A couple years ago, a few people were arguing about how many contracts one wrote in a month. When I was the top MA at a 140 car branch, I used to write 250 or more a month simply by virtue that we only had 3 full-time employees, and we had a short rental period average.

I did not sell 53% DW, in fact I think I was around 25 or 30% as I was honest with individuals.

However, a few branches in my group did sell 50 or 60% DW but not because they were "good" sales people. One of the fundamental flaws with ERAC's matrix is that DW, for instance, is often contractually required with certain corporations and/or institutions. Therefore, if you have 600 contracts a month at a particular branch, and 300 come from a client who requires their employees to take DW (at a discount, like 7 bucks a day), then of course those employees are going to appear to be selling a LOT of DW when in fact they aren't selling it at all.

For me, the biggest problem with ERAC is that while I was there they constantly harped on so called "objective" performance measures that were hardly objective at all. The DW contracts, the 2 p.m. "holds," the flawed ESQIs, and fleet growth which was often an indication of luck (for instance, in a town of about 50,000.00 both Hertz and Avis closed.).