Professional Liability Directory; The Best Insurance Agencies to Work For; Inland Marine

september 24, 2012 | Vol. 90, No. 18

WEst REGION

PRIMARY CASUALTY EXCESS CASUALTY & UMBRELLA E&S PROPERTY ENVIRONMENTAL RAILROAD CONSTRUCTION

ENERGY PRODUCT CONTAMINATION PRODUCT RECALL PROFESSIONAL LIABILITY KIDNAP, RANSOM & EXTORTION D&O / FIDELITY / EPLI PROGRAMS

THERE ARE SOME RISKS ONLY A SPECIALIST CAN HANDLE. We’re LIU, the global specialty lines division of Liberty Mutual Insurance. To meet our underwriters and learn more about how they can help you and your clients handle unique risks, visit www.LIU-USA.com.

Boston | New York | Chicago | Atlanta | Dallas | Houston | Denver | Los Angeles | Seattle | San Francisco | Miami | Baltimore | London | Europe | Asia | Australia | Canada | Latin America | Middle East Certain coverage may be provided by a surplus lines insurer. Surplus lines insurers do not generally participate in state guaranty funds and insureds are therefore not protected by such funds.

2 | INSURANCE JOURNAL-WEST REGION September 24, 2012

© 2012 Liberty Mutual Insurance

www.insurancejournal.com

75 66 66 100 100 100 80 70 70 100 50 40 40 30 30

100 100 60 100 100

70 70

30 30

100 100 60 100 100

70 70

30 30

100 40

100 40

40 100

10 40 40

20 70 70

70 70 40

70 40 40

0000

3.1 2.2 2.2 10.2 7.4 7.4 25 19 19

Great American Knows What You Need Front-To-Back, Top-To-Bottom

70 70

Our team understands the specialized coverage you need from A to Z. Whether it’s a corporate executive or a hiring manager, we help protect the people you count on for your success. And we do it all in letter-perfect fashion.

100 100 60 100 100

Executive Liability Division

Policy after policy. Claim after claim. Year after year.

www.GreatAmericanELD.com

B

100 90 75 50 25 10 3 70 40 40 40 70 40 40 70 40 70 40 40 40 70 40 40 100 40 100 100 40 3%

30 70 100 100 60 30 70

30

100 60

100

70

ISO 12647-7 Digital Control Strip 2009

100

100 60 A

Executives and Employment Practices

www.insurancejournal.com

Great American Insurance Group I 301 East Fourth Street I Cincinnati, OH 45202

September 24, 2012 INSURANCE JOURNAL-WEST REGION | 3

N16 On The Cover

WEST

Inside This Issue

Special Report: America’s Best Independent Agencies to Work For 2012

September 24, 2012 • Vol. 90, No. 18 • West Region

8

NATIONAL COVERAGE

14

WEst COVERAGE

N10 Commercial Lines Pricing 8 Jumps 6% in Q2: Towers

Watson 8 N12 Closer Look: Know the Details

When Insuring Cargo

New Mexico Jury Awards $2M for Botched Back Surgery Brown Signs Electronic Proof of Insurance Bill

14 New National Parks’ N14 Closer Look: Why Cargo Security Should Be On Every Insurance Requirements Business’ To-Do List Ignite Controversy

N12

N44

Idea exchange N1

N6

N44

Growing Your Property Casualty Agency: Shulman The Competitive Advantage: Burand Closing Quote: Dave Coons

N16 Special Report: America’s Best 16 Report: Wildfires Pose Risk Independent Agencies to to Three Quarter-Million Work For 2012 Western U.S. Homes N17 Best Overall:

N18

N19

N20

N21

N22

Bryan Insurance Best in the West: Meyer & Cook Insurance Agency Best in the South Central: Walker Myers Insurance & Risk Management Best in the Southeast: Herbie Wiles Insurance Best in the Midwest: Hausmann Johnson Insurance Best in the East: American Insurance Services Agency

20 Judges Tout Wikipedia in ‘Jet Ski’ Exclusion Ambiguity 26 First Annual InsurFEST Touts Leadership

N24 Low Interest Rates: An Ongoing Problem for the Re/insurance Industry

DEPARTMENTS 6 10 12 12 N4

Opening Note People Declarations Figures MyNewMarkets

N25 2012 Professional Liability Directory 4 | INSURANCE JOURNAL-WEST REGION September 24, 2012

www.insurancejournal.com

Successful companies typically find 1 or 2 things and do them very well.

We found 5.

Up to 30 rental units $1 million excess UM/UIM Combine personal and commercial policies LLCs, DBAs, estates and trusts Youthful and senior drivers

PersonalUmbrella.com.

We do.

www.insurancejournal.com

September 24, 2012 INSURANCE JOURNAL-WEST REGION Available nationally. Underwriting criteria varies by state.| 5 Visit us online for guidelines.

California Insurance License 0D08438

WeST COVERAGE

Opening Note Outdoor Feeling of Freedom Costs

T

hat feeling of freedom one gets from the great outdoors it seems is anything but free.

A recent National Parks Service decision to hike their required insurance liability limits has outfitters, guides and their insurance providers, headed to the halls of Congress, reports MyNewMarkets Associate Editor Amy O’Connor.

O’Connor’s story starting on page 14 details a battle over an increase in outfitter and guide general liability limit requirements from a minimum of $500,000 to $5 million on 2010 renewal contracts for rafting companies operating in Grand Teton National Park.

Opponents of the hike say it’s unnecessary and may put smaller operators out of business, but NPS says the higher limits are based on recommendations from risk and insurance experts at PriceWaterhouse Coopers and consultants at insurance broker Aon Global Risks. NPS also says backcountry operations carry higher risk, and that ‘…in the late 12th and early the minimum commer13th centuries, fully one-third cial liability for relatively low-risk operaof the land area of southern tions starts around $1 England was designated as million. royal forest.’

The America Outdoors Association, a trade association for outfitters, says the recommended liability levels will cost too much, and an independent actuary hired by the group said it’s rare to have a claim that reaches $1 million.

Bottom line for outdoor enthusiasts is this could end up leading to increased costs for folks to access the outdoors. It may be a stretch to make this comparison, but to me it smacks of the Royal Forest concept. In England in the 11th, 12th and 13th centuries, some forest was protected under this title to save hunting animals for the aristocracy. It eventually got so restrictive, according to Wikipedia, that “in the late 12th and early 13th centuries, fully one-third of the land area of southern England was designated as royal forest.”

And the access on U.S. Forest lands isn’t just becoming more costly and more restricted for die-hard adventurers. That feeling of freedom one seeks on the weekends from picking up a fishing rod and heading to a stream, or going for a hike, is becoming a costly endeavor in all respects.

Cost: A half a tank of gas to get where you’re going — the national average gas price at the time this story went to print was $3.87 per gallon, and it was much higher in areas like Los Angeles, where gas averaged $4.16 per gallon. A fishing license — in California it’s $44.85 for an annual license, and $14.30 for a day. A U.S. Forest Service “recreation fee” — they are around $5, or $10 in some Don Jergler West Editor areas.

ED I TOR I A L

Editor-in-Chief Andrea Ortega-Wells | awells@insurancejournal V.P. Content Andrew Simpson | asimpson@insurancejournal.com East Editor Young Ha | yha@insurancejournal.com Southeast Editor Michael Adams | madams@insurancejournal.com South Central Editor/Midwest Editor Stephanie K. Jones | sjones@insurancejournal.com West Editor Don Jergler | djergler@insurancejournal.com International Editor Charles E. Boyle | cboyle@insurancejournal.com ClaimsJournal.com Editor Denise Johnson | djohnson@claimsjournal.com MyNewMarkets.com Associate Editor Amy O’Connor | aoconnor@mynewmarkets.com Columnists Chris Burand, Curtis Pearsall, Alan Shulman Contributing Writers Dave Coons, Barry Tarnef

S A LES

V.P. Sales & Marketing Julie Tinney (800) 897-9965 x148 jtinney@insurancejournal.com West Dena Kaplan (800) 897-9965 x115 dkaplan@insurancejournal.com South Central Mindy Trammell (800) 897-9965 x149 mtrammell@insurancejournal.com Midwest Lauren Knapp (800) 897-9965 x161 lknapp@insurancejournal.com Southeast Howard Simkin (800) 897-9965 x162 hsimkin@insurancejournal.com East Dave Molchan (800) 897-9965 x145 dmolchan@insurancejournal.com New Markets Sales Manager Kristine Honey | khoney@insurancejournal.com Classifieds, Jobs, Agencies Wanted/For Sale (800) 897-9965 x125 Ly Nguyen | lnguyen@insurancejournal.com

M A R K ET I N G / N E W MED I A

Marketing Administrator Gayle Wells | gwells@insurancejournal.com Advertising Coordinator Erin Burns | eburns@insurancejournal.com (619) 584-1100 x120 New Media Producer Bobbie Dodge | bdodge@insurancejournal.com Videographer/Editor Matt Tolk | mtolk@insurancejournal.com

DES I G N / W EB

Vice President/Design Guy Boccia | gboccia@insurancejournal.com Vice President/Technology Joshua Carlson | jcarlson@insurancejournal.com Design and Marketing Executive Derence Walk | dwalk@insurancejournal.com Web Developer Jeff Cardrant | jcardrant@insurancejournal.com Web Developer Chris Thompson | cthompson@insurancejournal.com

I J A C A DEM Y O F I N S U R A N C E

Director of Education Christopher J. Boggs | cboggs@ijacademy.com Online Training Coordinator Barbara Dooley | bdooley@ijacademy.com

A DM I N I STR A T I O N

Chairman Mark Wells Chief Executive Officer Mitch Dunford Accounting Manager Megan Sinclair | msinclair@insurancejournal.com

FOR QUESTIONS REGARDING SUBSCRIPTIONS: Call: 856-380-4176 or You may subscribe or change your address online at

insurancejournal.com/subscribe Insurance Journal, The National Property/Casualty Magazine (ISSN: 00204714) is published semimonthly by Wells Publishing, Inc., 3570 Camino del Rio North, Suite 200, San Diego, CA 92108-1747.

Periodicals Postage Paid at San Diego, CA and at additional mailing offices. SUBSCRIPTION RATES: $7.95 per copy, $12.95 per special issue copy, $195 per year in the U.S., $295 per year all other countries. DISCLAIMER: While the information in this publication is derived from sources believed reliable and is subject to reasonable care in preparation and editing, it is not intended to be legal, accounting, tax, technical or other professional advice. Readers are advised to consult competent professionals for application to their particular situation. Copyright 2012 Wells Publishing, Inc. All Rights Reserved. Content may not be photocopied, reproduced or redistributed without written permission.

Insurance Journal is a publication of Wells Publishing, Inc. POSTMASTER: Send change of address form to Insurance Journal, Circulation Department, PO Box 9049, Maple Shade, NJ 08052

6 | INSURANCE JOURNAL-WEST REGION September 24, 2012

ARTICLE REPRINTS: For reprints of articles in this issue, contact Rhonda Brown at 1-866-879-9144 ext. 194 or rhondab@fosterprinting.com. Visit insurancejournal. com/reprints for more information.

GLO B REA AL CH.

You r cla ims take

We’ve got the right people in the right places.

At Chartis, claims are handled by 11,000 dedicated claims professionals spanning over 300 offices worldwide. They’ll work together to ensure that your claim is handled in the best and most efficient manner, no matter where in the world your business operates. Learn more at www.chartisinsurance.com

All products are written by insurance company subsidiaries or affiliates of Chartis Inc. Coverage may not be available in all jurisdictions and is subject to actual policy language. For additional information, please visit our website at www.chartisinsurance.com.

www.insurancejournal.com

September 24, 2012 INSURANCE JOURNAL-WEST REGION | 7

weST COVERAGE

News & Markets New Mexico Jury Awards $2M for Botched Back Surgery

A

Santa Fe, N.M. jury has awarded $2 million to a man whose back surgery was so badly botched he suffered cardiac arrest and required three more surgeries.

Matt McCann entered Christus St. Vincent Regional Medical Center in Santa Fe in May 2008 for removal of a herniated disc. But the surgeon accidentally cut into a major artery and vein and didn’t notice the mistake.

McCann went into cardiac arrest 36 hours later and doctors discovered what had happened. McCann reportedly suffered damage to nerves that control his bladder and bowels, and brain damage.

The jury also ordered Christus St. Vincent to pay $50,000 to Stephanie Roberts, McCann’s former wife, based

Suit: Arizona Police Mistook Seizure, Used Taser

A federal lawsuit says Nogales, Arizona police wrongly used a stun gun on a disabled man after officers mistook his seizure for criminal activity.

The Nogales International reported that 40-year-old Diego Lerma claims in a federal lawsuit filed in July that police used a stun gun on him shortly after he suffered a seizure at a Subway sandwich shop. According to court documents, Lerma had wandered out of the Subway and into a nearby department store when an employee called the police.

The lawsuit says Lerma was not fully aware of his surroundings when officers used the stun gun.

Lerma was charged in Nogales Municipal Court with disorderly conduct, criminal trespassing and criminal damage but the charges were later dismissed.

City Attorney Jose Luis Machado said he had not seen the lawsuit. @2012 Associated Press.

All Rights Reserved.

on the claim that the ordeal and changes in McCann’s personality caused by the trauma destroyed the couple’s marriage.

McCann’s attorneys had also asked jurors for punitive damages because hospital workers failed to notice that something was wrong with McCann after the surgery. Jurors declined to add the punitive damages.

The hospital’s attorneys could not be reached. McCann’s brother, John McCann, said he was “disappointed that the jury did not awarded punitive damages” in the case.

Matt McCann declined to comment on the verdict. Roberts did not return a call seeking comment. @2012 Associated Press. All Rights Reserved.

Brown Signs Electronic Proof of Insurance Bill

G

ov. Jerry Brown made California the seventh state in the nation to allow drivers to show proof of insurance coverage using their smart phone by signing Assembly Bill 1708, which gives drivers the option to show proof of financial responsibility electronically using a mobile electronic device.

“Governor Brown just brought proof of coverage into the 21st Century by signing AB 1708,” said Armand

Feliciano, with the Association of California Insurance Companies.

Under the bill drivers will have a choice to use their smart phone, or a piece of paper to demonstrate they are carrying auto insurance. Insurers will have the choice to offer ID cards electronically or in a paper copy to

their customers. Arizona, Idaho, Louisiana and Minnesota all approved legislation in 2012 to modernize their laws to allow electronic proof of coverage.

Alabama and Colorado authorized use of mobile electronic devices through regulations. @2012 Associated Press. All Rights Reserved.

Calif. Lawsuit Claims Discrimination by In-N-Out Chain

A

lawsuit filed on behalf of two black men in Oakland, Calif. claims In-N-Out Burger didn’t hire them because of their race and age.

The suit filed in Alameda County Superior Court asks a judge to order the restaurant chain to end discrimina-

8 | INSURANCE JOURNAL-WEST REGION September 24, 2012

tory practices and to provide back pay and other monetary relief to those who have been unlawfully denied employment.

The suit claims both men were qualified for jobs at In-N-Out but weren’t hired because they are black and also

over the age of 40.

The restaurant chain has 210 restaurants in California.

Arnie Wensinger, In-N-Out Burger’s vice president and general counsel, denied the allegations in the lawsuit. @2012 Associated Press. All Rights Reserved. www.insurancejournal.com

Off With Their Heads!

Wayne is serious. If his professional liability department does not deliver a quote or communicate with you within 24 hours, heads will roll. Execute a quote or eliminate! Enough said.

Professional Liability: • D&O • EPLI • Misc. Professional Liability • Architects & Engineers • Accountants • Technology • Legal Malpractice • Tenant Discrimination • Specified Medical Professions • Non-standard Medical Professionals • Real Estate & Property Managers E&O All your professional liability needs executed by skillful technicians.

One Who Serves Wayne E. Bernstein Director of Prof Liability Simi Valley Office x223 wayneb@monarchexcess.com

You’ll Get the Royal Treatment

www.MonarchExcess.com La Crescenta 818-249-0100 • Simi Valley 805-577-6800 • San Diego 619-521-2170 • Rancho Mirage 760-779-5555 Novato 415-883-1411 • Fresno 559-226-0200 • Arizona 877-406-8026 • Hawaii 818-425-9847 • License 0697233 www.insurancejournal.com

September 24, 2012 INSURANCE JOURNAL-WEST REGION | 9

weST COVERAGE

People Don Woods

Cindy Henry

Denver, Colo.-based Van Gilder Insurance Corp. named Don Woods its new president.

Woods is co-founder and CEO of Community Bankshares Inc. and its subsidiaries.

Under Woods, Community Bankshares Inc. grew to over $2 billion in assets and had 42 branches in Colorado and northern California.

A privately held insurance brokerage firm, Van Gilder is in its fourth generation of leadership by the Van Gilder family.

The Assurant Solar Group named Cindy Henry as the new director of solar underwriting and account management.

Henry will be based in Fountain Valley, Calif. and support the company’s solar insurance business.

Henry has more than 33 years of experience in the insurance industry, including 26 years specializing in renewable energy.

Prior to Assurant, Henry was vice president of underwriting at PowerGuard Specialty Insurance Services. Before that Henry co-founded WorldLink Insurance Services where she managed a retail book of a wind energy accounts. She also co-authored the “WindPro,” a policy form for the wind energy industry.

California Department of Workers’ Compensation Director Rosa Moran, one of the members of Gov. Jerry Brown’s Department of Industrial Relations team that helped to hammer out a last-minute deal to reform California’s workers’ compensation system, has stepped down.

The announcement was made earlier this month with little detail offered for her departure other than she was returning to work as a judge. Moran was originally appointed on July 18, 2011.

ASTISH15197.indd ASTISH5333.indd 11 10 |ASTISH14873.indd INSURANCE JOURNAL-WEST REGION September 24, 2012

As head of DWC, Moran managed a staff of over 1,000 and a budget of $155 million, according to DIR. Moran had served as a workers’ compensation judge since 2005.

Previously, she was an attorney in private practice.

San Ramon, Calif.-based Edgewood Partners Insurance Center named Connie Rowe vice president and business development executive in the firm’s San Ramon-based Programs Group.

Rowe will expand her support of EPIC’s highly successful insurance programs for McDonald’s owners and operators to include new business development responsibilities. Her background in relationship management, business operations, loss prevention and claims management made her a fit for McDonald’s restaurant operators, the company stated.

Rowe has 25 years of experience in claims management, safety program development and workers’ compensation cost control. Prior to EPIC Rowe held a range of positions for employers and insurance companies.

EPIC operates from eight offices across California.

Salt Lake City, Utah-based The MGIS Companies Inc., a provider of insurance products and services specifically for physicians, named Michael G. Green vice president of IT operations.

Green will lead the development and implementation of strategic IT systems for MGIS and its subsidiary companies.

Green has more than 16 years of experience in IT. Most recently he was data center operations manager at ADP AdvancedMD. Previously, Green was with Symantec PGP Corp.

MGIS provides products and services to more than 10,000 physician groups, 900,000 group members, and 300,000 physicians nationwide.

1/27/11 9:42 AM 6/11/11 9/6/11 2:54 8:30 PM www.insurancejournal.com

www.insurancejournal.com

September 24, 2012 INSURANCE JOURNAL-WEST REGION | 11

weST COVERAGE

Declarations Pay-drive

Prop. 33 Vitriol

Prop. 33 Flabbergasted

“Esurance is the latest California company to offer consumers a simple and innovative insurance option that allows motorists who drive fewer miles to save money by only being charged for the insurance they need and use.”

– California Insurance Commissioner Dave Jones approved a personal auto filing by Esurance that will allow its policyholders to voluntarily participate in a pay-drive verified mileage auto program.

“They are spitting in the eyes of foreign service officers and other heroes.”

– Jamie Court, a spokesman for Consumer Watchdog, referring to ads for Proposition 33, an auto insurance persistency initiative, focusing on the military that ran around the time of the tragedy in Libya where four Americans were killed an attack on a U.S. Consulate in Benghazi.

“It’s unbelievable. We have nothing to do with Libya. That sounds so far out I don’t know how to comment on that.”

– Mercury Chairman George Joseph, a World War II veteran and Proposition 33’s biggest campaign contributor.

Defaming Pink Slime “The lawsuit is without merit. We will contest it vigorously.”

– Jeffrey Schneider, senior vice president of ABC News, talking about a $1.2 billion defamation lawsuit against ABC by a South Dakota meat processor that accused it of misleading viewers into believing that a product that critics have dubbed “pink slime” was unsafe.

Figures $1 Million

Is how much Japan is providing to Alaska for cleanup of debris from that country’s tsunami last year. The money is part of a $6 million appropriation for the task to the U.S. and Canada. The state’s congressional delegation praises the effort, but says more needs to be done by the U.S. government.

$1.5

Million

That’s how much a man who was left partially paralyzed by an infection has been awarded by jurors who ruled that Kaiser Permanente Medical Center in Fresno, Calif. was 30 percent negligent for Dusten Chevalier’s condition.

12 | INSURANCE JOURNAL-WEST REGION September 24, 2012

4

The number of Montana counties declared disaster areas by the U.S. Agriculture Department, making farmers and ranchers there eligible for low-interest emergency loans.

They are Broadwater, Gallatin, Jefferson and Silver Bow counties.

$100,000

Is how many alcohol breath tests Montana Attorney General Steve Bullock says have so far been conducted under the state’s year-old drunk driving enforcement program. The 24/7 Sobriety Program forces repeat DUI offenders to undergo daily alcohol tests at their own expense.

www.insurancejournal.com

Who insures you doesn’t matter.

Until it does.

Financial Strength and Exceptional Claim Service Property | Liability | Executive Protection | Workers Compensation | Marine | Surety Homeowners | Auto | Yacht | Jewelry | Antiques | Accident & Health

Chubb Group of Insurance Companies ("Chubb") is the marketing name used to refer to the insurance subsidiaries of The Chubb Corporation. For a list of these subsidiaries, please visit our website at www.chubb.com. Actual coverage is subject to the language of the policies as issued. Chubb, Box 1615, Warren, NJ 07061-1615. Š2012 Chubb & Son, a division of Federal Insurance Company. www.insurancejournal.com September 24, 2012 INSURANCE JOURNAL-WEST REGION | 13

weST COVERAGE

News & Markets

New National Parks’ Insurance Requirements Ignite Controversy

By Amy O’Connor

A

National Parks Service (NPS) decision to hike their required insurance liability limits by 1,000 percent has some outfitters and guides, as well as their insurance providers, navigating the halls of Congress.

The battle began because of an NPS increase in outfitter and guide general liability limit requirements from a minimum of $500,000 to $5 million. The increased limits were required on 2010 renewal contracts for rafting companies operating in Grand Teton National Park.

The operators of outfitters and guide companies in the national parks say the new insurance limits are unnecessarily high and the resulting cost — in some cases doubling their premiums — will put many smaller operators out of business if they become the new minimum requirement for all NPS outfitter and guides.

In addition to whitewater or river rafting operations, outfitter and guide companies lead activities such as mountain climbing, kayaking, free climbing and other outdoor activities, which can be risky.

According to NPS, the higher limits are based on recommendations from risk and insurance experts at PriceWaterhouse Coopers and consultants at insurance broker Aon Global Risks.

But other insurance experts say the higher limits are not only costly but also unnecessary and hard to get for many outfitter/guide companies. Limits this 14 | INSURANCE JOURNAL-WEST REGION September 24, 2012

high are available only from excess and surplus lines insurers at premiums substantially higher than what the outfitters/guides are now paying, they say.

The complaints from the small businesses have reached Congress and the House Subcommittee on National Parks, Forests and Public Lands, which held a hearing in early August to look into the NPS contracts for Wyoming’s Grand Teton National Park rafting companies.

Nat Patridge, president of Exum Mountain Guides, which operates in Grand Teton National Park and other national parks, appeared at the hearing and said these limits would at least double his company’s insurance premium if required when his contract is up for renewal next year.

“We are the biggest mountain guiding service concessioner in the United States, but we are a big service, not a big business,” he told Insurance Journal. “A likely result [of paying more for insurance] would be a diminishment of guide wages, and the best guides would leave and would not work for us. More accidents would occur as a result.”

Dan Helig, general manager of Jackson Hole Mountain Guides, which operates in Grand Teton National Park, said an increase of this magnitude would cost his firm at least an additional $7,000 a year on insurance.

“That’s significant,” said Heilig. “We

operate on thin margins and would have to tighten our belts. That could include deferring the purchase of new equipment, not being able to provide a pay raise that we had anticipated, and may impact our staff training and scholarships for staff.”

Concession Contract History The NPS allows small, private businesses to operate within the parks through concession contracts and commercial use authorizations, according to Peggy O’Dell, NPS deputy director for operations. The parks service currently has 515 concession contracts in 130 parks, with 60 percent of those contracts generating less than $250,000 in annual revenue.

O’Dell said that NPS hired PriceWaterHouse Coopers in 1999 and, in 2009, MFL Consulting and its subcontractor Aon Global Risk Consulting, to review its concession program and insurance requirements as part of an NPS effort to “professionalize” its business practices.

“Our insurance experts indicate that the minimum commercial liability insurance needed for relatively low-risk operations currently starts around $1 million.

However, backcountry operations are deemed to carry higher risk, and therefore the expert risk analysis typically results in insurance coverage recommendations that are significantly higher,” O’Dell told the subcommittee.

O’Dell said that in order to ensure more accurate current minimum insurance coverage requirements, the NPS uses an independent insurance consultant to get a detailed risk and insurance-requirement analysis for each new concession contract.

O’Dell said the limit requirements recommended in the contract that was offered to Grand Teton River rafting companies in 2010 were the result of an analysis by PriceWaterHouseCoopers Risk Management Division.

In 2011, NPS requested a second analysis from MFL and Aon Global Risk continued on page 18 www.insurancejournal.com

www.insurancejournal.com

September 24, 2012 INSURANCE JOURNAL-WEST REGION | 15

weST COVERAGE

News & Markets Report: Wildfires Pose Risk to Three Quarter-Million Western U.S. Homes

By Don Jergler

M

ore than three-quarters of a million homes in the Western U.S. have a high risk of wildfire damage, according to a report released by Santa Ana, Calif.-based CoreLogic.

CoreLogic’s Wildfire Hazard Risk Report identifies more than 740,000 residences across 13 states in the Western U.S. with high levels of risk for wildfire damage. Those homes represent a combined property value of more than $136 billion.

Nearly 168,000 homes fall into the “very high risk” category, with a projected aggregated value of more than $32 billion, the report states.

The ongoing drought and several record-setting wildfires this year put the report in an especially poignant light. Colorado and New Mexico experienced record wildfires, and some experts are predicting a severe wildfire season for California.

California, Colorado and Texas contain the largest number of properties categorized as “very high risk” in the report.

The report assigns a numeric score ranging from 1-100 to indicate the level wildfire risk. Those levels account for risk within a property itself, as well as risk in close proximity to the property boundary. When considering the surrounding area, more than 900,000 homes in the Western U.S. can be assigned the highest wildfire risk score, considered 81 and higher. Those properties represent a combined value of more than $161 billion, the report states.

The report examines 13 western states: Arizona, California, Colorado, Idaho, Montana, Nevada, New Mexico, Oklahoma, Oregon, Texas, Utah, 16 | INSURANCE JOURNAL-WEST REGION September 24, 2012

Wyoming and Washington. It also keys in on six cities: Los Angeles, Calif; San Diego, Calif; Boulder, Colo; Austin, Texas; Albuquerque, N.M. and Salt Lake City, Utah, as well as the top ZIP Codes at risk within each metro area.

“Over the last two decades, wildfire has been responsible for billions of dollars of property damage. Wildfires dominated news headlines in 2011, and again this summer, they have been

Solutions, said in a statement. “In 2012, we are experiencing a high fuel load of natural vegetation combined with very dry and hot conditions to produce a record wildfire season in terms of the number and size of fires across the U.S. Even so, unlike other natural hazards, such as hurricanes, tornadoes, hail storms and earthquakes, wildfires can be extinguished or redirected through fire suppression efforts. Accurately

‘In 2012, we are experiencing a high fuel load of natural vegetation combined with very dry and hot conditions to produce a record wildfire season in terms of the number and size of fires across the U.S.’ responsible for record-setting property destruction across a swath of states spanning the West, from Colorado to Idaho to Washington,” Howard Botts, vice president and director of database development for CoreLogic Spatial

identifying risk levels, even in areas where wildfire activity has historically been low, is imperative to mitigating the potentially devastating effect of fires to property and on human life.” continued on page 24 www.insurancejournal.com

January 29 th , 9:22 a .m .

QuIck InsIghts le ad to long -term oppor tunItIes In an Ins tant, agent K ate M o r l e y u nlo cK e d a ne w l e v el o f su cce ss

Thirty minutes was all the time Kate had to spend with her CNA Underwriter, Phil Samms. And in that instant, Phil helped Kate unlock the code to a deeper understanding of her technology clients’ business insurance needs. From E&O to information risk, Kate was able to deliver the products and expertise her clients depend on to work the bugs out of their exposures.

