Post on 25-May-2018
APPEX AGENDA
T U E S D A Y 1 0 / 1 8 / 2 0 1 6
G R O U P A G R O U P B 10:30a APPEX 101 - For First Time Attendees
12:00p Lunch 1:00p Group A Strategic Issues Groups 6:30p Group A Offsite SIG Dinners
W E D N E S D A Y 1 0 / 1 9 / 2 0 1 6 7:15a Breakfast
8:00a Group A Strategic Issues Groups
11:45a APPEX Welcome Presentation - Volunteer Ballroom 12:30p Lunch - Volunteer Ballroom 1:00p State of the Industry - Volunteer Ballroom
Group B Strategic Issues Groups
SIG I = McKissack 2 SIG J = Ryman 1 SIG K = Ryman 2
SIG L = McKissack 1 SIG M = McKissack 3
2:15p
3:00p
3:45p
4:30p
6:00p APPEX Reception - Offsite at The George Rooftop Bar
T H U R S D A Y 1 0 / 2 0 / 2 0 1 6 7:30a Breakfast - Volunteer Ballroom 8:00a Keynote Presentation: The Practical and Sustainable Way to Build a High-Performance Culture - Volunteer Ballroom
Group A Strategic Issues Groups
SIG A = McKissack 1 SIG B = McKissack 2 SIG C = McKissack 3
SIG E = Ryman 1 SIG F = Ryman 2
SIG H = Donelson Partner Nominee SIG = Ryman 3
9:15a
10:00a
12:00p Lunch - Volunteer Ballroom 12:15p Advisory Council Lunch (Advisory Council Members Only) - Robertson 1:15p Group A Adjourned Group B Strategic Issues Groups 6:30p Group B Offsite Dinners
F R I D A Y 1 0 / 2 1 / 2 0 1 6 7:30a
Breakfast 8:00a Group B Strategic Issues Groups
11:30a Group B Adjourned
10:45a
11:30a
10:00a APPEX 101 - For First Time Attendees
OPTION 2: Educational Breakouts
Win on a BOR, or Walk!
Gain Your Unfair Market Advantage
Best Practices for Finding & Attracting New Producers
80-20: Aligning Your Service Strategy with Revenue
OPTION 1: Offsite Experience
Tour the Nissan Assembly Plant in Smyrna, TN to see how Nissan has used advanced technology
to significantly improve the production process.
OPTION 2: Educational Breakouts
Win on a BOR, or Walk!
Gain Your Unfair Market Advantage
Best Practices for Finding & Attracting New Producers
80-20: Aligning Your Service Strategy with Revenue
OPTION 1: Offsite Experience
Tour the Nissan Assembly Plant in Smyrna, TN to see how Nissan
has used advanced technology to significantly improve the
production process.
KEYNOTE SPEAKER
David Friedman is the Founder & CEO of High Performing Culture, LLC (HPC). His company helps organizations to create, drive, and maintain high performing cultures, with a proven system that’s straightforward, practical, and easy to use. The principles that HPC teaches are based on the process he developed while serving as the President of RSI, an employee benefits consulting firm headquartered in Mt. Laurel, NJ.
Under his guidance, RSI grew to become one of the largest and most successful independently-owned agencies in the country.
In addition to winning awards for leadership and for customer service, RSI was named one of the Best Places to Work in the region seven times, and was four times named one of the Fastest Growing companies. In 2006, RSI was the only company of any size in any industry to win New Jersey’s highest award for quality – the Governor’s Award for Performance Excellence – Gold Level.
A graduate of the College of William & Mary with a B.A. in philosophy, David began his insurance career in 1983, starting RSI with his father in the basement of their New Jersey home. He went on to earn five advanced professional designations in insurance, employee benefits and financial planning, before shifting his primary focus to leadership and organizational development. With his leadership, RSI was a pioneer in Open Book Management, Lean process implementation, The Collaborative Way and the Malcolm Baldrige Quality Program. Yet through it all, it was RSI’s unique corporate culture that was the foundation for its success.
A cornerstone of that culture was a collection of 30 behaviors that David wrote and taught, known as the RSI Fundamentals. These Fundamentals were formalized through a series of weekly practices and became one of the hallmarks of his career. In response to requests from clients and vendors, David began to lead seminars and work with leadership teams in the areas of culture and performance. He quickly became a sought-after speaker and advisor to corporate leadership teams.
In 2008, RSI was sold to a large, publicly-held insurance broker and in 2010 David left the firm to more actively pursue his passion for speaking and writing. In 2011, he published his first book, Fundamentally Different, which is based on the insights he learned and taught throughout his leadership career. Since that time, David has led more than 150 workshops, taught more than 1800 CEOs, and worked personally with scores of organizations around the country.
David’s insights, formed from his personal leadership experience, tested and forged in his work with companies across the entire spectrum of industries, have now been formalized under the umbrella of High Performing Culture, LLC.
David Friedman, Founder & CEO - High Performing Culture
SPEAKERS
John M. Wepler joined Marsh, Berry & Company, Inc. in 1991 and is Chairman, Chief Executive Officer, and the largest shareholder. He is also Chief Executive Officer of MarshBerry Capital, Inc., a wholly-owned FINRA registered Broker/Dealer. John is a vital resource in the areas of organic growth management, valuation enhancement solutions, mergers and acquisitions (M&A), business planning, ownership perpetuation, and financial management. He has extensive knowledge in the area of merger & acquisition advisory, having personally advised on over 157 M&A transactions since joining the firm.
John is a frequent keynote speaker at national conferences, agent association meetings, insurance carrier elite meetings, and executive leadership forums, including Chubb Wharton Executive Leadership Training, Selective Executive Symposiums, Bank Director Magazine investment banking conferences, SNL Financial investment banking training workshops and CIAB (Council of
Insurance Agents & Brokers) conferences. He has written articles for leading insurance publications, including SNL Securities, Best’s Review, American Agent & Broker, National Underwriter, and M&A Scoreboard Magazine.
He is an advisor to the Board for the WBN (Worldwide Broker Network), an advisor to the Board of the DVIC (Disabled Veterans Insurance Careers), serves on the Board of Governors of the Insurance Industry Charitable Foundation (IICF), and is the Chairman of the Board of the Midwest Division of the IICF. John is also a prior board member of the Independent Insurance Agents & Brokers of New York (IIABNY). In addition, John held a board seat with the ABIA American Bankers Insurance Association (ABIA) for 10 years.
John currently maintains the Series 62, 79, 99, 24 and 63 FINRA Registrations through MarshBerry Capital, Inc., the affiliated FINRA-registered Broker/Dealer of Marsh, Berry & Co., Inc. He holds a bachelor’s degree in finance from Ohio University and a master’s degree in business administration from Kent State University.
John M. Wepler, Chairman & CEO - MarshBerry
Tommy McDonald joined MarshBerry in 2008 as a Financial Analyst primarily responsible for the statistical compilation and interpretation of financial information for clients. He also played a major role in preparing valuation reports, perpetuation plans, compensation plans, sales management engagements and other general consulting projects.
Tommy has also served as the Product Manager for the firm’s proprietary sales management technology, The MarshBerry Sales Portal.
In 2012, he was promoted to Vice President and assumed responsibility for the company’s peer-to-peer exchange networks. His primary responsibilities are to oversee the delivery of partner benefits and to provide guidance and direction to help network partners reach their goals.
Tommy has presented for educational seminars, sales management training, insurance industry meetings and executive leadership forums. He is also a frequent contributor to insurance-related articles.
Prior to joining MarshBerry, he held a position with a national home building company. He holds a Bachelor’s Degree in Business Administration from John Carroll University.
