HNI Sees ‘Risk Clarity’ As An Opportunity

In this hard market, independent agents must view the risk appetite of some insurance carriers as a paradox. Risks that were embraced for years by a carrier at reasonable rates and terms, with few questions asked, are now being abandoned regardless of whether the client has had any significant losses.

Despite such difficulties, at one agency in New Berlin, Wis., the concept of risk is viewed as a challenge to be managed, not shied away from, with insurance being only one component to consider. With its trademarked “Risk Clarity Formula,” Mike Natalizio, president of HNI Risk Services Inc., says his agency “embraces risk” and sees great possibilities in loss control.

“Too often in this industry, we discourage our clients from taking any risk,” observed Mr. Natalizio. “If an account has any size or stature, as it takes on more business, its risks get larger and the trend is to become more conservative in its insurance approach, which is fine. But we want to embrace risk and talk about problems in the company. We want to look at it and to turn risk into opportunity.”

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