Lifting sales with global vendor financing

Industry: Construction

When Haulotte was looking for a financial partner to help them evolve from an equipment provider to a total solutions provider, they turned to DLL. As one of the world’s largest manufacturers of people and material lifting equipment, the French company serves a wide range of important industries – from logistics and manufacturing to airport operations and retail. Since 2014, the partnership, called Haulotte Financial Services, has helped Haulotte strengthen their customer offerings with turnkey financing around the globe.

“About 80% of our new equipment sales globally are to rental companies,” says Christophe Debatisse, Director of Haulotte Financial Services. “These rental fleets are very capital-intensive, so it was imperative for Haulotte to support our customers by offering turnkey financing. Our decision to work with DLL began our evolution from being an equipment provider to becoming a total solutions provider.”

In a short time frame, the global partnership raised both companies to new heights.

The partnership's DNA
According to Debatisse, DLL is uniquely qualified to help Haulotte serve their global customers’ equipment needs. “They can provide full coverage in more than 30 countries and have great expertise in asset valuation and underwriting rental businesses in our industry,” he says.

Another key element to their partnership is the companies’ shared DNA. “Haulotte’s core values are very similar to ours because they value partnership,” says Kris Tan, DLL’s Global Program Manager. “They work very hard to understand their customer’s needs, build trust, and deliver on their promises.”

As Haulotte Financial Services, DLL is now fully integrated across Haulotte’s global network of subsidiaries, both strategically and operationally. Haulotte’s regional financial managers work closely with DLL’s local account managers. This focused approach to offering tailored financial solutions has helped Haulotte win incremental new business and grow their sales and market share.

Brand promotion
Haulotte’s communication department and DLL’s marketing team work closely together on marketing initiatives around the globe. They design joint financial offers, for example, that are available exclusively to customers who visit the Haulotte stand during a trade show. These collaborative efforts have significantly boosted sales at key industry shows like Intermat, ARA, and bauma. “This gave us a strong pull with potential customers and another opportunity to add more value to the equipment sale by providing a solution tailored to their needs,” says Tan.

This gave us a strong pull with potential customers and another opportunity to add more value to the equipment sale by providing a solution tailored to their needs."

Competitive advantage
Tailored financial solutions highlight the success of this partnership. At the same time, Haulotte Financial Services is also focused on continuing to maintain and build its competitive advantage in key markets like the US.

Haulotte Financial Services helps Haulotte provide its US customers with a full range of financing solutions, including operating leases.

“We could not offer this before,” says Debatisse. “Haulotte Financial Services has clearly enriched our value proposition.”

Global partnership, local support
“Thanks to our global approach, we deliver a consistent customer experience around the globe”, says Kris Tan. “At the same time, we can tailor it to the needs and regulations of each specific country. That approach has really shown its value during the global COVID-19 pandemic. It has enabled us to launch a marketing campaign with payment holidays to effectively support our local customers during these uncertain and challenging times. It is true partnership that will enable us to weather this storm and emerge stronger after the Coronavirus crisis.”