| Journal: TWUK | Section: |
| Title: | Issue Date: 10/07/00 |
| Author: | Page Number: 42 |
| Copyright: Other |
training programmes
Car-rental firms gear up agents for knowledge drive
OPERATORS have launched a range of initiatives to help agents understand car rental better and increase sales.Hertz has launched a fax-back training initiative, while Holiday Autos and Suncars have each added new modules to their training programmes (see news story, p39).
“We want to increase the market by increasing agents’ knowledge,” said Suncars general manager John Briggs, whose company has launched a dedicated training manual for the US. It explains all the ins and outs of car rental and how to sell it. “An average two-week car-rental booking to the US costs £500, which is worth a lot in commission,” said Briggs.
Most car-rental companies invest a lot of money in training to ensure agents are comfortable with the product, though First Choice estimates 80% of its clients still wait until they are on holiday before renting a car.
Avis, for instance, offers Driving School, a self-study manual which takes agents through each stage of booking.Agents then answer 20 questions – their driving test.
If they pass they get a licence to carry for the rest of their career.
Budget has a dedicated trainer to fine-tune its Team Budget training programme after canvassing agents’ views on the scheme.
Over 75% of agents said they wanted an easy-to-use manual to help them make bookings, while just under half wanted a Budget trainer who could offer in-house sessions.
Briggs: aiming to grow the market