Hospitality Risks Directory; Homeowners & Auto; Public Entities

MARCH 11, 2013 | Vol. 91, No. 5

WaterRelated Entities Workers’ Comp Increases

WEst REGION

Passing of Torch at CWCI

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N8 On The Cover

WEST

Inside This Issue

Special Report: Personal Lines

How Technology Is Changing the Way Agents Do Business

March 11, 2013 • Vol. 91, No. 5 • West Region

8

16

N4

16

NATIONAL COVERAGE

WEst COVERAGE

Idea exchange

N4 Fine Art’s Place in the

Insurance Market

14 Oregon Report: Workers’ Comp

Increases Coming

N1 Minding Your Business: Oak

N7 Spotlight: 10 Things to Know About Home & Auto

16 Driving Stoned Bill Passes

Colorado House Committee

N8 Special Report: Personal Lines How Technology Is Changing the

Way Agents Do Business

16 Southern California Hotel Sued Over Corpse in Water

N11 Special Report: Project CAP 2013

16 California Bill Battles Workers’

Comp Claims from Athletes

N12 Closer Look: 14 Keys to Insuring

Water-Related Entities

18 Passing of Torch at CWCI

N32 Closing Quote: Homeowners

Insurance Is Not Enough

N14 Closer Look: How Benefit Professionals Can Help Small Public Entities N17 2013 Hospitality Risks Directory

DEPARTMENTS 6 8 8 10 N6

4 | INSURANCE JOURNAL-WEST REGION March 11, 2013

Opening Note Declarations Figures People MyNewMarkets

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Opening Note Industry Predictions

S

an Diego, Calif.-based Mitchell, a provider of technology and information to the property/casualty claims and collision repair industries, recently released its predictions for trends related to cloud computing and big data analytics.

The company homes in on trends it believes could affect the industry throughout the year. Among the trends Mitchell’s forecast tackles are areas that workers’ compensation, auto casualty and auto physical damage professionals could find themselves dealing with in 2013.

According to Mitchell, more attention will be given to leveraging complex data sets. In other words, the ability to incorporate data from multiple sources and combine them with external data sources to enable “more intelligent decision-making” will become central to business operations.

In addition to big data, companies will explore how to incorporate ancillary sources and more sophisticated combinations of data sets to get an edge on the competition, according to the Mitchell report.

Not a surprise finding in the report is the demand for cloud computing will increase. The report asserts that in 2012 the adoption of cloud platforms and services continued ‘We will see a softening to increase, and in 2013 insurance of salvage vehicle values carriers will begin to consolidate globally in 2013.’ cloud computing vendors and realize the benefits of working with a single provider.

A trend in collision repair is that recycled parts prices will decrease.

“We will see a softening of salvage vehicle values globally in 2013,” the report states. “As the European debt crisis continues to outpace our own, the Euro will further soften against the U.S. dollar. This will make it more expensive for Europeans to purchase U.S.-based salvage vehicles, reducing demand.”

Additional factors impacting salvage values are the increase in the annual rate of new car sales — according to the National Automobile Dealers Association they are expected to top 15.4 million in the U.S. in 2013, up by one million vehicles over 2012 — and the 250,000 total loss vehicles expected out of Hurricane Sandy.

All of this will depress salvage car values in 2013, according to the report, which states: “For consumers, this means that there will be an increase in the availability of recycled parts for vehicle repairs at a lower cost.”

However average industry cost to repair auto collision damage will increase.

“This will occur in part, to the softening of salvage values, putting more borderline vehicles in the ‘repairable’ column rather than ‘total loss’ and an overall inflation of labor, parts and paint in 2013,” the report states. “This will also occur from an increase in the cost of raw materials, such as paint mica and chemicals, as well as plastics and steel prices. In addition, we expect to see an increase in average hourly body shop labor charges if the economy continues to recover in 2013.”

Don Jergler West Editor

ED I TOR I AL

Editor-in-Chief Andrea 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 Senior Editor Susanne Sclafane | ssclafane@insurancejournal.com ClaimsJournal.com Editor Denise Johnson | djohnson@claimsjournal.com MyNewMarkets.com Associate Editor Amy O’Connor | aoconnor@mynewmarkets.com Columnists Catherine Oak Contributing Writers Samuel H. Fleet, Mark McCrary, Jeffrey A. Spain

SALES

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

MARKET I NG / NE 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 GN / W E B

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 ADEM Y OF I NS U RAN C E

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

ADM I N I STRAT I ON

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

FOR QUESTIONS REGARDING SUBSCRIPTIONS: Call: 855-814-9547 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 2013 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 3618, Northbrook, IL 60065-3618

6 | INSURANCE JOURNAL-WEST REGION March 11, 2013

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.

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Declarations Foul Ball

Credit Scoring

PG&E Safety

“There are lawyers who have said the ticket-stub disclaimer will be sufficient but I have my doubts. It’s not like you’re signing on the dotted line that you’ve read the ticket.”

— Loyola Law Sports Institute Director Daniel Lazaroff commenting on the Idaho Supreme Court’s decision not to impose the “Baseball Rule” of liability in a lawsuit brought

by Bud Rountree, who lost an eye after being hit by a foul ball at a baseball game.

“SB 55 would protect discounts consumers receive on home and auto insurance because of their history of responsible credit use — discounts that insurers are forced by the current law to remove when a policy renews after two years.”

— Kenton Brine, Property Casualty Insurers Association of America assistant vice president, said a bill proposed in Alaska will clarify that discounts many insurers provide to consumers based on credit-based insurance scores can be applied not only for new policies, but also at renewal.

“We take these matters extremely seriously. Anytime we lose a member of the PG&E family, it’s a tragedy.”

— Pacific Gas and Electric Co. spokesman Joe Molica said the company is boosting the utility’s training on safety procedures after the deaths of three workers in three years.

Radioactive Leaks “None of these tanks would be acceptable for use today. They are all beyond their design life. None of them should be in service.”

— Tom Carpenter of Hanford Challenge, a Hanford watchdog group, expressed concern about leaking materials at Hanford Nuclear Reservation’s six underground tanks holding a brew of radioactive and toxic waste.

Figures

$1.7 Billion

Is the record-breaking value of Montana’s 2012 wheat crop, making it the fifth time in six years that the crop has been valued at over $1 billion, according to agricultural analysts. The Billings Gazette reported farmers harvested 194.7 million bushels of wheat from 5.5 million acres at a record average of $8.45 per bushel.

$8.5 Million

Has been awarded in a Central California lawsuit alleging county social workers failed to protect a 10-year-old boy who was fatally beaten by his mother’s boyfriend.

The civil jury awarded $5 million to 10-year-old Seth Ireland’s father, Joseph Hudson, and $3.5 million to the boy’s half-brother.

8 | INSURANCE JOURNAL-WEST REGION March 11, 2013

$875,000 Is how much a Southern California judge has ordered Best Buy Stores to pay to settle a lawsuit alleging the company charged more than advertised prices at some California stores.

Best Buy was also ordered to institute a special discount program.

$4 Million

Is what attorneys for asbestos victims in a Montana mining town are seeking in fees and expenses out of a legal settlement with chemical company W.R. Grace that was intended to cover the victims’ ongoing medical costs. A group of lawyers said they sunk more than 16,000 hours of work into the case over 11 years. www.insurancejournal.com

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People Walnut Creek, Calif.-based CSE Insurance Group President and CEO Pierre Bize announced he will be transitioning out of his current role at the company at the end of 2013.

The move comes after 19 years at the helm of CSE. Bize cited family reasons, including aging parents, as reason for his departure.

Richard Rey will succeed him as the next president and CEO. Rey is currently president and CEO of Covéa Reinsurance Co. in Paris.

CSE provides property and casualty insurance for teachers and other educators, firefighters, law enforcement personnel, and other government and civil service employees. CSE products are sold through independent insurance agents in California, Arizona, Nevada and Utah.

Pierre Bize

David Deal

Tara Rojas

Jenny Topolosky

Holland & Knight named David W. Deal to the firm’s San Francisco, Calif., office as senior counsel.

Deal will be a member of the firm’s insurance industry team. Deal’s practice will focus on the representation of insurance and reinsurance companies in complex transactions, regulatory compliance, corporate matters and disputes.

Deal was the general counsel of Fairfield-based GeoVera Insurance Group. In addition to serving as in-house counsel to GeoVera, a national catastrophe carrier, he previously worked as a lawyer in the general counsel’s office of Fireman’s Fund Insurance Co. and as a private practice attorney.

His clients have included the boards of directors, executive management, and shareholders of admitted and surplus lines insurance and reinsurance companies, agents and brokers, and other intermediaries.

The insurance industry team, which consists of more than 65 members throughout the firm, represents clients in a range of insurance areas, including D&O and management liability, life, health, property and casualty, reinsurance and captives.

Holland & Knight is a global law firm with 1,000 lawyers in 17 U.S. offices as well as Abu Dhabi, Beijing, Bogotá and Mexico City.

The IMA Financial Group Inc. added Communications Manager Tara Tongco Rojas and Communications Specialist

ASTISH14873.indd ASTISH15197.indd 11 ASTISH5333.indd

10 | INSURANCE JOURNAL-WEST REGION March 11, 2013

Jenny Topolosky to its Denver, Colo. office.

Rojas and Topolosky join the team in executing strategic communications plans, brand management, public relations, community relations, social media and marketing for all company offices in four markets across the nation. IMA and its subsidiaries are located in Denver, Dallas and in Kansas in the cities of Kansas City and Wichita.

Rojas has more than 12 years of public relations, corporate communications and community involvement experience.

She previously held positions as the associate vice president, communications specialist at CoBiz Financial and public relations manager at Six Flags Elitch Gardens.

Topolosky specialized in public relations and special events at Carol Fox & Associates. She previously led public relations efforts for Broadway In Chicago at Margie Korshak Inc., and spent two years on the administrative team at Redmoon Theater.

IMA is a financial services company specializing in insurance, asset and risk management with 450 employees and offices in seven markets across the nation.

Insurance Commissioner Scott J. Kipper named Joseph R. Decker deputy commissioner of insurance at the Nevada Division of Insurance.

Decker will be based in the division’s Las Vegas office, where he will manage the consumer services section.

Decker has two decades of loss prevention, risk control and fraud investigation experience. Most recently, he was senior vice president and regional manager of global corporate security for Bank of America, where he managed the bank’s protective services division in a multi-state area. Prior to that he was a risk control and loss prevention manager at Citibank N.A.. He also managed State Farm General Insurance Co.’s special investigation unit for nearly a decade and served as a lieutenant in the U.S. Army Reserve.

The consumer services section of the division handles requests for insurance assistance from the public. Consumers can also file formal complaints against insurance companies and agents, and consumer services will act as a liaison to resolve the problem.

The insurance division falls under the Nevada continued on page 12

1/27/11 9:42 AM 6/11/11 9/6/11 2:54 8:30 PM

www.insurancejournal.com

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People People, continued from page 10

Department of Business and Industry. It has offices in Carson City and Las Vegas.

Woodruff-Sawyer & Co. named Marc Strickland to the firm’s Portland, Ore., office as vice president and account executive of employee benefits.

Strickland will be responsible for overseeing and delivering client service, while also helping to grow the Oregon benefits practice through new business development.

Strickland has more than 20 years of experience in employee benefits. Prior to Woodruff-Sawyer, he was the manager of large group sales at Regence BlueCross BlueShield of Oregon.

San Francisco, Calif.-based Woodruff-Sawyer is an active partner of Assurex Global and International Benefits Network. Woodruff-Sawyer has offices throughout California and in Portland.

Monterey, Calif.-based–Capital Insurance Group named Arne Chatterton vice president of field operations and business relations.

He was most recently senior vice president of the western region for QBE Insurance. Chatterton started his insurance career as an agent/producer prior to becoming an under-

20th Anniversary

writer at Unigard Insurance Co., a Western regional insurer.

He was vice president of marketing and field operations when Unigard was acquired by QBE. He continued his career with QBE, eventually serving as senior vice president of the Western region.

CIG insures personal auto, homeowners, farmowners, condo owners, vacation property, renters, apartment building owners, and commercial and agricultural auto and property. CIG manages personal, business and agriculture risks underwritten by its affiliate companies: California Capital Insurance Company, Eagle West Insurance Co., Nevada Capital Insurance Co. and Monterey Insurance Co. Kim Gately has joined Lockton Denver as a member of its expanding energy practice.

Gately, who serves as vice president and account executive, specializes in structuring complex insurance programs and creating risk management solutions for fast-growing firms in the energy sector.

Gately has experience working in risk management and insurance for energy firms. Her experience includes risk management consulting and loss prevention for energy firms.

Kansas City, Mo.-based Lockton has 60 offices in the United States, Europe, Latin America, the Middle East and Asia and more than 4,550 associates.

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12 | INSURANCE JOURNAL-WEST REGION March 11, 2013

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News & Markets Oregon Report: Workers’ Comp Increases Coming

By Don Jergler

the report, which is issued once every other “We were expecting to see a swing year. “After that they came up with a series around, to see things start increasing,” of modifications in the program to cut Dotter said. down on wasted expense. It’s not just one The report’s national median rate index thing that we changed, there were quite has been on the decline since the early a few different features that have created 1990s. In 2012, the national median rate what some have called a model system.” index was $1.88 per $100 of payroll. The Dotter noted national median that Oregon’s rate rate index peaked ‘We were expecting to see a index was 16 percent in 1994 at $4.35. swing around, to see things below the national It is currently at start increasing.’ median in 2012. The its lowest since state’s rate index had the inception of peaked at 49 percent above the median in the report, which was launched in the late 1990.

1980s to provide data to help Oregon’s gov The state’s employers on average pay the ernment figure out something they kind of nation’s 39th highest workers’ comp prealready knew — the state’s workers’ comp mium rates, meaning 38 states had higher rates were far too high. rates in 2012. Oregon ranked 41st in 2010.

“They needed good data to make deci10:36 AM Dotter said of those who conceived The premium rate index in Oregon is sions,” $1.58, and indices range from $1.01 per $100 of payroll in North Dakota to $3.01 in Alaska. Since 2004 the range between the highest and lowest-cost states has been narrowing, according to the report.

Dotter, a research scientist who spent nine years in the oil industry as exploration geologist before coming to Oregon, said They all have different risks the report works to spur those states with but they all look to you, poor rankings, and he suggested states that their broker, for cost are doing exceptionally well may be taking effective coverage. that for granted.

A&M has A-rated admitted and “If you look at the previous reports and non-admitted multi-markets to look at top 10, the top 10 tend to drop,” cover your client's needs.

Dotter said. “Those at the very top tend to drop more.”

We make it simple.

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Dotter, who expected to see increases by now, said “we’ll see definitely increase in 2014.”

Get covered by the A&M Umbrella Man — One Application = Multiple Quotes He based that assessment on an examination of the notices that come out from different states announcing what is happen(800) 234-6977 ing with workers’ comp premiums. or Fax: (323) 255-0957 “We’re expecting it to go up as of 800 W. Colorado Blvd.

01/01/2012,” he said. “It hit bottom and is Los Angeles, CA 90041 starting to go back up again. I expect it to California License #0323106 start moving up.” www.andersonmurison.com

M

ore data is power, but then again knowledge goes only so far — especially in workers’ compensation.

A report out in late February shows continued workers’ comp rate decreases on average countrywide through 2011, but don’t expect that to continue, one of the report’s authors said.

“What sort of surprised me was that pretty much everyone has continued to go down, to decrease,” said Jay Dotter, co-author of Oregon’s 2012 Workers’ Compensation Premium Rate Ranking Study.

The report uses National Council on Compensation Insurance risk classification codes and information gathered directly from the states themselves. February’s report is an updated and fully expanded version of AndersonMurison.pdf 1 2/26/13 a report put out earlier.

Your clients come in all kinds of shapes, sizes and exposures.

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www.insurancejournal.com

OU TRU N RIS K.

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In addition to developing cutting-edge complex risk solutions, we’re keeping brokers up-to-speed on today’s rapidly changing risk landscape with LexTV, Lexington’s innovative video series for brokers. Our recent NRRA episode gets to the heart of how this momentous legislation will affect you and your clients. Watch it and more at www.lex.tv

Lexington Insurance Company, an AIG company, is the leading U.S.-based surplus lines insurer. AIG is the marketing name for the worldwide property-casualty, life and retirement, and general insurance operations of American International Group, Inc. For additional information, please visit www.aig.com.

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News & Markets Driving Stoned Bill Passes Colorado House Committee

Southern California Hotel Sued Over Corpse in Water

A

T

bill that sets the legal limit to just how stoned drivers in Colorado can be passed unanimously in the House Judiciary Committee.

House Bill 1114 sets the limit for driving under the influence of marijuana at 5 nanograms of active THC per milliliter of blood.

Proponents of the bill, sponsored by House Minority Leader Mark Waller, R-Colorado Springs, and state Rep. Rhonda Fields, D-Aurora, say a standard is more important now because of the passage of Amendment 64, which legalizes marijuana for adults in Colorado, the Denver Post reported.

Those who oppose the bill say 5 nanograms is too low because many regular pot smokers will often have at least that amount of THC in their system.

wo former guests of a Southern California hotel where a 21-year-old woman’s corpse was found floating in a rooftop water tank have sued.

A lawsuit was filed in February in Los Angeles Superior Court against the proprietors of Los Angeles’ Cecil Hotel by Steven and Gloria Cott, deeming it a “class action,” specifies it could apply to “all persons similarly situated,” anyone staying at the hotel between Feb. 1 and Feb. 19.

Elisa Lam’s decomposing body was in one of the hotel’s cisterns while the Cotts and other guests drank water, bathed and brushed their teeth for as long as 19 days.

