When talking to Classic Distributors about rental exhibits, here’s what I’ve learned -- they either get it or they don’t. Hi, this is Mel from Classic Exhibits with another Summer Sales Tip.

From my experience, salespeople generally fall into two camps, myself included. Some are focused on the sale today. Others are focused on the sale today, tomorrow, and next year.

Rental exhibits would seem to be a today sale. If the client can’t afford a purchase, then a rental might be a better fit. However, that approach treats rentals like used cars. They’re for customers who don’t have the cash or the credit to buy a new one.

A better comparison would be buying vs. leasing. Both customers want something new, something reliable. However, one wants to own it. The other would like a lower monthly payment, perhaps an even nicer vehicle, and return it to the dealer after two or three years.

When you work with a quality supplier, like Classic Rental Solutions, a rental, like a lease, isn’t a design compromise. Instead, it allows the exhibitor the freedom to get what they want and then make changes from show to show. For example, deciding to add a monitor stand for Show A, but substituting a Charging Station for Show B, or going back to the drawing board and starting all over.

Each time, the customer comes back, and the conversation continues. You learn more about the client, and they learn more about what works at a trade show. And here’s the really amazing part. You’ll make more money over time on a rental than you would have on a purchase.

If you have any questions about Classic Rental Solutions, please give us a call. And as always, we appreciate your business, your friendship, and your advice. Thanks.