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Special Section Sponsored by Target Markets Program Administrators Association Travelers National Programs How does the specialty programs area within a large and profitable company find new approaches to meet its growth goals, strengthen its distribution relationships, and more fully leverage its capabilities? At The Travelers Companies, the country’s second largest writer of commercial property casualty business, “cross selling” resides at the top of the list. Travelers National Programs has embraced the concept of cross selling and has successfully implemented a number of targeted, product-based initiatives that have resulted in broader solutions for its program administrators. According to Vance Sawamura, vice president and business head of National Programs, Travelers regularly evaluates the lines of business it chooses to underwrite, as well as what product offerings are most beneficial to its program administrators. If a program requires some additional expertise in a specialized line of business, National Programs will help lead the way. “We all feel like we’re able to excel in our own core areas when we have the opportunity,” said Sawamura. “However, introducing something new or helping to provide a unique approach, that’s when we’re really able to make a difference. At Travelers, we’re well positioned with very broad capabilities to do exactly those things.” While cross selling often provides additional opportunities for growth within existing programs, the breadth of products available within Travelers can also help ensure an advantageous launch of new programs. “During the first half of 2007,” said Jeff Alexander, national marketing director, “we introduced new programs in such varied niches as military housing, security guards and alarm installers, and mobile home dealers. Our franchise efforts with other divisions of Travelers have enabled our program administrators to offer products that will be more positively received in the marketplace.” National Programs has successfully collaborated with a number of other Travelers business units including Global, Financial/Professional, Northland E&S, National Property, and Excess Casualty. The diversity of the National Programs portfolio is itself a reflection of the way Travelers has responded to the needs of the market. “Our in-force business ranges from three very large specialty practices that we underwrite internally—specifically entertainment, golf, and architects and engineers—and on to our delegated authority programs managed by our program administrators,” said Alexander. “We have delegated authority programs ranging from $5 million to $40 million in a number of specialty segments including social service, rental equipment, landscapers and arborists, structural movers, pawn shops, propane gas, retail floor covering stores and concrete pumpers, to name just a few,” he continued. “In addition, across this $400 million book of business, all of our national programs benefit from Travelers’ claims handling expertise and customized risk control capabilities.” In summarizing, Sawamura stated, “Whether we’re focused on the dynamics of an existing program or working to develop relationships with new program administrators, we are committed to providing our program administrators the very best that Travelers has to offer. As a carrier partner of the TMPAA [Target Markets Program Administrators Association], it is worth noting that our entire staff is dedicated exclusively to program business. Therefore, it is incumbent upon each one of us to ensure that we fully leverage the power of the Travelers enterprise for the benefit of our programs and our program administrators. We look forward to continued growth and mutual success!” For more information on Travelers National Programs, or to discuss a new program opportunity, please contact Jeff Alexander at (860) 277-9194, or by e-mail at jeffrey.alexander@travelers.com or Les Woods, regional marketing director, at (704) 544-3548, or by e-mail at les.woods@travelers.com. → |
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