Offering Commercial Insurance; Is it Right for my Credit union? April 5, 2016 Insurance Track Breakout Session #2

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1 Offering Commercial Insurance; Is it Right for my Credit union? April 5, 2016 Insurance Track Breakout Session #2

2 NACUSO s Financial Services Advisory Boards

3 NACUSO s Investment Services Advisory Board Carolyn Cereghino, BECU Matthew Clark, Financial Advocates Michael Prior, Credit Union Financial Network Jim Sarver, Lake Trust Credit Union Bob Adams, Columbia Community Credit Union Pete Snyder, Golden One Credit Union

4 NACUSO s Property & Casualty Advisory Board Lynda Andrews, First Line Insurance Services Nick Bloxham, SELCO Insurance Services Wes Wolf, TDFCU Insurance Agency, LLC Michael Gatrell, Credit Union Insurance Agency, LLC Ken Potter, Apollo Insurance Services Bud Bonner, The Arizona Group Mon Russell, Member s Insurance Center LLC James Sarver, Lake Trust CU Terry Aigus, Schools First Insurance Services, LLC

5 NACUSO 2016 Insurance Track Breakout Sessions Session #1 Tuesday 1:45 PM Can You Really Acquire Growth? Session #2 Wednesday 11:10 AM Offering Commercial Insurance; Is it Right For My Credit Union? Session #3 Wednesday 1:10 PM How Consumers Buy Insurance; The Competitive World and Changing Trends of Home & Auto Insurance

6 Bud Bonner President The Arizona Group

7 Arizona Federal Credit Union The Arizona Group Assets: 1.3 Billion Members: 122,000 Charter: Community Founded: 1936 Branches: 16 States: Arizona Headquarter: Phoenix, Arizona Established in 1993 acquired by Arizona Federal Credit Union in 2006 Trusted Choice Independent Insurance Agency Offer online Risk Management and HR Compliance Resources Provide our clients 24/7 Access to policy documents On-going development of Value- Added Services Platform Technology: Applied TAM

8 Equity Operational Profit 0 The Arizona Group Average Top 25%

9 Commercial Lines Personal Lines Group Individual P&C and L&H Commissions Average The Arizona Group

10 Lynda Andrews, CIC President Katherine Price, CIC Executive Vice President

11 Located in Englewood, Colorado 15 employees Growing with Credit Union Partners across the U.S. Dedicated Credit Union Division $25 Million in Premium Appointed with 16 A.M. Best A rated carriers MGA for Lloyds of London Combined, over 100 years of independent agency experience

12 We offer: Partner with an Independent Agency Turn-key solution for personal and commercial insurance NO start up costs Special member discount pricing Insurance solutions for EVERY Member; we never say no Dedicated, experienced sales staff with a consultative approach Annual marketing campaigns to generate member interest, coordinated with CU marketing staff Option to buy when the book is well established and generating a consistent income

13 Benchmark 50,000 member Credit Union $1,800,000 $1,600,000 $1,400,000 $1,200,000 $1,000,000 $800,000 $600,000 $400,000 $200,000 $0 premium commission 1% 2% 3%

14 Offering Commercial Insurance; Is It Right for my Credit Union?

15 Why should I get involved with Commercial Insurance? What are the risks I should be aware of? What are differences with Commercial Insurance I should know? What are the opportunities? What else should I consider?

16 Premiums range from $500 to $50,000 Primary form of coverage BOP BOP Business Owners Policy Property Business Income (of Business Interruption) Liability Business Auto Workers Compensation Other lines: Bonds, E&O, D&O, Employment Practices Liability, Excess and Umbrella

17 Classes that fall into Small Business Artisan Contractors Office/Professional Services Accountants, dentists, doctors, legal services, finance, insurance Retail Clothing, jewelry, gifts, liquor, hardware, auto parts Business Services Beauty shops, animal services, tax prep Restaurants Fast food, fine dining, coffee shops, deli Building Office Buildings, Credit Union Properties Manufacturers Sheet metal, machine shops, wood, plastics, food Wholesalers Durable Goods (cutlery, brick, stone, construction materials) Non Durable (grocery, dairy, fresh produce, books, periodicals, beer and ale) Garages Repair and service Apartments and Condominiums

18 Why does Small Business compliment Personal Lines and CU members? Member Benefit Improve Member retention Builds Personal Lines Insurance retention Transactional loyalty remains with the CU Service Center or in-house handling Do you need a Producer? Staffing is not prohibitive (one CSR can handle $200,000 in commission revenue) Credit Union members = small business entrepreneurs

19 Small Commercial is defined as accounts with commission revenue of less than $5,000 Average Performance High Performance CL Commissions per CL CSR CL Customers per CL CSR $140,000 $185,

20 Agency Revenue Range: $500,000 and Less $500,001 to $1,000,000 $1,000,001 to $2,000,000 $2,000,001 and Over # C/L Accounts/CSR N/A C/L Commission/CSR N/A $189,000 $209,000 $255,000 C/L Commission/Account $394 $556 $735 $1,173 # P/L Accounts/CSR P/L Commission/CSR $118,000 $113,000 $119,000 $150,000 P/L Commission/Account $129 $146 $162 $156

21 Middle Small Longer Sales Cycle Transactional Nature Niche Expertise Niche Marketing Expertise Consultative Servicing Service Center Solutions Focus on larger premium Focus on higher volume Lead Generation Incoming Requests

22 Faster Growth Larger Profit Sharing Potential Lead Relationship for cross-selling Commercial Loan Referrals

23 Fewer referral opportunities from Credit Union More rate sensitivity Thorough experience required Insurance market requirements Volume requirements

24 Safety Online OSHA log Sample Safety Policies Onsite Training Risk Management MedPro Loss Control Contract Review HR Intranet HR Compliance HR Hotline

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