APPEX AGENDA - Amazon Web Services · APPEX AGENDA TUESDAY 10/18/2016 GROUP A GROUP B 10:30a APPEX...

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 [email protected]

Destin, FL

Skip SchrayerCEO/Owner

Associated Agencies, [email protected]

Rolling Meadows, IL

Kimberly FullertonCFO

Beimdiek Insurance Agency, [email protected]

Carthage, MO

Bradley BornemanPresident

Body-Borneman [email protected]

Boyertown, PA

Kendall McEachernCEO

Acentria [email protected]

Destin, FL

Beth BellChief Financial Officer

Atlantic/Smith, Cropper & [email protected]

Willards, MD

Brent WesthovenSales Manager

Beimdiek Insurance Agency, [email protected]

Carthage, MO

Nick NoceroCFO

Body-Borneman [email protected]

Boyertown, PA

Kevin MortonPresident

Andres, O'Neil and [email protected]

Bryan, OH

Laura BrenPresident

Atlantic/Smith, Cropper & [email protected]

Willards, MD

Marty ClarkPresident

BHC [email protected]

Fort Smith, AR

Justin BurenDirector - Branch Production

Buren Insurance [email protected]

Columbus, OH

Josh HerzPresident

Associated Agencies, [email protected] Meadows, IL

Tom MontileonePresident & CEO

Barker Phillips [email protected]

Springfield, MO

Shannon SchmidlyExecutive Vice President

BHC [email protected]

Fort Smith, AR

Jeff BurenPresident

Buren Insurance [email protected]

Columbus, OH

APPEX ROSTER

Joe DeLucchiPresident

CAL Insurance & Associates, [email protected]

San Francisco, CA

Brook MahoneyCEOCCIG

[email protected] Village, CO

Stuart Collier CEO

Collier Insurance [email protected]

Memphis, TN

Bryan CostelloCEO

Costello & Sons [email protected]

San Rafael, CA

Tom CarlislePresident

Carlisle [email protected]

Corpus Christi, TX

Thomas RubinoPartner

ClearPath Benefit [email protected]

Columbus, OH

James Dabney CollierPresident

Collier [email protected]

Memphis, TN

Nicole FinnCOO

Costello & Sons Insurance [email protected]

San Rafael, CA

Peter MatlChief Operating Officer

Carlisle [email protected]

Corpus Christi, TX

Brian WaterhousePartner

ClearPath Benefit Advisors [email protected]

Columbus, OH

William DenboPartner/Producer

Commercial Insurance Associates, [email protected]

Brentwood, TN

Dana KileyPresident

CoyleKiley Insurance Agency, [email protected]

Rockford, IL

Jacob CookController

[email protected] Village, CO

Grantland RiceCEO

Cobbs [email protected]

Birmingham, AL

Johnny ThompsonCAO

Commercial Insurance Associates, [email protected]

Brentwood, TN

Chuck Der ManouelCOO/Managing Partner

Der Manouel Insurance [email protected]

Fresno, CA

APPEX ROSTER

Michael Der Manouel Jr.President & CEO

Der Manouel Insurance [email protected]

Fresno, CA

Brad RuttVice President

Elkins Jones Insurance Agency [email protected]

Los Angeles, CA

Kendra FournierCOO

Fournier Insurance [email protected]

University Place, WA

Matthew DesaulnierPresident

Gerardi [email protected]

Putnam, CT

Thomas CarrollPresident

Diversified Insurance Industries, [email protected]

Baltimore, MD

Justin FoaPresident & CEO

Foa & [email protected]

New York, NY

Mark GannonCEO

Gannon [email protected]

Towanda, PA

Beth FrostCOO

Gerardi [email protected]

Putnam, CT

Sal DiPietroExecutive Vice President

Diversified Insurance Industries, [email protected]

Baltimore, MD

Rosana CarrVP, Personal Lines

Fournier [email protected]

PORTLAND, OR

Robb DaerPartner

George Petersen Insurance [email protected] Rosa, CA

Andrew AppelPresident, Property & Casualty

Gregory & Appel [email protected]

Indianapolis, IN

Nathan MorrisVice President-Sales/Underwriting

Elkins Jones Insurance Agency [email protected]

Los Angeles, CA

Greg KuhnsCFO

Fournier [email protected]

Portland, OR

Josh JohnsenCorporate VP

George Petersen Insurance [email protected]

Santa Rosa, CA

Andy BrownVice President

Gregory & Appel [email protected]

Indianapolis, IN

APPEX ROSTER

Jim AhearnVice President of Sales

[email protected]

