For some businesses, the relationship with their insurance company is so strained, they hope they never have to file a claim. That is not the case with Capital Fitness (XSport Fitness), which is insured by The Cincinnati Insurance Company. Here, Dennis J. Pierro of XSport Fitness, shares why he considers working with The Cincinnati Insurance Company to be a true partnership, and the benefits of the relationship.
CS: How were you introduced to The Cincinnati Insurance Company, and why did you decide to partner with them?
DP: Several years ago we were not being represented aggressively by our then carrier. We found their approach to claim and risk management to be inattentive to a fast-growing company such as ours. I investigated several insurance companies that provided coverages and risk management expertise for the health and fitness industry, and Cincinnati Insurance was one of those companies. I then discovered a new agency, to us, that had a growing and solid relationship with Cincinnati Insurance. After the usual vetting, they approached Cincinnati Insurance to underwrite the business. In underwriting us, Cincinnati Insurance performed a very similar vetting process upon us. I spent long conversations with Cincinnati Insurance’s people; at first thinking they were being rather intrusive. Then I realized they were actually doing what an insurance company should do: learn our business operations and growth direction and that’s very impressive. We went with Cincinnati Insurance because of that and because they offer coverages that meet those matters.
CS: How has The Cincinnati Insurance Company educated you on risk management/liability? What have you learned?
DP: Service after the sale is what keeps anybody going back to the provider. Cincinnati Insurance’s commitment to providing education and supportive risk management expertise was understated. They have substantively surpassed our expectations. When I get calls from our director of facilities and area directors, unsolicited, that an insurance company’s recommendations and insight are helpful and professionally relayed attests to their taking us on as a team member, not an opponent. I doubt other vice presidents in my position hear those comments, unless of course they are with Cincinnati Insurance. What have we learned? “A lot” is my intelligent response.
CS: What are the benefits to your members/business as a result of this partnership?
DP: Cincinnati Insurance’s team of inspectors, and their claims and management people. That may sound a bit like old-fashioned flattery, but it is a fact. These individuals really care about doing a good job and providing us with industry best practices for our program. They, along with our director of insurance and risk management, have really gotten ahead of inherent exposures and better yet, have gotten our field managers into the program.
CS: Have you been pleasantly surprised by working with The Cincinnati Insurance Company in any way?
DP: Yes. Because in many years of working with carriers, I have not had the professionalism reach up and down an organization remotely comparable to Cincinnati Insurance.
CS: What else can you tell other club owners about the benefits of working with The Cincinnati Insurance Company?
DP: Let me say that the overall relationship is excellent. We do not always agree, but we do come to a compromise that we both prosper with.
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Rachel Zabonick-Chonko is the editor-in-chief of Club Solutions Magazine. She can be reached at rachel@peakemedia.com.
