POWER BROKER ®
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risk solutions than ever, the competition is keen. Applying is easier than
ever. Submission deadline is October 19, 2018.
POWER BROKER: MARINE
Assistant Vice President
Aon, New York
His ‘Claim’ Is Advocacy
Most brokers list their job title as broker, of course. But George
Andersen calls himself a client advocate/broker, and that small
distinction is revealing.
Having “grown up” in the insurance world thanks to a mom in the
biz, it feels like family to Andersen, so he treats his clients like family.
Andersen insists on being involved in the claims side of
his clients’ needs because it allows him to better see where coverage holes exist, make
improvements and offer solutions, he believes.
Richard Stanton, director of risk management, BAE Systems, said Andersen’s industry
knowledge is tremendous, his customer service is exceptional, and he does a great job with
complex, marine-related coverage issues.
Case in point: BAE had a failure-to-launch claim that was complicated on the liability
side. A third-party barge had become suspended on their marine railway.
“George got the resources we needed to get the vessel launched and get the railway
repaired,” said Stanton. “He’s not a property broker, but he took the lead.” Andersen led the
negotiations between underwriters, salvors and surveyors and got it resolved.
Howard Charles, COO, Phoenix Marine Co., said its barge sank in Nome, Alaska, leaving
valuable equipment submerged shortly before the harbor waters were expected to freeze —
and stay frozen until spring. With no time to lose, Andersen dealt with the Coast Guard and
other officials and commissioned salvage divers to retrieve the sunken valuables.
Herman Brito Jr.
Marsh, New York
A World of Knowledge
With his clients doing business in multiple countries, Herman Brito
Jr. has developed a well-earned reputation as an international
compliance expert, a skill that is becoming more and more valuable
in the marine cargo insurance industry.
“We had a major situation where we weren’t compliant in
Nigeria, a highly regulated country,” said Frank Santomauro,
“Herman was a tremendous resource and helped us secure a local marine policy
for our import shipments. He has excellent technical and negotiating skills, and he is a
great advocate for Pfizer. He really understands our business, is reliable and he delivers,”
Another client experienced losses on shipments prior to their 2018 renewal, which of
course, caused concerns about premium increases. Brito got out in front of it by creating a
partnership between his client’s risk management team and the insurer’s loss control team
to highlighting the client’s commitment to improving their risk. The result was more than
$100K in savings.
He did something similar for another client: By highlighting the client’s commitment
to work in conjunction with its carrier’s loss control team and leveraging its longstanding
partnership with the insurer, Brito was able to reduce the client’s captive annual aggregate
retention by $2 million without an increase in risk transfer premium.
Senior Vice President
Aon, Southfield, Mich.
When Scott Davis became the broker for a complex account,
he started by reviewing everything from wording to data and
learned that the coverage was so poorly defined that even the
underwriters were unclear about what they were covering.
He felt this caused the underwriters to be conservative in their
risk approach. Davis created a new workbook that compared
critical items over time. He reworded the submission document, too, to focus on critical
items and more clearly define things for the underwriters. He also worked with his client to
rewrite the policy, so coverage was more clearly defined. The new and improved submission
and policy wording resulted in a favorable result at renewal. Bonus: The placement was
finalized before expiration, something that had not been achieved in years.
“Scott is strategic,” said his client. “His customer service and communications are extremely
good. He helped us restructure the wording and get broader coverage with a cost reduction.”
Davis also clarified things for another client. “Scott met with me on the first day he
worked with us and asked me what my expectations were. I told him, and he has delivered
on all of them,” the client said.
Rosemarie Annese, director of risk management, Thermo Fisher Scientific, said Davis
guided them as they told a key customer something wasn’t doable in the timeframe
requested, ultimately helping them preserve the relationship and work toward
accomplishing the request.
Gallagher, Metairie, La.
Getting It Done
Mark Pisani, vice president of human resources and risk
management, Associated Terminals, received a call on
Thanksgiving morning: Could he place cargo coverage on a ship
traveling to Louisiana from South America that would cover for
discharge by his cranes?
Not only was it a holiday, but it was also something they
wouldn’t normally do — the customer usually secures coverage. But unable to do so, the
customer turned to Pisani, who then turned to Gallagher’s Hardie Edgecombe.
Hardie’s team worked with underwriters to get the coverage placed “in time for the ship
to sail with favorable pricing. Our customers were happy and that resulted in continued
business,” Pisani said.
More routinely, Edgecombe holds semiannual reviews to analyze the year’s
performance and discuss renewals.
“These reviews have impacted the direction of our insurance program,” Pisani said.
“We’ve been able to properly assess taking on larger SIR’s, evaluate the diversity of our risk
portfolio, gauge uninsured risk to our risk tolerance, review opportunity to set up our own
captive, and move a split marine program to one where shared risk made more sense.
“Working with Hardie and his team at Gallagher has been a pleasurable and beneficial
Another customer, Steve Hale, CEO, Gulf Copper and Manufacturing, agreed.
U.S. Marine Practice Leader
Aon, Southfield, Mich.
Connected and Effective
William Penn operates under the guiding principle that being a broker
means being of service to your clients and treating them the way
you’d like to be treated. At the end of the day, he believes, clients
buy insurance to get their claims paid, and it’s getting the difficult
claims paid that differentiates the industry’s leading brokers.
So naturally, when a client had what he called “a tough year,” it
was the expertise of Penn that quickly and satisfactorily resolved claims — and ultimately
made that tough year a little more bearable.
One of the claims involved several shipments on the vessels of a shipping company that
Penn worked with his client’s logistics team in the U. S. and Korea, as well as the
underwriters, to ensure the containers made it to their destinations, so Penn’s client could
keep its own clients happy. Then Penn handled the claims process to make certain it was
properly adjusted to the satisfaction of the client.
The key to the success of this claim was coordination with all parties and involving the right
team of claims handlers and forensic accountants. They had weekly, sometimes daily, calls.
The client said, “Bill is a seasoned veteran in the marine market. But he has the drive
and determination of a new broker trying to prove himself. He is one of the most connected
brokers we have ever worked with in his respective field. Most lines of coverage are very
relationship-driven, and I would say even more so in marine.”