Get on board with your customer’s business goals
Choosing the right rental dealer is an important part of a contractor's success. For contractors that have a short-term power need, the most cost-effective solution is often rental. Even when it comes to long-term temporary power, contractors may need to rent to fill the gap while waiting for new equipment to arrive. When a rental dealer is engaged from the beginning of a project, they can be better prepared to provide end-to-end support and offer solutions that work for each application.
Dealers can also support customers by understanding the job, type of equipment required, and any service, delivery, or technology needs. As a dealer you can help the customer select the exact size of generator needed, assessing load and fuel consumption to ensure it runs effectively and efficiently and doesn’t cost the customer any unnecessary downtime. This is especially important with Tier 4 engines as sizing is critical for optimum performance. Working with contractors on a solid rental strategy can also help them manage equipment while keeping costs down -- allowing contractors to get a replacement for a generator that's temporarily out of service or help meet the increased demand caused by a sudden surge in business while minimizing the associated risks of new purchase costs.
Focus on service and support
Reliable power is crucial for productivity and when a generator goes down one of the biggest challenges is having the parts and technicians available for repairs. To set themselves apart from the competition, dealers need to provide on-site service and offer agreements that cover maintenance and support from trained technicians.
By understanding a customer’s unique business needs, dealers can establish a relationship with the customer and keep them coming back. The customer benefits by having a knowledgeable rental dealer with well-maintained equipment, reliable service, and access to maintenance and repairs with parts stocked and on-time delivery. When a contractor owns a piece of equipment and it breaks down, they’re responsible for costs and scheduling the repair, which can often take days or weeks and result in significant downtime. With rental, service for breakdowns is included with no cost to the customer. Rental machines now also have GPS technology which can track hours and other important data, so the dealer knows when the equipment requires maintenance and can help manage this for the customer, providing added peace of mind.
The right equipment at the right time
Flexible rental agreements allow contractors to get the right generator for the project, no matter the size or length of the job. If the scope of the job and power requirement changes, dealers can negotiate exchanges for properly sized equipment. When dealers have a broad rental inventory it gives customers assurance that they will have access to the equipment they need, when they need it.
Availability and utilization are key factors for contractors who have varying daily, weekly, and monthly equipment needs. This is where rental can help. Having the right equipment available at the right time and the right price helps companies balance workflow, giving them the ability to scale up or down as needed. As a dealer, try to understand a customer’s specific business needs so you can provide guidance and help develop an overall fleet strategy that incorporates rental equipment. Rental can fill a short-term need without the risk of investing capital, or the liability associated with buying new. Beyond that, maintenance and repairs are managed by the rental company and equipment is replaced and repaired immediately with no additional costs incurred, adding cost certainty to the bottom line.
Staying tapped into a changing industry
Power is critical to almost every construction site and, when it comes to rental power, there is no one-size fits-all solution. Generator down-time can be devastating to the productivity of an operation. When contractors can maintain power, it allows them to stay on schedule and keep costs down.
For contractors, finding the right rental partner who can support their power needs while understanding the demands of their business is crucial for success. As a dealer, you should be up to date on the latest equipment and technology and have effective processes for serving customers that go beyond simply providing equipment. The right rental company should offer the latest equipment that is safety compliant and well-maintained and can provide an immediate solution for repairs and maintenance at fair cost. Rental should be your one- stop-shop for temporary power solutions. When a dealer develops a reputation for exceptional service and support, it will set them apart from the competition- a win-win for both the rental dealership and the customer.
Find more information on rental power solutions here.
Read the article in Canadian Rental Service Magazine.
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