MONDAY, APRIL 6, 2009
8:00 a.m.
LIC Board Meeting
12:00 p.m.
Registration/Exhibitors
1:00 – 1:10 p.m.
Chairman’s Welcome
Robert T. Martin, Vice President, District Agency Network,
Lincoln Financial Group, Presiding
1:10 – 1:30 p.m.
Robert A. Kerzner, CLU, ChFC, President & CEO
LIMRA, LOMA & LL Global Inc.
1:30 – 2:30 p.m.
Panel Discussion -- The Evolution of Profitability
AM Best analyst
-- discusses changes from industry perspective
Gregory D. Curran, CFA, Vice President, Business Development, AAM Company
Bruce Ferguson, Senior Vice President, American Council of Life Insurers (ACLI)
This panel lays the groundwork for the conference by providing a context for the profitability challenges we face today. Discussions range from the broad industry perspective of an AM Best Analyst, to the historic impact of economic, investment, and regulatory changes, to a very specific discussion of how these items have impacted the middle income market and the distribution of home service products.
2:30 – 2:45 p.m.
Networking Refreshment Break with Exhibitors
2:45 – 3:30 p.m.
Case Study #1 -- Are We Really Making Money on our New Business?
James A. Mallon, President & CEO
American General Life and Accident Insurance Company
Jim Mallon expands upon a lecture he prepared for the University of Alabama business school that addressed the challenges of maintaining profitability on legacy businesses in order to successfully leverage those profits into new businesses. In AGLA’s case, this challenge was made even more complicated by the introduction of their extremely innovative flagship product “Quality of Life Insurance.” This product was so unique that it required the creation of entirely new models for profitability. Hear Jim candidly discuss what he’s learned from this transitional process and how AGLA makes certain that their innovative new products are making money.
6:00 – 7:00 p.m.
Welcome Reception
7:30 p.m.
Dine Around
Check appropriate box on the registration form to participate.
TUESDAY, APRIL 7, 2009
7:30 a.m.
Networking Breakfast
8:30 – 8:45 a.m.
LIC Announcements
9:00
a.m – 12 p.m.
Guest Breakfast and Program
Check appropriate box on the registration form to
participate.
8:45 – 9:45 a.m.
Panel Discussion – Using the Past to Fund the Future – Maximizing Profits from Your Inforce Business
Greg Bruner, Senior Vice President, Director of Client Services
Michael Edwards Direct, Inc.
Jean Mork Bredeson, General Manager
Service 800
Jean Jennings, Assistant Director, Client Resource Services
Principal Financial Group
Greg Bruner discusses an innovative direct selling program that allows companies to offer peripheral products to existing customers that improve persistency and brand awareness, while providing a source of fee income on an otherwise declining revenue stream.
Jean Mork Bredeson discusses the use of customer service benchmarks and company initiated calls to policyholders as an inexpensive yet effective way to reach modest income customers who may not be accessible by traditional technology and no longer enjoy the monthly collection service of an agent.
Jean Jennings discusses Principal Financial Group’s extremely effective orphan policyholder unit that she has developed. Jean’s success in improving both persistency as well as new sales strictly by utilizing an internal client services unit is unprecedented.
9:45 – 10:00 a.m.
Networking Break with Exhibitors
10:00 – 11:00 a.m.
Case Study #2 – Are We Cutting the Right Things or Will This End Up Costing Us More?
Ralph L. Arnold, CPA, FLMI, Senior Vice President & Chief Operations Officer
Monumental Life Insurance Company
We’ve all been through expense reductions and are painfully aware of how difficult they are. However, although the immediate benefits of reductions are reflected in our P&L’s, it’s more difficult to assess the long term effects of those cuts in terms of productivity and profitability. Monumental Life’s CFO, Ralph Arnold, discusses an innovative and proactive initiative he implemented that phased-in and evaluated expense reductions as part of the company’s three-year strategic plan. He discusses how his company included the various department heads to evaluate and document the long-term as well as the short-term impact before they made any cuts.
11:00 a.m. – 12:00 p.m.
Strategic Use of Customer Data to Create Competitive Advantages
Keynote Speaker
Gary E. Hawkins, Chief Executive Officer
Green Hills Farms
Gary Hawkins is CEO of Green Hills Farms, an independent grocery store, President of Dataworks Marketing Group, LLC, author of
Building the Customer Specific Retail Enterprise, and a worldwide authority on data enabled customer initiatives. His innovative technology-driven customer initiatives have not only allowed his independent store to thrive against the larger chains, but have been so successful that he now has a second career as an international business consultant. Hear Gary apply lessons learned from the retail world that remain largely overlooked in the insurance industry.
12:00 – 1:00 p.m.
Networking Lunch with Exhibitors
1:00 – 2:15 a.m.
Weathering the Financial Crisis
Keynote Speaker
David E. Beck, Senior Vice President
Federal Reserve Bank of Richmond
David Beck will give a comprehensive view from the Fed's perspective covering the events leading up to the crisis, the policy actions that have been taken, and the long term considerations for banking and monetary policy. You won't want to miss this fascinating summary from an insiders point of view.
2:15 – 3:15 p.m.
Case Study #3 –Will Your Company Survive You – Creating a Legacy that Lasts
Louis Hipp, Senior Client Partner
Korn/Ferry International
Profitability is certainly a key factor for the survival of a company, but sustaining that profit beyond your tenure requires an entirely different skill set. Louis Hipp from Korn Ferry discusses how to successfully transition your company to the next generation through strategic talent acquisition in the context of succession planning. In this innovative presentation approach, Louis surveyed a number of LIC members prior to the conference and developed a case study that specifically addresses the concerns and issues that were identified as being most important to our attendees.
6:00 – 7:00 p.m.
General Reception
7:00 p.m.
Annual Dinner with Awards & Entertainment
Check appropriate box on the registration form to participate.
WEDNESDAY, APRIL 8, 2009
7:30 a.m.
Networking Breakfast
8:30 – 9:00 a.m.
LIC Announcements by Incoming Chair
Margaret Shehee Cole, Vice President, Secretary & Treasurer
Kilpatrick Life Insurance Company, Presiding
9:00 – 10:30 a.m.
Panel Discussion – The Future of Profitability
Mitch McCloskey, Executive Sales, ImageRight - discusses what’s next beyond paperless transactions and how technology innovations will continue to improve profitability through efficiencies.
Paul Klimek, Director, Business Development, Apptical - discusses how new technology and underwriting tools will change the way business is processed.
Robert C. Nommensen, Director, Marketing & Sales, Milliman-Intelliscript - talks about the direction of consumer database information and its impact on new underwriting techniques.
William Griffin, Jr., FLMI, CLU, Account Executive, Medical Information Bureau (MIB) - discusses the latest in MIB risk assessment database tools.
10:30 – 10:45 a.m.
Break with Exhibitors
10:45 – 11:30 a.m.
Town Hall Meeting – Open Forum Discussion of Presentations & Issues
11:30 – 11:45 a.m.
Closing
Attendees are encouraged to take advantage of our proximity to Capitol Hill by scheduling meetings with their Congressman and Senators at the conclusion of the conference.
|
Attend
the only conference that addresses profitability issues facing senior management of companies serving the modest and middle income markets.
You
will leave this meeting motivated and better prepared to shape your company’s
future. This is also a great way to establish and renew relationships with
industry contacts through networking sessions.
