Second-hand a smart and affordable solution

Inspected, reconditioned and guaranteed second-hand cleaning machines are increasingly sought after in the market. This trend involves especially scrubbers and sweepers, but also pressure washers, single disc machines and other hygiene technologies with more or less sophisticated know-how

Maurizio Pedrini

Times are changing, and because of needs related to rising costs, greater sensitivity to recycling and environmental issues, but also because of the consequences of the pandemic, which in two years of great difficulties have profoundly altered the buying habits of users, today, even in the professional cleaning sector, used equipment is gaining ground. We refer, of course, to used equipment that has been perfectly inspected, reconditioned and - above all - guaranteed. This market trend embraces scrubbers and sweepers, especially of medium and large size, but also pressure washers, single disc machines and other hygiene technologies with more or less sophisticated know-how, from which buyers especially demand the pluses of

robustness, reliability and durability.

The winning formula is to offer cheaper machines, but without sacrificing quality. Renzo Raimondi, who heads the operating arm of the Italian brand RCM, of which he is also technical director, is convinced that this ‘parallel market’ is undoubtedly destined to expand. “Demands,” he says, “are growing, in parallel with those regarding rental service. In fact,” he continues, “the pandemic has greatly influenced the development of this particular type of demand: the difficulties of manufacturing companies in sourcing the necessary parts from components, the problem of access to raw materials, the rise in prices: these are just some of the main factors that have played in favor of the search for used equipment”.

The main element holding up the market is, as we said, quality. “Companies should offer to customers only used cleaning machines which are safe, fully operational and with excellent performance”.

The formula of guaranteed second-hand

A safe and efficient second-hand cleaning machine needs to be thoroughly inspected and reconditioned in all its parts, restoring full efficiency and effectiveness, without neglecting the aesthetic component at all: “In our company - explains Raimondi - The mechanical part is carefully checked by our technicians and, if necessary, overhauled. The various accessories and consumables (brushes, foils, etc.) are also scrupulously checked and, if necessary, replaced, while the steel parts and tanks, if worn and frayed, are repainted. Fundamental, for the purpose of the guarantee offered to the customer, is the usability of the machines: this can be guaranteed by performance control and maintenance operations such as to entrust the customer with products that are perfect in every respect at the time of delivery”. “By now,” echoes Stefano Grosso, ISC Group sales director, “the demand for used cleaning machines has been present on the market for many years; there are many reasons for this, but on all of them dominate the needs dictated by the budget contraction that affects several companies and the low utilization. I believe that this sector represents an important field of interest for many companies which can count on a good fleet of machines for both new and rental sales.However, it must be objectively acknowledged that there is a little bit of everything around because the second-hand market is still a market without rules: it offers good and performing machines, but also shabby ‘wrecks’ that, as soon as they are picked up, are resold. Quality and guarantees offered to the customer are therefore the real business card with which serious companies present themselves to customers”.

“In this market - points out Grossowill stand out the companies which have standardized inspection processes, meaning that the machine goes through a serious overhaul process, marked by certain standards, and then is delivered to the customer in possession of a real guarantee. Of course, the latter is the same as what the company offers the customer on the sale of a new machine. For example, ours goes from six to twelve months in duration, the latter varying according to the models and standard levels adopted, primarily considering the price of the machine. Any maintenance packages have the same features as new and take into account the specific needs of the customer because it is a tailor-made offer. Basically also in this market niche we are going towards the so-called customization of the offer, in the sense that we build cleaning machines and the management of used and new machines, from the service point of view, is the same. The customer who uses the machine in contexts that require more and more frequent application of the machine will have a more consistent and richer maintenance package than someone who uses the machine only once a week”.

Growth and crisis factors

What will be the factors that, in the future, may push this market to grow, or to enter a crisis? “In my opinion - says Stefano Grosso - it is very difficult for the second-hand market to go into a slump, partly because of the increases that have taken place in recent years, which caused the rise of the new products prices. That is, of course, unless there are rounds of government incentives that push companies in this direction, somewhat like what happened with super depreciation a few years ago. In reality, much will also depend on the mission that manufacturing companies intend to pursue in the short to medium term: in fact, we are witnessing two very distinct trends: there are manufacturers oriented toward increasingly lightweight and sophisticated machines, which are very unlikely to have a second life. These products are designed to cease their life after three or five years of use. The machines that will have a future are the robust and well-designed ones, made by manufacturers that aim in this direction”.