The Hanover Insurance Group is extremely picky in selecting the agents with whom it wants to partner. After all, over the last seven years, the Worcester, MA-based insurer has moved from a period of uncertainty to one of success, shedding its debt-laden life operations that were burdened with obligations from variable annuities, and reinventing itself as a careful, thoughtful, dependable property/casualty company. The carrier's successful contrarian pathway is a breath of positive air, evidence that an insurer and the agents with whom it partners can grow profitably in hard economic times. Its property/casualty revenue of approximately $2.5 billion seven years ago is now approaching $4.5 billion, and its book value is the highest it has been in its nearly 160 years. Hanover's President and CEO Fred Eppinger said that they believe in the notion of national capabilities, but at the heart of it are local, dedicated people with authority, who can respond and respond quickly.
058-063_058-063 10/17/11 8:45 AM Page 58 MARKETING THE HANOVER BECOMES A KEY MARKET Insurer enjoys st
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