The RTO Show: "Let's talk Rent to Own"

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What happens behind the scenes when an entire industry is fighting for legal survival?

In this episode of The RTO Show Legends Series, host Peter Shau sits down with Brad Dennison, former General Counsel for Rent A Center and longtime industry advocate, to unpack the legal battles, legislative strategy, and customer first philosophy that helped shape the modern rent to own industry. 

Brad shares what it was like navigating class action lawsuits, defending the lease versus credit transaction model, and helping pass rent to own legislation across the United States during one of the most critical periods in RTO history. From Wisconsin and Minnesota to California and New York, this episode offers an inside look at how consumer access, compliance, and advocacy became central to the industry's long term survival and growth.

• Why the lease versus credit debate became one of the biggest legal battles in rent to own history
• How rent to own legislation was passed state by state and what those fights looked like behind closed doors
• The role APRO, rental dealers, vendors, and customers played in protecting the industry
• Why customer flexibility and access continue to drive the value of the rent to own model
• How Benefit Marketing Solutions helps RTO customers with unemployment protection, accident coverage, telemedicine, and more

• 00:00 – Why Brad Dennison became one of the industry's leading legal advocates
• 08:02 – The lease versus credit battle and the lawsuits shaping rent to own
• 14:30 – How customer stories helped win over legislators across the country
• 22:29 – Why rent to own continues to matter in underserved communities
• 31:22 – How compliance, ethics, and customer respect changed the industry's reputation
• 45:47 – The behind the scenes reality of fighting legislative battles for RTO
• 55:36 – How Benefit Marketing Solutions protects customers during times of crisis

Brad Dennison is the former General Counsel for Rent A Center and a longtime advocate for the rent to own industry. With decades of experience in legislative strategy, compliance, class action litigation, and consumer protection, Brad played a major role in helping shape modern rent to own laws across the United States. He currently works with Benefit Marketing Solutions, supporting dealers and customers through value driven membership programs and advocacy efforts.

• Rent to Own legislative model acts
• APRO Government Relations Committee
• Consumer disclosure and compliance frameworks
• Benefit Marketing Solutions membership programs
• Loss Damage Waiver (LDW)
• Telemedicine and unemployment protection benefits

“The rent to own customer understands the value of flexibility, access, and opportunity.” This conversation is a reminder that industries survive long term when they continue putting customers first and stay active in advocacy, compliance, and community engagement.

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In this special episode of The RTO Show, Pete Shau welcomes Ray Muncy of Buddies Home Furnishings and Dave Deep, founder of Wake for Warriors. Together, they explore how a shared love of water and community turned into a nationwide movement supporting veterans through adaptive water sports. Hear inspiring stories, learn about Wake for Warriors' life-changing events, and find out how business leaders and volunteers can get involved.

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What does it take to help build and protect an entire industry from the ground up?

In this episode of The RTO Show, Peter Shau sits down with rent to own industry pioneer Kevin Quinn to explore the early days of the RTO business, the fight for industry regulation, and the leadership decisions that helped shape modern rent to own operations across the United States. 

Kevin shares how he started in rent to own in 1982, helped grow Quality Rentals, became APRO President during one of the most challenging periods in the industry’s history, and worked alongside industry leaders to fight federal legislation, IRS classification battles, and public perception challenges. This episode offers a rare behind the scenes look at RTO history, advocacy strategy, dealer leadership, and the relationships that built a multibillion dollar industry. 

• How the rent to own industry evolved from a small niche business into a nationally recognized industry
• Why APRO advocacy, state legislation, and dealer collaboration were critical to the survival of rent to own
• The behind the scenes story of the IRS battle that nearly changed the future of the RTO industry
• How industry leaders used strategic planning, lobbying, and public relations to protect dealers and consumers
• Why long term relationships, mentorship, and industry camaraderie still define the rent to own business today

• 01:30 – How Kevin Quinn entered the rent to own industry in 1982
• 07:14 – Learning business strategy and leadership through early APRO mentorship
• 11:33 – Why banks and vendors were hesitant to support rent to own companies in the early years
• 20:36 – Rebuilding APRO and helping establish Washington state rent to own legislation
• 27:04 – The moment Kevin learned Congress was targeting the rent to own industry
• 31:34 – Building a national strategy to fight IRS classification challenges and industry attacks
• 43:01 – The ruling that helped preserve the rent to own business model
• 49:35 – Why relationships and industry unity became the foundation of long term RTO success

Kevin Quinn is a longtime rent to own executive, former APRO President, and cofounder of Quality Rentals. Over several decades, he helped shape the growth of the rent to own industry through advocacy, dealer leadership, legislative work, and strategic industry collaboration. 

