rental - KHL Group

Transcription

rental - KHL Group

WELCOME TO THE
D I G I TA L I S S U E
NEWS
rental
INTERNATIONAL
www.khl.com
A KHL Group Publication
Volume 11 Issue 1
January-February 2011
SURVEY
RENTAL SOFTWARE
Results from the latest
ERA/IRN RentalTracker
p13
Improving your
customer service
p25
EVENTS
COUNTRY REPORT
Rental Awards: get
your entries in now!
p11
Brazil’s superhot
rental market
p16
Cramo’s ‘big step’
Theisen deal brings national coverage in Germany p8
Official magazine of the ERA
NEWS ■ PRODUCTS ■ EVENT
EVENTS
S ■ MANAGEMENT ■ INTERVIEWS
IRN 01 11 Cover.indd 1
20/01/2011 11:17:14
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SURVEY
NEWS
rental
INTERNATIONAL
www.khl.com
Volume 11 Issue 1
RENTAL SOFTWARE
p13
EVENTS
Improving your
customer service
p25
COUNTRY REPORT
Rental Awards: get
p11
Brazil’s superhot
rental market
p16
N E W S ■ P R O DU CT
C T S ■ E VE NT S ■ M ANAGE M E NT ■ INTERV IEWS
20/01/2011 11:17:14
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19/01/2011 16:16:21
3
Editorial Team
Editor
Murray Pollok
e-mail: [email protected]
Tel: +44 (0)1505 850 043
Staff Writers
Lindsey Anderson
Alex Dahm
Lindsay Gale
Maria Harding
Richard High
D.Ann Shiffler
Euan Youdale
Editorial Director
Paul Marsden
Production Team
Production and
Circulation Director
Saara Rootes
COMMENT
Volume 11 Issue 1
comment
Hibernation is over
Tel: +44 (0)1892 786245
Design Manager
Jeff Gilbert
Designer
Gary Brinklow
Production Assistant
Pippa Smith
Tel: +44 (0)1892 786207
Sales Team
Advertisement Manager
Guy Harris
Tel: +44 (0)1892 786227
Fax: +44 (0)1892 786258
Products & Services
Directory Sales
Paul Watson
Tel: +44 (0)1892 786204
Fax: +44 (0)1892 786258
Finance Team
Financial Controller
Paul Baker
Tel: +44 (0)1892 784088
Financial Assistant
Gillian Martin
Tel: +44 (0)1892 786248
Credit Control
Josephine Day
Tel: +44 (0)1892 786250
Circulation Team
Circulation Manager
Theresa Flint
Tel: +44 (0)1892 786238
Marketing Manager
James Moscicki
Tel: +44 (0)1892 786229
Bookshop/Office Manager
Katy Storvik
Business Development Director
Peter Watkinson
T
here is an old joke about waiting hours for a London bus and then three turning up
at once. It has been a bit like that in the rental sector: after two years of almost zero
acquisition activity, up pops Cramo’s deal for Theisen of Germany followed a few days
later by Ashtead’s joint effort with TVH to buy Lavendon.
As I write, the Ashtead/TVH bid has just been withdrawn, but the Cramo acquisition of Theisen
Baumaschinen is a done deal, with completion by the end of January.
What makes it interesting from a competitive standpoint is not just the fact that Cramo is
now a serious player in Germany (at a cost of less than €90 million), but that in the process it
comes up against some of the biggest names in European rental, including Loxam, Boels, MVS
Zeppelin and HKL.
For years we have had a market with two big players in the east (Ramirent and Cramo) barely
competing with the other major European players, choosing instead to plough on into eastern
and central Europe. Cramo operating in Germany represents a major step not just for the
company, but for the creation of a pan-European rental market.
As Vesea Koivula told IRN, a big benefit for Cramo is the cross-border synergies that it can
exploit with existing businesses adjoining Germany – Poland, Denmark and the Czech and
Slovakian Republics – sharing equipment and supporting each other.
Of course, Cramo’s territories now border on the Netherlands and France as well. Mr Koivula
says Cramo has no current intention of moving into these markets, and will instead focus on
developing its new German operation and its other businesses to the east and south.
The other good thing about the Cramo and Lavendon stories is that – whatever the actual
outcomes – it gives a strong signal that the European ‘hibernation’ is coming to an end.
Companies finally have the resources and confidence to consider big acquisitions.
Although there are still markets where confidence is not running high – see the latest ERA/
IRN RentalTracker survey in this issue (pages 13 to 15) – in many markets recovery is underway,
including France, Germany and the Nordic Region. That alone is cause for celebration.
Finally, I draw readers’ attention to this year’s European Rental Awards. As we explain on
page 11, the deadline for entries to the awards is Friday 18 February. I hope that many of you will
consider entering your own company or product in the awards. If you are proud of what you
have achieved in 2010, then I urge you to tell us about it.
Murray Pollok
Editor
Publisher
KHL’s rental
portfolio
rental
INTERNATIONAL
www.khl.com
Volume 11 Issue 1
THE
rental
BOOK
110
0
the
th
he gl
g
global
bal e
equ
equipment
uip
ren
ntall d
direct
c
rental
directory
SURVEY
RENTAL SOFTWARE
p13
EVENTS
Improving your
customer service
p25
COUNTRY REPORT
Rental Awards: get
p11
Brazil’s superhot
rental market
p16
published by
N EW S ■ PRODUCTS
NEWS
PR ODU CT S ■ EVENTS
EV EN TS ■ MANAGEMENT
M A NAGE MEN T ■ IINTERVIEWS
NTER VIEW S
20/01/2011 11:17:14
Rental Book 2010 Front Cover.indd 1
20/08/2010 13:38:23
rental
INTERNATIONAL
www.khl.com
NEWS
NEWS
Production Manager
Ross Dickson
IRN100: 2004-2008
Ranking Europe’s
largest rental companies
ERN
N
IRN100
0
2004-2005
04-20
Ranking the world’s largest
rental companies
www.khl.com/informationstore
www.khl.com/rentalawards
www.ireshow.com
James King
Correspondence or comments should be sent to:
The Editor, IRN, Southfields, Southview Road, Wadhurst, East Sussex, TN5 6TP, UK.
Tel: +44 (0)1892 784088
Fax: +44 (0)1892 786257
The paper in this magazine originates from timber that is sourced from sustainable forests, managed
to strict environmental, social, and economic standards. The manufacturing mill has both FSC & PEFC
certification, and also ISO9001 and ISO14001 accreditation.
IRN 01 11 Comment.indd 3
www.khl.com/rentaltracker
www.khl.com/enewsletter/
20/01/2011 11:18:36
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19/01/2011 16:17:30
5
UNITED KINGDOM
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Tel: +44 (0)1892 784088,
Fax: +44 (0)1892 784086
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Tel: +44 (0)1892 786227
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8
News & Business News
35 ERA Page
Cramo buys Theisen in Germany; RSS in Dubai expands power
projects business; Multiquip launches fuel cell powered
lighting tower; BM Location gets new president; exhibitors
sign up for IRE show; Komatsu’s new midi-excavator; plus
more news.
The European Rental Association (ERA) explains how the
annual convention in Amsterdam in June will be organised.
11
Andy Davies, managing director
of 4hSolutions, looks at how RFID
(Radio Frequency Identification)
technology can help rental
businesses.
Rental Awards
The deadline for entering this year’s European Rental Awards
is Friday 18 February. Read this report to find out how to
enter the awards.
13 ERA/IRN RentalTracker
What will the results for the RentalTracker survey for the
fourth quarter of 2010 tell us about rental recovery in
Europe?
32 Interview: Mark Hodgkins,
Arc-Gen Hilta
Mark Hopkins, chief executive of Arc-Gen Hilta, explains how
the recent acquisition of lighting tower manufacturer SMC is
leading to a new international focus for the company.
16 Regional Report:
Brazilian Rental
37 Rental
Management:
RFID technology
45 Faces & Places
New appointments and news
from rental companies and major
equipment suppliers.
47 Products &
Services Directory
Directory of equipment and service suppliers to the rental
sector, from pumps and cabins to fuel tanks and rental software.
30 Product Report: Compressors
Brazil’s rental market is super-hot, but can the rental industry
cope with the rapid growth and will the construction boom be
sustained? Murray Pollok reports.
New engine regulations will have a major impact on the
portable compressor sector, with equipment prices rising by
as much as 45% IRN talks to compressor suppliers about the
implications.
21 Conexpo Preview
41 Executive Hire Show Guide
IRN previews the massive conexpo-Con/
Agg exhibition, taking place in Las Vegas
on 22-26 March.
IRN ’s one-page guide to the new equipment on show at the
UK’s Executive Hire Show, being held at the Ricoh Arena in
Coventry on 9-10 February.
22 ARA Rental
Show Guide
The US rental sector’s annual convention
takes place in Las Vegas on 28 Feb – 2 March.
IRN provides a guide to the event.
25 Product Report:
Rental Software
How can the latest rental software products help rental
companies provide superior customer service? Murray Pollok
reports.
42 Bauma China report
Murray Pollok reports from Shanghai on the bauma China
exhibition, which recorded record visitors numbers of over
150000. We report on the new Chinese equipment on show.
… outside
rental
INTERNATIONAL
ISSN No: 1749-5040 (Print)
ISSN No: 1749-5059 (e-mail)
© Copyright KHL Group, 2011
8
KHL Group on the web
Visit www.khl.com for a wide range of editorial features,
including breaking news, ‘web exclusive’ articles, our new Videozone
and more. Readers can also register to receive the digital issues of all
magazines at: www.khl.com/irn. See page 46 for more on khl.com.
A Geda hoist owned by
rental company Cramo.
Cramo has moved into
the German market
with the acquisition of
Theisen. See Comment
(p3) and News (p8).
SURVEY
NEWS
LATIN AMERICA OFFICE
KHL Group Americas
Los Militares 5620, of. 909
Las Condes, Santiago, Chile
Tel: +56 2 885 0321
REGULARS
CHINA OFFICE
Beijing Representative Office
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Dong Zhi Men Street, Dong Cheng
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SPECIALS
E
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USA OFFICE
KHL Group Americas LLC,
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Phoenix, AZ 85050, USA
Tel: +1 480 659 0578,
Fax: +1 480 659 0678
CONTENTS
KHL Head Office
www.khl.com
Volume 11 Issue 1
RENTAL SOFTWARE
p13
EVENTS
Improving your
customer service
p25
COUNTRY REPORT
Rental Awards: get
p11
Brazil’s superhot
rental market
p16
NE WS ■ P
NEWS
PRO
RO D
DUCT
UC TS
S ■ EV
E VE
ENTS
N TS ■ MANAGEMENT
MA NAGE ME N T ■ INTERV
INT ERV IE
IEWS
WS
20/01/2011 11:17:14
IRN JANUARY-FEBRUARY 2011
IRN 01 11Contents.indd 5
20/01/2011 11:19:50
TRANSLATIONS
CONTENTS
6
RUBRIQUES
HABITUELLES
8 Informations diverses et
professionnelles
Cramo rachète Theisen en Allemagne ;
à Dubaï, RSS élargit ses activités dans le
secteur des projets d’alimentation électrique ;
nouveau président pour BM Location ;
nouvelles acquisitions pour Hertz ; Sunbelt
s’étend aux États-Unis ; et d’autres nouvelles.
11 Prix de la location
La date limite d’inscription aux Prix européens
de la location de cette année est fixée au
vendredi 18 février. Lisez ce rapport pour
savoir comment participer.
13 Sondage RentalTracker de l’ERA/IRN
Que nous disent les résultats du sondage
RentalTracker pour le quatrième trimestre
2010 sur la reprise du secteur de la location
en Europe ?
32 Interview : Mark Hodgkins, Arc-Gen
Hilta
Mark Hopkins, directeur général d’Arc-Gen
Hilta, explique que la récente acquisition du
fabricant de mâts d’éclairage SMC entraîne
une nouvelle direction internationale pour
la société.
35 Page de l’Association ERA
L’European Rental Association (ERA)
explique comment la conférence annuelle
d’Amsterdam de juin sera organisée.
37 Gestion locative : la technologie de
l’identification par radiofréquence
REGELMÄSSIGE
BEITRÄGE
8 Neuigkeiten & Geschäftsnachrichten
Cramo kauft Theisen in Deutschland; RSS
in Dubai weitet Energieprojektgeschäfte
aus; BM Location erhält neuen Präsidenten;
Hertz übernimmt weitere Unternehmen;
Sunbelt expandiert in den USA; sowie weitere
Nachrichten.
11 Auszeichnungen aus dem
Verleihsektor
Die Frist zur Teilnahme an den European
Rental Awards endet am Freitag, den 18.
Februar. In diesem Bericht erfahren Sie, wie
Sie sich an der Preisverleihung beteiligen
können.
Was werden uns die Ergebnisse der
RentalTracker-Umfrage für das vierte Quartal
über die Erholung der Verleihbranche in
Europa sagen?
32 Interview: Mark Hodgkins, Arc-Gen
Hilta
Mark Hopkins, Hauptgeschäftsführer von
Arc-Gen Hilta, erklärt, wie sich die kürzliche
Übernahme des Beleuchtungsturm-Herstellers
SMC zu einem neuen internationalen
Brennpunkt des Unternehmens entwickelt.
35 ERA-Seite
Die European Rental Association
(ERA) erläutert die Organisation der
Jahresversammlung, die im Juni in
Amsterdam stattfindet.
37 Verleihmanagement: RFID-Technik
Andy Davies, directeur général
de 4hSolutions, décrit en quoi la
technologie de l’identification par
radiofréquence peut aider les entreprises de
location.
45 Visages et lieux
47 Formulaire d’abonnement des lecteurs
et index des annonceurs
RUBRIQUES SPÉCIALES
16 Rapport régional : le secteur brésilien
de la location
Ça chauffe sur le marché brésilien de la
location... Mais le secteur de la location
pourra-t-il faire face à la croissance rapide ?
Le boom de la construction va-t-il durer ?
21 Le salon Conexpo en avant-première
22 Guide du salon de la location de
l’American Rental Association (ARA)
25 Rapport sur les produits : les logiciels
de location
En quoi les tout derniers logiciels de location
peuvent-ils aider les sociétés de location à
offrir un service clientèle supérieur ?
30 Rapport sur les produits : les
compresseurs
La nouvelle réglementation relative aux
moteurs aura un impact majeur sur le secteur
des compresseurs portables, les prix des
équipements étant appelés à augmenter de
40 %. IRN discute des implications avec des
fournisseurs de compresseurs.
41 Guide du salon Executive Hire Show
Andy Davies, Hauptgeschäftsführer
von 4hSolutions, erklärt, wie die RFIDTechnologie (Radiofrequenz-Identifikation)
den Verleihunternehmen helfen kann.
45 Akteure & Bühnen
47 Abo-Formular und
Inserentenverzeichnis
SONDERBEITRÄGE
16 Regionalbericht: Verleihsektor in
Brasilien
Der Verleihmarkt in Brasilien brummt, aber
kann die Verleihbranche mit dem starken
Wachstum Schritt halten, und wird dieser
Bauboom anhalten? Murray Pollok berichtet.
21 Vorschau auf die Conexpo
22 Leitfaden zur ARA Rental Show
25 Produktbericht: Verleih-Software
Wie können die neuesten Softwareprodukte
für den Verleihsektor dazu beitragen, dass
die Verleihunternehmen ihren Kunden einen
erstklassigen Service bieten? Murray Pollok
berichtet.
30 Produktbericht: Kompressoren
Neue Vorschriften für Motoren haben
große Auswirkungen auf den Sektor der
mobilen Kompressoren, wobei die Preise
für Anlagen um bis zu 40% steigen. IRN
spricht mit Kompressor-Lieferanten über die
Auswirkungen.
41 Bericht zur Executive Hire Show
RUBRICHE
8 News e notizie commerciali
Cramo acquista Theisen in Germania; RSS
in Dubai espande l’attività dei progetti nel
settore energetico; un nuovo presidente
per BM Location; Hertz fa altre acquisizioni;
Sunbelt si espande negli Stati Uniti; oltre ad
altre notizie.
11 I premi del noleggio
La scadenza per iscriversi agli European
Rental Awards di quest’anno è venerdì 18
febbraio. Leggete questo reportage per
sapere come iscriversi ai premi.
Che cosa ci diranno i risultati dell’indagine di
RentalTracker per il quarto trimestre del 2010
sul recupero del noleggio in Europa?
32 Intervista: Mark Hodgkins,
Arc-Gen Hilta
Mark Hopkins, direttore esecutivo di Arc-Gen
Hilta, spiega come la recente acquisizione
del fabbricante di torri di illuminazione
SMC sta portando ad una nuova attenzione
internazionale per l’azienda.
35 La pagina dell’ERA
La European Rental Association (ERA) spiega
come sarà organizzata la convention annuale
di giugno ad Amsterdam.
37 Gestione del noleggio: La
tecnologia RFID
Andy Davies, amministratore delegato di
4hSolutions, spiega in che modo la tecnologia
RFID (identificazione a radiofrequenza) può
ARTÍCULOS
HABITUALES
8 Noticias y noticias económicas
Cramo adquiere Theisen en Alemania;
RSS amplía su negocio de proyectos
energéticos en Dubai; BM Location estrena
presidente; Hertz continúa con su política de
adquisiciones; Sunbelt crece en los EE.UU.; y
muchas otras noticias.
11 Rental Awards
La fecha límite para participar en la edición
de los premios del alquiler European Rental
Awards de este año es el viernes 18 de
febrero. Lea el siguiente artículo para obtener
más información sobre cómo participar en
los premios.
13 Estudio RentalTracker de la ERA
e IRN
¿Qué noticias nos deparará la encuesta
RentalTracker correspondiente al cuarto
trimestre de 2010 sobre el repunte del sector
del alquiler en Europa?
32 Entrevista: Mark Hodgkins de ArcGen Hilta
Mark Hopkins, Director Ejecutivo de ArcGen Hilta, nos habla del nuevo enfoque
internacional de la empresa tras su
adquisición del fabricante de torres de
iluminación SMC.
35 Página de la ERA
La Asociación Europea del Alquiler (ERA) nos
avanza información sobre su convención
anual, que se celebrará en Ámsterdam el
próximo junio.
aiutare le aziende di noleggio.
45 Facce e posti
47 Modulo di abbonamento del
lettore e indice degli inserzionisti
SERVIZI SPECIALI
16 Relazione regionale: Noleggio
brasiliano
Il mercato del noleggio brasiliano è
“bollente”, ma il settore del noleggio può
far fronte alla rapida crescita e il boom delle
costruzioni perdurerà nel tempo? Rapporto di
Murray Pollok.
21 Anteprima della Conexpo
22 Guida del salone del noleggio ARA
25 Rapporto sul prodotto: Software
a noleggio
Come possono i più recenti prodotti software
a noleggio aiutare le società di noleggio a
fornire un servizio clienti superiore? Rapporto
di Murray Pollok.
30 Rapporto sul prodotto:
Compressori
I nuovi regolamenti sui motori avranno un
notevole impatto sul settore dei compressori
portatili, con un aumento dei prezzi delle
attrezzature fino al 40%. IRN parla ai
fornitori di compressori di quello che ciò
comporta.
41 Executive Hire Show
37 Gestión del alquiler:
tecnología RFID
Andy Davies, director ejecutivo de
4hSolutions, explica las ventajas de
la tecnología de Identificación por
Radiofrecuencia (RFID, por sus siglas en
ingles) para el sector del alquiler.
45 Caras y lugares
47 Formulario de suscripción de
lectores e índice de anunciantes
ARTÍCULOS
16 Informe regional: alquiler en Brasil
El mercado del alquiler brasileño está al rojo
vivo. Ante esta halagüeña situación sólo
cabe preguntarse si el sector podrá asimilar
un crecimiento tan rápido y si el boom de la
construcción será sostenible. Informa Murray
Pollok.
21 Avance de Conexpo
22 Guía de la exposición ARA, el
punto de encuentro del sector del
alquiler estadounidense
25 Informe de producto: software
para el sector del alquiler
¿Cómo pueden los últimos productos de
software para el sector del alquiler ayudar
a las empresas de alquiler a mejorar su
atención al cliente? Murray Pollok nos cuenta
los detalles.
30 Informe de producto: compresores
41 Guía de la exposición Executive
Hire Show
IRN 01 11Contents.indd 6
20/01/2011 11:20:19
“OK
it’s an investment
but given Manitou
resale value it’s
certainly a good bet! “
New
MT 625
MRT Easy
When your machine is easy to use, it’s quicker
to get the job done.
