australasia
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Willis expansion
Willis Australasia
Australasia Outlook talks to Willis Australasia CEO Roger Wilkinson, the man tasked with growing the risk management and insurance intermediary’s presence across Australia and New Zealand.
s e e k s A u s t r a l a s ia
Focus Insurance
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By Ian Armitage
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ew York. London. Paris. Auckland. Melbourne. These are just a few places you can find representatives of the Willis Group, a world-leading global insurance broker. Willis has been in Australasia for over 50 years and is “dedicated to supporting clients in the region,” says Chairman and CEO Roger Wilkinson, who was appointed to the role in October 2012. “Our clients share one common characteristic exposure to risk - and they turn to us because we provide value by helping them manage and minimise that,” the New Zealander says. “We’re more than someone that just sells insurance. We listen, we learn, we develop an understanding of our clients’ needs, and then we apply our experience and expertise to deliver innovative, creative and effective solutions.” Mr Wilkinson was formerly the Hong Kong-based Chairman and CEO of Willis Asia-Pacific, Middle East and Africa, and relocated to Sydney for his new role. After a 31-year career at Marsh where he held a number of senior management roles in the Asia Pacific, Wilkinson joined Willis in 2005. He initially led the broker’s Asia operations for five years, before being appointed CEO of the Asia-Pacific unit. He is credited with tripling the size of Willis’ Asia business over the past seven years. Now in Australasia,
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We exist to
make it possible In a world of volatility, our ability to manage risk gives business the reassurance it needs to invest and grow, and makes it possible for things to happen. With a focus on intermediary relationships, QBE offers one of the broadest insurance product ranges available. Our experts specialise in areas spanning Aviation, Business Insurance and Corporate Travel, to Directors and Officers Liability, Trade Credit and Workers Compensation. We help to turn business ambitions and plans into reality. QBE Australia Proudly the National Insurance Brokers Association General Insurer of the Year 2002–2012* * Awarded to a QBE Group company QBE Insurance (Australia) Limited ABN 78 003 191 035 AFS Licence No 239545 www.qbe.com.au
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Willis Australasia
Wilkinson oversees more than 450 Associates in nine offices across Australia and New Zealand and is recognised by Tim Wright, CEO of Willis International, as being “instrumental” in growing Willis’ business. Wright says Wilkinson’s Australian appointment “underscores the importance of the region to our business.” Mr Wilkinson took over from previous CEO Peter Lindhout, who joined Willis from a management position at GE, and left suddenly following Mr Wilkinson’s arrival as Chairman. Willis decided the job needed the focus of a senior insurance person. “I was pleased to get to work,” says Wilkinson, who is concentrating on growing Willis’ local “bench strength” at the top end of the market and in specialisations, such as Construction, FINEX (Financial & Executive Risks), Mining, Power, Employee Benefits and Workplace Risks, which each have a dedicated Practice within Willis. Several highly regarded senior executives have recently returned to Willis to work closely with Wilkinson, including Deputy CEO Tony Barber and Maurice Gatto who, as General Manager of Broking Services, leads the team responsible for dealing with insurer markets on behalf of Willis clients. The company also recently signalled its intention to form a dedicated Real Estate Practice in Australia following the recruitment of four property specialists from Aon. The newly appointed
Trade Credit insurance specialists We’re in the business of managing risk As the largest domestic trade credit insurer in the Australian market, QBE make it possible to protect you by providing cover against commercial bad debts. On average, 40% or more of the current assets of a typical business are represented by outstanding invoices. As economic conditions continue to evolve into 2013, QBE’s Trade Credit insurance is an increasingly important product to protect business profitability and enhance credit management processes.
Risk management model QBE’s Trade Credit insurance is not a set and forget policy, it is a total risk management solution covering risk assessment, ongoing monitoring, loss mitigation, credit risk management and cash flow preservation.
Product range With a range of products to suit large and small organisations, QBE’s specialist trade credit team work collaboratively with brokers and clients, tailoring solutions and providing support throughout the life of the policy.
Risk assessment – Review & analysis
Roger Wilkinson, Chairman and CEO of Willis Australasia
Early warning systems
Risk managment – Loss mitigation processes
Claims benefit – Cash flow maintenance
From assistance with providing customer credit checks, early warning of potential bad payers, debt collection, legal pursuit of unpaid debts through to cash flow protection. QBE ensures that expertise is readily available to service your ongoing and changing needs, providing a complete credit management service.
“I’ve been around a long time, and anyone who knows me will tell you I am a ‘builder’... we concentrate on understanding our clients’ needs and providing them with the best insurance options available”
Additional information To find out more about QBE’s Trade Credit products speak with our specialist trade credit team on 1800 789 091 or contact your QBE representative today.
QBE Australia Proud to be NIBA General Insurer of the Year 2002–2012* To learn more about QBE’s latest initiatives, contact your QBE representative or visit www.qbetradecredit.com QBE Insurance (Australia) Limited ABN 78 003 191 035 AFSL 239545. *Awarded to a QBE Group Company
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Risk monitoring –
Willis Australasia
When you work with professionals you get an advantage.
