The new CEO of a mid-cap holding company, whose subsidiaries manufacture industrial components and chemical products in over fifty manufacturing facilities and technical centers throughout the world wanted to reduce his cost of managing and transferring risk, and free up his credit line.
His company, which had just emerged from bankruptcy the prior year, was spending over $200,000 annually for the services of an outsourced risk management firm. This cost was in addition to the compensation the firm’s national insurance broker was receiving in the form of policy placement commissions.
In recent years the company had experienced dramatically escalating casualty, environmental, and workers’ compensation premiums. They’d been forced to swallow higher retentions, and were hamstrung by their primary casualty insurer who was holding excess collateral; lines of credit used to securitize the retained layer losses of the company’s multi-line deductible program.
Rose & Kiernan met with the CEO and embarked on a comprehensive review of the company’s insurance program. R&K benchmarked rates, and conducted a thorough analysis of the insurer’s client credit risk. By turning the insurance program inside out, Rose & Kiernan closed meaningful gaps in coverage, negotiated highly cost effective risk transfer and financing solutions; domestically and through the Bermuda market, lowered the client’s retentions, capped their aggregate risk to loss, and thoroughly revamped a dated and inferior insurance program.
Premium costs were reduced by over 30% in the first year alone, over $10 Million of collateral has since been released to the customer, and recognizing the value of Rose & Kiernan’s expertise and the financial outcomes delivered in year one, the CEO canceled the outsourced risk management contract, comfortably saving his company $200,000 annually.
Having worked for more than eight years with a nationally recognized non-profit foundation and winning their confidence as broker on the foundation’s Board of Directors & Officer’s Liability insurance, Rose & Kiernan was asked to review the client’s property insurance program when the Executive Director recognized that his broker’s delivery of increasing property premiums in a softening insurance market were out of place; a stark contrast to what many other similar foundations had been experiencing.
Higher prices were the obvious concern. What lurked beneath the surface was even more distressing. Rose & Kiernan’s extensive program and policy review, coupled with in-depth location surveys and estimates of building-specific historic replacement costs, revealed and quantified inadequacies in the program’s design and construction, and what could have happened in the wake of the unthinkable.
The Executive Director was distressed to learn that his current broker’s inattention to property valuations, coupled with their minimal understanding of the customer’s post-loss property replacement expectations, meant that the foundation’s multi-million dollar portfolio of 18th, 19th and early 20th century historic properties were woefully underinsured, inadequately protected by the policy terms and conditions developed for today’s modern structures.
Rose & Kiernan diligently engaged multiple specialty insurers familiar with insuring unique, historic structures and developed a successful strategy to have them actively compete for the foundation’s business. Through a constructive, outcome focused dialogue R&K engaged underwriters, clarified the understanding of the foundation’s post-loss expectations, and crafted an insurance and service program that not only closed meaningful gaps in coverage, but produced lower costs and a stronger more collaborative relationship between the client and their insurers.
In 2006, a major coastal resort in the Southeast was facing the crushing financial burden of higher insurance premiums and skyrocketing deductibles in the wake of hurricanes Katrina, Rita and Wilma.
Rose & Kiernan’s team of property specialists traveled to the resort and met with the owners, spending several days assessing the risk, evaluating the facility’s characteristics, and conducted an in-depth review and analysis of historical tropical cyclone landfalls within a 100-mile radius of the resort.
Consulting with industry-recognized CAT modeling software, R&K was able to demonstrate to a number of insurers that loss probabilities and total exposure to maximum loss were much lower than expected. Using their research, R&K was able to keep the client out of the state’s expensive wind pool, avoided a wind buy-back cover that the client’s prior agent had placed the year before in an alien market, and crafted a layered property program with admitted primary coverage through US-based insurers. These efforts reduced wind deductibles, lowered cost, and improved primary and excess layer terms and conditions.