Executive Hire News › Archives › December 2009 › Market Report: Computing the benefits
Market Report : Computing the benefits
Starting this month's Market Report, suppliers tell us about the practical advantages that the latest software can give hirers.
In challenging times, companies must maximise their business opportunities, and software programs are enabling hirers to do so. Indeed, many of them are exploring ways of expanding their systems. “Talking to hirers this year, it is evident that many have made economies to improve efficiency, but there is now a distinct feeling among them that it is time to look forward positively,” says Graham Dobbs, Sales Director of inspHire.
“More companies are adding extra functions, like web portal modules. People are comfortable now about booking things like flights and car hire on-line, and tool and equipment hirers are realising the benefits of offering this facility. Established customers can access their accounts round the clock, order equipment and check past transaction details, giving greater efficiency for them and reducing the number of enquiries received by the hirer’s staff. Similarly, mobile working software enables field staff to call up information from the main computer system when talking to customers, which can help in winning an order.”
Katy Williams, Sales and Marketing Director with Higher Concept Software, reports, “We are receiving a greater proportion of enquiries from new start-up companies than at almost any time previously. People have perhaps been made redundant from larger companies, or they have just decided to leave and establish their own operations. They realise the benefits of having purpose-designed hire software in place from day one, to process day-to-day transactions and create useful management reports. Hirers, whether new or long established, can find out information such as which fleet items are the highest revenue earners, or those that have required more servicing and repairs. Such details can influence future purchasing decisions for greater efficiency.
“Hirers can use CRM software to keep in close contact with customers, informing them of special offers and seasonal campaigns. This sort of operation can be undertaken literally at the touch of a button, and information can be e-mailed rather than posted, so any business won as a result has cost the hirer next to nothing to generate.”
Hirers in other market segments are also benefiting. A significant proportion of software provider T S Solutions’ customers operate in event hire. Marketing Manager Fiona Nutt says, “We have remained busy throughout the year. Our customers include hirers of marquees, furniture, catering equipment, exhibition stands, portable toilets and mobile communications. Some new clients have, until recently, either used paper-based procedures or kept records on basic spreadsheets that are now inadequate, especially if they are planning to expand.
“Good software increases efficiency and enables users to benefit from additional functionality like CRM to develop new opportunities. Overall, hirers certainly seem busy. Many supply equipment and services for wedding receptions, birthday parties and local shows, and, while some events may be smaller because of the economic climate, they are obviously important and are still going ahead.”
Nick Thomson, Sales Manager of MCS, believes hirers have taken advantage of relatively quieter business levels to upgrade their systems, ready for the upturn. “CRM is now almost a given. Hirers recognise it as an important way of winning business, and it enables them to ensure that every single enquiry is followed up. Similarly, web portals enable trusted clients to order equipment day or night. Some hirers used to resist such developments, believing they might miss up-selling opportunities, but it can be offered to established customers who know exactly what they want.
“Importantly, many new developments result from hirers’ input. Our document scanning system arose out of requests from our User Group, and we now have several special interest groups representing hirers of operated plant, audio visual equipment, and tools and equipment.” With other software suppliers also inviting similar hirer feedback, programs should continue to evolve and offer even greater business benefits. • |
