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Your gateway to growth Marsh & McLennan Agency Alliance Broker Partnerships


Marsh & McLennan Agency

Introduction Insurance brokers operate in a competitive market in which clients demand access to the best products, the best prices and the best insurers. The value of your business is defined by the deep relationships you have with your customers and their trust in the quality of your services and advice. A partnership with Marsh & McLennan Agency Pty Ltd (MMA) is about bringing together the value of your business and your customers with the added value of our enhanced insurance placement and product solutions. With preferential access to MMA solutions, you will uncover opportunities to strengthen your market position, build stronger client relationships and achieve new sales. Ultimately, brokers align with MMA to provide their business with a competitive advantage and the opportunity to maximise financial return.

Marsh & McLennan Agency


The value in a partnership with MMA —— Combine the strength of your local knowledge and market strength with MMA’s additional products, services and insurance market reach —— Penetrate new niche markets and industries —— Create tangible financial rewards for your business —— Realise efficiencies and innovation —— Establish a market edge —— Differentiate your business from your competitors

“Wagland Salter has had a long and successful secure partnership. The additional assistance they have provided in relation to sales & marketing, tailored policy wordings & endorsements and claims settlement have benefited our office in both client retention & new business development”. Greg Wagland, Managing Director, Wagland Salter & Associates


Marsh & McLennan Agency

Your access to preferential insurance offerings Marsh & McLennan Agency offers three service alternatives:

1. Gateway Connect – for SME business To support your general business with SME clients, we offer a contestable model, through which a panel of insurers compete for individual risks. How it works: Your client’s policy is negotiated and transacted electronically with a panel of insurers who are dedicated to the Gateway Connect facility. Transacted using our secure web-based system at, MMA provides you with direct access to multiple insurers and products, competitive prices and efficiency and time-saving benefits for your business.

2. Gateway Australia – for middle market business This service provides our alliance brokers with greater capacity to remain competitive.

3. Niche and industry products These products, usually supported by a single insurer, take advantage of the depth of our market capacity and extensive knowledge of the risk profile of a specific industry or class of occupation. We tailor products that specifically address industry risk needs to equip your sales force with a strategic advantage over your competitors. Through our secure web-based system, you will be provided with access to niche products that are being developed on an on-going basis. This area is a key focus of our product development team. These tailored products and insurer relationships are supported by dedicated underwriting and claims teams and provide you with access to key local and overseas insurers. (Information detailing current and soon to be available products is available via www. or ask your representative).

How it works: Quotation and terms for your middle-market clients’ risks are requested electronically online and received by a dedicated MMA risk placement specialist. Your ‘risk request’ is then professionally negotiated with insurers on your behalf. You then conveniently confirm and accept terms and placement electronically direct with the selected insurer. Our risk placement professionals are dedicated product specialists with key senior underwriter relationships. They monitor market trends locally and globally so you have immediate access to up to date industry trends and information. (For more information detailing participating insurers and product classes available via MMA, please ask your representative).

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What is the cornerstone of the MMA offering? Insurer partners and Products and wordings exclusive products – We offer broad wordings for a wide range of the importance of choice and insurance products. As an Alliance Broker, the benefits to you and your clients include: quality We develop our range of insurance products through an on-going extensive due diligence process with best-in-class insurers*. Each of the major insurers, which support the Gateway Connect and Gateway Australia offerings, have full time underwriting technical resources located in our offices. Comprising over 20 underwriting specialists, this provides significant placement authority that is exclusive to the facility. This centralised placement platform for insurers allows us to maximise the throughput of all client premiums to ensure even your smallest clients gain highly competitive price differentials and policy coverage benefits. * Selected insurers must meet certain market security benchmarks which we determine according to our access to services which monitor global insurance markets, analyse insurers and determine whether an insurer meets minimum acceptable security.


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—— Certainty and reliability – comprehensive service backed by strong insurer alliances and leading insurance products —— Exclusivity – policy wordings that are exclusive to MMA’s distribution network. —— Competitive pricing – price and term contestability between the insurance panel members —— Tailored products – ability to tailor products to individual client needs using our extensive endorsement library —— Benchmarking – dedicated technical resources and benchmarking tools to ensure product price and features remain competitive —— Value statements – features and benefits summaries available for all products —— Leverage capability – providing you and your clients with the most favourable terms available to MMA

Dedicated resources

Our technology

With resources dedicated to product development we will deliver increased speed to market by:

Effective technology is critical to driving efficient service delivery to your clients and to safeguard against the potential of errors and omissions.

