Viewpointsummer2013 by Independent Insurance Agents of Iowa

IN THIS ISSUE:

THE 2012 NUMBERS DON’T LIE

SUMMER 2013 • VOLUME 31 • ISSUE 3 INDEPENDENT INSURANCE AGENTS OF IOWA

2 0 1 3

c o n t i n e n t a l

p e k i n

COMPANY MEETINGS i n d e p e n d e n t

w e s t e r n

i n s u r a n c e

g r o u p ®

a g e n t s

l i b e r t y

i n s u r a n c e ®

o f

i o w a

m u t u a l

p r o g r e s s i v e

i n s u r a n c e

IN THIS ISSUE: YOU DO AND CAN MAKE A REAL DIFFERENCE

IIAI 107TH ANNUAL CONVENTION

SUCCESSFUL BIG “I” LEGISLATIVE CONFERENCE

2013 INDEPENDENT INSURANCE AGENTS OF IOWA COMPANY MEETINGS

THE 2012 NUMBERS DON’T LIE

2013 IIAI SCHOLARSHIP WINNERS

IOWA INSURANCE HALL OF FAME 2013 INDUCTEES 2013 YOUNG AGENTS CONFERENCE BIG “I” GOES TO WASHINGTON

ARE YOU totally

WORRY FREE?

WWW.IMTINS.COM

West Des Moines, ioWA • 800.274.3531 • WWW.iMtins.coM

President’s Report YOU DO AND CAN MAKE A REAL DIFFERENCE Independent Insurance Agents of Iowa 4000 Westown Parkway West Des Moines, Iowa 50266 (515) 223-6060 • FAX (515) 222-0610 800-272-9312 (In-State only)

Advertising Editor Melissa Meiners

We need all of you to get involved, and although we are not always successful; the time you take to make those requested telephone calls or emails are listened to by your legislative people. You do and can make a real difference. by Paul Pohlson Page 5

National Director’s Report SUCCESSFUL BIG “I” LEGISLATIVE CONFERENCE

BOARD OF DIRECTORS Paul Pohlson - Grinnell

Iowa can be proud to be selected as “the state” to receive the Herndon Award, and a special tip of the hat goes to Bob Skow for his skill, expertise and untiring efforts in the legislative arena on our behalf.

President-Elect

by Dean Brooks, CPCU, CLU, ALCM

Terry McDonald, CIC - Iowa City

Page 7

President

Treasurer Scott Morningstar, CPCU - Lisbon

National Director Dean Brooks, CPCU, CLU, ALCM West Des Moines

Directors

In This Issue The 2012 Numbers Don’t Lie Page 9

Advertisers We would like to thank our advertisers for their support. This magazine would not be possible without them.

Jerry Mease - Winterset Eldon Hunsicker - Ottumwa Terry Friedman, CPCU - Dubuque Tim English, CIC - Dyersville John Dalton - Council Bluffs Steve Madsen - Marshalltown David Rowley, CPCU, CIC, AU - Spirit Lake Scott Wirtz - Emmetsburg Jamie Krist, CIC, MBA - West Des Moines

Taking Charge - IIAI 107th Annual Convention Trade Show and EXPO

Past President

Page 43

Brian Petersburg - Decorah

Iowa Insurance Hall of Fame 2013 Inductees

36 IMWCA Iowa Municipalities Workers’

Page 44

4 Integrity Insurance

IIAI OFFICE STAFF Chief Executive Officer Bob Skow, CPCU, CAE bob@iiaiowa.org

Membership Operations Coordinator Melissa Meiners melissa@iiaiowa.org • Ext. 15

THANK YOU!

Page 21

2013 Independent Insurance Agents of Iowa Company Meetings Page 29

2013 IIAI Scholarship Winners

2013 Young Agents Conference Page 45

6 Amerisafe 20 Burns & Wilcox 44 EMC Insurance Co. 8 Grinnell Mutual 47 Big “I” Professional Liability 2 The IMT Group Compensation Association 40 Iowa Mutual Insurance Co. 35 Liberty Mutual Insurance 12 Merchants Bonding Co.

Big “I” Goes To Washington

34 M.J. Kelly Company

Page 46

12 QBF NAU

Technology & Communications Administrator

36 Northern States Agency

Jeanne Reynolds jeanne@iiaiowa.org • Ext. 17

6 Ringwalt & Liesche Co.

Membership Services Coordinator

39 SECURA Insurance Co.

Marilyn Paul, CPCU, AIT, AAM, CPIW marilyn@iiaiowa.org • Ext. 11

Membership Services Coordinator

38 Pekin Insurance 40 Scobie Group 32 West Bend 19 Western National Insurance

Brenda Kluger, CIC, CISR, CIIP, CRM brenda@iiaiowa.org • Ext. 14

Customer Service Representative Megan Kincy megan@iiaiowa.org • Ext. 16

Receptionist Cindy Grim cindy@iiaiowa.org • Ext. 12

MISSION STATEMENT: The Independent Insurance Agents of Iowa will be an unrelenting advocate of the business, professional and p olitical interests of its members; doing so by working in the p ublic’s best interest and with the highest e thical standards. Viewpoint is a publication of the Independent Insurance Agents of Iowa. Viewpoint is published quarterly: Winter, Spring, Summer and Fall. Viewpoint is mailed to Iowa insurance agents, Iowa Home Office Executives, Affiliate members, and other state associations and organizations.

We make things easy for you. So you can make things easy for them. For more about how Integrity can help you help your customers contact: Cathy Beaudin at 920.968.8326 or cbeaudin@imico.com integrityinsurance.com

president’s REPORT

YOU DO AND CAN MAKE A REAL DIFFERENCE Calling your Congressman does work. PA U L P O H L S O N

“We need all of you to get involved, and although we are not always successful; the time you take to make those requested telephone calls or emails are listened to by your legislative people. You do and can make a real difference”

s I write this message for Viewpoint, I am reminded at how much time your Association spends on the welfare of each and every member of the Independent Insurance Agents of Iowa. Your Board, Bob Skow, and the wonderful Big “I” staff are people you may want to say Thank you too. They work so hard on many issues which are so beneficial to the agents in Iowa. Let me give you an example: Recently the National Big “I” office, along with the Iowa Independent Insurance Agents, put out a request for a Grassroots effort to oppose the Farm Bill amendment called — the Kind/ Petri Act, which would have cut, capped, and limited crop Insurance. Your efforts paid off, as many of you called your Congressman, and asked them to oppose that particular amendment. It worked, as the amendment was defeated. This is the kind of thing your Board and Big “I” office do on a daily basis. We need all of you to get involved, and although we are not always successful; the time you take to make those requested telephone calls or emails are listened to by your legislative people. You do and can make a real difference. Even though the Farm Bill was not passed, there will be additional times you are called on to help, and I only ask that you participate in the process. I also want to encourage you to take

Dwelling Fire 7) Business, Building, Office, Store PAC 8) Community Banks Business Ins. 9) Restaurant Casual Dining 10) Commercial Lessors Risk

the time to look at the Big “I” Markets. If you are not yet registered, please call or email the Independent Insurance Agents of Iowa office, and get yourself familiar with what you can find. A recent report came out from the National office which indicated the Big “I” Markets increased by over 30% in the past year. Check out this website — www.bigimarkets.com. The amount of premium written from January 1, 2013 to May 31, 2013 is now over $4.3 million. Here are some of the successes during the first part of 2013: 1) Affluent Program – Homeowner 2) Habitational – Apartment program 3) Habitational – Condominium program 4) Bonds 5) Workers’ Compensation 6) Non-Standard Homeowner or

I am sure you have markets for some or many of the risks above, but I think it is important to know that your Big “I” office (National and State) is providing a lot of help to us as agents. Finally, I want you to read the information from the Big “I” office about the September 18 and 19, 2013 Convention. It is a loaded two- days of events, and has been totally revamped over the past few years. The Board is trying something new, so read the brochure and get your reservations in early. There are a number of workshops planned, so I am sure you will find something that you will really enjoy. Topics will be available in three different tracks — Agency Management, Agency Automation, and Continuing Education. Your continued support of the Iowa Association is very important and I personally thank you for your membership. In addition, your support of the two Political Action Committees (PAC) is so very important as well. We are a very strong group and the people in elected offices do listen to your Association. Thank You.

SUMMER 2013 |

CONSTRUCTION

Workers’ Comp InsuranCe For more InFormatIon Call: (888) 758-5042 www.amerIsaFe.com

national director’s REPORT

SUCCESSFUL BIG “I” LEGISLATIVE CONFERENCE IIAI was recipient of the prestigious Herndon Award BY: DEAN BROOKS, CPCU, CLU, ALCM

“Iowa can be proud to be selected as “the state” to receive the Herndon Award, and a special tip of the hat goes to Bob Skow for his skill, expertise and untiring efforts in the legislative arena on our behalf”

nother highly successful national Big “I” Legislative Conference is in the books. Big “I” independent agents and brokers from 50 states and four countries were in Washington, D.C. on April 17th for the kick-off of the annual Big “I” Legislative Conference. Then on April 18th, Big “I” member agents visited nearly 400 congressional offices on Capitol Hill to discuss issues of interest to our members and to remind our legislators that independent agents are in every state and in every district. Iowa was well represented during the meetings, engaging our delegation in candid discussions on issues including agent licensing reform, terrorism insurance, tax reform and crop insurance. Our state association was honored during the opening session of the Legislative Conference on the 17th. IIAI was this year’s recipient of the prestigious Herndon Award for Excellence in State Association Advocacy. While presenting the award, Bob Rusbuldt specifically cited our efforts in getting the first in the nation law on the role of navigators in the health care delivery system. This law addresses qualifications and activities of health insurance navigators and subjects navigators to the jurisdiction and oversight of state regulators. It requires navigators to obtain

licenses, complete a training program, pass an examination, satisfy a financial responsibility requirement and comply with applicable state laws. The statute also limits the activities that navigators may engage in and draws a bright line between the activities of navigators and insurance agents and brokers. This law is now being used as the model by the Big “I” to be implemented in other states to provide clarity around the “navigator” role. Iowa can be proud to be selected as “the state” to receive the Herndon Award, and a special tip of the hat goes to Bob Skow for his skill, expertise and untiring efforts in the legislative arena on our behalf. A question I’m often asked is “what all do I get for my dues? Every agent I talk with understands the importance of our state and national lobbying efforts on behalf of all members but sometimes I hear “O.K…what else?” In my opinion, one of the most valuable benefits associated with your membership is access to the Big “I” Virtual University. The VU has detailed coverage analysis, sample forms, court cases, and white papers on a wide variety of topics important to your agency. There are literally thousands of articles written by topic experts in the areas of coverages, agency management, and technology — all free.

