At Patriot Rentals & Equipment

THE DREAM AT PATRIOT RENTALS & TEAM EQUIPMENT

INDUSTRY OUTLOOK Mini excavators PAGE 14

SERVICE TIPS Engine replacement strategies PAGE 44

JULY | AUGUST 2019 NEW! Brave Truck Loaders GARDEN BETTER VACUUM, SHRED, AND COLLECT LEAVES AND DEBRIS Maxim o ers a full line of garden equipment that feature all steel construction, reliability, and versatility. Perfect for REE rental applications or for F

the dedicated gardener. IN CONTIGUOUS 48 STATES F T REIG H TWO HANDLES maximmfg.com/pcr • (888) 526-1423 FOR FULL CONTROL!

COMMERCIAL CONSUMER PLOWS TOW-BEHIND TOW-BEHIND TILLERS TILLERS AERATORS LAWN ROLLERS (855) 428-2233 braveproducts.com/PCR

UNMATCHED POWER TOUGH BUILD 4 The ProBarrow electric wheelbarrow provides standard features such as the 800 Watt STUMP GRINDERS drivetrain, 9 cu-ft oversized drum, and the patented solid steel construction that sets Mini • Residential • Professional the ProBarrow aside as a machine – not just a wheelbarrow. This means that you and your employees can work longer, work happier, and ﬁ nish 1. Unique side discharge more projects. All you have to do is steer! keep debris away from the machine and the user 2 2. Powerful Honda engines for reliability and strength 3. Greenteeth™ standard on all Dosko Stump Grinders 4. All machines designed to be easy to operate and maintain 1

3 855-388-9658 866-415-2915 | [email protected] | www.gnedi.com/pcrpb dosko.com/pcr

Your customers will love being able to MER FRE TO SPLITS BOTH WAYS E S IN CONTIGUOUS 48 STATES ﬁ nally create their dream lawn. U

C You’ll love the low maintenance, easy F D serviceability, and quick ROI! TOP SELLER!E R V E APPR O IG H T

Choosing a mini excavator can be tough. Similar capabilities. Similar features. Similar prices. Until now! The new JCB 18Z and 19C mini excavators have made your choice a whole lot easier. Tough as nails with all-steel body work. Easy to maintain with 500-hour greasing intervals. And simple to haul from one job to another. KISCUTTER EDGE-R-RITE II LS22 OVERSEEDER To find out how a JCB mini excavator can add value to your business, visit www.jcb.com or SOD CUTTER EDGER contact your local JCB dealer. Your source for Turfco ® += /JCBNA @JCBNA JCBNA www.jcb.com IRON DON’T SWEAT IT. SPLIT IT! GREAT NORTHERN EQUIPMENT equipment and parts! &OAK IRONANDOAK.COM/PCR | 866-297-4353 866-323-2956 • gnedi.com/pcrtr GREAT NORTHERN EQUIPMENT

5295 NEW! Brave Truck Loaders GARDEN BETTER VACUUM, SHRED, AND COLLECT LEAVES AND DEBRIS Maxim o ers a full line of garden equipment that feature all steel construction, reliability, and versatility. Perfect for REE rental applications or for F the dedicated gardener. IN CONTIGUOUS 48 STATES F T REIG H TWO HANDLES maximmfg.com/pcr • (888) 526-1423 FOR FULL CONTROL!

COMMERCIAL CONSUMER PLOWS TOW-BEHIND TOW-BEHIND TILLERS TILLERS AERATORS LAWN ROLLERS (855) 428-2233 braveproducts.com/PCR

3 855-388-9658 866-415-2915 | [email protected] | www.gnedi.com/pcrpb dosko.com/pcr

Your customers will love being able to MER FRE TO SPLITS BOTH WAYS E S IN CONTIGUOUS 48 STATES ﬁ nally create their dream lawn. U

C You’ll love the low maintenance, easy F D serviceability, and quick ROI! TOP SELLER!E R V E APPR O IG H T

KISCUTTER EDGE-R-RITE II LS22 OVERSEEDER SOD CUTTER EDGER

Your source for Turfco ® += IRON DON’T SWEAT IT. SPLIT IT! GREAT NORTHERN EQUIPMENT equipment and parts! &OAK IRONANDOAK.COM/PCR | 866-297-4353 866-323-2956 • gnedi.com/pcrtr GREAT NORTHERN EQUIPMENT 39

CONTENTS 14 JULY | AUGUST 2019

FEATURES RENTAL CENTER 8 BUSINESS MANAGEMENT Dream Team Name your price 48 Patriot Rentals & Equipment celebrates its first year in business with a team built from a well- prepared roster. INDUSTRY OUTLOOK 14 DEPARTMENTS Mini excavators EDITORIAL 6 Industry experts share insights into rental opportu- ADVERTISER INFORMATION 51 nities with these versatile and increasingly popular pieces of equipment. PRODUCT FOCUS Mini excavators 28 On the cover: Skid steer loaders Dan Martino, Tim Reiss and Tom and attachments 32 Fasnacht teamed up in 2018 Portable compressors 39 to establish Patriot Rentals & Equipment. RENTAL SOLUTIONS Photo: Clair D. Urbain Tracked boom lifts 42 SERVICE TIPS Engine replacement strategies 44

Pro Contractor Rentals® is published bimonthly in Jan/Feb, Mar/Apr, May/Jun, Jul/Aug, Sep/Oct, and Nov/Dec by BUSINESS YOUR BUSINESS 44 Urbain Communications, LLC with its publishing office located at 1539 RADHIKA STREET, FORT ATKINSON, WI 53538-3124. Standard postage paid at Bolingbrook, IL, and additional mailing offices. Copyright © 2019 by Urbain Communications, LLC. All rights reserved. Materials in this publication may not be reproduced in any form Maximize your without written permission of the publisher. Applications for a free subscription can be obtained by qualified TABLE OF TABLE CONTENTS telematics investment 46 individuals at www.ProContractorRentals.com. A free subscription to Pro Contractor Rentals establishes a business relationship and an understanding that the publisher may contact subscribers by mail, telephone, fax or e-mail with renewal reminders unless requested not to do so. Postmaster: Send address changes to J/A 19 URBAIN COMMUNICATIONS, LLC, 1539 RADHIKA ST., FORT ATKINSON, WI 53538-3124.

4 www.ProContractorRentals.com ARE YOU RENTAL READY?

RentMAX™ Diamond Chain: Offer your customers industry leading performance

• Cuts quickly through masonry, block and stone • Plunge cut up to 16” deep* • Cuts through walls from one side • Portable, versatile, easy-to-use

with

Talk to your local ICS sales representative

CALL TO ORDER: 800.321.1240 EMAIL: [email protected] icsdiamondtools.com

Build your dream team CALLING IT RELIABLE WOULD BE JUST SCRATCHING THE SURFACE.

Visiting with the seasoned professionals at this issue’s cover story, Patriot Rentals & Equipment, had a familiar ring to it. Through no fault of their own, they were presented with an opportunity to band together and PUBLISHER, EDITOR build on an opportunity to launch a business their Clair Urbain, Owner way. For years, they dreamed of working together, Urbain Communications, LLC [email protected] but timing, until 2018, wasn’t right. After the dust settled around the professional SALES lives of Dan Martino, Tim Reiss and Tom Fas- Kari Elbert, Associate Publisher [email protected] WELCOME nacht, who had all worked together in rental CLAIR URBAIN operations in the St. Louis area, Fasnacht started David Beckler, National Sales Manager the ball rolling, building the plan that could help [email protected] the three finally realize the dream of their careers. It’s a path that parallels my journey into owning and operating Urbain ADMINISTRATIVE Communications LLC and Pro Contractor Rentals magazine and related Paulette Urbain Partner properties. Audience Development, Accounting Today, they are a group of a The old adage, [email protected] dozen hard workers doing “Everything I Megan Levake, Account Services Manager what they do best and more have done in my [email protected] career has perfectly importantly, with a customer-first prepared me for DESIGN AND PRODUCTION Todd Garrett attitude they couldn’t fully this opportunity” Creative Director - Dead Oak Design embrace working for rental certainly fits the [email protected] Patriot Rentals & centers owned by investment Equipment trio. CONTACT US bankers and run by bean counters. Each one in the 1539 Radhika St. group recognized Fort Atkinson, WI 53538-3124 920.723.3476 | 920-563-4653 Fax the talents and strengths of each member. They also share a passion for Visit us on the internet at: customer service with a mix of savvy business sense. procontractorrentals.com Once they hit the ground running, they worked together to identify associates with whom they worked with in the past that they believed WEEKLY E-NEWSLETTER FROM PRO had the same fire in their belly for customer service and a passion for the CONTRACTOR RENTALS MAGAZINE equipment rental business. Today, they are a group of a dozen hard workers doing what they do best and more importantly, with a customer-first WEEKLY attitude they couldn’t fully embrace working for rental centers owned by investment bankers and run by bean counters. Like them, I feel truly blessed to work with individuals who strive to do their very best and help brainstorm, develop, write, sell, manage and design each and every issue of this magazine. Not everyone has an opportunity to develop and work with a dream team! I wish the Patriot Rentals & Equipment dream team the very best Keep up to date on: in the future and hope their story inspires you to follow your profes- z Current industry news sional dreams. z Upcoming events z New products z Thought provoking articles Subscribe The Kubota SSV75. Precision engineered and designed for comfort, it keeps operators to our weekly e-mail smiling all the way to quitting time. A wider, 36" cab entrance, easy-open front door, sliding windows, optimized AC and a full-suspension seat take productivity to a whole

EDITOR’S EDITOR’S WELCOME newsletter new level. Locate your dealer at KubotaUSA.com

Contact: Clair Urbain at: [email protected] www.ProContractorRentals.com J/A 19 © Kubota Tractor Corporation, 2019.

6 www.ProContractorRentals.com

Group Creative Director: Steve Casey Kubota: Heroes Campaign Photo Source: Jim Gallop – Full Page Print Ad Image Usage Rights: Full buyout “Surface” Retoucher: Todd Carlson Pub: Pro Contractor Rentals Prepress: MW Art Producer: Liz Wingate Color: 4/C Account Manager: Molly Gray BL: 8.625” x 11.125” Print Producer: Bill Schneck TR: 8.125” x 10.875” Project Manager: Anna Winberg LV: 7.375” x 9.875” Production Artist: Jennifer Beier Martin Williams Job No: 9KUB00830_Surf_KCP2

LASER IS 100% 9KUB00830_Surf_KCP2_0618.indd

CALLING IT RELIABLE WOULD BE JUST SCRATCHING THE SURFACE.

The Kubota SSV75. Precision engineered and designed for comfort, it keeps operators smiling all the way to quitting time. A wider, 36" cab entrance, easy-open front door, sliding windows, optimized AC and a full-suspension seat take productivity to a whole new level. Locate your dealer at KubotaUSA.com

LASER IS 100% HEADLINE Partner Rentals aims to take the rub out of equipment rental, externally and internally.

CLAIR URBAIN

Body Copy Subheads RENTAL CENTER B PARTNER RENTALS Xxxxx Xxxx

RENTAL CENTER PATRIOT RENTALS & EQUIPMENT St. Louis, Copyright PHOTO: Missouri RENTAL RENTAL CENTER

M/JJ/A 1919

8 www.ProContractorRentals.com Although they have worked together off and on for decades, Dan Martino, Tim Reiss and Tom Fasnacht launched Patriot Rentals & Equipment in 2018. DREAMDREAM TEAMTEAM Patriot Rentals & Equipment is celebrating its first anniversary, but it’s built on decades of rental industry experience

CLAIR URBAIN n the aerial equipment rental the St. Louis area, coming into it af- has been a long-term dream of Tim’s,” industry, too often, branch ter a career with the Marine Corps. recalls Martino. “Back in 2007, he was and company buyouts result All three had worked together at drawing up Patriot Rentals & Equip- in weaker organizations and previous rental operations and it ment logos on a yellow legal pad.” less, instead of more, custom- doesn’t take long to understand After a few years of not working er service. there’s a true mutual admiration together, Fasnacht pulled up the I courage to contact Martino, who had club between them. For three seasoned rental pro- started a sign business. “When Tom fessionals in the St. Louis area, Fasnacht starts called me about this opportunity, I they have seen too much of the the process told him I wasn’t interested if the downsides of corporate mergers When they had an opportunity end game was to sell the operation and private equity buyouts. That’s to explore an opportunity to work to another group. If this was going when Dan Martino, Tim Riess and together again, the three assembled to be for the long haul, I would like Tom Fasnacht banded together to their knowledge, expertise and skills. to be a part of it. I was just coming officially launch Patriot Rentals & In the beginning stages, Fasnacht was off of working with a rental branch Equipment practically a year ago. the impetus. Riess, who was recently that changed hands three times in Although the company is a new- separated from his previous employer, 22 months and I didn’t want to be a comer to the St. Louis area rental was under a non-compete contract, so part of that again,” he says. scene, its owners – as well as its staff could not actively participate in the That’s precisely the attitude Fas- of 12 – are not. launch until one year had passed since nacht was looking for. Martino has 34 years in the rental his separation from the company. Fasnacht began developing a business. Fasnacht has 28 years and However, he had visions of such a business plan to share with inves- Riess, the relative newbie, has 21 company for more than a decade. tors, bankers, suppliers and select RENTAL CENTER years serving the rental industry in “Starting our own rental company prospective customers. Based on continued on page 10 J/A 19 : Clair Urbain Photos

