Brokers preparing for challenges of a softer market

Brokers are starting to look at the challenges of a softening market as the insurance cycle threatens to turn, according to Taylor Rhodes, chief executive at software house Applied Systems.

Speaking in Nashville, Rhodes said that firms were preparing for the tide to turn after seeing growth off the back of hard rates and have been looking at cost savings and efficiency processes as a result.

He continued: “Many brokers are already starting to prepare for when the tide goes out on the market. They have enjoyed the salad days when growth has been significant on the back of hard rates.

“However, there is a realisation that the cycle will turn in the coming 12, 18 or 36 months and they are now looking at suddenly losing four to five points in revenue.

“Naturally, they are looking at how they can manage costs when the market turns. It is a big problem to solve.”

Consolidation 

Meanwhile, Rhodes also noted that consolidation in the broker market was continuing.

“It means we see more power in the hands of fewer companies and in many ways the big brokers are now influencing the carriers,” he added.

“You look at the carriers and their finances are not super strong and that makes it difficult for smaller brokers and agencies to access their capacity as it is harder to get onto panels, which makes it tough for new entities.”