About

Industria Risk & Insurance Services was founded by forward-thinking and creative industry and product development experts. We have years invested in learning your business from the ground up. We know what you need and why.

So when you ask yourself why Industria, the answer will seem obvious—as our name suggests, we know your niche. We work in tandem with you to understand not only your risk and insurance service needs, but what you aspire to achieve as a company. We pride ourselves in being different in our approach to managing your risks and in making a difference—for our clients and the communities we serve.

We are a wholly-owned subsidiary of GoodWorks Financial Group, a professional services firm offering clients advice and solutions in the areas of finance, insurance, and employee benefits brokerage and consulting.

Risk

Every day, your industry faces a new and growing world of risk. Pressures from the marketplace and the global political landscape only add to the perennial issues—from labor shortages and food safety to the rise of cyber crime and the need to upgrade security measures. It is for these reasons, and so many more, that our clients have chosen to partner with the industry professionals at Industria Risk & Insurance Services. Our deep understanding of the risks associated with their business, empower them to act, interact and react to the shifting trends of the industry.

When it comes to managing risk, you have five options: terminate, tolerate, treat, train and transfer. We terminate what we can, we tolerate what we must, and transfer what we can through the right insurance products and third-party out-sourcing contracts.

Whether you are looking for assistance with your on-site inspections and regulatory compliance training, or looking to go above and beyond the mandated programs by providing supervisory training, training in how to handle guest incidents, or simply improve upon your incident report writing skills, we are there with our “treat” and “train” expertise. We know, statistically, that the only effective way to treat and train these risk exposures is to attack them using a behavior-based loss control model, and that is where we really shine. And while we focus most of our efforts on pre-loss activities, when all else fails, we are also there with industry-focused claims advocacy and stewardship activities that go above and beyond annual renewals and quarterly reviews.

Industry-Focused Claims Advocacy
As a client of Industria Risk & Insurance Services, you are afforded invaluable insight and guidance in all aspects of claims management and resolution. Our objective is to ensure that the risk and insurance products we negotiate on your behalf respond as intended, with minimal delay and disruption to you.

  • Providing day-to-day assistance on claims issues and claims handling matters
  • Evaluating coverage applicability
  • Assisting with the claims recovery process and litigation support
  • Facilitating and participating in claim reviews
  • Providing access to underwriters’ senior claim executives
  • Assisting in the development of loss and special handling instructions
  • Helping you anticipate what to expect from underwriters on complex claims
  • Identifying and correcting any breakdowns in the claims-handling process
  • Identifying claim trends
  • Developing loss control procedures to address repeat loss patterns

Behavior-Based Safety & Loss Control
Understanding that 95% of all employee and guest incidents are behavior-based, it is important that we address our loss control efforts with that statistic in mind. Our loss control model is consistent with the hospitality service philosophy and one of the most distinguishing characteristics of our firm.

Our approach emphasizes industry expertise, planning, teamwork, and tangible results. We are experienced in driving “best practice” initiatives to successful completion, using a multidisciplinary team of experts in the areas of program development and administration, data analysis, and risk information consulting. And although we are skilled at strategizing on the “big picture,” we pay close attention to the details in day-to-day activities and have found that embedding our behavior-based safety and loss control programs within the framework of your operations, creates a sense of ownership and loyalty across all levels of the client, broker and carrier team.

Outcomes of this partnership that have proven to be beneficial to our client population include:

  • Reduction in employee and guest injuries and illnesses
  • Cost reduction in insurance premiums and associated costs of loss
  • Increased ownership of health and safety
  • Improved overall safety awareness
  • Better informed completion of accident investigation efforts
  • Increased productivity
  • Boosted sales efforts in promoting a stellar safety performance
  • Improved employee morale

Safety & Security Training Program Development
One of the most common misconceptions we see in the area of hospitality risk management is in the presumed similarities between the concepts of safety and security. While they both fit nicely under the umbrella of risk management, they are very different areas of risk.

In the world of hospitality and gaming, security efforts are largely directed toward front-of–the-house exposures—guest incidents and accidents, while our safety programs are geared more toward the heart-of–the-house addressing our employee safety practices. But how we handle guest and employee incidents from the moment they happen, have a significant impact on the overall outcome of the claim.

At Industria Risk & Insurance Services, it is our deep understanding of the industry and associated risks that have driven us to develop very specific training programs, tailored not only to the unique concepts of safety and security, but to the very specific risk exposures of our client portfolios and profiles.