Manitou - Easy to use across the full range
Contact your MANITOU dealer by visiting
15485_MANITOU_AP_MRT_A4.indd 1
Cyan quadriMagenta quadriJaune quadriNoir quadri
www.manitou.com
27/09/10 16:47:30
19/01/2011 16:18:50
NEWS
8
NEWS HIGHLIGHTS
Ashtead Group and TVH have ceased
their efforts to buy Lavendon Group.
In a joint statement they stated that
a precondition of their offer was
the approval of Lavendon's board.
Since Lavendon's board unanimously
rejected the bid Ashtead and TVH
said they would not proceed with the
takeover.
Former Multiquip executives
Roger Euliss, Steven Spence and
Poonam Kapila have founded a
light construction equipment
company called Equipment Synergy
International (ESI) to sell equipment
globally. ESI will initially market walkbehind compaction equipment and
concrete placing and finishing tools
produced in Asia by UNI-Corp, the
Singapore based company that sells
equipment under the Hoppt brand in
Asia and Paclite in Europe.
Aggreko has won the contract to
provide temporary power to the 2012
London Olympics and the Paralympic
Games. The project is valued at
approximately £37 million. Aggreko
will provide power at 39 venues in 7
locations - London, Cardiff, Coventry,
Cardiff, Glasgow, Manchester,
Newcastle and Weymouth.
Middle East temperature control
and power rental company Rental
Solutions & Services (RSS) is
expanding its international power
projects business and has recruited
an experienced power rentals
manager, Peter den Boogert, to head
up the operation. See www.khl.com
for the full story.
Manitou and Terex Corp are extending
their aerial platform manufacturing
cooperation with Terex now to
supply three electric slab scissors to
Manitou. The Terex GS-1930, GS-2632
and GS-3232 electric scissors - with
working heights of 7.79, 9.92 and 11.75
m respectively - made at Terex’s UK
facility will be sold by Manitou as the
78 SEC, 100 SEC and 120 SE models.
The UK’s Construction Equipment
Association (CEA) is lining up a
replacement for the SED show, which
has been closed by its organiser. CEA
and its members are now working on
a new machine demonstration show
called Plantworx to be held every two
years, alternating with the Hillhead
mining and quarrying show. The first
event is provisionally scheduled for
mid-May 2013 at the Stoneleigh Park
venue near Coventry.
■ Longer versions of these stories,
and other rental news, can be found
at www.khl.com using the ‘search’
facility.
IRN 01 11 News.indd 8
Cramo takes big step
with Theisen deal
C
ramo has acquired Theisen
Baumaschinen, one of
Germany’s largest equipment
rental companies, giving it a
significant share of the German rental
market as well as rental businesses
in Austria, Switzerland and Hungary.
The purchase price is € 47
million - €40 million in cash and
€7 million in newly issued Cramo
shares - and Cramo will also take on
Theisen’s existing debt and financial
leasing liabilities of around €38
million, valuing the transaction at
€85 million.
Theisen, based in Munich and owned
by privately-held Arrex Beteiligungs
GmbH, had revenues of €85.7 million
in 2009 and operates 103 depots
with 274 employees. The two main
shareholders were Alexander Renner,
Theisen’s long-standing managing
director, and his brother, who is not
involved in the business.
Mr Renner will stay on as a parttime consultant , with Vesa Koivula,
Cramo’s CEO and president, becoming
interim managing director.
As well as giving Cramo a significant
presence in Europe’s largest
construction market - Cramo said
Theisen had a 16% share in Germany
- the deal will make it the second
largest equipment rental company
in Europe after Loxam (on pro forma
2009 revenues), moving it ahead of
Ramirent, its major competitor in the
Nordic region and eastern Europe.
Mr Koivula, speaking at a press
conference to announce the
acquisition, said it was “a big step
for Cramo...one of the biggest
acquisitions that we have ever made.”
He said Theisen would serve as
a platform for further expansion
in central and eastern Europe and
supported its strategy of expanding
in markets close to its existing
operations, providing cross-border
synergies. He told IRN that
moving further west into the
Netherlands or France was
not on the agenda.
Theisen is strongest in
southern Germany but has a
nationwide presence with
90 depots, as well as its
smaller businesses in
Austria (nine depots),
Switzerland (three)
and Hungary (one).
Ninety percent
of its business
is in Germany and
there is no overlap
with any of Cramo’s
Theisen’s Alexander Renner (left) and Cramo’s Vesa Koivula.
existing operations.
Theisen’s experienced senior
management team will stay with
the business, said Cramo, and it will
retain the Theisen brand.
Mr Koivula said it was too early to
give details of what changes Cramo
would make to Theisen, but said;
“We can increase the tools business
and also access. There is no modular
space - we can build on the very wide
platforms [to offer] something on
modular space as well.”
In a statement, Mr Koivula said;
“Theisen’s wide depot coverage
provides us good opportunities to
introduce new products, services
and concepts to Theisen’s existing
customers, while also better
opportunities to serve new customers
in the European markets. We also
think that the timing is right for the
transaction, as we are already seeing
economic recovery in Theisen’s
markets after the recession.”
The acquisition is the first major
deal in Europe’s equipment rental
market since the start of the financial
crisis in late 2008 and is in line
with Cramo’s strategy to expand in
existing and new markets.
www.khl.com/news
20/01/2011 11:20:55
9
2011
EXECUTIVE HIRE SHOW
9-10 February, 2011
Coventry, UK
www.executivehireshow.co.uk
THE RENTAL SHOW
27 Feb – 2 March 2011
(trade show starts 28 Feb)
Las Vegas, US
www.therentalshow.com
SAMOTER
2–6 March, 2011, Verona, Italy
www.samoter.com
CONEXPO-CON/AGG 2011
22–26 March, 2011
Las Vegas, USA
www.conexpoconagg.com
INTERMAT MIDDLE EAST
28–30 March, 2011, Abu Dhabi, UAE
www.intermat.fr
SMOPYC 2011
5-9 April, 2011, Zaragoza, Spain
www.smopyc.es
IAPA Access Awards
& IPAF Summit
14 April, 2011
Amsterdam, The Netherlands
www.iapa-summit.info
IRE RENTAL EXHIBITION/
EUROPEAN RENTAL AWARDS
ERA CONVENTION
7-9 June, 2011
Amsterdam, Netherlands
www.ireshow.com
EUROPLATFORM
CONFERENCE
13 September, 2011
MECC, Maastricht,
The Netherlands
www.europlatform.info
APEX 2011
14-16 September, 2011
Maastricht, The Netherlands
www.apexshow.com
Multiquip will launch the world’s first
hydrogen fuel cell powered lighting tower at
the World of Concrete exhibition in Las Vegas
on 18-21 January. The company said it is the
first of a series of fuel cell powered products
that it will launch. Fuel cells use hydrogen
as the fuel source and the only by-product
is pure water. Multiquip said the tower is
fuel efficient, virtually pollution-free, can be
operated indoors, and will operate for up to
50 hours at a noise level of 43 decibels at 7 m.
Multiquip has created the new tower working
with technical advisors Sandi Labs and in
collaboration with California-based fuel cell
supplier Altergy Systems, which is one of the
leading US manufacturers of fuel cells. See
www.khl.com for the full story.
www.khl.com/news
IRN 01 11 News.indd 9
Brazilian renters see
five years of growth
B
razilian rental companies are
confident that construction
activity in Brazil will sustain a
five year boom in the rental sector.
Interviewed for this issue of IRN (see
feature on page 16), several of the
country’s largest rental companies
explained why so many rental
companies are investing heavily in
new equipment, particularly aerial
platforms.
Sérgio Kariya, director of the
Mills rental division within Mills
Estruturas e Serviços de Engenharia,
told IRN; “First, we’re going to have
two big events – the World cup and
the Olympics – that will force a lot
of investment in infrastructure:
stadiums, hotels, shopping malls,
infrastructure roads, etc. This is
going to absorb a lot of equipment.
“Also, we have PAC - an accelerated
programme to build low cost housing.
The project is for eight million
homes – and the plan is to build two
or three million in the next three or
four years.” A third element, he says,
is big hydro electric projects, new
refineries, and major investments in
new shipyards.
Claudio Zattar, managing director
of Brasif Rental, said; “We have a very,
very positive scenario for the next
five years. The new president of Brazil
said that they will continue investing
in infrastructure and is accelerating
all the big projects.”
Sounding a note of caution,
however, was Paulo Esteves,
sales director at Solaris. He said
Brazil represented a huge rental
opportunity, but said the influx of
equipment and new competitors was
having an impact; “We are expecting
very intensive competition and we
are preparing for a price war”, he told
IRN, “Rental prices are already down
around 10% this year [2010], and we
expect a 5% fall in 2011.”
NEWS
DIARY DATES
The Fonte Nova Arena in Salvador, Brazil,
being built for the World Cup, is one of many
infrastructure projects underway in the country.
Photo courtesy Odebrecht, the contractor that
is building the stadium.
Exhibitors sign up for IRE show
Big name suppliers are signing up for
the IRE exhibition taking place at the
Amsterdam RAI centre on 7-9 June.
With five months still to go the show
has already attracted companies
including Atlas Copco, Ditch Witch,
Godwin Pumps, Haulotte, Hilti,
Vermeer, Wacker Neuson and Yanmar.
For a full list see www.IREshow.com
The exhibition takes place at
the same time as the ERA annual
convention and the European Rental
Awards dinner.
For more details on the rental
awards, see page 11, and see also
the ERA’s dedicated news page for
advance details of the convention
programme (page 35).
IRN Rental Share Index
SHARE PRICES
COMPANY
Acces Industrie (France)
Aggreko (UK)
Ashtead Group (UK/US)
Boom Logistics (Australia)
Cramo (Fin)
GAM SA (Spain)
GL events (France)
H&E Equipment
Kanamoto
Lavendon (UK)
Mobile Mini (US)
Ramirent (Finland)
RSC Equipment
Speedy Hire (UK)
United Rentals (US)
IRN INDEX
€
UK£
UK£
A$
€
€
€
US$
Yen
UK£
US$
€
US$
UK£
US$
Start date
11/1/06
0.47
2.75
1.83
3.70
13.0
8.00
29.96
–
–
2.20
46.2
23.43
–
8.32
24.9
100.0
Previous mth
15/11/10
2.67
15.86
1.35
0.43
17.29
1.79
23.91
10.43
415
0.73
17.78
9.27
7.99
0.25
19.64
134.8
Current mth % change
14/1/11
2.55
-4.5%
15.13
-4.6%
1.59
+17.8%
0.405
-7.0%
20.0
+15.7%
1.59
-11.2%
24.8
+3.7%
12.45
+19.4%
435
+4.8%
1.10
+50.7%
19.91
+12.0%
10.3
+11.1%
12.53
+56.8%
0.26
+4.0%
25.5
+29.8%
143.1
+6.2%
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.
20/01/2011 11:21:09
T HE
H E PE OP
OPLE
LE A
AND
ND M AT
ATER
ER IA
IAL
L L IF
I F TIN
T IN G EQ
EQUI
UIPM
UI
PM EN
ENT
T SP
SPEC
EC IA
IAL
L I ST
Close to you
worldwide
www.haulotte.com
March 22-26, 2011
Gold Lot #284
Las Vegas Convention Center
More than lifting
Haulotte Group - La Péronnière - BP 9 - 42152 l’Horme - France - Tél : +33 (0)4 77 29 24 24 - Fax : +33 (0)4 77 29 43 95 - email : [email protected]
19/01/2011 16:19:38
11
RENTAL AWARDS
Deadline 2011
Get your entries in now for
EVENT DETAILS
the 2011 European Rental
European Rental Awards
Awards. IRN’s Editor Murray
The awards are a joint venture between IRN and
the European Rental Association (ERA).
Pollok explains how to enter.
WHEN: Wednesday 8 June
T
he deadline for entries to the 2011 European
rental Awards is Friday 18 February, so
manufacturers, rental companies and
suppliers still have time to take part.
This year the awards – being held on 8 June, 2011
at the Okura Hotel, Amsterdam, during the ERA
Convention and International Rental Exhibition (IRE)
– are returning to the same format as the inaugural
event in 2008, which means the full eight categories
below rather than the four awards issued in 2009
and 2010.
The awards are a 50/50 joint venture between
International Rental News (IRN ) and the ERA.
The award categories are as follows:
WHERE:
Awards Hotel
Hotel Okura Amsterdam
www.okura.nl
DEADLINE FOR AWARD ENTRIES:
Friday 18 February, 2011
AWARDS WEBSITE
International Rental
Exhibition (IRE)
WHEN:
Tuesday 7 June – Thursday 9 June
IRE WEBSITE:
www.ireshow.com
European Rental
Convention
EUROPEAN
RE N T A L
ASSOCIATION
■ Large Rental Company of the Year
(turnover over €15 million)
■ Small Rental Company of the Year
(turnover less than €15 million)
■ Product of the Year
■ Manufacturer of the Year
■ Rental Promotional Campaign of the Year
■ Rental Safety Award
■ Rental Information Technology Award
■ Rental Person of the Year
WHEN:
Tuesday 7 June – Thursday 9 June
ERA CONVENTION WEBSITE:
JUDGING
PANEL
The judging panel for the
2011 European Rental Awards
comprises the following five
people:
■ Paul Burger, Board Director,
Hitachi Construction
Machinery Europe NV
■ Gérard Déprez, CEO, Loxam
■ Hendrik Jan Molenaar,
CEO, Workx
Materieelverhuur B.V.
■ Vesa Koivula, CEO, Cramo
■ Murray Pollok, Editor,
International Rental
News (IRN )
The judges meet in Paris
on 16 March after which the
shortlists will be published.
The winners will be announced
at the Awards Dinner in
Amsterdam on Wednesday
8 June.
In addition the judging panel will award the
following: Lifetime Achievement Award
Get your entries in now!
www.erarental.org
IRE SHOW
The second International Rental Exhibition (IRE) takes place at the RAI Exhibition
er
Centre in Amsterdam on 7-9 June, alongside the ERA Convention and Awards dinner.
Over 45 companies have already committed to the show, including major suppliers such as Atlas
Copco, Haulotte, Hilti, Manitou and Wacker Neuson.
For more details, visit the show website: www.IREshow.com
HOW TO ENTER?
The awards Entry Form can be downloaded from
the awards website at www.khl.com/rentalawards
Please see www.khl.com/rentalawards for
instructions on how to enter. Alternatively,
contact IRN ’s Editor, Murray Pollok. Tel: +44
(0)1505 850 043; e-mail: [email protected]
Deadline for entries: FRIDAY 18 FEB, 2011
IRN 01 11 Rental Awards.indd 11
20/01/2011 11:21:49
ABLE
S
S
I
M
N
U
EVENT
Wednesday 9 February 8am-5pm
& Thursday 10 February 9am-4pm
Ricoh Arena, Coventry
MORE PLANT
UNDER ONE ROOF
THAN ANYWHERE ELSE
IN THE UK IN 2011
BUILDING MOMENTUM
Celeb
ratin
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SHOW
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REGISTER NOW AT www.executivehireshow.com
AND KEEP UP WITH ALL THAT’S HAPPENING IN YOUR INDUSTRY
19/01/2011 16:20:26
13
The ERA/IRN RentalTracker survey for the fourth quarter
of 2010 shows a still recovering European rental sector.
RENTAL TRACKER
Steadily up
Murray Pollok reports.
T
The survey
The RentalTracker is a joint venture between
the European Rental Association (ERA) and
International Rental News.
Our thanks once again to all the companies
who took the time to complete the survey. For
more on the RentalTracker, see www.khl.com/
rentaltracker.
here is little doubt that business confidence
in the rental sector continues to improve.
Our latest ERA/IRN RentalTracker survey for
the fourth quarter of 2010 shows that the positive
general trends identified in the previous months
are continuing and to some degree strengthening.
Almost 54% of all respondents report improving
business conditions, up from 42.5% in the previous
quarter, and an even greater number, 60%,
reported higher business activity in the fourth
quarter compared to the same period in 2009 (up
from 55%).
¬
FIGURE 1
Europe: Business conditions now
150%
Almost 54% of all
respondents report
improving business
conditions, up
from 42.5% in the
previous quarter
100%
53.8%
38.0%
50%
27.8%
+2.2%
23.5%
12.7%
-41.2%
+38.0%
15.6%
+25.4%
17.1%
35.8%
40.3%
30.7%
48.6%
42.5%
53.6%
Q2-10
Q3-10
Q4-10
15.7%
50.7%
39.0%
52.2%
23.0%
-15.1%
20.0%
-7.8%
25.7%
Q3-09
Q4-09
Q1-10
33.5%
0%
+32.4%
-50%
-100%
Q2-09
Balance of opinion
Worsening
Same
Improving
FIGURE 2
Europe: Quarterly activity year-on-year
150%
+38.9%
+43.7%
16.0%
29.0%
16.5%
23.4%
48.1%
54.9%
60.1%
Q2-10
Q3-10
Q4-10
+32.4%
100%
25.0%
80.8%
65.2%
50%
73.5%
50.8%
0%
11.0%
8.2%
16.7%
9.8%
19.6%
15.2%
25.0%
-72.6%
-63.7%
Q2-09
Q3-09
-50%
-50.0%
26.9%
24.2%
-25.8%
-100%
Balance of opinion
www.khl.com/rentaltracker/
IRN 01 11 Rental Tracker.indd 13
Q4-09
Lower
Q1-10
Same
Higher
20/01/2011 11:22:52
RENTAL TRACKER
14
FIGURE 3
FIGURE 4
Europe: Employment
intentions
Europe: Activity year to date
compared to previous year
150%
+39.5%
EMPLOY LESS
+18.3%
100%
10%
50%
53.8%
77.3%
0%
12.2%
8.1%
12.3%
10.3%
79.1%
EMPLOY MORE
38%
50.8%
24.2%
Q3-10
6.1%
14.8%
25.0%
-25.8%
NO CHANGE
-50%
-71.5%
-67.0%
-64.3%
Q2-09
Q3-09
Q4-09
24.4%
41.1%
20.6%
38.3%
32.9%
18.5%
23.6%
42.7%
58.0%
Q3-10
Q4-10
-2.8%
52%
-100%
Balance of opinion
EMPLOY LESS
10%
EMPLOY MORE
28%
Q4-10
NO CHANGE
62%
Q1-10
Lower
Same
Approximately 160 companies responded to the
survey in the final two weeks of 2010 and the first
week of 2011.
Time utilisation continued to improve for the
fourth quarter in a row – 53% said utilisation was
going up and only 14% reported worsening usage of
their machines. The proportion reporting increases
in utilisation has actually reduced slightly since the
second quarter of 2010, which probably reflects the
fact that de-fleeting made its biggest impact during
the second half of 2010. The fact that utilisation
continues to improve after the initial surge is a
positive finding.
13%
EMPLOY MORE
41%
Higher
Fleet investment also shows signs of
improvement. Around 46% of respondents said
they would invest at least 10% more in 2011 than
in 2010, and a fifth of the total will spend at least
a quarter more than in 2010. Some 16% of rental
companies are still tightening their belts and will
spend less in 2011.
Regional trends in Europe are quite pronounced
(see Table 1 opposite), with Nordic, German and
French companies the most positive. Renters
in the UK/Ireland, Benelux, Italy and Spain are
significantly less so.
The positive views of renters in France, Germany
and the Nordic countries are very clear. Almost
80% of French companies reported improving
utilisation in the fourth quarter and nine out of
every ten said fourth quarter revenues had grown
compared to a year ago.
Multinationals, meanwhile, are reporting better
conditions than their smaller competitors. They are
the most likely to increase investment in 2011 and
IRN
also the most likely to recruit more staff.
Employment trends
EMPLOY LESS
Q2-10
These improving trends are reflected in the
employment intentions of companies, with 41%
expecting to recruit more staff in the first quarter
of 2011, and just 13% expecting to reduce their
workforce. This compares to the 28% who were
intending to recruit at the end of the third quarter
last year.
FIGURE 5
Q1-11
Europe: Time utilisation trend
NO CHANGE
46%
150%
100%
Note: Companies where asked for their
employment intentions for the following quarter.
