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Business Rental Flashcards

0
Q

What qualifications are required to establish a Business Rental account? How do you send in a lead?

A
  • The company is headquartered in Group 46 AND
    • The company spends at least $9K/year on car rental (or $100K on travel all-in; car, air, hotel)
    • Complete the Business Rental Lead template (GP46 Business Rental on the HUB)
    • Send to your Area Business Rental Sales Executive directly if a HOT lead.
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1
Q

Name the Members of the Business Rental Sales Department and their roles:

A

Clint Fulcher: Director of Business Rental Sales

* Keith Hill: Area Sales Manager    - Dave Leese: Senior Business Rental Sales Executive    * Matthew Lynott: Business Rental Sales Executive    * Chris Carcich: Small Business Program, Rideshare    * Leslee Moore: Rideshare BRSE    * Jordan Oschwald: Truck BRSE
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2
Q

What do you do for a company that does not meet our minimum volume qualification of $750/month or $9K/year?

A

Send as a Small Business lead… Business Rental Lead template (on HUB), send to BRP mailbox.

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3
Q

Name 5 ways to generate leads in your branch?

A
  • TALK to your customers at the counter and when picking up.
    • ASK for an employer when writing the rental ticket
    • ASK if they are traveling on business; How many employees travel for business? Do they have a travel dept.?
    • Know your Target Industries/Companies. Drive through your area /corporate parks and take note of those that you do not currently do business with
    • Review the target account list & make calls
    • Attend community networking events such as Chamber of Commerce
    • Create a branch contest
    • Review the 15/30 day ticket reports for retail/other rentals - if due for rewrite find out if they are renting for business and if no existing account, get the lead.
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4
Q

What is a Target Industry? Give 5 examples

A
  • Technology Companies
    • Professional Firms: Engineering, Architectural, Environmental, Attorneys
    • Government: Federal, State, Local
    • FBO
    • Banks
    • Universities/Colleges
    • Courier/Delivery Company
    • Production Companies (Film & Television)
    • Professional Sports Teams
    • Conventions & Meetings
    • Annual Events: Rose Festival, Air Show, Hood to Coast
    • Law Enforcement Agencies: FBI, Police, DEA
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5
Q

What are the 4 steps of a sales call? On which part should you spend the most amount of time and why?

A
    1. Introduction 2. Fact Find 3. Presentation 4. Close.
      * Fact Find is most important because you can’t effectively cater a program to their needs if you don’t know what their needs are.
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6
Q

What are the seven sales questions?

A
  • Who is your preferred rental car company?
    • Do you reimburse for miles?
    • Do you have a fleet or pool of vehicles?
    • Do you travel nationwide? Top Cities? Do you rent over $10,000 a month nationally?
    • Are there other departments that have travel need?
    • Do you know you can use this account for personal use?
    • May I make a reservation for you at this time?
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7
Q

What are the benefits of renting a car versus reimbursing for miles to a Decision Maker? To a traveler?

A

Liability question is answered f. Employee morale boosted (the company car perk)

* 24 hour roadside assistance g. Cost effective- saves 20%-30%
* Able to bill out entire cost to client h. Company image protected
* No wear and tear on personal vehicles i. Easier to budget
* Ensures accurate accounting or invoicing (no padding miles)
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8
Q

Name 5 things specific to the State of Oregon contract?

A
  • CDW & SLP are included in the rates
    • Unlimited miles as long as the unit does not leave the U.S.
    • 18 years or older are able to rent vehicles with 9 or less seatbelts (10 or more seatbelts = 21 years or older)
    • May ONLY be used for business use – no personal use rentals

　

* One-ways reserved in advance
   * 0-500 Miles = charge normal daily rate with NO drop charge.
   * 501+ Miles = charge normal daily rate AND add $125.00 drop charge.
* Special Rates for rentals longer than 30 days – see program summary or contact Business Rental Dept.
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9
Q

What is the account number for official Federal Gov. travel? What are the rates and rules for it? (3 out of 5)

A
  • FGORDRS
      1. Unlimited mileage in the US 2. 18 years or older allowed to drive 3. CDW & SLP included in rate
      2. We MUST charge the $5/day GARS fee 5. One ways are treated like retail – add whatever drop charge you want.
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10
Q

What is the definition of a GARS fee? What type of customer would pay it?

A
  • Government Administrative Rate Supplement. This is a recoupment fee because since EHI is assuming more risk by renting to people 18-21 years old.
    • Federal Government employees
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11
Q

What makes National Car rental unique from the competition? Why should you know this information?

A
  • Emerald Club = counter bypass and automatic upgrades when booking a midsize. You choose any car from the Emerald Aisle at midsize rate.
    • So we can sell against competitors in the marketplace and Enterprise Holdings can earn 100% of a customer’s rentals
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12
Q

What items can you find on www.emeraldaisle.com ? (MT must visit website prior to MQI for credit)

A
  • Virtual tour of the Emerald and Executive Aisle
    • Benefits, locations, and services of aisle
    • Enroll Now option
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13
Q

What is Emerald Club and give 3 benefits?