• APRO advocacy and dealer collaboration strategies
• State by state rent to own legislative framework development
• Strategic planning sessions for industry crisis management
• Legal Defense Initiative Fund (LDIF)
• Public relations and lobbying strategies used during federal investigations
• Rent to own lease structure and depreciation model education

As Kevin Quinn reflects in this conversation, the growth of the rent to own industry was built through persistence, collaboration, and people willing to fight for the future of the business. From dealer advocacy and legislative battles to mentorship and multigenerational leadership, this episode captures the resilience that continues to define the RTO community. 

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What does it really take to build a multistate rent to own company from the ground up and sustain it for more than 40 years?

In this episode of The RTO Show, Peter Shau sits down with Larry Carrico, founder of Rent One, to unpack the leadership principles, training systems, acquisition strategy, and customer-first mindset that helped shape one of the most respected independent rent to own businesses in the industry. 

Larry shares the story behind growing Rent One from two struggling stores into more than 100 locations across eight states, why people development became the foundation of long term growth, and how the rent to own industry continues to evolve through gaming, technology, customer service, and generational leadership. This conversation is packed with practical insights for rent to own operators, entrepreneurs, business leaders, and anyone interested in scaling a family business while leaving a legacy. 

• How Larry Carrico grew Rent One through acquisitions, operational systems, and leadership development
• Why employee training and company culture became a competitive advantage in the rent to own industry
• The real role APRO advocacy played in protecting rent to own businesses and consumer access
• How Rent One adapted to changes in retail, gaming, e-commerce, and younger customer behavior
• Why long term growth depends on mentorship, succession planning, and building the right team

• 04:49 – How Larry Carrico bought his first two rent to own stores with borrowed money and determination
• 09:27 – Why Rent One focused on acquiring struggling stores instead of opening from scratch
• 14:20 – The Zig Ziglar training philosophy that shaped Rent One’s employee culture
• 22:14 – Larry’s first experience working with APRO and fighting anti rent to own legislation
• 27:39 – How Rent One built a customer experience around solving real household problems
• 31:36 – The story behind launching RNR Tire Express and entering the wheel and tire industry
• 41:02 – Rebuilding the business after a devastating fire destroyed company records and operations
• 50:36 – Where Larry believes the future of rent to own is headed with gaming, younger customers, and evolving consumer behavior

Larry Carrico is the founder of Rent One and a longtime leader in the rent to own industry. Over the last four decades, he has helped grow Rent One into a multistate operation while serving in APRO leadership roles and mentoring the next generation of RTO business owners. 

• The Five Ps framework: People, Program, Pricing, Products, and Promotion
• Zig Ziglar leadership and motivation training systems
• DISC personality assessments and employee development strategies
• Company Cake employee training platform
• APRO legislative advocacy and state level rent to own education
• Acquisition based growth strategy for independent rent to own operators
• Delivery Tech Rodeo employee engagement and operational training program

Larry Carrico’s story is a reminder that long term business success is built through people, persistence, and the willingness to keep learning. From rebuilding after setbacks to mentoring future leaders, this episode highlights why the rent to own industry continues to thrive through innovation, relationships, and service.

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What if offering health benefits to your employees did not require a massive HR department or a Fortune 500 budget?

In this episode of The RTO Show, Peter Shau sits down with Marshall Darr, CEO and co-founder of StretchDollar, to explore how small businesses can offer flexible, affordable healthcare benefits without getting buried in traditional insurance complexity. 

