T&H Brokers
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Town of Wappinger - RFP
Response (Insurance
Consultant! Agent)
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1/19/11
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Prepared for:
HOil, Christopher J, Colsey
The Town of Wappinger
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Prepared by:
Andrew Stergiou
Duane F)erricelli
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WHO WE ARE
T&H Brokers, T&H Benefits LLC, RFF & Associates, Inc., and CIG/SA form T&H
Group Inc., a division of Alliant Insurance Services. T&H Group has been providing
insurance solutions for over 150 years, becoming one of the nation's leading full
service insurance brokers. We offer risk solutions and consultation across the
majority of industries and risk exposures.
Established in 1860, our company has helped thousands of companies manage risk.
Our firm is a full-service brokerage firm specializing in delivering its clients best-in-
class service in commercial insurance, employee benefits, construction insurance
and surety. With an average of more than 25 years of insurance experience, T&H
Brokers' management has a proven track record and is well known and highly
respected in the industry. This level of experience and expertise extends throughout
the organization.
Our long-term stability and stewardship within the insurance industry have given us
the ability to navigate through prosperous and turbulent times, adjust to new risks,
and provide innovative solutions to new and existing clients.
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Who We Serve
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T&H Brokers' clients vary by industry, size, and risk profile. With a deep understanding of
your business, we assemble the right team to prepare coverage specifications for each
risk and identify the most appropriate company to insure a certain risk. Our team will
then negotiate premiums and coverage terms from multiple insurers, prepare client
documentation and confirmation of coverage, manage client claims, and provide
consulting and other services for your risk.
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We successfully serve clients in the following industries:
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Manufactunn Transportation
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Hospitality
Private Equity
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We also believe that strong relationships make all the difference. The relationships we
hold with our clients are the cornerstone in adding value to every insurance program.
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Superior Service, Proven Results
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T&H Brokers is proud to claim one of the highest client retention rates in the
industry,' a testament to our service and professionalism. With minimal
employee turnover, our staff of professionals wllI be intimate with the
workings of your account.
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Our Service Model
Our service model centers on the development and execution of a strategic plan that is
integrated in everything we do for our clients. We will create unique solutions by
conducting a thorough analysis of your exposures and then work with you on the size
and scope of a comprehensive program. Once we collaborate and agree on the
strategy, we will then deliver those solutions, engaged with your organization every step
of the way. We also recognize the importance of continually evaluating program
performance and seeking improvement whenever we can.
We employ a strategic consulting process in everything we do. This proactive and
comprehensive process includes:
. Research - We gather information and data related to your business strategies,
financial goals, unique exposures, operations and related risks.
. Needs Analysis and Market Review - We dissect the information and data
received to identify and improve areas of the current insurance program to better
meet the evolving needs of the organization.
. Solution Design - We structure a portfolio of strategies, services, products and
advocacy measures to improve the quality and effectiveness of the program on a
forward-looking basis.
. Solution Delivery - Our Account Executives actively participate in and guide
implementation of the program, including ongoing updates on regulatory and
compliance issues.
. Results Measurement - At every renewal or contract period, we assess the
previous year's strategy and determine if the program performed to expectations. We
incorporate these results in our annual Stewardship Report.
Throughout this process, we are focused on managing your overall insurance costs;
.. along with evaluating your options, limits and retentions.
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Our Service Goals
. Reduce your overall insurance costs
. Secure superior policy contracts and improve your coverage
. Work to differentiate you in the marketplace
. Evaluate your current limits, deductibles, retentions and captive alternatives
. Create competition by marketing your program to current and new insurers
. Evaluate alternative options
. Create new solutions for previously unexplored exposures
. Provide year-round updates on industry, legal, and market trends
. Maximize claims recovery in the event of a loss
We Communicate
As a T&H Brokers client, your specific needs will dictate the type, content, and frequency
of our contact with you. We strive to implement proactive communication protocols with
your T&H Account Executive and the insurers. We also provide on-demand access and
availability of our Account Executives - when you need it.
T&H Brokers continually provides our clients with market updates and the implications to
their current program. When we identify areas that will impact your program, we perform
an immediate analysis of the changes and communicate the details that impact the
program.
