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CONSTRUCTION STIMULUS Benefits for P/C Insurance

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Inside This Issue March 9, 2009 • Vol. 87, No. 5 • Midwest Region

MIDWEST COVERAGE 8

52 How Stimulus Could Benefit P/C Industry $140 Billion In Construction Spending Should Lift Workers’ Comp, Other Lines

NATIONAL COVERAGE N1 | Analysis: AIG Meltdown Has Roots in Greenberg Era Critics Say Greenberg Planted the Seeds for the $180 Billion Disaster N1 | Federal Reserve in Uncharted, Risky Territory Fed’s Exposure to AIG Totals Nearly $93 Billion N4 | Closer Look: Homeowners and Auto

N8 | N10 |

N22 | N14 |

N15 |

54 55

Personal Umbrella Policies Come in All Shapes and Sizes Spotlight: Energy/Oil & Gas 10 Things to Know About the Energy Market SPECIAL REPORT: Top 100 Agency Profile Calif.-based Heffernan Insurance Brokers — A Young Company With a Nontraditional Management Style SPECIAL REPORT: Hospitality Risks Directory Closer Look: Auto/Antiques and Collectibles Recession Gives Agents New Opportunity with Car Lovers Spotlight: Transportation and Trucking Industry Stalled in Soft Market But Rate Increases on Horizon

4 | INSURANCE JOURNAL-MIDWEST REGION March 9, 2009

| Missouri Unions Rebuffed in Challenge to Workers’ Comp Law Businesses Gain Technical Win As Workers’ Issues Are Ruled Premature | Industry Questions Wisconsin Governors Hike in Auto Limits Would Raise Premiums for Many 40% | Ohio Cracks Down On Employee Misclassification Costing Workers’ Comp System $50 Million | Illinois, Michigan Among States Reporting Fewer Auto Deaths Overall, 40 States Have Seen a Decline in Driving Fatalities | Death Map of Natural Events In Northern Great Plains, Heat and Drought Are Biggest Killers | How Stimulus Package Could Benefit P/C Insurance $140 Billion Into Construction Spending | Study Unveils Target Areas For Flood Insurance Sales But Selling In These Areas Could Sink Federal Program | Side Benefits of Stimulus for Agencies Tax Breaks, Subsidies and More | Maximizing Sales Begins With Source Tracking Why Not All Sales Lead Sources Are Equal

IDEA EXCHANGE N18 | Growing Your Property Casualty Agency Don’t Emulate How the Big Auto Insurers Sell N20 | Minding Your Business The Art of Restructuring Your Agency in Difficult Times 58 | Closing Quote: Robert Rusbuldt Big “I” Letter to President Obama

DEPARTMENTS 51 58 N19 6 56

Business Moves Closing Quote MyNewMarkets Opening Note People

Death Map of Natural Events

Target Areas for Flood Insurance Sales

Heat and Drought Biggest Killers in Northern Plains

But What Could Happen If More Policies Are Sold Here

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Who insures you doesnâ&#x20AC;&#x2122;t matter.

Until it does.

Financial Strength and Exceptional Claim Service Property | Liability | Executive Protection | Workers Compensation | Marine | Surety Homeowners | Auto | Yacht | Jewelry | Antiques | Accident & Health Chubb Group of Insurance Companies ("Chubb") is the marketing name used to refer to the insurance subsidiaries of The Chubb Corporation. For a list of these subsidiaries, please visit our website at www.chubb.com. Actual coverage is subject to the language of the policies as issued. Chubb, Box 1615, Warren, NJ 07061-1615

Idea Exchange Opening Note Publisher Mark Wells Chief Executive Officer Mitch Dunford

Divorce, AIG Style

EDITORIAL

ike spouses granted a divorce, AIG’s property/casualty insurance executives are relieved and excited about their newfound freedom. AIG is letting them form their own independent company called AIU Holdings. No longer will they have to answer for what their irresponsible partner-parent AIG has done or is doing. AIG’s P/C executives have been victims of the other AIG operators who have tarnished the family name. Their insurance operations have remained profitable and their policyholders have remained protected. Their insurance monies are completely walled off so that they can’t be raided. They have not needed or received any of the billions of dollars doled out by the government to AIG. But the marketplace hasn’t always listened to or trusted these assurances coming from inside AIG. AIG’s competitors have also been happy to create noise in the marketplace to confuse matters. Now the AIG P/C insurance pros are going to be judged on their own merits again. Officially separating from AIG will take some time but the branding has already begun. “Putting some distance will be good for everyone involved,” John Doyle, president of the Commercial Insurance Group for North America, told an Aon client conference a day after AIG announced that it would be spinning off the P/C business. “We appreciate that,” he added. March 2, the day on which parent AIG reported the biggest “The newly quarterly loss in history— $61 billion— and accepted another $30 billion credit line from the government— was neverthesingle AIU less a “good day for us,” Doyle said of the insurance group. Doyle said AIG’s P/C business around the world has continHoldings will not ued to perform well despite the challenges. It’s performed well, perhaps, but not perfectly. There have been some highbe immune to profile executive defections, although Doyle maintained that overall employee retention, even at the senior management the fallout level, is well within the normal range. Premium retention is down a bit, about five percent but client retention is at norfrom a troubled mal levels. “No major commercial customers are looking to move on,” Doyle said. economy.” Attracting new business in a recession is a challenge for any insurer but it has been especially difficult for AIG as it tries to also overcome client doubts about its financial future. New business premium fell 37 percent in 2008 and that trend has continued in early 2009. The new AIU will start out with many advantages including $45 billion in total revenues—enough to be a Fortune 54 company. Its policyholder surplus is unmatched by any rival. Going solo should give AIU more financial flexibility. Part of the new plan calls for AIU to sell a minority interest. Of course, whether capital markets will be in any shape to respond remains to be seen. For all its history and size, the newly single AIU Holdings will not be immune to the fallout from a troubled economy. The marriage was good for a long time and made AIU the force it is today. Now it’s time for AIG and AIU to go their separate ways and Andrew Simpson focus on the future. Southeast/Midwest Editor asimpson@insurancejournal.com

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Editor-in-Chief Andrea Ortega-Wells | awells@insurancejournal V.P. Content/ and Interim Midwest/Southeast Editor Andrew Simpson | asimpson@insurancejournal.com East Editor Kenneth J. St. Onge | kstonge@insurancejournal.com South Central Editor Stephanie K. Jones | sjones@insurancejournal.com West Editor Patricia-Anne Tom | ptom@insurancejournal.com MyNewMarkets Associate Editor Chris Boggs | cboggs@insurancejournal.com International Editor Charles E. Boyle | cboyle@insurancejournal.com Columnists Alan Shulman, Catherine Oak, Bill Schoeffler Contributing Writers Richard Augustyn, Laura Bergan, Robert Eng, Robert Rusbuldt

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 Eric Jeter (281) 655-0234 ejeter@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

MARKETING Marketing Administrator Gayle Wells | gwells@insurancejournal.com Advertising Coordinator Erin Burns | eburns@insurancejournal.com (619) 584-1100 x120 New Markets Sales Manager Kristine Honey | khoney@insurancejournal.com Classified and Ancillary Sales Manager Nicola Coghill | ncoghill@insurancejournal.com (619) 584-1100 x125 New Media Producer Chad Reese | creese@insurancejournal.com

DESIGN/WEB Vice President/Design Guy Boccia | gboccia@insurancejournal.com Vice President/Technology Joshua Carlson | jcarlson@insurancejournal.com Graphic Designer Jamie Bethell | jbethell@insurancejournal.com Web Developer Jeff Cardrant | jcardrant@insurancejournal.com Web Developer Chris Thompson | cthompson@insurancejournal.com

A D M I N I ST R AT I O N Accounting Manager Megan Sinclair | msinclair@insurancejournal.com Admin./ Marketing Asst. Kristina Delavega | kdelavega@insurancejournal.com Cover Photo by: Stephanie Secrest

Insurance Journal, The National Property/Casualty Magazine (ISSN: 00204714) is published semi-monthly 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 2009 Wells Publishing, Inc. All Rights Reserved. Content may not be photocopied, reproduced or redistributed without written permission. Insurance Journal is a publication of Wells Publishing, Inc. POSTMASTER: Send change of address form to Insurance Journal, Circulation Department, PO Box 9049, Maple Shade, NJ 08052 FOR QUESTIONS REGARDING SUBSCRIPTIONS: please call 856-380-4176 or email subscribe@insurancejournal.com. You may subscribe or change your address online at insurancejournal.com/subscribe. ARTICLE REPRINTS: For reprints of articles in this issue, contact Rhonda Brown at 1-866-879-9144 ext. 194 or rbrown@fostereprints.com. Visit insurancejournal.com/reprints for more information.

Midwest Coverage News & Markets

Tough Luck for North Dakota Workers’ Comp Whistleblowers By Dale Wetzel

ormer employees of North Dakota’s Workforce Safety and Insurance agency have struggled to pursue claims that they were illegally fired for spotlighting questionable activities at the agency. A judge has thrown out most of the case filed by James Long, the agency’s former chief of support services, concluding that Long may sue WSI but not a group of executives and board members he claims plotted to fire him. Long’s lawsuit against the agency itself is continuing. Kay Grinsteinner, the agency’s former internal auditor, and Todd Flanagan, a one-time WSI fraud investigator, both recently settled their lawsuits for $10,000 each, records show. The state has spent almost $56,000 defending the three cases, including the two $10,000 payments.

Tag Anderson, the director of North Dakota’s risk management division, said the settlements did not concede any wrongdoing. He described them as “very low offers’’ that Grinsteinner and Flanagan decided to accept. The North Dakota Senate has rejected legislation sponsored by Sen. Tracy Potter, D-Bismarck, to let the state auditor investigate whistleblower claims by state workers. The bill also would have allowed the state labor commissioner to order the reinstatement of wronged employees. North Dakota laws now prohibit public and private employers from retaliating against workers who report possible illegal activities. For public employees, the protection extends to reports of misuse of public resources. But the dismissals of Long, Grinsteinner, Flanagan and Billi Peltz, WSI’s former human

resources director have exposed North Dakota’s whistleblower protection law as worthless, said Long’s attorney, Tom Tuntland. “The law is worse than a sham. It’s a trap,’’ Tuntland said. “It leads employees to believe they have protection when they have absolutely no protection .... Any public employee who blows the whistle on public wrongdoing is a fool.’’ Long, Grinsteinner, Flanagan and Peltz had requested protection after Sandy Blunt, WSI’s former chief executive, returned in October 2007 from a six-month leave of absence. Blunt was put on leave after Burleigh County prosecutors filed charges against him. Blunt was convicted of one felony, for misspending more than $10,000 of the agency’s money. He was sentenced to two years’ probation with community service. North Dakota has two laws on reporting wrongdoing. One covers

all employees and lets workers who believe they are wronged sue for damages. The second, which focuses on the rights of government workers, does not provide the option of suing. Statee district judge Ronald Goodman, who is handling Long’s lawsuit, ruled that Long’s claims could go forward against WSI based on the more expansive whistleblower law but not under the public employees one. “Just because the statutes prohibit this conduct does not mean that the statutes provide a damages remedy for the conduct,’’ Goodman wrote. Even if damages are appropriate, he wrote, “it is the duty of the Legislature, not the judiciary, to create the remedy.’’ IJ Copyright 2009 Associated Press. All rights reserved. This material may not be published, broadcast, rewritten or redistributed.

Kansas Debates Costs of Getting Drunk Drivers Off Roads

ansas lawmakers heard testimony on a bill recently that was inspired by the deaths of a mother and her 4-year-old daughter in an accident police believe involved a driver with multiple drunk driving convictions. Kansas Rep. Aaron Jack, R-Andover, has introduced one of the toughest bills ever proposed in Kansas to punish impaired drivers.“We have simply got to get these people off our roads,’’ Jack said. But some legislators, and treatment expert Harold Casey of Wichita, predict there might soon be many more drunken drivers on the road even if legislators toughen penalties. The reason: state budget cuts in the treatment programs. “What you’re going to see is more criminality, more people on the road, and jails and prisons more crowded because the judicial system won’t have as many treatment programs to send them to,’’ said Casey, president of the Substance Abuse Center of Kansas. Unfortunately, Casey is right, said state Sen. Jean Schodorf, R-Wichita. Schodorf has helped Sen. Tim Owens, R-Overland Park, shape a new Senate DUI bill, separate from Jack’s. “The corrections department

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is going to take a huge hit with program closures, and that brings up the question of safety with all those people back on the street,’’ Schodorf said. “So that raises the tough question for us in the Legislature: Do you try to improve the economy first? Or do you try to solve a problem like drunk driving, and get the statutes in place?’’ Jack’s bill would create a new crime in Kansas: aggravated drunken driving. The bill includes higher penalties for DUI if aggravating factors are present: if drivers are found to be drunk at a blood alcohol level of .24, if they’re driving with suspended or revoked licenses, or if they have one or more passengers younger than 18. Jack also wants to make it easier to convict people even if they refuse to take a breath or blood alcohol test. Jack’s bill already has one critic: Sen. Owens. “I think his (Jack’s) bill is premature,’’ Owens said. Owens said there’s no point in creating a new crime, “aggravated DUI,’’ if the law undergoes further revisions down the road. IJ Copyright 2009 Associated Press. All rights reserved. This material may not be published, broadcast, rewritten or redistributed. March 9, 2009 INSURANCE JOURNAL-MIDWEST REGION | 7

Midwest Coverage Snapshot

Missouri Unions Suffer Setback in Challenge to Workers’ Comp Law By David A. Lieb

he Missouri Supreme Court recently rejected labor union challenges to a 2005 law that limited the ability of some injured workers to get benefits under the workers’ compensation system. Business groups praised the court decision as a victory, though it was largely a technical one. The Supreme Court ruled that most of the labor union arguments were hypothetical and thus not ripe for a court to decide. Chief Justice Laura Denvir Stith was joined by Judges Mary Russell

and Patricia Breckenridge in stating that it was premature to address the constitutional validity of the provisions. They said such claims would depend on the particular circumstances of an injured person, and the union suit did not include any injured individuals. But the trio of judges did declare that people excluded from participating in the workers’ compensation system because of a narrower definition of “accidental injury’’ under the 2005 law now could sue in court to try to win damages from their employers. The 2005 amendments to the

law were a priority for former Gov. Matt Blunt and the Republican-led Legislature, who claimed the system had become tilted against employers. Among other things, the 2005 law required workers to show a “specific event during a single work shift’’ to be compensated for an accident, no longer allowing a “series of events’’ to qualify. It also required the accident to be “the prevailing factor’’ in an injury, instead of the previous standard of a person’s employment as “a substantial factor.’’ During last year’s arguments, labor attorney Alan Mandel, of St.

