How Elite Rental Companies Scale Differently with Elliott Vigil

In this episode of Beyond the Build: Innovation in Construction, hosts J.P. and Scott are joined by Elliott Vigil, a Sales Coach and Event Speaker, to unpack the chaos, culture, and opportunities in the construction rental space.

What You’ll Learn:

• How to balance sales urgency with operational constraints without sacrificing customer service
• Why scaling down operations is harder than scaling up
• The "Crisis Manager Trap" and how it prevents rental companies from implementing strategic planning
• How to transform internal competition into collaborative success
• Why traditional resource allocation models are failing in modern rental operations
• The three-phase framework for implementing change
• How new technologies can help rental companies maintain customer relationships

Elliott is a powerhouse in construction sales and an expert in training high-performance teams. With over 20 years of experience in the industry, he has trained and developed over 700 sales representatives and leaders, helping them navigate the unique challenges of selling in the $2.4 trillion construction industry.

From his time at United Rentals and Ahern Rentals to founding his own sales training firm, Elliott has a deep understanding of what makes sales professionals thrive in construction logistics.

If you enjoyed this episode, make sure to subscribe, like, and comment📱

Chapters:
[00:00] Introduction
[02:06] The Sales-Logistics Disconnect
[06:36] Sell Capacity, Not Chaos
[10:11] Rental vs. Retail
[15:39] Why You Can’t Cost-Cut Your Way to Profitability
[21:04] Seasonality and Fleet Bottlenecks
[25:18] Sales Reps vs. Operations
[34:43] The Meatloaf Story
[41:49] Crisis Culture and Enlightenment
[57:10] The Reality of Entrepreneurship