What were the main stages of your professional career, and which skills do you consider most relevant for your new role at Qualibroker?
I began working in the insurance field way back in 1991 in Zurich, following in the footsteps of my father Alberto. My first tasks were underwriting insurance contracts and resolving simple claims. I then continued my career in Chur, Friedrichshafen, Germany, working for an insurance broker, and in the United States. I returned to Ticino in 1995 and began as a client advisor, then regional manager for the Lugano area, and finally as a general agent. In 2008, I was called to Basel to work for the general management of Basilese, where I managed the unit that handled brokers and direct clients, a hundred or so employees responsible for approximately a third of the premiums collected. I believe in the solid foundation that my federal insurance diploma gave me. There are still too many people working as insurance agents with little technical expertise, and I will never stop emphasizing this.
What motivated you to take on the role of General Manager of Qualibroker, and how do you approach this new responsibility?
«I knew the Qualibroker group "It was one of my most important clients in Switzerland, a solid and reliable group. It was easy to accept the role, allowing me to return to Ticino after 18 years. My tenure in Basel had ended. I should have taken on another role within the company, but I would have remained permanently based there. I preferred a radical change. Despite my 31 years in Basel, the choice was easy. The responsibility I have taken on is to represent our group in the Ticino market. We have technical expertise that few others possess, thanks also to the support of our offices in Zurich and Geneva."
What are the main challenges that await you and what priorities do you intend to focus on from the beginning of your mandate?
One of my biggest personal challenges is returning to work in Ticino and using the car as a means of transportation. I wasn't used to it anymore, and the traffic in the Sottoceneri region caused me a lot of headaches, but now I'm starting to get used to it. I used to use public transportation in the north, and the commute was more pleasant. My priorities are my clients and the team I work with. I have a lot to learn, and I do so with great motivation. I've found a young and motivated team, and I know that together we can succeed. Planning and attention to detail are part of my business philosophy. When I earned my pilot's license, I was taught that everything I could plan before a flight was worth its weight in gold, and that sooner or later I would benefit from it. It's a question of discipline. I always apply this lesson to the industry I work in, and I benefit from it.
How do you intend to enhance the work done so far by Qualibroker and, at the same time, infuse your personal vision into the management of the company?
«Qualibroker in Ticino is a pearl, thanks to excellent strategic choices made by the my predecessor Piermichele BernardoI had the advantage of seeing how all the major brokers in Switzerland work, and I gained excellent insights from the best brokers given my previous position. Being able to work with my predecessor, making the transition together, and still being able to count on him as Chairman of the Board of Directors is an added value for me. Everyone has their own ideas and strategies, but being able to exchange ideas is constructive and sometimes even fun.
What is Qualibroker's current position in the Ticino insurance landscape, and what factors are driving its growth?
Qualibroker is a small but highly effective company. In the hotel industry, I would define Qualibroker as a boutique hotel. Growth will need to be both organic and inorganic. The professional challenges of the future must necessarily involve technical expertise. The broker's role is to act solely in the client's best interests, unlike an external consultant for insurance companies who acts in the best interests of the insurance company for which they represent the sales unit.
How is the insurance broker profession evolving in light of digitalization and new market demands?
On the one hand, there are legislative requirements to comply with; the FINMA supervisory body has rightly established minimum requirements for the profession. Depending on the complexity of the case, these skills are decidedly insufficient; it's up to the client to decide which broker they wish to work with. Trip Advisor doesn't yet exist in the insurance sector, but the size of a broker and the technical skills of its collaborators are easily identifiable thanks to broker websites and sites like LinkedIn that list the various collaborators. Caution is also important here, however, as in any business. Digitalization is impacting our work; it's called technology-driven innovation; our sector, like so many others, will depend on what technology can do. Many people today couldn't live without their cell phones, yet when I started working, to communicate with the office when we were away, we'd stop at a phone booth, which was everywhere, put in our coins, and talk... Technology is influencing our sector; artificial intelligence will be used even more than it is now.
Outside of work, how do you like to spend your free time and what are your main aspirations for the future?
In the busiest year of my career, about ten years ago, I traveled 40,000 km by rail and took 35 flights, including several intercontinental flights. Now I enjoy returning to my family every evening; spending more time with them is worth its weight in gold. I love skiing, and my favorite region is the Engadine, but living—or rather, reliving—in Ticino every day is simply fantastic; we are incredibly fortunate to live in such a splendid region. I want Qualibroker to become a benchmark in the Ticino market, and I want my colleagues to one day be able to say they've learned something from me, just as I learned so much during my time as a high-level manager in Basel. Being able to give something back after having received so much throughout my career is my aspiration.