©2013 AP

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California Bill Battles Workers’ Comp Claims from Athletes

A

California legislator has introduced a bill that would address a “loophole” in which pro athletes, mostly National Football League players, are getting workers’ compensation benefits despite having played on teams in other states.

The bill by Assemblyman Henry Perea, D-Fresno, addresses cumulative injuries that many NFL players are subject to over the course of their careers.

Players file for workers’ comp because it enables those with such cumulative injuries, regardless if a worker is based out of state, to file a claim as long as they can prove they conducted work at some point in California.

The language for Assembly Bill 1309, which would amend sections of the state’s labor code, states: “This bill would provide that an employee hired outside of this state, his or her dependents, and his or her employer shall be exempt from this state’s workers’ compensation laws if the employee is a professional athlete, defined, for purposes of these provisions, to include an athlete who is employed at the minor or major league level in the sport of baseball, basketball, football, hockey, or soccer, and that professional athlete is temporarily within this state doing work for his or her employer.”

The bill was introduced on Feb. 25. www.insurancejournal.com

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News & Markets Passing of Torch at CWCI

By Don Jergler

W

orkers’ compensation wonk Alex Swedlow will become the fourth president of the California Workers’ Compensation Institute following the announced retirement of J. Michael Nolan as president of the group.

Nolan’s retirement is effective May 1. CWCI’s board of directors named Swedlow, CWCI’s executive vice president for research, as his succesAlex Swedlow sor.

Nolan, who is 67, said the retirement comes at a time when he wants a sabbatical and it follows a busy and highly public period during which CWCI served as Michael Nolan an information provider and consultant as California lawmakers and worker’s comp stakeholders worked to revamp the state’s unwieldy system.

“I feel in some ways I’m going out after you win the World Series,” Nolan said, adding that he’s happy to be passing along the reigns to Swedlow. “It’s his time to step to the plate.”

Effective April 2 Swedlow becomes the fourth president at CWCI in nearly 50 years.

Swedlow formally joined CWCI in 2000 as executive vice president of research, focusing on helping to provide data for the 20022004 and 2012 California workers’ compensation reforms.

Swedlow was an independent consultant to CWCI from 1988 to 1999. In 1998, he served as the systems architect and project manager for the Industry Claims Information System Project.

Like Nolan, Swedlow’s message on the leadership change was focused on California’s new workers’ comp law, Senate Bill 863, and ensuring CWCI stays out in front on tracking changes trends created by the sweeping reform as well as changes coming to the healthcare system from the implementation of the Affordable Health Care Act. “I think what the board has signaled in

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asking me to step into this role is a doubling down on our research and data development,” Swedlow said.

Nolan joined the Institute in 2001 as successor to former president Ed Woodward.

His insurance career spans more than 40 years, including 10 years at Argonaut Insurance, where he was senior vice president, general counsel and secretary.

Nolan also testified on workers’ comp issues at public hearings of the California State Legislature and administrative agencies, including last year’s workers’ compensation reform hearings.

“It’s been an amazing ride, but the ride has been a cycle,” Nolan said. “We’ve had the worst of times and the best of times. And depending on which stakeholder community you’re from, your best may be somebody else’s worst.”

Not too long after Nolan took the helm of CWCI, workers’ comp combined ratios were reaching epic proportions, hitting roughly $6 per $100 of payroll around 2003 when he steered CWCI through the millennium’s first round of workers’ comp reforms.

“After that the cost per $100 of premium plummeted,” Nolan said, adding, “from the insurance industry standpoint they were good years.”

After earning his law degree from Georgetown University in 1971 Nolan went to work for a string of insurance groups and holding companies working on securities laws, acquisitions and divestitures, and eventually got licensed to practice law in Maryland, Virginia and California.

Following his retirement from CWCI and a short sabbatical, Nolan intends to reenter the insurance industry or corporate-regulatory law field.

“It’s that time in my life where one chapter closes and another chapter starts,” he said.

Oakland-based CWCI was established in 1964, and is a private, nonprofit organization of insurers licensed to write workers’ comp in California, as well as public and private self-insured employers, who serve as associate members. www.insurancejournal.com

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Minding Your Business Why Not Cluster?

S

ize does matter. Small agencies can give the client a warm and fuzzy feeling, but they usually can offer only basic products.

For those who need to be larger but don’t want to give up their autonomy, a cluster may be the answer.

There are so many things that a firm can accomplish with a cluster … that one firm can’t do alone.

Due to the flexBy Catherine Oak ibility the cluster offers, it is by far the easiest type of association an owner can be a part of, if properly put together.

What is a Cluster?

A cluster is a group of agencies that band together to share some resources.

What to Share Losing direct control of the cash flow is a concern with many independent agency owners. With the typical cluster, each owner keeps his or her own commissions.

They share only those things that they decide as a group that they want and need to share. Cluster members often share some or all of the following:

• Markets; • Office location; • Employees; • Marketing; • Accounting; • Client valueadded services; • Group purchasing power; and • Management.

Cluster Benefits There are so many benefits of being in a cluster. The most important is to have more market clout, which takes the pressure off the individual members to meet volume commitments.

In addition, it is easier to receive larger contingency checks because of this larger volume.

There is also the ability to have cost savings because of sharing people and functions — this can then create more profits.

A wonderful aspect is also the ability for the members to lean on each other and be each other’s board members.

Because there is power in being larger,

Some Key Cluster Considerations • What will be the cluster structure? Will it be very loose and flexible, or a much more formal arrangement with many shared services and expenses?

• Who will hold company contracts?

• Who will have responsibility for the premium collection and trust account — the cluster or each member?

• What is the limit of the cluster’s management control?

• What will be the binding authority for each member?

• How will the admission of new members be handled? Will they be treated the same as the founding members?

• How will the withdrawal from the cluster be handled? Will this impact the umbrella organization? How will markets be affected?

• Should each member sign a non-compete agreement?

• What will be the expense to run the cluster? How will the members be charged to be a part of it?

• Who do the producers represent — the cluster member or the cluster itself?

• Does each agency have its own E&O coverage, or does the cluster have one policy? www.insurancejournal.com

the cluster also gives the members a bigger presence in the marketplace.

Cluster Problems One major concern with clusters or associations is the lack of commitment. The clustering versus merger option can be compared to living together versus marriage: you are partners, but there is no real commitment.

Not everything is perfect for everybody in a cluster. Sometimes there are personality clashes, so the process of choosing members is important. Owners will need to give up some control over their operations, now that some of it is a group effort. This could mean that everything may not work out in one’s favor. If that is at all an issue, then clusters are not for you.

Insurance companies periodically grumble about appointing clusters. Recently, a few major carriers voiced their concern.

The reality is that if you have a good book of business, then a cluster will not be a problem. On the other hand, if there are issues, the carrier might react. This is the same concern whether or not the carrier is working with one agency or 20. The carrier may want to approve the cluster members, continued on page N2

March 11, 2013 INSURANCE JOURNAL-NATIONAL REGION | N1

IDEA EXCHANGE

Minding Your Business Cluster, continued from page N1

once the concept is brought to the carrier’s Succession Planning attention. If there is a bad egg in the clus Because the group members get to know ter — i.e., an agency the carrier does not each other and have the opportunity to like and has taken away its appointment — work together — sharing many things — it might jeopardize the cluster’s appointthere is also an opportunity to use the clusrcai13021101.1a_Layout 1 2/11/13 11:36 AM Page 1 ment with that market. ter for perpetuation of the business.

One major concern with clusters is the lack of commitment.

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N2 | INSURANCE JOURNAL-NATIONAL REGION March 11, 2013

As members want to retire, they can sell their agencies or books of business to an individual cluster member or to the cluster corporation, which will then own it on a group basis.

Clusters might help with financing of acquisitions, as well.

Sometimes a cluster can be used as a prelude to a future merger. It is a good idea because it will allow the two firms to get to know each other before a formal joining of forces. If it does not work out, the separation will not be as traumatic because a cluster is easier to dissolve than a merged entity. For some owners, however, the initial commitment is important, so this twostep approach may not be desirable.

Contact: Michael Maher mmaher@rca-insurance.com 800-526-0147 ext. 239 1333 Broad Street Clifton, NJ 07013 Offices: West Springfield, MA West Palm Beach, FL Orange, CA Dallas, TX Manasquan, NJ Bordentown, NJ

2/19/13 9:41 AM

The Cluster Contract A key aspect of the cluster is having a great contract that covers all that the cluster will share and do for each member. The list includes items such as: • Services to be provided to each agency; • Ownership of book of business; • Buy/sell agreement in case of death, disability or retirement; • Obligations of the cluster; • How to exit or terminate from a cluster; and • Appointment of new cluster member criteria.

For those needing a little support, market clout and power in numbers and volume, a cluster can be the way to go. It is flexible, easy to set-up and can be an excellent solution for the smaller agency that wants assistance and power, but yet retain its autonomy.

Oak is the founder of Oak & Associates, based in Santa Rosa, Calif. The firm specializes in financial and management consulting for independent insurance agencies, including valuations, mergers acquisitions, clusters, sales and marketing planning, as well as perpetuation planning.

Phone: 707-936-6565. Email: catoak@gmail.com. Website: www.oakandassociates.com.

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SPOTLIGHT

Fine Art Fine Art’s Place in the Insurance Market

W

hether it’s in a museum, gallery or in a high-net-worth customer’s home, fine art and collectible items hold special places in the hearts of insureds.

Andrew Gristina, the national segment leader for fine art for Traveler’s Inland Marine, works with artists, collectors, dealers, museums and galleries to help make sure each piece finds suitable coverage in the property/casualty insurance market.

In the following interview with Insurance Journal’s Andrea Wells, Gristina talked about what’s considered a fine art and collectible item, the criteria used to evaluate such items for proper insurance coverage, the role industry partners play in this process, and why insuring fine art remains a good insurance market.

Insurance Journal: What you consider fine art? Is it something solely based on value?

Andrew Gristina: I use fine art as a catch phrase or a catch-all term, but actually a more appropriate term sometimes is cultural property. It’s really anything that has a value beyond just the cost of the materials. So these can be objects that are historically significant, like documents or archives, or even in some cases sound recordings, those kinds of things. But it’s also flat works.

If you think about the most common examples, it’s the old master painting that hangs in a museum, but also outdoor sculpture, antiques, artifacts … fossils and paintings. If you go to a natural history museum that has dinosaur bones, that’s also included in what we consider fine art. And then the property that goes along with that … When you go to a museum, you also have the cases and the infrastructure that they use to display the art. We also work with that.

IJ: What criteria do you consider when you’re evaluating a piece of art for coverage?

N4 | INSURANCE JOURNAL-NATIONAL REGION March 11, 2013

Gristina: When we look at a collection for coverage, we’ll look at lots of different components. … the more standard insurance criteria, such as the type of building, protection class, fire protection of the building, security, and we’re also going to look at the type of art that we’re considering. So is it antiques or is it collectibles, or is it contemporary art? We don’t actually do appraisals for art — that’s not our role.

What we do is to help the agent understand whether we can validate the values that people have on the collection, and then we look carefully at how the art is being used. Our different policies have different valuations.

For a museum, that’s not in the business of keeping track of the values of all of its art — it’s in the business of displaying art and educating the public — if something were to happen, we figure out what the value is at the time of loss. For dealers who are selling art, then we work with them on more of an inventory basis, and we work with them on a cost-plus basis or a selling less basis to indemnify them. If they’re private collections or corporate collections, something that’s more static, we

look at a schedule value.

So when we’re considering all of these, we want to look at who we’re insuring and how they’re using the art to get an appropriate valuation.

IJ: For museums the art may ‘live’ there, but for art galleries artists display their work for a certain period of time. What role does the artist play in insuring his own work while it’s on display?

Gristina: In galleries, where it is sort of a constant flow of art, and it’s inventory, the idea is to get things up.

These are objects held for sale, for the most part. Galleries do occasionally do things that aren’t for sale. At most galleries, their inventory is far too fluid to keep on a scheduled value basis, meaning you couldn’t possibly put things on and off the schedule every time you put out something again, or every time you sold something, or every time you took something on consignment or got a new work from a living artist. It would become a paperwork nightmare.

We have a policy that’s directed specifically at that industry niche, which has a blanket limit. We talk to them about www.insurancejournal.com

how much they have in inventory at any insuring their work. So, they turn to the galone time, and then provide an unscheduled leries they work with to provide them with blanket limit on that. insurance. It’s not 100 percent.

Blanket’s not quite the right term, but unscheduled limit is the correct term IJ: What’s the difference between — where they don’t have to report to us a conservator, authenticator and an everything that’s in there. But the important appraiser? What part do they play in thing is, and it’s important for their agent the claims process for fine art? to understand, that they then have to have Gristina: Conservators are people that very good record keepwork to manage the ongoUnlike other types ing as far as inventory ing care of art, and if the of property, fine art art has been damaged goes, so that if there is a loss, they can tell us holds a special place also (work in) repairing, what was lost, and how, stabilizing the art, and in peoples’ hearts. who, where do they get hopefully bringing it back it, what was it valued, (and) if they own it. to the condition that it was before, when If they owned it, then we can pay them on possible. Authenticators are a different their cost plus a certain amount. If it was story. Authentication, it’s a tricky business borrowed from somebody, do they have an because there’s a lot of money tied in it. agreed amount, a consigned amount for that Recently, the Warhol Foundation announced piece? Or if it’s a living artist, what’s the that it was no longer going to do authentrack record of that artist, so we can estabtications because of the liability. Those lish a value for what was lost? groups (authenticators) that try to establish whether or not a work is legitimate are IJ: Do ‘living’ artists also have their different from conservators who simply own insurance? try to provide physical care for the objects.

Gristina: They do. Now, with artists, Appraisers, who are a different group, are they’re wonderful people and I really enjoy looking at how to manage a market value of working with artists, but insurance is not a piece, and what the history of a piece is, something that gets them excited. So, most and what the prominence of a piece is. of them don’t have insurance for their collections. … We do work with some of the IJ: Do you see many agents that are not well-known names, highly established artspecialists, or is it a market for agents ists. Most emerging artists are really worthat focus on the art community? ried more about creating than they are about Gristina: We see both, and both types

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do a very good job. We work with agents that represent clients on all of their risk … and then we also work with a great group of fine art specialist agents that really focus on just handling their clients’ fine art needs and the risk associated with that. What I find most important for that is that the client and the agent have a good and open relationship where they can talk to each other.

IJ: Lastly, describe the fine art the insurance market today.

Gristina: Fine art is not in a vacuum.

It went through the same soft market that the rest of the insurance market went through over the past eight years or so. But it continues to be a profitable line of business, and our loss ratios reflect that.

There are several reasons for that. I think most importantly, it’s because unlike other types of property that you deal with, fine art holds a special place in peoples’ hearts. Very often there is a sentimental attachment to it, or it’s a highly prized object, as opposed to maybe something else that can be replaced. There also is competition in the marketplace, both domestically and from foreign markets, because that loss ratio is so good and because there’s value there. Fine art is, what I like to say to people, is the most valuable property on earth by weight. Not all of it, but some of it. And any time there’s that kind of a value associated and risk associated, there’s a market for insurance.

2/27/13 8:51 AM

March 11, 2013 INSURANCE JOURNAL-NATIONAL REGION | N5

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Antique & Classic Boats Market Detail: Hagerty Insurance Agency Inc. (www.hagerty.com) provides coverage for collector vehicles. Agreed value coverage and flexible usage available at competitive rates.

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N6 | INSURANCE JOURNAL-NATIONAL REGION March 11, 2013

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www.insurancejournal.com

SPOTLIGHT

Home & Auto 10 Things to Know About Home & Auto

www.insurancejournal.com

There are more than 132 million housing units in the United States, more than 80 million of which are detached, single-family homes.

Roughly one-in-four of those homes were built prior to the 1970s. (U.S. Census Bureau)

In 2011, less than 1 percent of those with liability insurance had a bodily injury liability claim, while 3.5 percent of those with liability insurance had a property damage liability claim.

(Insurance Standards Office)

In 2011, homeowners insurance accounted for 14.9 percent of the total direct written premiums for all property/casualty lines of insurance. (SNL Financial LC)

Passenger cars per capita in the U.S. numbered 627 to 1,000 people as measured from 2008 to 2012. It was 427 in the United Kingdom and 472 in Norway. The per capita in Bangladesh was 2. (The World Bank)

A 2012 poll found 96 percent of homeowners had homeowners insurance, but only 31 percent of renters had renters insurance. (Insurance Information Institute)

In 2011, auto insurance paid out $117.4 billion for auto insurance claims. (Insurance Information Institute)

Five million existing-home sales are expected to occur this year, and the median home price in the U.S. was $173,600 as of January. (National Association of Realtors)

There are more than 1,700 fatalities and 840,000 injuries yearly due to vehicle crashes on public highways.

(National Highway Traffic Safety Administration)

More than 15.4 million new vehicles will be purchased or leased in the U.S. in 2013, up by 1 million vehicles over 2012. (National Automobile Dealers Association)

Sending/receiving a text takes a driver’s eyes away from the road for 4.6 seconds, the equivalent of driving the length of an entire football field, blind.

(U.S. Department of Transportation)

March 11, 2013 INSURANCE JOURNAL-NATIONAL REGION | N7

SPECIAL REPORT

Personal Lines

M

any believe there is still opportunity for independent insurance agents and their carriers to grab personal lines market share. But to do so they must find a way to compete against the giant direct response and captive carriers that are beating them at personal lines. While technology must be part of independent agents’ strategy, that alone is not enough.

“There are a small but growing number of agencies that are seeing that personal lines actually has some great opportunities for them,” says Steve Anderson, a technology expert who advises insurance agents how to use technology to increase revenue.

