November 2015 Wisconsin Independent Agent

wisconsin

INDEPENDENT AGENT NOVEMBER 2015

MAKE A DIFFERENCE: BE A CONDUIT FOR YOUR INDUSTRY PAGE 11

LEGISLATIVE UPDATES: LGPIF, WORKER’S COMPENSATION, UNFAIR INDUCEMENTS & ZENEFITS PAGE 4

People who run a business know. The most valuable things

are also the hardest to get.

Your customer’s business didn’t grow overnight. It came from years of hard work, confidence in what they could do, and making smart decisions.

That’s why an insurance policy from West Bend makes sense. It protects these valuable and hard-earned businesses so your customers can focus on doing what they do best: making sure their clients enjoy a safe and unique sporting experience.

And as an Official Supplier of The Silver Lining, it’s backed by your knowledge and experience.

West Bend. Insurance your customers buy when they can’t afford anything less.

wisconsin

INDEPENDENT AGENT NOVEMBER 2015 Eric Schwartz, Editor

Open Door Policy Legislative Updates: LGPIF, Worker’s Comp & Unfair Inducements . . . . .4 Government Affairs Wisconsin Dog Owners & Homeowners: Help May Be on the Way . . . . . . . 7 Insuring Wisconsin Growth Fund Conduit Make a Difference: Be a Conduit for Your Industry . . . . . . . . . . . . . . . . . . .11

On The Cover…

In the past year the IIAW has been actively involved in legislative discussions about

Data Breach 5 Myths about Data Breach Coverage, part 1 . . . . . . . . . . . . . . . . . . . . . . . 13

the Local Government Property Insurance

Virtual University Personal Auto Policy & Additional Insureds . . . . . . . . . . . . . . . . . . . . . . . . 15

worker’s comp reform, the expansion of

Sales Closing the Sale in Five Easy Steps . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21 Errors & Omissions Out of Bounds: Don’t Let Client Advocacy Go Too Far . . . . . . . . . . . . . . 22 Members in the News . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24 Technology Getting Your Articles Featured on LinkedIn Pulse . . . . . . . . . . . . . . . . . 26

Fund, out-of-state Risk Retention Groups, payday lender authority, dog bite liability and other issues. We’ve had success on the government affairs front due to our members’ generous political donations and it’s imperative that we keep this going.

Donate to the conduit at iiaw.com, or

Plus...3 Companies in the Community ACUITY Donates $1 Million to Local Hospital . . . . . . . . . . . . . . . . . . . . . . . 18 SECURA: One by One Fighting Cancer. . . . . . . . . . . . . . . . . . . . . . . . . . . . .27 AAA Wisconsin: Going Red for Women’s Health. . . . . . . . . . . . . . . . . . . . 28

complete the donation form inserted in this

Independent Insurance Agents of Wisconsin

> ADVERTISERS & INFORMATION

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 2015-2016 Executive Committee President......................................................... Steve Leitch P.O. Box 85, River Falls, WI 54022 President-elect .............................................. Matt Weimer 100 North Corporate Dr., #100, Brookfield, WI 53045 Secretary-Treasurer .......................... Lise Meyer Kobussen P.O. Box 633, Sauk City, WI 53583

Jack Riesch P.O. Box 1610, Waukesha, WI 53187-1610 Michael Walston P.O. Box 236, Kewaunee, WI 54216-0236 Darrel Zaleski 4233 Southtowne Drive, Eau Claire, WI 54701 2015-2016 Committee Chairs

Chairman of the Board ............................. John Wickhem P.O. Box 1500, Janesville, WI 53547-15

Agency Operations....................................... Kim Dandrea N19 W24200 Riverwood Dr., Waukesha, WI 53188

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

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

2015-2016 Board of Directors

Emerging Leaders ...........................................Jack Demski 101 East Grand Ave. #11, Port Washington, WI 53074

Mike Ansay 101 East Grand Ave. #11, Port Washington, WI 53704 Mark Behrens 555 Main Street #320, Racine, WI 53403 Jason Bott 330 East Kilbourn Avenue, Milwaukee, WI 53202 Cindy Burns 500 South Central Ave., Marshfield, WI 54449 Gerald Couri 379 West Main Street, Waukesha, WI 53186 Mike Farrell 1300 S. Green Bay Rd., Racine, WI 53406 Chris Hanson 5601 Grande Market Drive, Appleton, WI 54913 Brian McClone 505 North Westfield Street, Oshkosh, WI 54902

WISCONSIN INDEPENDENT AGENT

Employee Benefits.......................................... Mike Farrell 1300 South Green Bay Rd., Racine, WI 53406 Finance & Compensation ............... Lise Meyer Kobussen P.O Box 633, Sauk City, WI 53583 Government Affairs .......................................Skip Hansen 100 North Corporate Drive #100 Brookfield, WI 53045 Industry Relations ....................................... Kevin Murray 525 Junction Road, Madison, WI 53717 Marketing & Membership Development ........... Jeff Thiel P.O. Box 1610, Waukesha, WI 53187-1610 Smaller Agencies .................................... Michael Walston P.O. Box 236, Kewaunee, WI 54216-0236 Technical ................................................... Mark Truyman P.O. Box 6, Seymour, WI 54165 Technical ...............................................Timothy Kakuska P.O. Box 547, La Crosse, WI 54602-0547

magazine. Read more on pages 4 and 11.

AAA ................................................................ 27 ACUITY Insurance ............................................ 31 AmTrust North America ................................... 17 Applied Underwriters ........................Back Cover Arlington/Roe ................................................. 16 Badger Mutual .................................................. 8 Berkshire Hathaway/Guard ............................ 20 Burns & Wilcox ................................................. 9 Erickson-Larsen, Inc........................................ 19 IIAW Continuing Education ............................. 23 JM Wilson ........................................................ 19 Madison Mutual ................................................ 6 Pekin Insurance.............................................. 29 Robertson Ryan & Associates...........................11 SFM Insurance ................................................. 12 The IMT Group ................................................ 30 West Bend ........................................................ 2 Western National.............................................10 Wilson Mutual .................................................. 14 NOVEMBER 2015 | 3

OPEN DOOR POLICY

LEGISLATIVE UPDATES: LGPIF, WORKER’S COMPENSATION & UNFAIR INDUCEMENTS In the last biennial budget the IIAW Government Affairs team successfully advocated for the inclusion of a provision to shut down the Local Government Property Insurance Fund (LGPIF). We argued that the conditions under which the fund was created in the early 1900s no longer exist as Wisconsin’s private insurance market is more than capable of insuring the property risk of local units of government.

To make matters worse, the fund has been experiencing financial difficulty for several years. We felt the time was right for taking such action.

