SWFL Jeopardy

SOP

100

According to the SOP how long does a piece of equipment need to be cleaned in order to incur a "standard cleaning charge" 

6 to 30 minutes 

200

What changes to a HERC Plus account can a TSR make without a NAM or SAM approval? What email can you contact to make changes? 

1. Address changes 

2. Phone and fax number changes 

3. Name changes LETTER, EMAIL FROM CUSTOMER OR INTERNET ARTICLE REFERENCING CHANGE IS REQUIRED.

 4. Locally Handled/Unassigned HercPlus Accounts will be approved/handled through the Credit and Sales & Pricing Team

 [e-mail]

https://intranet.hercrentals.com/content/dam/hercintranet/operations/SOP/SOP%20Files/SOP-SA-13%20Herc%20Plus%20Process.pdf

300

How much should we look to charge for "loss of use" in the event of customer damage 

The lesser of: the basic rental rate multiplied by the time it takes to repair the equipment or twice the 4 week (month) rental rate 

• The charge is based on the time that the equipment at the vendor’s facility or the time it takes to procure a replacement piece of equipment 

• Use the most favorable rate to the customer (example if the charge for 3 days is greater than a week, apply the weekly charge, etc.)

400

Name 5 titles that would be authorized to make credit decisions. 

• Executive Officer/Director • Member of LLC • President • Vice President • Office Manager • Project Manager • Purchasing Manager • Accounts Payable Manager • Chief Accountant • Operations Manager

Principal • Corporate Secretary • Director • Pastor • HR or Accounting Administrator • Procurement Specialist  

500

What do you need to provide the prosolutions team with in order to get the commission split? 

At minimum, a customer contact and project or need is supplied to the ProSolutions team. 

• Example: Classic rep tells PS rep that Bob at ABC contracting is looking to rent a generator, here’s his info, please follow up. PS closes the deal. The classic rep providing the lead should email the PS rep & BM to ensure they get their # applied to the contract. Any disputes should be resolved by the BM/DSM/DM.

Resources

100

Who should I contact for immediate safety training needs 

Raul Villafana

[e-mail]

Cell: [phone]

200

Who can I contact for help with Government contracts and pricing 

Drew Sylvester

C 470-214-1769

300

Who should I contact with questions on trench equipment questions 

Kevin Preston 

6562341936

400

Who is the best contact for questions on industrial tooling?

[e-mail]

Frank Geddes 

4582105660

500

What is the best way to get new business cards? 

Printed and Branded Materials Store on OKTA 

The Team

100

In which foreign country did Andrew Mehan own and operate a bar? 

Costa Rica 

200

Who had a baby measuring in the 100% percentile for height? 

Aaron Cassner has a son named Brooks in the 100% for height. 

300

What is Mark Schumaker's favorite college football team

Michigan! 

400

What branch did Calvin start with HERC Rentals ? 

Jacksonville 

500

What is Jeff Wilmes favorite sport to play?

Basketball 

Accounts

100

According to the most recent scorecard. Which customer has brought our district the largest amount of revenue?

(prosolutions) Jenkins Restoration - $599,455

(classic) M A Mortenson $245,786

200

Which COE items will stay in your sales rep code if you book out of the COE? 

1.) Floor Care 

2.) Connex Boxes 

3.) Trench Equipment 

4.) Small non commercial pickup trucks 

300

What qualifies you as a TSR to claim an account as a split account? 

Case by case. The account needs to spend at least 15k minimum. More than that the account needs to be owned by the TSR, you should be the firm single point of contact for all rentals and issues. Have a good case and reasoning to present to your BM and Jeff. 

400

Name three accounts that do business throughout the entire district. 

1.) Titan America

2.) Waste Management

3.) Ogden Brothers

MANY MORE  

500

What would qualify a customer as being tax exempt? 

• Religious organizations, such as churches
• Non-profit organizations, such as hospitals, labor unions, and credit unions registered as non-profits
• Organizations operating purely for the purpose of scientific research
• Historical societies and art museums
• Associations created to promote the common interest of their members, such as chambers of commerce
• Veterans' organizations in which at least 75% of their members are either serving or retired military personnel
• Organizations working for human services, such as food banks, scouts, and homeless shelters
• International organizations working for a social cause, such as the Red Cross
• Education-related organizations, such as parent-teacher associations or public schools
• Organizations working to promote horticulture or agriculture, such as forestry or crop institutes

Action Selling / Approach

100

According to the Action Selling book what is the first act of the sale? 

HAVE A COMMITMENT OBJECTIVE 

200

What does TFBR stand for in the book action selling? 

T - tie back 

F - Feature 

B - Benefit 

R - Reaction 

300

According to action selling two thirds of the selling takes place while asking questions. Please give me an example of a question that could identify the needs of a prospective customer? 

No wrong answers 

- How much do you spend annually on rentals? 

-Are you the only person with the company ordering equipment. 

- What are the things that are important to you when renting equipment? 

400

When setting up a new account, how can you ensure you get a split of the commission even if its outside your area? 

The TSR can send an opportunity to a rep in another territory. When creating the opportunity in SF there is a small box entitled "stacked commission".

Once the receiving rep completed the opportunity you will be submitted for a small percentage of commission for the rental. 

500

In what act of the selling process would the customer commit to the sale? 

Act 8 Confirm the commitment 

*make sure to follow up and schedule a future event to follow up on your sale.