Burgers and fries. Summer and baseball. Wine and cheese. There are some things that naturally go together, no questions asked. Not many people would add independent insurance agents and the Internet to that list, but Chris Mower, of Royal & Sun Alliance USA (R&SA-USA), thinks youd be wrong not to include them.
As manager of R&SA-USAs professional & financial risks division e-business solutions, Mower is a product of both the business side and the technology side of the insurance industry. His business goal has been to bridge the two sides for better, faster, and easier connections. Thats why the company designed a new business model that would attract new customers and address their needs more effectively and efficiently. The product is called Business Assurance Center, and it helps small businesses guard against management liability exposures. Its sold only through independent agents using the Internet.
R&SA already offered liability coverage for large businesses, so this was a new market for the carrier. Small businesses were interested, but the delivery mechanism wasnt providing pricing, terms, and conditions that were favorable, Mower said. How do you address that need? We looked at the evolution of the policy and re-engineered the process.
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