2017 Vermont Report

Eight Questions for Dan Towle  

Risk & Insurance® speaks with Dan Towle as he departs from his long tenure as director of financial services for the State of Vermont.
By: | April 7, 2017 • 5 min read

R&I: How did the captive industry in Vermont evolve during your 17 years there?

Advertisement




When I first started in 1999, the captive insurance landscape was very different. Being “on-shore” meant Vermont or Hawaii and the “off-shore” jurisdictions held much more of a dominant position in the marketplace. We spent more time explaining to risk managers what a captive insurance company was and why you might want to form one. There were only a small number of captive insurance conferences, and there was plenty of business to go around.

Fast forward, and every year new states were passing captive insurance laws and the captive marketplace was much more competitive. The fact that we now had dozens of domestic domiciles trying to grow their business elevated the captive insurance knowledge base to a broader audience. The marketplace was changing and our messaging had to evolve and sharpen for us to continue to differentiate ourselves.

Daniel D. Towle, former director of financial services. agency of commerce & community development, State of Vermont

I truly believe that the “new entrants” to the domicile marketplace were good for the industry.

The state made some big investments to effectively differentiate ourselves in the marketplace. We invested significantly in our overall market research and branding efforts. That sent a message to the marketplace that Vermont was not slowing down or becoming complacent, but instead was working hard to reinforce our value proposition.

My role changed quite a bit during that time. I grew into not only being our chief marketer, but also one of strategist and as a leader along with my colleagues. We are more effective with more leaders echoing the same messages, which reinforced the “deep bench” we have in Vermont.

It has been a great experience working here. I had the opportunity to work under four different governors and alongside legends Leonard Crouse and David Provost. I have learned from them all and am grateful for their hard work and commitment to building our captive insurance industry in Vermont.

R&I: Any idea what the number of licensed captives in the state was when you started and where that number stands now?

When I started in 1999, our year-end number for captive insurance companies licensed was 460, our 2016 year-end number was 1088.

I have been with the state for more than 600 of our captive insurance companies licensed, which is more than half of all the captives licensed in Vermont’s history. When I first started, our total gross written premium was $4.2 billion, now it is more than $27.5 billion.

R&I: One of the keys to Vermont’s success as a captive domicile has been the relationship between state government and its elected officials. What do you feel are some key reasons and lessons learned?

We have always worked hard to make sure that the governor’s office and legislature understand the value the captive insurance industry brings to the state. We partner annually with the VCIA to go to the legislature and make sure that they understand what our industry means to the state’s bottom line. We also meet with legislative leaders to make sure they understand about captive insurance and how important an industry it is to our state. We also introduce and pass new captive laws every year.

The bottom line is that we are all in this together and are successful because we are all stakeholders.

Forming a captive can help prevent losses and saves a company money and they can reinvest their savings into preventing future losses.  That is what needs to be shared more consistently.

R&I: Have Vermont’s elected officials had an important impact on its captive industry?

I have been fortunate to work closely with many hard working government officials. A good example of this comes from the very top.  In my role, I would invite the governor to attend events important to the captive industry, or meet with a prospective captive or perhaps meet with an existing captive owner and their boards of directors.  During my time with Govs. Howard Dean, Jim Douglas and Phil Scott, they accepted every meeting request that I have ever put forward to them. That is quite extraordinary and speaks volumes to their commitment to Vermont’s captive insurance industry.

R&I: What accomplishments are you most proud of?

I am proud of our collective work and despite all the competition, Vermont still maintains its top position. I think I am most proud that for 17 years I was still passionate about my work, my colleagues and my clients.

I am also proud to be recognized alongside my colleagues Dave Provost, Sandra Bigglestone and former colleague Len Crouse, in the “Power 50” ranking. The “Power 50” recognizes the most influential and powerful individuals in the global captive insurance industry as voted on by industry peers.

R&I: What are some of the more nagging misconceptions about captive insurance?

Our industry collectively needs to better tell the story about why we form captives and how they benefit their companies. We need to effectively communicate how improving risk management is the primary driver and how having a captive can help a company better manage their overall risk. Forming a captive can help prevent losses and saves a company money and they can reinvest their savings into preventing future losses.  That is what needs to be shared more consistently.

R&I: What are some emerging or dynamic risks that companies might want to be looking to captives to manage?

