| Journal: TWUK | Section: |
| Title: | Issue Date: 10/07/00 |
| Author: | Page Number: 39 |
| Copyright: Other |
Winning formula initiative
Hertz to roll out fax-back training plan
Report by JANE ARCHER
HERTZ is to roll out a new fax-back training initiative to all its agents after a successful launch with Lunn Poly in May.Called Winning Formula, the programme explains the features and benefits of Hertz rental products and highlights the essential points agents need to know when trying to sell car hire.
The programme has been divided into sections which are faxed monthly to agents.
Once completed, there is a fax-back quiz for agents to answer which is designed to build up their car-rental knowledge.
All faxed entries go into a monthly prize draw. The programme is designed to run over 12 months and agents who complete all 12 parts and score an average 80% will be entered in a super draw.
The prize for this has not yet been decided but Hertz said it would be substantial.
Head of leisure sales UK, Ireland, Scandinavia and Benelux Sheelagh Collins said Winning Formula is simple to follow and is a quick way for all agency staff to become better informed about the product, which is a valuable source of income for agents.
“We have tried not to be too heavy. The format is light but the method effective,” she said. “Several agents have commented that what they have learned so far is already proving invaluable and helps them speak with authority to customers on car-hire issues.”
Collins said Winning Formula will be rolled out to other agents later this year.
n Hertz vice-president leisure sales and marketing Bill Jones has urged agents to move away from the printed sales brochures after criticism from the trade for its decision to offer lead-in prices only in its World on Wheels brochure.
“Half the agents see it as a useful sales tool but others want us to continue to print a full programme of price grids,” he said.
“The problem is that prices are changing so fast they are out of date as soon as the brochure comes out. It is crazy that they still rely on the printed word when it is so easy to navigate the Web,” he added.
Hertz has added a How to Choose Your Car section to its World on Wheels brochure to guide agents through the various vehicle sizes. The table, pictured with key account managers Joanne Curtis and Cheryl Bamford, divides the fleet into fun size, family size, people carriers and prestige cars, and shows how many people and how much luggage each vehicle holds, as well as its average miles per gallon.