Join Brandon Schuh and Nick Hartmann on RiskCellar where they uncork the latest insurance headlines with a dash of sophistication and a sip of wine. From industry trends to policy updates, we blend insurance insights seamlessly with the nuanced flavors of different wines. Tune in for a captivating podcast that elevates your insurance knowledge while indulging your palate in the world of fine wines. Get ready to unwind, sip, and stay informed in a delightful fusion of insurance and oenophilic exploration.
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Optimized for EBITDA, Not Clients: What Brokerage Consolidation Gets Wrong with Dean Hildebrandt
Monday, December 22, 2025 • Duration 55:15
Brandon Schuh sits down with Dean Hildebrandt, President and CEO of Assurex Global, to explore how mega-broker consolidation is reshaping the insurance brokerage landscape. As consolidation accelerates in 2025, with mega-brokers absorbing smaller firms through billion-dollar acquisitions, including Willis Towers Watson's $1.3 billion purchase of Newfront and Baldwin Group's $1 billion acquisition of CAC Group, the conversation reveals how private equity is driving transactions that, while profitable for financial sponsors, leave clients, carriers, and employees bearing the costs. Dean brings two decades of expertise from his leadership at Associated Benefits and Risk Consulting and his pivotal role at Ahmann-Martin before joining Assurex.
Dean challenges the prevailing narrative around these mega-deals, arguing that the real winners aren't clients or carriers but private equity firms extracting value through EBITDA portfolio plays. Throughout the episode, he details how consolidation is accelerating talent acquisitions and market share gains for independent, regionally-focused brokers like those in the Assurex network, firms that prioritize relationships, client service, and stability over spreadsheet metrics. The discussion also highlights Assurex's structural innovation: the launch of AG London, a first-of-its-kind London wholesale broker owned by 30 Assurex firms that operates under perpetual independence and cannot be acquired or sold.
As the industry looks ahead to 2026-2027, Dean and Brandon examine how technology and AI will reshape brokerage operations while emphasizing that true competitive advantage lies in understanding the full value chain. The episode underscores a fundamental tension in modern insurance. Whether consolidation will create better client outcomes or simply enrich financial sponsors while destabilizing the very firms and relationships that hold the industry together. For independent brokers navigating this landscape, the conversation offers both cautionary lessons and a compelling vision of an alternative future.
Chapters
02:30 – Wine recommendations and AI tool comparisons
07:00 – Introduction to Dean Hildebrandt and his background
10:00 – Dean's entry into brokerage and early career with Ahmann-Martin
14:00 – Overview of 2025 consolidation trends and mega-broker activity
16:30 – Willis Towers Watson acquires Newfront for $1.3 billion
19:00 – Baldwin Group purchases CAC Group for $1 billion
22:00 – Private equity's role in driving M&A transactions
26:00 – How consolidation impacts clients, carriers, and employees
31:00 – The absence of client perspective in private equity discussions
35:00 – Deal sizing and EBITDA economics in mega-acquisitions
39:00 – Why independent brokers are thriving amid consolidation
42:00 – Introduction to Howden's US market entry strategy
46:00 – Assurex's strategic response: AG London launch and structure
51:00 – Dean's journey to Assurex Global leadership
54:00 – Technology, AI, and automation in brokerage operations
58:00 – How carriers are adapting to industry transformation
61:00 – Conclusion and future outlook for independent brokerage
Founded in 1954, Assurex Global is the world's largest privately held commercial insurance, risk management, and employee benefits brokerage group, combining local expertise with global reach across more than 600 partner office
Baldwin Goes Big, Lloyd’s Goes Investigative: The Drama Behind the Headlines
Monday, December 8, 2025 • Duration 39:08
RiskCellar is back with episode 70, marking a major milestone for hosts Brandon Schuh and Nick Hartmann as they dive into the most pressing insurance broker consolidation trends shaping 2025. The episode kicks off with major industry news on the Baldwin and CAC merger, a billion-dollar deal that reflects ongoing consolidation in the insurance brokerage space. While the acquisition comes in smaller than recent mega-deals, the merger creates what Baldwin calls the largest majority colleague-owned publicly traded insurance broker, signaling continued market consolidation and M&A activity that benefits independent brokers.
