Portfolio Project Sales Presentation - Amazon S3



Portfolio Project Sales PresentationTawnee WilliamsBryant & Stratton CollegeBUSS 120 Instructor BuyckLiberty Mutual Company HistoryThe Massachusetts Employees Insurance Association was formed in 1912. The history of Liberty Mutual is connected to the rise of workmen's compensation which is now referred to as workers' compensation (Liberty Mutual Holding Company History, n.d., ? 6). The Massachusetts Legislature passed a law mandating that employers provide workers' compensation in 1911. “To meet this need, the forefather to Liberty Mutual was formed: The Massachusetts Employees Insurance Association (MEIA)” (Liberty Mutual Holding Company History, n.d., ? 7). Since its inception the company took steps to provide safety measures for workers and not just provide payments once they were injured or killed on the job. In 1912 20,000 U.S. workers died in accidents. The company advocated, and also helped to design, early machine guards to protect workers from such dangerous equipment in the workplace (Liberty Mutual Holding Company History, n.d., ? 7). The Massachusetts Employees Insurance Association was changed to Liberty Mutual Insurance Company in 1917 because of its growing range of activities. Then in 1936 it became the number one writer of workers' compensation insurance despite the depression. The next year Liberty Mutual was operating in all 48 states (Liberty Mutual Holding Company History, n.d., ? 9).In 1954 Liberty Mutual's commitment to safety was further signified by founding a state-of-the-art laboratory, the Liberty Mutual Research Center in Hopkinton, Massachusetts. The center became involved in a variety of activities “including developing tests to determine fatigue caused by workplace activities and creating an emergency assistance program for truck drivers” (Liberty Mutual Holding Company History, n.d., ? 10). In 1972 Liberty Mutual had topped the $2 billion level in written premiums and then in 1985, just eleven years later, Liberty Financial Services was established. This was created to allow Liberty Mutual to offer financial services to its customers (Liberty Mutual Holding Company History, n.d., ? 12). In 2000 Liberty Mutual announced that it planned to change its legal structure to a mutual holding company. Shareholders approved the conversion plan, and Liberty Mutual Holding Company was formed in 2002 (Liberty Mutual Holding Company History, n.d., ? 1). Locations, Size, Revenue, Income, and EquityLiberty Mutual's corporate headquarters are located in Boston, Massachusetts, but the company has more than 900 offices worldwide. They operate in 30 countries and economies in the Americas, Europe, Asia Paci?c and the Middle East. Liberty Mutual employs more than 10,000 employees and takes in over 10 billion dollars per year in revenue (Liberty Mutual Insurance Overview, n.d., ? 1). Liberty Mutual Insurance Group’s pre-tax operating income for 2015 was $2.0 billion. Net investment income was $2.7 billion, and the net income was $514 million. The total equity for Liberty Mutual Insurance Group in 2015 was $19.2 Billion dollars (Liberty Mutual Insurance Group, 2015, pg. 8). Sales TrendsTop 10 Writers of Private Passenger Auto Insurance by Direct Premiums Written, 2015RankGroup/companyDirect premiums written (1)Market share (2)1State Farm Mutual Automobile Insurance$36,545,89618.3%2Berkshire Hathaway Inc.22,808,38211.43Allstate Corp.20,036,97310.04Progressive Corp.17,518,7218.85USAA Insurance Group10,562,1005.36Farmers Insurance Group of Companies (3)9,985,9695.07Liberty Mutual9,942,6675.08Nationwide Mutual Group7,468,7083.79American Family Mutual3,694,2711.9 10Travelers Companies Inc.3,377,4041.7(Insurance Information Institute, 2016)Top 10 Writers of Commercial Auto Insurance by Direct Premiums Written, 2015RankGroup/companyDirect premiums written (1)Market share (2)1Progressive Corp.$2,187,7407.0%2Travelers Companies Inc.2,026,4796.53Nationwide Mutual Group1,721,8205.54Liberty Mutual1,512,7414.85Zurich Insurance Group (3)1,487,2954.86American International Group (AIG)1,128,6913.67Berkshire Hathaway Inc.1,072,0743.48Old Republic International Corp.1,071,1873.49Auto-Owners Insurance Co.677,0752.210AmTrust Financial Services646,7372.1(Insurance Information Institute, 2016)Products and Services OfferedLiberty Mutual Group sells the following brand(s): Liberty insuranceLiberty Mutual Group offers the following product(s): Car Insurance, Condominium Insurance, Flood Insurance, Homeowners Insurance, Identity Fraud Expense Coverage, Life insurance, Motorcycle Insurance, Personal Liability Protection, Personal Liability Protection, and Renters Insurance (Better Business Bureau, 2016, ? 