INTERNATIONAL www.khl.comwww.khl.com NEWS A KHL Group Publication Volume 13 Issue 5 rental July-August 2013 Book now! International Rental Conference p20 Interview: Riwal CEO Norty Turner p17 Dan Kaplan: essential rental metrics p46
Power generation products for rental and Altaaqa Global interview
Power on p29 Official magazine of the ERA
THE ONLY MAGAZINE COVERING THE GLOBAL EQUIPMENT RENTAL MARKET
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Full page.indd 1 15/07/2013 09:25:27 COMMENT 3 NEWS July-August 2013 Volume 13 Issue 5 Editorial Team Editor Murray Pollok e-mail: [email protected] Tel: +44 (0)1505 850 043 Staff Writers Lindsey Anderson, Alex Dahm, Lindsay Gale, Sandy Guthrie, Laura Hatton, Cristián Peters, D.Ann Shiffler, Helen comment Wright, Euan Youdale Editorial Director Paul Marsden
Production Team Diversification coming Production and Circulation Director Saara Rootes ny business needs to diversify - whether geographically or by sector - if it is to prosper. e-mail: [email protected] Production Manager In recent years this impetus has been seen most visibly in rental businesses focusing Ross Dickson more on industrial customers, or, in other words, anything except general construction. e-mail: [email protected] A Tel: +44 (0)1892 786245 That has seen many of the bigger rental businesses of the world report pretty significant Design Manager increases in ‘industrial’ revenues. For example, Speedy Hire's 2012 annual results were the first Jeff Gilbert Designer to see pure construction revenues dropping below the 50% mark. Gary Brinklow This obviously begs the question as to what constitutes ‘industrial’. Capital works by utility Production/Design Assistant Pippa Smith companies – water, power, transport – are often described as non-construction, even if, to the e-mail: [email protected] Tel: +44 (0)1892 786207 casual observer, construction is precisely what it looks like. Production Assistant Whatever the definition, the diversification strategy has been underway for many years, and KHL’s rental Louise Kingsnorth was given a very firm push by the financial crisis. e-mail: [email protected] pportfolio Tel: +44 (0)1892 786246 Next on the agenda, at least for the world’s bigger rental companies, will be geographical INTERNATIONAL
THE RENTALA KHL SPECIAL REPORT www.khl.comwww. khl A KHL KHL Group Group Publication Publication .c KHL Group om rental Publication Sales Team diversification. That has been a strategy pursued by many specialist rental businesses for a REPORT
Volume 13 Issue 5 NEWS Advertisement Manager Book now! InternationalJuly-August 2013 Rental C decade or more – Aggreko’s business is built on it, as is Algeco Scotsman’s and aerial platform onference Interview: Riwal CEO ew: Riw p20 Norty wTaal CEO Lynn Collett A COMPREHENSIVE GUIDEGUID TO THE Turner COMPREHENSIVE GUID p17 FROM 2011 GLOBAL RENTAL M MMARKETS Dan Kaplan:a GLOBAL RENTAL essential Krentalraplan: INTERNATIONAL RENTAL NEWS l rent E TO THE e-mail: [email protected] al company Riwal (interviewed in this issue). The case of Riwal also illustrates that you don’t need metricsmem ARKETS p46 Power generationgenerati products for A KHL SPECIAL REPORT rental and Altaaqalt Global interview MANAGING on Tel: +44 (0)1892 7862219 aaqaq Powerow on RENTAL Offi cicial to be a massive business to move into different continents – it just requires the desire and a mag azazini ne of er thhe ERRA
IRN 07-08 2013 Cover-MP-EDI THETHHE Fax: +44 (0)1892 786258 ONLYONLONNLYNL p2 MAGAZINE 9 TED.indd 1 COVERING THE GLOBAL EQUIPMENT Products & Services lot of effort. RENTAL 10 YEARS OF RENTAL MANAGEMENT ADVICE FROM EARS OF RENTAL M MARKET S OF RENTAL M IINTERNATIONALNTERNATIONALTERNATIONAL RENTAL NEWS 1 INTERNATIONAL INTERNATIONALANAGEMENT ADVICE FRO Directory Sales A NEWS So far, however, the general rental market has seen less of that, with exceptions including MAGAZINEAGAZ M www.khl.com rental A KHL GGroup Publication Paul Watson rentalr
e-mail: [email protected] RankingRa Europe’s Loxam in Europe, Ashtead (UK and US), Hertz (in US, China, Saudi Arabia and Europe), and GAM lar rgest rental companies NEWS IRN ERNE IRN100: 2004-2008 NEWS Tel: +44 (0)1892 786204 Ranking the W100 N (Latin America, eastern Europe and the Middle East). rental orld’s top IRNIR companies 2004-2005 Fax: +44 (0)1892 786258 100 04-200 Ranking the100 world’s largest 200 00 Other than Hertz it is notable that very few of the big US players have moved beyond their 04-2008rental companies
Expanded version of the Finance Team the June 2013 issue of
IRN100 Financial Controller North American borders. United Rentals is the most obvious example, having in recent years International Rentalpublished News in Paul Baker focused on its home market and in partricular the integration of RSC. Tel: +44 (0)1892 784088 Financial Assistant United's market share is still less than 15%, so there is obviously room to grow in its home www.khl.com// Gillian Martin market. However, that would still leave it almost 100% reliant on the US economy. information-store e-mail: [email protected] Tel: +44 (0)1892 786248 There are some in Europe who are anticipating that United – and others – will have no choice Credit Control Josephine Day but to expand their global coverage, especially if they find themselves limited by slower growth e-mail: [email protected] in the US. As one European CEO told IRN recently, investors will start to agitate for movement Tel: +44 (0)1892 786250 sooner or later. www.khl.com/rentalawards Circulation Team So watch out for acquisition activity in the coming years. The precise ‘when’ is anybody’s Circulation Manager Theresa Fox guess, but it will happen. e-mail: [email protected] Tel: +44 (0)1892 786238 Circulation Executive Murray Pollok Hayley Gent Tel: +44 (0) 1892 786233 Editor, International Rental News www.ireshow.com Office Manager Clare grant Business Development Director Peter Watkinson Correspondence or comments should be sent to: Publisher The Editor, IRN, Southfields, Southview Road, Wadhurst, East Sussex, TN5 6TP, UK. www.khl.com/rentaltracker James King Tel: +44 (0)1892 784088 Fax: +44 (0)1892 786257 e-mail: [email protected] www.khl.com/enewsletter/
The paper in this magazine originates from timber that is sourced from sustainable forests, managed www.khl.com/enewsletter/ www.khl.com to strict environmental, social, and economic standards. The manufacturing mill has both FSC & PEFC certification, and also ISO9001 and ISO14001 accreditation.
IRN JULY-AUGUST 2013
IRN 07-08 2013 Comment-MP-EDITED.indd 3 15/07/2013 09:28:43 «Lighting towers to light up prrojects that help the world grow»
Full page.indd 1 15/07/2013 09:26:55 CONTENTS 5
KHL Head Office UNITED KINGDOM Southfields, Southview Road, Wadhurst, East Sussex TN5 6TP, UK Tel: +44 (0)1892 784088, Fax: +44 (0)1892 784086 e-mail: [email protected] www.khl.com
USA OFFICE KHL Group Americas LLC, 3726 E. Ember Glow Way, Phoenix, AZ 85050, USA Tel: +1 480 659 0578, Fax: +1 480 659 0678 e-mail: [email protected]
CHINA OFFICE Beijing Representative Office …inside Room 768, Poly Plaza, No.14, South Dong Zhi Men Street, Dong Cheng REGULARS FEATURES District, Beijing, P.R. China Tel: +86 10 6553 7678, Fax: +86 10 6553 6690 NEWS & KHL.COM ROUND-UP 6 INTERNATIONAL RENTAL 20 e-mail: [email protected] HSS makes access acquisition; RentalTracker results; HKL helps CONFERENCE, BEIJING LATIN AMERICA OFFICE with flood relief; Coates Hire ownership confirmed; Nationwide IRN previews the first International Rental Conference (IRC), KHL Group Americas Los Militares 5620, of. 909 Platforms’ investment plans; plus other news from the world’s being held in Beijing, China, on 14 October, 2013, with speakers Las Condes, Santiago, Chile rental sector. including Gérard Déprez and Michael Kneeland. Tel: +56 2 2885 0321 e-mail: [email protected] KEVIN APPLETON COLUMN 11 PRODUCT FEATURE: 23 KHL Sales Offices Private equity firms are interested in rental because it is an LIGHTING TOWERS UK/IRELAND Lynn Collett, UK head office, immature and fragmented sector and promises good cash Manufacturers are taking differing approaches address as above generation. Kevin Appleton casts his eye over an increasingly to the technology of lighting towers, Tel: +44 (0)1892 786219 e-mail: [email protected] important player in the rental industry. with LED lamps, solar power and hybrid FRANCE/BELGIUM energy solutions crowding in on Hamilton Pearman Tel: +33 (0)1 4593 0858 ERA/IRN RENTALTRACKER 13 the traditional metal halide, diesel e-mail: [email protected] Europe’s rental industry remains cautious and is not seeing any powered towers. GERMANY/AUSTRIA/ dramatic upturn in demand, according to the latest ERA/IRN SWITZERLAND/EASTERN EUROPE Simon Battersby RentalTracker ssurvey for the second quarter of the year. SECTOR FEATURE: 29 Tel: +44 (0)1892 786 232 POWER GENERATION e-mail: [email protected] TURKEY INTERVIEW:IN 17 The generator set market is Emre Apa NORTYN TURNER, RIWAL becoming increasingly crowded as Tel: +90 (0)532 324 36 16 e-mail: [email protected] Riwal’sR CEO Norty Turner wants the company to traditional genset manufacturers ITALY be at the forefront of developing the access increasingly see competition from Fabio Potestà Tel: (010) 570 4948 rental market around the world. He spoke to engine OEMs. Plus, an interview with e-mail: [email protected] Murray Pollok. new IPP rental player, Dubai-based JAPAN Akiyoshi Ojima Altaaqa Global. Tel: +81 (0)3 3261 4591 INTERVIEW: 40 e-mail: [email protected] CHINA MORIAKI KADOYA, MARKET REPORT: 34 Cathy Yao HITACHI EUROPE CATERPILLAR, RUSSIA Tel: +86 10 6553 7678, IRN asks Moriaki Kadoya, president/ Russia and the CIS territory offers e-mail: [email protected] KOREA CEO of Hitachi Construction rich potential for rental, and it is a CH Park Machinery (Europe), for his views on market opportunity that Caterpillar Tel: +82 (0)2 730 1234 e-mail: [email protected] the rental market. and its dealers well understand, THE NETHERLANDS reports Murray Pollok. Arthur Schavemaker Tel: +31 (0)547 275005 ERA PAGE 43 e-mail: [email protected] The European Rental Association’s committee for Equipment PRODUCT FEATURE: 37 SWEDEN/FINLAND/DENMARK/NORWAY Peter Gilmore Technology is looking in detail at the most common repairs and COMPACTION EQUIPMENT Tel: +44 (0)20 7834 5559 maintenance issues that rental companies have with machines. IRN looks at some of the innovative e-mail: [email protected] NORTH AMERICA compaction equipment launched Matt Burk RENTAL IT 51 at the bauma exhibition, includimng Tel: +1 312-929-3478 This year sees UK software company MCS Global celebrate thirty new products from companies inluding Cell: (773) 610-9467 e-mail: [email protected] years of developing rental software. Murray Pollok spoke to Hamm, Bomag, Weber MT and Altrad Belle.lle. Jonathan Cervero chairman and founder Richard van der Knaap. Tel: +1 312-929-3247 e-mail: [email protected] RENTAL MANAGEMENT: DAN KAPLAN 46 Printed by: FACES & PLACES 53 US consultant Dan Kaplan gives a rallying call for rental Garnett Dickinson Print, UK companies to make more and better use of rental metrics. “It is READER SUBSCRIPTION FORM 54 about taking control of your company”, he writes.
ISSN No: 1749-5040 (Print) IINTERNATIONALNTERNATIONAL www.khl.comwww.khl.com ISSN No: 1749-5059 (e-mail)
…outside NEWS © Copyright KHL Group, 2013 A KHL Group Publication Volume 13 Issue 5 rental July-August 2013 KHL Group on the web Book now: International Our cover photo this Rental Conference p20 Interview: Riwal CEO Visit www.khl.com for a wide range of editorial features, month shows Atlas Norty Turner p17 Dan Kaplan: essential rental including breaking news, ‘web exclusive’ articles, our Copco Portable Energy metrics Videozone and more. generators being p46 Readers can also register to receive the digital issues of all offloaded from a truck.
magazines in the KHL portfolio at: www.khl.com/irn. See page 29 for our Power generation products for rental and Altaaqa Global interview ■ See page 8 for more on khl.com. feature on new gensets. Power on p29 Official magazine of the ERA
THE ONLY MAGAZINE COVERING THE GLOBAL EQUIPMENT RENTAL MARKET
IRN JULY-AUGUST 2013
IRN 07-08 2013 Contents-MP-EDITED.indd 5 15/07/2013 09:38:43 6 NEWS
DIARY DATES 2013 HSS buys Haulotte’s EUROPLATFORM 2013 3 October, 2013, Istanbul, Turkey www.europlatform.info INTERNATIONAL RENTAL UK access business CONFERENCE 14 October 2013, Beijing, China SS Hire has acquired UK to its customers in the UK. www.khl.com/irc Platforms, Haulotte Group’s UK “We believe that UK Platforms is H rental business, transforming a great fit for HSS and reflects our BICES it into one of the largest access rental commitment to adding specialist 15-18 October, Beijing, China players in the country. expertise to our Group,” said Mr Davies, www.e-bices.org The UK company has embarked who added that HSS looked forward on a strategy of adding specialist to “a continuing strategic partnership SAIE businesses to its traditional tool hire with Haulotte.” 16-19 October, 2013, Bologna, Italy network. Last year it bought generator Alexandre Saubot, Haulotte Group www.saie.bolognafiere.it/it/ rental company Abird and now it has CEO, said the sale of its UK rental added a large access rental business. operation would reduce company debt THE SHOWMAN’S SHOW UK Platforms, founded in 2000, runs “and strengthen our financial capacity 23-24 October, 2013 a fleet of 2400 Haulotte platforms from to pursue strategic opportunities Newbury, UK 10 locations in the UK. It had revenues in our core business when they will www.showmans-directory.co.uk of €20 million in 2012. The HSS access appear”. fleet now numbers more than 6730 UK Platforms’ managing director ICEF units, the second largest in the UK.. Philip James, who has worked at International Construction Chris Davies, HSS Hire’s CEO, said the Haulotte for several years, will stay Economic Forum deal would complement HSS’ existing with the rental business under HSS 20-22 November, Amsterdam, NL HSS’ existing fleet already contains powered access fleet and operator ownership. www.khl.com/events some Haulotte units, such as this training services, enabling it to offer a Star 10 platform. wider range of equipment and services 2014 HKL Baumaschinen was one of the central European rental companies working INTERMAT MIDDLE EAST 2014 hard on flood defence and clean up 14-16 January, 2014, Abu Dhabi New ERA board holds operations following heavy flooding in www.intermatme.com the Elbe and Danube rivers in June. HKL helped local authorities, the army and THE RENTAL SHOW first meeting fire departments to shore up Elbe flood 9-12 February, 2014, Orlando defences at Randau near Magdeburg www.therentalshow.com The European Rental Association’s new The full list of directors, and their in north eastern Germany, providing board held its first meeting in Brussels posts, is as follows: wheeled loaders, tipper trucks and CONEXPO-CON/AGG on 26 June and confirmed Cramo’s ■ Vesa Koivula (Cramo), President engine driven mini-dumpers to help 4-8 March 2014, Las Vegas, US Vesa Koivula is its new president. ■ Hervé Rebollo (DLR), Treasurer distribute around 100000 sandbags www.conexpoconagg.com and Vice-President around the river embankments. “It was ■ Pierre Boels (Boels Rental), Vice- challenging”, said Christian Bahrenthien, INTERNATIONAL RENTAL President HKL‘s customer adviser and coordinator EXHIBITION (IRE) ■ Chris Davies (HSS), Vice-President on site, “People and machines working 24-26 June, 2014 ■ Marzia Giusto (Nacanco), Vice- around the clock. I am very glad that we Amsterdam RAI, Amsterdam, The President could help with our machines to protect Netherlands ■ Magnus Rosen (Ramirent), Vice- the dikes.” According to Fitch Ratings, www.ireshow.com President the flooding is estimated to have caused ■ Peter Schrader (Zeppelin Rental), €12 billion of economic damage in Vice-President Germany alone. The board has also made some changes to ERA’s various committees, reviving the Sustainability Committee. IRN100 update The committee will support the rental industry in promoting the Following the publication of the latest IRN100 survey in the June issue, we environmental benefits of rental have received the following clarifications and corrections: and develop tools to help members ■ Algeco Scotsman has corrected the original rental revenues figure it respond to requests from customers. provided, increasing it from €820 to €870 million. In addition its capital ERA said members interested in expenditure on fleet should have been €166 million and not the €301 million joining the committee should contact originally submitted. its Brussels-based secretariat office. ■ Mills Rental: correct telephone number is +55 (21) 2123-3700 Also, Jorg Bachmann steps down ■ oEmec: correct website address is www.emecogroup.com and company after a long stint as chairman of type should be Mining Equipment Rental. the Promotions Committee and is An extended version of the survey, with additional comments on each of the replaced by Klaus Kögel of Zeppelin top hundred companies and graphical analysis of the results, can be bought Rental. from KHL’s Information Store – see www.khl.com Full details of the various committees can be found at www.erarental.org.
