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What do you say when someone asks you “How has your summer been going?” That question always starts the wheels spinning in my head. I think ‘Thank goodness I don’t live in Oklahoma where the average daily temperature has been north of 89°’. But then I think about the fact that for the first time in over 25 years, I have had to run an air conditioner in my home. Then I think about how lucky I have been to have taken some great trips this summer with family and friends. Finally, I return to the question and all I can say is too bad summer is drawing to a close.

I also realize that there is an aspect of ‘summer vacation’ that hits all of us whether we are in school or not. I know that summer vacations disrupt our businesses as people take time (which they should) to be with family or simply take a break from work. But when September rolls around, I like to roll up my sleeves and really spend some quality time on the projects and initiatives I have planned earlier in the year. That is what is so great about fall – there is plenty of time left to make it a great year!

My job at Tuscano is to create an environment that allows my staff to do their best work. That means I need to bring the right partners to the table – both on the carrier side and on the producer side. I know that many of you subscribe to the sales principle that insists you must never sell price. Instead, effort should be put into understanding why people buy. Industry professionals say success will come by understanding what need your customer is seeking to fulfill with their purchase decision. The same dynamics apply to the B2B relationship. Tuscano is always interested in understanding the needs of you and your customer. From there, our job is to address that need professionally, timely, and with a bit of fun – because business that is not fun, is like cooking in an overheated kitchen!

So what can Tuscano do to assist you with your sales goals? Well, we are seeing some great opportunities with our contract carriers, both surplus lines and admitted. We have recently seen success writing excess limits on GL. We now have the ability to go up to $2M, $3M or $5M on certain classes, depending on the hazard and professional liability exposures. We also have seen carriers increase our credit authority and expand their underwriting to accept more ‘out of the box’ exposures on our most popular products. We can write Beauty/Barber and Spa risks that offer Botox injections, teeth whitening, or permanent makeup. And we are now able to write Child Care Centers/Facilities that are open 24-hours a day, dramatically broadening the scope of business we can place for you. Don’t forget that this program offers coverage enhancements like professional liability and abuse & molestation coverage. Hopefully, these are tools you can use to fulfill your customer’s needs and make their buying decision swing your way.

Enjoy the rest of your summer – unfortunately, mine is going by way too fast!  I’ll catch you in September!