News and trade show information.
Star Industries proudly supports our trade
associations with exhibits at their respective trade shows. We look
forward to meeting face to face with many of our dealers and users. Star
forklift & skid-steer attachments, and masonry equipment will be on
display. We will post the information on upcoming trade shows on this
page, be sure and check back for the latest changes.
"Do you want fries with that?"...... A WINNING
SALES STRATEGY
Reprinted
with permission from the February 2000 issue of Rental Management, the
official magazine of the American Rental Association.
"…it wasn’t until attachments came along that users
recognized the full potential of telehandler – the work a skilled
telehandler operator could accomplish in a day’s time, with the right tool,
was astonishing."
Go where
the money is
to maximize the market. Paul
Kelly, sales manager at attachment manufacturer Star Industries,
says rental businesses need to borrow a successful strategy from
the fast-food joints when renting telescopic handlers. But
instead of "Do you want fries with that?" the counter or
yard person should always ask: "What kind of attachments will
you be using with the telehandler?"
If you haven't already checked them out be sure to spend a minute and take a look, there is sure to be an item which can be profitable in your rental business.
"Often rental houses don’t think along the lines of
attachments and they are losing a lot of incremental business,"
says Kelly."If you
just do the math, the answer’s obvious.
An average telehandler can cost $60,000 and rent for $2,000 a month,
while an attachment can cost as little as $1,500 and rent for $300 a
month. So there’s a tremendous ROI potential.
"Not only that, but once the renter learns he can use
the same machine to shuttle and place items, pour small batches of
concrete, collect trash and then sweep up the job site, he may keep the
telehandler longer than expected. Therefore,
it’s a win/win situation all the way around.
"Attachments give a telehandler tremendous
versatility, and new ones are always being
introduced. For example, we’ve just announced a self-dumping
hopper.
