Sentry Insurance National Accounts. Captain John Parker photo

Transcription

1 Captain John Parker photo Sentry Insurance National Accounts

2 5/8" Sentry Insurance National Accounts We would like to formally welcome you to Sentry Insurance National Accounts and introduce you to our three guiding principles Strength, Protection and Vigilance. We are truly different from our competitors and would like for you and your team to learn why. 1/2" In business since 1904, Sentry is based in Stevens Point, Wisconsin. As one of the most financially secure mutual companies in the industry, Sentry s focus is on providing long-term value to policyholders, not short-term value to shareholders. Our property and casualty companies long-standing A+ rating from A.M. Best is a testament to our financial strength and our ongoing ability to meet the needs of your customers. Established in 1965, Sentry National Accounts is a full-service operation specializing in providing the protection our clients need through the use of loss-sensitive workers compensation, general liability and auto programs. Beyond optimizing your clients coverage needs, we strive to become an integral part of the risk management experience, working with vigilance together with you and your clients to meet their unique service needs. Our team approach is the foundation of our service-oriented model providing the personal service and technological tools you and your clients need to manage their risks. Clients looking for flexible coverage and payment options, an exceptional service partner and a long-term solution for their insurance needs will find them with Sentry National Accounts. Brokers and agents who desire a partner in risk management with a dedicated sales and service team, flexible commission options and access to senior management need look no further than Sentry. The enclosed information provides more details on our capabilities. We look forward to discussing it with you in greater detail. Scott Miller Vice President National Accounts Shaun Sullivan Director of Sales East Dan Giles Director of Sales West

3 STRENGTH A Mutual Company Rated A+ by A.M. Best Focus on policyholder value Long-term fulfillment Ease of Use No appointment necessary No minimum volumes Flexible commission options Full-suite of value-added services Centralized Operations Sales and underwriting Claims and Safety Services Senior management access PROTECTION Sales and Underwriting Strategy Regional sales structure Large and mid-size companies Multiple loss sensitive programs Innovative security options Online Resources Sentry Insight Sentry@Your Service Web-based training OSHA recordkeeping tool Service Team Continuity of service Dedicated account infrastructure Sales Claims Safety VIGILANCE

4 1

5 Sentry Insurance A Mutual Company Financial Strength A+ Rating Founded in 1904, Sentry Insurance (Sentry) is one of the largest and strongest mutual insurance companies in America. With assets of $13.2 billion and a policyholder surplus of more than $4 billion*, Sentry Insurance is rated A+ by A.M. Best, the industry s leading rating authority. Policyholder Value, Not Shareholder Value At Sentry, we make a powerful promise to our 1.1 million policyholders to be there when they need us. As a mutual company, our focus is on the long-term benefits to our customers, not the short-term satisfaction of investors and analysts. Sentry s symbol, Revolutionary War hero Captain John Parker, represents our commitment to Strength, Protection and Vigilance. Sentry is headquartered in Stevens Point, Wisconsin, with claims offices strategically located throughout the United States. The strong work ethic of our 4,400 employees provides extra value to our policyholders each and every day. Long-term Fulfillment Due to our effective service delivery, strong financial position and commitment to our customers, more than 90 percent of our National Accounts customers are retained annually. Sentry s high retention rate can be attributed to the skilled and dedicated teams that work directly with our customers: Sales executives concentrate on total account management Underwriting teams build customized insurance programs with innovative coverages that may be adjusted as business needs change Claims representatives actively manage medical and disability resolution, medical cost containment, subrogation, special investigations and the litigation process Certified industrial hygiene staff identifies environmental workplace health hazards Safety services consultants coordinate safety and loss prevention measures to achieve a total safety culture Operations professionals customize information and accounting to achieve maximum convenience, efficiency and expense savings We invite you to discover why Sentry s Strength, Protection and Vigilance make us the right choice for your customers business insurance needs. Financial Highlights (Unaudited) (Thousands) December 31 Assets $12,197,284 $10,540,616 $6,945,195 $5,647,738 $4,326,913 Policyholders Surplus 3,649,706 3,027,632 1,976,693 1,511, ,633 Years ended December 31 Premiums earned 2,063,027 2,204,180 1,580,936 1,200,005 1,343,842 Income before net realized gains (losses) and income taxes 198, , , ,532 95,383 * Assets and policyholder surplus are as of Dec. 31, 2013, and represent the aggregate total for all members of the Sentry Insurance Group and are not reflective of any individual underwriting company.

