April 12, 2018

Soft Launch in Review: Interview with Battlefield Equipment Rentals Manitoba





Battlefield Equipment Rentals Logo

3 minute read

Mark Spironello

Interview with Mark Spironello

Regional Manager, Manitoba

Battlefield Equipment Rentals

Highlights

  • Monitoring losses and feedback to follow trends and win future quote requests.
  • Validate price according to the market.

QuoteToMe released its soft launch to a select group of users in Manitoba on March 12, 2018. This included four contractors and seven rental companies. In the first few weeks of our soft launch, QuoteToMe facilitated over $150,000 in rental transactions.

Prior to our soft launch, we worked closely with our initial users, industry stakeholders and associations across Canada in a series of beta tests to develop features and functionalities perfectly aligned with industry needs and recommendations.

Battlefield Equipment Rentals in Manitoba participated in both our beta testing and as a soft launch user.

We sat down with Mark Spironello, Regional Manager for Manitoba of Battlefield Equipment Rentals, to discuss their experience in the first few weeks of using QuoteToMe. Mark described how his team is using QuoteToMe to see trends and patterns, price according to the market, and drive relationships.

 

QuoteToMe: We really appreciate you taking the time to speak with us today.

Mark: No problem at all, we’re excited. I actually have my sales team already speaking to certain customers about QuoteToMe.

 

QuoteToMe: Interesting, can you tell us more?

Mark: We had several primary relationships with contractors for many moons, years ago. Then we had our salesman retire. I’ll be very blunt and say we didn’t have a proper succession plan in place for it and we lost contracts because of it. QuoteToMe has given us the opportunity to show them what we’re doing now and that we’re a different business from before. That’s an exciting thing for us.  

 

QuoteToMe: Would you say QuoteToMe gave you the opportunity to reopen those doors?

Mark: I don’t know that the door was ever completely closed, but it has allowed us to test the waters. I’ll be upfront about this, one of the contractors I mentioned requested a rental for seven days and I said, let’s see if they’re just using QuoteToMe to check their pricing with my competitors. I sent a quote and we got the rental. That’s exciting to me.

 

QuoteToMe: Very exciting. How would you say your experience has been with QuoteToMe overall since your team has gotten started?

Mark: Fantastic. The lines of communication have been open right from the start. I’ve made a lot of suggestions and all of a sudden they were on a [QuoteToMe release]. To have somebody listening to the end user, to provide us with what we need to better present ourselves to the customer, that’s exciting to me.

My VP came up with an idea. We’re implementing a plan with my sales team for when they answer [a quote request], they are going to be adding in a monthly sales pamphlet. It’s another avenue to get the word out about new equipment, reps and sales. Myself especially, but my team in general, everyone’s really excited about it.

I’m a big believer in monitoring our losses. Last week is a perfect scenario. We lost two quotes last week to [a Rental Company*] requested by [a Contractor*]. I’m fine with the losses because it really helped me gauge where the daily rates are with my competitors. Later on in the week, they had a tender for a three month rental for the same machine. I literally used the information I got on those two losses earlier in the week to help my guys determine where we should be on that pricing – and we got the deal. If you’re managing and paying attention to what’s going on through [QuoteToMe], you can follow trends.

I’m even more excited about the customers to come — customers we would love to take a run at that are currently using other suppliers primarily, and for one reason or another are not within our core group. I’m very excited about some of the customers coming down the line.

To be honest with you, my morning routine is I sit down and I get my espresso, I check the numbers, I look at our billing for the day and then I open QuoteToMe. It’s what I do in the mornings now.

 

QuoteToMe: That’s fantastic.

Mark: Another thing that happened, to give you an idea, is we quoted our standard pricing for [a quote request], we do quite well with that customer, and we still got it. I know (from data provided by QuoteToMe – learn more) they received seven quotes. That means that I know my pricing is good and my guys are in the right range. I’m really digging into this and monitoring it the best that I can.

 

QuoteToMe: That’s great.  Do you have other stories you’d like to share?

Mark: I mean, overall, I love the buy-in I’m getting from my guys. Their big concern when I started going to the meetings late last year [during beta testing] was, “You’re going to take away the relationship”. I don’t believe it does that. I believe it’s going to open us up to more relationships. I’m not shy about saying the team sometimes fears change, and they have wholeheartedly bought into this. They see the value in it.

You guys aren’t talking to the customer, we are. You’re not following up on the rental, we are. The first thing I did on the [Contractor*] rental job was send my salesman to the site. “Is everything ok? Did you like the machine?” and so on. Showing them the service we provide.

In case you can’t tell, we’re pretty pumped about it.

 

QuoteToMe: We couldn’t be happier to hear that. How was your experience with the overall platform and how it functions?

Mark: Very user friendly. It’s evolved substantially, even since day one. I feel that every other day I’m finding [a new feature] added to it. All of my guys are on board with this – it’s very simple to use.


QuoteToMe: Thanks so much for your time Mark.


We’d also like to extend a huge thank you to our initial soft launch group who participated in our soft launch release: PCL, Bockstael Construction, Gardon, Penn-Co, Battlefield Equipment Rentals, C&T Rentals, Rental Experts, Clearview Rentals, Axiom Equipment, WesternOne, Sunbelt.

* Some names and/or identifiable details have been omitted to protect the privacy of our users.










Battlefield Equipment Rentals Logo

3 minute read

Mark Spironello

Interview with Mark Spironello

Regional Manager, Manitoba

Battlefield Equipment Rentals

Highlights

  • Monitoring losses and feedback to follow trends and win future quote requests.
  • Validate price according to the market.

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