Industry Questions Wisconsin Gov.’s Hike in Auto Limits Andrew G. Simpson

proposal in Wisconsin Gov Jim Doyle’s budget to increase mandatory auto insurance limits would drive up costs for many drivers as much as 40 percent, according to the insurance industry. The governor would raise the current liability limits of $25,000 for each person, $50,000 for each accident, and $10,000 for property damage per accident to $100,000, $300,000 and $25,000, respectively. Andy Franken, president of the Wisconsin Insurance Alliance, said the change would raise costs for many low and middle-income families as much as 43 percent.

“High income families who already choose higher coverage levels would be less affected, but would still see premium increases,” said Franken. The industry says that the largest dollar increases would fall on families in the Milwaukee area. Families in rural areas would see the highest percentage increase. Highest Limits The change would mean Wisconsin would have the highest mandated insurance limits in the nation. Only four states require limits greater than Wisconsin’s current limits. According to the Auto Insurance Report’s PAIN index, Wisconsin families pay the third lowest rates as a percentage of household income. The industry maintains that the change would have other implications, too. Mark Johnston, Midwest manager for the National Association of Mutual Insurance Companies, said the governor’s proposal would also

8 | INSURANCE JOURNAL-MIDWEST REGION March 9, 2009

undo tort reforms so that someone who is barely connected to an accident could end up paying the entire amount of the damage. “An example would be when an uninsured drunk driver causes a horrific accident. The plaintiff’s lawyer will strain to look for someone else with insurance, such as another driver or a property owner near the scene of the accident, who somehow can be said to have contributed to the accident,” Johnston said. The proposal would also drive up costs by allowing so-called “stacking” of insurance policies, requiring uninsured motorist coverage when an accident is caused by a phantom car, which would increase fraud and paperwork, according to Johnston. “These are significant public policy changes, and they need to go through the proper legislative process where there is time for analysis and public comment,” Johnston said. “Sticking the legislation in the budget greatly reduces the opportunity for scrutiny and usually creates legislative mistakes.” IJ

Louis, described the law as “the most draconian statute in the country.’’ He denounced various provisions as “egregious’’ and “horrendous.” By contrast, business attorney Marc Ellinger, of Jefferson City, argued that the 2005 law merely returned a proper balance between employers and employees to a system that had been skewed toward employees by previous court rulings. IJ Copyright 2009 Associated Press. All rights reserved. This material may not be published, broadcast, rewritten or redistributed.

Ohio to Crack Down on Employee Misclassification

hio Attorney General Richard Cordray announced that state agencies are collaborating to combat the misclassification of employees as independent contractors to avoid taxes and workers’ compensation premiums. Cordray’s office estimates that the annual costs from worker misclassification may be $100 million for unemployment compensation, more than $510 million in workers’ compensation premiums and almost $180 million in forgone state income tax revenues. Additionally, misclassification is estimated to have cost Ohio cities and villages more than $100 million in local income tax revenues in 2006, and cost school districts $7.8 million in 2008. IJ www.insurancejournal.com

It Figures

Declarations Can’t Figure

$3 Million The amount in underpaid benefits uncovered by an audit of Minnesota’s worker’s compensation system. The $3 million in underpaid claims represents less than 1 percent of overall benefits paid, but auditors recommended that the Department of Labor and Industry improve oversight to catch more of the errors by insurers.

$5,000 The current figure triggering the South Dakota law requiring disclosure of prior damage to an auto. The state Senate is considering a measure that would require disclosure only if the damage exceeds 40 percent of a car’s retail market value.

$1 Million The minimum personal liability insurance that gun owners in Indiana would have to carry under a bill proposed by Rep. Kenneth Dunkin. Any person who owns a firearm in the state would have to buy insurance “specifically covering any damages resulting from negligent or willful acts involving the use of such firearm while it is owned by such person.” A gun owner would be responsible after a firearm is lost or stolen until the loss or theft is reported to authorities.

$157 Million

$500

The amount that jurors in a Superior Court in Indiana awarded a Lafayette woman for her lawsuit against the makers of a tree stand that malfunctioned, resulting in her husband’s death. Carol Simonton’s husband was found hanging from a tree where he had been scouting for deer. Simonton’s attorney said he did not know how jurors reached the $157 million. No one representing the defendants — L & L Enterprises of Hattiesburg, Miss., Ol’ Man Tree Stands of Jay, Fla., and TSR Inc. of Pace, Fla. — showed up for the trial.

The lowest threshold in a new deductible program approved by the Ohio Bureau of Workers’ Compensation. The program offers five deductible levels from $500 up to $10,000 per claim. The deductible program will be available to employers beginning July 1, 2009.

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“I can’t figure out what amount (Blunt) is convicted of.’’ — District Judge Bruce Romanick in ordering Sandy Blunt, the former director of North Dakota’s Workforce Safety and Insurance agency, to perform 1,000 hours of community service and pay $2,000 in fines. The judge gave Blunt a two-year deferred sentence with no jail time, noting there was no evidence Blunt used any agency money to line his own pockets. A Bismarck jury last December found Blunt guilty of misspending agency funds on unauthorized expenses and illegal gifts.

Cattle Cash “Given the economic times, compared to some other crimes, this is fairly lucrative. You’re looking at animals that are worth hundreds of dollars, and it’s pretty quick cash.’’ — Jeff Windett, Missouri Cattlemen’s Association, talking about the rash of cattle thefts in southwest Missouri that has prompted his organization and the Missouri Farm Bureau to each offer $5,000 in rewards for help catching the crooks. Hundreds of animals have been loaded onto trucks and driven away to be sold in stockyards in nearby states, where sellers need to provide only a name.

Spring Flood “I think there’s a pretty significant risk of a spring flood and just how bad that’s going to be will be played out, but I think there’s a pretty significant risk.’’ — Steve Buan, lead forecaster for the National Weather Service Center in Chanhassen, Minn., who said he expects a Red River crest in Fargo in the mid-30 foot range. Flood stage is 18 feet. Fargo officials have said they would have to build a dike to protect City Hall if the river gets to 31 feet.

Hungry Gecko “As we view GEICO’s current opportunities, Tony (Nicely) and I feel like two hungry mosquitoes in a nudist camp. Juicy targets are everywhere.” — Berkshire Hathaway Inc.’s Warren Buffett speaking of GEICO’s CEO Nicely in his annual letter. Buffett discusses how his insurance and investment company barely broke even in the fourth quarter because of losses on derivatives contracts tied to the stock market.

D&O Trends “If the emerging executive liability insurance pricing trends continue, we can expect D&O rates to rise for other [non-financial] industries, especially if we see a reduction in insurer capacity due to consolidation or insolvency”. — Lauri Floresca, senior managing director and author of the Carpenter Moore D&O Benchmarking Report, which shows that the D&O insurance market is clearly hardening for financial services companies. Floresca warned that the pricing may spill over into other D&O segments and that after several straight years of declining premiums, many companies may not be prepared for cost increases. . March 9, 2009 INSURANCE JOURNAL-MIDWEST REGION | 9

Midwest Coverage News & Markets

Illinois, Michigan Among States Showing Declines in Auto Deaths deaths dropped in 40 states and the District of Columbia out of 44 states they surveyed. The average utomobile fatalities declined decline was 10.7 percent, the safein 40 states in 2008, a sign ty group said. that traffic deaths could dip to “Clearly, the high gas prices in their lowest levels in four decades. the first part of the year and the The Governors Highway Safety difficult economy in the second Association said that vehicle half caused people to drive less, thus reducing fatalities. However, there’s more occurring here than just economic factors,’’ said Barbara Harsha, executive director. Harsha said the Web resource declines could also be Governors Highway Safety Association: attributed to seat belt http://www.ghsa.org/ use reaching a record By Ken Thomas

high of 83 percent in 2008 and increased enforcement of traffic laws. Many states also reported drivers reducing speed to boost fuel efficiency. Among large states, Florida’s highway fatalities dropped 6.8 percent, Illinois’ fell by 16 percent, Ohio’s declined by 4 percent and Michigan’s fell by 7.7 percent. Georgia saw decreases of 12 percent and New Jersey’s fatalities dropped 18 percent. Alaska, Hawaii, Massachusetts, Virginia, Wisconsin and the District of Columbia all saw declines of 20 percent or more. Fatalities increased inVermont, Wyoming, Delaware and New Hampshire. Several states, including New

York, California, Pennsylvania and Texas were not in the survey. The preliminary results were consistent with a report from the National Highway Traffic Safety Administration in December that found auto fatalities dropped 10 percent in 2008 from the months of January though October. If the trend held up during the year’s last two months, deaths could reach their lowest level in 42 years. The Federal Highway Administration has reported steep declines in the number of miles Americans are driving . IJ Copyright 2009 Associated Press. All rights reserved. This material may not be published, broadcast, rewritten or redistributed.

Geographers Create U.S. ‘Death Map’ of Natural Event Fatalities

niversity of South Carolina geographers have produced a map of natural-hazard mortality that gives a county-level representation of the likelihood of dying as the result of natural events such as floods, earthquakes or extreme weather. The map, recently featured in the International Journal of Health Geographics, gives a countylevel representation of the likelihood of dying as the result of natural events such as floods, earthquakes or extreme weather. Dr. Susan Cutter, a Carolina Distinguished Professor of Geography, and Kevin Borden, a doctoral candidate in geography, used nationwide data dating back to 1970 to create the map.

Cutter said the map will be a valuable planning and policy tool. “This work will enable research and emergency-management practitioners to examine hazard deaths through a geographic lens,” said Cutter, a leading authority in the field of hazards and vulnerability research. “Using this as a tool to identify areas with higher-than-average deaths can justify allocation of resources to these areas with the goal of reducing loss of life.” Hazard mortality is most prominent in the South, where most people are killed by severe weather, such as tornadoes. Other areas identified as having elevated risks include the northern Great Plains Region, where heat and drought are the biggest killers, and in the moun-

10 | INSURANCE JOURNAL-MIDWEST REGION March 9, 2009

tainous areas of the West, where responsible for relatively few deaths are attributed to winter deaths when compared to the weather and flooding. The greatmore frequent, less catastrophic est threats to the south central events such as heat waves and United States are floods and torsevere weather (summer and winnadoes. ter),” Cutter Heat/drought said. ranked highest The The northern among the hazard Great Plains is researchers said categories, causing one of the areas that while these 19.6 percent of findings may with elevated total deaths, close- mortality risk, not be entirely ly followed by surprising, they with heat and severe summer provide a valudrought as the weather (18.8 perable blueprint biggest killers. cent) and winter for identifying weather (18.1 perhazard mortalicent). ty “hot spots” that merit in-depth Geophysical events such as study so that emergency-manageearthquakes, wildfires and hurriment officials can make plans to canes were responsible for less reduce the number of future than 5 percent of total hazard deaths. IJ deaths combined. “What is noteworthy is that Web resource over time, highly destructive, Death Map: Cutter and Borden’s article highly publicized, often cataand map in the International Journal of strophic singular events such as Health Geographics can be accessed at hurricanes and earthquakes are www.ij-healthgeographics.com/ www.insurancejournal.com

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National Coverage News & Markets

Analysis: AIG Meltdown Has Roots in Greenberg Era By Lilla Zuill

The logo of American International Group (AIG) is seen at their offices in New York September 22, 2008. REUTERS/Eric Thayer

aurice “Hank” Greenberg’s legacy as the man who built AIG into the world’s largest insurer was tarnished by a 2005 probe but questions about whether he created a financial monster that subsequently ran amok could cause greater damage to his image. The former Army captain — who left AIG in 2005 amid allegations he used off-balance sheet transactions to improperly boost profits — had previously been revered for his track record of

steady profit growth over a 38year tenure. In the years since he quit AIG, Greenberg has pursued other business interests, but much of his time has been spent defending his name and railing against a succession of CEOs who replaced him at AIG. But AIG’s posting in early March of a $61.7 billion quarterly loss, the biggest in corporate history, and the announcement of a third bailout by the U.S. government have prompted his critics to ask whether Greenberg plantcontinued on page N2

Federal Reserve in Uncharted, Risky Territory with AIG Investment

he U.S. Federal Reserve, by taking an equity stake in American International Group, is moving further into uncharted territory and may be risking potentially large investment losses and its independence. As part of the latest bailout effort of the troubled insurer, the U.S. central bank will reduce a $60 billion credit facility in exchange for taking a preferred interest in AIG subsidiaries American Life Insurance Co. and American International Assurance Co. Ltd. The Fed’s exposure to AIG now totals roughly $93 billion, and could put it on the line for sizeable losses should the value of the stake deteriorate. “This continues the steady erosion in the Fed’s balance sheet,” said Steven Ricchiuto, chief economist at Mizuho Securities. “They are getting further and further pulled into this crisis.” Some regional Federal Reserve www.insurancejournal.com

Bank presidents agree. Richmond Fed President Jeffrey Lacker and Philadelphia Fed chief Charles Plosser have been vocal in their concerns the central bank’s unorthodox measures could make it vulnerable to political pressure and risk its independence. “Using the Fed’s balance sheet is at times the path of least resistance, because it allows government lending to circumvent the congressional approval process,” Lacker said. Unusual Times, Measures The U.S. central bank has taken a number of nontraditional steps to shore up key credit markets, including buying mortgage-backed securities that have drawn it away from its traditionally safe balance sheet consisting only of U.S. government debt. The stake in the two AIG units, both of which have large Asian operations, is a further step in that direction.

