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OUR PROJECTS

PROJECT 1 (Sales)

Our client, a material handling rental business, aimed to expand their hire offering into new markets following a period of successful growth. They engaged Rental Growth UK to help reorganise their approach and reinvigorate their sales and marketing strategy.

Objectives:

  1. Market Expansion: To identify and penetrate new adjacent markets and expand the client’s hire offerings.

  2. Strategic Reorganisation: To restructure the client’s sales function for improved efficiency, better targeting, channel enablement, and customer responsiveness.

  3. Sales and Marketing Revitalisation: To develop a refreshed sales and marketing strategy that aligns with the client’s growth ambitions and unlocks additional opportunity.

Key Activities:

  • Guided the client through a clear, stage-by-stage process to analyse current operations and identify key areas for improvement.

  • Conducted market research to uncover adjacent opportunities for expanding the existing hire offering into new markets.

  • Collaborated with the client to create a structured and actionable value proposal that outlined the revised sales and marketing strategy.

Outcomes:

  • Delivered a comprehensive market analysis that empowered the client to make informed decisions about new market entry.

  • Developed a well-organised proposal that provided clarity and direction for the client’s strategic initiatives.

  • Revitalised the client’s sales and marketing approach, enhancing their ability to attract and retain customers in targeted markets.

Conclusion: Our collaboration demonstrated the effectiveness of a structured, strategic approach in achieving growth objectives. Rental Growth UK remains dedicated to empowering businesses to successfully navigate market expansion and optimise their operational strategies.

PROJECT 2 (Pricing)

Our Client, a UK hire business, sought to enhance their pricing to optimise revenue, improve business ROI, and sharpen their competitive positioning. They engaged Rental Growth UK to develop a comprehensive pricing framework that would leverage their existing strengths and improve their price performance.​

Objectives:

  1. Pricing Optimisation: To create a pricing strategy that maximises revenue and ROI while remaining competitive in the market.

  2. Comprehensive Pricing Framework Development: To establish a detailed pricing framework that encompasses an improved pricing model, reduced discount structures, clear pricing strategies, pricing controls, and new approaches for fixed rate agreements and variable spot hire rate improvement.

  3. Team Training and Support: To provide training and coaching for the hire desk and sales teams to effectively implement and embed the new pricing strategies.

Key Activities:

  • Developed a master pricing strategy that included tactical, campaign, tender, and customer retention pricing approaches tailored to individual client segmentation, increased percentage of transactions that were sold to target and reduced discounting.

  • Created detailed pricing documentation, including policies, DOA approvals process for governance and control, master pricing files, sales team playbooks, price justification, agreement processes, rebate exposure management and channel price segmentation.

  • Implemented pricing systems, dashboards, price league tables for discounters and top performers, performance reporting tools to enhance visibility and control over pricing activities.

Outcomes:

  • Established a structured pricing framework that improved the client’s pricing decision-making process.

  • Significantly enhanced revenue through targeted pricing initiatives, including action on variable spot rates, specials rates in fixed contracts, generic price file adjustments to address price aging and inflationary input cost increases, reduced list less discounts, reduced price fix periods, new web pricing, removal of low spending price agreements.

  • Empowered the sales team with the tools and knowledge necessary to effectively communicate value and justify pricing to customers, successfully renegotiated low margin agreements.

Conclusion: Our collaboration with the client underscored the critical role of a comprehensive pricing strategy and implementation in driving business success. Rental Growth UK remains committed to helping businesses optimise their pricing approaches to achieve sustainable growth and competitive advantage.

Meeting

PROJECT 3 (Investment)

Our client, a hydrogen energy focused SaaS development business, sought to secure a round of investment and equity funding to advance their innovative projects and expand their presence in reducing CO2 emissions within the NRMM (non road mobile machinery) equipment sector. They partnered with Rental Growth UK to leverage our expertise and knowledge in the UK equipment rental market.

Objectives:

  1. Market Understanding: To deepen the client’s insights into addressable markets within the NRMM hydrogen development sector.

  2. Strategic Development: To refine go-to-market strategies that align with the client’s vision and enhance their attractiveness for corporate investment.

  3. Preparation for Funding: To equip the client with actionable growth strategies necessary for successfully engaging potential investors during the equity funding round.

Key Activities:

  • Conducted a comprehensive market analysis to identify trends, competitive dynamics, and growth opportunities in hydrogen development.

  • Collaborated with the client to craft customised go-to-market strategies that highlight their unique value proposition and align with corporate investment interests.

  • Provided strategic guidance on effectively presenting the company’s innovative projects and growth potential to attract equity investment.

Outcomes:

  • Delivered valuable insights into addressable markets, empowering the client to make informed strategic decisions.

  • Developed a robust strategic growth plan that significantly enhanced the client’s appeal to potential investors during the equity funding round.

  • Prepared the client for successful engagement with corporate investors, ensuring alignment of their business strategies with current investment criteria.

Conclusion: Our collaboration with our client demonstrated the transformative impact of tailored insights and strategic support in business planning and growth funding. Rental Growth UK remains committed to empowering businesses to achieve their growth objectives and secure essential corporate investments.

Meeting at the office

PROJECT 4 (Divestment)

Our client, a established rental business identified an decline in performance being created by drag from underperforming areas.  They partnered with Rental Growth UK to undertake a full and neutral business review and make recommendations for improvement.

Objectives:

   1. Undertake Business Review: To evaluate the performance and relevance of current assets and business units.

    2. Corporate Development: To assess current Investment strategies and go-to market offering. 

    3. Identify Underperforming Areas: Make recommendation on possible areas of divestment to release cash for more profitable reinvestment. 

Key Activities:

  • Conducted review of existing investments and made recommendations to client on where best to optimise their portfolios by strategically exiting investments that no longer align with their business goals.

  • Conducted a thorough analysis of each asset class's financial performance, market price, and market position to identify candidates for divestment.

  • Prepared divestment case and exit strategies which optimise disposal proceeds including SPA (sale and purchase agreement), sale and re-hire agreement to trade party, and phased disposal at auction. 

  • Provided buyers lists and obtained fleet valuations.   

Outcomes:

  • Suitable target buyers identified for divested assets at optimised over market value 

  • Chose the most effective exit strategy and tailored plan for divestment.

  • Smooth transition, addressing legal, financial, and operational considerations.

  • Provided insights for future investment strategy.

Conclusion: By partnering with us, our clients can confidently navigate the complexities of divestment in the UK rental market, ensuring they achieve optimal financial outcomes while realigning their portfolios for future growth. Let us help you unlock value through strategic divestment.

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