www.ProContractorRentals.com 9 can meet their equipment rental needs,” says Martino. Opening logistics Patriot Rentals & Equipment started from scratch: no home base, no equipment; just a vision and a well-written business plan. Finding a site for the rental yard was an important piece of the puzzle. “We wanted a location that was close to major highways and close enough to the downtown St Louis area. We are for- tunate to have found a two-acre site with a 5,000-square-foot building not far from I-70 and only 10 miles from downtown,” says Martino. The site they chose was a fenced “One thing we emphasized early on that the equipment rental business isn’t rocket science and to that end, our systems should be simple and effective. We learned this from working at other former maintenance facility for a rental companies. They had systems in place that were more like launching the space shuttle gated industrial park. Fasnacht used than delivering and tracking rental equipment.” says Tim Reiss.. his experience and how-to skills to repurpose building into its office his years of experience, first turning equipment in its rental fleet, it plans and shop. “We do 100 percent of wrenches on diesel equipment, then on acquiring about another 150 our own maintenance and repair on as an equipment service manager and pieces before the end of the year. equipment,” adds Martino. then working the back-office func- “It’s all new equipment. We are a Finding staff was comparatively tions of a variety of rental branches, dealer for Genie, JLG, Skyjack, MEC easy, even in today’s tight job mar- he was well equipped to develop a aerial work platforms and Hy-Brid ket. They simply contacted profes- business plan that could turn heads Lifts. We are primarily an aerial lift sionals with whom they worked with and win support. Patriot Rentals & and material handling rental com- in the past, recruiting nine additional Equipment would be in the business pany and we focus on high-utiliza- members to be a part of their dream of primarily renting MEWPs, select tion equipment,” says Reiss. Their team. “We don’t consider anyone utility vehicles, telehandlers and MEWP fleet ranges from scissor lifts here an employee. They are like fam- forklifts in the greater St. Louis area. starting at 13 feet and up to 185- ily; brothers and sisters,” says Reiss. “As we shared Tom’s pro forma foot boom lifts. “We know who is passionate about with others, they said it was one of “Our utilization is in the high this business and what it takes to the most complete business plans 70-percent range. We aim to provide take care of customers. We can’t be they have ever seen,” says Martino. our customers with the ‘ground and any prouder of this team.” Fasnacht went into tremendous de- pound’ equipment that’s needed Martino says the company’s tail. “The pro forma included every- throughout a construction job. We reputation as a great place to work thing, including premium items such can also backfill with related equip- is spreading. “Nearly every day, we as shirts and other promotional items ment a contactor might need, such have people we know in the business we needed for customer giveaways, as light towers or generators. We showing up to inquire if there are even fuel costs for the delivery, rental find it for them and help reduce the any positions open.” and service fleets,” says Reiss. headaches of getting equipment for Presently, about 30 machines are “We are not millionaires and this our customers,” says Riess. delivered daily to job sites across the is a capital-intensive business. We The company takes great pride in St. Louis metro area. “It’s totally needed the trust and backing of our its 24/7/365 approach to business. transparent to our customers,” says customers, suppliers and lenders,” “Our slogan to customers is, ‘We Martino. “Some have very specific says Martino. “Equipment suppliers got your back!’ For example, our requirements on how equipment got behind us when they realized we competitors send out equipment gets delivered or picked up. We keep had the whole package and have been with key tags that inform them of track of that and deliver it exactly phenomenal partners in business.” a $25 charge for lost keys. Ours how they want it. We’ve found other Off and running say, ‘Lost key? No worries, we got rental companies can’t accommodate RENTAL RENTAL CENTER Within the first six months, the your back!’ Customers soon un- those kinds of requests,” he says. trio’s company beat the business derstand we want to make it easy “One thing we emphasized early on J/A 19 plan projections. With 500 pieces of to do business with us and that we continued on page 12 10 www.ProContractorRentals.com Compressed Air That Means Business

Photo Caption

Quote Blaa Blaa Blaa Blaa Bllaaaa Blaa Blaa Blaa. FIRST/LAST NAME

The M58 comes standard with the Sigma Control Smart controller, Tier 4 Final diesel engine, and 28 gallon fuel tank for up to 10 full hours of operation.

And it’s your business on the line. The one your Kaeser’s Mobilair™ portable compressors have been powering the toughest jobs for more than 35 years. Construction, demolition, and customers ask for. rental use are all in a day’s work for Mobilair.

Cold start batteries give reliable operation even when the temperature drops. Oversized fuel tanks and energy efficient operation mean there’s no stopping mid-job to refuel. Galvanized steel chassis take the hits from even your roughest customers.

Visit www.us.kaeser.com/pcr to get the best for your business.

Kaeser Compressors, Inc. • 866-516-6888 • us.kaeser.com/pcr RENTAL CENTER COMPRESSORS Mobilair is a trademark of Kaeser Compressors, Inc. ©2019 Kaeser Compressors, Inc. [email protected] continued on page 12 M/J 19

www.ProContractorRentals.com 11 HEADLINE Partner Rentals aims to take the rub out of equipment rental, externally and internally.

The Dream Team: Back row, left to right: Joshua Porch, Tim Riess, Tom Guy, Ryan Parker; middle row left to right: Jay Rudy, Dan Martino, Rich Emmons. Front row, left to right: Stacie Rockwell, Tom Fasnacht. Not pictured: Allen Wild, their first employee, who was out on a call.

that the equipment rental business Secret sauce: Passion isn’t rocket science and to that end, While the three owners are very our systems should be simple and passionate about their new business effective,” says Riess. “We learned this venture, Riess is the most articulate from working at other rental compa- about it. “We all have a passion for nies. They had systems in place that this business. That carries through to were more like launching the space all who work here,’ says Riess. shuttle than delivering and tracking “Each of us has a special set of rental equipment.” skills for the business. I am outside To keep their system as simple sales. My talent is to get out in front We got your back. Patriot Rentals & Equip- as possible, Fasnacht has imple- of customers and help identify their ment takes the extra steps to make rentals mented InTempo as its internal needs and find ways to fill them. go smoothly and hassle-free. Unlike competi- software package. “It incorporates Tom’s skill is to keep the back-office tive rental centers, it doesn’t fine customers the processes we have developed to functions working and keeping tabs who lose or don’t return equipment keys. assure the maintenance and check-in on the business. Dan’s the captain for the job they are trying to do.” and check-out process is efficient. It of the team, even though he doesn’t works well for planning maintenance like it when I say that. He takes care The future and ordering parts and supplies,” of the inside front-office responsibili- Like other areas o Fasnacht says. “It helps me spot ties and sometimes has to reign me f the country, the forecast for areas where we are losing money in when I make requests for more equipment rental is very positive and from there, we can find ways to equipment or make a promise to a in the St. Louis metropolitan area. prevent that loss.” customer that’s going to stretch our While investors, suppliers and future Fasnacht’s system provides the infor- ability to deliver. On the other hand, customers were impressed with the mation the service department needs I am so confident about our team’s Patriot Rentals & Equipment busi- to complete the maintenance and capabilities that I never doubt that ness plan, many were perplexed by repairs needed in the fleet. “The last we can deliver what I promise.” the lack of an exit strategy in the pro thing I want to do is micromanage our Riess says his skills are being forma. “We did that on purpose. We maintenance staff. They are all very further sharpened as the new ANSI are here to stay. We have no plans professional and are good at what they MEWP rules come into effect. “It’s to jump in and out of this market. do and they can make the decisions. my job to more completely un- We are here for the long haul, and

RENTAL RENTAL CENTER When we run into an issue that needs derstand the job, its needs and its as time goes on, we look forward solving, all who are involved are asked restrictions so I can help assure our to expanding to serve other areas,” J/A 19 for their input and ideas,” he says. customers are getting the best unit Martino says.

12 www.ProContractorRentals.com THE HARDEST WORKING WARRANTY ON THE JOBSITE.

Photo Caption

Quote Blaa Blaa Blaa Blaa Bllaaaa Blaa Blaa Blaa. FIRST/LAST NAME

0% for 36 MONTHS on ALL models Contact your local dealer www.hceamericas.com

With 3-year/3,000-hour standard coverage and 5-year/10,000-hour structural coverage, 5 YR our machines are backed by the hardest working warranty around, and guaranteed 3 YR to keep you up and running longer. STANDARD STRUCTURAL RENTAL RENTAL CENTER TOMORROWSEDGETODAY.COM continued on page 12 M/J 19 www.ProContractorRentals.com 13 Case and other manufacturers are offering a range of models that have a variety of standard features designed to improve productivity and performance. MINI- EXCAVATORS MOVE UP INDUSTRY OUTLOOK INDUSTRY

Smaller sizes, increased power and hybrid- powered units open rental opportunities INDUSTRY OUTLOOK

J/A 19

14 www.ProContractorRentals.com ro Contractor Rentals asked leading equipment manufacturers and experts about the developments and trends in mini excavators and it’s clear the market is trending toward smaller and more powerful Models may have units that are getting into spaces zero, short-radius that were once reserved for labori- or conventional ous pick-and-shovel duty. tail swing design, Longer service intervals and making them the more intuitive operation are optimal unit for quickly become must-haves on certain jobs. late-model units. Here’s how they see mini excavators increasingly fit tools to easily clean the surface areas keeping them out on rent for longer into equipment rental fleets. of the radiator, oil cooler and AC periods of time because of the multiple condenser cores. jobs that can be accomplished with just The evolution of telematics on one machine and a few attachments. Marketing Manager compact equipment – including JASON BOERGER compact excavators – provides great Bobcat Company value for rental stores and rental Product Marketing Manager Easy service and houses. It gives them greater vis- ED BRENTON attachments increase ibility to what is going on with their Case Construction rentability machines not only when it comes to Equipment maintenance but where those ma- Compact excavators in the 3 to chines are at all times. Rental units gain in 4-metric-ton size class continue to be Bobcat Company has updates to popularity a popular choice for rental compa- its telematics offering. Customers Mini excavator sales into the rental nies. Their compact size and versatil- now have the ability to receive noti- industry remain consistent compared ity help them fications via email from the machine to last year; sales into independent handle many about fault codes, routine mainte- rental facili- different jobs nance alerts and geofencing through ties are slightly across multiple the Bobcat Owner Portal down compared markets from Customers can know what their to 2018, but not construction to machine is doing at all times, which in such a way landscaping. enables them to manage the fleet that indicates Ease of main- remotely. This is very beneficial for any kind of a tenance contin- rental stores and rental houses with ues to be a focus multiple machines at different job major industry Jason Boerger, swing or trend. Bobcat Co. for many manu- sites all at one time. facturers. This Attachments continue to create Ed Brenton, CASE Forecasters at provides great value to rental stores rental opportunities. Buckets continue Case CE simply and rental houses because it reduces to be very popular and widely used, continue to see that mini excava- the amount of time that must be but other attachments like flail mow- tors remain one of the most trusted spent maintaining a machine, so the ers, augers, clamps, breakers and plate pieces of equipment that rental machine is out on rent instead of in compactors make compact excavators houses add to their fleets because of the shop and providing consistent even more versatile and help custom- their versatility. revenue. For example, the Bobcat ers with efficiency on their job sites. Many mini excavators moving into INDUSTRY OUTLOOK R-Series excavator cooling package This also helps rental stores and rental rental businesses are being outfitted can be easily separated without houses increase machine utilization, continued on page 16 J/A 19 www.ProContractorRentals.com 15 “Improved cost of ownership is one of the leading trends with mini excavators.” GREG WORLEY, CATERPILLAR

with couplers and thumbs. Couplers to-own to continue expanding as of hours, or during a season of heavier give rental businesses and their business owners and fleet managers buying patterns in your market, will customers the flexibility to switch become more savvy about managing ultimately ensure the greatest profit- between buckets and attachments. total cost of ownership, the carrying ability on that machine. This should Thumbs also add great material han- costs of equipment and profitability be part of a deliberate business plan. dling capability to the unit. from job to job. Larger rental houses or equip- The role of a rental business as a ment dealer rental outlet will rent business partner and consultant to Product Application Specialist larger machines like the CX57C and its customers is to come up with new GREG WORLEY CX60C because they have greater and innovative ways to provide cus- Caterpillar power and productivity; smaller in- tomers with the tools and equipment Design for lower cost of dependent rental businesses may fo- they need. This will position them ownership; repair ease cus on smaller equipment that can fit for even greater success and can be into tight areas or be hauled without in the form of innovative rates or Improved cost of ownership is requiring special licensing or hauling long-term rental plans, or as simple one of the leading trends with mini equipment. Case CE offers a sweet- as a regularly scheduled meeting excavators. What we’ve heard from spot machine – the Case CX37C with that customer to go over their our custom- which, at just under 8,000 pounds, upcoming needs. ers, especially can be transported easily by almost It’s important for rental businesses rental custom- anyone with a truck or a trailer. to think of the entire life cycle of a ers, is they Although mini excavators are over- machine and what it could mean want increased shadowed by skid steers and compact to their local market. For instance, service inter- track loaders, mini excavators are an rather than looking at a machine as vals, lowered excellent tool carrier for attachments simply an asset to bill hours of use cost of replace- such as hammers and compactors. against, think of its next life: is there ment parts and They are also extremely efficient as a large demand for used construction simplicity with material handlers when outfitted Greg Worley, replacing parts. equipment in your market? Managing Caterpillar with a thumb. Rental businesses that that asset to get the greatest profit- The Cat Next have a range of couplers, bucket sizes ability out of it over a set amount of Generation (Next Gen) of mini exca- and attachments available have ulti- time, and then putting it up for sale vators have a robust design to avoid mately, a more versatile machine that as a used machine at a certain number continued on page 18 will be more attractive to rent. Today, the entire Case lineup of C Series mini excavators are wired for telematics from the factory. That allows rental businesses to subscribe to Case SiteWatch telematics and monitor important factors such as engine hours and machine location. This kind of utilization monitoring provides a number of benefits in rental applications: accurate hours of use data for billing purposes; identifying the location of machines that are overdue to be returned; and possibly identifying machines that are sitting static somewhere that may fill a need for another customer. INDUSTRY OUTLOOK While the construction market is Cat Next Generation (Next Gen) mini excavators are built with more power in smaller units and still experiencing growth, we expect engineering that helps reduce cost of ownership, such as hydraulic lines that are protected from J/A 19 the practice of renting or renting- damage inside the boom. When repairs are needed, they are easy to complete. 16 www.ProContractorRentals.com Without a Honda Engine, your customers see this:

Rental customers know reliable, easy-starting equipment by sight — it’s the equipment powered by a Honda Engine. And with legendary minimal downtime and a 3-Year Warranty,* Honda GX Series engines offer the type of durable performance that keeps customers coming back for more. Project after project, hour after hour, there’s only one name that powers the best. Honda Engines.

