Welcome: Evolving to meet customer needs
I think Charles Darwin was on to something.
His theory of evolution certainly plays out in the rental industry.
The ability of a species – or a business entity – to survive relies on its ability to adapt to changing conditions.
It means adapting to changing conditions that might seem a bit foreign at first. For example, in this issue’s cover story, Alltool Rental adapted to the changing construction environment as OSHA implemented its silica dust control requirements. Alltool Rental found that contractors were unsure of how to meet the new requirements, and at first, the folks at Alltool Rental didn’t know, either.
That’s where it pays to have good relationships with suppliers. In this case, Hilti helped train Alltool Rental employees in the finer points of dust control. From there, the employees have been able to help customers understand the requirements and what they need to do to comply with them.
Hilti is just one example of suppliers coming to the aid of distributors/dealers with technical knowledge and expertise to help them adapt to the changing rules of the rental business game. The most successful suppliers today are the ones that help dealers and distributors meet the needs of customers; it’s just that some rental centers are better at that than others.
Similarly, the updated ANSI A92 standards are creating opportunities for rental centers to be more than equipment suppliers. With a push for a more consultative approach to equipment election, it offers rental centers an opportunity to open up a more in-depth dialog with customers to pinpoint their needs, and perhaps even discover opportunities for related sales and rentals.
Clair Urbain
Editor, Publisher
Pro Contractor Rentals magazine
This article appeared in the March-April 2020 issue of Pro Contractor Rentals magazine. © 2020 Urbain Communications LLC. All rights reserved.
PRO CONTRACTOR RENTALS MAGAZINE
Pro Contractor Rentals provides information of value to rental centers who focus time, resources and attention on meeting the demands of construction contractors and other equipment rental customers.