Way to go, Kate.

To learn more about our broad portfolio of insurance products and services, and the industries we serve, visit www.cna.com.

Business Services • Construction • Financial Institutions • Healthcare • Manufacturing Professional Services • Real Estate • Retail • Technology • Wholesale Distribution

Please remember that only the relevant insurance policy can provide the actual terms, coverages, amounts, conditions and exclusions for an insured. All products and services may not be available in all states and may be subject to change without notice. CNA is a registered trademark of CNA Financial Corporation. Copyright © 2012 CNA. All rights reserved.

www.insurancejournal.com

September 24, 2012 INSURANCE JOURNAL-WEST REGION | 17

weST COVERAGE

News & Markets National Parks, continued from page 14

Consulting in response to concessioner concerns that the minimum insurance amounts in the contracts were unnecessarily high.

Insurance Journal obtained a copy of the Aon Global report dated Jan. 11, 2011.

“In our opinion, business operations that potentially could result in serious injury to multiple parties should consider liability limits of at least $5 million,” the Aon report says. “Based on the loss potential, we consider the $5 million limit to be reasonable for most river rafting and guide situations.”

Aon declined to participate in this story.

Asked by subcommittee members if the NPS often encounters claims of $5 million against outfitter and guide concessioners, O’Dell named one on a larger company’s $6 million policy. The claim was a result of deaths from carbon monoxide poisoning on Lake Powell in Arizona, near the Glen Canyon National Recreation Area, but was not against an outfitter and guide company.

Fighting for the Small Business The America Outdoors Association (AOA), the national trade association for outfitters that provide services in the back country of national parks, says the recommended liability levels will cost too much.

‘In my 30 years of experience, the $500,000 limit has been more than adequate.’

According to AOA’s David Brown, liability levels now sought by NPS based on Aon’s recommendation are not affordable for the small businesses that operate in the parks. Brown has been calling attention to the issue — he also appeared at the subcommittee hearing — so the NPS will reconsider making these limits required on all contracts.

“They [NPS] seem to be unwilling to consider anything other than the recom18 | INSURANCE JOURNAL-WEST REGION September 24, 2012

mendation of that [Aon] consultant,” he said. “So our effort has been to show the impact that these limits have in limiting activities in the parks and people enjoying these activities.”

The AOA also went so far as to hire its own independent actuary, Jim Lynch, to provide another technical analysis of the liability limits.

Lynch, a property/casualty actuary and member of the American Academy of Actuaries, said he researched the history of the parks service and insurance guidelines from the mid-1980s through present day. He also compared the NPS requirements to those of other federal land organizations including the Bureau of Land Management and the U.S. Forest Service, both of which require $500,000 to $1 million limits.

“It was very rare to have a claim that reaches that $1 million limit,” Lynch said.

Lynch also found evidence that the NPS policy could be counterproductive.

“It could reduce the number of concessioners or increase the cost [of outfitter services to visitors] to the point where customers who typically would buy the service now don’t have the ability to because it is too costly,” says Lynch. “Or they strike out on their own, which is more hazardous.”

An insurance executive with experience in the market agreed with Lynch.

Prime Insurance has been writing this class since 1985 through its Worldwide Outfitter & Guides Association (WOGA) and is also a member of the AOA. CEO Rick Lindsey, who testified at the subcommittee hearing, says the company has yet to see a claim that even comes close to the $500,000 limit.

“In my 30 years of experience, the $500,000 limit has been more than adequate,” he told Insurance Journal, as well as the subcommittee.

“Most people I insure would go out of business if they had to meet those requirements,” Lindsey said.

Market Access Ambiguity While the small businesses complained

about the cost of insuring for higher limits, others said that finding policies with $5 million limits is not easy.

The Aon Global report said that Philadelphia would provide $5 million general liability coverage limits for rafting companies navigating anything but “Class 4” and “Class 5” rapids. It also stated that K&K Insurance, which is owned by Aon, would be willing to provide $5 million limits to Grand Teton Rafting companies that navigate “Class 4” or “Class 5” rivers.

Rivers are ranked by navigation difficulty and water roughness from “Class 1” to “Class 6,” with six being the most dangerous — if not impossible — to navigate.

But Prime’s Lindsey questioned this.

He told the lawmakers he had personally telephoned both organizations cited in the Aon report and was informed the information was inaccurate.

When contacted by Insurance Journal, Philadelphia Insurance said the information in the report is accurate but declined to comment further. K&K said it had not been aware of the Aon document until recently and did not comment on its contents.

Pachner & Associates and Pachner Risk Management, a Bedford, N.Y., agency that focuses on the non-motorized outdoor recreation segment, also questioned how easy it is to find the high limits.

“Once the paddling reaches Class 4 and 5 there are a more limited number of insurers that will entertain the risk,” said President Donald Pachner.

Pachner said he also priced a policy for an insured at the $5 million limit and came back with a premium that is 36 percent higher than what that insured currently pays.

“If the NPS imposes these limits, only the largest corporations would be able to afford them and obtain contracts, even if they aren’t passionate about what they are doing,” he says. “The leverage of being a large business will give them the advantage over passionate and well managed smaller-to-midsize guide services.”

Pachner, whose agency is a member of continued on page 22 www.insurancejournal.com

Insurance with values.

Homeowners Flood*

Lead by example.

At Universal North America®, we know it’s not what we say, but what we do. That’s why we’re ready to act quickly when catastrophe strikes.

With emergency response plans, exceptional customer service and the financial resources to keep our promises.

Like you, we strive to be the best in our business. It’s one of the Universal values we do business by.

(866) 338-4262 UniversalNorthAmerica.com HOME

FLOOD

BUSINESS OWNERS

* Written through National Flood Insurance Program.

Universal North America Insurance Company’s Financial Strength Rating of A- (Excellent) has been reaffirmed by A.M. Best. The company’s Outlook is Stable. Insurance products are issued and underwritten by one of Universal North America’s

www.insurancejournal.com

insurance companies: Universal North America Insurance Company or Universal Insurance Company of North America. Issuance of coverage is subject to underwriting review and approval. Products may not be available in all states. © 2012 Universal North America.

September 24, 2012 INSURANCE JOURNAL-WEST REGION | 19

weST COVERAGE

News & Markets Judges Tout Wikipedia in ‘Jet Ski’ Exclusion Ambiguity

By Don Jergler

A

Utah Court of Appeals ruled the term “jet ski” to be ambiguous as an exclusion in a homeowners’ policy, and to back up its decision the court used as a reference the popular reference website Wikipedia, calling it a “great repository of contemporary wisdom.”

The court overturned a decision that ruled against a pair of men allegedly injured on a watercraft who sued their homeowners insurer, Fire Insurance Exchange, which refused their claim because the policy excluded among other things injuries suffered while on a “jet ski.” The case was Fire Insruance Exchange vs. Robert Allen Oltmanns and Brady Blackner.

‘In the past, we might have hesitated to cite Wikipedia in a judicial opinion given its reputation — perhaps not well deserved — for unreliability.’

The men were injured while riding Oltmanns’ personal watercraft, and they filed a claim under Oltmann’s homeowners’ insurance policy.

The appellate finding, filed on Aug. 16, states that Utah courts have long held that “‘insurance policies should be construed liberally in favor of the 20 | INSURANCE JOURNAL-WEST REGION September 24, 2012

insured and their beneficiaries so as to promote and not defeat the purposes of insurance.” It sided with attorneys for defendants who argued the term “jet ski” was ambiguous because that refers to the trademarked name of a watercraft manufactured by Kawasaki.

“Basically, then, the insurer was imprecise in using the term ‘jet ski’ in its policy,” the court stated. “Even discounting the bizarre possibility that it meant to refer only to one Kawasaki watercraft model, it still cannot be definitively said what the insurer intended: Did it mean all manner of personal watercraft? Or did it mean only the stand-up variety? The provision, then, is ambiguous as a matter of law.”

To back up their judgment the court used Wikipedia, which it cited as a “great repository of contemporary wisdom.”

The court in its decision also defended its use of Wikipedia.

“In the past, we might have hesitated to cite Wikipedia in a judicial opinion given its reputation — perhaps not well deserved — for unreliability,” the court stated. “But the increasing trend of using Wikipedia in judicial opinions over the last decade seems to demonstrate a growing recognition of its value in some contexts, as noted in one 2010 article that found that by that year Wikipedia had been cited in over four hundred judicial opinions.”

“By far the most interesting thing is the Wikipedia references,” said Valerie Moore, with Haight Brown & Bonesteel in Los Angeles.

Moore, who does coverage work and bad faith defense primarily for insurance companies in all lines, including personal and commercial, believes the use of Wikipedia in decisions will continue to rise.

“I think we might see more of this,” she said.

As for referencing Wikipedia as “great,” that’s a matter of opinion.

“At first I thought they were being tongue and cheek,” she said.

In terms of the decision itself, the court used the contract interpretation laws of Utah, which are virtually the same in most states, Moore noted.

“They’re just confirming that when you as an insurer are the party that drafted the policy,” she said. “There’s no room for bargaining when you’re an insurer. Exclusions are very narrowly read by all courts.”

She added, “I believe a California court would find the same thing. And I think that almost any other court would too. I think that a lot of policies are going to be changed to say ‘personal watercraft.’”

Moore noted the court did temper it’s deference to Wikipedia, calling for its use in some, but not all situations.

The opinion, which cited a 2007 argument by Judge Richard A. Posner of the United States Court of Appeals for the Seventh Circuit in Chicago in favor of Wikipedia as a resource, read like an advertisement for using Wikipedia in most instances.

“While a prudent person would avoid a surgeon who bases his or her understanding of complicated medical procedures on an online source whose contributors range from expert scholars to internet trolls, where an understanding of the vernacular or colloquial is key to the resolution of a case, Judge Posner is correct that Wikipedia is tough to beat,” the opinion stated. www.insurancejournal.com

DON’T LET YOUR MARKETS BLOCK YOUR PATH TO SUCCESS

WE TACKLE THE TOUGH STUFF CONTACT THE COMMERCIAL EXPERTS AT

PACIFIC GATEWAY INSURANCE AGENCY 27200 Tourney Rd Suite 360 Valencia, CA 91355

Phone: (800) 354-4844 - Fax (661) 257-5988 www.pgiainsurance.com - License #: 0C04869

We offer a wide variety of commercial auto, garage, property, package and general liability products. www.insurancejournal.com

2012 AM INSURANCE JOURNAL-WEST REGION | 21 All backed by an A++ financialSeptember rating24,by Best.

weST COVERAGE

News & Markets National Parks, continued from page 18

the AOA, said these new requirements would have an impact on his agency, as well.

“By increasing the required limit of liability and consequently restricting the insurance marketplace, the National Park Service will be impairing my ability to find the most appropriate and most competitively-priced insurance for our clients in an insurance marketplace with an uncertain appetite for outdoor adventure risks,” Pachner wrote in a letter to the subcommittee on August 13.

According to Prime’s Lindsey, the traditionally hard-to-place outfitter and guide business is written by only a few excess and surplus companies, including Prime. The exception is during a very soft market like the one the insurance industry has been dealing with for some time.

“In a soft market this class attracts new

players but over a three-to-seven year period they learn it’s a very tough class and either cancel policies or go broke,” said Lindsey.

AOA’s actuary Lynch addressed the current market cycle in his report and what would happen to the affordability of a $5 million general liability policy when the market hardens.

“High-risk businesses like outdoor recreation will suffer more than most. Rates will climb higher, rising perhaps 50 percent or more. Less coverage will be available. For some classes, a $5 million limit may not even be available,” he wrote.

What Now? Brown and the outfitters do not know what, if anything, lawmakers will do.

The subcommittee recessed after the hearing and no updates were available on the matter. However, Chairman of the subcommittee, Rob Bishop, R-Utah, said

the Road to Independence with

that the most important thing is for the parks service to make sure it provides a “pleasant experience” for those visiting the parks.

“If indeed we have small businesses that have become an essential part of making it pleasant, we want to make sure that it works for their business model, that it not be too cumbersome and that it not be too burdened down with regulations to make it effective,” he said. “I think we have a chance of maybe talking to the parks service sometime in the future about the direction in which we are going, especially with the small businesses that are concessioners and the requirements that they have.”

Brown said his group still plans to work with the NPS. “Some of the info gathered at the hearing and the attention the issue got will hopefully put [NPS] in a better position to reconsider,” he says.

Pacific Interstate Insurance Brokers

As a PIIB Affiliate you receive:

• Direct Access to our markets - no central marketing to slow you down • 100% of the commission • 90% of the profit sharing - no minimum premium PIIB takes no ownership in our agencies or their books.

Discover

the

916.941.0518 difference

PIIB has over 135 agencies in California and Nevada

www.piib.com

1 22 PIIB15843.indd | INSURANCE JOURNAL-WEST REGION September 24, 2012

4/6/12 9:28 AM www.insurancejournal.com

Protected by

FIrst AmerIcAn Homeowners lose sleep over many things, but finding Homeowners Insurance shouldn’t be one of them. Offer them the security of a trusted leader in the industry. First American provides extensive coverage at competitive rates, along with quality customer service. Questions or concerns? We’ll handle it, so you-and your clients-can move on to more important matters…whatever they might be.

Be confident in working with the industry’s Homeowners experts.

Think First. Think First American.

888.922.5343

www.insurancejournal.com

888.922.5343 t www.firstam.com September 24, 2012 INSURANCE JOURNAL-WEST REGION | 23 © 2010 First American Financial Corporation. All rights reserved. t NYSE: FAF

weST COVERAGE

News & Markets News & Markets, continued from page 16

Not surprisingly the states most commonly associated with wildfires contain the most properties at risk. California, Colorado and Texas contain the largest number of properties categorized as “very high risk,” with a combined property value exceeding $20 billion. Adding the homes located in the “high risk” category increases the total property value at risk to more than $62 billion.

California contains a total of 49,258 homes at “very high risk.”

Colorado has 48,901 homes considered as such, and Texas has 28,490 homes in that category.

“The total combined value of properties in California and Colorado that are located in very high risk areas exceeds $21 billion,” the report states. “Adding the homes located in the High Risk category increases the total value by more than $62 billion.”

California has 233,237 properties considered “high risk,” while

24 GATEDM14810.indd | INSURANCE JOURNAL-WEST REGION September 24, 2012 1

Colorado has ‘The total combined value of properties in 45,311 properties California and Colorado that are located in considered “high risk.” very high risk areas exceeds $21 billion.’

By dollar Texas in the “high risk” category, and 28,490 amount Colorado leads the list in the “very high risk” category, the report for “very high risk” exposure. The shows. New Mexico (9,732), Oregon (9,291), report shows nearly $12.5 billion in Montana (7,668) and Arizona (7,637) are other properties in that category. western states with a large number of “very The state was plagued with wildhigh risk” properties. fires over the summer, with two of Of the six cities analyzed in the report, the most expensive wildfires in state Los Angeles is home to the most single-famhistory striking one after the other. ily residences exposed to wildfire risk, with The two most destructive wildfires more than 29,000 properties in the “high” or in Colorado’s history will cost insur“very high risk” categories. ers roughly $450 million, according The total value of the homes in the two to a regional insurer association. The categories combined is estimated to be massive figure for insured losses nearly $10 billion, with Malibu at the top of comes from the total 600 homes the list of ZIP Code areas with more than destroyed and other damages by the $900 million in potential residential proptwo fires, which raged in June and erty exposure to wildfire risk, according to July. the report. Beverly Hills ($578 million), Los There is nearly $9.5 billion worth Angeles ($447 million) and Topanga ($361 of exposure in California in the “very million) were other Los Angeles area cities at high risk” category, according to the the top of the list. report.

San Diego’s exposure for “very high risk” There are 195,149 residences in properties is $284 million, and $2.7 billion for “high risk” properties, the report states.

For Colorado, Boulder tops the list for exposure with $1.8 billion in the “very high risk” category and $462 million in the “high risk” category. Austin tops the list in Texas with $232 million in the “very high risk” category and $4.8 billion in the “high risk” category.

A portion of the report includes a Wildland Urban Interface, which identifies the intersection of potentially high-risk fire areas and large numbers of homes. The report states that just between the years of 1990 to 2008, there were nearly 17 million new homes built in the U.S., of which 10 million were located in the WUI and therefore potentially located near high wildfire risk zones.

The report was developed to provide the insurance industry, financial services companies, homeowners and others impacted by wildfire outbreaks with a better understanding of wildfire risk in the U.S. 1/12/11 12:46 PM

www.insurancejournal.com

S TRICTLY P ROFESSIONAL , a term that most firms use to describe a manner of doing business, at Cooper & McCloskey it goes deeper than that. Professional Liability is the cornerstone of CMI and we focus on it 100%. No other California wholesaler allocates more staff to Professional Liability than CMI. 100% P ROFESSIONAL L IABILITY, 100% OF THE TIME .

Lawyers • Insurance Agents • Accountants Real Estate Professionals • Technology • Medical Malpractice Financial Planners • Consultants • Employment Practices Liability Allied Medical • Cyber/Privacy • Miscellaneous E&O Staffing Agencies • Product Contamination/Recall Directors & Officers (Non-Profit/Private/Public) Media (Print/Radio/TV) Solutions for every need of Professional Liability

CMI is the Program Administrator for the IBA West/Westport Insurance Agents E&O program Call today to get a policy review from the people who focus on Professional Liability

www.insurancejournal.com

111 Pine Street, Suite 1530 San Francisco, CA 94111 Tel: 415.433.7700 Fax: 415.433.7707 License #0C08404

WWW.CMIPRORISK.COM

September 24, 2012 INSURANCE JOURNAL-WEST REGION | 25

weST COVERAGE

News & Markets First Annual InsurFEST Touts Leadership Conference attendees will vote on a recommended name change for the group

I

BA West is debuting InsurFEST next month in San Diego, Calif., a conference that focuses on leadership.

The conference also affords IBA West members the opportunity to vote on a name change.

The group, which represents several thousand brokers and agents and is comprised of 31 affiliated local associations, will consider a recommendation by the association’s board of directors to change the name of the corporation.

The board of directors at its July meeting unanimously agreed to recommend that the association name be changed from the current IBA West, short for Insurance Brokers and Agents of the West, to the Independent Insurance Agents and Brokers of California (IIABC).

IBA West is merely chang-

ing its name, and maintaining its already existing affiliation with the Independent Insurance Agents and Brokers of America (IIABA).

The three-day conference will feature a series of presentations and events focused on insurance education, sales and leadership training, as well as industry networking.

With the first conference named “Bridges To Leadership,” InsurFEST is offering participants 30 hours of sales and leadership workshops, as well as offering up to 14 continuing education credits. InsurFEST replaces the Young Brokers & Agents Conference and offers an expanded conference curriculum that includes leadership training in agency management, sales and service, according to its organizers.

The keynote speaker at InsurFEST is Tom Rowe, president and CEO

In honor of our 60th Anniversary, this year's theme is The 60s

2012 IBA Kern Trade Show & Golf Tournament November 7th & 8th - Bakersfield, CA For more information, visit www.ibakern.com or contact Jereme Gardiner @ 661-327-3111 26 | INSURANCE JOURNAL-WEST REGION September 24, 2012

of State Compensation Insurance Fund.

Rowe is expected to share his thoughts on leadership and his role in State Fund’s transformation process.

California State Sen. Juan Vargas, D-San Diego, will speak at the awards luncheon and closing session. Vargas will share his perspective on the state’s economic and political outlook in the weeks before the November election. Vargas served in the Assembly from 2000 to 2006 on the Assembly Insurance Committee, where he was part of a bi-partisan coalition to implement workers’ compensation reform.

Vargas has been active on insurance issues including public safety, education and prevention of elder abuse.

Participants will then hear “How We Stand,” insights from IBA West President Steve Shea, who will overview opportunities and challenges that face young insurance professionals.

Nick Popaditch, 2012 candidate for U.S. House of Representatives, will deliver closing remarks. Popaditch lost a bid in 2010 to Democrat Bob Filneris for the 51st congressional district. Popaditch is now competing against incumbent Democrat Susan Davis for the 53rd district that was recently redrawn. He garnered 42 percent of the vote during the June primary. He served 12 years in the United States Marine Corps, during which he was the recipient of the Silver Star and Purple Heart.

Popaditch co-authored the memoir “Once a Marine: An Iraq War Tank Commander’s Inspirational Memoir of Combat, Courage, and Recovery,” which detailed his combat experiences, recovery, and difficulties with disability and the Veterans Administration.

The conference is Oct. 12 to 14 at the San Diego Marriott Marquis & Marina Hotel in San Diego. For more information visit www.ibawest.com or call or 800-772-8998. www.insurancejournal.com

Calling All Pinheads!

It’s time to strike up some fun in San Diego!

Bring your company’s bowlers to the fifth annual Insurance Industry Charitable Foundation Bowling Competition!

Earn your bragging rights as the best bowling team of the San Diego Insurance Industry while supporting great charities.

The best bowling team will go home with the perennial trophy and great prizes! Prizes will also be given for best team spirit and lowest team score.

Lanes are going fast. Register today!

ICW Group 2011 Champions

October 4, 2012 2:00pm - 5:00pm • Kearny Mesa Bowl 7585 Clairemont Mesa Blvd. • San Diego, CA 92117

Register by September 28th Online at www.iicf.org/events or call 925-280-8009 $500 per team of four people (Includes food & drink) For inquiries, call Bryan Anderson at 619-686-2900.

Can’t bowl? Sponsorships are available for as little as $250.

Contact Bryan Anderson at 619-686-2900 or go to www.iicf.com to register today! www.insurancejournal.com

September 24, 2012 INSURANCE JOURNAL-WEST REGION | 27

28 | INSURANCE JOURNAL-WEST REGION September 24, 2012

www.insurancejournal.com

IDEA EXCHANGE

Growing Your Property Casualty Agency 8 Lessons to Learn from the Presidential Election

T

he 2012 presidential election is coming up quickly and the media is outputting endless stories, videos, Tweets and more about it. Pay attention to the ads and the action to pickup some lessons you can apply to your agency.

Here are eight to consider.

1. Adapt your message.

Politicians pander by delivering explicit messages that appeal to the needs and wants of targeted audiences.

Do the same by identifying specific insurance buyers you want to solicit and approach them with targeted promotions. Employ an appropriate mix of digital and traditional media, like the candidates do. Don’t rely on just one.

2. Make the incumbent accountable. When selling, ask your prospect to hold his present agent responsible for every act of underperformance. Point out significant exposures that aren’t adequately covered, and discuss how they can impact the buyer’s financial security. When the moment is right, invite the prospect to vote with their feet and move their account to you. Demanding accountability is easy when you’re the challenger, because you don’t yet have a record to stand on.

3. Don’t allow misinformation about you to go unanswered. Aggressively protect your professional reputation. At times, competing agents will try www.insurancejournal.com

to undercut and underprice you through misinformation. They may understate sales and payrolls, replace coverage forms, reduce limits, etc. When you uncover these unethical actions, point them out to the affected insureds, prospects and carriers. Forcefully defend your integrity, but never directly attack the other agent.

4. Don’t attack your opposition.

Negative campaign

ads are a dangerous tool. At times they are effective, but they can also backfire on the campaigner who uses them. Similarly, harsh, unwarranted statements about another agent can injure you more than your intended target. Instead, calmly point out the differences in your proposal, focusing on your advantages — not on your rival.

5. Take credit for favorable factors. Incumbent politicians do this at every opportunity. They want you to believe that everything good that happened during their term in office was due to their efforts. You can do something similar. For example, you may have had nothing to do with the fact that a client’s premium was reduced or that his coverage was broadened. But since you are frequently held accountable for negative factors beyond your control, modestly grab the glory for the good things and use them to

your competitive advantage.

6. Cultivate media relationships. Politicians know the dollar value of free publicity. A national interview on a news show is worth a small fortune and can have more impact than campaign ads. You can work the media as well. Make yourself known to area reporters and business writers.

Endeavor to become “the agent” they contact for insurance insight and information.

7. Turn the negative into something positive. Whenever a politician encounters bad news, he often tries to spin it around so that when he discusses it, it sounds like it’s something good. This is known as “spinning.” Perception is often more important than reality. You may do it as well, without realizing it. For instance, you may say that a 25 percent premium increase is “good” because some insureds are encountering much higher increases or having their coverages non-renewed. Consequently, spinning isn’t bad; it just depends on the degree.

8. Political service is a privilege and responsibility.

Ditto with providing insurance.

Professional politicians and agents both require the continuous approval of their respective constituencies, or they’ll literally be replaced. Fortunately, your vote of acceptance lasts longer than those of most elected officials.

By Alan Shulman

Politicians and agents both require the continuous approval of their constituencies, or they’ll be replaced.

Shulman is the publisher of “Agency Ideas,” a sales and marketing newsletter. He is also the author of the many tools on the “Agency Ideas” Instant Download Store. Phone: 800724-1435. Email: alan@agencyideas.com.

September 24, 2012 INSURANCE JOURNAL-NATIONAL REGION | N1

What’s the key to being recognized as the fastest growing corporation in the industry?

Access Experience

Don’t act like one.

Our strong financial performance is important. Our human capital, even more so.

At Ironshore, we’re structured so our broker partners have direct access to our executives. Leaders who average 30 years of experience. Our entrepreneurial model strips away the layers so our top people have the freedom to respond with innovative solutions and are accountable for every decision that’s made. It’s one of the reasons why Advisen named us one of the most innovative insurance providers two years in a row.

From initial policy review to claims management, our response times will continue to set the industry standard.

In other words, we understand that the best way to succeed as a company is to avoid acting “corporate.”

For more information please call 1-877-IRON411 or go to ironshore.com.

Access Experience. Get Results.

The information contained herein is for general informational purposes only and does not constitute an offer to sell or a solicitation of an offer to buy any product or service. Bound insurance policies, not summaries thereof, govern. Not available in all states.

NATIONAL COVERAGE

MyNewMarkets.com This section brought to you by Insurance Journal’s sister website, www.mynewmarkets.com.

Need a Market?

Find it. FAST.

Jr. Markets/Liquor Stores

Market Detail: M.J. Hall & Co. (www. mjhallandcompany.com) offers crime, liquor liability, business income, commercial general liability (CGL), earthquake, property, and excess liability coverage for junior markets and liquor stores.

Inland Marine

Get all of the Natural Hazard Data You Need while Eliminating Keystrokes!

Featuring

With RiskMeter’s Web Services, it’s possible to automatically transfer our natural hazard data into your in-house or 3rd party quoting and underwriting applications, to enforce underwriting guidelines and eliminate redundant data entry.

For more information contact Daniel Munson at 617.737.4444 or dmunson@cdsys.com

For More Information Scan

N4 | INSURANCE JOURNAL-NATIONAL REGION September 24, 2012 CDS16063.indd 1

E&O (General) Market Detail: Markel Cambridge Alliance (www.markelcambridge.com) provides errors and omission insurance to several classes of investment advisors. Coverage is available on a surplus lines basis.

Available limits: As needed Carrier: Unable to disclose States: All 50 states Contact: Customer service at 800-691-1515.

Quoting and Binding Just got Easier...

Over 30 Natural Hazard Reports EQECAT Modeling AAL & PML Metrics More than 160 Million Parcels Aerial Photos And Much More!

Available limits: As needed Carrier: Unable to disclose, admitted and non-admitted available States: Alaska, Ariz., Calif., Nev. and N.M. Contact: Norm Amick at 209-870-2901.

Email: norm@mjhallandcompany.com.

8/23/12 8:40 AM

Market Detail: Allied World Assurance Co. Inc. (www.awac.com) targets all filed and non-filed classes of inland marine business in the United States, with a focus on the construction industry. Allied World U.S.’s inland marine division is available to insureds in all 50 states on either an admitted or surplus lines basis, and provides coverage with limits of up to $50 million. Coverage is available for all inland marine classes, including commercial output program (COP) exposures.

Available limits: Maximum $50 million Carrier: Allied World States: All states Contact: Alan Crater at 646-794-0597. Email: alan.crater@awac.com.

Small Business Solutions Market Detail: Alexander & Brown Insurance Co. (www.abcmga.com) offers general liability, property, casualty, commercial umbrella, environmental, excess personal liability, garage, inland marine, liquor liability, ocean marine, and personal umbrella coverages. Check the website for a complete list of classes of business.

Available limits: As needed Carrier: Unable to disclose, admitted States: All states Contact: Cristi Carrington, area vice president, at ccarrington@abcmga.com. Phone: 206-816-6712. www.insurancejournal.com

IDEA EXCHANGE

The Competitive Advantage Common Mistakes When Divorcing Spouses, Family and Business Partners

I

have had considerable experience working with agency owners who were divorcing someone: a spouse, family member, business partner or sometimes a combination of all at the same time. These are always tough times for everyone. When emotions are running wild, stress is overwhelming, and logic goes out the door, the opportunity to make a bad situation worse is

By Chris great. Below is some hard-won Burand advice about resolving these situations in the least traumatic way possible.

