New_Member_Welcome

WELCOME! It is my pleasure to welcome you as a member of the Wholesale & Specialty Insurance Association! We are honored you chose to become a member and look forward to supporting your firm.

The materials in this Welcome Packet will help you familiarize yourself with WSIA opportunities, but I would like to highlight a few specific member benefits you can access to ensure you remain up to date.

ACCESS YOUR WSIA ACCOUNT To access your account, go to www.wsia.org and click on “Sign In” in the top right corner for site access.

This account should be kept up to date with the firm’s contact information and individuals associated with your firm that participate in WSIA events. It is critical that your firm’s account be kept up to date in order to register for WSIA events and receive the annual Dues Notice.

Individuals from your firm who set up an account should make sure to properly associate themselves with your firm. We recommend individuals check “Find Me” first to see if they already have an account before selecting “Create Account.”

RECEIVE WSIA MESSAGES and UPDATES •

WSIA newsletters and messages are sent regularly to all members, so please be on the lookout for these in your inbox. You can find also find an archive of past WSIA messages on our website.

• If your colleagues would like to subscribe to receive these newsletters, they should create an account for themselves, which will add them to the news distribution.

• We recommend sharing the following information with your IT department to ensure you receive these emails: Assigned IP addresses:209.18.93.92 and 209.18.93.93 Prepend domain: http://send.wsia.org Return path: bounce@send.wsia.org Sender Header Enabled - No @wsia.org and@wsia.mmsend.com •

www.wsia.org is a comprehensive resource for information about the association, education and networking opportunities and current initiatives. Some website content is password protected for members and can be accessed with your member credentials.

FOLLOW US ON SOCIAL MEDIA

WSIA and the WSIA Talent Advocacy & Enagement Foundation regularly post updates and resources for members that you can share and save from LinkedIn and Twitter.

WSIA LinkedIn WSIA Talent Advocacy & Engagement Foundation LinkedIn

WHOLESALE & SPECIALTY INSURANCE ASSOCIATION | www.wsia.org

WSIA LOGO USAGE Many member firms display the WSIA logo on their website to highlight their membership. You will find the logo and usage guidelines here.

VOLUNTEER FOR A WSIA COMMITTEE WSIA has standing committees that are chaired by members of our Board of Directors and served by member volunteer. Each December, WSIA solicits volunteers to apply to participate on a committee in a WSIA newsletter. Committees meet in person in May, and each committee sets its own schedule for additional meetings via video conference, or occasionally in-person. Learn more about each committee’s mission here.

Any member firm employee under the age of 40 is invited to join WSIA’s U40, a dynamic group of early-career professionals, at no charge. They host an Annual Meeting and provide other opportunities throughout the year through online and in-person events. Learn more about U40 here.

The mission of the WSIA PAC is to support candidates for the U.S. House and Senate whose goals are consistent with WSIA’s, the surplus lines industry and the wholesale brokerage system. Learn more about the PAC and how to contribute here.

THE WSIA TEAM IS HERE TO HELP! The WSIA Team is available to provide you with any assistance you need. Please do not hesitate to contact any of us.

In addition to the resources outlined above, the WSIA Member Code of Ethics, WSIA Statement on Talent and Culture, and an overview of WSIA with more specific member opportunity information follows.

Again, welcome to WSIA. We hope that you are as proud to be a member as we are to have you. I look forward to meeting you and working with you. Call me any time!

Sincerely,

Brady R. Kelley Executive Director, Wholesale & Specialty Insurance Association 4131 N. Mulberry Dr., Suite 200 Kansas City, MO 64116 816.741.3910 brady@wsia.org

MEMBER OPPORTUNITIES NETWORKING Annual Marketplace Recognized as the leading networking event for the wholesale, specialty and surplus lines industry, over 8,300 members attend each fall for three days of business meetings.

Underwriting Summit This networking event is tailored for firm leadership and members involved in underwriting, delegated authority, program specialization, and financial lines, featuring a more relaxed and intimate setting with approximately 1,600 attendees.

• Meet with trading partners in the Brokers’ Lounge and Club.

• Reserve a branded Club Table for exclusive use; tables are available during registration.

• Registration begins in May. • Meet with trading partners in the Brokers’ Lounge and Club.

• Reserve a branded Club or Vendor Table for exclusive use; tables are available during registration.

• Sponsor and golf in the WSIA Education Foundation Golf Tournament.

• Registration begins in January.

