It is no secret the economy is in deeply troubled times. Fire stations are closing. Firefighters are losing their jobs and taxpayers are having trouble paying their taxes. Yet, your department needs a replacement engine and the aerial is getting a little shaky too. You say there is no money and...
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To save money, Doebler said, he has noticed departments willing to accept stock and demo units that sometimes cost less, but are always more readily available than unique, “blank sheet-design” apparatus built to department specifications. “They come to us and say they’ve got the money, or the approval to buy apparatus and they’ll ask us what we have now,” Doebler said. To meet that demand, Crimson is building apparatus to specification and a backlog that, with minor alterations and options, can get apparatus to the customers very quickly.
Peter Darley, the vice president and chief operating officer of the family owned W.S Darley & Co., said the apparatus market is about half of what it used to be because of the economic slowdown, and it will likely be slow for a period into the future. Nevertheless, he said, departments are going to need apparatus and, perhaps they ought to look at smaller vehicles that are less expensive, but will still do the job. “Something is better than nothing,” he said.
Darley said the start of getting any apparatus in the station starts with convincing municipal officers about the need and “doing a good job” convincing those who will approve the purchase of need.
“It’s important to do your homework,” Darley said, adding that time spent on convincing local officials about the need for apparatus is better spent than writing grants for ever-shrinking federal money.
“Part of the process is doing due diligence,” Darley said. He added that convincing municipalities that it cost just as much, or more, to keep old trucks in good repair and safe makes it easier to buy new apparatus. He said he is also convinced that now is the best time to buy apparatus because lending institutions and apparatus makers are “hungry” for business and may be willing to offer very attractive loan and lease rates and makers will offer better prices.
One way to get the best price is to seek a request for proposal or negotiate with an apparatus maker rather than going out to bid, Darley said. As long as the apparatus is National Fire Protection Association (NFPA) compliant, negotiating a price often results in lower prices, he said.
Larry Daniels and Chris Wade are both regional sales directors for E-ONE with close to 50 years in the fire apparatus business combined. Both recognize the challenges departments face and both feel there are ways to get new apparatus in the station.
Daniels said the best way to specify an affordable apparatus is to start with a blank piece of paper and write down everything a new unit should have, then narrow the list to the top five “must-haves.” He noted it is likely the list will have a 1,500-gpm pump and a 1,000-gallon water tank. From there, the list can grow quickly and more costly, he said.
“The days of the $600,000 custom pumper are behind us,” Daniels said.
Daniels said E-ONE offers a Traditions Series program line of apparatus that is built on the same manufacturing line as the company’s highly customized apparatus so there is no difference in quality.
Savings, Wade said, come from a limited number of options and efficiencies of volume, not from skimping on quality. Another way departments can save money is to consider stock units, apparatus the company builds for demonstration or for immediate delivery. Some of those units are priced at around $250,000 for a basic pumper and can be delivered in two to four months, including aerial units, Wade said. And, when the company has a backlog of demonstrators, it is possible for departments to still have some limited options and “tweaks” before taking delivery.
And when it comes to doing more with less, Daniels said, departments should consider multi-function apparatus. He said E-ONE has a new line of apparatus, called E-MAX, which combines rescue and pumper functions into one unit with obvious savings.
There are ways to finance apparatus and come up with creative purchasing solutions too, Wade said, noting that E-ONE offers lease-purchase programs from three to 15 years. When considering payments, Wade said it is important to note when interest and payments are due. It is not a good deal when the payments come due before the apparatus is delivered, Wade said noting that it can take up to 16 months for some aerials to be built and if interest starts from the time of the contract signing, it can be unnecessarily costly for the departments.