36” x 96” platform with 500-lb. unrestricted capacity

With an operating weight of 21,458 lbs., the 100C-1 is powered by a 74-hp JCB Diesel by Kohler Tier 4 Final engine and features increased hydraulic pump capacity and larger hydraulic cylinders for a maximum bucket tearout force of 16,231 lbf. and a dipper arm tearout force of 9,510 lbf. • Maximum digging depth of 15 ft., dump height of 18 ft. 6 in. and reach at ground level of 24 ft. 4 in. • Patented reduced loss hydraulic system operates with reduced backpressure, eliminating parasitic losses and the hydraulic system puts less demand on the engine, reducing fuel consumption

• 1,000-lb. restricted platform capacity on SJ82 T and 750 lbs. on the SJ86 T • Simple, analog control system Search 12049571

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 John Deere 17G and 26G Compact Excavators

The 14.5-hp 17G and 20-hp 26G compact excavators feature Tier 4 Finalcompliant diesel engines that don’t require any aftertreatment system, as well as a spacious cab and smooth, responsive hydraulic controls. • 3,790- and 6,110-lb. operating weights and 7-ft. 2-in. and 8-ft. 6-in. maximum digging depths • 26G uses the same operator’s station as the 35G, with larger front window, wider door, standard suspension seat and low-effort pilot controls

 JLG Redesigned

Telehandler Line

The redesigned line of JLG brand telehandlers includes five models designed to be more comfortable, more serviceable and enhance operator confidence. • New cab layout and control panel reduce complexity and improve information delivery

 Dinolift RXT Series from Reachmaster

The Dinolift 67RXT, 79RXT and 87RXT articulated, telescoping boom lifts feature 67-, 79- and 87-ft. working heights. • Over 40 ft. of outreach and continuous rotation • Fully proportional and capable of up to three functions at the same time without any loss of speed

• Third service door provides improved access to the side-by-side cooling core and other daily checkpoints

• Capacities range from 6,600 to 12,000 lbs. with reach from 42 to 55 ft.

• Oil-impregnated boom, arm and bucket bushings

• Powered by Cummins QSF 3.8L Tier 4 Final diesel engines

• Standard front oscillating axle, fourwheel drive and two-wheel, fourwheel and crab steering capabilities

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 Bobcat S740 Skid-Steer Loader

WANT MORE

The 8,730-lb. S740 vertical lift path skid steer features a 74-hp ultra-low particulate combustion (ULPC) engine and diesel oxidation catalyst that achieve Tier 4 compliance with aftertreatment technologies.

PRODUCT INFO?

• 3,100-lb. rated operating capacity

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

 Allmand MAXI-HEAT

• 132-in. lift height to hinge pin

MH500iQ

• 23-gpm auxiliary hydraulic flow with 30.5-gpm high-flow option • Cab-forward design moves the operator closer to the attachment and provides optimal visibility in all directions Search 12083466

 InTempo Software

The Maxi-Heat MH500iQ features MCS dual heat exchangers that produce a maximum of 1,000,000 combined BTUs, or they may be operated independently depending on heating requirements. • Standard 16-in. heater outlet flanges and optional flexible ducting provide various heat distribution options. • iQ analyzer detects the environmental temperature and pressure, suggests the correct setting of the burner and automatically configures the nozzle, eliminating the need to change the nozzle as the altitude changes

InTempo Software builds customized solutions for local and regional rental operators across equipment, tool, event and specialty markets • Combines business management solutions Enfinity, RentalMan and CounterPro • Expert customer support team and active user groups.

• 250-gal. fuel tank capacity provides over 30 hours of continuous operation without refueling

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does grow on trees Allied’s business partner has authorized some amazing retail prices for End-Users on selected hammer models (see chart). With each purchase, End-Users will receive a demolition tool, standard hydraulic hoses, Free Mounting Bracket and Free Freight*. Delivery is to be arranged with your local Allied Distributor and 0% retail financing for 12 months is available through Wells Fargo & Company (US only). These special Factory Authorized Retail Prices will be available through Thursday, December 31, 2015 or while supplies last. Visit an Allied Distributor to select a quality product from Allied’s “Money Tree” for your job site demolition needs. *For Alaska and Hawaii purchases, there will be additional freight charges.

Model Number

Retail Price

Model 555

$9,500.00 US**

Model 777

$13,500.00 US**

Model 999

$17,500.00 US**

Model 522

$9,500.00 US**

**Plus applicable sales tax

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

Strong Rental Market

DRIVES

EQUIPMENT

DESIGN

Equipment manufacturers are recognizing THE DEMAND FOR SIMPLER, LOWERSPEC’ED MACHINES FROM RENTAL COMPANIES aiming to maximize profit potential while providing the right tool for the job

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he renta l m ar ke t has been a bright spot on the economic horizon since the Great Recession. During the downturn, contractors turned to rental out of necessity when they needed to acquire equipment but lacked the resources to invest in new machines. By the time things began to improve, those contractors had realized the many benefits of renting: a cleaner balance sheet, no maintenance or repair costs, no transportation challenges and no insurance expenses. Many have been calling this a paradigm shift in the way equipment users view ownership, and some industry analysts believe this shift is permanent. Evidence of this belief can be seen in the way that equipment manufacturers have responded with new models designed specifically for rental. Over the past two years, more and more machines are being designed for rental with fewer bells and whistles, creature comforts and high-tech features. Instead they’re built for simplicity, durability and a faster return on investment.

Meeting the demand “Customers have become more value-conscious than ever,” says Mark Luttmann, dealer development and marketing manager at Terex Construction Americas. “Rental has become a more popular option for many Terex customers because it allows them to only pay for the equipment they need, when they need it most. This has required that we at Terex focus on giving these customers a more immediate return on investment in our equipment offering without sacrificing performance and quality. “Over the past few years, we’ve seen a dramatic shift in our customer base from owner/operators and a more traditional distribution base to the rental market, and indicators point to this trend continuing in North America for at least the next few years. We realized that in order to play in this market, we needed to position our products for it.” To that end, Terex introduced its GEN2 line of skid-steer and compact track loaders in the fall of 2014 with the goal of offering rental companies machines that could satisfy the end user while earning a competitive and profitable rental rate. They did this by offering Tier 4-compliant machines without the maintenance hassles and fewer premium features, while keeping the focus on reliability and

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CONSTRUCTION SUPPORT EQUIPMENT

LEFT: The Terex GEN2 loaders were introduced in response to customer demand for durable, lower-priced machines. RIGHT: The CASE 580N EP backhoe-loader was designed to eliminate the maintenancerelated concerns associated with Tier 4 regulations.

