Canadian Underwriter August 2020

August/September 2020

YOUR GUIDE TO INSURANCE SUCCESS. SINCE 1934

2020 SPECIALTY LINES REPORT

WITHERING HEIGHTS THE IMPACT OF COVID-19 ON CAPACITY IN SELECT SPECIALTY LINES

RISK REPORT How risk managers emerged as ‘winners’ during the pandemic

Stephen Stewart

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INTERVIEW

WHAT THIS MGA DID TO HEAD INTO TURBULENT MARKETS WITH A ‘TAILWIND’

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HOW BROKERS RATE THEMSELVES AS TRUSTED ADVISORS

A QUICK TOUR OF CANADA’S TOP SPECIALTY LINES

COULD A UK TEST CASE INFLUENCE BI CASES IN CANADA?

Do you have what you need to navigate a complex world?

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AIG Insurance Company of Canada is the licensed underwriter of AIG property casualty insurance products in Canada. Coverage may not be available in all provinces and territories and is subject to actual policy language. Non-insurance products and services may be provided by independent third parties. Š American International Group, Inc. All rights reserved.

CONTENTS Volume 87, No. 8/9 | August/September 2020 YOUR GUIDE TO INSURANCE SUCCESS. SINCE 1934

CANADIANUNDERWRITER.CA

FE AT U R E S

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2020 SPECIALTY MARKETS REPORT

Withering Capacity Canadian commercial specialty lines brokers explore how COVID-19 has impacted their business and clients so far

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2020 RISK REPORT Why risk managers came out as “winners” during the global pandemic, and what they need to do next in their jobs going forward

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TRUSTED ADVISORS SERIES: PART 2 We asked brokers to rate themselves as trusted advisors. Many gave themselves top marks for their performance during the pandemic. Their responses also suggested ways to get to know their clients better

Stephen Stewart President, CEO, Stewart Specialty Risk Underwriting Ltd.

canadianunderwriter.ca | August/September 2020

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83 9

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FROM THE EDITOR

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RECOVERY

IN EVERY ISSUE

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18 Stephen Stewart

87 Business interruption

12 SURVEY SAYS

COVID-19 has been a huge challenge for MGAs because of capacity and technology issues. How this brokerage turned the pandemic headwinds into a ‘tailwind’

Why a test case in Britain might shed light on how the courts will interpret BI policy language exclusions for pandemic

Advice on broker advice

PERSPECTIVES 9 Readers respond to recent stories on B.C. strata claims, UBI for home insurance, the Calgary hail storm and more…

DECLARATIONS 11 Hot lines Experts weigh in on the top speciality lines segments, including one that has seen a huge surge

INTERVIEW

INSURANCE MARKETER 33 Your complete guide to Canada’s specialty insurance market

HANDBOOK 83 Ethics

15 Hailstorm The impact of the biggest hailstorm in Canadian history on the Canadian P&C insurance industry

A client couldn’t meet the terms of their agreement due to the pandemic. Should an underwriter give some leeway?

Experts weigh in with their thoughts…

16 NEW OFFERS 85 DEAL TRACKER

88 Pandemic fraud Mix a pandemic with tough financial times and you will get fraudsters. A quick look at some of the more common financial frauds that insurers can expect to see

PEER TO PEER 94 Recruitment Gore Mutual’s new CEO outlines the skills required to transform an insurance business

canadianunderwriter.ca | August/September 2020

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We click.

The future is digital.

Let’s explore it together.

Find out more about our specialty insurance and surety solutions.

Trisura Guarantee Insurance Company is a Canadian owned and operated Property and Casualty insurance company specializing in niche insurance and surety products. We are a proud supporter of the Insurance Brokers Association of Canada. www.trisura.com

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FROM THE EDITOR MANAGING DIRECTOR

Sandra Parente sandra@canadianunderwriter.ca 416-510-5114 EDITOR-IN-CHIEF

David Gambrill david@canadianunderwriter.ca (416) 510-6793 MANAGING EDITOR

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Ellie Robinson

Here’s one key piece of advice to brokers who are advising commercial clients about safely re-opening a business

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T

he pandemic has started a new Golden Era for commercial brokers, cementing their ‘trusted advisor’ status with their clients while at the same time exposing brokers to a different kind of risk.

After the novel coronavirus triggered an economic recession in Canada, brokers quickly worked out arrangements with carriers to offer their clients premium relief, based on new assessments of their clients’ risks. During this time, brokers found themselves advising on the basis of a much broader understanding of their clients’ business operations than ever before. Brokers’ advice became much more powerful during the pandemic.

But of course, as the movie line goes, with great power comes great responsibility.

The pandemic era has taken a new turn: Brokers’ clients are attempting to reopen their businesses while the deadly pandemic rages on, with no vaccine or treatment in sight. Infection rates are predictably starting to rise.

Brokers are now advising their commercial clients on how to re-open the business safely. But here brokers must tread carefully: They may be exposing themselves to a new dimension of E&O risk. For example, what happens if brokers provide advice to clients about public safety, but the clients’ employees or customers get sick anyway. Will the broker get sued?

Brokers advising clients on how to re-open their business have some wisdom to share with their fellow brokers: Don’t play doctor. When it comes to health risks, tell your commercial clients to follow the advice of their local public health authorities — no more, and no less. By all means, send clients information published by public health authorities. But don’t get trapped interpreting health and safety regulations for clients. That’s legal advice, which is beyond the scope of brokers to provide. It’s easy to see how brokers who mean well, who are trying to help a client, accidentally stray from their sphere of competence and advise on things for which they are not trained.

Brokers will be expected during the re-opening phase to provide trusted advice to clients related to pandemic risk. But remember to stay in your lane: In a pandemic situation, the true authorities are infection disease control experts. Hook up your clients with the experts, and inoculate your advice from COVID-19-related risk.

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Certain conditions, limitations and exclusions apply. Insurance products provided by Intact Insurance Company in Canada and by Atlantic Specialty Insurance Company, OBI America Insurance Company, or OBI National Insurance Company in the U.S. This material is provided for information purposes only, the insurance contracts prevail at all times. Coverage and availability vary by product and by province or state. Please consult the insurance contracts for complete descriptions of coverage and exclusions. All trademarks are the property of Intact Financial Corporation used under license. Š2020 Intact Insurance Company. All rights reserved.

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How liability for deductibles on strata claims is changing in B.C. July 3 The story: Strata unit owners might see a reduction in liability risk for common-area damage if recently-tabled Bill 14 is passed in British Columbia.

Eric Lapenis says: Unfortunately, they can’t legislate that more insurers provide capacity for the strata market.

Alan McNulty says: Certainly an incentive now for insurers to increase the deductibles (improving combined ratios), as these are to be backstopped in a tight-capacity market by the strata corps. Stratas will mandate unit owners to provide COIs [certificates of insurance]. And owners with two or three previous claims have opted not to buy very expensive individual insurance. Will strata fees now go through the proverbial roof, along with contingency fees? The government has provided a limited response, pre-election. Some benefit. It may have to revisit this file sooner than expected.

LC says: Whether the insurer for the strata pays or the individual policy owners pay, essentially they are the same main group of insurers. If they save on the commercial side in claims payment, they are just paying out from their personal side. Why do we keep talking about the aftermath, when we should push the government to change building codes for better designs of buildings? And also insisting that developers hire more professional trades (including experienced employees) and use better quality materials? There used to be overflow drains in houses; certainly in many parts of Asia, all high-rises have them. Why aren’t we learning from them?

There’s UBI for auto, could it work for home?

June 11 The story: A risk expert says a usage-based insurance model could better evaluate homeowner risk, similar to auto lines, as people spend more time at home due to COVID-19.

Kevin Taylor says: I think this is a bad idea. Even if following the logic that higher use equals higher risk, people should be encouraged to be in their home whenever and for however long they want without fear of their activity being constantly monitored.

Paper cheques are still around, but for how much longer?

canadianunderwriter

Public reaction to insurers ‘could get ugly’ after Calgary hail storm: Broker June 25 The story: The industry’s reputation could take a beating in the aftermath of the Calgary hail storm if misleading rumours are spread by people who do not understand how insurance works, a broker warns.

Tony Thibaudeau says: Education is paramount.

The devil is in the details when it comes to reading and understanding the policy, which is where a good broker makes the difference. There will also be some pro-rated settlements on roofs based on age.

Fraud schemes that financially-strapped clients may be considering sidering July 14 The story: Some e consumers who owe money on vehicle loans during the COVID-19 pandemic may be tempted to make ke false auto theft claims.

Ryan Cockle says:

Will be interesting to see how this plays out. IBANS and a large number of our brokerage members still actively use cheques for payments.

We have also seen cases where insureds report a vehicle fire claim and allege the fire was caused by a recall issue when in fact the fire was deliberately set. At first glance, the fire patterns supported the insured’s version of events. An arson determination was only made after careful analysis of the debris and alleged accidental ignition source..

iStock.com

canadianunderwriter.ca | August/September 2020

June 29 The story: Panellists of a Canadian Underwriter webinar agreed that the industry is moving in a direction that will see paper cheques give way for digital options. The transition is being accelerated by the pandemic.

Insurance Brokers Association of Nova Scotia says:

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declarations

By The Numbers p.12 l Hail Storm p.15 l New Offers p.16

iStock.com/ MF3d

HIGHLIGHTS

COMMERCIAL SPECIALTY

Hot lines A surge in directors and officers liability claims, withdrawal of some carriers from hospitality and high-profile cyberattacks are among the big trends now in commercial specialty

C

yber, directors and officers liability and hospitality are among the hottest topics right now in specialty lines, according to brokers and insurers.

Until last year, there was a prolonged soft market in management liability, a category that includes D&O liability, crime, employment practices liability and fiduciary, said Denis Panariti, assistant vice president of management liability and financial institutions at commercial insurer CNA Canada.

“But over the past 12-18 months, there has been an increase in claims activity,

ADVICE TO RESTAURANTS | JULY 23

Northbridge Insurance is advising restaurant clients to train staff carefully before re-opening, including wearing masks when social distancing is not possible, avoiding touching glasses on re-fills, and bringing things to the table after patrons are seated.

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B Y G R E G M E C K B A C H , Associate Editor

especially in D&O liability for publicly-traded companies,” he said. “As a result, some insurers are no longer writing in this space.”

Financial lines (including D&O and E&O) is one of the five biggest specialty lines right now in Canada, said Bernard McNulty, head of claims in Canada for Munich-based insurer Allianz Global Corporate & Specialty. The other four are aviation, energy (due to Canada’s resource-rich economy), engineered risks (such as high-value construction projects) and cyber. The definition of specialty

is constantly evolving, reports McNulty.

He put cyber in the top five because of the increasingly complex threats and challenges in that area.

Cyber is also high on the radar for Zensurance, a Canadian online brokerage focusing on small and mid-size commercial clients.

“Cyber continues to be a big focus for most markets, domestics and foreign players alike. It has thus far been profitable overall, and demand is rising quickly in the wake of high-profile attacks,” Zensurance CEO Danish Yusuf said.

SENDING OUT AN SMS | JULY 22

Aviva Canada is already using short message service (SMS), or texting, to communicate one-way with customers. The company is now exploring the use of bi-directional texting while keeping brokers in the loop on these interactions.

canadianunderwriter.ca | August/September 2020

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DECLARATIONS

LET THE E-GAMES BEGIN! | JULY 21

e-Sports have become more popular during the pandemic. It’s already a billion-dollar industry, and a lucrative opportunity for brokers. Those insuring the space just need to know key professionals in the area, CFC Underwriting said.

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August/September 2020 | Canadian Underwriter

BY THE NUMBERS

COVID-related cyber attacks Canada ranks 15th among the top countries with COVID-related malicious cyberattacks, according to a recent report by cybersecurity research firm McAfee Labs. Here’s how we compare globally, and your Top 10 most-exposed clients.

Top 10 exposed business verticals (Percentage of Top 10 malicious detections)

60.4%

7.4%

2.1%

0.4%

0.2%

Outsourcing & Hosting

Transportation

Financial

Industrial

Retail

26.4%

2.1%

0.6%

0.3%

0.2%

Telecom

Government

Healthcare

Technology/IT

Education

Source: McAfee Labs, Covid-19 Threats Report, July 2020

The ongoing pandemic is another reason cyber is trending, Panariti noted.

“COVID-19 has forced certain industries to adopt remote working for their workforce in record time. Some were more prepared than others, and bad actors in cyberspace were quick to try and take advantage of the new way of working,” said Panariti.

In management liability, underwriters seem to be taking a good hard look at corporate clients with a head office and incorporated in Canada, if those clients are also listed on American stock exchanges such as the New York Stock Exchange or NASDAQ. In some cases, after a large drop in share price, plaintiffs are alleging that the management team or directors made misrepresentations to the shareholders, Panariti said.

In a typical securities class action, a lead plaintiff will file a proposed class-action lawsuit alleging that the share price dropped significantly, and that the firm made certain representations or promises to investors before the share price dropped, as Panariti explained. So, plaintiffs allege that people bought stock thinking those representations were true; therefore, management or directors are accused of misleading shareholders into believing the stock was more valuable than it really was.

This is happening both in the U.S. and Canada. However, the claims tend to be less severe in Canada than in the U.S., Panariti observed. “Starting 12-18 months ago, increased claims activity, capacity constraints from London-based insurers, insurer consolidation in Canada, and a couple of insurers exiting D&O altogether finally gave way for a fullblown hard market in certain areas of management liability.”

Hospitality is another hot topic within specialty, said Gary Hirst, CEO of managing general agent CHES Special Risk

Inc. Hospitality includes hotels, motels, restaurants and event venues.

“There are several standard market insurers that are not renewing their book of business,” he said, adding the issue is a combination of the high number of claims arising from various categories of loss.

For example, Hirst cited a major fire at a motel in Prince George, B.C. in June.

Quoting the Royal Canadian Mounted Police, the Canadian Press reported ear-

lier that the bodies of three people had been found at the scene of the Econo Lodge City Centre Inn in downtown Prince George. The fire engulfed a portion of the building.

Frequently, claims are arising from theft in the hospitality sector, said Hirst.

For example, it was reported that someone drove a vehicle through the front window of an establishment in an attempt to steal the ATM machine.

CAPITAL RECOVERY | JULY 20 As of 2020 Q2, current estimates of the reduction in the capital base of the global reinsurance industry are now down only 5% by the end of June. That’s compared to the 30% drop witnessed at the end of March 2020.

5% iStock.com

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THE CANADIAN PRESS/Jeff McIntosh

DECLARATIONS

NATURAL CATASTROPHES

Cleaning up Tens of thousands of claims, for a grand total of $1.2 billion in insured damaged, have been filed from the June 13 hail storm that hit the Calgary area

T

he record-setting hail storm that hit Alberta June 13 has spawned tens of thousands of claims, with many consumers and businesses likely waiting until next year to see their properties repaired.

As of mid-July, more than 70,000 claims have been reported to insurers, Rob De Pruis, IBC’s director of consumer and industry relations, western, said in an interview with Canadian Underwriter. That includes claims in home, auto and commercial lines.

Catastrophe Indices and Quantification Inc. (CatIQ) estimates the storm will cost the industry nearly $1.2 billion, thanks in part to tennis ball-sized hail at one point during the storm.

TRENDS IN HACKING | JULY 17 Online phishing and social engineering cyberattacks have spiked while everyone is working from home during the COVID-19 pandemic. This year’s first quarter saw a 25% increase in ransomware attacks over the same period last year. iStock.com

B Y G R E G M E C K B A C H , Associate Editor

As a result, there is widespread damage to roofs, siding and anything else exposed, Walter Waugh, vice president of operations for Western Canada at Crawford & Company (Canada) Inc., told Canadian Underwriter.

Shortly after the storm, Crawford heard that in some instances, roof repairs and siding replacement likely would not be completed in 2020. So the top priority is making temporary repairs — such as putting tarps on roofs — to make structures watertight, said Waugh.

IBC is hearing similar stories. “We have heard from a few contractors that they are very busy,” De Pruis said. “They are really focusing on ensuring that tem-

porary repairs are completed to make sure the homes are watertight. Some contractors are starting to book in to next year already just because of the volume of repairs that are needed in some of these neighbourhoods.”

By insured loss, the storm ranks fourth — behind the 2016 wildfire, 1998 ice storm and 2013 southern Alberta floods — on the list of Canada’s costliest natural disasters. It is the costliest hail storm in the country’s history. Neighbouring communities affected include Airdrie, to the north of Calgary, which suffered nearly $600 million in insured losses in 2014 from a hailstorm.

“At the epicentre of the damage area, in northeast Calgary, we are hearing re-

CASE DISMISSED | JULY 17

Ontario’s Superior Court quashed a proposed class action lawsuit against 16 Ontario auto insurers because it lacked jurisdiction to hear the case. The dispute related to insurers deducting HST from accident benefits paid out to minor auto accident injury victims. canadianunderwriter.ca | August/September 2020

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NEW OFFERS ports of damage to roofs, siding, eavestroughs and broken windows with repairs costing tens of thousands of dollars per home,” De Pruis said.

“A lot of these clients got hit with the trifecta,” Barry Haggis, president-elect of the Insurance Brokers Association of Alberta said of the storm. “You’ve got hail coming from above destroying siding and roofs, and then we had sewer backups and overland flood coming from below because the storm sewers got overwhelmed.”

Crawford is tracking damage to commercial and condominium structures that will cost between $2 million and $3 million to repair, Waugh said. There could be dozens or even hundreds of commercial clients affected.

Quite often in a thunderstorm, hail drops due to gravity, said Glenn McGillivray, managing director of the Institute for Catastrophic Loss Reduction. “In this case, we had downbursts. It acts like a sandblasting effect.”

Of the 70,000 claims, IBC has heard there was a fairly even split between home and auto claims, with a smaller percentage of commercial (that includes damage to condo corporations).

Based on the ranking of the Calgary hailstorm, the July 8, 2013 thunderstorm that hit the greater Toronto area now slips to fifth place on the list of Canada’s all-time costliest insured catastrophe losses. The Ontario storm cost the industry about $1 billion, mainly from sewer backup.

Other expensive weather catastrophes, as reported earlier by A.M. Best Company Inc., include (All figures from A.M. Best are adjusted for inflation): • At $784 million, an August 2005 thunderstorm in the Toronto area that caused the bridge carrying Finch Avenue over Black Creek to collapse; • At $680 million, the May 4, 2018 wind storm affecting southern Ontario.

6 MONTHS TO NORMAL? | JULY 16 It could be another six months before the commercial insurance premium base returns to normal. That’s when about half of Canada’s small businesses expect to return to usual levels of profitability, according to a CFIB survey.

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August/September 2020 | Canadian Underwriter

TRUMOBILE (NEW FEATURES) Vendor: Trufla Technology Target Audience: Brokers What it Does: Adds a brokerage’s entire database to TruMobile App in one bulk upload

Trufla Technology released new features on their truMobile app and portal that include the ability to add a brokerage’s entire customer base on the app and portal in one bulk upload. The app and portal are designed to allow brokers to disseminate communications quickly and easily, without the fuss of pulling contact lists and creating and scheduling emails. Pulling lists from a broker management system (BMS) can take days in some instances, but the new features enable a brokerage to upload its entire customer base as users on the app in five minutes. Each customer receives an email login. “With your entire customer base on your app, you can send out crucial push notifications in minutes,” says Jordan Abrams, account executive and digital specialist at Trufla Technology. Adds Trufla Technology CEO Sherif Gemayel: “As major insurance companies move to paperless solutions, it’s more important than ever for brokerages to amplify their voices through their own custom-branded app and portal.” New feature releases also include the ability to upload e-documents to policies in real-time, including pink cards and binders, and in-app support ticketing.

DIRECT BILLING Vendor: APRIL Canada Target Audience: Brokers, Policyholders What it Does: Allows brokers to provide multiple payment options to insureds

APRIL Canada’s new direct billing solution leverages SNAP Premium Financing’s technology to allow brokers to offer an 11-equal-payments option on every policy.

The billing solution leverages SNAP’s technology to provide insureds with the option to pay for their premium in one full payment or monthly payments using either debit or credit card. This reduces the obligation for brokerages to collect the premium from clients themselves. In addition, the solution allows the collection of payments via a variety of payment methods, allowing brokerages to offer greater payment flexibility to their clients.

PAYMENT PORTAL Vendor: ClearPay Target Audience: Brokers and their vendors What it Does: Allows brokerages and their vendors to settle invoices through a digital payment portal

ClearPay is making its digital payment portal available to any P&C industry vendors, associations, and brokerages wishing to settle invoices. Brokerages will be in full control of amount and date of payments, while vendors will receive notifications and appropriate information with respect to each payment. In addition, the vendor portal allows each party to have access to the same information to assist with reconciliation of payments. Brokerages already using ClearPay will have instant access to the portal and new brokerages can be activated quickly. The solution is designed to eliminate cheques and disparate reporting processes for the P&C Industry. “The Keal System Users Group has historically been accepting only cheques from members,” said Sheldon Williams, president of KSU. “We looked at different options to migrate away from accepting cheques and, as a not-for-profit organization, cost was very important. ClearPay presented the most economical and efficient option for us and our members.”

CALGARY HAIL CLAIMS | JULY 16 Canada’s P&C industry received more than 70,000 claims arising from June’s hailstorm in Alberta, but it’s not clear yet how much of the bill will get picked up by reinsurers, IBC reports. The storm cost the industry about $1.2 billion.

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cu

INTERVIEW

STEPHEN STEWART, President, CEO, Stewart Specialty Risk Underwriting Ltd.

MANAGING GENERAL AGENTS

PANDEMIC PROGNOSIS Canadian Underwriter caught up with Stephen Stewart, president and CEO of Stewart Specialty Risk Underwriting Ltd., who shared his thoughts on the impact of the pandemic on MGAs

Velocity North

By David Gambrill, Editor-in-Chief

18

August/September 2020 | Canadian Underwriter

cu | How has the pandemic affected MGAs? I guess the fundamental difference between MGAs and brokerages is that, for MGAs, we have in-house authority and we don’t have to approach carriers on a one-off basis. We have the authority to write the business that we know is good. Nothing has changed that way because of the pandemic. In fact, from our perspective, and I know this isn’t true for all MGAs, but for our MGA, we have been riding into the pandemic on a bit of a tailwind.

cu | Can you explain what you mean about riding into the pandemic with a ‘tailwind’?

We were set up as an ‘anywhere, anytime’ operation right from the get-go, so we haven’t missed our stride while working remotely during the pandemic.

In fact, our business model has been a bit of a tailwind for us because some of our competitors, which would include some of the larger insurance companies, weren’t ready for it. They weren’t set up to work from home and we always have been. It’s given us a bit of a competitive advantage.

cu | What accounted for your MGA’s state of preparedness for working remotely?

When our MGA started up in 2016, one of the things I needed to do was attract people, attract talent. One of the strategies for attracting them was to say, ‘You can work anywhere, anytime you like, as long as you get the work done.’ We had a sophisticated IT structure, so we were able to do that right from the beginning.

That was attractive to our staff because

we employ people who have children, and we employ people who live as far away from Toronto as Cobourg, about a two-hour drive away. Coming in to work every day from Cobourg wouldn’t make a lot of sense. So, we said to people, ‘We’ll pay for the equipment; it’s required for you to work remotely. Come in maybe two or three days a week, or on an as-needed basis.’ So that’s how we were set up. We were already running that way from the beginning. And when the pandemic hit, we said, ‘Just don’t come in, because you don’t have to.’ We were very fortunate because as a start-up in 2016, we were able to design the whole business model around remote work, whereas a lot of companies were coming at it from a different end. They have these huge systems that were not necessarily friendly to remote working, and they had to adapt when the pandemic hit. We didn’t have to adapt, and that gave us a competitive advantage.

cu | Another aspect of the ‘tailwind’ in your favour has to do with the pandemic loss trends. Can you explain that?

Some MGAs might be writing lines that have been more affected by COVID, such as surety, entertainment, event cancellation, or trade credit. Plus, some may be writing business in the field of long-term care, where there might be a disease endorsement product. Those MGAs may experience some headwinds, I think.

In an event such as this, the insurance company or the carrier would have the right to withdraw from the business, and I know that’s happened. But for us, we don’t write long-term care business, we don’t write trade credit, and we don’t write event cancellation or surety.

canadianunderwriter.ca | August/September 2020

19

cu

INTERVIEW

For the most part, our capacity is derived from the reinsurance market. We’ve set up treaties that are bespoke to the lines of business that we write, and we renegotiate these treaties on an annual basis. We go to a primary carrier and, to put it in a nutshell, we say, ‘We have this treaty, are you interested in any of these lines?’ And we’ve had success that way.

So, much like an insurance company, within the [parameters] of that treaty, we can write business as we see fit.

So, we haven’t really been affected by COVID. It’s business as usual for us.

cu | How do you think the pandemic will affect the hardening commercial market over the long term?

Insurance premiums are in many ways a tax on economic activity, and with a reduction in economic activity, there is less business to go around.

Does that create competition that moves the market into a softer position? It’s hard to say.

I suspect it will perpetuate the hard market simply because of the psychological impact of the pandemic.

Remember the hard market that happened after 9/11? Well, we had a soft market for 15 years before that.

It’s not as though the financial losses resulting from the World Trade Centre destroyed the insurance industry. What contributed to the hard market at the time is the fact that an unanticipated event had happened for which the industry wasn’t ready. That’s a psychological thing. If you are looking for lower rates, the last thing you want is an uncertain underwriter. The pandemic has created a great deal of uncertainty in the business, and that in turn drives decisions that really retract capacity and cause underwriters to make what I think are wiser and more careful decision about how they deploy that capacity.

The limits of supply to capacity is what drives the hard market. I think this uncertainty alone will tack on at least six months to the hard market. Plus, when 20

August/September 2020 | Canadian Underwriter

you think about it, reinsurance drives these things. If we have a second wave of COVID-19 infections, those January 2021 renewals will be negotiated in October, when everyone predicts the second wave is going to hit, so there’s even more uncertainty. Reinsurers will probably try hard to get good terms and conditions on those January renewals, so potentially the hard market will continue for another year.

cu | How do you see COVID-19 affecting MGAs over the long term?

There are two ways of looking at it. One is that the MGAs’ specialized underwriting will be viewed as more bene-

ficial during and after this pandemic.

MGAs take a granular approach, a more specialized approach, to writing business. I think carriers will be looking for that kind of depth in their own staff for certain classes; if it is not there, it may be too expensive to create in-house so they will seek MGAs for the expertise.

Second, carriers may wish to retract capacity in general and keep it all inhouse because of their own uncertainty about the market. Trusted MGAs that have proven expertise will be less affected and may even benefit. But those that do not have a solid track record, stable relationships and real expertise to offer will probably have a hard time finding capacity.

PROFILE

STEPHEN STEWART Title: President, CEO, Stewart Specialty Risk Underwriting Ltd. Industry Experience: More than 25 years in the P&C insurance industry. Founded SSRU, an international specialty insurer, in 2016 with the backing of specialist private equity firm BP Marsh and Partners.

Previously a producer at Hearn Jones Stewart Hunt; a senior underwriter at Royal & Sun Alliance Insurance Company of Canada; commercial underwriting manager at Lombard Insurance; and a Director at Ironshore in Canada.

Education: CAIB designation from Insurance Brokers Association of Canada; FCIP, Management, from the Insurance Institute of Canada.

Volunteer Work: Volunteer in Kindergarten Reading Programme at Balmy Beach Community School in Toronto.

Velocity North

cu | What else separates you from other MGAs during the pandemic?

COVER FEATURE l SPECIALTY LINES REPORT

SPECIALTY LINES REPORT

Wther ng He ghts Canadian Underwriter talked to several commercial lines brokers about the impact of COVID-19 on specialty lines. Hear their tales of withering capacity, new challenges finding D&O insurance, and when to expect growth again

iStock.com/BrankoPhoto

By David Gambrill, Editor-in-Chief

22

August/September 2020 | Canadian Underwriter

SPECIALTY LINES REPORTT l COVER FEATURE

C

OVID-19 has caused the withering of capacity to reach new heights in Canada’s specialty lines business.

The global pandemic has affected individual specialty lines in unique ways. Some lines of business have been hit particularly hard: Directors and officers (D&O), errors and omissions (E&O) and cyber spring to mind. And certainly the economic recession arising from the pandemic has made an already tough situation even tougher.

As the pandemic rages on, brokers have been working that much harder to find commercial specialty lines insurance for their clients. They are fielding more questions from skittish underwriters, and they have been forced to negotiate more innovative and intricate insurance solutions for their cash-starved clients. The big question now is: When will capacity grow again in the commercial specialty lines garden?

Definition and trends First, a word about definitions.

The phrase “specialty lines” is an abstract concept, like using the term “average.” Carriers all have their own understandings about counts as “standard” commercial insurance and what counts as “specialty.” Brokers cited in this story were all encouraged to define the term in any way they wished; each focused on the areas in which they specialized. For simplicity’s sake, we define specialty lines as all forms of commercial insurance that are not standard commercial auto, standard commercial property or commercial general liability (CGL).

With this in mind, Canadian commercial brokers told us that the COVID-19 pandemic did not start to make commercial specialty lines firm up — not all of them, anyway.

“Prior to March 2020, we were already seeing some significant firming in most specialty lines,” says Eric Osborne, president and CEO of Jones DesLauriers Insurance, a Navacord brokerage. “Preceding COVID, I wouldn’t have said that any [specialty] lines were particularly soft. If anything, we just continued to see the results of a more aggressive hard market as the pandemic continued its course.”

