Insurance People September 2015 by Insurance People

insurancepeople

Chris Guillaume See page 8 Insurance People inside include:

Reg Brown Andy Hawkes

Alan Cleary Geoff Lewis

Jeff Purdy

Matt Gunn Mike Naylor

Terry Wellard

rance “The Insu ith ew Magazin ty” Personali

Cover artwork: Carol Newman

issue 56 September 2015

surance “The In with ne Magazi ity” Personal

in association with

leader

www.insurancepeople.uk.com

“Troubled” of EC3 he national business press love to choose particular words to capture an instant assessment of firms that attract their scrutiny. And when a new CEO takes over at a “troubled” insurance provider, the speculation is always the same – is it a rebuilding job, or a closing down sale?

Editor and Publisher

Consultant Editor

Andrew Newman

Brian Susman

Commercial Director

Production Director

Jeni Hall

Adrian Susman

Editorial

Andrew Newman FCII, Dip.M andrewnewman@talk21.com 01892 730539 Design & Production

Adrian Susman adrian@insurancepeople.uk.com 07981 993974

September 2015

In this issue insurancepeople issue 56 September 2015

Investigative journalism - or even time itself – will eventually provide the answer to that question. But a quicker press device is the one-way-or-the-other Litmus test of simply inviting the new incumbent to talk about the ‘people’ aspects in their future planning. In this test, the “decline to comment” brick wall always reveals a lot more than the enthusiastic response.

Chris Guillaume

See page 8

Richard Gamble, former joint chief executive, believes RSA has “disintegrated” and ”should be put out of its misery” according to a report last month in The SundayTelegraph. He was also reported as saying that a take over “would be in shareholders’ and employees’ interests.” An encouraging, if rare, reference to the interests of employees there. “An RSA spokesman declined to comment,” the report concluded.

Cover artwork: Carol Newman

Late news

Market talk

Interview

Cover artwork: Carol Newman

insurancepeople

Chris Guillaume, Open GI

Jeff Purdy Applied Systems

Commercial Director

Jeni Hall jeni@insurancepeople.uk.com 07969 510172

Ones that got away Sir Michael Williams once worked at CU with Leonard Rossiter

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Alan Cleary

Terry Wellard helps raise over £27,000 for children’s charities

Jeff Purdy tells brokers that the future is already here!

Academy heroes Commercial Express and Covéa Insurance

Risk management Andy Hawkes, Cardinus

Also find us on:

Reg Brown The Postcard Emporium

News

On the move

ISSN 2043-9202 Insurance People is published monthly by Buttermere Wedge Publishing Limited. While every attempt has been made to ensure that the information contained within this publication is accurate, the publisher accepts no liability for information published in error, or for views expressed. All rights for Insurance People magazine are reserved. Reproduction in whole or in part without prior permission from the publisher is strictly prohibited.

Who’s going where?

Alan Cleary reveals the personages that niggle him most

Andy Hawkes reckons risk management is now busting traditional boundaries

On the Road Zapping uninsured motorists – if only!

SEPTEMBER 2015 insurancepeople 1

insurancepeople

Late News

RSA and Zurich still at odds in late August t the time of closing for press, RSA and Zurich were still locked down in takeover discussions. The Zurich 25th August “put up or shut up” deadline to make its offer was fast approaching. The deadlock was in trying to find common ground on the value of RSA, and the deadline

might be extended if both sides agree. However, at the time of writing, reportage highlights a gap between the prices that investors in RSA and Zurich are prepared to accept. RSA reaction to the bid interest from Zurich has been described as “lukewarm”.

Late Editorial comment: Any headline news story - like RSA/Zurich - that straddles a regular press timetable is always bad news for a Late News page. The result will be known by the time the printed word hits the doormats, and no amount of crystal ball speculation can change that. A major hint is that RSA do have ‘history’ in this area. The original merger of two major insurers – Royal and Sun Alliance – was part of a contemporary trend in that era. (Guardian Royal Exchange, Commercial Union, General Accident all disappeared during that period). The merger may have changed the sign over the door in Horsham to Royal & SunAlliance (with the latter’s name seemingly squashed up to fit) but visitors easily discerned that this wasn’t a merger at all – it was two companies being forced to share the same space. And to reinforce that fact, there were two joint chief execs – one from Royal and the other from Sun Alliance! Needless to say, with that amount of sticky treacle poured into the corporate cogwheels, the integration process took over a year to complete, but that wasn’t the end of the story. Rapid changes in management in more recent years didn’t help, and one crisis tended to follow another. As one RSA figurehead stated at a broker/press relations healing event following one such crisis, “We’ve been ill, but we’re feeling a lot better now.” But within six months that particular luminary had moved on. The Editor 2 insurancepeople SEPTEMBER 2015

in association with

New BDM team at Pen Underwriting en Underwriting has appointed a new team of business development managers to strengthen its regional and specialist support across the UK. Chris Dark joins from Zurich with responsibility for brokers across London; Derek McCormick joins from Barbon Insurance Group, looking after the Midlands and North Wales; Suzanne Meare joins from Prestige Underwriting and will provide dedicated sales support to Pen Underwriting’s volume and eMGA division. Mark Briggs also joins from Prestige Underwriting and takes responsibility for brokers across East Anglia and Essex; Damian Frampton joins from Willis Commercial Network and handles brokers across the South West, extending into South Wales; and Bryony Glover handles brokers across the South of England having been with Pen Underwriting since its formation.

New Arc Legal schemes in Northern Ireland rc Legal has been appointed by Provincewide Ltd, Northern Ireland broker network with 12 members and 28 offices throughout the province, to provide family and motor legal expenses schemes as part of its personal lines offerings. In addition, Arc Legal is also now providing family and motor legal expenses schemes to Prestige Underwriting Services, a delegated underwriter that provides a range of personal and commercial lines to a network of over 500 brokers. Richard Finan, director of Arc Legal said: “These new deals are further evidence of our commitment to growing business in the

Richard Finan

Northern Irish market. By providing relevant and responsive products to meet the evolving needs of our brokers and their customers, we have seen a significant increase in the penetration of our legal expense insurance business in the province.”

market talk

in association with:

Andrew Newman

The Endsleigh Story

Endsleigh celebrates 50 years I

n August Endsleigh commenced its Golden Jubilee year. Founded by Mike Naylor and the National Union of Students (NUS) in 1965, it naturally specialised in students and young professionals. As Mike quoted at the time, “It doesn’t

Mike Naylor

The Endsleigh name comes from Endsleigh Street, WC1 where the NUS offices were then based

1970: Moved to Cheltenham – which Endsleigh still calls home today

matter how long an applicant’s hair is, how scruffy their anorak, or how floral the decoration of their car - we shall quote them competitive rates.”

1976: Endsleigh sold to Dutch insurer, Gouda Insurance International (NUS retained the two seats it maintains to this day on Endsleigh’s board)

2001: Endsleigh Financial Services created, providing mortgage, life assurance, pension, savings and investments support

That niche was a real gap filler at the time since most insurers shunned students. So having urged the NUS to form its own insurance company, Mike expanded to become one of the largest retail insurance chains with 130 high street branches.

2002: Management buy-out. Endsleigh forms strategic alliance with Zurich Insurance

2003: Endsleigh one of the first brokers to develop partnerships with price comparison sites

2007: Endsleigh now wholly-owned by Zurich Insurance

2011: Endsleigh join Zurich to re-enter the direct personal lines market

2014: Endsleigh announce full integration with Zurich Personal Lines

It was around that time that I first got involved with trips to Cheltenham in my role as a chartered insurer. And there was a very unique factor in the Endsleigh relationship – they possessed a claims

handling facility on behalf of their insurer panel members which many took up. And during my era, that worked very well.

So it was a bit of a bombshell in 2008 when Endsleigh decided to close its branch network to concentrate on online delivery.

Abbey Bond Lovis MBO orthern Ireland-based Abbey Bond Lovis recently completed its management buy-out backed by Global Risk Partners. The management team Maurice Boyd, Stephen Carlisle, Gary Crabbe, Ken Alderdice and Patrick McMillen lead the business and are co– investors. The business currently transacts over £25m GWP.

Managing director Maurice Boyd says the MBO provides an ideal platform to further expand the footprint in Northern Ireland. “With the support of Global Risk Partners, we plan to grow the business through acquisition of businesses, teams and individuals, maintaining our reputation as a client focused organisation providing a professional insurance and risk management service.” David Margrett, chief executive of Global Risk Partners adds, “Backing the Abbey Bond Lovis MBO was an ideal opportunity to acquire an established broker with a strong reputation in the market and led by an excellent

Patrick McMillen, Gary Crabbe, Maurice Boyd, Ken Alderdice and Stephen Carlisle

management team. It provides us with a scaleable platform to expand in Northern Ireland.” ABL employs 89 staff based in three offices in Belfast, Armagh and Coleraine. SEPTEMBER 2015 insurancepeople 3

market talk “This is an event not to miss”

Another successful Wellard charity day! such lovely people in the insurance industry, I’m very proud to continue with this terrific fund raising event, particularly as the smiles on the faces of the charities we support is a sight to behold. The golf winners were quite chuffed as well!

The annual golf day in aid of children’s charities organised in June 2015 by Insurance People contributor Terry Wellard raised £27,500 – an increase on last year’s total. That’s a significant achievement in these times when regulatory strangulation has forced many firms to opt out of corporate events of this kind. But as Terry points out, while some firms are forced to make such cutbacks, others are ready to take their place

“

n a beautiful summer’s day in early June, without a cloud in the sky, around a hundred finely honed athletes took to the fairways of Stockport Golf Club for our annual Children’s Charity Golf day under the best conditions we have ever experienced for this event.

round of golf with like-minded people, and… what do they say about the sun shining on the righteous?

