Breakout Workshops
Friday, November 13, 2009
2:00pm-3:00pm

Workshop 7: Conducting Business in Bad Economic Conditions: 100 Action Thought Starters for Survival in a Severe Market Downturn (Part 2)
2009 has been a tough year in all areas of the economy - but as we all know the insurance industry has been particularly hard hit. This session will provide suggestions and ideas for strategies that can help your agency survive these tough times. You will leave this session with an actual list of (over) 100 specific action items business owners and managers can use to help maintain and grow their business during a down economy.

Speaker: Joe Schmieder, Family Business Consulting Group
Joe Schmieder is a senior associate of the Family Business Consulting Group, Inc. with expertise in the areas of sibling groups, strategy and growth. Mr. Schmieder assists family-owned or closely-held organizations increase their value through the continuous creation of successful new business opportunities. In collaboration with a network of experienced professionals who teach and apply pragmatic knowledge, Joe's focus tends to revolve around business improvements and the execution of strategic growth initiatives. Most recently Joe has served as Chief Operating Officer for Custer Workplace Interiors, an office furniture dealer with exclusive territory rights for Steelcase products. Joe successfully guided the dealership through the industry's most severe downturn, adjusting the organization and diversifying product & service offerings to remain profitable and rebound with 20 percent growth. Prior to joining FBCG, Joe served as Divisional President at Oliver Products Company, a 114-year-old family business serving the medical, food, and graphics markets. Joe was responsible for the performance of the Converting Business Unit--from developing and manufacturing the products to marketing and selling worldwide. Along with a variety of other positions during 19 years at Oliver, Joe was able to achieve significant results in both operational improvements and profitable business growth.

Workshop 8: Business Valuation for Succession Planning
Workshop attendees will learn about the full spectrum of business transfer options and the many benefits and other concerns associated with them. It is a workshop that is helpful for anyone involved in a business with business transfer needs and in addition, is a valuable workshop for anyone involved in insurance and financial services to best understand how those products can be leveraged by business owners for transfer purposes.

Speaker: Sam Torolopolous
Sam Toropolous is President and CEO of ATI Capital Group. His passion and expertise is in the area of business valuation and specifically, working with small to medium sized business owners to best understand business transfer options. His analysis is broad and unbiased and allows business owners to make an informed decision. In many cases, ATI is also employed by the business owners to execute their plans. His practice leverages life insurance and other financial services products to successfully accomplish the business transfer goals for the businesses he works with.

Sponsored by Zurich Life

Workshop 9: Are You Smarter Than An Underwriter?

Hosted by Chuck Foxworthy (aka Prudential’s own Chuck Anderson) and his team of some of the best and smartest Carrier Underwriters in our business, this lighthearted, but information-packed session will have key industry players “compete” and test their knowledge on various industry topics. You’ll learn tricks and tips for how best to work with underwriters, and how to communicate effectively and efficiently. Fabulous “Compliance Approved Prizes” will be awarded - so don’t miss this educational and fun event!

Sponsored by Prudential