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2018 Power Broker

Automotive

Call Her Maestro

Jenny Charles
Senior Broker
Aon, St. Louis

Jenny Charles is a master at getting the right people together in a room and orchestrating business relationships and deals that wouldn’t happen if each party was singing their own tune.

Says one source, “Jenny orchestrated a meeting between one of her clients and a major firm. It was a win-win for everyone involved.

“The client got an introduction to a company that could write maybe nine lines for them. The credit people in the room got to know her client and become more comfortable with them and left with a better understanding of their needs.”

The result: Charles’ client received preferential consideration and ultimately better credit terms, and the company got to write a whole lot of coverage.

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Another client said, “Jenny is extremely knowledgeable, which I feel is built by her experience and dedication. She’s also very customer focused. She makes herself available at a moment’s notice. Even though she is [an] Aon employee, she acts like an ‘arm’ for us and projects our high values.”

“We have tremendous confidence in Jenny, which is key,” said one managing director who sang Charles’ praises.

He added, “Jenny managed the placement of our 2017 umbrella program where she brought a new and creative structure with individual company primary umbrellas and a shared excess, which resulted in tremendous balance sheet protection in addition to year-over-year savings.”

In the Driver’s Seat

Greg Myers
Executive Managing Director
Beecher Carlson, New York

“If you are in the auto insurance industry, you know Greg Myers,” said one client, a director of risk management. “And if you don’t know him, you should.

“Greg has tremendous knowledge, and he works closely with those of us in the risk area of the auto business. He thinks out-of-the-box and has alternative solutions” she added.

One of Myers’ ideas was designed to help manufacturers. “Greg came up with the idea to have a group of manufacturers come together and pool resources across the industry. And he got us

all talking about risk management and sharing information.”

A recent risk solution involved a German original equipment manufacturer (OEM).

The goal was to convert its private label customer insurance program to a self-insured program, which meant leaping over hurdles such as controlling risks, meeting sales goals and developing a product that satisfied the vehicle purchaser and dealers.

Greg got in the driver’s seat and took off! He became part of the client’s risk management team and performed a consulting study. Then he led his client through the program design, program structure, the development of a national sales team and the formation of the captive insurance company and obligor company.

Additionally, Greg led the expansion of cyber and media liability coverage for one OEM and the marketing of cyber liability coverage for yet another OEM.

Look for Myers at RIMS where he’ll once again lead industry discussions.

Manufacturing Cyber Coverage

Carrie Yang, ARM
Assistant Vice President
Aon, Chicago

Bringing property and casualty components into cyber coverage for the manufacturing industry — who knew? Carrie Yang, of course.

“Carrie’s industry knowledge is impressive,” said Lynn Haigler, director, insurance and risk financing, BJC Healthcare.

“We didn’t know a lot about cyber risk and liability, and Carrie has been instrumental in educating us.”

For traditional manufacturing companies, cyber data breach exposure is not where the big risk lives. Instead, property damage, general liability and products liability resulting from cyber incidents are what keeps these risk managers up at night.

But typical cyber policies on the market explicitly exclude property damage and bodily injury, which makes cyber policies less attractive to manufacturers. Yang knew they needed it, and  her team set out to make sure they got it.

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Aon’s team developed a new program — entirely manuscript — to address uncovered exposures. Yang and a specially formed Aon team spent a year developing the form, which incorporates property and casualty components into cyber. Yang played a key role in drafting the policy and broking the placement, making Aon a leader in this coverage.

Craig Coluzza, insurance risk manager, AIG, said, “Carrie and I worked on manuscript policy language for weeks. It was difficult enough to create this language, but then she had to negotiate the acceptance of this broad policy language with several insurance carriers.

“I was pleasantly surprised that Carrie was able to maintain the majority of our original policy language after intense negotiations with carriers.”

Guiding His Team and Clients

Bruce Ludwig
Managing Director
Marsh, Chicago

Following a successful outcome of a defensive and offensive RFP, Bruce Ludwig aligned his team to deconstruct a fragmented global liability program and aggressively market to new global carriers. They delivered better coverage at pricing nearly 75 percent below the incumbent terms.

Utilizing Ludwig’s highly consultative approach to client service, the team worked to align the program with other global coverages, ensuring consistency and streamlined administration.

“Bruce is very responsive,” said Marc Brinkschulte, director, corporate risk and insurance management, Robert Bosch, LLC. “You can always reach out to him and get a quick response. He is very familiar with and very interested in a broad spectrum of issues across the automotive and technology industries.”

Ludwig blends a technical knowledge of complex global insurance programs with an intense focus on aligning the client and Marsh service teams to achieve and deliver stretch objectives. Understanding what good and great results look like leads to a thoughtful discussion of what a stretch outcome could possibly be.

Ludwig has 35 years’ experience in the industry and has been an underwriter, product line broker and client executive for the last 22 years. Most of his clients utilize captives as a foundational core of their risk financing strategy and as such, Ludwig helps align clients’ captives into the program efficiently.

Plan More, Worry Less

Kathy Weaver, CIC, CRM
Managing Director
Aon, Southfield, Mich.

Hope for the best and plan for the worst. It is good advice in any industry, but Kathy Weaver is helping clients apply it in the automotive space.

