Selling Contract Hire

Aims and objectives

Delegates will achieve a greater understanding of areas such as finance, taxation, competitive contracts, margins and underwriting considerations. Sales people will be more confident, more knowledgeable and more effective.

Key Benefits

Day one

Discussion of:

• Principles of balance sheet, profit and loss and cash flow, cash utilisation, on/off balance sheet, depreciation, corporate tax
• Underwriting considerations
• Vehicle acquisition methods
• Taxation including Benefits in Kind
• Allowances
• VAT
• Qualifying and non-qualifying vehicles
• The benefits of contract hire

Day two

Discussion of:

• The benefits of contract hire (continued)
• The sales process
• The ‘fact find’
• The proposal
• Presenting the proposal, negotiation and close
• Overcoming objections
• Role play using industry models and scenarios
• Action planning for all delegates

Contact:

Member Services on 01494 545703 or memberservices@bvrla.co.uk to register for this course or for more information.