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Session Descriptions Breakfast: 7:30 am – 8:30 am
Pre-Conference Workshops | 8:30 am – 3:30 pm | Choose One: Option 1: Customer Value Management (CVM) Organizations that successfully measure and deliver customer value are rewarded with higher customer loyalty, the lifeblood of profitable operations. CVM extends beyond ‘customer satisfaction’ and examines the factors and experiences that impact the customer’s perceived value of your company. This workshop will take a comprehensive view of CVM and examine its potential value to an insurance organization. Market pressures and factors driving its need will be outlined. Key principles of the measurement model, its application and potential pitfalls for successful implementation will be discussed in addition to the findings of an industry study on insurance shopping behavior. Organizations that have successfully implemented will be profiled, including an example of how an organization has utilized CVM principles in their predictive modeling of customer behavior. Don’t miss this opportunity to hear from these industry experts and learn how to successfully integrate a CVM approach into your organization.
Option 2: Competitive Research Competitive research has come a long way in a short time. Practitioners in Product Development, Marketing, Pricing, Claims, and Comparative Rating have used emerging business research tools and techniques to sharpen their analytical skills to produce increasingly effective intelligence. A team of skilled business research and CI practitioners from worksite life/health and personal & commercial property & liability lines will share with you their "tips, tricks and traps" developed from years of “hands on” experience. For example, do you need to expand your current scope? We’ll discuss discovering and cultivating additional sources (internal & external…some hidden in plain sight!) and how to organize them to tell a story. Walk away with a best practices source list for primary & secondary research, modeling, trade materials, online, blog, etc. And what about growing pains and feeling overwhelmed? Hear how to prioritize and distill information (even learn how to rate sources and rumors by credibility) to ensure the right mix of information filters to the top. If you are engaged in supporting, leading, or analyzing the why’s and how’s of competitive and business research, as well as decision support, join us as we take the next level dive deeper into this important topic.
Breakfast: 7:00 am – 8:00 am
Annual Conference | 8:00 am – 4:45 pm Keynote: Fred Cripe, Allstate A key member of Allstate's Senior Management Team, Mr. Cripe is responsible for pricing, product management, underwriting and research and development for more than $25 billion in premium in the captive, independent, and direct distribution channels. In addition to Mr. Cripe’s broad perspective, his reputation for wit and candor will kick-off this conference in the right direction.
Trends in the Industries: Emerging & Evolving Exposures The property/casualty and life/health insurance industries have made enormous strides in improving their underwriting performances. This presentation will provide a comprehensive overview of the industries' current and potential financial health, and explore the critical issues for long-term profitability. Online Insurance in the Web 2.0 World So far, the web has been a form of disruptive technology to the insurance industry. Insurance consumer shopping and buying behaviors have evolved slowly - yet to wreak havoc but certainly causing the industry to take notice. However, the implications of Web 2.0 on marketing and distribution will be dramatic. Join us to explore the impact of the Internet on the industry to date, lessons learned, the profile and behavior of today's insurance shopper, and why we believe the disruption is about to accelerate.
Agent Retention: Differentiation that Matters Captive or independent, what is it that differentiates carriers in the minds of agents? Is it all about price or coop advertising or research or service, etc? We’ve amassed an impressive panel to hear which company traits make a difference. And, we’re including broker and agent perspectives to get ‘real-world’ perspectives and immediate ‘sanity-check’ comments on what the carriers think. Hear this provocative panel discussion and pull out the best ways to distinguish yourself among agents and brokers.
Maximizing Your Brand at all Levels for the Greatest Effectiveness Brand must be aligned with all that you do. Starting with your message and finishing at the point of sale, what shifts as you move from national to regional to local activities? Learn the roadmap of how to make each level perform at its best. Hear what each stage has to do to be true to the brand and where each needs to break free to be true to its function in the sale.
Superior Research Steps for Product Development We promise to uncover superior research steps for: idea generation & evaluation; market & customer segmentation; identifying new markets; product adaptation; identifying trends & customer needs; competitive research and analysis. You’ll enjoy this candid discussion on process steps, techniques, activity, and resources plus you’ll hear best practices, what sounds interesting and what doesn’t work!
Measures That Drive Performance: A Balanced Approach Learn how to design and develop a superior “balanced” scorecard that measures your company’s success at creating value for customers, where performance metrics converge with the many viewpoints and is tailored to your own company’s actions. This approach has been heralded by Harvard Business Review as one of the 75 most influential business ideas of the 21st century. Regardless of your functional background gain knowledge of how the impact criteria can improve how you drive performance.
Know Thy Business: Exploring the Role of Enterprise Risk Management Are you in tune with your risk tolerance level to measure, identify and treat risk? And, do you recognize risk as an opportunity? Learn about the modern management discipline of ERM and how to deal holistically with risk, whether it’s a natural disaster, terrorist attack, poor investment strategy, or computer hacker. This session will provide a conceptual framework of the forces driving interest in ERM, the value of the ERM process and ways to implement and enhance an ERM program at your organization.
Expediting Claims while Fighting Fraud With claims, the company’s assets are on the line -- both its financial well-being and its reputation. The industry is employing increasingly sophisticated tools to more precisely manage and reduce the dollars lost annually to insurance fraud and claims leakage. These well known leaders will share their forward-thinking ideas on how to systematically drive fraud efficiently and effectively from your costs. Topics will include: predictive analytics and enhanced triage as ways to contain losses, to manage new premium growth, and to build competitive advantage through claims. As you learn the specifics of the new attitude towards the claim handling process and some of the available analytic tools, get your arms around the tremendous opportunity of keeping rates competitive while affecting the bottom line.
Breakfast: 7:00 am – 8:00 am Annual Conference | 8:00 am – 12:00 pm Keynote: A National Perspective Insurance regulation has become a hot topic on a national level, and Federal legislators have begun to address the industry as a nationwide concern. Congressman Barney Frank chairs the House Financial Services Committee, which is responsible for Federal oversight of the insurance industry. Come hear James Segel, Legal Counsel to Congressman Frank, share an insider's view of the current initiatives being addressed by the committee. Federal chartering of insurers, the challenge to the McCarran-Ferguson Act, and the investigation of insurers' response to Hurricane Katrina are just a few of the topics submitted for comment. This is an opportunity to hear the most up-to-date perspectives from someone intimately involved in insurance legislation on the Federal level.
Boost Your “A” Game With an “A+” Rating An SIR perennial favorite, this year’s line-up will continue to impress. Hear from the sharpest financial analysts from the top rating agencies such as AM Best, Fitch Ratings, Moody's and Standard & Poor's. Hear from the folks in charge of rating you. Learn their freshest perspectives on what will distinguish insurers so that you can better focus to propel your company to the top of their rating categories and then to the top of the heap. Hear their comments on how to survive, thrive and prosper plus who won't and why.
The Provocateurs: Trends & Predictions Predictions. The future. Your chances of achieving breakthrough innovation and competitive advantage will be enhanced if you can accurately predict the industry's future trends and challenges… or at least narrow the possibilities and understand their impacts. We’re assembling a panel of industry observers with diverse perspectives to "think out loud" about how current Life/Health and P&C topics will unfold, and what new topics will arise during the next 6 months to several years. We will stand on their shoulders to peek over the horizon, but our objective is not just to share their insights and predictions... equally important will be to provoke new thinking among everyone who attends.
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