Exploring Workers’ Compensation Trends with Safety National's Gus Aivaliotis
Risk & Insurance® expanded its coverage of the 2026 Workers’ Comp Power Broker® awardees by interviewing Gus Aivaliotis, Deputy CEO of Safety National, about current workers’ compensation trends. The discussion with Aivaliotis focused on strategies for success and emerging technological advancements in the industry.
Aivaliotis emphasized the role of brokers as risk and claim mitigation specialists. According to him, a successful broker prioritizes understanding the client’s organizational culture, safety practices, and claims management strategies. He noted that grasping these elements is more crucial than focusing solely on sales. The aim is to find a balance between cost and service quality that aligns with the client's operational needs and long-term objectives.
In terms of technological tools, Aivaliotis highlighted the progression from traditional methods like telematics and cameras to advanced AI-driven systems. These innovations allow real-time monitoring and intervention in workplaces, which can mitigate risks and enhance safety. AI, in particular, is proving valuable, offering immediate insights and training opportunities by analyzing compliance and safety breaches.
The interview also explored integrating AI with camera systems to elevate workplace safety. The technology meticulously assesses employees' movements to ensure ergonomic and safe practices are maintained, reflecting a decrease in setup costs and increased accessibility for organizations.
Aivaliotis discussed the integration of the biopsychosocial model in claims management. This approach considers biological, psychological, and social factors in devising treatment plans for injured workers. Safety National actively applies this model to address severe cases by proactively engaging with specialist teams to foster recovery beyond immediate medical intervention.
Drawing lessons from 2025, Aivaliotis reflected on the continuing rise in medical severity costs outpacing general inflation. With medical advancements increasing long-term care costs, he emphasized the importance of maintaining a clear value proposition for carriers—whether by focusing on cost-efficiency or enhanced service offerings. He also acknowledged the consistent influx of new competitors in the workers’ comp market.
Looking ahead, Safety National is committed to upholding its reputation by focusing on service delivery and operational stability amidst a dynamic market. Furthermore, Aivaliotis identified AI as a pivotal component of their strategic direction, aiming to enhance both internal efficiency and customer interactions. Continuing industry initiatives include expanding AI utilization for operational efficiency and increasing engagement with analytics to meet evolving customer expectations. These efforts reflect ongoing advancements in technology and the essential nature of adapting to future industry shifts.