Customer Story
Insurance
"One of the benefits of the Risk Management Center is its flexibility. It provides different solutions for different pain points, all managed inside the same system."
Client Profile
Family-owned Business Delivers Strategic Risk Management Services
Hylant is the 11th-largest privately held insurance brokerage in the U.S. Headquartered in Toledo, Ohio, the company offers risk services for businesses across virtually all industries. The 86-year-old family-owned business will soon welcome the first fourth-generation family member to its C-suite.
Challenge
Finding the Ideal Risk Management Software Solution for Clients
Industry veteran Sean Majewski, Risk Advisor at Hylant, had used risk management software in the past. When he joined Hylant, he recognized the opportunity for the company to offer a risk management solution their clients could use within their businesses.
To be successful, he knew he needed a highly integrated solution with broad functionality and flexibility.
“I was using multiple vendors to cover my risk management needs.”
“I was getting safety policies from one system and training from another,” said Majewski. “Some aspects I got from an insurance carrier, some from SDS Online. I understood the frustration about lack of one place to log in and track a cohesive program.”
Majewski also knew he wanted something more strategic than just basic reporting on his clients’ activities inside the system.
“Reporting that merely shows when clients log on and off isn’t that helpful,” Majewski said. “We’re strengthening our relationship by being able to respond to their specific needs and helping them improve their safety culture and programs.”
Solution
An All-inclusive Platform with Deep Insight into Client Engagement
In late 2019, Hylant looked to KPA Software to fit the bill as an outsourceable risk management solution, deploying KPA’s Risk Management Center functionality.
“The Risk Management Center adds a whole new dimension in terms of engagement,” Majewski said. “We can use the dashboard to see which tracks a client is using. This allows us to meet them where they are to ask, ‘How can I help you with this specific aspect of your risk profile?’ It creates a whole new conversation.”
This discussion helps Hylant’s sales executives guide their clients to adopt more of the software’s potential.
“The training track is by far what most of the clients use. They see value immediately, and it’s easy for them to deploy.”
“Then once they are hands-on in the software, you can build an audit track or behavior-based safety track, for example, to get them engaged in more of our services and improve their risk profile,” said Majewski.
“As we look at a client’s strategic action plan and what’s driving their losses,” he continued, “the software creates a plug-and-play system that simplifies the process of covering all of their bases.”
Result
Saving Time and Resources for Hylant and Its Clients
Hylant has invested in having a Risk Management Center expert on staff at each location to help clients identify and implement all the ways the tool could be helpful.
“KPA has the agility to be timely. Take the New York HERO Act as just one example: All the checklists and decision trees that came out of that mandate lived right inside the system, available in multiple languages. This was super helpful to our clients.”
Majewski also lauded the ability to provide specific data to an underwriter. “Now, the answer is not that a client has done an audit; it’s that they’re scoring an average of 86% on their audit. Now, we have factual data that’s meaningful.”
Another benefit for Majewski is his own time savings.
“I’m saving tons of time myself by not having to do a bunch of research to find a policy or procedure or to search out a training.”
“We set up the client in the Risk Management Center, help them prioritize their training plan, and it’s all included,” Majewski said.
But the ultimate value of the software, Majewski stated, is in helping make his clients’ lives easier.
“The bottom line to me is, ‘Can I give that safety or HR person who is wearing five different hats some hours back in their day to focus on other aspects of their job?’ That, to me, is the real win.”
