The adage “If it ain't broke, don't fix it” certainly applies to Midlantic Agencies. Since its founding in the early 1960s, the agency has specialized in insurance for the food and beverage industry. That's where the focus remains today, with restaurants and taverns accounting for at least half our business.
The agency was started by my father, Mike Grasso, and his partner, Jim Truback. In the 1980s, Robert Henkler joined the agency. Today, his son, Thomas Henkler, is the agency's president, and I'm vice president. We do business in New Jersey and New York. We write anything in the food and beverage industry, from luncheonettes to fine-dining restaurants, from corner bars to nightclubs. In this article, I'll discuss the techniques–from prospecting to placing business–that have helped us succeed in this segment of the market.
Prospecting
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