Re Vista 012013

A KHL Group Publication
www.khl.com
NEWS
rental
INTERNATIONAL
Volume 13 Issue 1
January-February 2013
Don Ahern: ghting for

survival in Chapter 11
p48
Get your European rental
award entries in now
p17
Using dashboards to
track your business
p26
Air power
Thomas Kaeser on producing
air at the lowest possible cost
Official magazine of the ERA
p19
FIRST INTERNATIONAL RENTAL CONFERENCE IN CHINA SEE PAGE 37
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Production and
Circulation Director
Saara Rootes
e-mail: saara.rootes@khl.com
Production Manager
Ross Dickson
e-mail: ross.dickson@khl.com
Tel: +44 (0)1892 786245

Design Manager
Jeff Gilbert
Designer
Gary Brinklow
Production/Design Assistant
Pippa Smith
e-mail: pippa.smith@khl.com
Tel: +44 (0)1892 786207

Production Assistant
Louise Kingsnorth
e-mail: louise.kingsnorth@khl.com
Tel: +44 (0)1892 786246
Sales Team
Advertisement Manager
Lynn Collett
e-mail: lynn.collett@khl.com
Tel: +44 (0)1892 7862219

Fax: +44 (0)1892 786258
Products & Services
Directory Sales
Paul Watson
e-mail: paul.watson@khl.com
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
e-mail: gillian.martin@khl.com
Tel: +44 (0)1892 786248

Credit Control
Josephine Day
e-mail: josephine.day@khl.com
Tel: +44 (0)1892 786250
Circulation Team
Circulation Manager
Theresa Fox
e-mail: theresa.fox@khl.com
Tel: +44 (0)1892 786238

Circulation Executive
Hayley Gent
Tel: +44 (0) 1892 786233
Bookshop/Office Manager
Katy Storvik
Business Development Director
Peter Watkinson
Publisher
James King
www.khl.com
Fixed rental model?
s a settled model for the relationship between manufacturers, equipment dealers and
rental companies starting to emerge? The simple answer is no.
Although many equipment suppliers proclaim a strict division between rental and sales
lest they be accused of competing with their rental customers in reality there is a much more
blurred line.
Manufacturers, for example, may not want their dealers to rent, but it is difficult to stop them
when it offers an additional business opportunity, particularly in undeveloped rental markets.
In some cases, manufacturers positively encourage their dealers to rent, as with Caterpillar,
where the Cat Rental Stores fulfil the dual function of providing a ready-made customer-base
for Cats products as well as a stream of used equipment to sell to end users.
In other cases, such as Wacker Neuson or Haulotte, there is limited involvement in rental
on a more ad hoc basis, where manufacturer-owned rental businesses have evolved or been
acquired for particular reasons in specific markets.
Some companies, like Sumitomo, are investing both in their equipment dealerships and rental
businesses. The Japanese company has just become the majority owner of one of the largest
and most successful independent rental companies in the US, Sunstate Equipment.
In this issue we provide an example of a further model, with German compressor manufacturer
Kaeser Kompressoren offering rental customers a range of ways of buying its equipment,
including a split-rental option where Kaeser, or a third-party leasing company, retains
ownership and the rental company has to pay Kaeser a proportion of the rental revenues.
Thomas Kaeser, Kaesers CEO, told IRN (see interview on page 19) that this way of working
helped rental companies enter the market with low risks and ensured they had up-to-date,
reliable equipment. We monitor whether the machines are being used, and prompt them to
re-deploy it if not. When it is not profitable for us and the customer does not need to rent
it then we take it back, he told us.
The idea of a fixed model for the OEM-dealer-rental triangle is probably flawed anyway. There
is room for different approaches after all, different approaches are what define market
competition. What is more interesting, and more difficult to predict, is which approach will
harvest the best results over the long term.
This is the kind of debate that would have interested Franco de Michelis, the Assodimi
founder and former ERA board member who passed away in December (see News this issue).
Franco was a fantastic person and a great champion of the rental industry in Europe, and will
be sorely missed.
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www.khl.com//
information-store
www.khl.com/rentalawards
www.ireshow.com
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.
ORT
AR
ren t
Murray Pollok
Editor, International Rental News
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
e-mail: murray.pollok@khl.com
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WS
Production Team
comment
NE
Tel: +44 (0)1505 850 043

Staff Writers
Lindsey Anderson,
Alex Dahm, Lindsay Gale,
Sandy Guthrie, Laura
Hatton, Cristin Peters,
D.Ann Shiffler, Helen
Wright,
Euan Youdale
Editorial Director
Paul Marsden
WS
Editor
Murray Pollok
e-mail: murray.pollok@khl.com
NE
Editorial Team
WS
Volume 13 Issue 1
NE
NEWS
COMMENT 3
www.khl.com/rentaltracker
www.khl.com/enewsletter/
IRN JANUARY-FEBRUARY 2013
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CONTENTS 5
KHL Head Office
inside
UNITED KINGDOM
Southfields, Southview Road,
Wadhurst, East Sussex TN5 6TP, UK
Tel: +44 (0)1892 784088,
Fax: +44 (0)1892 784086
e-mail: irn@khl.com
www.khl.com
USA OFFICE
KHL Group Americas LLC,
3726 E. Ember Glow Way,
Phoenix, AZ 85050, USA
Tel: +1 480 659 0578,
Fax: +1 480 659 0678
e-mail: americas@khl.com
LATIN AMERICA OFFICE

KHL Group Americas
Los Militares 5620, of. 909
Las Condes, Santiago, Chile
Tel: +56 2 2885 0321
e-mail: Americas@khl.com
KHL Sales Offices

UK/IRELAND
Lynn Collett, UK head office,
address as above
Tel: +44 (0)1892 786219
e-mail: lynn.collett@khl.com
FRANCE/BELGIUM
Hamilton Pearman
Tel: +33 (0)1 4593 0858
e-mail: hpearman@wanadoo.fr
GERMANY/AUSTRIA/
SWITZERLAND/EASTERN EUROPE
Simon Battersby
Tel: +44 (0)1892 786 232
e-mail: simon.battersby@khl.com
TURKEY
Melih Apa
Tel: +90 (0)532 214 68 18
e-mail: melih.apa@apayayincilik.com.tr
ITALY
Fabio Potest
Tel: (010) 570 4948
e-mail: info@mediapointsrl.it
JAPAN
Akiyoshi Ojima
Tel: +81 (0)3 3261 4591
e-mail: ojima@media-jac.co.jp
CHINA
Cathy Yao
Tel: +86 10 6553 7678,
e-mail: cathy.yao@khl.com
KOREA
CH Park
Tel: +82 (0)2 730 1234
e-mail: mci@unitel.co.kr
THE NETHERLANDS
Arthur Schavemaker
Tel: +31 (0)547 275005
e-mail: arthur@kenter.nl
SWEDEN/FINLAND/DENMARK/NORWAY
Peter Gilmore
Tel: +44 (0)20 7834 5559
e-mail: pgilmores@aol.com
NORTH AMERICA
Matt Burk
Tel: +1 312-929-3478
Cell: (773) 610-9467
e-mail: matthew.burk@khl.com
Bob Higgins
Tel: +1 312-929-3247
e-mail: bob.higgins@khl.com
Printed by:
Garnett Dickinson Print, UK
REGULARS
FEATURES
NEWS AND KHL.COM ROUND-UP
Q4 ERA/IRN RentalTracker results; Smartequip moves into

Europe; top speakers confirmed for China rental conference; plus
other news from the worlds rental sector.
KEVIN APPLETON COLUMN
11
As the trade show season starts, Kevin Appleton says that you
need to get more from your exhibition visit than a few funny
stories and a bad hangover.
ERA/IRN RENTALTRACKER SURVEY
12
What were European rental companies thinking at the end of

2012? Murray Pollok brings the full results of the RentalTracker
survey for the final quarter of 2012.
INTERVIEW I:
THOMAS KAESER,
KAESER KOMPRESSOREN
19
17
All the information you need to enter the 2013

European Rental Awards. The deadline for
entries is Friday 15 February and the awards
dinner takes place in Paris on 15 May, 2013.
BAUMA: PREVIEW
22
IRN sets the scene for the massive

Bauma exhibition taking place on
15-21 April, which no surprise will
be bigger than ever before
PRODUCT FEATURE: RENTAL SOFTWARE
26
Dashboards allow rental manager to keep tabs on key

performance indicators and other crucial business data, as
Murray Pollok reports.
PRODUCT FEATURE: PORTABLE COMPRESSORS 33
Full of enthusiasm, ideas and energy: Murray

Pollok meets the head of German compressor
giant Kaeser Kompressoren.
New portable compressors and other news from companies

including Doosan, Atmos, MAC3, Atlas Copco, Rotair, Sullair and
Dalgakiran.
INTERVIEW II:
PETER BLAKE, RITCHIE BROS
INTERNATIONAL RENTAL CONFERENCE,

BEIJING
38
Ritchie Bros CEO Peter Blake says the company's

existing infrastructure will accommodate a 50%
increase in its auction business. Murray Pollok
met him in Shanghai, China.
INTERVIEW III:
DON AHERN, AHERN RENTALS
48
Don Ahern, CEO of Ahern Rentals in Las Vegas,

speaks exclusively to Lindsey Anderson about
why the company went into Chapter 11 and his
hopes for the future of the business.
37
IRN previews the first International

Rental Conference taking place in
Beijing, China, on 14 October, 2013,
with high-level speakers including
Michael Kneeland already confirmed.
BAUMA CHINA: REPORT
41
Murray Pollok looks at some of the new machines introduced at

the Bauma China show last November.
EXECUTIVE HIRE SHOW: SHOW GUIDE
45
ERA provides members with an update of its activities in 2013,

including details of its annual Convention, taking place in Paris
on 15-16 May.
IRNs guide to the UKs

premier rental show,
Executive Hire Show,
which takes place at the Ricoh Arena in Coventry, UK, on 6 and 7
February 2013.
FACES & PLACES
53
THE RENTAL SHOW: SHOW GUIDE
54
More new product news from ARAs Rental

Show, this year being staged at the Sands
Expo Center in Las Vegas, on 11-13 February.
ERA PAGE
READER SUBSCRIPTION FORM
51
How to subscribe to International Rental News.
ISSN No: 1749-5040 (Print)

ISSN No: 1749-5059 (e-mail)
Copyright KHL Group, 2013
RENTAL AWARDS
46
outside rental
INTERNATIONAL
KHL Group on the web

Visit www.khl.com for a wide range of editorial features,
including breaking news, web exclusive articles, our
Videozone and more.
Readers can also register to receive the digital issues of all
magazines in the KHL portfolio at: www.khl.com/irn.
See page 9 for more on khl.com.
A KHL Group Publication
A Kaeser compressor
powers a pneumatic
tool. See page 19 for our
exclusive interview
with company CEO
Thomas Kaeser.
www.khl.com
NEWS
CHINA OFFICE
Beijing Representative Office
Room 768, Poly Plaza, No.14, South
Dong Zhi Men Street, Dong Cheng
District, Beijing, P.R. China
Tel: +86 10 6553 7678,
Fax: +86 10 6553 6690
e-mail: cathy.yao@khl.com
Volume 13 Issue 1
Don Ahern: ghting for

survival in Chapter 11
p48
Get your European rental
award entries in now
p17
Using dashboards to
track your business
p26
Air power
Thomas Kaeser on producing
air at the lowest possible cost
Official magazine of the ERA
p19
FIRST INTERNATIONAL RENTAL CONFERENCE IN CHINA SEE PAGE 37
IRN 01-02 2013 Cover.indd 1
21/01/2013 15:26:13
6 NEWS
DIARY DATES
2013
BC INDIA
5-8 February, Mumbai, India
www.bcindia.com
EXECUTIVE HIRE SHOW

6-7 February, 2013, UK
www.executivehireshow.com
THE RENTAL SHOW

10-13 February, 2013, Las Vegas
www.therentalshow.com
IAPA AWARDS/IPAF SUMMIT

26 March, Miami, Florida
www.iapa-summit.info
BAUMA
15-21 April, Munich, Germany
www.bauma.de
PLANTWORX
1416 May, 2013, UK
www.plantworx.co.uk
RentalTracker reveals
downbeat end to 2012
T
he final quarter of 2012 saw

a slight deterioration in
rental sentiment in Europe
with more companies reporting
worsening than improving business
conditions, according to the ERA/IRN
RentalTracker survey for the final
quarter of the year.
Optimism chart
PERCENTAGE FORECASTING BUSINESS TO BE MUCH BETTER IN 2013
40%
35%
40%
30%
25%
ERA CONVENTION &

RENTAL AWARDS
20%
1516 May, 2013, Paris, France

www.erarental.org
10%
=== lead story use a graph from the RentalTracker survey ===
15%
13%
9%
5%
3 October, 2013, Istanbul, Turkey

www.europlatform.info
INTERNATIONAL RENTAL
CONFERENCE
14 October 2013, Beijing, China
www.khl.com/irc
BICES
15-18 October, Beijing, China
www.e-bices.org
ICWEF
International Construction
World Economic Forum
20-22 November, Amsterdam, NL
www.khl-group.com/events/icwef/
Rental companies and equipment suppliers

have until Friday 15 February to submit
entries for the 2013 European Rental
Awards, which are jointly organised by
IRN and the European Rental Association.
Details on the awards, including the entry
form, judging criteria and hotel information,
can be found at www.khl.com/rentalawards.
The awards dinner will be held during the
ERA convention in Paris on 15 May.
See page 17 for more details.
9%
3%
0%
EUROPLATFORM 2013
Of the almost 200 respondents

surveyed at the end of December more
than one in three (34.7%) reported a
deteriorating business environment
while less than one in five (18.1%) were
seeing improvements. The resulting
negative balance of opinion of -16.6%
is, however, an improvement on the
Russia
UK/ Italy
Ireland
0%
0%
0%
0%
0%
All Benelux Nordic Multi- France Spain Germany

Europe
Region national
Rental industry salutes

Franco de Michelis
Europes rental industry
has paid tribute to Franco
De Michelis, director
and driving force behind
the Italian rental and
distributors association
Assodimi, who passed away
on Saturday 15 December
in Italy after a period of illness.
A founder of Assodimi, Mr De
Michelis played a central role in
helping to develop the wider Italian
rental industry. He was a tireless
worker on behalf of the European
Rental Association, spending four
years as a board member between
2006 and 2010.
Roberto Nicoletti, president of
Assodimi, said; It was with great
sadness that I learned of the death
of our director Franco De Michelis.
Assodimi was born out of an intuition
Franco de Michelis after receiving

his Lifetime Achievement Award
at the 2010 European Rental
Awards.
and it was his baby.
Michel
Petitjean,
secretary general of the
European Rental Association, said;
Franco was a light for all of us in the
industry, sharing his enthusiasm and
dedication, always full of ideas and
energy. Thats how we will remember
him.
In recognition of his role in
developing Europes rental sector,
Mr De Michelis was presented with
the ERAs Lifetime Achievement
Award at the 2010 European Rental
Awards. A fuller appreciation of
Francos contribution can be found at
www.khl.com.
Pieter Jansen has left Rental Service Europe (RSE) and joined US-based
General Equipment Company as European sales manager. Mr Jansen will
be responsible for the development of sales and marketing for General
Equipment throughout Europe. General produces earth augers, ventilation
blowers, asphalt cutters and surface preparation equipment. RSE will
continue to sell light equipment under director and owner Andr Stammis.
-22.3% reported in the third quarter

of 2012.
Companies in Italy, France, Spain
and the Benelux, as well as large
multinational renters, were the least
positive, while respondents in Russia,
Germany, the UK and the Nordic region
were the most upbeat.
There were some positive findings.
In measures such as fleet utilisation,
revenues for the final quarter and
full year, future expectations, and
short-term employment intentions,
there were small or significant
improvements. There was a real uptick
in expectations for business a year
from now, with a +16% balance of
opinion compared to less than +1%
three months earlier.
The RentalTracker survey for
Europe is a joint venture between the
European Rental Association (ERA) and
International Rental News.
See page 12 for the full results of
the survey.
Singapores Uni-Corp and US concreting

equipment specialist Allen Engineering
Corp have reached a sales agreement
under which Uni-Corp will sell three of
Allens ride-on concrete trowels outside
North America. Uni-Corp, which has
manufacturing facilities in China and makes
light compaction, concreting and cutting
and grinding equipment, will sell the Allen
trowels under its Hoppt brand in Asia and
through Paclite Equipment in Europe and
the Middle East. The three models are the
HRT 215 M, HRT 415 and HRT 460. Kent
Gorsun, managing director of France-based
Paclite, told IRN that the trowels were part
of a diversification strategy that will see
it offer mobile lighting towers and heavier
compaction equipment.
NEWS 7
SmartEquip starts
major Europe push
S
Cummins
targets rental
with new range
Cummins is launching four rental
gensets in the 150 to 300 kVA
range as part of new effort to
target the European rental market
with specially designed products.
The company has marketed
generators to European rental
companies in the past but has used
modified industrial products rather
than dedicated rental sets.
The gensets, which have been
created by a new design team
led by former A-Plant power
rentals director Richard Mellard,
include many rental-friendly
features such as a robust build,
24 hour fuel tank as standard, the
option of paralleling with other
gensets, and gel batteries. The
sets use Cummins-made engines,
alternators and controllers in a
pre-integrated pack.
Its a very well specified
rental genset, said Mr Mellard,
sales and marketing manager,
rental products for Cummins
(Europe, Middle East and
Africa), It has very well proven,
robust primary components,
plus Cummins comprehensive
warranty and parts support.
Read the full length story at
www.khl.com.
martEquip has appointed

founder and executive vice
chairman Alex Schuessler
(above right) as president of its
newly formed International Group,
responsible for leading the companys
push into Europe.
The US company provides
e-commerce links between fleet
owners and suppliers to manage
product support, parts ordering and
procurement. More than 100 suppliers
and 4000 rental and dealer locations
in North America use SmartEquips
e-FleetPro platform. Clients include

Sunbelt Rentals, United Rentals, HERC,
Neff Rental and Volvo Rents.
Dr Schuessler is currently spending
between and quarter and half of his
time in Europe, much of that spent in
Scandinavia. SmartEquip has yet to
determine the location of its European
head office.
Europe has long represented a
natural expansion of our market, said
Dr Schuessler, Today, we support
many European, US-based, and other
international manufacturers in North
Alex Schuessler
America, and they have long urged us
to support their customers, dealers,
and distributors on a broad global
basis.
Similarly, over the past eighteen
months, we have worked with
numerous European rental companies
and global contractors, who have
carefully studied the use of the
SmartEquip Network in North America
and are ready to implement the
technology in their business.
Big names confirmed at

China rental conference
Loxams CEO Grard Dprez and
Coates Hire CEO Leigh Ainsworth
(pictured left) have joined keynote
speaker Michael Kneeland (pictured
right) in the line-up for the first
International Rental Conference being
held in Beijing, China on 14 October
this year. Also confirmed as a speaker
is Bud Howard, director global rentals
at Volvo Rents.
Mr Kneeland, CEO of United Rentals in
the US, said he was enthusiastic about
the conference; By bringing together
senior rental people from throughout
Asia, we will have an opportunity to

discuss latest global industry trends
and share best practices. The timing
couldnt be better as rental continues
to grow in established markets and
begins to make progress in emerging
markets.
The conference, being organised by
IRN and its publisher KHL Group, takes
place on the day before the BICES
exhibition and has the support of
the Machinery Management & Rental
Division of the China Construction
Industry Association (CCIA).
Leigh Ainsworth
Michael Kneeland
See more at www.khl.com/irc and

on page 37.
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)
Speedy Hire (UK)
United Rentals (US)
IRN INDEX
UK
A$
US$
Yen
UK
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
Previous mth
31/10/12
2.74
21.50
3.73
0.31
7.82
0.47
17.01
14.73
973
1.41
17.35
5.76
0.32
40.32
100.0
194.6
Current mth
18/1/13
2.66
18.30
4.52
0.29
10.06
0.48
18.40
18.50
1387
1.67
22.94
7.12
0.39
49.74
193.4
% change
-2.9%
-14.9%
+21.2%
-6.5%
+28.6%
+2.1%
+8.2%
+25.6%
+42.5%
+18.4%
+32.2%
+23.6%
+21.9%
+23.4%
-0.6%
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.
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9
NEWS 9
News from khl.com