IRN JULY-AUGUST 2013 www.khl.com/news
IRN 07-08 2013 News-MP-EDITED.indd 6 15/07/2013 12:13:27 NEWS 7
Nationwide Platforms in the UK, part of the Lavendon Group, has added MEC Titan booms to its fleet as part of a £20 million European investment investment programme this year. The Titan combines the capacity of a telehandler (1800 kg) with the working area of an ultra-deck scissor lift (6.7 m by 2.28 m) plans for 2014 harden and the reach and rotation of a boom. The investment will see 1650 new platforms The second quarter of the year saw a respondents said they would increase quarter of 2013, conducted at the end enter the fleet, including 630 Terex AWP slight hardening of investment plans spending by more than 10% this year of June. Around 200 rental companies Genie lifts, 43 specialist H.A.B. scissors, for this year and the next reflecting – slightly lower than the 31% from the in Europe responded to the survey. and a large number of Power Towers’ continued uncertainty in Europe’s first quarter – while the same trend was The balance of opinion on business Pecolift low level platforms. economy. evident for spending plans next year, conditions at the end of June was zero, Around 22% of the survey with 33% of all companies expecting which means that the same proportions to increase investment by (22.9%) were reporting improving and PERCENTAGE FORECASTING MORE THAN more than 10% compared deteriorating conditions. The majority, 10% INCREASE IN CAPEX FOR 2014 to 39% three months ago. 54.3%, reported no change. Nordic 67% Companies in the That represents a small improvement UK 39% Nordic region, the UK and over the first quarter, when there was Multinationals 39% multinationals are the a -7.2% balance. It is the first quarter Germany 33% most likely to increase their since the start of 2012 where there All Europe 33% spending this year and has not been a negative balance of Italy 30% next. opinion. France 29% The investment results See page 13 for the full results of the Benelux 21% are part of the most recent RentalTracker survey. 0% 20% 40% 60% 80% 100% ERA/IRN RentalTracker survey for the second
INTERNATIONAL Ahern confirms Chapter 11 exit
CONFERENCE CHINA Ahern Rentals finally exited the to receive debt repayments – will 14 October 2013 Beijing Seven and Carlyle Chapter 11 process on 24 June be paid the face value of their loans following the bancruptcy court’s plus interest due up to the start of David Philips, managing director of Off- retain Coates Hire acceptance of its restructuring plan. the Chapter 11 process, while other Highway Research is the latest senior Seven Group and Carlyle said they The company, one of the largest creditors will get 100% of their figure to sign up as speaker for the first will retain ownership of Coates Hire independent rental firms in North allowed claims. International Rental Conference in Beijing following a strategic review of the America, filed for Chapter 11 protection Don Ahern, president and CEO, said; on 14 October. Other speakers include the Australian rental business. in December 2011. “We thank our customers and our CEO’s of Loxam and United Rentals and The owners, who each own Don Ahern and his brother John employees, suppliers and business senior managers from Hertz Equipment around 46% of Coates, said that Paul Ahern, Jr, retain 100% of the partners, whose loyalty during this Rental Co, Volvo Rents, Snorkel and Wynne they “remain fully committed to the capital stock in the company. Under process has been instrumental in our Systems. See page 20 for more details and business and continuing to grow” the restructuring plan, “second lein” continued financial success and our visit www.khl.com/irc to book your place. Coates Hire. debt holders – those second in line success in emerging from bankruptcy.” The strategic review was begun in November last year. The statement by Seven Holdings gave no reasons for the decision not to sell the IRN Rental Share Index business. Leigh Ainsworth remains in place SHARE PRICES as CEO following the strategic Start date Previous mth Current mth % change review. COMPANY 11/1/06 30/5/13 10/7/13 Acces Industrie (France) € 0.47 1.70 2.10 +23.5% Aggreko (UK) £ 2.75 18.15 18.10 -0.3% Ashtead Group (UK/US) UK£ 1.83 6.36 6.85 +7.7% Boom Logistics (Australia) A$ 3.70 0.11 0.12 +9.1% Cramo (Fin) € 13.0 9.52 9.02 -5.3% GAM SA (Spain) € 8.00 0.38 0.36 -5.3% GL events (France) € 29.96 17.70 16.80 -5.1% H&E Equipment US$ – 22.66 23.05 +1.7% Kanamoto Yen – 2308 2203 -4.5% Lavendon (UK) UK£ 2.20 1.65 1.60 -3.0% Mobile Mini (US) US$ 46.2 34.52 32.98 -4.5% Ramirent (Finland) € 23.43 7.34 6.79 -7.7% Speedy Hire (UK) UK£ 8.32 0.57 0.63 +10.5% United Rentals (US) US$ 24.9 57.01 51.81 -9.1% IRN INDEX 100.0 218.4 218.3 0% Note: The index is based on aggregate changes in market values of the companies in the list. The initial index value of 100 is based on values on 11 January 2006.
www.khl.com/news IRN JULY-AUGUST 2013
IRN 07-08 2013 News-MP-EDITED.indd 7 15/07/2013 09:42:04 8 NEWS News from khl.com MANUFACTURERS RENTAL ROUND-UP MARKETS ■ Sandvik has acquired a 50 acre ■ Ashtead Group expects profits ■ Spanish rental company GAM ■ Euroconstruct has revised (202342 m2) site in Chakan, near Pune, in the coming year to be ahead reduced its losses by 50% in the downwards its expectations for India, where it plans to build a new of expectations as the business first quarter of 2013, with operating Europe's construction market in 2013 factory that will produce construction continues to benefit from “strong losses of €7.3 million on revenues of to a decline of 3% – deeper than the equipment for the Indian market. The momentum [and a] cyclical recovery €33.3 million. Revenues were down 2.5% decrease it forecast at the end of new facility is expected to be up and still to come.” Sunbelt Rentals in 13% compared to the first quarter last year. The outlook for 2014 has also running by 2015. the US continues to be the strong in 2012. Sales in Spain fell by 18% to changed, from expected growth of 1% performer, with revenues in the €20.8 million, and in Portugal were to an increase of just 0.5%. Growth ■ France-based Manitou said it is fourth quarter to 30 April up 23% down 44% to €2.0 million. GAM’s for 2015 of 1.7% is currently forecast. considering an assembly plant in and up 21% over the full year, international business grew by 11% “Hopes of a speedy recovery for the Brazil within the next two years. driven by a larger fleet on rent and to €10.5 million, representing almost European construction industry have The manufacturer’s interim CEO improving prices. Sunbelt's annual a third of its business. been dashed,” Euroconstruct said. Dominique Bamas said the plant operating profits rose 56%. would be its only new facility in the ■ Groundforce, the division of VP ■ Developing countries will drive immediate future, as the company’s ■ The Finnish equipment rental plc that rents hydraulic struts and construction growth over the main focus of expansion would market is forecast to be flat this other shoring equipment, has signed long-term according to the Global be through new dealerships and year and only returning to very a distribution agreement with Italian Construction 2025 report from the expansion of existing ones in modest growth in 2014, with falls in pump and dewatering company Global Construction Perspectives and countries like Russia. Manitou did not new construction activity offset by Interwell. Venice-based Interwell Oxford Economics. At the launch of say what products would be made at an expanding building renovation will offer Groundforce’s excavation the report Bruno Lafont, chairman & the plant. and repair market. Finland’s state- support equipment and associated CEO, Lafarge, said; “Construction will owned research and certification products to its clients in Italy. account for 13.5% of global output by ■ Terex Corp has lowered its profit body, VTT, and The Association of 2025, according to the report…Over forecasts for the year following Finnish Technical Traders, estimated ■ Brazilian company Mills Estruturas 66% of global construction activity a softening in demand at its the total rental market in 2012 at e Serviços de Engenharia (Mills) will be undertaking in emerging Construction, Material Handling & €582 million, a 1% increase over 2011, has placed orders for new aerial markets by 2025.” Port Solutions (MHPS) and, to a lesser with a 1% fall in new construction platforms worth US$41.6 million. extent, Cranes divisions. Terex said it rental offset by a 5% increase in Deliveries will be between June and ■ The Russian construction equipment did not see evidence of a protracted rentals in the renovation sector. the end of the year. market is one of the growth engines slowdown and reported continued for Europe, according to the positive replacement demand for its Committee for European Construction Genie aerial platforms. With an investment of US$175 million, September by ZF and Liugong has Equipment (CECE). It said government the 562000 m2 factory has an produced its first prototype. The and private projects in the oil and gas ■ JCB has entered the six cylinder annual capacity of 3000 excavators, AP3000 axle can be assembled with industry, infrastructure and housing diesel engine market with the launch wheel loaders, and backhoe loaders. dry or wet brakes, and is designed for sectors were stimulating demand. of the Dieselmax 671, the result of a Capacity could be 4000 units by 2014. 5 and 6 t capacity wheeled loaders. £45 million development programme. Liugong’s 855N will be the first ■ Former Spanish prime minister To date, the company has produced ■ The joint venture announced last machine to use the new axle. José María Aznar will give the more than 250000 four cylinder units keynote address at the International since production began and the new Construction Economic Forum (ICEF) in engine is the next step. ■ Longer versions of these stories, plus hundreds of others, can be found at Amsterdam, the Netherlands, on 20-22 www.khl.com The site has dedicated sector pages for Rental, Construction, November. The conference includes ■ Hyundai Heavy Industries has Access, Cranes and Demolition. a session on fleet management. See completed its first factory in Brazil. www.khl.com/events for details. Rental information from IRN In addition to the published magazine, IRN provides rental news and information in a variety of formats: Digital magazine Online news Weekly newsletters Social Media KHL’s new IRN can be read in KHL’s team of 10 journalists Readers can subscribe to You can track IRN on construction digital format either as a in Europe, North America our weekly rental newsletter, Facebook, LinkedIn and news App downloadable PDF document and South America are compiling all the previous Twitter. Following us on Twitter KHL Group has or read online with easy-to- constantly uploading stories week’s most important Rental, (@KHL_IRN) means that you introduced a use page turning technology. to KHL.com. The site has Access and Construction get immediate alerts on news new, improved The latter version also allows dedicated pages for Rental, stories. It is free to register at: stories posted on khl.com. version of its App, readers to highlight and print Construction, Access, Cranes www.khl.com/enewsletter/ suitable for both iPhone and out selected stories or e-mail and Demolition. IRN also produces the weekly Android devices. The App, items to contacts. ERARentalNewsletter for which provides the latest To receive the digital version members of the European breaking news from the KHL. free of charge register at: Rental Association (ERA). com website, including rental www.khl.com/subscriptions/ stories, is free to download free-digital/ from App stores.
IRN JULY-AUGUST 2013 www.khl.com/news
IRN 07-08 2013 News-MP-EDITED.indd 8 15/07/2013 09:42:23 SJ63 AJ ARTICULATING BOOM 21.2 m working height and a horizontal reach of 12.19 m
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Full page.indd 1 15/07/2013 09:28:08 THE APPLETON COLUMN 11 Cash machine Why do private equity investors like the rental industry so much? Kevin Appleton argues that the immature, fragmented nature of the market coupled to its cash generating potential, make it a natural target.
rivate equity (PE) has a long history of Second, rental companies have great defensive involvement in the equipment rental sector, characteristics for a financial investor. Unless the P and continues to be active in doing deals. market suffers massive trauma (as in 2008), the Although I lack access to any statistics to prove it fact that 15% to 30% of rental company P&L costs (and as if that would stop me having an opinion!), are related to depreciation of equipment means my guess is that the participation of private equity that cash can be generated for some time simply by in equipment rental is higher, as a proportion of the turning off capital expenditure on new equipment. total size of the sector, than in almost any other For a PE investor this means that their base industry. Why should that be so. investment is at least likely to be safe, even if it I think the answer is partly related to the make-up doesn’t yield great returns and profits are poor, of the sector, partly to the characteristicschar of rental or even non-existent. Of course, the limiting of companiescompanies in ggeneraleneral and ppartlyartly to where PE houses capital expenditure on new equipment can only be seesee ththeireir areas of sstrength.trength. sustained for a limited number of years, but it will TheThe rentalrental sectorsector across ththee wworld is still relatively see most businesses through a “normal” downturn. fragmented,fragmented, withwith even ‘dominant’‘domina players typically Third and finally, the great skill of the best PE havinghaving lessless ththanan 30% sshareshares of their national houses is the timing of their investments. There are markets, and often substantiallsubstantiallyy less. This is in part few better than rental businesses for converting a measure of sectoralsectoral maturitymaturi (it’s a relatively sales growth into profit growth when times are good youngyoung industryindustry comparedcompared to, say,s retailing or car and the market is on an upward curve. manufacturing) and so the big companies haven’t had time yet to be even more dominant.do No big surprise However,However, iit’st’s aalsolso a refreflectionlection of the end customer We shouldn’t therefore be surprised to see PE activity base. Over 70% of rental equipmentequipm is estimated to in the market right now. Many rental companies have gogo into construction, which is a market,m at its smaller been running themselves to generate cash for a few end,end, that is still hugely fragmenfragmentedt with many, many years and find themselves well-positioned for an oneone person businesses. At thisthis end of the market upturn (although there is often an initial ‘catch-up’ relationshipsrelationships are stillstill cricriticallytically iimportant, and there in equipment investment required) but their current willwill always be a home for the qualityqu local player. owners have maybe tired of the investment. For the PE investor this fragmentationfragm means that For the PE house, getting into a business which therethere is less likelihood of a bidbidding war with major is well positioned, where investment requirements tradetrade investorsinvestors for a pparticulararticular target company, as are not ridiculous and where there may be an thethe major,major, cash-richcash-rich tradetrade investorinv is still pretty opportunity to ride four to five years of growth thinthin on thethe ground.ground. RentalRental hasha one company in before cashing out, is the perfect scenario. EuropeEurope approachingapproaching €1 billionbillion ini turnover, and not Is it good for the industry? Well, you could argue many more thanthan thatthat in thethe USA, whereas there that financial ownership contributes to making the areare dozensdozens ofof retailersretailers and manufacturers cycle of growth and bust a little more extreme, as it aboveabove thisthis levellevel andand having substantial has an interest in investing into growth maybe more cashcash reserves.reserves. SSoo dedealsa can be done more aggressively than if it was a long-term owner of the easilyeasily andand withwith lessless competitive tension business. Anyway, it doesn’t really matter whether comparedcompared toto otherother industries.in it’s good or not, because it’s here to stay. IRN
“For the PEPE house, getting into a business which is well ppositioned,ositioned, where investment requirements are not ridiculous and where there may be an opportunity to ride four tot five years of growth before cashing out is the perfectperfec scenario.”