“Having a large direct equity Some investors and Fed officials stake on the Fed balance sheet is worry the central bank has posisure to make a lot of people justifi- tioned itself to pick winners and ably nervous about the central losers, rather than focusing on the bank getting into the business of economy more broadly. Even those running private companies,” said who say the Fed had little choice Michael Feroli, economist at are feeling discomfort. JPMorgan. “At the moment, That, in ‘This continues the it is much better to turn, risks be a financial cripsteady erosion in undermining ple with a governthe Fed’s balance monetary poliment guarantee cy, some worry. sheet. They are than a Gibraltar Stephen getting further and without one,” Stanley, chief renowned investor further pulled into Warren Buffett said economist at RBS Greenwich this crisis.’ in his annual letter Capital said the to shareholders. conflicts of interests “are pretty Buffett complained that while obvious.” the credit of his company, “The Fed now essentially owns Berkshire Hathaway, was “prispart of an overseas life insurance tine” as one of only seven triple-A business,” he said. “And does it rated U.S. companies, “our cost of become a consideration when set- borrowing is now far higher than ting monetary policy? Would they competitors with shaky balance want to make sure things are OK sheets but government backing.” IJ with AIG before raising rates, for example?” Copyright 2009 Reuters March 9, 2009 INSURANCE JOURNAL-NATIONAL REGION | N1

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National Coverage News & Markets

AIG, continued from page N1

ed the seeds of the financial dis130 countries and serving more aster that already threatens to than 70 million customers. cost taxpayers $180 billion. But in 2005, amid an investigaGreenberg’s creation more than tion by then New York Attorney two decades ago of a financial General Eliot Spitzer, Greenberg products unit, which has triggered was forced out by AIG’s board. the bulk of AIG’s massive losses, is He had refused to cooperate with their main focus. the company’s Credit default own probe. ‘The bottom line is swaps, or CDS, He is still that Hank Greenberg held by AIG fighting civil wandered out of the Financial charges being very safe, wellProducts have pursued by been the biggest New York capitalized world of driver of AIG’s state, as well insurance into the losses, which as a string of surreal world of have exceeded other lawsuits credit default swaps $100 billion over outstanding the past five where you can create between him quarters. and AIG. endless amount of “The bottom But detracrisk.’ line is that Hank tors say he Greenberg wancould face a dered out of the very safe, welltough time saving face given the capitalized world of insurance latest loss revelations since the into the surreal world of credit former chieftain was sole archidefault swaps where you can cretect of AIG Financial Products — ate endless amount of risk,” said the business that poured itself Christopher Whalen, co-founder into the CDS market, and ultiof Institutional Risk Analytics, mately cost AIG so much. which provides analysis and ratThat business “brought AIG to ings to banks. its knees,” said Mark Keenan, an Greenberg has sought to disinsurance partner with law firm tance himself from the losses at Anderson Kill & Olick. AIG, suing his former company for AIG itself is clear that misrepresenting the risk of losses Greenberg should bear some of from credit default swaps held by the responsibility. AIG Financial Products. In the “AIG FP from the way it opersuit, which was filed in late ated to its compensation were all February, he claims to have been set up under Greenberg, and AIG misled into buying stock at inflatwas well into it by the time he ed prices. He said he paid more left,” said Nicholas Ashooh, a taxes than he should have because spokesman for AIG. of the inflated prices, which Greenberg, a World War II vetcaused him to overstate his eran who helped to liberate the income. Dachau concentration camp, set Greenberg and his lawyer could up the financial products unit in not be reached for comment. 1987 as he was seeking new business avenues to diversify his Damage Control growing empire against the highs Greenberg oversaw AIG’s and lows that are a trademark of growth into a company spanning global insurance markets. N2 | INSURANCE JOURNAL-NATIONAL REGION March 9, 2009

controls were not maintained at AIG Financial Products after he left, and that he would have done more to hedge the risks and head off losses. Gerry Pasciucco, a former Morgan Stanley executive who is now winding down the unit, told Reuters last month that everyone with the benefit of “20/20 hindsight” would have reacted differently. The reality is no one did, under Maurice ‘Hank’ Greenberg Greenberg, or later, A Plan That he said. Backfired “The overwhelming majority of Greenberg’s diversification plan paid off handsomely at first. AIG FP’s books were hedged, but some remote risks were not,” said AIG Financial Products contributed $5 billion to the insurer’s Pasciucco. AIG withdrew from guaranteeprofits from the time it was ing multi-sector asset-backed formed in 1987 through 2004, Greenberg’s last full year as CEO. securities — the area that has triggered AIG’s worst losses — But the risks also grew expoabout eight months after nentially as the unit, driven by a Greenberg’s departure. thirst for greater profits, racked To be sure, some experts say up guarantees on CDS worth a neither Greenberg nor AIG could total of about $450 billion. have predicted Cassano boasted the extent of the in 2007 that the ‘AIG FP from the U.S. housing company did not way it operated to market bust, or expect to realize its compensation the prolonged even $1 in losses were all set up recession. on the portfolio. “The business “AIG jumped under Greenberg, of insuring credinto the high-beta and AIG was well it is good, and world of credit into it by the time there is a valid default swaps he left.’ market, but it when there was a was left unregulow default envilated and unsupervised. Credit ronment,” said Whalen. “But insurance was the blind area,” when the market goes bad it all said David Kotok, chief investgoes bad, and with the kind of ment officer at Cumberland exposure that AIG wrote, it is Advisors. “We are now paying the just rancid.” Greenberg, in written testimo- price.” IJ ny to a U.S. congressional hearing Copyright 2009 Reuters last October, argued that risk He hired a group of traders that had worked together at Drexel Burnham. He would later promote Joseph Cassano to lead the unit, which became a soughtafter employer since it offered to share a third of all its profits with staff. Cassano is now at the center of U.S. and UK probes into what happened at AIG Financial Products.

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Closer Look Homeowners and Auto

One Size Does Not Fit All Agents Beware of Coverage Differences in Personal Umbrella Policies

By James Griffith

Griffith

condominium board is involved in a lawsuit that results in a board member being sued. A neighbor’s child is playing in the backyard, falls off a swing and sustains injuries. A teenager is driving too fast, loses control, and the car damages a neighbor’s property. All of these circumstances can involve your clients and place their personal and business assets in jeopardy. Every day newspapers run stories about lawsuits filed for every possible reason. These lawsuits range from those in which serious injuries occurred as a result of a

tragic accident to those suits that border on the ridiculous. Currently, millions of lawsuits are filed in the United States every year, and there seems to be no end in sight. Even in today’s difficult economy, with discretionary spending being limited, the importance of purchasing a personal umbrella policy cannot be overstated. A personal umbrella policy with sufficient coverage can save an insured’s personal and business assets should a catastrophic suit be filed; however, not all policies are the same. With many com-

panies offering personal umbrella coverage, it’s important agents and insureds understand the differences between those policies. True Umbrella Coverage One of the most important things agents can do is make sure the policy they suggest provides true umbrella coverage. Some personal umbrellas are referred to as “following form” or “excess liability.” This means they contain the same coverage and exclusions as the underlying policy, so there is no added protection. Frequently, excess liability coverage is added to an insured’s homeowners policy as an endorsed coverage for a minimal premium. continued on page N6

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Closer Look Homeowners and Auto Personal Umbrella , continued from page N4

A true umbrella “drops down” and provides coverage that can be considerably broader with important additions for supplementary defense costs and personal injury. Personal umbrella coverage also varies greatly. In some instances, it’s more restrictive than the coverage provided by an underlying policy.

Another issue to consider is policy definitions. The definitions of insured, business and pollution are not always described in the same way policy-to-policy. Differences in policy language could exclude coverage for: • Some family members under 21; • Certain voluntary director and officer situa-

tions, such as serving on condominium boards; • In-home business instances; and • Pollution liability for common situations, such as burning leaves and fuel tanks with capacities in excess of 100 gallons. A careful review of policy definitions is crucial to make sure coverage gaps are avoided. Benefits One of the common benefits of purchasing a personal umbrella is enhanced personal injury coverage. Unfortunately, A personal some umbrella umbrella policy polices restrict coverage in the event with sufficient of a personal injury coverage can claim that typically involves libel, save an insured’s slander or defamapersonal and tion. Side-by-side comparisons show business assets certain personal should a injury elements involving discrimicatastrophic nation, mental suit be filed. anguish, shock or mental injury can be excluded from some policies. Additionally, there can be important differences in how various personal umbrellas treat the “care, custody and control” exclusion found in most underlying policies. Certain umbrellas can exclude liability for damage to rental vehicles, watercraft, snowmobiles and other recreational vehicles. Individual circumstances vary, so careful consideration should be given to purchasing personal umbrella coverage that is adequate to protect a client’s assets. With a society becoming more litigious each day, it’s now more important than ever for agents to advise their clients properly. Being aware of the differences in personal umbrella and knowing that one size does not fit all situations will help agents form partnerships with their clients and ensure their personal and business assets are properly protected from a potential disaster. IJ Griffith is director of personal lines for Burns & Wilcox. He has more than 25 years of insurance industry experience and is responsible for the company’s personal lines department. E-mail: jmgriffith@burns-wilcox.com.

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National Coverage News & Markets

10 Things to Know About ...

Energy, Oil & Gas 4. 1. The types of risks classified under the energy insurance category range from offshore energy (exploration and production), offshore energy construction, onshore energy (oil refining, gas processing, petrochemical plants and biomass), operational engineering (power stations, including thermal, wind, nuclear and solar), erection all risks (all industry types) and construction all risks (including waste/water and hydroelectric plants). The subject matter of the insurance is physical material damage often extended to include business interruption/delay start-up and third party liability. Source: Navigators Group Inc.

The world’s primary energy demand grows by 1.6 percent per year on average and between 2006 and 2030 the world will experience an increase of energy demand by 45 percent. China and India account for more than half of incremental energy demand to 2030 while the Middle East emerges as a major new demand center. Both countries’ energy use is set to more than double by 2030. Source: The International Energy Agency

Modern renewable energy sources will grow most rapidly, overtaking gas to become the second-largest source of electricity soon after

2010. Source: The International Energy Agency

Machinery breakdown is the most common type of loss in the power industry. Source: Swiss Re

Hurricanes Gustav and Ike inflicted significant damage to the nation’s oil and natural gas infrastructure, causing devastating impacts on offshore natural gas production, shutting in production facilities and the pipelines that move the natural gas to processors along the Gulf coast. As a result of the two storms, almost all of the natural gas production and processing capacity in the area was shut in, with continued shut-ins affecting production into December 2008. There were 55 major natural gas processing plants in Texas, Louisiana, Mississippi, and Alabama that were in the path of Hurricanes Gustav and Ike, representing about 38 percent of the U.S. processing capacity. Source: U.S. Department of Energy

According to the World Energy Outlook (WEO) 2008, the demand for oil will rise from 85 million barrels per day now to 106 million barrels per day in 2030. Demand for coal rises more than any other fuel in absolute terms, accounting for more than a third of the increase in energy use. Source: The International Energy Agency

N8 | INSURANCE JOURNAL-NATIONAL REGION March 9, 2009

The offshore energy portfolio incurred loss ratio for 2008 is likely to be significantly greater than 100 percent once the final figures are collated and adjusted. Source: Willis Energy Market Review 2009

The market is expected to offer approximately 30 percent less capacity for Gulf of Mexico wind risk than in 2008, although this is likely to be shortly augmented by fresh capacity from Berkshire Hathaway. Source: Willis Energy Market Review 2009

2008 Gulf of Mexico energy risk losses could be more than $10 billion, which is more than double the estimated worldwide energy premium

income. Source: Willis Energy Loss Database/Willis Energy Market Review 2009 With little or no withdrawals from the market at January 2009, stated capacity levels for energy risks have actually increased by approximately 5 percent. Source: Willis Energy Market Review 2009 IJ

10.

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Finding

INSURANCE JOURNAL

TOP100 AGENCIES Steve Williams, Brian Dantzig, John Prichard Jr., Michael Heffernan, John Tallarida, and Elizabeth Bishop in front