Some highlights taken from the fiscal year end (October 2015) financials are as follows:

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Net cash flow from operations: -$6.3million

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Net cash at year end: $1.8million

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Surplus at year end: -$8.7 million (in 2012, surplus went from $14 million to -$1.4 million)

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Net cash from operations for the last five years from 2010 to 2014 are (all in millions): -$6.3, -$18.9, -$3.3, -$6.9, -$9.5.

These numbers further illustrate the need to close the fund or to propose serious reforms.

Unfortunately, at the eleventh hour, our provision to close the fund got caught up in unrelated policy and politics and was removed from the budget that was ultimately signed into law.

Since then, Misha Lee (IIAW lobbyist) and I have been busy working with OCI to ensure corrective action is taken to protect taxpayers and ratepayers. To OCI’s credit, they have been extremely responsive and have been working to fix the problem. This mess wasn’t created by this administration, but they have certainly been taking the necessary steps to clean it up.

As a result we have already seen up to 85% rate increases on renewals as well as other measures intended to get the fund back on track financially.

In addition, Misha and I (with the assistance of Scott Brookes and Jeff Thiel of R&R Insurance) have been working with Rep. John Nygren (R-Marinette) and Sen. Frank Lasee (R-DePere) to draft legislation to address previous concerns that some insureds may not be able to find insurance in the private market if the fund was to close. Our draft legislation seeks to institutionalize (in statute) many positive reforms to safeguard taxpayers and ratepayers. These measures will level

4 | NOVEMBER 2015

the playing field for the private market to compete and create a unique opportunity for independent agents to write business that they had previously been almost unattainable.

The bill requires that the rate standards used to regulate private insurance, to the extent that rates are not excessive, inadequate, or unfairly discriminatory, shall apply to the rates set by the fund. The rates must be set by actuarial determination to maintain the ratio of the net premiums of the fund to the surplus of the fund at no less than 200 percent. If the ratio of net premiums to surplus rises above 225 percent, then the fund must levy an assessment against all of the local government units (LGU) participating in the fund, in proportion to each LGU’s share of premiums written by the fund.

The bill also provides that if an LGU fails to pay its assessment within 60 days of the due date of the assessment, the LGU’s coverage under the fund shall be terminated.

As with unpaid premiums, the fund can collect unpaid assessments and charge such unpaid assessments against the LGU, with interest, as a special charge. The bill also requires the fund to pay dividends to participating LGUs when the fund has at least $3,000,000 in surplus and the ratio of net premiums to surplus is less than 45 percent.

The bill directs the fund to pay dividends to participating LGUs in proportion to each unit’s share of premiums paid.

This legislation, if passed and signed into law, will become effective June 30, 2018. This extended timeframe will allow the fund to adequately recapitalize its surplus without adversely harming local taxpayers and provide the time necessary to bid out its insurance to the private marketplace.

The government affairs team has been working diligently to gather support from legislators and other trade associations so that we may be able to pass this legislation and have it signed into law in early 2016. More updates will follow. We would appreciate it if you would encourage your state legislators to support this important legislation.

In the meantime, we encourage our members to solicit local units of government to insure their properties. The timing couldn’t be better.

Worker’s Compensation Advisory Council Reaches Tentative Agreement Without Fee Schedule The Worker’s Compensation Advisory Council (WCAC) recently reached a tentative agreement on several proposed changes to the state Worker’s Compensation Program.

Notably, management representatives withdrew their proposal for a medical fee schedule and medical cost management council as a result of strong continued opposition from the medical provider community. This opposition jeopardized passage of an agreed upon bill and management representatives ultimately decided that advancing a bill containing other important reforms to the system was more important than the risk of failing to pass a WC bill for the second consecutive legislative session.

Here is a preliminary summary of the provisions agreed to by the Council:

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Reduce the statute of limitations for traumatic injuries from the current 12 years to 6 years.

WISCONSIN INDEPENDENT AGENT

OPEN DOOR POLICY >

Allow apportionment of permanent disability based on causation - that is the approximate percentage of permanent disability caused by the direct result of the work-related injury and the percentage attributable to other factors.

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Create a study committee to look at permanent partial disability ratings with an eye toward eliminating some of the minimum ratings where the current state of medical treatment and outcomes warrant it.

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Limit charges for physician dispensed pharmaceuticals to the average wholesale price established by the “red book.”

In related news, State Representatives John Spiros (R-Marshfield), Dan Knodl (R-Germantown) and Senator Duey Stroebel (R-Saukville) are circulating draft legislation (separate from the above mentioned proposal) that would make various changes to the WC system. Most notably, their bill draft does not include a medical fee schedule, but it does include two provisions related to directed care in an attempt to address the rising medical costs in the WC system.

The IIAW maintains our strong support for the Worker’s Compensation Advisory Council process and opposes any legislation related to worker’s compensation that has not been properly vetted by the full Council.

>

Allow medical providers to charge a fixed rate of $10 for electronic medical records. Final medical reports shall be provided timely and at a rate of no more than $100.

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Create a study committee to look into the issue of wage escalation where there are multiple employers.

Our draft (LGPIF) legislation seeks…many positive reforms to safeguard taxpayers and ratepayers. These measures

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Limit recovery of indemnity benefits when an employee violates a company’s drug and/or alcohol policy.

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Limit TTD when an employee is released to light duty work and is subsequently terminated for good cause.

will level the playing field for the private market to compete and create a unique opportunity for independent agents to write business.

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Create a dedicated WC fraud prosecution position in the Department of Justice.

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Increase the maximum PPD rate by $20 in 2016 and $20 in 2017.

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Move supplemental benefit eligibility for PTD forward two years so that supplemental benefits will be provided for those injured prior to 1/1/2003 at a maximum rate of $669.

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Allow ALJs to issue prospective orders directing insurers to pay for future instruction or training.

These recommendations are currently being drafted into a legislative proposal along with other changes from the Labor and Industry Review Commission (LIRC), WC Division and Self Insured Council. The Council, at its next scheduled meeting in Madison on November 19, will then review the draft bill. Once the Council has approved the bill’s language, it will be forwarded to the Legislature for consideration.

WISCONSIN INDEPENDENT AGENT

Unfair Inducement Revisited and Zenefits The issue of free loss control and risk management services as an unfair inducement has been investigated by the IIAW for a long time. We are in the process of getting this issue clarified.

Is it an unfair inducement for an intermediary to provide loss control services at no charge to prospects/existing customers seeking worker’s compensation insurance?

In a letter from OCI dated June 18, 2006, OCI concluded: “…providing loss control services to a customer/prospect is not an unfair inducement.”

However, OCI noted, “…provision of loss control services would be considered an unfair inducement if those services extended beyond providing advice/information. For example, if an agency completed office tasks or provided human resource services for a customer,

it would be considered to be an unfair inducement.”

With the emergence of Zenefits, it’s more important than ever that agents and brokers are allowed to provide loss control, HR platform services and risk management services to clients without fear of violating Wisconsin’s unfair inducement statutes. Considering that many of these “risk management” services are now available free of charge across a broad spectrum of platforms, the perceived value of these services has been reduced to nothing in some cases.

