Auto Rental News

JAN-FEB 2014

Magazine for the professional car and truck rental industry.

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C A R R E N TA L tive introduction to the industry and, most importantly, the frst Q: ARE THERE ANY NEW INCREMENTAL SALES PRODUCTS OUT THERE, AND step in a four-step selection process. HOW CAN I PHASE THEM IN? To make your job fair a success, you need the mindset that John L. — branch manager, Red Deer, Alberta, Canada your job fair has to evolve into a A: Many companies have searched high and low "sales selection seminar." In order to to add innovative products to their already expanded do this, it is critical to expand your incremental sales menus. Product additions are most candidate sourcing pool by introeffective if those new products can be positioned as an ducing the sales selection seminar upgrade or as an accompaniment to an already estabas an exclusive event with on-site lished coverage package. interviews. Incorporating SEO stratIf your frm has an established service-based sales egies, social media and strategically program, with an effective training resource, the opplaced print ads will drive candidate portunity to present an emergency travel services participation. (ETS) product will enhance your coverage package and Once candidates are in atprovide more benefts to your customer. In many cases, tendance, it is critical to project a adding the ETS product will provide another layer of positive message about the industry, coverage for international customers, medical assisted your team and your company. The fights, language services and some legal assistance for seminar will introduce the role of international and domestic customers. ETS can simply the sales agent and the servicebe introduced into the description of your overall coverbased sales process used on the job. age package. Candidates who understand the role Utilizing your existing GPS product line is also an and who can demonstrate the sales effective way to introduce a higher tech tablet, which techniques will be immediately incan provide additional resources above and beyond just terviewed at the end of the seminar. navigation. Providing your customer with a tablet that Growing the candidate pool and also includes international calling, Wi-Fi hotspot serNew ancillary revenue opportunities include making a positive frst impression in vices, a language translator and entertainment options rentals of tablet and "phablet" computers that the seminar are both extremely imfor passengers is a great way to enhance their experiprovide customers with international calling, Wi-Fi hotspot services, a language translator and portant. The most effective sessions ence and boost your bottom line. entertainment options. take at least six weeks of preparaWhen introducing the tablet, it is critical that you tion to become successful. If done review your marketplace for international and domestic correctly, this innovative recruitment approach will help your customers, your current GPS sales rate and, most importantly, team win the war for talent. your internal inventory controls. Having a well-defned training process and a launch team is critical. Regardless of the product or service, it is important that your frontline sales force believes in their value, understands their • Email your car rental operation-related questions to Auto Rental News care of Chris Brown at chris.brown@bobit.com. main benefts and is compensated correctly. WHAT'S YOUR QUESTION? Q: SHOULD I USE JOB FAIRS TO RECRUIT? Ann R. — agency operator, Central Florida A: The most successful companies utilize job fairs as a critical part of their recruitment strategy. Job fairs can be effective for car rental, but they have the opportunity to become even more effective if the fair evolves into a concise training session, a posi34 January/February 2014 AUTO R ENTAL N EWS • Consultants from the Frontline Performance Group will come up with concise, insightful answers to help you better run your car rental operations. Feel free to contact them directly at questions@frontlinepg.com.

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