Marshall explains how ICHRA health reimbursement arrangements are changing the way small business owners support employees, why healthcare costs keep rising for smaller companies, and how rent to own operators can use pre tax healthcare funding to attract and retain better talent. If you own a small business, manage a growing RTO company, or want to understand modern employee benefits for teams under 50 employees, this episode breaks it all down in practical terms. 

• How ICHRA health plans work and why they are becoming a popular alternative to traditional group insurance
• Why healthcare costs have become harder for small business owners to manage over the last decade
• How small businesses can offer employee healthcare benefits with flexible monthly budgets
• The role personalized healthcare plans play in employee retention and recruitment
• Why giving employees more healthcare choices can improve satisfaction and reduce administrative stress

• 01:26 – Marshall Darr’s journey from startup founder to healthcare entrepreneur
• 02:47 – Why traditional group health insurance plans fail many small businesses
• 08:52 – What ICHRA actually means and how it works for employers and employees
• 15:20 – How StretchDollar allows employees to choose healthcare plans that fit their personal needs
• 16:16 – The story of helping an employee reduce insulin costs from $1,300 a week to a $30 copay
• 18:13 – How small businesses can control healthcare spending with flexible monthly contribution budgets
• 28:15 – Why healthcare should not limit where talented employees choose to work
• 33:38 – Marshall’s prediction for the future of healthcare benefits and employee owned insurance plans
• 45:23 – Leadership lessons on incremental growth, company culture, and building mission driven teams
• 54:52 – Marshall Darr’s direct advice for small business owners considering healthcare options

Marshall Darr is the CEO and co-founder of StretchDollar, a healthcare benefits platform designed to help small businesses offer affordable, flexible employee health coverage through ICHRA reimbursement models. He previously worked in payroll, benefits, and health insurance technology and has spent more than a decade helping businesses navigate employee healthcare solutions. 

• ICHRA healthcare reimbursement arrangements
• ACA compliant individual health insurance plans
• Pre tax employee healthcare funding
• Small business health benefits administration systems
• Healthcare broker support for employees across all 50 states
• Medical bill negotiation support services
• Flexible healthcare budgeting for companies with fewer than 50 employees

Healthcare benefits can feel overwhelming for small business owners, but this conversation shows there are new ways to support employees without sacrificing growth or financial flexibility. Marshall Darr shares a practical vision for how small businesses can compete for talent while giving employees more control over their healthcare decisions.

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What does it take to build a rent to own legacy that lasts for decades and still keeps growing?

In this episode of The RTO Show, Peter Shau sits down with Larry Sutton, founder of RNR Tire Express and one of the most respected leaders in the rent to own industry, to talk about entrepreneurship, business growth, franchise leadership, and the evolution of lease to own retail. 

Larry shares the story behind building Champion Rent to Own, selling 30 stores during the industry boom years, and launching RNR Tire Express after spotting a massive gap in the tire and wheel market. This conversation explores business mentorship, customer focused innovation, franchise expansion, and how rent to own operators can identify underserved markets and create long term value. 

• How Larry Sutton transitioned from traditional rent to own to building RNR Tire Express into a 200 plus location franchise brand
• Why customer needs and market gaps are often the best indicators for new business opportunities
• The leadership lessons Larry learned from APRO, Slats Sutton, and other rent to own legends
• How franchise businesses scale through branding, systems, training, and operational consistency
• Why hiring smart people and maintaining a strong work ethic are critical for long term entrepreneurial success

• 01:26 – The origin story behind the “Reverend of RTO” nickname
• 07:43 – How Curtis Mathis helped shape the early rent to own industry
• 11:21 – The handshake deal that launched Larry Sutton into ownership
• 13:22 – Building Champion Rent to Own into a major regional operation
• 24:14 – Surviving financing challenges and industry shifts during the growth years
• 33:40 – Why Larry Sutton pivoted from rent to own furniture into wheels and tires
• 37:17 – The explosive early growth of Rent N Roll and the rise of custom wheel culture
• 41:51 – The rebrand strategy that transformed Rent N Roll into RNR Tire Express
• 55:38 – Larry Sutton’s advice for entrepreneurs on leadership, hiring, and hard work

Larry Sutton is the founder of RNR Tire Express and a legendary figure in the rent to own industry. Known as the “Reverend of RTO,” Larry helped shape modern rent to own operations through leadership, franchise innovation, customer service strategies, and decades of involvement with APRO and the broader lease to own community. 

