April 2013 IIAW Magazine by Independent Insurance Agents of Wisconsin

wisconsin

INDEPENDENT AGENT Trusted Choice

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APRIL 2013

T U N E I N TO T R U ST E D C H O I C E

wisconsin

INDEPENDENT AGENT Trusted Choice

APRIL 2013 Eric Schwartz, Editor

2012-13 Exclusive Company Sponsor Profiles. . . . . . . . . . . . . . 4 Open Door Policy Trusted Choice Branding & A Visit From a Congressman. . . 26

On The Cover…

Member Profile EMC Insurance: Customer Trust For Over 100 Years . . . . . . 30

during Milwaukee Brewers games until

Marketing Minute Why Marketing Goes Wrong (And What To Do About It). . . . 32

is to increase the awareness of our

News From ACT Why Google+ Should Be Part Of Your Agency’s Online Strategy . . . . . . . . . . . . . . . . . . . . . . 34 Commentary From Counsel New FMLA Regulations For Military Deployments. . . . . . . . . 36 Government Affairs Reining In Storm Scammers. . . . . . . . . . . . . . . . . . . . . . . . . . . . 43

Independent Insurance Agents of Wisconsin 725 John Nolen Drive, Madison, Wisconsin 53713 Phone: (608) 256-4429 or (800) 362-7441 ■ Fax: (608) 256-0170 ■ Web: www.iiaw.com Executive Vice President - Matt Banaszynski

Play ball! Trusted Choice ads are running August 2013. The goal of this campaign association and our members as Trusted Choice agents. Local agents do a fantastic job promoting themselves but a statewide and national presence will provide a boost against captive and direct writers. For more about the TV spots and other advertising initiatives, please see Open Door Policy on page 26.

> OUR ADVERTISERS AAA................................................................. 46 ACUITY Insurance............................................ 47

2012-2013 Executive Committee

2012-2013 Committee Chairs

President........................................................ Michael Froh P.O. Box 1320 Sheboygan, WI 53082-1320

Agency Operations........................................ Kim Dandrea 1300 South Green Bay Rd. #100, Racine, WI 53406

President-elect............................................... Dave Dunker P.O. Box 443 Brookfield, WI 53008-0443

Automation/Technology................ Cathleen Christensen P.O. Box 949, Fond du Lac, WI 54936-0949

Badger Mutual................................................. 39

Secretary-Treasurer..................................... John Wickhem P.O. Box 1500, Janesville, WI 53547-1500

Employee Benefits.............................................. Tim Bever 555 Main St. #320, Racine, WI 53403

Burns & Wilcox................................................ 28

Chairman of the Board......................................Mike Hierl P.O. Box 949 Fond du Lac, WI 54936-0949

Finance & Compensation...............................Skip Hansen 100 North Corporate Drive #100 Brookfield, WI 53045

EMC Insurance............................................ 31, 44

State National Director................................. Linda Steiner 555 Main Street #320 Racine, WI 53403

Government Affairs........................................Skip Hansen 100 North Corporate Drive #100 Brookfield, WI 53045

2012-2013 Board of Directors

Industry Relations...............................................Ted Haase P.O Box 6, Seymour, WI 54165

Mike Ansay 101 East Grand Ave. #11, Port Washington, WI 53704 Jason Bott 330 East Kilbourn Avenue Milwaukee, WI 53202 Thomas Holter P.O. Box 938, Beloit, WI 53512-0938 Lise Meyer Kobussen P.O. Box 633, Sauk City, WI 53583 Bruce Kommers P.O. Box 66, Antigo, WI 54409-0066 Jeff Rasmussen 525 Junction Road, Madison, WI 53717 Cap Wallrich P.O. Box 90, Shawano, WI 54166-0090 Matthew Weimer 100 North Corporate Drive #100, Brookfield, WI 53045 Donald Williams P.O. Box 595, Beaver Dam, WI 53916 WISCONSIN INDEPENDENT AGENT

Membership Development.................................. Jeff Thiel P.O. Box 1610, Waukesha, WI 53187-1610

AmTrust North America................................... 40

IIAW Continuing Education............................... 14 The IMT Group................................................. 44 Ins. Associates of America.............................. 37 Integrity Insurance...........................................11

Smaller Agencies..................................... Michael Walston P.O. Box 236, Kewaunee, WI 54216-0236

InVEST............................................................. 42

Technical.......................................................Andy Burkart P.O. Box 1320, Sheboygan, WI 53081-1320

Partners Mutual.............................................. 39

Young Agents........................................... Derek Wickhem P.O. Box 1500, Janesville, WI 53547-1500

Pekin Insurance............................................... 45 SECURA Insurance............................................ 17 SFM Insurance.................................................. 19 The Hanover...................................................... 8 West Bend....................................................... 23 Western National Insurance.............................. 2 Wilson Mutual.................................................. 35 APRIL 2013 | 3

INDEPENDENT INSURANCE AGENTS of WISCONSIN 2012-2013 EXCLUSIVE COMPANY SPONSORS

AAA Wisconsin, a member of the Auto Club Group Location of Company Headquarters: Madison, WI Founded: 1902 Officers: Chuck Podowski, Chief Executive Officer Terry McElroy, ACG Executive Vice President John Tomlin, ACG Chief Operating Officer Steve Wagner, President -- ACG North Field Operations Fausto Martin, Vice President and Chief Claim Officer Steve Brown, Vice President -- Insurance Operations Tom Frymark, Regional President, Wisconsin Heidi Nienow, Regional Sales Director, Wisconsin Products Company Specializes In: The Auto Club Group Insurance Co. and Auto Club Insurance Association underwrite the insurance offered by AAA Wisconsin, which is part of the Auto Club Group, the largest affiliation of AAA clubs in the Midwest and South with more than 8 million members in 11 states. We offer personal lines auto, home, umbrella and recreational vehicle products. Through our affiliate, AAA Life Insurance Company, we also offer Term, UL, Whole Life and annuities. Our Independent Agents also sell the safety and security of our AAA membership. The membership offers 24-hour emergency road service, exclusive member discounts of up to 20 percent or more on hotels, dining, shopping, free maps, and discounts off of auto and home insurance.

2012-2013 EXCLUSIVE COMPANY SPONSORS

ACUITY Location of Company Headquarters: Sheboygan, WI Founded: 1925 Officers: Ben Salzmann, President & CEO

Tom Frymark

Other Comments AAA is the insurance industry leader when it comes to advocating for the motoring public. Since AAA was formed on March 4, 1902, the organization has been campaigning for better roads, safer automobiles and uniform traffic laws and signage. Today as one of the largest membership organizations in the nation, we continue to advocate for all motorists, from our youngest citizens and the need to keep them secure in car seats, to our teen drivers in our driver training classes, and to our seasoned drivers and their desire to remain mobile for as long as safely possible. We are also proud of the fact that AAA is the largest leisure travel agency in the country. Company Web site: AAA.com

Outlook For The Company’s Future In Wisconsin where we have 618,000 members, AAA ranks in the top 10 largest writers of personal automobile and homeowners. Our goal is to become a premiere personal lines insurer and we plan to do that by providing a wide range of competitively priced products and excellent service to our 165 independent agencies in Wisconsin. We value our brand and work toward building strong partnerships with our independent agents and at the same time continue our commitment to public service and traffic safety. AAA is committed to the independent agency distribution channel.

Ed Felchner, Vice President - Marketing & Personal Lines Jamie Loiacono, Vice President - Claims Sheri Murphy, Vice President - Services & Administration Pat Tures, Vice President - Actuarial & Strategic Information Neal Ruffalo, Vice President - Enterprise Technology Lynn Coady, Vice President - Human Resources

Ben Salzmann Wally Waldhart, Vice President - Sales & Communications Ed Warren, Vice President - Commercial Lines Wendy Schuler, Vice President - Finance Laura Conklin, Vice President - Business Consulting

Products Company Specializes In: Commercial Lines: ACUITY writes accounts of virtually any size, from small Bis-Pak (BOP) policies to accounts generating millions of dollars in premium. We emphasize underwriting discipline and utilize loss control to help pre-qualify accounts. This enables us to be open to many classes, including the best of tougher classes other companies won’t write. Our Bis-Pak is one of the broadest of its kind in the industry and includes ten different plans. Our Internet rating tools make it easy for agents to quote and apply online, and ACUITY ASIST delivers actual policies within seconds. Because of these capabilities, a full 80 percent of new policies are rated and submitted electronically.

real-time online rating, we deliver actual policies to agents within seconds with ACUITY ASIST.

Although we write a very broad range of classes, we emphasize contractors, manufacturers, mercantile, service, truckers, and offices, and we offer specialized coverages needed by those accounts. Although we are a standard market, our ACUITY Edge commercial auto product provides agents a terrific market to write business that does not fit regular guidelines.

A key reason for our optimistic outlook is our faith in and support of the Independent Agent distribution channel. We lead the industry in interfacing our online capabilities to management systems agents already have on their desktops. ACUITY’s technology leadership is proven not just by the high level of use of our systems by agents, but by the recognition we have received. We have earned more technology awards from industry standards association ACORD than any carrier in the nation. We have been named by InformationWeek Magazine as one of the Top 100 technology firms in the country among all industries.

Personal Lines: ACUITY is one of the broadest personal lines markets in the industry. We emphasize package policies, including our PerPak and Road and Residence, but we also write many monoline accounts. ACUITY is known for offering coverages many carriers will not, such as Home-Biz, UM-PD, Car Damage Replacement Cost, and OEM Parts. We provide enhancement endorsements to expand our competitive basic programs. We have two motorcycle programs and a broad nonstandard auto market. Because of the robust online capabilities we offer agents, 99.9 percent of applications come to us electronically. In addition to

Outlook for the Company’s Future ACUITY finished 2012 with an incredible 94.2 combined ratio and surpassed the $1 billion revenue mark in early 2013. In January 2013, we set a new all-time record for new business growth in one month, surpassing the previous record by an incredible 43 percent! Policy count has also increased to an all-time high, surpassing the quarter-million mark. ACUITY expects to maintain this momentum into the future for several reasons.

ACUITY also offers financial strength and stability. We are rated A+ by both A.M. Best and Standard & Poor’s and are one the top 100 P&C insurers in the country based on size. We have also been named by Ward Financial Group, an independent industry benchmarking organization, as one of the 50 best-run insurers in the nation for the past 13 years, putting us in the top 2 percent of companies nationwide. CONTINUED ON PAGE 25

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WISCONSIN INDEPENDENT AGENT

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INDEPENDENT INSURANCE AGENTS of WISCONSIN 2012-2013 EXCLUSIVE COMPANY SPONSORS

2012-2013 EXCLUSIVE COMPANY SPONSORS

Anthem Blue Cross and Blue Shield of Wisconsin Location Of Company Headquarters: N17 W24340 Riverwood Drive, Pewaukee, WI 53188 Founded: Proud resident of Wisconsin since 1940 Officers: Lawrence G. Schreiber, President & GM - Wisconsin Paul Nobile, Regional Vice President Sales & Account Management - Wisconsin Keith Bell, Regional Vice President State Underwriting - Wisconsin Lawrence Schreiber At Anthem Blue Cross and Blue Shield we’re committed to improving the lives of the people we serve and the health of our communities. We believe the best health insurance helps people stay healthy. That’s why our health plans go beyond simply providing health care coverage; Anthem encourages health and wellness by doing the following: a O ffering large networks with outstanding physicians, specialists and hospitals. a I ssuing helpful reminders when it is time for preventive screenings. a P roviding programs and information to help individuals take control of their health and manage chronic conditions. a O ffering comprehensive, “total body” insurance solutions including dental coverage, life insurance and pharmacy benefits management. Our value. We’ve been serving our members in Wisconsin since 1940. Located in Pewaukee, we have 1,377 associates on staff with over 1 million members in Wisconsin. Our parent company has over 60 years of experience and, for four years in a row, has been recognized among all health insurers as a Top 3 “America’s Most Admired Company” by Fortune magazine. Service that exceeds expectations a 97% of claims are processed in 30 days. a 99% claims dollar accuracy. a Live service hours: 8 a.m. to 6 p.m. a Claims status available 24/7 online or by phone. Extensive provider networks a P PO: 4,458 primary care physicians, 5,606 specialists and 127 hospitals. a H MO: 3,384 primary care physicians, 4,686 specialists and 122 hospitals. a T he BlueCard® Program provides Blue Cross and Blue Shield members access to health care services when they’re traveling throughout the country — in addition to providers in more than 200 countries and territories worldwide.

a A ccess to a network of about 62,000 participating retail pharmacies across the country, including most major chains and many independent neighborhood pharmacies. Cutting-edge technology a O nline enrollment and self-service tools that save time for employers and members. a Simplified claims processing. 360° Health Our innovative 360° Health® Program provides a customized health coverage solution for each employee. By identifying and providing the right programs and engaging employees to use them — we can help improve health and reduce medical claims. Online tools Anthem.com offers health and wellness tools to help your employees make the most of their health care. It includes MyHealth Assessment, an online questionnaire that helps members look for health risks and ways to be healthier. Your employees can also find up-to-date health information, watch videos about health and wellness topics, and take advantage of health-related discounts. Integrated products and services a Pharmacy Benefit Management. a Behavioral and EAP. a Dental. a Vision. a Life and Disability. a Productivity Solutions.