KEVIN APPAPPLETONL is a former chief executive of Lavendon Group and now executive chairmanchairman ofof Travis Perkins’ £1.5 billion builders merchants division in the UK. He is also a non-executivenon-execu director of Ramirent. To comment on Kevin's article, please e-mail: [email protected]
IRN JULY-AUGUST 2013
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Full page.indd 1 15/07/2013 09:29:08 ERA/IRN RENTALTRACKER 13 Slowly slowly he second quarter of the year saw very Regarding activities levels in the second quarter little overall change in business sentiment of the year, there is almost no change from the T in Europe’s equipment rental industry, with first quarter, with a very small positive balance of still no clear trend emerging following last year’s opinion. This measure has remained more or less The second quarter of 2013 Eurozone concerns. constant for the past four quarters. The Nordic region and the UK are the most However, look at the same figures comparing saw a continuation of the optimistic current markets and are also reporting activity levels for the first half of the year and you the most favourable conditions, while Europe-wide gain a generalised picture of declining increases cautious trend in Europe, investment plans show a modest hardening of views, in activity. The first half of 2011 saw more than half with slightly fewer companies planning significant of respondents reporting year-on-year revenue although there are some increases in investment this year and next. increases, and that fell to 40.6% last year and is The balance of opinion on business conditions now at 33%. positive signs, such as at the end of June was zero, which means that the This reflects a much flatter growth curve for same proportions (22.9%) were reporting improving Europe’s rental sector after the dramatic year-on improvements in utilisation. and deteriorating conditions. The majority, 54.3%, –year improvements seen in 2011, when the market reported no change. was recovering from depressed levels. The ERA is Murray Pollok reports. That actually represents a small improvement expecting just 1.0% growth in revenues across over the first quarter, when there was a -7.2% Europe this year, and the survey reflects that. balance, and comfort should also be taken in the In terms of optimism (see Figure 1), although fact that it is the first quarter since the start of 2012 there is still a healthy positive balance of opinion where there was not a negative balance of opinion. - +30% - it has fallen back from 36% three months ¬ Optimism FIGURE 1 PROPORTION FORECASTING BUSINESS TO BE ‘MUCH BETTER’ 12 MONTHS AHEAD Nordic 33% Expectations for year from now UK (9%) 14% 200% Italy (0%) 11% All Europe (11%) 8% Benelux 6% 150% Multinationals (14%) 4% France (0%) 0% +30.9% +8.4% +39.6% +30.0% Germany (0%) 0% 100% +20.7% +26.9% +0.6% +16.7% Spain 0% 16.9% 19.8% 14.3% 13.2% 21.8% 25.7% 32.1% 22.6% 29.6% 31.9% 43.7% 35.8% 39.3% 28.2% 50% 40.2% 35.2% 50.6% 53.8% 42.4% 43.8% 34.1% 32.7% 39.2% 43.1% The survey 0% Q3-11 Q4-11 Q1-12 Q2-12 Q3-12 Q4-12 Q1-13 Q2-13 Just under 200 companies in Europe responded Q 1-11 Q 2-11 Q 1-10 Q 2-10 Q 4-10 Q 3-10 Q 4-09 Q 3-09 to the ERA/IRN RentalTracker survey for the Balance of opinionWorse Same Better second quarter of 2013. The survey was carried out in the last two weeks of June and the first week of July. FIGURE 2 Our thanks to all the companies who participated and to the following organisations who helped distribute the survey to their Business conditions now members and contacts: 150% ■ Assodimi (Italy) ■ ConfalQ (Spain) ■ Construction Plant-hire Association (CPA) (UK) 100% +4.1% +0.6% +7.2% ■ 27.1% 28.0% 23.8% 29.5% 22.9% DLR (France) 34.6% 40.2% 34.7% ■ Hire Association Europe (HAE) ■ RusRental (Russia) 50% 41.8% 43.4% 45.3% 48.3% 54.3% ■ Norwegian Rental Association 41.8% 47.2% 48.2% ■ Danish Rental Association 31.2% 28.6% 30.9% 17.1% 17.9% 18.1% 22.3% 22.9% ■ The Association of Finnish Technical Traders 0% -17.5% -7.2% The RentalTracker for Europe is a joint venture -22.3% -16.6% between IRN magazine and the European Rental Association (ERA). If you have suggestions about -50% how the survey could be improved, then please Q3-11 Q4-11 Q1-12 Q2-12 Q3-12 Q4-12 Q1-13 Q2-13 Q 1-11 Q 2-11 Q 1-10 Q 2-10 Q 4-10 Q 3-10 Q 4-09 contact the ERA on [email protected] or Murray Q 3-09 Pollok, IRN Editor, at [email protected] Balance of opinionDeteriorating Same Improving
www.khl.com/rentaltracker/ IRN JULY-AUGUST 2013
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ago. The encouraging feature here is that very rental companies will not change their employee for spending plans next year, with a third of all few companies – less than 15% - are expecting numbers, and the proportion that will make job cuts companies expecting to increase investment by conditions to be worse in a year’s time, with the rest – 10.9% - has remained pretty much at that level for more than 10% compared to 39% three months ago. split evenly between those expecting improvements the past two years. It seems that rental companies generally are and those anticipating no change. Intentions in capital investment in fleet have expecting no great help from Europe’s economy The continued rather sluggish outlook is confirmed changed perceptibly since the first quarter: 22% next year, and are slightly trimming investment in the figures for employment intentions. Just 19.5% said they would increase spending by more than plans as a result. of survey respondents will expand their workforces 10% this year – a relatively modest amount and The time utilisation trend again enjoyed a positive in the next quarter, which is a significant fall from lower than the 31% from the first quarter – while balance of opinion, up from +5.1% last quarter the 27% of the first quarter. The vast majority of the same slight hardening of opinion was evident to +11.4% now. Around 36% said utilisation was FIGURE 3 FIGURE 4 Quarterly activity year-on-year Year to date
150% 150%
+37.6% +36.2% 100% +11.1% +13.9% +3.7% +5.9% +1.8% +1.4% 100% +36.3% +13.1% +1.5% 17.7% 21.4% 27.2% 26.1% 27.9% 30.1% 30.4% 28.8% 41.1% 16.6% 27.5% 31.5% 26.9% 21.0% 50% 34.6% 33.9% 41.1% 33.9% 37.3% 41.0% 50% 79.6% 20.6% 30.6% 31.9% 35.6% 55.4% 57.6% 38.3% 40.0% 31.3% 36.0% 32.2% 30.2% 12.2% 38.3% 52.8% 40.6% 32.9% 0% 0% 8.1% -2.8%
-50% -50% -71.5%
-100% -100% Q3-11 Q4-11 Q1-12 Q2-12 Q3-12 Q4-12 Q1-13 Q2-13 Q2-09 Q2-10 Q2-11 Q2-12 Q2-13 Q 1-11 Q 2-11 Q 1-10 Q 2-10 Q 4-10 Q 3-10 Q 4-09 Q 3-09 Balance of opinionLower Same Higher Worse Same Better Balance of opinion
TABLE 1 Regional Trends
BALANCE OF PERCENTAGE REPORTING PERCENTAGE WITH INCREASING TIME OPINION ON Q2 2013 GROWTH VS Q2 2012 UTILISATION IN Q2 2013 BUSINESS (previous quarter results in brackets) (previous quarter results in brackets) CONDITIONS (END Q2, 2013) Nordic 67% Nordic 83% previous quarter in UK 52% (38%) UK 58% (40%) brackets Spain 33% France 50% (30%) Multinationals 32% (22%) Multinationals 43% (10%) Nordic 50% All Europe 30% (32%) All Europe 35% (30%) UK 33% France 20% (14%) Germany 31% (20%) (-9%) Benelux 19% Italy 21% (14%) Multinationals 16% Italy 18% (20%) Benelux 20% (14%) Germany 13% (8%) Spain 17% Germany 6% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100 (-43%) All Europe 0% PERCENTAGE WHO WILL PERCENTAGE WHO WILL INVEST >10% IN (-7%) EMPLOY MORE STAFF IN Q3 2013 2013 COMPARED TO 2012 France -6% (previous quarter results in brackets) (previous quarter results in brackets) (-21%) Benelux -6% Nordic 67% Multinationals 39% (10%) Spain -31% UK 44% (48%) Nordic 33% Italy -43% Multinationals 40% (33%) UK 28% (57%) (-55%) France 20% (15%) France 28% (33%) Note: Balance of opinion All Europe 19% (26%) All Europe 22% (31%) = proportion seeing Spain 17% Germany 17% (27%) improvement – proportion Italy 13% (3%) Benelux 13% seeing worsening conditions. Germany 7% (7%) Italy 11% (20%) Benelux 7% Spain 0% 0 10 20 30 40 50 60 70 80 90 100 0 10 20 30 40 50 60 70 80 90 100
IRN JULY-AUGUST 2013 www.khl.com/rentaltracker/
IRN 07-08 2013 Rental Tracker-MP-EDITED.indd 14 15/07/2013 09:47:24 ERA/IRN RENTALTRACKER 15
FIGURE 5 FIGURE 6 Employment Time utilisation trend
intentions 150% EMPLOY LESS 9.8% +29.9% EMPLOY MORE 100% +23.9% +18.6% +7.3% +5.6% +14.3% +5.1% +11.4% 27% 19.0% 20.0% 21.2% 23.6% 26.8% 21.4% 24.6% 24.1% 32.1% 36.1% Q2-13 50% 39.0% 45.5% 40.8% 42.9% 45.8% 40.5% EMPLOY LESS NO CHANGE 48.9% 43.9% EMPLOY MORE 10.9% 63.1% 39.8% 30.9% 32.4% 35.7% 29.7% 35.5% 19.5% 0%
Q3-13 -50% Q3-11 Q4-11 Q1-12 Q2-12 Q3-12 Q4-12 Q1-13 Q2-13 Q 1-11 Q 2-11 Q 1-10 Q 2-10 Q 4-10 Q 3-10 Q 4-09 NO CHANGE Q 3-09 Balance of opinionDeteriorating Same Improving 69.6%
improving, perhaps Elsewhere, the Spanish and Italian markets – and investment plans, particularly for next year, with reflecting a positive change to some degree the Benelux as well - remain in a 29% expecting to increase spending by more than following the weather-impacted first quarter. less-than-joyous mood. In Germany, there is little 10%, which compares to 42% at the end of March. Regionally, the notable features are confidence in optimism for a year ahead (none were expecting In recent quarters we have been receiving fewer the UK and Nordic region – these two occupy the top ‘much better’ conditions), and German renters were responses from Nordic companies. We made a two positions in all but one of the regional graphs also the least likely to report year-on-year growth concerted effort to get more results with the (see Table 1). in second quarter revenues. They are conservative second quarter survey, and this led to a modest Multinational companies are also more positive, for investment this year, but much more positive for improvement, sufficient for us to report the results. with quarter on quarter improvements in almost spending next year. However, we remind readers that the figures for all the measures. Significantly for equipment French rental companies report slight individual regions and countries are based on manufacturers, they have also improved their improvements in utilisation, business levels and relatively small samples, and should be viewed investment plans compared to the first quarter. employment intentions, but they have slowed their accordingly. IRN
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Full page.indd 1 15/07/2013 09:32:00 NORTY TURNER INTERVIEW 17
Fine tuning Riwal’s CEO Norty Turner says he wants the company to be at the forefront of developing the access rental market around the world. Murray Pollok spoke to him at the company’s new head office in Dordrecht, the Netherlands.
Riwal’sRiwal’s CEO, NortyNorty Turner.Turner. here’shere’s a restaurantrestaura in Riwal’s Programme – a series of 12 management projects homehome towntown ofof DordrechtDo which aimed at improving efficiencies in all areas of the T hashas ‘Riwal‘Riwal Salad’Salad’ on the menu, business – is, says Mr Turner, part of a process whwhichich is testamenttestament ttoo the traffic of that pre-dated his arrival; “With that work on the cocompanympany staffstaff ththatat hhaveave ppassed through organisation – and Riwal has always been organised, ititss ddoorsoors over ththee yearsyears.. of course –it was identified that there was much IIt’st’s ststillill a ffavouriteavourite hauhaunt for Riwal more to be done there, but that process started well ememployees,ployees, a constantconstant even iin the last 18 before I joined.” monmonthsths thatthat havehave seen so many cchanges at the To emphasise that continuity, and deflect the view bbusiness.usiness. AmonAmongg ootherther ththings,ings, tthere is a new that his appointment might represent a break from CEO, multiplemultiple comingscomings andand goingsgoings among senior the past, he reminds IRN of the strengths of his manamanagers,gers, andand a new locationlocation in Dordrecht predecessor; “Dick brought so much over the years forfor itsits cocorporaterporate headhead office,of close to – really strong leadership, such a natural eye for thethe werll-knownwerll-known operationalopera base at business development and expansion. He has been Maxwellstraat.Maxwellstraat. so critical to Riwal’s growth.” TheThe CEO, fformero Hertz execuexecutivetive NNortyo Turner, Different style whowho tooktook overov from Dick Even so, Mr Turner offers something different and SchalekampSchalekamp in March last it is clear that his brand of management – honed year, resistsresis the easy from his 17 years in the US and Europe with Hertz interpretationinterpretat that his Equipment Rental Co – is in the process of being arrivalarrival hash triggered transplanted into the entrepreneurial, private allall thethe changes. For ownership culture of Riwal. example,example, the much That culture means that there are definite off-limits vauntedvaunted Riwal Tuning in the interview, such as discussion of ownership,
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and issues such as the precise relationship between Riwal and Manlift, the access and power rental company in the Middle East and India (a business that Mr Turner describes as a “strategic partner”). The company is also loath to discuss detailed financial or growth targets, although growth, as in the past, is definitely on the agenda. It is the various changes in the management team, however, that have been eye-catching, with former JLG executive Wayne Lawson brought in to oversee the Northern European territory and Spain, and former HUNE boss Pedro Torres now covering southern Europe and South America. Wolfgang Roth, a senior figure in the German access rental market, now runs Riwal’s German operation. Former JLG Spain manager Richard Puglia has joined to manage the international rental programme – liaising with customers who operate in more than one country – and ex-Lavendon executive David Cagigas has taken over at Riwal Spain, a move coinciding with the departure of Javier Gomez and Riwal’s acquisition of the full ownership of the Spanish subsidiary. “In terms of people that have joined us, that’s a lot of talented, ambitious folk”, says Mr Turner, “These are top industry professionals.” It is not unusual, of course, for there to be personnel changes when a new CEO comes in. With the new management team now in place, the key question for Riwal is where its priorities lie. The international strategy is already established, with operations in Brazil – run by Riwal veteran “We went through the high difficulties of expanding terms of where we’re going, where we will be in five Jim Roest – and, via Manlift, also the Middle East internationally some years ago. It’s fantastic that or 10 years, we don’t share that, but right now we’re and India. Among its 16 countries is an operation in were in that situation now where we’re able to committed to Spain.” Kazakhstan. optimise and move fleet and not be encumbered by There are many areas that remain a “white space” the economic situation in one country. for Riwal in Europe; “and we will continue to look at Global priorities “We can optimise the fluidity of the fleet – move what makes sense in these white spaces.” For Norty Turner, these international operations it to where we’re going to get the greatest return. The company invested around €30 million in 900 assume a very important role in the company. When you go through these quite challenging new aerial platforms last year – a mix of replacement “We’ve proved to ourselves that that we are able actions to open internationally – and then prove and expansion – and Mr Turner says this year will see to operate in these countries. It takes vision, time, to yourself that you can operate profitably – then a 30% increase in that investment, which is saying resources and commitment to do that.” you are able to take advantage when you have a a lot in the current environment. (Riwal would not Now that Riwal has the model to open up in these situation like this [in Europe].” comment on whether this includes or excludes the areas, there will be other opportunities; “We think This fleet management aspect has been a key part Manlift business.) access rental has such a long way to go, it has such of the ‘tuning’ programme; “With optimisation of a bright future in so many markets, and we want the fleet there have been innumerable number of Matching 2012 growth? to be at the forefront of taking access to a much tangible benefits. Knowing the right fleet to own, Overall growth of 21% in revenues will be difficult higher level.” to dispose, where the fleet needs to be, where it to repeat this year. “We’re expecting to see group The company has a “market attractiveness” tool doesn’t need to be. It’s a science and an art, and growth in 2013 versus 2012, and certain markets that looks at economic conditions, risk and market we’re very confident about where we are with that.” in Europe will also see growth”, he says, “It’s still potential in individual countries to create a kind of When asked about profitability, Mr Turner says early in the year – the winter that was our Q1 was league table of target markets; “It helps guide out the group remains in a “healthy position” and an interesting winter that I haven’t seen in Europe thoughts about where we need to do more in-depth says “If you are focused on your business, on your since I moved to Europe [in 2007]. research…if you look at the top 20 markets, they customers, and managing the efficiency of your “Year-on-year we’re in a good position. It was are not all in one continent. It’s a mix among all processes, you can drive value and profit in just a challenging Q1, but now in Q2 we are in a good continents.” about any market. In some developing markets, position and we’re feeling really good about the He says market education will play a big part in its labour costs are lower, so that can have an impact pipeline we’re seeing in the rest of the year.” efforts in developing markets, and cites approvingly on profitability, a positive impact.” There are likely to be further developments in the the work being done by IPAF to raise awareness of Europe remains the core, and Mr Turner is international business – there are opportunities to access and its benefits as well as the importance quick to point out that, despite the economic grow in Brazil, says Mr Turner – and in Europe there of training. (A large proportion of Riwal’s workforce, challenges, Riwal is enjoying “outstanding results” is a continued push on industrial sector work to not just operators or service staff, now have their in some markets; “In other markets [in Europe] it’s continue the process of diversification away from IPAF PAL cards, the management team included.) more challenging, and we’re focused on making construction. The Riwal brand will be used for these international efficiencies and improvements. “We’re reaping the benefits of this, and it developments and on the question of India, where “In a recession market it comes down to focusing continues”, he tells IRN, “There are so many Manlift has made the running, Mr Turner says only on the customer. If you focus on taking care of your opportunities for access as you diversify and that there has been “internal discussion” but will customer…no matter what the macro-environmental educate the marketplace. We feel there has been not add anything. climate, there is value to be driven.” a lot of delayed maintenance work in various Despite the importance of its European operations Spain is no doubt where the word ‘challenging’ industrial areas, and a lot of maintenance work is Mr Turner says people might be surprised by the would apply. Mr Turner will not divulge the long coming to the forefront now. They have to do that volume of group revenues generated outside of term plan, but says “We’re going to be in Spain, and maintenance or they have a bigger problem longer Europe, although is shy of providing the figure. will continue to improve our operations in Spain. In term.”
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IRN 07-08 2013 Interview - Riwal-MP-EDITED.indd 18 15/07/2013 09:58:23 NORTY TURNER INTERVIEW 19
“I’ve been on both sides [generalist and specialist] machines, adding; “I would suspect that JLG will in my career”, responds Mr Turner, “When I was have a counter machine to come out – although I on the other side we really struggled to compete have no inside info on that at all. We’ll evaluate and against the pure access players. The rental business reach a conclusion.” as a whole is growing – that’s what’s so great about The launched of the 180 ft machine, and the being in rental – and it continues to grow. unrelated recent fatal accident in the UK involving a Genie Z-135/90 boom owned by Kimberly Access Access growing faster (the cause of which has still to be determined), has “Access rental is growing at an even higher rate than prompted discussion about the management of very general rental. There’s a reason for that – as you large machines. Did it spark debate at Riwal? are able to specialise with a certain mix of products, “It comes down to training”, answers Mr Turner, you’re able to take care of the customer who has a “If you train your customer in safe operation, that need for numerous machines on a given project that brings confidence. The industry as a whole needs you really can’t provide, unless you have a specialist to pull together in tragic accidents like that. For us, division or specialist company. safety and safe operation of our machines, both on “Also, there is a big benefit in having a technical customer sites and on our own sites – is absolutely team focused on access; they learn how to best critical. maintain these machines. I’ve been around the dirt “That is one accident, but it’s not the first. The IPAF [earthmoving machines], the tracks, and seen the initiative [to report accidents] is very important. replacement jobs on those. I see so many benefits in Reporting accidents and near misses is absolutely being a specialist.” critical.” If access is to remain the focus, are there any big The engagement with IPAF and operator training is departures or innovations in the fleet? Mr Turner not new, but it seems that the new regime has given says the investment in low level access – with it an extra push, another symptom of the changes Braviisol and Power Towers being the two main underway at the company. suppliers – has been successful and will continue, with take-up of that product not limited to the UK. Longer term goal Other areas he highlights include the 14 m electric Some have even speculated that the new scissor market, which he says has been good for management team and subsequent initiatives are Riwal, and he also mentions what is claimed to be an part of a broader plan to prepare the way for a industry first in European rental in providing solid possible sale of the business, perhaps in a few years The relationship with Manlift – however defined tyres for its compact telehandlers. time. – raises another question, which is the place that “When you’re driving a high-reach forklift on site, Mr Turner says he can’t comment on behalf of the power generation rentals has within Riwal. Manlift a flat tyre is a stoppage", says Mr Turner, "And also owners, but does offer a view of his own; “I think offers both access and power in the Middle East, so from a safety aspect – if you have a load, and you’re it has been important to realise that the things going ahead, would Riwal consider adding power to on solid tyres, the customer is very confident with we’ve done with Riwal have been important to do some of its operations in developing areas (where that load.” no matter what phase the organisation might be in. the power rental opportunity is greatest)? “That’s a The company has a number of MEC Titan booms in “As a management team that’s what we’re focused strategy issue that I won’t go into a whole lot, but I its fleet, both sizes, and says with these machines on: improving our operations, positioning ourselves want to thank you for the question”, he laughs. it is about market education; “There are some to better serve our customers, to have a company There is also the wider question about product applications where you bring the machine to a that is a thriving place to work for our employees. diversification. US rental consultant Dan Kaplan customer and their eyes light up.” That’s what we’re focused on.” said at the ERA convention that access specialists He says he was impressed with the way Terex AWP So amidst all the change there are some things not renting other equipment were penalising launched its new 180 ft Genie boom at Bauma, and that stay the same. And what’s more, ‘Riwal Salad’ is themselves. says that Riwal will evaluate it, as it does all new still on the menu. IRN
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IRN JULY-AUGUST 2013
IRN 07-08 2013 Interview - Riwal-MP-EDITED.indd 19 15/07/2013 09:58:55 20 IRC PREVIEW
Speakers
■ JOHN BUREAU has spent 25 years developing and implementing Asian rental information technology solutions for the equipment rental sector. Before The first International Rental becoming the general manager of rental software company Wynne Systems, he Conference in Beijing on 14 held many IT-related positions for US Rentals and IRC Conference United Rentals. WHERE October will provide a real Swissôtel, Beijing, China ■ CHAI ZHAO YI founded Shanghai insight into the Chinese Pangyuan Construction Equipment WHEN Rental in 2001, and it is now the 14 October 2013 market and offer top-class largest rental company in China, with (Day before the BICES construction exhibition.) depots covering most of the major advice from big name CEOs. cities in China. HOTEL Swissôtel BEIJING f you want to learn about rental market ■ GÉRARD DÉPREZ has been the No. 2, Chao Yang Men Bei Da Jie opportunities in Asia and China, and are CEO of Loxam since 1986. In that Beijing 100027. Tel: +86(10)6553 2288 ext. 2308 I interested in learning from some of the largest time he has grown the business to www.swissotel.com/beijing rental companies in the world, then the inaugural be the largest rental company in International Rental Conference (IRC) is the perfect Europe operating in 11 countries. BICES EXHIBITION event to attend. Mr Déprez was instrumental in creating the 15-18 October, 2013, Beijing Jiuhua International European Rental Association and was its first Exhibition Center, www.e-bices.org president. BOOKING DETAILS ■ JAY EARLY is vice president for Delegate price: US$349. See www.khl.com/irc Europe, Middle East, Africa and China at Hertz Equipment Rental Corp PARTNER: (HERC). Jay has spent 21 years with Machinery Management & Rental Division of HERC, starting as a sales coordinator China Construction Industry Association (CCIA). and working through the ranks in a variety of roles.