Outlined below is a small sample of the training classes we have developed for several of our clients:

  • Handling Guest Incidents
  • Supervisory Safety Training
  • Regulatory & Compliance Training for the Hospitality & Gaming Industries
  • Accident Investigation Techniques & Report Writing
  • Department Specific Safety Training
  • Job Safety Analysis (JSA) Development & Training

Regulatory Training & Compliance
Each industry is mandated to comply with government regulated safety training as dictated by the specific risks associated with their risk exposures. As referenced in the Safety & Security Training Program Development section above, Regulatory Training & Compliance is one of the many services provided by Industria Risk & Insurance Services.

Whether you are a large hotel chain, a small restaurant group, a gaming operation, team sport or an entertainment venue, we know the regulated training required for your industry, and are prepared to develop a program, specifically tailored to your regulatory training needs and compliance mandates.

Some of the more common regulatory safety training programs required for our industries include:

  • Hazard Communication/Global Harmonized System
  • Bloodborne Pathogens Exposure Control
  • Lockout/Tagout (Electrical Energy Isolation)
  • Safety Committee Development & Training
  • Emergency Planning & Preparedness
  • Permit-Required Confined Space Training
  • Respiratory Protection Program

On-Site Inspections
At Industria Risk & Insurance Services, there is no such thing as “check the box” safety. While a lot of safety and security questions and considerations can be addressed over the phone, performing on-site inspections isn’t among them. With over two decades of on-site safety inspection expertise, we know the importance of “walking” a property and the value it brings to our clients. We are also not using the time to point out what you’re doing wrong—we are there for you, and by extension for the health and well-being of your guests and employees.

Insurance

From basic property claims, slip-and-fall incidents, and transportation faux pas, to the more complicated incidents surrounding bed bugs, identity theft and employee practices liability, we know the risks and more importantly, the insurance products that you will need to respond and protect you from the ever-evolving risk and insurance challenges faced by your unique industry today.

Industries face a host of risk exposures—exposures to loss and lawsuits that are unique to the multi-faceted businesses we operate within. With that in mind, it is important that our clients understand the full range of product offerings available to them, and the terms and conditions under which they are offered.

Because of their geography or other unique circumstances, a number or our clients are faced with exposures far exceeding the basics of property and casualty insurance in areas such as marine, environmental considerations, builder’s risk and international exposures, not to mention the more catastrophic weather-related exposures to named-storm, flooding and earthquake activity.

And being part of an industry dictated by the service levels provided by their employee population, they must also be fully aware of the sole remedy laws surrounding workers’ compensation, and the best ways to manage what can be a very complicated and arduous system; the laws of which are governed and dictated differently from state to state.

If you want to know more about the most effective way of transferring risk through property & casualty, workers’ compensation, executive & financial, individual insurance, or even bonding & surety placements, our industry experts can help you navigate and negotiate the marketplace on your behalf.

Property & Casualty
Industria Risk & Insurance Services professionals work closely with you to identify the full spectrum of your property & casualty exposures. We utilize industry expertise to analyze, innovate, and market your property & casualty risks. Our solutions helps you transfer risk while maximizing protections and minimizing your total costs.

  • Auto and Fleet Management
  • Boiler and Machinery
  • Builders’ Risk
  • Crime
  • Environmental
  • General Liability
  • International Risk
  • Marine
  • Product Liability
  • Property (including earthquake, flood and wind exposures)
  • Umbrella and Excess Liability

Workers’ Compensation
Specialized by industry, our team at Industria Risk & Insurance Services has leading expertise to thoroughly present your unique risks to the marketplace. We advocate on your behalf to secure the most competitive pricing, terms and conditions for your workers’ compensation insurance program.

Our deep knowledge of each client’s risk profile allows us to achieve superior program placement results. We collaborate with you to develop and execute a comprehensive marketing strategy based upon:

  • Client portfolios and profiles
  • Employee loss performance metrics
  • Regulatory & safety compliance efforts
  • Effectiveness of accident investigation techniques

Executive & Financial
Industria Risk & Insurance Services will assist you in designing an executive and financial liability insurance program as unique as your business, by identifying your corporate and personal exposures to liability. We incorporate risk mitigation recommendations as well, in order to ensure you have the most robust coverage available.

