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 12290 MO09N - Negotiating With Insurers in DRP or Non-DRP Environments $12.00   
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12290 MO09N - Negotiating With Insurers in DRP or Non-DRP Environments
Course Code:
Mike McDonald, Dan Risley
Event Type:
Conference Session (90-minute)
NACE Management

The collision repairer and the insurance company need to work together in order to be successful in today's competitive business environment.  More importantly, understanding on another and improved communications will help us better serve our "customers" needs.

This course will prepare collision repairers, insurers and independent appraisers for the art of negotiation by better understanding the needs, wants, fears and motivations of the other party.  By gaining insight inot some of the key business metrics that insurance carriers value and other factors that can influence their decision making, you can better position yourself to reduce friction, improve business financial metrics and develop relationships in both a DRP and Non-DPR environment.  Insurance appraisers will gain a better understanding of the business needs of a shop and the factors that may drive certain decisions.


Mike McDonald
Orange Park FL
United States

Mike McDonald has been involved in the collision industry for over 30 years. He joined Sterling Autobody Centers over 13 years ago where he is Sterling’s Training Director. He is responsible for developing all the management training programs as well as all production process programs for Sterling. Mike travels the country teaching these training programs to all levels of Sterling management. Mike enjoys training and teaching others how to be successful in the industry he loves. His industry experience runs from being part of a family owned body shop in Ohio, to Regional Sales Manager for Chief Automotive Systems for over 6 years, 3 years with Akzo Nobel in Jacksonville, Florida and over 13 years with Sterling. In the early 90’s Mike got involved with I-CAR and became an I-CAR Instructor and began a life-long passion for teaching.

Dan Risley
Allstate Insurance
Oak Lawn IL
United States

Dan Risley is a Home Office Staff Claims Analyst for Allstate Insurance Company. He has been with Allstate for over two years. Prior to Allstate, Dan spent eight years as the Executive Director for the Society of Collision Repair Specialists. During that time, he worked closely with insurers, information providers, car manufacturers, parts manufacturers, DEG, CIC Database Task Force and several CIC Committees to improve the collision repair industry. He has an extensive background in the industry having worked for a family owned collision repair facility early in his career and later spending time with BASF and CCC Information Services Inc


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