In It Together: How PLM Representatives Provide Relationship Value

By Natalie Griffith, Business Development Consultant and Mike Zdrojewski, Loss Control Consultant

For lumber and building materials (LBM) businesses, the value of an insurance relationship occurs well before a claim does. PLM insureds have direct access to both business development representatives (BDRs) and loss control professionals who can help them address coverage questions, potential hazards and strengthen their operations. Understanding these distinct roles, and when to call on them, helps insureds get more from their insurance relationship.

Business Development Representatives

PLM’s BDRs serve as relationship builders and coverage experts for our insureds. Through consistent email communications and annual site visits, BDRs regularly discuss insurance specifics and ensure PLM understands how their LBM business is evolving.

Many BDR conversations go beyond an insured’s policy. During site visits, BDRs will walk through an LBM operation and make suggestions to improve safety and the insurability of a business from improper storage issues to aging breakroom appliances that pose additional risks. BDRs also work to understand an insured’s operations firsthand and help identify questions or concerns that aid PLM’s loss control team in their endeavors.

The relationship with a PLM BDR does not start and finish at renewals. Insureds are welcome and encouraged to reach out to their BDR with any questions, concerns or adjustments needed around their policies.

Loss Control Representatives

PLM’s loss control department takes a more thorough dive into the safety, risk management and accident prevention aspects of LBM insureds. During a visit, loss control representatives will survey an LBM business’s operations and safety programs for opportunities to improve loss prevention and ensure compliance with agencies such as the National Fire Protection Association (NFPA), Occupational Safety and Health Administration (OSHA), local governments and more.

The role of a loss control representative is not to identify problems and leave LBM dealers to deal with it themselves. They work with insureds directly to understand the full breadth and scope of their operations, recognize what they are doing well and develop actionable solutions when improvements are needed. PLM can share fleet safety program templates, resources related to hot work, safety practices and more to help improve operations.

Loss control representatives can also provide more specialized services such as infrared thermography surveys of electrical systems, assistance with telematics systems data and more. Just like BDRs, loss control representatives are a consistent resource for PLM insureds. They can reach out with questions around safety and accident prevention.

In It Together

As a mutual insurance company, PLM is invested in the long-term success of our insureds’ businesses. When our BDRs and loss control representatives strengthen an insured’s coverage, prevents a major accident or equipment breakdown, everyone benefits. PLM’s BDRs and loss control teams serve as both partners and problem solvers who truly understand the LBM industry.