Monthly Archives: April 2017

Never lose your heart after any unsuccessful sale

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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

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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.

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Sell heavy equipment on the basis of customer’s needs

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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.

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Make use of right platforms to rent your heavy equipment

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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.

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Safety tips that a construction worker should always follow

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The construction sites are one of the most accident-prone areas and workers are highly vulnerable to possible accidents, falls and other sorts of health damages, if proper safety measures are not taken. The construction equipment and heavy machineries are meant for enduring extreme work pressures and hence, they are very strong and heavy.

Loading and unloading heavy construction material, rubble etc. and excavating and filling grounds, removing, lifting and placing heavy material are some of the common actions of the construction sites. During these actions, it is highly possible that the workers encounter accidents, damages and health hazards. Therefore, taking proper safety measures is a must.

Here are some of the most essential construction safety tips that you must follow.

  • Wearing helmets and construction jackets:

 

A rule of the thumb is that the workers of a construction site always wear helmets and safety jackets with high visibility colours. This will make sure that the workers are safe from being hit by hard objects that might fall from a height during construction. Even they can be warned to stay away from a site that is potentially threatening. As the heavy equipment move, the crew members must stay away or be removed from the site and the jackets help them to be noticed.

  • Skilled drivers:

 

To run the construction equipment, it is a must that you have workers, who are skilled, trained and experienced about how to run the construction equipment and machineries. With lack of training and knowledge, there is always a chance of accidents.

  • Maintenance of construction equipment:

 

Servicing and maintenance of the construction equipment and machineries is very important to make sure that all the levers, switches and pulleys are working in proper condition.

  • Alarm:

 

When the heavy construction equipment is run, the driver needs a 360 degree panoramic view of the surrounding. However, it is not always possible for the driver to keep an eye on the surrounding and this can lead to an accident. Hence, a backup alarm to notify block, hindrance or possibility of damage must be there at the construction site.

  • Other gears:

 

Along with helmets and jackets, there are some other body gears that must be worn and used by the construction site workers. These include –

  • Ear muffs to stay protected from extremely loud sounds of concrete breaks or metal sounds
  • Breathing masks to stay protected from dust
  • Eye gears to protect the eyes from dust, metal particles or glass.

These gears are easily available in the market or online.

  • Keep the materials separate:

 

Inflammable materials should be kept separately and under high protection. The workers must be equipped with fire extinguishers, so that there is easy control of fire in case of any.

  • First aid box:

 

A first aid box is one of the very basics of safety measures that the construction sites must have. In case of any cuts, falls or damages, the workers must use the first aid box as a primary step to treatment.

Training the workers about the working process and guiding them about how to stay away from possible accidents is very important.

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Referring to excerpts of experts can be really helpful

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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.

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Rent a Track Loader and earn decent rental income

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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.

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Selling your heavy equipment through your blog

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We can make use to technology to do almost all kinds of job that one can think of. Selling which once upon a time was done through a salesman does not necessarily require the intervention of a salesman anymore. A layman can also sell his items on the internet by sitting right at his home and using his home computer. Things have become far simpler than what it was a decade ago and hopefully technology will definitely take us way forward and will simply many more things to come. We can share our ideas with the help of internet and get connected to lot of people at the same time. Now people who are in the construction sector had a tough time selling their used heavy equipment as they were not able to arrange buyers for their machines. The problem that they encountered was they could not reach out to people allowing them to know that he has a machine to sell. This hindrance is now a saga of the past. The present is different and it is for better.

You can also try to sell your used heavy equipment on a blog. Ideally people make use of blogs to write about stuffs that they have expertise in. So for a guy who has expertise in different kinds of heavy equipment can prepare a blog of his own and write on various topics pertaining to machines and the construction industry. Now if he has old heavy equipment which he intends to sell he can make use of the same blog and write a small statement mentioning that he wishes to sell his heavy equipment. Mention the amount that he wishes to sell, the model of the machine, the situation that it is now in and his contact number. He can also mention the time when he can accept the calls.

The readers who are usual on his blog will read the message and if they are interested will get in touch with him or else they can even spread the message in their circle and if they come across someone who is looking for something similar to what you want to sell, he can pass on your number to the prospective buyer. So people who believed that a blog can be only used to share your views or write articles now also has this as an option to sell things.

The only drawback is the number of viewers you will find here will be comparatively lesser than what you can expect to get on a site that deals with selling heavy equipment. There you will find a lot of buyers and sellers present with the intention to buy and sell heavy equipment. The buyers will also have more options out there and therefore you might not expect magnanimous amount of people coming to your blog. However, if you just have one machine or a couple of them to sell then trying to sell it on a blog makes sense than paying to the website to list your item.

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Construction companies should be bilingual

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To know a language that is not your first language and able to speak, read and understand the language fluently is a great skill. Not many in the United States can speak more than one language. It is perhaps we are brought in a way where we have heard and taught only English. There are few institutions that teach languages spoken by people of other countries and it is always going to be beneficial for you if you are able to learn it well.

America is a country where people from various countries have come in and are living with a feeling of togetherness. They contribute big time to our society and also bring more businesses from their countries. In a situation like this, it will be handy if an American can speak their language. This will certainly impress the client and there will be not much gap in communicating with the counterpart.

Construction industry is one such industry where you got to deal with clients from several countries. You do not want to miss the opportunity of a business getting clicked just because you can’t communicate with the other person in their language. Remember not everybody around the world is fluent in English and they prefer talking to someone who knows their language.

The construction industry in US gets lot of investment deals from the Chinese and Japanese. You will not find many people from these two countries to speak in English. If you have a delegation of around 10 people, you will hardly find 2 who can fluently communicate in English. Rest will depend of those 2 guys who will later explain the conversation to them. This is perhaps not the way how businesses are conducted in a construction industry and therefore it is high time that the construction companies go bilingual.

Construction companies will not want the labor to be bilingual as they do not have the need to communicate with people from other nations. However, the guys in the Admin or at the reception should have a fair understanding on languages spoken in Europe. You should also hire guys who can speak the language of the country that your client belongs from. We have a lot of people in US who speaks Spanish and Chinese and there are also many offices who hires receptionist who can effectively communicate in these languages. This should be also followed by the construction companies. The marketing team should have people who can speak multiple languages at the same time. It is always a plus point to know as many languages as one can.

Few big construction companies have already gone bilingual. They have started to hire staff who can speak more than one language. They have realized the importance of being bilingual. Being able to speak the language of the client they already get half way through the deal. The rest they have to generate the confidence amongst the client that they have the ability to complete the work on time.

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