Madison, WI

Melva LowryVP, Employee Benefits

Henriott [email protected]

Lafayette, IN

Heather SmyrlCEO

Highpoint Insurance [email protected]

Houston, TX

Greg HotchkissCFO

Hotchkiss Insurance Agency, [email protected]

Carrollton, TX

Barry RichterPresident

[email protected]

Madison, WI

Scott BoardmanPresident

Hickok & Boardman Insurance, [email protected]

Burlington, VT

Brandon SmyrlPresident


Houston, TX

Greg HorridgePresident

Indaco Risk [email protected]

Charlottesville, VA

Rick DavisCEO

Henriott [email protected]

Lafayette, IN

Mary FarleyVP, Operations & Administration

Hickok & Boardman Insurance, [email protected]

Burlington, VT

Ken HotchkissCOO


Houston, TX

Brian KapiloffPresident

Insgroup, [email protected]

Houston, TX

Kelley HenriottVice PresidentHenriott Group

[email protected], IN

Amy NicholasOperations Manager


Houston, TX

Mike HotchkissCEO


Houston, TX

Philip WiseSenior Vice President

Insgroup, [email protected]

Houston, TX

APPEX ROSTER

Melinda GibbsChief Operating Officer

Insurance [email protected]

Honolulu, HI

Trent DaileyPresident

Insurance Management Group [email protected]

Marion, IN

Chris JohnsonPresident & Partner

JA [email protected]

Bedford, IN

Johnny MossCFO

K&S Insurance [email protected]

Rockwall, TX

Michel VinetPresident

Insurance [email protected]

Honolulu, HI

Pete AisbetExecutive Vice PresidentIntegrated Risk Solutions

[email protected], WI

Jeff NealVice President & Partner


Bedford, IN

John GageSystems Administrator

Knight Insurance [email protected]

Toledo, OH

Rich MillerPartner

Insurance Group, [email protected]

Columbia, MO

Tom PreciaPresident & CEO

Integrated Risk [email protected]

Waukesha, WI

Clint ParkerOperations Manager


Bedford, IN

Diane Keil-HippChief Operating OfficerKnight Insurance Group

[email protected], OH

Jason SwindlePartner/Benefits Consultant

Insurance Group, [email protected]

Columbia, MO

Cory JohnsonVice President/Partner


Bedford, IN

Vinnie HagerPresident

Jacobson, Goldfarb and Scott, [email protected]

Holmdel, NJ

Julie ErtzVice President, Customer Service

Kraus-Anderson [email protected]

Burnsville, MN

APPEX ROSTER

Patti SchmidtVice President/CFO

Kraus-Anderson [email protected]

Burnsville, MN

Zachary GleasonVP, Commercial Lines

Lighthouse Insurance Group, Inc. [email protected]

Grand Rapids, MI

Bob MahowaldManaging Partner

Mahowald Insurance [email protected]

St. Cloud, MN

Chuck GriswoldPartner

McSherry & [email protected]

Watsonville, CA

Mike KuhlPresident

Kuhl [email protected]

Morton, IL

Geoff WidlakExecutive Vice President

Lighthouse Insurance Group, [email protected] Rapids, MI

Dave Mahowald Partner


St. Cloud, MN

Tim HallCFO

McSweeney & Ricci Insurance Agency, [email protected]

Braintree, MA

Doug ChildersPresident & CEO

Lassiter Ware, [email protected]

Leesburg, FL

Kevin BriggsPresident

Louisiana [email protected]

Lafayette, LA

Dave BachanPartner


Watsonville, CA

Tim KaneCOO


BRAINTREE, MA

Mandy FunkhouserVP, Accounting

Lassiter Ware, [email protected]

Leesburg, FL

Kristi CoxAgency Accountant


St. Cloud, MN

Steve DukePartner


Watsonville, CA

Pat LearySales Executive


Braintree, MA

APPEX ROSTER

Mary Lou RicciPresident & CEO


Braintree, MA

Kerry MorrisChief Operations Officer

Morris & Garritano Insurance Agency, [email protected]

San Luis Obispo, CA

Douglas MacDonaldPresident

Murray & MacDonald Insurance [email protected]

Bourne, MA

Shahrad NahaiDirector

Nahai Insurance [email protected]

Beverly Hills, CA

Roberts LeePresident

Meadors, Adams & Lee, [email protected]

Little Rock, AR

Brendan MorrisChief Executive Officer


San Luis Obispo, CA

Richard RankinChairman, President & CEO

Murray [email protected]

