Two guys meet. Two guys talk.
MarketScout Wholesale is born.
As a business consultant, Glenn Hargrove, former CEO of
Crump, conversed with others about their innovative ideas,
plans to defy the status quo and leveraging technology. Maybe
it was their ideas that sparked his enthusiasm. Or maybe it was
a well timed conversation with Richard Kerr, CEO of
MarketScout, the online insurance exchange used by 50 carriers
to distribute products to a network of 35,000 retail
Maybe it was both. Regardless, March 2010 marked the arrival
of MarketScout Wholesale (MSW).
Now the conversation is about him.
I spoke with Hargrove about the inception of MSW, the
organization for which he will serve as president, its
relationship with MarketScout and why he believes it might be
the perfect partnership.
“We thought the last thing this current marketplace
needed was just another wholesaler,” he says.
“Market conditions have forced many wholesalers to
retreat to their core functions. As a result, many look and act
After leaving Crump, Hargrove was a business consultant for
many firms whose origins could be traced to a chance encounter
between two individuals sharing a similar vision. The same fate
would eventually become the foundation for MSW.
Over time, he got talking to Kerr, and they started piecing
it together. “We thought the combination of
MarketScout’s resources with a wholesale operation was
perfect,” Hargrove explains.
Officially formed in early March, MSW is in the early stages
of creating a team. Like MarketScout, MSW is headquartered in
Dallas, and it plans to expand with locations on the West Coast
and in the Southeast. The goal is to become a national
wholesaler. Hargrove says the appropriate licensing, market
appointments and other necessary variables are in place in all
“We will work in both the admitted and non-admitted
marketplace. We have no preconceived notions of what type of
business we will and will not write. This all hinges on the
talent that joins our team.”
He says MSW will perform on a broader scale than traditional
wholesalers. “We will focus on brokerage, MGA, program
business and other more traditional roles. But we also plan to
provide service on a more strategic level. Consulting, product
and program development, technology consulting, joint ventures
and other options will be available for our retail partners.
Our plan is to perform more as a partner than a traditional
But it’s the relationship with MarketScout that
Hargrove believes will truly separate MSW from other national
wholesalers. He is confident that the wholesaler is a perfect
partner to The MarketScout Exchange. “Most of the
business plans I’ve seen over the years mentioned
‘leveraging technology.’ MarketScout is one of the
first times I’ve seen that statement come true.”
The exchange is designed for retailers, and most users work for
smaller retail firms, he says.