Viewpointsummer2014

SUMMER 2014 • VOLUME 32 • ISSUE 3 INDEPENDENT INSURANCE AGENTS OF IOWA

IIAI Convention Keynote Speaker Coach Knight In This Issue • 2013 Iowa Market Share Report

• 2014 IIAI Scholarship Winners

• 2014 IIAI Agent/Company Meetings featuring SECURA and TRAVELERS

• 2014 Iowa Insurance Hall of Fame Inductees

• 2014 IIAI Young Agents Conference

• 2014 IIAI 108th Convention

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WWW.IMTINS.COM

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PRESIDENT’S REPORT “Big “I”, You’ve Come A Long Way, Baby”

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

BOARD OF DIRECTORS President Terry McDonald, CIC - Iowa City

President-Elect

Over the past 25 years that I have been involved in the Big “I”, many changes have come about. I believe the biggest change was my Association mentor, Larry Vander Tuig retired and Bob Skow took over guiding association to new heights that would have been tough to imagine back then.

by Terry McDonald, CIC Page 5

NATIONAL DIRECTOR’S REPORT Be A Great Leader “A good hockey player plays to where the puck is. A great hockey player plays to where the puck is going to be”.

by Dean Brooks, CPCU, CLU, ALCM Page 7

Scott Morningstar, CPCU - Lisbon

Treasurer Jerry Mease - Winterset

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

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

Directors 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 Luke Horak - Washington

THANK YOU! 19 Amerisafe 39 Big “I” Professional Liability 29 Burns & Wilcox 33 EMC Insurance Co. 10 Grinnell Mutual 2 The IMT Group

In This Issue 2013 Iowa Insurance Market Share Report

By Bob Skow, CPCU, CAE Page 11

2014 Independent Insurance Agents of Iowa Company Meetings: SECURA Insurance Page 26 Travelers Insurance Page 30 Iowa Insurance Hall of Fame Page 33

2 8 IMWCA Iowa Municipalities Workers’ Compensation Association

2014 Young Agents Conference HUGE Success!

24 Integrity Insurance

Page 34

IIAI OFFICE STAFF

8 Iowa Mutual Insurance Co.

Chief Executive Officer

4 Liberty Mutual Insurance

Iowa Independent Agents 2014 Scholarship Winners

Bob Skow, CPCU, CAE bob@iiaiowa.org

32 Mass Mutual

Page 36

6 Merchants Bonding Co.

Tech Talk – The Three Steps to Take Advantage of Newsjacking

By Steve Anderson

Past President Paul Pohlson - Grinnell

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

6 M.J. Kelly Company 32 Northern States Agency

Technology & Communications Administrator

15 Pekin Insurance

Jeanne Reynolds jeanne@iiaiowa.org • Ext. 17

13 West Bend

23 SECURA Insurance Co.

Page 37

9 Western National Insurance

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

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

Membership Services Coordinator Megan Kincy, AINS, AIS 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.

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president’s REPORT

“Big “I”, You’ve Come A Long Way, Baby”

A

s I sit here ready to write my last article for Viewpoint magazine, I do it with somewhat of a heavy heart. As I reflect over the time I have served on the Big “I” Board of Directors for over 12 years, an old Virginia Slims cigarette add comes to mind, “Big “I”, You’ve Come a Long Way, Baby.” I am sad to think that I have only a little over three months to serve as your President and then one more year as Past President.

Wow, where has the time gone! My son Trey was entering kindergarten when I came on board and we just had his high school graduation. I can remember like it was yesterday when I attended my first Young Agents Conference at Lake Okoboji, not knowing very many other insurance colleagues from around the state. Tom Richardson was the chairman of the YAC then and did a great job of getting everyone involved. This involvement is evident by the number of the latest past IIAI Presidents that were in attendance at the conferences back then.

Over the past 25 years that I have been involved in the Big “I”, many changes have come about. I believe the biggest change was my Association mentor, Larry Vander Tuig retired and Bob Skow took over guiding the Association to new heights that would have been tough to imagine back then. Long term employees like

by Terry McDonald, CIC

Melissa Meiners and Jeanne Reynolds are a testament to why the IIAI is such a huge success. During that span, one of the IIAI’s most promising advocate and greatest employees, Dan Fulwider, lost his battle with cancer that still gives me pause today. And, I would be remiss if I didn’t recognize the efforts and contributions of Bob Fulwider, past Chairman of the IIABA. His guidance has truly been a blessing for our industry.

Legislatively, there have been many bills passed into law over the past 25 years, but I do not remember one that has more impact on insurance agent’s professional liability premiums than the latest passing of HF

398. Your lobbying efforts afforded me the opportunity to attend my first bill signing ceremony and I will never forget the sense of pride I had standing behind Governor Branstad as he signed the bill into law. Beating the trial lawyers on this issue, having the majority Senate Majority Leader Mike Gronstal cross party lines to vote with us and having a former lawyer himself sign the bill has some sort of poetic justice about it. Senator Gronstal and Governor Branstad have been tremendous supporters of the Independent Insurance Agents of Iowa and I cannot begin to list all of the help they have provided over the years.

Another important issue that has been on the national legislative calendar for as long as I can remember–NARAB II legislation. If signed into law NARAB II would improve the state-based system of insurance regulation by providing nonresident licensing reciprocity through a board of state commissioners and industry representatives. The result for all agents would be a more efficient and workable system of insurance agent and agency licensing. The bill has overwhelmingly passed both the House and the Senate, but was attached to the Flood Reauthorization Act and pulled out at the last minute. As I write my article, just this week the House Financial Continued

SUMMER 2014 |

|5

Services Committee circulated draft legislation called the “TRIA Reform Act of 2014”. NARAB II is part of the TRIA bill so the Big “I” is praising both the House and the Senate committees for taking action on this important issue.

I am keeping my fingers crossed.

In conclusion, the Big “I” and Congress are doing their part. Now it is our turn as insurance agents to step up to the plate and contribute to our state of Iowa PAC (IIAI/PAC) and our National PAC (InsurPAC) so we can keep the momentum going. Remember this has to be paid for with personal funds so we do not violate any federal laws. Your PAC contributions will help sustain our advocates on both sides of the isle at home and in Washington.

The Iowa Big “I” is woefully behind in PAC contributions this year so I am pleading with everyone to take a moment and write out a check if you have not already done so. For those that have contributed, your Board of Directors says thank you.

“Big I and Congress are doing their part.

Now it is our turn”

TM

Common Sense Surety Since 1933

6|

| SUMMER 2014

national director’s REPORT

Be A Great Leader

W

ayne Gretzky once said “A good hockey player plays to where the puck is. A great hockey player plays to where the puck is going to be.” The business analogy is obvious. You can be a good manager by playing to where the puck is but if you want to be a great leader, you must play to where the puck is going.

However, in business it is a bit more complicated, and needs to be taken a step further. Observable trends can tell us where the puck is going – that is the comparatively easy part of the business equation. Developing strategies to respond to these trends is a much more difficult challenge altogether.

IIABA believes one of the most pressing issues facing our members today emanates from the confluence of at least three significant tends. This pressing issue is talent recruitment, or simply the need to get more young people involved in the independent agency system and ensure they succeed. The first underlying trend related to this issue we all recognize: there are large numbers of “boomers”, those of us born between 1946 and 1964, retiring from the agency business en masse over the next few years.

by Dean Brooks, CPCU, CLU, ALCM

Coupled with this is the difficulty we have in convincing young people of the rewards of a career as an independent agent. The trend countrywide is that we struggle to attract young people to the agency system, and when we do get them into the system, many leave after just a few years. Inextricably tied to these two broad trends is the overarching issue of agency perpetuation. The average agency owner in this country is 57 years old, and over half have no effective perpetuation plan in place. This has been a significant factor in the gradual decline in the

number of independent agencies over time. There are many fewer independent agencies now than when I started in this business in 1972. Granted, many agencies now are larger and have more employees, growth oftentimes realized through merger and acquisition, so the number of people employed in the agency business has not declined as much as the raw number of agencies; however, the trend of declining numbers of agencies remains clear.

