Car Rental Q&A: What New Incremental Sales Products are Available? And How Can I Phase Them In?

Q: Are there any new incremental sales products out there, and how can I phase them in?

— John L. — branch manager, Red Deer, Alberta, Canada

New ancillary revenue opportunities include rentals of tablet and "phablet" computers that provide customers with international calling, Wi-Fi hotspot services, a language translator and entertainment options.
New ancillary revenue opportunities include rentals of tablet and "phablet" computers that provide customers with international calling, Wi-Fi hotspot services, a language translator and entertainment options.

A: Many companies have searched high and low to add innovative products to their already expanded incremental sales menus. Product additions are most effective if those new products can be positioned as an upgrade or as an accompaniment to an already established coverage package.

If your firm has an established service-based sales program, with an effective training resource, the opportunity to present an emergency travel services (ETS) product will enhance your coverage package and provide more benefits to your customer.

In many cases, adding the ETS product will provide another layer of coverage for international customers, medical assisted flights, language services and some legal assistance for international and domestic customers. ETS can simply be introduced into the description of your overall coverage package.

Utilizing your existing GPS product line is also an effective way to introduce a higher tech tablet, which can provide additional resources above and beyond just navigation.

Providing your customer with a tablet that also includes international calling, Wi-Fi hotspot services, a language translator and entertainment options for passengers is a great way to enhance their experience and boost your bottom line.

When introducing the tablet, it is critical that you review your marketplace for international and domestic customers, your current GPS sales rate and, most importantly, your internal inventory controls. Having a well-defined training process and a launch team is critical.

Regardless of the product or service, it is important that your frontline sales force believes in their value, understands their main benefits and is compensated correctly.

CONTINUED:  Car Rental Q&A: What New Incremental Sales Products are Available? And How Can I Phase Them In?
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