CRS - September 2012

SJIII 3219 SCISSOR LIFT

Variable speed front wheel hydraulic drive and 90° steering, allows our compacts to maneuver in the smallest spaces.

The SJIII 3219 offers an easy to service, low maintenance design in a compact and versatile package. Featuring a 3’ roll out extension deck, the SJIII 3219 offers a working height of 25’—25% gradeability, and boasts an industry leading 550 lb capacity. Durable steel swing-out component trays provide unrestricted access for easy maintenance and service.

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4 E DIToRIAL

Canadian associations should not be afraid to talk politics. by Patrick Flannery

6 Industry news

Gray Tools and Sommers recognize academic achievement, ARA offers shipping discounts.

Software showcase Improve your efficiency and organization with these great informationcrunching solutions. 10 6 20 24

16 CRA President’s Message

Having a policy is good policy. by Ed Dwyer

10 Great folks, great business Butler Scaffolding succeeds because Dale and Sara Pardy are friendly and genuine.

24

20

Coming clean

Get familiar with basic cleaning principles to direct your customers to the right product.

18 Legalese Incorporation pros and cons. by Deryk Coward

30

The Back Page Hey brides: here are five things you do that we hate. by The Bitchless Bride

www.canadianrentalservice.com

Speaking our minds

Associations can make a difference when they talk politics.

If you ever get a spare moment (unlikely this time of year, I know), drop into the American Rental Association’s website at www.ararental.org and click on the Government Affairs tab. Wow! This organization has an incredible number of groups, activities and programs aimed at influencing American legislators at all levels to create a better business climate for its members. There is a permanent Government Affairs committee and an official lobby group known as ARAPAC (that would be short for ARA Political Action Committee). The ARA organizes trips to Washington, D.C., to visit national legislators and lobby them directly. There are articles on the website telling ARA members about state and national issues that impact them and outlining the ARA’s position and how it can help. The ARA makes strategic contributions to politicians’ campaigns at both the state and national levels, and lists those contributions on the site. There is a get-out-the-vote drive and an article and resources telling rental operators how to discuss election issues with employees. There is assistance for rental operators looking to pursue government contracts. It is clear that the ARA sees political action on behalf of its members as a huge part of its

ON THE WEB:

Construction contractors turning to rental

In today’s economy, contractors are adjusting their business model to be more flexible. That process begins with their largest capital investment: the equipment fleet.

New location for L.M. Temperature Control

L.M. Temperature Control, a Canadian leader in rental and sales of climate control and power equipment, has expanded its centre of operations in Mississauga to improve its service to customers.

Mounties recover stolen equipment in Alberta

Mounties in Strathcona County have discovered the largest amount of stolen property in that jurisdiction after locating more than $400,000 worth of construction equipment and ATVs.

SoMM er S STude NTS

Two students from the Electrical Engineering Technology Program at Conestoga College were recognized for outstanding achievement as winners of the Kay and Wes Sommers Award at the program’s recent graduation ceremonies in Kitchener, Ont. Thayse Farias received her award for achievement in the Process Control section of Electrical Engineering Technology studies, while David Vos was the recipient of the award for studies in Alternative Energy.

Since 1987, the Kay and Wes Sommers Awards are presented annually to the top students who demonstrate a positive attitude towards learning, high academic excellence and an outstanding ability to achieve the program’s objectives. The awards are sponsored by Sommers Motor Generator Sales, which was established by Kay and Wes Sommers in 1936 and is today a leading manufacturer of standby and prime power systems.

Conestoga has offered Electrical Engineering Technology students a choice of options in Process Control and Alternative Energy since 2008. The Process Control stream qualifies graduates in traditional technologist roles related to automating the operation and control of manufacturing and assembly systems. The Alternative Energy option was introduced to focus on technologies for alternative energy production including wind power, photovoltaic (solar) cells, geothermal, biomass and micro-hydro.

Kenneth Sommers, president and son of the company’s founders and his wife, Bobbi, presented the awards. “Recognizing talented young people like this is a great way for Sommers to celebrate its 75th year of advancing power technology,” he said. “We’re very pleased to have such an opportunity to support the future of our industry in Canada.”

eve NTS

August 21

CRA Quebec golf tournament Laval, Que. 8 www.crarental.org

August 23

CRA Manitoba golf tournament Winnipeg, Man. 8 www.crarental.org

Sept. 11

CRA Ontario golf tournament Orillia, Ont. 8 www.crarental.org

Sept. 14

CRA B.C. golf tournament Richmond, B.C. 8 www.crarental.org

Sept. 23

CRA CFL Day Regina, Sask. 8 www.crarental.org

Sept. 25 - 26

Propane heater certification course Abbotsford, B.C. 8 www.crarental.org

Oct. 23

CRA Saskatchewan general meeting TBD, Sask. 8 www.crarental.org

Oct. 24 - 26

Green Industry and Equipment Expo Louisville, Kty. 8 www.gie-expo.com

Rentquip welcomes tanguay

Rentquip Canada has announced the addition of Martin Tanguay to its Quebec sales team on July 1. Tanguay will be covering the Eastern Quebec territory, and with over 20 years of experience in the tools and equipment industry, he will be a valuable asset to the Rentquip team. “We are excited to bring Martin onto our sales force, and give him the opportunity to use his extensive knowledge of the equipment industry in a very positive way,” said Shawn Parks of Rentquip Canada. “Martin will bring a significant amount of energy and positivity to our company.”