6 Ease of Use No Appointment Necessary When working with Sentry, your territory manager or executive can accept submissions from your firm and provide quotes without an agency appointment. We realize that you may not have a large number of opportunities that would fit within our account profile, and therefore do not require a designated number of submissions or a particular premium requirement. Our goal is to make sure you have a good understanding of Sentry, our product offerings and our service capabilities so when the right opportunities do become available, you think of us as your market of choice. Thanks to our flexible program and security options, we are confident we can structure alternatives tailored to meet your clients particular coverage needs while matching their risk taking appetite. Our territory managers and executives are there to help you through the point of sale process, thoroughly presenting our program and service capabilities, so all parties are confident Sentry can be the ideal solution for you and your client. Flexible Commission Options As we structure our program solution for your client, we can include a commission load as desired. We do not have pre-established commission percentage loads, thus allowing you to include the commission income that you require to deliver upon the service commitments to your client. If you operate on a fee basis with your client, we can quote net of any commissions as well. By offering these flexible options, we hope to streamline our practices so that they easily meld with your business model. Value-Added Services Sentry provides a full complement of supporting services to you and your client. We aim to become part of the client s risk management team, working to meet their unique and particular service needs. We provide you with a dedicated service team, led by your territory manager or executive. Our claims specialist is a liaison between you and our claims handlers, providing a single source contact for your claims service needs. Our loss control consultant is there to help your client with safety and loss control programs, working in conjunction with your team to meet the client s safety goals and objectives. In addition, we provide you and your client complete access to our RMIS system, Sentry Insight, at no additional charge. There is no limit to the number of users or hours of usage. This real-time claims information system allows you and your client to actively monitor individual claim activity, as well as generate desired loss reports.

7 You and your customers will have ongoing, immediate access to decision makers when a need arises.

8 Centralized Operations As previously mentioned, for more than 100 years Sentry has been based in Stevens Point, Wisconsin, in the heart of the Badger State. This centralized location allows us to serve our customers from coast to coast from our corporate headquarters. In fact, of our 110 National Accounts employees, only 20 are based outside of Stevens Point. Sales, Underwriting and Client Services In Stevens Point, our sales and underwriting personnel sit side by side to ensure that your submissions are reviewed and quotes released as quickly as possible. Last-minute negotiations are handled promptly and efficiently, as our team can get together face to face to provide you with top-notch front-end service. While six of our 17 territory managers and executives do reside in their territories, our two directors of sales, director of underwriting and National Accounts vice president are all on hand to work for a quick resolution that benefits both you and your client. Unlike many of our competitors, we also locally staff our billing, rating, audit and client advisory (a key contact for both brokers and insureds), which means that as issues arise, they can be resolved face to face quickly and efficiently. Claims and Safety Services The majority of those based in the field work for our claims and safety services groups. This provides us with the ability to act quickly to critical client needs, whether they result from a loss, an impending safety issue or a request for general safety training. These units are directed by their respective management teams from our home office rather than run as independent field operations. The significant benefit to home office management is that we can efficiently gather and disseminate best practices and new products to the field in a centralized manner that ultimately benefits insureds. Senior Management Access A key philosophy upon which our success hinges is transparency throughout the sales and customer service chain of command. We believe we distance ourselves from our competitors with our ability to provide you with access to senior leadership, whether it s our various directors within the operation, the National Accounts vice president or even Sentry s top executive level. Our National Accounts Vice President Scott Miller takes an active customer- and broker-oriented view of our business and diligently works to ensure that the products we offer are delivered as promised. Internally, the transparency and communication instilled within the operation makes certain critical issues are brought forward and resolved with the full knowledge of every level.

9 Sales and Underwriting (continued) Multiple Loss-sensitive Program Options Besides the traditional monthly paid loss program options, Sentry offers: Monthly incurred loss programs Prefunded plans with or without loss development factors Standard incurred retros Loss cost multiplier plans Hybrid plans are also available as needed Other Features: Loss-sensitive plans offered with or without loss aggregates Claims handling charges billed through a loss conversion factor or claim fees Innovative Security Options Sentry understands the need to offer alternatives for insurance-related collateral requirements. We are dedicated to working with businesses to find optimal solutions to meet collateral requirements. Below are five options available to our customers: Prefunded Loss Plans Estimated ultimate losses and loss adjustment expenses are held in a loss fund. All premium and loss fund obligations are payable in 12 installments, with annual adjustments to estimated ultimate losses thereafter. There is no collateral with these plans. Monthly Incurred Plans These plans bill monthly paid and case reserve activity, offering many of the same cash flow advantages as a paid loss plan. An additional benefit is a reduced or waived collateral requirement depending on the financial strength of the insured. No loss fund is required with these plans. Cash as Collateral Cash can be posted as collateral and Sentry will pay interest on this amount. There is no surcharge for posting cash as opposed to other methods. Trusts as Collateral These are accepted for accounts with above-average financial strength. Trusts typically offer a more cost-effective approach to posting collateral than a Letter of Credit. They can also earn interest on the assets posted. Letters of Credit This common approach to fulfilling collateral requirements is accepted by Sentry.

