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... then, it's not your problem. Dave Kahle is a consultant and trainer who helps clients increase sales and improve sales productivity. He's the author of more than 200 articles and three books. The Six-Hat Salesperson was recently released by AMACOM. Contact him at The DaCo Corporation, 15 Ionia SW, Suite 220, Grand Rapids, MI 49503, phone (800) 331-1287, fax (616) 451-9412, e-mail [email protected] , or Web site www.davekahle.com . Login or Register (for FREE) to gain access to thousands ... the second question, "Is this salesperson appropriately directable?" Directable means that you can count on the salesperson to do what you ask. Here's an example: Your marketing department has put together a hot new program. You assemble the sales force at your monthly meeting and lay out the program. You tell them to present it to each of their top 20 accounts during the next 30 days. What's the likelihood that they'll actually do this? That's a measure of directability. If the salesperson in question nods in agreement at ... and review progress. This establishes the seriousness of the situation and interjects some urgency. After the meeting, document it. Capture your notes while they're fresh in your mind. Summarize the meeting in a memo to the salesperson, to add to the seriousness of the event. The responsibility rests squarely on the salesperson to improve their performance. You can sleep at night and get on with other issues. At some point, probably in the next meeting, you'll have some decisions to make about the salesperson's future. Until then, ...

... too many companies have yet to learn that either a Web site or Web advertising must hold the user's interest. These tools should contribute to reaching the goals and objectives in a highly disciplined, consistent approach so that the focus is always on the customer or prospect. Corporate identity, an essential element in self-promotion, deserves careful attention. How satisfied a company is with its logo, letterhead, business cards, product graphics, or newsletter design is irrelevant. Customers are the final arbiters when it comes to corporate identity. How a ... until the key objectives emerge and gain the support of management. 2. Designing the Plan Once the goals are established and everyone knows what is to be accomplished, you're ready to move into the next phase. This involves selecting the specific tactics or activities required to meet the objectives. A marketing plan will include three types of marketing activities: self-promotion, media relations, and advertising. Self-promotion. Every business has an obligation to tell its own story in a way that best communicates its message. This self-promotion involves the use of ... techniques. The options are endless, but here are some basic self-promotion tactics: company newsletters direct mail special events, seminars trade show exhibits capabilities brochures collateral materials Internet use If a newsletter is to be developed, the issues of size, design, content, style, frequency, and distribution all combine to create an effective communications experience for the reader. Serious thought must go into developing a comprehensive database. The same is true for brochures and direct mail pieces. The Internet offers unusual opportunities for telling a company's story and identifying ...

... Gary E. Jacobson, J.D. All Rights Reserved Revised 10/11/94 [AGENCY NAME] / [EMPLOYEE NAME] EMPLOYMENT CONTRACT THIS EMPLOYMENT CONTRACT ( 'Contract') is by and between: [AGENCY NAME], a [STATE NAME] corporation ( '[ Agency] ') ; and [EMPLOYEE NAME], ( '[ Employee] ') . RECITALS A. Agency and [Employee] are involved in a merger of two independent insurance agencies consummated concurrently herewith (the merger'), ... a quarterly adjustment for new business, if any, and a final bonus calculation within sixty (60) days following the end of each fiscal year, based upon year-end reports. 3.1.2 This Producer Compensation arrangement is subject to revision by the Board at its regular annual meeting; provided, however, that [Employee] ' compensation formula for that producer function remains equivalent to that applied to the other Founders. 3.2 Management Compensation. In addition to his Producer Compensation, the Agency agrees to pay [Employee] an additional amount for ... (a ) [Employee] shall receive the sum of forty-one thousand dollars ($ 41,000) per year throughout the entire 10-year initial term of this Contract, with payment in equal bi-weekly increments following March 1, 1994; and (b ) In the event [Employee] 's employment as President hereunder is terminated for any reason, including without limitation his resignation, death, disability, or termination of his status as a stockholder or employee of the Agency, the Agency will continue to benefit from that inertia created ...

... Protection Act (EPA) and the Occupational Safety and Health Act (OSHA) and American Disability Act (ADA) . 4.2 Comprehensive Analysis In projecting the probable maximum foreseeable event, it is important to combine several exposures in order to achieve a realistic impact on the corporate operating and financial abilities. A hypothetical loss situation in a manufacturing facility could entail these conditions: a boiler explosion with an ensuing fire, injury to both employees and third party guests; fire damage occurring in the immediate exterior perimeter as well as structural collapse affecting ... volume of stock on hand Operational impact results in cash flow and credit crunch' due to decrease in sales revenue generation Due to curtailed operations in manufacturing facilities and retail outlets, skilled labor cannot be retained Public image is changing to that of inability to supply goods and meet customers' needs Following restoration, major hurdle is to regain market share and to restore competent staff which existed at time of crisis occurrence Exhibit 5.1, Schematic Vulnerability Flow Analysis', has been developed to identify clearly the hypothetical situation involving a single distribution center with ... exposure and vulnerability Insurance and risk funding adequacy To accomplish this comprehensive assessment task, the extent of specific losses must be determined through a review of probable loss frequency and severity. Severity can be categorized in one of three levels of loss magnitude which range from an accidental event that is effectively funded under the risk management program to a major unfunded or underfunded catastrophe that could threaten the ultimate financial survival of the organization. For additional information concerning magnitude ranking, refer to subsection 4.4, Loss Magnitude Category Rankings' for details concerning the three ...

