TIME

TOPIC

PRESENTER

             FIRM

SUBJECT

7:20

Registration & Continental Breakfast

8:00

Opening Remarks

Rob Ekern

C.R. Ekern & Co.

Phoenix, AZ

Summit Welcome and Consultative Brokerage Overview.

8:15

Consultative Brokerage Techniques – Consultative Brokerage Development

Mark Abbott, CPCU

Rob Ekern

C.R. Ekern & Co.

Phoenix, AZ

Learn  “Consultative Brokerages” key professional development techniques & skills to attract/retain middle market P&C accounts and exceed their expectations.

9:10

Consultative Brokerage Techniques – Utilizing TCOR Risk Management Principles

Rob Ekern

C.R. Ekern & Co.

Phoenix, AZ

This session explores Total Cost of Risk Principles and how you can deliver and demonstrate TCOR’s value, and yours, to larger accounts.

10:00

BREAK

10:15

Bermuda Market & Captive Risk Placement Options

Liz Steinman 

Roy Fellows, ACII

HSBC Bermuda                                    

Hamilton, Bermuda

The Bermuda Marketplace has evolved its capacities and solutions. Hear how to access these markets and also use Captive Strategies with larger accounts.

11:10

P&C Risk Management and Placement Options in the Hard Market

Carol Darden

CRC Inc.

Birmingham, AL

Learn from a top North America Excess/Surplus leader how to utilize the resources of the wholesale market in this tightening insurance environment.

12:00

LUNCH

12:45

Enterprise Risk Management Approach to Larger Accounts

Scott Sanderson,CPCU

Marsh

Minneapolis, MN

This session will explore the unique concepts of Enterprise Risk Mgmt. and analysis tools, measurement techniques you can use with your key accounts.

1:40

Risk Management Issues – Accessing & Utilizing Unbundled Loss Control Client Services

Ben Polanski

Schirmer Engineering

Princeton, NJ

A valuable presentation on the Loss Control Services available to all independent agents and brokers outside the insurance policy.  Such services demonstrate value to large accounts. 

2:35

Risk Management Issues – Data Issues & Program Design

Al Rhodes, ACAS, MAAA

Sigma Actuarial

Nashville, TN

Hear from an expert on the importance of proper data in Risk Mgmt. Program Design.  Find out what data you need to obtain, where to get it and how to use it.   

2:50

Risk Management Issues – Return To Work Programs “Compassionate Productivity”

Rick Fineman, CSP, CHCM

Wausau Ins. Co.

Wausau, WI

This session looks at important internal and external factors affecting Return To Work Programs. It will also introduce successful strategies you can employ to attract/retain middle market accounts.

3:20

Environmental Risk & Insurance Issues

Dave Dybdahl, CPCU, ARM

American Risk Mgmt. Resources Network

Middleton, WI

Learn from a leading authority on Environmental Issues. Hear about the key legal, contractual and policy issues, plus risk financing options for your key accts.

4:10

Summit Wrap-Up & Conference Conclusion

Rob Ekern