NEW! EduTech Connect Bringing together the best of events previously known as WSIA University and the Insurtech Conference, attendees build their own schedule from a choice of more than 25 E&S technical training and innovation sessions, with shared keynote and networking opportunities.

• WSIA member firms can submit speaker proposals by May 2.

• Exhibit in the Exhibitor Lounge or sponsor the conference.

Learn more in the event prospectus • Registration begins in August.

EDUCATION PROGRAMS WSIA provides comprehensive education programs for both new and experienced E&S professionals. These programs include technical training and professional development topics.

All WSIA members’ employees can participate in these programs held throughout the year in various locations.

• Download the program overview.

• Participate in free webinars on various topics, including leadership, culture, emerging issues and state of the industry; always available on-demand later.

• Member professionals interested in serving as an education program facilitator should contact Monica McAtee, monica@wsia.org.

TALENT OUTREACH & INTERNSHIPS WSIA is committed to developing awareness about surplus lines career opportunities and cultivating interest in them with young and emerging talent. The Association undertakes this important work through its Talent Outreach and Internship Committees, U40, and foundations.

• Member firms may apply to host WSIA summer interns.

Learn more here about that opportunity.

• Join the Speakers Bureau to present to college students in classes or meetings, including potential college campus visits.

• Participate in Extreme Risk Takers Symposium Career Fairs; network with students as prospective employees.

Any WSIA member can volunteer to serve on the association’s nine standing committees. Committee volunteers are critical to the success of WSIA’s initiatives.

The application period opens in December and closes in January, with rosters announced in March. Terms last one year. Learn more here.

COMMITTEE SERVICE

Follow WSIA on LinkedIn

MEMBER OPPORTUNITIES LEGISLATIVE ADVOCACY & the WSIA PAC WSIA advocates for the wholesale, specialty and surplus lines industry on legislative and regulatory matters. WSIA staff collaborates with state regulators and state and federal lawmakers who impact members’ ability to effectively operate within the U.S. insurance regulatory system. Our team ensures that WSIA’s Regulatory and Uniformity Principles are upheld and offers compliance resources on state and federal laws and regulations.

• Access WSIA’s government affairs team, dedicated to the surplus lines industry.

• Receive legislative and regulatory updates, including realtime alerts, via email and on the WSIA website. You can also view and receive GovHawk Reports for specific state alerts.

• Access compliance resources, including state comparison charts on diligent search requirements, tax filing and reporting procedures and wholesale broker policy fee restrictions.

• Contribute to the WSIA PAC to help shape public policy.

U40 U40 is a dynamic group of insurance professionals under the age of 40, currently employed by WSIA member firms. U40 encourages the exchange of educational and industry information among members, promotes professionalism and is an avenue for young insurance professionals to become more involved in the surplus lines community.

• U40 membership is open to any under-40 employee of all WSIA member firms at no charge.

• Receive U40 communications by signing up here.

• U40 Connect is held each fall and includes tailored education, networking opportunities and philanthropic engagement.

• The U40 International Summit, held every other year in London is made available to all U40 members through an application process.

WSIA FOUNDATIONS

The WSIA Education Foundation is dedicated to encouraging the educational development of those interested in the excess and surplus lines business, creating an understanding, and overcoming the misperceptions about, the market. Initiatives include: MEMBER-FOCUSED INITIATIVES • Financial support of the annual AM Best Report.

• Support of the ASLI designation program • WSIA education program scholarships for members • Support of WSIA symposium career fairs for members STUDENT-FOCUSED INITIATIVES • Scholarships for colleges students interested in risk management studies.

• Scholarships for WSIA interns after successful summer positions.

• Support of four student symposiums.

The WSIA Talent Advocacy & Engagement Foundation was founded in 2020 to stimulate and attract a broad pipeline of talent for the wholesale, specialty and surplus lines insurance industry.

TALENT OUTREACH INITIATIVES • Student presentations on college campuses • Internships • Collaboration with Gamma Iota Sigma (GIS) CULTURE RESOURCES • Access to the Blue Ocean Brain Microlearning Platform • Webinars • WSIA Practitioners Forum, a quarterly forum for industry HR professionals to share ideas and collaborate.

• Themed Culture Resources

2025 | UPDATES & FOCUS

WSIA is the non-profit association of insurance professionals and specialty market leaders dedicated to the wholesale distribution system. WSIA represents the interests of its members and the valuable role they play in the insurance market through networking, education, talent recruitment and development, regulatory and legislative advocacy for surplus lines, and by promoting the value of the wholesale distribution channel.