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a Niche A Young Company With a Nontraditional Management Style, Heffernan Insurance Brokers Has Shown How an Agency Can Be Young and Successful at the Same Time By Lori Widmer

n the world of insurance and insurance brokerages, 21 years is One Thing Leads to Another almost infancy. With many of the top-ranking brokerage firms, At first, Heffernan thought he would be content to sell insurance there is a long history dating back 50 years or more and growth alongside his father, who worked for a large national brokerage. He that took time and patience. Yet longevity isn’t necessary to be joined ranks with his father in 1986. However, the younger Heffernan successful. And patience is overrated — simply find a product niche, was becoming increasingly disenchanted with the way insurance busibecome experts, respond to clients, and be one of the best employers ness was run in the traditional sense. So two years later, he bought an in your market. If you do all that, you’ll garner enough awards and East Bay company called Peterson and Associates, which had an recognition to prove you know what you’re doing better than any other already established nonprofit insurance business. player in your space. It also had $250,000 in bad debt, something that perhaps cemented in Heffernan’s mind the notion that independence Welcome to Heffernan Insurance Brokers, a needs to be guarded fastidiously. With just nine young upstart company that adopted from the outTop 100 Agency Profile employees, Heffernan focused on making its core set all the criteria that has made it one of the top RANKING: No. 11 product a specialty. His own background echoed agencies in the country today. No small accomplishAgency Name: nonprofit business. “My father did a lot of business ment given the company’s beginnings — a 28-yearHeffernan Insurance Brokers with the Catholic church, so I knew that side of it. old employee of another brokerage firm, frustrated Headquarters: When I bought this firm, they had a program with with his job, decides to buy a failing company that Walnut Creek, Calif. church business, so we grew that and expanded it comes with a $250,000 debt and grow it from one Year Founded: 1988 office and 10 employees to 11 offices, 390 employees Additional Locations: Palo Alto, to include social services. There was no one going after it consistently or with a good plan.” Thus the and the 11th largest independent brokerage in the San Francisco, Petaluma, Los company became a niche player before the rest of country. Angeles and Orange, Calif.; the industry caught on to the trend. That employee, Michael Heffernan, is the compaChicago, Ill.; Portland, Ore.; Expanding into social services also led to the comny’s first and singular CEO and the mastermind Chesterfield, Mo.; Miami and West pany’s giving back to the community. “It made for a behind an agency vision and market niche that has Palm Beach, Fla. good business theme,” says Heffernan. So good, in allowed the company to grow organically and 2007 Premium Volume: fact, that the company is currently named a top corretain exceptional talent. It started with a culture $589.2 million porate philanthropist in the Bay area, an award the based on honesty, team effort, and an unwavering Property/Casualty: company receives often and Heffernan is quite client focus. His self-described laissez-faire style of $497.3 million proud of. “We’re very active in giving back. We gave management has created what he considers to be Other than P/C: over half a million last year. All of us are proud of an environment that fosters creativity, personal and $91.9 million that.” professional development, and happier clients as a % Commercial: 96% result of happier employees. % Personal: 4% Independent, Organic Growth In just one conversation, it was obvious that hon2007 Revenues: $71.0 million Another industry specialty Heffernan has focused esty is who Mike Heffernan is and what he expects Principals: F. Mike Heffernan preson since the company’s inception — construction, from his business. He readily admits mistakes, talks ident/CEO; Dan Sebastiani, CFO primarily middle market construction and subconopenly about why his company expanded into variNumber of Employees: 390 tractor business. The product line has grown since ous areas, gives kudos to the competition, and 1988 to include personal lines, commercial, financial services and beneadmits to his own company’s past shortcomings. Not that honesty isn’t fits, including 401(k). The company added health care and technology rewarded — Heffernan Insurance Brokers has a long list of accolades to the mix, creating new areas of expertise for Heffernan employees. bestowed upon it, including Agency of the Year, top place to work The company also added new locations in California, Florida, Chicago, (three consecutive years), second best place to work in the Bay area, Missouri and Oregon, but Heffernan notes that the expansion and Top 50 best companies to work for, top corporate philanthropist, and more. continued on page N12

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Heffernan, continued from page N11

ability to develop products expertise in the nonprofit field and being growth has been mostly organic. “We do very little acquisition. Of our a leader in insuring nonprofits for all products has been a huge suc$70 million in revenue, we’ve acquired about $7 million of that.” cess.” On this point he is adamant — his company will remain indeFor Heffernan, niche is the only way to go. “It allows people to conpendent. If that means turning down an acquisition because of financentrate and understand all the intricacies of what the client needs cial dependence on others, so be it. Perhaps it’s because his young as well as the carriers and develop a relationship with the insurance company started with someone else’s debt, but he’s cautious about companies who play in that field. There is value added. You know any acquisition. “It’s not out of the question; it’s just in the last five or more about what the client needs, you have better relationships with six years because of venture capital money, bank money and internathe people who provide those products, and you can deliver better, tional brokers, the cost to acquire is a factor. We’re using our money more specialized service and products. Our company has all niche and they’re using public or private capital. If we use our money and people who help each other. In front of the client is always someone put ourselves in a situation where we get in trouble, we can’t remain independent.” Despite an impressive $589.2 million in premiums ‘From day one we were focused on specific industries. written in 2007, the firm did see a decline in profits in 2008. “We’re down 2.2 percent in top line revenue. We’re It’s ingrained in our culture.’ mostly P&C, and we’re only 8 percent benefits.” And, benefits business has seen a decline in the tough econowho knows the industry.” my. The decreases aren’t staggering, and Heffernan understands the One of those niches includes benefits, which Heffernan says reasons. “Our rates have gone down, and our clients don’t have as formed the foundation of one of his larger mistakes. “Until I asked many unit employees, so benefits and workers’ comp definitely go Steve Williams to take over the benefits business, we did a very poor down based on that. Plus if sales are down, the liability and exposure job at benefits. I didn’t put enough emphasis on it. We should be a lot base has probably a 15 to 20 percent reduction on overall book.” larger. I blame myself. A long time ago when Bill Clinton got elected, And ironically, two of the states where the company has operaI thought there was going to be national health care and I decided tions — California and Florida — are the two states hardest hit by not to put capital in benefits. That was a mistake.” Given that the the current recession. Heffernan chuckles at the irony, but says “You company has gone from $1 million in revenue to $6 million in revenue just have to manage your way through that. There’s not much you can in nearly five years, they’re making up for lost time. do about it.” He’s done that by becoming more focused on business Other company niches include long-term care, senior care, nonrelationships and costs. That includes rethinking support of producprofit, which are businesses that Heffernan says have had a little less tion sources, and making sure the people being supported are adding of a downturn. Despite the niches, Heffernan points out, “We write value to the clients. construction and we write property owners. Our people are focused on individual industries. Successful Niches “From day one we were focused on specific industries. It’s ingrained Key to Heffernan Insurance Brokers’ success is the company’s focus in our culture. If you come here, even if you are a generalist, you end on developing and selling niche products and expertise. “Some of our up becoming a specialist. From the very start we were that way. A lot of firms do that now, but 20 years ago it wasn’t that prevalent.”

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Rediscovered Opportunity Even though the company was quick to specialize, Heffernan admits to being late to the dance in a few areas. His understandable misperceptions of the benefits market aside, he admits to having been “a bit behind the game” with technology accounts, an area in which the company now thrives. As with any area in which the company specializes, Heffernan says a team with specific technology expertise was recruited and marketing campaigns were put into place to support the technology business. That’s how the company differentiates itself. “We go after a specific industry based on having talent in the company, we see a market opportunity or a product that differentiates us, and we believe in focused marketing.” He also believes in understanding where true value lies. “We went after health care, long-term care, resident care, and home health care agencies because those areas were growing faster than the economy. If you’re going into an industry, you probably want to go into one that’s growing faster than the economy because the insurance induswww.insurancejournal.com

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INSURANCE JOURNAL

TOP100 AGENCIES try can’t grow much faster than the economy — only in specific segments.” The company has also further diversified its portfolio in the benefits arena. Current offerings include a financial services division for 401(k) products, and an investment management advisory group. In fact, financial services are to Heffernan a key area of concentration. “It’s a business strategy for us in the upcoming years to become a lot bigger and more sophisticated in that arena. We have a very good team in place and we have a good platform.” Another area of concentration is the small business. “We’ve also concentrated on small business for a long time, which a lot of brokerage firms have not done. With a lot of those clients we try to cross-sell the financial services — the 401(k) and the health.” There are two reasons for the small business unit, says Heffernan. “The primary reason was to write business for smaller businesses. There aren’t a lot of independent agents going after that business. We wanted to take the products by carriers such as Travelers and The Hartford, CNA, with good small business divisions and serve that segment of the insurance population. On the other end, the underlying reason for the division is the people doing that business get trained in insurance and they become people who can populate our company. It’s served as a really good training ground. Also, it’s a profit center that does well for us.” As with most brokers and insurers, the aging employee base is a constant concern. Heffernan believes because his company put such effort into attracting young talent, there may be no shortage of future management or industry leaders. “We have a very young company. We’re getting older in management, but there are still a ton of people in the company who are younger that are brand new to the industry. We have 30-40 people straight out of college who are going to be in the insurance industry. That is one of our biggest successes.”

From left to right: Steve Williams, John Tallarida, Michael Heffernan, John Prichard Jr., Brian Dantzig, and Elizabeth Bishop in front.

When asked who the key people in the company were, he struggled. “That’s such a hard question. Our company is full of people who have been unbelievable for many years. Right now, people like Steve Williams who runs the San Francisco office and our financial services and benefits division; John Tallarida, who runs our Palo Alto office, oversees our southern California expansion; John Prichard Jr. who runs our small business unit; Brian Dantzig who runs the Walnut Creek office; and Liz Bishop who runs our personal lines division for California in addition to our Petaluma commercial lines office are our key players. It’s a big team, and it takes everybody. There are also many other people who have been here for 15 or 20 years including pro‘We have a very young company. … We have 30-40 people straight ducers, account managers and out of college who are going to be in the insurance industry. That is accounting personnel. one of our biggest successes.’ “Very few people leave our company. Most who have come here haven’t The People Factor left. They might leave to quit the insurance industry, but very few peoIt’s all part of Heffernan’s philosophy of finding employees who fit ple leave to go to other brokerage firms. Our clients see consistency. the corporate style and giving them the freedom to do their jobs withWhen people ask how we’re able to grow when times are tight, one of out micromanagement. “If you allow people to do their jobs by creatthe things is that virtually no one who is key to our company has left.” ing an environment where they can work well and you don’t impose From kids and dogs roaming the offices to hiring young talent and your will on them, you’ll have a better service platform.” bringing them to leadership status, this is not business as usual. Still, His philosophy has proof in numbers — of the people helping to Heffernan sees little difference between his company and other brorun the Heffernan business, 80 percent of their brokerage careers have kerages. “You can’t be that much different. We’re insurance brokers, been with the company. That’s not to say everyone is a fit. In fact, findbut I think we try to do it with a little more style, and try to treat ing new talent has been challenging because of the difference in maneveryone in the company in a way that allows them to enjoy what agement style of Heffernan versus a traditional brokerage. “We have a they’re doing. If they’re positive about their jobs, that transfers over to harder time recruiting people who have been in the industry for a our clients and knowing we care about them. It’s twofold — if our while because our style is different and they may not feel as comfortemployees are positive about their jobs, then the people we serve will able with that. They have to fit into it because if they don’t they just feel positive about what we’re providing them.” IJ won’t like it. I’m a true believer that there are many styles that can be successful. We’ve chosen this. It’s a strong culture. You have to like Widmer is a Philadelphia-based freelance writer who specializes in insurance and risk that style to thrive in it.” management topics. www.insurancejournal.com

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Closer Look Homeowners and Auto/Antiques and Collectibles

Recession Gives Agents New Opportunity with Car Lovers Bergan

By Laura Bergan

ast month, firefighters saved a 1964 As the vehicle value appreciates over time, or • Premiums can be much lower with a colFord Mustang convertible from a fire restoration work is done to the car, the value lector policy compared with a standard auto at a restoration shop in suburban may be adjusted upon request. policy. The reason: collector policies restrict Chicago. The car, the first of its make The competitiveness of today’s auto insurcar usage to hobby use, which means the and model to come off the assembly line, was ance markets has made insuring a classic car property/liability risks can be much lower valued at $5 million. The blaze started in simpler than ever. Collector-vehicle insurance than a daily-use car that is driven 10,000 another classic vehicle, a 1968 Oldsmobile has grown steadily in popularity among car miles-plus annually. Premiums reflect the Cutlass, one of only 250 still in existence. collectors. Yet, there’s a lot of room to grow. lower risks. That vehicle, in the Industry estiBrokers are able to use the collector-car final stages of mates are that only insurance sale as a way to build a closer bond restoration, was half of collector and loyalty with customers: worth $75,000. vehicles are actual• The demographics of car lovers appeal to ly insured with brokers. For example, the 180,000 subscribers A collector car collector-vehicle of “industry bible” Hemmings Motor News — whether it’s a coverage. And the magazine own an average of 4.4 cars. These late model Aston world of car lovers car lovers have an average household income Martin that a James is a big one: 7 perof $139,000, a home valued at $385,000, and Bond fan might cent of Americans household net worth of $1.27 million. buy; a 1960s muscle own a collector • Americans love to spend time and money car like a Pontiac 1930 Ford Model A vehicle, according on their collector cars. An American GTO; or a vintage to an estimate in the Wall Street Journal. Collectors Insurance survey of nearly 400 vehicle like a 50s-era Ford pickup — is insured customers showed that car collectors almost always the most-prized possession of That’s a market of 21 million people who spend an average of 25 hours per month on its owner. If someone’s most valuable possesspend their time and money on vehicles of all their hobby. They’ve got sion is lost in a fire, woe to the insurance makes, models and types. It’s not discretionary income: agent who underinsured it. just cars: Fire engines, military Agents can offer Hemmings readers spend trucks and motorcycles draw colcollector-vehicle an average of more than Agreed Value: Crucial for Collectors lectors, too. coverage to $6,000 yearly for car These vehicles may have been covered by Those people have one thing in restoration work. the restoration shop’s commercial insurance. common: They buy a vehicle solecustomers as a An agent who taps into But in many other cases collector-vehicle ly for the purpose of enjoying it as money-saving that passion by providing owners are filing claims with standard auto a valued possession. opportunity that a more suitable policy has carriers and hearing the disappointing news also will provide a better chance to tap into they are receiving actual cash value (not What Agents Can Gain the trust and loyalty of agreed value) for their most-valued possesMany insurance brokers are broader coverage sion. Collector-vehicle insurance provides loss pleasantly surprised about how more tailored to a that customer. Plus, agents can offer collector-vehicle reimbursement based on agreed value. different a collector-vehicle policy collector’s needs. coverage to customers as a For agents, there’s a lesson here. is than a standard auto policy. money-saving opportunity Agreed-value coverage is typically a better Here are examples of a collector that also will provide broader coverage more fit for the needs of collectors than a standard policy’s appeal: tailored to a collector’s needs. IJ auto policy. Agreed-value coverage pays the • Collector policies have added features of vehicle’s full-insured value (less the special appeal: automatic increases in coverdeductible). The insurance provider and the age to keep up with inflation; flexible mileage Bergan is vice president of marketing for American consumer jointly agree at time of policy issue tiers depending on usage; coverage for spare Collectors Insurance. Phone: 800-360-2277. E-mail: on the value of the collector vehicle, based on parts (which can be costly for classic vehiLaura.B@AmericanCollectors.com. Web site: pricing manuals, recent sales and other data. cles); and the choice of a $0 deductible. www.AmericanCollectors.com. N14 | INSURANCE JOURNAL-NATIONAL REGION March 9, 2009

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Spotlight Transportation and Trucking

A Look at the Transportation Insurance Industry Industry Still Stalled in a Soft Market But Some Rate Increases on the Horizon

By Richard Augustyn

bservers of the property and casualty insurance industry, who consider themselves gurus when it comes to predicting cyclical changes, find themselves in a state of perplexity these days. Traditionally, they look to the transportation insurance industry as a herald of market cycles. The transportation insurance market softens first, and then the rest of the The soft market P/C market begins to folhas hurt everyOr, the one, but it seems low. transportation to have affected insurance market hardens, the short haul and so goes the trucking market rest of the industry. more than the For those who long haulers. are hoping for a hardening of the P/C market overall, there is room for some cautious optimism when considering the state of today’s transportation insurance market, with “cautious” being the operative word. It isn’t that transportation insurance rates are going up — quite the contrary. The fact is that the industry is still mired in a soft market. However, in some areas of transportation, the pace of rate reductions is slowing somewhat, and that’s a good sign. As of the fourth quarter of 2008, for most account sizes, rates in the transportation insurance market continued to fall, but at a reduced pace when compared to prior quarters. While there have not been any drastic rate increases, there are early signs that the trend might be moving in that direction, especially for small and medium sized accounts. Premiums for large accounts, however, continue to fall at the same pace of 10 to 20 percent. www.insurancejournal.com

Augustyn

Select segments of the market are showing fewer rate decreases, especially bulk haulers, charter/tour buses and airport ground transportation. Rate decreases are easing for all product lines. However, motor truck cargo and warehouseman’s legal have experienced the lowest decline in premiums. Rates on many expiring umbrella policies are actually flat or increasing. Those observations are just some of the key findings of NIP Group’s Transportation Insurance Pricing Survey (TIPS), which is designed to benchmark changes in the availability and rates in the transportation insurance market. We surveyed the nation’s leading transportation insurance brokers, wholesalers and underwriters about what they’re seeing with rates on their accounts. The results are published quarterly.