We’ve identified the big picture trends – the aging out of a significant number of agency owners, the trickle of new young people coming into our ranks, and an all too frequent lack of sustainable agency perpetuation plans. So it appears we know where the puck is going. The big question is what do you think your national association should do to respond to this dilemma? What would help you, as an independent agent, attract younger people, retain these people, and ultimately move them into ownership via an achievable perpetuation plan?

In short, what could IIABA do to help you?

Recognizing that answers cannot be a

SUMMER 2014 |

|7

“one size fits all” because there are so many different agency profiles within our IIABA membership, let me throw out just a few general possibilities in the form of questions for your evaluation: • Would a generic HR toolkit covering hiring, employment, and termination help? My thought is this would be available from National for free.

Perhaps we could also look at a full time HR expert on staff who you could contact for more detailed help on a fee basis?

• Would it be helpful to have someone who would work with you to review and interpret the results of candidate assessment tests?

• Would sample documents such as employment and producer agreements, employee handbooks, and guidance on how to conduct effective employee reviews be useful?

• Would you utilize guidance and templates in training and professional development, including

8|

| SUMMER 2014

suggested education tracks for various functions in an agency? Would “on-demand” training webinars for specific agency roles be of interest?

• Would you consider an intern program? If so, would a training template and assistance in setting up the program, including a training guide with skill sets and mentorship training be useful? (As an aside, related to these last two items, I recognize there are successful insurance education programs at a number of academic institutions around the country, the Vaughan Institute of Risk Management and Insurance within the Finance Department at the University of Iowa being a stellar example. But the reality is the overwhelming majority of students coming out of these programs join the company ranks – most do not see working in an independent agency as a viable career choice. Even IIABA’s own Project Invest, the best school-to-

work program in the country, finds most of its participants going to other stakeholders, not to independent agencies.)

• In terms of finding new recruits, would a national resume data base organized by state and agency role be useful?

• Would help with using social media to promote your agency to prospective new hires be of interest?

• Would a guide to agency perpetuation, including suggestions for financing, be useful? (I should note here that we already have InsurBanc as a good source of agency financial assistance for producer recruitment and perpetuation funding.)

These are just a few thoughts. What do you think? What else could we do for you as your association? Let me know what would be important to you. You can contact me via email: dbrooks@mfhins.com or my direct #: 515-868-0484.

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Congratulations 2014 President’s Club!

S

ince 1909, Grinnell Mutual has prospered by building strong relationships with quality farm mutuals and agencies. The following Iowa agencies have contributed significantly to our combined success and have been named to the 2014 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

Gateway Insurance Services, Inc. Ames, Iowa

Abens, Marty, Curran Agency Humboldt, Iowa

Gentry Insurance Agency Ollie, Iowa

Ambank Insurance Services Le Mars, Iowa

Insurance Headquarters, Inc. Waterloo, Iowa

Associated Insurance Counselors Preston, Iowa

Lee Agency, Inc. Muscatine, Iowa

Axman Insurance Agency Pomeroy, Iowa

Northwest Consultants Buffalo Center, Iowa

Bank Midwest Insurance Services Spirit Lake, Iowa

Olson Insurance Northwood, Iowa

Black Hawk Insurance Services Hudson, Iowa

Peoples Insurance Agency, LTD Waverly, Iowa

Bob Dodds Insurance Agency Danville, Iowa

R W Larson Insurance Agency Boone, Iowa

Brown-Lane Insurance Agency, Inc. Independence, Iowa

Smith Insurance LLC Lamont, Iowa

Callahan Insurance Cascade, Iowa

Smith Insurance Services Marcus, Iowa

Cook Agency, Inc. Waukon, Iowa

United Insurance Services Madrid, Iowa

Cray Insurance Agency Chester, Iowa

West Side Agency, Inc. Palo, Iowa

Eland Agency, Inc. Mediapolis, Iowa First Maxfield Resources Denver, Iowa FMD Agency, Inc. Schleswig, Iowa

2013 Iowa Insurance Market Share Report

by Bob Skow, CPCU, CAE IOWA IS A GOOD PLACE FOR INDEPENDENT AGENTS AND INDEPENDENT AGENT COMPANIES!

E

ach summer the Independent Insurance Agents of Iowa collect from A.M. Best data on Iowa’s insurance market place for the previous year. While the top 10 Property and Casualty companies really didn’t change much, the 2013 market share report indicates Independent agents’ share of Property & Casualty business grew over 2012. Only 3 captive agent companies were in the top twenty: State Farm with 9.5% of the market; Farm Bureau with 5.9%; and American Family with 2.8% of the market. The biggest increase by a direct market player was GEICO (Berkshire Hathaway) who went from .80% of the market share to 1%, still one of the lowest market shares by state in the country for GEICO. Collectively, Independent agent companies controlled 70.5% of the total Property & Casualty business, up by 1/10 of a percent from the previous year.

Personal Lines — Private passenger auto information is interesting as Iowa independent agent companies’ market share grew slightly at the expense of the direct writers. Homeowners has always been the direct writers’ strong suit, but here again they lost market share with State Farm losing the most business in this report.

Commercial Lines — Overall Commercial Lines showed little change with independent agents dominating all areas of commercial business, C.G.L., Commercial Property and Workers’ Compensation with close to 90% market share! Capitve markets simple have not done well in Iowa in trying to grow their commercial business. Speaks well of the risk management approach

many independent agents utilize when handling commercial risks in Iowa.

The data showed an average increase in loss ratio of more than 10 points for all lines combined. But, Homeowners was significantly more profitable in the 2013 report with a 78.5% improvement on average!

All in all the 2013 report puts Iowa in a favorable loss ratio position compared to most other states, as 2013 National was not a great year from a loss ratio perspective. Both regional independent agent companies and national players’ market share remained strong in our state… the conclusion – Iowa is a good place for independent agents and independent agent companies!

SUMMER 2014 |

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2013 DATA

IOWA OVERALL STATE RANKING (ALL P/C LINES)

Name

(Direct Writers Highlighted)

2013 2012 2013 2012 Market Market Direct Written Direct Written Share Share Difference Premiums (000) Premiums (000) Difference

2013 2012 Adjusted Adjusted Loss Ratio Loss Ratio Difference

1 State Farm Group

9.50%

9.40%

0.10%

$546,109

$526,084

$20,025.00

52.2

81.6

-29.4

2 Allied Group a Nationwide Co

8.20%

7.70%

0.50%

$470,223

$432,414

$37,809.00

53.8

88.4

-34.6

3 Farm Bureau P&C Group

5.90%

5.90%

0.00%

$336,995

$328,500

$8,495.00

83.1

73.2

9.9

4 ACE INA Group

4.60%

5.50%

-0.90%

$263,992

$310,949

$(46,957.00)

180.8

31.9

148.9

5 Progressive Group

4.00%

3.90%

0.10%

$231,588

$217,679

$13,909.00

59.5

62.4

-2.9

6 Farmers Mutual Hail Insurance Grp

3.30%

3.80%

-0.50%

$188,396

$214,719

$(26,323.00)

39.8

156.2

7 EMC Ins Cos

3.30%

3.20%

0.10%

$187,785

$177,074

$10,711.00

49.3

78.7

-29.4

8 QBE Americas Grp

3.00%

3.80%

-0.80%

$174,370

$213,802

$(39,432.00)

189.4

36.7

152.7

9 Travelers Group

3.00%

2.90%

0.10%

$169,694

$161,712

$7,982.00

48

72

-24

10 American Family Insurance Group

2.80%

2.80%

0.00%

$161,205

$159,500

$1,705.00

50.4

70.2

-19.8

11 Great American P&C Group

2.60%

2.60%

0.00%

$150,385

$144,234

$6,151.00

101.8

50.2

51.6

12 American Intl Group Inc

2.60%

2.90%

-0.30%

$147,997

$163,433

$(15,436.00)