We are committed to providing prompt delivery of policies, program updates, claims
administration, certificate issuance and a stewardship reports to meet the requirements
of our dynamic and valuable clients.
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Account Management
Delivering expertise and specialization, in a seamless client experience, is the
cornerstone of the T&H Brokers service philosophy. Our firm is committed to
helping our clients be more successful by developing:
. cost-efficient results,
. risk mitigation solutions,
. responsive service,
. contract reviews,
. certificate issuance claims handling,
. loss control services,
. and professional advice and council
The clear difference at T&H
Brokers resides in our
approach to our clients; we
acknowledge that our
client's success and our
firm's success are one in
the same.
T&H is committed to bringing our clients pertinent advice about the risk and
insurance challenges that they face in today's changing world.
What ultimately differentiates one broker from another is its people - their level
of expertise and their ability to consistently deliver value to their clients. Our
philosophy is that our professionals must have a passion for their work and for
helping our clients succeed.
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T&H Brokers is a leader in market strength and transaction knowledge resulting
in the best possible terms and conditions for our clients. While we excel in the
market, we never lose sight of program cost efficiency. Our tenure and stature in
the marketplace is due to our long standing and trusted partner carrier
relationships.
In addition to our primary focus of direct market relationships, T&H Brokers also
continually searches the market for new programs that may benefit our clients.
These programs, through Managing General Underwriters (MGU) and Managing
General Agents (MGA) can be a valuable solution to helping our clients execute
successful insurance programs.
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Market Transaction Strength
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We also continually strive to strengthen our
market presence by opening new markets.
This ongoing effort brings regional, national,
and global markets to our clients -
outperforming the larger brokers. We utilize all
of our markets and are keenly aware of the
business they that they are targeting. At times,
T&H Brokers will access intermediaries and
wholesalers for their expertise as well. This is
all done to gain further reach into the market
and to benefit our valued clients.
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Many of our professionals
have underwriting and risk
consulting experience
ensuring that we maximize
our understanding of
products and market
relationships.
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Monitoring Your Markets
At T&H Brokers, we believe in security first and adherence to the highest ethical
standard in all our negotiations.
We diligently monitor the marketplace for changes that may present threats or
opportunities for our clients. Our Account Executive teams are continually updating our
clients of market and regulatory developments. Our market security protocol requires
that no coverage be placed with a carrier maintaining less than an A-VII A.M. Best rating.
Along with A.M. Best, we utilize services such as Standard and Poor's and Moody's to
provide current financial reports, ratings, and pertinent information should any changes
occur. Security for our clients is a top priority.
Should the financial stability of an insurer deteriorate, we will inform our clients of these
... developments and assist them in immediately determining the best available options.
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We diligently monitor global markets and ask these questions so
our clients never ha"etO:
Is th.ere a need to replace any insurer?
Can our program be done with an insurer of gre(iterfinancial strength?
What is the reputation of the prospective insurer's claims capabilities?
Can our clients secure the broadest coverage With this market?
Ethics are an important part of what we do and the insurance markets know this. Over
our long and rich history, we have nurtured relationships with senior management and
day-to-day staff within all major carriers. It's these relationships that allow us to negotiate
comprehensive, cost-effective insurance programs. .
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Marketi ng and Renewal Placement
Our market placement process is designed to bring key benefits to our clients throughout
the annual policy term. We assure our clients of joint ownership in strategy and
execution of tasks by confirming important touch points throughout the year. We
structure your service plan to deliver the best risk management program for your specific
organization and industry - building in a structure of checks and balances in our delivery
of services. Our timeline for these services aligns critical tasks, support and efficiency
developing a relationship model that recognizes the benefit of clarified objectives and
mutual success.
Your assigned service team is responsible for managing each step to ensure that we
achieve our agreed renewal goals in support of your risk management objectives.
. Strategic Planning - includes account planning, stewardship meeting, risk review,
client agreement on renewal action plan summary
. Placement Activities - includes renewal information requirements, develop
marketing specification, evaluate carrier proposals, present program summary and
recommendation, carrier interview meetings,
. Renewal Finalized - binders, certificates of insurance, auto ID cards.....
