Equipment Rental News

UTILIZING INNOVATIVE COMPUTER TECHNOLOGY IN EQUIPMENT RENTAL
Written by: Amy Hopkins, Des Moines, Iowa
Provided by: Rental Service Corporation, Scottsdale, Arizona
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It’s no secret. Computer technology is changing the way business is done. This technology is designed to increase productivity, a goal that hits close to home with those in the equipment rental industry. So, how are people who rent, buy, sell, and operate equipment using computer technology to their advantage?

Harold Barber, sales representative for Rental Service Corporation (RSC) in Round Rock, Texas, is using computer technology to maximize his time and better serve his customers. “Instead of receiving monthly job bid reports, the information is immediately downloaded to our computers and generates a job pool,” says Barber. “These reports are sent out to our sales force according to zip codes so we can divide the jobs into our specific zones.”

Once Barber arrives at a job, he accesses the job specifics on his NEC MobilePro 880 computer. From there, he is able to enter pertinent information such as the name of the general contractor, sub-contractors, equipment on the job site, and relevant phone numbers. “Once I have entered the information, it is readily accessible and keeps me from having to sort through various pieces of paper that are easily misplaced,” says Barber.

The MobilePro 880 is 1.1 inches thin and weighs only 2.6 pounds, which makes it easy to carry around from job to job. Barber and other salespeople are particularly impressed with the amount of information these computers are able to store. “With the software we have installed, we are able to determine what phase a specific job is in,” says Barber. “By knowing if they are in the clearing, framing, or building phase, I am able to anticipate their upcoming equipment needs.”

Barber uses his MobilePro to keep in touch with other RSC sales representatives, customers and co-workers back at the office. “Customers who don’t want to spend too much time on the phone can just shoot me an e-mail,” says Barber, “Some customers are working late at night on their home computers and this gives them another channel to communicate with us.”

Knowing the customer and respecting what they are comfortable with is also key when utilizing this technology. “I don’t suggest taking the computer in the contractors office right away,” says Barber. “It may intimidate them or be perceived as rude. You really can’t have a real conversation while you’re typing. I prefer to write down the key information and enter it into my computer once I get back to my truck.

“Sometimes I will take my computer in on a second or third visit to the contractor to show them how I’m using the information to keep track of everything going on with their account,” says Barber. “It allows me to demonstrate my commitment to giving them the service they deserve.”

Barber and the other RSC sales representatives at the Round Rock, Texas location have the ability to access and share customer information via their computers. “If a salesperson is out for illness, or vacation we can pull up information on any of the customers in his area and instantly know what is going on and what needs to be done,” says Barber. “This gives the customer confidence in knowing that he is always dealing with someone who knows the specifics of his account.”

No where can the effects of efficiency be seen more clearly than on the bottom line. For that reason, contractors, fleet managers and job site foremen are in constant search of a faster, more productive means to get the job done. So it is of no surprise that a rental equipment provider would be eager to supply their customers with a system that allows them to manage their equipment purchases and rentals in a quick, easy-to-use format.

Contractors are increasingly becoming familiar and comfortable with the fundamentals of the Internet. Knowing this, RSC has developed E-Facts, a secure Web site exclusive to its customers. With E-Facts, customers can access their credit status; check on how many units they have out for rent, either in total, per project or even over the course of a specific job; reconcile their account balance; and obtain additional information concerning their account.

Bear Butcher, Materials Control and Purchasing Manager for the Gulf Coast region of The Industrial Company (TIC), is using RSC’s E-Facts to keep accurate tabs on the equipment he is renting. “I can view my account at a glance,” says Butcher. “It allows me to check the progress and history of my rentals without the hassle of a paper chase. Everything I need to know is at my fingertips, and that makes my job easier.”

TIC rents a variety of equipment for use in building power plants, and the large amount of equipment rented can make it difficult to keep track of purchase orders and other key information. “We rent a bit of everything,” says Butcher. “Scissor lifts, trenchers, compaction units, light towers, excavation equipment, welding units, you name it. E-Facts tells me what is going on with each unit.”

This source of information gives rental customers increased control over their accounts. A contractor can use the data to determine if he may be able to keep a machine for a couple of extra days without any extra costs by using a different rental term. He is also able to see if he has equipment due for return. E-Facts is accessible 24-hours a day with real-time reports, giving users the ability to accurately manage their equipment fleets at all times.

“One of the benefits I’ve seen from using E-Facts is that the input of the information is done by someone other than myself or one of our office clerks,” says Butcher. “It saves time, and as everyone in this business knows, time is money.”

Butcher has also experienced a higher level of service from his RSC salesperson Robert Zupo, and believes that computer technology is partly to credit. “Robert always knows what is going on with our current jobs,” adds Butcher. “He does an excellent job of following up, staying in contact, and making sure all my equipment needs are met.”

Customer expectations are likely to increase as the level of technology awareness rises. As a result, equipment providers will be expected to offer the best in fleet management technology. When mixed correctly, traditional face-to-face service methods and innovative computer technology can provide the optimum experience in equipment rental.

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