Historically, a hard market is part of the cyclical nature of the insurance industry. At one time, these cycles occurred fairly consistently at about seven year intervals. However, the last significant hard market came in the mid-80s.

A hard market is characterized by increasing rates and/or reduced industry capacity, which leads to affordability and/or availability problems. In addition, both underwriting and claims adjusting usually become more stringent. In the current marketplace, these conditions are exacerbated by increased uncertainty about such loss exposures as terrorism, mold, etc., and by a reinsurance market significantly strained by the events of September 11.

AGENCY OWNERSHIP CHANGES CALL FOR EXTRA CUSTOMER TLC by Emily Huling During times of transition, customers have special needs. Emily Huling warns that without proper new customer handlin...

Dear (Customer Name): HOW MANY HATS DO YOU WEAR? Many apartment owners find themselves saddled with more work than they bargained for...

DAY CARE CENTERS - 'WE ARE SPECIALISTS' AFTER-THE-FACT PROTECTION ISN'T ENOUGH Dear (Customer Name): Of course you want to be completely insured in case of a loss to your business, but...

ELECTRICAL CONTRACTORS - YOUR BUSINESS IS OUR BUSINESS YOUR BUSINESS IS OUR BUSINESS Dear (Customer Name): Why choose a generic insurance package when you can have a customiz...

OFFICE BUILDINGS - 'WE KNOW WHAT YOUR NEEDS ARE' AN OFFICE IS NOT A HOME Dear (Customer Name): You may not consider your office building a home, but many people spend nearly as much tim...

PRE-APPROACH LETTER Dear (Customer Name): 'ONE SIZE FITS ALL.' Is that the kind of insurance program for which you're paying? Although this approach might work with socks, it hardly s...

PROMOTE EXPERTISE & SERVICE Dear (Customer Name): Have you ever worried that you might not have insurance to protect everything you think needs protecting? Let (Your Agency Name) do the worrying fo...

RESTAURANTS - RESTAURANT SUITS Dear (Customer Name): Do you enjoy scary stories? How about this one: A bartender serves a customer two drinks. The customer leaves in his or her car and is involved i...

SUPERMARKETS - 'OFF THE SHELF' INSURANCE Dear (Customer Name): INSURANCE? IT'S ON AISLE FOUR, NEXT TO CANNED GOODS. Yes, we know you don't sell insurance at ( ). The value of an adequ...