Category Archives: heavy equipment

How to become a successful heavy equipment salesman

Success in any industry and in any profession comes with determination, knowledge and the zeal to work hard in that stream. People should be running after achieving this basic criteria rest follows. Some people are of the opinion that selling a thing is the most difficult job. But as a matter of fact, day in and day out we are in some way or the other selling something or the other, sometimes knowing and many times unknowingly. This means that we are constantly in the process of selling. It is just that we are not aware of it. People who are salesman experiences different kinds of scenarios with each passing day. The ones who are able to manage those situations well find themselves near to success. It is because they learn from those situations and apply it the next time they get them.

Selling heavy equipment is like any other product is full of challenges and perhaps it is a bit more difficult than the rest. There is huge demand for good machines but at the same time there is good deal of competition as well. It is not just the domestic players that you have to deal with but also the foreign players that has seen US as their potential customer. The end user has more options now and this makes your job a bit difficult. There are few things that you can do differently from the rest of the population that can make you successful in this form of the business.

Know your product well:-

Salesmen are normally sent to sell products without them knowing much about it. This can’t be expected to be done in the case of heavy equipment salesman. He/she is supposed to know his product well. When they speak to their client they need to speak sense or you just lose the deal. When you do not have answers for the questions posed to you, make a note of that and inform that you will let them know about it. Please do not speak something that you are not sure about. You never know how much the prospect knows about heavy equipment and if he/she finds that you gave him an incorrect input, you are done with him.

Sell machines that suit his/her requirement:-

The conversation between you and the prospect went successful and he/she is ready to buy a machine. Now there are 2 different types of machines that can be sold to him/her. However, one will be quite effective and the other is not. But you get more commission on the latter. Here comes your commitment towards the buyer into play. You should sell the one that suits his requirement and not the one that earns you more money.

Give correct suggestion even if it costs you a sale:-

A construction business owner at times sees himself/herself in a dilemma where he/she is required to choose a machine produced by two different companies. You as a salesman will suggest him as per his requirement even it means doing away with your brand. You may not be able to make any money at that point in time but have won the trust of the person. This will get you more business in the future.

Aspire to become heavy equipment mechanic

It is always advised to follow your dreams, to do that you indeed want to do. Not many people are able to recognize what they want to do and the few who does recognize are indeed the fortunate ones. It is probably those guys who taste success after success at every walk of life. Talking about heavy equipment mechanic, one can definitely pursue it as there is huge potential in this line of business. Construction industry is here to stay and so are heavy equipment companies. As long as both the industries co-exist heavy equipment mechanics will have every opportunity to earn lot of money and also see them growing in this business. For heavy equipment mechanic, they have the option to work in a workshop or get associated with a big construction company that has a fleet of heavy equipment or work as a freelancer. In both the cases the earning potential of the mechanic does not diminishes.

Ideally a young boy is motivated to become heavy equipment mechanic if his father or someone in his family is a mechanic and the boy has a very close relation with the person. It has been observed that people who have generated the interest to become heavy equipment mechanic from a tender age have someone or the other from their family working as heavy equipment mechanic which in a way has also driven their interest to the same line of business. It is because they have seen their elders doing the work from an early age they probably want to do the same. A little encouragement from the family does all the wonders for them. Get into an institution that creates competent mechanics. Study hard while you are there in the institute and try to come out with flying colors.

Once you are out of the institution the journey has just begun for you. Try to get into a workshop that deals with heavy equipment. If there is one such workshop in your family you can sneak in there or can find your way on your own. But it is in the workshop where you get most of the practical training and learn how to fix heavy equipment. You learn a lot when you work on different types of machines and also when you have an expert right next to you guiding you to do things. You tend to become a good mechanic if you can incorporate the knowledge that you have gained while learning in the institution and the practical stuffs that you have learned in the workshop.

After spending for few years in workshops and having gained some experience you can try moving into big construction houses that pays you well. If you are confident that you know your work well and you can tackle any kind of problem related to the machines then you should try to open your own workshop and work as a freelance mechanic. But it is advised that one should not work as a freelancer as long as he has worked for at least 10 years as a mechanic. 10 years of experience is needed to prove your excellence in the field.

