Crumdale Partners’ Post

Name: Crumdale Partners on LinkedIn: #crumdaleconnection
Uploaded: 2024-08-09T18:32:14.226Z
Channel: Crumdale Partners
Description: Check out the Crumdale Connection podcast featuring Ed Tyburski, Senior Vice President and Head of Specialty Health at Zurich North America. Learn how "sticky" solutions that look beyond the spreadsheet to support a long-term strategy help Crumdale and Zurich remain competitive in a highly commoditized, soft stop loss market. #crumdaleconnection

Crumdale Partners

3,395 followers

2mo

Check out the Crumdale Connection podcast featuring Ed Tyburski, Senior Vice President and Head of Specialty Health at Zurich North America. Learn how "sticky" solutions that look beyond the spreadsheet to support a long-term strategy help Crumdale and Zurich remain competitive in a highly commoditized, soft stop loss market. #crumdaleconnection

Transcript

Welcome to the Crumble Connection. I'm your host, Jessica Willingham. I'm speaking with Ed Taberski, Senior Vice President and Head of Specialty health at Zurich North America. Welcome, Ed. Thank you. How are you today? I'm well, thanks so much for joining us. So tell me, what is Derek seeing in the employer stop loss market? So we continue to see a very challenging stop loss market, new entrance continue to to come into the market. We've had several over the last couple of years. There are two. Large carriers that are going to be coming into the market this year and Prudential and Axis, which is going to continue to put pressure on an already commoditized soft markets and unfortunately will most likely see a further driving down of of of rates and softening of the market as as we go into one one for 25. So in a soft market, one where stop loss is a commodity, what's the value you see in working with an MGU rather than going to direct carriers? So we we have a strategy of partnering with MU's to deliver our stop loss. Years ago we in fact were direct writing carrier, but we decided to get out of the market for, for a number of reasons. But the value that we see is, is kind of the creativity and the programs that they can deliver and and unbundle. From from a carrier, our our goal is to to find. Different markets that that can allow us to, to kind of write niche blocks of business in, in the stop loss space. And we're looking for programs that, that try and make it sticky because in this type of market, which is highly commoditized, it is not a sticky market. You, you typically see 85 to 90% of all stop loss business in the market will go out for quote on one one, regardless of of how well or how poorly it's performed for existing carrier and that and that just you know. Creates the continues to create a, a soft market and in that market you're looking for, I'm sure partners that you want to work with. What do you look for in those Savalas Parket partners? So we look for partners that, that, that kind of are delivering something that's just not what I call mainline stop loss. So we're, we're just not looking to, to partner with someone that, that that's going to put us in a spreadsheet situation with 15 other carriers. We look for someone. Has a special niche where there is a limited amount of competition in that space. And so you partner with Crumb Dale For these reasons, I'm sure. Can you talk about what our partnership means to you? Yeah, that that is one of the that's one of the main reasons when we were introduced to Cromdale and and they were looking for another carrier. We are looking for someone that that has a program type of opportunity. The more services they can deliver in our opinion, the more barriers to exit that that a client's going to leave them. And it really creates a a program and a product that's for us as I said, stickier and really just doesn't go out to market every year and is is not reliant on simply a spreadsheet, spreadsheet and being the cheapest stop loss carrier. In the market, so certainly relationships are key and that long term strategy, yeah, it's, you know, you want to build a book that's that, that can be long term profitable and you're not churning your clients every year. You're looking to, you know, there's a lot of work that goes into to to quoting, binding, servicing, implementing a client. And and we just don't want clients that are going to leave every year for the lowest rate. We're looking for clients that are that are that, that value the program they're in. And value the relationship with Zurich as a carrier. Well, we certainly appreciate our relationship with Zurich and thanks very much for joining us here today. Is there anything you'd like to add? You know, we appreciate the opportunity to work with Crumb Dale and and it's, it's really a a book of business that we're looking to continue to grow and and to continue to grow profitably mutually. Well, thanks so much for joining us today. Thank you.

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