Tommy McDonald, Vice President - MarshBerry
SPEAKERS
Christina Moran joined Marsh, Berry & Co., Inc. (“MarshBerry”) in 2015 as the Business Unit Manager of Networks. Her core focus is on operations, specifically on the execution of the Networks' strategic plan and the delivery of growth and profitability goals. She manages and establishes priorities for all the people responsible for the execution of the Networks' sales and service targets, and she measures the effectiveness of the team to ensure accountability. In this role, she draws upon her experiences in talent management, leadership development, program design and delivery, teaching, presenting, marketing, product/service development, and generating intellectual capital.
Prior to joining MarshBerry, Christina worked for a private management consulting firm primarily focused on individual assessment and leadership development. Her research has appeared in a number of publications, including the Journal of Vocational Behavior, Motivation and Emotion, Personnel Psychology, Research in Nursing & Health, and Coaching: An International Journal of Theory, Research and Practice.
She earned a Bachelor of Science in psychology and Spanish from John Carroll University, and she completed her graduate work through the nationally ranked Industrial/Organizational Psychology program at the University of Akron where she earned her Master of Arts and Doctor of Philosophy degrees. She is licensed as a psychologist by the state of Ohio.
Andy White joined MarshBerry as a Member Services Specialist in 2015 and works within MarshBerry's peer-to-peer exchange networks. Andy's main responsibilities are to oversee member services, client onboarding and to provide insight and direction to help network partners overcome their challenges.
Andy began his career as a financial planner with Lincoln Financial Advisors in Cleveland, Ohio. His duties included building comprehensive financial plans for high net worth clients, provide resources and guidance for Lincoln planners, and to analyze and understand client's financial situations to better prepare them for the future.
Andy holds a Bachelors of Science in Business Administration with an emphasis in Global Business Management from Susquehanna University.
Andy White, Member Services Specialist - MarshBerry
Christina Moran, Business Unit Manager, Networks - MarshBerry
SPEAKERS
Curt Vondrasek joined MarshBerry in 2016 as the Vice President of the Producer Recruiting division. Curt is responsible for the strategy and direction of the Producer Recruiting team, which includes partnering with agencies and insurance companies across North America on their producer hiring and training needs, while also overseeing and leading the personnel and processes of the recruiters.
Prior to joining MarshBerry, Curt worked for HUB International as the Chief Business Development Officer in charge of their Business Development team. He was responsible for building, developing and leading a team that focused on outbound lead generation, new revenue growth, recruiting and training. While at HUB, Curt recruited and trained over 100 individuals and won a Bronze Stevie award for Insurance Executive of the Year.
Prior to HUB, Curt led US sales teams at both Allstate and AIG American General where he developed nationwide strategies and business plans, resulting in several years of double-digit growth. This included working with both captive and independent agents. With over 20 years of experience, Curt has started, reorganized and led various sales (inside and outside), marketing, training, recruiting and account management teams.
Outside of work, Curt has served on several boards including ABIA, CIMRO and RRHOA. He is also a past member of the American Heart Association wellness committee and the past president of the Chicago chapter for the American Association of Inside Sales Professionals, which won the “Comeback Chapter of the Year” in 2013.
Curt earned a Bachelor of Science degree from Northern Illinois University in DeKalb, IL where he majored in finance and served as the president of his fraternity. He currently lives in Naperville, IL with his wife and two daughters.
Curt Vondrasek, Vice President - MarshBerry
Nick Kormos is Vice President and Unit Leader of MarshBerry’s Sales Management Division. His team focuses on producer training/coaching and agency sales culture development.
Nick has over 12 years of sales and sales management experience, and has completed several years of formal sales training courses. Prior to joining MarshBerry, he spent more than six years of his career in production and management roles at an independent insurance agency. He has earned his professional insurance designations of Certified Insurance Counselor (CIC) and Certified Professional Insurance Agent (CPIA).
His approach with producers and agency management is focused on building a process, not just an end goal. He has been a keynote speaker at insurance carrier conferences, agency sales meetings, and agency
association events. He has presented on a multitude of topics surrounding agency growth, producer sales tactics, and organizational infrastructure. He also leads and facilitates SalesPro training sessions and organic growth best practices seminars hosted by MarshBerry.
Nick holds a Bachelor’s Degree in Business Administration from Ohio University with a minor in Interpersonal Communications.
Nick Kormos, Vice President - MarshBerry
SPEAKERS
Andy was an independent retailer for over 20 years before launching Carle Publishing. He now leverages his experience and knowledge helping Client-Partners differentiate and succeed in their markets. Andy is the Senior Editor at Carle Publishing.
Andy Buyting, President & CEO - Carle Publishing
Dan has over 14+ years of experience in sales and marketing across IT and ITES industries. An engineer with a Post Graduation in Operations from Symbiosis University, Dan is the first point of contact for our new clients. Dan works closely with the management team to define the organization's business strategy and marketing efforts. Prior to Exdion, he was with MindTree Limited, handling various sales portfolios for their R&D business. With Exdion since 2009, he has successfully built Exdion's market presence through our unique value based and consultative selling.
Dan Narayan, Head - Sales and Marketing - EXDION
Sandeep brings over 16+ years of experience earned from companies like Ocwen Financial Services & Mphasis. He has a Master's degree in Finance & Accounting and Diploma in Computer Science. He started his career in 2000 as a Test Engineer at Mphasis India and moved on to other roles in the financial sector. He has been with Exdion for the last 10 years handling various projects in the US Insurance Domain. He now leads the service delivery along with client migrations and has successfully implemented a "Client Focus" discipline. He seeks to make Customer Excitement and Success a way of life at Exdion. He is a Six Sigma Professional with a flair for the Insurance business. His core area of expertise lies in Project Management, Process Re-engineering, People Management and Business Continuity Management.