57.3

67.3

-10

13 Liberty Mutual Insurance Cos

2.30%

2.20%

0.10%

$130,839

$122,040

$8,799.00

55.9

84

-28.1

14 Grinnell Mutual Grp

2.10%

2.10%

0.00%

$121,366

$115,679

$5,687.00

48.3

52.5

-4.2

15 Auto-Owners Insurance Group

2.00%

1.90%

0.10%

$113,443

$106,968

$6,475.00

44.1

96

-51.9

16 IMT Insurance Cos

1.60%

1.60%

0.00%

$94,073

$87,195

$6,878.00

37.8

55.2

-17.4

17 Wells Fargo Ins Grp

1.60%

1.60%

0.00%

$93,354

$87,798

$5,556.00

222.8

38.2

184.6

18 West Bend Mut Ins

1.60%

1.50%

0.10%

$91,934

$81,538

$10,396.00

42.9

51.9

-9

19 Zurich Fin Serv NA

1.50%

1.40%

0.10%

$87,025

$75,975

$11,050.00

42.4

64.4

-22

20 United Fire & Cas

1.50%

1.30%

0.20%

$83,906

$73,762

$10,144.00

37.2

84.7

-47.5

$3,801,055

$43,624.00

82.65 63.97

Top 20 Totals

67.00% 68.00% -1.00% $3,844,679

All Carriers State Totals

100% 100%

12 |

| SUMMER 2014

196

$5,746,379 $5,613,224 $133,155.00 76.3 66.1

18.69 10.2

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2013 DATA

IOWA REGIONAL INDEPENDENT AGENCY COMPANIES

Name

2013 2013 2012 2013 2012 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 Allied Group a Nationwide Co

$470,223

8.20%

7.70%

0.50%

53.8

88.4

-34.6

2 Progressive Group

$231,588

4.00%

3.90%

0.10%

59.5

62.4

-2.9

3 Farmers Mutual Hail Ins Group

$188,396

3.30%

3.80% -0.50%

39.8

156.2

4 EMC Insurance Companies

$187,785

3.30%

3.20%

0.10%

49.3

78.7

-29.4

5 Grinnell Mutual

$121,366

2.10%

2.10%

0.00%

48.3

52.5

6 Auto-Owners Insurance Group

$113,443

2.00%

1.90%

0.10%

44.1

96

-51.9

7 IMT Insurance Cos

$94,073

1.60%

1.60%

0.00%

37.8

55.2

-17.4

8 West Bend Mut Ins

$91,934

1.60%

1.50%

0.10%

42.9

51.9

-9

9 United Fire & Casualty Group

$83,906

1.50%

1.30%

0.20%

37.2

84.7

-47.5

10 Endurance Spec Group

$63,877

1.10%

1.00%

0.10%

179.2

33.7

145.5

Top 10 Totals

$1,646,591

28.70% 28.00%

0.70%

74.81

64.33

10.48

All Carriers State Total

$2,385,106

41.60% 39.70%

1.90%

74.18

64.9

9.28

Direct Writers 29.5%

Regional Agency Companies 41.6%

196

-4.2

2013 STATE MARKET SHARE REGIONAL AGENCY COMPANIES NATIONAL AGENCY COMPANIES DIRECT WRITERS

National Agency Companies 28.9%

IOWA NATIONAL INDEPENDENT AGENCY COMPANIES

Name

2013 2013 2012 2013 2012 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 ACE INA Group

$263,992

4.60%

5.50% -0.90%

180.8

31.9

148.9

2 QBE Americas Group

$174,370

3.00%

3.80% -0.80%

189.4

36.7

152.7

3 Travelers Group

$169,694

3.00%

2.90%

0.10%

48

72

-24

4 Great American P&C Group

$150,385

2.60%

2.60%

0.00%

101.8

50.2

5 American Intl Group Inc

$147,997

2.60%

2.90% -0.30%

57.3

67.3

-10

6 Liberty Mutual Ins Cos

$130,839

2.30%

2.20%

0.10%

55.9

84

-28.1

7 Zurich Fin. Serv. NA

$87,025

1.50%

1.40%

0.10%

42.4

64.4

-22

8 Cincinnati Insurance

$84,094

1.50%

1.50%

0.00%

37.7

68.5

-30.8

9 Old Republic General Group

$73,020

1.30%

1.10%

0.20%

46.2

61.8

-15.6

10 Chubb Group of Ins Cos

$62,312

1.10%

0.90%

0.20%

59.3

54.1

5.2

Top 10 Totals

$1,343,728

2.35%

2.48% -0.13%

81.88

59.09

22.79

All Carriers State Total

$1,662,616

28.90% 30.70% -1.80%

54.27

68.39

-14.12

14 |

| SUMMER 2014

51.6

2013 DATA

IOWA DIRECT WRITERS

Name

2013 2013 2012 2013 2012 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 State Farm Group

$546,109

9.50%

9.40%

0.10%

52.2

81.6

-29.4

2 Farm Bureau Mutual Group

$336,995

5.90%

5.90%

0.00%

83.1

73.2

9.9

3 American Family Insurance Group $161,205

2.80%

2.80%

0.00%

50.4

70.2

-19.8

4 Wells Fargo Insurance Group

$93,354

1.60%

1.60%

0.00%

222.8

38.2

184.6

5 Farmers Insurance Group

$62,644

1.10%

1.10%

0.00%

44.8

92.3

-47.5

6 Berkshire Hathaway

$55,029

1.00%

0.80%

0.20%

42.7

60.5

-17.8

7 Allstate Insurance Group

$53,170

0.90%

0.90%

0.00%

40.3

74.7

-34.4

8 CUMIS Ins Society Group

$36,392

0.60%

0.70%

-0.10%

71.4

56.6

9 Federated Mutual Group

$33,575

0.60%

0.50%

0.10%

76.6

10 USAA Group

$32,848

0.60%

0.50%

0.10%

62.1

Top 10 Totals

$1,411,321

24.60% 24.20%

0.40%

80.30

73.29

All Carriers State Total

$1,698,657

29.50% 29.60% -0.10%

64.14

79.1

BEYOND THE EXPECTED

128

60.8 110

15.8 -47.9 7.01 -14.96

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SUMMER 2014 |

| 15

2013 DATA

IOWA PRIVATE PASSENGER AUTO PHYSICAL DAMAGE

(DIRECT WRITERS HIGHLIGHTED)

Name

2013 2013 2012 2013 2012 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 State Farm Group

$144,560

21.40% 21.30%

0.10%

55.7

86.2

-30.5

2 Progressive Group

$88,717

13.20% 12.60%

0.60%

66.5

76.6

-10.1

3 Allied Group a Nationwide Co

$81,831

12.10% 12.00%

0.10%

54

69.6

-15.6

4 Farm Bureau P&C Group

$54,293

8.10%

8.10%

0.00%

53.1

67.9

-14.8

5 American Family Insurance Group $45,784

6.80%

7.00% -0.20%

49.4

62.6

-13.2

6 Grinnell Mutual Group

$30,860

4.60%

4.70% -0.10%

58.8

70.6

-11.8

7 IMT Insurance Company Mutual

$22,673

3.40%

3.40%

0.00%

52.4

57.9

-5.5

8 Allstate Insurance Group

$17,752

2.60%

2.80% -0.20%

40.9

49.4

-8.5

9 Berkshire Hathaway

$17,691

2.60%

2.30%

0.30%

66.8

74.6

-7.8

10 Auto-Owners Insurance Group

$16,472

2.40%

2.50% -0.10%

55.3

70.1

-14.8

Total from top 10 writers

$520,633

55.29

68.55

-13.26

55.9

74.3

-18.4

77.20% 76.70%

0.50%

State

Total For All Carriers Combined $673,945 Direct Writers 49.4%

Independent Agents 50.6%

(Avg.)

(Avg.)