Continued Competition One issue contributing to rate declines is competition. A few years ago, there were only 40 companies writing trucking insurance business. Today, that number is closer to 100. However, a positive sign is that there are fewer insurers entering the transportation market than in previous years. There are still the “rogue” players in the business though, and they’re keeping rates depressed. These are players who enter the business, stay around for a couple of years and then retreat when the losses come in. There are still individual accounts that are being written past the burn factor. People in the transportation business are wise to take advantage of reduced rates during a soft market. However, they continued on page N16

What is your opinion of the overall direction of the transportation insurance market? 50 40 30 20 10 16.98%

47.17%

24.53%

9.43%

1.89%

Base 1. Softer

2. Soft

3. Flat

4. Hardening

5. Hard

While 17 percent say the market is softer than in prior quarters, more than 9 percent of respondents actually see a hardening of the market, according to NIP Group’s Transportation Insurance Pricing Survey (TIPS). March 9, 2009 INSURANCE JOURNAL-NATIONAL REGION | N15

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Spotlight Transportation and Trucking Transportation, continued from page N15

should be forewarned that when the market hardens rate increases might seem unmanageable. If an account is being written at 20 percent less than normal market rates, when the hard market comes that account can see the premiums double or triple, and that’s a bitter pill to swallow.

Finally, when considering the current state of the transportation industry, one must also examine other outside influences that are having some negative effects on the business. Truckers today are strapped for cash and they have thin margins. They went through 2008 first with soaring fuel prices, which seriously damaged their bottom lines, and then with the emergence of a financial crisis the likes of which has not been seen before. Fuel prices have eased, but retailers are saying that sales are dropping and will probably continue to do so for the foreseeable future. Low sales mean

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fewer items to ship which, in turn, means that trucks remain idle. With power units being taken off the road, and drivers and employees furloughed, one small positive for transportation companies is lower insurance premiums because of lower insurance exposures. What we don’t know is how this will impact transportation insurers, as they deal with lower premiums because of lower rates and exposures. Economic Woes The economic crisis has rippled through other areas of the transportation industry as well. The casinos of Atlantic City, N.J., are experiencing serious financial difficulties, some of them flirting with bankruptcy. Because of hard times, with massive unemployment, people don’t want to gamble away whatever cash reserves they have left. And fewer people going to casinos means fewer people renting limouFor those who are sines or charhoping for a ter buses. Naturally, hardening of the P/C the soft marmarket overall, ket has hurt everyone, but there is room for it seems to some cautious have affected optimism when the short haul trucking marconsidering the ket more than state of today’s the long haulers. transportation Municipal coninsurance market … struction and road works have been cut back, so short haul truckers have to look elsewhere for work. In summary, the future of the transportation insurance industry depends on a return to sanity within the industry with rogue players exiting the market and the long-term players bringing stability to the market, and on a fond hope that the economy will at least be heading in a different direction than it is now. IJ Augustyn is CEO of NIP Group Inc. Web site: www.nipgroup.com. www.insurancejournal.com

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Idea Exchange Growing Your Property Casualty Agency

Don’t Emulate How the Big Auto Insurers Sell Market Auto Discounts Differently Shulman

By Alan Shulman

t’s pretty safe to say that money isn’t everything. Your health, happiness and, of course, golf are all more important. A lot more important, right? Well, maybe not if you glance at the pile of auto insurance direct mail promos that have accumulated in the far corner of my office over the past year or two.

insurers probably has an actuarial department that’s bigger than a small town. So, believability isn’t the issue. Rather, it’s that each carrier’s savings claim tends to cancel out the others, leaving recipients with a stack of mailers as well as questions. More to Come The odds are excellent that in this economy we’ll see more of these types of promos from the big auto insurers, as long as they continue to attract new sales. So, as a local or regional agency, how can you compete against such leviathans? The answer lies in doing something different rather than trying to emulate them. And yes, saving money is important, more important than it has been in decades, but there’s more than one way to deliver this message.

Here are actual excerpts from the mailings of seven different insurers. Who they are isn’t important. The message that they send to drivers is: • Save up to $523 • Average annual savings: $338 • Average premium savings: $286.18 • [Average] annual savings of more than $500 • [Drivers] save an average of $409. Striking Similarities According to these eerily similar marketing pieces, saving money is virtually everyone’s buying trigger. Most of the mailings tout oddball dollar figures. One includes pennies, while one goes for the big rounded number. If you get all of these messages in your mailbox (as I did) you can’t help but be confused. Who do you believe? Now, this isn’t to say that the cited dollar amounts aren’t credible. If there’s one thing that insurance companies are amazing at, it’s running numbers. Each of these

of requiring them to call your main number or e-mail a generic address. An auto quote naturally ensues. Checklist Promotions Distribute printed editions of the checklist as an insert in your local shopping news, suburban weekly, and other area publications. Also send it out as a direct mailer with an encouraging cover memo. The document may further be distributed as a Web form for prospects to complete online or posted as a PDF. These, you can instantly promote through permission e-mails, banner ads, blogs, Web 2.0 communities, etc.

Educate and Entice Interested and informed prospects may be sold and retained without resorting to specific dollar savings, as statistically accurate as they may be. That’s because if you can’t actually Discount Checklists achieve that level of savings for the individual One alternative is to dazzle prospects with prospect at your desk, credibility does the variety of discounts that your agency become a factor and the sale is tougher to offers. Many drivers don’t realize that they can close. Discount checkreduce their policy premiums lists deliver a serious through certain actions and Dazzle prospects savings message, withforbearances, other than the with the variety of out all of the drama. obvious ones of no accidents or tickets. So, hook these auto discounts that your And if you are concerned about current insurance shoppers by distribagency offers. insureds seeing your list uting a promotional checklist Many drivers don’t and bugging you with that itemizes the many credits discount queries, be that are available through your realize that they glad that they do. Make office. List both the automatic can reduce their them feel welcome. policy credits (anti-lock Their call gives you a brakes, age of operator, etc.) policy premiums … chance to retain their and action-based credits business and to bond with them during these (defensive driver courses, multi-policy, pay in universally tough times. IJ advance, etc.). Encourage drivers to check off each policy discount to which they believe they are entitled. Conclude the form with a Shulman, CPCU, is the publisher of Agency Ideas, a subscripcall-to-action that invites prospects to phone tion-only sales and marketing newsletter. He is also the or e-mail your agency to go over the discounts author of the Illustrative Insurance Sales Letter series and in detail. Permit shoppers to contact a specific other P/C sales resources. Phone: 800-724-1435. E-mail: person at your agency for this service, instead alan@agencyideas.com. Web site: www.agencyideas.com.

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New Markets The following markets were selected from the MyNewMarkets database of 25,000 coverages and programs. To find additional markets, or to submit markets, go to www.MyNewMarkets.com. Vacant Commercial Property Market Detail: Western Networked Insurance Services (www.westernnetworkedins.com) has an exclusive program for vacant properties. Phone quotes provided. Available Limits: As needed. Carriers: Unable to disclose. “A” rated by A.M. Best. Non-admitted. States: Ala., Alaska, Ariz., Ark., Calif., Colo., Del., D.C., Fla., Ga., Idaho, Ill., Ind., Iowa, Kan., Ky., La., Maine, Md., Mich., Minn., Miss., Mo., Mont., Neb., Nev., N.J., N.M., N.Y., N.C., N.D., Ohio, Okla., Ore., Pa., R.I., S.C., S.D., Tenn., Utah, Va., Wash., W. Va., Wis. and Wyo. Contact: John Erickson at 530-274-6992 or e-mail John.Erickson@networkedins.com.

Horse Farms, Trainers & Events Market Detail: Agri-Risk Services Inc. (www.agririsk.com) offers coverages for horse farms, trainers, clubs and events. Minimum premiums begin at $500. Available Limits: $300,000 to $1 million. Carriers: Gemini Insurance Co. of Greenwich, CT. “A” rated by A.M. Best. Admitted and non-admitted. States: All. Contact: Dr. Lance Allen at 913-897-1699 ext. 314 or e-mail lanceallen@agririsk.com.

Interpreters and Translators Professional Liability Market Detail: Professional Program Insurance Brokerage (www.ppibcorp.com) offers professional liability coverage to interpreters and translators. Coverage is offered on a claims made basis and protects against claims alleging errors, omissions or negligent acts arising out of professional interpreting or translating services. Coverage can be included for the applicant, applicants owned company, employees and contractors. The option to include general liability is also available. Apps, quotes and purchase requests can all be done online. Minimum premium begins at $275. Available Limits: $250,000 to $1 million. Carriers: Lloyds of London. “A” rated by A.M. Best. Non-admitted. www.insurancejournal.com

States: All except Alaska and Mississippi. Contact: Susan Preston at 415-475-4300 or e-mail susan@medispa-ins.com.

Childcare Solutions Market Detail: AFC Insurance Inc. (www.afcins.com) offers an admitted package product for day care centers and nurseries. The package includes: property, general liability, abuse & molestation, professional liability, automobile, umbrella and accident coverage. Available Limits: As needed. Carriers: AIG. “A” rated by A.M. Best.

Bringing Market Seekers and Market Providers Together • Find markets in our database • Promote your markets on our site • Join our community forums • Membership is free! Admitted. States: All. Contact: Mike VonFabian at 877-456-5323 or e-mail michael.vonfabian@afcins.com.

Mono-line Coastal Property Market Detail: CATalyst Property Insurance from Venture Programs (www.ventureprograms.com) gives agents a commercial property, inland marine and incidental commercial general liability program for coastal propertydriven risks. CATalyst can access many carriers to offer agent’s high-hazard, coastal and specialty property risks special form coverage including wind, flood and quake. A difference in conditions policy covering flood and quake exposures is available. Minimum premiums begin at $5,000 (higher in parts of Florida).

Available Limits: $1 million to $500 million. Carriers: More than 20 carriers. “A-” rated by A.M. Best (at minimum). Admitted and nonadmitted. States: All. Contact: Christian Capozzoli at 800-282-6247 ext. 262 or ccapozzoli@ventureprograms.com.

Security Guard & Alarm Liability Market Detail: Izzo Insurance Services Inc. (www.izzoinsurance.com) brings 25 years of specialization to agent’s security guard and alarm industry clients. Izzo offers these classes of operation primary general liability, following form umbrella coverage (including errors and omissions protection) and four workers’ compensation markets. Fidelity bonds and employment practices liability protection are also available. Minimum premiums begin at $2,500 and deductibles begin at $1,000. Available Limits: Starting at $1 million. Carriers: Unable to disclose. “A” rated by A.M. Best. Admitted and non-admitted. States: All except Alaska. Contact: Scott Newell at 800-800-1704 or e-mail snewell@izzoinsurance.com.

