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Want customers to stop scrolling and start walking into your store? We sat down with Stephen Stough of EssToo Creative, a veteran-turned-creative director who blends military-grade problem solving with story-led marketing that actually moves the needle for rent-to-own. From the origin of EssToo to the infamous “two guys in a bed” hook, we break down what makes a promo memorable, how to match concepts to real store talent, and why commitment on camera beats fancy gear every time.

Stephen shares a battle-tested framework for making videos on any budget. Audio is king, lighting is simple but crucial, and a tight script with a clear purpose will outperform long rambling reads. We talk through casting choices, embracing authentic flubs, and building a content library that balances humor, heart, and seasonal offers. You’ll hear how a few early RTO videos found serious traction, why “be brief, be brilliant, be gone” still works, and how to turn a scroll-stopping visual into a clean, compelling call to action.

If your team is DIY-ing with phones, you’ll get practical tips: invest in a lav mic from Rode or DJI, diffuse your lights, remove background clutter, and film at least three takes. If you’re ready to level up, consider buying creative time to map a month of concepts your staff can execute in-house. We also cover why cutting marketing and training is the fastest way to shrink foot traffic, and how small, consistent investments can make your store the standout brand when budgets are tight.

Subscribe for more creative playbooks tailored to rent-to-own, share this with a teammate who appears in your videos, and leave a review with your best hook that stopped the scroll. Your next great ad might be one brave idea and three clean takes away.

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A legend in rent-to-own doesn’t happen by accident. John Blair takes us from a teenage crossroads to the Marines to the front lines of building TRIB into a credible, member-led powerhouse. His story is packed with hard-won tactics and clear principles: keep it simple, reward commitment, and use unity as leverage. We dive into the early days—17 members, tiny shows, skeptical vendors—and how committees, transparent programs, and consistent follow-through built trust that lasted.

John breaks down the rebate era with unflinching clarity. When a vendor tried to withhold a rebate after the group barely missed a target, TRIB responded with quiet solidarity, walking past the booth as one—and the deal came back. He reveals how anticipating member volume unlocked better tiers with Ashley and why not every product belongs in RTO. The formula that worked then still works now: tight assortments, honest pricing, and customer-first bundles that move. From big CRTs and boomboxes to flat screens and laptops, he maps the technology shifts that changed demand and why laptops became the biggest catalyst for growth.

We also explore how TRIB and APRIL evolved from tension to alignment, giving dealers both purchasing power and a policy backbone in Washington. John’s journey after TRIB—jewelry at its peak, tax services built for RTO seasonality, then a harrowing health battle—adds perspective and gratitude. Through it all, the theme is steady: camaraderie isn’t just culture; it’s strategy. If you care about vendor relationships, rebates that truly pay, and building a stronger rent-to-own business, this conversation is a masterclass straight from someone who helped shape the playbook.

Enjoyed the episode? Follow the show, share it with your team, and leave a quick review with your biggest takeaway. Your support helps more RTO pros find these stories and put them to work.

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A small team launched six stores in a month, refused bargain-bin products, and built a public company that outperformed the category—by betting everything on culture, quality, and customer dignity. Pete sits down with industry legend Wayland Russell to unpack how Rainbow Rentals rewired supply chains, pioneered bundled PCs with Dell, and turned account management into a customer success engine long before that term existed.

We get into the hard decisions behind “more, better, different”: walking High Point for years until a manufacturer agreed to weekly, multi-location delivery; insisting on midline-and-up TVs and appliances; and designing software that enabled seamless vendor ordering and just-in-time fulfillment. Wayland explains why computers—dismissed by competitors as “doorstops”—became a double-digit revenue stream, and how intuitive, icon-based bundles helped families cross the digital divide. His philosophy is clear: be the advantage to the disadvantaged, and let operational excellence make premium accessible.

There’s grit here too: brutal early financing, loans called twice, and the courage to walk away from payday lending margins that clashed with core values. We explore APRO’s pivotal advocacy, the ethics of pricing versus credit-card debt, and the decision to sell while rewarding associates and investing in the community. Along the way, Wayland shares candid leadership lessons—hire for passion, make everyone a partner, celebrate managers on the front line, and act like the conductor who helps others shine.

If you care about building durable culture, rethinking logistics, and serving customers with respect, this story will stay with you. Listen, share with a colleague, and leave a review telling us the boldest idea you’re taking into your business.

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A handful of dealers pooled their leverage in 1983 and changed rent-to-own forever. That spark became TRIB, a buying group that now unites 198 member companies and negotiates real-world programs with the brands that power our showrooms. We sit down with executive director Dennis Shields to explore how the group won better warranties, moved policy start dates to first rental, and built distributor partnerships that keep product flowing when direct channels won’t.

Dennis walks us through the shifts that matter: why appliance warranties became a defining battleground, how TVs evolved from fragile tubes to reliable 4K panels that flipped service economics, and where smartphones quietly reset consumer expectations for everything from fridges to washers. We break down the post-pandemic container puzzle—unreliable lead times, futures pricing, and planning risk—and why many operators now pay a bit more to buy through distributors for speed and certainty. We also dig into the rise of gaming PCs, where spec-savvy consumers demand true performance and stores need vendors who can deliver GPUs, fast storage, and high-refresh displays on schedule.