2013 IOWA PRIVATE PASSENGER AUTO MARKET DIRECT WRITERS

INDEPENDENT AGENTS

IOWA OTHER PRIVATE PASSENGER AUTO (LIABILITY)

(DIRECT WRITERS HIGHLIGHTED)

Name

2013 2013 2012 2013 2012 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 State Farm Group

$144,944

20.50% 20.50%

0.00%

54

54.8

-0.8

2 Progressive Group

$121,189

17.10% 16.70%

0.40%

55.3

52.9

2.4

3 Allied Group a Nationwide Co

$85,445

12.10% 11.80%

0.30%

62.2

59.4

2.8

4 Farm Bureau Mutual Group

$49,422

7.00%

7.10% -0.10%

53.3

46.2

7.1

5 American Family Insurance Group $44,497

6.30%

6.50% -0.20%

72.3

56.5

15.8

6 Grinnell Mutual Group

$28,944

4.10%

4.30% -0.20%

40.9

35.7

5.2

7 IMT Insurance Company Mutual

$21,306

3.00%

2.90%

0.10%

50.3

41.2

9.1

8 Berkshire Hathaway

$21,247

3.00%

2.50%

0.50%

57.5

55.7

1.8

9 Farmers Insurance Group

$17,325

2.40%

2.50% -0.10%

40.9

48.8

-7.9

10 Allstate Insurance Group

$15,104

2.10%

2.10%

0.00%

57.5

51.7

5.8

Total from top 10 writers

$549,423

77.60% 76.90%

0.70%

(Avg.)

(Avg.)

50.29

4.13

State Total For All Carriers Combined $708,187

56.3

53.5

2.8

2013 IOWA OTHER PRIVATE PASSENGER AUTO MARKET DIRECT WRITERS

16 |

| SUMMER 2014

INDEPENDENT AGENTS

54.42

Independent Agents 52.2%

Direct Writers 47.8%

2013 DATA

IOWA HOMEOWNERS MULTI-PERIL

(DIRECT WRITERS HIGHLIGHTED)

Name

2013 2013 2012 2013 2012 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 State Farm Group

$166,064

26.80% 27.20% -0.40%

42.5

101.2

-58.7

2 Allied Group a Nationwide Co

$101,921

16.40% 15.70%

48.8

145

-96.2

3 Farm Bureau Mutual Group

0.70%

$49,966

8.10%

7.80%

0.30%

45.2

128.6

-83.4

4 American Family Insurance Group $43,706

7.10%

7.40% -0.30%

28.1

96.3

-68.2

5 Auto-Owners Insurance Group

$22,827

3.70%

3.80% -0.10%

26.5

159.7

-133.2

6 Farmers Insurance Group

$18,170

2.90%

3.00% -0.10%

45.4

131.2

-85.8

7 IMT Insurance Company Mutual

$18,088

2.90%

2.90%

0.00%

34.2

82

-47.8

8 Allstate Insurance Group

$16,862

2.70%

2.90% -0.20%

28.3

143.4

-115.1

9 Pekin Insurance Group

$14,963

2.40%

2.50% -0.10%

60.9

102.1

-41.2

10 EMC Insurance Companies

$14,581

2.40%

2.40%

38.6

128.4

-89.8

Total from top 10 writers

$467,148

0.00%

(Avg.)

39.85

121.79

-81.94

State Total For All Carriers Combined $619,742

41.9

120.4

-78.5

Independent Agents 45.4%

Direct Writers 54.6%

75.40% 75.60% -0.20%

(Avg.)

2013 IOWA HOMEOWNERS MARKET DIRECT WRITERS

INDEPENDENT AGENTS

IOWA INLAND MARINE

(DIRECT WRITERS HIGHLIGHTED)

Name

2013 2013 2012 2013 2012 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 Assurant P&C Group

$26,657

2 Liberty Mutual Insurance Cos

$16,338

9.40%

8.60%

3 FM Global Group

$9,350

5.40%

5.30%

0.10%

0.2

27.7

-27.5

4 Hartford Insurance Group

$8,881

5.10%

5.70%

-0.60%

45.7

65.2

-19.5

5 State Farm Group

$8,777

5.00%

5.20%

-0.20%

31

32.9

-1.9

6 Allied Group a Nationwide Co

$8,706

5.00%

4.40%

0.60%

39.2

38.2

1

7 Travelers Group

$6,398

3.70%

3.80%

-0.10%

27.1

146.1

-119

8 SU Insurance Company

$6,034

3.50%

2.40%

1.10%

55.3

45.6

9.7

9 EMC Insurance Companies

$6,020

3.50%

3.40%

0.10%

19.5

32.9

-13.4

10 CNA Insurance Co

$5,581

3.20%

2.90%

0.30%

50.7

64.5

-13.8

Total from top 10 writers

$102,742

55.30

-22.18

50.6

-10.3

15.30% 21.10%

-5.80%

18.3

20.4

-2.1

0.80%

44.2

79.5

-35.3

59.10% 62.80% -3.70%

State Total For All Carriers Combined $174,437

2013 IOWA INLAND MARINE MARKET DIRECT WRITERS

INDEPENDENT AGENTS

33.12

(Avg.)

40.3

(Avg.)

Independent Agents 84.5%

SUMMER 2014 |

Direct Writers 15.5%

| 17

2013 DATA

IOWA COMMERCIAL CGL/BOP LIABILITY

(DIRECT WRITERS HIGHLIGHTED)

Name

2013 2013 2012 2013 2012 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 Allied Group a Nationwide Co

$13,386

12.70%

12.30%

0.40%

2 Travelers Group

$8,616

8.20%

8.30%

-0.10%

3 Auto-Owners Insurance Group

$6,728

6.40%

5.90%

4 Cincinnati Insurance Companies

$5,731

5.40%

6.00%

5 State Farm Group

$5,388

5.10%

5.40%

6 W R Berkley Group

$5,118

4.90%

5.40%

7 QBE Americas Group

$4,947

4.70%

8 Grinnell Mutual Group

$4,321

4.10%

9 Farm Bureau P&C Group

$4,011

10 Philadelphia/Tokio Gp

$3,866

Total from top 10 writers

$62,112

26

24.1

1.9

23.6

33.9

-10.3

0.50%

-8.6

45.7

-54.3

-0.60%

34.7

10.7

24

-0.30%

45

39.3

5.7

-0.50%

68.1

25.5

42.6

5.50%

-0.80%

51.9

31.2

20.7

3.80%

0.30%

35.1

62.2

-27.1

3.80%

3.60%

0.20%

32.3

3.70%

3.50%

0.20%

3.1

59.00% 59.70% -0.70%

State Total For All Carriers Combined $105,376

2013 IOWA COMMERCIAL CGL/BOP LIABILITY DIRECT WRITERS

INDEPENDENT AGENTS

8.6 36

31.12

31.72

30.6

27.8

(Avg.)

(Avg.)

-0.60 2.8 Direct Writers 16.6%

Independent Agents 83.4%

IOWA WORKERS’ COMPENSATION

23.7 -32.9

(DIRECT WRITERS HIGHLIGHTED)

Name

2013 2013 2012 2013 2012 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 EMC Insurance Companies

$57,743

8.60%

9.20%

-0.60%

59.8

88.1

-28.3

2 Liberty Mutual Insurance Cos

$54,674

8.10%

8.20%

-0.10%

72.4

101.5

-29.1

3 Accident Fund Group

$50,050

7.40%

7.40%

0.00%

61.6

71.5

-9.9

4 Travelers Group

$48,025

7.10%

7.40%

-0.30%

80.6

101.5

-20.9

5 Allied Group a Nationwide Co

$38,910

5.80%

6.10%

-0.30%

85.3

75.5

9.8

6 Zurich Fin Serv NA

$27,340

4.10%

4.20%

-0.10%

80.5

68.3

12.2

7 United Fire & Casualty

$25,997

3.90%

3.60%

0.30%

70.7

8 West Bend Mut Ins

$22,975

3.40%

2.60%

0.80%

58.4

31.9

26.5

9 Old Republic Ins Grp

$22,342

3.30%

2.60%

0.70%

54.7

63

-8.3

10 Cincinnati Insurance Companies

$20,178

3.00%

3.20%

-0.20%

77.9

87.5

-9.6

Total from top 10 writers

$368,234

54.70% 54.50%

0.20%

70.19

82.68

-12.49

State Total For All Carriers Combined $674,002

Independent Agents 89.8%

18 |

Direct Writers 10.2%

2013 IOWA WORKERS’ COMPENSATION MARKET DIRECT WRITERS

| SUMMER 2014

INDEPENDENT AGENTS

(Avg.)

69.1

138

(Avg.)