. Post Placement Activities - includes claims instructions, premium/fee billing
protocols prepared, policy review and delivery, summary of insurance, etc.
. Ongoing Activities - Trends, laws and legislations, certificate handling, manage
exposure changes, claims Management, Loss Control
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Technology
T&H maintains a 24/7 Web Portal for client access to important, on-demand information.
T&H technology platform assists with managing administrative procedures during, and
after, traditional business hours. This technology option also reduces paper as part of
our T&H "green" initiatives.
The portal provides access to the following information and functions:
· View policies
· Report Claims
· Print Auto ID Cards
· Print Certificates
· Add/Delete vehicles or locations
· Team contact information
· News pertinent to industry/sector
· Calendar showing important account dates, such as policy renewals, claim reviews,
upcoming meetings and site visits
· Urgent Access, after hour ability to print out certificates and ID cards.
· Email confirmation of Certificate Receipt
It's important to note that T&H Account Managers are the focus on our service
philosophy and the T&H portal is not intended to replace any of our team's primary
functions. The use of technology is an added benefit in the daily management of
progressive firm's insurance portfolios.
I nternational Presence
T&H Brokers offers global insurance broking and risk management services. This
eliminates the need to outsource the international risk control to multiple firms. Our
international network allows us to reach into global markets and provide your firm with
service throughout the world. Our global reach will ensure your organizations needs are
addressed promptly and proactively and in step with local requirements.
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OUR PEOPLE, YOUR ACCOUNT TEAM
At T&H Brokers, we utilize the collaborative nature of our firm to address the risks and
challenges your organization will encounter. Each member of your account team will
have a clearly defined role and responsibility and each team member will have an
intimate working knowledge of your operations along with the structure of the insurance
program we have designed to protect you. Our clients benefit from our ability to access a
diverse group of specialists in the areas of program administration, claims management
and risk analysis each of who possess first hand experience within your specific industry.
Our account teams routinely interact with our clients so if your risk profile changes during
the year we are prepared to immediately evaluate the potential impact to your insurance.
T&H account teams are solely responsible for all facets of servicing your account
including certificates of insurance. We do not utilize a call center approach and find
having your account team service your needs directly insures quality and timeliness of
this requirement. If a specialist is required, your team will pull them in as needed;
however, your team will always be part of the process.
A senior manager will oversee all services to ensure that our client is receiving the
necessary support from our resources. Account information maintained by T&H Brokers,
inclusive of policy data and claims, are held in a central repository allowing for ease of
access by any team member. We employ an internal quality management protocol which
is constantly monitored and reviewed by senior management.
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Claims Advocacy
Our belief is that claims management is centered on the term - advocacy. We exercise
advocacy on behalf of our clients by delivering well considered, strategic advice and
counsel with respect to claims issues. We bring access to executive decision makers in
the insurers' claim and underwriting practices, knowledge of coverage and case law, and
access to our professionals throughout the claim process. T&H participates in industry
claims advisory councils for the major insurers. We are committed to help shape
industry best practices.
Unfortunately, circumstances arise when there is a dispute between the client and the
insurer. When this occurs, we will advocate on your behalf, work in tandem with you to
discuss coverage issues and settlement opportunities, all while working towards a
resolution of the dispute.
The ultimate purpose of a risk management program, and one of the most important
responsibilities of a broker, is the timely and equitable response to loss. This response
tests the effectiveness of the risk management and cost containment program. Our client
service team will ensure responsiveness and also consistency in claims reporting across
all lines of coverage. We incorporate our clients' business needs and expectations,
along with the structure and service available from our clients' field locations and the
claims adjusters.
T&H Brokers assists our clients throughout the entire claims process managing the
negotiation and coordination to assure cost containment and, ultimately, equitable
resolution of claims.
