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SPECIALTY LINES MARKETS Special events, promotions, hole-in-one, prize indemnity and weather insurance By Larry G. France Let’s say that you own a furniture store, auto dealership or jewelry store in upstate New York, perhaps in the Redfield area, and would like to boost February sales. How about a snowfall contest where if it snows more than 12 feet in the month, everyone who made a purchase in February is entered in a drawing for $1 million, or one where all purchases made in February are free if it snows more than 12 feet. Sounds like a no-brainer. The record snowfall for the month was 10.7 feet recorded in 2002. But, as we all saw recently, that record was shattered this year. This is just one example of the type of risk that is received by those who write weather insurance, and it certainly becomes clear that it is not a field for the faint of heart. Just imagine you’re the underwriter who promised the $1 million. You’re going to be glued to the Weather Channel. Christine Ingraham of WKF&C Specialty, Inc., says that contests tied to weather are part of the coverages offered by WKF&C. More traditional coverages that protect a business, promoter, or sponsor who has a financial interest in an event which could be affected by specific weather conditions are their bread and butter. “Just a few of the prospects for this coverage include outdoor and indoor venues, sponsors and promoters of special events, amusement parks, restaurants/bars, civic associations and event planners.” Ingraham adds, “Expenses associated with hosting events such as hiring performers, security, hotel accommodations, etc., can be protected with specific contingency lines such as weather insurance, event cancellation and non-appearance.” “Special events encompass a wide variety of activities, from small band recitals and family reunions to arts and craft festivals that attract thousand of participants,” says Chris Behymer, vice president of the Casualty Department at Markel Southwest Underwriters. “The basic premises exposures are the same, but the exposure to loss can vary greatly depending on the details of the event. “Today we see a change in the complexity—and the potential for injury to others, especially children—of the entertainment provided. More and more events are featuring moon bounces, bungee runs, rock climbing walls, and large (over 20 feet high) slides. While these devices can be underwritten, more questions need to be asked and the price will most likely increase to cover the added exposure.” Behymer adds, “The availability of liquor, beer, and wine at these events can have an impact as well. Important factors to consider are: who is serving the alcohol and whether or not other insurance is available.” Behymer notes that underwriters will review the contract between the event sponsor and the owner of the venue where the event is being held. “The language in the contract might require specific insurance endorsements and additional insured coverages that are not normally provided,” he points out. “Prize indemnity is quietly becoming one of the fastest growing insurance products available,” according to Todd Overton at SCA Promotions. This has been fueled by the creativity of the companies that offer this coverage. They are regularly “inventing new ideas and promotional opportunities for companies whose involvement historically has been to offer $10,000 for a hole-in-one at the local charity golf tournament or a new car at a local college basketball game if a fan sinks a half court shot. “While those promotions still are popular,” Overton continues, “adding a little sizzle to a promotion is what gains the sponsor the most advertising bang for their buck. Imagine handing over a check to a consumer after the Chicago Bears return the opening kickoff of the Super Bowl for a touchdown; giving a fan who has registered at the local grocery store a $1 million check if the same Edmonton Oiler hockey player scores five goals in a game; or giving away a new house if the Seattle Mariners hit back-to-back-to-back home runs. These are a few examples of how sponsors are attaching their name to large prize promotions in an effort to gain additional exposure in the marketplace at a minimal cost.” Another new coverage in this category is Contractual Bonus insurance, which is also a new listing in the 2007 edition of The Insurance Marketplace. Scott La Croix, director of underwriting at IC Group, explains that the coverage is based on the fact that “the value of an investment in an athlete or team is linked to more than athletic performance. Building a mutually beneficial relationship and rewarding the best return is what sets the stage for a successful opportunity. Incentives and rewards are common ways to do this, but how can you afford to reward professional athletes that already stand to earn hundreds of thousands or even millions of dollars?” Contractual Bonus coverage, La Croix says, “is used to motivate and inspire athletes to superior performance, and to align brands with celebrity athletes enhancing the value of sponsorship investment.” The bonuses offered under the coverage are designed to:
The financial solutions and benefits that these products can be used for are limited only by the imagination of the sponsor and the underwriter, La Croix says. The growth in this niche is mirrored by the growth in the North American Contingency Association (NACA), an association that was established 10 years ago by a small group of professionals within the contingency industry to bring together their colleagues and associates to impact knowledge, exchange ideas and network with each other. The first conference was held in Dallas and had 45 attendees. Last year, NACA experienced record attendance with attendees from the United States, Canada, South America and Europe. “In 10 short years, the NACA annual meeting has become a marquee annual event for the contingency industry,” says NACA President Lori Shaw, CIC. This year’s conference will be held in Palm Springs, California, May 8 -May 10, with educational seminars on topics relating to event cancellation/non-appearance prize indemnification, claims handling, and legal issues, along with a specific seminars on Avian Flu and Underwriting Capacity. “Our organization is about providing a forum that includes the necessary players, underwriters, brokers, claim specialists, law firms and others who cannot only discuss the issues facing our industry, but who are uniquely qualified to help develop solutions,” states Shaw. Many opportunities abound in this area, not only for the agency, but also for its clients. It’s a field full of opportunities for imagination and creativity. For more information on any risks that fall into this category log on to www.insurancemarketplace.com. Upcoming Specialty Articles will include Social Services in May, Travel/Leisure and the Hospitality Business in June, and EPLI in July. The following have responded to our survey and have indicated that they are a market for one or more risks that are described in this article. Abacus Insurance Brokers, Inc. A program manager that operates in all 50 states as well as worldwide with limits of up to $6 million. Will consider any event. Can offer liquor, umbrella, participants/spectators, medical, event cancellation, hired auto, rented equipment, and third-party property damage. Aberdeen Insurance Group An MGA that operates in DE, MD, NJ and PA with limits of $5 million. Target classes are special events, holiday events, plays, concerts/shows, weddings, festivals, business meetings, parties, exhibitions, conventions, fundraisers, sales, political and lectures. Will not consider sporting events, hole-in-one, prize or weather. Can offer GL, liquor liability, non-owned auto, third-party property damage, rented equipment, participant (spectator medical), and cancellation. Atlantic is the A- carrier, along with others. All Risks, Ltd. and All Risks of California Insurance Services, LLC An MGA/E&S broker operating in AZ, CO, DC, DE, FL, MD, NM, NV, OH, PA, UT and VA with limits of $1 million/$2 million (higher limits may be available for certain classes). Target classes are conventions, trade shows, parties, social events, weddings, vendor booths, fundraisers, festivals, and corporate events. Will not write right to life rallies, rock concerts, hip hop/rap concerts, or political marches. Can offer liquor liability. All carriers are A rated. Arlington/Roe & Co. An MGA/wholesale broker operating in IL, IN, KY, MI, OH and TN with primary limits of $1 million and umbrella of $5 million. Target classes are fairs, fundraisers, hole-in-one, festivals, and parades. Carriers are Capitol (A), USLI (A++), Northland (A), Nautilus (A+), and National Indemnity (A++). Black/White & Associates Excess and Surplus Lines An MGA/E&S broker that operates in all western states, plus IL, IN and KY with limits of $1 million/$2 million. Target class is special events. All carriers are A rated. Bohrer, Croxdale & McAdoo, Inc. An MGA/E&S broker that operates in AR, IA, KS, KY, NE, MO, OK and TN with limits that can meet most requirements. Target classes are concerts, festivals, fairs, hole-in-one, various prize indemnifications, fishing contests, tractor pulls, parades, weddings, as well as rain-, snow- and weather-related. Will not write hard rock concerts. Carriers are rated A- or better. Capitol Insurance Companies An insurer that operates with limits of $1 million/$2 million. Target classes are special events and hole-in-one coverage. Can offer liquor liability and umbrella. Capitol is an A rated carrier. Chittenden Insurance Group An MGA that operates in AL, CT, GA, MA, ME, NH, NY, RI and VT with limits of $1 million/$1 million. Target class is special events and liquor liability. Liberty Surplus is the carrier. Continental Bloodstock Agency, Ltd. An agency that operates throughout the continental United States with limits of $1 million. Target classes are trail rides and pony rides. Carriers depend on risk and state. Continental/Marmorstein & Malone An MGA/E&S broker that operates with primary limits of $1 million/$2 million (higher primary limits may be available depending on the risk), and excess limits of up to $10 million. Will consider all special events. Can offer liquor liability. Essex, Western World, US Liability/Mt. Vernon, Nautilus, American Empire Surplus, Northfield, and Colony are the carriers. Evolution Insurance Brokers An E&S broker that operates in all states with all