A
  • Choose your car. Choose whatever rental car you’d like from the Aisle and only pay the reserved Midsize rate.
    • Peace of Mind. EmeraldAlertsSM provide you with essential rental information at your fingertips.
      * Arrival alerts
      * Return alerts
      * Drop and Go with EReciepts
      * Expiration notices
    • Faster rentals. Bypass the counter.
    • Faster returns. With E-receipts, there’s no need to wait for an agent to give you a receipt.
    • Reward choices. Select from Free Rental Days, frequent-flyer miles or hotel rewards.
    • Fast online renting.
    • No second-driver fees. Never pay extra when family members and business associates do the driving.
    • Special offers. Receive exclusive members-only discounts and offers through our periodic emails.
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14
Q

Why don’t we sell/offer E+ to Business rental customers?

A
  • Emerald Club is the preferred member award program for BOTH brands. ERAC & NCR=same member number.
    • Although some EC functionality differs at ERAC locations these items transfer: Speed of process,/Member profiles, Account Rates, Award Points, Account billing, Member credit card.
    • Enterprise Plus works only at ERAC brand.
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15
Q

When booking a reservation on www.enterprise.com what 2 pieces of information does a customer need to access their account rates and rules?

A
  • Account number
    • Account PIN (ERAC) = The first 3 letters of the company’s name as entered in OUR system
      1. Why do you want your customers booking online?
    • Least expensive way of booking (.50 per closed contract)
    • Fewer phone calls, more time to operate your branch
    • Emailed Reservations
    • Customer can modify reservation without making additional calls
16
Q

What is a BRR? What are the duties of a BRR? Who is your BRR?

A
  • Branch Business Rental Representative
    • BRR is the Business Rental expert at the branch, they will help you; generate & target leads, submit leads, make sales calls, enter BOSS updates, etc. Your BRR will know the branch’s BRP book of business inside out; contacts, sourcing, heartburns, preferences, etc.
    • The BRR is usually the ABRM.
17
Q

Why do we conduct Business Rental Account rate reviews? How frequently should they be completed?

A
  • Increase average rate
    • Keep mileage limits in line with our guidelines
    • Corporate accounts expect rate increases yearly
    • Rates are reviewed YEARLY
18
Q

What is the Closed Ticket Report? Name 5 categories on it. (No credit if report is not reviewed prior to MQI.)

A

Income and revenue generated- The Closed Ticket Report is broken down by accounts that have rented at your branch, how many tickets written, total revenue, 1480,1482,1486, average rental days per ticket and miles per ticket.

a. Corporate Account Name b. Corporate Account Number
c. Owning GPBR d. Number of tickets
e. Total Corporate Income f. Total Net Other
g. Average number of rental days h. Average C & I per ticket
i. Average Net Other per ticket j. Average total income per ticket
k. Average miles driven per ticket

19
Q

What information will you find on the CARD report- Name 5 of the categories? How can you utilize this report to help manage your book of corporate business? (No credit given if report is not reviewed prior to MQI.)

A

CARD= Corporate Account Rental Days = the number of rental days per month for each account assigned to a branch. Shows all accounts assigned to the branch. This report is used to determine active account %.

* Corporate Account Name d. Total number of rental days this month
* Corporate Account Number e. Total number of rental days this year (12 month roll)
* Owning Branch f. Total number of rental days prior year (12 month roll) g. Number of rental days in group & out of group
20
Q

What is an FBO and what are the services they provide? What do they expect from us?

A
  • Fixed Base Operator
    • Private airfield
    • Fuel and Maintenance for private airplanes
    • Fast, high level of service
    • Concierge Service
21
Q

What is a concessionaire’s agreement?

A
  • Allows a vehicle to be rented without an ERAC employee present
    • Not able to sell CDW or SLP
    • Insurance requirements vary depending on the type of company renting our cars
22
Q

What questions can you ask to identify a potential Commercial Truck lead?

A
  • Does your business have a “project driven” or “seasonal” truck fleet?
    • How often do you need or use vehicles with tow capacity or off-road use?
    • How often do you rent box trucks and/or cargo vans to move your products?
    • How do you replace your vehicles while they go in for maintenance?
23
Q

What is Rideshare? What companies do we target? Who is the best contact person for a Rideshare lead?

A
  • Meeting of 5-17 people at a common location and car-pooling to work.
    • Have at least 150 employee with no more than 3 shifts and one or more of the following: Parking shortage, issue with retention/recruiting or environmental platform
    • HR Manager, Sustainability Manager, CEO, Commute Options Manager
24
Q

The Business Rental Intranet is now on the HUB! What are 3 items you can find there?

A
  • Commerce Bank best practices e. Lead template
    • Account update request form f. WSCA Info
    • Rate Plans g. Forest Fire Info
25
Q

What is Enterprise CarShare?

A
  • Hourly car share rental program d. Members only
    • Fuel efficient cars on-site e. Virtually managed (no in-person transactions)
    • Coverage, fuel and miles included in rate
26
Q

Who are CarShare’s competitors? What makes us different?

A
  • Zipcar, Hertz Connect, U-Car, Car to Go & Local Co-ops
    • Business to Business model (not primary retail)
    • Offer complete transportation solution
    • Network of branches to service overflow needs

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