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News Releases
About Markets
Business Development and Underwriting
Case Stories
MarketStance Data and Products
News Releases
About Markets
- "Habitational risks account for more than $7.5 billion in premium, or nearly 3.7% of all commercial lines premiums, according to data compiled by MarketStance, Middletown , Connecticut" Rough Notes, November 2006
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"The Professional Liability Market, the non-medical market provides more than $14.7 billion in premium" Rough Notes, October 2006
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"Trucking – A $6 Billion Market" Rough Notes, August 2006
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"The Umbrella/Excess Liability Market — with less than half of the small commercial market carrying umbrella coverage, agents have lots of prospects" Rough Notes, July 2006
- "Finding Good Food Services Risks" —
The nation’s eating and drinking
establishments represent one of the most
vibrant and fastgrowing segments of the
US economy. By 2004, the total number
accounts in this sector had pushed appreciably
beyond the half-million mark, and were
generating a staggering $350 billion in
annual revenues. National Underwriter, April 2005
- "Getting Ahead
of the Workers' Compensation Cycle" —
Much of the cyclicality in workers' compensation pricing,
and in turn insurer profitability, comes
from outside the system. Arguably, the
most influential of these factors are
the level and volatility of economic activity
in construction and manufacturing.
National Underwriter, August 2003
- "Strong Underwriting Needed To Weather Truck Market Storms" — This article
part two of a two part series continues
a state-by-state look at loss cost drivers
in the commercial auto market. National Underwriter, January 2003
- "Commercial Auto Insurers Look To Keep On Trucking" — The commercial auto market is a particularly dynamic
one, subject to sudden shifts and reversals.
This article part one of a two part
series - uncovers some key market drivers,
preparing carriers and producers to reduce
their risks in this market and find the
most profitable opportunities. National Underwriter, November 2002
- "Broad-Brush Approach Dooms WC Strategic Plans" — Workers' comp is a particularly treacherous market
these days particularly for those who
take a simplistic approach to the market.
Good opportunities do exist, but finding
them requires careful analysis. This article
reveals some of the key factors to look
for. National Underwriter, August 2002
- "As E-commerce Expands, So Do Insurable Exposures" —
Despite the dot.com bust, e-commerce is a growing,
albeit largely hidden, reality in business
today. This article reveals the surprising
truth about e-commerce insurable exposures
and the opportunity for carriers and producers. National Underwriter, April 2002
- "Specialty Liability Premium Volume Has Room To Grow" — Unwritten
premium potential in specialty liability
D&O, E&O, EPLI and Fiduciary is enormous.
At the same time, each of these lines
presents its own challenges and risks.
This article investigates some of the
risks and potential rewards for specialty
writers and producers. National Underwriter, February 2002
- "Nat'l. Accounts Expanding, But Alt. Market Threat
Looms" — This article
looks at some surprising dynamics in the
national accounts segment of the marketplace
and finds both threats and opportunities. National Underwriter, December 2001
- "Rates Rise, Exposures Dip In WC Roller Coaster
Ride" — Timing is a major success factor in the volatile
workers' comp market. This article uncovers
some key underlying drivers of WC, helping
carriers and producers get out of some
markets and get into others before
it's too late. National Underwriter, July 2001
- "$24B Seen Untapped In Small-Business Market" — Despite
two decades of intense focus on small
business, a large segment of this market
has gone unnoticed and to this day untapped.
This article discusses where to find this
untapped potential. National Underwriter, March 2001
- "WC Insurers Need Lasers To Target Markets" — Like politics, all workersą comp markets are local
and to be successful in this market, carriers
and producers have to understand the local
dynamics of workersą comp. This article
focuses on the states and classes that
present the greatest opportunities and
the greatest risks. National Underwriter, January 2001
Top
Business Development and Underwriting
- “CAT Risk Management and Improving Distribution Networks Addressed at MarketStance Workshop” MarketStance 2007
- “How to Build Agency Loyalty and Engagement” MarketStance 2007
- “Don’t Judge Catastrophe-Exposed Buyers on Geography Alone, Carriers Warned” National Underwriter, October 2006
- “Insurers Can Tame Hurricane Exposures” National Underwriter, June 2006
- "Setting Underwriting Direction and Attitude: Three
Tips" — Account and book underwriting
methods today still incorporate very little
in the way of hard data. Often, inspection
reports, prior loss information or experience
modifications are about it. MarketStance, March 2005
- "How to Identify Producers With Growth Potential " — For the most part, carrier marketing reps
and field management have a pretty good
sense of their agencies and of their business
with that agency. Imagine, though, being
able to quantify which among those agencies
have the greatest capacity to grow with
you, and to know why. MarketStance, March 2005
- "A Checklist for Profitable Growth in Challenging
Times" — At MarketStance,
we've long advocated the more widespread
and methodical use of data on economic
activity in insurance planning. In part,
this is because growth data is widely
available at a relatively granular level
- but this is also because growth trends
can be put to very effective use in offsetting
industry conditions like price softening.