Osborne’s observation reflects the views of most brokers interviewed for this story. That said, COVID-19 has influenced claims trends — and therefore pricing and capacity issues — in various classes of business (please see sidebar), most noticeably in the D&O and E&O lines.

D&O and E&O lines The pandemic appears to have hit D&O and E&O lines the hardest, for a variety of reasons.

Brokers report having a hard time finding D&O and E&O coverage for their clients in the healthcare field, particularly those operating nursing homes or long-term care facilities. As of July

canadianunderwriter.ca | August/September 2020

23

COVER FEATURE l SPECIALTY LINES REPORT

COVID-infected specialty y lines COVID-19 is anticipated to drive losses in the following specialty lines, commercial brokers told Canadian Underwriter. ther decrease capacity.

That is expected to drive up rates and further

Accident Protection (volunteer firefighters, for example) Aviation Construction (impact related to project delays; not so much claims) Credit Risk Cyber D&O

31, almost 9,000 Canadians have died from COVID-19. As of late May 2020, more than 840 outbreaks had been reported in long-term care (LTC) facilities and retirement homes, “accounting for more than 80% of all COVID-19 deaths in the country,” the Canadian Institute of Health Information reported in June.

The Canadian Armed Forces (CAF) were called in to help various nursing homes and LTC facilities ravaged by the coronavirus. In a damning report, the CAF in May outlined conditions of squalor and neglect that triggered government inquiries and multiple class action lawsuits against Canadian nursing homes.

“With respect to directors and officers coverage, we have one market in particular who is completely getting away from senior care facilities,” says Bill Dalton, senior vice president, commercial at Cal LeGrow Insurance & Financial (part of the Canadian Broker Network) in Newfoundland. “In my opinion, if the pandemic didn’t happen, you wouldn’t see the effect, particularly in the seniors’ care facilities, on the D&O and E&O side.”

The reasons for the impact on the D&O class go beyond just nursing homes and long-term facilities. There is the effect of the economic recession as well.

“There will be new [D&O] exposures as a result of COVID, based on how well 24

August/September 2020 | Canadian Underwriter

Employment Practice Liability Entertainment E&O High Value Homes Hospitality Mechanical Contractor Roof Liability Special Events and Cancellation

executives and business leaders contended with and adapted to contingency plans for running a successful operation through this unpredicted pandemic,” Osborne speculates. “If you are a private or publicly traded company, the economic hardships caused by the pandemic could lead to increased litigation.”

Increased bankruptcies tend to increase the number of claims on the D&O policy, says Richard Doherty, national specialty practice leader for Marsh Canada. He was commenting in general and not on any particular bankruptcy or claims action.

“When you have an economy that has for all intents and purposes been shut down in North America, I think a reasonable person can see a greater number of bankruptcies going forward,” says Doherty. “Therefore, underwriters are being cautious with how they are deploying capital. They really are looking at the financials of an organization before they [deploy capital].”

Uncertainty around COVID is causing underwriters to anticipate other claims exposures on the D&O line as well. “There is the uncertainty of COVID claims and reserves,” says Paul Meinschenk, chief operating officer and executive vice president of Totten Insurance Group. “Call it ‘COVID loss creep.’

““What is that? It includes potential losses arising out of a possible second loss wave [of COVID infections], social inwav flation, unforeseen and underestimated flat losses, extended lockdowns, any retrolos active legislation, emerging longtail claims. Underwriters are on the fence [about writing some specialty risks] because they don’t know how [COVID-19] related losses will pan out.”

Creative broking Necessity is the mother of invention.

With even Lloyd’s of London (Canada’s third-largest insurance entity by premium volume) reportedly pulling back on capacity, Canadian brokers are finding creative ways to insure the specialized risks of their commercial clients.

“We are having to layer up our D&O — and E&O and Cyber, for that matter — to get the limits that our clients once had to maintain their lines,” reports Alex Kelly, team leader of commercial brokering–risk solutions at the Lawrie Insurance Group.

“Say, for example, we have a $5-million D&O policy. We’ve had to layer it using three carriers opposed to the one for the expiring term. We would put one carrier on the primary D&O, then get a $1-million excess followed by a further $2-million excess, just to achieve the $5-million limit. We’re certainly logging a lot more hours as a whole on my team as a result, but ultimately our goal is to make sure our clients are protected.”

Even with this arrangement, the price to buy excess layers of insurance is not cheap.

“Based on the fact that the majority of losses are going to be experienced in the primary layer, we’re finding that the pricing for the excess layers is really, really high compared to what we might expect it to be,” says Kevin Neiles, regional president and chief marketing officer at Arthur J. Gallagher in Canada. “It’s capacity, but it’s driving up the overall premiums that clients are paying even more significantly. In the 30-plus years I’ve been in the business, I’ve only seen a handful of accounts that really needed to be structured in that kind of way, and now we’re seeing quite a few.” iStock.com

SPECIALTY LINES REPORTT l COVER FEATURE Uncertain underwriters What’s happening in D&O lines is a microcosm of what’s happening in specialty lines generally. Underwriters are asking more questions. They are attempting to write contagion exclusions into their specialty lines policies. And they are inundated with applications and queries from clients desperately seeking coverage in areas in which capacity is shrinking fast.

“Clients, brokers and underwriters all have to be prepared to work hard over the next little while,” Doherty says.

“I think they are all going to be asked a lot more questions than they might have been asked in the past.”

Across all specialty lines, “we are definitely seeing increased scrutiny from underwriters,” Osborne observes.

“Their requirements to underwrite risks and deploy capacity have become substantially more stringent. This is not isolated to any one particular market. The

level of information required for the underwriters to deploy capacity is definitely increasing. It is becoming more difficult for brokers to secure coverage and ultimately more important for brokers to not only understand their clients’ operations, but to also understand the impact that COVID-19 has taken as well.”

Advance preparation is key to avoiding this type of scenario, Doherty says.

“From a client’s perspective, if you don’t come prepared with your information, you will often lose your place in the queue. Because the underwriter is saying, ‘I have a thousand things coming on my desk. This one is incomplete, so it goes to the back of the line.’ So, the message I would leave is that clients, underwriters and brokers are all having to work harder in these times.

And they all should be prepared prior to going into the renewal with a client, because lack of preparation is going to hurt everyone.”

The next growth phase So, when does the capacity shortage come to an end?

Not before the pandemic ends, and probably not for some time afterwards either. The premium relief measures insurers offered to support their clients through the pandemic crisis may ultimately wind up extending the hard market after the pandemic is over. By how much is anyone’s guess. Most figure between six months and two years.

“We would expect pricing to continue in an upward trend, driven by underwriting losses in 2019 and a non-reliance on anticipated poor investment returns caused by a global recession for 2020 and beyond,” predicts Meinschenk, echoing the views of others.

“The market was in a ‘fix’ mode, so this [pandemic] will just extend it. Claims still need to be paid and funded for, and premium reductions will only cause the hard market to extend.”

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25

FEATURE l 2020 RISK REPORT

2020 RISK REPORT

The new age of risk Post-pandemic, expect risk professionals to be called upon more often to find creative solutions for emerging issues

iStock.com

By Adam Malik, Managing Editor

26

August/September eptember 2020 | Canadia n Underwriter

2020 RISK REPORTT l FEATURE

R

isk managers are among the P&C insurance industry’s “winners” during the pandemic, based in part on the industry’s rapid response to the early stages of COVID-19.

A question about “industry winners and losers emerging from the pandemic” was put to Canadian P&C industry executives during a webinar panel discussion hosted by Canadian Underwriter early in the summer.

“One group that are real winners are risk professionals,” said webinar panellist Alister Campbell, president and CEO of the Canadian Property and Casualty Insurance Compensation Corporation (PACICC). “These are the risk officers in our insurance companies, the risk managers in our brokerages, who insisted that senior management spend valuable time, which they grudgingly conceded to do, [to prepare] a disaster recovery plan and a business continuity plan and keep it refreshed and updated.”

Indeed, the pandemic has reinforced what many in the risk profession have known all along — risk professionals play a crucial role in ensuring that their businesses are prepared for the unexpected.

The pandemic has reinforced the need to have a proper business continuity plan in place, something that risk managers regularly ensured senior executives kept up to date ju just for situations like this.

“The b business continuity [plan] has to be very quickly and rapidly adaptive to respond to pandemics. That is an important piece pie to take away from the pandemic,” says sa Ginette Demers, Montreal-based chai chairwoman of the RIMS Canada Council.

T Throughout the pandemic, in the midst of a highly uncertain and fluid environment, risk managers have been updating m ttheir organizations’ business continuity plans. They are predicting emerging risks, and they are planning responses to new twists on existing exposures. They are

canadianunderwriter.ca | August/September 2020

27

FEATURE l 2020 RISK REPORT

“Risk management has always been a critical part of any business. All businesses must manage risk to some degree, and now there’s a lot of risk associated with this pandemic.” identifying ways to transfer these risks, including a look at how insurance capacity and coverages are responding. And they are advising on how to protect their businesses going forward.

“Risk management has always been a critical part of any business,” Demers explains in an interview. “All businesses must manage risk to some degree, and now there’s a lot of risk associated with this pandemic.”

Not to mention risks that have increased thanks to the pandemic. One example is an escalating number of cyberattack incidents, as criminals try to take advantage of employees who are working remotely from home to avoid the spread of the novel coronavirus. A second example is the health and safety risk associated with businesses re-opening while the pandemic is ongoing.

“These risks, they’re not new risks,” Demers says. “But they can’t be managed ‘as usual.’ Playing the role of an advisor, and having a discussion with senior management, we now demonstrate the value of risk management.”

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August/September 2020 | Canadian Underwriter

Risk professionals have always been valued, although some may question whether they were valued enough by those outside the P&C industry. In the corporate world, a risk manager might get called in to advise senior executives when something has gone awry, only to be dismissed back to their office until the next problem arises. Pre-pandemic, they have been characterized as ‘Debbie Downers’ who tell executives why they can’t do all the exciting things they want to do, or who spend all their time fretting about bad stuff that might happen.

“There’s this lingering notion out there that the risk professional will see and only focus on the threats — the bad things — as opposed to the good things that organizations need to be doing to grow value and impact in markets and communities they are serving,” says Monica Merrifield, strategic risk and innovation advisor to YMCA and NFP Leaders, and former chairwoman of the RIMS Strategic and Enterprise Risk Council.

For years, risk professionals have been pushing for an opportunity to sit

at the executive table and directly adv vise senior leaders about what might happen, as opposed to responding to something after it has already happened.

“Risk managers have long been known for our skills and significant contributions in protecting organizational value and helping leadership teams understand major threats to realizing their objectives, or what can stand in the way of achieving the kind of results that organizations desire,” Merrifield said.

In a sense, the pandemic has highlighted the risk manager’s skill at forward thinking. Nonetheless, the speed at which the pandemic hit caught even some of the most well-prepared businesses off-guard.

“The risk of pandemic was a risk that many companies had on their risk register,” says Jamie Gahunia, product marketing manager at Resolver, which provides cloud-based software for risk-related issues. “But COVID-19 emerged so rapidly that many companies hadn’t reviewed or tested their contingencies and business continuity plans recently. We weren’t completely unprepared for a business disruption of this magnitude, but it’s probably safe to say that most companies did not have it top of mind.”

As risk managers point out, in too many instances, once a business continuity plan is developed, it will be set aside and pulled out of the drawer only when needed. In a pre-COVID world, it might have been tested out just once a year. The world has changed now.

“Once-a-year assessments are not going to be enough anymore,” Gahunia said while moderating a RIMS-hosted webi-

T l FEATURE nar, How to Stay Ahead of Emerging Risks.

Going forward, there will be other changes as well, although it’s not clear yet what those changes might be. It’s too early to tell, said RIMS webinar panellist Brian Link, CEO at Mobius One, a software company that helps non-profits with their enterprise risk management.

Businesses will likely feel long-term ripple effects on their operations as a result of the pandemic, including a shift in buying patterns. The sooner organizations get a sense of those changes, the sooner they will get a handle on their emerging risks.

“That will be critically important,” Link says. “Capturing the lessons learned and then saying, ‘You know what? Thank goodness we’ve gotten past this largely. Now let’s taker another look at risk.’ And [corporate] boards, I think, will be demanding this. They’ll say, ‘We don’t want to get caught flat-footed again.

So let’s take risk assessment really seriously now and use that to help ensure

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“We weren’t completely unprepared for a business disruption of this magnitude but it’s probably safe to say that most companies did not have it top of mind.” our strategy and associated risks have been identified.”

Link is hopeful that if companies start taking pandemic risk management seriously, it could lead to other areas getting

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some much-needed attention, like climate change. That makes for an exciting future for those working in the risk field.

“This is a great time to be a risk manager, absolutely,” Link says. “Right now, we’re in the heart of it. We’re in the eye of the storm. I think board members will start to demand better insights around risk. And so it is part of their fiduciary responsibility for risk management oversight.”

Facing a demand from their executives for better insights, risk professionals will need to be creative problem-solvers, Demers observes. They are already having discussions among themselves, sharing stories and strategies with each other.

“The risk management community is working together, sharing a lot of information about what they’re working on,” Demers said. The pandemic “has taught us to ... push ourselves in [the corporate boardrooms] and show that we can provide the right advice.”

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29

TRUSTED ADVISOR

2020 TRUSTED ADVISOR SURVEY: PART 2

Looking in the Mirror Canadian Underwriter asked brokers across the country to rate themselves as trusted advisors. While pride in their work during the pandemic was obvious, the survey results also suggested ways to enhance their value to consumers.

By David Gambrill, Editor-in-Chief

iStock.com/xavierarnau

Made possible with the support of

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August/September 2020 | Canadian Underwriter

A

fter Canadians were side-swiped by an economic recession following the novel coronavirus pandemic, brokers took many calls from clients requesting premium relief.

One broker told Canadian Underwriter that his brokerage was getting calls from clients saying they could not pay their premiums, but they still didn’t want to lose their insurance coverage. “What do you do with that?” he said.

In all of this, brokers made a lot of policy changes on behalf of their existing clients; no additional premiums — and hence, commissions — were coming in as a result. Brokers “are doing all of this work for negative endorsement activity,” as Graham Haigh, vice president of broker distribution at Wawanesa Mutual Insurance Company, put it recently in a Canadian Underwriter webinar. “Which means [they] are taking cash out of [their] pockets in order to deliver this exceptional service to our mutual policyholders.

We certainly recognize that brokers are an essential service to consumers.”

The brokers’ sense of pride shines through in the results of the second part of our 2020 Trusted Advisor Survey. In the survey, which was conducted in the middle of the pandemic, we asked brokers to rate themselves along various dimensions of what essentially makes up the broker value proposition — advice, choice, advocacy. To no one’s surprise, brokers tend to rate themselves very highly in core aspects of their work.

Fully 96% of brokers in our survey agreed with the statement that they were a “trusted advisor” to their clients. And rightly so, as many would argue, based on the circumstances noted above.

A perfectionist might ask what happened to the other 4% of brokers who didn’t feel like they were nearly-perfect trusted advisors. A detailed look at the survey results suggest a few areas in which brokers felt they could tweak the service they provided. One broker who took the survey summed up the overall spirit in which the survey was intended.

“This is not an easy job, by any stretch,” the broker commented. “Just when you think you have a solution, [ABC] market can close it and you have to look for and learn brand new markets. There is very little time on the job to learn and many hours outside of work reading and learning. This is a requirement in my opinion in order to be poised to offer advice to your client on a moment’s notice. Soft skills, and life skills in general, are frequently called upon in order to wear as many hats as required in this business. Brokers must be well-rounded in order to rise up to the challenge.”

Str ong ly A g

Trusted Advisor Survey: Part 2 Last month, in Part 1 of our inaugural broker Trusted Advisor Survey, Canadian Underwriter asked more than 600 personal lines insurance consumers and 160 commercial lines clients what they thought about the services they were getting from their brokers. By and large, consumers gave their brokers high marks on key aspects of the broker value proposition.

In this, the second part of our fourpart Trusted Advisor series, we asked Canadian P&C insurance brokers to rate themselves on dimensions related to advice, choice and advocacy.

Part 3 of our series, to be published in the next issue, will do a deep-dive comparison of how consumers and brokers rated themselves on key aspects of the broker value proposition. The gaps identified will present opportunities for brokers to get to know their clients better. Part 4 will discuss concrete ways to overcome the identified gaps.

Who were the brokers in our survey?

More than 180 brokers across Canada completed the second part of our Trusted Advisor Survey. Thirty per cent identified as owners or principals. About one-quarter (26%) said they were producers with no management responsibilities, while 20% said they were producers with some management responsibilities. Most (72%) reported that their brokerage dealt with a mix of personal and commercial lines. Most (24%) of respondents had between 20 to 49 employees at their brokerage. Respondents averaged 21 years of experience as a broker. The average estimated age was about 53 years old. There was a 52% (male) and 48% (female) gender split.

Service to clients Brokers scored themselves very highly in almost all aspects of the survey. Average scores tended to be very high, ranging between 85% and 95% for commercial and personal lines brokers alike, with the only exception being a 72% average when personal lines brokers answered questions about service offered at the time of renewal.

Notwithstanding the high overall averages, iStock.com/RapidEye

ree

How brokers rated themselves

Agre e

Percentages are the combined percentage of respondents who “Strongly agree” or “Agree” with each statement

Stron

When I first work with a new commercial/ personal lines client, I...

gly Ag ree Agree

Put my client’s interests first

COMMERCIAL

PERSONAL

95%

95%

Assess their individual needs

95%

95%

Make recommendations to meet their needs

93%

95%

Offer a clear description of the product and how it will meet their needs

93%

95%

AVERAGE RATING: STRONGLY AGREE / AGREE

91%

92%

Compare coverage of different insurers

89%

89%

Present my client with multiple quotes

80%

83%

At the time of renewal, I...

COMMERCIAL Review their needs to determine if changes to their policy are necessary

96%

Am available to answer their questions on a timely basis

95%

Tell my clients ways to prevent loss or damage, helping them to reduce their premiums

93%

Contact my clients in a timely manner in advance of renewal time

93%

Give my clients advanced warning about a rate increase, and explain why it happened

91%

AVERAGE RATING: STRONGLY AGREE / AGREE

85%

Find the best insurance available at the right price for my client’s budget

81%

Check in with my clients on a regular basis, not just when their policy is due for renewal

76%

Give my clients a wide variety of options and choice

75% PERSONAL

Am available to answer their questions on a timely basis

94%

Review their needs to determine if changes to their policy are necessary

91%

Tell my clients ways to prevent loss or damage, helping them to reduce their premiums

83%

Find the best insurance available at the right price for my client’s budget

81%

Contact my clients in a timely manner in advance of renewal time

81%

AVERAGE RATING: STRONGLY AGREE / AGREE

72%

Give my clients a wide variety of options and choice

72%

Give my clients advanced warning about a rate increase, and explain why it happened

67%

Check in with my clients on a regular basis, not just when their policy is due for renewal

50%

there were some nuances in how brokers rated themselves in specific areas of service.

New business Generally speaking, commercial and personal lines brokers tended to give themselves lower marks for comparing coverage of different insurers with their first-time customers. They rated them-

selves even lower for presenting multiple quotes to clients.

This came up in our consumer survey as well (Part 1). Several brokers told Canadian Underwriter this is a somewhat nuanced area of the business and depends a lot on the personal style of brokers and customers alike. For brokers, two factors are at play when providing quotes to clicanadianunderwriter.ca | August/September 2020

31

Stro

ngly

TRUSTED ADVISOR ents, as Brenda Rose, partner and vice president of FCA Insurance Brokers puts it. “We’ve got conflicting expectations,” she said. “One thing is to offer the most efficient process for the client and get the best match for their needs quickly. The other is to have a long, in-depth conversation about all of the different options that we might have available, some of which might be entirely unsuitable, and get into the fine print. Different consumers have different desires for how in-depth those conversations are. We have to be prepared if the customer wants the whole discussion.”

Business renewals In this category, personal lines brokers rated themselves above average on “finding the best insurance available at the right price for my client’s budget” (81% score compared to a 72% average), whereas commercial lines brokers rated themselves below average (81% compared to an 85% average).

Conversely, commercial brokers were far more likely than personal lines brokers to give themselves better grades for giving their clients advance a heads-up on rate increases. Commercial brokers rated themselves a 91% on this dimension, versus 67% for personal lines brokers.

For many brokers, knowing a particular client faces a rate increase is almost entirely impossible to know prior to the renewal.

“We don’t control the market,” says David Pettigrew, president and CEO of Harvard and Western Insurance. “We just try to understand it and then help our clients navigate it and find the best solution. When the markets start changing in an unpredictable fashion, it’s difficult to set expectations with our clients. It’s difficult to tell them what’s going to happen when we don’t know with confidence ourselves. That’s an ongoing challenge for brokers.”

Claims service When it comes to advocating to insurance companies or claims adjusters on behalf of their clients, brokers tend to give themselves

32

August/September 2020 | Canadian Underwriter

When my business/ personal lines clients have a claim, I…

Agre

e

Agre

e

COMMERCIAL Respond quickly to their inquiries

97%

Empathize with their situation

96%

Resolve my clients’ issues in a timely manner

96%

See to it that their claims are fairly handled

96%

AVERAGE RATING: STRONGLY AGREE / AGREE

95%

Advocate to the insurance company/claims adjuster on their behalf

90% PERSONAL

Respond quickly to their inquiries

94%

Empathize with their situation

92%

Resolve my clients’ issues in a timely manner

91%

Advocate to the insurance company/claims adjuster on their behalf

87%

AVERAGE RATING: STRONGLY AGREE / AGREE

89%

See to it that their claims are fairly handled

80%

lower scores. Ninety percent of commercial brokers said they do this (the average was 95%), whereas 87% of personal lines brokers said the same (personal lines average was 89%).

In the comments, several brokers reported a taking a somewhat hands-off approach once the claim process was underway.

Said one broker: “I generally do not interfere with claims unless there are problems with the client or the client has problems.”

Still, brokers typically let the client know they were available to help. “I explain to the client that claims don’t always go smoothly, generally due to miscommunications,” one broker said. “If the client is unhappy with an explanation, or if there are challenges with the adjuster, I tell my client to please call me and I will work to moderate the discussion.”

2020

At a time of withering capacity, it’s harder to find customized insurance that suits your client’s needs.

To make it somewhat easier, check out the following pages of our annual Canadian Underwriter Insurance Marketer guide.

CATEGORY INDEX

p. 34

PRODUCT INDEX

p. 34

COMPANY CONTACTS

p. 80

Category Index Air Conditioning ...............................................40 Animals ...........................................................40 Automobile ......................................................40 Aviation ...........................................................41 Boiler and Machinery .......................................41 Bonds ..............................................................41 Campgrounds ..................................................43 Captive ............................................................43 Carnivals and Fairgrounds ................................43 Casino and Lawful Gaming ...............................43 Catastrophe .....................................................43 Charter Fare .....................................................43 Churches .........................................................43 Computers .......................................................43 Course Of Construction ....................................44 Credit Card ......................................................44 Credit Insurance...............................................44 Creditor............................................................44 Equipment (Excluding Computers) ...................44 Errors and Omissions, Malpractice, Professional Liability .....................................45 Farming ...........................................................54 Financial and Legal ..........................................54

Fine Arts ..........................................................55 Floaters............................................................55 General Liability ...............................................55 Group ..............................................................64 Hospitality........................................................64 Hospitals .........................................................65 Individual Health ..............................................65 Internet ............................................................65 Jackpot Coverage .............................................65 Kennels ...........................................................66 Kidnap, Ransom and Extortion .........................66 Legal Expense Insurance ..................................66 Litigation Insurance ..........................................66 Mail Insurance .................................................66 Manufacturing and Resources (Except Oil and Gas) .....................................66 Marine .............................................................68 Miscellaneous Articles ......................................69 Municipal Schedules ........................................69 Municipalities ..................................................69 Museums .........................................................69 Musical Instruments .........................................69 Oil and Gas......................................................69

Overseas Exposures .........................................70 Personal Injury .................................................71 Political Risk ....................................................71 Pollution ..........................................................71 Property ...........................................................72 Railway Rolling Stock .......................................75 Real Property ...................................................75 Renewable Energy............................................75 Salons .............................................................75 Schools ...........................................................75 Sports and Entertainment ................................76 Sports Promotion .............................................76 Terrorism and Sabotage ...................................77 Travel ...............................................................77 Trip Transit ........................................................77 Umbrella and Excess Liability ...........................77 Utilities ............................................................77 Warehousing ....................................................77 Warranty ..........................................................77 Weather ...........................................................77 Wholesale, Retail, Service ................................78

Amateur Sports Teams .....................................56 American Home ...............................................77 Amusement, Devices ........................................56 Amusement, Equipment ...................................66 Amusement, Parks ...........................................56 Anima,l Air Cargo .............................................41 Animal, Rides ...................................................40 Antique Craft....................................................68 Antiques, Collector Cars ...................................40 Antiques, Hull and Liability ...............................41 Appliance, Home..............................................77 Application Developers.....................................65 Appraisers .......................................................45 Aqua Farms .....................................................54 Architects.........................................................45 Armoured Car ..................................................54 Artisan’s Vehicles .............................................40 Asbestos, Lead, Silica and Mould Remediation .......................................71 Asbestos Removal Consultants.........................45 Asbestos Removal Contractors .........................45 Associated Liability ..........................................75 Associations ....................................................45 ATM Machines..................................................72 ATMs................................................................78 Auctioneers License .........................................41 Audiologists .....................................................46 Auto Dealers Showroom ...................................78 Automobile ......................................................64 Automobile, Dealers .........................................41 Automobile, Repair Garages and Service Stations .....................................78 Auto Physical Damage......................................40 Baggage ..........................................................77 Bailee’s Customers ..........................................54 Bailiff ...............................................................41 Bands ..............................................................76

Bankers’ Blanket ..............................................41 Bankers’ Blanket, Bonds...................................54 Banks and Financial Institutions.......................46 Bars, Sportsbars, Pubs, Lounges.......................64 Basketball Shoot..............................................76 Bean Bag Toss .................................................76 Bed and Breakfasts..........................................64 Bid Bonds ........................................................70 Bingo ...............................................................65 Bingo, Halls......................................................56 Biomass ..........................................................75 Biotechnology ..................................................66 Bison Ranches .................................................40 Blanket Position ...............................................42 Board of Education Liability Insurance..............75 Boat and Boat Supply Dealers .........................68 Boat Rental......................................................68 Boiler and Machinery .......................................70 Bonds ..............................................................43 Bonds-Private Investigation and Security Guards......................................42 Book Publisher.................................................71 Borrowed/Rented, Legal Liability ......................41 Bowl ................................................................76 Bridges and Tunnels .........................................75 Broadcasters..............................................46, 56 Broadcasters/Podcasters .................................65 Broadcasters, Radio and Television...................71 Brokers’ Blanket ...............................................42 Builders Risk ..............................................68, 72 Building Centres...............................................78 Building Supply Stores .....................................78 Burglar Alarm Installers ....................................46 Buses and Coaches .........................................40 Business Interruption .......................................69 Business/Medical/Excess Medical ...................77 Business Travel Accident ...................................64

Product Index 8 on the Break .................................................76 60 Amp Service ...............................................72 100% USA Exports...........................................55 Above and Below Ground Storage ....................69 Abuse/Molestation ..........................................55 Access Providers ..............................................65 Accident ..........................................................77 Accident Death and Dismemberment ...............64 Accountants.....................................................45 Accounts Receivable ........................................54 Actuaries .........................................................45 Ad Agency ........................................................55 AD&D Only ......................................................76 Adjusters .........................................................45 Administration .................................................41 Adult Entertainment, Nightclubs .......................64 Advertisers .................................................55, 71 Advertising Agencies.........................................71 Advertising Agents ............................................45 After The Event Legal Expense ..........................66 Agents and Brokers ..........................................45 Agri-Commercial ..............................................56 Agricultural Equipment .....................................66 Agricultural Machinery......................................54 Agricultural Product ..........................................66 Agrologists .......................................................45 Air Cargo ..........................................................41 Aircraft .............................................................41 Aircraft, Hull .....................................................41 Aircraft, Liability ...............................................41 Aircraft, Maintenance, Repairs and Hangers......41 Air Flight Accident ............................................40 Airport/Air Meet Liability ..................................41 Airport, Contractors ..........................................41 Airport, Premises ..............................................41 Air Show ..........................................................76 All Terrain Vehicles ............................................40