Learn more at engines.honda.com TABLE OF TABLE CONTENTS

* Warranty applies to all Honda GX Series Engines, 100cc or larger purchased at retail or put into rental service since January 1, 2009. Warranty excludes Honda GXV140 and GXV160 models. See full warranty details at honda.com. For optimum performance and safety, please read the owner’s manual J/A 18 before operating your Honda Power Equipment. © 2018 American Honda Motor Co., Inc. www.ProContractorRentals.com 17

Sprayer_HondaEngines_8.375x10.875.indd 1 8/31/18 6:07 AM some of the common repairs, like All machines and customers. Frequent competitive hydraulic lines protected in the boom. feature a boom comparison tests and annual VOC Also, our tilting cab gives accessibil- swing function meetings with dealers and customers ity to the machine core components, that can swing provide important data and direction limiting hours spent on repairs. Even 75 degrees to to help us improve current machine though these machines are relatively the left and models and contribute to the devel- new to the market, there are promising 50 degrees to opment of new products. figures when it comes to owning and the right for Hyundai greatly values our custom- operating costs. Benchmarking against efficient work in ers’ ideas and feedback. Customers our current machines, we’re seeing 15 congested areas. know their investment is protected Corey Rogers, percent lower operating costs on the Hyundai Select models into the future, thanks to Hyundai’s 1- and 2-ton Next Gen models. offer zero-tail best-in-class, hassle-free 3-year/3,000- The Next Gen Cat mini excavators swing to allow for even more flex- hour warranty and 5-year/10,000- have an improved operating experience, ibility in tight spaces. hour structural guarantee. so if you want to run them like a skid The Hyundai 9A series models Innovative, precision-designed hy- steer, you can. Stick steer travel control include a variety of standard fea- draulic system technologies make the easily switches from traditional controls tures that provide exceptional value, Hyundai 9A series compact excavators with levers and pedals to joystick including thumb brackets, large dozer fast, smooth and easy to control. A controls with the push of a button. blades, hydraulic quick-couplers for standard capability common to all 9A The benefit of less effort and improved attachments, and hydraulics-ready series models is boom swing, which control is literally in your hands. auxiliary piping to provide the versatil- allows the operator to offset the boom When they were first introduced, ity needed to take on a variety of jobs. 75 degrees to the left and 50 degrees mini excavators were used mostly Hyundai very recently announced to the right, facilitating close work for trenching. They are still ideal for improvements to its 3-1/2-ton class alongside foundations and other struc- those types of tasks and because they Hyundai R35Z-9A compact excava- tures, especially in congested areas. are so easy to use, newer operators tor that features a zero-tail swing de- The Hyundai 9A series models offer can work with them quite comfort- sign for optimum maneuverability in a spacious, ergonomically designed ably in an array of industries. The confined work spaces. New standard cab that reduces noise and increases type of applications where these features include a Werk Brau-com- visibility and comfort with features machines are being used grows all patible thumb bracket, a diverter such as powerful air conditioning, sus- the time. They are perfect rental valve for easy switching between a pension seat and fold-up travel pedals equipment, especially for customers thumb or attachment, proportional for enhanced floor space. A tilting who want to operate the machines control levers with two-way piping, left-side console makes it easier for themselves. Plus, the availability of pin-grabber style dual-locking quick the operator to enter and exit the cab, different work tools is making mini coupler and O/C piping, enhanced and the left and right control levers excavators even more desirable and bucket design with lifting-eye and are located for convenient access. The versatile. They add to the number of two-piece tooth design for easy optional lever-pattern-change valve applications and put more demands replacement, increased curve profile is positioned for easy access. It allows on machine performance. on dozer blade for better grade and joystick control to be changed from cutting ability, an easily replaceable SAE to ISO pattern, depending on cutting edge to the dozer blade, a operator preference. Button selections Marketing Manager wider opening engine compartment, are provided for auto idle mode, max COREY ROGERS and a durable centered boom LED power mode and travel speed. The Hyundai Construction work light for improved job site il- cabs on the Hyundai 9A series ma- Equipment Americas lumination. A new optional feature is chines are all TOPS, ROPS and FOPS Attachment flexibility the 4-way angle dozer blade. certified. Other safety features include Hyundai used the Voice of the optional boom and arm cylinder for tight quarters Customer (VOC) process to stay locks, an optional overload alarm, and Hyundai’s 9A series compact exca- abreast of customer needs and ex- five-inch rectangular rearview mirrors vators combine power, efficiency and pectations. For example, the recent on both sides of the cab. reliability with the ability to work improvements to the R35Z-9A Hyundai recently announced the

INDUSTRY OUTLOOK productively in confined spaces. Sev- excavator are the result of valuable addition of its exclusive HiMate re- en models range in operating weight input from a VOC meeting we con- mote management system as standard J/A 19 from 3,747 to 19,290 pounds. ducted with North American dealers continued on page 20

18 www.ProContractorRentals.com DIG INTO SUMMER! WITH THE BARRETO RTK TRACK TRENCHER

Easy to use one-hand controls

Accessible components

Reversible digging chain for dislodging obstructions

Large track footprint Stand-On Fixed Platform

Maximize your summer trenching with the Barreto RTK Track Trencher. Heavy-duty steel body construction, easy-to-use controls, stand-on platform, and 470 square inches of ground contact elevate the Barreto RTK Track Trencher to the top of its class.

At nearly 1700 pounds, the RTK’s weight advantage improves traction, reduces 1-800-525-7348 | 1-541-963-6755 Fax OF TABLE CONTENTS impact on the ground and operator, and provides stability. The RTK is www.barretomfg.com | [email protected] available for trenching up to six inches wide and four feet deep, perfect for J/A 18 STRENGTH DURABILITY INNOVATION installationwww.ProContractorRentals.com of irrigation, sprinkler, and electrical systems. 19 on three Hyundai compact excava- and activate alarms, and call up Increasingly, attachments are making mini ex- tors – the R55-9A, R60CR-9A and reports such as alarm incidents and cavators into much more than machines solely R80CR-9A. HiMate previously was maintenance status. For owners of used for trenching or other digging tasks. available only on the Hyundai HX multiple Hyundai wheel loaders and series of full-sized crawler excavators, excavators, HiMate can monitor any team several years ago to develop an HW full-sized wheeled excavators specific machine or combination of electric mini excavator that could and the HL900 series wheel loaders. machines. In addition to providing meet emissions standards and likely HiMate uses GPS technol- complete, real-time information on market expectations without com- ogy to track Hyundai construction the location and operation of Hyundai promising on performance. machines at any time and in any wheel loaders and excavators, Hi- At the ARA trade show this year, location. The system monitors key Mate also supports theft prevention JCB offered a preview of the innova- machine components such as the through such capabilities as geo-fenc- tive JCB 19C-ETEC, which is the engine, hydraulics and electrical sys- ing and alarm notifications. first electric mini excavator of its kind tem. It gives our customers a variety in North America. It has the same op- of time- and money-saving benefits. erating characteristics and capabilities as the JCB 19C diesel mini excavator, Importantly, it promotes greater Product Manager for Mini but with zero emissions at the point preventive maintenance to reduce Excavators of use and significantly reduced noise. equipment downtime. CHRIS LUCAS Rather than trying to keep up with Hyundai provides free use of Hi- JCB North America industry trends, JCB prefers to be the Mate for five years on the standard Looking toward all- innovator and the trend setter and cellular configuration, which sends JCB has shown this again with the and receives data from machines in electric models innovative JCB 19C-ETEC which will the field via cellular networks. Con- Over the past few years, mini formally launch and be available to figuring HiMate-equipped machines excavator manufacturers have started customers in North America in the with satellite connectivity requires to assess and plan for the poten- third quarter of 2019. the purchase of additional hardware tial impact of all-electric or hybrid

INDUSTRY OUTLOOK JCB’s range of new generation and a subscription. machines on market demand. JCB mini excavators are made with 100 HiMate enables users to view and is an innovator in this segment and J/A 19 manage operating information, select proactively engaged its engineering continued on page 22 20 www.ProContractorRentals.com DESIGNED FOR RENTAL

Skyjack’s EASYDRIVE™ functionality means boom drive controls are always in the FORWARD FORWARD orientation of the boom regardless of position of the turret over chassis. No color coded directional arrows. Forward means forward.

www.skyjack.com TABLE OF TABLE CONTENTS

J/A 18 www.ProContractorRentals.com 21 percent steel body panels, which eliminates the need to replace plastic body panels that are susceptible to impact damage. Also, JCB machines feature graphite-impregnated bronze bushings that permit 500-hour greasing intervals. These features, in addition to engines that require no diesel particulate filter (DPF) greatly improve machine availability for maximum utilization and return on investment. Equipment users and rental customers are more often required to work on smaller job sites and within more confined workspaces, yet they demand the capability, power and productivity of a larger machine. JCB has the compact excavators to meet this demand. The JCB 85Z, for example, delivers the power and compaction of a bigger machine without the complex permits required for larger machines in major cities. Listening to the rental market and understanding the opportunities is key to our continued success. Many of the recent mini excavator models can maneuver into tight spaces that once required laborious pickaxe and shovel work.

CE Product Manager power and telematics for machine lo- couple and uncouple the thumb lines JEFF JACOBSMEYER cation and health monitoring. Newer each time you switch attachments. Rental market sales have been Kubota Construction models continue to improve hydraulic flow capabilities and strength. strong through the first quarter of Mini excavators getting Kubota has some of the highest 2019, but not above what the indus- larger excavator features bucket breakout forces in the industry try saw a year ago. There were many The compact excavator industry across the full line of compact excava- fleet expansions last year and many is very competitive in regard to tors. Many of the Kubota models are stocked with relatively low-hour, performance are equipped with industry-leading late-model assets at this point. The and reliability features that are designed to be intui- compact excavator industry contin- demands. Each tive and user friendly, making them ues to grow with an increase in retail manufacturer accessible to rental users that might sales now being seen for end-user strives to make not be on the machine every day. non-rental customers. Rental centers all sizes of Examples of these features include often benefit with the increased machines more economy mode on 25 horsepower and population in excavators as a whole comfortable larger units that offers increased fuel with the need for attachment rentals. while delivering savings without sacrificing digging Popular items like concrete breakers, industry-leading performance; an auto-idle feature trench compactors, grading buckets Jeff Jacobsmeyer, that will take the engine to low idle and specialty tilt buckets are good Kubota performance and reliability if controls are not moved for four items to have on hand for customers to set themselves apart from others. seconds and automatically returns to that may have a machine but need a Several features that are migrating the operating speed when controls are unique attachment for a project. from full-size to compact excavators. moved. Auto idle saves fuel, emissions Compact excavators continue to Increasingly, we are seeing larger op- and noise pollution on the job site. be a popular replacement of the erator stations, more efficient HVAC An auxiliary diverter valve is stan- tractor-loader-backhoe. The compact systems for enclosed cab comfort, dard on most Kubota models. This excavators are easy to transport for in-cab adjustable auxiliary hydraulic valve provides the ability to have a the weekend do-it-yourselfer and have

INDUSTRY OUTLOOK flow controls through regeneration thumb attachment connected while user-friendly controls. Landscape jobs, designed into hydraulic circuits that running other hydraulic attachments, water lines, sewers lines and mainte- J/A 19 add speed and use less engine horse- like a breaker. It eliminates the need to nance repairs are great opportunities

22 www.ProContractorRentals.com to rent a compact excavator. LiuGong attachments includes anything from Today’s pilot controls are smooth NA anticipates hydraulic saws to vibratory compaction and easy to learn. Daily and weekly increasing plates and breakers that can help rent- rentals usually fetch a higher price demand for ers match the equipment to the job. and provide good profit to a rental electric-powered LiuGong NA is working to help center because they are sometimes machines. Bat- dealers offer rental customers at least only needed short term. Attachment tery technology four models that include, in addition rentals open up an entirely new op- has advanced so to the 3.5-, a 2.5-, a 4- and a 6-met- portunity for the machines owned by much in just the ric ton unit. Some rental centers also the rental yard as well as customer- Mike Watt, LiuGong past few years might want to have a 9-metric ton owned machines. that manufac- unit on hand. LiuGong NA will in- turers like LiuGong are exploring the troduce a new 2.5 later this year and possibility of offering electric-powered will round out the mini-excavator line Product Manager mini-excavators that can be used inside with the 6-metric ton unit, which will MICHAEL WATT buildings, for instance, where the use launch in time for ConExpo 2020. LiuGong NA of combustion-based machines is lim- Smaller, simpler models ited due to the impact their emissions in demand for rental can have in a closed environment. Construction Equipment market; electric power While the 3.5-metric ton mini- Marketing on the increase excavator is predominant choice of JOE BOUFFORD renters, dealers should ideally keep a New Holland Mini-excavators are one of the faster range of sizes on hand. The unit choice growing product lines in the industry, Mini excavators have a always depends on the job and what especially in the 3.5 metric-ton/8,500- niche in agriculture, too attachments they want to put on it. pound class size. That’s the choice unit Are they digging or doing demolition? While most compact excava- among contractors, and LiuGong NA tors are utilized in the construction offers a unit made especially for the Laying new pipe or retrofitting lines North American market in that size. to existing structures? The range of continued on page 25 The term mini excavators varies with the OEM. Many manufacturers include only the range between their 1.5-metric ton and 6-metric ton excavators. Some include 7- and 8-metric ton units under the mini classifica- tion, while others, like LiuGong NA, extend it to 9 metric tons. The 3.5 metric ton units, however, are outsell- ing all the other units sold combined. When it comes to new technology on mini-machines, there are some contractors who might be looking to own units with more advanced in- novations. Those who rent machines, however, are generally looking for simplicity. A small contractor finish- ing up a job will not benefit much from something like integrated Solution driven! Grade Control, yet Grade Control Agile and quick, the VF1.33B overcomes the limits of the single alone might more than double the skid loader and the single mini-excavator. Exceptionally compact cost to a dealer per machine. It’s with an unbeatable turning radius, you can expect the VF1.33B to simply not cost-efficient to offer deliver a strong performance in restricted areas or confined the end-users more than they need. spaces. It is easy to operate and accepts a number of attachments. What’s most important to a rental The VF1.33B is your affordable solution for any application and house is offering a robust, durable industry. Visit ams-venieri.com to learn more! machine that is easy to maintain and INDUSTRY OUTLOOK keeps in the field job after job. These ams-venieri.com 803.327.4949 [email protected] are the hallmark features of LiuGong sales | service | training | rentals | dealer opportunities | financing NA machines. J/A 19 23 50 YEARS OF ACCESS. 50 YEARS OF JLG.