Along the way, Dennis shares the habits that compound: pick vendors intentionally, communicate early, and guard your credit like an asset because it guards you back. We talk Meeting of the Minds, how small-room idea swaps grew into a flagship event, and why more vendors now show up in DC to advocate for the industry that fuels their own growth. If you’re building a smarter buying strategy, refining vendor relationships, or navigating the leap from store management to ownership, this conversation maps the playbook—and the pitfalls—of modern RTO.

Enjoyed the conversation? Follow the show, share it with a colleague, and leave a quick review so more RTO pros can find it. Got questions for TRIB or ideas for part two? Email Pete at the RTO Show Podcast.com and join the conversation.

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What happens when a second-generation leader takes the mic and the wheel? We sit with Ace Rent to Own COO Ben Leach to unpack how a family legacy becomes a modern operating system built on people, service, and smart use of technology. Ben shares how growing up in the stores, spending a decade in software and high-growth environments, and returning with fresh eyes shaped his approach: empower employees, obsess over client outcomes, and let data quietly guide the path.

We dig into the heart of rent-to-own—why it’s more than payments and products. Ben explains the real advantage: free delivery, flexible swaps, step-down options during tough times, and hands-on service that keeps essentials in homes when life hits hard. He talks through the changing customer journey as foot traffic fades and online leads rise, and how Ace meets clients where they are with responsive phone, text, and digital agreements. The result is a faster, smarter sales process that still feels like white-glove care.

Holiday strategy takes center stage with a meaningful pivot: seven months same-as-cash all November and a true Black Friday hook—a 65-inch TV priced below Amazon’s sale, Friday and Saturday only. Ben shares why loss leaders can create long-term value, how stores win with outbound calls and flexible down payments, and why special ordering toys or unique items helps families stretch budgets. We also get an inside look at Ace’s community impact and employee traditions—from local sponsorships and a holiday wish list to a Christmas party complete with The Price Is Right and tenure gifts employees actually choose.

If you care about leadership, customer experience, and making retail work in a mobile, on-demand world, this conversation delivers practical ideas and a shot of heart. Subscribe, share with a teammate, and tell us: what’s one people-first change you’ll make this season?

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A family video store with 400 movies. A heavy VCR lugged home for the weekend. An $800 camcorder bought on a personal credit card so a loyal customer wouldn’t be let down. That’s where Dan Fisher’s rent-to-own story begins—and how a small experiment grew into a durable, customer-first brand with a culture people talk about.

We walk through the inflection points that define real growth: discovering APRO after years of improvising, moving from Sam’s Club buys to vendor partnerships like GE Appliances, and opening the first standalone rent-to-own store that proved the model. Dan is candid about the messy parts too—how a fourth location in a tough market stretched his capacity, how a rapid jump to thirteen stores exposed leadership gaps, and why a two-day off-site in 2017 became the moment everything clicked. The takeaway is practical: choose systems that let you lead, build habits that keep plans alive, and return to the family values that made customers trust you.

We also unpack the rent-to-own model in plain language for skeptics and supporters alike. Flexibility matters: cancel anytime, no pickup fees, free delivery and setup, repairs covered, and lifetime reinstatement that honors every payment. That’s why multigenerational customers keep coming back. Dan’s mentors—industry mainstays like Shannon Strunk, Gary Ferriman, Mike Tissott, and Lyn Leach—helped him step into advocacy, where he found that most offices simply need the facts. When people hear how RTO expands access with dignity and options, the conversation changes.

If you care about building a resilient business, leading through growing pains, and serving customers with respect, this story delivers the playbook—and the heart behind it. Subscribe, share with a teammate who needs a nudge, and leave a review telling us your biggest leadership turning point.

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A customer says, “I’ll never own the laundromat,” and everything changes. That moment turned rent-to-own from a product on a shelf into a service with purpose for Shannon and Cynthia Baber Strunk—two industry legends who built, defended, and evolved RTO over four decades. We trace their path from Firestone showrooms to 50 stores, the hard lessons of a tire-and-wheel experiment, and the surprise breakthrough of early cell phones, starting with bag phones in the 90s.

We open up about the years when regulation threatened the model and how advocacy became the strategy. Shannon and Cynthia helped shape state laws, led within APRO, and visited Washington more than twenty times to educate lawmakers on how the RTO transaction actually works and why constituents choose it. You’ll hear candid insights on the state-vs-federal balance, why complacency is dangerous, and what message resonates in today’s DC: clear explanation over alarm, customer outcomes over abstractions.

Behind the scenes, technology was the quiet multiplier. Moving from posting cards to modern software transformed reporting, policy decisions, and forecasting. That data discipline now powers their RNR Tire Express focus, where six-month same-as-cash and purchase options require both operational savvy and regulatory awareness. They also share the blueprint for succession done right: start your next leaders at the bottom, insist on real accountability, and set bold forecasts you actually believe your people can hit.