durability. They followed this up with the introduction of the TLB840R backhoe-loader in February. But Terex isn’t the only manufacturer capitalizing on this trend. Case designed its new 580N EP backhoeloader specifically for rental because they also saw a need for a durable machine that can stand up to the rigors of rental. They too had heard from

customers frustrated with the demands of Tier 4 technology. “We stripped away all the bells and whistles that are more popular with the owning and operating crowd, and provided a machine that retained the core operating characteristics of the CASE N Series,” says Katie Pullen, brand marketing manager, CASE Construction Equipment. “It also helped us demystify

Tier 4 Final regulations a bit for rental houses and customers. By working with a 74-horsepower FPT engine with a particulate matter catalyst – already proven in our skid steer, CTL and compact wheel loader lines – we were able to eliminate maintenance-related activities that go along with more advanced systems found in machines rated higher than 75 horsepower. At its core, the 580N EP has nothing built into it that the operator doesn’t need, and it’s easy to own and maintain.”

Minimizing maintenance Vermeer has been active in building equipment for the rental market for many years and they know the scope of potential customers ranges from the experienced professional to the weekend warrior. As such, equipment is designed with that in mind. “We also understand that one of the most influential people in a Vermeer equipment is designed with the idea that end-users could be seasoned contractors or DIYers, so it needs to meet all of those needs.

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You may be asking WHY JCB? Industry Leading Serviceability World’s Safest, Side Entry, Skid Steer & Compact Track Loaders

Field Proven Design

Now’s the Time to Switch to JCB’s Rental Ready Range. JCB is the third largest manufacturer of construction equipment in the world. In fact, we are the global leader in the manufacture of backhoes and telescopic handlers. But neither of these facts mean a thing unless we help your rental business make money. JCB offers a wide-range of productive, rental ready equipment to help you grow your business. Each machine

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comes with a no DPF Tier IV engine, is backed by a manufacturer’s warranty and supported by a nationwide dealer network to maximize utilization rates. And when it comes time to replace your equipment, you can count on strong residual values from your JCB fleet. Make the Switch to JCB today.

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a e

Soon you’ll be asking WHY NOT? World’s Best Selling Telescopic Handler & Backhoe Loader (Invented and Perfected by JCB)

Compact Telescopic With Class Leading Lift Height

We don’t have one good reason to switch to JCB, we have 5: 1

SIMPLICITY

PRODUCTIVITY

SUPPORT

VALUE

DURABILITY

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

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

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

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

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

TIME TO

www.jcbna.com

WITCH! TO

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CONSTRUCTION SUPPORT EQUIPMENT

rental operation is the person in the shop turning the wrench. These folks generally have the ear of the owner and guess what — if your piece of equipment is a pain in the neck to work on, you can bet they will let their boss know,” says Jay Sunderman, strategic business unit manager, Tree Care/ Rental & Landscape, Vermeer. Access to all service points is a key design feature to increase ease of serviceability. “I’ve seen competitive designs where you couldn’t access batteries unless loader arms were lifted,” Sunderman says. “It’s kind of hard to lift the arms if you can’t access the battery to start the machine.”

Customer feedback drives design process Making machines with the

The Terex TLB 840R was introduced at The Rental Show to meet a need for a lower-spec’ed backhoe-loader that could stand up to the rigors or rental.

rental market in mind has required manufacturers to start by asking rental companies what’s important to them, where their pain points are and what’s on their wish list. “A focus on providing ‘rental ready’ equipment has required us to be more customer-focused and agile,” says Luttmann. “In designing the TLB840R backhoe-loader, for example, we began by polling customers in the rental community to get a better understanding of what they really need in a backhoe-loader product. Since rental rates are driven by acquisition costs and

utilization, we worked with our factory to design and develop a product that was competitively priced without sacrificing the quality and features that customers expect from us. As for agility, we went from identifying customer needs to introducing a finished product is less than 12 months.” With the launch of the Terex GEN2 loaders, Luttmann says Terex adopted a new nomenclature system to make it easier for rental customers to select the right size machine for the job. This new naming scheme is based on the loader’s rated operating

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OCTOBER/NOVEMBER 2015

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capacity (ROC). Because most renters evaluate skid-steer loaders and compact track loaders based on ROC, the Terex GEN2 loaders are engineered to more accurately reflect this commonly used specification, which makes it easier for equipment distributors, rental dealers and contractors to best identify the machine needed to get the job done. The next step was finding a way to produce machines efficiently, while keeping costs down at every turn. The answer: keep it simple and maximize economies of scale whenever possible. “Through our partnership with FPT, the engine technology that makes the Tier 4 Final solution technically ‘maintenance free’ has already been well established, having been used in our skid steers for more than two years now,” Pullen says. “In that sense, there were no significant changes related to

engine technology or engineering that we had to figure out. Otherwise, the base of the backhoe – the frame, the hydraulics, the structure, the over-center design – are all retained. “Eliminating after-treatment and the engineering infrastructure that goes with it helps reduce the cost – both on the price tag and in the lifetime owning and operating costs,” she says. At SDLG North America, a Chinese division of Volvo offering simplified, lower-priced wheel loaders, the design and production process has caused a cultural shift within the parent corporation. “When premium suppliers [like Volvo] add more features to their machines, they try to see if their customers can gain enough value to pay for what they’re adding. This causes the technology to move with the top customers and what ends up happening is

the technology sometimes gets ahead of what the majority might need,” says Al Quinn, director of SDLG North America. “When we started to bring SDLG here, in talking to our dealers, we told them about the difference in specs, such as the use of a powershift transmission and dry disc brakes on some models. The dealers’ first reaction was, ‘We can’t sell that!’” Eventually, however, the lower cost argument gained ground among the dealers and today, the differentiation is a plus. “Now the first question our dealers ask when we offer a new product is ‘How much does it cost’?” Quinn says. “Our philosophy is we’re going to cost 35-percent below everyone else. We’ll add as many features as we possibly can, but we won’t be less than 35-percent Continued on page 38...

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CONSTRUCTION SUPPORT EQUIPMENT

SDLG TAKES A NOVEL APPROACH

→

SDLG has been a division of Volvo since 2006, offering lower-priced, simplified wheel loaders to customers interested in a solid machine for a smaller equipment investment. The company offers a distinctly different product than Volvo CE, which has built its brand on a line of premium construction equipment. According to Al Quinn, director of SDLG North America, the brand landed in North America two years ago and is creating some much-needed market segmentation. “I’ve never seen an

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industry where everybody’s the same and that’s kind of what we’ve had in the North American construction equipment market. Cat, Deere, Komatsu... they all have sort of the same product, but ours is different.”

