liability. Cyber Risk insurance is currently the most visible example, but
there are many others. EPL started
in our business, and increased
employment litigation is driving
many D&O and EPL accounts back
to the E&S insurance market where
there are a variety of competitive
and customized alternatives.
The E&S industry thrives on
these changes, and provides a cre-
ative and competitive environment
for solutions.
Hank Haldeman
executive Vice
President
The Sullivan Group
los angeles
naPSlO Secretary
The market goes up
and down, and right
now the market seems
to be slowly trending in
a favorable direction for wholesal-
DAILY
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DAILY
NEWS WEDNESDAY October 2, 2013
San Diego 2013
San dieGO, ca. www.naPSlO.OrG
Forward continued on page 4 A
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work permeates every aspect of our culture and operations – from our people and
our processes to our innovative insurance solutions – and results in our holding
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moving Forward: Tackling e&S’ Biggest issues
NAPSLO board members weigh in on what they consider the greatest challenges
in surplus lines, as well as where its most promising opportunities lie.
rOBer T SarGen T
President and ceO
Tennant risk
Services
west Hartford, conn.
naPSlO immediate
Past President
From my perspective, the long-term
challenges to the E&S
industry come in
three areas—regulatory, technology and people.
Regulatory changes and chal-
lenges that impact the E&S insur-
ance market are constant, and we
are fortunate to have an extremely
talented trade association staff at
NAPSLO. NAPSLO continues to
effectively address the regulatory
changes on both a state and federal
level. NAPSLO’s staff are experts
in this area and have done a fan-
tastic job representing the industry
and its clients. The key is a fair
and efficient E&S marketplace that
provides the insurance solutions
that our clients require
while maintaining a
strong solvency record.
NAPSLO has worked
with regulators and
other industry groups
to achieve this, and
continues to do so.
Technology con-
tinues to transform all
aspects of our life and
our business. The E&S industry’s
challenge is to incorporate tech-
nology in a way that supports the
risk assessment and distribution
expertise that is the core of the
E&S insurance business and criti-
cal to our clients. The E&S busi-
ness is creative and embraces new
ideas, and I have no doubt that the
industry will embrace technology
in a way that provides the greatest
benefit to our clients.
We have all heard that the E&S
insurance business needs a steady
flow of really good people, but our
long-term personnel challenges
go beyond this objective. Beyond
attracting talented individuals, we
must also train them. In addition
to teaching the technical skills we
require, we must also impart our
culture of excellence, innovation
and entrepreneurship.
The E&S insurance industry’s
biggest opportunity is to continue to
do what we do so well: meeting the
complex and unique insurance needs
of our clients with creativity and
expertise. The expertise
and experience in both
the underwriting and
broker ranks provides a
level of creativity that is
very powerful, and provides a significant benefit
to our retail brokers and
their clients. The members of the E&S insurance industry are experts
at solving our clients’
difficult coverage challenges.
I see this every day in my segment of the business, professional