WSIA MEMBERS

Members by Type

Member Firms (as of January 1, 2025) Service

U.S. Wholesale Members U.S. Insurance Market Members Associate Members Service Members Total Member Firms

804 branch offices

278 176 78 230 760

1,566 total offices

230

U.S. Wholesale

278

Associate

78

U.S. Insurance Market

176

2024 AM BEST REPORT • • •

$115.6 billion market in 2023 17.4% increase in 2023 surplus lines direct written premium over prior year AM Best noted that despite economic, regulatory, legislative and market-related challenges, surplus lines market has grown from 7.1% of total property/casualty direct premiums written in 2003 to 12.0% at the end of 2023.

BEST’S RATING DISTRIBUTION by RATING CATEGORY

Domestic Professional Surplus Lines

Total Property/Casualty

⚫Exceptional ⚫Superior ⚫Excellent ⚫Good ⚫<Good

$140 $120 $100

U.S. Surplus Lines DWP 1988 to 2023 USD in Billions

$80 $60 $40 $20 $-

'88 '89 '90 '91 '92 '93 '94 '95 '96 '97 '98 '99 '00 '01 '02 '03 '04 '05 '06 '07 '08 '09 '10 '11 '12 '13 '14 '15 '16 '17 '18 '19 '20 '21 '22 '23

2

SURPLUS LINES STAMPING OFFICE REPORT The 15 states with stamping offices issue a biannual report of surplus lines premiums and transactions on a midyear and annual basis.

2024 Annual Report Highlights • • • • •

Total surplus lines premium reported to the stamping offices was $81 billion for calendar year 2024, representing a 12.1% increase over 2023.

There were nearly 7 million reported items, which is an increase of 9.5% over the prior year.

The Stamping Office Report now includes the first ever breakdown of premium by nine lines of business.

Commercial liability and commercial property coverage comprised the bulk of the market during 2024.

Stamping office states account for approximately 63% of all U.S. surplus lines premium, providing a valuable indicator of the total U.S. surplus lines market.

Stamping Office Premium and Items by Line of Business Premium Line of Business

2024

Liability (Non-Professional)

(1)

Items

2023

% of

%

Total

Growth

2024

36.9%

11.3%

2,409,172

11.0%

1,057,507

942,106

$ 30,149,846,279 $ 27,099,602,824

% of

%

2023

Total

Growth

2,287,788

36.7%

5.3%

16.1%

12.2%

Property (2)

26,828,917,298

24,162,742,897

32.9%

Professional Liability (3)

7,562,783,008

7,341,107,094

9.3%

3.0%

313,161

307,894

4.8%

1.7%

Multi-Peril (4), (5)

5,239,110,042

4,613,656,385

6.4%

13.6%

538,487

499,268

8.2%

7.9%

3,993,376,115

3,048,345,913

4.9%

31.0%

1,265,646

1,039,432

19.3%

21.8%

3,422,281,913

2,124,168,490

4.2%

61.1%

186,961

208,295

2.8%

-10.2%

Other (8)

1,714,783,784

1,651,387,539

2.1%

3.8%

325,363

301,680

5.0%

7.9%

Auto Physical Damage (9)

1,227,916,845

1,508,436,945

1.5%

-18.6%

125,723

134,230

1.9%

-6.3%

Inland Marine (10)

1,160,573,244

976,597,707

1.4%

18.8%

240,244

166,783

3.7%

44.0%

339,987,081 309,016,870 $ 81,639,575,608 $ 72,835,062,665

0.4% 100.0%

10.0% 12.1%

99,512 6,561,776

107,021 5,994,498

1.5% 100.0%

-7.0% 9.5%

Residential, Homeowners and Other Personal Property Auto Liability

(6)

(7)

Disability/A&H (11) Totals

Annual Surplus Lines Premium Growth $128 $115.6

$118 $108 $98.5

$98

• Stamping Office Premium (15 states)

$88 $78

$72.7 $63.3

$56.3

$58

$42.4

$48

$34.8

$24.2 $19.4

2012

$25.0

$51.0

$49.9

$44.9

$41.3

$40.2

$37.7

$38

$18

$81.6

$66.1

$68

$28

$82.7

• Surplus Lines Premium as reported by AM Best

$36.3 $25.9

$28.2

$41.7

$31.4

$22.5

2013

2014

2015

2016

2017

2018

3

2019

2020

2021

2022

2023

2024

LEGISLATIVE & REGULATORY ADVOCACY WSIA’s legislative advocacy team and Legislative Committee work with state and federal insurance regulators and legislators, and in coalition with other national trade associations, to represent the interests of WSIA members and promote the wholesale, specialty and surplus lines industry. Learn more on the Legislative Advocacy, Compliance and PAC page.