34

August/September 2020 | Canadian Underwriter

Cablecasters ..............................................56, 71 Camera Floater ................................................55 Care, Custody and Control ................................56 Career Counsellors ...........................................46 Cargo ...............................................................56 Cargo, Coastal..................................................68 Cargo, Contingent Insurance .............................68 Cargo, Ocean ...................................................68 Carnet Bonds ...................................................42 Carnival and Circus ..........................................56 Casinos............................................................56 Caterers ...........................................................56 Cattle Farm ......................................................54 Cell Phone .......................................................44 Cemeteries, Morticians .....................................46 Central Alarm Monitoring Stations ....................46 CGL .................................................................43 Charitable Institutions ......................................46 Chartered, Hull and Liability .............................41 Charter Risks ...................................................68 Chemicals, High Hazard ...................................66 Church .............................................................56 Claims Frequency.............................................72 Clinical Laboratories.........................................46 Clothing ...........................................................66 Clubs and Community Associations ..................56 Coin Dealers ....................................................78 Collection Agents Bonds...................................42 Collections Agencies ........................................46 Commercial .....................................................64 Commercial Blanket .........................................42 Commercial Equipment ....................................77 Complimentary Medical Practitioners ...............46 Comprehensive ................................................42 Computer Consultants......................................46 Computer Fraud ...............................................43 Computer Professionals ...................................56 Computer Retailers ..........................................56 Computer Retailers or Wholesales ....................78 Computer Service ............................................46 Concerts ..........................................................56 Concerts, Theatre .............................................76 Condominiums, Directors and Officers ..............46 Condo Rental Protection ..................................72 Consignment Floater ........................................55 Construction of Plants ......................................75 Consultants................................................56, 71 Consumer Protection ........................................42 Container Handling Equipment .........................44 Contents in Storage .........................................72 Contingent Asset Indemnity ..............................66 Contingent Liabilities Indemnity........................66 Contract Bond..................................................42 Contractors ................................... 44, 46, 57, 71 Contractors, All U.S. Risks .................................57 Contractors, Blasting ........................................57 Contractors, Bonus Incentives ..........................76 Contractors, Demolition ....................................57 Contractors, Equipment ..............................55, 66 Contractors, Landscapers .................................57 Contractors, Remediation ...........................57, 72 Contractors, Roofing .........................................57 Contractors, Spraying .......................................57

Contractors, Vehicles ........................................40 Contractual Bonus/Incentive ............................76 Convenience Stores .........................................78 Corporate Health Providers ...............................46 Coupon Over-Redemption ................................76 Courier Services ...............................................40 Court ...............................................................42 Crane Rentals ..................................................57 Credit Bureaus .................................................47 Credit Card Companies ....................................47 Credit Card Processors .....................................47 Credit Insurance...............................................54 Credit Unions .......................................42, 47, 57 Crew Personal, AD&D .......................................68 Critical Illness ..................................................64 Crop Consultants .............................................47 Crop Spraying ..................................................41 Crops, Standing Grain ......................................54 Crops, Tobacco .................................................54 Crops, Vegetables .............................................54 Customs, Excise ...............................................42 Cyber Risks ......................................................65 Dams and Hydro Projects .................................75 Dance Studio .............................................47, 57 Data Fraud.......................................................43 Data Processors ...............................................47 Data Security ...................................................44 Day Cares ........................................................47 Day Nurseries...................................................57 Dealer Floor Plans ............................................78 Death and Disgrace .........................................76 Defendant’s Commercial Litigation Indemnity................................................54, 66 Defense Base Act Liability ................................70 Delay Luggage..................................................44 Delivery Vehicles ..............................................40 Demolition Contractors.....................................47 Demolition Derby .............................................57 Dental..............................................................64 Dental Equipment Dealers ...............................78 Design/Build ...................................................47 Developer/Sub Division ...................................42 Dice Roll ..........................................................43 Difference In Conditions ...................................72 Difficult-To-Define Trades and Professions .........47 Digital Risks .....................................................47 Direct Mail Solicitation .....................................65 Direct Marketing...............................................64 Directors and Officers.......................................47 Direct Sales Agents ..........................................57 Disability....................................................64, 70 Distilled Spirits.................................................77 Dogs, Full Mortality ..........................................40 Dogs, Named Perils ..........................................40 Drilling Equipment............................................69 Driver Training Schools .....................................40 Driving Ranges .................................................64 Drones .......................................................41, 57 Drugs, Pharmaceuticals, Perfumes, Cosmetics .....................................................66 Earthquake ......................................................43 Eco-Adventure/Tourism ....................................76 EDP Equipment ................................................44

Educators ........................................................47 Electrical Contractors License ...........................42 Electronic Equipment .......................................44 Electronics Manufacturer ..................................47 Employment Agencies, Counsellors ...................47 Employment Practices ......................................47 Employment Practices Liability .........................57 Engineers .........................................................47 Engines, Rebuilt ...............................................77 Entertainment ..................................................58 Envelope Draw .................................................43 Environmental ............................................42, 72 Environmental Consultants ...............................48 Environmental Contractors ...............................58 Environmental Damage Liability........................69 Equestrian .................................................54, 58 Equestrian, Group ............................................58 Equestrian, Schools .........................................58 Equipment Breakdown .....................................54 Equipment Dealers ..........................................78 Errors and Omissions .................................64, 70 Esthetics ..........................................................58 Event Cancellation ...........................................76 Event Planners ...........................................48, 58 Excess .............................................................72 Excess E&O, Malpractice and/or Professional Liability .....................................48 Excess Health ..................................................77 Excess Liability ........40, 41, 44, 58, 66, 69, 70, 75, 76, 77, 78 Excess Property ..........................................72, 75 Executors and Trustees .....................................48 Exhibition Floater .............................................55 Exotic Animals..................................................40 Expatriate ........................................................64 Expatriate Term Life Including War Risk .............77 Explosives ........................................................66 Explosives and Powderman ..............................58 Extended Care For New and Used Auto .............77 Extended Product .............................................77 Extended Warranties.........................................44 Extortion ..........................................................44 Facturing ..........................................................70 Family Farm Package .......................................54 Family Restaurants...........................................64 Farm ................................................................58 Farm Equipment and Machinery.......................44 Farm Equipment Dealers ..................................78 Farmer Disability ..............................................54 Feed Mills ............................................58, 66, 78 Ferries .............................................................68 Festivals...........................................................58 Fibre Optics Cable ...........................................75 Fidelity .............................................................42 Fiduciary....................................................42, 48 Film and Entertainment ....................................76 Film Producers .................................................48 Financial Guarantee ...................................42, 70 Fine Arts ..........................................................78 Fine Dining Restaurants ...................................64 Fireworks .........................................................67 Fireworks Display .............................................58 Fish Farms .......................................................58 canadianunderwriter.ca | 2020 Insurance Marketer

35

Product Index (cont’d) Fishing Vessels .................................................68 Fish Weight ......................................................76 Fitness Instructors............................................48 Fitness Trainers ................................................58 Fixed Facilities .................................................72 Fleets...............................................................40 Flight Delay ......................................................44 Flood ...............................................................43 Florida Coverage ..............................................68 Florists .............................................................78 Flying Club, Hull and Liability ............................41 Food Borne Illness ...........................................65 Food Processing...............................................67 Football Field Goal ...........................................76 Foreign Property/GL and DIC............................70 Foreign Risks .............................................40, 41 Foreign/USA Sales...........................................78 Foreign Voluntary Workers Compensation..........70 Forestry Equipment ..........................................45 Formation ........................................................43 Franchiser ........................................................48 Freight Forwarders............................................48 Fronting Arrangements .....................................43 Fuel Tax Bonds, U.S.A. ......................................42 Full Mortality, Horses (Other Than Farm Animals) ............................40 Full Mortality, Livestock.....................................40 Fur-Bearing Animals, Named Perils ...................40 Furriers ............................................................72 Furriers, Block ..................................................78 Gap .................................................................40 Garage, Dealers ...............................................58 Garage, Repairs Operations ..............................40 Garbage Collection.....................................59, 72 Garment Contractors ........................................67 Gas Plants .......................................................70 General ............................................................77 General Contractors .........................................64 Geophysical Equipment....................................45 Glass ...............................................................40 Global Master Controlled Programs ..................70 Golf Courses ................................. 59, 65, 72, 76 Grain Dealers ...................................................42 Grain Elevators .................................................77 Grain Farm .......................................................54 Graphic Design ................................................48 Greenhouses........................................54, 72, 78 Group Creditor .................................................64 Group Term Life ................................................59 Guardianship ...................................................42 Hail..................................................................43 Hail On Crops...................................................54 Hairdressers, Barbers and Beauty Shops ..........48 Hangar Keepers ...............................................59 Hangar Keepers, Hull and Liability ....................41 Hangars ...........................................................41 Hard To Place Homeowners ..............................72 Hardware Manufactures ...................................44 Health........................................................64, 77 Health, Clubs ...................................................48 Health, Clubs/Fitness Centres ..........................59 Helicopter-Accident ..........................................41 Helicopter, Hull and Liability .............................41

36

August/September 2020 | Canadian Underwriter

Highly Protected Manufacturing Risks .........67, 72 High Net Worth Homeowners ............................72 High Performance/Cigarette Boats ...................68 High Risk Auto..................................................40 High Risk Auto - Class 35 and 36 Private Passenger.....................................40 High Valued Property ........................................72 High Value Vehicles ..........................................40 High Value Yachts .............................................68 Hobby Farms....................................................54 Hockey Goal.....................................................76 Hog, Farms ......................................................54 Hog, Producers ................................................40 Hoisting Engineers ...........................................59 Hole In One..........................................43, 65, 76 Home Closing Delay .........................................74 Home Employed ...............................................59 Homeowners ....................................................64 Homeowners with Boarders ..............................74 Homestays .......................................................65 Horse Racing Associations ...............................43 Horses, Named Perils .......................................40 Horse Track Racing ...........................................76 Hospital ...........................................................59 Hospital, Executives .........................................48 Hospital, Personnel ..........................................48 Host Liquor ......................................................59 Hot Air Balloons ...............................................41 Hotel/Motel .....................................................65 Hotel/Motel, Theft ............................................44 House Boats ....................................................69 Hovercraft (Air Cushion Vehicles), Hull and Liability ...........................................41 Hull and Machinery ..........................................69 Hurricane .........................................................43 Hydro Electric...................................................75 Identity Fraud Expense .....................................54 Identity Theft ....................................................44 Incidental Exposures ........................................70 Independent Schools .......................................48 Independent Schools/Day Cares ......................74 Industrial Electricians .......................................59 Information Technology ....................................48 Inland Waterway Vessels ...................................69 Installation, Floater ..........................................55 Installation, Risks .............................................75 Insurance Brokers/Agents ................................48 Insurance Company .........................................42 Insurers............................................................50 Intellectual Property .........................................59 Interior Designers .............................................50 International Employee Benefits .......................70 Internet ............................................................59 Internet, Liability ..............................................71 Internet, Service Provider ...........................50, 71 Investment, Counsellors ...................................50 Investment, Managers ......................................50 IPO ..................................................................48 Janitorial Bonds ...............................................42 Jet Ski ..............................................................69 Jewellers Block .................................................78 Jewellery ..........................................................74 Jewellery, Floater ..............................................55

Jockey, Accident and Weekly Indemnity .............76 Joint Ventures ...................................................50 Judicial Delay ...................................................66 Judicial Delay, Cover .........................................54 Kennels ...........................................................59 Kidnap and Ransom ..................................64, 77 Lacrosse Target.................................................76 Landfill Transfer Stations ............................59, 72 Landscape Architects .......................................50 Land Surveyors ................................................50 Laser Treatments ..............................................59 Laundry/Dry Cleaners ......................................78 Law Enforcement Officers .................................50 Lawyers ............................................................50 Leased Vehicles, Long Term ..............................40 Legal Benefits ..................................................64 Legal Expense ............. 40, 41, 44, 50, 54, 65, 74 Legal Expense, Insurance .................................54 Liability ................................................43, 64, 70 Liability, Corporate Aircraft ................................41 Liability, Insurance............................................50 Libel, Slander ...................................................71 License Permit .................................................42 Life ..................................................................64 Life Agents Professional ...................................50 Life and Disability Creditor Lease .....................55 Light Industry ...................................................67 Limited Depreciation ........................................77 Liquor, Bars and Clubs .....................................59 Liquor, Retail Sales ..........................................59 Livestock, Cargo ...............................................40 Livestock, Named Perils....................................40 Living Benefits .................................................64 Local Cartage ...................................................40 Lodges, Fishing Camps.....................................65 Logging ............................................................60 Logging, Operations (and Brush Clearing Equipment) ...................................................67 Logging Trucks ..................................................40 Log Home Builders ...........................................59 Long Haul Trucking Fleets .................................40 Long Term Healthcare Facilities.........................60 Loss of Use Cover ............................................76 Lost Document.................................................42 Lost Document Bonds ......................................42 Lost Luggage ....................................................44 Lottery .............................................................65 Lottery Bonds ..................................................42 Lucky Key Pick .................................................76 Machinery........................................................67 Machine Shops ................................................67 Magazine, Publishers........................................71 Maintenance Insurance ..............................44, 45 Management Consultants.................................50 Manicurist, Esthetician, Electrolysis ..................50 Manufactured Home Warranty ..........................77 Manufacturers..................................................50 Manufacturers’ Output......................................67 Manufacturing, Hazardous Materials.................60 Marinas ...........................................................69 Marine .............................................................60 Marine, Architects ............................................50 Marine, Cargo...................................................70

Marine, Craft ....................................................77 Martial Arts Studio .....................................50, 60 Massage ..........................................................60 Media Holding Companies. ..............................71 Medical......................................................51, 70 Medical, Equipment .........................................45 Medical, Malpractice ........................................76 Medical, Marijuana ..........................................54 Medical, Products ............................................67 Mercentile Risks...............................................78 Metal Products, Auto Parts ...............................67 Metal Products, (Excluding Aircraft and Auto Parts) .................67 Milk Farm/Dairy Farm ......................................54 Mining .............................................................60 Mining, Operations ...........................................67 Ministers and Pastors .......................................51 Miscellaneous, Bonds ......................................42 Miscellaneous, Property Floater ........................55 Mobile Homes (Non-Motorized)........................74 Money In Transit ...............................................55 Mortgage .........................................................55 Mortgage Broker...............................................55 Mortgagee In Possession ..................................74 Mortgage Impairment .......................................55 Motorcycle Dealers ..........................................79 Motorcycles .....................................................40 Motor Homes ...................................................40 Motorsports .....................................................60 Motor Truck, Cargo......................................40, 60 Motor Truck, Cargo L.L. .....................................69 Multimedia Companies ....................................51 Multinational Benefits ......................................64 Municipal Architects, Engineers ........................51 Municipalities, Indemnity Bonds .......................42 Municipality .....................................................60 Municipality, Small ...........................................60 Music Promoters ..............................................60 Mutual Fund, Dealers .......................................51 Mutual Fund, Managers ....................................51 Nail Salons ......................................................60 Network Breach Business Interruption and Crisis Management.................................74 New Buildings ..................................................77 New Home Construction and Deposit Protection ........................................77 New Home Warranty Program Bonds ................51 Newspaper Carriers ..........................................71 Newspapers .....................................................71 Non Appearance ..............................................76 Non-CSA Woodburners .....................................74 Non-Destructive Testing ....................................51 Non-Profit, Media .............................................71 Non-Profit, Organizations, Directors and Officers ..................................................51 Number Match .................................................77 Nurseries .........................................................74 Nursery/Garden Centre ....................................79 Occupational AD&D .........................................76 Ocean Marine ..................................................69 Offshore Drilling .........................................69, 70 Offshore Drilling ...............................................69 Oil and Gas Consultants...................................70

Oil and Gas Hauling .........................................40 Oilfield Welding ................................................70 Online Rating Site ............................................65 Onshore Oil Well Drilling ...................................70 Opponents’ Cost Indemnity ..............................66 Opticians .........................................................51 Optometrists ....................................................51 Orthopedists ....................................................51 Ostriches .........................................................40 Ostrich Farm ....................................................54 Outfitters and Guides .......................................60 Out Of Country Emergency Medical ............75, 77 Outstanding Balance........................................44 Owner, Occupied Dwellings...............................60 Owner, Operated Long Haul ..............................41 Oxygen Bars .....................................................60 Packer Coverage...............................................40 Paper Airplane Toss ..........................................77 Paper Products ................................................67 Passenger Personal AD&D ................................69 Patent and Trademark Agents ...........................51 Pay Day Loans..................................................79 Penal Defense Cost ..........................................51 Pension, Consultants ........................................51 Pension, Trusts .................................................51 Performance ....................................................42 Performance, Bonds .........................................70 Permanent Make-Up ........................................61 Personal Computers .........................................44 Personal Effects ...............................................44 Personal Excess Liability...................................64 Personal Trainer ................................................51 Personal Training Studios..................................61 Pesticide Liability .............................................72 Pet Insurance ...................................................40 Pet Insurance, Mortality Show Dogs ..................40 Petroleum, Natural Gas, Well Lease Property .....70 Pharmacists .....................................................51 Photo Voltaic ....................................................75 Piers and Docks ...............................................75 Pilot, Accident ..................................................41 Pilot, Disability .................................................41 Pilot, Loss Of License .......................................41 Pipelines ..........................................................75 Plaintiff’s Cost Indemnity ............................55, 66 Plastics, Synthetic Resins and Fibres................67 Player Participation ..........................................76 Pleasure Craft ..................................................69 Plumbing, Electrical Installations, Heating ........77 Pollution ..........................................................70 Pollution, Consultants.......................................52 Portable Sawmills ............................................68 Poultry, Farm ....................................................54 Poultry, Named Perils .......................................40 Power Generation .............................................75 Premium Financing Companies ........................52 Premium Insurance ..........................................55 Primary or Excess Placements ..........................74 Printers ............................................................52 Printing Operations ..........................................68 Privacy Compliance ..........................................52 Private Investigators .........................................52 Private School Tuition Fee ...........................55, 64

Private Vocational Schools................................42 Prize Indemnity ..........................................43, 77 Prize Indemnity, Bingo ......................................43 Prize Indemnity, Internet Promotions .................43 Prize Indemnity, Lotteries ..................................43 Prize Indemnity, Poker.......................................43 Prize Indemnity, Slots .......................................43 Pro Athletes Life and Disability .........................76 Producer/Distributor Entertainment ..................61 Producers Errors and Ommissions ....................71 Product Contamination (Malicious) ..................68 Product, Liability ..............................................41 Product, Recall .................................................68 Product, Run-off ...............................................61 Project Managers .............................................52 Promotion Incentives........................................77 Property ...........................................................70 Property, Managers...........................................52 Protective Services ...........................................61 Protective Services, Industry.............................79 Provincial License ............................................42 Psychiatrists.....................................................52 Psychologists ...................................................52 Public Officials Liability ....................................52 Public Relations and Promotions ......................52 Publishers ........................................................52 Purchase Protection .........................................44 Quantity Surveyors ...........................................52 Quasi Medical ..................................................52 Racing Events ..................................................61 Racing, Spectator Liability ................................41 Radio and Television.........................................61 Radio and Television, Towers and Equipment.....75 Radio and TV Broadcast Equipment..................45 Radiologists .....................................................52 Radio, Promo ...................................................77 Radio, TV and Film ...........................................71 Railways and Rail Operations ...........................61 Real Estate ......................................................72 Real Estate, Agents ..........................................52 Real Estate, Brokers, Salesperson ....................42 Recreation Vehicle Extended Warranties............77 Recycling Centres.............................................61 Recylers ...........................................................61 Refineries, Property and Liability.......................70 Reimbursement For Educational Institutions .....52 Reinsurance .....................................................43 Rental Equipment Dealers ................................79 Rental Property ................................................74 Representations and Warranties .......................55 Residential Stratas ...........................................74 Resorts ............................................................65 Retail Chain Package .......................................79 Retail Flower Shops..........................................74 Retail Sales Promotion .....................................76 RIBO Bonds .....................................................42 Riding Academies/Stables ...............................61 Riding Instructors, Accident and Weekly Indemnity ...................................76 Rodeos ............................................................61 Rooming and Boarding Houses ........................65 Royal Canadian Legions ...................................65 Rubber Recycling and Remanufacture ..............68 canadianunderwriter.ca | 2020 Insurance Marketer

37

Product Index (cont’d) RV Dealers ......................................................79 Safety Deposit Boxes ......................................79 Safety Deposit Vault and Valuable Papers ........55 Safety Equipment ...........................................68 Sales Tax .........................................................43 Sand and Gravel Hauling.................................41 Sawmills ...................................................68, 74 Scientific Instruments .....................................45 Scrap/Wrecking Yards .....................................61 Scratch and Dent ............................................77 Scratch Cards .................................................65 Seasonal Risks (Ski Lifts, Water Slides, Skating, etc.)............61 Securities Act ..................................................43 Security Guards ..............................................52 Seed Cleaners ................................................52 Seedsmen ......................................................52 Seismic...........................................................70 Self Storage Facilities ......................................79 Service Contractors .........................................70 Shareholders Lost Instrument..........................55 Ship Repair .....................................................61 Ship Repairers Legal Liability...........................69 Short-Term Events (Sporting Events, Trade Shows).....................61 Short Term Rentals ..........................................74 Silva Farms .....................................................54 Silverware .......................................................74 Single Projects ................................................53 Site Preparation ..............................................70 Skeet Perfect Game ........................................77 Slots ...............................................................66 Small Commercial...........................................61 Small Contractors ...........................................43 Snowmobiles ..................................................41 Social Workers ................................................53 Societies and Associations ..............................71 Software/Hardware .........................................68 Software/Hardware, Developers ......................53 Solar Power .....................................................75 Spas .........................................................53, 61 Spec House for Sale .......................................74 Special Events ................................................61 Special Risks ..................................................41 Specie ............................................................79 Spectator Liability ...........................................62 Sporting Goods ...............................................68 Sports, Accident and Liability ..........................76 Sports Associations.........................................76 Sports, Book ...................................................66 Sports, Facilities and Arenas ...........................62 Sprinkler and Fire Protection Installers ............53 Stand Alone, Cyber Liability .............................62 Stand Alone, Personal Lines ............................77 Stand Alone, Seasonals ..................................74 Standing Timber ..............................................54 Statutory Defence and Reimbursement Program ..............................68 Stock, Brokers .................................................53 Stock, Through Put ..........................................69

38

August/September 2020 | Canadian Underwriter

Stock, Transfer Agents......................................53 Stop Loss (Health Benefits).............................64 Storage Risks ..................................................70 Storage Tanks..................................................75 Storage Tanks, Liability ....................................72 Strikes, Riots and Civil Commotion ..................77 Student Accident.............................................75 Student Dwellings ...........................................74 Student Medical .............................................77 Substandard, Property ....................................74 Substandard, Risk .....................................54, 65 Substandard, Surcharged ................................41 Suntanning Salons ....................................53, 62 Surcharged Private Passenger Auto ..................41 Surety .............................................................43 Surety, Bonds ..................................................70 Tag Fish ..........................................................77 Tattoo and Body Piercing ...........................53, 62 Taxis................................................................41 Tax Liability .....................................................55 Telecommunications........................................53 Telephone Answering Services .........................53 Tenant User Programs .....................................62 Terminal Operators ..........................................69 Terminals ........................................................43 Terrorism ...................................... 43, 62, 71, 74 Theatre ...........................................................62 Theological Counsellors...................................53 Timber Floater .................................................55 Tire and Rim ...................................................74 Title Abstractors ..............................................53 Title Insurance ................................................55 Tobacco Tax .....................................................43 Toll Highways...................................................75 Tombstone Floater...........................................55 Tornado ..........................................................43 Tour Boats.......................................................69 Town Planners .................................................53 Toys ................................................................68 TP Carriers - Contingent Poll ............................41 Trade Disruption ..............................................71 Trailers (Non-Commercial) ...............................41 Translators ......................................................53 Transportation .................................................72 Transportation, Floater .....................................55 Travel, Agency ..................................................43 Travel, Agents ..................................................53 Travel, Insurance..............................................64 Travel, TI/TC/Med ............................................44 Travelling Athletes ............................................76 Trial Disruption Indemnity ................................66 Trip Cancellation .............................................77 Truckmen’s Liability .........................................62 Trucks .............................................................41 Trust Companies .............................................53 Trustee In Bankruptcy ......................................53 Trust Funds .....................................................53 Tugs, Barges ....................................................69 Tuition Expense Protection ...............................75 UAS,UAV, Unmanned Aircraft............................44 Umbrella .........................................................54 Umbrella, Liability ...........................................71

Underwater Marine Equipment ........................45 Unions ............................................................62 Unlicensed Vehicles ........................................41 Unusual Buildings ...........................................74 U.S. Bonds ......................................................43 U.S. Domiciled Risks .......................................71 Used Auto .......................................................77 Used Car Dealers ......................................41, 43 U.S., Exposures ...............................................53 U.S., Insurance, All Lines, All States .................40 U.S., Products Liability .....................................71 U.S., Risks .................................... 70, 72, 75, 79 U.S., Sales ................................................62, 69 U.S., Workers Compensation ............................71 Vacant and Idle Buildings................................74 Vacant House for Sale .....................................74 Vacation Rental/Security Deposit Insurance ....77 Vending Machines ...........................................75 Vending Machines, Floater...............................55 Venture Capital ...............................................54 Veterinarians .............................................54, 62 Video Lottery Terminals ...................................79 Video Poker.....................................................66 Visitors Medical ..............................................77 Visitors to Canada Medical .............................64 Waiver of Probate ............................................43 War .....................................................41, 43, 71 Warehousemans’.............................................62 War Risk .........................................................62 War Risk, AD&D ..............................................71 War Risk, Term Life ..........................................71 Water Theme Parks ..........................................62 Water Transport Services .................................69 Wave Pools .....................................................62 Weather Insurance ..........................................54 Weather Promos..............................................77 Web Design.....................................................65 Website Security .............................................54 Wedding .........................................................62 Wedding, Insurance.........................................75 Welding Contractors ........................................62 Well Blow Out (Cost Of Control) .......................70 Wellness Clinics ........................................54, 62 Wharf and Waterfront Property .........................69 Wind, Farms ....................................................70 Wind, Turbines .................................................75 Wireline Logging..............................................70 Wooden Boats ................................................69 Woodland Equipment Floaters .........................55 Woodworking Shops ........................................68 Workers’ Compensation ...................................64 Workers Compensation, Replacement..............64 World Wide Product Liability ............................71 Wrap Up .........................................................64 Wreckers .........................................................41 Yacht Clubs .....................................................69 Youth Camps...................................................64 Zoo, Animals, Named Perils .............................40 Zoo, Therapy....................................................40

spotlightt | excess property

iStock.com/Martin Barraud/ MicroStockHub

Insurers are increasingly sharing risk to build excess capacity for clients who need coverage for high-value commercial properties

T

he hard market is causing a major shift in the way insurers share risk when writing coverage for high-value commercial properties.

“The excess property market has sort of ballooned in the last 12 months,” says Julie Matheson, manager of excess property at Intact Insurance. “Traditionally, brokers tended to use a subscription model where every insurer is taking a chosen percentage of a risk.”

But with the hard market, Matheson said it is more difficult for brokers to get the capacity they need in the subscription market. “So brokers are shifting towards a primary/excess model, where several insurers form a tower of capacity.”

This way, multiple insurers can stack capacity to build the excess capacity a client needs to cover a property of large value.

Say the primary layer is $10 million, for example. If a loss is $8 million, only the insurer covering the primary layer

has to pay out. If the loss is $11 million, then the primary insurer pays its entire $10-million coverage limit, while the first excess insurer covers the next $1 million. Had that same property been covered by two insurers sharing 50% of the risk on a subscription basis, both insurers would have had to pay $5.5 million each.

Excess property is normally written for commercial, industrial and public entity clients. Examples include manufacturers, condominium towers, malls and high-value office towers.

Excess layers can start at around $5 million, but the $10-million range is where excess tends to start, as a general rule of thumb, Matheson says. The excess layers sometimes go up to $3 billion. For example, some office complexes — with multiple towers connected at a mezzanine level — have an insured value in the range of $2 billion to $3 billion.

When a client is determining how

much limit to buy, the customer needs to know the value of the property. Otherwise, the client may not buy a high enough coverage limit.

An emerging trend in excess property is the increasing frequency and severity of weather-related catastrophes, says Matheson. “Excess property claims are not driven so much by regular water and fire claims, as much as they are driven by catastrophic losses such as earthquake, floods, wildfire, hail, hurricane and ice storms.”

With larger cat losses caused by sea level rise, excess property insurers could be exposed if they cover property near the coasts.

“That is concentrated in the Maritime provinces but is also a risk on the coast of B.C.,” Matheson said. “So a large storm off the coast could result in storm surge where the wind pushes water inland. As the sea level rises, there is more water that can be pushed in.” canadianunderwriter.ca | 2020 Insurance Marketer

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2020 l NATIONAL INSURANCE MARKETER AIR CONDITIONING Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Echelon Insurance Evolution Insurance Inc. Guardian Risk Managers Ltd. HSB BI&I Intact Insurance Company Milnco Insurance Northbridge Insurance Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

ANIMALS Animal Rides South Western Group SUM Totten Insurance Group Unique Risks Ltd.

Bison Ranches April Canada Inc. CHES Special Risk Inc.

Dogs, Full Mortality CHES Special Risk Inc.

Dogs, Named Perils

CHES Special Risk Inc. Economical Insurance Northbridge Insurance Totten Insurance Group

Ostriches CHES Special Risk Inc.

Packer Coverage CHES Special Risk Inc.

Pet Insurance CHES Special Risk Inc.

Contractors’ Vehicles

Poultry, Named Perils

Cansure CHES Special Risk Inc. Echelon Insurance Economical Insurance Frank Cowan Company Liberty Mutual Canada Northbridge Insurance South Western Group

April Canada Inc. CHES Special Risk Inc. Economical Insurance Northbridge Insurance

U.S. Insurance, All Lines, All States Burns & Wilcox Canada CHES Special Risk Inc.

Courier Services

Zoo Animals, Named Perils

Cansure

CHES Special Risk Inc. Unique Risks Ltd.

Delivery Vehicles

Zoo Therapy Trinity Underwriting Managers

AUTOMOBILE

Echelon Insurance Economical Insurance Liberty Mutual Canada Northbridge Insurance

Driver Training Schools Echelon Insurance SUM Unique Risks Ltd.