76.5

-67.3

-7.4

ROOFING

FARMING

Amerisafe's Successes in Iowa WORKERS’ COMP INSURANCE FOR WORKING PEOPLE 2301 Hwy 190 West

MANUFACTURING

|

DeRidder, LA 70634

|

1.800.897.9719

CONSTRUCTION

|

Amerisafe.com

2013 DATA

IOWA COMMERCIAL PROPERTY

(DIRECT WRITERS HIGHLIGHTED)

Name

2013 2013 2012 2013 2012 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 Allied Group a Nationwide Co

$33,450

0.60%

54.4

162.9

-108.5

2 Cincinnati Insurance Companies

$14,523

6.50%

7.20% -0.70%

24.1

82.4

-58.3

3 State Farm Group

$14,204

6.40%

7.20% -0.80%

30.5

158.9

-128.4

4 Travelers Group

$13,785

6.20%

6.30% -0.10%

24

110.1

-86.1

5 Auto-Owners Insurance Group

$11,406

5.10%

4.60%

0.50%

85.2

142.5

-57.3

6 W R Berkley Group

$10,633

4.80%

5.00% -0.20%

61.1

173.2

-112.1

7 Chubb Group of Insurance Cos

$10,219

4.60%

4.60%

0.00%

226.1

8 QBE Americas Group

$8,317

3.70%

3.80% -0.10%

37.3

89.5

-52.2

9 Grinnell Mutual Group

$7,731

3.50%

3.20%

0.30%

35.6

122.3

-86.7

10 Farm Bureau P&C Group

$6,745

3.00%

2.90%

0.10%

33.8

84.2

-50.4

Total from top 10 writers

$131,013

61.21

123.70

-62.49

54.4

122.9

-68.5

15.00% 14.40%

58.80% 59.20% -0.40%

State Total For All Carriers Combined $223,427

2013 IOWA COMMERCIAL PROPERTY MARKET DIRECT WRITERS

INDEPENDENT AGENTS

(Avg.)

111

(Avg.)

Direct Writers 17.9%

Independent Agents 82.1%

IOWA OTHER COMMERCIAL LIABILITY

115.1

(DIRECT WRITERS HIGHLIGHTED)

Name

2013 2013 2012 2013 2012 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 American Intl Group Inc

$40,957

12.10%

2.50%

51.6

88

-36.4

2 Allied Group a Nationwide Co

$24,204

7.20%

7.60% -0.40%

10.9

28.2

-17.3

3 EMC Insurance Companies

$23,085

6.80%

7.30% -0.50%

52.7

18.5

34.2

4 Grinnell Mutual Group

$17,764

5.30%

5.70% -0.40%

39.3

44

-4.7

5 Travelers Group

$14,727

4.40%

4.40%

0.00%

26.3

-33.2

59.5

6 Zurich Fin Serv NA

$12,041

3.60%

3.00%

0.60%

37

87.2

-50.2

7 United Fire & Cas Grp

$11,921

3.50%

3.50%

0.00%

8.8

18.9

-10.1

8 Cincinnati Insurance Companies

$11,779

3.50%

3.90% -0.40%

-7.8

20.5

-28.3

9 West Bend Mut Ins

$10,817

3.20%

3.70% -0.50%

16.8

17.6

-0.8

10 State Farm Group

$10,794

3.20%

3.50% -0.30%

57.4

18.3

39.1

Total from top 10 writers

$178,089

9.60%

52.80% 52.20%

0.60%

29.3

State Total For All Carriers Combined $337,109

Independent Agents 86.4%

20 |

Direct Writers 13.6%

2013 IOWA OTHER COMMERCIAL LIABILITY MARKET DIRECT WRITERS

| SUMMER 2014

INDEPENDENT AGENTS

31.3

30.80

(Avg.)

41.2

-1.50

(Avg.)

-9.9

2013 DATA

IOWA FEDERAL FLOOD

(DIRECT WRITERS HIGHLIGHTED)

Name

2013 2013 2012 2013 2012 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 Selective Ins Group

$3,010

28.40% 27.20%

1.20%

9.8

48.3

-38.5

2 Auto-Owners Insurance Group

$1,540

14.50% 14.70% -0.20%

19.2

26.3

-7.1

3 Hartford Ins Group

$1,298

12.30% 12.40% -0.10%

25.1

31.7

-6.6

4 Allied Group a Nationwide Co

$855

8.10%

7.30%

0.80%

1.1

24.4

-23.3

5 Assurant P&C Group

$721

6.80%

6.70%

0.10%

21.6

25.1

-3.5

6 Fidelity Nat Group

$631

6.00%

9.30% -3.30%

-4.3

103.1

-107.4

7 American Family Ins Group

$625

5.90%

6.00% -0.10%

79.6

122.4

-42.8

8 Travelers Group

$607

5.70%

5.90% -0.20%

11.1

136.6

-125.5

9 WRM America Group

$314

3.00%

10 Allstate Insurance Group

$230

2.20%

Total from top 10 writers

$9,831

3.00%

2.40% -0.20%

92.90% 91.90%

1.00%

State Total For All Carriers Combined $10,586

Independent Agents 87.6%

Direct Writers 12.4%

11 -7.9

123.3

16.63

(Avg.)

25

11 -131.2

71.24

-54.61

73.2

-48.2

(Avg.)

2013 FEDERAL FLOOD DIRECT WRITERS

INDEPENDENT AGENTS

IOWA PRODUCTS LIABILITY

(DIRECT WRITERS HIGHLIGHTED)

Name

2013 2013 2012 2013 2012 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 United Fire & Cas Grp

$4,676

12.80% 11.70%

1.10%

1.4

71.3

-69.9

2 Allied Group a Nationwide Co

$4,455

12.20% 12.00%

0.20%

24.8

37.8

-13

3 EMC Insurance Companies

$2,556

7.00%

7.00%

0.00%

-4.5

56.4

-60.9

4 Cincinnati Insurance Companies

$2,476

6.80%

6.70%

0.10%

5.1

90.5

-85.4

5 Liberty Mutual Insurance Cos

$1,750

4.80%

4.30%

0.50%

97.4

0.6

96.8

6 Zurich Fin Serv NA

$1,655

4.50%

4.40%

0.10%

61.3

67.6

-6.3

7 Chubb Grp of Ins Cos

$1,571

4.30%

3.10%

1.20%

-2.6

76.9

-79.5

8 Hartford Ins Grp

$1,244

3.40%

2.70%

0.70%

1.4

7.1

-5.7

9 Selective Ins Group

$1,120

3.10%

3.10%

0.00%

45.6

133.3

-87.7

10 Grinnell Mutual

$1,092

3.00%

3.10%

-0.10%

-16.9

16.6

-33.5

Total from top 10 writers

$22,595

61.90% 58.10%

3.80%

55.81

-34.51

State Total For All Carriers Combined $36,648

2013 PRODUCTS LIABILITY DIRECT WRITERS

INDEPENDENT AGENTS

21.3

(Avg.)

33.3

(Avg.)

21.5

11.8 Direct Writers 7.5%

Independent Agents 92.5%

SUMMER 2014 |

| 21

2013 DATA

IOWA MEDICAL PROF LIAB

(DIRECT WRITERS HIGHLIGHTED)

Name

2013 2013 2012 2013 2012 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 MMIC Ins Inc

$29,732

40.40% 37.30%

3.10%

74.6

4.8

69.8

2 American Intl Grp

$12,909

17.60% 13.70%

3.90%

27.6

43.7

-16.1

3 ProAssurance Grp

$7,133

9.70% 11.50% -1.80%

54.2

17.8

36.4

4 CNA Insurance Companies

$5,069

6.90%

6.60%

0.30%

49.3

14.3

35

5 NCMIC Group

$2,918

4.00%

3.80%

0.20%

13.8

57.2

-43.4

6 Berkshire Hathaway

$2,283

3.10%

3.00%

0.10%

-21.3

37.6

-58.9

7 Preferred Prof Ins

$1,768

2.40%

2.70% -0.30%

-58.6

81.2

-139.8

8 Coverys Companies

$1,572

2.10%

2.00%

0.10%

128.6

25.7

102.9

9 Health Care Ind RRG

$1,268

1.70%

2.20% -0.50%

66.1

49.9

16.2

10 Fairfax Fin (USA) Grp

$938

1.30%

4.20% -2.90%

20.2

78.5

-58.3

Total from top 10 writers

$65,590

89.20% 87.00%

2.20%

State Total For All Carriers Combined $73,550 Direct Writers 14.2%

Independent Agents 85.8%

35.45

(Avg.)

