PROFILE
A motivational leader who engineered the turnaround of two business units: a personal lines unit consisting of Affiliation and Direct Writers and a commercial lines unit utilizing Independent Agents - profit and loss (P&L) responsibility for both
Strong strategic leadership skills, combined with specific experience in planning, product and project management, marketing strategy and operational analysis
Proven ability to drive profitable growth
Goal driven with the ability to transform companies and create individual achievement
EXPERIENCE
Consulting 2007 Present
Privately owned consulting business assisting clients with a number of problems across all facets of the Insurance Industry. Some samples of current projects:
Evaluated and recommended the purchase of a Managing General Agency specializing in Commercial Auto.
Developed marketing strategy and organizational structure for the expansion of a third party vendor into the Insurance Industry.
Assisting a telemarketing organization in their structural and operational problems relating to Insurance.
Advising one of the nations largest brokers on market acquisition issues.
2002 - 2007 -Vice President Consumer Products
In July 2002, promoted to only one of 17 officer positions in this $2.5 billion company. Standard Consumer Products - approximately $200 million in life, auto and home premium.
From 2002 to 2007, dropped loss ratio to below Industry averages - saving the company over $20 million annually. New business writings from the career agents increased to over $16 million from $6 million per year. In August of 2007, the company reorganized, eliminating several positions and merged this operation with other units. The company paid me not to compete until March of 2008.
The successful turnaround of this personal lines company involved attacking a number of operational problems and leading the management team in several strategic initiatives.
Restructured the management team with new sales, underwriting, marketing and training directors. Total reports of over 300.
Tripled the retention of Career agents and increased the sales force by 60% in 5 years.
Created an affinity/affiliation program which focused on niche marketing and accounted for 50% of new business sales by 2007. United Airlines, Midwest Airlines and Intercontinental hotels (Holiday Inn) were a few of the accounts sold.
Reduced the automobile loss ratio from 67% in 2002 to 41% in 2007 by changing to a multi-variable rating program that incorporated insurance scoring (despite dealing with a thirty five year old system).
1996 2002 Senior Director of Transportation
Recruited by company in 1996 as Senior Vice President of Claims. I was subsequently promoted to multiple positions ending up as the Senior Director of Transportation with P & L responsibility for the Long Haul transportation unit.
During my tenure there, the unit was purchased by another company, titles changed to conform to the new companies structure but responsibility stayed static.
Senior Director 2001 - 2002
Implemented projects that made this business unit one of the most profitable and the fastest growing units at the successor company.
Recruited new management team.
Doubled production from $90 Million to $178 Million by switching market focus and creating a new pricing/policy /marketing plan to attract and sell to larger accounts.
Loss ratios dropped 20 points.
Championed a number of system innovation projects in agency automation, rating and accounts receivable, which overcame key competitive disadvantages.
Shaved 11 points off the expenses by eliminating IT bottlenecks, increasing productivity and production and combining services with the home office.
Director of Marketing/ Underwriting 2000 2001
Promoted to this dual role to include Underwriting.
Formalized a risk selection model and a staff development plan to reverse the loss ratio trend.
Faced with poor underwriting /agency relationships, regionalized the Underwriting staff to better match agents with Underwriters and eliminated service issues.
In September of 2000, acquired Accounts Receivable as a reporting unit because of an unacceptable level of outstanding Agency Debt. Immediate management action resulted in debt elimination in 8 months.
Senior Vice President Marketing /Claims 1998 2000
Promoted to this role to manage distribution channels as well as continued responsibility for claims.
Drafted and implemented a new agency agreement, which changed the compensation, structure and more properly accounted for profitability and production.
Created Agency appointment procedures and implemented agency management program that jointly created expectations and plans for each agency and the marketing representative handling the territory.
Initiated and organized agents council and annual agents meeting.
Created new marketing/image campaign to battle poor image in the market place - which reversed production trend.
Expanded Agency plant
Created a multiple distribution strategy.
o Acquired two agencies (Erie, PA, Milwaukee, WI). Together they accounted for 10% of the revenue in a year.
o In partnership with the nations largest fuel supplier, started selling products through Kiosks at Truck Stops, producing a profitable premium of $2 million in 2 years.
Senior Vice President of Claims 1996 1998
Recruited to transform Claims culture. Putting up $30 Million in reserves in an initial reserve adequacy check, resulted in stability in reserve development that allowed adequate pricing for the future. Reserve deficiencies went from development of almost 100% to under 10%.
Initiated loss management tools resulting in decline in severity of 10%.
Restructured and specialized the claims personnel contributing to severity decrease and specialized customer service. Named Best in Class in Gallup Survey.
Reduced loss adjustment expenses 27% by creating initial loss team.
Supervised offices in Milwaukee, WI, Jacksonville, FL, and Long Island, New York.
1987-1996
Vice President of Claims
Boise, ID
South Sioux City, NE
Joined this company in 1987 as an Attorney assisting the claims department and progressed to the Vice President of Claims for the western United States.
Responsible for claims operation in 11 western states (50 person, $75 million in premium).
Participating on the large account sales team resulting in double digit premium growth for region. Lecturing at over 100 seminars/Industry meetings on accident safety.
Vice President Claims 1992-1996
Senior Legal Counsel 1989-1992
Legal Counsel 1987-1989
Law Firm 1984-1987
Education
Juris Doctorate
Bachelor of Arts - Business Communications
Certified Property and Casualty Underwriter
Gallup Leadership Institute
Agents license in Wisconsin |
