Wishes & Predictions… in their own words

February 4, 2019

Ely Kaplansky, President, Kaplansky Agency, MA

Increased market share.

Rate increases.

Continued profitable growth.

Crag Shink, Managing Partner, C.H. Shink & Associates, NY

A harder market in some segments.

Increasing premiums 10-20% this year.

An increase of 10-15% over 2018.

Richard Aldorisio, EVP Casualty, Sompo Intl., NY

It will be increasingly arduous to place primary general liability insurance as carriers return to fundamental underwriting.

Rates will be gradually but consistently increasing along with the requirements for more detailed information.

There is a greater awareness of social inflation relative third-party injury awards and demands and we work towards dealing effectively with those trends.

Peter Reilly, Regional Director-Healthcare, Gallagher Agency, MA

More consolidation among agents and brokers; both P&C and benefits.

With loss trends, underwriting will become more reliant on actuarial models (not necessarily a good thing).

I’d like to see market stability and a return to disciplined underwriting, not actuarial pricing.

Tia Gagnon, Marketing Manager, Chalmers Insurance, NH

Focusing on new business and moving with technology to be easier to do business with. Emphasizing a client centric experience.

Focusing on relationships with their agency partners, increasing support and marketing dollars.

To promote the good our industry does and work hard on our reputation.

James Siegler, Risk Manager, Fisher Brothers, NY

Increased competition from Lemon and other AI companies offering insurance.

Inability to secure sufficient rate increases due to competition. Carriers will continue to complain about it.

Fewer storms in the U.S.

Thomas Cox, President, Bluewater Solutions, VA

More mergers and acquisitions of agencies, with the stronger partner acquiring the assets (customers) and trying to eliminate liabilities (employees), and especially invoking the non-compete agreements of producers that are let go, essentially ending their careers.

I see M&A activity on the carrier side slowing down, with many carriers trying to make sure they are in good financial condition given the large number of cat losses in 2018 and the end of the “irrational exuberance” in the stock market since 2008.

On the agency side, the business has become so cut-throat, I only see more of the same in 2019. No more large accounts to write, so big brokers continue down into middle- and small-market business. I also think more banks will be getting out of the insurance business.

Frank Noyes, Owner/Principal, Frank Noyes Insurance Consulting, VA

Continuing to increase use of technology in their distribution.

M&A will again be ongoing.


Todd Willingham, President, Bierschwale-Rees Insurance, TX

Premiums will continue to rise in all areas.

Appetites will continue to tighten while they demand more.

No major storm events.

Jerry Kralich, President, KNH Insurance Services, TX

Auto insurance rates will continue to increase.

They will want to cut commissions in 2019.

Strong organic growth.

Cayla J, Agency, TX

Increase in premiums. Insureds are going to shop for better rates.

Friction between lenders and carriers. Carriers are getting more strict regarding things like ACV roof provisions and more lenders are requiring these provisions to be completely removed. I think it’ll reach a head in 2019.

That the insurance industry will be at the forefront of the climate change discussion. Our industry is so heavily influenced and affected by the changes of our climate – the devastating storms and fires. The industry should be the first to the table to demand legislation.

Charles Ford, Risk Manager, AL

That the industry will continue to tell the world what a great job it’s doing.

Commercial auto will return to the black and underwriting results in 2019.

Some incidents of Integrity are a desired objective for both groups.

Nicole Coppock, Personal Lines Agent, Furman Insurance, FL

More automation.

Better claim service.

Better informing the insured of coverage.

John Musengo, Commercial Lines Account Manager, Frank H. Furman, FL

I see a reduction of the use of intermediaries and smaller E&S brokers. Personal lines retention will continue to dwindle in small, independent agencies.

Small commercial lines and personal lines in existing independent retail agencies will continue to not be able to compete with direct writing companies that offer these services. (State Farm, Allstate, Progressive, etc.)

My hope is for more competitive salaries for millennials such as myself, considering the efficiency and speed we are able to do much more in less time than older individuals who are paid significantly more.

Harlan Garrett, Commerce and Life Producer, IBC Insurance, TX

More lawsuits against agents for coverage gaps.

Rates to remain overall level with markets hardening by the end of the year.

Start standardizing cyber coverage.

