RER recently conducted a series of interviews with pump manufacturers, including Mike Grant, portable products and rental market manager for Tsurumi. Grant spoke with RER’s Michael Roth about opportunities for growth in the rental market, expectations for 2011 and the need for safety and training about pumps at rental centers.
What is new in your product line technologically?
Grant: Tsurumi has four different markets that it supplies pumps to: rental/contractor supply, water feature, heavy-duty contractor and mining, and sewage and wastewater. We’re constantly reviewing products for each market to see what might also fit into our other markets. For example: We recently introduced a line of dry prime pumps to the rental market that are specifically used for wastewater transfer. In addition to these products we are looking to expand other products into this area. We feel this will create new opportunities for our rental stores with customers they already have relationships with and do business with, i.e; their local municipality.
What effects has the economic downturn and construction slump had on your business and on the pump industry in general?
One of the major changes in our market in relation to the economic downturn is that our customers are looking for pump manufacturers that not only offer a wide product range but most importantly are able to meet their inventory needs. As an actual pump manufacturer we are able to stock more product and react more quickly to spikes in business due to inclement weather for example. One of the constant concerns I hear is that many manufacturers are unable to fill orders in a timely manner.
What do you expect economically in the rest of 2010 and 2011?
The rental market has held steady for us so far in 2010. Looking to 2011 we look for it to be stable plus. There are still a lot of unknowns going forward with the new construction and housing market while we should continue to see an uptick in infrastructure improvements. As we go into what is traditionally the slow season for the rental market we are confident that our customers will persevere and hit the ground running in 2011. We will do our best to stock the products that our customers need and provide the service that they demand.
How big a role does and should a manufacturer play in the training of rental company personnel?
As a manufacturer we make ourselves available for any and all training requests from our stores. Whether it be product knowledge, safety or operation our team of manufacturers reps and factory personnel are prepared to work with store personnel at any time. Quite frankly, I’m surprised at how occasionally such training is requested. Maybe we need to do a better job of promoting this to our customers!