MARKET SEGMENTATION VIA RENTAL The growth of equipment rental as a concept is changing the way equipment users view ownership. “Rental is becoming so much more important, It’s such a big entry point for a lot of people who rent first and maybe buy later when the

usage gets high enough,” Quinn says. “We looked at that and worked to make sure we had a product that satisfied them and that there was a real need.” It turns out there was. Today, 80 percent of Volvo dealers are SDLG dealers and Quinn says volumes are progressing nicely. The next step is to penetrate the rental business by first going through the smaller independent companies. “They seem to be more price sensitive and apt to need a competitive edge.” The next step is to approach the national rental chains.

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POINTS OF DIFFERENCE SDLG sells its wheel loaders for 35 percent less than premium brands. They’re able to do this through economies of scale and despec’ing the machines. “We don’t have the sophisticated performance enhancement design that premium machines do,” says Quinn. “For most rental customers, that’s okay.” He continues, “In 2013, the North American wheel loader industry produced around 15,000 wheel loaders. In the same year in China, 225,000 wheel loaders were produced. Since then, SDLG has gone from the fifth largest wheel loader producer in China to the first. We’re now the largest producer of wheel loaders in the world and that gives us great economies of scale to export into other markets.” He continues, “What we cannot compro-

mise on is the engine and the technology that goes with it, however, we do not have the electronics and the control systems back through the machine to tie in the transmission and different components. Our machines offer a lot more manual operation. For example, they don’t have an automatic transmission; it’s a power shift transmission so the operator selects their gear. It’s an open-center hydraulics machine so the hydraulics are not as responsive as they are on premium machines. On some models we have dry, disc brakes, while premium machines have wet brakes. We make sure customers understand what they’re trading off for the price difference to make sure it’s a good fit with their needs.” Often, the same customer who’s interested in a SDLG loader is someone who otherwise is looking at used machines between three and five years old.

“The price point is about the same,” Quinn says. “But when a machine is three to five years old, it’s just about to go into its prime parts usage period. Just like an older car, you start to see the wear. But with an SDLG, you can get a new machine with a warranty.” SDLG is currently only offering wheel loaders in North America. The company does build a full line, including excavators, compact equipment, etc., but the North American strategy is to avoid expanding too quickly. “We’re not in a race,” Quinn says. “There will be additional products in the future, but we’re not going to be really aggressive. We’ll roll them out as it makes sense. We’re almost two years in North America now and we’re really pleased with the response. The challenge is building the brand.”

ONE VS MANY

COMPACT TRACK LOADERS FACE OFF SEE WHO WINS GOING HEAD-TO- HEAD. Before you buy your next loader, watch compact track loaders perform in head-to-head competitions, or take a side-by-side look at the performance, serviceability and durability features that impact your potential profit. Not only do the videos show you which loader performs best for your rental customers, they explain the small details that increase customer utilization and reduce your downtime. Watch all the videos at BobcatAdvantage.com/CTLFaceOff2 or scan the code and find out who comes out on top.

BobcatAdvantage.com/CTLFaceOff2 1.877.745.7813 Bobcat ® and the Bobcat logo are registered trademarks of Bobcat Company in the United States and various other countries. ©2015 Bobcat Company. All Rights Reserved. | 1139

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CONSTRUCTION SUPPORT EQUIPMENT

Continued from page 35...

lower in price. That’s become the driver.” This is not achieved through any trick of the manufacturing process, but primarily through economies of scale. “We’re buying a lower-spec component, such as a powershift transmission, but we’re also buying a transmission the

supplier might be making 100,000 units per year. So we get those economies of scale.”

It’s all about product support The most important factor in the profit-generating potential of a rental

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machine is uptime. When a machine is down, it’s losing money, so manufacturers that can minimize the pain and hassles associated with equipment breakdowns are winners. “Maximizing uptime while optimizing investment has become more critical than ever,” Luttman says. “At our Parts Distribution Center in Southaven, MS, we’re investing in processes and systems that better ensure that we have the parts in stock that our customers need, and to get them the products as soon as possible when they need them. We offer a number of shipping options that allow our customer to get their parts when they are needed, and our location just minutes from the nation’s largest air freight hub allows us to accept orders as late as 10 p.m. for next-day delivery.” Pullen adds, “The ‘basic’ nature of these machines actually means there are fewer features and components to maintain over the life of the machine, so our product support personnel are very comfortable with the 580N EP,” Pullen says. Product support was the single biggest concern of SDLG dealers, Quinn adds. “We spent a lot of time with China working on the manuals and setting up a distribution point for parts in Atlanta. We’re tremendously overstocked there and we ship everything overnight to the customers and they get it within a day. It’s an Amazon-type model; centralized, using logistics to get the parts where they need to be.”

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So does the stripped-down, lowcost option have staying power? As the economy gains more strength and stability, will a spartan design approach still resonate with some equipment buyers? Most think so. “We absolutely see this trend continuing, and we have similar efforts underway to incorporate what we have learned into our other compact construction products,” Luttmann says. ■

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

Is It Possible to

GO PAPERLESS? Rental software providers are working on several ways to simplify the equipment rental business so you can improve efficiency and customer service

wenty years ago, the typical rental business probably had a spiral notebook under the counter where employees kept track of missed rentals. Reservations were taken over the phone, and contracts and customer billing statements were kept in a file cabinet in alphabetical order. These days, all of these things can be taken care of electronically, stored in the cloud and easily accessed from anywhere in the world. How can these capabilities benefit your bottom line? Have you taken full advantage of what rental business management software providers can offer? We asked some of today’s leading software companies for their thoughts on this topic. Following are their responses:

HOW IS THE RENTAL TRANSACTION EVOLVING IN RESPONSE TO ADVANCING TECHNOLOGY? Matt Hopp, general manager, InTempo Software: The evolution to paperless technology is something that rental operators request and expect. They’re searching for ways to go paperless in several respects, including archiving of documents. The trend is toward formats such as PDFs and CSVs that don’t have to be printed and can be

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archived electronically. Even a method as traditional as faxing can now go to an email account or a web-based fax number. Customers want all of their records at a finger’s click, instead of keeping endless reams of paper. Ultimately, they see the cost efficiency of moving to a paperless environment. Patrice Boivin, president & CEO, Orion Software: At Orion, we developed Sirius e’s architecture as a platform in order to enable various access to the same information from any device in a secured manner. This allows the Rental web cart, the Asset Management module, the Mobile Application and the online e-signature of documents to all be integrated seamlessly in real-time with complete functions. Tim Levron, vice president of sales, Corporate Services: We’re seeing things like electronic signature capture, GPS telemetry integrations, and location-based alerts with cell phone apps based on proximity to assets and customers. Technolog y is allowing rental companies to loop operational and management feedback into their process more readily. For example, updates from the maintenance shop on the condition and quantity of tools can be fed directly to the availability queue for sales and dispatchers looking for equipment to commit to a job. What may

have required spreadsheet updates by one department and distributed via file download or email to another, can now be accomplished with mobile device updates on both sides of the process.

