Special Section sponsored by

PROGRAM ADMINISTRATOR

Glatfelter Insurance Group

Key programs administered: emergency service organizations,
hospice and community care, public entities, and public and
private schools Niche markets are the key to success

Glatfelter Insurance Group, one of the largest privately-owned brokerages in the United States, built a solid reputation in program administration with a specialized program for emergency service organizations. The VFIS program, established in 1969, is the nation’s leading insurance provider for nonprofit firefighting and EMS organizations. VFIS also provides education and training programs for emergency responders including seminars, safety videos, and printed materials.

Building on this tradition, Glatfelter branched out to specialize in other niche market programs. President and CEO Tony Campisi describes Glatfelter’s successful strategy:

“As program managers and industry specialists, we develop tailored coverages supported by a level of service that exceeds customers’ expectations, particularly in the area of claims handling. With responsive coverages, timely and considerate claims handling, top-rated carriers and exceptional service, brokers placing business in one or more of our programs can take comfort in knowing they’re providing their customers with a high-quality insurance program dedicated to service, stability and long-term relationships.”

Hospice and Community Care Insurance Service (HCCIS) is a good example of Glatfelter’s niche strategy. HCCIS offers specialized property and casualty insurance coverages to meet the unique exposures associated with hospice, home health, and various other community care organizations.

Glatfelter took another important step with the 2008 acquisition of Professional Underwriters Company (PUC). The addition of PUC prompted the development of a new division, Glatfelter Public Practice (GPP). GPP serves several niches in the public entity sector with proprietary property and liability insurance coverage. This new division includes existing Glatfelter programs for small municipal accounts and water, sewer, irrigation and conservation districts. With the acquisition of Professional Underwriters, GPP now offers specialized programs for public and private schools and larger public entities.

In addition to marketing, underwriting, and claims administration, Glatfelter provides a wide array of risk control services and programs to help customers manage and reduce their risk of loss.

When asked about the key element of the company’s success, Campisi credits the dedicated associates of Glatfelter. “A major reason why Glatfelter Insurance Group has grown to serve more than 25,000 clients in 50 states and in Canada is our associates’ passion for delivering excellent service. We convey an attitude that tells brokers and their customers we are dedicated to providing the best coverage and service available. That kind of attitude,” he says, “can’t help but build solid relationships. And trust. It’s an attitude that ensures our associates understand the exposures and insurance needs of our customers and that we deliver a level of service that exceeds their expectations.”