WSIA New Member Welcome!

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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 Diversity Foundation regularly post updates and resources for members that you can share and save from LinkedIn and Twitter.

WSIA LinkedIn WSIA Diversity 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 there 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 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 Diversity Statement, 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,

Executive Director, Wholesale & Specialty Insurance Association 4131 N. Mulberry Dr., Suite 200 Kansas City, MO 64116 816.799.0860 (d) 816.289.9881 (c) brady@wsia.org

THE WSIA TEAM IS HERE TO HELP!

NETWORKING

Annual Marketplace

MEMBER OPPORTUNITIES

Insurtech Conference

Widely recognized as the premier networking event for the entirety of the wholesale, specialty and surplus lines industry, more than 7,600 members attend each fall to conduct three days of business meetings.

MEMBER OPPORTUNITIES

• Leverage the Brokers’ Lounge and The Club for meetings with trading partners.

• Purchase a reserved Club Table, branded for your firm’s exclusive use during Annual Marketplace. Tables are available to purchase when registering for the Annual Marketplace. Contact Chelsea Lenhart, chelsea@wsia.org

Underwriting Summit

This networking and business event is designed for firm leadership and the underwriting, delegated authority, program specialist and financial lines segments of the WSIA membership. It offers a more relaxed, intimate environment with an estimated 1,400 attendees.

MEMBER OPPORTUNITIES

• Leverage the Brokers’ Lounge and The Club for meetings with trading partners.

• Purchase a reserved Club Table or Vendor Table, branded for your firm’s exclusive use during Underwriting Summit. Tables are available to purchase when registering for the Underwriting Summit. Contact Chelsea Lenhart, chelsea@wsia.org

• Sponsor or play in the WSIA Education Foundation Golf Tournament. Held in conjunction with Underwriting Summit, it benefits the WSIA Education Foundation. Sign up for golf when registering for the Underwriting Summit.Contact Denise Marshall, denise@wsia.org

EDUCATION PROGRAMS

WSIA offers a full slate of education programs for new and seasoned E&S professionals. Designed to strengthen knowledge and cultivate existing skills, WSIA education programs are offered in a progressive format, so participants are appropriately challenged through every phase of their E&S careers and include career development, leadership and technical training.

MEMBER OPPORTUNITIES

• All WSIA members’ employees can participate in these programs. Download a programs overview for details about upcoming WSIA education programs.

• Webinars on a variety of topics, including leadership, emerging issues and state of the industry, are offered at no charge to members throughout the year.

• Anyone interested in serving as an education program instructor should contact Monica McAtee, monica@wsia.org

• Click here for additional information about upcoming education opportunities.

The WSIA Insurtech Conference offers a comprehensive slate of education sessions and vendor showcases, providing insights on industry disruption and technology transformation opportunities for members. The conference is designed for anyone impacted by automation, including technologists, underwriters, brokers, managers and executives interested in ensuring their organization manages the disruptions to their advantage.

MEMBER OPPORTUNITIES

• Participating WSIA member firms have on-site branding and product placement opportunities that reach 350+ participants.

• Full trade show with 50+ exhibitors and opportunities to present and demo products and services to a targeted audience.

• Learn more about the Insurtech Conference. For Insurtech Conference questions, contact Chelsea Lenhart, chelsea@wsia.org

LEGISLATIVE ADVOCACY & PAC

WSIA advocates for the entirety of the wholesale, specialty and surplus lines industry on legislative and regulatory issues. WSIA staff works with state regulators, state and federal lawmakers, and others who impact and influence members’ ability to effectively and operate within the U.S. state-based insurance regulatory system. Our team ensures that WSIA’s Regulatory and Uniformity Principles are upheld and offers compliance resources to keep firms up-to-date with state and federal laws and regulations.

The WSIA Political Action Committee (PAC) supports candidates for the U.S. House and Senate who support the goals of WSIA and the wholesale, specialty and surplus lines industry.

MEMBER OPPORTUNITIES

• Access to a professional government affairs team dedicated to the surplus lines industry.

• Comprehensive legislative and regulatory updates, and real-time alerts on surplus lines, delivered to your inbox, as well as on the website at WSIA News. You can also view GovHawk Reports and sign up for specific state alerts on our website.

