Lifting sales with global vendor financing

Industry: Construction
Customer story

Frederic Barot, Haulotte (left) with Nick Antoniou, DLL (right)

When Haulotte, one of the world’s largest manufacturers of people and material lifting equipment, was looking for a financial partner to help them evolve from an equipment provider to a total solutions provider, they turned to DLL. 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 Frederic Barot, 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, the global partnership raised both companies to new heights.

The partnership's DNA
According to Barot, 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 Nick Antoniou, 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 helped Haulotte win new business and grow their sales and market share.

Brand promotion
Haulotte’s communication department and DLL’s marketing team work closely on global marketing initiatives. 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 Antoniou.

We believe in the future of China. It was strategic for us to address this market, and thanks to DLL we can now provide financing solutions to our customers there. "
Customer story

Meanwhile, the partnership continues to reach new heights. Following DLL’s recent expansion into Argentina, the partners will continue to expand their global footprint. This year they will launch flexible equipment stocking facilities, designed by DLL’s Commercial Finance team to support Haulotte’s independent dealer network.

Competitive advantage
Global expansion and new services highlight the success of this partnership. Haulotte Financial Services is also focused on continuing to maintain and build its competitive advantage in key markets like China and the US.

Barot: “We believe in the future of China. It was strategic for us to address this market, and thanks to DLL we can now provide financing solutions to our customers there. This has had a huge impact on our sales in China.”

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

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