Types of Purchase
Frequently in the construction industry, purchasing involves the buying of what are effectively commodities. In other words, providing the materials that are to be ordered meet the relevant code, and will be delivered on time, the only real consideration is price.

The buying of aerial lifts could not be more different. What is being purchased is as much a relationship as hardware. And, when selecting an aerial lift dealer, five questions need answering:

Who?
First eliminate those aerial lift dealers that cannot meet basic requirements. Compile a short list of those that can supply and support equipment that meets the companys requirements and specifications. After that, choose the supplier that is the most likeable, trustworthy, and committed to meeting its customers needs.

Likeability is easy to assess personally, but being trustworthy and customer-centric are qualities that may not be immediately apparent. Ask for customer references, and take them up. If a candidates dealership cannot supply a long list of satisfied customers who are happy to take a call, then it can be safely dropped from further consideration.

Bear in mind that a company that has been around for many years must have been doing something right. However, do not ignore recent start-ups as they may be keener, leaner, and hungrier for new business.

What?
Of course the dealer must represent an aerial lift manufacturer that makes models that meet the companys needs. But beyond that, it must deliver excellence in its service and support.

Ask about:

When?
Aerial lifts are key pieces of equipment. Having one out of action for very long can undermine a projects critical path, delay milestones, and disrupt planning.

It is sometimes possible to find an aerial lift dealer that offers contractually binding SLAs (service level agreements) with guaranteed maximum break/fix periods (the time between a breakdown call being placed, and normal operations being restored). That is exceptionally valuable.

Where?
Only a construction company in the most remote of locations should feel obliged to go with the nearest aerial lift dealer. It is highly unlikely that site visits will take place frequently, so by all means feel free to choose a dealer in the next town or possibly even in the next state. The main constraint is travelling time for service and support personnel, and any impact that that may have on break/fix periods.

A second part of the where question also relates to service. Is the dealer willing to undertake scheduled and unscheduled maintenance at construction sites as well as on its own and customers premises?

How?
This question is not about how a particular dealer delivers, but rather: does this dealer deliver on the essential how?

Excellence in user training can make a very significant difference to the overall cost of ownership of a sophisticated piece of kit like an aerial lift. Not only is it absolutely essential for worker safety (and accompanying liability issues,) but it can also boost the productivity of both the employee, and the equipment. And that benefit goes straight to the bottom line.

Source
Buyerzone