CRS - June 2013

REVIEWS OF HATZ

SMOKE FREE ENGINES ARE OUT OF THIS WORLD.

While others are having a devil of a time meeting the latest U.S. emission standards, Hatz has risen to the next generation of Tier IV Final engines. It’s almost supernatural how our engineers eliminated over 90% of nitrogen oxides (nox) and particulate matter (pm) from our emissions to get approval from those on high. But it’s all part of Hatz commitment to keep making a complete line of worldwide emission-compliant engines. So power your equipment with Hatz Tier IV Engines and you’ll be a saint with the higher powers.

Annex Publishing & Printing Inc.

P.O. Box 530, Simcoe, Ontario N3Y 4N5 (800) 265-2827 or (519) 429-3966 Fax: (519) 429-3094

EdItOr I Patrick Flannery pflannery@annexweb.com (226) 931-0545

SAlES MANAgEr I Ed Cosman ecosman@annexweb.com (519) 429-5199, (888) 599-2228, ext 276

SAlES ASSIStANt I Barb Comer bcomer@annexweb.com (519) 429-5176, (888) 599-2228, ext 235

MEdIA dESIgNEr I Chris Springle

grOuP PuBlIShEr I Martin McAnulty mmcanulty@annexweb.com

PrESIdENt I Mike Fredericks mfredericks@annexweb.com

Publication Mail Agreement #40065710. RETURN UNDELIVERABLE CANADIAN ADDRESS TO CIRCULATION DEPARTMENT, P.O. BOX 530, SIMCOE, ON N3Y 4N5

e-mail: subscribe@canadianrentalservice.com

Printed in Canada, All rights reserved. Editorial material is copyrighted. Permission to reprint may be granted on request. ISSN 0383-7920

Circulation

e-mail: subscribe@canadianrentalservice.com Tel: 866-790-6070 ext. 202 Fax: 877-624-1940

Mail: P.O. Box 530, Simcoe, ON N3Y 4N5

Subscription Rates

Canada- 1 Year $42.00 (plus 5% GST - $44.10) U.S.A. - 1 Year $60.00

Occasionally, Canadian Rental Service will mail information on behalf of industryrelated groups whose products and services we believe may be of interest to you. If you prefer not to receive this information, please contact our circulation department in any of the four ways listed above.

Serving the Canadian rental industry for 37 years. www.canadianrentalservice.com

4 Editorial

A look at our relationship with the CRA. by Patrick Flannery

The largest regional show of the year generates smiles. 12 6 20 26

12

Powering up

The Bourassas are making hay in Quebec City’s red-hot construction market.

20 Tech Tips

Temporary power is only as good as your distribution technology.

18

President’s Message

The CRA’s National Rental Awareness Week was a big hit. by Jeff Campbell

16

Quebexpo 2013

26

Soil Compaction Showcase

Rammers, plates, rollers, engines, skid steer attachments and more.

24 Legalese Things to keep in mind when choosing insurance for your business. by Deryk Coward

30

M&A Matters

When is the right time to sell your shop? Now! by Mark Borkowski

Independence and trust

This magazine really likes the CRA, and we are not even owned by it.

Isincerely hope you have better things to think about than the ownership of this magazine. However, since we are here I thought I’d clear up a little misunderstanding that seems to be out there in the rental world. While Canadian Rental Service enjoys a very close, friendly and mutually beneficial relationship with the Canadian Rental Association, we are not actually part of the association or in any way employed or contracted by it. We have an agreement in place where we are recognized as the association’s “preferred media partner” and in return we provide some ad space and run the President’s Message column. This is referred to in the industry as a “contra” agreement and no money changes hands. The magazine is owned by Annex Business Media, a privately held publisher in Simcoe, Ont., and derives almost all of its revenues from advertising. This might matter to you slightly more than you know. Because we depend on advertisers for our salaries, we have a rather strong incentive to deliver the advertisers a product they find valuable. What do advertisers find valuable? You. In order for us to make money, we have to deliver your eyes and interest, nine times per year in print and at least three or four times per week online. There are a lot of ways we could do that, but we have chosen to attract your interest by

ON THE WEB:

Rental operators across the country have been appearing on breakfast television programs and other media channels to promote rental awareness in their communities. You can see some of their videos on the Canadian Rental Service home page.

Police recover stolen equipment in Edmonton

Police have arrested two men and recovered more than $840,000 worth of equipment in Edmonton, following a tip about a stolen skid steer. Investigators suspect there may have been more stolen equipment sold to unsuspecting buyers in the area.

by Patrick Flannery

telling you stories and giving you information that helps you run your business. This creates a good environment for our advertisers, because they know our readers are actively looking for business-related information as opposed to other diversions.

So our independent model means we have to deliver top-notch, trusted business information to you. Could we still do that if we were owned by the CRA? Sure. But when it came to reporting on the CRA itself, or even on matters in which the CRA has an interest, our integrity would come into question.

This brings me full circle back to the reason I am talking about this topic, which is probably of far more interest to me than to you. When I hear that someone is under the impression we are owned by the association, it concerns me. Not because the association is not a good thing, but precisely because it is a good thing. It does no good for me to extol the benefits of the CRA if no one believes what I say. It is important for you to know that I am not saying what I say about the association because I’m paid by it. I’m not. I’m saying those things because, in my view, they are true, and I need to pass along true information to you so that you will keep reading.

I am free as your editor to say in this magazine whatever I want and to present whatever information I see fit, within the boundaries of professionalism and responsibility. The only test I have to meet is whether what I am saying is of interest and of worth to you, the Canadian rental operator.

