hanover specialty overview...our 160th year the best kept secret in the industry 2 april 1852 •...
TRANSCRIPT
Hanover Specialty Overview
Andrew Robinson, President Hanover Specialty Insurance
Our 160th Year The best kept secret in the industry
2
April 1852
• Older than Travelers, Berkley, Chubb, Allstate and CNA
• National footprint in 1800s
• Wrote in Asia in 1940s
• Participated in Lloyds 1914+
• A top commercial player at turn of century
Interesting History
• One of 40 oldest companies on NYSE
• National company with material international position
• One of the fastest growing U.S. P&C companies
• Best place to work by Business Insurance last two years
• With $4.4 billion in revenue The Hanover is a Fortune 1000® company
• Ranked among the top 25 property and casualty insurance companies
Interesting Position in 2012
The Hanover
Personal
Lines 34%
Commercial
Lines 27%
International
Specialty 23%
U.S.
Specialty 16%
Hanover is a strong performing diversified company
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2012
$4.4 Billion Net Written Premium
Business Mix
50%
55%
60%
65%
70%
75%
80%
85%
90%
2007 2008 2009 2010 2011 2012
The Hanover (U.S. Domestic)
U.S. Industry Loss and LAE Ratio
Note: The 2012 industry loss ratio is an estimate. Source: Dowling & Partners adjusted for Superstorm Sandy.
$1.9
$2.4 $2.4 $2.5
$2.6
$-
$0.5
$1.0
$1.5
$2.0
$2.5
$3.0
2008 2009 2010 2011 2012
Solid financially and progressing
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Net Written Premium Growth Earnings Power Pre-Tax Segment Income Ex-Cat
Shareholder’s Equity ($ in billions)
($ in billions) ($ in millions)
Current FSR
Current Senior Debt
Ratings
Date of Most Recent Upgrade/
Outlook Change
A.M. Best A bbb May 2009 - Upgrade
Moody’s A3 Baa3 January 2008 – Upgrade
S&P A- BBB- May 2008 – Upgrade 2010– Upgraded ERM rating April 2011 – Stable Outlook
Positive Ratings
$231
$472
$369 $383
$433 $445
$-
$100
$200
$300
$400
$500
2008 2009 2010 2011 2012
$2.5 $2.6
$3.0
$3.6
$4.4
$-
$1.0
$2.0
$3.0
$4.0
$5.0
2008 2009 2010 2011 2012
Our vision drives a powerful value proposition for our partner agents
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World Class Property and Casualty Company
World Class People
Deep
Partnerships
with
Winning
Agents and
Brokers
World Class
Product and
Underwriting
Capability
Responsive Service Delivery
via Cost – Effective
Operating Model
Strong Culture of Execution
Strong Financial Position
Our
VISION
The Best Partner Because:
I. Intense Focus on Product Innovation
II. True Commitment to Partnership (Franchise Value)
III. Unparalleled Responsiveness and Expertise
Our proposition resonates with the best agents and brokers in the country
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Agents with >$1M
Agents with >$3M
23%
85%
35%
15%
Total Written Premium
50% Premium
800 Agents
Driving share increase with best agents
Top 100 U.S. Agents 2009 – 2011
Growth with IIABA/Reagan Best
Practice Agents 2009 – 2011
Total premium with this cohort of
agents, $874M
Total premium with this cohort
of agents, $236M
Healthcare
Management Liability
Hanover Specialty Industrial
Surety
Professional Liability
Marine
AIX Program Business
Direct Written Premium In Millions
$59
2004
$812
2012
Our investments in specialty: Key to growth with our partners
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Focus on today – Healthcare, Professional & Executive Liability
Professional Liability
Management Liability
• Lawyers
• Architects & Engineers
• Accountants
• Business, Professional, and Personal Services (MPL)
• Employment Practices Liability
• Nonprofit Liability
• Private Company Liability
• Fidelity & Commercial Crime
• Excess Liability
• Market leading products & coverages; “private label” programs
• Limited distribution – disproportionate UW attention
• Efficient & responsive operating model
• POS capabilities (ML & PL)
• Deeply experienced claims professionals
• Value added risk management
• Consultative approach
Products Proposition
Healthcare
• Eldercare
• Allied Healthcare Centers
• Home Healthcare
