BrokerFest 2021, Helping brokers do better business

BROKERFEST 2021 AGENDA

10:00 - 10:05 Welcome to BrokerFest 2021

10:05 - 10:45 Finding the best business opportunities in a challenging market

Lines are hardening, capacity is hard to find in certain classes and there have been difficult conversations with customers during the pandemic. But the market is changing and there are big opportunities for brokers in forming new relationships with customers and using all the tools available to them. We hear from three industry experts on how brokers can achieve the holy grail of pleasing customers and maximising revenue?

Speaker: Simon McGinn, Chief Executive, Allianz Insurance - Commercial | Phil Bayles, Chief Commercial Officer, Ardonagh Advisory | Owen Thomas, Chief Sales & Marketing Officer, Premium Credit

10:45 - 11:05 Overcoming the etrade service challenge

Content director Saxon East interviews head of research Savan Shah and an experienced broker to discuss some of the most important findings across our surveys to brokers on e-trading - referrals are getting much longer, systems are suffering outages and now price disparity is happening between extranets and software houses. How can brokers navigate these issues? Does our Insurer and Software House have the answer?

Chair: Saxon East, Content Director, Insurance Times
Speakers: Savan Shah, Head of Research, Insurance Times | Giles Baxter, Chief Information Officer, Open GI | Jon Newall, Former Independent Broker/E-Trade Evangelist | Paul Tombs, Head of SME, Zurich

11:05 - 11:30 Battling through the pandemic: A broker’s story

In a story of overcoming adversity and rising to the challenge, content director Saxon East interviews a broker about their experience of the pandemic and the lessons they learned.

Chair: Katie Scott, Editor, Insurance Times
Speaker: Ian McCarron, Director, McCarron Coates

11:30 - 12:00 Networking Break

12:00 - 13:05 Streams

Cyber Stream

Chair: Matt Scott,Founding Director, Insurance DataLab

12:00 - 12:30Understanding the opportunity in reputational risk products

Reputational risk products are now on the market, with cyber playing an essential part. A market leader will reveal all on the product.

Speaker: Richard Hodson, Director, Insurance Broker, UKGlobal Broking Group

12:35 - 13:05The fast-developing cyber risk update

Cyber risks are evolving all the time, at a rapid pace, especially in this new work at-home environment. What are the latest and biggest risks brokers should know about?

Speaker: James Burns, Head of Cyber, CFC Underwriting

13:05 - 13:30Taking advantage of the growing cyber market

CyberCube chief growth officer Chris Methven outlines how brokers and MGAs can enter and grow in the cyber market, to offer their customers an unbeatable experience.

Speaker: Chris Methven, Chief Growth Officer, CyberCube

13:30 - 14:30 Lunch & networking

MGA Stream

Chair: Saxon East, Content Director, Insurance Times

12:00 - 12:30The MGA Survey results

Content director Saxon East interviews Savan Shah and FloodFlash's Ola Raji about the key findings of the survey.

Speaker: Saxon East, Content Direct, Insurance Times | Savan Shah, Head of Research, Insurance Times | Ola Raji, Broker Success Manager, FloodFlash

12:35 - 13:05 Rise of all-digital MGAs

Insurance Times interviews a market leader and finds out what a pure-play digital MGA can offer brokers that is different.

Speaker: Jacqueline McNamee, Founder and CEO, C-Quence Technologies

13:10 - 13:30How specialist MGAs can shine and provide excellent service to brokers

Content director Saxon East interviews Harbour Underwriting MD, Sharon Brown, about the opportunities for brokers to sell a ‘growing’ niche product and her vision for the future for MGAs

Speaker: Sharon Brown, Managing Director, Harbour Underwriting

13:30 - 14:30 Lunch & networking

Motor Broking Stream

Chair: Tim Potter, Managing Director, Newsquest Specialist Media

12:00 - 12:30Taking advantage of the fleet revolution

Improved telematics, better crash prevention systems and camera monitoring technology are all raising performance in fleet. What are the latest developments in these areas that brokers should know about? How should insurer and MGA partners be rewarding brokers who embrace the very practices in risk management?

Speaker: Andrew Barratclough, VP – Partnerships Director – Insurance – UK & EMEA, eDriving

12:35 - 13:05Impact from the FCA pricing and product review

The FCA is expecting big changes from motor (and home) brokers by September. What are the expectations? Are you up to date? Insurance Times speaks to former FCA chief turned consultant Michael Sicsic on the latest developments.

Speaker: Michael Sicsic, Managing Director, Sicsic Advisory

13:30 - 14:30 Lunch & networking

High Net Worth Stream

Chair: Katie Scott, Editor, Insurance Times

12:00 - 12:30Combining the personal touch with the technological edge

A market leader speaks about how to get the perfect balance between all the advances in technology on offer, and ensuring clients have the personal touch with insurers on hand to help. How do you stop mid net worth becoming too e-traded?

Speaker: Kate Wells, Managing Director, Azur Underwriting

12:30 - 13:05An insider's view on HNW

An experienced broker who sold his business, gives the inside view of being a HNW client and what he learned from being a broker.

Speaker: Jon Newall, Former Independent Broker/ETrade Evangelist

13:30 - 14:30 Lunch & networking

14:30 - 15:15Rethinking the hard-hit SME landscape

Pandemic-hit SMEs want cheaper policies, are ready to scrutinise insurance products more aggressively and more prepared to drop 'non-essential' insurance such as BI, environmental liability, directors and officer - a new study from McKinsey found. 71% of SMEs suffered falling revenue, and 30% were impacted 'greatly'. Insurance is at the cross-roads with a once in a generation opportunity to reshape their client offering.

- What new and/or improved products can brokers' offer customers?
- How can brokers improve the customer journey?
- How are brokers managing the difficult conversations of increased prices and a desire from SMEs to drop certain products?
- What exactly do brokers want from insurers to service their customers' needs & to what extent are insurers delivering?

Speakers: Richard Brooks, Broker Development Director, Markel UK | Nick Houghton, Group CEO, JMG Group

15:15 - 16:00Networks at the crossroads

The past year has seen network consolidation and revamped models. But the big questions remain: do they deliver? The session explores:

- The impact of network consolidation and fresh ownership
- The Emergence of new and growing networks
- Whether networks deliver for insurers
- Whether networks deliver for brokers

Speakers: Alex Hardy, Sales and Distribution Director, RSA | Julie Rayson Flynn, Director , Head of Brokerbility | Robert Marshall, Chairman , Trident Insurance

16:00 - 16:05 Closing remarks from the Chair