Sandeep Deva, Head - Service Delivery , EXDION
Mary LawlessEVP, Agency Operations
Acentria Insurancemary.lawless@acentria.com
Destin, FL
Skip SchrayerCEO/Owner
Associated Agencies, Inc.sschrayer@associatedagencies.net
Rolling Meadows, IL
Kimberly FullertonCFO
Beimdiek Insurance Agency, Inc.kimberly.fullerton@beimdiek.com
Carthage, MO
Bradley BornemanPresident
Body-Borneman Insurancebaborneman@bodyborneman.com
Boyertown, PA
Kendall McEachernCEO
Acentria InsuranceKendall.McEachern@acentria.com
Destin, FL
Beth BellChief Financial Officer
Atlantic/Smith, Cropper & Deeleybbell@ascd.net
Willards, MD
Brent WesthovenSales Manager
Beimdiek Insurance Agency, Inc.brent.westhoven@beimdiek.com
Carthage, MO
Nick NoceroCFO
Body-Borneman Insurancentnocero@bodyborneman.com
Boyertown, PA
Kevin MortonPresident
Andres, O'Neil and Lowekevinm@andresoneilandlowe.com
Bryan, OH
Laura BrenPresident
Atlantic/Smith, Cropper & Deeleylbren@ascd.net
Willards, MD
Marty ClarkPresident
BHC Insurancemartyclark@bhca.com
Fort Smith, AR
Justin BurenDirector - Branch Production
Buren Insurance Groupjustin.buren@bureninsurancegroup.com
Columbus, OH
Josh HerzPresident
Associated Agencies, Inc.jherz@associated.ccRolling Meadows, IL
Tom MontileonePresident & CEO
Barker Phillips Jacksontmontileone@bpj.com
Springfield, MO
Shannon SchmidlyExecutive Vice President
BHC Insuranceshannon@bhca.com
Fort Smith, AR
Jeff BurenPresident
Buren Insurance Groupjeff.buren@bureninsurancegroup.com
Columbus, OH
APPEX ROSTER
Joe DeLucchiPresident
CAL Insurance & Associates, Inc.jdelucchi@cal-insure.com
San Francisco, CA
Brook MahoneyCEOCCIG
brook@cherrycreekins.comGreenwood Village, CO
Stuart Collier CEO
Collier Insurance scollier@collier.com
Memphis, TN
Bryan CostelloCEO
Costello & Sons Insurancebcostello@costelloandsons.com
San Rafael, CA
Tom CarlislePresident
Carlisle Insurancetomc@carlisleins.com
Corpus Christi, TX
Thomas RubinoPartner
ClearPath Benefit Advisorstrubino@clearpathbenefits.com
Columbus, OH
James Dabney CollierPresident
Collier Insurancedcollier@collier.com
Memphis, TN
Nicole FinnCOO
Costello & Sons Insurance nfinn@costelloandsons.com
San Rafael, CA
Peter MatlChief Operating Officer
Carlisle Insurancepeterm@carlisleins.com
Corpus Christi, TX
Brian WaterhousePartner
ClearPath Benefit Advisors brian@clearpathbenefits.com
Columbus, OH
William DenboPartner/Producer
Commercial Insurance Associates, LLCwdenbo@com-ins.com
Brentwood, TN
Dana KileyPresident
CoyleKiley Insurance Agency, Inc.dkiley@coylekiley.com
Rockford, IL
Jacob CookController
CCIGjacobc@thinkccig.comGreenwood Village, CO
Grantland RiceCEO
Cobbs Allengrice@cobbsallen.com
Birmingham, AL
Johnny ThompsonCAO
Commercial Insurance Associates, LLCjthompson@com-ins.com
Brentwood, TN
Chuck Der ManouelCOO/Managing Partner
Der Manouel Insurance Groupcdermanouel@dmig.com
Fresno, CA
APPEX ROSTER
Michael Der Manouel Jr.President & CEO
Der Manouel Insurance Groupmderman@dmig.com
Fresno, CA
Brad RuttVice President
Elkins Jones Insurance Agency Inc.brutt@elkinsjones.com
Los Angeles, CA
Kendra FournierCOO
Fournier Insurance SolutionsKendraF@FournierSolutions.com
University Place, WA
Matthew DesaulnierPresident
Gerardi Insurancemdesaulnier@gerins.com
Putnam, CT
Thomas CarrollPresident
Diversified Insurance Industries, Inc.thomas.carroll@dii-ins.com
Baltimore, MD
Justin FoaPresident & CEO
Foa & SonJustin.Foa@foason.com
New York, NY
Mark GannonCEO
Gannon Associatesmarkg@gannonassociates.com
Towanda, PA
Beth FrostCOO
Gerardi Insurancebfrost@gerardiinsurance.com
Putnam, CT
Sal DiPietroExecutive Vice President
Diversified Insurance Industries, Inc.sal.dipietro@dii-ins.com
Baltimore, MD
Rosana CarrVP, Personal Lines
Fournier Grouprosana.carr@fourniergroup.net
PORTLAND, OR
Robb DaerPartner
George Petersen Insurance Agencyrdaer@gpins.comSanta Rosa, CA
Andrew AppelPresident, Property & Casualty
Gregory & Appel InsuranceAAppel@gregoryappel.com
Indianapolis, IN
Nathan MorrisVice President-Sales/Underwriting
Elkins Jones Insurance Agency Inc.nmorris@elkinsjones.com
Los Angeles, CA
Greg KuhnsCFO
Fournier GroupGreg.Kuhns@fourniergroup.net
Portland, OR
Josh JohnsenCorporate VP
George Petersen Insurance AgencyJJohnsen@gpins.com
Santa Rosa, CA
Andy BrownVice President
Gregory & Appel InsuranceABrown@gregoryappel.com
Indianapolis, IN
APPEX ROSTER
Jim AhearnVice President of Sales
Hausmann-Johnsonjim.ahearn@hausmann-johnson.com
Madison, WI
Melva LowryVP, Employee Benefits
Henriott Groupmlowry@henriott.com
Lafayette, IN
Heather SmyrlCEO
Highpoint Insurance Groupheather@hpigrp.com
Houston, TX
Greg HotchkissCFO
Hotchkiss Insurance Agency, LLCghotchkiss@hiallc.com
Carrollton, TX
Barry RichterPresident
Hausmann-Johnsonbarry.richter@hausmann-johnson.com
Madison, WI
Scott BoardmanPresident
Hickok & Boardman Insurance, Inc.sboardman@hbinsurance.com
Burlington, VT
Brandon SmyrlPresident
Highpoint Insurance Groupbrandon@hpigrp.com
Houston, TX
Greg HorridgePresident
Indaco Risk Advisorsgah@indacoriskadvisors.com
Charlottesville, VA
Rick DavisCEO
Henriott Grouprdavis@henriott.com
Lafayette, IN
Mary FarleyVP, Operations & Administration
Hickok & Boardman Insurance, Inc.MFarley@hbinsurance.com
Burlington, VT
Ken HotchkissCOO
Hotchkiss Insurance Agency, LLCkhotchkiss@hiallc.com
Houston, TX
Brian KapiloffPresident
Insgroup, Inc.briank@insgroup.net
Houston, TX
Kelley HenriottVice PresidentHenriott Group
khenriott@henriott.comLafayette, IN
Amy NicholasOperations Manager
Highpoint Insurance Groupamy@hpigrp.com
Houston, TX
Mike HotchkissCEO
Hotchkiss Insurance Agency, LLCmhotchkiss@hiallc.com
Houston, TX
Philip WiseSenior Vice President
Insgroup, Inc.pwise@insgroup.net
Houston, TX
APPEX ROSTER
Melinda GibbsChief Operating Officer
Insurance Factorsmgibbs@insurancefactors.com
Honolulu, HI
Trent DaileyPresident
Insurance Management Group tdailey@insmgt.com
Marion, IN
Chris JohnsonPresident & Partner
JA Benefitschris.johnson@jabenefits.com
Bedford, IN
Johnny MossCFO
K&S Insurance Agencyjmoss@kandsins.com
Rockwall, TX
Michel VinetPresident
Insurance Factorsmvinet@insurancefactors.com
Honolulu, HI
Pete AisbetExecutive Vice PresidentIntegrated Risk Solutions
paisbet@intrisksolutions.comWaukesha, WI
Jeff NealVice President & Partner
JA Benefitsjeff.neal@jabenefits.com
Bedford, IN
John GageSystems Administrator
Knight Insurance Groupgage@knightinsurance.com
Toledo, OH
Rich MillerPartner
Insurance Group, Thermiller@theinsurancegrp.com
Columbia, MO
Tom PreciaPresident & CEO
Integrated Risk Solutionstprecia@intrisksolutions.com
Waukesha, WI
Clint ParkerOperations Manager
JA Benefitsclint.parker@jabenefits.com
Bedford, IN
Diane Keil-HippChief Operating OfficerKnight Insurance Group
hipp@knightinsurance.comToledo, OH
Jason SwindlePartner/Benefits Consultant
Insurance Group, Theswin@theinsurancegrp.com
Columbia, MO
Cory JohnsonVice President/Partner
JA Benefitscory.johnson@jabenefits.com
Bedford, IN
Vinnie HagerPresident
Jacobson, Goldfarb and Scott, Inc.vhager@jgsinsurance.com
Holmdel, NJ
Julie ErtzVice President, Customer Service
Kraus-Anderson Insurancejertz@kainsurance.com
