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ThePerfect PairAnew piece of iron is quite the investment, so theequipment buying process should not be taken lightly.Thankfully, contractors can rely on equipment dealersto help along the way and ensure they find the right machinefor their needs and budget.“In today’s age of Internet shopping and instant quotes, engaginga dealer through the entire specification, buying andownership process can not only save you a lot of money butultimately make you look like a hero by buying the best productavailable — with the best terms and having the best serviceto back you up in case something goes wrong,” says BrycePuckett, Texas Division Rental Manager for Kirby-Smith MachineryInc.Equipment dealers are a valuable resource before, duringand after a sale. By partnering with a dealer, a customer canbenefit from the technical expertise they offer when lookingfor a machine to purchase. Throughout a sale or rental, a dealercan discuss financing options, as well as keep a customerabreast to the status of his or her machine and its expecteddelivery.“A dealer has direct factory communication enabling greaterdelivery timing visibility,” says Puckett. “Also, a dealer istypically required to do a pre-delivery inspection before anyunit is purchased or rented — ensuring all units are deliveredup to factory specs and condition.”One of the biggest advantages of working with an equipmentdealer comes after the transaction in the form of aftersalesupport. Although a customer is leaving the dealer lotwith a machine, he or she is never alone in the ownershipprocess.“Dealers support the customer through preventative maintenancereminders, scheduled repairs and rental machines toreduce downtime,” says Drew DeLaney, General Manager ofBeard Equipment.Puckett adds, “The dealer really shines here. By providingservice through factory-trained technicians and parts inventoryavailability, a dealer is the most likely choice to keep yournew, high-tech machine up and running.”Be PickyWhen the time comes for potential buyers or renters to selecta dealer, it’s important for them to do their homework. BothPuckett and DeLaney agree that checking out a dealer’s servicedepartment and its capabilities are crucial.“The No. 1 thing to do is ‘go in the back door,’” says Puckett.“By finding out what the service department is like, howmany people they have [and if they are trained on your type ofmachine] will tell you a lot about your expected uptime in thefuture if you choose to purchase from them.”A dealer also needs to be personable and easy to communicatewith. There are plenty of dealers out there waitingto do business, so a customer needs to find the rightone for his or her needs. “The dealer needs to be easy todo business with, says DeLaney. “Rental needs rarely havelong lead time and customers have many choices of dealersto work with.”Communicate ClearlyWhen cultivating a good relationship between customerand dealer, both DeLaney and Puckett agree that communicationis key. By being open with a dealer, a customer can expectthe same honesty in return.“Dealers and customers both appreciate open and honestcommunication,” says DeLaney. “A good relationship is basedon trust and understanding each other’s needs and opportunities.Communication is how these relationships are created.”By maintaining open lines of communication, the customercan reap the benefits of what the dealer has to offer. The dealer’sBryce Puckett of Kirby-Smith Machinerysuggests that customers not only becomeacquainted with their salesperson, but theservice staff as well.14 Utility Contractor | August 2013