Excess Liability

Full Mortality, Horses (Other Than Farm Animals)

Fur-Bearing Animals, Named Perils

Buses and Coaches

CHES Special Risk Inc.

CHES Special Risk Inc. Unique Risks Ltd.

Burns & Wilcox Canada CHES Special Risk Inc.

April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Echelon Insurance Economical Insurance Frank Cowan Company Northbridge Insurance Northbridge Insurance Unique Risks Ltd.

Exotic Animals

Full Mortality, Livestock

Auto Physical Damage

Pet Insurance, Mortality Show Dogs

CHES Special Risk Inc.

Burns & Wilcox Canada CHES Special Risk Inc. Totten Insurance Group

Northbridge Insurance South Western Group

Broker-centric Specialty Insurance

echeloninsurance.ca

Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Frank Cowan Company Northbridge Insurance South Western Group SSRU SUM Unique Risks Ltd.

Chutter Underwriting Services Echelon Insurance Economical Insurance Northbridge Insurance SUM Unique Risks Ltd.

Glass Echelon Insurance

High Risk Auto Echelon Insurance

High Risk Auto - Class 35 and 36 Private Passenger Echelon Insurance

High Value Vehicles South Western Group

Leased Vehicles, Long Term Echelon Insurance Economical Insurance Northbridge Insurance

Legal Expense Burns & Wilcox Canada DAS Legal Protection Inc.

Local Cartage Echelon Insurance Economical Insurance Northbridge Insurance Unique Risks Ltd.

Logging Trucks Burns & Wilcox Canada CHES Special Risk Inc. Northbridge Insurance

Long Haul Trucking Fleets Aurora Underwriting Services Burns & Wilcox Canada Echelon Insurance Economical Insurance Intact Insurance Company Northbridge Insurance SUM

Motor Homes Echelon Insurance Economical Insurance Guardian Risk Managers Ltd.

Air Flight Accident

Fleets

CHES Special Risk Inc.

Burns & Wilcox Canada CHES Special Risk Inc.

Motor Truck Cargo

Hog Producers

All Terrain Vehicles

April Canada Inc. CHES Special Risk Inc.

Echelon Insurance Economical Insurance Northbridge Insurance Unique Risks Ltd.

Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Echelon Insurance Economical Insurance Frank Cowan Company Intact Insurance Company Liberty Mutual Canada Northbridge Insurance SUM

Foreign Risks

Motorcycles

Burns & Wilcox Canada Cansure South Western Group

Echelon Insurance Guardian Risk Managers Ltd.

Gap

Aurora Underwriting Services Burns & Wilcox Canada SUM Unique Risks Ltd.

Horses, Named Perils Burns & Wilcox Canada CHES Special Risk Inc. Totten Insurance Group

Livestock Cargo April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Northbridge Insurance South Western Group

Livestock, Named Perils Burns & Wilcox Canada

40

Antiques, Collector Cars Burns & Wilcox Canada CHES Special Risk Inc. Echelon Insurance South Western Group Unique Risks Ltd.

Artisan’s Vehicles Burns & Wilcox Canada Echelon Insurance Economical Insurance Liberty Mutual Canada

August/September 2020 | Canadian Underwriter

Burns & Wilcox Canada

Garage Repairs Operations Cansure

April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure Echelon Insurance Economical Insurance Northbridge Insurance South Western Group SUM

Oil and Gas Hauling

CONTACT INFORMATION l pp. 80-81

Helicopter, Hull and Liability

Frank Cowan Company Guardian Risk Managers Ltd. HSB BI&I Intact Insurance Company Milnco Insurance Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance

Burns & Wilcox Canada CHES Special Risk Inc.

BONDS

Owner Operated Long Haul

Wreckers

Flying Club, Hull and Liability

April Canada Inc. Burns & Wilcox Canada Cansure Echelon Insurance Economical Insurance Intact Insurance Company Northbridge Insurance

Burns & Wilcox Canada Chutter Underwriting Services SUM Unique Risks Ltd.

CHES Special Risk Inc.

Racing, Spectator Liability Cansure CHES Special Risk Inc. SUM Unique Risks Ltd.

Sand and Gravel Hauling Aurora Underwriting Services Burns & Wilcox Canada Cansure Economical Insurance Northbridge Insurance Unique Risks Ltd.

Snowmobiles Echelon Insurance Economical Insurance

Substandard and Surcharged April Canada Inc. Burns & Wilcox Canada Echelon Insurance

Surcharged Private Passenger Auto April Canada Inc. Echelon Insurance Economical Insurance

AVIATION Air Cargo April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. South Western Group SUM

Aircraft Burns & Wilcox Canada CHES Special Risk Inc.

Aircraft Hull Aurora Underwriting Services Burns & Wilcox Canada

Aircraft Liability Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc.

Aircraft Maintenance, Repairs and Hangers

South Western Group

Hangar Keepers, Hull and Liability Burns & Wilcox Canada CHES Special Risk Inc.

Hangars Burns & Wilcox Canada

Helicopter-Accident Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk

Hot Air Balloons Burns & Wilcox Canada

Hovercraft (Air Cushion Vehicles), Hull and Liability Burns & Wilcox Canada

YOUR BONDING BACK-SHOP

Legal Expense Burns & Wilcox Canada

Liability, Corporate Aircraft

CHES Special Risk Inc. Trinity Underwriting Managers

CHES Special Risk Inc.

Administration

Pilot Accident

Airport Contractors

Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk

Approved Surety & Casualty Burns & Wilcox Canada Echelon Insurance Economical Insurance Intact Insurance Company Liberty Mutual Canada Milnco Insurance South Western Group Trisura Guarantee Insurance

Cansure

Aurora Underwriting Services CHES Special Risk Inc. Chutter Underwriting Services SUM Trinity Underwriting Managers

Taxis

Airport Premises

April Canada Inc.

Aurora Underwriting Services CHES Special Risk Inc.

TP Carriers - Contingent Poll

Foreign Risks

Pilot Disability Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk

Pilot Loss Of License

Auctioneers License

Burns & Wilcox Canada Cansure Echelon Insurance Economical Insurance Guardian Risk Managers Ltd. Unique Risks Ltd.

Airport/Air Meet Liability

Burns & Wilcox Canada CHES Special Risk Inc.

CHES Special Risk Inc.

Product Liability

Animal Air Cargo CHES Special Risk Inc. SUM

Burns & Wilcox Canada CHES Special Risk Inc. Trinity Underwriting Managers

Antiques, Hull and Liability

Special Risks

Trucks

CHES Special Risk Inc.

Burns & Wilcox Canada Sutton Special Risk Trinity Underwriting Managers

Trailers (Non-Commercial)

Burns & Wilcox Canada Cansure Echelon Insurance Economical Insurance Intact Insurance Company Northbridge Insurance

Unlicensed Vehicles Cansure Chutter Underwriting Services SUM Unique Risks Ltd.

Used Car Dealers CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Northbridge Insurance SUM Unique Risks Ltd.

Borrowed/Rented, Legal Liability CHES Special Risk Inc.

War

Chartered, Hull and Liability

Burns & Wilcox Canada Sutton Special Risk

CHES Special Risk Inc. SUM

Crop Spraying CHES Special Risk Inc.

Drones Frank Cowan Company Premier Trinity Underwriting Managers

Excess Liability Burns & Wilcox Canada CHES Special Risk Inc. South Western Group Trinity Underwriting Managers

BOILER AND MACHINERY April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Ecclesiastical Insurance Office Echelon Insurance Economical Insurance Evolution Insurance Inc.

Approved Surety & Casualty Burns & Wilcox Canada Economical Insurance Intact Insurance Company Milnco Insurance South Western Group Trisura Guarantee Insurance

Automobile Dealers Approved Surety & Casualty Burns & Wilcox Canada Economical Insurance Intact Insurance Company Liberty Mutual Canada Milnco Insurance South Western Group Trisura Guarantee Insurance

Bailiff Approved Surety & Casualty Burns & Wilcox Canada Economical Insurance Milnco Insurance South Western Group

Bankers’ Blanket Approved Surety & Casualty Burns & Wilcox Canada

canadianunderwriter.ca | 2020 Insurance Marketer

41

2020 l NATIONAL INSURANCE MARKETER Blanket Position Approved Surety & Casualty Burns & Wilcox Canada

Bonds-Private Investigation and Security Guards Approved Surety & Casualty Burns & Wilcox Canada Economical Insurance Intact Insurance Company South Western Group Trisura Guarantee Insurance

Brokers’ Blanket

Intact Insurance Company Liberty Mutual Canada Milnco Insurance South Western Group Trisura Guarantee Insurance

Court Approved Surety & Casualty Burns & Wilcox Canada Economical Insurance Intact Insurance Company Liberty Mutual Canada Trisura Guarantee Insurance

Approved Surety & Casualty Burns & Wilcox Canada Cansure South Western Group Trisura Guarantee Insurance

Credit Unions

Carnet Bonds

Customs, Excise

Approved Surety & Casualty Burns & Wilcox Canada Economical Insurance Intact Insurance Company Liberty Mutual Canada South Western Group Trisura Guarantee Insurance

Approved Surety & Casualty Burns & Wilcox Canada Echelon Insurance Economical Insurance Intact Insurance Company Liberty Mutual Canada Milnco Insurance South Western Group Trisura Guarantee Insurance

Collection Agents Bonds Approved Surety & Casualty Burns & Wilcox Canada Economical Insurance Intact Insurance Company South Western Group Trisura Guarantee Insurance

Commercial Blanket Approved Surety & Casualty Burns & Wilcox Canada Cansure Ecclesiastical Insurance Office Economical Insurance Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group Trisura Guarantee Insurance

Comprehensive Approved Surety & Casualty Burns & Wilcox Canada Northbridge Insurance South Western Group Trisura Guarantee Insurance

Consumer Protection Approved Surety & Casualty Burns & Wilcox Canada Economical Insurance Intact Insurance Company Milnco Insurance South Western Group Sports & Fitness Insurance Canada Trisura Guarantee Insurance

Contract Bond Approved Surety & Casualty Burns & Wilcox Canada Echelon Insurance Economical Insurance

42

Approved Surety & Casualty Burns & Wilcox Canada Liberty Mutual Canada Trisura Guarantee Insurance

Developer/Sub Division Approved Surety & Casualty Burns & Wilcox Canada Intact Insurance Company Liberty Mutual Canada Trisura Guarantee Insurance

Electrical Contractors License Approved Surety & Casualty Burns & Wilcox Canada Echelon Insurance Economical Insurance Intact Insurance Company Liberty Mutual Canada Trisura Guarantee Insurance

Environmental Approved Surety & Casualty Burns & Wilcox Canada Intact Insurance Company Liberty Mutual Canada Trisura Guarantee Insurance

Fidelity Approved Surety & Casualty Burns & Wilcox Canada Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group Totten Insurance Group Trisura Guarantee Insurance

Fiduciary Approved Surety & Casualty Burns & Wilcox Canada Echelon Insurance Economical Insurance Intact Insurance Company Liberty Mutual Canada Milnco Insurance

August/September 2020 | Canadian Underwriter

South Western Group Totten Insurance Group Trisura Guarantee Insurance

Financial Guarantee Approved Surety & Casualty Burns & Wilcox Canada Liberty Mutual Canada South Western Group

Fuel Tax Bonds, U.S.A. Approved Surety & Casualty Burns & Wilcox Canada Intact Insurance Company Trisura Guarantee Insurance

Grain Dealers Approved Surety & Casualty Burns & Wilcox Canada Intact Insurance Company Liberty Mutual Canada Trisura Guarantee Insurance

Guardianship Approved Surety & Casualty Burns & Wilcox Canada Echelon Insurance Economical Insurance Intact Insurance Company Liberty Mutual Canada Milnco Insurance South Western Group Trisura Guarantee Insurance

Insurance Company Approved Surety & Casualty Burns & Wilcox Canada Liberty Mutual Canada Trisura Guarantee Insurance

Janitorial Bonds Approved Surety & Casualty Burns & Wilcox Canada Cansure Echelon Insurance Milnco Insurance Trisura Guarantee Insurance

License Permit Approved Surety & Casualty Burns & Wilcox Canada Echelon Insurance Economical Insurance Intact Insurance Company Liberty Mutual Canada Milnco Insurance South Western Group Trisura Guarantee Insurance

Lost Document Approved Surety & Casualty Burns & Wilcox Canada Echelon Insurance Intact Insurance Company Liberty Mutual Canada Milnco Insurance South Western Group Trisura Guarantee Insurance

Lost Document Bonds Approved Surety & Casualty Burns & Wilcox Canada

Economical Insurance Intact Insurance Company Milnco Insurance South Western Group Trisura Guarantee Insurance

Lottery Bonds Approved Surety & Casualty Burns & Wilcox Canada Liberty Mutual Canada Trisura Guarantee Insurance

Miscellaneous Bonds Approved Surety & Casualty Burns & Wilcox Canada Cansure Economical Insurance Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group Trisura Guarantee Insurance

Municipalities, Indemnity Bonds Approved Surety & Casualty Burns & Wilcox Canada

Performance Approved Surety & Casualty Burns & Wilcox Canada Echelon Insurance Economical Insurance Intact Insurance Company Liberty Mutual Canada Milnco Insurance South Western Group Trisura Guarantee Insurance

Private Vocational Schools Approved Surety & Casualty Burns & Wilcox Canada Echelon Insurance Economical Insurance Intact Insurance Company Trisura Guarantee Insurance

Provincial License Approved Surety & Casualty Burns & Wilcox Canada Economical Insurance Intact Insurance Company Liberty Mutual Canada Trisura Guarantee Insurance

RIBO Bonds Approved Surety & Casualty Burns & Wilcox Canada Economical Insurance South Western Group Trisura Guarantee Insurance

Real Estate Brokers, Salesperson Approved Surety & Casualty Burns & Wilcox Canada Economical Insurance Intact Insurance Company South Western Group Trisura Guarantee Insurance

CONTACT INFORMATION l pp. 80-81 Sales Tax

Waiver of Probate

Envelope Draw

Hurricane

Approved Surety & Casualty Burns & Wilcox Canada Intact Insurance Company Liberty Mutual Canada South Western Group Trisura Guarantee Insurance

Burns & Wilcox Canada Intact Insurance Company Liberty Mutual Canada Trisura Guarantee Insurance

Burns & Wilcox Canada Echelon Insurance South Western Group Tokio Marine HCC

Burns & Wilcox Canada CHES Special Risk Inc.

Securities Act

Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Echelon Insurance Economical Insurance GameDay Insurance Inc. Guardian Risk Managers Ltd. K&K Canada Milnco Insurance South Western Group Trinity Underwriting Managers Unique Risks Ltd.

Approved Surety & Casualty Burns & Wilcox Canada Intact Insurance Company South Western Group Trisura Guarantee Insurance

Small Contractors Approved Surety & Casualty Burns & Wilcox Canada Echelon Insurance Economical Insurance Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance Trisura Guarantee Insurance

Surety Approved Surety & Casualty Burns & Wilcox Canada Echelon Insurance Economical Insurance Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group Trisura Guarantee Insurance Unique Risks Ltd.

Tobacco Tax Approved Surety & Casualty Burns & Wilcox Canada Economical Insurance Intact Insurance Company Liberty Mutual Canada Milnco Insurance Trisura Guarantee Insurance

Travel Agency Approved Surety & Casualty Burns & Wilcox Canada Economical Insurance Intact Insurance Company South Western Group Trisura Guarantee Insurance

U.S. Bonds Approved Surety & Casualty Burns & Wilcox Canada Intact Insurance Company Liberty Mutual Canada

Used Car Dealers Approved Surety & Casualty Burns & Wilcox Canada Economical Insurance Intact Insurance Company Milnco Insurance South Western Group Trisura Guarantee Insurance

Liability

Burns & Wilcox Canada Echelon Insurance Tokio Marine HCC

Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services SUM Unique Risks Ltd.

Horse Racing Associations

Terminals

Tokio Marine HCC

Burns & Wilcox Canada CHES Special Risk Inc.

Hole In One CAMPGROUNDS

CAPTIVE Formation SUM

Fronting Arrangements Liberty Mutual Canada Northbridge Insurance SUM Trisura Guarantee Insurance

Reinsurance Burns & Wilcox Canada SUM

CARNIVALS AND FAIRGROUNDS Burns & Wilcox Canada Cansure Chutter Underwriting Services K&K Canada South Western Group SUM Trinity Underwriting Managers Unique Risks Ltd.

CASINO AND LAWFUL GAMING CGL April Canada Inc. Cansure CHES Special Risk Inc. K&K Canada SUM Tokio Marine HCC Totten Insurance Group Unique Risks Ltd.

Dice Roll Burns & Wilcox Canada Echelon Insurance South Western Group Tokio Marine HCC

Prize Indemnity Burns & Wilcox Canada Echelon Insurance South Western Group Tokio Marine HCC Totten Insurance Group

Terrorism April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada Sutton Special Risk Totten Insurance Group

Prize Indemnity, Bingo Burns & Wilcox Canada Echelon Insurance South Western Group Tokio Marine HCC

Tornado Burns & Wilcox Canada CHES Special Risk Inc. Economical Insurance

Prize Indemnity, Internet Promotions

War

Burns & Wilcox Canada Echelon Insurance South Western Group Tokio Marine HCC Totten Insurance Group

Burns & Wilcox Canada Sutton Special Risk

CHARTER FARE Burns & Wilcox Canada

Prize Indemnity, Lotteries Burns & Wilcox Canada South Western Group Tokio Marine HCC

CHURCHES April Canada Inc. Burns & Wilcox Canada Cansure Chutter Underwriting Services Ecclesiastical Insurance Office Guardian Risk Managers Ltd. HSB BI&I Milnco Insurance Northbridge Insurance South Western Group Totten Insurance Group Unique Risks Ltd.

Prize Indemnity, Poker Burns & Wilcox Canada Echelon Insurance South Western Group Tokio Marine HCC

Prize Indemnity, Slots South Western Group Tokio Marine HCC

CATASTROPHE Bonds Burns & Wilcox Canada

COMPUTERS

Earthquake

Computer Fraud

April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Totten Insurance Group Trinity Underwriting Managers

April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Frank Cowan Company HSB BI&I Intact Insurance Company Liberty Mutual Canada Milnco Insurance SUM Sutton Special Risk Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance

Flood April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Economical Insurance Totten Insurance Group Trinity Underwriting Managers

Hail Burns & Wilcox Canada CHES Special Risk Inc. Economical Insurance

Data Fraud April Canada Inc. Burns & Wilcox Canada canadianunderwriter.ca | 2020 Insurance Marketer

43

2020 l NATIONAL INSURANCE MARKETER CHES Special Risk Inc. Frank Cowan Company HSB BI&I Intact Insurance Company Liberty Mutual Canada Milnco Insurance SUM Sutton Special Risk Totten Insurance Group Trinity Underwriting Managers

Data Security April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Frank Cowan Company HSB BI&I Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

EDP Equipment April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Economical Insurance Frank Cowan Company Guardian Risk Managers Ltd. HSB BI&I Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group SUM Trinity Underwriting Managers

Extortion April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Frank Cowan Company HSB BI&I Intact Insurance Company Liberty Mutual Canada Milnco Insurance Sutton Special Risk Totten Insurance Group Trinity Underwriting Managers

Hardware Manufactures April Canada Inc. CHES Special Risk Inc. Intact Insurance Company Liberty Mutual Canada Northbridge Insurance SUM Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

44

Identity Theft April Canada Inc. CHES Special Risk Inc. Frank Cowan Company HSB BI&I Intact Insurance Company Liberty Mutual Canada Milnco Insurance SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance

CREDIT CARD Cell Phone Burns & Wilcox Canada CHES Special Risk Inc.

Delay Luggage Burns & Wilcox Canada CHES Special Risk Inc.

Extended Warranties Burns & Wilcox Canada CHES Special Risk Inc.

Maintenance Insurance

Flight Delay

April Canada Inc. Intact Insurance Company Trinity Underwriting Managers

Burns & Wilcox Canada CHES Special Risk Inc.

Personal Computers

Burns & Wilcox Canada CHES Special Risk Inc.

April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Economical Insurance Evolution Insurance Inc. HSB BI&I Intact Insurance Company Liberty Mutual Canada Milnco Insurance Trinity Underwriting Managers

UAS,UAV, Unmanned Aircraft April Canada Inc. Burns & Wilcox Canada Cansure Chutter Underwriting Services Economical Insurance Frank Cowan Company Liberty Mutual Canada Milnco Insurance Trinity Underwriting Managers Unique Risks Ltd.

COURSE OF CONSTRUCTION Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Echelon Insurance Economical Insurance Evolution Insurance Inc. Frank Cowan Company HSB BI&I Liberty Mutual Canada Milnco Insurance Northbridge Insurance Premier South Western Group SSRU SUM Totten Insurance Group Victor Insurance (formerly ENCON Group Inc.)

August/September 2020 | Canadian Underwriter

Hotel/Motel Theft

Legal Expense Burns & Wilcox Canada CHES Special Risk Inc. DAS Legal Protection Inc.

Lost Luggage Burns & Wilcox Canada CHES Special Risk Inc.

Outstanding Balance CHES Special Risk Inc.

Personal Effects Burns & Wilcox Canada CHES Special Risk Inc.

Purchase Protection Burns & Wilcox Canada CHES Special Risk Inc.

Travel TI/TC/Med Burns & Wilcox Canada CHES Special Risk Inc.

CREDIT INSURANCE Approved Surety & Casualty Burns & Wilcox Canada

CREDITOR Approved Surety & Casualty Burns & Wilcox Canada

EQUIPMENT (Excluding Computers) Container Handling Equipment Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. HSB BI&I Intact Insurance Company Milnco Insurance South Western Group SSRU SUM Unique Risks Ltd.

Contractors April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Echelon Insurance Economical Insurance Evolution Insurance Inc. Milnco Insurance Northbridge Insurance Premier South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd.

Electronic Equipment Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. Guardian Risk Managers Ltd. HSB BI&I Intact Insurance Company Milnco Insurance Northbridge Insurance South Western Group SUM Totten Insurance Group Trinity Underwriting Managers

Excess Liability April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Liberty Mutual Canada Milnco Insurance South Western Group SSRU SUM Totten Insurance Group Unique Risks Ltd.

Farm Equipment and Machinery April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. HSB BI&I Intact Insurance Company Milnco Insurance Northbridge Insurance South Western Group SSRU SUM Totten Insurance Group

CONTACT INFORMATION l pp. 80-81 Trinity Underwriting Managers Unique Risks Ltd.

Forestry Equipment Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Intact Insurance Company Northbridge Insurance South Western Group SSRU Totten Insurance Group Unique Risks Ltd.

South Western Group Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd.

ERRORS AND OMISSIONS, MALPRACTICE, PROFESSIONAL LIABILITY

Geophysical Equipment Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. HSB BI&I Intact Insurance Company Milnco Insurance SSRU Totten Insurance Group Unique Risks Ltd.

Maintenance Insurance South Western Group

Medical Equipment Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. HSB BI&I Intact Insurance Company SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd.

Radio and TV Broadcast Equipment Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. HSB BI&I Intact Insurance Company South Western Group SSRU Totten Insurance Group Trinity Underwriting Managers

Scientific Instruments Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. HSB BI&I Intact Insurance Company SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd.

Underwater Marine Equipment April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc.

Accountants Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada Milnco Insurance Premier South Western Group Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Advertising Agents Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Agents and Brokers Approved Surety & Casualty Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Milnco Insurance Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Actuaries

Agrologists

Approved Surety & Casualty Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. South Western Group SUM Totten Insurance Group Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Intact Insurance Company South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Adjusters Approved Surety & Casualty Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Intact Insurance Company Milnco Insurance Northbridge Insurance Premier South Western Group SUM Totten Insurance Group

Appraisers Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Intact Insurance Company Northbridge Insurance South Western Group

SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Architects Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Liberty Mutual Canada Premier South Western Group SUM Totten Insurance Group Victor Insurance (formerly ENCON Group Inc.)

Asbestos Removal Consultants Approved Surety & Casualty Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. South Western Group SUM Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Asbestos Removal Contractors Approved Surety & Casualty Burns & Wilcox Canada Cansure CHES Special Risk Inc. SUM Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Associations Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Frank Cowan Company Intact Insurance Company Liberty Mutual Canada MedThree Insurance Group Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

canadianunderwriter.ca | 2020 Insurance Marketer

45

2020 l NATIONAL INSURANCE MARKETER Audiologists Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Economical Insurance Intact Insurance Company MedThree Insurance Group Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Banks and Financial Institutions April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. Liberty Mutual Canada South Western Group Totten Insurance Group

Broadcasters Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Intact Insurance Company Milnco Insurance Northbridge Insurance South Western Group SUM Totten Insurance Group Trisura Guarantee Insurance

Burglar Alarm Installers Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers

Career Counsellors Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc.

46

Frank Cowan Company Intact Insurance Company Liberty Mutual Canada Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Cemeteries, Morticians Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Ecclesiastical Insurance Office Economical Insurance Evolution Insurance Inc. Liberty Mutual Canada Northbridge Insurance South Western Group SUM Trinity Underwriting Managers

Central Alarm Monitoring Stations Approved Surety & Casualty Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers

Charitable Institutions Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Ecclesiastical Insurance Office Evolution Insurance Inc. Frank Cowan Company Liberty Mutual Canada Northbridge Insurance Premier South Western Group SUM Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Clinical Laboratories Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. MedThree Insurance Group

August/September 2020 | Canadian Underwriter

South Western Group SUM Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Collections Agencies Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Complimentary Medical Practitioners Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Intact Insurance Company MedThree Insurance Group Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Computer Consultants Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Computer Service Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure

CHES Special Risk Inc. Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Condominiums, Directors and Officers Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Economical Insurance Intact Insurance Company Milnco Insurance Premier South Western Group SUM Totten Insurance Group Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Contractors Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Liberty Mutual Canada Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Corporate Health Providers Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. MedThree Insurance Group Premier South Western Group SUM Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

CONTACT INFORMATION l pp. 80-81 Credit Bureaus Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. SUM Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Credit Card Companies Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. SUM

Credit Card Processors Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. SUM

Credit Unions Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada

Crop Consultants Approved Surety & Casualty Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Intact Insurance Company South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Dance Studio Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Northbridge Insurance Premier South Western Group Sports & Fitness Insurance Canada SUM Totten Insurance Group Trinity Underwriting Managers

Data Processors Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Intact Insurance Company

Liberty Mutual Canada Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Digital Risks

Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Ecclesiastical Insurance Office Frank Cowan Company Northbridge Insurance Premier South Western Group SUM

Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Liberty Mutual Canada Milnco Insurance Premier SUM Totten Insurance Group Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Demolition Contractors

Directors and Officers

Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Premier South Western Group SUM Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Ecclesiastical Insurance Office Evolution Insurance Inc. Frank Cowan Company Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Day Cares

Design/Build Approved Surety & Casualty Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Liberty Mutual Canada Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Difficult To Define Trades and Professions Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance Premier South Western Group SUM

Educators Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Ecclesiastical Insurance Office Frank Cowan Company Liberty Mutual Canada Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance

Electronics Manufacturer Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc.

Evolution Insurance Inc. Intact Insurance Company Northbridge Insurance South Western Group SUM Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Employment Agencies, Counsellors Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Employment Practices Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Ecclesiastical Insurance Office Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Engineers Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Frank Cowan Company Liberty Mutual Canada Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers

canadianunderwriter.ca | 2020 Insurance Marketer

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2020 l NATIONAL INSURANCE MARKETER Victor Insurance (formerly ENCON Group Inc.)

Trinity Underwriting Managers Trisura Guarantee Insurance

Environmental Consultants

Fiduciary

Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Liberty Mutual Canada Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Event Planners April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Chutter Underwriting Services Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance Premier South Western Group Totten Insurance Group Trinity Underwriting Managers

Excess E&O, Malpractice, and/or Professional Liability Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada MedThree Insurance Group Milnco Insurance Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Executors and Trustees Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. South Western Group SUM Totten Insurance Group

48

Film Producers Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada South Western Group SUM Totten Insurance Group Victor Insurance (formerly ENCON Group Inc.)

Fitness Instructors April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Chutter Underwriting Services Evolution Insurance Inc. Milnco Insurance Premier South Western Group Sports & Fitness Insurance Canada Totten Insurance Group Trinity Underwriting Managers

Franchiser Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services South Western Group SUM Trisura Guarantee Insurance

Freight Forwarders Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Northbridge Insurance Premier South Western Group

August/September 2020 | Canadian Underwriter

SUM Totten Insurance Group Trisura Guarantee Insurance

Graphic Design Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Hairdressers, Barbers and Beauty Shops Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. Milnco Insurance Northbridge Insurance Premier South Western Group Sports & Fitness Insurance Canada SUM Totten Insurance Group Trinity Underwriting Managers

Health Clubs Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Milnco Insurance Premier South Western Group Sports & Fitness Insurance Canada SUM Totten Insurance Group Trinity Underwriting Managers

Hospital Executives Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure

CHES Special Risk Inc. South Western Group SUM Victor Insurance (formerly ENCON Group Inc.)

Hospital Personnel Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. MedThree Insurance Group Premier South Western Group SUM Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

IPO Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. Liberty Mutual Canada SUM

Independent Schools Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Ecclesiastical Insurance Office Frank Cowan Company Northbridge Insurance South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance

Information Technology Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance Premier South Western Group SUM Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Insurance Brokers/Agents Approved Surety & Casualty Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Milnco Insurance Northbridge Insurance Premier South Western Group

spotlightt | crime

iStock.com/DragonImages/madartzgraphics

Digital security was a secondary concern as staff shifted to working from home.

