What does it take to make program business successful? Markel Programs, under the leadership of Managing Director Richard J. Wiseley, Jr., recognizes that program business success is achieved only when the general agents (GAs) who serve as Markel’s program business partners enjoy significant growth and benefits through adding quality products, classes, and profitable lines of business derived from their association with Markel.

Ray Arouesty, president of Arrow Insurance Service, Inc., thinks that Markel has the right approach:

“For 27 years, Arrow Insurance Service has written a general liability program for swimming pool and spa service technicians. In 2004, we partnered with Markel and the relationship has been mutually beneficial to us both.

“Markel has a simple approach to program business: conduct thorough, initial due diligence on the program and its general agency, then let the pros at the agency run the program. That approach has proven to be a winning strategy. We’ve expanded our program from five to eight states since we partnered with Markel, who continues to support our marketing and product line expansion.

“The team at Markel is extremely responsive, but I also know I can chat with the ‘guy at the top,’ if the need arises. I haven’t had such a need to date. And despite the advances in technology that make personal/professional relationships less common today, Markel continues to possess a down-home attitude that contributes to the great relationship we enjoy.”

With a solid track record featuring more than 60 years of experience in program development, Markel offers specialty property and casualty insurance products and programs in a wide variety of niche markets.

“We understand that many of the GAs who come to Markel need a marketing plan for a particular program area,” said Wiseley. “We sit down to learn about the GA’s approach, then we look at ways in which we might help their marketing efforts. Among them are assistance with promotional brochures, Web sites, press releases, product sheets, advertising, and other joint marketing strategies that the GA might suggest.”

Based on its niche program experience, Markel Programs outlines and describes how their business development specialists can assist in generating business by exploring geographic opportunities perhaps not fully cultivated previously. The business development specialists, based in several geographic regions throughout the United States, arrange face-to-face introductory meetings with GAs to better understand their retail programs and objectives. Markel has found that this kind of person-to-person connection invariably leads to a mutually satisfying business rapport.

Markel’s loss control approach has also proven to be a great asset. GAs can benefit by consulting with their risk management experts, reworking supplemental applications, and reviewing loss control reports for specific classes of business.

Another reason cited by GAs for doing program business with Markel is access to additional distribution solutions through their retail partner channel. At Markel’s recent partner agent meeting, retail producers were introduced to Markel Programs’ hired and non-owned auto, tow truck, and mobile crane/boom truck programs. Communications are emailed to retail agents throughout the year to update producers on new programs and enhancements. GAs can also leverage other Markel product lines to help round out their accounts.

“We firmly believe that careful planning of marketing strategies and growth initiatives are among the key reasons that our program partners—who recognize our success with targeting niche property and casualty programs over many years—continue to do business with Markel Programs,” stated Wiseley.

Just as program administrators continually seek marketing partners from within the carrier community, Markel Programs is equally eager to develop business relationships with agencies that have their own track records of consistent performance in certain niches and are engaged in major expansions of lines of business. They pursue partners who offer the prospect of producing $3 million to $5 million in volume over the first year or two, plus a $10 million long-term expectation.

Whatever your business class programs are, chances are good that Markel is willing to explore the opportunities. From antique dealers to upscale mobile home parks, coin collectors, mobile cranes, tow trucks, golf courses, or tools and equipment, Markel Programs stands ready to help plan and design tailor-made admitted and nonadmitted property and casualty niche programs to generate satisfying, profitable results—for program business partners and for Markel Programs.

To discuss ways in which you can work directly with Markel on your program administration projects, please contact Rick Wiseley, Jr., managing director of Markel Programs, at (804) 864-3747 or rwiseley@markelcorp.com.