10 Sales and Underwriting Regional Sales Structure To ensure that we understand the business conditions and challenges that face our clients as the geography changes, Sentry has segmented the country into seventeen regions serviced by 17 dedicated territory managers and executives, with oversight from two directors of sales with previous experience across the country. Large and Mid-size Companies Over time, Sentry has solidified itself as a leader in the placement of loss-sensitive and excess workers compensation for accounts with manual WC premium in excess of $500,000. Our dedication to clients through active claims and safety management further means that we not only provide superior pricing and security options, but also critically help our customers mitigate their exposures before losses occur. Below you will find a graphic depicting our industry mix and expertise: 8% 5% 2% Manufacturing General Services Health Services Wholesale Finance/Insurance Retail Other 10% 48% 12% 15%

11 We abide by this simple but powerful promise to be there when customers need us most.

12 Service Team Approach When your clients insure their business with Sentry, they, and you, will work with an experienced team of professionals that understands that every business has unique insurance needs. Our strategy defines accountability and places it with a few dedicated individuals broker and client will have no question about who to call when a need arises. Our goal is to provide continuity throughout the relationship; therefore, once in place, your team is intended to stay intact for the life of the account. Sales The sales team is made up of the director of sales, your territory manager or executive, client advisor and underwriter. Your territory manager or executive is the quarterback of all accounts you place with Sentry. With the support of the director of sales, he or she will be involved in all aspects beginning with initial prospecting, the placement process, account servicing and the renewal process. Client advisors make up a substantial part of our organizational background. They provide day-to-day office support to you and your client, as well as your territory manager or executive. Claims At Sentry Insurance, we make a powerful promise to our customers to be there when they need us. That promise is reflected in the manner in which we handle claims. Sentry maintains claims service centers across the United States, with offices in: Stevens Point, Wisconsin Westford, Massachusetts Richmond, Virginia Scottsdale, Arizona Your dedicated claims representative, supported by the director of claims services, actively manages claim files according to the special handling instructions our customers request, and by adhering to Sentry s established best practices. Sentry s claims best practices provide a consistent, prudent and cost-effective approach for mitigating the impact of our customers workers compensation and liability losses. By utilizing best practices, we are able to resolve claims efficiently and accurately. Safety Services Sentry s Safety Services can help businesses save lives, time and money. Our team of professional safety consultants guides customers through risk scenarios, regulatory demands, training and program gaps. Sentry is dedicated to providing services that help protect businesses, their finances and employees. As part of your clients service teams, a dedicated safety consultant will be provided and supported by the unit s director. The consultant will provide extensive training as requested as well as process audit, root cause analysis and other services that will help build an operational culture of safety. For more information on any of these topics, please contact your territory manager or executive.

13 Online Resources Sentry Insight Now managing risk can be smarter, easier, and more efficient than you ever thought possible. Sentry Insight is a powerful, complete and easy-to-use risk management system that provides you with near real time data access for detailed claim information and data views. The system also provides you with access to historical point-in-time data for reporting and analytics. Claim Information at Your Fingertips With Sentry Insight, you have both a comprehensive overview as well as complete claim detail information whenever and wherever you need it. Run and Share Reports See historical claims data graphically at a glance with Sentry Insight s dashboards. Run reports based on standard templates or customize your own. Be Alerted Whenever, Wherever Be quickly notified of changes in your business with proactive communications via text, and online. Keep It Safe Turn to Sentry Insight s industry safety articles, tips and insights on maintaining a healthy workforce, reduce accidents and build a total safety culture. Introducing the Watch List Keep track of important individual claims and ensure nothing falls through the cracks. Sentry@Your Service Sentry customers enjoy the convenience of having a wealth of information at their fingertips with our online resource, Your Service. The system is a proprietary product that has evolved from a modest claims management system into a robust risk management tool and forms the core of our client reporting and information services. The system is under continuous review to ensure that it offers abundant information, easy access and leading technology. With Your Service, our customers have access to: 24-hour online claim reporting Safety library and Sentry Safety Sciences more than 100 online safety publications Web-based training more than 160 web-based courses on varying safety topics Discounted safety supplies Current alerts to keep customers up to date on disasters and emergencies Links to pharmacies and PPO providers OSHA Recordkeeping System Sentry offers customers an easy-to-use system for recording and updating workplace incidents that minimizes the amount of time and manual effort required. The system also provides the ability to generate OSHA-required reports on demand helping customers comply with OSHA requirements.

14 1800 North Point Drive Stevens Point, WI Toll free: sentry.com About Our Corporate Symbol Captain John Parker who led the colonists in the first battle of the American Revolution in Lexington, Massachusetts is the proud symbol of the Sentry Insurance Group. Captain Parker represents Sentry s powerful promise of STRENGTH PROTECTION VIGILANCE Property and casualty coverages and safety services are underwritten, issued and/or administered by a member of the Sentry Insurance Group, Stevens Point, WI. For a complete listing of companies, visit sentry.com. Policies, coverages, benefits and discounts are not available in all states. See policy for complete coverage details /09/2014