The dealer: Greg Mulhearn, core industries business manager, Finning
There is no doubt that technology will play a very important part in the development of the industry in 2012. Technology can help a company in three important ways. It can drive higher availabilities, high utilisation and be a significant factor in lowering total operating costs.
This year we will see almost a constant stream of new equipment rolling out into the market, thanks in most part to the introduction of the new Stage IIIB engine technology.
But for customers, understanding the implications of this technology and the differences in what options manufacturers have taken to deliver the new engines, could mean the difference between operators working normally, or standing idle whilst particulate filters regenerate.
Technology will also play an increasing part in how we use, maintain and secure our plant and equipment safely. The problem here is thinking through the technology choices and most importantly having the resources and trained people available to interpret and make use of data collected by various systems.
Customers and industries need to look at what technology they are using now and then determine what is going to be the outcome for them and their company. We must not forget that the human element and behaviour plays a big part in technology, because we still have to make some decisions based around that, and so experience is still key in the ever-changing technological world that we live in.
The contractor: Gavin Lockyer, construction director, Cuddy Group
Brownfield regeneration projects large and small seem to be gathering pace across the country, which of course offer a great level of opportunity for the industry on a whole, and especially for multi-disciplined organisations that can offer a wide scope of services.
But in general, the commercial environment remains incredibly testing, which in turn means it is difficult to make projects profitable. At the same time, the day to day challenges associated with managing construction sites are mounting, especially as ever-changing safety and environmental legislation becomes more and more stringent.
However, the more you train your staff and the harder you work as an organisation, the greater awareness you have of these challenges and the smarter your approach to projects becomes. This doesn’t mean cutting corners though; it means raising awareness of project factors that the client may not have even considered, and working with these clients to develop more innovative project solutions.
The importance of early involvement in contracts has perhaps been more widely recognised in the past 12 months than ever before. The specialist project direction that can be delivered as a result of sharing expertise at the earliest possible opportunity creates greater cost-efficiencies for clients. For example, the intuitive scheduling of works can ensure better deployment of resource, or knowledge of the supply chain and recyclable materials can achieve additional revenue streams.
The more relationships you build with clients thanks to a trusted reputation and proven project delivery capabilities, the greater your repeat business rate becomes which helps to ensure your continued corporate strength during strained economic times.
The hirer: Chris Holloway, H.E. Services Plant Hire
The difficult economic backdrop of the past few years has forced many plant hire companies to reassess the way they do business, and how they communicate with their customers and suppliers.
At H.E. Services, one of the areas we have focused on is internet communication sites, and particularly social media. We currently have very active Facebook and Twitter accounts for H.E. Services, and have found that though patient and informative posting, they are both gaining momentum and support daily.
Social media allows companies to take a step closer to their customers, with quicker personal contact even while away from the desk. Rich media can shared in seconds. We also run a 'check in to win' competition through Facebook, which allows customers to visit our depot locations using their smart phone.
Our strategy is now paying off in terms of new business – we recently hired two Komatsu Pc210 excavators on long-term arrangements to a company in Hungerford, as a result of a Twitter enquiry. This was a firm we had never dealt with before.
We have also made increasing use of LinkedIn to network with key contacts – and reintroduce ourselves to many customers that we have lost contact with over the years.
Social media marketing is proving a cost-effective tool for H.E. Services, at a time when all companies are trying to keep costs under control. It's importance is only likely to grow.
The operator: Nick Drew, owner, Nick Drew Operator services
Many of us who are well established operators are lucky in the fact that experienced machine drivers are hard to find these days, a situation that helps to keep us employed.
I have recently moved onto a large housing development, so it’s promising to see that developers are still keen to open new sites. The big job most people are talking about is Hinckley power station in Somerset , which when it eventually kicks off should keep plenty of personnel busy.
On many contracts I have worked on recently, the 8-tonne tracked excavator seems to be the popular choice for the more intricate jobs and where space is limited, all the major players in this market have brought out new models in this class including JCB, Caterpillar, Takeuchi, Ammann Yanmar, and Kubota to name a few.
Zero tailswing machines also appear to be gaining popularity, as sites become more congested, and also on roadwork jobs when working alongside flowing traffic.
Personally, I am a big fan of the tilitrotating systems from the likes of Engcon, Steelwrist, Indexator and SMP. Fitted to almost every machine sold in Sweden up to 35 tonnes, in the UK we have been very slow to embrace these awesome pieces of kit, but many forward thinking companies are starting to see the benefits that these attachments can bring in terms of versatility, production, and time saving.
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