WHAT ARE SOME SPECIFIC EXAMPLES OF TECHNOLOGY THAT IS BEING USED AND/OR WILL BE USED IN THE NEAR FUTURE THAT COULD ELIMINATE THE NEED FOR A PAPER-BASED TRANSACTION? Levron: Clients now have the ability to generate a PDF or image of a contract/invoice and email it to the client or salesperson in the field in order to obtain the client’s signature, which is then automatically sent back to headquarters for processing and reconciling. Using GPS integration to pull down run hours, odometer readings, etc. helps maintenance supervisors and technicians keep up with their work based on alerts triggered from these devices. It eliminates the need to keep paper records on the items. Boivin: The integration of e-signature is the main technology being deployed. By integrating the technology within the application directly, we can attach documents directly in the transaction

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PORTRAIT OF A MODERN RENTAL BUSINESS

→

With the stabilization of vastly improved technology over the last 10 years software is now able to take advantage of these improvements to the benefit of rental companies and their customers. An example of this is to look to Australia’s Kennards Hire, says Andrew Ferry, president and Global CEO., who points out that Kennards Hire is the largest privately owned rental business in Australia and is ranked in the top 100 rental businesses in the world and has been in rental for over 60 years. As a private company they are able to be progressive in terms of technology uptake.

RFID BRACELETS During rental transactions, counter staff at Kennards log into their Baseplan Front Counter using wrist bracelets that have an RFID chip without having to touch the keyboard or mouse. This process streamlines user authentication, allowing for faster service to the client and also allows for accurate auditing of the transaction. The Kennards staff member uses an optimized search screen to locate suitable equipment while engaging with the customer on pricing options as well as available packages. The client’s ID is verified and the rental contract is printed within a few seconds.

BARCODING OF KEY DOCUMENTS Barcodes are printed automatically on top of all key documents such as the rental contract. The barcode can be scanned at the counter and also by mobile devices to then prompt staff for additional data or options relating to the specific document. The barcode denotes the type and identity of the document that is being scanned. Using a mobile device and the barcode, staff can easily add additional items to the rental contract or process payments. They can also look up all information about specific equipment. For Kennards, this allows the staff member more time to engage with the client as they assist them in the selection of specific equipment, and less time working the computer system.

QR TAGS As the staff member selects the equipment from the yard or store, the client is shown the Ready for Rent tags that have an embedded QR code. The QR code allows the client access to all company-approved information such as service history and safety sheets for the equipment via a simple QR code scanning application that is freely available for all types of smart devices. The tags on the equipment are reprinted at the completion of each inspection when ready for rent. This simple addition of QR coded tags also benefits Kennards with increased revenues when

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as soon as it’s signed online by the client. An alarm is automatically triggered to advise the users that the client signed. It resolves a big problem for rental companies. The document management is all done automatically. The signature is only one email away and the customers are very pleased with the simplicity of dealing with the rental company. The mobile application used in the field to take pictures and confirm deliveries with the touch screen signature is increasing the efficiency and the accuracy of the logistics process. In real-time, the logistics staff gets updates on upcoming deliveries and pickups with a map for route planning. Hopp: There are a number of technology advances that will aid rental businesses in the quest to go paperless, many of which have been gaining popularity within the rental industry. Some examples include software for archiving, document distribution, document tracking and signature capture for remote transactions and deliveries.

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it comes time to dispose of older equipment. Kennards’ secondhand equipment attracts a 10-20% premium at sale as potential buyers are able to look up the service history themselves using their mobile phone.

invoices and receipts, checking parts, prices and quantities is all but eliminated, allowing not only for A/P automation but an accelerated end-of-month close and reduced stress in the business.

MOBILITY

“The above scenarios are all real examples of today’s rental business,” Ferry says. “The benefits of complete and harmonious integration of hardware and software brings great benefits to not only the rental company but also to the staff and most importantly, the customer. Technology can be a big win for all.

EMBRACING TECHNOLOGY

With the rollout of mobility, staff are freed from the counter and can engage more with the client while still retaining the ability to record and look up information. Less time is spent at the computer. This removes the barrier between the customer and the staff and provides a more personal interaction with the customer. Customers benefit greatly from mobility in terms of turnaround time. Mobility allows for full processing including the taking of deposits and the ability to sign on glass. The rental contract can be emailed to them, allowing for a rapid paper-free process.

ACCOUNTS PAYABLE When it comes time to process bills from suppliers, Kennards is very much on the front foot with innovation. Kennards processes 85% of supplier invoices without having to enter the invoices via the computer keyboard, as they are scanned in and automatically processed by their Baseplan ERP. This is a combination of best practice business process, OCR technology and software. With A/P process starting with accurate purchase orders and approvals, the typical end-of-month rush to match purchase orders with

WHAT BENEFITS DO THESE CHANGES PROVIDE FOR RENTAL COMPANIES AND THEIR CUSTOMERS? Boivin: Eliminating paper is directly leading to greater efficiency and accuracy. With the functions available from many devices with a central platform, there is no need to carry paper and print documents. The information is available anywhere. This is only possible with the newest software with a secured architecture. Otherwise, rental companies could expose their confidential information to outsiders. Thus, it’s important to select the right vendor. Rental companies can use the paperless platform to differentiate themselves in the market, where delivering the right equipment on time is key to developing a reputation as a quality provider. The stakes are higher than just reducing paper. It can be a strategic advantage. Some clients direct their customers to their web cart to eliminate

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“The role of the software provider is to embrace and develop new technologies as they come to market and to evaluate them from the perspective of adding value or reducing cost for their customers. These technologies then need to be embedded and interfaced within software to provide the best user experience such that the technology becomes a natural part of the process and not a road block. Only modern software can accommodate the new technologies without compromise.” Ferry concludes, “In the future, technology will become more and more seamless and will anticipate our needs. Devices will get smaller and simpler in function but more complex in capability. The future of technology lies where you are using it without even knowing it as it has become a natural extension of the human form.” Information provided by Baseplan Software Group

