The Core Growth Engine
How we expand share inside every account. The levers we pull, the whitespace we see, and the math behind our forecasts.
The Levers We Pull
Six strategic pillars that drive organic growth across every account.
Boots-on-Ground AM
Dedicated account managers embedded with branch teams, building relationships face-to-face.
Branch managers trust people they know. A familiar face gets the call before the spot market.
AVRL Automation
AI-powered system with years of equipment rental knowledge. Understands true cost-to-carry and identifies arbitrage opportunities.
Dual-pronged: (1) AI knows our true cost to carry, (2) Auto-bids on the bid board for predictable lanes.
Bid Participation Expansion
Increasing bid participation from 50% to 85%+ on available loads.
You can't win loads you don't bid on. More bids = more wins = more share.
Branch Relationship Conversion
Inside sales 'Proactive Desk' monitors bid board. When we see a bid from a branch we have a relationship with but didn't get a call, our team calls them immediately.
Every branch is a potential customer. Whitespace is just branches we haven't won yet.
OD/Heavy Haul Desk
Dedicated team focused solely on overdimensional and heavy haul freight. Endless potential across all accounts.
Specialized expertise = higher margins. OD/heavy haul requires permits, route planning, and specialized carriers.
Canada Desk
Building out Canada experts to capture massive cross-border opportunity with current accounts.
Huge whitespace in Canada with existing accounts. Requires customs expertise and Canadian carrier relationships.
Pilot Spotlight
Proof the lever works. Real results from our account manager program.
Allie Stewart
Pilot Account Manager
Southeast
Pilot Started
October 2025
Playbook Executed
Lever Proven
Boots-on-Ground AM — This is the model we're scaling across all accounts.
Whitespace Dashboard
Branch penetration across all major accounts. Click to explore.
Total Whitespace Opportunity
| Account | Branches | Penetration | Whitespace | Opportunity | |
|---|---|---|---|---|---|
 United Rentals NYSE: URI | 1,500 total | 30% | 1,050 branches | $89.3M | |
 Sunbelt Rentals LSE: ASHTF | 1,200 total | 23% | 920 branches | $84.6M | |
 Herc Rentals NYSE: HRI | 612 total | 21% | 483 branches | $37.7M | |
 Midwest Hose Private | 42 total | 36% | 27 branches | $3.4M | |
 NTS Private | 60 total | 28% | 43 branches | $6.0M | |
 Hosepower Private | 58 total | 31% | 40 branches | $4.4M | |
 Rain For Rent Private | 75 total | 16% | 63 branches | $6.0M |
United Rentals
NYSE: URI
Account Growth Forecasts
CFO-readable projections with conservative assumptions.
Portfolio Summary
MWH + NTS + Hosepower CombinedMidwest Hose
NTS
Hosepower
The Bottom Line
This is organic growth from existing relationships only. No new customer acquisition required. No market expansion. Just deeper penetration into accounts we already own.