MARKETS
RENTAL ROUND-UP
The Euroconstruct network of

European construction forecasters
predicts that the European
construction market will return to
growth in 2014 following declines of
4.7% in 2012 and a forecast fall of 2.5%
this year.
Members of the Associated General
Contractors of America (AGC)
expect small improvements in the
US construction market this year,
according to the associations annual
Business Outlook survey.
Newly-elected Japanese Prime
Minister Shinzo Abe has approved a
JPY 10 trillion (US$116 billion) stimulus
package that aims to lift the countrys
economy out of its fifth recession in
15 years.
Research company PMR is optimistic
on growth prospects for construction
output in Bulgaria, Romania, Hungary,
the Czech Republic and Slovakia
between 2011 and 2016, but forecasts
no increase in Poland. Romania
is forecast to report the highest
increase for the five-year period,
with construction output forecast to
rise 53% by 2016, while Bulgaria is
expected to see a 41% jump in output
compared to 2011.
The UK construction market could
turn a corner this year, albeit only
in first gear, according to the latest
RICS (Royal Institution of Chartered
Surveyors) construction market
survey, which found UK chartered
surveyors predicting output to
increase in 2013.
Kiloutou Group has acquired

Urbaparc, a five branch operation
in the le-de-France region around
Paris, strengthening its fleet of
wheeled loaders, excavators and
compaction equipment. Xavier du
Bos, Kiloutous CEO, said: This
acquisition is part of Kiloutous
dynamic growth. It allows the
group to strengthen its presence in
the public works market in le-deFrance.
Japans Sumitomo Corp has
become the majority owner of US
rental company Sunstate Equipment.
Sumitomo acquired a minority stake
in Sunstate in December 2009 but
has now increased its investment to
become the major owner. Sunstate
chairman, founder and previous
majority stakeholder, Mike Watts,
retains a 20% share.
Ramirent has appointed former
Veidekke and Skanska manager Erik
Alteryd as senior vice president
Ramirent Sweden and managing
director of Ramirent AB, which is
Ramirents Swedish subsidiary. Mr
Alteryd, who will also be a member
of the Ramirent Group management
team, will take up his new role by
July 2013 at the latest.
Lavendon Group ended its 2012
financial year with a revenue
increase of 4%, but it was the
expanding Middle East market that
helped stabilise the figures against
flat growth in the UK and a decline
in Germany. The groups UK business,
MANUFACTURERS
which contributes 48% of total
revenue, was flat for the year.
Belgiums TVH Group has acquired
German access rental business
Mateco from its private equity owner
Odewald & Compagnie. The price was
not disclosed. Mateco is the largest
aerial platform rental company
in Germany, with a fleet of 4800
platforms and around 30 depots.
Aggreko is forecasting a slightly
lower revenue level in 2013 because
of a reduction in military-related
contracts in Afghanistan, the
absence of a major Olympics contract
and uncertainty over the renewal
of Japanese rental contracts. The
UK-based company said in a trading
statement that these items could
lead to a 100 million fall in revenues.
US welding rental specialist Red-DArc, owned by Airgas, has acquired
D&D Power, a Texas-based company
that rents power and lighting towers
to the oil and gas sector. D&D
reported annual revenues of around
US$25 million last year.
Netherlands industrial group
Stork BV has created two separate
management structures for its
Stork Technical Services (STS) and
Fokker Technologies businesses,
allowing them operate as distinct
businesses. STS is the industrial
services group that owns 2Rent,
an equipment rental business that
operates around 25 depots in the
Netherlands, Belgium and France.
Rental information from IRN
Investor Carl Icahn failed to get

sufficient shareholder support for his
proposed takeover of Oshkosh Corp
owner of JLG Industries at the end of
November. Oshkosh holds its AGM on
Tuesday 29 January.
Zoomlion has offered US$236 million
to buy the remaining 40.7% it does
not already own in Cifa. The offer was
made to Goldman Sachs, Hony Capital,
and Mandarin Capital Partners, which
were Zoomlions investment partners
for the original investment in 2008.
CNH and Kobelco are to unwind
their excavator joint venture, cross
share holdings and distribution
agreements in favour of non-exclusive
licensing and supply agreements. CNH,
which owns New Holland and Case
construction brands, had operated in
a global alliance with Kobelco since
January 2002.
Road building equipment
manufacturer Ammann is to acquire a
70% stake in Indian company Gujarat
Apollo Industries plant and equipment
business for 44 million (US$ 58
million). Gujarat Apollo is also a road
construction equipment manufacturer.
JCB celebrated the manufacture
of its 500000th backhoe loader in
December. The UK manufacturers first
backhoe rolled off the production line
in Rocester, Staffordshire, in 1953.
Longer versions of all of these
stories can be found at www.khl.
com The site has dedicated pages
for Rental, Construction, Access,
Cranes and Demolition.
In addition to the published magazine, IRN provides rental news and information in a variety of formats:
Digital magazine
Online news
Weekly newsletters
Social Media
IRN can be read in

digital format either as a
downloadable PDF document
or read online with easy-touse page turning technology.
The latter version also allows
readers to highlight and print
out selected stories or e-mail
items to contacts.
To receive the digital version
free of charge register at:
www.khl.com/subscriptions/
free-digital/
KHLs team of 10 journalists

in Europe, North America
and South America are
constantly uploading stories
to KHL.com. The site has
dedicated pages for Rental,
Construction, Access, Cranes
and Demolition.
Readers can subscribe to our

weekly rental newsletter,
compiling all the previous
weeks most important Rental,
Access and Construction
stories. It is free to register at:
IRN also produces the weekly
ERARentalNewsletter for
members of the European
Rental Association (ERA).
You can track IRN on

Facebook, LinkedIn and
Twitter. Following us on
Twitter (@KHL_IRN) means
that you get immediate alerts
on news stories posted on
khl.com.
www.khl.com/news
InternationalRentalNews
The newsletter from KHL Groups worldwide rental magazine
KHLs new
construction
news App
KHL Group has
introduced a
new, improved
version of its App,
suitable for both iPhone and
Android devices. The App,
which provides the latest
breaking news from the KHL.
com website, including rental
stories, is free to download
from App stores.
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Booth 4221
Sands Expo and
Convention Center
THE APPLETON COLUMN 11
Exhibition time
If all you get from a visit to an exhibition is a hangover and a stock of funny
stories then you are missing a real opportunity, writes Kevin Appleton.
appy New Year and at a point where

many will be looking forward already to the
upcoming convention and exhibition season,
with a Bauma scheduled for April, and wondering
what the emotional tone of these various
gatherings of the industry will be. Which sets me
in turn to wondering why we have these big events
at all and what purpose they serve in the age of the
internet, virtual reality presentations and customer
relationship management programmes?
confere
Every major or minor conference
or event seems
to lead to an announcement of some big equipment
exhib
order signed at the fair or exhibition,
but I guess we
the deals have been
all suspect (or know) that these
wou have been signed
signed well in advance and would
whether or not the fair had ex
existed, and possibly
t
more efficiently. So why have them
at all?
I suspect the answer is somet
something like the answer
ev
to the question why does every
country in the
world have its local horse fairs, or food markets or
cattle fairs? They are there, in part, to enable more
I you gather lots of
efficient business to be done. If
sellers and lots of buyers in oone place there are
t
major cost savings (at least in theory)
compared to
suspe the main reason,
lots of individual visits. I suspect
th that. This is the
however, is more emotional than
che or construction
industry (be it horses, cows, cheese
equipment) coming together to mutually agree how
it is feeling.
Being in business can be a lonely, isolated
condition. You have the sen
sense, day-by-day, of
how things are going in you
your own little world
but information about the res
rest of the industry is
histo
infrequent and often quite historical.
You know that
wel or badly compared
you are doing relatively well
to your own historical performance, but it
se
is tough to get the sense,
in real time, of
pe
whether you are performing
better or
worse than your neighbours.

Just like the farmer who knows his cattle are
a little smaller than he would like or expect, who
suddenly gets reassurance when he sees the
selection of emaciated beasts that his fellow
farmers have brought along to auction. We are a
competitive species and we long for reassurance
(or a reality check) that we are still producing
competitive outcomes.
Roadside markers
This brings me to the second reason why these
kinds of events are critical for the industry. Fairs
such as Bauma have become the venue at which
the new developments of the industry, particularly
of the manufacturers, are publically showcased for
the first time. As such they become the roadside
markers that tell the industry that it is making
technological progress and where some are moving
ahead and others falling behind. Just like the
farmer that shows up to the market with the new
breed of cow that has 50% more milk production
than his neighbour, it can be the point at which
the game-changing technological developments
become obvious and scary.
Of course, just like the farmers visiting the market
with a closed mind and a desire only to get drunk
in the pub, you only get out what you put in. It
took me years to realise that fairs and conventions
should be really hard work. To get the best from
them you need to plan what and who you want to
see and know what you want to find out. You need
to come back from them with a clear set of ideas
of the things you are going to do or change as a
result. This doesnt preclude coming back with a
hangover or a few funny stories, but if thats the
only objective then you might just miss the critical
IRN
development that will save your business.
Why does every country in the world have its local

horse fairs, or food markets or cattle fairs? They
are there, in part, to enable more efficient business
to be done
done. I suspect the main reason is more
emotional than that. This is the industry coming
together to mutually agree how it is feeling.
KEVIN APPL
APPLETON is a former chief executive of Lavendon Group and now executive
chairman of Travis Perkins 1.5 billion builders merchants division in the UK.
Kevin is hap
happy to get readers views and feedback on his articles. If you have any
comments, please e-mail: IRNfeedback@khl.com
12 ERA/IRN RENTALTRACKER
Holding on
A
t the end of 2012 there were still more

people reporting worsening rather than
improving conditions in Europes rental
industry.
Of the almost 200 respondents surveyed at
the end of December, almost 35% reported
deteriorating conditions compared to the 18% who
were seeing improvements (47% said conditions
were unchanged). The resulting negative balance of
opinion of -16.6% is, however, an improvement on
the -22.3% reported in the third quarter of 2012.
Companies in Italy, France, Spain and the Benelux,
as well as large multinational renters, all had
large negative balances of opinion on business
Revenues in 2012
PERCENTAGE WITH HIGHER REVENUES IN
2012 COMPARED TO 2011
Russia
Multinationals
Germany
UK
Nordic Region
All Europe
France
Spain
Benelux
Italy
81%
71%
55%
50%
50%
45%
33%
22%
19%
18%
The results of the ERA/IRN RentalTracker survey for the final

quarter of 2012 show a continuation of the deteriorating trend
evident since the middle of the year, although there remain big
differences across the region. Murray Pollok reports.
conditions at the end of December. More positive
were companies in Russia, Germany, the UK and the
Nordic region.
Positive findings
For Europe viewed as a whole, there were some
positive findings. In measures such as fleet
utilisation, revenues for the final quarter and
full year, expectations a year ahead, and short-
Optimism chart
PERCENTAGE FORECASTING BUSINESS TO BE MUCH BETTER ONE YEAR AHEAD
40%
35%
40%
30%
25%
20%
15%
13%
10%
9%
5%
Exactly 198 companies in Europe responded to

the ERA/IRN RentalTracker survey for the fourth
quarter of 2012. The survey was carried out in the
last two weeks of December and the first week
of January.
Our thanks to all the companies who participated
and to the following organisations who helped
distribute the survey to their members and
contacts:
Assodimi (Italy)
ConfalQ (Spain)
Construction Plant-hire Association (CPA)
(UK)
Consurent (Netherlands)
DLR (France)
Hire Association Europe (HAE)
RusRental (Russia)
The RentalTracker for Europe is a joint venture
between IRN magazine and the European Rental
Association (ERA). If you have suggestions about
how the survey could be improved, then please
contact the ERA on ERA@erarental.org or Murray
Pollok, IRN Editor, at Murray.Pollok@khl.com
9%
3%
0%
Russia
UK/ Italy
Ireland
0%
0%
0%
0%
0%
All Benelux Nordic Multi- France Spain Germany

Europe
Region national
FIGURE 1
Business conditions now

150%
+41.2%
+28.8%
+4.1% +0.6% +7.2%
15.3% 13.5% 27.1% 28.0% 23.8%
34.6% 40.2% 34.7%
28.2% 44.1%
41.8% 43.4% 45.3%
48.3% 41.8% 47.2%
56.5% 42.3%
31.2% 28.6% 30.9%
17.1% 17.9% 18.1%
-17.5% -22.3% -16.6%
100%
50%
0%
-50%
Q2-09
Q3-09
Q4-09
Q1-10
Q2-10
Q3-10
Q4-10
The survey
term employment intentions, there were small or

significant improvements.
Improvements included a real uptick in
expectations for business a year from now (a +16%
balance of opinion compared to less than +1% three
months earlier) and a significant upward shift in
utilisation (more seeing an improvement, fewer
reporting a deterioration).
Employment intentions have hardened slightly,
Q1-11
Q2-11
Q3-11
Balance of opinion
Q4-11
Q1-12
Deteriorating
Q2-12 Q3-12 Q4-12
Same
Improving
www.khl.com/rentaltracker/
ERA/IRN RENTALTRACKER 13
FIGURE 2
FIGURE 3
Quarterly activity year-on-year
Yearly activity
comparison
150%
+48.6% +40.5% +37.6% +36.2%
150%
+11.1% +13.9% +3.7% +5.9%

12.5% 15.4% 17.7% 21.4% 27.2% 26.1% 27.9%
30.1%
26.4% 28.7% 26.9% 21.0%
34.6% 33.9% 41.1% 33.9%
61.1% 55.9% 55.4% 57.6%
38.3% 40.0% 31.3% 36.0%
100%
50%
100%
50%
+40.0% +51.0%
+18.4%
18.0% 15.0% 27.0%
24.0% 19.0%
79.0%
27.6%
0%
0%
58.0% 66.0%
6.0%
15.0%
45.4%
-50%
-50%
-64.0%
Q2-09
Q3-09
Q4-09
Q1-10
Q2-10
Q3-10
Q4-10
-100%
Q1-11
Q2-11
Q3-11
Q4-11
Q1-12
Q2-12 Q3-12 Q4-12

-100%
Balance of opinion
Lower
Same
2009
Higher
2010
2011
2012
Balance of opinion
with almost a quarter of the 200 respondents
reporting an intention to take on more staff in the
first quarter of this year. Thats a percentage point
up on three months earlier.
In terms of levels of revenue for the final quarter
of the year, there is consistency with previous
quarters in 2012, with an almost even balance
in opinion, although slightly positive. In each of
the four quarters of 2012 between 26 and 30%
of respondents reported falling revenues, while
those reporting increased revenues hovered
between 31 and 40%. Rental companies found it
hard to match the revenue increases they were
seeing in 2011, when year-on-year comparisons
were easier.
For the whole year of 2012, 45% of respondents
said revenues were higher than 2011, with a positive
balance of opinion of +18.4%.
For capital expenditure, meanwhile, the overall
picture is one of stability, with a very slight rise to
27% (from 26% in Q3) in the proportion of companies

expecting to increase fleet CapEx this year.
If there is comfort to be had from the Europe-wide
picture, there is a much more mixed view when
you consider individual countries, or multinational
companies.
Multinational caution
The survey clearly finds the regions big multinationals in cautious mood. Although a large
proportion (71%) reported higher revenue levels in
2012, in every other measure they were below the
Europe-wide average for the final quarter.
For example, just 17% were reporting improving
utilisation, and there was a worse than average
balance of opinion on current business levels
(measured at the end of December). They are not
optimistic for the near future - not one multinational
felt able to predict much better business levels
in a year's time - and there was a similar level of
FIGURE 4
Same
Lower
support (meaning none) for significantly increased

investment. It is notable that no multinationals in
our survey expect to increase CapEx this year by
more than 10%.
It might be no surprise that confidence in Spain
and Italy remains low and the Q4 survey confirms
that there has been no improvement but France
and the Benelux seem to be moving in the same
direction.
Compared to the average, French rental companies
do not have big spending plans this year, are less
likely to employ more staff, and have a much worse
balance of opinion (-39%) on current business
conditions. They also share with multinationals are
rather pessimistic view about prospects of major
improvements a year from now.
FIGURE 5
Time utilisation trend
Employment
intentions
150%
+44.6%
+31.3% +29.9% +23.9% +18.6%

+7.3% +5.6% +14.3%
12.0% 15.3% 19.0% 20.0% 21.2% 23.6% 26.8% 21.4%
31.5% 38.0%
32.1% 36.1% 39.0% 45.5%
40.8% 42.9%
100%
50%
56.5% 46.7% 48.9% 43.9%

39.8% 30.9% 32.4% 35.7%
0%
Higher
EMPLOY LESS
EMPLOY MORE
11.4%
24.4%
EMPLOY LESS
Q3-12
EMPLOY MORE
13.7%
22.6%
Q4-12
NO CHANGE
64.2%
NO CHANGE
EMPLOY LESS
-50%
EMPLOY MORE
12.6%
63.7%
24.1%
Q2-09
Q3-09
Q4-09
Q1-10
Q2-10
Q3-10
Q4-10
-100%
Q1-11
Q2-11
Q3-11
Balance of opinion
Q4-11
Q1-12
Deteriorating
Q2-12 Q3-12 Q4-12
Same
Improving
Q1-13
NO CHANGE
63.2%
SUPPORTING
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ERA/IRN RENTALTRACKER 15
TABLE 1
Regional Trends
UK
+13%
(-25%)
Russia
+9%
(-5%)
Nordic Region
0%
(+27%)
Germany
0%
All Europe
-17%
(-22%)
Multinationals
-29%
(-54%)
Italy
-35%
France
-39%
(-53%)
Spain
-40%
(-23%)
Benelux
-44%
(-28%)
Note: Balance of opinion
= proportion seeing
improvement proportion
seeing worsening conditions.
PERCENTAGE REPORTING
Q4 2012 GROWTH VS Q4 2011
(previous quarter results in brackets)
PERCENTAGE WITH INCREASING

UTILISATION IN Q4 2012
Russia
67% (61%)
UK
51% (25%)
Germany
44%
France
39% (35%)
All Europe
36% (31%)
Italy
27%
Benelux
22% (20%)
Nordic Region
20% (45%)
Multinationals 7% (27%)
Spain
0% (8%)
0 10 20 30 40 50 60 70 80 90 100
Germany
71%
Russia
63% (59%)
UK
41% (50%)
Benelux
41% (21%) (but only by 5-10%)
All Europe
36% (32%)
Nordic Region
33% (67%)
France
14% (31%)
Spain
14% (0%)
Italy
9%
0 10 20 30 40 50 60 70 80 90 100
PERCENTAGE WHO WILL