The high-tech tools that will enable agencies to grow their business in personal lines already exist, Anderson says. “We could argue how good it is, or what pieces are we missing, but the reality is there’s more technology available today for personal lines than there ever has been to streamline both the sales and the service process.”

For agencies to beat the competition in personal lines requires more than technology, he says. It requires a change in the way agents think and how they do business.

“The agency actually has to think differently about how

N8 | INSURANCE JOURNAL-NATIONAL REGION March 11, 2013

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to implement technology and use those tools in their organization,” Anderson says.

But Anderson says the opportunity for agents to grow in personal lines is there.

“I believe there’s lots of opportunity in the personal lines arena to build the book. It really takes a marketing mindset. I think that’s where a lot of agencies are struggling.

There is certainly technology, which can really help them with that process.”

Personal Lines Game For years, independent agencies have been losing their grip on the personal lines market.

In the personal auto insurance market alone, direct response carriers grew their share of the market 10 times faster than independent agency companies, according to the study by Independent Insurance Agents & Brokers of America, “2011 Property/Casualty Insurance Market: Opportunities & Competitive Challenges For Independent Agents & Brokers,” released in March.

Direct response insurers now control more than one in every six dollars of personal auto premiums. If that growth rate holds, direct writers will approach 20 percent of the auto market share in the next year or two, the IIABA report says.

But technology is closing some of the gap, some say.

“Technology has enabled agents to level the playing field with direct writers by being visible in the Internet space with millions of consumers,” says Angelyn Scardino Treutel, president of SouthGroup Insurance, Gulf Coast in Bay St. Louis, Miss., and former chair of ASCnet, the Applied Systems user group. “Internet shoppers do much more research online, but they prefer to buy complicated products from a real person, and that is where agents add value.”

Anderson agrees. “Agencies have a great story to tell and could compete pretty effectively if they have the opportunity.”

Another consideration, according to a survey by Reagan Consulting, is that personwww.insurancejournal.com

al lines represents twice the profit potential than commercial lines, Anderson says.

“Personal lines is perhaps one of the best opportunities available to the agencies,” Anderson says.

Independent agents also have an advantage through technology when trying to gain personal lines market share, Treutel says. “Independent agents provide choice, convenience, and advocacy for their clients, which in today’s fast-paced world is very appreciated by consumers.”

If agencies will look at personal lines a bit differently the opoortunity for growth is there, Anderson says. “From a technology standpoint, there are some real tools available, if they’ll use them,” he says.

The only thing standing in the way is the agent, Treutel says. “Agents are only hurt by not embracing the available technologies.”

Game Changer Insurance customers are using technology to their advantage and so should agents, says Stephen Moriyama, senior vice president of Hayward Tilton & Rolapp Insurance Associates Inc., an independent agency headquartered in Southern California.

“With the proliferation of the Internet, consumers have become very savvy,” Moriyama says, “Knowledge is power” for both consumers and the agent, according to Moriyama, who also serves as incoming president of the Vertafore user group NetVu. Moriyama, an agent for 24 years, says years ago his agency could provide just one or two quotes for a personal lines prospective client.

Today, that’s not enough. “You have to canvass the market.” To do that, independent agents have to use comparative rating technologies just to survive, he says.

“That’s were technology has really changed things,” says Bruce Winterburn,

vice president of industry relations at Vertafore.

Comparative rating systems have been a game changer, Winterburn says, allowing agencies to aggregate a rate for all of its carriers. “They can enter the data one time and in an instant get a quote for every one of their carriers,” he says.

While technology has opened the door for consumers seeking information on insurance, it also has led to new ways that the industry can profile risk.

“Today there’s an unbelievable amount of information that goes into generating a guesstimation of risk for a premium,” Winterburn says. “Without technology it’s almost impossible to know where a carrier is going to fall on a given risk.”

In Winterburn’s view, the industry is nearing a point where each individual will have their own unique set of characteristics that add-up to a premium just for them.

“We are almost getting to a rate for one or a premium for one,” he says. “To me that’s where technology has made an independent agent competitive to a degree that they weren’t in the past in personal lines.”

Anderson sees agents putting more emphasis on website development and their ability to allow for personal lines quoting directly from an agency’s homepage.

“The personal consumer is definitely starting their research online, with a Google search,” Anderson says. Technology focused on website rating, search engine optimization, and search engine marketing is a piece of the puzzle in winning personal lines market share, according to Anderson.

“Being available online is a key part of how they can, at least initially, contact and interact with consumers,” he says. continued on page N10

March 11, 2013 INSURANCE JOURNAL-NATIONAL REGION | N9

SPECIAL REPORT

Personal Lines High-Tech, continued from page N9

Social Marketing and Mobility One way to beat the competition is through the use social and digital marketing methods and technology that allows mobility in the sales and service process, the experts say.

According to one agent, the digital world is a perfect tool for insurance agents trying to build strong relationships with clients and others.

Social and digital marketing enhances relationships, says Jason Cass, owner of the JDC Insurance Group based in Centralia, Ill., who also serves as chair of the IIABA’s Young Agents Committee. “It’s is a branding, marketing and relationship building tool,” Cass says.

That doesn’t mean agents can’t make sales too, he adds. Cass has built his agency on nothing but social media and digital market methods.

“I don’t advertise in the phone book, on just five or six years ago, but in today’s TV, in the newspaper — the only place I social media world one post or blog entry advertise is on Facebook,” he says. creates value and builds stronger relation His Facebook page, JDC Insurance Group, ships with clients, he says. has close to 4,800 “likes” “Whether they are your ‘Today, we can think client or your prospect, and counting. He posts regular comments to outside the realm of you are touching them.’” his page and writes an Not only can Cass customer face-to-face provide insurance-related blog insurance-related in-person interaction.’ information to his clients at least four-to-five times a month. But it’s and prospects, those same not just about selling insurance; it’s about individuals learn more about Cass’ personal relationships, he says — relationships that life. More importantly, Cass learns more often develop into personal relationships, about the lives of his clients and prospects. thanks to Facebook.

“This is how we need to be selling,” he “I’m at a lot of sales and marketing meetsays. “It’s more personal.” ings. They say you need to touch your client To compete, agents need to move beyond at least two to three times a year,” Cass says. the tradition client-agent relationship, says “Well, how about trying to touch them three says Joyce Sigler of Jones & Wenner in Ohio times a week?” and the Real Time/Download Campaign That would have been impossible to do co-chair. “Today, we can think outside the

Project CAP 2013

I

ndependent agents should soon be getting some help with their personal lines sales — better late then never.

The delayed Consumer Agent Portal — backed by the Independent Insurance Agents & Brokers of America Inc. (IIABA) and six investor insurance companies — promises big changes.

Its backers hope that when it is launched, as is now promised in mid-2013, Project CAP should help the independent Charles “Chip” Bacciocco agency channel recapture and grow critical market share in personal auto insurance — a world that’s driven substantially by digital marketing and sales.

Direct response carriers grew their share of the personal lines market 10 times faster than independent agency companies from 2010 to 2011, according to the IIABA’s “2011 Property/Casualty Insurance Market: Opportunities & Competitive Challenges For Independent Agents & Brokers” report released in March.

Independent agents’ personal lines market share has been on a steady decline for the past 20 years.

That trend could change if Project CAP delivers on its promise to develop an online shopping option for real-time quote comparisons in personal auto insurance available exclusively from IIABA and Trusted Choice members.

In 2011, leaders in the independent insurance agent distribution N10 | INSURANCE JOURNAL-NATIONAL REGION March 11, 2013

channel developed the Minneapolis, Minn.-based Consumer Agent Portal LLC as a vehicle to provide digital marketing and media services to agencies, brokerages and carriers in personal lines.

Project CAP had financial backing from the IIABA with its Trusted Choice brand, along with investments from six insurance carriers: Central Cos., Safeco Insurance, The Main Street America Group, Selective Insurance Group, State Auto Insurance Cos. and Westfield Insurance.

The consumer website was supposed to launch in 2012. But as of March 2013, it is still in development; its introduction is still weeks, even months away.

Project CAP has had setbacks, acknowledges Charles “Chip” Bacciocco, the newly appointed CEO of Project CAP. The biggest has been the delayed live launch of the portal on TrustedChoice.com.

Bacciocco would not reveal the total dollars invested by IIABA and its carriers on Project CAP but “a substantial investment has been made,” he told Insurance Journal.

“There was an expectation that the portal would be available in the marketplace much earlier than it in fact has been available,” Bacciocco says. “And so that caused a little bit of disappointment.

Probably expectations were set a little bit too high before thorough research was done into just how complicated a project that is.”

Despite the delay, supporters remain committed to the project, he says. “All six founding companies remain strong and active supporters of Project CAP,” he says, and 18 carriers total have signed up to participate in the consumer portal. www.insurancejournal.com

realm of customer face-to-face in-person interaction. Technology allows us to be anywhere, anytime,” she says. That allows agents to tailor needs to the individual and react as never before.

Being mobile is just as important in today’s fast-paced world, Cass says. “Mobile is huge and it’s going to get bigger.”

One easy transition agencies can make to become “mobile” is to ensure their agency’s website is “mobile ready,” Cass says. “Not having a mobile ready website drives people crazy,” Cass says. It’s easy to do and very affordable, he says.

Anderson, the technology consultant, sees some agencies beginning to experiment with mobile apps for smartphones or tablet devices in an effort to become more mobile.

“That is beginning to get some play although I think that’s probably a small piece right now,” he says. “From a customer

service standpoint, providing some functions into either agency systems or agency processes for mobile devices, be it a smartphone or tablet type devices, is another area where I’m seeing agencies experiment.”

Anderson says the industry hasn’t identified exactly what the consumer wants when it comes to technology tools in personal insurance, but he predicts that agencybranded mobile apps that offer customer service options, such as auto ID cards, requesting vehicle changes and basic customer service activities will become more important in the future.

One of the biggest problems Anderson sees agencies making in personal lines is what he calls “followup failure.” Most agencies do not do a good job of following up with prospects and clients to offer additional services, additional policies or upgrades to policy limits, he says.

Bacciocco took the helm of Project CAP on Dec. 17, 2012, replacing Scott Deetz who served as the organization’s interim CEO. Bacciocco says he’s now in the process of developing Project CAP’s permanent ongoing management team.

According to Bacciocco, the organization is now on track to deliver the Consumer Agent Portal in the spring of 2013, a development he believes will make a difference for independent agencies in their fight to win market share in personal lines.

Himself an agent by training, Bacciocco says he understands the needs of the independent agency channel.

He began his career with Rollins Burdick Hunter in 1988, which later became Aon. In 1999, he left to run Gallagher’s e-business practice group, before moving to Zywave in 2006, where he held the position of senior vice president. After that he returned to Aon to run its small commercial and personal lines division, and just prior to joining Project CAP he built a start-up called Nickel River.

In this interview with Insurance Journal’s Andrea Wells, Bacciocco discusses why the industry needs Project CAP and what’s to come for the organization and the Consumer Agent Portal in 2013. To listen to the full podcast interview, visit: www.InsuranceJournal.tv.

Why does Project CAP exist?

Bacciocco: Project CAP, an independent company formed about www.insurancejournal.com

Customer relationship management and marketing automation technologies can help, he says.

“It’s not just a place to list prospect information. It truly is creating a multistep, marketing process, a system software program and process,” Anderson says. “The benefit is that the agency doesn’t have to have personnel to remember what to do next. The system is built to allow them to do that.”

Vertafore’s Winterburn says the technology is there. “We’ve reached a point where technology has almost leapfrogged our imagination,” he says. “So a lot of agents are still struggling to figure out how to take advantage of some of those technologies.”

Anderson believes agencies can grow with the right technology. “Personal lines is just a huge opportunity for those agents who are willing to work on it,” he says.

two and a half years ago by the IIABA and about six independent agency carriers that all together identified a need.

That need was, and the purpose for CAP is, to help the independent agency channel to recapture and grow in a world where frankly the marketing dynamics have changed substantially. Where they have seen the direct markets and captive agency markets definitely intrude on the traditional space of the independent agent. That market share loss was fairly steady for the last 20 years. That’s pretty evident. You can see on television how much advertising there is by the direct insurance carriers and captive agency markets. We think — and we are certain that the independent agent offers a substantial value to a huge percentage of customers that really aren’t aware quite as much as they should be of the value that the agent adds in terms of offering customers choice. … We want to help agents to reeducate the public about that value proposition that independent agents offer.

What would you consider to be some accomplishments that have happened at Project CAP? And has the organization continued on page N16 March 11, 2013 INSURANCE JOURNAL-NATIONAL REGION | N11

CLOSER LOOK

Public Entities 14 Keys to Insuring Water-Related Entities

W

ater is a precious natural resource entrusted to water entities across the country. These entities include public and private water companies, irrigation companies, conservation districts and more. They face many challenges, from water main breaks to water quality and treatment issues. In many cases, water systems are being pushed to the limit by growBy Mark McCrary ing urban populations.

Such complex risks require specialized coverage unique to this class of business. Understanding these risks can help agents and brokers guide waterrelated entities to the right coverage.

Here, we have outlined 14 coverages and features you need to consider when writing a water-related entity.

Liability 1. Failure to Supply. The largest exposure for entities that supply water is the “failure to supply” water to its customers. This exposure can be considered either “purposeful and accidental” or “sudden and accidental.” It’s an important distinction because standard ISO forms usually exclude failure to supply unless the failure is sudden and acciden-

N12 | INSURANCE JOURNAL-NATIONAL REGION March 11, 2013

tal. For example, if a water company or and lubricants, hostile fire, natural or municipal entity intentionally shuts off propane gas used in treatment, potable the water in an effort to repair a line water supplied to others, sewer back-up break, a claim might be denied because and line break, and an urgent response it may be interpreted by claims as purto protect property, human life, etc. poseful and intended. It’s best to avoid 5. Defense Outside the Limit. For pubISO forms and choose a specialty policy lic officials and management liability that has more specialized forms. claims, legal defense costs can mount 2. Water and Wastewater Professional and erode limits. That’s why you should Activities only seek coverage The largest exposure for for defense costs Endorsement.

General liabilentities that supply water outside your general ity coverage, by is the ‘failure to supply’ liability limit. This design, typically prevents any defense water to its customers. excludes profescosts from eroding sional liability, your limit of liability. so if you make a mistake in water 6. General Liability Limits. When looktesting and a consumer is sickened or ing at general liability limits, it is best to killed, it may not be covered under choose a $1 million per occurrence limit a standard policy. Look for a water and a $3 million aggregate. Given the and wastewater professional activities many facets of water and sewer operaendorsement on the general liability tions, the $1 million or $2 million aggrepolicy. This coverage, which is triggered gate found in many standard policies by a lawsuit, protects an entity and may not be sufficient and may send the should cover bodily injury as well as insured into their umbrella, if available, property damage. for additional limits.

3. Medical Expense. Choose medical 7. Cyber Liability. When choosing expense or medical pay coverage with cyber liability insurance to cover losses realistic limits. This covers medical triggered by data breach incidents, expenses for someone injured in a facilit’s important to include privacy crisis ity. For example, this could be a young management expense coverage. This student on a field trip to a water procovers a variety of costs associated with cessing plant who slips and falls and determining first-party costs such as the breaks an arm. Typical limits cause and extent of the privacy breach, are $5,000, which is often unrecrisis management review, expenses alistic. Look for a limit closer to associated with notifying affected par$10,000. ties, credit monitoring and other often 4. Pollution Liability. How costly services. many pollution liability exceptions are in the general liability Property policy you’re considering? If 8. Property Limits. To avoid falling it’s a standard policy, there are short on property losses, you may want probably very few and they may to consider a total blanket limit combinhave sublimits. Look for general ing coverage for both real (building) and liability policies that cover the personal (contents) property. This is application of pesticides or heradvantageous in the event of a large loss bicides, chemical use in water/ when an entity will want to combine wastewater treatment, escape the limits. In addition, separate limits of mobile equipment fuels for loss of income and extra expense are www.insurancejournal.com

can be severe for entities whose property is not insured to proper value in a loss. Find property coverage without restriction.

preferred, looking for at least $250,000 for each, rather than having them grouped with other coverages and sublimited.

9. Pollutant Cleanup and Removal. A typical ISO policy will only have a $25,000 covered cause limit for first party pollution clean up.

You may need more for events not covered by this type of policy. By adding a $100,000 limit for specified cause of loss, the policy provides extra coverage for losses caused by fire, lightening, windstorms and other events.

10. Underground Piping. Look for property coverage for underground pipes that extend to within 100 feet of the premises. In some cases, more coverage may be needed and endorsements should be available up to 1,000 feet.

11. Co-insurance Penalties. These penalties

Inland Marine, Auto and Excess 12. Inland Marine. Too often tools and equipment may not be adequately covered.

Blanket tools and equipment coverage should include construction equipment, pay up to $10,000 for any single item and include replacement cost, rather than actual cash value which factors in depreciation.

For scheduled equipment coverage, which includes equipment such as forklifts, skid steers and backhoes, better policies offer a replacement cost option and include rented or borrowed equipment coverage.

13. Auto. Look for a single physical damage deductible that will apply if multiple

vehicles are damaged during an emergency.

14. Follow Form Excess Liability. Finally, yet very important to the insurance program, look for $10 million per occurrence/ annual aggregate without exclusions that could leave the water/sewer entity exposed.

Not all insurance policies are created equally and many standard ISO forms can leave water-related entities under water.

But if you make sure the 14 key features described here are included, you will have a program that is truly responsive to the unique needs of your clients.

McCrary is president of Glatfelter Public Practice, a division of Glatfelter Program Managers, which is focused on public entity business (municipalities, miscellaneous public entities, educational institutions and water-related entities). Website: www.glatfelterpublicpractice.com.