The course was yet again in fantastic condition and exceeded expectations, particularly for those who were attending for the first time. There is no finer place in this country to enjoy a

Aided by an increasing number of individuals who forward donations towards our cause, I am delighted to announce that this year we have forwarded cheques totalling £27,500 to the

This year we exceeded our record with 24 teams playing, which would have been 25 but for a late defector who had paid to enter.

charities listed, which in the main are children’s’ hospices or child care organisations.

May I finally express my thanks to everyone who made this possible, and I sincerely hope this will continue to be supported to the same extent next year as I have already reserved Wednesday 8th June 2016.

You can rest assured that all the while I have this tremendous support from

Why Stockport? come and join us and find out!

Terry Wellard

Individual Prize Winners 1st 2nd 3rd

Jason Markham - Quote Me Today Paul Muir - One Answer Insurance Steve Rush - Adrian Flux

Team Prize Winners 1st 2nd 3rd

Bedford Insurance Transactor (TGSL) Signature Underwriting

Fourteen worthy causes Beechwood Cancer Care Centre Claire House Children’s Hospice Richard House London’s First Children’s Hospice St Christopher’s Hospice Demelza Cosmic Children of St Mary’s Intensive Care Lennox Children’s Cancer Fund NHF – The National Holiday Fund NSPCC LWS On Course Foundation Sparks Naomi House Children’s Hospice Helen & Douglas House Hospice Menkes Foundation UK 4 insurancepeople SEPTEMBER 2015

”

Do any of Terry Wellard's golf charity supporters wonder where the cut glass prizes come from? From his own attic, that's where. Nowadays it's called recycling. But whatever you call it, the end result means more pennies for the children at the receiving end of his contributors' generosity. The Editor

Terry tell sm nearly em e h is attic is p have to s ty - he may eek som e prizes sponsors h ip next year!

in association with:

Pavilion target insurance jobs

A Terry Wellard golf day par excellence une marks the beginning of summer and heralds - amongst others - the tennis at Roland Garros, racing at Royal Ascot, but more importantly the annual Terry Wellard Children's Charity Golf Day at Stockport Golf Club.

On a gloriously sunny day, one hundred enthusiastic golfers set off dreaming of victory and that elusive sub-par round. Most, if not all of us, are still chasing both those goals, but what we did get was to play one of the finest golf courses in England in its 100th year. A full entry and packed clubhouse is testament to the continuing success of this day. After our efforts on the course, we sat down to a meal of proper food - home-made steak pie, chips and peas. Wine and beer flowed and as the evening progressed the drives got longer, and so did the putts sunk!

After Terry doled out fines and good humoured insults in equal measure, many of us made our way to the terrace to enjoy a balmy evening and remember a special event. The focus of the day however, is to raise money for children's’ charities and this year was no different. Our host Terry Wellard can reduce you to tears of laughter, but talk to him about many of the charities this day supports and you will be reduced to tears of a very different kind. It is precisely because of that we so willingly return year after year, but not forgetting good friendship as well. Mention must also be made of Steve Duffy, who toils away on the day, administering to everyone’s special and sometimes peculiar needs. I wonder if a tenner in the charity box might loosen his tongue. And we should not forget Pat Martin back in the office, juggling hotel rooms and all manner of enquiries. So that's it for this year, but God willing we'll all gather again next June and believe me, this is an event not to miss.

Geoff Lewis

Insurance trained staff at Pavilion Recruitment

Geoff Lewis Business Support Manager QBE European Operations

The Pavilion Recruitment Team

t’s not just in mainstream insurance that staff training to at least Cert CII level happens. Take Pavilion Recruitment Solutions. Matt Gunn is director of this Haywards Heath-based specialist insurance recruitment agency covering Sussex, Surrey, Kent and London, as well as a separate niche of travel insurance and medical assistance nationally.

Matt tells me Pavilion began trading in February 2013 and since then the staff number has grown to seven, with plans to hire additional consultants later in the year. “We are passionate about the insurance industry, and about achieving specialist and expert status in this field,” says Matt. “In fact we are about to embark on a journey to train all our staff to at least Cert CII level in the next 18 months. “In August 2014 we launched Pavilion Jobs with

the vision of bringing together the industry’s leading employers and talent, on one easy-to-use platform. Again, the ethos of the site is to remain specialist and only post insurance jobs. To date, the site has been used by over 150 clients and 10,000 candidates per month.” A fully paid-up member of the insurance people fraternity, Matt Gunn started out as a commercial underwriter for Norwich Union in Brighton, specialising in combined and property owners business. “I enjoyed my time with NU and learned a lot from my charismatic boss, David Wolfe. “After leaving underwriting I embarked on my career in recruitment, working my way up from a trainee consultant in Brighton to become a regional director in London managing the whole of the South East.”

Contact: Tel. 01444 416 406 www.pavilionrecruitment.com SEPTEMBER 2015 insurancepeople 5

market talk Award for CMX

Bedouins beat Open GI Brian Susman writes:

Commercial Express invest in people

or those of our readers getting withdrawal symptoms owing to the lack of cricket reportage in our pages following the disbandment of the Celebs CC, I can at least offer a crumb of comfort with a brief report on the annual meeting of my “other” team, the Bedouins, and the cricketers of Open GI.

This year's match in a series going back more than 20 years was played at the lovely Enville Hall ground on the hottest evening of the year. It resulted in a win for the Bedouins by nine wickets. Des Johnston, programme manager at Open GI, who also happens to be a Bedouins member, brought the hotly contested Open GI Trophy with him, bearing that company's name as winners for the previous two seasons. But not this time. In spite of customary 30-odd runs by John Pearsall for the visitors, and another 30 from Waseem Ul-Hassan, Open GI were finally tied down by some accurate Bedouin bowling and some reliable catching in the outfield. Leading the way among the bowlers was IP's own production director, Adrian Susman, who found conditions to his liking in taking 4 for 9 in four overs of accurate leg-spin. Open GI's final total was 118, which looked about par for the course. The Bedouins' somewhat aged openers (total about 120 years) showed that batting prowess need not necessarily be compromised by advancing years, in both reaching the 30-run retirement point. As the remaining Bedouins stepped up the pace, solicitor Krishna Balthu (30 not out) led the home team to victory with the total 119 for 1 in the final over.

Des Johnston, Open GI non-playing captain (left) hands the trophy to the Bedouins chairman, Brian Susman

6 insurancepeople SEPTEMBER 2015

Clare Nash, HR & operations manager; Eve Farrell, marketer; MD Duncan Pritchard; and Harbinder Duggal, marketing manager

ongratulations to Commercial Express on achieving Investors in People Bronze accreditation. Managing director Duncan Pritchard says, “This award shows that anyone who wishes to work for Commercial Express can be confident that we are committed to investing in our people. We operate to a standard that ensures we will continue to develop our workforce; invest time in engaging with our employees; and make them feel valued contributors to the organisation. In turn, our customers can be confident that their needs are being met by a team of staff who are highly experienced, competent, and connected to the mission and values of the company.

“The accreditation will help improve our performance and achieve our objectives in investing in technology; involving and empowering people; and introducing new ways of working. It will also

act as a vehicle to further advance and develop our workforce.” Clare Nash, HR & operations manager adds that the award represents an excellent achievement. “It is recognition of all the hard work everyone has put in across the organisation, not just leading up to the assessment, but for the commitment they show dayin, day-out in making Commercial Express a successful and progressive company.” Martin Smith, Investors in People specialist comments, “It’s clear that Commercial Express has ambitious plans for growth, and it's great to see the importance that the company places on leading, managing, developing and supporting its people in order to achieve its vision for the future of the business." Commercial Express is now working hard towards achieving the Gold standard in the next 12 months.

Commercial Express staff celebrate their Investors in People award – see page 22

New senior appointments at Willis Re

in association with:

Narrow win for SSP Brian Susman writes: our favourite team, the Bedouins, have been at it again against longstanding insurance IT people – this time SSP. A strong contingent of players and supporters travelled down from Halifax to the Midlands for another Bedouins v SSP game and, like all its 20 predecessors, it turned out to be a competitive match, played in just the right friendly environment.

SSP included a number of old familiar faces, but also paraded a sprinkling of young, fit athletes who were all unfairly good at batting, bowling and fielding. Notable among them was Nathaniel Hyde, who opened the batting with John Dobson (an ever-present in the SSP cricketing ranks). They both reached the compulsory retirement point of 50, but it was Nathaniel Hyde who did it in the most spectacular fashion. His 52 retired included 11 fours and one six – 50 out of 52 in boundaries (well, it saved too much running on a warm afternoon). Later he added an eight-over spell that cost only 28 runs. Another familiar face, Tony Dobson, brother of the aforesaid, made his usual worthwhile contribution, making 47 not out and taking 3 for 35 in seven overs. It took the Bedouins until the 28th over before they managed to secure the first wicket. Then, local estate agent Jon Stanier weighed in with 4 for 23, as wickets tumbled towards the end of the SSP innings. Their final total was 216 for 7.

The victorious SSP team. Back row, left to right, Nathaniel Hyde, Chris Pundar, Ryan Brook, umpire Chris Butterworth, Ben Ackroyd, Andy Young. Front row, John Dobson, Tony Dobson, Ian Dobson, Jim Robinson, David Rasche.

It was likewise the 28th over of the Bedouins' reply before SSP got their first wicket, by which time both openers, Jon Stanier (again) and Paul Lippitt had retired on 50. IP man Adrian Susman contributed 16, and SSP skipper Jim Robinson completed his full quote of eight overs, though without taking a wicket. At the close the home side were just 14 runs short on 202 for 8, leaving the Rasche Trophy to return up north for another year.

