2013 Sales Intern Projects and Appointment Setting Benefits Becca Fisher: Transportation Benefits Lead Sales Mentor

r Jamie Bishop Marketing/Service Mentor(s) Taylor Orton Sales Objectives: Objective 1: Transportation Company Prospecting - Identify all trucking companies that we should be pursuing as benefits clients. Segment the list by state, group size and current organizational level of engagement (scale 1 to 10). Objective 2: Company Information - Identify data we would like to know on these accounts (i.e. program renewal dates, insurance carrier, broker, etc.). Use all tools available (phone, internet, prospect databases) to research the prospects and obtain this information. Update the appropriate systems with new information. Objective 3: Value Proposition -Identify the key issues and cost containment strategies we use to help transportation companies, and in turn the characteristics of companies that make them an ideal fit for us to run each play. Objective 4: Calls / Appointments - Set 15 appointments with the key decision makers at trucking companies by pitching the C&B benefits story. Attend any and all appointments that you can make. Note: make certain to communicate with other interns soliciting business in this space as to not have multiple people calling the same companies repeatedly on different issues. o You will receive a bonus of $1,000 if you set 10 quality appointments that producers attend. Less than 10 will result in a $0 bonus for appointment setting. If you reach 15 appointments, you will receive an additional $500 bonus for a total of $1,500.

HC Reform Objectives (in conjunction with Brandon): Objective 1: Rate Compression Understand the 2014 impact of insured market rate compression. Work with Brandon to discuss with carriers such as UHC, Blues, etc. Objective 2: Rate Compression Webinar Develop and drive participation for a webinar focused on this issue. This will be in conjunction with Brandon.

Final Objective: Internship Presentation - Develop a 20 minute presentation outlining your accomplishments to deliver to the senior leadership team on August 3rd. o This presentation will be judged by the group and you will receive a bonus ranging from $0 - $1,000 dollars based on your overall performance in the 10 weeks along with the quality of your presentation. Other: All other duties as assigned by mentors