OEM CAT Latin America

Project Overview:

Lead Caterpillar dealers in Latin America joined the Rental business as a means of developing quality used equipment to gain control of the used equipment market. These businesses were to stand alone due to the significant differences in rental processes and the traditional dealer environment.

Resources:

Originally, Script provided three senior consultants, but the implementation team grew to ten people, most of them nationals. We worked under the guidance of senior management at Caterpillar.

Project Required:

Strategy / Business Planning / Market Research / Education / Implementation

Duration:

60 months

Highlights:

Script established customized rental fleet and business plan for each individual market. Script International educated the dealers in all aspects of developing rental. By providing them with a financial modeling tool, they were able to understand the investment they were making. To accelerate the learning curve we created a "Rental College.” 

The training included full business plan development, product training and detailed financial drafts. The plans were tailored for each dealer based on anticipated costs, inventory mix, market rental rates and fleet utilization. We wrote the curriculum and trained individual employees for 4-6 weeks, in multiple languages. Over 300 employees went through the program over five years. Training materials were later organized into a manual for Rental Counter Operations. 

Once the stores were operational, Script was also involved with periodic financial and operational performance reviews. We helped with benchmarking and establishing some important metrics for them to focus on. 

Project Success:

Original project scope anticipated 15 locations. We assisted with over 70 locations.