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...ns have high technical skills in aviation, automotive, steel, and automation, ...

... the Property, Casualty, Surety, Aviation Inland Marine, and Ocean Marine worl...ives far outweigh them, just as the coverages far outweigh the exclusions in y...

... company money to maintain an agency appointment. Unless the agency knows how it's going to develop and send business to the company, why get involved? DEFINE YOUR STRATEGIC CUSTOMER Agencies serve a wide variety of customers. Does your business plan define your strategic customer adequately? Does it focus on Personal Lines, Small Commercial, Large Commercial, or Specialty Lines: Workers Compensation, Construction, Ocean Marine, Aviation, etc.? Don't even think about a new carrier until you've defined your customers and their wants and needs. You must define your customer's wants and needs clearly to understand their exposures and what coverages and services they're most likely to need. Think beyond product and price. Think about managing the entire risk for your customer. This will help you create a model that shows how exposures are ... to be addressed — risk avoidance, financing, control, or transfer. This helps you define the specific coverages needed from your new carrier. DEFINE YOUR MARKET TERRITORY Where are your customers located? Are your strategic customers concentrated in your city, or located nationwide, state-wide, regional, or international? This is important because you need to define the market territory so you can look for companies that choose to write business in these locations. LEARN WHAT YOUR STRATEGIC CUSTOMERS REQUIRE FROM CARRIERS Are your Commercial Lines customers likely to have specific criteria for insurance companies; i.e., often companies won't accept carriers without an A+ rating. What are their needs for loss control services, safety inspections, claims service, etc? You need to define what your agency will do and what services you expect ...

...expertise: Health care Aviation Sports and entertainment H...cated about such things as markets, coverages, and claims service. So the brok...

...e Act, which also applies to the aviation, railway, marine, and pipeline indus...t a 50% frequency rate (25% for the aviation and railway industries).  ...

...ion, Construction, Ocean Marine, Aviation, etc.? Don’t even think about a new ... This helps you define the specific coverages needed from your new carrier. DE...

...certain type of account, such as aviation or poultry farms. They use aut...ere's ongoing, thorough training in coverages, sales skills, customer relation...

... process in the United States is usually much longer (60 to 90 days) because of the detail required and multi-state involvement. REVERSE FLOW BUSINESS: ON THE RISE "Reverse flow" business-involving domestic subsidiaries of foreign parents-is playing an increasingly important role in the international insurance market. These accounts will continue to grow as smaller to medium-sized U.S. accounts expand into Canada. Canadians have high technical skills in aviation, automotive, steel, and automation, competing actively on a global basis. For example, all of the Ford Windstars for the North American market are now made in Oakville, ONT. Such economic activities result in Canadian IMMS member brokers working with IMMS member agents in the United States to insure these accounts. This business can be expanded in Life & Health insurance, pension consulting, and ... . It provides a perfect tool for solidifying your Commercial Lines accounts and insulating them from inroads being made by alphabet house brokers. International insurance operations also offer an entree to new product lines and markets that will expand your facilities abroad. For example, U.S. agents can introduce their expertise in such lines as Auto, Medical, Surety, and Workers' Compensation to third-world countries that are privatizing these coverages. Canadian brokers can expand their expertise in out-of-country private Medical insurance and, potentially, Workers' Compensation. Doing business abroad can introduce agents and brokers to new international markets, both primary (with such carriers as AGF, Allianz, Generali, and Winterthur), and reinsurance/variable insurance programs (financial reinsurance, stop-loss reinsurance, catastrophe reinsurance, etc.) . The international market encompasses ...

... process in the United States is usually much longer (60 to 90 days) because of the detail required and multi-state involvement. REVERSE FLOW BUSINESS: ON THE RISE "Reverse flow" business-involving domestic subsidiaries of foreign parents-is playing an increasingly important role in the international insurance market. These accounts will continue to grow as smaller to medium-sized U.S. accounts expand into Canada. Canadians have high technical skills in aviation, automotive, steel, and automation, competing actively on a global basis. For example, all of the Ford Windstars for the North American market are now made in Oakville, ONT. Such economic activities result in Canadian IMMS member brokers working with IMMS member agents in the United States to insure these accounts. This business can be expanded in Life & Health insurance, pension consulting, and ... . It provides a perfect tool for solidifying your Commercial Lines accounts and insulating them from inroads being made by alphabet house brokers. International insurance operations also offer an entree to new product lines and markets that will expand your facilities abroad. For example, U.S. agents can introduce their expertise in such lines as Auto, Medical, Surety, and Workers' Compensation to third-world countries that are privatizing these coverages. Canadian brokers can expand their expertise in out-of-country private Medical insurance and, potentially, Workers' Compensation. Doing business abroad can introduce agents and brokers to new international markets, both primary (with such carriers as AGF, Allianz, Generali, and Winterthur), and reinsurance/variable insurance programs (financial reinsurance, stop-loss reinsurance, catastrophe reinsurance, etc.) . The international market encompasses ...

... with the same E&S broker on Aviation, Marine, and Products Liability acco...ake joint calls with you to explain coverage terms and conditions to your cust...