McNeil & Co. Program Offers Business Opportunities in the Great Outdoors

Ditch Disney World in favor of a dude ranch?

As families expand the definition of “vacation,” market opportunities are multiplying to insure companies that provide outdoor adventure, recreation and hospitality. “There is such a diverse spectrum of operations out there for the outdoor enthusiast,” says Steve Gulini, vice president, marketing at McNeil & Co. and AdvenSure program manager.

And as new recreational businesses and the accompanying risks have evolved, the AdvenSure program from McNeil & Co. has evolved with them. The program specifically addresses risks standard markets won’t cover: Whether the operation involves hunting, fishing, outdoor guides and more, McNeil understands the risks from first-hand experience.

“The staff at McNeil are hunters, hikers and campers,” Gulini says. “[These clients] aren’t just talking to an insurance carrier who is going to insure their building. They are talking to someone who understands the risks that begin when guests arrive. We have evolved into the go-to market for many of these classes of business.”

The outdoor recreation market is quickly expanding because it offers something for every age group and interest—and as a result, AdvenSure is McNeil & Co.’s fastest-growing program. According to Gulini, one trend to watch in particular is destination lodging. Travelers use a ranch or lodge as their base camp, and from there they go on a mountain biking or fishing trip with local guides not affiliated with the lodge, but recommended by the lodge.

For agents, this trends translates into a referral network. “As an agent, if I write ABC lodge, there are probably four or five subcontracting outfitters and guides that support activities for the clients who are staying at the lodge, and I can write those,” Gulini says.

The best part? These outfitters tend to be stable risks because owners hand down or transfer their operations to people already affiliated with the organization. “A dry cleaning business that has changed hands five times in 20 years probably had five different insurance companies and five different agents,” Gulini says. “We have that stability in place. When an agent writes a piece of business, they’ll probably write it for decades.”

If you are new to selling this market, AdvenSure program offers agents support in the way of in-house claims and e-learning, a free online training platform clients can access to learn about risk management topics such as first aid and back-country preparedness.

And even if you don’t live an area known for outdoor activities, you might be surprised at the hidden opportunities. “You think of businesses like these in the mountain states, but there are dude ranches in New York, and we are proud to insure them,” Gulini says. “With AdvenSure, every class of business is available in virtually every state.”

Visit McNeil & Co. online for more information about outdoor recreation and hospitality classes and how AdvenSure can help grow your business.