The hosts explore critical developments in insurance technology and autonomous vehicle safety, including Tesla's recent sensor and camera upgrades designed to improve their self-driving system performance in challenging conditions. The conversation reveals how insurance industry players are monitoring autonomous vehicle advancements, telematics driver monitoring programs, and commercial auto liability trends, including the growing use of cameras and driver scoring to reduce claims. They also discuss the implications of unlimited liability insurance in the UK market and significant pricing differences in Canadian insurance, where casualty risk pricing can be 40% lower than US market rates.
A major highlight involves the Rad Power bike battery recall and CPSC safety concerns, where the federal agency issued a unilateral opinion declaring all RAD batteries defective without conducting independent testing. The hosts debate the fairness of this regulatory action, noting that Rad Power faces potential bankruptcy from a million-unit recall despite only 31 documented incidents causing $750,000 in cumulative damage. The episode also covers Lloyd's of London CEO John Neal's resignation following an inappropriate workplace relationship scandal, insurance industry news on Ryan Specialty's new public sector MGU launch, Howden's aggressive hiring expansion, and a playful segment on insurance truths and lies featuring alien abduction coverage.
Tesla's autonomous vehicle technology still lacks adequate camera systems compared to competitors like Waymo, delaying full self-driving capability
Pedals, Policies & Pricey Protectionism with Sean Flood of Ride Today
Monday, February 10, 2025 • Duration 47:32
In this fascinating discussion with Sean Flood from Ride Today we chat about his journey in the ever-evolving world of mobility, from his early days in electric rideshare to his current ventures in Ireland. It's always interesting to hear how entrepreneurs navigate the ups and downs of an industry, especially one as dynamic as micro mobility. Sean's insights on hardware sales and subscription models really highlight the innovative spirit driving the sector forward.
One of the key themes we explore is the impact of tariffs on the mobility industry. Sean brings a grounded perspective, emphasizing how tariffs can drive inflation and affect pricing. It's not just about the political side of things; it's about the real-world consequences for businesses and consumers. We also delve into the evolution of micro mobility, from the early days of scooter dumping to a more strategic and community-integrated approach. It seems like the industry is finally finding its footing, with less public resistance and more focus on sustainable growth.
Looking ahead, we get into the exciting possibilities of robotics and even personal aerial transportation. It's wild to think about the future of mobility extending beyond traditional vehicles to include delivery bots and maybe even personal bubble devices. Sean's vision really paints a picture of how innovation and technology could transform the way we move goods and services. It's clear that the definition of mobility is expanding, and the potential for growth is immense.
Takeaways
* Ascend automates premium financing and collections.
* Sean Flood has a long history in micro mobility.
* The move to Ireland was prompted by a family decision.
* New ventures in mobility focus on hardware sales and subscriptions.
* Tariffs can drive inflation and impact pricing in the mobility sector.
* Micro mobility is evolving with less public resistance.
The Deep End: AI Threats, Cyber Breaches & CEO Safety
Friday, January 31, 2025 • Duration 47:06
In the latest episode of Risk Seller, hosts Brandon and Nick emphasize the **growing necessity for private security** in light of alarming incidents, notably the assassination of United Healthcare CEO Brian Thompson. This tragic event has triggered a reevaluation of security protocols for executives, highlighting that many high-profile leaders often travel without adequate protection. The discussion reveals that while some executives may decline security details, this decision can lead to significant risks, underscoring the need for companies to prioritize protective measures amidst rising threats from both physical and cyber domains.
The conversation also delves into the **MGM data breach settlement**, where the company agreed to pay $45 million following two major cyberattacks that compromised sensitive information of approximately 37 million customers. This case illustrates the broader implications of cybersecurity in corporate governance, as companies face increasing pressure to safeguard data and respond effectively to breaches. The hosts discuss how such incidents can lead to heightened awareness and knee-jerk reactions regarding security investments, particularly during economic downturns when budgets for these measures are often slashed.
Additionally, the episode introduces innovative solutions like the **Shadow app**, designed to connect consumers with security providers efficiently. This reflects a trend towards leveraging technology to enhance safety measures in a rapidly evolving landscape where social engineering and human factors significantly contribute to security vulnerabilities. The hosts argue that understanding these dynamics is crucial for preventing future tragedies and ensuring that safety and security are recognized as essential investments rather than mere costs.
Takeaways
Ascend automates financial operations for insurance professionals.
Private security is a growing concern for companies.
Protectees can decline security details.
The 'deadly diamond' concept shows security gaps.
Knee-jerk reactions to tragedies often increase security measures.
Public events require heightened security awareness.
AI and cybersecurity are linked issues.
Understanding security planning's unknowns is key.