Your T&H Brokers account service team will partner with you in
managing your claims. Throughout the process we will:
· Arrange Claim Protocol with
Carriers
· Manage the Claim Reporting
Process
· Mitigate on Coverage Issues
and Attend Claim Meetings
· Monitor Ongoing and Future
Claims
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Loss Control
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Our loss control service begins with a consultation. T&H Brokers will work with you
to learn your needs, identify your exposures and provide a comprehensive and
customized program that will assist in controlling your liability. We utilize our in-
house loss-control professionals who focus on the human element and physical
structure of the risk.
With respect to insurance company loss services, we can ensure that the services
provided by the insurance company meet our client's objectives and needs. When
this cannot be done, T&H Brokers can provide loss control services directly, often at
no cost to the client.
Our in-house team will typically advise
management of the likely consequences of non-
implementation of insurance company
recommendations and can help develop feasible
and acceptable alternatives for satisfying these
requests. T&H Brokers also can provide a cost-
benefit analysis of insurance company
recommendations which, at times, may require
additional capital expenditures.
T&H loss control team and
claims team work together
to ensure optimal claims
submissions, loss
estimates, insurance
company file and trend
information - and insurance
company claims handling.
We routinely work hand-in-hand with our clients on claims reviews and claims
management / coordination procedures. Our goal is to optimize the use of the
insurance company's ancillary services (e,g., workers compensation managed care
services and preferred provider organizations).
Our loss control services are available to all our clients - regardless of size and
industry. The overall development of loss control is critical to the success of
comprehensive risk management programs. In collaboration with your assigned
Account Executive, we will develop a short-term and long-term strategy to help
maintain an effective workplace.
Other ways in which we support our clients in the area of Loss Control:
. "Train the Trainer" or employee training support
. Support related to Regulatory Compliance Efforts
. Property protection specification development and plan reviews
. Estimates of Building, Contents and Business Interruption cost/loss exposure:
. Probable Maximum Loss and Normal Loss Expectances due to fire and
some other perils
. Loss Potential and Replacement/Recovery Cost
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Compensation
T&H Brokers is committed to transparency and a high level of integrity in all of its
business practices, beginning with our compensation policy. Our transparency practices
give our clients a comprehensive understanding of the amount they are paying and the
services they are paying for. We believe in structuring a compensation agreement that
will be equitable and will procure a mutually rewarding relationship.
We are paid commissions by the insurance carrier with which we place your risks. The
commissions are a percentage of your premium and are paid to us by the carrier on a
recurring, annual basis. Commission rates vary by carrier and carriers also pay scaled
commissions based on volume and profitability. Our practice is to place your risks with
the carrier that offers you the most competitive terms and pricing. Commission rates do
not affect the carrier or the coverage we recommend.
Some of our clients prefer a fee based arrangement and we are open to discussing a
compensations model that is mutually beneficial.
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T&H Brokers Contacts List:
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... Primary Contact:
... Andrew Stergiou
... Assistant Vice President
T&H Brokers Inc.
... 320 W 57th Street I New York, NY 10019
... P 212.603.0321 IF 212.265.6350
steraioua@tharouP.com 1 www.tharouP.com
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... John Beres
... Chief Operating Officer
T&H Brokers Inc.
... 320 W 57th Street I New York, NY 10019
P 212.603.02331 F 212.265.6350
... beresj@tharoup.com 1 www.tharouP.com
...
Duane Perri celli
.... Sales Manager
... T&H Brokers Inc.
320 W 57th Street I New York, NY 10019
... P 212.603.02611 F 212.265.6350
perricellid@tharouP.com I www.tharouP.com
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John S Beres, COO & EVP
. Responsibilities include driving process enhancement, . Accounts at T&H are assigned a senior member of the organization
operating efficiencies and executing a growth strategy to provide team oversight and easy accessibility in helping our
throughout the firms operations. clients manage their risks.
. John is a member of a number of organizations and societies . Our senior management team has invaluable experience based on
including the Professional Liability Underwriting Society their tenure and commitment to the industry.
(PLUS) where he served as vice chairman of the Eastem
Chapter Steering Committee until December 2000; he is a
member of the Board of Trustees of the Ethical Culture
Fieldston School and serves on the UJA Federation of New
York's Insurance Division Committee.
