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.
© 2010 American Institute For Chartered Property Casualty Underwriters
It’s really pretty simple. When you’re more knowledgeable
you make better business decisions. And better business
decisions yield measurable and meaningful results.
The Institutes’ proven knowledge will help you achieve powerful
results with a variety of flexible, customer-focused options, including:
• Respected Credentials—Only The Institutes have the wide range of
respected credentials including: CPCU®, INS, AIC, ARM, ARe, AU, AAI®
and many more. More than letters after your name, they provide
in-depth understanding and practical skills.
• Flexible Online Learning—Enhance your technical knowledge in
a few hours without leaving the office. The Institutes’ cost-effective
courses cover accounting to underwriting and everything in between.
• Continuing Education—Through our new CEU.com business unit, we
deliver quality, affordable, and convenient online CE courses. We’ll even
keep track of your credits for you. Visit www.CEU.com to learn more.
• Custom Applications—The Institutes collaborate with corporate
customers to leverage our unique content and develop customized
solutions that achieve their unique organizational goals.
• Insightful Analysis—Our IRC division conducts vital public policy
research on important current issues in property-casualty insurance
and risk management.
Visit www.TheInstitutes.org/options for more information and videos.
720 Providence Road, Suite 100 | Malvern, PA 19355
(800) 644-2101 | customerservice@TheInstitutes.org
October 3, 2011 | National Underwriter Property & Casualty | 23