Hear from a leader who has applied both Corporate Visions’ and BayGroup’s solutions together to improve the sales teams’ conversations and performance. No matter which solution you currently use, you’ll want to find out how the sum of these two companies is greater than the individual parts.

1. Differentiation with
Power Messaging &
Maximization with The
Bay Group

2. 2
Who is United Rentals?
Deepest Product Offering
n Largest equipment rental
provider to the commercial
construction industry
– 843 locations
– 3,400 equipment categories
– $7.9B in rental equipment
– 1600 sales people
General RentalAerial
Trench Safety Power & HVAC
Tools
50%
46%
Industrial/
Non-Construction
Non-
Residential
Residential
4%
My story begins with how we arrived here

3. 3
Combining the two largest rental companies
700+900
43k
274k
1600
$1.7B
Zip Codes Covered
Active Customers
National Accounts
Overlapping
Business
Sales Team

4. 4
Sales & Marketing Execution
Creating a Competitive Edge for Our Sales Force
Increasing Sales Effectiveness & Productivity
Productivity
Effectiveness
Productivity tools (Salesforce.com, deal desk)
New training (negotiations, messaging & on-boarding)
Real-time lead generation/Campaign calendars
Sales management playbook2
1
3
Pricing tools (CORE, price agreement analytics)π
Data-driven territory optimization
N
S
EW

5. 5
Sustainable Growth Strategy
2013 Priorities
Key Accounts
n Protect
n Grow through cross sell
n Data-driven targeting
n Resourced for further penetration
n Consistent message company wide
n Differentiation
Key Industrial
Verticals
Value
Proposition
Focusing on Outperforming Overall Rental Market

6. 6
Changing the Customer Conversation
Focus on Wrench Time vs. Pushing Iron
Laborer Time Study
(5 Yr Construction Institute Study)
29%
19%
52%
Wrench
Time
Tools &
Equip
Other
n Travel
n Personal
n Material
Handling
n Waiting
n Prep Work
Time is the Biggest
Customer Challenge!
19% of time spent
obtaining, transporting
& adjusting tools
Direct Wrench Time = 29%
of a craft laborer’s day!

7. 7

8. 8
POV pitch
UR specific messages
Big picture
Proof points
Number plays
Stories with contrast
Grabbers Stories with contrast
Value wedge
Conversations that differentiate
Power Messaging
Account plans
Anticipating countering tactics
Negotiations throughout
Setting higher targets
Profitable concession strategy
Positive tension
Manage information
Uncover customers needs
Primary Focus on the Process
SSN Negotiations
Bundling the Conversation
Post training reinforcement & accessing material

9. 9
Accessibility to Material Post Training

10. 10
Creating Demand Qualifying Solving Closing
SALES CYCLE
Follow-up
PresentIntroduce
Solution
Get an
Appointment
Grab
Attention
Conduct
Meeting
Call GuidesEmails
Point-of-View Pitch
& Cue Cards
Confirmation of
Needs Email
Solution
Briefs Presentation
SALES ACTIVITY
Micro Site

11. 11
Mobile Access

12. 12
United Rentals Success Story
84
79
61
3
Success stories
Million in closed business
Months after PM training
Million in new potential business
Our story doesn't end here

13. 13
Transitioning Sales at United Rentals
PP
PM
SSN

14. 14
Next Steps in Talent Development
Power
Coaching
100 minutes
Mgt.
Reinforcement
Workshops
SSN 2
Power
Messaging 5.0

15. 15
Conclusion: Customer Engagement Strategy
Offering Solutions
Service Levels 24/7 Sales Coverage
n Breadth of offering
– Total Control®
– Specialty Businesses
– Safety
n Industrial & Commercial
leadership
n 2,500 inside/outside sales reps
n Solid GTM: Customer message
n Marketing & SFE excellence
n $7.9B in Fleet
n Full North American
coverage
n FAST
n Customer Care Center
n Customer Focused Scorecard
n NPS
UR4
Unparalleled Unique
Unmatched Ultimate
Build & Widen Competitive Edge

16. 16
Questions