9 a.m. – 1 p.m.

Registration - Navarro Foyer, Ballroom Level

1 – 1:15 p.m.

Welcome & Introductions - Navarro A Room, Ballroom Level

1:15 - 2:30 p.m.

General Session: Challenges Amid the Global Economic and Regulatory Storm
How is the economic and financial volatility of the current market place going to impact your business? In this informative session, get the latest updates on industry financials and important trends and challenges in the auto and home insurance markets.

Robert P. Hartwig, PhD, CPCU
President
Insurance Information Institute
New York, NY

2:30 – 2:45 p.m.

Break

2:45 – 4 p.m.

General Session: Creating a Culture of Execution - Navarro A Room, Ballroom Level
Executing strategic goals is the greatest challenge in business today. Aligning the organization’s work teams with your most important objectives while keeping teams engaged and focused is a never-ending battle. Learn why execution is so difficult and what it takes to address the challenge. Imagine an organization where every team from the senior leadership team to the front line is focused on the most important priorities and committed to achieving the Wildly Important Goals.

Andy Cindrich
Senior Consultant
FranklinCovey
Highland, Utah

4 – 4:15 p.m.

Break

4:15 – 5:30 p.m.

General Session: Creating an Account - Able Organization - Navarro A Room, Ballroom Level
At its core, execution is about accountability. Learn how to turn strategy, goals, training, and even good intentions into RESULTS through the use of performance mechanisms that create an Account – Able Organization.

Andy Cindrich
Senior Consultant
FranklinCovey
Highland, Utah

5:30 – 6:30 p.m.

Networking Reception - Navarro Foyer, Ballroom Level
Sponsored by MediaSauce

7:30 – 8:30 a.m.

Continental Breakfast
Breakfast sponsored by e2value

8:30 – 9:45 a.m.

Concurrent Sessions

1. Recruiting, Developing, and Understanding the Multi-Generational Workforce - Encino Room, Lobby Level
   As Generation Y is now entering the workforce, we have four generations in the workforce at the same time. This session will offer an understanding of their different motivators, preferred management styles, and desired work environments. We will offer tips on recruiting members of each of these generations into your company. And once you have them, work to create development programs to retain members of each generation.
   
   Margaret Resce Milkint
   Managing Partner
   The Jacobson Group
   Chicago, Ill.
2. Washington Update - Sabino Room, Lobby Level
   With the economy, the election, and the policies of the new administration, the environment in Washington has fundamentally changed. The increased focus on federal regulatory reform will no doubt affect the entire financial services industry and insurance will be no exception. From the reform and renewal of the National Flood Program, to a review of credit-based insurance scoring, we will see Congress deal with a number of important issues related to insurance regulatory reform in the coming year. NAMIC’s Vice President of Federal and Political Affairs, Jimi Grande, will give you the latest in news from Washington and what it means to our industry.
   
   Jimi Grande
   Vice President - Federal and Political Affairs
   NAMIC
   Washington, DC
3. Preparing for Future Customers - Navarro A Room, Ballroom Level
   The insurance industry is undergoing rapid change. The retirement market is booming. Distributors are gaining more control and products are continuously changing. Where will we be in 10 years? Generation Y is entering the workforce and will be in their mid-30’s in 2018. This generation, truly the first Internet generation, will dramatically change the way insurance is sold and serviced. In this session, we examine the paradigm shift in an insurer’s marketing approach. What if marketing was done through online social networks? What if consumers could choose their insurance on YouTube and purchase it through Facebook? This strategically focused session will define how and what the next generation want to buy and is the insurance industry ready.
   
   David Corrigan
   Vice President, Product Management
   Camilion Solutions, Inc.
   Markham, ON

9:45 – 10 a.m.

Break - Navarro Foyer, Ballroom Level
Sponsored by Hartford Steam Boiler Inspection and Insurance Company

10 – 11:15 a.m.

Concurrent Sessions

1. Personal Lines Insurance Coverage Gaps: Analysis and Resolution - Sabino Room, Lobby Level
   This session will focus on uncovering some of the more common coverage gaps that personal lines consumers experience, gaps that can cause them undue financial burdens and gaps which can ultimately harm the reputation of the insurance industry. Examples of potential gaps include the usage of trusts, inadequate dwelling limits, contractor injuries at an insured’s home, and inadequate condominium coverage. Forward-thinking insurers can work with agents to resolve some of these coverage gaps through premium-bearing endorsements, risk avoidance tips, contractual risk transfer tips, or risk control tips. Insurers can become champions in this endeavor and gain a reputation of being problem solvers not only through the sale of additional endorsements but also through timely advice from underwriters and marketing representatives to their agency force on a host of risk management tips.
   