I know I say a lot of nice things about the CRA, and maybe that has created the impression in some places that we are more closely affiliated than we are. Well, now you know the truth, and I think that only makes my past comments all the stronger. CRS

• Rugged construction

• Easy-access parts

• 2 reversible chipper blades and 8 reversible shredder knives

Whether it’s working a woodlot, opening a golf course for the season or a homeowner’s spring cleanup, ECHO Bear Cat has the right equipment to conquer all tasks!

Whether it’s working a woodlot, opening a golf course for the season or a homeowner’s spring cleanup, ECHO Bear Cat has the right equipment to conquer all tasks!

INDUSTRY NEWS

WAckER WiNNER

Wacker Neuson Canada has been named the Canadian Rental Association’s Supplier of the Year for 2013. Every year the CRA asks its membership companies to vote for the Supplier of the Year. The rental operators judge a supplier on areas of service, work ethic, knowledge and training of products, as well as involvement in local associations. Wacker Neuson received the most votes from the members for the 2013 award.

“We are honoured to receive this award from CRA,” said David Jewell, general manager, Wacker Neuson Canada. “It is our goal to supply the best service and support to all of our dealers, and the fact that the rental center operators voted for Wacker Neuson makes this a true honor. This recognition underscores our entire teams’ dedication to bringing the quality products and support dealers need and expect to be successful.”

Wacker Neuson Canada has been a leading supplier of construction equipment to the Canadian market for over 45 years and has been a member of the Canadian Rental Association for over 25 years. It was the second American affiliate to be established (after the USA in 1957) and is headquartered in Mississauga, Ontario, with an additional location in Calgary.

Wacker Neuson Canada also received the local Ontario CRA Supplier of the Year for 2012.

bRavo, g.C. Duke

Ybravo Texas has announced the appointment of a new distribution partner: G.C. Duke Equipment, located in Burlington, Ont. G.C. Duke began offering Ybravo in this market in March. G.C. Duke is a familyowned organization with a long history of distributing premium outdoor power equipment, supported with unparalleled customer service and support. The business philosophy upon which their business was built centers on the formation of long-term relationships with their partner dealers.

G.C. Duke operates from two locations in Ontario. Ybravo says the size and reach of their operation will provide dealers across Canada with quick access to Ybravo commercial mowers and replacement parts.

De Jong to sit on neR aDvisoRy boaRD

The Canadian Rental Association has announced Neil De Jong of ITE Rentals and Sales in Hamilton, Ont., has been named to the Canadian advisory board of the National Equipment Register. The board will help the NER deliver its equipment registration and security services in Canada as part of an initiative worked out by the American Rental Association and the CRA last year. CRA members can now list up to 1,000 pieces of equipment with the NER as a membership benefit.

“This program could be very beneficial for Canadian rental operators,” CRA president,

Jeff Campbell, said in a recent Canadian Rental Service President’s Message. “Especially when you consider that quite a bit of the heavy equipment stolen in Canada is taken across the border.”

Campbell says the program was of limited utility to Canadians in the past, but will now benefit from a Canadian database with free flow of information between U.S. and Canadian law enforcement.

De Jong is treasurer of CRA Ontario and will sit on the board as the representative for the national CRA.

national Heavy equipment sHow paCks ‘em in

The big iron was gleaming and the floors of the International Centre were jampacked, as the sold out National Heavy Equipment Show rolled into Toronto on April 18 and 19.

Over 12,000 visitors came through the doors of this event. The aisles were packed even though the show encompassed the largest floor space ever which included almost 7.5 acres of exhibit space. Over 300 exhibitors participated in this biennial event, up 25 per cent over the last show, some from as far away as Austria.

Exhibitors reported excellent traffic and many sales and solid leads to follow up on in the months to come

The Bell Push-to-Talk Backhoe Rodeo filled the bleachers once again with some of the best backhoe operators in the area taking the controls and doing the seemingly impossible with these machines

Thank you to Case, Volvo and New Holland for the use of their equipment for the rodeo. Also, we would like to congratulate Octavio Miranda, the winner of the 2013 NHES Backhoe Rodeo. Octavio has won every rodeo except one since 1996, so he is definitely a force to contend with.

The National Heavy Equipment Show returns in 2015.

INDUSTRY NEWS

new safety piCtuRes

The Association of Equipment Manufacturers recently updated its already extensive online safety pictorial database More than a dozen new and updated pictorials have been added, increasing the number of graphics to 145, with more additions planned in the near future. AEM’s free service promotes effective safety messaging through the use of consistent, industry-recognized pictorial images that are not dependent on language to warn operators and others of potential hazards.

The database covers both hazard identification and hazard avoidance and consists of graphics that are common to many industry segments and product lines. It is searchable by categories, keywords and content, and is accessible via http://pictorials.aem. org or the AEM website www.aem.org in the Safety, Regulatory and Technical section.

The AEM Pictorial Database helps manufacturers and others interested in promoting safety by reducing the considerable time and costs associated with developing their own graphics. It is a convenient resource for engineers, designers, technical illustrators and other industry professionals who develop equipment safety signs, manuals, labels and related training materials.

AEM developed the database at the request of member companies and is the result of member cooperative efforts. “Promoting safe equipment operation is a major focus of our members and of AEM,” said Larry Buzecky, AEM director, safety materials. “Consistency of images reduces confusion and makes them more recognizable to industry workers, thus enhancing safety.”

Every safety pictorial can be downloaded in vector formats for graphic design or CAD-based engineering projects (.eps or .dxf formats, respectively). Database site visitors can also simply copy the .jpg thumbnail of any image or images they would like to use.