Buy heavy equipment from companies to get the best deal

The different types of heavy equipments are the workhorse of construction industry. Heavy machinery and equipment is a serious business and costly too. While buying these equipment a number of factors should be considered as duration, scale, budget and their future use. The harsh construction activities leads to wear and tear, hence buying quality equipments is of utmost importance. In such cases it is good to buy the equipment from a branded company. Companies like Caterpillar Inc. sell both new and used (in running conditions) equipments. They offer good deals for the same.

Some useful tips on buying equipment from companies are as follows:

  1. There are a number of construction projects in pipeline. If the existing current equipment will not be able to complete all tasks, then additional equipment are required. While purchasing equipment in bulk one should check if they adhere to quality standards and are user friendly. They should be compatible with the worksite conditions. Such bulk purchase should be made from companies since goods can be negotiated with them.
  2. The company’s Application specialist also guides and gives suggestions/advice on operation of these machines. In addition, he provides troubleshooting to the problems faced by the customers while using these machines.
  3. Construction is an expensive business. Purchasing brand new equipment requires a lot of planning. The owner may not be able to purchase brand new machines due to economic constraints. Further, always the operators are not comfortable while using new machines embedded with latest technology. Hence, the company has to impart training to them which adds to the cost. In this case purchasing used (pre-owned) machines is helpful. One just has to ensure that all the parts are in working conditions and will not have to bear huge repair costs in future.
  4. When purchased from companies, the equipments have warranty period. If anything goes wrong with equipment during this period it will be repaired free of costs. The equipment needs to be backed by the in-house service team.
  5. Buying from companies will be economical since they offer routine inspection and guide on maintenance of the equipment. The spare parts will be also available with them.
  6. At times these companies lend their equipment to the customers for fixed time period. This practice allows the customer to get used to equipment and later purchase it.
  7. Many times these equipment are given on loan basis. One just has to pay monthly instalment till it recovers the cost.

Heavy machinery and equipment is an expensive business. The production depends on the kind and quality of equipment used. One has to ensure that these machines are bought from trusted dealer or companies so that it turns beneficial in the long run.

Types of heavy equipment that you need to clean storm damage

Storms can attack suddenly and at any point of time in the year. It can be caused by the pressure changes as well as due to natural climate and season changes. Whatever the cause behind the storm may be, some of these storms are extremely dangerous and they have a disastrous impact on the area that it attacks on.

You will see there are different kinds of storms. If you are from a colder region, you will get snow storms. If you live in the coastal areas, you will find the cyclones and hurricanes and tornadoes there. Whatever the type of the storm may be, you will need to make sure that you can cope with its impacts.

The difficulties that you have to face:

Usually, the storms are followed by heavy downpour and this continues for a number of days. There is waterlogging in some areas and some of the areas are flooded. Trees fall down and they often block the roads. The huts lose their roofs and wooden huts are completely smashed and broken. All these result in a huge amount of solid debris that needs to be removed from the ground.

For that there is a strong need of some of the heavy construction equipment that can perform heavy duty works without any trouble. Removing the concrete debris, woods and tree logs etc. is not an easy job. Doing these manually would take a lot of time. It will only hinder the chance of getting back to normal life within a short period of time.

Choosing the right heavy equipment:

Hence, it is a must that you choose the right heavy equipment for storm clean-up. Here is a list of all the machines, tools and heavy equipment that you would require to get rid of the solid debris caused by a storm.

  • Loaders and dump trucks:

 

These are very useful in removing any sort of solid debris like concrete, wood and rubbish, including dust and dirt that might be deposited in any region as a consequence of storm.

  • Snowplough:

 

This is the heavy equipment that is used specifically for the purpose of removing snow. Regardless of how thick or high the snow might have deposited, the snow plough can easily remove that from the roads as well as the sidewalks.