CAPITOL INSURANCE COS. Location Of Company Headquarters: Middleton, WI Founded: 1959 Officers: David Pauly, Chairman, Chief Executive Officer and President Alan Ogilvie, Executive Vice President and Chief Operating Officer - Property & Casualty Richard Allen, President - Surety & Fidelity Operations Frederick Taransky, Chief Financial Officer and Treasurer Mike Bondura, Vice President - Claims David Finkelstein, Vice President - Sales and Marketing Kevin Klestinski, Vice President - Underwriting

Products Company Specializes In: Capitol Insurance Companies (Capitol) has been insuring business owners since 1959, earning a solid reputation for having quality products and services that meet our agent’s needs. Today, our proven team underwrites specialty insurance products in niche areas of commercial property and casualty market segments, as well as fidelity and surety bonds. Capitol offers property and casualty insurance products on either an admitted or surplus lines basis. Our products are tailored to the needs of customers in more than 500 classes of businesses, including apartments/condominiums, banquet halls, beauty salons, campgrounds, contractors, day spas, day-care centers, detective agencies, hotels/motels, mobile home parks, resorts, restaurants, security firms, special events, sports leagues, taverns, and vacant buildings. In addition to providing contract surety bonds in the construction sector, our commercial fidelity and surety product offerings include business service bonds, employee dishonesty coverage, judicial bonds, probate bonds, and public official bonds. Capitol is a U.S. Treasury-authorized company for surety bonds with an underwriting limit of up to $21 million per bond. The company also writes miscellaneous professional liability insurance (e.g., Errors & Omissions). Capitol’s operating entities are Capitol Indemnity Corporation, Capitol Specialty Insurance Corporation, and Platte River Insurance Company. Our insurance products are available through a national network of insurance agents and brokers. We are licensed to underwrite insurance and surety products in all 50 states plus the District of Columbia.

Benefits to employer a One account management contact. a Single renewal process. a Administrative efficiencies. Consumer-driven health plans Our Lumenos plans give your employees more control over their health care costs and choices. They can lower costs without giving up the quality of their care.

Future Outlook Capitol has consistently produced an underwriting profit and has an A (“Excellent”) rating from the A.M. Best Corporation. Capitol Indemnity Corporation, Capitol Specialty Insurance Corporation and Platte River Insurance Company are subsidiaries of Alleghany Insurance Holdings LLC, whose parent company – Alleghany Corporation – is publicly traded on the New York Stock Exchange (ticker symbol “Y”).

David Pauly

Capitol is a proven leader in the industry with a committed team of qualified professionals. Capitol has consistently been named one of the Best Places to Work in the Insurance Industry by Business Insurance. Our consistent success stems from our strong agency relationships. We truly strive to be the easiest company for our agents to do business with in our market segments. Capitol looks forward to the future. We are confident that we can continue to meet the needs of our agents and policyholders by providing them with the products and services they need to be successful in the ever-changing insurance marketplace. Other Comments Capitol’s focus is on the agent. We offer an Internet-based rating system, electronic transmission of applications, claims reporting, quick quotes, online billing information, loss information, agency reporting and a host of other ePortal services designed to make it easier to do business with Capitol. We strive to be a leader in our agencies and focus on delivering services that meet the needs of our agents, such as flexible billing options, unique coverage enhancements, access to a broad array of specialty classes of business and quality customer service. We realize that a large part of our success is due to the relationships with our independent agency partners here in Wisconsin. We will continue to do everything we can to provide you with the tools you need to be successful both now and in the future. Capitol’s employees are very active in our communities participating in various charitable events and sponsoring organizations, such as the American Cancer Society, the American Heart Association, Big Brothers/Big Sisters, Domestic Abuse Intervention Services, and United Way. Company Web site: www.capitol.net

CONTINUED ON PAGE 25

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WISCONSIN INDEPENDENT AGENT

APRIL 2013 | 7

Ready

INDEPENDENT INSURANCE AGENTS of WISCONSIN

FOR

2012-2013 EXCLUSIVE COMPANY SPONSORS

something

NEW? The Hanover is opening new doors in Personal Lines. A value-driven customer experience to help our agents attract and retain high quality, account-oriented business.

WELCOME TO...

The Hanover Experience

Contact John Vose Wisconsin Assistant Regional Vice President

at (262) 796-6743 to learn more

HANOVER INSURANCE GROUP INC. Location Of Company Headquarters: Worcester, MA Founded: 1852 Officers: Frederick H. Eppinger, Chief Executive Officer Marita Zuraitis, President - The Hanover’s P&C Cos. Paul Mueller, President - The Hanover’s Midwest Region Todd Bavery, Vice President - Regional Distribution Leader Andrew Knipfer, Regional Vice President - Commercial Lines, Wis. John Vose, Assistant Regional Vice President - Personal Lines, Wis. The Best Partner for Independent Agents In 2003, The Hanover set out on a journey to create a company that would deliver distinctive value to its independent agent partners and their customers every day – one that would help them to compete and win, regardless of the prevailing market conditions. Since then, The Hanover has made unprecedented investments, building a unique and special organization, staffed by committed and talented professionals, exclusively focused on the needs of its agent and broker partners. In personal lines, The Hanover is a leading account writer of homes, autos, recreational vehicles and other personal assets. This year, the company is pleased to launch its Platinum Experience to help its agent partners win more account-oriented business. The Hanover’s commercial lines business offers a wide range of innovative products and specialty capabilities. The company’s “total solution” operating model is based on experienced and insightful local underwriting talent, a broad risk appetite and specialty capabilities, as well as its commitment to responsive, effective customer service. National Company/International Reach Over the course of its journey, The Hanover has strengthened its organization on every dimension, assembling an outstanding team of professionals nationally and internationally, building a world-class products portfolio, creating a culture of execution and developing deep, mutually beneficial partnerships with some of the very best agents and brokers in the business. As evidence of its progress, the company has expanded its reach throughout the U.S. and globally in key markets.

Fred Eppinger

Making its products available to the best partner agents and brokers is a critical component of The Hanover’s strategy. By creating franchise value, The Hanover enables its partners to further differentiate themselves in the marketplace, helping to bolster customer satisfaction, productivity and profitability above industry averages. At a Glance The Hanover Insurance Group, Inc. based in Worcester, Mass is the holding company for a group of insurers that includes The Hanover Insurance Company, also in Worcester, Mass., Citizens Insurance Company of America, based in Howell, Mich., and Chaucer Holdings plc, based in London, and their affiliates. The Hanover Group offers a wide range of property and casualty products and services to businesses, individuals, and families through a select group of agents and brokers. The company is ranked among the top 25 property and casualty insurers in the United States and has been meeting its obligations to its agent partners and their customers since 1852. Through Chaucer, the company also underwrites business at Lloyd’s in several major insurance and reinsurance classes, balancing global marine, energy, non-marine and aviation with U.K. motor and nuclear. See our website at www.hanover.com. A.M. Best Company Rating The Hanover Insurance Group’s member insurance companies are rated “A” (Excellent) by A.M. Best Company. Local agents interested in learning more about The Hanover can contact John Vose at (262) 796-6743 or Andrew Knipfer at (262) 796-6735. Company Web site: www.hanover.com

hanover.com 112-3473WI (3/13)

APRIL 2013 | 9

INDEPENDENT INSURANCE AGENTS of WISCONSIN 2012-2013 EXCLUSIVE COMPANY SPONSORS

2012-2013 EXCLUSIVE COMPANY SPONSORS

INTEGRITY INSURANCE Location of Company Headquarters: Appleton, WI Founded: 1933 Officers: Joseph DiMartino, President & CEO Brent Hammer, Controller & Corporate Financial Manager Cindy Heindel, Vice President — Human Resources/Administration Brad Kelly, Vice President — Sales & Marketing Steve Klingemann, Vice President — Personal Lines Joe DiMartino Christian Martin, Vice President — Claims Jill Stache, Vice President — Commercial Lines Integrity Insurance — Investing in Success Integrity Insurance, along with our network of Independent Agents, We continue to offer unique products, such as our XPanded consistently provides high-quality service to our customers. Our Premier® Policy (XPP) for Manufacturers, Wholesalers, Building brand promise is focused on service, trust, relationships and a Owners’ and Mercantile & Services. XPP offers customized, flexible commitment that our decisions and interactions will provide the coverages to ensure you’ll have the right coverage, at the right ultimate customer experience – the way it should be®. Focused on price. With releases of new products like our enhanced Business “redefining partnership”, Integrity’s vision is to set the industry Owners Policy, BusinessAssureSM, we continue to demonstrate our standard for independent agency/carrier partnerships through commitment to value-added reinvestments in our business. the depth, strength of commitment, innovation and return on investment of our relationship. Integrity’s Loss Control representatives each boast over 25 years of experience in the industry and are well equipped to work with Our Voice of the Customer program gathers feedback from agents and insureds to help prevent losses that have an adverse customers, both agents and policyholders, who have experienced impact on their business operations. Loss Control representatives are our service and allows us to continually improve on that service, able to conduct onsite inspections and job-site surveys to identify establishing that we are a company that listens. Results from our loss drivers, assist in the development of workplace and fleet safety Spring of 2012 Policyholder survey revealed our satisfaction level increased from our 2011 survey by two points – a significant rise programs and offer OSHA compliance information. demonstrating strong growth in loyalty. Personal Lines — Ease of Doing Business with a Personal Touch We believe delivering outstanding service – whether it be formalizing Agents look to us to provide products and coverages they can a consultative business model with our agents or processing claims offer their clients to attract and retain customers. And they can for our insureds – is the key to our success. We’re rated “A” (Excellent) do just that with IntegrityOneSM, our “package” policy. This policy by A.M. Best and in partnership with Ohio-based Grange Insurance, provides enhanced coverage, additional discounts and customer a $1 billion insurance provider. The affiliation with Grange is in convenience. Further enhancements have been implemented the tenth year and continues to drive high value for agents and since introduction, making this a premier product for customer policyholders served by the entire enterprise. When you deal with satisfaction and agency retention, Integrity, we’ll take care of your needs today and we’ll be here for you tomorrow. Meeting the needs of a diverse client base is important. That’s why we offer PinPoint® products targeting a broad auto and home market, including renter and condo owners to help you increase sales. Try Commercial Lines — Best in Class Integrity’s non-standard auto product called Passport® — it’s easy to We continue to write the best in class in almost any segment with quote, features low-cost coverage with low down payment options underwriters ready to take your call. Due to the success of our field and offers the services of an experienced underwriter, dedicated underwriter program, we’ve increased our personnel to reach out solely to Passport Auto clients. to more agents, making it even easier to do business with Integrity. CONTINUED ON PAGE 25

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WISCONSIN INDEPENDENT AGENT

We make things easy for you. So you can make things easy for them. For more about how Integrity can help you help your customers contact: Cathy Beaudin at 920-968-8326 or cbeaudin@imico.com integrityinsurance.com

INDEPENDENT INSURANCE AGENTS of WISCONSIN 2012-2013 EXCLUSIVE COMPANY SPONSORS

2012-2013 EXCLUSIVE COMPANY SPONSORS

THE IMT GROUP IMT INSURANCE COMPANY & WADENA INSURANCE COMPANY Location Of Company Headquarters: 4445 Corporate Drive, West Des Moines, IA 50266 Founded: 1884 Officers: Richard Keith, President & CEO Sean Kennedy, Executive Vice President Dennis Patterson, Senior Vice President – Information Systems Richard Keith Greg Blythe, Vice President – Finance Brad Buchanan, Vice President – Personal Lines Brian Neitzel, Vice President – Research & Development Dalene Holland, Corporate Secretary Chris Owenson, Vice President – Claims Rich Nauman, Vice President – Marketing Mark Vasey, Vice President – Commercial Lines Products Company Specializes In: The IMT Group uses a strong partnership with its Wisconsin Independent Agents to meet and exceed the needs of our personal lines and commercial lines clients. The IMT Group consists of IMT & Wadena Insurance Companies and insures autos, homes, businesses and more. Wadena Insurance Company has a great Auto program along with a cutting-edge Businessowners policy system. In addition, Wadena Insurance offers Workers’ Compensation, Power Sports and Boatowners policies. The Wadena Businessowners program includes many specialty ‘PAKS’ such as: Auto Kleen PAK, Convenience Store PAK, Dine PAK, Funeral Home PAK, Grocery PAK, Motel PAK, Office PAK, Par PAK, Storage PAK, and Vet PAK. IMT Insurance Company offers a wide array of personal and commercial lines products including Farm Liability, Homeowners, Commercial Auto, Commercial Property, Commercial Liability and Umbrellas. Bonds are also an important line of business at IMT. Together, IMT and Wadena offer the products needed for a well-rounded property and casualty agency. Outlook For The Company’s Future Both IMT and Wadena Insurance Companies are strong Midwest regional carriers that understand the needs of the people and agencies that reside in your area. Financial stability is one of our strengths — both IMT and Wadena Insurance companies are rated A (Excellent) by A.M. Best. We are a stable company with over 50% of our workforce being with us for over 10 years. We have also added a number of good young Generation Y employees who have generated a higher energy level within the company. One of The IMT Group’s main strengths is our agency force. We use only independent agents and have over 800 agencies in the six states in which we do business.

and most will say, “The IMT Group!” We design the systems ourselves along with the help from our independent agents. We continue to advance with changes in technology and have dedicated ourselves to Social Media through our presence on Facebook, YouTube, Google+, and LinkedIn. We’re committed to our independent agents and the future! It’s the simple things that differentiate us from our competitors. We are a strong Midwest regional mutual company that values our relationships with independent insurance agents and enjoy what we do. We like to have fun! We also strongly believe that in order to be successful, you must enjoy what you are doing. Our friendly, familyoriented employees carry the same Midwest values that our agents and insureds carry. Our agents know they can contact any of us at The IMT Group at any time.

