1. INTERNATIONAL ADVANTAGE
at THE HARTFORD

2. 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

3. 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.

4. 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

5. 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)?

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

7. 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

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

9. 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

10. 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

11. 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

12. 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

13. 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 (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?