■ MICHAEL KNEELAND is president and CEO of United Rentals, the world’s largest equipment rental Conference programme company, and has more than 33 years experience in the equipment rental industry. He joined United as a district MORNING SESSION 11:10 – 11:40 manager in 1998 and was appointed CEO in June Bud Howard, Global Rental Director, Volvo Rents 2007. 08:00 – 09:00 Emerging rental markets and the role of OEMs Registration, networking and morning coffee ■ BUD HOWARD, director global rental at Volvo 11:40 – 12:10 Rents, has more than 30 years of experience 09.00 – 09:30 Chai Zhao Yi, Managing Director, Shanghai Pangyuan in equipment rental. He has occupied senior OPENING REMARKS: Construction Equipment Rental positions at both Hertz Equipment Rental Corp Conference Chairman: Crane rental trends in China (HERC) and RSC Equipment Rental. He joined Murray Pollok, Editor, International Rental News Volvo in 2000. 12:10 – 12:40 WELCOME: Nick Sowden, President, Snorkel Asia ■ DAVID PHILLIPS is managing Jia Li Cai, Managing Director, Machinery The platform rental market in Asia; the road map for director, founder and owner of Management & Rental Division of the China China’s future development? Off-Highway Research, the London- Construction Industry Association (CCIA) based consultancy that specialises 12:40 – 13:00 Q&A Session in the research and analysis of 09:30 – 10:00 international construction equipment markets. KEYNOTE SPEAKER: Michael Kneeland, CEO, 13:00 – 14:00 Lunch United Rentals, USA ■ NICK SOWDEN, president, Snorkel Customers come first: building a rental business AFTERNOON SESSION Asia & director of supply chain, joined Snorkel in March 2008 and 10:00 – 10:30 14:00 – 14:30 became part of the company’s global David Phillips, Managing Director, Gérard Déprez, CEO, Loxam, France management board in 2011. Off-Highway Research, UK From emerging rental market to a mature industry China & the global construction equipment market ■ WANG LI CHUN is chairman and founder of 14:30 – 15:00 rental company Xuzhou G&L. Before setting up 10:30 – 10:40 Q&A Session Wang Li Chun, chairman & founder, Xuzhou G&L the company in 2002 he worked at XCMG, one of Construction Equipment Rental Co., Ltd. the major Chinese equipment manufacturers. 10:40 – 11:10 Morning coffee Promoting the rental concept in China
IRN JULY-AUGUST 2013
IRN 07-08 2013 IRC-MP-EDITED.indd 20 15/07/2013 10:05:34 IRC PREVIEW 21
Sponsors We would like to thank the following sponsors forum of the event: GOLD SPONSOR With speakers from United Rentals, Loxam, Volvo Shanghai Pangyuan Construction Equipment Rental Snorkel Rents and Hertz Equipment Rental Corp (HERC), and Wang Li Chun from Xuzhou G&L Construction as well as senior rental figures from China, the Equipment Rental Co – offer local insight into the SILVER SPONSOR conference will offer a combination of region- Chinese rental sector. Genie (Terex AWP) specific information as well as general advice on Recent additions to the programme include David rental ‘best practice’. Philips, founder and owner of Off-Highway Research, SUPPORTING SPONSORS United Rentals CEO Michael Kneeland shares who will give an overview of the global construction ATN his views on how to succeed through focusing on equipment market as well as an update on the very CEA/UK Trade & Industry customer service, while Loxam CEO Gérard Déprez particular situation in today’s Chinese market. Haulotte looks at the different rental models that have The full programme is printed below. For more IPAF emerged in the developing European market. information, and to book your place online, visit Off-Highway Research Jay Early of HERC draws on the company’s own www.khl.com. IRN Runshare (Hunan RUNSHARE Heavy Industry Co) experience of establishing a rental business in China, while Bud Howard of Volvo Rents will look at how manufacturer led rental operations are helping lead the development of rental in new markets around the world. Two Chinese rental entrepreneurs - Chai Zhao Yi of the drainage solution!
U Vacuum prime pumps up to 12” U Dry-prime pumps up to 6” U Silenced canopies U Submersible pumps up to 8”
15.00 – 15:30 John Bureau, General Manager, Wynne Systems Using IT to improve rental efficiency
15:30 – 15:40 Q&A Session
15:40 – 16:10 Afternoon tea
FINAL SESSION:
15:45 – 16:15 Jay Early, Vice-President Europe, Middle East and China, Hertz Equipment Rental Co (HERC) Opportunities in the Chinese rental market
16:15 – 16:50 ROUND-TABLE SESSION Tim Whiteman (CEO, IPAF), with other participants to be announced General discussion on rental trends in Asia Open impeller 16:50 – 17:45 centrifugal pumps Questions followed by closing remarks and a with hinge set networking drinks reception. www.variscospa.com
IRN JULY-AUGUST 2013
IRN 07-08 2013 IRC-MP-EDITED.indd 21 15/07/2013 10:05:55 Visit us in Munich 15. – 17. October 2013 Visit us in Hanover Booth 408, Hall A6 12. – 16. November 2013
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2 Half pages horiz.indd 1 15/07/2013 09:47:08 LIGHTING TOWERS 23
Manufacturers are taking differing approaches to the technology of lighting towers, with LED lamps, solar power and hybrid Lights on energy solutions he push into LED lighting towers continues, crowding in on the with almost all manufacturers now offering T LED lamps as an option. The technology is traditional metal attractive because, despite their relatively high initial cost, they last significantly longer than traditional halide, diesel metal halide lamps and also draw substantially less power, meaning than engines can be smaller and fuel powered towers. use lower. The latest big name to enter the LED fray is Spain’s IRN reports. Himoinsa, which is now offering an LED version of its Apolo Compact model. The Compact Eco has six 240 W LED light bulbs and will use 40% less energy than conventional towers and allows the company top use a smaller, 5 kW Yanmar L100N5 engine. “We have waited until now [to offer LED towers] because we wanted to accurately identify the market’s real needs and to launch new lighting towers that satisfy all the customer’s requirements”, says Manuel Sánchez Bada, engineering area manager, Himoinsa. “Our main goal over this period has been to ensure that the technology we launch meets the demands of our customers in terms of quality and robustness. We also wanted to ensure that we could source quality replacement parts quickly.” The new LED towers are part of a general widening of the product range, with Himoinsa also adding a Compact Heavy Duty tower to Himoinsa has launched an LED lamp its range, with the same lamps, version of its Compact lighting tower. tower and engine as the Compact but with a strengthened body for Manuel Sánchez Bada, engineering applications in the mining and oil This 9 m tower is Morris Site Machinery’s new ‘Mine&Metro’ unit area manager at Himoinsa. The Spanish and gas sector. developed for the Australian market. manufacturer has launched a new range At the small end of the scale of compact and LED lighting towers. Himoninsa also launches the KT1000 Mini Kit, which is supplied without a power source; “In effect, the idea is for it to be able to operate with another external source or with another set”, says Mr Sánchez, “This has different advantages for some applications. Since it has no engine, it does not pollute and there is no noise if we supply it from the electricity grid, making it ideal for indoor use.” Morris export strategy Another company already offering LED lamps on its towers is Morris Site Machinery (formerly ArcGen-Hilta), the UK company that is now seeking international business for its range of SMC lighting towers. The company’s chief executive, Chris Morris – part of the fifth generation of the Morris family now running the business - says the company has now finalised its export plan and will soon appoint a new international sales director to spearhead the effort in key markets; “Oil and gas and mining, these are the key industries that will require our equipment”, says Mr Morris, “In terms of territories, its South America -including JCB now offers an LED tower as an option. Peru and Chile and possibly Venezuela – South Africa, ¬
IRN JULY-AUGUST 2013
IRN 07-08 2013 Lighting towers-MP-EDITED.indd 23 15/07/2013 10:12:53 24 LIGHTING TOWERS
Doosan Portable Power’s V9 lighting tower.
the Middle East and Scandinavia.” Australia and New Speedy Hire ordered around 200 Zealand are also target areas for the company. TowerLight VB9 LED Hybrid Morris is launching a new version of its SMC lighting towers for use at this year’s tower called the Mine & Metro, with an 8 kVA Kubota Glastonbury power unit, which is a compact but heavy duty Festival, held lighting tower with features that make it suitable for in late June. both mining and inner city applications. “The Mine & metro represents a real opportunity for growth”, says Chris Morris, “It was developed companies and that they can work with for the Australian mining sector, but can be applied a machine for three to five years - that anywhere.” lamps are still available, for example - so power and 8 hour generator usage. The battery has More generally, Morris has been one of those at that they can get a good second hand value. 3000 hours life and the generator consumes just 0.25 the forefront of new technology, with its first solar “What is the right timing [to offer new litres per hour when in use. The set can run for over powered tower launched two years ago and LED technologies]? I think we are still seeing substantial 500 hours on a single tank of fuel. The towers were lamps also available for some time. changes in LED technology that will stabilise over the sold to Speedy by TowerLight UK, the UK subsidiary of next two years. I think that might be a good time for Italian manufacturer TowerLight. Hybrid answer? us to have the right products.” Paul Hay, managing director of TowerLight UK, says One technology being adopted by some companies The solar tower unit is seen by Atlas Copco as a the company is pushing a ‘green three’ offering, with is a hybrid solution, with batteries augmented by a specialist, niche model and not as a replacement for the VB9, its hybrid tower with LED lamps, and the generator. Chris Morris thinks this option will soon its standard metal halide products, he says; “That LinkTower, which can be joined in series and powered become obsolete as batteries become more efficient. product has been performing very well.” by an external source. “It’s a slightly compromised solution. The power Italian manufacturer TowerLight has been quick to Mr Hay says the hybrid concept still offers great required to charge the batteries is greater than if you see opportunities in new technology, whether using opportunities “Hybrid is the way forward…in the next were just running the tower. electronic engine controls to allow the use of smaller three to four years I see hybrid taking centre stage”. “I think it will be obsolete pretty quickly, with generators or adopting LED lamps. The company is working on extending its range of batteries becoming more interesting. We’re not going The importance of being able to offer this kind hybrid units. down the hybrid route.” of technology was illustrated recently when the Fuel cells are another option, with Youngman Group company won an order for around 200 VB9 LED Wacker Neuson’s new LBS 80M balloon and TCP introducing a fuel-cell power tower at the Hybrid towers to Speedy Hire for use at the recent light and the updated LTN 6LV in action. UK’s Executive Hire Show earlier this year. Mr Morris Glastonbury Festival. thinks that refuelling issues mean that it is not a The festival organiser favours the use of ‘green’ viable solution; “we’re open to new technology, but equipment at the site, hence Speedy’s choice of the for the time being we’re not pursuing that option.” VB9 LED Hybrid, which uses a hybrid battery/diesel Also being cautious on new technology is Atlas system, with auto charging technology with the set Copco Portable Energy. Although it introduced the running on 90% battery power and 10% fuel. QLTS battery and solar powered LED lighting tower The battery is automatically recharged via a low at MINExpo last year, Ben van Hove, vice president battery monitor system, combining 8 hours battery of marketing at Atlas Copco Portable Energy, tells IRN that whole life costs Allmand Bros Inc has introduced an are important for rental iPad/iPhone App to allow users to companies and that there calculate what lights they need for has to be some security in a particular application. Although terms of the technology developed and offered by Allmand, it being used; “There is still can be used as the basis for setting a high change rate in the up 1000 W or 1250 W metal halide light technologies being offered… towers from almost any manufacturer. It’s important that when we To download the App search for do something we make sure ‘Allmand’ in the App store. it has added value for rental
IRN JULY-AUGUST 2013
IRN 07-08 2013 Lighting towers-MP-EDITED.indd 24 15/07/2013 10:13:36 LIGHTING TOWERS 25
The company also continues to expand its well. Wacker Neuson’s new LBS 80M light balloon has international footprint, having just signed an a completely redesigned baloon, the result being a exclusive distribution agreement in North America reflective surface that Wacker says offers an optimal, with Bartell Morrison, the US manufacturer of glare-free illumination. The LBS 80M replaces the concrete finishing equipment. LB 1 unit. The two companies have been discussing a The balloon, which provides light at a height of 5 m, potential partnership for several months and Bartell can easily be tensioned with the help of a stretching showed one of the Italian-made lighting towers at mechanism and a single cable lock. Compared to this year’s Rental Show to test the market. its predecessor model, the tripod has increased Jeff Durgin, president of Bartell Morrison USA, says; robustness and stability thanks to its stronger “TowerLight has put together the best combination of material. features and quality in the industry. The light tower Also new from Wacker Neuson is the LTN 6LV, a market has become very competitive, and we chose “deluxe” version of the established LTN 6L. The V in a partner that can bring more than just a low the model name stands for the new tower design that price.” allows the user to transport the light tower while the Other suppliers continue to expand their tower is in a vertical position. “Moving the mast into Verdegro in the Netherlands is an example of a company that only ranges. JCB Power Products, for example, is the horizontal position is unnecessary with the new makes alternative power lighting towers, with a range of hybrid expanding its lighting tower line. The company light tower, because it has very compact dimensions and solar powered models. There are four models to choose from, is adding an LED model and a lower output in a lowered state”, says the manufacturer. all with LED lamps: a 400 W version, a 1200 W model, a compact 400 W unit, as well as two new towers, a skid In the UK, Youngman Group has completed the ¬ solar powered unit and a hybrid solar/Kubota diesel unit. mounted unit to reduce operating costs and a mains supplied unit for sites where noise and emissions may be a concern. The new LT9 LED has six 240 W LED heads. JCB says LEDs provide 70% of the light output of the larger 1000 W metal halide lights but consume considerably less power, allowing the tower’s 400cc Yanmar engine to run for up to 150 hours on a single tank of fuel. JCB’s towers are understood by IRN to be made for it by Himoinsa. The LT9 ECO, meanwhile, uses four 400 W metal halide bulbs, producing 60% of the illumination supplied by the standard mast’s 1000 W bulbs, but requiring considerably less power. Skid mounted option The LTC9 lighting tower is skid-mounted, improving security on site and also reducing transport costs to and from sites. The LTC9 is available with the standard 1000W metal halide lights, the 400W ECO lights or the new LED lights. The mains powered LTB9 is mounted on a base plate with four independent outriggers for stability, and is suitable for sites that have a stable electrical supply, either from a mains outlet or through on-site generators. There are plenty of other new lighting products as
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IRN JULY-AUGUST 2013
IRN 07-08 2013 Lighting towers-MP-EDITED.indd 25 15/07/2013 10:14:00 26 LIGHTING TOWERS
development of a European trailer Youngman Group has developed a version of its TCP Ecolite-T lighting European trailer version of its TCP tower, equipped with an adjustable Ecolite-T lighting tower, equipped with height hitch allowing it to be towed an adjustable height hitch. by a wide range of vehicles. Although adding more than meanwhile, Doosan has introduced a 10% to the cost of the Ecolite, the 50 Hz version of its LSC (LightSource adjustable height hitch is important Compact) light tower. It also uses a for markets including France Kubota engine, although a different and Germany. The new hitch also model, the 8.5 kW D1005. requires a strengthened frame, Finally, a new US company, Light adding around 150 kg weight to the Tower Solution (LTS), based in unit. Dallas, Fort Worth, has just launched The Ecolite, which has been a its LED product, the Lexin 300, which popular lighting tower in the UK for allows LEDs to be retrofitted to a many years, features auto on-and conventional tower or fitted at the off- switching depending on light manufacturing stage. levels, a 170 hour running time on a single tank “Powering multiple light towers with a single LTS says the LED lamps will operate for more of fuel, and a bunded base offering 110% machine generator greatly reduces fuel consumption and than 50000 hours and reduce fuel consumption fluids containment. engine noise when compared to operating metal by approximately 50%. It also says the benefits of Youngman sells the Ecolite worldwide through a halide light towers with individual generators.” LEDs include “a safer whiter light, less light loss, joint venture with UK manufacturer TCP. increases employees safety, provides available One of the first company to offer LED lighting Doosan tower generator space for other uses, instant on/off towers was Terex Aerial Work Platforms (AWP). The Meanwhile, Doosan Portable Power now offers the capabilities and less light pollution”. company has now improved the product with the V9 light tower, comprising four 1000 W metal halide “Since its inception, the Lexin 300 has been introduction of a ShorePlug connector. Standard lamps rotatable through 350 degrees provide a purchased throughout the United States and some on all new Terex AL4L generator LED light towers, lighting power of 360000 lumens. The mast is raised end users are now requiring the lights from their the ShorePlug allows multiple light towers to be hydraulically to the maximum height of 9 m in just preferred rental company offer the Lexin 300”, says connected in-line and operate from a single power 10 seconds. the company. source. The V9 has an operating weight of 1263 kg and is The first light tower will take two to three hours Terex AWP says the ShorePlug feature “makes equipped with a 6 kVA Mecc Alte LT3/130 alternator to retrofit, says the manufacturer, then soon after it quick and easy to take advantage of the power and two 16A auxiliary sockets. Power is supplied by it should take around an hour. The company is now efficiency of these LED lights by safely and securely a Kubota D1105 diesel engine, giving 8.4 kW of power working with a number of light tower manufacturers connecting multiple AL4L light towers in-line to at 1500 rpm. allowing them to offer a LED light tower in addition operate from a single AL4L generator model. For markets in the Middle East and Africa, to their current metal halide offerings. IRN
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IRN JULY-AUGUST 2013
IRN 07-08 2013 Lighting towers-MP-EDITED.indd 26 15/07/2013 10:14:23 International Rental Exhibition 2014
The major event for the international rental industry
24-26JUNE ■ IRE EXHIBITION Amsterdam RAI centre IRE will again be held ■ ERA CONVENTION during the European Rental Association’s annual convention, ■ RENTAL AWARDS DINNER but additional visitor traffic will be ■ APEX EXHIBITION generated by holding the show alongside the The leading access equipment exhibition, successful APEX aerial held in an adjoining hall at the RAI platform exhibition.