Every JLG® lift that leaves our plant carries my initials, so I insist on the best materials, tough design and production standards and thorough testing. – John L. Grove, Founder, JLG Industries

In 1969, John L. Grove rallied a small group of people around one big idea — there has to be a better way to work at height. From there, he invented the first boom lift, started our company and pioneered the access industry. We continue to innovate today, engineering advanced equipment solutions for customers around the world.

Our first 50 years laid the foundation. Our next 50 solidifies a legacy.

See how at jlg.com/jlg50 industry, we are seeing a sustained machines, which means creating a Having a ready supply of attachments uptick of the use of compact excava- geographical perimeter in which the will help keep the unit in constant use tors in specialty agriculture as well in machine can operate. Telematics sys- and the number of applications it can the traditional agriculture sector. tems such as New Holland’s Fleet- perform it greatly increased. As the rental industry leads in Force can transmit error codes to the 50 YEARS OF ACCESS. 50 YEARS OF JLG. virtually every market segment for monitoring center so appropriate compact excavators, it is important action can be taken. The user can Product Manager to have excavators that can be oper- also set up diagnostic alerts to warn LEE PADGETT ated by the non-professional and of any issues with the machine and Takeuchi-US for lighter-duty work. Due to the set up maintenance alerts. By setting Hybrid-powered units compact nature of these machines, up alerts, New Holland FleetForce they are ideally suited to operate notifies the owner of a mechanical or gain momentum alongside structures and also between electrical issue before it is too late. As emissions regulations continue rows in orchards or vineyards. The The analytics can include anything to tighten, the call for zero emis- size and usability along with modest from machine health, runtime hours sion operation price point allow farmers to put these and performed maintenance. Rental continues to versatile machines to work alongside houses can then use this information grow. Takeu- skid or track loaders for general farm to improve machine and well as busi- chi answers maintenance and larger projects such ness efficiencies, such as renting a that call with Every JLG® lift that leaves our plant carries as trench digging or demolition. Ad- specific excavator based on operator its TB216H my initials, so I insist on the best materials, ditionally, having a machine that can or application. electric-hybrid utilize multiple attachments greatly Having a machine that can uti- machine. tough design and production standards increases the breadth of possible lize multiple attachments creates The TB216H and thorough testing. applications. Augers, compactors, more opportunity for the customer Lee Padgett, features a hammers and brush cutters are just a and therefore more revenue for the – John L. Grove, Founder, JLG Industries Takeuchi 15-horsepower few of the available attachments that rental firm. The hydraulic systems diesel engine allow users to get the most out of on compact excavators are designed that can be used to load/unload their machines. and optimized to deliver constant, the machine, navigate to the job Fleet management systems give powerful hydraulic flow. This allows a site and then switch to 100 percent rental houses the ability to keep digging machine to become a breaker, emissions-free operation using its on- track of their assets and also allows cutter, mower, compactor or drill/ board 14.2-horsepower electric mo- for planned service scheduling for auger. A hydraulic or mechanical cou- tor. The TB216H requires a 480-volt routine maintenance and service pler enables the user to switch easily parts orders. Users can geofence their between the necessary attachments. continued on page 26

Mini excavators also have a place in agricultural applications. Models with a thumb attachment can complete a variety of material-handling jobs.

Our first 50 years laid the foundation. Our next 50 solidifies a legacy. INDUSTRY OUTLOOK

See how at jlg.com/jlg50 J/A 19

www.ProContractorRentals.com 25 three-phase power supply. It can be tethered at lengths up to 1,250 feet. Fleet management is changing how rental centers better manage their fleets. Having the ability to see a broad, real-time view of a single machine or a whole fleet allows owners to save time and money on maintenance intervals and service Wheeled mini excavators offer the flexibility and power of tracked units but are easier to trans- calls. Takeuchi Fleet Management port on job sites where the unit needs to be moved from task to task. (TFM) is standard equipment with two years of service provided on all larly suited for rental. Its low height Double-acting and single-acting hy- new machines. TFM can remotely of 79 inches and variable undercar- draulics are also standard on these ma- connect users to their Takeuchi ma- riage width from 39 to 53 inches chines, so if customers want to install chines, providing alerts and machine allows it to work in tight spaces and a thumb, attachment or hammer, the information including location, provides excellent stability once in plumbing is already factory-installed. performance and maintenance data, position. giving insights into where and how Volvo developers have also seen in- the excavator is being utilized. creased demand for compact wheeled Director, National Rental excavators. Wheeled machines, like Accounts the Volvo EW60E, are a great fit for KENT SOMERVILLE Product Manager, projects like ditch work alongside a Volvo Construction Compact Excavators road, landscaping, work in congested Equipment JOHN COMRIE urban settings or in large subdivisions Trend to electric units Volvo Construction that require frequent roading from is here Equipment site to site. With an excavator like the Short-swing and wheeled EW60E, customers get many of the Compact excavators have been excavators fit rental capabilities of a comparable tracked a growing product category in the machine but with the added benefit of North American rental market over market needs being able to travel without the need the past two to three years, outpac- We’ve seen a need for short-swing for a truck and trailer. ing the growth of some other com- excavators that excel in incredibly Another trend is making the pact categories as rental operators tight spaces. As machines easy to service, which can are seeing new opportunities emerge a result, Volvo speed maintenance and boost up- that may have been covered with has developed time. Our newest models feature 50- backhoe loaders in previous years. the ECR18E, hour greasing intervals and a hinged The most obvious emerging op- an ultra-short- fuel tank that allows easy access to portunity from Volvo CE specifically swing-radius the engine, filters and oil. is the upcoming launch of the Volvo compact excava- When a machine needs to be electric compact excavator models, tor that features hauled on a trailer, transportation of which support Volvo’s strategic pri- a rear overhang the Volvo ECR18E or EC20E models orities around electromobility. We’re of only 0.5 is easy, safe and secure, thanks to extremely excited about the oppor- John Comrie, Volvo inches when their lightweight and convenient de- tunities these products will bring the tracks are fully extended. The sign. With automatic slew lock and for our customers and for building a improved controllability and simpli- four tie-down points on the upper more sustainable future. fied operator interface offer more frame, each machine can be safely Rental operators already have unique precision and make operation more transported on a small trailer with skills and competencies when it comes

INDUSTRY OUTLOOK intuitive. Designed for low cost of up to three buckets and a hydraulic to electric mobility and electric rental ownership and with 50-hour greas- breaker while maintaining a total machines and we look forward to J/A 19 ing intervals, this machine is particu- transport weight of less than 2 tons. engaging these opportunities.

26 www.ProContractorRentals.com We Have The Solution For Your Air, Power and Light Needs!

FTG Equipment Solutions is the U.S. exclusive distributor for Rotair Air Compressors, TecnoGen Generators and Trime Light Towers. U.S. Exclusive Distributor For

offers compressors ranging from 90cfm to 425cfm with all models offering an industry leading 5-year unlimited hour air-end warranty. Distributed in over 91 countries around the world, Rotair has a record of delivering proven products for any application.

offers generators from 25kW up to 1000kW. Some of the industry leading features include VSi variable speed cooling fan technology and sound levels as low as 53dBA. With annual production over 35,000 units, they are the right partner in power generation!

Lighting Towers Specialist offers a full line of innovative lighting solutions including high efficient diesel driven LED, hybrid and battery powered light towers. Power multiple Trime electric towers with a diesel tower to provide light output of 3 light towers with just one engine! Less maintenance, less noise!

FTG Equipment Solutions is your first choice for air, power and light. With distribution out of DE, CA and soon TX, we have inventory where and when you need it!

Lighting Towers Specialist

Call us, we have the solution for you!

(855) 303-7900 [email protected] www.ftgequipment.com FTG Equipment Solutions, Inc., 100 Paper Place, New Castle, DE 19720 28 J/A 19 PRODUCT FOCUS PRODUCT FOCUS CaseCE.com • • • • • • The newmodelsinclude: increased productivity, andacomfortableoperatorenvironment. trols, shut-off valveandeasy-to-selectjoystickcontrol offer patterns system. Anauxiliaryhydraulicsystemwithstandard proportional con- or conventionaldesign,adjustableboomoffset andauto-shifttravel productivity andperformancehavezero tailswing, short-radius They feature avarietyofstandard features designedtoimprove previous Caseminiexcavatorsandoffer best-in-classhorsepower. CX57C andCX60Cprovide greater powerandperformance thanany tion totheconstruction,landscaping,utilityandrental markets.The more comprehensive andfeature-driven compactexcavatorsolu- This lineupoffers Case’s broadest rangeofsizeseverandprovides a models: theCX17C,CX26C,CX33C,CX37C,CX57CandCX60C. Case ConstructionEquipment’s lineofminiexcavatorsincludessix Line ofsixminiexcavators 3,490 foot-pounds 3,490 foot-pounds CX17C: 16.8horsepower;3,910pounds;bucketdiggingforce 9,190 foot-pounds CX60C: 64.7horsepower;12,940pounds;bucketdigging force 9,550 foot-pounds CX57C: 66.9horsepower;12,050pounds;bucketdigging force 4,470 foot-pounds CX37C: 24.4horsepower;7,990pounds;bucketdiggingforce 6,900 foot-pounds CX33C: 24.4horsepower;7,110pounds;bucketdiggingforce 4,740 foot-pounds CX26C: 24.8horsepower;5,520pounds;bucketdiggingforce MINI EXCAVATORS www.liugongna.com climate-controlled options. a full-sized,ROPS-certified cabavailablein open andfullyenclosed, operators toeasilyswapbetween bucketandattachments.Itfeatures maximum ground levelreach of18feet9inches.Aquick-couplerallows bucket with5-foot7-incharm candigupto11feet3inchesandhasa pounds, ittowseasilywitha1-ton pickuptruck.The0.14-cubic-yard anoperatingweightof8,510 work andresidential construction.With tail-swing modelinthe3.5metrictonclass.Itisanidealtool forutility LiuGong NorthAmerica’s compact9035EZTSexcavatorisitsfirstzero

Compact excavator www.hceamericas.com pounds offorce. a bucketbreakout force is6,900 depth is10feet3inchesandhas along structures. Maximumdigging degrees totherightforclosework offset 75degrees totheleftand50 boom LEDworklight.Thecan engine compartment,andadurable cutting edge,awideropeningtothe ability, aneasilyreplaceable dozer blade forbettergradeandcutting increased curveprofile ondozer tooth designforeasyreplacement, design withliftingeyeandtwo-piece and O/Cpiping,enhancedbucket style dual-lockingquickcoupler with two-waypiping,pingrabber- tachment, proportional control levers easily switchbetweenathumborat- ible thumbbracket,divertervalveto Also standard: aWerk Brau-compat- verability inconfinedworkspaces. zero-tail swingforoptimummaneu- seven 9Aseriesmodels,itfeatures R35Z-9A compactexcavator. Oneof ments toits3-1/2-tonclassHyundai Americas madeavarietyofimprove- Hyundai ConstructionEquipment excavator Upgraded compact www.ProContractorRentals.com

Compact excavator with extendable dipper arm The Kubota KX033-4 is part of Kubota’s KX Series that fits in the three-ton class but has the lifting capacity of a larger machine, sources report. Ideal for hard-to-reach areas, the KX033-4’s optional extendable dipper arm can easily extend an additional 31 inches for greater productivity. It offers a digging depth of 12 feet 2 inches and a digging reach of 18 feet 3 inches. Powered by Kubota’s direct-injection diesel engine with auto-shift and idle features, operators will also enjoy the easy-open front windows, deluxe suspension seat, cup holder, wrist rest and air conditioning. A large, easy-to-read digital panel is user friendly with simple settings and push-button operation. www.kubotausa.com

Next Generation mini excavators Caterpillar offers four models in its Cat Next Generation (Next Gen) mini hydraulic excavator lineup in the 1- to 2-ton class. Engineered and manufactured by Caterpillar, the models are designed to provide users performance, versatility, safety, operator convenience and affordability. They offer joystick steering (Stick Steer) and a tilt-up canopy or cab, as well as new options, including air conditioning and expandable undercarriages across the range. The new models offer expanded choices for matching machine capabilities and features to the application. The 1.5 ton class 301.5 has standard tail swing and a canopy; the 1.7 ton class 301.7 CR offers a compact radius and canopy; the 1.8-ton class 301.8 has a standard tail swing and can be equipped with a canopy or cab; and the 2-ton class 302 CR is a compact radius machine with either canopy or cab. Dig depths are 7 feet 8 inches or 7 feet 9 inches, depending on the model, and an available long stick increases depth to 8 feet 4 inches or 8 feet 5 inches. Rubber track undercarriages are standard, with steel tracks available for all models. www.cat.com

Easy-to-transport compact excavators The new JCB 18Z-1 and 19C-1 compact excavators are easy-to- transport machines, configured to meet the needs of construction, landscaping and rental customers. The 19C-1 is a 4,211-pound conventional tailswing model; the 18Z-1 has an operating weight of 3,856 pounds and is JCB’s first zero tailswing machine in the 1-2 ton excavator class. They feature all-steel bodywork for maximum impact protection; rental-ready, durable design with protection for hydraulic components; 500-hour greasing intervals to minimize operator burden and reduce downtime; swing-out counterweight to provide full access to the engine bay; separate service-access door to perform daily checks; and integrated tie-down points to aid transport without track damage. The upgraded undercarriage has machined faces for optimal fit and extended life and a revised idler design improves ride quality and reduces track stalling in loose material. The redesigned dozer blade, with easy-to-install dozer wings, is

available with standard arms or optional long-reach arms that enable PRODUCT FOCUS digging close to the machine. www.jcb.com J/A 19 www.ProContractorRentals.com 29 MINI EXCAVATORS

Compact Compact excavator with hydraulic 4-way angle blade excavator The New Holland E37C mini excava- The Takeuchi tor combines power, performance and TB235-2 compact versatility to increase productivity on excavator has an the job site. The C Series excavators operating weight feature a compact design and zero/ of 7,474 pounds, short tail swing enabling workers to dig depth of 10 dig, fill and grade in the most confined feet 7.7 inches, and congested areas. Operator com- maximum reach of fort is enhanced with a spacious cab 17 feet 3 inches and all-around visibility. and breakout https://construction.newholland. force of 9,127 com/nar/en/equipment/mini-crawl- pounds. It’s easily er-excavators/pages/e37c.aspx transportable and offers excellent stability and performance. Daily checks and routine maintenance points are convenient with rear-engine access. Its triple-flange tracks maintain at least two points of contact at all times to help prevent de-tracking. The operator’s station is spacious and features an automotive-style interior with a multi-information display. Takeuchi Fleet Management (TFM) telematics system is standard equipment on the TB235-2 and provides free access for the first two years of ownership. www.takeuchi-us.com Move more. Move it faster!