  • Director & Officers
  • Employment Practices
  • Errors & Omissions
  • Professional Liability
  • Network & Cyber

Individual Insurance
At Industria Risk & Insurance Services, we know that creating wealth from your industry expertise takes hard work, determination, and focus. Ensuring wealth for your life and generations to come requires even more. For each of our clients, we craft a personalized plan to minimize the potential for financial loss. Through analyses of your unique exposures and the potential detrimental outcome on your finances, we optimize a plan to serve your needs by:

  • Recommending detailed strategies to protect you from a loss before it happens
  • Offering complete risk management services based on your personal and professional liabilities — your circumstances, your assets, and your involvements
  • Leveraging our deep relationships with highly rated insurance carriers on your behalf

Bonding & Surety
Industria Risk & Insurance Services surety experts will help you in securing the most appropriate terms, conditions and pricing for your bonding and surety programs. We work with an unparalleled sense of urgency in order to help you achieve your company’s desired results by:

  • Actively driving successful outcomes on claims and subcontractors disputes
  • Capitalizing on opportunities in the construction market
  • Enhancing your company’s overall financial performance
  • Increasing bond capacity
  • Improving relationships with banks and credit providers
  • Ensuring greater flexibility on surety credit terms and conditions

Services

The very cornerstone of your business is service—customer service. We not only understand it, we emulate it. We make the mundane magnificent by acting as an extension of our clients in regards to their daily tasks, such as employee benefits consulting & insurance, contract review & analysis, reputation & brand management, and business continuity planning.

Beyond the risk and insurance aspects of our firm lies everything else we do. Finding solutions for risks you face outside your control in your specialty industry has been, until now, an insurmountable obstacle. Industria Risk & Insurance Services has developed a tailored made suite of services to address these risks. If you need assistance with your employee benefits consulting, a review of your vendor contracts, minimizing your reputational & brand management exposures or in developing the elements of an effective business continuity plan, Industria Risk & Insurance Services has saved the best for last. Our services.

Employee Benefits Consulting & Insurance
The increasingly disrupted, confusing, and complex health care system in the United States has created challenges to employers to manage costs as well as compliance. Industria Risk & Insurance Services partners with you to deliver consistent outcomes on your benefits programs. With our team standing next to you, we will help you streamline administration and boost employee engagement, all while focusing on cost savings.

We believe in taking a custom approach to your program instead of one-size-fits-all solution. We understand the current insurance market for your risks, as well as through our deep industry knowledge we have a handle on your pain points, which allows us to develop a tailored strategy to meet your benefits needs. Delivering positive financial impacts and creative benefits solutions which exceed your expectations is what we do. We accomplish these results through:

  • Actuarial Services
  • Benefits & Payroll Administration
  • Benefits Technology
  • Communication & Engagement
  • Compliance
  • Executive Benefits
  • HR Strategic Solutions
  • Pharmacy Solutions
  • Retirement/401K Solutions
  • Voluntary Benefits
  • Wellness and Health Management

Contract Review & Analysis
A contract, by definition, is a written or spoken agreement, especially one concerning employment, sales, or tenancy that is intended to be enforceable by law. In the world of hospitality and gaming, sports and entertainment, the word contract means all of that and so much more. Our clients know first-hand, the value our contract review and analysis abilities afford them.

Our team of experts at Industria Risk & Insurance Services takes a managed approach to contract review assuring our clients that the assumption of contractual liability is consistent with the organization’s risk management philosophy. These reviews typically require time sensitive responses coupled with a concise understanding of local insurance requirements, but the service is invaluable to our clients as these activities help to manage and identify the possible new exposures that emerge on a regular basis.

We are available to review, discuss, and provide contract review and input to your risk management and/or legal departments regarding the following:

  • Comparing contract terms against your pre-defined standards
  • Managing contract review by exception, eliminating the need to review every contract
  • Routing incoming contracts to multiple reviewers in parallel
  • Tracking all contract information and documents in one central repository
  • Providing automatic escalations, notifications and detailed audit trails

Reputation & Brand Management
Good, bad or indifferent, perception is reality. As with safety and security, brand and reputation are closely linked, but they are not synonymous. Think of your brand as the concept that motivates your customers and guests to visit, while your reputation is what motivates them to return. As once quoted by the MIT Sloan Management Review: “…brand is about relevancy and differentiation…reputation is about legitimacy.” In other words, you build your brand; you protect your reputation. That’s where we come in.

At Industria Risk & Insurance Services, our industry experts know first-hand, the perennial risks associated with your brand and reputation, and are dedicated to helping you protect it.

The essential first step to brand protection and managing reputation is in understanding and building an accurate picture of your company’s strengths and weaknesses as it relates to your service offerings, social responsibility, corporate communications, marketing, and most certainly, your public relations policies.