Social engineering risks use personal data from social media.
Human error, negligence, and fraud drive security breaches.
A security detail can prevent tragic events.
The app is in beta, testing in multiple markets.
Building a security marketplace is crucial for safety.
Fraud cases highlight vulnerabilities, sometimes humorously.
This conversation stresses the need for security innovations.
TikTok, Trump, and Taxi Turmoil
Monday, January 27, 2025 • Duration 37:22
We explore the intricate dynamics of risks, policies, and politics. We kick off with a candid conversation about the burdens of managing billing and payments in the brokerage industry, and the innovative solutions that are streamlining these processes. Our discussion then takes a lively turn as we unpack recent political events, including observations from a high-profile inauguration and the behavior of prominent figures such as Mark Zuckerberg. We explore broader political themes, touching on the energy crisis and its impact on prices, and the pressing need for political leaders to transition from perpetual campaigning to effective governance. Additionally, we examine the implications of recent presidential pardons, contemplating their motivations and potential effects on national unity.
Shifting our focus to industry trends and global expansion, we analyze the dynamic landscape of the insurance and brokerage sectors. Discover how private equity-backed brokers are dominating acquisition deals, especially in acquiring smaller, regional agencies, despite a decline in large-scale acquisition activity. We explore the latest trends in reinsurance, with a noted decrease in property catastrophe rates and the continued growth of insurance-linked securities. The conversation also covers the shift of business from admitted to non-admitted markets, particularly in California and Texas, and the plateau in rate growth despite high submissions. We touch on securities class actions and their potential impact on Directors and Officers (D&O) pricing, while also considering the potential for global brokers like Howden to expand into the US market.
In our final chapter, we tackle privacy concerns in consumer data and home safety. We highlight the unique quirks of flying Southwest Airlines and transition to the New York taxi insurance market, noting the recent bankruptcy of ATIC and Governor Kathy Hochul's legislative response. Our skepticism about the effectiveness of these efforts leads to a discussion on the potential for legal action by taxi drivers with unpaid claims. We also address a GM settlement over improper use of geolocation data, sharing personal experiences with Carfax and its impact on vehicle trade-in values. To wrap things up on a lighter note, we share our change of heart about Dry January and indulge in our choice of wine for the evening, Mayoma, before concluding with a humorous reflection on life expectancy and aging.
Helicopter Cars and Insurance Scars: What the Future Holds
Season 1 · Episode 34
Monday, January 20, 2025 • Duration 42:30
In this exciting episode of "Holiday Mishaps, Futuristic Tech, and Fires: A Rollercoaster Podcast Adventure," we dive headfirst into a whirlwind of experiences, from the chaos of holiday mishaps to the awe-inspiring innovations showcased at the Consumer Electronics Show. This episode is packed with humor, insights, and intriguing discussions that promise to keep you engaged from start to finish.
Unexpected Holiday Adventures
We've all experienced holiday chaos, but this episode kicks off with tales of unexpected winter woes that disrupted festive plans. The hosts share personal anecdotes of canceled parties and illness, painting a vivid picture of the unpredictability that often accompanies the holiday season. These relatable stories set the stage for a lively conversation about the rollercoaster ride of emotions that define holiday gatherings.
Futuristic Tech Wonders
The conversation takes a futuristic turn as the hosts recount their visit to the Consumer Electronics Show. From AI-driven pool cleaners to X-Peng's revolutionary electric vehicle that transforms into a collapsible helicopter, the tech marvels on display are nothing short of extraordinary. The excitement is palpable as they explore the future of transportation and the endless possibilities that innovation brings to our lives.
Sobering Reality of Wildfires
Shifting gears, the podcast delves into the sobering reality of the LA wildfires. The hosts discuss the extensive destruction, and the resilience of communities determined to rebuild. They examine the complexities of insuring high-value homes in fire-prone areas, highlighting the challenges faced by homeowners and the insurance industry alike. Through these discussions, the episode underscores the delicate balance between nature's unpredictability and human resilience.
Driven to Insure: Who’s Really in the Driver’s Seat? Guest Bryan Falchuk
Monday, December 16, 2024 • Duration 44:09
Join us for an insightful conversation with Brian Falchuk, a revered figure in the P&C insurance industry, as he unpacks the intricate relationship between insurance and technology. With 25 years of experience to his name, Brian shares his perspective on the transformative power of telematics and the slow-burning evolution towards autonomous vehicles. As we navigate through these topics, Brian offers a captivating look at the industry's future, providing a compelling argument that the most significant changes may be on the horizon in the 2040s. This episode is a must-listen for anyone keen on understanding the dynamic shifts in auto insurance and the burgeoning role of technology.