45.0%
50%
0%
35.0%
64.4%
24.6%
11.0%
36.0%
19.0%
-25.8%
36.0%
29.0%
-5.3%
+12.4%
24.0%
+50.5%
+42.6%
+38.3%
14.0%
22.0%
14.0%
14.0%
29.0%
33.0%
57.0%
53.0%
Q3-10
Q4-10
40.0%
64.0%
36.0%
-53.4%
-50%
-100%
Q2-09
Q3-09
Balance of opinion
Q4-09
Decreasing
Q1-10
Q2-10
Same
Increasing
20/01/2011 11:23:08
15
RENTAL TRACKER
Almost 80% of French companies reported
improving utilisation in the fourth quarter
and nine out of every ten said fourth quarter
revenues had grown compared to a year ago.
TABLE 1
Regional Trends
BALANCE OF
OPINION ON
BUSINESS
CONDITIONS
(END Q4, 2010)
Ã Multinationals
Ã Nordic Region
Ã Germany
Ã France
Ã All
Ã UK/Ireland
Ã Benelux
ÄItaly
ÄSpain
+100%
+85%
+67%
+65%
+38%
+28%
+16%
-15%
-37%
Note: Balance of opinion
= proportion seeing
improvement – proportion
seeing worsening conditions.
PERCENTAGE REPORTING Q4
2010 GROWTH VS Q4 2009
France
Multinationals
Germany
Nordic Region
All
UK/Ireland
Benelux
Spain
Italy
PERCENTAGE WITH INCREASING
UTILISATION IN 4Q 2010
90%
87%
75%
75%
60%
50%
46%
36%
18%
France
Germany
Nordic Region
Multinationals
All
UK/Ireland
Benelux
25%
Italy 20%
Spain 11%
79%
78%
72%
72%
53%
50%
PERCENTAGE WHO WILL
EMPLOY MORE STAFF IN Q1 2011
PERCENTAGE INVESTING AT LEAST 25%
MORE IN 2011 COMPARED TO 2010
Multinationals
Nordic Region
56%
France
53%
All
41%
Germany
40%
UK/Ireland
31%
Italy 18%
Spain 18%
Benelux 0%
Multinationals
50%
France
36%
UK/Ireland
31%
Nordic Region
28%
All
21%
Germany 12%
Italy 11%
Benelux 9%
Spain 0%
77%
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20/01/2011 12:36:02
LATIN AMERICA
16
Brazil has the fastest
growing rental market
in the world. But is it
growing too fast, and can
the construction boom be
sustained? Murray Pollok,
IRN Editor, asked rental
companies and suppliers
in the country.
Overcooked?
B
A Genie boom being used on the construction of the João
Candido, the first tanker to be built in Brazil for over a decade.
The resurgence of Brazil’s shipyard sector represents just one
opportunity for rental companies in the country.
razil’s rental market is super-hot, that much
is clear from the statistics on equipment
imports and rental company investment over
the past 19 months. It was no coincidence that two
Brazilian rental companies – Mills Rental and Solaris
– appeared in the IRN-100 list of the world’s top 100
equipment rental companies for the first time last
year.
The question is, how is the rental sector coping with
development at such a rapid pace and scale?
Right at the centre of the storm is Sérgio Kariya,
director of the Mills rental division within Mills
Estruturas e Serviços de Engenharia, which is Brazil’s
largest rental company. It is he who is responsible for
spending around US$80 million on new equipment in
the current year.
It is not surprising, perhaps, that he is optimistic
about the market over the next five years. “First,
we’re going to have two big events – the World cup
and the Olympics – that will force a lot of investment
in infrastructure: stadiums, hotels, shopping malls,
infrastructure roads, etc. This is going to absorb a lot
of equipment”, he tells IRN.
“Also, we have PAC, an accelerated programme to
build low cost housing. The project is for eight million
homes – and the plan is to build two or three million
in the next three or four years.”
A third element, he says, is big hydro electric
projects, new refineries, and major investments in
new shipyards. “We believe that Brazil’s economy is
going to grow at 4 to 5% next year [2011]. In addition,
the World events need to happen. There is no going
back; this is going to happen.”
Claudio Zattar, managing director at one of Brazil’s
smaller established rental businesses, Brasif Rental,
tells IRN that he shares Mr Kariya’s market view;
“We have a very, very positive scenario for the next
five years. The new president of Brazil said that
they will continue investing in infrastructure and is
accelerating all the big projects. For example, the
Belo Monte hydroelectric project in the north of
Brazil – big equipment will be going in by April. It’s
just the beginning and it’s just one of the projects. We
have many more projects now being implemented.”
On the Belo Monte project alone, Mr Zattar predicts
that contractors will spend around $180 million on
equipment, with around 25-30% of that directed
towards spending on rental.
Equally optimistic is Durval Gasparetti, president
of Brazil’s very active rental association, ALEC
(Associação Brasileira das Empresas Locadoras de
Bens Móveis e Atividades Correlatas) and managing
director of rental company Rental Servy.
Mr Gasparetti says 2010 was an exceptional year
IRN 01-11 Latin America.indd 16
20/01/2011 11:24:26
17
The 2014 World Cup and 2016 Olympics are two major events that
are creating work for contractors and rental companies in Brazil.
This photo shows work starting on the new Fonte Nova Arena in
Salvador, one of the World cup stadia. The stadium is being built
by contractors Odebrecht and OAS. (Picture courtesy Odebrecht.)
and that 2011 will see a resumption of smoother
growth; “Based on the available data, we estimate
that the civil construction growth in Brazil should
be sustained at over 6% in 2011, and in the coming
years it should maintain significant figures due
to forecasted investments… in the area of popular
housing, sanitation, electric energy and others,
which are expected to invest US$933 billion, with
$561 billion up to 2014. This, aggregated to other
public and private investments, will guarantee the
maintenance of growth.”
2016 ’window’
From a manufacturers’ perspective, Andre Freire,
president of Terex Latin America, tells IRN that the
company is bullish for the market as far ahead as
2016; “We have a window that goes to 2016, related
to projects including the Olympics and the World Cup,
but also hydroelectric plants and industrial projects,
such as two large refineries.”
It is these projections that lie behind the big
investment plans of the major rental companies
in the country, and the remarkable statistics on
machine imports. Between 2009 and 2010 there
was a 75% increase in equipment sales, according
to Sobratema, Brazil’s construction equipment
association. Aerial platform sales increased from 900
units in 2009 to 3000 last year; crane sales doubled
to 400 units; hydraulic excavators were up 90% to
5500 units and roller compactors up 69% to 2540
(see Table 1 on page 18).
Despite this dramatic influx of new equipment,
Sérgio Kariya at Mills says he is still seeing utilisation
of 80-85% in his fleet. Durval Gasparetti at ALEC
says oversupply of equipment has not yet become
a problem; “Indeed, all kind of rental company have
been investing in equipment, but I don’t think that we
had an oversupply, as the market has absorbed the
[new machines], not only due to the increase in the
number of projects, but also [because] of [demands
for new kinds of equipment that bring productivity
increases and technical innovation].” Mr Gasparetti
even suggests that there may still be temporary
shortages in some equipment types.
Mills’ largest competitor is Solaris, the rental
business owned by Argentinian construction
equipment group Sullar Argentina. Paulo Esteves,
sales director of Solaris, says Brazil represents
“huge opportunity” for the rental business, in stark
contrast to the sluggish growth in markets such as
North America, western Europe and Japan. He says
Solaris will increase its fleet size by around 40-50%
this year.
However, he thinks general levels of demand will
fall compared to last year and says rental rates have
already been impacted by the influx of equipment,
with prices at the end of 2010 around 20% lower on
average than at the start of 2009.
“We are expecting very intensive competition and
we are preparing for a price war”, Mr Esteves tells
IRN, “Rental prices are already down around 10% this
year [2010], and we expect a 5% fall in 2011. It will be
a challenge for us.”
LATIN AMERICA
A Bomag BW 212PD 40 unit in the
rental fleet of Brasif Rental. Brasif is
restructuring its rental business in
preparation for strong growth in the
coming years.
Skid steer sales grew by 46% in 2010 according to Sobratema,
and are forecast to rise by another 10% this year. Pictured is a
Case skid owned by Brasif Rental.
¬
Terex looks at AWP
production in Brazil
Terex Corp is looking at building Genie telehandlers and self-propelled
aerial work platforms at its new Brazilian plant, possibly by 2012.
The facility, being built in the coastal town of Guaíba in southern Brazil,
is primarily intended for Terex’s roadbuilding equipment division, with
machines expected to be in production by the end of this year. However,
Andre Freire,
Andre Freire, president of Terex Latin America, told IRN that consideration
is being given to produce articulated booms and telehandlers by 2012.
president of Terex
Mr Freire said the aim would be to get to 60% local content on machines.
Latin America.
That percentage is crucial for machines to qualify as ‘made in Brazil’ and
attract subsidised government investment finance.
Another benefit of local production is that once local manufacturing of equipment has started, imported
competitive machines then attract a much higher import tax. Mr Freire said import taxes for suppliers who
are not manufacturing in Brazil jump from 2-3% to nearer 18%.
“For the first manufacturer to move, there is a financial advantage and competitors get more expensive
the next day”, said Mr Freire. “I’ve been pushing for a factory here for many years. Now there is enough
volume.”
20/01/2011 11:25:20
LATIN AMERICA
18
SKC’s Pablo Lam
says the company’s
revenues grew by
30% in 2010 but he
is expecting 15-20%
growth in 2011.
SKC’s new depot in Parana, Brazil. The branch started operations
in August with a fleet of 50 compressors, lighting towers and
other small equipment.
These competitive pressures have been
exacerbated by the many rental companies who have
invested in the rental market since the boom started.
Many of these are Brazilian – such as Caterpillar
dealers PESA (Parana Equipamentos), Sotreq and
Marcosa, as well as firms such as Rohr and Brasif
Rental – but they also include international players
such as Spain’s GAM, Riwal of the Netherlands and
Chilean company SKC Rental.
There has been particular growth in the aerial
platform sector, the main rental product for both
Solaris and Mills. Some crane rental companies such
as Locar are entering the AWP market and other fast
growing access renters include Efpaf and Trimak.
By some estimates, the AWP rental fleet in Brazil
will have grown from around 7000-7500 units at
the end of 2010 to nearer 10000 by the end of this
year. Andre Freire at Terex says these machines
are primarily owned by big rental companies and
contractors; “There is still a lot of room to grow one
level below that [to smaller companies]. That will
happen when prices go down.” He predicts 15-20%
annual growth in the AWP fleet until 2016.
New entrants to the market can cause problems.
Durval Gasparetti at ALEC estimates that the
number of rental companies in Brazil has grown
by around 20% in the last two years; “and many of
such businessmen have no experience in this kind
of business, which causes unbalance both in market
competition, and also in the demand for manpower.”
Management skills
Mr Gasparetti says ALEC is open to these new
players and wants to help them develop; “we offer
training for technical and administrative skills to
enable them to act in a professional and technically
capable fashion”.
Of course, not every rental company is using the
boom to double their fleet sizes every year. Claudio
Zattar at Brasif Rental, who sees the opportunity
as clearly as his competitors, tells IRN that his
company, which has a 2500 unit fleet of which
40% is industrial forklifts, says the fleet will have
to expand by at least 10% each year to follow the
growth.
However, the priority now is a restructuring of
the rental business. “Of course we will put a focus
on our profitable segments and we will decrease in
areas where we are not making money.” Mr Zattar
singles out aerial platforms, telehandlers and power
generation as the best performing segments, with
the industrial forklift and construction equipment
less so.
“Right now we are doing a lot of homework to
be very prepared to grow profitably...Definitely
we will grow, but we need to make sure that we
are profitable. If we spend the right time to do the
restructuring, we will be really strong to face the
marked in the coming years.”
Part of this restructuring will mean combining the
Table 1
Equipment sales in Brazil
Hydraualic excavators
Skid steers
Graders
Backhoe loaders
Compaction rollers
Portable compressors
Mobile cranes
Aerial platforms
Telehandlers
All equipment
2009
2900
1200
1250
4650
1500
1400
200
900
150
19760
2010
5500
1750
2150
7300
2540
1800
400
3000
400
34630
2009-10
change
+90%
+46%
+72%
+57%
+69%
+29%
+100%
+233%
+167%
+75.3%
2011
6150
1930
2400
7520
2800
2100
420
3400
500
38320
2010-11
change
+12%
+10%
+12%
+3%
+10%
+17%
+5%
+13%
+25%
+10.7%
NOTE: Unit sales figures from Sobratema, December 2010. Numbers for 2011 are Sobratema’s forecast.
(www.sobratema.org.br)
20/01/2011 11:25:56
19
LATIN AMERICA
Durval Gasparetti,
managing director
of Rental Servy and
president of ALEC,
the Brazilian rental
association; “Our
market must take
advantage of this
excellent moment to
build up and enjoy
organised growth,
otherwise a great
opportunity will be
lost.”
The Madeira Energia consortium is using a fleet of 10 Liebherr
tower cranes to build the Santo Antonio hydroelectric project on
the Madeira River in northern Brazil.
Sérgio Kariya, director of Mills Rental, In front of one of the many
new booms acquired by the company in the past 12 months.
sales and rental businesses run by Brasif, although
maintaining a separation in the operations of the
two activities. They are currently run as separate
companies. One other development at Brasif Rental
will be a move into crane rental. The company is
starting with five rough terrain Terex models in early
2011.
Also taking a measured approach is Chilean rental
company SKC Rental. SKC is already well established
in Chile, with 13 depots there, but in recent years
it has opened up in Peru (where it has five depots)
and now in Brazil, with a depot opened in Paraná, in
southern Brazil, in August 2010.
Pablo Lam, SKC’s president, tells IRN that moving
into Brazil has been extremely challenging, with
Brazil’s tax and visa requirements taking one year to
sort out; “We went to Peru five years ago and it was
our first international step. We had some difficulties
and we thought that the second step [into Brazil]
would be easier, but it was much more difficult.”
So far the company has a small fleet of air
compressors, generators, aerial platforms and
lighting towers, although as yet there are no
earthmoving machines. “It’s a very attractive,
huge market. Everybody is going there, but we are
conservative and are not in a hurry.” The start-up
fleet of around 50 units will be increased to nearer
200 by the end of this year, says Mr Lam.
The plan is to operate only in southern Brazil as the
start. Compared to Chile Brazil is like five countries,
says Mr Lam; “So we have chosen just one to start.”
He says there is lots of competition in the Paraná
market, from Cat dealer PESA (which rents a wide
range of equipment) to small ‘mom and pop’ stores
who are renting at low prices. “The market is still
immature and there will be some years of transition.”
Overall, SKC will expand its revenues by around
15-20% this year compared to the 30% increase in
2010. “That is one of the issues in Brazil”, he says,
“We will be more conservative than some; we will not
follow the crazy growth. When you double the size of
your fleet and you are already a big company, then
that is a concern.”
Both Mills and Solaris are well aware of the
challenges of rapid growth, but there is customer
demand and they are in a position to become
dominant players in a very big market. Both are
moving rapidly to exploit the opportunity.
At Mills, this year’s $80 million investment will go
predominantly on Genie and JLG aerial platforms
A Kobelco excavator in SKC Rental’s fleet. The Chilean company
opened its first depot in Brazil in 2010.
Mills Rental will invest US$80 million in its fleet this year, mainly
on Genie and JLG aerial platforms and telehandlers. The demand
for telehandlers is increasing from a low level, partly because of
the massive investment in low-cost housing.
and telehandlers (split 70/30 AWP/teles), with Genie
taking the much larger share of the order. Mills has
also ordered a number of Manitou handlers to trial.
The depot network will grow. The company had four
depots in 2009, 14 by the end of 2010 and will open
five more in the next year, including bolstering its
network in São Paulo and Rio de Janeiro. AWPs and
telehandlers will remain the focus, with a move into
more general equipment rentals representing the
next step, probably in two or three year’s time.
The company says it wants to hep professionalise
the industry, and one initiative in this regard is a new
aerial platform operator training initiative. Mills is to
establish four training centres and aims to sign up as
an accredited IPAF training centre, the first in Brazil.
Solaris investment
At Solaris, investment of $70 million this year will be
split 60% on AWP/telehandlers and 40% on other
equipment, including generators. It will add 600 AWPs
and 300 telehandlers to the fleet in 2011. Like Mills
Rental, Solaris will expand its depot network, from
the current 11 sites to 15 by the end of this year.
Mr Esteves at Solaris highlights the challenges of
such rapid growth. It isn’t just about maintaining
profitability, or retaining skilled staff, it’s about
establishing a rental industry from the ground up.
For example, he says that one of the big challenges
“is to develop a market for used machines. We’ve had
a very intensive period of buying machines and we
need to sell the used machines. We are working hard
to develop a chain of small rental companies that can
buy old machines.”
That will certainly be one concern. More important,
however, will be the ability of Brazil’s rental sector
to sensibly manage growth. As Durval Gasparetti at
ALEC says; “Every rental company, from every corner
of the country, had a good year in 2010, and we have
excellent prospects for 2011 and for the coming years.
But our market must take advantage of this excellent
moment to build up and enjoy organised growth,
IRN
otherwise a great opportunity will be lost.”
20/01/2011 11:26:22
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020IRN.indd 1
19/01/2011 16:34:57
21
Over 2000 companies
i are exhibiting
hibiti att thi
this year’s
’
Conexpo-Con/Agg, taking place in Las Vegas, US, on
22-26 March. IRN previews the event.
A
s many as 140000 to 15000 visitors
could be descending on Las Vegas
in March for the Conexpo show,
with visitors expected from all over the
world. The turnout may also be boosted
because of the travel problems that
afflicted last year’s Bauma: there is likely
to be a resulting pent up demand for a
major construction show, in particular
among visitors from developing markets
in Latin America and Asia.
There is no doubt that Conexpo will
be the main focus of attention in the US
market this year, even if it is preceded by
the Rental Show and World of Concrete,
both also taking place in Las Vegas.
It is the place where the world’s equipment
manufacturers will be making their big statements,
whether on strategy or product developments.
Certainly in terms of products there will be a lot to
see, with suppliers now more likely to be updating
machines and showing new technology after the last
three fallow years.
High reach
Big statements will certainly be evident in the access
sector, where both Palfinger and JLG have monster
machines to debut. In Palfinger’s case, it is finally
showing its largest aerial platforms at a US show
after years of limiting its presence to its loader
cranes.
It will have the 103 m working height P 333 on show,
a North American version of the well-known WT 1000
machine made in Europe and mounted on an all
terrain crane carrier.
JLG, meanwhile, will show its new 50 m telescopic
boom, the 1500SJU, which is the largest ever
telescopic boom, and which will complement its well
This Doosan DX235LCR
crawler excavator will be
launched in Las Vegas.
CONEXPO PREVIEW
Conexpo!
The Show
WHEN:
Tuesday, 22 March – Saturday 26 March
WHERE:
JLG will
introduce
it’s the 50
m telescopic
15000SJ,
the largest
telescopic
boom on the
market.
Left: The 103 m working height P333 from
Palfinger will make its North American debut
at ConExpo.
known articulating 50 m machine, the 150HAX. The
unit has a 7.6 m telescopic jib.
Making a noise about safety will be the priority of
the new Lift Safety Zone in Silver Lot 4. This area is
a joint venture between the International Powered
Access Federation (IPAF), the National Commission
for the Certification of Crane Operators (NCCCO)
and the Crane Certification Association of America
(CCAA). The zone is designed for anyone working with
and around aerial platforms or cranes, and on offer
will be expert advice on safe set up and operation.
In the case of Caterpillar, its three different exhibit
areas and 60000 ft2 exhibition space is statement
enough. It will show almost 40 machines, including
a dozen new machines, including the new G Series
775 off-highway truck and the first Cat model to go
into production with a Tier 4 Final emissions solution.
Also new from Cat will be a range of five midsize
wheel loaders—ranging from the 950K to the 980K—
and the E Series hydraulic excavators will make their
North American debut. Also on show will be a new
telematics solution that builds on Cat’s Product Link.
Las Vegas Convention Center,
Las Vegas, Nevada, US
SHOW TIMES:
Tuesday to Friday: 9.00am – 5.00pm
Saturday: 9.00am – 3.00pm
EXHIBITORS:
More than 2000
www.conexpoconagg.com
REGISTRATION: Visitors can register for
US$50 at the show website up to Monday 21
February. After this date the fee rises to $80.
KHL Group
at Conexpo
International rental News (IRN) and its publisher,
KHL Group, is exhibiting at the outside area Silver
Lots 1 and 2 on booth S-573. This is near to the
entrance of the main show lobby.
