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The various modules within this course are designed to help your sales team improve their effectiveness in marketing your business to various referring business entities.
Target Audience:
Estimator, Production Manager, and General Manager
Are You Experiencing:
• Low customer traffic
• Lack of insurance relationships
• New DRPs which yield very low volume
• Spotty agent support
• Stiff competition from consolidators
• Lack of a strategy for ongoing agent visits
• Dealerships sending work to other repair centers
• Lack of in-store promotional items
• Inconsistent use of company logo on promotional items
• Other accident site influencers not encouraging the use
of your repair center use
This Course Will Provide:
• An understanding of the different types of business-to-business marketing
• An understanding of the components of an effective Marketing Plan, including marketing strategies, tactics, budgets and tools
• A proven step-by-step sales / marketing process for each of the B2B segments
• Numerous examples of industry-specific tools and marketing ideas
• An opportunity to practice new skills
Developing a Marketing Plan
• Completing demographic research
• Determining historical source of business by segment
• Reviewing the closing ratio by segment
• Evaluating the marketing options
• Creating a marketing budget
• Developing an overall marketing plan per segmentClaims
• Understanding the difference between brand building for consumers and business-to-business selling
• Appealing to the primary referral sources at the point of the accident
• Understanding insurance claims procedures
• Understanding how to apply for and secure a DRP relationship
Agents
• Developing the skills necessary to build a business relationship with agents and others
• Exploring different ways to optimize the relationship with agents
Fleets
• Understanding how to secure and negotiate a fleet relationship
• Exploring different ways to optimize the fleet relationship
• Understanding the value of Point of Impact marketing
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