Here are a few of the ways we can assist in making sure that your brand and reputation, remains your greatest asset.

  • Create a baseline for development, measurement and improvement of your current strategy
  • Establish a process for detection and management of issues that can affect reputation
  • Provide the company with the proper training and guidelines to manage, protect, and even improve reputation in a manner that is consistent with its service-based culture and resources
  • Coordinate management actions and the escalation of issues with the potential for crisis
  • Provide options for extra expense insurance coverage for reputational risk

Business Continuity Planning
While traditional transactional insurance or other risk financing techniques can ease the financial losses associated with business interruption, a sound business recovery or “continuity” plan is crucial to help prevent a minor disruption from turning into a catastrophe.

At Industria Risk Services, our consultants combine loss control experience with broad insurance and risk management knowledge, allowing us to provide you with a thorough risk and business impact analysis. This analysis can form the foundation and cost justification basis of an effective Business Continuity Plan (BCP).

We also understand the importance of complying with regulatory requirements and fiduciary responsibilities in order to avoid potential penalties and litigation, bringing to bear the BCP solution that is right for your organization.

Given the opportunity to assist with business continuity planning and development, we assist our clients in identifying critical business processes and exploring strategies that include, but would not be limited to:

  • A plan that maps out an organizational structure that outlines distinct roles and responsibilities
  • An integrated approach combining business continuity, emergency response, and crisis management
  • A business continuity strategy that is based upon the specific needs of your business functions
  • Well documented plans, including information technology, business relocation, and data restoration
  • Development and documentation of recovery strategies and alternatives
  • Training and plan implementation, plan testing, plan maintenance and updating

Team

Industria Risk & Insurance Services was founded by forward-thinking and creative industry and product development experts who have many years invested in learning your business from the ground up. We know what you need and why.

Chad Yonker

Chairman

Chad Yonker has been Chairman & CEO of GoodWorks Financial Group, and Chairman of the Company’s subsidiaries and affiliates since 2011. Mr. Yonker was an early stage investor in GoodWorks Insurance and took over management and ownership of the Company in 2011. Since that time, GoodWorks Financial Group has grown from a small regional start-up insurance agency to a Top-100 insurance agency, representing national operations and global partnerships.

Prior to GoodWorks, Mr. Yonker founded Litchfield Capital Management in 2002 as a specialist investment manager focused on the financial services and real estate sectors of the market. The company quickly grew into one of the largest global financial services specialist hedge funds, compounding net returns to its investors in excess of 14% annually from 2002 through the financial crisis—a period of time in which the S&P Financials index lost nearly 50% of its value.

Prior to founding Litchfield Capital, Mr. Yonker was a Managing Director at the specialist investment bank, Fox-Pitt, Kelton’s (FPK) research team, ranked #1 or #2 for global insurance and financial services research in 2000, 2001 and 2002 by Institutional Investor Magazine’s Survey of Global Institutional Investors. While at FPK (1994-2002), Mr. Yonker was seven times named an “All-Star” and “5-Star Analyst” for his research work and investment recommendations in the banking, insurance and consumer finance sectors. Prior to joining FPK, Mr. Yonker was an analyst at the investment management and venture capital firm of Robert W. Duggan & Associates.

Mr. Yonker is a Chartered Financial Analyst (CFA) charterholder, and holds a degree in Business Economics and Accounting from the University of California at Santa Barbara. As a financial institutions expert, Mr. Yonker has been widely quoted by publications such as The Wall Street Journal, Investor’s Business Daily, Barron’s, The Wall Street Transcript, The American Banker, Buyside Magazine, Crain’s Business, SNL Securities, various newswires and regional publications.

Jared Mitilier

Chief Executive Officer & Partner
Global Gaming & Tribal Practice Leader

As CEO, Mr. Mitilier is responsible for the development and implementation of the Company’s long-term strategy as well as expansion and retention of client business. Mr. Mitilier is also responsible for the recruitment of production and support staff for the company, and leads Industria’s Gaming and Tribal practices as their Global Practice Leader.

Mr. Mitilier has 18 years of specialty insurance brokerage experience, most recently having served as Global Gaming, Entertainment, & Sports Practice Leader for Lockton, which followed his role as the National Gaming Practice Leader for Marsh. Previously, Mr. Mitilier served as Managing Director & Gaming Practice Leader for Wells Fargo Insurance Services, where he built and held full management responsibility for the company’s full-service property & casualty and employee benefits operation in the State of Nevada. Mr. Mitilier began his career as a consultant for Aon’s Entertainment Practice.

