The Butter Fly Effect . . .
August 2014 – CBTG “flaps it’s wings” - I asked for your feedback . . .
and boy did you give it
September 2014 – Hertz CEO Mark Frisora resigns
November 2014 - John Tague appointed President and CEO of Hertz
November 2014 – Hertz Announces New Fleet Strategy:
• 350,000 model year 2015 vehicles added in the U.S. (approximately
60% more than the model year 2014 vehicles)
• Return to healthier mix of program versus risk cars in our fleet
Spring 2015 –Overhaul and redesign of US sales force – DRIVE
July 2015 - Hertz Completes Financial Restatement; Provides 2015
Business Outlook
• "2015 is a transition year for Hertz. We are making important
investments in our fleet, systems and service, and adding new talent to
complement the existing expertise throughout the Company.”
October 2015 – Hertz Goes . . .
What’s “New”?
• Sales Force Dedicated to Preferred
Travel Agencies
• Sales Force Dedicated to
Corporate Accounts
What’s Improved?
• Alignment at VP Level
• Local Sales Focus & Support
• Narrower Scope of Accounts
“New” Sales Organization
5 Regional Sales VPs
Regional Sales
Managers (Contract
Level)
Account Managers
Regional Sales
Managers (local)
Local Account
Executives
Portfolio of
Preferred TAs
corporate &
partnerships accounts
IR Claim Centers
Hertz Off-Airport
Key Account Managers
(large contracts)
Large Corporate
Accounts
Changes for CBTG
• CBTG Partnership Managed by
Atlanta Account Manager, James
Orluck – your new best friend
• CBTG Agencies Supported Locally
by Hertz Local Account Executives
(LAEs) – you haven’t completely
gotten rid of me
• HBR Accounts No Longer Have
Dedicated Sales Person but HBR
is still alive and well and important
to Hertz & CBTG
Who Are These LAEs?
South LAE RSM,
Craig Seabolt
LAE (GA)
Mack Waugh
LAE (Carolinas)
Brian Antenor
LAE (S. FL)
Jessica Chavez
LAE (TN & N. AL)
Shannon McKinnie
LAE (N. FL)
Calvin Vo
LAE (LA, MS, S. AL)
Kristin Crawford
LAE (DC, VA, MD)
Greg Purnell
Northeast LAE RSM,
Brad Forrest
LAE (CT – Hartford &
West; Downstate NY,
Bronx & Manhattan)
Jason Thompson
LAE (East of Hartford)
Jackie Medeiros
LAE (Buffalo, Rochester,
Syracuse, Albany,
Binghamton)
Alexa Thornton
LAE (NY – Long Island,
Queens, Staten Island &
Brooklyn)
Adam Neid
LAE (NJ)
Tracy Daughtry
LAE (DE)
Zach Davis
LAE (NH, ME, VT)
Nick Cappellucci
LAE (Philadelphia)
OPEN
Central LAE RSM,
Robin Hollingsworth
LAE (Detroit)
Rose Siadi
LAE (Minneapolis)
Tammy Walker
LAE (KC/Omaha)
Nigora McGill
West LAE RSM,
Brandon Rodriguez
LAE (Seattle/Port.)
Erica Mitchell
LAE (San Francisco)
Maria Lara Ruiz
LAE (San Francisco)
OPEN
LAE (Chicago)
Megan McMahon
LAE (St Louis)
Hiral Patel
LAE (Ind./Cinc.)
Ben Strope
LAE (Pittsburgh)
OPEN
LAE (Los Angeles)
Adam Miller
LAE (Los Angeles)
Dionne Cox
LAE (Sacramento)
Erica Nadal
LAE (Houston)
Tara Lok
LAE (SD/LA)
Kayla Outen
LAE (Dallas)
Lien Do
LAE (Denver)
Debra Turner
LAE (OKC/Dallas)
Laura Ibanez
LAE (Phoenix)
Art Donica
HBR Changes
What do we do with HBRs?
•
NEW ACCOUNTS:
– Forwarded to the BRST team via the, Business Rewards Program Leads form, link
below. The BRST team will follow-up with the customer to sign the account. For
customers that prefer to speak to a BRST team member regarding their sales lead, they
can call 888-777-3807.
•
CUSTOMER SERVICE:
– HBR customer’s requiring Customer Service (dirty cars, billing dispute), these should
be directed to Customer Service at 800-654-4405. BRST does not handle this type of
customer service.
•
ACCOUNT MAINTENANCE:
– HBR Customers that require Account Maintenance (address updates, billing update,
HBR program questions), BRST does handle this type of service, so these can be
directed to BRST via 888-777-3807 or emailed
to: businessrewardssalesteam@hertz.com
What Do You Think?
• Do these changes resonate positive, negative or
neutral?
• Beyond fleet, leadership, & sales - what else should
be working on?
• What are you hearing from the RAC market?
– National
– Avis
• TRIVIA – What is the year one commission for new
HBR accounts?
A Good Program –


