Equuleus Car Sharing Inc.: Revenue Management
In 2017, Equuleus Car Sharing Inc. (ECS) was a relatively new player in the rental car industry, with annual revenues approaching US$100 million. ECS had experienced significant growth since its founding in 2014 due to its focus on low prices and a mix of high-demand vehicle types-specifically, minivans, sport utility vehicles, sedans, and economy cars. ECS management wished to examine the opportunity to purchase new vehicles through financing versus the traditional method of paying cash for dramatically expanding the fleet size. The goal was to develop a fleet purchasing strategy that maximized the present value of net income. Owen Hall, Jr. and Kenneth Ko are affiliated with Pepperdine University.