EMPLOY MORE STAFF IN Q1 2013
PERCENTAGE WHO WILL INVEST >10% IN

2012 COMPARED TO 2011
Russia
63% (50%)
Nordic Region
43% (43%)
UK
32% (19%)
All Europe
24% (23%)
Germany
12%
France
11% (22%)
Benelux
9% (17%)
Spain
0% (0%)
Italy
0%
0 10 20 30 40 50 60 70 80 90 100
Russia
55% (57%)
UK
41% (31%)
Germany
28%
All Europe
27% (26%)
Benelux
22% (43%)
Italy
20%
Nordic Region 17% (44%)
France
13% (0%)
Spain
0% (0%)
0 10 20 30 40 50 60 70 80 90 100
What was striking about the results from the

Benelux, meanwhile, was that more than half
(53%) were reporting deteriorating conditions
at the end of 2012 that is more than any other
territory. It is no surprise, then, that so few
just 9% - expect to increase employment in the
current quarter, or that the number expecting to
significantly increase fleet investment this year has
halved from 44% at the end of the third quarter to
just 22%.
The Nordic region, which was notably more
confident than the rest of Europe during 2012, is still
above the average in most measures, although its
optimism has taken a hit.
Its positive balance of opinion on current
conditions has slipped from +27% at the end of Q3 to
a neutral 0 by the end of the year. Nordic companies
have also cut their spending plans for this year.
Germany, Russia and the UK

More positive are the findings from Germany, the UK
and Russia. Russia remains the star of the survey,
with its rental companies top of the league in all but
two categories. Russian rental companies are more
likely to increase spending, more likely to employ
more workers, and more likely to be reporting rising
utilisation.
Results from Germany remain solid in particular
seeing increases in utilisation and year-on-year
revenues although like many others its rental
companies do not expect business to be much
better a year from now.
FIGURE 6
Expectations for year from now

200%
150%
+57.9%
+38.4%
+20.7% +26.9% +30.9% +8.4% +0.6% +16.7%

10.0% 16.4% 21.8% 16.9% 19.8%
25.7% 32.1% 22.6%
22.0%
28.8%
29.6%
39.3%
35.8%
40.2% 35.2% 28.2%
67.9%
54.8%
42.4% 43.8% 50.6% 34.1% 32.7% 39.2%
100%
50%
0%
Q2-09
Q3-09
Q4-09
Q1-10
Q2-10
Q3-10
Q4-10
BALANCE OF
OPINION ON
BUSINESS
CONDITIONS
(END Q4, 2012)
previous quarter in
brackets below
Q1-11
Q2-11
Q3-11
Balance of opinion
Finally, there seems to have been a real
improvement in sentiment in the UK. It is now above
average in all of the categories and companies in
the UK were most positive about current business
conditions, with an encouraging positive balance of
opinion of +13%.
Only Russian renters are planning to increase
spending more than those in the UK, and UK
companies were also reporting increases in
Q4-11
Worse
Q1-12
Q2-12 Q3-12 Q4-12
Same
Better
utilisation and very positive quarter-on-quarter

increases in revenue.
This rather goes against the gloomy
picture painted by the UK media, with speculation
of a triple-dip recession now common in the press.
Things are maybe not as bad as they look, or perhaps
it reflects the timing of the survey, in the final twoweeks of December, a period of office parties and
IRN
goodwill to all (including online surveys).
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Linddana A/S . lholm Bygade 70 . DK-7160 Trring . +45 75 80 52 00 . www.linddana.com
RENTAL AWARDS 17
Winning ticket
Now is the time to act if you havent yet entered the 2013
European Rental Awards. Murray Pollok reports on the awards and
Award Criteria
The awards are judged on what companies or
individuals accomplished in 2012.
RENTAL COMPANY OF THE YEAR
(TURNOVER ABOVE 15 MILLION)
Can you demonstrate an excellent and improving
performance in your business in 2012? For
example, how have you improved your levels of
customer service? Are the training needs of your
employees being met, and what investment have
you made in your fleet? How are you performing
financially? Did you make important initiatives in
2012 that were successful?
SMALL & MID-SIZED RENTAL COMPANY
OF THE YEAR (TURNOVER UNDER 15
MILLION)
Same as above.
RENTAL PRODUCT OF THE YEAR
Has your company offered rental companies
a truly innovative product during 2012? Has
it created a genuinely new rental market, or
significantly enhanced an existing rental sector,
and has it been taken up successfully by rental
companies in Europe? The award applies to
products introduced during 2012 and is open to
any supplier that is selling its products in Europe.
The ERA/IRN Rental Person of the Year
This award will recognize an outstanding
contribution to Europes rental industry in
2012. The award may recognise a significant
performance in any one of a number of areas,
including safety, sales, operations, leadership,
fleet management, etc. If you have an employee
who has performed superbly in 2012, and who
would be deserving of Europe-wide recognition,
then let us know.
LIFETIME ACHIEVEMENT AWARD
The judging panel will make this award. However,
if you think you have a good suggestion for this
award then e-mail it to: IRNs Editor at Murray.
Pollok@khl.com or to Michel Petitjean, secretary
general of the ERA, at: era@erarental.org
Awards Sponsors:
GOLD SPONSOR:
Ritchie Bros Auctioneers
SILVER SPONSORS:
Trackunit
Caterpillar
Husqvarna
ERA convention, taking place in Paris, France on 15-16 May.
y the time you read this the deadline for the

2013 European Rental Awards will be just a
couple of weeks away (to remind you the key
date is Friday 15 February).
The awards will be judged on what you did, or what
new product you launched, in 2012. So if you had a
successful 2012 in whatever way or if one of your
new products was particularly innovative or wellreceived, then take the opportunity to tell us about
it and enter the awards.
It costs nothing to enter (aside from the time
preparing your entry) and the process is easy: visit
www.khl.com/rentalawards, decide which category to
enter, download the entry form, and then send it to
IRN by the deadline date. The website also contains
useful advice on what the judges will be looking for.
The judges this year bring the usual mix of
high-level rental expertise (Grard Dprez of
Loxam/ERA and Kevin Parkes of Hewden) combined
with extensive experience in construction equipment
distribution and manufacturing (Volvos Jean-Marie
Osdoit and Jrgen Kspert of German distributor and
rental association BBI).

The awards are jointly organised by International
Rental News and the European Rental Association.
IRN is represented in the judging process by its
Editor, Murray Pollok, while ERA secretary general
Michel Petitjean will be the non-voting chair of the
judges.
The 2013 awards ceremony will again be held during
the European Rental Associations annual convention.
The dinner venue is the Hotel Concorde La Fayette,
which adjoins the convention venue, the Palais des
Congrs de Paris, close to Porte Maillot in west Paris.
The four award categories are:
Large Rental Company of the Year (turnover over
15 million)
Small/Mid-sized Rental Company of the Year
(turnover under 15 million)
Rental Product of the Year (for product launched
during 2011)
Rental Person of the Year
In addition, the judging panel may present a
Lifetime Achievement Award.
Award details
WHEN:
Wednesday 15 May, 2012 (on the first day of ERAs
two-day annual convention)
WHERE:
Paris, France
AWARD ORGANIZERS:
Joint venture between International Rental News
(IRN) & European Rental Association (ERA)
Website:
www.khl.com/rentalawards
AWARDS CEREMONY VENUE:
Hotel Concorde La Fayette
3 Place du Gnral Knig
75017 Paris, France
Tel: +33 1 40 68 50 68
ERA CONVENTION VENUE:

Palais des Congrs de Paris
2 Place de la Porte Maillot
75017 Paris, France
Tel: + 33 1 40 68 22 22
EVENT HOTEL
Hotel Concorde La Fayette
Address given left. ERA has negotiated special
rates with the hotel. Contact ERAs secretariat in
Brussels for details.
SPONSORSHIP/TICKETS/TABLE BOOKING:
Contact the ERA:
ERA secretariat, Brussels, Belgium
Tel: +32 2 761 16 04
E-mail: era@erarental.org
Web: www.erarental.org
ERA Convention
The eighth ERA Convention take place in the
Palais des Congrs (2 Place de la Porte Maillot) in
Paris on 15 and 16 May 2013.
The convention is expected to start with an
optional visit to rental depots in the Paris
area between 11.30 am and 2.00 pm, with the
first workshops starting at around 2.30 pm.
The convention will finish at 3.30 pm on the
following day.
ERA is expecting more than 250 participants.

comprising leaders of European rental companies,
representatives of national rental associations and
suppliers to the industry. The convention represents
the best place to meet Europes rental communit in
2013.
The association is also organising a table-top
exhibition for suppliers to the rental industry. For
details contact ERA (see contact details on this page).
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KAESER INTERVIEW 19
Thomas Kaeser, Kaeser CEO,

right, with Uwe Grundmann,
production manager for the
Mobilair facility.
Airpower
A
s managing director of a classic Mittelstand

family-owned business in Germany you might
expect Thomas Kaeser to take a conservative
approach to capital expenditure. In fact, as he gives
IRN a tour of the companys Coburg headquarters,
the evidence of expenditure piles up: the 10
million spare parts operation, hi-tech robots moving
components between halls, excavators working
outside on another recent extension.
Mr Kaeser points over to spare ground beyond the
compound and says there are plans for two more
facilities there as well. That will add to the existing
50000 m2 of covered space already on the site.
That investment is what has propelled Kaeser to
its current status as one of the worlds foremost
compressed air specialists. With revenues of
around 600 million, its compressors and other
products are sold all over the world to industrial
and manufacturing customers of all types. It has 46
branch offices worldwide, including new offices in
Peru and Kenya, plus 64 partner
partner companies.
Kaeser Kompressoren is now in its third generation of Kaeser

family ownership and shows no signs of slowing down. IRN
Editor Murray Pollok met CEO Thomas Kaeser at the companys
headquarters in Coburg, Germany.
Of the total business, Mobilair portable
compressors represents a relatively small part
around 15% of revenues but it is important, with
rental being the single biggest customer segment
for the division.
Around 60% of Mobilair sales are in Europe, and
it has many of the regions major rental companies
as customers, but it also sells a lot worldwide, with
major rental clients in North America (Volvo Rents,
for example) and South America (where Brazilian
rental company Engebras Kompressoren has around
500 of its M 26 compressors).
Kaeser
renta go beyond its Mobilair
Kaeserss links to rental
business. The company ssometimes rents its static,
industrial compressors to customers, charging
volu of air generated. The
them by the volume
compressors are
ar owned by a third-party
leasing compa
company, Kaeser monitors the
performance of the machines and
the with customers paying
maintains them,
Kaeser offers op
options including an integrated
g
generator
and compressed air
t
treatment
equipment with its
M 31 portable compressor. The
compr
compressor
offers a free air delivery
of 3.15 m3/min (at 7 bar) and comes with a corrosion
resistant polyethylen
polyethylene (PE) enclosure.
a utility bill for air.

We understand why the rental model works, says
Mr Kaeser, Its like electricity or gas. We dont rent
the compressor, we make the unit available to the
customer. Its beyond rental super rental.
This flexible approach to selling and ownership of
its products extends to the equipment rental market
with its portable Mobilair units, with Kaeser willing
to provide compressors in a number of ways, either
through a straight sale, via a leasing company, or on
a split-rental basis.
Split-rental benefits
Under split-rental, ownership of the compressor
is with a leasing company, with Kaeser taking a
proportion (around 60%) of the rental revenues.
Rental companies only pay this split-fee, with
Kaeser and its service organisation maintaining and
servicing the compressors.
Mr Kaeser says this is a low risk option for rental
companies; The rental company gets brand new
machines and customers want state-of-the-art
machines, and downtime is reduced as well.
You need to have very close contact with the
rental company, to see that the rental company
is really renting it. We also monitor whether the
machines are being used, and prompt them to
re-deploy it if not. When it is not profitable for us
20 KAESER INTERVIEW
Thomas Kaeser is the third generation of the Kaeser

family to manage the company. Carl Senior founded
Kaeser in 1919 and Thomas became CEO in 2009 when
his father, Carl Jr, passed away.
and the customer does not need to rent it then we
take it back.
Kaeser has hundreds of portable compressors
operating under rental-split arrangements like this
he option for 10 years.
and has being offering the
Different ownership models is one way of getting
gh quality products on short
business, but offering high
delivery times is just as important
It is Kaesers aim to deliver compressors within
ays of an order. The key to
five to eight working days
ping control of production
achieving this is keeping
in-house. The companyy manufactures all of its
g, in Northern Bavaria (with
portable units at Coburg,
the exception of three models assembled at Kaesers
small facility near Lyonn in France). The dedicated
5000 m2 Mobilair facilityy in Coburg has a production
capacity of 10000 unitss a year, although it is not
w.
working at that rate now.
Almost everything is done
he
in-house, except the
al
tanks. A sheet metal
plant, close to Coburg, was
built five years ago and paid for itself in
er.
two years, says Mr Kaeser.
Build to order
The company only builds to order and has a
sophisticated system that quickly allocates parts
and components for a very large number of product
variations.
Our aim is to have very short and controlled
delivery times, says Uwe Grundmann, who is in
charge of the portable compressor factory, Every
model within five to eight working days, and in the
configuration and colour that you want. Every unit
The new
n Mobilair M 350 offers a free-air delivery of up
to 34 m3/min and has a Mercedes-Benz diesel engine.
can be configured with about 500 or 600 variations.

For example, 100 air-end options are available.
Mr Kaeser says; The reason we dont have stock
is that we use production capacity to deliver to
customer orders. Having such a large number
of product variations sounds complicated,
he acknowledges, but we do it intelligently
by computer: we can provide the specification
variations in a very short time.
There are no current plans to expand the
ma
manufacturing output outside Germany
or Europe. The core of the product is
no just engineering and labour, its also
not
int
international
logistics, says Mr Kaeser,
We prefer to concentrate production
and de
decentralise sales, service and logistics.
Perhaps iin five years the model will change a bit,
but now we pproduce in Germany.
To manage those kinds of lead times requires a
sophisticated parts operation and very responsive
suppliers. As Mr Kaeser says; Today a supplier
is almost as important as a customer. A reliable
supplier is vital.
Meanwhile, technical innovation remains as
important today as it was for his grandfather,
company founder Carl (senior), and father, Carl
(junior). Kaesers Sigma profile rotor for screw
compressors was first introduced in 1973 and the
Sigma Control Mobil system was introduced in
1998. The company has been fitting polyethylene
enclosures for 10 years, first on its M 26 unit.
We have two main strategies, explains Mr Kaeser,
One is to produce air at the lowest possible cost. In
1975 my father created the slogan more compressed
air, less energy. People said energy didnt matter;
now the page has changed. The philosophy of
reduced energy use has been in our genes for 30
years.
Second, air is as important as electricity. We build
high quality products, with telemetry features and
Automated transporters shift parts around the factory.
The Coburg facility has 50000 m2 of covered office and
production space and Kaeser has invested heavily in its
components and spare parts operation.
KAESER INTERVIEW 21
on undersea life during engineering operations, such

as building foundations for offshore wind turbines.
The M350 is significant for big rental companies,
says Mr Kaeser, The dealers who also have rental
fleets dont have this machine its only for specialist
rental companies.
Dry-running compressors
Kaeser employs 1600 staff at its production facility

in Coburg, Germany. Around 100 work on the
production of the Mobilair portable compressors.
service, so that this air is always there when needed.

When the jackhammer is used, the air needs to be
there...Our new models are always more reliable and
more efficient. Not cheaper.
The key areas of focus now are to choose the
right engine, optimise the air end and internal
pressure losses, says Mr Kaeser. In terms of product
development, the M 350 is one of the latest models
a large, 34 m3/min unit designed for particular
applications and attractive to specialist rental
companies. One application for this has been to
create underwater air curtains to reduce the impact
So-called oil free compressed air has become a more

important technology in recent years, although
Kaeser prefers the more accurate term dry running,
because the compressor still needs to have oil to
operate. Kaeser may have something new in this
area coming up, but is keeping its plans under wraps.
Like other manufacturers Kaeser has been wrestling
with the new engine emission requirements. This
is hard work, says Mr Kaeser, I really dont know
how small companies can achieve this the cost is so
high, and you have to have engineers to do it.
In the end its the right thing to do we only
have one planet. But it takes real work, time and
engineering capacity to achieve.
Kaeser uses Kubota engines on units up to 10 m3,
then a mix of Deutz, Mercedes Benz and Caterpillar
for bigger units. It isnt opting for a preferred
technical solution, as Thomas Kaeser explains; We
dont choose Adblue [used with Selective Catalytic
Reduction (SCR) solutions] or particulate filters
(Exhaust Gas Recirculation (EGR) techniques], we
choose the engine manufacturer. The choice of
engine is very, very important.
The Mercedes Benz engines on the M250 and M350
use Adblue/SCR technology, while the M200 uses a
Caterpillar ACERT engine.
With the addition of the M 350 unit the Mobilair
range is now even broader. The range supplies 95%
of the market, says Mr Kaeser.
Its one thing to have the right products, but do its
rental customers have money to spend? Conditions
are certainly better than they were in 2009 and
2010, says Mr Kaeser, People who bought hundreds
every year went to zero units. Rental companies
aged out their machines. Im not sure it was the
most efficient way of doing it, but it was the most
cautious way. Liquidity was more important than
Kaeser takes on as many as 80 engineering apprentices a year at

its Coburg and Gera facilities. This is the Coburg training school.
maximising profits.
Spending resumed at the end of 2010, but growth
has slowed again. The Eurozone crisis is there, we
cannot deny it... we have no choice but to overcome
the problem. The politicians have to explain that we
have to tighten our belts.
We are in a difficult situation, but when we
overcome the difficulty I think the market will
be about the same as 2012, and a bit higher. We
dont plan for a drop in 2013. Mr Kaeser thinks the
company as a whole will see 10% growth next year,
although there is little certainty.
Whatever happens, Kaeser will do what many
Mittelstand companies do, and look after its
employees. During the recession, Mr Kaeser says not
a single employee was laid off they worked less
hours, of course, and there was little overtime.
As one of the three big employers in Coburg, with
around 1600 staff locally plus 300 at a facility in Gera,
north of Coburg, Kaeser takes its responsibilities
seriously. That extends to taking on around 80
engineering apprenticeships every year, far more
than is actually needed.
Mr Kaeser says the quality of the training is such
that those who dont get jobs with Kaeser often
manage to find work elsewhere.
The Kaeser family isnt just investing in bricks and
IRN
mortar.
Full charge performance.