Good Counsel Seek extraordinarily good counsel and buy the best you can afford. By “counsel,” I do

not mean just legal counsel. If all you have is legal counsel, be prepared to suffer even more because no matter how good an attorney is, an attorney cannot provide for the whole solution.

Get counseling regardless of which side you are on, because everyone loses something in these deals. Counseling can help restore rational thought, too. Bringing rational thought to the table is important because the parties are in such raw emotional states that their decision-making becomes grossly flawed. Additionally, many people pursue scorched earth strategies because — and this is key — in these situations, making sure you get more than the other person often becomes paramount. I have literally seen partners state publicly they did not mind

Coverage Denied?

IT’S NOT A PROBLEM, IT’S OUR SPECIALTY. If your clients are unable to obtain malpractice insurance, then it’s time to call the experts.

We specialize in providing malpractice insurance for medical professionals, including physicians, surgeons, podiatrists, and dentists who, for whatever reason, have difficulty obtaining coverage. Features of our program include: • Rated A (Excellent) by A.M. Best Company • $1 million/$3 million claims-made coverage, up to $2 million/$6 million • Broad policy form • Choice of a more restrictive policy for a reduced price • Superior claims management • Quick turnaround time to meet your needs For more information, contact us today at (800) 537-7362 or visit www.pulic.com.

losing every penny if their partners lost every penny, plus one.

Good Lawyers Get great legal counsel. I have seen too many incompetent lawyers give lousy advice. Even in normal times, it is difficult to recognize bad legal advice. And even if recognized, it is difficult to go against your attorney’s advice.

When in a completely emotional state, going against bad legal advice is next to impossible.

Here are some tips.

When hiring an attorney, hire one that specializes in your area of need. If divorcing a spouse, get a great divorce attorney. If divorcing a partner, get a great business attorney. The laws and even the type and quality of judges are quite different in these different courts.

Having the knowledge, experience and personality that fit that court often makes the winning difference.

If litigating, get a litigator. Few attorneys are competent litigators. I have been frustrated to see (or happy depending on which side I was on) an attorney’s spine turn to a wet noodle when the attorney had to actually negotiate or worse, litigate. For many attorneys, their skill set is only for sitting behind a desk.

Few attorneys can practice multiple areas of law competently, much less perform well.

Do not make the mistake of asking your attorney to go outside his or her area of expertise, and don’t believe the attorney who preaches about being a good attorney in all situations.

The best attorneys recognize continued on page N8

N6PULDCO16106.indd | INSURANCE JOURNAL-NATIONAL REGION September 24, 2012 3550_InsuranceJournal_Sep2012_fr.indd 1 1

9/7/12 11:43 9:50 AM 9/11/12

www.insurancejournal.com

IDEA EXCHANGE

The Competitive Advantage Common Mistakes, continued from page N6

Valuation Counsel the client’s cost. Cost does not just mean their Involve a great business valuation consullegal bills. They understand that while the tant early if the situation involves splitting of case may be won, the war is lost and they’ll assets. Hire one that: advise their clients appropriately. The cost is so much more than money. Just the cost of •Specializes in independent insurance agencies. not putting this difficult time behind you as •Knows and can articulate the different quickly as possible and getting on with life valuation standards that apply in different can exceed the value of a win. situations. Too many business valuation People in these situations often have the “experts” give the same valuation regardless feeling that everything is just not fair, so of the situation. Courts often require differthey keep fighting. People get this feeling ent valuation methods be used for specific because they’re losing even when they’re situations. The result is that a valuation for winning. A good attorney will help you see a marital divorce may result in a value of 1.5 this price you’re paying. A good counselor times, and the valuation for a partnership will help you see this, too. breakup may result in a value of 1.1 times, However, accepting this high price and or vice versa. An analogy is the difference moving on may give an advantage to an between replacement cost and market value. unreasonable aggressor. The best attorneys create a strategy to nip the aggressor’s efforts It is the same building with two very different but both totally legitimate values. early and eliminate this advantage. Not •Will give an honest opinion regardless many attorneys have this much talent, so it Westrope IJ-BB4_IJ-BB4 6/6/11 3:20 PM Page 1 of whether the client will like it or not. Too pays to find them.

many people are led astray by valuation consultants that give clients the answers they (or their attorneys) want to hear, rather than the answers they need to hear.

Give In Some people say they will do everything in their power to keep the other side from getting anything. Without realizing it, they are telling the world they won’t be rational.

Often the result is they lose even more.

I am not suggesting the cost is so high the divorce should be avoided or that you give the other side everything. But, giving in a little often pays huge returns. A small act of kindness may diffuse raw emotions. A small act of rationality may help the person see past the divorce to the next life.

Burand is the founder and owner of Burand & Associates LLC based in Pueblo, Colo. Phone: 719-485-3868. Email: chris@burand-associates.com.

SINCE 1992 WESTROPE HAS PLACED BILLIONS WITH MAJOR CARRIERS IN THE U . S . A N D G L O B A L M A R K E T S I N T H E B E L I E F T H AT T H E W O R L D N E E D S T H E B E S T W H O L E S A L E I N S U R ANCE SOLUTIONS. PROPERTY | CASUALTY | TRANSPORTATION | CONSTRUCTION | AGRIBUSINESS HEALTHCARE | EXECUTIVE & PROFESSIONAL LIABILITY | BINDING AUTHORITY WORKERS’ COMP | CLAIMS SERVICES | LIFE SCIENCES

WESTROPE.COM

ENSURING INSURANCE

BRAINS & BRAWN 1 N8WESTRP15188.indd | INSURANCE JOURNAL-NATIONAL REGION September 24, 2012

6/8/11 8:07 AM www.insurancejournal.com

The Sullivan Group . . .

Guidance to Professional Liability Risk Solutions.

Experts in Professional, Executive and Healthcare Liability The Sullivan Group is one of the largest privately held wholesale insurance brokers in the U. S. Sullivan companies have provided steadfast guidance to their clients since 1933.

Our wholesale brokerage operations, Sullivan Brokers and G.J. Sullivan Co. E&S, are market leaders in Professional, Executive and Healthcare Liability.

We are the experts in insuring healthcare...wholesaling through Sullivan Brokers and underwriting through G.J. Sullivan Co. E&S. Kevin Davis Insurance Services specializes in coverage for Condominium Associations and Homeowner Associations . . . it is all they do.

Guidance to Risk Solutions

Contact One of Our Industry Leading Specialists Today!

(213) 626-1000 • www.gjs.com Insurance License #0582676

Get to Know Us...Get to Know Our People.

Community Association Specialists

www.gjsullivan.com Direct: (714) 621-2300

www.kdisonline.com Direct: (877) 807-8708

www.sbwis.com Direct: (213) 626-1000

Sullivan Brokers Wholesale Insurance Solutions, Kevin Davis Insurance Services, and G.J. Sullivan Co. E&S are members of the Sullivan Group

NATIONAL COVERAGE

News & Markets Commercial Lines Pricing Jumped 6% in Q2: Towers Watson

C

ommercial insurance prices experienced the largest rise in eight years, a new industry survey reveals.

In aggregate, commercial lines pricing jumped by 6 percent during the second quarter of 2012, the sixth consecutive quarter that aggregate prices rose for all commercial lines, according to the new Commercial Lines Insurance Pricing Survey (CLIPS) conducted by Towers Watson. The survey compared prices charged on policies underwritten during the second quarter of 2012 to those charged for the same coverage during the same quarter in 2011.

Workers’ compensation and commercial property experienced the largest price adjustments, with increases in the high single digits.

Directors and officers, and employment reported claim cost inflation. This is a reverpractices liability saw price increases in the sal from the estimated 3 percent loss ratio mid-single digits, a change from the flat deterioration between 2010 and 2011. pricing of the past two quarters.

Carrier estimates of claim cost inflation For commercial lines, price increases were improved since the prior quarter. Estimated observed for all account sizes. Increases for claim cost inflation through the first half of mid-market and large 2012 in aggregate is 2 peraccounts were larger cent, compared to almost 4 Workers’ comp and than those seen for small commercial property percent in 2011. commercial accounts.

“Improving loss ratios prices jumped the Specialty commercial do not necessarily mean lines pricing rebounded, most in Q2. better results, as faltering although increases were investment income offsets not as large as in standard commercial lines. improvements in underwriting outcomes,” Loss cost information reported by parsaid Thomas Hettinger, property/casualty ticipating carriers pointed to an improvesales and practice leader for the Americas ment of more than 1 percent in loss ratios at Towers Watson. “Insurers’ success as 2012 in accident-year-to-date 2012 relative to 2011, draws to a close will continue to depend on as earned price increases more than offset pricing discipline and moderate loss trends.”

Choose 5 of 9 to improve your 9 to 5.

• • • • • • • • •

Commercial Casualty I Commercial Casualty II Insuring Commercial Property Insuring Personal Auto Exposures Insuring Personal Residential Property Personal Lines Miscellaneous Agency Operations Life & Heath Essentials Elements of Risk Management

It still takes 5 courses to earn a CISR designation but now you have the flexibility of 9 course options. This allows you to focus on what’s important to you. We understand not everyone learns the same way or even at the same pace, so we offer couses in the classroom, online and in-house. Find out how CISR can improve your 9 to 5. Call or visit us on the web today.

Learn more @ www.TheNationalAlliance.com or call 800-633-2165

N10NATALL16101.indd | INSURANCE JOURNAL-NATIONAL REGION September 24, 2012 1

www.insurancejournal.com 9/10/12 1:24 PM

I’m productive.

Easily manage volumes of paperwork with the ScanSnap S1500M document scanner. With double-sided scanning and blazing speed (20 ppm @ 300dpi) you’ll be processing morning paperwork before lunch, not during. You can scan a stack of mixed documents by pressing just one button. Scan to email, searchable PDF, JPEG, or applications like Word and Excel®. ScanSnap intelligent features such as automatic color, size, and orientation, together with Adobe Acrobat (included), help you manage paperwork like a professional so you can spend more time on life’s other important matters. Like a well deserved lunch.

ScanS

nap S

c fo r M a 1500M

Check out ScanSnap and see how we rate in 3 important areas.

Visit http://us.fujitsu.com/insurance

© 2012 Fujitsu Computer Products of America, Inc. All rights reserved. Fujitsu and the Fujitsu logo are registered trademarks of Fujitsu Ltd. All other trademarks are the property of their respective owners.

Closer Look

Inland Marine

E&O Insights: Know the Details When Insuring Cargo

By Curtis M. Pearsall

I

t’s important to know all of the details when looking to insure risks with a cargo exposure. Because

By Curtis M. no two risks Pearsall are the same, the underwriter will look to the agency to provide those details to fully understand and underwrite the exposure. What is the

best way to do that?

A great starting point is determining whether the risk actually has a cargo exposure. One of the leading exposure analysis checklists can help you to understand the overall type of risk and supply the details by line of business within that class.

The carrier’s cargo application and the questionnaires provided by these checklists should give you and the carrier’s underwriter the details to assess and price the exposure.

N12 | INSURANCE JOURNAL-NATIONAL REGION September 24, 2012

Things to Consider The following questions, plus a host of additional questions and issues, will be covered by a carrier’s application.

• Is the risk shipping the cargo using their own trucks (owners form)?

• Are they using another firm to deliver the product (legal form)? Is it a combination of the two (combined form)?

• Do the vehicles transporting the material need to be scheduled or is coverage provided for any vehicles leased or operated by the insured?

• If the material has been sold and is being delivered, who actually owns the material in transit?

• Does the cargo need to be refrigerated in transit?

• Is there coverage if the refrigerated unit malfunctions?

• What perils are to be insured against?

• Is coverage for loading/unloading included?

• What if the material is not accepted and needs to be returned?

• Is there a backhauling exposure where the insured (hauling their own

www.insurancejournal.com

material) engages in any for-hire shipping? informed either agent to add the yard to the carrier’s underwriter far in advance of the • If your risk is contracting with a carrier to deliv- locations on the policy, it was believed that desired effective date. er the material, is that carrier assuming responsithe policy would not have paid the loss, It is possible that the underwriter will bility for the full invoiced value of the goods or is because at the time of the loss the cargo was have some follow-up questions. Contact the carrier’s liability limited to a fixed amount? not in transit; it was at the point of origin. the risk to get the “correct” answers. If the • Are multiple shipments in route where there Counsel was concerned that the jury information is provided over the phone, send could be a catastrophic exposure where more than might have difficulty understanding the written communication to the risk memorialone shipment is damaged? argument regarding coverage because the izing the conversation. This extra level of It is best to meet directly with the risk agent basically accepted the premium withdocumentation could be vital to the agency’s and ask these questions exactly as they out securing a policy. Due to the quirky joint defense if an uninsured loss occurs. appear on the application. The producer liability law in the state, liability would be Conduct the necessary follow-up to ensure should accurately docsplit 50/50 with the everything is in order and that a premium ument the responses, Take the time to understand other agency if the quotation is provided. There may be limitathen require the risk/ first agency was tions/exclusions on the premium proposal, the coverage and the risk prospect to review it found even 1 percent so review it with the risk for acceptability. for accuracy and com- when insuring cargo. at fault. The case Insuring cargo is probably not an everypleteness, and sign it. was settled, with day occurrence at your agency, so take the This could be significant if a problem develeach agency paying $208,000. time to understand the coverage and your ops and the application’s accuracy is called risk. With cargo insurance, it’s all about the into question.

Do Your Homework details.

In all likelihood, your agency will not More Than $200,000 … Each have any binding authority for this type of Pearsall is president of Pearsall Associates Inc. and a special 0812.pdf 1 8/7/12 2:32 PM Requiring the risk/prospect to review the coverage, soIJit ad is best to secure the necessary consultant to the Utica National Agents E&O program. application could have helped the final outinformation and get the application to the Phone: 315-768- 1534. Email: curtis@pearsallassociates.com. come in an errors and omissions claim.

A producer in an agency took an $8,500 premium from a client for a truck cargo policy. Several days later, the producer left To Find the Range of A&M’s Personal Umbrella Coverage the agency and went to another agency, tak(answer below) ing the business with him. Before he left the first agency, he issued a certificate of insurance stating a cargo policy was in existence.

While at the new agency, over the course of nine months, 15 additional certificates of insurance confirming coverage were issued.

However, no cargo policy was ever issued.

Nine months later, the client was contracted to transport cargo for a customer and instructed to pick up the cargo from a specific terminal. Before the transport took place, the truck was loaded at a warehouse and parked overnight in the yard. The cargo was stolen while the truck was in the yard, with the value of the cargo loss close to $400,000.

The total loss claimed was around $800,000, including attorney fees and interest.

The E&O carrier believed the case was defensible from the perspective of the first www.andersonmurison.com agency, and that it was the fault of the new agency for not ensuring there was cover(800) 234-6977x260 or Fax: (323) 255-0957 age. An expert opined a cargo policy would 800 W. Colorado Blvd., Los Angeles, CA 90041 not pay for the loss without the yard being California License #0323106 added to the policy. Because the client never

Connect the Outside Dots

C

M

Y

CM

MY

CY

CMY

K

says YES Nationwide!

Answer:

www.insurancejournal.com

ANDERS16049.indd 1

8/8/12 8:58 AM

September 24, 2012 INSURANCE JOURNAL-NATIONAL REGION | N13

Closer Look

Inland Marine

Why Cargo Security Should Be On Every Business’ To-Do List

C

10817

argo theft, a multibillion dollar industry, continues to threaten supply chain security around the world. It can occur while goods are stored Insurance Journal horz.pdf or in transit — by train,

1

truck, air or ocean. Regardless of how a company chooses to house or ship its products, it is vulnerable to both organized crime and opportunistic thieves. Therefore, protecting cargo, both at rest and on the move, should be a top priority for companies.

3:43 PM 8/6/12 Cargo heists are often portrayed as excit-

By Barry Tarnef

CE the Smart Way

C

M

Y

CM

MY

CY

CMY

K

examfx.com N14 | INSURANCE JOURNAL-NATIONAL REGION September 24, 2012 EXAM16047.indd 1

8/7/12 8:14 AM

ing “exploits” in movies such as “The Italian Job” and “The Fast and the Furious.” In reality, they may result in the injury to or death of a driver or a warehouse security guard.

And when goods are stolen, it can cause serious financial consequences for the company and its customers.

CargoNet, a theft prevention and recovery network, reported in 2011 there were 1,215 thefts across 40 states, a 17 percent increase over the number reported in 2010. The estimated cost of those cargo-related losses was $130 million. While cargo theft in the United States remains high, companies that ship products outside the country are also at risk.

FreightWatch International, a logistics security services firm, said cargo theft in Mexico in 2011 rose 13 percent, representing a lower than normal increase. From 2006 to 2010, these crimes jumped between 20 percent and 40 percent annually.

Commodities that are targeted by thieves vary slightly from year to year. Historically, electronic and technology products have led in cargo theft numbers. But the popularity of commodities stolen can quickly change.

In the first quarter of 2012, theft involving metal, specifically copper, showed a 245 percent growth rate from the fourth quarter of 2011. While in 2010, the pharmaceutical industry took a surprise hit when the theft of drugs from a Connecticut warehouse resulted in a record-loss of $75 million.

There is evidence that once an industry is targeted and experiences a high number of thefts, it reacts by becoming educated on the risks and vulnerabilities associated with cargo storage and transportation. Its members also tend to adopt policies to ensure better supply chain management, effectively reducing the incident rate.

For example, pharma industry logistics and security professionals are now increasingly conscious of the risk of cargo theft and have implemented best practices and controls to mitigate it. FreightWatch reported that in 2011 there were only 36 pharmaceutical thefts compared to 49 in 2010.

Identifying Threats How can companies identify the threat to their goods and build a layered defense to static and in-transit exposures? To insulate a company against the risks inherent in storwww.insurancejournal.com

ing and transporting cargo, and to ensure end-to-end supply chain security, a risk manager should consider the following.

Cargo at rest is cargo at risk. Saturday and Sunday show the highest theft activity, and unsecured or minimally secured locations like drop lots, open parking areas and truck stops are ideal venues for theft — demonstrating that cargo is more vulnerable any time it is not moving.

As a good practice, plan schedules to avoid unnecessary travel over weekends and also so cargo arrives at its final destination during regular business hours. Plan the route with as few stops as possible, and require that the cargo is attended at all times either by personnel (drivers or security guards) and/or through tracking technology and remote monitoring. While some shipments may require specific description, keep the language on shipping documentation as generic as possible while still adhering to the necessary laws and regulations.

Do your due diligence. Most companies entrust their shipments to third-party carri-

ers. Whether they are national firms or a local trucking company, it is a business imperative to thoroughly vet the entity that will have care, custody and control of your goods.

Ask tough questions: What’s their success rate of safely delivering cargo? Have they experienced any recent security breaches?

What changes have they made following them? Do they subcontract work? If so, require them to receive approval before goods can be moved by another carrier.

Lastly, when preparing transportation contracts with a carrier, consider a Standards of Care clause that contains explicit language regarding expectations on how shipments will be handled and transported.

Add an additional layer of protection.

Use tracking devices, overt and embedded, and other physical measures to augment security protocols along with route analysis tools that enable planning the safest, most secure route to ship the cargo. Devices can be programmed to alert someone when the shipment goes outside a prescribed area or

if the shipment has been tampered with, allowing for quick response.

Despite having these and other resources in place to prevent cargo theft, thieves may still be successful in stealing goods. That’s why an effective layered approach includes insurance to help protect a company from the financial impact suffered when cargo is lost.

It is sometimes difficult for insureds to imagine that their company will be the victim of a cargo theft. The “it-won’t-happento-me mentality” is a natural one when something has yet to occur. But with the continued high levels of cargo theft, it is wise from a business and risk management perspective to prevent cargo from becoming a target.

Customers must acknowledge this risk and take precautionary steps to reduce the threat — as long as the opportunity exists to steal, someone will seize upon it.

Tarnef is an assistant vice president and a senior loss control specialist for the Chubb Group of Insurance Cos. Email: btarnef@chubb.com.

On the Go? Get the Insurance Journal News App Today!

Brought to you by these sponsors:

www.insurancejournal.com

September 24, 2012 INSURANCE JOURNAL-NATIONAL REGION | N15

SPECIAL REPORT

The Votes Are In...

THE WINNERS

Overall

Bryan Insurance Agency Graham, Texas West Meyer & Cook Insurance Agency LLC Walnut Grove, California South Central Walker Myers Insurance Austin, Texas Southeast Herbie Wiles Insurance St. Augustine, Florida Midwest Hausmann Johnson Insurance Madison, Wisconsin East American Insurance Services Clark, New Jersey

N16 | INSURANCE JOURNAL-NATIONAL REGION September 24, 2012

T

he votes have been tallied and the results are in for the “2012 Best Independent Insurance Agency to Work For” survey by Insurance Journal.

The owners of the “Best Agencies to Work For in 2012” highlight different programs or benefits depending upon their employees’ needs, their community, agency history, resources, even their own personalities and styles.

However, it is clear that it’s not all about benefits and programs. Happiness in the workplace has a lot to do with people and relationships. Employees of the winning agencies cite high personal job satisfaction; rate their relationships with their immediate boss or supervisor as positive; and express a high opinion of their agency’s owner or principals.

Many employees are grateful the best agency owners support local communities through charitable efforts and community outreach. The best agencies continued to give back to various organizations in their communities and to provide avenues for employees to participate in community service. Employees take pride in working for agencies that are respected in their communities.

Employees also appreciate the generosity of their agency owners in sharing revenues in the form of bonuses, trips and other perks.

The best agencies also provide ways to help their employees grow — by giving them the tools and technology they need, and supporting them with education, training, annual and on-time performance reviews, and, in some cases, mentors. The survey results clearly show employees value this support.

The winning agencies score high for overall employee benefits including wellness programs and for working conditions, including flex-time and alternative schedules that allow employees to work from home or remotely.

The best agencies to work for also provide employees with a strong sense of work-life balance, and deliver a workplace environment where employees feel supported wholeheartedly by management and their peers.

Insurance Journal wishes to thank the many customer service representatives, account executives, producers, managers and other agency staff who took the time to nominate their independent insurance agency in this year’s survey. www.insurancejournal.com

Best Agency to Work For - Overall Graham, Texas

Bryan Insurance Agency Small Town Values Creates Strong Ties

By Andrea Wells

T

ogether everybody achieves more — that’s the motto of Bryan Insurance Agency in Graham, Texas, the Overall Best Agency to Work For in Insurance Journal’s 2012 nationwide survey.

In a town of just 8,000 people, reputation is everything to a small business. Building a good reputation with quality service to back it up is critical to success. It’s just not possible without teamwork, says Tommy Dies, chief financial officer at Bryan Insurance.

“We treat everybody here as if they were our family,” Dies said. “We live in a small community so we don’t have a large pool of job applicants to choose from so we try to treat our employees very special. Insurance is a tough business and it’s highly stressful, and we manage to run a very profitable agency with minimal staff.”

Dies knows the employees at Bryan Insurance have to work hard to keep up the pace. Bryan Insurance serves the North Texas area, writing all lines of insurance, including commercial, personal, life and health policies. The agency has a specialty in the oil and gas sector, including accounts across the nation, and writes around $18 million in property/casualty premium annually.

“We work employees very hard but we also try to reward them, not just monetarily but by treating them with dignity and respect,” Dies said.

That means caring about every employee’s personal life, too. “We are very flexible in terms of letting employees take off with fairly short notice so that they can go and enjoy their children. That’s very important,” Dies said.

That respect carries down through each employee in the agency. “We have about 20 or so employees and most of them are women,” Dies said. “I’ve been here a little over 10 years and have been amazed at how everyone takes care of each other. When somebody is out, the rest of the team just jumps in and takes care of their accounts.” www.insurancejournal.com

Denny Bryan says his agency has always operated under the motto that ‘together everyone achieves more.’

One employee said: “We are a professional organization, but I really feel like Bryan Insurance is a family. We all work together for common goals and enjoy our successes.

The agency supports the employees in all areas including professional development as well as personal life.”

Founded in 1921, the agency has built a solid reputation in its community and beyond. Bryan Insurance has been recognized in multiple years as an Independent Insurance Agents & Brokers “Best Practices Agency.”

In 2010, the agency was named as Insurance Journal’s Best Agency to Work For in the South Central region as well.

Denny Bryan, managing owner of Bryan Insurance, says he is honored to be named twice as a Best Agency to Work For. “We do treat this agency like a family and try to keep it that way even as we keep growing,” he says. “We want to remember that our employees are here to help us, our clients, (and they) put food on their table and our table, too.”

Another employee spoke highly of Bryan’s leadership, stating: “The owner is always fair, considerate, patient, clear of his instructions for the job at hand, even willing to pay for continuing education classes.”

Dies believes that employees enjoy work-

ing at Bryan Insurance for much more than the salaries. “We do try to stay competitive in the salary area, but being in a small town we can’t compete with Houston, Dallas, San Antonio-type agencies,” he says.

But there are other benefits that Bryan Insurance is able to offer such as telecommuting positions or work-from-home options for some staff.

“If kids are sick they can go home and take care of their kids and still work from their home,” Dies says.

“We also have six people that work remote. They came to work for us in Graham, but had to move because of family situations, and we didn’t want to lose them and they didn’t want to lose us.” Now those employees work remotely in other cities.

Dies said the agency also believes in sharing its success with those who helped create it.

“We try to do an end-of-year sharing of the profits. If we’ve had a good year we want our employees to know that it’s because of them that we had a good year,” Dies said.

Overall, Denny Bryan says everyone in the agency is part of a team. “We operate under the motto that together everybody achieves more,” he said.

That motto has worked well throughout the history of Bryan Insurance.

September 24, 2012 INSURANCE JOURNAL-NATIONAL REGION | N17

SPECIAL REPORT

The Votes Are In...

Best Agency to Work For - West Walnut Grove, California

Meyer & Cook Insurance A Place Where All Work Together pier employees and happier customers, says James Cook, majority owner and manager of the agency.

“It’s a team concept at the agency.

We’re all in it together,” says Cook, who refers to his employees as “the greatest asset that the agency has.”

The agency was Left to right, back row: Jim Cook; Tim Cook; Mark Rogerson; Chris Cook; Sam Boone. started in 1922 by Left to right, front row: Janet Hauser; Adrienne Puckett; April Slawson; Julie Lancaster; Myron Brown, and Carol Cain; Lorraine Diede; Kathy Adams. after World War II it became Brown & Meyer. In the 1960s, it

By Don Jergler became Brown, Meyer & Tranum. In 2000, they formed an LLC and became Meyer & nice office view, lots of raises — and a Cook LLC. Costco membership. Those are the keys The pro-employee environment has been to making employees happy. And those are built upon by agency principals and leaders. among the reasons Meyer & Cook Insurance “I was an employee myself for a long time,” was selected as the Best Agency to Work For the 55-year-old Cook says. “I’ve been on that in the West in Insurance Journal’s 2012 survey.

Meyer & Cook is a small agency in Walnut side. You always feel you treat people with respect, they treat you with respect.”

Grove, Calif., with an office in a historic Things like employee pay increases even building that overlooks the Sacramento during tough times are signs of good leaderRiver. Being in the California Delta, the ship that employees recognize and respect. agency handles a great deal of agricultural “Reviews are annual and on-time,” wrote clients, offering products for crops, workers’ one employee. “Not just a new title given at compensation, coverage for trucks, tractors review, but increase in annual income. The and equipment, as well as personal lines. agency shares in its growth.”

Employees who offered opinions on the Evidently, the agency and its employees agency talked up several positive aspects also believe in sharing with the community. of Meyer & Cook, with perks that include: “Four of our team are actively involved in “membership to Costco and Sam’s Club,” our local Rotary Club,” wrote one employee. wrote one employee who took the survey.

“One of our crew is a fire commissioner of In simple terms, the management mindset our local fire district, and another employee at the 90-year-old agency follows the “do is a volunteer firefighter who regularly leaves unto others” Golden Rule, resulting in hap-

A

N18 | INSURANCE JOURNAL-NATIONAL REGION September 24, 2012

his desk to fight fires and provide medical aid. We have the past president and founder of the local Chamber of Commerce. Another sat on and chaired the local redevelopment target area committee and is responsible for our beautiful community dock. Our agency has always supported these employees with paid time off to attend the myriad of meetings and fire calls, and ... encourages us to participate in community service.”

In almost every rating category, employees scored the agency as “excellent.”

Cook chalks that up to incentives, which he says pay off in the long-run.

“We give new business production bonuses,” Cook says. “If you meet a certain production goal, you get a cash award.”

Agents also get a percentage of the new business that they write. And the agency offers numerous benefits, such as picking up the cost of health benefits for employees and their families. “We pay 100 percent,” Cook says of the health plan.

Other employee benefits include: health savings accounts, vision care, dental, longterm disability, group life, a cafeteria plan, payment of service club dues, gas cards, profit sharing, Christmas bonuses and up to four weeks of vacation for those who have stayed with the company for a while.

And employees do tend to stick around.

Several have been with the agency 35 years or more. Cook started there 32 years ago.

The upside of this pro-employee philosophy? “I get happy employees, I hope,” Cook says, adding, “I get happy customers.”