In offi cial cooperation with:
E UROPEAN
R ENTAL
A SSOCIATION
IRE Full page advert 2014.indd 1 15/07/2013 10:08:44 What color is your HardHat? Introducing the Atlas Copco Rental Compressors
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Full page.indd 1 15/07/2013 09:33:33 POWER GENERATION 29
JCB’s new G331 genset, powered by a MTU series 1600 six cylinder engine.
The generator set market is becoming increasingly crowded as traditional genset manufacturers increasingly see competition from engine OEMs as well. Murray Pollok reports. Power crowd ou can tell that a market is becoming more their eyes opened to the opportunity.” important when a manufacturer like JCB JCB’s 750 construction equipment dealers Y starts to invest. JCB established its Power worldwide are the natural target for the Power Products division in 2006 to add gensets and Products division, but it will also consider third party lighting towers to its range of equipment, and now dealers who are specialists in power generation. the division is poised for a major expansion as it Power Products has not yet marketed its products benefits from its parent company’s in-house engine in North America, but Mr Garnham said the aim development programme as well as the strength of would be to have a presence their within five years, its global distribution network. although there are no firm plans. It would be fair to characterise Power As the company plans its expansion it is also Products' activities so far as conservative, with just growing its product range, with new LED lighting 60 dealers currently selling the gensets and towers, towers being launched as well as improvements to its but that is set to change in a big way with the division range of generators, which are now using new digital planning to increase the number of dealers to 240 controllers. within five years.. Jonathan Garnham, who took up the post of JCB’s own engines Jonathan Garnham (left), JCB Power Products director and director and general manager of the business in JCB uses its own four-cylinder engines in around general manager, with Dave Hardwick, product manager. January this year, said the experience gained by the 15-20% of its gensets, in the 60 to 140 kVA range, but existing dealers over the past six years could now be it intends to use the recently announced six-cylinder Product updates to the range include the option of used to encourage other JCB dealers to take on the engine by the third quarter of next year, taking the Deep Sea controllers for its engines above 650 kVA. generators and lighting towers. JCB-powered genset range up to around 200 kVA. That will allow the sets to be synchronised easily. “We’ve learned about what is required to be The full generator line comprises 114 models from 8 Dave Hardwick, product manager at Power Products, a successful dealer in Power Products”, said Mr to 2700 kVA. says one of the benefits of the Deep Sea system is Garnham, who has worked at JCB for 13 years, JCB sources its gensets and towers from a third that it can be used to synchronise machines in mixed- “Globally, our dealers who have taken part have had party supplier, believed to be Himoinsa of Spain, brand fleets. although this is not confirmed by JCB. JCB said Also focusing on engine emission issues is Atlas Atlas Copco’s new QAS 250 the products are built to its technical brief and Copco Portable Energy. Ben van Hove, vice president genset. Below: Ben van Hove, vice specifications. of marketing at the company, says the company president of marketing at Atlas Most of its gensets from 30 to 600 kVA are available is working hard on issues relating to new engine Copco Portable Energy. with Stage III engines – although there is a gap in regulations, with generators in the US requiring Tier the 150-200 kVA range at the 4 interim engines and now moving the Tier 4 final. moment and JCB says it is Although these emission levels are not yet required ready for Stage IIIB when that in Europe, Mr van Hove says the work being done becomes a requirement in in the US will serve it well when the same emission Europe. limits come into force in Europe. Also new from JCB is the use, The shift to new emission levels in US has not been for the first time, of MTU’s 1600 without market complications, and Mr van Hove series engines, which will be says the move to Tier 4 Final represents another available on units with outputs challenge, with rental buyers not wanting a wide from 300 to 700 kVA, alongside variety of gensets with different Tier levels in their the existing 275-600 kVA fleets. He says there is a possibility that some rental Scania powered units, which buyers will wait until Tier 4 Final arrives, bypassing will still be available. The MTU Tier 4i, before investing again. Instead, he says, some engines are all Stage IIIA. may choose to refurbish existing machines. ¬
IRN JULY-AUGUST 2013
IRN 07-08 2013 Gensets-MP-EDITED.indd 29 15/07/2013 12:04:43 30 POWER GENERATION
Altaaqa Global powers up Altaaqa is another name that we will have to get used to in the international power projects (IPP) market. One of five partners with Caterpillar for IPP projects, Altaaqa Global is the new international power rental business from Saudi Arabia’s Zahid Group, which is one of Cat’s biggest dealers. Zahid has been operating a power rental business in Saudi since 2004, called Altaaqa Alternative Solutions (‘Altaaqa’ means Belgian rental company Delta Rent has been using Europower energy in Arabic), but the new venture is a separate operation, EPSR rental generators with Volvo engines and in parallel headquartered in Dubai, and targeting work outside Saudi Arabia. configuration. Peter den Boogert, the former general manager of Rental Solutions & Services (RSS) joined the business in May 2012 as Meanwhile, Atlas Copco Portable Energy, which global business development director , working with Steve Meyrick, Peter den Boogert, global business has created a technical centre of excellence for managing director, an experienced Zahid manager. development director at Altaaqa Global. generators and lighting towers at its Spanish facility “It’s the first company outside of Saudi Arabia for Zahid”, says (the former Gesan factory), is pushing its digital Mr Boogert, “But being a Cat dealer it is already used to working with multi-national customers. The step to AVR system, which allows a generator to accept Dubai was not difficult, but it’s a significant one. They really believe in what we are doing, and they have a high start-up currents when a piece of equipment is well thought-out business plan.” turned on, but without having to size the set for that Working alongside the Saudi Arabian business, which already has a fleet of 700 MW of power, Altaaqa higher current. The company says this can mean that Global will target large projects throughout the Middle East, Africa and elsewhere. “We’re concentrating on a generator half the size can be used. the Middle East and Africa…but we have the licence from Cat to go global, so if there are opportunities in Mr van Hove says digital AVR is a kind of “next step” South America or Asia, we will surely go there.” following the introduction of paralleling technology, which allows banks of smaller sets to be used in Competitive strength? series instead of a single large unit, thereby reducing Of course, there are a number of players in the IPP market, so where does Altaaqa see its strength? Mr den fuel use and allowing sets to run at efficient loads. Boogert says the configuration of its power plants will be very efficient, using a mix of Cat diesel powered This practice, typically for 150 kVA gensets and above, units offering 1360 kVA and 2000 kVA as well as a gas powered Cat 1475 units. is already popular in Europe, and Mr van Hove thinks So far the business has invested in 79 of the Cat XQ2000 units and 12 1360 kVA sets, and enough transmission it will become so also in North America, although and switchgear equipment for 120 MW of power. Mr den Boogert says its diesel generators will be the most there is more unease in that market about how easy efficient of any large IPP rental player, and that it aims also in the future to compete with Aggreko’s recently the process is. launched HFO (heavy fuel oil) gensets “We have started a programme – in the very preliminary stages – for HFO. We are looking at it, and might have it within a year...They [Aggreko] have an HFO engine, but not at the Portable Power gensets scale that we are looking at.” Doosan Portable Power is also meeting European Just as important, he says the Altaaqa equipment has been designed to be quick to install; “We are Stage IIIA emission regulations with its latest using the newest equipment, and engineered for IPP projects. The transmission equipment have protection generators, the G80-IIIA (80 kVA prime power) and systems integrated that you find in sub-stations, so we can connect directly to a grid without sub-stations. G100-IIIA (100 kVA prime power). It makes us more flexible. We are focused on IPP business with or without transformers.” The company has Sharing a similar design and characteristics to recently undertaken its first job, a 24 MW contract in Oman that was installed in just four days. the larger G150-IIIA and G200-IIIA models launched Mr den Boogert says the aim is to have a fleet of around 700-750 MW within five or six years. “We have the in 2012, Doosan highlights an innovative fuel financial capacity”, he says, “The Zahid family does not get into adventures. That gives both parties – us and tank frame design offering a containment base our customers – a lot of confidence.” integrated as standard in the frame, ensuring 110%
The G100 genset from Doosan Portable Power.
Engine manufacturer Scania has formed a new division to market gensets in the 250 to 600 kVA range.
fluid containment capacity. The generators have a standard fuel capacity offering a minimum of 12 hours of autonomous operation (at 75% of the load), while a 24-hour onboard fuel tank configuration is available as an option. A digital control panel version, offering extended parameter measurements and historical storage of events and alarms, is available as an option. Doosan says the output performance stability of the generators is ensured by a powertrain featuring a combination of John Deere Stage IIIA engines and Leroy Somer alternators. ¬
IRN JULY-AUGUST 2013
IRN 07-08 2013 Gensets-MP-EDITED.indd 30 15/07/2013 10:15:44 gridtog
HYBRID POWER GENERATION
Full page.indd 1 15/07/2013 10:22:32 32 POWER GENERATION
DEIF celebrates Danish genset controller specialist DEIF celebrated its 80th anniversary in June this year and continues to expand its business. The company now employs more than 500 people and has sales and training facilities in 12 countries in Europe, Asia and the Americas. Most recently the company opened a new sales, service and support centre in Singapore, a liaison office in Istanbul, Turkey, and a sales and support office in Naucalpan outside Mexico City. Andy Mead, founder and managing director of Firefly. The Istanbul office will help the company serve the fast growing Turkish genset manufacturing Competition in the power sector continues to grow. sector, with forecasts indicating annual genset In addition to established players like Himoinsa, Atlas production rates of 15000 units. Copco and many others, increasingly the market Firefly’s new Cygnus Hybrid Power Generator. is seeing engine manufacturers enter the fray. Cummins and MTU, for example, both offer ranges of of its new range of generating sets from 60 up to 1450 kVA of prime power in a 20 ft (6 m) ISO low cube gensets (and Cummins has recently launched a new 325 kVA, in open, silenced and rental versions, is container. The French-based company says the set series of sets specifically for the rental market) and prompting the company to add a new building to its has compact dimensions “and is designed to provide now, with a launch in February, comes Scania. facility. major back-up power for factories, hospitals and/ The company’s new division, Scania Gensets, is The investment, which will boost the facility to or sites that require continuous electricity at short offering a range of open or in closed canopy sets 27000 m2, of which 9000m2 is covered, will allow notice and where available space is limited.” in the 250 - 600 kVA (50 Hz) and 280 - 665 kVA (60 Europower to increase its stock levels, both in What is interesting about the genset market, Hz) sizes. The engines are available in fuel optimised components and finished generators. Construction however, are the growing number of companies versions or Stage IIIA compliant. of the new building will start in August 2013 and is offering hybrid or alternative energy gensets. The company says customers in the mining and planned to be ready in the middle of 2014. Bredenoord in the Netherlands is well known for construction industries, often operating on remote The company reports some recent orders with its fuel cell powered sets, but in the UK there are sites, already get Scania’s support with products such rental companies including Loxam in Belgium, which two companies, Off-Grid Energy and Firefly Solar as trucks and Scania-powered off-road equipment, is adding trailer mounted 20 and 33 kVA rental Generators, now selling hybrid battery/diesel sets. and now also gensets. specification units, and Delta Rent in the Netherlands. The concept of the hybrid technology is for a battery “Scania’s solid reputation for operating economy pack to take over power duties when demands are and durability, coupled to easy installation Delta in parallel low – providing quiet power and using no diesel – with and emission compliance fit perfectly in power Delta Rent has been using Europower EPSR rental the diesel set being used when demands increase generation,” says Lars Eklund, Scania’s sales director, generators with Volvo engines and is now offering (at which time it will also recharge the batteries in power generation engines. “With the support of parallel operating 85 and 100 kVA sets to their rental preparation for their next use.) Scania’s global sales and service network, it’s a customers. The sets are equipped with Deep Sea Off-Grid Energy has already made progress with its strong and flexible offer.” Electronics control modules. Grid to Go system (winner of the rental product of the Belgium’s Europower, meanwhile, continues to SDMO is expanding up in sizes with its recently year award at the recent European Rental Awards), invest in its business. It tells IRN that the success launched RC1650 ‘portable power station’, offering while Firefly has been using its extensive experience in the events rental sector – its origins are as an events rental company – to develop a range of solar French pump and power rental company Delta Service Location (DSL) has added 80 Atlas Copco QAS and two QAC 1250 generators to powered and hybrid power solutions. its fleet. The company has 650 generators and 1500 pumps, operated from six depots in France. The gensets meet the requirements Andy Mead, founder and managing director of of Electricité Reseau Distribution France (ERDF) for sets that can be used for emergency power management, a key requirement for Firefly, tells IRN that its Hybrid Power Generator DSL. Philippe Javerliac, DSL technical director of DSL, said; “In addition to compliance with ERDF requirements, Atlas Copco was (HPG) is now available in three sizes, 12, 18 and 24 kVA. also willing to work with our fundamental specification of controller standardisation. Using a standardized controller is a significant Hybrid power systems up to 100 kVA are possible, but benefit for us.” then the battery pack is so large that it ceases to be a practical mobile unit for rental. He says the sweet spot for hybrid power systems for the rental market is currently up to 30 kVA, and that they come into their own where power loads are asymmetric, in other words, when there is a wide variation on power demands and where you want to avoid running a larger diesel set at low and inefficient loadings. As well as continuing to develop its hybrid power solutions the company is also planning to launch an LED lighting tower with a hybrid power system, with a February launch likely. Although with a background in rental the company is now targeting sales of its hybrid sets in the UK and internationally. “Our mission is to make sustainable energy available to everybody”, says Mr Mead, “The strategy in the long term is to grow through product sales – both bespoke and off the shelf systems.” How long before the big names of power generation start to get into the alternative energy sector? You can be sure they are watching closely. IRN
IRN JULY-AUGUST 2013
IRN 07-08 2013 Gensets-MP-EDITED.indd 32 15/07/2013 10:16:11 The NEW LT9 LED|LIGHTING TOWER The Outdoor Event Showman’s Services Show2013 Exhibition Newbury Showground Berkshire UK 23 & 24 October The UK’s original and most comprehensive exhibition of products, services and entertainment for the rental industry
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Half vert & 2 Quarters.indd 1 15/07/2013 09:52:45 34 MARKET REPORT: CATERPILLAR, RUSSIA
Vostochnaya Technica’s power rental divison, VT Energo, rented three 3512 gensets and two transformers for a new oilfield. The temperature was -46°C when this photo was taken on 28 February.
Caterpillar dealers in Russia/CIS hope to be at the forefront of a fast developing rental market. Murray Pollok reports. Eastern challenge
ussia and the CIS territory offers rich says all five are committed to rental, although the rental fleet. The power business is focused on renting potential for rental, and it is a market pace will differ; “The intent is there. We think the generators to the oil and gas sector in remote sites. R opportunity that Caterpillar and its dealers opportunity is enormous, but we have difficulty Each has its own strategy. Zeppelin, for example, well understand. quantifying it with any precision...We would hope to is renting only Caterpillar equipment and all in the Sergey Minko, Caterpillar CIS sales director for catch the train. If we can grow at the same pace as 15 t sizes or above, while Wagner Rents is offering Cat global construction and infrastructure, speaking to the industry, then that would be fantastic”. equipment alongside allied machines such as aerial IRN in late April, says infrastructure bottlenecks are The five dealers are German-based Zeppelin (which platforms. starting to damage Russia’s economic growth; “The represents Cat in north west Russia, including the country can’t live off oil and gas forever, there must important Moscow and St Petersburg markets), Managing growth be investment in infrastructure. Wagner Asia (Mongolia, see box story), Mantrac Nicolas Guigon says the speed of growth will depend “Quite a few projects are pending, and as soon as Vostok (Urals and Volga Regions), Vostochnaya on the dealers are able to manage risks, such as “bad finance is ready, the construction business should be Technica (Eastern Russia, Siberia) and Borusan debts, the government paying on time, customers on line very fast”. Makina (Azerbaijan, Georgia, Kazakhstan and paying on time, the distances to travel, product With that prospect, Caterpillar’s five main dealers Kirgizstan). Zeppelin also holds the Cat dealership support. It’s not the same story as Europe.” in the Russian/CIS territory are expanding their for the Ukraine, but isn’t renting there as yet. Much of the rental is still focused on heavier rental operations. All are already offering rental to some degree, with equipment and often with an operator. Zeppelin has Nicolas Guigon, rental and used manager for Zeppelin and Wagner Asia both using the Cat Rental been investing heavily in this area, adding 100 units Caterpillar EAME (Europe, Africa and Middle East), Store brand. Vostochnaya Technica operates a power to the fleet last year to bring it up to 300 machines, divisiond called VT Energo, which is and it has plans for an additional 100 this year. Given activea in rental, particularly in oil that these are not small units, this represents a hefty anda gas and coal mining. Mantrac investment. isi also engaged in power rental, as The demand is growing not just because there is wellw as having a small machinery work to be done. Sergey Minko says that since the
A Wagner Asia rental depot in Mongolia.
Wagner Asia opened this rental store in Ulan Bator in March this year, its fifth in Mongolia.
IRN JULY-AUGUST 2013
IRN 07-08 2013 Interview - Cat Rental-MP-EDITED.indd 34 15/07/2013 10:20:03 MARKET REPORT: CATERPILLAR, RUSSIA 35
FROM LEFT: Irina Pashutina (sales representative, Caterpillar, Russia), Sergey Minko (Caterpillar CIS sales director) and Nicolas Guigon (rental and used manager for Caterpillar EAME.)