Bars & Taverns, Clubs and Concerts Market Detail: Kevin Davis Insurance Services (www.kdisonline.com) offers a general liability program designed specifically for adult establishments. Target classes and activities include bars and taverns, clubs, concerts, nightclubs, promoters, rap concerts and other special events. Adult entertainment operations open 24/7 are also eligible. Full liquor liability coverage is available as is assault and battery protection (subject to a sublimit). Excess policies are also available. Available Limits: $1 million to $5 million. Carriers: Unable to disclose. “A-” rated by A.M. Best. Non-admitted. States: Ariz., Calif., D.C., Fla., Ga., Hawaii, Mass., Nev., N.J., N.Y., N.C., Ohio, Ore., Pa., S.C., Texas, Va. and Wash. Contact: Ezana Asfaw at 877-807-8708 ext. 6127 or e-mail easfaw@kdins.com. IJ

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REVIEW YOUR RISK

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ince the fall of 2008, the economy is are under your control. Accept, as they are, still reeling from continuous hits to the things that are out of your control. It is a the head. The slump is taking a toll waste of time and resources to try to change on businesses of all kinds around the or fix things you cannot control. country. All of our clients are feeling the First, focus on the fundamentals of your impact; some more than others. It seems business. The primary steps should be to cut everyone is taking a wait expenses and maintain or and see attitude. increase revenue. Next, In these turbulent take action to develop new The urban legend that ways to do business. All the Chinese character for times, people are the rules have changed. chaos also means opportuwilling and open to Uncertainty is the only nity is still a nice reliable thing right now. So metaphor to learn from accept radical radical change to your busi(even if it is not a fact). It change. Exploit ness will not only be is true, however, that in accepted, but also encournature a new (revolutionthis current mind aged. ary) creation comes after the old entity “dies.” A but- shift. Turn lemons terfly pops out of a into lemonade and Stop the Bleeding Do what it takes to chrysalis that the caterpilseek opportunity retain your key clients, lar entered. Suddenly, an even if it means you work entirely new species from the chaos. with them to cut costs — shows up from the ingreand your commission. dients of its former life. They will remember your efforts because Businesses can follow the same process of customer service leaves a lasting impression. an entirely new creation developing from Now is the time to explore new areas for the remnants of an old concept. Take advanincome. Find out what your customers need tage of the current chaos to re-create your and figure out how you can deliver it. business model. Create ways to “recessionDevelop value added services for which you proof” your business. In these turbulent can charge a fee. Make a real effort to crosstimes, people are willing and open to accept sell accounts. Expand into niches or proradical change. Exploit this current mind gram business. Create affiliations with othshift. Turn lemons into lemonade and seek ers to offer packaged products and services. opportunity from the chaos. A broader income base is needed during this economy to make a business less vulnerBe the Leader able. If the business is “too focused” in one It is tough out there. Hard choices will area, it can suffer devastating losses. A good have to be made. Having a clear vision of the model is to have two or three niches or areas “facts” is imperative. This will mean getting of focus, along with some general or miscelsome input from outsiders (consultants, laneous business. CPAs, board members, friends, employees, etc.) Take off the rose colored glasses and Hold Agency Brainstorming Meetings put on the green eyeshades. Engage your employees to be an advisory Concentrate your effort on the things that

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willing to accept a part-time position if they can work from home, for example. You might need to just cut the number of work hours across the board. Find out what will work best with your staff by discreetly asking a couple of trustworthy employees. If you do reduce the number employees, it would be wise to bump up the pay to the remaining employees that take on the extra workload. This gesture is a wise step to retain the key employees. For example, you might save $40,000 if you need to cut a CSR. However, if one or two employees end up taking on that person’s workload, they should get bonus pay (not a salary increase) of perhaps $5,000 to $10,000 to handle the additional workload.

team and get them involved. Your employees usually will have great ideas and answers to help you trim the fat in the agency and improve your business. Unfortunately, they are often the last ones asked, if ever. Make sure the rules and goals for an advisory team are clear. This is not intended to be a complaint session, but rather a brainstorming session. It is important that owners need to be willing to incorporate (many) of the suggestions, even if it impacts them directly or just does not “seem” like something they would do. If it is a good idea that will work, use it. Otherwise, your employees will be less likely to help in the future. Get Rid of Dead Wood This is the time you can clean house of people that are not pulling their weight. Many agencies have done this already. For some owners, this is very hard because they might never have fired anyone. However, it is sink or swim time. It is always wise to consult with an HR expert or attorney. Employment laws and regulation are so intrusive now-a-days and you don’t want to make mistakes. Employees should always receive adequate reviews, and if needed, counseled for poor performance. Personnel files need to be well-documented. But, none of this should stop an owner from keeping the good employees and letting go of the under-performers. www.insurancejournal.com

Lower Staff Costs If your office salaries are more than 22 percent of your revenues (after you have gotten rid of dead wood), you are probably overstaffed. If you need to cut costs in this area, be creative in your approach. A “good” employer will do what ever it takes to retain key employees. Instead of laying off individual people, look at ways to reduce the overall work hours for your staff. Some people might be

Summary Those that are flexible and willing to adapt will survive this economy. Now is the time to re-invent your business model. Changes made to help you survive will also give you what you need to make the agency thrive when the economy turns around. IJ Schoeffler and Oak are partners at the consulting firm of Oak & Associates. Phone: 707-935-6565. E-mail: bill@oakandassociates.com. Web site: www.oakand associates.com.

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These self-pu blished documents permit you substitute for the traditi to put your insura onal nce offer coverage in the best checklist where possible light. insureds sign new Accordingly don’t limit on to or off , yourself to coverage of each comparing and limit. just the core After all, document’s coverages. primary functi this Also feature any special packa to help you on is close the that are part ges sale, not protect you of your quote All insurance against E&O instance, . For proposals if the home claims. built upon The charts are owners the pillars policy that supplement of price, you propo summarize protection, and se includes your regula an endorsemen PAGE FOUR and servic r proposal e. On document. the surfac e, it is extrem Pre-fil limited deduc t package with ADVERTISING ely as many covera l and compare simple for tible windo potential replacemen w ges and servic buyers to t, refrigerated glass as space and compare Solicit Contrac es cost. They spoilage, judgment food tors with just have and dama allows. Then sit down Target-Specific to examine ge from backed up two Marketing. with the prosp sewers — and help what do these numbers. But ect disclose him or her them all. dollars actual to complete Their practi the other buy? That’s cal value side of each stands out where protec ly PAGE FIVE form, itemsince by-item. This and servic tion e fill in the of the custom they are not part joint exerci picture. se is one of the Competing ary contra Q&A keys ct. quotes are Furthermore never actively involv to sales success, identical, CSRs and Custom , as limits, covera include multip when you ing the buyer er Skills. proposal endorsemen ges, le policy types in Managing New the presen the same ts, and seller on Commercial chart, such when an in-per tation. However, services vary as auto, HO, and umbre Lines Producers. from offer son meeti lla, you promo physically ng is to offer. So, when impossible 51% or more Post a “Want idea of the te the or resisted, List “to Gain prospect of these the charts variations moving their Desired Sales can be emaile are to your entire accou Appointments advantage, d as PDF files and nt to you, it’s wise to . instead point them of just a single filled in with Tips for Design out. prospect policy. This To help you ing Your over the phone the format encou to presen Next Agency . Still, with all of rages both differences, t the Logo. their advan of you to discuss we have develo tages, these and quote tools aren’t two comp ped multip for everyo arison charts policies at le ne. the same [see page 7] and Larger comm PAGE SIX time, even when posted them there are require simila ercial accounts PRODUCER SALE online Subscr in our disparate expiration r comparativ ibers-Only S dates. information, Area. e The first one but just not compares The first chart Inject Fun into the this forma in integral and Commercial also serves t. So, use limited summ optional covera as a Lines Insuran this chart structure aspects of ary ce Proposals. ge mainly your propo useful in itemiz of discussions, 7 Ways to Pep sal to personal lines to encourage prospect’s ing the pre-sa Up a Small existing policie the coverages and small le and limits Business Present business prospects the secon s; that you to interact d compares initially propo ation. with you, servic and to ensure Modify and sed that you menti — and noting output custom es. that the major distinctions versions of oned non-c ized of your offer items such each using overed as flood insura Word. clearly under are However, stood. Let nce. it is not a today’s harsh us vs. viable them menta lity work to your sales advantage.

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03.09.09 Hospitality Risks Directory 22-40.qxd

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

Class of Business Banquet Halls

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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.

Market A.I.I. Insurance Brokerage of Mass., Inc. Abram Interstate Insurance Services, Inc. Advanced E&S Insurance Underwriters Agency Intermediaries, Inc. Agency Specialty Product Network Agostini Wholesale Insurance Services All Risks, Ltd. American E&S Insurance Brokers American Management Corporation AmWINS Brokerage (All Offices - check alpha section for office locations) AVRECO Bass Underwriters Benchmark Management Group, Inc. Braishfield Associates, Inc. Brecht & Associates Burns & Wilcox - All Offices Cambridge General Agency (Clovis) Capitol Insurance Companies CNA Connecticut Underwriters, Inc. Delta General Agency Corp. Entertainment Brokers International Excel Insurance Services Inc. Geo. F. Brown & Sons, Inc. J.M. Wilson James River Insurance Company London American Risk Specialists, Inc M.J. Hall & Company, Inc. M.J. Kelly of Texas Monitor Liability Managers, LLC Morstan General Agency of Florida II, Inc. National Advantage Insurance Services, Inc. NeitClem Wholesale Insurance Brokerage, Inc. NIF Group Northern Ohio E & S Agency, Inc. Pacific Coast E&S Services Priority Insurance Underwriters Professional Liability Ins. Svcs, Inc. - Underwriting Facilities

N22 | INSURANCE JOURNAL-NATIONAL REGION March 9, 2009

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 2009 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.

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

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2009 Hospitality Risks Directory Class of Business Banquet Halls (continued)

States Available

Market Property Risk Services (AmWINS) Ramsgate Insurance, Inc. RCA Insurance Group RIC Insurance General Agency, Inc. Risk Placement Services, Inc. Roush Insurance Services, Inc. RSI International, Inc. (Missouri) S A Freerks & Associates S.H. Smith & Company, Inc. (Hartford) S.H. Smith & Company, Inc. (Mass) S.I.U., LLC South & Western General Agency, Inc. Specialty Insurance

Tejas American General Agency

All States All States Most States CA All States IL IN OH AR IA IL IN KS KY MO OK TN AR IA IL KS MO NE All States All States CA TX CA CT DE FL GA IL MA MD MI MN MO NJ NY OH PA RI TN All States All States CA DE FL GA MD NC NJ OH OR PA SC TN TX VA WA TX

U.S. Risk Insurance Group, Inc. USG Insurance Services, Inc. Valley Insurance Associates (San Diego) Valley Insurance Associates (Walnut Creek) Van Wagoner Companies, Inc. Vulcan Excess & Surplus Insurance W.A. Schickedanz Agency, Inc. Wholesale Connection Insurance Services XL Insurance Yates & Associates Insurance Services

All States All States CA CA AR AZ CA CO IA ID IL MT NM NV OK TX UT WY CA IL MO CA All States CA

A.I.I. Insurance Brokerage of Mass., Inc. Abram Interstate Insurance Services, Inc. Access E&S Insurance Services (CA) Access E&S Insurance Services (VA) ACE Westchester Specialty--Property

MA RI AZ CA AZ CA CO ID MD NV PA VA WA CA MD NC VA All States

SuiteLife by Venture Programs Swett & Crawford TAPCO Underwriters, Inc

Bars / Night Clubs

Advanced E&S Insurance Underwriters

IA IL IN KS KY MI MN MO NE OH WI

Agency Intermediaries, Inc. Agency Specialty Product Network Agostini Wholesale Insurance Services All Risks, Ltd. American E&S Insurance Brokers American Management Corporation American Safety Insurance Services, Inc. American Underwriting Managers AmWINS Brokerage (All Offices - check alpha section for office locations) Atlantic Specialty Lines – Midwest Atlantic Specialty Lines of Florida - Clearwater AVRECO Bass Underwriters

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

Benchmark Management Group, Inc. Bliss & Glennon, Inc. Braishfield Associates, Inc. Brecht & Associates Burns & Wilcox - All Offices Cambridge General Agency (Rancho Cordova) Cambridge General Agency (San Diego) Cambridge General Agency (Walnut Creek) Cambridge General Agency (West Covina) Camford National Insurance Brokers, LLC. Capitol Insurance Companies Ck Specialty Insurance Associates (CA) Ck Specialty Insurance Associates (NV) Ck Specialty Insurance Associates (OR) Ck Specialty Insurance Associates (Sacramento) Ck Specialty Insurance Associates (Southern CA) CNA Colemont Insurance Brokers - Atlanta Colemont Insurance Brokers - Chicago Colemont Insurance Brokers - Fresno Colemont Insurance Brokers - Hartford Colemont Insurance Brokers - Nashville Colemont Insurance Brokers - Phoenix Colemont Insurance Brokers - San Francisco Colemont Insurance Brokers - Texas (Dallas) Colemont Insurance Brokers - Texas (Houston) Colemont Insurance Brokers - Woodland Hills Combined Underwriting Agency Network, Inc. Compass Insurance Group of Agencies Conexco Insurance Agency, Inc. Connecticut Underwriters, Inc. Crusader Insurance Company Delta General Agency Corp. Dunfield Wholesale Insurance Inc. Excel Insurance Services Inc. Focus Underwriters, LLC Geo. F. Brown & Sons, Inc. Gray-Stone & Company, Inc. Heritage General Agency High Country Insurance (a division of Hull & Co.) HULL & Company, Inc. – Albuquerque HULL & Company, Inc. – Charlotte HULL & Company, Inc. – Chicago HULL & Company, Inc. – Dallas HULL & Company, Inc. – Denver

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2009 Hospitality Risks Directory Class of Business Bars / Night Clubs (continued)

Market HULL & Company, Inc. - Fort Lauderdale HULL & Company, Inc. - Great Falls HULL & Company, Inc. - Horsham HULL & Company, Inc. – Jacksonville HULL & Company, Inc. – Kalispell HULL & Company, Inc. - LA County HULL & Company, Inc. – Scottsdale International Excess Companies Izzo Insurance Services, Inc. J.L. von Arx & Associates J.M. Wilson James River Insurance Company LA Xcess Insurance Brokers, Inc. Leicht General Agency Lionheart Insurance Services London American Risk Specialists, Inc M.J. Hall & Company, Inc. M.J. Kelly of Texas Maclean Oddy & Associates, Inc. McClelland and Hine, Inc. Midwest General Agency Morstan General Agency of Florida II, Inc. N-Surance Outlets, Inc. National Advantage Insurance Services, Inc. Nautilus Insurance Co. & Great Divide Ins. Co. NeitClem Wholesale Insurance Brokerage, Inc. NIF Group Northern Ohio E & S Agency, Inc. Pacific Coast E&S Services PGI Commercial Priority Insurance Underwriters Professional Liability Ins. Svcs, Inc. - Underwriting Facilities Program Brokerage Corporation Property Risk Services (AmWINS) Quaker Special Risk (Florida) Quaker Special Risk (Georgia) Quaker Special Risk (Mass.) Quaker Special Risk (New Jersey) Quaker Special Risk (New York) Quirk & Company Ramsgate Insurance, Inc. RCA Insurance Group (Bars/TTaverns) RIC Insurance General Agency, Inc. RISCO, Inc. Risk Placement Services, Inc. Roush Insurance Services, Inc. RSI International, Inc. (Missouri) S A Freerks & Associates S.I.U., LLC South & Western General Agency, Inc. Specialty Insurance (Bars/TTaverns) Swett & Crawford TAPCO Underwriters, Inc Tejas American General Agency Trinity E&S Insurance Services, Inc. (Bermuda Dunes, CA) U.S. Risk Insurance Group, Inc. Unifax Insurance Systems, Inc. USASIA Insurance Services USG Insurance Services, Inc. Valley Insurance Associates (Clovis) Van Wagoner Companies, Inc. Vulcan Excess & Surplus Insurance W.A. Schickedanz Agency, Inc. Western Security Surplus Insurance Brokers, Inc. Westrope Insurance Managers of Florida, LLC Wholesale Connection Insurance Services Yates & Associates Insurance Services