Improve productivity and proﬁts. • Move more, up to 1000 lbs • Up to 12 cu ft capacity with • Move it faster, at speeds up to 4 mph power dump

• Silent motor with zero emissions is suitable • Improve safety, reduce injuries

PRODUCT FOCUS for indoor use, fits through door frames • Multiple attachments available

30 www.ProContractorRentals.com Compact excavator upgrades Volvo Construction Equipment’s EC20E upgrades the Volvo D-Series models and the ultra short-swing ECR18E is an entirely new addition to the Volvo lineup. The EC18E features a rear overhang of only 0.5 inches when the tracks are fully extended. It has a top-mounted boom cylinder that’s protected during loading and braking, large tie-down points on upper frame for easy, safe transport, electric ISO/ SAE pattern changer and purpose-built canopy with heavy duty pillars. The EC20E is the revamped 2-ton model that offers a 13 percent increase in tractive force, 22 percent increased lifting capacity at the front and 7 percent increased lifting capacity at the side. Additional features include: Auxiliary hydraulic flows that can be independently adjusted in each direction; optional second auxiliary line; optional auto engine idle and shutdown; fold-out coolers and electric ISO/SAE pattern changer. Both models are 79 inches tall and only 39 inches wide with the undercarriage retracted. Once in position, the undercarriage extends to 53 inches for excellent stability. They feature 50-hour greasing intervals and hinged access to fuel, oil and filters. Three cast-iron parts make up the counterweight and protect the rear while allowing easy component access to components. www.volvoce.com

READY YOUR FLEET WITH THE XC™ BOOM LIFT FAMILY

ClassClass LeadingLeading Full FleetFull Fleet Solution NewNew Standards Jib Capacity Jib Capacity Solution CompliantCompliant

LEARN MORE AT GENIELIFT.COM/XC PRODUCT FOCUS © 2019 Terex Corporation, Terex, Genie, XC, and Xtra Capacity are trademarks of Terex Corporation or its subsidiaries. J/A 19 www.ProContractorRentals.com 31 32 J/A 19 PRODUCT FOCUS PRODUCT FOCUS website Body Copy World’s most compact track loader steer-loaders/pages/l220.aspx https://construction.newholland.com/nar/en/equipment/skid- coolant andradiatorpointsallwithouttools. door andhoodforeasyaccesstoengineoil,fuel,hydraulic frame towers.Theyare alsoeasytoservicewithaswing-outrear is increased withalargewindowandlowenginehoodnorear roof provides aclearviewofthebucketatfullheight. Rearvisibility to thebucketcuttingedgeandtrench, andthesee-through and anindustry-leadinglowerdoorthreshold improves sightlines optional. Thewidecabisdesignedforoptimalvisibilityandcomfort front-to-rear weightdistribution.Self-levelingandride control are because ofalongerwheelbase,lowcentergravityandprecise center oftrucks.TheL218andL220feature asmooth,stableride maximum height,allowingworkerstoprecisely placeloadsinthe Super Boomverticalliftlinkage,whichdeliversmaximumreach at Overall efficiency isimproved withthepatentedNewHolland breakout forces ofupto5,550and7,300pounds,respectively. 1,800 and2,000poundsratedoperatingcapacitybucket New Holland’s L218andL220verticalliftskidsteerloadershave www.cat.com horsepower for the272DXHP. that produces 98gross horsepowerforthe272Dand 110net and 272DXHPare powered byaCatC3.83.8-literengine of 2,150and2,700poundsrespectively. Thelargest272D large-frame 246Dand262D offer ratedoperatingcapacities operating capacityand123-inch hinge-pinheight.Thenew so itisapower-dense radial-lift-pathmodelwith1,800-pound row as60inches.The236D nowhasasmallerplatformsize 236D and242Dare mid-size framemodelsandcanbeasnar rated operatingcapacityfrom 1,800to3,700pounds.The Vertical-lift skid-steer loaders SKID-STEER LOADERS loader modelsrangein mance. Thesixskidsteer increased engineperfor improved sightlinesand new liftarmdesignfor redesigned cabwitha feature acompletely skid steerloadersthat Caterpillar offers DSeries DSeriesmodels

- - CaseCE.com/alpha located attherear ofthemachine. visibility. Routineservicepointsare all access andgreater bucket/attachment the lowestentrythreshold for easy the widestcabsinindustryand application. TheSV340offers oneof to tailormachineperformancethe settings forspeedandcontrol and quickly switchbetweenpersonalized ity settingsthatallowstheoperatorto adjustable speedandcontrol sensitiv- electro-hydraulic controls offer nine that require regeneration. TheEZ-EH associated downtimeofothersystems diesel particulatefilter(DPF),andthe technology eliminatestheneedfora Selective CatalyticReduction(SCR) The 90-horsepowerFPTenginewith ets, forks,brooms, rakesandmore. Case sectionalsnowpushes,buck- 250 attachments,includingthenew The skidsteercanpowermore than tree spadesandstumpgrinders. attachments suchascoldplaners, ideal operatingplatformforadvanced counterweights maketheSV340 duty 14x17.5tires andadditional and attachmentversatility. Itsheavy- psi) auxiliaryhydraulicsforpower enhanced high-flow(35gpmat4,000 high-flow (38.7gpmat3,450psi)and and upperchassis.Itoffers optional along withastronger liftarm,H-link vides extrapowerandperformance, pounds, thevertical-liftskidsteerpro- and abucketbreakout force of9,531 3,400 poundsoperatingcapacity ever built,sources report. Ratedat company’s mostpowerfulskidsteer introduces theSV340skidsteer, the Case ConstructionEquipment skid-steer loader Heavy-duty www.ProContractorRentals.com

Battery-powered skid-steer loaders Triple E Equipment offers two mini skid steers that are completely battery powered that help companies cut operating costs, improve worker safety and help the environment. The compact Sherpa 100EHD is only 30 inches wide so it can get into tight and narrow spaces and be used almost anywhere. When safety is a concern, it can also be operated by remote control. It utilizes a microprocessor that works according to the programmable logic controller (PLC) principle, allowing users to get the most operating hours out of every recharge. The Sherpa 100 ECO is ideal for indoor demolition work. It doesn’t produce any exhaust fumes and is extremely quiet. While it’s less than 30 inches wide, its 2-horsepower front-mounted motor is quite powerful. With its 360-amp battery pack, it can run for up to eight hours between charges. Numerous attachments are available, including a grapple bucket, hydraulic hammer, vacuum system, pallet forks, auger Small-frame skid-steer loaders and more. John Deere offers four Tier 4 Final-compliant G-Series skid www.eeeequipment.com steer models: the 312GR, 314G, 316GR and 318G. The models promise reliability and serviceability with customer- requested features aimed at improving operator and machine productivity and uptime while lowering daily operating costs. They feature improvements in horsepower-to-weight ratios and an optimized boom design enables lift heights to more than 10 feet on the vertical lift models and a 20 percent increase in breakout forces on the radial-lift models. The vertical- lift design on the 314G, 318G) and 317G provides excellent all-around visibility with clear sight lines above and below the boom; the low-profile rear-hood design expands rear views. Flexible control choices on the 316GR and 318G allow users to choose between standard foot and hand controls, optional hands-only controls or enhanced (EH) joystick controls that are switchable between ISO- and H-patterns. www.johndeere.com

Skid steer loader The versatile LiuGong 385B skid-steer loader maximizes productivity with features that save operators time and keep them at peak performance longer. With an operating weight of 8,250 pounds and 0.66 cubic yard bucket capacity, it has a mechanical quick coupler compatible with a wide range of attachments that makes switching implements fast and easy. Ergonomically located controls reduce operator fatigue in the comfortable, operator- friendly cab with easy-to-read electronic displays. Safety is enhanced by ROPS/FOPS protection and high-intensity LED light clusters on front and back offer maximum worksite visibility. The loader’s 72-horsepower Yanmar Tier 4 Final engine offers maximum torque with low fuel consumption and high reliability. The standard open-center PRODUCT FOCUS hydraulic system provides a flow of 79 L/min. www.liugongna.com J/A 19 www.ProContractorRentals.com 33 SKID-STEER LOADERS

Large-frame skid-steer loaders Wacker Neuson adds the Series II SW24 and SW28 skid-steer models with the latest in enhanced cab design and service accessibility. Their cabs fully tip forward for complete access to all maintenance components. They have a simple, open mechanical design and efficient layout for less time on daily service checks. The 73.4-hiorse- power Kohler diesel engines Revamped skid-steer loaders feature a maintenance-free, regeneration-free aftertreat- The Volvo D Series MC110D, MC115D and MC135D skid-steer loaders offer more ment system, eliminating the strength, greater capacities, improved safety and operator comfort. They have been impact of extreme heat and revamped with a stronger boom design that provides up to 11 percent higher lift- downtime due to regenera- ing capacities than past models. The cabs offer 30 percent more room and up to 60 tion or the need for cleaning percent greater visibility. The MC110D has a rated operating capacity (ROC) of 2,500 particulate filters. The models pounds and the MC115D has a ROC of 2,700 pounds. A fully enclosed attachment feature repositioned joysticks bracket eliminates the need for greasing and has a replaceable, reversible wear plate. that promote intuitive and The new visual indicator lets the operator know when the attachment is locked. The comfortable operation. The ROPS/FOPS cab offers more than 30 percent more room than standard skid-steer high-visibility cab has angled loaders. The wider side-entry door and new handrails allow operators to enter more pedals and foot bed and safely without stepping over an attachment and require less effort to close the cab door conveniently located switches thanks to a new cab air vent. With the curved single loader arm, large top window and that significantly reduce narrow ROPS cab pillars, operators benefit from 270 degrees of visibility, which is up to operator fatigue. Operator 60 percent more than conventional models featuring the two-arm design. The forward- access is easy with a wide tilting cab makes maintenance easier. All maintenance points are arranged in a simple door and step, plus there is layout that can also be accessed using the large rear door. no restrictive lap bar. Control www.volvoce.com options for any operator include mechanical hand-foot, electric-hydraulic (EH) hand- 74-horsepower foot and selectable EH (ISO skid-steer loaders and H-pattern). The vertical- Takeuchi-US offers the large-frame lift model offers class-leading TS80 series skid-steer loader with hinge pin height; a variable- a 74-horsepower Tier 4 Final-com- speed cooling fan maximizes pliant Deutz engine that delivers efficiency, improves fuel 192 foot-pounds of torque at 1,800 economy and assists in cold rpm. The simple maintenance-free starts. Diesel Oxidation Catalyst (DOC) www.wackerneuson.com does not require regeneration, cleaning, or Diesel Exhaust Fluid (DEF). The Takeuchi TS80R2 radial-lift model has an operating weight of 7,950 pounds and a rated operating capacity of 2,825 pounds, bucket breakout force of 5,845 pounds, lift-arm force of 7,080 pounds and a maximum hinge pin height of 10 feet 5 inches. The TS80V2 vertical-lift model has an operating weight of 8,965 pounds and a rated operating capacity of 3,500 pounds and a bucket breakout force of 5,920 pounds, lift arm force of 6,200 pounds and a maximum hinge pin height of 10 feet 10 inches. Both models feature a functional and

PRODUCT FOCUS well-equipped operator’s station with a lower threshold for easier entry and exit. Ride control, bucket positioning and high-flow auxiliary hydraulics are optional. J/A 19 www.takeuchi-us.com

34 www.ProContractorRentals.com Optional canopy JCB now offers an optional canopy for its Teleskid skid-steer and compact track loader, further enhancing the appeal of Teleskids for rental fleet owners and construction and agriculture applications. The canopy option provides a rugged, rental-ready alternative to the positive-pressure, climate-controlled cab that has been standard on all Teleskid machines since the product launch in March 2017. Both the cab and new canopy option provide a 33 percent larger operator environment and 60 percent better visibility than comparable machines, sources report. www.jcb.com

Hands-free attachment changes SILICA DUST Bobcat Company introduces the Learn the Facts!! Bobcat Bob-Dock hands-free hydraulic attachment mounting Protecting against silica dust — system. It is available for M2-Series steps you can take to keep employees and customers safe. T630, T650, T740 and T770 com- VAC-200 pact track loaders; S630, S650, PART# ED33125HCONK S740 and S770 skid-steer loaders; and the A770 all-wheel steer Protecting loader. To connect an attachment, an operator lines up the loader with the attachment’s Bob-Dock adapter people from plate. The operator then presses the Power Bob-Tach switch inside the silica dust! cab, which secures the attachment and automatically connects the hydraulics. To remove the attachment, simply retract the Bob-Tach wedges All EDCO Vacuums come standard with MicroClean filters and pull away. The hydraulics which capture silica and other airborne contaminates at instantly release, providing simple, 99% efficient @ 0.5 Microns. This efficiency helps meet hands-free removal. OSHA’s Table 1 respirable crystalline silica exposure Bobcat.com/loaders/features/ control methods, when working with EDCO equipment bobdock and other products.

