After working to establish Hiscox's direct sales program for small businesses in the U.K., Kevin Kerridge transferred to the insurer's U.S. headquarters in New York in 2009 to set up a similar program for Hiscox USA. What he found on his arrival surprised him.
"I literally couldn't believe what I saw. America is so far ahead [of other countries] in many online spaces—buying books, boking flights, even purchasing personal lines insurance. But for some reason, online business insurance was probably five years behind where the U.K. was," says Kerridge, head of small business insurance for Hiscox USA.
Hiscox USA launched its direct-to-small business online sales in November 2010, starting with professional liability. Over the past three and a half years, the program has expanded to offer BOP and general liability coverage. Hiscox also has established partnerships with a number of retail agents, wholesale brokerages, and even other insurance carriers who direct business through the Hiscox online channel.
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