Bed & Breakfasts

A.I.I. Insurance Brokerage of Mass., Inc. Abram Interstate Insurance Services, Inc. Advanced E&S Insurance Underwriters Agency Intermediaries, Inc. Agency Specialty Product Network Agostini Wholesale Insurance Services All Risks, Ltd. American E&S Insurance Brokers American Management Corporation AmWINS Brokerage (All Offices - check alpha section for office locations) Appleby & Sterling AVRECO Bass Underwriters Benchmark Management Group, Inc. Brecht & Associates Burns & Wilcox - All Offices Cambridge General Agency (Clovis) Cambridge General Agency (San Diego) Cambridge General Agency (West Covina) Capitol Insurance Companies Ck Specialty Insurance Associates (CA) Ck Specialty Insurance Associates (NV) Ck Specialty Insurance Associates (OR) Ck Specialty Insurance Associates (Sacramento) Ck Specialty Insurance Associates (Southern CA) Colemont Insurance Brokers - Atlanta

N24 | INSURANCE JOURNAL-NATIONAL REGION March 9, 2009

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

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2009 Hospitality Risks Directory Class of Business Bed & Breakfasts (continued)

States Available

Market Colemont Insurance Brokers - Chicago Colemont Insurance Brokers - Fresno Colemont Insurance Brokers - Hartford Colemont Insurance Brokers - Nashville Colemont Insurance Brokers - Phoenix Colemont Insurance Brokers - San Francisco Colemont Insurance Brokers - Texas (Dallas) Colemont Insurance Brokers - Texas (Houston) Colemont Insurance Brokers - Woodland Hills Connecticut Underwriters, Inc. Delta General Agency Corp. Entertainment Brokers International Excel Insurance Services Inc. Gillingham & Associates Insurance Center Special Risks Ltd J.L. von Arx & Associates J.M. Wilson James River Insurance Company London American Risk Specialists, Inc M.E. James Surplus Lines Ins. Brokerage M.J. Hall & Company, Inc. M.J. Kelly of Texas McClelland and Hine, Inc. McGowan & Company, Inc. Monitor Liability Managers, LLC Morstan General Agency of Florida II, Inc. National Advantage Insurance Services, Inc. Nautilus Insurance Co. & Great Divide Ins. Co. NeitClem Wholesale Insurance Brokerage, Inc. NIF Group Northern Ohio E & S Agency, Inc. Pacific Coast E&S Services Patriot National Underwriters, Inc. Philadelphia Insurance Companies Preferred Concepts LLC Priority Insurance Underwriters Professional Liability Ins. Svcs, Inc. - Underwriting Facilities Property Risk Services (AmWINS) Quirk & Company Ramsgate Insurance, Inc. RIC Insurance General Agency, Inc. Risk Placement Services, Inc. Roush Insurance Services, Inc. RSI International, Inc. (Missouri) S A Freerks & Associates S.H. Smith & Company, Inc. (Hartford) S.H. Smith & Company, Inc. (Mass) S.I.U., LLC Smith, Bell & Thompson South & Western General Agency, Inc. Swett & Crawford TAPCO Underwriters, Inc

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

Tejas American General Agency Towerstone, Inc. U.S. Risk Insurance Group, Inc. USG Insurance Services, Inc. Valley Insurance Associates (Rancho Cordova) Valley Insurance Associates (Walnut Creek) Van Wagoner Companies, Inc. Vulcan Excess & Surplus Insurance W.A. Schickedanz Agency, Inc. Wholesale Connection Insurance Services XL Insurance Yates & Associates Insurance Services

Breweries / Micro

www.insurancejournal.com

MA RI All States CT All States All States All States All States All States AL AR AZ CA CT FL GA LA MA ME MS NC NJ NV NY OH OK PA RI SC TN TX VA All States TX All States CA Most States All States NJ PA AZ CA CO CT FL GA IA IL IN MA MI MN NJ NV NY OH PA SC VA WI IL IN KS MI MO OH WI All States except OH AK AR AZ CA LA NM NV OK TX TX All States AZ CA NV All States OH Oregon TX IL IN MI OH WI AZ CA CO NM NV NY OR TX

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2009 Hospitality Risks Directory Class of Business Breweries / Micro (continued)

Market Professional Liability Ins. Svcs, Inc. - Underwriting Facilities Property Risk Services (AmWINS) Ramsgate Insurance, Inc. RIC Insurance General Agency, Inc. RISCO, Inc. Risk Placement Services, Inc. Roush Insurance Services, Inc. RSI International, Inc. (Missouri) S A Freerks & Associates S.I.U., LLC South & Western General Agency, Inc. Swett & Crawford TAPCO Underwriters, Inc Tejas American General Agency USG Insurance Services, Inc. Valley Insurance Associates (Rancho Cordova) Valley Insurance Associates (Walnut Creek) Valley Insurance Associates (West Covina) Van Wagoner Companies, Inc. Vulcan Excess & Surplus Insurance W.A. Schickedanz Agency, Inc. Wholesale Connection Insurance Services Yates & Associates Insurance Services

Casinos

A.I.I. Insurance Brokerage of Mass., Inc. ACE Westchester Specialty--Property Agency Intermediaries, Inc. Agency Specialty Product Network All Risks, Ltd. American E&S Insurance Brokers AmWINS Brokerage (All Offices - check alpha section for office locations) AVRECO Bass Underwriters Benchmark Management Group, Inc. Brecht & Associates Burns & Wilcox - All Offices Cambridge General Agency (San Diego) Delta General Agency Corp. Entertainment Brokers International Excel Insurance Services Inc. Hospitality Insurance Solutions J.M. Wilson James River Insurance Company LA Xcess Insurance Brokers, Inc. M.J. Hall & Company, Inc. M.J. Kelly of Texas Morstan General Agency of Florida II, Inc. National Specialty Underwriters, Inc. NeitClem Wholesale Insurance Brokerage, Inc. Northern Ohio E & S Agency, Inc. Pacific Coast E&S Services Priority Insurance Underwriters Property Risk Services (AmWINS) RIC Insurance General Agency, Inc. Risk Placement Services, Inc. Roush Insurance Services, Inc. RSI International, Inc. (Missouri) S A Freerks & Associates S.I.U., LLC South & Western General Agency, Inc. Swett & Crawford Tejas American General Agency USG Insurance Services, Inc. Valley Insurance Associates (Rancho Cordova) Valley Insurance Associates (West Covina) Venture Hospitality Program Vulcan Excess & Surplus Insurance W.A. Schickedanz Agency, Inc. Wholesale Connection Insurance Services Yates & Associates Insurance Services

Caterers

N26 | INSURANCE JOURNAL-NATIONAL REGION March 9, 2009

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

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2009 Hospitality Risks Directory Class of Business Caterers (continued)

States Available

Market Excel Insurance Services Inc. Geo. F. Brown & Sons, Inc.

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

Gray-Stone & Company, Inc. J.M. Wilson James River Insurance Company London American Risk Specialists, Inc M.J. Hall & Company, Inc. M.J. Kelly of Texas Monitor Liability Managers, LLC Morstan General Agency of Florida II, Inc. National Advantage Insurance Services, Inc. Nautilus Insurance Co. & Great Divide Ins. Co. NeitClem Wholesale Insurance Brokerage, Inc. NIF Group Northern Ohio E & S Agency, Inc. Pacific Coast E&S Services Patriot National Underwriters, Inc. Priority Insurance Underwriters Professional Liability Ins. Svcs, Inc. - Underwriting Facilities Property Risk Services (AmWINS) Ramsgate Insurance, Inc. RCA Insurance Group RIC Insurance General Agency, Inc. Risk Placement Services, Inc. Roush Insurance Services, Inc. RSI International, Inc. (Missouri) S A Freerks & Associates S.H. Smith & Company, Inc. (Hartford) S.H. Smith & Company, Inc. (Mass) S.I.U., LLC South & Western General Agency, Inc. Specialty Insurance Swett & Crawford TAPCO Underwriters, Inc Tejas American General Agency Towerstone, Inc. U.S. Risk Insurance Group, Inc. USG Insurance Services, Inc. Valley Insurance Associates (West Covina) Van Wagoner Companies, Inc. Vulcan Excess & Surplus Insurance W.A. Schickedanz Agency, Inc. Wholesale Connection Insurance Services XL Insurance Yates & Associates Insurance Services

Dinner Theaters

A.I.I. Insurance Brokerage of Mass., Inc. Agency Intermediaries, Inc. Agency Specialty Product Network All Risks, Ltd. American E&S Insurance Brokers American Management Corporation AmWINS Brokerage (All Offices - check alpha section for office locations) AVRECO Bass Underwriters Benchmark Management Group, Inc. Brecht & Associates Burns & Wilcox - All Offices Cambridge General Agency (San Diego) Cambridge General Agency (West Covina) Capitol Insurance Companies CNA Connecticut Underwriters, Inc. Crusader Insurance Company Delta General Agency Corp. Entertainment Brokers International Excel Insurance Services Inc. Geo. F. Brown & Sons, Inc. J.M. Wilson James River Insurance Company LA Xcess Insurance Brokers, Inc. London American Risk Specialists, Inc M.J. Hall & Company, Inc. M.J. Kelly of Texas Monitor Liability Managers, LLC Morstan General Agency of Florida II, Inc. NeitClem Wholesale Insurance Brokerage, Inc. Northern Ohio E & S Agency, Inc. Pacific Coast E&S Services Priority Insurance Underwriters Professional Liability Ins. Svcs, Inc. - Underwriting Facilities Property Risk Services (AmWINS) Ramsgate Insurance, Inc. RIC Insurance General Agency, Inc. Risk Placement Services, Inc. Roush Insurance Services, Inc. RSI International, Inc. (Missouri) S A Freerks & Associates S.I.U., LLC South & Western General Agency, Inc. Swett & Crawford TAPCO Underwriters, Inc

www.insurancejournal.com

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

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2009 Hospitality Risks Directory Class of Business

Market

States Available

Dinner Theaters (continued)

Tejas American General Agency Unifax Insurance Systems, Inc. USG Insurance Services, Inc. Valley Insurance Associates (Rancho Cordova) Van Wagoner Companies, Inc. Vulcan Excess & Surplus Insurance W.A. Schickedanz Agency, Inc. Wholesale Connection Insurance Services Yates & Associates Insurance Services

TX CA All States CA AR AZ CA CO IA ID IL MT NM NV OK TX UT WY CA IL MO CA CA

Gentlemanâ&#x20AC;&#x2122;s Clubs

A.I.I. Insurance Brokerage of Mass., Inc. Agency Intermediaries, Inc. Agency Specialty Product Network Agostini Wholesale Insurance Services All Risks, Ltd. American E&S Insurance Brokers American Underwriting Managers AmWINS Brokerage (All Offices - check alpha section for office locations) AVRECO Bass Underwriters

Tejas American General Agency Trinity E&S Insurance Services, Inc. (Bermuda Dunes, CA) U.S. Risk Insurance Group, Inc. Unifax Insurance Systems, Inc. USG Insurance Services, Inc. Valley Insurance Associates (Clovis) Valley Insurance Associates (San Diego) Valley Insurance Associates (West Covina) Vulcan Excess & Surplus Insurance W.A. Schickedanz Agency, Inc. Westrope Insurance Managers of Florida, LLC Wholesale Connection Insurance Services Yates & Associates Insurance Services

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

5Star D&O Program 5Star EPLI Program A. D. Carlton Insurance A.I.I. Insurance Brokerage of Mass., Inc. Abram Interstate Insurance Services, Inc. Access E&S Insurance Services (VA) ACE Westchester Specialty--Property Advanced E&S Insurance Underwriters Agency Intermediaries, Inc. Agency Specialty Product Network Agostini Wholesale Insurance Services All Risks, Ltd. American E&S Insurance Brokers American Management Corporation American Underwriting Managers

All States All States All States MA RI AZ CA CA MD NC VA All States IA IL IN KS KY MI MN MO NE OH WI CT All States AZ CA CO MD NM NV OR PA TN TX UT VA WA All States All States AR AZ CA CO KS MO NM NV OK TX UT AR LA NM TX

Benchmark Management Group, Inc. Braishfield Associates, Inc. Burns & Wilcox - All Offices Cambridge General Agency (Walnut Creek) Capitol Insurance Companies Ck Specialty Insurance Associates (CA) Ck Specialty Insurance Associates (NV) Ck Specialty Insurance Associates (OR) Ck Specialty Insurance Associates (Sacramento) Ck Specialty Insurance Associates (Southern CA) Combined Underwriting Agency Network, Inc. Connecticut Underwriters, Inc. Crusader Insurance Company Dunfield Wholesale Insurance Inc. Excel Insurance Services Inc. Geo. F. Brown & Sons, Inc. Insurance Center Special Risks Ltd International Excess Companies Izzo Insurance Services, Inc. J.L. von Arx & Associates J.M. Wilson James River Insurance Company LA Xcess Insurance Brokers, Inc. London American Risk Specialists, Inc M.D. Jensvold & Co., Inc. M.J. Hall & Company, Inc. M.J. Kelly of Texas Morstan General Agency of Florida II, Inc. Nautilus Insurance Co. & Great Divide Ins. Co. NeitClem Wholesale Insurance Brokerage, Inc. NIF Group Northern Ohio E & S Agency, Inc. Pacific Coast E&S Services Priority Insurance Underwriters Program Brokerage Corporation Property Risk Services (AmWINS) Ramsgate Insurance, Inc. RIC Insurance General Agency, Inc. Risk Placement Services, Inc. Roush Insurance Services, Inc. RSI International, Inc. (Missouri) S A Freerks & Associates South & Western General Agency, Inc. Swett & Crawford TAPCO Underwriters, Inc