The database covers only the pictorial aspect of safety signs and other safety materials; it does not cover text or other facets of safety messaging and is not intended to promote or endorse any particular format of safety sign or message. The goal is to develop greater consistency, not to establish standards or regulations.

For more information, contact AEM’s Larry Buzecky (lbuzecky@aem.org, 1-414-298-4115).

quebeC expansion

H EPbu RN to cARRy bAN dit PR

oducts

Mid-Michigan manufacturer Bandit Industries has inked a distribution agreement with Hepburn Enterprises. Located in Winnipeg, Hepburn serves customers throughout Manitoba and Central Canada. Bandit continues to experience rapid growth, adding three new dealer locations to the North American market in the first quarter of 2013. In the past 24 months, the company has nearly doubled sales volume while adding 180 employees and 24 new dealers in the United States and Canada.

“Having qualified dealers committed to our products—and to providing our customers with the best possible parts and service support— was a key to our record sales year in 2012,” said Bandit Industries president Jerry Morey. “Our dealers are continuing to contribute greatly to our growth as we move through the first quarter of 2013. We have invested considerable resources over the past two years to both improve and expand our dealer network, and our customers have really noticed. Bandit has never been so well represented, not just in the United States and Canada, but around the world. I can’t think of a better way to start our 30th year in business.”

The latest additions take Bandit to over 100 dealer locations in North America, and over 160 locations worldwide. New dealer prospects are continually being evaluated for further expansion.

Strongco Corporation has announced it has completed the purchase of eight acres of land that will be used to build its new branch in Saint-Augustin-de-Desmaures, Que., to improve its presence in the Quebec City region.

The new branch will replace the existing Sainte-Foy location and will carry Volvo Construction Equipment products, as well as other complementary brands. Construction on the 40,500 square foot facility is scheduled to begin in the spring and is slated for completion in early 2014.

“This new branch will build on the long-standing excellent relationships with our customers in the area. Replacing our Sainte-Foy location with an updated and well-situated branch in Saint-Augustin allows us to provide more comprehensive and timely service to our customers,” said Bob Dryburgh, president and CEO of Strongco. “This new development is an integral part of Strongco’s growth strategy to increase our market presence in key markets, such as Quebec by building on Strongco’s reputation of delivering a superior customer experience. ”

The new Saint-Augustin branch will involve a total capital cost of $8.6 million.

Multi-use equipment for landscape construction

Whatever

a.e. sales aDDs CoRmiDi

A.E. Sales has added Cormidi track dumpers, track loaders and lift-and-access equipment to its Canadian equipment line. The Red Deer, Alta.,-based distributor is the exclusive Canadian importer, with stock and parts in Red Deer, Cambridge, Ont. and technical support coming out of Connecticut.

A.E. Sales manager Will Stayer says they entered into the relationship with Cormidi following meetings with the Italian manufacturer’s “genius, inventor” owner, Armando Cormidi, and Cormidi USA president Bob Testa, at ConExpo-ConAGG and the Rental Show. Stayer says the A.E. Sales team was impressed with the level of quality and innovation in the Cormidi line, and felt confident there was nothing like it in the Canadian market.

“We started promoting the line more this spring,” Stayer says, “and I have been surprised by the level of appeal it has, especially in urban areas. The dumpers are perfect for landscapers and small contractors.”

Stayer says the most popular part of the Cormidi line will be the self-loading track dumpers, some of which have high-tipping capabilities allowing them to load a pickup truck. The dumpers use hydrostatic power, so the operation is smooth and quiet. But the innovation that has gone into Cormidi’s lift designs is also exciting for the rental market. Cormidi produces a tracked manlift with 19 and 22 metre heights that has the ability to reverse its boom and position the operator underneath bridges while working from the top.

tim’s tuRns 40

Tim’s Rent-All in Bowmanville, Ont., celebrated its 40th anniversary in business with deals for customers and special events. Tim’s was started by Tim Coffey in 1973 and is presently run by his daughter, Susan, and her husband, Hank Vanheuvelen. The official anniversary of the company fell on April 1.

Tim’s will be offering 40 per cent discounts on a different product rental each month over the next eight months, one from the equipment rental side of the business and one from the party rental side. Additional promotions were offered during National Rental Awareness Week. A customer-appreciation open house with tabletop displays is planned for July, and Tim’s will be producing hats, shirts and other swag commemorating its many years in business.

Tim’s Rent-All rents and repairs equipment for homeowners and light construction contractors and also sells new and used equipment. There is also a fully-stocked party centre with wedding needs.

Get instant rental news updates from @cRsmagazine on twitter at #equipmentrental and #partyrental

Recognizing the next generation of the Canadian rental industry!

Canada is full of young, skilled and knowledgeable people who are driving the rental industry forward. From mechanics and store managers, sales representatives and event planners, they are the best and brightest in our industry. Join us as we celebrate the future of rental in Canada.

The Canadian Rental Service Top 10 Under 40 will recognize the achievements of the newest generation of rental industry owners and workers. Strong work ethics, leadership by example and efforts to grow the quality of our industry will be acknowledged.

We have received quite a number of nominations and will be reviewing the merits of each.

Watch for the August issue where we will announce all the winners!

Across the industry, from equipment and party rental businesses to equipment suppliers and service providers, we all face a single over-arching challenge –finding the next generation of innovative, dedicated talent to drive the industry forward. Join us in celebrating that talent!