With a specialized operational and risk management background tailored to the entertainment, gaming, hospitality, sports, and tribal industries, Jared has provided risk management services for a client list that includes major casinos, hotels, Native American tribes, major Hollywood movie studios, professional leagues/team, actors, athletes, music touring groups, racetracks, and advertising agencies.

Jared earned his Bachelor of Science in Business Administration and Juris Doctorate degrees from Creighton University by attending its prestigious 3/3 Business and Law Program, allowing him to obtain his undergraduate degree in just three years.

Jared was named as an industry Power Broker® by Risk & Insurance® magazine in 2013.

Dwayne McCallum

Chief Operating Officer

As COO, Mr. McCallum is responsible for all functional aspects of the business including Accounting, Banking, Mergers & Acquisitions Due Diligence and Integration, Operations, and Technology.

Mr. McCallum has more than 25 years of experience in financial services and insurance having held senior level positions in several Fortune 500 companies. Before joining GoodWorks Financial Group, Mr. McCallum spent nine years at Arthur J. Gallagher & Company where he held the positions of Chief Administrative Officer and Chief Financial Officer of the Northeast Region, directing all regional administrative functions for Mergers & Acquisitions including Finance, Operations, Human Resources, Technology, Professional Standards and Marketing.

Prior to that, Mr. McCallum spent a year as CFO of Treasury & Securities Services for JP Morgan Chase, having just spent 16 years as the Senior Vice President and Head of Finance with National Australia Bank—a leading financial services organization with major franchises in Australia, New Zealand, Asia, the United Kingdom and the United States.

Mr. McCallum earned a Bachelor of Science degree in Accounting and an MBA in Finance from Mercy College where he graduated with honors and was inducted into the Delta Mu Delta Honor Society in Business. Dwayne has also been a recipient of the esteemed Dedicated Dads Award given by the Arthritis Foundation of New York.

TY R. SAGALOW

Chief Insurance Officer & Partner

Mr. Sagalow is responsible for the Profound Specialty Programs division of Industria, overseeing all underwriting, product development, claims, and legal functions.

Mr. Sagalow is a 30-year veteran of the insurance industry and an expert in new product development in a range of insurance product lines, particularly cyber-insurance, directors & officer’s liability insurance, professional liability insurance, employment practices liability insurance, and reputation insurance. Additionally, with his unique background combining management and professional liability legal, underwriting, and policy drafting, Mr. Sagalow is one of the industry’s most sought-after experts in D&O/E&O coverage disputes.

Mr. Sagalow spent 25 years as a senior executive with AIG. His major positions included ten years as Chief Underwriting Officer and General Counsel for AIG Executive Liability (f/k/a National Union). National Union is the largest provider of management and professional liability insurance in the United States. From 2000 to 2005, he was Chief Operating Officer of AIG eBusiness Risk Solutions, a large provider of security and privacy insurance. From 2005 to 2009, he headed up new product development at AIG General Insurance as President of Product Development before moving to Zurich North America as Chief Innovation Officer. In April 2011, Ty departed Zurich to create Innovation Insurance Group.

Products Mr. Sagalow has created have produced hundreds of millions of dollars of gross premium and include Y2k Insurance, (Entity Cover) Directors and Officers Insurance, Cyber Insurance, Reputation Insurance, and Intellectual Property Collateral Insurance.

Mr. Sagalow is a frequent author and speaker. His works include @Risk: Internet and E-Commerce Insurance and Reinsurance Legal Issues and Directors & Officers Insurance Handbook.

Mr. Sagalow has appeared on CNBC, WPIX-TV, PBS and Bloomberg Radio, and he has spoken before various tech, legal and insurance forums on issues including the White House, Department of Homeland Security, and Congress. He is also the host of the series “Innovations in Insurance with Ty Sagalow,” produced by World Risk and Insurance News.

Mr. Sagalow has been interviewed on the topic of innovation by many organizations, including Harvard Business Review and Business Insurance.

Mr. Sagalow is a summa cum laude graduate of Long Island University, a cum laude graduate of Georgetown University Law Center, and he earned the LLM from New York University School of Law.

