1. The FCIA Sponsored Insurance Program
CONTROL YOUR ▼ DESTINYTM
'INSURANCE'

2. CONTROL YOUR ▼ DESTINYTM 'INSURANCE'
What it is
A New Benefit of Membership
The development process
The objective
Learning
Developing the insurance industry message
Due Diligence
Let’s discuss it in terms of “value added” – emphasize the manner in which the FCIA is looking out for their interest with a focus (as in other areas) on the long term development of the Firestopping Trade.
After initially improving the insurance program for one of your members we (along with several others insurance agencies) we asked to consider developing an insurance program for FCIA members. We saw this an excellent opportunity based upon our experience, our business model and our desire to be part of the development of one of the most important trades for the safety of our friends, families and co-workers.
Learning and the message – studying the industry, touring job sites, reviewing the MOP
The insurance message – YOU NEED TO UNDERSTAND THIS TRADE; solid loss potential due to highly professional training; the FM and UL certifications; bringing insurance companies to job sites; THE CONCERN THAT INSURERS ARE “ON THE RISK WITHOUT KNOWLEDGE OF IT”
Due Diligence – contacting companies; our criteria for each insurer; All Risk and American Safety; CRC and “the market”
Introduction

3. CONTROL YOUR ▼ DESTINYTM 'INSURANCE'
Who’s involved
Readington Burke Insurance Agency
The Nations Largest Insurance Wholesaler
The Hartford
How it works
Leverage through participation
Representing YOU to the insurance industry
RB- History and experience – WHAT MAKES US DIFFERENT -
CRC – History and experience
All Risk Ltd –
Other ? Hartford
How it works
We are representing you individually and collectively to the insurance – this is what we do and we do it very well. Why? We’ve taken the time to KNOW YOU BUSINESS and we KNOW the INSURANCE MARKET and we KNOW HOW TO EFFECTIVELY REPRESENT YOU TO THE MARKET.
People Serving You

4. CONTROL YOUR ▼ DESTINYTM 'INSURANCE'
Why it works
Market knowledge
Coverage/Industry knowledge – The message
Leverage or “the volume potential”
What you need to do
Creating your individual message aka “The Underwriting Presentation”
Why it works
1- Insurance negotiating 101
a- Learn your industry – know what the insurance market is looking for – find the best source for the product – provide a clear message as to why the risk makes sense (THIS IS OUR VALUE)
b- Begin with potential leverage – create actual leverage (member participation)
What you need to do
1- WHY WE CALL IT AN UNDERWRITING PRESENTATION
a- The message a well developed underwriting message sends
b- The role it plays – perception/ability to negociate
2- Packages available at the meeting for comparison shopping
3- Web site to our underwriting package from the FCIA
4- Provide us your contact information at the annual meeting
5- TIMING and EXPECTATIONS
a- Negotiating leverage and adequate time
b- Ability to work at a moments notice – if necessary
Mechanics

5. CONTROL YOUR ▼ DESTINYTM 'INSURANCE'
Exceeding your expectation
Access to FCIA trained insurance professionals
Service Standards
Contract vs coverage review
Communication Points
Partner's In Your Success

6. CONTROL YOUR ▼ DESTINYTM 'INSURANCE'
Insurance Coverage Availability**
General Liability
Various Insurers
Preferred Pricing and Customized Coverage
Other Coverage's
The Hartford
Business Automobile and Property Insurance
Preferred Pricing
Workers Compensation Insurance
Discounted 10% for FM 4991 and UL Accredited Firestop Contractors
**Underwriting rules and claims review apply and affect available pricing and options.
Available insurance markets
CRC – West and S East
United Specialty
First Specialty / Swiss Re
First Mercury / Cover X
CRC – N East and Midwest
Admiral
Argonuat / Colony
What's Available?

7. CONTROL YOUR ▼ DESTINYTM 'INSURANCE'
Why participate
How important is insurance?
Volume “speaks volumes”
What this means in “insurance speak”
Leveraging your experience
Negotiating advantages
A vested interest in your insurance future
THIS IS THE INTERACTIVE PART OF THE PRESENTATION – we will spend MORE TIME on this slide
Ask – How important is insurance – let them audience reply (we know the answers)
1- Who’s asking you for insurance?
2- It’s required (period) and (generally) the “better” or more desirable the job the higher the quality of the required insurance program.
3- Insurance Cost’s
a- Direct – Premium, deductibles
b- Indirect
1- your time - shopping & trying to “figure it out
2- coverage quality and potential gaps
3- meeting contractual requirements
Discuss value a “Premium Leverage” in the development of the program and ability to negotiate future benefits. Include Loss Control and “what we see” as the “built in loss control” benefits of FCIA member – Education, Certification, An Industry Voice.
This is the beginning – the spark….
WHY?

8. CONTROL YOUR ▼ DESTINYTM 'INSURANCE'
An FCIA Member Benefit
Leverage through participation
Available Coverage's
Ultimate Goal
Reflection – Different by Design – history re-created
Summary

9. CONTROL YOUR ▼ DESTINYTM 'INSURANCE'
Questions and Answers
Personal Meeting
Leigh Hays
Jim Venezia
Derek Weippert
Insurance Program Fact Finder
Action Steps

10. CONTROL YOUR ▼ DESTINYTM 'INSURANCE'
Readington Burke A Division of Phoenix Insurance Group, Inc.
205 Main St., Chester, NJ Ph
Leigh Hays, Lead Broker
Jim Venezia, Program Director
Derek Weippert, Principal
CONTACT US