PROGRESSIVE INSURANCE Location of Company Headquarters: Mayfield Village, OH Founded: 1937 Officers: Glenn Renwick, President & CEO John Barbagallo, Agency Operations and Commercial Lines President John Sauerland, Personal Lines President Products Company Specializes In: Progressive is the number one writer of auto insurance through a network of more than 35,000 independent agents and a leading writer of special lines and commercial auto, including coverage for motorcycles, all-terrain vehicles, boats, personal watercraft, snowmobiles, RVs, travel trailers and food trucks. In addition, umbrella and homeowners products provide preferred customers with even more coverage at competitive rates*.

John Barbagallo

Outlook For The Company’s Future Progressive leads the way in usage-based insurance with Snapshot, offering personalized rates and big discounts for safe driving. Consumers can even test drive Snapshot to see if they can earn a discount with the program before switching carriers. We continue to help your agency move forward with industryleading technology, exceptional claims service, online and toll-free customer referrals, and a co-op marketing program to leverage our highly recognizable national brand. Company Web site: www.ProgressiveAgent.com *Progressive Home Advantage is underwritten by American Strategic Insurance and available on a limited rollout basis in over 20 states.

John Sauerland

People buy their insurance from independent agents because they know them, like them, and trust them. That is exactly the reason independent agents do business with The IMT Group. We have been doing business in the Midwest since 1884. This experience will continue to help us in the future. When you think of The IMT Group, you can be sure it is a stable company with an eye on the past and a keen sense for the future. We will continue to live up to our slogan, “Be Worry Free with IMT!” Local independent agents interested in learning more about The IMT Group can contact Matt Casey at 1 (800) 274-3531, ext. 897. Company Web site: www.imtins.com

Other Comments Another of our strengths is automation. Ask any of our 800 independent agencies which of their companies have the best systems

12 | APRIL 2013

WISCONSIN INDEPENDENT AGENT

APRIL 2013 | 13

I NDEPENDENT I NSURANCE A GENTS OF W ISCONSIN

Trusted Choice

UPCOMING CONTINUING EDUCATION

INDEPENDENT INSURANCE AGENTS of WISCONSIN

F OREXCLUSIVE M ORE I NFORMATION ANDSPONSORS TO R EGISTER F OR T HESE 2012-2013 COMPANY I N P ERSON AND O NLINE C LASSES , P LEASE G O T O WWW.IIAW.COM!

2012-2013 EXCLUSIVE COMPANY SPONSORS

Two‐Part Basic Agent Flood Insurance Web Conference (4 CE Credits Approved)  Dates: April 24 & 25, 2013  Location: Online – Register at www.iiaw.com/event/NFIP  Time: Both days 9:00 AM ‐ 11:00 AM

Two‐Part Basic Agent Flood Insurance Web Conference (4 CE Credits Approved)  Dates: May 1 & 2, 2013  Location: Online – www.iiaw.com/event/NFIP  Time: Both days 9:00 AM ‐ 11:00 AM

114th IIAW Annual Convention (Up To 18 CE Credits Available)

QBE REGIONAL INSURANCE Location of Company Headquarters: One General Drive, Sun Prairie, WI 53596 Founded: 1925 Officers: Andy Doll, Senior Vice President, Midwest Region Scott Cummins, Branch Vice President, Sun Prairie Roger Kaland, Branch Vice President, Milwaukee

Dates: May 8 & 9, 2013   Location: Madison Marriott West ‐ 1313 John Q. Hammons Drive in Middleton, WI  Time: Registration desk opens at 8:00 AM on May 8

Andy Doll

E&O Risk Management: Meeting The Challenge Of Technology Change (6 CE Credits Approved)  Dates: May 29, June 12, July 17, August 13, September 17, October 17, and November 14, 2013  Locations: Pewaukee, Appleton, Madison, and Eau Claire  Time: 8:30 AM ‐ 2:30 PM

Insurance Potpourri: Personal & Commercial Lines Coverage  (4 CE Credits Approved)  Date: May 30, September 25, October 29, and November 20, 2013   Locations: Madison, Pewaukee, and Appleton  Time: 8:30 AM ‐ 12:30 PM

Commercial Lines: From small storefronts to high-value, multilocation corporations, QBE Regional provides insurance protection across a wide spectrum of Wisconsin properties. Our FlexBizSM program includes coverages, limits and extensions to meet the needs of 400 classes of business. Coverages have been tailored for new classes, including restaurants, motels and car care. QBE Regional also offers special programs for Wisconsin golf courses, well drillers, on-site waste disposal operators, wholesale beer distributors and community hospitals. Many of the state’s cheese makers are insured through our food processors package. These exposures, as well as larger accounts, benefit from our highly specialized policy, loss control and claim services.

Ethics In Today’s Changing Times (4 CE Credits Approved)  Date: June 11, August 14, and September 26, 2013   Locations: Eau Claire, Pewaukee, and Appleton  Time: 8:30 AM ‐ 12:30 PM

Sales & Leadership Conference (Up To 8 CE Credits Available)  Date: June 26‐28, 2013  Location: Kalahari Resort in Wisconsin Dells  Time: Reception at Trappers Turn at 6:00 PM

Ethical Standards For The Insurance Professional (4 CE Credits Approved)   Date: August 1, October, and November 12, 2013 (The specific date for the October session TBD)   Locations: Madison and Eau Claire  Time: 8:30 AM ‐ 12:30 PM

Healthcare Reform Update (4 CE Credits Filed)   Date: August 7 and August 8, 2013  Locations: Appleton and Waukesha  Time: 8:30 AM ‐ 12:30 PM

FOR

MORE INFO, CALL THE

IIAW

(608) 256-4429

Products Company Specializes In: QBE Regional has partnered with Wisconsin’s independent agents to meet the needs of main street and personal lines clients for over 80 years. With local management and claims handling, the company is represented by over 275 agents across Wisconsin and has developed commercial and personal lines products to protect consumers’ most important assets.

Outlook for the Company’s Future As a member of QBE North America, with gross written premium of over $7 billion in 2011, the company offers Wisconsin agents financial strength, stability and access to additional products and markets through other QBE member companies. QBE Regional continues to maintain the local presence, approachability and individual service agents have come to expect from us. We are committed to maintaining healthy products that are open for business, enabling Wisconsin agencies to quote and close more customers, with confidence. Other Comments QBE Regional has insured Wisconsin autos, homes and businesses since 1925. Our heritage continues with QBE Insurance Group Limited, one of the top 20 insurers and reinsurers worldwide, with operations in all key global insurance markets. QBE is an Australian listed company based in Sydney, with operations in 47 countries and over 13,000 staff worldwide. QBE’s gross written premium was $18.3 billion in 2011. Company Web site: qbena.com

Personal Lines: QBE Regional offers products to meet the needs of almost every household in Wisconsin. The introduction of a new processing system has improved agency efficiency and is the foundation for our FlexAuto® and FlexHomeSM products. In addition, our Crowne CondominiumSM product has been designed and priced to offer superior features and protection compared to a standard HO-6.

FlexAuto, FlexHome, FlexBiz and Crowne Condominium are registered service marks of QBE Regional Companies (N.A.) Inc.

OR GO TO WWW.IIAW.COM WISCONSIN INDEPENDENT AGENT

APRIL 2013 | 15

INDEPENDENT INSURANCE AGENTS of WISCONSIN 2012-2013 EXCLUSIVE COMPANY SPONSORS

2012-2013 EXCLUSIVE COMPANY SPONSORS

SECURA INSURANCE Location Of Company Headquarters: Appleton, WI Founded: 1900 SECURA Leaders: John Bykowski, President, CEO & Chairman of the Board Kathryn Sieman, SVP & CFO

David Gross, SVP–Underwriting Operations Scott Huiras, SVP–Claims Martin Arnold, VP & Chief Actuary Jeffrey Bemis, CIO & VP–Information Technology John Bykowski Diana Buechel, VP–Personal Lines Underwriting Daniel Ferris, VP–General Counsel and Corporate Secretary Timothy Riedl, VP–Commercial Lines Underwriting Garth Wicinsky, VP–Human Resources Robert Van Beek, VP–Agency Automation Shane Roh, RVP–Sales Jean Van Den Brandt, VP–Marketing Jeffrey Kargus, Controller

Products Company Specializes In: SECURA Insurance is built on sound business strategy, long-term financial stability, and dedication of agency partners and employees. This approach has paid off throughout its 113-year history. In 2012, the company achieved exceptional operating results, growing direct written premium (DWP) nearly 8 percent, well ahead of industry projections of 4 percent; and attaining a 97.9 percent combined ratio, about 8 points better than the industry forecast according to A.M. Best. The company provides a broad range of Commercial, Personal, Specialty, and Farm-Ag products to customers. Its reach includes partnerships with more than 430 agencies in 12 states. Commercial Lines represents 53 percent of business. Agents rely on the company’s industry-specific expertise to offer coverages for retailers, wholesalers, manufacturers, contractors, restaurants, and numerous other markets. Last fall, the carrier introduced its new Work Comp Nurse Hotline, offering immediate medical guidance to injured workers. This free service for policyholders allows agents to readily sell the value to retain and attract Work Comp customers. Other key benefits include reduced claims, resulting in reduced loss ratios and greater profitability for agents. Its risk management professionals show policyholders how to improve the working conditions for their businesses and employees. Their consultative method results in safer work environments, fewer losses, and lower premiums. Complementing this team approach is Prevention Connection, the company’s online risk management resource that provides agents and policyholders 24/7 access to safety articles and videos. Agents help SECURA continue the momentum of its Specialty Lines, which launched in 2010. An important part of the carrier’s portfolio, its

16 | APRIL 2013

Specialty niche programs – like sports and recreation, human services, and detective and security guards –present more opportunities for agents to grow their book of business. The carrier’s MILE-STONE® home and auto package policy is the cornerstone of its Personal Lines and offers the finest combination of value, coverage, service, and convenience. Lifestyle enhancements such as Pet ProtectorSM, Roadside Rescuer, Travel RescuerSM, and Identity Theft protection give agents an edge in attracting new customers. Farm-Ag rounds out the company’s products and represents the foundation of its heritage. The company continues to expand this segment by writing Agribusiness policies for those businesses that support farming operations. Farm supply stores, feedlots, feed milling operations, and seed processing/dealers are just a few. Outlook for the company’s future SECURA remains a dynamic, growing, and stable partner for agents and policyholders for the long term, evident of its “A” Excellent financial rating by A.M. Best. The company also ranked as a Top 10 carrier by agents in the Ease of Doing Business survey for the last seven years. Looking ahead, the company is well positioned for growth. It is focused on providing agency partners a solid, established market, new growth opportunities, and exceptional service to continue their success writing and retaining quality business. Company Web site: www.secura.net

WISCONSIN INDEPENDENT AGENT

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

Commercial Personal

Farm

Specialty

INDEPENDENT INSURANCE AGENTS of WISCONSIN 2012-2013 EXCLUSIVE COMPANY SPONSORS

2012-2013 EXCLUSIVE COMPANY SPONSORS

experts.

Trust the SFM Mutual Insurance Company Headquarters: Minneapolis, Minn. Branch: Milwaukee, Wis. Founded: 1984 Officers: Bob Lund, President and CEO Terry Miller, Chief Financial Officer Scott Brener, General Counsel Steve Sandilla, Vice President – Strategic Business Operations Nick Marino, Director – Wisconsin Operations

Chairman of the Board Gene Merriam and President and CEO Bob Lund

SFM–The Work Comp Experts Claims, legal and medical expertise. Optimal results in preventing injuries and controlling costs. Highest levels of customer satisfaction and retention.

Products Company Specializes In: SFM is a customer-owned mutual insurance group providing workers’ compensation coverage to more than 15,000 employers based in Wisconsin, Minnesota, Iowa, Nebraska and South Dakota. SFM also insures their operations in many other states. The company specializes in claims, medical, legal and loss-control service, and is supported by in-house attorneys, doctors and other professional specialists. Convenient policyholder services: CompOnline® Risk Management System, online injury reporting, premium e-payments, online payroll reporting and audit, pay-as-you-go wage reporting, extensive education and loss control resources. Offers employment practices liability coverage, easily endorsed onto the SFM policy. SFM enjoys the highest levels of customer satisfaction: 93 percent of SFM policyholders renew each year. Outlook SFM is expanding in Wisconsin and has recently added additional claim and underwriting professionals to their already strong team.

