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Local Sales and Marketing Reference Guide

Nationwide Corporate Programs 

 

Programs currently offered 

 Special Account Program

  • Rate Plan 495
  • May book lower available rate
  • Only benefits: Unlimited mileage and 15% discount on parking & light duty trucks
  • Target: Small businesses with under $10,000/year in car rental expenditures
  • Central billing and Blue Chip are available at no charge
  • Does not require signed Letter of Agreement
  • Does not qualify for sales incentive program

Best Rate Guarantee Program

  • Rate Plan 490 ($10,000-$50,000/year) / Rate Plan 491 ($50,000-$100,000/year)
  • May book lower available rate
  • Program good for business and personal travel
  • Benefits are retained when renting at lower rate
  • Unlimited mileage in contiguous states (minimum)
  • Physical damage responsibility limited to first $3,000
  • Primary 3rd party liability coverage to state minimums 
  • 100% U.S. location participation
  • No additional driver fees / No underage driver fees for business use
  • Only surcharges: New York State ($9/day)
  • 15% discount on airport parking
  • 15% discount on light duty trucks
  • See “Best Rate Guarantee” Corporate Program Letter of Agreement for specific details on benefits.
  • Central billing and Blue Chip are available at no charge.
  • Requires signed Letter of Agreement.
  • Company commits to revenue volume exceeding $10,000/year and also to inform all travelers in writing that this program is offered.

Executive Level Accounts

  • See your Regional Sales Director for details. 

Central Billing Options

Central Billing Credit Vouchers: Printed with company name, CD # and expiration date.  Customer MUST fill out original credit application and mail to headquarters.  Authorized officer of the company MUST sign credit application. 

Authorized Billing Program: The Authorized Billing Program allows approved companies to authorize rentals to take place without a form of payment required at the rental counter.  Designated with “AB” payment type.

Companies may use either vouchers or authorized billing.  If they are approved for authorized billing, they may also request vouchers.

Selling Thrifty's Nationwide Corporate Program in the Local Market

1.  Enroll in Local Sales Incentive Program

2.  Qualify Leads and Referrals to determine the following:

  • Is this company headquarters / If not, then where? 

  • Is this the contact person responsible for travel vendor decisions?

  • What are the monthly / yearly car rental expenditures OR

  • What are the monthly / yearly air travel expenditures (car rental is roughly 10% of a company’s total air travel expenditure)?

  • How many employees / How many employees travel regularly?

  • Does company mandate travel vendor options to employees?

  • How many car rental companies are on the approved vendor list?

  • Does company use travel agency (on-site or off-site)?

  • Will they be requesting a central billing credit application?

3.  Nationwide Sales May Be Made In Two Ways After Gathering Above Information:

This form should be sent to the RSD responsible for the region where the company is headquartered.  You must supply:  Company Name / Contact Name / Address / Phone and Fax Numbers / Estimated Revenue / Current vendors and travel patterns

    Sell On Your Own:

  • Send signed Letter of Agreement to your Regional Sales Director

  • Customer signs bottom right side / RSD signs bottom left side.

  • Do not fill in effective date

  • Add your name to bottom left of Letter of Agreement

  • Inform customer that RSD will be calling prior to processing account

4.  Follow-up After The Sale

  • RSD will let you know the corporate discount number in approximately 5 days.

  • Central billing takes approximately two weeks to set up.

  • Sales Incentive Recaps are due to your RSD by the 3rd Wednesday of each month.

  • No sales incentive payments can be made on central billing accounts until credit has approved the account.

  • Monthly sales incentive checks and Quarterly Revenue Reports by account are distributed by Local Marketing Department.

Key Selling Features for Thrifty's “Best Rate Guarantee” Nationwide Corporate Programs

 

(Rate Plans 490, 491 and 493)

Feature: The rates listed on the Letter of Agreement are the highest travelers will pay.  If the traveler finds a lower rate available, they are encouraged to book the lower rate.  Benefit: Thrifty’s corporate program always gives the traveler access to the lowest rates available.  Few other car rental companies currently make this promise.

