Founded February 1997, Accessible Vans of America LLC (AVA) is a member-owned organization made up of independent mobility dealers across the U.S. who rent, sell and service wheelchair accessible vehicles.

Each location has a fleet of vehicles with wheelchair ramps, while many locations have full-sized vans with a lift and adaptive driving controls.

“Our members sell and service virtually any kind of vehicle-related mobility equipment, so when they offer wheelchair-accessible rentals, it augments their business and helps them retain customers,” says Monica May, executive director of AVA.

The philosophy of the organization is to recruit the top mobility dealers, May says. AVA is the only organization in the industry to require that all members be an existing mobility dealer as well as a member of NMEDA (National Mobility Equipment Dealers Association).

May says this qualification ensures that all of the locations have the knowledge, training and understanding of the specialized needs of the customers.

“The customer needs to know that the vehicle they’re getting is going to absolutely work for them because it’s not a one-size-fits-all kind of a deal,” May says. [PAGEBREAK] Garnering Customers

Whether the customer needs a replacement vehicle for a repair, a vacation or simply to take a loved one to a doctor’s appointment, AVA’s well-trained staff can accommodate these situations.

Most of AVA’s 37 locations provides technicians who are on emergency call 24 hours a day. “With our customers having special needs, if their rental breaks down they can’t just call any old tow truck to come get them,” May says.

Since her dealers know the ins and outs of the business, May suggests that the major car rental companies refer their wheelchair- accessible rental requests to AVA.

Currently AVA has relationships with Hertz and Avis. When a customer calls either of these companies and requests information about wheelchair-accessible rentals, they are referred to AVA’s national toll-free number. May says Alamo Rent A Car, Budget, Dollar Rent A Car and Enterprise Rent-A-Car are also beginning to refer AVA.

“If the national car rental company doesn’t offer the wheelchair-accessible rental, they will look better if they can refer their customers somewhere else, rather than just turning them away,” May says. “The customer will remember that quality referral when they have to rent a traditional vehicle in the future.”

Join the Club

“We are always looking to recruit more dealers,” May says. “We want to cover all of the areas that are out there to cover.”

When a mobility dealer pays the capital contribution—which varies depending on location—they are buying into the AVA as a member owner.

The member support fee is used toward the day-to-day business of the organization and marketing expenses. Member owners are also required to pay a monthly fee of 3 percent of their total revenue (minimum $200) as well as a monthly per vehicle charge. [PAGEBREAK] In return, the dealer gains access to nationwide marketing, customized state rental contracts and the services of an attorney who specializes in vehicle rental laws.

New member locations are entered into AVA’s 800 number system and grab a spot on www.accessiblevans.com. Each dealer has its own page on the AVA Web site. Fleet vehicles are insured under one umbrella policy.

New AVA member owners must have a fleet of at least three vans within 12 months.

To ensure quality, AVA requires that its members only rent vans that meet all FMVSS and crash test criteria. Manufacturers of AVA rental vans include, but are not limited to, Braun Corporation, Vantage Mobility International and Vision/Viewpoint Mobility.

AVA does not require its members to charge certain rates. Depending on the region, dealers’ rates vary from $85 to $124 per day. Most dealers include 100-125 free miles per day. Additional miles cost $0.25-$0.40.

Rent to Sell

Each independently owned AVA dealership is operated slightly differently.

Some dealers have vans exclusively dedicated to rental for a given amount of time or miles before cycling it out for resale. Other dealers sell vans directly out of their rental fleet at any time, allowing a potential buyer to rent the vehicle first to see if it fits his unique needs. Most AVA dealers have both new and used vans that they sell independently from their rental fleet.

Dan Bussani, owner of AVA member JJB Vans in Long Island, N.Y., says that his wheelchair-accessible van rental business feeds directly into his sales business. Bussani runs about six vehicles.

“It’s a great hand-in-hand operation,” Bussani says. “Everything is always for sale. If you like it, you can buy it.”

Parties interested in becoming an AVA member owner can call (888) 282-8267.