CROSSHIRE A WINNING FORMULA
I am often amazed at how little information regarding the variety of equipment our industry can supply seems to be getting through to the right people in a variety of organisations. I regularly walk my dogs around a large country park and was recently horrified to see that the local authority responsible for maintenance had managed to inflict a lot of damage to a grassland area by using inappropriate equipment on very wet ground.
The job in hand was the removal of undergrowth to reveal a line of old fence that needed replacing. The work gang had been issued with a large 4x4 dumper and a telescopic handler, both of which were overkill for the task. Why hadn’t lighter, tracked equipment been specified? To make matters worse, poor supervision had allowed the kit to be used as ‘personal transport’ by the workers, as it was a long way to the nearest road and large ruts made by constant journeys had filled with water.
Half a mile further on, I spotted a full-size loader/excavator making a real mess as it dug a narrow trench across open parkland. Despite the best efforts of the operator, the machine was also making a great deal of work in the future for the reinstatement gang. The purpose of the trench was to lay a plastic cold water main, a job that could be easily done with a small trencher, with far less collateral damage.
A couple of days later, I was at this location at the same time as a couple of suits from the council, and I asked why such heavy machinery had been considered necessary? Until I revealed that I was from our industry, they came out with a load of nonsense about “policy and cost”. When I asked why more suitable equipment had not been used, it was obvious that they were unaware of kit like low ground pressure crawler dumpers or pedestrian-controlled trenchers.
Is our industry doing enough to ensure that prospective customers are fully aware of the equipment that is available? Are our sales staff giving enough priority to making punters aware of alternative kit and new developments? Or are we so hell bent on offering ‘deals or discounts’ on a
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narrow range of popular core products that the greater earning power of less well-known machines is being ignored?
Whilst it is true that manufacturers have a responsibility to publicise new technology, the hire industry also needs to ensure that new ideas are placed before our customers. Many of you will be attending the Executive Hire Show, and regulars will be aware of the Passionate Hirer Awards presented to hire companies who have been judged for excellence across a whole range of disciplines. Many past winners have not only invested in new technology, but have also shown great ingenuity in informing customers of the latest innovations through well-produced literature, informative websites and close contacts with clients.
I have no doubt that many of you attending will place orders for both existing, proven equipment and, perhaps, some of the new machines on display. Exhibitors are aware that supplying our industry is a partnership that will only thrive if the kit goes out of our yards on a regular basis. It is worth looking at what support suppliers can offer us to enable the merits of the latest technology to be placed before potential end users.
Although it can be difficult to arrange, I have always allowed some of my staff to attend the Show. I believe that the ‘buzz’ it generates for weeks afterwards, and the pestering to know why I did or didn’t order a particular piece of kit that they think will make our fortune, is really good for morale. One thing I am sure of is that the faces of the leaders of many of our most successful hire companies, large and small, will be at the Show again. If they turn up year after year, it surely indicates that knowledge of new kit and a willingness to try new ideas is a winning formula.
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