Retail Merchandiser - November/December 2017 - 111
FORTEGRA SOLUTION PROVIDER
experience and solving their immediate
needs, Mikow notes.
"We're not a one-trick pony," he
says. "If none of our existing products
are a good fit for a customer's needs,
together we'll figure out what that
product looks like and build it from
the ground up. Vertical integration
allows us to do that."
Fortegra uses a "discovery process,"
which can consist of one or several
meetings with key client stakeholders, to
identify their needs.
"It's all about asking the right questions," Fortegra Vice President of Consumer Products Warranty Steve Davidson explains. "With our long-standing
client relationships, we have a good feel
of what the issues are. If you ask the
right questions, you'll get to the root of
what these issues are and where the true
Mikow adds, this personal approach
goes a long way with Fortegra clients
- or partners, rather. "We really focus
on partnering with our clients, which
is why we call them partners," he says.
"We feel that if their business is healthy,
then our piece of that business is also
going to take care of itself."
Fortegra's employees also play a
critical role in this approach, which has
resulted in many repeat partnerships.
"Everyone understands where they fit
into the puzzle in terms of delivering
a good product to our partners and, by
extension, to their customers," Mikow
explains. "At the end of the day, we
know that customer experience drives
what we can do as an organization."
to fit our family culture, which is a very
collaborative environment. We work
as one team with our partners. They're
a big part of defining the solutions we
Fortegra is also focused on further
building out its resources to support
its growth with the help of its account
development team. "We will continue to
expand our resources there as our client
base grows," Davidson says.
"If you ask the right
questions, you'll get
to the root of what
these issues are."
Roger High, Fortegra vice president
of New Markets, agrees. He adds that
Fortegra's strength is working with
small- to mid-sized companies in smallto mid-sized markets. "We look for
markets where protected solutions are
underserved," he says. "In these areas,
the larger players don't have the time
or bandwidth to meet their needs. We
fill the void and are willing to roll up
our sleeves to work with them and help
them figure it out."
High notes that Fortegra's partners
appreciate that Fortegra's approach to
customer service and true partnership is
helping them compete in their respective industries.
"We work hand-in-hand to figure out
how we can continue to diversify our
organization," High explains. "Ultimately, we want to continue to stretch
across other industries and markets,
solidifying longstanding relationships
with OEMs to establish various protection solutions."
Fortegra® (a Tiptree Inc. company) and its
subsidiaries comprise a single-source insurance services provider that offers a range
of consumer protection options including
warranty solutions, credit insurance, and
specialty underwriting programs. Delivering multifaceted coverage with an unmatched service experience for domestic and
international partners and their customers
Fortegra solves immediate, everyday needs,
empowering consumers to worry less and
Experience More. O
As Fortegra's client base continues to
grow, its biggest challenge has been to
keep up with that demand. According
to Davidson, it's not the easiest task, especially since Fortegra is looking to hire
the right talent with the right skills.
"We want people who have at least
five years of experience in the warranty
space," Davidson says. "They also have