Available for all existing Vacuums is the HEPA 2.0 Kit. The combination of the standard MicroClean filter and the HEPA kit far exceed OSHA silica standards for dust collectors at 99.97 efficient @ 0.3 Microns. HEPA 2.0 Kits are standard on EDCO Vacuums. Visit us at edcoinc.com to learn more.

Scan the QR Code to see Jason’s entire interview at the ARA show on Silica Dust PRODUCT FOCUS

edcoinc.com • edcoed.com • 800-638-3326 • [email protected] J/A 19 www.ProContractorRentals.com 35 SKID-STEER LOADERS

Brush cutter Solesbee’s brush cutter skid-steer attachment is ideal for tough clearing applications. The cutter comes in 60- inch or 72-inch cutting width and has a 6-inch cutting capacity. It’s equipped with three bi-directional blades powered by a high-torque piston motor and bearing housing. The blades are made with 5/8-inch AR400 steel and are housed in a 3/8-inch double clover leaf-shaped Vibratory roller attachments blade holder. The 3/16-inch deck sides are reinforced MBW Inc.’s skid-steer vibratory roller attachments are one of with AR400 steel for optimum clearing power. This brush the most innovative and cost-effective rollers on the market. cutter does not require case drains and offers a flow of The ATS smooth-drum and ATP padded-drum models are 17 to 30 gpm. available in 73- and 84-inch working widths. All models fea- www.solesbees.com ture hydraulically powered exciter systems lubricated by an oil mist design. They also feature a patented exciter shaft design that minimizes exciter shaft deflection, lower operating temperatures and provide the industry’s lowest incidence of bearing and seal failure. A knockdown blade is integral to the roller frame and vibrating drums are isolated from the frame, minimizing vibration transmission to the host machine. With low maintenance and high productivity, these rollers have become a staple in rental fleets and made contractor’s lives much easier, MBW sources report. The units have standard universal quick-attach system. compensating valve block and a patented eccentric shaft design. www.mbw.com

Breakers with dust suppression The Epiroc SBU series hydraulic breaker range is designed to handle higher return pressures and are ideal for use in suburban and city areas. They come standard with an integrated water port for dust suppression, a feature that can assist in compliance with Occupational Safety and Health Administration (OSHA) final silica rule dust regulations. They have a durable, slim and compact yet lightweight design. The integrated pressure relief valve protects the breaker against overloads to protect the breaker and increase the operator’s productivity. Epiroc SBU series breaker range includes the SBU 160 – carrier weight class: 5,000 to 11,000 pounds, SBU 220 – 6,000 to 13,000 pounds and SBU 340 – 10,000 to 20,000 pounds. Hopper brooms www.epiroc.us The Kubota HP3074/84 hopper brooms can help contractors keep job sites clean. The 26-inch diameter brush uses poly, wire, or combination poly and wire bristles to sweep dirt, aggregate or other light debris and trash into the bucket. The bucket shell is 3/16-inch steel and features a bolt-on cutting edge as standard equipment. The HB74 and HB84 are manufactured with an all-steel hood and has an overall height of 33 inches. For high-dust applications, the unit features an optional dust suppression kit. For applications that require additional width to reach curbs or along

PRODUCT FOCUS buildings, the Kubota HB can be ordered with an optional gutter brush, with or without dust suppression. J/A 19 www.landpride.com

36 www.ProContractorRentals.com Hammer line Mid-size stump grinder Soosan offers the SQ The Stumper 240 is a mid-size grinder that Series hammers for mini- chews up to 8 inches of stump per pass excavators and skid-steer while still maintaining high- or low-flow loaders that are available hydraulic power options. The direct-drive in seven models of compact hammers ranging from system has no gear boxes or electrical 250 to1500 foot-pound energy classes to fit carriers connections to maintain. Built with the from 1,400 to 31,000 pounds. All feature quiet shock- same robust, simple design of all Stumper models, the 240 is the optimal choice for mounted housing, only two moving parts and low cost small to mid-size contractors. The 240 is of operation. Hammers can be equipped with fixed compatible with a mini and regular skid skid-steer or versatile combi-mounting bracket to fit an array of compact carriers. steer, mini excavator, backhoe and UTV. www.soosanmachinery.com www.gostumper.com

Hydraulic stump grinder MTB Mfg. offers the Baumalight S40 stump grinder that is powered by a bent-axis piston motor that can be matched to the skid steer’s hydraulic flow. The 1.25-inch thick steel rotor is the backbone for its 20 bolt-on carbide Green Teeth, making it simple to rotate and replace teeth. The extra-large blast shield is hinged and has dual rows of chain curtains to contain and control chips during grinding. The hinge allows the shield to be raised to get into tight areas and for easy access to the rotor and teeth. The swing control can use the skid steer’s internal control through its 8 or 14- pin AUX connection for standard skid steers or the 7-pin connection of Bobcat skid steers loaders. https://baumalight.com/

Dirt doesn’t stand a chance. Reliable, industrial-strength power, industry-leading brass pump components, versatile pivoting tips and 5-in-1 nozzles, and heavy-duty, easy-maintenance performance built to tackle any size dirty job, on the worksite or off.

yamahamotorsports.com/pressure-washer PW3028 PW4040

J/A 19

www.ProContractorRentals.com 37

Pro Contractor Rentals 1/2 Page Non-Bleed Ad 7” x 4.875” DVC Work Order #25723 REF #24979 YMUS # 4411 SKID-STEER LOADERS

Swivel log grapple The Vermeer SLG46 swivel log grapple is the newest addition to the Vermeer mini skid-steer attachment lineup. Weighing in at 515 pounds, the swivel grapple helps haul materials around a landscape or tree care job site. Equipped with maximized reach and swivel capabilities to help efficiently load brush chippers, the Vermeer log grapple gives operators the ability to pick-up and transport material in a fluid and productive manner. www.vermeer.com

SATG grapple Worksaver, Inc. offers the Sweep Action Tine Grapple (SATG) with a patent-pending grapple design that sweeps debris into the bucket, reducing clean-up time. Material is moved into and retained in the bucket when the cylinder overcomes the spring pressure, causing the front rake to rotate toward the bucket in Hydraulic breakers a sweeping motion. Available in 72-, 78- and 84-inch models, Striker hydraulic breakers by Toku-America Inc. are hy- it offers an open-tine bottom with its sweep-in grapples, mak- draulic attachments that produce industry-leading impact ing it ideal for handling site energy while also increasing overall productivity. Models demolition debris, rocks, that range from 100 to 12,000 foot-pounds have pat- brush, wood and metal. ented, accumulator-free technology that removes pressure The sweeping action al- spikes and allows the breaker to be made with significantly lows operators to pick up fewer parts for lower downtime and overall operation cost. small materials without Models in the 100 to 1,000 foot-pound range can be inter- leaving the cab, eliminating changed between machines with an easy-to-use pin-and- hand cleanup while leaving bushing kit system. the dirt behind. www.toku-america.com www.worksaver.com

Auger attachment The Lowe BP-210, planetary drive auger drive unit will add versatility to your hydraulic machinery. Made in the USA, the BP-210 features a Lowe-designed and -manufactured gearbox specifically for auger attachment use. Features include increased gear strength, stronger shaft support and a through-hardened alloy driveshaft. Shaft options include 2-inch diameter hex PHOTO: Copyright PHOTO: and 2 9/16-inch diameter round. Designed to operate with hydraulic flows between 15 and 30 gpm and offering efficient, high torque power, a 3,000 psi continuous flow motor, reverse direc-

PRODUCT FOCUS tion capability and only two hydraulic hose connections. Easy-attach mountings are available for skid steer loaders and other equipment. J/A 19 www.loweman.com

38 www.ProContractorRentals.com www.ProContractorRentals.com www.anacorp.com @ 100psiand 330cfm@150psi. unit (PDS330DP-6E1) providing 375cfm full load.Itisavailableinadual pressure class soundlevels–lessthan 76dBaat proofed steelconstructionandlowestin easy maintenance,heavy-duty, weather- dard features includegull-wing doorsfor information totheoperator;otherstan- tal control screen provides real-time status on asingletankofdieselfuel.Acolordigi- at fullloadandmore than 9 hoursruntime that provides best-in-classfuelefficiency a 108-horsepowerKubotadieselengine 400 scfmat100psiandispowered by portable aircompressor that provides ANA offers theAirmanPDS400S-6E1 www.allmand.com conditions andistheworry-free waytokeepjobsitesworking. 4Final-compliantengine. Itdeliverspowerfulairflowinallclimate with aTier cy. Easytouseandstart,theMaxi-Air100deliverscfmisequipped sized rotary screw airendrunsatlowerspeedforlonger lifeandfuelefficien- Air Compressor willmaximizeyourjobsite productivity. Itsheavy-duty, over- Whatever theproject orjobsiteconditionmaybe,theMaxi-Air100Portable 100 cfmportableaircompressor 100 psi@400scfm Fuel-efficient PORTABLE COMPRESSORS

doosanportablepower.com run timeat100 percent load. your pocketinstead ofyourfueltank.Ithas a10-hour able productivity andfuelefficiency thataddsmoneyto (DOC) aftertreatment system,theXP185provides reli- with maintenance-free dieseloxidationcatalyst 4Final-compliantengine D24 Tier 74-horsepower Doosan job site.Powered bya and easyaccessonthe tools forsafetransport powered andelectrical nient storageofair- toolbox allowsforconve- compressor. Anonboard side rear paneloftheair easy accessonthecurb- with two120Vduplexoutlets an optional4kWgenerator. Themachine isequipped ously powerairandelectricaltoolswhenoutfittedwith fiber-optic cableinstallation.The XP185cansimultane- ing, pneumatictooloperation,pipelinetestingand applications suchasgeneralconstruction,sandblast- 185 cfmand125psi,makingitidealforavarietyof 185WDO high-pressure compressor thatproduces Doosan PortablePowerintroduces the DoosanXP- High-pressure 185cfmcompressor

39 J/A 19 PRODUCT PRODUCT FOCUS FOCUS PORTABLE COMPRESSORS

Gas-powered portable compressor Jenny Products, Inc. offers its J11HGA-30P single-stage, gas-powered compressor. The wheeled portable unit meets high volume requirements while upholding a durable, compact design. It includes a 30-gallon air tank and features a belt-driven single-stage, four-cylinder J pump with a high compression ratio for producing maximum air flow. It delivers 21.3 cfm at 100 psi or 20.9 cfm at 125 psi. It is powered by an 11-horsepower Honda GX gasoline engine. Pump temperature is kept low by the directional air shroud and large flywheel. Also, Jenny Ultimate Blue synthetic pump oil protects the unit’s pistons, crankshaft, bearings, rings and cylinders. The unit comes with two fully pneumatic tires, convenient lifting handles, manual tank drain, safety relief valve, large canister intake with replaceable filter elements, protected fittings and tank, regulator and outlet Compressor powers pressure gauges. Options include an oil sight glass, air line filter, two breakers easily lubricator and electric start. The APT 110 powers two breakers with effortless www.jennyproductsinc.com ease, sources report. The compressor is designed for maximum performance and efficiency and is easy to transport. The canopy is made from extra- tough polyethylene, protecting the working parts and ensuring the compressor looks and performs to its maximum, day in and day out. The APT 110 features an ultra-efficient oil-injected air end and all air outlets are at the rear of the machine for ease of use. The reliable Kubota diesel engine meets Tier 4 Final emissions standards without requiring exhaust aftertreatment components or filters. The compressor is easy to service with great access to filters, engine and air receivers. Options include cold-weather kits, aftercoolers, fine air filters and more on select models. It is trailer-mounted with road lights as standard. www.apt-tools.com

Single-stage rotary-screw compressor Atlas Copco Power Technique North America offers the XATS 250 single-stage, oil-injected, rotary-screw portable compressor. This compact, easy to move compressor gives the operator the added flexibility of being able to provide more pressure and flow. Pressure adjusts through cognitive electronics (PACE) technology so the operator can control the pressure of the machine, enabling multiple pressure and flow settings. The intuitive XC2003 controller is coupled with PACE functionality and adjusts the pressure in increments of one psi to as low as 58 psi to 100, 112, 124, 138 and 150 psi. With its HardHat canopy, it has the latest, toughest design and protects all internal components, keeping the machine as good as new and increases residual

PRODUCT FOCUS value. The unit comes with a spillage-free frame as standard with 100 percent fluid containment. M/JJ/A 19 www.atlascopco.us

39 www.ProContractorRentals.com Tier 4 Final portable air compressors Sullair adds Perkins engine-powered machines in its 375 Series of portable lubricated rotary-screw air compressors. The engines will be offered on the 375H, 400HH, 425H models in addition to current Caterpillar offerings. The units are powered by a Tier 4 Final emissions compliant Perkins 405 cfm portable air compressor 1204F-E44, 4-cylinder engine rated at 122 horsepower. Kaeser Compressors’ M125 portable compressor produces The Perkins-powered machines feature the same durabil- 405 cfm at 145 psig and features Sigma Control Mobil control- ity, simple serviceability and maneuverability customers ler for consistent performance over a wide range of pressures. have come to expect from Sullair. Swing doors with slam It comes standard with an oversized fuel tank, the power- latches on all four sides of the machine offer easy access saving Sigma Profile rotary screw air end and heavy-duty Tier 4 and the units feature LED taillights, compressor discharge Final-compliant Deutz diesel engine. The onboard Sigma Con- temperature (CDT) and air filter maintenance indicators for trol Mobil controller enables variable pressure ranges between easy maintenance. The units use a Sullair 16-series air end 85 and 205 psig to tackle the different pressures needed for assembled in the USA and an oversized 65-gallon fuel tank powering breakers, cable blowing and high-pressure applica- providing up to 10 tions such as drilling. The optional clean air treatment pack- hours of runtime at ages make it an excellent choice for sandblasting and back-up full load. plant air. The weatherproof canopy and wide-opening gull wing www.sullair.com doors allow quick access to all components for easy servic- ing and also reduce noise levels. The steel chassis, torsion bar suspension, oversized tires and instrument and light package ensure easy portability and excellent road handling, while the high capacity, cold start battery assures year-round reliability. us.kaeser.com/mobilair

LIFT YOUR BOTTOM LINE

Since years, UPequip offers a full line of rental ready compact aerial lifts and cranes for the most complicated, demanding and cramped jobsite. Let us help your customers with their challenges.

