This transportation company serves both B2B and B2C customers across North America. Its consumer offerings include vehicle rentals and supplies. Challenge While the company used Salesforce to keep detailed customer records and deliver highly personalized services to its B2B customers, it didn’t maintain a database for its B2C customers. Consumers who reserved a rental vehicle received a confirmation email and no further support or communication outside of updates about their reservation. As a result, the company was losing revenue due to cancellations and no-shows, and it was also missing an opportunity to earn additional revenue by promoting offers for supplies and insurance. Most importantly, the company had no way of nurturing a long-term relationship and earning the customer

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