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------=_NextPart_01C65D9A.5084E030 Content-Location: file:///C:/A5A8A2B3/messagetoowners_files/pres.xml Content-Transfer-Encoding: quoted-printable Content-Type: text/xml; charset="utf-8" ------=_NextPart_01C65D9A.5084E030 Content-Location: file:///C:/A5A8A2B3/messagetoowners_files/slide0001.htm Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset="us-ascii" Slide 1
Driving Peak Company Performance th= rough Sales
Mike Kane =
VRCG, Inc. = ;
April, 2006
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Who Should Be Here Today
o= This is NOT a CDW seminar
oThis is aimed at Owners, Senior = Managers & “True” Decision Makers o= You will NOT walk out with “three steps = to ____” or “five steps to _____” o= Time away from your business should be time for reflection, = and gaining bigger picture perspective
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<= area href=3D"http://ads.fleet-central.com/bobit-fleet/adredir.asp?camp_id=3D135= &AdID=3D149" target=3D"_parent" onclick=3D"window.event.cancelBubble=3Dtrue;" shape=3Dr= ect coords=3D"0, 0, 89, 33">
Today’s Agenda
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oFast review of old subjects
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oWhat ties them all together
oA pitch to understand and appreciate an unconventional approach to “Sales”
oA “Return on Investment” approach
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oA Call to Action =
o What happens if YOU don’t move
<= span style=3D'visibility:hidden'>o
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<= area href=3D"http://ads.fleet-central.com/bobit-fleet/adredir.asp?camp_id=3D135= &AdID=3D149" target=3D"_parent" onclick=3D"window.event.cancelBubble=3Dtrue;" shape=3Dr= ect coords=3D"0, 0, 89, 33">
Former Subjects at Previous C= ar = = Rental Shows
o= Fleet
o= Financial Goals
o= Hiring and Training
o= Culture
o= Performance Metrics
o“Per Unit̶= 1; Financial Metrics
o= Local Market Session
o“Exclusive Contracts” with Insurance Companies =
o= Other stuff
o
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<= area href=3D"http://ads.fleet-central.com/bobit-fleet/adredir.asp?camp_id=3D135= &AdID=3D149" target=3D"_parent" onclick=3D"window.event.cancelBubble=3Dtrue;" shape=3Dr= ect coords=3D"0, 0, 89, 33">
How much time do you spend on= = = fleet planning? - 2005
o
<= span style=3D'font-size:111%'>Actual rent-a-car fleet manager
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What OUR findings indicate about = = the time you spend on fleet planning…=
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o10-15% Spent on Fleet Issues=
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Typical Time Spent
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<= area href=3D"http://ads.fleet-central.com/bobit-fleet/adredir.asp?camp_id=3D135= &AdID=3D149" target=3D"_parent" onclick=3D"window.event.cancelBubble=3Dtrue;" shape=3Dr= ect coords=3D"0, 0, 89, 33">
Component Parts of Fleet Plan= ning
= oWhere am I?= 3;
= oWhere I’m going
= o= Buy
= o= Sell
= oInternal proce= sses
= oPull process&#= 13;
o<= span style=3D'font-family:Verdana;mso-ascii-font-family:Verdana'>Remarketing processes = o“After Action” = reports oLonger-term planning
------=_NextPart_01C65D9A.5084E030 Content-Location: file:///C:/A5A8A2B3/messagetoowners_files/slide0009.htm Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset="us-ascii" Slide 1
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<= area href=3D"http://ads.fleet-central.com/bobit-fleet/adredir.asp?camp_id=3D135= &AdID=3D149" target=3D"_parent" onclick=3D"window.event.cancelBubble=3Dtrue;" shape=3Dr= ect coords=3D"0, 0, 89, 33">
Your Financial Goals - 2004
o&= #13;
o
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Your ‘end of year’ report should look something like this
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<= area href=3D"http://ads.fleet-central.com/bobit-fleet/adredir.asp?camp_id=3D135= &AdID=3D149" target=3D"_parent" onclick=3D"window.event.cancelBubble=3Dtrue;" shape=3Dr= ect coords=3D"0, 0, 89, 33"> 3D"Cycle
Executing a Hiring and Training Plan
2005 Last Session
“Chirp Chirp Chirp”
 
 4) Teach them
about the indus= try
 3) Once you hire, <= /div>
what is next?&= #13;
(CULTURE)<= /span>
2) Do you <= /div>
have an interview <= /span>
process
        = ;    1) Who are you=
        = ;    looking for?&= #13;
&#= 13;
        = ;     
6) Personal= 3;
Success
7) Branch <= /b>
Success
8) Who Are = 3;
Our Customers =
9) The
Telephone<= /span>
10) Leave the&= #13;
Light On
(REVIEWS)<= /span>
5) What is
your story?