INDUSTRY NEWS

HewITT TAke S over Bu Cyru S eASTer N ASS eTS

Caterpillar and Hewitt Equipment have announced that Caterpillar Global Mining and Hewitt have signed an agreement for Hewitt and its subsidiary, Atlantic Tractors and Equipment, to acquire the Bucyrus equipment distribution and support business in the province of Quebec, western Newfoundland and Labrador, and the Maritimes.

“Cat dealers play a pivotal role in helping us build and maintain our worldclass system of distribution and product support. This is critical to providing value and solutions for Caterpillar mining customers, and Hewitt will be helping us achieve that,” said Steve Wunning, Caterpillar group president with responsibility for resource industries.

“We are very enthusiastic about this agreement, under which we will provide an even broader product offering to our valued mining customers,” said Jim Hewitt, president and chief executive officer of Hewitt. “We look forward to collaborating with Caterpillar and with our customers as we work together to build on the existing Bucyrus support resources in our service territory. We are already making significant investments in facilities and in training to further strengthen that support capability. Further, as the transition takes place, we will be investing heavily in parts and component inventories to help ensure our customers attain optimal availability of their Cat and Bucyrus equipment. We also look forward to welcoming the former Bucyrus employees who will be joining the Hewitt Team.”

Caterpillar has announced similar transactions with other dealers over the last several months. Caterpillar continues to hold discussions with other Cat dealers that have mining activity in their territories and will continue to operate the former Bucyrus distribution business until the transitions have occurred in a given territory.

Hewitt Equipment Limited is the authorized Cat Dealer for the province of Quebec and western Newfoundland and Labrador, and through its subsidiary, Atlantic Tractors and Equipment, is also the Cat Dealer for the Maritime provinces. With headquarters in Pointe-Claire and 45 branches, the Hewitt Group sells, rents and services the full line of Caterpillar products through five divisions: Heavy Equipment, Material Handling, Energy, Truck and Agricultural.

Hewitt’s other subsidiaries are: Hewitt Material Handling, Hewitt Rentals (Quebec, western Newfoundland and Labrador and the Maritimes), Montreal Hydraulique 04 and Sitech Atlantic.

Sullair Corporation has announced that United Technologies reached an agreement with the private equity firms of the Carlyle Group and BC Partners for the purchase of Hamilton Sundstrand Corporation’s Industrial businesses, including Sullair Corporation. BC Partners and Carlyle have formed a limited partnership and will jointly oversee management of Sullair. This transaction is expected to close in the fourth quarter, upon completion of all required approvals.

The Carlyle Group is a 25-year-old investment firm that boasts an array of diverse investors, ranging from public and private pension funds to unions and corporations. BC Partners is a 26-year-old worldwide private equity firm that specializes in buyouts and acquisition financing. According to Henry Brooks, president of Sullair Corporation, “The partnership between Carlyle and BC Partners provides a unique growth opportunity for Sullair. They recognize that our business

Nissan Forklift Corporation has announced the addition of Charles VandenBosch as senior manager of outside sales. Bringing seven years of dealer development experience with him, VandenBosch is responsible for growing equipment and parts sales as well as growing Nissan Forklift’s market share.

“We are happy to welcome Charlie to the Nissan Forklift team,” said Rick Green, director of sales for Nissan Forklift. “He applies his knowledge and experiences to coaching our sales teams, and brings value to our dealer network.”

VandenBosch earned his bachelor’s degree in education from Northern Illinois University and his MBA from Roosevelt University in Chicago. He was selected as a presenter at industry events including ConExpo and World of Concrete and to such organizations as the American Rental Association and the Associated Equipment Distributors.

is a performance leader in our markets with great employees, great products, and vested channel partners. Additional investment in Sullair will enhance our capabilities to compete on a global scale. As president of Sullair Corporation, I could not be more pleased with this outcome. Sullair has a history of great performance, and I feel that with the combined BC Partners/ Carlyle Group ownership, the future for Sullair is indeed the brightest in my memory.”

G R eat folk S, GR eat bu S ine SS

The Pardys put a warm, human face on Butler Scaffolding

Dale and Sara Pardy are about as nice a young couple as you could hope to meet. This may sound like faint praise for a pair of entrepreneurs who are ostensibly dedicated to maximizing profit in the cutthroat world of small business, but it is not. Because the Pardys, and their rental operations, Butler Scaffolding and Rentool, illustrate one of the best aspects of the Canadian rental industry, especially in the Atlantic provinces. It really is about people and how you get along with people and create relationships with people. And so, perhaps more than in any other business sector out there, it really is possible for nice people to finish first.

