Maximize reinsurance benefits for auto dealers beyond basics

At NADA Show 2025, Zurich North America hosted an insightful panel discussion exploring innovative and effective strategies for dealers to maximize and grow their reinsurance portfolios. The conversation highlights ways to improve reinsurance profitability, claims severity trends and their impact on long-term profitability, potential threats facing dealers and their reinsurance portfolios, and more. Whether you are new to reinsurance or looking to optimize your existing portfolio, this presentation provides valuable knowledge and tools to help auto dealers achieve their goals.

Among the topics addressed are viewing reinsurance as another business profit center, putting more focus on ancillary F&I products, and using reinsurance in tandem with “Why Buy Here?” programs for improved results.

This presentation originally was held live, on January 24, 2025, at the NADA Show in New Orleans.

MODERATOR:

Marie Knight is the Head of the Customer Office for Zurich North America’s Direct Markets business unit, where she is responsible for overall customer experience delivery. Her work includes engaging with current and prospective customers and overseeing the development of customer-focused products and services. She has been with Zurich for more than 30 years.

Knight began with Universal Underwriters Group/Zurich in a role focused on Zurich’s acquisition and development of Finance & Insurance (F&I) business in Maryland, Delaware and Washington, D.C. Since then, she has held ascending levels of F&I and leadership positions in Direct Markets, including F&I Regional Administrator, Regional F&I Executive, Regional Sales Manager and Vice President of Strategic Relationships. Prior to joining Zurich, she was the Finance Director for a five-franchise auto group. She is a three-time President’s Club award winner, the annual award given for top sales performance in Direct Markets.

PANELISTS:

EricSchloerb is a National Reinsurance Executive for Zurich’s Direct Markets team. In this role, he consults with customers and prospects to determine profit participation programs that fit their business needs, including presenting strategies for customers focused on minimizing tax implications of those programs. His duties include delivering profit participation reviews, providing industry insights, and recommending potential program changes to maximize overall profitability and return on investment.

Schloerb began his career with Zurich as an F&I Executive in the North New Jersey region, and later served as Regional Finance Executive for that area. Before coming to Zurich, he worked as a Financial Services Representative for MetLife.

Michael Naim is Regional F&I Manager for Zurich Direct Markets’ Philadelphia region. In this capacity, he serves as trusted advisor to Zurich’s auto dealership customers and leads a team devoted to building and maintaining customer relationships; identifying and delivering products and services for dealerships; ensuring efficient account management; and contributing to Direct Markets’ organizational revenue growth.

Prior to his current role, he served as Regional Finance Executive for Zurich’s regional office in Charlotte, North Carolina, having previously worked in the region as an F&I Executive in Raleigh. Prior to joining Zurich, Naim held an executive management role with Anderson Automotive Group in Raleigh.

Naim had shared his industry knowledge in many business forums, including representing Zurich as a keynote speaker at the 50th Annual Conference of the National Association for Minority Auto Dealers (NAMAD).