The Top 10 Under 40 will be featured in the August edition of Canadian Rental Service magazine. MAde

Bu I ld I ng a BI gge R Budget

Location D’Outils Budget pushes for strong growth.

After almost 30 years in business in Quebec City, Location D’Outils Budget has entered a new phase of growth and expansion driven by president Luc Bourassa. This Lou-Tec-affiliated rental house has successfully made the jump from walk-up neighbourhood rentals to rentals of larger equipment to larger construction contractors right across the city and its surrounding area.

by Patrick Flannery

Budget is still owned in part by its founder, Jean-Claude Bourassa, who started the company in 1984, but is now run almost entirely by his 41-year-old son, Luc. The company is celebrating its first anniversary in a new, much larger location with an open house designed to thank its loyal customers and to raise awareness in the community about the new facility and what it offers. “The company has in the last five years doubled its business,” Sylvain Lenden says. “So we have more inventory and our yard was too small. We have had some major clients come on board, so things have grown drastically.” As an example, he points to the company’s fleet of lift equipment. “When I came in about three years ago, there might have been 20 scissor lifts,” Lenden reports. “Today we have probably around 70. They had two or three booms. We are up to today, I’d say, 25 to 30 booms. We had seven or eight excavators and now we have 25.” Budget has expanded its generator offerings, too, going up to 150-kilowatt units.

After a big fire in which Location D’Outils Budget lost everything in 2005, it was able to turn around quickly. The fire took place on a Thursday, but Budget opened on the following Monday just three doors away at one of its customers’ warehouses. Bourassa conducted business there for the next eight months until moving back into a new store. Location D’Outils Budget operated from there until its move in February 2012 to its present location.

The new location on Rue du Haut-Bord is only about a mile away from the old place on

Hamel Boulevard. Lenden estimates it covers 10,000 square feet with three service bays and a large showroom. The yard is at least five times larger than at the previous location. “Now all our equipment is mostly located in the same place and it is a lot easier for us,” Lenden says. Lenden has worked in the rental business for 16 years and is the operations manager. Richard Martel has been in the rental industry for 35 years.

Location D’Outils Budget’s growth has generated expansion in its workforce. The company is up to 22 employees, including six mechanics and a shop foreman, Jean Aube has been with the company since the beginning. Serge Duplain, the logistics supervisor, also has more than 25 years with Budget. Serge makes sure every driver is dispatched on time and is polite with the customers. Bourassa also employs four drivers and three counter staff, some of whom have over 25 years of service with Budget as well.

In addition to the main location in Quebec City, Bourassa is partner in three branch offices on the south side of the river. The branches play an important role in serving the different markets in those communities. “One is more for homeowners, the other one is situated in an industrial park, and the third is just off the highway near the Ultramar refinery plant.”

The transition to bigger rentals for bigger customers followed Bourassa’s awareness of what was happening in the city. Construction in Quebec City is booming, Lenden says. There

are a number of large projects underway, including the $400-million NHL arena the city is building for the return of the Nordiques. Lenden estimates Location D’Outils Budget moved from 80 per cent walk-up cash business to 60 per cent charged accounts coming in over the phone and only 40 per cent casual renters.

For the first 15 years, Budget’s original business plan relied on a highly visible storefront and casual use by homeowners in its neighbourhood. Most of its business came from right around its location in the city and from the few businesses in the area. The addition

of Martel and Lenden brought Budget major contacts from many of the larger contractors in town. And Bourassa was ready to support them with a big investment in Budget’s fleet. “It was quite a challenge for us because we were dealing primarily with homeowners and contractors instead of major companies,” Lenden remembers. “There was not the same demand for paperwork and inspection reports. Having bigger equipment meant we had to update our mechanics and give them training and bring things up to par with CSA standards and all that.” Budget was able to find most of the information it needed to

stay abreast of the new demands online. “We went through the Internet to the OSHA and the CSA websites. We got the forms from there and gave training to our mechanics from the suppliers. We had our mechanics certified by the suppliers.” Lenden remembers Skyjack, Wacker and Genie being especially helpful in bringing its staff up to speed. With the bigger contracts came bigger responsibilities for the safety of employees and renters. “The business here started like a mom-and-pop shop,” Lenden says. “We had a lot of safety issues. Glasses weren’t being worn in the shop, harnesses on booms and scissor lifts

Budget is proud of its ability to retain staff. everyone in this photo has been with the company more than 20 years. From left to right are yves laverdiere, Denis Drolet, richard Martel, Jean aube, luc Bourassa, Jean claude Bourassa, Sylvain lenden, Guy Duplain and Serge Duplain.

weren’t being applied. We decided to start back from zero at the new shop and gain compliance with all these safety issues as a major point. Safety meetings are now held monthly. We have brought in help from our insurance company. They come now twice per year to give us hints on what we should be doing.”

Lenden says Location D’Outils Budget was able to convince larger contractors to give them their business with a promise of more personalized service. “We think we hear their needs better than the big [rental chains],” Lenden

says. “Sometimes they will need special service. We are able to do it and apply it to the customer specifically based on his demands, compared to a bigger company that just goes on site and delivers. We can take that special step to make them happy.”

Part of the upgraded service has been more organization in the back with designated parts staff, scheduled maintenance and a service manager, Aube, to oversee it all. Aube has assembled a team of on-site mechanics that go out to job sites to maintain equipment in the

Optimum vibration with total control and choice.

Productivity Partnership for a Lifetime.

This high performance series of compactors distinguishes themselves every day. Easy handling. Universal application. High maneuverability. Thanks to infinitely variable hydraulic forward and reverse action, this machine moves quickly on the job, even uphill.