• Medical Equipment
Hanover Specialty Industrial
• Industrial Property, admitted product for sprinklered facilities
• Brokered Environmental Casualty
HANOVER PROFESSIONAL
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Gerry Merritt, President
Hanover Professional Portfolio (HPP)
4 Dedicated Centers of Professional Liability Expertise:
LAWYERS ACCOUNTANTS
ARCHITECTS & ENGINEERS
MPL for 150+ PROF CLASSES
What we do
Offering
• Lawyers Professional Liability
• Architects & Engineers Prof. Liability
• Accountants Professional Liability
• Business, Professional & Personal Services E&O (MPL)
Strategy
• Focus is small to mid-size firms (<35 attorneys)
• Distribution is focused on 50 Target Agents who are aligned with our mix of business appetite
• Focus is on small to midsize firms (<$10M in revenue)
• Distribution aligns with Specialist Target Agents
• Focused on small to and mid-size (<$15M in revenue)
• Concentrating on Specialist Agents with large blocks of business
• Actively pursuing 30+ classes of professions
• Actively seeking, developing and launching program opportunities
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Lawyers Professional Liability
What we target • Focus is small to mid-size firms (<35 attorneys) with little to no area of practice severities
• Target Areas of Practice: Civil Litigation, Commercial Litigation, Criminal Defense, Elder Law, Employment, Estates/Trusts/Probate, Family, Immigration, Insurance, Municipal, Social Security, Workers’ Compensation, Public Utilities, Schools & Tax Preparation-individual
Excluded areas of practice:
• Admiralty, Copyright/Trademark, Corporate Finance, Entertainment, M&A, Municipal Finance, Mineral Rights, Patent, Mass Tort, Real Estate, Securities, Tribal Law & Water Rights
What we offer • 3 types of professional liability insurance to meet the needs of law firms:
• Hanover Lawyers Professional Preferred – Covers the professional liability risks that most law firms face.
• Hanover Lawyers Professional Primary – Accommodates the needs of smaller, more cost-conscious firms
• Hanover Lawyers Professional Prestige – Provides more sophisticated protection for larger firms with specialized practices and more complex exposures
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Strong & Growing Demand for MPL
• Professional Liability is not just for Doctors, Lawyers, Architects and Accountants anymore
– Many more classes being characterized as “professionals”
• It’s no longer “nice to have”
– Professional Liability is becoming the most important coverage these professionals can carry. Reputations are at stake.
– Lawsuits are increasing
• Most states require certain professions to carry Professional Liability
‒ More and more customers are asking for proof of insurance
• Bigger demand is coming from contract requirements
• Most companies that bid on a job are being contractually required to show proof of professional liability
Miscellaneous Professional Liability (MPL)
What we target
A wide range of personal, business, and service professionals., such as:
• Business Services E&O
– Advertising Agencies, Marketing Companies, Market Researchers, Arbitrators and Mediators, Business Associations, Executive Recruiters, Graphic Designers & Interior Decorating Services
• Personal Services E&O
– Travel Agents, Tax Preparers, Funeral Directors and Home & Commercial Property Inspection Services
• Professional Services E&O
– Curators, Management Consultants, Marketing Consultants, Property Managers & Real Estate Agents and Brokers
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Miscellaneous Professional Liability (MPL)
15
What we offer 2 different products for comprehensive, custom-designed protection
• Endorsement Option - An affordable errors and omission endorsement option
that can be added on to Hanover's Business Owner's Policy (BOP) or Commercial Package Policy (CPP).
• Stand-Alone Product - For small to mid-sized businesses that need broader coverages and higher limits, we offer an industry-leading, stand-alone professional liability product.