Another great feature of VU is “Ask An Expert”. This is a free service for Big “I” members only and puts the collective knowledge of nearly fifty experts at your fingertips. If you have a perplexing agency management or coverage interpretation you can’t find an answer to, simply log in with your user name and password and submit the question to AAE. You will get an answer within three to five business days, often sooner. We’ve seen a number of situations where adjusters have reversed claims denials based on the reasoned analysis of the coverage by the AAE faculty. Finally, you can also subscribe to the VUpoint Newsletter, a bi-weekly email with articles on personal and commercial lines coverages, agency management, sales and marketing, customer service and technology. Once again — free! I would encourage you to visit the IIABA website and take a look at everything available under the VU link. If you haven’t done so already, I’m betting you will be pleasantly surprised at all the free resources available there. As usual, if you have any questions or comments about what goes on at the national level, feel free to give me a call or drop me an e-mail. I can be reached at (515) 868-0484 or dbrooks@mfhins.com

SUMMER 2013 |

Congratulations to our 2013 President’s Club Members S

ince 1909, Grinnell Mutual has prospered by building strong relationships with quality farm mutuals and agencies. The following companies have contributed significantly to our combined success and have been named to the 2013 Grinnell Mutual President’s Club. We appreciate their contributions and enjoy the mutual benefits of our Policy of Working Together. A & J Petersburg Agency Decorah, Iowa

Eland Agency, Inc. Mediapolis, Iowa

Peoples Insurance Agency Waverly, Iowa

Abens, Marty, Curran Agency Humboldt, Iowa

First Insurance Services Waverly, Iowa

R W Larson Insurance Agency Boone, Iowa

Ambank Insurance Services Le Mars, Iowa Associated Insurance Counselors Preston, Iowa Axman Insurance Agency Pomeroy, Iowa Bank Midwest Insurance Services Spirit Lake, Iowa Black Hawk Insurance Services Hudson, Iowa

First Maxfield Resources Denver, Iowa FMD Agency, Inc. Schleswig, Iowa Gentry Insurance Agency Ollie, Iowa Insurance Headquarters Waterloo, Iowa Lee Agency Muscatine, Iowa LSB Insurance Reinbeck, Iowa Northwest Consultants Buffalo Center, Iowa

Smith Insurance LLC Lamont, Iowa Tenold Olson Hagen, Inc. Northwood, Iowa Titus Insurance Group, Inc. Muscatine, Iowa United Insurance Services Madrid, Iowa West Side Agency, Inc. Palo, Iowa Winnebago Insurance Agency Lake Mills, Iowa

Bob Dodds Insurance Agency Danville, Iowa Callahan Insurance Cascade, Iowa Cook Agency, Inc. Waukon, Iowa Cray Insurance Agency Chester, Iowa EGR Insurance, Inc. Moville, Iowa

grinnellmutual.com

A Policy of Working Together®

THE 2012 NUMBERS DON’T LIE!

Iowa Remains an Independent Agent Stronghold! BY: BOB SKOW, CPCU, CAE - CHIEF EXECUTIVE OFFICER

“The big story in this issue is the annual report supplied to us by A.M. Best on Iowa’s insurance marketplace. I think the most notable fact is the continuing market share growth by independent agents in our state”

ur Summer Issue of Inde-

Property

lines

pendent Insurance Agents

loss ratios for the top 10

of Iowa Viewpoint Magazine

writers were pretty ugly; Com-

is always one of the most

mercial Property was 123.7%, by

of business

popular issues we send to members each

followed

Farmowners

year. This year we are featuring four com-

121.23%,

panies’ stories and all have some interest-

ing information in them even if you do not

pensation improved over 2011

represent them.

by 8.63% better for an 82.88%

and

Homeowners

117.09%. Workers’

Com-

average. The big story in this issue is the annuIf you want to make money in

al report supplied to us by A.M. Best on Iowa’s

marketplace. I think

In spite of spending tons on advertis-

Iowa the place to be is BOP, Commercial

the most notable fact is the continuing

insurance

ing GEICO Berkshire Hathaway showed

Liability, or Medical Professional Liability

market share growth by independent

no growth and failed to crack the top 20

insurance. All showed loss ratios for the

agents in our state. Direct Writers and

overall market rankings. Only 3 direct

total marketplace of less than 30%. Auto

Captives lost almost 4% of the total

writer companies made the top 20 list, all

insurance remains a good line with almost

market! Liberty moving to independent

the rest are markets through independent

everyone in the market posting a profit-

agent market channel in part accounts for

agents. ACE and INA Group showed the

able year.

some of this growth but the fact remains

largest growth followed by QBE Amer-

the Iowa insurance marketplace belongs

icas Group on the top 20 companies

All in all, this issue has a great deal of

to independent agents. The other news-

list. Among local companies Farmers Mu-

information on market share and perfor-

worthy item is State Farm’s market share

tual Hail Insurance Group market share

mance. We hope you find the information

was 10.4% in 2011, it dropped to 9.40%

jumped up by 1.3% and posted a 39.8 loss

useful. Independent agents have a lot to

in 2012, and seeing a significant increase

ratio for the strongest growth among that

smile about.

in their loss ratio. The data shows market

segment.

place slippage, or flat growth in almost all lines reported for State Farm in Iowa.

SUMMER 2013 |

2012 DATA

IOWA OVERALL STATE RANKING (ALL P/C LINES) Name

(Direct Writers Highlighted)

2012 2011 2012 2011 Market Market Direct Written Direct Written Share Share Difference Premiums (000) Premiums (000) Difference

2012 2011 Adjusted Adjusted Loss Ratio Loss Ratio Difference

1 State Farm Group

9.40%

10.40%

-1.00%

$526,084

$519,651

$6,433.00

81.6

69.5

12.1

2 Allied Group a Nationwide Co

7.70%

8.20%

-0.50%

$432,414

$407,051

$25,363.00

88.4

66.9

21.5

3 Farm Bureau P&C Group

5.90%

5.80%

0.10%

$328,500

$287,873

$40,627.00

73.2

64.4

8.8

4 ACE INA Group

5.50%

3.90%

1.60%

$310,949

$193,391

$117,558.00

31.9

62.6

-30.7

5 Progressive Group

3.90%

4.10%

-0.20%

$217,679

$203,573

$14,106.00

62.4

62.2

0.2

6 Farmers Mutual Hail Insurance Grp

3.80%

2.50%

1.30%

$214,719

$125,167

$89,552.00

39.8

-15.2

7 QBE Americas Grp

3.80%

2.30%

1.50%

$213,802

$115,341

$98,461.00

36.7

46.9

-10.2

8 EMC Insurance Cos

3.20%

3.40%

-0.20%

$177,074

$171,223

$5,851.00

78.7

62.2

16.5

9 American Intl Group Inc

2.90%

4.20%

-1.30%

$163,433

$207,220

$(43,787.00)

67.3

78.6

-11.3

10 Travelers Group

2.90%

3.00%

-0.10%

$161,712

$148,009

$13,703.00

52.5

19.5

11 American Family Insurance Group

2.80%

3.20%

-0.40%

$159,500

$161,288

$(1,788.00)

70.2

49.3

20.9

12 Great American P&C Group

2.60%

1.90%

0.70%

$144,234

$93,747

$50,487.00

50.2

52.8

-2.6

13 Liberty Mutual Insurance Cos

2.20%

2.40%

-0.20%

$122,040

$118,938

$3,102.00

76.4

7.6

14 Grinnell Mutual Grp

2.10%

2.30%

-0.20%

$115,679

$113,134

$2,545.00

52.5

50.8

1.7

15 Auto-Owners Insurance Group

1.90%

2.00%

-0.10%

$106,968

$98,437

$8,531.00

81.8

14.2

16 Wells Fargo Ins Grp

1.60%

1.10%

0.50%

$87,798

$52,839

$34,959.00

38.2

72.9

-34.7

17 IMT Insurance Cos

1.60%

1.70%

-0.10%

$87,195

$84,042

$3,153.00

55.2

61.6

-6.4

18 Cincinnati Ins Cos

1.50%

1.60%

-0.10%

$81,615

$82,236

68.5

56.8

11.7

19 West Bend

1.50%

0.00%

$81,538

$75,583

$5,955.00

51.9

62.1

-10.2

20 Zurich Fin Serv NA

1.40%

0.00%

$75,975

$70,636

$5,339.00

64.4

40.9

23.5

$(621.00)

Top 20 Totals

68.20% 66.90% 1.30%

$3,808,908

$3,329,379

$479,529.00

63.16

61.31

1.845

All Carriers State Totals

100%

$5,613,224

$4,986,398

$626,826.00

66.1

61.8

4.3

10 |

| SUMMER 2013

100%

2012 DATA

IOWA REGIONAL INDEPENDENT AGENCY COMPANIES Name

2012 2012 2011 2012 2011 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 Allied Group a Nationwide Co

$432,414

7.70%

8.20%

-0.50%

88.4

66.9

21.5

2 Progressive Group

$217,679

3.90%

4.10%

-0.20%

62.4

62.2

0.2

3 Farmers Mutual Hail Ins Group

$214,719

3.80%

2.50%

1.30%

39.8

4 EMC Insurance Companies

$177,074

3.20%

3.40%

-0.20%

78.7

62.2

5 Grinnell Mutual

$115,679

2.10%

2.30%

-0.20%

52.5

50.8

1.7

6 Auto-Owners Insurance Group

$106,968

1.90%

2.00%

-0.10%

81.8

14.2

7 IMT Insurance Cos

$87,195

1.60%

1.70%

-0.10%

55.2

61.6

-6.4

8 West Bend Mutual Group

$81,538

1.50%

0.00%

51.9

62.1

-10.2

9 United Fire & Casualty Group

$73,762

1.30%

1.40%

-0.10%

84.7

10 Endurance Spec Group

$54,824

1.00%

0.70%

0.30%

33.7

76.6

0.20%

64.33

64.82

64.9

Top 10 Totals

$1,561,852

28.00% 27.80%

All Carriers State Total

$2,225,722

39.70% 39.90% -0.20%

Direct Writers 29.6%

Regional Agency Companies 39.7%

-15.2 16.5

15.7 -42.9 -0.49 0.9

2012 STATE MARKET SHARE REGIONAL AGENCY COMPANIES NATIONAL AGENCY COMPANIES DIRECT WRITERS

National Agency Companies 30.7%

IOWA NATIONAL INDEPENDENT AGENCY COMPANIES Name

2012 2012 2011 2012 2011 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 ACE INA Group

