VOL. XCIV, NO. 247
★ WIDE MOAT STOCKS & COMPETITIVE ADVANTAGES ★
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Saturday, January 10, 2026
Brown & Brown, Inc.
BRO · New York Stock Exchange
Weighted average of segment moat scores, combining moat strength, durability, confidence, market structure, pricing power, and market share.
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Overview
Brown & Brown, Inc. is an insurance distribution company that reports two segments: Retail and Specialty Distribution (following a 3Q 2025 reorganization tied to the Accession acquisition). Retail is a relationship- and renewal-driven brokerage/agency business where procurement inertia and reputation support retention, with some scale leverage in operating costs. Specialty Distribution combines wholesale brokerage and delegated-authority programs (MGA/MGU), where program agreements and carrier-capacity relationships help win and retain specialty placements. Key risks include disintermediation (carriers/technology-enabled entrants), cyclical swings in insurer capacity, and acquisition integration and talent retention.
Primary segment
Retail
Market structure
Competitive
Market share
—
HHI: —
Coverage
2 segments · 7 tags
Updated 2026-01-09
Segments
Retail
Retail insurance brokerage and agency services (commercial P&C, employee benefits, personal lines) plus dealer F&I risk-mitigating products
Revenue
59%
Structure
Competitive
Pricing
moderate
Share
—
Peers
Specialty Distribution
Specialty insurance distribution (program administration/MGA-MGU and wholesale brokerage including E&S and specialty placements)
Revenue
41%
Structure
Oligopoly
Pricing
moderate
Share
—
Peers
Moat Claims
Retail
Retail insurance brokerage and agency services (commercial P&C, employee benefits, personal lines) plus dealer F&I risk-mitigating products
Revenue share and operating profit share computed from 9M 2025 segment results (Retail total segment revenues $2,487m; segment income before income taxes $575m), excluding 'Other' segment items.
Procurement Inertia
Demand
Procurement Inertia
Strength
Durability
Confidence
Evidence
Renewal-heavy brokerage model with relationship-driven retention makes switching brokers non-trivial for many accounts.
Erosion risks
- Digital/direct distribution reduces intermediary reliance
- Large accounts consolidate with global brokers
- Aggressive pricing or service offers from local competitors
Leading indicators
- Retention rate / renewal book growth
- Organic Revenue growth rate
- Net new business vs lost business
Counterarguments
- Insurance brokerage is fragmented; customers can switch at renewal with modest friction
- Carrier portals and insurtech tools can reduce switching and servicing advantages
Brand Trust
Demand
Brand Trust
Strength
Durability
Confidence
Evidence
Brand/reputation and service quality help win and retain accounts, especially in more complex commercial placements.
Erosion risks
- Reputational damage from service failures, claims disputes, or data breaches
- Talent attrition in key producing teams
Leading indicators
- Producer headcount and turnover
- Cybersecurity incidents and remediation costs
- Organic growth in core commissions and fees
Counterarguments
- Brand is less decisive in price-sensitive SMB segments
- Competing brokers can hire away teams and relationships
Scale Economies Unit Cost
Supply
Scale Economies Unit Cost
Strength
Durability
Confidence
Evidence
Larger scale can lower per-account servicing costs via shared systems, compliance, and back-office leverage.
Erosion risks
- Rising compensation costs compress margins
- Integration complexity from acquisitions offsets scale benefits
Leading indicators
- Segment margin trend
- SG&A as % of revenue
- Integration cost and amortization trends
Counterarguments
- Local brokers can operate efficiently with lower overhead
- Scale can create bureaucracy that hurts service quality
Specialty Distribution
Specialty insurance distribution (program administration/MGA-MGU and wholesale brokerage including E&S and specialty placements)
Segment was formed in 3Q 2025 by combining Programs and Wholesale Brokerage into Specialty Distribution; revenue and operating profit shares computed from 9M 2025 segment results (Specialty Distribution total segment revenues $1,731m; segment income before income taxes $654m), excluding 'Other' segment items.
Contractual Exclusivity
Legal
Contractual Exclusivity
Strength
Durability
Confidence
Evidence
Delegated authority/program administration relationships (MGA/MGU) can create durable niches when tied to carrier agreements and specialized underwriting operations.
Erosion risks
- Carrier partners terminate or reprice program arrangements
- Regulatory changes increase compliance costs for MGAs/MGUs
- New entrants replicate niches with alternative capacity
Leading indicators
- Carrier relationship stability and delegated authority renewals
- Program performance (loss ratios) and capacity availability
- Organic Revenue in Specialty Distribution
Counterarguments
- Program relationships can be re-competed or moved to another administrator
- Capacity providers can shift quickly after loss events or market cycles
Preferential Input Access
Supply
Preferential Input Access
Strength
Durability
Confidence
Evidence
Specialty distribution depends on access to carrier/intermediary capacity; strong relationships can improve placement ability and terms.
Erosion risks
- Carrier consolidation reduces distributor leverage
- Adverse loss cycles tighten capacity in E&S lines
- Carriers shift business to competing wholesalers/MGAs
Leading indicators
- Carrier capacity and appetite changes in key lines
- Placement conversion rates and turnaround time
- Segment growth through hard/soft market cycles
Counterarguments
- Large competitors also have strong carrier relationships; access may not be exclusive
- Capacity is cyclical and can shift independent of distributor quality
Procurement Inertia
Demand
Procurement Inertia
Strength
Durability
Confidence
Evidence
Retail agents and insureds often prefer proven specialty partners, supporting repeat placements and account retention.
Erosion risks
- Retail agencies multi-home across wholesalers to shop terms
- Commission compression if competition intensifies
- Tech-enabled marketplaces reduce relationship advantage
Leading indicators
- Organic Revenue growth and retention metrics (if disclosed)
- Wholesale submission volume and conversion
- Pricing and capacity conditions in specialty lines
Counterarguments
- E&S placements can be highly price-driven; loyalty can be limited
- Large retail brokers may internalize specialty capabilities
Evidence
The Organic Revenue growth rate was driven by net new business written during the preceding twelve months and growth on renewals of existing customers.
Renewal-driven growth implies sticky relationships and inertia in broker selection.
teammates, who earn the trust and respect of our customers and carrier partners every day.
Management frames customer/carrier trust as central, consistent with a reputation moat.
leveraging our expense base
Expense-base leverage is consistent with scale-driven unit cost advantages.
Our programs businesses which act as MGUs, provide targeted products and services
Confirms the segment includes MGU program businesses (delegated authority model).
In this capacity, we function as an outsourced or virtual insurance company and operate over 60 programs globally.
Scale and breadth of programs supports the thesis of niche program relationships and operational know-how.
Showing 5 of 7 sources.
Risks & Indicators
Erosion risks
- Digital/direct distribution reduces intermediary reliance
- Large accounts consolidate with global brokers
- Aggressive pricing or service offers from local competitors
- Reputational damage from service failures, claims disputes, or data breaches
- Talent attrition in key producing teams
- Rising compensation costs compress margins
Leading indicators
- Retention rate / renewal book growth
- Organic Revenue growth rate
- Net new business vs lost business
- Producer headcount and turnover
- Cybersecurity incidents and remediation costs
- Organic growth in core commissions and fees
Curation & Accuracy
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Details change. Pricing, features, and availability may be incomplete or out of date. Treat listings as a starting point and verify on the provider’s site before making decisions. If you spot an error or a gap, send a quick note and I’ll adjust.