Episode Overview
In this episode, Ben Bradshaw, Executive Vice President of North American Sales at Genie, shares lessons from 23 years in rental and equipment manufacturing. He explains why intentional, informed conversations now matter more than casual drop-ins, how independents can compete with nationals, and the strategies that build lasting, trust-based customer relationships.
Timestamps:
- 00:00 – Kyle introduces Ben Bradshaw and sets the stage for a conversation on his career and the rental industry
- 06:06 – Starting in the yard at United Rentals and working up into leadership roles
- 14:27 – Why trust, consistency, and two-way relationships matter more than transactional sales
- 20:24 – Lessons on persistence, intentional outreach, and delivering genuine value
- 26:57 – The importance of learning a customer’s business and asking the right questions
- 29:51 – How product knowledge and industry expertise build credibility and trust
- 35:08 – Ways independents can dominate local niches and outshine national competitors
- 39:20 – How mega-project focus by nationals creates opportunities for independents in local markets
- 43:15 – Examples of creative partnerships with non-competing businesses to expand reach
- 44:36 – Career advice on focusing fully on your current role to drive long-term growth