As a result, I, along with IIAW legal counsel Josh Johanningmeier, are currently talking with OCI regarding their past interpretation of Wisconsin’s unfair inducement statute and are seeking a new (more favorable) interpretation/ clarification.

Finally, speaking of Zenefits, many of you may have noticed how the company is misrepresenting how they compare (in terms of products and services) to numerous agents and brokers across Wisconsin.

Chapter 628.34 (1)(a) of Wisconsin statutes (Unfair marketing practices – Misrepresentation) is very clear. It reads:

(a) Conduct forbidden. No person who is or should be licensed under chs. 600 to 646, no employee or agent of any such person, no person whose primary interest is as a competitor of a person licensed under chs.

600 to 646, and no person on behalf of any of the foregoing persons may make or cause to be made any communication relating to an insurance contract, the insurance business, any insurer or any intermediary which contains false or misleading information, including information misleading because of incompleteness.

Josh and I have met with OCI regarding what we believe to be a clear violation of Wisconsin statute and will continue our conversations with the department to resolve this blatant disregard for the law and disrespect of > Matt Banaszynski is Wisconsin insurance the Executive Vice President of the agencies and Independent Insurance brokerages. We will Agents of Wisconsin. continue to keep you Contact him at matt@ iiaw.com. posted as events unfold.

NOVEMBER 2015 | 5

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GOVERNMENT AFFAIRS

WISCONSIN DOG OWNERS AND HOMEOWNERS:

HELP MAY BE ON THE WAY

The Wisconsin homeowners insurance industry is all too familiar with the issue of dog bite liability.

A report published in May 2015 by the Insurance Information Institute (I.I.I.) ranked Wisconsin in the top ten in the nation for the number and cost of dog bite and other dog-related claims. The same report also pointed out that dog bites and other dog-related injuries accounted for more than one-third of all homeowners insurance liability claim dollars paid out in 2014, costing more than $530 million. The average cost per claim nationally has risen at a soaring pace of more than 67 percent from 2003 to 2014, despite the fact that the number of insurance claims related to dog bites has remained relatively flat over the last decade.

In 2014, the number of dog bite claims nationwide decreased 4.7 percent, but the average cost per claim for the year jumped up 15 percent. The upward trend in higher claim costs is due not only to just dog bites, but also to dogs causing injuries from knocking down children, cyclists, the elderly, postal workers, etc., which impact the severity of losses.

Here in Wisconsin, the high ranking of dog liability claim costs is also likely associated with a unique law that has existed for many years allowing plaintiffs to sue for two times the damages caused by a dog, even if the damage was to property or an injury was not directly due to a dog bite.

Wisconsin is one of only two states…that has a separate and arbitrary standard in the law

(b) After notice. Subject to s. 895.045 and except as provided in s. 895.57 (4), the owner of a dog is liable for 2 times the full amount of damages caused by the dog injuring or causing injury to a person, domestic animal or property if the owner was notified or knew that the dog previously injured or caused injury to a person, domestic animal or property.

(2) Penalties imposed on owner of dog causing damage. (a) Without notice. The owner of a dog shall forfeit not less than $50 nor more than $500 if the dog injures or causes injury to a person, domestic animal, property, deer, game birds or the nests or eggs of game birds.

applied to dog owners that allows for automatic double damages in dog injury claims.

Here is what Wisconsin’s current statute says: 174.02 Owner’s liability for damage caused by dog; penalties; court order to kill a dog.

(1) Liability for injury. (a) Without notice. Subject to s. 895.045 and except as provided in s.

895.57 (4), the owner of a dog is liable for the full amount of damages caused by the dog injuring or causing injury to a person, domestic animal or property.

(b) After notice. The owner of a dog shall forfeit not less than $200 nor more than $1,000 if the dog injures or causes injury to a person, domestic animal, property, deer, game birds or the nests or eggs of game birds, if the owner was notified or knew that the dog previously injured or caused injury to a person, domestic animal, property, deer, game birds or the nests or eggs of game birds. (c) Penalties in addition to liability for damages.

The penalties in this subsection are in addition to any other liability imposed on the owner of a dog.

(3) Court order to kill a dog.

CONTINUED ON NEXT PAGE

WISCONSIN INDEPENDENT AGENT

> Misha Lee is Owner/ Founder of Lee Government Relations, LLC and lobbyist for IIAW. Follow Lee Government Relations on Twitter @mishavlee.

NOVEMBER 2015 | 7

GOVERNMENT AFFAIRS

WISCONSIN DOG OWNERS AND HOMEOWNERS:

HELP MAY BE ON THE WAY

CONTINUED FROM PREVIOUS PAGE

(a) The state or any municipality may commence a civil action to obtain a judgment from a court ordering an officer to kill a dog.

The court may grant the judgment if the court finds both of the following:

and in some instances difficulty obtaining insurance coverage depending on the breed of dog.

was carefully crafted and negotiated between the industry and plaintiff’s bar, only to have it vetoed by Governor Jim Doyle.

But help may be on the way soon.

To date, the Homeowners Insurance Parity bill appears to have strong bipartisan support

1. The dog caused serious injury to a person or domestic animal on 2 separate occasions off the owner’s property, without reasonable cause.

This legislative session, State Senator Frank Lasee (R-De Pere) and State Representative Mary Czaja (R-Irma) have introduced Senate Bill 286 and Assembly Bill 413, otherwise referred to as the Homeowners Insurance Parity bill. The IIAW Government Affairs Committee recently met and discussed the bill’s merits and has subsequently endorsed the changes as good public policy for consumers and the industry.

2. The owner of the dog was notified or knew prior to the 2nd injury, that the dog caused the first injury. (b) Any officer enforcing a judgment under this subsection shall kill a dog in a proper and humane manner.

According to research conducted by our partners at the Wisconsin Insurance Alliance, Wisconsin is one of only two states (including Rhode Island) in the country that has a separate and arbitrary standard in the law applied to dog owners that allows for automatic double damages in dog injury claims. Only for man’s best friend does such a unique statutory standard exist.

The consequence of this is ultimately higher homeowners insurance costs for consumers,

The Lasee-Czaja bill, if successfully passed and signed into law, would bring reasonable and common sense changes to Wisconsin’s dog bite statute, while also retaining the important right of individuals to be fully compensated for their dog bite injuries.

For more than a decade, the insurance industry has been advocating to bring Wisconsin law in line with the vast majority of states that do not automatically impose double damages for claims involving dogs. In 2003, our industry came up just short after a partisan split legislature passed legislation that

The Lasee-Czaja bill…would bring reasonable and common sense changes to Wisconsin’s dog bite statute, while also retaining the important right of individuals to be fully compensated for their dog bite injuries. and is quickly advancing through the state Legislature. The bill has already unanimously passed the Senate Insurance and Housing Committee (5-0) and is scheduled for a floor vote in the State Senate this month where it is expected to pass. The State Assembly is likely to take quick action on the measure as well and it’s very possible changes to Wisconsin’s dog bite statute could happen before the end of the year.

