You know the relationship between an event producer and a rental company is valuable, but do you know how important it really is? A good relationship makes the process easier on the client: the producer already has a good understanding of what the client wants, but they need to match it to the inventory of their rental provider. It’s also a great way to send business referrals, which are worth their weight in gold in this industry.

It’s essential to understand what event producers are looking for in a rental company so you can position yourself to become a go-to provider and earn all the business that comes with that title.

Here’s a look at what can seal the deal with a planner– as well as what can turn them off from your company.

The Right Inventory for Your Rental Company

Naturally, the inventory is the first place to start. I look at a rental company’s product, as well as past events to see how they’ve been used. We look for the trendiness of what’s currently available, as well as outdated inventory. The products that we need are ever-evolving, so a rental company must be willing to purchase new products that align with the latest trends; otherwise, we’ll source those needs from other vendors. You snooze, you lose!

Friendly Interpersonal Dynamics

We also keep an eye on the relationship the company has with its production crew. If they respect their workers, they will respect clients as well — and that’s what you need to know if you’re going to use their services for your clients. If they don’t respect their employees, there’s a good chance they don’t appreciate the product. There’s nothing worse than receiving dirty rentals, creaky chairs, or linens from mismatched dye lots on the event day.

Major Flexibility

Flexibility is a must in the case of special events. Clients usually have no issues, but sometimes RSVPs come in late, and we need extra chairs. Or, sometimes there’s a call for rain on the forecast, and we need to bring in a tent at the last minute. We can’t always control the changes brought upon by our clients, their guests, or acts of nature, but we need to be sure that our trusted rental company is there to back us up.

Openness to Learn

It’s also essential to find someone open with you and ready to represent what you stand for. It can be a very important relationship for both parties, but there needs to be a real connection with the person or people you’re working with. Otherwise, they won’t be there for you when a caterer’s oven isn’t working. You need a rental company where you can call the owner at home in the middle of the evening to send over a technician immediately. Of course, this should be mutual — so you should also be prepared to support them as needed.

There is a lot that goes into planning an event, and having a reliable rental provider in your corner can save you from a lot of headaches. If you find a contact that you love at your event rental company, thank them! Show your appreciation by taking them out to lunch and being their friend. At the end of the day, it is that relationship that will help your customers trust in your business.

Feature Image by Amy Haberland