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Brokerage

Brokers Active with Acquisitions

The number of broker M&As — many by private equity — "exploded" during the first quarter of 2017.
By: | April 18, 2017 • 4 min read

Mergers and acquisitions continue to be robust due to aggressive appetites for growth in the brokerage sector.

There were 358 transactions in 2016, exceeding the prior five-year average of 348 transactions per year during 2011-2015, according to the 2017 “Global Insurance Distribution and Services Sector Mergers & Acquisitions” report by Conning, an investment management company for the global insurance industry.

Alan Dobbins, director of insurance research, Conning

“There are a number of trends driving this,” said Alan Dobbins, director of insurance research, Conning. “There has been slow organic growth. There are less exposures, and flat to negative pricing in most commercial lines. It’s tough to grow profitably in that kind of environment.”

Acquisitions offer “one of the best growth options” at this point in time, he said.

Another big driver is demographics, he said. The average age of brokerage executives is 59. “There’s a large segment of that group eligible for retirement or will reach retirement age in the next couple of years.

“Close to 50 percent of them don’t have succession plans in place. That makes them attractive targets,” Dobbins said.

One-third of all transactions during the past five years – totaling 728 transactions – were by a mix of public and private equity-owned brokers, according to Conning.

“Private equity firms like the insurance distribution sector because the cash flow is reasonably predictable and it doesn’t require much in the way of capital expenditures,” said Timothy Cunningham, managing director of OPTIS Partners, an investment banking and financial consulting firm specializing in the insurance industry.

“Buyers are still being very aggressive in their valuations of prospective acquisition partners,” he said.

OPTIS Partners recently reported that agency M&As “exploded during the first quarter” of 2017. There were 178 transactions, compared to 115 in the first quarter of 2016.

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The bulk of the transactions were private-equity-backed brokers (93 in 2017, compared to 56 last year).

The PE-backed buyers involved in the most transactions were Acrisure (29 transactions), and Alera Group, a new organization that came into being with the consolidation of 24 brokerages focused on employee benefits, property/casualty, risk management and wealth management.

Alera Group, which was formed with investment from Genstar Capital LLC and brokerage assistance from Marsh Berry & Co., announced its formation in January, instantly becoming the 14th largest privately held insurance firm and the 7th largest privately held employee benefits firm in the U.S., according to the firm.

“That was an eye-opener,” said Dobbins. “I don’t recall ever seeing that number of independent groups form a large organization that quickly with that number of transactions. It’s hard to say if that’s going to be a trend.”

The other Q1 transactions reported by OPTIS Partners included 49 by privately owned brokerages, 17 by publicly owned brokerages, banks (7), insurance companies (11) and other (1).

“If you look at the industry, you are going to see a fairly significant reduction in the number of agents and brokers, maybe 15 to 20 percent, in the 10 to 15 years,” Cunningham said. “They are not going to go away. They will be absorbed into other firms.”

Timothy Cunningham, managing director, OPTIS Partners

Such consolidations will likely impact the tier of brokers below the top three of Aon, Marsh and Willis Towers Watson, he said.

For risk managers and companies without risk managers that rely heavily on the advice of their brokers, the consolidations should mean better service, advice and products, Cunningham said.

“They will have more scale, more skill, more talent,” he said. “I think it will be positive for clients. They will have more opportunities and more robust brokers with whom they can do business with.”

InsurTech acquisitions are included in the 90 insurance services transactions that took place globally in 2016, according to Conning.

Most service-related InsurTech startups focused on ways to improve customer service, better control expenses or manage loss costs, upgrade insurance technology, and assess and exploit the Internet of Things, according to the report.

Conning reported that transactions could accelerate if the Federal Reserve continues to raise interest rates, as M&A activity has benefited from historically low interest rates.