limits. Will consider all classes. Prime Insurance Syndicate is the B+ rated carrier. Francis L. Dean & Associates, Inc. An MGA that operates in all states with limits of $1 million/$2 million, with excess limits of up to $5 million. Target classes are special events, athletics, and recreational facilities. Capitol Specialty, and QBE are the A rated carriers. Gateway Underwriters Agency A general agent operating in IA, IL, KS, MO and NE with various limits. Target classes are fairs, parties, speaking engagements, mud runs, rodeos, and auto races. Will not write alternative/rock/rap/hip hop concerts or speed boat races. Western World (A+), Nautilus (A+), USLI (A++), and National Indemnity (A++) are the carriers. Grand Prize Promotions An MGA/agency that operates in all states with limits of up to $1 million. Target classes are prize indemnity, weather, and event cancellation. Lloyd’s, Republic Vanguard, and Sirius are the A rated carriers. H.R. Keller & Co., Inc. An E&S broker/wholesaler operating in NY state and PA with limits of $1 million/$2 million. Target classes are auto shows, trade shows, sporting events, and most events. Will not write tractor pulls, racing of any kind, or rap/heavy metal concerts. Can offer liquor legal liability. All carriers are rated A- or better. The Harry W. Gorst Co., Inc. An MGA/E&S broker that operates in CA only with GL limits of up to $10 million. Target classes are arts and crafts shows, bazaars, Christmas tree lots, exhibitions, fairs, festivals, weddings, auctions, auto and boat shows (indoor), exhibitions (outdoors-fairs, parades, picnics), meetings and dances. Will not write weather coverage, airplane/helicopter rides, air shows/sky diving, balloon rides, boat races, bungee jumping, concerts (hard rock, heavy metal, rap), fraternity/sorority events, go-kart tracks, gun shows, motorcycle races/rallies, protest rallies, or war games. Can offer liquor liability. Carriers are Scottsdale, Colony, Western Heritage, and Markel. Hole In One International/Odds on Promotions A purchasing group/program administrator that operates in all states with limits of $1 million. Will consider all classes. Praetorian is the A- rated carrier. Insurance Center Special Risks, Ltd. An MGA/E&S broker operating in CT, MA, ME, NH, NY, RI and VT with GL limits of $1 million/$2 million/$2 million. Target classes are auctions, arts and crafts, indoor auto/boat shows, garden shows, lectures, meetings, parties, and social gatherings. Will not write prize indemnity, promotion or weather insurance. Colony and Essex are the A rated carriers. Insurance Innovators Group An MGA/E&S broker operating in CT, DE, MA, MD, ME, NH, NJ, NY, PA, RI and VT with primary and excess limits. Target classes are fundraisers, picnics, amateur sporting events, concerts, lectures, trade shows, auctions, reunions, festivals, hole-in-one, social gatherings, and weddings/receptions. Can offer GL and liquor liability. All carriers are rated A+. J.P. Everhart & Company, Inc. and Everhart Managing General Agency, Inc. An MGA/agency that operates in all states with limits of up to $1 million. Can offer weather and event cancellation. A rated carriers are Lloyd’s, Sirius International, Republic Underwriters and Republic-Vanguard. James River Insurance Company An insurer (surplus lines) that operates in all states except NH and OH with limits of up to $5 million. Target classes are special events (typically larger), auto shows, boat shows, and multi-day festivals. Will not write prize indemnification or weather. James River is rated A-. K&K Insurance Group, Inc. An MGU that operates in all states with primary liability limits of $1 million and excess up to $10 million or more depending on the risk. Target classes are special events including, but not limited to, art displays, auctions, banquets, bazaars, charity events, concerts, conventions, craft displays, fairs, festivals, graduation, lectures, meetings, pageants, parades, proms, religious assemblies, reunions, seminars, shows, social gatherings, sporting events, and weddings/receptions. Will not consider concerts with rap, heavy metal, alternative, urban R&B and/or grunge music. Can offer (varies by risk) GL, excess liability, property, inland marine, auto, crime, and D&O. Great American Assurance (A) and Nationwide Mutual (A+) are the carriers. M.J. Kelly Co. An MGA operating in AR, CO, FL, GA, IA, ID, IL, KS, MO, MS, NE, NM, OK, OR, TN, UT and WA with limits of $1 million/$2 million. Will write numerous special events. Can offer liquor liability. USLI, Western World, Essex, Penn-Star and others are the carriers. McSweeny Agency (E&S) An MGA/E&S broker that operates in NJ and PA (NY for accounts over $50,000) with limits of $1 million. Target classes are special events and social functions. All carriers are rated A+. National Hole-in-One Association An MGA/agency that operates in all states with limits of up to $1 million. Can offer hole-in-one prizes, weather, and event cancellation. Republic Underwriters, Republic-Vanguard, Republic Insurance, and Sirius International Insurance are the A rated carriers. NIF Group, Inc./NIF Pro An MGA that is admitted in all states and nonadmitted in 30 states with limits of $1 million (excess available). Target class is special