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Selling the "invisibles" is what makes Victory of West Virginia a market leader. Composed of three separate operating companies, A. L. Lee, Industrial Resources, and West Virginia Electric, Victory sells quality, safety, delivery, innovations and productivity. According to Allen D. Retton, Chief Financial Officer, "this group is
unique in that we provide specialized engineering, automation, manufacturing and construction services on a 'turn–key' basis. We also offer specialized mining products. We have developed a niche in our markets by providing value–added solutions for our customers."
The unique ability to provide services from conception to completion with cost containment and reduced delivery time, make Victory an attractive source of supply
to their customers. The company is one of the few quality product suppliers who design and build equipment to suit the customer's actual requirements, as opposed
to assembly line products.
Headquartered in Fairmont WV, the group of companies forming Victory of West Virginia employs more than 400 people in its operating companies located in Pennsylvania, West Virginia and Illinois.
The ability to listen to the customer and satisfy their needs is how Victory keeps customers. In fact, Industrial Resources and West Virginia Electric Corporation,
companies in the Victory group, have some of the same customers it had 50 years ago.
Victory depends on its broker, Acordia of West Virginia, to recommend an insurance program to protect its bottom–line. According to Retton, "we know our business and work with other companies who know their business. We have confidence in Acordia and went with the CNA/Schinnerer program on their recommendation."
Randy Cober, the agent for Victory, saw a definite need for design liability coverage. Lacking a specialty program designed for their needs, Acordia had previously
pieced together a program for Victory. However, according to Randy, "the industry has changed in the last year or two, and design–build has become a growing market. Several professional liability programs address the needs of this industry in varying degrees. I recommended the CNA/Schinnerer program because, as the market leader, their program was developed specifically for contractors. This customized program does a better job of addressing the needs particular to that market. They were also able to work with us to make sure we were not duplicating coverage Victory already had with their general liability policy. I found CNA/Schinnerer to be easy to work with and innovative in tailoring a package for Victory."
You might even say that what brings customers to Victory, the ability to provide a customized product, is what drove Victory toward the CNA/Schinnerer Professional Liability program. For more information on Victory of West Virginia, please call Allen Retton at 304-363-4100. To talk with Randy, or one of the other agents at Acordia of West Virginia, call 304-594-4005. For information on the Contractors policy from CNA/Schinnerer, call Eugene Todaro at 301-961-9828.
This information is provided by Victor O. Schinnerer & Company, Inc. as the program administrator for the CNA Professional Liability Insurance Policy for Design Professionals. The CNA/Schinnerer Program is the Commended Program of The American Institute of Architects and the National Society of Professional Engineers.
In each issue of Constructive Comments we answer questions on important contractor issues. Do you have a question you would like answered? Please submit all questions to: Attention: Constructive Comments, at info@schinnerer.com or fax to 301-951-5444.
This article is taken from Constructive Comments, vol. 1, num. 4. The contributing editor is Hank M. Harris, Jr., CMC. Hank is a Director with FMI Corporation who works with contractors throughout the county on improving management practices. He is based in FMI's Raleigh, NC office and can be reached at 919-787-8400.
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