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... The agency, which wrote $23 million in premiums in 1991, expects $37 million this year. The agency's niche marketing program include self-insured workers' compensation for Texas school districts and other governmental bodies, and a variety of coverages for children's summer camps and plant farms. These target markets account for a significantly higher profitability ratio than the agency's regular business, Monaghan says. Expanding programs to a statewide operation also requires a great deal of homework, Monaghan adds. You need to put together a lot of information to build programs ... frustrated by wild fluctuations in premiums, last-minute restrictions and other aggravations that left them unable to prepare adequate budgets or schedules. Hibbs-Hallmark wrote its own stringent underwriting guidelines (requiring one counselor for every four students, written safety plans, sexual abuse policies and safety evaluations of equipment and facilities, among other things) and arranged an exclusive contract with a carrier. Today, it insures about 60 camps in Texas , Arkansas and Missouri , with $1.5 million in annual premiums. We don't insure every camp, ' says Monaghan. We ... per employee. We do 50 percent per employee higher than a general agency. In fact, target marketed' programs, as he calls them, are so profitable the Everhart has abandoned more conventional lines of business. Two of his four niche programs-notary public bonds and used-car dealer bonds-are marketed solely within Texas . The others-personal watercraft (jet ski) insurance and hole-in-one coverage-are marketed outside the state as well. When Everhart started his agency on April's Fool's Day 1970, he handled standard fire and casualty lines and specialized in the trucking industry. ...

... children's summer camps and plant farms. These target markets account for a s... policies and safety evaluations of equipment and facilities, among other thin...