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New year, new opportunities

The new year is well underway and the prognosticators predict a good year for construction contractors. That bodes well for rental centers that serve them.


Clair Urbain photo
Clair Urbain, Editor

Increasingly, contractors are less enamored with owning equipment and more attracted to lowering overhead and improving productivity. In the end, it results in a better bottom line for customers – and rental centers.

As you encounter customers, start asking questions, as Dave Kahle suggests in our Business Management story about your most powerful sales tool. The more you know about your customers and their needs, the more likely you’ll be able to help them be more productive and profitable. You’ll also uncover sales and rental opportunities that can result in greater diversity in your operation.

It was interesting and enjoyable visiting with David Terry and his crew at The Duke Company in Rochester, New York. Lake-effect snow lays down on average 100 inches of the fluffy white stuff annually. You can imagine what that does to construction equipment rentals in the winter months.

To compensate for lower revenues in the winter, The Duke Company turned a business dilemma into a wonderful opportunity: It developed a supply chain for road salt, de-icers and equipment as well as a variety of heaters that area contractors, who shift their business to snow removal, needed.

It also found that customers were needing concrete forming equipment and supplies plus select building materials. By carrying leading tool and supply brands not easily found at other tool and supply distributors, it has attracted more customers looking for supplies in addition to equipment rentals.

My point: Your greatest obstacle to increased revenue may also be your biggest opportunity. Think about your challenges and try to identify ways to capitalize on them.

From the staff at Direct Business Media and Pro Contractor Rentals magazine, we wish you and your company good luck in 2017!

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