Fleet Growth Flashcards
What is the format of a quality section step for PDM
Should be SMART - smart measurable achievable realistic time scale based on Reviewing PDM twice on a daily basis to make sure that is correct and meets the requirements of the hire expectations
What is PDM and what’s the expectation of marketing time each month
Personal development meeting, the expectation for marketing time each month is 16 for new business
Two types of marketing calls
Service and sales
Service Call
Can be existing ERAC account, discuss the topic of how the rentals with ERAC are proceeding.
A good will gesture to see if the account is receiving the service that is expected of ERAC, such as arranging a review lunch for the account to talk about the business between corporate and ERAC. Are both benefiting from rentals and if there are any improvements to make.
Sales calls
Can be to an non existing ERAC account to start using ERAC as it’s primary source of rental vehicle for employees can be through walk ups and also making new links with businesses.
To existing ERAC account service call in regards to re renting and possible increase in rental vehicles - based on requirements of that business a service call to increase capacity or any other requirements of the account to use ERAC
Four step sales process
Introduction
Fact find
Presentation
Trial close
Introduction
Introduce yourself
Create small talk
How is business
Fact find
Enquire about business cust details, lots of travelling business? Require vehicles for that? Ask about their fleet management and outsourcing the costs to us, the benefits from using ERAC
Presentation
Pitch ERAC and it’s offers to the company and talk business, build relationship with cust and how our devices can benefit them in a number of financial and convenient ways
Trial close
Request a trial run to experience ERAC fulfilling their needs, make agreements/commitments to give ERAC rentals a trial and secure any business arrangements between both parties
Importance of each step:
Intro
Important to have intro to show cust/ company we are here to make friends as well as business.
Small talk shows our cust service side of building friendship with the cust and being sincere
Importance of each step:
Fact find
It is important to fact find about cust/company so we can identify the best benefits specific to them. Each cust/company is different therefore ERAC needs to differentiate itself to each ones requirements of the benefits aw eRAC can offer
Importance of each step:
Presentation
Once fact find is done, it is important to listen and take on the requirements by presenting ERAC to accommodate to specific requirements to show ERAC is able to meet its own expectations of hiring vehicles to the company as well as the company understanding what ERAC can really bring to their business
Importance of each step:
Trial close
Important at end of presentation to enquire into a trial for the company so they may have an Experience with ERAC so they may recognise the additional services that ERAC can truly offer as an alternative provider for he company
Subjects that could be discussed in intro stage of marketing call
Intro yourself as rep between ERAC and company during their discussions for business relations through-out marketing process - go to person for ERAC and the company
Talk about both business: financial times, vehicles and fleet size
ERAC -franchises in Europe, cust service achievements and awards
How their business is going? Strengths and weaknesses