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multiple phone calls and are able to reduce their staff as a result. In today’s world, customers want to be able to order equipment at any time during the day and night. The younger generation is particularly keen on using technology instead of a phone call. This is a good way for rental companies to capture more customers in their market. Levron: There will be significant benefit for all aspects of the equipment rental business, such as gathering of utilization data by field personnel, faster and more accurate repair and maintenance status, streamlining of billing information and receivables processing, and faster and more accurate reporting for management. Customers will benefit from the expansion of mobile data delivery

“The number one benefit is cost

savings for rental companies and a speedier, better experience for their customers.” services designed to gather information on equipment condition, location, movement and operation with less human intervention. Personalized data delivery strategies will continue to improve the ability for management personnel to tailor their feedback needs. Hopp: The number one benefit is cost savings for rental companies and a speedier, better experience for their customers. There’s a considerable amount of money tied up in everything “paper” — fax machines, printers, filing systems, storage systems and the paper itself, to

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name a few. When rental businesses transition to technology solutions, they can streamline processes internally and get information out to customers faster. It’s not hard for them to see that the time and labor savings are significant.

WHERE DOES THE SOFTWARE PROVIDER’S ROLE FIT INTO THIS SCENARIO? Hopp: A software provider should foresee new technology solutions, develop or integrate them to benefit a diverse range of rental businesses, and ensure that the solutions can communicate with other systems. A rental business that has the ability to send PDFs to its customers, use third-party software to archive documents, and turn mountains of data into actionable information through electronic reporting, is well on the way to being paperless. Boivin: The software provider plays an important role as a partner to the rental companies. A vendor with many years of experience has likely come across similar challenges that other rental companies are facing. If the vendor has new generation solutions, the software provider can use its in-depth expertise and new technology to implement the best business processes for its clients. Levron: The ability to integrate all of these benefits into a single easy-to-use system, or to make multiple systems interact with minimal user awareness, is a key delivery for software solution providers.

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WHAT WILL THE FUTURE BRING? Boivin: In our case, the future is now. We put a lot of thought in creating a platform that is at the same time easy to use, robust and scalable to any company size. With our mobile and SAAS versions, we manage to address the need of any prospects within our field. Eventually, we foresee that all software solutions will be developed as an open platform in order to enable the access of the system’s functions anywhere, anytime in a secured manner. Levron: Remote delivery and acquisition applications will get better and more job specific, clients will become more accepting of initiating and accepting paperless transactions, GPS will get less expensive to apply and configure for assets, which will allow better tracking of data. Setting geo-location “fences” around the rental yards and job locations will increase in use for automatically tracking when assets leave or return, where they are being utilized, and when they are returned back to the yard.

“We’ll see acceleration of the speed with which our customers can conduct business, integration with other software packages, ease of implementation,

mobility and the

availability of real-time data.” Hopp: Looking ahead, the core benefits our software has provided since day one — namely, allowing rental owners to run their operations more efficiently and grow their businesses — will not change. Rather, the constant evolution of technology gives us newer and faster ways to serve these goals. We’ll see acceleration of the speed with which our customers can conduct business, integration with other software packages, ease of implementation, mobility and the availability of real-time data. It’s exciting to think about all the many benefits that future rental technology will bring. ■

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SPECIAL REPORT

TODAY’S UTILITY VEHICLES:

SOLVING PROBLEMS, OPENING DOORS Rental of these vehicles on construction and industrial sites is skyrocketing and can lead to full-service contracts

he old days of “throwing in” a few used UTVs or golf carts to transport jobsite superintendents and others around big construction and industrial sites are gone. “Today’s superintendents and managers generally want new, powerful UTVs, particularly four-passenger 4x4s that carry two crews and their gear,” says Darrell Hudson, president of Lew Hudson Sales Inc., a manufacturer’s representative in Lawrenceville, GA. The growth of this Category Class is fueled, in part, by the fact that UTVs are stronger and more durable than ever, yet cost much less to purchase and operate than trucks. “The largest UTVs now have a total vehicle capacity of almost a ton,” says Dino Dakuras, regional sales manager for retail and rental at Club Car, which manufactures the Carryall line of utility and transport vehicles. In addition, many companies no longer allow personal- or companyowned trucks on their property. Yet sites are more spread out than ever, with staging areas and tool rooms far from work

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places. This makes other forms of quick, reliable transportation a necessity. “Ten years ago we rarely rented UTVs. Now we rent them all the time. Some of the industrial sites we serve use hundreds of these vehicles,” says Mike Sauve, branch manager with United Rentals in Saint Rose, LA. “Since UTVs are often the first equipment rented for large construction sites, they’ve been a lead-in for us on many jobs,” Sauve says. “They allow us to show the quality of service we offer and land the contract for bigticket items as well. We have about 500 UTVs in our district and are increasing our inventory now.”

How to avoid buyer’s remorse “The best of today’s UTVs are totally different from the vehicles we had a decade ago. They’re holding up well carrying people and equipment and towing materials, even on unimproved sites,” Sauve says. “But there are big differences in performance and durability.” That makes it important to do your due diligence. “Don’t look at purchase price alone. Think long term,” advises Dakuras. “Partnering with a vendor who puts reliable UTVs on your jobsites creates value for your customers by increasing productivity and compressing jobsite cycle times. This also generates good will and saves you money in the long run.”

Hudson advises looking for a manufacturer with a full line of electric, gas and diesel UTVs and a wide range of commercial-grade accessories. “That way, you can serve contractors during construction and meet the operator’s needs for maintenance, security, transport and other types of vehicles once the facility opens,” he says. Sauve suggests you buy from a single manufacturer, if possible. “This lets you deal with one company for service, parts, training … everything. We’re moving in that direction now,” he says.

