CRC takes a big step forward to build
its wholesale business.
Is bigger better? CRC thinks so.
Big is having in-house counsel. Big is having your own
database of claims research and advocacy. Big is comprehensive
policy analysis created by in-house experts derived from years
of collective experience.
Retailers on the cusp of big might need some help in the
form of resources to level the playing field. This is why CRC
Insurance Services is making a substantial investment to help
retail partners grow. CRC is introducing a platform that will
help brokers provide access to the types of tools typically
enjoyed by the big boys.
They’re calling it “Coverage Tools and
Services.” CRC is creating the infrastructure to phase in
efforts over the next four to six months. One of the first
moves was bringing Angela Petersen, senior vice president and
coverage counsel into the wholesaler’s Dallas office.
“CRC has always had some excellent data and resources
available but not in a centralized aggregated way,” she
says. “A major reason they brought me in was to organize
our resources and create a platform where it is most useful to
Petersen says the platform and services are currently
centered on the wholesaler’s family of professional
liability products, including E&O, D&O, healthcare,
cyber risk and others. She says CRC will likely expand services
to other property and casualty products in coming years.
The resources include comprehensive policy forms analysis on
non-standard (non-ISO) coverages. “This is very helpful
to our brokers who may be trying to narrow the product choices
down. It helps them show their retailers important differences
in the forms.”
Resources also include customized sales presentations,
claims advocacy and access to a library of claims data. Brokers
also have access to Petersen, an attorney specializing in
professional liability, for assistance with legal
interpretations of policy terms. “For example, the
retailer may want to know more about the application of the
severability provision in a D&O context or the specifics of
a hammer clause in a duty to defend claims-made
policy—highly technical stuff that’s relevant in
the sales process and varies in non-standard policies,”
she says. “Larger retailers often have the benefit of
in-house counsel to help with this; many mid-sized and smaller
retailers don’t. We believe access to our services helps
retailers that work with CRC compete.”
There’s no charge for CRC’s retailers to use any
of these resources. They are accessible through the
retailer’s broker. The extent to which counsel and other
resources are utilized in a transaction is entirely up to the
Petersen describes the platform as two stages. The first
stage, she says, is “a sort of online toolkit” for
brokers that goes beyond typical account-specific support.
“Here they can access as many resources as they wish to
help win the account,” she says. “We don’t
want brokers to get bogged down collecting data we may already
have prepared. For example, we don’t want a broker to
spend hours researching the latest class action info when we
may already have an executive summary available they could
Stage two is access to Petersen as legal counsel, if needed.
Petersen says that in some cases, in addition to her own
expertise, she may utilize a network of coverage lawyers from
private firms for help.
“We are a distribution force. Our model is to help
retailers win more often,” says Neil Kessler, executive
vice president of marketing and sales for CRC.
He describes CRC’s efforts as a suite of tools for
brokers. “This platform will be useful across the board
on all professional liability coverages. Many other wholesalers
don’t leverage resources this way, leaving them to rely
only on their expertise and to spend countless hours preparing
their own data and analysis. Our efforts will help our brokers
respond more quickly and tap into the talent across the
professional liability practice group.”
Kessler says CRC’s brokers are responding well to the
efforts, especially when trying to sell new and emerging
products like cyber liability. “Many of these policies
have no standardization; for CRC to lead the way on this, we
need to have knowledge and resources readily available to our
As market conditions continue to force retailers to
re-evaluate relationships with wholesalers, Kessler believes
it’s more important than ever for a wholesaler to
establish real value that goes well beyond spreadsheet quoting.
He believes the creation of this platform matches the need
expressed by retailers looking to stay competitive. “CRC
is making a substantial investment in resources that help our
retailers sell more professional liability products.
They’re getting the collective knowledge of more than 30
professional liability brokers from across the country, online
tools and a staff attorney. This is how we believe CRC can help
many of our retailers that don’t have these sorts of
resources level the playing field with those retailers that