Beyond the Surface: Insights from Middle Market Decision-Makers
Dive deep into the complexities of the middle market insurance landscape with Scott Higgins, President of Middle Market, National Property and Business Insurance Field at Travelers. He’ll share highlights from Travelers’ recent national survey of 1,000 business decision-makers from midsized companies regarding their shopping patterns and preferences related to external suppliers and business partners. Find out how they approach buying insurance coverage and the underlying drivers influencing these decisions.
The Travelers Institute’s webinar series explores pressing topics at the intersection of insurance, business and public policy. Learn more: https://travl.rs/3mQ3wRR.
View descriptive transcript: https://travl.rs/3Y4YH7E
0:00 – Welcome.
05:52 – Gaining insights into the unique needs of middle market insurance buyers can lead to substantial opportunities for agents and brokers.
08:08 – While price is a relevant factor for middle market insurance buyers, it is not the only consideration.
10:11 – Middle market insurance buyers are seeking trusted advisors who are local, understand their business and demonstrate financial stability.
17:30 – Buying patterns and preferences are shifting, with an increasing demand for single-carrier insurance solutions.
24:14 – Cyber threats and talent shortages are among the top concerns for middle market decision-makers.