How to increase your ROI To keep your UTVs up and operational, get years of service from them and ensure good resale value, look for these features: Durability “Built-in quality in the frame, body and suspension systems can’t be underestimated,” says Dakuras. “Vehicles built on frames made of a rustproof material like aluminum generally last longer, and if properly designed, resist impact better than steel frames.” Make sure your vehicles are equipped with a rental package that includes such options as a heavy-duty suspension, aluminum CV boot guards, and belly pan. In 4x4s, look for a four-link semiindependent rear suspension system that combines independent system

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SPECIAL REPORT

performance with solid-axle strength. They maintain their axle ground clearance even when fully loaded on rough terrain. Automatic all-wheel drives These systems have fewer moving parts than standard four-wheel drives, and are much easier to maintain. The driver doesn’t have to anticipate trouble and pull levers or push buttons, because the system shifts automatically as needed. “Users love them, and that makes them important to rental companies as well,” Hudson says. Fool-proof braking Look for vehicles with a separate park brake. Without this, customers often drive through the park brake. This burns up the primary brakes, creates a safety hazard and increases maintenance costs and downtime.

Clean air intake and CVT covers For maximum performance and power, make sure the air intake comes from a clean environment as far from the ground as possible. And look for vehicles with CVT covers that will keep the clutches clean, reduce maintenance and improve reliability and lifespan.

Protect your crew members and limit liability Make sure your 4x4 rental package includes a certified roll-over protection system (ROPS), seat belts and a loud back-up alarm. Dakuras suggests you avoid vehicles with high speeds that are designed for recreational purposes, but sold as work vehicles. “Lots of UTVs can reach speeds of 50 mph, but that can be a safety hazard on worksites and

violate OSHA guidelines,” he says. “Faster vehicles also have suspension systems designed for play, not work. Their frames may sag when the vehicles are loaded.”

Financial considerations Understand the Warranty “Warranties are all over the place on rental UTVs. Some companies offer no rental warranty at all,” says Sauve. “Others have good coverage.” “A strong rental warranty shows that manufacturers have confidence in the durability of their equipment,” says Dakuras. “That’s why our rental UTVs carry the same coverage as the vehicles we sell into other markets.” Consider four-passenger vehicles “Many of our clients want four-seater diesel 4x4s with extended beds,” says

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Sauve. They are fuel-compatible with other equipment and carry two crews and an air compressor or other equipment. “What’s more, they can move four employees instead of two, and the purchase price is only about 20 percent more than a two-passenger vehicle,” says Hudson. Charge what they are worth “End users will pay good money for hardworking four-wheel drive UTVs. We have contractors calling and asking for them all the time,” Hudson says. Think about service response times “The rental industry moves at lightening speed, call volumes are high, and time is money. Yet many

team includes a seasoned technician who works only with rental customers and offers regional and sometimes onsite training,” Dakuras says.

The road ahead manufacturers are still struggling with service, parts and delivery issues,” says Hudson. This eats into profits and the goodwill of clients. “With one manufacturer, I have to send someone to a local motorcycle dealer for parts,” Sauve says. “At Club Car, we’ve put the resources into building the industry’s first dedicated rental team that works directly with customers and speeds service response time. Its members understand the market and address problems quickly. The

The American Institute of Architect’s most recent consensus construction forecast projects overall nonresidential construction spending to increase 7.7 percent in 2015 and 8.2 percent in 2016, with particular growth in hospitals and educational facilities. Further, UTVs manufacturers continue to assess the rental market and add features and create new models that improve performance, cut maintenance costs and address users’ concerns. All this will boost the demand for utility vehicles in the years ahead. ■

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INDUSTRY UPDATE

Wilson Jones to Succeed Charlie Szews as

CEO OF OSHKOSH CORPORATION

Oshkosh Corporation announced Charles L. (Charlie) Szews, chief executive officer (CEO), has decided to retire, effective December 31, 2015. Consistent with the company’s long-range succession plan, the Oshkosh Corporation Board of Directors elected Wilson R. Jones as chief executive officer, effective January 1, 2016. Jones has been with the company since 2005 and is currently Oshkosh Corporation president and chief operating officer (COO). Szews, who has served as CEO for five years, will also retire from the company’s board of directors, on which he has served since 2007. He joined Oshkosh in 1996 as chief financial officer and served as president and COO from 2007 to 2011, when he was appointed CEO. Jones will replace Szews on the company’s Board. “The board of directors is very grateful for the strong leadership demonstrated by Charlie Szews through the last five years as he led the company to successfully overcome significant U.S. Department of Defense (DoD) spending reductions and the lingering effects of the Great Recession,” said Richard M. Donnelly, chairman of the Oshkosh Corporation Board of Directors. “During his career, Charlie led our company through numerous historical milestones and contributed to the company’s growth from $400 million in sales in 1996 to more than $6 billion expected in 2015. Most recently, he and the entire Oshkosh team worked fervently to win the revolutionary DoD Joint Light Tactical Vehicle contract. “We expect the transition of Wilson Jones to CEO to be seamless as Charlie and the board have been preparing for this for several years. Wilson has been with the company for a decade, gaining greater leadership and business responsibilities, as well as successfully serving as president for two of Oshkosh’s business segments prior to his appointment to president and COO.”

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www.ForConstructionPros.com/RENTAL

10/7/15 8:36 AM

Magic Johnson to Keynote The Rental Show

The equipment rental industry will be celebrating ARA’s 60th anniversary as well as the 60th annual convention and trade show in Atlanta at the Georgia World Congress Center from Feb. 21-24. “The Rental Show 2016 will be a wonderful celebration of ARA’s 60th anniversary with a look back at how the association has grown, as well as a look ahead toward a continued successful future,” says Christine Wehrman, ARA’s CEO. To add to the show festivities, Earvin “Magic” Johnson — an entrepreneur, successful businessman and five-time NBA champion — will be the keynote speaker. “To build a successful rental business, you need to use your strengths to your advantage. That’s something our 2016 keynote speaker understands. When his extraordinary NBA career ended, his business career began — and his legacy off the court has been just as impressive,” Wehrman says. Since leaving basketball for the boardroom, Johnson has parlayed his skills and tenacity into business success as chairman and CEO of Magic Johnson Enterprises (MJE), a conglomerate of business entities and partnerships. He also remains relentless in his commitment to transform urban communities through his work as chairman and founder of the Magic Johnson Foundation (MJF). The Rental Show 2016 will focus on profitability and providing rental businesses with resources for success. It also will include a celebration of the 60th anniversary of ARA.

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OCTOBER/NOVEMBER 2015

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$1.5-BILLION CUT IN ANNUAL COSTS Caterpillar Inc. announced significant restructuring and cost reduction actions expected to slash about $1.5 billion in annual operating costs once fully implemented. The company’s 2015 sales and revenues outlook has weakened, now expected to be about $48 billion, or $1 billion below the previous outlook, and 27% below the company’s most-recent revenue peak of $65.9 billion in 2012. For 2016, sales and revenues are expected to be about 5% below 2015.