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WISCONSIN INDEPENDENT AGENT

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INSURING WISCONSIN GROWTH FUND CONDUIT

MAKE A DIFFERENCE: BE A CONDUIT FOR YOUR INDUSTRY

Political donations are the key to a locked door. No one can guarantee what’s going to happen once you walk through, but that key opens the door for your voice to be heard. It’s an opportunity to effect change.

The key for the Independent Insurance Agents of Wisconsin is the Insuring Wisconsin Growth Fund Conduit. This tool allows donors the freedom and flexibility to earmark funds for a specific candidate at any time. This is significant. While the IIAW Government Affairs Committee can make recommendations, your donation will only be distributed to the legislator that you choose.

The key for the IIAW is the Insuring Wisconsin Growth Fund Conduit. This tool allows donors the freedom and flexibility to earmark funds for a specific candidate at any time.

When consent is given, the donations are directed toward legislators that favor policies that improve Wisconsin’s business climate and support the role of independent insurance agents. All the donations together unite the IIAW as one strong voice.

Fortunately, the IIAW’s membership understands the importance of the conduit.

This year, thanks to nearly 40 donors, 33 legislators received donations totaling $50,000.

This is incredible and we are very grateful for the contributions.

However, we can’t afford to rest on our laurels. There is constant pressure from formidable and influential groups that do not share the insurance industry’s interests. Many of these groups are well funded, organized and politically connected. They are seeking to advance their own checklist of goals.

Capital is needed to counter these organizations.

Skip Hansen is chairman of the Government Affairs Committee. He has provided expert testimony at the Capitol on various pieces of legislation and he’s witnessed firsthand what it takes to be heard and what’s at stake if we are unsuccessful.

“The political process today is all about the money,” said Skip. “Our conduit will provide financial contributions to lawmakers of both political parties who support our industry.

A financial contribution to a legislator’s election committee will get us access and the

legislator’s ear.”

It’s that straightforward.

Just in the past year, the IIAW has been actively involved in legislative discussions about the Local Government Property Insurance Fund (LGPIF), out-of-state Risk Retention Groups, the transfer of worker’s comp functions from the DWD to OCI, worker’s comp reform, the expansion of payday lender authority, dog bite liability and other issues.

This level of involvement is due in great part to your commitment to political giving, especially to the conduit. Let’s keep it going!

Inserted in this magazine is an IIAW Conduit Donation Form. Please strongly consider making a donation to the conduit as an investment in your industry’s future.

For more information about how the conduit works and to donate, go to IIAW.com and click Donate to the Conduit.. You can also call Matt Banaszynski at 608.256.4429, or send an e-mail to matt@iiaw.com.

For more about the IIAW’s political involvement, Matt’s article this month (page 4) provides updates on the LGPIF, worker’s comp changes, unfair inducements and Zenefits.

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DATA BREACH

5 MYTHS ABOUT DATA BREACH COVERAGE

This month we tackle the first myth about data breach coverage, specifically that PART 1 Electronic Funds Transfers and Cyber Deception are not covered.

Agents have built empires on personal, commercial and niche products, but no matter what your focus, you can’t be an expert on every type of coverage.

It’s helpful (and healthy for your E&O) to lean on contacts that have more experience in a coverage area than you do. Another producer in your office, a carrier underwriter or an experienced broker are great places to look for guidance.

Ken Labelle is a great resource for data breach coverage. As a brokerage supervisor at Burns & Wilcox, Ken specializes in professional liability, specifically in data breach coverage and the coverage for insureds whose business is technology. He REALLY likes what he does and he’s enthusiastic about sharing his knowledge.

I always learn something new from him. His excitement for the subject matter is compelling.

I recently asked him what agents commonly misunderstand about cyber coverage. He did not disappoint.

“Electronic Funds Transfers (EFT) and Cyber Deception (CD) – also called social engineering – are very tough areas right now,” said Ken from his Michigan office. “People aren’t thinking about this and here’s the problem: EFT and CD are typically provided as a first party coverage on a crime policy. You take out the coverage to protect your own assets (first party coverage), but not to protect your clients as a third party. For example, if an agency is holding a client’s

information (a copy of a check, account info or routing number for an EFT) and a criminal hacks the agency’s system to steal that data and funds from your client’s account, the agency is accountable for the breach and the loss. This is not covered on a data breach policy.

If there is coverage, the sub-limit is typically around $25,000.”

Ken also set up a scenario for CD using a manufacturing company as an example. Cyber deception, by the way, is when a criminal tricks an employee into sending payment.

“It would be common to think there was little risk here because many manufacturers have so few clients,” said Ken. “Let’s say a manufacturer (with just two clients and 1,000 employees) received a $600,000 invoice for raw goods. The invoice looked legit and seemed to match their payable records. But one number was changed on the invoice number. Protocol required the CFO’s approval for checks payable. The CFO was emailed for approval and approval was granted. But the CFO’s email was hacked by the same people who sent the bogus invoice. Consequently, the $600,000 payment was approved and sent out.”

Need another CD example? After a house closing, a check is cut and given to the rightful recipient sitting in the realtor’s office.

“Now this is complicated hacking but it happens,” said Ken. “Within five minutes, the employee who cut the check receives an email to cancel the check and redistribute the funds to an alternate bank account. Of course, the email hacker apologizes for the inconvenience and tells the tall tale that the recipient had recently closed that account but had forgotten. The oblivious employee then follows through on the hacker’s request to transfer the funds to another account.”

When the legitimate person attempts to cash the check, they are told it has been cancelled. Goodbye money.

With stories like these becoming more common why can’t agencies get this coverage on a data breach form?

“Carriers want it on a crime form, but the crime form is often sub-limited,” said Ken. “You could get around $250,000 for a 3rd party sub-limit. We’re still waiting on the market to respond to this need. In the meantime, be aware of it. Don’t sell a data breach policy with the premise that EFT and CD are covered for third parties.”

WISCONSIN INDEPENDENT AGENT

> Meggen Gagas is the IIAW’s Director of Agency Services.

Contact her at 608.210.2975 or meggen@iiaw.com.

NOVEMBER 2015 | 13

VIRTUAL UNIVERSITY

PERSONAL AUTO POLICY & ADDITIONAL INSUREDS

First, a little background. Some employers of people who use their personal vehicles for business want to be named as additional insureds (AI) on their personal auto policies (PAPs). However, many companies refuse to do this because: a.

They don’t want the broader exposure, or b. The business owner has no insurable interest. Actually, there’s no need to name the business as an AI on the PAP, although there could be a need for a PAP endorsement similar to a “do nothing” endorsement in the business auto program. Now to the questions.

