There will be a reason that guy doesn't provide a wider range of servcies. He was probably let down in the past or got stiffed on a payment.

I think your idea is sound enough, but doesn't need a full partnership with the rental guy. If your servcies are so good then you should be in demand. You offer alliances with more than one rental company. You 'link' with marquee companies, linen rental companies, hotels (who really need help), wedding planners, photographers, dress designers/retailers.

1st - Identify a group of potential partners

2nd - You offer each of them a 'finders fee' if they pass a lead to you that converts to a contract. They get a % of the fee for passing the job to you. that way every one of them becomes your sales force.

3rd - You are only as good as your last job. Focus on testimonials from your clients. that's what will hook others.

4th- Go to every wedding fair in your area. Place your cards around the coffee stands, ladies washrooms, or if they hang plastic bags outside the hall put a card/flyer in each bag.

5th - What's your edge? Are you using flowers that no-one else does, are you styling your work on designs from Victorian paintings? You have to find a uniquness that you can begin to broadcast. By broadcasting I mean in Press Releases, on radio shows, in local newpapers, on wedding websites.

Good luck with your plans,
Stewart