OEM allied suppliers and 177 Caterpillar machines, up to the massive 777 mining trucks. Around half of its rentals are with operators (although not with the large mining trucks) and the rental division employs around 70 staff. “We’ve had double-digit economic growth over the last few years, mainly because of the mining industry”, says Mr Enkhbold, “Over 90% of our exports are from mining, especially coal to China, and it is impacting a lot of other industries, including construction and infrastructure.” As with Zeppelin in Russia, Wagner has not been afraid to invest, with 100 new Cat machines introduced to the fleet over the 2010-2011 period, including model 773 mining trucks. A lot of the heavier equipment is rented for multi-year periods, which helps to offset the very quiet winters when much of the fleet is idle - most construction activity is undertaken between April and late November. financial crisis contractors in the CIS have looked to Russia/former CIS, but we want to play a much bigger The company has four rental depots, including rental rather than take the risk of adding equipment role”, says Mr Guigon, “One way to do that is to two in the southern Gobi area close to China, a new to their balance sheets. “Historically, customers in produce used equipment locally.” location in Ulan Bator and another in the North of Russia liked to own. After the crisis, they don’t want the country. There is also a plan to open a site at a to invest in heavy capital equipment.” Wagner Mongolia new industrial zone in central Mongolia; “We want In addition, he says that while large contractors Meanwhile, the importance of the natural resources to expand to the west and the east, there are many have big fleets, medium sized companies who want sector is clear when you consider the example small mine sites and there is a lot of exploration to expand are renting because of long lead times on of Mongolian dealer Wagner Asia Equipment, the work going on”, says Mr Enkhbold. new machines. subsidiary of Denver, Colorado based Wagner The challenges are many, cold being one of them Mr Guigon says rental will be most attractive Equipment. (“Ulan Bator is the coldest capital city in the world”), in the oil and gas sector, mining and for work in Wagner has been investing in its rental operation in but also the size of the country and the quality of large cities. “We agree with RusRental [the Russian Mongolia since 2005 and it is now getting close to a the roads; “Sometimes we get a delivery up to research and training body] that there will probably US$40 million revenue operation. 1600 km away from the branch location”, explains be more non-operated rental in compact equipment Enkhdelger Enkhbold, director of rental at the Mr Enkhbold, “The infrastructure is undeveloped; we [in the coming years], but in the medium term heavy company, tells IRN the business was born out have to go on unpaved roads.” rentals with operators has a pretty nice future.” a demand for equipment among new mining This can lead to equipment becoming damaged And of course, in Cat’s well-oiled formula, the companies and contractors who didn’t have enough in transit, including in case of a very sizeable bill for rental fleets will in time help create a range of start-up capital. damage to the main boom cylinder of a 125 ft aerial used equipment to sell on the market. “Caterpillar Eight years on and the fleet now comprises a wide work platform. As Nicolas Guigon says, it’s not like represents a decent share of used equipment in range of equipment, including products from nine Europe. IRN
IRN JULY-AUGUST 2013
IRN 07-08 2013 Interview - Cat Rental-MP-EDITED.indd 35 15/07/2013 10:21:16 My Ammann – 100 % trustworthy.
Machinist Daniel Maluleka with his Ammann products.
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Full page.indd 1 15/07/2013 09:34:18 COMPACTION 37 Economizer now on small rollers omag is now offering its Economizer time via an LED indicator. It will operate on both compaction monitoring system on its 1.5 t earthworks and diverse asphalt layers. B to 4.5 t light tandem rollers. The system has Bomag says the system will also detect weak spots previously been used on larger Bomag machines and in road sub-bases, with the operator locating these the company says it is the first manufacturer to offer with any sudden decrease in ‘compaction’ LEDs. such a system on smaller rollers. The system is available on the tandem rollers in the Bomag says the system means that operators no new 5th generation BW 80 to BW 138 models. longer have to rely on their instinct or ‘feeling’, with Also new from the company is its first tandem roller the compaction status continually displayed and soft with tangential oscillation. The TamGO system, being spots identified. offered first on the BW 161 roller, means that one Most operators, says Bomag, “stay on the safe side, drum vibrates while the other produces horizontal preferring to carry out a few passes too many, rather oscillations, which means that the same compaction than too few. The time, effort and expense that ensues performance can be achieved with lower vibrations. can be significantly reduced by the Economizer.” The system, which will fit between its standard The Economizer system is integrated into the roller’s dashboard. The Economizer display is situated on the machine vibratory rollers and the more sophisticated Asphalt the BO The system will be available on the tandem rollers in the dashboard, showing compaction progress in real Manager machines, will be particularly suited for use new 5th generation BW 80 to BW 138 models, starting with the on bridge structures and close to buildings, where 10 t class BW 161. the lower vibration levels can be a significant benefit. Weber MT’s new CR 9 plate compactor offers a centrifugal The TanGO exciter system is located in the rear application. Bomag will begin offering rollers with force of 100 kN and weighs 730 kg. New features include an drum of tandem rollers and can be combined with tangential oscillation in the 10 t class with the BW 161 infinitely variable, electro-hydraulic tip control that allows for a vibrating drum at the front, depending on the ADO-4, but it will be available later in other weights. precise and convenient shifting between forward and reverse travel, and guide bars that can be adjusted to the height of the operator’s body. Powered by a Hatz Diesel 1D 90 engine, the CR 9 also offers low maintenance requirements Compaction overhaul because of a centrifugal clutch with automatic tensioning feature and throttle cables The first half of 2013 saw the largest product installed inside the guide launch in large compaction machines ever from bar. Ammann as it introduced European Stage 3b (Tier 4i) models, including single drum rollers from 3 to 25 t, pneumatic tyred rollers and articulated and pivot-steering tandem rollers from 1.2 to 14 t. These include its first ever 9 t articulated roller, the ARX 90, a 9100 kg operating weight model with a working width of 1680 mm and static line load of 27.2 kg/cm. At the smaller end is the Rammax 1575 CI, an articulated counterpart to the 1515 trench roller. Altrad Belle’s new drums and rammers Altrad Belle’s new double drum walk-behind roller system, has a water tank withh ttwicewice and five trench rammers are the results of a two the capacity of its predecessor,essor, year research and development programme in its which means longer usage ttimeime compaction products. between refills. The canopy iss now The TDX650 roller, which uses a hydrostatic drive fully enclosed to reduce noisee llevelevel anandd hhasas a padlock location for increasedased sitesite security.security. TheThe electric start diesel engine hasas a recoirecoill sstarttart back-upback-up system, which prevent the lossss of renrentaltal in ththee eventevent The new RTX range of rammers. of the battery going flat. Belle says the roller is suitableable foforr a wiwidede rrangeange ooff engineengine relatedrelated damage;damage; a sub-base and asphalt compaction applications, with carburetor primer bulb allowing the clear sided design allowing compaction right up easy start whether the machine is new or old, hot or to the edge on either side. The company adds that cold; and powerful compaction levels achieved while the machine’s “very low levels of hand-arm vibration” maintaining a low level of hand-arm vibration. All are gives operators increased usage times. powered by a 4-stroke Honda petrol engine. The new RTX rammer range has been completely The range includes machines with larger frames Altrad Belle’s new TDX650 redesigned, with benefits including: triple air and (RTX50, RTX66 and RTX74) as well as machines that pedestrian roller. dual stage fuel filtration to extend the safe operating are more compact, making them ideal for tight time between filter changes and helping prevent applications (the RTX60 and RTX68). ¬
IRN JULY-AUGUST 2013
IRN 07 2013 Compaction-MP-EDITED.indd 37 15/07/2013 10:23:05 38 COMPACTION Clee Hill adds MOBA control avid Hargreaves, managing director of one Around 50% of the company’s business is in road of the best known names in compaction surfacing, but it is also strong in earthworks, landfill D equipment rental in Europe, Clee Hill Plant, sites and windfarms. says its partnership with MOBA for compaction The compaction monitoring and recording systems control technology is a natural one. also fit in with the demand from clients, who are “I don’t want Clee Hill to be seen as just a increasingly concerned about longer term liability for roller company…we have to work at developing road repairs and are willing to invest more up front to technology”, says Mr Hargreaves, “We’re a niche ensure that road materials have been laid properly company, for compaction, principally for road and correctly compacted. surfacing. So in terms of road surfacing, for pavers Mr Hargreaves says the technology isn’t just about and rollers, MOBA did lend itself to be a good fit.” proving a road has been built properly, but to prevent Clee Hill has eight machines fitted with MOBA’s over-rolling, which saves fuel and labour costs and MCA 2000 compaction assistant, a system that helps reduces machine hours. operators manage compaction activity, recording Clee Hill is using the systems on Bomag BW 161 size David Hargreaves (left), managing director of Clee Hill Plant, with passes accurately. For Mr Hargreaves, the benefit of machines, but as the technology becomes accepted Alastair Brown, managing director of MOBA Mobile Automation, the MOBA product is that it isn’t too complicated to on the market Mr Hargreaves thinks it will migrate MOBA’s UK subsidiary. use or expensive and can be fitted on any brand in its down to smaller rollers as well. fleet – the company has Bomag, Hamm and Ammann Fundamentally, this kind of technology is about units. “The key driver is getting the operator to buy giving Clee Hill something extra in a difficult Groundcare equipment specialist Toro is now offering rental into it”, he says. UK construction market; “All indicators are of a professionals a range of compaction equipment following its further decline this year”, he says, “There are still acquisition last year of the products from Stone Construction opportunities out there, but it’s tough, and margins Equipment. The range includes plate compactors, rammers are being impacted by the smaller workload.” and a trench roller. Pictured is the TR-34 Trench Roller, which provides 7070 kg (15709 lb) of centrifugal force. The plate compactor range comprises both forward and reversible plate Crusher surprise compactors as well as three rammer models. Hamm had a surprise in store at Bauma in the form of its new VC drum compactor, a vibrating roller than can be fitted with a range of different tools, allowing the unit to operate as a padfoot soil compactor or a concrete and stone crusher. A total of 150 quick-change toolholders are welded to the drum, with Hamm offering a range of tools for different applications, including padfoot roller or picks for cutting or loosening rock. The manufacturer is offering two VC compactors: the H 25i VC (pictured here) with a 160 kW Tier 4i/Stage IIIB engine and the 3625 HT VC with a Tier 3/Stage IIIA engine developing 155 kW. Hamm says the result is a machine that can compact cohesive soils when fitted with padfoot tools, and when fitted with picks will break up rock layers consisting of basalt, granite or minerals of comparable compressive strength as well as mixed soils, while compacting the soil to a great depth. Roadbuilding applications include homogenisation of rock, breaking concrete and compaction during cold recycling. Also at Bauma the company added four oscillatory models to its HD CompactLine, which means that it is offering oscillatory machines not only for medium and heavyweight tandem rollers and compactors. The HD CompactLine comprises 16 models in the sub 4.5 t weight category, with the four oscillatory models being the HD 10 VO (2.6 t), HD 12 VO (2.8 t), HD 13 VO (4.0 t), HD 14 VO (4.4 t) - the 'O' denoting oscillatory. Control and flexibility from Wacker Neuson’s Compatec Wacker Neuson is now offering a compaction control vibratory plate. Compatec, which uses eight LED particularly valuable where the machine is being system called Compatec with its DPU 6555 reversible lights to indicate the degree of compaction, is used by an inexperienced operator who may need availablea as an option and can also be retrofitted to guidance when assessing if a soil is well compacted. DPUD 6555 models made since 2011. Wacker says Compatec “works very reliably and The German company says the system will be fault-free, the unit’s service life is extended and the risk of damage is minimised, which are features that The Compatec rental yards and large contractors in particular value LED read-out. when different users work with one unit.” Also new from the company is the RTx trench roller, which uses detachable drums sections to change the operating width from 56 to 82 cm. The system means the same roller can be used both for narrow The RTx trenches and larger applications. trench The roller replaces the RT 56 in the Wacker Neuson roller. product range, although the RT 82 with a fixed drum width of 82 cm will still be available.
IRN JULY-AUGUST 2013
IRN 07 2013 Compaction-MP-EDITED.indd 38 15/07/2013 10:23:25 HD CompactLine now with OSCILLATION
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2 Half pages horiz.indd 1 15/07/2013 09:48:32 40 HITACHI EUROPE INTERVIEW Being careful
IRN Editor Murray Pollok asks Moriaki Kadoya, president/CEO of Hitachi Construction Machinery (Europe), for his views on the rental market.
IRN: Rental is growing as an industry. Do to become a kind of major account, or international you welcome this? account. They may want to directly deal with the Moriaki Kadoya: It is simple to sell directly to end OEM, skipping local dealers, to negotiate better users, much more simple. Traditionally, as an OEM, prices. They will need product support, so we have to we have a wholesale company in Europe supplying involve our dealers. We have to formalise who should to dealers. So rental is another channel. Normally a do what in the distribution channel. dealer sells to rental companies, and then to the end user. It is one more step in the supply chain, so we Have you done that yet? have to share margins. Not so much yet. If rental companies are national But on the other hand, the rental market is then we can work together with our national dealers. growing and there are some national and regional At some time – it’s not really happening to us yet – we still a combination. We have very good partnerships rental companies. They have grown large enough expect that rental companies will be international, with some large rental companies, regional rental covering several countries, then they may want to companies. So the network is a kind of combination deal directly with OEMs. In that case we will have of our own rental network and regional rental to organise our dealers to provide proper product companies. support. If independent rental companies are strong and we At this moment we deal with the big international can establish a very good partnership, then we don’t players country by country. They don’t come to us go there [with our own rental fleet]. In other areas for large international purchasing. we cover with our rental shops. We have to be very careful. Where you are earning Are your dealers ready for that? money in rental – are you really earning money from I think that’s an important point: dealers should rental users or from disposal of the rental fleet? give good product support to rental companies in Japan’s rental industry has had ups and downs. each location. We have to organise that properly, A very big up in the mid to late 90s, big growth in with a special programme. We have to have the rental, and then the market declined. And again, structure, the financial support, to enable dealers to when the Yen was very weak, rental companies were support rental companies, especially the large ones. able to make profit from disposing of their rental [Because] if the deal is done directly between the fleet overseas. rental company and us, then dealers will not get the They made a very profitable capital gain from used distribution margin directly. equipment. But then the Yen became stronger and There are some models: we can deal with the many rental companies got into trouble. rental companies directly, but we may be able to invoice through local dealers, or directly with the The financial crisis has encouraged the Moriaki Kadoya, president/CEO of Hitachi Construction rental company and then pay a service fee to our take up of rental, particularly in North Machinery (Europe). local dealers. So we have to arrange that kind of America. Does Hitachi see that happening structure. in Europe? It depends on the equipment. I think the rental Is that done elsewhere by Hitachi? markets in Japan, US and Europe – and even within Yes, in North America. In the case of John Deere they Europe – are quite different. I’m not yet so familiar A 30-year career do that [Hitachi and John Deere have a joint venture with today’s rental market in Europe. But I see that Mr Kadoya’s appointment in mid-2012 as in North America.] They make deals directly with contractors still need to own their own equipment, president/CEO of Hitachi Construction Machinery rental companies and work through dealers. especially heavy machines. (Europe) saw him return to Europe where he Because some customers are specialists, they first worked between 1992 and 1998 as Hitachi’s Are your dealers establishing rental have their own engineering capability and their general manager for sales and marketing. operations in Europe? own equipment. Customers want equipment with That six year stint in Europe and his current It depends on the market. Every country has a specifications to suit their own working techniques. leadership role form part of a 30 year career at different preference. I think it will be a dealer’s On lighter equipment, it seems to me that they the manufacturer that has included six years choice whether they want to expand their own rental tend to choose rental. It also depends on the size in the Americas as well as periods in Japan fleet or - if they want to deal with rental companies of customers. If they have multiple jobsites using at Hitachi’s finance and corporate planning - keep the rental fleet to a minimum. It is a dealer light equipment, then they go for rental rather than departments. He has also been general manager choice, not from us. ownership. But smaller customers, they should own of Hitachi’s supply chain management and sales their own. administration offices in Japan. Do you have a preference, in an ideal In the case of Europe, rental companies have Mr Kadoya’s current European role also sees world? different sets of equipment – they are not all the him taking responsibility for Russia, CIS, Middle In the case of rental the dealers are independent. same. Some specialise in limited types of equipment, East, and North and Central Africa. The manufacturer has to stay back in that decision. others go for very wide range. I need to understand In Japan we have our own rental branches – but it is why that is happening.
IRN JULY-AUGUST 2013
IRN 07-08 2013 Interview - Hitachi-MP-EDITED.indd 40 15/07/2013 10:26:52 HITACHI EUROPE INTERVIEW 41
Hitachi’s ZX130LC-5 machine. Big rental companies can be very The new ZX48U-5 mini excavator. demanding, are you comfortable with that? Not at this moment [laughs]. In some countries I think our dealers have very good relationships with large national rental companies. It is probably too much of a generalisation to say that large rental companies are hard price negotiators.
Would it be true to say that there could be a better relationship? Yes, I think that is possible. But we need to talk directly with large rental companies, because dealers want to have a good price. Large fleet buyers, like rental companies, want to make a very good deal. We have to stress that they also have to think about product, cost of ownership. Also, fuel consumption should be very important for them. Customers have to pay fuel. So customers want to choose us because we offer better fuel efficiency. Large plant hire companies in the UK are coming to us because they know our products are very fuel efficient compared to competitive products. Better fuel savings is our sales feature and also a sales feature for plant hire companies – that’s what we are But do you see a trend towards more seeing in the UK. rental? Looking at Japanese experience, and in North Is that happening elsewhere? America, there is always a discussion that there is Yes. End users can clearly see the benefits of better Do you develop products with rental in a tendency towards rental, but there seems to be fuel consumption. mind? a natural ceiling that the rental ratio will not go Yes, of course, ease of maintenance is very important. beyond. Do rental companies have a good We always consider that. We own rental companies in I think there is some point of equilibrium. I’m not understanding of the needs OEMs? Japan and we work together with these engineers sure if that point really exists, and why - it seems I think they understand that. and service mechanics to develop new products. to relate to a difference in the structure of the construction market itself. Do they want long relationships? What are the market prospects this year? I only know the rental business from Japan, for Yes they do. In the end, they find that a long term 2013 will be difficult again after a difficult 2012. the past 20 years. If the rental business is growing relationship is very important. If the size of the North America is picking up, and actually has been it is a kind of sign of oversupply of equipment – I’m fleet grows and they need mechanics and others to recovering since early 2010, but now the housing not sure whether it is really happening in Europe support their fleet, that means they need to have market is recovering. or not. good knowledge of the equipment. So North America is growing, driven by the US. When the construction market becomes very It is very important for us as a supplier to give China will be better, then German exports will be mature, there is oversupply of equipment and them good technical support and train their staff. I better, and the German economy will be better, customers do not have enough work to justify think it is a fact that a good long term relationship and the European economy will be better. That the owning equipment. That is what happened in Japan keeps the cost of ownership down for the rental scenario I’m hoping for, but I cannot say what will 20 years ago. company. happen . IRN
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Half vert & 2 Quarters.indd 1 15/07/2013 10:01:18 ERA NEWS 43 Equipment technology
The European Rental Association has determined the most common types of damage that end users cause with machines, and is talking to manufacturers about how these problems can be minimised.