Miscellaneous Professional Liability (MPL)
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Product features
• Claims Made and Reported Form
• Duty to Defend/Pay on behalf of
• Claim Expense Limit available outside of Policy Limit
• $25,000 Defense Coverage for Disciplinary Proceedings
• Prior Acts Coverage available
• Internet Liability Coverage included
• Deductibles not Retentions
• Personal Injury Coverage included
• Punitive Damages Coverage included
Miscellaneous Professional Liability (MPL)
Program Strategy
• Closely work with agents to get successful programs off the ground
• Focus on specific classes and create programs around them
• Specially crafted coverage “hook” is only available through this program, creating demand.
– Exclusivities available for specific class coverages
• Assist with or drive in marketing strategies & tools
• Educate potential insureds on exposures and how our product closes those gaps
• Provide risk management services
Miscellaneous Professional Liability (MPL)
Program Benefits
• Significantly Increased Revenues
‒ Increased demand
‒ Lower costs of procuring
‒ Dramatic increase in hit ratios
‒ And improved renewal retentions
• Program agent has a competitive advantage in marketplace
• Higher retention with more lines of business with customer
• A strong professional Liability program is an excellent breeding ground to sell other lines of coverage
• Leverages your experience & capabilities to further grow your operation
Why Hanover MPL?
• Focus on a Selective group of Top Agents
• The Hanover is a Strong and Vibrant Carrier offering a broad and distinctive portfolio
• Significant Investments in Professional Liability: • Talent, Products, Capabilities & Ease of Doing Business
• Start Up – no min book of business is required to
start a program
• Speed to Market - We can deliver a start up program in as little as 60 days
• Access to Key Decision-Makers ‒ Minimal red tape, Hanover is flat, lots of autonomy
• National company admitted in 48 states (HI, AK are surplus lines)
MANAGEMENT LIABILITY
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Helen Ryan Savaiano, President
What we do
Offering
• Employment Practices Liability
• Nonprofit Management Liability
• Private Company Management Liability
• Fidelity & Commercial Crime
• Following Form Excess Liability Advantage
Strategy
• Products specifically designed to compete against “best in class” in management and executive liability.
• Have the ability to create “ Private Label “ enhancement endorsements for agencies making a significant financial commitment
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Employment Practices Liability Advantage
What we target • Standard - Vast array of private companies with up to 2000 employees
• Small Business Policy - Vast array of private companies with up to 100 employees and no claim history
Excluded classes:
• Financial institutions, public companies, governmental entities, labor unions, public schools and universities, credit reporting and collection agencies, professional employer agencies
What we offer
• Standard Policy: Limits up to $10 Million
• Small Business Policy: Limits up to $1 Million
• Available on POS - only 7 Application questions
• Financial data and HR handbooks are not required as part of the application
• Retentions as low as $1,000
4
Nonprofit Liability Advantage
What we target
• A vast array of nonprofits of all sizes including but not limited to:
• Art Councils, Theatres, Shelters, Clubs, Professional/Industrial Trade Associations
• Economic Development Agencies, Chambers of Commerce, Museums, Medical Clinics
• Human Service Organizations
Excluded Classes:
• Governmental entities, hospitals, colleges/universities, labor unions, political organizations
What we offer
• Limits up to $10,000,000
• D&O Retention as low as $0 for individuals and $500 for entities
• EPLI Retention as low as $1,000
• Separate limits of liability available for D&O, EPL and Fiduciary
• Limits up to $1 M for nonprofits with less than 25 employees is available on POS
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Private Company Liability Advantage
What we target
• A vast array of privately held companies in various business segments with less than 2500 employees and up to $250 M in assets.
Excluded Classes:
• Financial institutions, public companies, governmental entities, labor unions, schools and universities, credit reporting and collection agencies, insurance companies, professional employer agencies
What we offer
• A modular policy with 5 optional coverage parts:
• D&O for individuals and the entity
• Employment practices liability
• Fiduciary coverage
• Fidelity & Crime
• Kidnap/ Ransom
• Limits up to $10 Million
• Retentions as low as $1000 for entities and $0 for individuals
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Fidelity & Commercial Crime Advantage
What we target
• Nonprofit, private and public entities of all sizes
What we offer
• Employee theft
• Forgery or alteration
• Theft , robbery and burglary inside the premises
• Theft and robbery outside the premises
• Computer fraud
• Funds transfer fraud
• Money orders and counterfeit money
• Excess Commercial Crime
• Investment Advisor ERISA Bond
• Financial Institution Bonds
• Limits up to $5 Million
• Retentions as low as $1,000
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Management Liability Risk Services
• Hanover Employment Practice Liability policyholders have unlimited access to a toll free hotline for employment practice questions and guidance supported by the Jackson Lewis law firm, national experts in employment practices and labor relations . They also receive access to regional specific articles and information on claim trends and risk management issues.