The Willis Construction Risk Practice offering includes specialty services such as warranty, surety, environmental liability and risk management
staff, which includes former Aon divisional manager Bevan Gillam, are highly professional, experienced individuals and Wilkinson is excited about the opportunities this addition to Willis’ business will generate. “This move fits in well with the specialist strategy Willis applies not only in Australia, but also globally,” Wilkinson says. “In Australasia, Willis is underweight in comparison with other countries and markets. I was sent here to improve this position so my focus is on building the business in Australia and New Zealand. “I’ve been around a long time, and anyone who knows me will tell you I am a ‘builder’. To do that we need to achieve a number of things, least of which is 8
making sure we concentrate on understanding our clients’ needs and providing them with the best insurance options available. “Have we been successful? Our Workplace Risk Practice, for example, had a very, very good year in 2012. Our New Zealand business, although underweight locally when compared to our global position, has been making very good progress. And given the work we’ve already put in across all areas of the business, we are positioning ourselves well for 2013. We’re dedicated to understanding our clients’ needs, providing quality service, offering the best insurance and risk solutions, getting claims paid quickly and doing it all with integrity. Willis has been a strong advocate of full transparency around what
Vero Vero’s strong relationship with Willis is based on their role as the largest risk carrier for the group. Vero also leads the way in GWP with Willis. The overall relationship at both a strategic level and operationally around Australia reflects a strong mutual relationship across most sectors. Vero works very closely on new product and placements initiatives, especially in the Willplace, Property, PI, Global and WC arenas. The two companies share an optimistic view of the future with Vero’s expanded appetite coupled with Willis’s ambitious growth targets under their new CEO; Roger Wilkinson. Vero continues to support Willis in their marketing, conference and education endeavours nationally.
Why ask anyone other than a professional about your insurance needs? An insurance broker will take the time to understand your circumstances and recommend a tailored solution to suit you. That’s why Vero partners with insurance brokers. So if you want expert knowledge and advice to give your business an advantage, speak to a professional insurance broker.
Our role is to partner with insurance brokers. AAI Limited ABN 48 005 297 807 trading as Vero Insurance
To find a broker or to see how Vero teams with the Qantas Wallabies, go to www.vero.com.au/professionals or scan the QR code.
Willis Australasia
With offices in Auckland (pictured), Wellington and Christchurch, Willis is making very good process in New Zealand, according to Roger Wilkinson
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Focus Insurance
we earn and of not taking contingent commissions. That has been a courageous decision on our part and a demonstration of our integrity. Our defining principle has to be that we act in our client’s best interest and we think about and care about their business just as much as we do our own. We want clients to know that we see ourselves as employed by Willis but working for the client.” Willis is a global risk management and insurance intermediary and is proud to focus on that and that alone. It channels all its energies into being “the world’s finest insurance broker”. “What sets us apart from other brokers? Well for one, our people here are focused, motivated and work as a team. We ensure we understand and draw upon the strengths of our people both locally and globally. A difference is also that we have focus – we can’t be all things to all people, and we know that so we specialise.” Going forward, Wilkinson wants Willis Australasia to be “the preferred partner of choice” in the region.
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Willis Australasia
“We have a number of priorities with equal importance and one of those is that we want to be the preferred partner of choice for the industry sectors in which we specialise. We would like to grow our business in a sustainable manner whilst ensuring we retain our valued clients, and increase our profile and brand throughout Australia. “We also aim to be the
employer of choice within the industry – we want people to want to work here. “Finally, we believe in giving back to the community. Our ‘Willis Legacy’ team oversee these activities; we have an obligation to support the communities we serve and work in.” To learn more visit www. willis.com.au.
Lumley Insurance
We love making things
Lumley Insurance specialises in intermediated insurance, partnering with Australian insurance intermediaries such as Willis Australasia to distribute pragmatic insurance, claims and effective risk management solutions. Lumley and Willis have a long and established partnership that reflects our commonality and extensive history in Australia. For over 100 years Lumley Insurance has offered flexible, client specific solutions. Lumley’s philosophy is to offer both a local and specialised service. This combination of local relationships and specialised knowledge coupled with effective claims management is what makes Lumley a leading corporate and SME insurer. Lumley Insurance underwrites a wide variety of risks including commercial motor, heavy motor, property, liability, marine, construction, machinery, commercial, home and private motor, backed by efficient automated options or dedicated underwriting teams. With over 550 employees across every Australian state and territory, Lumley Insurance has a wellestablished presence in the insurance market, consistently striving to make life easier for its broker customers.
Lumley Insurance is committed to making things easier through market-leading products that provide the flexibility to tailor individual cover for your insurance needs. Our dedicated risk consultants are conveniently located in offices throughout Australia and can deliver best-practice risk management strategies designed to make life easier for you.
Contact your insurance broker Credited with tripling the size of Willis’ Asia business over the past seven years, Roger Wilkinson will now be instrumental in growing Willis’ business in Australia and New Zealand
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It’s Easy!
part of Wesfarmers Insurance
Lumley Insurance is a trading name of Wesfarmers General Insurance Limited ABN 24 000 036 279 AFS Licence No. 241461. The ‘Greater Than’ symbol is a registered trademark of Lumley Insurance. 1300 586 539 | www.lumley.com.au
Australasia Outlook TNT Multimedia Limited, 126 Abercrombie Street, Chippendale, Sydney, NSW, 2008
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