What emerging opportunities can wholesalers take advantage of in 2011?

John Eltham: First, as a wholesaler our objective is to help our clients win and retain business. The continuing soft market requires a sharpened focus on the strength of existing relationships and increased alignment with our broker clients' own target business. Providing those brokers with increased service efficiency contributes to their competitiveness. We therefore continue to invest in proprietary systems that reduce costs and make their business more appealing to underwriters.

Secondly, it is fair to say that opportunities typically arise when change occurs. We innovate products to expand the options our clients can offer risk managers, enabling them to deal with changing business practices.

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