Visitors will be able to pick up the latest issues of
IRN and other KHL Group magazines and meet the
editorial and advertising team.
Cat shows almost 40 products at Conexpo, including the 950K
loader, one of a new range of five midsize loaders.
Its Cat Rental Store operation exhibits at Cat’s North
Hall exhibit.
Doosan will be showing several products for the
first time at the show, including the new DX235LCR
and DX700LC crawler excavators. Doosan says
the 23.6 t operating weight DX235LCR excavator is
designed to meet the growing demand for reduced
radius crawler excavators for work near buildings
and in confined areas.
There will be literally hundreds of new products
on show at Conexpo and IRN will have a full guide to
IRN
what’s new in our March issue.
IRN 01-11 ConExpo preview.indd 21
20/01/2011 11:27:08
ARA PREVIEW
22
Waiting
This year’s Rental Show
takes place in Las Vegas,
Rental Show
details
Nevada, from 28 February
AEUP will have
an “enhanced
version” of this
pictured 9.6 at
its booth.
to 2 March. IRN previews
the event.
WHERE:
Mandalay Bay Convention Center,
Las Vegas, US
WHEN:
Sunday, Feb. 27 – Wednesday, March 2
(exhibition starts Monday)
EXHIBITION HOURS:
Monday 28: 10.00am – 5.00pm
Tuesday 1: 9.00am – 5.00pm
Wednesday 2: 9.00am – 1.00pm
REGISTRATION:
www.therentalshow.com
INTERNATIONAL VISITORS
The evening International Reception makes its
return to the Rental Show having been dropped
from the event in Orlando 2010. The reception, for
which advance registration is required, will take
place on Monday evening between 5.00pm and
7.00pm.
ARA has appointed travel agents in various
countries of the world who can help visitors
from outside the US attend the show. See the
‘International’ button on the website:
www.TheRentalShow.com
Haulotte will show a
slew of equipment at
booth number 4045,
including its newest
boom the 55XA.
T
he extent to which US rental companies will be
investing in equipment in 2011 is still unclear,
even if some of the bigger US names – Sunbelt,
United and Hertz – have signaled increased spending.
The nationals tend not to use the Rental Show
to make their purchases, but smaller and midsized companies – including the ARA’s 7500 rental
company members - still do, so it will
be interesting to gauge exhibitors’
views after the event.
All the exhibitors can do is pitch
up at Las Vegas and hope for the
best. They are certainly doing that,
with the show boasting its usual full
line-up of exhibitors at the Mandalay
Bay Convention Center. More than
550 companies are attending, and
although there is no waiting list this
year, the organizers say the show
floor is “nearly 100% sold” (as of 6
January).
Visitor pre-registration levels are
also considerably up on last year. ARA
says pre-registrations in the second
week of January were 69% higher than the Orlando
show in 2010.
“We are very encouraged by the number of
registrations for The Rental Show, as well as from
the optimistic comments we continue to hear from
exhibitors and attendees alike,” says Ms Chris
Wehrman, ARA chief executive officer, “With the
economy starting to turn around, people are more
upbeat and are eager to return to the Show.”
As always there are some first-time exhibitors
this year, around 80, and many are exhibiting at a
special ‘First-Time Exhibitor Pavilion’ within the
Construction/Industrial zone. These include European
rental software company InspHire and US companies
including Bartco Traffic Equipment, Weir Specialty
Pumps, hydraulic breaker specialist Toku America
and Midwest Equipment Sales. ARA was not able to
supply a complete list of the debutants.
One innovation this year is a New
Product Showcase,
located on the
show floor adjacent
to the first-time
exhibitors pavilion.
ARA says “a variety of products will
This SGX7500 generator is one of three new
SGM models to be introduced by Subaru at the
rental Show.
be on display there, equipment
and software”, but no final list was
available at IRN went to press.
In terms of the equipment on
show, ARA’s traditional strength
in the aerial platform segment is
reconfirmed, even if JLG Industries
has decided to give the show a miss
this year.
For example, Genie Industries will
Doosan will have its new GS-2669RT, 3369RT,
show its new 4069RT rough terrain scissor lift
DXB170 hydraulic on display at booth 4262. The entire
breaker. 69RT family has been enhanced
to include increased power by up
to 30%, increased platform work
space, and a simplified link stack. The new design
enables all three to drive and function at full height.
Haulotte Group will have its 4527A, 45XA, 55XA,
LiteRiser 10 SP, ET7000, Star 26 J and Optimum 1930 E
on display in the heavy construction section at booth
4045. The 55XA is the company’s newest light-weight,
self-propelled aerial work platform in the X-Boom
family. It offers 45% gradeability, 4.5 mph drive
speed and four wheel drive.
Snorkel range
Visitors to Snorkel’s booth 6063 can expect to see
a different side of the company – there will be no
big booms or rough terrain equipment on display.
Instead, there will just be a wide selection of quiet,
clean, battery-powered machines for low level
access, including its range of Pop-Up PUSH mini
scissors.
Small lifts will be a feature
of the show. Absolute E-Z
Up (AEUP) will debut its
new CAWP-9.6 and IAWP7.3 aerial work platforms,
as well as its first pusharound platform at booth
3481. Both the CAWP-9.6
and IAWP-7.3 units are
self-propelled.
Custom Equipment,
IRN 01-11 ARA Show preview.indd 22
20/01/2011 11:33:12
game
IIRN
R in Vegas
Volume 11 Issue 1
2011
January-February
IIRN
RN and
a its publisher,
KHL Group, exhibit in the
KHL
Con
Construction
area on booth 5357.
You will find us adjacent to the Stone
You
Con
Construction
Equipment stand. Staff
step’ from
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ARA PREVIEW
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VIEWS
■ INTER VIEW
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Genie Industries launches a
new range of rough terrain
scissor lifts.
IRN 01 11
Cover.indd
■ MANA GEME
■ EVENT S
NT
20/01/2011
11:17:14
1
Show schedule
SATURDAY, FEB 26
8 am – 5 pm
1 pm – 5.30 pm
Registration Open
Events & Tents
SUNDAY, FEB 27
Allen Engineering
launches its new MSP 445
ride-on concrete trowel.
located at booth 4278, will have its HB-830, HB-P830,
HB-1030, HB-1430 units on display. The HB-830 “is
a new and exciting aerial scissor lift,” says Justin
Kissinger, marketing and advertising manager for
Custom. “This scissor joins CEI’s growing line-up
of light weight, highly maneuverable aerial lifts
designed specifically for today’s contractor.”
On the specialist platform side, Skako Lift (formerly
ReachMaster) will be showing the new Falcon FS105-Z.
The crawler mounted boom has a maximum working
height of 32 m with 200 kg cage capacity. The unit
comes standard with a dual power system; a Kubota
diesel engine for outdoor use and a 24 volt battery
system for indoor use that will charge off a standard
110v/15 amp electric outlet.
Telehandlers will be on show from several
companies, including Manitou North America, which
will be showing its M Series units at booth 5072.
The M Series are now available in 2700 kg (6000 lb),
3600 kg (8000 lb) and 4500 kg (10000 lb) capacities.
Gehl Co will show its compact, tight-turning
radius RS5-19 telehandler at its booth (5068). The
telehandler has a turning radius of 3.3 m and can
maneuver in low buildings and confined jobsites with
its overall height of 1.93 m.
The Rental Show has much more than access, of
course, with hundreds of suppliers of compact
equipment, tools, software and much more. Bobcat
will be showing its new generation compact loaders
and mini-excavators, including the E35 compact
excavator, the MT55 mini tracked loader and the T750
compact tracked loader.
Doosan will be showing its new DXB170 hydraulic
breaker for the first time at the exhibition. Suitable
for use on 18 to 28 t excavators, the DXB170 breaker
will be mounted on a Doosan DX225 crawler excavator.
A new range of compact gensets will be shown
by Subaru, with its new SGX models. All using the
company’s EX overhead cam (OHC) engines, the range
on show will comprise the 3.5 kW output SGX3500
(with the Subaru EX21 engine); the 4.9 kW SGX5000
(EX30 engine) and the 7.3 kW SGX7500E (EX40 engine).
Concreting equipment on show will include the
latest trowel from US manufacturer Allen Engineering
Corp. The Allen MSP 445 is a totally new Mechanical
Drive Riding Trowel, with a 30 kW air cooled Kohler
petrol engine, manual steering and pitch controls,
torque converter clutch system, two 46” diameter,
5-blade non-overlapping rotors and rotor speeds of
IRN
up to 165 rpm.
7 am – 6 pm
7.30 am – 11.45 am
8.30 am – 5 pm
Registration Open
Events & Tents
Seminars
MONDAY, FEB 28
7 am – 6 pm
8 am – 10 am
10 am – 5 pm
5 pm – 6.30 pm
5 pm – 7 pm
Registration Open
Keynote Session, with
Leigh Anne Tuohy
Exhibit Hall Open
Regional Receptions
International Reception
TUESDAY, MARCH 1
7 am – 5 pm
Registration Open
8 am – 9.30 am
Seminars
9 am – 5 pm
Exhibit Hall Open
5 pm – 6.30 pm
Reception (including
ARA Foundation charity auction)
WEDNESDAY, MARCH 2
7 am – 1 pm
8 am – 9.30 am
9 am – 1 pm
Registration Open
Seminars
Exhibit Hall Open
Specialist IT Solutions for the Rental Industry
“Our reporting & billing has
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“ Since we have implemented inspHire we now have
a much clearer understanding of how our assets
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Whatever the size of your business, inspHire provides rental
management software solutions that will deliver unbeatable
functionality. Contact us today and become inspHired.
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inspHire
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IRN 01-11 ARA Show preview.indd 23
20/01/2011 11:33:50
Provide fantastic customer service with Sycor.Rental
- Provide quick and reliable information and let your customers
know when and where equipment and personnel will be available
- Deliver machinery and accompanying equipment and accessories
at the agreed time and place
- Always deliver equipment that works
- Charge the agreed price or calculate special terms for the
customer once the rental is completed
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Industry Leading Rental Software built on Microsoft® Technology
Built on the market-leading Microsoft Dynamics® AX 2009 platform, Touchstone’s AX Rental Solution is a highly adaptable
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Touchstone is the No.1 Microsoft Dynamics® Gold Partner in the UK. We are Microsoft Gold Enterprise Resource Planning certified, having
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024IRN.indd 1
e: [email protected]
t: 0800 0345 424
19/01/2011 16:37:20
25
you improve customer service, even as you cut
back on your costs? Murray Pollok reports.
Service excellence
RENTAL SOFTWARE
How do the latest rental software and IT systems help
I
t is a major challenge to improve your customer
service while at the same time cutting costs. Yet
that is exactly what rental software suppliers
will argue is possible using the latest rental IT
systems.
They point out that customer service is about
getting deliveries right, sending accurate invoices,
asking the right questions during quotations and
providing customers with timely information. All of
these things can be helped by using the appropriate
systems.
And it shouldn’t be complicated. As Michael
Stilwagner, vice president of sales and marketing
at Wynne Systems, tells IRN; “Great customer
service is delivered by consistently providing
equipment on time and that performs as expected.
The second step is to then invoice in a clear and
accurate manner which will reduce costly credit
memos…Software must assist your company in
providing accurate invoicing. There is no more basic
function.”
Customer Relationship Management (CRM)
systems are of course an extremely important
element to providing good customer service. A key
“The more robust rental management systems will provide
the applications to capture the data and report it back to
you or your client through extranets and portals”.
Mike Stilwagner, Wynne Systems
Speedy in the UK has invested £1.3 million in providing PDAs for
all of its delivery drivers. The hand-helds will capture customers’
signatures as well as the location, date, time of receipt, and
customer satisfaction. The PDAs offer satellite navigation for
drivers, will allow depots to track the drivers, and have in-built
cameras to take photos of damaged equipment. Data captured by
the PDAs will be instantly uploaded to Speedy’s online extranet,
which can then be accessed by customers. The solution was
developed by UK company Codegate. Martin Knott, managing
director of business and customer excellence at Speedy, said:
“The transparency of service we now deliver is outstanding.
Customers are now able to instantly view proof of delivery
information, location on Google Maps and photos through ‘My
Speedy’ at any time of the day, seven days a week.”
choice here is between an integrated CRM system
provided by the rental software supplier and the
use of a third party specialist CRM package such as
Salesforce, GoldMine or ACT – we consider that issue
in a separate box story.
Whatever your choice, says Wynne’s Mr
Stilwagner, “The more robust rental management
systems will provide the applications to capture
¬
A screenshot showing MCS’s proof of delivery (POD) system. The
company is offering rental companies a scanning system in the
depot if they don’t want to invest in hand held computers.
IRN 01 11 Rental Software.indd 25
20/01/2011 11:34:54
RENTAL SOFTWARE
26
Integrated or
3rd party CRM?
When it comes to CRM (Customer Relationship Management) systems, a key question is the choice between
CRM integrated in a rental management solution and a dedicated third-party CRM system such as GoldMine,
Salesforce or ACT.
Jack Shea, chief executive officer of US rental software company Solutions by Computer, says they will
provide integration to a third party supplier if that’s what a customer wants, but he believes that rental
businesses benefit most from an integrated CRM system.
“In our experience, the average rental business is interested in having their rental system facilitate these
functions – they don’t see the payoff in taking on the cost and labour intensity of integrating a separate
CRM system. Large public and private companies are in a different position, of course”, concludes Mr Shea.
InspHire agrees, saying that the benefits of an integrated CRM system “far outweighs independent
systems.” It makes much of the integration between its core rental management system and the CRM
functionality. For example, quotes raised in inspHire can instantly be seen in inspHire CRM against the
contact or account; quotes can be raised against prospects who have not been given an account code; and
live rentals or sales orders can be viewed or amended directly from CRM.
German rental software specialist Sycor GmbH thinks that a fully integrated solution is the “only way
rental companies can approach their goal of offering excellent customer service”. Frank Jakobi, a member
of the executive board at Sycor, says; “A solution must reflect the whole process chain and cover the entire
range of functions, including CRM and quotations, scheduling, returns
and servicing as well as lease management, plus financial and asset
accounting and controlling. A solution must be fully integrated so that all
functions, including CRM, access a central database.”
He says third party systems have drawbacks, including issues with
licenses, support and maintenance; “In this case, rental companies have
to maintain an overview of two software systems.”
For Higher Concept Software in the UK, CRM is nothing less than an
essential tool to manage marketing and sales activity and believes that
CRM “should be an intrinsic part of any rental software system. That’s
why…[we] build it into our Syrinx system at no extra cost.”
Frank Jakobi of Sycor says a fully integrated CRM solution is the “only way rental companies
can approach their goal of offering excellent customer service”.
“Big customers want to know things – how many
breakdowns, how quickly were they repaired. To win the
business you need to be more transparent.”
Nick Thomson, MCS
the data and report it back to you or your client
through extranets and portals.
“This information will make you understand your
customer so you may provide a better customer
experience (right equipment, proper invoicing,
valuable conversations).”
One area of particular growth is customer
web portals. These were pushed initially by large
contractors who wanted transparency on their
rental transactions. Nick Thomson, sales manager at
UK rental software company MCS, says the demand
for web portals is growing; “Now it has become one
of the biggest things on the agenda, even down to
small, one or two depot outlets.”
Portals give customers information on what
equipment they have on rent, pricing arrangements,
invoices and more. Mr Thomson says one of its
clients is now using its portal for pre-invoice checks.
The customer is sent a pre-invoice to look over,
giving it the chance to approve and reject certain
things and smoothing the process of payment.
For Jack Shea, chief executive officer at
Solutions by Computer, the internet portal that it
started offering customers in 2009 has become “a
strong CRM tool” to strengthen relationships “The
Portal gives end-renters access to their account
information online and allows them create internet
quotations or reservations.”
UK rental company inspHire also offers a web
portal that gives customers direct access to
Loxam’s Laho division in France went live with Wynne Systems’
RentalMan rental software in December. The system covers Laho’s
140 locations throughout France. Loxam is in the process of
implementing RentalMan throughout its pan-European business.
their account information. Customers can access
health and safety certification and damage
letters, copy invoices and other information. For
InspHire, web portals are a “cost effective way of
keeping customers informed” and they encourage
customers to use a rental company as a “single
source”.
What about the functionality of CRM systems that
can help you improve customer service?
Sycor in Germany says integrating CRM systems
with a Computer Telephony Integration (CTI)
function, means that rental companies always
know what customer is calling right from the start.
“Service then boils down to two key factors”,
says Frank Jakobi, a member of Sycor’s executive
committee, “As a rental company, you have to be
able to provide customers with the information
they need whenever they need it, and you have to
adhere to agreements at all times.”
Nick Thomson at MCS echoes this comment about
customer agreements, as defined by KPIs (Key
Performance Indicators). “Big customers want to
A sales tool
One UK access rental company, Horizon Platforms,
is using Higher Concept Software’s Syrinx CRM
software integrated with its telephone system.
Ben Hirst, joint-managing director at Horizon,
says the system is proving particularly beneficial
to the sales team; “It works really well. The
telephone number is recognised immediately
and opens up a prospect’s details in addition to
notes we have made about them previously on the
system.
“We also like the way it helps our sales people
earn their commission, because individuals are
attributed to prospects from the initial contact at
the very first call.”
20/01/2011 11:35:18
27
Italian rental software developer Alias, which
supplies the web-based Rental2k system, says an
important feature of its integrated CRM system is a
bonus scheme, “where customers can be rewarded
with bonus points and promotions. Questionnaires
and surveys can be produced internally in order
to monitor customer satisfaction, and this is an
important feature for the rental company itself to
provide better customer service in the future.”
’Great silence‘
In the future Alias wants the CRM system to
provide features such as monitoring customers
after the contract has expired, “and using business
intelligence to deal with ‘the great silence’ of nonreturning customers.”
Nick Thomson at MCS says full integration with the
Windows Outlook e-mail system is one example of
how users’ lives are being made easier, and he says
that full sychronisation with Outlook Calendars is
also going to be available soon.
RENTAL SOFTWARE
eliminates expensive fixes later on”.
The near future will see other developments
beyond web portals and proof of delivery
technology. Wynne Systems is one of several
companies to highlight the development of software
systems integrated into smartphones, iPads and the
like.
Jack Shea says systems are developing to adapt
to the specific needs of particular rental sectors.
“Rental is no longer a homogenised industry,
even within its equipment, tool and party sectors,
and we have addressed that with a technological
foundation that can meet the needs of even the
most unusual rental operations.
“Some CRM functionality operates at the
umbrella level, for example follow-up ‘thank you’
communications to customers, while others are
rental-specific. Enfinity’s integration with PartyCAD
schematic software is an example of an onsite
customer service that can be downloaded to
Enfinity and stored in the customer’s record.”
¬
Cloud computing
know things – how many breakdowns, how quickly
were they repaired. To win the business you need to
be more transparent.”
He points out that rental management systems
can be set up to provide digital alerts (by text or
e-mail). For example, you could set triggers to
prompt a swap-out of a re-hired machine when one
of your own units becomes available, or to tell you
when a delivery is more than four hours overdue.
“It’s a very, very powerful tool”, says Mr Thomson,
“having triggers to make sure you keep service
levels up.”
The real world
Some of these triggers obviously relate to what
is happening in the real world – equipment being
delivered, a repair completed etc - and it is tracking
these kinds of real events that can also help provide
great customer service.
Proof of delivery is a good example. Delivery and
pick up documents can be scanned and entered
on the system, where customers can access the
information on their web portal.
This can involve the use of hand held computers
and electronic signature capture, but MCS, for
one, has responded to rental company reluctance
to invest in handhelds by creating easy-touse scanning centres at the depots that will
automatically scan and electronically file delivery
documents. Even if a customer doesn’t have a web
portal it is easy for the rental company to e-mail a
PDF delivery document.
Jack Shea at Solutions by Computer says
technology like this provide powerful tools to
enhance relationships with customers. He gives the
example of two cases where things can go wrong
during delivery - items can fail to get picked and
loaded, and items can be delivered with associated
components missing.
“Our systems use multiple technologies to ensure
complete deliveries: recommended item advisories,
accessory kits, barcode/RFID scans, and a new
feature called ‘Pull For Delivery’ in Enfinity Release
3.0. When large orders are staged for delivery,
Enfinity produces notification of last-minute order
changes that happen after the pulling begins. This
Paul Chapdelaine, president of RMI Corp
in the US explains the benefits of ‘cloud
computing’ for rental companies.