15).Specific Product Information – Liberty Mutual Group Auto InsuranceThe product I will be selling is commercial and personal auto insurance coverage. Auto insurance protects you against financial loss if you have an accident. It is a contract between you and the insurance company. You agree to pay the premium and the insurance company agrees to pay your losses as defined in your policy. Auto insurance provides property, liability and medical coverage. Property coverage pays for damage or theft of your car. Liability coverage pays for your legal responsibility to others for bodily injury or property damage. Lastly, medical coverage pays for the cost of treating injuries, rehabilitation and other expenses depending on the coverage you have (Insurance Information Institute, 2016, ? 1). Liberty Mutual’s auto insurance is ranked very well with A. M. Best, Moody’s, and S & P standards. They are also a fortune 500 company. Liberty Mutual offers 24-hour towing service, 24-hour claims service, and their servicing department is open from 8am to 10 pm to better serve their customers. They offer many discount programs for personal auto insurance such as multi-policy discounts, exclusive group savings discounts, new to Liberty Mutual discount, hybrid vehicle discount, multi-car discount, good student discount, and a newly married discount just to name a few (Liberty Mutual Insurance, n.d., Car insurance discount tab).Liberty Mutual’s commercial auto insurance provides a variety of coverages and services to meet the needs of businesses and individuals. They offer savings on more than one insurance policy, flexible coverage that works for your company, and help with minimizing the financial impact of accidents and to help prevent them. They also offer comprehensive coverage for owned, leased, non-owned, and hired vehicles. Additionally, they provide coverage for legal liability cause by an accident or physical damage resulting from collisions or other accidents (Liberty Mutual, n.d. ? 1). Liberty Mutual helps to lower the frequency and severity of losses and helps to protect a company’s assets with the help of their risk control services such as the Decision Driving program, which provides driver safety training for your vehicle operators (Liberty Mutual, n.d., ? 3). In the event of an accident, businesses will find it easy to report a claim. Liberty Mutual’s claims management teams gather the details and focus on getting the best possible outcome, whether that means issuing payment for repair or providing a replacement vehicle (Liberty Mutual, n.d. ? 4). Last but not least, Liberty Mutual can provide coverage to fill common gaps, such as coverage for business drivers without a personal auto insurance policy and lease gap coverage (Liberty Mutual, n.d., ? 2). Liberty Mutual Direct CompetitorsAllstate Corp. – The Allstate Corporation is the largest publicly held personal lines property and casualty insurer in America, serving more than 16 million households nationwide. Allstate was founded in 1931 and has been dedicated to protecting their customers from life's uncertainties and preparing them for the future for more than 85 years (Allstate, n.d., About Allstate Section).Strengths of Allstate Corp. – Strong brand name and good financial position, reduced labor costs, credit ratings are strong in the business, one of the largest companies in insurance, and Product services are diversified (Allstate SWOT analysis, 2013; Allstate SWOT analysis, 2016). Weaknesses of Allstate Corp. – Revenue growth is slow, cash flow is unbalanced, dependent on auto business, and weak investments in research and development (Allstate SWOT analysis, 2013; Allstate SWOT analysis, 2016). State Farm – State Farm is a family of insurance and financial services companies that together serve tens of millions of customers in the U.S. Their many lines of business together offer over 100 products (State Farm, n.d., Company Profile Section). Strengths of State Farm – Strong position in domestic US market with a good market share, strong revenues of the company, employee strength of about 65,000+, high growth rate of the company owing to modern services, brand recognition and customer loyalty, and high credit rating adds to credibility and brand value (State Farm SWOT Analysis, 2016). Weaknesses of State Farm – Overdependence on US market and litigation issues faced by the company (State Farm SWOT Analysis, 2016). Farmers Insurance Group – The Farmers Insurance Group of Companies has a firm foundation of reliable businesses and a dedication to continual improvement. What began as a simple car insurance company for farmers has become a multi-line, multi-company insurer and financial services group with a solid reputation for doing the right thing for the right reason (Farmers Insurance, n.d., Our Companies Section).Strengths of Farmers Insurance Group – Competitive with numerous Discounts-Accident free, Good student, Dual Auto/Home Purchase, offers beneficial programs to encourage safe driving, seasoned clients receive top of the line rates, farmers has a special plan for collectible cars, good customer service, competitive prices, serves more than 10 million households with more than 20 million individual policies across all 50 states, and has over 50,000 exclusive and independent agents and nearly 25,000 employees (Farmers Insurance Group SWOT Analysis, 2016). Weaknesses