1. Selling Alliance Programs
Frank Sessa
9/13/07

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

3. 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

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

5. 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

6. 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

7. 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

8. 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