OCR Text |
Show THE NATIONAL ENTERPRISE, SEPTEMBER 7, 1977 22 Winter adds I insurance to repertoire Dean Witter & Co. and its newly acquired subsidiary, Surety Life Insurance Co. will mount an insurance sales program to complement its securities business. The Salt Lake office will kick off the pilot program with Peter Garff, 41, named as the first insurance executive to work in a Dean Witter office. According to Dave Harrison, senior vice president of marketing at Surety, the program has been on the drawing board for a year, and was a key factor behind the December 1976 acquistion of Surety by Witter. "We have studied in- surance sales programs offered by other brokerage companies, Harrison said, and think we can learn from their mistakes. Selling insurance is very different from selling he continued. securities, insurance The first executive to work from a Dean Witter office, Peter Garff' has been named to kick off the firm s pilot program in the Salt Lake Dean Witter office. The sale is slow, it requires personal visits and medical reports. It isn't the kind quick, over-the-pho- ne of sale most brokers are used to. Harrison estimates the companies will sell between 100 and 150 policies during the first year of operation, and anticipate selling $10 million a year at their ultimate production level. He said they expect brokers and insurance agents to cross fertilize new accounts, adding clients to each others' sales activities. Surety has designed five new policies that will be sold exclusively through the Dean Witter office. Creating various new terms for clients and different compensation plans for the sales people, the policies will appeal to securities investors, Harrison said. Dean Witter expects to add five more insurance agents to its offices in California, Washington and Oregon by December. the market isnt too good -like it has been lately, he quipped. During the last seven years. Surety has grown at a compounded rate of 23 percent annually, Harrison said. "The Dean Witter program offers enormous potential for developing a market, he added. We expect to see even greater growth during the next five years. Capitalizing on a market already developed by Dean Witter, Harrison said the Surety agents hope to spend less time developing a clientele and more time actually selling insurance. "We expect this program will make our insurance agents more productive, Harrison said. And it gives the brokers something else to talk to their clients about when THE OLD BREWERY MALL 300 to 3,000 sq. ft. units City commends firms for service Mountain Fuel Supply Co. and American Oil received feathers for their caps last week from the Salt Lake City commission, for their roles in purging sump and storm sewers of gas that threatened the Metropolitan Hall of Justice and ignited a fire on the Jordan River. In two resolutions, the commission expressed sincere appreciation and gratitude for the devoted and capable service render by the companies. According to one resol- ed ution, American Oil provided foam equipment to aid in fire fighting on the river and helped the city dispose of gas in the sump. It also provided engineering advice, personnel and equipment. detect and monitor mable vapors over a period. flamfour-da- y 6,000 total square feet available all new heating and air conditioning 3 tierparking ramp . will build to suit tenant Dickman - Rudd & Assoc. 460 So. 10th East 359-067- 2 The other resolution cited Mountain Fuel for assigning specially trained personnel equipped with gas detection devices to LICENSEE MiaSM KB natBimaHiLHi We got tired of being that hard-to-- f ind shop in the avenues so we moved. L J E. Same high quality, same low prices but now we are easier to find. to South and there we are! Take 23rd E. exit off 33rd 8 3 VISA 80 9 2343 E. 3300 So. 5 484-210- 5 |