I have a personal auto customer that works for a large employer and he uses his personal truck to travel and call on other sites of the employer’s garages. The employer wants my customer to add the employer as an additional insured on the personal policy. Some carriers will not comply with the request. He and our staff have talked to other carriers that will do this. However, some carriers are saying that they will only add the employer as an additional interest, and some have said they would add as the employer as an additional insured.

“I have two questions. 1. Why would some carriers refuse to add a corporation as an additional insured, as this is a common practice for marketing reps to use a personal auto for business use? 2. What good is an additional interest endorsement for liability claims against the employer?

With regard to the first question, if you’re talking about an ISO PAP, there is no need to add an AI endorsement to the policy since the employer is already covered if it is legally liable for the employee’s negligence. The employer is an omnibus liability insured because it meets one or more of the policy definitions: B. “Insured” as used in this Part means: 1. You or any “family member” for the ownership, maintenance or use of any auto or “trailer”.

for whom coverage is afforded under this Part. This Provision (B4) applies only if the person or organization does not own or hire the auto or “trailer”.

As you can see, in your scenario, the employer fits the third definition of an insured for liability coverage (in bold above). So, there’s no need for an endorsement and ISO doesn’t even have one for this.

With regard to your second question, you’re right. An additional interest endorsement typically protects the other party’s insurable interest in the vehicle, not its liability exposure.

2. Any person using “your covered auto”.

3. For “your covered auto”, any person or organization but only with respect to legal responsibility for acts or omissions of a person for whom coverage is afforded under this Part.

4. For any auto or “trailer”, other than “your covered auto”, any other person or organization but only with respect to legal responsibility for acts or omissions of you or any “family member”

Aside from those questions, as a matter of equity, since the employee is using his vehicle to conduct business for the benefit of the employer, the latter should be more concerned about extending coverage under its own BAP to the employee by providing Symbol 1 or Symbol 9 liability coverage AND adding the employee as insured endorsement to the BAP. > The Virtual University faculty provides opinions on a variety of insurance subjects.

The Virtual University is a Big “I” members-only resource. Many articles are based on real-life questions received by the Ask an Expert service. This service ensures that the information is current and topical. Go to www.independentagent. com/Education/VU/. You will need to login with your IIABA username and password before using the VU. The IIABA does not assume and has no responsibility for liability or damage which may result from the use of any of this information.

WISCONSIN INDEPENDENT AGENT

NOVEMBER 2015 | 15

Access to all key markets nationwide

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At the donation presentation, left to right: Laura Conklin; Wally Waldhart; Charmaine Conrad; Sara Larson; Andy Bagnall; Sister Marybeth Culnan, OSF; Mary Starmann-Harrison; Ben Salzmann, Sister Maureen O’Connor, OSF; and Carli Miller.

ACUITY DONATES $1 MILLION TO HSHS ST. NICHOLAS HOSPITAL A Sheboygan hospital received an early Christmas gift from a local insurer.

The HSHS St. Nicholas Foundation received a $1 million donation from the ACUITY Charitable Foundation for its 125th Anniversary Capital Progress Campaign. The donation will fund the development of the new ACUITY Intensive Care and Intermediate Care Unit (ICU/IMCU) at HSHS St. Nicholas Hospital.

Andy Bagnall, President & CEO, HSHS St. Nicholas Hospital, and Ben Salzmann, President & CEO, ACUITY, made the announcement on October 1.

“ACUITY has been a longstanding supporter of facilities, programs, and initiatives that provide needed healthcare services in the community and advance the level of care that patients of all ages can receive,” said Salzmann. “We are proud to help St. Nicholas Hospital expand its intensive and intermediate care capabilities.”

The new ACUITY ICU/IMCU is part of a large renovation project at the hospital that also includes a redesign of the operating rooms.

18 | NOVEMBER 2015

“HSHS St. Nicholas Hospital is committed to serving the needs of its community,” said Bagnall. “The redesign of these areas will allow us to serve the vital needs of our patients today and in the future as we strive to keep care close to home and accessible for all. HSHS St. Nicholas has been blessed by the generosity of the ACUITY Charitable Foundation and major donors in this community who support the care we provide.”

Currently, the ICU is on the hospital’s 2nd floor, but will be relocated to 5th floor. The new ACUITY ICU/IMCU will serve the critical care needs of patients as the severity of illnesses becomes more acute and the patient population ages.

The redesign of the operating rooms will provide a new high-tech environment with modern efficiencies for surgeons to perform increasingly complex surgical procedures, including spine and joint replacements.

HSHS St. Nicholas Hospital (stnicholashospital.org) is a non-profit

hospital sponsored by the Hospital Sisters of St. Francis located in Sheboygan. The HSHS St. Nicholas Foundation, a part of the Hospital Sisters of St. Francis Foundation, is the charitable arm of the hospital.

‘‘

HSHS St. Nicholas has been blessed by the generosity of the ACUITY Charitable Foundation and major donors in this community who support the care we provide.

Andy Bagnall HSHS St. Nicholas Hospital

Sheboygan-based ACUITY Insurance operates in 24 states, generates over $1.2 billion in revenue through 1,000 independent agencies, and manages over $3.5 billion in assets.

Named the #3 large company to work for in America, ACUITY is also an Exclusive Company Sponsor of the Independent Insurance Agents of Wisconsin.

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COMMITMENT A PROMISE WE DON’T TAKE LIGHTLY “I enjoy helping our agents write business. When they need to turn to the E&S marketplace for their clients, I love to prove that J.M. Wilson is a great option for those hard to place opportunities.”

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CLOSING THE SALE IN FIVE EASY STEPS Closing a sale can sometimes be as easy as asking for it. Once you’ve laid the groundwork by qualifying your prospect, uncovering their needs, and showing how your product or service satisfy those needs, it’s time to ask for the order.

Here are five tips to make this procedure simple and successful.

1. Lay the Foundation. As insurance sales people, you know that an essential element of your job is to determine your customer’s needs and help them to understand that what you are selling more than meets that need. If this is done successfully, a “close” may not be necessary. However, if you are encountering difficulties closing, you should probably examine your procedure for revealing your customer’s needs and demonstrating the benefits of the policies and coverages you propose.

Does the person with whom you are doing business have the authority to make buying decisions? If not, urge this person to recommend you and your agency to the real decision maker.

2. Qualify the Prospect. Does the person with whom you are doing business have the authority to make buying decisions? Sometimes a person won’t say “yes” to your proposal simply because they’re not authorized to do so. If this is the case, urge this person to recommend you and your agency to the real decision maker. To smoke out the gatekeepers from the decision makers, ask for the order and see if he hems and haws.

