A Sea Change


Sean Dalton, Head of Marine, Zurich Global Corporate in North America, says risk managers, controllers and CFOs want to know that their policies are placed locally where required and they don’t want to run afoul of any local insurance authorities or, possibly, any tax authorities which is a solution his company brings to the table and takes great pride in. The following are excerpts from that interview.


n Local marine coverage in 180+ countries


n Custom cargo and hull programs


n Claims settled quickly and painlessly


SEAN DALTON Head of Marine, Zurich Global Corporate in North America


“


People are our biggest asset. I’ve been personally very fortunate to have worked with great teachers and people that took a vested interest in my professional develop- ment and technical training.


”


How to be successful in today’s Marine market: First and foremost, it’s essential that you have the ability to deal effectively with change. Customer needs have changed dramatically over just the last five years. It’s essential for Marine insurance providers to be flexible and agile enough to respond. It’s equally important to deliver a value prop- osition that answers the specialized underwriting, risk engineering and claims needs of a thoroughly globalized environment. Finally, you must deliver the knowledge to create a program that will help customers comply with local insurance, tax and import/export regulations. Bringing these capabilities to bear for customers and being able to tailor solutions that fit their needs in a timely and efficient man- ner are the fundamental keys to success in today’s Marine marketplace.


Why Zurich is expanding its investing in the North


American Marine market: We see the North American Marine space as a zone of opportunity for major profitable growth. Zurich’s Marine capabilities offer a great mix of pro- grams for corporate customers in alignment with many other property and casualty services. For instance, there is a natu- ral intersection of Marine capabilities with the solutions pro- vided by our energy and construction counterparts, allowing Zurich to cross-sell a broad range of large account solutions.


Why it’s important to recruit and develop talent in the


Marine segment: Ultimately, we are delivering an intangible product—fundamentally a promise to perform when a cus- tomer most needs our help. At that moment, it’s our people who make the difference and deliver on that promise. It’s not enough to simply meet customer expectations. Our aspira- tion is to exceed customer expectations and deliver memo- rable, differentiated experiences. You can only achieve that aspiration by investing in the right talent to start with and by consistently providing best-in-class training and opportuni- ties for professional development. That’s how you broaden the knowledge base you need to effectively serve the Marine needs of today’s corporate customers.


Watch the full interview or share this edition at www.bestreview.com/issuesanswersarchive.asp.


Best’s Review December 2011


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7