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Assistant Vice President
DeWitt Stern, New York

There's Plenty to This Broker Mary

Despite her young age, 33, DeWitt Stern's Mary Pontillo gets rave reviews from many quarters. "Mary is personable, friendly and upbeat," said Ed DeLuca, director of D.C. Moore Gallery in New York. "She understands the nuances of the art business, knowing that each gallery has its own personality. She anticipates questions, and if there is a question that needs answering she will get back quickly. She explains insurance very clearly. Mary is always direct and honest. She always stays in touch with us, handling our full insurance needs and getting us the best prices. She makes sure we're not being overcharged."

The director of another New York gallery noted: "She really knows the business. We had some issues with her agency and she and a senior executive was supposed to come with Mary to our gallery. But he didn't show and my boss was angry. But Mary came in and had all of our business was well in order. My boss is good at peppering questions and Mary had answers to every question. She covered the gray areas in 30 minutes. In two or three days she won my boss over.

"Also, when our policy came up for renewal," this director said, "Mary got us better coverage at lower premiums."

In the past year, to learn more about her craft, she traveled to Reno, Nev., to volunteer at the largest Western Art auction in the world.

Assistant Vice President
Aon, Houston

Broker Delivers Museum-Quality Service

Adrienne Reid is known for her in-depth knowledge of museums as well as her skills at risk management.

"She's very knowledgeable and level-headed," said the registrar at one of the country's most prestigious museums. "She's a very good advocate for museums, but I appreciate that she plays things straight down the middle. It helps that she is so appreciated by the markets. We haven't had any losses and Adrienne has translated that into greater coverage at lower costs. She understands the big picture of underwriting."

Last year, as a Leonardo da Vinci artwork was in mid-flight over the Atlantic, Adrienne received a call from her museum client. The Italian lender made a last-minute demand for war on land coverage for the piece. War is almost always excluded on museum policies. Generally borrowing and lending institutions understand that this coverage is not available. Within 24 hours Reid was able to provide her client with a very competitive war-on-land quote from Lloyd's of London to cover the artwork effective immediately.

Her client immediately bound coverage to the satisfaction of the lender before the art landed on U.S. soil. This allowed her client to retain the crucial da Vinci drawing in its most important exhibition in 2009.

"Adrienne is always looking out for us," observed the director of one of the largest and most well known art museums in the country.

Senior Vice President
Aon, New York

Connecting with a Broker Full of Connections

On-site inspections and a noteworthy personal touch are Jeff Minett's hallmarks.

Take how he handles the Ringling Museum account in Sarasota Bay, Fla. "Jeff went so far that when one of our donors found the 1905 Pullman train that John Ringling personally traveled in and Jeff came to see it," said Francoise Hack, chief registrar at the Ringling Museum of Art. "Our program is so eclectic you have to see it to understand it. And it's a large complex--over 66 acres, with many different things on exhibit.

"Jeff has a great personal touch. He makes you feel like you're his only client. He is charming, friendly and remembers everything."

He also delivers the financial goods. "Keeping rates low in this high-risk area is the greatest thing for us," added Hack. "He has worked carefully with us on our disaster preparedness plan."

Deborah DiGiacomo, manager of the office of insurance at New York University, echoes many of those sentiments. "Jeff does a wonderful job. He is very thorough, very responsive. He knows all the options beneficial to New York University. He's very hands on. No problem is too small for him.

"Whenever I call, he's always there for me," added DiGiacomo. "He's very warm and friendly. He's an excellent communicator." DiGiacomo said Minett expedited a sizable claim for the university.

COO and Director of Finance
Aon, Washington, D.C.

A Broker Always on Call

Diane Jackson, a veteran of the fine arts and specie field, is credited with smoothly orchestrating the integration of Henderson Phillips fine arts group and Huntington T. Block, creating the largest fine arts agency in the country, with 26 employees.

Jackson gets equally high marks for her leadership ability and her deftness in handing individual accounts.

"Diane is breathtakingly available," said one client. "Even on vacations or significant personal occasions she will always take a call. She delivers great results."

One museum official noted that Diane put together an excellent basic program of fine arts coverage, but then really distinguished herself on a couple of touchy special requirements. "She was unbelievable," said a person at the museum. "Nothing escaped her notice. We got coverage for much less than we expected. It was brilliance on her part that did it."