He notes the firm’s retention rate is in the high 90th percentile, which he attributes to employee retention. That, in turn, leads to institutional knowledge of customers.

“We know our insureds,” he says.

Employees also have a thorough knowledge of what may be considered by some to be small potatoes — but they are important at Meyer & Cook.

“They know what various pieces of farm equipment do, what crops the clients grow, the times of season for certain crops, so we don’t hit them in the middle of harvest time,” Cook says. www.insurancejournal.com

Best Agency to Work For - South Central Austin, Texas

Walker Myers Insurance Right People, Right Fit Makes a Great Place

By Andrea Wells

S

tarting a new business in a healthy economy is a challenge. Starting a new business — and succeeding — in a difficult economy is next to impossible. Yet that’s what Austin, Texas-based Walker Myers Insurance & Risk Management LLC has done while creating an environment its employees believe is a great place to work. This 20-employee independent insurance agency was named this year’s Best Agency to Work for in the South Central region by Insurance Journal in 2012.

Walker Myers opened its doors a year and half ago with a vision of becoming a largeaccount commercial lines agency served by some of the insurance industry’s best younger talent, says Todd Thomas, president and executive partner, who started the agency with the Scott Carrigan, vice president. .

“That was the catalyst for starting our own firm,” says 28-year-old Thomas.

Thomas previously worked at Wortham Insurance, a nearly 100-year-old insurance brokerage with 500 employees. Carrigan also came from a large, independent agency. He left Swantner & Gordon (now Higginbotham Insurance) to found Walker Myers.

The decision to start a new agency didn’t come quick. “We didn’t just start our own firm to start our own firm,” Thomas says.

“We wanted to be the best and have best practices. ... When we first started, our belief was that independent agencies don’t always build themselves around A-players.”

But the key to a happy workplace setting is hiring the right people for the right positions, Thomas says. “We are cognizant of how employees fit into our team because unlike a lot of places that talk about a team approach, we rely on it because of our size.”

Thomas believes that the reason his firm’s employees are happy has a lot to do with its www.insurancejournal.com

business and financial skills. I respect everyone I work with and like them.”

Thomas says many agencies are facing retirement and perpetuation issues. “When you don’t have that retirement on the horizon and you are all trying to build together under that team approach, everyone gets excited.”

The agency treats everyone as equals, which is another reason why Thomas thinks employees like their jobs.

“They (support staff) are the face of our organization,” Thomas says. “They are deal-

people and leaders.

“It’s youthful, there’s energy to what we are doing, and there are new ideas and concepts,” he says.

One example, is how Walker Myers built its operations around technology to make doing business easier and faster for employees and customers.

“Because we are a new firm, we could build our firm around technology that other firms ... had to interject or force Left to right: David Light, partner; Todd Thomas, president; Cristina Vasquez, partner; Rod Tootle, partner; and Scott Carrigan, vice president. into their model,” Thomas says. ing with clients on a daily basis, and some“Most agencies were built when there wasn’t times they can be more important than a Internet or email, and you didn’t have agency producer.” That’s why Walker Myers’ support management systems ... We could start from the ground up with some of those efficiencies.” staff work in the window offices, he says.

“They can actually see the sunshine, and for Despite Walker Myers’ youth, there have us, that’s gone a long way in terms of morale been few growing pains. As one employee and just keeping people happy.” said in Insurance Journal’s survey, “We are One agency employee said: “You are not well-staffed, well-trained, and have good, treated like an assembly line worker.” experienced producers … Above all it is just While the agency is a newbie, it’s growing a fun place to work.” at a healthy pace. In its first six months of The average age of Walker Myers’ workoperation, Walker Myers wrote more than $1 force is around 36 to 37 years old, which million in new business commission. has led to a high-energy environment with In 12 to 24 months, Thomas expects highly motivated employees, Thomas says.

Walker Myers to open at least two offices.

“We are young, fun, smart, creative, and The firm currently operates offices in Austin, everyone enjoys coming to work,” one San Antonio and Corpus Christi, Texas. employee wrote. “We are encouraged to Finding the right talent while in “growth express our ideas and concerns freely. The mode” will be important, Thomas says. “We partners in the company are knowledgeable have made that our mission.” of the industry, as well as have wonderful September 24, 2012 INSURANCE JOURNAL-NATIONAL REGION | N19

SPECIAL REPORT

The Votes Are In...

Best Agency to Work For - Southeast

St. Augustine, Florida

Herbie Wiles Insurance Good Reputation by Doing the Right Thing million in premium per year — everything from the “little old lady with one automobile” to larger accounts around $200,000, says President Doug Wiles, who joined his father in the agency in 1979.

The firm also has a few niche markets including condominiums, religious Herbie Wiles Insurance in St. Augustine, Fla., has continued to preserve its reputation institutions and in the community by doing the right thing, says Doug Wiles, president. bed and breakfast establishments.

The spirit of giving behind the agency’s museum donaBy Andrew Simpson tion, and its support for various community causes, helped make Herbie Wiles Insurance any independent agencies give back Insurance Journal’s Best Agency to Work For in to their community, but Herbie Wiles the Southeast for 2012.

Insurance (HWI) in St. Augustine, Fla., has When Doug Wiles talks about running his taken that to a new level by donating its business, he talks about doing something whole building to the community. because it is the “right” thing to do — from In 1966, agency founder and CEO Herbie matching 401(k) contributions to tailoring Wiles bought a vacant, old house and renowork hours to the individual, when possible. vated it for an office, turning an eyesore into “It’s all a part of being fair and treating a landmark. In 1980, the agency expanded people with respect, treating them as profesby buying the house next door and joining sionals, and recognizing that every job in the it with the original office. By 2007, even that agency is important, regardless as to what doubled space proved inadequate for the it is. Certainly, there are differences in jobs, growing business, so Wiles built a new home but certainly all are important,” Wiles says. for its business on its location. But it did not Of the benefits of working at the agency, destroy the old place; it donated the historic employees gave high marks to the group structure to the city and paid to move it to plan, office hours, working conditions, another site, where it now is a museum. performance reviews and all of the other The agency with its 28 employees serves tangible perks. The most popular tangible St. Augustine and neighboring northern benefit, however, is actually another form of Florida communities including Jacksonville giving: profit sharing. Every non-producer in and Orlando. The agency writes about $28

M

N20 | INSURANCE JOURNAL-NATIONAL REGION September 24, 2012

the agency gets an equal share of 10 percent of the profits. Producers have their own incentive plan to reward new business.

The profit sharing plan has helped business, according to employees. “This generates excitement within our team, and the number of referrals we receive increased exponentially once it was implemented,” one explained.

“Sharing the agency profits with our staff is an appropriate thing to do to reward a good staff,” Wiles says. “It also has helped them buy into what we’re trying to do. If they can see some financial results for the hard work that they put in for those occasional extra hours and for the extra care they take with our clients ... we all win.”

As appreciative as they are of the profitsharing checks, employees also rate the intangible benefits of working at Herbie Wiles very high.

“This is a family run agency that has been in the community for 50 years, that has achieved a reputation of honesty, compassion and integrity that makes everyone proud to be associated with it,” said an employee.

A few years ago the agency’s priorities were tested during the economic slowdown, which hit Florida especially hard.

Management decided to freeze salaries.

Employees think they did the right thing.

As one employee said, “When the economy started to take a downturn, well before it affected HWI, Doug Wiles, started making small expense cuts, and we took a salary freeze for one year. This enabled us not to have to lay any staff off during a recession.

He had the vision to see the agency through the difficult times, and we all pulled together and made it work. True leadership!”

Wiles, an Army and National Guard veteran and former elected state representative, says he inherited the agency’s good reputation in the community from his grandfather, father and those who came before him.

“My family did a pretty good job in the business. My challenge was not to screw it up,” he says.

Like the office that is now a museum, it appears the agency’s good reputation has also been well preserved. www.insurancejournal.com

Best Agency to Work For - Midwest Madison, Wisconsin

Hausmann-Johnson Insurance

Always Striving to be a Cut Above the Rest

By Stephanie K. Jones

“

W

e always do what we say we’re going to do.”

That slogan serves as a guiding light for Hausmann-Johnson Insurance, the agency selected as Insurance Journal’s Best Agency to Work for in the Midwest in 2012, and one of the many reasons why the firm’s associates endeavored to recognize it as such.

Steve Squires, president and CEO, says he’s pleased but not surprised that the agency’s associates — they are not referred to as employees — think his agency is a great place to work. “They prove to us every day that they’re glad to be here,” Squires says.

“They’re a good group, and we always strive to be better and work harder.”

The Madison, Wis.-based company’s philosophy “drives our employees to treat our clients, carriers and each other honestly and directly, leading to a high level of professionalism and trust in the company,” wrote one associate. “It’s earned us the title ‘Preferred Independent Insurance Agency’ by a local business magazine for the past four years.”

Hausmann-Johnson has about 65 associates, including 13 owners, and generates about $11 million in revenue annually on the sales of around $100 million in written premium, including group benefits. The agency’s mix of business is about 25 percent employee benefits and 75 percent property/casualty, about 92 percent of which is in commercial lines and 8 percent personal lines.

Squires says the company recognizes that “an employee or associate spends a lot of time in a work world, and we want to make sure it’s a pleasurable experience.”

To that end, management not only seeks to encourage solid workplace practices, but also to make it an enjoyable place to work.

“We have a fun committee, that’s actually www.insurancejournal.com

Some of the firm’s 18 sales personnel are minority owners, as are three people in key management, but non-producing, positions.

There are certain criteria associates have to meet to become owners, Squires says, but ownership is “available if a person is interested, and we encourage it.”

The company is committed to maintaining its independence and has an internal perpetuation plan in place. Hausmann-Johnson’s associates appreciate and rely on that strategic plan, one survey respondent wrote.

“As a result of that initiative, we’ve gone on a hiring spree, bringing in young talent to create the ‘next generation.’ This central focus on finding ways to stay independent and keep our culture intact has been received very well by our associates. We find that everyone on the staff works harder and prouder as a result of it. We know our competitors are looking to sell to larger national/ regional agencies, which inevitably causes the culture and approach of the agency to change. Our clients and our associates know that we’re here to stay.”

Ultimately, Hausmann-Johnson tries “to be a cut above the rest” with its benefits and

what we call it,” Squires says. “It’s a committee that’s formed every year ... they basically plan the fun for the year, whether it’s the annual company picnic or a winter event.

They probably do an event once a month at least. Something around the office — it can be as little as a trivia game.”

One particularly popular event is the annual mini miniature golf tournament. “We have teams, and we set up a little miniature golf course all the way around the office cubicles and so forth. People seem to enjoy that. There again, we think people spend a lot of time at work and we want to make sure it’s an enjoyable time,” he says.

Squires says the agency aims to create an environment where associates are encouraged to succeed and advance in their careers.

As one associate put it: “We are a team that works like a ‘well-oiled machine;’ our team members coordinate their efforts to ensure the best possible outcome for our clients and ultimately the success of our company. Our associates take pride in their performance, taking ownership in everything that they do.

This makes it Hausmann-Johnson’s associates work together like a ‘well-oiled machine.’ fun to work for pay structures, and advancement opporHausmann-Johnson.” tunities, Squires says. If someone is in the Employees say the agency is “flexible and insurance agency business or is interested in generous.” The company provides a path the insurance agency business, Hausmannwhereby associates are able to seek ownerJohnson wants to be “one of the first agencies ship positions. Of the 13 current owners, they think about.” three, including Squires, are major owners.

September 24, 2012 INSURANCE JOURNAL-NATIONAL REGION | N21

SPECIAL REPORT

The Votes Are In...

Best Agency to Work For - East

Clark, New Jersey

American Insurance Services Strength of Family Helps Agency to Flourish respect, care, and service to all our clients,” explained one staff member.

A common theme from the employees’ hen you walk into the offices of American Insurance Services in Clark, evaluations of their agency was how enjoyN.J., you may be forgiven for mistaking it for able they said it is to come to work.

“It is a pleasure to come to work,” an an extended family reunion.

“The benefit of a family-like environment is employee said. “I like working here, because offered here. I treat my employees like family, I can be myself and can express my thoughts, and know that my ideas are listened to, and we treat our customers the same way,” regardless of my position in the company. I says Nick San Filippo, who started his propalso enjoy the people that I work with and erty/casualty insurance agency 36 years ago. know that together we work well as a team.”

The family-like atmosphere is a primary When asked about the agency’s enjoyable reason American Insurance Services was work atmosphere, Dawn Law, the agency’s voted on by its employees as Insurance vice president who is in charge of operaJournal’s Best Agency to Work For in the tions, says, “you have to make employees East in 2012. The family-like atmosphere want to be here.”

For example, the agency is parentfriendly, she notes, providing young parents with adjustable work schedules to accommodate their work and family obligations.

“We are very family-oriented.”

The flexibility afforded to employees is a Dawn Law, vice president, standing on right, says managers have to be responsible, result of mutual respectful and professional, and believe in their employees. respect, Law says.

“The main thing you have to do is show your staff respect,” also is the reason the agency is flourishing. she says. “There is a human side to work[ing] American Insurance now has 24 employees and more than $30 million in written premi- here — I guess that’s what it comes down to. It’s not just a job. We hope it’s a career for ums, and business continues to expand. the employees. And we hope they end up “Our President Nick San Filippo treats feeling like we are a family, because that’s us all like members of his own family. This what we are. Managers have to be responact is contagious, and we reciprocate that

By Young Ha

W

N22 | INSURANCE JOURNAL-NATIONAL REGION September 24, 2012

sible, respectful and professional — and believe in their employees.”

Law says the agency’s employees know their jobs, work hard and respect one another. “Everyone works hard and they enjoy what they are doing. We would like people to come to work and feel like they are the owners, like they own their work.”

The agency also tries to empower its staff by providing the latest technologies and social media platforms available. Within the previous 10 years, the agency upgraded its technology, San Filippo explains. “All of our CSRs went from working on one computer monitor to three monitors for maximum processing efficiency,” he says.

When employees receive a call or call transfer, their computer monitors will notify them about the caller, along with the customer file information. This information can then be transferred to other CSRs in the office via their direct telephone extensions.

San Filippo says a paperless work environment — where CSRs can download PDF faxes, scans, and emails with the click of a button — means employees can access any information at their fingertips.

The agency utilizes social media platforms to generate new business and employs two social media staff to serve as the voice of American Insurance Services.

“We now have a large online presence across multiple social media outlets that generate new leads daily,” San Filippo says.

“We’ve created a very popular New Jersey community blog that we use to interact with our local businesses and customers every day,” he says.

To further motivate employees, the company offers competitive salaries and benefits, as well as an incentive plan in which employees can earn extra money. “[For] anyone that sells any kind of insurance policy, for any reason, even if a staff just answers the phone and someone says they want to buy car insurance, we pay the staff who writes that policy a percentage of the agency commission,” Law says. “It adds up. I have people that make anywhere from $100 a month, and sometimes I have incentive checks that are well over $1,000.” www.insurancejournal.com

of

City of Hope’s Spirit of Life Award Dinner Saturday, October 27, 2012 The Beverly Hilton - Beverly Hills, CA

Register at www.CityofHope.org

For more information, contact Ken Birkett at 800-272-2310 or kenbirkett@coh.org

NATIONAL COVERAGE

News & Markets Low Interest Rates: An Ongoing Problem for the Re/insurance Industry

By Charles Boyle

S

wiss Re’s sigma report analyzing the effect on the insurance industry of the continuing low interest rates doesn’t paint a pretty picture. Rates have been at historic lows for several years. For instance the nominal yield on a 10-year U.S. treasury bond is around 2 percent, but Swiss Re points out that the real yield is effectively zero.

Kurt Karl, Swiss Re’s chief economist, says there is “no benefit for insurers” from the expansionary monetary policy the United States, United Kingdom and other countries have embraced as they finance their activities from premium payments.

And the downward trend in interest rates, which began after interest rates peaked in the early 1980s, shows no signs of reversing. An unscientific survey conducted

of insurance executives at the Reinsurance Rendezvous in Monte Carlo indicates that the condition will last for at least three more years, and probably longer.

The sigma report notes that insurers, as large institutional investors managing around $25 trillion or 12 percent of global financial assets, suffer greatly from low investment yields. The impact of low interest rates on insurers also affects policyholders because the cake shrinks for all — translating to fewer benefits or to higher premiums for equal protection.”

Low rates haven’t been a particular concern until recently “because only current premium income — a fraction of total investments — is invested at [low] market yields.” It’s becoming a problem because the debt instruments with higher yields are maturing and can’t be replaced at the same

N24MARSHALL16087.indd | INSURANCE JOURNAL-NATIONAL REGION September 24, 2012 1

level, the report indicates.

Astrid Frey, co-author of the study, says: “Interest rates have a delayed impact on insurance investment portfolios, allowing insurers time to react but also tempting them to postpone necessary remedial action in hopes that interest rates will rebound.”

As that now seems unlikely, the re/insurance industry will be unable to realize a return on investments, which is greater than the low inflation rates, the study says.

The situation poses greater problems for life insurers, but P/C re/insurers will be affected, the study says. As they have no control over interest rates or inflation, about the only thing the P/C industry can do is tighten underwriting standards. Yet given economic conditions and low growth in most developed countries, it’s unlikely there will widespread premium increases, the study says.

www.insurancejournal.com 9/13/12 3:48 PM

W

elcome to Insurance Journal’s 2012 Professional Liability Directory. We’ve compiled this directory of professional liability providers to assist independent agents and brokers in their search for markets. In today’s highly litigious world, professional liability coverages have become critical insurance for many businesses. This directory has been designed to serve as a quick reference guide that allows users to locate carriers, wholesale brokers and managing general agencies offering professional liability coverage. The information published in this directory was submitted directly by the providers and includes their contact information, Web site and states where coverage is available. For a complete listing of markets offered by providers named in this directory, visit: www.insurancejournal.com/ resources and type in “professional liability” under the Excess & Surplus, “find a market” option. To submit a listing for future directories, or e-mail Kristine Honey at khoney@ insurancejournal.com. We hope you find IJ’s Professional Liability Directory to be a useful tool. To comment on this directory, or any other IJ resource, please e-mail: editorial@ insurancejournal.com.

Looking for other markets? Visit MyNewMarkets (www.mynewmarkets. com) to search more than 25,000 property/casualty listings for free from standard, specialty, excess and surplus lines markets nationwide.

Accountants Liability

Accountants Liability (continued)

Company

States

A & B Insurance Solutions, LLC

Access E&S Insurance Services (CA) ACE Westchester Specialty—Professional Risk (GA) Align General Insurance Agency, LLC Allsouth Professional Liability Alta Professional Insurance Services (MI) Aon Affinity Argo Pro Betty Harder & Associates, Inc.

Ck Specialty Insurance Associates - All Offices Cooper & McCloskey, Inc. CPA Protector Plan E.L.M. Insurance Brokers, Inc. Founders Professional Herbert H. Landy Insurance

Insurance Innovators Group - All Offices Intercorp, Inc. James River Insurance Company Jorgensen & Company Keystone Insurance Services, Inc. McGowan, Donnelly & Oberheu, LLC (MDO) Monitor Liability Managers, LLC Navigators Pro NeitClem Wholesale Insurance Brokerage, Inc. Norman-Spencer International, Inc. People’s United Insurance Agency, Inc. Philadelphia Insurance Companies Professional Liability Ins. Svcs - Underwriting Facilities Professional Underwriters Agency, Inc. ProWest Insurance Services, Inc.

AL AR FL GA IL IN KY LA MA MI MO MS NJ NY TN AZ CA CO NV TX All States All States Multiple – please contact us.

IN IL MI MN OH All States Most States AL AZ CO GA IL LA ME MI MO MS NC NM OH OR TN TX VA WI WY AZ CA CO ID NV OR TX UT WA AK AZ CA CO HI IL NV NY OH OR TX WA All States except AK KY VA Most States All States except AK All States except AK LA (includes Tax

Preparers & Bookkeepers) Continental US All States All States All States TX All States All States All States AZ CA NV All States ME NH VT All States except LA All States All States CA - License # - 0C52396

www.insurancejournal.com

Company

States

R.E. Chaix & Assoc.

Sullivan Brokers Wholesale Insurance Solutions

CA All States

Target Insurance Services

All States

Travelers U.S. E & O Brokers Western Security Surplus Insurance Brokers, Inc. Western Surplus Lines Agency, Inc. Worldwide Facilities, Inc. - All Offices

All States All States AZ CA CO FL IL NV LA NM OK TX All States

Swett & Crawford

All States

Allied Health Care Professional Liability

Company

States

A & B Insurance Solutions, LLC

Access E&S Insurance Services (CA)

Access E&S Insurance Services (VA)

AFPD – Professional Liability Agentic Insurance, LLC Agostini Surplus Insurance Services Alexander J. Wayne & Associates, Inc. All Solutions PBS LLC Allsouth Professional Liability American Underwriting Managers Anderson & Murison, Inc. Aon Affinity Apogee Insurance Group, a Berkshire Hathaway Co. ARC West Coast Excess & Surplus Brokerage, LLC Ark-La-Tex Underwriters, Inc. Arlington/Roe & Co of Indiana

AL AR FL GA IL IN KY LA MA MI MO MS NJ NY TN

AZ CA CO NV TX

DC DE GA IL MD NC NJ NY OH PA SC TN TX VA All States DC DE FL MD NJ NY PA VA AZ CA CO NE NM NV OR TN TX UT WA All States All States Multiple – please contact us.

AR LA NM TX CA All States All States All States AR LA MS TX All States

September 24, 2012 | INSURANCE JOURNAL-NATIONAL N25

Allied Health Care Professional (continued) Company

States

Ashley General Agency Atlantic Risk Specialists Bailey Special Risks, Inc. Bliss & Glennon, Inc. Bliss & Glennon Central Boston Insurance Brokerage, Inc. Braishfield Associates, Inc. Burns & Wilcox — All Offices Charles A. Walker Corp.

Citadel Insurance Services, LC Cochrane & Company

Commercial Sector Insurance Brokers, LLC Construction Insurance Partners Cooper & McCloskey, Inc. CRC Insurance Services, Inc. - 29 Offices Nationwide Donald Gaddis Co., Inc. E.L.M. Insurance Brokers, Inc. Eaton Professional Insurance Services Founders Professional Gateway Specialty Insurance Gateway Underwriters Agency Gresham & Associates, Inc. - Corporate Office Indemnity Excess & Surplus Agency, Inc. Insurance Innovators Group - All Offices International Excess Alliance, LLC J.E. Brown & Associates J.M. Wilson

James River Insurance Company Jimcor Agencies K&B Underwriters, LLC Keystone Insurance Services, Inc. King Insurance Support Systems LevelFirst M.J. Hall & Company, Inc. MarketScout Wholesale, LLC / dba MSW Mercator Risk Services, Inc. Monitor Liability Managers, LLC Morstan General Agency of Florida NAS Insurance Services, Inc. NIF Group, Inc. Pacific Coast E&S Insurance Services Patriot National Underwriters, Inc. PBS Insurance Underwriting Corporation Pennock Insurance, Inc. Philadelphia Insurance Companies Professional Liability Ins. Svcs - Underwriting Facilities Professional Program Insurance Brokerage Quaker Special Risk - FL MA NJ NY offices Quirk & Company R.E. Chaix & Assoc.

RMIS Rockwood Programs, Inc. RPS Healthcare RPS SAFA St. Louis S.H. Smith & Company, Inc. - 8 Offices Nationwide Smith, Bell & Thompson, Inc. a div of Willis Programs Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford Tejas American General Agency Tennant Risk Services TuscanoPro USG Insurance Services, Inc. USX/S Victor O. Schinnerer & Co. Worldwide Facilities, Inc. - All Offices Yates & Associates Ins. Services

5Star Professional Programs A & B Insurance Solutions, LLC

Access E&S Insurance Services (CA)

Access E&S Insurance Services (VA)

Company

TX All States All States except AK HI All States All States All States All States All States MD NJ NY OH PA VT All States AK AZ CA CO ID MT ND NM NV OR UT WA WY All States All States AK AZ CA CO HI IL NV NY OH OR TX WA All States All States Most States CA All States except AK All States All States All States Most States Continental US All States CA AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV All States All States All States TX Nationwide AR AZ CA CO KS LA MI NM NV OK OR TX AK AZ CA HI NV TX All States All States All States All States All States All States CA ID NV OR WA OK TX All States except AK KS DE MD NJ PA VA All States except LA All States All States Most States LA NM OK OR TX WA CA CA IA IL IN OH WI All States All States IA IL MO NE All States All States All States All States AR LA NM OK TX All States DE FL MD NC NJ NY OH PA SC VA WV All States All States Most States All States CA

Architects & Engineers Liability Company

Architects & Engineers Liability (continued)

States All States AL AR FL GA IL IN KY LA MA MI MO MS NJ NY TN AZ CA CO NV TX DC DE GA IL MD NC NJ NY OH PA SC TN TX VA

N26 INSURANCE JOURNAL-NATIONAL | September 24, 2012

States

Agentic Insurance, LLC Alexander J. Wayne & Associates, Inc. All Risks, Ltd. Allsouth Professional Liability Alta Professional Insurance Services (MI) American Risk Mgmt Resources Network, LLC American Underwriting Managers AmWINS Group, Inc. - 50 Offices Nationwide Anderson & Murison, Inc. Aon Affinity Apogee Ins. Group, a Berkshire Hathaway Company ARC West Coast Excess & Surplus Brokerage, LLC Argo Pro Arlington/Roe & Co of Indiana Arrowhead General Insurance Agency, Inc. - Architects & Engineers Liability Ashley General Agency Atlantic Specialty Lines - VA FL MW PA TX

Bailey Special Risks, Inc. Bliss & Glennon, Inc. Bliss & Glennon Central Braishfield Associates, Inc. Charles A. Walker Corp.

Citadel Insurance Services, LC Ck Specialty Insurance Associates - All Offices Cochrane & Company

Commercial Sector Insurance Brokers, LLC Construction Insurance Partners Cooper & McCloskey, Inc. CRC Insurance Services, Inc. - 29 Offices Nationwide Crouse & Associates Crump Professional Concepts Davidson-Babcock Delta General Agency Corp.

Donald Gaddis Co., Inc.

DC DE FL MD NJ NY PA VA All States All States Multiple – please contact us.

IN IL MI MN OH All States AR LA NM TX All States CA All States All States All States Most States All States All States except MN TX AR CT DC DE FL GA IL IN KY LA MD MI MN NC NJ NY OH PA SC TN TX VA WI All States except AK HI All States All States All States MD NJ NY OH PA VT All States AZ CA CO ID NV OR TX UT WA AK AZ CA CO ID MT ND NM NV OR UT WA WY All States All States AK AZ CA CO HI IL NV NY OH OR TX WA All States All States All States CO IA IL KS MO NE OK SD TX All States

Eaton Professional Insurance Services Euclid Managers Founders Professional Fox Point Programs Freberg Environmental, Inc. Gateway Underwriters Agency Gorst Co. Gresham & Associates, Inc. - Corporate Office Indemnity Excess & Surplus Agency, Inc. Insurance Innovators Group - All Offices Intercorp, Inc. International Excess Alliance, LLC Jacobs & Associates, Inc. James River Insurance Company Jimcor Agencies K&M Henderson Insurance Services, Inc. Keystone Insurance Services, Inc. King Insurance Support Systems LevelFirst M.J. Hall & Company, Inc. MarketScout Wholesale, LLC / dba MSW Mercator Risk Services, Inc. Monarch E&S Insurance Services Monitor Liability Managers, LLC Morstan General Agency of Florida Navigators Pro NeitClem Wholesale Insurance Brokerage, Inc. Norman-Spencer International, Inc. Pacific Coast E&S Insurance Services Patriot National Underwriters, Inc. Pennock Insurance, Inc. Professional Underwriters Agency, Inc. ProWest Insurance Services, Inc. Quadrant Insurance Managers Quaker Special Risk - FL MA NJ NY office Quirk & Company R.E. Chaix & Assoc.

RLI Roush Insurance Services, Inc. RPS SAFA St. Louis

CA Most States All States except AK All States (varies based on class of business) All States All States CA All States Most State Continental US All States All States OH All States All States CA NV OR TX Nationwide AR AZ CA CO KS LA MI NM NV OK OR TX AK AZ CA HI NV TX All States All States AZ CA HI NV TX All States All States All States AZ CA NV All States CA ID NV OR WA OK TX DE MD NJ PA VA All States CA - License # - 0C52396 All States Most States LA NM OK OR TX WA CA All States IL IN OH IA IL MO NE

E.L.M. Insurance Brokers, Inc.