Feature: There is only one surcharge area: New York State at $9.00/day Benefit: Thrifty is unique in having only one surcharge area.  Other companies have surcharges in nearly every major city and these “hidden” costs raise the contracted rates considerably.  Our costs are “upfront” making budgeting car rental expenses easier.

Feature: The corporate renter is only liable for the first $3,000 of any damages to the rental vehicle provided the renter was in compliance with the terms of the rental agreement when damages occurred.  Benefit: This benefit limits the corporation’s liability in case of damage to the rental vehicle.

Feature: Corporate renters are provided with primary 3rd party liability up to the state minimums in the state in which the car was rented.  Benefit: This benefit limits the corporation’s liability in case of an accident involving a 3rd party or property.

Feature: No Additional Driver fees or Underage Driver fees (for business rentals).  (However, all drivers must be 21 unless mandated otherwise by state law.)  Benefit: No “hidden” costs for the corporation.  Particularly useful for companies hiring employees just out of college.

Feature: Thrifty is rapidly moving In-Terminal.  We now have approximately 90 U.S. airport locations with counters inside the airport terminal.  Benefit: Many business travelers perceive this to be a timesaving convenience factor. 

Feature: Thrifty Car Rental is primarily a franchise operation with 100% participation in all Corporate Programs.  Benefit: A locally owned and managed franchise can provide quality customer service because the owner has a very real interest in ensuring customer loyalty.  At the same time, 100% participation guarantees the corporate program will be honored at every Thrifty location.  Many other car rental companies can not make this claim.

Feature: 15% Discount off Thrifty Airport Parking by presenting Thrifty Corporate Account ID card/sticker.  Benefit: Thrifty Car Rental is one of the largest nationwide chains offering airport parking.  We currently have approximately 40 airport parking operators in the U.S.  This provides yet another cost savings to the corporate customer.

Tracking Local and Nationwide Account Revenue

Accurately tracking both local corporate account and nationwide corporate account rental activity is vital to Thrifty’s continued success in the corporate marketplace.  We must be able to provide management reports to corporations and businesses letting them know the status of their account and fulfillment of revenue commitments.  We also recognize that local sales managers need to track their business for commission purposes.  The following is intended to help you become more knowledgeable about how tracking both locally and nationally can be accomplished in the Blue Bird system. 

  • The standard source code for Local Corporate Accounts is 700.  All accounts in the 700-source code category should also be assigned a specific Referral Code number.  Go to #17 in the Auto Rental Menu (Source/Referral File Maintenance) to assign a new referral code number to an individual local corporate account or make changes to an existing local corporate account.

  • If possible, type up a list of all local referral code numbers (and their corresponding nationwide corporate discount number, where applicable) for use by your rental agents at the counter in case the computer goes down or they cannot find an account in the system.

  • Make sure all rental agents know they should input the company’s local referral code number and nationwide corporate discount (CD) number at the time of reservation in the DT screen (referral code) and SU screen (CD number), or at the time of rental in the OP screen (referral code) and SU screen (CD number).  If they do not know the referral code and/or the CD number, it is easy to use “Shift + ?” and view a list of choices.

  • When the CD number is entered in the CorpCust field at the top of the SU screen, the nationwide rates and benefits will display on the bottom half of the screen.  (Updates to the CD File are now occurring automatically once per week via Tulsa’s MIS department. Call or e-mail Patrick Newman in Counter Automation Dept for details.)

  • You can add your own Corporate Discount numbers to update your system manually until the next automated update occurs from Thrifty’s MIS department by doing the following: Go to the Auto Rental Menu, #1 File Maintenance.  Then to #18 Corporate Discount File Maintenance.  Choose A for Add to put in the CD number.

  • A report can be generated for any desired time period of all CD number activity at your location.  Go to Auto Rental Menu.  Then #5 Business Reports. Then #19 Corporate Discount Recap Report.  This will give you a detail or summary report of all CD# activity for the dates you specify.

  • A report can also be generated for any desired time period for all referral code activity at your location.  A "Source of Business Detail Report for Source Code 700 (Local Corporate Accounts)" will break out each account by referral code number with all renter’s names, number of rental days, T&M and total revenue for the account.

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