Tag Archive | "Protective Asset Protection"

Lori Hallissey Named Chief Operating Officer at Portfolio

LAKE FOREST, CA – Portfolio, a leading reinsurance program manager for automotive dealers, has named Lori Hallissey Chief Operating Officer effective October 3rd. As part of the senior management team, she will be responsible for all Portfolio operations including contract processing, claims management and Information Technology, with six directors and managers reporting to her directly. Hallissey will report to the President and CEO, Brent Griggs.

“I have known Lori for over 20 years and she has impressed me at every turn,” observed Griggs. “She brings expertise, drive and a hands-on approach to her responsibilities. She is also very personable, which fits with the Portfolio corporate culture of being a fun but focused place to work. All of the stakeholders in Portfolio- dealers, consumers, agents, and employees- will benefit from having Lori in this key position.”

Hallissey remarked, “Portfolio may be the single most dynamic and exciting company in our industry. Their growth over the past six years has been remarkable, and makes me want to contribute my best to the company’s ongoing success. I look forward to working with all the teams to assist in taking the company to the next level.”

Hallissey will be based in the Lake Forest, CA office of Portfolio. She joins Portfolio after having served as Vice President of Operations and Customer Experience at Allstate Dealers Services in Jacksonville, FL, leading a team of 75 that managed all aspects of VSC, GAP and ancillary product administration for both new business and in-force business.

Prior to Allstate, she was Senior Vice President of Administration for the Asset Protection Division of Protective Life in Bannockburn, IL. She led core teams totaling 210 employees in administering new and in-force business, technology conversions, vendor selection and implementation, tier one web support, customer service, and all claims activities. During this time she helped to integrate and administer business related to four acquisitions.

Hallissey began her career in 1989 at OwnerCare, a multi-state dealer services general agency acquired by Protective during her tenure, and is a graduate of North Park University in Chicago. She has been a speaker and panelist at numerous industry conferences, including the Vehicles Service Contract Administrators Conference (VSCAC) and Providers & Administrators Leadership Summit (PALS).

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Protective Asset Protection Receives 2016 Dealers’ Choice Award

CHESTERFIELD, Mo. – Protective Asset Protection has been voted the 2016 Dealers’ Choice Platinum Vehicle Service Contract provider by automotive dealership personnel as part of the annual awards by industry trade publication, Auto Dealer Monthly. The Dealers’ Choice Awards recognize the automotive industry’s leading product and service providers. Voting is exclusive to dealers and dealership personnel.

“We saw a great response from dealerships, yet again this year,” said David Gesualdo, publisher of Auto Dealer Today and F&I and Showroom magazines. “All winners have earned the loyalty and praise of dealers, and they deserve congratulations.”

“Receiving this award is recognition for the emphasis our team puts on identifying and meeting the needs of auto dealerships,” said Rick Kurtz, senior vice president – distribution for Protective Asset Protection.

Protective Asset Protection has been awarded Dealers’ Choice Awards in previous years.

“As I have noted in years past, knowing these awards are voted on by dealership personnel makes this honor all the more special,” said Scott Karchunas, president of Protective Asset Protection. “This award and the recognition of dealerships are the collective efforts of our hard working employees and agents that serve the needs of dealerships every day.”

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Bill Kelly to Helm ‘Selling to Dealers’ Panel at Agent Summit

LAS VEGAS — Automotive Development Group (ADG)’s Bill Kelly will lead a panel discussion at the upcoming Agent Summit, organizers announced Tuesday. The event will be held May 9–11, 2016, at the Venetian Palazzo Las Vegas.

Kelly’s session is titled “My Prospect Doesn’t Seem to Get It!” and will begin at 11:15 a.m. on Wednesday, May 11, as part of the “Selling to Dealers” portion of the Agent Summit agenda. He will be joined by Kevin Hausch of Protective Asset Protection, Coffeen Management Co.’s Justin Jones, Dealer Associates Inc.’s Rick Messinger and Michael Pack of Resource Agent Group/First Extended.

“So often we hear agents say that, if only they could get their foot in the door, there is so much they could do for their prospects,” said David Gesualdo, show chair and publisher of Agent Entrepreneur and F&I and Showroom magazines. “If you don’t walk away from this panel with more strategies — and more confidence — for that challenge, then you weren’t paying attention.”

The group is expected to focus on honing the message agents and agency principals give to prospective dealer clients, including the advantages particular to the agency, its programs and its sales strategy. Kelly said he was honored to serve as a moderator, particularly given the caliber of his panelists.

“This is an amazing group of high-impact industry professionals that will be sure to give everyone something to take back to their respective areas,” Kelly said. “I am looking forward to what will be the most talked-about hour at Agent Summit!”

Registration for Agent Summit is now open at the event’s website as well as by phone, fax and email. Attendees who register by April 4 will enjoy a $100 discount. To inquire about sponsorship and exhibition opportunities, contact Eric Gesualdo via email hidden; JavaScript is required or call 727-612-8826.

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APT’s Pazik to Helm Agent Summit Tech Panel

LAS VEGAS — Organizers of Agent Summit have announced that Randy Pazik, president of Accelerated Profit Technologies, will lead a panel dedicated to new technology at the event, which will be held May 9–11, 2016, at the Venetian Palazzo Las Vegas.