  • Loaders with grapples:

 

These are very useful for removing huge and long logs. These loaders come with grapples that help in lifting long and heavy elements. Tree logs can be easily removed with the help of these.

  • Excavator mulchers:

 

One of the most interesting and useful heavy equipment is the excavator mulcher. It comes with unique machine or tool that has very sharp blades and can be used for removing the fallen trees.

These are just some of the most important heavy construction equipment that you need to have after a storm. The best part of the heavy equipment is that you can hire them or own them. The storm cleaning service companies have these machines and tools. Hence, it becomes quite easy to clean the debris after a storm.

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Never lose your heart after any unsuccessful sale

The thought of having an unsuccessful sale can leave you with a bitter heart and there are higher chances that you may feel de-motivated. Well, that is quite evident to happen but will that make you a better salesman in any fashion? The answer to this is a clear NO. Unsuccessful sale in no way should be taken negatively. It does come with a sad feeling but also with some lessons attached to it. You need to figure out what it is teaching you in particular. Why the sale has gone unsuccessful and what you did wrong that the prospect said No to you.

Once you have figured out the reasons you need to work on it and try it again the next time and try your best to give it the best shot. You may be unsuccessful for the first few times but not always. It is just that you need to realize where you have been doing wrong and once you have been able to figure that out work hard to get it corrected. It is just a matter of time that things will change for good and you will find yourself in a comfortable zone.

Heavy equipment salesmen have a real hard time selling machines. Heavy equipment are highly expensive commodity and not many can buy them as long as they do not see a very strong reason to buy. They should see a strong need to buy heavy equipment and this need should be first felt by the salesman. The construction business owner may be too busy operating his/her business and may not get enough time to sit and analyze the immediate requirement of his business. He/she will probably want someone to guide him/her in that way. You can prove to be a great asset to him/her if you can figure out his/her heavy equipment requirements. He/she will appreciate your effort that you have shown and will buy a couple of machines from you.

Not just the business requirements, at times a salesman also need to work on the financial standing of the company. If the company is financially sound and has ample of projects in hand, it means that they will not have much of an issue to finance the machines. But normally the case is different. You will encounter businesses that are financially crunched and if you can help them get a loan you can have just bag the deal for yourself.

This is where you should be paying the maximum focus on and not on getting de-motivated. Negative emotions should not have a place in your life. You can do wonders if you think right and have the self belief to conquer any challenge. A salesman in particular needs these qualities the most. Rest is nothing but strategizing your flow of work. Increase your client base by meeting as many people as you can and leave an impression on their minds. Not every sale can be a successful one but you can turn every meeting a successful one. That is entirely up to you.

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Mid-sized heavy equipment are highly beneficial in the construction business

The heavy equipment industry includes machines such as the backhoe, crane, wheel loader, grader, forklift, bulldozer, tractor pulled scrapers and excavators. These are the workhorses of any construction industry and they make the job easy and quicker. Due to the increased competition these are offered as superior products to the users in construction industry. They are embedded with new technologies for increased safety, comfort, and reliability.

This equipment is available in various sizes as mini, midi and large. Depending on the nature and type of construction work, suitable size is chosen by the commercial user. Selection of right type and size of equipment affects the time and effort and productivity of the project. Hence, on site managers and construction workers must be familiar with features of each equipment.

Some of the factors that affect the selection of an equipment

  • Size of a job: the larger the job requires large equipment.
  • Job to be completed in less time: requires mini or midi sized equipment.
  • Space constraints: less space can allow only mini or medium sized equipment to operate
  • Speed of the machine: smaller the machine it can move faster.
  • Soil, weather and temperature conditions affect the operation of equipment.

 

Today a great amount of construction activity is confined to small places. For such construction activity medium sized equipment are used. Also they are many medium sized construction firms which prefer mid-sized heavy equipment. They are less expensive, quick to move in less space, have better fuel efficiency and not very high on maintenance costs. The operators can operate these machines with less difficulty as compared to the large sized machines. This enables to complete work quickly by meeting the deadlines. Thus medium sized equipment are highly beneficial.

