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.