Rotterdam March 20th 2012
|To :||Enrique Belzuz
Bertjan de Lange
Members of Insuralex
|From :||David Brackenbury|
|Date :||26th March 2012|
|Subject :||Lloyd’s Meet the Market Event – Rotterdam 20th March|
Lloyd’s have started to hold some good events in Europe and elsewhere where members of the London Market can meet with members of the local Insurance communities in the area that the function is being held. I arranged invitations for Bertjan and myself to see whether attending these events is advantageous for the Group and the individual firms. The Board agreed and I met with Bertjan at about 1030 on the Tuesday morning in the Rotterdam World Trade Centre.
The event was a great success. In many ways, the atmosphere of Lloyd’s was replicated in Holland, with Insurers sitting at their Boxes and receiving visitors from a wide range of Brokers and Service Providers. It is well worth pointing out that all the participants were not transacting insurance business and hence were in an extremely receptive mood for discussions about marketing, Networking and some of the services we can offer.
Please see the following notes on the individual meetings and discussions
Catlin – Ronan Gerety, Managing Director Cologne
Based in Cologne and they were very interested in Insuralex’s European operations. Ronan has had “his ass saved” by Alex Giorgetti on a matter and was very receptive. We were able to explain the expansion of our Group and the worldwide coverage that we can offer, while maintaining the highest standards across the board. He was impressed and is a good contact for the future. Additionally, he is a useful name in conversations with Catlin London.
UK Trade & Investment – Alistair Ward
This was a delegation from the British Embassy in Den Haag. We explained who we are and what we do and spent some time discussing UK / Netherlands exports and investments. A most amiable meeting, but unlikely to be very useful except for background.
Channel Syndicate – Richard Harris, CEO Tom Corfield, Active Underwriter
A new syndicate that was founded just 18 months ago. Channel write a wide range of business including Property, Marine, A&H, Financial Institutions, PI, D&O and Speciality lines. The syndicate is backed and managed by Whittington. I have known Tom Corfield for many years and we have always had a very good relationship. Any instructions of lawyers will be handled by Gary Griffiths, who was a colleague of mine years ago when I worked in the PI world at Minets.
Tom promised to pass on our details to Gary and I will follow up. A solid prospect for Group meetings in April.
Lloyd’s Europe – Beppo Reischel, Head of Northern Europe
A very friendly meeting with Beppo, who is based in London and will be followed up by DB. He was very interested in Insuralex and has requested Hubert Tramposch’s details for his reference. (supplied by DB). Again, extremely positive and the relationship should be followed up by DB and by colleagues in April.
Argo – Nigel Donning, Casualty Underwriter
As many of you will know, Argo were acquired from the remains of Heritage and are backed by the Munich Re. They handle much liability and PI business and are interested in finding excellent legal advice in this area. Nigel told us that Ashley Lawrence was their Claims Manager and I am happy about this, as I knew him well when he was at Kiln. Nigel is making arrangements for Insuralex to be able to present our business and coverage during our April meeting. Nigel also suggested that their firm would be extremely interested in quoting for a Group Package for Insuralex Members.
We were also introduced to Lawrence Shindell, who is promoting an extremely interesting insurance account covering the perils arising from defective or faulty title in the fine art world.
This was an excellent meeting and we established a real rapport. DB will be furthering the relationship with Nigel and also Ashley Lawrence.
Marketform – Oliver Lister, Group Business Development Director, Mark Hayden Liability Underwriter
Another particularly interesting meeting. We discussed a previous approach about the Group being included on Marketform’s Panels. David Cameron, their head of Claims had previously indicated that they were happy with their legal representatives on panels, after I had approached Myles Sunley, whom I know. Nevertheless, Oliver and Mark were very interested in what we can do in terms of liability work and they are people that we need to follow up with. Mark asked Bertjan about Medical Malpractice work in the Netherlands and Benelux Countries.
DB (and Bertjan) will follow up this surprisingly productive discussion.
Kiln Europe SA – Olivier Terlinden, Regional Managing Director
In Europe, Kiln have not been leading much business and, consequently, have not been much involved in the appointment of Experts. However, they are now getting involved in a leading role in Speciality lines, Marine Property, A&H and Aviation risks.
The European Underwriting Market is expanding quite strongly with Lloyd’s and London backing. I have a good relationship with Kiln in London and this meeting was a very useful expansion of the connection that has already been made.
Lloyd’s Agency Department – Mark Patterson – Controller of Agencies, Aidan Holly, Assistant Controller of Agencies
I have long had an excellent relationship with the Lloyd’s Agency Department and used to deal with Aidan Holly many years ago as a Broker. The Agency Department have worldwide coverage dealing, mostly, with marine matters. They have the need and authority to instruct Experts and lawyers in a broad range of cases and in all of the areas that Insuralex are represented in.
