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

NE

FIT

S

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

TO

TA

L A

CC

OU

NT

SO

LU

TIO

N

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

TO

TA

L A

CC

OU

NT

SO

LU

TIO

N

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

TO

TA

L A

CC

OU

NT

SO

LU

TIO

N

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

TO

TA

L A

CC

OU

NT

SO

LU

TIO

N

Hotels

Target/Growth “Within Appetite” Class

• 2016 new business growth = 31%

• 5 yr. avg. premium growth = 18%

TO

TA

L A

CC

OU

NT

SO

LU

TIO

N

Targeted Case-by-case Avoiding

Hotels

Outdoor property coverage

won the account!

TO

TA

L A

CC

OU

NT

SO

LU

TIO

N

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

TO

TA

L A

CC

OU

NT

SO

LU

TIO

N

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

TA

L A

CC

OU

NT

SO

LU

TIO

N

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

RE

WA

RD

S

One & Done® Handbook