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

• An opportunity to shape public policy with contributions to the WSIA PAC

• Members with questions about legislative, regulatory or compliance issues, or the WSIA PAC, may contact Keri Kish, keri@wsia.org, and John Meetz, john@wsia.org

MEMBER OPPORTUNITIES

TALENT

OUTREACH,

INTERNSHIPS & U40

WSIA is committed to developing awareness about surplus lines career opportunities and cultivating interest in them by young and emerging talent. The association undertakes this important work through its Talent Outreach Committee, Internship Committee, WSIA’s U40 initiatives, the WSIA Education Foundation and WSIA Diversity Foundation.

Career Development & Internships

WSIA members can volunteer to interact with potential future professionals about career opportunities in the wholesale, specialty and surplus lines industry.

MEMBER OPPORTUNITIES

• Serve as a host firm for a WSIA or WSIA Diversity Foundation intern for a summer. Learn more here

• 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; interact with students as prospective employees and answer their questions about working in the industry.

• Contact Christine Timmerman, chris@wsia.org, to learn more about how to be involved

WSIA’s 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.

MEMBER OPPORTUNITIES

COMMITTEE INVOLVEMENT

The commitment and energy provided by WSIA’s committee volunteers is a key to the association’s success. Committee service is a great way to become involved in the association and assist WSIA and the industry with your time and talent. WSIA currently has more than 45 volunteer committee members.

MEMBER OPPORTUNITIES

• Any professional employed by a WSIA member firm can apply to participate on a WSIA Committee.

• The volunteer solicitation process begins in early-December, and rosters are announced in March. The term lasts one year.

• Committee members are required to participate in Committee Day each May for collaboration and networking, and multiple committee meetings held virtually throughout the year

• U40 membership is open to any under-40 member at no charge. Complete the online membership form to join and receive U0 communications.

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

• Learn more about U40 For U40 questions, contact Chelsea Lenhart, chelsea@wsia.org

CONNECT AND STAY INFORMED

• Follow WSIA on LinkedIn to stay connected.

• Follow the WSIA Diversity Foundation on LinkedIn for inclusion resources and tips each week.

The WSIA Education Foundation encourages the educational development of all those interested in the excess and surplus lines business with a variety of student-focused scholarships, symposiums and grant programs and support of member offerings including the annual AM Best report on the surplus lines segment, support of the ASLI designation and member scholarships for WSIA education programs.

The WSIA Diversity Foundation promotes diversity in the areas of race, gender, sexual orientation and disability to influence meaningful progress in the diversity of the insurance industry and its talent pipeline. These initiatives will include internships, scholarships and grants to university risk management programs advancing diversity goals for the industry.

WSIA members can access Diversity, Equity & Inclusion resources, including the Blue Ocean Brain Microlearning Platform, social media resources and monthly inclusion themes and resources.

Contact Vanessa Sims, vanessa@wsia.org, for more details.

WSIA FOUNDATIONS

2024 | 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.

Member Firms (as of March 20, 2024)

U.S.

PERFORMANCE BENCHMARKING DATA

• WSIA partners with Reagan Consulting to conduct a Performance Benchmarking Study biennially. It is sent to all WSIA wholesale and associate member intermediaries.

• 38 WSIA firms submitted surveys in 2022. Participating firms receive customized performance benchmarking reports to help compare their firms against other similarly sized WSIA firms.