Most States

www.insurancejournal.com

Architects & Engineers Liability (continued)

D&O Liability (continued)

Company

States

Company

RT Specialty Russell Bond & Co., Inc. S.H. Smith & Company, Inc. - 8 Offices Nationwides Socius Insurance Services Southern Insurance Underwriters, Inc. Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford Tejas American General Agency Tennant Risk Services Travelers TuscanoPro USG Insurance Services, Inc. USX/S Victor O. Schinnerer & Co. Western Security Surplus Insurance Brokers, Inc. Western Surplus Lines Agency, Inc. Western World Insurance Group Westrope

All States Most States All States All States AL FL GA MS NC SC TN All States All States AR LA NM OK TX All States All States DE FL MD NC NJ NY OH PA SC VA WV All States All States Most States AZ CA CO FL IL NV NY OR TX UT WA LA NM OK TX Most States All States

Yates & Associates Ins. Services Zurich North America Commercial

CA All States

Worldwide Facilities, Inc. - All Offices

All States

Beauty / Barber Shop E&O

Company

Access E&S Insurance Services (CA) Ashley General Agency International Beauty Brokerage Izzo Insurance Services, Inc. Monitor Liability Managers, LLC Pacific Coast E&S Insurance Services Professional Program Insurance Brokerage SASSI - Salon & Spa Specialty Insurance Topa Insurance Company USASIA Insurance Services

States AZ CA CO NV TX TX AZ CA NV AZ CA NV All States CA ID NV OR WA All States Most States AZ CA NV AZ CA

Crime Company

States

Access E&S Insurance Services (CA) All Solutions PBS LLC Alta Professional Insurance Services (MI) Brownyard Group

Chubb Group of Insurance Companies Crump Professional Concepts E.L.M. Insurance Brokers, Inc. International Excess Alliance, LLC J.R. Olsen Bonds & Insurance Brokers, Inc. M.J. Hall & Company, Inc.

AZ CA CO NV TX All States IN IL MI MN OH Most States (includes first & third party

dishonesty) All States All States Most States All States All States AK AZ CA HI NV TX

ProSurance Group, Inc. RPS Technology & Cyber RT Specialty USASIA Insurance Services

All States All States All States AZ CA

D&O Liability

Monitor Liability Managers, LLC

Company 5Star Professional Programs A & B Insurance Solutions, LLC

Access E&S Insurance Services (CA) Access E&S Insurance Services (VA)

Agentic Insurance, LLC Agostini Surplus Insurance Services Alexander J. Wayne & Associates, Inc. All Risks, Ltd. All Solutions PBS LLC Allsouth Professional Liability Alta Professional Insurance Services (MI) AmWINS Group, Inc. - 50 Offices Nationwide Anderson & Murison, Inc.

www.insurancejournal.com

All States

States All States AL AR FL GA IL IN KY LA MA MI MO MS NJ NY TN AZ CA CO NV TX DC DE GA IL MD NC NJ NY OH PA SC TN TX VA DC DE FL MD NJ NY PA VA AZ CA CO NE NM NV OR TN TX UT WA All States All States All States Multiple – please contact us.

IN IL MI MN OH All States CA

States

Apogee Insurance Group, a Berkshire Hathaway Co. All States ARC West Coast Excess & Surplus Brokerage, LLC All States Argo Pro Most States Arlington/Roe & Co of Indiana All States Ashley General Agency TX ASI All States except LA Atlantic Risk Specialists All States Atlantic Specialty Lines - VA FL MW PA TX AR CT DC DE FL GA IL IN KY LA MD MI MN NC NJ NY OH PA SC TN TX VA WI

Bailey Special Risks, Inc. All States except AK HI Bliss & Glennon, Inc. All States Bliss & Glennon Central All States Boston Insurance Brokerage, Inc. All States Braishfield Associates, Inc. All States Burns & Wilcox — All Offices All States Charles A. Walker Corp.

MD NJ NY OH PA VT Chubb Group of Insurance Companies All States Citadel Insurance Services, LC All States Cochrane & Company AK AZ CA CO ID MT ND NM NV OR UT

WA WY Commercial Sector Insurance Brokers, LLC All States Compass Insurance Group of Agencies CA Construction Insurance Partners All States Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA CRC Insurance Services, Inc. - 29 Offices Nationwide All States Crouse & Associates All States Crump Professional Concepts All States Davidson-Babcock CO IA IL KS MO NE OK SD Delta General Agency Corp.

TX Donald Gaddis Co., Inc. All States E.L.M. Insurance Brokers, Inc. Most States Eaton Professional Insurance Services CA Executive Perils All States Founders Professional All States except AK Gateway Specialty Insurance All States Gateway Underwriters Agency All States Gerald J. Wilkoff, Inc. All States Gray-Stone & Company, Inc. All States except AK WY Great American Ins. Group - Executive Liability Division All States Gresham & Associates, Inc. - Corporate Office All States Herbert H. Landy Insurance All States except AK LA Indemnity Excess & Surplus Agency, Inc. Most States Independent Brokers & Agents of the West (IBA West) CA Insurance Innovators Group - All Offices Continental US Intercorp, Inc. All States IPA Risk Management, LLC All States J.E. Brown & Associates CA J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC

NE OH OK PA SC TN VA WI WV J.R. Olsen Bonds & Insurance Brokers, Inc. All States Jacobs & Associates, Inc. OH Jimcor Agencies All States Jorgensen & Company All States K&M Henderson Insurance Services, Inc. CA NV OR King Insurance Support Systems Nationwide (includes profit and non-profit) M.J. Hall & Company, Inc. AK AZ CA HI NV TX MarketScout Wholesale, LLC / dba MSW All States Mercator Risk Services, Inc. All States Monarch E&S Insurance Services AZ CA HI NV TX Monitor Liability Managers, LLC All States Morstan General Agency of Florida All States Navigators Pro All States Negley Associates All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV NIF Group, Inc. All States OneBeacon Professional Insurance Most States Pacific Coast E&S Insurance Services CA ID NV OR WA PBS Insurance Underwriting Corporation All States except AK KS Pennock Insurance, Inc. DE MD NJ PA VA Philadelphia Insurance Companies All States except LA Prime Insurance Company Most States Professional Governmental Underwriters All States Professional Underwriters Agency, Inc. All States ProWest Insurance Services, Inc. CA - License # - 0C52396 Quirk & Company LA NM OK OR TX WA Quadrant Insurance Managers All States Quaker Special Risk - FL MA NJ NY office Most States QuoteNBind.com All States except AK HI LA

September 24, 2012 | INSURANCE JOURNAL-NATIONAL N27

D&O Liability (continued) Company

States

RLI All States RMIS CA IA IL IN OH WI Rockwood Programs, Inc. All States Roush Insurance Services, Inc. IL IN OH RPS SAFA St. Louis IA IL MO NE RPS Technology & Cyber All States RT Specialty All States Russell Bond & Co., Inc. Most States S.H. Smith & Company, Inc. - 8 Offices Nationwides All States Smith, Bell & Thompson, Inc. a div of Willis Programs All States Socius Insurance Services All States Southern Insurance Underwriters, Inc. AL FL GA MS NC SC TN Sullivan Brokers Wholesale Insurance Solutions All States Swett & Crawford All States TAPCO Underwriters, Inc. Most States Tejas American General Agency AR LA NM OK TX Tennant Risk Services All States Travelers All States TuscanoPro DE FL MD NC NJ NY OH PA SC VA WV U.S. E & O Brokers All States USASIA Insurance Services AZ CA USG Insurance Services, Inc. All States Victor O. Schinnerer & Co. Most States Western Special Risks, Inc. AZ NV Western World Insurance Group Most States Westrope All States Worldwide Facilities, Inc. - All Offices All States Yates & Associates Ins. Services CA Zurich North America Commercial All States

E&O (General) Company

E&O (General) (continued)

States

5Star Professional Programs

All States

Access E&S Insurance Services (VA)

ACE Westchester Specialty—Professional Risk (GA) Agentic Insurance, LLC Agostini Surplus Insurance Services Alexander J. Wayne & Associates, Inc. All Solutions PBS LLC Alta Professional Insurance Services (MI) American Risk Mgmt Resources Network, LLC American Underwriting Managers Anderson & Murison, Inc. Ashley General Agency ASI Atlantic Specialty Lines - VA FL MW PA TX

Bailey Special Risks, Inc. Burns & Wilcox — All Offices Capitol Insurance Companies / Specialty Global Centurion Insurance Group Chubb Group of Insurance Companies Cita Insurance Services Citadel Insurance Services, LC CMS, LLC Commercial Sector Insurance Brokers, LLC Compass Insurance Group of Agencies Construction Insurance Partners CRC Insurance Services, Inc. - 29 Offices Nationwide Crump Professional Concepts Davidson-Babcock Delta General Agency Corp.

E.L.M. Insurance Brokers, Inc. Eaton Professional Insurance Services Euclid Managers, LLC Executive Perils Fox Point Programs Gateway Underwriters Agency Gorst Co. Gray-Stone & Company, Inc. Gresham & Associates, Inc. - Corporate Office Herbert H. Landy Insurance Indemnity Excess & Surplus Agency, Inc.

DC DE GA IL MD NC NJ NY OH PA SC TN TX VA All States DC DE FL MD NJ NY PA VA AZ CA CO NE NM NV OR TN TX UT WA All States All States IN IL MI MN OH All States AR LA NM TX CA TX All States except LA AR CT DC DE FL GA IL IN KY LA MD MI MN NC NJ NY OH PA SC TN TX VA WI All States except AK HI All States All States All States All States All States All States CA CT FL MD NJ NY PA All States CA All States All States All States CO IA IL KS MO NE OK SD TX Most States CA All States All States All States (varies based on class of business) All States CA All States except AK WY All States All States except AK LA Most States

Access E&S Insurance Services (CA)

AZ CA CO NV TX

N28 INSURANCE JOURNAL-NATIONAL | September 24, 2012

Company

States

Insurance Innovators Group - All Offices Intercorp, Inc. J.E. Brown & Associates J.M. Wilson

J.R. Olsen Bonds & Insurance Brokers, Inc. King Insurance Support Systems LevelFirst M.J. Hall & Company, Inc. Markel Cambridge Alliance MarketScout Wholesale, LLC / dba MSW Monitor Liability Managers, LLC NAS Insurance Services, Inc. Navigators Pro Negley Associates NeitClem Wholesale Insurance Brokerage, Inc. NIF Group, Inc. Norman-Spencer International, Inc. OneBeacon Professional Insurance Patriot National Underwriters, Inc. Pennock Insurance, Inc. Philadelphia Insurance Companies Prime Insurance Company Professional Governmental Underwriters Professional Liability Ins. Svcs - Underwriting Facilities Professional Underwriters Agency, Inc. ProSurance Group, Inc. Quadrant Insurance Managers QuoteNBind.com R.E. Chaix & Assoc.

RLI RMIS Rockwood Programs, Inc. Roush Insurance Services, Inc. RPS SAFA St. Louis RPS Technology & Cyber RT Specialty Russell Bond & Co., Inc. Socius Insurance Services Southern Insurance Underwriters, Inc.

Continental US All States CA AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV All States Nationwide AR AZ CA CO KS LA MI NM NV OK OR TX AK AZ CA HI NV TX All States All States All States All States All States All States AZ CA NV All States All States Most States OK TX DE MD NJ PA VA All States except LA Most States All States All States All States All States All States All States except AK HI LA CA All States CA IA IL IN OH WI All States IL IN OH IA IL MO NE All States All States Most States All States AL FL GA MS NC SC TN

TAPCO Underwriters, Inc. Target Insurance Services Tennant Risk Services Trinity E&S Insurance Services, Inc. (Bermuda Dunes) U.S. E & O Brokers

Most States All States All States AZ CA NV All States

USG Insurance Services, Inc. USX/S Western Security Surplus Insurance Brokers, Inc. Western Special Risks, Inc. Western Surplus Lines Agency, Inc. Western World Insurance Group Westrope Worldwide Facilities, Inc. - All Offices Zurich North America Commercial

All States All States AZ CA CO FL IL NV NY OR TX UT WA AZ NV LA NM OK TX Most States All States All States All States

Sullivan Brokers Wholesale Insurance Solutions All States

Employment Practices Liability Ins. (EPLI) Company

States

5Star Professional Programs A & B Insurance Solutions, LLC

All States AL AR FL GA IL IN KY LA MA MI MO MS NJ NY TN

Access E&S Insurance Services (VA)

ACE Westchester Specialty—Professional Risk (GA) Agostini Surplus Insurance Services Alexander J. Wayne & Associates, Inc. All Risks, Ltd. All Solutions PBS LLC Allsouth Professional Liability Alta Professional Insurance Services (MI) American Underwriting Managers AmWINS Group, Inc. - 50 Offices Nationwide Anderson & Murison, Inc. Apogee Ins. Group, a Berkshire Hathaway Company ARC West Coast Excess & Surplus Brokerage, LLC

DC DE GA IL MD NC NJ NY OH PA SC TN TX VA All States AZ CA CO NE NM NV OR TN TX UT WA All States All States All States Multiple – please contact us.

IN IL MI MN OH AR LA NM TX All States CA All States All States

Access E&S Insurance Services (CA)

AZ CA CO NV TX

www.insurancejournal.com

Employment Practices Liability (EPLI) (continued)

Employment Practices Liability (EPLI) (continued)

Company

States

Company

States

Argo Pro Ark-La-Tex Underwriters, Inc. Arlington/Roe & Co of Indiana Ashley General Agency ASI Atlantic Risk Specialists

Most States AR LA MS TX All States TX All States except LA All States

Quirk & Company QuoteNBind.com R.E. Chaix & Assoc.

LA NM OK OR TX WA All States except AK HI LA CA

Bailey Special Risks, Inc. Bliss & Glennon, Inc. Bliss & Glennon Central Boston Insurance Brokerage, Inc. Braishfield Associates, Inc. Burns & Wilcox — All Offices Centurion Insurance Group Chubb Group of Insurance Companies Cita Insurance Services CMS, LLC Cochrane & Company

Commercial Sector Insurance Brokers, LLC Cooper & McCloskey, Inc. CRC Insurance Services, Inc. - 29 Offices Nationwide Crouse & Associates Crump Professional Concepts Delta General Agency Corp.

Donald Gaddis Co., Inc.

All States except AK HI All States All States All States All States All States All States All States All States CA CT FL MD NJ NY PA AK AZ CA CO ID MT ND NM NV OR UT WA WY All States AK AZ CA CO HI IL NV NY OH OR TX WA All States All States All States TX All States

Rockwood Programs, Inc. Roush Insurance Services, Inc. RPS SAFA St. Louis RPS Technology & Cyber RT Specialty Russell Bond & Co., Inc. S.H. Smith & Company, Inc. - 8 Offices Nationwides Smith, Bell & Thompson, Inc. a div of Willis Programs Socius Insurance Services Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford TAPCO Underwriters, Inc. Target Insurance Services Tejas American General Agency Tennant Risk Services Travelers Trinity E&S Insurance Services, Inc. (Bermuda Dunes) TuscanoPro U.S. E & O Brokers USASIA Insurance Services USX/S Western Surplus Lines Agency, Inc. Westrope Worldwide Facilities, Inc. - All Offices Victor O. Schinnerer & Co. Yates & Associates Ins. Services Zurich North America Commercial

All States IL IN OH IA IL MO NE All States All States Most States All States All States All States All States All States Most States All States AR LA NM OK TX All States All States AZ CA NV DE FL MD NC NJ NY OH PA SC VA WV All States AZ CA All States LA NM OK TX All States All States Most States CA All States

Atlantic Specialty Lines - VA FL MW PA TX

E.L.M. Insurance Brokers, Inc.

AR CT DC DE FL GA IL IN KY LA MD MI MN NC NJ NY OH PA SC TN TX VA WI

Most States

Eaton Professional Insurance Services CA Executive Perils All States Founders Professional All States except AK Gateway Underwriters Agency All States Gray-Stone & Company, Inc. All States except AK WY Great American Ins. Group - Executive Liability Division All States Gresham & Associates, Inc. - Corporate Office All States IAAC, Inc. NY Indemnity Excess & Surplus Agency, Inc. Most States Independent Brokers & Agents of the West (IBA West) CA Insurance Innovators Group - All Offices Continental US Intercorp, Inc. All States International Excess Alliance, LLC All States IPA Risk Management, LLC All States Izzo Insurance Services, Inc. All States J.E. Brown & Associates CA J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC

NE OH OK PA SC TN VA WI WV J.R. Olsen Bonds & Insurance Brokers, Inc. All States Jacobs & Associates, Inc. OH James River Insurance Company All States Jimcor Agencies All States Jorgensen & Company All States K&M Henderson Insurance Services, Inc. CA NV OR King Insurance Support Systems Nationwide LevelFirst AR AZ CA CO KS LA MI NM NV OK OR TX M.J. Hall & Company, Inc. AK AZ CA HI NV TX MarketScout Wholesale, LLC / dba MSW All States Mercator Risk Services, Inc. All States Monarch E&S Insurance Services AZ CA HI NV TX

Monitor Liability Managers, LLC

All States

Morstan General Agency of Florida NAS Insurance Services, Inc. Navigators Pro Negley Associates NeitClem Wholesale Insurance Brokerage, Inc. NIF Group, Inc. Norman-Spencer International, Inc. Number One Insurance Agency OneBeacon Professional Insurance Pacific Coast E&S Insurance Services Patriot National Underwriters, Inc. PBS Insurance Underwriting Corporation Pennock Insurance, Inc. Philadelphia Insurance Companies Professional Governmental Underwriters Professional Liability Ins. Svcs - Underwriting Facilities Professional Underwriters Agency, Inc. ProWest Insurance Services, Inc. Quadrant Insurance Managers

All States All States All States All States AZ CA NV All States All States MA Most States CA ID NV OR WA OK TX All States except AK KS DE MD NJ PA VA All States except LA All States except LA All States All States CA - License # - 0C52396 All States

www.insurancejournal.com

RMIS

CA IA IL IN OH WI

Environmental E&O Company

States

A & B Insurance Solutions, LLC

AL AR FL GA IL IN KY LA MA MI MO MS NJ NY TN

Access E&S Insurance Services (VA)

ACE Westchester Specialty--Environmental Agentic Insurance, LLC American Risk Mgmt Resources Network, LLC Apogee Ins. Group, a Berkshire Hathaway Company Ark-La-Tex Underwriters, Inc. Ashley General Agency Atlantic Specialty Lines - VA FL MW PA TX

Beacon Hill Associates, Inc. Burns & Wilcox — All Offices Charles A. Walker Corp.

Citadel Insurance Services, LC Ck Specialty Insurance Associates - All Offices Cochrane & Company

Commercial Sector Insurance Brokers, LLC Cooper & McCloskey, Inc. Construction Insurance Partners Davidson-Babcock Delta General Agency Corp.

E.L.M. Insurance Brokers, Inc. Environmental Insurance Services, Inc. Executive Perils Freberg Environmental, Inc. Gateway Underwriters Agency Gray-Stone & Company, Inc. Indemnity Excess & Surplus Agency, Inc. Insurance Innovators Group - All Offices Intercorp, Inc. International Excess Alliance, LLC J.M. Wilson

Jacobs & Associates, Inc. James River Insurance Company K&M Henderson Insurance Services, Inc. LevelFirst McGowan, Donnelly & Oberheu, LLC (MDO)

DC DE GA IL MD NC NJ NY OH PA SC TN TX VA All States DC DE FL MD NJ NY PA VA All States All States AR LA MS TX TX AR CT DC DE FL GA IL IN KY LA MD MI MN NC NJ NY OH PA SC TN TX VA WI All States All States MD NJ NY OH PA VT All States AZ CA CO ID NV OR TX UT WA AK AZ CA CO ID MT ND NM NV OR UT WA WY All States AK AZ CA CO HI IL NV NY OH OR TX WA All States CO IA IL KS MO NE OK SD TX Most States All States All States All States All States All States except AK WY Most States Continental US All States All States AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV OH All States CA NV OR AR AZ CA CO KS LA MI NM NV OK OR TX All States

Access E&S Insurance Services (CA)

AZ CA CO NV TX

September 24, 2012 | INSURANCE JOURNAL-NATIONAL N29

Environmental E&O (continued)

Company

States

Monitor Liability Managers, LLC NeitClem Wholesale Insurance Brokerage, Inc. Patriot National Underwriters, Inc. Philadelphia Insurance Companies Professional Underwriters Agency, Inc. Quadrant Insurance Managers Quaker Special Risk - FL MA NJ NY office Quirk & Company R.E. Chaix & Assoc.

RLI Roush Insurance Services, Inc. Russell Bond & Co., Inc. Sullivan Brokers Wholesale Insurance Solutions

All States AZ CA NV OK TX All States except LA All States All States Most States LA NM OK OR TX WA CA All States IL IN OH Most States All States

Tejas American General Agency Trinity E&S Insurance Services, Inc. (Bermuda Dunes) TuscanoPro USG Insurance Services, Inc. USX/S Victor O. Schinnerer & Co. Western Security Surplus Insurance Brokers, Inc. Worldwide Facilities, Inc. - All Offices Yates & Associates Ins. Services Zurich North America Commercial

AR LA NM OK TX AZ CA NV DE FL MD NC NJ NY OH PA SC VA WV All States All States Most States AZ CA CO FL IL NV NY OR TX UT WA All States CA All States

Swett & Crawford

All States

Fiduciary Liability Insurance Company

States

5Star Professional Programs All States Access E&S Insurance Services (CA) AZ CA CO NV TX Alta Professional Insurance Services (MI) IN IL MI MN OH AmWINS Group, Inc. - 50 Offices Nationwide All States Argo Pro Most States ASI All States except LA Chubb Group of Insurance Companies All States Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA Crump Professional Concepts All States E.L.M. Insurance Brokers, Inc. Most States Gerald J. Wilkoff, Inc. All States Gray-Stone & Company, Inc. All States except AK WY Great American Ins. Group - Executive Liability Division All States Insurance Innovators Group - All Offices Continental US IPA Risk Management, LLC All States Jorgensen & Company All States Markel Cambridge Alliance All States Monitor Liability Managers, LLC All States Navigators Pro All States Negley Associates All States PBS Insurance Underwriting Corporation All States except AK KS Philadelphia Insurance Companies All States except LA ProWest Insurance Services, Inc. CA - License # - 0C52396 RLI All States RPS Technology & Cyber All States RT Specialty All States Russell Bond & Co., Inc. Most States Socius Insurance Services All States Sullivan Brokers Wholesale Insurance Solutions All States Swett & Crawford All States Travelers All States USASIA Insurance Services AZ CA Victor O. Schinnerer & Co. Most States Western Security Surplus Insurance Brokers, Inc. AZ CA CO FL IL NV NY OR TX UT WA

Worldwide Facilities, Inc. - All Offices

Financial Professionals’ Liability (continued)

All States

Access E&S Insurance Services (CA) ACE Westchester Specialty—Professional Risk (GA) Agentic Insurance, LLC Alexander J. Wayne & Associates, Inc. All Risks, Ltd. AmWINS Group, Inc. - 50 Offices Nationwide Apogee Insurance Group, a Berkshire Hathaway Co. Boston Insurance Brokerage, Inc. Chubb Group of Insurance Companies

N30 INSURANCE JOURNAL-NATIONAL | September 24, 2012

Citadel Insurance Services, LC Ck Specialty Insurance Associates - All Offices CMS, LLC Cooper & McCloskey, Inc. Crump Professional Concepts Donald Gaddis Co., Inc. E.L.M. Insurance Brokers, Inc. Executive Perils Fox Point Programs Insurance Innovators Group - All Offices IPA Risk Management, LLC Jorgensen & Company Markel Cambridge Alliance MarketScout Wholesale, LLC / dba MSW McGowan, Donnelly & Oberheu, LLC (MDO) Monitor Liability Managers, LLC Navigators Pro NeitClem Wholesale Insurance Brokerage, Inc. OneBeacon Professional Insurance Prime Insurance Company ProSurance Group, Inc. RMIS Russell Bond & Co., Inc. S.H. Smith & Company, Inc. - 8 Offices Nationwides

All States AZ CA CO ID NV OR TX UT WA CA CT FL MD NJ NY PA AK AZ CA CO HI IL NV NY OH OR TX WA All States

All States Most States All States All States (varies based on class of business) Continental US All States All States All States All States All States All States All States AZ CA NV Most States Most States All States CA IA IL IN OH WI Most States All States

Swett & Crawford Tennant Risk Services Travelers Westrope Worldwide Facilities, Inc. - All Offices

All States All States All States All States All States

Sullivan Brokers Wholesale Insurance Solutions All States

Company

Access E&S Insurance Services (CA) Alexander J. Wayne & Associates, Inc. Arlington/Roe & Co of Indiana Centurion Insurance Group Citadel Insurance Services, LC Construction Insurance Partners E.L.M. Insurance Brokers, Inc. Insurance Innovators Group - All Offices K&B Underwriters, LLC Keystone Insurance Services, Inc. Monitor Liability Managers, LLC Negley Associates Pacific Coast E&S Insurance Services Patriot National Underwriters, Inc. PBS Insurance Underwriting Corporation Prime Insurance Company Professional Program Insurance Brokerage Quaker Special Risk - FL MA NJ NY office RPS Healthcare Smith, Bell & Thompson, Inc. a div of Willis Programs Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford U.S. E & O Brokers USX/S Western Security Surplus Insurance Brokers, Inc. Westrope Worldwide Facilities, Inc. - All Offices Zurich North America Commercial

States AZ CA CO NV TX All States All States All States All States All States Most States Continental US All States TX All States All States CA ID NV OR WA OK TX All States except AK KS Most States All States Most States All States All States All States All States All States All States AZ CA CO FL IL NV NY OR TX UT WA All States All States All States

Insurance Agents & Brokers Prof. Liability Company

States AZ CA CO NV TX All States DC DE FL MD NJ NY PA VA All States All States All States All States All States All States

States

Hospital Professional Liability

Financial Professionals’ Liability Company

Company

5Star Professional Programs Access E&S Insurance Services (CA) AFPD – Professional Liability Agostini Surplus Insurance Services Alexander J. Wayne & Associates, Inc. Align General Insurance Agency, LLC Allsouth Professional Liability American Underwriting Managers

States All States AZ CA CO NV TX All States AZ CA CO NE NM NV OR TN TX UT WA All States All States Multiple – please contact us.

AR LA NM TX

www.insurancejournal.com

Insurance Agents & Brokers PL (continued)

Lawyers Liability

Company

States

Aon Affinity Apogee Ins. Group, a Berkshire Hathaway Company ARC West Coast Excess & Surplus Brokerage, LLC Argo Pro Ark-La-Tex Underwriters, Inc. ASI Atlantic Risk Specialists Boston Insurance Brokerage, Inc. Braishfield Associates, Inc. Burns & Wilcox — All Offices Cita Insurance Services Ck Specialty Insurance Associates - All Offices Cochrane & Company

Commercial Sector Insurance Brokers, LLC Cooper & McCloskey, Inc. Crouse & Associates Crump Professional Concepts Davidson-Babcock Donald Gaddis Co., Inc.

All States All States All States Most States AR LA MS TX All States except LA All States All States All States All States All States AZ CA CO ID NV OR TX UT WA AK AZ CA CO ID MT ND NM NV OR UT WA WY All States AK AZ CA CO HI IL NV NY OH OR TX WA All States All States CO IA IL KS MO NE OK SD All States

Executive Perils Founders Professional Gresham & Associates, Inc. - Corporate Office IAAC, Inc. Independent Brokers & Agents of the West (IBA West) Insurance Innovators Group - All Offices International Excess Alliance, LLC IPA Risk Management, LLC Jacobs & Associates, Inc. James River Insurance Company K&M Henderson Insurance Services, Inc. King Insurance Support Systems Lee and Mason LevelFirst MarketScout Wholesale, LLC / dba MSW McGowan, Donnelly & Oberheu, LLC (MDO) Mercator Risk Services, Inc. Monarch E&S Insurance Services Monitor Liability Managers, LLC NAS Insurance Services, Inc. Navigators Pro NeitClem Wholesale Insurance Brokerage, Inc. NIF Group, Inc. Number One Insurance Agency PBS Insurance Underwriting Corporation Professional Liability Ins. Svcs - Underwriting Facilities Professional Underwriters Agency, Inc. ProSurance Group, Inc. Quadrant Insurance Managers Quaker Special Risk - FL MA NJ NY office R.E. Chaix & Assoc.

RMIS Rockwood Programs, Inc. RPS SAFA St. Louis S.H. Smith & Company, Inc. - 8 Offices Nationwides South Texas General Insurance Agency Southern Insurance Underwriters, Inc. Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford TAPCO Underwriters, Inc. Tejas American General Agency Tennant Risk Services Travelers Trinity E&S Insurance Services, Inc. (Bermuda Dunes) U.S. E & O Brokers USX/S Westrope Worldwide Facilities, Inc. - All Offices Yates & Associates Ins. Services Zurich North America Commercial

All States All States except AK All States NY CA Continental US All States All States OH Company All States CA NV OR Nationwide Nationwide AR AZ CA CO KS LA MI NM NV OK OR TX All States All States All States AZ CA HI NV TX All States All States All States AZ CA NV All States MA All States except AK KS All States All States All States All States Most States CA IA IL IN OH WI All States IA IL MO NE All States TX AL FL GA MS NC SC TN All States All States Most States AR LA NM OK TX All States All States AZ CA NV All States All States All States All States CA All States

E.L.M. Insurance Brokers, Inc.

www.insurancejournal.com

Most States

Company

States

5Star Professional Programs A & B Insurance Solutions, LLC

Access E&S Insurance Services (CA) ACE Westchester Specialty—Professional Risk (GA) AFPD – Professional Liability All Risks, Ltd. Allsouth Professional Liability Alta Professional Insurance Services (MI) AmWINS Group, Inc. - 50 Offices Nationwide Aon Affinity ARC West Coast Excess & Surplus Brokerage, LLC Argo Pro Ark-La-Tex Underwriters, Inc. Arlington/Roe & Co of Indiana ASI Atlantic Risk Specialists Boston Insurance Brokerage, Inc. Braishfield Associates, Inc. Charles A. Walker Corp.