Cybercriminals took advantage

W

hen companies made the move to shift their employees to a work-from-home model, their first priority was getting everyone up and running. Ensuring their information technology security protocols were up to speed may have fallen by the wayside, leaving them with the risk of being exposed to attacks by online criminals.

“We’re hearing about more fraud attacks with the work from home setup,” says Rob Boyle, Intact Insurance’s vice president of specialty solutions; errors and omissions and directors and off ficers in Canada; and entertainment in North America. “The controls that companies established with respect to setting up working from home may not be as robust as some of the controls they might have in their offices.”

Crime insurance, also known as fidelity insurance, is a form of property insurance that protects companies against the risk of financial crime committed either by an employee or a third party. Most crime losses fall under employee theft, client proper-

ty, and social engineering fraud coverages.

In each case, a crime policy with the right coverage in place would help the company recover its losses.

Social engineering fraud occurs when employees are tricked into performing actions like transferring money into a fraudster’s bank account.

These scams are increasingly common and the criminal’s approach always changes. With so many people currently working from home, social engineering has become a key coverage sought by brokers under the crime insurance category.

“Businesses of all sizes are affected by targeted social engineering attacks and many companies receive multiple attacks,” says Boyle. “Any vendors, suppliers or clients with which an organization deals, plus a firm’s executives and employees, can be impersonated by a fraudster for financial gain.”

Setting up to work from home was critical for companies. But now they’re realizing they have more vulnerabilities

with this setup. More tools, training and beefed-up infrastructure are needed.

“Now is the time for brokers to consult with clients, not just about coverage, but about the need to ensure appropriate fraud prevention measures are in place,” Boyle advised. He cited the examples of multiple sign-offs for payment; verifying and authenticating requests for money transfers; limiting the amount of company information available to the public; and, above all, providing staff training to help them identify and prevent social engineering attacks.

What is the difference between a cyber policy and social engineering fraud coverage under a crime policy?

“While a cyber policy generally covers fraudsters using social engineering techniques to hack into a system and transfer funds, it won’t cover financial loss when an employee voluntarily parts with the money,” Boyle explains. “So, while it has other important coverages, a cyber policy alone doesn’t offer the same protection.” canadianunderwriter.ca | 2020 Insurance Marketer

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2020 l NATIONAL INSURANCE MARKETER SUM Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Insurers Approved Surety & Casualty Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada Premier South Western Group Trisura Guarantee Insurance

Interior Designers Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Internet Service Provider Approved Surety & Casualty Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada Milnco Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Investment Counsellors Approved Surety & Casualty Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. South Western Group SUM Trinity Underwriting Managers Trisura Guarantee Insurance

Cansure CHES Special Risk Inc. Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada South Western Group Trinity Underwriting Managers Trisura Guarantee Insurance

Joint Ventures Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. Milnco Insurance SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Land Surveyors Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Landscape Architects Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada Milnco Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Law Enforcement Officers Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. SUM

Investment Managers

Lawyers

Approved Surety & Casualty Burns & Wilcox Canada

Approved Surety & Casualty Aurora Underwriting Services

50

August/September 2020 | Canadian Underwriter

Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada Northbridge Insurance South Western Group SUM Victor Insurance (formerly ENCON Group Inc.)

Legal Expense April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. DAS Legal Protection Inc. Frank Cowan Company Intact Insurance Company South Western Group Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Liability Insurance Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Ecclesiastical Insurance Office Evolution Insurance Inc. Frank Cowan Company MedThree Insurance Group Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Life Agents Professional Burns & Wilcox Canada Cansure CHES Special Risk Inc. Intact Insurance Company Premier South Western Group SUM Trinity Underwriting Managers Trisura Guarantee Insurance

Management Consultants Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada Milnco Insurance

Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Manicurist, Esthetician, Electrolysis Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Economical Insurance Evolution Insurance Inc. MedThree Insurance Group Milnco Insurance Northbridge Insurance Premier South Western Group Sports & Fitness Insurance Canada SUM Totten Insurance Group Trinity Underwriting Managers

Manufacturers Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group SUM Trinity Underwriting Managers

Marine Architects Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. South Western Group SUM Totten Insurance Group Victor Insurance (formerly ENCON Group Inc.)

Martial Arts Studio Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. Premier South Western Group

CONTACT INFORMATION l pp. 80-81 Sports & Fitness Insurance Canada SUM Totten Insurance Group Trinity Underwriting Managers

Medical Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Frank Cowan Company Liberty Mutual Canada MedThree Insurance Group Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers

April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Liberty Mutual Canada South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Mutual Fund Dealers Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. Intact Insurance Company South Western Group

Mutual Fund Managers Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. Liberty Mutual Canada South Western Group

New Home Warranty Program Bonds

Victor Insurance (formerly ENCON Group Inc.)

Ministers and Pastors April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Ecclesiastical Insurance Office Northbridge Insurance South Western Group SUM Totten Insurance Group Trisura Guarantee Insurance

Multimedia Companies Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. Intact Insurance Company Milnco Insurance Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Municipal Architects, Engineers Approved Surety & Casualty

Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Trisura Guarantee Insurance

Non-Destructive Testing Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Northbridge Insurance Premier SUM Totten Insurance Group Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Non-Profit Organizations, Directors and Officers Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Ecclesiastical Insurance Office Economical Insurance Evolution Insurance Inc. Frank Cowan Company GameDay Insurance Inc. Intact Insurance Company K&K Canada

Liberty Mutual Canada Milnco Insurance Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Opticians Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services MedThree Insurance Group Northbridge Insurance Premier South Western Group SUM Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Optometrists Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Ecclesiastical Insurance Office Intact Insurance Company MedThree Insurance Group Northbridge Insurance Premier South Western Group SUM Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Orthopedists Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. MedThree Insurance Group Northbridge Insurance South Western Group SUM Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Patent and Trademark Agents Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. South Western Group SUM Totten Insurance Group

Victor Insurance (formerly ENCON Group Inc.)

Penal Defense Cost Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. Intact Insurance Company SUM Trisura Guarantee Insurance

Pension Consultants Approved Surety & Casualty Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Intact Insurance Company Northbridge Insurance Premier Totten Insurance Group Trisura Guarantee Insurance

Pension Trusts Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. Liberty Mutual Canada Totten Insurance Group

Personal Trainer Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Milnco Insurance Northbridge Insurance Premier South Western Group Sports & Fitness Insurance Canada SUM Totten Insurance Group Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Pharmacists Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. MedThree Insurance Group Northbridge Insurance Premier South Western Group SUM Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Pollution Consultants Approved Surety & Casualty

canadianunderwriter.ca | 2020 Insurance Marketer

51

2020 l NATIONAL INSURANCE MARKETER Burns & Wilcox Canada Cansure CHES Special Risk Inc. Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Premium Financing Companies Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. South Western Group SUM Victor Insurance (formerly ENCON Group Inc.)

Printers Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Privacy Compliance Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. SUM Trinity Underwriting Managers Trisura Guarantee Insurance

Private Investigators

CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Liberty Mutual Canada Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Property Managers Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance

Psychiatrists Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. MedThree Insurance Group South Western Group SUM Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Psychologists

Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Intact Insurance Company MedThree Insurance Group Northbridge Insurance Premier South Western Group SUM Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Project Managers

Public Officials Liability

Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure

Approved Surety & Casualty Burns & Wilcox Canada Cansure CHES Special Risk Inc. Frank Cowan Company

52

August/September 2020 | Canadian Underwriter

South Western Group SUM

Public Relations and Promotions Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group SUM Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Publishers Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Quantity Surveyors Approved Surety & Casualty Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Quasi Medical Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Frank Cowan Company Intact Insurance Company Liberty Mutual Canada MedThree Insurance Group

South Western Group SUM Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Radiologists Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. MedThree Insurance Group South Western Group SUM Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Real Estate Agents Approved Surety & Casualty Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Intact Insurance Company Northbridge Insurance South Western Group Trisura Guarantee Insurance

Reimbursement For Educational Institutions Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Trisura Guarantee Insurance

Security Guards Approved Surety & Casualty Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers

Seed Cleaners Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Northbridge Insurance South Western Group SUM Totten Insurance Group Victor Insurance (formerly ENCON Group Inc.)

Seedsmen Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Northbridge Insurance South Western Group

CONTACT INFORMATION l pp. 80-81 SUM Totten Insurance Group

Single Projects Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Liberty Mutual Canada Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Social Workers Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Ecclesiastical Insurance Office Economical Insurance Evolution Insurance Inc. Intact Insurance Company MedThree Insurance Group Milnco Insurance Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Software/Hardware Developers Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Spas April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Chutter Underwriting Services Evolution Insurance Inc. Milnco Insurance Premier

South Western Group Sports & Fitness Insurance Canada SUM Trinity Underwriting Managers

SUM Totten Insurance Group Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Sprinkler and Fire Protection Installers

Telephone Answering Services

Approved Surety & Casualty Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Premier South Western Group SUM Totten Insurance Group

Stock Transfer Agents Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. South Western Group SUM

Stockbrokers Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. South Western Group SUM

Suntanning Salons Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. MedThree Insurance Group Premier South Western Group Sports & Fitness Insurance Canada SUM Totten Insurance Group Trinity Underwriting Managers

Tattoo and Body Piercing Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. MedThree Insurance Group Premier South Western Group Trinity Underwriting Managers

Telecommunications Approved Surety & Casualty Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Liberty Mutual Canada Milnco Insurance South Western Group

Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Economical Insurance Evolution Insurance Inc. Intact Insurance Company Northbridge Insurance South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Travel Agents

Approved Surety & Casualty Burns & Wilcox Canada Cansure CHES Special Risk Inc. Ecclesiastical Insurance Office Economical Insurance Intact Insurance Company Northbridge Insurance South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance

Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance

Title Abstractors

Trust Companies

Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc.

Theological Counsellors

Town Planners Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Translators Approved Surety & Casualty

Trust Funds Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. Totten Insurance Group Trisura Guarantee Insurance

Trustee In Bankruptcy Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. Intact Insurance Company South Western Group SUM Trisura Guarantee Insurance

U.S. Exposures Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc.

canadianunderwriter.ca | 2020 Insurance Marketer

53

2020 l NATIONAL INSURANCE MARKETER Intact Insurance Company Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Umbrella Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Ecclesiastical Insurance Office Evolution Insurance Inc. Northbridge Insurance South Western Group SUM Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Venture Capital Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. Liberty Mutual Canada Trisura Guarantee Insurance

Veterinarians Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Intact Insurance Company MedThree Insurance Group Northbridge Insurance SUM Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Intact Insurance Company Liberty Mutual Canada MedThree Insurance Group Milnco Insurance Premier Sports & Fitness Insurance Canada SUM Trinity Underwriting Managers

Farmer Disability

Standing Timber

CHES Special Risk Inc.

Burns & Wilcox Canada CHES Special Risk Inc.

April Canada Inc. Cansure CHES Special Risk Inc. Economical Insurance Intact Insurance Company Northbridge Insurance

Substandard Risk

FARMING

Greenhouses

Approved Surety & Casualty CHES Special Risk Inc.

Agricultural Machinery Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance HSB BI&I Intact Insurance Company Liberty Mutual Canada Northbridge Insurance South Western Group SSRU SUM Unique Risks Ltd.

Aqua Farms April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc.

Cattle Farm April Canada Inc. CHES Special Risk Inc. Economical Insurance Intact Insurance Company Northbridge Insurance

Crops, Standing Grain April Canada Inc. CHES Special Risk Inc. Economical Insurance

Crops, Tobacco CHES Special Risk Inc. Economical Insurance South Western Group

Website Security

Crops, Vegetables

Approved Surety & Casualty Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Intact Insurance Company Northbridge Insurance South Western Group SUM Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

April Canada Inc. CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Intact Insurance Company

Wellness Clinics April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Chutter Underwriting Services Evolution Insurance Inc.

54

Equestrian April Canada Inc. CHES Special Risk Inc. Echelon Insurance

Equipment Breakdown April Canada Inc. Burns & Wilcox Canada Economical Insurance HSB BI&I Intact Insurance Company

Family Farm Package April Canada Inc. Cansure CHES Special Risk Inc.

August/September 2020 | Canadian Underwriter

Grain Farm

Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Unique Risks Ltd.

Hail On Crops CHES Special Risk Inc.

Hobby Farms April Canada Inc. Cansure CHES Special Risk Inc. Echelon Insurance Economical Insurance Intact Insurance Company Unique Risks Ltd.

Hog Farms April Canada Inc. Cansure CHES Special Risk Inc. Intact Insurance Company Northbridge Insurance

Legal Expense Burns & Wilcox Canada CHES Special Risk Inc. DAS Legal Protection Inc.

Medical Marijuana Burns & Wilcox Canada SUM

Milk Farm/Dairy Farm April Canada Inc. Cansure Chutter Underwriting Services Economical Insurance Intact Insurance Company Northbridge Insurance

Cansure CHES Special Risk Inc. South Western Group SUM

Weather Insurance

FINANCIAL AND LEGAL Accounts Receivable Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure Northbridge Insurance Premier South Western Group SUM

Armoured Car Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. SUM Unique Risks Ltd.

Bailee’s Customers Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure Northbridge Insurance SUM

Bankers’ Blanket Bonds Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. Liberty Mutual Canada Trisura Guarantee Insurance

Credit Insurance Approved Surety & Casualty Burns & Wilcox Canada

Defendant’s Commercial Litigation Indemnity

Ostrich Farm

Approved Surety & Casualty Burns & Wilcox Canada

April Canada Inc. CHES Special Risk Inc.

Identity Fraud Expense

Poultry Farm April Canada Inc. Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Intact Insurance Company Northbridge Insurance

Silva Farms CHES Special Risk Inc. Chutter Underwriting Services

Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Trisura Guarantee Insurance

Judicial Delay Cover Approved Surety & Casualty Burns & Wilcox Canada

Legal Expense Insurance Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada

CONTACT INFORMATION l pp. 80-81 DAS Legal Protection Inc. Echelon Insurance Milnco Insurance South Western Group Totten Insurance Group Trinity Underwriting Managers

Life and Disability Creditor Lease Approved Surety & Casualty Burns & Wilcox Canada

Money In Transit Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada

FINE ARTS Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Ecclesiastical Insurance Office Economical Insurance Evolution Insurance Inc. Frank Cowan Company Northbridge Insurance South Western Group SUM Totten Insurance Group Trinity Underwriting Managers

FLOATERS

Consignment Floater Burns & Wilcox Canada CHES Special Risk Inc.

Timber Floater

Camera Floater Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Guardian Risk Managers Ltd. Intact Insurance Company Milnco Insurance Trinity Underwriting Managers

Approved Surety & Casualty Aurora Underwriting Services Burns & Wilcox Canada Cansure Evolution Insurance Inc. Premier Trinity Underwriting Managers

Mortgage Impairment

Contractor’s Equipment

Approved Surety & Casualty Burns & Wilcox Canada South Western Group

Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. Guardian Risk Managers Ltd. Milnco Insurance Northbridge Insurance South Western Group Totten Insurance Group Trinity Underwriting Managers

Plaintiff’s Cost Indemnity Approved Surety & Casualty Burns & Wilcox Canada

Premium Insurance Approved Surety & Casualty Burns & Wilcox Canada

Private School Tuition Fee Approved Surety & Casualty Burns & Wilcox Canada Cansure Northbridge Insurance

Representations and Warranties Aurora Underwriting Services Burns & Wilcox Canada Liberty Mutual Canada

Safety Deposit Vault and Valuable Papers Approved Surety & Casualty Burns & Wilcox Canada

Shareholders Lost Instrument Approved Surety & Casualty Burns & Wilcox Canada Trisura Guarantee Insurance

Tax Liability Burns & Wilcox Canada Liberty Mutual Canada

Title Insurance Approved Surety & Casualty Burns & Wilcox Canada

April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Economical Insurance April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Frank Cowan Company Guardian Risk Managers Ltd. Milnco Insurance Northbridge Insurance South Western Group Totten Insurance Group Trinity Underwriting Managers

Approved Surety & Casualty Burns & Wilcox Canada Cansure Evolution Insurance Inc.

Exhibition Floater April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. Frank Cowan Company Milnco Insurance Northbridge Insurance South Western Group Trinity Underwriting Managers

Installation Floater April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance

GENERAL LIABILITY

I N S U R A N C E

Jewellery Floater

Miscellaneous Property Floater

Mortgage

Mortgage Broker

Evolution Insurance Inc. Frank Cowan Company Milnco Insurance Northbridge Insurance South Western Group Totten Insurance Group Trinity Underwriting Managers

Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. South Western Group

Tombstone Floater CHES Special Risk Inc. Milnco Insurance

Transportation Floater April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. Frank Cowan Company Milnco Insurance Northbridge Insurance Trinity Underwriting Managers

Vending Machines Floater Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Trinity Underwriting Managers

Woodland Equipment Floaters Approved Surety & Casualty Burns & Wilcox Canada Cansure CHES Special Risk Inc. South Western Group Totten Insurance Group

EXPERTISE INSPIRES CONFIDENCE

100% USA Exports Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Liberty Mutual Canada Markel SSRU SUM Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Abuse/Molestation Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Ecclesiastical Insurance Office Economical Insurance Frank Cowan Company K&K Canada Markel Northbridge Insurance South Western Group SUM Totten Insurance Group

Ad Agency Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Markel South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Advertisers Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Markel South Western Group SUM Totten Insurance Group Trinity Underwriting Managers

canadianunderwriter.ca | 2020 Insurance Marketer

55

2020 l NATIONAL INSURANCE MARKETER Victor Insurance (formerly ENCON Group Inc.)

Agri-Commercial Approved Surety & Casualty Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Markel Milnco Insurance Northbridge Insurance SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd.

Amateur Sports Teams Burns & Wilcox Canada GameDay Insurance Inc. K&K Canada Markel Premier Sports & Fitness Insurance Canada SUM Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Markel Northbridge Insurance South Western Group SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Broadcasters Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Guardian Risk Managers Ltd. Markel South Western Group SUM Victor Insurance (formerly ENCON Group Inc.)

Cablecasters Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Markel South Western Group SUM Victor Insurance (formerly ENCON Group Inc.)

Amusement Devices

Care, Custody and Control

Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. K&K Canada Markel South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Markel Milnco Insurance South Western Group Totten Insurance Group Trinity Underwriting Managers

Amusement Parks Approved Surety & Casualty Burns & Wilcox Canada Cansure K&K Canada Markel South Western Group SSRU SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Bingo Halls Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Guardian Risk Managers Ltd. K&K Canada

56

Cargo April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Eagle Underwriting Group Inc. Intact Insurance Company SSRU SUM

Carnival and Circus Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Markel South Western Group SUM Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Casinos Approved Surety & Casualty April Canada Inc.

August/September 2020 | Canadian Underwriter

Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services K&K Canada Markel South Western Group SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Caterers Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Guardian Risk Managers Ltd. Intact Insurance Company Markel Northbridge Insurance South Western Group SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Church Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Ecclesiastical Insurance Office Guardian Risk Managers Ltd. Markel Northbridge Insurance South Western Group SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Clubs and Community Associations Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Echelon Insurance Frank Cowan Company GameDay Insurance Inc. Guardian Risk Managers Ltd. Intact Insurance Company Markel Northbridge Insurance Premier South Western Group SUM

Trinity Underwriting Managers Trisura Guarantee Insurance Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Computer Professionals Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Guardian Risk Managers Ltd. Intact Insurance Company Markel Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Computer Retailers Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Guardian Risk Managers Ltd. Intact Insurance Company Markel Milnco Insurance Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Concerts Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Echelon Insurance K&K Canada Markel South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Consultants Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada

CONTACT INFORMATION l pp. 80-81 CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Intact Insurance Company Markel Milnco Insurance Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Contractors Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Echelon Insurance Economical Insurance Evolution Insurance Inc. Guardian Risk Managers Ltd. Intact Insurance Company Liberty Mutual Canada Markel Milnco Insurance Northbridge Insurance Premier South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Contractors, All U.S. Risks Approved Surety & Casualty Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. South Western Group SSRU Totten Insurance Group

Contractors, Blasting Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Markel South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd.

Victor Insurance (formerly ENCON Group Inc.)

Contractors, Demolition Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Markel Premier South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Contractors, Landscapers Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. Guardian Risk Managers Ltd. Markel Milnco Insurance Northbridge Insurance Premier South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Contractors, Remediation Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Markel Premier South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Contractors, Roofing Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. Premier South Western Group SUM Totten Insurance Group Unique Risks Ltd.

Contractors, Spraying Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Markel Milnco Insurance Premier South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Crane Rentals Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Liberty Mutual Canada Markel Northbridge Insurance South Western Group SSRU SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Credit Unions Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Guardian Risk Managers Ltd. South Western Group SUM

Dance Studios Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc.

Echelon Insurance Economical Insurance GameDay Insurance Inc. Guardian Risk Managers Ltd. K&K Canada Markel Northbridge Insurance Premier South Western Group Sports & Fitness Insurance Canada SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Day Nurseries Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Ecclesiastical Insurance Office Economical Insurance Markel Northbridge Insurance SUM Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Demolition Derby Approved Surety & Casualty CHES Special Risk Inc. South Western Group SUM Totten Insurance Group Unique Risks Ltd.

Direct Sales Agents Burns & Wilcox Canada SUM Victor Insurance (formerly ENCON Group Inc.)

Drones Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Intact Insurance Company Milnco Insurance Premier Trinity Underwriting Managers Unique Risks Ltd.

Employment Practices Liability Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Frank Cowan Company Intact Insurance Company Markel

canadianunderwriter.ca | 2020 Insurance Marketer

57

2020 l NATIONAL INSURANCE MARKETER Milnco Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Entertainment Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Echelon Insurance Intact Insurance Company Markel South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Environmental Contractors Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Liberty Mutual Canada Markel Milnco Insurance Premier South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Equestrian Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Echelon Insurance South Western Group

Equestrian, Group Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Echelon Insurance South Western Group

Equestrian, Schools Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Echelon Insurance South Western Group Trinity Underwriting Managers

58

Esthetics Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Echelon Insurance Economical Insurance Guardian Risk Managers Ltd. Markel Milnco Insurance Northbridge Insurance Premier South Western Group Sports & Fitness Insurance Canada SUM Totten Insurance Group Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Event Planners Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Economical Insurance GameDay Insurance Inc. Guardian Risk Managers Ltd. Markel Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Excess Liability Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. Frank Cowan Company Liberty Mutual Canada Markel Milnco Insurance Northbridge Insurance Premier South Western Group SSRU SUM

August/September 2020 | Canadian Underwriter

Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd.

Casualty Solutions for the Unwanted, Unloved or Misunderstood.

WWW.UNIQUERISKS.COM

Victor Insurance (formerly ENCON Group Inc.)

Explosives and Powderman Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services South Western Group SSRU SUM Totten Insurance Group Unique Risks Ltd.

Farm Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Economical Insurance Milnco Insurance Northbridge Insurance South Western Group SUM Totten Insurance Group Victor Insurance (formerly ENCON Group Inc.)

Feed Mills April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Economical Insurance Evolution Insurance Inc. Liberty Mutual Canada Markel Northbridge Insurance South Western Group SUM Totten Insurance Group Victor Insurance (formerly ENCON Group Inc.)

Festivals Approved Surety & Casualty Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. GameDay Insurance Inc. K&K Canada Markel Milnco Insurance

Northbridge Insurance South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Fireworks Display Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Markel South Western Group SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Fish Farms Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada South Western Group SUM Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Fitness Trainers Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services GameDay Insurance Inc. Guardian Risk Managers Ltd. K&K Canada Markel MedThree Insurance Group Milnco Insurance Premier South Western Group Sports & Fitness Insurance Canada SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Garage Dealers Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Intact Insurance Company Markel Milnco Insurance Northbridge Insurance Premier South Western Group SUM

CONTACT INFORMATION l pp. 80-81 Totten Insurance Group Victor Insurance (formerly ENCON Group Inc.)

Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Garbage Collection

Hoisting Engineers

Approved Surety & Casualty Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Markel Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. South Western Group SUM Totten Insurance Group Victor Insurance (formerly ENCON Group Inc.)

Golf Courses Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Echelon Insurance GameDay Insurance Inc. K&K Canada Markel Northbridge Insurance South Western Group SUM Victor Insurance (formerly ENCON Group Inc.)

Group Term Life Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc.

Hangar Keepers Approved Surety & Casualty Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. South Western Group SUM Totten Insurance Group

Health Clubs/Fitness Centres Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services GameDay Insurance Inc. K&K Canada Markel MedThree Insurance Group Milnco Insurance Northbridge Insurance Premier South Western Group Sports & Fitness Insurance Canada SUM Totten Insurance Group Trinity Underwriting Managers

Home Employed Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Intact Insurance Company Northbridge Insurance Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Hospital Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Frank Cowan Company MedThree Insurance Group South Western Group SUM Victor Insurance (formerly ENCON Group Inc.)

Host Liquor Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Milnco Insurance Premier South Western Group SUM Totten Insurance Group Unique Risks Ltd.

Industrial Electricians Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. Intact Insurance Company Markel Milnco Insurance

Northbridge Insurance Premier South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Intellectual Property Approved Surety & Casualty Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. South Western Group SUM Victor Insurance (formerly ENCON Group Inc.)

Internet Approved Surety & Casualty Burns & Wilcox Canada Cansure Guardian Risk Managers Ltd. Intact Insurance Company Markel Milnco Insurance South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Kennels Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Echelon Insurance Economical Insurance Guardian Risk Managers Ltd. Markel Northbridge Insurance South Western Group SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Landfill Transfer Stations Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Frank Cowan Company Markel Premier South Western Group SUM Totten Insurance Group

Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Laser Treatments Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Markel Milnco Insurance Premier South Western Group Sports & Fitness Insurance Canada SUM Totten Insurance Group Trinity Underwriting Managers

Liquor, Bars and Clubs Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Milnco Insurance South Western Group

Liquor, Retail Sales Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Guardian Risk Managers Ltd. Liberty Mutual Canada Markel Milnco Insurance Northbridge Insurance SUM Totten Insurance Group Unique Risks Ltd.

Log Home Builders Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Markel Northbridge Insurance South Western Group SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

canadianunderwriter.ca | 2020 Insurance Marketer

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2020 l NATIONAL INSURANCE MARKETER Logging Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. Liberty Mutual Canada Markel Northbridge Insurance South Western Group SSRU SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Long Term Healthcare Facilities Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Frank Cowan Company MedThree Insurance Group Northbridge Insurance Premier South Western Group SSRU SUM Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Manufacturing, Hazardous Materials Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Liberty Mutual Canada Markel South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Marine Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Eagle Underwriting Group Inc. Intact Insurance Company Liberty Mutual Canada Northbridge Insurance

60

Premier South Western Group SUM Victor Insurance (formerly ENCON Group Inc.)

Martial Arts Studio Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services GameDay Insurance Inc. K&K Canada Markel Northbridge Insurance Premier South Western Group Sports & Fitness Insurance Canada SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Massage Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Echelon Insurance Markel MedThree Insurance Group Milnco Insurance Northbridge Insurance Premier South Western Group Sports & Fitness Insurance Canada SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Mining Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. South Western Group SSRU SUM Totten Insurance Group Victor Insurance (formerly ENCON Group Inc.)

August/September 2020 | Canadian Underwriter

Motor Truck Cargo Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Eagle Underwriting Group Inc. Economical Insurance Intact Insurance Company Markel Northbridge Insurance South Western Group SUM Totten Insurance Group

Motorsports Burns & Wilcox Canada K&K Canada Unique Risks Ltd.

Municipality Approved Surety & Casualty Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Frank Cowan Company Markel South Western Group SSRU SUM

Municipality, Small Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Frank Cowan Company Markel South Western Group SSRU SUM Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Music Promoters Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Echelon Insurance K&K Canada Markel Milnco Insurance South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Nail Salons Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc.

Chutter Underwriting Services Echelon Insurance Economical Insurance Guardian Risk Managers Ltd. Markel Milnco Insurance Northbridge Insurance Premier South Western Group Sports & Fitness Insurance Canada SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Outfitters and Guides Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Echelon Insurance GameDay Insurance Inc. Guardian Risk Managers Ltd. K&K Canada Markel Northbridge Insurance South Western Group SUM Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Owner Occupied Dwellings Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Echelon Insurance Economical Insurance Intact Insurance Company Milnco Insurance Premier South Western Group SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Oxygen Bars Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Markel MedThree Insurance Group Premier South Western Group Sports & Fitness Insurance Canada

CONTACT INFORMATION l pp. 80-81 SUM Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Permanent Make-Up April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Premier South Western Group Sports & Fitness Insurance Canada SUM Trinity Underwriting Managers

Personal Training Studios Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance GameDay Insurance Inc. Guardian Risk Managers Ltd. K&K Canada Markel Milnco Insurance Northbridge Insurance Premier South Western Group Sports & Fitness Insurance Canada SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Producer/Distributor Entertainment) Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Markel South Western Group SUM Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Product Run-off Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. South Western Group SSRU SUM Victor Insurance (formerly ENCON Group Inc.)

Protective Services Approved Surety & Casualty Burns & Wilcox Canada

Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Guardian Risk Managers Ltd. Markel Premier South Western Group SUM Totten Insurance Group

Racing Events Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. K&K Canada Markel South Western Group SUM Unique Risks Ltd.

Radio and Television Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Intact Insurance Company Markel Milnco Insurance South Western Group SUM Victor Insurance (formerly ENCON Group Inc.)

Railways and Rail Operations Approved Surety & Casualty Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Eagle Underwriting Group Inc. Evolution Insurance Inc. Liberty Mutual Canada Milnco Insurance South Western Group SUM Victor Insurance (formerly ENCON Group Inc.)

Recycling Centres Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Markel Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Recylers Burns & Wilcox Canada Chutter Underwriting Services Premier Unique Risks Ltd.

Victor Insurance (formerly ENCON Group Inc.)

