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...'s rate analysis, with stackable discounts up to 10% for bundling and up to 5%...renters, yes. A policy that runs $5 to $15 a month can replace everything you ...

... to its Commercial Lines customers, which stated, We think you may want to advise your employees of this change, as a safety factor and for a reduction in their Homeowners premiums. Employees could take a copy of the letter to a local home-equipment store and receive a discount on smoke detectors. The store sold about 200 detectors. Many people also bought other safety equipment, such as deadbolts and fire extinguishers, making their properties better risks. Other Homeowner customers had not notified the agency that they had already bought smoke detectors. The ... a good cause can do just that. This strategy can also begin to make a dent in rehabilitating our industry's battered image. Innovative marketers in other industries have used cause-related marketing successfully. Their stories provide some valuable lessons for insurance marketers. The Body Shop A cosmetic store that doesn't advertise or use fancy packaging sounds as if it would be doomed to failure. Yet The Body Shop, based in , is the world's hottest cosmetics chain. It doesn't spend a penny on advertising or pretty packages. The company sells natural soaps, ... a good cause can do just that. This strategy can also begin to make a dent in rehabilitating our industry's battered image. Innovative marketers in other industries have used cause-related marketing successfully. Their stories provide some valuable lessons for insurance marketers. The Body Shop A cosmetic store that doesn't advertise or use fancy packaging sounds as if it would be doomed to failure. Yet The Body Shop, based in , is the world's hottest cosmetics chain. It doesn't spend a penny on advertising or pretty packages. The company sells natural soaps, ...

...to dwindle into obscurity. Large discount and wholesale operators, selling on ...are stores can compete with the big discount houses. I disagree- because the i...

...me-equipment store and receive a discount on smoke detectors. The store sold a...

... of mind institutes a "loyalty" program that makes customers mad? Sometimes it's not the payout that causes the problem; on occasion, the program process can create dissension as well. Office Depot recently launched their Advantage Program. It's designed to reward loyalty with quarterly discount coupons based on the amount of purchases made. You can earn up to $50 in coupons each quarter. The program sounded good to me; it was like free money for purchases I would have to make anyway. All I had to do is let ... scan my member card when I made a purchase. Like the grocery stores, they even provided a key ring-sized card. A few months ago, I made a fairly large purchase, but forgot to show the cashier my card. By the time I remembered, he had already rung up the transaction. He told me it would be a major inconvenience to accommodate me at that point, because he would have to void the transaction and ring it up a second time. He said I could call in the transaction number when ... got back to the office for credit. I agreed — primarily because I didn't want to be lynched by the people in line behind me. Upon calling Office Depot's Advantage Program phone number, I got a message that said, "Welcome … your call cannot go through at this time, please try again later." After three attempts and the same message, I sent them an e-mail explaining the situation and providing all the information, including store number and transaction number. I closed by asking that they post the ...

...to reward loyalty with quarterly discount coupons based on the amount of purch... I made a purchase. Like the grocery stores, they even provided a key ring-siz...

... by Emily Huling Remember the best sales experience you had as a consumer? It may have been having your car serviced-that's what mine was (at Hendrick Motors in Hickory, NC)- buying a new piece of audio-video equipment, or shopping at one of the big discount retailers. What was it about this experience that made it above average? Are you doing these simple steps each time you encounter a buyer? Anticipate the customer coming. Whether your job is to juggle a flow of walk-in traffic or prepare for a preplanned appointment ... ! Do your customers feel that way? At a minimum, when buyers enter, greet them with 100% of your attention, smile broadly, and if appropriate, extend a firm hand. A simple Pleasure to have you here! ' or Welcome to our store' sets the right tone. Always make eye contact with a new arrival even if a warm welcome greeting must be delayed until you are free. Keep the customer informed. As a consumer, is there anything worse than feeling like your needs and questions have ... ignored? Jim Burns called me at 9 a.m. the morning after I dropped my car off to advise me of the mechanics time estimate, the cost, and the time the car would be ready. In almost all sales situations, the salesperson should check on availability of a product, pricing issues, or service status. Remember this: Customers can accept the answer, good or bad, when they have been kept informed in a timely manner. Timely' might mean minutes in a retail store or 24 hours for a ...

... with your top clients. In fact, too many employers know more about their clients than their employees. Establish an alliance benefit program. This one is for all your customers, internal and external. Create a nurturing business climate in which everybody wins by establishing a discount alliance. This encourages your employees and other customers to give your clients their business. Whether you insure a hardware store, video store, dry cleaner, or restaurant, negotiate a standard discount that can be accessed by all your other clients and employees. Everyone ... sees this as a value-added benefit-and you get the credit! These 16 ideas are just the tip of the iceberg of ideas for improving relationships with your employees (while solidifying your organization's grasp of technology) . Your employees are your most valuable customers-and it's time you let them know it! Jack Burke is the president of Sound Marketing, Inc., a marketing and communication company specializing in customized audio and video programs for business. The author of Creating Customer Connections (Merritt, 1997) and hundreds of trade articles, he's also ... speaker and consultant on marketing and communication issues. Jack can be reached by phone at (800) 451-8273, fax (417) 239-1541, E-mail [email protected] , or Web site www.soundmarketing.com . 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 a whole lot of time & money when you use our directory of carriers, wholesalers and service providers. Negotiate lucrative ...

... incentives, give away big discounts, or simply slash prices. These are ... Disney World of the Home, the Expo stores achieved a marketing triumph. ...

...t, or shopping at one of the big discount retailers. What was it about this ...