Burnsville, MN
APPEX ROSTER
Patti SchmidtVice President/CFO
Kraus-Anderson Insurancepschmidt@kainsurance.com
Burnsville, MN
Zachary GleasonVP, Commercial Lines
Lighthouse Insurance Group, Inc. zgleason@lighthousegroup.net
Grand Rapids, MI
Bob MahowaldManaging Partner
Mahowald Insurance Agencyrw.mahowald@mahowald.net
St. Cloud, MN
Chuck GriswoldPartner
McSherry & Hudsoncgriswold@mcsherryandhudson.com
Watsonville, CA
Mike KuhlPresident
Kuhl Insurancemkuhl@kuhlinsurance.com
Morton, IL
Geoff WidlakExecutive Vice President
Lighthouse Insurance Group, Inc.gwidlak@lhig.netGrand Rapids, MI
Dave Mahowald Partner
Mahowald Insurance Agencyd.mahowald@mahowald.net
St. Cloud, MN
Tim HallCFO
McSweeney & Ricci Insurance Agency, Inc.thall@mcsweeneyricci.com
Braintree, MA
Doug ChildersPresident & CEO
Lassiter Ware, Inc.dougc@lassiter-ware.com
Leesburg, FL
Kevin BriggsPresident
Louisiana Companieskbriggs@lacompanies.com
Lafayette, LA
Dave BachanPartner
McSherry & Hudsondbachan@mcsherryandhudson.com
Watsonville, CA
Tim KaneCOO
McSweeney & Ricci Insurance Agency, Inc.tkane@mcsweeneyricci.com
BRAINTREE, MA
Mandy FunkhouserVP, Accounting
Lassiter Ware, Inc.MandyF@lassiter-ware.com
Leesburg, FL
Kristi CoxAgency Accountant
Mahowald Insurance Agencyk.cox@mahowald.net
St. Cloud, MN
Steve DukePartner
McSherry & Hudsonsduke@mcsherryandhudson.com
Watsonville, CA
Pat LearySales Executive
McSweeney & Ricci Insurance Agency, Inc.pleary@mcsweeneyricci.com
Braintree, MA
APPEX ROSTER
Mary Lou RicciPresident & CEO
McSweeney & Ricci Insurance Agency, Inc.mricci@mcsweeneyricci.com
Braintree, MA
Kerry MorrisChief Operations Officer
Morris & Garritano Insurance Agency, Inc.kmorris@morrisgarritano.com
San Luis Obispo, CA
Douglas MacDonaldPresident
Murray & MacDonald Insurance Servicesdoug@riskadvice.com
Bourne, MA
Shahrad NahaiDirector
Nahai Insurance Servicesshahrad@nahai.com
Beverly Hills, CA
Roberts LeePresident
Meadors, Adams & Lee, Inc.roberts@meadorsadamslee.com
Little Rock, AR
Brendan MorrisChief Executive Officer
Morris & Garritano Insurance Agency, Inc.bmorris@morrisgarritano.com
San Luis Obispo, CA
Richard RankinChairman, President & CEO
Murray Securusrrankin@murrayins.com
Lancaster, PA
Bijan NahaiPresident
Nahai Insurance Servicesbijan@nahai.comBeverly Hills, CA
Jeff UtechtCOO
Meadors, Adams & Lee, Inc.jeff@meadorsadamslee.com
Little Rock, AR
Dan TroyPrincipal, Employee Benefits Practice Leader
Morris & Garritano Insurance Agency, Inc.DTroy@morrisgarritano.com
San Luis Obispo, CA
Stephen RileyExecutive Vice President
Murray Securussriley@murrayins.com
Lancaster, PA
Robert NitschePresident
Nitsche Group, Therobertn@thenitschegroup.com
Giddings, TX
Gabe GarciaChief Financial Officer
Morris & Garritano Insurance Agency, Inc.ggarcia@morrisgarritano.com
San Luis Obispo, CA
Ross JohnsonPresident
Mountain State Insurance Agency, Inc.rjohnson@Mountainstateinsurance.com
Charleston, WV
Sheri RileyBusiness Development Officer
Murray Securusshriley@murrayins.com
Lancaster, PA
Lance OlsonExecutive Vice President
Olson & Olson Ltd.lance.olson@olsonandolson.com
Greenwood Village, CO
APPEX ROSTER
Darrell OlsonPresident
Olson & Olson Ltd.darrell.olson@olsonandolson.com
Greenwood Village, CO
Melissa RuttenCFO
Palmer & Caymelissa.rutten@palmerandcay.com
Atlanta, GA
Mike ReaganPresident
Reagan Companiesmike@reagancompanies.com
Marcellus, NY
Don BallaManaging PrincipalSimpson McCrady
dballa@simpson-mccrady.comPittsburgh, PA
Ryan GilmoreCFO
Overmyer Hall Associatesrgilmore@oh-ins.com
Columbus, OH
Ben PattersonPresident
Patterson & Associates Insuranceben@piainsure.com
Richardson, TX
Peter EwendPresident & CEO
Saginaw Bay Underwriterspewend@sbuins.com
Saginaw, MI
Clayton SaftnerPrincipal & COO
Simpson McCradyclay@simpson-mccrady.com
Pittsburgh, PA
Greg OvermyerCEO
Overmyer Hall Associatesgovermyer@oh-ins.com
Columbus, OH
Stephen PinePrincipal
Patterson & Associates Insurancestephen@piainsure.com
Richardson, TX
Jim RobertsCOO/CFO
Saginaw Bay Underwritersjroberts@sbuins.com
Saginaw, MI
Brian SmithPresident
Smith-Feike-Minton, Inc.brian@sfminsurance.com
Wilmington, OH
Jack CayPresident
Palmer & Cayjack.cay@palmerandcay.com
Atlanta, GA
William DarceyCEO
Provider Insurance Group, Inc.wdarcey@providerig.com
Needham, MA
Craig HassingerPresident
SeibertKeck Insurancechassinger@seibertkeck.com
Akron, OH
Mark LudickDirector of Sales & Marketing
Starke Agency, Inc., Themludick@starkeagency.com
Montgomery, AL
APPEX ROSTER
Trey Starke IIIPresident
Starke Agency, Inc., Thetstarke@starkeagency.com
Montgomery, AL
Paul MattesVice President & PrincipalSterling Insurance Group
PMattes@SterlingAgency.comSterling Heights, MI
Margie SevignyComptroller
The Avon-Dixon Agencymargie.sevigny@shbi.com
Easton, MD
Jimmy WardChief Executive Officer
The Crichton Groupjward@thecrichtongroup.com
Nashville, TN
Mary StarrExecutive Vice President
Starr Group, Themstarr@starrgroup.com
Greenfield, WI
Doug BollmanManaging PartnerTaggart Insurance
dbollman@taggartinsurance.comBoulder, CO
Richard TrippePresident & CEO
The Avon-Dixon Agencyrich.trippe@avondixon.com
Easton, MD
Joe BrownCEO
The Insurance Exchangebrown.j@tie-inc.com
Rockville, MD
Tim StarrCEO
Starr Group, Thetstarr@starrgroup.com
Greenfield, WI
Doug GrandeManaging PartnerTaggart Insurance
dgrande@taggartinsurance.comBoulder, CO
Michael RodgersManaging Partner
The Axial Companymrodgers@axialbg.com
Burlington, MA
Jeremy WelshExecutive Vice PresidentThe Insurance Exchange
welsh.j@tie-inc.comRockville, MD
Joe HaneyPresident & Principal
Sterling Insurance GroupJhaney@sterlingagency.com
Sterling Heights, MI
Bud BonnerPresident
bud.bonner@boydco.co Gilbert, AZ
Cooper JonesPresident
The Crichton Groupcjones@thecrichtongroup.com
Nashville, TN
Cheri AmaroEVP/Director, Corporate Operations
The Liberty Company Insurance Brokerscamaro@libertycompany.com
San Jose, CA
APPEX ROSTER
Jerry PickettCEO
The Liberty Company Insurance Brokersjpickett@libertycompany.com
Woodland Hills, CA
Matt BakerPresident
ThompsonBaker Agency, Inc.mbaker@thompsonbaker.com
St. Augustine, FL
Mathew GeffinVice President
Webber & Grinnellmgeffin@webberandgrinnell.com
Northampton, MA
Kevin HeislenCFO
Winter-DentKevin.Heislen@winter-dent.com
Jefferson City, MO
Matt MillerPresident
The Miller Groupmattm@millercares.com
Overland Park, KS
Tim BeglinCFO/Owner
Vantreo Insurance Brokeragetbeglin@vantreo.com
Santa Rosa, CA
Bill GrinnellPresident
Webber & Grinnellbgrinnell@webberandgrinnell.com
Northampton, MA
Jim NeunerVP, Employee Benefits & Financial Services
Winter-Dentjim.neuner@winter-dent.com
Jefferson City, MO
Pat MurphyPresident of P&CThe Miller Group
PatM@millercares.comOverland Park, KS
Stephen BenderCEO
Warren G. Bender Co.sbender@wgbender.com
Roseville, CA
Paula BeersOperations Manager
Wilson, Washburn & Forster, Inc.pbeers@wwfins.com
Miami, FL
Robert KestenbaumCEO
York International Agency, LLCrkestenbaum@yorkintl.com
Harrison, NY
Greg SmartChief Operating Officer
The Miller Groupgregs@millercares.com
Overland Park, KS
Edward JohnsonVP, Construction RiskWarren G. Bender Co.
