With Policy Works, you get more than software. You get the tool you need to grow your brokerage’s commercial business. Because each brokerage is different - different people, different priorities, different goals - it’s good to read at least a couple different success stories to get a sense of how your brokerage could benefit from using Policy Works.
According to Executive Vice President and Managing Director Gillian Van Kempen, Policy Works will be a crucial ally in Best Buy’s aggressive growth strategy now and in the future. “To put it simply, the Policy Works people really get it when it comes to commercial lines,” she said. “What they do at Policy Works is great and I hope they keep kicking it in the right direction.”
General Manager Darin Oakford notes that some of his brokerage’s clients find it hard to believe they are getting a quote and an opportunity to bind coverage so quickly. “We got a call from a client who said he was still waiting to get a quote back from the other broker,” he says. “With Policy Works, we had his policy bound and documents issued before he even got the quote.”
Cooke Insurance was keen to grow its commercial lines business in an aggressive manner. “At one time we were a 75 per cent personal lines brokerage,” says Jeff Cooke, President. “We made a concerted effort on the commercial side to get a more balanced approach.” Keeping Cooke Insurance from growing its commercial business, however, was its infrastructure: its internal systems and processes. “We had spreadsheets, we had Word® documents and programs all over the place. There was no consistency between our proposals, submissions and client communications. When I saw Policy Works, I said, this just makes sense. I have looked at many other solutions over the years. I believed this was the route we had to go to set ourselves apart, so we had it installed.”
“As our commercial department started to expand, one of our biggest challenges was bringing on new staff and training them,” says Brock Longworth, Commercial Account Executive. ” When you are transitioning more to a commercial lines brokerage you have to do all sorts of training and bring new staff up-to-speed in terms of insurance processes and knowledge.” To handle the increased commercial activity, Cornerstone Insurance invested in Policy Works. One of the immediate payoffs was reducing the hiring and training time required for new recruits.
Jordan Manzer, President of Manzer Insurance Services says he has established stretch growth targets for his brokerage. Already, things are starting to fall into place for the feisty new competitor in New Brunswick’s commercial insurance marketplace. “Our goal for the first 18 months is to go over the $1 million premium mark – and we are well on our way to achieving that,” he concludes. “Having Policy Works as a partner has been critical in that growth strategy.”
MIG Insurance Group Ltd. (MIG) is an innovative network of insurance brokers with 9 offices and approximately 50 employees across Manitoba. MIG is using Policy Works to target growth, both new business and expanded sales opportunities, in their commercial lines department. MIG Insurance has made the first step of creating greater efficiency and standardized submissions in its commercial lines workflow. Doug Fast, VP Commercial notes, “We realized Policy Works was going to be the way of the future for us as we grow our commercial book. Now, we are trying to grow as an organization and enhance our reputation.”
Will Marshall Insurance was an early adopter of Policy Works, bringing the commercial management system (CMS) on board in 2004. The brokerage wanted to bolster its commercial volume and gain a competitive edge, according to Janice Schoonhoven, Commercial Account Executive and Operations Manager. “Looking back from today’s perspective, we can’t even fathom doing business the old way of paper-based files,” Schoonhoven observes. “There have been so many changes in technology. It really has dictated to brokers how they will adapt – are you going to be part of the 21st century or are you going to be stale, sitting back and watching change happen?”
Not too long ago, Wilson Insurance’s commercial insurance department had bulky file cabinets full of paper-based files that served as the brokerage’s organizational base for business clients. A management decision to revamp how the brokerage handles commercial accounts signaled the end of hard copy storage and a new era of online, multi-user access files available at the click of a mouse. That decision brought the Policy Works commercial insurance solution to Wilson Insurance.
The ability to operate from one commercial management system (CMS) across different locations has been a big plus for Youngs Insurance, says Cindy Gravelle, Vice President of Commercial Lines. “We service all of our offices through one centralized marketing system,” she said. “The consistency of Policy Works is key when you have that many offices and that many people putting submissions together. We couldn’t do it properly without something like Policy Works.”