SYR CUS
DE LE
In 1964 the U-Haul rental gross will soar to $70,000 at
Dee's Flying A, in Syracuse, N. Y. (31-368). Special atten­
tion to the salesmanship of Specialty Rental Items like hand
trucks and furniture pads is giving that gross a $6,000 lift.
This Dealer has some good sales ideas which can help all
Dealers. Read on to see what we mean.
QUESTIONS GET GOOD ANSWERS. Since.January, 1964
Dee's Flying A has made more than 950 U-Haul hand
truck rentals. How do they do it? "It's all a matter of ask­
ing," says Wallace "Dee" DeGroot. "Truck and trailer
customers practically trip over our hand truck display.
Still they won't rent hand trucks unless we ask for this
business. So we ask . our customers, 'which would you
rather do. Spend $2.00 for a hand truck now. Or $400
for a back operation later?' " It works!
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haulers. Here's how Dee describes this market. "I'm in a
prime location. Right in the center of town. I keep U-Haul
equipment out where it can be seen. It brings a lot of com­
mercial business. And you know commercial accounts.
They like to be billed at the end of the month." Local
truck rental gross has already passed the $18,000 mark
this year. Month end billing is a definite possibility for
many of Dee's commercial accounts.
"Another thing" he continued. "I've made it a point to
know managers of truck rental companies here in Syra­
cuse. Hertz and some of the others don't carry furniture
pads and hand trucks. Since I cooperate with them, they
send their customers here to rent these items."
Dee and his crew have written 360 U-Haul furniture pad
contracts this year. Their question and answer sales tech­
nique works with furniture pads, too. "Would you rather
spend $3.50 for a dozen pads ... or $16.00 to $20.00 to
repair one nick in a good piece of furniture?" That ques­
tion's been good enough to gross $1,300 in furniture pad
rentals.
IN CASE THE LINE'S "BUSY", Dee's Flying A recently
got a second telephone number. "I'd recommend this in­
vestment to any U-Haul Dealer," Dee said. "If a prospect
gets a busy signal now, chances are good he'll try our
other number. Otherwise, he'd call a competitor. It's an
investment. But it's well worth it." As a 24 hr. operation,
Dee's Flying A benefits by this additional phone day and
night.
DEALER MAKES COMMERClAL CO TACTS. Dee's Dealer­
ship differs from most AAA Dealerships in one important
respect. The truck rental gross comes primarily from local
No wonder Rental Company President Ken Shivers and
Area Fieldman George Edwards rank Dee's Flying A tops
among New York Dealerships.
STRATEGY SESSION TAKES PLACE in the Dealership office when
Area Fieldman George Edwards (left) and Dealer DeGroot (right)
get together. Here George points out a profit angle in the Dealer's
Operational Manual.
THEY'VE GOT DEE'S "NUMBER". And Dealer DeGroot (above)
recently installed a second phone for customer convenience. Here
Dee makes notes on a Rental Prospect List pad at his U-Haul selling
unit.
TH HAND TRUCKS AN 0 PADS SIZZLING SRE SUCCESS. Specialty Rental Equipment at Dee's Flying A will boost yearly gross by $6,000. Do you think that's too big a hand
truck inventory? Dee gets more than twice the System's average profit per hand truck. Here Dee (left) shows a prospect why U-Haul is the
best bet in Car-Top Carriers_
TRUCK AND TRAILER TALLY takes place when Wallace " Dee" DeGroot personally counts equipment just before mailing his Monday report.
Dee considers the 5' x 10' display sign to be one of his best sales aids_
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