If you care about rent-to-own growth, small-market strategy, industry advocacy, or succession planning, this story is a masterclass in building something durable without losing the customer-first soul. Subscribe, share with a colleague who needs the spark, and leave a review with your biggest takeaway—what should RTO teach lawmakers next?

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A family credit line, a few sturdy appliances, and a belief that people deserve dignity—that’s where our conversation with Kathy Windsor begins. From Texas beginnings to a Missouri legacy, we trace how National TV Sales and Rental grew on discipline, low collections, and vendor trust rather than bank debt or shortcuts.

Kathy takes us inside the early days of rent-to-own when financing was scarce and selection was thin—three living room SKUs, coil stoves, and refrigerators you could count on. Then came the VCR boom, a moment that reshaped demand and taught the team to keep scanning for the next category that could transform the floor. We talk about advocacy and the day policy nearly sank the industry: when the IRS pushed three-year depreciation on products that typically turned in 18 months. Mark Windsor’s direct work with lawmakers helped protect a business model and countless livelihoods, a reminder that relationships and straight talk still move mountains.

The hardest chapter hits like a siren: a 13-alarm fire leveled their warehouse the night before a managers’ meeting, wiping out premium inventory. What saved them? Years of paying vendors on time and treating every partner like a stakeholder. Whirlpool and furniture suppliers answered with emergency deliveries, warehouse pricing, and generous dating that kept stores open and teams working. Kathy also shares the human side: a collections culture rooted in fairness, a habit of anonymous giving, and Operation Fresh Start, which furnishes homes for families starting over. Three generations of customers later, loyalty looks like a client choosing to buy a Nintendo through them instead of a big-box store—because loyalty earned the sale.

We round out with succession and purpose. Aaron’s journey from routes to president modernized culture while guarding the Windsor non-negotiables: low charge-offs, quality goods, and steady growth. Kathy’s next act—farm-to-table beef—carries the same rigor: non-GMO feed, no antibiotics or growth hormones, and direct sales that reward trust. We look ahead to real headwinds—tariffs, inflation, shifting labor expectations—and explain why staying debt-light, vendor-connected, and essential-first will win the next decade.

If this story sparked ideas or gave you courage to lead with conviction, subscribe, share with a friend who needs it, and leave a review with your biggest takeaway. Then email your questions to Pete@theRTOShow Podcast.com and we’ll keep the conversation going.

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A flip chart, a promise to a father, and a tiny Omaha storefront lit the fuse for a 24-store rent-to-own legacy grounded in dignity and service. We sit down with industry legend Lyn Leach to unpack how a consumer-first mindset—friendly collections, honest agreements, and real return options—can turn a risky startup into a reliable community anchor. From vacuum tubes and rooftop antennas to Atari consoles, VCRs, and modern gaming rigs, this story tracks how products evolved while one mission stayed constant: improve quality of life and help customers reach ownership.

Lyn takes us behind the scenes of vendor battles and breakthrough moments—when a few believers extended those first fragile credit lines and proved relationships still power retail. He shares the mentors who simplified collections, the nuts-and-bolts of compliance that APRO made accessible, and the role of loss damage waivers in protecting both customers and stores. We also dig into policy trenches: statehouse wins, near-miss federal legislation, and why inviting lawmakers into stores flips the script on outdated stereotypes.

The conversation turns to today’s fault line: virtual rent-to-own models that advertise flexibility without physical service or true return paths. Lyn lays out how brick-and-mortar operators can compete by upgrading websites, tightening lead management, and creating unforgettable in-store events—from cultural celebrations to community food truck nights—that transform shopping into connection. If you care about customer trust, transparent pricing, and the future of rental-purchase, this is a masterclass in doing the right thing, the right way, for the long haul.

Enjoyed the conversation? Follow the show, share it with a colleague, and leave a quick review to help more people discover these stories. Your feedback shapes what we explore next.

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Association of Progressive Rental Organizations

APRO
Association of Progressive Rental Organizations

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Ready to turn views into visits? We sat down with Jeraud Norman of Jeraud Marketing to get brutally practical about what actually drives people into a rent‑to‑own store: short videos with real humans, clear invitations to try products in person, and simple tracking that proves ROI without fancy software. If you’ve been posting product photos and praying for reach, this conversation shows how to swap static for story and clicks for customers.

We start with the basics most teams skip: fix your audio with a cheap mic, add captions for silent scrollers, and use tight 20–30 second scripts so every second serves a purpose. Jeraud breaks down why personality beats polish, how jump cuts and angle changes keep attention, and why celebrating on‑time payers, deliveries, birthdays, and staff quirks builds trust faster than any discount. The goal isn’t viral; it’s familiar. When viewers walk in asking for the person from the video, closing gets easy.

We also tackle the “pay to play” reality on Facebook and how even $1 a day to your followers can keep your content visible. Jeraud shares real‑world spend patterns around $300 per store and explains why many sales won’t show up as leads but appear as walk‑ins—if you’re asking every visitor how they found you. Tie a simple check‑box sheet to agreement numbers and review gross sales later to see true returns. To speed creative, we outline AI prompts that generate fresh scripts, hooks, and even fun perspectives like a $10 bill or delivery truck telling the story.

