The Connection Magazine AIM MUTUAL Spring 2020 | Page 7

“As a monoline insurer, we must
be innovative in our approach.”
of insurance such as commercial auto,
general liability, directors and officers
liability, and cybersecurity as well as
workers’ compensation. I thought: How
can they know all this each time their
phone rings?
Carrier To Broker And Back
When Eastern Casualty closed, I opted
to venture out and become well-rounded
in other lines of insurance. Knowing the
learning curve was steep, I joined the
broker community. It was overwhelming.
Over time, though, I learned the ins and
outs of other commercial coverages.
And when the phone rang, I found I didn’t
need to know all the answers—just where
to find them.
With the roles now reversed, I was
developing relationships with my
underwriters who shared their knowledge
with me. I got my answers and I became
a better broker through these great
contacts. My “go-to” underwriters came
through on those “what if” questions.
After 16 years as a broker, I wanted
to once again specialize and decided to
return to my roots. In 2017 I joined A.I.M.
Mutual as a Senior Underwriter, ready to
market the benefits of a monoline insurer.
We pride ourselves on being “subject
matter experts,” and brokers give us high
marks in five key areas:
#1 - Fast Answers
On any given day we receive dozens
of emails and calls. The inquiries are
wide ranging: everything from coverage
clarification to classifications to
experience modifications—and that’s just
the policy side. As a monoline insurer, we
are positioned to respond to questions
quickly and effectively as our operations
are centrally located. “We place value
on the ease of doing business with you,”
noted one broker I spoke with recently.
#2 - Custom Action Plans
We are collaborators. Underwriters talk
with claim adjusters and injury prevention
and worksite wellness consultants to
better respond to “what if” questions.
“You’re more hands on,” commented
another broker partner. “Instead of being
reactive, you assist our clients with
programs, controls, and safety.”
It’s not uncommon for us to have a
quick conference call with both a broker
and policyholder to address their needs.
At monthly meetings known as P.I.R.T.—
Performance Improvement Renewal
Team—we discuss renewals in detail.
We review the experience of the risk
along with its unique characteristics. As
a group, we talk through the account to
determine the best course of action going
forward. Because we are all focused on
one line of insurance, we can address the
policyholder’s needs with a specific action
plan.
#3 - Experience Mod Deep Dive
As a monoline insurer, we must be
innovative in our approach. We are one of
only a few insurers that proactively review
each of our policyholder’s experience
modifications to ensure their accuracy.
When appropriate, we file revised
statistical data to the various rating
bureaus to lower experience modification
factors, which impacts policyholders’
premiums.
#4 - Subrogation Success
We also go the extra mile with third-party
recoveries. When our claim department is
successful in its subrogation efforts, we
let our policyholders know. Our statistical
department reports these recoveries to the
rating bureaus, again, to lower experience
modifications.
#5 - We Listen. Really.
Our innovative approach is evidenced in
our tagline “First, we listen.” Our company
is fortunate to have an experienced staff
of professionals. As underwriters, we are
not governed by extensive manuals and
prohibited classes of business. This allows
us to find solutions whenever possible.
We evaluate risks and design individual
programs that work for everyone.
Ultimately our goal is to provide a
workers’ compensation experience
that ensures peace of mind for all. If we
improve public perception of the industry
along the way, that’s a plus.
JAMES MARCOULIER, CIC, CRIS, is a Senior
Underwriter for A.I.M. Mutual, responsible for
underwriting operations throughout New England. He
joined the company in 2017 and brings more than 25
years of underwriting experience to the organization.
He holds a Bachelor of Science degree in Business
Administration from Salem State University and is a
Certified Insurance Counselor and Construction Risk
Insurance Specialist.
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