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Tag Archive for 'management'

Restorers: How Managing Your Salespeople is Different From Your Techs

When it comes to managing salespeople, there are key differences between how to manage them versus your other staff. And this rings true in the restoration industry as well, as we see restorers who will manage their salespeople exactly like their techs and other staff.

In the article, “Managing Your Salespeople” by Tim Miller, President of Business Development Associates, discusses these differences and the importance of managing your salespeople differently from your other employees.

Salespeople have one of the toughest jobs out there and face challenges and obstacles everyday: daily rejection, facing their own fears and shortcomings and a constant stream of highs and lows can make most sales reps run for the hills.

And if their managers do not have the proper systems and processes for accountability, management and success in place, the sales rep will most likely leave the company seeking a better opportunity, or, the owner will let the rep go only to repeat the same mistake with the next rep. It’s important to note that having the right rep hired in the first place is of the utmost importance, and then backing that person up with all of the fore mentioned “best practices!”

That’s why it’s critical to implement proper management techniques in order to have a highly successful rep who in turn, will produce outstanding results for your bottom line.

Read more on this topic by clicking here to access the full length article!

And, if you’re a company in the restoration, cleaning and contents industry who is looking to create a unique and dynamic sales and marketing presence in your marketplace that will generate millions of dollars in new business, Business Development Associates may be the right fit for you. You can reach us at info@theBDAway.com or calling us at 773-777-9956.

State Farm Fine-Tunes Risk Assessment, Decreases Rates

A.M. Best recently reported that carriers are looking at more than just rate increases to help them maintain profitability in a volatile property insurance market. Other risk-management initiatives that are being looked at include mandatory wind/hail deductibles, percentage hurricane deductibles and roof limitations based on the age and condition of the roof. Geo-coding and better understanding a specific home’s (versus an area’s) risk is also becoming a new trend in risk management practices.

Looking at “micro-zones” versus more broad measures is one way that State Farm in CA is able to manage the carrier’s risk while also offering more discounts to their client’s premiums. Beginning April 15th, State Farm, the largest homeowner insurer in CA, is dropping rates by an average 12.6% for more than a million customers. When looking at State Farm’s customer base in CA, that means 85% of the homeowners they insure will see an approximate $100 savings in their premiums. Renters will also see some savings upon renewal.

Instead of looking at just the zip code, State Farm’s new rate-setting system breaks down risk factors such as geology and fire danger, based on the exact geographic location of the home. This will position State Farm as having the ability to offer competitive pricing based on a fine-tuned set of risk assessments.



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