Lancaster, PA

Bijan NahaiPresident

Nahai Insurance [email protected] Hills, CA

Jeff UtechtCOO

Meadors, Adams & Lee, [email protected]

Little Rock, AR

Dan TroyPrincipal, Employee Benefits Practice Leader


San Luis Obispo, CA

Stephen RileyExecutive Vice President


Lancaster, PA

Robert NitschePresident

Nitsche Group, [email protected]

Giddings, TX

Gabe GarciaChief Financial Officer


San Luis Obispo, CA

Ross JohnsonPresident

Mountain State Insurance Agency, [email protected]

Charleston, WV

Sheri RileyBusiness Development Officer


Lancaster, PA

Lance OlsonExecutive Vice President

Olson & Olson [email protected]

Greenwood Village, CO

APPEX ROSTER

Darrell OlsonPresident

Olson & Olson [email protected]

Greenwood Village, CO

Melissa RuttenCFO

Palmer & [email protected]

Atlanta, GA

Mike ReaganPresident

Reagan [email protected]

Marcellus, NY

Don BallaManaging PrincipalSimpson McCrady

[email protected], PA

Ryan GilmoreCFO

Overmyer Hall [email protected]

Columbus, OH

Ben PattersonPresident

Patterson & Associates [email protected]

Richardson, TX

Peter EwendPresident & CEO

Saginaw Bay [email protected]

Saginaw, MI

Clayton SaftnerPrincipal & COO

Simpson [email protected]

Pittsburgh, PA

Greg OvermyerCEO

Overmyer Hall [email protected]

Columbus, OH

Stephen PinePrincipal

Patterson & Associates [email protected]

Richardson, TX

Jim RobertsCOO/CFO

Saginaw Bay [email protected]

Saginaw, MI

Brian SmithPresident

Smith-Feike-Minton, [email protected]

Wilmington, OH

Jack CayPresident

Palmer & [email protected]

Atlanta, GA

William DarceyCEO

Provider Insurance Group, [email protected]

Needham, MA

Craig HassingerPresident

SeibertKeck [email protected]

Akron, OH

Mark LudickDirector of Sales & Marketing

Starke Agency, Inc., [email protected]

Montgomery, AL

APPEX ROSTER

Trey Starke IIIPresident

Starke Agency, Inc., [email protected]

Montgomery, AL

Paul MattesVice President & PrincipalSterling Insurance Group

[email protected] Heights, MI

Margie SevignyComptroller

The Avon-Dixon [email protected]

Easton, MD

Jimmy WardChief Executive Officer

The Crichton [email protected]

Nashville, TN

Mary StarrExecutive Vice President

Starr Group, [email protected]

Greenfield, WI

Doug BollmanManaging PartnerTaggart Insurance

[email protected], CO

Richard TrippePresident & CEO

The Avon-Dixon [email protected]

Easton, MD

Joe BrownCEO

The Insurance [email protected]

Rockville, MD

Tim StarrCEO

Starr Group, [email protected]

Greenfield, WI

Doug GrandeManaging PartnerTaggart Insurance

[email protected], CO

Michael RodgersManaging Partner

The Axial [email protected]

Burlington, MA

Jeremy WelshExecutive Vice PresidentThe Insurance Exchange

[email protected], MD

Joe HaneyPresident & Principal

Sterling Insurance [email protected]

Sterling Heights, MI

Bud BonnerPresident

[email protected] Gilbert, AZ

Cooper JonesPresident

The Crichton [email protected]

Nashville, TN

Cheri AmaroEVP/Director, Corporate Operations

The Liberty Company Insurance [email protected]

San Jose, CA

APPEX ROSTER

Jerry PickettCEO

The Liberty Company Insurance [email protected]

Woodland Hills, CA

Matt BakerPresident

ThompsonBaker Agency, [email protected]

St. Augustine, FL

Mathew GeffinVice President

Webber & [email protected]

Northampton, MA

Kevin HeislenCFO

[email protected]

Jefferson City, MO

Matt MillerPresident

The Miller [email protected]

Overland Park, KS

Tim BeglinCFO/Owner

Vantreo Insurance [email protected]

Santa Rosa, CA

Bill GrinnellPresident

Webber & [email protected]

Northampton, MA

Jim NeunerVP, Employee Benefits & Financial Services

[email protected]

Jefferson City, MO

Pat MurphyPresident of P&CThe Miller Group

[email protected] Park, KS

Stephen BenderCEO

Warren G. Bender [email protected]

Roseville, CA

Paula BeersOperations Manager

Wilson, Washburn & Forster, [email protected]

Miami, FL

Robert KestenbaumCEO

York International Agency, [email protected]

Harrison, NY

Greg SmartChief Operating Officer

The Miller [email protected]

Overland Park, KS

Edward JohnsonVP, Construction RiskWarren G. Bender Co.

