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The Indication: Is that your final answer? Part Two

The Indication: Is that your final answer? Part Two. Roger Schultz, FCAS, MAAA, CPCU, MBA Vice President - Marketing & Communications for the CAS Vice President & Actuary - Aon Reinsurance Services. 2003 CAS Ratemaking Seminar March 27 - 28, 2003. Roger Schultz.

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The Indication: Is that your final answer? Part Two

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  1. The Indication:Is that your final answer?Part Two Roger Schultz, FCAS, MAAA, CPCU, MBA Vice President - Marketing & Communications for the CAS Vice President & Actuary - Aon Reinsurance Services 2003 CAS Ratemaking Seminar March 27 - 28, 2003

  2. Roger Schultz • 19 Years as Actuary (FCAS, MAAA) • Preponderance of experience in auto, non-standard auto, homeowners • 2 years as chief actuary for $650 million commercial subsidiary • Two years in underwriting function (CPCU) • Rose to position of #2 Underwriting officer • Two “product management” assignments (MBA in Marketing) • Personal Auto through independent agent (Encompass & Deerbrook) [$1.5 billion] • “Specialty lines” (12 lines, everything but auto and homeowner) [$1.2 billion] • Numerous strategically oriented projects & special assignments • Local market analyst • Segmentation / consumer behavioral analysis • Due diligence on both buy and sell side • Market attractiveness analysis • Business reengineering

  3. Price Product Place Promotion The Marketing Plan Market Attractiveness Company Strategy Target Positioning Customer Competition "3C STP 4P"

  4. Substitutes Suppliers Rivalry Buyers Entrants Market Attractiveness Michael Porter developed a structure for assessing the overall attractiveness of a marketplace. These are the five major forces he identified in his model.

  5. Market Attractiveness Culture Government Substitutes Rivalry Suppliers Buyers Technology Complementary Cos. Entrants Porter’s model has been embellished over time to reflect contemporary marketplace considerations.

  6. AMICA Market Positioning - An Example Low Prices Personal Lines Automobile Price vs. Service State Farm Allstate Low Service High Service Farmers N’wide GEICO PROG USAA High Prices

  7. The Indication is NOTthe final answer • Closing thoughts • Discussion • THANKS FOR COMING!

  8. Roger Schultz Vice President & Actuary Aon Re Services, Inc. 200 E. Randolph St. - 16th Floor Chicago, IL 60601 312-381-5524 e-mail: Roger_Schultz@arw.aon.com

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