A 2009 Collateral Perspective

by Michelle Bradley, SIGMA Actuarial Consulting Group

In October 2006, Lloyd Kelly and I authored a paper titled “Reducing Collateral Uncertainty: A Primer for Negotiations” that was published in Risk Financing Perspectives for the International Risk Management Institute. We expanded the paper in 2008 and published it as “Reducing Collateral Uncertainty” for the Institute’s Risk Financing Manual.

For the purposes of this article, collateral is one type of security that can be provided to a fronting carrier or regulator by a self-insured entity for the credit risk assumed by the carrier or regulator.

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New WorkCompEdge Licensing Options

As you may recall, we launched WorkCompEdge last fall - just in time for the economic crisis. Since the downturn affected many sectors, including insurance and risk management, we've been especially grateful to our WorkCompEdge founding members and to all of our ModMaster customers who evaluated WorkCompEdge. Time and again, we've heard similar feedback, however, and that's led us to make some changes to our WorkCompEdge licensing options we think you'll be excited about. Here are the highlights:

Our new Agency Plus license represents some cool savings over previous WorkCompEdge license options for agencies and similar providers. Thanks for giving us your feedback!

IF YOU ARE AN AGENCY, BROKERAGE, INSURANCE COMPANY, CONSULTANT, PEO, TRUST, ETC.

For only $1,000 per year, the new and very affordable WorkCompEdge Agency Plus license offers agencies and similar providers the opportunity to access WorkCompEdge for internal training and coordination of service activities in 15 different areas that affect work comp costs, including:

* hiring practices,
* safety,
* the premium audit,
* mod verification and analysis,
* medical clinic relationships,
* return-to-work,
* and much more.

As you probably know if you're a regular reader of this blog, site access includes to-the-point educational modules PLUS strategy and tools to help you evaluate a company's entire work comp picture.

For an additional $500 per client, you can add the option for your clients to have direct access to WorkCompEdge and the WorkCompEdge Safety Training Center.

The Agency Plus license can be purchased as an add-on to your annual ModMaster subscription, or you can contact us for a prorated license until the time your subscription is due for renewal.

IF YOU ARE INTERESTED IN AN AREA "EXCLUSIVE" LICENSE TO WORKCOMPEDGE

For agencies who are eager for exclusive access to the benefits and competitive advantage of WorkCompEdge, we've enhanced the Member Agency Exclusive license to include custom marketing support, flexible employer seats, unique educational opportunities, and more. A number of our founding members have already converted to this license, which is priced at $850 per month. Some markets - including Albuquerque, Atlanta, Buffalo, Shreveport, and parts of Maryland, Minnesota, and Wisconsin - are already closed.

IF YOU'RE AN EMPLOYER

WorkCompEdge is still available through your favorite agent, broker or consultant on terms they specify. It's also available directly from us for $500 per year.

FAQs

Q: If someone else gets an exclusive license in my area, does that affect my ModMaster subscription?

A: Absolutely not. It only affects your ability to be a registered WorkCompEdge user. You will still be an important ModMaster client, participate in our forthcoming WorkCompWisdom program, and glean valuable knowledge from our blog and other resources.

Q. Exactly what are the fifteen modules in WorkCompEdge?

A. A graphic showing all of the modules is at http://www.specificsoftware.com/wce/videointros.htm. Click on any of the module titles to see the short video introduction to that module. At $1,000, we believe you'll get your money's worth by using even ONE of these modules!