City of Hope’s NatioNal iNsuraNCe iNdustry CouNCil iNvites you to joiN us at

Hoops for Hope Monday, April 8, 2013 Check web site for local event times

This special event gives you an opportunity to network with your colleagues while watching the 2013 NCAA National Championship Basketball Game. All proceeds benefit City of Hope’s mission to save more lives.

Find a Hoops for Hope event in one of these cities: Los Angeles, San Francisco, Phoenix, Des Moines and Chicago.

To register or for more information go to cityofhope.org/hoops or call 800-272-2310, ext. 26370

Greg Case President and Chief Executive Officer of Aon 2013 National Insurance Industry Council Spirit of Life‰ Honoree

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March 11, 2013 INSURANCE JOURNAL-NATIONAL REGION | N13

CLOSER LOOK

Public Entities How Benefit Professionals Can Help Small Public Entities Save When Complying With GASB 45

T

he sluggish economy has left many struggling in recent years — individuals, families, small businesses, large corporations, states, and even entire countries. One group that’s been particularly hard hit — struggling with decade’s worth of debt, evergrowing expenses, and an eroding tax base —

By Samuel H. Fleet is municipalities.

Since 2010, more than 30 municipalities have filed for bankruptcy including Harrisburg, Pa., and San Bernardino, Calif., according to Governing.com.

It’s not just the economy that’s been posing a challenge for these public entities in recent years. A 2006 Government Accounting Standards Board (GASB) regulation has added to the pressure, forcing municipalities to release estimates of liabilities related to their future retiree health and dental benefits — and the numbers are daunting.

To put it in perspective — California and New York have released cost estimates for unfunded liabilities of $48 billion and $50 billion respectively, while smaller communities Rye, N.Y., and Berkley, Mich., estimated their unfunded liabilities at $40 million and $22 million.

With such large numbers now posted prominently on their financial statements, municipalities are anxiously looking for ways to reduce their future healthcare liability. In addition to the reporting and administrative costs public entities must endure to comply with GASB 45, posting a huge liability on their books can negatively impact their ability to raise capital. Ratings agencies like Moody’s and Standard & Poor’s may downgrade their respective bond ratings, which could increase their cost of borrowing.

N14 | INSURANCE JOURNAL-NATIONAL REGION March 11, 2013

Solutions for Compliance One solution was recently proposed

by Minnesota in a position paper on GASB 45. The state auditor indicated that all public entities are not necessarily required to incur the costs of an actuarial study as many public entities may have assumed. Small public entities with less than 100 plan participants can use a do-it-yourself actuarial calculation. Public entities, which have more than 100 plan participants, but have low participation by retirees in their health plans and a low unfunded liability, may also use this alternative calculation method instead of incurring the cost of an actuarial study, the auditor concluded.

The best option for the public entity depends on its unique circumstances, but possible solutions include: Contract Out. By using a third party administrator with access to a national pool of retirees, public entities can create a separate plan for their retirees. This approach can eliminate uncertainty in annual costs, spread the risk, reduce administrative costs, and offload customer service responsibility while reducing OPEB liabilities.

Employ a PDP. While Medicare Part D has complicated the retiree health benefits picture, a compelling case can be made for contracting with a Prescription Drug Plan (PDP).

This can provide an alternative that can avoid the costly strings attached to a retiree subsidy, shift risk to the PDP and federal government, outsource customer service and retiree education, and convert an unfunded liability to a current, quantifiable cost.

Terminal Funding. Terminal funding is a fixed-annuity contract that an employer can purchase to provide guaranteed payments to a designated group of participants under a defined contribution plan. It’s an efficient, lumpsum-payment method of retiring longterm liabilities while providing retirees a guaranteed benefit.

HRA Notional Accounts. Health Reimbursement Arrangements (sometimes known as Retiree Reimbursement Arrangements) allow employers to deposit an annual contribution for each retiree into a tax-free personal account.

The funds can be used for purchasing Medicare Advantage, supplemental insurance or paying out-of-pocket medical costs. This approach returns control of healthcare choices to the retiree and streamlines administrative processes and costs.

Solutions for compliance with this costly regulation do exist and they present a ripe opportunity for agents and brokers to expand their relationships with public entity clients and prospects. Benefit professionals can gain the knowledge to broach this subject by uniting with a partner with experience in retiree benefits, prescription drug plans, and employer group waiver plans.

Insurance agents and brokers can provide new and existing clients with a broad understanding of GASB 45 along with creative ideas on how to reduce the costs associated with benefits impacting public employers.

Fleet is the president and CEO of AmWINS Group Benefits. www.insurancejournal.com

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SPECIAL REPORT

Personal Lines Project CAP, continued from page N11

experienced any failure or hiccup along the way?

Bacciocco: Obviously any organization that’s as young as ours is bound to have both. At least we want to definitely have more of the former if we can. The greatest success that we’ve had is generating a large amount of awareness of this issue of how independent agents are going to market themselves in a world that has fundamentally changed in terms of marketing. What do they do in a world where the social web is more important really than any other medium, where digital marketing by far outweighs all of the traditional forms of marketing where most of them were trained just a few short years ago? ...

All forms of print advertising and more traditional forms of marketing are decreasing in their effectiveness, and digital marketing and all of its variations are overwhelmingly increasing. Just creating that awareness and galvanizing an energy within the industry — not only among agents but also among the carriers and among vendors that this is a vital trend that they have to be responsive to immediately and put real energy and thought into — that’s been our biggest success. …

The biggest setback or hiccup is without a doubt that there was an expectation that the consumer portal after which Project CAP is named — CAP stands for Consumer Agent Portal — there was an expectation that the portal would be available in the marketplace much earlier than it in fact has been available. And so that caused a little bit of disappointment probably. Probably expectations were set a little bit too high before thorough research was done into just how complicated a project that is. We are obviously underway now to deliver that in the spring of 2013.

it. Now they may not like it. This is a management challenge for the whole industry. …

The other ironic thing here is that digital marketing represents an opportunity really for agents to do what they’ve always done best, which is to leverage personal relationships. So even though they’re doing it in a new medium through slightly new tools, it’s really what they’ve always done best, which is communicate the fact that they have that expertise and that advocacy, that they’ll help customers and building that level of trust and confidence between themselves and a customer. That’s exactly what the social web allows them to do.

Do you worry that some momentum or support from agents is dwindling because the portal has been delayed?

Bacciocco: I don’t think so. It’s really genuinely inevitable, there’s no doubt.

Have there been setbacks? Sure. Are they concerned? Sure, absolutely. Once we get the portal launched and once we show them how ... and by the way, the portal isn’t the whole solution. That’s just half the strategy. The other half of the strategy is understanding how to leverage your own agency’s branding power on the social web using digital marketing tools, content and tactics. And part of CAP — in fact some people would say two-thirds of CAP, but I would say it’s half — is devoted to educating agents and putting these other tools in their hands.

If the consumer is coming to them

Do you think independent agents understand why CAP is important and how it might help their agencies sell more business?

Bacciocco: Yes, they do. There’s no doubt of that, especially because of that awareness we’ve generated. There are so many different people now talking about N16 | INSURANCE JOURNAL-NATIONAL REGION March 11, 2013

through the portal, that’s great. We want to make sure that they’re available for that kind of an opportunity, but we also want them to be on Facebook, and LinkedIn, and Twitter, and everywhere else that the customers are. We want to teach them how to get referrals through these social networks.

We want to teach them to do all the things they need to do to have a complete branding and marketing strategy on the Internet. That’s what it’s about and yes, they will get there. Are they a little disappointed that it didn’t come last year?

Sure. Will they adapt as soon as it is here?

Yes, they will.

What is the other half of Project CAP? Is it digital marketing programming?

Bacciocco: I wouldn’t call it programming. We call it products and services. I think of it as a whole host of tools and services — some are software, some are consulting — to get agents to, for example, have a better website that’s integrated with the social web, that’s giving them better email tools, that’s teaching them how to do a Facebook campaign, that’s teaching them how to get referrals through either Facebook or LinkedIn. It’s a whole combination of both software tools, automation tools, and actual learning services and consulting services. Through that they learn this new form of marketing and how to leverage all these various capabilities that are out there.

You have the six carriers that you initially started with that have supported you. Have other carriers been receptive to what you’re trying to accomplish?

Bacciocco: Absolutely. They realize this is their marketing channel too.

They understand every bit as much and maybe more so. They’re a little bit more analytical and they understand that this channel is their lifeline to revenue growth in the future. They’re very interested in helping agents to

continued on page N31

www.insurancejournal.com

2013

2013 Hospitality Risks Directory

Hospitality Risks Directory

S

earching for the right market for a hard-to-place hospitality risk? Look no further than Insurance Journal’s Hospitality Risks Directory — a comprehensive listing of excess and surplus lines intermediaries and carriers offering hospitality risks coverage nationwide.

The information listed in this directory has been compiled to serve as a resource guide for independent agents and brokers looking for superior markets for everything from nightclubs to special events, hotels to motels, spas, resorts and restaurants too.

All markets profiled in this directory have been updated with the most current information available provided directly by the intermediaries and carriers writing the coverage. IJ has made every attempt to ensure the accuracy of all information listed in this directory.

To submit a listing for future Hospitality Risks directories, e-mail Kristine Honey at: khoney@insurancejournal.com, or visit: www.insurancejournal.com/ directories. We hope you find IJ’s 2013 Hospitality Risks Directory to be a useful tool when searching for quality markets.

To comment on this directory, or any other IJ resource, please e-mail: editorial@insurancejournal.com.

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March 11 2013 INSURANCE JOURNAL-NATIONAL REGION | N17

2013 Hospitality Risks Directory Bars/Night Clubs

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Southern Insurance Underwriters, Inc. CMGA Specialty Insurance (and Taverns)

Swett & Crawford TAPCO Underwriters, Inc. Tejas American General Agency Towerstone, Inc. Trinity E&S Insurance Services, Inc. Tuscano Agency U.S. Risk Insurance Group, Inc. Unifax Insurance Systems, Inc. Unisource Program Administrators USG Insurance Services, Inc. W.A. Schickedanz Agency, Inc. Western Surplus Lines Agency, Inc. Westrope Westrope General Agency Westrope Insurance Managers of Florida, LLC Wright Insurance Services, LLC Yates & Associates Insurance Services

States Available TX Most States

All States

All States Most States LA NM OK OR TX WA Most- see website for specifics CA CT MA ME NH NY RI VT All States All States IL IN OH AR IA IL IN KS KY MO OK TN All States AZ IA IL IN KS KY MN MO ND NE NM OH SD TN WI AL FL GA SC TN CA CT DE FL GA IL MA MD MI MO NJ NY OH PA RI TN All States Most States TX Most States AZ CA NV OR Most States All States CA All except Monopolistic All States IL MO LA NM OK TX All States CA IA IL KS MO NE FL All States CA

Bed & Breakfasts

Market A.I.I. Insurance Brokerage of Mass., Inc. Agency Intermediaries, Inc. Agostini Wholesale Insurance Services

All Risks, Ltd. American Management Corporation

Anderson & Murison, Inc. Appleby & Sterling Arlington/Roe & Co of Indiana Ashley General Agency Atlas General Insurance Services, LLC Bass Underwriters

Bliss & Glennon, Inc. Brecht & Associates Burns & Wilcox Capitol Insurance Companies Charles A Walker Corp

States Available MA RI CT AZ CA CO NM NV OR TN TX UT WA Most States AR AZ CA LA MO MS NM NV OK TX UT CA AZ CA NV IL IN KY MI OH TN TX AZ CA AL CA FL GA LA MS NV NY SC TX CA TX All States All States NY www.insurancejournal.com

2013 Hospitality Risks Directory Bed & Breakfasts

Bed & Breakfasts

Market Chopra Insurance Brokerage, Inc. Cochrane & Company Compass Insurance Group of Agencies Connecticut Underwriters, Inc.

Crusader Insurance Company Evolution Insurance Brokers Executive Perils Gorst Co. H.T. Bailey Insurance Group Hospitality Insurance Solutions Insurance Multiplex Agency, LLC IPC J.M. Wilson James River Insurance Company Jimcor Agencies

LevelFirst Lionheart Insurance Services, Inc. M.J. Hall & Company, Inc. M.J. Kelly Company

M.J. Kelly of Texas.

McClelland and Hine, Inc. McGowan Program Administrators Meadowbrook Insurance Group

States Available CA NJ NV ID MT OR WA CA CT DE MA ME MD NH NJ RI PA VA CA All States except NY All States CA CT MA ME NH RI VT Most States All States AZ CA ID NV OR WA Most States All States DE FL MA MD NJ NY OH PA RI WV AR KS LA NM OK TX CA AK AZ CA HI NV TX AR FL IA LA MO MS NC TN TX TX TX All States All States

Morstan General Agency of Florida II, Inc. N-Surance Outlets, Inc. Network E&S Insurance Brokers, LLC New England Excess Exchange

Number One Insurance Agency, Inc. Ohio E & S Agency, Inc. Pacific Excess Insurance Marketing

Patriot National Underwriters, Inc. Philadelphia Insurance Companies Prime Insurance Company Professional Liability Ins. Svcs, Inc. - Underwriting Facilities Promont Advisors, LLC Promont Specialty (GL & Liquor only) Quaker Special Risk Quirk & Company RIC Insurance General Agency, Inc. Risk Placement Services, Inc. Roush Insurance Services, Inc. RSI International, Inc. (Missouri)

S.H. Smith & Company, Inc. Scobie Group

Southern Insurance Underwriters, Inc. CMGA SUITELIFE by Venture Programs Swett & Crawford TAPCO Underwriters, Inc. Tejas American General Agency Towerstone, Inc. Trinity E&S Insurance Services, Inc. Trivedi-Capacity Associates, LLC Tuscano Agency

All States FL GA LA TN CA CT MA ME NH NJ NY PA RI VT MA IN MI OH AZ CA CO IA ID IL IN KS MO MT NE NM NV OK OR TX UT WA TX Most States Most States

Monitor Liability Managers

www.insurancejournal.com

All States

All States All States All States (no GL in LA) Most States LA NM OK OR TX WA CA All States IL IN OH AR IA IL IN KS KY MO OK TN All States AZ IA IL IN KS KY MN MO ND NE NM OH SD TN WI AL FL GA SC TN All States All States Most States TX Most States AZ CA NV OR Most States Most States

Market U.S. Risk Insurance Group, Inc. Unifax Insurance Systems, Inc. Unisource Program Administrators USG Insurance Services, Inc. W.A. Schickedanz Agency, Inc. Western Surplus Lines Agency, Inc. Yates & Associates Insurance Services

States Available All States CA All except Monopolistic All States IL MO LA NM OK TX CA

Breweries/Micro

Market A.I.I. Insurance Brokerage of Mass., Inc. ACE Westchester Specialty--Property Agency Intermediaries, Inc. Agostini Wholesale Insurance Services

All Risks, Ltd. American Management Corporation

Anderson & Murison, Inc. Appleby & Sterling Arlington/Roe & Co of Indiana Atlas General Insurance Services, LLC Bass Underwriters

Bliss & Glennon, Inc. Brecht & Associates Burns & Wilcox Capitol Insurance Companies Charles A Walker Corp Chopra Insurance Brokerage, Inc. Cochrane & Company Compass Insurance Group of Agencies Crusader Insurance Company Evolution Insurance Brokers Executive Perils Founders Insurance Company Gorst Co. H.T. Bailey Insurance Group Hospitality Insurance Solutions Insurance Multiplex Agency, LLC International Excess Companies IPC J.M. Wilson James River Insurance Company Jimcor Agencies

LevelFirst Lionheart Insurance Services, Inc. M.J. Hall & Company, Inc. M.J. Kelly Company

M.J. Kelly of Texas.

Meadowbrook Insurance Group Morstan General Agency of Florida II, Inc. N-Surance Outlets, Inc. New England Excess Exchange

Number One Insurance Agency, Inc. Ohio E & S Agency, Inc.

