1 You joined Bangor, Maine-based Cross Insurance’s southern New England division in late January. Is Cross hiring and how do you plan to add talent?
Without question. Our expansion has been meteoric, particularly over the past few years. We’ve done this through acquisition as well as by bringing in individual talent. Our recruiting efforts will be expansive through various channels as we look to add several employees to both our Rhode Island and Connecticut offices.
2 Is acquisition of smaller agencies an objective?
We have acquired more than 100 agencies over our history and are continuing to look at future acquisitions aggressively. The sizes of the agencies we are targeting are both large and small and ones that will offer us a more diverse client base, [and] fit in nicely with our culture and vision for the future.
3 With 15 years of managerial experience and 30 years in the sector, how will you drive margin growth through your sales teams?
We are blessed to have very strong sales leadership in both Rhode Island and Connecticut. Clients today are looking for a broker that can do more than just provide them with an insurance program and collect their premiums. Market leverage, in-house expertise and deep bench strength are vital in today’s world for clients of all sizes. The ability to provide risk-management solutions, claims mitigation and asset protection in a broader, more cost-effective way is what we do and who we are.
4 Of all the sectors within insurance – automotive, personal property, health, cyberliability, student accident insurance – which areas are ripe for growth in Rhode Island?
Cyberliability has certainly been on the forefront of the insurance landscape in recent times, along with the rising cost of health care and the changes in health care reform and compliance. Like most states, Rhode Island has fought through some difficult economic times and is now looking towards a brighter future.
5 Cross is bringing in employees specializing in the commercial and personal lines. Why?
The need to bring in individual talent in both the commercial- and personal-lines areas is predicated on our tremendous growth and our continued success in writing new business. As the economy strengthens, companies are beginning to grow again, creating more opportunities for firms like ours. Exposures are rising again, coverages are more complex than ever and thus the need for an expert insurance partner is critical. •