Ideal for rental operators, the compact and foldable engine cover makes servicing easy and provides excellent protection, too. Although the AVP 5920, 4920 and 3920 stand head-and-shoulders above the competition, the price is reassuringly down-to-earth. For sales and service contact your local Ammann dealer.

Alberta – Williamson Equipment Ltd. tel: 780-450-0055

gwill@williamsonequipment.com

British Columbia – Parker Pacific tel: 800-665-9901 www.inland-group.com

Manitoba – CUBEX Ltd. tel: 204-336-0008

ammannsales@cubexltd.com

New Brunswick – Maritime Case tel: 506-455-2380

chase.mcgrath@maritimecase.ca

Newfoundland – Case Atlantic tel: 709-747-7841

info@caseatlantic.ca

Ontario –Construction Equipment Solutions tel: 905-420-2243

ceswiles@hotmail.com

McDowell Equipment tel: 705-566-8190

www.bmcdowell.com

field. As operations manager oversees the implementation of all the policies and procedures that the company has put in place in the last two years.

Jean-Claude affiliated with Lou-Tec in the shop’s early days in 1986. He became president of Lou-Tec from 1990 to 1995 and Lenden says the buying group is still effective today. “There are about 80 LouTec stores in the province of Quebec, so they are able to negotiate better pricing,” he explains.

After 29 years of service and its recent surge in success, Location D’Outils Budget is in a mood to celebrate. On May 23, it invited all its customers to an Open House and Happy Hour at its location, with tabletop displays from its main suppliers.

An owner willing to take risks in a bid for aggressive growth and an experienced sales staff with all the right numbers in the Rolodex – it looks like it all adds up to a major new force in Quebec City-area equipment rentals. CRS

March 18-19

I NDUSTRY E v ENT

Que B expo 2013

by carroll Mc c or M ick

Jeff Campbell was pretty pleased. Encouraged by comments he heard at the Canadian Rental Association’s 29th annual regional trade show in SaintHyacinthe this March 26 and 27, he bought an Electric Eel drain camera.

“I’ll be the first one in my area to have one. I’m always looking for new angles,” Campbell confided. The owner of St. Thomas Rent-All in St. Thomas, Ont., he is also the CRA’s newest president, having taken over the position this February.

Getting tips like this is one of the things Campbell finds valuable about touring the shows. “You don’t hear these comments sitting in your store looking at products over

the Internet.”

The two halls were full again this year and regular favourites and new products packed the booths. For example, SaintGermain-based Cisolift had a new Platform Basket Spider lift with a caterpillar track and 15.75-metre extension. Rockford, Ill.-based Greenlee was making its first appearance at Quebexpo, selling tools designed primarily for electrical and telecom contractors. CEC Équipments, from Saint-Laurent, had a new piece of surveying gear: an HVA Primus 2 automatic laser, manufactured by Germany-based Nedo. Exhibitors reported good traffic on the first full day. “The traffic was excellent

Tuesday,” said Dominique Fecteau, a representative of Warwick-based Poudrier, which manufactures Plafolift lifting solutions. Dan Bowler, regional sales manager for Magnum Products, which is headquartered in Berlin Wis., added, “I have quoted a number of generators and light towers. I thought the traffic was good yesterday.”

The air buzzed with conversation between sellers and buyers as day two progressed. Campbell had good words about the event. “This show and this local of the CRA have a lot going on. This is one of the best-selling of all the shows that the CRA administers across Canada.” CRS

CRA PRESIDENT’S MESSAGE

a higher profile for rental

by Je FF caMPB ell

National Rental Awareness Week took place from May 6 through 10 and we were delighted with the response we received from members and media from across Canada. The goal of NRAW was to create buzz within our member base, media outlets and the public across the country. I strongly believe, on our first effort, we accomplished that goal.

Member events across Canada (before, during and after NRAW) included a number of open houses, customer appreciation barbecues, mini trade shows and road shows.

An aggressive media relations campaign was launched at the end of April and continued on through NRAW, with outreach to daily newspapers, radio stations, television stations and blogs across Canada. Two separate media releases were distributed to media outlets across the country. The first was a formal announcement about National Rental Awareness Week, and the second focused on tips for consumers with a tie-in to rental equipment and awareness.

Feedback from the media was strong, and the reception significantly positive. Ed Dwyer, chairman of the board for the Canadian Rental Association was interviewed on Breakfast Television Winnipeg Live as part of a “Tips to Spruce Up Your Yard” segment. Ed did an absolutely amazing job with the four-minute interview, the Canadian Rental Association received numerous on-air mentions and, more importantly, renting versus buying was a key message the host touched on.

Later in the week, Dale Pardy from Butler Scaffolding and Rental, was interviewed by CTV (Atlantic) Morning Live in Halifax. A segment about lawn care tips using equipment was featured and included product demonstrations. Television coverage wrapped up one week following NRAW, with Gord Allen from Ottawa Rental & Supply going live on CTV Ottawa’s Morning Show. The segment focused on lawn and garden rental equipment. Additional media coverage included newspaper and radio in Saskatchewan, as well as online coverage through such online sites as Yahoo! Speaking of online, you can get links to the video from those TV appearances on the CRA Facebook page at www.facebook.com/canadianrental.

One of the key components that we take away from NRAW is that there are a widevariety of great CRA member stories that appeal to mainstream media and the general public. Feedback from media that didn’t cover NRAW didn’t necessarily mean they weren’t interested, it just meant the timing on their end wasn’t ideal. Outlets that encouraged us to keep them updated with additional stories and CRA member updates included Canada AM, Breakfast Television in Vancouver, Toronto and Calgary, the National Post; the Toronto Star and Global Montreal, among others.