Glenn Chavious

Managing Director & Partner
Global Sports & Recreation Practice Leader

Mr. Chavious is a program design specialist who is passionate about solving complex problems and delivering tailored solutions to his clients, including many well-known sports and recreation brands. He particularly enjoys in-depth analysis of his clients’ insurance and risk management programs and considers a myriad of approaches, whether it is fracturing a packaged product into multiple components or using economies of scale to enhance coverage in order to drive down costs.

With nearly 30 years of experience, Glenn has focused a great deal of his career on the development and management of the New England and Northeast U.S. regions for global brokers while building his diversified clientele base across the nation. Prior to joining Industria, Mr. Chavious was President, Managing Partner and Founder of Boston-based Altus Specialty Group from 2010-2016, a Sports & Recreation focused insurance broker that Mr. Chavious led as it grew from start-up to $6 million in revenue prior to its 2014 acquisition by NFP and EPIC Brokers. Prior to Altus, Mr. Chavious spent five years as President of USI’s New England division, and ten years from 1994-2004 as President of Arthur J. Gallagher’s New England division.

Mr. Chavious believes in a team environment and is dedicated to the company’s mission of giving back to the community he serves. He is also a specialist in designing game plans for agencies and brokers that need to establish culture and keep pace with an ever-changing industry.

A Graduate of the University of New Hampshire, Mr. Chavious has also received a Certificate in Advanced Risk Management from the University of Pennsylvania’s Wharton School of Business for Risk Management. Mr. Chavious is a Citizen of the Cherokee Nation.

Marc Spivey

Managing Director & Partner
Global Entertainment & Events Practice Leader

A consummate professional with a longstanding reputation as a leader in the specialized entertainment insurance industry, Mr. Spivey’s entertainment and events dedicated insurance experience spans over 30 successful years. During that time, Mr. Spivey has arranged coverage for thousands of film and television productions, live music and sports events worldwide, and has also developed original and innovative risk transfer programs for countless unique entertainment risk scenarios. Mr. Spivey enjoys long term and successful relationships with his clients, insurance company underwriters, claims representatives and industry attorneys. Reputation and loyalty are the hallmarks of his successful career.

Prior to joining Industria, Mr. Spivey managed national entertainment divisions in Toronto and Los Angeles as Principal, Entertainment & Sports Practice, for Integro Insurance Brokers. Prior to Integro, Marc held similar senior leadership positions spanning 25 years including Senior Vice President, National Entertainment Practice, with Marsh; Director, Aon/Albert G. Ruben Entertainment Practice; and Vice President, Wells Fargo Insurance Services.

As a respected entertainment broker, Marc participates as a seasoned speaker on film panels and in educational settings. He is a passionate supporter of film festivals and regularly attends Sundance, Toronto and Cannes. He has also served on the Board of Directors of the Scott Newman Center (founded in the name of Paul Newman’s son).

Mr. Spivey holds a B.S. from the University of California at Santa Barbara and holds the professional designations of Certified Insurance Counselor (CIC) and Certified Risk Manager (CRM). Mr. Spivey is a Citizen of the Cherokee Nation.

Tim Conlon

Managing Director & Partner
Cannabis Practice Leader

As Managing Director of the Cannabis Practice, Mr. Conlon is responsible for the strategic development and growth of the Cannabis Practice. Recognizing the challenges of overseeing this industry vertical, Tim’s primary focus will be on prospect and client relations, building and maintaining the necessary business channels, and carrier education and development.

Prior to joining the Industria team, Mr. Conlon spent six years in leadership roles at HUB International and Lockton Companies where he served as Senior Vice President. While in these positions, Mr. Conlon led the start-up and development of Cannabis insurance practices, while also pursuing additional areas of focus in real estate development/construction, multi-family real estate, and private equity.

Before developing a practice addressing the specific risk and insurance needs of Cannabis operations, Tim spent two years as the Director of West Coast and Mid-West Sales with LeaseTerm Solutions, assisting with the development of a national MGU focused primarily on habitational real estate.

Mr. Conlon began his insurance career in the wholesale market accepting a position in 2009 as Vice President and Producer with All Risks, LTD., the nation’s largest independent wholesale insurance broker. Prior to that time, Tim held management positions with Tri City Brokerage and the Colemont Insurance Group, both of whom were acquired shortly thereafter by BISYS and AmWINS Group, Inc. Throughout his time in the wholesale brokerage arena, Mr. Conlon represented clients in real estate development, construction, private equity and technology.

Finding himself in the Silicon Valley 25 years ago, Mr. Conlon began his career in technology where he spent several years working with the Cisco value-added reseller channel, ultimately co-founding the Six Hills Consulting Group, a national technology services company.