. John joined T&H Brokers in 1985, prior to which he received
his BA from Clark University, Worcester, Massachusetts.
Chris Casella, VP Team Leader
. Chris has led a unit for the past 7 years that provides the . Responsible for ensuring the delivery of all T&H resources,
services necessary to manage a large lines insurance management of account strategy and overall team service delivery.
program. In addition to his managerial responsibilities, Chris . Helps establish client action plans and attends client strategy
brings extensive insurance experience to his unit, as he has meetings.
managed a varied book of business that includes large real . Ensures T&H account service standards and renewal services
estate risks, contractors, manufacturers, retail/wholesale, timeline is met.
municipalities, and distributors
. Chris is a graduate from Wagner College with a Bachelor's
Decree in Business administration
Andrew Stergiou, AVP Account Executive . Prepares annual renewal reports, maintains T&H account service
. Andrew has over 9 year's insurance brokerage experience. standards and renewal services timeline.
Andrew Stergiou attended University of Southern California . Management of data pertinent to the underwriting process.
and London School of Economics and holds a Bachelor of . Continuous risk review. If there are acquisitions, will modify and
Science in Business Administration from Fordham University place coverages adhering to the Town of Wappinger's risk transfer
with a concentration in Business Economics and Marketing. strategy.
. Andrew has the daily service responsibility of servicing large . Provide a clear, concise explanation of programs.
commercial and multi-national accounts directly or in tandem . Perform renewal marketing.
with an Account Manager . Follows-up with insurance carriers for timely issuance of policies,
. Andrew provides Risk Management oversight on several endorsements and agreements.
accounts needing high volume of contract . Review policies and endorsements for accuracy and conformity to
review/recommendations working with clients in house and specifications.
outside counsel. Andrew's accounts are supported by T&H . Provide easy-to-understand coverage summaries for all new
loss control and require routine claim support. coverages and updates on changes to existing coverages.
. Assist Client in preparing insurance applications (T&H cannot,
however, sign applications on Client's behalf).
. Process certificates of insurance, auto identification cards and
motor vehicle report requests in a timely manner.
. Issue binders prior to the expiration of current insurance policies.
. Communicate with Client to stay abreast of changes in Client's
business and its environment.
. Produce pre-renewal strategy report and action plan.
Paula Wilson, SVP Claims
. Paula has been with T&H since March, 1999 and has 25 . The Town of Wappinger will be assigned dedicated claim
years of industry knowledge. Experienced with many specialists by coverage.
different types of client base and coverages, such as: not-for- . T&H claims team will set up an intake process, claim handling
profit entities, wrap-up projects, real estate accounts, instructions and establish routine claim meetings.
retail/wholesale accounts, builder's risk programs, . Paula will be involved with all high risk claims.
municipalities, and contractor's general insurance programs.
. Licensed Adjuster & Claims Examiner, Chairman of the
Chartis Insurance Comoanv's Claims Advisorv Panel
Maurisa Bradley, WC Claim Specialist . Analyze losses to identify trends and potential problem areas that
. Is a Senior Workers Compensation Claims Examiner in T&H need to be addressed as well as; act as a liaison between Client
claims department. She is in charge of handling workers and insurers or claims service organizations and negotiate on
comoensation claims for our clients throuahout the United Client's behalf to settle claims.
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.. States. Maurisa has a solid understanding of general liability Work with Client in designing claims handling procedures.
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claims issues as well. . Track significant claims and provide periodic reports.
.. . Maurisa began her insurance career in 1995 with AIG . Evaluate reserves and seek decreases where warranted. This
handling New Jersey workers' compensation claims. She was function is important under the current plan as the dividend is
... promoted to a Claims Specialist and her duties increased to predicted on reserves outstanding 6 months after the policy
handling minor and major complex workers compensations expires.
... cases throughout the United States
. Maurisa through her aggressive claims handling was effective
... in lowering payouts and indentifying fraudulent patterns in
claims that resulted in maior savinQs for all parties
Marc Martinez, Casualty Claim Specialist
... . Senior Liability Claim Specialist in T&H claims department. . Reports claim to primary and excess insurers.
