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WELCOME
Industry Roundtable
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Introductions
Michael KneelandPresident and CEO
United Rentals
Mike WattsFounder
Sunstate Equipment
Brendan HorganChief Executive Officer
Sunbelt Rentals
Andy StuddertChairman of the Board, President and
Chief Executive Officer
NES Rentals
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Question & Answer Session
Michael KneelandPresident and CEO
United Rentals
Mike WattsFounder
Sunstate Equipment
Brendan HorganChief Executive Officer
Sunbelt Rentals
Andy StuddertChairman of the Board, President and
Chief Executive Officer
NES Rentals
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Michael Kneeland
President and CEOUnited Rentals
EXECUTIVE ROUNDTABLE PANELIST
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Industry analysts believe performance of rental industry has benefitted from customers choosing rental over
ownership. They cite the solid performance of rental companies in the past year or so, even though primary
end markets are still soft. Customers are also telling us that they have increased rental during current
economic environment.
Rental often better use of capital over ownership Tight credit markets favor rental Improved customer service seals the deal
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Brendan Horgan
Chief Executive OfficerSunbelt Rentals
EXECUTIVE ROUNDTABLE PANELIST
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StructuralChangeOwnershiptoRental
Drivers
Lifecyclecostassociatedwithequipmentownership
Availability/OEMCapacity
Rentalindustryfarmorereliablethannottoodistantpast
Evidence
Endmarketsfarfrompeak
Approachingorsurpassingpeakvolumes
UFlizaFonremainshighasindustryfleetsizegrows
Balanceopportunityvs.macrorisk
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Mike Watts
FounderSunstate Equipment
EXECUTIVE ROUNDTABLE PANELIST
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Secular Shift From Buying to Rental
Economic Challenges to Ownership Tighter Lending Standards Banks Bonding Requirements Liquidity
Incremental Ownership Costs Warehousing
Staffing
Viable Options To Ownership
Rental Cos Must Have Available Fleet
Transactional Ease must be solid / efficient
Example Case Study: Sundt Construction, Phoenix, AZ CEO Doug Pruitt, Also AGC President
Turnaround bookLevel Headed
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Andy StuddertChairman of the Board,
President and CEO
NES Rentals
EXECUTIVE ROUNDTABLE PANELIST
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Michael Kneeland
President and CEOUnited Rentals
EXECUTIVE ROUNDTABLE PANELIST
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To avoid obsolescence, businesses must always seek to enhance the customer experience.
Bare minimum on time delivery, speedy breakdown response time, on-time pick up and correctinvoicing.
In time help customers better manage their overall equipment needs with a goal of increasedefficiency and lower costs. Become a critical player that deserves a seat at the table.
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Brendan Horgan
Chief Executive OfficerSunbelt Rentals
EXECUTIVE ROUNDTABLE PANELIST
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DrivingPerformance
Safetyasacornerstone
Availabilityandfitfortheproject
EaseofrentaltransacFon
Technologyadvancementsatallpointsoftherentalcycle
Singlepointofcontact
TransparencyofinformaFon
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Mike Watts
FounderSunstate Equipment
EXECUTIVE ROUNDTABLE PANELIST
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Greater Use of Technology Transactional Ease
Reservations
Bill Pay
Off Rent
Communications via Text Geotracking
Pay By Hour Usage
Training Operational
Safety
Customer-Owned Fleet Safety Inspections
Servicing
Future Services Customers May Expect
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Andy StuddertChairman of the Board,
President and CEO
NES Rentals
EXECUTIVE ROUNDTABLE PANELIST
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Michael Kneeland
President and CEOUnited Rentals
EXECUTIVE ROUNDTABLE PANELIST
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Operation Unitedcreated the operational framework for transforming the company. Listen to customers, hear
what matters most to them and then develop initiatives that answer their needs. To make sure youre making
progress, measure and compensate against goals.
Safety Right thing to do for employees and customers Single point of contactMake it easier for larger customers to do business with United
Rentals FASTImprove logistics by responding to the changing environment in real time
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Brendan Horgan
Chief Executive OfficerSunbelt Rentals
EXECUTIVE ROUNDTABLE PANELIST
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SpecialtyBusinesses
TechnicalexperFseandsophisFcaFon
Heightenedpartnershipswithcustomers
Cross-sellingopportuniFes
SupportstheshiNthroughaddiFonalrentalopFons
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Mike Watts
FounderSunstate Equipment
EXECUTIVE ROUNDTABLE PANELIST
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Lack of Awareness of Goals for Turnaround Time in Shop Nuts Story of SW Airlines
Turnaround Time Fewer $$ Assets
Communicate message Smarter, not Harder
New Business Model Efficiencies Continual Improvement to Drive Costs Down
The Plane is Leaving
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Andy StuddertChairman of the Board,
President and CEONES Rentals
EXECUTIVE ROUNDTABLE PANELIST
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Thank you for attending!
Industry Roundtable