$310,949

5.50%

3.90%

1.60%

31.9

62.6

-30.7

2 QBE Americas Group

$213,802

3.80%

2.30%

1.50%

36.7

46.9

-10.2

3 American Intl Group Inc

$163,433

2.90%

4.20%

-1.30%

67.3

78.6

-11.3

4 Travelers Group

$161,712

2.90%

3.00%

-0.10%

52.5

19.5

5 Great American P&C Group

$144,234

2.60%

1.90%

0.70%

50.2

52.8

-2.6

6 Liberty Mutual Ins Cos

$122,040

2.20%

2.40%

-0.20%

76.4

7.6

7 Cincinnati Insurance

$81,615

1.50%

1.60%

-0.10%

68.5

56.8

11.7

8 Zurich Fin. Serv. NA

$75,975

1.40%

0.00%

64.4

40.9

23.5

9 Old Republic General Group

$63,568

1.10%

1.30%

-0.20%

61.8

41.5

20.3

10 Hartford Insurance Group

$58,605

1.00%

1.20%

-0.20%

63.9

40.3

23.6

Top 10 Totals

$1,395,933

2.49%

2.32%

0.17%

60.07

54.93

5.14

All Carriers State Total

$1,726,085

30.70% 26.90%

3.80%

68.39

47.24

21.15

SUMMER 2013 |

| 11

2012 DATA

IOWA DIRECT WRITERS Name

2012 2012 2011 2012 2011 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 State Farm Group

$526,084

9.40%

81.6

69.5

12.1

2 Farm Bureau Mutual Group

$328,500

5.90%

10.40% -1.00% 5.80%

0.10%

73.2

64.4

8.8

3 American Family Insurance Group

$159,500

2.80%

3.20% -0.40%

70.2

49.3

20.9

4 Wells Fargo Insurance Group

$87,798

1.60%

1.10%

0.50%

38.2

72.9

-34.7

5 Farmers Insurance Group

$59,885

1.10%

1.20% -0.10%

92.3

51.6

40.7

6 Allstate Insurance Group

$53,194

0.90%

1.10% -0.20%

74.7

62.4

12.3

7 Berkshire Hathaway

$44,935

0.80%

0.00%

60.5

48.1

12.4

8 PMI Mortgage Group

$42,064

0.70%

0.90% -0.20%

147.1

161.7

-14.6

9 CUMIS Ins Society Group

$40,770

0.70%

0.20%

0.50%

71.4

6.1

65.3

10 Federated Mutual Group

$30,782

0.50%

0.00%

60.8

71.2

-10.4

Top 10 Totals

$1,373,512

24.40% 25.20% -0.80%

77.00

65.72

11.28

All Carriers State Total

$1,661,408

29.60% 33.20% -3.60%

79.1

64.21

14.89

ars

CHEERS TO

NY Y

Years

MERCHANTS BONDING COMPANY 8 0 T H

A N N I V E R S A R Y

ars

ANY

Your connection to crop protection.

R Y

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Common Sense Surety Since 1933 Visit naucountry.com or call 1.888.NAU.MPCI to learn more. Apple and the Apple iPad tablet are registered trademarks of Apple Inc., registered in the U.S. and other countries. © 2013 NAU Country Insurance Company. All rights reserved. NAU Country Insurance Company is an equal opportunity provider. QBE and the links logo are registered service marks of QBE Insurance Group, Limited. NAU is a registered service mark of NAU Country Insurance Company.

12 |

| SUMMER 2013

2012 DATA

IOWA PRIVATE PASSENGER AUTO PHYSICAL DAMAGE

(DIRECT WRITERS HIGHLIGHTED)

Name

2012 2012 2011 2012 2011 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 State Farm Group

$137,693

21.30% 21.30%

0.00%

86.2

71.2

2 Progressive Group

$81,244

12.60% 12.20%

0.40%

76.6

67.3

9.3

3 Allied Group a Nationwide Co

$77,785

12.00% 11.70%

0.30%

69.6

59.5

10.1

4 Farm Bureau P&C Group

$52,211

8.10%

7.80%

0.30%

67.9

63.8

4.1

5 American Family Insurance Group

$45,418

7.00%

7.40%

-0.40%

62.6

53.2

9.4

6 Grinnell Mutual Group

$30,243

4.70%

4.80%

-0.10%

70.6

63.4

7.2

7 IMT Insurance Company Mutual

$21,936

3.40%

0.00%

57.9

57.1

0.8

8 Allstate Insurance Group

$18,107

2.80%

3.00%

-0.20%

49.4

41.1

8.3

9 Auto-Owners Insurance Group

$16,372

2.50%

0.00%

70.1

70.2

-0.1

10 Berkshire Hathaway

$14,812

2.30% 0.80% 1.50% 74.6 48.1 26.5

Total from top 10 writers

$495,821

76.70% 74.90%

1.80%

68.55

State Total For All Carriers Combined

$646,455

Independent Agents 50.4%

Direct Writers 49.6%

(Avg.)

59.49

(Avg.)

9.06

74.3 64.3 10

2012 IOWA PRIVATE PASSENGER AUTO MARKET DIRECT WRITERS

INDEPENDENT AGENTS

IOWA OTHER PRIVATE PASSENGER AUTO (LIABILITY)

(DIRECT WRITERS HIGHLIGHTED)

Name

2012 2012 2011 2012 2011 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 State Farm Group

$144,250

20.50% 20.50%

0.00%

54.8

57.8

-3

2 Progressive Group

$117,614

16.70% 15.50%

1.20%

52.9

59.5

-6.6

3 Allied Group a Nationwide Co

$82,990

11.80% 11.80%

0.00%

59.4

51.2

8.2

4 Farm Bureau Mutual Group

$50,197

7.10%

7.20% -0.10%

46.2

54.3

-8.1

5 American Family Insurance Group

$45,933

6.50%

6.80% -0.30%

56.5

36.8

19.7

6 Grinnell Mutual Group

$30,064

4.30%

4.50% -0.20%

35.7

46.1

-10.4

7 IMT Insurance Company Mutual

$20,366

2.90%

0.00%

41.2

57.2

-16

8 Berkshire Hathaway

$17,908

2.50%

2.30%

0.20%

55.7

54.8

9 Farmers Insurance Group

$17,861

2.50%

0.00%

48.8

53.1

-4.3

10 Allstate Insurance Group

$14,921

2.10%

2.20% -0.10%

51.7

62.3

-10.6

Total from top 10 writers

$542,104

76.90% 76.20%

0.70%

State Total For All Carriers Combined

$703,877

2012 IOWA OTHER PRIVATE PASSENGER AUTO MARKET DIRECT WRITERS

INDEPENDENT AGENTS

Independent Agents 52.1%

50.29

(Avg.)

53.31

(Avg.)

0.9

-3.02

53.5 58.4 -4.9 Direct Writers 47.9%

SUMMER 2013 |

| 13

2012 DATA

IOWA HOMEOWNERS MULTI-PERIL

(DIRECT WRITERS HIGHLIGHTED)

Name

2012 2012 2011 2012 2011 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 State Farm Group

$155,643

27.20% 28.20%

-1.00%

101.2

78.7

22.5

2 Allied Group a Nationwide Co

$89,980

15.70% 15.90%

-0.20%

145

107.1

37.9

3 Farm Bureau Mutual Group

$44,624

7.80%

7.50%

0.30%

128.6

92.6

4 American Family Insurance Group

$42,075

7.40%

0.00%

96.3

50.8

45.5

5 Auto-Owners Insurance Group

$21,858

3.80%

3.70%

0.10%

159.7

136.8

22.9

6 Farmers Insurance Group

$17,204

3.00%

3.10%

-0.10%

131.2

36.3

94.9

7 Allstate Insurance Group

$16,356

2.90%

0.00%

143.4

64.8

78.6

8 IMT Insurance Company Mutual

$16,314

2.90%

2.80%

0.10%

77.5

4.5

9 Pekin Insurance Group

$14,147

2.50%

2.60%

-0.10%

102.1

95.5

6.6

10 West Bend Mutual Group

$13,370

2.30%

2.40%

-0.10%

81.4

91.6

-10.2

117.09

83.17

Total from top 10 writers

$431,571

75.50% 76.50% -1.00%

State Total For All Carriers Combined $572,062

Independent Agents 44.8%

(Avg.)

33.92

120.4 64.8 55.6

2012 IOWA HOMEOWNERS MARKET

Direct Writers 55.2%

DIRECT WRITERS

INDEPENDENT AGENTS

IOWA INLAND MARINE Name

(Avg.)

(DIRECT WRITERS HIGHLIGHTED)

2012 2012 2011 2012 2011 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 Assurant P&C Group

$35,563

3.90%

20.4

33.4

-13

2 Liberty Mutual Insurance Cos

$14,495

8.60%

8.90% -0.30%

79.5

60.5

3 Hartford Insurance Group

$9,546

5.70%

5.60%

0.10%

65.2

46.8

18.4

4 FM Global Group

$8,927

5.30%

5.60% -0.30%

27.7

-99.9

127.6

5 State Farm Group

$8,686

5.20%

5.70% -0.50%

32.9

46.4

-13.5

6 Allied Group a Nationwide Co

$7,360

4.40%

38.2

42.9

-4.7

7 Travelers Group

$6,480

3.80% 3.80% 0.00%

64.5

81.6

8 EMC Insurance Cos

$5,751

3.40%

3.70% -0.30%

32.9

27.5

5.4

9 American Intl Group Inc

$4,922

2.90%

2.80%

29.3

12.7

10 CNA Insurance Co

$4,826

2.90%

3.30% -0.40%

64.5

53.3

11.2

54.94

30.47

24.47

Total from top 10 writers

$106,556

21.10% 17.20%

63.30% 61.00%

0.00%

0.10% 2.30%

State Total For All Carriers Combined $168,512

2012 IOWA INLAND MARINE MARKET DIRECT WRITERS

14 |

| SUMMER 2013

INDEPENDENT AGENTS

Independent Agents 85%

146.1

(Avg.) (Avg.)

50.6 61.7 -11.1 Direct Writers 15%

2012 DATA

IOWA COMMERCIAL CGL/BOP LIABILITY

(DIRECT WRITERS HIGHLIGHTED)

Name

2012 2012 2011 2012 2011 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 Allied Group a Nationwide Co

$12,265

12.30%

12.40%

-0.10%

24.1

28.7

-4.6

2 Travelers Group

$8,266

8.30%

6.30%

2.00%

33.9

62.5

-28.6

3 Cincinnati Insurance Companies

$5,993

6.00%

6.60%

-0.60%

10.7

45.6

-34.9

4 Auto-Owners Insurance Group

$5,848

5.90%

5.50%

0.40%

45.7

65.6

-19.9

5 QBE Americas Group

$5,483

5.50%

4.90%

0.60%

31.2

51.9

-20.7

6 State Farm Group

$5,396

5.40%

5.80%

-0.40%

39.3

7 W R Berkley Group

$5,357

5.40%

5.80%

-0.40%

25.5

30.8

-5.3

8 Grinnell Mutual Group

$3,790

3.80%

3.60%

0.20%

62.2

37.8

24.4

9 Farm Bureau P&C Group

$3,612

3.60%

3.40%

0.20%

10 Philadelphia/Tokio Gp

$3,452

3.50%

3.70%

-0.20%

59.70% 58.00%

1.70%

Total from top 10 writers

$59,462

State Total For All Carriers Combined $99,680

Independent Agents 83.5%

Direct Writers 16.5%

8.6

3.5

5.1

19.9

16.1

31.72

38.33

-6.61

(Avg.)

