BOSTON—Berkshire Hathaway Specialty Insurance has undeniably caused a stir in the insurance industry due to the name it carries, and the name of its ultimate owner, as well as the recognizable names of a foursome of its highest executives, having defected together from American International Group.

However, in speaking with BHSI President Peter Eastwood, the 6-month-old BHSI plans an aggressive yet responsible entry into targeted lines of business—diving in rather than doing a “cannonball” into the sea of the marketplace. Nevertheless, both create waves.

From his office on the highest floor of the insurer's State Street, Boston office, Eastwood—not long ago the head of AIG's P&C business in the Americas—tells PC360 that while it's true BHSI was “instantly relevant from a risk taking stand-point” due to the capital base of the Berkshire Hathaway group of insurance companies—owned by billionaire Warren Buffett—he and his team do not take that for granted, and are working hard to win the support of brokers and customers.

“There are many advantages that we have being part of the Berkshire Hathaway family—the capital base and the brand recognition among them—but we're building a business for the long term so we're going to be very thoughtful about how we build the business,” he says, a breath-taking view of Boston Harbor behind him. “There are a number of measurements to success, but none is more paramount than profitability. We have profitability objectives and we're guided by them as we make decisions.”

BHSI inked its first account on day two of week three and has “exceeded initial expectations,” in many facets of the business, Eastwood says reservedly. He wouldn't get into specifics about the amount of business BHSI has written but offers, “We are very pleased. Six months in we are seeing opportunities to be in businesses we didn't necessarily think about at the start.”

Again, Eastwood is giving away no secrets pertaining to a specific line BHSI is eyeing.

Currently, BHSI is pursuing property, casualty, executive and professional, healthcare medical professional, and program business—with Sanjay Godhwani heading property and programs and David Bresnahan taking the three other lines. Godhwani, Bresnahan and P&C executive David Fields each left AIG at the same time for BHSI.

The foursome set up shop as BHSI—without an official office or a landline—almost immediately after their resignations, Eastwood says. For a short time they worked from a Boston office of another Berkshire subsidiary. Eastwood says he wanted to establish an immediate sense of “permanence,” and began hiring in other cities—though they too had no office. The company acquired the State Street office quickly, furnishing and outfitting it with necessary equipment in short order to keep with the “permanence” goal.

“We've had people come into the office and say, 'I can't believe what you're already doing.' That's the goal. We're up and running and writing business,” Eastwood pronounces.

BHSI now has 75 employees in 5 offices, Boston being its largest though it is by no means expansive.

“With everyone we bring to the team, we want them to enter with key attributes—what I refer to as capabilities and character. I want people on our team who are not only going to make smart decisions but are going to go about our business in a way that leaves our business partners feeling positive about Berkshire Hathaway. These people are further operationalizing the Berkshire Hathaway P&C platform and brand, and developing and expanding relationships with broker partners and customers,” says Eastwood.

BHSI recently hired Lori Spoon Rafkin as its senior vice president of customer and broker engagement. “We wanted someone on the team getting up every day and thinking about our engagement with brokers and customers, and setting common goals with those partners. Lori's done a terrific job—and we had high expectations,” Eastwood explains.

BHSI is providing “solution-oriented” products to what Eastwood calls the “upper-middle market” through to large corporates. The company has another ability most start-ups lack—admitted paper. Policies are will be underwritten on the non-admitted paper of Berkshire's National Fire & Marine Insurance Co. but BHSI also has access to National Indemnity, an admitted Berkshire subsidiary, when needed.

“To date we are running as an excess and surplus company because this space is very customer friendly due to the freedom of rate and form you are afforded; you can also execute with relative ease,” says Eastwood. BHSI is going through the process of getting admitted forms and rates filed and plans to enter certain parts of the admitted market ”very soon,” offers Eastwood, adding the insurer would like to begin offering admitted directors' and officers' solutions.

When asked if BHSI could become an acquirer of other insurance companies, Eastwood says the company's plan is to continue to grow organically, but “acquisitions can be a part of our strategic plan.”

“When there are opportunities, we'll be thoughtful in looking at them.”

Special Reports /

Diving In: PC360 Interviews Berkshire Hathaway Specialty CEO Peter Eastwood

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