National Underwriter - October 3, 2011

when clients select us as their exclusive representative in the insurance marketplace.” What happens when a prospective client pushes back on the fee that other agencies that rely on commission alone aren’t levy-

FYI ON KMRD

J Unlike many agencies and brokerages, KMRD Partners does not promote itself as specializing in any specific industry. In fact, says Robert Dietzel, a firm principal, KMRD “looks forward” to competing with specialists because “they often fail to invest the time to truly understand the individual needs of their clients…Specialization can lead to the assumption that, for example, every retailer has the same exposure and needs.”

J In addition to its standard website ( KMRDPartners.com, which is loaded with interesting case studies and a “Hall of Shame”), the firm also recently launched a second site, OneMinuteFromNormal.com, that features examples of specific carriers offering what KMRD believes are superior solutions for specific needs expressed by prospects, such as on construction coverages or technology E&O.

ing? “When you earn every dollar and de-
liver a return on investment, it is easy to talk
about,” says McPoyle. “If a prospect does not
understand this approach, we stop our con-
versation and focus our resources on finding
clients with values that align with ours.”
The approach has paid off. The agency
grew from $12.5 million in premium vol-
ume in 2008 to $20 million in 2010. “We
developed a risk-management model that
we thought would sell well at the time, and
we were right,” Dietzel says.

“Robert and I have been in this business for 18 years. We continue to meet executives, CEOs and owners and show them how we conduct ourselves. Judging from the comments we receive, I know we are doing something special here,” McPoyle says of his agency, headquartered 20 miles north of Philadelphia in Warrington, Pa., that employs 20 individuals, including 11 commercial-lines producers.

The agency also has an office in Limerick, Pa. that serves the needs of small to midsize businesses.

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