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Marketing

Founded in 1951All lines, full service insurance agencyHeadquartered in York, PAFour marketing offices throughout U.S.Over 450 associates servicing more than 25,000 insuredsWrite $300 million in P

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Marketing

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    1. Marketing / Sales Workshop Glatfelters Insurance Group – Distinguished Programs – NSM – Rockwood Programs Target Markets Meeting October 19, 2005

    2. Founded in 1951 All lines, full service insurance agency Headquartered in York, PA Four marketing offices throughout U.S. Over 450 associates servicing more than 25,000 insureds Write $300+ million in P&C written premium Three divisions: Retail Operations Wholesale/Specialty Programs Insurance Company Operations Glatfelter Insurance Group Overview

    3. VFIS – 1969 Non-profit fire, ambulance and related emergency service organizations PRIME – 1999 Governmental entities with populations under 25,000 NHPCO – 2001 Hospice and home healthcare agencies RSDIS - 2003 Water, sewer, irrigation, conservation, cemetery and other special districts GIG wholesale/specialty programs are distributed through a network of over 3,500 independent agents and brokers Glatfelter Insurance Group Wholesale/Specialty Programs

    4. Solve a problem Tailored coverages Service that exceeds expectations Marketing, underwriting, claims and risk control Pricing that ensures long-term stability and predictability Who is the customer The local agent The insured Centers of influence (national & state associations) Carrier relationship Delegation of authority Alignment of interests Glatfelter Insurance Group Marketing Specialty Programs

    5. Marketing Decentralized by program Prospect / Develop “Customer” relationships Distribution management Connection to the marketplace Underwriting Significant authority Dedicated teams by program Clear underwriting guidelines Processing standards that exceed expectations Glatfelter Insurance Group Marketing Specialty Programs

    6. Claims Significant authority Program specialists within 1st party, 3rd party, salvage & subrogation Prompt, personal & considerate service Engineer coverage to minimize conflict in claim settlement The real marketing advantage Risk Control Significant authority Program specialists Focus on added-value for insured Improved underwriting decisions and results Glatfelter Insurance Group Marketing Specialty Programs

    7. Actuarial Significant authority Rate setting Loss reserves Underwriting experience Centralized support (corporate) Accounting Administration Information Systems Legal HR Glatfelter Insurance Group Marketing Specialty Programs

    8. How do you get the authority? Talented and dedicated staff Track record Willingness to share risk (not profit sharing) Investment in infrastructure (systems and back office) Glatfelter Insurance Group Marketing Specialty Programs

    9. Results Greater independence and control As a licensed MGA, GIG controls virtually all aspects of its programs Selling coverage and service instead of price Customers place a “premium” on responsive coverage and service Improved customer satisfaction GIG account retention is 95% + GIG hit ratios average 45% + Above average growth and profitability GIG program written premium more than doubled in last 4 years Each program achieving underwriting profitability Above average agency value GIG average stock value growth more than doubled in last four years Glatfelter Insurance Group Marketing Specialty Programs

    10. Questions and Answers

    11. Presented by: Andrew Potash

    12. Distinguished Programs Group Property Owners Program started in 1995 Expanded from local retail distribution to national wholesale distribution model in 1998 Telemarketing anchored change

    13. Distinguished Programs Group Focus has been on Getting more agents Getting more business from existing agents Getting more lines of coverage from each account (directly correlates with higher retention)

    14. Distinguished Programs Before we started, needed to define two things: The kind of accounts we wanted The kinds of agents that were likely to have them

    15. Distinguished Programs Group Decided to concentrate on accounts below the radar screen of the agency principal These accounts would hopefully be handled by an overwhelmed CSR who would trade efficient, speedy, accurate, and friendly service for our getting our price Thought these accounts would be concentrated in the 12,000 middle-size agents ($500k - $10MM in commission revenue)

    16. Distinguished Programs Group Armed with this knowledge, we hired the Nielson brothers in 1998 to call 3500 of the 12,000 agents and rate them A (lots of real estate business), B (some real estate business), and C (little or none) Got info initially from 1/3 of the list

    17. Distinguished Programs Group Results Still using the original list today, though we’ve added to it with responses to our blast e-mails

    18. Questions? The Distinguished Programs Group 6 East 43rd Street 15th floor New York, NY 10017

    19. Thank You Programs Group 6 East 43rd Street 15th floor New York, NY 10017

    20. RESEARCH AND DEVELOPMENT the NSM Way! Presented by: Fran Sarmiento, Underwriting Director NSM Insurance Group

    21. RESEARCH Finding the “Great Idea” Ask Your Customers Questions What business are they finding hard to place What is currently excluded on their policies What are the new trends within a specific industry Understand Environmental Factors What is happening in the world and how will the insurance industry play its part (i.e. new construction in the Gulf States, aging baby boomers and their changing needs)

    22. RESEARCH Affinity Charting Connect the suggestions from a single customer to concerns of other customers. Create a group of customers with the same need. Identify ways to expand that single need into a comprehensive portfolio of products and coverages

    23. RESEARCH What Is The “Universe” How much potential business is out there Associations Industry Publications The Web Who will your ultimate customer be Profile of your average risk Where will your customer be located Premium potential by State

    24. DEVELOPMENT Qualify the Opportunity Will the new program be acceptable to the marketplace Will the premium potential be worth the expense Is there a strong opportunity for underwriting profitability How much competition exists in the marketplace

    25. DEVELOPMENT Identify the Exposures By line of business Design Your Coverage Needs Forms Limits Territory Rating

    26. DEVELOPMENT Evaluate/Select Your Partners Which Carrier is right for this Program Which TPA has the expertise you need Loss Control Systems Sell Your Program to the Carrier Have all the answers Make it easy for them to say “YES”

    27. DEVELOPMENT Distribute Your Product Open or closed Distribution Direct or Wholesale Establish Your Brand Connect the new program to your Agency Be consistent with branding Marketing and Advertising Create a detailed marketing and advertising campaign

    28. ROCKWOOD GUARDIAN EMPLOYMENT PRACTICES LIABILITY INSURANCE PROBLEM Small employers do not purchase Employment Practices Liability Insurance. Consider the misconceptions leading to this decision: Myth #1: The exposure is already covered under G/L or BOP coverage forms. Myth #2: It’s too expensive. Myth #3: Employees don’t sue small companies.

    29. ROCKWOOD GUARDIAN EMPLOYMENT PRACTICES LIABILITY INSURANCE THE SOLUTION Employment Practices Liability Insurance through the Rockwood Guardian Program! Meaningful Coverage. Liability Limit options of $50,000 or $100,000. Reasonably Priced. Premiums start as low as $500. Competitive Policy Form. Simplified Application. One-page, self-rating form. Risk Management Tools. Access to loss control aids provided to all insureds.

    30. ROCKWOOD GUARDIAN EMPLOYMENT PRACTICES LIABILITY INSURANCE MEDIA ADVERTISEMENT

    31. ROCKWOOD GUARDIAN EMPLOYMENT PRACTICES LIABILITY INSURANCE MEDIA ADVERTISEMENT (CONTINUED)

    32. ROCKWOOD GUARDIAN EMPLOYMENT PRACTICES LIABILITY INSURANCE SELF-RATING APPLICATION AND FAQ SHEET

    33. ROCKWOOD GUARDIAN EMPLOYMENT PRACTICES LIABILITY INSURANCE ON-LINE TOOLS TO HELP YOU SELL!

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