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Mercantile and Services
Larger Share of Your Wallet
• Relationship: We have a partnership
• Small Business Team: Advantage
– More than BOP
– Help you grow
• Diverse eligible classes
• Large breadth of coverages
• Small / Middle Market / Large BE
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Mercantile and Services Portfolio
16.6%
3.4%
7.0%
7.3%
8.3%
12.5%
14.1%
24.2%
6.6%
Golf
Hotels
Restaurants
Service
Lessor’s Risk
Professional
Offices
Auto
Services
Retail
% of Total Premium
* All Other Segments
Premium Bandwidth
• 2016 average NB policy premium: $5,189
• Account size ranging from $255 to $1.8M
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7%
10% 11%
0%
5%
10%
Small Middle Mkt Large
Merc/Serv Growth
Lessor’s Risk – Largest Segment
$116M: 5 year average premium growth of 16%
Property Differentiator Example
• Building definition includes– Foundations
– Cost of excavations, grading,
backfilling or filling
– Underground pipes, flues or drains
• BI – Extended period of indemnity
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Differentiator: ElitePac®
Outdoor Property: $100K bucket
• Fences, lights, signs, storage sheds & garages
• Paved surfaces- including but not limited to bridges, roads,
walks, patios, parking lots,
• Hardscaping, e.g. walkways, patios, retaining walls
• Ornamental gardens, statues, fountains, benches, gazeboes
and similar structures, outdoor artwork and decorative objects
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BOP – Lessor’s Risk
Strong Property Coverages
• Building includes foundations and underground Pipes
• Generous Ordinance and Law
– Plus level: greater of 10% of
building or $50K
– Premier level: greater of 10% of
building or $100K
• No Coinsurance
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Hotels
Target/Growth “Within Appetite” Class
• 2016 new business growth = 31%
• 5 yr. avg. premium growth = 18%
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Targeted Case-by-case Avoiding
Hotels
Outdoor property coverage
won the account!
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Account Rounding Opportunities
Professional Office BOP or Package
• Low Hazard WC incentive- increased commission
• CyCurity®
• Data Compromise
• Miscellaneous Professional
• Management Liability (EPLI, D&O)
• Umbrella
• One & Done® system improvements
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One & Done®
Improved Straight Through: 9/1/2016• Increased Property Capacity / Liability Limits
• Increased Original Cost New to $150K
• Removal of 37 Underwriting Edits/Questions
– Eliminated 25% of edits since 2015
• Larger One & Done® acceptability threshold
• Remember WC Mono-line (increased commission
on many classes)
New BOP Product launching early in 2018 TO
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New and updated
• Workers Compensation section
• Updated listing of optional coverages
• Value-added services to help you write
target accounts
• More robust Inland Marine section including
Motor Truck Cargo, Contractor’s Equipment,
and Builders Risk
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One & Done® Handbook