On the other hand, the consolidation pace could slow if confidence in President Trump’s policies fade and the economy weakens. &

Anne Freedman is managing editor of Risk & Insurance. She can be reached at [email protected]

More from Risk & Insurance

More from Risk & Insurance

High Net Worth

High Net Worth Clients Live in CAT Zones. Here’s What Their Resiliency Plan Should Include

Having a resiliency plan and practicing it can make all the difference in a disaster.
By: | September 14, 2018 • 7 min read

Packed with state-of-the-art electronics, priceless collections and high-end furnishings, and situated in scenic, often remote locations, the dwellings of high net worth individuals and families pose particular challenges when it comes to disaster resiliency. But help is on the way.

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Armed with loss data, innovative new programs, technological advances, and a growing army of niche service-providers aimed at addressing an astonishingly diverse set of risks, insurers are increasingly determined to not just insure against their high net worth clients’ losses, but to prevent them.

Insurers have long been proactive in risk mitigation, but increasingly, after the recent surge in wildfire and storm losses, insureds are now, too.

“Before, insurance was considered the only step in risk management. Now, our client families realize it is one of the many imperative steps in an effective risk management strategy,” said Laura Sherman, founding partner at Baldwin Krystyn Sherman Partners.

And especially in the high net worth space, preventing that loss is vastly preferable to a payout, for insurers and insureds alike.

“If insurers can preserve even one house that’s 10 or 20 or 40 million dollars … whatever they have spent in a year is money well spent. Plus they’ve saved this important asset for the client,” said Bruce Gendelman, chairman and founder Bruce Gendelman Insurance Services.

High Net Worth Vulnerabilities

Laura Sherman, founding partner, Baldwin Krystyn Sherman Partners

As the number and size of luxury homes built in vulnerable areas has increased, so has the frequency and magnitude of extreme weather events, including hurricanes, harsh cold and winter storms, and wildfires.

“There is a growing desire to inhabit this riskier terrain,” said Jason Metzger, SVP Risk Management, PURE group of insurance companies. “In the western states alone, a little over a million homes are highly vulnerable to wildfires because of their proximity to forests that are fuller of fuel than they have been in years past.”

Such homes are often filled with expensive artwork and collections, from fine wine to rare books to couture to automobiles, each presenting unique challenges. The homes themselves present other vulnerabilities.

“Larger, more sophisticated homes are bristling with more technology than ever,” said Stephen Poux, SVP and head of Risk Management Services and Loss Prevention for AIG’s Private Client Group.

“A lightning strike can trash every electronic in the home.”

Niche Service Providers

A variety of niche service providers are stepping forward to help.

Secure facilities provide hurricane-proof, wildfire-proof off-site storage for artwork, antiques, and all manner of collectibles for seasonal or rotating storage, as well as ahead of impending disasters.

Other companies help manage such collections — a substantial challenge anytime, but especially during a crisis.

“Knowing where it is, is a huge part of mitigating the risk,” said Eric Kahan, founder of Collector Systems, a cloud-based collection management company that allows collectors to monitor their collections during loans to museums, transit between homes, or evacuation to secure storage.

“Before, insurance was considered the only step in risk management. Now, our client families realize it is one of the many imperative steps in an effective risk management strategy.” — Laura Sherman, founding partner, Baldwin Krystyn Sherman Partners

Insurers also employ specialists in-house. AIG employs four art curators who advise clients on how to protect and preserve their art collections.

Perhaps the best known and most striking example of this kind of direct insurer involvement are the fire teams insurers retain or employ to monitor fires and even spray retardant or water on threatened properties.

High-Level Service for High Net Worth

All high net worth carriers have programs that leverage expertise, loss data, and relationships with vendors to help clients avoid and recover from losses, employing the highest levels of customer service to accomplish this as unobtrusively as possible.

“What allows you to do your job best is when you develop that relationship with a client, where it’s the same people that are interacting with them on every front for their risk management,” said Steve Bitterman, chief risk services officer for Vault Insurance.