Mr. Conlon studied Aeronautical Science at Embry Riddle Aeronautical University and earned all of his FAA flight ratings while earning his degree.

Jana L.S. Wilson

Managing Director, Risk Services
Global Lodging & Leisure Practice Leader

In addition to over-seeing the development of the Practice, Ms. Wilson is responsible for client development and retention, risk management program design, and safety and loss control training and consultation. Specializing in risk management and loss prevention, Jana has developed hospitality specific training programs and resources that have been embraced by hospitality and leisure companies across the U.S. and abroad.

Jana has more than 25 years of experience in the hospitality and gaming industries. Before joining Industria, she served as Managing Director and Global Hospitality and Gaming Practice Leader, developing and overseeing several industry verticals including Hospitality & Gaming, Restaurants, Sports, Tribal and Real Estate for three global insurance brokerage firms including Marsh, Willis, and HUB. Prior to that, she held leadership roles at Wausau Insurance Companies, Red Lion Hotels, Double Tree Hotels & Resorts, and Promus Hotels.

Ms. Wilson studied Hospitality Management and Occupational Safety & Health at Clark College in Vancouver, WA, and completed several high-risk degree programs at the OSHA Institute in Des Plaines, IL. Her business affiliations include memberships in: American Hotel & Lodging Association (AHLA); National Restaurant Association (NRA); National Ergonomics Council; Women in Foodservice Forum; American Society of Safety Engineers; and the Client Advisory Board, Cornell University Center for Hospitality Research. Jana is also a four-time recipient of the Industry Power Broker® award, and the Risk & Insurance Responsibility Leader award, as designated by Risk & Insurance® magazine.

Kevin Floth

Vice President
Director of Client Services

As Director of Client Services for Industria Risk & Insurance Services, Mr. Floth is responsible for overseeing all servicing support staff, including servicing, placement and development of Industria’s book of business, while also assisting in the development of partnerships and bespoke solutions with insurance companies to achieve our goals.

Mr. Floth works closely with clients advising them on risk management strategies, insurance compliance, servicing and placement of their insurance program.  Kevin brings 15 years of insurance experience to the table and specializes in the Entertainment & Events, Gaming, Lodging, Sports, and Tribal industries. He has also provided risk management service support for clients in many other industries including Real Estate, Manufacturing, Transportation, and Technology.

Before joining Industria, from 2015 to 2017, Mr. Floth was a key Account Executive for the Global Gaming, Entertainment, and Sports Practice with Lockton Companies. From 2006 to 2015, he was a key Client Manager for Marsh, managing a book of business of over $20 million in written premium.

Kevin started his insurance career as a Senior Claims Specialist for Life & Disability Insurance with Jefferson Pilot Financial in Omaha, NE.

Mr. Floth earned a Bachelor of Science degree in Biology with Health Emphasis, Chemistry minor, and Athletic Training from University of Nebraska at Kearney.

SHANNON NICOL

Senior Workers’ Compensation Claims Specialist

As a Senior Workers’ Compensation Claims Specialist, Ms. Nicol plays an important role for Industria, ensuring that our clients follow federal and state guidelines for job safety, disability law and workers’ compensation claims management that could affect the rights of the company and their employees.

Shannon joined GoodWorks Financial Group in 2017, recruited to work as a shared resource across the entire book of workers’ compensation policies, claims and new business.

Ms. Nicol began her insurance career in 2000 as an Initial Premium Specialist with Berkshire Life Insurance Company of America, expeditiously working her way up to New Business Administrator and Disability Claims Adjuster. Ms. Nicol then spent four years with the Arizona State Compensation Fund as a senior Workers’ Compensation Lost Time Adjuster. In 2007, Ms. Nichol moved back to New England where she embarked on a consulting career specializing in developing differentiated workers’ compensation assessment and management programs for a group of middle-market focused commercial insurance agencies including L.V. Toole Insurance Agency, Farrell Backlund Insurance Agency and Berkshire Fairfield Insurance.

Ms. Nicol holds a B.A. in Business Administration with a concentration in accounting, from the Massachusetts College of Liberal Arts.

Shannon also holds several professional designations in her field, including Master Workers’ Compensation Advisor and Certified Workers’ Compensation Advisor from the Institute of Workers’ Comp Professionals, Professional Workers’ Compensation Account Manager from Oceanus Partners and Workers’ Compensation Claims Administrator from the Institute’s Risk & Insurance Knowledge Group.

