As the market softens, you might expect excess and surplus lines carriers to seek out many new general agency partners as a means of putting greater volumes of business on their books.
Yet nothing could be farther from the truth, according to representatives of three E&S carriers, who each said that contracting with just over 100 general agencies is a key part of their business strategy–and has been for a number of years.
New appointments are particularly rare at Scottsdale Insurance Company, according to Gary Tiepelman, senior vice president of underwriting for the Arizona-based E&S carrier, who reports that many of the 130 agency relationships in place today date back to the company's founding.
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