If you sell what people sit on, touch, and test, your edge is your front door. Put faces on camera, invite folks to try the sofa, and make it easy for them to meet you by name. Want a jumpstart? Gerard offers a free 30‑second script: email jeraud@jeraudmarketing.com, or book at fastRTOdeliveries.com. If this helped, subscribe, share it with your team, and leave a quick review so more local dealers can turn social views into steady foot traffic.

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What if your business is worth less (or more) than you think—because buyers don’t pay for sentiment, they pay for cash flow? We sit down with CPA Mike Helton and senior tax manager Alicia Holloway from RG & Co. to decode the “big, beautiful bill,” revive your understanding of EBITDA and multiples, and lay out a simple, disciplined operating system for a cash‑intensive RTO model.

We get practical fast. You’ll hear why 100% bonus depreciation (effective January 19, 2025) can be a gift or a trap depending on whether you fund inventory with cash or debt. We explain the interest limitation reset from EBIT to EBITDA and how that shift can unlock deductions for leveraged operators. There’s also a timely win for teams: an overtime premium exclusion that puts real money back in employees’ pockets. Along the way, Mike and Alicia translate the tax code into store reality—inventory that comes back, cost of goods through depreciation, and the constant need to reconcile cash and tie your POS to the balance sheet so the P&L can be trusted.

If you’re thinking about valuation, this is your blueprint. We walk through normalizing earnings, converting EBITDA to free cash flow, and how risk—customer stability, management depth, documentation, bankability—drives your multiple. You’ll learn what quality-of-earnings reviews test, why clean books raise price and speed deals, and how today’s buyer universe (private equity, family offices, operators) approaches RTO cash flows. For builders and new owners, we share the first tools to buy: a reliable POS, QuickBooks Online, and daily cash reconciliation. For everyone, we emphasize KPIs, margins, and a balanced buy/collect rhythm that keeps growth funded without starving cash.

Stick around for candid talk on advocacy with APRO and FRDA, the role vendors play in keeping the industry strong, and why RTO remains resilient through economic cycles. Subscribe, share this with your team, and leave a review with the one KPI you check every day—what would you like us to unpack next?

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A shy new hire walks into rent-to-own, gets labeled “the mute girl,” and ends up becoming a trusted salesperson customers ask for by name. That arc—uneasy beginnings to confident service—is the heartbeat of our conversation with Angelica Felix Damas, and it’s a powerful look at how mentorship, product fluency, and creativity can rewrite what sales success looks like in RTO.

We get honest about hiring myths and generational habits. Do you really need extroverts to sell? Angelica shows how knowledge-based selling, empathy, and simple rituals—like greeting customers by name and listening for what a family truly values—can outperform volume tactics. We dig into training that works for quieter reps: safe role-plays, product deep dives, and small wins that build momentum. She shares why trade shows like MRDA and RTO World changed her trajectory, from seeing modern vanities and smart TVs to capturing class notes, summarizing with AI, and teaching teammates what’s next.

We also explore how to make social media worth watching. Forget stale promos—lean into human, light humor and practical micro-demos that match mobile-first attention. Angelica breaks down how AI can help non-editors draft captions, trim clips, and turn learnings into posts your community actually uses. For owners and managers, we map a clear path: hire for drive and care, coach for product mastery, and build a creative culture that experiments in public. The result is stronger sales, better collections, and customers who feel seen.

If you’re rethinking how to spot potential, train for confidence, and turn your floor into a learning engine, you’ll walk away with concrete steps and renewed energy. Subscribe, share this with a manager who hires, and leave a review with the one thing you’ll try this week—we’ll feature our favorite takeaways on a future show.

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When high-performing employees become leaders without proper training, everyone suffers – the promoted employee, their team, and ultimately the customer experience. Will Jackson, Team Development Director at RNR Tire Express, knows this reality firsthand, having made the painful transition from what he describes as a "toxic" leader to someone dedicated to helping others avoid the same pitfalls.

In this candid conversation, Will reveals how his personal leadership failures became the foundation for RNR's innovative "Cleats to Clipboards" leadership development program. The metaphor perfectly captures the essential mindset shift required when moving from star player to effective coach – learning that your job is no longer to do the work yourself but to guide and develop others who do the work.

What sets RNR's approach apart is their proactive identification of leadership potential. Rather than waiting until positions need filling, they identify and train promising team members before they're thrust into management roles. This creates a leadership bench ready to step up when opportunities arise, dramatically reducing the turmoil of leadership transitions and improving business outcomes.

Will shares powerful insights about feedback (the "F-word" in leadership), the danger of echo chambers, and why authenticity trumps perfection. He openly discusses his continuing leadership journey with refreshing honesty that makes leadership principles accessible to everyone. Whether you're a seasoned RTO veteran or new to leadership, Will's story demonstrates how intentional leadership development creates stronger teams, better customer experiences, and sustainable business growth.

