who is federated insurance? auto dealers what insurance does an auto dealer have? commercial...
TRANSCRIPT
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.