Free guide to starting a UK plant hire companyUpdated October 2026 · Browse all guides
Plant Hire Start-Up Guide
Startup checklist

Sales and marketing

Selling plant hire to groundworkers and civil engineers

How to win and keep plant hire work from groundworkers and civil engineering contractors: what they hire, what they value, and how to become their go-to supplier.

Guide specPHSUG-61
Read time6 min
LevelBeginner
Customer typeHigh repeat
UpdatedOct 2026

Key takeaways

  • Groundworkers and civils firms hire often, for longer, and in pairs of machines.
  • They value reliability and availability over the lowest rate.
  • Win them with a trade account, fast response and machines that turn up working.
  • Larger civils firms will ask for accreditation, insurance certificates and RAMS.

Who they are

Groundworkers prepare sites: excavation, drainage, foundations, slabs, roads and paving. Civil engineering contractors do larger infrastructure: highways, utilities, flood defences. Both run several jobs at once and hire plant constantly, which makes them the most valuable customers for many small plant firms.

What they hire

MachineTypical use
3t–8t excavatorsDrainage, foundations, services
13t–21t excavatorsBulk dig, larger sites
Tracked and swivel dumpersMoving spoil and stone
RollersSub-base and tarmac compaction
Breakers and attachmentsConcrete and rock
TelehandlersMaterials on site

What they value

  • Machine on site when promised, usually first thing.
  • Clean, reliable kit with working safety devices.
  • Fast breakdown response or a swap.
  • Simple trade account and clear invoices.
  • Long-hire rates that reflect weeks or months on site.
  • Someone who answers the phone.

How to approach them

  1. 01

    Build a target list

    Firms working in your radius: planning applications, site boards, LinkedIn.

  2. 02

    Find the buyer

    Usually the contracts manager, site manager or a plant coordinator.

  3. 03

    Lead with availability

    Tell them what you have free this week and next.

  4. 04

    Offer a trade account

    Credit-checked, with a clear rate card.

  5. 05

    Win one job, then the next

    Over-deliver on the first hire and ask about upcoming work.

Keeping the account

  • Visit sites occasionally; a coffee and a conversation wins more hires than emails.
  • Ask about their pipeline so you can plan availability.
  • Fix problems fast and admit mistakes.
  • Review long-hire rates at the start of big jobs.

Paperwork they'll ask for

  • Public and employers' liability certificates.
  • PUWER and LOLER records with each machine.
  • Operator cards and RAMS for operated hire.
  • Supply-chain accreditation for larger firms. See winning work from housebuilders.
  • Your hire terms, ideally based on the CPA conditions.

FAQs

Common questions

What plant do groundworkers hire most?
Excavators from 3 to 21 tonnes, tracked and swivel dumpers, rollers, breakers and attachments, and often telehandlers on larger sites.
How do I get groundworkers to hire from me?
Find the contracts or site managers, lead with availability, offer a credit-checked trade account and deliver the first hire perfectly. Reliability wins repeat work.
What paperwork do civils contractors ask plant hire firms for?
Insurance certificates, PUWER and LOLER records, operator cards and RAMS for operated hire, your hire terms, and often supply-chain accreditation.

This guide is general information for people setting up a plant hire business in the UK. It is not legal, tax, insurance or financial advice. Rules and thresholds change, so check current guidance on GOV.UK and take advice from an accountant, solicitor or broker before acting.