Agenda (48)


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.



Sunday, October 15

1:00 p.m. TMPAA Charities Networking Golf Tournament (dinner to follow)–Sponsored by Rough Notes


Monday, October 16

8:00 a.m. Networking Lounge Opens-Sponsored by Allianz Global Corporate & Specialty

8:30-10:30 a.m Continental Breakfast- Sponsored by Great American Insurance Group

11:00 a.m. Trade Show OpensSponsored by NetRate

12:00 p.m. Networking Lunch - Sponsiored by ValueMomentum

2:00-3:00 p.m. State of Program Business Study Presentation

4:00-5:00 p.m. INDUSTRY SPEAKER  Steven DeCarlo, CEO, AmWINS Group, Inc.

5:00–6:30 p.m. Welcome ReceptionSponsored by Hudson Insurance

PLEASE NOTE:  Off-site evening activities should not be scheduled prior to 7pm.


Tuesday, October 17

7:00 a.m. Networking Breakfast - Sponsored by Broadspire/Crawford

8:00 a.m. Networking Lounge Opens-Sponsored by Allianz Global Corporate & Specialty

8:00 a.m. Trade Show OpensSponsored by NetRate

8:30 a.m. General Session: Announcements/Best Practice Awards
               KEYNOTE SPEAKER  Captain Mark Kelly 
Sponsored by Zurich 

10:30 a.m.–5:00 p.m. Carrier Networking Lounge Open Sponsored by Great American Insurance Group

10:30 a.m.–12:00 p.m. Lloyd's Open House – Sponsored by Lloyd's 

12:00 p.m. Networking Lunch - Sponsored by Old Republic Specialty Insurance Underwriters

4:00–5:00 p.m. Workshop: New Program Development - Market Interest and Expectations

5:00–6:30 p.m. Networking Reception-Sponsored by Sedgwick Claims Management

9:00–11:30 p.m 8th Annual Charities Casino Night–Presented by York Programs

PLEASE NOTE:  Off-site evening activities should not be scheduled prior to 7pm.


Wednesday, October 18

7:00 a.m. Networking Breakfast - Sponsored by NARS

8:00–9:30 a.m. General Session: Announcements, Presentation of CPLs
                        PANEL PRESENTATION: InsurTech Dilemma, the Accelerating Change of the Insurance Landscape
- Sponsored by AAIS

10:00 a.m. Workshop: PA Contracts- It's only your financial future at stake!

10:00 a.m. Workshop: Grow your program and bottom line with Fac placement

11:30 a.m. Box Lunch


Click here for printable agenda (PDF).


2:00 PM

State of Program Business Study Presentation
Moderator: Christopher Pesce – President, Maritime Program Group
Jack Russell, Allianz
Scott Hanson, AmRisc
Roger Bickmore, Tokio Marine Kiln

Dynamic fast paced presentation of major benchmarking areas explored in the 2017 State of Program Business Study. The presentation will be moderated by one of your program administrator peers with a panel of experts to comment on each of the benchmarked topics.

Executive Summary of the 2017 State of Program Business Study will be made available at the presentation.


4:00 PM

INDUSTRY SPEAKER: Steven DeCarlo, CEO, AmWINS Group, Inc.

M. Steven DeCarlo has served as chief executive officer of AmWINS Group, Inc. and a member of the AmWINS board of directors since December 2000. DeCarlo began his career with Crum & Forster and later joined The London Agency (today part of Chubb) as its chief financial officer. DeCarlo was a founding partner of Royal Specialty Underwriting (RSUI), serving as executive vice president and chief financial officer and later becoming senior vice president of Royal & SunAlliance USA. In 2009, DeCarlo received Ernst & Young LLC's prestigious Entrepreneur of the Year® award in the Carolinas for the financial services category.



10:30 AM

Lloyd's Open House

Lloyd's Open House is scheduled to follow the General Session.

  • Representatives from 12 Lloyd’s Syndicates
  • Market finding assistance for all types of programs including small and start up programs
  • Information about the London Marketplace and becoming a coverholder

Representatives from Lloyd's America and TYSERS will be present to support your inquiries.

4:00 PM

New Program Development - Market Interest and Expectations
Richard Hodge, Tysers
Dawnmarie Black, BMS Re US
Ken Robinette, Bellingham Underwriters

Whether you are an existing program manager looking to add new programs to your product suite, or a specialty wholesaler/retail agent looking to create a new program, this workshop will be useful to you.

This workshop will address the following:

  • Business classes and niches of greatest interest to markets
  • Minimum first year premium requirements
  • Data collection and system expectations
  • MGA/Carrier contract basics
  • Marketing and distribution plans

Panel will feature experts that can address the US market and Lloyd's of London.




