News from ARA The Rental Show
By Lindsey Anderson and Murray Pollok10 March 2009
Although quieter than previous years our on -the-spot reporters found plenty of market activity. Here are some of the stories from the show:
Terex Aerial Work Platforms (Terex AWP) is expanding its after sales service activities, including a new parts operation that will stock competitive brands, extended warranties, a broader financial services offering, and an expansion of its North American refurbishment network using Terex Utilities facilities.
As part of the new ‘Genie 360' customer support programme, Terex AWP has signed up to the SmartEquip online parts ordering system.
Speaking to Access International at the Rental Show in Atlanta, Terex AWP president Tim Ford said the initiatives would help customers through the current difficult market conditions; "We are working with customers to find ways to help them preserve cash, typified by our financial solutions, which are much improved and broader than a year ago."
Mr Ford said other initiatives included using some of the 14 Terex Utilities facilities to expand its network of refurbishment facilities in North America; "We are working aggressively to use these facilities for refurbishment...Our aim is to turn this into a global service...but we will crawl before we walk, we want to make sure we get it right."
The company will also break with tradition and expand its parts offering to include 300 parts from competitive manufacturers JLG, Snorkel and Skyjack. "It's a recognition that customers in most cases carry more than one brand - we believe we can service customers more broadly...we've undertaken this with great care and caution", said Mr Ford.
Although this extended parts offering will be offered initially in North America, Terex AWP's vice president of global services, Siva Balakrishnan, told AI that the inventory would be increased to over 1500 parts by the end of the year and offered in Europe as well.
Niftylift used The Rental Show to introduce a new articulated boom with hydraulic outriggers. The 12.2 m (40 ft) working height SD34T has 45% gradeability and weighs just 1850 kg (4080 lb).
Tim Ward, Niftylift sales manager, speaking to AI at the Rental Show, said; "We've been asked for a long time for a HR12 that can level itself." The prototype on show was fitted with a three-cylinder Kubota engine offering "bags of power", and bi-energy and electric versions will also be available.
The hydraulic outriggers are leveled from the cage, although not automatically. The unit shown in Atlanta - with a special show price of US$29995 - used a chassis from one of Niftylift's tracked booms.
Niftylift has also added a new 15 m tracked boom to its range, complementing the existing 12 m and 17 m models.
Mr Ward meanwhile said Niftylift was "holding its own" in the depressed US aerials market, benefitting from its focus on smaller rental stories in the US.
Toyota Material Handling, USA, Inc. (TMHU) has expanded its Aichi aerial work platform (AWP) line and looks to have a full range of AWPs within five years, said Alan Dotts, manager of AWP sales for TMHU.
Mr Dotts spoke to AI at The Rental Show in Atlanta about TMHU's expansion, distribution network and overall business strategy.
"We're moving into construction," Dotts said. "We're looking to grow and take hold of the construction and rental businesses. AWPs are the bridge to our construction business."
At The Rental Show, TMHU, the sole North American distributor of Aichi lifts, unveiled four new models of the SV-Series scissor line along with two models of the SR-Series boom line.
The SV scissors feature 15- and 19-foot high models with 30-inch platform widths, and 26- and 32-foot high models with 46-inch platform widths. "We now have a full line of scissors (to offer customers)," Mr Dotts said.
Mr Dotts also said the company is looking to offer a rough terrain line of scissor lifts "much later," possibly within five years.
TMHU also had two new Aichi crawler boom lifts on display at The Rental Show. The SR400C is a 40-foot model and the SR460CJ is a 46-foot model with a jib. The SR-Series joins 60-foot and 70-foot boom models already offered by Aichi.
Next year, Dotts said, the company will release 60- and 80-foot boom models.
All products are available exclusively through Toyota forklift dealers, Dotts said. And despite the current market crash, Dotts insisted TMHU is moving forward. "We are still going full-steam ahead."
Teupen has established a US sales subsidiary, Teupen USA, based in Charlotte, North Carolina, and said the facility could eventually be used to assemble platforms in the US.
The company, which used the Rental Show in Atlanta to launch the new company, is retaining its long-standing dealer on the east coast, Extreme Access Solutions, led by Lenny Polonski, and has appointed General Tree Services of Portland, Oregon, to cover the western territories.
The German manufacturer has appointed Roderik Wiedemeier as president and chief executive officer of the subsidiary. Mr Wiedemeier, a former management consultant and executive with a semi conductor manufacturer who will shuttle between Germany and the US, told AI that Teupen "wanted to continue the strong growth over the last couple of years. To do that, we identified the US as being a key market."
Equipment Parts Wholesale
Equipment Parts Wholesale (EPW), the US access parts specialist and sister company to MEC Aerial Platforms, has established a UK operation led by newly appointed general manager for Europe Geoff Wray, the former Skyjack UK workshop manager.
The 6000 ft2 covered/4000 ft2 uncovered warehouse in Flintshire, north Wales - close to the border with England - will hold stock valued at £0.5 million from the start of April, covering brands including Genie, JLG, Skyjack, Snorkel, UpRight and MEC, although not Haulotte. Telehandler brands included will be JCB and Manitou, with Merlo to be added later.
Martin Davies, the ex-Skyjack Europe access veteran who is now sales manager with MEC in the UK, will be involved in sales for EPW in the UK and Ireland. Both Mr Davies and EPW USA are shareholders of the European parts business.
Mr Davies, speaking to AI at the Rental Show in Atlanta, said the new warehouse was very close to a DHL yard which will allow the company to offer next day deliveries on orders place up to 5.00pm.