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Insurance Solutions for 4 Critical Business Challenges

It's time to think differently about insurance.
By: | March 3, 2014 • 5 min read

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“Instead of thinking outside the box, get rid of the box.”
-Deepak Chopra

As globalization and technological innovation continue at a relentless pace, businesses are faced with new and unexpected risks. Companies need to manage these exposures as well as ensure regulatory compliance on a global scale. All the while, heightened competition demands constant innovation and improvement while maintaining financial flexibility and maximizing shareholder returns. It’s not easy.

Insurance is a vital tool that helps companies thrive in this difficult business world. And sophisticated practitioners of advanced risk management strategies understand that insurance can do much more than just cover traditional risks with a standard, annual policy.

At AIG, Global Risk Solutions (GRS) specializes in creating nontraditional solutions to unique risks and strives to be on the forefront of utilizing insurance in new ways. Whether it’s a Global Fronting Program that meets a company’s regulatory requirements for insurance, or a customized Alternative Solution that leverages innovative structures to insure complex or unusual risks, GRS utilizes a consultative approach to understand complicated challenges and structure programs tailored to the requirements.

The following case studies demonstrate how GRS designed insurance solutions to solve four pressing business problems.

1. State Lottery Worried “Lucky Numbers” Will Actually Hit

Some risks are truly unique. And while the risk may not have broad applicability, the approach used to address the challenge often provides insight into the ways that creative insurance solutions can apply to areas far afield from traditional insurable perils.

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Example: In state lotteries, certain numbers get played much more often than others. When those “lucky numbers” are drawn as winners, there is the potential for a higher-than-average number of winning tickets.

Insurance Solution: To protect itself against such an outcome, one state lottery group sought catastrophe-like insurance coverage for the amount of the lottery’s annual payout that exceeded a fixed percentage of its annual revenue. By utilizing data collected by the lottery over 20 years, GRS structured a program that protected the state lottery from the adverse cash outflow resulting from one of the popular number sets being drawn. The program’s five-year term assured stable pricing and guaranteed capacity.

2. Prove It

Many risk professionals solely view insurance as a means for transferring risk, which limits their thinking of how insurance can address a wide variety of challenging issues. “This limitation is particularly relevant when risk transfer is not the motivation for the insurance purchase,” said Scherzer. “For example, when the sole need for insurance is to provide evidence of insurance to meet a regulatory requirement, paying to transfer the risk to a third party may be an unnecessary expense.”

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“We can’t solve problems by using the same kind of thinking we used when we created them.”
– Albert Einstein

Example: A food-and-beverage company was comfortable retaining risk rather than transferring it to a third party but faced a requirement for locally admitted policies. The company needed insurance coverage for a number of different lines of business to protect against risks that included strikes, loss of key suppliers, cyber risk, event cancellation, property catastrophe, credit risk and more.

Insurance Solution: GRS designed a multiline fronted program with a substantial limit where AIG companies fronted the insurance policies for the different lines of insurance, and the risk was reinsured back to the company’s captive. This program enabled the company to satisfy the requirement for locally admitted policies, benefit from favorable loss experience and address different types of exposures, some of which were difficult to insure in the traditional insurance market.

3. Don’t Let Risks Hold up a Merger

Negotiating a company’s sale is always a complicated process, particularly in industries with long-tail risk exposures.

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Example: A transportation company with three divisions — auto, bus and taxi — was being sold. The buyer estimated the transportation company’s exposure to auto liability to be $10 million higher than the seller’s estimate. In order to avoid reducing the sale price, the seller pursued an insurance solution to address the buyer’s concern.

Insurance Solution: GRS designed a program providing retrospective excess auto liability coverage with $10 million limits funded by the seller. At the end of the seven-year policy term, any remaining money (plus interest) not paid out for claims, is returned to the seller. The structure enabled the seller to get his sale price and potentially benefit financially if the actual losses end up lower than the buyer expected.

4. Un-trap Your Cash

Businesses want to avoid posting collateral that will trap cash because a counterparty doesn’t truly understand the risk created by certain activities. In many cases, it’s better to replace a capital requirement with an insurance policy that will not reduce the company’s liquidity position. The value to the customer may not be in the reduction of costs, but in freeing up lines of credit and releasing working capital for other applications.

Example: For its employer’s liability risks, a manufacturing company’s captive insurer maintained collateral in the form of letters of credit. The parent company wanted to reduce the amount of collateral letters of credit provided by its captive to the insurance companies that front for it.

Insurance Solution: GRS structured a buyout of the captive’s underlying insurance policies, which eliminated the need for the company to post collateral to cover the risk.

The Takeaway

It’s time to think differently about risk and insurance. The examples above show that the world is changing and businesses need insurance solutions that are adaptable, creative and meaningful for companies to thrive in this interconnected, globalized world.

AIG’s GRS is more than a traditional insurance provider — it’s a problem-solver with a wide array of resources to address risk. Learn more about GRS here.

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This article was produced by the R&I Brand Studio, a unit of the advertising department of Risk & Insurance, in collaboration with AIG. The editorial staff of Risk & Insurance had no role in its preparation.




AIG is a leading international insurance organization serving customers in more than 100 countries.

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]