ejohnson@wgbender.comRoseville, CA
Sarah WashburnPresident
Wilson, Washburn & Forster, Inc.swashburn@wwfins.com
Miami, FL
APPEX ROSTER
PARTNER NOMINEES
Biggs Insurance Services - Vancouver, WA Attendee(s): Rich Biggs – COO Gregory Seifert – President
Ascend Insurance Brokerage - Dallas, TX Attendee(s): Paul Bassman – CEO Harvey Knick – COO
Dillingham Insurance - Enid, OK Attendee(s): Jed Dillingham – Producer Chad Dillingham – Producer Mike Haselden – COO
Distinctive Insurance - Las Vegas, NV Attendee(s): Vance Jolley – President, Property & Casualty
ISU Hanson & Ryan - Totowa, NJ Attendee(s): Carrie Ryan – Commercial Lines Manager, Partner
Meeker Sharkey & Hurley - Cranford, NJ Attendee(s): Thomas Sharkey – President
Montoya and Associates - Ponte Vedra Beach, FL Attendee(s): Chriss Spires – Principal and Senior Advisor Dennis Oistacher – CFO
PARTNER NOMINEES
Peabody Insurance Agency - Fenton, MI Attendee(s): Grace Peabody - Producer Jim Peabody - President Dave Lucas – P&C Sales – Partner
Reseco Insurance Advisors - Phoenix, AZ Attendee(s): Greg Prentice – CEO, Senior Advisor
Slater & Associates Insurance - Tigard, OR Attendee(s): Sean Slater – Producer Brett Slater – Operations Manager
The Holmes Organisation of Florida - Jacksonville, FL Attendee(s): Brad Arrowsmith – President
The Uhl Agency - Dayton, OH Attendee(s): Bill Uhl – President
Tooher-Ferraris Insurance Group - Wilton, CT Attendee(s): Eric Ferraris – COO
MARSHBERRY MarshBerry is your partner for financial consulting and M&A advisory* Every business needs help at some point, to reach their peak performance and realize their full potential.
MarshBerry is, at its core, a relationship business. We’re trusted guides, helping clients better navigate an often rocky path. And we’re a process business, investing time and effort to precisely map out the terrain, researching every step and implementing services to help you get where you want to go. That’s how we help businesses build value, one safe step at a time.
Most of our clients have been with us for years. The relationships make all the difference on the way to the summit.
We want to start helping you grow right away.
#1 ranking by SNL Financial for each of the past 17 years1
MarshBerry has advised on 29% of total announced M&A deal flow since 1999 as tracked by SNL Financial
Buy Side and Sell Side Mergers & Acquisitions (M&A) advisor
531 total M&A transactions advised on since 1999
Over 285 M&A transactions since 1995 with the 100 largest brokers of US Business as identified by Business Insurance and over 185 Bank Insurance M&A transactions since 1997
STRATEGY Acquisition Planning Deal Return Modeling Strategic Options Analysis Alternative Buyer Comparison PREPARATION Sale Preparation Management Offering Memorandum Development
(Sell Side) Strategic Pitch Book Design (Buy Side) Candidate Profile Creation REPRESENTATION Buy Side Representation Includes Search and Screen Sell Side Representation Letter of Intent Negotiation Creative Deal Structure and Alternatives
*Securities offered through MarshBerry capital, Inc. Member FINRA and SIPC, and an affiliate of Marsh, Berry & Company, Inc. 28601 Chagrin Boulevard, Suite 400, Woodmere, OH 44122
MARSHBERRY SOLUTIONS M&A ADVISORY* LEADING THE INDUSTRY IN M&A
1 - Merger & Acquisition Transactions in Insurance Brokerage 1999-2015, ranked by Total Number of Deals.
2 - Marsh, Berry & Co., Inc and MarshBerry Capital, Inc. do not provide tax or legal advice. These professionals should be consulted before implementing changes to your tax or legal matters.
ANALYTICS Agency Fair Market Valuation Market Comparables/Benchmarking After-Tax Return Optimization2 Internal Rate of Return, Return on Investment and Earnings Per
Share Analysis EXECUTION Due Diligence - Diagnostic and Confirmatory Intangible Asset Allocation - GAAP Reporting Fairness Opinion Definitive Agreement (Best Terms/Conditions) POST DEAL MANAGEMENT Post Closing Integration Goodwill Impairment Testing Peer-to-Peer Executive Exchange Earn-out Maximization Consultation
VALUATION Detailed Conclusion of Value Summary Conclusion of Value Valuation Review BUSINESS PLANNING Strategic Business Planning Execution/Action Plan Management Strategic Options Analysis
FINANCIAL CONSULTING Internal Financial Controls Value Enhancement Planning Executive Compensation Counsel &
Design Litigation Support Other General Consulting
PERPETUATION PLANS Perpetuation Plan Design Plan Execution Management Transfer Strategies
MARSHBERRY
MARSHBERRY SOLUTIONS MANAGEMENT CONSULTING
ORGANIC GROWTH CONSULTING RECRUITING Find, Attract, Hire & Place Compensation Modeling, Monitoring and Training Position Profile, Search, Screen and Hire Technical and Sales Training
SALES PERFORMANCE Complete Growth Engine for Producers and Executives Producer and Sales Manager Training Executive Infrastructure Build Out Differentiation Design and Execution Executive, Sales Manager and Producer Exchange Forum Budget Validation Modeling
INTELLECTUAL CAPITAL BENCHMARKING SERVICES Perspectives for High Performance
(PHP) Employee Engagement Survey Producer Performance Benchmarking
INDUSTRY RESEARCH Market & Financial Market Outlook
(Annual) - Retail Market & Financial Market Outlook
(Annual) - Specialty Distributors Compensation Trends Report
(Biannual) Organic Growth Trends Report
(Biannual)
MARSHBERRY AUTHORED CONTENT CounterPoint - Proprietary Monthly
Magazine 3rd Party Industry Trade Publications.
