Core Areas - Growth

Question 1

What is the Growth Plan?

Answer 1

1. Handle multiple lines- answer every line and use *83 (pass to cap team)
2. Account appreciation
3. Call ARMs Reservations within 20 minutes
4. Sell customer service/ loyalty programs to every customer (EPlus/Emerald)
5. PDM’s set marketing goals, BOSS account maintenance
6. Generate corporate leads

Question 2

How to calculate DE Growth?

1% tighter = $10 increase to IPC

Answer 2

This years days earned/last years days earned

Goal is 10%, minimum 5%

132cars on rent this year
136 cars on rent last year
136/132= 3% growth

How many cars do you need to get to 10% growth?
1

Question 3

Understand E-Plus: How it works, Benefits to customer and EHI

Answer 3

-Discounted rentals
-Rewards: upgrades, free rental days
- keeps renters coming back for cars

Question 4

Be able to define the 4 step sales calls and give examples

Answer 4

1. Introduction
2. Fact Find
3. Presentation
4. Close

Question 6

BOSS

Answer 6

Branch Outside Sales System

Question 7

BOSS Goals

Answer 7

-Penetration: 100% rolling 3 months (hit all accounts within 3-month periods)

-Call expectation: MT/ MA: 5, ABM: 10, BM: 15

Question 8

What is a PDM and impact on 4 core areas?

Answer 8

Performance Development Meeting

Sales- training and employee development

Service- communication and relieving heart burns

Growth- sale victory can bring increased volume of replacement vehicles

Profit- sales victory can increase rate of rentals

Question 8

What is a sales victory?

Answer 8

-Securing 100% of an accounts business
-Signing a new contract or agreement
-Increase rate

Question 9

Understand the best practices of days earned growth

Answer 9

-Market
-Yes mentality, rent cars
-Call reservations, rental ready 4 days out
-Switch customers out of flips in 72 hours
-Shop cars

Question 10

Be prepared to role play a sales call

Answer 10

1. Introduction
   What did you do before you worked here?
2. Fact Find
   Find heartburn in operations. What has your experience been like working with ERAC?
3. Presentation
   Summarize- it sounds like your top priorities are x,y,z correct?
4. Close
   If we have cars for every reservation can we have 100% of your business