The surplus lines industry is healthy, with slight growth anticipated for the coming year. The last nine years indicate that companies are financially stable, which points to a proven business model that shows the value and importance of surplus lines and the wholesale distribution system in the insurance industry.

2014 is not without its challenges. The largest is for E&S professionals to help retailers and insurance buyers understand how to leverage wholesalers to best meet the needs of their clients.

Wholesalers often specialize in one industry or a handful of related industries and associated product lines, enabling them to be experts. This specialization also makes them excellent allies in preparing documentation for underwriters and ensuring that situations unique to that particular industry are considered. Wholesalers foster flexibility and creativity when working in niche markets.

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