When a broker approached MX Underwriting Europe (MXE) with a furniture supply and manufacturing risk involving higher fire exposure elements, we were well placed to take a closer look and provide a practical solution.
The challenge
The client operated a medium-sized business importing and distributing foam and fabric for the furniture industry, alongside supplying soft furnishings such as cushions and curtains, with a smaller element of specialist mattress manufacturing. With a turnover just under €5M, the business combined multiple activities under one operation.
The broker, who had not previously worked with MXE, submitted the risk directly, likely alongside other markets, with sufficient time ahead of renewal to explore options thoroughly.
While the risk was well presented, there were clear factors that may have caused hesitation elsewhere:
- Foam importing and converting, alongside mattress manufacturing, are typically viewed as high fire hazard exposures
- Mattress manufacturing in particular is often outside appetite for many insurers
- A mixed business model with varying risk elements across operations
In light of these challenges, the broker recognised a need for a market that looks beyond the standard appetite and assesses risks on their full merits.
The approach
Rather than declining based on headline activities, Olive Tully, Senior Property Underwriter, carried out a detailed assessment of the business.
This included:
- Reviewing the split of activities to understand the true exposure
- Assessing fire protection measures and housekeeping standards
- Analysing the claims history, which showed a clean record
- Drawing on sector experience in furniture manufacturing risks.
This deeper evaluation revealed that mattress manufacturing represented only a small portion of turnover, with the majority of operations sitting in lower-risk areas. Combined with strong risk management and excellent site standards, this gave confidence that the risk was well controlled.
Working closely with the broker, MXE also demonstrated flexibility throughout the process, accommodating adjustments to covers, limits, and exposures. Structuring the programme to split Property and Liability elements helped secure the most suitable outcome for the client.
With the benefit of underwriting expertise and a pragmatic approach, the team built a solution that reflected the true nature of the business rather than initial perceptions.
The outcome
By partnering with MXE, the broker secured cover for a risk that may have faced limitations elsewhere, while establishing a new working relationship with a specialist market.
The solution delivered included:
- Competitive premium with appropriate terms and conditions
- Flexibility in structuring cover to meet client needs
- Support from A-rated* insurer capacity
- A smooth and collaborative underwriting process.
The broker instructed cover, successfully retaining the client and building strong foundations for their relationship with MXE from the outset.
Opportunities involving your client's Property risks?
Since 2017, we have been supporting brokers with a wide range of property-led risks, particularly those that fall outside standard market appetite.
Whether your client operates in manufacturing, distribution, or a mixed-use environment, our team has the experience and flexibility to assess risk in detail and deliver tailored solutions.
*Rating correct as of May 2026. Source AM Best.
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