Upsell

UPSELL WINDOW

An 'upsell' occurs when a customer is sold into a more expensive vehicle in place of the one reserved.

Within CARS+, there are multiple methods of doing upsells. One of the methods involves building an upsell matrix of all possible upgrade combinations and their rates. The matrix is displayed in this subwindow.

The upsell matrix can be used to limit the rental agent's ability to negotiate the upsell charge. Depending on settings, which are detailed in the chapter Overview - Upsells, the upsell rate is either:

non-negotiable
negotiable: can be increased but not decreased
negotiable: can be increased or decreased

The rental agent selects the appropriate upsell, and a separate charge for the upsell is added to the RA. (The reserved rate and rate class are honored.)

Prior to using this subwindow, certain set up steps are required. They are detailed in the chapter Overview - Upsells.

To access the Upsell Subwindow, type U (RET) at the "OPTION:" field on the main window.

Note that access to the U Subwindow is barred if:

Upsells have been turned off in the "Upsell" field in the location record.

There is no reservation on this rental.

There is a reservation but it is not from a national reservation center and this is made mandatory through a field in Edit Main Control Record.

Depending on how the system is configured, the reservation's rate and/or rate class have been edited. (User tip: A field in the Edit Misc Control Fields record can be set so that upsells are allowed even when the reservation's rate and/or rate class have been edited.)

The Rate Product Code or Rate Class Code (Fields 13c and 13d on the Main Window) have been edited. Upsells are not allowed if the reserved rate has already been manually edited. (The Upsell logic must know exactly what rate the customer originally agreed to when reserving.)

The rates on the A Subwindow have been manually edited.

User tip: Upsell access for Hertz Au with CDPID rentals. When there is a Hertz booking from Hertz Reservation Centre with a CDPID, the Upsell window can be accessed only if there is a RQ code of CT or CR. The RQ code can be viewed D sub window on the Reservation.

Again, refer to the chapter Overview - Upsells for details on the set up for Upsells.

If the Upsells are allowed, the window will then display something like this.

OPTION:__________ UPSELL RATES (* = Corp Rate)
Upsell Per Day FreeMI Mile Rt City Upsell Per Day FreeMI Mile Rt City
1. CCAR 2.50 100 .15 .20 9.
2. ICAR 3.00 10.
3. FCAR 5.00 11.
4. LCAR 7.50 12.
5. PCAR 10.00 13.
6. MVAR 15.00 14.
7. 15.
8. 16.

F2 Next 16 F4 Prev 16

This screen displays up to 16 classes of vehicles to which this customer can be upsold. These classes appear in hierarchy order (least to the most expensive.)

The "Per Day" column displays the minimum acceptable incremental charge to upgrade to each class. For example, in the display above, a customer would be charged at least $5.00 additional per day to upgrade from the reserved class to a vehicle in the class, "FCAR".

User tip: Upsell rates for CDPID rentals. When there is a CDPID with a corporate rate on the RA, the upsell rate is the difference between the rates for the two classes on the corporate rate (not the upsell rate from the upsell matrix.) However, the system can be configured to use the upsell matrix. To do so, contact Thermeon Customer Support and ask that GVT 'NOCORPUP' be set up.

The next series of columns displays rates from the upsell record that may override the mileage rate and allotment on the Rate Rules record (see the chapter on Edit Upsell Rates for a discussion on how this conditional overriding occurs):

The "FreeMi" column displays the free miles/kms allowed when upgrading to a particular class of vehicle.

The Mile Rt column displays the per mile/km charge for chargeable miles/kms over the free allotment.

The "City" column displays the per mile/km charge for intercity miles/kms.

To select a record from the Upsell Matrix, type the desired line number in the Subwindow's "OPTION" Field.

EXAMPLE: To make the upsell to the FCAR class, Type 3 (RET).

Selecting an Upsell Record does NOT change the data in Fields 13c and 13d of the Main Window. Nor does it alter the rates displayed in Subwindow A. Instead, it automatically loads the Upsell option to the RA. Depending on certain settings, the option is loaded into the Option Subwindow (Subwindow D) or Subwindow T.