Ready to transform your approach to leadership development? This episode offers practical strategies for identifying, training, and supporting the next generation of leaders in your organization. The leadership principles shared apply across all roles in rent-to-own, not just management positions.

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What separates successful business owners from those who struggle despite their technical expertise? John Preston tackles this question head-on in this eye-opening conversation with Pete Chow on the RTO Show, introducing his unconventional business guide "40 Flushes to Grow Your Business."

Preston shares a fundamental truth that many entrepreneurs aren't ready to hear: your skill level has surprisingly little correlation with business success. "A bad plumber who knows how to run a business is going to be much more successful than a great plumber who doesn't," he explains, challenging listeners to shift their focus from technical expertise to business acumen.

The conversation explores five critical metrics that determine business profitability: lead generation, conversion rate, frequency of use, revenue per transaction, and profit margin. Preston emphasizes that pursuing volume (more customers) rather than profitability is a common mistake that can sink a business as quickly as having too few customers. He provides practical frameworks for understanding which of these metrics needs attention in your specific business situation.

Perhaps most valuable is Preston's insight on separating personal finances from business finances—creating what he visualizes as a brick wall between two piggy banks. This separation not only leads to better business decisions but also provides emotional stability at home. "Your personal expenses should not dictate your business decisions," he warns, explaining how "lifestyle creep" during good times creates vulnerability when inevitable business fluctuations occur.

The discussion takes a surprising turn when Preston reveals that internal struggles—self-doubt, fear, and decision paralysis—often prove more challenging than external business obstacles. His simple experiment with random alarms throughout the workday reveals how much time is spent thinking about work rather than doing productive work that moves the business forward.

Ready to transform your approach to business? Visit 40flushes.com to get Preston's book, or check out his free course on handling customer objections at ihateobjectionscom. Subscribe to the RTO Show for more insights that will help you keep collections low and sales high.

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What happens when a data analytics expert decides the rent-to-own industry deserves better software? You get Revo POS—a ground-breaking point-of-sale system that's completely reimagining how RTO businesses operate.

From the moment you experience Revo's interface, you know it's different. While traditional RTO software cobbles together multiple disconnected systems, Revo seamlessly integrates everything: inventory management, customer data, quoting, digital agreements, even your phone system. The result? A streamlined operation where your team never needs calculators, paper forms disappear, and pre-leased inventory turns 30% faster.

Enos Barger, Revo partner and 30-year RTO veteran, takes us behind the curtain to reveal how this software emerged from R&R Tire Express's needs but was designed with flexibility for the entire industry. "We're not writing software for one way of operating," Barger explains. "For every pricing model, there are a hundred variants. We had to customize for that reality."

The system's innovations are striking: completely paperless transactions with digital signatures, a VoIP integration that identifies customers when they call, mobile capability for field operations, and an intelligent quoting system that prioritizes inventory you already own. Perhaps most impressive is how the system handles RTO's complexity while remaining intuitive for store staff.

Built on modern technology (SQL backend hosted in Azure), Revo's approach represents a fundamental shift in industry thinking. Rather than building everything in-house, they focus exclusively on exceptional RTO functionality while integrating with best-in-class partners for complementary services like texting and review management.

Ready to see what next-generation RTO technology looks like? Visit RevoPOS.com or contact Enos directly at enosbarger@revopos.com to learn how this software could transform your operation.

APRO
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When Charles Smitherman accidentally booked the wrong hotel for a Nebraska meeting, he stumbled upon what would become one of the most celebrated RTO World venues in recent memory. Omaha surprised everyone with its vibrant downtown, beautiful riverfront, and perfect convention facilities—proving that sometimes the best discoveries happen by chance.

This year's event brought together over 700 industry professionals and 100 vendors for what many described as the strongest educational lineup ever assembled. From standing-room-only sessions with industry veterans like Mike Tissot to fresh perspectives from outside speakers including former Nebraska football player Aaron Davis, the educational offerings created genuine value that participants could immediately apply to their businesses.

What makes the rent-to-own industry truly special—and what was on full display in Omaha—is the remarkable willingness of successful operators to share their knowledge openly. Unlike other financial sectors where competitive secrecy reigns, RTO professionals actively help each other succeed. This collaborative spirit creates an environment where, as one first-time attendee told Charles, "I came in feeling like I had a job, but after seeing all this, I know I have a career."

The conference featured several significant moments, including Dan Fisher's installation as APRO president and Charles Smitherman receiving the President's Award in a genuinely emotional surprise. Looking ahead, West Palm Beach will host RTO World 2026, while the crucial Legislative Conference in Washington DC (April 15-17) represents the industry's next major gathering. The Legislative Fellows program aims to bring 20 first-timers to experience advocacy firsthand—because if we don't tell our industry's story in Washington, someone else will.

Whether you're a veteran operator or considering your first industry event, these gatherings transform individual stores into a connected community with shared purpose. Check out the recorded sessions coming soon, and make plans to join us in DC this spring and West Palm Beach in 2026. Your business isn't just a job—it's part of an industry with deep roots and an exciting future.

