ForConstructionPros.com

We're all in this together. Contractors, equipment dealers and rental companies are in the same boat — if they don't work and pull together, the boat either sinks or loses the race. Consequently, it pays to develop and keep close working relationships with your partners.

Some of you have consistent work and it is business as usual. Some are hurting bad and doing what they can to keep the boat afloat. Still others are in the middle, thinking 2008 will be down some, but you're prepared for it. If I had to guess, it looks like 2009 could be a rougher year all around, and it will pay to start preparing for that contingency.

Initiate the relationship
One way to prepare is to review and adjust equipment needs to cover your 2009 work schedule. Regarding equipment, you have four scenarios:

1. You have excess equipment and intend to reduce your investment.
2. You have excess capacity, but would like to keep your equipment.
3. You plan to reduce your fleet and rent as necessary until the market corrects itself.
4. You plan to enter rent-to-buy contracts when work picks up.

With these choices, it's easy to see why you may want to establish relationships with both your equipment dealer of choice and the rental company you would most likely use.

Forming these relationships may not be as easy as it sounds. First of all, equipment suppliers must want you as a customer before they make any deals for you. And of course, you have to be a good customer who pays your bills and keeps your word when working with these vendors. If you can look in the mirror and tell yourself you meet those criteria, then you have a pretty good chance of accomplishing your goal.

To get the relationship started, make an appointment to stop in and meet the CEO or sales manager. He or she will be glad to see you and provide a tour of the facility. Listen to what the business has to offer; I'm sure you will find programs or services you weren't aware of. If you don't have a credit application on file, you may want to complete one. If you can give them a small amount of business and pay your receivable on time, you will put yourself into a preferred class of customer they may be willing to work with in the future.