Newman promoted at Willis Re

Andrew Newman

mong several recent leadership promotions made at Willis Re, a

certain name naturally attracted attention. Global head of casualty Andrew Newman has been appointed as a copresident. He joined Willis Re from specialty reinsurance broker RK Carvill in 2009, where he was a director of RK Carvill London. He will continue in his existing role as global head of casualty in addition to serving clients and maintaining growth for the business worldwide

alongside fellow appointee James Kent. Other appointments include Paddy Jago who becomes global chairman, in addition to his role as chairman for Willis Re North America. Mark Hvidsten is deputy chairman, alongside current deputy chairman Chris Clark. All five will continue to lead Willis Re’s sales and growth efforts, produce

business, and maintain client relationships in the U.S., the London market, and internationally along with the wider Willis Re Executive Committee. Willis Re specialises in its analytics capabilities, combining this with reinsurance expertise in an integrated offering helping global business clients increase value via risk management and risk transfer. SEPTEMBER 2015 insurancepeople 7

In association with:

We now pronounce you...

The great majority of the luminaries in today’s insurance world – which naturally includes the software provision so essential for today’s operations - will tell you that insurance wasn’t necessarily on their radar when seeking out that first door of opportunity towards their subsequent insurance career path. But once on board, they not only survived the ordeal, but thrived on the opportunities. Result: A marriage for life. Wedded bliss. For better or worse. In association with Markerstudy Group, Insurance People presents a series of interviews featuring some of the insurance people happy to have pledged their troth to this industry

Chris Guillaume Group Chief Executive Officer, Open GI A new era for Open GI (formerly Misys) opened in 2006. The pedigree goes back over 35 years, and the new name was chosen to emphasise an open and straightforward approach to business and customer relationships. While the name may have changed, the team behind it has remained consistent. Chris Guillaume joined in 1999 and entered the boardroom in 2002, since when no less than three MBOs have taken place, as related in this interview with the Editor

AN: There’s not many business teams that can lay claim to having completed their third management buy-out within ten years – while simultaneously creating continued growth, and keeping existing peoplerelated business relationships fairly intact. But there was some confusion at one point, was there not? People believed Open GI was owned by Towergate? CG: Yes, that happened from 2007 onwards when we bought out Montagu Private Equity. In that first MBO ten of us effectively owned the business – five of the executive management team (myself and four colleagues) and five non exec 8 insurancepeople SEPTEMBER 2015

shareholders, the main one being Peter Cullum, founder of Towergate. But Peter had invested as an individual. Contrary to misleading headlines such as “Towergate buys Open GI”, that was never the case. Yet the story persisted over that initial period. Even some Towergate people thought that Towergate owned Open GI, but we only ever had arm’s length trading agreements with that organisation. That confusion only cleared up in December last year when we bought Peter Cullum and the other four nonexecs out of the business backed – yes, once again - by Montagu Private

Equity. They are our sponsor now, along with myself and five of the management team. AN: So you’ve actually bought this company three times and sold it twice? And despite that activity, you haven’t been distracted from your growth goals? CG: That’s absolutely true! The MBOs haven’t interfered with our focus on our core market. We’re serving brokers in the UK and Ireland and their insurers. We continue to listen to what our customers have to say, and respond to them. That’s been hugely beneficial to everyone. Our 19,000 user base, handling £4bn premium a

AN: How far back does Open GI’s relationship with Markerstudy go?

year, allows us to serve both sides of the insurance market particularly well – brokers and insurers. Our core market is currently very healthy with plenty of organic growth.

CG: We’ve enjoyed a long association with the guys at Markerstudy. We were a distribution channel for them as they set up as an insurer, and on the Retail side we provided the broking technology. That, I believe, is testimony to the strength and depth of the relationship. I’ve known Kevin and Gary for a long time, and Martyn Holman probably even longer. It’s been a fascinating journey, building partnerships and connections with their team, and watching their business develop and grow, driven by Kevin and Gary.

AN: But what were the current market conditions like back at that first MBO when you bought out Montagu in 2007?

I was privileged to attend their recent staff conference as a guest and see the way they interacted with all their people. It’s easy to see how much their staff enjoy working there.

CG: Like a lot of companies at that time we got trapped behind the global credit crunch, and we’re really proud of our record as a business to have continually grown every year through that period of global financial meltdown.

For us, as a business partner, it’s great to see the way they work and their commitment to the business - it’s just incredible. They are very straight, very honest, and their ethos of ‘putting the fun into insurance’ is also refreshing whilst being very professional and very focused at the same time. They don’t just want us to be a supplier - they welcome us as a business partner, adding value to their organisation.

But obviously we were working on a shoestring. We were hamstrung from an investment perspective. The great thing for our customers is that having gone back with Montagu last December, we have what would be considered as a normal level of debt in the business, with a partner willing to invest in the company to take it on to the next level to become a bigger and better business.

Markerstudy is a force to be reckoned with in insurance.

AN: And despite that MBO upheaval, you managed to retain your loyal customer base? CG: Absolutely. There’s been a lot of market consolidation, and the actual number of broker names on our sales ledger has come down. But the number of users has just slightly picked up over that time period. We do have a very loyal customer base which to my mind tells me that we are providing all the things that they need, in the way they need them, and at the right price point that allows them to run their business and grow in the way they want to. There’s a lot of competition out there for this kind of service these days! AN: Talking of competition, how important is the longevity of your team on the competitive side?

CG: I’m certain we wouldn’t have succeeded as well as we have without that element of continuity. All members of the senior team have been with us for over a decade – our total service added together is over one hundred years. So despite a change of name and ownership, the underlying theme is that the team that built our reputation, and the personal relationships that back it up, is still here. And that consistency is hugely useful in what is a highly people-related industry. We’ve kept up with the pace of change, and kept pace in the growth of the business.

e-commerce and imarket and into complex commercial lines. We’re very pleased with this part of our new jigsaw. It’s a crucial part of our offering, giving greater choice to our customers and the broker community. After all, that’s always been our aim and always will be. AN: What other aims do you have for the future?

AN: How does PowerPlace fit in with all this activity?

CG: The overall aim for our broker customers is to help them move their businesses forward and give them a leg-up against their competition. We have great plans for the next period of ownership in the 3-5 years that we anticipate that Montague will be with us. It’s an exciting time for us.

CG: When we picked Montagu again as a partner this time round, the first seven months saw us build the new PowerPlace commercial platform which was officially launched on 16th July 2015. PowerPlace has been dramatically extended from its original route of just looking at micro commercial insurance, right out into

Our pedigree goes back over 35 years, but the Open GI name adopted in 2006 emphasises our determination to continue the open and straightforward business approach, and the vigour and energy that we aim to apply to our relationships with our customers. It’s going to be an exciting time for everyone. SEPTEMBER 2015 insurancepeople 9

interview

Jeff Purdy “ Strengthen the business and elevate SENIOR VICE PRESIDENT OF

INTERNATIONAL OPERATIONS APPLIED SYSTEMS

“Brokers! The future is here!” Jeff Purdy highlights the connected insurance experience of consistent management systems and multichannel engagement strategies

igital technology has begun to blur the physical and digital worlds. It’s triggered every industry to redefine their business and customer service models.

In insurance, organic growth and industry consolidation are changing the competitive landscape; and evolving customer experience expectations force brokers to develop differentiated offerings. Brokers and insurers must deliver a more connected insurance experience, harnessing the benefits of advanced technology to strengthen their business and elevate their customer experience. o support growth goals and attract and retain new clients and employees, brokers require a broker management system that delivers consistent workflows, standardised data, and is scalable for growth.

Universal procedures across locations and office branches, with a single view into a broker’s book of business, enable them to quickly scale business operations across multiple locations and integrate more easily. Additionally, through digitallydriven interactions and seamless workflows, leading brokers have gone paperless – cutting costs and creating additional physical space. From a systems standpoint, technology - like the cloud - can provide brokers with flexible access 10 insurancepeople SEPTEMBER 2015

customer experience

”

Delivering a connected insurance experience to information while protecting important data in a secure on-line environment that is not located within the physical office. Cloud solutions provide hardware, networks, storage, services, applications and interfaces across the Internet, centralising critical business intelligence and providing on-demand, remote access to information while reducing time and expenses associated with managing IT. To improve broker productivity, mobile technologies are breaking down the traditional workspace dynamics and enabling brokers to deliver personalised client service away from the office while maintaining access to the latest client information. By removing the need to make multiple phone calls back to the office to verify information, brokers increase employee productivity and reduce time spent on duplicative administrative tasks. s the pace of the industry continues to increase, brokers need to implement strategies to increase connectivity and data exchange to automate internal business operations and digitalise their workplace.

When connecting with insurer partners, brokers need to utilise commercial and personal lines e-trading to seamlessly manage quoting, underwriting, billing, claims and other data exchange services in real-time, reducing time spent manually managing these administrative tasks and allowing for

more time to service clients and grow their business. Additionally, brokers can extend connectivity to premium finance providers to offer their clients competitive and flexible finance options and reconcile finance agreements through an automated process, reducing time spent on administrative tasks and improving client service. Broker clients also now expect anywhere, anytime on-line and mobile access to insurance information. For the insurance broker, this requires a multichannel engagement strategy that leverages multiple channels of communication, including on-line, text, email, social media, and over the phone. By providing an on-line client selfservice application, brokers provide their clients the opportunity to interact with their business at their own convenience, creating a 24/7 connected client experience for increased client satisfaction and retention. Today, the broker channel needs to harness the benefits of advanced technology to manage their businesses. Insurance consumers expect greater access to information and more control over their decisions, while insurers continually seek new and better ways to market and sell insurance products. By implementing technology innovations and driving a connected insurance experience, independent brokers enhance an organisation’s growth, profitability and agility both now and in the future.

â&#x20AC;&#x153;The ones that got awayâ&#x20AC;? Insurance was rarely an automatic career choice. People have to earn a living, and not everyone can reach the top. But what if someone finds they can reach the pinnacle in another arena?