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What does it really take to succeed in the rent-to-own franchise world? Mitchell Lee, Senior Director of Franchise Sales at Buddy's Home Furnishings, pulls back the curtain on this profitable but often misunderstood business model.

The conversation begins with a candid look at current market conditions. "When you see trends in real estate, you typically see trends with franchising too," Mitchell explains, noting how the industry cycle follows a 2-3 year pattern from boom to valley and back again. With rising interest rates and economic uncertainty creating challenges, Mitchell reveals how Buddy's has pivoted to focus on acquisitions alongside new store development.

One fascinating revelation is the financial commitment required – between $500,000 to $800,000 all-in to launch a successful store – and what drives that investment. "We're not like Chick-fil-A where we open the door day one and have lines out the door," Mitchell candidly shares. Instead, the business builds gradually, with mature stores averaging $1 million in annual revenue and an impressive 20% net profit margin. For comparison, Mitchell notes food franchises often operate at just 8% margins.

The most compelling insights come when discussing what separates franchise success from failure. Mitchell reveals that 86% of Buddy's franchisees own multiple units (averaging 8-12 stores each), suggesting the model works extraordinarily well for those who master it. However, the approval process is rigorous – a committee of four executives scrutinizes each candidate's financial position and operational plans before granting franchise rights.

Perhaps most valuable is Mitchell's straightforward assessment of who should consider this business model. "If you want to be the quarterback of one team, go be the quarterback," he advises. "If you want to be the head coach or general manager, that's a different conversation." This distinction between hands-on operators versus multi-unit developers perfectly frames the strategic decision potential owners must make.

Ready to explore franchise opportunities? Connect with Mitchell at BuddysFranchising.com or call 813-321-0401 to learn if this business model might be your path to entrepreneurial success.

APRO
Association of Progressive Rental Organizations

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Step into the heart of the rent-to-own industry as we broadcast live from RTO World 2025, surrounded by the energy and innovation of the biggest gathering in the sector. This episode brings together key industry leaders to discuss the transformative forces reshaping how rent-to-own businesses operate, advocate, and market themselves.

Michael Wall, Senior Director of Corporate Affairs at Aaron's, shares how their recent acquisition by IQ Ventures has freed the company to focus on long-term growth rather than quarterly earnings. He explains how Aaron's modernized store design creates a more dignified shopping experience while highlighting the critical importance of industry advocacy at both federal and state levels.

The conversation takes a serious turn as Jeff Smith, President of the New York Rental Dealers Association, details the legislative battle unfolding in Albany. Proposed legislation threatens to fundamentally mischaracterize the RTO transaction by imposing APR caps on lease agreements. This fight exemplifies why industry advocacy matters – RTO provides essential access to household necessities for consumers with limited options, and misguided regulation could eliminate this vital service.

Marketing expert Andrew Hajduk delivers perhaps the most surprising insights, revealing how consumer "digital fatigue" is driving successful RTO operators back to community-based marketing strategies. While everyone rushes toward AI and digital solutions, hyperlocal approaches like door hangers, community involvement, and chamber of commerce participation are showing remarkable results. His observation that print marketing has a "slower decay rate" than digital ads challenges conventional wisdom about where marketing dollars should flow.

The thread connecting these diverse topics is adaptation – how an industry with deep roots is evolving to meet changing consumer needs while fighting misconceptions about its services. From corporate restructuring to legislative battles and marketing innovation, this episode captures how rent-to-own is positioning itself for future growth while staying true to its mission of providing flexible options for consumers.

APRO
Association of Progressive Rental Organizations

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What does it take to grow from a single tire store to a nationwide franchise with over 200 locations? For Adam Sutton, CEO of RNR Tire Express, the secret isn't complicated – it's about creating exceptional experiences for the people who matter most.

After returning to his family's business in 2017, Sutton brought fresh perspectives from his background in digital marketing and event technology. Rather than simply continuing what his father Larry Sutton (known as "The Reverend of RTO") had built, he focused on creating scalable systems while preserving the core values that made the business special.

Central to RNR's success is their "DX3" framework – a simple but powerful approach centered on delivering value-driven experiences across three dimensions: Culture, Customers, and Community. This isn't just corporate speak; it's implemented through dedicated training programs, leadership development, and consistent reinforcement throughout the organization.

"We have the honor and privilege of serving the hardest working, most deserving, and often most underappreciated people in America," Adam explains, expressing his deep commitment to the rent-to-own customer. This mindset drives everything from their innovative store designs to their community outreach initiatives like annual back-to-school backpack giveaways.

One particularly meaningful change Sutton champions is replacing the word "employee" with "team member" – a subtle distinction that reflects a profound shift in mindset. Employees are transactional and replaceable; team members are valued partners in a shared mission. This relationship-based approach has fueled RNR's remarkable growth while maintaining the family-business spirit that customers love.

Whether you're a seasoned RTO professional or just starting your entrepreneurial journey, Sutton's insights on leadership, franchising, and creating exceptional customer experiences offer valuable lessons that translate across any business. Listen now to discover how putting people first can drive extraordinary results.