Advertisement




Any hard to place line of coverage can be a risk that fits in captive insurance. Especially if they have limited availability, high cost and many exclusions. Things like cyber and medical stop loss are risks we are seeing more interest in going into captives.

R&I: If you had one piece of advice for your successor in Vermont, what would it be?

Stay the course. Our basic strategy has not changed over the last 36 years. That’s been to license quality companies and regulate them in a way commensurate with their risks.

My other piece of advice is to only chase quality, not sheer numbers and to stay true to the brand. It has served us well during my 17 years, and I expect will continue to serve us well for the next 17. &

Dan Towle will begin his new role as president of the Captive Insurance Companies Association on April 24.

_____________________________________________________________

2017 Vermont Report

A Perfect Fit

Life Time Fitness finds a captive home in Vermont.

Vermont Eyes Agency Captive

An agricultural consortium is one group taking a serious look at forming an agency captive in Vermont.

 

Dan Reynolds is editor-in-chief of Risk & Insurance. He can be reached at dreynolds@lrp.com.

More from Risk & Insurance

More from Risk & Insurance

2017 Risk All Stars

Immeasurable Value

The 2017 Risk All Stars strengthened their organizations by taking ownership of improved risk management processes and not quitting until they were in place.
By: | September 12, 2017 • 3 min read

Being the only person to hold a particular opinion or point of view within an organization cannot be easy. Do the following sound like familiar stories? Can you picture yourself or one of your risk management colleagues as the hero or heroine? Or better yet, as a Risk & Insurance® Risk All Star?

Advertisement




One risk manager took a job with a company that was being spun off, and the risk management program, which was built for a much larger company, was not a good fit for the spun-off company.
Rather than sink into inertia, this risk manager took the bull by the horns and began an aggressive company intranet campaign to instill better safety and other risk management practices throughout the organization.

The risk manager, 2017 Risk All Star Michelle Bennett of Cable One, also changed some long-standing brokerage relationships that weren’t a good fit for the risk management and insurance program. In her first year on the job she produced premium savings and in her second year is in the process of introducing ERM company-wide.

Or perhaps this one rings a bell. The news is trickling out that a company is poised to dramatically expand, increasing the workforce three- or four-fold. Having this knowledge with certainty would be a great benefit to a risk manager, who could begin girding safety, workers’ comp and related programs accordingly. But things sometimes don’t work that way, do they? Sometimes the risk manager is one of the last people to know.

The Risk All Star Award recognizes at its core, creativity, perseverance and passion. The 13 winners of this year’s award all displayed those traits in abundance.

In the case of 2017 Risk All Star winner Steve Richards of the Coca-Cola Bottling Company, the news of an expansion spurred him to action. He completely overhauled the company’s workers’ compensation program and streamlined its claim management system. The results, even with a much higher headcount, were reduced legal costs, better return-to-work experiences for injured workers and a host of other improvements and savings.

The Risk All Star Award recognizes at its core, creativity, perseverance and passion. The 13 winners of this year’s award all displayed those traits in abundance. Sometimes it took years for a particular risk solution, as promoted by a risk manager, to find acceptance.

In other cases a risk manager got so excited about a solution, they never even considered getting turned down. They just kept pushing until they carried the day.

Advertisement




Butler University’s Zach Finn became obsessive about what he felt was a lackluster effort on the part of the insurance industry to bring in new talent. The former risk manager for the J.M. Smucker Co. settled on the creation of a student-run captive to give his risk management students the experience they would need to get hired right out of college.

The result was a better risk management program for the university’s College of Liberal Arts and Sciences, and immediate traction in the job market for Finn’s students.

A few of our Risk All Stars told us that the results they are achieving were decades in the making. Only by year-in, year-out dedication to gaining transparency about her co-op’s risks and learning more and more about her various insurance carriers, did Growmark Inc.’s Faith Cring create a stalwart risk management and insurance program that is the envy of the agricultural sector. Now she’s been with some of her insurance carriers more than 20 years — some more than 30 years.

Having the right idea and not having a home for it can be a lonely, frustrating experience. Having the creativity, the passion and perhaps, most importantly, the perseverance to see it through and get great results makes you a Risk All Star. &

_____________________________________________

Risk All Stars stand out from their peers by overcoming challenges through exceptional problem solving, creativity, perseverance and passion.

See the complete list of 2017 Risk All Stars.

Dan Reynolds is editor-in-chief of Risk & Insurance. He can be reached at dreynolds@lrp.com.