The document outlines a district presentation for an insurance company's goal to become the number one small business insurer in the US by 2020. It discusses growing commercial insurance premiums written from the current $1.6 billion to $3.2 billion through initiatives to increase agent quoting rates to an average of one commercial quote per week. Doubling commercial quotes and premiums written would double agents' commissions and help the company achieve its goal.

1. District Presentation 1 ONE to Win

2. 2 The Commercial One to win What is One to Win? Our vision is to be the # 1 small business insurer in the United States by year end 2020.

3. The Commercial One to win One to Win 3 “Nothing happens until an agent writes a policy”. To achieve our goal of being the # 1 small business insurer in the United States by year end 2020, agents need the tools to do their jobs, the company’s job is to support them with… Vision Team Destiny Destiny is created not found, as one, we create our destiny

4. ONE to Win One Noun:The first whole number, a term denoting unity Adjective:Being or amounting to a single unit, being first in a group Pronoun:A personified entity: The number one company What does mean to you? 4

5. 5 The Commercial One to win 1935, Amelia Earhart becomes the first woman to fly solo across the Pacific, a little car called Volkswagen makes it’s debut, and our proud history begins as the Truck Insurance Exchange. $1612M GWP $1393M GWP We have grown significantly $577M GWP 2010 $36M GWP 1988 2003 $1M GWP 1958 1938 One to Win

6. 6 The Commercial One to win Over the past seven years, during extremely difficult economic times, Commercial’s growth has been phenomenal, but we’ve only scratched the surface of what’s out there. $1,612M +16% 407,207 +58% $1,393M 257,768 GWP 2003 2010 PIF 2003 2010 One to Win

7. 7 The Commercial One to win Not only have we grown during extremely difficult economic times, Commercial has grown profitably. 2010 2009 2008 Combined Ratio by Year 2007 2006 2005 99.5% 2004 2003 95.8% 95.9% 98.5% 95.4% 115.0% 116.6% 129.8% One to Win

8. 8 The Commercial One to win Where we are in the small business marketplace Total Market Opportunity $71B Quoted by FIG $3.6B Within FIG’s Appetite $36B $71B GWP Written by FIG $1.6B $36B $3.6B $1.6B

9. 9 The Commercial One to win Where we need to be in the small business marketplace $3.2B in all Commercial lines by 2020

10. 10 Total Small Commercial Market $71 ($billion) Key Carriers 2010 GWP ($billion) Market Share Farmers 2.2 3.1% Travelers 2.8 4.0% Liberty Agency Markets 2.7 3.8% Hartford 2.7 3.8% Nationwide 2.3 3.3% State Farm 2.2 3.2% Progressive 1.6 2.2% Allstate 1.1 1.5% The Commercial One to win The Small Business market in America is a huge opportunity with no clear leader. By doubling our GWP we will be the # small business insurer in America and the industry leader. doubling One to Win

11. The Commercial 1 campaign Commercial has had impressive growth over the past 75 years. Growth that laid the foundation for what will happen in the next decade. To be number we must double in size, and we must do it by optimizing our EA channel’s ability to produce business. 11 The Commercial One to win double $3.2B $2.4B $1.6B 2015 2020 Year Let’s pump up our GWP! 2011 One to Win

12. During the past 5 years we’ve given our agents many initiatives to help them write more commercial business. We’re working toward capturing more and more of this huge national market. One to Win 12 The Commercial One to win We’re a Company on the move

13. One to Win 13 The Commercial One to win Right now, on average, our agents are only submitting half a commercial quote per week. Would you like only half of these?

14. 14 The Commercial One to win campaign Moving requires team work Today Farmers averages ½ of a commercial quote per week, per agent. To be the number one insurer of small business in America by 2020, that submission rate must grow to quote per week, per agent. Doubling quotes means doubling: Commi$$ion Commi$$ion One to Win

15. One to Win 15 The Commercial One to win How do we compare to the competition?

16. 16 The Commercial One to win In order to become the market leader we need to achieve an average of: 1 quote per agent per week = One to Win One to Win

17. 17 The Commercial One to win $3.2B GWP If every agent submits one Commercial quote per week, where will we be… 1,144,000 2020 $456M in commissions 1,087,500 2018 QUOTES 910,000 2016 732,500 2014 555,000 Helping agents submit one quote per week will meet the goal of reaching $3.2B of GWP in less than 10 years. Doubling GWP also means doubling agent’s commissions, now that’s One to Win 2012 434,000 Doubling 2011 doubling $228M in commissions 340,000 2010 One to Win

19. Claims response

20. Greater Commissions

22. Financial strength and stability

23. Claims response

24. One stop shop for insurance

25. Trusted Brand

26. We can grow with their business

28. BOSS

29. Restaurant Updates

30. Hab Updates

31. Auto Appetite Expansion

32. Commercial Advertising

33. Direct mail

34. Multicultural Marketing

35. IBOP

36. HBOP

37. BIG Payday

38. Appetite Guide Enhancements

39. Associations

40. Work Comp RedesignOne to Win

41. 20 The Commercial One to win Agency Compass can show you the way to greater agency income. If the quote volume and conversion ratio remains the same, you can expect income to remain the same. One to Win

42. 21 The Commercial One to win In this example, by only increasing quote volume to 1 commercial quote per week, income has increased $15,692 or nearly 10.0%. Compass can help chart the path to being #1 by 2020. One to Win

44. Promotion Ends — July 19,2011

45. Benchmark

46. Capped at $225,000.

47. No growth or negative growth will have a benchmark set at $0

48. Benchmark Period: Results from BIG Payday The $equal

50. 24 Agent Awards Growth Over Benchmark Commission Award $5,000 - $9,999 $500 $10,000 - $24,999 $1,000 $25,000 - $49,999 $2,000 $50,000 - $74,999 $4,000 $75,000 - $99,999 $6,000 $100,000 - $249,999 $8,000 $250,000 + $25,000

51. 25 District Manager Awards Top 5 District Managers (with a minimum of 6 qualify in agents) per Sales Zone with the highest percentage of agents earning a BIG Payday 2Extreme bonus will earn the following: 1st Place $8,000 and the BIG Hitter 2nd Place $5,000 3rd Place $3,000 4th Place $2,000 5th Place $1,000

52. 26 The Commercial One to win Over the last decade we have demonstrated our passion for growth in Commercial, we have… The Opportunity Products Tools Distribution DMs Agents Employees Service Ready, set, go… One to Win One to Win