Michael Williams he insurance industry often provided a haven, not only for â&#x20AC;&#x153;restingâ&#x20AC;? actors, but those hopefuls still waiting to make their first breakthrough onto the stage. This series has already featured a few. But itâ&#x20AC;&#x2122;s fairly unique for one insurance office to have harboured two budding thespians within its walls. It seems the late actor Sir Michael Williams once worked at Commercial Union in Liverpool and shared an office with fellow performer Leonard Rossiter.

Having spent two years in insurance, Michael Williams successfully auditioned for RADA and joined the Royal Shakespeare Company in 1963. A later TV unique

opportunity allowed him to play his namesake in Henry V as Shakespeareâ&#x20AC;&#x2122;s fictional archer, Michael Williams. He went on to become well known on TV and film with his wife, actress Judi Dench, whom he married in 1971. Their successful TV series A Fine Romance recently commenced a welcome re-run on the Drama channel in August.

Book Now for the Commercial Express Training Academy The Commercial Express Academy is an industryleading training scheme which travels the country visiting agents. The Academy is free of charge and available to both existing and prospective agents.

What will I learn? Ĺ¤ .QRZOHGJH RI &RPPHUFLDO ([SUHVV SURGXFWV and online system Ĺ¤ 8QGHUZULWLQJ UXOHV QHZ VNLOOV DQG EHVW SUDFWLFHV DOO RI ZKLFK DUH GHVLJQHG WR KHOS \RX VHOO Ĺ¤ &RQWULEXWHV WRZDUGV \RXU SURIHVVLRQDO development (CPD) requirements )RU PRUH LQIRUPDWLRQ DERXW WKH 7UDLQLQJ $FDGHP\ FRQWDFW 7UDLQLQJ &RRUGLQDWRU 6LĂ&#x2030;Q +LFNPDQ RQ 0845 094 2077 or visit

www.academy.commercialexpress.co.uk SEPTEMBER 2015 insurancepeople 11

interview

Alan Cleary

Some mild annoyances A few things - and rather more people - perceived by some other people as “no more than mild annoyances”

who reveal their character by nothing so clearly as the humour they resent.

1. Len McCluskey, Andy Burnham, Cherie Blair, Les Dennis, Keith Chegwin, Edwina Currie, Joey Barton and Freddie Starr - giving my fellow Scousers a bad name.

14. Television “entertainment” dross for the braindead on the nation’s sofas. I mean “couches”. Potatoes, then.

2. Russell Brand - the sex-appeal of an ironing-board. The war against intelligent governance is invariably waged in the name of leftie “commonsense”. 3. Dimwits who struggle to understand the simple apostrophe mainly newspaper people, proofreaders, cyberjabberati, schoolteachers and butchers. 4. The usual bunch of fragrant fat cats - Sir Martin Sorrell, Antonio Horta-Osario, Tidjane Thiam, Mark Wilson, Antony Jenkins, Paul Geddes, to name but a few. I realise that money can’t buy happiness but I also know it can rent it for quite a long time. 5. The insurance industry’s apparent reluctance to shift its backside when it comes to implementing the simple idea of showing the last-paid premium on renewal notices, let alone distancing itself from the shifty “automatic renewal” racket. 6. Braying half-pissed middlemanagement loudmouths, slagging off their bosses and their clients over four-hour City lunches. I could name names. 7. Officials and so-called “national” representatives doing the “head office” speech at regional dinners. Most of them have no idea. 12 insurancepeople SEPTEMBER 2015

Mockney rules. But that’s rhetoric for you - it cares only to hear itself speak. I can't fully describe the worst speeches as, later on, some readers may be operating machinery. This said, there are a few brilliant exceptions, one such being Branko Bjelobaba. He is a highly-talented speaker, a true original. Well worth a listen and not only because he pinches my material… and my food. 8. The “D’you know who I am?” brigade. Plenty of these currently in view and not just in restaurants and at airports and hotel reception desks. Think “Northern Powerhouse” and West Midlands. A bit late coming - but I can tell you they’ve well and truly arrived. 9. Certain self-important chief executives, shortly to receive OBEs for services to subtle selfcongratulation. 10. Highly-paid newsreaders, 90% of whom can’t pronounce “vulnerable” properly. 11. TV “Z-list” celebs and other breath-taking ignoramuses who repeatedly misuse the word “iconic”. Every week, I see “predominately” half-a-dozen times, in a magazine or a national newspaper or on-line. 12. Grunters and screamers of Wimbledon and expectorators of Leeds United and Arsenal. (Sir Stanley Matthews never spat). 13. Sensitive souls, such as pofaced Highlanders, God-botherers and other mumbo-jumbo peddlers,

15. The ousted ones - Antony Jenkins, Martin Wheatley, Vince Cable. Boys will be boys. 16. Trade associations and their endless capacity for self-delusion. Just take a look around you. 17. The spectacle (at an industry dinner) of two of the twelve people around the table (drink taken) constantly exchanging rather wet kisses. “For God’s sake, get a room” fitted the bill perfectly and a wonderful Australian lady said it. 18. Lest readers should think me over-critical, I now say a few words about my most admired female of the species - Brazilian supermodel Gisele Bündchen, 35. Worth $400m and the highest-paid model of the past decade. Readers will of course know that she pioneered the “horse walk”, the stomping, knee-lifting gait much imitated by catwalk rivals and some of the insurance industry’s most cosseted, high-flying “beautiful people”, including, in alphabetical order, Poldark lookalike Ian Ritchie, David Shaw, Peter Staddon, Stewart Steel and Graeme Trudgill. 19. Some Scousers whom I respect and admire - Sir Paul McCartney, Steven Gerrard, David Morrissey, Alan Bleasdale, Tom O’Connor, Bill Kenwright, Lynda La Plante, Ken Dodd and Kim Cattrall.

Y M E CAD roes he

While the insurance industry collectively strives to enhance the professionalism of its individual practitioners, leaders in the academy graduate field are already seeing the fruits of their efforts. A professional workforce isn’t just for customers… it alters the workplace culture and produces the skills and stability ideal for entrepreneurship and long term planning

Derrick Murray

Ros Ridgard

Commercial Express

Derrick Murray, team leader of the account handling team at Bluefin, was one of the first to become involved in Commercial Express training Academy activity. He himself is currently studying for the CII diploma. “The first training session was product-related, tailored to our needs. The next one will discuss more generic insurance matters, and one item on our agenda is property owners, particularly aimed at new people who may be joining us during the rest of the year. So the sessions not only raise product awareness - they help to build good business relations too.”

Ros Ridgard at the MCM Insurance office in Manchester organised the training session visit from Commercial Express. “The session was productrelated. It lasted two hours and was very interactive. The atmosphere was relaxed, and our staff found themselves at ease when asking questions. It covered all the processes and was really easy to follow. Further sessions are planned. Face-to-face contact is so much better than emails. And it’s always helpful to meet your business partners in that way. We get along with them very well and look forward to their next visit.”

Alex Felt

Adam Harlow

Covéa Insurance

As a Covéa Insurance graduate in underwriting, Alex Felt confirms that no two days are the same. “I’m likely to be out meeting brokers, as well as working in the underwriting team in the office. The culture here is very open. There’s a real feeling of collaboration between departments and everyone celebrates the successes of others. Common sense is the most important attribute, and often the decisions we make are not based solely on numerical data, but on logic and putting ourselves in the customers’ shoes. I’m also struck by the number of colleagues who have worked here a long time, and the many promotional opportunities.”

Adam Harlow works on the Covéa Insurance actuarial reserving team. “I’m able to build on a lot of the mathematics I learned at university and I’m enjoying learning new things every day. I’m also studying for my actuarial exams, where Covéa Insurance is very supportive, allowing me to take study leave and sponsoring me through the exams. Whilst the work is interesting, it’s really the people, and their attitude, that make this job so enjoyable. It’s clear that people care about the work they do, and everyone is very helpful and friendly. There’s a strong emphasis on personal development throughout the company.” SEPTEMBER 2015 insurancepeople 13

risk management

Andy Hawkes CEO CARDINUS RISK MANAGEMENT

Good risk management raises value

A wider role for risk management Risk management in business has now evolved beyond its traditionally understood boundaries to become a key tool when it comes to assessing any firm’s value. Financial and security controls take first consideration, of course, but the simultaneous importance of better risk-intelligence is now gaining ground in the fight to improve top line performance. Andy Hawkes explains why every function within an organisation should incorporate risk management as an inculcated daily routine oday’s need to impress risk management firmly in the mind of everyone in the workplace now extends this discipline beyond traditionally understood domains that deal with financial and security controls. The direction now shifts towards the education of business colleagues on how risk-intelligence can improve a company’s top line performance.

The new regulatory requirements and highly publicised risk events are encouraging more businesses to increase their investments in risk management programs. Savvy risk managers find themselves using these drivers to build more internal support for their programs among their work colleagues, which in turn means they have to “sell the vision” of a better organisation that results from risk management’s support. isk and compliance roles - particularly in the general insurance arena – are now confronted with more responsibilities, requests, and requirements than ever before.

not been immune with PPI, identity theft, and “add ons” all impacting on our reputation, as well as generating fines and knock-on increases in costs of regulation. owadays long-time risk practitioners and newcomers alike are finding themselves with greater responsibilities. External stakeholders, such as customers and partners that depend on the organisation, want to be sure that their own best interests are not at risk.

Individuals with the knowledge and skills needed to build these processes are in greater demand, which means potentially good news on the career front. However, with such intense scrutiny coming from all directions, successful risk management programs must be formally defined and well documented to avoid being the hapless scapegoat when things go wrong.

The need for risk management systems

Internal stakeholders such as board members, executives, auditors and regulators want to know that their business has formal processes for identifying and addressing risks, and not just the FCA compliance risk.

Risk managers hoping to respond quickly to these pressures and avoid the burdens and costs associated with complex risk initiatives may feel compelled to cut corners. Many make assumptions that they already know their organisation’s biggest risk areas, so they introduce a program with a limited scope. Others fail to involve business contacts or subject matter experts, so they end up with a skewed perspective of the risk landscape.