Committed Annual Financial Support for the Group
Retail & HBR Overrides
Quarterly, Hertz tracks the Retail & HBR revenues for CBTG as a group. When the group has positive year over year
results in either Retail and/or HBR for the quarter, each agency with positive Retail and/or HBR results earns additional
Override Commissions between .5%-4%.

CBTG Member Discount Program
•
•
•
•

Hertz Business Rewards (HBR) Program
•
•
•
•
•

Leisure Customers and/or Customers without a Hertz CDP
Book using CDP# 317491
10% commission on Weekly & Weekend Rentals in the U.S.; 5% on Daily
Discounts up to 20% on Hertz retail rates in the U.S. & Canada
Small Business Customers (annual RAC spend less than $100K) - use Program
12% Commission (5% standard commission, plus 5% Agency Referral Bonus for first 12 months, plus 2% thru CBTG)
Free Rental Days for Company and Agency
Clients receive low rates and discounts worldwide
Fee-waived Hertz Gold Plus Rewards membership
Hertz Affordable Europe (AFE) Program
• Customers Traveling Internationally
• 18% commission on Hertz Affordable Europe Rentals
• Guaranteed, low competitive rates with free, unlimited mileage

Hertz Meeting and Convention Services
•
•
•
•
Group and/or Incentive Travel –
5% commission & Referring agency earns $250 in Hertz certificates for every 20 rentals
Clients receive competitive rates; Reduced rates for site visits; Site-to-site link capabilities;
Dedicated meeting coordinator
What’s “New” . . .

Market share threshold lowered from 31% to 27% $.50 Paid quarterly on ALL rentals to each agency @ or above share threshold.
Results so far: Since 2011 - $102,474 paid in market share bonuses
Agencies earn this bonus even if CBTG as a group does not achieve 27% Hertz share.
How Can You Increase Your Hertz Share?
1.
2.
3.
4.
5.

Use the CBTG CDP # 317491 - 10% commissions on Weekly & Weekend Rentals; 5% on daily
Hertz Business Rewards Program
Promote New Hertz Improvements
Tools You Can Use
Account Conversions
Account Conversion Bonus – plus helps drive share bonus
Account Conversion flyer and redemption form posted on CBTG website
Virtual Coupons on CBTG Site
CBTG Hertz PC Offers 2015
Rental Segment
Offer
Location Rental Length
Weekly
Save 10%
AP & OAP
Min 5 days
Weekend
Save 10% on
Weekend
AP & OAP
Min 2 days
Monthly
Save $40 on
Monthly
AP & OAP
Min 28 days
Weekly
2 Free days of
Neverlost
AP
Daily/Weekly/Weekend
1 Free day of
Neverlost
AP
Weekly/Weekend
Save $5/day
Hertz
Collections
AP
Min 2 days
Weekly/Weekend
Free Upgrade
AP & OAP
Min 3 days
Min 2 days
rental of
Neverlost
Min 2 days
rental of
Neverlost
Car Classes
PC #
Expires
Most Cars except Hz
Collections & Dream 302680 12/31/2015
Cars
Most Cars except Hz
Collections & Dream 302665 12/31/2015
Cars
Most Cars except Hz
Collections & Dream 203431 12/31/2015
Cars
Neverlost equipped
vehicles
203313 12/31/2015
Neverlost equipped
vehicles
203302 12/31/2015
Hertz Collection
Vehicles (No Dream 302643 12/31/2015
Cars)
Economy to Full,
203346 12/31/2015
maximum Premium
AP = Airport
OAP = Off Airport
HPC = Hertz Prestige Collection
HAD = Hertz Adrenaline Collection
HGC = Hertz Green Traveler Collection
Tools You Can Use
1. Hertz News Online
Quarterly Online Newsletter. #1 resource for
the latest information. Visit
www.agentnewsonline.com to sign up today!
2. Travel Agent Discount
CDP # 69212 offers: Up to 20% off on Retail
Rates
3. Agent Gold Rewards
Hertz's Travel Agent Loyalty Program. Sign up
at www.hertzagentgold.com