KYC It Starts Here

ORBiT Day is our major educational event of the year. This year’s theme, KYC: It Starts Here, reflects our big pivot towards better knowing your customer and leveraging that knowledge.

Monday June 4th, 2018

The Mississauga Grand
35 Brunel Road, Mississauga, ON

Our day of stimulating sessions will educate, motivate, and spur you into action. The program is diverse and engaging, featuring speakers, discussion groups, and hands-on breakout sessions:


8:00Registration and breakfast
9:15Buried Treasure: Using your Data to Enrich Customer Relationships
Keynote by Rob Triggs, VP Sales, CRM Dynamics
Rob Triggs, VP sales and thought leader for a prominent Microsoft Partner, will share how to thrive through digital transformation. The focus for this talk is on how you can grow your business with less effort by knowing your customer, not only by leveraging data from your BMS. You should know how your customers want to be served. Rob will reveal research done on over 1800 companies in Canada. He will also share the results of a test performed on our specific industry. Is your business ready to thrive through this digital age? Digital transformation, learn what it means and learn practical advice on what to do.
10:15Commercial Lines Analytics: How Well do You Know Your Clients?
Steve Pieroway, VP Sales, Policy Works
This interactive session will investigate what commercial lines analytics are critical to understanding your book of business and providing increased value to you and your customer.
Data. What on Earth Does it Mean?
Ken Sedgewick, VP of Sales, Trufla Technology
Amanda Ketelaars, Operations Manager, Mitchell & Whale

The word “data” is thrown around a lot, but do we really know what it is, or why it’s important? Let’s have a basic discussion so we are finally all on the same page, and then we can leapfrog forward.
11:15Fortune Favours the Brave… the Bold… the Lucky. How Change Brings New Opportunities
Keynote by Neil Huzinga, Founder, Business Adviser and Author, Arun Bay Ltd
How do you respond to a market that’s changing under your feet? Neil Huzinga learned the hard way. In 2003, his UK brokerage made hay while enjoying favourable market conditions but complacency took hold and the market turned against him. With hard work and even harder questions, the business recovered and in 2009 brought a completely new proposition to the market that transformed the access consumers in the UK had to non-standard home insurance. Neil sees some of the changes that hit insurance over a decade ago in the UK happening now in Canada. Leave with practical advice: knowing where to look, what questions to ask, what opportunities to explore.
12:30Customer Engagement in 2018
Moderator: Ed Meiering, M2O
Ken Sedgewick, VP of Sales, Trufla Technology
John Staines, Chief Sales Officer, ClientDesk Inc.
Alek Mirkovich, CEO & Cofounder, Pathway Automated Insurance Communication
JF LeBlanc, Product Manager, Applied Systems Canada

Let’s talk about what to communicate to our customers, how often, how to and what solutions are at your fingertips to just get it done. Leave knowing how you can interact with your customers using technology in a real way.
Mapping your Customer Journey
Courtney Cooper, Innovation Strategist Great-West Life
Ziyan Hossain, Accelerated by Design
Vince Galante, The Pixel Shop

How does a customer experience their interactions with you? Examine each step and identify moments of truth: when you either win or lose their business.
1:30Website Data: What It Can Tell You
Michael Seaton, Principal, Level C Digital
Your website has a ton of valuable data. Use it to your advantage and maximize your ROI.
BMS/CMS Breakout Sessions
Policy Works

Our systems are rich with data that can help us know our customers better. Let’s get deep into what is available, how you can get at it and how some are using it to enhance client relationships.
2:45The Analytics Gold Mine in Carrier Data
Moderator: Greg Purdy, Pathway Partners
Larry Nickel, VP, Underwriting, Sales & Distribution, Heartland Farm Mutual
Paul Fletcher, SVP Marketing, Aviva Canada
Steve Cutler, Director, Information Technology & Data Governance, Frank Cowan Company

Examine the wealth of analytics collected by carriers and how this data could be shared with brokers to drive retention and growth.
BMS/CMS Breakout Sessions
Power Broker
3:45ORBiT Update, Wrap up, Cocktail reception
View Speaker Bios



  • Network with like-minded individuals and learn from their experiences
  • Gain practical hands-on training that you can apply at the office the next day
  • Hear top-notch speakers share valuable insights that will help you grow your business
  • Visit our vendor exhibition area
  • Enjoy our breakfast, lunch, and social hour
  • RIBO accreditation pending


The Mississauga Grand is three stop lights from Highway 401, minutes from Highway 403 and the 407, and minutes from GO Transit.

Staying overnight? Two hotel options nearby are the Quality Inn Airport West or the Hilton Garden Inn


ORBiT Day is open to brokers, carriers, and vendors, both members and nonmembers.


Gold sponsor Policy Works. Silver Sponsors: CSSI, Xenex, Applied, Trufla