NRAW proved to be a success with the resulting media coverage that came out of the campaign, but more importantly hundreds of thousands of viewers and readers learned about the rental industry and its positive benefits across Canada.

Although NRAW is over for 2013, our public relations campaign will move forward. The CRA will continue to pitch new and interesting story ideas and angles in a concerted effort to strengthen rental awareness across Canada.

To this end, I encourage you to contact our executive director, Mandy Wellnitz, with any story ideas and/or events and celebrations you have upcoming. We will do our best to work with our members in getting your story out to the media and mass public. CRS

p owe R now

Power distribution equipment helps your customers by making the generators you rent safer, more powerful and easier to use.

by n eil c ourneya

One of the most important facets of the rental business is the need to continually look for ways to expand your product offering or find new ways to create additional revenue streams. In the rental industry, using generators for temporary power has been one of the core product offerings of most stores. Why? Because at the outset of most projects, a permanent power supply may not be available so the

contractors require a generator to give them a power source to run their tools and equipment.

Generators come in a wide range of models for all types of applications. Contractors use everything from 3,000watt models right up to 200,000 W and above depending on the size and scope of their projects. Many stores have 5,000 to 8,000 W models as smaller units and

20,000 or 25,000 W units are the most common for mid-size, with 35,000 to 100,000 W generators used frequently as well. It really depends on the contractor’s requirements.

The generators your contractors rent from you give them an available power source at their work site. One thing that limits them, however, is a minimal supply of receptacles. Most have one or two 15/20 ampere duplexes, one 20 A and/or one 30 A, 240-volt receptacle and maybe a 50 A receptacle. The mid-range sizes and larger usually come with a set of lugs to hardwire equipment in as well.

Most contractors will tell you the limited number of receptacles can be an issue as they have multiple pieces of equipment or tools they need to run simultaneously. Another limiting factor is the distance they can operate from the generator. On a regular duplex receptacle, you can only go 50 feet with a 12-gauge extension cord, or 100 feet with a 10 ga cord before voltage drop becomes a major issue. Once renters surpasses those distances, they will have voltage drops greater than five per cent and this becomes a code issue as well as causing unforeseen damage to your equipment or theirs. This same scenario applies to temporary panels constructed at the site, as these are stationary and cannot be moved easily.

So how do you give your clients more options, better accessibility and virtually unlimited mobility, and do it while meeting all codes and guidelines? You rent them power distribution equipment with the generators. There can be significant operating costs for contractors using generator sets because they burn a lot of

RTV SERIES

This tougher-than-nails lineup includes the transformable RTV1140CPX, the all-weather RTV1100, the diverse RTV900XT and the compact RTV400 and RTV500. All of these machines boast innovative features like spacious cargo beds, powerful engines, and a full range of attachments all designed to help you work more efficiently and comfortably.

kubota.ca | Like us on Facebook.com

dollars in fuel. Running multiple generators at a site can be extremely costly so there needs to be an effective way for the contractors to use all the available power from a generator and be able to distribute it over a wide area quickly and easily. They can also use systems that are fully plug-and-play, which allows them to set up quickly and be mobile with their power over much larger areas. This gives them the opportunity to have power whenever and wherever they require it, quickly and (most importantly) safely.

You have all had the scenario where your customer calls and says your pump or your heater is not working. They will blame the equipment. Then, when a service tech gets there, they see he has 200 feet of extension cord plus 25 or 50 feet of cord on the pump or heater. They are now getting a voltage drop of 15 per cent or greater depending on their cordsets, so nothing is going to operate properly. It adds up to wasted time and money on everyone’s part. Why do customers run 200 feet of cord? Because the generator is way over there and it is difficult to move everything. Or maybe there are piles of snow or equipment or puddles in the way. What is the solution? They need to get the power supply closer to where they’re working to eliminate voltage drop problems and allow everything to operate the way it is designed.

Hy-Cor is one company that specializes in power distribution. That means assisting you with making the power available, userfriendly and efficient for your contractors.

Depending on the contractor’s secondary power requirement, you can supply 50A distribution boxes that will give them six additional duplex outlets plus a 30 A, 240 V circuit. These are used with 50 A, 240 V, 6 ga cable that can carry the 240 V up to 300 feet with no voltage drop. That solves a lot of issues right there. If they require more twist locks or larger circuits for running multiple pumps, heaters, vibrators, power tools, lighting or whatever, you can supply 200 or 400 A distribution panels designed to offer 15/20 A/120 V to 20 and 30 A/ 240 V as well as 50 A/240 V receptacles all on one panel. Contractors can hardwire these to gensets or they can use camlocks for quick plug-andplay setup.

Do you ever have requests for 600 V applications? You can now supply step-up/ step-down transformers that also will have secondary power distribution available. They can come with 600 V, three-phase

receptacles so the customer can just plug in large pumps or welders or have a straight 600V supply.

The most important aspect of temporary power distribution equipment is the safety features. When sourcing this equipment, make sure it is built right in and that all the units are certified by the various authorities for use in Canada (for example, CSA, CQPS, CETL or ULC). Check that everything comes with the appropriate breakers, ground fault interrupters and IPDM monitors.

One of the consistent things Hy-Cor receives calls on daily is assisting customers with sizing generators for applications. Sending a generator too big is as inefficient as sending one too small. We also assist in sizing the secondary power requirement so you can supply exactly what your contractors need.