   Robin K Olson, CPCU, CRIS, ARM
   Senior Research Analyst
   International Risk Management Institute, Inc.
   Dallas, Texas
2. Homeowner Product Development in 2009 and Beyond - Navarro A Room, Ballroom Level
   Today’s product manager needs to be exceptionally well versed with products, competition, pricing, reinsurance, and a host of other challenges. This session will touch on these through an interactive discussion including: Where we came from, what flavors do your customers want, new coverages and products, competitive pressures, coverages and catastrophe management, and conclude with putting it all together.
   
   Jonathan Farris
   AVP Personal Lines
   General Casualty Insurance Company
   Sun Prairie, Wis.
3. Retention and Conversion Analysis – Why Is It Important and How Do Companies Begin Preparing for Detailed Analysis
   Predictive modeling is expanding beyond the world of pricing relativities. One of the major areas that it is expanding into is retention and conversion analysis. This session will discuss why the true drivers of retention and conversion will become critical in the not-so-distant future, and how it will drive company actions both with respect to how they view customers, and more critically how they take rate changes. It will also discuss what companies should be considering about possible modeling data, and how they should begin preparing today.
   
   Jeff Kucera, FCAS, MAAA
   Senior Consultant
   EMB
   Chicago, Ill.

11:15 – 11:30 a.m.

Break - Navarro Foyer, Ballroom Level

11:30 a.m. – 12:45 p.m.

Concurrent Sessions

1. Institute for Business & Home Safety—What’s New? - Encino Room, Lobby Level
   Join Julie Rochman, President and Chief Executive Officer of the Institute for Business & Home Safety (IBHS) as she addresses the organization’s new efforts to advance the science of property loss mitigation – and how IBHS will effectively apply new information in the real world to significantly reduce insured losses caused by natural and man-made perils. She will provide an update on the effort to construct the Insurance Center for Building Safety Research, a unique, world-class, insurance industry-owned and operated, multi-peril laboratory. She also will discuss the IBHS code-plus residential new construction program, known as Fortified…for safer living®, as well as describe how Fortified homes fared during Hurricane Ike, and how IBHS is expanding their Fortified program to include retrofit guidelines for existing construction.
   
   Julie Rochman
   President & CEO
   Institute for Business & Home Safety
   Tampa, Fla.
2. Effective Selling Strategies to Grow Your Business - Navarro A Room, Ballroom Level
   Your company has made great strides to create a sales culture. But new business growth just isn’t needs to be and policy and premium retention are both a challenge. In this session, we will provide techniques and tools to engage individuals, develop marketing strategies, and overcome obstacles to retention and growth. In this fast-paced, information-packed session, we will also examine why underwriters have difficulty shifting to proactive service selling and hear what agents want.
   
   Emily Huiling, CIC, CMC
   President
   Selling Strategies, Inc.
   Terrell, NC
3. Mentoring Programs that Drive Business Performance - Sabino Room, Lobby Level
   With impending retirement of baby boomers and millennials entering the workforce discover how mentoring programs can help develop the future leaders of your company. In this session, Leslie Rapp, Vice President of Program Development at Menttium Corporation, will cover the mentoring in a corporate setting and utilizing mentoring programs as a leadership tool. We will discuss the top ten business drivers for implementing mentoring programs and the key success factors. We will also look in depth to a mentoring strategy that aligns with business objectives through a case study on McGraw Hill.
   
   Leslie Rapp
   Vice President, Program Development
   Menttium Corporation
   Minneapolis, Minn.

12:45 – 1:30 p.m.

Lunch - Navarro B Room, Ballroom Level

1:30 – 2:45 p.m.

Concurrent Sessions

1. Connecting, Not Consuming: Buyers in the Interconnected Age - Encino Room, Lobby Level
   Discover how consumer behavior has shifted online from just researching to make a purchasing decision to reaching out and engaging with their social network. Learn how companies are using social media to build connections and empower customers to spread the word of their message. And discover strategies that companies can use to differentiate, sell, and engage customers. Hear about how Facebook, LinkedIn, YouTube, Flickr and other social media outlets can benefit your organizations marketing efforts. We will also examine case studies of company successes by implementing new media marketing strategies.
   
   James Burnes
   Vice President, Development and Strategy
   MediaSauce
   Indianapolis, Ind.
2. Predictive Modeling: What’s Next - Navarro A Room, Ballroom Level
   Insurance companies in the United States have been using predictive modeling in some form for almost a decade. Significant benefits have been achieved by insurers that have embraced smarter data collection and analytics, and have used these analytics to make smarter business decisions. These benefits have included improved financial results, improved ability to attract potential new customers, and better matching of risks to premiums. For many companies, predictive modeling has become more than a project it has become a way of life. As predictive modeling matures, the question being asked by many companies is: what’s next?
   