STATE UNIFORMITY Using WSIA’s Guiding Principles as a roadmap, the association seeks opportunities to enhance efficiency and uniformity for the wholesale, specialty and surplus lines market within the state-based regulatory system.

Advocacy Successes •

Policy Form Freedom Protections: Successfully secured a veto of problematic 2023 legislation in Texas that prohibited out of state arbitration clauses, and continue lobbying for freedom of arbitration venue in 2025 in Louisiana, North Dakota and Texas. WSIA is working with the Florida Surplus Lines Association in 2025 to clarify that provisions of the Florida insurance code applicable to admitted policies (Chapter 627) are not applicable to surplus lines policies (Chapter 626).

•

Taxation: Eliminated inconsistent treatment of home state taxation post-NRRA. Since July 1, 2020, all states tax multistate policies based 100% on the home state’s tax rate and rules, significantly improving efficiency for multistate risks.

•

Broker Policy Fees: Clarified authority to charge broker fees in Alabama (2024), Arkansas (2025) and Georgia (2024) and successfully modified or removed fee caps in Florida (2019), Michigan (2020), Maryland (2022) and Pennsylvania (2024). WSIA is seeking to increase or fully deregulate the caps in New Jersey in 2025.

•

NAIC Model Law Revisions: WSIA led industry comments and suggestions for revisions to the NAIC Nonadmitted Insurance Model Act and successfully implemented Model Act changes in Alabama (2024). Will work with any additional states that elect to implement these changes.

•

Regulatory Barriers: Worked with local partners to relax diligent search requirements in Colorado (2025), Minnesota (2024), and North Dakota (2023), consistent with WSIA Uniformity Principles.

Member Resources •

Comprehensive Updates and Alerts: Regular messaging of both breaking alerts and comprehensive legislative, regulatory and compliance updates and notices of changes impacting WSIA members.

•

50 State Compliance Charts: Development of compliance charts and resources by state that are specific to surplus lines and provide regulatory citations and explanations for state-specific requirements.

•

National Stamping Offices Premium Data: In 2020, WSIA began aggregating data from the 15 state Stamping Offices and coordinating a biannual report of surplus lines premium and filing counts for these states. The premium represents over 63% of the annual surplus lines premium in the U.S., providing a valuable indicator of the direction of the surplus lines market. In 2023, the report was expanded to include data broken down by lines of business.

FEDERAL ADVOCACY WSIA also advocates for efficiency and uniformity in federal legislative and regulatory activity.

Nonresident Producer Licensing Simplification: The National Association of Registered Agents and Brokers (NARAB) was adopted in January 2015 but is not yet operational. NARAB is a critical regulatory reform that will implement national standards and uniformity for nonresident producer licensing and maintain state-based regulation and home state authority. Along with other national trade associations, WSIA works with the U.S. Department of Treasury, the White House and congressional offices to promote the immediate implementation and operation of the NARAB Board.

Cannabis: All but two states have taken legislative action to consider the use of marijuana for recreational, medical or reduced THC programs. It has been legalized for adult use in 24 states and the District of Columbia, and a total of 39 states and the District of Columbia have medical-use programs. However, because of conflicts with federal laws, some in the industry are reluctant to provide coverage since cannabis remains a scheduled federal drug. WSIA supports a federal safe harbor to allow financial services, including insurance, with limitations on certain liabilities and allowing the use of the federal banking system to provide services in states where cannabis activities are legal. For these reasons, WSIA is part of a coalition of insurance trades that supports the passage of the SAFER Banking Act. Private Flood Insurance and NFIP: Since 2014, WSIA has advocated for legislative changes to the federal definition of private flood insurance. Clarifications from federal banking regulators in 2019 helped with some of these desired changes; however, technical revisions are necessary to reflect the NRRA definitions specific to surplus lines policies. Reforms are needed to ensure consumers can freely move between the NFIP and private market without penalty, and to return premium to NFIP consumers that leave mid-term for private market options. A long-term reauthorization and reforms of the NFIP would further enhance our market’s ability to provide new and innovative solutions alternatively or supplementally to the NFIP. Maintaining the NRRA: Passed by Congress in 2010, the Nonadmitted and Reinsurance Reform Act (NRRA) brought much needed nationwide change to the surplus lines industry. The NRRA established that the home state of the insured is responsible for the regulation and taxation of a surplus lines policy. This change brought much needed efficiency, clarity and uniformity to the regulation of our market. WSIA works to preserve the regulatory uniformity of this law at both the federal and state level.