by PaTriCK Flann E ry

The Pardys’ involvement in the rental industry has been rooted in their communities and old friendships from the start. Butler Scaffolding was started in 1982 by Garnet and Karna Butler, two legends in the Atlantic rental industry. Garnet rose through all the chairs in the Atlantic local of the Canadian Rental Association and went on to become president of the national association in 1998. Karna also served in all chairs of the Atlantic local and as national director for the region. Garnet and Dale were from the same tiny town of Burin, N.L., population 2,470. Garnet moved away before Dale was born, but the Burin connection loomed large when their two paths crossed again. Sara had a much longer association with the Butlers. They lived, and Karna lives today, on the same street she grew up on in Hammonds Plains, N.S., just outside Halifax. Dale studied aquaculture and scuba diving at school in Prince Edward Island and planned to become a fish farmer but found the industry poorly regulated and full of opportunists looking to make a quick buck without regard for safety and the environment. Discouraged, he moved to Halifax and started driving truck for

his fellow Burinite, Garnet Butler.

Pardy says he could not have been more fortunate than to fall in with a mentor and boss like Butler. After he drove truck for a few years, Butler brought him in to oversee tool rentals and the yard when the previous manager was injured. That move turned into a permanent promotion when the manager, Butler’s sonin-law, went on permanent compensation.

“Garnet came to me and said, ‘Look, we are going to have to post for a manager,’” Pardy remembers. “And I asked him why he had to post for a manager when he had one in the yard.”

A ChANCE To B uy IN

Pardy managed the shop for about two years, then Butler came to him with another proposal. He asked Pardy to keep managing the shop, but to take on increasing responsibility as he went into semi-retirement, coming in less regularly or part-time. In return, Pardy would be paid a two-per cent share in the business per year. Pardy agreed, and after four years had accumulated an eight-per cent stake in Butler Scaffolding.

Then Garnet Butler was diagnosed with cancer.

“We had to kind of speed the process up,” Pardy explains. “We had planned on working for 10 years, which would have given me 20 per cent of the company. Then I could go to the bank and say, ‘Look, I already own 20 per cent, what is the chance of getting a loan to pay out the rest?’” Instead, Pardy and Butler sped up the buy-out process, with Pardy taking full control of the company in 2007. Garnet Butler passed away on Oct. 6, 2007.

“There were a lot of sleepless nights in that first year,” Pardy reports. It was one of those situations where all the changes seem to happen at once. The Pardys had a newly arrived son, Timothy, born the fall before, and had taken over Butler in January, the slowest time of the year. “From January to April you are trying to make ends meet, but the bills still have to be paid, which had to come out of our pocket,” Pardy explains. “Once April and May started to roll around we started to get busier and things started coming into place a bit

better, but if I had it back I would have waited. I didn’t have that luxury, but if we could have bought in April it would have been way easier on the nerves and easier on the head.”

Pardy credits Garnet and Karna for teaching him everything he knows about the rental business and for being very generous with their time and knowledge even after he took over. “They are great people,” he says. “They taught me everything. They did not hold anything back. There were times I had little problems or glitches and I could go there any

Dale Pardy makes it his business to know as many of his customers by name as is possible. His “personable” approach creates loyalty and repeat business.

time. Garnet would stop in and see if I needed any help and Karna was always there to help. They were great mentors.”

Sara chimes in, “Karna still is. If we called her today and asked her anything, Karna would be right here to help us with anything we needed.”

Look ING foR A RISING TIDE

Pardy has split the company into two divisions: Butler Scaffolding, which carries only scaffolding and related products, and Rentool, which is the small equipment and tool rental side. The company employs six people and serves a roughly triangular area from Truro, N.S., to Bridgewater to the west and Sheet Harbour to the east. Butler’s clientele is mostly homeowners and small contractors, mixed about evenly between urban and rural. “We do not have any of the big earth movers or the big boom lifts and such,” Pardy says. “We have smaller tools and equipment for the jobber.” Pardy estimates his business breaks down to about 60 per cent scaffolding and 40 per cent tools and machinery. Two of Pardy’s employees date from his time as manager under Garnet, and he has added two more.

Reliant as he is on the local home renovation and building market, Pardy is looking forward to some sustained growth because of a large military shipbuilding contract the federal govern-

ment recently awarded to the Halifax shipyards. “I think the market is going to go through the roof on the housing,” he says, “so then demand is going to be higher for lumber, steel and everything, so everything is going to go up. So this year, before they get the ship building going, I think everybody is trying to get their little projects done.” Pardy is not ready to pop any champagne corks yet, though. “They say [the military] contract is for 30 years, so yeah, the hope is there,” he says. “Some people are skeptical, some are not. Some people are jumping right on the bandwagon and some are holding their money back in case this thing falls through and it is not the big boom everybody is talking about. We are hoping.”

kEEPING IT SIMPLE

One way the Pardys have kept costs under control is to manage the level of complexity they have to deal with in their business. Their tool operation consists of “generally anything that two guys can carry,” Dale says. “Nothing you need a crane to lift or a flatbed.” That means no aerial lift platforms, despite the apparent synergy with Butler’s scaffolding business. The Pardys have also shied away from direct involvement in setting up the scaffolding they rent. “We sub it out,” Dale explains. “We used to do it all the time, but a few

years ago the liability insurance went through the roof so now it is not worth our time with the clients. With the small homeowners and jobbers, a lot of them do not fall under the same rules and regulations. We have instructions we send along.”

