US lessons

Steve Shaughnessy, managing director of UK rental company A-Plant's specialty businesses division, drew on his extensive experience of the US access rental sector to highlight some of the key differences in approach from Europe. These included:

• “There are many graduates in the US rental sector. In the US, the access rental sector has become a separate industry in its own right, with opportunities for a real career.”

• It is common for US rental sales staff to receive 60% to 100% of their salary in the form of commission. “The best sales staff typically earn more than a branch manager.”

Mr Shaughnessy said US best practices for access rental included:

• Guaranteed delivery; internal delivery fleet

• 6.00am to 6.00pm standard service hours

• True 24/7 coverage and multi-shift operation in some urban branches

• Modern painting and rebuilding facilities

• Product modifications for unique applications (eg, tunnels, ship repair)