Client Tales: Beta Max Hoists Diversifies to Keep Winning Clients

Beta Max logo

What do we always say is the trick to a winning business proposal? Quote Roller, right? WRONG. Proposal software can help you create a good-looking package, but it’s all for nothing if you haven’t talked to your customers to find out what they need. Our client of the week, Beta Max Hoist, Inc. gets a first-hand look at at what its clients need by visiting constructions sites and talking to the foremen and women, whether it’s on the ground in a city near you or way up on one of the new World Trade Center Freedom Towers. It’s clearly this attention to clients’ wants and needs — and their focus on developing new products to meet those needs — that has allowed this company to last for more than 25 years.

Jennifer Riggins: Could you please briefly introduce yourself and tell us what your business is about?

Bart Pair: Beta Max Hoist Inc manufactures electric wire rope hoists for lifting materials and personnel. Primarily used in high rise construction, our hoists provide a faster, safer, simpler and cheaper solution than traditional cranes.

Jen: Why did you start it? What makes it unique?

Bart: Beta Max started over 25 years ago when our founder noticed European construction crews used hoists instead of cranes due to the narrow streets and tight quarters in European cities. Beta Max began importing these hoists and now manufactures a large variety of hoists that are used on projects throughout North America – including on the World Trade Center Freedom Towers in New York. Beta Max Hoists are unique in the marketplace because they last. They are durable enough to withstand the tough conditions found on construction sites. Some of our clients have hoists that are over 13 years old and still going strong.

Beta Max's Ken Barrett
Beta Max’s Ken Barrett

What do you love about being an entrepreneur?

Bart: Because we are still a small company, we can change our products rather quickly to meet the exact needs of the marketplace. One example is our Maxial Track scaffold hoist engineered specifically for lifting scaffold equipment. It developed out of speaking directly with our clients and has become the tool of choice for scaffold companies.

Jen: How do you envision success?

Bart: We want our clients to change the way they look at construction projects.  Our hoists allows you to do things that aren’t possible with traditional equipment. When we start showing construction companies the different ways they can use our hoists – it’s like a lightbulb goes on in their heads and they get very excited about what’s possible.  That’s success for us.  We have clients that have been with us for 25 years, and each relationship started when that lightbulb came on.

Jen: Since some of your clients have had your hoists for more than 13 years, how do you make money? 
Well, different projects require different hoists — lifting capacities, power supply [110V, 220V] — and projects require different mounting options and rigging accessories, so it isn’t a one sale and call us next decade type of situation.  Plus, when a client has a hoist that is performing well, they make more money!  Which means they grow, start looking for more projects and end up buying more hoists.
How did you get such a big project like on the new WTC?
Bart: Benson Industries is a window and panel install company based in Seattle.  They started using Beta Max Hoists on other projects a few years before. and have been really pleased with them.  When it came time to bid on the WTC project, Benson got with us and a partner company of ours called Spider Staging to help design the systems they would use to install all that glass.
One World Trade Center (also called The Freedom Tower) is not a straight-up and down, vertical building.  It actually is wider at the base and gradually narrows as you go up, for most of its height. This poses some unique problems, and on a high profile project like WTC the last thing you want is problems!!   So Spider did an amazing job of designing a system that handles the non-vertical rise, and our hoists worked great mounted to an i-beam at the very top.

Jen: How did you hear about Quote Roller? Why did you decide to try our app?

Bart: We were testing our a new CRM system, and their site said it integrated with Quote Roller.  It made perfect sense to try you out as well.

Jen: How does Quote Roller help your business?

Bart: Before Quote Roller we had to develop price quotes inside our ERP system.  This was not user friendly and would slow our sales team down, because the pricing tables were in the ERP while the rest of the documentation we include with Quote was somewhere else.  Quote Roller puts everything in one place and has made getting quotes out the door faster.

Jen: What would you tell your friends about Quote Roller?

Bart: I would tell them to try Nutshell and Quote Roller together as the two can really streamline your sales process.

Beta Max's Steve Singleton
Beta Max’s Steve Singleton


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