Chubb Group of Insurance Companies Ck Specialty Insurance Associates - All Offices Cooper & McCloskey, Inc. Crouse & Associates Crump Professional Concepts Delta General Agency Corp.

Donald Gaddis Co., Inc. E.L.M. Insurance Brokers, Inc. Eaton Professional Insurance Services Executive Perils States Founders Professional Gray-Stone & Company, Inc. Gresham & Associates, Inc. - Corporate Office Herbert H. Landy Insurance Insurance Innovators Group - All Offices IPA Risk Management, LLC James River Insurance Company Jimcor Agencies Jorgensen & Company Keystone Insurance Services, Inc. LevelFirst M.J. Hall & Company, Inc. MarketScout Wholesale, LLC / dba MSW Mercator Risk Services, Inc. Monarch E&S Insurance Services

All States AL AR FL GA IL IN KY LA MA MI MO MS NJ NY TN AZ CA CO NV TX All States All States All States Multiple – please contact us.

IN IL MI MN OH All States All States All States Most States AR LA MS TX All States All States except LA All States All States All States MD NJ NY OH PA VT All States AZ CA CO ID NV OR TX UT WA AK AZ CA CO HI IL NV NY OH OR TX WA All States All States TX All States Most States CA All States All States except AK All States except AK WY All States All States except AK LA Continental US All States All States All States All States TX AR AZ CA CO KS LA MI NM NV OK OR TX AK AZ CA HI NV TX All States All States AZ CA HI NV TX

Navigators Pro NeitClem Wholesale Insurance Brokerage, Inc. Norman-Spencer Agency, Inc. Norman-Spencer International, Inc. Number One Insurance Agency OneBeacon Professional Insurance Pennock Insurance, Inc. People’s United Insurance Agency, Inc. Prime Insurance Company Professional Underwriters Agency, Inc. Quaker Special Risk - FL MA NJ NY office R.E. Chaix & Assoc.

RT Specialty Russell Bond & Co., Inc. Smith, Bell & Thompson, Inc. a div of Willis Programs Socius Insurance Services Southern Insurance Underwriters, Inc. Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford Target Insurance Services Tejas American General Agency Tennant Risk Services Travelers TuscanoPro USG Insurance Services, Inc. USX/S Western Security Surplus Insurance Brokers, Inc. Westrope Worldwide Facilities, Inc. - All Offices

All States AZ CA NV All States All States MA Most States DE MD NJ PA VA ME NH VT Most States All States Most States CA All States Most States All States All States AL FL GA MS NC SC TN All States All States All States AR LA NM OK TX All States All States DE FL MD NC NJ NY OH PA SC VA WV All States All States AZ CA CO FL IL NV NY OR TX UT WA All States All States

D&O Liability

Monitor Liability Managers, LLC

All States

September 24, 2012 | INSURANCE JOURNAL-NATIONAL N31

Managed Health Care Professional Liability

Media Professional Liability (continued)

Company

Company

States

Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford Tennant Risk Services TuscanoPro USG Insurance Services, Inc. USX/S Western Security Surplus Insurance Brokers, Inc. Worldwide Facilities, Inc. - All Offices

All States All States All States DE FL MD NC NJ NY OH PA SC VA WV All States All States AZ CA CO FL IL NV NY OR TX UT WA All States

States

Access E&S Insurance Services (CA) Agentic Insurance, LLC Agostini Surplus Insurance Services Arlington/Roe & Co of Indiana Atlantic Risk Specialists Centurion Insurance Group Cochrane & Company

E.L.M. Insurance Brokers, Inc.

Insurance Innovators Group - All Offices Monitor Liability Managers, LLC NAS Insurance Services, Inc. OneBeacon Professional Insurance Prime Insurance Company RPS Healthcare Smith, Bell & Thompson, Inc. a div of Willis Programs Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford USX/S Victor O. Schinnerer & Co. Worldwide Facilities, Inc. - All Offices

AZ CA CO NV TX DC DE FL MD NJ NY PA VA AZ CA CO NE NM NV OR TN TX UT WA All States All States All States AK AZ CA CO ID MT ND NM NV OR UT WA WY Most States

Continental US All States All States Most States Most States All States All States All States All States All States Most States All States

Media Professional Liability Company

States

A & B Insurance Solutions, LLC AL AR FL GA IL IN KY LA MA MI MO MS

NJ NY TN Access E&S Insurance Services (CA) AZ CA CO NV TX Agentic Insurance, LLC DC DE FL MD NJ NY PA VA American Underwriting Managers AR LA NM TX Anderson & Murison, Inc. CA Apogee Ins. Group, a Berkshire Hathaway Company All States ARC West Coast Excess & Surplus Brokerage, LLC All States Ark-La-Tex Underwriters, Inc. AR LA MS TX Atlantic Risk Specialists All States Bailey Special Risks, Inc. All States except AK HI Bliss & Glennon, Inc. All States Bliss & Glennon Central All States Boston Insurance Brokerage, Inc. All States Braishfield Associates, Inc. All States Burns & Wilcox — All Offices All States Capitol Insurance Companies / Specialty Global All States Chubb Group of Insurance Companies All States Ck Specialty Insurance Associates - All Offices AZ CA CO ID NV OR TX UT WA Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA CRC Insurance Services, Inc. - 29 Offices Nationwide All States Crouse & Associates All States Davidson-Babcock CO IA IL KS MO NE OK SD Donald Gaddis Co., Inc. All States E.L.M. Insurance Brokers, Inc. Most States Eaton Professional Insurance Services CA Euclid Managers, LLC All States Executive Perils All States Gateway Underwriters Agency All States Great American Ins. Group - Executive Liability Division All States Gresham & Associates, Inc. - Corporate Office All States Insurance Innovators Group - All Offices Continental US Jacobs & Associates, Inc. OH Jimcor Agencies All States Keystone Insurance Services, Inc. TX LA Xcess Insurance Brokers, Inc. All States McGowan, Donnelly & Oberheu, LLC (MDO) All States Monarch E&S Insurance Services AZ CA HI NV TX Monitor Liability Managers, LLC All States Morstan General Agency of Florida All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV OneBeacon Professional Insurance Most States Prime Insurance Company Most States Professional Liability Ins. Svcs - Underwriting Facilities All States ProWest Insurance Services, Inc. CA - License # - 0C52396 Quadrant Insurance Managers All States Quirk & Company LA NM OK OR TX WA RLI All States RPS SAFA St. Louis IA IL MO NE Socius Insurance Services All States Southern Insurance Underwriters, Inc. AL FL GA MS NC SC TN

N32 INSURANCE JOURNAL-NATIONAL | September 24, 2012

Medical Professional Liability Company

States

A & B Insurance Solutions, LLC

Access E&S Insurance Services (CA) Access E&S Insurance Services (VA)

ACE Westchester Specialty—Professional Risk (GA) Alexander J. Wayne & Associates, Inc. All Risks, Ltd. American Underwriting Managers AmWINS Group, Inc. - 50 Offices Nationwide Aon Affinity Arlington/Roe & Co of Indiana Ashley General Agency

AL AR FL GA IL IN KY LA MA MI MO MS NY TN AZ CA CO NV TX DC DE GA IL MD NC NJ NY OH PA SC TN TX VA All States All States All States AR LA NM TX All States All States All States TX

Atlantic Specialty Lines - VA FL MW PA TX

AR CT DC DE FL GA IL IN KY LA MD MI MN NC NJ NY OH PA SC TN TX VA WI

Bliss & Glennon, Inc. Bliss & Glennon Central Boston Insurance Brokerage, Inc. Citadel Insurance Services, LC Cooper & McCloskey, Inc. Crouse & Associates Delta General Agency Corp.

E.L.M. Insurance Brokers, Inc. Eaton Professional Insurance Services Fox Point Programs Gray-Stone & Company, Inc. Indemnity Excess & Surplus Agency, Inc. Insurance Innovators Group - All Offices K&B Underwriters, LLC Keystone Insurance Services, Inc. MarketScout Wholesale, LLC / dba MSW Mercator Risk Services, Inc. Monarch E&S Insurance Services Monitor Liability Managers, LLC NAS Insurance Services, Inc. NeitClem Wholesale Insurance Brokerage, Inc. OneBeacon Professional Insurance Patriot National Underwriters, Inc. PBS Insurance Underwriting Corporation Prime Insurance Company Professional Program Insurance Brokerage ProWest Insurance Services, Inc. PULIC - Professional Underwriters Liability Ins. Co. Quadrant Insurance Managers R.E. Chaix & Assoc.

Roush Insurance Services, Inc. RPS Healthcare RT Specialty Russell Bond & Co., Inc. S.H. Smith & Company, Inc. - 8 Offices Nationwides Smith, Bell & Thompson, Inc. a div of Willis Programs Sullivan Brokers Wholesale Insurance Solutions Tennant Risk Services TuscanoPro USG Insurance Services, Inc. USX/S Wholesale Connection Insurance Services Worldwide Facilities, Inc. - All Offices Zurich North America Commercial

All States All States All States All States AK AZ CA CO HI IL NV NY OH OR TX WA All States TX Most States CA All States (varies based on class of business) All States except AK WY Most States Continental US All States TX All States All States AZ CA HI NV TX All States All States AZ CA NV Most States OK TX All States except AK KS Most States All States CA - License # - 0C52396 All States All States CA IL IN OH All States All States Most States All States All States All States All States DE FL MD NC NJ NY OH PA SC VA WV All States All States CA All States All States

www.insurancejournal.com

Misc. Professional Liability - Medical Fields Company

States

Access E&S Insurance Services (CA) Access E&S Insurance Services (VA)

Agostini Surplus Insurance Services Align General Insurance Agency, LLC All Solutions PBS LLC Allsouth Professional Liability Argo Pro Atlantic Specialty Lines - VA FL MW PA TX

Boston Insurance Brokerage, Inc. Charles A. Walker Corp.

CRC Insurance Services, Inc. - 29 Offices Nationwide Delta General Agency Corp.

AZ CA CO NV TX DC DE GA IL MD NC NJ NY OH PA SC TN TX VA AZ CA CO NE NM NV OR TN TX UT WA All States All States Multiple – please contact us.

Most States AR CT DC DE FL GA IL IN KY LA MD MI MN NC NJ NY OH PA SC TN TX VA WI All States MD NJ NY OH PA VT All States TX

Gorst Co. Gray-Stone & Company, Inc. Insurance Innovators Group - All Offices IPA Risk Management, LLC International Excess Alliance, LLC J.R. Olsen Bonds & Insurance Brokers, Inc. James River Insurance Company K&B Underwriters, LLC LevelFirst Monitor Liability Managers, LLC Morstan General Agency of Florida NAS Insurance Services, Inc. Negley Associates NIF Group, Inc. Patriot National Underwriters, Inc. PBS Insurance Underwriting Corporation Prime Insurance Company Professional Program Insurance Brokerage PULIC - Professional Underwriters Liability Ins. Co. Rockwood Programs, Inc. RPS Healthcare Smith, Bell & Thompson, Inc. a div of Willis Programs Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford Tennant Risk Services USASIA Insurance Services USX/S Western Security Surplus Insurance Brokers, Inc. Western Special Risks, Inc. Western Surplus Lines Agency, Inc. Westrope Worldwide Facilities, Inc. - All Offices Yates & Associates Ins. Services Zurich North America Commercial

CA All States except AK WY Continental US All States All States All States All States All States AR AZ CA CO KS LA MI NM NV OK OR TX All States All States All States All States All States OK TX All States except AK KS Most States All States All States All States All States All States All States All States All States AZ CA All States AZ CA CO FL IL NV NY OR TX UT WA AZ NV LA NM OK TX All States All States CA All States

E.L.M. Insurance Brokers, Inc.

Most States

Miscellaneous Professional Liability Company

5Star Professional Programs A & B Insurance Solutions, LLC

Access E&S Insurance Services (CA) Access E&S Insurance Services (VA)

Agentic Insurance, LLC

Agostini Surplus Insurance Services All Risks, Ltd. All Solutions PBS LLC Allsouth Professional Liability Alta Professional Insurance Services (MI) American Risk Mgmt Resources Network, LLC American Underwriting Managers Anderson & Murison, Inc. Apogee Insurance Group, a Berkshire Hathaway Co. ARC West Coast Excess & Surplus Brokerage, LLC Argo Pro Ark-La-Tex Underwriters, Inc. Arlington/Roe & Co of Indiana Ashley General Agency ASI Atlantic Specialty Lines - VA FL MW PA TX

www.insurancejournal.com

Miscellaneous Professional Liability (continued)

States All States AL FL GA IN KY LA MA MI MO MS NJ NY TN AZ CA CO NV TX DC DE GA IL MD NC NJ NY OH PA SC TN TX VA DC DE FL MD NJ NY PA VA AZ CA CO NE NM NV OR TN TX UT WA All States All States Multiple – please contact us.

IN IL MI MN OH All States AR LA NM TX CA All States All States Most States AR LA MS TX All States TX All States except LA AR CT DC DE FL GA IL IN KY LA MD MI MN NC NJ NY OH PA SC TN TX VA WI

Company

States

Bailey Special Risks, Inc. Bliss & Glennon, Inc. Bliss & Glennon Central Boston Insurance Brokerage, Inc. Braishfield Associates, Inc. Brownyard Group Brownyard Programs, Ltd. Burns & Wilcox — All Offices Capitol Insurance Companies / Specialty Global Centurion Insurance Group Charles A. Walker Corp.

Chubb Group of Insurance Companies Cita Insurance Services Citadel Insurance Services, LC CMS, LLC Cochrane & Company

Commercial Sector Insurance Brokers, LLC Construction Insurance Partners Cooper & McCloskey, Inc. CRC Insurance Services, Inc. - 29 Offices Nationwide Crouse & Associates Crump Professional Concepts Davidson-Babcock Delta General Agency Corp.

All States except AK HI All States All States All States All States Most States All States All States All States All States MD NJ NY OH PA VT All States All States All States CA CT FL MD NJ NY PA AK AZ CA CO ID MT ND NM NV OR UT WA WY All States All States AK AZ CA CO HI IL NV NY OH OR TX WA All States All States All States CO IA IL KS MO NE OK SD TX

Euclid Managers, LLC Executive Perils Gateway Underwriters Agency Gray-Stone & Company, Inc. Gresham & Associates, Inc. - Corporate Office Fox Point Programs Herbert H. Landy Insurance Indemnity Excess & Surplus Agency, Inc. Insurance Innovators Group - All Offices International Beauty Brokerage International Excess Alliance, LLC Izzo Insurance Services, Inc.

J.E. Brown & Associates J.M. Wilson

J.R. Olsen Bonds & Insurance Brokers, Inc. Jacobs & Associates, Inc. James River Insurance Company Jimcor Agencies Jorgensen & Company K&M Henderson Insurance Services, Inc. King Insurance Support Systems LevelFirst M.J. Hall & Company, Inc. McGowan, Donnelly & Oberheu, LLC (MDO) Mercator Risk Services, Inc. Monarch E&S Insurance Services Monitor Liability Managers, LLC Morstan General Agency of Florida NAS Insurance Services, Inc. Navigators Pro Negley Associates NeitClem Wholesale Insurance Brokerage, Inc. NIF Group, Inc. Norman-Spencer International, Inc. Pacific Coast E&S Insurance Services Patriot National Underwriters, Inc. PBS Insurance Underwriting Corporation Pennock Insurance, Inc. Philadelphia Insurance Companies Professional Liability Ins. Svcs - Underwriting Facilities Professional Program Insurance Brokerage Professional Underwriters Agency, Inc. ProWest Insurance Services, Inc. Quadrant Insurance Managers Quaker Special Risk - FL MA NJ NY office Quirk & Company QuoteNBind.com RLI RMIS Rockwood Programs, Inc.

All States All States All States All States except AK WY All States All States (varies based on class of business) All States except AK LA Most States Continental US AZ CA NV OR WA All States All States (Includes Security Guards,

Cosmetic Mfrs, Spas/Salons) CA AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV All States OH All States All States All States CA NV OR Nationwide AR AZ CA CO KS LA MI NM NV OK OR TX AK AZ CA HI NV TX All States All States AZ CA HI NV TX All States All States All States All States All States AZ CA NV All States All States CA ID NV OR WA OK TX All States except AK KS DE MD NJ PA VA All States except LA All States All States All States CA - License # - 0C52396 All States Most States LA NM OK OR TX WA All States except AK HI LA All States CA IA IL IN OH WI All States

E.L.M. Insurance Brokers, Inc.

Most States

September 24, 2012 | INSURANCE JOURNAL-NATIONAL N33

Misc. Professional Liability (continued)

Nonprofits’ Liability (continued)

Company

Company

States

NIF Group, Inc. Pacific Coast E&S Insurance Services Pennock Insurance, Inc. Philadelphia Insurance Companies Quirk & Company QuoteNBind.com RLI RMIS Rockwood Programs, Inc. Roush Insurance Services, Inc. RPS SAFA St. Louis Socius Insurance Services Southern Insurance Underwriters, Inc. Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford TAPCO Underwriters, Inc. Tennant Risk Services USASIA Insurance Services Western Security Surplus Insurance Brokers, Inc. Western Special Risks, Inc. Western World Insurance Group Worldwide Facilities, Inc. - All Offices

All States CA ID NV OR WA DE MD NJ PA VA All States except LA LA NM OK OR TX WA All States except AK HI LA All States CA IA IL IN OH WI All States IL IN OH IA IL MO NE All States AL FL GA MS NC SC TN All States All States Most States All States AZ CA AZ CA CO FL IL NV NY OR TX UT WA AZ NV Most States All States

States

Roush Insurance Services, Inc. RPS SAFA St. Louis RPS Technology & Cyber Russell Bond & Co., Inc. S.H. Smith & Company, Inc. - 8 Offices Nationwides SASSI - Salon & Spa Specialty Insurance Socius Insurance Services Southern Insurance Underwriters, Inc. Sullivan Brokers Wholesale Insurance Solutions

IL IN OH IA IL MO NE All States Most States All States Most States All States AL FL GA MS NC SC TN All States

TAPCO Underwriters, Inc. Tejas American General Agency Tennant Risk Services The Mechanic Group, Inc.

Travelers Trinity E&S Insurance Services, Inc. (Bermuda Dunes) TuscanoPro U.S. E & O Brokers USASIA Insurance Services Western Surplus Lines Agency, Inc. Western World Insurance Group Westrope Worldwide Facilities, Inc. - All Offices Yates & Associates Ins. Services

Most States AR LA NM OK TX All States All States (Security Guards, Alarm &

Electronic Security firms, PI’s, Background Screeners)

All States AZ CA NV DE FL MD NC NJ NY OH PA SC VA WV All States AZ CA LA NM OK TX Most States All States All States CA

Swett & Crawford

All States

Physicians Professional Liability

Company

Nonprofits’ Liability

Company

5Star Professional Programs All States Access E&S Insurance Services (CA) AZ CA CO NV TX Agostini Surplus Insurance Services AZ CA CO NE NM NV OR TN TX UT WA All Solutions PBS LLC All States American Underwriting Managers AR LA NM TX Anderson & Murison, Inc. CA ASI All States except LA Atlantic Specialty Lines - VA FL MW PA TX AR CT DC DE FL GA IL IN KY LA MD MI

MN NC NJ NY OH PA SC TN TX VA WI Bailey Special Risks, Inc. All States except AK HI Bliss & Glennon, Inc. All States Bliss & Glennon Central All States Burns & Wilcox — All Offices All States Capitol Insurance Companies / Specialty Global All States Charles A. Walker Corp.

MD NJ NY OH PA VT Chubb Group of Insurance Companies All States Ck Specialty Insurance Associates - All Offices AZ CA CO ID NV OR TX UT WA CMS, LLC CA CT FL MD NJ NY PA Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA Crump Professional Concepts All States

Davidson-Babcock CO IA IL KS MO NE OK SD Delta General Agency Corp.

TX E.L.M. Insurance Brokers, Inc. Most States Eaton Professional Insurance Services CA Executive Perils All States Fox Point Programs All States (varies based on class of business) Gateway Specialty Insurance All States Gray-Stone & Company, Inc. All States except AK WY Great American Ins. Group - Executive Liability Division All States Gresham & Associates, Inc. - Corporate Office All States Indemnity Excess & Surplus Agency, Inc. Most State Insurance Innovators Group - All Offices Continental US Intercorp, Inc. All States J.E. Brown & Associates CA J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC

NE OH OK PA SC TN VA WI WV J.R. Olsen Bonds & Insurance Brokers, Inc. All States Jacobs & Associates, Inc. OH Jimcor Agencies All States K&M Henderson Insurance Services, Inc. CA NV OR King Insurance Support Systems Nationwide LevelFirst AR AZ CA CO KS LA MI NM NV OK OR TX M.J. Hall & Company, Inc. AK AZ CA HI NV TX

States

Monitor Liability Managers, LLC

All States

Morstan General Agency of Florida Negley Associates NeitClem Wholesale Insurance Brokerage, Inc.

All States All States AZ CA NV

N34 INSURANCE JOURNAL-NATIONAL | September 24, 2012

Access E&S Insurance Services (CA) Aon Affinity Ark-La-Tex Underwriters, Inc. Bliss & Glennon, Inc. Bliss & Glennon Central Cooper & McCloskey, Inc. E.L.M. Insurance Brokers, Inc. Founders Professional Insurance Innovators Group - All Offices IPA Risk Management, LLC James River Insurance Company K&B Underwriters, LLC Keystone Insurance Services, Inc. Monitor Liability Managers, LLC NAS Insurance Services, Inc. Negley Associates PBS Insurance Underwriting Corporation Professional Program Insurance Brokerage PULIC - Professional Underwriters Liability Ins. Co. ProSurance Group, Inc. R.E. Chaix & Assoc.

Rockwood Programs, Inc. RPS Healthcare S.H. Smith & Company, Inc. - 8 Offices Nationwides Smith, Bell & Thompson, Inc. a div of Willis Programs Southern Insurance Underwriters, Inc. Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford Tennant Risk Services Worldwide Facilities, Inc. - All Offices Zurich North America Commercial

States AZ CA CO NV TX All States AR LA MS TX All States All States AK AZ CA CO HI IL NV NY OH OR TX WA Most States All States except AK Continental US All States All States All States TX All States All States All States All States except AK KS All States All States All States CA All States All States All States All States AL FL GA MS NC SC TN All States All States All States All States All States

Public Officials Liability Company

Access E&S Insurance Services (CA) All Solutions PBS LLC AmWINS Group, Inc. - 50 Offices Nationwide Apex Insurance Services

Capitol Insurance Companies / Specialty Global Ck Specialty Insurance Associates - All Offices E.L.M. Insurance Brokers, Inc. Euclid Managers Insurance Innovators Group - All Offices J.M. Wilson

States AZ CA CO NV TX All States All States All States (Includes Law Enforcement &

School Board Liability w/ EPL) All States AZ CA CO ID NV OR TX UT WA Most States Most States Continental US AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV

www.insurancejournal.com

Public Officials Liability (continued) Company

States

Monitor Liability Managers, LLC NIF Group, Inc. Professional Governmental Underwriters Roush Insurance Services, Inc. RT Specialty Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford Victor O. Schinnerer & Co. Western Security Surplus Insurance Brokers, Inc. Western World Insurance Group Worldwide Facilities, Inc. - All Offices

All States All States All States IL IN OH All States All States All States Most States AZ CA CO FL IL NV NY OR TX UT WA Most States All States

Real Estate Agents’ Liability Company

Real Estate Agents’ Liability (continued)

Access E&S Insurance Services (CA) All Risks, Ltd. All Solutions PBS LLC Apogee Ins. Group, a Berkshire Hathaway Company Anderson & Murison, Inc. ARC West Coast Excess & Surplus Brokerage, LLC Argo Pro ASI Atlantic Risk Specialists Bailey Special Risks, Inc. Braishfield Associates, Inc. Burns & Wilcox — All Offices Cita Insurance Services CMS, LLC Cochrane & Company

Commercial Sector Insurance Brokers, LLC Construction Insurance Partners Cooper & McCloskey, Inc.

States AZ CA CO NV TX All States All States All States CA All States Most States All States except LA All States All States except AK HI All States All States All States CA CT FL MD NJ NY PA AK AZ CA CO ID MT ND NM NV OR UT WA WY All States All States AK AZ CA CO HI IL NV NY OH OR TX WA

Company

States

CRC Insurance Services, Inc. - 29 Offices Nationwide Crouse & Associates Crump Professional Concepts Davidson-Babcock Donald Gaddis Co., Inc. E.L.M. Insurance Brokers, Inc. Executive Perils Fox Point Programs Gateway Underwriters Agency Herbert H. Landy Insurance

Insurance Innovators Group - All Offices Intercorp, Inc. IPA Risk Management, LLC J.M. Wilson

J.R. Olsen Bonds & Insurance Brokers, Inc. Jacobs & Associates, Inc. Jimcor Agencies K&M Henderson Insurance Services, Inc. Keystone Insurance Services, Inc. King Insurance Support Systems McGowan, Donnelly & Oberheu, LLC (MDO) Mercator Risk Services, Inc. Monarch E&S Insurance Services Monitor Liability Managers, LLC Morstan General Agency of Florida NeitClem Wholesale Insurance Brokerage, Inc. Norman-Spencer Agency, Inc. OneBeacon Professional Insurance Professional Liability Ins. Svcs - Underwriting Facilities Quaker Special Risk - FL MA NJ NY office Quirk & Company QuoteNBind.com ProWest Insurance Services, Inc.

All States All States All States CO IA IL KS MO NE OK SD All States Most States All States All States (varies based on class of business) All States All States except AK LA (includes Real

Estate Appraisers E&O) Continental US All States All States AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV All States OH All States CA NV OR TX Nationwide All States All States AZ CA HI NV TX All States All States AZ CA NV All States Most States All States Most States LA NM OK OR TX WA All States except AK HI LA CA - License # - 0C52396

Volunteer • Give • Make an Impact Join IICF Week of Giving Oct. 13-20, 2012

Bring your talent and energy Help your community • Join other insurance professionals Sign up your volunteer team at IICF.org/volunteer.

New for 2012: A giving campaign supporting St. Baldrick’s Foundation, Starlight Children’s Foundation, and Wounded Warrior Project. * Text INSURANCE to 50555 to donate $5 or donate at IICF.org. *Standard message and mail rates apply. For full terms visit www.mGive.org/T. The Insurance Industry Charitable Foundation is a registered not-for-profit organization under section 501(c)(3) of the IRS code. Federal Tax ID #20-1240972.

IICF16072.indd 1

www.insurancejournal.com

8/27/12 10:42 AM

September 24, 2012 | INSURANCE JOURNAL-NATIONAL N35

Real Estate Agents’ Liability (continued)

Technology E&O (continued)

Company

Company

States

MarketScout Wholesale, LLC / dba MSW McGowan, Donnelly & Oberheu, LLC (MDO) Monarch E&S Insurance Services

All States All States AZ CA HI NV TX

Morstan General Agency of Florida NAS Insurance Services, Inc. Negley Associates NeitClem Wholesale Insurance Brokerage, Inc. NIF Group, Inc. OneBeacon Professional Insurance Pacific Coast E&S Insurance Services Patriot National Underwriters, Inc. Pennock Insurance, Inc. Philadelphia Insurance Companies Prime Insurance Company Professional Liability Ins. Svcs - Underwriting Facilities Professional Underwriters Agency, Inc. ProWest Insurance Services, Inc. Quaker Special Risk - FL MA NJ NY office Quirk & Company QuoteNBind.com RLI RMIS Rockwood Programs, Inc. Roush Insurance Services, Inc.