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Company Culture - 2004=
o= Company culture is the bedrock of your business
o=
• If your company culture recognizes and rewards = employee efforts and results, employees will be more = involved and invigorated.
o= • A culture that’= ;s allowed to develop on its own, without management’s guidance, indicates a failure of = leadership.
o= • To transform your cu= lture into a more positive one, you must involve many others = in the company and encourage teamwork.
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“Hey Boss, How am I doing?”
Performance Metrics
2004
o
o
oWith your empl= oyees, focus on educating them on how you…and = they… wi= ll measure their performance month to month – and it’s NOT j= ust about incremen= tal Yield!
o
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“Per Unit” Analysis – 2003 = 211; Private Session<= /div>
o
oAll items that can be measured on a = per unit basis…should be
<= span style=3D'font-size:87%'>o= Time and Mileage per unit
<= span style=3D'font-size:87%'>o= Incremental dollars per unit
<= span style=3D'font-size:87%'>o= Revenue per unit
<= span style=3D'font-size:87%'>o= Utilization
<= span style=3D'font-size:87%'>o= Daily Dollar Average
<= span style=3D'font-size:87%'>o= On Rent Growth
<= span style=3D'font-size:87%;visibility:hidden'>o =
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= “Healthy Balance” Session, from the Local Market = = = presentation - 2004
o
Insurance Replacement
Dealer Business
Local Corporate
Traditional Retail
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Good Conversation on “Exclusive “Contracts with Insurance Companies”
2005
<= span style=3D'visibility:hidden'>o&= #13;
<= span style=3D'visibility:hidden'>o&= #13;
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oThey don’t exist <= /span>
oIt’s our= own fault we can’t get business
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oEtc., etc.
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Let’s talk about Today…<= /div>
oExercise - are YOU better off today = than you were = in 2002, ‘03, ‘04, ‘05?
<= span style=3D'visibility:hidden'>o&= #13;
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oTruth and Candor is key =
<= span style=3D'visibility:hidden'>o&= #13;
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oWhy?
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What do YOU spend your time on?
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Typical Time Spent
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What’s changed with you since last year?
o<= /span>Fleet costs?&#= 13;
o<= /span>Personnel Process?
n= Hiring
n= Firing
o<= /span>Company Culture?
o<= /span>The results of= your people?
o<= /span>Your results?<= /span>
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The Nature of our Industry
oIt’s a commodity… as defined by Dictionary.com:
n“A generic, largely unprocessed, good that can be processed and resold”
n“They are generally traded in very large quantities”
n
oChuck Fallon said it nicely last year = about “evolving transactions into loyalty”
oNeil Abrams said it nicely the year <= span style=3D'position:absolute;top:77.75%;left:12.35%;width:90.63%;height:6.5%= '>= before last about us all making money
o
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What Makes YOU Different?
<= span style=3D'visibility:hidden'>o&= #13;
<= span style=3D'visibility:hidden'>o&= #13;
<= span style=3D'visibility:hidden'>o&= #13;
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>o“Value Proposition” exercise
<= span style=3D'visibility:hidden'>o
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Challenge?
<= span style=3D'visibility:hidden'>o&= #13;
<= span style=3D'visibility:hidden'>o&= #13;
oIf you have trouble,= how will your people fare?
