2:30-3:30 PM

Leading Multigenerational Teams in Organizations
Coleman Ruiz – Retired Navy SEAL

A popular concept in media and management training is that young employees today are different, more entitled, less motivated, communicate differently, operate with different expectations, and have a different work ethic than you expect. This workshop will challenge that notion and demonstrate that it’s us, the parents, teachers, administrators, coaches, and bosses that are different today. We assume these differences exist and handicap ourselves by stereotyping an entire demographic of future leaders.

In a follow up to his TMPAA Summit leadership presentation, Coleman Ruiz, retired Navy SEAL Commander and Instructor, will explain his position that the leader, parent, coach, teacher, administrator and boss that fails to lead bravely and effectively is stealing from their teamstealing opportunity, stealing development, and stealing someone’s chance to improve. Attendees can expect to leave this workshop with information about what your teams really need from you and how to develop great followers who take responsibility, challenge, participate in transformation and take action.

The basis for this workshop was formed as a result of Mr. Ruiz’s following experiences:

  • SEAL Instructor in 2005/2006 and again in 2008, training guys straight out of high school or college
  • Spending time in the service where every year, as your team progresses, you assimilate new people (“rookies”) into a troop/platoon
  • Training young athletes at all college levels
  • Business experiences assimilating and leading multigenerational teams
  • Serving as a lecturer and writer for a course on Mission Critical Teams at the University of Pennsylvania, McNulty Leadership Program at the Wharton School
  • Ongoing work with midshipmen at the U.S. Naval Academy
  • Independent research on teams for the Wharton People Analytics department

Click here for bio.

4:00-5:00 PM

Program Administrator Town Hall
Lessons Learned II - Moving a Program

Moderator: Tom Gillingham, Everguard Insurance
Kim Ayala, Landscape Contractors Insurance Services
Jim Jinhong, NationsBuilders Insurance Services (NBIS)
Chris McGovern, All Risks, Ltd.

Successful program administrators all encounter obstacles at some point in their journey. Ironically, what they learn from those challenges, and how they respond to them, frequently contributes to their long range success. A panel of program administrators will discuss specific issues regarding moving a program to a new carrier market, sharing the lessons learned along the way. Set this time aside in your meeting schedule to attend!



10:30 AM-12:00 PM

Leveraging LinkedIn for Business Development
Brynne Tillman, PeopleLinx

The buyer's journey has changed. Buyers are now researchers, explorers, self-educators and collaborative decision makersand it's significantly impacting the traditional sales process. The Know, Like and Trust mantra is now Attract, Teach and Engage. If you are not breaking through the noise, gaining access to stakeholders and positioning yourself as a thought leader and subject matter expert, your competition will. In this session you will learn to:

  • Develop a profile that attracts, teaches and engages your targeted audience
  • Engage with those that views your profile
  • Find targeted prospects and candidates
  • Leverage your network for warm introductions
  • Connect with purpose
  • Schedule calls with new and existing connections
  • Share content that piques candidates and buyers curiosity

3:30-5:00 PM

Captive Open House 

Following the popular presentation at our fall meeting, we are creating a different opportunity to learn more about captives and the opportunities they offer for your program business. Representatives from the Association will be available to answer your questions, including:

  • Program Administrators who have developed captives for their business
  • Carriers who offer a variety of captive alternatives options
  • Companies who offer captive management and consulting services

The open house is designed to accommodate both the attendee looking for some first time information as well as those who already have captive experience.

View the experts attending the Captive Development Open House.

10 reasons to consider a captive for your agency's business

  1. Enhanced agency perpetuation strategies using profits from agency captive
  2. Alignment of interest with the fronting carrier
  3. Can be comparably better than current incentive plan(s)
  4. Leverage agency underwriting expertise into additional profits
  5. More control over program structure and service providers
  6. Incentives through profit sharing
  7. Multi line or monoline programs
  8. More influence with fronting/policy issuing carrier
  9. Opportunity to create revenue from using agency ancillary services
  10. Enhanced tax benefits

Are you a Program Administrator who would like to share your captive development insights with your peers? Click here to discuss how you can help.




