Building Premium Partnerships in Heavy Transport Insurance

It could be easy to think of an insurance broker as someone who just finds the best price. But what shines through after talking to leading brokers is they are really business advisors linking the right people and knowledge together. 

“Not Just a Middleman”

Eamon O’Connor, founding Director of O’Connor Warren Insurance Brokers says: “It’s about getting the best outcomes for the client” and his mantra of “there’s always something else” plays intentionally into ā client centric way of operating. Based in Tauranga, O’Connor has built his firm out of deep experience in the heavy transport sector and his client focused way of doing business It’s bringing recognition from his peers too. O’Connor Warren Insurance Brokers, has been named Insurance Business’ No. 1 Elite Broker of 2025, topping the list of high performing insurance professionals across Australia and New Zealand.

Tailored advice and strategic cover

With the right broker in place, that’s job done... Right?

“The insurance placement of a transport operation can be multifaceted – with linehaul, logging and metro all have different underwriting considerations. Transport and Logistics operations are generally more complex because they can have many layers of risk,”

says Eamon.

New technology now provides operators with indispensable tools that take risk management to new levels. There are long-running programmes where insurers will fund tech and training into a clients

business.  The NZI Fleet Fit initiative is a long running and well known example.  The goal is to prevent the accident before it happens.  By assisting in the safety performance of their customers fleets, brokers are able to deliver real time risk management tools and insurers know that fleets are being proactive to address common risks like fatigue.

Eamon describes this as one of the additional touch points that transport brokers should be looking for.

“Are they [transport operators] using risk management tools? Do they

have good risk management processes? How does that reflect in their claims history data?

“Claims history data shouldn’t be the only consideration for underwriters. Being able to articulate the quality and being able to attach that to a projection of payouts in claims in a reasonable insurance year is a really important thing,” Eamon says.

This kind of data is what underwriters look for in submissions. It tells the story of the business and not only provides piece of mind for the operator but gives the underwriter the full picture to assess. Eamon describes it as “controlling your risk profile.”

Thinking of your broker as a trusted business advisor is something emphasised by all the brokers we spoke to.

Eamon advises; “make sure you really understand your contracts and have a conservative cost model. Ensuring you sign solid working contracts, or at a minimum obtaining a commitment letter confirming the volumes, rates and length of work is crucial to the success and longevity of any transport business.”

The operator’s view: “They know how we tick”

From the operator side, Graham Redington, Managing Director of Northchill Group, sees his broker relationship as a key part of his company’s risk strategy.  He operates a mixed fleet across New Zealand with varied range of contracts – from chilled and frozen food transportation to concert and event equipment transportation. Redington says he’s seen people try to do it on the cheap.

“Our concert business is on declared liability, you can’t just have carrier’s liability insurance at $2,000 because it doesn’t work. There’s no such thing as cheap insurance. Anyone with half a brain in business has good insurance.”

Graham says he’s known of operators who were under-insured and its always “bitten them in the arse big time. You just can’t be that person.”

“A lot of customers want to see cover notes for insurance and they want to see public liability and declared value insurance. Then there’s no arguments. It keeps things simple and most importantly keeps things moving.”

Graham says programmes like NZI’s Fleet Risk really support the business and even financially assist with things like Guardian camera installation, which he describes as “the ambulance at the top of the cliff.”

But for Redington, the value isn’t just about handling the worst-case scenario. He talks about switching to his current broker because they are customer focused, industry centric and will go that extra mile while managing the needs of the business.

“I’ll never change from Eamon O’ Connor at O’ Connor Warren.

He’s 100% behind you.”

The insurer’s perspective

A business partnership is exactly what insurers like NZI are looking for. “NZI is a significant insurer in the commercial transport world,” says Garry Taylor, Executive General Manager Business at NZI.

“We engage with our valued customers via our partnerships with professional insurance brokers.”

Taylor says brokers play a vital role in helping both client and insurer achieve the right outcomes.

“A good insurance broker will understand the key drivers in your industry and take time to understand your unique risk exposures,” he says.

“If they only ever discuss price, they are unlikely to be serving you well. Your broker should also be able to articulate what each insurer offers in terms of added value.  “With NZI, that includes access to a dedicated team of fleet risk managers who can help you to access our FleetFit offerings around fatigue management, use of GPS data, driver coaching and training, and overall guidance on building a strong safety culture.”

Difference makers

Unfortunately the real world will throw tragedy and accidents at even the most responsible and conscientious operator. They can be as minor as overlooked admin or major such as a serious accident. Having a good broker in your corner can be the crucial difference when there is a serious issue.

As featured in Insurance Business Magazine August 2025 edition