Executive Hire News › Archives › August 2009 › Forum : Winning more business
Forum : Winning more business
This issue continues the theme of ‘Taking Our Industry’s Pulse’, by monitoring how hirers and suppliers alike are responding to the challenging economic environment. Once again, a common opinion is that, while things could be better, they could be much worse. There is still work going on and, more importantly, hirers are busy across the country.
We visit Miniquip Tool Hire in the north of England. MD Andy Johnson describes how “business is certainly good at the moment, “and that, while remaining cautious, “we are still adding to the fleet as we need to”. Similarly upbeat is south of England-based Sydenhams Hire Centres. Director Rick Biddiscombe’s assessment of this expanding seven-depot operation makes for positive reading, as does the addition of £700,000 worth of equipment this year, as well as his observation that Sydenhams is ready to grasp opportunities when the recession ends.
Obviously, suggesting when the upturn might begin in earnest is no easy matter, a sentiment expressed by several industry suppliers who give us their views in our ‘Taking Our Industry’s Pulse’ article. Mark Hodgkins, Chief Executive of ArcGen Hilta, emphasises the need to “reassess all aspects of your business in this totally changed environment”. Nevertheless, his experience is that independents “are buying to keep their fleets up-to-date and to meet demand, which is encouraging.” Other suppliers, such as Seddons’ Sales & Marketing Director, Phil Winnington, and Stihl GB’s Marketing Manager, Sean Larter-Conway, report significant increases in sales of spare parts and in the take-up of training for workshop technicians, as hirers maximise the useful life of fleet equipment.
Our report finds that pro-active hirers are successfully seeking out new revenue streams. Camon Tracmaster’s Sales & Marketing Director, Alex Pitt, reports, “Many hirers have seen an opportunity in the gardening market.” Indeed, this month’s Garden & Grounds Care Market Report, in particular, our introductory article starting on page 18, sees several independent hirers endorse this view. Wes Mintram of Worthing-based Gardner & Scardifield finds that demand for such equipment is “constantly high”. Similarly, Ian Truby of Truby Tool Hire in Durham tells us his decision to expand into garden equipment “is one of the best moves we’ve ever made.”
SHOW TIME AGAIN
One of the enduring features of the Executive Hire Show is that it has become much more than just a two-day event each February. The Show’s reach and scope is such that, months later, deals are still being done - as evidenced by Plantool’s purchase of custom-built Transits from exhibitor Gordons Ford.
In our ‘Taking Our Industry’s Pulse’ series, Andy Cairns, MD of Red Band, argues, “Hirers certainly need to remain aware of new products and possibilities. A lot of those I have spoken with remain cautiously optimistic about the future, and say that it is even more important for them to make time to attend events like the Executive Hire Show next February, in order to keep in touch with all that is new, so that they can win
more business.”
Over the last six weeks we have visited as many exhibitors as possible to canvass their vote to exhibit at the 2010 Show and these discussions will continue throughout August and into the middle of September. To give each exhibitor as much time as possible to make their decision, and in turn, allow us sufficient time to actually organise the Show, we are hosting the Kick Off Meeting for the 2010 Show on Friday 18 September at the Ricoh Arena. All past, present and potential exhibitors are more than welcome to attend.
In the meantime, click on www.executivehireshow.com for the first provisional list of 70 companies that have expressed a firm intent to exhibit at the 2010 Show.
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