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Buyers of used HDD equipment want to get a quality drill at the best possible price. On the other hand, sellers hope to move equipment at a price that matches its value. What can sellers do to get top dollar?

"You would be surprised how many contractors list quarter-million dollar drill packages through us with a one-sentence description and no photographs," said Bob Martin, general manager of HDD Broker Inc. "If you'list quarter-million dollar drill packages through us with a one-sentence description and no photographs," said Bob Martin, general manager of HDD Broker Inc. "If you're selling a drill, it needs to be ‘sold.' That process involves getting a buyer excited about the product and comfortable enough with the description that they're willing to take the next step. Sellers should put themselves in a buyer's position, and ask themselves what kind of information they would want to know if they were looking to buy a drill. Service histories, maintenance records and even a job history for the unit is all information that will help potential buyers feel more comfortable with the purchase."

Make effective use of photos, Martin added.

"Detailed photos show that there is nothing to hide and relay a lot about the condition and wear that a drill has seen," he said. "There is no such thing as too many pictures."

A new paint job is a serious mistake, Martin believes.

"Don't paint the drill!" he emphasized. "The first question we're asked when a repainted machine is being looked at is, ‘why did they repaint it?' Questionable vendors will repaint a drill to hide problems such as frame cracks and oil leaks. A good paint job is expensive and time consuming, so many sellers will take short cuts and simply spray the whole machine, covering up tracks, hoses, chains and anything else unlucky enough to get in the way. The resulting machine looks decent from a distance, but closer photos reveal what is being covered up and raises questions about how it looked beforehand."

An independent inspection of equipment provides credibility.

"If you really want to sell a machine," said Martin, "get it inspected by an independent third party. We have a special designation on our web site for equipment that has been properly inspected. We upload condition reports with the listings. Those machines are not necessarily perfect, but they are portrayed in an honest light, and buyers will know exactly what to expect in advance of the purchase."

Published on Underground Construction.