2 Lowest # of Employees

6,490

21,411

EMPLOYEE DIVERSITY

Wholesale Members
Insurance Market Members
Members Service Members Total Member Firms 278 173 80 230 761 Members by Type U.S. Wholesale 278 U.S. Insurance Market 173 Associate 80 Service 230 901 branch offices 1,662 total offices
MEMBERS
U.S.
Associate
WSIA
Highest # of
Employees
Total # of Employees Female Male White Non-white 59% 41% 82% 18%
2
WSIA member firms providing 2021 premium data comprised 59% of the 2021 U.S. surplus lines premium according to AM Best.
3 ATTENDEES ATTENDEES ATTENDEES 2014 Atlanta 3,970 2016 Atlanta 4,077 2017 San Diego 4,433 2018 Atlanta 4,463 2019 San Diego 5,049 2018 Phoenix 1,362 2019 Nat’l Harbor 1,194 2020 Palm Desert 1,213 NAPSLO CONVENTION WSIA ANNUAL MARKETPLACE UNDERWRITING SUMMIT 2015 San Diego 4,179 2015 Seattle 304 2016 Dallas 330 2018 Las Vegas 351 2019 Orlando 323 2020 New Orleans* 377 INSURTECH CONFERENCE 2017 Atlanta 291 ATTENDEES 2015 San Diego 166 2016 Portland 205 2018 Lake Tahoe 165 2019 Nashville 200 U40 ANNUAL MEETING 2017 Toronto 184 * Event canceled due to COVID-19 2020 Virtual 4,212 2020 Virtual 154 2021 Virtual 465 2021 Virtual 691 2021 Austin 121 2021 San Diego 4,531 2022 Orlando 1,220 2022 New Orleans 425 2022 San Diego 6,496 2023 San Diego 7,655 2022 Phoenix 187 2023 Kansas City 192 2023 Phoenix 1,467 2024 Phoenix 1,603 2023 Nashville 471
2024 Austin 417
NETWORKING

2023 AM BEST REPORT

• $98.5 billion market in 2022

• 20% increase in 2022 surplus lines direct written premium over prior year

Best’s Rating Distribution by Rating Category

• AM Best noted that despite economic, regulatory, legislative and market-related challenges, surplus lines market more than doubled in size over the last 20 years, from 6.0% of total property/casualty direct premiums written in 2002 to 11.2% at the end of 2022. Domestic

U.S. Surplus Lines DWP

• Summer 2024: 25 WSIA Interns selected, with 507 since 1981; 15 WSIA Diversity Foundation Interns selected.

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

• WSIA Education Foundation scholarship program has awarded more than $1.5 million to 391 students since 1991.

• Reached more than 3,600 college students in 2023 during virtual and in-person campus visit and at four symposiums.

• WSIA U40 membership of approximately 1,300, with Annual Meeting averaging 200 attendees.

4
Total Property/Casualty
Professional Surplus Lines
Surplus Lines DWP as % of Total Property/Casualty DWP 2002 2012 2022 Surplus Lines DWP as % of Commercial Lines DWP 6.0% 11.2% 6.7% 13.4% 11.2% 21.6% AM Best September 13, 2023 Market Segment Report Surplus Lines Insurers Focus on Evolving Risks to Sustain Premium Growth TALENT
⚫Superior ⚫Excellent ⚫Good ⚫<Good $$20 $40 $60 $80 $100 $120 '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
OUTREACH & U40 ⚫Exceptional
1988 to 2022 USD in Billions

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.

2023 Annual Report Highlights

• Total surplus lines premium reported to the stamping offices was $72.7 billion for calendar year 2023, representing a 14.6% increase over 2022.

• There were 5.6 million rerported items filed, which is an increase of 5.2% over the prior year.

• Beginning in midyear 2023, the Stamping Office Report now includes the first ever breakdown of premium by nine lines of business.

• Commerical liabliity and commerical property coverage comprised the bulk of the market during 2023.

• Stamping office states account for approximately 64% 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

Annual Surplus Lines Premium Growth

5
% of % % of % Line of Business 2023 2022 Total Growth 2023 2022 Total Growth Liability (Non-Professional) 26,844,070,895 $ 24,430,889,133 $ 36.9% 9.9% 2,176,522 1,955,244 37.7% 11.3% Property 24,180,132,637 18,342,425,552 33.3% 31.8% 917,843 895,588 15.9% 2.5% Professional Liability 7,489,408,406 7,890,981,375 10.3% -5.1% 301,661 294,022 5.2% 2.6% Multi-Peril 4,589,555,993 3,789,393,440 6.3% 21.1% 473,201 456,164 8.2% 3.7% Residential, Homeowners and Other Personal Property 3,046,229,657 2,832,597,116 4.2% 7.5% 1,016,052 1,044,089 17.6% -2.7% Auto Liability 2,122,228,226 2,031,937,166 2.9% 4.4% 200,142 183,467 3.5% 9.1% Other 1,669,115,854 1,691,411,000 2.3% -1.3% 293,718 264,697 5.1% 11.0% Auto Physical Damage 1,435,598,659 1,156,729,134 2.0% 24.1% 126,417 126,117 2.2% 0.2% Inland Marine 979,590,238 923,270,719 1.3% 6.1% 157,642 151,316 2.7% 4.2% Disability/A&H 301,318,513 301,826,654 0.4% -0.2% 102,510 109,079 1.8% -6.0% Totals 72,657,249,077 $ 63,391,461,290 $ 100.0% 14.6% 5,765,708 5,479,783 100.0% 5.2% Premium Items $19.4 $22.5 $24.2 $25.0 $25.9 $28.2 $31.4 $36.3 $41.7 $51.0 $63.3 $72.7 $34.8 $37.7 $40.2 $41.3 $42.4 $44.9 $49.9 $56.3 $66.1 $82.7 $98.5 $18 $28 $38 $48 $58 $68 $78 $88 $98 $108 2012 2013 2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 Stamping Office Premium (15 states) AM Best National Premium

