AAMGA Leaders See Bright Future

By Mark E. Ruquet

NU Online News Service, May 21, 2:23 p.m. EDT, Phoenix, Ariz.?Managing general agents today are in the strongest position they have ever been, and their position with insurers and retail agents should continue to be strong despite any marketplace softening, the leaders of an MGA association said.[@@]

That analysis came from the officers of the American Association of Managing General Agents during a press conference at the King of Prussia, Pa.-based group's annual meeting here.

"I've been an MGA for over 30 years. I've seen hard markets and soft markets, and the MGAs today are in the strongest position that I can recall, in any hard market or soft market," said Ronnie C. Moore, whose term as AAMGA president is expiring. Mr. Moore is president of The Southern General Agency Inc., in Bowling Green, Ky.

When it comes to the placement of difficult business, more often it is to MGAs that agents turn for help, and the professionals are finding those markets, said Joseph P. Hutelmyer, incoming president of AAMGA and president of Seaboard Underwriters Inc., in Burlington, N.C.

"We have a lot to offer," said Mr. Hutelmyer, adding that those in the association must meet some very tough business standards in order to become members.

Echoing his comments in a speech made earlier in the day at the association's opening session, Mr. Moore said that being an AAMGA member is equivalent to the Good Housekeeping Seal of Approval and should be regarded that way. He promoted the idea that a member of the association should be identified with quality that says, "We are the best."

Discussing their marketplace, AAMGA leadership said they see a moderation that will lead to long-term stability. Mr. Hutelmyer said he believes the market will be stable for the next 15-to-18 months.

Anthony R. Glotzbach, president of United Brokers Insurance in New Albany, Ind., and chairman of the AAMGA Communication's Committee, said that technology has also lent itself to keeping business profitable.

"With the information systems that exist between the insurance companies and the MGA's, we no longer have to wait six months or 12 months for feedback on how we are doing," he said.

"Today, there exist information systems that allow you to tweak a particular program or product in a more gradual manner that eliminates the spikes and the unsettling, knee jerk reactions we have experienced in the past. I think that is very positive for all of our customers."

Mr. Hutelmyer noted also that the technology revolution is driving underwriters to ask for more information and to look for more information to understand risks.

"We are seeing the advent of a new paradigm," said Bernard G. Heinze, AAMGA's executive director. "Companies and managing general agents are partnering and cooperating with one another [as they have never done in the past]. As we have heard from some CEO's, to see what their wants and needs are, it gives us the opportunities to let them see what we can produce.

"There is an educational process that lets us see what it is exactly that they need in order to do business," he noted.

When asked about whether companies were seeking to add more MGA's to their rosters, the officials said that as long as they are producing profitable business for the companies they would not be looking elsewhere for representatives.

"We feel that as long as we are writing profitable business they are not going to be adding on," said Mr. Moore.

Mr. Hutelmyer said that while profitability drives company decisions, especially on the program side, he did not believe companies are in a position to add on more representatives.

"There may be some more new programs, but I think they will be limited," he said. "I don't think there will be a mass sign-on."

"I think you have a situation where there is a lot more supply," observed Mr. Glotzbach. "I think there are a lot more people who want to be MGA's than there are companies who could possibly meet their expectations.

"It moves the bar up another notch," he continued. "In order to survive today, you have to be very, very good."

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AAMGA Leaders See Bright Future

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