4

NETWORKING

WSIA ANNUAL MARKETPLACE ATTENDANCE

2017

2018

2019

2020

2021

2022

2023

2024

San Diego

Atlanta

San Diego

Virtual

San Diego

San Diego

San Diego

San Diego

4,433

4,463

5,049

4,212

4,531

6,496

7,655

8,322

UNDERWRITING SUMMIT ATTENDANCE

2018

2019

Phoenix

2020

Nat’l Hrbr. Palm Desert

1,362

1,194

1,213

2021

2022

2023

2024

2025

Virtual

Orlando

Phoenix

Phoenix

Phoenix

691

1,220

1,467

1,603

1,694

INSURTECH CONFERENCE ATTENDANCE

2018

2019

2020

2021

2022

2023

2024

Las Vegas

Orlando

New Orleans

Virtual

New Orleans

Nashville

Austin

351

5,049

377*

465

425

471

417

U40 CONNECT ATTENDANCE

2017

2018

2019

2020

2021

2022

2023

2024

Toronto

Lake Tahoe

Nashville

Virtual

Austin

Phoenix

Kansas City

Chicago

184

165

200

154

121

187

192

205

* Event canceled due to COVID-19

5

TALENT OUTREACH & U40 • • • •

Summer 2025: 27 WSIA Interns selected, with 549 since 1981; additional 15 interns selected who have no prior RMI experience.

Interns are all paid at least $22/hour and receive a scholarship at the successful conclusion of their summer position.

Reached more than 3,600 college students in 2024 during in-person campus visit and four symposiums.

WSIA U40 membership of approximately 1,300, with U40 Connect averaging 200 attendees.

WSIA EDUCATION FOUNDATION The WSIA Education Foundation is dedicated to encouraging the educational development of all those interested in the excess and surplus lines business, creating an understanding, and overcoming the misperceptions about, the excess and surplus lines market. In addition to its annual commitment to the WSIA Talent Advocacy & Engagement Foundation, the Education Foundation’s work focuses on: MEMBER FOCUSED INITIATIVES • Support for member education programs | Financial support for WSIA Underwriting Boot Camp, EduTech Connect and technical training programming, as well as support of the Associate in Surplus Lines Insurance (ASLI) designation.

• Member scholarships | Annually awards at least 24 scholarship to WSIA members participating in education programs.

• Financial support for the AM Best Company annual report and webinar on the surplus lines segment • Support to Gamma Iota Sigma (GIS) | With WSIA and the WSIA Talent Advocacy & Engagement Foundation, provide Visionary Level support to facilitate interaction with students considering careers in the industry.

STUDENT FOCUSED INITIATIVES • Scholarships | Provided more than $1.6 million to 411 risk management students since 1988, plus $5,000 to each WSIA intern after successful completion of summer position; subsidy of the online Surplus Lines Fundamentals program.

• Student symposiums | Support of four symposiums that drew 615 risk management and business students in 2024.

• Grants | Awarded grants to university risk management and insurance programs, including $52,500 to Florida State University and the University of Georgia, to increase awareness and visibility of the wholesale, specialty and surplus lines market.

6

WSIA TALENT ADVOCACY & ENGAGEMENT FOUNDATION The WSIA Talent Advocacy & Engagement Foundation stimulates and attracts a broad pipeline of talent for the wholesale, specialty and surplus lines insurance industry. The foundation strives to: • • •

Provide education resources and programs designed to cultivate a culture for WSIA and its membership where all people feel supported and have what they need to succeed in the industry.

Remove any barriers to enable all people to compete on a level playing field.

Foster synergy with similar initiative among all industry participants.

Since its inception, the foundation has received $4.2 million in contributions and pledges from member firms, individuals and the WSIA Education Foundation. The foundation’s work focuses on: TALENT OUTREACH INITIATIVES • Student presentations on college campuses | Specifically focused on Historically Black Colleges and Universities (HBCUs) and Hispanic Serving Institutions (HSIs) and universities with broad student populations in metropolitan areas, with support from WSIA volunteers.