The term ‘Cloud Computing’ refers to a computing environment where
computer programs and data are stored on very high end computers located within one or more secure data
centre(s). Users access their system via a secure internet browser or ‘web connection.’ (It is synonymous
with the term SaaS, or Software as a Service).
Cloud computing is a subscription based licensing model that eliminates the need for any large up-front
investment. It differs from traditional ‘On-Premise Computing’, where programmes and data are stored on
computers located ‘on your premises” or within your own building.
A better idea?
The quality of the computers that are used to run a business has a huge impact on the performance/
speed. Data centres that host cloud computing use the highest level equipment available to deliver robust
performance to their customers. They can do this far less expensively because they share the hardware
among multiple users.
But doesn’t this ‘sharing’ cause security concerns? Not at all. If a business owner compared their current
data security measures with the security of operating through a cloud based system the best he or she
could hope for was equal security. They will typically find that the level of security offered through a cloud
based solution is significantly higher.
Advantages
More functionality: traditional On-Premise software is licensed in ‘modules’. The modules that are
licensed (or not licensed) determine the functionality that is available. A developing trend in cloud
computing is to offer an ‘all-up’ license where users can access all available functionality for the same
licensing fee.
Faster implementation: By eliminating the need for file servers and desktop configurations you remove
the cost and time related to computer hardware.
Timely updates: Software publishers are constantly adding new features and functions to their system.
Under the old On-Premise model it was difficult to get these new functions implemented within their
existing customer base. Cloud computing allows publishers to update their existing customer systems
without interrupting their day to day usage.
Accessibility: With cloud computing, rental operators have access to their systems from anywhere in the
world, at any time of day, through most devices that have access to the internet, including smart phones
and iPads.
Right sizing: The software industry estimates that fully 35% of user licenses are not used! Cloud
computing is synonymous with ‘On-demand’ computing, where licensing, data storage and processing
speed can be increased/decreased instantly to match needs.
■ This is an edited version of an article by Mr Chapdelaine that appears in the Jan-Feb issue of our sister
US magazine, Access Lift & Handlers (ALH). RMI, based in Avon, Connecticut, supplies the Advantage rental
software solution and can be contacted at: Tel: +1 860 677 1005, www.rmiusa.com
20/01/2011 11:35:38
RENTAL SOFTWARE
28
Equipment and operators
New rules?
Result Group in the UK offers a fully integrated
CRM and quotations module with its rentalresult
package, but the company is keen to emphasise
a more recent aspect of its software that relates
closely to customer service, and that is the rules
engine it developed for a major US customer and
that is now available more generally.
The system had its origins in a US client that
was growing rapidly and which had a relatively
high staff turnover. They needed customer
‘profile’ information to be available real-time,
and they wanted to encourage decision making
based on information in the profile and to
promote consistent customer service.
“We used the rules engine to create a
customer service script with a difference”,
says Result Group, “As well as leading the
salesperson through the process, it allows the
customer’s current information to be checked
and updated by the script itself without the user
being distracted. It tells the salesperson if the
customer deserves a one-off loyalty discount
and what kind of products they could suggest
based on their past rental and sales history.
“Effectively the rules engine script becomes
your customer service trainer and your on-theground invisible branch manager to validate
decisions based on your corporate policies.
If responses to questions within the customer
service script indicate wider issues you can even
auto-create customer service calls and assign
them to senior sales reps, managers or credit
controllers to follow up separately.”
Result Group recognizes that nothing replaces
strong human interaction with customers; “but
the rules engine allows you to ensure that the
decisions that your employees make follow your
business needs”.
Australia’s Bizsoft Consulting was founded in
Brisbane in 2000 and has had success selling its
Earthmoving Management System (EMS) to plant
hire companies and fleet owners in its home market,
but is now looking for international business.
Anthony Roche, an owner of Bizsoft, tells IRN that
EMS is targeted at plant hire companies and government agencies sourcing equipment from multiple
providers.
“EMS was built from a Wet Hire [with operators] perspective taking care of Machine + Operator, which
distinguishes it from our competitors”, he says, “It was also built from the perspective that a plant hire
company would engage with other plant hire companies (sub-contractors) to provide machine and operator
in a cross-hire situation.
“So not only does EMS look after a single operations fleet, it will also manage machine and operators
from their sub-contractors. Currently EMS is used by operations incorporating their own fleet of machines
and operators plus anywhere up to 250 subcontractors.”
Mr Roche says the system is currently being developed to provide a web portal for a rental company’s
end customers. This follows the recent introduction of a web data service that allows end customers to use
smartphones to request machines and view past and current jobs.
On the topic of CRM functionality, Mr Roche says EMS integrates some CRM functions – at the specific
request of customers – but he advises clients who want full CRM functionality to invest in a dedicated CRM
system which Bizsoft will then integrate.
On the CRM front, he says the company is looking
at developing its CRM system to act as a kind of
customer helpdesk, with customers able to log
requests or questions via their web portal or e-mail
contacts that will automatically link with the rental
company’s CRM system. This will allow for follow-up
triggers to be set, and provide an audit trail of call
and response.
InspHire says it is constantly updating its CRM
system. For example, a recent CRM user group
meeting identified a need for certain functionalities
to be added, including allowing users to choose the
columns of information that are relevant to them;
an export to Excel feature on screens; greater
visibility of the current rental activity and current
pricing for customers; managing cash customers
more efficiently; and a simple mail merge feature
with auto create a follow up activity.
The challenge is to leverage the new technology
to deliver improved customer service. For that, the
essential thing is to have a clear view on what you
want to do. A good start – in the spirit of customer
service – is to ask your customers what they want
IRN
from you.
InspHire has added functionality to its integrated CRM package
following a recent CRM user group meeting.
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RENTAL SOFTWARE
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20/01/2011 11:38:58
COMPRESSORS
30
Engine emissions
and compressors
T
Copco’s smallest
compressor ever
A
tlas Copco is launching its smallest ever and
first petrol powered portable compressor.
The new XAS 27 is powered by a Honda
GX630 engine and is pitched as "price competitive
unit for customers who want a compressor to run
just one tool."
The compressor, which can supply 27 l/s at 7 bar,
weighs just over 200 kg and is available as a trailer
mounted, trolley or boxed unit. It will be priced
at around 25% less than Atlas Copco's previous
smallest unit, the diesel powered XAS 37 (XAS 70 in
imperial regions).
Mr Attila Madarasz, Atlas Copco product manager
for small compressors, told IRN that the new
compressor was a way of entering the very price
competitive market for small compressors. "If a
customer wants to run just one tool, then they can
use the XAS 27", he said.
"Also, a lot of countries still use manual labour,
but if you provide something reliable, small and
affordable, then we can convert some of the
people that rely on manual labour."
Mr Madarasz said the XAS 27 will give it access
to a wider customer base, allowing smaller
companies "a chance to experience Atlas Copco
products”. He added that the new unit would make
a good sales unit for rental companies who like to
sell equipment from their branches as well as rent.
The compressor, which is being built at Atlas
Copco's Antwerp facility in Belgium, will be ideal for
running pneumatic breakers, chippers, hammers,
or small hand tools. It uses a hybrid polyethylene/
steel canopy, sharing some components from the
IRN
HardHat polyethylene cover.
he coming years will see a number of
deadlines reached on engine emissions
that will impact on compressors, not least
on price, with new engine designs producing cost
increases of 35 to 45%.
It is not a straightforward picture, since different
engine sizes have different compliance dates
and there are some differences between the US
and Europe (see below). In addition, ‘transition’
arrangements mean that old engine technology will
be available for a period after the deadlines.
Transition rules allow manufacturers to hold a
stock of engines built before the deadline and also
the ability to sell a proportion of ‘old’ units after
the deadline. In the US, this proportion relates to a
supplier’s ratio of old to new sales. In practice, this
means rental companies will still be able to choose
between old and higher cost cleaner units for a
period of time.
Nicolas Englebert, Atlas Copco’s large compressor
product manager, argues that rental companies
should opt for the new technology sooner rather
than later. He says rental companies will benefit
from having greater fuel efficiency with the Exhaust
Gas Recirculation (EGR) and Diesel Particulate
Filter (DPF) engine technology that Atlas Copco
has chosen for its larger units, as well as a smaller
footprint than some alternative low-emission
technologies.
He acknowledges that rental companies may
be tempted to buy lower cost units until the
supply is exhausted, in particular from smaller
manufacturers who will be able to better utilise the
‘volume’ allowance to continue selling old units in
the US.
However, he says rental companies will benefit
from standardising their fleets with the latest
equipment, giving flexibility in where the machines
can be used (including demanding regions
like California or Switzerland), lower overall
fleet management costs, and the ability to sell
environmental benefits and lower fuel costs to their
customers.
“We believe that rental companies that invest in
clean units will have a competitive advantage”, says
Mr Englebert.
In the meantime, what compressors will be
affected by the new limits, and when? IRN asked
Mr Englebert and his colleague, Mr Attila Madarasz,
the company’s small compressor product manager,
for a summary of the situation from Atlas Copco’s
perspective, starting with the larger units:
130-560 kW
The start of 2011 brings a shift to Stage IIIB in Europe
and Tier 4 Interim in the US. 2014 sees the move
to Stage IV and Tier 4 Final. For the initial phase
Atlas Copco has chosen Exhaust Gas Recirculation
(EGR) and Diesel Particulate Filter (DPF) engine
technology, rather than the Selective Catalytic
Reduction (SCR) system. (It showed this technology,
on a Caterpillar ACERT engine, fitted to a XRHS 366
compressor at Bauma 2010.)
56-130 kW
Shift to European Stage IIIB and US Interim Tier 4
in 2012, requiring Diesel Oxidation Catalyst (DOC)
and probably also DPF engines (depending on the
engine brand). Atlas Copco is currently making its
engine choice.
37-56 kW
Compressors in this size range – the XAS 137 model
– will be fine until the start of 2013, when there
is a shift to Stage IIIB in Europe and Interim Tier
4 Final in the US. For these compressors, Atlas
Copco will switch from Deutz to Kubota engines
and the engines will feature DOC/DPF (Diesel
Oxidation Catalyst/Diesel Particulate Filter), with
the possibility that EGR (Exhaust Gas Recirculation)
may be required.
19-37 kW range
In Europe, current small compressors will comply
until 2017 at least. However in the US the shift
to Tier 4 Final limits occurs from 2013 and will
require new engines. This will impact on the big
selling XAS185 model, which is made in the US and
currently uses a John Deere engine that will have to
be replaced. Atlas Copco imports smaller Europeanbuilt compressors in this power segment, but the
IRN
volumes here are much smaller.
IRN 01 11 Products Compressors.indd 30
20/01/2011 11:37:25
31
A
lex Persyn, product marketing manager for
compressors at Doosan Infracore Portable
Power (DIPP) in Europe, the Middle East
and Africa, says the shift to newer, lower emission
engines will bring challenges for rental companies as
well as manufacturers, and not just related to higher
prices.
“Our customers will need additional training, both
on service and on the operator’s side, as this new
generation of electronic controlled engines bring new
controls and service procedures”, says Mr Persyn.
“We also have to create awareness on the need for
ultra-low sulphur diesel (ULSD) and new generation
lubricants to maintain compatibility with fuel
injection and after-treatment systems.”
Mr Persyn says manufacturers “subscribe to the
final goal, providing construction material which
will ultimately produce ‘near zero’ emissions, but
it comes at a cost. Projected product market price
increases can go up to 40% over 2010 price levels.”
Doosan managed the earlier switch to Stage IIIA
regulations using existing compressor platforms,
but Stage IIIB requires new platforms. “2011 will be
a transitioning year”, says Mr Persyn, “Our current
European-built, large 12/235 platform [models 9/270,
9/300, 12/235, 17/235, 21/215] will be replaced with a
new one.
“Our US built extra large 25/330 platform [models
10/370, 10/455, 25/300, 25/330] will be replaced by
two new platforms going forward...The phase-in of
new models will start in the second half of 2011.”
Doosan’s next European built machines will use
Cummins engines with Diesel Particulate Filter (DPF)
IRN
only.
Kaeser says its Mobilair 20 portable compressor – launched at Bauma in 2010 - is “a clear class leader in the 2 m3 portable
compressor sector”. Using a polypropylene canopy, Kaeser says the M20 has “more than enough power to drive a heavy duty breaker,
yet is also exceptionally quiet and fuel efficient.” The unit is driven by a Kubota 3-cylinder water-cooled diesel engine coupled
to the airend via Kaeser’s 1:1 direct drive system, “which provides more compressed air for less fuel consumption, making this
compact compressor exceptionally economical.” The M20 has
a free air delivery of 2 m3/min at 7 bar and an operational
weight of less than 460 kg. The compressor comes with
the company’s patented ‘Anti-Frost
Control’ system as standard.
Lifetime cost is
key says CompAir
H
The turbocharger on
CompAir’s new range of
TurboScrew compressors.
arald Wenzel, product manager for
portable compressors at CompAir, says
the company’s new range of high-pressure
TurboScrew compressors launched in 2010 “deliver
up to 30% better fuel efficiency with no loss in
pressure, helping site managers to reduce both the
cost of diesel used and the frequency that the unit
needs to be refuelled.”
Mr Wenzel says fuel consumption represents more
than half of the lifetime cost of ownership. And
while fuel costs are often borne by the end user,
lower fuel consumption can be a useful argument
for renters to use with their customers.
The TurboScrew compressors provide air
pressures of up to 24 bar and use CompAir’s
bi-turbo technology coupled to a lightweight,
compact Cummins engine.
CompAir says that a conventional diesel engine,
with a turbocharger, loses up to 8% energy as
COMPRESSORS
‘Challenge for users
too’ says Doosan
Alex Persyn,
product
marketing
manager for
compressors at
Doosan Infracore
Portable Power
in Europe, the
Middle East and
Africa.
Two of Doosan Infracore Portable Power’s most recent
compressors are the 7/41 Tough Top (pictured) and the 12/150
(its largest single axle unit). The polymer Tough Top canopy is
popular with rental companies and is soon to be supplied as a
retrofit kit. It will also likely be available on the smaller 7/26E and
7/31E models in 2011.
Harald Wenzel,
product manager
for portable
compressors at
CompAir.
radiant heat, 22% for cooling water and up to 30%
as exhaust heat. “In contrast, by reusing 5% of
what would normally be wasted exhaust energy and
converting it to motive power to create compressed
air, CompAir has been able to increase both
efficiency and flow performance”, says Mr Wenzel.
The manufacturer also points to part-load
benefits with its TurboScrew units. Typically, it
says, a compressor will run for a quarter of the time
idling. CompAir says the TurboScrew machines run
at just 1000 rpm when idling, which is equivalent to
turning down the fuel consumption by up to 58%.
“Fuel efficiency continues to be a key driver in
our new product development”, says Mr Wenzel,
“We aim to maximise performance at every stage
of the compressors’ design – incorporating features
that achieve both efficiency improvements and cost
benefits for the user as well as meeting stringent
IRN
emissions legislation.”
IRN 01 11 Products Compressors.indd 31
20/01/2011 11:38:55
INTERVIEW
32
Acquired
knowledge
ArcGen Hilta has been adding products to its range and
acquiring companies. Murray Pollok met ArcGen’s chief
executive Mark Hodgkins and asked about the long term
strategy for the UK company.
Mark Hodgkins, chief
executive of ArcGen Hilta.
I
t isn’t uncommon for companies to set
themselves ambitious growth targets; it’s just
that it is a lot easier to set targets than reach
them. So when Mark Hodgkins, chief executive of
UK-based ArcGen Hilta, tells IRN that he wants to
triple revenues by 2015, with half generated outside
the UK (compared to just 5% now), you are bound to
respond with a simple question. How?
Well, there is a clue in his own background. Before
joining Morris & Co, the family owned business that
acquired ArcGen in 2006, Mr Hodgkins spent eight
years as a mergers and acquisitions specialist with
Ernst & Young. That expertise is evident in the way
that ArcGen has changed since Morris took over.
Historically, the company was very strong in
selling ArcGen branded welding sets in the UK and
Ireland (supplied by Japanese manufacturer Denyo)
and well as being Allmand’s UK/Ireland agent for its
lighting towers.
However, Mr Hodgkins says Morris acquired
ArcGen in 2006 because it could see a real
opportunity; “It was well run, but there was a lack
of marketing and investment - it could have been
a much bigger business. The first strategy was that
we wanted to sell more products to the existing
customer base.”
Pumps and washers
That meant more acquisitions. Next up, in
March 2008, was UK pump and pressure washer
manufacturer Hilta. “After 12 months it didn’t look
like the greatest thing we had done, but now, it
looks like it has paid off”, says Mr Hodgkins, “In
the last nine months Hilta has done better than
ArcGen.” He says Hilta now represents around half
of all turnover (which is in the £5 to £10 million
range), up from 30% at the time of the acquisition.
The acquisition of lighting tower and genset
supplier SMC followed last summer. “Assets are
well priced now”, Mr Hodgkins tells IRN, speaking
in ArcGen’s Perth office in Scotland, “It wasn’t
doing well, but not in a ‘near death’ situation. They
had good products, but it lacked investment and
marketing and sales”.
Mr Hodgkins says ArcGen, Hilta and SMC had all
been starved of investment. While the company had
to cut its costs – the workforce dropped from a peak
of 60-65 before the recession to nearer 45 people –
it invested in nine full time sales people and started
to attend exhibitions again; 14 in the last year and
a half.
“We’re massively changed”, he says, “This has
brought profits down below what the vendors had,
but we are investing in a long term future.”
The SMC acquisition may have caused some
confusion among UK customers, because ArcGen
was already selling lighting towers through its
agreement with US manufacturer Allmand. “I felt
that SMC made very good products and competed
well with any other lighting tower in the world”,
explains Mr Hodgkins, “So why not try to have
control of your own brand? We don’t have control of
the Allmand brand.”
He says ArcGen continues to sell Allmand towers
in the UK; “We have a number of customers who like
the Allmand product. We have a very, very good
relationship with Allmand.” He adds; “I can live with
the ‘grey’ – you have to sometimes.”
In addition to the Hilta and SMC acquisitions,
ArcGen has added other products in the UK,
including BBA pumps from the Netherlands and
Addco variable message boards.
If pushing more products through the UK
operation is one aspect of the growth strategy, then
increasing exports is the other, with the SMC towers
and its international dealers playing an especially
important role.
“The longer term plan is to make the business
grow at least three times by 2015. I think it’s doable,
with exports being 50% of the whole”, he says.
“The Hilta and SMC products are well suited to
developing economies. And if you go to distribution
with a bigger selection of products, it makes you
more interesting.”
ArcGen is now selling towers to customers in
Australia, South Africa, Mozambique and the
Netherlands, among others. PremiAir Services in
Australia, which has a fleet of 195 SMC towers, is
“a cornerstone customer to us” says Mr Hodgkins,
“they are very important.”
He says he will be disappointed if exports don’t
reach a quarter of sales in 2011, up from just 5%
in 2010.
Not all the ArcGen product range will be available
for sale outside the UK and Ireland. ArcGen can sell
the Denyo generators in the UK and Ireland only,
and it is the same situation with the BBA pumps and
the Addco message boards. For the ArcGen welders
(supplied by Denyo), it needs to seek permission
from Denyo for exports.
That means the export focus will be on the SMC
lighting towers, TW pressure washers and Hilta
pumps. There may also be further acquisitions
in related sectors, but these are unlikely to be
“transformative”, says Mr Hodgkins.
Strong views
If all of the above paint a picture of a back-office
manager more interested in deal-making than
products, then that would be quite wrong. He talks
knowledgeably and enthusiastically about machines
– a reflection of his wide and almost constant
travelling to trade shows and customers - and has
very strong views about how the SMC business and
its products should develop.
“I want SMC to be in quality products”, he says,
in line with the Denyo gensets and ArcGen branded
welder units, which have very good reputations for
quality.
His primary aim is to create lighting towers that
IRN 01- 11 Interview.indd 32
20/01/2011 11:39:38
33
INTERVIEW
Denyo expands ultra
silent genset range
ArcGen markets this Vertitower lighting tower supplied by US
manufacturer Allmand. It also now has its own range of lighting
towers through its acquisition of SMC.
share some of the long-wearing characteristics
of the Japanese products. “I want the towers to
last a long time, and for them to be capable of
remanufacturing, and to be 95% recycled. We’re
not there yet – we are there with the Denyo – they
will last for 20 years. I’d like to have lighting towers
lasting for 10-12 years and not the current 5-7 years.
