Expanding Opportunities in the U.S. Middle Market for Trade Credit Brokers

The U.S. middle market is expanding rapidly, presenting significant opportunities for trade credit brokers.

According to the National Center for the Middle Market (NCMM), nearly 200,000 businesses in the U.S. currently generate annual revenues between $10 million and $1 billion. These businesses contribute to one-third of the private-sector GDP and employ approximately 48 million people. As of the mid-year 2026 NCMM survey, 82% of these companies reported revenue growth compared to the previous year, with an impressive average growth rate of 11%. The robust expansion of this sector offers a fertile ground for insurance professionals, particularly in the trade credit niche.

Navigating a Complex Credit Environment

The promising growth is tempered by a challenging credit environment. The Administrative Office of the U.S. Courts noted a 16.9% rise in business bankruptcy filings, reaching 26,941 by the end of June 2026, compared to 23,043 in the prior year. This figure represents a more than twofold increase from just four years earlier. For trade credit brokers, this means an urgent need to address and manage credit risks for middle-market companies that lack the robust credit-management frameworks of larger corporations.

Opportunities for Brokers

The evolving landscape presents a prime opportunity for brokers. Middle-market companies, often with substantial receivables and limited credit management teams, confront challenges in monitoring and assessing credit risks. Brokers are crucial in facilitating trade credit insurance discussions with these companies as they extend credit and explore new markets to fuel growth. Moreover, seven out of ten middle-market firms anticipate revenue growth through mid-2027, underscoring the need for strategic credit management solutions.

Leveraging Trade Credit Insurance

Christina Montes De Oca, CEO of Coface North America, underscores the unique trade credit requirements of middle-market firms versus large multinationals. She highlights that middle-market firms often engage in “whole turnover” strategies and outsourcing to enhance internal credit practices. Unlike larger companies, which usually adopt trade credit insurance selectively to manage specific exposures or financial structures, middle-market firms require more comprehensive credit evaluation and monitoring solutions.

Considerations for Brokers

• Evaluate customer selection and establish credit limits early.
• Identify signs of credit deterioration proactively.
• Adapt to changes in tariffs, trade relationships, and geopolitical risks promptly.
• Provide whole-turnover programs to support customer evaluation and monitoring.

Coface's focus on this segment involves a North American growth initiative that strengthens investment in sales, marketing, data, and AI. Montes De Oca emphasizes the expansive opportunity for brokers to offer valuable solutions and create comprehensive risk management ecosystems. She believes the carriers’ growth will be closely tied to brokers who can identify and support firms not yet leveraging trade credit insurance in their risk management strategies.

The growth potential in the U.S. middle market is undeniable. For insurance brokers and agents, the challenge and opportunity lie in crafting solutions that address the unique needs of these dynamic businesses, positioning themselves as pivotal partners in managing credit risks and facilitating regional and international expansion.