of Farmers Insurance Group – Incidents of criticism of alleged complaints to state insurance departments & a few lawsuits have hurt the brand image, also intense competition means limited market share & no global presence (Farmers Insurance Group SWOT Analysis, 2016). AIG – American International Group, Inc. (AIG) is a leading international insurance organization serving customers in more than 100 countries and jurisdictions.? AIG companies serve commercial, institutional, and individual customers through one of the most extensive worldwide property-casualty networks of any insurer. In addition, AIG companies are leading providers of life insurance and retirement services in the United States (AIG, n.d., About AIG Section).Strengths of AIG – Over 63,000 employees globally, large number of services for customers, excellent brand-building and brand-visibility, strong brand name, good financial position globally, and still has financial leverage and brand name (AIG SWOT Analysis, 2016).Weaknesses of AIG – Financial position is market-dependent, fluctuating global residential market, brand name was hurt by bankruptcy, US government share hangover prevents stock from increasing, and bad mortgages (subprime issues) (AIG SWOT Analysis, 2016).GEICO – GEICO has been the fastest growing car insurance company for more than 10 years, and are now the 2nd largest auto insurer in the U.S. Geico offers great coverage, 24/7 service, and has been in business for more than 75 years with over 14 million policyholders today (GEICO, n.d., Home Page).Strengths of GEICO – One of the fastest-growing auto insurers in the U.S, currently second-largest private passenger auto insurer in US, employs over 30,000 associates, provides twenty-four-seven, 365 days a year, enjoys high ratings from top agencies for financial strength and claims-paying ability, popular advertising campaigns, large number of advertisements intended to amuse viewers, and coverage for over 22 million motor vehicles owned by more than 13 million policy holders (GEICO SWOT Analysis, 2016). Weaknesses of GEICO – Direct to customer sales model causes operational constraints, since 2013 dip in insurance penetration i.e. insurance premiums as a percentage of GDP, intense competition in the auto insurance segment, and low interest rate scenario in the US hurts the profitability of insurers in the US (GEICO SWOT Analysis, 2016). Progressive – The Progressive Group of Insurance Companies has lived up to its name by being one step ahead of the insurance industry, and finding new and affordable insurance solutions. Progressive began in 1937 with the first drive-in claims office, became the first to introduce reduced rates for low-risk drivers, and then changed the insurance shopping experience by offering comparison rates on the Web. Progressive continues to find better ways to serve their customers with their new and personalized Snapshot? program and our Name Your Price? car insurance shopping option (Progressive, n.d., About Progressive Section). Strengths of Progressive – Increasing customer acceptance in the sector is generating market share, the distribution channel is very strong, innovative ways of reaching and serving consumers increases customer satisfaction, they have strong liquidity and capital position, strong workforce of over 25,000 employees, uniqueness in insuring cars, motorbikes, and boats, and sponsorship of various events has enhanced its brand image (Progress Insurance SWOT Analysis, 2016). Weaknesses of Progressive - Focus on few geographies limits their strengths and it has had its share of controversies, operation expenses are impacting their profit margin, and cannot easily scale to compete with large players (Progressive Insurance SWOT Analysis, 2016).Liberty Mutual’s Indirect CompetitorsThose Who Offer a Similar Product or Service: Home Insurance Companies, Life Insurance Companies, and Health Insurance Companies.Strengths of Insurance Companies: Premium rates are increasing and so are commissions, the variety of products is increasing, and prospects expect more services from their brokers (Oak, 2003, ? 8). Weaknesses of Insurance Companies: Insurance companies are often slow to respond to changing needs, there is an increasing trend of financial weakness among the companies and there are more competitors for agencies to compete with banks and Internet players (Oak, 2003, ? 