Car/Auto Rental -What does a auto rental company sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when deciding which auto rental shop to choose? _____________________________________________________________________ Call Opening Questions: Do you have a large selection of vehicles to choose from? Do you have most sizes of cars, SUV’s, vans, and light trucks? Are most of your vehicles clean, late- model, and low mileage? Do you offer free mileage? Can you book online? Do you guarantee a vehicle booked in advance will be there when the person arrives (or an upgrade will be offered at the same rate)? How do your prices compare to the national companies? Do you offer long-term rental discounts? Do you offer reasonable insurance rates? Do you offer reasonable pre-pay gas options? Do you offer a loyalty program (that includes free rentals)? Do your potential clients care about some of these points-if so, could we discuss in more detail? Notes: _________________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ _______________________ Confidential Property of Mike Centorani/Matchcraft, Inc. 2009

Car/Auto Rental Needs Analysis Questions: What are your most profitable/desirable types of rentals? (possible headline) _________________________________________________________________________________ What % of your rentals do these represent? What % would you like it to be? _____________________________________ _______________________________________ What are other types of popular rentals you offer? Would you like more of any of these type of rentals? (headings…truck or van rental?) _________________________________________________________________________________________________ How many vehicles do you have? How many do rent in an average in a week? _____________________________________ _______________________________________ How many more rentals (on average) could you do in a week? (capacity) __________________________________________________________________________________ I know there is probably a pretty wide range, but what is the average rental worth? (ROI) __________________________________________________________________________________ WHY is your car rental company the best choice for someone? (subheadline) __________________________________________________________________________________ Overall, are your vehicles maintained at a high level? Is your staff professional and courteous? __________________________________________________________________________________ Do you offer a pick-up service (if so, how far would you be willing to go? (other directories/reach) __________________________________________________________________________________ What other ways do you try to promote your company now? (continuity of ad messages) __________________________________________________________________________________ What is the main theme of your other advertising? Do you have any copies of ads I could look at? ____________________________________________ _____________________________________ Note: Continue to ask additional follow-up questions as well as confidence and convenience factor questions