   This session will help answer that question. We are moving beyond the application of predictive modeling to pricing and tiering and learn the potential applications of predictive modeling available that have not been used by the market yet.
   
   Roosevelt Mosley
   Consultant
   Pinnacle Actuarial Resources, Inc.
   Bloomington, Ill.
3. Project Management - Sabino Room, Lobby Level
   Over time, your organization is driven by two things—your ability to compete day-to-day in serving your customers and your ability to change with the market, to meet new needs and expectations of your customers. Strong project management is critical to delivering on both of these objectives. This session will explore how senior leaders play a critical role in the introduction and acceptance of project management in any organization. Senior executives will also learn how to be visible and active both in their ongoing actions in support of project management as an organizational practice and in supporting specific projects.
   
   Lisa DiTullio
   Lisa DiTullio & Associates
   Cohasset, Mass.

2:45 – 3 p.m.

Break - Navarro Foyer, Ballroom Level

3 – 4:15 p.m.

Concurrent Sessions

1. Leveraging Effective Competitive Market Analysis to Enhance Profitability - Navarro A Room, Ballroom Level
   Today’s leading personal lines insurers have implemented sophisticated rating plans with literally hundreds of thousands of individual price points. In this complex and rapidly changing environment, all companies have an increasing need to monitor their competitive position in order to avoid adverse selection and deterioration in company profitability, and to capitalize on price advantages. Further, insurers that have an effective way of measuring competitive position can incorporate this information into price setting processes, along with cost-based pricing analysis, to improve profitability across the spectrum of risks. The question, then, is how best to measure one’s competitive position by segment, particularly since traditional approaches have proven to be inadequate in the face of today’s more complex rating plans. In this session, we will address the importance of incorporating competitive analysis into a company’s personal lines pricing strategy and discuss alternative approaches to measuring competitive position. We will also highlight key practical challenges in implementing a more sophisticated approach to competitive analysis (e.g., credit score/tier alignment, missing rating variables, comparative rater accuracy, etc.) and tools that can be used to address these challenges.
   
   Chris Hurst
   Consultant
   Towers Perrin
   St. Louis, Mo.
2. Unoccupied Housing—Minimizing Claims Risk - Encino Room, Lobby Level
   In 2008, home valuations continue to drop and home sales are reduced. More properties are entering foreclosure, placing many properties at a higher risk of claims related to vandalism and non-maintenance loss. This session will examine some of the issues facing insurers as these the number of these incidents continue to rise. We will also examine ways for insurers to be alerted regarding unoccupied homes.
   
   Jeffrey Skelton
   Vice President, Insurance Data Services
   LexisNexis, RIAG
   Alpharetta, Ga.
3. Project Management Case Study - Sabino Room, Lobby Level
   As a follow up session, we will look at a case study of successful project management implementation. Project management does not need to be complex or complicated to offer value to an organization’s success. Hear how project management guided Boston-based Harvard Pilgrim Health Care from State-supervised receivership to being named #1 Health Plan in America on U.S. World & News Report three years in a row. The study is compelling and a true account of project management implementation in a real setting with real results.
   
   Lisa DiTullio
   Lisa DiTullio & Associates
   Cohasset, Mass.

6 p.m.

Optional Networking Opportunity

7 – 8 a.m.

Continental Breakfast - Navarro B Room, Ballroom Level

8 – 9:15 a.m.

General Session: Empowered Consumer - Navarro A Room, Ballroom Level
The session will explore the evolution of the consumer and how, as insurance companies, we need to change our approach in order to successfully adapt and compete. We will take an historical look at shopping and servicing expectations of the various generations of our population and take a closer look at the trends and expectation of each of these generations. We will examine distinct generational differences, new communication methods an why the industry need to watch them, discuss a major shift in consumer expectations in terms of servicing empowerment, both in terms of what consumers would like to do themselves and the “24/7” norm. We will also discuss the emergence of direct writers and how they are redefining buying propositions. We will also take a closer look at how consumers within each of the generations in our population define satisfaction with home and auto insurance.

Matthew R. McHatten
Senior Vice President, External Operations
MMG Insurance
Presque Isle, Maine

9:15 – 9:30 a.m.

Break - Navarro Foyer, Ballroom Level

9:30 – 11 a.m.

Roundtable Discussions/Case Studies - Navarro A Room, Ballroom Level

11 a.m.

Grand Prize Drawing - Navarro A Room, Ballroom Level
Sponsored by Germania Farm Mutual Insurance Association
Must be present to win

Seminar Concludes

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