With this new scrutiny, insurance brokers need to recognise that the “risk role” is core to their business, and arguably needs to be a board role. Risk professionals have come a long way - and still have a long way to go. Pressure continues for risk management discipline. Corporate risk failures in the past 20 years have elevated the profile of the risk management function, and the rapid evolution of the risk and compliance role. And, whilst the banking crisis has been the driver of financial services regulation, the insurance industry has 14 insurancepeople SEPTEMBER 2015

As with any function, risk management must start with an understanding of expectations, resources, and objectives. Several frameworks provide guidance for these decisions, but ISO 31000 presents the most logical and flexible approach to this first stage of the risk management process. Such software allows users to build risk registers, apply risk controls, schedule the controls, and report incidents. And the cost is small when compared to the cost of failure.

Would anybody insure this?

ho in 1912 would want to send a postcard like this? Well, Maggie did. Just to let a Miss F. Dodd know that she had “arrived quite safely” at an address in Plumstead, South London from deepest Kent. And she wishes Miss Dodd her own safe journey arrival and hopes she “will have a nice rest”. That’s about the gist of it. And apart from the magic word ‘insure’ on the card, it’s probable that this one would not otherwise have found its way into the Reg Brown Collection. Like other cards in the Reg Brown Collection. the brevity of Edwardian addresses is noted. No house numbers, no postcodes… in that era a century ago, the local postmaster and the postman knew everyone on their beat

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www.hbc.co.uk 01268 696444 Fax: 01268 510087 Email: info@hbc.co.uk BRITISH VEHICLE SALVAGE FEDERATION

SEPTEMBER 2015 insurancepeople 15

News

insurancepeople

Ageas sponsors police vehicle A

geas is partnering with Hampshire Constabulary by sponsoring a police vehicle fitted with automatic number plate recognition (ANPR) technology in a bid to help identify uninsured drivers in Hampshire, the county with the second highest number of offenders last year (2,742 caught by Hampshire Police in 2014). Ashton West, chief executive of the Motor Insurers’ Bureau, comments, “This is a great initiative from one of our member companies and one we applaud as part of combined efforts between Hampshire Police, Ageas and ourselves to take uninsured drivers off the road. Fittingly, it comes as we step up our own support to the police with the launch of a new e-newsletter to police forces with the latest updates, and a new free helpline number.” The Editor speculates as to how this initiative might be further developed on page 28!

Pictured: Officer Andy Tester outside Ageas office in Hampshire Corporate Park

Action needed on pensions auto-enrolment M any of the country’s 1.8 million small employers approaching their pensions autoenrolment staging dates are in danger of missing deadlines by underestimating the amount of data needed to complete the process, warns financial adviser Lighthouse Group. The Pensions Regulator recently stated that only 29 per cent of those staging in 2016

were fully aware of their date and only 46 per cent of those staging in 2017 were aware of their responsibilities. Roger Sanders, OBE, managing director of Lighthouse Group Emplyee Benefit, cautions business owners to familiarise themselves with the requirements and assess their business as soon as possible, even if their staging date is two years away. He says,

“Employers’ autoenrolment duties go far beyond setting up a pension scheme and enrolling staff in it. They must assess their workforce, work out who to enrol and decide how much they and their employees will contribute. They also need to keep records of all this information, together with any changes, all of which represents a significant

amount of work for smaller employers. “However, we are finding many businesses in insurance lack the accurate, up-to-date information on employees vital to completing enrolment smoothly. Firms that leave their enrolment preparation too late will be in for a shock when they discover years of payroll and employee data needs to be sorted before they can properly begin.”

Be Wiser backs Macmillan Cancer Support e Wiser staff have raised more than £8,000 this year for Macmillan Cancer Support through a number of fundraising events including a traditional fete with “hook a duck” and “guess the weight of

sweets” challenges, as well as a cake bake-off. Funds were also raised at the company’s annual golf day and Newbury racecourse day. And the calendar of events includes a head shave and taking part in the World’s Biggest

16 insurancepeople SEPTEMBER 2015

Coffee Morning in September. “The charity is a crucial source of practical and emotional support for anyone facing the challenge of living with cancer,” said Be Wiser chairman Mark Bower-Dyke. “With more

than 600 staff, I know that many at Be Wiser have been or will be touched by cancer in some way. And I am pleased that we are able to play some part in helping Macmillan Cancer Support provide its valuable services to those who need them.”

In association with

Compliance drives demand for insurance professionals

“Claims Bluffer's Guide” from LMA

he number of insurance jobs advertised year-onyear in the London area has increased by 13%, according to research from specialist recruiter Robert Walters. Figures from the Robert Walters UK Jobs Index, which charts vacancy numbers posted to online platforms, has revealed that the demand for insurance professionals in the second quarter of 2015 has also grown compared with the first quarter of 2015, with the overall number of vacancies up 14% over this period. The North West saw insurance vacancies grow

29% compared with Q2 2014 while insurance vacancies in the Midlands grew 22% over the same period. Richard Johnson, manager, insurance, comments, “As the UK’s recovery from the recession looks increasingly assured, we are seeing this reflected not only in the healthy growth in number of jobs advertised, but also in the specific roles employers are looking to fill. The demands of the FCA and PRA have contributed to a highly favourable market for compliance, risk and audit professionals across the insurance sector.”

he Lloyd’s Market Association has released the Claims Bluffer’s Guide to assist practitioners in the Lloyd’s market in their understanding of how a number of major strategic projects, current claims processes and future key initiatives fit together. The guide contains summary-level information about these projects, processes and initiatives, details of who ‘owns’ them, ‘signposts’ to more detailed information and a glossary of terms and acronyms section. Robert Gregg, the LMA’s head of claims, says, “A myriad of inter-related projects, committees and working parties exist at any one time to address the challenges of an ever-evolving claims sector. “Dialogue with the heads of claims at LMA member firms confirmed the need for simple guidance that presents the ‘bigger picture’. In addressing this need, we wanted to cut through the detailed information that is currently out there and provide the claims community with a clear, concise and easy-to-use overview of what’s happening in the market.” The guide is available to download at www.lmalloyds.com/claimsbluffers.

CII Members expect Economic Upturn A survey by the CII shows an unprecedented two-thirds of members expecting the UK economy to improve in the next twelve months - a 15% increase on 2014's results. Around 60% of respondents anticipate an upswing in their own businesses’ financial performance over the coming year. This is the first time that members have felt more optimistic about the economy as a whole than for their own businesses - although there is a record upturn in both figures. In addition young members were found to feel the most optimistic about changes to their employment prospects. Almost half (47%) of under-25s feel their position in the employment market is “much more positive” than it was a year ago; and four-fifths (80%) of this age group report some degree of positive change. More senior members are also positive, with more than three-quarters of over 65s saying their employment prospects are stable. Laurence Baxter, head of policy and public affairs at the CII, comments, "CII members have good reason to be more optimistic about the economy and their position within it as the global economy is continuing to edge out

of the subdued period it has experienced over the past few years. "These economic changes are reflected in the very positive results in all three of the member survey indices – economic, business and employment prospects."

SEPTEMBER 2015 insurancepeople 17

News

insurancepeople

Executors unaware of possible liabilities illions of people are executing wills of family and friends without realising the unlimited and personal financial and legal liabilities they are exposed to, warns Guy Everington of Executors Insurance, following what the company believes is the first publicly available research into this matter in the UK. The new research, conducted for Executors Insurance by Censuswide Research Agency into over 2,000 UK adults, looks into the key concerns of executors Its findings reveal how millions of people who execute wills

are inadvertently opening themselves up to expensive legal costs and serious financial claims. The new Executors Liability Insurance Policy is designed to protect executors from such unexpected costs and claims. Guy Everington of Executors Insurance says, “Few people understand that, if they execute a will, they are personally vulnerable to claims if they make a mistake. Beneficiaries, creditors, and HMRC can hold an executor to account for mistakes, with the potential for very serious

legal and financial repercussions.” He adds, “Many people pay solicitors or other probate professionals to execute wills on their behalf, which is certainly advisable where there are complications. However, their costs are far higher than doing it yourself. “Many people feel they want to take on the role of an executor because they want to do their duty and carry out the last wishes of a close friend or relative. Others choose to do it because they

Details from www.executorsinsurance.co.uk.

Marsh acquires SME Insurance

Autonet extends risk score check to CDL Strata an insurance broker Autonet has extended the use of Experian Delphi for Insurance (DFI) risk score to include SME products on the CDL Strata platform. The Experian DFI enrichment service enables Autonet to assess the risk of a customer claiming on a policy or defaulting on premium payments and then adjust rates and terms in real time. CDL has extended SME capability across its Strata platform, adding real-time pricing and broker enrichment, including Experian DFI, to all major channels, including contact centre,

web and aggregator business. Ian Donaldson, managing director of Autonet, says, “By working in collaboration with Experian for selected customer profiles, we gain control over customer acquisition and are able to offer even more competitive prices on SME policies. The Experian DFI score proved to be a valuable tool for our personal lines, which is why we are now using the Strata platform to extend its use for our SME customers." Nigel Phillips, CDL commercial director, adds, "As part of our

18 insurancepeople SEPTEMBER 2015

want to save beneficiaries money particularly where the estate is small - using lawyers and banks can significantly reduce the amount left for the family.” For estates under £2,000,000 Executors Insurance’s Executors Liability Policy provides up to £1,000,000 of cover for four lay executors or administrators for an 18 month policy - for a premium of £530. This cost is payable by the estate. For larger estates a bespoke policy will be created.

arsh has announced the completion of its previously announced acquisition of Leeds-based SME Insurance Services (SMEi), a specialist broker providing commercial insurances to small and medium-sized enterprises. Its co-founders, Roger Snowden and Jason Gandy, have joined Marsh. Mark Weil, CEO of Marsh UK & Ireland, says, “Our acquisition of SMEi considerably extends Marsh’s reach across the UK’s small and medium-sized enterprise sector. Since the announcement in June, we have been working closely with its management team and have been impressed by their knowledge, insight and understanding of the SME segment.”