"Nothing is too much for Diane," said Liz Reynolds, chief registrar of the Brooklyn Museum. "She has been a huge help to us. She listens. She may not know an answer immediately but it doesn't take her long to come up with an answer. And when she brings us an answer it's a definitive one."

Reynolds added that Jackson is an excellent communicator. "She uses a language I understand," said Reynolds. "She's mature but energetic. She has become a colleague of ours. She takes a real interest in what we do."

Senior Vice President
Willis, Potomac, Md.

A Broker of a Different Species

Despite Eric Fischer's high standing in the world of fine arts and specie he is remarkably accessible, according to his clients.

"He's always supportive and helpful, no matter how tricky the situation," said a senior registrar at one of the most highly regarded museums in the country. "Though he has risen to a very high standing, he still is very responsive. He works hard to get the best rates for us. He's easy to talk to and very accommodating."

During the past year Fischer, senior vice president with Willis Fine Arts Jewelry and Specie, was instrumental in handling one of the largest fine arts placements ever during the economic downturn--the Philadelphia Museum of Art's "C¿zanne and Beyond" exhibit. As capacity in the marketplace was declining, Eric still was able to place this coverage and under the budget that was proposed. By canvassing the entire marketplace, the placement was completed and the museum was able to mount a very successful exhibition. The exhibit was even extended to meet the demand for it. At the same time, Eric was able to help push underwriters into lowering premiums while maintaining the levels of coverage that his clients need to continue operating.

"He consistently gets the best price for us," noted Nicole Delfino, central registrar at the Minnesota Historical Society in St. Paul. "Eric's knowledge of the museum field is reassuring to us. He is very good at reducing complicated problems into clear language. He's the first person I think of to call on insurance contract matters. He always has the right words."

Senior Vice President
Willis, Potomac, Md.
Category: Fine Arts

The Volunteer

Doing voluntary work seems to be in 44-year-old Eric Fischer's blood.

Last summer, for example, he spent 20 straight Fridays working at the information kiosk at Gettysburg National Park as part of the Willis "Choice" program, designed to reduce the overall corporate salary level. He gave up paid time at work to volunteer.

Fischer was part of the staff working the information kiosk that was the first thing people saw when entering the park. He worked 20 straight Fridays, many in the summer when the park staff was understaffed.

As a museum fine arts broker, Fischer was also able to share his knowledge of museum clients with the NPS rangers and visitors alike--often pointing them to other institutions on their summer travels.

"I told people what they could experience because there are so many options," Fischer said.

Also, Fischer explained, his assistance allowed park rangers to concentrate on specific battle-related information--especially important in summer.

"I just love it," said Fischer, who lives in Gettysburg with his wife and their two young children. ("I commute to our Bethesda office an hour each way, but you get more value all the way around here," Fischer noted).

Having the face-to-face contact at Gettysburg is what Fischer liked the most about the Gettysburg. "It recharges the batteries," he said.

Added Fischer: "I've always loved volunteering. It's very rewarding. I plan to work at Gettysburg again this summer."

--By Steve Yahn

Senior Vice President
Willis, Chicago

For Berlin, the Art Comes Before the Numbers

Sandra Berlin is praised for unfailingly tending to the needs of new and small clients as well as the major clients she serves.

"We were getting very little attention from our previous broker," said Shane Campbell, a Chicago-based gallery owner and collector. "I never felt I was making contact with an individual at that firm. I met with Sandra for lunch and I felt completely at comfortable with her. She was definitely interested in knowing about our business."

Added Campbell, who is going through his second renewal with Berlin, "She certainly goes above and beyond on our behalf. In the past, our policy wasn't that large but that didn't phase her. She seemed to get very excited about what we're doing, which is handling contemporary American artists."

Noted Ken Saunders, a Chicago gallery owner who has worked with Berlin for 15 years: "Sandy has gone the extra mile to build a relationship with us. She made sure she was always on our mailing list, she attended gallery openings and met the artists. She immersed herself in what we did. There was no doubt she took a personal interest in my business and me personally."

In the past year, Berlin led some of her larger clients to use a "first loss" policy, which means they select a limit for insuring their collection based on maximum probable loss instead of insuring the collection to its full value.

Senior Vice President
Huntington T. Block Inc. Co.
New York

Specie Practice Leader, Managing Director
Marsh
London

Senior Vice President
Huntington T. Block (Aon)
Washington, D.C.

Vice President
DeWitt Stern
New York

Managing Director
DeWitt Stern
New York