REVIEW & OUTLOOK - 2007

Hugh B. McGowan, President/CEO
McGowan Insurance Group, Inc.
Indianapolis, IN (30 employees)

Q: What was the best sales or management initiative you or your agency implemented in the last year?

We were very aggressive this past year. We hired producers, enhanced our networking techniques, revamped our marketing materials
and grew our Life/Health/Benefits department.

In the Property & Casualty area, we vigorously pursued new Life Science business. Our Life Science industry focus now includes Medical Device and Equipment Manufacturing, Pharmaceuticals, Drug Testing and Medical Laboratories. Understanding that this was a key area of growth for us within our community, our producers researched each of these areas to become more knowledgeable. Because we thoroughly understand what we are selling, we are an invaluable resource and business partner to our clients.

The McGowan Insurance Group has been successful because of our "three-pronged" approach:

• Partnering with carriers that have the same focus and expertise as we do.
• Partnering with centers of influence/resources within our community.
• Dealing directly with clients within the Life Science industry and demonstrating the expertise and know-how to earn their trust and their referrals.

Q: Looking ahead to next year, what problems or concerns do you think you might face, and how do you plan to address them?

When the marketplace is soft, you typically have to renew policies at the same premium or less, and work hard to maintain your existing accounts. Despite this market trend, we expect to continue to grow.  We have good people and ambitious goals.  In the coming year, we plan to do more cross-selling between our Life/Health/Benefits department and our P&C department, which includes both Commercial and Personal lines. The concept of cross-selling has been around forever, and we intend to do a better job with it.

Q: What opportunities do you see in the year ahead, for agents in general or for your agency in particular?

I'm energized and excited about our industry. I think the industry as a whole is a great one, but we need to do a better job of telling our story. Generally speaking, the economy is good and continues to expand. There are many opportunities to grow and write new business.

Within our agency, a new business landscape has emerged. We have more producers, a strong stable of companies and a solid cross-selling game plan. We're going to be more aggressive.  Even though the market is soft, companies are still doing an excellent job of underwriting. We're positioned much better now than in the past in terms of our personnel, our companies and the initiatives we've planned. We're excited about our future.