Manufacturer’s Toolbox

Question 1

Manufacturer’s Toolbox

Answer 1

Written in 2016 / Updated in 2016
Category: Bringing “Trusted Advisor” Content to Agents
When to Use: To Influence Agents to Treat Travelers’ Salespersons as Trusted Advisors

Question 2

What is it?

Answer 2

Producer resource to help address the top 3 concerns of Manufacturing Business Owners: Supply Chain Disruption, Brand and Reputation and Employee Safety.

Question 3

Where is it?

Answer 3

https://www.travelers.com/business-insurance/manufacturers

Question 4

Why bring this up?

Answer 4

1. Be innovative in our marketing calls
2. Help our agents think beyond price & coverage
3. Partner with agents by helping them understand their prospects’ business risks more deeply
4. Could be a new idea for an agent or we could be supporting their existing process with our resources.

Question 5

How to bring it up: Call ahead – “I’d like to spend a few minutes …

Answer 5

during our visit next week to show you a new collection of tools we have. It’s called the Travelers Manufacturing Toolbox, and I would like to get your feedback on how you would use this with a prospect or current client.”

Question 6

Discussion of Prospecting Process: Producers are looking for industry-specific data that can …

Answer 6

impact the loss drivers for their customers; is this a concern for you? No: what tools do you currently use to identify key exposures with manufacturing prospects? Yes: do they discuss key business risks with manufacturing prospects? Would they want to see some of the tools we have available on supply chain disruption, brand & reputation or employee safety?

Question 7

Conversation: In response to …

Answer 7

discussion of a manufacturing prospect; a growing business; a large loss; a recent Risk Control Visit.

Question 8

Results:

Answer 8

•	More submissions
•	Agents aware of coverage needs to which we may offer specific solutions (a couple of select examples):
o	Dependent (contingent) BI
o	Undescribed Property
o	Utility Services