... control. 1.3 Comprehensive Risk Management Program The creative risk and insurance management program for a major organization has many key segments as illustrated in Exhibit 1.1. The illustration indicates a comprehensive program and identifies the elusive crisis management segment. 1.4 Inevitable Crises Crisis is nothing new to corporate America. But the very nature of crisis has changed as technology, the rise of formal public opinion and the general literacy of the masses have developed since the eighteenth century. Indeed, the risk of public opinion in the twentieth century is significant prior to any ... , a key consideration is an evaluation of the adequacy of insurance and risk funding. 2.4 Crisis Management Strategy Definition Strategy', in the systems context of crisis management plans (involving disaster avoidance, loss mitigation and maximizing recovery), is a structured methodology designed to meet immediate objectives as well as long-term goals. Crisis management strategy entails two equally important and interrelated tasks: Strategy formulation Strategy implementation. 2.5 Crisis Communications All of the planning that an organization can muster will only partially prepare it for the actual crisis. The true measure ... success is how it deals with the problem when it finally comes to pass. If the plan is comprehensive enough, managers will at least start from a strong position. These are the most important steps to follow in terms of communication during a crisis. Every crisis is different, which means that managers must adapt the suggestions below to meet their needs. But crises have enough common elements for us to offer the prescription as a starting point. Step 1: Get Control of the Situation Step 2: Gather as Much Information as ...

... they've compiled. Again, these can be rewritten into a press release from your agency. Hertz, the car rental leader, gets millions of dollars of free publicity every year when it issues its annual Cost of Car Ownership Study. Although this benefits every Hertz location, corporate or franchised, the smart operators contact the local media and offer statements that enable the media to personalize the story with a local slant. You could be doing this with every release issued by each of your companies. A national release from a company stands a ... accounts. Workers' Compensation, the Americans With Disabilities Act, and Employer Trip Reduction Programs (carpooling mandates) are but a few of the current hot topics. Arrange a seminar for clients and prospects to enlighten them on these topics and how your agency can help meet their insurance requirements. Your local IIAA or PIA chapters can usually help you find speakers or material for such presentations. But don't stop with just the seminar. Put out a press release and invite the media to attend. They may or may not attend, ... an investigation into public relations theory than a how-to manual. However, in Insurance Agency Promotion and Advertising, ' George and Jeffrey Nordhaus offer a list of possible press-release subjects, including: Accident Prevention Anniversaries (Business) Anything Unusual (Hobbies, Human Interest, Office Events, Trips) Automation Advances Awards Company Appointments Community Service Convention Attendance Disabled Workers Fire Prevention Foreign Trainees Honors Insurance Laws & Regulations Local Disaster programs Mergers New Anything (Address, Employees, Officers, Offices, Techniques) Promotions Public Service Work Rate Revisions Remodeling ...

...ealth of Massachusetts with full corporate power and authority to own its asse...arties hereto and, in the case of a corporate party, its successors and assign...

... , deferred-compensation plans, executive bonus plans, and retirement income split-dollar plans. The business owner is provided with a growing emergency cash reserve, retirement income, and income to the family when death occurs. Universal Life insurance can also be used in Key-Person Life coverage, corporate stock redemption plans, and buy-sell agreements. Young couples, singles, and single parents: They're starting to establish themselves and need Life insurance. They'd also like a chance to make some investments. Universal Life combines the two, in addition to offering favorable tax ... : Most American workers don't have access to a quality Life insurance program, and the arrival of Universal Life has made it possible to turn employee-level payroll deduction sales into an insurance planning opportunity. A condensed fact-finding interview can establish an employee's needs and how the program can meet those needs. Employers and employees both benefit from such a plan. (See the Payroll Deduction' campaign in this Sales Campaigns' section for more information.) Once a client has been sold a Universal Life policy, the odds are high that he or ... . This makes it ideal for funding such emergencies as a large deductible on a medical plan or a large liability judgment, or for funding opportunities. Buy-sell Agreement-Universal Life also works well as a buy-sell agreement because it builds a cash reserve that can't be used in the event of an owner voluntarily withdrawing from the firm. Login or Register (for FREE) to gain access to thousands of other great articles. Need more reasons to join? Need insurance for you, your business or your family? Get quality appointments - Save yourself ...

...rictly ordinary after an initial corporate tax bite? The area of ownership is ...ing the first right of refusal in the event the producer decides to leave. Thi...