27.8 39.7 -11.9

2012 IOWA COMMERCIAL CGL/BOP LIABILITY DIRECT WRITERS

INDEPENDENT AGENTS

IOWA WORKERS’ COMPENSATION Name

2.3

(DIRECT WRITERS HIGHLIGHTED)

2012 2012 2011 2012 2011 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 EMC Insurance Companies

$55,072

9.20%

9.30% -0.10%

88.1

2 Liberty Mutual Insurance Cos

$48,840

8.20%

9.40% -1.20%

101.5

3 Accident Fund Group

$44,455

7.40%

8.40% -1.00%

4 Travelers Group

$44,425

7.40%

6.30%

1.10%

5 Allied Group a Nationwide Co

$36,451

6.10%

6.00%

0.10%

75.5

95.2

-19.7

6 Zurich Fin Serv NA

$25,425

4.20%

0.00%

68.3

102.1

-33.8

7 American Intl Group Inc

$22,164

3.70%

4.20% -0.50%

25.2

133.2

8 United Fire & Casualty

$21,311

3.60%

3.40%

9 Cincinnati Insurance Companies

$19,288

3.20%

4.00% -0.80%

10 Hartford Insurance Group

$19,118

3.20%

0.20% 0.00%

Total from top 10 writers

$281,477

47.00% 49.10% -2.10%

State Total For All Carriers Combined

$598,469

2012 IOWA WORKERS’ COMPENSATION MARKET DIRECT WRITERS

INDEPENDENT AGENTS

Independent Agents 89.8%

8.1

93.7

7.8

71.5

55.4

16.1

101.5

87.1

14.4

138

-108

109.1

28.9

87.5

122.7

-35.2

76.9

25.1

51.8

82.88

91.51

-8.63

(Avg.)

76.5 78.9 -2.4 Direct Writers 10.2%

SUMMER 2013 |

| 15

2012 DATA

IOWA COMMERCIAL PROPERTY Name

(DIRECT WRITERS HIGHLIGHTED)

2012 2012 2011 2012 2011 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 Allied Group a Nationwide Co

$29,665

14.40%

1.00%

162.9

72.4

90.5

2 Cincinnati Insurance Companies

$14,933

7.20%

13.40%

8.10% -0.90%

82.4

74.7

7.7

3 State Farm Group

$14,815

7.20%

7.90% -0.70%

158.9

84.2

74.7

4 Travelers Group

$13,041

6.30%

6.00%

0.30%

110.1

-80.6

190.7

5 W R Berkley Group

$10,289

5.00%

4.60%

0.40%

173.2

39.4

133.8

6 Auto-Owners Insurance Group

$9,577

4.60%

4.30%

0.30%

142.5

116.8

25.7

7 Chubb Group of Insurance Cos

$9,485

4.60%

5.40% -0.80%

8 QBE Americas Group

$7,756

3.80%

3.50%

0.30%

89.5

9 Grinnell Mutual Group

$6,603

3.20%

3.00%

0.20%

122.3

82.6

39.7

10 Farm Bureau P&C Group

$6,009

2.90%

2.70%

0.20%

84.2

47.3

36.9

59.20% 58.90% 0.30%

123.7

55.02

68.68

Total from top 10 writers

$122,173

State Total For All Carriers Combined $206,189

Independent Agents 81.6%

Direct Writers 18.4%

111

(Avg.)

48.7 38.4

(Avg.)

122.9 63.7 59.2

2012 IOWA COMMERCIAL PROPERTY MARKET DIRECT WRITERS

INDEPENDENT AGENTS

IOWA OTHER COMMERCIAL LIABILITY Name

62.3 51.1

(DIRECT WRITERS HIGHLIGHTED)

2012 2012 2011 2012 2011 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 American Intl Group Inc

$28,801

9.60%

106.5

-18.5

2 Allied Group a Nationwide Co

$22,784

7.60%

6.80%

0.80%

28.2

22.6

5.6

3 EMC Insurance Companies

$21,840

7.30%

7.10%

0.20%

18.5

34.9

-16.4

4 Grinnell Mutual Group

$17,150

5.70%

5.40%

0.30%

5 Travelers Group

$13,136

4.40%

4.50% -0.10%

-33.2

-25.6

-7.6

6 Cincinnati Insurance Companies

$11,564

3.90%

3.70%

0.20%

20.5

-38.2

58.7

7 West Bend Mutual Group

$11,064

3.70%

3.50%

0.20%

17.6

8 United Fire & Cas Grp

$10,524

3.50%

3.20%

0.30%

18.9

34.1

-15.2

9 State Farm Group

$10,465

3.50%

3.40%

0.10%

18.3

63.3

-45

$9,755

3.30%

2.70%

0.60%

9.7

12.7

-3

23.05

25.63

-2.58

10 Farm Bureau P&C Group Total from top 10 writers

$157,083

14.20% -4.60%

52.50% 54.50% -2.00%

State Total For All Carriers Combined $299,237

2012 IOWA OTHER COMMERCIAL LIABILITY MARKET DIRECT WRITERS

16 |

| SUMMER 2013

INDEPENDENT AGENTS

Independent Agents 86.3%

(Avg.)

3.6

41.2 43.5 -2.3 Direct Writers 13.7%

2012 DATA

IOWA FEDERAL FLOOD Name

(DIRECT WRITERS HIGHLIGHTED)

2012 2012 2011 2012 2011 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 Selective Insurance Group

$2,994

27.20% 24.40%

2.80%

48.3

261.4

-213.1

2 Auto-Owners Insurance Group

$1,622

14.70% 12.20%

2.50%

26.3

162.7

-136.4

3 Hartford Insurance Group

$1,361

12.40% 12.00%

0.40%

31.7

94.2

-62.5

4 Fidelity National Group

$1,023

9.30%

7.70%

1.60%

103.1

63.8

39.3

5 Allied Group a Nationwide Co

$807

7.30%

6.60%

0.70%

24.4

119.5

-95.1

6 Assurant P&C Group

$734

6.70%

6.20%

0.50%

25.1

209.4

-184.3

7 American Family Insurance Group

$663

6.00%

5.60%

0.40%

122.4

-49.1

171.5

8 Travelers Group

$645

5.90%

5.30%

0.60%

136.6

74.8

61.8

9 Allstate Insurance Group

$266

2.40%

2.10%

0.30%

123.3

171.2

-47.9

10 Farmers Insurance Group

$219

2.00%

1.70%

0.30%

420.1

367.1

Total from top 10 writers

$10,334

93.90% 83.80% 10.10%

State Total For All Carriers Combined $11,015 Direct Writers 12.9%

Independent Agents 87.1%

106.13

(Avg.)

-9.96

73.2 150.8 -77.6

2012 FEDERAL FLOOD DIRECT WRITERS

INDEPENDENT AGENTS

IOWA PRODUCTS LIABILITY Name

116.09

(Avg.)

(DIRECT WRITERS HIGHLIGHTED)

2012 2012 2011 2012 2011 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 Allied Group a Nationwide Co

$3,840

12.00% 10.30%

1.70%

37.8

-16.2

2 United Fire & Cas Grp

$3,752

11.70% 11.30%

0.40%

71.3

67.6

3.7

3 EMC Insurance Companies

$2,238

7.00%

8.40% -1.40%

56.4

25.9

30.5

4 Cincinnati Insurance Companies

$2,151

6.70%

5.40%

1.30%

90.5

23.3

67.2

5 Zurich Fin Serv NA

$1,422

4.40%

3.50%

0.90%

67.6

-99.9

167.5

6 Liberty Mutual Insurance Cos

$1,366

4.30%

3.00%

1.30%

0.6

165.4

-164.8

7 American Intl Grp

$1,235

3.90%

0.20%

3.70%

249.6

999.9

-750.3

8 Grinnell Mutual

$1,002

3.10%

3.30% -0.20%

16.6

25.6

-9

9 Chubb Grp of Ins Cos

$991

3.10%

4.50% -1.40%

76.9

-20.4

97.3

10 Selective Insurance Group

$981

3.10%

0.00%

133.3

94.1

39.2

59.30% 53.00%

6.30%

126.53

-46.47

Total from top 10 writers

$18,978

State Total For All Carriers Combined $31,980

2012 PRODUCTS LIABILITY DIRECT WRITERS

INDEPENDENT AGENTS

Independent Agents 92.4%

80.06

(Avg.)

21.5 100.7 -79.2 Direct Writers 7.6%

SUMMER 2013 |

| 17

2012 DATA

IOWA MEDICAL PROF LIAB

(DIRECT WRITERS HIGHLIGHTED)

Name

2012 2012 2011 2012 2011 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 MMIC Ins Inc

$28,212

37.30% 36.30%

1.00%

4.8

28.4

-23.6

2 American Intl Grp

$10,384

13.70% 11.70%

2.00%

43.7

24.9

18.8

3 ProAssurance Grp

$8,718

11.50% 12.00% -0.50%

17.8

26.2

-8.4

4 CNA Insurance Companies

$5,016

6.60%

6.20%

0.40%

14.3

17.1

-2.8

5 Fairfax Fin (USA) Grp

$3,179

4.20%

4.60% -0.40%

78.5

45.9

32.6

6 NCMIC Group

$2,886

3.80%

3.20%

0.60%

57.2

64.6

-7.4

7 Berkshire Hathaway

$2,238

3.00%

0.00%

37.6

55.7

-18.1

8 Preferred Prof Ins

$2,025

2.70%

2.50%

0.20%

81.2

-6.9

88.1

9 Health Care Ind RRG

$1,667

2.20%

0.00%

49.9

52.5

-2.6

10 Coverys Companies

$1,528

2.00%

0.00%

2.00%

25.7

87.00% 81.70%

5.30%

41.07

Total from top 10 writers

$65,853

State Total For All Carriers Combined $75,687 Direct Writers 14.8%

Independent Agents 85.2%

(Avg.)

10.23

28 26.9 1.1

2012 MEDICAL PROF LIAB DIRECT WRITERS

INDEPENDENT AGENTS

IOWA FARMOWNERS MULTI PERIL* Name

30.84

(Avg.)