Riding Academies/Stables Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Echelon Insurance South Western Group SUM Totten Insurance Group

Rodeos Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. South Western Group SUM Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Scrap/Wrecking Yards Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Markel Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Seasonal Risks (Ski Lifts, Water Slides, Skating, etc.)

Approved Surety & Casualty Burns & Wilcox Canada Cansure CHES Special Risk Inc. Echelon Insurance GameDay Insurance Inc. K&K Canada Markel South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd.

Ship Repair Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Eagle Underwriting Group Inc. Northbridge Insurance Premier South Western Group SUM Victor Insurance (formerly ENCON Group Inc.)

Short Term Events (Sporting Events, Trade Shows) Approved Surety & Casualty

Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Echelon Insurance GameDay Insurance Inc. K&K Canada Markel Premier South Western Group Sports & Fitness Insurance Canada SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Small Commercial Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Echelon Insurance Economical Insurance Evolution Insurance Inc. Guardian Risk Managers Ltd. Intact Insurance Company Markel Milnco Insurance Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Spas Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Guardian Risk Managers Ltd. Markel MedThree Insurance Group Milnco Insurance Northbridge Insurance Premier South Western Group Sports & Fitness Insurance Canada SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd.

Special Events Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services

canadianunderwriter.ca | 2020 Insurance Marketer

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2020 l NATIONAL INSURANCE MARKETER Burns & Wilcox Canada Cansure CHES Special Risk Inc. GameDay Insurance Inc. K&K Canada Markel Premier South Western Group Sports & Fitness Insurance Canada SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Spectator Liability Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. K&K Canada Markel South Western Group SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Sports Facilities and Arenas Burns & Wilcox Canada GameDay Insurance Inc. K&K Canada Markel SUM Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Stand Alone Cyber Liability Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. Liberty Mutual Canada Markel MedThree Insurance Group Milnco Insurance Northbridge Insurance Premier SUM Totten Insurance Group Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Suntanning Salons Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Markel MedThree Insurance Group Premier South Western Group

62

Sports & Fitness Insurance Canada SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd.

Tattoo and Body Piercing April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Markel MedThree Insurance Group Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Managers

Tenant User Programs Burns & Wilcox Canada GameDay Insurance Inc. K&K Canada SUM Totten Insurance Group

Terrorism Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Markel South Western Group Totten Insurance Group

Theatre Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Ecclesiastical Insurance Office Intact Insurance Company K&K Canada Markel South Western Group SUM Trinity Underwriting Managers Unique Risks Ltd.

Truckmen’s Liability Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Eagle Underwriting Group Inc. Economical Insurance Milnco Insurance Northbridge Insurance South Western Group SUM Totten Insurance Group Victor Insurance (formerly ENCON Group Inc.)

U.S. Sales Approved Surety & Casualty April Canada Inc.

August/September 2020 | Canadian Underwriter

Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada Markel Milnco Insurance Northbridge Insurance South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Water Theme Parks

Unions

Aurora Underwriting Services Burns & Wilcox Canada Trinity Underwriting Managers

Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Markel SUM Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Veterinarians Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Echelon Insurance Economical Insurance Guardian Risk Managers Ltd. MedThree Insurance Group Northbridge Insurance South Western Group SUM Totten Insurance Group Victor Insurance (formerly ENCON Group Inc.)

War Risk Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. South Western Group

Warehousemans’ Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Eagle Underwriting Group Inc. Economical Insurance Markel Milnco Insurance Northbridge Insurance South Western Group SUM Totten Insurance Group

Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. K&K Canada Markel South Western Group SUM Totten Insurance Group Unique Risks Ltd.

Wave Pools Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. K&K Canada Markel South Western Group SUM Trinity Underwriting Managers Unique Risks Ltd.

Wedding

Welding Contractors Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services

Economical Insurance Evolution Insurance Inc. Guardian Risk Managers Ltd. Markel Milnco Insurance Northbridge Insurance South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Wellness Clinics April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Chutter Underwriting Services Markel Milnco Insurance Premier

spotlight | non-standard property

iStock.com/Pgiam

Questions you should ask to determine whether a property falls into the standard or non-standard category

W

ith the widespread closures arising from the ongoing pandemic, some categories of businesses are moving from the standard to the non-standard class of property insurance.

“Hard market conditions were here prior to the pandemic,” Glenn Minnis, director of specialty solutions at Intact Insurance, observes. “We will see these hard market conditions continue in property even as things re-open. So that could push some property risks into the non-standard category — for example, a business where there is concern about bankruptcy.”

Several questions help to determine whether a property falls into the standard or non-standard category. One is whether the type of occupancy has a relatively high risk of fire. Examples include sites where painting or woodworking takes place or where combustible materials are stored.

Bars and nightclubs also fall into the non-standard category because there

is concern over fire risk. “Vacant properties are non-standard because of the higher risk of arson and vandalism,” Minnis says.

There is also the moral hazard, which is the potential of someone burning down a vacant residential or commercial property to collect the insurance.

So how can a broker determine whether or not a specific property is non-standard?

A broker could ask the client for details about the structure or occupancy — for example, the age and heritage status of the building, Minnis said.

In addition to fully understanding the operations, brokers should also ask clients: • Whether the buildings are made of unprotected wood frame construction.

• Whether the property is partially occupied or unoccupied.

• If only partially occupied, what percentage is occupied? What is the nature of the occupancy?

“Brokers should also ask about claims history and what steps are taken to prevent similar occurrences,” Minnis says.

“If the insured has not taken appropriate steps to remedy those situations, then the standard market is likely to reject those applicants.”

In the case of a residential property application, Intact would want to know if any online networks, such as Airbnb, are used to rent out that dwelling on a short-term basis.

As for condominiums, that class is not in itself non-standard, but the condo class is going through a correction.

In some cases, non-standard terms and conditions and pricing could apply to individual condominium complexes.

“In the condo class, standard markets tend to shy away from some of the recently-constructed buildings.

“There are individual condo complexes where the issues are more pronounced. It could be due to poor construction or a history of water loss or insufficient maintenance.” canadianunderwriter.ca | 2020 Insurance Marketer

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2020 l NATIONAL INSURANCE MARKETER Sports & Fitness Insurance Canada SUM Trinity Underwriting Managers Unique Risks Ltd.

Workers’ Compensation Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada South Western Group

Wrap Up Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance Premier South Western Group SSRU SUM Totten Insurance Group Victor Insurance (formerly ENCON Group Inc.)

Youth Camps Burns & Wilcox Canada GameDay Insurance Inc. K&K Canada Markel SUM Trinity Underwriting Managers Unique Risks Ltd.

Totten Insurance Group

Kidnap and Ransom

Bars, Sportsbars, Pubs, Lounges

Critical Illness

Aurora Underwriting Services Burns & Wilcox Canada Sutton Special Risk Totten Insurance Group

April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Milnco Insurance South Western Group Totten Insurance Group

Burns & Wilcox Canada CHES Special Risk Inc. Frank Cowan Company Sutton Special Risk Victor Insurance (formerly ENCON Group Inc.)

Dental Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk Victor Insurance (formerly ENCON Group Inc.)

Direct Marketing Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk

Disability Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk Victor Insurance (formerly ENCON Group Inc.)

Errors and Omissions Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Intact Insurance Company MedThree Insurance Group SUM Totten Insurance Group Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Legal Benefits Burns & Wilcox Canada CHES Special Risk Inc. DAS Legal Protection Inc.

Liability Burns & Wilcox Canada CHES Special Risk Inc. Milnco Insurance Totten Insurance Group Victor Insurance (formerly ENCON Group Inc.)

Life Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk Victor Insurance (formerly ENCON Group Inc.)

Living Benefits Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk

Multinational Benefits Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk

Personal Excess Liability Burns & Wilcox Canada CHES Special Risk Inc. Economical Insurance Totten Insurance Group

Private School Tuition Fee

Expatriate

Burns & Wilcox Canada

Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk

Stop Loss (Health Benefits)

General Contractors

Travel Insurance

Burns & Wilcox Canada CHES Special Risk Inc. Frank Cowan Company Sutton Special Risk Victor Insurance (formerly ENCON Group Inc.)

Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. Milnco Insurance Victor Insurance (formerly ENCON Group Inc.)

Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk Victor Insurance (formerly ENCON Group Inc.)

Automobile

Group Creditor

Economical Insurance

Burns & Wilcox Canada Echelon Insurance

Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk Victor Insurance (formerly ENCON Group Inc.)

GROUP Accident Death and Dismemberment

Business Travel Accident Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk

Commercial Burns & Wilcox Canada CHES Special Risk Inc. Economical Insurance Evolution Insurance Inc. Intact Insurance Company Milnco Insurance Northbridge Insurance SSRU

64

Health Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk Victor Insurance (formerly ENCON Group Inc.)

Burns & Wilcox Canada CHES Special Risk Inc.

Visitors to Canada Medical

Workers Compensation Replacement Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk

Homeowners Burns & Wilcox Canada CHES Special Risk Inc. Economical Insurance Milnco Insurance Totten Insurance Group

August/September 2020 | Canadian Underwriter

Bed and Breakfasts Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Guardian Risk Managers Ltd. Intact Insurance Company Milnco Insurance Northbridge Insurance Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Driving Ranges April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. K&K Canada SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Errors and Omissions Burns & Wilcox Canada Cansure CHES Special Risk Inc. SUM Trisura Guarantee Insurance

Family Restaurants April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Guardian Risk Managers Ltd. Intact Insurance Company Milnco Insurance Northbridge Insurance South Western Group SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Fine Dining Restaurants HOSPITALITY Adult Entertainment, Nightclubs Burns & Wilcox Canada South Western Group

April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc.

CONTACT INFORMATION l pp. 80-81 Chutter Underwriting Services Economical Insurance Guardian Risk Managers Ltd. Intact Insurance Company Milnco Insurance Northbridge Insurance South Western Group SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Food Borne Illness Burns & Wilcox Canada CHES Special Risk Inc. SUM Totten Insurance Group

Golf Courses April Canada Inc. Burns & Wilcox Canada Chutter Underwriting Services Guardian Risk Managers Ltd. K&K Canada Northbridge Insurance SUM Victor Insurance (formerly ENCON Group Inc.)

Homestays Burns & Wilcox Canada Cansure CHES Special Risk Inc. Victor Insurance (formerly ENCON Group Inc.)

Hotel/Motel Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Echelon Insurance Guardian Risk Managers Ltd. Intact Insurance Company Milnco Insurance Northbridge Insurance South Western Group SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Legal Expense April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. DAS Legal Protection Inc. Milnco Insurance South Western Group Totten Insurance Group

Lodges, Fishing Camps Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc.

Chutter Underwriting Services Guardian Risk Managers Ltd. Intact Insurance Company K&K Canada Northbridge Insurance SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Resorts Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Guardian Risk Managers Ltd. K&K Canada Milnco Insurance Northbridge Insurance SUM Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Rooming and Boarding Houses Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Intact Insurance Company SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Royal Canadian Legions Burns & Wilcox Canada Cansure Chutter Underwriting Services

Substandard Risk Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Guardian Risk Managers Ltd. Intact Insurance Company Milnco Insurance South Western Group Totten Insurance Group

HOSPITALS Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Frank Cowan Company MedThree Insurance Group SUM Unique Risks Ltd.

INDIVIDUAL HEALTH Burns & Wilcox Canada CHES Special Risk Inc. MedThree Insurance Group Sutton Special Risk

INTERNET Access Providers Burns & Wilcox Canada Cansure CHES Special Risk Inc. Intact Insurance Company South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Application Developers Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Intact Insurance Company Liberty Mutual Canada Northbridge Insurance South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

Totten Insurance Group Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Online Rating Site Burns & Wilcox Canada CHES Special Risk Inc. Intact Insurance Company SUM Trinity Underwriting Managers

Web Design April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Intact Insurance Company Milnco Insurance Northbridge Insurance South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Victor Insurance (formerly ENCON Group Inc.)

JACKPOT COVERAGE

Broadcasters/Podcasters April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Intact Insurance Company Milnco Insurance South Western Group SUM Trinity Underwriting Managers

Bingo Approved Surety & Casualty Burns & Wilcox Canada Cansure CHES Special Risk Inc. Echelon Insurance South Western Group Tokio Marine HCC

Cyber Risks

Direct Mail Solicitation

April Canada Inc. Aurora Underwriting Services

Approved Surety & Casualty Burns & Wilcox Canada South Western Group Tokio Marine HCC

Hole In One

Auroraunderwriting.com

Burns & Wilcox Canada Cansure Echelon Insurance Intact Insurance Company South Western Group Tokio Marine HCC

Lottery Burns & Wilcox Canada Cansure CHES Special Risk Inc. Evolution Insurance Inc. Frank Cowan Company HSB BI&I Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group SUM

Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. South Western Group Tokio Marine HCC

Scratch Cards Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. South Western Group Tokio Marine HCC

canadianunderwriter.ca | 2020 Insurance Marketer

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2020 l NATIONAL INSURANCE MARKETER Slots

Contingent Asset Indemnity

Agricultural Product

Contractor’s Equipment

Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. South Western Group Tokio Marine HCC

Burns & Wilcox Canada CHES Special Risk Inc.

Sports Book

Defendant’s Commercial Litigation Indemnity

April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Liberty Mutual Canada Northbridge Insurance South Western Group SSRU SUM Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. HSB BI&I Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. South Western Group Tokio Marine HCC

Video Poker Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. South Western Group Tokio Marine HCC

KENNELS Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. SUM Totten Insurance Group Unique Risks Ltd.

KIDNAP, RANSOM AND EXTORTION Approved Surety & Casualty Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada Milnco Insurance South Western Group Sutton Special Risk Tokio Marine HCC Totten Insurance Group Trisura Guarantee Insurance

Contingent Liabilities Indemnity Burns & Wilcox Canada CHES Special Risk Inc.

Burns & Wilcox Canada CHES Special Risk Inc.

Judicial Delay Burns & Wilcox Canada CHES Special Risk Inc.

Opponent’s Cost Indemnity Burns & Wilcox Canada CHES Special Risk Inc.

Plantiff’s Costs Indemnity Burns & Wilcox Canada CHES Special Risk Inc.

Trial Disruption Indemnity Burns & Wilcox Canada CHES Special Risk Inc.

MAIL INSURANCE Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Trisura Guarantee Insurance

MANUFACTURING AND RESOURCES (Except Oil and Gas)

LITIGATION INSURANCE After The Event Legal Expense Burns & Wilcox Canada DAS Legal Protection Inc.

66

Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Liberty Mutual Canada SSRU SUM Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Biotechnology April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. SUM Trinity Underwriting Managers

Chemicals, High Hazard Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. SSRU SUM Totten Insurance Group Trinity Underwriting Managers

LEGAL EXPENSE INSURANCE Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. DAS Legal Protection Inc. Echelon Insurance Frank Cowan Company Milnco Insurance South Western Group Totten Insurance Group Trinity Underwriting Managers

Amusement Equipment

Clothing Agricultural Equipment April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. HSB BI&I Liberty Mutual Canada Milnco Insurance Northbridge Insurance SSRU SUM Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

August/September 2020 | Canadian Underwriter

April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. Guardian Risk Managers Ltd. HSB BI&I Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group SSRU SUM Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Drugs, Pharmaceuticals, Perfumes, Cosmetics Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Premier SUM Totten Insurance Group Trinity Underwriting Managers

Excess Liability April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Explosives Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd.

Feed Mills April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Economical Insurance Evolution Insurance Inc.

CONTACT INFORMATION l pp. 80-81 HSB BI&I Liberty Mutual Canada Northbridge Insurance SSRU SUM Victor Insurance (formerly ENCON Group Inc.)

Fireworks Burns & Wilcox Canada CHES Special Risk Inc. SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Food Processing April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. Guardian Risk Managers Ltd. HSB BI&I Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Garment Contractors April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Guardian Risk Managers Ltd. Liberty Mutual Canada Milnco Insurance South Western Group SUM Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Highly Protected Manufacturing Risks Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Guardian Risk Managers Ltd. HSB BI&I

Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance SSRU SUM Totten Insurance Group Trinity Underwriting Managers Victor Insurance (formerly ENCON Group Inc.)

Light Industry April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Echelon Insurance Economical Insurance Evolution Insurance Inc. Guardian Risk Managers Ltd. HSB BI&I Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Logging Operations (and Brush Clearing Equipment) April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Liberty Mutual Canada Northbridge Insurance South Western Group SSRU SUM Totten Insurance Group Unique Risks Ltd.

Machine Shops Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. Guardian Risk Managers Ltd. HSB BI&I Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance SSRU SUM Totten Insurance Group

Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Machinery April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. Guardian Risk Managers Ltd. HSB BI&I Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Manufacturers’ Output Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. Liberty Mutual Canada SSRU SUM Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Medical Products April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd.

Metal Products (Auto Parts) Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. HSB BI&I Liberty Mutual Canada Northbridge Insurance South Western Group SSRU SUM Trinity Underwriting Managers Unique Risks Ltd.

Victor Insurance (formerly ENCON Group Inc.)

Metal Products (Excluding Aircraft and Auto Parts) April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. Guardian Risk Managers Ltd. Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Mining Operations Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Liberty Mutual Canada Northbridge Insurance SSRU SUM Totten Insurance Group

Paper Products April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. Guardian Risk Managers Ltd. HSB BI&I Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Plastics, Synthetic Resins and Fibres April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Guardian Risk Managers Ltd.

canadianunderwriter.ca | 2020 Insurance Marketer

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2020 l NATIONAL INSURANCE MARKETER Liberty Mutual Canada Northbridge Insurance South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Portable Sawmills Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services SSRU SUM Unique Risks Ltd.

Printing Operations April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. Guardian Risk Managers Ltd. HSB BI&I Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance SSRU SUM Totten Insurance Group

Product Contamination (Malicious) April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Economical Insurance Evolution Insurance Inc. Liberty Mutual Canada South Western Group SUM

Product Recall April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Economical Insurance Liberty Mutual Canada South Western Group SUM Totten Insurance Group Trinity Underwriting Managers

Rubber Recycling and Remanufacture April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc.

68

South Western Group SSRU SUM Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Statutory Defence and Reimbursement Program

Safety Equipment

Toys

April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Liberty Mutual Canada SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Burns & Wilcox Canada CHES Special Risk Inc. Evolution Insurance Inc. Liberty Mutual Canada SSRU SUM Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Sawmills Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services HSB BI&I Liberty Mutual Canada Northbridge Insurance SSRU SUM Totten Insurance Group Unique Risks Ltd.

Software/Hardware April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Guardian Risk Managers Ltd. Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group SUM Totten Insurance Group Trinity Underwriting Managers

Sporting Goods Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. Liberty Mutual Canada Premier SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

August/September 2020 | Canadian Underwriter

April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. SUM

Woodworking Shops April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. HSB BI&I Liberty Mutual Canada Northbridge Insurance South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd.

MARINE Antique Craft Burns & Wilcox Canada SUM

Boat Rental April Canada Inc. Burns & Wilcox Canada Northbridge Insurance Premier

Boat and Boat Supply Dealers April Canada Inc. Burns & Wilcox Canada Intact Insurance Company Northbridge Insurance Premier South Western Group Unique Risks Ltd.

Builders Risk Approved Surety & Casualty Burns & Wilcox Canada Cansure Intact Insurance Company Liberty Mutual Canada Northbridge Insurance Premier South Western Group SUM

Cargo, Coastal April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Liberty Mutual Canada Northbridge Insurance South Western Group SUM

Cargo, Contingent Insurance April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Liberty Mutual Canada Northbridge Insurance South Western Group SUM

Cargo, Ocean April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Intact Insurance Company Liberty Mutual Canada Northbridge Insurance Premier South Western Group SUM

Charter Risks Burns & Wilcox Canada Intact Insurance Company Liberty Mutual Canada Northbridge Insurance South Western Group SUM

Crew Personal AD&D Burns & Wilcox Canada Sutton Special Risk

Ferries April Canada Inc. Burns & Wilcox Canada Liberty Mutual Canada Northbridge Insurance South Western Group SUM

Fishing Vessels April Canada Inc. Burns & Wilcox Canada Liberty Mutual Canada Northbridge Insurance Premier SUM

Florida Coverage Burns & Wilcox Canada

High Performance/Cigarette Boats Burns & Wilcox Canada Premier

High Value Yachts April Canada Inc. Burns & Wilcox Canada Intact Insurance Company Premier South Western Group SUM

CONTACT INFORMATION l pp. 80-81 House Boats April Canada Inc. Burns & Wilcox Canada Northbridge Insurance Premier

Hull and Machinery April Canada Inc. Burns & Wilcox Canada Intact Insurance Company Liberty Mutual Canada Northbridge Insurance Premier South Western Group SUM

Burns & Wilcox Canada Intact Insurance Company Liberty Mutual Canada Northbridge Insurance Premier South Western Group SUM

Yacht Clubs

Stock Through Put

MISCELLANEOUS ARTICLES

Burns & Wilcox Canada Cansure Liberty Mutual Canada Northbridge Insurance South Western Group SUM

Inland Waterway Vessels

Terminal Operators

April Canada Inc. Burns & Wilcox Canada Intact Insurance Company Liberty Mutual Canada

April Canada Inc. Burns & Wilcox Canada Intact Insurance Company Liberty Mutual Canada Northbridge Insurance SUM

Jet Ski April Canada Inc. Echelon Insurance Northbridge Insurance Premier

Marinas April Canada Inc. Burns & Wilcox Canada Cansure Intact Insurance Company Northbridge Insurance Premier South Western Group SUM

Motor Truck Cargo L.L. April Canada Inc. Burns & Wilcox Canada South Western Group SUM

Ocean Marine

Tour Boats April Canada Inc. Burns & Wilcox Canada Intact Insurance Company Liberty Mutual Canada Northbridge Insurance Premier South Western Group Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Intact Insurance Company Liberty Mutual Canada Northbridge Insurance Premier South Western Group SUM

U.S. Sales

Offshore Drilling

Burns & Wilcox Canada Sutton Special Risk

Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Intact Insurance Company Northbridge Insurance South Western Group

Pleasure Craft

Wharf and Waterfront Property

April Canada Inc. Burns & Wilcox Canada Echelon Insurance Economical Insurance Intact Insurance Company Premier South Western Group

Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Northbridge Insurance South Western Group SUM

Ship Repairers Legal Liability

Burns & Wilcox Canada Premier SUM

Passenger Personal AD&D

Approved Surety & Casualty April Canada Inc.

Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Milnco Insurance Northbridge Insurance SUM Trinity Underwriting Managers

MUNICIPAL SCHEDULES Burns & Wilcox Canada Cansure Chutter Underwriting Services Frank Cowan Company SSRU SUM

MUNICIPALITIES

Tugs, Barges

April Canada Inc. Burns & Wilcox Canada Intact Insurance Company Liberty Mutual Canada Northbridge Insurance South Western Group SUM Burns & Wilcox Canada South Western Group

April Canada Inc. Burns & Wilcox Canada Intact Insurance Company Northbridge Insurance Premier

Approved Surety & Casualty Burns & Wilcox Canada Liberty Mutual Canada South Western Group SUM

Water Transport Services

Wooden Boats

Built with integrity, leading through innovation.

1-800-265-4000 frankcowan.com

OIL AND GAS Above and Below Ground Storage Burns & Wilcox Canada Cansure CHES Special Risk Inc. HSB BI&I Liberty Mutual Canada South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Manager Victor Insurance (formerly ENCON Group Inc.)

Business Interruption Aurora Underwriting Service Burns & Wilcox Canada CHES Special Risk Inc. HSB BI&I Liberty Mutual Canada South Western Group SSRU Trinity Underwriting Manager

Drilling Equipment April Canada Inc. Aurora Underwriting Service Burns & Wilcox Canada Cansure CHES Special Risk Inc. HSB BI&I Liberty Mutual Canada South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Manager

Environmental Damage Liability

Burns & Wilcox Canada Cansure Chutter Underwriting Services Frank Cowan Company HSB BI&I SSRU SUM Unique Risks Ltd.

MUSEUMS

April Canada Inc. Aurora Underwriting Service Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Manager

Excess Liability

Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Ecclesiastical Insurance Office South Western Group SUM Unique Risks Ltd.

MUSICAL INSTRUMENTS Burns & Wilcox Canada Trinity Underwriting Managers

April Canada Inc. Aurora Underwriting Service Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Intact Insurance Company Liberty Mutual Canada South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Manager Unique Risks Ltd.

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2020 l NATIONAL INSURANCE MARKETER Facturing

Refineries, Property and Liability

Burns & Wilcox Canada CHES Special Risk Inc. Economical Insurance HSB BI&I SSRU Trinity Underwriting Manager

Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada South Western Group SSRU Trinity Underwriting Manager

Gas Plants

Seismic

CHES Special Risk Inc. Liberty Mutual Canada Northbridge Insurance SSRU Trinity Underwriting Manager

Burns & Wilcox Canada CHES Special Risk Inc. Intact Insurance Company Northbridge Insurance South Western Group SSRU Trinity Underwriting Manager

Offshore Drilling Burns & Wilcox Canada CHES Special Risk Inc. South Western Group Trinity Underwriting Manager

Oilfield Welding April Canada Inc. Aurora Underwriting Service Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Intact Insurance Company Liberty Mutual Canada Milnco Insurance SSRU SUM Trinity Underwriting Manager Unique Risks Ltd.

Onshore Oil Well Drilling Burns & Wilcox Canada Cansure CHES Special Risk Inc. HSB BI&I Liberty Mutual Canada Northbridge Insurance South Western Group SSRU SUM Trinity Underwriting Manager

Petroleum, Natural Gas, Well Lease Property Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada South Western Group SSRU Trinity Underwriting Manager

Pollution Aurora Underwriting Service Burns & Wilcox Canada Cansure CHES Special Risk Inc. Liberty Mutual Canada South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Manager Victor Insurance (formerly ENCON Group Inc.)

70

Service Contractors Approved Surety & Casualty April Canada Inc. Aurora Underwriting Service Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance HSB BI&I Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Manager

Liberty Mutual Canada Northbridge Insurance South Western Group SSRU SUM Trinity Underwriting Manager

Well Blow Out (Cost Of Control) CHES Special Risk Inc. South Western Group Trinity Underwriting Manager

Wind Farms

Foreign Property/GL and DIC Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada SSRU

Foreign Voluntary Workers Compensation Burns & Wilcox Canada CHES Special Risk Inc.

Global Master Controlled Programs

Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services HSB BI&I Liberty Mutual Canada South Western Group SSRU SUM Unique Risks Ltd.

Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada

Wireline Logging

Liability

Aurora Underwriting Service Cansure CHES Special Risk Inc. Intact Insurance Company Northbridge Insurance South Western Group SSRU Trinity Underwriting Manager

Incidental Exposures Burns & Wilcox Canada CHES Special Risk Inc.

International Employee Benefits Burns & Wilcox Canada Sutton Special Risk

Site Preparation

Bid Bonds

Aurora Underwriting Service Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Liberty Mutual Canada South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Manager Unique Risks Ltd.

Aurora Underwriting Service Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance HSB BI&I Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group SSRU SUM Trinity Underwriting Manager

Approved Surety & Casualty

Marine Cargo

Boiler and Machinery

Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada South Western Group SUM Totten Insurance Group

Storage Risks Aurora Underwriting Service Burns & Wilcox Canada Cansure CHES Special Risk Inc. HSB BI&I Liberty Mutual Canada South Western Group SSRU SUM Trinity Underwriting Manager

U.S. Risks Burns & Wilcox Canada Cansure CHES Special Risk Inc. Intact Insurance Company

August/September 2020 | Canadian Underwriter

OVERSEAS EXPOSURES

Burns & Wilcox Canada CHES Special Risk Inc.

Defense Base Act Liability Burns & Wilcox Canada CHES Special Risk Inc.

Disability Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk

Errors and Omissions Burns & Wilcox Canada Cansure CHES Special Risk Inc. Trinity Underwriting Manager

Excess Liability Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Liberty Mutual Canada SSRU SUM Totten Insurance Group Trinity Underwriting Manager Unique Risks Ltd.

Financial Guarantee Approved Surety & Casualty

Medical Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk

Oil and Gas Consultants Aurora Underwriting Service Burns & Wilcox Canada Cansure CHES Special Risk Inc. South Western Group Trinity Underwriting Manager

Performance Bonds Approved Surety & Casualty

Property Burns & Wilcox Canada CHES Special Risk Inc. South Western Group Totten Insurance Group

Surety Bonds Approved Surety & Casualty Burns & Wilcox Canada Liberty Mutual Canada

CONTACT INFORMATION l pp. 80-81 Terrorism

Burns & Wilcox Canada

Burns & Wilcox Canada CHES Special Risk Inc. South Western Group SUM Trinity Underwriting Manager Trisura Guarantee Insurance

U.S. Domiciled Risks

Advertising Agencies

Burns & Wilcox Canada Liberty Mutual Canada SSRU Sutton Special Risk

Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. South Western Group SUM Trinity Underwriting Manager Trisura Guarantee Insurance

Burns & Wilcox Canada Liberty Mutual Canada Sutton Special Risk

Trade Disruption

U.S. Products Liability Burns & Wilcox Canada Cansure Chutter Underwriting Services Liberty Mutual Canada South Western Group SSRU SUM Trinity Underwriting Manager

U.S. Workers Compensation Burns & Wilcox Canada Liberty Mutual Canada

Umbrella Liability

Book Publisher Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. South Western Group SUM Trinity Underwriting Manager Trisura Guarantee Insurance

Aurora Underwriting Service Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Liberty Mutual Canada South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Manager Unique Risks Ltd.

