Selling Alliance Programs Frank Sessa 9/13/07

Topics Employer Services Concept Product Set Sales Process Pricing/Bundling Existing Clients Revenue Potential

Employer Services Recruitment to Retirement Selling the entire product set as one concept Looking for opportunity Gets back to first call – setting up analysis Pre Process Find the solution set to present and price

Product Set Sec. 125 401(k) Employee Screening WC Possible Group Health Benefits Other Insurance products Recruitment – Snag A Job Pay Cards HR Answerlink

Sales Process Have a good fundamental knowledge of each product Sell on the integration feature – less labor for the client Performing a good analysis will expose the potential for these products to place with prospect Understand Competition or incumbent What product set have they placed with hooks Evaluate costs related to these services Have a set of bundled options Use similar client experiences/testimonials Lean on PA LLC for help/training

Pricing/Bundles Bundle 1 – Payroll/Tax, Basic Reports, Call in Fax in (Say worth $20/process) Bundle 2 – PR/Tax, Basic reports, web functionality ( worth $30/process) Bundle 3 - PR/Tax, Basic Reports, web functionality, bg checks, 125, 401(k), wc (worth $50 per process) Expose levels of service based on analysis to recommend product. For sales reps – potentially comp. them more for bundle 3 vs. bundle 1 Look for nominal opportunities outside of rev. share 10 times the money in billing Separate literature/marketing materials

Existing Clients Revenue without adding another client Opt out programs Stuffers Free trials One free month of use Testimonials Web site for advertising CSR – comp. them for placement Sales Reps – offer an opportunity to up sell to the base

Revenue Potential Think about $2-$8 per month/process for every client 400 clients x 50% = 200 x 4 = 800 x 12 = 9600 400 clients x 50% = 200 x 4 = 800 x 30 = 24000 New Sales – take an average sale from 1200/yr. in revenue to 2000/yr. – build into sales model Add Rev. share from PA LLC