Site visits are an essential first step, allowing insurers to assess risks, make recommendations to reduce them, and establish plans in the event of a disaster.

“When you’re in a catastrophic situation, it’s high stress, time is of the essence, and people forget things,” said Sherman. “Having a written plan in place is paramount to success.”

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Another important component is knowing who will execute that plan in homes that are often unoccupied.

Domestic staff may lack the knowledge or authority to protect the homeowner’s assets, and during a disaster may be distracted dealing with threats to their own homes and families. Adequate planning includes ensuring that whoever is responsible has the training and authority to execute the plan.

Evaluating New Technology

Insurers use technologies like GPS and satellite imagery to determine which homes are directly threatened by storms or wildfires. They also assess and vet technologies that can be implemented by homeowners, from impact glass to alarm and monitoring systems, to more obscure but potentially more important options.

AIG’s Poux recommends two types of vents that mitigate important, and unexpected risks.

“There’s a fantastic technology called Smart Vent, which allows water to flow in and out of the foundation,” Poux said. “… The weight of water outside a foundation can push a foundation wall in. If you equalize that water inside and out at the same level, you negate that.”

Another wildfire risk — embers getting sucked into the attic — is, according to Poux, “typically the greatest cause of the destruction of homes.” But, he said, “Special ember-resisting venting, like Brandguard Vents, can remove that exposure altogether.”

Building Smart

Many disaster resiliency technologies can be applied at any time, but often the cost is fractional if implemented during initial construction. AIG’s Smart Build is a free program for new or remodeled homes that evolved out of AIG’s construction insurance programs.

Previously available only to homes valued at $5 million and up, Smart Build recently expanded to include homes of $1 million and up. Roughly 100 homes are enrolled, with an average value of $13 million.

“In the high net worth space, sometimes it takes longer potentially to recover, simply because there are limited contractors available to do specialty work.” — Curt Goetsch, head of underwriting, Private Client Group, Ironshore

“We know what goes wrong in high net worth homes,” said Poux, citing AIG’s decades of loss data.

“We’re incenting our client and by proxy their builder, their architects and their broker, to give us a seat at the design table. … That enables us to help tweak the architectural plans in ways that are very easy to do with a pencil, as opposed to after a home is built.”

Poux cites a remote ranch property in Texas.

Curt Goetsch, head of underwriting, Private Client Group, Ironshore

“The client was rebuilding a home but also installing new roads and grading and driveways. … The property was very far from the fire department and there wasn’t any available water on the property.”

Poux’s team was able to recommend underground water storage tanks, something that would have been prohibitively expensive after construction.

“But if the ground is open and you’ve got heavy equipment, it’s a relatively minor additional expense.”

Homes that graduate from the Smart Build program may be eligible for preferred pricing due to their added resilience, Poux said.

Recovery from Loss

A major component of disaster resiliency is still recovery from loss, and preparation is key to the prompt service expected by homeowners paying six- or seven-figure premiums.

Before Irma, PURE sent contact information for pre-assigned claim adjusters to insureds in the storm’s direct path.

“In the high net worth space, sometimes it takes longer potentially to recover, simply because there are limited contractors available to do specialty work,” said Curt Goetsch, head of underwriting for Ironshore’s Private Client Group.

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“If you’ve got custom construction or imported materials in your house, you’re not going to go down the street and just find somebody that can do that kind of work, or has those materials in stock.”

In the wake of disaster, even basic services can be scarce.

“Our claims and risk management departments have to work together in advance of the storm,” said Bitterman, “to have contractors and restoration companies and tarp and board services that are going to respond to our company’s clients, that will commit resources to us.”

And while local agents’ connections can be invaluable, Goetsch sees insurers taking more of that responsibility from the agent, to at least get the claim started.

“When there is a disaster, the agency’s staff may have to deal with personal losses,” Goetsch said. &

Jon McGoran is a novelist and magazine editor based outside of Philadelphia. He can be reached at [email protected]