Case Overview: 28% Revenue Growth in 6 Months
Adding new inventory to your rental business always feels like a gamble. Will it book enough dates? Will it pay for itself? Will clients actually want it?
Elegant Event Rentals, a mid-sized event rental company in the US Midwest, faced these exact questions in early 2025. Their core business — tables, chairs, and tent rentals — was growing slowly, and price competition was squeezing margins.
Six-Month Results at a Glance
This is the full story of how they did it, with real numbers and actionable lessons you can apply to your own rental business.
Client Background
Company: Elegant Event Rentals
Location: Midwest, USA
Years in business: 6 years
Team size: 12 employees (3 full-time, 9 part-time event staff)
Primary services: Wedding rentals, corporate event rentals, tent & table packages
Annual revenue (before arches): ~$450,000/year
Before adding flower arches, their inventory focused on practical, functional items: tents, tables, chairs, linens, and basic lighting. Decor was an afterthought — clients usually sourced flowers and backdrops from separate florists or decor companies.
The problem: every time a client asked about ceremony backdrops or decorative arches, the team had to say "we don't offer that" and refer out. Each referral was lost revenue and a missed opportunity to increase order value.
The Challenge
By 2025, Elegant Event Rentals was hitting a growth ceiling for three reasons:
1. Commodity competition was squeezing margins
Tent and table rentals had become a price game. New competitors were undercutting prices by 15-20%, and the company couldn't match without losing money.
2. Average order value was stagnant
Most clients booked the same basic package: tent + tables + chairs. There was nothing "extra" to add on that had high margins and low effort.
3. Clients wanted one-stop shopping
Brides and corporate planners increasingly preferred working with fewer vendors. Companies that offered both furniture AND decor were winning the bids, even at higher prices.
The team knew they needed to add a high-margin decorative product — but they weren't sure what would actually sell.
The Solution: Adding Artificial Flower Arches
After researching several decor options, the team landed on artificial flower arches for three reasons:
- High rental demand: Every wedding and many corporate events need a ceremony or photo backdrop
- Low maintenance: No water, no wilting, easy to transport and store
- Fast ROI: Wholesale cost is low enough that 1-2 rentals pay for each unit
Initial Investment Breakdown
- 5 × Standard round arches (blush pink & white mix): $95 each = $475
- 2 × Hexagonal arches (sage green & white): $140 each = $280
- Shipping & samples: $180
- Total initial investment: $935
Pricing Strategy
- Round arch rental: $250 per event (retail value)
- Hexagon arch rental: $320 per event (premium pricing)
- Package add-on discount: $200 when booked with a tent package
Marketing Approach
- Added "Flower Arch Rentals" as a new category on their website with professional photos
- Sent email blast to 800+ past clients announcing the new offering
- Posted setup reels on Instagram and Facebook
- Included arch photos in all wedding proposal packages
The Results & ROI Calculation
Six months after launching the flower arch category, the numbers were clear:
Revenue Impact
- Total arch rental revenue: $12,600 from 48 bookings
- Overall monthly revenue up 28% vs. same period last year
- Average order value increased 35% (clients who booked arches spent more on everything else too)
- New client inquiries up 22% (people searching for "flower arch rental" found their website)
ROI Calculation
- Initial investment: $935
- Revenue generated: $12,600
- Labor & transport cost per rental: ~$15
- Total cost of 48 rentals: $720 + $935 = $1,655
- Net profit from arches: $10,945
- ROI: 10.5× in 6 months
Customer Feedback
- 4.9/5 average rating for arch quality
- 83% of arch clients said they'd book again
- 61% said the arch was the "wow factor" their event needed
- Multiple clients specifically chose Elegant Event Rentals over competitors because they offered arches
The surprise benefit: Arches acted as a "loss leader" that brought in new clients who then booked full event packages. The 28% overall revenue growth wasn't just from arch rentals — it was from all the additional tables, chairs, and lighting those new clients booked.
Key Lessons Learned
The Elegant Event Rentals team shared the four biggest lessons from their first six months of offering flower arches:
Lesson 1: Start with 1-2 shapes, not the whole catalog
They started with just round and hexagon arches, and those two shapes accounted for 100% of bookings. There was no need for heart shapes, moon gates, or squares in their first batch. Start small, add shapes based on what clients actually request.
Lesson 2: Standard colors book the most dates
Blush pink, white, and sage green were booked 3× more often than any custom color. Neutral, versatile colors work for 80% of events. Custom colors are great — but only offer them once you have the basics covered.
Lesson 3: Quality photos = more bookings
Their first month was slow because they used supplier photos. Once they set up an arch at a real venue and took professional photos, bookings doubled within two weeks. Real venue photos convert way better than studio product shots.
Lesson 4: Package deals are the secret to higher AOV
Offering a $50 discount when clients add an arch to their tent package resulted in 70% of tent clients adding an arch. The discount is small, but the overall order value goes way up.
Advice for Other Rental Businesses
If you're considering adding flower arches to your inventory, here's their straightforward advice:
- Start small — you don't need a big budget. $1,000 is enough for 5-7 arches to start. That's a low-risk test.
- Order samples first. Feel the quality, test the assembly, and take your own photos before committing to bulk.
- Focus on marketing from day one. The arches won't rent themselves. You need photos on your website, social media posts, and to tell your existing clients.
- Price for profit, not volume. Don't underprice — flower arches are a premium decorative item. Clients are willing to pay for the "wow" factor.
- Track which shapes and colors book most. Double down on what works, don't waste money adding niche shapes no one asks for.
The bottom line: For under $1,000 and a few hours of setup time, flower arches are one of the lowest-risk, highest-ROI inventory additions a rental business can make.
Ready to Test Flower Arches for Your Business?
Order samples to see and feel the quality before you invest in bulk. Most rental businesses see ROI within the first 2-3 events.
Request Sample Pack