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Article below is reprinted with permission from the February 2000 issue of Rental Management, the official magazine of the American Rental Association.
Go where the money is to maximize the market
Paul Kelly, sales manager at Star Industries,
attachment manufacturer, says rental
businesses need to borrow a successful strategy from the fast-food joints
when renting telescopic handlers. But instead of
"Do you want fries with
that?"
the counter or yard person should always ask:
"What
kind of attachments will you be using with the telehandler?"
"Often rental houses don’t think along the lines of attachments and they are losing a lot of incremental business," says Kelly.
"Often rental houses don’t think along the lines of attachments and they are losing a lot of incremental business," says Kelly.
"If you just do the math, the answer’s obvious.
An average telehandler can cost $60,000 and rent for $2,000 a month, while
an attachment can cost as little as $1,500 and rent for $300 a month. So
there’s a tremendous ROI potential."
"Not only that, but once the renter learns he can use the same machine to shuttle and place items, pour small batches of concrete, collect trash and then sweep up the job site, he may keep the telehandler longer than expected.
"Not only that, but once the renter learns he can use the same machine to shuttle and place items, pour small batches of concrete, collect trash and then sweep up the job site, he may keep the telehandler longer than expected.
Therefore, it’s a win/win situation all the way around.
Attachments give a telehandler tremendous versatility, and new ones are always being introduced. For example, we’ve just announced a self-dumping hopper.
There are myriad platforms, sweepers and more, that allow the modern telehandler to tackle initial jobs on a site and efficiently, as well as profitably, ride along with it all
the way through.
Attachments give a telehandler tremendous versatility, and new ones are always being introduced. For example, we’ve just announced a self-dumping hopper.
There are myriad platforms, sweepers and more, that allow the modern telehandler to tackle initial jobs on a site and efficiently, as well as profitably, ride along with it all
the way through.