WISCONSIN INDEPENDENT AGENT

3. Establish a Deadline. If you have a customer who is indecisive, one way to close is to tell them that your pricing is only available up to a certain date. For example, if a prospect professes interest in using your services but cannot make a commitment, set a deadline date or explain that you will be unavailable for a certain amount of time. Of course this is a risky proposition and can result in a lost sale. But it can separate authentic prospects from prospects that are stalling. Forcing a decision can be good for your business. If they decide not to buy, it releases you to pursue other prospects.

4. Threaten a Price Increase. If the company plans to restructure pricing after the new year, start calling people in October to get them to cancel and buy mid-term before the price increase occurs.

Positioning here is crucial - bear in mind that you are calling to provide a service to your prospect, not to intimidate them into buying.

Your prospects and present customers will appreciate the advance notice.

5. Discuss the Consequences of Sitting on a Sale. Ask your prospect to estimate what it would cost them not to buy insurance from you today (e.g., the cost of doing business due to an uninsured accident or a disastrous product launch due to insufficient market research). The cost can be measured in financial terms, time, and reputation, among other things.

> Jack Fries is the principal of Fries & Fries Consulting in Alexandria, Kentucky.

NOVEMBER 2015 | 21

ERRORS & OMISSIONS

OUT OF BOUNDS

DON’T LET CLIENT ADVOCACY GO TOO FAR When you and your client disagree with a carrier’s decision to deny a claim, your natural impulse is to vigorously contest the carrier’s coverage position.

But your continued attempts to convince the carrier to reconsider its coverage position could have dire consequences for you down the road.

shifting more responsibility to you — placing additional liability exposure on you for failing to obtain a policy that covered the claim at issue.

Why? It is quite common for a disgruntled policyholder to sue both the carrier and his agent when the carrier disclaims coverage for a loss. That means you could possibly be a defendant in a coverage lawsuit. In many states, the standard of care for an agent is to obtain the coverage requested by the customer or advise the customer if he or she cannot obtain the requested coverage.

However, presenting yourself as an expert and assisting the customer in challenging coverage could have the unintended consequence of

22 | NOVEMBER 2015

Here are some steps to consider taking when the customer disagrees with the carrier’s coverage position: > Immediately report the matter to your professional liability carrier. > Limit inquiries with the carrier on coverage decisions to phone conversations, with the goal of obtaining more information on the carrier’s analysis and justification for denying the claim. > Make it a habit to tell your customers you submit all reported claims, but that the carrier

is the final arbiter of coverage. Always refrain from offering opinions on coverage. > Don’t make admissions to the carrier in an effort to convince them to reconsider their coverage position. > Keep communications as factual as possible. > Don’t retain coverage counsel without consent from your professional liability carrier.

> Brian Butcher is an Assistant Vice President of Claims and Liability Management with Swiss Re Corporate Solutions, and handles claims against insurance professionals.

WISCONSIN INDEPENDENT AGENT

CONTINUING EDUCATION

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WS E N E H T N I S R E B M ME The Starr Group: Best Agency to Work For – Midwest Insurance Journal finds Greenfield agency a healthy and ethical workplace Insurance Journal‘s 2015 Best Agency to Work For, Gold Winner – Midwest Region – The Starr Group in Greenfield, Wis. – has garnered awards from regional press and the Wisconsin Better Business Bureau for both its ethical excellence and its healthy workplace.

Mary and Tim Starr

Those attributes, and many more, are certainly appreciated by the Milwaukee-area agency’s employees judging from their responses to the IJ survey. “Ethics is a priority, not an afterthought. It’s easy to do the right thing when you know management has your back. Customers sometimes make unethical requests and when I deny them, demand to speak to a manager. No problem – please do, I know the answer will be the same,” one employee wrote.

“I love the wellness program that the company promotes as part of its health benefits. It is a fun and healthy environment to work in every day,” said another.

Employees also praised The Starr Group’s management for an emphasis on work/life balance, professionalism and employee development. “Starr Group has a great workplace/home life balance, a focus on wellness and expects high ethical behavior. The flexibility and accommodation is unmatched,” an employee wrote.

Agents and account managers at the Starr Group must attain the Certified Insurance Counselor (CIC) and Certified Risk Manager (CRM) designations, Starr said. That distinction is meaningful, according to an employee who wrote: “I’m not aware of many other agencies that have the same requirement and I think this shows how dedicated Starr is to continuing education. The goal is to become experts in risk management and one way to do that is to never stop learning.”

The agency operates in three areas of insurance – commercial lines, group benefits and personal lines. That concentration of focus is integral to its success, according to Starr. “We put significant energy toward only three pillars and no more. We believe we must become an agency operating in the top 5 percent of success metrics of those three pillars or we need to leave,” he said.

Starr described the agency and its staff as being contract “nerds” who apply that knowledge to their clients’ risk management needs. It also “is the only agency in Wisconsin that is certified to teach attorneys and law firms Continuing Legal Education (CLE),” he said.

Summing up, Starr said: “It is simply awesome to step into the exposures a business or family has and invariably improve their risk profile and or improve their likelihood that a loss would not have a negative impact on their financial wellbeing.”

To learn more about The Starr Group, please visit starrgroup. com.

Stephanie K. Jones, an editor at Wells Media Group, wrote this article.

This article was first published in Insurance Journal.

Sentry: Gantz Named Chief Financial Officer

“The leaders at The Starr Group are always looking out for their employees and know that everyone employed contributes to the growth and retention of this agency. They are careful in the hiring process.

Rather than fill a position with a body they spend quality time making sure that the individual also is a culture fit,” wrote another.

Stevens Point, Wis.-based Sentry Insurance has named Dewey Gantz vice president, chief financial officer and treasurer.

Employees emphasized that while The Starr Group may not be the largest organization in the area, it has the resources to be both successful and competitive.

“On the business side, even though we are a smaller agency, we can go toe-to-toe with the larger agencies because we have the technology and tools to expertly serve their needs. We still have that one-on-one, human factor when we deal with our customers,” said an employee.

The affirmation from his staff is not lost on Starr Group President and CEO Tim Starr. “How can one not feel proud when their teammates suggest you have done a great job! This is confirmation that others believe, as I, that despising mediocrity is a noteworthy and appropriate mantra,” he said.

24 | NOVEMBER 2015

Dewey Gantz

Gantz joined Sentry in 2013 as assistant vice president, and chief accounting executive. He has 20 years of insurance industry experience, including time served as a financial officer with Erie Insurance and Nationwide Insurance.

Gantz was manager of mergers, acquisitions and integrations for General

Electric Credit.

Sentry Insurance and its subsidiaries sell property/casualty insurance, life insurance, annuities and retirement programs for businesses and individuals.

To learn more about Sentry, please visit sentry.com.

WISCONSIN INDEPENDENT AGENT

WS E N E H T N I S R E B M ME M3 Insurance Joins unisonBrokers for Global Presence Madison, Wis.-based M3 Insurance announced it has joined unisonBrokers, a global broker network offering multinational insurance and risk management services.

