Many manufacturers of grounds equipment have expanded their roles in the specification process beyond offering products and financing. Increasingly, they view themselves as resources for managers making their way through a complex process.
"Our value comes from playing the consultative role," Chenevert says. "We can work with them on all levels, including how to use equipment most efficiently and how to dispose of it." Not surprisingly, some of the most valuable consultations relate to finances.
"Manufacturers can consult with the customer and offer the most suitable options," Garvey says. "Are low interest rates or low monthly payments more important? The manufacturer or dealer should fully discuss these situations with the manager so an informed decision can be made."
Finally, manufacturers urge managers to keep open minds during the process. For example, managers should be willing to consider equipment options from a range of manufacturers, not just those they have purchased from before.
"I suggest they don't get entrenched with one manufacturer," Chenevert says. "If they do, they'll realize they're being underserved in some ways fairly regularly."
Grounds Care Equipment: Assess Department Needs Before Purchasing
Grounds Equipment: Rent, Lease or Buy
Grounds Equipment Specification: Manufacturers Consult with Managers
