are considering paying half the cost of a new tool in rent, then
I will think about buying the tool, taking into consideration
the number of rentals in the past and the potential for more
use in the near future.
Banain Cote: All of our projects require some sort of material
handling – whether it be earth, pipe or timbers – so
they are generally at the heart of our operations. A lot of our
equipment is custom made or very hard to find, so renting
anything else is typically out of the question.
James McNally: Our most frequent rentals are small auxiliary
equipment (compressors, pumps, pneumatic hand tools,
welding machines) that are only needed for certain activities.
It is easier for us to rent and return this type of equipment
when needed instead of purchasing and maintaining it
within our equipment fleet.
Joe Trottier: Basically, my company’s needs are what makes
me purchase the equipment we have. I find there are many
different aspects and ground conditions in piling that dictate
equipment needs. A pile installed in Calgary may take different
equipment to install in Winnipeg.
What do salespeople do that convinces you to sign on
the bottom line? What makes you want to buy?
Banain Cote: Our business model is built on going the extra
mile, so I always come back to those people who go the extra
mile right from the very start. I have seen the rewards that come
FEATURE
from having a salesperson or client rep with the right attitude
and who is always willing to go just a little further than what is
expected – whether it be replying to emails at ungodly hours,
to driving parts out in their personal trucks. For a lot of people
in the construction industry, if you go above and beyond, it
usually isn’t forgotten. Having said that, I once had a biodegradable
hydraulic oil salesman come to our office unannounced
and “vanish” a pail of hydraulic oil in water. It stunned almost
everybody in the office. I definitely purchased some after that!
James McNally: A purchase is dependent on our requirements,
not based on how savvy a salesperson is. Depending
on the type of equipment, we may already have certain preferences
or criteria that makes us seek out certain vendors
or manufacturers.
Joe Trottier: If you go buy a wheel loader, there are 20 manufacturers
that will meet your needs. But if you are going to
buy equipment to install a type of pile in certain conditions,
sometimes there is only one manufacturer that suits you best.
Jeff Rakochy: First off, purchasing is a business decision and
price will always play a major role in this process. If a vendor
supplies consistently high quotes – as compared to the competition
– then they will not be on the bid list for too long.
That being said, we do communicate with our vendors and
let them know if they are high priced so they can be better
prepared to compete at the next opportunity.
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