M3 said the partnership enables it to provide internationally operating companies with independent insurance products and services through a network of more than 350 brokers in over 130 countries. unisonBrokers, headquartered in Hamburg, Germany, with a subsidiary in Chicago, Ill., partners with select growth-oriented regional brokers like M3 based on their market position, strength of services, understanding of multinational business, and commitment to high quality standards.

To learn more about M3, please visit m3ins.com.

J.M. Wilson Adds to Underwriting, IT Staff J.M. Wilson is pleased to announce three additions to its staff.

John Nichols

Phil Stadler

John Nichols was added as a Personal Lines Underwriter in their Portage, Michigan office. John is responsible for quoting new and renewal personal lines risks, along with serving independent insurance agents in 21 states. Prior to joining J.M. Wilson, John was a renewal underwriter for an insurance agency in St. Petersburg, Florida. John earned an Associate’s Degree in Applied Sciences from Kellogg Community College in Battle Creek, Michigan.

Phil Stadler was promoted to Senior System Administrator. Phil is responsible for maintaining and administering computer networks, working with consultants to ensure sufficient computing resources, researching and recommending changes to improve system and network configurations, and diagnosing, troubleshooting, and resolving hardware, software, or other network and system problems in eight J.M. Wilson offices. Phil began with J.M. Wilson in 2012 as IT Specialist. He is a Portage, Michigan resident and graduated from Grand Valley State University with a Bachelor’s of Science degree in Information Systems and a minor in Business.

Alissa Russell

Alissa Russell was added as a Surety Underwriter in their Carmel, Indiana office. Alissa is responsible for underwriting new and renewal commercial and fidelity bonds for independent insurance agents in 31 states.

Prior to joining J.M. Wilson, Alissa worked for an insurance company for six years where she held various positions, including: Administrative Assistant, Commercial and Personal Lines Customer Service Rep, and Bond Underwriting Assistant.

Prior to that, she was a Licensing and Compliance Coordinator for one year. Alissa graduated from Vincennes University with an Associates of Arts degree in American Sign Language.

For more information about J.M. Wilson, please visit jmwilson. com.

ACUITY Ranks as Top Workplace for Women ACUITY is ranked in Fortune Magazine’s inaugural list of the 100 Best Workplaces for Women. Fortune and Great Place to Work® published the first-ever ranking as determined by employee surveys and the representation of women within their companies.

In reporting its selection, Fortune stated the 100 Best Workplaces for Women list represents a “best of the best” ranking among employers that are serious about creating a great work environment. ACUITY’s workplace offers unique benefits designed for women, such as a Mothers’ Room, as well as facilities and features enjoyed by all employees, such as an on-site fitness center, bonding events for employees, and numerous programs that recognize, reward, and encourage staff.

“As Fortune points out, it takes more than just offering women opportunity. Top employers deliver a great workplace experience for all,” said Joan Ravanelli Miller, General Counsel/Vice President - Human Resources. “Being named a Best Workplace shows that we are meeting that commitment and building a culture based on respect, fairness, and opportunity.”

ACUITY is rated as a top employer in other categories as well.

The company earned the #1 spot on Great Place to Work’s 10 Best Workplaces in Insurance list and the #3 spot on the large companies ranking. ACUITY is also named to the inaugural list of the 100 Best Workplaces for Millennials.

“Our recognition as a top employer across many industries and different segments of employees is rewarding because of all the effort our staff have put into creating a great work environment,” said Ben Salzmann, ACUITY President and CEO. “It also validates our ongoing commitment to build a world-class corporate culture and achieve excellence in all that we do.”

For more information about ACUITY, please visit acuity.com.

WISCONSIN INDEPENDENT AGENT

NOVEMBER 2015 | 25

TECHNOLOGY

GETTING YOUR ARTICLES FEATURED ON LINKEDIN PULSE As you might know already, I believe LinkedIn (LinkedIn.com) is the most underused commercial insurance prospecting tool available to agencies. Using the LinkedIn publishing platform and getting featured on LinkedIn Pulse is another tool that will increase your visibility.

I first wrote about LinkedIn Pulse in July 2015 (Go to techtips.steveanderson.com and scroll down to the July 16, 2015 article, LinkedIn’s Pulse: Another Way to Prospect). It’s simply another way to use the LinkedIn platform to connect with prospects and clients.

Fortunately, anyone in the U.S. can now use the LinkedIn Pulse platform to publish long form articles. This platform is LinkedIn’s main source for professional news from favorite websites and other industry professionals.

Getting one of your articles featured on the Pulse platform will provide you with higher visibility and have a positive impact on your “authority.” Being featured could be the difference between a few hundred views of your article and getting thousands of views and many comments.

In addition to highlighting content in your LinkedIn newsfeed, Pulse also sends out an email with content that was “Published by your network.” Another reason to begin publishing articles on LinkedIn. How LinkedIn Pulse selects articles to be featured in an individual’s newsfeed is part of their secret sauce. While no one, except the team at LinkedIn, knows the exact formula, there are few guidelines to follow to increase your article’s chance of being featured:

Proper Topic Selection Select a topic relevant to the people you want to influence. The more organic Likes, comments, and shares you get on that article significantly increase your chances of getting featured. Your article should also line up with one of the Pulse channels.

26 | NOVEMBER 2015

Use a Compelling Headline Another way to gain readers is by using a captivating headline. An effective article contains both an appealing headline and engaging content.

Improve the article’s title for SEO but don’t make it too long. A good length for the title is 5 to 10 words.

Once you publish your article, you can get the attention of the LinkedIn editors by tweeting a link to the article that includes the term Tip@ LinkedInPulse. This is a unique Twitter feed

attention of the viewer.

D Know the Pulse Channels and where your article could fit.

D Engage with your readers by responding to any comments as much as you can. Hit Like on their comments so your viewers know that you read their content as well.

D Include links to related earlier posts.

Getting one of your articles featured on the Pulse platform will provide you with higher visibility and have a positive impact on your “authority.” format solely for the LinkedIn editors. This is not a guarantee you will be highlighted but it will increase your chances of an editor seeing your post.

Additional Guidelines The following are some guidelines on how to create a compelling article for the LinkedIn Platform: D Remember, if you want to increase your visibility, you need to create a compelling article. So, whatever you’re writing, make it your best effort.

D Don’t write an article with just statistics and figures. Put some of your own personality into your article.

D Use a concise, neat, and vibrant photograph for the cover photo. This will help get the

D Incorporate a bio (About the Author) at the end of your article. Be sure to include any links to your LinkedIn profile and your websites.

D Share your post in Facebook, Pinterest, Twitter, LinkedIn groups, etc.

D Try to publish new articles on a regular schedule.

The LinkedIn publishing platform and the new Pulse network will provide you with another way to attract and engage with your perfect prospect.