• Kidnap & Ransom policyholders are fully backed by a proven international full service security firm
• Many of our policies include optional sublimit endorsements for crisis and risk management expenses.
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Why Hanover Management Liability?
1. Commitment to a limited retail agency distribution that allows us to use our capacity
to write a balanced portfolio with our select partners that includes ballast business as
well as some higher risk classes. We do not do business with the largest brokerage
houses or wholesalers.
2. Simplified ML structure that ensures your agency receives direct access to a dedicated,
experienced UW for all business lines/products on your new and renewal business.
Authority is in the field.
3. Best in class suite of products with flexible terms and options providing first-rate
protection for businesses and their directors, officers and employees.
4. Claims professionals with deep knowledge of the industry prepared to assist the
Insured in managing claims and lawsuits to the best possible resolution for the Insured.
5. Competitive agency compensation whether through a commitment to submission
flow, book thin or affinity/program business.
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HANOVER HEALTHCARE
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Matt Mitchell, President
What we do
Offering
• Allied Healthcare
– Allied Health Centers
– Home Healthcare
– Medical Equipment
• Eldercare
Strategy • Provide a suite of leading products
that targets the large, diverse and growing Allied Health and Eldercare Industries.
• Foundation of strong claims and risk management services by on staff nurse attorneys and clinical risk managers
• Dedicated multi-line healthcare underwriters that reduce contact points for your agency
• Committed to limited distribution with a focus on a limited number of agents per geography.
Allied Healthcare
What we target
Allied Health Centers
Home Healthcare
Medical Equipment
Targets a wide array of routine diagnostic testing, laboratories and
services including: Medical Imaging & Diagnostic Testing, Sleep
Study Centers, Closed and Retail Pharmacies, Hospice Homes,
Physical/Occupational Therapy
Targets a variety of medical and healthcare related services
delivered in the home including: companion care, skilled nursing
care, wound care and home infusion.
Targets home and durable medical equipment distributors and
retailers selling: life support equipment, mobility equipment,
orthotics/prosthetics, wheelchairs and medical gas.
What we offer
A comprehensive and customizable solution designed for each Allied Healthcare sector that includes:
Core Coverages:
• Property, General Liability, Auto and Commercial Umbrella
Specialized Coverages:
• Professional Liability
• Available on either Occurrence or Claims Made coverage forms with option for separate limits of
insurance
• Physical and Sexual Abuse
• Medical Director’s Coverage
• Administrative Defense Coverage endorsement including HIPPA investigations
• Data Breach
• Other Liability coverage available such as: Employee Benefits Liability, Employment Practices Liability,
Stop Gap, etc.
Allied Healthcare Products
Eldercare
What we target
Customizable program designed to meet the needs following types of small to midsized eldercare organizations including:
• Skilled Nursing Facilities
• Assisted Living Centers
• Continuing Care Facilities
• Independent Living Communities
What we offer
Our comprehensive solution is tailored for the Eldercare market. This flexible array of coverages and services can be customized to
meet the unique needs of this diverse industry.
Core Coverages:
• Surplus Lines General, Professional Liability, Sexual
Abuse and Employee Benefits
• Surplus Lines Excess with limits up to $5 million
• Commercial Property
• Commercial Auto
Specialized Coverages:
• Administrative Defense Coverage
• Public Relations Expense
• Emergency Evacuation Expense
• Innocent Party
• Religious Counseling Professional Liability
• Data Breach
• Emergency Management Expense
Differentiating & Delivering Value
Staffed by nurse attorneys and clinical risk managers with over 20 years experience in the Healthcare industry, Hanover incorporates an integrated approach to mitigating loss potential and delivering valuable services. An example of this type of differentiated approach is our risk management portal and self assessment tools.
