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Vito Manzi, vice president commercial lines production and marketing, Julius A. Rose., Inc.

Insurance companies tend to listen to producers more during a soft market than a hard market. In a soft market, [carriers] are seeking business opportunities and look for ‘ease of doing business’ suggestions. They are more receptive to niche and other marketing strategies. They look for ways to enhance their product to give them a competitive advantage. In a hard market, they pick and choose based on their appetites and experience and are more reluctant to consider suggestions from producers.

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