As published in Insurance Journal
The U.S. program market has doubled in size over the past decade, with market research indicating even more accelerated growth in the future. This, coupled with the evolution of the market, means it is critical that carriers are committed to providing their agent partners with broader and stronger capabilities to help them capture more of this dynamic market, including the ability to build custom programs based on specific client needs. As agents look to best serve the needs of their program clients, it’s a good idea to seek well-respected carriers with strong underwriting and administrative capabilities that can facilitate unique solutions and offer full-service capabilities and offerings.
A good way to start is to look for carriers that offer tailored program-specific coverages and flexible program structures to provide a unique delivery for each program in three focus areas:
- Traditional programs: The carrier provides traditional risk transfer program business that resides with managing general agents, managing general underwriters or agents and brokers, offering delegated underwriting authority.
- Programmatic business: The carrier places an emphasis on offering focused, multi-line solutions built for the specific needs of homogeneous groups of small to mid-sized risks within the retail market.
- Fee and fronting business: Certain carriers serve as fronting carriers, offering fee-based services to their MGA/MGU and risk-bearing partners. Look for carriers with unique platforms and creative risk structures to help give your agency a distinct advantage in the market.
The Hanover is capable of developing programs for a variety of industries where its agents have an existing book of business, association endorsement or identify opportunities to grow in a specific market segment. This dynamic capability can originate from Hanover Programs, The Hanover’s dedicated program unit, or through its other Hanover Specialty business units, including Hanover Professional and Executive Lines and Hanover Marine. Agents have access to web-based tools that allow for fluid interactions with underwriting, endorsement processing, billing, claims and management information systems. In addition, a wide range of risk management tools and loss control and safety information are offered.
About the author
Pam Rushing is The Hanover's president of alternative markets, which is responsible for the leadership and oversight of Hanover Programs, HSIB and specialty general liability.