Juan Quiros, product support manager, MultiQuip
Rammers excel in the compaction of cohesive and mixed soils. Plate compactors are best suited to asphalt and granular soil applications. The physics of soil compaction dictate that the basic design of rammers and plate compactors will not change in the foreseeable future. However, manufacturers are always looking for ways to improve performance and ergonomics. Recently, the focus has been on reducing vibrations. Rammers and plate compactors which significantly cut vibration translate into less fatigue on the user and improved productivity. Less fatigue also reduces the likelihood of potential injuries on the job. A handful of manufacturers have recently integrated anti-vibration devices into the handles of rammers and plate compactors, and we expect others to follow suit in response to customer demands.
Sales opportunities?
Contractors look for equipment that best does the job while at the same time is easy to operate. Other things being equal, they'll choose products which minimize downtime and are as comfortable as possible for the operator. If one manufacturer is able to offer patented superior dampening features, or other technology that improves operator comfort, they'll experience better sales and ultimately, more satisfied customers.
Contractors and distributors are always looking for the latest and most technologically superior products so manufacturers are continuously working to improve their product offerings. However, the standard gasoline and diesel-powered rammers, in particular, have long been a favorite of the construction industry because of their hard-hitting characteristics and reliability. Sales of existing rammers will remain strong for the foreseeable future. If the technology is better performing and more cost-effective for the contractor, it will be accepted and, in some cases, will phase out the predecessor models.
Promotional ideas?
Demonstrating new products is always the best way to promote these innovations. There is no substitute for seeing a product do what it's supposed to. A demonstration will also drive home the improvements in product design. If a demonstration is not possible, videos and CDs showing the product in action can be an effective sales tool.
In addition, when a new product is going to soon be in stock, invite several of your most valued customers to an on-site "special preview" demonstration. Not only will this give them the first opportunity to see the product but it will also further cement your relationship since you've taken the time to personally invite your best customers. Additionally, tap manufacturers, they should pride themselves in working hand-in-hand with distributors to assist with demonstration and promotion directly to the contractor.
Follow-through
After the initial purchase, it is paramount for manufacturers to offer first-class sales and service support regardless of whether the customer is a distributor, traditional contractor supply house, rental store, co-op, hardware chain or a professional contractor. Today, customers look beyond the product and often place as much importance in the buying decision on what they'll receive after the sale as they do in the value of the product itself.
Peter Price, product manager, BOMAG Light Equipment
Discussions of compaction equipment tend to lean toward heavy ride-on rollers, while tampers and plates often get overshadowed. But manufacturers are very aware that jobsites will always have close, confined areas that require light compaction equipment.