States Available MA RI All States CT AZ CA CO NM NV OR TN TX UT WA Most States AR AZ CA LA MO MS NM NV OK TX UT CA AZ CA NV IL IN KY MI OH TN AZ CA AL CA FL GA LA MS NV NY SC TX CA TX All States All States NY CA NJ NV ID MT OR WA CA CA All States except NY All States All except DC MA MS NM CA CT MA ME NH RI VT Most States All States All States AZ CA ID NV OR WA Most States All States DE FL MA MD NJ NY OH PA RI WV AR KS LA NM OK TX CA AK AZ CA HI NV TX AR FL IA LA MO MS NC TN TX TX All States All States FL GA LA TN CT MA ME NH NJ NY PA RI VT MA IN MI OH

March 11 2013 INSURANCE JOURNAL-NATIONAL REGION | N19

2013 Hospitality Risks Directory Casinos

Breweries/Micro

Market Pacific Excess Insurance Marketing

Partners Specialty Group, LLC Patriot National Underwriters, Inc. Prime Insurance Company Professional Liability Ins. Svcs, Inc. - Underwriting Facilities Quaker Special Risk Quirk & Company RCA Insurance Group RIC Insurance General Agency, Inc. RISCO Insurance Brokerage, Inc. Risk Alternatives & Management (RAM) Risk Placement Services, Inc. Roush Insurance Services, Inc. RSI International, Inc. (Missouri)

S.H. Smith & Company, Inc. Scobie Group

Specialty Insurance

Tejas American General Agency Towerstone, Inc. Trinity E&S Insurance Services, Inc. Tuscano Agency U.S. Risk Insurance Group, Inc. Unifax Insurance Systems, Inc. Unisource Program Administrators USG Insurance Services, Inc. W.A. Schickedanz Agency, Inc. Wright Insurance Services, LLC Yates & Associates Insurance Services

States Available AZ CA CO IA ID IL IN KS MO MT NE NM NV OK OR TX UT WA All States TX Most States All States Most States LA NM OK OR TX WA Most- see website for specifics CA CT MA ME NH NY RI VT All States All States IL IN OH AR IA IL IN KS KY MO OK TN All States AZ IA IL IN KS KY MN MO ND NE NM OH SD TN WI CA CT DE FL GA IL MA MD MI MO NJ NY OH PA RI TN TX Most States AZ CA NV OR Most States All States CA All except Monopolistic All States IL MO All States CA

Casinos

Market A.I.I. Insurance Brokerage of Mass., Inc. ACE Westchester Specialty--Property Agency Intermediaries, Inc. All Risks, Ltd. American Management Corporation

American Specialty Ins. & Risk Services, Inc. AmWINS Group, Inc. Anderson & Murison, Inc. Arlington/Roe & Co of Indiana Atlas General Insurance Services, LLC Bass Underwriters

Bliss & Glennon, Inc. Brecht & Associates Burns & Wilcox Capitol Insurance Companies Chopra Insurance Brokerage, Inc. Entertainment Brokers International (OneBeacon) Evolution Insurance Brokers Executive Perils Fulcrum Insurance Programs H.T. Bailey Insurance Group

States Available MA RI All States CT Most States AR AZ CA LA MO MS NM NV OK TX UT All States All States CA IL IN KY MI OH TN AZ CA AL CA FL GA LA MS NV NY SC TX CA TX All States All States CA NJ NV All States All States except NY All States All States CT MA ME NH RI VT

N20 | INSURANCE JOURNAL-NATIONAL REGION March 11, 2013

Market Hospitality Insurance Solutions Insurance Multiplex Agency, LLC J.M. Wilson James River Insurance Company K & K Insurance Group, Inc. LevelFirst Lionheart Insurance Services, Inc. M.J. Hall & Company, Inc. M.J. Kelly Company

M.J. Kelly of Texas.

MAXIMUM Meadowbrook Insurance Group Morstan General Agency of Florida II, Inc. National Specialty Underwriters, Inc. New England Excess Exchange

Number One Insurance Agency, Inc. Ohio E & S Agency, Inc. Pacific Excess Insurance Marketing

Patriot National Underwriters, Inc. Quaker Special Risk Prime Insurance Company RIC Insurance General Agency, Inc. Risk Placement Services, Inc. Roush Insurance Services, Inc. RSI International, Inc. (Missouri)

SUITELIFE by Venture Programs Swett & Crawford Trinity E&S Insurance Services, Inc. Tuscano Agency U.S. Risk Insurance Group, Inc. Unisource Program Administrators USG Insurance Services, Inc. W.A. Schickedanz Agency, Inc. Wright Insurance Services, LLC Yates & Associates Insurance Services

States Available Most States All States Most States All States All States AR KS LA NM OK TX CA AK AZ CA HI NV TX AR FL IA LA MO MS NC TN TX TX All States All States All States All States CT MA ME NH NJ NY PA RI VT MA IN MI OH AZ CA CO IA ID IL IN KS MO MT NE NM NV OK OR TX UT WA TX Most States Most States CA All States IL IN OH AR IA IL IN KS KY MO OK TN All States All States AZ CA NV OR Most States All States All except Monopolistic All States IL MO All States CA

Caterers

Market A.I.I. Insurance Brokerage of Mass., Inc. Abram Interstate Insurance Services, Inc. Agency Intermediaries, Inc. Agostini Wholesale Insurance Services

All Risks, Ltd. American Management Corporation

Anderson & Murison, Inc. Arlington/Roe & Co of Indiana Ashley General Agency Bass Underwriters

Bliss & Glennon, Inc. Brecht & Associates Burns & Wilcox Capitol Insurance Companies

States Available MA RI AZ CA CT AZ CA CO NM NV OR TN TX UT WA Most States AR AZ CA LA MO MS NM NV OK TX UT CA IL IN KY MI OH TN TX AL CA FL GA LA MS NV NY SC TX CA TX All States All States www.insurancejournal.com

2013 Hospitality Risks Directory Caterers

Caterers

Market Charles A Walker Corp Chopra Insurance Brokerage, Inc. Compass Insurance Group of Agencies Connecticut Underwriters, Inc.

Crusader Insurance Company Entertainment Brokers International (OneBeacon) Evolution Insurance Brokers Executive Perils Founders Insurance Company Gorst Co. Gray-Stone & Company, Inc. H.T. Bailey Insurance Group Hospitality Insurance Solutions Insurance Multiplex Agency, LLC International Excess Companies J.M. Wilson James River Insurance Company Jimcor Agencies

LevelFirst Lionheart Insurance Services, Inc. M.J. Hall & Company, Inc. M.J. Kelly Company

M.J. Kelly of Texas.

McClelland and Hine, Inc. McGowan Program Administrators Meadowbrook Insurance Group Monitor Liability Managers Morstan General Agency of Florida II, Inc. N-Surance Outlets, Inc. Network E&S Insurance Brokers, LLC New England Excess Exchange

Number One Insurance Agency, Inc. Ohio E & S Agency, Inc. Pacific Excess Insurance Marketing

Patriot National Underwriters, Inc. Prime Insurance Company Professional Liability Ins. Svcs, Inc. - Underwriting Facilities ProHost USA Quaker Special Risk Quirk & Company RCA Insurance Group RIC Insurance General Agency, Inc. RISCO Insurance Brokerage, Inc. Risk Alternatives & Management (RAM) Risk Placement Services, Inc. Roush Insurance Services, Inc. RSI International, Inc. (Missouri)

S.H. Smith & Company, Inc. Scobie Group

Southern Insurance Underwriters, Inc. CMGA Specialty Insurance (and Delis)

Swett & Crawford TAPCO Underwriters, Inc. Tejas American General Agency www.insurancejournal.com

States Available NY CA NJ NV CA CT DE MA ME MD NH NJ RI PA VA CA All States All States except NY All States All except DC MA MS NM CA Most States CT MA ME NH RI VT Most States All States All States Most States All States DE FL MA MD NJ NY OH PA RI WV AR KS LA NM OK TX CA AK AZ CA HI NV TX AR FL IA LA MO MS NC TN TX TX TX All States All States All States All States FL GA LA TN CA CT MA ME NH NJ NY PA RI VT MA IN MI OH AZ CA CO IA ID IL IN KS MO MT NE NM NV OK OR TX UT WA TX Most States All States All States except AK Most States LA NM OK OR TX WA Most- see website for specifics CA CT MA ME NH NY RI VT All States All States IL IN OH AR IA IL IN KS KY MO OK TN All States AZ IA IL IN KS KY MN MO ND NE NM OH SD TN WI AL FL GA SC TN CA CT DE FL GA IL MA MD MI MO NJ NY OH PA RI TN All States Most States TX

Market Towerstone, Inc. Trinity E&S Insurance Services, Inc. Tuscano Agency U.S. Risk Insurance Group, Inc. Unifax Insurance Systems, Inc. Unisource Program Administrators USG Insurance Services, Inc. W.A. Schickedanz Agency, Inc. Western Surplus Lines Agency, Inc. Wright Insurance Services, LLC Yates & Associates Insurance Services

States Available Most States AZ CA NV OR Most States All States CA All except Monopolistic All States IL MO LA NM OK TX All States CA

Dinner Theaters

Market A.I.I. Insurance Brokerage of Mass., Inc. Agency Intermediaries, Inc. All Risks, Ltd. American Management Corporation

Anderson & Murison, Inc. Arlington/Roe & Co of Indiana Atlas General Insurance Services, LLC Bass Underwriters

Bliss & Glennon, Inc. Brecht & Associates Burns & Wilcox Capitol Insurance Companies Charles A Walker Corp Chopra Insurance Brokerage, Inc. Cochrane & Company Compass Insurance Group of Agencies Connecticut Underwriters, Inc.

Crusader Insurance Company Entertainment Brokers International (OneBeacon) Evolution Insurance Brokers Executive Perils Gorst Co. H.T. Bailey Insurance Group Hospitality Insurance Solutions Insurance Multiplex Agency, LLC International Excess Companies J.M. Wilson James River Insurance Company Jimcor Agencies

K & K Insurance Group, Inc. LevelFirst Lionheart Insurance Services, Inc. M.J. Hall & Company, Inc. M.J. Kelly Company

M.J. Kelly of Texas.

McClelland and Hine, Inc. McGowan Program Administrators Meadowbrook Insurance Group

States Available MA RI CT Most States AR AZ CA LA MO MS NM NV OK TX UT CA IL IN KY MI OH TN AZ CA AL CA FL GA LA MS NV NY SC TX CA TX All States All States NY CA NJ NV ID MT OR WA CA CT DE MA ME MD NH NJ RI PA VA CA All States All States except NY All States CA CT MA ME NH RI VT Most States All States All States Most States All States DE FL MA MD NJ NY OH PA RI WV All States AR KS LA NM OK TX CA AK AZ CA HI NV TX AR FL IA LA MO MS NC TN TX TX TX All States All States

Morstan General Agency of Florida II, Inc. N-Surance Outlets, Inc.

All States FL GA LA TN

Monitor Liability Managers

All States

March 11 2013 INSURANCE JOURNAL-NATIONAL REGION | N21

2013 Hospitality Risks Directory Dinner Theaters

Market New England Excess Exchange

Number One Insurance Agency, Inc. Ohio E & S Agency, Inc. Pacific Excess Insurance Marketing

Patriot National Underwriters, Inc. Philadelphia Insurance Companies Prime Insurance Company

Professional Liability Ins. Svcs, Inc. - Underwriting Facilities

Quaker Special Risk Quirk & Company RIC Insurance General Agency, Inc. RISCO Insurance Brokerage, Inc. Risk Alternatives & Management (RAM) Risk Placement Services, Inc. Roush Insurance Services, Inc. RSI International, Inc. (Missouri)

Scobie Group

Southern Insurance Underwriters, Inc. CMGA TAPCO Underwriters, Inc. Tejas American General Agency Trinity E&S Insurance Services, Inc. Tuscano Agency U.S. Risk Insurance Group, Inc. Unifax Insurance Systems, Inc. Unisource Program Administrators USG Insurance Services, Inc. W.A. Schickedanz Agency, Inc. Wright Insurance Services, LLC Yates & Associates Insurance Services

Gentleman’s Clubs States Available CT MA ME NH NJ NY PA RI VT MA IN MI OH AZ CA CO IA ID IL IN KS MO MT NE NM NV OK OR TX UT WA TX Most States Most States

All States

Most States LA NM OK OR TX WA CA CT MA ME NH NY RI VT All States All States IL IN OH AR IA IL IN KS KY MO OK TN AZ IA IL IN KS KY MN MO ND NE NM OH SD TN WI AL FL GA SC TN Most States TX AZ CA NV OR Most States All States CA All except Monopolistic All States IL MO All States CA

Gentleman’s Clubs

Market A.I.I. Insurance Brokerage of Mass., Inc. Agency Intermediaries, Inc. Agostini Wholesale Insurance Services

All Risks, Ltd. American Management Corporation

AmWINS Group, Inc. Anderson & Murison, Inc. Arlington/Roe & Co of Indiana Bass Underwriters

Bliss & Glennon, Inc. Brecht & Associates Burns & Wilcox Capitol Insurance Companies Charles A Walker Corp Chopra Insurance Brokerage, Inc. Cochrane & Company Compass Insurance Group of Agencies Connecticut Underwriters, Inc.

States Available MA RI CT AZ CA CO NM NV OR TN TX UT WA Most States AR AZ CA LA MO MS NM NV OK TX UT All States CA IL IN KY MI OH TN AL CA FL GA LA MS NV NY SC TX CA TX All States All States NY CA NJ NV ID MT OR WA CA CT DE MA ME MD NH NJ RI PA VA

N22 | INSURANCE JOURNAL-NATIONAL REGION March 11, 2013

Market Crusader Insurance Company Evolution Insurance Brokers Executive Perils Founders Insurance Company Gorst Co. H.T. Bailey Insurance Group Horizon E & S Insurance Brokerage Insurance Multiplex Agency, LLC International Excess Companies J.M. Wilson James River Insurance Company Jimcor Agencies

LevelFirst Lionheart Insurance Services, Inc. M.J. Hall & Company, Inc. M.J. Kelly Company

M.J. Kelly of Texas.

MAXIMUM McClelland and Hine, Inc. McGowan Program Administrators Meadowbrook Insurance Group Morstan General Agency of Florida II, Inc. N-Surance Outlets, Inc. Network E&S Insurance Brokers, LLC New England Excess Exchange

Number One Insurance Agency, Inc. Ohio E & S Agency, Inc.

Pacific Excess Insurance Marketing

Partners Specialty Group, LLC Patriot National Underwriters, Inc. Prime Insurance Company Quaker Special Risk Quirk & Company RCA Insurance Group RIC Insurance General Agency, Inc. Risk Placement Services, Inc. Roush Insurance Services, Inc. RSI International, Inc. (Missouri)

S.H. Smith & Company, Inc. Scobie Group

Specialty Insurance

Swett & Crawford TAPCO Underwriters, Inc. Tejas American General Agency Towerstone, Inc. Trinity E&S Insurance Services, Inc. Tuscano Agency U.S. Risk Insurance Group, Inc. Unifax Insurance Systems, Inc. Unisource Program Administrators USG Insurance Services, Inc. W.A. Schickedanz Agency, Inc. Westrope General Agency Westrope Insurance Managers of Florida, LLC Wright Insurance Services, LLC Yates & Associates Insurance Services

States Available CA All States except NY All States All except DC MA MS NM CA CT MA ME NH RI VT AZ CA NV WA All States All States Most States All States DE FL MA MD NJ NY OH PA RI WV AR KS LA NM OK TX CA AK AZ CA HI NV TX AR FL IA LA MO MS NC TN TX TX All States TX All States All States All States FL GA LA TN CA CT MA ME NH NJ NY PA RI VT MA IN MI OH

AZ CA CO IA ID IL IN KS MO MT NE NM NV OK OR TX UT WA All States TX Most States Most States LA NM OK OR TX WA Most- see website for specifics CA All States IL IN OH AR IA IL IN KS KY MO OK TN All States AZ IA IL IN KS KY MN MO ND NE NM OH SD TN WI CA CT DE FL GA IL MA MD MI MO NJ NY OH PA RI TN All States Most States TX Most States AZ CA NV OR Most States All States CA All except Monopolistic All States IL MO CA IA IL KS MO NE FL GA NC SC All States CA www.insurancejournal.com

2013 Hospitality Risks Directory Hotels/Motels

Hotels/Motels

Market A.I.I. Insurance Brokerage of Mass., Inc. Abram Interstate Insurance Services, Inc. ACE Westchester Specialty--Property Agency Intermediaries, Inc. Agostini Wholesale Insurance Services

All Risks, Ltd. American Management Corporation

American Union Risk Associates, LLC AmWINS Group, Inc. Anderson & Murison, Inc. Appleby & Sterling Arlington/Roe & Co of Indiana Ashley General Agency Atlas General Insurance Services, LLC Bass Underwriters

Bliss & Glennon, Inc. Brecht & Associates Burns & Wilcox Capitol Insurance Companies Chopra Insurance Brokerage, Inc. Compass Insurance Group of Agencies Connecticut Underwriters, Inc.

Crusader Insurance Company Entertainment Brokers International (OneBeacon) Evolution Insurance Brokers Executive Perils

States Available MA RI AZ CA All States CT AZ CA CO NM NV OR TN TX UT WA Most States AR AZ CA LA MO MS NM NV OK TX UT All States All States CA AZ CA NV IL IN KY MI OH TN TX AZ CA AL CA FL GA LA MS NV NY SC TX CA TX All States All States CA NJ NV CA CT DE MA ME MD NH NJ RI PA VA CA All States All States except NY All States

Gorst Co. Gray-Stone & Company, Inc. H.T. Bailey Insurance Group Horizon E & S Insurance Brokerage Hospitality Insurance Solutions Hotels & Resorts Insurance Program – CITA Ins. Insurance Multiplex Agency, LLC International Excess Companies IPC J.M. Wilson James River Insurance Company Jimcor Agencies

CA Most States CT MA ME NH RI VT AZ CA NV WA Most States All States All States All States AZ CA ID NV OR WA Most States All States DE FL MA MD NJ NY OH PA RI WV

Fulcrum Insurance Programs

Klein Insurance Services, Inc.

KZ Insurance Brokerage, LLC LevelFirst Lionheart Insurance Services, Inc. M.J. Hall & Company, Inc. M.J. Kelly Company

M.J. Kelly of Texas.

MAXIMUM McClelland and Hine, Inc. McGowan Program Administrators Meadowbrook Insurance Group Monitor Liability Managers Morstan General Agency of Florida II, Inc. Motel Insurance Brokers, Inc. N-Surance Outlets, Inc. National Specialty Underwriters, Inc. Network E&S Insurance Brokers, LLC New England Excess Exchange

www.insurancejournal.com

All States

All States

AZ CA CO LA NV TN AR KS LA NM OK TX CA AK AZ CA HI NV TX AR FL IA LA MO MS NC TN TX TX All States TX All States All States All States All States Most States FL GA LA TN All States CA CT MA ME NH NJ NY PA RI VT

Market NSM Insurance Group Number One Insurance Agency, Inc. Ohio E & S Agency, Inc. Partners Specialty Group, LLC Patriot National Underwriters, Inc. Prime Insurance Company Professional Liability Ins. Svcs, Inc. - Underwriting Facilities Promont Advisors, LLC Promont Specialty (GL & Liquor only) Quaker Special Risk Quirk & Company RIC Insurance General Agency, Inc. Risk Alternatives & Management (RAM) Risk Placement Services, Inc. Roush Insurance Services, Inc. RSI International, Inc. (Missouri)

S.H. Smith & Company, Inc. Sangamon Associates/Hotel Excess Scobie Group

Southern Insurance Underwriters, Inc. CMGA Stonebridge Underwriters, Inc. SUITELIFE by Venture Programs Swett & Crawford TAPCO Underwriters, Inc. Tejas American General Agency Towerstone, Inc. Travelers Trinity E&S Insurance Services, Inc. Trivedi-Capacity Associates, LLC Tuscano Agency U.S. Risk Insurance Group, Inc.

