The company expanded its group initiative about five years ago with the implementation of an aggressive marketing program that utilizes both Hanover and non-Hanover agents. Ruhl says the program is designed to be extremely flexible, with the company acting as a complementary resource for the agent. It really depends on the appetite of the particular agency. The client center allows agents to approach potential clients that previously were out of reach. For example, an agent could offer the product to a company with sites in other parts of the country.
Marketing is the key to making group personal lines work.
As Ruhl explains, in almost every case, you're replacing insurance that is already in place. Penetration is the toughest thing. What we're doing is providing insureds with another alternative. Some are not interested for a variety of reasons. It really depends on who they are and what they are paying and what type of relationship they have with their current insurance provider.