• Internships | Host 15 interns annually, without prior RMI coursework or experience, at WSIA member firms.

• Collaboration with Gamma Iota Sigma (GIS) | Support GIS’s initiatives and interact with students interested in the industry at GIS events.

MEMBER-FOCUSED INITIATIVES • Culture Resources | Leadership guidance, articles, podcasts and videos themed around cultural awareness themes are updated monthly to provide ally tips and tools, sent to members each month. This also includes access to the Blue Ocean Brain Microlearning Platform, which delivers customized content to all members each month that enhance inclusive culture and provide actionable tools to implement and share.

• Quarterly Webinars | Offered throughout the year on various topics; available on-demand on www.wsia.org.

• Practitioners Forum | A quarterly forum for industry HR professionals to share ideas and collaborate on best practices.

BOARD & ASSOCIATION GOVERNANCE INITIATIVES • Foundation Board | Engage in inclusive culture training and provide training modules to all board members and WSIA committee volunteers.

• Operationalize the Foundation’s mission in the Association’s policies and practices.

7

EDUCATION Technical Training and Professional Development EXCESS & SURPLUS LINES For all early-career surplus lines industry professionals or those who have recently transitioned into E&S

Attendees gain understanding of the surplus lines marketplace, current issues and trends, and the roles of brokers, underwriters, program administrators, managing general agents and other industry players. At the end of the program, participants will be more knowledgeable about the surplus lines market.

UNDERWRITING BOOT CAMP For insurance professionals new to or with limited surplus lines underwriting exposure or experience

Underwriters, brokers and those with binding authority establish an underwriting foundation to enhance abilities to more quickly and effectively accomplish their work. With classroom facilitation, discussion and thorough case studies, participants will be more effective technicians at the end of the program.

COLLABORATIVE SELLING and NEGOTIATIONS For all brokers, managing general agents and underwriters who transact business and have relationships with clients

Facilitated by Amy Reczek of Sales & Presence, this customized program is developed specifically for WSIA members. The 1.5-day program focuses on “getting to yes,” key elements of the customer journey, and ways to communicate and negotiate that gain lifelong clients and drive success.

MARCUS PAYNE ADVANCED E&S For E&S professionals with multiple years of surplus lines industry experience

Attendees learn about wholesale distribution and best practices, regulatory issues, marketing, the claims process and the reinsurance impact upon the wholesale, specialty and surplus lines industry from veteran professionals. Participants gain comprehensive knowledge and leave armed with information that can be applied immediately.

LEADER AS COACH For any surplus lines manager who leads a team of professionals responsible for revenue or premium production

Facilitated by Elissa Kelly, executive and team coach and former E&S insurance executive, leaders learn to dispel common myths about coaching and build their coaching skill set. Participants will be able to identify when to use various coaching techniques, how to use coaching to accelerate team development and how to build an empowering environment for their team.

SURPLUS LINES MANAGEMENT

For any broker, MGA or underwriter who manages a team and book of business or is transitioning into a leadership role

Taught by Emory University faculty and industry leaders, this program combines industry experience and world-class management training. Preparing participants for current and future leadership roles, attendees learn to harness their leadership style to motivate teams, manage conflict, build a book of business and increase company value.

New! EDUTECH CONNECT A brand-new experience for where E&S education, digital innovation and discussion intersect with networking.

Attendees choose from a variety of innovation-focused and technical training sessions and workshops to customize their learning experience. Some courses are case study-based, some are panel discussions, and others are presentations with class engagement to enhance technical skill sets. The event also includes valuable networking and exhibitor opportunities.

EXECUTIVE LEADERSHIP SUMMIT For senior-level executives with considerable experience and direct responsibility for obtaining superior and sustainable results

Senior-level E&S professionals participate in this capstone course at the University of Virginia’s Darden School of Business in Washington, D.C. With an emphasis on transitioning from tactical leadership to strategic leadership, this program challenges the way participants think, lead and manage in today’s complex environment, enabling them to lead more successfully.