As with any equipment, understanding how it works, what it does and how it functions is essential in expanding your market for sales and rental opportunities. Hy-Cor has developed a full-day training program to educate your staff on temporary power and power distribution equipment. This training program was instituted at the start of 2011 and over 600 rental people have completed the certificate course. The training covers basic electrical circuits; a temporary power overview; how to determine temporary power requirements; sizing and application of generators and transformers; 200 and 400 A power distribution panels; 50, 60 and 100 A power distribution centres; proper cordset requirements, including sizing, nomenclature, voltage drop and GFCI; how to wire devices into temporary power supplies; temporary lighting, including stringlights, lighting for high bays and wide areas, task lighting, and work area lighting; system designs and certifications; hazardous duty applications; and explosion-proof lighting.

Temporary power distribution equipment can increase the use of your entire fleet of generators, create a new revenue stream and provide solutions for your contractors.

Neil Courneya is the president of Hy-Cor International. He can be reached at 1-877657-2220. Courneya will present a seminar on temporary power at the Canadian Rental Mart, March 18 and 19, 2014.

For more helpful tech tips, visit our Past issues archive at www.canadianrentalservice.com

How to stay covered

by Deryk Coward

Insurance is a big part of our world. We purchase it to protect our homes, our vehicles, our health, our lives, our personal property, and anything else that is valuable. For many people, their insurance contracts exist as a safety net: they make their monthly premium payments and never have make a claim. But what if disaster strikes and you need to make a claim? This month I will take a look at insurance contracts in general and some common issues that can arise between insurance companies and their customers.

From the moment you walk into the office of an insurance broker to buy an insurance policy, your obligations begin. The first obligation is called the duty to disclose. The insurance company is at a disadvantage when it comes to knowledge about your personal situation. There is a duty of good faith on the

insured (you), whether that is you or your company, to disclose all relevant information about material risks. Failure to live up to this duty to disclose can result in your policy being invalidated down the road, leaving you with no coverage.

For example, if you are purchasing insurance for your home, but you fail to disclose that you regularly do welding work in your garage, that activity could be considered a material risk that you should have disclosed. If a fire breaks out in your garage and the house burns down, the insurance company may decline coverage once it discovers your hobby of welding. Of course, in order to do this, you must know what might constitute a risk in the eyes of the insurance company. Inviting a representative out to your shop for a look around might be a good idea. In the rental business, this becomes even

more important. The elements of risk facing an insurer of a rental business are numerous and varied. It is extremely important that your insurer know as much as possible about your business and the risks being faced.

From a practical perspective, it is always a good idea to keep as much as you can in writing. Rather than simply calling your insurance person and telling them something (for example, that you purchased a new piece of equipment), send them an e-mail and print the e-mail. That way, if there is ever a disagreement about what was said and/or agreed to, you will be able to prove that you disclosed the risk.

Let’s assume you have fulfilled your obligations to disclose material facts and that you are covered by your policy of insurance. What happens when you suffer a loss and need to make a claim? You will need to file a proof of loss with your insurance company outlining exactly what loss you have suffered.

It is very important that this be done as soon as possible. Most insurance policies contain a limitation period for the filing of the proof of loss. So if you delay, you may run out of time and you won’t be covered for your loss.

Being prompt in filing your claim is also important in the event that your claim is eventually denied. If your insurer denies your claim for what you believe to be unjustified reasons, it may

become necessary to sue the insurer. There are limitation periods for such a lawsuit. They vary from province to province. If you delay in filing your proof of loss, and the insurance company is slow in responding with a rejection, you may already be out of time to sue your insurer.

It is incredibly important that you fill out your proof of loss with impeccable precision and honesty. Most policies of insurance will allow an insurer to deny coverage of the entire claim, in the event that you misrepresent even the smallest of things listed on the proof of loss. So if your business has 30 Bobcats and your business sustains a total loss by theft, and you claim in the proof of loss that 32 Bobcats were stolen, your insurer may take the position that it can deny your entire claim and pay you nothing.

When claiming for the loss of property, there are three different methods for valuing the lost property. The first is by actual cash value. This is the most common approach. You report the initial cost of the goods and calculate the depreciated value. For example, you may have lost a five-yearold big screen TV. It cost $6,000 when you originally bought it, but its actual cash value at the time of loss may have only been $1,000. This actual value is how much you would be compensated under your policy.

Or, your insurance policy may work on replacement cost. The lost item is simply replaced. An example of this would be cement front stairs to a home. They are in fine shape but have been damaged. The insurance company should give you the cost of replacement stairs, not a depreciated value of the concrete.

Finally, there is a valued policy. This is the least common approach. It is generally seen on rare items, such as fine art. An example would be a valuable painting that is several hundred years old. Obviously it cannot be calculated on an actual cash value. Instead, an appraiser will assess the value for the policy, and that will be the amount the painting is insured for.

The issue of insurance is often not paid enough attention. Spending the appropriate amount of time and energy to ensure that your insurance needs are covered is important, particularly in the rental business. CRS

Deryk Coward articled with D’Arcy & Deacon in 1996 and was called to the Manitoba bar in June of 1997. He is a partner with the firm, practising primarily in the area of general civil litigation, personal injury, insurance, debtor-creditor and labour and employment law. Coward is legal counsel for the Canadian Rental Association.

Eff ICIENCyEN h ANCIN g

8 www.bobcat.com

Bobcat PCF34 and PCF64 flat-top plate compactor attachments enable excavator operators to compact trenches without having to leave the cab, increasing jobsite safety and trench restoration efficiency. Mounted at the end of an excavator arm, the plate compactor provides a more powerful compaction force than a hand-held compactor. With varying dynamic forces and compaction frequencies, the PCF34 and PCF64 plate compactors quickly compact trenches, footings and slab areas in addition to driving piles when building retaining walls and compacting soil.

