NAPSLO board members James C. Drinkwater, Gilbert C.Hine Jr. and Davis D. Moore discuss what they consider tobe the greatest challenges—and opportunities—facing surplus linesin the year to come.

James C. Drinkwater
CEO, AmWINSBrokerage
New York

Each and every day we face challenges, but in a business likeours each of these challenges are, I believe, opportunities todemonstrate ones capabilities, both organizationally andindividually. These challenges/opportunities manifest themselvesdaily as deadlines, product enhancements, claims issues, pricingneeds, account structures, etc.

If you want to survive and succeed in the wholesale business,you must have a strategy. Simply providing access to a market is nolonger enough. At AmWINS our strategy is a focus on specializationand expertise; provide training and development opportunities forthe next generation using the latest technology available; deliverorganized sales strategies designed to bring value to clients whileaddressing all of their needs/issues; and support carrierstrategies that stand behind specialty and wholesaledistribution.