Keeping it simple allows Pardy’s employees to be generalists, able to help with anything he needs them to do in the business. “Elya is our truck driver, unless he’s sick, then we will put somebody else in that role, including myself,” Pardy explains. “John is our counter guy. He is mostly in the office, but if someone is off for some reason he can go in the back to fix tools or service customers. Everybody has their hands on the equipment. I do a lot of it myself. We do not have a trained mechanic – anything

that requires a lot of work we send out. Simple stuff, replacing hoses or valves or something that is easy, we do inhouse, but anything major we send out.”

A TRADITIoN of INVoLVEMENT

The Pardys learned from the Butlers that involvement in their CRA local and its trade shows pays dividends. They have continued that tradition by giving generously of their time to the association, and putting themselves and Butler Scaffolding front and centre at Atlantic local events. “Before I bought the business I did attend some of the meetings and some of the rental shows with Garnet,” Dale remembers. “So I got a bit of a feel for it. He seemed to feel it was a great benefit and now that

left: Scaffolding makes up about 60 per cent of Pardy’s business. He concentrates on just supplying the material along with instructions and lets others handle the setup and training.

above: The Pardys’ son, Tim “the Tool Man”, creates a sensation when they take him to trade shows. They also have a 13-year-old daughter, Emily.

we are into it, we agree 100 per cent.” Both Dale and Sara took executive positions in the Atlantic local in the fall of 2011, Dale as vice-president and Sara as treasurer. “We were both a little nervous because we felt we were so new in the rental business, but both Garnet and Karna were big, big believers in the rental association and what it can do for you. Just the networking with the other rental houses, for instance. I have gotten a few real good pointers from our new national director, Dave Fraser, just through general conversation, having a beer.” Dale says he finds the CRA fuel discounts and the self-protected insurance program very helpful, as well.

Dale is eager to grow the Atlantic local and help it to become more selfsufficient. “We know Mandy [Wellnitz]

and Pascale [Lambert] are busy up there,” he says. “They are two women who are pretty well running the whole thing for the country, so their hands are kind of full. We are going to try to take the onus on ourselves instead of just passing the buck.” The Atlantic local held a golf tournament on P.E.I. for the first time this summer. Dale felt the event went very well, but that the association needs to do a better job of getting the word out to members.

Sara adds, “The problem is, we have such a large area and to get people to travel from Newfoundland to P.E.I., well, it was mostly executives that were there. The other people were mostly suppliers. It was great, we had about 30 people in total, but we are really going to work at that and build it and show it up in a newsletter to try to get more attendance. We want people to know how much fun we had and to try to get more people involved.”

“I think this golf thing might catch on,” Dale says. “They had a blast and we had a little vote on it afterwards and everyone was in favour of doing it again next year. They were happy with the location, but we will probably try different venues to see if we can attract new people.”

P ERSoNABLE

Asked what the secret to success in Halifax is, Dale replies with one word: “personable.” He says business there is done on an individual relationship level to a greater extent than in other places he has been. “I’d say half or better of my customers come in here and I try to get to know them a little bit,” he says. “Sara is amazed sometimes that I know them by name. I try to be personable with them and it seems like they are more loyal if they come in and you say, ‘How are you doing, Jim?’ instead of, ‘What’s your telephone number, I’ll bring you up.’”

“Personable” service is an easy concept that almost everyone understands, but only a very few can execute. Dale and Sara Pardy, with their sincere friendliness and open interest in others, practise it without even having to think about it. CRS

Co R po R ate poli Cy manualS

Protect your company and your employees while saving $2,396

by E D DwyE r, C ra P r ES i DE nT

Does your company have a corporate policy manual, commonly referred to as an employee handbook? If not you should seriously consider getting this important business tool for your company as soon as possible. Signing an employee handbook or employee policy document is standard procedure before going to work for all large companies these days, and for good reason. These documents help protect both the employee and employer. Signing one should become part of your new-hire orientation process and the regular updating of your existing employees’ files. If your company does not have a corporate policy manual that is distributed to every employee your policies will not be clearly communicated and it cannot be assumed that every employee knows them. Managers and employees will have to rely on the company’s memory to ensure consistency when applying policy. Verbal communication of company policies carries no proof that you made your workforce aware of the rules. This leaves you vulnerable to legal problems. Remember that a verbal agreement is not worth the paper it is printed on and we all know what the word assume really means.

Until recently, if you wanted an employee handbook you had to hire a labour lawyer or consultant who would customize one for you. This could be a very expensive undertaking for small companies, as labour laws can be very complicated with different rules in every province.

I want to tell you about one of your Canadian Rental Association’s newest member benefits which was presented to the CRA board of directors by B.C.’s Angie Venekamp and approved by the board in September 2011. It is an inexpensive way to get an employee handbook for your company.

