Risk reduction analysis plays key role - Mont Blanc

Insurance is not about price – it’s about understanding what the client needs and tailoring a package to suit his profile. That’s the philosophy at Mont Blanc Financial Services which has launched an aggressive marketing drive to expand its customer base beyond the trucking industry – in which it has gained a firm foothold – into the broader marine insurance industry. Established 14 years ago by executive managing director Nicola Iozzo, the company offers the full spectrum of transport-related insurance – including dangerous goods, perishables and everything in between. “We believe in going with the top brands,” says Iozzo, “which is why Associated Marine is our insurer of choice. Our rates are market-related, and we believe that if we can give the client a good deal with the best in the market, that’s the best deal for him. “We spend more time understanding the client’s needs, looking at his current situation, and doing a risk reduction analysis. We are about value and expertise.” And in an industry where skills are sadly lacking, the company spends a lot of time on in-house training and mentorship, bringing in experts and drawing on the advice of specialists in the field. “If a policy doesn’t perform it’s your broker’s fault,” says Iozzo who is given to colourful analogies to drive home his message. “If a cake flops, it’s not the ingredients that are at fault, it’s the person who has put those ingredients together who must be blamed.” Insurers are not advicegivers, says Iozzo. Brokers are there to provide advice. “Their commission is there to reimburse them for that advice.” And this is an area where Iozzo believes the company has earned its black belt. “We advise on every aspect – from packaging and driver health to fleet management and track and trace. It’s where the broker’s value comes into play – risk management ensures fewer claims which is a win-win for the customer and the broker.” The Johannesburgheadquartered company currently employs 35 brokers, and its business reach has no territorial limits. In order to gain a stronger foothold locally and within southern Africa, plans are afoot to establish Mont Blanc brokerages in ten new locations over the next 24 months. “The idea is to buy a minority shareholding in existing companies which will carry the Mont Blanc brand,” said Iozzo. Cape Town, Durban, Port Elizabeth, Namibia, Botswana, Kenya, Angola, DRC and Zambia are currently on the planning boards, and Iozzo is confident that the 24-month deadline will be achieved. INSERT & CAPTION Insurers are not advice-givers. Brokers are there to provide advice — their commission is there to reimburse them for that advice. – Nicola Iozza