8

WHOLESALE VALUE ADVOCACY WSIA members…where complex risk meets innovative solutions

Specialists

Capacity Providers

Strong and Stable Insurers

Responsive

Efficient Distributors of E&S Product

Technical Experts

Innovators

Relationship Facilitators

Solutions Oriented

Cost-Effective Distributors of E&S Product

UBERRIMA FIDES

• •

INTEGRITY & PROFESSIONALISM

Since September 2013, $1.69 million in earned editorial, with an estimated 41.5 million impressions, has been generated about the association and the wholesale distribution system. $1.89 million in paid advertising in trade publications and related media outlets, has generated an estimated 71.7 million impressions during that same time.

Online Advertising

Print Advertising

9

CONNING DISTRIBUTION COST ANALYSIS A recent analysis conducted by Conning, Inc. reconfirmed that wholesale insurance distribution does not increase the cost of the transaction to the insured. The study, which examined 2016-2020 data, found that the total non-loss cost ratio for the wholesale composite was lower than the retail composite by 1.8% points.

The analysis of the cost of distributing commercial insurance policies through wholesale and retail brokerage channels was conducted by Conning, Inc.’s Insurance Research Division and serves as an update to a study originally published in 2016. The Wholesale & Specialty Insurance Association (WSIA) retained Conning, Inc. to conduct the objective analysis of the distribution costs, cost structure and ratios between the wholesale and retail channels.

35%

30%

Wholesale Composite

15%

32.7%

Median Annual Non-Loss Cost Ra os, Five-Year Average, Selected Lines

25%

20%

30.9%

WHOLESALE NON-LOSS COST RATIOS LESS THAN RETAIL RATIOS

Retail Composite

19.0%

16.0%

10% 7.6% 3.9%

5% 0.2%

5.2%

5.1%

2.3%

0 Commissions

Taxes

Other Acquisition Expense

General Expense

TOTAL

WSIA and Conning developed a detailed and thorough process to identify two composite groups of insurance companies as a proxy for each mode of insurance distribution for selected commercial lines. Insurers that use predominantly wholesale brokers for distribution were included in the “Wholesale Composite,” and insurers that use predominantly retail brokers were included in the “Retail Composite.”

• •

The Wholesale Composite included 99 individual companies with $38.3 billion in premium.

The Retail Composite included 205 individual companies with $69.2 billion in premium.

10

CONNING DISTRIBUTION COST ANALYSIS Conning measured all non-loss costs relative to direct written premium from 2016 to 2020 for these companies and, upon comparing the composites, found: • • •

• •

The total non-loss cost ratio for the wholesale composite was lower than the retail composite by 1.8%.

Wholesale non-loss cost ratios were lower in each year of the study.

The wholesale composite’s commission ratio is consistently around 3 points higher than the retail composite but is offset by the wholesale composite’s non-commission cost ratios that average nearly 4 points lower than the retail composite.

The wholesale composite non-commission cost ratio has improved each year, while that of the retail composite increased in 2018 before improving in 2019 and 2020.

In each of the years measured, the annual growth rate in direct premium written for insurers in the wholesale composite exceeded the annual growth rate in direct premium written for insurers in the retail composite.

The findings from the Conning analysis allow the association to enhance its Wholesale Value messaging and arms WSIA members with tools and specific findings to leverage in their own communications. The full Conning analysis and accompanying FAQs are available on the website.

NON-LOSS COSTS FLUCTUATE BY YEAR, BUT IN A NARROW RANGE

32.0%

Retail Composite

Median Annual Non-Loss Cost Ra os

by Year, Selected Lines

33.0%

32.5%

Wholesale Composite

31.7%

31.8%

32.6% 32.8%

31.9%

30.4% 32.6%

31.5%

29.0% 30.4%

31.0%

29.8% 30.5%

30.0% 2016

2017

2018

11

2019

2020

UPCOMING WSIA EVENTS 2025 Annual Marketplace September 14-17 San Diego, CA 2025 U40 Connect October 19-21 Boston, MA 2025 EduTech Connect November 12-15 Orlando, FL 2026 Underwriting Summit March 22-25 Nashville, TN 2026 Annual Marketplace October 11-14 San Diego, CA 2027 Underwriting Summit March 21-24 Grande Lakes, FL 2027 Annual Marketplace September 12-15 San Diego, CA 2028 Underwriting Summit February 13-16 Grande Lakes, FL 2028 Annual Marketplace September 10-13 San Diego, CA 2029 Underwriting Summit March 25-28 Grande Lakes, FL 2029 Annual Marketplace October 14-17 San Diego, CA 2030 Annual Marketplace September 15-18 San Diego, CA

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