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22 BAUMA PREVIEW
Bauma scene
This years Bauma will be the biggest yet, with an additional 20000 m2 of space and an
anticipated 450000 visitors. Murray Pollok sets the scene for the show.
Bauma 2013
DATES
15 - 21 April 2013
OPENING HOURS
rguments about the place of exhibitions in

the modern digital world are blown out of
the water by the sheer scale of Bauma, a
scale that puts it into a category of one, without
compare.
What was remarkable about the 2010 event was
that, despite the ill-timed Icelandic volcanic ash
cloud which prevented many from travelling, and
the considerable impact of the financial crisis,
visitor numbers still exceeded 400000. Down on
the 2007 number it may have been, but given the
circumstances the turnout was fantastic.
The 30th edition, being held this year in its usual
location in Munich, Germany from April 15 to 21, will
be the largest ever, with a total area of 570000 m2.
Dr Wolf-Dietrich Mller, executive director of capital
goods shows at organiser Messe Mnchen, says the
Mon - Fri: 9.30 a.m. - 6.30 pm

Sat: 8.30 a.m. - 6.30 pm
Sun: 9.30 a.m. - 4.30 pm
VENUE
New Munich Trade Fair Centre
Munich, Germany
ORGANISER
Messe Mnchen GmbH
Messegelnde
81823 Mnchen
Germany
HOTLINE
Tel: +49 (0)89 949 11348
Fax: +49 (0)89 949 11349
www.bauma.de
A floorshow underway at Wacker Neuson s stand in 2010.
2013 event will feature some 3300 exhibitors and is

expected to attract in the region of 450000 visitors.
An additional 20000 m2 of exhibition space has
been found in the Northern outdoor exhibition area,
but many exhibitors are still looking for bigger
stands. Many of our exhibitors wanted to enlarge
their space, but we couldnt accommodate all of
those wishes. We would need another 30000 m2 of
outside space, he says.
Machine launches
It goes without saying that Bauma will play host
to many hundreds of new machine launches and
will therefore be of prime interest to equipment
buyers and users. On these three pages we provide
some advance information on how to register for
the show, where to book hotels and how to get to
BAUMA PREVIEW 23
Bauma 2010: you might thing it couldnt get bigger, but this
years show will have 20000 m3 extra exhibition space.
Blue = German visitors

Yellow = International visitors.
Bauma visitor figures

500,000
450,000
400,000
350,000
300,000
250,000
200,000
150,000
100,000
50,000
setting
Munich
Munich. You can,
can of course,
course get more information at
the show website (www.bauma.de).
The construction industry backdrop for this
years show is a mixed one. In the global context
the construction market is forecast to keep growing
at around the 4.5% to 5.0% mark for the next
three years or so which is solid, but not as high
as forecasters had predicted two years ago or so,
before the sovereign debt crisis in parts of Europe
and the slowdown in China.
Europe remains one of the slow growth areas of
the world. Euroconstruct, the body that compiles
forecasts for Europes construction industry,
predicts that the market will return to growth in
2014 after a 2.5% decline in construction this year
(and after a 4.7% reduction in 2012).
0
54 55 56 57 58 59 60 61 62 63 64 65 66 67 69 71 73 77 80 83 86 89 92 95 98 01 04 07 10
As far as Bauma is concerned, the news is brighter

in Germany, where the marginal decline of 0.2%
last year looks like it will be reversed in 2013 with
growth of 2.5% forecast by Euroconstruct.
It is one of Baumas enduring strengths that its
home is Europes biggest construction market,
and this year one of the regions best performers.
The scale and quality of Germanys construction
equipment manufacturing sector is another obvious
plus point for the show.
Talking points
IRN at Bauma
IRN magazine attends Bauma with its publisher,
KHL Group. You will find us in Hall B3 on stand
number 400.
A large team from KHL Group will be in Munich
and you will be able to pick up all the latest
issues on the stand.
INTERNATIONAL
One of the big talking points at the show this year

as at all construction shows will again be offroad diesel engine emission regulations. Stage IIIB
emission limits have been the focus in recent years,
and the start of this year saw the Stage IIIB deadline
for engines in the 37-56 kW range a prime size for
many compact machines popular in rental fleets.
The attention at Bauma, however, is likely to
switch to Stage IV limits, with several engine
24 BAUMA PREVIEW
Travel to Munich
The nearest airport is Munich Airport. During Bauma a shuttle bus service will run from the airport to the
Trade Fair Centre every 30 minutes. The journey takes 45 minutes and tickets are 8 (US$10.50) one-way
or 13.50 ($17.50) for a return journey. Taxis from the airport to the Trade Fair Centre cost an agreed fixed
rate of 56.00 ($73.00).
For journeys into Munich city centre from the airport take the S1 or S8 urban rail lines to the
Hauptbahnhof (central station) or Ostbahnhof (eastern station) or stations and connections along the
route. Several bus services are also available, serving different parts of the city check information
counters at the airport, depending on your destination. A few hotels offer a shuttle bus service.
Taxis are also available, but be aware that the airport is some 30 km from the city centre, so fares to the
city centre are likely to be 60 ($85) or more.
Rental cars are available at Munich airport from Avis, Europcar, Hertz, National/Alamo and Sixt. Service
counters and pick-up/drop-off points are located in Terminal 1.
Munich is also well served by rail and road networks.
Hotels
Baumas popularity means hotel rooms are hard to come by in Munich during the show, and rates are
nothing short of extortionate. Expect to pay five to ten times the normal advertised rate for a room.
Reservations can be made through:
www.tradefairs.com
Tel: +49 (0)69 9588 3616
Fax: +49 (0)69 9588 1913
e-mail: messe-muenchen@tradefairs.com
Getting to Bauma
The New Munich Trade Fair Centre is served by the U2 underground metro line, part of Munichs extensive
public transport network. The Messestadt West station is at the main entrance to the trade fair, and is
convenient for the lower numbered exhibitions halls (A1 to A3, B0 to B3 etc.). The Messestadt Ost station is
more useful for the outside exhibition areas and the higher numbered halls (A4 to A6 etc.).
There is also car parking available at the trade fair centre and a steady flow of taxis.
A sea of visitors surround Liebherrs massive Bauma stand in 2010.

manufacturers and OEMs likely to have Stage IV
engines and machines on display. Stage IV limits for
engines from 56 to 560 kW come into force during
2014 (and not all at the same time). As with Stage IIIB
there are transitional arrangements in place that
will mean the introduction of new Stage IV engines
and machines will be phased.
It will be the new machines that will be of prime
interest to most visitors, however, and in the
March and April-May issues of IRN we will have
comprehensive coverage of many of these product
launches.
In the meantime, remember that accommodation
in Munich is in short supply and extremely expensive,
IRN
so start planning your visit now.
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26 RENTAL SOFTWARE
Data watch
More and more rental companies are using dashboards to present key business information in a
way that is easy to digest and which prompts action. Murray Pollok reports.
he modern day rental software system

generates lots of data, which is both a good
and bad thing: data tell you whats going
on, but too much of it will leave you swamped and
struggling to identify whats really important.
Thats where business intelligence tools and
dashboards come in, presenting information in an
easy to digest and prioritised way, communicating
information to managers quickly and efficiently.
Jack Shea, general manager at Solutions by
Computer (SBC), says data overload is a chronic
problem in many businesses; Reports tend to be
especially time-consuming the rental operator
usually has to wade through a lot of data to draw
useful conclusions. Dashboards get you to the finish
line faster; they are usually a graphical, summary
presentation of the underlying data.
Its important to point out that the use of
dashboards can be operational, tactical or
strategic. Strategic applications are often trendrelated: the data is presented in a way that helps
the rental owner/manager correct negative trends

or capitalise on positive trends.
Olly Williamson, senior business development
manager at InspHire, says dashboards can be
used operationally to track equipment, to find
information such as purchase orders and rental
contracts, and to provide a barometer for business
performance.
Utilising business intelligence dashboards
should save you time and give you easy access
to your business KPIs, says Mr Williamson,
Therefore its important to identify the key
metrics that you operate your business by, such
as rental contracts generated each day, average
rental contract rate, average utilisation, and then
have a dashboard for each of these. Dashboards
are there to show you where the issues are, rather
than you having to delve into reporting to find
the issues.
Of course the issues vary depending on the
managers role, which is why dashboards are often
Dashboard data?
Wynne Systems
The majority of our customers want to better manage cash flow through management of accounts
receivable and accounts payable. Similarly, revenue trends broken down by category and class allow
fleet managers to better allocate their fleet budget to equipment that will deliver a consistent return on
investment.
Ramco Systems
Analysis through Multi-dimensional reports: Opportunity & sales analysis, equipment availability &
utilization analysis, financial performance analysis, asset lifecycle analysis, headcount analysis, fuel
spend & consumption analysis, equipment tracking & activity analysis
Key Performance Indicators: physical or dollar utilization, invoicing inaccuracies , % rental yield,
average fleet age, fuel spend as % of revenue, operator costs as % of revenue, order conversion rate.
Solutions by Computer
Management dashboards can illustrate measures like total revenue and/or rental revenue versus
budget, versus previous period. They also track daily business volume. Operational dashboards help to
manage rental activities such as reservations, deliveries awaiting dispatch, and inventory utilisation.
Information about average days to collect receivables is useful to financial people; the value of
inventory in maintenance status, weighted for time, is valuable to maintenance managers. The value of
reservations written, compared to the same period last year or to budgeted numbers.
Sycor
Customers are increasingly interested in seeing traditional financial data, often combined with
business data from the rental sector. For rental companies: time utilisation, financial utilisation, fleet
age and rental forecast. Analysis of fleet utilisation, business activities and sales and the relationship
between them is important.
Infor
Profit/loss: ROI, rental revenue, rental cost, profit.
Fleet: time utilisation, financial utilisation, fleet age, fleet distribution, fleet cost (maintenance,
depreciation)
Rental operation: lost rent, invoice accuracy, re-rent (cost, revenue), forecast/accrued revenue.
best tailored to a particular job function. Lauren

Dorman vice president of product development at
RMI Corp, says; when you approach your design
and layout from this perspective, you can easily see
your way through to developing the key factors that
allow your staff to be successful.
The dashboards use underlying data generated
by the companys operating software, which means
that there is an enormous array of numbers to
choose from.
Nick Thomson, sales director at MCS Global in
the UK, says there are typically four main areas
where dashboards find themselves used: to analyse
customers (revenue analysis), equipment (revenues
and utilisation by product), costs (including
workshop activities) and purchasing (such as
re-rental levels, consumables and fleet capital
expenditure).
Sample dashboards
A list of some of the key data commonly reported in
dashboards as provided by a number of software
specialists - is given in the box below left.
Software companies including RMI, Solutions by
Computer, Wynne Systems, Sycor, inspHire, Result
Group, Ramco Systems, MCS and Infor are among
those offering dashboards, most commonly as a
standard feature within their software packages
and frequently offering dozens or even hundreds of
out of the box reports and with the capability to
create additional, non-standard reports.
Indian company Ramco Systems, which provides
a Cloud-based rental ERP solution, provides both
pre-built and user configurable dashboards. These
dashboards fall into three distinct types: rolebased, transaction-specific and dashboards for
Some of the dashboards

offered by inspHire.
RENTAL SOFTWARE 27
your turn to play the game, the App icon displays

a value or a count of new items. I like this analogy
because it generally causes the user to want to take
immediate action to bring that count of tasks due to
zero. Thats the goal of the Role Center to alert the
user to take action on the workload that is slated
for today.
Standard offering
The benefits of having a software solution linked to
a major ERP system with many standard dashboards
is highlighted by Frank Jakobi, vice president at
Sycor in Germany. The SycorRental solution is fully
integrated with Microsoft Dynamics AX, Microsofts
ERP solution.
Indian rental software company Ramcos maintenance efficiency
dashboard.
maintenance planning, scheduling and dispatching.

Rajeev Singh, practice head at Ramco, says rolebased dashboards are pre-configured specific to
the roles such as CEO, CFO and Depot Manager,
containing KPIs, key analytical reports, alerts
and trends. The transaction based dashboards
are specific to functions like rental operations,
equipment maintenance or cost management.
Ms Dorman at RMI says its ADVANTAGE solution
distinguishes between KPI dashboards and
Role Centers. KPI Dashboards are focused on the
critical success factors for the business. These
high level views are monitored by management
to watch for both positive and negative trends
as they develop. Many of our clients view
Dashboards either on demand during the day or on
schedule, delivered to their email on a frequency
that works for them. We have another contingent
of clients who display the less financially sensitive
dashboards on large monitors throughout the
organisation.
On the other hand, the Role Centers are based
on the job responsibility of the individual and are
designed to keep them focused on their tasks.
RMI offers reports for more than 20 different job
responsibilities.
When I describe Role Centers, I often liken itto
that of an App running on your SmartPhone. When
you have a new message, an update to install or its
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Example of an executive level dashboard from RMI Corp.
Dashboards are an integral component of the

role-based user interfaces offered by Microsoft
Dynamics AX, says Mr Jakobi, More than 30 Role
Centers with self-service functions for business
intelligence (BI) and reporting are available. In
addition, more than 800 standard reports are
available to all users.
SBC, meanwhile, offers its customers two options,
Flashboards and Enlighten. The Flashboards are
integrated into SBCs Enfinity system and are
either financial or operational. For example, one
of the financial Flashboards will compare current
revenue data to historical and projected revenues
and display monthly variances on the flashboard.
Enlighten is an Enfinity software module that
displays customer, inventory and transaction data
in a more dynamic, multi-dimensional presentation
that makes it very easy to spot relationships and
trends.
One of Enlightens big advantages, says Jack
Shea, is that its designed to be market-oriented.
For example, the history of a product group can
be analysed as to revenue trends by postal code,

specifying the use at jobsite address associated
with the transactions to give an accurate analysis
of geographic utilisation.
Mr Shea also points out that, more generally,
dashboards are intended to give transparency on
critical data throughout the day; We wove that
approach into our Enfinity system from a very
early point in its development so that in addition to
Flashboards and Enlighten, critical data appears on
key screens.
Driving actions
Some software suppliers, including Infor, the
software business that incorporates the former
Lawson company, told IRN that dashboards need to
go beyond the simple display of information, and
actually drive actions; Infor supplies customers
with role based screens with graphics and charts
- as opposed to restrictive dashboards. The idea
behind this to deliver a type of embedded portal
with which a user can easily identify his/her next
action. It is vital to think of dashboards as more
than just fancy colourful pie charts.
When it comes to role-based dashboards, Infor
says the reality is that roles often mix; As a result,
Infor also delivers a middle layer that makes
available data for any dashboard of choice - so if the
CFO has to fill in for the operating officer or a rental
depot clerk takes on warehouse management,
their dashboard can evolve to account for the new
needsThe Mash-up technology that Infor provides
makes this evolution of a role based dashboard
incredibly quick and easy.
Whatever your role, it is important, says Infor,
not to over-complicate things; Ideally each person
should have just one dashboard - the point is not
how many they access but what is put on the dash
in front of themTheir role should define the
dashboard, not the other way around.
Wynne Systems, which offers a dashboards
module through its InfoManager data warehouse
suite, makes a similar point; A company may own
a great dashboard solution, yet not know how to get
more people to use the information effectively. A
dashboard should guide decision-making it should
make doing the right or appropriate thing much
simpler because of the underpinning data points
available.
Nick Thomson, sales director of MCS. The company is now
launching mobile dashboards for use on tablets and smartphones.
For rental companies, any additional costs for

dashboards and reports will be an important
consideration.
At Ramco, the pre-built dashboards are included
in the system, with the option for the user to
configure additional reports, with Ramco offering
training back-up. SBC says the entry price for its
Enlighten dashboards module is US$1000, while the
more basic Flashboards can be added to Enfinity
starting at $500.
InspHire says it provides a number of dashboards
out of the box which are provided to all our
customers, however there is the ability to have
customised dashboards created.
Likewise, Infor says most of its dashboard screens
are included in the solution; Some specific analytic
products will carry an additional charge, but for a
great deal of the insight and benefit of information
presented to the user, there really should be no
additional investment needed.
At Sycor, dashboards and the underlying
infrastructure, such as SQL Analysis Services and
SharePoint, are included in the standard package,
with no additional licensing costs.
RMIs ADVANTAGE solution includes an array of
KPI and Role Center dashboards that are available
for immediate use. The company says it considers
requests for new dashboards, which it may then
develop at no cost and offer to its entire customer
base through its quarterly upgrades. It will
sometimes develop a custom dashboard for a fixed
price.
Looking ahead, the use of dashboards on mobile
devices is now becoming more common as sales of
smartphones and tablet computers increase. MCS,
for example, has been offering business intelligence
tools and dashboards on its desktop solution for
a decade or more, but is now launching mobile
dashboards for use with mobile devices.
MCSs Nick Thomson says these will be suitable
for use with a range of devices, and not just Apple
products; We are not dictating to customers what
mobile products they use. They can operate the
dashboards on their own tablet.
Mobile devices too

This shift to mobile devices reflects the growth
of Cloud rental software solutions, where rental
companies access the system through a web
browser with the data and software hosted by an
external supplier. Most software houses now offer
this option, and some, including Ramco and RMI, are
now almost entirely focused on Cloud products.
For Lauren Dorman at RMI, the future holds other
developments as well, with dashboards evolving
into more interactive, graphical representations
of business situations that afford the user the
opportunity to visualise and analyse alternate
scenarios and then put those plans into action.
Were already putting these tools to use in inventory
and production planning and they hold promise for
rental operations as well.
That might sound a bit hi-tech for a rental
business, but Ms Dorman argues that nobody should
ignore the opportunities offered by dashboards in
delivering real-time business intelligence.
With the rapid pace at which technology is
evolving, rental dashboards arent just for the big
guys anymore, she says, The solutions available
IRN
today dont cost an arm and a leg.
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Sycor.Rental Certied for Microsoft Dynamics 2012 (CfMD) is the fully integrated
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goods. Satised customers are now using Sycor.Rental in over 40 countries around the
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CHINA
INTERNATIONAL
CONFERENCE
14 October 2013
Beijing
IRC will highlight rental best
practices and provide a forum
for Asias rental industry.
EVENT CONTACTS
SPONSORSHIP
OPPORTUNITIES
(UK):
Lynn Collett, UK office
Tel: +44 (0)1892 786219
lynn.collett@khl.com
SPONSORSHIP
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Cathy Yao, China office
Tel: +86 10 6553 7678
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REGISTRATION
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Katy Storvik (UK)
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Graham Anderson
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PROGRAMME:
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WHAT
One day conference and
networking reception
WHERE
A major new rental conference for

the fast-growing equipment rental
industry in China and wider Asia
Swisstel in central Beijing
WHEN
14 October 2013
One day before BICES show
INTERNATIONAL SPEAKERS
he conference will provide Chinese and Asian
rental delegates with insights on best practice
rental management techniques; allow senior
rental managers worldwide to learn from each other; and
highlight rental opportunities in China itself.
KEYNOTE ADDRESS
Michael Kneeland, CEO
of United Rentals the
worlds biggest equipment
rental company.
CONFERENCE TOPICS
Leigh Ainsworth, CEO

of Coates Hire the market
leader in Australasia and
one of the top five rental
businesses in the world.
Building a general rental business in China

Aerial work platform rentals: the big opportunity
Power rentals in Asia
Crane rental developments
Rental software: efficiency through clever IT
Gerard Deprez, CEO of

Loxam the largest rental
company in Europe.
Role of OEMs in the rental industry

Further speakers to be announced
SUPPORTING THE EVENT

The event has the official support of the Machinery
Management & Rental Division of the China Construction
Industry Association (CCIA). The Machinery Management
& Rental Division represents the interests of equipment
fleet owners in China and its membership includes 600
rental companies. The conference will be opened by the
divisions managing director, Mr Jia Li Cai.
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COMPRESSORS 33
Atlas Copco already builds a range of portable

compressors in Wuxi, China but a second facility
in the city - illustrated here - is currently under
construction, close to the existing plant.
Airtime
New electric powered air compressors are among new products
from companies including Atlas Copco, Sullair, Doosan Portable
Power, MAC3 and Atmos. IRN reports.
lectric compressors may not suit all

applications and certainly not if you dont
have easy access to a power source but
they do offer benefits, especially as diesel fuel costs
rise and as new emission regulations make diesel
engines more expensive to buy and operate.
Atlas Copco Portable Energy has been producing
electric compressors at its Wuxi factory in China
for some time, because electric compressors are
popular in the country, but the company is now
in the process of developing European and North
American versions of the recently introduced XRHE
models.
John Hort, vice president of marketing at Atlas
Copco Portable energy, acknowledges that electrics
will not suddenly become more popular than diesel
units, but that there is an increasing trend in Europe
and North America in response to the higher costs
associated with diesels.
The new Chinesemade models are 25 bar XRHE
units, with versions for European and North America

now being developed, including smaller 10-14 bar
models. The US versions could well be available by
the end of this year, with European models likely to
following in mid-2014.
Doosan Infracore Portable Power is also looking
at electric compressors, and showed one prototype
unit at the Conexpo show in 2010. That was the
HP750e, a 750 cfm unit, with a liquid cooled variable
speed drive, and targeted at larger industrial
applications rather than the smaller portable
compressor market that is so popular in Europe.
Alex Persyn, business director at Doosan Infracore
Portable Power EMEA, tells IRN that the HP750e is
a project for Doosan in the US and that there is no
definite launch date yet for that model. He says
electric compressors have their place, but mainly
service industrial applications and with specialist
rental companies.
Also working on electric models is Sullair in
Sullairs new 900 cfm electric

compressor, the E900H.
This electric 750 cfm compressor, the HP750e, is a prototype

model being developed by Doosan Portable Power in the US.
There is no scheduled release date yet.
the US, which in the second half of 2012 launched
what it says is the first electric 900 cfm (1529 m3/
hr) compressor available for North America and
460 V/60 Hz markets.
Lower operating cost