9). Those Who Offer a Complimentary Product or Service: Car Dealerships, Car Rental Companies, Limousine Companies, and Taxicab Companies.Strengths of Car Dealerships: The welcoming attitude of staff, staff attentiveness, thorough product knowledge, availability of salesman to sell a consumer a car, and availability of demos (Ali4390, 2011, Msg. 12). Weakness of Car Dealerships: Lack of new stock (Ali4390, 2011, Msg. 12).Strengths of Car Rental Companies: Pricing power, rent a car, cheap, quality of car, asset leverage, and unique products (Car Rental SWOT Analysis, 2016). Weaknesses of Car Rental Companies: No entrepreneur experience, unskilled workers, similar products, and high debt burden (Car Rental SWOT Analysis, 2016).Strengths of Limousine Companies: Monetary assistance provided, existing distribution and sales networks, experienced business units, skilled workforce, and high growth rate (Limousine Service SWOT analysis, 2013).Weaknesses of Limousine Companies: Brand portfolio, high loan rates are possible, small business units, productivity, and investments in research and development (Limousine Service SWOT analysis, 2013).Strengths of Taxicab Companies: Reduced labor costs, high profitability and revenue, experienced business units, and existing distribution and sales networks (Taxi Service SWOT analysis, 2013). Weaknesses of Taxicab Companies: small business units, high loan rates are possible, future profitability, future debt rating, productivity, investments in research and development, cost structure, and brand portfolio (Taxi Service SWOT analysis, 2013). Those Who Offer Alternate Solutions: Privately-owned car insurance agencies.Strengths of Privately-owned Car Insurance Agencies: Cheaper prices and convenient locations for the customer.Weaknesses of Privately-owned Car Insurance Agencies: limited choices and limited coverage.The Buying FirmProspect: Buffalo Transport Co.Address: 21 LaSalle Avenue Buffalo, NY 14214Phone number: (716) 834-1090Toll Free number: 1-877-280-7908Fax number: (716) 834-8739Year started: 1996Buyer’s name: Brian Kimmins, PresidentBuyer’s Job Description: Responsible for establishing company goals and strategies and overseeing the entire workforce. Also oversees budgets and ensures resources are properly allocated. Ensures departments meet individual goals and responsible for overall accountability to shareholders and the general public (President Job Description, n.d., ? 1).Equipment: Some heavy duty straight trucks and 48 tractor trailers.Current Auto Insurance Company: Progressive Insurance CompanyType of Auto Insurance Coverage: Commercial Truck InsuranceNumber of Locations: Buffalo Transport has only one location however the company has shown growth. There have been many inquiries along the way from its large customer base for a warehouse service. These inquiries prompted the birth of Buffalo Transport Warehouse and Distribution Services (Buffalo Transport Co., n.d., Trucking Operation Section).Company’s Purpose: Buffalo transport specializes in same day service throughout Western New York, as well as next day and same day service to and from Southern Ontario. They provide the most reliable service in this area’s local cartage market. Buffalo Transport handles the responsibility of timely, damage free service in the most professional and efficient manner possible (Buffalo Transport Co., n.d., Trucking Operation Section).Prospect’s NeedsBuffalo Transport Co. has the following needs:Savings on more than one insurance policyFlexible coverageHelp in minimizing financial impacts of accidentsProvide coverage to fill common gaps, mainly for business drivers without a personal auto insurance coverage.Easily report a claim Provide coverage for legal liability caused by accidents or physical damage resulting from collisions. Reason for meeting: To provide Buffalo Transport Co. with the savings, flexible coverage, and quality customer service they are looking for. Liberty Mutual offers many services that Buffalo Transport Co needs, including additional services such as our Decision Driving Program. This program provides driver safety training for their vehicle operators (Liberty Mutual, n.d. ? 3). Our coverages are tailored for their transportation business which includes broadened pollution coverage, non-trucking liability, and trailer interchange insurance (Liberty Mutual, n.d. ? 3).Previous Communication: Telephone conversation with Mr. Kimmins’ secretary 9/05/16. Call Objective: To introduce myself and Liberty Mutual and to ask if I could send some information to the company about our services. Result: Obtained permission to send additional information to physical address and to Mr. Kimmins’ email.Previous Communication: Sent package by FedEx to Buffalo Transport Co. on 9/06/16. Objective: Send brochures and other literature with additional information on commercial auto insurance for a transportation business. Result: Waiting on response as of 9/08/16 (update: received response in email on 9/09/15). Previous Communication: Email sent to Mr. Kimmins on 9/09/15 Objective: To make sure Mr. Kimmins received the FedEx package. Also to see if I could contact him in the future to see what he thought of the information provided and our company. Result: Obtained a response from Mr. Kimmins saying he would look at all of the information. I responded that I could call back in about a week to give him time to look at it. Mr. Kimmins agreed. Previous Communication: Phone call to Mr. Kimmins on 9/16/16. Objective: To see if Mr. Kimmins had a chance to go over all the information provided. Also to see if I could set up a meeting to show him a presentation about what Liberty Mutual can offer Buffalo Transport