events. Will not write hole-in-one or prize indemnification. Can offer liquor liability, GL and package. All carriers are A rated. NorthCoast Excess & Surplus Agency, Inc. An E&S broker that operates in OH only with limits of $1 million/$2 million. Can offer liquor liability. All carriers are rated A+. Philadelphia Insurance Companies A carrier company that operates in all states except LA with GL limits of $1 million/$3 million, and FDLL of $100,000 (med pay available). Target classes are parties, theatrical events, dance/music recitals, conventions, craft fairs, weddings, sporting events (spectator only), speaking engagements, fundraising events, and concerts. Will not consider punk/rap concerts, exotic animal acts, bungee jumping, fighting/tough guy competitions, monster truck events, union meetings, haunted houses, or rodeos. Can offer liquor liability (participants included for eligible risks), inland marine, and umbrella. Philadelphia is an A+ rated carrier. Prime Insurance An MGA (IEBS)/insurer (Prime) that operates in all states except AK, CA, CT, NH, NY, RI and TX with all limits. Can offer monoline liquor, assault/battery, and after 3 a.m. closing—in the hospitality industry. Roush Insurance Services, Inc. An E&S broker that operates in IL, IN and OH with customary limits of $300,000 (higher limits available of up to $2 million/$2 million. Target classes are receptions, golf/sporting events, meetings, haunted houses, Christmas tree lots, festivals, concerts, fundraisers, battle reenactments, fireworks stands, corn mazes, and pageants. Can offer A&H, premises/operations, products/completed operations, spectator liability, liquor liability, personal advertising injury, fire damage, med pay, CGL, and GL. Scottsdale (A+), Century (A-), Essex (A), Evanston (A), and Atlantic Casualty (A-) are the carriers. Russell Bond & Co., Inc. An MGA/E&S broker operating in CT, MA, NJ, NY, PA and VT with limits starting at $100,000. Target classes are social gatherings, exhibitions, dinners/dances, weddings, craft shows, trade shows, festivals/fairs, reunions, fishing, derbies, concerts, and firework shows. Can offer GL, excess liability, liquor liability, event cancellation, prize indemnification, and weather. All carriers are rated A- or better. S.H. Smith & Co. An E&S broker that operates in all states with various limits. Can offer EPLI and property. All carriers are A rated. S.I.U., LLC An MGA/surplus lines broker that operates in CA only with CGL limits of $3 million, excess limits of $5 million, and $50,000 for prize indemnity and/or hole-in-one. Will consider most classes. SCA Insurance Specialists, Inc. An agency (P-C in TX only and E&S nationwide) with limits from $.01 to $10 million. Target class is prize indemnification. Will not write life & health. North American Specialty is the A+ rated carrier. Showstoppers Event Cancellation An MGA that offers worldwide coverage for U.S. domiciled companies only. Target classes are associations, trade/professional events, concerts, fairs/festivals, etc. Lloyd’s is the A rated carrier. Southern Insurance Underwriters, Inc. An MGA that operates in AL, FL, GA and SC with limits of $1 million and up. Target classes are special events-parties, fundraisers, concerts, high-profile hosts/entertainers, games, tournaments, fairs, conventions, dances, etc. All carriers are A rated. Thomco A program administrator that operates in all states with limits of $1 million/$3 million. USG Insurance Services, Inc. An MGA/E&S broker that operates in all states except AK and HI with primary limits of $1 million/$2 million/$1 million (excess virtually unlimited). Target classes are special events (one-day or periodic), promotions, hole-in-one, prize indemnity, and weather. All admitted and nonadmitted carriers are rated A+. US Hole in One An agency that operates nationwide with limits of $1 million. Various carriers are used. W.H. Greene & Associates An MGA that operates in NY state only with limits of $1 million/$2 million. Target classes are special events of all kinds, flea markets, races, fairs, sport leagues, golf tournaments, fundraising events, small concerts, hole-in-one including prize indemnification. Will not write weather insurance. Can offer umbrella. All carriers are A rated. Western World Insurance Co. An insurer that operates in all states with GL limits of $1 million/$2 million. Target classes are smaller, lighter risks. Will not write prize indemnity or weather. Can offer GL, property, and floaters. Western World is rated A+ as is Tudor. WKF&C Agency/FAIRSKY A program manager that operates nationwide with limits that vary by risk. Target classes are entertainment, sports, leisure, weddings, concerts, recreational, pay for play, corporate outings, air shows, fairs, festivals, parades, rodeos, golf or any event that will be impacted by weather or cancellation. Will not write agriculture. Can offer prize indemnification and non-appearance. Travelers Property & Casualty, North American Capacity, and Indian Harbor are the carriers. Yates & Associates Insurance Services, Inc. An MGA that operates in CA only with various limits. Will consider most classes. All admitted and nonadmitted carriers are A rated. * |
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