SK is successful selling Straight Talk Advantage packages by educating buyers on the value and benefits, rather than focusing on price. He discusses each component of the $395 package to show how it provides peace of mind for employees moving. Two of his largest national accounts and four others regularly use the packages. SK expects package sales and his overall business to be up 10-15% this year. While he has no big trips planned for summer, SK will celebrate his business partner's Hawaiian wedding and take his graduating son to a snowboarding camp.

1. An Exerpt from the VAPNews Summer Vacation Edition — May 2011
A Chat with Steve Komorous the claim assist or increased destination waiting time if they
The VAPNews team recently have experienced a professional move before and your corporate
had a moment to talk to Steve buyer wants it.
Komorous of King Relocation
(U0203), Santa Fe Springs, VAPN: If that’s the case, why do sales representatives continue
Calif. Steve, an agent owner and to struggle with selling Straight Talk Advantage or On Point
member of the Board of Directors Preferred packages?
for UniGroup, takes a hands-on SK: It’s simple; they get wrapped up around the axle on the
approach with his business. He price. Our salespeople have been so beaten down on price by
got into the industry in Sales customers, they immediately want to shut out anything that is
and continues to juggle a book going to increase price. You have to sell the value and merit of
of business along with his other the program. A personal conversation, even light in nature, can
work and family responsibilities. put things into perspective on how these services impact their
employees. This information will get the interest of a corporate
During our conference call, we discussed with Steve how he’s buyer. Even if they don’t use any of the services on a given
managed to be successful with the Straight Talk Advantage move, the $395 is still money well spent for the peace of mind
program and corporate customers, how business looks this on each shipment.
year and what he’ll be doing this summer.
VAPN: So where does your success come from? A single account?
VAPN: Steve, your agency sold the first package, you’ve always Or do all of your clients like the packages?
been at or near the top of the leader board in terms of selling SK: I have Straight Talk Advantage in two of my transportation
them...why do they work so well for you? agreements for all of their shipments and another four accounts
SK: While I know some people struggle with introducing the that use the packages on an individual basis.
packages, even some of my own salespeople, but when you
educate a buyer, you give them the tools to make an informed VAPN: What’s the forecast for you this year in terms of
buying decision. packages sold?
SK: It’s looking good...I will sell more this year than last.
VAPN: So what’s your secret? How do you get your National
Accounts interested in utilizing Straight Talk Advantage for VAPN: What about your overall account business...up or down?
their employees? SK: It’s going to be up significantly this year. I would say in the
SK: There really isn’t a secret per se. I just talk about the $395 10-15% range.
package (Straight Talk Advantage “Plus One” package) to keep
it simple. I’ll then do a mini commercial for each component VAPN: Steve, this is the summer edition of VAPNews. Are you
of that package and by the second or third item, the account doing anything fun this summer?
wants it. SK: This summer is unique. Barbara and I don’t have any big
trips planned, but we’re doing several smaller trips. We’ll do
VAPN: Okay...hit me with a mini commercial. a few boat trips. Also, our son Matthew graduates from high
SK: Have you ever moved professionally before? school this year so we’re going to take him to a snowboard
school in Oregon as a graduation present. We’ll drop him off
VAPN: Yes. and then Barbara and I will take a long weekend in the Oregon
SK: Did you have a claim? wine country.
VAPN: Yes. VAPN: That’s sounds great...anything else?
SK: Well, when it comes to claims, I refer to that as the “cheese SK: Well one more bit of big news. My business partner, Ned
grater process.” That usually gets a laugh from my corporate Nabal is marrying his fiancee Crystal in Hawaii on July 24. We’ll
client, and then I speak about the claim assist portion of the definitely be there for that.
package. I talk about how someone will come out to a client’s
house, help them fill out there paperwork and even write a VAPN: Sounds like an exciting summer. Than you for your
check on the spot for a verifiable claim of less than $750. It’s the insight on offering Straight Talk Advantage to National Account
peace of mind they want overseeing a program and for their customers.
corporate employees moving that they want. You speak about SK: No problem...call anytime!