Examples include: Leader’s Edge Insurance Journal Employee Benefit Advisor
PEER EXCHANGE NETWORKS THREE PERFORMANCE-FOCUSED EXECUTIVE-LEVEL PEER NETWORKS: Agency Peak Performance Exchange
(APPEX) Bank Agency Network (BANK) Total Agency Sales Culture (TASC)
PARTNER BENEFITS Benchmarking Services Networking & Online Exchange INDUSTRY INFORMATION MarshBerry Publications Industry Publications Industry Research & Surveys
SUMMITS Strategic Issues Group (SIG) State of the Industry Educational Breakout Sessions General Sessions Networking
Capital Raising* Merger & Acquisition Advisory* Management Consulting
Alternative Markets & Risk Pooling Reinsurance Brokerage
Program Business Consulting Analytical & Consulting Services
INSURANCE SERVICES DIVISION***
*Securities offered through MarshBerry capital, Inc. Member FINRA and SIPC, and an affiliate of Marsh, Berry & Company, Inc. 28601 Chagrin Boulevard, Suite 400, Woodmere, OH 44122 ***Not all services are available to all specialty services organizations.
MARSHBERRY NEWS
MarshBerry Becomes 100% Employee-Owned Through Employee Stock Ownership Plan
Woodmere, OH, October 3, 2016 – Marsh, Berry & Company, Inc. (“MarshBerry”), a Cleveland-area consulting and investment banking firm focused on the insurance industry, announced today the sharing of ownership with employees by becoming 100% owned by an Employee Stock Ownership Plan (ESOP) Trust. The ESOP announcement was made to MarshBerry employees during a quarterly staff meeting held at the company’s headquarters in Woodmere, OH. An ESOP is an employee benefit plan, which provides company stock to employees as part of their retirement benefits. As a 100% ESOP-owned company, all MarshBerry stock is now held in trust by the ESOP. “For 35 years MarshBerry has consistently broadened ownership in order to use wealth creation as a way to attract and retain talent. This move takes it one step further, sharing ownership with all of our staff,” said John Wepler, Chairman and CEO of MarshBerry. “Our employees have been the secret to our success, working tirelessly to help our clients. We feel that rewarding our staff by sharing ownership through an ESOP is a great move for our company, as it can be beneficial to our employees monetarily and through a more rewarding work experience.” As an employee-owned company, MarshBerry will continue to operate under the same business model and management structure.” About MarshBerry Founded in 1981, MarshBerry's primary objective is to help insurance agents, brokers and carriers as they work to maximize their value through our industry-specific services that include: Merger & Acquisition Advisory**, Management Consulting, Organic Growth Consulting, Intellectual Capital and Peer Exchange Networks. Ranked #1 M&A Advisor by SNL Financial for each of the past 17 years1, MarshBerry has advised on 5312 transactions since 1999 and completed more than 250 diagnostic and confirmatory due diligence projects over the last twelve years. Visit www.MarshBerry.com to learn more.
**Securities offered though MarshBerry Capital, Inc., Member FINRA and SIPC, and an affiliate of Marsh, Berry & Co., Inc. 28601 Chagrin Blvd., Suite 400, Woodmere OH 44122, 440-354-3230 1Mergers & Acquisition (M&A) Announced Transactions in Insurance Brokerage (1999-2015). Ranked by total number of deals. 2These totals include certain transactions completed by Marsh, Berry & Company, Inc. professionals while employed at another firm, whereby substantially all of the assets were acquired by Marsh, Berry & Company, Inc.
E. J. ArgusonConsultant
EJ.Arguson@MarshBerry.com(214) 556-1460
Plano, TX
Steve BollandManaging Director
Steve.Bolland@MarshBerry.com(212) 972-4880New York, NY
George BucurSenior Consultant
George.Bucur@MarshBerry.com(440) 392-6543Woodmere, OH
Michael D'AlessandroFinancial Analyst
Michael.D'Alessandro@MarshBerry.co(440) 392-6540Woodmere, OH
Beth BaileyExecutive Assistant
Beth.Bailey@MarshBerry.com(440) 392-6701Woodmere, OH
Megan BosmaSenior Vice President
Megan.Bosma@MarshBerry.com(440) 392-6553Woodmere, OH
Lauren ByersDirector of Marketing
Lauren.Byers@MarshBerry.com(440) 392-6546Woodmere, OH
Chris DarstSenior Vice President
Chris.Darst@MarshBerry.com(949) 234-9648Dana Point, CA
Lexi BalesEvent Coordinator
Alexis.Bales@MarshBerry.com(440) 220-4082Woodmere, OH
Dottie BrownProject Coordinator, Broker/Dealer
Dottie.Brown@MarshBerry.com(440) 392-6585Woodmere, OH
Christina CarzooMarketing Coordinator
Christina.Carzoo@MarshBerry.com(440) 220-4104Woodmere, OH
Steve DassaniConsultant
Steve.Dassani@MarshBerry.com(440) 637-8118Woodmere, OH
Donna BolingerConsulting Analyst
Donna.Bolinger@MarshBerry.com(616) 214-3148Grandville, OH
Brett BuckinghamLead Search Consultant
Brett.Buckingham@MarshBerry.com(616) 214-3012Grandville, MI
Molly ConnellSenior Consultant
Molly.McCarthy@MarshBerry.com(440) 392-6584Woodmere, OH
Valerie DeMellExecutive Vice President
Valerie.DeMell@MarshBerry.com(440) 392-6571Woodmere, OH
STAFF ROSTER
Justina DuganAccountant
Justina.Dugan@MarshBerry.com(440) 392-6576Woodmere, OH
Michael GogolaConsultant
Michael.Gogola@MarshBerry.com(616) 828-0604Grandville, OH
Stephanie HanayikCCO, Vice President
Stephanie.Hanayik@MarshBerry.com(440) 392-6568Woodmere, OH
Jua'nean JonesAdministrative Assistant
Juanean.Jones@MarshBerry.com(440) 392-6580Woodmere, OH
Brian EgglestonRecruiting Team Leader
Brian.Eggleston@MarshBerry.com(616) 828-5533Grandville, MI
James GrahamSenior Consultant
James.Graham@MarshBerry.com(949) 272-0351Dana Point, OH
Kyle HoeftConsultant
Kyle.Hoeft@MarshBerry.com(616) 723-8428Grandville, MI
Danica JonesAdministrative Assistant
Danica.Jones@MarshBerry.com(440) 392-6565Woodmere, OH
Courtney FerraraSenior Consultant
Courtney.Ferrara@MarshBerry.com(440) 392-6586Woodmere, OH
Eric HallinanVice President
Eric.Hallinan@MarshBerry.com(949) 234-9652Dana Point, CA
