Executive Hire News › Archives › December 2008 › Market Report : Programmed for success
Market Report : Programmed for success
Setting the scene for our Market Report, EHN talks to hire software specialists about the benefits hirers can obtain from the latest products and related developments.
Improving management efficiency has always been the main reason for installing hire software, and suppliers believe the argument is even stronger in the current economic climate, as the latest options enable hirers to monitor and control many aspects of their business.
“Potential customers are becoming more discerning and are not just looking for a hire system but a total software solution to manage their business without having to purchase additional modules,” says Katy Williams, Sales and Marketing Director of Higher Concept Software. “They seek competitive pricing, in terms of initial and ongoing costs, and a Windows-based system to eliminate the need for future, additional training for new staff. They also want management reports at the touch of a button to give an up to date picture of the business, in terms of equipment and costings, as well as details of potential and existing customers.”
Hirers can use systems to analyse their fleets and keep them up to date. Peter O’Connor of Iris Software says that “as well as day-to-day information such as traceability of fleet items, hirers need usage data so that they can identify products earning most revenue, as well as rarely used items that might be best sold off rather than lying in the yard.”
Close contact with customers
Obviously, software developers keep in close contact with their hire industry customers to monitor trends and requirements. Nick Thompson, Sales Manager with MCS, says this underpins the introduction of new features. “In the past, when companies like ourselves launched CRM (customer relationship management) modules and web-based capabilities, some hirers regarded them as gimmicks, but they are now realising just how valuable they can be, especially as these features can be integrated with their day-to-day hire management software.
“Today there are many options and hirers can select those that best meet their needs and operations. For example, some companies are issuing hand-held devices to drivers to capture signatures electronically on delivery, and records are integrated immediately into their computer systems. However, some businesses prefer paper-based systems, and we can enable documents to be created with a barcode containing all a customer’s delivery details, which are then logged into the system instantly when scanned in back at the office. It saves staff time, in the same way that extranet systems allow customers to check their hire history and see information, such as who signed for a piece of equipment. This reduces the likelihood of queries.” Nick Thompson says that future developments could include enabling software to incorporate satellite and telematics data for the remote tracking of a piece of equipment’s location.
Graham Dobbs, Sales Director of inspHire, agrees that functions like CRM can “help hirers emerge leaner and meaner from the current economic challenges. Interest has grown steadily since we launched our CRM module at the Executive Hire Show last February.
Some hirers use it as a database, while others use it pro-actively to keep in regular contact with existing and prospective customers. Software can also help you track missed opportunities. You can see how often you lose business because equipment is not in stock or under repair, and you can add to the fleet as appropriate.
“There are still many positive signs in the industry. We receive enquiries from companies being started by people who previously worked for a hirer that has been acquired by another organisation, as well as from personnel who join construction companies and establish an in-house hire operation,” says Graham Dobbs. “Whatever the nature of a hire business, they need to focus on maximising efficiency and opportunities, and the latest software can definitely help.” • |
