MARKET INSIGHTS Rent-A-Center goes back to basics By HBSDealer Staff Rental companies make their money renting, not retailing. But there is an announced shift at Plano, Texas-based Rent-A-Center to turn more customers from renters into owners. Or in CEO speak: “to enable higher rates of ownership.” That’s one of the strategies taking shape at the nation’s largest rent-to- own operator as the company unveils a new strategic plan and the return of chairman and founder Mark Speese to the CEO role (see sidebar). The moves come following a disappointing 2016, in which the 48 company’s total revenues declined to $2.96 billion, down from $3.28 billion in 2015. Before income taxes, the company lost $113 million in the last fiscal year. Speese’s appointment took effect April 10, and he wasted little time before hammering down the company’s value proposition. “We recognize that significant improvement is needed,” Speese said. “We are renewing our focus on what made Rent-A-Center an industry leader — starting with enhancing the value proposition of our offerings to increase customer satisfaction and enable higher rates of ownership.” MAY 2017 HARDWARE + BUILDING SUPPLY DEALER The high-minded focus of the company, according to its boilerplate, is to improve the quality of life for its customers by providing opportunity to obtain ownership of high-quality, durable products such as consumer electronics, appliances, computers, furniture and accessories, under flexible rental purchase agreements with no long-term obligation. One way it intends to boost the ownership rate is through improved early payout options and shorter terms that promote ownership. The company expects the moves to boost ownership from about 25% to 40%. Other improvements include: HBSDealer.com