Issue link: http://psai.uberflip.com/i/1032263
WEEKLY EDITION SEPTEMBER 26, 2018 Tips for Making Money in the Portable Sanitation and Rental Biz KOS HINTS CONTINUED FROM PAGE 7 4. Anticipate your customers' needs and suggestive sell. Anyone who has ever been asked, "You want fries with that?" knows about this tactic. Keep a list of things that are typically rented in various scenarios such as work sites, weddings, marathons, and so on. Then be sure to suggest them to customers as you are discussing their needs and contract. 5. If you don't have it, find it. If you don't have what your customer is looking for, take the time to find someone who does. Whether you rent it from someone else and then re-rent it to the customer or simply point the customer in the direction of someone who can meet their needs, you're keeping your customer happy and investing in future business. 6. Keep a missed rentals list. Every time a customer wants something you don't offer, log it. Once an item or service has been requested a few times, plan to purchase a few of those items and add them to your rental inventory. Those few may be enough to keep your customers happy – or you may find that the item is easy to sell and decide to add a whole business line. Equipment Delivery and Return Tips 1. Update your transportation or delivery fees. This fee is going to be most effective and fair if it is based both on the distance involved and the type of job involved. Driving a "onesie" 40 miles for someone's birthday party is expensive. So is accommodating a very tight customer window for delivery or pick up. Create a fee schedule that is based on a per-mile (or kilometer) measure, and make your most affordable rates those that allow you a large window of time. If the customer can only accommodate your truck within very narrow windows of time, add an upcharge and procedures that have your driver calling ahead to ensure the customer is ready for you. If you're not currently charging a fee for transportation and delivery, think about how to implement one. 2. Do pre- and post-trip inspections of equipment. This may seem like a no-brainer, but letting the obvious slide can cost you money. Whenever possible, have your customer do a "walk around" with you when the equipment is delivered. You can do this using a carbonless form like those you get when you rent a car, or something electronic like an iPad. Either way, record (and photograph if possible) the condition of the equipment at delivery and have the customer sign off. Do the same when you pick up and charge for damage in excess of normal wear and tear. If the customer isn't available, take date/time-stamped pictures. You may want to have a specific fee schedule for broken seats, interior hardware, and graffiti. 3. Use "instruction" sheets. Portable sanitation equipment may seem pretty basic to some people, but you know all the questions you get from customers. To reduce headaches for everyone and increase the chances of a successful rental, make sure your drivers leave an instruction sheet with the responsible party at the time of delivery and set up. CONTINUED ON PAGE 9 PAGE 8