“If you are serious about environmental impact,
then that is the only way to go. The products might
be more expensive on day one, but look at the whole
life costs.”
He thinks a degree of scepticism is required when
talking about the demands of rental companies
for environmentally friendly products; “Does the
rental industry really buy the most environmentally
friendly machine, or does it buy the one that is
cheaper that says it is environmental?”
The new, more durable versions of the SMC lighting
towers could be available later this year.
Also planned is a range of specialty gensets under
the SMC brand. SMC previously sold Spanish-built
Himoinsa gensets, but Mr Hodgkins says his plan is
for SMC to develop a new range of its own niche sets,
in a couple of year’s time.
Denyo Europe BV is to extend its range of ultra silent gensets this year with the launch of a 100 kVA unit to
add to the 20 and 37 kVA units already available.
Yosuke Matsumoto, general manager of sales for Denyo Europe, told IRN that Denyo was “targeting a
sound level around 85 LWA dB for the 100 kVA unit, and we’re confident that we can achieve that.”
The very low sound level - output is even lower at 80 and 82 LWA respectively for the 20 and 37 kVA
models - is achieved by fitting an extra cooling fan driven by the alternator. This double fan arrangement
allows Denyo to use a thick sound proofed canopy without overheating the engine.
Although more expensive than standard units - there is a price premium of around 30% - the lower noise
is an enormous benefit for contractors working on city centre sites or for use at outdoor events. The
100 kVA unit is currently being developed in Japan and will use an Isuzu engine.
Denyo has a long history of selling generators in Europe. It has been selling welder units to its UK dealer
ArcGen for around 30 years and for a decade up to 1995 was producing gensets for Atlas Copco. It now sells
through its own European subsidiary and via distributors, including ArcGen Hilta.
Mr Matsumoto says Denyo generators, although at a premium price, offer unique benefits, including a
10 year working life with good residual value, and technical benefits related to the use of Denyo’s own
alternator.
Its alternators have three patented features: open delta windings protect the windings when the genset is
only partially used with a three phase supply; a skewed winding arrangement in the armature core creates
a very stable voltage; and the use of damper windings ensures the genset achieves its full rated output.
A Denyo ultra
silent genset.
ArcGen is best known in the UK for its welding products,
which are supplied by Denyo of Japan but badged ArcGen.
It also sells Denyo gensets under the Denyo name.
More immediately, ArcGen will have a new Denyo
ultra-quiet genset to market later this year (see box
story above) and an electrically powered welding
unit, the first non-diesel driven welder from the
company (and not made by Denyo).
The key thing, he says, is that Morris & Co is in
the business for the long term, and that doesn’t
mean 10 years. “We have a philosophy of holding
on to companies for a very long time indeed - 50
years is the average”, he says, “We take long term
IRN
decisions”.
IRN 01- 11 Interview.indd 33
20/01/2011 11:39:56
International Rental Exhibition 2011
2011
The major event for the
international rental industry
7
-9JUNE
Amsterdam RAI centre
■ EXHIBITION
■ ERA CONVENTION
■ RENTAL AWARDS DINNER
In ofÀcial cooperation with:
EUROPEAN
RE N T A L
ASSOCIATION
www.ireshow.com
IRE full page Advert.indd 1
19/01/2011 16:48:17
35
ERA NEWS
NEWS
The European Rental Association (ERA) explains the
organisation for the ERA convention, IRE exhibition and
Rental Awards events in Amsterdam this June.
Three events
under one roof
IRE Exhibition
ERA Convention
European Rental Awards
The International Rental Exhibition (IRE) is a major
international event for the rental industry. Along
with the exhibition itself, the event also includes the
European Rental Association’s annual conference
and the prestigious European Rental Awards. The
combination of these three events makes IRE a truly
world class event.
IRE 2011 will be a held at a time when the industry is
emerging from two years of deep recession. With fleet
sizes down and equipment ageing, IRE 2011 comes at
the start of what should be a renewal cycle for the
equipment fleets of the rental companies.
This is the second International Rental Exhibition,
the first was in 2008, and it will be held at the RAI
Exhibition and Convention Centre in Amsterdam on
June 7, 8 and 9, 2011 and is once again organised in
close co-operation between ERA, IRN and exhibitions
organiser Industrial Promotions International (IPI).
ERA Members exhibiting at IRE, including our
associate members, will benefit from a preferential
rate on exhibiting space booked at the show. For more
information, visit the IRE (www.IREshow.com), or take
a look at the IRE brochure (which can be downloaded
from the ‘Events’ page at www.erarental.org).
The ERA Convention will take place alongside the
IRE show under the theme ‘Growth again!’
The programme will feature presentations
by experts on the construction and the rental
industries as well as the last trends in the rental
industry both in Europe and North America.
Besides the report on the work and deliverables
from the committees, a series of roundtables will
develop further on critical issues, including:
Entries for the European Rental Awards 2011 can be
submitted until 18 February 2011. There will be eight
award categories this year:
■ Rental Company of the Year
(turnover over €15 million)
■ Rental Company of the Year
(turnover less than €15 million)
■ Product of the Year
■ Manufacturer of the Year
■ Promotional Rental Campaign of the Year
■ Rental Safety Award
■ Rental Information Technology Award
■ Rental Person of the Year
CONTACT ERA:
European Rental Association (ERA)
Avenue Jules Bordet 142
B-1140 Brussels
Belgium
Tel: + 32 2 761 1604
Fax: + 32 2 761 1699
www.erarental.org
E-MAIL:
Secretariat-Administration:
[email protected]
Secretary General:
[email protected]
■ Product roundtable: this year it will focus on
scaffolding
■ Equipment manufacturers and the challenges of
production and delivery schedules
■ Equipment end of life strategies
■ IT hardware/software and their impact on rental
management
■ Influence of Social Networks on the industry
■ Finance: investment analysts’ view of the rental
industry
■ Position, strengths and weaknesses of small
rental companies
Registration to the event opened in January
2011. It is expected that as in 2008 around 350
representatives from rental companies, national
rental associations and suppliers to our industry
will attend. The European Rental Awards dinner will
take place in the evening of 8 June.
Any company interested in organising a meeting
at the IRE Show should contact the ERA Secretariat
(e-mail: [email protected]).
The judging panel of the 2011 Awards will be
composed of:
■ Gérard Déprez, President, European Rental
Association
■ Vesa Koivula, President and CEO, Cramo
■ Hendrik Jan Molenaar, CEO, Workx
■ Paul Burger, Board Director, Hitachi
Construction Machinery Europe
■ Murray Pollok, Editor, International
Rental News
Sponsorship opportunities are available for the
European Rental Awards dinner, which will take
place in the evening of 8 June 2011 at the Okura
Hotel in Amsterdam. The dinner, organised by
the ERA and International Rental News, with over
350 expected participants representing the rental
industry from all over Europe and suppliers to
industry, will be one of the highlights of the ERA
Convention.
The brochure outlining these opportunities
is available to download from www.khl.com/
rentalawards. Orders and questions on sponsorship
should be addressed to Guy Harris at KHL Group at
e-mail: [email protected].
■ Information on the awards is available at:
Over 300 guests are expected for the European Rental Awards
ceremony on 8 June, during the ERA Convention and IRE exhibition.
IRN 01-11 ERA.indd 35
20/01/2011 11:40:36
ww
w.
in
Re
rm gis
at ter
-m n
id ow
dl
ee
as
t.c
o
te
m
The international exhibition for machinery, materials
& equipment for construction & infrastructure
28 March 2011
30 Abu Dhabi, UAE
TH
Major Sectors:
Q Earthmoving
Q Components, Equipment
& Accessories
Q Lifting & Handling
Q Drilling & Boring
Q Mining and Quarrying
Q Engineering & Services
Q Roads
Q Ports & Airports
Over 150 of the worlds’ leading companies exhibiting
Your sales contacts:
Q Abu Dhabi - Mihaela VINCENT
[email protected]
Tel.: + 971 4 335 6533
CO-LOCATED WITH
Q United Kingdon - Bryna BLACK
Promosalons UK Ltd.
[email protected]
Tel : +44 (0)20 8216 3100
19/01/2011 16:21:28
37
right time for a rental
company to get involved
with RFID? Yes, argues
Andrew Davies, managing
director of 4hSolutions,
who says that payback on
RFID
or not?
MANAGEMENT
Is a recession the
RFID investments can be
12 to 18 months or less,
as long as implementation
is done carefully.
N
ow more than ever, rental companies are
under pressure to reduce costs and increase
margins. But as well as going through the
obvious cost-cutting exercises of reducing payroll
and eliminating discretionary spending, the smart
rental companies are taking a fresh approach and
realising that by taking control of the assets they
have, there are significant cost savings to be made.
Using a combination of the latest technologies RFID (Radio Frequency Identification), GPS, mobile
computing and web-based applications - presents
the opportunity for rental companies to track
assets anywhere in real time, prevent losses and
theft, deploy rental equipment more effectively and
invoice customers more accurately. And in a highly
competitive industry where margins can be tight, it
could make all the difference.
Let’s explore in more detail how, implemented
properly, RFID based asset management can meet
the needs of today’s cost-conscious rental industry.
Where are we now?
RFID technology has been around for many years
with the automotive and defense industries quietly
and successfully using RFID over the last decade to
track and manage their assets. However, the real
buzz around the mainstream use of RFID technology
began in 2003 when Wal-Mart, the world’s largest
retailer, mandated the use of RFID for their top
100 suppliers. This created intense media interest
in RFID because it was Wal-Mart who had also
pioneered the global use of barcodes back in the
early 1980s.
THE AUTHOR: Andrew Davies
is managing director
of 4hSolutions, a UK
company specialising
in RFID and tracking
systems. It is based in
Leicestershire and has
representatives in North
America and South Africa.
E-mail: [email protected]
Tel: +44 (0)116 216 5000
Web: www.4hSolutions.com
Scanning of an encased tag on a crane.
Following the Wal-Mart mandate, much expectation
was placed on the shoulders of RFID technology
and subsequently a lot of money was spent based
largely on hype. Compounded by the fact that at
this point RFID was an unproven technology in most
industries, it was bound to trip up.
The automotive industry took the right approach.
Slowly introducing RFID technology to tag and
track the expensive, reusable containers used in its
supply chain. Seeing significant payback, the key
players within the industry expanded the program
to track automotive parts along the assembly line.
growth within new industries and in specific
applications such as equipment rental because
value-add resellers have built solutions around the
technology, offering a complete solution or service
rather than just a piece of technology.
For example, in the case of my own company,
4hSolutions, we offer our Assettagz RFID-based
solution integrated with the COINS construction
management software to maintain, track and get
visibility of tagged assets.
Slow to adopt,
but gaining acceptance
■ Assets are tagged using a range of RFID tags
including weld-on, adhesive and key fob style.
■ Tagged assets are scanned and instantly
identified using a handheld device. Inspection
results and On/Off Hire transactions can be
captured in real-time.
■ The handheld device synchronises with a Web
hosted database. Data is immediately updated
and available via the Internet to authorised
people.
RFID was seen as expensive in the early days, which
clearly hindered its acceptance. The technology
has come on in leaps and bounds; tags now work
reliably around metal and the varying footprint
and robustness of the latest RFID tags means they
lend themselves to be hidden in and attached to
equipment that was never possible before.
Moreover, RFID is gaining acceptance and
RFID asset management –
how it works
¬
IRN 01 11 Rental Managment.indd 37
20/01/2011 11:41:19
MANAGEMENT
38
“The audit trail that our RFID solution provides
has encouraged staff to act responsibly and with
accountability, and has significantly contributed to the
50% reduction in the number of lost or stolen assets we
have seen in the first 12 months.”
Matthew Preston, Byrne Group
Benefits of RFID for rental
A REDUCTION IN COSTS
■ Fewer lost assets – RFID allows users to track
all asset movements and get total visibility of
their assets. Since all transactions are recorded
in an event log and delivery notes are generated
electronically there is a complete audit trail.
“The audit trail that our RFID solution provides
has encouraged staff to act responsibly and with
accountability, and has significantly contributed
to the 50% reduction in the number of lost or
stolen assets we have seen in the first 12 months.”
Matthew Preston, Byrne Group
■ Fewer re-hires - optimising on-hire rates
for existing equipment reduces the need for
re-hires from external companies.
■ Lower administration costs - automation of
processes reduces headcount and logistics
resources.
■ Fewer errors - eliminating the manual entry
or re-keying of data removes the risk of human
error that can cause delays, lost revenue and
adversely affect customer service.
INCREASED EFFICIENCY
■ Accurate, real-time data – the accuracy and
speed at which the data is recorded means that
there is no issue with manually maintained, out
of date inventory.
■ Improved utilisation – tracking all On/Off Hire
transactions in real time ensures equipment use
is maximised.
■ Better decision making – access to accurate
asset utlilisation rates, maintenance records
and service history improves procurement
decisions on asset inventory and new purchases.
In some cases customers have been able to
make significant reductions in their inventory
without impacting on their ability to meet
contractual requirements.
■ Eases inventory management – with
automation comes the ability to track and
manage individual items, ensuring that
demand can always be satisfied without excess
expenditure. Even stock-taking is quicker as it
can be completely paperless.
IMPROVED CUSTOMER SERVICE
■ Quality and speed of requisitions - improving
the speed and accuracy of requisitions to and
from customer sites improves customer service
and reduces costs.
■ End customer visibility – giving customers
visibility of requisitions and delivery timescales
improves customer service and can give you a
competitive differential over your rivals.
■ Accurate billing - RFID technology
keeps track of On/Off-hires in real time
so you can be sure billing is accurate.
Accuracy in billing reduces friction between
the rental company and the customer. RFID
enables companies to keep track of the entire
hire process transparently so there are no
surprises or disputes at the end of the project.
REGULATORY COMPLIANCE
■ Inspection safety - tracking maintenance
schedules and carrying out inspections of rental
equipment in the field ensures only equipment
that is safe (i.e. has been inspected and passed)
can be issued for hire.
■ End to end audit trail - having an audit trail
for the issue and return of tools and for the
inspection, maintenance and hire history of the
asset aids Health & Safety compliance.
RFID vs barcode
Asset management is compatible with both Radio
Frequency Identification (RFID) and barcode
technology. However, careful thought and
consideration should be applied when deciding on
the correct tagging option for your environment
and business application.
Manually locating and scanning bar codes that
can also be easily damaged and tampered with can
prove costly and time consuming.
In addition to being more durable, RFID tags are
also reusable, making them a reliable and cost
effective solution. For higher value, critical assets
that require tracking, tracing, authentication and
security, RFID tagging is a far more robust and
reliable option.
Two examples of hand held readers, one from Motorola and the
other from Psion.
ADVANTAGES OF RFID TAGS OVER BARCODES:
■ Robustness - RFID tags are much more robust
and can withstand harsher environments than
barcodes, operating in temperatures ranging
from -25° C to 70° C.
■ Size – RFID tags range in size from a postage
stamp to a book. The aspect ratio of an RFID
tag’s length versus width is very flexible and not
a significant factor for the Reader. Barcodes are
larger than the smallest tag and very sensitive
to the aspect ratio for scanning.
■ Readability - RFID tags offer a range from
centimetres to hundreds of metres and can be
read through many materials including dirt,
paint, grease, snow and even metals. In addition
they do not require direct line of sight, unlike
barcodes. Some RFID tags also have an anti-
20/01/2011 11:42:25
39
MANAGEMENT
Clockwise from top left: coin tag with hole, Keyfob tags, Intrinsically safe tags, Glass tags, Plastic credit card tags, Stick-on tag.
■ Automatic updates – certain RFID tags can have
on-board memory that can store information,
such as calibration history and preventive
maintenance data, and updates can be made
automatically without human intervention. Once
a barcode is printed it remains static.
■ Traceability - The combination of a unique
identification code, user data, serial number and
on-board memory makes it possible to track,
recall, or document the lifecycle of a single
item. Barcodes are limited to an entire class of
products and unable to drill down to a unique
item.
Is RFID right for
my business?
RFID tags can store
data relating to health
and safety inspections.
collision feature, meaning multiple tags can be
read simultaneously in one area.
■ Resilience - RFID tags can be embedded in
protective material for an indestructible case
(epoxy resin, weld-on) and are therefore much
less prone to damage and tampering.
■ Fraud – RFID tags are produced with a unique
identity code or serial number from the
manufacturer. This is embedded digitally on the
microchip and cannot be changed, making them
extremely resistant to fraud. Barcodes can easily
be duplicated and therefore, counterfeited.
■ Reusability - RFID tags can have a much longer
shelf-life than barcodes and can be used over
and over again. Barcodes are not reusable and
are subject to degradation with handling and
age.
Rental companies, along with the rest of us, are
still suffering in the current financial climate and
any investment in IT will clearly be scrutinised very
closely for payback potential and cost savings. It is
no wonder that they are skeptical about investment
in what is seen as ‘new’ technology at this time.
Questions that need to be asked when balancing
the spend on RFID are:
■ Do you know where each and every one of your
assets is?
■ Is every asset being used to its maximum
capacity?
■ Is the turnaround for hire as quick as it can be?
■ Do you know which contract the asset is on and
at what point it is returned in real-time?
■ How much administration and paperwork can be
removed from the process by using automation?
■ Do you know the real-cost of maintaining your
assets?
■ Is the asset safe for hiring?
These costly issues and processes can be reduced
or even eliminated through automation.
RFID must be applied in a balanced way that takes
into consideration a company’s objectives, without
being carried away by the hype of RFID. Here are
two key company-wide considerations that will
determine success:
Consider your key business indicators: Look at the
overall business, the rental industry at large and
existing technology options. RFID offers significant
potential benefits, but you must consider the entire
picture of your organisation in order to see the
greatest benefit.
Consider your business processes: RFID is not an
IT issue. It is a company-wide opportunity. Business
processes will and should shift. Automation will
and should occur. People’s responsibilities and
knowledge must change. New methods of analysis
may be employed and new data may even shift
the way that your company measures success.
Capitalising on RFID investment requires a shift in
thinking, and making (albeit) simple changes to the
way things are done today.
RFID – who could
benefit the most?
The applications where RFID is the best choice are
critical assets that require tracking, maintenance,
authentication and security. Items where
‘line of sight’ scanning isn’t possible are ideal
candidates for RFID. And anyone operating in harsh
environments such as construction, equipment
rental or rail locations can reap the benefits of
durability and robustness.
Further advantages can be experienced from
electronic documentation that is instantly available
via the Internet. In addition, the health and safety
benefits of a fully automated and transparent
system can be significant to both the hire company
and its customers.
Conclusion
Start small - use RFID tags in one area first and
start the culture change of using handhelds instead
of paper. Track, measure and document benefits
and roll out to other areas of your business step
by step.
Depending on the size and requirement, different
companies will reap different benefits from RFID.
For some, reducing theft and losses and making
an immediate impact to the bottom line will be the
key drivers.
For others, having access to key information
to aid better management decision will be the
driving force. Ultimately though, it all equates to
significant cost savings, and in a highly competitive
industry where margins can be tight, it could make
all the difference.
Implementing RFID-based asset management is
challenging and requires both creative vision and
careful execution. But nothing worthwhile - in life
or in business - is without its challenges. And, when
properly approached, that little RFID tag just might
be a catalyst that takes your company into a state
IRN
of profitable bliss.
20/01/2011 11:41:52
THE LEARNING
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© 2010 Association of Equipment Manufacturers
19/01/2011 16:22:37
41
HIRE SHOW
Executive class
IRN
N looks at what will be on show at this year’s Executive
Hire Show (EHS), taking place on 9-10 February
at the Ricoh Arena in Coventry, UK.
T
he demise of the UK’s SED show, originally
scheduled for mid-May 2011, means that the
Executive Hire Show (EHS) becomes the only
UK national construction equipment show this year.
Although of a much smaller scale that SED, EHS has
the benefit of being targeted squarely at the rental
sector – all of the exhibitors will have something to
show of relevance to rental companies. And despite
the smaller size, it is managing to attract some good
names, with new exhibitors this year including Volvo,
Bomag and Niftylift.
Organisers say the event is now fully booked,
having attracted 116 exhibitors (as of 17 January)
including 35 debutants.