Sullair which was recently sold by United
Technologies Corp (UTC) to private equity firms
Carlyle Group and BC Partners - says the new E900H
offers 67% lower operating cost than equivalent
diesel-driven compressors.
The unit delivers 900 cfm at operating pressures
up to 150 psi and features standard 460 Volt/3
phase/60 Hz cam-lock electrical connections for use
with standard mains power or portable generators
for either indoor or outdoor applications.
Sullair says the E900H provides many of the
same features as its diesel driven counterpart, but
without the time and expense required for re-fueling
and diesel sourcing. The compressor is powered by
a 214 hp (160 kW) TEFC electric drive motor with WyeDelta starter.
The compressor has a road towable tandem axle
design that supports a full fluid containment frame;
and includes electric brakes, restraining tow chains
and tail lights.
34 COMPRESSORS
Turkish manufacture
manufacturer Dalgakiram, based in Istanbul,
produces a range oof four portable compressors in
th 3.4 to 10.0 m3/min ranges. The
the
smallest is the PA 34, which is
a 3.4 m3/min-7 bar unit and the
largest is the 10.0 m3/min-7 bar
100 Founded in 1965, the company
PA 100.
intern
sells internationally
and is particularly well
rep
represented
in Russia and Ukraine.
Meanwhile, work continues in developing new

diesel compressors. Atlas Copco, for example,
used the Bauma China exhibition in November to
show the new XRYS1050 unit, a 35 bar compressor
powered by a Cat C15 engine, with a 25 bar variant
also being developed.
This compressor features a more efficient screw
element as well as an updated engine controller,
which Atlas Copco says will make it 3% more
efficient than its predecessors: the manufacturer
has chosen to make these savings to increase air
flow using the same amount of fuel as the previous
model. There will also be Stage IV/Tier 3b versions
of this compressor for Europe and North America
(called the XRVS 487).
co is busy developing
More generally Atlas Copco
Stage IV/Tier 4 Finall
technology compressors andd
says that it might end up withh
y,
a dual engine technology,
using both SCR (Selectivee
catalytic reduction) usingg
Adblue and DPF (diesell
particulate filter) engines.
John Hort says the companyy
may well use SCR/Adbluee
engines for the next stage

stag of emission regulations
because the Adblue distribution
distri
networks will have
become more fully deve
developed and because the
stricter emission limits provide less flexibility in
terms of technical solutions.
Germanys Kaeser Kompressoren is already using
a range of engine suppliers for its compressors,
including Caterpillar, Mercedez Benz and Deutz
engines for its bigger machines. We dont choose
Adblue or particulate filters, Thomas Kaeser told
IRN, we choose the engine manufacturer. The
choice of engine is very, very important. See our
exclusive interview with Mr Kaeser on page 19.
New from Doosan Portable Power, meanwhile,
is the large 25/280 portable compressor meeting
Stage IIIB (Tier 4i) emission regulations. The 25/280,
which will be exhibited for the first time at Bauma
2013, has a free air delivery of 28.3 m3/min at a
rated operating pressure of 25.1 bar. Dual pressure
The US-built Doosan 25/280 is one of several new high

pressure, large platform compressors being introduced by
Doosan Portable Power this year.
MAC3 launches its first compressors

New French manufacturer of pneumatic tools MAC3 has introduced its first range of portable compressors
incorporating a design that allows them to be switched between skid-mounted and trailer mounted
configuration in minutes.
There are four compressors in the MSP range with working pressures of 7 bar and free air deliveries of
between 2.2 and 3.2 m3/min. All have two air outlets, allowing the unit to power two tools at one time.
MAC3, based Saint-Cyprien near St Etienne, was created in 2011 by a group of ex-Sullair Europe
employees, including former Sullair Europe managing director Christelle Linossier, who is now managing
director of MAC3.
Ms Linossier told IRN that the company started by producing pneumatic hammers and tools, but for the
last year and a half has been developing the compressors, which are now being launched.
The reception for the new compressors has been great, she said, The big difference with other
ch from wheels to skid mounted
compressors is that you can switch
very quickly. Traditionally people have had to choose between
ing the skid unit onto the axle andd
wheeled or skid. She said mounting
trailer takes just minutes.
noow
The initial sales focus has been on France but the company is now
king for dealers.
targeting export sales and is looking
hree-cylinder Kubota engines (withh
All four MSP compressors use three-cylinder
ratings from 16.7 kW to 22.8 kW). The skid mounted units weigh
ding the trailer undercarriage
between 480 and 520 kg while adding
adds 120 kg to the weight. The
compressors are also compact,
with a width of just 0.75 m.
regulation is a standard feature, allowing it to

supply compressed air at operating
op
pressures of
both 25.1 or 17.2 bar.
Application scope
Doosan says dual regulation
regulatio expands the scope
of applications for the 25
25/280 compressor to
include powering drilling aand boring machines
for quarrying, mining, site investigation,
geothermal, mineral exp
exploration, water well
construction and shallow oil and gas projects,
together with truck-mounted
truck-mo
applications
for quarry and water well drilling. The 25/280
compressor can also be used
use for other specialist
applicati
applications
such as abrasive
bla
blasting, spray painting
and standby and
temporary compressed air for industry.
The new design of the unit combines a reduced
footprint to minimise transport costs with increased
fuel efficiency. With a length (drawbar up/drawbar
down) of 5150/6735 mm, a width of 2123 mm and
height of 2553 mm, the 25/280 is 18% smaller than
the current 25/330 Stage IIIA model.
Cat power source

Power is provided by a 354 kW Cat C13 diesel engine
using cooled EGR with the Cat clean emission aftertreatment system to meet the Stage IIIB regulations.
Mr Persyn says the 25/280, which is built in the
US, is one of three new hi-pressure, large platform
models following the launch last year of the low
pressure 9 bar and 12 bar units. Joining the 25/280
t European-built units, the 17 bar 17/240
are two
and the 21 bar 21/220.
an
TThese are new from the bottom up, says Mr
Pee
Persyn,
not just models with new Stage IIIB
en
engines,
and incorporate as standard features
likk multi-air outlets, bunded base, central
like
dra
drain and full maintenance access from three
sides.
In the smaller portable sector, Doosan
will now be offering the 7/26 and 7/31
pportable compressors with the option of a
poly
polyethylene Tough Top canopy, joining the
7/41 whic
which already has that option
COMPRESSORS 35
Rotair bought by Indias ELGI
Pictured is a selection of Kaeser portable compressors

ready for delivery from Kaesers production plant in
Coburg, Germany. See page 19 for our exclusive interview
with the companys CEO, Thomas Kaeser.
Meanwhile, Atmos, based in Chrst, Czech Republic,

in adapting to the new emission regulations and
has updated its 4 m3/min, 10/12 bar machine the
PDP28, with a very generous engine power margin
allowing it to generate the same free air delivery at
10 bar as the 12 bar version.
Atmos says the main application for these
units is trenchless pipeline refurbishment and
rehabilitation, where the compressed air is used to
drive robots and to inflate new pipe inserts. The 12
Rotair will continue to manufacture compressors and other products in Italy following its acquisition last
year by Indian compressor company ELGI Equipment, the company told IRN.
ELGI, which is based in Coimbatore, India and has group revenues of around US$600 million, will maintain
Rotairs Caraglio manufacturing facility and the production of Rotairs three main products, compressors,
breakers and mini-dumpers. The acquisition gives
ELGI a new production facility in Italy to add to
those it already has in India, China and France.
Rotair, in a written statement to IRN, said
its products offer ELGI group an important
opportunity of diversification, offering further
market growth and expansion, with a distribution
network across the world. The compressor business
is core product group for ELGI, but hydraulic
hammers and mini dumpers will give [it a] strategic
diversification opportunity.
The Rotair brand, already strongly present
globally, will give it the opportunity of further
expansion, strengthening its international position
and [giving Rotair] access to a global supply base
with ELGI.
bar versions are mostly supplied for optical fibre

blowing-in.
Sand blasting
For sand blasters the new, lightweight Atmos PDP68
machine has been derived from the PDP71 model,
again featuring a very robust engine power margin
offering 6.8 m3/min at 7 bar.
Also new is the PDP100, a varient of the timeproven PDP90 compressor (11 m3/min at 7 bar). Also
for sand blasting applications, the PDP100 has an

extra 16 kW of power (from a Perkins engine), which
means it can work at 12 bar providing 11 m3/min of
free air delivery.
Finally, mainly for markets outside Europe with
high ambient temperatures (above 50 degrees
C), the company has developed the PDP80, which
is designed for testing pipelines, sand blasting or
heavy demolition works. It provides 10m3/min of air
IRN
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www.fgwilson.com/ic_on-site
CHINA RENTAL CONFERENCE 37
Beijing conference
International Rental News magazine and KHL Group announced
the first International Rental Conference (IRC), to be held in
Beijing, China on 14 October, 2013. Murray Pollok reports.
Programme
Confirmed speakers
Keynote Speaker:
Mr Michael Kneeland,
United Rentals, USA
Customers come first:
building a rental business
Mr Leigh Ainsworth, CEO,

Coates Hire, Australia
Renting to the natural
resources sector
Mr Grard Dprez, CEO,

Loxam, France
Topic to be confirmed
Mr Wang Li Chun, Chairman,

Xuzhou Gongli Road and
Bridge Construction Machinery Co (XZGL)
Promoting the Rental Concept in China
Mr Jia Li Cai, Managing
Director, Machinery
Management & Rental
Division of the China
Construction Industry
Association (CCIA).
Mr Jia will open the conference
Mr Bud Howard, Global Rental Director,
Volvo Rents, USA
Role of OEMs in the Rental Industry
Mr Chai Zhao Yi, Managing
Director, Shanghai Pangyuan
Construction Equipment
Rental
Crane Rental Trends in China
Speaker to be confirmed
Using Rental Software to Improve Rental
Operations
enior rental figures from within China and the

rest of the world have already confirmed their
participation at the first international Rental
Conference (IRC) in Beijing, China, taking place the
day before the BICES construction show in the city.
Speakers confirmed include Michael Kneeland, CEO
of United Rentals, who will give the Keynote Address;
Leigh Ainsworth, CEO of Coates Hire; and Grard
Dprez, CEO of Loxam.
Other speakers include Bud Howard, global
rental director at Volvo Rents, and Mr Chai
Zhao Yi, managing director of Shanghai Pangyuan
Construction Equipment Rental, the biggest
equipment rental business in China and the first to
be included in the IRN100 listing.
Mr Kneeland, CEO of United Rentals in the US,
said he was enthusiastic about the conference;
By bringing together senior rental people from
throughout Asia, we will have an opportunity to
discuss latest global industry trends and share best
practices. The timing couldnt be better as rental
continues to grow in established markets and begins
to make progress in emerging markets.
Mr Kneelands presentation is titled Customers
come first: building a rental business, while Mr
Ainsworth at Coates will talk about providing rental
services to the natural resources sector.
The event, which takes place at the Swisstel
in central Beijing, is organised by International
Rental News and has the official support of Chinas
Machinery Management & Rental Division, the rental
arm of the China Construction Industry Association
(CCIA). The Rental Divisions managing director, Mr
Jia Li Cai, will open the conference.
Booking details
Delegate price:
Conference and evening networking event:
US$349
Booking contact:
Katy Storvik
Tel: +44 (0)1892 784088
E-mail: katy.storvik@khl.com
The IRC conference will be forum for top-level

debate on the fast-growing equipment rental
industry. It will provide Chinese and Asian rental
delegates with insights on best practice rental
management techniques; allow senior rental
managers worldwide to learn from each other; and
highlight rental opportunities in China itself.
The event will take place on the day before the
BICES exhibition, giving delegates the opportunity
to attend the exhibition after the conference. Details
of how to book your place are included on this page.
We look forward to welcoming you to the first IRC
IRN
conference.
Conference details
WHAT
Full day conference and
networking evening event
WHERE
Swisstel, Beijing, China
WHEN
14 October 2013
(The day before the BICES construction
equipment exhibition.)
HOTEL
Swisstel BEIJING
No. 2, Chao Yang Men Bei Da Jie
Beijing 100027
Tel: +86(10)6553 2288 ext. 2308
Fax:+86(10)6501 4255
www.swissotel.com/beijing
BICES EXHIBITION
15-18 October, 2013
Beijing Jiuhua International
Exhibition Center
For more details visit the official show
website: www.e-bices.org
38 INTERVIEW RITCHIE BROS.
Change is good
Peter Blake, CEO of Ritchie
Bros Auctioneers, tells Murray
Pollok that the company will
soon be meeting the needs
of people who dont like to
buy or sell equipment at
unreserved auctions.
f anybody understands the flows of construction

equipment around the world it is Peter Blake, chief
executive officer of Ritchie Bros Auctioneers, the
Canadian company that organises used equipment
auctions from sites all around the world.
For IRNs benefit he briskly runs through some of
the key features of todays construction equipment
market: the importance of energy and natural
resources in determining demand; the reversal in
flows of used equipment out of and now back to the
US; transfers of equipment from China to Africa; and
the problems of excess fleets in Europe (he tries
logging onto a live Ritchie Bros auction in Ocaa,
Spain, to demonstrate).
He concludes that, for Ritchie Bros, any change is
good. We are an agnostic platform, like Switzerland.
Online bids accounted for $1.3 billion in business for Ritchie Bros
last year.
A Komatsu dozer goes

under the hammer at
Ritchie Bros Chilliwack
auction site in Canada.
Were somewhere you can buy any brand from

anybody and take it anywhere, and at a price that
anyone can see.
That aim, of being an independent facilitator of
equipment flows, is what brings Mr Blake and his
colleagues to Shanghai for the announcement at
Bauma China that the company will hold its first
Chinese auction in Spring this year.
Auctions are still an unknown quantity in China
and Ritchie will be the first company to attempt an
equipment auction in the country. Is he concerned
that Chinese buyers and sellers will take to the
concept?
No, is the short answer. The first auction will be
more about processes going smoothly, so that people
say, that was easy. The Chinese people are very
smart and savvy about how auctions work. Weve
done it in all different types of cultures people come
and watch, and they get it as soon as they see. It
takes two or three minutes.
China timing?
Although not expecting an enormous first auction,
Ritchie Bros venture in China is well timed, since
China is undergoing its first major construction
equipment slump for over a decade, meaning that
there are thousands of surplus machines on the
books of OEMs, dealers and contractors.
Mr Blake says there was no grand design to pounce
on China now. There is more equipment available
today than before, but thats just part of the ebb and
flow. It has taken us nine years to get to this point
its a long term investment.
The Chinese auction is just the latest development
in Ritchie Bros unfolding story. Established in
Edmonton, Canada, in 1958, the now multinational
Peter Blake, CEO of Ritchie Bros Auctioneers, speaking at
the companys Bauma China press conference in Shanghai to
announce plans to hold auctions in China.
company sold US$3.9 billion worth of equipment last

year at 328 unreserved auctions from sites around
the world.
If the China auction launch is a significant event,
there are other initiatives that are also occupying
Mr Blakes mind. Over the past decade and more the
company has been investing $160-170 million each
year in expanding existing auction sites or adding
new ones. The company had 13 sites when it went
public back in 1998 and now has 44.
That investment level has now been scaled back
to nearer $60 million each year because the existing
infrastructure is capable of growing the business by
50%. That means $6 billion in sales without any more
sites.
For Mr Blake, there is a bigger question: how to
reach those equipment sellers and buyers who dont
want to use auctions. $200 billion is the value of the
space we are in construction and agriculture every
year, he tells IRN, Roughly half the marketplace
says, actually, no thanks, Id rather not buy or sell
at an auction.
INTERVIEW RITCHIE BROS. 39
One way of looking at that is that Ritchie Bros is

getting almost $4 billion in revenues from a $100
million addressable market. Another is that Ritchie
Bros still has half of the global used equipment
market to go for.
The people who say yes are looking for global
market value and certainty of transaction thats
why they come to auctions, says Mr Blake, The nos
are looking for control of the process and control of
prices. You cant get that at an unreserved auction.
(The point about an unreserved auction is that the
seller cannot set a minimum sale price.)
Mr Blake says Ritchie Bros will not offer reserved
auctions to meet the needs of these auction-shy
buyers and sellers. Instead, Ritchie looked at all the
selling platforms that might work, including eBay and
Craigslist, and is now in the process of developing
an alternative solution having acquired last year the
online auctioneer AssetNation.
Mr Blake is unwilling to say too much about how
its alternative sales channel will work the launch
will be this Spring but he describes AssetNations
technology as out of this world. It will give customers
control of price and control of process. They want to
haggle, they want to control it.
eCommerce platform
Houston-based AssetNation gives Ritchie eCommerce
expertise as well as access to a customer base in
sectors including energy, transport fleets, insurance
and government.
He highlights some of the difficulties in buying
equipment from eBay by searching on his iPad for a
Cat bulldozer and coming up with all sorts of things,
including scale models and oil filter kits. The new
system wont even be eBay-ish. It will be like a listing
service on steroids, he says.
He gives another example of the difficulties in
buying several machines from a site like eBay, with
complicated transport logistics in dealing with
different sellers in different territories. He says
the new Ritchie Bros offering will be a full-service
environment.
There are other wider challenges as well. $3.9
billion in sales sounds like a lot, but there are still
opportunities to expand that. For example, sales from
its auctions in Canada alone are around $1 billion
while sales from the US which would be eight times
larger if judged by the size of the market are only
double the Canadian figure.
Growing in markets like the US will mean spreading
the auction message and will require a combination
of patience and persistence, says Mr Blake; Too
persistent and you alienate people, too patient and
Genie aerial platforms being inspected before an auction.
you grow too slowly.

