The Big Event: More than rentals
By Tara JacobsFeatures Business Intelligence Party and event canada party and event rental
Top five reasons I’d hire you for my event
Fifty. That’s the number of events our company is executing in 2020 (and the Canadian Rental Mart is one of them!) Without crunching the numbers, that’s a lot of tables and chairs.
Rented furniture, decor, tents and other supplies are a necessity, given most event shops don’t have the space or budget to own and maintain this volume of supplies. Event planners such as myself turn to you, the rental industry, to have what we need, when we need it.
After performing a quick Google search, I’m overwhelmed by the magnitude of options. Competition is fierce. How do I pick the best vendor that could make or break the success of my event?
Most rental shops have nifty websites, showcasing the latest linen colours, charger plates and cruiser tables. Selection is everything…or is it?
When I’m looking to hire an event rental company, the decision to contract or move on isn’t typically driven by brand or linen trends. The success of my event is, in part, dependant on the product quality, staff professionalism and expertise of the rental team I partner with. It’s expected that you’ll have the products I need, delivered on-time. If you’re not just a renter, but also a team player, I’ll not only sign the dotted line but come back as a return customer and recommend your company to others.
So, what does it take to qualify as a team player (and grow your business)? Here are the top five reasons I’d hire you for my event:
Be negotiable. Hundreds of event rental shops across Canada share a handful of industry suppliers. Business is seasonal. We’re all looking for the best margin. But if you’re willing to negotiate (not just cost, but service), I’m willing to listen. For one event, I might need a standard drop-off and pick-up of tables and chairs. For the next, I might rely on your team to develop a floor plan, set up the show floor and help manage exhibitor needs. If you can offer flexibility on pricing for services offered, I’m going to come back with more business.
Be responsive. Honestly, the first company to answer my call or email often ends up getting my business. Your immediate response implies you’re available and reachable, not only now, but leading up to my event. In this industry, last minute changes are inevitable. If you make me feel like a rock star from our first call, you’re setting a foundation for trust that helps me believe you’ll be available when I need you most.
Be proactive. Speaking of confidence and trust, there’s no better step you can take to show a customer you care than being proactive. Perhaps there’s an alternative product that will do the same job and save me money. Or if you see a traffic flow issue with our floor plan and have a solution to improve the layout. Doing the right thing, at the right time, to help make my event a success can save us all time and money, while helping you build your brand and business.
Be proactively innovative! It’s not enough to identify potential obstacles, cost-savings or opportunities; put your problem-solving skills in play. In a world of evolving technology, the need for person-to-person communications has never been more important. As an event professional, this happily keeps me employed!
One of the reasons our sponsors and exhibitors repeat their business is because of the exceptional customer service we provide. There’s nothing in our contract with them that says I have to find their booth shipment and bring it to their booth for them. But I can tell you when they arrive tired, after a long day of travel, to find everything at their booth (for no extra cost), it goes a long way in relationship building. To soar above your competition, be good people. Do nice things. Customer service is key to repeat business.
Be honest. If you don’t have the capacity, time or products to do the job well, tell it to me straight. After investing in building trusting relationships with your client, don’t overpromise and underdeliver.
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