Specialty distribution companies, particularly managing basic brokers (MGAs) and managing basic underwriters (MGUs), are anticipated to be extremely engaging acquisition targets this yr.

Whereas the general mergers and acquisitions (M&A) outlook for the trade may stay subdued, Kelly Maheu (pictured), VP of trade options at Vertafore, sees an enormous alternative for high-performing MGAs in 2024.

“Property and casualty (P&C) insurers are going to proceed to look to specialize and increase their product choices and are going to be buying these distributors who’ve a great monitor report, notably those that have already confirmed that they will underwrite worthwhile enterprise,” Maheu mentioned. “Most specialists count on this development to proceed as retail brokers proceed to increase in our wholesale and delegated authority house.”

‘All-weather distribution channels’ – what makes MGAs engaging to acquirers?

Whereas varied industries grapple with diminished income development and operational margin challenges because of escalating prices, MGAs proceed to thrive. Experiences from Conning and Deloitte underscore the exceptional development of MGAs in 2022, surpassing the general P&C market.

In response to Vertafore, there are a number of components that make MGAs engaging to carriers, personal fairness buyers, and even retail brokerages. These advantages embody: 

• Excessive annual income retention development and margins
• Development powered by micro-niche strains of enterprise
• Decrease working and regulatory prices
• Trendy expertise and proficient workers

“As carriers proceed to maneuver away from underwriting all dangers to specializing in specialization, they should depend on specialised MGAs, which helps drive deal exercise within the sector,” mentioned Maheu. “MGAs have leaner operations and decrease overheads, they usually are likely to see greater margins in comparison with retail businesses.

“Their deal with area of interest insurance coverage merchandise typically means they’ve extra energy over premium and coverage phrases – these are components that usually add as much as sturdy, constant income.”

Furthermore, MGAs’ streamlined processes are sometimes bolstered by strategic expertise investments, including to their profitability.

Maheu burdened that solely MGAs with a confirmed monitor report, sturdy buyer and service relationships, and sturdy financials will command consideration available in the market.

“Some carriers are searching for to reclaim capability as capital prices lower. This can additional incentivize MGAs to maintain their sturdy financials and stay interesting,” she mentioned. “They carry a singular worth proposition, subtle and specialised underwriting expertise, and their market experience to new and rising dangers that carriers need assistance specializing in.”

Lastly, MGA’s resilience amid a tough market paints a compelling image for acquirers.

“It is essential that MGAs have proven that they will face up to each exhausting and gentle market situations,” Maheu mentioned. “They’re an all-weather distribution channel, and they’re equally helpful to insurers in a gentle market as they’re in a tough market like we’re in now and possibly will likely be for no less than one other yr or so.”

Insurance coverage M&A outlook for 2024

Previously few years, deal exercise within the distribution subsector has been pushed primarily by the consolidation of P&C brokers and a rise within the acquisition of specialty MGAs, in keeping with Maheu.

Knowledge from Optis Companions has proven that insurance coverage M&A declined 34% year-over-year within the third quarter of 2023. Deal quantity was 24% under the earlier five-year Q3 common, primarily because of rising capital prices.

Maheu famous that continued financial uncertainty, greater rates of interest, accelerating inflation, and higher regulatory scrutiny have impacted insurance coverage M&A exercise.

Furthermore, elevated concern about cyber dangers has made due diligence much more vital and influential in M&A concerns.

“2024 continues to be unsure. Some macro occasions may affect the amount of transactions, and we do not understand how they’ll play out, whether or not it’s rates of interest, potential tax will increase, or election outcomes,” Maheu mentioned.

“Though most specialists consider the worst of that financial downturn has handed, no less than in most components of the world, and we are going to proceed to see a rise in M&A, that quantity should decline from these highs we noticed in recent times.”

What are your ideas on MGAs and the insurance coverage M&A market this yr? Please share them within the feedback.