Tuesday, March 28

3:30pm - 4:25pm

Auto Dealer Day Session:

Should Your Dealership Do Retail Rentals In

Addition To the Courtesy Transportation

Program?

Presenters:

Angela Margolit and Rob Hano

Bluebird Auto Rental Systems

Should Your Dealership Do

Retail Rentals Too?

Presenters

Rob Hano

National Sales Manager

Angela Margolit

President

But first…

TURN OFF THOSE PHONES!!

Agenda

1. Why?

2. How?

3. Who can help?

4. Gathering Data

5. Technology

A Little History

Why Brand Your Rental/Loaner

Operation?

Leverage your existing infrastructure and customer baseCost advantage: shared expensesCustomer service advantage: you are in control

New source of business: revenue diversification, including the sale of ancillary products (such as fuel, CDW, and upgrades)

Create outlet for used vehicles (late model)

How?

Run your Operation as a Profit Center

Set Pricing based on Utilization & Competition

Manage your Fleet

Sell Products and Upgrades

Prevent and Manage Losses

Deliver Top Notch Service

Task List

Insurance

Contract Terms & Conditions

Marketing: All the traditional methods you use

for your dealership (Social Media, Radio, TV, Print, Direct Mail, Web)

The Web

Web Portals: Brokers, such as CarRentals.com & Kayak

Global Distribution Systems (GDSs) Chain Code: A unique 2-character

identifier across all channels

Who Can Help?

Other Dealers Franchisors Insurance Companies Consultants (CIRAS/Schalberg) Technology: Counter Software,

Website Integration

Gathering Data

The next few slides have been compiled by Andres Lezcano, one of our fantastic Bluebird Account Managers!

Understand Your Indicators

Utilization = Units on Rent / Total Fleet

Time & Mileage (T&M) = Base Rate x Days on Rent

Daily Dollar Average (DDA) = Revenue / Rental Days

Revenue Per Unit (RPU) = Revenue / Avg. Fleet

Length of Rental (LOR) = Rental Days / Closed Contracts

Yield = Ancillary Revenue / Rental Days

No-Shows = (Reservations - Closed Contracts)

No-Show Percentage = No-Shows / Total Reservations

Revenue Per Transaction (RPT) = Revenue / Closed Contracts

Rental Revenue

Operating Revenue

Accrued Rental Income

Rental Income (T&M)

Additional Driver

Collision Damage Waiver

Personal Accident Insurance

Supplemental Liability Insurance

Under Age Driver

Upgrade

Baby Seats

Other Revenue

Miscellaneous Revenue

Income

GPS Income

Road Side Service

Assistance

Interest Income

Direct Operating Expenses

Vehicle Fuel Expense

Tires

Washing Supplies

Mechanical Repairs and Parts

Glass Repairs

Depreciation - Shop Equipment

Damage Repairs

Damage Credits

Vehicle Towing

Maintenance or Lease –Shop Equipment

Service Vehicle Expense

Preventive Maintenance

Fines & Penalties

Vehicle Insurance

Miscellaneous Expenses

Local Shuttling and Tolls

Claim Payouts

Sales and Fleet Expenses

Sales Expenses

Reservation Expense

Advertising and Sales

Promotion - Local

Commissions - Travel

Agents

Customer Appeasement

Online & Other

Advertising

Fleet Expenses

Vehicle Depreciation

Vehicle Tags Taxes

Inspection

Vehicle Lease Expense

Gain/Loss on the Sales of

Vehicles

Variable & Premise Expenses

Variable Expenses

Credit Card Commissions

System Fees & Royalties

Miscellaneous Variable Expense

Premise Expense

Premise Expense

Rent - Fixed

Utilities

Maintenance of Premises

Depreciation - Leasehold Improvements

Property Taxes

Personnel and G&A Expenses

Personnel Expense

Salaries and Wages

Employee Benefits

Contract Labor

Admin Consulting

Employee Welfare -Insurance

Payroll Service

Miscellaneous Personnel Expenses

Uniforms and Supplies

General & Administrative

Office Supplies and Postage Depreciation:

Furniture/Fixtures Bank & Credit Card Charges Computer Related Expenses Management Fees Telephone/Communications Meals/Other Travel Donations & Sponsorship Insurance - Non Vehicle Miscellaneous Expense

Leveraging Technology

The Rental Software Advantage

Computerized Contract Agreement Processing

Comprehensive Fleet Management

Reservations Planning

Data collection for Statistical Analysis

Mobile Loaner Solutions

Accident Claims Management

Reporting capabilities by customer, vehicle status and repair order

Customer Record Keeping

Repair Order Tracking

Posting of daily transactions to accounting at the end of the day

DMS Interface

Website Interface

Signature Pads

Credit Card Processing via Chip & PIN devices

If you would like a copy of this

presentation, please give us your

business card.

Thank You!