UCA General Insurance Services, Inc.

Unifax Insurance Systems, Inc. Unisource Program Administrators USG Insurance Services, Inc. W.A. Schickedanz Agency, Inc. Western Surplus Lines Agency, Inc. Westrope Westrope General Agency Westrope Insurance Managers of Florida, LLC Wright Insurance Services, LLC Yates & Associates Insurance Services

States Available Most States MA IN MI OH All States TX Most States All States All States All States (no GL in LA) Most States LA NM OK OR TX WA CA All States All States IL IN OH AR IA IL IN KS KY MO OK TN All States All States AZ IA IL IN KS KY MN MO ND NE NM OH SD TN WI AL FL GA SC TN Most States All States All States Most States TX Most States All States AZ CA NV OR Most States Most States All States

AZ CA ID IL NM NV OR UT WA CA All except Monopolistic All States IL MO LA NM OK TX All States CA IA IL KS MO NE FL All States CA

Resorts

Market A.I.I. Insurance Brokerage of Mass., Inc. ACE Westchester Specialty--Property Agency Intermediaries, Inc. All Risks, Ltd. American Management Corporation

Anderson & Murison, Inc. Arlington/Roe & Co of Indiana Atlas General Insurance Services, LLC Bass Underwriters

States Available MA RI All States CT Most States AR AZ CA LA MO MS NM NV OK TX UT CA IL IN KY MI OH TN AZ CA AL CA FL GA LA MS NV NY SC TX

March 11 2013 INSURANCE JOURNAL-NATIONAL REGION | N23

2013 Hospitality Risks Directory Resorts

Resorts

Market Bliss & Glennon, Inc. Burns & Wilcox Capitol Insurance Companies Charles A Walker Corp Chopra Insurance Brokerage, Inc. Compass Insurance Group of Agencies Connecticut Underwriters, Inc.

Evolution Insurance Brokers Executive Perils

States Available CA All States All States NY CA NJ NV CA CT DE MA ME MD NH NJ RI PA VA All States except NY All States

Market Trinity E&S Insurance Services, Inc. Tuscano Agency U.S. Risk Insurance Group, Inc. Unisource Program Administrators USG Insurance Services, Inc. W.A. Schickedanz Agency, Inc. Willis Programs, ResortGuard Ins. Program Wright Insurance Services, LLC Yates & Associates Insurance Services

Gorst Co. Gray-Stone & Company, Inc. H.T. Bailey Insurance Group Hospitality Insurance Solutions Hotels & Resorts Insurance Program – CITA Ins. Insurance Multiplex Agency, LLC J.M. Wilson James River Insurance Company Jimcor Agencies

K & K Insurance Group, Inc. LevelFirst Lionheart Insurance Services, Inc. M.J. Hall & Company, Inc. M.J. Kelly Company

M.J. Kelly of Texas.

MAXIMUM McGowan Program Administrators Meadowbrook Insurance Group

CA Most States CT MA ME NH RI VT Most States All States All States Most States All States DE FL MA MD NJ NY OH PA RI WV All States AR KS LA NM OK TX CA AK AZ CA HI NV TX AR FL IA LA MO MS NC TN TX TX All States All States All States

Restaurants

Fulcrum Insurance Programs

All States

Monitor Liability Managers

All States

Professional Liability Ins. Svcs, Inc. - Underwriting Facilities

All States

Morstan General Agency of Florida II, Inc. N-Surance Outlets, Inc. National Specialty Underwriters, Inc. New England Excess Exchange

Number One Insurance Agency, Inc. Ohio E & S Agency, Inc. Pacific Excess Insurance Marketing

Patriot National Underwriters, Inc. Philadelphia Insurance Companies Prime Insurance Company Promont Specialty (GL & Liquor only) Quaker Special Risk Quirk & Company RIC Insurance General Agency, Inc. Risk Alternatives & Management (RAM) Risk Placement Services, Inc. Roush Insurance Services, Inc. RSI International, Inc. (Missouri)

Scobie Group

Southern Insurance Underwriters, Inc. CMGA SUITELIFE by Venture Programs Swett & Crawford Tejas American General Agency Travelers

All States FL GA LA TN All States CT MA ME NH NJ NY PA RI VT MA IN MI OH AZ CA CO IA ID IL IN KS MO MT NE NM NV OK OR TX UT WA TX Most States Most States

All States (no GL in LA) Most States LA NM OK OR TX WA CA All States All States IL IN OH AR IA IL IN KS KY MO OK TN AZ IA IL IN KS KY MN MO ND NE NM OH SD TN WI AL FL GA SC TN All States All States TX All States

N24 | INSURANCE JOURNAL-NATIONAL REGION March 11, 2013

Market A.I.I. Insurance Brokerage of Mass., Inc. Abram Interstate Insurance Services, Inc. ACE Westchester Specialty--Property Agency Intermediaries, Inc. Agostini Wholesale Insurance Services

All Risks, Ltd. American Management Corporation

AmWINS Group, Inc. Anderson & Murison, Inc. Appleby & Sterling Arlington/Roe & Co of Indiana Ashley General Agency Atlas General Insurance Services, LLC Bass Underwriters

Bliss & Glennon, Inc. Brecht & Associates Burns & Wilcox Capitol Insurance Companies Charles A Walker Corp Chopra Insurance Brokerage, Inc. Cochrane & Company Compass Insurance Group of Agencies Connecticut Underwriters, Inc.

CRC Insurance Services CRC|Crump Crusader Insurance Company Entertainment Brokers International (OneBeacon) Evolution Insurance Brokers Executive Perils Founders Insurance Company Gorst Co. Gray-Stone & Company, Inc. H.T. Bailey Insurance Group HCC Specialty (MA) Horizon E & S Insurance Brokerage Hospitality Insurance Solutions Indemnity Excess & Surplus Agency Insurance Multiplex Agency, LLC International Excess Companies IPC (includes Food Delivery) J.M. Wilson James River Insurance Company Jimcor Agencies

States Available AZ CA NV OR Most States All States All except Monopolistic All States IL MO All States All States CA

States Available MA RI AZ CA All States CT AZ CA CO NM NV OR TN TX UT WA Most States AR AZ CA LA MO MS NM NV OK TX UT All States CA AZ CA NV IL IN KY MI OH TN TX AZ CA AL CA FL GA LA MS NV NY SC TX CA TX All States All States NY CA NJ NV ID MT OR WA CA CT DE MA ME MD NH NJ RI PA VA All States All States CA All States All States except NY All States All except DC MA MS NM CA Most States CT MA ME NH RI VT All States AZ CA NV WA Most States AZ ID OR WA All States All States AZ CA ID NV OR WA Most States All States DE FL MA MD NJ NY OH PA RI WV www.insurancejournal.com

2013 Hospitality Risks Directory Restaurants

Market KZ Insurance Brokerage, LLC

Klein Insurance Services, Inc.

LevelFirst Lionheart Insurance Services, Inc. M.J. Hall & Company, Inc. M.J. Kelly Company

M.J. Kelly of Texas.

MAXIMUM McClelland and Hine, Inc. McGowan Program Administrators Meadowbrook Insurance Group Monitor Liability Managers

Restaurants States Available AZ CA CO LA NV TN

All States

AR KS LA NM OK TX CA AK AZ CA HI NV TX AR FL IA LA MO MS NC TN TX TX All States TX All States All States All States

Morstan General Agency of Florida II, Inc. All States

N-Surance Outlets, Inc. Network E&S Insurance Brokers, LLC New England Excess Exchange

Number One Insurance Agency, Inc. Ohio E & S Agency, Inc. Pacific Excess Insurance Marketing

Patriot National Underwriters, Inc. Prime Insurance Company Professional Liability Ins. Svcs, Inc. - Underwriting Facilities ProHost USA Promont Advisors, LLC Promont Specialty (GL & Liquor only) Quaker Special Risk Quirk & Company RCA Insurance Group RIC Insurance General Agency, Inc. RISCO Insurance Brokerage, Inc. Risk Alternatives & Management (RAM) Risk Placement Services, Inc. Roush Insurance Services, Inc. RSI International, Inc. (Missouri)

S.H. Smith & Company, Inc. Scobie Group

Southern Cross Underwriters Southern Insurance Underwriters, Inc. CMGA Specialty Insurance (and Delis)

SUITELIFE by Venture Programs Swett & Crawford TAPCO Underwriters, Inc. Target Market Specialists Tejas American General Agency Towerstone, Inc. Travelers Trinity E&S Insurance Services, Inc. Tuscano Agency U.S. Risk Insurance Group, Inc.

All States All States except AK All States All States (no GL in LA) Most States LA NM OK OR TX WA Most- see website for specifics CA CT MA ME NH NY RI VT All States All States IL IN OH AR IA IL IN KS KY MO OK TN All States AZ IA IL IN KS KY MN MO ND NE NM OH SD TN WI All States AL FL GA SC TN CA CT DE FL GA IL MA MD MI MO NJ NY OH PA RI TN All States All States Most States All States TX Most States All States AZ CA NV OR Most States All States

Unifax Insurance Systems, Inc. Unisource Program Administrators USG Insurance Services, Inc.

CA All except Monopolistic All States

UCA General Insurance Services, Inc.

www.insurancejournal.com

FL GA LA TN CA CT MA ME NH NJ NY PA RI VT MA IN MI OH AZ CA CO IA ID IL IN KS MO MT NE NM NV OK OR TX UT WA TX Most States

AZ CA ID IL NM NV OR UT WA

Market W.A. Schickedanz Agency, Inc. Western Surplus Lines Agency, Inc. Westrope Westrope General Agency Westrope Insurance Managers of Florida, LLC Wright Insurance Services, LLC Yates & Associates Insurance Services

States Available IL MO LA NM OK TX All States CA IA IL KS MO NE FL GA NC SC All States CA

Spas

Market A.I.I. Insurance Brokerage of Mass., Inc. Agency Intermediaries, Inc. All Risks, Ltd. American Management Corporation

Anderson & Murison, Inc. Appleby & Sterling Arlington/Roe & Co of Indiana Ashley General Agency Atlas General Insurance Services, LLC Bass Underwriters

Bliss & Glennon, Inc. Brecht & Associates Burns & Wilcox Capitol Insurance Companies Chopra Insurance Brokerage, Inc. Compass Insurance Group of Agencies Connecticut Underwriters, Inc.

Entertainment Brokers International (OneBeacon) Evolution Insurance Brokers Executive Perils Gorst Co. Gray-Stone & Company, Inc. H.T. Bailey Insurance Group Hospitality Insurance Solutions Insurance Multiplex Agency, LLC International Excess Companies J.M. Wilson James River Insurance Company Jimcor Agencies

LevelFirst Lionheart Insurance Services, Inc. M.J. Hall & Company, Inc. M.J. Kelly Company

M.J. Kelly of Texas.

McGowan Program Administrators Meadowbrook Insurance Group Morstan General Agency of Florida II, Inc. N-Surance Outlets, Inc. National Specialty Underwriters, Inc. Network E&S Insurance Brokers, LLC New England Excess Exchange

Number One Insurance Agency, Inc. Ohio E & S Agency, Inc.

States Available MA RI CT Most States AR AZ CA LA MO MS NM NV OK TX UT CA AZ CA NV IL IN KY MI OH TN TX AZ CA AL CA FL GA LA MS NV NY SC TX CA TX All States All States CA NJ NV CA CT DE MA ME MD NH NJ RI PA VA All States All States except NY All States CA Most States CT MA ME NH RI VT Most States All States All States Most States All States DE FL MA MD NJ NY OH PA RI WV AR KS LA NM OK TX CA AK AZ CA HI NV TX AR FL IA LA MO MS NC TN TX TX All States All States All States FL GA LA TN All States CA CT MA ME NH NJ NY PA RI VT MA IN MI OH

March 11 2013 INSURANCE JOURNAL-NATIONAL REGION | N25

2013 Hospitality Risks Directory Spas

Market Pacific Excess Insurance Marketing

Patriot National Underwriters, Inc. Philadelphia Insurance Companies Prime Insurance Company

Professional Liability Ins. Svcs, Inc. - Underwriting Facilities

Quaker Special Risk Quirk & Company RIC Insurance General Agency, Inc. Risk Alternatives & Management (RAM) Risk Placement Services, Inc. Roush Insurance Services, Inc. RSI International, Inc. (Missouri)

SASSI - Salon & Spa Specialty Insurance Scobie Group

Southern Insurance Underwriters, Inc. CMGA SUITELIFE by Venture Programs Swett & Crawford TAPCO Underwriters, Inc. Tejas American General Agency Towerstone, Inc. Trinity E&S Insurance Services, Inc. Tuscano Agency U.S. Risk Insurance Group, Inc. Unisource Program Administrators USG Insurance Services, Inc. W.A. Schickedanz Agency, Inc. Western Surplus Lines Agency, Inc. Wright Insurance Services, LLC Yates & Associates Insurance Services

Special Events States Available AZ CA CO IA ID IL IN KS MO MT NE NM NV OK OR TX UT WA TX Most States Most States

All States

Most States LA NM OK OR TX WA CA All States All States IL IN OH AR IA IL IN KS KY MO OK TN Most States AZ IA IL IN KS KY MN MO ND NE NM OH SD TN WI AL FL GA SC TN All States All States Most States TX Most States AZ CA NV OR Most States All States All except Monopolistic All States IL MO LA NM OK TX All States CA

Special Events

Market A.I.I. Insurance Brokerage of Mass., Inc. Abram Interstate Insurance Services, Inc. Agency Intermediaries, Inc. Agostini Wholesale Insurance Services

All Risks, Ltd. American Management Corporation

American Specialty Ins. & Risk Services, Inc. AmWINS Group, Inc. Anderson & Murison, Inc. Arlington/Roe & Co of Indiana Ashley General Agency Bass Underwriters

Bliss & Glennon, Inc. Brecht & Associates Burns & Wilcox Capitol Insurance Companies Chopra Insurance Brokerage, Inc. Compass Insurance Group of Agencies Connecticut Underwriters, Inc.

States Available MA RI AZ CA CT AZ CA CO NM NV OR TN TX UT WA Most States AR AZ CA LA MO MS NM NV OK TX UT All States All States CA IL IN KY MI OH TN TX AL CA FL GA LA MS NV NY SC TX CA TX All States All States CA NJ NV CA CT DE MA ME MD NH NJ RI PA VA

N26 | INSURANCE JOURNAL-NATIONAL REGION March 11, 2013

Market Entertainment Brokers International (OneBeacon) Evolution Insurance Brokers Founders Insurance Company Gorst Co. Gray-Stone & Company, Inc. H.T. Bailey Insurance Group HCC Specialty (MA) Indemnity Excess & Surplus Agency Insurance Multiplex Agency, LLC International Excess Companies J.M. Wilson James River Insurance Company Jimcor Agencies

K & K Insurance Group, Inc. LevelFirst Lionheart Insurance Services, Inc. M.J. Hall & Company, Inc. M.J. Kelly Company

M.J. Kelly of Texas.

MAXIMUM McClelland and Hine, Inc. McGowan Program Administrators Meadowbrook Insurance Group Morstan General Agency of Florida II, Inc. N-Surance Outlets, Inc. Network E&S Insurance Brokers, LLC New England Excess Exchange

Number One Insurance Agency, Inc. Ohio E & S Agency, Inc. Pacific Excess Insurance Marketing

Patriot National Underwriters, Inc. Philadelphia Insurance Companies Prime Insurance Company Quaker Special Risk Quirk & Company RIC Insurance General Agency, Inc. Risk Alternatives & Management (RAM) Risk Placement Services, Inc. Roush Insurance Services, Inc. RSI International, Inc. (Missouri)

S.H. Smith & Company, Inc. Scobie Group

Southern Insurance Underwriters, Inc. CMGA Swett & Crawford TAPCO Underwriters, Inc. Tejas American General Agency Towerstone, Inc. Trinity E&S Insurance Services, Inc. Tuscano Agency U.S. Risk Insurance Group, Inc. Unisource Program Administrators USG Insurance Services, Inc. W.A. Schickedanz Agency, Inc. Western Surplus Lines Agency, Inc. Yates & Associates Insurance Services

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

www.insurancejournal.com

2013 Hospitality Risks Directory - Alphabetical Directory of Markets A.I.I. Insurance Brokerage of Mass., Inc. 183 Davis St., P.O. Box 1139, Douglas, MA 01516 Phone: 508-476-1990, Fax: 508-476-1991 Email: info@agencyint.com www.agencyint.com

Abram Interstate Ins. Services, Inc. 2211 Plaza Dr., Ste. 100, Rocklin, CA 95765 Phone: 916-780-7000, Fax: 916-780-7181 Email: media@abraminterstate.com www.abraminterstate.com

ACE Westchester Specialty--Property

2013 HospitalityCochrane Risks Directory & Company

Arlington/Roe & Co of Indiana

P.O. Box 19150, Spokane, WA 99219 Phone: 509-838-0655, Fax: 509-838-1710 Email: marketing@cochraneco.com www.cochraneco.com

8900 Keystone Crossing, Ste. 800 Indianapolis, IN 46240 Phone: 800-878-9891, Fax: 888-552-9891 Email: info@arlingtonroe.com www.arlingtonroe.com

Compass Insurance Group of Agencies 9310 Topanga Canyon Blvd., Chatsworth, CA 91311 Phone: 818-507-1980, Fax: 818-545-3818 Email: mail@compasseands.com

Ashley General Agency

2251 - A Ward Ave., Simi Valley, CA 93065 Phone: 936-441-5959, Fax: 936-441-5922 Email: rcranford@ashleyga.com www.ashleyga.com

San Francisco: Caroline Barwick - Phone: 415-547-4568 Email: caroline.barwick@acegroup.com Atlanta: John Lavin - Phone: 678-795-4022 Email: wsgatl.property@acegroup.com www.acewestchester.com

Atlas General Insurance Services, LLC

Agency Intermediaries, Inc.