Robert Aplin, director of the show, says; “A
particular attraction for all hirers in February will
be the increasing number of plant manufacturers
and suppliers at the Show. Over its short life to
date, the show has mirrored the real world of hire
as companies have stopped hiring ‘commodity’
products and turned to powered machines that offer
a better rate of return.”
Volvo will showcase its new EC15C and EC20C miniexcavators. Volvo’s marketing services manager,
Mark Gunns, said, “We decided to try the Executive
Hire Show to promote our new compact excavator
range, which would suit the bigger end of the
hire market, also to show our DD14S double drum
compactor asphalt roller.”
Bomag promises a ‘world premiere’ at the show and
will also exhibit its BVP 10/36 single direction plate,
the new BT 60/4 Honda engine tamper and the BMP
8500 articulated trench compactor.
Niftylift will be launching its HR (Height Rider) 21
Hybrid self-propelled unit with a working height of
21 m. The Hybrid power pack allows the selection of
electric-only or hybrid power during operation.
Also new to the show is Shindaiwa Ltd, the company
formed by former Arc-Gen salesman Andy Munford
and two business partners to market Japanese-built
welder generators throughout Europe.
Japan’s Shindaiwa already sells its outdoor
power and landscaping equipment in Europe but
Wolverhampton-based Shindaiwa Ltd will introduce in
Europe three of its welder generators.
Mr Munford’s partners in the new company are
Keith Lucas, who created Shindaiwa Australia eight
years ago, and Mark Stansfield. Shindaiwa Ltd will be
Show details
WHAT:
Executive Hire Show (EHS)
This new remote
controlled, 500 kg
capacity mini-dumper will
be launched by Shannon
Plant South West.
WHEN:
9-10 February, 2011
WHERE:
Ricoh Arena, Coventry, UK
WEB:
www.executivehireshow.com
New company Shindaiwa
Ltd will show a selection
of Japanese built welder
generators.
Doosan Infracore Construction Equipment will display Bobcat
excavators, skid steers and attachments; Doosan Portable Power
compressors and lighting towers; and Doosan breakers and other
attachments. Prominent will be the Bobcat micro- and miniexcavator range from 1-2 t, comprising the E08, E10 (pictured),
E14 and E16.
competing directly with Arc-Gen, which sells Denyo
welder generators in the UK and Ireland under the
Arc-Gen brand.
The product range will cover three models with
welding outputs of 165, 200 and 300 A. Shindaiwa
claims they are the quietest, most reliable and
powerful units on the market.
Site dumper
Also new will be what is described as the UK’s first
ever production remote control site dumper, the
Shannon Solo, developed and launched by two
directors at Shannon Plant South West, Stuart Selway
and Ryan Symes.
The Shannon Solo dumper is able to operate
remotely up to a distance of 100 m without an
operator close to it. Stuart Selway says the Shannon
Solo can really help on sites with a gradient or where
there is a risk to the person operating the dumper;
“Because the Shannon Solo is operated by a remote
control, it is safe to be used in hazardous areas,
considerably reducing the number of times a person
is exposed to the danger.”
The dumper can lift up to 500 kg and is powered
by a 16 hp Briggs and Stratton Vanguard engine.
Attachments such as remote mower, sprayer,
Stihl will exhibit its new cut-off saw with electronic water control.
The TS 410 A cut-off saw makes water available at the simple push
of a switch. The saw is one of those selected to appear in the
Executive Hire Show’s Innovation Zone, competing for the EHS
Innovation Award.
post rammer and
dozer blade will
be launched in the
spring of this year.
JCB, meanwhile, will
unveil a new range of compaction
plates designed to reduce Hand A r m
Vibration levels while retaining their performance.
Available from March, the three new models – the
FP1030, FP1540 and FP1550 – feature 300 mm, 400mm
and 500mm wide base plates, respectively. The
smallest delivers a compaction force of 10kN while
the larger two models deliver 15kN.
New exhibitor Codegate will be showing Plant
Track, a mobile solution for tracking and recording
plant hire deliveries.
Also showing new machines will be Zarges, storage
tank manufacturers Turners Fabrications, and
grinding, cutting and drilling specialist Tyrolit UK.
Other new exhibitors to look out for include Garic,
Thermoil Europe, TT Pumps, Turners Fabrications, Vac
Ex, Border Barrier Systems, CBL, Arco Ltd, Endress
Elektrogeratebau GmbH and Armogard Security
IRN
Products.
The Takeuchi ultra
swing TB128FR
mini-excavator
gets its first UK
showing at the
Executive Hire
Show. It weighs
3360 kg and
has very short
tail radius and
minimal front
swing radius.
IRN 01-11 Exec Hire Show Guide.indd 41
20/01/2011 11:43:25
BAUMA CHINA
42
Equipment buyers from all
over Asia, the Middle East
and Latin America were in
Shanghai in late November
for the bauma China
exhibition. Murray Pollok was
there and reports on
an exciting show.
Haulotte aims to double production of aerial platforms in 2011
from its new Changzhou facility in China, which has been operating
for little over a year. The company is making the Optimum 8
scissors and will soon also be producing the Compact 10 and 12
scissors at the plant. Alexandre Saubot, Haulotte chief operating
officer, said mid-sized booms were the first likely non-scissor
products to be produced in China and that “long term we want
much of the range to be built in Asia – and in every region of
the world”.
Dingli showed 44 aerial platforms at bauma China, including rough
terrain scissors and large telescopic booms.
Shanghai
S
ometimes an exhibition succeeds in capturing
the times. That was the case at bauma china
last November, where there was a level of
visitors, business activity and general excitement
that perfectly illustrated the current gulf between
the developing and developed markets for
construction equipment.
More than 150000 visitors attended the show,
33% higher than in 2008. Visitors came from over
165 countries, with the top ten - excluding China being Korea, India, Japan, Russia, Malaysia, Brazil,
Singapore, Thailand, Indonesia and Australia (in that
order).
The pace of development among Chinese
manufacturers was evident everywhere at the
showground in Shanghai’s Pudong district – not
least at the Sany stand where a 2000 t crawler crane
took pride of place. Such a machine would have
been nothing but a dream for a local manufacturer
10 years ago.
The access equipment sector is a perfect example.
There were more than 21 Chinese manufacturers of
booms, scissors, truck mounted platforms, mast
climbing work platforms and hoists at bauma China,
in addition to western players like JLG, Terex,
Haulotte, Skyjack, Snorkel and Manitou.
If the established manufacturers have been
busy establishing manufacturing plants in China
(Snorkel, Terex, JLG, Haulotte, Aichi), the Chinese
suppliers have been hard at work developing their
product ranges and targeting export markets. For
many at bauma China – including Dingli, Sinoboom,
JingCheng and GJJ – it was Brazil, India and the
Middle East that were engaging their attentions.
Star of the show had to be Dingli, which made an
enormous impact with 44 (yes, 44) aerial platforms
GJJ showed its first ever inclined mast climbing platform at
bauma China.
on its stand. It already has subsidiaries in Australia
and Singapore and said it will this year sell over
2000 machines to export markets including Brazil,
Russia, Australia and Turkey.
Mr Xu Shugen, Dingli’s chief executive officer,
told IRN that Dingli was now looking at opening
offices in developing areas including India, Pakistan
and Brazil. Earlier this year it established Dingli
Australia and has now sold around 400 scissors and
small platforms to Australia.
Product development
The company is best known for its small platforms
– and for previously supplying platforms for Snorkel
– but in the last year it has expanded its range to
include telescopic booms up to 42 m and rough
terrain scissors up to 18 m working height. It says all
its machines are CE marked for Europe.
Mr Xu says his OEM manufacturing days are over;
“Now we want to promote the Dingli brand”, he told
IRN.
Sinoboom, one of several Chinese access
manufacturers based in Changsha, said it will open
subsidiaries in Australia and Brazil in the first half
of 2011. It already has a Singapore office.
Susan Xu, Sinoboom’s general manager, said
the company had supplied around 20 machines
to Brazil; “It is a small start, but in the future the
IRN 01 11 Bauma China Report.indd 42
20/01/2011 11:44:42
43
BAUMA CHINA
showcase
Over 150000 visitors attended the bauma China exhibition in
Shanghai last November. That’s a record high and 33% more than
the previous show in 2008.
quantity will be higher. The market there is very
good.” Around 35-40% of sales were exported this
year but the company thinks that will increase to
50% in 2011.
Sinoboom also plans to sell to Europe and North
America. It will aim to establish either a subsidiary
or appoint dealers in Europe before the end of 2011,
with any move into North America following in 2012.
Mrs Xu said export sales would represent half of its
business in 2011.
The company’s currently has a 10000 m 2
production facility, but is about to start construction
of a new factory in Changsha. This will initially be a
66000 m2 plant, but Sinoboom said it will be further
expanded in two stages to reach a production area
of 180000 m2 by 2015.
Sinoboom is another Chinese manufacture that is
fast-developing its product range. At bauma China
is showed a new 41.6 m platform height telescopic
boom and an electric 15 m articulated boom. The
41.6 m model has been developed for the massive
shipyard market in China, although the first
customer is actually a big state-owned Chinese
contractor, China CMIIC Engineering & Construction
One of Shantui’s larger bulldozers on show at bauma China. The
company has now launched its first hydraulic model for export
markets.
Corp (CMIIIC), which is using it in Asia.
Mrs Xu said the company plans to launch
telehandlers next year, probably 18 m models with
3 t and 5 t capacities, and also widen its range of
articulating self-propelled booms.
Chinese hoist and mast climbing work platform
manufacturers are also looking outwards. GJJ,
for example, is to establish an assembly facility in
Dubai for hoists and tower cranes by the middle of
this year. The facility will also be used as a regional
base for sales and rental activities.
The company has a Middle East rental fleet
numbering between 50 and 60 hoists and tower
cranes, but aims to increase that in tandem with
establishing the assembly operation. The Dubai
facility will also act as a regional sales office and
provide aftermarket support.
The new Dubai plant is part of a global expansion
strategy under which GJJ hopes to increase its
sales to RMB 10 billion (US$1.5 billion) within three
years, with the majority of sales coming from the
Chinese market.
JLG Industries hopes to be producing most of its aerial platform
range at its new Tianjin plant in China within 18 months and is
optimistic about the growth of demand in the country. Andrew
Satterley (pictured left), who was appointed JLG’s vice president
- sales, marketing and customer support for Asia Pacific in March
last year, told IRN at the bauma China exhibition that he expected
China to become “a fully fledged, serious market within two
years”.
Incrased capacity
Mr Wang Hua Long, president of GJJ, told IRN that
the company needed to dramatically increase its
production capacity to meet the growing demand
for both tower cranes and hoists.
It will double the capacity of its three existing
facilities in China and is building a new factory in
Tianjin, to be completed by September 2011, that
will further double the total production capacity of
tower cranes and hoists.
The company’s 10 year strategy is to establish
further regional facilities and target sales in
markets including South Africa, North Africa, India,
Brazil, Russia and South East Asia. Mr Wang said its
Brazilian dealer, Grupo Orguel, had recently ordered
100 GJJ hoists. Orguel has around 10 subsidiary
companies, including two rental firms, Mecan and
Loguel.
Outside of the access sector there was plenty
of evidence of investment in the Chinese market.
For example, at the show Hitachi said it will invest
JPY 10 billion (€90 million) over the next three years
to expand its Chinese operation. The investment
will be used to boost annual excavator production
capacity in the country from 20000 to 30000 units,
as well as to open four parts and service locations
and strengthen its dealership network in the
country.
Mr Akihiko Hiraoka, the recently appointed
managing director of Hitachi’s Chinese business,
Hitachi Construction Machinery (Shanghai), told
IRN that he was confident of continued growth
in demand for excavators in China. “China
government development initiatives are very
concrete and detailed. At least another five years of
infrastructure development is required.”
He said Hitachi had forecast that sales of
excavators in China by foreign manufacturers
would reach 76000 units this year, but that the
actual figure was closer to 100000. He forecast that
Hitachi’s excavator sales would grow by around 15%
in 2011.
Chinese manufacturer Sinoboom showed a new 41.6 m platform
height telescopic boom and this electric 15 m articulated boom
at bauma china.
20/01/2011 11:45:20
BAUMA CHINA
44
Meanwhile, Chinese manufacturer Shantui wants
to assemble bulldozers and road equipment in
India and Brazil before the end of 2011 as part of its
export drive.
Mr Zhang Xiuwen, chairman of Shantui, one of the
largest and fastest growing Chinese manufacturers,
told IRN at bauma China that the company was
currently looking for the right sites in the two
countries.
Mr Zhang said Shantui could meet the demand from
developing markets in Brazil, India and Russia from
its existing Chinese factories, but local assembly
capacity would make it much easier to meet the
needs of customers.
Up to now the company has relied on ‘trading’
to sell machines to export markets, but the next
phase of the export push is to establish local sales
subsidiaries and manufacturing facilities. Exports
currently account for around 20% of sales.
Shantui also wants to sell to markets in North
America and western Europe, and has just developed
a hydraulic bulldozer that is targeted at these and
other markets. That model, the SD10YE, was launched
at bauma China and is a 74 kW, 9.1 t machine.
Ten years of growth?
Mr Zhang said investment in domestic production
capacity would also continue to meet growing
demand from China. He said there would be
“continued growth for the next five to ten years.
The country is stable and the government policy [on
infrastructure investment] is consistent. The demand
for equipment is still very strong.”
“The difference in development between the
A LiuGong backhoe loader being demonstrated at bauma china.
The company has recently announced the opening of three new
subsidiary companies in Singapore, Johannesburg and Dubai.
The new subsidiaries are a continuation of the steady expansion
LiuGong has undertaken for the past five years. The most recent,
the opening of a European subsidiary office, was announced at
bauma 2010 in Munich. Each of the new subsidiaries will house the
sales and marketing functions, engineering, logistics, importing,
dealer support and parts depots.
east and the west is huge, so there are very big
opportunities still in the west of china.”
Your next big chance to see Chinese suppliers in
force will be the 2011 BICES show, taking place in
Beijing on 18-21 October, 2011. Bauma China returns in
IRN
November 2012.
No shortage of visitors
on Sany’s indoor stand,
or anywhere else...
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20/01/2011 11:49:04
45
from the world’s rental industry
■ A Volvo dealer in XinJiang province
has established the first Volvo Rents
business in China.
Dealer Xinjiang XinWu (XJXW) in
partnership with a local state-owned
contractor, has established an initial
rental fleet of 17 units, which are all
large machines, including 36 and 40 t
excavators and 220 t wheeled loaders.
The rental business will be targeting
work in mining and infrastructure.
Lawrence Luo, president of Volvo
in China, told IRN that the XJXW
operation was a pilot for the Volvo
Rents business in China, and that the
dealer was hoping to reach a fleet size
of around 80 to 100 machines.
Eberhard Wedekind (above right),
president of Volvo’s Asian region,
told IRN that there would be more
Volvo Rents operations opening in
China. He said Volvo was adopting a
flexible approach to development,
but was looking for “strong partners
in attractive market areas. We have a
master plan, and quite a lot of things
will happen in China next year [2011].”
Elsewhere in Asia Volvo now has
Volvo Rents operations in India, the
Philippines, Thailand and Indonesia.
Nine of Volvo’s 11 Indian dealers are
operating Volvo Rents businesses.
■ At Terex Corporation, Thomas
Riordan, president and chief operating
officer, has resigned, effective 31
January. Mr Riordan’s position will
remain unfilled in the near term and his
responsibilities will be assumed by Ron
DeFeo, Terex’s chairman and CEO.
Also leaving Terex is Richard
Nichols, Terex Cranes president, who
will leave Terex at the beginning of
February 2011. M Nichols’ replacement
is Kevin Bradley, who moves from
Terex Financial Services where he has
been president since he joined Terex
in 2005.
BM Location
appoints new
president
Norway’s Nanset
becomes Nasta
Hitachi’s long-standing Norwegian dealer Nanset Standard has changed its
name to Nasta and moved to new headquarters.
Tom Johansen, Nasta’s managing director (pictured below), said the new
name would modernise the company; “When Nanset Standard was named in
1929, Nanset was chosen because it was the place where Søren Røed started the
company as a fuel station, and Standard referred to the fuel product.
“Standard had already been consigned to history, as people began calling us
simply Nanset around 15 years ago,” said Mr Johansen. “As January also sees us
move our headquarters from the Nanset area to new facilities at Bommestad,
just outside Larvik, it was clearly the ideal time to update our name and logo.”
Nasta achieved sales of approximately €65 million last year, making it one of
the four largest importers of construction machinery in Norway. It is one of the
country’s oldest suppliers of construction equipment, having been founded in
1929. It now employs 102 people and has sold Hitachi machines since 1982.
“We thank Tom Riordan and Rick
Nichols for their dedicated service
and accomplishments at Terex, and
wish them the best in their future
endeavours,” said Mr DeFeo.
Denis Monnoyeur (pictured) has been named president and general manager
of Bergerat Monnoyeur Location (BM Location), the French rental business of
Caterpillar dealer Bergerat Monnoyeur.
He replaces Thierry Robert, who has left BM Location to become general
manager of Eneria, Groupe Monnoyeur's engine and power sales business.
Mr Monnoyeur is a member of the family that owns Groupe Monnoyeur
and one of its executive committee members, where he holds the title chief
executive officer for business to business distribution. He is an experienced
rental manager, being president also of Monnoyeur's €176 million industrial
forklift rental business, Aprolis. He will now run both Aprolis and BM Location.
Mr Robert, who oversaw a period of acquisitions and expansion at BM
Location which saw it report total revenues of €108 million in 2009 and
become one of the largest renters in France, will now be in charge of a bigger
Monnoyeur business, responsible for the sale and service of Caterpillar
engines and generators sets in France , Poland, Romania, Belgium and Algeria.
Groupe Monnoyeur is Caterpillar dealer in France , Poland, Romania, Belgium
and Algeria. In 2009 it had total revenues of €1.31 billion (down from €1.93
billion in 2008). Sales of Caterpillar construction equipment represented
around half of all sales, with Eneria being the second largest business with
sales of €268 million in 2009.
A new BM
Location depot
at Rouen.
■ Rental software company Wynne
Systems has appointed Victor
Grigoraux as business operations
manager for Europe, the Middle East
and Africa (EMEA).
Mr Grigoraux, who will join Wynne’s
European operation headquartered in
Antwerp, Belgium, was most recently
a project manager with Loxam helping
in the implementation of Wynne’s
RentalMan solution.
Before working with Loxam
Mr Grigoraux spent 11 years with
accountancy firm and consultant
Ernst & Young, where he specialised
in project management and ERP
implementation. He has a PhD
in industrial organizations from
Université Paris 1 Panthéon-Sorbonne.
Wynne, based in Irvine, California,
has been strengthening its European
team recently. In November Viviene
Chan joined as business analysis
manager.
■ Offshore rental specialist Coates
Offshore has appointed Connon Craig
as regional business development
FACES & PLACES
People news
manager for its UK and Russian
operations. Mr Craig has a 20 year
career in well services in the oil and
gas sector.
Coates Offshore, based in Aberdeen
UK and a subsidiary of Australian
rental company Coates Hire, said
the appointment was the latest in a
number that will be required as the
business seeks to treble its revenues
in three years.
In another development, Scott
Mackenzie, who was previously
business development manager for
the UK, now takes on the same role
for Middle East and Africa.
Earlier this year Coates Offshore
announced plans to treble revenues
to £50 million over the next three
years through global expansion. Over
the past 18 months it has expanded
into Singapore, Norway, Australia,
Indonesia, Angola and Brazil.
Kieran White, executive director
at Coates Offshore, said, “It’s an
exciting time for Coates Offshore,
we have been successfully operating
in the UKCS (UK Continental Shelf)
for the last 10 years but now is the
time for real growth.” It supplies
air compressors, steam generators,
sand filters and heat exchangers
to major oil and gas operators and
service companies.
IRN 01 11 Faces & Places.indd 45
20/01/2011 11:47:36
On KHL.com this month
Inside
KHL.com
Online news from KHL
S
tories break in the rental
industry every day, and
the place to read them
is www.KHL.com. The site has
regularly updated sections
covering rental, construction,
access, cranes and demolition,
as well as sections dedicated to
new product launches, jobsite
stories, business & finance and
features.