Your CRA, working with CPM Manuals, has developed a special program designed to provide our members with a customized manual at an 80 per cent discount off the standard commercial price of $2,995. Our CRA member price is only $599, a saving of $2,396 if you have no more than three locations. This is another example of the payback and value you receive for your CRA membership investment. To order your customized employee policy manual template, simply call CPM Manuals at 1-866-925-9789 or your CRA office at 1-800-486-9899.

This employee policy manual template has been developed to include all the items important to rental businesses in Canada today. This template contains approximately 100 separate topics in nine major sections, logically organized for easy reference.

This is not an off-the-shelf product. The CRA and CPM Manuals have focused on your needs to create rental-specific policies and guidelines. For a small investment of your time to personalize the template, and at a fraction of the cost of a typical consultant solution, you will have an employee policy manual that is thorough, professional and accurately reflects the labour laws and standards of the province you do business in.

An employee handbook will help protect you and your business and make your company more professional. If you think that you personally have a time management issue and are too busy to take on this important project, then show some leadership and due diligence and delegate the project to someone else in your company. It will be time and money well spent. CRS

the pros and cons of incorporation

Personal protection is great, but it is not free.

by Deryk Coward

There are generally three different ways your business can be formed. It can be a sole proprietorship (you personally), a partnership (you personally, along with others), or through a corporation. In this month’s article we will examine some of the pros and cons of operating your business as a corporation.

Being the owner of a business can expose you to personal liability in some cases. For instance, if you run a construction company and a project is deficient, you could possibly face a major lawsuit. You would be personally responsible to your client, and your personal assets would be at stake.

When a company is incorporated the company gains its own identity. It is considered to be a separate person under the law (with some important exceptions). Generally speaking, if the company is sued, it is only the company’s assets that are exposed to liability, not your own. This is a great way to protect your house, your bank accounts, vehicles and other personal assets. This is useful not only in the event of a lawsuit, but also for creditor protection in the event of a bankruptcy. It will be the company that goes bankrupt, not you personally, and all outstanding creditors will be left to fight over the remaining company assets while your personal assets remain out of reach.

Setting up a corporation can result in tax benefits for the owners. You can pay yourself a salary while keeping some of the company’s earnings held within the company. This can help to keep you out of the upper tax bracket and delay giving you your money until later years when you may not be earning as much income.

Tax benefits can also be found if your family members are involved in the business. Shareholders can receive dividends, and these can be awarded in a variety of ways to different classes of shareholders. This is just another way to avoid earning money in high-income years and to release money during low-income years. Obviously, tax planning is complex and

will vary significantly from person to person. You should consult your own tax lawyer or accountant in order to obtain specific advice for your individual situation.

There are regulatory requirements for all registered corporations under provincial and federal law. This means preparing annual filings, which should be done by an attorney or an accountant. Although this will mean an annual cost that you would not otherwise have as a sole proprietor, it can be compared to paying insurance premiums. You pay annually to keep the corporation alive and your personal assets are protected.

If you are a sole proprietor contracting out your services in Canada, whoever hires you must withhold some of your payment to go to CPP and EI. This is not the case with corporations. If your company is incorporated there is no withholding payment and you will receive the full amount for the services you charge.

It might seem silly to some but there is a common perception that businesses with Ltd. or Inc. after their name are more professional and more reputable than simply “Jim’s Construction Company.” This improved perception could lead to bigger and better projects for your business.

If your operation grows large enough you may want to bring on investors to expand your business. This is much easier to do with a corporation than a sole proprietorship or a partnership. Issuing new shares can be a simple procedure and a great way to bring cash in to the company coffers.

Disputes can arise over whether or not contractors for a company are employees or independent contractors which can affect payment, employment benefits and taxes. This problem is much less likely to occur if a corporation is involved instead of a sole proprietor.

If you are running a small business which is growing, incorporating may be the next logical step for you to help your business expand and to protect your personal assets. CRS

Comin G C lean

knowing the four elements of cleaning will help better solve customers’ cleaning quandaries.

Many view cleaning as a simple process. We wash, wipe and scrub every day without giving it too much thought. But what if the job is more complex than a simple scrub down? While basic cleaning is almost an automatic process, tough cleaning jobs require more thought and even some problem-solving tactics.

by Dani E l lE iSS, Pr ESi DE nT oF J E nny ProDuCTS

using heat and pressure on greasy messes can be a mistake as the heavy water flow may simply spread the contaminant around and create a film. Grease and oil are best tackled with steam cleaners.

There are several products available to assist in cleaning efforts. While this can be great for your rental operation in the sense that it will allow you to provide many helpful options to assist a customer’s cleaning efforts, it can also be overwhelming for the customer to choose the right one. It is up to you to have the knowledge and expertise to recommend the best solution for each individual problem, likely resulting in a happier, repeat customer.

DIGGING u P Th E fACTS

First, you need to know a few details about the customer, including what he or she hopes to achieve by cleaning and what type of contaminant is involved. Common contaminants include those that can be seen, such as dirt and grease, and those that cannot be seen like bacteria and germs. Knowing these facts will

dictate whether the customer needs something that will provide a quick rinse or a machine that will kill germs and sanitize as well. And because different cleaners provide faster results than others, it is also wise to find out how much time the customer wants to spend cleaning.