48.6

41.07

-5.62

28

20.6

(Avg.)

2013 MEDICAL PROF LIAB DIRECT WRITERS

INDEPENDENT AGENTS

IOWA FARMOWNERS MULTI PERIL*

(DIRECT WRITERS HIGHLIGHTED)

Name

2013 2013 2012 2013 2012 Direct Written Market Market Adjusted Adjusted Premiums (000) Share Share Difference Loss Ratio Loss Ratio Difference

1 Farm Bureau P&C Group

$71,789

48.00% 47.20%

0.80%

55.7

103.6

-47.9

2 Allied Group a Nationwide Co

$29,319

19.60% 18.50%

1.10%

63

109.2

-46.2

3 State Farm Group

$15,138

10.10% 10.50% -0.40%

86.4

143.8

-57.4

4 Auto-Owners Insurance Group

$5,765

3.90%

4.00% -0.10%

57

185.5

-128.5

5 American Family Ins Group

$4,466

3.00%

3.10% -0.10%

79.3

84.9

-5.6

6 Great Amer P&C Grp

$2,946

2.00%

2.10% -0.10%

33.7

138.8

-105.1

7 Hastings Mut Ins Co

$2,906

1.90%

0.80%

1.10%

115.2

158.9

-43.7

8 Westfield Grp

$2,774

1.90%

1.70%

0.20%

38

100.1

-62.1

9 Celina Ins Grp

$2,410

1.60%

1.70% -0.10%

36.9

151.5

-114.6

10 SECURA Ins Co

$2,044

1.40%

1.40%

0.00%

41.2

51.6

-10.4

Total from top 10 writers

$139,557

93.40% 91.00%

2.40%

60.64

122.79

-62.15

60.9

114.2

-53.3

State Total For All Carriers Combined $149,488

2013 FARMOWNERS MULTI PERIL DIRECT WRITERS

INDEPENDENT AGENTS

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

22 |

| SUMMER 2014

(Avg.)

Independent Agents 38.1%

(Avg.)

Direct Writers 61.9%

© 2013 SECURA Insurance

Let’s make sure they’re safe at home.

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COMPANY MEETINGS 2014 i n d e p e n d e n t

insurance

agents

of

iowa

Each year IIAI Agents meet with a group of companies.

The report involving two companies follows:

SUMMER 2014 |

| 25

SECURA Insurance g e n u i n e pa r t n e r s , s e rv i c e , s t r e n g t h

From left: Dave Gross, President and CEO; Sarah Krause, Commercial Lines Underwriting Director; Kathryn Sieman, EVP & CFO; Scott Finney, Sr. Market Manager; and Harvey Enerson, RVP–Sales.

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t SECURA, people are the focus. From the agents they partner with to the policyholders they protect, the goal is to exceed customers’ needs. It’s been that way since the carrier’s founding as a mutual company in 1900.

Agents experience the company’s genuine desire to serve every day; through its broad insurance coverages, strength and stability, focus on relationships, and technology that makes everyday interactions even easier. The carrier is headquartered in Appleton, Wisconsin, with a Specialty Lines branch office in Middleton, Wisconsin. It also has dedicated associates in the field working with Iowa agents, including senior market manager Scott Finney, risk management consultants, and a field claims adjuster.

INSURANCE TAILORED TO THE CUSTOMER SECURA offers Commercial, Personal, Farm-Ag, and Specialty insurance products and services to agents. In total, it works with more than 430 agencies in 12 states.

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Its mix of business in Iowa compares similarly to companywide; Commercial Lines represents 52 percent of direct written premium (DWP); Personal Lines is 31 percent of DWP; Farm-Ag accounts for 12 percent; and Specialty makes up 5 percent.

Agents relay on the company’s industry-specific Commercial Lines expertise to offer coverages for contractors, golf courses, wholesalers, manufacturers, restaurants, and numerous other markets. Its Work Comp Nurse Hotline offers a valuable, unique service that provides immediate medical guidance to policyholders’ injured workers. Not only is this service better for the injured worker, but policyholders see less lost time and fewer claims that translate to lower premiums—resulting in a more profitable book of business for agents.

Personal Lines policyholders receive the best combination of value, coverage, service, and convenience with the carrier’s MILE-STONE® home and auto package policy. Lifestyle enhancements such as Pet Protector SM, Roadside Rescuer, Travel Rescuer SM, and Identity Theft and Restoration Coverage give agents an edge attracting new customers.

A.M. Best recognizes SECURA as

a top 10 farm carrier in Iowa. The Company’s Farm Lines expanded in 2010 to include an agribusiness product. In addition to a long history of successfully insuring farms—such as large grain farms and hog confinements—it now covers the operations that support those farms, like grain and livestock transport, and custom farming.

Its rapidly growing Specialty Lines provides coverage for niche programs like sports and recreation, non-profit organizations, and special events such as hole-in-one insurance. These present more opportunities for agents to grow their books of business.

Risk management professionals at the company show policyholders how to improve working conditions for their employees. Their consultative method results in safer work environments, fewer losses, and lower premiums.

Complementing this team approach is Prevention Connection SM, the company’s online risk management resource that provides agents and policyholders 24/7 access to safety videos and articles.

GENUINE STRENGTH SECURA’s financial strength is evident in its “A” (Excellent) rating by A.M. Best—and the results support it.

In 2013, the carrier grew direct written premium (DWP) by nearly 11.6 percent to more than $466 million, and it expects to pass $500 million in 2014.

Through April 2014, DWP has grown 7.5 percent, and policyholder surplus is more than $331 million.

The company had a record year in Iowa in 2013. It saw a double digit premium increase for all lines of business, as well as one of the best loss ratios in its Iowa history. What’s more, the carrier has a history of profitability in the state. In the last five years, premium doubled from nearly $10 million in 2009 to almost $20 million at the end of 2013.

SETTING UP AGENTS FOR SUCCESS SECURA continues to be committed to the independent agency system. It currently has 45 agencies in Iowa, and

is actively pursuing new appointments in the state. There is no specific size of agency the carrier works with; it simply needs to be a good fit for all, with a focus on building long-term relationships. In fact, it has had some Iowa agency contracts for more than 35 years, reflecting its stable and consistent market.

The company looks to partner with only the best agencies in each state—and its Iowa agents are no exception—they stand out in their communities. They serve as trusted advisors who identify the protection customers need and work with the

carrier to offer the best coverage options to meet those needs.

Agents appreciate the company’s focus on relationships and genuine service. In fact, they consistently rate SECURA as a Top 10 carrier nationwide in the Making Business Easier survey.

Part of the carrier’s commitment to its agency partners is supporting them with training and technology.

Agents constantly recognize the company for its training programs.

Courses feature skilled presenters and relevant topics brought directly to agency offices, as well as via webi-

SECURA and its agents have worked together to support local causes while writing new business. Van Gorp Insurors, Ltd., a SECURA Premier Agency, won a farm sales contest and received a $3,000 donation in its name to the Monroe Iowa Fire & EMS Organization (both in Iowa).

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From local groups to national organizations, SECURA gives back to its community. Associates wear pink to show support for the carrier’s annual program to raise funds for the Breast Cancer Research Foundation by writing new Personal and Specialty Lines policies.

nars or at the carrier’s home office.

Agents have countless opportunities to enhance their skills and earn CE credits. Take the company’s new Insurance Essentials course for example. This differentiator gives new producers

coverage, claims, and sales knowledge to jumpstart their insurance carriers.

Agents also look to technology to make their day-to-day work even easier. The company’s rating software for all lines of business rank highly with them, and SECURA currently is developing a web-based agency management system for Commercial Lines to enhance the quote process.

Predictive modeling is one of many tools used by its commercial underwriters to help set the best rate for agents and their customers.

In addition, the company’s Personal Lines rating system features auto date-prefill, meaning agents only need to enter policyholder information once. The carrier also has a book roll process in place to make the transition seamless for agents and their

www.imwca.org | 800.257.2708

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customers.