“The flood of new technology into the dealer and agent segments can at times be overwhelming, but it can’t be ignored,” said David Gesualdo, show chair and publisher of Agent Entrepreneur andF&I and Showroom. “We are counting on Randy and his team to help us sort through the wealth of new developments and focus on the ones that drive F&I product sales.”

The panel, “Technology on the Move — New Horizons” will begin at 4:45 p.m. on Monday, May 9. Pazik will be joined by Thomas Elliott, executive vice president of StoneEagle; Kumar Kathinokkula, COO of F&I Administration Solutions; Tony Luciano, vice president of information technology for Allstate Dealer Services; Jim Maxim Jr., president and CEO of MaximTrak; and Carrie Profaizer, vice president of information technology and division CIO for Protective Asset Protection.

Pazik pledged to challenge his panelists to reveal not only what they are working on and have brought to market but how their solutions are performing in the real world.

“What the agents in attendance get out of this session depends on the questions we ask,” Pazik said. “How do agents, dealers and customers — particularly Millennial customers — interact and respond to new technology? I want to know what these providers are doing to make sure their products are relevant to the market.”

Registration for Agent Summit is now open at the event’s website as well as by phone, fax and email. Attendees who register by April 4 will enjoy a $100 discount. To inquire about sponsorship and exhibition opportunities, contact Eric Gesualdo via email hidden; JavaScript is required or call 727-612-8826.

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An Interview with Rich Moore

After more than 30 years in the automotive industry, Protective Asset Protection’s Rich Moore has reached the upper echelon of F&I trainers. He maintains a full training schedule while contributing articles to industry publications and speaking at events such as Industry Summit, Agent Summit and, most recently, Compliance Summit in his native Texas. AE caught up with Moore to learn how he broke into the industry and what the future holds.

How did you get your start in the auto industry and how did you become a trainer?

I got started in the industry in 1984 at Rod East Volkswagen in San Antonio, Texas, which really had nothing to do with my background and education in professional photography. I had a brother-in-law who was a wholesaler, and he suggested that car sales would be a good place for me. I was reasonably fresh out of the Navy, and it seemed like a good challenge.

I found I was a good salesperson but a better sales manager. I really liked teaching and seeing my team succeed with the techniques on which they had been trained. Moving into training was a natural step for me since my last duty station in the Navy had been as a senior trainer in the Navy Leadership and Development Program.

What areas in F&I do you focus on with your training?

Our courses pretty much run the gamut from why F&I is important to the dealership to how to build a great relationship with sales and, most importantly, the F&I sales process. In fact, we created an accelerated course based on input from the field that is nothing but two-and-a-half days of interview, menu, objection handling and closing.

Why should an agent call you for a training assignment?

Our team trainers are still active in the dealerships they service and will sub for vacationing F&I managers. That means they are current on what is really happening in dealerships across the nation. So when we train for an agent or dealership, they get real-world tools and techniques, not theories.

What are the top three messages you try to give at each of your training sessions?

First and foremost for me is to practice, drill and rehearse! F&I managers and salespeople in general tend to practice on their customers. That’s too late. Imagine if any major sports team waited until the game started to practice! It would be a disaster.

Second, learn to tell great stories — real ones — about the value of your products and how your customers have benefited in the past. People can relate to real-world situations that have happened to others, and people buy on emotions and justify with logic.

Third, don’t be greedy. Listen to your customers. If you present what will benefit them, you’ll have a much better chance of selling at least one product with every deal. Over the long run, when added to the sales from the folks who buy everything, that extra product per deal produces more sales than you would think. It’s a much better way to make your numbers than being greedy and trying to force a home run from every customer.

What changes in the industry do you foresee that will impact your training the most over the next few years?

Not so much changes in the industry as changes in how our customers will interact with our industry. Millennials and the generation after them, now being tagged “iGen,” won’t take time or have the tolerance for our traditional sales processes. They want it now and on their devices. That means that, as trainers, we need to stay on top of customers’ habits so we can train F&I managers to be responsive rather than reactive.

The other change I see on the horizon is the need for F&I managers to move away from relying on making money on rate and instead learning how to build irresistible value in their products. If our customers see great value first, price becomes less of an objection.

Tell us about yourself and the kind of activities, hobbies, interests you pursue outside of training.

As I mentioned earlier, photography has always been and still is a passion. Internet marketing — specifically, using live, interactive webcasting — is a major interest now. I think it’s the future of online marketing. And we can’t forget getting on the Harley with my wife and taking a long weekend ride somewhere.

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Protective Asset Protection

Protect Tomorrow. Embrace Today.™

Protective Asset Protection has been providing F&I solutions for the automotive industry since 1962. We proudly serve over 8,000 franchise and independent dealerships throughout the U.S. and Canada by providing innovative products, solutions and training. Our portfolio consists of vehicle protection plans, GAP coverage, credit insurance and dealer participation programs that provide opportunities to generate revenue while helping consumers protect their tomorrow, so they have the freedom to embrace today.

We deliver value by building long-term relationships and offering innovative solutions to maximize F&I revenue.  Our passionate is to help improve dealers’ bottom-line results while providing unmatched customer service, training,  claims processing, experienced underwriting and administration and new technologies.

Our parent company, Protective Life Corporation, has been serving the needs of customers since 1907. Collectively, four core values guide everything we do: Do the Right Thing, Serve People, Build Trust and Simplify Everything.

Contact Protective Asset Protection to learn more.

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