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... captive for a corporate client or an class='cm-highlight'>rentan>ing a captive to facilitate internation...ng domestic subsidiaries of foreign paan class='cm-highlight'>rentan>s-is playing an increasingly important role in the international insurance market. These accounts will continue to grow as smaller to medium-sized U.S. accounts expand into Canada. Canadians have high technical skills in aviation, automotive, steel, and automation, competing actively on a global basis. For example, all of the Ford Windstars for the North American market are now made in Oakville, ONT. Such economic activities result in Canadian IMMS member brokers working with IMMS member agents in the United States to insure these accounts. This business can be expanded in Life & Health insurance, pension consulting, and possibly placement of insurance in emerging third-world countries. Such nations as Argentina, Brazil, Chile, China, the Czech Republic, Malaysia, Mexico, Thailand, and Vietnam are on a fast track for economic development. This growth offers a perfect opportunity to expand the IMMS network, with U.S. and Canadian members leading and coordinating the Commercial accounts for business extended or originating in these countries. MAKING YOUR MOVE Here's some advice for any agent or broker who'd like to have a piece of the action in the international insurance market: Target your existing and prospective clients who either export or provide work for international companies on a joint venture or licensing basis. Identify their exposures: Auto, Health, Marine, Products Liability, Workers' Compensation, and so forth. Make an arrangement with IMMS correspondent brokers principally in the following states: California, Illinois, Maryland, New York, Texas, Washington, D.C., Washington State. Try your first account with the corresponding broker before aligning on a permanent basis. Create a system to follow in placing your international accounts. Identify key individuals in the brokerage to handle the international accounts. Reach an agreement with the corresponding broker on the priority of international accounts. Visit your corresponding broker in advance and frequently thereafter. Talk to selected insurers about facilitating international accounts.

... reinsurance, etc.) . The international market encompasses the national accounts division of major companies, offering creativity, capacity, and flexibility, enabling the agent or broker to approach accounts on a broad basis. Examples include Aetna, AIG, Chubb, Great American, The Hartford, and Reliance National. Agents and brokers can access the captive market either by establishing a captive for a corporate client or an class='cm-highlight'>rentan>ing a captive to facilitate international exposures, self-insured retentions, and a potential profit center. The international market has captive facilities in such locations as Bermuda, Barbados, Ireland, Guernsey (the Channel Islands), and Luxembourg. BUILDING EXPERTISE AND INTERNATIONAL KNOWLEDGE AIG Chairman Hank Greenberg highlighted the success of operating internationally at the 1992 IMMS convention in Scottsdale, AZ. Greenberg has led his very successful organization ... /variable insurance programs (financial reinsurance, stop-loss reinsurance, catastrophe reinsurance, etc.) . The international market encompasses the national accounts division of major companies, offering creativity, capacity, and flexibility, enabling the agent or broker to approach accounts on a broad basis. Examples include Aetna, AIG, Chubb, Great American, The Hartford, and Reliance National. Agents and brokers can access the captive market either by establishing a captive for a corporate client or an class='cm-highlight'>rentan>ing a captive to facilitate international exposures, self-insured retentions, and a potential profit center. The international market has captive facilities in such locations as Bermuda, Barbados, Ireland, Guernsey (the Channel Islands), and Luxembourg. BUILDING EXPERTISE AND INTERNATIONAL KNOWLEDGE AIG Chairman Hank Greenberg highlighted the success of operating internationally at the 1992 IMMS convention ...

...re for their families is much diffean class='cm-highlight'>rentan> from previous eras. We may juggle many...#160 Freezing of plumbing, heating, air conditioning, or other household systems   Theft or vandalism   Falling objects   Your Business   Commercial or business insurance offers property and liability coverage whether you operate from your home or another location. While homeowners insurance may cover business property within specified limits, it typically is insufficient and does not protect against lawsuits related to your business activities. Selecting the right insurance is just as important as the choices you make for company stationery, equipment, or services. Your independent insurance agent can help you review your options and tailor coverage that best meets your needs.   Kay   Kay is the owner of an upscale antique shop in a trendy part of town. Her sales have grown steadily during the past several years with the public's renewed interest in antiques. Kay takes great pride in her ability to spot the best pieces and prominently displays them in her shop. A series of break-ins in the neighborhood prompted Kay to review her insurance to ensure that her business is adequately covered.   Kay and her independent agent reviewed her most recent financial statements, the lease on the shop, and her business ledger showing sales, purchases, profits, etc. To assess the state of her business and identify changes from the last review. Given the growth in her business, her agent recommended that Kay consolidate her existing multiple policies and purchase a package policy.   <

... still have time to maximize that value. I want the same commission multiple that was used when I bought the stock X number of years ago. I want to be paid over a five-year period. I want to retire at age 55 or 60. I want to retire at age 80. I want to keep my car/expense allowance during the buyout period. The agency must continue to an class='cm-highlight'>rentan> space in my building for as long as I say. All of the curan class='cm-highlight'>rentan> employees must have a job here as long as they want one. Regardless of their qualifications or experience, my children must have key management and/or ownership positions. I don't think that any of the producers can handle my book or even my major accounts well enough to retain the business after I leave. ... it might not be worth the hassle. In most cases, the growth will have to come from internal production. In an effort to keep sales at a steady pace, many firms have turned to niche marketing, only to find that the competition seems to be just as fierce there as it is in the general marketplace. Some of the more adventuresome agency owners are going further afield and forming captives to tap the alternative marketplace, setting up insurance companies, trying joint ventures with banks, and experimenting with cybermarketing. Others have decided to put much more emphasis on targeting employee benefits business, where the premiums are on an uphill trend and the opportunity to show value added' is perhaps greater than it curan class='cm-highlight'>rentan>ly is in the Property/Casualty arena. Most of the agencies that are profitable today ...