The commercial process inside a typical rental company is a constant balancing act. On the one hand, corporate planners and sales teams are motivated to keep equipment highly utilized at all times, rather than letting them accumulate dust and cost in the warehouse. On the other hand, sales must hit stated rate targets in order to grow revenue and return value for shareholders. To do so, they must be able to negotiate with confidence. The trouble is that the back-office pricing teams are often drowning in complexity.

Join for free to read