Presentation for Internship, won 1st place and earned a $1,000 scholarship

2. Marketing Campaign Competitor Analysis Maintaining Current Accounts New account acquisitions

3. Competitor Analysis Secret shopper Follow competitor cars Determine competitors resources

4. Maintaining Current Accounts Implement 5 day marketing plan Ensure every account is consistently satisfied with service

5. Acquisition of New Accounts Approach all accounts with “yes” mentality 100% penetration Raise brand awareness

6. Sales Culture Back to Basics The Application Continual Improvements

7. Back to Basics 4 steps of the selling process Know your products Sell up

8. The Application Connect with the customer Ask the right questions, Build rapport Persevere Maintain Confidence Close

9. Continual improvements Ask Questions Shadow Others Role Play Be Accountable

11. Empower

13. Hand out Info Sheet:1) TWIST = Trunk, Walk around, Inside, Squat, Trunk2) Second opinion 3) Rules

15. Proper fleet mix

16. Branch overhead

17. Referral commissions

19. Lowering Costs T&E: YTD: Whole Dollars Up 34% to LY Goal: $3/Car Plan: Cost effective marketing Bad Debt: YTD: Whole Dollars Down 7% to LY Goal: $5/Car Plan: Callbacks, good standing with payable, underwriting, The Run

21. Goal: 90%

22. Those who respond to “completely satisfied” will return 85% of the time

23. Long/Short term perspective:Maintain every customer completely satisfied, while constantly expanding our customer base

25. ESQI Commandments Thou must ensure complete satisfaction Thou must accommodate all customer needs Thou must shake thy hand Thou must smile Thou must be efficient Thou must be presentable Thou must be punctual Thou must perform courtesy callbacks Thou must push thy dub! Thou must create thine own enterprise

27. Speedy, efficient rental process

28. Well maintained car

29. Build rapport