P&C Brokers Deploying Technology to Advantage
Wednesday, August 10, 2005
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With the continuing challenge to inprove efficiency and customer service, ever more of the underwriting process is being automated or at least computer assisted. More risks are being quoted and bound without manual intervention, and when exceptions require professional underwriter review, the tools being used are becoming richer. Join us to review progress and directions in this fundamental underwriting component of the insurance business.
Seminar Topics
8:00 – 8:30: Registration and Coffee
| 8:30 | Welcome and introduction: Doug Grant, Principal, Insurance-Canada.ca |
| “A Broker’s Perspective: Are We Being Out-Geeked?” – Jim McGregor, CEO, The Precept Group |
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| Planning, Measuring, and Controlling for Success – Steven Frye, Partner, Cookson Walker LLP |
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Successful technology deployment requires planning within the organization and with business partners. This presentation will draw on Cookson Walker’s extensive experience with brokers and insurers to artculate best practices in technology investment planning and deployment. Specifics will include:
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| For your customers, their insurance experience should be Simple, Efficient and Service Oriented. Is it? – Laura Hill, Assistant Vice President, Finance, Encon Group Inc. – Rick Alcock, Leader, Strategic Business Solutions, Royal Sun Alliance – Catherine Trimble, Business Development Consultant, Applied Systems Canada Inc. |
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The value of effective exchange of transactional data between brokers and companies has been long realized. To move beyond single company initiatives of almost thirty years ago, the P&C industry has moved through standards initiatives organized by CSIO (and ACORD), and standardised interface projects organized by CSIO (and IVANS). The basic exchange, especially download, of policy data is well implemented and growing. Many industry participants including brokers, companies, CSIO and vendors have been focused on the quoting and related functions of the CSIO portal. At the same time many companies have implemented interactive real-time functions for their brokers in the company portals. All of these projects have been bringing value to the business. None of these projects following download have offered much if any process integration and improvements in brokers’ offices. From a hugely successful implementation of Applied’ Systems’ WARP in the USA by IVANS under the name Transformation Station, Applied Systems Canada is working with several companies and brokers in Canada to implement WARP here. With value coming from a combination of the real time processing of transactions at the company end and the integration of transactions and data into the broker work flow without leaving the broker management system screens, this next generation functionality has a big impact, on efficiency, usability and customer service. This session will present the state of current uses of WARP in Canada by companies and brokers, with some discussion of potential next steps. | |
| Internet Marketing and the On-Line Consumer – Lee Romanov, President, The InsuranceHotline.com – Stephanie Lewis, Vice President Sales and Marketing, InsuranceHotline.com |
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This seminar will focus on capturing and closing the internet client, the profile of an internet client and selling through email. It will also cover the ingredients of an effective website, how to build website traffic through advertising and internet press releases and creating revenue through affiliate partners. | |
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| Using Tactics of Direct Writers in a Broker Channel: Group Portals at Work – Lucie Frechette, Marketing Manager, Aviva Traders & Elite – Terry Neilson, President and CEO, Insurance Systems Inc. |
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| Commercial management Systems Come of Age – Kevin Campbell, President, Policy Works |
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Commercial management systems (CMS) for brokers have been around for over a decade and yet are only now becoming a “must-have” solution for brokers. Why is this? In the last decade the credo “personal lines makes the world go around” prevailed and brokers and insurers wisely focused on streamlining the personal distribution channel. While this was going on, CMS vendors were quietly developing sophisticated systems to manage a broker’s commercial book. These systems provide brokers with a central repository for all of their commercial accounts along with a natural workflow that is integrated their BMS. A key feature of a CMS is the ability to enter commercial information once and then use it for any purpose in the marketing and policy lifecycles—without ever re-keying data. Another key feature is high-quality, standardized documents for underwriters and prospects. Early CMS adopters report faster turnaround times and higher acceptance rates with their underwriters, better client close ratios, enhanced E&O protection, and better utilization of staff. While CMS technology is now mature, it is more likely the prevailing market conditions that should be credited for CMS’s coming of age. The impending soft market, broker consolidation, pressure from direct writers, and the proliferation of insurer’s commercial quoting websites are just a few that come to mind. In his presentation, Mr. Campbell will reflect on the origins of commercial management systems, review the current “state-of-the-union”, and share his vision of the future. | |
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| Nexisys and SEMCI – Why this innovative solution is different – Karl Greenlaw, President, Brovada Technologies Inc. |
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During this seminar Karl will discuss the functionalities of Nexisys that set it apart from other SEMCI solutions. He will discuss how with each political barrier that prevents the adoption of a true SEMCI solution Nexisys has a way to eliminate them. Karl will explain how the effort to connect all the disparate systems is done with minimal or no involvement by both the Carrier and the BMS vendor. He will explain why screen scraping has a renewed focus in the Web Services arena. Karl will also discus in detail the transactions and services provided by Nexisys and the future services that will be added. He will explain how productivity has been achieved and what productivity level should be expected by the broker specifically. | |
| Emerging Technologies for Broker Applications – Patrick Vice, I/T Manager, Frank Cowan Company Ltd. |
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The latest trends in technology are making increasingly sophisticated applications available to mid- to large- size brokers.