Kristin HoweConsultant
Kristin.Howe@MarshBerry.com(616) 723-8374Grandville, MI
Micki KincaidProject Coordinator, Networks
Micki.Kincaid@MarshBerry.com(440) 392-6550Woodmere, OH
Dustin GiovannelliConsultant
Dustin.Giovannelli@MarshBerry.com(949) 234-9649Dana Point, CA
Rob HamiltonVice President
Rob.Hamilton@MarshBerry.com(616) 723-8373Grandville, MI
Jonathan HullFinancial Analyst
Jonathan.Hull@MarshBerry.com(212) 972-4880
New York City, OH
Nick KormosVice President
Nick.Kormos@MarshBerry.com(440) 392-6563Woodmere, OH
STAFF ROSTER
Stephen KraigApplication Developer
Stephen.Kraig@MarshBerry.com(440) 637-8120Woodmere, OH
Brooke LiuLead Search Consultant
Brooke.Liu@MarshBerry.com(616) 828-0741
Grand Rapids, MI
Jack McDermottData Analyst
Jack.McDermott@MarshBerry.com(440) 392-6577Woodmere, OH
Mitch MikoleticConsultant
Mitch.Mikoletic@MarshBerry.com(440) 230-5432Woodmere, OH
Robin LandConsultant
Robin.Land@MarshBerry.com(214) 556-1458
Plano, TX
Albert LloydExecutive Vice President
Albert.Lloyd@MarshBerry.com(440) 392-6562Woodmere, OH
Tom McDonaldVice President
Tom.McDonald@MarshBerry.com(440) 392-6700Woodmere, OH
Christina MoranBusiness Unit Manager, NetworksChristina.Moran@MarshBerry.com
(440) 220-5273Woodmere, OH
Jan LesniokPHP Administrator
Jan.Lesniok@MarshBerry.com(440) 392-6570Woodmere, OH
Sarah LucasVice President
Sarah.Lucas@MarshBerry.com(616) 723-8375Grandville, MI
Bryan McMullanIT Director
Bryan.McMullan@MarshBerry.com(440) 392-6549Woodmere, OH
Josh MorganUnit Manager, Recruiting
Josh.Morgan@MarshBerry.com(440) 392-6579Woodmere, OH
Tom LinnExecutive Vice President
Tom.Linn@MarshBerry.com(949) 234-9647Dana Point, CA
Amber MartinSenior Accountant
Amber.Martin@MarshBerry.com(440) 220-5434Woodmere, OH
Mike MetzChief Financial Officer
Mike.Metz@MarshBerry.com(440) 392-6588Woodmere, OH
Chad MorganVice President
Chad.Morgan@MarshBerry.com(949) 234-9653Dana Point, CA
STAFF ROSTER
Roxanne MorrowProject Coordinator
Roxanne.Morrow@MarshBerry.com(949) 359-4492Dana Point, CA
Swar PatelData Analyst
Swar.Patel@MarshBerry.com(440) 220-4115Woodmere, OH
Andy RobertsSenior VP/IT Manager
Andy.Roberts@MarshBerry.com(440) 392-6545Woodmere, OH
Liz RogersHuman Resources Manager
Liz.Rogers@MarshBerry.com(440) 392-6551Woodmere, OH
Erin MurrayAdministrative Assistant
Erin.Murray@MarshBerry.com(440) 220-4105Woodmere, OH
Zack PittmanSales Management ConsultantZack.Pittman@MarshBerry.com
(440) 220-4100Woodmere, OH
Chris RochfordSales Management Consultant
Chris.Rochford@MarshBerry.com(440) 392-6544Woodmere, OH
Jared RoyConsultant
Jared.Roy@MarshBerry.com(440) 392-6560Woodmere, OH
Dale MyerManaging Director
Dale.Meyer@MarshBerry.com(212) 972-4880New York, NY
Tami ProtheroConsultant
Tami.Prothero@MarshBerry.com(949) 234-9651Dana Point, CA
Casey RogersConsultant
Casey.Rogers@MarshBerry.com(440) 392-6573Woodmere, OH
Wendy SantiagoAdministrative Assistant
Wendy.Santiago@MarshBerry.com(212) 972-4880New York, NY
Justin NockengustFinancial Analyst
Justin.Nockengust@MarshBerry.com(440) 392-6556Woodmere, OH
Rob RichardsFinancial Analyst
Rob.Richards@MarshBerry.com(616) 214-3123Grandville, OH
Chas RogersNetwork/Desktop Engineer
Chas.Rogers@MarshBerry.com(440) 392-6567Woodmere, OH
Kerry SarosyHuman Resources CoordinatorKerry.Sarosy@MarshBerry.com
(440) 392-6554Woodmere, OH
STAFF ROSTER
Dan SkowronskiSenior Vice President
Dan.Skowronski@MarshBerry.com(440) 392-6552Woodmere, OH
Jessica StogranDirector of Events
Jessica.Stogran@MarshBerry.com(440) 392-6558Woodmere, OH
Jordan VictorData Analyst
Jordan.Victor@MarshBerry.com(440) 392-6561Woodmere, OH
Elissa WaldmullerResearch Analyst
Elissa.Waldmuller@MarshBerry.com(440) 392-6582Woodmere, OH
Bethany SnyderSenior Consultant
Bethany.Snyder@MarshBerry.com(440) 637-8121Woodmere, OH
Ben SwannVice President
Ben.Swann@MarshBerry.com(214) 556-1452
Plano, TX
Curt VondrasekVice President
Curt.Vondrasek@MarshBerry.com(440) 392-6707Naperville, OH
Wayne WalkottenExecutive Vice President
Wayne.Walkotten@MarshBerry.com(616) 723-8372Grandville, MI
Daniel SosnayConsultant
Daniel.Sosnay@MarshBerry.com(212) 972-4880New York, NY
Phil TremSenior Vice President
Phil.Trem@MarshBerry.com(440) 392-6547Woodmere, OH
Dan VucenovicUnit Manager, Financial ConsultingDan.Vucenovic@MarshBerry.com
(440) 220-5430Woodmere, OH
Christi WallarVice President/Controller
Christi.Wallar@MarshBerry.com(440) 392-6541Woodmere, OH
Rachelle SpencerSenior PHP Analyst
Rachelle.Spencer@MarshBerry.com(440) 392-6569Woodmere, OH
Brad UngerVice President
Brad.Unger@MarshBerry.com(440) 220-5435Woodmere, OH
Melodie WadeAdministrative Assistant
Melodie.Wade@MarshBerry.com(440) 220-4101Woodmere, OH
John WeplerChairman and CEO
John.Wepler@MarshBerry.com(440) 392-6572Woodmere, OH
STAFF ROSTER
Andy WhiteMember Services Specialist
Andy.White@MarshBerry.com(440) 220-4081Woodmere, OH
Doug YohCEO Emeritus
Doug.Yoh@MarshBerry.com(440) 392-6542Woodmere, OH
Spencer WhitmoreSearch Analyst
Spencer.Whitmore@MarshBerry.com(616) 214-3077Grandville, MI
Dani ZhelezovaData Consultant
Dani.Zhelezova@MarshBerry.com(440) 392-6566Woodmere, OH
Jim WocheleUnit Manager, Sales Management
Jim.Wochele@MarshBerry.com(440) 392-6559Woodmere, OH
Alison WolfDirector of Research
Alison.Wolf@MarshBerry.com(440) 637-8119Woodmere, OH
STAFF ROSTER
APPEX TERMINOLOGY
Strategic Issues Group Sessions
The Strategic Issues Group (SIG) Session can be described as an outside “board of advisors.” Each APPEX Partner is assigned to a SIG with up to 9 non-competing agencies and two facilitators. Agency owners who participate in the SIG share operating strategies in order to expand thinking, break paradigms and maximize learning from each other. The SIG is a “think tank” group, which is strategic in orientation and serves as a core peer group within which information can be exchanged, accountability implemented and improvement mandated.