18 | APRIL 2013

A leading regional insurer, specializing in workers’ compensation. The company insures organizations of all types and all sizes — small, mid-sized and large. The largest area of growth has been in Allied Health Care, defined as Retirement Living, Skilled Nursing, Group Homes and Hospital classes. SFM provides agents with a reliable market, competitive commissions and satisfied customers. It’s easy to do business with SFM: quote and bind online through SFM Agency Manager (SAM); manage your entire book of business online; access client data. No minimum premium.

Let SFM quote your workers’ compensation business. Call (800) 937-1181 or visit www.sfmic.com

SFM is financially strong with a growing surplus, positive net income, low expense ratio, low combined ratio, conservative investments, and debt-free.

Visit our booth at the convention!

Helping Others SFM Foundation, now four years old, has committed nearly $300,000 to help children of parents killed or injured on the job go to college. Agents are a main source of fundraising. Scholarships awarded so far involve workers’ comp claims handled by 27 different insurers. Company Information: Visit www.sfmic.com or call (800) 937-1181.

WISCONSIN INDEPENDENT AGENT

APRIL 2013 | 19

INDEPENDENT INSURANCE AGENTS of WISCONSIN 2012-2013 EXCLUSIVE COMPANY SPONSORS

SOCIETY INSURANCE Location Of Company Headquarters: Fond du Lac, WI Founded: 1915 Senior Managers: Rick Parks, President & CEO William Reeves, Senior Vice President & COO John Barouski, Vice President – Workers Compensation Claims Steven Binkley, Vice President – Property, Auto and Liability Claims Amy Collett, Director – Human Resources Thomas Konop, Vice President – Information Systems D. Holly Lifke, Vice President – Commercial Lines Underwriting Dina S. Schultz, Vice President – Sales & Marketing Edwin Storer, Vice President – Finance & Treasurer

Products Company Specializes In: Society Insurance writes only commercial lines. As a niche market leader, the company has developed in-depth expertise in its core classes of business. Supported by long-term trade association endorsements from the Wisconsin Restaurant Association and the Tavern League of Wisconsin, Society writes policies for more than 25 percent of the food and beverage establishments in Wisconsin. Society’s strong tradition of association partnerships and niche expertise also extends into hotels and motels, grocery and convenience stores, artesian contractors and food processors, auto repair garages and health care clinics. The packages Society offers for its core classes of business are consistently some of the most comprehensive on the market. Workers compensation insurance was the first coverage Society wrote when it was founded in 1915, and the company maintains a strong presence in this complicated and specialized line of business. Society’s claim management process keeps costs low for policyholders by stressing early intervention, advocating a quick return to work and obtaining the best medical provider discounts. Loss control services are customer-focused and tailored to the needs of both small and large businesses. Society also offers a number of internet-based safety tools for customers of all sizes. This combination of strong claim management and tailored loss control is a true competitive advantage that eliminates many problems business owners and agents may otherwise experience with workers compensation insurance.

2012-2013 EXCLUSIVE COMPANY SPONSORS

THE TRAVELERS COMPANIES INC. Location Of Company Headquarters: Hartford, CT Founded: More than 155 years ago Officers: Jack Costello, Regional President George Hogan, Regional Director Linda Petrillo, Regional Vice President - Personal Insurance

Rick Parks

Outlook for the Company’s Future Society Insurance continues to build on its strength as a regional carrier committed to service and value for its customers. In 2012, this focus helped Society Insurance exceed $100 million in policyholder surplus for the first time in company history. As a niche market leader, Society does not try to be all things to all insureds. Rather, the company concentrates on doing what it does better than anyone else — insuring its core niches — and will continue to do so going forward. Because of this focus on niche markets, the company better understands the lines of business it writes and has exceptional knowledge and experience with issues that are likely to arise. Other Comments In an industry not known for its creativity, Society isn’t afraid to be different. And it’s the small details at Society — they’re in each policy and they’re in the way the company underwrites and handles claims — that set the company apart. Society knows that agents and policyholders have unique needs that don’t always fit neatly within a strictly defined category, so Society offers insurance uniquely tailored to the businesses they write. Sharing core values and a commitment to service with agency and association partners defines Society Insurance as a company where the small details make a big difference to agents and policyholders. Company Web site: societyinsurance.com

Karen Eckert, Regional Vice President - Select Paul Kyrilis, Regional Vice President - Commercial, Technology, Construction, Public Sector Mark O’Brien, Regional Vice President - National Accounts Casualty & Discover Re Mike Powers, Regional Vice President - National Property Jack Costello Allen Warner, Regional Vice President - Inland Marine Dave Wolfe, Regional Vice President - Boiler & Machinery Gail Schroeder, Regional Vice President - Bond & Financial Products Brendan Dunican, Regional Vice President - Ocean Marine Gregg Jeffers, Regional Vice President - Global Accounts Beth Printz, Regional Vice President - Claims John Tsourmas, Zonal Vice President - Excess Casualty Steve Ringler, Regional Risk Control Director Products Company Specializes In: Travelers provides a full breadth of insurance and surety prod¬ucts, as well as risk management services, to numerous types of businesses, organizations and individuals. Our products are distributed by independent insurance agents and brokers throughout the United States. Business Insurance: The business insurance segment offers a broad array of property and casualty insurance and insurance- related services to its clients, which range from “main street” businesses to Fortune 100 corporations. Business insurance is organized into marketing and underwriting groups with a specialized focus on particular markets or products. Travelers is the second-largest writer of commercial U.S. property and casualty insurance. Financial, Professional & International Insurance: The financial, professional and international insurance segment includes surety and financial liability coverages, which require a primarily creditbased underwriting process, as well as property and casualty products that are primarily marketed on an international basis. Travelers is the largest writer of surety business in the world. Personal Insurance: Travelers is the second largest writer of U.S. personal insurance through independent agents. We offer a broad array of property and casualty insurance products to individual customers under the Travelers brand.

carrier through one of the best-staffed field offices in the state. We are local, allowing our staff to understand the Wisconsin marketplace and to devel¬op deeper relationships with you and our insured’s. With almost 200 people in Wisconsin, Travelers is proud of our commitment to you and the positive impact we have on pro¬tecting the industry and individuals here. Our national scale means that we can deliver many advan¬tages to you, including: a Financial strength and long-term market stability a Broad underwriting appetite a Innovative product development a Cutting-edge technology efficiencies that save you money a Risk capacity to accommodate your largest accounts a Specialist expertise to understand your most complex exposures a Professional delivery of claim, risk control and audit serv¬ices that improve your account retention Travelers understands that life and business are inherently dynamic and that the best way to serve customers is to deliv¬er insurance that behaves the same way — evolving to keep in step with life and business as they change. Protect your clients under the red umbrella! Company Web site: www.Travelers.com

Outlook For The Company’s Future Travelers is uniquely positioned to help Wisconsin agents grow and be success¬ful! We know that you value timely and professional service—our people are experts at what they do. We’re able to deliver the many attributes of a large national

20 | APRIL 2013

WISCONSIN INDEPENDENT AGENT

APRIL 2013 | 21

INDEPENDENT INSURANCE AGENTS Your customers deserveof a WISCONSIN

Silver Lining.

2012-2013 EXCLUSIVE COMPANY SPONSORS

WEST BEND MUTUAL INSURANCE COMPANY Location of Company Headquarters: 1900 South 18th Avenue, West Bend, WI 53095 Founded: April 1894 Officers: Kevin Steiner, President and Chief Executive Officer Dale Kent, Executive Vice President and Chief Financial Officer Tracey Berg, Senior Vice President and Chief Information Officer Bill Hutchison, Senior Vice President - NSI Gary Alexander, Vice President - NSI Bonds Jim Blair, Vice President - NSI Claims Kevin Steiner David Ertmer, Vice President - Claims Christopher Zwygart, Vice President - Legal & Corporate Compliance Rick Fox, Vice President and Chief Actuary Debra Cahoon, Assistant Vice President - Human Resources Peter Hans, Vice President - NSI Legal Sandy Czerniak, Assistant Vice President - Argent Claims Paul Hingtgen, Vice President - Argent Mike DeLaney, Assistant Vice President - Argent Loss Control Rob Jacques, Vice President - Commercial Lines Heather Dunn, Assistant Vice President - Corporate Accounting Gary Klein, Vice President NSI P&C Underwriting Scott Grinna, Assistant Vice President - PAS Program Management Jim Pauly, General Counsel and Secretary Jim Keal, Assistant Vice President - Argent Operations Dan Roskopf, Vice President - Finance Jason Moore, Assistant Vice President - IT Jim Schwalen, Vice President - Personal Lines & Marketing John Reyzer, Assistant Vice President - NSI Finance Kelly Tighe, Vice President - Sales

Products Company Specializes In: Personal Lines: West Bend offers a broad personal lines coverage package (Home and Highway®) with multiple rating tiers for home and auto. Many innovative coverages and features are also available. Commercial Lines: West Bend offers a full range of commercial products and services. In addition to products such as Workers’ Compensation and Commercial Auto, SMARTbusiness™ substantially expands our businessowners’ policy and provides agents with automated solutions and a more efficient process.

Outlook for the Company’s Future West Bend is well positioned to capitalize on the current market conditions. In 2012, the company was rated A (Excellent) by A.M. Best. A.M. Best also recognizes West Bend as one of the 100 largest property/casualty insurers in the country. Listed as one of the top companies in a nationwide ease-of-doing-business survey, West Bend will continue to strive to maintain this rating by advancing our technology, products, and services while retaining our smallcompany, relationship-driven culture. Company Web site: thesilverlining.com

Specialty Lines: NSI offers insurance programs for such specialty lines as social services, sports and leisure, special events, childcare, and bonds. Argent®: Argent specializes in monoline workers’ compensation. Argent works closely with agents and policyholders to determine their most critical workers’ compensation needs and improve results through loss control, medical cost containment, and education.

22 | APRIL 2013

WISCONSIN INDEPENDENT AGENT

When something happens to your customer’s home, car, or business, it may not be a disaster. But no matter what it is, your customers always deserve fast and fair service from their insurance company. West Bend provides a Silver Lining, no matter what the claim may be. When Brian’s video camera was stolen, replacing it in time to record his daughter’s first steps was important. So that’s just what we did. Sometimes little things mean a lot. And every day, when something bad happens to someone, West Bend makes sure your customers experience the Silver Lining. Because the worst brings out our best.®

INDEPENDENT INSURANCE AGENTS of WISCONSIN 2012-2013 EXCLUSIVE COMPANY SPONSORS

2012-2013 EXCLUSIVE COMPANY SPONSORS

CONTINUED FROM PAGE 5

WILSON MUTUAL INSURANCE COMPANY Location of Company Headquarters: Sheboygan, WI Founded: 1872 Officers: Robert Western, President Mike Lappin, Executive Vice President & Chief Operating Officer Tami Jones-Fahser, Senior Vice President - Administration and Claims Karen Schultz, Vice President - Personal Lines and Product Development Roxanne Freeman, Vice President of Information Technology Tim Kemmel, Vice President - Claims Jeff Jacobs, Vice President - Commercial Lines

Products Company Specializes In: Wilson Mutual has a deep-rooted history of exceeding our agents’ expectations. The company remains committed to supporting our agents’ efforts by developing new and innovative products and services with a focus on “ease of doing business.” Wilson has a strong and growing presence in Wisconsin and an ever-growing presence in Minnesota. Personal lines products include: homeowners, personal auto, mobile homeowners, dwelling fire, inland marine, personal umbrella, and farmowners (WI). Flexibility and common sense underwriting are key philosophical approaches practiced by our personal lines underwriting staff. Commercial lines products include: commercial package policy, businessowners, commercial auto, workers compensation (WI), and commercial umbrella. Wilson provides several value added services to assist our agency force in meeting the needs of today’s business owners. Other Comments In early 2010, Wilson Mutual launched an expansive new ISO-based CPP product. The new CPP continues to offer our agency partners greater flexibility in underwriting, pricing and risk selection. While the focus of the new CPP is on contractors, auto service, wholesalers, distributors, machine shops and light manufacturing, Wilson will continue to write other eligible types of business via Businessowners program.

CONTINUED FROM PAGE 6

ACUITY also offers agents a stable workforce, with our voluntary staff turnover averaging just 2 percent. This low rate is directly attributable to the quality workplace we offer employees. ACUITY is ranked as the Best Mid-Size Employer in the Nation by the Great Place To Work Institute. Both Collegegrad.com and AARP have recognized ACUITY multiple times as one of the top employers in the nation for entry-level college graduates as well as workers over age 50, respectively.

Bob Western

In 2012 Wilson will continue to bring new system enhancements, including a claims processing system, a commercial lines billing system, and a new ISO Businessowners program, each designed to continue to increase the ease of doing business with Wilson. Providing risk management services to our policyholders continues to be a focus for Wilson Mutual. “Creating a culture of safety” within our policyholders’ businesses has made a significant impact in assisting our agents with retaining quality business. Wilson helps customers establish successful risk management programs with an emphasis on employee safety, training, and documentation. Outlook For The Company’s Future Wilson Mutual continues to receive a Rating of “A” (Excellent) from A.M. Best. This rating reflects our strong financial position as well as our solid record of profitable growth. Development of new products and improved services will continue to be the focus of our future, providing even greater market opportunities for our agents.

