INTERNATIONAL ADVANTAGE at THE HARTFORD

Our Agenda Today Why we are interested in international Our alliance with ACE USA Your role and responsibilities as a resource Mechanics Admitted vs. Non-Admitted Policy Assembly How-to Marketing and Promotion Tools Coverage-by-coverage review Tomorrow: Case Studies

Why Sell International? Hartford agents requested capability Area that is often overlooked Protect agent and broker E&O Keep out competition Increase Sales and maximize Retention of domestic accounts.

The Role of the Resource Person Local leader, expert, teacher and promoter Executes authority extended to HIG by ACE Internal referral reviewer Referrer of items to ACE USA See Sample Authority Letter (see binder) Role should be in your performance appraisal

Finding Sales Opportunities — Identifying International Exposures Personnel Abroad? Does your client have any employees traveling internationally? Does your client have any U.S. citizens permanently stationed in foreign countries? International Promotion Activity? Does your client participate in exhibitions or attend trade fairs in foreign countries? Exporting? Does your client export products outside the U. S.? Does your client have foreign licensees selling product? Does your client service or repair products and return them abroad? International Operations? Does your client have operations abroad (manufacturing, warehouses, sales offices)?

in a Global Marketplace Opportunities in a Global Marketplace Manufacturing Services Retail/Wholesale Contractors Education Other

What to Look For in an International Insurance Company Worldwide Owned Network Expertise In the International Marketplace Worldwide Loss Control Services Dedicated to Market Dedicated Staff Ease of doing Business

Companies in the International Business ACE AIU (AIG) Chubb CNA St. Paul Zurich London

What Can Happen? Assets could be frozen by court order Employees imprisoned Loss of reputation and ability to continue operations in country Failure to seek local legal counsel could result in default judgement Long Arm Statutes

The Country Guide: How to Use It The Country Guide (see binder) What Kind of Policy is needed? Admitted vs. Non-Admitted? Admitted Insurance Insurance contracts issued by a duly licensed entity that conforms to the laws and regulations of the country in which the subject of insurance is located. Non-Admitted Insurance policies issued on forms or through insurance companies NOT approved by the authorities in the country in which the subject of insurance is located. Control Risk Group (CRG) Information OSAC

Rating the International Advantage Policy Documentation, Rating & Quoting all in one tool The International “Swiss Army Knife” Available in Siebel & on the HIPP Intranet site Pricing Worksheet List exposures Click on applicable coverage to view rate table Select rate and insert on worksheet Worksheet will calculate premium and, if necessary, apply the minimum premium Entire workbook should be used for referrals

How Do I Assemble a Policy? Online “Policy Assembly Guide” (see binder) Note items that must be made part of all policies Forms in Eforms, except Policy Cover ACE ID cards and Medical Assistance Contact Information

Quality Assurance (QAT) Process Specific Review Guide prepared (see binder) Reviewers looking for: Does the file contain some sort of application or written document such as an e-mail (containing the same info as an app) evidencing the exposures? Is the account documented using the all-in-one tool or Siebel? Did a quote letter go out to the agent? Did the Underwriter adhere to the underwriting authority? Did the policy get issued per the Underwriters instructions and did the premium get registered correctly?