(DIRECT WRITERS HIGHLIGHTED)

2012 2012 2011 2012 2011 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 Farm Bureau P&C Group

$63,747

47.20% 46.30%

0.90%

103.6

74.6

2 Allied Group a Nationwide Co

$25,000

18.50% 18.30%

0.20%

109.2

66.1

43.1

3 State Farm Group

$14,148

10.50% 11.20% -0.70%

143.8

59.4

84.4

185.5

68.8

116.7

4 Auto-Owners Insurance Group

$5,357

4.00%

5 American Family Ins Group

$4,240

3.10%

3.50% -0.40%

84.9

73.6

11.3

6 Great Amer P&C Grp

$2,812

2.10%

2.20% -0.10%

138.8

255.1

-116.3

7 Westfield Grp

$2,331

1.70%

0.00%

100.1

87.2

12.9

8 Celina Ins Grp

$2,280

1.70%

1.60%

0.10%

151.5

81.5

9 Buckeye Ins Pool

$2,092

1.50%

2.00% -0.50%

143.3

124.6

18.7

10 SECURA Ins Co

$1,909

1.40%

51.6

56.5

-4.9

121.23

93.59

27.64

Total from top 10 writers

$123,916

0.00%

91.70% 92.20% -0.50%

State Total For All Carriers Combined $135,026

2012 FARMOWNERS MULTI PERIL DIRECT WRITERS

18 |

INDEPENDENT AGENTS

| SUMMER 2013

Independent Agents 38.4%

Direct Writers 61.6%

(Avg.)

114.2 76.3 37.9 *Farmowners does not reflect county mutual market share which combined would be the largest writer.

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TAKING CHARGE! 107th Annual Convention, Trade Show and EXPO Taking Charge…the Independent Agents’ Educational and Networking Event of the Year! September 18 & 19, 2013 Sheraton Hotel West Des Moines, Iowa

ACHIEVING HIGH PERFORMANCE FOR INDEPENDENT AGENTS

SUPER REGISTRATION OFFER FOR MEMBERS. THIS AGENT EXTRAVAGANZA ONLY COSTS IIAI MEMBERS $119.00 IF REGISTERED BY AUGUST 28, 2013! EARN UP TO 12 HOURS OF CEC’S!!!

IIAI Taking charge!

Iowa Independent Insurance Agents 107th Annual Convention, Trade Show and Expo Achieving High Performance for Independent Agents

IIAI has completely redesigned our Convention and Trade Show for 2013! We have combined our EXPO event with this year’s Convention, making 2013 extra special. We have jam-packed the two days with great insurance speakers and an opportunity for you to earn up to 12 hours of CEC’s too! We will feature the largest agent’s trade show we have ever hosted (Trade Show is free to all IIAI Members), and offer a total of 12 different insurance programs. Okay, while things are a bit different for 2013, we will still be hosting our great agent/company golf event on Wednesday, September 18th at Beaver Creek Golf Course. You can also choose to attend two continuing education classes on Wednesday the 18th of September featuring Bill Perkins from Florida, who will offer a three-hour Ethics program, followed by Brian Tilden from North Carolina, who will conduct a Workers’ Compensation workshop. At 2:30 p.m. the Trade Show will open up. New, larger and all in one giant room we will feature a who’s who of vendors, business partners and interesting exhibits. For the first time ever, the Trade Show will be open to all members for FREE…you read that correctly the Trade Show requires no registration fee (all other events require registration to attend). A reception will begin at 5:00 p.m. and run to 7:30 p.m. and feature Pianist Scott Smith. The Trade Show will close at 7:30 p.m. On Thursday, September 19th, you will be able to choose three different topics and speakers, during 3 breakout sessions. Some programs offer CEC and others do not. A total of 9 programs will be offered followed by a company CEC panel, awards and special presentations that will conclude the Convention. We have reduced registration fees, added more speakers and programs, and improved the Trade Show…we hope you agree this is a great event. Show your approval by registering today. (No registration needed if you only attend the Trade Show on Wednesday, September 18th). Sincerely,

Paul Pohlson IIAI President

SCHEDULE AT A GLANCE WEDNESDAY, SEPTEMBER 18, 2013 Time

Event

Speaker

9:00 a.m. - 12:00 p.m.

Ethics Seminar

Bill Perkins

9:30 a.m. - 3:00 p.m.

IIAI Annual Golf Tournament Beaver Creek Golf Course

Additional Registration REQUIRED

12:00 p.m. - 12:30 p.m.

Box Lunches at the Sheraton

Provided to Class Attendees

12:30 p.m. - 3:30 p.m.

Workers’ Compensation Seminar

Bryan Tilden

2:30 p.m. - 7:30 p.m.

IIAI Trade Show

Free to All IIAI Members

5:00 p.m. - 7:00 p.m.

Reception

Featuring Pianist Scott Smith

DINNER ON YOUR OWN

THURSDAY, SEPTEMBER 19, 2013 Taking Charge! 6:30 a.m. - 8:15 a.m.

Group Buffet Breakfast

Time

Agency Management Track

Agency Automation Track

Continuing Education Track

8:30 a.m. - 10:10 a.m.

Sales Success

Harnessing Social Media Marketing

Insurance Issues When Writing Accounts that do Business in Other Countries

10:10 a.m. - 10:20 a.m.

IIAI Annual Membership Meeting – Members Only

10:20 a.m. - 12:10 p.m.

Agency Succession Planning

12:10 p.m. - 1:00 p.m.

Group Lunch - Atrium

1:00 p..m. - 2:40 p.m.

Agency Tax Planning 2013

2:40 p.m. - 3:00 p.m.

Networking Break

3:00 p.m. - 4:20 p.m.

General Session

Email Marketing

Certificates of Insurance Update

Future of Computing and Cloud Technology

Employment Practices Liability Issues

Insurance Industry Leaders Panel - Featuring: John Bykowski - President, Secura Mike Conner - President, Continental Western Larry Jansen - President, Grinnell Mutual Nick Gerhart - Iowa Insurance Commissioner IIAI President’s Report - State of Your Association - Paul Pohlson Presidential Citations - Paul Pohlson C. Daniel Fulwider Young Agent of the Year Award H.H. Red Nelson Agent of the Year Award Swearing in IIAI Officers Drawing for Prizes 4:20 p.m.

Adjourn

FULL SCHEDULE Wednesday – September 18, 2013

Taking Charge… the Independent Agents’ Educational and Networking Event of the Year!

Insurance Education 9:00 a.m. - 12:00 p.m.

Ethics Seminar Every agent is required to take a minimum of 3 hours of Ethics for each 3-year license renewal cycle. Instructor Bill Perkins will be conducting a useful and fun ethics seminar. 12:30 p.m. - 3:30 p.m.

Workers’ Compensation Brian Tilden, CPCU, CLU, CIC, ChFC, ARM, ALCM will take a close look at the NCCI workers’ compensation policy form, cover important coverage issues, life experience modification, other states’ coverage and much more.

Reception 5:00 p.m. - 7:00 p.m. Drinks & Hors d’oureuves Featuring Scott Smith on the Piano

IIAI Annual Golf Tournament 9:30 a.m. - 3:00 p.m. Always extremely popular is our Annual Best Ball Golf Tournament Things get started at 9:30 a.m. with a shot gun start at Beaver Creek Golf Course. Remember a separate registration form needs to be sent in with your convention registration to play. Thousands of dollars of prizes and a good time is guaranteed! Don’t worry we will put you in a group of fellow insurance professionals giving you a great opportunity to network while playing golf.

IIAI Trade Show 2:30 p.m. - 7:30 p.m. All new format – the largest insurance Trade Show we have ever hosted. NOTE: YOU DO NOT NEED TO REGISTER FOR CONVENTION TO ATTEND THE TRADE SHOW! This year you can attend the Trade Show for free (to attend the seminars, registration is required)…so, if you can only squeeze an hour or two into your schedule and want a chance to network with close to 90 vendors, feel free to drop by.

Thursday, September 19, 2013 Agency Management Track

Agency Automation Track

Insurance Education Track (CECs)

8:30 a.m. – 10:10 a.m.

Insurance Sales Success

Harnessing Social Media Marketing

Insurance Issues when writing accounts doing business in other countries

Featuring fellow agent Dave Gregory. Whether you are the producer or the sales coach this workshop is for you! It focuses on tips to increase sales, develop skills and creates a culture for success. Dave is a working agent from Washington State, he practices what he teaches.

Ryan Hanley, an independent agent from New York, will share his secrets on using social media. He moved the agency he is in from a brochure-style website to a content marketing engine, generating new inbound leads every day, and he will show you how to do the same.

10:20 a.m. – 12:10 p.m.

Agency Succession Planning

10:20 a.m. – 12:10 p.m.

Featuring business transition advisor Lars Peterson, CHP, CFBA. This workshop will walk you through how to plan for the succession of your agency and help you to create workable goals to achieve your plan.

Email Marketing

1:00 p.m. – 2:40 p.m.

Agency Tax Planning 2013 CPAs Tom Ahlers and Mike Collins will update you on changes to the tax laws that impact your agency and help you maximize tax strategies to improve your bottom line. They will also review issues every agency owner, who is selling or buying an agency, needs to consider.

Internet insurance marketing expert, Ryan Hanley, will show you how your agency can develop an email or electronic marketing plan. Including how you will be able to provide a better customer experience while increasing retention. 1:00 p.m. – 2:40 p.m.

Future of Computing and Cloud Technology Technology entrepreneur, Doug Mitchell, will walk you through the difference between traditional users – server relations and accessing cloud base applications. Cloud solutions, and disaster recovery, business continuity will be covered.

Bryan Tilden, CPCU, CLU, CIC, ChFC, ARM, ALCM will cover insurance issues you need to consider when dealing with risks that do business in other countries. Many Iowa businesses are finding themselves in a global economy and have risk exposures that traditional insurance policies may not cover. This high-powered seminar will look at those along with utilizing the international insurance marketplace. (2 hours of CECs) 10:20 a.m. – 12:10 p.m.

Certificates of Insurance Commercial Lines expert, Bill Perkins, will be our guest and will cover the always important certificates of insurance issues. Bill will review the ACORD forms; and review what you can and cannot do. He’ll give you solid ideas on how to avoid the legal minefield of issues, and how to deal with problem accounts. (2 hours of CECs) 1:00 p.m. – 2:40 p.m.

Employment Practices Liability Issues EPL legal expert Attorney, James Gilliam, will join us for a must attend workshop focusing on employment practices issues. Hiring, firing, employment laws, risk management ideas and dealing with employment issues will be covered. (2 hours of CECs)

YOUR 2013 CONVENTION TRACK SPEAKERS TAKING CHARGE… Tom Ahlers, CPA, serves as the partner-in-charge of the professional services group with Denman & Company, LLP, CPAs. As a consulTom Ahlers, tant for the past CPA 30 years, Tom Agency has been helping Management small and mediTrack um-sized insurance agencies achieve their goals of greater profitability through operational efficiencies. Tom also assists agencies with strategic issues including ownership agreement, succession planning, tax strategies, mergers and acquisitions.

Mike Collins, CPA, graduated from Iowa State University in 1987 with a Bachelor of Business Administration degree in AccountMike Collins, ing. Since joining Denman & ComCPA pany in 1995 Mike Agency has specialized in Management tax and accountTrack ing services for companies in the medical, dental, engineering, insurance, agribusiness, real estate and interstate transportation fields. Mike serves as the partner-incharge of the tax department and also serves with the firm’s professional services group.