All States All States (includes Cyber Liability) All States AZ CA NV All States Most States CA ID NV OR WA OK TX DE MD NJ PA VA All States except LA Most States All States All States CA - License # - 0C52396 Most States LA NM OK OR TX WA All States except AK HI LA All States CA IA IL IN OH WI All States IL IN OH

RT Specialty S.H. Smith & Company, Inc. - 8 Offices Nationwides Socius Insurance Services Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford TAPCO Underwriters, Inc. Tejas American General Agency Tennant Risk Services Trinity E&S Insurance Services, Inc. (Bermuda Dunes) TuscanoPro USASIA Insurance Services USX/S Western Security Surplus Insurance Brokers, Inc. Western Surplus Lines Agency, Inc. Western World Insurance Group Worldwide Facilities, Inc. - All Offices Yates & Associates Ins. Services

All States All States All States All States All States Most States AR LA NM OK TX All States AZ CA NV DE FL MD NC NJ NY OH PA SC VA WV AZ CA All States AZ CA CO FL IL NV NY OR TX UT WA LA NM OK TX Most States All States CA

RMIS RPS SAFA St. Louis Southern Insurance Underwriters, Inc. Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford TAPCO Underwriters, Inc. Tejas American General Agency Tennant Risk Services Travelers USASIA Insurance Services USG Insurance Services, Inc. Victor O. Schinnerer & Co. Western Surplus Lines Agency, Inc. Western World Insurance Group Worldwide Facilities, Inc. - All Offices Yates & Associates Ins. Services

States IA IL IN OH WI IA IL MO NE AL FL GA MS NC SC TN All States All States Most States AR LA NM OK TX All States All States AZ CA All States Most States LA NM OK TX Most States All States CA

Technology E&O Company

States

Access E&S Insurance Services (CA) Access E&S Insurance Services (VA)

Agentic Insurance, LLC

AZ CA CO NV TX DC DE GA IL MD NC NJ NY OH PA SC TN TX VA DC DE FL MD NJ NY PA VA

Agostini Surplus Insurance Services Alexander J. Wayne & Associates, Inc. All Risks, Ltd. Alta Professional Insurance Services (MI) American Underwriting Managers AmWINS Group, Inc. - 50 Offices Nationwide Anderson & Murison, Inc. Apogee Insurance Group, a Berkshire Hathaway Co. ARC West Coast Excess & Surplus Brokerage, LLC Argo Pro Ark-La-Tex Underwriters, Inc. Arlington/Roe & Co of Indiana Ashley General Agency Atlantic Risk Specialists Atlantic Specialty Lines - VA FL MW PA TX

Bailey Special Risks, Inc. Bliss & Glennon, Inc. Bliss & Glennon Central Boston Insurance Brokerage, Inc. Braishfield Associates, Inc. Capitol Insurance Companies / Specialty Global Charles A. Walker Corp.

Citadel Insurance Services, LC CMS, LLC Cochrane & Company

Cooper & McCloskey, Inc. (includes Cyber Liability) CRC Insurance Services, Inc. - 29 Offices Nationwide Crouse & Associates Donald Gaddis Co., Inc. E.L.M. Insurance Brokers, Inc. Eaton Professional Insurance Services Euclid Managers, LLC Executive Perils Founders Professional Gateway Underwriters Agency Indemnity Excess & Surplus Agency, Inc. Insurance Innovators Group - All Offices Intercorp, Inc. International Excess Alliance, LLC IPA Risk Management, LLC J.E. Brown & Associates J.M. Wilson

J.R. Olsen Bonds & Insurance Brokers, Inc. Jacobs & Associates, Inc. Jimcor Agencies Keystone Insurance Services, Inc. King Insurance Support Systems M.J. Hall & Company, Inc.

AZ CA CO NE NM NV OR TN TX UT WA All States All States IN IL MI MN OH AR LA NM TX All States CA All States All States Most States (includes Cyber Liability) AR LA MS TX All States (includes Cyber Security) TX All States AR CT DC DE FL GA IL IN KY LA MD MI MN NC NJ NY OH PA SC TN TX VA WI All States except AK HI All States All States All States All States All States MD NJ NY OH PA VT All States CA CT FL MD NJ NY PA AK AZ CA CO ID MT ND NM NV OR UT WA WY AK AZ CA CO HI IL NV NY OH OR TX WA All States All States All States Most States CA All States All States All States except AK All States Most State Continental US All States All States All States CA AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV All States OH All States TX Nationwide AK AZ CA HI NV TX

N36 INSURANCE JOURNAL-NATIONAL | September 24, 2012

Monitor Liability Managers, LLC

RPS Technology & Cyber

All States

All States

Title Agents’ E&O

Company

States

Access E&S Insurance Services (CA) All Risks, Ltd. Charles A. Walker Corp.

Commercial Sector Insurance Brokers, LLC Crump Professional Concepts E.L.M. Insurance Brokers, Inc. Founders Professional Fox Point Programs Intercorp, Inc. International Excess Alliance, LLC J.R. Olsen Bonds & Insurance Brokers, Inc. Mercator Risk Services, Inc. Monitor Liability Managers, LLC Professional Liability Ins. Svcs - Underwriting Facilities Tennant Risk Services TitlePac, Inc. USG Insurance Services, Inc. Victor O. Schinnerer & Co.

AZ CA CO NV TX All States MD NJ NY OH PA VT All States All States Most States All States except AK All States (varies based on class of business) All States All States All States All States All States All States All States All States except AK ME VT All States Most States

www.insurancejournal.com

Professional Liability Directory - Alphabetical Directory of Markets 5Star Professional Programs 1230 E. Diehl Rd., Ste. 350, Naperville, IL 60563 Phone: 877-247-9772 ; Fax: 866-720-5003 E-mail: Kevin.ottley@5starsp.com Website: www.5starsp.com/PROtect

All Solutions PBS LLC P.O. Box 1218, Morristown, NJ 07962 Phone: 888-376-5884 ; Fax: 888-726-6638 E-mail: Info@AllSolutionsPBS.com Website: www.AllSolutionsPBS.com

A & B Insurance Solutions,LLC 2002 Richard Jones Rd.,Ste. 304C, Nashville, TN 37215 Phone: 800-207-9333 ; Fax: 615-292-8318 E-mail: mayb@abinsurance.com Website: www.abinsurance.com

Allsouth Professional Liability 9800 4th Street N, Ste. 400, St. Petersburg, FL 33702 Phone: 800-913-9260 ; Fax: 813-282-0994 E-mail: info@allsouth.net Website: www.allsouth.net

Argo Pro

Access E&S Insurance Services (CA)

5575 Lake Park Way, Ste. 222, La Mesa, CA 91942 Phone: 619-462-1128 ; Fax: 866-209-7312 E-mail: valerie@access-es.com Website: www.access-es.com

Alta Professional Insurance Services (MI) 14141 Farmington Rd., Livonia, MI 48154 Phone: 866-532-2582 ; Fax: 734-786- 0067 E-mail: pallen@altaproinsurance.com Website: www.altaproinsurance.com

Ark-La-Tex Underwriters, Inc. 1945 E. 70th St., Ste. C, Shreveport, LA 71105 Phone: 318-798-7703 ; Fax: 318-798-3959 Website: www.altuquotes.com

Access E&S Insurance Services (VA) 2001 N. Lincoln St., Arlington, VA 22207 Phone: 703-248-2566 ; Fax: 703-248-2565 E-mail: tim@access-es.com Website: www.access-es.com

American Risk Mgmt Resources Network, LLC 7507 Hubbard Ave., Ste. 200, Middleton, WI 53562 Phone: 608-836-9590 ; Fax: 608-836-9565 E-mail: webmaster@armr.net Website: www.armr.net

8900 Keystone Crossing, Ste. 800, Indianapolis, IN 46240 Phone: 800-878-9891 ; Fax: 317-554-8551 E-mail: info@arlingtonroe.com Website: www.arlingtonroe.com

American Underwriting Managers

Arrowhead General Insurance Agency, Inc. Architects & Engineers Liability 99 Pacific St., Ste. 155F, Monterey, CA 93940 Phone: 800-887-7811 ; Fax: 831-333-9847 Website: www.ArrowheadGrp.com

ACE Westchester Specialty--Environmental 11575 Great Oaks Way, Ste. 200, Alpharetta, GA 30022 Phone: 678-795-4220 ; Fax: 678-795-4569 E-mail: Barbara.Deas@acegroup.com Website: www.acewestchester.com

ACE Westchester Specialty--Professional Risk

11575 Great Oaks Way, Ste. 200, Alpharetta, GA 30022 Phone: 678-795-4263 ; Fax: 678-795-4120 E-mail: Kim.Youngblood@acegroup.com Website: www.acewestchester.com

101 Hudson, Ste. 1201, Jersey City, NJ 07302 Phone: 732-623- 8950 ; Fax: 732-906-9274 E-mail: marketing@argoprous.com Website: www.argoprous.com

Arlington/Roe & Co of Indiana

365 Miron Dr., Ste. D, Southlake, TX 76092 Phone: 817-424-1996 ; Fax: 817-481-0742 E-mail: nena@auminsur.com Website: www.amuinsur.com

Ashley General Agency 2040 N. Loop 336 W, Ste. 200, Conroe, TX 77304 Phone: 936-441-5959 ; Fax: 936-521-5922 E-mail: hnelson@ashleyga.com Website: www.ashleyga.com

AmWINS Group, Inc. - 50 Offices Nationwide See Website for Locations Headquarters - Charlotte, NC 28210 Phone: 704-749-2700 ; Fax: 704-943-9000 E-mail: marketing@amwins.com Website: www.amwins.com

ASI

101 Hudson St., Ste. 3606, Jersey City, NJ 07302 Phone: 201-830-2264 ; Fax: 201-830-2279 E-mail: peter.mckeegan@amsafety.com Website: www.amsafety.com

Anderson & Murison, Inc.

800 W. Colorado Blvd., Los Angeles, CA 90041 Phone: 323-255-2333 ; Fax: 323-255-0957 E-mail: james.mccarthy@andersonmurison.com Website: www.andersonmurison.com

AFPD – Professional Liability

555 North Ln., Ste. 6060, Conshohocken, PA 19428 Phone: 610-941-9877 ; Fax: 610-941-9889 E-mail: bddegraw@nsminc.com Website: www.AFPD.net Agentic Insurance, LLC 900 W. Valley Forge Rd., Ste. 100 King of Prussia, PA 19406 Phone: 610-900-0060 ; Fax: 610-900-0070 E-mail: Tkatona@agenticins.com Website: www.agenticins.com

Atlantic Risk Specialists One International Blvd., Ste. 350, Mahwah, NJ 07945 Phone: 941-870-3125 ; Fax: 201-661-7816 E-mail: jdumont@arspecialists.com Website: www.arspecialists.com

Aon Affinity 159 E. County Line Rd., Hatboro, PA 18966 Phone: 215-293-1261 E-mail: lex.daniele@aon.com Website: www.aon.com Apex Insurance Services 404 E. Ramsey, Ste. 114, San Antonio, TX 78216 Phone: 210-340-8985 ; Fax: 210-340-8986 E-mail: hughes@apexinsurance.com Website: www.apexinsurance.com

Atlantic Specialty Lines - VA FL MW PA TX

See Website for Addresses Corporate Office - Richmond, VA 23235 Phone: 804-320-9500 ; Fax: 804-320-7280 E-mail: clines@atlanticspecial.com Website: www.atlanticspecial.com

Agostini Surplus Insurance Services 7125 El Cajon Blvd., Ste. 3, San Diego, CA 92115 Phone: 800-922-7283 ; Fax: 619-593-2008 E-mail: daniel@agostinisurplus.com Website: www.agostinisurplus.com Alexander J. Wayne & Associates, Inc. 2551 N. Clark St., Ste. 601, Chicago, IL 60614 Phone: 773-305-7685 ; Fax: 773-328-1259 E-mail: vladantos@ajwayne.com Website: www.ajwayne.com Align General Insurance Agency, LLC 350 10th Ave., Ste. 1450, San Diego, CA 92101 Phone: 619-333-2500 Ext. 244 E-mail: jbatcheller@aligngeneral.com Website: www.aligngeneral.com All Risks, Ltd. 10150 York Rd., 5th Fl., Hunt Valley, MD 21030 Phone: 800-366-5810 ; Fax: 410-828-8179 E-mail: allrisksij@allrisks.com Website: www.allrisks.com

www.insurancejournal.com

Apogee Ins. Group, a Berkshire Hathaway Company

1190 Devon Park Dr., P.O. Box 6640, Wayne, PA, 19087 Phone: 877-337-3200 ; Fax; 610-337-2337 E-mail: info@apogeeinsgroup.com Website: www.apogeeinsgroup.com Quote Now: apogeeinsgroup.com/Apogee_Quotes.html Products: apogeeinsgroup.com/Apogee_all_products.html Specialty Wholesale Broker for Technology, Cyber, Professional & Management Liability (E&O, D&O/EPLI), Architects & Engineers, Environmental Liability, Allied Healthcare and Insurance Agents E&O areas.

ARC West Coast Excess & Surplus Brokerage, LLC 260 S. Los Robles Ave., Ste. 205, Pasadena, CA 91101 Phone: 626-584-5050 ; Fax: 626-584-5010 E-mail: shunt@arcxswest.com Website: www.arcbrokers.com

Operating as an independently owned wholesale broker, Atlantic Specialty Lines offers insurance solutions for a full range of surplus lines products. Our team of knowledgeable and energetic professionals operate out of multiple sales centers targeting Mid-Atlantic and coastal states.

Bailey Special Risks, Inc. 177 E. Main St., Ste. 5, Hendersonville, TN 37075 Phone: 615-264-3977 ; Fax: 615-264-3980 E-mail: questions@bsrins.com Website: www.bsrins.com Beacon Hill Associates, Inc. P.O. Box 1532, Charlottesville, VA 22902 Phone: 800-596-2156 ; Fax: 434-979-8964 E-mail: info@b-h-a.com Website: www.b-h-a.com Betty Harder & Associates, Inc. 84 Chalet Cir., Dawsonville, GA 30534 Phone: 706-216-6698 ; Fax: 706-216-0191 E-mail: bettyharder@windstream.net Website: www.cpaprofessionalliabilityinsurance.com

September 24, 2012 | INSURANCE JOURNAL-NATIONAL N37

Professional Liability Directory - Alphabetical Directory of Markets Bliss & Glennon, Inc.

435 N. Pacific Coast Hwy, Redondo Beach, CA 90277 Phone: 800-829-7330 ; Fax: 310-372-1903 E-mail: petrun@bgsurplus.com Website: www.bgsurplus.com Bliss & Glennon’s Professional liability covers a large range of risks, from Answering Services to X-ray Labs. A team of brokers dedicated to service your clients’ professional liability needs; Large or small, we handle the tough stuff.

Bliss & Glennon Central 1406 Wilson Rd., Conroe, TX 77304 Phone: 936-521-7400 ; Fax: 936-521-7471 E-mail: bowersd@bgsurplustx.com Website: www.bgsurplustx.com Boston Insurance Brokerage, Inc. 24 Federal St., 4th Fl, Boston, MA 02110 Phone: 866- 331-1997 ; Fax: 617-556-7070 E-mail: gbewick@bostonbrokerage.com Website: www.bostonbrokerage.com Boston Insurance Brokerage is a wholesale broker that offers commercial insurance solutions. Our product portfolio includes all forms of property, casualty, environmental, umbrella, executive & professional, workers compensation and risk management products and services including markets and expertise in healthcare liability.

Braishfield Associates, Inc. 2966 Commerce Park Dr., Ste. 250, Orlando, FL 32819 Phone: 888-335-6616 ; Fax: 888-335-6615 E-mail: dhill@braishfield.com Website: www.braishfield.com Brownyard Group 21 Maple Ave., P.O. Box 9175, Bay Shore, NY 11706 Phone: 800-645-5820 ; Fax: 631-666-5723 E-mail: info@brownyard.com Website: www.brownyard.com Brownyard Programs, Ltd. 86 Carleton Ave., East Islip, NY 11730 Phone: 631-581-9300 ; Fax: 631-581-9385 E-mail: info@brownyardprograms.com Website: www.brownyardprograms.com Burns & Wilcox — All Offices See Web for Addresses, HQ - Detroit/Farmington Hills Phone: 248-932-9000 ; Fax: 248-932-9046 E-mail: farmingtonhills@burns-wilcox.com Website: www.burnsandwilcox.com Capitol Insurance Companies / Specialty Global 800 W. 47th St., Ste. 515, Kansas City, MO 64112 Phone: 877-224-9748 ; Fax: 816-298-1301 E-mail: marketing-agency@capitol.net Website: www.capitol.net Centurion Insurance Group Centurion Place - P.O. Box 959, Hanover, NH 03755 Phone: 603-643-2000 ; Fax: 603-643-2740 E-mail: awc@centurionusa.com Website: www.centurionusa.com Charles A. Walker Corp.

P.O. Box 8049, One LePage Pl., Syracuse, NY 13217 Phone: 315-488-3143 ; Fax: 315-488-3029 E-mail: inquiry@twg-esr.com Website: www.twg-esr.com

Chubb Group of Insurance Companies

3 Mountain View Rd., Warren, NJ 07059 Phone: 908-903-2000 ; Fax: 908-903-3246 E-mail: erosenberg@chubb.com Website: www.chubb.com

Cita Insurance Services 681 S. Parker St., Ste. 300, Orange, CA 92868 Phone: 800-280-7250 ; Fax: 714-978-2692 E-mail: programsinfo@citainsurance.com Website: www.citainsurance.com

Citadel Insurance Services, LC

Crouse & Associates

P.O. Box 1677, American Fork, UT 84003 Phone: 801-610-2720 ; Fax: 801-610-2701 E-mail: info@citadelus.com Website: www.citadelus.com

100 Pine St., Ste. 2500, San Francisco, CA 94111 Phone: 415-982-3870 ; Fax: 415-982-2546 E-mail: pquilici@crousesf.com Website: www.crouseandassociates.com

Citadel is a leading edge specialty casualty and professional insurance program manager. In additional to our exclusive programs, we represent a network of the world’s leading A+ rated insurance carriers providing all lines of Casualty, Property, Marine and Professional Liability insurance. We welcome ideas for new casualty and professional programs. Call us today with your questions, ideas, and key opportunities.

Crouse and Associates represents a wide range of E&O, D&O, Cyber, EPL, Fiduciary, Crime, and K&R markets. We have over 50 professional liability markets that are all Best Rated “A” and some in house exclusive products.

Ck Specialty Insurance Associates - All Offices See Website for Locations Headquarters - San Jose, CA 95037 Phone: 800-411-0083 ; Fax: 408-227-7732 E-mail: jay@ckspecialty.com Website: www.ckspecialty.com CMS, LLC 95 Grand Ave., Massapequa, NY 11758 Phone: 516-799-4200 ; Fax: 516-799-1892 E-mail: rverdi@cmsrisk.com Website: www.cmsrisk.com Cochrane & Company 1333 S. Rustle, Spokane, WA 99224 Phone: 509-838-0655 ; Fax: 509-838-1710 E-mail: marketing@cochraneco.com Website: www.cochraneco.com Commercial Sector Insurance Brokers, LLC 600 Corporate Pkwy, Ste. 250, Birmingham, AL 35242 Phone: 205-776-1600 ; Fax: 205-776-1619 E-mail: cthompson@comsectorins.com Website: www.comsectorins.com Compass Insurance Group of Agencies 9310 Topanga Canyon Blvd., Chatsworth, CA 91311 Phone: 818-507-1980 ; Fax: 818-545-3818 E-mail: mail@compasseands.com Website: www.compasseands.com Construction Insurance Partners 308 N. 21st St., Ste. 300, St. Louis, MO 63103 Phone: 314-554-9754 ; Fax: 314-342-7170 E-mail: johnc@cip-stl.com Website: www.cip-stl.com

Crump Professional Concepts 105 Eisenhower Pkwy, 4th FL, Roseland, NJ 07068 Phone: 973-461-2181 ; Fax: 973-461-2196 E-mail: Donna.Griffin@crumpins.com Website: www.crumpins.com/products.aspx Davidson-Babcock 16011 College Blvd., Ste. 203, Lenexa, KS 66219 Phone: 800-203-3233 ; Fax: 855-760-3880 E-mail: Tina.Wolff@davidson-babcock.net Website: www.davidson-babcock.com Delta General Agency Corp.

P.O. Box 2045, Houston, TX 77252 Phone: 713-570-2700 ; Fax: 713-570-2800 E-mail: billf@deltains.com Website: www.deltains.com Donald Gaddis Co., Inc. 150 S. Wacker Dr., Ste. 600, Chicago, IL 60606 Phone: 888-853-0071 ; Fax: 312-853-1033 E-mail: cgaddis@gaddiscompany.com Website: www.gaddiscompany.com

E.L.M. Insurance Brokers, Inc.

1960 E. Grand Ave., Ste. 370, El Segundo, CA 90245 Phone: 310-322-1301 Ext. 114 ; Fax: 310-322-1302 E-mail: mainofc@e-o.com Website: www.e-o.com

Eaton Professional Insurance Services

17602 17th St., Ste. 102-120, Tustin, CA 92780 Phone: 714-832-8649 ; Fax: 714-832-2586 E-mail: c.eaton@episi.net Website: www.episi.net

Environmental Insurance Services, Inc. 200 Cahaba Park S, Ste. 200, Birmingham AL 35242 Phone: 800-239-1347 ; Fax: 205-991-7767 E-mail: jbarron@env-ins.com Website: www.env-ins.com Euclid Managers 234 Spring Lake Dr., Itasca, IL 60143 Phone: 630-238-1900 ; Fax: 630-773-8590 E-mail: msutton@euclidmanagerskc.com Website: www.euclidmanagers.com

Cooper & McCloskey, Inc.

111 Pine St., Ste. 1530, San Francisco, CA 94111 Phone: 415-433-7700 ; Fax: 415-433-7707 E-mail: keltie@cmiprorisk.com Website: www.cmiprorisk.com

Euclid Managers, LLC 1627 Main St., Ste. 800, Kansas City, MO 64108 Phone: 816-778-0708 ; Fax: 816-778-0715 E-mail: msutton@euclidmanagerskc.com Website: www.euclidmanagerskc.com

CPA Protector Plan 655 N. Franklin St., Ste. 1800, Tampa, FL 33602 Phone: 800-438-1263 ; Fax: 813-222-4165 E-mail: lahles@bbprograms.com Website: www.cpaprotectorplan.com

Executive Perils

CRC Insurance Services, Inc. - 29 Offices Nationwide See Website for Locations.

Headquarters - Birmingham, AL 35209 Phone: 800-824-1709 ; Fax: 205-879-3739 Website: www.crcins.com

N38 INSURANCE JOURNAL-NATIONAL | September 24, 2012

11845 W Olympic Blvd, Ste 750, Los Angeles, CA 90064 Phone: 310-444-9333 ; Fax: 310-444-9355 E-mail: petert@eperils.com Website: www.eperils.com

www.insurancejournal.com

Professional Liability Directory - Alphabetical Directory of Markets Founders Professional 147 2nd St. S, Ste. 203, St Petersburg, FL 33701 Phone: 727-498-6503 ; Fax: 727-498-6506 E-mail: robb@founderspro.com Website: www.founderspro.com Fox Point Programs 250 Philadelphia Pike, Wilmington, DE 19809 Phone: 800-499-7242 ; Fax: 302-472-8529 E-mail: sales@foxpointprg.com Website: www.foxpointprg.com Freberg Environmental, Inc. 2000 S. Colorado Blvd., Tower II, Ste. 800 Denver, CO 80222 Phone: 800-377-4152 ; Fax: 303-623-8101 E-mail: info@feiinsurance.com Website: www.feiinsurance.com

Gateway Specialty Insurance

1190 S. Warner Rd., Wayne, PA 19087 Phone: 877-977-4474 E-mail: info@gatewayspecialty.com Website: www.gatewayspecialty.com Gateway Underwriters Agency 2458 Old Dursett Rd., Maryland Heights, MD 63043 Phone: 314-238-0070 ; Fax: 314-238-0065 E-mail: bill.martin@gua-stl.com Website: www.gua-stl.com Gerald J. Wilkoff, Inc. 95 Main St., Mineola, NY 11501 Phone: 516-747-0200 ; Fax: 516-747-2021 E-mail: info@wilkoffbonds.com Website: www.wilkoffbonds.com Gorst Co. 9310 Topanga Canyon Blvd., Chatsworth, CA 91311 Phone: 818-507-0900 ; Fax: 818-507-1133 E-mail: mail@gorst.com Website: www.gorst.com Gray-Stone & Company, Inc. 275 E. Hillcrest Dr., Ste. 250 Thousand Oaks, CA 91360 Phone: 805-494-4440 ; Fax: 805-299-4985 E-mail: info@gray-stone.com Website: www.gray-stone.com

J.M. Wilson 8036 Moorsbridge Rd., Portage, MI 49024 Phone: 800-282-8113 ; Fax: 269-327-2620 E-mail: cbaldwin@jmwilson.com Website: www.jmwilson.com

Herbert H. Landy Insurance

75 Second Ave., Needham, MA 02494 Phone: 800-336-5422 ; Fax: 800-344-5422 E-mail: johnt@landy.com Website: www.landy.com

J.R. Olsen Bonds & Insurance Brokers, Inc. 7407 Topanga Cyn. Blvd., Canoga Park, CA 91343 Phone: 818-227-2620 ; Fax: 818-227-0086 E-mail: esadusky@jrolsenbonds.com Website: www.jrolsenbonds.com

The Herbert H. Landy Insurance Agency, celebrating 63 years of providing the finest insurance plans and service, is a national administrator for Accountants, Tax Preparers & Bookkeepers, Real Estate Agents and Real Estate Appraisers Errors & Omissions insurance.

Jacobs & Associates, Inc. 8300 Dow Circle W, Ste. 500, Strongsville, OH 44141 Phone: 440-625-2690 ; Fax: 440-625-2731 E-mail: jim@jacobsnow.com Website: www.jacobsnow.org

IAAC, Inc. 5784 Widewaters Pkwy, Dewitt, NY 13214 Phone: 800-962-7950 ; Fax: 888-432-0510 E-mail: bstrong@iiabny.org Website: www.iiabny.org Indemnity Excess & Surplus Agency, Inc. 1500 NW Bethany Blvd., Ste. 235, Beaverton, OR 97006 Phone: 800-487-2442 ; Fax: 503-526-9700 E-mail: jimh@ies-xs.com Website: www.ies-xs.com Independent Brokers & Agents of the West (IBA West) 7041 Koll Center Pkwy, Ste. 290, Pleasanton, CA 94566 Phone: 800-772-8998 ; Fax: 818-244-7306 E-mail: info@ibawest.com Website: www.ibawest.com Insurance Innovators Group - 6 Offices Serve Nationwide See Website for Addresses Headquarters - Glenside, PA 19038 Phone: 215-885-7300 ; Fax: 215-886-2482 E-mail: sam@iiigroup.com ; devinw@iiigroup.com Website: www.iiigroup.com

1515 Woodfield Rd., Ste. 500, Schaumburg, IL 60173 Phone: 847-330-6750 ; Fax: 513-929-6890 E-mail: ELD@gaic.com Website: www.GreatAmericanELD.com

The Executive Liability Division (ELD) of Great American Insurance has been protecting business leaders in a variety of institutions and corporations for over 25 years. We have offices located in Schaumburg, Illinois; Chicago, Illinois; New York, New York; Princeton, New Jersey; and Toronto, Ontario.

Intercorp, Inc. 1438-F W Main St., Ephrata, PA 17522 Phone: 717-721-3500 ; Fax: 717-721-3515 E-mail: info@intercorpinc.net Website: www.intercorpinc.net

Gresham & Associates, Inc. - Corporate Office One Gresham Landing, Stockbridge, GA 30281 Phone: 770-389-1600 ; Fax: 770-389-1650 E-mail: newbiz@greshaminc.com Website: www.gresham-inc.com

Izzo Insurance Services, Inc. 7234 W. North Ave., Elmwood Park, IL 60707 Phone: 800-800-1704 ; Fax: 708-452-1777 E-mail: info@izzoinsurance.com Website: www.izzoinsurance.com J.E. Brown & Associates 303 Lennon Ln., Walnut Creek, CA 94598 Phone: 800-955-8213 ; Fax: 925-947-3978 E-mail: marketing@jebrown.net Website: www.jebrown.net

www.insurancejournal.com

James River underwrites a wide variety of specialty P&C and Professional risks on an E&S basis in all states. PL teams include Medical PL, Allied Healthcare, and non-Medical PL. Visit www. jamesriverins.com to find a JRIC-authorized wholesale broker!