This session will describe these and other technologies and the specific applications now in use in brokerages in Canada | |
| Conclusions & Close – Patrick Vice, I/T Manager, Frank Cowan Company Ltd. |
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Seminar Sponsors:
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Speaker Information
Rick Alcock, Leader, Strategic Business Solutions, Royal and Sun Alliance
Mr. Alcock joined the Information Systems Division of Royal and SunAlliance in March of 2002 as the Director of Strategic Business Solutions. In addition to examining longer term strategic initiatives in the information systems field, Rick has had responsibilities for R&SA’s web properties including the public Internet, employee Intranet and Broker Extranet sites. Mr. Alcock has recently been assigned the responsibility of managing the Information Systems portfolio for the Personal Insurance Division of R&SA. Rick has also participated as R&SA’s representative on the CSIO Portal Management Committee since joining the insurance industry.
Mr. Alcock holds an MBA from Queen’s University and resides in Oakville with his wife and 4 year old daughter.
Kevin Campbell, President, Policy Works
When Kevin Campbell co-founded Policy Works® Inc. with his father in 1991, the two had a mission to link brokers and insurers electronically and a vision to provide brokers with a single tool to manage all of their commercial lines business. As President, Kevin provides leadership to his exceptional team to help make this vision a reality through Policy Works, Canada’s premier Commercial Management System (CMS). A long-time vocal supporter of commercial lines standards, Kevin actively promotes the adoption of industry-wide standards in Canada.
Policy Works Inc., a pioneer and leader in developing Commercial Management Systems, builds solutions to meet the needs of commercial brokers and underwriters alike. Policy Works technology streamlines the commercial lines process to allow for the efficient and effective management of the entire policy lifecycle. Policy Works is fast becoming the industry standard for commercial lines management and is integrated with Broker Management Systems (BMS’s) throughout Canada.
H. Steven Frye, Partner, Cookson Walker LLP
Steve Frye obtained his CA in 1982 and MBA in 1984. He is currently a partner with Cookson Walker LLP in Toronto. Steve has a wide range of experience in the insurance industry in Canada. In an advisory capacity, he has an established background in providing consulting advice to insurance brokers over the past 25 years. In addition, he provides advice and assistance to major Canadian insurers, and the regulatory authority governing insurance companies and brokers in the Province of Ontario. Since 2001, he has been the Chief Agent for a foreign-based insurer licensed in Canada to write specialty commercial lines. He is part of Cookson Walker Consulting Group who provide a broad range of speciality services to the insurance industry including operations and management consulting, technology planning, financial, mergers and acquisitions, valuations, tax, sales and regulatory matters.
Karl Greenlaw, President, Brovada Technologies
Karl Greenlaw is the founder and President of brovada technologies inc. After many years of experience in the IT field, Karl formed Brovada to provide process improvement solutions to the insurance and financial services industries. Nexisys, Brovada’s cornerstone product, has accomplished the goal of providing productivity solutions that overcome industry obstacles. Karl is supported by an extremely strong team of highly qualified resources and a respected industry partner in Keal Technology. Fortune 500 and TSE 100 companies have chosen Brovada because of its ability to deliver cutting edge solutions and superior professional services.
Brovada Technologies is revolutionizing the insurance industry by providing productivity tools and innovative solutions that greatly reduce costs to brokers and carriers alike. Brovada’s key product Nexisys is a SEMCI solution that connects disparate systems and works with all vendor and carrier systems. Under a sales partnership with Keal Technology, an industry leading BMS and CMS provider, Nexisys is poised to redefine the management of personal and commercial lines business in Canada.
