POWERPOINT TITLE

Dealer Direct Training

Hertz Costs at Auction – What would Hertz save?

Auction Fee $88

Detailing $75

Transportation to Auction $75

Price Premium YTD $101 – avg DD vs. auction gross difference

Deposit/Interest Savings $197 – reduced downtime vs. auction

Total Profit Difference $536/Unit

3282 YTD X 536 = $1,759,152

Advantages to using DMS

Quickly search current inventory and create a report of all grounded and available fleet to carry with you Review newly submitted orders by buyers Review pending deals Check on approved deals with a signed BOS for payment collection follow up Review payments received and not yet funded

Sign Up Your Dealers To Use DMS

Receive daily automatic inventory lists of available cars Submit orders and review status of previous requests

Make on ground requests

Print out Bill of Sale and Gate Release

Check payment requirements

Manage users and organizational information

Ex: Add buyers, office managers , controllers etc and delegate responsibility to them

It’s easy to add a Dealer to DMS

Login to DMS and click on the Dealer tab on top menu bar Search list of dealers to ensure dealer is not already listed

To add a new dealer, click on the green plus icon

Complete the pop up form. Add as much information as possible Note the tabs on top of form. You will need to add specific contacts, locations, floor plan etc. When completed, click on Save and Exit

DMS Sales Funnel – What are the stages of a sale?

Pending – Orders are created in the DMS System Submitted – Deal is in system, but not finalized. Negotiating point

Approved – Hertz and buyer have come to terms on price

Signed Bill of Sale – Buyer has signed paperwork and DD Rep has uploaded into DMS. Payment Received – DD Rep has received payment and deposited it or sent it on to OKC

Funded – OKC receives the deposit from the bank and matches it to an order. OKC has checked the sales funded button in DMS.

Buying a Car using DMS

Search online inventory

Make an offer

Payment Received from

dealer

Dealer signs & returns B.O.S.

Sales approves the order

Check out

Dealer obtains vehicle

Sale is funded

When is a sale really funded?

Vehicles will not be released and gate releases cannot be printed without the payment received button being clicked in the DMS system.

Dealer Direct Reps can click on payment received when “proof of deposit” has been uploaded into the system. Sales reps abusing this process can be terminated

When a buyer backs out of a deal

Contact your manager for approval If approved, remove the J-Hold from the car

Email the location with a statement that the car no longer has a J-Hold on it. This will flip the owning area number back to the original one.

Check for N-Holds or W-holds

What is an RHP?

RHP = Remarketing Holding Pen Each Metro location has it’s own RHP #

RHP location # allows Dealer Direct reps to:

1. Sell cars for 6 days before they move to auction ( unless changed by your manager )

2. Confirm that the car is physically there 3. Place the car onto a BOS (bill of sale)

RHP Location Responsibilities

Idle N/W/J –Holds daily to the RHP. Any delay adds downtime

Confirm car is idled to the correct RHP

Locate J-Holds quickly. Our buyers are waiting for these cars to:

1. Return 2. Scan to the RHP 3. Rep to BOS them

Check MISC COMMENT notes before moving the cars to auction

Idle cars to auction as soon as they leave lot

Misc. Notes in ASAP Adding notes to provide more information about these cars is very important. 1. You need to read existing notes 2. You need to make notes

Adding Notes to a J-Hold: • SOLD • Initials of Rep that sold the car • Name of Buyer

Example: SOLD JW River = sold by Jeff Wilds to Riverside Motor Inc.

Adding Notes after a car is placed onto a BOS (Bill of Sale) • BOS • BOS #s • Initials of Rep Example: BOS 18975 MG = Bill of sale 18975 Mike Greene

When you can’t find a car in DMS

1. Search for the car in ASAP 2. Confirm that the car is idle to an RHP 3. Confirm the car has a hold on it; J/W/N-Hold 4. If so, check the car in VAW:

a. Current/future fleet b. Fleet disposal c. Fleet vehicle selection d. Enter in the owning area and unit number (add a zero “0”

in front of the owning area number) e. Check the VDA total. If the VDA $$ are greater than $1200,

then the vehicle won’t come into DMS.

5. If all criteria has been met and the vehicle is still not found – then call John McNellis

The Best Dealer Direct Reps:

Are organized Have great sales skills Can effectively manage their time Use all the tools at their disposal Use an effective work schedule:

Date/Time Mon Tues - Thurs Fri

AM DMS clean up – Outstanding items

Clean up Check auctions

Call buyers

Clean up Set appointments for following week

PM Follow up on work orders

Visit dealer stores Call on HLE Managers to set up appointments

with dealers

Sales Tools

•DMS System and reports •Manheim Market Report • ASAP System System Holds J-Hold Vehicle is slotted for wholesale N-Hold Vehicle is slotted for wholesale, can be used for rental

W-Hold Check in vehicle and put aside for wholesale •RHP – Remarketing Holding Pen •Daily Dashboard ( Sales performance) •VAW