and to also give Mr. Kimmins a quote for his commercial auto insurance needs. Result: Mr. Kimmins agreed to a meeting on 9/29/16 at 1:00 pm. Probing Questions ScriptCompany Name: Liberty Mutual Holding Company, Inc.Product: Commercial Auto InsuranceSituation QuestionsWhat is your position? How long have you been here? Closed Question How many people do you employ? Is the number growing or shrinking? Closed QuestionWhat commercial auto insurance are you presently using? How long have you been with them? Closed QuestionDoes your commercial car insurance cost more than you would like? Open QuestionProblem QuestionsDo you have any concerns regarding your current auto insurance coverage? Open QuestionHave you had any problems regarding processing claims with your current insurance company? Open QuestionIs the high cost of multiple premiums an issue? Open QuestionHow many times in the past 3 years have your company drivers been in accidents? Closed QuestionNeed Payoff QuestionsIf I can show you a way to eliminate paying high costs for multiple premiums and therefore save you money, would you be interested? Closed QuestionWould you like to see a reduction in the amount of time it takes to process a claim and repairs on your company vehicles, letting you focus on more important business matters? Closed QuestionDo you see the value in knowing which insurance companies are the top 10 writers of commercial auto insurance? Closed QuestionImplication QuestionsDo you lose customers when one of your company’s vehicles is being worked on after an accident? Open QuestionDoes the slow turnaround from getting your claims processed cause you to lose any money? Open QuestionWhat happens when one of your trucks breaks down and misses a delivery? Open QuestionDo you think you competitors will notice what is going on and attempt to gain market share at your expense due to the problems? Open QuestionSales Call ScriptSales Rep: “The purpose for our meeting today is to help you save time and money by showing you that Liberty Commercial Car Insurance has exactly what your business needs to run smoothly every day. You will never have to wait longer than 2 weeks to have your claim processed and you will see that by bundling all of your insurance policies together you will be paying a lot less every month then you are currently. How does that sound to you?” (Transition Statement)Prospect: “That sounds great. I can wait to see what you have to show me.” Sales Rep: “What is your position?” (Closed Question) (Situation Question)Prospect: “I am the President of the company.”Sales Rep: “How long have you been here?” (Closed Question) (Situation Question)Prospect: “I started this company in 1996. I have been in business for 20 years.”Sales Rep: “How many people do you employ?” (Closed Question) (Situation Question)Prospect: “We employ 50 people.”Sales Rep: “Is the number growing or shrinking?” (Closed Questions) (Situation Question)Prospect: “That number is growing every year.”Sales Rep: “What commercial auto insurance are you presently using?” (Closed Question) (Situation Question)Prospect: “I am insured by Progressive Auto Insurance right now.”Sales Rep: “How long have you been with them?” (Closed Question) (Situation Question)Prospect: “I have been with Progressive for the past 5 years.”Sales Rep: “Does your commercial car insurance cost more than you would like?” (Open Question) (Situation Question)Prospect: “Yes it does. I have been thinking about researching other insurance companies to see if they could save me time and money.”Sales Rep: “Do you have any concerns regarding your current auto insurance coverage?” (Open Question) (Problem Question)Prospect: “Yes I do. My first concern is that I feel like I am paying too much for multiple premiums. My second concern is how long it takes for Progressive to process a claim. Sales Rep: “Have you had any problems regarding processing claims with your current insurance company?” (Open Question) (Problem Question)Prospect: “Yes indeed I have. There are a few issues I have with Progressive’s turnaround time for claims. It takes quite a long time to get approvals for repairs to my vehicles or for issuing a payment to cover my damages. I need my vehicles fixed as soon as possible. When one truck is down then my company is losing a lot of money.”Sales Rep: “Is the high cost of multiple premiums an issue for you?” (Open Question) (Problem Question)Prospect: “Yes that is the main reason why I wanted to search for a better insurance company. I would like to be able to bundle all the policies together and save money by doing so. Progressive Insurance does not offer that option.”Sales Rep: “How many times in the past 3 years have your company drivers been in accidents?” (Closed Question) (Problem Question)Prospect: “We have had a few accidents during that time. I believe that we have had 7 accidents in the past three years.” Sales Rep: “If I can show you a way to eliminate paying high costs for multiple premiums and therefore save you money, would you be interested?” (Closed