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INDUSTRY UPDATE

AHERN APPOINTS CRAIG PAYLOR TO NEWLY FORMED GLOBAL SENIOR EXECUTIVE TEAM Following the recent announcement about the creation of a global senior executive management team, Don Ahern, president and CEO of Las Vegasbased Ahern Rentals, announces the appointment of

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Craig Paylor as chief operating officer. Paylor, who is the current CEO of National Truck Body Solutions, and past president of JLG Industries, will be a member of the newly formed global senior executive team, helping to shape the future of all companies within the Ahern Group, including Ahern Rentals, Xtreme Manufacturing, Snorkel Manufacturing, Ahern IT, Ahern Australia, Ahern Japan, Ahern Deutschland, Ahern Canada, Snorkel China, Diamond A Equipment, Xtreme Financial Services, Equipment Parts Plus, DFA Properties, AX Transportation, Supergrip West tires, and Rhino Turf equipment. “We are very pleased to welcome Craig, who is a long time friend and industry leader, to join our team at Ahern,” says Ahern. “His key role in the development of many industry firsts at JLG will prove invaluable as we tap into his experience in domestic and international distribution, financial modeling, manufacturing and customer support, as well as rental here in the USA.” He continues, “I have known Craig for over 30 years... he loves the construction equipment industry and has the ability to see the future developments and emerging trends that will be necessary to our success.” Paylor adds, “I am honored and excited to be joining Ahern... my hope is that I can use my past experience to contribute to this great team.” Paylor will join Ahern in October and will work directly with Don Ahern and other members of the senior executive team, all of whom are currently in leadership roles within the group. He will be based predominantly at the corporate headquarters in Las Vegas, as well as traveling throughout the USA, Asia and Europe. He will also spend time visiting other regions to help establish and develop a presence for the Ahern organizations. www.ForConstructionPros.com/RENTAL

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10/7/15 8:36 AM

Statement of Ownership, Management, and Circulation

(Requester Publications Only)

ADVERTISER’S INDEX ADVERTISER PAGE

Advance Tire Inc..................................................... 59 Albany Tractor Co................................................... 34 Allied Construction Products................................... 27 Allmand Brothers Inc.............................................. 17 Bair Products Inc.................................................... 50 Barreto Manufacturing Inc...................................... 11 Baseplan................................................................ 41 Bobcat.............................................................. 36-37

1. Publication Title

2. Publication Number

3. Filing Date

Rental

686-370

September 1, 2015

4. Issue Frequency

5. Number of Issues Published Annually

6. Annual Subscription Price

Jan, Feb/Mar, Apr/May, Jun/Jul, Aug/Sep, Oct/Nov, Dec

Free to Qualified Subscribers

7. Complete Mailing Address of Known Office of Publication (Street, City, County, State, and Zip+4)

Contact Person

AC Business Media, Inc 201 N. Main Street Fort Atkinson, WI 53538

Telephone

Wendy Chady

(920) 542-1225

8. Complete Mailing Address of Headquarters or General Business Office of Publisher

AC Business Media, Inc., 201 North Main Street, Fort Atkinson, WI 53538 9. Full Names and Complete Mailing Addresses of Publisher, Editor, and Managing Editor Publisher (Name and Complete Mailing Address)

Eric Servais, Publisher 201 N. Main Street Fort Atkinson, WI 53538 Editor (Name and Complete Mailing Address)

Jennifer Lescohier, Editor 201 N. Main Street Fort Atkinson, WI 53538 Managing Editor (Name and Complete Mailing Address)

Bronto Skylift North America................................... 44 Buffalo Turbine LLC................................................ 35 CDC Larue............................................................. 53 Club Car................................................................ 45 CNH - Case Corporation......................................... 21 Corporate Services L.L.C......................................... 43

10. Owner (Do not leave blank. If the publication is owned by a corporation, give the name and address of the corporation immediately followed by the names and addresses of all stockholders owning or holding 1 percent or more of the total amount of stock . If not owned by a corporation, give the names and addresses of the individual owners. If owned by a partnership or other unincorporated firm, give its name and address as well as those of each individual owner. If the publication is published by a nonprofit organization, give its name and address.) Full Name

Complete Mailing Address

AC Business Media, Carl Wistreich, President & CEO AC Business Media, Anil Narang, Chairman

201 N. Main Street, Fort Atkinson WI 53538 201 N. Main Street, Fort Atkinson WI 53538

11. Known Bondholders, Mortgagees, and Other Security Holders Owning or Holding 1 Percent or more of Total Amount of Bonds, Mortgages or Other Securities. If none, check here.  None Full Name

Complete Mailing Address

Cushman / Textron................................................. 51 Ditch Witch, A Charles Machine Works Company..... 25 EDCO Equipment Development Co.......................... 46 Essex Silverline....................................................... 59 Generac Power Systems.......................................... 15 General Pipe Cleaners............................................ 13 Genie, A Terex Brand................................................ 9

12. Tax Status (For completion by nonprofit organizations authorized to mail at nonprofit rates) . (Check One) The purpose, function, and nonprofit status of this organization and the exempt status for federal income tax purposes:

 Has Changed During Preceding 12 Months

Hyundai Construction Equipment Americas Inc........ 29 JCB Inc.............................................................. 32-33

Kohler Company..................................................7, 62 Kubota Tractor Corporation.................................... 2-5 Kuhns Power Equipment LLC.................................. 54 National Pavement Expo......................................... 55

Aug/Sep 2015

15. Extent and Nature of Circulation

Outside County Paid/Requested Mail Subscriptions stated on

Orion..................................................................... 42

No. Copies of Single

Each Issue During

Issue Published

Preceding 12 Months

Nearest to Filing Date

21051

21193

16255

15891

(1) PS Form 3541. (Include direct written request from recipient, telemarketing and b. Legitimate

Internet requests from recipient, paid subscriptions including nominal rate subscriptions,

Paid and/or Requested

employer requests, advertiser's proof copies, and exchange copies.)

(2) In-County Paid/Requested Mail Subscriptions stated on PS

Distribution

Form 3451. (Include direct written request from recipient, telemarketing and internet

(By Mail

requests from recipient, paid subscriptions including nominal rate subscriptions,

and Outside the Mail)

employer requests, advertiser's proof copies, and exchange copies.)

