29
INTERVIEW
APRIL 2015
ACT
I simply toldGary, the salesmanager
at the time, that I reallydidn’twant to
be amanagerwithout knowinghow
to sell theproductsmyself.Once I
was comfortable selling it, then I’dbe
comfortable as amanager. Sowedecided
that I’d take a territory, whichwas Illinois
andWisconsin–with a little piece of
Missouri andGary, Indiana.Over a
periodof time, I pickedup fourmore
states, and then it grew.
ATWHAT POINT DIDMORE PEOPLE JOIN
THE TEAM?
When I first started, Iwas an individual
rep; shortly after that, I hired a service
technician, who’s still withme. Then
I hiredmywife as a contractswriter/
accountant –prettymuch everything,
actually, and thenwe graduallybegan to
grow. Today, RGS covers 37 states.
WHAT BECAME THE OVERALL VISION FOR
THE COMPANY AS YOU EVOLVED?
We knewwe’dbe better off as a rental
company that also sold equipment. The
intent of our rentalswere as supplemental
equipment for peoplewho alreadyhad
theLift Systems product –or as apaid
demonstration. Someonemightwant to
try apiece of equipment they’venever
used, andwe’ddo the training.Ourwhole
philosophy is, andhas always been: if you
rent apiece of equipment, anddecide
tobuy itwithin the first rentalmonth,
thenwe apply 100percent of the rental
towards thepurchase.
BY 1997, BUSINESSWAS CRUISING
ALONG, AND YOUR INTERNATIONAL REACH
BEGAN TO PROGRESS.
We built a facility inDixon in1997.
Wewere selling a lot of equipment to
international customers for Lift Systems,
andover aperiodof time, wedeveloped
relationships all over theworld.We are
now engagedwith customers from49
countries, and growing, andwe’re very
proudof that.
SINCE THEN, YOU’VE ALSOBECOME QUITE A
FAMILY BUSINESS.
Mywifewas the firstmember ofmy
family I brought toRGS. Butwe’ve
actuallyworked together several different
times. Shedidwork for us part-time in
the farm equipment business, aswell.
We actuallymetwhen shehiredme at
her family’s fast food restaurant; she and
Iworked therewhile inhigh school. So
we’vehad ahistoryofworking together.
Andmydaughterwas the second to
beginworking for us.My sonBen is
now alsowithus, aswell asmy younger
brother andmy son-in-law. So yes, it’s
very familyoriented.
HOWHAS YOURRELATIONSHIP EVOLVED
WITH SC&RA ALONG THEWAY, ANDWHAT
CAN YOU SAY ABOUT THISMOST RECENT
APPOINTMENT TO PRESIDENT?
Gradually, Iworkedmyway through
theAlliedGroupover the years – Iwas
chairman at onepoint.Mywifehas
always been active in theLadiesGroup
andon the SC&RFoundation. I believe
this is our 20th year in the association
withRGS, and I’d saywe’ve been active
all theway through. I feel that SC&RA
serves as a very important channel of
communicationbetweenmembers. It
does a great job at advocating for the
issues that best represent the industry
overall, and I’m veryproudofmynew
role. I don’t knowhow I couldbe any
prouder.
YOU’RE FOLLOWING ALANBARNHART,
ANOTHER PROMINENT FIGURE IN THE
INDUSTRYWITH AREPUTATION THAT YOU
CAN PROBABLY RELATE TO.
I thinkAlan’s done a very good job.He
understands the trials and tribulations
that people go through running a
moment
Bruce and Bonnie Forster have long been
active in the SC&RA. Theymet as teenagers
working at her family’s fast food restaurant.
Sheworkedwith him in the farm equipment
business, and shewas the first member of
the Forster family towork for RGS.