Our service-focused claims operation offers the ability to file a claim online or via a smartphone, and even page an ACUITY adjuster with the click of a button. We consistently receive a 95 percent claims approval rating from policyholders and 99 percent from agents. Because we offer an extremely broad range of products backed by leading-edge technology, we provide our agents a viable and efficient market. ACUITY is strongly committed to the independent agency system because we believe it is essential to the continued growth of the property and casualty industry. We are excited about our collective future. Other Comments The word “ACUITY” means “sharp focus.” Our mission is to provide a broad range of products for diverse risks that will protect and enhance our customers’ well-being. We will distinguish ourselves by consistently leveraging our underwriting discipline, claims expertise, and efficient technology and service, which follows the direction set by our sales and marketing orientation. Our tag line, “For All That Matters,” not only describes our philosophy of rebuilding shattered lives after a catastrophic loss, but also describes our keen focus on providing our customers and agents with world-class service.

CONTINUED FROM PAGE 10

Company Web site: www.wilsonmutual.com

We’re committed to empowering our associates to provide relationship-based personalized service to build strong connections with our agency partners and develop new relationships in targeted regions. Life — Strengthen Relationships Retaining customers is especially important in today’s economy. That’s why cross-selling is so important. Grange Life makes it easy with people ready to help you cross-sell life insurance to your personal and commercial lines customers. Ask about Grange Life’s new express products and applications.

WISCONSIN INDEPENDENT AGENT

Allowed trend: down 5.6% vs. traditional plans. Preventive care usage: up 3% overall, up 8% for men. Office visits: down 9.3% overall. P rescription drug usage: down overall with no negative impact on medications taken by members with chronic conditions.

Designated Blue Distinction Centers This is a strong network of recognized specialty centers across the country that are committed to providing better clinical and cost outcomes. Blue Precision A network of providers with cost and quality in mind for these specialties: cardiologists, OB/GYN, endocrinologists, rheumatologists and pulmonologists. Dental Blue Dental Blue offers great value with less hassle. Dental Blue members get extra savings with our negotiated pricing when they visit an in-network provider for: a S ervices that aren’t typically covered, like porcelain veneers and treatment for TMJ. a S ervices you get after reaching your annual maximum. Blue View Vision Blue View Vision can give your employees coverage to help maintain healthy eyes, while giving you coverage to help maintain a healthy bottom line.

Company Website: www.acuity.com

Contact Name for Further Information: Tim McAdow Contact Phone Number: 920.968.8327 Company Web site: www.IntegrityInsurance.com

24 | APRIL 2013

a a a a

WISCONSIN INDEPENDENT AGENT

Anthem Care Comparison Employees can make better choices and save money by comparing actual costs for common procedures at hospitals and facilities nearby. They can also see procedure and quality comparisons that focus on quality and safety at each facility. That means they have access to cost data on nearly 40 inpatient and outpatient procedures and quality measures for more than 150 inpatient procedures. Outlook For The Company’s Future Anthem is currently advancing strategies to improve quality, which can help to manage costs and improve insurance coverage. By working together with government, employers and providers, we are working to build a health care system that is accessible to all and provides quality care for those who need it most. Contact Phone Number: (800) 258-0012 Company Web site: www.anthem.com

APRIL 2013 | 25

OPEN DOOR POLICY

TRUSTED CHOICE BRANDING AND A VISIT FROM A CONGRESSMAN Trusted Choice is a game winning home run. To coincide with the start of baseball season, the Independent Insurance Agents of Wisconsin has partnered with Fox Sports Wisconsin to run TV ads to promote the Trusted Choice brand. The 30-second spot titled, “Life Changes,” ran during five Milwaukee Brewers spring training games and will continue to run until August during regular season games on Fox. The ad will also run during other programming around the state and complement national spots run by the Independent Insurance Agents and Brokers of America (IIABA), our national association.

Bob Rusbuldt, president and CEO of the IIABA, is featured in the ad. The ad will direct viewers to www.trustedchoice. com for more information and the Find An Agent tool, a resource to find Trusted Choice independent agents all over Wisconsin.

Independent agencies have done a great job of branding themselves locally but a statewide and national TV presence will help Trusted Choice agencies compete against other nationally branded insurance providers such as direct writers and captive agency companies. It’s a great way to combat the bloated benefits of the gecko, mayhem, and the good neighbor.

Beyond the statewide branding and advertising campaigns with Fox and the Brewers, the IIAW has also been involved with the following:

The spot will communicate to consumers the benefits of using a Trusted Choice independent agency, having a choice of companies, customized policies, and advocacy support in times of need (e.g., during a claim). These are the very benefits customers want from their insurance agent and it’s time to get the > Matt Banaszynski is the word out about Executive Vice President independent of the Independent agents and where Insurance Agents of to find them Wisconsin. Contact him locally. at matt@iiaw.com.

26 | APRIL 2013

To watch the spot right now, go to www. iiaw.com.

a A dvertising on WisBusiness.com, Wisconsin’s business news source. a A dvertising on WisPolitics.com, this state’s premier political news outlet. a P artnering with the Make-A-Wish Foundation. a A dvertising during Wisconsin Manufacturers and Commerce’s Business Day in Madison. a A dvertising during Wisconsin Women in Government’s annual banquet. All of these branding and advertising campaigns are made possible by the IIABA and grant money made available to promote our members as Trusted Choice independent insurance agents.

Congressman Sean Duffy, representative of Wisconsin’s 7th district, and Ted Nickel, Wisconsin’s Commissioner of Insurance, stopped by the our state headquarters to discuss a variety of insurance issues from health care reform to the National Association of Registered Agents and Brokers Reform Act of 2013 (NARAB II). Congressman Duffy is a co-sponsor of NARAB II.

From left: Rep. Sean Duffy, Skip Hansen, Diversified Insurance Services; and Ted Nickel, Wisconsin’s Commissioner of Insurance.

Rep. Duffy currently serves on the House of Representative’s Committee on Financial Services that has jurisdiction over issues pertaining to the economy, the banking system, housing, securities and exchanges, and insurance. NARAB II would build upon regulatory experience at the state level, promote consistency in agent and agency licensing and improve marketplace responsiveness. The legislation would provide for streamlined non-resident insurance agent and broker licensing while preserving state insurance regulation and consumer protections. This pragmatic bill would achieve much needed reciprocity in producer licensing and help policyholders by permitting greater competition among agents and brokers. The IIAW greatly appreciates Rep. Duffy’s support of this important legislation; he has been a great friend to this Association. It was exceptional that both he and Commissioner Nickel found time in their busy schedules to meet with a small group of agents and discuss the many issues currently facing our industry.

WISCONSIN INDEPENDENT AGENT

Rep. Sean Duffy addresses a group of agents at the state offices in Madison on February 21. From left: Janelle Higgins, Neckerman Insurance; Bryan Blom, Legislative Director; Matt

WISCONSIN INDEPENDENT AGENT

Banaszynski, IIAW Executive VP; Rep. Duffy; IIAW President Mike Froh, Burkart-Heisdorf Insurance; Skip Hansen, Diversified Insurance Services; and Derek Wickhem, John Wickhem Agency.

APRIL 2013 | 27

THE REAL REASON . INSURANCE AGENTS FAIL TO SELL You can give an agent all the sales training in the world, lay everything out and tell them exactly what to say and do in every situation and still, if they have either of the two afflictions I’ll talk about here, no amount of sales or product training will help them. When an insurance agent fails over the long haul, it is always a failure in activity, a failure to do the things necessary for success. Below are the two reasons agents ultimately fail to do the necessary work and, in the end, fail to sell, along with some ideas about what you can do about it.

Reason #1: They’re scared. At the request of an agency owner, I sat down with an agent to listen to her make some prospecting calls. He was concerned because she hadn’t sold a single policy in five months. When she picked up the phone, she began to shake with fear. She then put down the phone and said, “I can’t, I just can’t do it! Not with you sitting here!” I offered to stand outside the door. When that didn’t work, I told her she could record the calls and I’d listen What are the to them later. benefits if you She then got up, marched into the succeed and the agency owner’s office and said, disadvantages or “This isn’t going pain if you fail? If to work! I quit!”

Grow your business by partnering with Burns & Wilcox. By working with our Elite Client Solutions team, you do not have to turn away clients: We have the products to cover all their needs. Our high-net-worth specialists have the expertise to create personalized solutions. Plus, our unrivaled access to markets allows us to create solutions with speed and diligence. Making personal insurance even more personal is what Burns & Wilcox does best as the largest independent wholesale broker. Milwaukee, Wisconsin | 262.347.0266 | toll free 800.544.5700 fax 262.347.0440 | milwaukee.burnsandwilcox.com

Owners can do the following to help agents: a It’s important to have a good working environment that is conducive to doing business and supports the agent. This includes proper incentive and recognition plans, a professional and respectful environment, good training and support people, and an office where other producers are producing.

Reason #2: They’re comfortable. An agency owner recently said to me, “When the clock hits five, Jim runs out of the office like a scalded cat!” After a couple of questions it became apparent as to why. Jim was fresh out of college with no student loans. He lived at home, his parents had bought him a new car and they were also paying all his bills. Jim’s base pay was $650 per week plus benefits. That was more money than Jim had seen in his life and probably more than his buddies were making. Most importantly, it was more than enough beer money. The

If they are not hitting their goals, look at their daily activity and determine the problem. If they are simply not doing the necessary activities, you have to introduce the “fear” of losing their job if they don’t get to work. This will move most of your fearful and comfortable agents either to action or out the door. If they don’t move, and they continue to miss their numbers and skirt the necessary work, then you have to put your foot down and move them out the door yourself. Keeping these

Whether it’s the fear of rejection or the fear of WHY you have to being yelled at or hung up on, succeed, you will. all fears lead to extraordinary effort to avoid doing the things necessary to be successful.

enough reasons

When it comes to placing personal insurance for high-net-worth clients, your success is our success.

Moving Agents Out Of Their Fear & Comfort Zones

a It’s imperative that you have strict standards and measurements of success for each agent and that they are measured against those every 90 days. Each agent needs to have reasonable but challenging goals and objectives. It’s also important that you create these goals and objectives with the agent and you both agree they are attainable. Agents should be pushed out of their comfort zone but they have to believe they can do what you’re asking of them. Each agent needs to be held accountable. You must hold their feet to the fire. If an agent does not hit their 90-day goals and objectives, you need to find out why, make the necessary changes and adjustments, and then review these with the agent in another 30 days to see where they’re at.

you have powerful

PE RSO NAL I NSU RANCE

bottom line: Jim was comfortable and had absolutely no motivation to take on the world and chase down business. That’s why he was running out at five and had only sold one policy in six months to — you guessed it — a family member.

WISCONSIN INDEPENDENT AGENT

Fear can be a hindrance to sales success. people around will kill morale, cause you major headaches, and at the end of the day, you’re not doing yourself or them any favors. It’s time for them to go find themselves… somewhere other than at your company. Remember that each individual has different motivations. Most are motivated by money, other incentives and gifts, but people also like recognition and appreciation. Let them know through your words and actions that you care about them, support them, and you want them to be successful. If you are the failing agent, here’s what you can do: a Take 100% responsibility for your life and truly commit to your job. Let your boss know you’re on board and you’re going to do whatever it takes to be successful and ask for his or her help. a Get disciplined, face your fears, and get comfortable being uncomfortable. You simply must get yourself to do the necessary activities no matter what. a Find your motivation. Why must you be successful? What are the benefits if you succeed and the disadvantages or pain if you fail? If you have powerful enough reasons WHY you have to succeed, you will. You control your own success or failure. It has nothing to do with the economy, your parents, or that bad break in high school. At the end of the day it comes down to you.

> John Chapin has more than 21 years of sales experience and is the co-founder of Complete Selling Inc. For free access to John’s whitepaper on what it takes to be successful in sales, visit completeselling.com.

APRIL 2013 | 29

By Eric Schwartz

MEMBER PROFILE

EMC INSURANCE:

MEMBER PROFILE

CUSTOMER TRUST FOR OVER 100 YEARS

It’s difficult to quantify the importance of trust in business relationships but go ahead and lose that fragile bond. Which direction do customers go? Do they walk in your front door or out the door to a competitor? Ask any former executive of Arthur Andersen for the answer. The once powerful accounting firm is still in business more than a decade after the company’s involvement with failed energy giant Enron, but its business now casts a much smaller shadow. Even after obstruction of justice charges were dropped, customers stayed away in droves. From its heyday of 85,000 worldwide employees, Andersen now employs just 200.

also served as CEO and chairman of the board. In 2013, the Milwaukee office is still flourishing with nearly $66 million in written business. A big part of the company’s success is tied to local service. “There’s a reason it is set up this way,” said Phil Lucca, Milwaukee’s branch manager. “We know Wisconsin. The company wants people in this state making decisions at a local level.” With double-digit growth in 2012 and status as one of EMC’s most profitable branches, the approach is working.

