Surface preparation equipment and the disposable abrasive supplies they require are consistently profitable items for rental centers.

Floor sanders are one of the most rented surface-preparation products, but there are many other tools and machines using abrasive disks, belts and other devices to clean, grind, texture and roughen wooden and paved surfaces, and to either smooth or abraid metal and other materials. Grinders with abrasive disks or wheels are available in both hand-held and handlebar models. Saws using bonded abrasive blades cut concrete, various types of pavement, stone, masonry and metals. Powerful concrete scarifiers and scabblers can clean, level uneven spots, texture and cut grooves.

Abrasive products fall into two basic categories, says Spencer Perkins, Virginia Abrasives Corp., Petersburg, Va.

"Coated abrasives are sandpaper belts and disks for tools primarily used on hardwood flooring applications," says Perkins.

"Bonded abrasives refer to abrasive blades or wheels mounted to either stationary, hand-held or walk-behind equipment used on concrete or metal."

Coated abrasives

Equipment using coated abrasives includes walk-behind drum sanders using sandpaper sheets that wrap around a rubber-covered sanding drum and orbital buffers that use sanding disks mounted on rubber or felt backing disks. Hand-held edge sanders, also using sandpaper disks mounted on rubber-covered mounting disks, can access areas larger drum equipment can't reach. Compact hand-held belt sanders can be used on on wood or metal surfaces and are helpful for refinishing furniture.

Bonded abrasives

Grinders with horizontally rotating disks level and smooth top surfaces of concrete slab floors. Scarifiers (also called milling machines and rotary cutters) have a rotating circular cutting wheel to clean, roughen and texture concrete. Scabblers use compressed air to hammer piston-mounted bits into concrete surfaces; scabblers are able to roughen surfaces more effectively than grinders and scarifiers.

Tools employing coated abrasives tend to be rented by homeowners and small contractors, says Perkins; bonded abrasive machines are contractor items.

But markets vary, and Perkins advises rental store owners to analyze local opportunities carefully in order to identify core markets.

"Given the strong economy, and the demand it is creating for new and remodeling construction, all classes of abrasives are in high demand," says Perkins.

Customers needing abrasive machines are prime prospects for renting related equipment and for purchasing other disposable products. Most resurfacing jobs also require a good vacuum unit, and light-duty shop vacuums found in many homes simply don't have the capacity for major projects. Nonabrasive pads for orbital equipment are available for fine finishing, buffing and floor maintenance. Sales items include cleaning fluids and finishes, disposable dust masks, eye protection and knee pads.

Many jobs require several grades of abrasives. Rental people should know exactly what equipment is available at the store and have a thorough knowledge of resurfacing techniques, and then ask questions about renters' projects in order to help customers get the right tools and abrasives for their needs - and increase rental and sales income. Why send a customer down the street to a building supply or hardware store when you can keep the business for yourself?

Renters of surface preparation products may be involved - or soon may be starting - other remodeling or renovation work and may need other tools and equipment.

Perkins believes most rental store owners recognize the potential of abrasives. "Abrasives are among the most profitable items a rental store can carry," he says. But rental centers can increase their abrasive business with effective merchandising, by educating customers on abrasive applications and by targeting advertising to prospects likely to be need remodeling tools and equipment.

In-store signs and displays draw attention to surface-preparation equipment and the selection of abrasives available. Manufacturers provide excellent instructional brochures and video presentations to help homeowner customers do a professional job.

"Anticipate customer needs," says Perkins. "Sell floor finishes and applicators and everything necessary to do the complete job." And maintain adequate inventories of abrasive belts, disks and blades - don't lose business because necessary materials are out of stock.