 

Although this being the case one should choose appropriate size of heavy equipment depending on the nature of work.

Sell heavy equipment on the basis of customer’s needs

Selling is indeed an art but it loses its authenticity when you sell things just for the sake of selling. Most of the times customers do not know if a particular product can be helpful to them and perhaps this is the reason why there is a need of a salesman to pitch the product and explain its importance in the customer’s life. However, the fact of the matter is the salesman should have the ability and patience to understand the needs of the customer and only if he finds his product to satisfy the needs, he should go ahead and pitch it to the customer. Well what is happening in today’s time is exactly contrary to what a salesman should be doing. He is so pressurized to achieve his targets that he no longer cares of the ethics that he should follow and sell the product to anybody irrespective of whether he needs it or no.

In case of selling heavy equipment, the salesman may find it to be extremely difficult to sell something that is not going to meet the requirement of the customer. People will simply not buy something that they do not see any use to their business. It makes no sense to invest good chunk of money in buying a machine that has absolutely no practical applicability. In such a situation, the salesman can’t afford to play around with his customer as there are high chances of it getting backfired at him.

So let us discuss what should a salesman do when it comes to selling high priced heavy equipment.

Understanding the need is the key:-

A salesman need not do an in-depth analysis of the project of his customer but can roughly go through the kind of projects he has in hand and the type of heavy equipment he has put to use. By that he will get to know if he can be of any use to his customer by providing something out of the blue. After knowing about the heavy equipment being used in the project, he can pitch in his products which are better than the one that’s being already incorporated.

Show him a fair comparison:-

This requires a bit of hard work as he needs to gather information about the machines the customer is using and the one he has to sell him. In order to do a thorough comparison of both the machines, he needs to know the salient features of the one being used and compare it with his product. Put those points in a “PowerPoint Presentation” and show it to the customer. If your presentation makes sense to him, he will go for it.

Process the necessary paperwork:-

Once the customer gives his nod to buy the machine, you got to do all the paperwork and if needed also assist him with getting a loan at the lowest possible interest rate. Also provide him with a after sales number where he can reach to solve the issues in case he has one.

Make use of right platforms to rent your heavy equipment

When you are dealing with highly priced items, it is very important that you follow the right platforms to deal with them or else it may lead to various sorts of complications in the future. It may also lead to losing the heavy equipment forever. In order to avoid any confusions or hindrances, it is crucial that you follow the right platforms and you will find things going your way. Construction equipment is quite expensive. You buy a machine for thousands of dollars and put it to use for few years. After which you feel the need to upgrade your arsenal and have to do away with the old machine. However, if you are not a filthy rich guy, it will definitely pinch you hard to just let go the old metal. If possible you may want to retain the machine but if you do not see any use of it, then there is absolutely no point in keeping the junk with you.

In such a situation it is prudent that you let-out the machine to another user and collect monthly rent from him. In this way, you still possess the equipment and also have put it to use and simultaneously getting good money as rent. Now, when you talk about renting the machine, it is quite imperative that you follow few parameters that will let you rent the equipment without any risk of losing it. Following few essential parameters means that you rent the machine through proper channels and by following right set of rules.

First and foremost you should be checking the right channel through you can search takers who would be willing to take your machine on rent. You can depend on newspaper classifieds or websites that exclusively deals with heavy equipment. Most of the websites that deals with purchase and sale of heavy equipment also works in the sphere of renting them. You have to classify one such website that is pretty famous within the masses. By posting the heavy equipment in that website will increase its viewership. People from across the country will get access to check the ad and anybody is interested will get in touch with you. You can then decide if you want to ship it to a different city or want to give to someone who is from your city.

You may charge the shipping cost from the taker but that has to be informed to him in advance. One more thing that is more important that discussing the shipping cost is the rent amount and the period for which they are seeking to rent the machine. Also, you got to state them very clearly the duration at which they need to service the machine. If the machine will be used extensively then servicing the machine should be more frequent. Make sure that you prepare a proper rent agreement with the taker and mention all the valid points that you guys have agreed to in the agreement. Once the agreement is signed, you can ship the machine to the taker.