In this article, Dr. Fritz Yohn explores
how this data can be leveraged to improve
results. National Underwriter, November 2004
- "Current Class-Specific Loss Information" — If accident year loss ratios are going up, while policy year ratios are going
down, what do you conclude? How helpful
are 1998-1999 loss costs when you're underwriting
and rating risks for 2005? MarketStance, April 2005
- "Atypical Growth Challenges Conventional Underwriting
Strategy" — Counter to popular
perceptions, US businesses have actually
grown appreciably over the 1997-2002 period.
For commercial insurers, however, the
good news should be matched with caution
about whether the growth has been balanced
or unbalanced. The former offers good
underwriting potential. On the other hand,
when growth in number of establishments
versus revenue growth is dramatically
different, underwriting stress can follow. National Underwriter, August 2004
-
"Demographic
Segmentation Simplifies and Accelerates
Commercial Lines Marketing to Ethnic-owned
Businesses" —
How do you keep market research projects from turning
into big hairy deals? Using an ethnic
marketing initiative as an example, Dr.
Yohn explains how rebalancing the priority
of various issues can produce simpler,
more actionable results. One key - rather
than starting your segmentation thinking
with class of business, start with the
market data.
June 2004 - Remarks by Fritz Yohn at the Society
of Insurance Research meeting
- "The
Rise and Fall of Accident Frequency"
The secular decline
in the rate of accident frequency has
been well documented. In reality however,
state-specific accident frequency rates
continue to diverge markedly. This article
looks at the variability and methods for
spotting factors driving changes and applying
that insight to improved workers compensation
performance. National Underwriter, May 2004
- "Focus
Simplifies Marketing to Minority-Owned
Businesses"
Some straightforward segmentation techniques can greatly simplify
a carrier's-or agency's-challenges in
approaching minority-owned businesses.
This article draws from the MarketStance
Ethnicity and Gender database to demonstrate
how developing effective ethnic marketing
programs can be made more manageable. National Underwriter, October 2003
- "Simple
Market Concentrations Represent Straightforward
Targeting Technique"
Narrowly-focused
target markets often will still constitute
50% of the total premium available in
a given locale, Dr. Yohn recently told
those attending a seminar on target marketing
at the Universtity of Chicago . A market
definition method as simple as one based
on premium concentrations can be used
to help garner the benefits of carefully
defined markets. MarketStance Presentation Summary , June 2003
- "Current
Market Conditions Require Precision Guided
Growth"
Market dynamics have the potential to challenge
the best laid target market plans. Staying
on top of changing markets is critical
for making the tactical corrections that
can spell the difference between marketing
success and failure. National Underwriter, April 2003
- "Carriers,
Agents From Mars Should Prospect On Venus"
There is a significant difference in buying
behavior between men- and women business
owners. This article debunks five persistent
myths about women-owned businesses, giving
carriers and producers the insights they
need to gain a competitive edge in this
market. National Underwriter, October 2001
- "Shattering
Myths About Latino Businesses"
The growing demographic presence of Latino
businesses should force business-to-business
marketers to rethink their approach to
this market. This article debunks five
persistent myths about Latino businesses
that have resulted in an underserved commercial
insurance market. National Underwriter, May 2001
-
Commercial Insurers Can Stimulate Year-End
Production Push With Enhanced Prospect Information - Middletown, CT
(August 29, 2005)
- "Getting the Most from the Numbers: MarketStance provides agents and insurers with a 'scorecard' of underwriting and market data" Rough Notes, December 2006
Top
Case Stories
MarketStance Data and Products
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