Access rental companies should face the current economic crisis with “open minds and open eyes” and dare to take strategic decisions, be it changing their sales structure or leveraging on size, United Rentals CEO Michael Kneeland told the audience at the IPAF Summit in Dublin on April 2.
At the Summit, Kneeland addressed more than 200 delegates who came to learn more about “Dynamic powered access solutions in difficult times.”
“Price is something we shouldn’t play with,” said Kneeland, highlighting recent United Rentals research that showed customers putting price as their fifth priority. “Your best customer will pay a higher price, because you are giving them something they value. Go out and create value. Be good stewards of the industry.”
Commenting on the role of IPAF in the powered access industry, Kneeland said: “That’s what excites me about this federation — the collection of people, the collection of ideas.”
United Rentals’ application for IPAF membership was approved at the IPAF Council meeting earlier that day, bringing the federation’s total membership to 673.
John Ball, managing director of Height for Hire Ireland and IPAF president also spoke at the Summit. Ball charted the company’s strategic route through several recessions. He pointed to specific solutions for powered access including diversification from construction, investing in new equipment and internal systems, developing maintenance, and building and expanding on training.
IPAF Summit 2010 will be held in London, together with the International Awards for Powered Access. The date and venue will be announced shortly. For more information visit www.ipaf.org/iapa.
IPAF is a not-for-profit members’ organization that exists to promote the safe and effective use of powered access equipment. Members include manufacturers, distributors and equipment owners, including rental companies.