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Working with carriers is one of the most common ways for agents and brokers to reach out to the global marketplace. A perfect example is the story of how Capacity Coverage Co. of New Jersey, Inc. worked with Chubb to develop a relationship in China and ultimately established a division based on reverse-flow insurance, said Martin Lebson, vice president of Capacity Coverage and a director of the AIMS Society.

Now a niche-rich brokerage ranked among the top 50 in the country, Capacity began 20 years ago through a merger of the current partners. In its original form, Capacity had already been conducting international business through a marine department and reverse-flow business for some heavy products liability exposure accounts. But the brokerage’s multinational business really started taking off five years ago, when Wally Gardner, senior vice president at Chubb, asked Lebson for assistance in sending AIMS Society modules for selling insurance to China. “We e-mailed him the material, they had it translated into Mandarin, and Wally and I went to Shanghai,” Lebson said.

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