1. InDesign
W
AUKESHA, Wis.—
So much more than
a one-trick pony, the
U-Haul Cargo Van (BE)
is the Swiss Army Knife
of the U-Haul fleet. Steve Hale of Pak
Mail and U-Haul Dealership (035525)
happens to be located across from two
large home-improvement stores and is
having great success with his BE rentals.
“You would think that the majority of my
customers rent my BEs to haul their home-
improvement goods, but that’s not the
case,” Hale explained. “While I do get these
customers on occasion, the bulk of my BE
customers have a varied range of hauling
purposes. They rent the BE because it fits
so many different types of jobs.”
Knowing your market
Many of Hale’s customers already know
about the benefits of renting a BE. In fact,
he has a pool of return customers who
will rent only from him.
“I have a DJ who rents my vans every
Saturday,” Hale mentioned. “He has 12
people who work for him, so during the
summer months, I have vans going out
every weekend for his events.”
In addition to this relationship, Hale also
markets to nearby businesses.
“There is a furniture store down the way
that has a $120 delivery fee,” Hale offered.
“I’ve spoken with them a few times and
they’ve agreed to mention my location to
their customers who don’t want to pay
their delivery fee. We probably get two to
three rentals a week from that.”
An informed customer
is a happy customer
Taking a few extra minutes to find the
best option for your customer goes a long
way in converting a one-time customer
into a return customer.
“Most customers come to us because we
offer our vans at the $19.95 plus mileage
rate, and this works perfectly for their
needs,” declared Mike Colman, U-Haul
Truck Program manager. “However, we
need to be sure they know we can also
help them for longer periods of time and
for longer miles by utilizing the light-
commercial rates, which are special daily,
weekly and month-long rental rates with
mileage included to help serve light-
business customers.
“Also,” he continued, “our Automatic
Best Rate Guarantee calculates the better
deal for them upon returning the vehicle.
For example, if a customer planned to
move 20 miles and expected to need the
van for only six hours, the $19.95 plus
mileage rate is what the customer would
expect to pay. But, if their plans changed
and they needed the van for several days
or ended up driving many more miles,
the Automatic Best Rate will kick in,
so they get the light-commercial rate if
that is the better deal. Also, we show the
customers their savings at the bottom
of the contract. The customer will
appreciate you giving them the better deal
and will spread the news.”
The right tool
for the job
Hale touts the benefits of a cargo van to
customers who might have reserved a
10-foot truck (TM).
“I have a lot of parents who call to
reserve a TM to move their kid to and
from college,” Hale volunteered. “They
may not realize we offer a BE, that it can
probably fit all of their kid’s belongings
and that the mileage rate is less than
our moving trucks. Plus, the cargo van is
perfect for parents who are driving
round-trip to a college a few hours away.
They can really take advantage of the
light-commercial rates for those
long-mileage trips.”
System members and U-Haul Dealers
interested in learning more about
gaining success with BE rentals should
take U-Haul University (UHU) Course
FLT 111 Cargo Van and Pickup Trucks.
Of course, offering excellent customer
service will keep your customers happy
and eager to return.
“We pride ourselves on our tremendous
customer service,” Hale proclaimed. “Our
reviews are on average 4.5 stars for the
past year and a half. We’re among the
Top 100 dealers at least half the year. We
have lots of return customers because we
are honest, manage expectations and give
them the best rate possible. They will
remember that and they will come back
to you.”
THE SWISS ARMY KNIFE OF
THE U-HAUL FLEET®
Steve Hale (center) with
employees James Sather (left)
and Paul Hofmann (right).
12 June/July 2013 U-Haul News Bryn Grafnitz
SPIRIT LAKE, Iowa—Long-timeU-Haul Dealers always can becounted on to harbor a host ofrecollections. But when you’ve beenserving customers for more than fivedecades, first as a helper and then assole proprietor, you’ve probably amassedenough cherished memories to fill a JH,
the RV it has in tow and several storagecenters’ worth of rooms. Too, you’relikely to have seen notable changes andimprovements in the Company madefamous for providing a better and betterproduct and service to more and morepeople at a lower and lower cost.
Very interesting times“The past 55 years definitely havemade for some very interesting times,”chuckled Layton W. (L.W.) Vick, Vick’sCorner World and U-Haul Dealership(014074), one of only 12 dealershipsthat has been around for 55 years ormore. “And as you might expect,” hecontinued, “I’ve seen a lot of transitionsin equipment and the way we take careof customers.”
Vick said that customers and U-HaulTeam members always are excited whennew equipment enters the fleet.
“Our newer equipment can ‘holdtheir place in line’ when cruising witheveryone else. We’ve also improvedin how we take care of customers.One very helpful example is our fine-tuned MicroTraffic options that directcustomers to where the equipmentis. People who rent from U-HaulCompany are willing to ‘go and get it’so they can drive away with exactlywhat they want.”
Known nationwideA local landmark known nationwide forits antique shows (the 128th of whichwas held on Memorial Day weekend,2013), Vick’s Corner World came intobeing as Vick’s Corner, started in 1930by Layton C. and Edna Vick as a smallhamburger eatery and service station,with living quarters above the business.
At that time, the Vicks sold andserviced cars, tractors, windmills andgenerators, and also furnished electricpower to the town of Montgomery,which was 1½ miles away “if youbeeline it.”
L.W. took over the business fromhis parents 43 years ago, and noted,“There’s definitely some historybehind it.”
Today, the general-store portion ofVick’s Corner World and U-HaulDealership, run solely by L.W., offersa wide range of products and services… from gasoline and other fuels(kerosene, lantern fuel and firewood—to name a few), to fishing suppliesand a wide selection of grocery items
for hungry campers, fishing aficionadosand antique hunters looking for the buy
of a lifetime.
Vick’s favorite memories, however,revolve around U-Haul, from the timehe was a teenager learning the businessat his father’s side through today, andthe heart-warming pleasure he derivesfrom being the very best part of aU-Haul customer’s day.
Right off the bat“My dad loved being a U-Haul Dealer,”Vick recalled, “because he knew fromthe very beginning that this would bea tremendous opportunity to providethe products and services that peopleneeded and which only U-Hauloffered.”
Floating around a dealership that’sreached the 55-year mark are alwaysstories about light hookups back then,with attention invariably turning toconnecting trailer wiring to car wiringwith safety pins, and making sure thepins didn’t touch anything metal thatwould short out the car’s electricalsystem. Though times and hookupprocedures evolved, what remainsunchanged with long-time U-HaulDealers in general, and with Vick inparticular, is the needle-sharp focus oncustomer service and doing what’s rightfor people depending on us to MakeMoving Easier.
Always there to help“One thing I learned from my dadis always to be Johnny-on-the-Spotwhen it comes to
helping a customer,”Vick emphasized. “Iremember the time we
Family business celebrates 55 years with U-Haul
AFM Kyle Hay (left)
and L.W. Vick.
In 1980, as Vick’s Corner World marked 50 years
in business, a brush fire nearly destroyed the
building. Thanks to a quick response from volunteer
firefighters, the building was saved.
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10 June/July 2013 U-Haul News
3. Sophia’s 2nd
Birthday
Saturday
August 7th
, 2010
at 10:00a.m.
Henley Park at gazebo #2
RSVP to Penny at 951-623-6711
Our Little Lady
is turning 2!
Our Little Lady
is turning 2!
Fly on over to celebrate
Merry Christmasfrom the desert
ge
Hemet, CA 92544
Sophia Page
40536 Revere Ave,
Hemet, CA 92544
Sophia Page
Illustrator