Ms. Nicol is a member of the Massachusetts Association of Insurance Women and Board Member for the ACS Girls Softball League.

High Net Worth Personal Lines
Edward F. Ryan

Senior Vice President, Practice Leader
Group Voluntary P&C Benefits

Mr. Ryan began his position as Senior Vice President and the Practice Leader, Group Voluntary P&C Benefits in 2014. In that role, Mr. Ryan is responsible for working with associations and large employer groups to offer voluntary P&C benefits programs to their members and employees, on both a regional and national scale. Mr. Ryan has been involved in the property and casualty industry for 40 years with a long-standing focus on group marketing to worksites, associations, credit unions and banks.

Prior to joining our team, from 2008 through 2013, Mr. Ryan ran a consulting practice that assisted regional agents in building group-marketing expertise.

During the time between 1999 and 2008, Mr. Ryan worked with MiddleOak Insurance and Plymouth Rock Group, charged with the task of overseeing the creation group marketing models, assisting company agencies in identifying group opportunities, and putting group-marketing plans into action.

From 1984 through 1998, Mr. Ryan was National Director of Marketing for Hanover Insurance. In this position, he held national responsibility for all of Hanovers’ marketing programs, agency contracts and compensation.  Through Ryan’s leadership, a group initiative for personal and commercial lines was initiated resulting in a majority of Hanover offices around the country using it for new business growth.

Mr. Ryan began his career working for Fireman’s Fund and MetLife’s new P&C company startup. At MetLife, he was part of a small cadre of people in the late 1970’s who started the Met Pay group-focused P&C business. The group marketing models developed by Ryan and this group, and utilized by Met’s life and health marketing group, were a major influence on all the P&C group benefits programs that followed from other insurance carriers.

Mr. Ryan has a Bachelor’s Degree in Business administration from American International College and an MBA from Western Illinois University.

PHIL MOROCH

Vice President
High-Net-Worth Personal Lines

In his role as Vice President, High-Net-Worth Personal Lines, Mr. Moroch is responsible for overseeing the risk and insurance interests of our high-net-worth client population.

Prior to joining the GoodWorks Financial and Industria Risk & Insurance Services Team, Phil spent nine years working as a High Net Worth personal lines executive for Acrisure’s HD Segur, Inc. unit where he was consistently ranked as one of the highest producing individual HNW agents in the nation for the “big-three” carriers that dominate the HNW market (Chubb/ACE, AIG, PURE).

Today Phil focuses most of his time on protecting and advising high-net-worth and affluent families with specialized expertise in coastal properties and portfolios with multi-state, international, and other unique geographic or risk exposures.

Mr. Moroch graduated with a degree in Business Administration from Eastern Connecticut State University, completed his MBA in 2011, and holds the prestigious Certified Personal Risk Manager (CPRM) designation.

Bonds
MICHAEL F. METAYER

President & CEO
Metayer Bonding Associates

As President & CEO of GoodWorks Financial’ s Metayer Bonding Associates unit since 1996, Mr. Metayer is responsible for the overall management, production, and underwriting of bonds for the company, including the fostering of strong client and surety company relationships.

Mike has been in the Surety Industry for over 35 years, starting his career in the New Jersey Regional Office of CIGNA. After 5 years, he joined Travelers as their New Jersey Regional Manager, working with contractors throughout the Northeast. With Continental’s acquisition of the Travelers Surety Division in 1988, Mike was promoted to Assistant Vice President, and placed in charge of managing offices in the Northeast Region of the country. This included reviewing and establishing Surety Programs for the largest contractors in the territory. After 10 years on the surety company side of the industry, he joined a national insurance and surety broker as their Managing Director of Surety.  Founding Metayer Bonding as a start-up venture in 1996, Mr. Metayer steadily grew the business into the largest independent surety-bond only agency in the Northeast by the time the company merged with GoodWorks Financial in 2015.  Metayer Bonding’s expertise runs the gamut from commercial bonds to contract surety bonds, regularly writing bonds for small and mid-size clients up to bonds for major national and New York City contractors with individual bond needs in the hundreds of millions.

Mike graduated from Drew University in 1982 with a BA Degree in Economics. He holds memberships in several local and national construction associations including The Associated General Contractors of America (AGC) and Associated Builders and Contractors (ABC).

Charitable Mission

To donate 50% of our operating profits each year to organizations supporting local education, healthcare, and public safety programs while in-turn strengthening communities where we transact business.

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