PEOPLE ON THE MARKET – Interview with Nicola Grudina, Venpa SpA sales manager

INTERVIEW: in this issue we’ve interviewed Mr Nicola Grudina from the Italian rental company Venpa SpA

1. What is your main activity?
Venpa SpA is an Italian rental company born more than 30 years ago. We deal with aerial platforms, earth moving machinery, aerial lifts and loader cranes’ rental. With transports, after-sales support, first care, trainings, support in sites and special agreements we can give to our customers a complete support, starting from suggestions for the choice of the machine, to the delivery of the machine and to the general instructions. I’m in charge of sales direction of rental, lifting and earth moving. I’m focused in main customers, debt collection, main sites, development of new areas both in Italy and foreign countries, directing hirer team and in touch with machines suppliers and other company of this sector.

2. When did you start?
Venpa was born in 1981. I started here in March, 1991. I worked as sales man in the north of Italy (Friuli and Veneto regions). Then I became manager of Udine and Conegliano branch. Subsequently I became manager of East Europe market development and from 2002 I’m Venpa SpA sales director.

3. How did your company evolved in these last years?
In so many years there were a lot of important changes. First branch in 1991 in Udine, then in Milan and Bologna. Then GV3 project was born with Venpasud and in 1993 with other affiliates. Abroad activity started in 1999. Then, in 2007, started the earth moving activity. Every year we increase our fleet, our personnel, our branches. In 2008 there was a fast adaption to the new market conditions with the aim to become more efficient and ready for new customers needs, and to maintain the role of rental leader in Italy.

4. Where do you work?
We have 30 branches in Italy, 3 in Croatia and permanent sites in North Africa. We also supply Italian and foreign customers in Germany, France, Austria, Slovakia, Romania and others. We’re proud to has been involved also in Persian Gulf with a big Greek company.

5. What is your policy regarding your competitors? Do you present to the market an image of company that understands the nature of the competition and that is proactive?
GV3 and Venpa were the first rental companies in Italy. We work every day with the aim of introducing in the market some rules and practice to improve services and operator professionalism.
We hope to be a good model for others and of course we learn from other hirers, big or small.

6. How has the market evolved recently?
The market require fast and high level service, suitable price, efficient machines. In our mind, crisis require high standards because nobody can be wrong and everyone need maximum efficiency from the suppliers. Our customers have become more careful. Today we can see big companies, big sites, big factories.
Let’s see Expo 2015 in Milan (where we rent some machines) for example.

7. How is the assistance service provided for your customers?
We have a “first care” service that deal with external service. A team composed by internal and external technicians that oversees a coordination office. The goal is the fastest in the resolution of faults in sites. More than 90% of operations is solved in a few hours from the first request. Every branch has a workshop that deal with check and repair of the rented machines. For us is prohibited to move machines from site to site without a check in the workshop. Quality and safety first. The big sites require 100% of efficiency, and we manage them with a customized service, a dedicated team and spare machines on site.

8. How big is your fleet?
GV3 has 4000 machines, of which 1000 for earth moving.

9. What type of machine do you own?
We own aerial truck-mounted platforms from 20 to 103 meters of working height, self propelled platforms from Power Tower Nano to 43 m, fixed telescopic lifters up to 100q and rotating up to 30 m of working height, loader cranes up to 60t, excavators from 11q to 460q, wheel loaders up to 4mc, compactor rollers up to 200q, dumper 12mc.

10. What is your “recipe for success” – what values are important in your daily work?
First of all, the satisfaction of our customer, who is for us a person to talk with to understand his needs. Then honesty, respect and professionalism. We love our work and we do always our best. The satisfaction is to see that commitment recognized by our customers.

11. How many CTE platforms do you own?
Hundreds. Regarding our truck-mounted fleet, we own only CTE platforms.

12. Why did you choose CTE platforms?
We believe that CTE platforms are ease to use and efficient. Our customers appreciate very much CTE platforms and come to our branches because they know that they will find platforms like CTE Zed 20, for example.

13. What characteristics make CTE platforms winners?
CTE platforms are ideal for green maintenance, electrical, buildings, paintings, streets maintenance.

14. What do your customers want in a platform? What is driving their choice, today?
They search efficiency and reliability. Machines ease to use and to repair.