Three WSIA board members weigh in on what they consider the most pressing issues for their business in the year to come.

Mark E. Maucere, Vice President, Commercial Lines Underwriting
Arlington/Roe & Co. Indianapolis, Ind.

Considering the dynamics of our marketplace, I believe our greatest challenge is to simply remain relevant in an evolving marketplace. With the continued softening of rate, the increased level of capital and much of that investment coming from outside our industry, our marketplace is changing and quickly. This new investment will drive an increasing amount of automation and innovation in ways we may not realize today.

As we continue to see new markets (domestic and abroad) enter, standard carriers investing and acquiring E&S carriers, wholesale MGA and broker acquisitions, retail consolidation and new innovative ways to deliver capital to the marketplace, we know everyone is shuffling for an edge. With this expansion comes the investment of technology, specifically automation. At what point will a sophisticated broker-less transaction occur? How will we stay relevant?

As challenges approach us, so do the opportunities. If staying relevant is a challenge, being relevant can be an opportunity, too. We can bring value if we create a paradigm shift in our thinking. Specialization and development of trusted relationships are two continual opportunities where we can be a trusted advisor. Technology is allowing consumers to become more sophisticated and demand tailored products. Online shopping is becoming the norm. The youth of our world has grown up with this demand at their fingertips, and it is a part of their DNA. They make informed decisions and drill down with technology to find those answers to their needs. Staying relevant demands that we are those advisors and in a connected way.