James Gilliam, JD - has practiced primarily in labor and employment litigation for over 30 years, representing clients in cases involving James Gilliam, d i s c r i m i n a t i o n JD and wrongful termination, covInsurance enants not to Education Track (CECs) compete, unemployment compensation, wage and hour litigation and workers’ compensation. He continues to handle cases before state and federal courts, administrative agencies and arbitrators. Jim speaks extensively in workshops and seminars for human resources professionals, and in workshops and seminars held by employers to educate employees. He is a member and SPHR certified by the Society for Human Resource Management (SHRM). Jim is also a member of the National Association of Settlement Purchasers (NASP). Jim has been selected as a leader in Iowa for inclusion in Chambers USA® in the area of labor and employment law, is listed in the SuperLawyers® listing in the area of employment and labor law, and The Best Lawyers in America. In April of 2013, he formed Long & Gilliam, an Association of Sole Practitioners, with Scott Long. Previously Jim was an associate and member of the BrownWinick firm in Des Moines for 25 years, where he served as the chairman of the firm’s Employment Practice committee. Jim received his B.A. from the University of Iowa in 1977 and his J.D., with distinction, from the University of Iowa in 1980.

Dave Gregory Owner of Positive Impressions Training & Development. Dave has been teaching insurance seminars and workshops both locally and Dave Gregory nationally for Agency over 27 years inManagement cluding 13 years Track with Dale Carnegie training. He has been an Independent Insurance Agent for 26 years. In 1992, he was young agent of the year in Washington State. He started, owned and operated Dave Gregory Insurance for 18 years before joining Stonebraker McQuary Insurance as the Vice President of Benefits. He is the Past President of the Independent Insurance Agents of Spokane and has been on their Board of Directors for 15 years. Dave and his family are very active in their community. He has been married for 26 years to his wife Nancy and they have a 19 year old son Ryan and a 16 year old daughter Wendy. He graduated in 1984 from Eastern Washington University and the EWU Honors Program with a BA degree in Management.

Ryan

Hanley

is the Director of Marketing for Murray Group Insurance Services, Inc, which is located in Albany, NY. His job is to find new and Ryan Hanley exciting ways to Agency deliver the story Automation of a 40 year Track old family owned and operated independent agency to the insurance consumers of New York State. Ryan is the author of a nationally recognized digital marketing blog located at www.RyanHanley. com. Ryan uses this space to discuss the inbound marketing tactics he

implements at the Murray Group to help small businesses thrive online. You can also listen to Ryan’s podcast, The Content Warfare Podcast, on iTunes or his blog and learn “How to Win the Battle for Attention Online.”

Doug Mitchell – Doug who is originally from Southern California and has spent his career in technology sales and development. He formed his own Doug Mitchell company called Agency c r e a t e WOWAutomation media. He pasTrack sionately helps companies get found online, and leverage multimedia to amplify their online brands. He is actively engaged in a variety of different computing concepts like Cloud Computing. He is about to release his first book “Marketing Director 3.0”.

Bill Perkins, AAI, ARM, CRIS Instructor, graduated from Loyola University of the South and later joined a familyowned insurance agency in Orlando, Bill Perkins, Florida. After 12 years as a comAAI, ARM, mercial insurance CRIS sales agent, Bill Insurance was hired by Education FAIA in 1993 as Track (CECs) a commercial lines instructor teaching the principal commercial insurance disciplines of business auto, commercial general liability, property, and workers’ compensation, with interests in longshore and maritime employment coverage issues. Bill’s additional responsibilities include membership on the National Council on Compensation Insur-

ance (NCCI) Florida Appeals Board and serving as staff liaison for FAIA’s Good Works Fund. This endowed fund promotes college based insurance education in support of the independent agency system. Bill also serves on the Independent Insurance Agents and Brokers Association’s (IIABA) Technical Affairs Committee and currently serves on the Mid American Technical Conference. Additionally, he is the Florida coordinator of ABEN, the Agent and Broker Education Network. Bill has earned the Accredited Advisor in Insurance (AAI), the Associate in Risk Management (ARM), and Construction Risk and Insurance Specialist (CRIS) designations. A frequent speaker at International Risk Management Institute’s Construction Risk Conference, Perkins received IRMI’s Words of Wisdom (WOW) award in 2001.

Lars Peterson is a Business Advisor for Transition Point Business Advisors. In this role he works with closely-held and family business clients on transiLars Peterson tion issues. Lars’ experience inAgency Management cludes serving as a senior manager Track for manufacturing, technology and university organizations, advising family and closely-held businesses and mediating family and personal disputes. He has consulted or presented on a variety of topics including business succession, family business organization, leadership, communication, marketing, conflict resolution, strategic planning and organizational development. Lars holds a “Certificate in Family Business Advising” from the Family Firm Institute, is a certified “Heritage Planning Professional” through the Heritage Institute and is certified as a “Crucial Conversations” trainer. Lars serves on the board of Children and Families Urban Ministries. Lars is currently a part-time graduate student at the University of Iowa.

Bryan Tilden, CIC, CPCU, CLU, ChFC, ARM, ALCM Bryan is a National Lecturer and Expert Witness in the field of insurance. Prior to starting his Bryan Tilden, own firm, he was CIC, CPCU, the Director of CLU, ChFC, Technical AfARM, ALCM fairs and Director of Education Insurance Education for IIANC. Since Track (CECs) entering the insurance business in 1974 as an Account Executive, he has worked for major brokerage firms on Fortune 100 accounts around the nation. He specialized in large retention programs, utilizing the international insurance marketplace. Tilden has been active in insurance education as a grading panel member for the Insurance Institute of America and the American Institute for Property Liability Underwriters. He has served on the Education and Technical Committees for the IIANC and worked with the State of North Carolina on pre-licensing and continuing education. In 1988, IIANC presented him with the Ernest F. Young Education Award, and in 1989 Agent of the Year. He has taught in schools for both the PIA and IIA, been a speaker at RIMS and C.P.C.U. meetings, and has spoken at various conventions. He is a National Faculty Member for the Society of Certified Insurance Counselors. An active volunteer in the fire and rescue services, Tilden is an internationally certified technical rescue instructor. He is a member of the International Association of Arson Investigators along with their NC Chapter, and teaches arson investigation courses.

Panel: John Bykowski - Secura Mike Connor - Continental Western Larry Jansen - Grinnell Mutual Nick Gerhart, J.D. - Iowa Insurance Commissioner

HOTEL RESERVATIONS Sheraton Hotel Convention Facility 1800 50th Street West Des Moines, IA $102.00 Double or King $122.00 Suites One or Two Room

Cut-off date is August 27, 2013 Call 888-627-8043 to make reservation or book online at: 107th Independent Insurance Agents of Iowa Annual Convention https://www.starwoodmeeting.com/ Book/iiai2013

Sterling Hotel (formerly Chase Suites) 11428 Forest Avenue Clive, IA $89.00 Single Queen $109.00 Double Queen Suite

Cut-off date is August 27, 2013 Call 515-223-7700 to make reservation

Registration Information & Policies GENERAL INSTRUCTIONS: Anyone can attend the Exhibit Hall for free on Wednesday night. But to receive drink tickets and participate in the meetings on Thursday you MUST register for the Convention. Early Bird Registration ends August 28, 2013. (See registration brochure for fees.) CANCELLATION & REFUND POLICY: Cancellation request must be made prior to September 5, 2013. Cancellation prior to this date will receive a full refund. If you cancel after that date NO REFUND will be given.

Directions North Follow Interstate 35 South/Interstate 80 West to the University Avenue Exit 124. Turn left onto University Avenue and the hotel is located on the corner of 50th and University.

South From the Des Moines International Airport take a right onto Fleur Drive and head south to Highway 5 North. Follow Highway 5 North to Interstate 35 North to University Avenue and take Exit 72C. The hotel will be on the right hand side.

East Follow Interstate 80 West/Interstate 35 South to the University Avenue Exit (exit 124). Turn left onto University Avenue and The hotel is located on the corner of 50th and University. Alternately, take Interstate 235 West to the 50th Street exit. Turn right off of the exit and the hotel is on the left.

West Follow Interstate 80 East to the University Avenue, Exit 124. Turn right onto University Avenue the hotel is located on the corner of University Avenue and 50th Street.

COMPANY MEETINGS 2 0 1 3

i n d e p e n d e n t

i n s u r a n c e

a g e n t s

o f

i o w a

Each year IIAI Agents meet with a group of companies. The report involving four companies follows:

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CONTINENTAL WESTERN GROUP

ÂŽ

positioned to grow

hereâ&#x20AC;&#x2122;s never been a better time to be an agency partner with Continental Western Group (CWG). The commercial insurance market is dynamic and CWG is here to respond: we have expanded our underwriting appetite; broadened our coverages; flexed our eligibility guidelines and upgraded our pricing tools â&#x20AC;&#x201D; all to set the stage for our agents to compete and win in their local markets. We are investing now to build a strong future with our agency partners.

About Us Mike Connor President of Continental Western discusses Iowa Insurance marketplace with Iowa Agents.

Continental Western Group is a regional property and casualty insurance company providing underwriting and risk management services to large, mid-size and small businesses throughout the Midwest. Our local knowledge, expertise and strong partnerships with our independent agents provide tailored insurance solutions for our valued customers. We offer a broad array of commercial products that meet the needs of businesses operating in both the small towns and the major metropolitan areas across the Midwest. Continental Western Group takes pride in our people and their expertise in underwriting, claims and loss control. We have been a trusted partner since 1886. The Continental Western Group companies are rated A+ (Superior) by A.M. Best.

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| SUMMER 2013

Risk Appetite CWG has the expertise to write and service a broad range of commercial market risks. Our insurance solutions address a wide array of businesses, such as:  Agribusiness  Artisan contractors  Collector vehicles  Equipment dealers  Fine dining  Light manufacturing  “Main Street” businesses  Motor carrier  Public entities  Retail  Telecommunications  Transportation  Volunteer fire and EMS departments  Water districts  Wholesale distributors When a particular risk or risk exposure isn’t a good match for CWG, we can help find other solutions within the W. R. Berkley group of companies (see sidebar).

Leadership We’ve been pleased to welcome several new leaders to the company in the past year, including Mike Connor. Mike joined CWG as president in 2012, bringing more than 25 years of experience in the property casualty insurance industry, having held senior executive positions with several national companies.

Our Valued Business Partners We distribute our commercial products exclusively through a network of independent agencies throughout the Midwest. Our strong local presence allows us to be flexible and responsive to the needs of our agents and their customers. We rely on the successful relationships we’ve built and focus on agencies that share our focus on:  Risk management  Profitable growth  Disciplined financial management  Selling value and service over price

Continental Western Group believes that specialized knowledge about customers, territories and products only becomes a competitive advantage when this knowledge is applied as close to the customer as possible. This gives us a true understanding of the businesses we insure and the communities in which we serve. In addition to our local offices, we employ many sales, loss control, claims and agribusiness field staff throughout our territory who live and operate in the same communities as our agents and our customers.

