Although IMA Financial and Eagan Insurance Agency took home the top honors in the overall and category-specific prizes in the 2010 Commercial Agency Awards for Excellence, sponsored by National Underwriter and American Agent & Broker, three other agency finalists deserve a share of the spotlight for their submissions.

This top-notch trio were focused on the future, provided robust recruitment and retention programs, and emphasized “high-tech, high-touch” efforts to craft individualized service for their clients.

o AH&T Insurance:

Consistent growth in the soft market and innovative technology operations placed AH&T Insurance of Leesburg, Va., as an award finalist. (AH&T was the Champion in the 2009 National Underwriter P&C Agency Technology Achievement Award program. See http://bit.ly/bQ6PYM to see how they achieved that distinction.)

AH&T produced more than $98 million in commercial lines premiums last year, up from $93 million the year before despite a soft market and tough economy.

The company, which leverages technology to enable faster and better service responses, developed a certificate management service–MyRiskTracker (MRT)–as a result of a client experiencing difficulties tracking all of the insurance requirements on its leased properties.

“The clients appreciate the combination of technology functionality with insurance oversight on their certificate management process,” according to Kate Armfield, a senior vice president.

AH&T's specialties in commercial lines include technology, government contractors, nonprofits, schools and education, manufacturing, financial institutions, and management liability.

The agency prides itself on its loss control and risk management programs. Indeed, Executive Vice President David Schaefer said the agency has a unique ability to identify exposures and diagnose where its clients may be lacking.

As an independent, private enterprise, AH&T avoids inherent conflicts that arise from the public markets.

“We have a 'do anything for the client' mantra where we apply and leverage our creativity, nimbleness and lack of political drag and apply our access to fantastic resources and relationships to create an environment where we can deliver heroic service,” the agency wrote in its entry form.

One of AH&T's standout services is its contract risk management training program, which educates clients on heading off exposures in the contract procurement process. The two-hour training sessions help clients identify and price the risk elements of government contracts. The training materials are then posted to a secure website for future use.

The agency also opened a branch in the New York metro area this past June.

o Hugh Cotton Insurance:

The Orlando, Fla.-based Hugh Cotton agency is an active presence in the community and in industry affairs. For 62 years, the firm has established relationships and participated in political events that have not only benefited the greater good but generated new clients for the agency as well.

The agency achieves its 95 percent retention rate through excellent customer service. One senior account manager, Irma Platt, has served her customers at this agency for 54 years.

“When customers call, they love knowing that it is an old friend who knows their business through and through,” said Becky Gaige, commercial account manager. “So many people know the name and know the Cottons. We'll write anything for anybody and we like to make that connection.”

Hugh Cotton Insurance originally was built on agriculture, insuring one of the largest agribusinesses in the country and other large citrus processing facilities and citrus growers in Florida.

Today the agency attracts clients with its expertise in program-type business, which includes: moving and storage accounts, fire protection contractors, boat dealers and marinas, automobile dealers, tire dealers and retreaders.

Agency premium came in at $18.5 million in 2009, with commercial property and casualty accounting for nearly $6 million of that figure.

To adapt to the recession and become creative in lead generation, the agency formed an initiative team that is active in the Hispanic community. “We have received a lot of leads and have made a lot of friends,” according to Ms. Gaige. “It keeps expanding and is great for referrals.”

Hugh Cotton also established a relationship with a nationally syndicated radio program, which provides direct leads to the agency.

o Lapre Scali & Company:

With agencies facing many challenges due to the struggling economy, Lapre Scali & Company has grown its business, boosting commercial premium volume last year to $59 million from $23.6 million two years earlier, thanks to opportunistic acquisitions and creative marketing at the Scottsdale, Ariz.-based agency.

Lapre Scali officially incorporated in April 2006 and since that time has grown from one office and 15 employees to 19 offices and 180 employees.

When competitors have closed their doors, the agency found a solution that is mutually beneficial: Lapre Scali acquired those agencies and the talent and relationships associated with their books of business.

Although known as generalists and for providing a variety of insurance solutions, the agency's producers have developed areas of expertise in contracting, hospitality, manufacturing and real estate.

Lapre Scali producers develop meaningful relationships with members of the community, which evolve into business relationships and referrals.

The agency is also committed to giving back to the community. Employees are involved in community organizations including the YMCA, Autism Awareness, Boys and Girls Club and the National Exchange Club, and also belong to trade organizations in construction, law, medicine and other fields.

Lapre Scali also credits its success to its internal structure. “We eschew multi-layers of management and customer service teams,” the agency wrote in its entry form, noting that the firm services clients better if responsibilities are not spread over a large number of personnel.

Staff development also drives agency sales. Terry Scali, chair and CEO, has a reputation for developing the firm's producers.

The agency starts early, engaging in various student-compensated high school employment programs. Lapre Scali provides reviews and regular feedback to teachers and helps the students build a foundation in the professional world.

The agency also has a college internship program with Arizona State. Both programs have been beneficial for the students and the agency, which has retained several employees beyond graduation.

Melissa Hillebrand is Managing Editor of American Agent & Broker, part of Summit Business Media's Property & Casualty Media Group, which includes National Underwriter.

Special Reports /

Trio Of Finalists Earn Place In The Spotlight

Related Stories

Recommended For You