I already have an established relationship in the Department and I will continue to maintain this. Mark and Aidan were pleased to meet with Bertjan and were pleased that the Group were attending the Rotterdam event.
Navigators Holdings (UK) – Paul Hennessy, President
I have had many dealings with Navigators over the years and it was interesting to meet the President of the London and European holding Company. Paul Hennessy was polite but did not show great enthusiasm. However, we did introduce the Group and some of the locations that we are based at, as well as what we do. As I am already in contact with other areas of the Navigators Group, the fact that Bertjan and I have met and discussed Insuralex with their President may be useful!
Dutch P&I Services – Reinier Jansen, Broker
Bertjan and I had a short meeting with Reinier, who explained that their firm acts as a Correspondent for P&I Clubs throughout the world. They have offices in Copenhagen, Amsterdam, Rotterdam and Antwerp. They were interested in our geographical spread of business and Reinier said that they were interested in considering Insuralex for legal work in the Netherlands and perhaps elsewhere. Both Bertjan and DB will follow up.
GJW Insurance – Anne-Marie Bouweraerts, Underwriting Development Manager, Robert Watts, Senior Executive Marine Trade Insurance
GJW are another primarily Marine organisation that offer Marine Insurance and all risks insurance for businesses that are involved in working in the marine sector. They have recently started doing business in Europe with Anne-Marie and have identified a real niche in this area. One of the difficulties they have is with the creation of their policy wordings. They have identified some issues with the translation of wordings as well as the application of relevant legal jurisdictions. Bertjan was eagerly greeted and has been asked to construct a plan for assessing the suitability of their policy wordings in the Dutch Market. Bertjan will follow up this discussion in the Netherlands and DB will follow up in the UK.
ARB International – Marc Robinson, Executive Director International Division
A Lloyd’s Broker and DB has known Marc Robinson for years. They have good connections with Markel in the UK and Marc’s team is much involved in placing Brokers PI insurance in France. As Brokers, they will not normally be the party that instructs Lawyers, but it is well worth following up with Brokers, as they often have considerable influence with Underwriters in claims and pre-risk matters alike.
Beazley Group – Chris Thompson, European Business Development, Mark Symonds Contingency Underwriter
Mark explained that Beazley had recently culled their panels of Lawyers and that it would be unlikely that they would be adding to their panel in the near future. I have had the same conversation with another claims contact in the London Market. Nevertheless, our meeting went well and while Insuralex may not be named as a Group on panels, there is real scope for individual practices in our Group. An intriguing discussion and I will follow up with both Chris and Mark.
Miller International – Ian Bailey, Divisional Director
Miller are one of the few remaining Lloyd’s Brokers still in private hands and they have a first rate reputation in the Market. Ian and I were colleagues at HSBC Insurance Brokers some years ago and we get on well together. Ian recommended that we arrange a discussion with Ian Murray in their claims department for a meeting and discussion. Ian Murray and I are also former colleagues, this time at JLT. Therefore DB will follow up.
CFC Underwriting – Graeme Newman, Marketing Director, Stefano Spagnoli, Technology and Media Underwriter
CFC arrange a comprehensive suite of coverage for professional liabilities of SME businesses in a broad variety of professions, but not medicine, law or accountancy. They were interested to meet with Bertjan and me and said that they would discuss our meeting with Tim Danbury, their Claims Manager. I will follow up with him as well.
Jubilee Insurance – Dominique Faber-Pasqualetto, Business Development Manager, Tanya Wouda
A Dutch based international Insurer, concerned with product launch insurance as well as Life, Property, Contingency and K&R lines. An interesting discussion and they may have some need for expertise in Sweden. Jubilee are based in Amsterdam, but operate in the Lloyd’s Market as well. DB to investigate further and follow up.
It was a busy, but enjoyable day. As you will see from the noted above, Bertjan and I had a very good series of meetings and there is much that we need to follow up with. There is also some solid progress that we made during our discussions. The atmosphere of the Meet the Market event was excellent for our purposes. As Bertjan observed, the Underwriters and Brokers that attended were not doing their day jobs and, as such, were in a far more receptive mood to what we would call cold-calling.
Over the next days I will be contacting people that we met and concentrating on useful Market colleagues that we should be targeting during our April meetings. Lloyd’s hold other Meet the Market sessions in various countries and from the success of this meeting, Insuralex should be represented at future events.
Lastly, Bertjan and I worked really well together and the combination of his local knowledge and my London Market experience and contacts went down with contacts really well.
With best regards,