NPR Builds on International Partnerships to Grow Rental Bookings

NPR Auto Group is building on its existing international broker relationships to grow reservations for NextCar, Priceless Car Rental, and Rent-A-Wreck, with dedicated support to develop partnerships and match distribution strategies to individual locations.

The Laurel, Maryland-based company has retained Ana Laborde to support international broker development and partnerships. Drawing on her experience and relationships in the European travel and car rental markets, Laborde will work with existing partners and pursue new distribution opportunities for NPR’s franchisees and affiliates.

The effort aims to diversify booking sources, including growing a segment that remains relatively small for the company: travelers from Europe, the Middle East, and Africa booking rentals at NPR locations in the United States, Canada, Mexico, and Latin America.

“International platforms represent an important part of our growth strategy,” said NPR Vice President Jason Manelli. “As we continue expanding these relationships, we believe having dedicated representation in the market will allow us to be more proactive with our partners and create additional opportunities for our franchisees and affiliates.”

Matching Brands and Locations With Brokers

International business already plays a role across NPR’s three brands, which Manelli said are represented by affiliates and franchise owners in more than 20 countries.

All three appeal to budget-conscious travelers willing to choose a smaller rental brand to save money, he said. Depending on the location, debit card acceptance and more flexible age requirements can also influence the choice.

Manelli sees some differences among their customers. Rent-A-Wreck tends to attract younger travelers and renters familiar with the brand’s humor and value proposition. Priceless and NextCar draw similar customers, including travelers choosing economical lodging as part of a budget-conscious trip.

Those similarities do not mean the brands — or their individual locations — can use the same broker strategy.

“We need to tailor what is included in the rate,” Manelli said.

Some brokers seek a single price that bundles required coverages, taxes, and fees. Others accept different coverage levels or offer reservations without coverage included, depending on the market.

Developing those relationships involves determining which partners and rate structures fit each location’s offerings and the customers those partners serve.

What Smaller Operators Bring to Distribution

For an international broker evaluating a rental partner, vehicle inventory comes first, Manelli said. Fleet size, customer service, and competitive rates all matter.

A smaller fleet or newer operation may struggle to meet those expectations on its own. Manelli said participation in an established brand system can help by bringing existing broker relationships, operating standards, customer care, and access to a broader network of locations and vendors.

That is part of NPR’s proposition to brokers: Individual operators may have limited fleets, but they participate in a system that provides relationships and support beyond a single location.

Manelli said broker bookings compare favorably with domestic bookings economically and can bring a different customer base. He did not provide specific comparisons of rates, costs, or profitability.

Outside the United States, Canada, and Mexico, France, Costa Rica, Sweden, the Cayman Islands, Albania, and Jamaica are among the leading destinations booked through NPR’s reservation system, he said.

Dedicated Support for International Growth

Laborde’s responsibilities include strengthening existing broker relationships, developing new partnerships, identifying market and destination opportunities, and working with NPR’s leadership and sales teams to increase international reservations.

For NPR, the broader objective is to give its locations more sources of business. Growing international reservations involves both developing distribution relationships and tailoring how each location’s vehicles, policies, and pricing are offered through those channels.