He is in charge of handling !arge and complex general liability . Coordinate the claims handling between you, the insurers and their
... claims. defense teams and monitor the progress to ensure continued
. Marc began his insurance career in 1986 handling progress without unnecessary delays.
... homeowner and commercial property losses for State Farm . Assist with understanding the insurers settlement strategy, policy
Fire and Casualty. He was promoted to a Liability Specialist interpretation, policy exclusions, financial obligations, reserving
handling claims in metro New York. He then moved to York practices/changes to maximize coverage.
... Claims handling premises liability, products and construction . Routinely seeks advances of defense costs in accordance with the
claims both domestically and internationally for major policies terms and conditions to help offset costs and maintain
.. insurance companies and clients. Nationwide Insurance hired cash flow.
Marc as a claim litigation specialist; he was promoted to
... Claims manager and was involved in corporate development
with Home office to create a client training program.
... Rick Penza, Property Claim Specialist
. Rick's insurance career began with GNY (large regional . Reporting of claims to insurers
insurer) where he was efficiently taught the handling of claims . Works with carrier adjusters and independent adjusters to assist
.... to bring complete resolution on behalf of the insured and the with claim settlements
company. . Policy coverage review and coverage explanation
... . During his tenure at GNY Mr. Penza handled various claims . Assist with BI worksheets
throughout the Northeast. Mr. Penza was involved in directing . Assists clients with property loss training
.. all activities of investigations leading to a claim resolution as
well as coverage determinations.
. Rick came to T&H in 2007. and earned a Bachelor of Science
.... DeQree in Criminal Justice from St. Thomas AQuinas Collece.
Duane Perricelli, Sales Manager & Key Client Advisor . Client Advisory involvement in risk evaluation and market strategy
... . Duane Perricelli is the Property & Casualty Sales Manager . Coordination and oversight in the implementation of the non-US
for T&H Brokers leading the firms' growth initiatives to include business (when necessary)
11M oversight of new business marketing strategies ensuring the . Research and outline new products & technology solutions
firm delivers on the commitments we make as a provider of
... insurance brokerage & consulting services. Mr. Perricelli also
maintains a Senior Advisory role on key accounts of T&H
.... Brokers due to his vast insurance experience crossing
different industry disciplines in addressing our clients' risks.
... . Prior to joining T&H Brokers Mr. Perri celli was a key client
executive for selected clients of Marsh's New York Metro
... office. In this role, he was responsible for coordinating the
delivery of all MMC's world wide resources to his clients,
... cross functional coordination with the client teams,
developing client marketplace strategies, and crafting
solutions for his clients business and traditional hazard risks
... to include health & welfare strategies. Mr. Perri celli had been
with Marsh for 15 years and some of his clients consulting
... assignments involved a wide range of projects & solutions
while at MMC. A sampling include: Physical Security &
.... Investigations, Forensic Claims Accounting, Claims Inventory
Workouts, Pre-Post Claims Operation Analysis, Business
... Continuity, Emergency Response Planning, Enterprise Risk
Identification, and Emplovment Practice Compliance
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Assessments and Captive Modeling.
. Mr. Perricelli is a graduate of Fairleigh Dickenson University
where he earned a Bachelor of Science Degree in Marketing.
Kevin Garnot, Vice President of Loss Control & Engineering · T&H Group, through its Loss Control Department, will work to
. Kevin has 15 years of Loss Control & Safety experience with protect and enhance client reputation and service.
construction, manufacturing, retail, healthcare, environmental · Develop and Implement strategies to reduce exposures within the
and hospitality bringing vast experience with the human work place.
element of safety and loss control. · Will help to develop a strong safety program and culture for the
. Kevin has performed surveys, audits, written safety programs company.
and training for his different clients in the past. He will finish · Stay current on all relevant topics and emerging trends that may
his degree in Occupational Health & Safety by the end of affect the client's operations.
2012 and a graduate of Columbia Southern University. · Become a resource for training needs as needed if exposures
become evident with injuries
· Provide onsite safety inspections
· Review carrier recommendations and work with The Town of
Wappinoer to achieve realistic ooals
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