Assessing Cyber Coverage in Program Business

Moderator: John Weber - Sr. Associate Editor, AM Best
Patrick Thielen - Senior Vice President Financial Lines, Chubb
Erica Davis - Senior Vice President, Head of Specialty Products E&O, Zurich North America
James Eaton - Specialty Lines, Beazley
John Solari - Chief Underwriting Officer, Glatfelter Programs

Gregory J. Bautista - Attorney at Law, Wilson Elser

Cybersecurity continues to dominate headlines with new breaches being discovered in a wide variety of businesses. Correctly identifying the cyber risks in a book of business and offering adequate coverage to mitigate potential losses has become a growing challenge for program administrators. The TMPAA Cyber Panel composed of three leading cyber markets, a cyber legal expert and a program administrator will address the overall state of cyber coverage, the market's appetite for providing this coverage, policy form differences, emerging cyber threats, and the following topics:

  • What are PAs doing to provide this coverage on their programs?
  • How does a PA address the risk for themselves and their client base?
  • Approaches to sell this coverage / challenges to marketing
  • Current client uptake on this offered coverage
  • Risk of market aggregation for these policies
  • Significant losses and how they were adjudicated

Attend this presentation to educate yourself on this rapidly changing coverage and begin to identify the best solution to protect your insureds against their specific cyber exposures.


10:00-11:00 AM

Nine Essential Elements for Transitioning your Program to a New Market
Helen English, Distinguished Programs
Paul Mihulka, Zurich
Holly Jurek, York

Your market search was successful and you have found your next program carrier partner. Now what?

This workshop will explore the factors that will make your carrier transition seamless for your staff, producers and end buyer.

Our panel of experts will share their experience with this topic and cover the following:

  1. Developing a Strategic Plan
  2. Focusing on the Customer
  3. Transparency
  4. Trust, but Verify
  5. Addressing Cultural Differences in your Organizations
  6. Devoting Adequate Resources (like it was a merger)
  7. Details Demand Flexibility
  8. Effective and Frequent Communication
  9. Remember: What would Jimmy Buffett do?

Attendees can expect to leave with a checklist as a resource for future market changes.


10:00-11:00 AM

Selecting the Right Technology Partner
Wayne Umland, Wayne Umland Consulting - Moderator
John Przedpelski, Willis Programs
Craig Rappaport, AIX 
Art Seifert, Glatfelter Insurance Group

In this world of high tech solutions and enhancements, and with changes happening so quickly throughout our industry, there are solution providers who promise the world. How do you select the right vendor for your business? Come and understand what you need to do and prepare before you even talk with the first (of many) solution partners. Is it the strength or their technology, the best cultural fit, or a combination of both that will drive your decision? How do you make sure you choose the right partner who will deliver the right solution for you now and assist you after the solution in implemented? In this workshop, come and listen to those who have lived through this process and hear about some of the pitfalls and successes. Learn some tips to find that perfect partner. You'll leave with an understanding that might surprise you and with a checklist to assist in the process of making that decision.


11:00 AM-12:00 PM

Add Video to Your Marketing…How to Get Started
John Peck, Glatfelter Insurance Group
Taryn Kuhn, Glatfelter Insurance Group

Lights, Camera, Action: 2017 is the year for video. The statistics don’t lie – four times as many consumers would prefer to watch a video about a product than to read about it. Using the word ‘video’ in an email boosts click-through rates by 65%. Internet traffic is dominated by 74% video. Are you in the game? Join us for an informative session for tips on starting your video marketing program. We’ll talk equipment (and how little you really need), avoiding rookie mistakes, easy post-production, and how to leverage various marketing channels for maximum engagement. Sound too good to be true? With just an iPad and laptop we topped 27,000 views last year - let us show you how.

  • Equipment. You will be surprised how little you need to get started.
  • Filming. How to avoid rookie mistakes.
  • Design your video for maximum viewership.
  • Beginners post production
  • Integrating video and social

John Peck is a multimedia graphic designer specializing in video and 2D/3D design. With almost a decade of experience, he currently manages studio and off-site video production and post-production for Glatfelter Insurance Group. He shares his expertise as an adjunct professor at Towson University in Maryland, where he also obtained his bachelor’s degree in 3D design.

Taryn Kuhn is the Director of Marketing for Glatfelter Insurance Group. Working in the marketing space since 2003, she has grown the digital marketing, social media and public relations efforts for multiple organizations. She’s a graduate of York College of PA with a bachelor’s in communication and The University of Maryland with a master’s certificate in public relations.