The upsell selected above appears in the D Subwindow as follows:

OPTION: ______________ OPTIONAL CHARGES PAGE 1
Option Qty Rate/Weekly/Xday/Monthly/Hourly Max Deductible
1 CHILDSEAT 1 5.00/*/*/*/* *
2 BOXES 5 2.50/*/*/*/* *
3 LDW 1 15.99/*/*/*/* 100
4 SLI 1 7.99/47.95/*/*/* *
5 UPGRADE 1 5.00/*/*/*/* *
6 * * */*/*/*/* *
7 * * */*/*/*/* *
Desired Options * Damage Responsibility Amt 250

F2 NEXT 4 F4 PREV 4

The upsell rate appears on line 5 in the example above. The upsell charge itself must selected through the U Subwindow.

The Pricing Code (for options) on the upsell class is applied to the RA. This can be seen by pressing Shift/F6 from the main OPTION field.

EDITING THE UPSELL RATE

The upsell rate that displays on the U Subwindow is the minimum upsell charge. This rate may be able to be manually edited in Subwindow D. Note: The rate cannot be edited in the Upsell Subwindow.

The following limitations apply to upsell edits:

1. The upsell Option must be flagged as editable.

2. Depending on settings which are detailed in the chapter Overview - Upsells, the upsell rate is either:

non-negotiable

negotiable: can be increased but not decreased

negotiable: can be increased or decreased

3. If the upsell rate is greater than the daily rate currently on the A Subwindow, the following message will appear at the bottom of the screen;

upsell rate > than daily rate ok? (y/n)

Enter:

Y = By entering "Yes", you are acknowledging that the incremental increase will more than double the rental price.

N = Entering "No" will cause your edit to be removed. The Upsell rate will revert back to the value from the Upsell Matrix.

4. There is no weekly or monthly upsell charge. A seven day rental will result in an upsell charge of seven times the daily rate quoted.

MISCELLANEOUS NOTES CONCERNING UPSELLS

To remove an upsell charge from a contract, use the Edit Opening Fields program. Go to the D Subwindow, and use the F3 function key to erase the Option Charge from the D Subwindow.
Once an upsell charge is added to a contract, neither the Rate Product Code nor the Rate Class on the Main Window can be edited.

Even if the rate itself is editable, NO manual edits can be made to the rates on the A Subwindow. The one exception to this rule is that the Free Miles Code field is still accessible.

If the rate in the A Subwindow must be edited, remove the upsell from the contract and save it. Then edit the rate and save the RA again. Then place the upsell back on the contract and save once again.
Upsells and rates with mileage charges:

The default logic in CARS+ is apply the rate per mile from the Upsell file to a transaction if the reserved rate is defined as mileage limited. But that means that when doing an upsell on an unlimited mileage rate, any mileage allowance or mileage rate on the upsell rate record is ignored. This default logic can be changed via a flag on the Edit Misc Control Fields screen. Setting a field there will cause any mileage allowance and or rate per mile that is on the upsell rate record to always be applied to the rental, even if the reserved rate is defined as having unlimited miles.
Example:

Rate ABC with 100miles/day   Upgrade Rates

Class    /Day    /mile       From  To    /Day  /mile    From  To    /Day    /mile

ECAR     29.95   .10         ECAR  CCAR  5.00  .12      MCAR  FCAR   4.00   .17

CCAR     34.95   .10         ECAR  MCAR  8.00  .12      MCAR  SCAR  10.00   .17

MCAR     39.95   .15         ECAR  FCAR 12.00  .17      FCAR  SCAR   5.00   .17

FCAR     45.95   .00         ECAR  SCAR 20.00  .17

SCAR     55.95   .00

A rental based on a reservation for an ECAR can be upgraded to a CCAR for $5.00/day, but the per mile rate will also increase to .12/mile. This is because the original reserved class has a mileages charge.

A rental based on a reservation for an ECAR can be upgraded to a FCAR for $12.00/day, but the per mile rate will also increase to .17/mile. This is because the original reserved class has a mileage charge.

A rental based on a reservation for an FCAR can be upgraded to a SCAR for $5.00/day, but there will be no mile age charge. This is because the original reserved class is exempt from mileage charges. Therefore although the FCAR/SCAR upgrade record has a mileage rate, it will NOT be used when the upgrade is done on Rate ABC.

4. When closing the RA, the upsell charge will calculate like all other time sensitive options. However, the quantity (number of days) and rate fields cannot be edited.

5. On the DBRs, revenue from upsell charges is included in the "Time" column with other time charges on the RA. It does not appear in the "Other" column.

6. On the Extra Revenue Report revenue from upsells made through the U Subwindow are shown under the Option Code "UPGRD" (defined in Edit Optional Items.) They do NOT appear as "Upgrades".