“Over the last four years construction has picked up and we’re growing maybe at a faster rate than we want,” reports Rob Leiser, president of Leiser’s Rental in Easton, PA. That’s not a bad problem to have unless you don’t have the employees to handle the influx of business, one of the challenges this store owner faces. The other challenge is an indication of what he terms an ever-evolving marketplace.
“Today we primarily service the homeowner and small contractor market on the equipment side and do a little bit of party. We used to do a lot of party and, in the early days, even helped set up weddings. The equipment side has changed, too. One of our main business components over the years was selling lawn & garden equipment, but finding mechanics is tough. It seems that people don’t want to get their hands dirty anymore, and it’s doubly tough in the rental business when there’s such a wide variety of equipment that needs maintenance and repair. I’m fortunate because I have those skills.”
When asked about rental items that might be particularly hot this year, he mentioned the inventory has been relatively stable. “Oh, the store has experienced several trends since my dad started the business in 1948 and renting equipment 12 years later. Things like satellite dishes and camping equipment immediately come to mind. Yet, if there’s one trend that stands out in this market today, it’s seeing more people buying equipment they previously would rent.
“We’re a bedroom community for New York City and the surrounding area. Many of our customers today grew up there and are accustomed to buying something they need from a big box or hardware store. It doesn’t appear to make any difference if they plan to use the item once or several times. For example, a flood last week depleted every pump in area retail stores while our inventory still sat on the floor.”
Trends like this may encourage more rental stores to reevaluate their inventory and business model. He calls its specialization, on both the equipment and party side. If you’re in the party business, then outdoor weddings may be your specialization. Or, with equipment, it may require rounding out your rental inventory with products that are less likely to be purchased and/or adding on a retail component such as selling and servicing lawn and garden equipment.
