CJ Campbell grows commercial book with Policy Works


In 1986, senior partner Fred Weisse of Calgary’s C.J. Campbell Insurance opened up a location in Edmonton to capitalize on growth in northern Alberta. The Edmonton operation has succeeded in its revenue targets, reaching close to $6 million in premium volume with just nine full-time employees.

Commercial-Lines Challenge

However, the Edmonton brokerage was seeking a better way of serving business insurance clients and integrating these accounts with its broker management system: The Agency Manager (TAM). It also wanted to provide its small but effective team with innovative and flexible tools to handle commercial lines.


Recognizing the early potential of Policy Works, C.J. Campbell was one of the first to sign on with the system in 2000. In the early stages, the main benefits of Policy Works for C.J. Campbell were the ease of gathering customer information, the ability to put together thorough underwriting submissions and the provision of high-quality documents for commercial clients.

“I would have to say the best feature of Policy Works is its efficiency,” says Darin Oakford, General Manager, C.J. Campbell Insurance. “It has a very clean process. We get a client call, put together the submission, receive the quote from the company and send back the proposal. It is so fast. Since we began using Policy Works for submitting new business, we have had substantial growth in our commercial book, with a 24 per cent growth in the last 2 years alone. A lot of the credit has to go to Policy Works.”


Policy Works has made us far more efficient on the employee side. We have been able to write a lot more premium with the same number of people.

Darin Oakford, General Manager

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.”

“What a fantastic tool for commercial lines,” states Oakford. “With just a couple clicks of your mouse, Policy Works creates a PDF document that we can fire off to underwriters. Many underwriters have told us they are impressed with the quality of the submissions.”

That quality comes through for the client with Policy Works, according to Oakford. “We can then send the same PDF back to the client by inserting the premium. If the client asks questions, we can insert explanations of coverages. Policy Works really does provide a professional, polished product to the client.”

But there was another audience at C.J. Campbell that benefited greatly from the full adoption of Policy Works: employees. “Policy Works has made us far more efficient on the employee side. We have been able to write a lot more premium with the same number of people. Plus, we have kept our employees and haven’t had to hire or train new people, which is a big issue in Alberta.”

That level of efficiency is further refined through Policy Works’ smooth integration with The Agency Manger, C.J. Campbell’s broker management system. “The TAM integration into Policy Works is fantastic,” Oakford says. “It will automatically do the five things you need to get done at the click of a button.”

“The bottom line of technology is giving customers better service — that is not necessarily something they have been accustomed to in the insurance industry. But they are demanding it more and more today.”