MORE DETAILS

Learn more about the new WorkCompEdge license options at http://www.specificsoftware.com/wce/pricing.htm

If WorkCompEdge interests you, act soon! To order or inquire further, contact Helene Pellett at 800-929-4052 x 205 or helene_pellett@specificsoftware.com

LinkedIn: Your Objections, and Why You Should Get Over Them Now

We’re grateful that several hundred of our readers and clients took the time to participate in our recent survey “How Do You Stay Informed and Connected?” We’re still compiling the results, but for today, I want to focus on one trend that was glaringly evident: professionals in the insurance industry (which made up 98% of our respondents) are not taking advantage of social media sites like LinkedIn and Twitter. Now, admittedly, Twitter is still pretty new, so it may be understandable that more folks in the insurance industry haven’t yet experimented with it. But LinkedIn? A whopping 85% of our respondents say they’re not using LinkedIn. While we understand that social media may not be for everyone, at least exploring the possibilities - particularly if you are in business-to-business (b2b) sales or service - should be an objective for every business, period. So let's talk more about LinkedIn today.
Here are some common reasons our respondents said they’re not using LinkedIn

Connect with our CEO Tim Coomer or blog editor Kory Wells on LinkedIn.

View the full blog at http://www.workcompedge.com/blog/blog.cfm

http://www.WorkCompEdge.com

http://www.SpecificSoftware.com

Take Our Survey: How Do You Stay Informed and Connected?

Several years ago, Specific Software conducted a survey about favorite online sources of insurance and risk management news and information. The survey garnered some media attention in the industry and was useful to us internally as we developed marketing and publicity plans.

You can now follow WorkCompEdge on Twitter!

But that was a few years ago! With the growth of both content and "2.0" applications on the web, we've decided it's time to resurrect the survey, with a few new questions geared towards not just information, but how you stay connected with colleagues and clients.

Whether you're an insurance or risk management professional or a business insurance consumer, please take our survey "How Do You Stay Informed and Connected?" now.

While I'm on the topic of staying connected, this is a good time to mention that you can now follow WorkCompEdge on Twitter. I'm trying to tweet at least once a day with some sort of information about workers comp, general insurance and risk management, general business or technology news, or news about Specific Software and SIGMA Actuarial that I hope others may find interesting.

You can use Twitter for free simply through the Twitter website - using your cell phone is optional. I've found that starting just by using the web interface is a good, low-impact way to try it out.

In general, the insurance industry doesn't seem to be embracing social media as quickly as other industries. But numerous activities, such as the recent AMS Users' Group Social Media Road Trip, Insurance Journal's promotion of social media webinars, and consultant Rick Morgan's blog entry "Insurance Agents Don't Market," suggests that we are on the cusp of change when it comes to how we connect with each other and our clients.

We'd love to hear your thoughts in our survey - and in the blog comments!

How Will New NCCI Ratemaking Rules Affect Workers Comp Mods?

It's a bit confusing to understand the likely impact of the new NCCI ratemaking change. But businesses, such as contractors, which are required to have a mod of 1.0 (or other value) in order to bid on jobs will want to be especially careful to anticipate this change and minimize any losses that do occur through good injury management and claims management efforts.

View the full blog at http://www.workcompedge.com/blog/blog.cfm

http://www.WorkCompEdge.com
http://www.SpecificSoftware.com

Looking for Trouble: Finding and Correcting Mod Errors

View the full blog at http://www.workcompedge.com/blog/blog.cfm

Today's blog will be most useful to insurance agencies who are assisting their clients with experience mod verification and analysis, but the main point is important to agents and employers alike: sometimes errors in the mod occur, and these errors can cost the employer money through increased premium costs. Therefore it's important to go "looking for trouble:" to know how to identify such errors, and how to get them corrected.

Both data reporting and, less frequently, calculation errors can impact the mod - and the amount of premium that an employer must pay. Checking for and questioning such errors can save an employer money!

http://www.WorkCompEdge.com
http://www.SpecificSoftware.com

Why Invest in Safety?