COMPACT ATRIUM LIFTS COMPACT TRACKED CRANES 16 models / 80 configurations 46’ to 72’ lifting height 40’ to 139’ working height Up to 8810lbs capacity Tracked or wheeled Straight and Articulated Bi-energy or Lithium-Ion Hybrid for Indoor/outdoor use

Single door access Single door access

The fastest growing brands of compact lifts and cranes in North America

Join the Simple Inside ™ community and call 1844UPequip

Nationwide re-rental available short or long term PRODUCT FOCUS Visit www.UPequip.ca to built you unit online M/JJ/A 19 www.ProContractorRentals.com 40 HEADLINE Partner Rentals aims to take the rub out of equipment rental, externally and internally.

MALCOLM ROACH

Body Copy Subheads TRACKS ADD ACCESS Crawler boom lift makes bridge rehab possible

elicate” isn’t typically the revered and nostalgic history. In need of repair, the first word that comes New York Metropolitan Transportation Authority RENTAL SOLUTIONS RENTAL to mind when you think and its contractor, Tutor Perini, have started the about demolition. At its painstaking process of chiseling away the 82-year- “D heart, the word evokes dy- old concrete on each bridge support, skewback and namite, debris, clouds of smoke and wreck- pedestal at a time, and replacing or repairing each ing balls, at a minimum. But when it comes to one over the course of nearly 19 months. demolishing and replacing concrete piers on an 82-year-old bridge that carries more than Atypical demolition 64,000 vehicles into and out of New York Unlike a typical bridge demolition project, this City every day, everything about the process one requires precision because the bridge will re- is, in fact, delicate. main open during the entire project. There is no room for error and every detail is critical, includ- The Henry Hudson Bridge, predicted to be ing the selection of construction equipment. Site named a registered historical landmark, is a criti- access is one of the greatest project challenges. RENTAL RENTAL SOLUTIONS cal lifeline of access that connects the northern The bridge is located in an area where the river end of Manhattan to the Bronx. bank has about a 50 percent grade, making it dif- J/A 19 Its concrete base supports are showing signs of its ficult to ger equipment close to the bridge’s four 42 www.ProContractorRentals.com Demolishing and replacing concrete piers on an 82-year-old Henry Hudson Bridge that carries more than 64,000 vehicles into and out of New York City every day is possible HEADLINE with JLG 400SC tracked boom lifts. Partner Rentals aims to take the rub out of equipment rental, externally and internally.

skewbacks that carry most of the us the JLG 400SC weight of the bridge. crawler boom. The Unlike the pillars, which are being machine descended completely replaced, the skewbacks the slope, which at will have approximately 12 inches of the time was mud concrete chiseled away from every face and rock, with little and will be refaced with new material. effort and took its place at the water’s Perfect access edge, allowing us to “It’s rare, but there are times in move forward with construction projects when there the demolition proj- truly is a unique product that is the ect. This machine was best-and-only in its class,” says Edgar destined for this type Vidal, general superintendent for of work.” Tutor Perini. Since the start of “We were facing a significant the project, three slope down to the river, and another additional 400SC manufacturer’s machine had already models have been To gain skewback access, the tracked boom failed the test. In a second attempt, added to the work site, allowing the lifts had to move down banks with nearly a our rental supplier had acquired for project to remain on schedule. The 50 percent grade. Crews are chiseling ap- four machines, the newest boom lifts proximately 12 inches from every skewback in JLG’s lineup, are the first of their face and then refacing it with new material. kind working in the United States. “These machines are my savior,” ment with tires. Its compact design says Vidal. “Without the 400SC, we allows it to access challenging work would be significantly delayed and sites where space is very limited. would have been forced to bring “The tracks provide operators with equipment in on barges, which is the ability to work in areas where expensive and potentially dangerous with the swift current, not to men- traditional booms can’t due to ground tion the environmental hurdles we conditions, including snow and mud,” would have faced.” says Brandon Tucker, senior director The JLG 400SC lift uses tracks in- of engineering for JLG. “The Hudson “Without the 400SC, we would be signifi- stead of wheels, which makes it pos- River Bridge project is exactly the cantly delayed and would have been forced sible to use on challenging terrain. type of environment that our engi- to bring equipment in on barges, which is The tracks offer flotation so surface expensive and potentially dangerous with the neers envisioned when they designed pressure gets evenly distributed

swift current, not to mention the environmen- RENTAL SOLUTIONS across the length of the tracks. It can this machine, and the customer feed- tal hurdles we would have faced,” says Edgar back is reassuring.” Vidal, general superintendent for Tutor Perini. travel on muddy or soft ground that would quickly mire a piece of equip- J/A 19 www.ProContractorRentals.com 43 A service technician prepares a Perkins HEADLINE400 Series-rated long block for installation. Partner Rentals aims to take the rub out of equipment rental, externally and internally.

SERVICE TIPS ENGINE

Short blocks are REPLACEMENT another viable option for engine replacements. OPTIONS Why a new engine may be better than a new machine

HELEN HAGAN

othing lasts forever, including long blocks, remanufactured engines and new the engine powering your rental replacement engines. Each solution has its own equipment. Sooner or later you pros and cons. will be faced with the decision to Parts kits: Unless you have the technical ca- Neither purchase a replacement pabilities to use them and can afford significant machine, overhaul or rebuild your existing downtime during a re-build, parts kits probably engine or install a replacement engine. aren’t a good option for rental machines. If you have the time and ability, however, they can be a Of these choices rebuilding and replacing your very economical solution. engine is nearly always more cost effective than a Short blocks: A short block consists of a block new machine, but there are considerations before with crank, pistons, connecting rods and the rear- you decide which option is best for you. end oil seal factory-installed. This choice is most Here are some of the questions you should ask. appropriate when the rest of the engine is in good What’s available? condition. A short block makes the most economic SERVICE SERVICE TIPS Most engine manufacturers offer a range of so- sense when the existing block has been damaged lutions including re-build parts kits, short blocks, beyond repair but the rest of the components are J/A 19 in good condition. 44 www.ProContractorRentals.com Perkins 1104D long-block replacement engine.

Long blocks: A long block is a than 400 engine can be short block with at least the cylin- replacement very attrac- der head and temporary top cover engine op- tive. Giving a installed. Beyond that basic configu- tions including second life to a HEADLINE ration, long blocks are available all engines config- machine that is the way up to very close to a com- ured to meet prior already depre- plete engine minus only the electrical emission standards ciated makes Partner Rentals aims to take components and any engine-driven in effect at the time economic sense, accessories. For a large rental fleet the equipment especially when the rub out of equipment rent- owner or Original Equipment Manu- was purchased. the purchase price facturer (OEM), it often makes eco- Emissions difference between the nomic sense to inventory a few long existing machine and a new al, externally and internally. blocks that can be field configured considerations one is taken into account. for use on a range of machines. If it is possible to replace a failed Rental customers are buying Remanufactured parts, short previous-Tier engine with a current- uptime and most don’t really care and long blocks: There is a much Tier engine, Perkins will do so. In about how old the machine may be, confusion about the difference cases where a previous-Tier replace- only that it performs. Delivering that between a factory remanufactured ment is the only compatible option, performance for the price of an engine part and a replacement engine. The Perkins will supply a previous-Tier rather than the price of a machine differences are important. replacement engine that meets and doing it with minimal out-of- A factory remanufactured part, applicable regulatory requirements. service time an engine replacement short or long block is one that has Considering the greater complexity requires is hard to argue against from been returned to “as new” condition of engines meeting Tier 4 Final/ an ROI perspective. by the OEM or a factory authorized Stage V emission standards, the op- Change engine brands? facility. Reliability depends upon the tion of re-powering older equipment First, every international OEM remanufacturing processes and some with engines meeting earlier stan- has to account for the number of new components, which require high dards can be economically attractive. replacement engines shipped into precision such as injector nozzles, Consider downtime cost the United States and the number of may be used in the remanufactured Uptime is money in the rental busi- cores (original parts) exported. part to ensure high quality. Factory ness and the quickest way to get a There is a cost associated with remanufactured parts and engines machine with a worn-out engine back this and it’s usually, but not always typically come with a manufacturer’s into service is by replacing the engine covered by a core surcharge on the warranty; Perkins offers the same with an identical factory-new unit. replacement engine. Perkins, for 12-month warranty on both new and The mounts will fit, the connections example, gives a 100 percent credit remanufactured products. will be in the right places and all of for returned competitor cores. Perkins sells remanufactured long the brackets and mounting points for The second part deals with the and short blocks, but does not sell engine-driven accessories will be there. physical interchangeability of the factory-remanufactured full engines. When a machine is down with engines. This requires an engineer- Many independent shops also end-of-life engine issues virtually ing analysis to compare mounts, “remanufacture” parts and engines nothing, including ordering a brand- connections, aftertreatment loca- for re-sale. Obviously, the quality new machine, will be quicker than tions, accessory placement and other of the parts and components used re-powering it with a new engine. factors. There is a cost involved and and the technical ability of the shop some engine suppliers also pass it on personnel can be highly variable. Cost-effectiveness to the customer while others, includ- While that is by no means a blanket There are several ways to answer ing Perkins, do not. indictment, it’s prudent to approach the cost-effectiveness question. From this option with caution and exercise a pure cost of parts perspective, a Weigh the pros and cons due diligence. re-build kit is probably the least Speak to your local engine distribu- Replacement engines: A re- expensive until you add in the cost of tor. Improving ROI by extending the placement engine is a brand-new, labor to install it. The same is true of life of assets is a good argument in factory-fresh engine built on the same long and short block-based re-builds. favor of a replacement engine. Per- production line using the same com- The cost and availability of techni- haps that’s why it’s a rapidly growing ponents as the original engine. It will cally competent labor is a significant trend in the rental industry. come with the same factory warranty issue. Looking at it from a return SERVICE TIPS as the original. on investment (ROI) perspective, Helen Hagen is the aftermarket product Perkins, for example, offers more re-powering with a replacement manager at Perkins Co. J/A 19

www.ProContractorRentals.com 45 TELEMATICS-BASED FLEET MANAGEMENT How today’s OEM telematics systems can help improve efficiency and profitability.

MISTY MASON n the construction and industrial main- Equipment fleet management is often divided tenance industries, businesses rely on into five primary segments: equipment rental companies to provide • Operational efficiency; the machines they need to successfully • Operational cost effectiveness; Icomplete certain tasks but don’t use of- • Operator management; ten enough to justify purchasing. • Equipment maintenance; and • Equipment safety and compliance That means rental companies are often send- Rental businesses must consider all five factors ing expensive, complex machines to remote work carefully to get the most from their rental fleets. sites where the machines’ use and maintenance “Fleet management means different things

BUILD YOUR BUILD YOUR BUSINESS are no longer under their control for weeks or to each of our customers,” says Korry Kobel, months. As a result, equipment rental compa- director of engineering for JLG Industries Digital nies incur a significant amount of risk each time Solutions teams. “Our goal is to support each of a machine goes out on rental from possible loss them with the right information and connectiv- and damage to potential equipment health and ity to support their individual business needs scheduling issues. for their rental fleet. That includes offering a

BUILD YOUR BUSINESS Proper fleet management can have a tremen- telematics-based fleet management tool, like our dous impact on an equipment rental company’s ClearSky telematics and Access Control system.” J/A 19 overall fleet health, stability and profitability.