Industry News and Legislation
Alliance Partners providing discounts on criminal background checks, MVRs, etc.
Interactive Self Assessment tool to assess operational performance and make recommendations
Hundreds of risk management articles on a wide range of Eldercare specific topics
Differentiating & Delivering Value
Self Assessments
Each Hanover Eldercare client can complete on on-line self assessment. This self assessment tool allows clients
to evaluate their business practices on a wide variety of topics including:
• Customer Service and Expectations
• Organizational Policy and Procedure Manuals
• Administrative/Operational Policies and Procedures
• Credentialing of Non-employed Medical Providers
• Contract Management & Employee Management
• Nursing Services
• Medication Management
• Admission Services
• Medical Records/Documents
• Infection Control
• Facility Programs
• Incident Management
• Skin Wound Management
• Fall Prevention, Elopement Prevention, Abuse Prevention
Differentiating & Delivering Value
Self Assessments cont..
This online interactive tool automatically scores the risk and highlights areas of deficiency
Clients can review the results of their self assessment and easily find areas that are in deficiency for every question asked. The tool automatically provides links to documents that cover best practices that they should incorporate to improve the quality of their operation
Healthcare Risk Management Services
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Each client receives a direct call from Hanover’s on staff risk management clinicians to help them review the survey
findings, ask questions that they may have and provide additional recommendations on how to improve the operation.
Larger accounts may be placed on service plans where loss prevention strategies will be developed and shared with
the risk managers. These loss prevention strategies can include both clinical and non-clinical areas of improvement.
One of the cornerstones of Hanover’s integrated claims and risk management approach is
highlighted on how we respond to an adverse event at an insured facility. This involves:
• 24 hour first call and customer care team providing support 24/7,
• Prompt and thorough investigation of incidents,
• Development of loss mitigation strategies that provide additional protection to clients and
reduce potential damages
• Aggressively defending clients
• Only working with specialized group of attorneys who have extensive expertise in defending
Eldercare facilities
Managing Claims and Mitigating Damages
Providing Proactive Risk Management Services
Why Hanover Healthcare?
Benefits to your customers:
• Customizable programs that address the unique exposures of healthcare businesses
• Seasoned management, underwriting, claims and risk management team
– Over 20 years of expertise in providing insurance program for healthcare industry
• Dedicated claims team with first hand healthcare industry experience as nurses and medical malpractice attorneys
• On staff clinical risk managers and services to assist customers in loss avoidance
Benefits to your agency:
• Comprehensive product offering targeting growing Allied Health and Eldercare sectors.
• Unique coverages and services to differentiate your sales
• Direct access to dedicated multi-line Healthcare Underwriting Team
• Commitment to limited distribution with Partner agents
• Enhances the franchise value and facilitates distinction from competitors
• Increased revenue opportunity by direct access to the market (Hanover) and avoidance of dependency upon wholesalers
HANOVER SPECIALTY INDUSTRIAL
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Jeff McDonough, Director of Sales
Business Strategy
Provide Distinctive Capabilities
– High quality solutions for difficult to place small to mid sized industrial accounts
– Industrial risk capability well beyond traditional standard lines carriers
– A distribution strategy focused on targeted Hanover agents
Enable “One Stop Shopping”
– Complement core commercial products
– High hazard industrial property risk underwriting (HSIP)
– Unique program oriented brokerage capabilities (HSIB)
Deliver Increased Economic Benefit To Our Agents
– Enables differentiation and increased revenue per transaction
– More income for YOU!
Hanover Specialty Industrial
HSI Historic Financial Performance
Hanover Specialty Industrial Financial Performance
$0$5,000
$10,000$15,000$20,000$25,000$30,000$35,000$40,000$45,000
2008 2009 2010 2011 2012
Projected
Year End
Th
ou
san
ds
0%10%20%30%40%50%60%70%80%90%
Direct DWP
Pre-Tax Income
Net Loss Ratio
Combined Ratio
Hanover Specialty Brokerage
$0
$5,000
$10,000
$15,000
$20,000
$25,000
2008 2009 2010 2011 2012
Projected
Year End
Th
ou
san
ds
0%2%4%6%8%10%12%14%16%18%
Direct Written Premium
BUC Contribution
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What is HSIP and HSIB?