Broadcasters, Radio and Television

War

Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. South Western Group SUM Trinity Underwriting Manager Trisura Guarantee Insurance

Burns & Wilcox Canada Sutton Special Risk

War Risk, AD&D Burns & Wilcox Canada CHES Special Risk Inc. South Western Group Sutton Special Risk

War Risk, Term Life Burns & Wilcox Canada CHES Special Risk Inc. South Western Group Sutton Special Risk

World Wide Product Liability Aurora Underwriting Service Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada South Western Group SUM Totten Insurance Group Trinity Underwriting Manager

Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. South Western Group SUM Trinity Underwriting Manager Trisura Guarantee Insurance

Cablecasters

Internet Liability Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. South Western Group SUM Trinity Underwriting Manager Trisura Guarantee Insurance

Internet Service Provider

PERSONAL INJURY

Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. South Western Group SUM Trinity Underwriting Manager Trisura Guarantee Insurance

Advertisers

Libel, Slander

Approved Surety & Casualty April Canada Inc.

Approved Surety & Casualty April Canada Inc.

Burns & Wilcox Canada CHES Special Risk Inc. South Western Group SUM Trinity Underwriting Manager Trisura Guarantee Insurance

Magazine, Publishers Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. South Western Group SUM Trinity Underwriting Manager Trisura Guarantee Insurance

Media Holding Companies Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. South Western Group SUM Trinity Underwriting Manager Trisura Guarantee Insurance

Newspaper Carriers Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. South Western Group SUM Trinity Underwriting Manager Trisura Guarantee Insurance

Newspapers Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. South Western Group SUM Trinity Underwriting Manager Trisura Guarantee Insurance

Non-Profit Media Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. South Western Group SUM Trinity Underwriting Manager Trisura Guarantee Insurance

Producers Errors and Ommissions

Trisura Guarantee Insurance

Societies and Associations Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Frank Cowan Company South Western Group SUM Trinity Underwriting Manager Trisura Guarantee Insurance

POLITICAL RISK Burns & Wilcox Canada CHES Special Risk Inc. South Western Group Totten Insurance Group

POLLUTION Asbestos, Lead, Silica and Mould Remediation Approved Surety & Casualty Aurora Underwriting Service Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada South Western Group SUM Totten Insurance Group Trinity Underwriting Manager Victor Insurance (formerly ENCON Group Inc.)

Consultants Approved Surety & Casualty April Canada Inc. Aurora Underwriting Service Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Manager Victor Insurance (formerly ENCON Group Inc.)

Contractors

Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. South Western Group SUM Trinity Underwriting Manager

Radio, TV and Film Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. South Western Group SUM Trinity Underwriting Manager

Approved Surety & Casualty Aurora Underwriting Service Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Manager Victor Insurance (formerly ENCON Group Inc.)

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2020 l NATIONAL INSURANCE MARKETER Contractors, Remediation

Pesticide Liability

Approved Surety & Casualty Aurora Underwriting Service Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada South Western Group SUM Totten Insurance Group Trinity Underwriting Manager Victor Insurance (formerly ENCON Group Inc.)

Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada South Western Group SUM Totten Insurance Group Trinity Underwriting Manager

Environmental Approved Surety & Casualty Aurora Underwriting Service Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada Milnco Insurance Premier South Western Group SUM Totten Insurance Group Trinity Underwriting Manager Victor Insurance (formerly ENCON Group Inc.)

Excess April Canada Inc. Aurora Underwriting Service Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada SUM Trinity Underwriting Manager

Fixed Facilities Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada Premier South Western Group SUM Totten Insurance Group Victor Insurance (formerly ENCON Group Inc.)

Garbage Collection Approved Surety & Casualty Aurora Underwriting Service Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada Premier South Western Group SUM Totten Insurance Group

Landfill Transfer Stations Approved Surety & Casualty Aurora Underwriting Service Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada South Western Group SUM Totten Insurance Group Trinity Underwriting Manager

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Real Estate Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada South Western Group SUM Totten Insurance Group

Storage Tank Liability Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Victor Insurance (formerly ENCON Group Inc.)

Transportation Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada SUM

U.S. Risk Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada South Western Group SUM

PROPERTY 60 Amp Service April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Echelon Insurance Intact Insurance Company Premier South Western Group SUM

ATM Machines April Canada Inc. CHES Special Risk Inc. Milnco Insurance SUM

Builders Risk Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure

August/September 2020 | Canadian Underwriter

CHES Special Risk Inc. Chutter Underwriting Services Echelon Insurance Economical Insurance Evolution Insurance Inc. Frank Cowan Company Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance Premier South Western Group SSRU SUM Totten Insurance Group Victor Insurance (formerly ENCON Group Inc.)

Claims Frequency

Furriers Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc.

Golf Courses Approved Surety & Casualty Burns & Wilcox Canada Cansure Guardian Risk Managers Ltd. Milnco Insurance Northbridge Insurance South Western Group SUM

Greenhouses Approved Surety & Casualty Burns & Wilcox Canada Cansure

Approved Surety & Casualty Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Intact Insurance Company Milnco Insurance Premier South Western Group SUM Totten Insurance Group

Hard To Place Homeowners

Condo Rental Protection

Burns & Wilcox Canada CHES Special Risk Inc. Guardian Risk Managers Ltd. Northbridge Insurance Premier Totten Insurance Group

April Canada Inc. Burns & Wilcox Canada Intact Insurance Company

Contents in Storage Approved Surety & Casualty Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Guardian Risk Managers Ltd. Intact Insurance Company Liberty Mutual Canada Northbridge Insurance Premier South Western Group SUM Totten Insurance Group

Difference In Conditions Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada SUM

Excess Property Approved Surety & Casualty Burns & Wilcox Canada Cansure CHES Special Risk Inc. Intact Insurance Company Liberty Mutual Canada Northbridge Insurance South Western Group SSRU SUM Totten Insurance Group

April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Echelon Insurance Guardian Risk Managers Ltd. Intact Insurance Company Premier SUM Totten Insurance Group

High Net Worth Homeowners

High Valued Property Approved Surety & Casualty Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Guardian Risk Managers Ltd. Liberty Mutual Canada Milnco Insurance Northbridge Insurance Premier South Western Group SSRU Totten Insurance Group

Highly Protected Manufacturing Risks Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Guardian Risk Managers Ltd. Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group SSRU Totten Insurance Group Trisura Guarantee Insurance

spotlightt | transportation

iStock.com/vitpho

The pandemic has highlighted the gaps and pain points in the trucking sector

I

f anything has been learned from the COVID-19 pandemic, it’s just how essential the trucking industry is to everyone’s day-to-day lives.

Everything that people buy — from food to medical supplies to paper products — are all delivered via a truck, says Angelique Magi, vice president of specialty solutions, trucking and specialty auto, at Intact Insurance.

And if those trucks are not moving, that’s when you see empty shelves, she notes, adding that the pandemic has brought the importance of the trucking sector into greater focus. There’s a greater acknowledgment of the industry’s role in the supply chain.

And so, now is a good time to identify gaps in the trucking sector, Magi says.

When taking a look at the specific challenges of the industry, and taking into account the insurance implications, the biggest trend taking place is “really understanding how the operations of truck-

ing companies work and where their pain points are,” she says.

One major focus is on the operations of trucking companies. “How do they run their businesses? What kind of financial margins do they have? That matters right now,” Magi says, especially as lockdowns ease. Other questions centre around a company’s travel radius. “Are they travelling more in Canada or more in the United States? And how long are they in those particular areas?”

Diversification became a major topic during the economic recession. Trucking companies that had a more diverse customer base were able to weather the current situation a bit better, Magi says.

Those that were moving parts for automakers, for example, found that they were parking their trucks because production at plants were being shut down.

But those with a larger manufacturing customer base could pivot to other palletized freight, such as dry goods.

The introduction of electronic logging devices (ELDs) is also of great importance to the trucking industry. It’s already been mandated in the United States and Canada will follow in 2021.

ELDs monitor hours of service for truck drivers, and create opportunities for trucking companies to keep an eye on driver behaviour in addition to the use of telematic fleet monitoring systems.

“It’s going to do a lot to ensure you have a level playing field for trucking carriers,” Magi says. This will be a key risk management focus for insurers. ELDs will allow the carrier to better understand the presence of risk indicators, and to share that information to help reduce a client’s risk.

The trucking industry will also continue to feel the effects of a driver shortage. A 2018 Canadian Trucking Alliance study reported that the trucking industry would be short 34,000 drivers by 2024 as a result of tens of thousands of retirements due in the coming years. canadianunderwriter.ca | 2020 Insurance Marketer

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2019 l NATIONAL INSURANCE MARKETER Home Closing Delay Burns & Wilcox Canada

Homeowners with Boarders Burns & Wilcox Canada Cansure CHES Special Risk Inc. Guardian Risk Managers Ltd. Milnco Insurance Premier South Western Group SUM Totten Insurance Group

CHES Special Risk Inc. South Western Group SUM Totten Insurance Group

Network Breach Business Interruption and Crisis Management Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Frank Cowan Company

Independent Schools/Day Cares

Non-CSA Woodburners

Approved Surety & Casualty Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Ecclesiastical Insurance Office Northbridge Insurance South Western Group SSRU SUM Totten Insurance Group

Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. South Western Group

Jewellery

Approved Surety & Casualty Burns & Wilcox Canada Cansure CHES Special Risk Inc. Liberty Mutual Canada Northbridge Insurance South Western Group SSRU SUM Totten Insurance Group Trisura Guarantee Insurance

Approved Surety & Casualty Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. South Western Group Totten Insurance Group

Legal Expense Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. DAS Legal Protection Inc. Echelon Insurance Milnco Insurance South Western Group Totten Insurance Group

Mobile Homes (Non-Motorized) Burns & Wilcox Canada Cansure CHES Special Risk Inc. Guardian Risk Managers Ltd.

Nurseries Approved Surety & Casualty Burns & Wilcox Canada Cansure CHES Special Risk Inc. Northbridge Insurance

Primary or Excess Placements

Rental Property Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Echelon Insurance Economical Insurance Guardian Risk Managers Ltd. Intact Insurance Company Milnco Insurance Northbridge Insurance Premier South Western Group SUM Totten Insurance Group

Residential Stratas

Premier South Western Group SUM

April Canada Inc. Burns & Wilcox Canada Chutter Underwriting Services Intact Insurance Company Milnco Insurance Premier SUM

Mortgagee In Possession

Retail Flower Shops

Burns & Wilcox Canada Cansure

Approved Surety & Casualty April Canada Inc.

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August/September 2020 | Canadian Underwriter

Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Guardian Risk Managers Ltd. Intact Insurance Company Milnco Insurance Northbridge Insurance Premier

Sawmills Burns & Wilcox Canada SSRU

Short Term Rentals Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Echelon Insurance Guardian Risk Managers Ltd. Intact Insurance Company Milnco Insurance Premier Totten Insurance Group

Chutter Underwriting Services Guardian Risk Managers Ltd. Intact Insurance Company Premier South Western Group SUM Totten Insurance Group

Substandard Property Approved Surety & Casualty Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Guardian Risk Managers Ltd. Intact Insurance Company Milnco Insurance Premier South Western Group SUM Totten Insurance Group

Terrorism Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Frank Cowan Company Liberty Mutual Canada Totten Insurance Group

Silverware

Tire and Rim

Approved Surety & Casualty Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Guardian Risk Managers Ltd.

Burns & Wilcox Canada Chutter Underwriting Services SUM

Spec House for Sale Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Milnco Insurance Premier Totten Insurance Group

Stand Alone Seasonals

Unusual Buildings Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Intact Insurance Company South Western Group SSRU SUM Totten Insurance Group

Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Echelon Insurance Guardian Risk Managers Ltd. Milnco Insurance Premier South Western Group SUM Totten Insurance Group

Vacant House for Sale

Student Dwellings

Vacant and Idle Buildings

Approved Surety & Casualty April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc.

Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services

Approved Surety & Casualty April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Echelon Insurance Guardian Risk Managers Ltd. Intact Insurance Company Milnco Insurance Premier South Western Group SUM Totten Insurance Group

CONTACT INFORMATION l pp. 80-81 Guardian Risk Managers Ltd. Intact Insurance Company Milnco Insurance Premier South Western Group SUM Totten Insurance Group

Vending Machines Approved Surety & Casualty Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services SUM

Wedding Insurance Burns & Wilcox Canada

RAILWAY ROLLING STOCK April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Milnco Insurance South Western Group SUM

REAL PROPERTY Bridges and Tunnels Burns & Wilcox Canada Cansure CHES Special Risk Inc. Liberty Mutual Canada Northbridge Insurance South Western Group SSRU SUM Totten Insurance Group

Dams and Hydro Projects Burns & Wilcox Canada Cansure CHES Special Risk Inc. Liberty Mutual Canada Northbridge Insurance South Western Group SSRU SUM Totten Insurance Group

Excess Liability April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group SSRU SUM Totten Insurance Group

Excess Property Aurora Underwriting Services

Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada Northbridge Insurance SSRU SUM

Fibre Optics Cable Burns & Wilcox Canada CHES Special Risk Inc. Northbridge Insurance South Western Group SSRU Totten Insurance Group

Piers and Docks April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. South Western Group SSRU SUM

Pipelines Burns & Wilcox Canada Cansure CHES Special Risk Inc. Liberty Mutual Canada South Western Group SSRU

Power Generation Burns & Wilcox Canada Cansure CHES Special Risk Inc. HSB BI&I Liberty Mutual Canada Northbridge Insurance South Western Group SSRU SUM

Radio and Television Towers and Equipment Burns & Wilcox Canada CHES Special Risk Inc. South Western Group SSRU

South Western Group SSRU Totten Insurance Group

Trinity Underwriting Managers

Solar Power

RENEWABLE ENERGY Associated Liability Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services South Western Group SSRU SUM Trinity Underwriting Managers Unique Risks Ltd.

Biomass Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. HSB BI&I South Western Group SSRU SUM Trinity Underwriting Managers

Construction of Plants Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada Milnco Insurance SSRU SUM Trinity Underwriting Managers

Hydro Electric Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. HSB BI&I Liberty Mutual Canada South Western Group SSRU SUM Trinity Underwriting Managers

Burns & Wilcox Canada Cansure CHES Special Risk Inc. Liberty Mutual Canada Premier South Western Group SSRU SUM Totten Insurance Group

Toll Highways

Photo Voltaic

Burns & Wilcox Canada CHES Special Risk Inc. Northbridge Insurance South Western Group SSRU

U.S. Risks Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada

Wind Turbines Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Frank Cowan Company HSB BI&I Liberty Mutual Canada South Western Group SSRU SUM Unique Risks Ltd.

SALONS April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Echelon Insurance Economical Insurance Evolution Insurance Inc. Guardian Risk Managers Ltd. Milnco Insurance Premier South Western Group Sports & Fitness Insurance Canada Totten Insurance Group Trinity Underwriting Managers

Installation Risks Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group SSRU SUM Trinity Underwriting Managers Unique Risks Ltd.

Storage Tanks

Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Economical Insurance Frank Cowan Company HSB BI&I Liberty Mutual Canada South Western Group SSRU SUM Trinity Underwriting Managers

Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Economical Insurance HSB BI&I Liberty Mutual Canada South Western Group SSRU SUM

SCHOOLS Board of Education Liability Insurance Burns & Wilcox Canada Frank Cowan Company SUM

Out Of Country Emergency Medical Burns & Wilcox Canada CHES Special Risk Inc.

Student Accident Burns & Wilcox Canada CHES Special Risk Inc.

Tuition Expense Protection Burns & Wilcox Canada CHES Special Risk Inc. Frank Cowan Company Intact Insurance Company Northbridge Insurance

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2020 l NATIONAL INSURANCE MARKETER SPORTS AND ENTERTAINMENT

K&K Canada South Western Group SUM Tokio Marine HCC

WE KNOW SPECIALTY www.tmhcc.com/en-us

AD&D Only Burns & Wilcox Canada CHES Special Risk Inc. SUM Sutton Special Risk Tokio Marine HCC

Bands Burns & Wilcox Canada CHES Special Risk Inc. K&K Canada SUM Tokio Marine HCC Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Concerts, Theatre Burns & Wilcox Canada CHES Special Risk Inc. GameDay Insurance Inc. K&K Canada South Western Group SUM Tokio Marine HCC Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Contractual Bonus/Incentive Burns & Wilcox Canada CHES Special Risk Inc. Tokio Marine HCC Totten Insurance Group

Death and Disgrace Burns & Wilcox Canada CHES Special Risk Inc. South Western Group Tokio Marine HCC

Eco-Adventure/Tourism Burns & Wilcox Canada Cansure SUM Trinity Underwriting Managers Unique Risks Ltd.

Event Cancellation Burns & Wilcox Canada Cansure

76

Totten Insurance Group

Film and Entertainment Burns & Wilcox Canada CHES Special Risk Inc. Intact Insurance Company South Western Group SUM Tokio Marine HCC Unique Risks Ltd.

CHES Special Risk Inc. GameDay Insurance Inc. K&K Canada Sports & Fitness Insurance Canada Tokio Marine HCC Trinity Underwriting Managers Unique Risks Ltd.

Air Show

Pro Athletes Life and Disability

Bean Bag Toss

Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk Tokio Marine HCC

Burns & Wilcox Canada Echelon Insurance South Western Group Tokio Marine HCC

Retail Sales Promotion

Bowl

Burns & Wilcox Canada Cansure CHES Special Risk Inc. SUM Tokio Marine HCC Unique Risks Ltd.

Burns & Wilcox Canada South Western Group Tokio Marine HCC

Riding Instructors, Accident and Weekly Indemnity Burns & Wilcox Canada CHES Special Risk Inc.

Golf Courses

Sports Associations

Burns & Wilcox Canada CHES Special Risk Inc. GameDay Insurance Inc. K&K Canada South Western Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Burns & Wilcox Canada CHES Special Risk Inc.

Burns & Wilcox Canada CHES Special Risk Inc. GameDay Insurance Inc. K&K Canada Premier South Western Group Sports & Fitness Insurance Canada SUM Tokio Marine HCC Totten Insurance Group Trinity Underwriting Managers Trisura Guarantee Insurance Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Loss of Use Cover

Sports, Accident and Liability

Burns & Wilcox Canada CHES Special Risk Inc.

Burns & Wilcox Canada CHES Special Risk Inc. GameDay Insurance Inc. K&K Canada Premier South Western Group Sports & Fitness Insurance Canada SUM Tokio Marine HCC Trinity Underwriting Managers

Horse Track Racing Burns & Wilcox Canada SUM Unique Risks Ltd.

Jockey, Accident and Weekly Indemnity

Medical Malpractice April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. MedThree Insurance Group South Western Group SUM Trinity Underwriting Managers

Non Appearance Burns & Wilcox Canada CHES Special Risk Inc. K&K Canada South Western Group Tokio Marine HCC Totten Insurance Group

Travelling Athletes Burns & Wilcox Canada CHES Special Risk Inc. GameDay Insurance Inc. Sutton Special Risk Tokio Marine HCC

Occupational AD&D Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk Tokio Marine HCC

Player Participation Burns & Wilcox Canada

August/September 2020 | Canadian Underwriter

SPORTS PROMOTION 8 on the Break Burns & Wilcox Canada South Western Group Tokio Marine HCC

Tokio Marine HCC

Basketball Shoot Burns & Wilcox Canada CHES Special Risk Inc. Echelon Insurance South Western Group Tokio Marine HCC

Contractors Bonus Incentives Burns & Wilcox Canada CHES Special Risk Inc. South Western Group Tokio Marine HCC

Coupon Over-Redemption Burns & Wilcox Canada CHES Special Risk Inc. South Western Group Tokio Marine HCC

Excess Liability Burns & Wilcox Canada CHES Special Risk Inc. K&K Canada South Western Group Tokio Marine HCC

Fish Weight Burns & Wilcox Canada Echelon Insurance South Western Group Tokio Marine HCC

Football Field Goal Burns & Wilcox Canada Echelon Insurance South Western Group Tokio Marine HCC

Golf Courses Burns & Wilcox Canada Northbridge Insurance Tokio Marine HCC

Hockey Goal Burns & Wilcox Canada Echelon Insurance South Western Group Tokio Marine HCC

Hole In One Burns & Wilcox Canada Echelon Insurance Intact Insurance Company Premier Tokio Marine HCC

Lacrosse Target Burns & Wilcox Canada Echelon Insurance South Western Group Tokio Marine HCC

Lucky Key Pick Burns & Wilcox Canada

CONTACT INFORMATION l pp. 80-81 Echelon Insurance South Western Group Tokio Marine HCC

Number Match Burns & Wilcox Canada Echelon Insurance South Western Group Tokio Marine HCC

Paper Airplane Toss Burns & Wilcox Canada South Western Group Tokio Marine HCC

Prize Indemnity Burns & Wilcox Canada CHES Special Risk Inc. Echelon Insurance South Western Group Tokio Marine HCC

Excess Health Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk

Expatriate Term Life Including War Risk Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk

Health Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk

Kidnap and Ransom Aurora Underwriting Services Burns & Wilcox Canada Sutton Special Risk

Promotion Incentives

Out Of Country Emergency Medical

Burns & Wilcox Canada CHES Special Risk Inc. Echelon Insurance South Western Group Tokio Marine HCC

Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk Victor Insurance (formerly ENCON Group Inc.)

Radio Promo

Strikes, Riots and Civil Commotion

South Western Group Tokio Marine HCC

Skeet Perfect Game Burns & Wilcox Canada South Western Group Tokio Marine HCC

Tag Fish Burns & Wilcox Canada Echelon Insurance South Western Group Tokio Marine HCC

Weather Promos South Western Group Tokio Marine HCC

TERRORISM AND SABOTAGE Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. Frank Cowan Company Liberty Mutual Canada South Western Group Sutton Special Risk Tokio Marine HCC

TRAVEL

Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk

Student Medical Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk

Trip Cancellation Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk

Vacation Rental/Security Deposit Insurance Burns & Wilcox Canada CHES Special Risk Inc.

Visitors Medical Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk

TRIP TRANSIT Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Northbridge Insurance

Accident Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk

Baggage CHES Special Risk Inc. Sutton Special Risk

Business/Medical/Excess Medical Burns & Wilcox Canada CHES Special Risk Inc. Sutton Special Risk

UMBRELLA AND EXCESS LIABILITY April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Evolution Insurance Inc. K&K Canada

Liberty Mutual Canada Milnco Insurance Northbridge Insurance Premier South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

WARRANTY Appliance, Home Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Echelon Insurance Trisura Guarantee Insurance

Commercial Equipment Approved Surety & Casualty Burns & Wilcox Canada

Engines, Rebuilt UTILITIES

Burns & Wilcox Canada

Burns & Wilcox Canada Cansure CHES Special Risk Inc. HSB BI&I Liberty Mutual Canada Northbridge Insurance SSRU SUM

Extended Care For New and Used Auto Burns & Wilcox Canada CHES Special Risk Inc. Trisura Guarantee Insurance

Extended Product Approved Surety & Casualty Burns & Wilcox Canada Echelon Insurance Northbridge Insurance Trisura Guarantee Insurance

WAREHOUSING American Home

Limited Depreciation

Burns & Wilcox Canada CHES Special Risk Inc.

Approved Surety & Casualty Burns & Wilcox Canada Echelon Insurance Trisura Guarantee Insurance

Distilled Spirits Burns & Wilcox Canada CHES Special Risk Inc. SUM

Manufactured Home Warranty

Excess Liability April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Liberty Mutual Canada SSRU SUM Unique Risks Ltd.

General April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Guardian Risk Managers Ltd. Liberty Mutual Canada Milnco Insurance Northbridge Insurance SUM

Grain Elevators

Marine Craft Approved Surety & Casualty Burns & Wilcox Canada

New Buildings Approved Surety & Casualty Burns & Wilcox Canada

New Home Construction and Deposit Protection Approved Surety & Casualty Burns & Wilcox Canada Echelon Insurance Trisura Guarantee Insurance

Plumbing, Electrical Installations, Heating Approved Surety & Casualty Burns & Wilcox Canada Echelon Insurance

Recreation Vehicle Extended Warranties Approved Surety & Casualty Burns & Wilcox Canada Trisura Guarantee Insurance

April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada Northbridge Insurance SUM

Scratch and Dent CHES Special Risk Inc.

Used Auto

Stand Alone Personal Lines Burns & Wilcox Canada Cansure CHES Special Risk Inc.

Approved Surety & Casualty Burns & Wilcox Canada CHES Special Risk Inc. Echelon Insurance

CHES Special Risk Inc. Trisura Guarantee Insurance

WEATHER Burns & Wilcox Canada canadianunderwriter.ca | 2020 Insurance Marketer

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2020 l NATIONAL INSURANCE MARKETER CHES Special Risk Inc. South Western Group Tokio Marine HCC

WHOLESALE, RETAIL, SERVICE ATMs Burns & Wilcox Canada CHES Special Risk Inc. South Western Group SUM Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Auto Dealers Showroom Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Guardian Risk Managers Ltd. Northbridge Insurance South Western Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Automobile Repair Garages and Service Stations April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Guardian Risk Managers Ltd. Milnco Insurance Northbridge Insurance Premier SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Building Centres April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Guardian Risk Managers Ltd. Milnco Insurance Northbridge Insurance South Western Group SUM Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Building Supply Stores April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Guardian Risk Managers Ltd. Milnco Insurance Northbridge Insurance

78

South Western Group SUM Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Coin Dealers Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services South Western Group SUM

Computer Retailers or Wholesalers April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Guardian Risk Managers Ltd. Milnco Insurance Premier South Western Group SUM Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Convenience Stores April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Echelon Insurance Economical Insurance Guardian Risk Managers Ltd. Intact Insurance Company Milnco Insurance Northbridge Insurance Premier South Western Group SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Dealer Floor Plans Burns & Wilcox Canada CHES Special Risk Inc. South Western Group Victor Insurance (formerly ENCON Group Inc.)

Dental Equipment Dealers April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. MedThree Insurance Group South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Equipment Dealers April Canada Inc.

August/September 2020 | Canadian Underwriter

Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Intact Insurance Company Milnco Insurance Northbridge Insurance South Western Group SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Excess Liability April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Evolution Insurance Inc. Liberty Mutual Canada Milnco Insurance South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Farm Equipment Dealers

Florists April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Echelon Insurance Economical Insurance Guardian Risk Managers Ltd. Intact Insurance Company Milnco Insurance Northbridge Insurance Premier Totten Insurance Group Victor Insurance (formerly ENCON Group Inc.)

Foreign/USA Sales April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Intact Insurance Company Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group SUM Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Furriers Block

Feed Mills

April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. South Western Group

April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Liberty Mutual Canada Northbridge Insurance SUM Totten Insurance Group Victor Insurance (formerly ENCON Group Inc.)

Fine Arts April Canada Inc. Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. South Western Group SUM Totten Insurance Group Victor Insurance (formerly ENCON Group Inc.)

April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc.

Greenhouses Burns & Wilcox Canada Chutter Underwriting Services SUM Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Jewellers Block

Laundry/Dry Cleaners April Canada Inc. Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Echelon Insurance Guardian Risk Managers Ltd. Northbridge Insurance SUM Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Mercentile Risks April Canada Inc. Aurora Underwriting Services

CONTACT INFORMATION l pp. 80-81 Burns & Wilcox Canada Chutter Underwriting Services Milnco Insurance Premier

Motorcycle Dealers Burns & Wilcox Canada CHES Special Risk Inc. SUM Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Nursery/Garden Centre April Canada Inc. Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Guardian Risk Managers Ltd. Northbridge Insurance SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Pay Day Loans Burns & Wilcox Canada

Protective Services Industry Burns & Wilcox Canada Cansure CHES Special Risk Inc.

Chutter Underwriting Services Guardian Risk Managers Ltd. Premier South Western Group SUM Totten Insurance Group

RV Dealers Burns & Wilcox Canada CHES Special Risk Inc. Guardian Risk Managers Ltd. South Western Group SUM Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Rental Equipment Dealers Burns & Wilcox Canada CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Liberty Mutual Canada Milnco Insurance Northbridge Insurance South Western Group SUM Totten Insurance Group Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Retail Chain Package April Canada Inc.

Aurora Underwriting Services Burns & Wilcox Canada Cansure CHES Special Risk Inc. Echelon Insurance Economical Insurance Guardian Risk Managers Ltd. Milnco Insurance South Western Group SUM Victor Insurance (formerly ENCON Group Inc.)

Safety Deposit Boxes Burns & Wilcox Canada CHES Special Risk Inc. South Western Group

Self Storage Facilities Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Economical Insurance Guardian Risk Managers Ltd. Intact Insurance Company Milnco Insurance Northbridge Insurance South Western Group SUM Unique Risks Ltd. Victor Insurance (formerly ENCON Group Inc.)

Specie Aurora Underwriting Services Burns & Wilcox Canada CHES Special Risk Inc. South Western Group SUM Victor Insurance (formerly ENCON Group Inc.)

U.S. Risks Burns & Wilcox Canada Cansure CHES Special Risk Inc. Chutter Underwriting Services Intact Insurance Company Liberty Mutual Canada South Western Group SSRU SUM Totten Insurance Group Trinity Underwriting Managers Unique Risks Ltd.

Video Lottery Terminals Burns & Wilcox Canada CHES Special Risk Inc. SUM Victor Insurance (formerly ENCON Group Inc.)

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Company Contacts

A APPROVED SURETY & CASUALTY INC.

CHES SPECIAL RISK INC.

EVOLUTION INSURANCE INC.

6601 Goreway Drive, Mississauga, Ont. L4V 1V6 Toll-Free: 877-495-8777 approvedsurety.com Darren Miller 416-900-0874 darren@approvedsurety.com

130 King Street West Toronto, Ont. M5X 1E3 647-256-5155 chesspecialrisk.ca Gary Hirst gary.hirst@chesspecialrisk.ca 416-452-7850

1027 des Enterprises Blvd. W., Suite 201 Terrebonne, Québec J6Y 1V2 450-621-2020 Fax: 866-458-7776 Toll-Free: 877-347-0777 evolutioninsurance.ca/en

APRIL CANADA INC.

