A retail agent was approached by a national trade association to develop a program for their association. The association saw this as an opportunity to enhance their value to the membership, and address coverage gaps they were concerned about.  The industry, which is relatively new, is heavily regulated, with products liability being the major exposure.  The required product/program was a natural fit for the Lloyd’s marketplace.  Since the retail agent did not want underwriting authority, or to be a Lloyd’s cover holder, we forged a partnership with one of our program administrator clients.  We worked initially with the retail agent to develop a comprehensive market submission, which was heavily reliant on industry and regulatory resources.  We then presented to the Lloyd’s marketplace and sold the concept based on the retail agent’s industry expertise and marketing capabilities, combined with the program administrator’s underwriting and program management skills.  The ultimate product is proprietary and the only package solution for this industry segment.