On the other end of the spectrum, companies that maintain customer trust are often rewarded with long-term success. EMC Insurance Group Inc., whose parent company is EMC Insurance Companies, is a great example of this. Just two years ago, Forbes magazine named EMC Insurance Group as one of the most trusted small-cap companies in the United States. EMC Insurance Companies, the Des Moines, Iowa-based property and casualty insurer and reinsurer, was founded on April 21, 1911, as the Employers Mutual Casualty Association, a group formed to tap into the burgeoning workers’ compensation market. To obtain permission from the Iowa State Auditor to conduct business, the company’s founders (primarily John Gunn, Jack Eddy and George Wrightman) needed to secure 200 genuine insurance applications with premiums totaling $25,000. The quota was met with premiums ranging from $5 to $2,400. The start was slow and steady. In 1912, the company wrote more than $9,700 in premiums; in 1913, there was an increase to $13,700.

30 | APRIL 2013

“It seems like a simple thing but we provide a great level of service to policyholders,” said David Young, underwriting manager. “We don’t rely on call centers in Tampa or elsewhere.” The local service in Brookfield also comes with a lot of experience. The 62 The home office in downtown Des Moines, Iowa. EMC Insurance has 16 locations around the country employees have been and sells its products in 40 states. with the company for an average of 13 years. Flash forward to 1945. EMC wrote its first There’s also been consistent management. policy in Wisconsin after contracting with Phil Lucca is only the seventh branch the Wylie C. Sampson General Agency in manager since 1956. Insureds get to Milwaukee. Two years later a claims office work with the same risk improvement opened. representative, auditor, claims adjuster and other key staff. With that much experience In 1956, with growth a consistent trend, and consistency, there’s a steady hand at EMC bought the Sampson agency and the wheel. opened the Milwaukee branch in the Southgate Shopping Center, now Southgate “Wisconsin is a competitive state,” said Marketplace. It was the fourth branch Phil. “To have long-term success you have EMC had opened nationally following to make good decisions. No one overreacts Lansing (1940), Minneapolis (1942), and to a bad year. There’s value to stability. It Philadelphia (1946). relieves the pressure cooker.” In its first year, with manager George Kochheiser at the helm, the Milwaukee branch took in over $628 thousand in written premium. In 1982, Kochheiser was named EMC’s president, a position he would hold until his retirement in 1992. He

“People outside of EMC say this is unique. Everyone is working for the greater good of the whole organization. This isn’t just talk. We actually do this.”

policyholders, EMC is primed to prosper for the next 100 years.

For a company that’s been around for more than a century, it’s no surprise that they are looking to partner with agencies with an eye on the future.

EMC Insurance Companies has served independent agents and policyholders since 1911. Today, EMC employs more than 2,100 employees in 16 locations across the country. EMC sells its products solely through independent insurance agencies in more than 40 states. In Wisconsin, EMC insures a variety of interests including (but not limited to) manufacturers, milk haulers, equipment dealers, metal workers and schools. The Milwaukee Branch is located at 16455 W. Bluemound Road in Brookfield, Wisconsin. Contact them at 855.495.1800, or learn more at www.emcins.com.

“We appoint agencies that want to develop long-term relationships,” said Phil. “We offer agencies quality products and good rates so they have something to offer potential policyholders. We value our agents and take that relationship seriously. When an agency is appointed we want them to be comfortable from day one. Independent agents and agencies have the best relationships with policyholders. People know their agent’s name.” With honesty, local service and a commitment to independent agents and

Cross-Sell Strategy

#21

EPLI COVERAGE

“ Addressing the growing concerns of clients can grow your business.” Joel Pesch, Milwaukee Branch Commercial Underwriter

Employee lawsuits are more likely to occur than a fire. Include EMC’s Employment Practices Liability coverage to make certain your clients are protected from all the risks they may face. It’s just one of the many reasons policyholders Count on EMC®.

This stability is also a positive for independent agent partners. Milwaukee Branch: 800.236.1800

“Every department works together with the common goal to service insureds and agents,” said Mike Lester, audit manager. WISCONSIN INDEPENDENT AGENT

The staff of EMC’s Milwaukee branch at 16455 W. Bluemound Road in Brookfield, Wisconsin. The Wisconsin office opened in 1956.

Home Office: Des Moines, IA

WISCONSIN INDEPENDENT AGENT

APRIL 2013 | 31

MARKETING MINUTE

WHY MARKETING GOES WRONG SO OFTEN (AND WHAT TO DO ABOUT IT) Marketing is a mystery — at least that’s the way it seems when compared with just about every other company function. There’s plenty of talk about “marketing,” but efforts to nail it down, specifically, usually end in an uncomfortable silence. It makes the point that it’s difficult to get your arms around marketing. There are more “marketing geniuses” floating around than anyone can count. Everyone has an opinion as to what’s needed, what works and what doesn’t.

the same person who says, “I seem to have a flair for marketing.” In such a situation, the person charged with the marketing responsibilities has two options: either bang heads or cave-in to the pressure.

Marketing success today

An annual marketing plan that’s approved by management can help avoid such difficult and, frankly, depressing situations. Without that, there’s only chaos and unacceptable results.

moves in many directions. It depends on connecting with customers and prospects in all the ways that work for them. Inevitably, this means marketing programs must be multi-faceted. And whatever marketing activities a company implements, there will always be those who rush forward with criticisms and complaints. As it turns out, demystifying marketing is rather easy. After peeling away the nutty (and usually meaningless) jargon, marketing is simply aligning an organization’s products and services so customers come to identify with a brand. Unfortunately, much of what passes as “marketing” fails to pass the test.

2. Marketers make a splash rather than a difference. While management may be a marketing culprit, marketers can be to blame, as well. Making a quick “impression” is often the goal. As one marketing manager said the first week on the job, “We’ll be rolling out a new logo in a couple of months.” The logo remained, while the marketing manager didn’t. Soon after arriving at Radio Shack as EVP and CMO, Lee Applbaum kicked off a campaign to rebrand the lackluster performance of this venerable company. It would now be known simply as “The Shack.” That didn’t last long and neither did Applbaum. Unfazed by reality, his final Tweet, as reported by the Dallas Business Journal, said it all, “Been a great 3.5 years@RadioShack. Hopeful I had a positive impact on the brand. On to the next one.” Rather than listening to what a marketer says, it’s better to ask questions. For example, “What would be your plan for the first 90 days on the job?”

3. Lack of discipline. It’s easy for marketing To better understand why marketing goes wrong and what can be done about it, here are seven common pitfalls, obstacles and stumbling blocks:

1. Management believes it knows marketing. It’s not uncommon for the person in charge of marketing to report to someone who “loves marketing” and has strong opinions, but little or no marketing knowledge. This is often 32 | APRIL 2013

to get out of hand, particularly when there are so many “great ideas” flying around everyday. It takes a very strong person to listen and then say “no” to anything that’s off plan. Making exceptions and giving in can spell trouble. The best way to stand firm is to have carefully developed, absolutely clear and well-documented objectives.

4. Failure to engage customers and prospects. Although it’s difficult to believe, the tendency to equate “selling” with “telling” persists. It’s hard to root it out of our thinking, particularly when anything less direct seems wimpish. Yet, Lincoln Motor Company’s recent 60-second TV spot got it right by abandoning “telling,” starting with its “Steer the Script” title. They invited people to Tweet about their favorite road trip, and the spot featured excerpts from fun episodes, not the car. It ended this way: “The story starts with you because luxury always should.” And it isn’t just “luxury” that should start there. That’s where all marketing should begin.

5. Unrealistic budget. While there are always ways to improve marketing efficiency without damaging effectiveness, all-toooften companies expect those in marketing to produce extraordinary results with an underfunded budget. There’s nothing wrong with a lean budget, but one that’s anorexic simply won’t work. Today, marketing tools cost money and not to take advantage of the latest technology is a prescription for failure if a company wants results to match its expectations. And, while junior marketers can add value, it takes a senior, experienced professional to steer the ship in the right direction.

6. Failure to think through the implications. Ron Johnson created Apple’s hugely successful Apple’s retail stores and then moved on to tackle JCPenney’s faltering brand. Soon after arriving, he rolled out a massive TV marketing campaign that succeeded in thoroughly confusing consumers who had been accustomed to 400 “sales” a year. When Women’s Wear Daily asked him how he was going to correct the problem, he told the interviewer that the marketing “overreached,” adding, “It didn’t do the hard work. People found it entertaining but it WISCONSIN INDEPENDENT AGENT

wasn’t doing what we needed to do to build our business.” Then he noted, “There was too much TV and not enough print.”

excuse and flipped back to JCP’s traditional print promotion strategy, which isn’t doing the job, either.

so they connect with customers and prospects, and even more demanding to do it consistently so the effort enhances the brand.

If you wonder what those words mean, here’s the translation of the jargon: he roared in as CEO, shot from the hip with “a great idea” and when it failed, he came up with an

Failure to think through marketing initiatives follows one path: justification for failure and repeating the cycle.

Marketing success today moves in many directions. It depends on connecting with customers and prospects in all the ways that work for them. Inevitably, this means marketing programs must be multi-faceted.

If there’s a clear thread running through these seven ways marketing goes wrong, it’s that marketing is more than great ideas, innovative events or cutting edge techniques. At its core, marketing success depends on an understanding of prospects and customers, and making something > John R. Graham happen to turn of GrahamComm one into the is a marketing and other. sales consultant and

While marketers often speak rather glibly about “integrated marketing communications,” walking the talk isn’t so easy. It’s a daunting task to integrate social media, media advertising, public and media relations, eMarketing and sales promotion

To accomplish this objective takes vision, innovative thought and persistence.

7. Keeping marketing too narrowly focused.

It’s easy for marketing to get out of hand, particularly when there are so many “great ideas” flying around everyday. It takes a very strong person to listen and then say “no” to anything that’s off plan. WISCONSIN INDEPENDENT AGENT

Although bouncing too many marketing activities at one time is possible, there’s a seductive tendency to do just the opposite, to lighten the load by peeling away activities or stripping them down so they’re only marginally effective.

business writer. He publishes a free monthly eNewsletter, “No Nonsense Marketing & Sales.” Contact him at johnrg31@me.com, 617.774.9759, or johnrgraham.com.

APRIL 2013 | 33

NEWS FROM ACT

WHY GOOGLE+ SHOULD BE PART OF YOUR AGENCYâ&#x20AC;&#x2122;S ONLINE STRATEGY

in your Google+ listing. For example, the ProgressiveAgent.com agent directory offers Progressive agents free locally- optimized agency pages that work well for this purpose.

If youâ&#x20AC;&#x2122;ve been following Googleâ&#x20AC;&#x2122;s social experiment from afar, you may have lost Google+ in the shadow of social mediaâ&#x20AC;&#x2122;s 800 pound gorilla, Facebook. But before you dismiss the search giant as an also-ran in social, take note of Facebookâ&#x20AC;&#x2122;s own pet project, Graph Search. Facebookâ&#x20AC;&#x2122;s foray into search despite Googleâ&#x20AC;&#x2122;s clear dominance (two out of every three searches online are conducted using Google) reveals the cracks forming in the wall separating search and social. Both companies are preparing for when the wall comes tumbling down, and nowâ&#x20AC;&#x2122;s the time to position your agency to capitalize. If Progressiveâ&#x20AC;&#x2122;s marketing data hold true, many more agents are opting for a place on Facebook over Google+. Hereâ&#x20AC;&#x2122;s why you should diversify by building a strong presence on both.

Google+ is much more than social Google+ does have social strengths, such as the ability to easily segment and target communications to customers using Circles and host Hangouts with customers on insurance topics. However, for now the primary insurance agency benefit of Google+ is local search optimization. Americans conduct 3.6 billion local searches on Google each month, and Google+, acting as an online business directory, is the most effective way to capture those prospects. Itâ&#x20AC;&#x2122;s also the best way to do so without having to compete with big brandsâ&#x20AC;&#x2122; multi-million dollar online advertising budgets. A key reason to engage with Google+ is to acquire new customers in a way that no other social media site or online directory can currently offer.

From Places to Plusses Google reports that one in three searches have local intent, and 83 percent of consumers search online for local businesses. If a search query suggests local intent, Google includes the Google+ local pages in the search results, typically near the top. Formerly called â&#x20AC;&#x153;Google Places,â&#x20AC;? Google+ local business pages now include social elements as well, making an agencyâ&#x20AC;&#x2122;s participation in Google+

34 | APRIL 2013

(and customer interaction on the platform) a growing factor in showing up in local searches.

at it, itâ&#x20AC;&#x2122;s an excellent idea to also claim local search listings at sites like Yahoo, Bing, and Yelp.

Here are five steps to start taking advantage of Google+ for local search:

2) Build trust in it. Review your Google+ listing for accuracy and be sure that youâ&#x20AC;&#x2122;re using the identical name for your agency and its contact information across all directories, on the Internet and on your agency Website. Search engines like Google look for consistency in your agencyâ&#x20AC;&#x2122;s name, address, and phone number (NAP) online, and your visibility in search results improves if you have consistent listings. Exact NAP match is important. For example, you donâ&#x20AC;&#x2122;t want your agency Website to say â&#x20AC;&#x153;ABC Insurance Agencyâ&#x20AC;? while your Google+ listing says â&#x20AC;&#x153;ABC Ins Agency.â&#x20AC;? GetListed.org and Yext. com offer free, simple tools to assess the consistency of your agencyâ&#x20AC;&#x2122;s name, address, and phone online.