We write on Hanover-owned paper.
• 40+ years experience insuring chemical occupancies. • A unique blend of engineers and underwriters working
together.
Technical expertise • Proven skill in evaluating higher hazard risks • Relationships with insured’s are enhanced by high-touch
loss control assistance
We make the agent’s life easy • Ultra-responsive with fast turn-around capability. • We gather the info for agents. • Consistency and stability in approach.
Together we are Hanover Specialty Industrial
We place business with other carriers • Specialize in industrial accounts, especially:
• Environmental-driven casualty • Poorly protected property.
Not a Traditional Wholesaler • Partnership approach with carriers • Customized approach to each opportunity. • Prenegotiated coverage enhancements.
We make agent’s look smart • Provide consultative approach around market
knowledge, coverage options and exposure expertise.
HSIP – Property Underwriters HSIB – Specialty Brokers
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HSIP Details
Product: – Fire & Allied Lines
• Equipment Breakdown
• Add Ons as appropriate
• Flood & quake sub-limits available (Hanover program)
– Minimum Premium: $10,000
– No minimum earned premium
– $100 million capacity per location (can easily fac on top)
Key Selling Points: – Unsurpassed Industry Experience (40+ years in industry)
– Competitive commission
– Industry-recognized Property Engineers
– Admitted paper
– Specialized policy
– Fast turn-around, ease of doing business
– No added inspection fees
Rounding out accounts that have a difficult property piece.
Agency billed invoice - Invoice arrives with the policy - Agency billed for the net amount - Due 30 days after inception
Quickie Prequalification ?’s - Sprinklered - Rate – typically above $.12 - Same coastal guidelines as MMU
Engineering service and expertise help facilitate a high stick rate for HSIP.
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HSIB Details
Product: – General Liability
• Optional products pollution included
• Optional site pollution included
• Auto and Excess Liability as supporting lines
– Pollution Legal Liability
– Stand-Alone Excess Liability
– No Sprinklers, No Problem Property
– Minimum Premium: $10,000
Key Selling Points: – Exclusive coverage enhancements and Discounts – Coverage comparison and sharing of expertise – Low Minimum Premium and Flexible Payment Terms – Leverage our relationships with leading national specialty underwriters – Streamlined Applications – Coordination with Hanover Underwriters and Loss Control
Beyond the capabilities of wholesalers and more value than direct placements.
Selling Value, we help agents: • Win profitable business via our consultative
approach and strong carrier relationships. • Retain nonrenewed business. • Place nonrenewed Hanover business,
either a line or a location. • Find a Total Account Solution w/in Hanover
Quickie Prequalification ?’s - Environmental and/or Industrial? - NonSprinklered? - Non-Hanover, surplus placements
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Target Classes
Additives Adhesives Aerosols Agricultural Auto Parts Battery Recycling Biodiesel (Best of Class) Boat Manufacturing Building Owner - Lessors Risk Cabinet Manufacturing Candle Manufacturing Chemical Manufacturing Chemical Distributing Coatings Composites Corrugated Box Manufacturing Cosmetics Cutting
Matches Mattress Manufacturing Ordnance/Munitions Paper Products Pharmaceutical Manufacturing Plastic Manufacturing - All Types Printing Recycling (Best of Class) Rubber Manufacturing - All Types Shoe Manufacturing Solvents Sporting Goods Manufacturing Synthetic Oil Packaging Textiles Tire Distribution, Recycling, Re-capping Volatile Metals
Wood Pellets
Distressed Property Electroplating Equipment/Assembly Environmental Contractors Explosives Fertilizer Manufacturing Fiberglass Fireworks Storage Foam Food Additives Food Processing Furniture Manufacturing Heat Treating Janitorial Supplies Labs Laminating Lubricants Machine Shop
Hanover Specialty Industrial appetite:
Hanover Specialty Industrial The Right Chemistry For Success
+
+
= Success
+
+
+
QUESTIONS?
46