While some business that’s rented space in the surplus lines market in recent years is migrating back to standard carriers, wholesalers say they are agile enough to switch gears, seizing a variety of new growth opportunities. Instead of simply cursing the turn of the market to soft conditions in many coverage areas, they are refocusing efforts on business that traditionally remains in the surplus market, while continuing to build relationships with retail customers and insurance company markets–the keys to growth in any market, they contend.

“We’re up this year. It’s not been that much of a challenge,” said David Price, executive vice president and chief underwriting officer for Burns & Wilcox in Farmington Hills, Mich.

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