(3) Sales Through Dealers & Carriers, Street Vendors, Counter Sales, and Other Paid or Requested distribution Outside USPS. (4) Requested Copies Distributed by Other Mail Classes

16260

15895

4495

4884

Through the USPS. (e.g. first-Class Mail) c. Total Paid and/or Requested Circulation [Sum of 15b(1), (2), (3), (4)] (1) Outside County Nonrequested Copies stated on PS form 3541. (include sample copies, requests over 3 years old, requests induced by a premium,

d. Nonrequested

bulk sales and requests including association requests, names obtained from

Distribution

business directories, lists, and other sources)

(By Mail

(2) In-County Nonrequested Copies stated on PS form 3541.

and Outside

(include sample copies, requests over 3 years old, requests induced by a premium,

the Mail)

bulk sales and requests including association requests, names obtained from business directories, lists, and other sources)

(3) Nonrequested Copies Distributed Through the USPS by Other Classes of Mail.(e.g. First-Class Mail, nonrequestor copies mailed in

Networkfleet, Inc.................................................... 39 Nu Star Inc............................................................. 54

Average No. Copies

a. Total Number of Copies (net press run)

Karcher North America........................................... 49 Kobelco Construction Machinery............................. 47

14. Issue Date for Circulation Data Below

Rental

Hatz Diesel Of America, Inc..................................... 19 Husqvarna Construction Products........................... 56

 Has Not Changed During Preceding 12 Months

PS Form 3526-R Facsimile, July 2014 13. Publication Title

142

230

excess of 10% Limit mailed at Standard Mail or Package Services Rates)

(4) Nonrequested Copies Distributed Outside the Mail (include pickup stands, trade shows, showrooms, and other sources)

e. Total Nonrequested Distribution (Sum of 15d (1), (2), and (3)) f. Total Distribution (Sum of 15c and e)

4637

5114

20896

21009

Portable Heater Parts.............................................. 30

g. Copies Not Distributed

155

184

Quick Attach Attachments Inc................................. 61

h. Total (Sum of 15f and g)

21051

21193

Sotcher Measurement Inc....................................... 46

i. Percent Paid and/or Requested Circulation

77.8%

75.7%

Terex Construction Americas................................... 38

*if you are claiming electronic copies, go to line 16 on page 3. If you are not claiming electronic copies, skip to line 17 on page 3.

Towmaster, Inc....................................................... 52 Trask-Decrow Machinery......................................... 59

(15c / 15f x 100)

Statement of Ownership, Management, and Circulation

(Requester Publications Only)

Average No. Copies

PS Form 3526 -R Facsimile, July 2014 16. Electronic Copy Circulation

No. Copies of Single

Each Issue During

Issue Published

Preceding 12 Months

Nearest to Filing Date

a. Requested and Paid Electronic Copies

Vermeer Mfg. Co.................................................... 31

b. Total Requested and Paid Print Copies (Line 15C) + Requested/Paid Electronic Copies (Line 16a)

c. Total Copy Distribution (Line 15F) + Requested/Paid Electronic Copies (Line 16a)

World of Concrete.................................................. 57

d. Percent Paid and/or Requested Circulation (Both Print & Electronic Copies) (16b divided by 16c X 100)  I certify that 50% of all my distributed copies (electronic & print) are legitimate requests or paid copies 17. Publication of Statement of Ownership for a Requester Publication is required and will be printed in the October/November issue of this publication. 18. Signature and Title of Editor, Publisher, Business Manager, or Owner

Carl Wistreich, President & CEO

Date

09/01/2015

I certify that all information furnished on this form is true and complete. I understand that anyone who furnishes false or misleading information on this form or who omits material or information requested on the form may be subject to criminal sanctions (including fines and imprisonment) and/or civil sanctions (including civil penalties).

PS Form 3526 -R Facsimile, July 2014

OCTOBER/NOVEMBER 2015

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10/7/15 8:40 AM

EYE ON RENTAL

BY DICK DETMER

By Dick Detmer

A Look Back at History and

PRESERVING YOUR COMPANY’S LEGACY

ecently one of my second generation rental business owner customers showed me an old photo album of the company’s grand opening. My customer, who now has two children of his own, was only about two years old and was sitting on his tricycle in the photo. It is so touching to think of how hard his mother and father worked and the risks they took to start their own rental business. It is also very moving to see how diligently the present generation is working to preserve and build upon the foundation their family started. Many who are reading this column are laser focused on the current conditions and challenges surrounding their rental company. But it’s also important to spend considerable time planning for the future while at the same time drawing strength and wisdom from the past. Since this month’s issue of Rental is focused othe Editor’s Choice Awards, I thought it would be fitting to also mention some thoughts concerning suppliers of rental products. I remember learning in my early years of working in the rental industry the importance of choosing the right suppliers. Here are just a few reminders for your consideration: ff It’s important to be loyal to reliable suppliers of great rental equipment. With all of the suppliers competing for the capital you have to invest in additional inventory, sometimes it’s tempting to switch manufacturers because it costs less. But quality does matter

OCTOBER/NOVEMBER 2015

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items have served rental companies very well. The suppliers of those products deserve applause for their exceptional service. ff The sales personnel for the suppliers of rental equipment and related products can make a huge difference in deciding which supplier gets the order. Some suppliers are so great at all the tangible and intangible ways they can help you to become more successful with their products that a wise rent a l business operator wouldn’t even consider shopping around for another supplier. ff Parts and service personnel at suppliers help make the rental product even more rentable, reliable and profitable. Great suppliers know the importance of their parts, service and shipping personnel and you know that these individuals really care. They are often the unsung heroes and certainly deserve recognition for their contribution. Remember and preserve your rental company’s history. Even though the American Rental Association is about to celebrate its 60th anniversary, let’s also celebrate all of your individual success stories and the rental businesses that you and your family members have built. There is so much to be thankful for in our industry. ■

uc h to m s a st h t to The pa s about wha nd a u teach ful for now te be gra to the future in and often great quality requires a higher price. So, reward your chosen suppliers with your loyalty through continued purchases. ff There are some companies (and certain products) that have stood the test of time. Some of those products have been strong revenue generators for rental companies for more than 40 years. If we could quantify the revenue, wouldn’t it be interesting to see how many total rental dollars have been generated at rental companies by a single model of a small but popular rental item? Could it be that tens of millions of dollars or perhaps even as much as $100 million of rental revenue has been generated by that single model? The point is that certain

Dick Detmer is a nationally recognized consultant, lecturer and writer with over 35 years of experience in the equipment rental industry. For consulting, on-site employee training or to order his books, visit www. detmerconsulting.com. Dick can be contacted directly via his website, by emailing dick@detmerconsulting.com or by calling (309) 781-3451.

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