Sponsored by: APRO, Wow Brands, JLR America, and FlyWheel RTO

APRO
Association of Progressive Rental Organizations

Vox-Pop-Uli
"Voxpopuli is the “yeah, we do that” marketing execution company.

FlyWheel RTO
A premier supplier to the RTO industry, providing high quality brand-name products.

APRO
Association of Progressive Rental Organizations

JLR America
One-stop shopping, offering a myriad of supplies and accessories to the RTO Industry.

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The rent-to-own industry stands at a technological crossroads, and Atlog is blazing the trail with AI solutions custom-built for RTO businesses. In this revealing conversation, Shaun Karakkattu, Chief Operating Officer of Atlog, shares how their team is revolutionizing how rental dealers connect with customers through remarkably human-like AI voice agents.

Shaun explains how Atlog was born from recognizing a critical gap in the rent-to-own space – the challenge of consistently making timely collection calls when staff are busy with in-store customers or otherwise unavailable. Their solution? AI voice agents that sound so authentic that during demonstrations, people have mistaken them for actual employees. "We had it on speakerphone," Shaun recalls, "and there was a person walking distance and they're like, 'Is that Reggie from XYZ store?'"

What distinguishes Atlog from previous attempts to bring technology to the RTO space is their vertical approach – designing software specifically for rental dealers rather than adapting generic solutions. Their team combines deep technical expertise (all three co-founders have computer science backgrounds from Vanderbilt) with mentorship from tech industry leaders through the prestigious "Y Combinator" program, which has launched companies like Airbnb and DoorDash.

The conversation explores how Atlog's technology maintains the personal touch that's vital to rent-to-own while addressing practical challenges. Their system provides real-time dashboards showing call performance metrics, integrates with existing POS systems, and offers various voice options including different accents and languages. Future plans include expanding from collections to inbound customer service, delivery feedback calls, and eventually sales outreach.

For rental dealers interested in bringing this technology to their operations, Atlog offers "white glove" onboarding, where they visit stores personally to customize implementation. Their pricing is store-based, making the solution accessible to both single-location operators and multi-store enterprises.

Connect with Atlog at sean@atlog.ai or visit atlog.ai to schedule a demo and experience firsthand how AI can transform your rental business while preserving the relationships that make RTO special.

*Operating software currently being developed and not ready as of the recording of this podcast.

Sponsored by: APRO, Wow Brands, JLR America, and FlyWheel RTO

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Why do some rent-to-own stores convert 30% of their customers to new agreements while others struggle to break 20%? The answer lies not in last-minute sales tactics but in the entire customer experience journey. In this eye-opening conversation, Pete Shau and Jason Winters dive deep into the real factors that determine whether customers stick around after completing their agreements.

The modern rental customer has more options than ever before. With just a few taps on their phone, they can find comparable merchandise from countless competitors. What makes them choose to continue doing business with you? It starts with deserving their loyalty through exceptional service, clean stores, well-presented merchandise, and problem resolution that exceeds expectations.

We explore practical strategies for improving conversion rates, from the timing of customer outreach (60-90 days before agreement completion) to bundling complementary products that enhance their existing purchases. Learn why loyalty programs represent a massive untapped opportunity in the rental industry and how delivery personnel can dramatically impact customer retention through their service approach.

Most importantly, discover why the fundamental question every rental business should ask is simply: "Do you deserve their business?" As Pete emphasizes, "Your PIF conversion starts when you say 'Hi, how are you doing today?'" The entire customer relationship—not just the final sales pitch—determines whether they'll walk away or sign a new agreement.

Ready to transform your conversion rates? Email pete@thertoshowpodcast.com with your questions or connect with us on social media. Subscribe to our podcast for more industry insights that drive real-world results.

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Post-pandemic realities have forever altered the customer journey in rent-to-own, demanding fresh approaches from industry veterans and newcomers alike. Pete Shau and Jason Winters unpack this transformation with refreshing candor, highlighting how the traditional in-store sales model has been overwhelmed by digital-first shopping habits.

Most striking is their revelation about traffic patterns: "We're not 70-30 anymore. We're 80-20 or even 85-15," with online interactions dominating customer engagement. This shift requires sales professionals to develop entirely new skillsets for closing deals through text messages, emails, and automated systems rather than face-to-face conversations.

The episode introduces a compelling metaphor comparing successful sales teams to gardeners rather than hunters. Where traditional approaches focused on immediate conversions, today's environment demands patience and consistent nurturing. "No gardener plants just one carrot," Shau notes, emphasizing that multiple touchpoints across various channels must be maintained with potential customers. This gardening mentality recognizes that while customers initiate purchase decisions at their convenience (often during evening hours when scrolling through social media), conversion requires persistent follow-up.

Perhaps most valuable is their critique of the "Superman manager" syndrome plaguing many RTO operations—where one person attempts to handle everything themselves rather than developing team capabilities. This approach ultimately wastes resources as stores "pay for five salaries but only get what one person can physically do." Both hosts advocate for training environments where everyone contributes to sales, from delivery techs spotting additional needs in customers' homes to collection managers reconnecting with previous customers.