1. What are the most 2. What are the most 3. What categories common damages common accidents of equipment are SURVEY to rented equipment caused by inexperienced “underestimated” most caused by inexperienced users? by customers when ANALYSIS: users? rented out?
he ERA’s Equipment Technology Committee Priority No.1 Broken windows, mirrors Access: falls from heights Earth moving cleaning is looking for ways for the rental industry to and working lights from persons, body and greasing T minimise the impact of damage to machines crushing, overload caused by end-users. Priority No.2 Lack of maintenance Cutting power cable or Access cleaning and A survey of rental companies by the committee has checks gas line greasing determined the most frequent damages or problems Priority No.3 Hoses breakage Transportation Generators poor relating to machines, covering everything from roll on/off trailer maintenance simple issues such as broken mirrors and windows, (oil changes...) to problems with maintenance, unnecessary service Priority No.4 Damages to tools Exhaust gas poisoning due Vehicles cleaning and calls and shortcomings in the information provided (cutting cables...) to lack of ventilation fluids levels by manufacturers. The committee has concluded a number of general Priority No.5 All types of physical Foot injuries for not using 2 stroke cut off saws and specific lessons from its research. damages, including body, footstep when leaving undercarriage, doors, the cab THE GENERAL LESSONS WERE: tires, rubber tracks, ■ 70 to 80% of the cost of repairs for rental broken belts... companies results from damage Other priorities Transportation damages Rollovers (bobcats) ■ Repairs are often done by non-OEMs, so there Wrong fuel Accidents by cutting is a need for increased communication to let “Cash paying” customers Burns from exhaust pipe manufacturers know which are the most critical (inexperienced) Electric shock parts for replacement/repair. Water pump put in silt ■ Rental companies require that OEMs get more involved in writing straightforward safety leaflets to accompany manuals. Efficient communication SPECIFIC LESSONS FROM THE RESEARCH down the machines. Such buttons should be put of basic information to end-users is seen as a INCLUDED: in clearly identified places, different from the key tool in reducing accidents and damages. ■ Windows: for compact equipment, the most machine’s normal operating controls. damaged parts are door windows. Rental ■ Standardisation would be welcome for hydraulic companies want improved delivery time, less hoses and quick hitches. The ERA will gather special glass and an easy replacement process. information on how standardisation of such ■ Tyres: this corresponds for 15% of all items could take place. replacement costs for some rental companies. A similar set of lessons – general and specific – has Renters are interested in looking for ways to also been generated for access equipment. improve tyre lifetimes. The full set of ‘most common damages’ and priority ■ Transport/Lifting: Rental companies have areas of action were detailed by the committee’s difficulties in finding easy ways to lift machines chair, Martin Holmgren, and can be downloaded from CONTACT ERA: or secure them on transport trucks. Also, jumping the ERAs website (www.erarental.org). Mr Holmgren’s European Rental Association (ERA) on and off trucks is an important cause of work presentation is alongside all the other presentations Avenue Jules Bordet 142 accidents. For transport, the exact height and from the ERA convention in Paris and can be freely B-1140 Brussels weight of the machine should be indicated on the downloaded. Belgium machine itself (that is not always the case). The Equipment Technology committee comprises Tel: + 32 2 761 1604 ■ Wrong fuel: Rental companies need easy ways to members from rental companies including Zeppelin Fax: + 32 2 761 1699 empty/clean fuel tanks. OEMs warn that this may Rental, Kiloutou, Boels, Hewden, Loxam, HSS Hire, www.erarental.org ease fuel theft. Renters suggest putting in place Speedy Hire, Cramo and Ramirent. Manufacturers E-MAIL: a standard for caps to avoid the incorrect fuel and suppliers on the committee include Yanmar, Secretariat-Administration: being put into machines (stickers wear out over Caterpillar, Atlas Copco, Hilti, Manitou, Terex/Genie, [email protected] time). Trackunit, Volvo, JCB and Wynne Systems. Secretary General: ■ Misuse of emergency buttons: There should If you are interested in becoming a member of the [email protected] be an alarm when the emergency button is used committee, contact the ERA’s secretariat office in to deter operators from using them to shut Brussels. ■
IRN JULY-AUGUST 2013
IRN 07-08 2013 ERA.indd 43 15/07/2013 10:54:54 www.khl.com/irc
WHAT INTERNATIONAL One day conference and networking reception
WHERE Swissôtel in central Beijing
WHEN
14 October 2013. One CHINA day before BICES show CONFERENCE 14 October 2013 Beijing
IRC will highlight rental ‘best practices’ and provide a forum for Asia’s rental industry.
BOOK NOW www.khl.com/irc
GOLD SPONSOR SILVER SPONSOR SUPPORTING SPONSORS
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EVENT CONTACTS
SPONSORSHIP SPONSORSHIP REGISTRATION EVENT EVENT EVENT OPPORTUNITIES OPPORTUNITIES INFORMATION: INFORMATION: INFORMATION: PROGRAMME: (UK): (CHINA): Tel: +44 (0)1892 784088 Graham Anderson Saara Rootes Murray Pollok Lynn Collett, UK offi ce Cathy Yao, China offi ce [email protected] Tel: +44 (0)1865 318123 Tel: +44 (0)1892 786243 Tel: +44 (0)1505 850 043 Tel: +44 (0)1892 786219 Tel: +86 10 6553 7678 Mob: +44 (0)7711 650691 [email protected] [email protected] [email protected] [email protected] [email protected]
IRC PDS.indd 2 15/07/2013 10:02:25 INTERNATIONAL SPEAKERS
Michael Kneeland (Keynote Speaker) United Rentals, USA A major new rental conference
for the fast-growing equipment John Bureau General Manager, Wynne Systems rental industry in China and Jia Li Cai (Opening address) wider Asia MD, Machinery Management & Rental Division of the China Construction Industry Association (CCIA).
Wang Li Chun Chairman & founder, Xuzhou G&L Construction Equipment Rental Co., Ltd
Gérard Déprez CEO, Loxam, France
Jay Early Vice-President Europe, Middle East and he conference will provide Chinese and Asian China, Hertz Equipment Rental Co (HERC) rental delegates with insights on ‘best practice’ T rental management techniques; allow senior Bud Howard rental managers worldwide to learn from each other; and Global Rental Director, highlight rental opportunities in China itself. Volvo Rents, USA
CONFERENCE TOPICS David Phillips Managing Director, ■ Building a general rental business in China Off-Highway Research ■ Aerial work platform rentals: the big opportunity
■ Power rentals in Asia Murray Pollok (Conference Chairman) Editor, International Rental News ■ Crane rental developments
■ Rental software: effi ciency through clever IT Nick Sowden ■ Role of OEM’s in the rental industry President, Snorkel Asia and Global Supply Chain Director SUPPORTING THE EVENT Chai Zhao Yi The event has the offi cial support of the Machinery MD, Shanghai Pangyuan Management & Rental Division of the China Construction Construction Equipment Rental Industry Association (CCIA). The Machinery Management & Rental Division represents the interests of equipment fl eet owners in China and its membership includes 600 Created and organised by rental companies. The conference will be opened by the division’s managing director, Mr Jia Li Cai.
For further information or to book your place visit www.khl.com/irc
IRC PDS.indd 3 15/07/2013 10:03:12 46 RENTAL MMANAGEMENTANAGEMENT DAN KAPLKAPLANAN
AtAt tthehe rrecentecen ERA convention in Paris consultant DanDan KaKaplanplan ggave a rallying call for rental companies, encouragingencouraging them to use rental metrics. Here, we publish an editededi version of his presentation. Metrics THE AUTHORAUTHOR hat I’m goinggo to address is how to improve Diversification is an easy way to accomplish this. DANDAN KAPLAN is a former ppresidentresident of HertHertzz the finafinancialn performance of a rental The more equipment you can put in a depot the Equipment Rental Corp (HERC) and founder of W company, using some examples of what more money you can make. You want to have as consultancy Daniel Kaplan Associates. Mr Kaplan, public rental companies in the US have done. much as you can physically handle in a branch. For who was awarded a Lifetime Achievement Award The key to financial performance is operational those who are offering single products, I challenge at the recent European Rental Association expertise, by that I mean breaking it down to its you to think that you can stay that way, because you convention in Paris, can be contacted by e-mail component parts: how long does it take to deliver a are really affecting your financial success. at: [email protected] piece of equipment; how long to pick it up, are your So if you are a specialist – in aerial platforms or invoices accurate, how much time does it take to air compressors – and not offering other types of service the equipment, what’s the flow of equipment equipment, to a large degree you are penalising through the yard? yourself. (See Table below leftm showing the All of these things, need to be broken down, diversified fleets of eight large US rental companies.) measured and improved upon in order to affect Transport equipment between locations if possible. financial performance. Since leaving Hertz Equipment Rental Co (HERC) I’ve consulted with more than 100 rental companies – if THE KEY TO FINANCIAL PERFORMANCE someone is running one or two locations I will not ■ Operational expertise consult for them: I’ll only consult with companies ■ Diversified fleet offering with multiple operations, because I believe that the ■ Transfer equipment between locations to drive key to financial performance is time utilisation, and time utilisation the key to rental rate management is being able to ■ Measure and manage equipment utilisation transfer your equipment from depot to depot to ■ Control on costs drive utilisation. ■ Improve cash flow HOW TO MEASURE PERFORMANCE ■ On yard utilisation Having a diversified fleet to me is a key driver A time measurement of equipment by category to financial performance, because it is really one- that designates, on a daily basis, the status of stop shopping for the customer. It is easier to get all revenue earning equipment. more equipment in the yard with a diversified fleet: ■ Time utilisation rental is a fixed cost absorption business; you can A time measurement of equipment by category cover your costs better by if the fleet size is larger. that is conducted on a monthly basis. This is based on a to-be-determined calendar day month. ■ € (financial) utilisation A measurement by category of each individual piece of equipment, of the euros earned by the equipment divided by the first cost of the equipment ■ Return on investment (RoI) A monthly or yearly measurement by category. RoI is defined as rental revenue less depreciation, interest, parts and labour, divided by net book value
These are somewhat common measurements. On yard utilisation: a measure by type of equipment, occurring every day. When I ran Hertz every single day I would start with utilisation rates for every category of equipment and at every branch. If time utilisation was bad on Friday it would ruin my weekend because I knew the revenue decline was
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IRN 07-08 2013 rental Management-MP-EDITED.indd 46 15/07/2013 10:32:08 RENTAL MANAGEMENT DAN KAPLAN 47
These are my recommendations for time utilisations. It’s not that I know the final answer: you have to work out what numbers work for you and make your people accountable. In the US last year, the large public rental companies, with fleet sizes of between US$1 and $7 billion, have been achieving time utilisations of between 62% and 74% (see Table left). In the fourth quarter, five of these companies had utilisations of between 67% and 72.3%. Remember this is being achieved with very large fleet sizes. I would think that this is a metric that most people in Europe are not achieving. The purpose of quoting these US figures is to say that this is achievable – we can run time utilisation at these levels. In Europe, with the problems you have, you are probably 5 to 10 points below that, but this is possible.
sure to follow. it takes to deliver a piece of equipment after the Metrics that drive rental revenue Financial utilisation is a key indicator or metric customer has called; measuring each part of the Among the key metrics here are: rental rates, inside in a rental company. process hour by hour. They are measuring this type and outside sales discipline, equipment available for Return on investment is really the truest measure of thing with a report card. They do it for their own rent, time utilisation, fleet mix and ancillary charges. of the success of a rental company. This metric takes use and are also giving it to their customers, using Obviously rental rates are key. For years and years into consideration maintenance cost, which financial their metrics to sell the company. in North America rental rates were in decline. Now, it utilisation doesn’t. The real true measurement is ROI. And this is important: if you pick up a piece is a good environment, and the rental rate increases I would estimate that 99% of rental companies in of equipment quickly, and deliver it quickly, and are dramatic. The business has been totally turned the world do not use this metric. improve the flow of equipment through your yard, around; rental companies are not attacking each what you are effectively doing is increasing the other, they are attacking the customer. Techniques to boost utilisation size of your fleet without cost. You have more To do this it takes staying on top of the metrics, The goal here is to drive time utilisation via rental equipment available for rent, and you end up making staying on top of management, and it takes focus rate to manage pricing. It’s the key to everything more money. and discipline. It doesn’t just happen by itself. on how to manage your fleet. The aim is to achieve I question how many people are really measuring, It’s extremely encouraging to see rental rate time utilisation of 70%. Over 70% you need to be down to the hours, the time it takes to pick-up improvements like this: and it’s happened three adding equipment, under 60%, lower the rental rate. equipment. You can’t believe what it can do to your years running after many years of decline. At 60-70% maintain rental rate, between 70 and performance, and it’s something that every depot You are in control of your rental rates, nobody else. 80% increase rental rates and over 80% strongly manager can do. If a salesman comes in and says to you, ‘I can’t get increase rates. that rate’, it is up to you to look at time utilisation I call this the ROI grid (see bottom right). When TARGET TIME UTILISATION and the metrics, figure out what’s going on and I consult with companies, the first thing I get is a Pumps 40% go back and say, ‘you must get this, I’m not letting listing of all the equipment, from top to bottom by Generators 55% you discount’. ¬ category, highest to lowest investment, showing Backhoes 70% time utilisation of the equipment and the financial Air compressors 60% UTILISATION utilisation for each cat class. Small equipment 50% ■ Giant’s € utilisation varies from 43 to 68% With high time utilisation, high ROI, it’s almost Large construction equipment 65% ■ Time utilisation averages about 65-70% talking to you – raise rental rates and add more Aerial work platforms 75% ■ Independents’ € utilisation is around 125% equipment. Low time, high RoI: maintain rate or raise Telehandlers 80% ■ Independents’ time utilisation is low slowly, do not buy more fleet. These measurements are key to financial performance. Looking at the recent financial performances of large US rental companies, you will be surprised: you’ll think that it’s a very difficult rental environment and you’ll think that what they have achieved is almost impossible. These US rental companies used metrics to improve financial improvements and you can do the same in Europe in an even more difficult rental environment. Metrics that influence time utilisation These include fleet mix, equipment availability, sales performance and customer service. On sales performance, I measured how many new accounts a salesman opened in a month, and I measured the number of new accounts the company opened in a month. Regarding customer service, we’re looking at on-time delivery, how long it takes to pick-up when it is off-rented, and the flow through the shop. I don’t like to highlight individual companies, but United Rentals has been measuring how many hours
IRN JULY-AUGUST 2013
IRN 07-08 2013 rental Management-MP-EDITED.indd 47 15/07/2013 10:32:16 48 RENTAL MANAGEMENT DAN KAPLAN
TARGET € UTILISATIONS you get this. If you fall below that, I will take the FORMULA FOR FUTURE STAFFING Pumps 120-140% person out.’ ■ Add one fitter for each €1.5 million of Generators 45-50% It made my life simple. I established a standard equipment after fleet reaches €2.5 million. Backhoes 40-50% for staffing and I never went below it. There were no ■ Add one salesperson for each €1.5 million Air compressors 60% exceptions: hit the numbers, you get it; don’t hit the rental revenue Small equipment 150% numbers, you didn’t get it. I recommend that you do ■ Add shop supervisor when fitters total five Large construction equipment 45-50% the same, not only to be financially successful, but ■ Add second hire coordinator when revenue Aerial work platforms 40-45% to simplify your life. reaches €100000/month Telehandlers 40-45% Don’t adopt mine, adopt your own and stick by it. Once people realise that you will not vary, your life will became a lot more simple. They are really speaking to you and they work. For target financial utilisation, I think you should It takes effort to believe in these things and be estimating standards for your own company, Conclusion enact them. But you can improve your financial by equipment category, and managing and It’s all about measurements, all about metrics. It is performance; even the best can still improve. And measuring your business based on your operating about taking control of your company, managing the really smart ones do not accept where they are results. I find the results given in the table above your company by what these metrics are telling you. and are always trying to improve. IRN are achievable. EMPLOYEE METRICS ■ Start-up staffing: branch with €2 million fleet ■ 1 branch manager ■ 1 salesperson ■ 2nd salesman in month 5 ■ 1 hire coordinator ■ 1 fitter ■ 2nd fitter ■ 1 clerical worker in month 4
Nothing made my life more simple than having a standard on how to start a rental branch. I would get calls saying, ‘I need another fitter’. Why? I would go back to the metrics and say, ‘No, you get another fitter when you have hit $2 million, at $3 million
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IRN JULY-AUGUST 2013
IRN 07-08 2013 rental Management-MP-EDITED.indd 48 15/07/2013 10:32:25 Discover the Full Benefi ts of Electronic Fuel Injection Engines
THE NEWEST RENTAL CHOICE FROM VERMEER. Vermeer is leading the way with EFI engines in stump cutters, walk-behind trenchers and mini skid steers designed for the rental market. Because there is no choke, you get easier starting in all weather — engine fl ooding and broken, rusted or frozen choke cables are a thing of the past. Plus, there is less engine maintenance required — you’ll never have to clean or adjust a dirty, gummy carburetor. Visit Vermeer.com or talk to your local dealer to get more information. VERMEER.COM
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Full page.indd 1 15/07/2013 09:42:14 GRpumps.com
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491 © Copyright, The Gorman-Rupp Company, 2012
Full page.indd 1 15/07/2013 09:43:38 RENTAL IT 51
Scanning top tips