The competition from online companies like
IronPlanet is also rising. Mr Blake points out that
Ritchie Bros has been taking online bids since 2002
and that last year around $1.3 billion of its sales
were online. Already were significantly larger than
IronPlanet, he says, We have five million unique
visitors to our site and one million was added this
year [2012].
Changes in engine regulations are another source
of uncertainty for a business that depends on
machines being transported freely around the world.
Machines from strict-emission territories like Europe,
North America and Japan may end up being difficult
or impossible to sell in less-regulated regions (and
vice versa), by virtue of the fuels and additives

required or because of the degree of maintenance
required for the engines.
Mr Blake is sanguine; I dont think people know
how it will work. De-tiering is one solution look at
JCB for example. But if you look at US/Canada, Japan
and Europe, its still a pretty big market place.
He speculates that when the dust settles there
may be two global trading blocks, with some trading
between them. I think there is a little bit of Y2K going
on [a reference to the millennium computer bug that
never transpired]. Dont undersell the power of basic
commerce people will figure out how to do things. I
dont lose any sleep over it.
IRN
And dont forget, change is good.
Aerial shot of Ritchie Bros Las Vegas auction site. The company
has invested heavily in expanding it auction footprint and could
increase its business by 50% using existing facilities.
Ritchie Bros has signed a cooperation agreement with the BICES trade show in Beijing that will see it stage an auction to coincide with
the show in October 2013. Pictured with Peter Blake, left, is Xiaomin Huang, president of China Construction Machinery Co Ltd (CCMC)
and a council member of China Construction Machinery Association (CCMA). CCMA and CCMA are the organisers of BICES.
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BAUMA CHINA REPORT 41
Record visitor numbers at this

years Bauma China show.
Long term play

Chinas construction market may have slowed, but there was
little evidence of that at a record breaking Bauma China in
Shanghai on 27-30 November. Murray Pollok reports.
he normal rule of exhibitions that market

slowdown equals lower attendance - seemed
to be ignored at Bauma China, with record
numbers all round a 16% rise in visitors to 180000, a
46% rise in exhibitors to 2718, and a 30% increase in
stand space to reach 300000 m2.
It is clear that Bauma China is cementing
its place as the international show for wider
Asia. Foreign buyers were well in evidence in
Shanghai, with visitors from Russia being the most
numerous, followed by Asian countries and Turkey.
If the show was extremely busy, there was still no
escaping the impact that the slowdown has had on
the Chinese market, and on investment plans.
For example, Caterpillar will likely slow the pace of
its investment in China, even as it remains optimistic
about opportunities. Speaking at Cats Bauma China
news conference, Ed Rapp, Caterpillars construction
industries group president, said the companys
level of confidence in the country was the same as
12 months ago; The only change will be the pace at
Contributors
Also contributing to this report were KHL Group
journalists Chris Sleight, Helen Wright and
Alex Dahm.
which we make the investmentthe fundamentals

havent changed, the opportunities will play out over
the long term. Cat has 22 factories in China and work
on another five is proceeding.
Caterpillars Ed Rapp:
the fundamentals [in
China] havent changed,
the opportunities will
play out over the long
term.
Uncertainty
Li Dianhe, vice president of Shantui Construction
Machinery, one of the largest Chinese manufacturers,
told IRN that uncertainty in the construction market
will continue until March, when the new government
takes over.
The Chinese market is heavily influenced by
government policy, and the government is not
appointed until next March. But many people think
that the Chinese market will build up after March Im
very confident.
He says whatever the current situation, longer
term prospects remain good; China is a developing
country. Urbanisation is still low, so I think that China
has a very good future in the next 10 or 20 years.
That long term view is what made Bauma China
so lively and so spectacular, with enormous
Chinese-built cranes on show and hundreds of new
products. These products fall into several categories,
including new Chinese machines for domestic and
export markets and low cost products from western
manufacturers for the Chinese and Asian market.
Into the latter category fell new aerial work
platforms from both Terex AWP and JLG Industries.
Terex has launched the first of a new range of low-
Among the new aerial platfoprms on the Dingli stand was the
GTBZ 16SU, a 15.6 m maximum working height model with a 1.8 t
capacity platform.
42 BAUMA CHINA REPORT
Terexs new Skysafe by Genie V1200 will cost around half the
price of the equivalent S-40 boom.
cost aerial platforms designed and built in China and

targeted at emerging markets. The first two models
in the Skysafe by Genie range are the 12 m V1200
telescopic boom and the PS500 electric powered,
push-around scissor lift.
The two models were designed and built at Terex
AWPs Changzhou facility in China and will be targeted
at emerging markets in China, wider Asia, India, Latin
America and the Middle East, with some possibilities
to sell the scissor lift in developed markets as well.
The V1200 will cost around half the price of the
equivalent Genie S-40 self-propelled boom, while
the scissor will be priced at around 30% of the
cost of a conventional self-propelled scissor of the
same height. That pricing will undercut similar sized
models produced by Chinese manufacturers.
Tim Ford, the then president of the Terex AWP
division (now president of Terex Cranes), told IRN
that the new range was experimental but that they

had high hopes for them; Well grow it to a full family
of products in the coming years. For example, an
18 m version of the telescopic boom is also now under
development.
JLG, meanwhile, showcased two new articulated
booms built at its Tianjin factory in China and
designed for developing markets such as Asia and
India. The 18RS and 24RS are 18 m (60 ft) and 24 m
(80 ft) booms with basic specifications and lighter
weights than JLGs equivalent 600 Series and 800
Series booms made in the US.
They have everything you need, and nothing you
dont, said Jeff Ford, JLG global product director,
speaking at Bauma China.
Both models have fixed axles, 360 degree rotation
(not continuous), 4WD/2WS and a single 230 kg
cage capacity. No jibs are available with the booms.
Significant weight reductions mean the booms can
use smaller engines, with both fitted with Deutz.
Mr Ford said the machines were going into
production soon in Tianjin with availability from
Spring this year. He said the booms would be sold
in China as well as other Asian markets such as
Singapore and India. There are no plans to distribute
the machines in Latin America or Australia.
Lower cost products

This trend for lower cost products was evident not
just in aerial platforms. Wacker Neuson, for example,
launched a range of mid-priced light equipment for
China and other developing markets at Bauma China.
The new M series comprises plate compactors,
rollers, pumps, generators, lighting towers and walkbehind saws, which will be built mainly at Wacker
Neusons existing facility in the Philippines as well as
at its US plants.
Cem Peksaglam, chief executive officer of Wacker
Neuson, speaking at the companys press conference
during Bauma China, said; The M series will be very
competitive. We have done an analysis and we [our
prices] are sometimes even lower than the local
competition, and sometimes a little higher. We are
extremely competitive.
The reduced cost of the M series range is partly
the result of using Chinese made components.
From left, three IHIMER executives at Bauma China; vice
president Paolo Venturi, president Tsutomu Kikuchi, and sales
and marketing director, Igino Elefante.
Wacker neuson has launched the new mid-priced M series of light

equipment for the Chinese and Asian market. Pictured is the
ML440 light tower with a Chinese engine.
The JLG 18RS is a Chinese-built, lowerspec version of the 600 Series machine.
For example, Wacker Neuson has worked with an

unnamed Chinese engine manufacturer to develop a
range of engines built to its own specification.
Western component manufacturers are also
developing lower cost products to sell to Chinese
OEMs for their export markets.
Engine manufacturer MTU showcased a range
of Tier 4 Final engines aimed at local OEMs with
international distribution networks. China does not
have such stringent engine emissions legislation, but
MTU executive vice president and head of engines
and propulsion Christos Ramnialis said; We see huge
potential in providing Chinese OEMs with Tier 4 Final
technology, not only ahead of future regulations in
China, but also because equipment manufacturers
here are no longer limited to operating domestically.
There is also increasing interest in compact
equipment, from both Chinese and external
manufacturers. IHIMER, the Italian-Japanese
compact equipment joint venture company,
showcased its products at Bauma China for the first
time just months after it started selling its mini
excavators in the country.
Italy-based IHIMER which makes compact tracked
loaders, mini excavators and mini dumpers - began
selling mini excavators in China earlier this year
through IHISCE, which is a joint venture between IHI
and Chinese company SCE Electrical Holdings. SCE is
based in Xiamen and manufactures excavators in the
4 to 10 t sizes for the domestic market.
BAUMA CHINA REPORT 43
Doosan invests in
aftermarket
Two new models from Bomags Series 5 range of six tandem

rollers were presented at Bauma China, the 1.5 t BW 80 AD-5 and
the 4.3 t BW 138 AD-5.
Steel Pipe Co, which branched out into construction
machinery just a year ago is optimistic on the
potential for sales in China and export potential
as well.
From the small to the large: Bauma China had
several spectacular cranes and earthmoving
machines. Shantui introduced what it claims is the
largest bulldozer in China, the 105 t SD90-5. Powered
by a 708 kW engine, the tracked dozer is designed for
large-scale earthmoving projects. Taking the lead on
crane capacity at the show was the Sany SCC86000A
lattice boom crawler crane. The maximum load
moment rating of the double boom design crane is
86000 tonne-metres.
Chinese manufacturers are also following their
foreign competitors in developing alternative fuel
machines. Chenggong, Liugong, Lovol, SDLG and
XGMA all used Bauma China to show new machines
powered by liquefied natural gas (LNG). Lower
emissions and greater fuel efficiency are among the
key benefits of the technology.
Ed Wagner, director of testing and advanced
technology for Liugong, said, It makes a lot of sense.
There are a lot of markets in the world where gas is
significantly cheaper (than diesel).
The next Bauma China takes place in Shanghai from
November 25 to 28, 2014. It seems that, whatever the
market conditions in China then, you can expect a
IRN
bigger show.
IHISCE and IHIMER used the show to present further

products to be sold in China, including the recently
developed AS30 and AS34 compact tracked loaders,
the AS12 skid steer and the CARRY 105 EP, the 400 kg
capacity tracked dumper powered by battery.
Paulo Venturi, vice president of IHIMER, speaking
to IRN in Shanghai, said; Chinese companies are
starting to appreciate high quality products, like cars.
We cannot compete with Chinese manufacturers, but
our machines are different.
IHIMER export push

He says the appearance at Bauma China is part of
a wider export push for the company, with dealers
sought in Australia, Latin America and Asia. The
company will use IHI dealers in Asia as well as IMER
Group dealers to expand export sales.
Among Chinese suppliers with compact equipment
on show was Juchao, making its debut at Bauma
China and showcasing a backhoe loaders and a range
of seven excavators, from a 1.7 t mini to a 26 t model.
The company - part of Jiangsu Juxin Petroleum
Doosan Infracore is to expand its aftermarket

coverage in China with three additional parts
stores to be opened in the next few years.
The company, which has been selling its
excavators and other products in China for 17
years, currently has a single parts location in
Yantai to cover the Chinese market, but will open
a second location next year possibly in Xian
and two more in the following years.
Seong Yeon Lee, Doosan Infracores global
aftermarket executive managing director, says
the additional parts stores will help it improve its
aftermarket services.
One challenge facing Doosan is the issue of
non-original fake parts made in China.
According to Youngmin Kwon, managing
director of Doosans aftermarket operation in
China, such parts represent around 70% of the
total market in China. This contrasts with the
much lower 40-50% proportion in more mature
construction equipment markets. This means that
Doosan has a huge opportunity to grow parts
sales, said Mr Kwon.
Seong Yeon Lee (left), global managing director for Doosan
Infracores aftermarket business, with Youngmin Kwon,
managing director of Doosans aftermarket business in
China.
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EXECUTIVE HIRE SHOW GUIDE 45
UK offer
Following on from our two-page preview in the Nov-Dec issue
of IRN we provide a stop-press page on new products being
The show
shown at the Executive Hire Show, being held at the Ricoh
WHAT:
Executive Hire Show
Arena,
rena, Coventry in the UK on 6-7 February.
WHEN:
Wednesday 6 February: 9.00am-5.00pm
Thursday 7 February: 9.00am-4.00pm
WHERE:
Ricoh Arena, Coventry, UK
REGISTRATION:
www.executivehireshow.co.uk
Note: Suppliers to the industry who are
not exhibiting are able to visit the show
after 12 noon on the Thursday, but not
before.
Manitou will have two Gehl tracked loaders on its stand, including
this RT210.
Among the machines on JCBs stand will
be the new 8018 mini excavator.
orget gloomy economic news on

ve
the UK and focus on the positive
ow
at the Executive Hire Show
(EHS), where there will be a record 121
exhibitors, including 25 that will be
new to the show or returning after a
gap of three years or more.
Many of the exhibitors will have
new equipment on their stands,
such as Manitou one of the new
exhibitors - which will be showingg
ed
several of the compact tracked
loaders made by its Gehl subsidiary inn the US. On
odels.
show will be the RT175 and RT210 models.
SDMO Energy, the UK arm of the power generation
giant SDMO Industries, is set to unveil a new genset,
of which SDMO will only say that it will interest
renters operating in the larger power markets.
The new JCB 8018 mini excavator will make its
EHS debut alongside JCBs wide range of purpose
built compact equipment for the rental sector. The
8018 CTS is a conventional tailswing model giving
customers greater choice in the 1.5 t sector.
Minis on show
Also with mini excavators on show will be Wacker
Neuson, with the new ET18, ET20 and ET24 models
in the 1.7 to 2.4 t class on the stand. The company
said it will now be supplying its Vertical Digging
System (VDS) as standard on all excavators sold
in the UK (on models that are available with VDS).
TowerLight, meanwhile, will display a new product
from its expanding security range, the TL Security
Tower, which has been developed with its security
systems partner Onwatch.
Another lighting specialist, Air & Ground, will
show its Prism Inflatable Light. Used by emergency
service providers worldwide, the PIL1000 weighs
only 25 kg and the NiteLite version just 13 kg. The
PIL has as supporting structure in synthetic fabric
and an air-inflated cylinder, which raises the light
source up to 4.5 m high.
In the power tools sector, Bosch will be showing
O of several new low level access products

One
fr Access Platform Company.
from
a whole range of tools including its
GGBH 8-45 DV Professional 8 kg rotary
hhammer. The machine is powered by
a 1500 watt motor and provides an
im
impact energy of 12.5 joules.
Dewalt, another EHS returnee,
sh
showcases its enhanced XR Li-Ion
rang
range of tools with the introduction of
a new 4.0 Ah battery pack (compatible
with all existing
existi XR Li-Ion tools within the same
voltages). The new battery packs have up to 33%
more capacity than their 3.0 Ah equivalents, but
with the same weight and size.
The Access Platform Company launches two
new platforms. The Powerlift personnel lift has a
working height of 7 m, weighs just 129 kg and is
raised by a power drill, and the Skywinder mini
has a working height of up to 4 m and is manually
operated and virtually maintenance free.
Dustcontrol UK will be showcasing their latest
centralised dust vacuum system The DC 11 Module
is a complete central unit for source extraction and
industrial cleaning.
MCS the rental software developer, will unveil its
new mobile dashboards, which displays the current
status of critical data and key company metrics
from a choice of mobile devices.
Finally, Straightpoint, which makes load
monitoring devices and crane scales, is exhibiting
to launch its new rental division.
Lots to see, and as an added bonus, if you fly to
Birmingham International Airport and get a taxi to
the show, the organiser will refund your taxi fare.
Just take your receipt to the organisers office and
youll get the cash. That sounds like an offer you
IRN
cant refuse.
High concept seminars

EHS and rental software provider Higher Concept Software are organising two topical business seminars
on the opening day of the show, one on Cloud Computing and the other on Social Networking.
The seminars, on Wednesday 6 February, start at 8.00 am and finish at 9.00 am, when the show opens.
Each seminar is free and will run for 30 minutes. The organisers say that they guarantee the seminars
will finish on time, so visitors can get into the show the minute the doors open. To attend, turn up at 7.45
am and complete your registration before moving to the seminar room. Tea, coffee and a breakfast roll
will be provided.
Air & Ground will show its lightweight Prism Inflatable Light.
46 THE RENTAL SHOW GUIDE
IRN takes a final look at some of the new products to be

launched at The Rental Show, being held in Las Vegas on
11-13 February at the Sands Expo.
Sold out
Show details
WHERE:
Sands Expo and Convention Center,
Las Vegas, USA.
WHEN:
Full event runs from Saturday 9 Feb to
Wednesday 13 February.
EXHIBITION DAYS:
Monday 11 Feb Wednesday 13 Feb
EXHIBITION HOURS:
Monday: 10 am 5 pm
Tuesday: 9 am 5 pm
Wednesday: 9 am 1 pm
HEADQUARTERS HOTEL:
Venetian
INTERNATIONAL RECEPTION:
Tuesday, 5 pm 7 pm
SHOW WEBSITE:
www.therentalshow.com
ORGANISERS:
The American Rental Association (ARA)
Infinite Solar Solutions is among the five lighting tower suppliers

who are first-time exhibitors at the Rental Show this year.
he relative buoyancy of the

he North
American rental sector at least
aving
compared to Europe is having
ental
a definite impact on this years Rental
Show, which found itself in the nice
position of being able to put up thee sold
out sign last November.
In February the Sands Expo andd
Convention Center in Las Vegas willl
host 613 exhibitors filling 2541000
ft2 net of exhibit space. Thats the
first time the ARA has sold out
the show since 2008 and follows
on from a successful return too
or
New Orleans last year when visitor
numbers were up 20%.
Allison Box, ARA senior administrative director,
association services, said it was an encouraging
sign for the industry; The interest from exhibitors
in being at The Rental Show has been high since [last]
years Show ended in New Orleans, so were very
pleased exhibit space has sold out for the first time in
five yearsWe are anticipating a very positive Show
for 2013.
Of the 613 exhibitors 62 are first-timers, and the
vast majority of these will be in the Construction and
General Tool areas of the show. One notable feature
of these new exhibitors is the number of lighting
tower suppliers. No less than five Infinite Solar
Solutions, Light Tower Solutions, Solight, Sunbeam
Innovations and TowerLight - are suppliers of towers,
and typically offering LED and/or solar powered units.
For example, Texas-based Light Tower
Solutions offers a LED kit to be installed during the
manufacturing of light towers, or retrofitted to a
conventional metal halide tower. The company says
this will reduce fuel consumption by more than 40%
and provide more lumen output.
The one non-US company among these new lighting
tower companies is Italian company Tower Light. On
show will be the VT8, a tower suited to the US market,
with US-style 1000 W metal halide floodlights and
power supplied by a 3-cylinder Kohler LDW1003 diesel
engine (with Kubota D11055 available as an option).
These new lighting tower exhibitors add the existing
suppliers who are likely to have tower products
on their stands, including Atlas Copco, Chicago
Pneumatic, Terex AWP, Doosan Portable Power,
Progress Solar Solutions, Himoinsa, Magnum Power,
Wanco, Wacker Neuson, Multiquip and not forgetting
Allmand Bros, which is this year celebrating its 75th
anniversary.
If the Rental Show threatens to become The
Lighting Show, the numerous towers will still be
dwarfed by the dozens of aerial platforms on display,
with the access sector making its annual pilgrimage
to the event.
Italian manufacturer TowerLight will show

the VT8 tower modified for the North
American market.
As w
we reported in our previous issue
(Nov-D
(Nov-Dec 2012), JLG will show among
other things its new European-built compact
crawler boo
booms and also the G5-18A compact
telehandler.
Compet
Competitor Terex AWP will have the new
improve version of its famous Genie
improved
Z-45/25 RT articulated boom, made with
the la
latest Tier 4 engine. The redesigned
Z-45
Z-45/25 is 1000 lb (450 kg) lighter
than its predecessor and has greater
terrainab
terrainability. Maintenance has been made
easier with a swing out engine and improved
electrical connectors.
Canadas Skyjack, meanwhile, will showcase the
new SJ63 AJ articulating boom, which was recently
added to the SJ46 AJ model in the range. Also on
show will be a selection of its vertical mast lifts, five
scissors, and the SJ66T telescopic boom.
Snorkel's 13 machines
Snorkel will have 13 machines on show, including the
final production version of the T66JRT stick boom,
which is part of Snorkels new family of mid-size
boom lifts that now share a common chassis.
Also with a big showing will be Haulotte Group,
showing nine aerial platforms as well as its BilJax
branded scaffolding products, including a scaffold
tower, a rolling tower and drywall lift.
There will lots of other new products of interest
as well. UK company GreenMech, which makes
wood shreaders and chippers, attends for the first
time with two machines, the road-towable Arborist
130 (featuring a Honda petrol engine for the north
American market) and the tracked SAFE-Trak 19-28.
The latter has independently leveled tracks, allowing
the chipper to be used safely on sloped ground.
Other new groundcare and landscaping products
UK chipper manufacturer attends the Rental Show for the first