The conversation wraps with practical advice about following established processes rather than reinventing operational systems. As Winters puts it, "A chocolate chip cookie is delicious. You don't have to invent it every time you want one." This wisdom applies perfectly to RTO operations seeking to thrive in challenging retail environments.

Ready to transform your approach for today's digital-first customers? Subscribe now and join the conversation about evolving your RTO strategy for 2023 and beyond.

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A glass artist's son from Uruguay transforms into a rent-to-own industry leader—Leonard Alonso's journey captures the essence of entrepreneurial spirit and American opportunity.

At just 13 years old, Leonard was crafting glass Disney characters on Main Street after Walt Disney himself discovered his father's artistry at the 1965 World's Fair. This early training in craftsmanship and customer service laid the foundation for an extraordinary career path that would take him from Disneyland to the highest levels of the rent-to-own industry.

When Leonard transitioned to Champion TV (later becoming a 100+ store powerhouse), he started in the warehouse refurbishing scratched console televisions. His breakthrough came during a closed-door sale when his product knowledge and natural sales ability caught management's attention. This moment launched his ascent through operations—from store manager to regional director overseeing 54 locations—his secret weapon being a meticulous approach to product handling that dramatically reduced costs.

After decades in operational leadership across Champion, Color Time, Aaron's and more, Leonard identified a critical gap in the rent-to-own supply chain. Drawing on this insight, he founded JLR America, creating a streamlined supply solution specifically tailored to what rent-to-own operators actually need. What sets JLR America apart? A leadership team with over 50 years of combined in-store experience, competitive pricing, lower shipping thresholds, and the agility to make decisions "within a minute"—now serving over 500 rent-to-own stores nationwide.

Leonard's advice for aspiring entrepreneurs reflects his own success formula: "Hone your skill and don't be afraid. Take the plunge." Want to learn more about transforming industry expertise into entrepreneurial success? Explore JLR America at jlramerica.com or call 727-395-9121 to discover how their rent-to-own knowledge can support your business needs.

APRO
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Finding new customers remains one of the biggest challenges for Rent-to-Own businesses. While many stores focus on reactivating inactive customers or working through paid-out lists, there's a powerful channel that's often overlooked: Facebook marketing.
 
 Marketing expert Jeraud Norman joins host Pete Shau to reveal how Facebook's "interruption-based" marketing creates opportunities that Google's "intent-based" approach simply can't match. Instead of waiting for customers to search for your products, Facebook allows you to appear regularly in their feeds, creating awareness and staying top-of-mind for when they need your services.
 
 "Facebook is basically like the radio, but with visuals," Jeraud explains, highlighting how this consistent presence trains potential customers to think of your business first. Through authentic video content featuring real team members, RTO businesses can create personal connections with prospects before they ever walk through the door. This "know, like, and trust" effect significantly increases conversion rates and puts you miles ahead of competitors.
 
 The most surprising insight? You don't need professional equipment or polished scripts. In fact, authentic smartphone videos often outperform expensive, corporate-style productions. The focus should be on showing your real personality and creating genuine connections with potential customers. Minor blunders or imperfections actually make you more relatable and trustworthy.
 
 Ready to bring fresh blood to your RTO business? Discover how Facebook marketing could transform your customer acquisition strategy and drive substantial growth for your store.

APRO
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What does it take to build a sustainable rental business that thrives for over four decades? Gary Ferman, who recently stepped back after 44 years at the helm of Showplace Rent-to-Own, shares the wisdom earned from growing a single location into a 15-store operation across multiple states.

Gary's journey began in 1982 during economic hardship with interest rates at 18.5%. With remarkable candor, he reveals how determination and financial discipline propelled him forward despite challenging circumstances. "My wife drove a 1964 Mercury Comet station wagon in the 80s for nine years with no air conditioning, no automatic transmission," he recalls, illustrating the sacrifices made to reinvest in the business. This bootstrap mentality laid the foundation for sustainable growth.

The conversation explores Showplace's evolution, including its expansion to 25 locations before Gary made the strategic decision to sell 10 stores to Aaron's in 2003. This pivotal moment highlights one of his most valuable insights: discovering your operational "sweet spot." For Showplace, that meant about 125 employees—a size that allowed Gary to maintain personal relationships while ensuring quality operations. As he puts it, "Big was never as important to me as good."

Perhaps most compelling is Gary's approach to succession planning, as his son Keith now serves as president and majority owner. Rather than forcing a legacy, Gary supported his children's individual passions, creating space for Keith to naturally develop his leadership within the company. Their complementary strengths created a partnership reminiscent of Gary's relationship with his wife Marianne, who managed their cash advance business while he focused on RTO.

For aspiring entrepreneurs, Gary offers actionable advice drawn from Stephen Covey's principles: "Dream big, write it down, bust it into bite-sized pieces, keep the main thing the main thing." This methodical approach to goal-setting and prioritization forms the cornerstone of his success philosophy.

Ready to take your business journey further or just starting out? Subscribe to The RTO Show for more industry insights from pioneers who've shaped the rental landscape.

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