Katy Williams, sales & marketing director at 30 years on Higher Concept Software – developer of the Syrinx 2013 sees UK software company MCS Global celebrate thirty Software package - offers tips on the use of years of developing rental software. Murray Pollok spoke to scanning technology. Document scanning is chairman and founder Richard van der Knaap on the changes he becoming a top technology priority for hire companies, regardless of their size or market has seen during his career. focus. When properly deployed, scanning can deliver tremendous paybacks – including cost here aren’t many companies that have been savings, enhanced document management, involved in the rental industry for 30 years and streamlined compliance and more. T fewer still in the IT sector, but that’s how long Gone are the days of sending key staff away MCS Global has been developing rental software. from the hire desk to hunt down archived paper Chairman and founder Richard van der Knaap is well documentation. Meanwhile, adding barcode labels aware of the benefits this brings, such as being able to incoming paperwork means purchase orders, to claim both A-Plant and Speedy Hire as customers manual delivery notes and supplier invoices can when they were one depot operations. be scanned and stored on a central server and Mr van der Knaap recalls the differences in accessed by anyone in the organisation. approach between the two companies, with A-Plant To get your document scanning project on track, founders George Burnett and Peter Lewis coming here are our ‘top 5 tips’. from a financial background and sold on the benefits Richard van 1. What documents will you be scanning? of software from day one, while John Brown, Speedy der Knaap, You should be looking to scan paperwork such founder, was initially a more sceptical IT customer. founder and as rental contracts, off rental notes, exchange Speedy has since moved onto a big ERP system, “but chairman of and breakdown notes and other important we still do a lot of work for A-Plant”, says Mr van der MCS Global. documents as a PDF file which can be digitally Knapp, “That’s the longest customer on our books, stored for instant retrieval at a later date. and we’ve got more than 50 who have been with us 2. Where should the PDF be kept? for at least 15 years.” these companies “own the general space, and some Your existing network infrastructure should The 30 years has seen MCS navigate enormous rental companies will go for it. But if their lifeline is support the scanning of all documents to your changes in technology, from the mid-80s where it was equipment rental, then these systems probably won’t central network server. This will ensure all producing bespoke ‘green-screen’ systems for tiny be sophisticated enough in rental to do all the things your users – regardless of their location – can companies, to the era of the software package and the they want to do.” access electronic files instantly. This means PC and now to mobile working and the internet. MCS’s background in the UK – one of the world’s most that your admin team and hire desk personnel mature rental market – has also given the company a can access scanned documents with ease. 100% rental philosophy “head start”, says Mr van der Knaap. That’s what led 3. What about incoming paper work? If technology has changed, other things have stayed German rental company MVS to implement an MCS Your scanning solution should be able to work pretty much the same, such as its policy of focusing system when it started out (MVS was subsequently with incoming paperwork – such as customer on its rental system and marrying that to external bought by Zeppelin.) purchase orders, manual delivery notes and accounting packages. This is because accounting That foray into Germany was followed by other supplier invoices – by allowing users to print practices vary from country to country, he says. contracts outside the UK, and the company is now out a barcode label that can be attached to Mr van der Knapp says he realised after just a few active in 15 countries, including New Zealand and documents prior to scanning. This means years that rental was a good place to be, and MCS has South Africa. Not all of these markets have full time incoming documents can be digitally stored in worked 100% on that market ever since; “Our whole MCS support or sales staff, and Mr van der Knaap a central location and accessed in the same business is focused on rental and we have never been says the goal is to expand its export operations by way as internal documents. more focused than we are now. That’s the only way a establishing sales and support offices in three or 4. Will I need specialist devices? company like ours will survive, to be a specialist.” four additional countries over the next five years (the All you need is a scanner and barcode printer. MCS has seen other rental softwaretware companies highly competitive US market will not be one of them). 5. What about document filing? enter the market, as well as thee bbigig “Because ththee UK is a mmore mature market, you The scanning solution you select should ERP players such as SAP, Oracle, SageSage findfind that in countries like support the automated indexing and retrieval and Microsoft. Mr van der Knaap sasaysys France,Fran Sweden, Germany of the most up to date documentation. In other andand Holland there are fewer words, documents should be automatically companiescom like us around”. stored in the correct customer file. ThirtyTh years in, and he is By moving to a “paperless office” of scanned stillstill working four days a week documents, filing space is not only reduced atat theth business, helping on but documents become instantly retrievable. salessales and marketing activity This helps hire companies to deliver excellent andand providing guidance to customer service with less time spent searching in hishis son, Guy, who became filing cabinets, keeping the customer waiting and managingman director in 2011. more time delivering value. MCS,MC like its early Used to its full potential, document scanning customerscust A-Plant and could prove to be one of the greatest efficiency Speedy,Spee has transformed savings a rental company can make – saving up MCS’s software has evolved in 30 years itselfitsel over the last 30 years. to one man day a week or more on administrative from ‘green-screen’ systems for one-depot-depot As technologyt continues to tasks. companies to a Windows-type system with mmobileobile change,chan it will no doubt have functionality with iPads and other devices.vices. toto do so again. IRN
IRN JULY-AUGUST 2013
IRN 07-08 2013 rental IT page-MP-EDITED.indd 51 15/07/2013 10:33:13 Hotel Okura, Amsterdam, The Netherlands 20-22 November 2013
A two day conference with networking opportunities, and gala awards dinner honouring successful IN construction projects CO ICEF R F International Construction PO E from around the world. RATING CEW Economic Forum
WORLD-CLASS SPEAKERS
KEYNOTE SPEAKER José María Aznar Former Prime Minister of Spain
Mr Aznar will explore the importance of infrastructure investment within the context of globalisation and the need for innovative fi nance models at a time of GOLD SPONSOR government austerity. He will also focus on building stability and encouraging development in Latin America, where Spain has many links. PROGRAMME WEDNESDAY 20TH NOVEMBER OTHER SPEAKERS INCLUDE EVENING: BRONZE SPONSORS Welcome & drinks reception Jules Janssen Scott Hazelton Treasurer of European Director of the IHS Global
Insight’s construction and THURSDAY International Contractors and head of construction at Besix manufacturing industries 21ST NOVEMBER practice MORNING: International Construction issues & keynote address Miguel Jurado Zeng Guang’an President of Liugong Fernández CREATED AND ORGANISED BY AFTERNOON: General Manager of FCC Managing complex international projects Construcción
EVENING: Gala dinner & iCEF awards ceremony Simon Purchon Paul Howard Business development Consultant with FRIDAY director, Mobile Assets, Off-Highway Research 22ND NOVEMBER Babcock International FOUNDING PARTNER MORNING: Improving safety & effi ciency through modern construction equipment
ICEF EVENT CONTACTS
SPONSORSHIP EVENT INFORMATION: EVENT & REGISTRATION EVENT PROGRAMME: DELEGATE SALES: OPPORTUNITIES: Graham Anderson INFORMATION: Chris Sleight Silvia Iacob Alister Williams Tel: +44 (0)1865 318123 Saara Rootes Tel: +44 (0)1892 786205 [email protected] Tel: +44 (0)1892 786223 Mob: +44 (0)7711 650691 Tel: +44 (0)1892 786243 [email protected] [email protected] [email protected] [email protected]
For further information visit www.khl.com/icef
ICEF Speakers ad full page.indd 1 15/07/2013 10:05:13 FACES & PLACES 53
Andy Studdert, chairman and chief executive officer of NES Rentals, was honored with the People news Heritage Award at the American Red Cross of Greater Chicago’s Annual Heroes Breakfast from the world’s rental industry held recently. The award recognises individuals that promote corporate Mackay, its president, effective on responsibility to employees, consumers and 31 October, after 28 years with the the public. “It is an honor to receive this company. Heritage Award for myself and NES Rentals “Rob has contributed very as we continuously strive to put safety effectively in so many ways to the and preparedness at the forefront of the success and growth of our company,” industry,” said Mr Studdert, pictured left, said Peter Blake, CEO of Ritchie receiving the award from Tom Wilson, CEO of Allstate Insurance. Bros. “He has travelled hundreds ■ Graeme Macdonald (pictured) of thousands of miles over the past is to take the reins as CEO of JCB at 28 years and devoted his time and Kong Ltd. Before that he worked at responsible for developing an EMEAR- the end of this year, when current CEO energy to help build the Ritchie Bros. Honeywell, Eagle Ottawa and Bosch specific product line strategy. He will Alan Blake retires. global business into the industry group. also work with other areas, including Mr Macdonald was previously COO leading position we have today.” Sandvik Construction makes engineering, sourcing, manufacturing, of JCB and became CEO designate Mr Mackay will not be retiring equipment, tools and service for sales, operations and aftermarket on 1 June. During his 16 years at the completely. Earlier in the year, he took niche applications in the construction parts/service and finance, to combine company, he was also managing a role on the board of an agricultural industries, including rammer global and EMEAR initiatives. director of the backhoe loader equipment dealer. attachments and demolition tools. Mr Forini joined Terex Lift in 1998 as business and president of JCB Inc – factory export manager. Since then he the manufacturer’s North America ■ Dinggui Gao (below right) has ■ Carlo Forini has been appointed has held a number of senior positions, base in Georgia, US. been appointed president of Sandvik’s director of business development and including sales director for Terex Lift, Retiring CEO Mr Blake, who joined Construction division and a member product management at Terex Aerial global product general manager at JCB in 1989 and became CEO in 2010, of the company’s group executive Work Platforms (AWP) for Europe, Terex AWP, and most recently general has overseen the biggest production management. Middle East, Africa, and Russia manager of Terex Port Solutions, Italy. expansion in the company’s history. Mr Gao, whose start date has still (EMEAR). He will report directly to Joe “Since his appointment as CEO, Alan to be announced, George, vice president and managing ■ Online has presided over the company’s was previously director EMEAR. equipment return to sales and production growth at MAN Group Mr Forini will be based in auction company against a backdrop of continued as its executive Schaffhausen, Switzerland. As part IronPlanet economic uncertainty around the representative of the product management team, has appointed world,” said the company. at one of Gert de Boon, telehandler product Jethran Roeten, its invested manager for EMEAR, will now report (left) as its new ■ Ritchie Bros. Auctioneers companies, to him. representative in announced the retirement of Rob Sinotruk Hong In the newly created role he will be the Benelux (Belgium, the Netherlands and Luxemburg). He joins IronPlanet from Prima Equipment, an earthmoving and construction equipment export company, where he began as sales and marketing manager and later general sales manager. Before that he worked at mining equipment rental company Emeco Group, EMV International and Exact Software. He will be responsible for the trade of IronPlanet stock throughout the Benelux as well as the consignment of equipment out of Benelux and onto IronPlanet’s marketplace. IRN
Dignitaries and representatives from Aggreko – including (far right) Debajit Das, executive director Aggreko Asia Pacific – celebrate breaking ground at the site of Aggreko’s new Asia Pacific regional headquarters in Jalan Buroh, Singapore in June. Also at the ceremony were representatives from Singapore’s Economic Development Board, JTC Corporation, the British High Commission and United Kingdom Trade & Investment. Mr Das said; “Since we established our office in Singapore more than 20 years ago, the country has continued to be a strategic gateway for us to expand our operations and tap into long- term growth opportunities in the region.”
www.khl.com/features/ IRN JULY-AUGUST 2013
07-08-2013 faces & places-MP-EDITED.indd 53 15/07/2013 10:37:05 INTERNATIONAL www.khl.comwww.khl.com
www.khl.com NEWS INTERNATIONAL A KHL Group PublicationPublication Volume 13 Issue 1 rental nt January-February 2013
NEWS Don Ahern: fi ghting for Volume 13 Issue 2 March 2013 survival in Chapter 11 p48
A KHL GrouGroupp Publication Get your European rental rental award entries in now p17
Using ‘dashboards’ to track your business p26
Pioneer pumps money into UK rental fl eet p53
IRN’s guide to new products at Bauma p17 Sunstate: AirAi power After 's next what ? Mini- Thomasho Kaeser on producing for Sumitomo ‘a‘airair at the lowest possible cost’ p19 p13 Officialfficial mmagazineagazine ooff tthehe EERARA
FIRSTFIRST IINTERNATIONALINTERNATIONTERNATIONALNAL RRENTALENTTAAALL CCOCONFERENCEONFEONFER NCE IN CHINA – SEE PAGE 37 Book your placearis makeover for ERA's P p49 First lookIRN 01-02at 2013H Cover.indditachi’s 1 new 3-6t range 21/01/2013 15:26:13 convention TLIGHT THE SPO p32 OOLS IN EYING T URVEYINGRV TOOLS IN THE SPOTLIGHT :388::4444 tthehe EERARA S 01313 009:9 azinnee ooff AND 06/6/0033/202 iciaall mmagaziag MPS AND SU Officff EL PU UE:E: DIESELDIES PU TTHISHIS ISSISSU
d 1 ITED.ind er-MP-ED 013 Cov FREE MAGAZINE SUBSCRIPTIONIRN 03 2 1 CHOOSE YOUR MAGAZINES 3 YOUR DETAILS AND/OR E-NEWSLETTERS: MAGAZINES Name: International Rental News Job title: Access International Access, Lift & Handlers Company: American Cranes & Transport Address: Construction Europe Construction Latin America Demolition & Recycling International International Construction International Construction Turkey Country: International Cranes and Specialized Transport County/State: Vinç & Proje Tas¸imacilig˘i Yikim Post code/Zip code: E-NEWSLETTERS E-mail: International Rental News e-newsletter Access International e-newsletter Access, Lift & Handlers e-newsletter Construction Latin America e-newsletter 4 FORMAT OF MAGAZINE Demolition & Recycling International e-newsletter International Construction China e-newsletter PRINT_ DIGITAL_ BOTH_ World Construction e-newsletter World Crane Week e-newsletter 5 SIGN AND DATE:
2 ORGANISATION TYPE Signature: General Construction Equipment Rental Date: Tool Hire 7-8/13 Aerial Platform Rental Power/Temperature Control Rental POST TO: KHL Group, Circulation, Southfi elds, Party/Events Rental Southview Road, Wadhurst, East Sussex, TN5 6TP, UK Crane Rental FAX BACK: +44 (0)1892 786260 Portable Accommodation/Toilet Rental REGISTER ONLINE: www.khl.com/subscriptions/irn Gardening/Landscaping Equipment Rental E-MAIL: [email protected] Other Specialist Rental Manufacturer Agent/Dealer/Distributor Other (please state)
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IRN Free Subs 2013.indd 1 15/07/2013 11:15:58 PRODUCTS/SERVICES 55 PRODUCTS/SERVICES DIRECTORY To advertise in the products & serv ic es di rec to ry please contact Paul Watson on: Tel: +44 (0)1892 786204 e-mail: [email protected]
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DIRECTORY 2.indd 55 15/07/2013 09:12:31 56 PRODUCTS/SERVICES
CLEANING / EQUIPMENT / DRYING SOLUTIONS GENERATORS FLOOR CARE ATTACHMENTS
CleancareCl iint - experts iin carpet HYDRAULIC: Generators, Power and upholstery cleaning washers, Compressors, Welders, Machines form 17L to 65L. Magnet systems, Street and pipe Perfect for the Rental Industry. washing, Dust suppression, vibra units, More durable than anything on Hydro demolition and scaling, Fire the market. ÀJKWLQJ 6XEPHUVLEOH SXPSV 'ULOOLQJ Compact and light. ÁXLGSXPSVDQGPRUH Make bigger profi ts. Noise levels On board heat for clean carpets as low as and upholstery. 58dBA Easy to use eff ective attachments. Customers will be delighted with results!!! Ring now for free demonstation. SULLAIRTel: +44 (0) 20 7639 0778 80 Fax: +44 (0) 20 7639 6169 www.dynaset.com | [email protected] www.cleancareint.co.uk PETROL & DIESEL DRIVEN GENERATORS 1 to 70 kVA Powered by Honda, Yanmar, Kubota, Isuzu & Perkins
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DIRECTORY 2.indd 56 15/07/2013 09:12:40 PRODUCTS/SERVICES 57
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Land and water.indd 1 16/07/2007 16:41:06
DIRECTORY 2.indd 57 15/07/2013 09:12:53 58 PRODUCTS/SERVICES
PORTABLE CABINS PUMPS PUMPS PUMPS
Ê" Ê ÊÊÊ " " /" Made ÊÊÊÊÊÊ- /,9Ê " / ,- Contractors Pumps HIGH PERFORMANCE PUMPING EQUIPMENT forthe Sewage Pumps Aerators real We have around 250 models that can get to grips with just about world anything that is more or less liquid. The Heart of Your Process Tsurumi pumps are extremely rugged, loww on maintenance and have no problem with Sulzer Pumps dry running. Pioneer Pump design, www.sulzer.com Tel: +49-211-41793733 manufacture and sell Fax: +49-211-47914299 high performance pumps www.tsurumi.eu
Trouble-free dewatering since 1960 PROFESSIONAL PUMPS for To advertise in the PROFESSIONAL RENTAL products & servic es Tel: +44 (0) 1449 736777 di recto ry please contact Fax: +44 (0) 1449 737322 email: [email protected] Paul Watson on: www.pioneerpump.co.uk Tel:
+44 (0)1892 786204 PUMPEX P.O Box 5207 - SE 121 18 Johanneshov e-mail: "'&$1VNQT SWEDEN www.grindex.com E-mail: [email protected] 'PSSFOUBMNBSLFUT www.pumpex.com [email protected] .PTUTPME UPVHISFMJBCMF Dri-Prime PUMPS #FTUSFUVSOPO automatic JOWFTUNFOU self priming PUMPS contractors Solids, Drainer, High Head, Hydrosub, Chopper & pumps for Positive Displacement, models from 50mm sales and to 300mm to suit all applications re-rental "'&$1VNQT&VSPQF#7 5FM Pumps for results 'BY JOGP!BGFDFVSPQFDPN XXXBGFDFVSPQFDPN
Godwin Pumps Limited +44(0)23 8025 0137 Quenington, Cirencester, Glos. GL7 5BX www.selwoodpumps.com Tel: 01285 750271 Fax: 01285 750352 www.godwinpumps.co.uk
the drainage solution!
Reach over 9,000 of the World’s Top Rental companies 7 times a year!
www.bbapumps.com [email protected] Tel: +44 (0)1892 786204 www.variscospa.com
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SURFACE PREPARATION TABLES/OUTDOOR RENTAL SOFTWARE RENTAL SOFTWARE EQUIPMENT EVENTS Event Seating WORLD LEADERS IN THE DEVELOPMENT AND SUPPLY OF SURFACE PREPARATION EQUIPMENT
The strongest instant seating SPE International Ltd system for events, idiot-proof. 25 years of experience Honeyholes Lane, Dunhome, Lincoln, LN2 3SU +1000 customers WWW.SPE-INT.COM Visit our website 8 international awards EMAIL:[email protected] for more information.
Sycor.Rental www.foldtable.com The ERP industry solution based on T +31 (0)162 45 31 61 Microsoft Dynamics AX 2012 for rental, sales, service and maintenance of mobile goods. Reach over 9,000 of the World’s Top Rental companies 7 times a year! www.sycor.de/rentals Tel: +44 (0)1892 786204
TABLES/OUTDOOR WELDER EQUIPMENT To advertise in the EVENTS & SUPPLIES products & servic es di recto ry please contact Paul Watson on: Lincoln Electric Europe Tel: +44 (0)1892 786204 e-mail: [email protected] MCS Rental Software Solutions We can help you lift the lid on ROAD WORK SAFETY a more flexible, competitive and profitable rental business. PRODUCTS Contact MCS on: +44 (0) 1628 828 000 or email: Safe Measures from [email protected]
Take the adVANTAGE
An Engine Driver Welder ideal for Site, Construction, Pipe and Rental Markets – Vantage 400, 500 and Ranger 305 D.
Visit: www.mcs.co.uk Why Buy Anything Else?
Reach over 9,000 of the World’s Top Rental companies 7 times a year! [email protected] www.lincolnelectric.eu Tel: +44 (0)1892 786204 www.berghaus-verkehrstechnik.de
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PIGGY BANK
Accurate invoicing and precise documentation of working hours no1 increases profitability of your rental IN MACHINE TELEMATICS business. Get more information here: www.trackunit.com/rental
Fund your Trackunit telematics equipment – interest free!
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