Jimcor Agencies 60 Craig Rd., Montvale, NJ 07645 Phone: 201-573-8200 ; Fax: 201-573-8820 E-mail: jschneider@jimcor.com Website: www.jimcor.com

K&B Underwriters, LLC 11800 Sunrise Valley Dr., Ste. 1400, Reston, VA 20191 Phone: 888-760-3194 ; Fax: 703-880-7520 E-mail: info@kbunderwriters.com Website: www.kbunderwriters.com

International Excess Alliance, LLC 26451 Curtiss Wright Pkwy, #103, Cleveland, OH 44143 Phone: 216-797-9700 ; Fax: 216-797-9970 E-mail: kennethkukral@intlxs.com Website: www.intlxs.com IPA Risk Management, LLC 16-00 Pollitt Dr., Fair Lawn, NJ 07410 Phone: 201-797-1084 ; Fax: 201-797-1076 E-mail: g.heitmann@ipariskmanagement.com Website: www.ipariskmanagement.com

6641 W. Broad St., Ste. 300, Richmond, VA 23230 Phone: 804-289-2700 ; Fax: 804-289-2703 E-mail: info@jamesriverins.com Website: www.jamesriverins.com

Jorgensen & Company 42 W. Allendale Ave., Allendale NJ 07401 Phone: 201-447-4400 ; Fax: 201-818-5680 E-mail: rjorgensen@jorgensenandcompany.com Website: www.jorgenseandcompany.com

International Beauty Brokerage P.O. Box 20199, El Cajon, CA 92021 Phone: 800-552-8870 ; Fax: 800-332-5611 E-mail: ibbi@sbcglobal.net Website: www.beauty2000.org

Great American Insurance Group - Executive Liability Division

INSURANCE James River Insurance Company

K&M Henderson Insurance Services, Inc. 8331 Sierra College Blvd., Ste. 204 Granite Bay, CA 95661 Phone: 916-788-8191 ; Fax: 800-785-7970 E-mail: info@hendersoninsure.com Website: www.hendersoninsure.com Keystone Insurance Services, Inc. P.O. Box 9127, Austin, TX 78766 Phone: 512-257-8000 E-mail: info@mykeystoneins.com Website: www.MyKeystoneIns.com King Insurance Support Systems 31381 Rancho Viejo Rd., Ste. 101 San Juan Capistrano, CA 92675 Phone: 949-488-2255 ; Fax: 949-488-2259 E-mail: Marketing@kinginsuranceca.com Website: www.kinginsuranceca.com LA Xcess Insurance Brokers, Inc. 10474 Santa Monica Blvd., Ste 306 Los Angeles, CA 90025 Phone: 310-405-0001 ; Fax: 310-405-0002 E-mail: Insurance@laxcess.com Website: www.laxcess.com

September 24, 2012 | INSURANCE JOURNAL-NATIONAL N39

Professional Liability Directory - Alphabetical Directory of Markets Lee and Mason 195 Farmington Ave., Ste. 301, Farmington, CT 06032 Phone: 860-677-0500 Ext. 404 ; Fax: 860-677-1227 E-mail: LMPro@leeandmason.com Website: www.leeandmason.com

NAS Insurance Services, Inc. 16501 Ventura Blvd., Ste. 200, Encino, CA 91436 Phone: 818-382-2030 ; Fax: 818-382-2040 E-mail: general@nasinsurance.com Website: www.nasinsurance.com

LevelFirst 5501 LBJ Fwy, Dallas, TX 75240 Phone: 972-499-4580 ; Fax: 214-736-8628 E-mail: vplein@level1st.com Website: www.level1st.com

Navigators Pro One Penn Plaza, New York, NY 10119 Phone: 212-613-4305 ; Fax: 212-613-4302 E-mail: cduca@navg.com Website: www.navg.com

Philadelphia Insurance Companies

One Bala Plaza, Ste. 100, Bala Cynwyd, PA 19004 Phone: 800-873-4552 ; Fax: 610-617-7940 E-mail: phlysales@phlyins.com Website: www.phly.com

M.J. Hall & Company, Inc.

P.O. Box 192, Stockton, CA 95201 Phone: 209-948-8108 ; Fax: 209-465-3843 E-mail: norm@mjhallandcompany.com Website: www.mjhallandcompany.com Markel Cambridge Alliance P.O. Box 64998, Burlington, VT 05406 Phone: 800-691-1515 ; Fax: 802-864-9369 E-mail: tbougere@cambridgealliance.com Website: www.cambridgealliance.com

Negley Associates

MarketScout Wholesale, LLC / dba MSW 12700 Park Central Dr., Ste. 300, Dallas, TX 75251 Phone: 972-934-4295 ; Fax: 972-934-4299 E-mail: SubmitToMSW@marketscout.com Website: www.marketscout.com/msw/

NeitClem Wholesale Insurance Brokerage, Inc. 7442 N Figueroa St., Los Angeles, CA 90041 Phone: 323-258-2600 ; Fax: 323-258-2676 E-mail: jcenteno@neitclem.com Website: www.neitclem.com

McGowan, Donnelly & Oberheu, LLC (MDO) The Littlefield Bldg, 106 E. 6th St., Ste. 520 Austin, TX 78701 Phone: 512-600-2280 Ext. 5306 E-mail: ahatch@mdoinsurance.com Website: www.mdoinsurance.com

NIF Group, Inc. 30 Park Ave., Manhasset, NY 11030 Phone: 516-365-7440 ; Fax: 516-365-7392 E-mail: marketing@nifgroup.com Website: www.nifgroup.com

Mercator Risk Services, Inc. 99 Pratt St., Ste. 200, Hartford, CT 06103 Phone: 860-280-2146 ; Fax: 860-527-2438 E-mail: CBauer@mercatorrisk.com Website: www.mercatorrisk.com

Monarch E&S Insurance Services

2540 Foothill Blvd., Ste. 101, La Crescenta, CA 91214 Phone: 818-249-0100 ; Fax: 818-249-1166 E-mail: wayneb@monarchexcess.com Website: www.monarchexcess.com

Monitor Liability Managers, LLC

2850 W. Golf Rd., Ste. 800, Rolling Meadows, IL 60008 Phone: 800-446-2100 ; Fax: 847-806-6282 E-mail: contactus@monitorliability.com Website: www.monitorliability.com As a leading underwriting management company, Monitor strives to be the professional liability insurance market of choice for our producers. We offer A+ rated carriers, web-based quoting, automatic policy renewals, direct bill options, electronic policy issuance and the best combination of service, price and products.

Morstan General Agency of Florida 1835 Banks Rd., Margate, FL 33063 Phone: 954-583-4722 ; Fax: 516-302-8951 E-mail: pwoodard@morstan.com Website: www.morstan.com

People’s United Insurance Agency, Inc. P.O. Box 485, Burlington, VT 05402 Phone: 802-863-2841 ; Fax: 802-652-6245 E-mail: programs@peoples.com Website:www.peoples.com/insurance

103 Eisenhower Pkwy, Ste. 101, Roseland, NJ 07068 Phone: 973-830-8500 ; Fax: 973-830-8585 E-mail: info@jjnegley.com Website: www.jjnegley.com

Norman-Spencer Agency, Inc. 8075 Washington Village Dr., Dayton, OH 45458 Phone: 800-543-3248 ; Fax: 937-432-1635 E-mail: briannorman@norman-spencer.com Website: www.norman-spencer.com Norman-Spencer International, Inc. 150 E. 22nd St., Lombard, IL 60148 Phone: 800-842-3653 ; Fax: 630-705-1056 E-mail: gretchen@normanspencer.com Website: www.normanspencer.com Number One Insurance Agency 91 Cedar St., Milford, MA 01757 Phone: 800-742-6363 ; Fax: 508-634-2930 E-mail: atobin@massagent.com Website: www.massagent.com OneBeacon Professional Insurance 199 Scott Swamp Rd., Farmington, CT 06032 Phone: 877-701-0171 ; Fax: 866-625-3590 E-mail: OBPIinfo@onebeaconpro.com Website: www.onebeaconpro.com Pacific Coast E&S Insurance Services 2235 Mercury Way, Ste. 110, Santa Rosa, CA 95407 Phone: 707-573-9136 ; Fax: 707-573-9761 E-mail: info@pacificcoastes.com Website: www.pacificcoastes.com Patriot National Underwriters, Inc. P.O. Box 803143, Dallas, TX 75380 Phone: 972-239-1458 ; Fax: 972-233-3487 E-mail: corky.ellis@patriotnational.com Website: www.patriotnational.com PBS Insurance Underwriting Corporation 303 Middletown Park Pl., Ste. F, Louisville, KY 40243 Phone: 502-244-1056 ; Fax: 502-254-1056 E-mail: pbs@pbsinsurance.com Website: www.pbsinsurance.com Pennock Insurance, Inc. 2 Christy Dr., Ste. 301, Chadds Ford, PA 19317 Phone: 800-662-5182 ; Fax: 800-577-4499 E-mail: sgregg@pennockins.com Website: www.pennockins.com

N40 INSURANCE JOURNAL-NATIONAL | September 24, 2012

Philadelphia Insurance Companies, a Member of the Tokio Marine Group, designs, markets, and underwrites commercial property/ casualty and professional liability insurance products incorporating value added coverages and services for select industries.

Prime Insurance Company 303 W. Madison St., Ste. 2075, Chicago IL 60606 Phone: 800-257-5590 ; Fax: 877-452-6910 E-mail: RJL@primeis.com Website: www.primeis.com

Professional Governmental Underwriters

9020 Stony Point Pkwy, Ste. 455, Richmond, VA 23235 Phone: 800-586-6502 ; Fax: 804-272-7852 E-mail: ndaly@pgui.com Website: www.pgui.com Professional Liability Ins. Svcs, Inc. Underwriting Facilities 5802 Thunderbird, Bldg 10, Ste. 100 Lago Vista, TX 78645 Phone: 800-761-7547 ; Fax: 512-327-5834 E-mail: underwriting@plisinc.com Website: www.plisinc.com Professional Program Insurance Brokerage 371 Bel Marin Keys Blvd., Novato, CA 94949 Phone: 415-475-4300 ; Fax: 415-475-4303 E-mail: jennifer@ppibcorp.com Website: www.ppibcorp.com / www.medispa-inc.com / www.tattoo-ins.com Professional Underwriters Agency, Inc. 2803 Butterfield Rd., Ste. 260, Oakbrook, IL 60523 Phone: 630-572-0600 ; Fax: 630-572-0615 E-mail: Sandip@puainc.com Website: www.puainc.com ProSurance Group, Inc. 2685 Marine Way, Ste. 1408, Mountain View, CA 94043 Phone: 650-428-0818 ; Fax: 650-428-0860 E-mail: financialservices@prosurancegroup.com Website: www.prosurancegroup.com

ProWest Insurance Services, Inc.

950 Glenn Dr., Ste. 270, Folsom, CA 95630 CA - License # - 0C52396 Phone: 916 673 2000 ; Fax: 916 673 2010 E-mail: rknapp@prowestins.com Website: www.prowestins.com

PULIC - Professional Underwriters Liability Insurance Company

1888 Century Park E, Ste. 850, Los Angeles, CA 90067 Phone: 800-537-7362 ; Fax: 866-344-6029 E-mail: info@pulic.com Website: www.pulic.com Quadrant Insurance Managers 501 W. Schrock Rd., Ste. 301, Westerville, OH 43081 Phone: 614-841-1425 ; Fax: 614-841-1426 E-mail: productinfo@quadrant-us.com Website: www.quadrant-us.com

www.insurancejournal.com

Professional Liability Directory - Alphabetical Directory of Markets Quaker Special Risk - FL MA NJ NY See Website for Addresses Headquarters - Eatontown, NJ 07724 Phone: 800-447-4180 ; Fax: 732-223-9072 E-mail: fwalsh@qsr-insurance.com Website: www.quakerspecialrisk.com

RPS Technology & Cyber 204 Cedar St., Cambridge, MD 21613 Phone: 800-336-5659 ; Fax: 410-228-7645 E-mail: techCyber@RPSins.com Website: www.RPSins.com/techcyber RT Specialty 500 W. Monroe, 28th Fl, Chicago, IL 60661 Phone: 312-651-6000 ; Fax: 312-651-6096 E-mail: marketing@rtspecialty.com Website: www.rtspecialty.com

TAPCO Underwriters, Inc.

Russell Bond & Co., Inc. 295 Main St., Ste. 866, Buffalo, NY 14203 Phone: 800-333-7226 ; Fax: 800-677-6779 E-mail: Thollederer@RussellBond.com ; AAmbrose@RussellBond.com Website: www.RussellBond.com

TAPCO Underwriters, Inc. is the Logical Choice. Through TAPCO’s exclusive call-center service model, quotes and applications are delivered and coverage can be bound, all within minutes, and all delivered to your e-mail inbox—before you even hang up the phone. Policy issuance and renewal is just as easy.

Call. Quote. Bind. It’s as easy as that!

11845 W Olympic Blvd, Ste. 750, Los Angeles, CA 90064 Phone: 213-293-8402 E-mail: Ulistening@quotenbind.com Website: www.QuoteNBind.com

S.H. Smith & Company, Inc. - 8 Offices Nationwide See Website for Addresses Headquarters - Hartford, CT 06103 Phone: 800-356-0168 ; Fax: 800-329-7648 E-mail: info@shsmith.com Website: www.shsmith.com

Target Insurance Services 10 Tower Lane, Avon, CT 06001 Phone: 888-888-1613 ; Fax: 860-284-1113 E-mail: info@target-capital.com Website: www.target-capital.com

R.E. Chaix & Assoc.

41 Corporate Park, Ste. 310, Irvine, CA 92606 Phone: 949-722-4177 ; Fax: 949-722-4172 E-mail: timc@rechaixinsurance.com Website: www.rechaixinsurance.com

SASSI - Salon & Spa Specialty Insurance 21 Maple Ave., Bay Shore, NY 11706 Phone: 888-823-9380 ; Fax: 631-666-7646 E-mail: info@brownyard.com Website: www.sassiagency.com

RLI 9025 N. Lindbergh Dr., Peoria IL 61615 Phone: 309-692-1000 ; Fax: 309-692-1068 E-mail: inquiries@rlicorp.com Website: www.rlicorp.com

Smith, Bell & Thompson, Inc. a div of Willis Programs 40 Main St., Ste. 500, Burlington, VT 05401 Phone: 802-658-4600 ; Fax: 802-658-6191 E-mail: willisnhprograms@willis.com Website: www.willisprograms.com

Quirk & Company

P.O. Box 792030, San Antonio, TX 78279 Phone: 800-299-9421 ; Fax: 210-340-4075 E-mail: rquirk@quirkco.com Website: www.quirkco.com

QuoteNBind.com

RMIS

P.O. Box 5185, Fullerton, CA 92838 Phone: 714-738-1383 ; Fax: 714-992-1069 E-mail: commerical@rmismga.com Website: www.RMISmga.com Rockwood Programs, Inc. 4001 Miller Rd., Wilmington, DE 19802 Phone: 800-558-8808 ; Fax: 302-764-5477 E-mail: darryl.mccallin@rockwoodinsurance.com Website: www.rockwoodinsurance.com Roush Insurance Services, Inc. P.O. Box 1060, Noblesville, IN 46061-1060 Phone: 800-752-8402 ; Fax: 317-776-6891 E-mail: info@roushins.com Website: www.roushins.com

3060 S. Church St., Burlington, NC 27216 Phone: 800-334-5579 ; Fax: 336-584-8880 E-mail: Jhenderson@GoTAPCO.com Website: www.GoTAPCO.com

Tejas American General Agency

1620 La Jaita Dr., Ste. 300, Cedar Park, TX 78613 Phone: 888-999-8242 ; Fax: 512-342-2803 E-mail: submissions@taga1.com Website: www.taga1.com Tennant Risk Services 10 Crossroads Plaza, 2nd Fl, West Hartford, CT 06117 Phone: 860-519-1301 ; Fax: 860-216-5845 E-mail: info@tennant.com Website: www.tennant.com The Mechanic Group, Inc. One Blue Hill Plaza, Ste. 530, Pearl River, NY 10965 Phone: 845-735-0700 ; Fax: 845-735-8383 E-mail: mkatz@mechanicgroup.com Website: www.mechanicgroup.com

Socius Insurance Services

301 Howard St., Ste. 1030, San Francisco, CA 94105 Phone: 415-778-0310 ; Fax: 415-778-0315 E-mail: Chook@sociusinsurance.com Website: www.sociusinsurance.com

TitlePac, Inc. 201 Eastpointe Dr., Muskogee, OK 74403 Phone: 800-331-9759 ; Fax: 918-683-6842 E-mail: underwriting@titlepac.com Website: www.titlepac.com

South Texas General Insurance Agency 363 N Sam Houston Pkwy E, Ste. 1000 Houston, TX 77060 Phone: 281-820-0555 ; Fax: 281-820-0688 E-mail: floring@stgia.com Website: www.stgia.com

Topa Insurance Company 1800 Avenue of the Stars, 12th Fl, Los Angeles, CA 90067 Phone: 800-949-6505 ; Fax: 310-843-9409 E-mail: gheatherington@topa-ins.com Website: www.topains.com

Southern Insurance Underwriters, Inc. P.O. Box 105609, Atlanta, GA 30348 Phone: 678-498-4500 ; Fax: 678-498-4600 E-mail: marketing@siuins.com Website: www.siuins.com

Sullivan Brokers Wholesale Insurance Solutions, Inc.

RPS Healthcare

550 W. Van Buren, Ste. 1200, Chicago, IL 60607 Phone: 312-294-5625 ; Fax: 312-922-7563 E-mail: bill_yurek@rpsins.com Website: www.rpsins.com

Travelers

800 W. 6th St., Ste. 1800, Los Angeles, CA 90017 Phone: 800-252-0355 ; Fax: 213-629-3161 E-mail: info@gjs.com Website: www.sbwis.com

940 W. Port Plaza, Ste. 450, St. Louis, MO 63146 Phone: 314-579-8321 ; Fax: 877-299-3257 E-mail: dreed2@travelers.com Website: www.travelers.com/1stchoice Trinity E&S Insurance Services, Inc. 79301 Country Club Dr., Ste. 200 Bermuda Dunes, CA 92203 Phone: 760-360-4100 ; Fax: 760-360-0055 E-mail: requestinfo@trinityinsurance.com Website: www.trinityinsurance.com

Swett & Crawford

See website for addresses Headquarters - Atlanta, GA 30327 E-mail: info@swett.com Website: www.swett.com

RPS SAFA St. Louis

911 Park Ave., St. Louis, MO 63104 Phone: 314-436-2682 ; Fax: 314-436-1532 E-mail: Stan_Freerks@RPSins.com Website: www.RPSins.com

www.insurancejournal.com

Swett & Crawford, the nation’s oldest and best-regarded wholesale intermediary, has 97 years of experience in helping to mitigate the risks of doing business here and around the globe. Headquartered in Atlanta, Georgia, the blended strength of Swett & Crawford and Cooper Gay, with a combined $3.5 billion in premiums, delivers the world’s largest global wholesale brokerage and reinsurance organization with more than 1400 insurance professionals in 60 offices on four continents.

TuscanoPro

P.O.Box 1027, Greensburg, PA 15601 Phone: 800-442-8063 E-mail: info@tuscano.com Website: www.tuscanopro.com

September 24, 2012 | INSURANCE JOURNAL-NATIONAL N41

Professional Liability Directory - Alphabetical Directory of Markets USX/S 6929 W. 130th St., Ste. 100, Cleveland, OH 44130 Phone: 800-574-8797 ; Fax: 440-888-7380 E-mail: brokers@usxs.net Website: www.USXS.net

U.S. E&O Brokers

820 Gessner Rd., Ste.1360, Houston, TX 77024 Phone: 800-460-6424 ; Fax: 713-984-1152 E-mail: insurance@useo.com Website: www.useo.com US E&O Brokers specializes in writing E&O policies for Insurance Agents & Brokers nationwide including retail, wholesale, MGAs MGUs, Aggregators, Program Admins, TPA’s as well as Insurance Co’s. Package policies available for numerous Professional Classes. US E&O Brokers, 20 years old & access to over 30 major E&O Markets which are all “A” rated. Excellent Coverage, Competitive Pricing plus Friendly and Efficient Service.

Victor O. Schinnerer & Co. Two Wisconsin Cir., Chevy Chase, MD 20815 Phone: 301-961-9800 ; Fax: 301-951-5444 E-mail: vos.info@schinnerer.com Website: www.schinnerer.com/programs

Western World Insurance Group

400 Parson’s Pond Dr., Franklin Lakes, NJ 07417 Phone: 201-847-8600 ; Fax: 201-847-1010 E-mail: marketing@westernworld.com Website: www.westernworld.com

Westrope

Western Security Surplus Insurance Brokers, Inc. 790 E. Green St., Pasadena, CA 91101 Phone: 626-584-0110 ; Fax: 626-584-0144 E-mail: rklimek@wssib.com Website: www.wssib.com

USASIA Insurance Services 319 Union Ave., Pomona, CA 91768 Phone: 909-618-0288 ; Fax: 909-618-0289 E-mail: shirley@usasia-ins.com Website: www.usasia-ins.com

Western Special Risks, Inc. 9059 W. Lake Pleasant Pkwy, Ste. 340, Peoria, AZ 85382 Phone: 888-317-5575 ; Fax: 623-977-4622 E-mail: rwilliams@westernspecialrisks.com Website: www.westernspecialrisks.com

USG Insurance Services, Inc. 1000 Town Center Wy, Ste. 300, Canonsburg, PA 15317 Phone: kskender@usgins.com Website: www.usgins.com

Western Surplus Lines Agency, Inc. P.O Box 6609, Abilene, TX 79608 Phone: 800-592-4408 ; Fax: 325-695-0371 E-mail: fpeck@westernsurplus.com, croeder@westernsruplus.com Website: www.westernsurplus.com

1100 Walnut St., Ste. 3200, Kansas City, MO 64106 Phone: 816-842-8222 ; Fax: 816-842-3081 E-mail: info@westrope.com Website: www.westrope.com Worldwide Facilities, Inc. - All Offices See Website for Addresses Headquarters - Los Angeles, CA 90017 Phone: 213-236-4500 ; Fax: 213-244-9655 E-mail: info@wwfi.com Website: www.wwfi.com Yates & Associates Ins. Services P.O. Box 25133, Santa Ana, CA 92799 Phone: 800-660-1125 ; Fax: 800-378-8588 E-mail: ppiccinonno@yates-assoc.com Website: www.yates-assoc.com

Zurich North America Commercial

1400 American Lane, Schaumburg, IL 60196 Phone: 800-382-2150 Website: www.zurichna.com

Advertisers Index Readers, browse, contact, or do product searches on any of our full page advertisers at: http://www.insurancejournal.com/adshowcase/ ACE Insurance www.acelimited.com W15; SC15; SE11; E15; M15 Anderson & Murison, Inc. www.andersonmurison.com N13 Applied Underwriters www.applieduw.com W11, W74; SC9, SC72; SE9, SE64; E11, E62; M11, M62 Astonish Results www.astonishresults.com N5; W10; SC10; SE10; E10; M10 Chartis www.chartisinsurance.com W7; SC7; SE7; E7; M7 Chubb Corporate www.chubb.com W13; SC13; SE13; E9; M13 City of Hope www.cityofhope.org N23 CNA Insurance www.cna.com W17; SC21; SE15; E12; M9 Cooper & McCloskey Insurance Brokers www.cmiprorisk.com W25 CSUF Center for Insurance Studies www.centerforinsurancestudies.com W28 ExamFX www.examfx.com N14 First American Specialty Insurance Company www.firstam.com W23 Fujitsu www.fcpa.fujitsu.com N11

Gateway Specialty Insurance www.gatewayspecialty.com W24; SC14; SE16; E14; M14 Great American Insurance Group www.GreatAmericanInsurance.com W3; SC25; SE3; E3; M3 IBA Kern “I” Day www.ibakern.com W26 IICF www.iicf.org N24; W27 Independent Insurance Agents of Texas www.iiat.org SC26 Ironshore www.ironshore.com N2, N3 Liberty Mutual www.libertymutual.com W2; SC2; SE2; E2; M2 Loya Insurance Group www.fredloya.com SE19; M17 Monarch E & S Insurance Services www.monarchexcess.com W9 National Alliance for Insurance Education & Research www.scic.com N10 Oak Street Funding www.oakstreetfunding.com N7 Pacific Gateway Insurance Services www.pgiainsurance.com W21 Pacific Interstate Insurance Brokers www.piib.com W22 PersonalUmbrella.Com www.personalumbrella.com W5; SC5; SE5; E5; M5

N42 | INSURANCE September 24, 201224, 2012 INSURANCE JOURNAL-NATIONAL JOURNAL-NATIONAL |REGION September

PULIC - Professional Underwriters Liability Insurance Company www.pulic.com N6 Quirk & Company www.quirkco.com SC24 RiskMeter.com www.riskmeter.com N4 Tejas American General Agency www.taga1.com SC3 Texas Mutual Insurance Company www.texasmutual.com SC11 The Sullivan Group www.gjs.com N9 Tuscano Agency www.tuscanopro.com SE17 United Contractors Insurance Agency www.ucisg.com N12 Universal North America www.uihna.com W19; SC23; SE18 Westrope www.westrope.com N8 Zurich Insurance Company www.zurichna.com W73; SC71; SE63; E61; M61

www.insurancejournal.com www.insurancejournal.com

ris Ch by

Insurance Journal’s Academy of Insurance Presents:

s gg Bo

Business Income Insurance Demystified

Boggs has done an excellent job of taking a complex subject and explaining it in a conversational way that even someone new to the subject can easily understand.”

-Bill Wilson, CPCU, ARM, AIM, AAM

• Learn the Four Key Business Income Concepts • Understand the Business Income Worksheet • Master Business Income’s “Period of Restoration” • Become an Expert in Calculating Coinsurance • ...and much more!

About the Author Christopher J. Boggs, CPCU, ARM, ALCM, LPCS, AAI, APA, CWCA, CRIS, AINS is the Director of Education with Insurance Journal’s Academy of Insurance. With more than 21 years insurance and risk management experience, Boggs’ background includes loss control, insurance production, consulting, and teaching.

For more information, please visit

www.ijacademy.com/books

IDEA EXCHANGE

Closing Quote Become an Employer of Choice: Rewards and Recognition in the Workplace

I

By Dave Coons

f you’re in a hiring or management position, you already know skilled talent is in short supply and competition is high. Whether you’re looking for a seasoned professional or a recent grad, the best and brightest can be difficult to find.

Once the right person is hired, you need to ensure that they are engaged and satisfied.

A reward and recognition program can help you do that.

A study conducted by WorldatWork shows that 86 percent of organizations have a recognition program. However, buy-in from senior management is lacking, with only 37 percent feeling that senior management actually shows a “high level of support” for recognition.

A culture of recognition has the simple goal of rewarding employees in a meaningful way, and may encompass several components, including performance recognition, work/life balance and career development opportunities.

Performance Recognition Recognition must be given when it is deserved. Different types of recognition are appropriate for different behaviors.

Company culture, ranking and the behavior being rewarded should be taken into account. There must be a balance, so that recognition remains meaningful and appropriate.

Some awards may be monetary. This could be anything from a team lunch to an individual monetary bonus. In some environments, contests receive excellent participation and foster results. If the culture is team-oriented, set a stretch goal that comes with a shared reward.

There are also non-monetary rewards, which are easier to give and sometimes better received. A “pat on the back” is time-tested and comes in many forms. A nod in the company newsletter, verbal recognition in a team meeting, or the simple act of stopping by an employee’s desk to congratulate them on a job well done goes a long way to boost morale.

Work/Life Balance One of the hottest topics for today’s workforce is work/ life balance. With so many channels of communication, staying connected is easier than ever before. Technology is at our fingertips; most work can be done remotely.

These opportunities must be managed wisely, but more employers are finding that flexible work schedules can pay off. When employees are given freedom in their schedules, they will find ways to get things done on their time — and feel more satisfied. The degree of flexibility you will be able to offer will vary. It’s about finding the right fit for your company culture and what it takes to get the job done.

Keep unrealistic expectations from burdening your work-

N44 | INSURANCE JOURNAL-NATIONAL REGION September 24, 2012

force. Although employees can log in on their own time, understand that sometimes we all just need to “power down.”

Work/life balance isn’t all about flex time; it is about drawing parallels between the workplace and home life, and showing that you care. This could include inviting family members to work outings or celebrating employee milestones in the company newsletter — marriages, babies or personal achievements.

Career Development Perhaps the best way to reward employees is to offer career development incentives. If you want your star employees to advance in the company — help them do just that.

On-the-job training is an excellent and mutually beneficial tool. It doesn’t even have to cut into the workload. Offer a lunch and learn program on up-and-coming topics, and motivated employees will gladly devote their lunch hours to learning a new skill or exploring a hot industry issue. Many employees also consider tuition reimbursement to be a coveted benefit.

Career development plans do not have to be costly. Managers should regularly meet with employees to gain an understanding of their career goals and discuss the path to achieve them. The ultimate purpose is to identify your employee’s most valuable skills and knowledge, and maximize them.

An employer of choice stands out by achieving a reputation of caring. While these initiatives require many working parts to keep the machine running, rewards and recognition are important components of a recruiting and retention strategy.

Coons is senior vice president of The Jacobson Group. Phone: 800-466-1578. Email: dcoons@jacobsononline.com www.insurancejournal.com

www.insurancejournal.com

September 24, 2012 INSURANCE JOURNAL-WEST REGION | 73

WE’RE IN CALIFORNIA IN A BIG WAY.

Expect big things in workers’ compensation. Expect to save a third of your clients 30% or more. Expect broad acceptance and few class limitations nationwide. Expect competitive commissions. For information call (877) 234-4450 or visit auw.com/ca.

©2012 Applied Underwriters, Inc. A Berkshire Hathaway company. Rated A by A.M. Best.

74 | INSURANCE JOURNAL-WEST REGION September 24, 2012

www.insurancejournal.com