About W. R. Berkley Corporation W. R. Berkley Corporation, founded in 1967, is one of the nation’s premier commercial lines property casualty insurance providers. Each of the operating units in the Berkley group participates in a

Serving Our Agents with the Best of Both

niche market requiring specialized

Continental Western Group is committed to providing outstanding service and superior products, enhanced by our deep industry expertise and local knowledge. We are able to serve CWG agents, their customers and our communities by bringing the best of both: local knowledge and the financial strength and stability of an international company. Together with our agency partners, we are positioned to grow.

or product.

knowledge about a territory

Our competitive advantage lies in our long-term strategy of decentralized operations, allowing each of our units to identify and respond quickly and effectively to changing market conditions and local customer needs. We have the expertise and resources to utilize our strengths in the present environment, and the flexibility to anticipate, innovate and respond to whatever opportunities and challenges the future may hold.

BERKLEY SOLUTIONS One of the unique advantages CWG has as part of W. R. Berkley Corporation (WRBC) is the ability to access other W. R. Berkley member companies to collaborate on specialized Berkley solutions for our agents and their customers. These partnerships allow us to customize coverage to provide complete

Local Presence and Expertise

solutions within W. R. Berkley

We operate in a decentralized structure and place a high value on equipping our people with the tools and authority to make decisions at a local level — close to our agents and insureds.

Corporation.

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Your customers deserve a

Silver Lining.

When something happens to your customer’s home, car, or business, it may not be a disaster. But no matter what it is, your customers always deserve fast and fair service from their insurance company. West Bend provides a Silver Lining, no matter what the claim may be. When a tornado in Eagle, Wisconsin cut the power at the Hen House Café, helping Mary get temporary power to the café and cleaning up water damage were important. So that’s just what we did. Sometimes little things mean a lot. And every day, when something bad happens to someone, West Bend makes sure your customers experience the Silver Lining. Because the worst brings out our best.®

LIBERTY MUTUAL INSURANCE indi a n a i n surance ® migrate s to the liber ty mutual insurance brand

Jeff Szalacinski (L) Regional Vice President of Liberty Mutual makes a point, President Guy Decosterd on Right.

T Guy Decosterd President of Liberty Mutual.

he presence of Liberty Mutual Insurance in Iowa will be a lot more visible, now that its full commercial lines offering is under the Liberty Mutual brand. Appointed agents with Indiana Insurance learned of the planned brand migration last August, and company officials sat down recently with the Company & Public Relations Committee of IIAI to talk about what it means for its agents. Liberty Mutual continues its focus on small-to mid-sized business accounts sold through its independent agents in its eight regional Business Insurance operations, formerly regionally-branded companies. “Indiana Insurance was a strong brand regionally, but our agency force told us that the Liberty Mutual brand reso-

nates more strongly with them and their customers,” said Guy DeCosterd, president, Midwest region for Liberty Mutual’s Business Insurance operations. “Our Midwest footprint remains the same, our philosophy hasn’t changed. We’re about building and maintaining strong and profitable relationships with our agent partners.” Each of the company’s eight geographic Business Insurance regions retain their local leadership, authority and decision-making just as the former regional companies had. Safeco Insurance® continues to be the brand that offers personal lines coverages through independent agents in those same eight regions. “By re-aligning all of our commercial lines in one business unit, we are better able to optimize our national resources in product management, product development, distribution and technology to ultimately provide our agents and customers a wider array of products through a single point of access,” added DeCosterd. Going forward, Liberty Mutual’s underwriters and territory managers in Iowa are able to offer agents everything from a main street business owner policy to access to more complex specialty, multi-state, even multi-national coverages through Liberty’s National Insurance operations. West Des Moines is home base to the underwriting and distribution teams who work with the more than 40

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“If we understand their appetites, technology capabilities, level of interaction preferences for underwriting, claims, and billing, and marketing support needs, then we will be the carrier that best helps them be successful,” agencies that are appointed with Liberty in Iowa. While the company is looking to add agencies in state, it is conscious of maintaining its franchise value with the agents it currently partners with. Iowa Regional Vice President Jeff Szalacinski says Liberty Mutual is aggressively pursuing small business accounts (employers with less than 50 employees) with the intention of becoming the leading writer of small commercial insurance

Jeff Szalacinski Regional Vice President of Liberty Mutual.

through independent agents. “As the economy continues its recovery, small businesses will be key drivers for fueling economic growth. This is a segment where we know we can be competitive and grow profitably.” Some of the small business classes that Liberty’s Midwest region is eager to pursue in Iowa include: medical offices, dental offices, distributors/ wholesalers, lessor’s risk, restaurants and delis, and metal goods manufacturing. The company is also looking to further develop an agri-business product set that will be competitive in Iowa. Ease of Doing Business remains a top priority for Liberty Mutual and its agency force. In May 2011, the company introduced its new policy administration system enhanced Commercial Lines IQ or eCLIQ®. The system combines the best functionality from several legacy platforms that

M. J. Kelly of Iowa… A Better Wholesaler 34 |

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Liberty inherited through carrier acquisitions. Agents can quote new business and do all of their commercial insurance policy administration including issuance, rating, and underwriting. Usability for agents, producers and CSRs was critical in both the development and implementation of the new system, as agents from across the country offered their input during the training process. To date, more than 80 usability improvements have been made to eCLIQ, enhancing the user experience. Ultimately eCLIQ will be used to manage more than one million policies, including the company’s mid-market business. While technology will continue to be a central element to Ease of Doing Business, Liberty Mutual recognizes technology is but one of several considerations in achieving and sustaining strong agency relationships. Local and responsive underwriting is paramount to maintaining that connection and trust. Within Liberty’s Business Insurance operations, a program involving continuous improvement and adoption of best practices was undertaken first among underwriting teams and their aligned territory managers. The result has made a tremendous difference for agents and turn-around times, virtually eliminating any “waste” in processes that would impact the agency experience with the company. To be successful in Iowa and across the country, Liberty Mutual rewards profitable growth of agencies’ books with competitive commissions and agent profit sharing. Mutual Partners, a new commercial lines loyalty program introduced this year, looks at long-term agency profitability, beyond the annual compensation measure. A suite of benefits is allocated to qualifying, top agencies including compensation opportunities, assistance towards specific agency business initiatives, and tools to better manage risk. One new component of the company’s agency focus is understanding agencies’ various business models so it can best meet an individual agencies’ needs. “If we understand their appetites, technology capabilities, level of interaction preferences for underwriting, claims, and billing, and marketing support needs, then we will be the carrier that best helps them be successful,” said Szalacinski.

We are known for transportation, BUT… Did you know we have a FULL HOUSE? Northern States Agency, a Managing General Agency & Wholesale Broker for over 55 years, providing a wide range of commercial insurance: x Inland Marine & Cargo General Liability x Umbrella & Excess x Property x Professional Liability x Garage x Miscellaneous E & O x Commercial Auto x Directors & Officers x Excess Auto • New for 2010: Workers Compensation x

Our underwriters average over 10 years experience with NSA Same day or next day response on submissions Great Service, Great Products, Great People 2145 Ford Parkway, Suite 202 St. Paul, MN 55116 P: 800-328-0828 • F: 651-646-1971 www.nsa-mga.com

Your TOTAL Solutions Provider

PEKIN INSURANCE

速

financial strength, resources, and technology

Pekin CEO Gordon Walker (R) and President Scott Martin (L).

or Pekin Insurance速, it all began in 1921 with a small group of farmers who were all members of the Tazewell County Farm Bureau. Unhappy with their current options to purchase insurance for their vehicles, these men hatched the idea of forming an association to insure their own cars and trucks. The idea was that the farmers would subscribe to the association and at the end of the six-month policy term, they would add together all claims and expenses and split them equally among the subscribers. So the entity that remains the parent company today, The Farmers Automobile Insurance Association, was born on April 1, 1921. Initially there were 187 subscribers and at the end of the first six-month policy term, the premium charged for each vehicle was $5.00 for full coverage. Today, the enterprise known collectively as Pekin Insurance consists of The Farmers Automobile Insurance Association; Pekin Insurance Company,

a wholly owned subsidiary; PAC, Inc., a premium finance company; Pekin Life Insurance Company; Group Plan Solutions, a third-party administrator; and Pekin Financial Life Insurance Company. Combined assets of the enterprise are over $2.2 billion, and the company remains financially strong with the property/casualty companies rated A (Excellent) by A.M. Best and Pekin Life Insurance Company rated A(Excellent). Core states of operation are Arizona, Illinois, Indiana, Iowa, Ohio, and Wisconsin. Additionally, Pekin Life Insurance Company is licensed to operate in 13 additional states. Pekin Insurance is 100% committed to the independent agency system. We have one distribution system, and that is through our network of 1,200 independent agencies. We value our relationships with our agency partners and do all we can to support them and the way they do business. We know that independent agencies carefully select who they choose

to partner with. Partnering with Pekin Insurance offers an agency the opportunity to market Personal Lines, Commercial Lines, Bonds, Individual and Group Life insurance, Group Health insurance, Medicare Supplement, Pre-Need insurance through funeral homes, Financial Products through banks and car dealerships, and Third-Party Administration service for self-funded groups. We believe this sets us apart from the competition by offering agents more ways to earn a commission. We also offer an excellent profit sharing agreement that is a one-year agreement with a per-event stop-loss provision, as well as several other ways to earn additional commissions and bonuses. We also believe that our claims service sets us apart. In addition to our 24/7 claims reporting service, we also have a highly skilled CAT Team standing by to respond quickly when a storm hits. Our 36-foot mobile claim office is fully self-sufficient with work stations, a conference room, and satellite communication to help our adjusters quickly respond to the needs of our policyholders. Future plans for the company include continued, controlled growth. Premium writings for the Property/Casualty Company in 2012 were $530 million, an increase of 9.24% over 2011. Combined ratio came in at 101.5% in spite of a very active storm season in the Midwest. The first quarter of 2013 is off to an excellent start with premium growth of 6.1% and a combined ratio of 83.9%. Projected premium writings for all of 2013 are $586 million. We expect to continue our substantial

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“We are very pleased at Pekin Insurance to have the financial strength, resources, and technology to be poised for future success. We believe the future of our independent agencies is bright, and we look forward to going Beyond the expected® to serve their needs for many years to come” growth in our newest states of Arizona and Ohio as we also grow in our established states. We are always interested in talking to prospective agencies. While we believe in protecting the franchise value of our contracts, we are still interested in appointing new agents who want to market our full line of products in areas where we are not overly concentrated.

