Non Traditional New Appointments Utica National Insurance Group 2015

Types of Non-Traditional New Appointments Start Up Agent Agent that goes through agents network – access not direct Agent limited or no direct market – places business wholesalers Target Market Agency Agents under $1 million Other

Overall Objectives… How do you establish what the opportunities are? Are there enough opportunities to support / supply the business plan? Give specifics parameters on how its going to be managed. Explain in the narrative a detailed description of the agency and where you see the fit. Articulate what is going to be done to make this relationship work. Describe the linkage on how to drive this new appointment to success.

Start Up Agency Give background on personnel in the agency. Is it consistent with the appointment objective? (ie. comm. lines, target market) How to evaluate profit without any premium Where is the agency going to get the new business? Look at sample business applications. Has underwriting reviewed? Business plan What are you going to do to make the fit happen? Identify & walk through specific business segments Closely review after 3 months - submissions activity Good start list?

Agent that goes through agents networks – access not direct Give details on where and how they place their business. Are there agent network reports available? Are there profit sharing reports available? Are you giving the agency something they can’t get through their network? Can we screen and look at pieces of business?

Agent that goes through agents networks – access not direct (cont’d) How to evaluate profit without any premium reports Get any info off agency computer-specific management reports Look at the agent’s book of business profile Look at sample business applications. Has underwriting reviewed? Business Plan What are you going to do to make the fit happen? Identify & walk through specific business segments. Closely review after 3 months-submissions activity, etc. Good start list?

Agent limited or no direct market – places business wholesalers Why don’t they have direct appointments? Is there a long-term mutual win after the agents skims off existing business? (identify future growth potential) Give details on where and how they place their business. Can we screen and look at pieces of business?

Agent limited or no direct market – places business wholesalers (cont’d) How to evaluate profit without any premium reports Get any info off agency computer-specific management reports Look at the agent’s book of business profile Look at sample business applications – has underwriting reviewed? Business Plan What are you going to do to make the fit happen? Identify & walk through specific business segments. Closely review after 3 months-submissions activity, etc. Good start list?

Target Market Agency Exception only-discuss with HO Marketing How long have they been doing this specific business segment? Review a sampling of the specific target market and have underwriting review.

Agents total TAV under $1 million Agents <$1 million TAV has performed less profitably in personal lines. Profit correlation less strong in commercial lines. We can consider these. Line up how the agency fits with Utica for success. Get experience from at least three peer companies.

Other If you are not quite sure about a prospect agent, talk to Bill

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