The next step is taking these facts and thinking about the combination of elements that will best solve the problem. There are four basic elements of cleaning: flow, chemical, temperature and pressure. Changing one element, even slightly, significantly affects the other three. Not only that, but any deficiency in one element can be made up by a stronger presence of another. When the elements are thoroughly understood, you will be able to apply this knowledge to complex cleaning problems and come up with the best solution.

High-pressure, hot water solutions are best for blasting heavy mud and grime off heavy equipment.

DyNAMICS of Th E ELEMENTS

The best way to introduce the four elements is to visualize a basic cleaning task. Think about someone washing dirt off his hands. The cold water from the faucet (flow) combined with rubbing his hands together (pressure) would be sufficient enough to remove the dirt, but would not provide a thorough cleaning. In order to accomplish this, adding some soap (chemical) and warmer water (temperature) would be effective and also speeds up the process.

Seems simple enough right? But what if instead of dirt, the person’s hands are covered in a greasy deposit? In this case, flow, pressure, chemical and a cold temperature of water would not be enough to provide a thorough cleaning, as cold water does not effectively remove grease. To clean away grease, hot water combined with the other elements is required.

Now let’s take this hand-washing example and change it a bit to illustrate the fact that any deficiency in one element can be made up by more effort from another. Imagine the person’s hands are not covered in light dirt or grease – this

time they are caked with mud. The presence of all four elements would be necessary to efficiently clean the mud off.

But what if hot water isn’t available? Her hands can still be cleaned thoroughly, but not without a little more effort from the other elements. Maybe using a stronger soap or scrubbing her hands together more briskly to create additional pressure would be enough to make up for the low temperature. Both of these would be effective ways for the other elements to work harder and compensate for the lack of one. Conversely, if a weak chemical were being used, added pressure and the use of hotter water would make up for the deficiency.

The hand-washing example is not hard to grasp. But what this example does is break down the cleaning process so it can be understood and applied to complicated, real-life situations.

R EADy, SET – CLEAN!

Combination cleaners consist of both a cold and hot pressure washer as well as a steam cleaner in one portable package. Because they offer the option to quickly switch between the three functions, the two biggest features they offer are convenience and versatility. They save the user time, as well as spare them the need to rent multiple machines.

While versatility is the main selling point of these machines, it can also be overkill for the customer. They may see the machine as a time-saver and an opportunity to have one cleaner that can do it all, but in reality they may not need all three uses, resulting in wasted functionality. So, again, be sure to clarify each customer’s intentions before simply renting a catch-all solution. Though it takes a little extra time, renting a more catered solution helps build stronger, longer-term relationships with customers.

People clean to achieve a variety of results. Whether they are prepping surfaces for painting, killing germs and sanitizing, or simply cleaning for appearances’ sake, it is important to remember that there will always be one combination of the basic cleaning elements that produces the best results. Armed with this knowledge, you’ll now be able to better analyze customers’ challenges and provide them with the proper tools and information to make the best cleaning decision. CRS

p R o D u Ct SH o WC a S e

fuLL LIfE CyCLE SoLuTIoNS

Texada 8 www.texadasoftware.com

Texada Software provides Systematic Rental Management enterprise software to manage the complete equipment ownership life cycle, from acquisition, rental and sales of construction assets through to disposal. Texada Software is offered in the cloud or as a client-based service, and is deployed in some of North America’s leading construction rental companies. With deployments of over 1,000 users, SRM is scalable to meet the needs of any sized customer.

Customers expect quick, easy and consistent service. Rental operators need software that enables personnel to find better, faster methods to deliver. Fewer keystrokes, quicker inventory checking, and easy contract preparation means less wait time for customers; less wait time means fewer reasons for customers to switch to the competition. SRM delivers accurate, up-to-

the-minute information on revenue, profit and key performance indicators. Which customers pay promptly and which ones don’t? Which customers are most profitable, what locations are most efficient and where can service be improved? SRM provides insightful information that can improve revenues and enhance the bottom line. Detailed utilization reporting highlights what is in demand, what is being used frequently and what is sitting in the yard. Downtimes are minimized by pre-scheduling preventive maintenance – as functional equipment life increases, profits rise. Day-to-day activities require streamlining, invoices need to be generated more efficiently, inventory tracking should happen at a detailed level and Internal processes need to be constantly measured, adjusted and revitalized. Rental operators need software that reduces theft, tracks progress and ensures audits and security meet set standards. All these can be accomplished with SRM software.

introduced a comprehensive business management solution for rental operators who want state-of-the-art inventory control capabilities at an extremely affordable price point. Enfinity SaaS offers subscription-based access to SBC’s flagship Enfinity rental system, winner of multiple industry awards for software innovation. It moves traditional server functionality to the cloud, which accomplishes the following:

• reduces upfront costs

• eliminates the need for system management

• harnesses the Internet for seamless access

• automatically performs repetitive tasks such as data backups

• ensures that the rental business always has the latest software release

Solutions by Computer

8 www.solutionsbycomputer.com

Solutions by Computer has

Enfinity SaaS offers access to the latest range of rental applications, including Enfinity’s recent integration with DPL America that extends GPS capabilities and provides enhanced telemetry for asset tracking. The SaaS option

offers all of the functionality included in the system’s latest release 3.0, including:

• pull for delivery order staging and change tracking

• enhanced kit capabilities (“assemblies”) for items that are often combined into a single rentable unit but may also be rented separately

• physical Inventory-taking while open for business, with automatic adjustments to counts as transactions occur

SBC’s Enfinity software also provides intuitive tracking and processing of all rental transaction types, and can give endrenters the option of accessing their account information and reserving rentals through a secure Internet portal.

fLExIBLE PARAMETERS

Point-of-Rental Systems

8 www.point-of-rental.com

Designed by rental people for rental people, Point-of-Rental Systems’ Enterprise Software for Windows is a complete rental management software

with flexible parameters that can be set to serve any type or size of rental store. The software provides a wide variety of features as well as optional modules to fit the rental operator’s business needs. Some examples include a dispatch centre with GPS that interfaces seamlessly with Point-of-Rental transactions, a fully integrated purchase order module designed specifically to handle sub-rentals and re-rentals, a service order module for recurring service of on-rent equipment, and a business intelligence dashboard that can be tailored to your specific company goals.

To help owners and managers keep a close eye on trends, over 400 reports can be automatically generated, and an unlimited number of others can be created using Crystal Reports.

Known for its ease of use, the intuitive counter system writes transactions for quotes, rental, sale, reservation, asset sale, internal repair orders and work orders, and includes the ability to clone, continuation bill, line item bill, reprint, fax or e-mail transactions.

Other features include integrated accounting, automatic electronic invoicing, mass fax and e-mail settings, wireless notifications, automated maintenance scheduling, CRM and an employee time clock.

The software also integrates with Point-of-Rental Systems’ web design and management services to provide businesses with full-featured websites optimized for smartphones.

Scheduled automatic updates ensure that website inventory is always current, and quotes and reservations can be created instantly with the shopping cart feature.

By automating many processes, Point-of-Rental’s Enterprise software can eliminate errors

and increase efficiency as well as ROI. Software support is available 24 hours per day, seven days per week, with a subscription that includes updates. To better use new capabilities, advanced training is available at various locations throughout the year.

MoBILE ChECkouT

QThru 8 www.qthru.com

QThru has announced the launch of its mobile platform: a new technology for retailers that enables shoppers to scan items using a smartphone as they shop, facilitating an efficient checkout from their phone. The QThru system has had a successful test market deployment in the Seattle area. “Given recent advancements in technology, consumers are realizing there is a better way to check out of a retail store without standing in a long line,” said Aaron Roberts, founder and CEO of QThru. “Current self-checkout stations only magnify the problem because they are slow and inefficient and create a bottleneck in the store. QThru provides a simple solution that saves time while also building customer loyalty.”

After a simple installation, a retailer’s products and pricing are synchronized with the QThru cloud. Customers can then download the QThru smartphone app and start shopping. To complete the checkout process shoppers enter a previously stored passcode and scan a QR code at a checkout kiosk, which completes the transaction

from their phone. QThru uses a cloud-based, fully PCIcompliant, secure storage facility to protect payment and personal information. A receipt is generated from the kiosk, which is highlighted in a different colour and is reviewed by a store employee at the door.

Aaron Roberts has spent 20 years building consumerfacing services through technology. Most recently he was a senior software development manager with Research in Motion, leading and growing successful products used by tens of millions of customers. “For the past year and a half we have worked with retailers to understand their needs,” said Roberts. “We are convinced the QThru platform provides a turnkey solution for enhanced efficiency, loyalty and security for any retail business. The greatest challenge was not the comprehensive database integration but rather the ability to include weights and measures for items such as produce. But we knew if we could handle that scenario then we could handle anything else.”

The cost for a retail store to integrate with QThru is free. Adding a checkout kiosk is $900 and the inclusion of a digital scale brings the price to just $5,000. The software is simple to integrate and does not require a specialist.

“We’ve been testing QThru for six months at the IGA Ridge Supermarket in Snoqualmie, Wash.,” said Tyler Myers, president of the Myers Group. “We wanted to see how our customers embraced this alternative technology and it was enormously popular. We plan to install QThru in our other retail locations, including a hardware store. QThru also allows us to offer added value to our customers through

exclusive announcements, events and coupons and we plan to install it now at all of our grocery and hardware stores.”

fRIENDLy AND CoNfIGuRABLE

Unique Business Systems 8 www.unibiz.com

CR2 from Unique Business Systems integrates all aspects of the business from equipment acquisition to sales, managing the rental fleet, parts sales and servicing as well as internal and customer-owned equipment. Using state-of-the-art technology, CR2 has been designed to be extremely user friendly and user configurable. This offers increased flexibility in enabling rental operators to customize processes and business workflow.

Taking business to the next level requires improving the productivity of staff. CR2 provides rental operators with the necessary tools to achieve this. By connecting different departments and providing real-time information across the entire organization, CR2 helps grow business.

