If you are the type of program administrator, vendor, or carrier who likes to join groups so that you have opportunities to attend exotic events, great dinners, and play lots of golf, the Target Markets Program Administrators Association is not what you're looking for. As the association literature indicates, the Target Markets Program Administrators Association hits the bullseye if you:

* Make your livelihood from specializing in programs or servicing program specialists

* Are willing to contribute to the whole as well as benefit from others

* Wish to learn more about technology to grow your business

* Want to increase your skills through relevant workshops

* Would benefit from meeting carrier and program administrator decision makers

* Want to cross-sell your program(s) through other specialists or

* Desire networking opportunities.

The concept for a Program Administrator's Association was conceived by Glenn Clark, the president of Rockwood Programs, an administrator for a national EPLI program. The Rockwood management team had been striving to establish an association dedicated to the unique issues facing program administrators. The process of study, research and implementation took more than three years.

To find out if other program administrators were frustrated with current industry groups in meeting their specific needs, Rockwood Programs invested in conducting fact gathering which included national ads, telemarketing and surveys. The results were overwhelming. Over 80% of those surveyed expressed an interest in an entity designed to address the specific needs of program administration.

To solidify and confirm this support, a National Program Administrator's Summit was scheduled for October 2001. Despite the horrific events of September 11, 2001, the summit was attended by more than 150 professionals who made their living in program business. Here again there was overwhelming interest in establishing a new association. Program administrators expressed the greatest interest in having this entity address issues of networking, contacts with carriers, product cross-sell opportunities and evaluating vendors. These responses became the basis and foundation for the Association's five major themes.

In January 2002 an executive director was hired and members signed on to the Association. By January 2003 the Association had approximately 100 members and an aggressive agenda for the group's future.

The Target Markets Program Administrators Association is an organization dedicated to the unique challenges of program administrators. Its mission is to help program administrators conduct their business more efficiently, with greater proficiency and profitability. To accomplish this, the group is organized around five themes.

Technology. Helping members sort through the vast number of companies and strategies to take maximum advantage of technology to further their enterprise's interests.

Skills. Helping members gain new skills or enhance existing ones through relevant workshops, consulting with the experts and providing the training necessary to master the subject.

Meeting the Markets. Aligning with selected carriers who either specialize in programs or have dedicated units with a program focus. The key here is to satisfy the carrier appetites for a more efficient exchange of information and contacts, as well as to provide decision-level access to the membership base.

Networking. Helping each other grow by tapping into the collective expertise of the group. Decision-level owners and program managers sharing their areas of expertise with others to strengthen the group.

Cross-sell. There may be occasion where members wish to add a new product to their portfolio or desire to market their own products through selected member/partners. This is not a requirement for anyone but merely an opportunity for those who wish to use the professional contacts obtained in the Association to expand their marketing network.

Since the successful launch of the Target Markets concept at the First Annual Summit in Tempe, Arizona (October 16-18, 2001), the Association has created a business plan to align only with specialists in programs. Target Markets looks to advance the interests of its specialist carrier and vendor partners within the Association. The goal is to provide more efficient access to decision makers in programs.

The Association seeks to develop new and innovative solutions to the challenges of program administration. Here are a few solutions members can expect from Target Markets:

1. Automated Program Submission Process -- Bringing greater efficiency to the market-finding process for smaller programs of Association members

2. Target Programs -- A new Web site designed to promote the programs of Association members, drive the independent agent to members' Web sites and generate a marketing data base for each agency to effectively expand its producer network. The Target Programs Web site has had more than 15,000 agent visits since going live 1/1/03.

3. Program Benchmarking Tool -- Members have asked for the creation of an evaluative tool to measure the performance of their program business in comparison to other, similar operations in the industry. Participating members will receive an insightful analysis as to the strengths and opportunity areas within their internal operations. Results will be tailored to the premium size and geographic location of each participant.

4. Errors & Omissions Insurance -- Members have reported numerous difficulties securing adequate errors & omissions insurance. Program administrators possess many attributes that differentiate them from either traditional managing general agencies or wholesalers, making them a preferred class of business. Several key Target Markets Carrier Partners, such as AIG, ERC, and Markel, agree with this assessment and are working with us to provide coverage that meets the unique needs of the program specialist.

The plan is to continue offering these innovative solutions for our members and provide tangible assistance for those who make their living in program business by drawing on the expertise that exists in the Association.

Each year in October, Association members and program professionals new to the Association hold a National Summit bringing together their carrier, vendor and reinsurance partners for three days of workshops, networking, cross-sell and trade show exhibitions all focused on program business.

In October 2002, the Program Administrators Summit was attended by 250 program professionals, including representatives from 14 carrier partners and 12 program-focused vendor partners.

The Third Annual Summit, billed as "The Most Intensive Three Days of Program-Related Business You'll Ever Experience," is scheduled for October 20-23, 2003, in Tempe, Arizona. The Association expects more than 300 program business professionals to attend, including insurance carrier partners and program-specific vendors. Feedback from our previous two summit meetings has been overwhelmingly positive. By implementing suggestions from the membership base, and working with a Summit Committee of administrators, this year promises to be our most impressive event yet.

The carrier panel of insurance company presidents is shaping up to be the 2003 Summit's signature event. Our "markets" day begins with keynote speaker Kevin Kelley from Lexington Insurance and is followed up by presentations from all carrier partners in the Association. The carrier panel, moderated by Benfield's Rod Fox, will address industry issues that were selected by administrator members.

The Target Markets summit brings together an extraordinary group of program business decision makers under one roof. Many participants have told us it was the most efficient and productive use of their time ever spent at an industry meeting. We plan to stick with this game plan.

Program administrators who would like more information about Target Markets or attending the National Summit can go to the Association Web site at www.targetmkts.com.