Our discussion also takes a turn towards the automotive industry's transitioning strategies, especially how car manufacturers are rewriting the rulebook with subscription models and data-driven services. We explore the tug-of-war between insurers and original equipment manufacturers, contemplating a future where automakers might have more control over the insurance process itself. Drawing parallels with the music industry's subscription pivot, this episode encourages listeners to reconsider traditional notions of car ownership and what this means for consumer loyalty in a tech-driven world.
In a fascinating segment, we dissect the unique challenges Tesla faces in establishing a viable insurance model against the backdrop of high repair costs and a narrow product range. We also dive into topics like the implications of Arthur J. Gallagher's hefty acquisition of Assured Partners and the networking potential of platforms like LinkedIn for industry professionals. With a mix of humor and insightful commentary, we even touch on the excitement surrounding the United Healthcare case and our upcoming trip to the Consumer Electronics Show. This episode promises a rich blend of industry insights and engaging storytelling, perfectly punctuated with a light-hearted holiday cheer.
Timestamps
02:27 - Deliriously tired since 2 AM: A day in the life of Brian Falchuk
The Cowboy Coder: From Ranch Life to AI Innovator
Monday, December 9, 2024 • Duration 01:04:28
Join us as we welcome our special guest, Lucas Urbisciaga from Argentina, to explore the fascinating world of premium financing and the standout services offered by our partner, Ascend. Lucas provides insights into how Ascend differentiates itself within the industry by delivering competitive rates and offering seamless digital access for both brokers and clients. Our discussion also takes a flavorful turn as we savor the rich taste of Argentinian wine, specifically Zuccardi from the Uco Valley in Mendoza, which Lucas recommends as one of Argentina's finest offerings. Together, we blend the complexities of finance with the cultural richness of wine, creating a unique experience for our listeners.
In our conversation, we explore a variety of topics, including the climate that makes Argentina's wine-growing regions, like Mendoza, comparable to California's, as well as the nuances of a 2019 Malbec. We also contrast different weather experiences between warm climates and the chill of Minneapolis. Reflecting on personal experiences, we share fond memories of living in Boston, its historic charm, walkable streets, and delightful Italian food scene, highlighting favorite spots like Mike's Pastry in the North End. These personal anecdotes tie back to our connections to Argentina and our work at Praxis, offering listeners a rich blend of experiences and shared interests.
As we transition into the realm of entrepreneurship and innovation, we chart the journey of creating AI-driven solutions for the insurance industry. We explore the founders' shared history at Harvard and their drive to tackle mundane industry tasks with technology, highlighting the role of Y Combinator in nurturing their ambitions. Listen in as we discuss the potential of AI to revolutionize the insurance sector, from streamlining operations to addressing concerns like data aggregation and analysis. We also touch on economic challenges in Argentina and their implications for the insurance industry, all while examining the irreplaceable value of human brokers amidst advancing technology.
Timestamps
00:00 - Guest Lucas introduces Argentinian wine and its connection to his heritage.
Risk & Rumble: Tyson vs. Paul, Battery Fires, Tariffs and more
Season 1 · Episode 31
Thursday, November 21, 2024 • Duration 44:50
Ever wondered what happens when technology, humor, and serious industry shifts collide? In this episode, we dive into everything from the peculiarities of streaming a Mike Tyson fight to the quirks of interacting with smart assistants like Alexa. Along the way, we reflect on Tyson’s performance, financial wins, and how even scripted events can spark deeper conversations about resilience and entertainment.
Our exploration of politics takes a sharp yet humorous turn, touching on figures like Matt Gaetz and Mitch McConnell, their controversies, and the credibility of media narratives. From RFK Jr.'s potential health initiatives to the unpredictable political appointments of Fox News personalities, the discussion offers a lighthearted but insightful take on leadership and decision-making.
Fans of AI and wine alike will enjoy a discussion inspired by Lex Friedman’s podcast featuring Dario Amodi of Anthropic, where the evolution of AI meets the quirks of building "relationships" with ChatGPT. This tech talk is paired with a surprisingly affordable organic wine recommendation—courtesy of our favorite AI tool.
