ERA Convention Global Rental Trends Murray Pollok, Editor International Rental News

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1 ERA Convention 2007 Global Rental Trends Murray Pollok, Editor International Rental News

2 Introduction ERA Convention IRN-100 trends & Consolidation 2. Big Spenders 3. Developing Rental 4. Japan response to a mature market 5. China & India 6. Role of Manufacturers 7. Rental Technology

3 IRN-100 & Consolidation Still highly fragmented market Top 5: 7,2bn ( 5,6bn) Top 10: 9,7bn ( 8,0bn) Top 50: 19,9bn ( 16,8 bn) Top 100: 24,4bn ( 20,4bn) Top 100 companies represent over half the global market. The top 5 around 16%.

4 IRN-100 & Consolidation Ashtead/Nations Aggreko/GE Energy Rentals Loxam/Laho GE sells Modular Space US to Resun Corp Emeco buys in Europe Longville Group sold to Carrier Corp GAM and Euroloc in Spain Portable storage/site Huts (Mobile Mini, Williams Scotsman, Mobile Storage Group) Hewden tools hire business?

5 IRN-100 & Consolidation Trend for big general rental companies to buy specialist and create specialist divisions. Also for specialists to become bigger (Aggreko, portable accommodation, aerial platforms etc) Consolidation still a major feature of mature rental markets including the UK and Japan. Australia has several acquisition-hungry firms (Coates, Boom Logistics and National Hire) North America: consolidation of the consolidators?

6 Big Spenders 2006 was record year for rental Cap Ex Top 25: 5,1bn ( 4,5bn) Top 5: 2,4bn ( 2,27bn) US spending down 20% in Spending up in Europe in 2007.

7 Big Spenders ERA Convention2007 Top US Investors: United Rentals 670m Hertz 670m Ashtead 491m RSC 322m Aggreko 191m

8 Big Spenders ERA Convention2007 Top European Investors: Aggreko 191m Ramirent 165m MVS Zeppelin 140m Loxam 127m A-Plant

9 Developing Rental Global Players? Ashtead Cat Rental Stores Hertz Aggreko Finning (inc Hewden) Coates Hire Atlas Copco Volvo Rents 1,6 bn 1,4 bn (IRN-100 companies) 1,1 bn 0,8 bn 0,6 bn 0,47 bn 0,23 bn (Est) 0,22 bn (Est)

10 Developing Rental The Drive Eastwards ERA Convention2007 Cramo & Ramirent taking the lead Theisen just started in Hungary Cat Rental Stores Poland (BM Location) Boels in Czech Republic Streif Baulogistik Russia, Poland, Ukraine Venpa Slovenia Aerial platform renters in Balkans Expect new start-ups (Baltic States) Importance of aerial platforms, globally.

11 Japan Operating in a mature market? Importance of Japanese renters under-estimated in last IRN companies, not five. 6bn industry average 50% rental reliance rate. Market dominated by four big players: Aktio 553m (IRN-100 number #6) Nikken 477m (#10) Nishio Rent All 458m (#13) Kanamoto 293m (#22) Hitachi and Komatsu also big rental players in Japan.

12 Japan Operating in a mature market? Public sector work declining/activity focusing on big cities Companies having to change to survive and grow Product diversification Industrial rentals/facilities maintenance Global expansion, China

13 China Things starting to move, slowly Rental market still tiny, but two of Japan s giants, Aktio and Kanamoto, now renting in Shanghai. Kanamoto optimistic about prospects, Nikken not convinced. Caterpillar dealers have started to rent. Around 30 depots, with plans to double network this year. Hong Kong companies also involved. European aerial platform companies, and suppliers.

14 India Like China, but momentum building. Also a tiny market, but with some active companies developing the market the biggest, Quipo (Srei), has rental sales still under $50m. Tax regulations hamper transfer of machines between states. Amount of work underway in big cities, and in Mumbai area in particular, expected to drive uptake of rental. Again, some activity in rental of aerial platforms. Small start-up operations.

15 Role of Manufacturers Approach varies widely Depends on circumstances: JCB, Cat, Liebherr. Japan: Hitachi & Komatsu both renting in domestic market. Komatsu taking region-by-region approach (eg, no direct rental in Europe) Atlas Copco new Specialty Rental Division. Volvo Rents making progress. Credit those who have clear strategy rental companies want to know where they stand.

16 Rental Management Emerging technologies four examples: Online renting: not new in itself, but offers opportunities for those with a strong brand, like HSS in the UK. Electronic data exchanges/fleet tracking: US renters taking the lead, using SmartEquip. E-Procurement. RFID: tag assets and increase speed and accuracy of back office info. Aggreko partnering with Spartan Solutions. Oil & gas renters looking at sharing of RFID data. Online survey of customer response. Allows managers to monitor performance and drive improvements.

17 ThankYou

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