Bass Underwriters

Connecticut Underwriters, Inc.

8954 Rio San Diego Dr., Ste. 600, San Diego, CA 92108 Phone: 877-66-ATLAS, Fax: 619-814-8914 Email: info@atlas.us.com www.atlas.us.com

1575 Boston Post Rd., P.O. Box 451 Guilford, CT 06437 Phone: 203-453-2859, Fax: 203-453-8859 Email: info@agencyint.com www.agencyint.com

6951 W. Sunrise Blvd., Plantation, FL 33313 Phone: 954-473-4488, Fax: 954-316-3100 Email: bturgeon@bassuw.com www.bassuw.com

Agostini Wholesale Insurance Services

435 N. Pacific Coast Hwy, Redondo Beach, CA 90277 Phone: 800-829-7330, Fax: 310-372-1903 Email: info@bgsurplus.com www.bgsurplus.com

7125 El Cajon Blvd. Ste 3, San Diego, CA 92115 Phone: 800-922-7283, Fax: 619-593-2008 Email: teresa@agostinisurplus.com www.agostiniwholesale.com

Bliss & Glennon, Inc.

American Management Corporation 824 Front St., Conway, AR 72032 Phone: 800-233-2398, Fax: 501-450-6962 Email: stevejr@amcins.com www.amcinsurance.com

American Specialty Insurance & Risk Services, Inc. 142 N. Main St., Roanoke, IN 46783 Phone: 260-672-8800, Fax: 260-672-8835 Email: dsmith@amerspec.com www.amerspec.com

AmWINS Group, Inc. - 60 Offices Nationwide See Website for Locations - HQ - Charlotte, NC 28210 Phone: 704-973-3489, Fax: 704-943-9000 Email: marketing@amwins.com www.amwins.com

Anderson & Murison, Inc.

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

Appleby & Sterling

2251 - A Ward Ave., Simi Valley, CA 93065 Phone: 805-583-9828, Fax: 805-583-9832 Email: mike@applebyandsterling.com www.applebyandsterling.com www.insurancejournal.com

See Website for Locations Headquarters - Birmingham, AL 35209 Phone: 205-870-7790, Fax: 205-879-3739 Email: marketing@crcins.com www.crcins.com

CRC|Crump See Website for Locations Headquarters - Roseland, NJ 07068 Phone: 877-247-9772, Fax: 321-757-6147 Email: marketing@crcins.com www.crumpins.com

23251 Mulholland Dr., Woodland Hills, CA 91364 Phone: 800-669-9800, Fax: 818-591-9856 Email: dklayman@crusaderinsurance.com www.crusaderinsurance.com

Brecht & Associates

1450 Hughes Rd., Ste. 109, Grapevine, TX 76051 Phone: 817-424-5335, Fax: 817-424-3772 Email: jbrecht@brechtassoc.com www.brechtassoc.com

Burns & Wilcox - All Offices See Website for Locations HQ - Detroit/Farmington Hills Phone: 248-932-9000, Fax: 248-932-9046 Email: quote@burns-wilcox.com www.burnsandwilcox.com

Entertainment Brokers International - A member of the OneBeacon Insurance Group 1100 Glendon Ave., Ste. 900, Los Angeles, CA 90024 Phone: 781-332-8450, Fax: 866-934-4992 Email: pwilliams@onebeacon.com www.onebeacon.com

Evolution Insurance Brokers

8722 S. Harrison St., Salt Lake City, UT 84070 Phone: 877-678-7342, Fax: 801-304-5551 Email: quotes@eibdirect.com www.eibdirect.com

Executive Perils

American Union Risk Associates, LLC 1250 E. Hallandale Beach Blvd., Ste. 1003 Hallandale Beach, FL 33009 Phone: 954-362-1520, Fax: 954-362-1527 Email: Thomas.Clementi@aurains.com www.aurains.com

CRC Insurance Services - All Offices

Crusader Insurance Company

All Risks, Ltd.

10150 York Rd., 5th Fl, Hunt Valley, MD 21030 Phone: 800-366-5810, Fax: 410-828-8179 Email: allrisksij@allrisks.com www.allrisks.com

421 Wadsworth St., Middletown, CT 06457 Phone: 860-347-9600, Fax: 860-347-9611 Email: info@CTUnderwriters.com www.ctunderwriters.com

11845 W. Olympic Blvd., Ste. 750, Los Angeles, CA 90064

Phone: 310-444-9333 ext. 145, Fax: 310-444-9355 Email: damienm@eperils.com www.eperils.com

Capitol Insurance Companies 1600 Aspen Commons, Middleton, WI 53562 Phone: 608-829-4208, Fax: 608-829-7408 Email: marketing-agency@capitol.net www.capitol.net

Charles A Walker Corp

P.O. Box 8049, Syracuse, NY 13217 Phone: 315-488-3143, Fax: 315-488-3029 Email: gseubert@twg-esr.com www.twg-esr.com

Chopra Insurance Brokerage, Inc.

16800 Devonshire St., Granada Hills, CA 91344 Phone: 818-923-6090, Fax: 818-923-6203 Email: rchopra@choprainsurance.com www.choprainsurance.com

Founders Insurance Company 1111 E. Touhy Ave., Des Plaines, IL 60018 Phone: 800-768-0040, Fax: 847-296-3362 Email: marketing@foundersinsurance.com www.foundersinsurance.com

Founders is a multi-state specialty carrier, serving the insurance needs of independent agents for over 100 years. Founders specializes in writing liquor liability and general liability coverages for the hospitality industry. Founders is rated “A-” or “Excellent” by A.M. Best, and is a member of the Utica National Insurance Group.

March 11, 2013 INSURANCE JOURNAL-NATIONAL REGION | N27

2013 Hospitality Risks Directory - Alphabetical Directory of Markets

2013 Hospitality Risks Directory IPC

Fulcrum Insurance Programs 11235 SE 6th St., Bellevue, WA 98004 Phone: 425-453-5157, Fax: 425-454-8233 Email: drowland@fulcrumprograms.com www.fulcrumprograms.com

Fulcrum is an insurance program administrator & specialty wholesale broker dedicated to serving the insurance and risk management needs of select industries. We specialize in programs for hospitality and real estate including apartments, condos, hotels, resorts, casinos and more.

P.O. Box 1150, Gardnerville, NV 89410 Phone: 775-782-6655, Fax: 775-782-6654 Email: chris@ipc-nv.com www.ipc-nv.com

J.M. Wilson

8036 Moorsbridge Rd., Portage, MI 49024 Phone: 800-282-8113, Fax: 269-327-2620 Email: cbaldwin@jmwilson.com www.jmwilson.com

Gray-Stone & Company, Inc.

275 E. Hillcrest Dr., Ste. 250, Thousand Oaks, CA 91360 Phone: 805-494-4440, Fax: 805-494-8798 Email: info@gray-stone.com ; hstone@gray-stone.com www.gray-stone.com

H.T. Bailey Insurance Group

20 Mall Rd., Ste. 100, Burlington, MA 02151 Phone: 781-362-1000, Fax: 781-273-3750 Email: marketing-department@htbailey.com www.htbailey.com

P.O. Box 192, Stockton, CA 95201 Phone: 209-948-8108, Fax: 209-465-3843 Email: mindy@mjhallandcompany.com www.mjhallandcompany.com

Wholesale Broker/MGA with 60+ markets with emphasis on Bar/ Restaurant/Nightclub risks. In business since 1973, writing business in AK, AZ, CA, NV, TX & LA

Gorst Co.

9310 Topanga Canyon Blvd., Chatsworth, CA 91311 Phone: 818-507-0900, Fax: 818-507-1133 Email: mail@gorst.com www.gorst.com

M.J. Hall & Company, Inc.

James River Insurance Company

M.J. Kelly Company

6641 W. Broad St., Ste. 300, Richmond, VA 23230 Phone: 804-289-2700, Fax: 804-549-5087 Email: info@jamesriverins.com www.jamesriverins.com

4415 E. Sunshine, Springfield, MO 65809 Phone: 800-725-7211, Fax: 800-678-7211 Email: vgoodin@mjkelly.com www.mjkelly.com

Jimcor Agencies

M.J. Kelly of Texas

60 Craig Rd., Montvale, NJ 07645 Phone: 201-573-8200, Fax: 201-573-8820 Email: dchiapperino@jimcor.com www.jimcor.com

P.O. Box 136219, Fort Worth, TX 76136-0219 Phone: 817-237-3300, Fax: 817-237-3307 Email: bjohnson@mjkelly.com www.mjkelly.com

K & K Insurance Group, Inc.

MAXIMUM

HCC Specialty (MA)

401 Edgewater Pl., Ste. 400, Wakefield, MA 01880 Phone: 800-927-6306, 781-994-6001 Email: mmatheson@hcc.com www.hccspecialty.com

Horizon E & S Insurance Brokerage

2245 First St., Ste. 211b, Simi Valley, CA 93065 Phone: 805-494-6553, 805-494-6778 Email: submissions@horizonsurplus.com www.horizonsurplus.com

1712 Magnavox Way, Ft. Wayne, IN 46804 Phone: 877-648-6404, Fax: 260-459-5502 Email: kk.general@kandkinsurance.com www.eventinsurance-kk.com

Leading provider of specialty insurance programs for the sport, leisure and entertainment industries.

Hospitality Insurance Solutions P.O. Box 91, Sterling, CO 80751 Phone: 970-458-4472 Email: gdennington@hospitalityins.com www.hospitalityins.com

222 S. Riverside Plaza, Ste. 2340, Chicago, IL 60606 Phone: 312-559-9348, Fax: 312-559-0930 Email: rachelp@maxib.com www.maxib.com

McClelland and Hine, Inc.

P.O. Box 700930, San Antonio, TX 78270 Phone: 800-333-2017, Fax: 210-366-2407 Email: Shannon@mhi-tx.com www.mhi-tx.com

Hotels & Resorts Insurance Program – CITA Insurance Services 681 S. Parker St., Ste. 300, Orange, CA 92868 Phone: 714-939-7420, Fax: 714-939-7437 Email: sbaxter@citainsurance.com www.citainsurance.com

Indemnity Excess & Surplus Agency

1500 NW Bethany Blvd., Ste. 235, Beaverton, OR 97006 Phone: 503-526-9700 , Fax: 503-626-2260 Email: submissions@ies-xs.com www.ies-xs.com

Insurance Multiplex Agency, LLC

365 W. Passaic St., Ste. 225, Rochelle Park, NJ 07662 Phone: 201-880-1891, Fax: 201-880-1895 Email: inquiry@insurancemultiplex.com www.insurancemultiplex.com

International Excess Companies

26451 Curtiss Wright, #103 Cleveland, OH 44143 Phone: 216-797-9700, Fax: 216-797-9970 Email: kennethkukral@intlxs.com www.internationalexcess.com

Klein Insurance Services Inc.

8 Hillside Ave., Montclair, NJ 07042 Phone: 520-615-9090 ext. 530, Fax: 973-754-0600 Email: jonathanK@kis-hospitality.com www.kis-hospitality.com

Program administrator for Westport (Swiss Re) and Praetorian.

Admitted paper. Pkg and Mono-line.

LevelFirst

5501 LBJ Fwy, Ste. 740, Dallas, TX 75240 Phone: 214-702-9389 Email: rstough@level1st.com www.level1st.com

Lionheart Insurance Services, Inc. P.O. Box 8201, Calabasas, CA 91372-8201 Phone: 818-591-3010, Fax: 818-591-3066 Email: lionheartins@msn.com

N28 | INSURANCE JOURNAL-NATIONAL REGION March 11, 2013

McGowan Program Administrators Old Forge Ctr, 20595 Lorain Rd. Fairview Park, OH 44126 Phone: 440-333-6300, Fax: 440-333-3214 Email: syoung@mcgowaninsurance.com www.mcgowaninsurance.com

MPA is a Managing General Underwriter and Program Manager that designs, administers and markets highly-specialized programs of insurance. These programs of insurance are available exclusively through MPA on a nationwide basis. All programs are offered on admitted paper through a variety of America’s leading “A” rated insurance companies.

Meadowbrook Insurance Group

26255 American Dr., Southfield, MI 48034 Phone: 248-358-1100, Fax: 248-358-1614 Email: pgajewski@meadowbrook.com www.meadowbrook.com www.insurancejournal.com

2013 Hospitality Risks Directory - Alphabetical Directory of Markets

2013 HospitalityQuirkRisks Directory & Company

Ohio E & S Agency, Inc.

5800 Monroe St., Bldg A, Sylvania, OH 43560 Phone: 419-885-2400, Fax: 419-885-7285 Email: jeff.pearse@ohioeands.com www.ohioeands.com

P.O. Box 792030, San Antonio, TX 78279 Phone: 800-299-9421, Fax: 210-340-4075 Email: rquirk@quirkco.com www.quirkco.com

Monitor Liability Managers

2850 W. Golf Rd., Ste. 800, Rolling Meadows, IL 60008 Phone: 800-446-2100 ext. 557, Fax: 847-806-6282 Email: contactus@monitorliability.com www.monitorliability.com

Monitor offers an Employment Practices Liability (EPL) program specifically for the hospitality industry including restaurants, hotels & motels, resorts, bed & breakfasts, banquet halls and caterers.

Morstan General Agency of Florida II, Inc. 1835 Banks Rd., Margate, FL 33063 Phone: 800-261-5177, Fax: 516-302-8951 Email: pwoodard@morstan.com www.morstan.com

Motel Insurance Brokers, Inc.

801 International Pkwy, 5th Fl, Lake Mary, FL 32746 Phone: 866-387-8883, Fax: 800-466-5074 Email: info@motelinsurancebrokers.com www.motelinsurancebrokers.com

N-Surance Outlets, Inc.

1792 Woodstock Rd., Bldg. 200, Roswell, GA 30075 Phone: 770-971-9975, Fax: 770-971-7608 Email: jmurrey@nsoins.com www.nsoins.com

National Specialty Underwriters, Inc. 10900 NE 4th St., Ste. 1100 Bellevue, WA 98004 Phone: 425-450-1090, Fax: 425-450-1026 Email: info@nsui.com www.nsui.com

Network E&S Insurance Brokers, LLC 160 N. Riversice Dr., Ste. 200 Anaheim Hills, CA 92808 Phone: 714-820-4606, Fax: 714-820-4503 Email: submissions@networkeands.com www.networkeands.com

New England Excess Exchange

P.O. Box 219, Montpelier, VT 05602 Phone: 800-548-4301, Fax: 800-347-4935 Email: achase@neee.com www.neee.com

NSM Insurance Group

555 North Lane, Ste. 6060, Conshohocken, PA 19428 Phone: 610-941-9877, Fax: 610-941-9889 Email: jwmccaffery@nsminc.com www.nsminc.com

Number One Insurance Agency, Inc. 91 Cedar St., Milford, MA 01757 Phone: 508-634-2902, Fax: 508-634-2930 Email: atobin@massagent.com www.massagent.com

www.insurancejournal.com

Pacific Excess Insurance Marketing 6363 Katella Ave., Cypress, CA 90630 Phone: 800-222-5582, Fax: 714-228-7838 Email: marketing@pacificexcess.com www.pacificexcess.com

RCA Insurance Group

Pacific Excess Insurance Marketing is a Wholesaler/General Agent with access to many Standard, Surplus Lines and Workers’ Compensation Markets in 19 states.

Partners Specialty Group, LLC

1333 Broad St., Clifton, NJ 07013 Phone: 800-526-0147 ext. 2019 Email: mmaher@rca-insurance.com www.rca-insurance.com

MGA/PA with admitted and non-admitted programs for Restaurants, Taverns, Bar, Nightclubs, Social/Fraternal Clubs and additional hospitality risks.

100 Tournament Dr., Ste. 214, Horsham PA 19044 Phone: 484-322-0400, Fax: 484-322-0401 Email: mcaviston@psgins.com www.www.psgins.com

RIC Insurance General Agency, Inc.

2492 Walnut Ave., Ste. 250, Tustin, CA 92780 Phone: 800-310-1303, Fax: 800-842-3076 Email: ricins@ric-ins.com www.ric-ins.com

Patriot National Underwriters, Inc. P.O. Box 803143, Dallas, TX 75380 Phone: 972-239-1458, Fax: 972-233-3487 Email: corky.ellis@patriotnational.com www.patriotnational.com

RISCO Insurance Brokerage, Inc.

Philadelphia Insurance Companies One Bala Plaza, Bala Cynwyd, PA 19004 Phone: 800-873-4552, Fax: 610-617-7940 Email: phlysales@phlyins.com www.phly.com

60 Catamore Blvd., East Providence, RI 02914 Phone: 401-435-5400 Email: info@risco-inc.com www.risco-inc.com

Risk Alternatives & Management (RAM)

Prime Insurance Company

3104 Creekside Village Dr., Ste. 501, Kennesaw, GA 30144 Phone: 770-424-5770, Fax: 770-424-5774 Email: jonathan@ram-insurance.com ; submissions@ram-insurance.com www.ram-insurance.com

Professional Liability Insurance Svcs, Inc. - Underwriting Facilities

Risk Placement Services, Inc.