We also address more serious topics, including the decline of downtown Minneapolis as remote work reshapes urban landscapes, and the challenges faced by the Florida insurance market. Rounding out the episode, we cover Marsh’s acquisitions, laugh at outlandish insurance fraud stories, and unpack the safety concerns behind a major bed rail recall.
Timestamps
00:00 - The Rise of Ascend: Simplifying Insurance Billing for Everyone
01:34 - Golf Tournament Insights: The Value of Premium Finance
03:02 - Humor Meets AI: The Future of Talking to Machines
06:34 - Micromobility America: Battery Fires and Tariff Talk
10:18 - Tariffs and China: Can the U.S. Manufacturing Sector Compete?
Trump's Second Act: Business impacts from Trump Trade
Monday, November 11, 2024 • Duration 33:09
We explore the aftermath of a significant political event, referred to as a "big red wave," and its varied impacts on listeners and participants alike. We share personal anecdotes about how we spent election night, with one of us enjoying pulled pork and tequila, while the other experienced a David Sedaris reading. The stock market's reaction to the political changes is analyzed, noting a rally with specific movements in crypto and energy stocks. We consider the potential economic strategies that might be employed, such as tax subsidies for American manufacturing, and discuss Elon Musk's strategic positioning with the new administration. Additionally, there's mention of a missed opportunity for Kamala Harris to engage in a Joe Rogan interview, adding to the political discourse.
We also take a look at the intersection of political and economic challenges, starting with reflections on a recent concession speech and the broader implications for both major U.S. political parties. We explore the pressing issue of the eroding middle class, emphasizing the critical role of government intervention in reversing this trend. Shifting gears, we address the surprising rise in vehicle interest rates and the skyrocketing costs of SUVs, which reflect broader economic disparities. Housing affordability becomes a focal point, as we compare historical and current income-to-house price ratios, highlighting the growing financial strain on everyday Americans. The discussion touches on corporate influence in real estate, with entities like BlackRock affecting the housing market. Finally, we consider the implications of these trends on personal projects and hint at upcoming discussions on insurance news.
And finally, we cover a wide range of topics sparked by a thought-provoking article on the implications of Trump's hypothetical second administration on business. We speculate on Elon Musk's potential role, drawing comparisons to fictional villains and office efficiency consultants, while considering the impact of integrating such a wealthy individual into government. Cryptocurrency's volatility and its association with criminal activities are highlighted, humorously juxtaposed with Trump's notorious branding. We examine Trump's energy policies, especially the contrast between his ties to traditional energy and Musk's carbon-free advocacy. Additionally, we discuss the practicalities of owning electric vehicles, such as the convenience of not needing to refuel at gas stations, despite challenges like power outages in Texas. A playful anecdote about charging an electric vehicle with a gas generator rounds off the discussion.
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Telematics and driver monitoring are becoming essential risk management tools for commercial auto liability, despite employee privacy concerns
CPSC regulatory actions can devastate companies without scientific testing, raising questions about fairness and due process in product safety decisions
International insurance markets show dramatic pricing variations, with Canadian and UK markets offering
Amidst the serious discussions, the hosts inject humor and lightheartedness, exploring topics like airport preferences and the role of AI in the insurance industry. They speculate on TikTok's future, imagining a possible Elon Musk twist, and engage in playful banter about the hypothetical scenarios of a Musk-Zuckerberg showdown. These moments of laughter provide a refreshing contrast to the episode's more serious themes.
Time Stamps
00:01 - Kicking off with humorous holiday mishaps, including winter colds and Texas weather disrupting festive plans.
08:02 - Introduction to a sober January, featuring the enjoyment of Olipop, a prebiotic beverage.
08:30 - A deep dive into the LA wildfires, discussing the scale of destruction and community resilience.
11:50 - Challenges in insuring high-value homes in fire-prone areas, highlighting coverage gaps and regulatory considerations.
24:04 - Lively discussions on favorite airports and AI's role in the insurance industry, touching on misconceptions and innovations.
30:00 - Speculation about a potential TikTok sale, with Elon Musk as a possible buyer, and humorous banter on the implications.
32:30 - Light-hearted debate on a hypothetical fight between Elon Musk and Mark Zuckerberg.
34:50 - Exploring alternative buyers for TikTok, including Kevin O'Leary and Oprah, while questioning the platform's retail value.
41:54 - Exciting announcement of Sandra's stand-up comedy tour and a potential change of scenery for future podcast recordings.
42:30 - Fun banter about smoke detector batteries and welcoming the new year, 2025, with camaraderie and joy.