• Lease to own business models for underserved consumers
• Franchise growth and multi location scaling strategies
• Customer value based pricing models
• Tire industry certification and TIA training systems
• Retail rebranding and identity repositioning strategies
• Rent to own customer retention through service and maintenance programs
• APRO networking, education, and advocacy programs

Larry Sutton’s story is a reminder that great businesses are built by people who understand their customers, stay open to change, and never stop learning. From televisions and appliances to custom wheels and tires, his career shows how entrepreneurial vision and relentless hard work can create lasting impact across an entire industry. 

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What actually goes into creating marketing videos that stop the scroll, connect with customers, and drive traffic into a rent to own store?

In this episode of The RTO Show, Peter Shau sits down with Steven Stahl of EssToo Creative to pull back the curtain on video production, creative storytelling, social media strategy, and the behind the scenes process of building memorable RTO marketing campaigns. 

From hilarious Rent King commercials to practical advice on lighting, audio, scripting, branding, and customer engagement, this conversation breaks down how rent to own operators can create better content even on limited budgets. Steven also shares how his military intelligence background shaped his approach to creative problem solving, video direction, and brand storytelling in the retail and lease to own space. 

• How to create rent to own marketing videos that increase engagement and stop customers from scrolling past your content
• Why storytelling and humor work better than product dumping in retail advertising
• The biggest mistakes businesses make with video production, including poor audio, lighting, and lack of planning
• How social media content can help rent to own stores build trust, customer relationships, and long term brand recognition
• Why creativity, commitment, and consistency matter when building marketing campaigns for lease to own businesses

• 02:15 – How Steven Stahl’s military intelligence background led him into video production and creative direction
• 06:10 – The video roast project that sparked Steven’s passion for filmmaking and storytelling
• 09:11 – The early Rent King commercials that generated massive engagement and customer attention
• 12:15 – Why storytelling works better than simply pushing products in retail advertising
• 17:28 – The famous “two guys in a bed” commercial and the strategy behind scroll stopping marketing
• 21:21 – How to build marketing campaigns around your team’s real personalities and strengths
• 31:21 – The difference between funny ads and emotionally driven recruitment and branding campaigns
• 40:45 – Why audio quality is one of the most overlooked parts of social media video production
• 44:43 – The biggest video marketing mistakes rent to own businesses make with low budget content

Steven Stahl is the founder of EssToo Creative, a veteran owned creative agency specializing in video production, branding, social media marketing, and storytelling strategy. With a background in military intelligence and over two decades of creative experience, Steven helps businesses create engaging content that connects with audiences and drives results. 

• Scroll stopping social media marketing strategies
• Story driven retail advertising
• Creative problem solving for brand development
• Video scripting and production planning
• Customer engagement through humor and emotional storytelling
• Audio first content creation techniques
• Low budget video marketing strategies for rent to own stores
• DaVinci Resolve editing workflows and mobile video production tools

The best marketing campaigns are not always the biggest or most expensive. They are the ones that connect with people, create emotion, and leave a lasting impression. Whether you are filming with a professional crew or using a smartphone in your store, the key is to commit to the message, tell a story, and make people care.

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What can today’s rent to own operators learn from one of the people who helped shape the modern RTO industry?

In this episode of The RTO Show, Peter Shau sits down with John Blair, former Executive Director of TRIB, Marine Corps veteran, and longtime industry leader, to unpack nearly four decades of rent to own history, leadership, vendor relationships, industry growth, and the evolution of dealer networks. 

John shares how TRIB grew from just 17 members into one of the most influential organizations in the rent to own business, how rebate programs changed vendor partnerships, and why relationships, loyalty, and collaboration still drive success in the lease to own industry today. This conversation is packed with insight for RTO dealers, independent operators, industry vendors, and anyone interested in the history and future of the rent to own business model. 

