Rental Management in an Equipment Dealership

Testimonial from Dalene Cook Director of Rental, New & Used - Voss Equipment Over the past five years, working with George has completely changed the way I manage our rental and used fleet. Before, I felt like I was constantly chasing information across multiple systems. We had three different inventory reports-none of them completely accurate, and none of them in one place. It was frustrating, time-consuming, and didn't provide me with the whole picture I needed to make informed decisions. George showed me how to organize everything into a single spreadsheet tool, and it has become my primary management resource. Having all the information in one place has been eye-opening. I can now view rental costs, utilization, and age groupings without having to dig through multiple systems. This has allowed me to: Increase rental rates by at least 6% and set a process to review them every November. Cut back on unnecessary discounts and limit the amount of revenue lost on loaners by making managers more aware of their impact. Identify older or underperforming units, retire them, and create a used sales inventory list that our account managers use to generate sales-one unit sold within 24 hours of creating that list. Spot maintenance cost issues in specific product lines, which led to productive discussions about how to reduce expenses. Support better planning with management by showing them equipment age profiles and explaining why maintenance costs were rising. The impact has been more than just financial. The spreadsheet and reporting process have raised awareness across the entire dealership. Other departments now understand how rental decisions impact their areas, and we're working more collaboratively to reduce costs and increase profitability. George also helped me think differently about strategy. By blending new and older units in the fleet, I can strike a balance between utilization and resale value. His guidance on rental pricing-maintaining a 5% monthly revenue target and properly accounting for maintenance and depreciation-has given me a solid financial model to work from. We've also begun planning for long-term rental programs, which will help maximize revenue and strengthen customer relationships. Looking back, I can see just how much has changed. What used to feel like guesswork is now a structured and deliberate process. I can quickly drill down into the details, identify problems, and take action. My department is more profitable, more organized, and better connected to the rest of the dealership. George's patience and persistence in helping me learn these tools and approaches have made all the difference. I truly appreciate the way he has helped me take control of rental management and set us up for long-term success. Thank you, George, for generously sharing your vast knowledge. Your insights have truly helped me to grow into a better manager, Dalene Cook Director of Rental & Used Fleet Voss Equipment