1) Claim and verify it. If you havenâ&#x20AC;&#x2122;t done so already, claim and verify your Google+ listing. This is something you can easily do on your own. Be sure not to create a duplicate Google+ listing for your agency if one already exists. Itâ&#x20AC;&#x2122;s against Googleâ&#x20AC;&#x2122;s rules. To check if your business already has a Google+ listing, simply go to www.google. com/maps and enter your business address and phone number into the search bar. If a listing shows up reflecting your business name, then your agency already has a Google+ local business page. Ensure it is under your control through the owner-verification process. If someone in your agency does not have the login information to manage your Google+ listing, click on â&#x20AC;&#x153;Manage this Pageâ&#x20AC;? on your businessâ&#x20AC;&#x2122; Google+ page to begin the verification process. Owner verification is a critical step in building trust with Google and guaranteeing that you control your business information on Google+. Progressive research indicates that as of November 2012, more than half of independent insurance agencies had failed to complete this critical first step, significantly diminishing their ability to rank highly in local search results. If youâ&#x20AC;&#x2122;re not the do-it-yourself type, programs like Progressiveâ&#x20AC;&#x2122;s ListAgent or local search packages from Project CAP can help you with claiming your business listings online and optimizing your local presence. While youâ&#x20AC;&#x2122;re

a I nclude your agencyâ&#x20AC;&#x2122;s name, address and phone number in text (not as an image) in the header or footer of every page on the site. a I nclude your city or town name in your title tags, meta descriptions, and header (H) tags. a I f you have multiple agency locations, create a separate â&#x20AC;&#x153;locationâ&#x20AC;? page on your Website for each location, and a separate Google+ local business page for each location. Submit each locationâ&#x20AC;&#x2122;s page to its respective Google+ local business page. a S tart using Authorship Markup on your agency Website and blog posts. If you donâ&#x20AC;&#x2122;t have a Website, consider using a carrier directory page in place of a Website

Rely on

4) Populate it. Populate your Google+ profile with content. Thoughtfully consider your business description, including key search terms that describe what your agency does. Make use of all business listing categories available and include photos and videos. Providing this content not only helps your agency rank higher in local searches, but it also makes your listing stand out to consumers and increases the likelihood that theyâ&#x20AC;&#x2122;ll do business with you. Click here for more tips on optimizing your local listings. 5) Legitimize it. On your agency Website and within your established agency referral processes, ask for reviews on Google+ as well as other sites like Yelp and Citysearch. Not only are reviews important to your prospects â&#x20AC;&#x201C; 70 percent of consumers say that they trust online reviews as much as personal recommendations, according to BrightLocal. Reviews are also known to be an important local search ranking factor. Progressive research indicates that the average independent insurance agency has less than one online review, so creating a slow-but-

steady review generation process can really make your agency stand out. The battle between Facebook and Google remains fierce, and both are making big moves to enhance their value to consumers and businesses. Questions may remain over > Matthew Marko is a social ROI, marketing process manager but thereâ&#x20AC;&#x2122;s for Progressive Insurance; he no question can be reached at matthew_ local search marko@progressive.com. He works to provide local is critical as marketing strategies and tools more and more to help independent agencies people start grow their business, and has their insurance developed online marketing shopping online. programs and Webinars for Progressive agents on Adding Google ForAgentsOnly.com. He is to your online one of 40 local search experts strategy brings invited to contribute to the a few social authoritative annual Local Search Ranking Factors study. benefits, but This article reflects the views the local search of the author and should not impact makes it be construed as an official a clear plus. statement by ACT.

teamwork. Rely on Wilson. Quality . Stability . Teamwork . Service . Integrity

You also can improve your local search ranking over time by creating references to your agency NAP on additional local directories. There are hundreds of local directory sites where you can submit your NAP information for free, with the only cost being the time it takes you to manually claim them. Alternatively, Progressiveâ&#x20AC;&#x2122;s ListAgent program can do this for your agency for under $100 a year.

3) Connect it. Google changed its local ranking algorithm in 2012 to favor Google+ business listings that link to well-optimized Websites, making your agency Websiteâ&#x20AC;&#x2122;s search optimization an important factor in both organic and local search results. While Website optimization can be time-consuming and expensive, here are a few simple changes to help your Websiteâ&#x20AC;&#x2122;s local search optimization: WISCONSIN INDEPENDENT AGENT

Our people make the difference. Contact us today to see how you can become part of the Wilson Mutual family.

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Lori Kulpinski, District Sales Manager WISCONSIN INDEPENDENT AGENT

APRIL 2013 | 35

COMMENTARY FROM COUNSEL

NEW FMLA REGULATIONS TAKE EFFECT REGARDING MILITARY DEPLOYMENTS No matter where or what you are reading, accounts of the costs — human and financial — of the two wars fought in Afghanistan and Iraq since 2001 are no more than a page (or mouse-click) away. Indeed, one could fill the pages of this magazine every month with the narrative of sacrifice by American troops for more than a decade. Whatever your political persuasion or opinion of these wars, these men, women and their families are owed a debt of gratitude. According to the Wisconsin Department of Veterans Affairs, nearly 34,000 Wisconsin residents have deployed to Operation Enduring Freedom in Afghanistan, or Operation Iraqi Freedom; many have served multiple deployments. A number of laws affect the rights of service members whose employment is temporarily interrupted by deployment, for example, the Uniformed Services Employment and Reemployment Rights Act of 1994 (USERRA), which bolstered the Veterans’ Reemployment Rights statute (VRR).

In February, the

Department of Labor

issued final regulations

implementing statutory amendments to the

Family Medical Leave

Act. The new regulations took effect on March 8, 2013, and may require employers to update their written FMLA

policies and forms.

In addition to employment interruption, deployment often presents serious complications for the family left behind by the service member. In 2008, President George W. Bush signed into law military family leave provisions as amendments to the Family Medical Leave Act (FMLA). In 2010, Congress again amended the FMLA to expand the military family leave rights created in 2008 and to require the Department of Labor (DOL) to promulgate new regulations interpreting those rights.

> Josh Johanningmeier is the IIAW’s General Counsel. Call the Legal Services Hotline at (877) 236-1669.

36 | APRIL 2013

In February, the DOL issued final regulations implementing statutory amendments to the Family Medical Leave Act (FMLA). These regulations incorporate the amendments Congress passed in 2010 relative to military family employees (and the airline

industry, not the subject of this column). The new regulations took effect on March 8, 2013, and may require employers to update their written FMLA policies and forms.

Qualifying Exigencies Expanded Congress required the rule to cover not only family members who are members of the National Guard and Reserves, but also family members who are in the regular armed forces and are deployed to a foreign country. The new regulations do so. They also make several notable changes to the types of qualifying exigencies for which leave is available, in the following categories. REST AND RECUPERATION. The new regulation increases the maximum number of days to 15 calendar days for exigency leave to bond with a military family member who is on rest and recuperation leave. POST-DEPLOYMENT ACTIVITIES. The regulations expand the postdeployment exigency to include leave to address issues that arise from the death of a military member while on covered duty status. CHILDCARE AND SCHOOL ACTIVITIES. The drafters of the regulations specifically declined to extend qualifying exigency leave to employees who stand in loco parentis to a child of a military member when that employee does not have the statutorily required relationship with the military member. For example, the mother of a military member may take leave to care for the military member’s child, but the military member’s mother-in-law is not eligible for such leave, notwithstanding her relationship with the child, because the military member is not the spouse/son/daughter/parent of the employee requesting leave.

employees can seek leave related to an injury or illness. The new regulations provide a definition of covered veteran and incorporate the revisions made by the 2010 amendments, provided such veterans must have been in the military in the five years before the employee first takes FMLA leave.

qualifying military family leave. The DOL has published FAQs on the new regulations, which can be found on its Website. In addition, all employers should ensure that their FMLA forms, policies and procedures are in compliance with these changes. Finally, an updated poster relating to these changes now must be used. If your agency or customers are affected by these it is time toPM review AIA Tired PC BACK 11_9_11:AIA 02.10.10 PCchanges, BACK 11/16/11 1:35 Pageyour 1 FMLA policies and forms to Requirements Adjusted For confirm that they comply with the new regulations.

Medical Certification Military Caregiver Leave

Covered Service Member To Include Covered Veteran

Existing regulations limited the type of healthcare providers authorized to certify a serious injury or illness for military caregiver leave. The new rule eliminates this distinction and allows any healthcare provider authorized under the general medical certification provisions of the FMLA regulations to certify injury or illness under the military caregiver provisions. The DOL has developed new Forms to help employers meet the FMLA’s certification requirements.

Congress amended the FMLA to allow time off for employees to care for family members who had served in the military and later manifested serious health problems (e.g., post-traumatic stress disorder, or PTSD). The original statute limited the leave to active members of the armed forces. However, the 2010 amendments include veterans as covered individuals for whom

These changes will likely bring an increase in the number of leave requests. Employers will need to be trained on the expansion of

PARENTAL CARE. The regulation adds parental care as a qualifying exigency for which leave may be taken. This exigency is similar to the childcare exigency provision and allows an eligible employee to take leave to attend to matters related to the care of the military member’s parent who is incapable of self-care. Such parental leave includes leave to arrange for alternative care, provide urgently needed (not routine) care, admit (or transfer) a parent to a care facility, and attend certain meetings with staff at care facilities.

WISCONSIN INDEPENDENT AGENT

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APRIL 2013 | 37

WS E N E H T N I S R E B M ME SECURA Congratulates 2012 Top-Performing Agencies SECURA recently announced its top-performing 2012 agencies. The company’s top-performing agency was three-time award winner Johnson Insurance Services, LLC. Mark Behrens accepted the award from John Bykowski, SECURA President and CEO, at a ceremony during our Premier Agent Professional Development Conference. Johnson Insurance has represented SECURA as an independent agency since 1979.

Scheider Joins R&R Insurance Services As Commercial Account Executive R&R Insurance Services Inc. in Waukesha has added Dan Scheider as commercial account executive. Scheider comes to R&R with more than five years of insurance experience. He began his career with National Specialty Insurance (a division of West Bend Mutual) and most recently was assistant vice president of American Risk Management Resources Network (ARMR). During that tenure, Scheider focused his background and specialty as a wholesale broker specializing in environmental liability. Scheider will be concentrating on building a book of business within the manufacturing and construction arenas – specifically in the south and central parts of Wisconsin.

S W E N E H T N I S R E B MEM Society Insurance Surpasses $100 Million In Policyholder Surplus Society Insurance has surpassed $100 million in policyholder surplus, affirming the company’s financial strength and bolstering its status as one of the Midwest’s premier business insurance providers. Society posted surplus gains of nearly $9 million to go along with net income growth of more than $5 million in 2012. Written premium was up 3.6 percent from 2011, and the company’s net loss ratio was just 50 percent.

financial milestone that opens doors to insuring larger businesses and should make our policyholders feel even more secure about the strength of our company,” Society President and CEO Rick Parks said. “But 2012 wasn’t a great year solely because of the financial success we achieved — we’ve also redefined our mission to focus on better serving and protecting policyholders above all else. Concentrating on serving policyholders and managing their risk takes giving attention to many details, but I believe it will make a big difference for us moving forward.” Society has now nearly doubled its policyholder surplus in just eight years — the company had $52.3 million in policyholder surplus in 2004. Find Society on the Web at www.societyinsurance.com.

“Surpassing $100 million in policyholder surplus is a significant

Find R&R Insurance on the Web at www.myknowledgebroker.com.

ACUITY Releases 2012 Financial Statement

Also receiving awards were: > Family Insurance Center, Inc. in Seymour, a first-time award winner and partner since 1976. Eric DeBruin accepted the award. > The McClone Agency, Inc. in Menasha, a three-time award winner and partner since 1976. Ryan McClone accepted the award. > R&R Insurance Services, Inc. in Waukesha, a seven-time award winner and partner since 1976. Frank Maurer and Ken Riesch accepted the award. > Trottier Agency, Inc. in Kenosha, our Rookie of the Year award winner. Trottier Agency was appointed in 2009. Michelle Trottier accepted the award. > Van Gorp Insurors, Ltd. in Pella, Iowa, a first-time award winner and partner since 1980. Dennis Van Gorp accepted the award. > Winona Agency, Inc. in Winona, Minn., a first-time award winner and partner since 2001. Gary Watts accepted the award.

ACUITY released its 2012 Financial Statement, which details the insurer’s profitability, strength, and stability. ACUITY’s financial results shattered company records in several areas in the industry’s most important measurements of performance. Highlighting ACUITY’s 2012 financial results is a 94.2 percent combined ratio. “We recorded a 94.2 combined in 2012, but we really earned that result over the past several years when we exercised underwriting and pricing discipline in a market where other carriers were doing crazy things,” says Ben Salzmann, ACUITY President and CEO. “With adequately priced, good business on the books, we can grow even more.” ACUITY’s 2012 Financial Statement showed other areas of continued strength as well. Assets under management reached an all-time high of $2.75 billion and policyholders’ surplus passed the $1 billion milestone to finish at a record $1.125 billion (GAAP). The increase in policyholders’ surplus was a remarkable 14.8 percent gain over 2011. Additionally, ACUITY maintained a leverage ratio under 1:1 for the fourth consecutive year, finishing 2012 at a robust 0.94:1.0. In 2012, ACUITY also combined financial performance with record-setting sales growth that was balanced between personal and commercial lines. Companywide, ACUITY increased its written premium by 17.1 percent, double the growth of 2011, and grew its policy count to an all-time high of 255,600 policies written.