Question) (Need Payoff Question)Prospect: “Yes I would be very interested to see what you have to offer.”Sales Rep: “Would you like to see a reduction in the amount of time it takes to process a claim and repairs on your company vehicles, letting you focus on more important business matters?” (Closed Question) (Need Payoff Question)Prospect: “That is exactly what I am looking for! Progressive takes too long to process a claim and during that time my company is losing money.”Sales Rep: Do you see the value in knowing which insurance companies are the top 10 writers of commercial auto insurance?” (Closed Question) (Need Payoff Question)Prospect: “Yes, I do. I have never checked to see where Progressive ranked on that list.”Sales Rep: “Do you lose customers when one of your company’s vehicles is being worked on after an accident?” (Open Question) (Implication Question)Prospect: “Yes I have lost a lot of money because of Progressive’s slow service. I have had to wait quite a long time to get approval to have repairs done on the trucks. I have called Progressive each time I have had to wait over a month and they told me this was their policy and that it takes time to process a claim to get approval for repairs. The last time it happened I told them I was going to look for a different insurance company.” Sales Rep: “Does the slow turnaround from getting your claims processed cause you to lose any money?” (Open Question) (Implication Question)Prospect: “Progressive Insurance is very slow at processing claims from start to finish. The longest time I have had to wait was 2 months and that was absurd to me as a business owner. I make money using my trucks. If a truck is not being used, then my company is not making money. In fact, we are losing money every day I have to wait for Progressive to complete a claim.”Sales Rep: “What happens when one of your trucks breaks down and misses a delivery?” (Open Question) (Implication Question)Prospect: “When one of my trucks breaks down and misses a delivery that means my company is losing money. First I have to dispatch out another truck to pick up that load and make the delivery. The delivery will be late so then I will have to give the customer a discount. Then I have to make sure that the truck is towed to a certified mechanic that Progressive approves of. After that I may be waiting a month or two before that truck is back on the road making deliveries again.” Sales Rep: “Do you think your competitors will notice what is going on and attempt to gain market share at your expense due to the problems?” (Open Question) (Implication Question) Prospect: Yes, I do think they will notice what is going on if I do not switch insurance companies right away. I can’t put this off any longer, a few of my customers have already left my company and went to my competitors because I did not have enough trucks to deliver their shipments. If my trucks were on the road and working in an appropriate amount of time that would have never happened.”Sales Rep: “As I understand it, you are looking for inexpensive commercial auto insurance to save you money and also a faster claims process to save you time so that you can concentrate on more important matters of your business. Is that correct?” (Statement that summarizes prospects needs.)Prospect: “Yes that is correct.” ReferencesAli4390. (2011, September 28). SWOT analysis of car dealership [Msg. 12]. Message posted to AIG. (n.d.). About AIG. Retrieved from (AIG) SWOT Analysis. (2016). Retrieved from . (n.d.). About Allstate. Retrieved from SWOT Analysis, USP & Competitors. (2016). Retrieved from Allstate SWOT Analysis. (2013). Retrieved from Better Business Bureau. (2016). Liberty Mutual Group. Retrieved from Transport Co. (n.d.). Trucking Operation. Retrieved from Rental SWOT Analysis. (2016). Retrieved from Insurance. (n.d.) Our companies. Retrieved from Insurance Group SWOT Analysis, USP & Competitors. (2016). Retrieved from GEICO. (n.d.). Home page. Retrieved from SWOT Analysis, USP & Competitors. (2016). Retrieved from BIBLIOGRAPHY Insurance Information Institute. (2016). Insurance company rankings. Retrieved from Insurance Information Institute. (2016). What is auto insurance? Retrieved from Mutual Insurance Overview. (n.d.). Retrieved from Mutual Insurance. (n.d.) Car insurance discounts. Retrieved from Mutual Insurance Group. (2016). 2015 Annual Review. Retrieved from Liberty Mutual Holding Company History. (n.d.) Retrieved from Mutual Insurance. (n.d.) Commercial Auto Insurance. Retrieved from Mutual Insurance. (n.d.). Transportation. Retrieved from Service SWOT Analysis. (2013). Retrieved from , C. (2003, July 21). SWOT Analysis. Retrieved from Job Description. (n.d.) Retrieved from . (n.d.). About Progressive. Retrieved from Insurance SWOT Analysis, USP & Competitors. (2016). Retrieved from State Farm. (n.d.). Company Profile. Retrieved from Farm SWOT Analysis, USP & Competitors. (2016). Retrieved from Service SWOT Analysis. (2013). Retrieved from ................
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