CHUTTER UNDERWRITING SERVICES

200 Consumers Rd., Suite 901 Toronto, Ont. M2J 4R4 Toll-Free: 855-745-1010 april.ca

401-850 Harbourside Dr. North Vancouver, BC V7P 0A3 Fax: 604-984-6140 Toll-Free: 888-382-6697 chutteruw.com Morgan Chutter morgan@chutteruw.com 604-984-0285

AURORA UNDERWRITING SERVICES INC. 9363 50 St., Suite 3 Edmonton, Alta. T6B 2L5 780-442-2240 Toll-Free: 866-328-1314 auroraunderwriting.com Nona McCreedy 780-442-2240 nmccreedy@auroraunderwriting.com

B BURNS & WILCOX CANADA Bay Adelaide Centre, West Tower, 333 Bay St., Suite 850 Toronto, Ont. M5H 2R2 416-774-2477 Fax: 416-497-7581 Toll-Free: 888-591-9125 burnsandwilcox.ca

C

D DAS LEGAL PROTECTION INC.

F FRANK COWAN COMPANY 75 Main St. N. Princeton, Ont. N0J 1V0 519-458-4331 Fax: 519-458-4366 Toll-Free: 800-265-4000 frankcowan.com

G GAMEDAY INSURANCE INC.

390 Bay St., 21st Floor Toronto, Ont. M5H 2Y2 416-342-5400 Fax: 416-342-5430 Toll-Free: 888-582-5586 das.ca

435 McNeilly Rd., Suite 205 Stoney Creek, Ont. L8E 5E3 Fax: 905-643-3483 Toll-Free: 866-661-7507 gamedayinsurance.ca Melissa LaRocca mlarocca@gamedayinsurance.ca

E

GUARDIAN RISK MANAGERS LTD.

ECCLESIASTICAL INSURANCE OFFICE PLC 100 Wellington St. West, TD West Tower, Toronto, Ont. M5K 1K2 416-484-4555 Toll-Free: 888-344-5599 (Ontario) ecclesiastical.ca

205-15252 32nd Avenue Surrey, BC V3Z 0R7 604-522-8870 Fax: 604-522-8891 Toll-Free: 1-866-683-8870 guardianrisk.com

H

CANSURE

ECHELON INSURANCE

HSB BI&I

700 West Georgia St., Suite 1488 Vancouver, BC V7Y 1A1 Fax: 604-685-6554 Toll-Free: 877-685-6533 cansure.com Denise Yeng ccopeland@can-sure.com 604-539-5318

2680 Matheson Blvd East, Suite 300 Mississauga, Ont. L4W 0A5 905-214-7880 Fax: 905-214-7893 Toll-Free: 800-324-3566 echeloninsurance.ca

390 Bay St, Suite 2000 Toronto, Ont. M5H 2Y2 416-362-1203 Fax: 416-362-6601 biico.com

ECONOMICAL INSURANCE 111 Westmount Rd. S., PO Box 2000 Waterloo, Ont. N2J 4S4 519-570-8500 Fax: 519-570-8389 Toll-Free: 1-800-265-2180 economical.com

80

August/September 2020 | Canadian Underwriter

I INTACT INSURANCE COMPANY 700 University Ave. Toronto, Ont. M5G 0A1 416-341-1464 Toll-Free: 1-877-341-1464 intact.ca

K

P

T

K&K CANADA

PREMIER

101-5800 Explorer Dr. Mississauga, Ont. L4W 5K9 800-753-2632 Fax: 905-602-9141 Toll-Free: 800-753-2632 kandkcanada.com Kevin Dannemann kevin.dannemann@kandkcanada.com

300-625 Howe Street Vancouver, BC V6C 2T6 1-866-316-2622 Toll-Free: 1-866-316-2622 premiergroup.ca

TOKIO MARINE HCC – SPECIALTY GROUP

L

SOUTH WESTERN GROUP

S

181 Bay St., Suite 900 Toronto, Ont. M5J 2T3 416-365-7587 Fax: 416-307-4372 Toll-Free: 800-461-5079 libertymutualcanada.com

401 The West Mall, Suite 700 Etobicoke, ON M9C 5J5 1-800-668-4275 Fax: 877-329-2794 Toll-Free: 800-668-4275 swgins.com Ghazal Hamid ghazal.hamid@swgins.com 416-642-6974

M

SPORTS & FITNESS INSURANCE CANADA

LIBERTY MUTUAL CANADA

MEDTHREE INSURANCE GROUP 401 The West Mall, Suite 700 Toronto, Ont. M9C 5J5 416-477-2353 medthreeinsurance.com Neil McRuer neil@medthreeinsurance.com 416-477-2340

1054 Adelaide St. N. London, Ont. N5Y 2N1 519-672-3224 Fax: 519-439-8865 Toll-Free: 888-346-6602 sportsfitnesscanada.com Lauren Santos lauren@sportsfitnesscanada.com

MILNCO INSURANCE BROKER SOLUTION CENTRE

SSRU–STEWART SPECIALTY RISK UNDERWRITING LTD.

330 St. Mary Ave., Suite 1170 Winnipeg, MB R3C 3Z5 204-949-7000 Fax: 204-943-7053 Toll-Free: 1-888-645-6261 milnco.ca

1000-55 York Street Toronto, ON M5J 1R7 416-597-5740 ssru.ca

N NORTHBRIDGE INSURANCE 105 Adelaide St., W., Suite 700 Toronto, Ont. M5H 1P9 416-350-4400 Toll-Free: 855-620-6262 nbins.com

SUM–STRATEGIC UNDERWRITING MANAGERS INC. 18 King St. E., Suite 903 Toronto, Ont. M5C 1C4 416-603-7864 Fax: 416-603-7861 Toll-Free: 877-603-7864 suminsurance.ca

SUTTON SPECIAL RISK 33 Yonge St., Suite 270 Toronto, Ont. M5E 1G4 416-366-2223 Fax: 416-366-4608 Toll-Free: 1-800-461-3292 suttonspecialrisk.com

78 Musgrove Street Winnipeg, MB R3R 2M5 204-806-0732 tmhcc.com/en-us

TOTTEN INSURANCE GROUP 20 Dundas St. W., Suite 910 Toronto, Ont. M5G 2C2 Toll-Free: 888-868-8367 tottengroup.com

TRINITY UNDERWRITING MANAGERS LTD. 55 York St., Suite 400 Toronto, Ont. M5J 1R7 416-363-3431 Fax: 416-362-0278 trinityunderwriting.ca

TRISURA GUARANTEE INSURANCE COMPANY 333 Bay St., Suite 1610 Toronto, Ont. M5H 2R2 416-214-2555 Fax: 416-214-9597 Trisura.com

U UNIQUE RISKS LTD. 1100 Burloak Drive, Suite 300 Burlington, Ont. L7L 6B2 905-332-2332 uniquerisks.com

V VICTOR INSURANCE MANAGERS INC. (FORMERLY ENCON GROUP INC.) 1400 Blair Towers Place, Suite 500 Ottawa, Ont. K1J 9B8 613-786-2000 Fax: 613-786-2001 Toll-Free: 1-800-267-6684 victorinsurance.ca Ted Bellinger info.ca@victorinsurance.com

canadianunderwriter.ca | 2020 Insurance Marketer

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handbook Ethics p.83 l Deal Tracker p.85

iStock.com/Vichai

HIGHLIGHTS

ETHICS

Balancing act What happens when an agreement is breached due to COVID-19?

Experts share their thoughts

BY CIP SOCIETY

W

hile industry stakeholders are no strangers to hard markets, they have few (if any) playbooks available to help guide them through a hard market during a pandemic.

At the best of times, underwriters have the daunting task of balancing the best intersts of the company with maintaining harmonious relationships with their brokers and clients. Yet, when you layer on the impact of the recent COVID-19 situation, the issues are now amplified.

Take the following scenario, for example: An underwriter is working on a commercial policy renewal in conjunction with a broker with whom the insurer had a longstanding and mutually beneficial relationship. The mutual client (a small manufacturer) has been on each of their books for many years, with a commend-

able claims history. While reviewing the file, the underwriter notices that one of the conditions of the previous year’s renewal was that the client would complete a few key items of risk mitigation during the oneyear term before the upcoming renewal.

Unfortunately, due to the impact of the economic downturn related to the COVID-19 pandemic, the client was unable to comply fully with the risk mitigation requirements. Added to this was an apparent and rather common cash flow problem due to sudden and unexpected declines in revenue.

Now the underwriter feels the full weight of the current market. She realizes her next decision would be based upon ethics as opposed to mathematics. She has a solid and loyal client (and broker), commendable claims history, and a gen-

erally profitable file. On the other hand, she’s confronted with a breach of an agreement during a challenging time (the pandemic) in a hard market. How should the underwriter approach the situation?

Darcey Garrington, FCIP, CRM, MLIS Manager, Alberta & BC Commercial Property Underwriting SGI CANADA Insurance Service Ltd. Since the underwriter has a longstanding history with both the broker and the client, the underwriter should not be surprised that the client is affected by the current pandemic (as many businesses are, directly or indirectly). Many businesses are in breach of agreements prior to the pandemic and working with these businesses during this tough time is key to keeping a relation-

canadianunderwriter.ca | August/September 2020

83

Aviva Lifestyle Insurance

Insuring fun for more than 60 years.

Protecting the fun side of life Stand-alone policies make coverage simple.

It’s easy to do business with Aviva Lifestyle With LQ you can easily quote and bind new business, add an endorsement or make other policy updates.

Claims customers can count on Your customers get dedicated, expert claims service that gets them back to doing the things they love.

Visit aviva.ca/lifestyle to learn more Cottages | Boats | Motor homes | Recreational trailers | Collector cars | Motorcycles | ATVs | Snowmobiles Insurance products are underwritten by Elite Insurance Company, unless stated otherwise. Product availability varies by province. Aviva and the Aviva logo are trademarks used under license by the licensor.

HANDBOOK ship with both the broker and client, as well as supporting the economy as a whole.

The policy for this client may contain a Declaration of Emergency endorsement.

In that instance, the underwriter would not have a choice but to renew the policy, and then review further once the state of emergency is lifted by the provincial government. Even so, the underwriter can still talk to the broker and client about which items of the risk mitigation plan have been completed, which remain outstanding, and what is a reasonable time frame for the client to complete these items once the state of emergency is lifted and the client is allowed to operate in some capacity.

Should the underwriter receive answers that are agreeable, then extending the deadline on the agreement would appear the most reasonable thing to do, avoiding a breach, and instead extending the terms of the agreement. The underwriter could also go the extra step to offer payment options to the broker/client if the client is on direct bill with the insurer.

Thomas Newby, CIP, CRM, CAIB Manager of Commercial & Farm Underwriting Edge Mutual Insurance Company Given the strength and history of the relationship between the client (and broker) and the insurance company, consideration for a renewal can and should be made.

During a pandemic, an underwriter is given the opportunity to show their mettle. Not all customers or all situations are created equal. But this particular scenario requires taking a moment to pause and carefully consider all options available. A skilled underwriter now has the opportunity to be creative and flexible at a time when it is desperately needed.

Depending on the actual loss prevention measures, the underwriter has many options at his or her disposal.

One is to offer a renewal that has no change in coverage and extend the deadline for the client to get the outstanding matter addressed. If the outstanding recommendation was relatively minor, the extension can be made for another term. For a more serious concern, the extended time will vary to include the completion of the outstanding items as

soon as possible after the pandemic.

Other options include altering or reducing coverage, amending the deductible on specific items or exposures, or charging an additional rate for the increased exposure that the company is looking to avoid or mitigate.

Increasing the rate would potentially drain additional resources from a client that is already suffering from the economic downturn. This option should be chosen only if there is no other choice.

An insurer demonstrating every effort to retain a profitable insurance account is a welcome relief to a loyal customer who needs it. Exploring options also reminds the broker that they are business partners now and in the future. Being fair and equitable is as important now as it ever has been.

Julie Pingree, CIP Sr. Vice President, Corporate Underwriting Northbridge Financial Corporation In my view, it’s important to look at all the facts when making decisions. The pandemic situation has introduced an additional consideration when assessing underwriting actions. A loyal customer who has demonstrated a willingness to work with the company to complete the risk mitigation may need a concession to allow them more time to complete the work. Having said that, the broader financial challenges related to the pandemic should also be factored in.

While flexibility on timing to complete recommendations might be reasonable, if the risk deficiencies present a safety hazard or could lead to significant loss, they will need to be addressed. If the client’s new financial reality will not allow them to invest in the necessary improvements, a decision to retire from the risk might be the right one. Hopefully by having an open dialogue on the situation, a plan can be agreed to that will work for both the customer and the insurance company.

The CIP Society represents more than 18,000 graduates of the Insurance Institute of Canada’s Fellow Chartered Insurance Professional (FCIP) and Char-

DEAL TRACKER

Latest acquisition news & activity La Capitale SSQ Insurance La Capitale and SSQ Insurance have merged to create the third-largest property and casualty insurer in Quebec. The new name of the combined company will be announced this fall.

Jean-François Chalifoux, until recently CEO of SSQ, is now CEO of the combined company.

La Capitale was Canada’s 13th-largest P&C insurer in 2019 with net premiums written of $1.15 billion, according to the 2020 Canadian Underwriter Statistical Guide. SSQ had net premiums written of $293 million in 2019. So the combined total in P&C premiums would leave the merged insurer in 13th place in the Canadian P&C industry.

Saskatoon Insurance Agencies Andrew Agencies Ltd. With its acquisition this past June of Saskatoon Insurance Agencies, Andrew Agencies Ltd. now has 20 offices in Alberta, Saskatchewan and Manitoba.

Saskatoon Insurance Agencies has been in business more than 50 years. The brokerage places home, auto, commercial and farm coverage. Andrew Agencies is part of the Moston House Ltd. Group of Companies.

The acquisition of Saskatoon Insurance Agencies comes two years after Andrew bought Wawota Agencies (2000) Ltd., which is based in the Saskatchewan community of Wawota, about 200 km east of Regina. In 2017, Andrew bought its first Alberta brokerage, Airdrie-based McCracken Insurance M.I.L. Ltd.

Navacord Cooke | Hull Blanket | Smiths’ With its new partnership with Cooke Insurance Group, commercial brokerage Navacord has expanded into Atlantic Canada.

Cooke has four offices in New Brunswick, two in Nova Scotia and three in Prince Edward Island.

Navacord also announced three other new partners: Toronto-based Hull Group, Edmonton-based Blanket Insurance and Regina-based Smiths’ Insurance.

Although the deals are acquisitions, Navacord refers to them as partnerships because the partners typically buy into Navacord, with Navacord taking a majority interest in the brokerages.

tered Insurance Professional (CIP) Programs. canadianunderwriter.ca | August/September 2020

85

The fire & water - cleanup & restoration specialists of SERVPRO® are proud to call Canada home. So when the things that matter most are on the line, make sure we are too by calling 1-800-SERVPRO or visiting servpro.com.

LOCATIONS ACROSS CANADA. FRANCHISE OPPORTUNITIES AVAILABLE. Servpro Industries (Canada) ULC • 7111 Syntex Drive, 3rd Floor • Mississauga, ON • L5N 8C3 Services in Canada provided by Independently Owned and Operated Franchises of Servpro Industries (Canada) ULC.

recovery Policy Wordings p. 87 l Pandemic Fraud p. 91

iStock.com/No-Mad

HIGHLIGHTS

BUSINESS INTERRUPTION

Policies under the microscope How the outcome of a test case in Britain over business interruption coverage during COVID-19 may reverberate throughout the Canadian commercial P&C market B Y G R E G M E C K B A C H , Associate Editor

C

overage disputes over denied business interruption claims arising from the COVID-19 pandemic are making their way through Canadian courts and judges will be asked to rule on a multitude of policy wordings.

Restaurants, hotels, and retailers whose operations were reduced or shut down completely are among the clients signing up for class-action lawsuits or filing their own standalone lawsuits.

Generally, business interruption coverage disputes arising from the pandemic can be grouped into two types of policy wording, said Eric Charleston, a Toronto-based associate with Miller Thomson LLP. One type requires damage to property. A second type ties coverage grants to decisions by civil or government or public authority about business closure.

Charleston, a lawyer who provides coverage advice to commercial insurers, was not commenting on any particular case before Canadian courts. But he does predict that lawyers will be watching the ongoing test case launched by Britain’s Financial Conduct Authority.

At the time of writing, an eight-day trial was scheduled to start July 20 before the High Court of England and Wales. The test case involves 17 business interruption policy wordings from various insurers providing commercial coverage in Britain.

“If I were involved in a coverage dispute in Canada regarding business interruption and COVID-19, I would be watching the FCA case very closely,” said Charleston. “Not only will the outcome of the test case in Britain have an

impact in the Canadian market, but the arguments on both sides will have an impact on practitioners.”

With its test case, the FCA is seeking clarity on whether the disputed wordings provide coverage for BI related to government orders or advice to shut down a workplace. The outcome in Britain will be legally binding on the insurers that are parties to the test case, but only with respect to the policy wordings considered by the court.

The case is not intended to encompass all possible disputes, nor is it intended to figure out how much is actually payable on those policies.

Some of the insurers in the test case appear to have accepted some BI claims in Britain. But under the wordings at issue, many claims have been rejected outcanadianunderwriter.ca | August/September 2020

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RECOVERY l BUSINESS INTERRUPTION right, the FCA said in an argument filed this past July.

One example of disputed policy wordings is as follows: “access to or use of the premises being prevented or hindered by … any action of government police or a local authority due to an emergency which could endanger human life or neighbouring property.”

Another is: “interruption of or interference with the business arising from … any human infectious or human contagious disease (excluding Acquired Immune Deficiency Syndrome (AIDS) or an AIDS-related condition) an outbreak of which the local authority has stipulated shall be notified to them manifested by any person whilst in the premises or within a twenty five (25) mile radius of it.”

Similar policy wording covers the “occurrence of a notifiable disease within a radius of one mile of the premises.”

These wordings, FCA argues, cover some policyholders who were forced to shut down due to the British authorities’

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pandemic restrictions. The clients making that case need to prove that a person contracted COVID-19, such that it was diagnosable, within the distance specified in the policy from the client’s premises specified (whether that’s one mile or 25 miles), the FCA suggests.

One of the insurers in the test case contends that this wording did not create coverage for many of the British businesses that had to shut down due to COVID-19, even if there were outbreaks of the virus near their business location.

For this insurer, a key question is this: If it were not for the manifestation or occurrence of COVID-19 within the relevant geographical area, would the client still have suffered an interruption or interference because of the pandemic? If the answer is yes, then the claim is not covered, the insurer argues. Under this line of reasoning, none of the social distancing precautions or closures were caused by the presence of COVID-19 within any specific geographical area, but instead arose from

the worldwide pandemic and the British authorities’ response. Essentially, this dispute between the insurers and FCA is about how the “but for” test is applied.

The insurer says a client can be covered if there are two concurrent “proximate” causes of a loss (the local and global presence of a virus, for example), but only if those causes are interdependent (i.e. you can’t have a global pandemic without having a local presence of the virus). However, there is no coverage if there are two concurrent and independent proximate causes of loss. In other words, you can’t simply assume the local presence of a virus just because there is a global pandemic; the two are independent, in the sense that the local virus may not be present, even if the global pandemic is. The insurer says the majority of claims it received in Britain did not identify or refer to local outbreaks of COVID-19 and did not explain how such local occurrences caused their business interruption.

In its argument, the insurer raises the

BUSINESS INTERRUPTION l RECOVERY following hypothetical example. Two clothing shops are located a couple of hundred yards away from one another. Both shops have the same policy for BI that cite the occurrence of a notifiable disease within a radius of one mile of the premises. One of those shops is slightly less than a mile from a hospital where people are admitted and diagnosed with COVID. The other shop is slightly more than a mile from the same hospital. Both shops had to shut down because of the British government’s pandemic emergency orders.

If the shop located less than a mile away gets coverage while the shop more than a mile away does not, this becomes a “postcode lottery” and is not the intent of the policy wording, the insurer suggested in its filing.

FCA counters that there is nothing in the wordings at issue that deny or reduce coverage if the loss was caused by COVID-19 more generally, such as other public authority action, or public reactions to the pandemic. The insurers’ argument that policy extensions cover only local events and not pandemics is a common theme in the test case, FCA reports.

The regulator also takes issue with how some insurers are denying coverage for business interruption caused by prevention of access, prevention of use, hindrance of access, and hindrance of use.

Some insurers argue this applies only if there is a total closure of the business or if entry to the premises is physically obstructed or impossible.

The FCA counters that when the government took action to prevent the spread of the virus, that did in fact result in a “prevention or hindrance” to the business, even if that did not result in a complete shutdown or obstruction.

The government’s advice or instructions to stay at home, work from home, or restrict activity were all aimed at preventing people from accessing businesses in some cases, the FCA says.

“In reviewing skeleton arguments from FCA, it is evident FCA is trying to make the case that a very exacting standard regarding the policy language is not appropriate under the circumstances,” Charleston said. “In Canada, when it comes to policies giving coverage for clo-

sure as a result of civil authority and/or notifiable disease, the FCA skeleton argument provides a road map for anyone who is looking for arguments in favour of or against coverage.”

Shortly after the World Health Organization declared COVID-19 to be a pandemic, several Canadian provinces enacted emergency legislation mandating closures.

In Ontario, for example, only workplaces deemed “essential” could remain open.

Two proposed class-action lawsuits in Ontario were announced during the second week of July. One was filed by Koskie Minsky LLP and Merchant Law Group on behalf of several representative plaintiffs against 22 defendants, collectively representing 15 insurers writing business in Canada. A separate $100-million class action was started against Aviva Canada. Several other BI coverage disputes are in the works.

In the class action against Aviva, the litigators take aim at several different policy wordings. One passage refers to

insurance for loss of business income as a “direct result” of “an outbreak of contagious or infectious disease within 25 kilometres of the ‘premises’ that is required by law to be reported by government authorities.”

That type of wording is being evaluated in the FCA test case, Charleston observed.

In the Merchant and Koskie Minsky lawsuit, the proposed class is all persons and corporations in Canada who had contracts for business interruption insurance and suffered losses either as a consequence of or as a result of decisions regarding COVID-19.

In Britain, the policy wordings at issue include refer to an incident during the period of insurance, within the vicinity of the business premises, that results in a denial of or hindrance in access to the business premises imposed by the police or other statutory authority.

“The FCA sees this as a massive insurance question without an obvious answer,” said Charleston.

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WICC Announces a

New National Sponsor Thank you to our Platinum

NATIONAL SPONSORS

WICC is delighted to announce a recent addition at the Platinum Level to its National Sponsorship Program.

“We at Trisura Guarantee Insurance Company are proud to support the important work of the Women in Insurance Cancer Crusade,” comments Richard Grant, Chief Operating Officer. “Every Canadian knows of a friend, co-worker or family member who has been impacted by this disease. Although research has come a long way, there is plenty of work to be done in the fight against cancer. As a Canadian company with offices coast to coast, we are pleased to become a national sponsor of WICC as we join the insurance industry in raising funds for research, support and education.”

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Learn more about National Sponsorship benefits at www.wicc.ca © 2020 Women in Insurance Cancer Crusade. All rights reserved. WICC and the WICC logo are trademarks of Women in Insurance Cancer Crusade.

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RECOVERY

PANDEMIC FRAUD

Fraudsters exposed in COVID-19 Here’s where, and why, insurers see more fraud claims being uncovered B Y E P H R A I M S T U L B E R G , Partner, MDD Forensic Accountants

C

OVID-19 has sent shockwaves throughout much of the insurance world. Insurance company stocks have been some of the worst performing since the virus went, well...viral...in anticipation of declines in profit due in part to COVID-related claims.

Public discussion thus far has focused mainly on business interruption coverage and whether commercial property insurance policies respond to COVID-related lockdowns and the lost profits they have caused. Multiple lawsuits have commenced in Canada related to this issue.

Absent from the spotlight is the ongoing effect of COVID-19 on fraud-related claims of various types. However, it’s possible that a major increase in insurance payouts stemming from COVID-19 will be related to fraud.

In a May 2020 survey by the Association of Certified Fraud Examiners, more than two-thirds of respondents noted an uptick in the level of observed fraud following the outbreak of

COVID-19. Almost all respondents anBut a scheme like this requires the ticipate an increase in fraud levels over employee to maintain tight control over the coming year. many different financial functions: Invoicing, collections, bookkeeping and Fidelity insurance claims banking. When the business is forced Expect to see more fidelity insurance to mix up these functions due to social claims in the coming months. distancing guidelines (with, for example, Employee fraud can remain hidden for all payments being made directly to the a long time. But in order for this to hap- owner), such a scheme will be uncovered, pen, it’s often necessary for the fraudster since the employee committing the fraud to maintain control over key processes will no longer be able to move payments within the business. around to mask delinquent accounts.

For example, in an accounts receivable lapping scheme, an employee in charge of Claims against directors and auditors both receiving customer payments and Expect to see more claims against direcrecording them in the company’s books tors and officers, as well as auditors. can steal a payment coming in from Many fraudulent schemes are preCustomer A, and apply other payments mised on an economy that is either stafrom Customers B and C to this account ble or growing. Think Ponzi schemes: to mask a portion of the theft. This can Initial investors receive outsized returns carry on for quite some time, with the on their money, funded in large part by discrepancy between the real accounts new influxes of money from new invesreceivable balance and the balance re- tors. The scheme can persist for some corded on the books gradually growing time, adding layer after layer when the quite large without being detected. economy is expanding. canadianunderwriter.ca | August/September 2020

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PANDEMIC FRAUD l RECOVERY But the house of cards will come crashing down if investors experience a wealth shock when the economy turns and they need to pull out their (non-existent) money all at once. It is no coincidence that the Bernie Madoff scandal was uncovered in 2008 during the financial crisis.

The above example is one of investor fraud, but the same principles apply to other areas. Businesses reporting rapid sales growth can get away with inflating revenues as long as they can stuff those “revenues” into inflated accounts receivable (or, in the recent case of Wirecard, into fraudulent cash balances). They may be able to borrow or raise new equity from their paper profits so long as they continue to show growth.

In an economic downturn, however, when the spigot of investor cash is shut off and most companies are feeling a liquidity crunch, firms with balance sheets showing fraudulent assets that cannot be converted into cash will

quickly feel the financial ial pinch.

p pages and post that they will be giving a limited number of people free products Social engineering and cyber fraud in exchange for sharing the page. The Expect more claims related to cyber fraud. post includes instructions to follow a This has already started to manifest link to confirm entry into the giveaway. itself in the form of higher claims vol- You can imagine what happens when umes. Beazley, for example, has reported you click on the link. a 25% increase in ransomware attacks in the first quarter of 2020 alone.

Conclusion With more employees communicating Legendary investor Warren Buffett once via email as opposed to face-to-face, and said that it is only when the tide goes out that as more companies rely heavily on their one discovers who’s been swimming naked.

IT networks to continue operating, the op- Periods of economic crisis can certainly portunities for various types of cyber-re- bring out the worst in people; but they can lated fraud are heavily amplified. Re- also (as Buffett alludes) bring to light wrongquests for corporate spending that used to doing that has been going on for years. be made in person or with hard copies of While the future course of the global purchase orders are now being made elec- pandemic remains uncertain, the intronically from plausible-looking email crease in reported fraud is as predictably addresses that use only slightly implausi- certain as the changing of the tides. ble syntax. Some people are getting fooled.

Some of these online schemes are quite elaborate. In some instances, fraudsters Ephraim Stulberg, CPA, CA, CBV, CFF is a partner in have set-up fake company Facebook the Toronto office of MDD Forensic Accountants.

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canadianunderwriter.ca | August/September 2020

93

peer to peer RECRUITMENT

SKILLS TO PROMOTE CHANGE Andy Taylor, Gore Mutual Insurance Company’s newlyminted president and CEO, reveals the soft skills required for a successful business transformation — and how to find them.

– As told to Greg Meckbach

To recruit talent capable of shepherding a major business transformation, Gore Mutual is getting the word out about its ongoing changes while it develops a new hybrid business model.

Historically, office staff were physically at work for eight hours a day. But since the COVID-19 pandemic, people are now working remotely and digitally full time.

Gore is developing a hybrid model of work combining both a virtual and physical presence. This is intended to be permanent after the pandemic. It will have a combination of office space and a virtual workforce across the country. Many employees we are trying to attract enjoy the

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August/September 2020 | Canadian Underwriter

benefits of working remotely and virtually, but they also want the opportunity to interact with people and work in an office when and where it makes sense.

Gore is looking for industry skills, but we are also willing to look outside the industry to get the right soft skills.

Examples include business and strategic leadership, judgement, communications, relationship management, leadership, ownership, and accountability.

Ownership and accountability are especially important because of our business transformation. Part of that transformation includes growing beyond Ontario and British Columbia to become a dig-

itally-led national insurer. In addition, we are rethinking the approach to technology, data, products, and pricing.

At the moment, the property and casualty insurance industry tends to be very focussed on technical skills. Now Gore is looking for softer skills to overlay on top of that.

While technical experts often follow what their analysis tells them, we are also looking for people who can overlay strategic and business judgement on top of the analysis, taking into consideration both the analytical factors and also the market dynamics and competitive dynamics.

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