Summary

Less manual work for agents, more meetings for the MGA

Johnson & Johnson is an MGA whose excess and surplus (E&S) book has grown with the double-digit growth of E&S lines. More E&S policies meant more data retail agents had to key into their management systems by hand, and busy agents weren’t making time to seek out new wholesale brokers.

In 2016, Johnson & Johnson began sending policy information and documents to agents through Ivans Download, starting with personal lines and adding commercial lines within the first year. One early test agent reported 30% lower overhead on its E&S business, and agents that download with Johnson & Johnson grew three times as much as those that didn’t. Offering Ivans Download now opens the door to meetings with new agencies.