Ep265 Gregg Bundschuh EPIC: A Different Type of Matrix

If you just confined your view to the top four brokers, you might easily assume that not much has happened in the US retail broking segment in the last ten years. But if you broadened you view to the top ten or twenty, you’d be faced with a very large number of billion-dollar-plus revenue broking groups that you would have been hard pressed to name ten years ago and many of which didn’t exist as far back as the turn of the millennium. This has come about through huge sums in private investment, a lot of strategic realignment and a considerable amount of M&A. There are a lot of untold stories buried in this remarkable era of expansion and this podcast is all about beginning to remedy that because today’s guest forms part of this remarkably fast-evolving cohort. Gregg Bundschuh is the chief Growth Officer at EPIC, the retail broking arm of the wider Galway Holdings business, which also includes wholesaler JENCAP. As the business approaches $2bn in annual revenues and this podcast does a thorough examination of the intermediary’s specialist business model. As a construction lawyer turned construction broker, entrepreneur and now senior management executive, Gregg’s career is in many ways a personal embodiment of what EPIC is trying to build. It’s all about highly-specific top-down vertical industry expertise that gives an edge in chosen niches, adding more value and building a loyal and growing customer base that doesn’t want to be without your specialist knowledge. The icing on the cake is to then try to orchestrate all the different specialisms so that the client can be served everything they need through a co-ordinated EPIC offering. It’s an incredibly ambitious and challenging way of doing business and one that is setting the bar extremely high. For example, continued above-average growth is needed to fund constant reinvestment in keeping the knowledge and talent base at the cutting edge. But it’s also incredibly refreshing and makes for an enlightening and enjoyable discussion. Gregg is great company and is an insurance player to his core. Listen on and the next 50 minutes will give you an awful lot of original business ideas to think about. NOTES: SIR = Self-Insured Retention LINKS: We thank our naming sponsor AdvantageGo: https://www.advantagego.com