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

• 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: Deregulated broker policy fee caps in Florida (2019), Michigan (2020) and Maryland (2022). Obtained clarification in Georgia that surplus lines brokers are permitted to charge broker policy fees (2022). Obtained sponsorship for legislation in Pennsylvania to codify broker policy feed are permitted on personal lines policies even when receiving commission (pending in 2024).

• NAIC Model Law Revisions: WSIA led industry comments and suggestions for revisions to the NAIC Nonadmitted Insurance Model Act and will work with states that elect to implement these changes. Working with Alabama in the 2024 legislative session to implement relevant part of the model into its insurance code. WSIA will work with other states wishing to take similar action in future sessions.

• Forms: Successfully eliminated signed statement filing requirements in North Dakota and provided a diligent search exemption for wholesale business.

• Policy Form Freedom Protections: Successfully secured a veto of problematic legislation in Texas that prohibited out of state arbitration clauses. Worked with industry stakeholders in Florida and Louisiana to defeat legislation that would have imposed the same requirements as standard markets regarding 90-day post-repair rules following named storms. Eliminated requirement in Maine that applied retaliatory taxes to surplus lines policies.

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 62% 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 three 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 23 and the District of Columbia, and a total of 38 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 helped with some of these desired changes; however, technical revisions are necessary to reflect the NRRA definitions specific to surplus lines policies. Language is also 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 has brought efficiency, clarity and uniformity to the regulation of our market. WSIA works to ensure this federal law is preserved without any changes and maintained in all states.

6 LEGISLATIVE & REGULATORY ADVOCACY

WSIA members…where complex risk meets innovative solutions

Capacity

Specialists

Technical Experts

Innovators

UBERRIMA FIDES

Responsive

Efficient Distributors of E&S Product

Cost-Effective Distributors of E&S Product

INTEGRITY & PROFESSIONALISM

• Since September 2013, $1.62 million in earned editorial, with an estimated 37.3 million impressions, has been generated about the association and the wholesale distribution system.

• $1.75 million in paid advertising in trade publications and related media outlets, has generated an estimated 69.0 million impressions during that same time.

7
Providers
Relationship Facilitators
Solutions Oriented
Strong and Stable Insurers
Print Advertising Online Advertising WHOLESALE VALUE ADVOCACY

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.

WHOLESALE NON-LOSS COST RATIOS LESS THAN RETAIL RATIOS

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

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.

8 Commissions Taxes Other Acquisition Expense General Expense TOTAL 0 5% 10% 15% 20% 19.0% 16.0% 0.2% 2.3% 5.2% 5.1% 7.6% 30.9% 32.7% 25% 30% 35%
3.9% Wholesale Composite Retail Composite

CONNING

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

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

9 2016 2017 2018 2019 2020 30.0% 30.5% 31.0% 31.5% 32.0% 32.5% 33.0% 31.7% 32.6% 30.4% 32.6% 30.4% 32.8% 29.8% 29.0% 31.9%
Wholesale Composite Retail Composite 31.8%
ANALYSIS
DISTRIBUTION COST

EDUCATION

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.

WSIA UNIVERSITY

For E&S professionals at all career levels and job responsibilities to grow their industry expertise

Attendees at this two-day program choose from a variety of 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.

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.