time and will show two machines, including the Arborist 130
pictured here.
THE RENTAL SHOW GUIDE 47
Show schedule
Saturday, Feb. 9
7 am 5 pm
Registration Open
Sunday, Feb. 10
8 am 5 pm
The Rental Show Seminars
Terex AWP shows the new version of its Genie Z-45.25 boom.
will come from Bandit Industries and General
Equipment Co. Bandit has just introduced the 200UC
Utility Chipper, designed to bring low cost with
reliable performance and production to the popular
12-inch capacity disc chipper segment.
General Equipment Co says its new 4450 series
portable hole diggers represent the most significant
change in boring head design and auger construction
for use with hand-held hole digging equipment in the
last 50 years.
Toros acquisition of Stone Construction Equipment
was a big story from earlier this year and the Rental
Show will see products in both brands. Toro, for
example, will now be selling a range of additional
Bobcat will launch its new 500 platform skid steer range at the
Rental Show, including this 530 model.
equipment from Stone under the Toro name,

including concrete and mortar mixers, rammers,
trench rollers and plate compactors.
The Rental Show is always strong in the compact
equipment segment, and this year will be no
exception, with Ditch Witch, Bobcat and Vermeer
offering new or updated products.
The new Ditch Witch SK750 and SK755 tool carriers
will replace the SK650 and the company says they
have multiple design improvements.
Vermeers latest addition to its family of mini skid
steers is the S450TX, a 500 lb ((227 kg) operating
capacity machine with a 1430 lb (649 kg) tipping
capacity.
Visitors will also see Boxer compact loaders on the
Morbark stand following its acquisition from Mertz
of the Boxer range of mini skid steers, trenchers and
attachments.
Also new will be Bobcats first showing of its new
S530 and T590 vertical lift path compact loaders, part
of the new family of 500 platform compact loaders.
Anything but compact is Doosan Construction
Equipments new DL250-3 Interim Tier 4 wheel loader,
which is likely to be the largest machine o. show in
Vegas.
Among rental software companies exhibiting at the
Rental Show is Sycor, which will showcase the latest
version of its ERP system Sycor.Rental, now based on
Microsoft Dynamics AX 2012.
KHL Group is on booth 3136 in the Construction
area. On the stand will be the latest issues of IRN and
Access International. We hope to see you in Vegas.
Monday, Feb. 11
8 am 10 am
Keynote Session (Captain Mark Kelly)
10 am 5 pm
Exhibit Hall Open
Tuesday, Feb. 12
8 am 9:30 am
The Rental Show Seminars
9 am 5 pm
Exhibit Hall Open
5 pm 7 pm
International Reception
Wednesday, Feb. 13
9 am 1 pm
Exhibit Hall Open
Toro will show new Toro-branded products following its

acquisitions of Stone Construction and parts of Astec
Underground, including this new vibratory plough.
Night-Lite PRO II
Ready, willing and able to tame the darkest night - the Night-Lite
PRO II now adds a nearly indestructible enclosure with exceptional
service access to Allmands long list of light tower innovations.
Discover how the PRO IIVVSHHG\VHWXSVLPSOLHGPDLQWHQDQFH
and SHO lighting system is making worksites around the world
brighter, safer and more productive.
European Dealer Enquiries Invited

www.allmand.com
+308-995-4495
INNOVATION AT ITS BRIGHTEST
48 INTERVIEW DON AHERN
Las Vegas-based Ahern

Rentals the largest
independent renter in the
US entered the Chapter
11 bancruptcy process in
December 2011. Don Ahern,
the companys CEO, talked
exclusively to Lindsey
Anderson, editor of IRN sister
title Access lift & Handlers (ALH).
on Ahern didnt grow Ahern Rentals into one

of the largest rental businesses in North
America by being a soft touch, and all his
pugnacious qualities come to the fore when he
gives his views on Chapter 11.
It has been an incestuous and evil process, he
says. And to those who would like to see him leave
the company he has a clear message; If they force
me out, I will be back in it before the sun comes up.
If somebody else owns Ahern Rentals, I will be Ahern
Rentals biggest competitor.
Whether culpable or blameless, Mr Ahern is now
dealing with the aftermath of a rapidly expansionist
policy in the years up to 2008 which, while growing
annual revenues to $329 million by 2008, left the
company with debts of more than US$600 million
when the market crash came.
That crash was brutal: the first two months of
2009 alone saw a 17% decline in revenues yearon-year and rental rates falling by 13 percentage
points. Time utilisation dropped from 66% to 55%.
Mr Ahern, speaking to ALH in Las Vegas in midDecember in one of the very few interviews he
has given in the past year says he was forced into
Chapter 11 because it was the only way for him to
retain his 97% ownership in the company.
As he explains, there are three groups of creditors,
the Bank of America (which holds $225 million of the
debt), Goldman Sachs ($111 million), and four or five
bondholders ($268 million), with private equity firm
Platinum Equity the largest of these.
Platinum was moving in on us real hard, says
Mr Ahern. They contacted our banks and started
causing problems. The banks said, You better cut
a deal with these bondholders or were going to
gut you. We were forced to do business with them
[Platinum].
Platinum moves in
Platinum wanted ownership of the company. The
banks left us in a vulnerable position for the sharks
to come in. About a year ago, we were still fighting
with Platinum to come up with a deal. Platinum said,
There is no deal to be had. We want ownership, or,
you always have the right, Don, to pay us off in full
with accrued interest. Write us a check and well be
happy to go away.
We begged them for a deal, he says. They
repeatedly said, No deal. Youll have to file
bankruptcy if you dont agree to what we want and
what we want is 70% ownership of your company.
Vegas
debts
So he did what no one expected he would do and
filed for Chapter 11.
Although offering Ahern protection while it came
up with a restructuring plan, the process has not
proved an easy one. Aherns plan was rejected by
the Chapter 11 judge last November, who said that
the company had to pay off all the creditors in full
at the same time in order for Don Ahern to retain
his equity share.
Mr Ahern says he and his team came up with two
plans one which negotiated with the banks bond
holders on a set interest rate and payment in full.
Thats what the bankruptcy court allows for, he
says. It says under the absolute priority rule that I
can retain ownership I can retain my equity but
that I have to pay them back 100%.
The second plan was for lenders to take a
discount. If they wanted cash, Ahern had specific
figures for each.
In addition to rejecting the plan, however, the
judge also ruled that other interested parties could
now put forward their own proposals, ending Ahern
Rentals exclusive right to do so. Ahern is contesting

this ruling.
He is clearly bitter. The judge should have given
us time to negotiate, he says, The big story here
is that our company is rapidly recovering and I
think theyre trying to get it [the company] from us,
because if we continue to recovery, it will be harder
and harder for them to win this.
According to Mr Ahern, the fact that the business
is now operating on a much better footing should
have influenced the decision. This judge should
be dancing, he says, This was a remarkable
success story. It would have been so much
easier to sell everythingBankruptcy is to give a
company an opportunity. We were not given that
opportunity. Our recovery has been measureable
and phenomenal. We are generating cash like crazy.
We just finished the biggest month of our
companys history in October 2012. In October 2012,
we returned to higher levels of utilisation and were
doing a phenomenal recovery. All of the new stores
are contributing cash to the business and the health
INTERVIEW DON AHERN 49
Don Ahern in his

Las Vegas office.
I dont want anybody

to ever lose a dollar on
me. Ive been in business
here, my dad and I, for
60 years. Weve never
not paid a bill. Even a
buck!
If they force me out, I

will be back in it before
the sun comes up. If
somebody else owns
Ahern Rentals, I will be
Ahern Rentals biggest
competitor...The judge
should have given us time
to negotiate. The big story
here is that our company
is rapidly recovering.
of the business is radically, radically better.

The recovery has been such, he claims, that the
companys value now exceeds its debts. Current
annual EBITDA levels are around $110 million (the
peak in 2008 was $160 million), which, if a 7 or 8
times EBITDA multiplier is used, would make Aherns
value larger than its debts. He notes that United
Rentals bought RSC at a multiple of around 8.3.
As the EBIDITA rises, you get a rise in the value
of the business, Mr Ahern points out. The EBIDITA
has been strengthening and now we are valuable
and not in the hole. Suddenly, they are up against
someone who could fight.
Ahern remains in discussions with Platinum
Equity, which four months ago entered into an
agreement with Ahern to sell its bonds back, but
at a discounted rate of up to one-third less of face
value. Negotiations are also ongoing with Goldman
Sachs and the company is working to get other
financing as well.
The great irony here is that [our] company never
received a single written term offer from any of
the debt holders that are involved here, Mr Ahern

says. The only term offers that we put in writing
were from the companys point of view. We made a
number of written offers.
The outcome of the process is still uncertain. The
business may be performing better, but there is no
guarantee that the Chapter 11 courts will accept a
new Ahern plan, and there is the risk, for Ahern,
that someone else will come up with a plan that is
approved by the court.
Whatever happens, Don Ahern has few regrets. He
views himself and his company as a victim of the
financial crisis and of an evil banking system.
He argues that the policy of opening new stores
to provide a wider geographical outlet for the
companys fleet - 23 locations were opened in 2009
and 2010 - was the right thing to do. If I had to do
this again, Id do it. Theres no other strategy that
would work short of just quitting, he says. You
couldnt have sold the business or the assets to
pay off the debt in 2009. The company now has 77
locations across 22 US States.
He argues that the company is in a good position
to prosper, and that, despite almost three years of
minimal investment, the rental fleet is still in good
condition, because utilisation levels have been low;
Our fleet is in great shape and well compete with
[the national rental companies] all day long with
what we do.
Reinvestment has begun, although such
investments are still tightly controlled by the
Chapter 11 process (Ahern has to submit detailed
accounts to the court every month). More than 300
JLG scissor lifts were purchased before the New
Year. Our CapEx spend is way above last years, he
says. And next year will be even bigger.
Sympathy for creditors

He allows himself some sympathy for creditors,
particularly over payments of $75 million that he
had to make to Bank of America rather than other
creditors before the Chapter 11 stage was reached.
It was really kind of a bad deal for the bondholders
and I feel poorly for them, he says, I dont want
anybody to ever lose a dollar on me. Ive been in
business here, my dad and I, for 60 years. Weve
never not paid a bill. Even a buck!
Sitting as he is on more than $600 million of
debt, those words are likely to be received with
exasperation in some quarters. Equally so his
defiant message about his company; We are the
only independently owned rental company at the
top of the 15 or 20 in the world, he says.
We are outperforming almost everyone in the
industry. Every company should aspire to be as
IRN
successful as us.
Hotel Okura, Amsterdam, The Netherlands
ICWEF
RP
IN
CO
ORA
TIN G
E
W
CE
World Economic Forum
CONFERENCE & AWARDS

Save the date
A two day conference with networking opportunities,
21-22 November 2013
and gala awards dinner honouring successful

construction projects from around the world.
DELEGATE
PROFILE
CONFERENCE PROGRAMME:
Senior executives from:
Project finance
International contractors
Major projects reviews
Equipment manufacturers
Equipment: New technology trends, and tools for asset management
International market trends and the latest construction forecasts
Leaders from the construction industry will present their visions for the future
Rental companies
Business consultants
AWARDS
International banks and

financial institutions
Material and product suppliers
The new World Project of the Year award will recognise outstanding success in a major
construction project of global significance.
Trade associations
Non-goverment organisations
(NGOs)
Created and organised by
FOR SPONSORSHIP OPPORTUNITIES

please contact Alister Williams or see
our website for more details
ICWEF EVENT CONTACTS

SPONSORSHIP
OPPORTUNITIES:
REGISTRATION
INFORMATION:
Alister Williams
Tel: +44 (0)1892 786223
alister.williams@khl.com
Katy Storvik (UK)

Tel: +44 (0)1892 784088
katy.storvik@khl.com
EVENT INFORMATION:
EVENT INFORMATION:
EVENT PROGRAMME:
Graham Anderson
Tel: +44 (0)1865 318123
Mob: +44 (0)7711 650691
graham.anderson@khl.com
Saara Rootes
Tel: +44 (0)1892 786243
saara.rootes@khl.com
Chris Sleight
Tel: +44 (0)1892 786205
chris.sleight@khl.com
For further information visit
www.khl.com/icwef
ERA NEWS 51
Whats on?
2013 will be a busy year for the European Rental Association, with the highlight being
its annual Convention and Rental Awards, being held this year in Paris. ERA reports.
he next ERA Convention will take place in the

Palais des Congrs (Porte Maillot) in Paris
on 15 and 16 May 2013. Over 250 participants
are expected to attend the convention: leaders of
European rental companies, representatives of
national rental associations and suppliers to the
industry. The Convention is the best place to meet
Europes rental community in 2013.
The convention will start with an optional visit of
rental depots in the Paris area as from 11.30 am on 15
May and will end at around 3.30 pm on 16 May.
2013 COMMITTEE CALENDAR

Statistics January 24
Promotion March 13
Safety & Sustainability March 14
Equipment Technology January 17 and April 18
SAVE THE DATE for IRE 2014

The next edition of the International Rental
Exhibition (IRE) will take place in Amsterdam from
24 to 26 June 2014.
The ERA will hold its
annual convention
alongside the show.
The news is that
this time the IRE will
be held concurrently
with the APEX aerial
platform show.
Registration to the convention is now open. More

information on the programme and the registration
are available at www.erarental.org.
Sponsorship and table-tops

As in previous years we are offering companies
the opportunity to promote themselves at the
Convention by taking part in the table-top exhibition
just outside the main meeting room.
To ensure the highest level of networking
opportunities between participants to the
Convention and exhibitors, all coffee breaks,

cocktails and the lunch of 16 May will take place in
the exhibition area of the Convention.
We also offer sponsorship opportunities for the
European Rental Awards dinner. To learn more about
these opportunities and to make your orders, please
visit www.erarental.org and click on the Events
button.
The ERA thanks its past sponsors and exhibitors
who have already renewed their participation for the
convention 2013. Join them now!
Rental Awards: entries by 15 February!
ompanies are invited to enter the sixth

European Rental Awards, to be held in the
evening of 15 May during the European Rental
Associations annual convention in Paris, France.
The deadline for entries is Friday 15 February,
2013, and will be judged in four categories, as
follows:
Large Rental Company of the Year
(turnover over 15 million)
Small/Mid-sized Rental Company of the Year
(turnover under 15 million)
Rental Product of the Year

(for product launched in 2012)
Rental Person of the Year
In addition, the judging panel may present a
Lifetime Achievement Award
The awards are again being jointly organised
by International Rental News magazine and the
European Rental Association.
Companies and individuals can download entry
forms and obtain award guidelines at www.khl.com/
rentalawards
EUROPEAN RENTAL AWARDS & CONVENTION

Gold Sponsor:
Ritchie Bros Auctioneers
Silver Sponsors:
Trackunit
Caterpillar
Husqvarna
ERA Convention - Table-top

ATN
Brendon Powerwashers
Caterpillar
Husqvarna
Kaeser Compresseurs
Sycor
Thwaites
Trackunit
Vermeer EMEA / Risa
Wynne Systems
European Rental Industry Report

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:
era@erarental.org
Secretary General:
secretariatgeneral@erarental.org
he ERA released in October

its annual statistical report
The European Equipment
Rental Industry 2012 Report with
the most comprehensive data
available on the European rental
industry.
This report has been produced
by ERA in cooperation with
IHS Global Insight. It contains
a country-by-country analysis
of over 12 European countries (plus
a qualitative analysis of the Russian
market), and includes detailed market size
information for the years

2009-2012 and key ratios
including fleet size and
investment as well as
penetration rates.
The report also contains
forecasts for years 2013 and
2014 per country.
The report is available for sale
(at a discounted rate for ERA
members). To learn more about
this report, please visit:
www.erarental.org (click on Publications and then
Rental statistics).
yellow power
Hercules
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www.dieci.com
FACES & PLACES 53
People news
from the worlds rental industry
Terex Corp
has made a
number of senior
management
changes, including
the appointment
of Matt Fearon as
president of Terex
Aerial Work Platforms, replacing Tim
Ford (above) who becomes president
of Terex Cranes.
Other changes see current Terex
Cranes president Kevin Bradley
become Terexs chief financial officer
and Steve Filipov assuming the
presidency of Terex Material Handling
& Port Solutions.
Mr Fearon was previously vice
president and general manager of
Terex AWP Americas and he has
also been managing director of AWP
Europe. He has 25 years of industry
experience and has worked with
Terex/Genie for 18 years.
Tim Ford becomes president
of Terex Cranes and he will
continue to manage both the Terex
Utilities business and the recently
established Terex Services North
America operation. In addition he
will have direct responsibility for
Terexs Latin American operations as
well as corporate strategic accounts
and government programs. Mr Ford
joined Terex as president of the AWP
division in 2006 following executive
assignments at Toro, Honeywell
and General Electric.
Kevin Bradley, currently president
of Terex Cranes, will transition to
the role of senior vice president
and chief financial officer effective
immediately after the filing of the
companys annual report for 2012.
Steve Filipov, currently president
of developing markets and strategic
accounts, will become president
of Terex Material Handling & Port
Solutions effective immediately. He
replaces outgoing president Kieran
Hegarty.
Former Alstom
and
Renault
executive JeanMarc Reynaud
(left) has been
appointed managing
director of Yanmar
Construction
Equipment Europe,
the manufacturer and distributor of
compact construction equipment.
Mr Reynaud, who joined Yanmar
in April last year, succeeds Benoit
www.khl.com/features/
Deboos. Mr Deboos had been

managing director of the Yanmar
plant in Saint-Dizier, France, for
several years and oversaw the
dissolution of the joint venture with
Ammann. Yanmar said he had taken
Yanmar from fifth to second place in
Europe for sales of mini excavators.
Yanmar said; Mr Deboos will
continue to bring his experience to
Yanmar Construction Equipment
Europe, in particular with the French
local authorities and the professional
organizations.
Mr Reynaud, who is a graduate of the
Polytechnique School in France and
has an MBA from Columbia University,
began his career at Renault in engine
development, spending nine years
with the company before joining
Alstom as director of high speed train
engineering. He was later appointed
Alstons tramway platform director.
Dick Schalekamp
left Riwal on 1
January, 2013.
Formerly
a
shareholder
and member of
the supervisory
board of Riwal,
Mr Schalekamp
has decided to withdraw from the
access industry and concentrate on
developing his private investments.
His shares have been acquired
by ProDelta, the other current
shareholder of Riwal.
The move comes almost a year
after Riwal appointed former Hertz
Equipment Rental Corp (HERC)
executive Norty Turner as its new
chief executive officer, who replaced
Mr Schalekamp.
For the past 25 years, Dick
Schalekamp has lead Riwal to become
one of the international market
leaders in the access industry,
said Mr Turner. His entrepreneurial
spirit and creativity in building our
company have resulted in a rental
and sales organization with over
900 employees dedicated to the
commercial operation of 13000 aerial
work platforms in 16 countries across
three continents.
Meanwhile, Riwal
has appointed
former
HUNE
managing director
Pedro Torres
Michelena (left)
as its region
director north,
Skyjack has been named

