Marketing Strategies for Commercial Surety That Produce Results
Recorded On: 09/15/2009
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This presentation discusses how the continuing difficulties in the construction sector have put unexpected pressure on the ability of member agencies to maintain the level of income of prior years. They show how expanding agency attention and resources toward the production of more commercial surety may help to relieve some of that pressure.
Paul D. Amstutz
Executive Vice President, Surety Operations Roanoke Trade Services, Inc.
Mr. Amstutz is a 40+ year veteran of the surety industry. His career has included underwriting responsibilities for fidelity; financial institutions; commercial surety; and contract surety.
Mr. Amstutz served as President and CEO of Washington International Insurance Company (NAS Surety Group) from 1987 until his retirement in May of 2004. He joined Roanoke Trade in December of 2004. Roanoke is a leading provider of Customs bonds in the U.S., in addition to a significant volume of other commercial surety bonds.
In addition to serving as a past member of the Board of Directors of the Surety Association of America, Mr. Amstutz currently serves as a member of the NASBP Board of Directors; the Commercial Surety Committee; and the Professional Development and Education Committee. He is also a current member of the faculty of the William J. Angell Surety School.
Steven A. Swartz
Founder, South Coast Surety
Steve is a California native, born in Los Angeles. He entered into banking in the Los Angeles area in 1971 and has continuously been in the financial field since then. In the early eighties he started his own equipment financing firm, SCS leasing.
Using his financial analysis and marketing skills, Steve entered surety and helped found Pac-Coast Bond and Insurance Services in 1989 and has been involved in surety for over twenty years.
In 1995 Steve established his own agency, South Coast Surety. The firm initially specialized in providing contract surety support on an account basis.
Steve built and established the agency website www.southcoastsurety.com in the same year. It became apparent that there was a growing call for servicing commercial bond needs. Through the website activity and Steve’s direction the agency became more engaged in writing commercial bonds and supporting insurance agencies as a transactional bond wholesaler.
Today, South Coast Surety services thousands of insurance brokers across the country. Being licensed in all 50 states, the agency supports both transactional and account commercial and contract bonds. South Coast Surety bills up to 1000 bonds per month. They have established a number of commercial bond programs and have in-house underwriting authority with a number of surety companies.
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