Being featured on the Pulse news platform will increase your authority and visibility.

> Steve Anderson provides information to insurance agents about how they can use technology to increase revenue and/ or reduce expenses. Go to steveanderson.com.

WISCONSIN INDEPENDENT AGENT

SECURA: ONE BY ONE FIGHTING CANCER

For the entire month of October, SECURA Insurance partnered with agents to raise funds for the National Breast Cancer Foundation (NBCF). If you Liked SECURA’s Facebook page, posted pink-clad photos on Twitter with #SECURAOnebyOne, and

shared posts, SECURA donated $1 to the NBCF. This is the 7th year SECURA has supported the NBCF and the company has raised more than $130,000 for the cause.

Pictured above are SECURA associates dressed in support of One by One.

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AAA WISCONSIN:

The 2015 Go Red for Women Executive Leadership Team at the organization’s luncheon last May. Vicki Hanson, AAA Wisconsin’s regional president, is 3rd from the left. The team was escorted into the luncheon by ambulance.

GOING RED FOR WOMEN’S HEALTH > By Eric Schwartz

Pay attention to the red dress.

The American Heart Association’s (AHA) Go Red For Women campaign started in 2004 as a means to raise awareness about the dangers of heart disease to women. There was (and still remains) a mythology about the disease that it primarily targets men and older people, and recent statistics bear this out. Only 1 in 5 women believe heart disease is their greatest threat.

This needs to change.

While 1 in 31 American women dies from breast cancer each year, 1 in 3 dies of heart disease. Since 1984, more women than men have died each year from the disease. It kills more women in this country — over 398,000 women — than all forms of cancer, lower respiratory disease (i.e., emphysema and COPD), and diabetes combined.

“We need to build our grassroots awareness to effectively empower women to take charge of their heart health,” said Britni Welsh, AHA’s corporate events director in Madison. “The Go Red movement harnesses the energy, passion and power women have to band together and collectively wipe out heart disease. It challenges them to know their risk for heart disease and take action to reduce their personal risk.”

28 | NOVEMBER 2015

To help get the word out locally, AAA Wisconsin has taken the reins as a Go Red For Women sponsor. Vicki Hanson is AAA’s regional president and she serves on AHA’s board of directors and Go Red’s Executive Leadership Committee.

“Innovations like this are why we raise money for scientific research,” said Vicki.

“It’s important because heart disease is the number one killer of women in this country,” said Vicki. “Being in Madison with the Heart Association allows us to give back in a healthy way. We want women to really think about wellness.”

Go Red has amassed over 50 corporate sponsors including M3 Insurance, WPS Health Insurance and the Independent Insurance Agents of Wisconsin.

Vicki’s goal to reach a large audience with this message stems from a personal journey.

“My daughter, Brittany, had open heart surgery when she was just 8 years old,” she said. “She was born with ventricular septal defect (VSD), or hole in the heart. Sixteen years later, she’s a healthy 24-year-old and no longer requires regular visits to the doctor.”

Back then, surgery was really the only alternative to correcting VSD. Now some VSDs can be treated with cardiac catheterization, a technique where a thin, flexible tube is placed in a vein in the arm, upper thigh, or neck and threaded to the heart. This less invasive treatment is a substantial breakthrough and a tangible result of collected donations.

Thanks to a lot of hard work and generous donors, the Go Red campaign raised $307,000 last year. That’s up from $139,000 in 2014.

The increase in capital is good news on several fronts.

“Scientific knowledge gained from research supported by Go Red funds is turned into materials for healthcare providers,” said Britni. “Toolkits, pocket versions of guidelines for women, special reports, and continuing medical education give healthcare providers the means to treat women according to guidelines. More than 200,000 healthcare providers have received Go Red For Women educational tools to use with patients.”

One such tool is the online Go Red Heart CheckUp which has engaged more than 2 million women to learn their risk of heart disease. Users simply step through a few screens and the whole process should take minutes.

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Another ambitious AHA initiative is to train all high school students in CPR before they graduate.

“This is the number one board initiative,” said Vicki. “Twenty-four states already have CPR classes in schools. Students can learn the core skills of hands-only CPR in under 30 minutes. Mouth-to-mouth resuscitation was eliminated several years ago. and many people are unaware of the new hands-only guidelines.”

The American Heart Association does incredible work by raising awareness, supporting research, and promoting education and community programs to benefit women. All of this great work requires many people to roll up their sleeves and pitch in.

“We are the largest volunteer driven organization in the United States,” said Britni. “Through our dynamic community of volunteers we are able to empower women to be healthy. Our Go Red women have a unique ability

to use their time, friendships and professional ambitions to make impactful change.”

Speaking of volunteering, the next opportunity to help is the Lighting Ceremony & Red Dress Fashion Look on Thursday, February 4, 2016, at the Overture Center for the Arts in Madison.

To learn more about upcoming special event volunteer opportunities, corporate sponsorships, and fundraising events, contact Britni Welsh at britni.welsh@heart.org.

For more information about AAA, visit wisconsin.aaa.com. Learn more about the Go Red campaign by going to goredforwomen.org.

What is the Red Dress?

In 2003, the National Heart, Lung and Blood Institute (NHLBI), the AHA and other organizations committed to women’s health joined together to raise awareness of women and heart disease.

The NHLBI introduced the red dress as a national symbol for women and heart disease awareness and the AHA adopted this symbol to create synergy among all organizations committed to fighting this cause. By working together to advance this important cause, the AHA, NHLBI and other women’s health groups will have a greater impact than any one group could have alone.

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FOOD FOR THOUGHT HAPPY BIRTHDAY, CHUCK BERRY & BRIAN WILSON’S DADDY BLUES

“Happy Birthday” is now in the public domain – anyone can record the song without paying for it. Up until now, Warner/Chappell Music still made $2 million annually from the song being used on TV, in movies, etc.

Clueless

Another famous copyright case involved Chuck Berry and the Beach Boys. The Beach Boys’ 1963 hit “Surfin’ USA” listed Brian Wilson as the sole composer of the track, but the melody completely copied Berry’s “Sweet Little Sixteen.”Ð When Berry accused Wilson of stealing his melody, the Beach Boys’ manager, Wilson’s father Murray, gave Berry the copyright. He didn’t tell the members of the band, however, who supposedly learned 25 years later that they weren’t getting royalties from this song and that Berry received credit for writing it. Thanks Dad! Source: Mental Floss

HAIL HALE!

On Oct. 3, 1863, Pres. Abraham Lincoln declared Thanksgiving a national holiday. His proclamation would not have been possible without the tireless efforts of Sarah Josepha Hale, a magazine editor who wrote a letter to Lincoln. Hale was a woman of diverse talents.

Her other claim to fame? She wrote the nursery rhyme, “Mary Had a Little Lamb.”

Source: CNN

Hale

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