Editorial: September 2009

The Canadian Rental Mart in Toronto on March 9 and 10 next spring will be more than an equipment exposeé. For many rental operators it is a tremendous source for learning, networking and building key business relationships that will benefit their rental operation.

For some small independent rental companies, it is the only place where they can acquire the equipment knowledge and supplier contacts they need to sustain their business.

This is a key point, especially for so-called “Ma & Pop” rental operations. These are the people who rely on regular visits from suppliers and manufacturers’ representatives to keep updated about new equipment and maintenance procedures. But these are the type of rental operations that often get overlooked.

It is understandable that equipment manufacturers and suppliers may not always be able to visit this section of the market as budget constraints will force them to focus on big accounts from multi-branch rental companies concentrated in urban centres ignoring the “small-fish” that are difficult and more expensive to access with much less of a return.

They have to consider the costs of doing business and they cannot be faulted for that, but this puts the onus back on these small rental operators to establish these contacts and consider the benefits they can derive from doing so themselves.

The Canadian Rental Mart puts rental operators back in control of this vital access to their suppliers by providing them with the one place where they can go to learn about the industry, make their initial equipment purchases and establish personal relationships with suppliers.

Independent rental operators work long hours with little time to spare to visit equipment manufacturers to attend their open houses and training seminars to educate themselves. However, the Canadian Rental Mart provides them with the opportunity to visit all of them in one day and in one place.

The exhibitors themselves present a learning opportunity, as many companies bring in product specialists or manufacturer technicians who are very knowledgeable about all the different aspects of the equipment and are ready to share that with you.

In-booth demonstrations can help you make up your mind about the equipment you want to buy and many exhibitors are offering special pricing exclusively for the show.

Another learning experience can also come from the attendees themselves as the Canadian Rental Mart provides a forum where you are literally surrounded by fellow rental operators who enjoy telling trial-and-error stories, swapping marketing strategies or giving straight-up equipment tips that can only come from experience. This exchange of information and ideas is an insightful way to gauge what will work for your own rental operation. It is a one-stop place to learn, network and purchase with the least amount of time spent away from the store.

If you are a small independent rental operator and are weighing the costs of closing your store for the day to attend the Canadian Rental Mart in Toronto next year, ask yourself, can you afford not to?