While technology is important, having the right people to support agents is key. SECURA has responsive and resourceful employees in all areas of the company, including a team strictly for helping agents make changes to their customers’ policies.

Leadership changes take place in July of this year. John Bykowski, CEO, will retire and remain the company’s Chairman of the Board. He’ll hand over the reins to Dave Gross, who will assume the role of President and CEO. Dave’s dedication to agent relationships and guidance in new product development and state expansions during his 17-year career with SECURA position him well to take over. His proven character and credentials will carry on in his new role.

This transition, along with the company’s consistent focus on giving agency partners new growth opportunities, exceptional service, and valuable resources, position SECURA for continued success into the future.

Even the office coffee tastes better with Burns & Wilcox.

PERSONAL INSURANCE

Your traditional insurance markets can handle most of your clients’ personal insurance needs, but not all. Even wholesalers have their limits, unless your wholesaler is Burns & Wilcox. As the largest personal insurance wholesaler, our unequaled access to markets means quick solutions for all your hardto-place risks. Don’t call just any wholesaler. Just call Burns & Wilcox.

Minneapolis, Minnesota | 612.564.1880 toll free 800.328.1693 | fax 612.564.1881 minneapolis.burnsandwilcox.com Milwaukee, Wisconsin | 262.347.0266 toll free 800.544.5700 | fax 262.347.0440 milwaukee.burnsandwilcox.com Commercial | Personal | Professional | Brokerage | Binding | Risk Management Services

TRAVELERS Insurance i t ’ s b e t t e r u n d e r t h e u m b r e l l a sm

solutions that help them be successful.”

RELIABLE, LOCAL PRESENCE

John Hyde, Managing Director - Commercial Accounts, Iowa & Nebraska; Rick Smith, Regional President - Upper Midwest Region; and Craig Lapsley, Middle Market Vice President - Upper Midwest Region.

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ravelers is a leading provider of property casualty insurance for auto, home and business. A component of the Dow Jones Industrial Average, Travelers has approximately 30,000 employees who are dedicated to finding new ways to respond to our customers’ ever-changing risk management needs.

Travelers is the second largest writer of commercial U.S. property insurance, and the third largest writer of U.S. personal insurance through independent agents. Recently, A.M. Best upgraded the financial strength rating (FSR) for Travelers to A++ (Superior). “As one of the most prominent property casualty insurers in the country, Travelers is uniquely positioned to draw on our depth of expertise and substantial resources to protect and insure the prosperity of American businesses,” said John Hyde, Managing Director of Commercial Accounts at Travelers. “From small ‘Main Street’ businesses and specialty companies to Fortune 100™ corporations, we take the time to understand our customers’ needs and priorities, and apply our expertise upfront to provide the right insurance

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Offering a local presence in communities across the country, Travelers brings more to the table locally than virtually any other carrier. We pride ourselves on providing more products to more producers in more places than anyone – and offering an unmatched breadth of appetite in both class and line of business.

“Our agents consistently tell us that our local relationships are a key factor in their decision to place more business with Travelers,” said Hyde.

“Each relationship is built one agent and one customer at a time, and we are grateful to work with the Independent Insurance Agents of Iowa to help businesses grow and evolve.”

SPECIALIZATION AND EXPERTISE Travelers knows that no two industries are the same. That’s why we specialize and maintain industry-specific expertise to better understand the nuances faced by today’s business leaders. For example, our IndustryEdge® products and services are tailored to help remove the

uncertainty of complex and emerging risks that are unique to each industry. Travelers has more than 45 industry-specific offerings from Construction to Technology firms, and Manufacturing risks to Private Colleges. We continue to add or improve IndustryEdge® programs, which enables us to further refine and tailor coverage, underwriting and services to address unique industry exposures.

UNPARALLELED SERVICES Service is what sets Travelers apart from the competition. Risk mitigation, education and prevention are important to Travelers because we know we are covering what’s valuable to our customers.

With more than 105 years of safety management experience and leading industrial hygiene, fire and forensics laboratories, we have the expertise to provide customers with recommendations specific to industry, size and complexity to help control hazards and reduce risks of illness or injury.

According to Goldman Sachs’ semiannual survey of agents and brokers, when asked, “Name the carriers with the highest quality of service,” Travelers has scored the highest for the last two years in a row.

For example, our claim professionals recognize that each claim is different and requires a unique resolution strategy. They partner with appropriate subject-matter experts throughout the company – including investigators, recovery specialists, loss prevention managers and legal professionals – to produce superior claim results from our customers.

“We know the true test of an insurance company comes when the mishaps, unforeseen events and accidents occur,” said Hyde. “From assessing your claim and staying with you every step of the way during the process to helping you get back on track – we’re there for you.”

COMMITMENT The strong foundation Travelers has built over 160 years is rooted in our commitment to our employees and the communities in which our customers and our agents live and work. Over the last five years, Travelers has given more than $100 million to charitable and community organizations. For the seventh consecutive year, we were named to one of the Dow Jones Sustainability Indices in recognition of our business practices and our commitment to delivering meaningful contributions to our communities. We are also proud to have been recognized by both DiversityInc and G.I. Jobs magazines for initiatives to promote inclusion.

Our commitment to our valued agents and brokers is ever present. To demonstrate our commitment to the independent agent channel, Travelers recently signed on as an investor in Project CAP, an industry initiative to expand the independent agent’s share of the personal lines insurance market.

As part of the investment, Travelers will also serve as a listed carrier on TrustedChoice.com, the national brand created exclusively for members of the Independent Insurance Agents & Brokers of America (IIABA) to help consumers understand the value of an independent insurance agent.

“We know the true test of an insurance company comes when the mishaps, unforeseen events and accidents occur,” said Hyde.

“From assessing your claim and staying with you every step of the way during the process to helping you get back on track – we’re there for you.”

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BROKERAGE IS MORE THAN BUSINESS.

IT’S PERSONAL. Rob Hill

Andrea Lucas

To learn more, contact:

Every day, you pour time and energy into your business. You need to work with a company invested in helping you build your practice. MassMutual Iowa is here for you. Our broad portfolio and proven expertise will give your business the tools to help it thrive – today and for the long-term.

COMPETITIVE PRODUCTS

• Life Insurance – A comprehensive product portfolio, including Whole Life, Universal Life, Variable Universal Life1, Term Life and Survivorship Life • Disability Income Insurance – Individual DI Insurance or Multi-Life – BOE and Buy Sell – Protect ability to save for retirement • Long-Term Care Insurance – SignatureCare® 500

Rob Hill, Agency Brokerage Director robhill@massmutualbrokerage.com Andrea Lucas, Agency Brokerage Manager andrealucas@financialguide.com MassMutual Iowa 1415 28th St, Suite 350 West Des Moines, IA 50266 515-223-6277 (Office) 515-223-6560 (Fax)

LIFE INSURANCE + RETIREMENT/401(K) PLAN SERVICES + DISABILITY INCOME INSURANCE + LONG TERM CARE INSURANCE + ANNUITIES MassMutual Financial Group is a marketing name for Massachusetts Mutual Life Insurance Company (MassMutual) and its affiliated companies and sales representatives. Local sales agencies are not subsidiaries of MassMutual or its affilited compnies. Insurance products issued by MassMutual, Springfield, MA 01111-0001 and its subsidiaries, C.M. Life Insurance Company and MML Bay State Life Insurance Company, Enfield, CT 06082. 1To offer or sell MassMutual and subsidiary company variable products, producers must be registered representatives of MML Investors Services, LLC, 1295 State Street, Springfield, MA 01111-0001, or a broker-dealer that has a selling agreement with MML Distributors, LLC. All products are offered by Massachusetts Mutual Life Insurance Company, 1295 State Street, Springfield, MA 01111-0001. The products may not be available in all states. Product listing accurate as of 10/22/13. CRN201505-172592

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

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IOWA INSURANCE HALL OF FAME 2 0 1 4

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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 18th annual induction ceremony the recipients are from left to right: J. Douglas Reichardt, Loren Coppock, Patrick Knueven, along with representation of deceased inductees John Evans of Grinnell Mutual and Wendy Waugaman of American Equity were inducted into the Iowa Insurance Hall of Fame.