Nigel Phillips

continued investment in Strata, I'm confident that insurance retailers will benefit from our data enrichment services for SME schemes. Commercial lines offer brokers significant opportunities to increase their revenues and the Experian DFI risk score will help brokers to create more profitable books of SME business."

In association with

Applied CSR24 transactions up 50% pplied Systems has announced that total transactions on Applied CSR24, the online self-service application, grew more than 50 percent from 2013 to 2014, totalling more than 12 million transactions across more than 1,000 insurance agency and brokerage customers in the U.S., UK, and Canada at year-end. â&#x20AC;&#x153;Changing consumer demand is evolving the insurance industry into a more connected and complex marketplace, requiring leading independent insurance

Sterling scheme for handcrafted goods sector terling Insurance has created a specialist insurance scheme with Wigan-based Walmsleys Commercial Insurance Brokers for the UKâ&#x20AC;&#x2122;s 85,000 â&#x20AC;&#x153;hand-craftedâ&#x20AC;? goods businesses. Craftcover.com covers the policyholder against legal liability arising from injury or damage caused as a result of their business activities or products. The basic cover comprises public & products liability, and includes cover as standard for travel to and attendance at exhibitions, fairs and shows anywhere in the EU. Policyholders can choose their limit of indemnity up to ÂŁ5 million and can opt to cover demonstrations, tuitions and workshops, as well as exports to the USA and Canada. There is also the flexibility to enhance the basic policy by opting for additional covers. Property all risks covers all business property and stock (including cover for â&#x20AC;&#x153;attractive stockâ&#x20AC;? â&#x20AC;&#x201C; high value items such as wines & spirits, jewellery, precious metals) at the premises, whilst at exhibitions, shows or fairs anywhere in the EU and automatically includes cover for money and goods in transit. Employers' liability, BI, deterioration of refrigerated stock and terrorism covers are also available. Sara Simmons, schemes director at Sterling Insurance, comments, â&#x20AC;&#x153;As a specialist insurer that excels in niche commercial schemes and building close relationships with brokers we are really pleased to be working on this initiative. Working with WCIB, weâ&#x20AC;&#x2122;ve recognised that this is a huge and growing market with evolving insurance needs, particularly with the number of people now selling online and to export markets. Weâ&#x20AC;&#x2122;ve been able to design a policy that covers many risks, particularly attendance at exhibitions and trade shows, as standard.â&#x20AC;?

agents to leverage software that enables multichannel servicing and streamlines business operations,â&#x20AC;? said Michael Howe, senior vice president of product management, Applied Systems. â&#x20AC;&#x153;Applied CSR24 has become an essential solution for agencies and brokerages to elevate their competitive value by delivering an online customer experience anywhere, anytime, while simultaneously automating business operations for improved overall productivity.â&#x20AC;?

Give Premium. Get Premium.

SEPTEMBER 2015 insurancepeople 19

insurancepeople

News

Regional young ambassadors for BIBA IBA has appointed a young ambassador to each of its 12 regions, to represent the interests of younger members across the UK – canvassing views, encouraging learning and promoting insurance broking as a career. In addition, they will work closely with BIBA and other industry stakeholders to ensure that opportunities for development and progression are available. Steve White, BIBA’s chief executive, says, “We said earlier in the year, when we launched our Young Broker Steering Group in January, that we wanted to address the issue of succession planning in the industry. Creating our young ambassadors is a natural progression of this initiative. We see this group of young professionals as instrumental in ensuring we maintain a healthy flow of opportunities through the broking sector, bringing new ideas and helping keep the industry at the forefront of social and technological change.” Young ambassadors now appointed are:

Alan Clarke, Higos Insurance, West of England Alexandra Witham, Everard Insurance, South East Andrew Weir, Greenwood Insurance, Scotland Caitlin Dean, Bluefin, Greater Manchester and West Pennine Elizabeth Mathew, Gallagher’s, West Midlands Emma Bell, R.K. Harrison, Central

Elizabeth Matthew

Alan Clarke

Kerri-Ann Hockley, PolicyBee, Anglia Lois Williams, Gallagher’s, East Midlands Louise Jones, Thomas Carroll, South Wales Sam Gosney, Mason Owen Financial Services, Merseyside, N. Wales, W. Cheshire and IOM. Stephanie Goldsmith, Ravenhall, Yorkshire and Northern Commenting on her appointment, Elizabeth Mathew of Gallagher’s (West Midlands region ambassador) said: “There’s a huge amount of untapped talent in the industry and my aim is to make a real impact and galvanise young brokers.” Adding to this, Alan Clarke, of Higos Insurance (West of England region ambassador) commented: “One of the rewards of my job is seeing young brokers grow into the next generation of professionals.”

Auto Windscreens acquires AA windscreen business uto Windscreens has announced its acquisition of AA AutoWindshields, the AA’s automotive glazing business. The deal will see AA AutoWindshields’ Preston offices and its 200 staff and technicians integrated with Auto Windscreens and, under a ten-year partnership arrangement, the AA will continue to use Auto Windscreens to deliver glass repair and replacement services for AA members; its business-to-business and insurance customers.

20 insurancepeople SEPTEMBER 2015

Chris Thornton, managing director of Auto Windscreens,comments, “There are clear synergies for the two businesses. We place customer satisfaction at the heart of our business, reflecting the AA’s own customer ethos. We are exceptionally proud to be rated No. 1 by customers on Review Centre for ‘car service and repairs’ with a score of 4.7 out of 5 and a 97% recommendation rate by customers. “This marks the beginning of a new and exciting chapter for Auto

Windscreens and further reinforces our position as a leader in the industry. Through a continuing collaboration with the AA we

will provide a full windscreen repair and replacement service to their customers and insurance policyholders.”

In association with

Hood Group partners with Stoke City ffinity insurance provider, Hood Group, has entered into a two-year deal as the Official Platinum Partner to Barclays Premier League side, Stoke City. Hood Group will be promoting its affinity partner, Asda Home Insurance, as the outward facing brand of the arrangement. Hood Group was appointed to launch a new home insurance product to Asda customers in July last year. Paul Firkins, business development director at Hood Group, says, “As an affinity specialist, we are always exploring new ways of promoting our partners whether using digital channels or more traditional methods. The opportunity to increase Asda Money’s profile and especially its home insurance proposition by partnering with an established Premier League club like Stoke City was too good to pass.”

12 years old and disqualified from driving ew analysis by Churchill Car Insurance reveals increasing numbers of children under the age of 17 are being disqualified from driving before they are even legally old enough to get behind the wheel. Despite not being legally old enough to drive, the courts can award children a formal driving ban to be served before their 17th birthday. The research reveals 725 children under the age of 17 were disqualified from driving last year, an increase of five per cent on 2013 when 692 drivers under 17 were banned from the road. This year already, 284 children too young to hold a provisional driving licence have been disqualified by the courts a five per cent increase on the same period in 2013.

Children as young as 12 years old are being disqualified from driving by the courts, even though they cannot apply for a provisional driving licence for another five years. Steve Barrett, head of car insurance at Churchill, says, “It is shocking to see hundreds of children legally disqualified from driving at an age when they should never even be behind the wheel. We need harder hitting education schemes highlighting the risks and dangers of driving underage and uninsured. It doesn’t make sense that bans are served when children are not legally able to drive. The number of repeat offenders is proof in itself of how ineffective a deterrent this is. Bans should commence from the date an offender becomes 17.”

Asda Home Insurance branding appears on the club’s new 38-seater dug-out and will also feature prominently on the two banks of LED perimeter advertising boards throughout home games.

Ageas profit up to £29.5m or the first half of 2015 Ageas UK reports a net profit of £29.5m, compared with the previous year's £25.3m. The overall combined ratio improved to 98.3% (100.7%). Reflecting market conditions where “ … average premiums remain low”, total income was £961.0m (£1,024.9m), with non-life GWP £881.3m (£940.4m) and total inflows from retail business £79.8m (£84.6m) Andy Watson, chief executive, comments, “As we’ve progressed through the first half of 2015, we’ve continued to deliver a profitable performance largely driven by the positive impact from the benign weather in the first quarter as well as our

improved commercial lines result linked to our disciplined approach. “Competitive conditions have continued in both the home and motor markets as a result of low average market premiums. It’s pleasing to see a much needed upward trend in motor prices over the last quarter, a trend that is long overdue. “During the first half of the year we have continued to run two very major change programmes. Within our insurance business, we are nearing completion of our integration programme. And within Ageas Retail, we continue to focus on our strategy of simplification and are making good progress with this”.

SEPTEMBER 2015 insurancepeople 21

News

insurancepeople

Commercial Express enhance property owners schemes anaging general agent Commercial Express has revised its Property Owners portfolio of schemes. MD Duncan Pritchard explains. “Since the formation of our property owners portfolio, we’ve experienced growth on our residential, commercial and unoccupied schemes. Insurers recently expressed their delight at the way in which the schemes were performing and now wish to write a larger percentage of the UK property owners market. Our extensive market comparison exercise results in some fantastic rate changes.”

