b'CHAPTER 06BUILDINGMOMENTUM38 T he Whittles acquisition demonstrated the companys hunger to grow. John cottoned on early to the key behind the success of so many entrepreneurs: building a scalable model. Whittles demonstrated Johns ability to apply his ideas to a differentbusiness successfully. The guidance of Bill Arnold may well have provided John with ballast for his ideas. Bills vast experience with mergers and acquisitions at Bennett & Fisher plus his real estate involvement likely surfaced in discussions about integrating Whittles successfully. That well of knowledge combined with Johns entrepreneurial acumen gave the business a solid base for further acquisitions. The retreat of the major insurers from shopfront operations meant a steady supply of opportunities for GMA. All three directors kept their ears to the groundOpposite (standing L-R) Brian McInerney, in their respective spheres. Offices all over South Paul Steinhardt, Allan Amber, Bill Arnold, Australia were shutting their doors. The United Insurance Terry Bruhn, Kenn Williams; (seated L-R) Company alone closed ten offices around 1985.John George and Rick Abbot, 1989. We had a decent-sized pond to fish in, says Allan.'