• How the TRIB Group grew from a small dealer network into a major force in the rent to own industry
• Why vendor relationships, rebate programs, and dealer collaboration became critical to RTO business growth
• How technology, furniture packages, electronics, and laptops transformed the lease to own customer experience
• The leadership lessons John Blair learned from the Marine Corps and how they shaped his career in rent to own operations and sales
• Why organizations like APRO and TRIB continue to play a major role in advocacy, education, networking, and long term industry stability

• 03:14 – How John Blair’s military service changed the direction of his life and leadership mindset
• 05:50 – The unexpected way John entered the furniture rental and rent to own business
• 07:18 – How TRIB hired its first Executive Director and began building a national dealer network
• 09:22 – The “meetings of the minds” strategy that helped TRIB members share pricing, operations, and legal insights
• 13:37 – The rebate negotiation story that showed the power of dealer unity and vendor leverage
• 17:05 – How TRIB secured one of its biggest rebate agreements with Ashley Furniture
• 21:42 – Why technology and computer systems became a turning point for the rent to own industry
• 31:21 – How the famous TRIB hot show concept changed dealer buying opportunities and vendor relationships
• 35:10 – Why laptops, electronics, and technology became some of the biggest growth drivers in RTO
• 42:39 – John’s health challenges, recovery journey, and the mindset that helped him keep moving forward

John Blair is a former Executive Director of the TRIB Group and a respected leader in the rent to own industry with nearly 40 years of experience in furniture rental, dealer development, vendor relations, and sales leadership. A Marine Corps veteran and longtime advocate for the RTO community, John played a major role in helping TRIB grow into one of the industry’s most influential organizations. 

• TRIB dealer collaboration model
• Vendor rebate negotiation strategies
• “Meetings of the Minds” peer networking sessions
• Group purchasing and volume rebate programs
• RTO vendor committee systems for furniture, appliances, electronics, and service providers
• APRO advocacy and industry education initiatives
• Technology adoption strategies in rent to own operations
• Relationship driven dealer and vendor partnerships

The rent to own industry has always been built on relationships, trust, and people helping each other succeed. John Blair’s story is a reminder that strong leadership, collaboration, and loyalty can shape an entire industry for generations. 

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What separates a successful company from a legendary one?

In this episode of The RTO Show, host Peter Shau sits down with Wayland Russell, co founder of Rainbow Rentals and current co owner of Eagle Rental Purchase, to unpack the leadership philosophy, operational discipline, and customer first mindset that helped build one of the most influential rent to own businesses in industry history. 

From opening six stores in a single month to pioneering rent to own technology, premium furniture distribution, bundled computer software, and culture driven leadership, Wayland shares the real story behind Rainbow Rentals’ rise to more than 120 locations and industry leading revenue per store. This conversation is packed with insights on scaling a business, building company culture, customer retention, leadership development, and the future of the rent to own industry in the AI era. 

What You’ll Learn:

•  Why “you do not build a company, you build a culture” became the foundation of Rainbow Rentals’ growth strategy 
•  How Wayland Russell used leadership, employee ownership, and shared mission to create one of the lowest turnover rates in the rent to own industry 
•  The innovation strategy that helped Rainbow Rentals become an early leader in computers, premium furniture, rear projection TVs, and integrated technology systems 
•  What modern business owners can learn about scaling operations, customer experience, and team development from a publicly traded RTO company 
•  How the rent to own industry fought regulatory battles, consumer misconceptions, and financial pressure while continuing to advocate for underserved customers 

Episode Highlights:

• 03:00 – How Rainbow Rentals doubled the average revenue of major competitors
• 06:18 – Why Wayland gave away 57.5% of the company on day one
• 09:13 – The leadership philosophy behind “you build a culture, not a company”
• 13:31 – The partnership with England Corsair that changed furniture distribution in RTO
• 20:31 – Becoming the first rent to own company to scale rear projection TVs and rental computers
• 23:20 – How Rainbow Rentals helped bring low income families into the computer age
• 26:26 – Why AI could widen the economic gap and what the RTO industry must do next
• 31:07 – The financial struggles, loan recalls, and public market pressure behind the company’s growth
• 42:28 – How APRO and industry advocacy helped save rent to own from government regulation
• 49:06 – Leadership advice for entrepreneurs building a company from the ground up

Meet the Guest:

Wayland Russell is the co founder of Rainbow Rentals, one of the most successful and innovative rent to own companies of the 1990s and early 2000s, and current co owner of Eagle Rental Purchase. Known for his people first leadership style and customer focused innovation, Wayland helped shape modern rent to own operations through technology adoption, culture driven management, and industry advocacy. 