46 www.ProContractorRentals.com Justifying telematics renting out equipment that operates make a concerted effort to under- In some ways, telematics technol- as expected and without interrup- stand their own fleet management ogy has made fleet management tion, they must ensure their fleets needs and concerns. Note specific, easier for fleet-based operations. are in top condition. This ensures real-life situations that presented a JLG introduced ClearSky in 2008, that customers avoid unexpected fleet management challenge or issue launched a simplified version based downtime, lost productivity and the to help rental companies develop on customer feedback in 2017 and, related cost implications. clear objectives. Those objectives will in February 2019, enhanced the Typically, most construction jobs help prospective OEM partners de- system to include ClearSky Access run on tight margins and workers termine how their telematics solution Control, an optional tool that allows must often complete one part of a will address the identified needs. rental companies to safeguard their project before they can start on the “After choosing an OEM partner, machines and prevent unauthorized next. If equipment breaks down or rental companies can work with that personnel from accessing equipment. requires service while on the job, partner to develop an implementation Other OEM-based systems have entire projects can fall behind. Cus- strategy that includes data capture, also changed over the years, offer- tomers may move rental equipment analysis and management,” Kobel ing new features that fleet managers from the original delivery site, mak- says. “OEM solutions will range from have come to value and depend upon. ing it difficult for rental companies basic to more complex depending on However, while many construction to locate units and service it in an the customer’s needs and fleet size.” companies have increasingly integrat- efficient, timely manner. Telematics Information/data points are only ed this technology to monitor vehicle can help address these challenges by helpful when it’s put to use. Rental and equipment location, fuel con- giving rental companies visibility to companies need to work with their sumption, maintenance, and operator equipment location and operating OEM providers to get the right data, behavior, rental businesses have been condition at any time. integrate it into useful reports and slower to adopt it. Access to actual asset utilization then use it to help make critical fleet “I’d estimate that a minority of metrics, including engine hours, as management decisions. rental companies are now actively well as geo- and time-fencing are “For example, JLG’s ClearSky using telematics for fleet manage- also key factors for most rental com- telematics system offers two service ment,” says Kobel. “The cost/benefit panies. “Some rental companies have plans: One provides a customizable ratio can be a real-world hurdle told us that avoiding just one field dashboard portal that allows users to for rental business owners and the service call or one ‘lost’ machine is see the data points they care about overall costs of such a system are not enough to make a telematics system most,” Kobel says. “The other plan always captured by the telematics worth it,” Kobel says. “Being able to integrates raw telematics data into a system itself. compare telematics data to the origi- company’s existing rental software or The benefits may be less obvious nal rental agreement and determine ERP system. It’s all about creating a when standard assumptions and whether a customer complied with seamless system that gives the infor- practices are not evaluated with the that agreement is a major benefit of mation they need in the manner they right lens. Change is hard and ques- telematics-based fleet management.” want to receive and consume it.” tioning how things have been done That data needs to contribute to long-range business goals and for years is not always easy when Best management very real dollars are obvious costs. improvement strategies that could There are also issues associated with practices help grow rental customer base, offer managing mixed fleets that make it Rental companies that invest in better machine familiarization at the somewhat difficult for a rental busi- a telematics solution are taking an start of each rental, limit the geo- ness without a dedicated IT depart- important step to improve its fleet graphical radius in which machines ment to support a telematics-based management; the next step is estab- may be used and decreasing the fleet management system.” lishing best management practices to number of jobsite service calls. There are numerous benefits that make the most of the investment. “The best of maximizing telemat- can justify the initial time and effort. “Every rental company – or any ics and access controls is yet to Appropriately timing regular and fleet-based company, for that matter come,” Kobel says. “The future is preventive maintenance, in particu- – should talk to its top OEM partners very bright for this exciting field, lar, is a challenge that rental compa- before deciding on a telematics solu- and we’re going to see even more nies face every day. Equipment rental tion,” Kobel says. “Find the one that functionality and fleet management periods often last weeks or months, makes the most sense to partner with benefits for our customers in the and that equipment must be main- long-term, and then move forward.” BUILD YOUR BUSINESS tained while out on rental. Because Even before approaching an OEM Misty Mason is senior product rental businesses provide value by partner, rental companies should management analyst at JLG. J/A 19 www.ProContractorRentals.com 47 48 HEADLINE Partner Rentals aims to take the rub out of equipment rental, externally and internally.

SERVICE TIPS MALCOLM ROACH

Body Copy Subheads BUSINESS MANAGEMENT BUSINESS MANAGEMENT

J/A 19

48 www.ProContractorRentals.com al, externally andinternally. the ruboutofequipmentrent - Partner Rentals aimsto take HEADLINE to attract new customers. competitors’ rates; useitasastrategy Setting rates ismore than lookingat www.ProContractorRentals.com APRIL MAGUIRE 1. Pricingat apremium mium price. look combine to supportthepre- product’s packagingandthe store’s ensure theirmarketingefforts, the quality product,ownersshould tion. Alongwithcreatinga high- work hardtocreateavalue percep- higher pricetag,abusinessmust ceive productsasbeingworththe businesses thatselluniquegoods. uct’s lifecycle,andidealforsmall effective intheearlydaysofaprod- tors. Premium pricingisoftenmost set costshigherthantheircompeti- on productsandservices. egies toconsiderwhensettingprices any business. a profoundeffectonthesuccessof place andpromotion,pricecanhave business’ costs.Alongwithproduct, goods toolowtocoverallofthe company won’tsucceedifitprices goods thatarepricedtoohigh,your in yourrentaloperation. strategies thatcouldbeimplemented Resource Centeroutlinessixpricing business’ targetcustomerbase. ings, positioningstrategiesandthe distribution costs,competitoroffer of factorsincludingproductionand owner needstoconsiderawiderange Because customersneedtoper With premium pricing,businesses Here aresomeofthevariousstrat- While customerswon’tpurchase Intuit’s QuickBooksBusiness When settingprices,abusiness your products orservices. you canmaximize profits onsalesof determine theprice pointat which ood pricingstrategy helpsyou - - 3. Economy pricing penetration 2. Pricingfor market ficient profit when prices aretoo low. they maystruggle togenerateasuf the salesvolume oflargercompanies, nesses. Becausesmallbusinesses lack can bedangerousforsmallbusi - Wal-Mart andTarget, thetechnique ibly effectiveforlargecompanies like products theyneedwithoutfrills. result, customerscanpurchasethe to keepproductpricesdown.Asa marketing andproductioninorder minimize thecostsassociatedwith scious ofconsumers. aims toattractthemostprice-con- discount retailers,economypricing including genericfoodsuppliersand of theirpositionwithinthemarket. their pricestobetterreflectthestate companies oftenwindupraising sufficiently penetratingamarket, the crowd.Inlongrun,after help smallbusinessesstandoutfrom in awarenesscandriveprofitsand income forthebusiness. does tendtoresultinaninitiallossof competition, penetrationpricing to drawattentionawayfromtheir new companiesusethistechnique on goodsandservices.Whilemany tract buyersbyofferinglowerprices While economypricingisincred - With thisstrategy, businesses Used byawiderangeofbusinesses Over time,however, the increase Penetration strategiesaimtoat- - 4. Price skimming age foryearstocome. great waytoguaranteetheirpatron- your mostloyalcustomerscanbea Still, selectivelytailoringdiscountsto 6. Bundle pricing 5. Psychology pricing introduced tothemarketplace. and exclusivitywhenanitemisfirst it alsocreatesanillusionofquality ness recoupdevelopmentcosts,but skimming canhelpasmallbusi- more price-sensitiveconsumers.Price before droppingpricestoattract maximize profitsonearlyadopters ming isthatitallowsbusinessesto tors’ goodsappearonthemarket. lowers pricesgraduallyascompeti- ductory phase.Thecompanythen setting rateshighduringtheintro- services, priceskimminginvolves maximize salesonnewproductsand sell multiple products for a lower rate sell multiple products foralowerrate enhanced valuefortheconsumer. demand bycreatinganillusion of of psychologypricingistoincrease on apricetagthanthelast.The goal put moreattentiononthefirstnumber for thistrendisthatconsumerstendto here isquitesmall.Oneexplanation $200, eventhoughthetruedifference more consumersthansettingitat a watchat$199isproventoattract tional levelsratherthanlogicalones. age customerstorespondonemo- niques thatmarketersusetoencour One ofthebenefitspriceskim- Designed tohelpbusinesses With bundlepricing,businesses For example,settingthepriceof Psychology pricingreferstotech- - 49 J/A 19 BUSINESS MANAGEMENT than consumers would face if they retailers often target 50 percent, uct have options that vary in value? purchased each item individually. while distributors target 30 percent. Can your customers choose between Bundling goods is an effective way of 2. Customers: Learning as much moving unsold or slow-moving items as you can about your customers standard and fully loaded models? If that are taking up space in your facil- will help you accurately price your so, consider adding a tiered pricing ity, but it can also increase the value products. Are they bargain hunters? structure, which allows customers to perception in the eyes of your custom- Do they splurge on tech products? choose the price level that best fits ers because you’re essentially giving Do they value quality over mass them something for free. consumption? their budget. If your product(s) can Bundle pricing is more effective for Conducting market research will be differentiated through additional companies that sell complimentary outline the demographics and psy- features, price them at points that re- products. For example, a restaurant chographics of your target audience flect their individual values. Try using can take advantage of bundle pric- and reveal their purchasing behavior. ing by including dessert with every Basic in-house database, survey and a pricing structure that offers “good,” entrée sold on a particular day of the internet research will expose com- “better,” and “best” options for prod- week. Small businesses should keep mon traits among your customer ucts or services that have increasing in mind that the profits they earn on base. If you want a more in-depth the higher-value items must make understanding of the group’s tenden- levels of value. Applying this strategy up for the losses they take on the cies, consider hiring a third-party can help you capture a larger portion lower-value product. market research company. of the market by offering multiple This type of research demonstrates options for a range of shoppers. trends like how crucial your product is Figuring the right price 5. Odd-number pricing: After Pricing strategies are important, to their lifestyle. If your product pro- but it’s also important to not lose vides a function they can’t live with- considering all of the above pricing sight of the price itself. When set- out, a higher price point will not deter factors, the exact price comes down them. For example, smartphones have ting prices, consider these five areas to a matter of cents. A pricing strat- alongside your pricing strategy. become such a critical staple for mil- egy that’s been around for decades 1. Cost: You want to ensure that lennials that even a high price tag will the price of your product generates not keep them from purchasing a new suggests that a product retailing enough revenue to cover your costs. one every few years. at $39.99 is much more appealing 3. Competition: How is your When calculating this figure, than one at $40. Although this dif- make sure to include the price of raw competition pricing their products? materials, assembly, labor, rent, ship- This number is a great jumping-off ference may seem arbitrary, studies ping and any other overhead costs point. Keep your price competitive, have shown that this pricing strat- you incur. Add these up and divide but also reflect your product’s value. egy is successful for the majority of by the number of products you Find out if competitors’ products product categories. Once you know produce in the given time period. have the same perceived value as Once you’ve pinpointed the average yours. How do customers compare that you’re competitively priced and cost per product, you’ll arrive at the the products? What type of reviews covering your costs, test single-digit is each product or competitor get- revenue needed to cover expenses. strategies to find which best fits your You’re probably not trying to just ting? Conducting market research break even; you want to make a and performing internet searches will target audience. profit. The percentage that you’d provide useful insight. Pricing your product integrates like to make off of each item is your When researching the competition, the economics of your business and gross profit margin target, which don’t just settle for the prices you the psychology of your customers. you can calculate with this formula: can find on their websites. Do some Where P=price and C=cost: digging on review sites, or even as a Employing simple market research Gross Profit Margin Target=(P-C)/P secret shopper. If your product clearly and competitor analysis will help you Create a simple Excel spreadsheet provides more value than the compe- find your pricing sweet spot. with this formula to calculate these tition, a higher price point will help figures as you add together all of reinforce that it’s a superior product. your costs. If the competition’s product proves What should be your profit more valuable, try pricing your prod- April Maguire has served as a writer, editor BUSINESS MANAGEMENT margin target? It varies based on uct just below theirs as a less expen- and content manager. Currently, she works the type of business. Entrepreneur sive, but high-quality option. as a full-time freelance writer based in Los Angeles and has written for Intuit on several J/A 19 magazine reports manufacturers and 4. Tiered pricing: Does your prod- business-related topics. 50 www.ProContractorRentals.com AD INDEX

ADVERTISER PAGE WEBSITE Abbott Rubber 51 abbottrubber.com AHM American Honda Motor 17 honda.com Applied Machinery Sales 23 ams-merlo.com Blount 5 icsdiamond.com Brave Products 3 braveproducts.com/pcr Barreto Mfg. 19 barretomfg.com Dosko 3 dosko.com/pcr EDCO Equipment Development Co. 35 edcoinc.com FTG Equipment Solutions 27 ftgequipment.com Genie - Terex AWP 31 genielift.com JLG Industries, Inc. 24 jlg.com Hyundai Americas 13 hceamericas.com Iron and Oak 3 ironandoak.com/pcr JCB 2 jcb.com Kaeser Compressors Inc. 11 us.kaeser.com/pcr Kubota USA 7 kubotausa.com Maxim Mfg. 3 maximmfg.com/pcr ORS NASCO 52 orsnasco.com Power Pusher Div. of Nu-Star Inc. 30 powerpusher.com ProBarrow 3 gnedi.com/pcrpb Skyjack 21 skyjack.com/elevate Turfco 3 gnedi.com/pcrtr UP Equip 41 upequip.ca Yamaha OPE 37 yamahamotorsports.com/generator

Publisher does not assume any liability for errors or omissions.

WEEKLY E-NEWSLETTER FROM PRO CONTRACTOR RENTALS MAGAZINE CONTRACTOR’S HOSE WEEKLY & ASSEMBLIES • Air Hose Keep up • Water Hose • Suction Hose to date on: • Discharge Hose z Current • Hydraulic Hose • Pressure Washer Hose industry news • Plaster/Grout Hose • Sand Blast Hose z Upcoming events z New products z Thought provoking articles NEW! WEBSITE ON Subscribe ER LIN D E R to our weekly e-mail O NOW24/7 AVAILABLE AT www.abbottrubber.com newsletter

1700 NICHOLAS BLVD. ELK GROVE VILLAGE, IL 60007 AD INDEX

MEMBER www.ProContractorRentals.com (847) 952-1800 (800) 852-1855 FAX (847) 952-0156 J/A 19 www.ProContractorRentals.com 51

TRA Ad 2018_marks_1/4 page_fnl.indd 3 3/7/18 9:38 AM Callout /Quote

Wright Wilbur Orville Wright and John T Daniels photographer. First flight 120 feet in 12 seconds; Kitty Hawk North Carolina. Kitty Hawk North Carolina 1903. Photograph. https://www.loc.gov/item/00652085/. GAME CHANGER.

0 PROD TIONA STOME RKETI 0 U A L U R A NG ,0 C N C M 0 T 0 S

D 6 S IS N 00 T IO S S T BRAND RIBU T ERVICE UPPOR CHANGE YOUR FUTURE. PARTNER WITH US. Author BIO SERVICE SERVICE TIPS

M/J 19 800.678.6577 ORSNASCO.COM www.ProContractorRentals.com 52