Episode Overview
Brett Baker, owner of States Rentals, shares how he grew his company from $77,000 in his brother’s driveway to a $60 million fleet in under three years. At just 30 years old, he’s taken on massive debt, built a 70% share in his niche, and uses unconventional strategies, from financing deals to an ice cream truck, to keep customers loyal. His story is a raw look at what it takes to scale fast in today’s rental market.
Timestamps:
- 00:54 – How Brett grew States Rentals from $77K in his brother’s driveway to $60M in assets in under three years
- 04:12 – Surpassing goals: $3.5M in monthly revenue by month 33 vs. an original target of $500K total
- 11:46 – Winning 70% market share by focusing on a specific niche instead of renting everything to everyone
- 18:49 – Brett’s management philosophy: hire smart people and let them lead
- 22:10 – High equipment standards, from frequent oil changes to black rims and a full-time painter
- 26:52 – Growing from one person to 55 employees by spotting and promoting talent
- 37:10 – Keys to financing: tell your story, keep financials current, and build relationships with bankers
- 39:38 – How manufacturer backing fueled growth with investments tied to strong performance
- 45:51 – An ice cream truck strategy: $3,500 a week in treats that doubles as $2M in free advertising
- 49:09 – Best advice: passion is essential—without it, work just feels like work
