CROSSHIRE A GOOD DEAL OF SENSE
I commented a little while ago about the importance of people to our industry, and the rather indifferent attitude of some manufacturers towards retaining the human relationship between product and user. Many, like British dumper maker, Thwaites, have long cherished the principle that they are best at manufacturing, whilst their established dealers are best at placing their product in the market and looking after it throughout its life. It is good to see that another supplier, Ammann, has now withdrawn from direct selling and placed its trust in the capable hands of a dealer sales team. Newcomer A&Y Equipment has been born out of Ammann’s existing UK operation with its established team of experienced staff. I am confident they will be well placed to continue to serve our industry and wish them well for the future.
The ‘plant dealer’ is an important link in our supply chain, as issues such as part exchange and finance are best handled by specialist teams, rather than the sales department of an international manufacturer. The dealer also has first-hand knowledge of service issues, and such expertise is built on years of practical ‘down and dirty’ site experience. Dealers have long memories and are best placed to support older models that their makers often appear to regard as an embarrassment!
This recent shift in policy by Ammann means that the majority of mini and micro excavators sold in our market are now handled by dealers. Yes, I know there are very close links in every case, but an important point is that, in most dealer franchises, the people who own the business are actively working in it, in much the same way as many hire companies. That fact alone improves service along the whole supply chain.
I know I am not alone in receiving orders from punters, usually larger contractors or authorities, which now specify the maximum age of hired kit they will accept. Many legitimate concerns are often quoted for such a policy, with noise, vibration and emissions all favourite scapegoats. Although there can be no justification to assume a machine is unfit solely on the grounds of age, this trend will accelerate as it is seen as an easy cop-out by ill-informed buyers.
The rumblings that have come from some quarters concerning the maximum age that equipment should be in service before, at least, a certified major rebuild is undertaken, is of great concern. The vested interests that see enforced obsolescence
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as an advantage appear to be insurance companies and the ever-growing ranks of safety legislation professionals. These self-appointed ‘guardians’ have an agenda, in common with most individuals who have never had to sweat to earn a living, which may cost us dearly. I know that many of you are going to the Executive Hire Show to place orders for much- needed kit which, in some cases, will see your older machines retired. Finding a home for used kit as regulations in Europe and most of the developed world slowly move towards closing the door on old metal is going to be increasingly difficult. It is possibly prudent to review depreciation policies and explore ‘locked in’ trade-back deals, otherwise old, but well-maintained kit, may end up with little value.
We must not forget our roots and, for many of us, our first inventories were solidly in the portable hand tool market. Many suppliers originally took fright at the hire trade, with draconian warranties excluding ‘hire use’ altogether! Times have changed and it is gratifying to see that those suppliers which have embraced our industry are prospering, and a number of well-known brands have exhibited at nearly every hire industry show over the past 40 years. It is no surprise that many once common names which chose not to
embrace our
industry, are no longer around.
The quality of both electric and small engine driven kit has risen dramatically over the years but, unfortunately, the talents of some end users have not! The efforts of our suppliers in recognising that we need robust and reliable kit, rather than loads of annoying gizmos, is to be applauded. Keeping it simple and hire fleet friendly are still important goals in today’s increasingly technological market place. Whether you are buying big metal, tools or ancillary products like software, there is much on offer at this year’s Show, and you can rest assured that our supply chain partners are ready to do some cracking deals.
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