Let & Economy Let policies now offer up to 20% discount

Commercial and Industrial Property Owners schemes up to 15% discount

Unoccupied Commercial and Industrial Property Owner schemes up to 7.5% discount

Commercial Express staff celebrate their recent Investors in People achievement – see page 6

Commercial Express has also improved the LetLloyd’s facility to include alternative accommodation in line with the Let-RSA contract. If a property is uninhabitable following loss by an insured peril, insurers pay for loss of rent as with any standard Property Owners contract. They also now offer alternative accommodation for those properties where rent is not receivable, such as owner occupied premises insured in the

name of a management company. The index linking section has been updated to cover the sums insured in line with the rate of inflation and the House Rebuilding Cost Index produced by the Royal Institute of Chartered Surveyors. Should this have increased from the date the policy was taken out, this is considered at the time of loss. Duncan Pritchard: “In addition to this we have introduced a new and

LPFA appoints acting chairman T he London Pensions Fund Authority has announced that Sir Merrick Cockell is to take over as its acting chairman. Sir Merrick joined the LPFA board in October 2010 and, as its deputy chairman

since January 2013, has steered the organisation through much of its strategic shift. The LPFA recently announced its intention to move forward with a £10bn partnership with Lancashire

22 insurancepeople SEPTEMBER 2015

County Pension Fund, which will initially be known as the Lancashire and London Pensions Partnership (LLPP). Sir Merrick was appointed earlier in the year as chairman of the UK

improved customer service experience, and a dedicated property owners team. Agents now find our underwriting team more flexible, knowledgeable and approachable, thereby allowing them to acquire or retain greater amounts of business than ever before.” To reflect these scheme updates, Commercial Express produced a handy Property Owner’s Guide. For more information call 0845 094 2077.

Municipal Bonds Agency, an initiative formed by local government to assist with raising capital cost effectively. He was also recently named as the chair of the Crossrail2 Growth Commission.

In association with

AXA UK profits up 27% or the first half of 2015, AXA UK and Ireland reports underlying earnings up 27% at £150 million. General insurance and healthcare revenues rose by 5 per cent to £2.1 billion (2013: £2.0 billion) with strong growth in UK direct motor (+16 per cent); healthcare (+7 per cent) and commercial lines (+4 per cent). Underwriting profitability from general insurance and healthcare activities, measured by combined operating ratio, improved 1.2 points to 97.0 per cent (2014: 98.2 per cent), helped by “benign” UK weather. Total funds under management at AXA Wealth rose by 9 per cent to £28.8 billion (2014: £26.5 billion) of which assets managed on the AXA Wealth wrap platform increased by 20 per cent to £10 billion (2014: £8.4 billion)

Following “ … the successful turnaround of the UK general insurance businesses”, with effect from 1 January 2016 an integrated general insurance operation will be formed, AXA Insurance, comprising Commercial Lines, Personal Lines Intermediary and Personal Direct and Partnerships under the leadership of Amanda Blanc. Paul Evans, AXA UK & Ireland group chief executive, says, “It is clear that market conditions remain challenging both here in the UK and in Ireland. Whilst premium rates are beginning to increase in motor to reflect the increased car usage and therefore claims frequency that follows an economic recovery, premium rate increases in other products such as home and commercial insurance are held back by increased

competition, cheaper reinsurance and the relatively benign weather claims seen over recent years. Nevertheless, the insurance industry, and its honest customers, continue to bear the unacceptable cost of those encouraged by claims management companies to ‘have a go’. “Past government reforms have had some impact on motor whiplash claims, and we have been pleased to pass those savings back to customers through premium reductions, but whiplash claims are once again on the rise, while texts and cold-calling from claims management companies remain an annoying feature of our daily lives, and it is clear that more must be done to eradicate fraudulent injury claims. “In this regard, we particularly support the

announcement of a review into the regulatory framework for claims management companies alongside the proposal to cap the fees they can charge claimants. We also welcome the recent referral from the Ministry of Justice to the Civil Justice Council to examine how fixed legal costs for noise induced hearing loss cases can be introduced. “The ABI’s recent report on the compensation culture highlighted that for every £1 in compensation paid to a claimant, the claimant’s lawyer receives £3 in legal fees. With over 70 per cent of such claims rejected, it is clear that the financial incentives on claimant lawyers to file high volumes of speculative claims must be constrained, allowing insurers to devote their time and resources to those who really need our help.”

RSA operating profit up 84%

Novae GWP of £463.1m

n its 2015 interim results, RSA reports an operating profit of £259m (up 84%) and a pre-tax profit of £288m (up 317%), with loss ratio, costs, combined ratio and capital all improving. Group chief executive Stephen Hester comments, "We are making fundamental improvements to RSA, as promised. These interim results show excellent progress on all key measures. The foundations are being laid

ovae Group reports GWP for the first six months of 2015 at £463.1m, compared with £362.6m for the similar period of 2014. With the underwriting contribution increased by 57.6% to £27.9m, the claims ratio improved to 47.8% (48.9%) and the combined ratio to 89.8% (91.8%). Profit before tax and foreign exchange was £29.0m (£22.6m). Matthew Fosh, group chief executive, says, “Novae has achieved a strong performance in the first half of 2015. Investment in underwriting has produced disciplined growth in targeted classes, delivering a record underwriting contribution. “Novae’s agility and expertise, together with ongoing improvements to the business, enables us to find and exploit good opportunities in a challenging market.”

to improve still further. “Profits are up strongly on both a headline and underlying basis. Premium income has been stabilised, underwriting and cost levers are responding positively. The interim dividend is restored and progress continues on strategic reshaping and capital strength. “We are encouraged by the increasing momentum at this stage of our planned improvements."

SEPTEMBER 2015 insurancepeople 23

insurancepeople

News

FCA publishes rules on accountability he FCA, alongside the PRA, has published near final rules confirming how it will apply the new accountability regime to UK branches of overseas banks, and also confirms reforms to the approved persons regime for Solvency II firms. The new accountability regime covers the Senior Managers Regime; the Certification Regime; and new Conduct Rules. While the Senior Managers Regime will ensure that senior managers can be held accountable for any misconduct that falls within their areas of responsibilities, the new Certification Regime and Conduct Rules aim to ensure individuals working at all levels in banking maintain appropriate standards of conduct. The FCA has also set out final rules for the approved persons regime for individuals working in Solvency II firms. These rules take into account provisions in the Financial Services (Banking Reform) Act 2013 that apply to insurers, changes that the PRA are making to their approval regime for these firms, and requirements in Solvency II around the governance of firms and the fitness and propriety of key function holders within them.

FCA discontinues probe n the light of the Serious Fraud Office’s decision to launch an investigation into the business and accounting practices at Quindell Plc, and following consultation with the SFO, the Financial Conduct Authority has decided to discontinue its own investigation with immediate effect.

* * * * * Michael Ruck, a senior financial services enforcement lawyer at Pinsent Masons and formerly with the Financial Conduct Authority comments: “The regulators’ clear aim is to hold individuals accountable for the failings in areas for which they have taken responsibility. Whilst the reverse burden of proof is not included in the insurance regime, the statement that 'senior managers will be held individually accountable for the areas they are responsible for' puts down a clear marker that individuals will need to be able to evidence the steps they took to meet the relevant regulatory requirements. Any senior manager responsible for an area in which there is a regulatory breach will be for the regulatory high jump. “Only time will tell if the Policy Statements issued today regarding the Senior Insurance Managers Regime provide the clarity and certainty aimed for by the UK regulators. Whilst it does provide some clarity around the application of the regime, including the requirements applicable to individuals at a Group Entity, the role of NEDs and the various key functions, there continues to be room for some interpretation and flexibility in how firms apply the requirements. This will require input from the business and external advisors culminating in a conversation with the regulators to identify their view on the firm’s proposals for application of the regime.” 24 insurancepeople SEPTEMBER 2015

GWP up 5.8% at esure nterim results for the six months to the end of June 2015 show that esure GWP rose by 5.8% to £275.5m, with in-force policies up 2.5% to 1.995 million. The combined operating ratio was 4.9 points higher at 95.8, “ … largely driven by a reduction in favourable development of prior accident year reserves to 14.9% of net earned premiums”. The underlying profit before tax was down 21.3% to £46.5m, and underlying earnings per share down 20.4% to 9.0 pence. Stuart Vann, chief executive officer of esure Group, says, “We have grown gross written premiums by 5.8% to £275.5m in the first half of the year and in-force policies by 2.5% to 1.995

million since the year end, through positive rating actions and underwriting initiatives. We continued to act in a disciplined manner and implemented rate increases across the portfolio higher than those reported in the various rating indices. The claims environment for the motor market continues to deteriorate and as a consequence we will seek to implement further rate increases in the second half of the year as we look to mitigate against these trends. “Our outlook for 2015 is that we expect the combined operating ratio for the full year to be in the region of 96% to 97%, assuming normal weather for the remainder of the year.”

In association with

Willis acquisition in Western Australia illis Australia, part of Willis Group, has announced the completion of its acquisition of CKA Risk Solutions, a leading independent broker based in Perth with a strong focus on medium to large-sized corporates, especially within the mining and natural resources industries. Roger Wilkinson, CEO of Willis Australasia, says, “This is the biggest change for Willis Australia in many years and gives us a leading

position in the western region, where we see high growth potential, especially in natural resources. “CKA is a hugely respected business with a skilled team posting consistently strong results in a challenging sector. They have an outstanding customer-first ethos and many of their clients will benefit from the global service and expanded range of risk solutions that Willis can offer.”

Towergate appointments in London broking team owergate Insurance has announced further investment into both its Lloyd’s of London wholesale and retail advisory teams based in the City of London. Richard Morgan has been appointed as sales and service director for a newly established City branch, as part of Towergate Insurance Brokers, focusing on

Richard Morgan

servicing UK corporate businesses turning over between £15m and £500m. He joins Towergate from Willis, where he was development director for five years. Prior to this, he held the position of vice president at Marsh from 2005 to 2010. Tim Simpson-Lee and Richard Turner are to join Towergate London Market, Towergate's wholesale business dealing primarily with placement into Lloyd’s of London. Tim Simpson-Lee joins Towergate from the underwriting management team at QBE having formerly held underwriting positions within Lloyd’s. Richard Turner has most recently worked at Allied World Assurance Company (Europe) Limited as assistant underwriter.