Listen/subscribe to this blog on the WorkCompEdge podcast feed

Editor's note: I recently joined the Small Business Online Community sponsored by Bank of America. Among several interesting articles there, I was thrilled to find a safety guy talking about the workers comp mod. Robert F. Tilley, Jr. is the CEO of SafeTek USA, a company that provides knowledge, supplies, products and services to North American organizations ranging from small residential builders to the US Navy. SafeTek's vision - "to help create safe and healthful workplaces, where quality is higher, mistakes are fewer, and costs are lower" - is quite similar to the mission of WorkCompEdge, and Robert's article certainly has some points that should sound familiar to our regular readers. But he also brings the perspective of a safety professional and the business owners his company serves - along with some interesting statistics. The following article may give your company's management, or your clients, some new food for thought.


At a recent speaking engagement for business owners addressing how to implement effective safety programs, I had a question from a member of the audience-we'll call him Bob. Bob asked why he should invest in safety. He told me he has insurance if an employee gets injured, he has a safety manual, OSHA has never bothered him and the only employee injuries so far have been minor. Why should he do more if what he's doing now is working?
"Well Bob," I said. "How much will it cost your business if an employee falls from a roof, and how much have those ‘minor injuries' cost you so far?" Needless to say, Bob, and everyone else in the audience that day, were quite surprised as we revealed the actual costs of workplace injuries to their businesses. Unfortunately, the only thing most employers are aware of is that they have to spend money to have an effective safety program, and that's where the train stops. Successful companies, however, maintain very effective safety programs and pay the expenses involved even when business is slow and times are tough.
Most employers maintain some semblance of a safety program at their company, either because they care about their employees or because they're required to by OSHA. OSHA violations can range anywhere from just a warning, to $70,000 per incident with recent proposed legislation asking to raise fines even further into the range of EPA violations. I would like to think that all employers care about their employees, but often profits come first. What does that mean? It means one thing is certain-all employers care about their company because of the profits derived from it. A for-profit business is created to make a profit 99.9 percent of the time. You carry insurance to protect yourself and your business, you plan ahead to avoid unforeseen costs and cut expenses where they are not needed to ensure you are as competitive as possible while maintaining a good profit margin.
Unfortunately, however, the cost of effective safety measures are all too often deemed an "unnecessary" expense. When business is slow, what is the first expense to get to get cut? You already know: the safety program. Normally the responsibility gets transferred to the HR manager, and training and other expenses are cut, which could really lead to disaster, especially for the new employee you just hired. If you are not motivated to have an effective safety program by either OSHA, the threat of fines or care for your employees, one thing that will motivate you is the actual cost of a workplace injury to your business. So how much does it cost?
Statistics and Costs
Every year in the United States there are over 6,000 workplace fatalities. The greatest majority of these fatalities are men ages twenty-five to forty-four, of which there are approximately 30 million in the United States. That means, using this example, just over 1 in every 6,000 men aged twenty-five to forty-four dies at work each year.
Even with these staggering numbers, this does not include deaths related to occupational illness. Another 50,000 workers die every year in the United States from occupational illnesses due to exposure to a workplace hazard. These occupational illnesses include asbestosis caused by exposure to asbestos, silicosis which can be acquired from concrete cutting operations (and any work involving exposure to crystalline silica dust if not using proper respiratory protection) black lung disease for miners, or brown lung disease for textile workers, etc. (Just an FYI, though not usually fatal, poison ivy is an OSHA reportable illness.)
In addition to deaths, there are over 6 million U.S. workers that suffer non-fatal workplace injuries with an estimated cost to U.S. businesses of around $128 billion annually. A person's life or health is obviously priceless, but incidents and injuries carry a tangible cost to business, one quarter of each dollar of pre-tax corporate profits, to be exact.
The actual cost of a workplace accident or illness to your organization depends on a few different things. Costs depend on how many employees you have, how many incidents you have, the type of work you do and the value of your materials, products or services. For companies that may be experiencing a tough time financially, any losses are serious. Even for a large employer, losing an employee on a job who is skilled in their trade, for even a few days, can have a much larger impact on profits than the actual direct costs might suggest. With smaller businesses this would be magnified because they often have very little buffer when it comes to accidental losses. A serious incident could not just make it difficult to get by, but put them out of business. In fact, according to a recent study, 60 percent of companies experiencing a serious disruption that lasted more than nine days went out of business.
