ForConstructionPros.com

By Kay Falk,
contributing editor

While you might understand well the equipment you rent out, you might not be as savvy about merchandising related items your customers need when they use that equipment. The good news is that manufacturers of these accessories can help.

Rely on their expertise
One way some manufacturers of gloves, blades, sandpaper, saws, safety glasses and more assist rental centers is by sharing their knowledge. Because they’re the experts in possible uses for their products, they’ve developed ways to sell them in different markets, including the rental market.
Youngstown Glove Co., for example, puts together a counter display of its four best-selling items that do well in rental centers. “The selection is based on our experience selling into the rental market, so there is very little risk on behalf of the store owner,” Ryan Malone, Youngstown general manager and the person responsible for product design and development. “We actually call it ‘The Rental Kit.’ It comes with six each of the four glove styles, so 24 pairs total — and we include the counter display free of charge.”
Thomas Fisher, advertising and trade show manager at Diamond Products (cutting tools), says his company offers merchandising aids, training videos, product videos and promotional flyers.
“To get the right mix of products and merchandising help, just call us or one of our distributors and explain what jobs your customers need to do, the material usually being cut and the volume of cutting that needs to be done,” he explains. “We’ll help you determine what to have on hand at your rental store. We’ll also provide product display stands, signage, product brochures and diamond tool reference sheets.”