Tools, Frameworks, or Strategies Mentioned:

•  Culture first leadership philosophy 
•  Employee partnership and ownership model 
•  Just in time furniture distribution strategy 
•  Bundled software and computer rental innovation 
•  Integrated inventory and ordering software systems 
•  Customer centered account management approach 
•  APRO industry advocacy and legislative engagement 
•  “More, Better, Different” customer experience framework 

Closing Insight:

Wayland Russell’s story is a reminder that sustainable growth comes from serving people well, building strong teams, and staying committed to long term values even during uncertainty. Great companies are built by leaders who help others succeed and create opportunities for customers, employees, and communities alike.

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What keeps the rent to own industry moving forward behind the scenes?

In this episode of The RTO Show, host Peter Shau sits down with Dennis Shields, Executive Director of the TRIB Group, to explore how vendor relationships, buying power, logistics, and industry collaboration helped shape modern rent to own operations over the last four decades. 

Dennis shares the untold story behind the Rental Industry Buying Group, the evolution of vendor partnerships, changing technology trends, supply chain challenges, product warranties, and how relationships with companies like Whirlpool, Ashley, GE, and Samsung transformed the industry. If you want to understand how rent to own businesses negotiate smarter, scale operations, manage inventory, and adapt to changing consumer behavior, this conversation delivers practical insight and industry history in one place. 

What You’ll Learn:

•  How the TRIB Group helped independent rent to own dealers increase buying power and negotiate better vendor programs 
•  Why vendor relationships and communication are critical for long term growth in the rent to own industry 
•  How technology changed the RTO business from tube TVs and projection screens to gaming computers and smart appliances 
•  The real impact of supply chain disruptions, container buying, and distributor networks on modern rent to own operations 
•  Why collaboration, education, and industry events like Meeting of the Minds continue to shape the future of RTO 

Episode Highlights:

• 02:43 – How the TRIB Group started with just a handful of rental dealers in 1983
• 06:07 – Why some major manufacturers still struggle to understand the rent to own industry
• 08:44 – How Ashley Furniture became one of the biggest vendor success stories in RTO
• 16:04 – The battle for stronger warranties and better vendor support for rent to own dealers
• 22:19 – How TVs, electronics, and technology completely changed the industry
• 24:56 – Why smartphones transformed customer expectations and product innovation
• 28:31 – The rise of container buying and how supply chain delays reshaped inventory planning
• 39:48 – The origin story behind TRIB’s Meeting of the Minds conference
• 46:08 – Why gaming computers became one of the most important new product categories in rent to own
• 49:18 – Dennis Shields’ advice on vendor relationships, business credit, and long term success

Meet the Guest:

Dennis Shields is the Executive Director of the TRIB Group and has spent more than 39 years in the rent to own industry, including over 25 years leading one of the most influential buying groups in RTO. His experience spans store operations, multi unit management, purchasing, vendor negotiations, and industry leadership. 

Tools, Frameworks, or Strategies Mentioned:

•  Rental Industry Buying Group model 
•  Vendor partnership and rebate negotiation strategies 
•  Distributor based inventory management 
•  Container purchasing systems 
•  Extended warranty negotiations for RTO products 
•  Meeting of the Minds collaboration framework 
•  Relationship driven vendor advocacy 
•  Technology based inventory and product planning 

Closing Insight:

The growth of the rent to own industry has always depended on relationships, education, and collaboration. Dennis Shields reminds us that strong partnerships between dealers, vendors, distributors, and advocacy groups create better opportunities for businesses and customers alike.

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