CR2 rental software is suitable for:

• distributors and dealers of construction equipment

• equipment rental and sales co-ordinators

• re-rental and consignment managers

• parts inventory managers

• service and repair facilities

• dispatch coordinators

• warehouse managers

INTuITIVE uSE

Alert Management Systems

8 www.alert-ims.com

SOFTWARE

Alert Management Systems’ EasyPro heavy equipment rental software offers inventory management that meets rental operators’ issues. Alert’s equipment rental software can schedule heavy equipment maintenance, manage internal and customer work and evaluate how heavy equipment is used. Return on investment can be calculated. Parts and heavy equipment sales can be managed from purchase order through receiving, pricing, sales and service. The advanced Counter Intelligence System improves the efficiency of counter operations with integrated credit card processing, barcode check-in, signature capture, fax and e-mail, and driver’s licence imaging. Alert EasyPro’s equipment rental software is designed to be easy to use by being intuitive. It has powerful billing, reservations, dispatch and transportation management features. Alert Management Systems also offers dependable support.

CANADIAN SofTWARE

Open Door Technology www.opendoor.ca Rental Management Software from Open Door Technology is designed to fast-track rental businesses. Rental companies today need rental tracking software to solve problems with inflexible rental terms, limited access to real-time information and inefficient invoicing cycles. Dynamics NAV Rental Management software gives them a system

flexible enough to handle their unique requirements and achieve a competitive edge. Rental Management is a system that uses the power of a single database to give rental operators the access and flexibility they need. Open Door offers a complete solution for rental tracking software. Dynamics NAV Rental Management is a comprehensive rental system employing the power of Microsoft Dynamics NAV, a system in use by over 70,000 organizations world-wide. Users have total visibility as information is shared across the system through a single database, which eliminates multiple data entry points. Integration with Microsoft Dynamics NAV offers access to a full suite of other modules including financials, purchasing, customer relationship management, service management, manufacturing, job cost, warehouse management, human resources and payroll.

Rental Management software allows companies to track equipment reservations on rental quotes and orders to properly match customer demand to available equipment and determine the optimal mix of equipment in the rental fleet. Users can create fixed asset groups to manage reservations without committing specific assets until they are shipped out to the customer, or quickly check availability of rental assets by asset, group, location or userdefined equipment categories and features.

five ways to make wedding vendors hate you

by The Bitchless Bride

Therapeutic venting from a veteran event organizer.

Brides, if you want to make sure your wedding vendors hate you, stop reading. But, if you want to learn how you can be a brag-worthy bride, then read on.

1. DEMAND A DEAL

Let’s start at the beginning. Lately, there has been a lot of talk about the “art” of negotiation and perhaps this is going to your head. Before you meet your vendors, do your homework. Research the appropriate price ranges for the particular service you are looking to procure, and then do a lot of listening at your meeting. If there is a drastic price difference between vendors, then most likely you are not comparing apples to apples. For instance, not all florists provide the same quality of product, versatility and design esthetic, so don’t expect the same price. The same goes for your band, deejay, caterer, planner and rental operator.

Instead of demanding a deal, just tell us what your budget constraints are so we can work with you on a plan that meets your needs and helps you stay on budget. But, please do not tell us about how some second-rate “professional” is cutting you a deal. Because odds are, you won’t like our answer.

2. STALk

Once you hire us, please don’t stalk us. We do not want an e-mail every time you change your mind or make a decision about something. If your wedding is not until fall of 2013, then you don’t exist to us yet. Lose my number until January. Seriously, unless you are splitting from your fiancé and calling to release the date, then we don’t want to talk to you until after the first of the year.

3. kNoW EVERyThING

We are the wedding professionals, not you. You don’t see us marching into your office telling you how to do your job, do you?

Instead of telling us how to do our jobs, let us

know what is confusing you and what is not going the way you expected. You see, your wedding is our “office,” a place we frequent several weekends out of the year, and you only do this once (or twice or maybe even three times) and probably have not done this before. Please, learn to trust us because we are the professionals.

4. kNoW NoThING

It is OK if you don’t know exactly what you want, but please don’t be so indecisive that you can’t tell us anything about what would make you happy on your wedding day. While we are quite happy to offer our opinion, we are not in that crazy little noggin of yours, and it is actually worse for us to work with a client who doesn’t know what she wants. Because then we run the risk of disappointing you on your wedding day if our ideas conflict with what you thought you wanted.

5. MuLTITASk ME

If I am your photographer, please don’t ask me to do anything else except take pictures on your wedding day. You wouldn’t ask the chef to fill in for the deejay, so please don’t ask your wedding vendors to do anything outside the scope of their contract. It puts them at risk of not fulfilling their obligations to you, and it makes your wedding appear completely unorganized.

Instead of asking your vendors to take over, hire a co-ordinator for the day, or ask your most Type A friend (who is not in the bridal party) to step in and run the show. Let your vendors do their jobs.

This article originally appeared on the GigMasters website at www.gigmasters.com. CRS

The Bitchless Bride, author of the Bitchless Bride blog, describes herself as “a foul-mouthed wedding planner attempting to educate brides on bitch prevention.” Her blog is at www.bitchlessbride.com.