Acquisition Strategy

#4

LIGHT MANUFACTURERS

“ Light manufacturers

like our heavy-duty insurance program.”

Tanya Wentzel, Des Moines Branch Marketing Manager

With a range of insurance coverages including errors or omissions, extensive loss control resources, expert claims knowledge and local service from an independent agent like you, EMC offers an insurance program designed specifically for light manufacturers.

It’s just one of the many reasons why you and your commercial clients Count on EMC ®.

Des Moines Branch: 800.362.2227

|

Home Office: Des Moines, IA

www.emcins.com © Copyright Employers Mutual Casualty Company 2014. All rights reserved.

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2014 Young Agents Conference HUGE Success!

Mixer with company representatives.

Bob Skow covers import Iowa Legal Liability Issues with the group.

Insurance Leader Panel featuring from left to right Ryan Hanley, Steve Madsen, Terry McDonald, CIC and Kent Rosenberg. They had everyone asking great questions on how to succeed in this business!

Jeff Jenkins an agent from Texas discusses ideas to improve sales with Iowa Young Agents.

Ryan Hanley of New York, a fellow Young Agent, discusses ideas utilizing social networking to improve agency sales.

IOWA INDEPENDENT AGENT

2014 w i n n e r s

BRADY ANDERSON

Scott & Lori Curran Abens Marty Curran Ins. Agency Humboldt, IA

GRACE LAU

LEVI PINGREY

Kevin & Kim Lau Gifford Insurance Agency Elkader, IA

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JACK CURRAN

Tom & Sharon Anderson NXT Insurance Agency Marion, IA

| SUMMER 2014

Julie Pingrey Coon Rapids Insurance Agency Coon Rapids, IA

MARY KATE HORAK

Paul & Lynn Horak Horak Insurance Agency Washington, IA

ALI ROSENBERG

Brook & Dawn Rosenberg Arthur J. Gallagher Risk Management Des Moines, IA

The Three Steps to Take Advantage of Newsjacking Steve Anderson, Editor techtip@steveanderson.com MARK YOUR CALENDARS STEVE ANDERSON WILL BE AT THE 108TH IIAI CONVENTION

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he term “newsjacking” was first described by David Meerman Scott in his book Newsjacking, published in 2011. In his book, Scott describes how to inject your ideas into a breaking news story and generate tons of media coverage.

In racing, drafting is a technique that is used to gain a small but important advantage over the person in front.

By “drafting” behind the person they are able to use less effort to maintain their speed—giving them the slight advantage.

In a similar way, newsjacking is a powerful tool that anyone can use to draft off the momentum created by a breaking news story. You can take advantage of the media created by the news story, interject your own point of view, and offer further help and information to your audience.

For those who are paying attention, it can create a level playing field—literally anyone can newsjack.

Two weeks ago I was able to newsjack the breaking news story about the recently discovered vulnerability in Internet Explorer and Windows XP. I was able to, in Scott’s words, inject my ideas into a breaking news story and generate additional exposure to my audience.

Chip, a senior editor at LinkedIn Pulse, contacted me via email asking: “Hope all is well on your end. We’re seeing a lot of discussion on LinkedIn about the Internet Explorer XP security hole. Would you have any interest in writing something about it? If so, we’d be sure to promote it widely. Many thanks, as always, for considering.”

I don’t know about you, but when a senior editor at LinkedIn asked if I’d be willing to write an article they will “widely promote,” I stopped what I was doing and began writing an article.

My angle was the increased likelihood of a data breach due to the combination of a security hole in Internet Explorer, and the lack of support for updating Windows XP. Forty-seven states have data breach laws and if a breach occurred due to this IE / XP flaw, the firm would likely face unwanted regulatory scrutiny.

You can read the full article here.

I worked on the article that afternoon and, after letting it sit overnight, published it the next morning on LinkedIn. I sent the information to Chip. His reply: “Steve, fantastic work! This is a terrific piece, and I love the angle you seized on here. Really appreciate you jumping on the news so quickly. We’ll make sure to promote it

widely.” That article generated over 7,000 views, 175 likes, and 49 comments.

How you can take advantage of newsjacking opportunities:

1) Be observant.

News opportunities are everywhere—if you just pay attention. Spring storms provide you with opportunities to talk about insurance coverages as well as disaster recovery tips. Bill Wilson at the IIABA Virtual University used newsjacking when he wrote an article about the insurance coverage implications for the recent landslide in Darrington, Washington.

2) React quickly.

You need to be able to react quickly.

There is a constant stream of fresh news so you shouldn’t wait a few days or a week to bring your point of view about a current news event. I suggest you have some broad topic ideas with content already written that you can draw upon to customize for a particular event.

3) Write well.

Learning how to express yourself in words is a skill that can be developed.

Have someone else read what you’ve written to make sure it makes sense.

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You may have noticed that I let my article sit overnight and reviewed it again in the morning before publishing. This is to make sure that the article communicates well.

Pay attention to newsjacking opportunities—it will help you increase your reach and position you as an authority.

An Alternative to Adobe Acrobat Pro The standard electronic document format for the insurance industry is Adobe System’s PDF. Professional strength PDF software is a must for all insurance organizations. Many use Adobe Acrobat Pro but, at a retail price of $450, it can get expensive to add to every desktop.

Fortunately, there are very capable alternatives. One that I have been testing is the new version of Nuance Communications PDF software – Power PDF Advanced. It is a full-featured, professional PDF program that costs at least one-third the price of Acrobat. A 30-day free trial is also available.

Nuance also offers the Power PDF Standard at $100, but the PDF Advanced ($150) is what you will want.

Some of the features of the advanced version include: • Redaction to black out sensitive information, including the ability to automatically search and redact.

• Bates stamping and advanced header and footer functionality.

• Secure delivery, encryption, and digital rights management capabilities.

• Integration with file-sharing sites such as Box, Dropbox, Evernote, Google Docs, or Office 365.

• Integrated Dragon Notes speech recognition, enabling users to add notes to PDF files by dictating text.

Nuance sends the speech recording to its servers in the cloud to process.

• Integrated OCR using the same technology as Nuance’s OmniPage.

• Watched folder and batch sequence capabilities to automate common tasks and move files from one location to another.

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• Word processor-like ability to edit PDF content, including graphics and charts.

Of course, it also includes the features you would expect to find in a professional PDF program.

One of the most useful features just might be FormTyper. Originally included in the Nuance PaperPort software, this program has improved significantly. It allows you to take a scanned image of a form and automatically convert it to a fillable version.

Fields are automatically added and you are provided with the ability to edit field properties. For example, you can enforce field formatting, validate

field information, and apply mathematical functions to field data. You can also add fields to the form if the automatic conversion misses them. Field types include: text box, button, radio button, check box, combo box, list box, and digital signature.

I’m sure there is a power PDF user who could find shortcomings in this program over Acrobat, but I couldn’t. I was able to do any of the tasks I would want with a PDF program.

Nuance Power PDF Advanced is currently available for $149.99. You can try Power PDF Advanced for yourself by downloading a free 30-day trial before deciding to get the full version.

Prepare to Win! 108th Annual Convention, Trade Show and EXPO An Independent Agent’s Educational and Networking Event of the Year!

September 17 & 18, 2014 • Sheraton Hotel, West Des Moines

!! t I s s i Do n’t M

Independent Insurance Agents of Iowa

Achieving High Performance By Preparing To Win For Independent Agents

You’re an independent agent.

Don’t forget your helmet.

The Big “I” Professional Liability Program Prevent.

Our risk management resources keep your agency from making common preventable mistakes.

Protect.

Our superior coverage and expert claims teams are in your corner in the event of a claim.

Prosper.

When you know you have the best E&O protection, you can focus on growing your most important asset–your business.

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.

www.independentagent.com/EO

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. ©2014 Swiss Re

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

PRSRT STD U.S. Postage Paid Des Moines, IA Permit No. 2538

2014

INDEPENDENT INSURANCE AGENTS OF IOWA PROGRAMS SPONSORS A Special Thank You To The Following Sponsors For Supporting IIAI’S Conferences and Programs in 2014.

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