Agenda

Tuesday, June 3, 2025
- 01:00 PM - 05:00 PM
  
  Rental Manager Training Module (Optional)
  
  Know Your Market & Competition
  Know Your Rental Fleet
  Prospecting For Rentals & Cold Calls
  Rental counter operations
  Refreshment Break
  Billing & Administration (daily, weekly, monthly)
  Fleet-Control Damages
  Determining Long-term Rental vs. Lease Customer
  Converting Rentals to Lease
  Customer Experience
  
  Group Dinner
  06:00 PM - 08:00 PM
Wednesday, June 4, 2025
- 09:00 AM - 12:00 PM
  
  Module I – Day 1 (AM.): Introduction & History, Successful Sales Plan
  
  Breakfast
  
  History of FSL Industry & NationaLease
  Marketing & Sales Plan + Exercise
  Sales Process Timeline
  Know your competition
  National Accounts
  
  Refreshment Break
  
  Knowing Product Line
  Marketing & Sales
  Branding, Sales Cycle
  Prospecting, Networking
  Effective Selling Strategies
  
  Lunch
- 01:00 PM - 05:00 PM
  
  Module II – Day 1 (PM): Rating, Competitive Analysis
  
  Proposal & Additional Resources
  Overcoming Objections
  National Account Overview
  Hands-on Step-by-step Rating a Lease: from ground zero, utilizing the NationaLease Member Rate Sheets (and a calculator)
  Competitive Group Exercises on Rating FSL & VMA
  Multiple Rating Exercises
  Team Rating Homework
  
  Group Dinner
  06:00 PM - 08:00 PM
Thursday, June 5, 2025
- 09:00 AM - 12:00 PM
  
  Module III – Day 2 (a.m.): Wrap-up, Q&A
  
  Breakfast
  
  Reviewing Team Rating Exercises
  Agreement Review
  
  Refreshment Break
  
  Lease vs Ownership Discussion
  Seminar Discussion & Follow-up Q&A
  
  *Disclaimer: Seminar agenda time and details may fluctuate depending on group size and member-submitted topic requests.