Dave Workman, President, Warrantech: "One of the things that Warrantech does uniquely in the extended-service business is that we have an ability to look at things through retailers' eyes in how we design the plans. We have one of the best Call Center operations in the industry.
"We mainly serve large regionals. The nationals all have programs set up with captive insurance companies where they use a plan administrator—longstanding relationships. I'd say our business is currently dominated by regional-based electronics and electronics/appliance retailers. The other area where we do very well is distributor-based business.
"We're concentrating some efforts on the custom market, because it's an under-served area of the business, and most custom retailers are generally too small to put a plan together with a warranty administrator, and so we're reaching out to try to better address the custom channel.