United Rentals Supplier of
the Year for 2012. The award
was presented to Skyjack
president Brad Boehler at the
United Rentals 2013 Supplier
meeting, held on 6 -7 January
in Indianapolis, Indiana,
USA. Pictured are Skyjack
executives, including Brad
Boehler, president (fourth
from right), with United
executives Matt Flannery (chief operating officer, fourth from left) and Dale Asplund
(chief information officer, third from right).
leading Riwals businesses in The

Netherlands, UK, Germany, Poland,
Denmark, Sweden and Norway.
Mr Torres, who took up his post
on 1 December, replaced Sren
Rosenkrands who was promoted
to chief operations officer (COO) of
Riwal in June.
Mario Gasparri
(left) has been
appointed head
of
the
CNH
Construction
Equipment
business in the
newly created
Europe, Middle
East, Africa (EMEA) region.
This post is additional to his role of
brand president of Case Construction
and New Holland Construction that
was announced last November.
Mr Gasparri has served as general
manager of CNH International since
September 2010 with responsibility for
CNHs agricultural and construction
brands in Africa, the Middle East, CIS,
Asia, Australia and New Zealand, with
a special focus on China, Turkey, India
and Japan. He has worked in several
Fiat companies for the past 24 years.
Hans-Christian
Schneider (left),
previously deputy
CEO of road
building equipment
manufacturer
Ammann, took
over as CEO on
1 January, 2013,
succeeding Ulrich
Meyer, who has joined the board of
directors.
Mr Schneider is the son of Johann
Schneider-Ammann, and his
appointment extends into a sixth
generation the family ownership of
the 143 year old company.
Ammann said Mr Schneider, who
has been deputy CEO since January
2012 and a board member of the
company since 2010, would remain on
the board of directors after he takes

over operational responsibility for
the group.
JLG Industries
has announced a
change in senior
management of
its Europe, Middle
East and Africa
region with current
managing director
and vice president
of sales Wayne Lawson (above)
stepping down and being replaced
by former DAF
Trucks and GE
executive Karel
Huijser (left).
Mr
Huijser
joined JLG as
general manager
and
vice
president, EAME,
on 3 December,
while Mr Lawson will leave JLG at the
end of March. Mr Lawson will remain
actively involved in the business until
he leaves in March, after which he will
serve as a consultant.
JLG said the appointment was
part of a structural change in its
management, with the Europe, Middle
East and African territory moving into
a single, distinct structure reporting
into a new regional general manager
and vice president.
Mr Huijser, who is a Netherlands
national, began his career in 1986
with DAF Trucks in The Netherlands,
where he spent six years. He then
spent fourteen years with GE in
positions ranging from marketing
manager, to global Six Sigma leader
to President/CEO of GE Infrastructure
in Asia Pacific. After leaving GE he
joined Tennant Europe where he was
international vice president.
JLG paid tribute to Mr Lawson, who
is also current IPAF president; JLG
wishes to thank Wayne for his many
years of dedicated service, which
began in 2001 and extends to the
present day.
WS
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NE
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IRN
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06 11
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2011
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2011
39
09:43:
23/02/
the ERA
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Cover.
2 ORGANIZATION TYPE
AND/OR E-NEWSLETTERS:
International Rental News

International Rental News e-newsletter
Access International
Access Lift & Handlers
Access International e-newsletter
Access Lift & Handlers e-newsletter
Construction Europe
International Construction Turkey
World Construction Week e-newsletter
Construction Latin America
Construction Latin America e-newsletter
International Cranes and Specialized Transport
American Cranes & Transport
World Crane Week e-newsletter
Demolition & Recycling International
World Demolition Week e-newsletter
l magaz
IPM
TAL
IR
Officia
EQU
REN
ENT
e
at th
ate ards
brat
cele ntal Aw
ners
Win pean Re
Euro
FOR
NE
p14
AZI
n
n
n
n
n
n
n
n
n
n
n
n
n
n
n
n
n
General Construction Equipment Rental

Tool Hire
Aerial Platform Rental
Power/Temperature Control Rental
Party/Events Rental
Crane Rental
Portable Accommodation/Toilet Rental
Gardening/Landscaping Equipment Rental
Other Specialist Rental
Manufacturer
Agent/Dealer/Distributor
Other (please state)
3 YOUR DETAILS
Name:
Job title:
Company:
Address:
County/State:
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Post code/Zip code:
e-mail:
4 FORMAT OF MAGAZINE
PRINT_n
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BOTH_n
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Signature:
Date:
01/13
POST TO: KHL Group, Circulation, Southelds, Southview Road, Wadhurst, East Sussex, TN5 6TP, UK
FAX BACK: +44 (0)1892 786260 or +44 (0)1892 784086
REGISTER ONLINE: www.KHL.com/subscriptions/irn
E-MAIL: circulation@khl.com
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2011
20/01/
14
11:17:
PRODUCTS/SERVICES 55
PRODUCTS/SERVICES DIRECTORY
&
To advertise in the products & services directory please contact Paul Watson on:
Tel: +44 (0)1892 786204 e-mail: paul.watson@khl.com
ACCESS EQUIPMENT
Euro Towers Ltd has

become one of the
leading manufacturers
of Aluminium Towers
and Access products
supplying quality
equipment throughout
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..
sales@eurotowers.co.ukk
ACCESS PLATFORMS
ACCESS PLATFORM SALES LIMITED

Leewood Business Park,
Upton, Huntingdon, PE28 5YQ
Tel: +44 (0) 1480 891251
Fax: +44 (0) 1480 891162
Email: sales@accessplatforms.co.uk
Order your copy of the
IPAF US or European Powered

Access Rental Reports 2011
now and find out whats really
happening in the access rental
industry.
Visit: www.ipaf.org/reports
Call: +44 (0)15395 66700
Made
in
Germany
PalletForks made by VETTER
BetaGuard Aluminium Towers

System Scaolding | Advance Guardrails
Low Level Access | IPAF & PASMA Training
Scaold Contracts | Online shop
Tel: +44 (0) 141 309 5555

www.turner-access.co.uk
www.accessplatforms.co.uk
ANTI-THEFT & ASSET

MANAGEMENT
and Easy to Service,

with the lowest life cycle costs.
Tel: +44 1691 676235

Fax: +44 1691 676239
www.skyjack.com
ACCESS PLATFORMS
quality &
strength you
can trust
s-OBILE!LUMINIUM
4OWER3YSTEMS
s,OW,EVEL7ORK
0LATFORMSAND0ODIUMS
s)NDUSTRIAL!CCESS7ALKWAYS
ANDBESPOKEACCESSSOLUTIONS
s!IRCRAFT-AINTENANCE3TANDS
AND$OCKING3YSTEMS
s0OWER'ENERATION"OILER
-AINTENANCE!CCESS
Tel: +353 (0)1 6209300

www.instantupright.com
GLOBAL PROVIDER OF ACCESS SOLUTIONS
s(IGHQUALITY
s,ONGOPERATINGLIFE
s-ADEIN'ERMANY
W W W V E T T E R F O R K S C O M
CHIPPERS &
SHREDDERS
GreenMech Ltd
Email: info@skyjackeurope.co.uk
Robust, Reliable
ATTACHMENTS AND
FORKS
Innovative solutions for

working safely at height
new and used

access
specialists
ACCESS MARKET
RESEARCH
Powered access:
the latest
industry figures
ACCESS PLATFORMS
A Turner Comapany
The ultimate asset!
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Contact us on :
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+44 (0) 1789-400044
Email: sales@greenmech.co.uk
www.greenmech.co.uk
Woodchippers,
Shredders & Stump Grinders
Engineering for a Greener Enviroment
) ' : ( - ) 7 ) 0 7 1 % 68 :% 0: )
- 1 1 3 & - 0 - 7 %8 - 3 2
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To advertise in the
products & services
directory please contact
Paul Watson on:
Tel: +44 (0)1892 786204
Reach over 9,000 of

the Worlds Top
Rental companies
6 times a year!
Tel:
+44 (0)1892 786204
56 PRODUCTS/SERVICES
CLEANING /
FLOOR CARE
Cleancare iint - experts iin carpet

Cl
and upholstery cleaning
Machines form 17L to 65L.
Perfect for the Rental Industry.
More durable than anything on
the market.
DIESEL TANKS
and upholstery.
SULLAIR
results!!!
Ring now for free demonstation.
Tel: +44 (0) 20 7639 0778

Fax: +44 (0) 20 7639 6169
www.cleancareint.co.uk
GENERATORS
PRACTICAL INGENUITY,
BUILT IN AS STANDARD
UN-ADR, KIWA and Vlarem

approved double skin mobile
diesel containers
IBCs 200 - 3000 litres
Compact and light.

Make bigger profits.
On board heat for clean carpets
Easy to use effective attachments.
Customers will be delighted with
EARTH DRILLS &

TRENCHERS
80
IBC 3000 HICUBE,

PERFECT DIMENSIONS FOR
LOADING ON TRUCK!
TOLSMA TANKBOUW BV
THE NETHERLANDS
Augers for Mini Excavators

Excavators
Skid Steers
Backhoes
Truck Cranes
Telehandlers
INFO@TOLSMATANKBOUW.NL
Auger Torque Europe Ltd

Auger Torque Europe Ltd
Tel:
+44 Cheltenham.
(0) 1451 861 652
Hazleton,
Fax: +44 (0) 1451 861 660
GL54sales@augertorque.com
4DX. ENGLAND
Email:
WWW.TOLSMATANKBOUW.NL
web: www.augertorque.com
T: +31 513 633733

F: +31 513 633490
Tel: +44 (0) 1451 861 652

Fax: +44 (0) 1451 861 660
Email: sales@augertorque.com
web: www.augertorque.com
COMPRESSED AIR
DRYING SOLUTIONS
T H E
ULLAIR
LLAIR
G R E E N
EQUIPMENT /
ATTACHMENTS
I N N O VAT O R
G
G
G
IN
IN
KIIIN
K
KK
A
A
G
G
NG
N
RE
R
IN
IN
BR
B
K
K
A
A
EEA
EE
B
R
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B
B
NEWS
HYDRAULIC: Generators, Power

washers, Compressors, Welders,
Magnet systems, Street and pipe
washing, Dust suppression, vibra units,
Hydro demolition and scaling, Fire
JKWLQJ 6XEPHUVLEOH SXPSV 'ULOOLQJ
XLGSXPSVDQGPRUH
80 PAC80
80
80
ULLAIR
LAIR SULLAIR
80 Pac80
80
A compact pneumatic pa
80SULLAIR
SULLAIR
80
package
AT LAST80
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
products & services

Paul Watson on:
Tel:
For any general information

regarding this product,
please contact us at
sullair.europe@sullaireurope.com
or by phone at
+44 (0)1892 786204

www.dynaset.com | info@dynaset.com
00 33 (4) 77 96 38 31
w w w . s u l l a i r. c o m
DIESEL TANKS
To advertise in the
DUST SUPPRESSION
GENERATORS
e-mail:
paul.watson@khl.com
Static & Mobile

Generator Sets
h^d^hWWZ^^/KE
Noise levels
as low as
58dBA
hd,KD
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

sales@westernenvironmental.co.uk
To advertise in the
products & services
Paul Watson on:
Tel: +44 (0)1892 786204
PETROL & DIESEL
DRIVEN GENERATORS
1 to 70 kVA Powered by Honda,
Yanmar, Kubota, Isuzu & Perkins
Te l : + 4 4 ( 0 ) 1 9 3 3 6 7 7 9 1 1
info@stephill-generators.co.uk
www.stephill-generators.co.uk
Generator Parts
Service & Repairs
Tel: +44 (0) 1698 814888
Fax: +44 (0)1698 802595
mailroom@thistlegenerators.com
www.thistlegenerators.com
LANDSCAPING /
GROUND CARE
LONG REACH
EXCAVATORS
LIGHTING TOWERS
MINI EXCAVATORS
TowerLight
the No.1
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tel: +44 (0)161 335 2331

web: www.hanixeurope.com
LIGHTING TOWERS
BRILLIANT
LIGHTING
The SMC TL-90:
9m vertical mast
360 mast rotation
85 hour run time
Super Silent
4 x1000W metal
halide lamps
+44(0) 1775 840020

info@smclightandpower.com
www.smclightandpower.com
Tower Light UK ltd
info@towerlight.co.uk
www.towerlight.co.uk
11 Garamonde Drive,
Land
Milton Keynes MK8
8DFand
UNITED KINGDOM
phone +44.(0)1908.571435
fax +44.(0)1908.569770
MATERIALS HANDLING
water.indd 1
MOBILE COMPACT
CRUSHERS
16/07/2007 16:41:06
AEM LIFTING LTD

SELF DRIVE HIRE OF
VERSA-LIFTS
USED VERSA LIFTS FOR SALE
FROM OUR DEPOTS
IN THE UK AND BELGIUM
Henry Cooch
& Son Ltd
FOR THE BEST
CHOICE IN MOBILE
FLOODLIGHTING
VERSA-LIFT
25/35
40/60
60/80
CAPACITY
16300 Kgs
27300 Kgs
44800 Kgs
Tri-Lifter
150BW
68000 Kgs
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
email: henrycooch@btconnect.com
Web: www.henrycooch.co.uk
MOBILE, PORTABLE & STATIC FLOOD

LIGHTING TOWERS
T 0870 606 4949 F 0870 606 3939

Manufacturer of Recycling Equipment
To advertise in the
products & services
Paul Watson on:
Tel: +44 (0)1892 786204
Tel: +44 (0) 1302 860300

Fax: +44 (0) 1302 860301
Website: www.aemlifting.com
Email: hires@aemlifting.com
MINI DUMPERS
To advertise in the
PIPE FREEZING
New
products & services

Paul Watson on:
Tel:
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 t
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.
+44 (0)1892 786204

e-mail:
mucktruck2.indd 1
Tel +44 (0) 1566 777140

Fax +44 9)) 1566 777706
Email: info@mucktruck.co.uk
www.mucktruck.com
paul.watson@khl.com
mucktruck2.indd 1
08/01/2007 09:25:29
mucktruck2.indd 1
08/01/2007 09:25:29
T:+44 (0)20 8205 7672

F:+44 (0)20 8205 7674
www.freezemaster.co.uk
08/01/2007 09:25:29
58 PRODUCTS/SERVICES
PORTABLE CABINS
"

""/"
- /,9
" / ,-
PUMPS
HIGH PERFORMANCE
PUMPING EQUIPMENT
PUMPS
Made
forthe
real
world
The Heart of Your Process
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.
3
Tel: +49-211-4179373
9
Fax: +49-211-4791429
www.tsurumi.eu
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0HONE

&AX
INFO CONTAINERDE
Pioneer Pump design,

manufacture and sell
high performance pumps
throughout the world.
Sulzer Pumps
www.sulzer.com
PROFESSIONAL PUMPS for

PROFESSIONAL RENTAL
Please contact the UK operations

and we will direct you to your
local distributor who is there
to support your needs.
To advertise in the
The new Grindex pumps.

Trouble-free dewatering.
products & services

Paul Watson on:
Tel: +44 (0) 1449 736777

Fax: +44 (0) 1449 737322
email: sales@pioneerpump.co.uk
PUMPEX
P.O Box 5207 - SE 121 18 Johanneshov
SWEDEN
E-mail: info@pumpex.com
www.pumpex.com
www.pioneerpump.co.uk
Tel:
+44 (0)1892 786204
e-mail:
paul.watson@khl.com
"'&$1VNQT
'PSSFOUBMNBSLFUT
www.grindex.com
.PTUTPME
UPVHISFMJBCMF
PUMPS
#FTUSFUVSOPO
JOWFTUNFOU
Dri-Prime
automatic
self priming
contractors
pumps for
sales and
re-rental
PUMPS
WITH A WORLDWIDE REPUTATION
Pumps for results
"'&$1VNQT&VSPQF#7
5FM

'BY

JOGP!BGFDFVSPQFDPN
XXXBGFDFVSPQFDPN
Positive Displacement, Drainer,

Solids Handling, Chopper, High
Head, Hydrosub & Super Silent
models from 50mm to 300mm
+44(0)23 8025 0137

i`V
To advertise in the
products & services
Godwin Pumps Limited

Quenington, Cirencester, Glos. GL7 5BX
Tel: 01285 750271 Fax: 01285 750352
www.godwinpumps.co.uk
RENTAL SOFTWARE
MCS Rental Software Solutions
We can help you lift the lid on
a more exible, competitive and
protable rental business.
Contact MCS on:
+44 (0) 1628 828 000 or email:
moreinfo@mcs.co.uk
Paul Watson on:

Tel:
+44 (0)1892 786204
e-mail:
www.bbapumps.com
paul.watson@khl.com
Visit: www.mcs.co.uk
RENTAL SOFTWARE
RENTAL SOFTWARE
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A KHL Group Publication

Don Ahern: ghting for

TF 9EL/TF 18EL - Drying fan

Tel: +44 (0)1892 786245

Tel: +44 (0)1892 786207

Tel: +44 (0)1892 786246

Tel: +44 (0)1892 7862219

Tel: +44 (0)1892 786204

Tel: +44 (0)1892 786248

Tel: +44 (0)1892 786250

Tel: +44 (0)1892 786238

Fixed rental model?

Tel: +44 (0)1505 850 043

IRN JANUARY-FEBRUARY 2013

DEWATERING APPLICATIONS - QUARRIES, STREAMS, FOUNDATIONS, MINING, COFFER DAMS

SEWAGE BYPASS OPERATIONS

Copyright, The Gorman-Rupp Company, 2012

LATIN AMERICA OFFICE

KHL Sales Offices

NEWS AND KHL.COM ROUND-UP

Q4 ERA/IRN RentalTracker results; Smartequip moves into

KEVIN APPLETON COLUMN

ERA/IRN RENTALTRACKER SURVEY

What were European rental companies thinking at the end of

All the information you need to enter the 2013

IRN sets the scene for the massive

PRODUCT FEATURE: RENTAL SOFTWARE

Dashboards allow rental manager to keep tabs on key

PRODUCT FEATURE: PORTABLE COMPRESSORS 33

Full of enthusiasm, ideas and energy: Murray

New portable compressors and other news from companies

INTERNATIONAL RENTAL CONFERENCE,

Ritchie Bros CEO Peter Blake says the company's

Don Ahern, CEO of Ahern Rentals in Las Vegas,

IRN previews the first International

BAUMA CHINA: REPORT

Murray Pollok looks at some of the new machines introduced at

EXECUTIVE HIRE SHOW: SHOW GUIDE

ERA provides members with an update of its activities in 2013,

IRNs guide to the UKs

FACES & PLACES

THE RENTAL SHOW: SHOW GUIDE

More new product news from ARAs Rental

READER SUBSCRIPTION FORM

How to subscribe to International Rental News.

ISSN No: 1749-5040 (Print)

KHL Group on the web

A KHL Group Publication

Don Ahern: ghting for

IRN 01-02 2013 Cover.indd 1

IRN JANUARY-FEBRUARY 2013

EXECUTIVE HIRE SHOW

THE RENTAL SHOW

IAPA AWARDS/IPAF SUMMIT

he final quarter of 2012 saw

ERA CONVENTION &

1516 May, 2013, Paris, France

3 October, 2013, Istanbul, Turkey

Rental companies and equipment suppliers

IRN JANUARY-FEBRUARY 2013

Of the almost 200 respondents

All Benelux Nordic Multi- France Spain Germany

Rental industry salutes

Franco de Michelis after receiving