InsurTech Dilemma: The Accelerating Change of the Insurance Landscape
Moderator: Alex Tsetsenekos, Archimedes Analytics LLC

Ty Sagalow – Former Chief Insurance Officer of Lemonade
Tim McDermott – Munich Re Digital Partners
Richard McCathron – Head of Insurance, Hippo Insurance
Seth Simon – Head of Claims, Slice Insurance

With the changing landscape of the insurance industry fueled by new technology, additional capital and the reimaged approaches to the customer, what are the near-term and long-term impacts to Program Administrators. Our panelists will provide insights into the evolution of the customer experience, life cycle management, claims administration and the technology impact of the value proposition for customers and distributors.

Key Discussion Topics:

  • Where is InsurTech actively changing the insurance Value Chain?
  • What opportunities does this create for the Programs space?
  • What risks does InsurTech create for the Programs space?
  • What are key InsurTech impacts to distribution?
  • What does the next 3-5 years look like?


10:00 AM

PA Contracts: It's only your financial future at stake!
Greg Thompson, Markel
Sean Coleman, AIG
John Colis, Euclid Program Managers

As the insurance industry changes with new capacity and technology, and as PA valuations soar, the risks and rewards contained in contract language have risen for both Program Administrators and Carriers. This workshop will explore the critical elements of these contracts from both the PA and Carrier perspectives, and factor in a few new elements that both parties should consider.

Attendees should expect to gain valuable insight regarding the key elements of these contracts, the legal basis of the carrier/agency relationship and other important aspects to consider during the contract negotiation process.

Ownership of Records and Expirations • Exclusivity • Ownership of Claims Data • Negotiating Terms: Commission, Payment, Fees, etc. • Termination • Suspension • Segregated Funds • Carrier vs. PA systems • Financial Guarantees to Carrier • Audits • Run-Off-Provisions

Administrators and Carriers are encouraged to bring their questions and experiences to share and discuss.

10:00 AM

Grow your program and bottom line with Fac placement
Dawnmarie Black, BMS Re US
John Willemsen, Arch Re
Dan Shea, Arch Re
Laura Hunt, Everest Re

Does your program allow for limits outside of your authority? Does your program manager need access to limits you can’t offer? In this session you will understand the fundamentals of placing facultative reinsurance from both a property and casualty perspective. Viewpoints from the brokerage and carrier communities will be expressed in this informative session.

You will learn how to use facultative reinsurance to:

  • Expand your limits in multiples
  • Carve out uncomfortable exposures and learn about them in the process
  • Write accounts outside of current guidelines\Expand your territory to states you are currently unable to offer Cat coverage
  • Provide financial stability to your carrier and program


Monday, May 7

8:00 a.m. Registration Opens

8:00 a.m. Networking Lounge Opens–Sponsored by Great American

8:30 a.m. Continental Breakfast

11:00 a.m. Trade Show Opens–Sponsored by NetRate

12:00 p.m. Networking Lunch–Sponsored by ValueMomentum

2:00-3:00 p.m. Program Administrator Town Hall–Sponsored by Rough Notes

4:00–5:00 p.m. INDUSTRY SPEAKER: Vincent Tizzio, President & CEO, Navigators Management Company

5:00–6:30 p.m. Welcome Reception–Sponsored by Hudson


Tuesday, May 8

7:00 a.m. Networking BreakfastSponsored by Fortegra

8:00 a.m. Networking Lounge OpensSponsored by Great American

8:00 a.m. Trade Show OpensSponsored by NetRate

8:30 a.m. General Session: Announcements/Presentations
               KEYNOTE SPEAKER  Michael Lewis
Sponsored by York Programs & Wilson Elser

10:30 a.m. Workshop: The Challenge of Climate Change and CAT Events for the Insurance Industry

10:30 a.m.–5:00 p.m. Carrier Networking Lounge OpenSponsored by Arch Re

11:45 a.m.-1:30 p.m. Women's Networking Lunch–Sponsored by Allianz

12:00 p.m. Networking Lunch–Sponsored by Old Republic Specialty Insurance Underwriters

4:00-5:00 p.m. Workshop: The Ransomware of Things

5:00–6:30 p.m. Networking Reception–Sponsored by Sedgwick


Wednesday, May 9

7:00 a.m. Networking Breakfast–Sponsored by Insure Learn

8:00–9:30 a.m. General Session: Announcements, Presentation of CPL Designations
                         INDUSTRY SPEAKER: Dr. Robert P. Hartwig - P&C Industry Update, Trumponomics and more
Sponsored by AmTrust

10:00 a.m Workshop: WTH is Blockchain? 

10:00 a.m. Workshop: Recruitment Strategies, Onboarding and Assimilation

11:00 a.m. Workshop: The Financial State of the P&C Market and your Program Carrier Partner

11:00 a.m. Workshop: The Expanding Distribution Potential of Insurance Agency Networks

12:00 p.m. Networking LunchSponsored by BMS Re US


PLEASE NOTE:  Off-site evening activities should not be scheduled prior to 7pm.

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