Taking Aim At The Middle; New Conseco Insurance Leader Says Growth Will Be Found In Average Households

Four months into his job as president of Conseco Insurance Group, Michael Dubes is explaining his strategy to return the subsidiary to profitability. Then, ice cream enters the conversation.

Dairy Queen, he argued, continues to thrive despite an onslaught of competitors offering more expensive treats. The key to the franchise's success is that it has never wavered from its middle-income target audience, Dubes said. He is applying the same simple tactic to grow the group's portfolio of policyholders, while many competitors froth over wealthier prospects.

Why should we be one of many companies chasing the 600,000 people in the United States with a net worth over $ 10 million? Dubes asked. To me, it's about getting and keeping customers in the middle market.

Taking Aim At The Middle; New Conseco Insurance Leader Says Growth Will Be Found In Average Households
Source: Insurance News Net