Jan 16, 2016
Who is Federated Insurance?
Auto Dealers
What Insurance Does An Auto Dealer Have?
Commercial Insurance Package– Building & Contents– Autos– Liability–Workers Comp
Coverages We Are Selling
• Business Income Premier Select:
• False Pretense & Government Confiscation:
• Data Compromise: • Risk Management:• Employment Related Practices Liability: “ERPL”
Premier Select
False Pretense & Government Confiscation
Employment Related Practiced Liability
Data Compromise
Risk Management
Risk Management
Customer: Big Deele
GMC, Olds & Pontiac
• 1947 – 1969 Louis “Big “ Deele• 1969 – 2007 Mark Deele• 2007 – Present Terry Deele (3rd Generation)
Customer: Big Deele
GMC, Olds & Pontiac
• 2004 General Motors discontinues the Oldsmobile line • 2008 Great Recession hits, Gas prices hit $4 a gallon• 2009 GM Files for Bankruptcy• 2010 GM Cancels Dealership Franchises• 2010 General Motors discontinues the Pontiac line
Customer: Big Deele GMC
• Added Kia Franchise• Business is better, sales are up• Terry Deele remains “cautiously optimistic”
& KIA
Pat Counter CFO
• 2000 Pat graduated from college, finance major .
• 2009 Hired by Terry for expertise in controlling costs.
• Mission: to put Big Deele back on solid financial ground.
• Smart, fair, watches the finances closely.
• Reviews the insurance package each year decides whether or not to get quotes.
First Round: Meeting with CFO:
• Stopped in and phone calls• 10-12 minutes• MBFF Agency • Re Lee Cheep Insurance Co.• Your goal:– Build relationship with Pat– determine needs– secure agreement to
present your quote to the decision maker another day.
Coverages:...
- Date Compromise.
- False Pretense.
- Business Income.
- ERPL.
- Risk Management
Good luck!
Second Round: Meeting with Decision Maker
• 10 minutes to present your proposal to the decision maker.
• Use the information you learned during the meeting with Pat to help you in presenting your proposal.
• Have your pricing with you. • Your goal is to close the sale.
Pricing
• Assume that your price for the base Commercial Insurance Package will be $50,000.
• The prices of the additional coverages you are selling, are in addition to the price for the base package.
• Pricing can be found in the price document on the sales contest webpage.
• Stay within the pricing guidelines given.