Referring to excerpts of experts can be really helpful

It is unlikely for an individual to know the depth of everything as he can master himself in one sphere if not more and therefore for things that he do not know, he needs to depend on others. It is quite obvious that we can’t perfect everything in our life span and when it comes to the construction domain, it becomes all the more difficult for a person to know all about this industry. It may take him years of his involvement in this industry and still he may find something new to learn in the following day. This can only suggest how wide this industry is and how much absorbed you have to be to become an expert in this kind of business.

It is not that this industry lacks experts. You will certainly come across people who possess good knowledge about the construction domain but they may not know much about the heavy equipment sector. They may be able to answer few generic questions about machines (some may even answer more than generic) but if you try to get into details, they may not be sure of their answers or opinions. A strategist in a construction company may not be able to speak a lot about the engineering part of the business and the operator will not have any idea how to handle the financial transactions. In such a scenario if one gets stuck at a point and needs some help, they have to approach the expert of that field.

Ask a person whom you can trust:-

It is crucial to have a mentor in this industry who can guide you in different stages of your career. It is not necessary that the mentor has to be an expert of his domain but he got to be someone whom you can trust. A person who will not misguide you ever and is also known for speaking things that make sense. If you know such a person, you can put your worries on his shoulders (not literally though) and pursue his guidance.

An experienced person can be real handy:-

If you get jammed with some issue and do not know how to get out of it, it is advisable that you speak to someone who has been in the line of business for many years. They have witnessed a lot of scenarios in their life and have defeated many troublesome situations. It becomes prudent to approach such an experienced person and knowing what you can do to get out of the trouble. In case, you get caught in some legal issues, there you take the advice of an expert attorney.

Become a member of the heavy equipment community:-

You can join a heavy equipment community and can read the post of expert writers, members who have been writing for years on subjects of your interest. If you need any help in particular, you can post your query and wait for someone to answer on it. These sites really work for people who are new to the construction domain and are looking for some help or expert opinions.

Rent a Track Loader and earn decent rental income

In a construction job, there are various types of heavy equipment used and many heavy equipment are more or less similar as far as their work is concerned. This means that one type of heavy equipment is compatible to do work of other heavy machineries as well. Though they have certain limitations but can certainly be used in the absence of the primary machine. One such heavy equipment is a Track Loader which is competent in excavating land and loading the debris automatically on the truck.

Though people prefer using an excavator for digging deep in the ground but something that does not require digging that deep can be done with a track loader. At the same time, since excavators are more in demand, they are also highly priced machines. You can find a track loader to be anytime cheaper as compared to an excavator. However, a track loader is more often rented than any other machine. The reason could be that it is available within the budget of a mid-sized construction company.

By renting a track loader, you can earn good rental income. So in case you have a loader that is not in use and you have decided to sell it, you should perhaps give it a second thought. Selling the machine will give you a good chunk of money but that will be the end of the story but if you let it out for months or year or so, you continue to get the rental income and also by regular servicing of the machine, you can lengthen its life and therefore keep its selling price intact.

Getting a taker for the loader is also quite simple. With the help of internet, you can post the machine on an online portal and write in details about its description. Try to post as many pictures as you can so that people by getting a look of the machine can assume it to be a good one. Quite truly, the machine has to look good to catch one’s attention. Therefore, if the loader is dirty and looks filthy, get it washed and painted. If there are any dents, get that removed and replace any parts that have ceased to work. All this needs to be done before you put the pictures on the listing. A detailed description is important for people to know what they are getting into. Normally, takers wish to contact the owner of the machine before striking the deal. So you can write all that is true and wait for the takers to call you.

While you list the Track Loader, please specify the rental amount in clear terms. There should not be any sort of confusion pertaining to that. If you are ready for negotiation, you can entertain the taker or else strictly mention that you are not willing to negotiate the price. Ideally, you should keep a window for negotiation and not be so rigid with the price.