For equipment manufacturers and rental businesses alike, growth is rarely just about selling more machines. It is about timing, cash flow, and having the confidence to act when opportunities appear. In Australia’s access equipment market, that balance has become increasingly important as projects move faster, machines become more specialised, and customers are expected to respond with little notice.
For Keith Clarke, General Manager of Haulotte Group ANZ, that reality has shaped how Haulotte operates in Australia and how it works with finance partner DLL, represented locally by Liam Dalziell, National Sales Lead Vendor Partners – Construction, Transportation & Industrial.
For Keith Clarke, General Manager of Haulotte Group ANZ, that reality has shaped how Haulotte operates in Australia and how it works with finance partner DLL, represented locally by Liam Dalziell, National Sales Lead Vendor Partners – Construction, Transportation & Industrial.
Together, the two businesses have built a long-standing partnership focused on making equipment purchases simpler, faster and more predictable for rental businesses.
A long-term commitment to Australia
Haulotte’s presence in Australia is not recent. Keith said the company is celebrating 40 years globally in the elevating work platform segment, with more than 25 years of direct involvement in the Australian market.
“Australia was actually the first country Haulotte expanded into outside of France,” he said. “It has always been a strong market for access equipment, driven by strict safety standards and a mature approach to working at height.”
“Australia was actually the first country Haulotte expanded into outside of France,” he said. “It has always been a strong market for access equipment, driven by strict safety standards and a mature approach to working at height.”
Why finance became critical
As Haulotte’s customer base grew, another challenge became clear. Many rental businesses were expanding quickly but struggling with the final step of the sales process.
“We were good at selling equipment, but the biggest risk was always getting paid,” Keith said. “Most of our customers are small to medium businesses. They are great operators, but dealing with banks and finance structures is not always their strength.”
Longer payment cycles created uncertainty for both sides. According to Keith, that was the turning point that led Haulotte to strengthen its partnership with DLL.
“Working with DLL allowed us to secure funding upfront,” he said. “We know approvals are in place before a deal is finalised, which gives certainty to us and to the customer.”
Keith said the impact on business growth has been significant.
“Honestly, we would not have grown at the pace we have without DLL,” he said. “And many of our customers would not be where they are today either.”
He said DLL has helped rental businesses move from small operations into multi-million-dollar enterprises by providing structured financing that traditional banks were often unwilling to offer.
DLL's partnership-led approach
For Liam, these outcomes reflect DLL’s broader partnership strategy and the strengths that set it apart in the access equipment and rental sectors.
“Our role is to partner with manufacturers like Haulotte over the long term, and in a way that genuinely supports how their customers operate,” he says. “That means bringing deep asset knowledge, understanding market and rental utilisation cycles, and moving quickly on approvals so operators can secure equipment when they need it. We help them expand their fleet and scale their business in a sustainable way”
He said the strength of the Haulotte relationship lies in alignment.
“We are not just financing one transaction,” Liam said. “We are building portfolios of repeat customers who grow over time.”
A key part of that model is Haulotte Financial Services, a branded vendor finance programme that integrates finance directly into the sales process.
“It removes complexity for Haulotte’s sales team,” Liam said. “They do not need an in-house finance function. We manage the process end to end, from application through to settlement.”
That approach also benefits customers, who deal with a finance provider that understands access equipment and rental business cycles.
Flexibility over rigidity
One of the biggest differences between DLL and traditional lenders, according to Keith, is flexibility.
“Banks have many revenue streams,” he said. “Equipment finance is not always a priority for them, which can make them rigid.”
He said DLL’s understanding of seasonal cash flow is particularly valuable.
"For many rental businesses, December and January are quiet,” Keith said. “Being able to structure transactions upfront, without payments during that period can make a real difference to business health."
Liam agreed, saying finance structures need to reflect how equipment is actually used.
“Our job is to balance growth with responsible lending,” he said. “We help customers understand their limits so they can respond to demand without overextending themselves.”
Revolving credit lines are a common solution. These allow customers to buy equipment quickly when needed while keeping debt within agreed boundaries.
“That speed is critical,” Keith said. “A customer might tell you they are buying nothing this year, then call three days later needing 30 machines. Having finance pre-approved means we can react immediately.”
Revolving credit lines are a common solution. These allow customers to buy equipment quickly when needed while keeping debt within agreed boundaries.
“That speed is critical,” Keith said. “A customer might tell you they are buying nothing this year, then call three days later needing 30 machines. Having finance pre-approved means we can react immediately.”
Changing equipment demands
While the industry continues to evolve, Keith said some fundamentals remain the same. Smaller scissor lifts still account for around 60 per cent of the company’s global and Australian sales.
“What is changing is the size at the top end,” he said. “We are seeing more demand for larger scissor lifts and higher reach machines, particularly in warehousing and logistics.”
At the same time, customer expectations around specification and safety continue to grow.
“There is more complexity now,” Keith said. “Additional safety features, site-specific requirements and short lead times all add pressure.”
This reactivity makes accurate forecasting difficult, which is why close collaboration between manufacturer, financier and customer is essential.
“What is changing is the size at the top end,” he said. “We are seeing more demand for larger scissor lifts and higher reach machines, particularly in warehousing and logistics.”
At the same time, customer expectations around specification and safety continue to grow.
“There is more complexity now,” Keith said. “Additional safety features, site-specific requirements and short lead times all add pressure.”
This reactivity makes accurate forecasting difficult, which is why close collaboration between manufacturer, financier and customer is essential.
Looking ahead
Both executives see the partnership continuing to play a central role in 2026 and beyond. “For most of our customers, DLL is simply part of how business is done,” Keith said. “It works smoothly and supports growth.”
Liam said there is still room to innovate, even in a mature relationship.
“Haulotte is a global brand with strong innovation,” he said. “Our focus is to keep evolving our finance solutions so we continue adding value to them and their customers.”
In a market defined by short lead times and high expectations, that certainty may be the most valuable asset of all.
Liam said there is still room to innovate, even in a mature relationship.
“Haulotte is a global brand with strong innovation,” he said. “Our focus is to keep evolving our finance solutions so we continue adding value to them and their customers.”
In a market defined by short lead times and high expectations, that certainty may be the most valuable asset of all.