<= span style=3D'visibility:hidden'>o&= #13;
o“To Do” when you get home – hone = it! <= /span>
<= span style=3D'visibility:hidden'>o
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For a typical rental car comp= any = = owner…
<= span style=3D'visibility:hidden'>o&= #13;
oThe only way to evolve from a commodity business is to define your value proposit= ion, and sell what makes you different than the guy down the stree= t, or on the Website next to yours
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…From Experience…
oA “top to bottom”, fully integr= ated approach to selling rental services, = the “ren= tal experience”, and having everybody march to the same = drummer is unusual oThis is the “unconventional approach” <= span style=3D'position:absolute;top:67.5%;left:12.35%;width:82.95%;height:7.0%'= >mentioned at t= he top of the hour
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The Nature of Sales
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oMany opportunities to do it
oIt should be proactive, but don’t ignore passive sales opportunities&= #13;
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oIt has many different facets
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oIt’s a process and not a project
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oIt involves everyone on staff
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Should you “split” the function= ?
<= span style=3D'visibility:hidden'>o&= #13;
oDiscussion of “Operations” vs. “Sales” tracks within = your company oThis is as much a mindset as an organizational chart
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oPros
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oCons
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“360 Degree Sales” Attitude
o<= /span>Opportunities = are everywhere
nJust have to k= eep your eyes open and antenna up
oNeed to make i= t part of all employees’ orientation and ongoing training
o<= /span>Reward those w= ho succeed
o<= /span>Counsel those = who don’t
o<= /span>Fire those who won’t
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What do you sell already?
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oAncillary products
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oUsed cars
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oReservations
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oYour companies’ “experience”
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>o“Please come back and rent…” =
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oIntangibles
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Intangibles
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oAttitude
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oComfort level
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oFamiliarity
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oConsistency
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>o“Quality”
<= span style=3D'visibility:hidden'>o&= #13;
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oAll are hard to define, but …=
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Tangibles
o<= /span>“Look”
o<= /span>Cleanliness= 3;
n= Stores
n= People
n= Cars
o<= /span>Processes =
o<= /span>Fleet makeup
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More tangibles…
o<= /span>Web processes&= #13;
o<= /span>Rental deliver= y
n= Shuttle/pickup=
n= In/out time= 3;
nRecognizing sa= les opportunities as they crop up
oAll<= /i> touch points reinforce the buy/no buy decision
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Now let’s talk about = your investment…
<= span style=3D'visibility:hidden'>o&= #13;
<= span style=3D'visibility:hidden'>o&= #13;
oPlease letR= 17;s define how you define your investment
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Lots of things cost money and need <= span style=3D'font-family:Verdana;mso-ascii-font-family:Verdana;font-size:89%'>= to “be fed”… ROI needs to come = from…
o&= #13;
oLocations =
oMarketing
oCollections
oLoss control&#= 13;
oAdministration
oManagement team
oBuy-and-sell&#= 8230;all feed into…
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…the most important things you = = = have…
<= span style=3D'visibility:hidden'>o&= #13;
<= span style=3D'visibility:hidden'>o&= #13;
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oYour time
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oYour money
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“Take Away” Steps
o<= /span>Self assessmen= t
oRecognizing the environment around you – what are the facts? =
n= You must obser= ve and be “connected”
o<= /span>Benchmarking o= thers around you
o<= /span>Defining inter= nal best practices
o<= /span>Defining exter= nal best practices
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More “Take Away” Steps
oRental is a team sport, and you need others to succ= eed, so hone your people skills and processes
oAlignment of interests
nPay
nRecognition
nHiring
nReviews
nTerminations
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More “Take Away” Steps
o<= /span>Balance in wha= t you do
n= Attention to detail
nRecognize that= only you<= /i> can set and <= /span>achieve direction
nThese “b= ig picture” and “super detail” items are not,= and cannot, be mutually = exclusive =
o
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What happens if you don’= ;t get better?
oPressures of the market could be fatal
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oMired in a “commodity market”
oPoor Performance, or at least less = than market performance
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oPoor return on your time
<= span class=3DBB style=3D'position:absolute;left:-6.51%'>oPoor return on your money
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Thanks for listening…
o<= /span>Mike Kane =
n= mkane@vrcg.com
nSouthfield, Michigan