Other highlights
construction europe
barometer
BOOM
U
UP T RN
WN TURN
DO
RE
CESSION
Reading the clock
THE ANGLE OF THE ARROW GIVES AN INDICATION OF THE
point in the cycle the European construction industry is at. In November
both current and future indicators were positive, leading to an indicated
‘boom’ in activity. The length of the arrow shows the strength of the
sentiment.
ce
Access at
bauma China
Australia’s rental
sector starts rebuild
In an online podcast and
photo-spread, Murray
Pollok reports on the
new aerial platforms
on show at the bauma
China exhibition.
www.khl.com/videozone
The devastating
floods in Queensland,
Australia, have had
a big impact on the
rental sector. We
report exclusively on
how Kennards Hire
responded.
www.khl.com/rental
CE Barometer:
seasonal dip
Saltec’s Japanese
mini mast climber
January’s CE
Barometer survey
showed the normal
seasonal slowdown
in current activity.
However, prospects for
the future remained
buoyant.
www.khl.com/cebarometer
Spanish manufacturer
Saltec has developed
a compact, lightweight
mast climbing work
platform for a rental
customer in Japan.
www.khl.com/features
khl rental portfollio
INTERNATIONAL
www.khl.com
rental
INTERNATIONAL
NEWS
rental
Volume 11 Issue 1
THE
rental
BOOK
ERN
N
IRN100
0
110
0
2004-2005
04-20
RENTAL SOFTWARE
p13
Improving your
customer service
p25
EVENTS
IRN100: 2004-2008
Ranking Europe’s
largest rental companies
th
the
he global
gl
g bal equipment
equ
e
uip
ren
ntall d
direct
c
rental
directory
SURVEY
www.khl.com
NEWS
14/12/2010 11:32:54
Ranking the world’s largest
rental companies
COUNTRY REPORT
Rental Awards: get
p11
Brazil’s superhot
rental market
p16
published by
www.ireshow.com
N EW
E WS
S ■ PRO
OD
DU
UC
C TS ■ EV
E V EN TS ■ M
MA
AN
NAGE
AGEM
MEN
EN T ■ IINT
N TER
ER V IIEW
EW S
20/01/2011 11:17:14
Rental Book 2010 Front Cover.indd 1
20/08/2010 13:38:23
www.khl.com/information-store
.com
IRN 01 11 KHL.indd 1
www.khl.com/rentaltracker
RENTAL
www.khl.com/sector/rental/
News from the Rental Sector
ACCESS
www.khl.com/sector/access/
News from the Access Sector
CONSTRUCTION
www.khl.com/sector/construction/
News from the Construction Sector
CRANES & LIFTING
www.khl.com/sector/cranes/
News from the Cranes Sector
DEMOLITION
www.khl.com/sector/demolition/
News from the Demolition Sector
HEAVY TRANSPORT
www.khl.com/sector/heavy-transport/
News from the Heavy Transport Sector
NEWS
www.khl.com/news/
Breaking news
BUSINESS & FINANCE ★UPDATED
www.khl.com/business-and-finance/
Breaking business and finance news
EQUIPMENT NEWS ★NEW
www.khl.com/equipment-news/
New equipment launches
PROJECT NEWS ★NEW
www.khl.com/project-news/
The latest projects from around the
world
FEATURES ★NEW
www.khl.com/features/
Find the latest features from all
KHL Group’s magazines
CE BAROMETER
www.khl.com/ce-barometer/
Construction Europe’s unique gauge of
business confidence
E-NEWSLETTER
Subscribe to KHL.com’s e-newsletters
KHL EVENTS
www.khl.com/events
KHL events and conferences, including
the European Rental Awards
DIRECTORIES
www.khl.com/directories/
Download or buy one of KHL’s unique
Directories
EXHIBITIONS ★UPDATED
www.khl.com/exhibitions/
KHL.com’s global exhibition diary
ASSOCIATIONS
www.khl.com/associations/
KHL.com’s global associations
database
SUBSCRIBE
www.khl.com/subscriptions/
Subscribe to any or all of KHL Group’s
international construction magazines
NEWS FEEDS ★NEW
www.khl.com/feeds/
Subscribe to one of 17 RSS feeds
construction information at your fingertips
20/01/2011 11:50:03
47
&
To advertise in the products & services directory please contact Paul Watson on:
Tel: +44 (0)1892 786204 e-mail: [email protected]
ACCESS EQUIPMENT
Euro Towers Ltd hass
become one of the
e
leading manufacturerss
of Aluminium Towerss
and Access productss
supplying qualityy
equipment throughoutt
eq
the world.
2007 Euro Towerss
BROCHURE
E
NOW AVAILABLE !
Tel:+44 (0)1604 644774
4
Fax:+44 (0)1604 499544
4
www.eurotowers.net..
[email protected]
AIRLESS SPRAY
EQUIPMENT
ACCESS PLATFORMS
ATTACHMENTS AND
FORKS
PRODUCTS/SERVICES
PRODUCTS/SERVICES DIRECTORY
Have YOU already got
PAINT SPRAY EQUIPMENT
in your HIRE RANGE?
Email: [email protected]
Robust, Reliable
and Easy to Service,
with the lowest life cycle costs.
Tel: +44 1691 676235
Fax: +44 1691 676239
www.skyjack.com
Maximise your opportunities as it will open up A
WHOLE NEW WORLD for your CUSTOMERS
INTERESTED ?
ATION :
Contact us today for MORE INFORMATION
[email protected]
www.graco.be
Tel. : +32 474 974 560
GRACO, for high quality,
ure
cost effective paint & texture
equipment.
PalletForks made by VETTER
s(IGHQUALITY
s,ONGLIFETIME
s-ADEIN'ERMANY
W W W V E T T E R F O R K S C O M
ACCESS PLATFORMS
quality &
strength you
can trust
new and used
access
specialists
s¬-OBILE¬!LUMINIUM¬
4OWER¬3YSTEMS
s¬,OW¬,EVEL¬7ORK¬
0LATFORMS¬AND¬0ODIUMS
s¬)NDUSTRIAL¬!CCESS¬7ALKWAYS
¬AND¬BESPOKE¬ACCESS¬SOLUTIONS
s¬!IRCRAFT¬-AINTENANCE¬3TANDS¬
AND¬$OCKING¬3YSTEMS
s¬0OWER¬'ENERATION¬"OILER¬
-AINTENANCE¬!CCESS
ACCESS PLATFORM SALES LIMITED
Leewood Business Park,
Upton, Huntingdon, PE28 5YQ
Tel: +44 (0) 1480 891251
Fax: +44 (0) 1480 891162
Tel: +353 (0)1 6209300
www.instantupright.com
GLOBAL PROVIDER OF ACCESS SOLUTIONS
www.accessplatforms.co.uk
ANTI-THEFT & ASSET
MANAGEMENT
The ultimate asset!
7
7
)
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9
6
-
8
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Reach over 9,000 of
the World’s Top
Rental companies
9 times a year!
Tel:
+44 (0)1892 786204
CHIPPERS &
SHREDDERS
GreenMech Ltd
A Turner Comapany
) ' : ( - ) 7 ) 0 7 1 % 68 :% 0: )
- 1 1 3 & - 0 - 7 %8 - 3 2 % 7 7 ) 8 1 % 2 % + ) 1 ) 2 8
;;;/376%2'31
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)1%-09/7%0)7$/376%2'31
Reach over 9,000 of
the World’s Top Rental
companies 9 times a year!
Tel: +44 (0)1892 786204
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Contact us on :
ad
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+44 (0) 1789-400044
www.greenmech.co.uk
Woodchippers,
Shredders & Stump Grinders
Engineering for a Greener Enviroment
directory.indd 47
20/01/2011 09:45:47
PRODUCTS/SERVICES
48
CLEANING /
FLOOR CARE
z Machines form 17L to 65L.
z Perfect for the Rental Industry.
z More durable than anything on
the market.
z Compact and light.
z Make bigger profits.
z On board heat for clean carpets
and upholstery.
z Easy to use effective attachments.
z Customers will be delighted with
results!!!
z Ring now for free demonstation.
SULLAIR
Tel: +44 (0) 20 7639 0778
Fax: +44 (0) 20 7639 6169
www.cleancareint.co.uk
EARTH DRILLS &
TRENCHERS
GENERATORS
Augers for Mini Excavators
Excavators
Skid Steers
Backhoes
Truck Cranes
Telehandlers
Cleancare iint - experts iin carpet
Cl
and upholstery cleaning
80
UN / ADR Approved
Double skin
diesel transport IBCs
960-3000 Litres
Also ISO fuel containers up to 19400 Litres
T +44 (0)1454 227 277
Auger Torque Europe Ltd
Auger Torque Europe Ltd
Tel:
+44 Cheltenham.
(0) 1451 861 652
Hazleton,
Fax: +44 (0) 1451 861 660
GL54
4DX.
ENGLAND
Tel: +44 (0) 1451 861 652
web: www.augertorque.com
Fax: +44 (0) 1451 861 660
web: www.augertorque.com
[email protected]
COMPRESSED AIR
T H E
G R E E N
I N N O VAT O R
GENERATORS
PRACTICAL INGENUITY,
BUILT IN AS STANDARD
UN-ADR, KIWA and Vlarem
approved double skin mobile
diesel containers
G
G
G
N
IIN
IIN
KIIIN
K
KK
A
A
G
G
NG
N
N
RE
R
BR
B
K
K
A
A
EEA
EE
B
R
R
B
B
NEWS
SULLAIR
80 PAC80
SULLAIR
80
SULLAIR
80
SULLAIR
80
SULLAIR
Pac80
80
A compact pneumatic pa
LLAIR
80SULLAIR
80
SULLAIR
80
IR
DIESEL TANKS
IBC’s 200 - 3000 litres
Static & Mobile
Generator Sets
LANDSCAPING /
GROUND CARE
package AT LAST
PAC80
A portable compressor + paving breaker
80
Performance
Efficiency
Portability
Reliability
: A revolution in compressed air
: Low Whole Life Cost
: One man operation
: For years to come
For any general information
regarding this product,
please contact us at
[email protected]
or by phone at
IBC 3000 HICUBE,
PERFECT DIMENSIONS FOR
LOADING ON TRUCK!
TOLSMA TANKBOUW BV
THE NETHERLANDS
T: +31 513 633733
F: +31 513 633490
[email protected]
WWW.TOLSMATANKBOUW.NL
00 33 (4) 77 96 38 31
w w w . s u l l a i r. c o m
Generator Parts
Service & Repairs
Tel: +44 (0) 1698 814888
Fax: +44 (0)1698 802595
[email protected]
www.thistlegenerators.com
DRYING SOLUTIONS
Reach over 9,000 of
the World’s Top
Noise levels
as low as
58dBA
products & services
directory please contact
Rental companies
9 times a year!
To advertise in the
Paul Watson on:
PETROL & DIESEL
DRIVEN GENERATORS
Tel:
1 to 70 kVA Powered by Honda,
Yanmar, Kubota, Isuzu & Perkins
+44 (0)1892 786204
Te l : + 4 4 ( 0 ) 1 9 3 3 6 7 7 9 1 1
[email protected]
www.stephill-generators.co.uk
Tel:
+44 (0)1892 786204
e-mail:
[email protected]
directory.indd 48
20/01/2011 09:46:08
49
LIGHTING TOWERS
Henry Cooch
& Son Ltd
MATERIALS HANDLING
MOBILE COMPACT
CRUSHERS
AEM LIFTING LTD
SELF DRIVE HIRE OF
VERSA-LIFTS
USED VERSA LIFTS FOR SALE
FROM OUR DEPOTS
IN THE UK AND BELGIUM
FOR THE BEST
CHOICE IN MOBILE
FLOODLIGHTING
Henry Cooch & Son Ltd
Unit 2, Platt Industrial Estate,
Estate,
Borough Green, Sevenoaks
Kent TN15 8LN. UK
TEL: +44 (0)1732 884484
FAX: +44 (0)1732 882681
Web: www.henrycooch.co.uk
VERSA-LIFT
25/35
40/60
60/80
CAPACITY
16300 Kgs
27300 Kgs
44800 Kgs
Tri-Lifter
150BW
68000 Kgs
T 0870 606 4949 F 0870 606 3939
Manufacturer of Recycling Equipment
MOBILE, PORTABLE & STATIC FLOOD
LIGHTING TOWERS
Tel: +44 (0) 1302 860300
Fax: +44 (0) 1302 860301
Website: www.aemlifting.com
PIPE FREEZING
MINI DUMPERS
VT1 Superlight - The market
leader in UK and Ireland
BRILLIANT LIGHTING
Hydraulically operated mast.
Distributor / Agent and rental
enquiries worldwide are welcomed.
Contact: Ray Caulfield on
0044 (0) 7970 140680
PRODUCTS/SERVICES
LIGHTING TOWERS
Fixed Vertical Mast
4 x 1000 MH Lamps
360˚ Mast
SuperSilent
80hr Run Time
360º
Rotation
e-mail: raycaulfi[email protected]
FULL RENTAL
SPECIFICATION
mucktruck2.indd 1
LONG REACH
EXCAVATORS
420D Model
From Freeze
Master
n High Productivity
n Built for strength
n Easy to maintain
n Simple and safe to use
n Multi quick fit
accessories
n High return on
investment
New model with many new features.
• Latest Chassis Design.
• Updated Control.
• Bungee Clamps.
• Multilayer Hoses.
• Easy Access Storage.
• Useful Lid Closed Slots.
• 42mm Silver Freeze Heads & Reducers.
mucktruck2.indd 1
08/01/2007 09:25:29
T:+44 (0)20 8205 7672
F:+44 (0)20 8205 7674
Tel +44 (0) 1566 777140
Fax +44 9)) 1566 777706
www.mucktruck.com
+44 (0)1775 840020
E: [email protected]
www.sandhurst-mfg.com
New
mucktruck2.indd 1
08/01/2007 09:25:29
www.freezemaster.co.uk
08/01/2007 09:25:29
MINI EXCAVATORS
PORTABLE CABINS
Ê"
Ê
ÊÊÊ
""/"
ÊÊÊÊÊÊ- /,9Ê
" / ,-
JAPANESE
CRAFTSMANSHIP
<i««iÃÌÀÊ£Ó£]Ê{ÇÎÎÊ>ÀiÊiÀ>Þ®
tel: +44 (0)161 335 2331
web: www.hanixeurope.com
0HONEªªªª
&AXªªªª
INFO CONTAINERDE
Land and water.indd 1
directory.indd 49
16/07/2007 16:41:06
20/01/2011 09:46:36
PRODUCTS/SERVICES
50
PUMPS
Pumps
for
results
PUMPS
The new Grindex pumps.
Trouble-free dewatering.
PUMPS
PUMPS
o Contractors Pumps
o Sewage Pumps
o Aerators
We have around 250 models that
can get to grips with just about
anything that is more
or less liquid.
Tsurumi pumps are
extremely rugged, low
w
on maintenance and
have no problem with
dry running.
www.grindex.com
Tel: +49-211-4179373
3
9
Fax: +49-211-4791429
www.tsurumi.eu
Dri-Prime
automatic
self priming
contractors
pumps for
sales and
re-rental
HIGH PERFORMANCE
PUMPING EQUIPMENT
www.bbapumps.com
ABS SUBMERSIBLE
DEWATERING
D
EWATERING PUMPS.
PU
www.absgroup.com

(14
Pioneer Pump design,
manufacture and sell
high performance pumps
throughout the world.
Please contact the UK operations
and we will direct you to your local
distributor who is there to support
your needs.
Godwin Pumps Limited
Quenington, Cirencester, Glos. GL7 5BX
Tel: 01285 750271 Fax: 01285 750352
www.godwinpumps.co.uk
PROFESSIONAL PUMPS for
PROFESSIONAL RENTAL
RENTAL SOFTWARE
Sales and Manufacturing
UxMKEHLLEEIMM
UxMKEHLLELLLG
[email protected]
www.pioneerpump.co.uk
Tel: +44(0)1449 736777
Fax: +44(0)1449 737322
[email protected]
www.primaxpumps.com
PUMPEX
P.O Box 5207 - SE 121 18 Johanneshov
SWEDEN
E-mail: [email protected]
www.pumpex.com
For YOUR Business
"'&$1VNQT
'PSSFOUBMNBSLFUT
Reach over 9,000 of
.PTUTPME
UPVHISFMJBCMF
#FTUSFUVSOPO
JOWFTUNFOU
the World’s Top
Rental companies
9 times a year!
"'&$1VNQT&VSPQF#7
5FM
'BY
JOGP!BGFDFVSPQFDPN
XXXBGFDFVSPQFDPN
Rental Software...
PUMPS
WITH A WORLD WIDE REPUTATION
Positive Displacement, Drainer, Solids
Handling, Chopper, High Head, Hydrosub
& Super Silent models from 50mm to
300mm with increased specification and
performance
Implemented in over 700 rental
companies, inspHire is the most
widely used rental management
solution in the industry.
Contact us today and
become inspHired:
+44 (0)800 634 0600
Tel:
+44 (0)1892 786204
Whatever the size of your business,
inspHire provide hire management
software solutions that will deliver
unbeatable functionality.
+44(0)23 8025 0137
[email protected]
www.inspHire.com
ÜÜÜ°ÃiÜ`«Õ«Ã°V
directory.indd 50
20/01/2011 09:46:57
51
RENTAL SOFTWARE
SURFACE PREPARATION
EQUIPMENT
TABLES/OUTDOOR
EVENTS
Event Seating
Sycor Rental
Rentals. Trade. Service.
WORLD LEADERS IN
THE DEVELOPMENT
AND SUPPLY OF
SURFACE PREPARATION
EQUIPMENT
PRODUCTS/SERVICES
RENTAL SOFTWARE
The fully integrated ERP solution for rental
businesses based on
SPE International Ltd
Honeyholes Lane, Dunhome, Lincoln, LN2 3SU
WWW.SPE-INT.COM
EMAIL:[email protected]
The strongest instant seating
system for events, idiot-proof.
Visit our website
for more information.
www.sycor.de/rentals
To advertise in the
products & services
Paul Watson on:
Tel:
+44 (0)1892 786204
Touchstone
Group is
Microsoft’s
number 1 UK Partner
with over 120 man years
of experience in delivering
integrated technology solutions.
Touchstone Group understands
your business and how to deliver
a single integrated solution which
dramatically improves business
performance.
Customers such as SPEEDY HIRE,
RMD KWIKFORM and ARCOMET
are choosing to work with
Touchstone Group
For more information on how
Touchstone Group is delivering
measurable improvements
for businesses like yours
visit: www.touchstone.co.uk
call: 0800 0345 424
e-mail:
[email protected]
25 years of experience
+1000 customers
8 international awards
To advertise in the
products & services
Paul Watson on:
Tel: +44 (0)1892 786204
TABLES/OUTDOOR
EVENTS
www.foldtable.com
T +31 (0)162 45 31 61
Reach over 9,000 of
the World’s Top Rental
companies 9 times a year!
Tel: +44 (0)1892 786204
WELDER EQUIPMENT
& SUPPLIES
Lincoln Electric Europe
ROAD WORK SAFETY
PRODUCTS
Safe Measures from
MCS Rental Software Solutions
We can help you lift the lid on
a more flexible, competitive and
profitable rental business.
Take the adVANTAGE
An Engine Driver Welder ideal for
Site, Construction, Pipe and Rental
Markets – Vantage 400, 500 and
Ranger 305 D.
Contact MCS on:
+44 (0) 1628 828 000 or email:
[email protected]
Why Buy Anything Else?
Visit: www.mcs.co.uk
[email protected]
www.berghaus-verkehrstechnik.de
www.lincolnelectric.eu
directory.indd 51
20/01/2011 09:47:35
STAND D35
Rental Power range
from 3 to 2500 kVA.
COMPACTNESS, EASY TO USE, FLEXIBILITY, REDUCED MAINTENANCE,...
Are many strong arguments which make reference since more
than 20 years in the Buldings and contructions as well as the
rental market. SDMO is not only an expert in the conception and
the manufacturing of generating sets, it also innovates so that the
mobile energy continues to answer to the specificities of your work
by allying security and reliability.
3FOUBM1PXFS
5IFBEBQUFENPCJMFFOFSHZ
UPZPVSDPOTUSVDUJPOTJUFT
Energy Solutions Provider
www.sdmo.com
Tel. +33 (0)2 98
41
41 41 - Fax +33 (0)298 41 63 07
www.sdmo.com
SDMO Industries - 12 bis rue de la villeneuve CS 92 848 - 29 228 Brest Cedex 2 - France
SDMO with flash.indd 1
19/01/2011 16:29:53

rental - KHL Group

Transcription

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