Joe Capers, Owner/Partner, Insurance Zone, FL

More operational efficiencies and virtual servicing.

More services on line.

Grow profitably and gain more efficiencies.

Patrick Lacy, Operations Manager, Landmark Insurance, FL

More organic growth.


Firm pricing and underwriting.

Diane Tait, Agency Owner, A & B Insurance Agency, FL

Better use of automation and technology.

Companies setting bigger sales goals.

Better automation processes.

Wandle Mace, Senior Underwriter, Global Indemnity/Penn America, GA

Greater opportunities within the P&C industry for both growth and profit.

Slight increase in rate for property, especially in areas prone to CAT-type events.

Profitable growth.

Duane DiCola, Territory Manager, Smart Choice – North Carolina, NC

More agencies joining networks, especially seasoned ones getting squeezed by carriers.

More reliance on networks to manage carrier/agency relationships.

Continued growth and expansion!

William Smola, Senior Program Manager, Glencar Underwriting Managers, IL

Higher property rates in wildfire prone areas.

General rate increase in all lines, especially in workers’ comp and contractors GL.

Jerry Knudtson, President, Konen Insurance Agency, Il

More on insurtech initiatives.

Downsizing underwriting staff.

Grow our new staff positions.

Kemper Morton, Senior Marketing Supervisor, Berkshire Hathaway Homestate Cos., IL

Higher retention as rush of new business will not allow as much time for marketing of renewals.

Innovation from carriers to provide additional coverage options for exposures like Uber/Lyft, Turo and Air B&B.

Reduction in hurricane and wildfire losses.

Matthew McFadden, President, Sievers Insurance Agency, IN

Continue to grow.

Increase rates.

Continue growth and profitability.

Mick Fowler, Vice President, Crosby & Henry, MI

Writing more EPLI and Cyber.

More tech being adopted.

More sales for us and an underwriting profit for the industry.

Jody Jordan, Manager, OH

I think 2019 is going to be a great year for new agents as there is a lot of disruption in the marketplace so insureds will be willing to listen to new ideas.

Another large commercial insurance company will exit transportation.

Sustainable profitability.

Bob, Vice President, Cornerstone Insurance Agency, OH

Less personal contact.

Requiring more use of computer input for agency operations.

Better agency/company computer input with the companies taking the lead vs agency.

Terri Pruitt, Commercial E&S Senior Underwriter, Nautilus Insurance Co., Arizona

Increased pricing in personal and commercial lines.

Increased competition for quality risks will keep pricing from reaching needed levels.

Adequate pricing levels.

Christopher Kelly, Agent Owner, AzKELLY Insurance Agency, AZ

Less direct client interaction.

Stability in premiums.

Growth through efficiency technology.

Andrew Katz,Sales Manager, Nationwide, AZ

Joining market access groups.

Chat bots, consolidation.

Focus on client needs and not just cookie cutter solutions.

Kelly Cordill, Account Executive/Director, High Ground Insurance/ United Agencies, CA

Insurance costs going up in auto and property.

Help their clients understand why rates are increasing.

Better partnership between carrier and broker toward the insured’s benefit.

Steve Brooks, President, B&B Premier Insurance-Acrisure, CA

Hard market for home insurance. More competition from direct companies. Insuretech competition.

Some small regional companies will be bought by larger companies.

Will be interesting in California with a new insurance commissioner.

Michael Fusco, President, Fusco & Orsini Insurance Services, CA

I believe 2019 will be a year of excellent growth for P/C agents.

I believe P/C carriers will begin to tighten up underwriting in 2019.

Strong profitability, less catastrophic losses.

Michael Marsh, President, Underwriting Solutions, Midland Claims Service, MT

Continued centralization by carriers, further removing the local agent from the insurance experience.

Dehumanization through centralization, particularly in the claims process.

Re-ignite the fire of professionalism in the industry.

Lauren House, Employer Advocate, NV

Direct marketing will erode the market share of independent agents.

Direct marketing, either directly or through an aggregator.

Expansion of specialty products.

Don Barberie, President, Olympic Insurance Agency, CA

M&A will slow down.

Rate increases in second half of year.

Hardening of market.

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Insurance Journal West February 4, 2019
February 4, 2019
Insurance Journal West Magazine

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