—— Conducting industry and market opportunity research —— Engaging with Alliance Brokers in product design concepts for mutual financial benefit —— Providing compliance and technical reviews to continually enhance existing products —— Product and sales training of broking staff to increase market penetration

Our technology platform incorporates key benefits including: —— Web-based system —— Electronic submission of underwriting information —— Single template entry for multiple quotes (on most products) —— Online binding of coverage —— Audit trail of negotiations —— Ability to customise coverage via endorsement —— Automatic policy issuance after binding confirmation is received —— Dashboard of useful information (policy comparisons, features and benefits summaries)

Marsh & McLennan Agency



Marsh & McLennan Agency

Your access to support services Our business has access to technical, training and operational services and, as an alliance partner, these services may also be available to your organisation (contingent upon certain qualifying conditions). Alliance Broker forums

Bi-annual Alliance Broker Forums with MMA Management to review market opportunities

Relationship management

Dedicated Relationship Manager for your business

Product training

Provision of approved sessions and material

Claims management assistance

Post loss claims preparation, uninsured loss recovery, dispute advisory, expert witness

Technical support

Policy comparisons, case studies, BI Reviews, contract reviews

Risk management tools and resources

Including our unique “Risk Explorer “ on-line risk assessment tool

Marketing & communications

Solutions for new product concepts; creation of brochures, flyers, presentations

“Our relationship with Marsh and McLennan Agency dates back to their inception as MCIA. The facility has provided us broad wordings and valuable access to insurance markets which has enabled us to secure our client portfolios. I would have no hesitation in recommending the facility to others”. Testimonial extract - John Saunders, Director, Warren Saunders Insurance Brokers

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Balanced benefits Whether your key focus is growing your client network or broadening your client services and relationships, Marsh and McLennan Agency will provide you with the opportunity to maximise the financial return on your business and realise your vision.

Alliance Broker Partners ––Access to unique product solutions that provide competitive advantage ––Diverse product range, providing the ability to expand your client base to new industry groups ––Secure transaction processing ––High commission levels ––Access to third party referrals ––Revenue Enhancement

Marsh & McLennan Agency ––Expanded penetration into key areas ––Increased support of our niche products and capacity ––Greater volume of SME and Middle Market insurance placements ––Commitment of respected Alliance Partners ––Revenue enhancement

The Australian Small Medium Enterprise (SME) market segment represents 95% of all businesses in Australia and has a total capitalised value of $4.3 trillion; four times that of the Australian Stock Exchange. Over the past decade we have introduced key strategies involving the creation and distribution of products and solutions targeted to service both SME and middle market clients. Today we are now building on this foundation, by strategically developing our distribution channels, expanding our product range and extending the Alliance Broker network by selectively inviting partnerships with professional brokers operating in key areas.


Marsh & McLennan Agency




Darling Park Tower 3 201 Sussex Street Sydney NSW 2000 Tel: +61 2 8864 8888 Fax: +61 2 8864 8800

555 Lonsdale Street Melbourne VIC 3000 Tel: +61 3 9603 2222 Fax: +61 3 9670 8581

Level 1, 87 Marsden Street Parramatta NSW 2150 Tel: +61 2 8864 8888 Fax: +61 2 8864 7333



2 The Esplanade Perth WA 6000 Tel: +61 8 9289 3888 Fax: +61 8 9289 3880

Level 20, Riverside Plaza 123 Eagle Street Brisbane QLD 4000 Tel: +61 7 3115 4555 Fax: +61 7 3115 4500

About us: Marsh & McLennan Agency Pty Ltd (MMA) is a subsidiary of Marsh & McLennan Companies, Inc (MMC). MMA is committed to becoming the leading placement and service provider in the SME and Middle Market segments in Australia and our partnership with alliance brokers across the country is a key component of our strategy.

Disclaimer: This brochure contains general information, does not take into account your individual objectives, financial situations or needs and may not suit your personal circumstances. For full details of the terms, conditions and limitations of the covers, refer to the specific policy wordings and Product Disclosure Statements (if applicable), these are available from us on request. Marsh Pty Ltd ABN 86 004 651 512, AFSL 238939 arrange the insurance and is not the insurer. 10/0066


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