Perspectives for High Performance (PHP)
Included as part of APPEX membership is the Perspectives for High Performance (PHP) analysis report (updated quarterly), that identifies strengths and weaknesses in agency performance (in three key areas) and compares the partner agency with both average and high-performance firms. An initial assessment and regularly scheduled reassessments of an agency’s strengths and weaknesses identify areas that most directly influence agency value, the owners’ return on equity, their personal income and their ability to perpetuate. Assessments are facilitated through the PHP report. Published reports are reviewed verbally with each agency and expanded through written communication with a senior consultant of the MarshBerry organization. Perspectives relate to profit-and-loss performance, cost control, contingency management, operating performance, employee productivity and cost effectiveness, business acumen and sales management needs, cash management, asset management, valuation management, an agency’s perpetuation preparedness, the feasibility of acquiring other agencies, capital needs and cash flow adequacy. Further perspectives include relevant comparisons against industry average and high-performance standards.
Performance Indicator Number (PIN)
Fifteen PHP ratios are weighted, resulting in the agency’s PIN. The agency with the highest PIN is recognized and honored with the Pinnacle Award as the best overall agency performer at each symposium. A partner may win this award only once in five years and only after being a partner for one year. The PIN calculation is based on the most current effective date just prior to the appropriate ESP. The PIN Up award is given to the APPEX Partner whose PIN has increased the most since their first report was completed.
APPEX AWARDS
SIG Pinnacle Award:
The SIG Pinnacle Award is awarded each spring and fall to the SIG that reports the greatest average PIN as measured by the MarshBerry’s Perspectives for High Performance (PHP) agency benchmark report.
SIG PIN Up Award:
The SIG PIN Up Award is awarded each spring and fall to the SIG that reports the greatest overall increase in PIN from meeting to meeting as measured by the MarshBerry’s Perspectives for High Performance (PHP) agency benchmark report.
The PIN Up Award is awarded each spring and fall to the agency that shows the greatest overall increase in PIN as measured by the MarshBerry’s Perspectives for High Performance (PHP) agency benchmark report.
During each spring and fall summit, the prestigious APPEX Pinnacle Award is given to the agency that has the best overall agency Performance Indicator Number, or PIN, as measured by the MarshBerry Perspectives for High Performance (PHP) agency benchmark report. As a Pinnacle Award recipient, the agency is also inducted into the Pinnacle Society, a delegation reserved for APPEX’s highest-performing agencies.
BADGE CALCULATIONS
Your badge is made up of six symbols, each the result of financial, operational, or sales management ratio calculations. Below are the ratios used for each symbol’s calculation.
Balance Sheet (2/3): Working capital defensive interval (60 days), tangible net worth ratio (0.15), trust ratio (1.50)
Profit Performance (2/3): EBITDA as a percent of total commission and fees (24.4%), reward ratio (0.50), external dependency ratio* (0.39)
Profit Center Management Commercial lines servicing costs as a percent of commercial (1/3 or 2/3): lines commission (31.0%), personal lines servicing costs as a percent of personal lines commission (41.0%), group servicing costs as a percent of group commission (27.6%) (dependent upon $500,000 or greater commission in each respective area)
Staff Vitality (2/3): Total commission and fees per employee ($184,460), employee marginal profitability ($98,343), payroll per employee* ($110,582)
Perpetuation Readiness (1/2): Weighted average owner age* (48.4 years), age diversification (13.3 years)
Growth Performance (2/3): New business production as a percent of prior year (15.6%), organic growth (8.3%), total growth (10.7%)
In order for each symbol to show up on your badge, your agency must meet or exceed the thresholds on the majority of metrics corresponding to each symbol listed below.
*Lower is better on these metrics
CE CREDITS VIRGINIA COURSE INTRODUCTION STATEMENT
(Applicable to VIRGINIA licensees ONLY)
This Statement must be disseminated at the beginning of ALL CE courses offered to Virginia licen-sees, regardless of the format in which the course is offered. 1. This course is categorized as Company/Agency. No more than 75 percent of your required credits can come from Company/Agency course credits. Additionally, at least three (3) course credits must be earned for Ethics (Law and Regulations). 2. This course has been approved for 1 (State of the Industry) or 10 (Strategic Issues in Insurance) credits, OGI. 3. Classroom courses - One credit hour is 50 minutes of continuous instruction or participation. Your attendance will be verified via the sign-in/sign-out sheet located with the door monitor. Only students meeting minimum attendance requirements may receive certificates of course comple-tion. 4. Agents cannot receive CE credit for a course taught in alternative formats (a classroom course, online course, video or audio conference, web-conference–based, etc.) if the curriculum is based on the same published materials; this rule applies to any variation of course type. For example, Agents cannot receive CE credit for both a self-study (examination course) and a classroom course based on the same published materials. 5. Excess earned Ethics credits may be applied to cover other CE requirements in the current bienni-um and any remaining credits may be carried over to the next biennium and applied to either the Ethics requirement or other CE requirement. 6. Agents are not allowed to receive or carry over credit for the same course in the same biennium. 7. ONLY the Virginia Insurance License Number (VLN) or the National Producer Number (NPN) are permitted for identification. Please be sure that you have recorded your number so that the instruc-tor can read it, as illegible submissions will result in a delay of reporting course credits. 8. This class may be audited by representatives of Pearson VUE. Pearson VUE is a private company who in partnership with Vertafore was contracted by the Virginia Insurance Continuing Education Board to administer all facets of the continuing education program for the Board effective with the 2009-2010 biennium. 9. CE credits for this course should be posted to your transcript within 20 calendar days. If your transcript does not reflect this course within 20 calendar days, please contact the provider. 10. Agents are expected to give their full attention to this class. All electronic devices should be turned off and put away along with any reading material other than material applicable to this class. 11. Agents and consultants who fail to update their address with the Virginia Bureau of Insurance may not receive important notices. Agents may update their address and add or update their email address online at www.scc.virginia.gov/boi/online.aspx. Each agent should review the Virginia Insur-ance Continuing Education Agent Information Handbook for complete guidelines at www.VirginiaInsuranceCE.com. 12. Agents who are newly licensed in the second year of a biennium are exempt from the continu-ing education requirements for that biennium. These agents may elect to take continuing education courses and earn credits that may be carried over to the next biennium provided they pay the $20 continuance for the current biennium. Failure to pay this continuance fee will prevent the credits earned from being carried over to the next biennium when the agent will be required to meet all continuing education requirements. NOTE: Agents should visit www.VirginiaInsuranceCE.com to view updated CE credits for the current biennium and compliance status (CE transcript) information and to pay their biennial Con-tinuance fee of $20.00 due by November 30, 2016.
NOTES
NOTES
FALL 2017 SUMMIT
October 17 - 20 Westin Kierland Scottsdale, AZ
Group A: Tuesday, Oct 17 – Thursday, Oct 19 Group B: Wednesday, Oct 18 – Friday, Oct 20
SPRING 2017 SUMMIT
April 25 - 28 Hyatt Regency
Austin, TX
Group A: Wednesday, April 26 – Friday, April 28 Group B: Tuesday, April 25 – Thursday, April 27
SIG A: McKissack 1
SIG B: McKissack 2
SIG C: McKissack 3
SIG E: Ryman 1
SIG F: Ryman 1 SIG H: Donelson
PN SIG: Ryman 3
SIG I: McKissack 2
SIG J: Ryman 1
SIG K: Ryman 2
SIG L: McKissack 1
SIG M: McKissack 3
APPEX 101 & Advisory Council: Robertson
RYMAN 1 SIG E/J
Meals & General Sessions
Hilton Nashville Downtown Mezzanine Level
RYMAN 2 SIG F/K RYMAN 3 SIG PN
MCKISSACK 1 SIG A/L
MCKISSACK 2 SIG B/I
MCKISSACK 3 SIG C/M
DONELSON SIG H
REGISTRATION
ROBERTSON
BRE
DES
EN
RYM
AN
TE
RRA
CE