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| CLIENT |
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Enterprise Rent-A-Car - Business Rentals
A division of Enterprise Rent-A-Car
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PROJECT
FOCUS |
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Increase market penetration, car rentals at airport locations, and profitability by developing and implementing: 1) a consistent sales process for Local Corporate Account Managers, and 2) a sales coaching system that reinforces the sales process for all Group Corporate Account Managers
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| OVERVIEW |
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Over the last two years The Next Level has partnered with Enterprise Rent-a-Car Business Rentals, the division of Enterprise Rent-a-Car that focuses on renting cars to business travelers for corporate travel at airport locations. This is a very competitive business with two well established companies in this niche, Hertz and Avis. The two of these companies have almost a combined market share of 60%. Enterprise Rent-a-Car is new to this niche and has roughly 7% market penetration. The Next Level rolled out a sales force effectiveness project between January of 2007 and June of 2007. The focus was a sales training and sales coaching system to the entire sales team that focused on:
- One-on-one goal setting meetings
- Sales meetings
- Delivering feedback while in the field coaching on sales calls
- Transferring the skills of top performers to everyone else on the sales team
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| OBJECTIVES |
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Immediately following the sales training and sales coaching roll out, The Next Level initiated a 5-month follow-up plan to monitor and reinforce execution. In this follow up through execution phase The Next Level met with and coached the Group Corporate Account Managers on a consistent basis to hold them accountable to work their follow up game plan.
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| RESULTS |
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The primary benefit to Enterprise Rent-a-Car Business Rentals has been that
- Rentals at airports to corporate accounts are up by 21% year over year
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