we can provide retailers with the
expertise they may not have themselves. These are the ongoing challenges and opportunities on which
we will remain focused, regardless
of the market cycle.
Gilbert C. Hine Jr., CPCU, CFP
President
McClelland & Hine, inc.
San Antonio, tX
I believe our industry faces three
broad challenges next year and in
the years to come. The A.M. Best
review of surplus lines continues to
demonstrate the surplus lines mar-
ket’s financial strength,
which is the foundation
for our industry’s abil-
ity and willingness to
take risk. Our greatest
challenges will be to:
(1.) Continue to recruit
and develop talent for
our firms to ensure
tour momentum and
stability as an industry
nized sales strategies
designed to bring value
to clients while address-
ing all of their needs/
issues; and support car-
rier strategies that stand
behind specialty and
wholesale distribution.
Everyone is asking
more of their business
partners these days;
but in the wholesale market, this
demand for increased value has
grown exponentially. To address
this challenge and remain success-
ful, we must build and deliver value
into the distribution
equation. When we
find ways to aggregate
opportunities, provide
industry insight through
thought leadership and
benchmarking, offer
truly unique products
and services and com-
bine all of this with
unmatched technology,
continues; ( 2.) To help construct a
21st century legal and regulatory
environment that addresses local,
national and global legal and regulatory issues in ways that are efficient,
effective and adaptive to innovation;
and ( 3.) To make the necessary
successful human and financial
investments in rapidly changing
communication, information, and
data analytical technologies that
can continue to drive our industry’s
ability to provide competitive and
innovative risk solutions.
DAviS D. Moore
President & Ceo
Worldwide Facilities llC
los Angeles
Our industry continues to be challenged by the oversupply of capi-tal. Industry surplus is at a record
level, and as new capital enters our
marketplace surplus levels continue
to outpace overall economic growth
DAILY
NE WS
DAILY
NE WS
SAn DieGo, CA. WWW.nAPSlo.orG
Charting Course continued on page 4 A
Who writes a garage policy
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We do. Colony Specialty’s Transportation division rolled out Colony
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Technology and Service focused on your Success.
Charting the Course for e&S lines in 2016
NAPSLO board members discuss what they consider to be the greatest
challenges—and opportunities—facing surplus lines in the year to come
JAMeS C.
DrinkWAter
Ceo
Am WinS brokerage
new York, n Y
Each and every day we
face challenges, but in a
business like ours each
of these challenges are,
I believe, opportunities
to demonstrate ones
capabilities, both organizationally
and individually. These challenges/
opportunities manifest themselves daily as deadlines, product
enhancements, claims issues, pricing needs, account structures, etc.
If you want to survive and succeed in the wholesale business,
you must have a strategy. Simply
providing access to a market is no
longer enough. At Am WINS our
strategy is a focus on specialization
and expertise; provide training and
development opportunities for the
next generation using the latest
technology available; deliver orga-
FRIDAY
September 11, 2015