Find SECURA on the Web at www.secura.net.

38 | APRIL 2013

WISCONSIN INDEPENDENT AGENT

From the friendly voices of our customer service staff to the personal visits by our marketing managers and underwriters, to the promptness of our claims adjusters, we are told time and again …

Our people set us apart. For information about becoming a Partners Mutual Insurance Agent please contact Lyn Schumann at 262.432.3430 or schumann.lyn@partnersmutual.com

Where Better Service Matters | Since 1931 WISCONSIN INDEPENDENT AGENT

APRIL 2013 | 39

WHEN IT COMES TO OLDER WORKERS ON THE JOB, . THE GAME HAS CHANGED

AmTrust has a bouquet of coverage for small businesses

The workforce is getting older. People are retiring later in life more than ever before. This trend has been a major concern for those in the health and safety field because the common knowledge has been that older workers are more prone to suffer very expensive injuries.

Complementary workers’ comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workers’ compensation insurance or commercial auto products, AmTrust has a selection that serves small businesses well. Better yet, we offer a 10% discount on BOP for our existing workers’ compensation policyholders. An umbrella policy is also available, with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products.

For more information about how you can write business with AmTrust, please call 877.528.7878 or visit www.amtrustnorthamerica.com.

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Your Success is Our Policy.®

However, new research from the National Council on Compensation Insurance (NCCI) has cast doubt on this conventional wisdom, or at the very least potentially changed the definition of “older workers”. The NCCI studied different age groups and the rate at which they get injured. They found younger workers (under 35) had substantially more cuts on their fingers and older workers (over 35) suffer more cases of carpal tunnel and more cervical injuries, although the numbers are startlingly similar. So, that quiets the argument about the aging workforce causing more injuries, but what about cost? The research shows that there is a substantial cost difference between younger and older workers, but the split isn’t necessarily where you might expect it. Workers between the ages of 20-24 create much lower costs (and fewer days out), but once workers reach 35, the costs Employees must of their injuries know before they are very similar to older workers. get hurt who they does this should talk to when What all mean? To they suffer an start with, it now largely redefines injury. Immediate an “older worker” injury reporting is as someone who grew up listening a key to keeping to disco instead of injury costs as low Elvis. This means that someone as possible. over 35, not just someone belonging to the traditional “over 65” group, is now being classified as an “older worker.” It should also prompt businesses to strongly focus on the things that can reduce injury costs for everyone. Injury prevention for employees should begin before they even become employees — during the hiring process. Start with a written functional description for the position that is open. Once that is complete, it is critical that the candidate you select be given a conditional offer of employment. This document is a bona fide job offer with the caveat that you can withdraw the offer if they are physically or WISCONSIN INDEPENDENT AGENT

mentally unable to do the job with reasonable accommodation. Once this is complete, have the candidate go to the doctor and complete a post-offer, pre-placement medical questionnaire. Having this completed allows a physician to ask questions relevant to the job and to let the employer know whether or not the candidate is fit for the job. If they are, it’s time to get started. If not, you’ll have to find another suitable candidate. Once an employee is on the job, it is critical that they are always mindful of how they are doing their job. Far more injuries are caused by unsafe acts by employees than any unsafe conditions in their workplace. Employees that feel rushed are more likely to set safety aside in the name of meeting a deadline and those decisions result in accidents that could have been prevented. When you take all these steps and have a workforce that is fit for work and doing their job safely, then the focus turns to what happens when an accident does happen and an employee is injured. Employees must know before they get hurt who they should talk to when they suffer an injury. Immediate injury reporting is a key to keeping injury costs as low as possible. Studies have shown that the costs of an injury go up when there is a delay in reporting. Make it your policy that any employee injury is reported before the end of the shift. Once the injury is reported, getting the proper treatment is key. Your business should have a relationship with an occupational medical provider in your area. You can find board certified occupational doctors on the Web at acoem.org. Even if there isn’t an occupational medicine specialist in your town, you can develop a relationship with a physician and send your injured employees to that doctor. The goal of having a relationship with a WorkComp specialist medical provider is to ensure that the doctor knows your business and the physical demands that your employees are under. They should also have a good knowledge of the transitional work that you have available. When a doctor knows that you will accept an employee back to work on

transitional duty, they are far more likely to send them back to work rather than send them home to sit on the couch The workforce is and watch getting older and we infomercials for attorneys need to be mindful of at 1-800-SUEaccommodations that THEM. older workers may When an employee need today that they is at work, didn’t need before. they are less likely to hire an attorney and more likely to work hard to get back to their full duty position. This process not only gets employees back to work more quickly, it also reduces the amount of money that the insurance company spends on your employee injuries, reducing your experience mod and therefore your workers’ compensation insurance costs. The workforce is getting older and we need to be mindful of accommodations that older workers may need today that they didn’t need before. However, this new research from NCCI should sharpen employer’s focus on what can drive down injury rates and costs, like hiring the right people, training them to do their jobs safely and when accidents do happen, make sure they are reported > Kevin Ring is the Director immediately and of Community Growth for treated by a skilled the Institute of WorkComp physician who will Professionals, which trains send them back to insurance agents to help work, rather than employers reduce Workers’ Compensation expenses. send them home. A licensed property and If employers casualty insurance agent, follow those steps, he is the co-developer of having older, a new Workers’ Comp experienced workers software suite that will help insurance professionals in on the payroll working with employers. can be a great He can be contacted at asset rather than a 828.274.0959, or Kevin@ potential liability. workcompprofessionals.com.

APRIL 2013 | 41

GOVERNMENT AFFAIRS

REINING IN STORM SCAMMERS

Recent data compiled by the Wisconsin Bureau of Consumer Protection points to an emerging problem in Wisconsin. These statistics show that in 2012, home improvement ranked 5th overall in written consumer complaints when compared to other product and service areas like motor vehicle repair, telemarketing, and landlord/tenant complaints. Many of these complaints are an indication of a growing pattern in Wisconsin and the U.S. where unscrupulous contractors, often referred to as storm scammers or storm chasers, target vulnerable homeowners in the aftermath of a major storm. These sophisticated, highpressure contractors follow natural disasters and go neighborhood-to-neighborhood and door-to-door luring unsuspecting homeowners into signing costly repair contracts before insurance adjusters arrive to accurately assess damage. Both the National Roofing Contractors Association and the National Insurance Crime Bureau (NICB) have acknowledged that storm scamming is a problem for consumers and the issue is everywhere. Just Google “Storm Scammer” and a litany of links to news articles and consumer warnings pop up. Frank Scafidi of the NICB explained how fraudulent contractors work. “One of the most common techniques is to simply exaggerate existing damage,” said Scafidi. “A homeowner might have sustained some damage to a roof during a storm, for example, but when a contractor inspects it to provide a repair estimate, they often inflate the damage or actually cause more damage to obtain a higher payment from the insurance.”

These sophisticated, high-pressure contractors follow natural

disasters and go neighborhood-

to-neighborhood and door-to-door luring unsuspecting homeowners

into signing costly repair contracts before insurance adjusters arrive to accurately assess damage. This situation is one that Wisconsin independent insurance agents hear about all to often from customers. That’s why the IIAW has made this issue one of its legislative priorities this session. We are working closely with our industry partner, the Wisconsin Insurance Alliance (WIA), as well as with the

42 | APRIL 2013

WISCONSIN INDEPENDENT AGENT

Wisconsin Builders Association, Wisconsin Roofing Contractors Association, and the National Association of the Remodeling Industry to advance legislation that will rein in dishonest roofing contractors and builders. We think that it only makes sense to provide for some basic consumer protections in the law. To date, 14 states have passed laws to protect consumers from fly-by-night contractors.

Several more states, including Wisconsin, are considering legislation. The IIAW extends our appreciation to Sen. Luther Olsen (R-Ripon) and Rep. Scott Krug (R-Wisconsin Rapids) who have anxiously agreed to take the lead on authoring this legislation with bills in both the Senate and Assembly. The Olsen-Krug bill(s) as currently drafted would: a P rohibit a contractor from promising to pay or rebate all or any of a property insurance deductible as an incentive to enter into a contract. a R equire a contractor to furnish a written statement to a consumer prior to entering into a contract disclosing that the consumer may cancel the contract within 5 days after the consumer has received notice from the insurer. a P rohibit a contractor from representing or negotiating on behalf of a consumer with respect to any insurance claim. Last month, I wrote about the importance of political grassroots advocacy and your role as independent agents in protecting your business, customers, and the industry. As the

largest and leading independent insurance agent trade group in the state, Wisconsin lawmakers and regulators are already taking notice of your association’s increased presence at the State Capitol. This is true once again relating to the storm scammer legislation. Thanks to your outstanding efforts several weeks ago in response to our grassroots Call To Action, the Olsen-Krug Storm Scammer bill received strong bipartisan support. Within hours of the Call To Action, more than 400 IIAW members answered the appeal to contact your legislator and request that they sign on as a co-sponsor to the bill. Even better and more impressive was the timing of your grassroots response. When your calls and e-mails started streaming into legislative offices, I was walking the halls of the Capitol asking legislators to support and sign on to the bill. This IIAW team effort, working alongside our partners at the WIA, was a perfect synchronization of lobbying and grassroots advocacy. To date, because of our team effort, we have secured an impressive 28 legislative cosponsors. We expect the bill(s) to be referred to the respective Senate and Assembly insurance committees for public hearings and, hopefully, an executive session to vote the measure out. This strong level of bipartisan support, coupled with your continuing contacts with your legislators, helps improve the likelihood that the Legislature will pass a bill to protect their constituents and your customers. To read the text of the bill and to follow its progress online, please go to: Senate Bill 79 https:// docs.legis.wisconsin. gov/2013/proposals/ sb79 Assembly Bill 81 https://docs.legis. wisconsin.gov/2013/ proposals/ab81

> Misha Lee is Owner/ Founder of Lee Government Relations, LLC and lobbyist for IIAW.

APRIL 2013 | 43

Retention Strategy

ONLINE CLAIMS SERVICE

FROM THE ARCHIVES

“ When it comes to claims, we know the score!” Beckie Januszewski, Milwaukee Branch Claims Supervisor

EMC does more than handle claims, we score them. Information gathered from adjusters and customers provides us with metrics to continually enhance the quality and promptness of EMC’s claims handling. It’s just one of the many reasons policyholders Count on EMC®.

Milwaukee Branch: 800.236.1800

www.emcins.com

Home Office: Des Moines, IA

In 1983, the IIA of Wisconsin was the recipient of the Harold S. Bowen Public Relations Award presented by the IIA of America (now IIABA) at the 87th annual convention of the IIAA in San Francisco. Receiving the award from IIAA President Jack Payon (left) was IIAW State National Director George Stevoff (center) and IIAW President Warren Maloney. The Harold S. Bowen Public Relations Award, established in 1951 by the Independent Agents of Ohio to honor a past president, is given to the state association, excluding Ohio, which has contributed most to improving public understanding of the American Agency System and the insurance industry in general. Pekin PAK ad2_WI-BIG I 2/26/13 11:00 AM Page 1

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WISCONSIN INDEPENDENT AGENT

800-322-0160, Extension 2394 APRIL 2013 | 45

FOOD FOR THOUGHT

D’OH! EQUALS DOUGH Those yellow-orange characters have generated a lot of green. Since its debut as a short on the Tracey Ullman Show on April 19, 1987, The Simpsons franchise has raked in more than $12 billion, including over $4.5 billion in merchandise and toy sales. Approximately 500 companies have licensed the use of The Simpsons characters. Homer can definitely upgrade from Duff Beer. Source: statisticbrain.com

QWERTY: THE FINEST 19TH CENTURY TECHNOLOGY Christopher Latham Sholes was born in Mooresburg, Pennsylvania and moved to Milwaukee when he was 18. Sholes invented the first successful practical typewriter in 1840 while living in Kenosha. Shown here is a Sholes typewriter from 1873. A business associate, James Densmore, suggested splitting up commonly used letter combinations in order to solve a jamming problem caused by the slow method of recovering from a keystroke. Sholes refined this idea into the QWERTY keyboard. The QWERTY keyboard format is still used on nearly all computer keyboards today. Sources: www.mit.edu and www.wisconsinhistory.org

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CELEBRATING ONE BILLION IN WRITTEN PREMIUM!

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DOUBLE DIGIT GROWTH has pushed ACUITY over the $1 billion revenue mark! In the past 14 years, we’ve quadrupled our written premium and you are responsible for that. Thank you! We have the agents, employees, and strategic plan to allow our growth to keep compounding on the path to becoming a multibillion-dollar insurer.

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www.acuity.com

Insurance underwritten by Auto Club Insurance Association or Auto Club Group Insurance Company.

46 | APRIL 2013

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