Dynamo Analytics enters Nordic market

ctuarial modelling and analytics specialist consultancy Dynamo Analytics has announced that it is opening an office in Stavanger, Norway, which will service the Nordic region. The Nordic office will be headed by new regional director Lori Tan, who is a fellow of the Institute of Actuaries of Australia and a member of the Norwegian Actuarial Association (Den Norske Aktuarforening). She brings over 12 years’ consulting expertise in reserving, capital modelling and risk management in the Norwegian and Australian markets to the firm. Founded in 2011, Dynamo Analytics is headquartered in London, with a further office in Cape Town.

LMA reviews model wordings he Lloyd’s Market Association (LMA) has completed an initial review of the Lloyd’s Wordings Repository (LWR) to flag up model wordings that may need amendment in light of the new Insurance Act, due to come into force on 12 August 2016. There are over 4,000 model wordings recorded on the LWR, of which 373 are considered ‘high risk’, meaning they contain terms which will need to be reviewed, and many will require amendment.

David Powell, nonmarine manager at the LMA, who is leading the project, says, “The LMA is continually reviewing and updating wordings. However, this is the largest review of model wordings in the Lloyd’s market since the LWR was created in 2006. With our members’ help we will be working through the lists of flagged wordings, and ensuring that the clauses are brought in line with the Insurance Act, ready for use in 2016.”

SEPTEMBER 2015 insurancepeople 25

On the move Who’s going where? LV= Broker Mike Crane has been appointed deputy managing director of LV= Broker as an interim role before taking over from Phil Bunker, when the latter moves into an advisory role in early 2016. He joined in 2008 and began his career with Commercial Union in the late 1980s and went on to hold a number of senior underwriting and management posts. Prior to joining LV=, he was head of SME sales and servicing for RBS Insurance, with responsibility for the NIG commercial branch network.

Simone Shepherd

Triton Global Commercial claims organisation Triton Global appoint Simone Shepherd as the new regional director in Singapore, joining from Dual in Australia where she specialised in financial lines claims. Prior to that she practiced as a professional indemnity insurance lawyer, including working at DLA Piper in Brisbane, Australia.

Heddwyn Richards, former head of development at HL Partnership, has been appointed as national accounts manager for The Right Mortgage Network. He was a branch manager for Principality Building Society and later headed one of their mortgage units. He helped set up PMP Network and later

Technology provider RDT appoint Daniel Derham as client account manager. He joins from Xchanging, prior to which he was a business manager at Natwest, latterly managing the Canterbury branch.

Simon Stanney

Allianz Allianz Insurance appoint Deniz Moon to its retail division as head of pricing development for the home and motor portfolios. She joins from Markerstudy group, and previously managed technical pricing at Direct Line.

26 insurancepeople SEPTEMBER 2015

Heddwyn Richards

became part of the senior management team at Honister.

Barbican Barbican Insurance appoint Marcello Sinisgalli as senior development underwriter at Barbican Channel Islands. Most recently he was a property and casualty development underwriter for Assicurazioni Generali Spa based in London and Birmingham. Prior to this, he spent six years at AXA Assistance UK.

SunLife

RDT

Deniz Moon

The Right Mortgage Network

SunLife appoints Simon Stanney as general insurance director. His 23 years’ experience includes senior insurance positions at HSBC, RAC, Ageas and Castle Cover.

CFC Specialist underwriting agency CFC appoint Patrick Brice to the newly created role of business development director. He joins from a 22 year career with RSA where he was latterly director of professional and financial risks in UK global specialty lines.

Direct Insurance Lloyd’s broker, Direct Insurance London Market, part of Direct Insurance Group appoint Matthew Pini as senior broker. Around 15 of his 17 years’ London Market experience were as a placing broker and account executive, most recently at Towergate London Market.

Patrick Brice

Sterling Sterling Insurance appoints Fabrice Watson as a high net worth claims team manager. He joins from Ecclesiastical Insurance where he was fine arts claims specialist and was previously a claims team leader at Home & Legacy Insurance Services managing mid-net worth household and other claims.

FCA

Marketform

The Financial Conduct Authority appoints Antonio Simoes as a new chair of its independent practitioner panel. He is chief executive officer for HSBC in the UK, and has been a member of that panel for two years. He succeeds Alison Brittain, former group director of retail at Lloyds Banking Group, who announced in May that she is leaving the financial services sector, and therefore the panel, to join Whitbread as group CEO.

Specialist Lloyd's underwriter Marketform appoint Astrid O’Reilly as their first mergers & acquisitions insurance underwriter. A corporate lawyer, she studied law and German law at University College London, LudwigMaximilians Universität München, and the Kaplan Law School, and is fluent in Norwegian, German, and French. Before joining she spent

Pool Re

Fabrice Watson

TMK Tokio Marine Kiln promote Paul Culham to chief underwriting officer of its Lloyd’s platform, Tokio Marine Kiln Syndicates. He has been active underwriter of the marine & special risks and enterprise risk divisions within Lloyd’s Syndicate 510 since 2007 and 2011 respectively. He joined in 1987 on the Kiln graduate programme before specialising in cargo business and later political risks. He became deputy underwriter of the marine & special risks team in 2001. He succeeds Richard Lewis who will remain group chief underwriting officer, and Peter Merton takes over as active underwriter.

Pool Re appoint Rachel Carter as head of research and external affairs. She joins from the Organisation for Economic Co-operation and Development (OECD) where she was key researcher in the design of its e-platform on terrorism risk insurance. She recently completed her PhD thesis at University of Melbourne entitled Natural Catastrophic Insurance Scheme: Ensuring Economic and Property Security.

Astrid O’Reilly

two years in Singapore as an M&A underwriter, and prior to that was with Bird & Bird LLP for three years.

LMA Ken Curtis, formerly group chief financial officer of Chaucer Holdings and managing director of the Barbican Managing Agency at Lloyd’s joins the LMA as director of finance and risk. His previous Lloyd’s experience was with Littlejohn Frazer and Deloitte where he was a senior manager in the London Market Insurance Group.

NMJ NMJ Insurance Brokers appoint Ian Jacques as commercial account executive at its Scunthorpe office. He joins from Cooke & Mason where he was business development manager and brings over 35 years’ broking and underwriting experience.

Ian Jacques

Henderson

Rachel Carter

Henderson Insurance Brokers appoint Neil Whitley as part of the Hessle office commercial team. His 38 years’ experience began at Provincial Insurance (1977- early 1990s). He then moved to broking at Townend Insurance.

Neil Whitley

SEPTEMBER 2015 insurancepeople 27

by Andrew Newman

Zap! Hunting down uninsured drivers A

eaders will have to forgive this former motor underwriter for joining the hunting debate – that is, when it relates to the active hunting down of uninsured drivers. What a wonderful job! Driving around and zapping the “bad guys”. Wow!

That thought evolves from the news (see page 16) that Ageas now sponsors a local constabulary BMW 1 Series police car to root out uninsured drivers in Hampshire. The following flight of fantasy came to fruition during a recent trip to the North up the A1. (Well, it helps to pass the time, doesn’t it?). All drivers believe they are the best in the world, and feelings veering towards road rage can materialise every time a delinquent vehicle cuts us up, or nips in to pinch the parking bay we are already backing into. Most people quickly close the lid on that emotion with a mere (in-car only) verbal comment. Or, they might let off steam in a more satisfactory manner by firing off a burst of cannon fire at the offender, and shooting their vehicle off the road in a trail of smoke.

All in the imagination of course. But nevertheless a satisfying thought that helps alleviate any anger or stress.

But this could just be the start. Why not fit the sponsored police vehicle with twin-paintball guns a la Bond? An indelible paint blotch would allow a police mop-up team to close the case, allowing the crew to get on with more zapping. The next step is to extend the experiment to volunteers from amongst Ageas’s own motor policyholders, willing to have their cars armed, and fitted with an electronic failsafe identification gubbins to avoid friendly-fire accidents. And who knows? Given the amount of money the insurance industry has been cheated out of by uninsured driving, how long will it be before there’ll be a bounty paid for every “bad guy” sploshed? Professional bounty hunters will scour the highways and byways. The first ‘Aces’ will appear and achieve fame. Daily scoreboards could inspire a frenzy that could drive the public wild… and drive the uninsured motorist species to eventual extinction. The TV reality documentary makers would have a field day.

28 insurancepeople SEPTEMBER 2015

flight of imagination yes, but how many drivers have indeed thumbed the imaginary firing button on their steering wheel when put upon by bad driving? A short verbal survey among some of the great and the good in our industry at the other end of my recent A1 journey mentioned earlier suggests this in-car reenactment could be more frequent than might be thought. Some drivers took it even further, in a bid to alleviate the boredom of a long journey. This is what one respondent had to say:-

“

On a long run - like the A1 - I often used to shoot down any stupid drivers that crossed my path. My Spitfire had eight guns so I nearly always got a flamer. I sometimes shouted “Ratatat-tat” if I felt particularly threatened, but otherwise I was usually calm and collected. But I also kept a look out for low flying aircraft. The A1 was good for that, with Alconbury and other military airfields along the route. I enjoyed watching them, but if any flew parallel, or crossed the road at an angle, my interest intensified

in association with:

and I warmed my guns. If the carriageway was clear, and cruise control at a comfortable speed, the pleasure was to let the road bends see if they might take me on an interception course where I could take an opportunistic pot-shot at any aircraft flying across my firing line. If the target moved towards the cross-hairs – usually an ideally placed squashed fly on the windscreen – then, while keeping a good peripheral eye on the road, the other was on the crosshairs. That would set me up for a calculated deflection shot – not firing at the aircraft, but at the space I estimated it would arrive at the moment my ammunition reached that spot. So I reckoned I’d scored if the target passed behind the dead fly just as I’d reached the count of five. My best ever was to get two F111 jets with one long burst at full deflection as they came in to land.

”

Well… the A1 is a long road and, as I say, it helps to pass the time.

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