Exec: Agents, brokers must show their value to surplus-lines insurers

01/26/2012 | Insurance Journal

Changes in insurance distribution should prompt agents and brokers to demonstrate the value they provide and determine the types of relationships they plan to have with surplus-lines insurers and customers, says Glenn Hargrove, president of MarketScout Wholesale. "There's no longer circumstances where a surplus lines company is represented just by a wholesale broker or a surplus-lines broker. They can go directly to retail agents," Hargrove says.

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