As we move forward, we believe that technology is critical to our success. We are investing now for the future of our business and continually strive to improve ease of doing business for our agency partners and policyholders. Our agents’ intranet site consistently draws praise from agents and CSRs alike. They appreciate the ability to upload personal and

commercial applications and changes, as well as our support of downloading to agency management systems and support of comparative raters. They also value the wealth of information available to them such as policy billing and claims information. 2012 saw the introduction of our online portal for policyholders, our first application for mobile devices, and the expansion of our use of social media. We believe these initiatives are important in attracting the next generation of insurance buyers. We are very pleased at Pekin Insurance to have the financial strength, resources, and technology to be poised for future success. We believe the future of our independent agencies is bright, and we look forward to going Beyond the expected® to serve their needs for many years to come.

Since 1921, Pekin Insurance® has committed to go beyond.

Join our network of independent insurance professionals and discover how easy it is to do business with us! In all we do, we are dedicated to going

Beyond the expected.® 25 0 5 C o ur t S tre e t Pe ki n , I l l i no is 6 1 55 8

8 0 0-3 2 2 -0 1 6 0 , E x t e n s io n 2394 ww w. pe k i n i ns u ra n c e . c om

PAUL BARESEL Extension 2835

AUTO • HOME • BUSINESS • LIFE • HEALTH

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| SUMMER 2013

TOM SOMMERS Extension 3611

ÂŠ 2011 SECURA Insurance

Success is finding an advantage. Today, the faster you move, the more likely you are to succeed. Agents know this. Thatâ&#x20AC;&#x2122;s why so many choose SECURA to help their business grow. Call 1-800-558-3405. Write your own success story.SM

Commercial Personal

Farm

Specialty

E & S Specialists for over 35 years Commercial Auto Directors & Officers Environmental Homeowners Preferred High Value Homes Marine Professional Liability Property Restaurant & Tavern Liquor Liability Transportation Workerâ&#x20AC;&#x2122;s Compensation

1501 42nd Street, Suite 100 West Des Moines, IA 50266 (800) 472-6919 www.rwscobie.com Formerly First Western Insurance

PROGRESSIVE

grow with progressive

Karen Bailo and Drew Ferguson of Progressive meet with Iowa agents.

rogressive is the number one writer of auto insurance in the independent agent channel, working with a network of more than 35,000 agents. We’re the largest seller of motorcycle insurance and a leader in commercial auto, boats and RVs. Founded in 1937 and headquartered in Mayfield Village, Ohio, Progressive thrives on innovation and cutting-edge technology. We’re leading the way in usage-based insurance with Snapshot®, offering individualized rates and big discounts for safe driving.

Service Progressive’s broad range of coverages is backed by unparalleled claims and exceptional customer service. Our Service Centers help your customers settle their claims quickly and in a stress-free environment and we’re opening a location in Omaha this summer to serve customers in Western Iowa. We offer you and your clients 24/7 support through our online

resources and knowledgeable customer service representatives. We make quoting and binding easy with our award-winning portal, ForAgentsOnly.com, and we’re helping prospects find local agents with our website, ProgressiveAgent.com. Your customers can even stay connected to their policies anywhere, anytime by downloading one of our mobile apps. We offer an array of services to help your agency grow. Our marketing representatives can provide recommendations on marketing, advertising, social media, local search and web presence for your agency. In addition, we offer turnkey marketing solutions including, co-brandable advertising and co-op marketing. All of these resources are supported by our highly recognizable, award-winning national brand.

Commitment to agents Progressive’s proud to support independent agents for over 75 years and we’ll continue to help you grow your business

by offering great prices, products, claims, service and support. We are absolutely committed to our agency business and to helping our agency partners grow with Progressive. Agents are responsible for more than half of our existing and new business countrywide, and are responsible for over 70 percent of our personal auto written premium in Iowa. The overwhelming majority of our special lines and commercial lines policies are also sold through agents. While our 26 percent market share in Iowa provides us a large margin in personal auto market share through independent agents, we have huge growth opportunity in the agency channel. We invest heavily in quoting, servicing and mobile technology that improves agency efficiency and freedom to sell anywhere, anytime. We offer 24 hour customer servicing that extends an agent’s office hours to keep customers happy. We provide online servicing and mobile tools customers have come to expect from businesses with which they do business. By giving customers who want to self-service the freedom to do so quickly and easily, we help agents redirect time once spent on low-value touches, like taking payments, toward other, more valuable customer interactions. We have a wellknown consumer brand agents can use to attract customers online and offline; in fact, ProgressiveAgent.com brings 50,000 free leads to agents every month.

Innovation Fifteen years ago, we pioneered usagebased insurance. Today, we look for ways to evolve our program to maintain leadership in what’s becoming a very popular category for carriers. Actual driving

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behavior is the most powerful variable we’ve seen by far, and given our competitors’ rush to enter the space; we’re seeing it becoming the norm, not a niche. We’re a leader in telematics, with more than a million enrolled drivers, 7 billion miles of driving data and six U.S. patents protecting our intellectual property. Our current model, Snapshot, is an innovative discount that gives drivers the chance to save on their car insurance based on their safe driving. Snapshot allows customers to go online and log into their account to view their driving data. It’s a shared experience and we think the program has a greater impact when customers engage with the data and learn from their driving behaviors. As for the future, we’re seeing changes in the marketplace that will inform the future of this program, particularly in the way we collect data. New vehicles have much of this capability built right in, and we’re also testing ways to use mobile devices as proxies for the plug-in device we currently use. We also continue to see usage-based insurance as an under-

“We’ll continue to work with you to grow profitably within each line of our core businesses and provide support with excellent customer service and easy to use technology for both you and your customers” leveraged opportunity for independent agents. Snapshot-certified agents are able to reward their customers for good driving habits, and customers who earn discounts stay longer, are happier, and tell their friends. While we have more than 30,000 independent agents certified to sell Snapshot, there’s an opportunity for agents to market Snapshot to win new business, especially by offering test drives to prospects who aren’t quite ready to buy so they can see before purchasing how much they could save with a rate that reflects how they actually drive.

ACHIEVING HIGH PERFORMANCE FOR INDEPENDENT AGENTS

SUPER REGISTRATION OFFER FOR MEMBERS. THIS AGENT EXTRAVAGANZA ONLY COSTS IIAI MEMBERS $119.00 IF REGISTERED BY AUGUST 28, 2013! EARN UP TO 12 HOURS OF CEC’S!!!

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Financial strength and growth Our goal is to continue to grow as quickly as possible at a 96 combined ratio while maintaining high quality service. We aim to be a destination insurer in the mind of consumers and agents — we have 14 percent personal passenger auto market share in the national Independent

Agent channel and over 26 percent market share with Independent Agents in Iowa. We are continuing to evolve our products over the years to better meet the more complex needs of preferred customers and believe that the preferred customer market provides a huge opportunity for growth in our agency business. An important part of selling to these preferred customers is cross-selling to multiproduct households — customers that, in addition to their car, have another toy to add to their policy or also need umbrella coverage. Our research shows that bundled customers retain their auto policies longer. Finally, we’re always looking at ways to help our customers and agents make doing business with us faster and easier. Staying ahead of the mobile curve is a must, and we’re continually looking at opportunities for apps that make doing business more convenient. We currently offer mobile quoting and servicing on tablets, and we have a variety of additional projects underway to ensure we make it as easy as possible to do business however agents choose. We look forward to the future with our strong network of over 850 independent agents in Iowa. We’ll continue to work with you to grow profitably within each line of our core businesses and provide support with excellent customer service and easy to use technology for both you and your customers.

Dena Baughman

Danielle Bodensteiner

Erin Garmoe

Jim and Lori Baughman Century Farm Insurance Agency, Inc. Harlan, IA

Steve Bodensteiner Bodensteiner Insurance LLC Marble Rock, IA

Matthew and Jill Garmoe Fullenkamp Insurance Agency West Point, IA

2013

IOWA INDEPENDENT AGENT

winners

Alexander Hardie

Morgan Hassebrock

Gretchen Kistenmacher

Shelby Martin

Tim & Jana Hardie Rominger Insurance Agency Ottumwa, IA

Steve Hassebrock Central States Agency Buffalo Center, IA

David Kistenmacher Kistenmacher Financial Services dba Agnew Soseman Insurance Agency Holstein, IA

Gregory and Michelle Martin Martin Agency Insurance Services West Liberty, IA SPRING 2013 |

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IOWA INSURANCE HALL OF FAME 2 0 1 3

Each year the Iowa Insurance Hall of Fame inducts 5 insurance professionals who have made outstanding contributions to the Iowa insurance industry. A selection committee evaluates nominations on standards including ethics and impact on the industry. To be eligible for consideration, nominees must have an Iowa connection, serve as a role model for young people as well as others in the insurance business, exhibit the highest standards of ethical conduct and have significantly impacted the insurance industry. To learn more about nominating someone for the Iowa Insurance Hall of Fame visit http://www.iihof.org/

Pictured at this 17th annual induction ceremony the recipients are from left to right: Ray Bening on behalf of his late father Clark Bening; Richard Keith; Merle “Bud” Ross; Susan Haack; Susan Voss.

Acquisition Strategy

#15

MARKETING SUPPORT

“ Tell us where you’re headed, and we’ll help you get there.” Tanya Wentzel, Des Moines Branch Marketing Manager

Are there certain accounts in your area you want to write? The more we know about your goals, the better we can provide the right expertise, online resources and other marketing programs and materials to grow your business. It’s just one of the many reasons you can Count on EMC®.

Des Moines Branch: 800.362.2227

Home Office: Des Moines, IA

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2013 YOUNG AGENTS CONFERENCE l a r g e c r o w d o f y o u n g a g e n t s m e t f o r t w o day s i n w e s t d e s m o i n e s

Young Agents mixer and dinner at Rock Bottom was a hit! Everyone had a great time networking.

Social Media Sales expert and fellow agent from Illinois, Jason Cass, had the group going home with some great marketing ideas. Sales training coach Ed Lamont inspired the Young Agents to increase sales.

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Big â&#x20AC;&#x153;Iâ&#x20AC;? Goes to Washington! Jerry Mease visiting with Congressman Tom Latham.

IIAI receives award for our Governmental Affairs achievements.

Congressman Steve King making a point with the group.

The agents meet with Congressman Dave Loebsack.

U.S. Senator Charles Grassley (in the middle) poses for a group picture.

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| SUMMER 2013

You’re an independent agent.

Got your life jacket on?

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The Big “I” and Swiss Re are jointly committed to providing IIABA members with leading edge agency E&O products and services. The IIABA and its federation of 51 state associations endorse Swiss Re’s comprehensive professional liability program.

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Insurance products underwritten by Westport Insurance Corporation, Overland Park, Kansas. Westport is a member of the Swiss Re group of companies and is licensed in all 50 states and the District of Columbia. ©2008 Swiss Re

INDEPENDENT INSURANCE AGENTS OF IOWA 4000 Westown Parkway, Suite 200 West Des Moines, Iowa 50266

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INDEPENDENT INSURANCE AGENTS OF IOWA PROGRAMS SPONSORS The companies listed below have made a commitment to support the strongest agentsâ&#x20AC;&#x2122; association in Iowa.

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