Francis Johnson, chairman and CEO of Johnson & Johnson, is celebrating again after his firm was recognized as a 5-Star Wholesale Broker and MGA. In a recent interview with Insurance Business TV, Johnson discussed the growth of the E&S market and the strategies that have driven his company’s success in a competitive and evolving industry.
As one of the most consistent awardees in this category, Johnson attributed much of Johnson & Johnson’s success to its dedicated team and strong relationships with retail agents. “First and foremost, it’s my employees... the professionalism they exude each and every day when they’re dealing with retailers,” he said. This emphasis on team dynamics and relationship-building with partners has been crucial in navigating the complexities of the wholesale broking space.
Johnson also provided an in-depth look at the growth of the E&S market, with premiums reaching an impressive $39.5 billion in mid-2024. He pointed out the key drivers behind this growth, such as the increasing frequency of natural catastrophes. “Excess and surplus lines can be nimble and move fast,” he explained. “That allows us to create product when possibly no product is there, when capacity is short.”
When asked about emerging trends, Johnson highlighted the impact of AI and technology in the E&S market. “I think workflow will be the number one area we see [AI] in,” he said. “How do we make it easier to do business from consumer all the way through retail or broker?” He also discussed the role of data in shaping future product creation and pricing.
As the year progresses, Johnson continues to encourage retail brokers and wholesalers to focus on building strong relationships to make the business process smoother for everyone.
“It’s really all about creating relationships... and how we can get a great product to the consumer through the retailer the easiest and most professional way possible,” he concluded.
For more on Francis Johnson’s insights and Johnson & Johnson’s continued success, watch the full interview on Insurance Business TV.