303 W. Madison St., Ste. 2075, Chicago, IL 60606 Phone: 800-257-5590, Fax: 877-452-6910 Email: RJL@primeis.com www.primeis.com

5802 Thunderbird, Bldg 10, Ste. 100 Lago Vista, TX 78645 Phone: 800-761-7547, Fax: 512-327-5834 Email: underwriting@plisinc.com www.plisinc.com

ProHost USA

Roush Insurance Services, Inc.

4500 Park Glen Rd., Ste. 410, Minneapolis, MN 55416 Phone: 952-922-2404, Fax: 952-922-5423 Email: info@prohostusa.com www.prohostusa.com

Promont Advisors, LLC

111 N. Canal, Ste. 801, Chicago, IL 60606 Phone: 312-262-3331, Fax: 312-262-3301 Email: mniemann@promontadvisors.com www.promontadvisors.com

Promont Specialty

111 N. Canal, Ste. 801, Chicago, IL 60606 Phone: 312-262-3331, Fax: 312-262-3301 Email: mniemann@promontspecialty.com www.promontspecialty.com

Quaker Special Risk

See Website for Locations in NJ, NY, FL, MA Headquarters - Eatontown, NJ 07724 Phone: 800-447-4180, Fax: 732-223-9072 Email: fwalsh@qsr-insurance.com www.quakerspecialrisk.com

5001 Spring Valley Rd., Ste. 255W, Dallas, TX 75244 Phone: 972-774-0110, Fax: 972-341-8250 Email: malcolm_coffee@rpsins.com www.rpsins.com P.O. Box 1060, Noblesville, IN 46061 Phone: 800-752-8402, Fax: 317-776-6891 Email: info@roushins.com www.roushins.com

RSI International, Inc. (Missouri)

273 Clarkson Rd., Ste. 102, Ellisville, MO 63011 Phone: 636-391-4841, Fax: 636-391-2115 Email: newquotes@rsimo.com www.rsimo.com

S.H. Smith & Company, Inc. - 6 Offices Nationwide

See Website for Locations - HQ - Hartford, CT 06103 Phone: 860-561-3600, Fax: 800-329-7648 Email: info@shsmith.com www.shsmith.com

Sangamon Associates/Hotel Excess

65 S. Main St., Ste. A300, Pennington, NJ 08534 Phone: 609-818-9534, Fax: 609-818-9535 Email: bcleave@sangamonassociates.com www.hotelexcess.com

March 11, 2013 INSURANCE JOURNAL-NATIONAL REGION | N29

2013 Hospitality Risks Directory - Alphabetical Directory of Markets

2013 Hospitality Risks Directory Tejas American General Agency

SASSI - Salon & Spa Specialty Insurance

Unisource Program Administrators

21 Maple Ave., Bay Shore, NY 11706 Phone: 888-823-9380, Fax: 631-666-7646 Email: info@brownyard.com www.sassiagency.com

1620 La Jaita Dr., Ste. 300, Cedar Park, TX 78613 Phone: 512-346-0030, Fax: 512-342-2803 Email: submissions@taga1.com www.taga1.com

Scobie Group

Towerstone, Inc.

14185 Dallas Pkwy, Ste. 1000, Dallas, TX 75254 Phone: 972-725-2100, Fax: 972-725-2101 Email: info@towerstonecorp.com www.towerstonecorp.com

USG Insurance Services, Inc.

3300 Birch St., Eau Claire, WI 54701 Phone: 715-832-4000, Fax: 715-832-3272 Email: jdurocher@rwscobie.com www.rwscobie.com

Southern Cross Underwriters - All Offices

Travelers

W.A. Schickedanz Agency, Inc.

See Website for Locations - HQ - Jackson, MS 39211 Phone: 601-957-3344, Fax: 601-957-3344 Email: iinfo@scui.com www.scui.com

Contact your local Commercial Accounts Representative for more information. www.travelers.com

Southern Insurance Underwriters, Inc. CMGA

79-301 Country Club Dr., Ste. 200 Bermuda Dunes, CA 92203 Phone: 760-360-4100, Fax:760-360-0055 Email: mstith@trinityinsurance.com www.trinityinsurance.com

4500 Mansell Rd., Alpharetta, GA 30022 Phone: 800-568-1700, Fax: 678-498-4610 Email: marketing@siuins.com www.siuins.com

Trinity E&S Insurance Services, Inc.

Specialty Insurance

1610 Route 88 Ste. 102, Brick, NJ 08724 Phone: 732-701-8900, Fax: 732-458-3728 Email: mwatters@specialtyagency.com www.specialtyagency.com

Stonebridge Underwriters, Inc.

6425 Sycamore Ct. N, Maple Grove, MN 55369 Phone: 877-965-0123, Fax: 651-365-0124 Email: bmeyer@stonebridgeuw.com www.stonebridgeuw.com

SUITELIFE by Venture Programs

1301 Wrights Lane East, West Chester, PA 19380 Phone: 800-282-6247 ext. 247, Fax: 610-692-5977 Email: Marketing@suitelifeins.com www.Suitelifeins.com

Trivedi-Capacity Associates, LLC

(Addt’l cvg listing: EPLI for Hotel/Motel/Restaurant) One International Blvd., Mahwah, NJ 07495 Phone: 201-661-2411, Fax: 201-661-7383 Email: trivedi@tcacoverage.com www.tcacoverage.com/umbrella_program_Trivedi_2010.pdf

Tuscano Agency

950 Highland Ave., Greensburg, PA 15601 Phone: 724-836-1510 Email: info@tuscano.com www.tuscano.com

U.S. Risk Insurance Group, Inc.

Swett & Crawford

See Website for Locations, HQ - Atlanta, GA 30327 Phone: 404-240-5200, Fax: 404-240-5393 Email: info@swett.com www.swett.com

Swett & Crawford serves independent agents & brokers through specialized P&C, Oil & Gas/Energy, Professional Services, Transportation, Reinsurance & Underwriting Practice Groups.

These groups provide access to commercial insurance products & programs, including P&C coverages, products liability, reinsurance, professional liability, commercial & public auto liability as well as a host of customized binding authorities & exclusive programs tailored to specific industries, businesses & professionals.

TAPCO Underwriters, InC.

3060 S. Church St., Burlington, NC 27216 Phone: 800-334-5579, Fax: 336-584-8880 Email: Jhenderson@GoTAPCO.com www.GoTAPCO.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!

10210 N. Central Expy, Ste. 500, Dallas, TX 75231 Phone: 800-232-5830, Fax: 214-265-4976 Email: julieb@usrisk.com www.usrisk.com

3665 Bee Ridge Rd., Ste. 214, Sarasota, FL 34233 Phone: 941-308-1918, Fax: 877-817-8099 Email: Lana.Potts-Buri@UnisourcePA.com www.UnisourcePA.com 1000 Town Center Wy, Ste. 300, Canonsburg, PA 15317 Phone: 800-886-3897, Fax: 724-265-5751 Email: kskender@usgins.com www.usgins.com 300 W. Main St., Belleville, IL 62220 Phone: 618-233-0644, Fax: 618-233-0672 Email: sales@waschickedanz.com www.waschickedanz.com

Western Surplus Lines Agency, Inc. P.O. Box 6609, Abilene, TX 79608 Phone: 800-592-4408, Fax: 325-695-0371 Email: fpeck@westernsurplus.com, croeder@westernsruplus.com www.westernsruplus.com

Westrope

1100 Walnut St., Ste. 3200, Kansas City, MO 64106 Phone: 816-842-8222, Fax: 816-842-3081 Email: info@westrope.com www.westrope.com

Westrope, the 8th largest wholesale brokerage in the US, specializes in Property, Casualty, WC, and Professional.

Westrope Insurance Managers of FL and Westrope General Insurance Agency CA have binding authority and focus on small to mid-size business and specialty programs. Classes: Contractors, Habitational, Restaurants, Bars,Taverns.

Westrope General Agency

6501 College Blvd., Ste. 175, Overland Park, KS 66211 Phone: 913-827-9900, Fax: 816-842-3081 Email: dmcclendon@westrope.com www.westrope.com

Westrope Insurance Managers of Florida, LLC 510 Vonderburg Dr., Ste. 214, Brandon, FL 33511 Phone: 813-315-3020, Fax: 813-315-3039 Email: agoldfarb@westrope.com www.westrope.com

UCA General Insurance Services, Inc. 6363 Katella Ave., Cypress, CA 90630 Phone: 800-222-5582, Fax: 714-228-7855 Email: marketing@ucageneral.com www.ucageneral.com

UCA General Insurance is a Managing General Agent writing Program Business in 9 states. Our primary focus is on Property & Casualty Business, specializing in Restaurants, Hotels & Motels, Condos & HOAs, Shopping Centers and more.

Unifax Insurance Systems, Inc.

23251 Mulholland Dr., Woodland Hills, CA 91364 Phone: 800-669-9800, Fax: 818-591-9856 Email: dklayman@crusaderinsurance.com www.crusaderinsurance.com

N30 | INSURANCE JOURNAL-NATIONAL REGION March 11, 2013

Willis Programs, ResortGuard Ins. Program

One New Hampshire Ave., Ste. 200, Portsmouth, NH 03801 Phone: 603-334-3029, Fax: 603-334-3090 Email: willisnhprograms@willis.com www.resortguard.com

Wright Insurance Services, LLC

24551 Del Prado, Ste. 4126, Dana Point, CA 92629 Phone: 949-489-1833, Fax: 949-489-5702 Email: robert@robertwrightinsurance.com www.robertwrightinsurance.com

Yates & Associates Insurance Services P.O. Box 25133, Santa Ana, CA 92799 Phone: 800-660-1125, Fax: 800-378-8588 Email: jyates@yates-assoc.com www.yates-assoc.com

www.insurancejournal.com

Project CAP, continued from page N16

understand what these opportunities are, making sure that they have the tools that they need, and they are very supportive.

We have 18 carriers at present signed up to participate on the portal, and we will be adding many more in the coming weeks and months.

What does it take to participate?

Bacciocco: It’s completely up to the carrier. You can be all in and be joined. If you’re interested, there’s a process whereby you could potentially join the investor carriers and actually sit on our board and help us make decisions and lead this initiative.

You can sponsor individual products and services through our digital marketing packages for your favorite agents in targeted states or across the country. You can participate on the portal. You can participate in all the states. You can participate in a limited number of states. We literally let each carrier craft their own plan. The idea is that they would evolve and as they see success, they can participate to a greater degree.

After the Consumer Agent Portal goes live how will it get into the hands of consumers?

SPECIAL REPORT

Personal Lines other places. ....

Bacciocco: We’re going to do all the We don’t expect a giant boom on day one things that all the traditional other entry but we have a great strategy for generating points for insurance or personal lines of a nice solid momentum of traffic. insurance use. But, to be fair, we’re not going to outspend the Geicos and Allstates Will it be rolled out on a state-byof the world. That’s not possible and we state basis? have no intention and we’re not even sorry Bacciocco: As far as the portal turning about that. But we will be using very taron, it being a website, it’s going to be on geted paid advertising. everywhere at once.

We have a very robust search engine ‘To be fair, we’re not going But we will be rolling optimization plan. to outspend the Geicos and out the comparative rating functionality We’re actually going Allstates of the world.’ on a state-by-state to leverage the fact basis, simply because that we have this we want to take the time to get the indinetwork of thousands of agencies that will vidual agents in each of those states intebe participating. We have a huge SEO — or grated, trained in how to use it, ready to search engine optimization — advantage use it, informed and so forth. because of that. ... If we get all these agencies to reference the consumer agent Will it be available to every kind of TrustedChoice.com, if they reference that agency, regardless of their technologifrom their web pages, the mass effect on the cal sophistication? search engines is actually very positive.

Bacciocco: Absolutely. One of the other We’re also going to leverage, to a very great things about what’s happening with large extent, social media. We have a lot of the social web and digital marketing is plans around incentivizing users to share that it’s a great leveler of the playing field. their experiences on the portal with their This really will allow agencies of any size friends through social media. So there’s to compete. No one is too small. going to be a lot of buzz on Facebook and

Advertisers Index Readers, browse, contact, or do product searches on any of our full page advertisers at: http://www.insurancejournal.com/adshowcase/ Abacus Insurance Brokers, Inc www.abacus.net W19 Agency Ideas www.agencyideas.com N6 Anderson & Murison, Inc. www.andersonmurison.com W14 Applied Underwriters W7, W54, S5, SC52 www.applieduw.com SE5, SE48, E5, E48, M5, M48 Astonish Results W10, SC12, SE12 www.astonishresults.com E12, M12 Brecht & Associates www.brechtassoc.com SC13 Brightway Insurance www.brightwayinsurance.com SE17 California Earthquake Authority www.calquake.com W3 Century National www.cnico.com W17 Chubb Corporate www.chubb.com W9, SC7, SE9, E11, M11

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City of Hope www.cityofhope.org N13 First American Specialty Insurance Company www.firstam.com W11 Fujitsu PFU www.fcpa.fujitsu.com N3 Gorst & Compass Insurance www.gorstcompass.com W20 IBA San Diego www.ibasandiego.com W18 IICF www.iicf.org W12, SC15, SE13, E13, M14 Lexington W15, SC9, SE11 www.lexingtoninsurance.com E9, M9 Lighthouse Holdings, LLC www.lighthousepropertyins.com SC19 M.J. Hall & Company, Inc. www.mjhallandcompany.com W16 McClelland & Hine www.mhi-tx.com SC17

Monarch E & S Insurance Services www.monarchexcess.com W2 PersonalUmbrella.Com W5, SC2, SE2 www.personalumbrella.com E2, M2 Philadelphia Insurance www.phly.com W13, SC11, SE7, E7, M7 RCA Insurance Group www.rca-insurance.com N2 St. Johns Insurance Company www.stjohnsinsurance.com SE15 State Compensation Insurance Fund www.statefundca.com W1 United Contractors Insurance Agency www.ucisg.com N7 Volunteers Insurance Services Association, Inc. www.cimaworld.com N5

March 11, 2013 INSURANCE JOURNAL-NATIONAL REGION | N31

IDEA EXCHANGE

Closing Quote percent), unmanageable medical bills (23 percent), lost work due to medical problems (27 percent) or caring for a sick family member (14 percent).

A similar study demonstrated that 62 percent of U.S. bankruptcies were due to medical bills. Most of those cases involved well-educated, middle-class homeowners. On average, medically bankrupt families had $17,943 in out-of-pocket expenses. That average includes $26,971 for those who lacked health insurance and $17,749 for those who had health insurance at some point.

Three-fourths of the people with a medically related bankruptcy had health insurance and went bankrupt anyway because there were gaps in their coverage, such as copayments, deductibles and uncovered services. Others had private insurance but got so sick that they lost both their job and their insurance.

Homeowners Insurance Is Not Enough

F

By Jeffrey A. Spain

Critical Illness Protection How can the personal lines agent protect their clients and investment? Offer critical illness insurance protection.

A critical illness policy provides cash that can be used for mortgage payments, paying property taxes, replacing lost income, and covering deductibles and co-pays, even for experimental treatment.

This product pays a lump-sum benefit in the event of a heart attack, cancer or stroke (the three conditions which account for nearly 80 percent of all serious illnesses), and also pays cash in the event of a coma, paralysis, burns, renal failure or even Alzheimer’s disease.

A critical illness policy can be used to help prevent bankruptcy, thus saving the loss of the insured’s home. Given that medical foreclosure is a more common occurrence than fire or tornado, it makes financial sense to invest in critical illness protection and the standard homeowners insurance policy.

or most middle-income Americans, the purchase of a home represents their largest investment and their most valuable asset. Thus, the lender, homeowner and personal lines insurance agent tend to focus on the common causes of loss when considering homeowners insurance coverage.

Lenders demand their loan be covered by the limit of property protection against perils such as fire, wind, flooding (if within a flood zone), and vandalism and burglary.

Affordability Personal insurance professionals take pride in insuring As always, affordability is a factor. A $20,000 critical illness their clients to 100 percent or more of the replacement plan would cover average out-of-pocket expenses, perhaps cost coverage; they offer annual reviews, replacement cost saving the home from foreclosure and the insured from bankestimators, and personal and liability coverage checklists, as ruptcy. A $20,000 simplified issue, non-tobacwell as options with deductibles and difco, critical illness plan for a healthy 40-yearfering limits of liability, and medical pay.

One in every 92 Yet the lender and the personal lines homeowners in the old male can cost less than a dollar per day.

The personal lines producer should presagent are neglecting the most common United States loses ent the benefits of a critical illness policy as cause of losing a home: One in every 92 their home each they would have protection from fire, wind U.S. homeowners loses their home each year to foreclosure. By comparison, the year to foreclosure. or burglary. Many homeowners also purchase coverage for jewelry, computers, guns or odds of a home being struck by fire are 1 other personal property, so they are open to additional coverin 310, the National Fire Protection Agency says. age and protection when the risks are explained.

Currently, more than 1.5 million Americans are in jeop Insurance professionals should present coverage to insure ardy of losing their homes. our clients’ greatest asset from the greatest risks.

A recent study by Christopher T. Robertson of Harvard Law School found that 49 percent of foreclosures were caused in part by a medical problem, including illness (32 Spain is vice president, individual sales, at Assurity Life Insurance Co.

N32 | INSURANCE JOURNAL-NATIONAL REGION March 11, 2013

www.insurancejournal.com

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/us.

Š2013 Applied Underwriters, Inc. A Berkshire Hathaway company. Rated A by A.M. Best.

EXPECT BIG THINGS

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/us.

Š2013 Applied Underwriters, Inc. A Berkshire Hathaway company. Rated A by A.M. Best.