Laura Hill, President, Toronto Applied Systems Client Network
Laura Hill has worked in the Insurance Industry for 20 years. She specializes in the design, implementation and training of programs and workflows that improve the efficiency of a Brokerage. She is currently serving her second year as President of the Toronto Applied Systems Client Network, which represents a group of over 80 Brokers in the G.T.A. who use the TAM product as their Broker Management System.
Stephanie Slewis, Vice President Sales and Marketing, InsuranceHotline.com
Stephanie brings 18 years of experience as a licensed insurance broker, as a new business producer for auto and home insurance. She was also life licensed for over 16 years. Stephanie has been a successful producer using InsuranceHotline referrals since 1998.
Terry Neilson, President and CEO, Insurance Systems Inc.
After having reached the pinnacle of world-class competitive sailing, competing on the Canadian Olympic team and bringing home a Bronze medal in the 1984 Los Angeles Olympics, Terry applied his leadership skills to the business world managing an insurance brokerage in Toronto, Ontario, Canada. After beginning his insurance career in sales, Terry moved through the ranks to General Manager and finally bought the brokerage in 1993. Through a combination of acquisitions and organic growth, Terry was able to grow the sales of the firm from $4 million in 1993 to $14 million in 1997 when he sold the firm to a public Corporation.
Terry then leveraged his entrepreneurial talent, knowledge of the insurance industry and understanding of IT by founding Insurance Systems Inc (ISI) immediately after leaving the brokerage. ISI was established to develop and implement web enabled solutions for the insurance industry. Since inception, ISI has quickly become one of Canada’s technology success stories and was recently ranked 17th amongst Profit Magazine’s list of the country’s fastest-growing companies.
Lee Romanov, President, The InsuranceHotline.com
Lee has become a central figure in the business community and insurance industry. InsuranceHotline.com provides a rate comparison service for automobile, home, life and commercial insurance via the internet, delivering a means for consumers to source for the best insurance rates available, now processing over 3,000 quotes a day, nationally.
Additionally, Lee has appeared on numerous broadcast media such as CBC, Global TV, CTV, CFRB, CITY TV, and several cable networks as Rogers. Lee expanded on the success of InsuranceHotline.com and began a live Talk TV call-in show on City Pulse 24, now in its fourth year.
She is often featured and quoted in the print media by the the Globe and Mail, the Toronto Star, the National Post, the Toronto Sun, the Ottawa Citizen, and many ethnic and community newspapers. Presently she writes a Saturday column in the Toronto Star, for the wheels section.
Lee has also received over 20 award winning press release acknowledgements from Canada News Wire. Newswire.ca receives more than 180,000 page views a day and awards are presented to the Top Ten highest read releases, in one day.
Catherine Trimble, Business Development Consultant, Applied Systems Canada
Catherine joined the staff of Applied Systems in 2002. Through the provision of personalized services, Catherine assists Applied Systems clients in the optimization of the productivity of their offices. These services include, but are not limited to, custom programming for add-ons to Applied Systems’ products, third party application integration, strategic planning, organizational and procedural analysis, website analysis and development, and network and software utilization consultations.
Prior to commencing her duties at Applied Systems Canada Catherine was the Internet/Intranet Communications Manager at the IBC. Her experience include positions with the broker management vendors and in the distribution channel as a licensed insurance broker and as an underwriter with a direct writer. Catherine is an enthusiastic supporter of the use of technogly in the insurance industry. Catherine has served on a number of industry committees and has had a number of articles published. Catherine and her husband live in West Hill now as empty nesters.
Hosts and Moderators
Patrick Vice,
I/T Manager, Frank Cowan Company Ltd.
Patrick has over 20 years experience enabling technology and electronic commerce in the
risk management and insurance communities.
Doug Grant MBA CIP, Consultant, Insurance-Canada.ca
As a keen analyst of computer and networking evolution for more than thirty years, and the
opportunity and impact on the insurance industry, frequent industry speaker, columnist, and consultant. Doug is
cognizant of the changes that are occurring in the Internet insurance world. As a principal in the Insurance-Canada.ca Web site, he brings a unique perspective to the session.
Patrick and Doug will be hosts of the seminar and will welcome and set the stage, build the links
between topics, and then provide conclusions and points to ponder at the end of the session.
(Examples will be used throughout)
See a list of our Previous Seminars.