S OIL CONDITION DETECTED

8 www.multiquip.com

The all new Compas compaction analyzing system for the Multiquip Mikasa MVH306 and MVH406-series reversible plate compactors help

contractors improve efficiency and maximize productivity, while avoiding costly overcompaction. A series of LED lights indicates the progress made with each machine pass. As soil stiffness changes, lights turn on and guide the operator to either make additional passes or stop because optimum soil conditions have been attained for the specific plate compactor. Mikasa reversible plates feature ergonomically designed handles designed to minimize the vibration transferred to the operator. Removable extension plates allow the plate to be adapted for various trench applications. Compas units are equipped with Yanmar or Subaru Diesel engines designed to provide dependable service.

A DVANCED COMPACTION

8 www.bomag.com/us Featuring intelligent machine controls for enhanced performance and optimal safety, Bomag’s BMP8500 articulated multi-purpose compactor offers versatile operation for compaction of cohesive, semi-cohesive and non-cohesive soil types in applications such as trenches and foundations The BMP8500 is powered by a 19.4-horsepower, threecylinder, water-cooled

Kubota diesel engine that features Ecomode, a system that automatically idles the engine to conserve fuel during inactivity. Using Bomag’s Intelligent Vibration Control to achieve consistent compaction results, the compactor has a dual exciter system and two selectable amplitudes that deliver output options of either 8,000 or 16,000 pounds of centrifugal force, thereby allowing greater job versatility

Rental centers or end users can quickly adjust the compactor’s working width from 24 inches to 33.5 inches with standard bolt-on drum extensions. The drum extensions are easily aligned and installed in 10 to 20 minutes, accommodating different trench dimensions while avoiding the hassle of replacing entire drum sets. Operation of the BMP8500 is simple, thanks to a dual function cable/ radio remote control. The compactor’s hydrostatic drive system offers two travel speed ranges and provides a high gradeability of 45-per cent with vibration. Additionally, the all-drum drive provides excellent traction, while a clear-sided design with no lateral overhang ensures full compaction against trench walls and obstacles. The BMP8500 is equipped with the Bomag Operator Safety System, which increases worker safety by automatically stopping machine travel if the operator is in the safety zone. An integrated diagnostic system displays fault codes to make troubleshooting easy

Maintenance is also simplified by swing-out covers that fully open to 90 degrees, providing efficient access to the engine and internal systems. Additionally, the durable composite hoods are impact resistant to protect the engine and components. Other standard features include articulated steering, high-profile drums with a one-inch padfoot height, lockable hoods, hinged center lifting points for balanced lifts, hydrostatic service brakes and a spring-applied, hydraulically released parking brake.

Pu RPOSE - B u ILT f OR RAMMERS

8 www.subarupower.com

Subaru’s new ER12 rammer engine features a carefully balanced and engineered design and is exclusively intended for the demanding application of rammers. With specially designed components and overhead cam technology, this three-horsepower, four-stroke engine is lightweight, yet rugged and powerful. Weighing in at just over 20 pounds, the ER12 offers more power and up to 24 per cent more output than similar competitive engines, all while being lighter weight and designed for optimized balance and

performance. Unlike existing competitive rammer engines that have been modified from their general-purpose engines, Subaru’s ER12 rammer engine is specifically designed for this piece of equipment and its unique demands. The vertical cylinder design is slim and compact, and maintains an excellent center of gravity to effectively transmit power to the ground, resulting in superior

performance. The recoil has been integrated into the flywheel and blower housing, further enhancing balance and overall engine performance

Using belt-driven OHC technology, the ER12 offers high power, easier starting and quieter operation. The design provides improved engine performance without adding extra weight, while the technology allows the intake and exhaust valves

to be positioned to offer lower resistance for the air/fuel mixture flow, thus optimizing engine performance. The ER12 also features a highly efficient hemispherical combustion chamber. By centrally locating the spark plug, maximum combustion is achieved and the engine is able to utilize a higher compression ratio, resulting in more power and torque.

D ESI g NED f OR RENTAL

8 www.uniquip.ca

The Belle heavy reversible plate compactor is designed for optimum compaction performance. A powerful diesel engine makes the RPC60/80 series an economical alternative to heavy vibratory rollers

The base plate is designed for fast compaction on stone and soil material on large surfaces, suitable for building foundations and backfill against supporting walls. The RPC 60/80 also features lowcost maintenance. The handle is mounted on two oversized rubber dampers. It locks into the frame to resist the harsh abuse of rental customers. There is only one hose from the handle to the gearbox. The side-mounted dampers are easily accessed for cleaning,

as is the fuel filter. The RPC60/80 comes standard with an hour meter. The overall design is compact and includes protective side covers to ensure safe passage in deep trenches.

hI gh ER LI f T DEPT h S

8 www.mbw.com

The MBW GP12 vibratory plate is designed to be highly portable and economical. The patentpending suspension system can work lift depths of up to 10 inches, making it suitable for small- to medium-size confined area applications. It features a one-piece exciter with a selfcleaning, open base, plate design. Other size options include the GP15 and the GP18. MBW compactors are available with Honda, Subaru Robin or Briggs engines. Options include a lift cage and transport wheel kit and a neoprene paving pad for placing interlocking paving stone, bricks or blocks.

For a full listing of soil compaction equipment suppliers, check out our online buyers Guide at www.canadianrentalservice.com