One such example: Weaver was asked by client Delphi to provide an in-depth review of their Mexico facilities from an asset valuation and business interruption perspective.

They found that a critical component of Delphi manufacturers was made at only one location, which meant that a loss or business interruption at that one location could potentially be detrimental to the company as a whole.

“Kathy’s best strength is her customer service. She listens to what I’m looking for and provides well thought out solutions on how to address the particular issue at hand,” said Brian Eichenlaub, Delphi’s treasurer, America, and director of risk management finance.

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Weaver and her team also guided another client, a global automotive supplier, through a move abroad.

They helped the client address named insured wording in their policies as well as manage their insurance once the leadership team relocated.

More recently, Weaver and her team assisted the same client with a business interruption analysis post fire loss at one of their Mexico locations.

They procured a $1 million advance, and at press time, they were working to finalize the remaining payment with the adjustor.

The complete list of 2018 Power Broker® winners can be found here.

More from Risk & Insurance

More from Risk & Insurance

Risk Management

The Profession

The risk manager for Boyd Gaming Corp. says curiosity keeps him engaged, and continual education will be the key to managing emerging risks.
By: | May 1, 2018 • 4 min read

R&I: What was your first job?

I was trained as an accountant, worked in public accounting and became a CPA. Being comfortable with numbers is helpful in my current role, and obviously, the language of business is financial statements, so it helps.

R&I: How did you come to work in risk management?

Working in finance in the corporate environment included the review of budgets and the analysis of business expenses. I quickly found the area of benefits and insurance — and how “accepting risk” impacted those expenses — to be fascinating. I asked a lot of questions. Be careful what you ask for — I soon found myself responsible for those insurance areas and haven’t looked back!

R&I: What is the risk management community doing right?

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I have found the risk management community to be a close-knit group, whether that’s industry professionals, risk managers with other companies or support organizations like RIMS and other regional groups. The expertise of the carriers and specialty vendors to develop new products and programs, along with the appropriate education, will continue to be of key importance to companies going forward.

R&I: What’s been the biggest change in the risk management and insurance industry since you’ve been in it?

As I’m sure many in the insurance field would agree, Hurricanes Katrina and Rita in 2005 changed our world and our industry. It was a particularly intense time and certainly a baptism by fire for people like me who were relatively new to the industry. This event clearly accelerated the switch to the acceptance of more risk, which impacted mitigation strategies and programs.

Bob Berglund, vice president, benefits and insurance, Boyd Gaming Corp.

R&I: What emerging commercial risk most concerns you?

The fast-paced threat that cyber security represents today. Our company, like so many companies, is reliant upon computers, software and IT expertise in our everyday existence. This new risk has forged an even stronger relationship between risk management and our IT department as we work together to address this growing threat.

Additionally, the shooting event in Las Vegas in 2017 will have an enduring impact on firms that host large gatherings and arena-style events all over the world, and our company is no exception.

R&I: What insurance carrier do you have the highest opinion of?

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With the various types of insurance programs we employ, I have been fortunate to work with most of the large national and international carriers — all of whom employ talented people with a vast array of resources.

R&I:  How much business do you do direct versus going through a broker?

We use brokers for many of our professional coverages, such as property, casualty, D&O and cyber. We are self-insured under our health plans, with close to 25,000 members. We tend to manage those programs internally and utilize direct relationships with carriers and specialty vendors to tailor a plan that works best for team members.

R&I: Who is your mentor and why?

I have been fortunate to have worked alongside some smart and insightful people during my career. A key piece of advice, said in many different ways, has served me well. Simply stated: “Seek to understand before being understood.”

What this has meant to me is try everything you can to learn about something, new or old. After you have gained this knowledge, you can begin to access and maybe suggest changes or adjustments. Being curious has always been a personal enjoyment for me in business, and I have found people are more than willing to lend a hand, offer information and advice — you just need to ask. Building those alliances and foundations of knowledge on a subject matter makes tackling the future more exciting and fruitful.

R&I: What have you accomplished that you are proudest of?

Our benefit health plan is much more than handing out an insurance card at the beginning of the year. We encourage our team members and their families to learn about their personal health, get engaged in a variety of health and wellness programs and try to live life in the healthiest possible way. The result of that is literally hundreds of testimonials from our members every year on how they have lost weight, changed their lifestyle and gotten off medications. It is extremely rewarding and is a testament to [our] close-knit corporate culture.

R&I: What’s the best restaurant you’ve ever eaten at?

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Some will remember the volcano eruption in Iceland in spring of 2010. I was just finishing a week of meetings in London with Lloyd’s syndicates related to our property insurance placement when the airspace in England and most of northern Europe was shut down — no airplanes in or out! Flights were ultimately canceled for the following five days. Therefore, with a few other stranded visitors like myself, we experimented and tried out new restaurants every day until we could leave. It was a very interesting time!

R&I: What is the riskiest activity you ever engaged in?

I am originally from Canada, and I played ice hockey from the time I was four years old up until quite recently. Too many surgeries sadly forced my recent retirement.

R&I: What do your friends and family think you do?

That’s a funny one … I am a CPA working in the casino industry, doing insurance and risk management, so neighbors and acquaintances think I either do tax returns or they think I’m a blackjack dealer at the casino!




Katie Dwyer is an associate editor at Risk & Insurance®. She can be reached at [email protected]