How to Succeed in the Access Equipment Rental Market With ReechCraft
The access equipment rental market is an important asset to contractors across the country, and one that ReechCraft Territory Manager, Will Oliver, knows well. With nearly a decade of experience working closely with ReechCraft products, Will spent some of that time employed by East Coast Rigging & Scaffolding (ECRS). There, he gained an inside view into what it takes to succeed in the rental market with products such as ReechCraft’s PowerMast system. Read on to learn some tricks of the trade from our resident expert!
About East Coast Rigging & Scaffolding
Founded in 1991, ECRS has been providing safe, quality access solutions to their customer base. They offer everything from the equipment and training to installation and disassembly services. The company first began selling and renting out ReechCraft products, specifically the PowerMast, in 2016 as part of a major project in Arlington, VA. The project lasted two years and required the ability to reach heights of 220 feet; the PowerMast was the most cost-effective solution for the job.
Finding Rental Success
So how does ECRS find success with ReechCraft products in the rental market? The PowerMast offers exceptional access ability that no other system can match in many common access applications, but the unfamiliar design can sometimes cause hesitation. ECRS and other successful rental suppliers overcome this with education and passion for a product that works.
“It’s really about management leadership, attitude, and pushing sales teams to learn and promote the product,” Will says.
It is important for suppliers to have an open mind and look for new and better solutions, because end users already are. Strategies that help bring more efficiency will always win out over those that try to protect current assets and labor utilization for the rental company. More than ever, the internet and social media are informing and motivating end users to find the most efficient and safe solutions, encouraging them to gravitate toward dealers that meet those needs.
Customer Applications
ECRS’s main customer base for rental equipment includes restoration companies, stucco applicators, painters, and roofers. Most of the time, customers are seeking a solution to access areas they cannot reach with other equipment. The PowerMast fills this gap effectively, but customers can be skeptical at first. However, when they see their competitors using the PowerMast and winning more bids, they begin to see its value.
Over time, customers embrace the unique ability of the PowerMast to provide safe, efficient access in many applications that other products cannot. They continue to find more and more uses and benefits of the PowerMast over other, better-known approaches like swing stages, scaffolding, and boom lifts.
About ReechCraft
Since our founding in 1993, ReechCraft has set itself apart with innovative products and first-rate services. We strive to find new access solutions to meet the needs of every craftsman. If you have questions about any of our American-made products, have a custom application, want to place an order or would like additional information about our dealer program, give us a call at (888) 600-6160 or fill out our online contact form.