Technical Training and Professional Development
10

WSIA DIVERSITY FOUNDATION

The WSIA Diversity Foundation, founded in 2020, promotes diversity in areas including, but not limited to, race, gender, disability, and the LBGTQ+ community, and influences meaningful progress in the diversity of the wholesale, specialty and surplus lines insurance industry and its talent pipeline. The Foundation offers tools and resources to help WSIA member firms, and their employees, with ongoing learning to promote diversity, equity and inclusion in its broadest sense to enhance their diversity, equity, and inclusion journey. The foundation strives to:

• Promote diversity and inclusion with the larger, unified voice of the entire insurance industry

• Focus energy and purpose to influence meaningful progress in the diversity of the insurance industry and its talent pipeline

• Coordinate programs to promote diversity, develop inclusive workplace cultures, and attract diverse talent to the insurance industry

• Foster synergy among the diversity programs and initiatives of a large number of industry participants and enhance WSIA’s existing talent development initiatives

Since its inception, the WSIA Diversity Foundation has received $3.6 million in contributions and pledges from member firms, individuals and the WSIA Education Foundation.

The WSIA Diversity Foundation’s work is currently focused on these initiatives:

TALENT OUTREACH INITIATIVES

• Student presentations on college campuses, specifically focused on Historically Black Colleges and Universities (HBCUs) and Hispanic Serving Institutions (HSIs) and at other universities with diverse student populations in major metropolitan areas, with support from WSIA Diversity Talent Outreach Committee volunteers.

• Hosting Diversity Foundation Interns, without prior RMI coursework or experience, at WSIA member firms.

• Collaboration with Gamma Iota Sigma (GIS) to develop the Industry Diversity Coalition to coordinate industry DE&I initiatives.

• Participation in GIS events and conferences, with WSIA and the WSIA Education Foundation, to interact with students interested in the industry.

MEMBER-FOCUSED INITIATIVES

• Blue Ocean Brain Microlearning Platform | This online platform delivers customized microlearning content to all members each month that enhances DE&I culture and provides actionable tools to implement and share.

• Quarterly DE&I Webinars | Offered throughout the year on various DE&I topics for members; available on-demand on www.wsia.org.

• Inclusion Themes and Resources | Inclusion articles, podcasts and videos themed around cultural awareness themes are updated monthly to provide ally tips and tools, sent to members each month.

• Cultural Awareness Social Media Banners | WSIA and WSIA Diversity Foundation branded cultural awareness LinkedIn and Twitter banners are available for download and tie to the monthly cultural awareness themes

• CEO Action | WSIA has become a CEO Action signatory joining a coalition of more than 2,000 CEOs from more than 80 industries in a pledge to advance diversity and inclusion in the workplace and the industry

• WSIA DE&I Practitioners Forum | A quarterly one-hour forum for DE&I professionals to share ideas and collaborate on best practices in an interactive setting

• Director of Diversity, Equity & Inclusion | This WSIA team member provides staff leadership to the WSIA Diversity Foundation Board of Directors and serves as a consultative change agent and resource for members.

BOARD & ASSOCIATION GOVERNANCE INITIATIVES

• Engage the Diversity Foundation Board in DE&I training and provide DE&I training modules to all WSIA committee volunteers.

• Operationalize the WSIA Diversity Statement by integrating it into WSIA board selection, the WSIA Privacy Policy, Meeting and Programs Code of Conduct, Meetings Accessibility, Religious Holiday Observances and Supplier Diversity.

11

UPCOMING WSIA EVENTS

2024

4131 N. Mulberry Dr., Suite 200 • Kansas City, MO 64116 • 816.741.3910 • www.wsia.org
Annual Marketplace September 22-25 San Diego, CA
2024 U40 Connect October 27-29 Chicago, IL
Annual Marketplace
2026 Underwriting Summit March
Nashville,
2026 Annual Marketplace October
San Diego,
2027 Annual Marketplace September 12-15 San Diego, CA 2028 Annual Marketplace September 10-13 San Diego, CA 2029 Annual Marketplace October
San Diego, CA 2030 Annual Marketplace September
2025 Underwriting Summit March 9-12 Phoenix, AZ 2025 Insurtech Conference March 13-16 Orlando, FL 2025
September 14-17 San Diego, CA
22-25
TN
11-14
CA
14-17
15-18 San Diego, CA
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