"But Wait, What about My Insurance? Isn't My Business Covered?"
Insurance only covers what is detailed in the policy, and it usually only pays for serious injuries or damage. Workers' compensation does cover all employee injuries, but you will end up paying for the cost of that injury and more-we'll get into that later. Some of the costs that are not covered by insurance include lost time, sick pay, damage or loss of product and materials, lost time and failure to keep schedule, extra wages for overtime and temporary labor, investigation time and expenses, OSHA fines, loss of contracts, legal costs and loss of company reputation, to name a few.
The uninsured costs differ between businesses, the type of work being done, insurance and type injury. No matter how you look at it, though, the uninsured costs are many times greater than the insured costs. If your business is a ship, costs are like an iceberg. Most of the costs are hidden beneath the surface and are not immediately visible, but you feel it when you run into them. Studies have shown that the insurance premium to uninsured cost ratios for the construction industry generally range from 1:9 to 1:41. That means that for every $1 paid in insurance premiums, the company has to pay an additional $9 to $41 themselves for losses arising from incidents. Another way to look at it-uninsurable expenses often run up to as much as 4 times more than the actual costs covered by insurance.
Workers' Compensation Insurance
It may surprise even the financially savvy how much you can save on your insurance by being safe. A poor claims record will affect the amount a company pays in insurance premiums. Depending on the number of incidents a company may have, insurance premiums can increase, and coverage may even be cancelled. Insurance companies set a base rate for a particular industry, and the number of incidents you have directly affects how much you pay as your base rate. This is called an experience modifier. Your workers' compensation insurance premium is determined by this easy formula:
Payroll x Workers' Compensation Rate x Experience Modifier
Workers' compensation rates reflect the average claim cost per $100 of payroll. Workers' compensation rates can take a huge chunk out of your profits if you are not safe. The average worker's compensation rate for construction is 7 to 8 percent of your payroll, but can be lower for executives, around 2 percent, or 25 percent for more high risk activities. According to the U.S. Census Bureau, construction claims comprise around 21 percent of the total claims for all industries. This is quite a large number considering that only 5.7 percent of the U.S. workforce is in the construction industry.
An experience modifier of 1.0 means your company's workers' compensation claims experience is no better or worse than your industry. If you have a lower experience modifier, you pay less.
For example, if your business had a 1.47 experience modifier because of increased incidents and injuries and paid $85,958 in premiums, but reorganized, got serious about safety, and got down to a .82 experience modifier, your business would only be paying $47,950. That is almost a $40,000 savings. That $40,000 with a 9 percent profit margin equates to approximately $445,000 in new business each year!
There are other savings to be had. Many businesses find that by improving workplace safety and health standards, their investments are repaid by improved productivity and efficiency, less employee absence, good company reputation, less turnover and improved quality of work. Tackling the causes of incidents and injuries is not unnecessary overhead, but an investment in your business. An investment in an effective health and safety program is as valuable as any other for your company. The American Society of Safety Engineers found in a recent study that for every dollar spent on a quality safety and health program, businesses saved $8. That's a healthy return on investment.
An investment into an effective safety and health program for your business is just that, an investment. Not only is it unethical to risk an employee's health or safety to save money and cut costs, but in reality, it does just the opposite. It creates unnecessary risks, costs and headaches. A safe company with limited incidents and injuries will not only have an increased profit margin, but will be more appealing to potential clients and good employees. Successful businesses plan for the future, for growth and for potential risks. Safety should play a key role in your strategy and is the reason long-term successful businesses invest so much into their safety and health programs, because as I am sure some of you know, gambling isn't a good long term, or short term investment. Play it safe with safety. You may skimp by for a while, but the house always wins.

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If you are not motivated to have an effective safety program by either OSHA, the threat of fines or care for your employees, one thing that will motivate you is the actual cost of a workplace injury to your business.