[email protected], CA

Sarah WashburnPresident

Wilson, Washburn & Forster, [email protected]

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

[email protected](214) 556-1460

Plano, TX

Steve BollandManaging Director

[email protected](212) 972-4880New York, NY

George BucurSenior Consultant

[email protected](440) 392-6543Woodmere, OH

Michael D'AlessandroFinancial Analyst

Michael.D'[email protected](440) 392-6540Woodmere, OH

Beth BaileyExecutive Assistant


Megan BosmaSenior Vice President


Lauren ByersDirector of Marketing


Chris DarstSenior Vice President

[email protected](949) 234-9648Dana Point, CA

Lexi BalesEvent Coordinator


Dottie BrownProject Coordinator, Broker/Dealer


Christina CarzooMarketing Coordinator


Steve DassaniConsultant


Donna BolingerConsulting Analyst

[email protected](616) 214-3148Grandville, OH

Brett BuckinghamLead Search Consultant

[email protected](616) 214-3012Grandville, MI

Molly ConnellSenior Consultant


Valerie DeMellExecutive Vice President


STAFF ROSTER

Justina DuganAccountant


Michael GogolaConsultant


Stephanie HanayikCCO, Vice President


Jua'nean JonesAdministrative Assistant


Brian EgglestonRecruiting Team Leader


James GrahamSenior Consultant

[email protected](949) 272-0351Dana Point, OH

Kyle HoeftConsultant


Danica JonesAdministrative Assistant


Courtney FerraraSenior Consultant


Eric HallinanVice President


Kristin HoweConsultant


Micki KincaidProject Coordinator, Networks


Dustin GiovannelliConsultant


Rob HamiltonVice President


Jonathan HullFinancial Analyst


New York City, OH

Nick KormosVice President


STAFF ROSTER

Stephen KraigApplication Developer


Brooke LiuLead Search Consultant


Grand Rapids, MI

Jack McDermottData Analyst


Mitch MikoleticConsultant


Robin LandConsultant


Plano, TX

Albert LloydExecutive Vice President


Tom McDonaldVice President


Christina MoranBusiness Unit Manager, [email protected]

(440) 220-5273Woodmere, OH

Jan LesniokPHP Administrator


Sarah LucasVice President


Bryan McMullanIT Director


Josh MorganUnit Manager, Recruiting


Tom LinnExecutive Vice President


Amber MartinSenior Accountant


Mike MetzChief Financial Officer


Chad MorganVice President


STAFF ROSTER

Roxanne MorrowProject Coordinator


Swar PatelData Analyst


Andy RobertsSenior VP/IT Manager


Liz RogersHuman Resources Manager


Erin MurrayAdministrative Assistant


Zack PittmanSales Management [email protected]

(440) 220-4100Woodmere, OH

Chris RochfordSales Management Consultant


Jared RoyConsultant


Dale MyerManaging Director


Tami ProtheroConsultant


Casey RogersConsultant


Wendy SantiagoAdministrative Assistant


Justin NockengustFinancial Analyst


Rob RichardsFinancial Analyst


Chas RogersNetwork/Desktop Engineer


Kerry SarosyHuman Resources [email protected]

(440) 392-6554Woodmere, OH

STAFF ROSTER

Dan SkowronskiSenior Vice President


Jessica StogranDirector of Events


Jordan VictorData Analyst


Elissa WaldmullerResearch Analyst


Bethany SnyderSenior Consultant


Ben SwannVice President


Plano, TX

Curt VondrasekVice President

[email protected](440) 392-6707Naperville, OH

Wayne WalkottenExecutive Vice President


Daniel SosnayConsultant


Phil TremSenior Vice President


Dan VucenovicUnit Manager, Financial [email protected]

(440) 220-5430Woodmere, OH

Christi WallarVice President/Controller


Rachelle SpencerSenior PHP Analyst


Brad UngerVice President


Melodie WadeAdministrative Assistant


John WeplerChairman and CEO


STAFF ROSTER

Andy WhiteMember Services Specialist


Doug YohCEO Emeritus


Spencer WhitmoreSearch Analyst


Dani ZhelezovaData Consultant


Jim WocheleUnit Manager, Sales Management


Alison WolfDirector of Research


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.

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

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