Pilkington Group Limited (now a part of NSG Group)
The former Pilkington Group is a complex manufacturing company, supplying flat glass products for a wide range of purposes.
The Mactavish Account Underwriting service facilitated a better understanding of the risks and requirements of the former Pilkington business, providing a more comprehensive knowledge of its product range and applications through an in-depth review of its international operations based on extensive interviews with senior managers around the globe.
Martin Lister was the Account Director for the broker who introduced Mactavish to the former Pilkington Group. Zurich Global Corporate and Mactavish worked closely and constructively with the account team to achieve a successful outcome for all parties. In a recent interview, when asked to review the original service, he made the following comment:
“As the broker for the former Pilkington Group, a large international client in the heavy industry field, it was clear that we had been driving the same competitive process with the insurance markets each year, based on the accepted practices of market submissions and broking processes and expertise. However, we wanted to give our client more - to give them a competitive edge and move the insurance markets to a new level in their underwriting views and to create greater competition for the benefit of the client.
We researched the Mactavish service, and invited the team to review the client. They analysed the client along with meeting with the senior management to understand their business further. They formed an opinion and gave recommendations which the insurer(s) that they worked with used in their underwriting models. This produced a marked improvement in both the cost and terms provided and drove significant value for the client across their portfolio of insurance.
The client was delighted because they were sure that they were now being underwritten on the best professional basis and as the broker we had presided over and facilitated the process to unlock that value.
The broker’s role is to get the best terms available for the client. Without the Mactavish process it is difficult to see how this can be achieved.”