Hotels / Motels

N28 | INSURANCE JOURNAL-NATIONAL REGION March 9, 2009

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2009 Hospitality Risks Directory Class of Business Hotels / Motels (continued)

States Available

Market American Union Risk Associates, LLC AmWINS Brokerage (All Offices - check alpha section for office locations) Anderson & Murison, Inc. Appleby & Sterling Atlantic Specialty Lines of Florida - Clearwater AVRECO Bass Underwriters Benchmark Management Group, Inc. Braishfield Associates, Inc. Brecht & Associates Burns & Wilcox - All Offices Cambridge General Agency (Rancho Cordova) Cambridge General Agency (San Diego) Cambridge General Agency (Walnut Creek) Cambridge General Agency (West Covina) Camford National Insurance Brokers, LLC. Capitol Insurance Companies Ck Specialty Insurance Associates (CA) Ck Specialty Insurance Associates (NV) Ck Specialty Insurance Associates (OR) Ck Specialty Insurance Associates (Sacramento) Ck Specialty Insurance Associates (Southern CA) Colemont Insurance Brokers - Atlanta Colemont Insurance Brokers - Chicago Colemont Insurance Brokers - Fresno Colemont Insurance Brokers - Hartford Colemont Insurance Brokers - Nashville Colemont Insurance Brokers - Phoenix Colemont Insurance Brokers - San Francisco Colemont Insurance Brokers - Texas (Dallas) Colemont Insurance Brokers - Texas (Houston) Colemont Insurance Brokers - Woodland Hills Commodore Insurance Services, Inc. Compass Insurance Group of Agencies CNA Conexco Insurance Agency, Inc. Connecticut Underwriters, Inc. Crump Insurance Services, formerly Tri-City Brokerage (CA) Crump Insurance Services, formerly Tri-City Brokerage (Chicago) Crump Insurance Services, formerly Tri-City Brokerage (NJ) Crump Insurance Services, Inc. (Atlanta) Crump Insurance Services, Inc. (Austin) Crump Insurance Services, Inc. (Dallas) Crump Insurance Services, Inc. (Denver) Crump Insurance Services, Inc. (Houston) Crump Insurance Services, Inc. (Illinois) Crump Insurance Services, Inc. (Irvine) Crump Insurance Services, Inc. (Long Island) Crump Insurance Services, Inc. (Louisiana) Crump Insurance Services, Inc. (Memphis) Crump Insurance Services, Inc. (Nashville) Crump Insurance Services, Inc. (New York) Crump Insurance Services, Inc. (Orlando) Crump Insurance Services, Inc. (Portland) Crump Insurance Services, Inc. (Seattle) Crusader Insurance Company Delta General Agency Corp. Dunfield Wholesale Insurance Inc. Eastern Premiere Insurance Center Entertainment Brokers International Excel Insurance Services Inc. First Cardinal LLC Gorst Co. Gray-Stone & Company, Inc. Hospitality Insurance Solutions Hotels & Resorts Insurance Program (BBCA - Programs) Insurance Center Special Risks Ltd Izzo Insurance Services, Inc. J.L. von Arx & Associates J.M. Wilson James River Insurance Company London American Risk Specialists, Inc

www.insurancejournal.com

All States All States CA AZ CA NV DE FL GA MD ND SC VA All States AL AR AZ CA CT FL GA LA MA ME MS NC NJ NV NY OH OK PA RI SC TN TX VA All States All States TX All States CA CA CA CA All States Most States CA ID NV OR UT CA ID NV OR UT CA ID NV OR UT CA ID NV OR UT CA ID NV OR UT All States All States All States All States All States All States All States All States All States All States CA CA All States CT MA ME NH RI VT CT DE MA MD ME NH NJ PA RI VA All States All States All States All States All States All States All States All States All States All States All States All States All States All States All States All States All States All States CA TX CA All States All States NJ PA NH NY CA Most States Most States All States CT MA ME NH NY RI VT All States AZ CA IL IN KS MI MO OH WI All States except OH TN TX

Klein Insurance Services, Inc.

All States

KZ Insurance Brokerage, LLC Leicht General Agency M.D. Jensvold & Co., Inc. M.J. Hall & Company, Inc. M.J. Kelly Company M.J. Kelly of Texas McClelland and Hine, Inc. McGowan & Company, Inc. McLeckie Insurance Group

AZ CA CO LA NV TN TX CA CO IL KS LA MI NM NV OK TX AK AR AZ CA LA NM NV OK TX AR FL IA IL KS MO MS OK TN TX TX All States Most States

Monitor Liability Managers, LLC

All States

Morstan General Agency of Florida II, Inc. National Advantage Insurance Services, Inc. National Specialty Underwriters, Inc. Nautilus Insurance Co. & Great Divide Ins. Co. NeitClem Wholesale Insurance Brokerage, Inc. NIF Group Northern Ohio E & S Agency, Inc. Pacific Coast E&S Ins. Services (Oceanside) Pacific Coast E&S Ins. Services (Santa Rosa) Pacific Coast E&S Services Patriot National Underwriters, Inc. PGI Commercial Philadelphia Insurance Companies

All States AZ CA NV OR TX All States All States AZ CA NV All States OH CA NV CA NV Oregon TX IL IN MI OH WI Most States

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2009 Hospitality Risks Directory Class of Business Hotels / Motels (continued)

Market Preferred Concepts LLC Preferred Property Programs Priority Insurance Underwriters Professional Liability Ins. Svcs, Inc. - Underwriting Facilities Property Risk Services (AmWINS) Quaker Special Risk (Florida) Quaker Special Risk (Georgia) Quaker Special Risk (Mass.) Quaker Special Risk (New Jersey) Quaker Special Risk (New York) Quirk & Company Ramsgate Insurance, Inc. RIC Insurance General Agency, Inc. Risk Placement Services, Inc. RLI Specialty Programs Roush Insurance Services, Inc. RSI International, Inc. (Missouri) S A Freerks & Associates S.H. Smith & Company, Inc. (Hartford) S.H. Smith & Company, Inc. (Mass) S.I.U., LLC South & Western General Agency, Inc. Specialty Insurance Swett & Crawford TAPCO Underwriters, Inc Tejas American General Agency Towerstone, Inc. Travelers Trinity E&S Insurance Services, Inc. (Bermuda Dunes, CA) U.S. Risk Insurance Group, Inc. Unifax Insurance Systems, Inc. USG Insurance Services, Inc. Valley Insurance Associates (Clovis) Van Wagoner Companies, Inc. Venture Hospitality Program Vulcan Excess & Surplus Insurance W.A. Schickedanz Agency, Inc. Western Special Risks, Inc. Westrope Westrope Insurance Managers of Florida, LLC Wholesale Connection Insurance Services XL Insurance Yates & Associates Insurance Services

Resorts

A.I.I. Insurance Brokerage of Mass., Inc. ACE Westchester Specialty--Property Agency Intermediaries, Inc. Agency Specialty Product Network All Risks, Ltd. American E&S Insurance Brokers AmWINS Brokerage (All Offices - check alpha section for office locations) AVRECO Bass Underwriters Benchmark Management Group, Inc. Braishfield Associates, Inc. Brecht & Associates Burns & Wilcox - All Offices Cambridge General Agency (Clovis) Camford National Insurance Brokers, LLC. Capitol Insurance Companies Colemont Insurance Brokers - Atlanta Colemont Insurance Brokers - Chicago Colemont Insurance Brokers - Fresno Colemont Insurance Brokers - Hartford Colemont Insurance Brokers - Nashville Colemont Insurance Brokers - Phoenix Colemont Insurance Brokers - San Francisco Colemont Insurance Brokers - Texas (Dallas) Colemont Insurance Brokers - Texas (Houston) Colemont Insurance Brokers - Woodland Hills Connecticut Underwriters, Inc. Delta General Agency Corp. Eastern Premiere Insurance Center Entertainment Brokers International Excel Insurance Services Inc. Geo. F. Brown & Sons, Inc. Gillingham & Associates Gray-Stone & Company, Inc. Hospitality Insurance Solutions Hotels & Resorts Insurance Program (BBCA - Programs) J.M. Wilson James River Insurance Company London American Risk Specialists, Inc M.J. Hall & Company, Inc. M.J. Kelly of Texas Midwest General Agency Monitor Liability Managers, LLC Morstan General Agency of Florida II, Inc. National Specialty Underwriters, Inc. NeitClem Wholesale Insurance Brokerage, Inc. Northern Ohio E & S Agency, Inc. Pacific Coast E&S Services Patriot National Underwriters, Inc.

N30 | INSURANCE JOURNAL-NATIONAL REGION March 9, 2009

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

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2009 Hospitality Risks Directory Class of Business Resorts (continued)

Restaurants

Philadelphia Insurance Companies Priority Insurance Underwriters Professional Liability Ins. Svcs, Inc. - Underwriting Facilities Property Risk Services (AmWINS) Quaker Special Risk (Florida) Quaker Special Risk (Georgia) Quaker Special Risk (Mass.) Quaker Special Risk (New Jersey) Quaker Special Risk (New York) Ramsgate Insurance, Inc. RIC Insurance General Agency, Inc. Risk Placement Services, Inc. Roush Insurance Services, Inc. RSI International, Inc. (Missouri) S A Freerks & Associates S.I.U., LLC South & Western General Agency, Inc. SuiteLife by Venture Programs Swett & Crawford TAPCO Underwriters, Inc Tejas American General Agency Travelers USG Insurance Services, Inc. Valley Insurance Associates (San Diego) Valley Insurance Associates (Walnut Creek) Venture Hospitality Program Vulcan Excess & Surplus Insurance W.A. Schickedanz Agency, Inc. Wholesale Connection Insurance Services XL Insurance Yates & Associates Insurance Services

Most States AZ CA CO NM NV NY OR TX All States All States Most States Most States Most States Most States Most States All States CA All States IL IN OH AR IA IL IN KS KY MO OK TN AR IA IL KS MO NE CA TX All States All States CA DE FL GA MD NC NJ OH OR PA SC TN TX VA WA TX All States All States CA CA All States CA IL MO CA All States CA

A.I.I. Insurance Brokerage of Mass., Inc. Abram Interstate Insurance Services, Inc. Access E&S Insurance Services (CA) Access E&S Insurance Services (VA) ACE Westchester Specialty--Property

MA RI AZ CA AZ CA CO ID MD NV PA VA WA CA MD NC VA All States

Advanced E&S Insurance Underwriters

IA IL IN KS KY MI MN MO NE OH WI

Agency Intermediaries, Inc. Agency Specialty Product Network Agostini Wholesale Insurance Services All Risks, Ltd. American E&S Insurance Brokers American Management Corporation American Safety Insurance Services, Inc. American Team Managers Ins. Services, Inc. American Underwriting Managers AmWINS Brokerage (All Offices - check alpha section for office locations) Anchor Bay Insurance Managers, Inc. Appleby & Sterling Atlantic Specialty Lines of Florida - Clearwater AVRECO Bass Underwriters

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

Benchmark Management Group, Inc. Bliss & Glennon, Inc. Braishfield Associates, Inc. Brecht & Associates Burns & Wilcox - All Offices Cambridge General Agency (Rancho Cordova) Cambridge General Agency (Walnut Creek) Cambridge General Agency (West Covina) Camford National Insurance Brokers, LLC. Capitol Insurance Companies Ck Specialty Insurance Associates (CA) Ck Specialty Insurance Associates (NV) Ck Specialty Insurance Associates (OR) Ck Specialty Insurance Associates (Sacramento) Ck Specialty Insurance Associates (Southern CA) CNA Colemont Insurance Brokers - Atlanta Colemont Insurance Brokers - Chicago Colemont Insurance Brokers - Fresno Colemont Insurance Brokers - Hartford Colemont Insurance Brokers - Nashville Colemont Insurance Brokers - Phoenix Colemont Insurance Brokers - San Francisco Colemont Insurance Brokers - Texas (Dallas) Colemont Insurance Brokers - Texas (Houston) Colemont Insurance Brokers - Woodland Hills Combined Underwriting Agency Network, Inc. Commodore Insurance Services, Inc. Connecticut Underwriters, Inc. Continental Brokers, Inc. Crusader Insurance Company Delta General Agency Corp. Dunfield Wholesale Insurance Inc. Excel Insurance Services Inc. First Cardinal LLC Geo. F. Brown & Sons, Inc. Gray-Stone & Company, Inc. Heritage General Agency High Country Insurance (a division of Hull & Co.) HULL & Company, Inc. – Albuquerque HULL & Company, Inc. – Charlotte

www.insurancejournal.com

States Available

Market

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2009 Hospitality Risks Directory Class of Business Restaurants (continued)

Market HULL & Company, Inc. – Chicago HULL & Company, Inc. – Dallas HULL & Company, Inc. – Denver HULL & Company, Inc. - Fort Lauderdale HULL & Company, Inc. - Great Falls HULL & Company, Inc. – Horsham HULL & Company, Inc. – Jacksonville HULL & Company, Inc. – Kalispell HULL & Company, Inc. - LA County HULL & Company, Inc. – Scottsdale Insurance Center Special Risks Ltd International Excess Companies Izzo Insurance Services, Inc. J.L. von Arx & Associates J.M. Wilson James River Insurance Company KZ Insurance Brokerage, LLC Leicht General Agency Lionheart Insurance Services London American Risk Specialists, Inc M.D. Jensvold & Co., Inc. M.J. Hall & Company, Inc. M.J. Kelly Company M.J. Kelly of Texas Midlands Management of Texas, Inc. Milton O. Johnston and Company, Ltd.

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

Monitor Liability Managers, LLC

All States

Morstan General Agency of Florida II, Inc. McClelland and Hine, Inc. McGowan & Company, Inc. McLeckie Insurance Group Midwest General Agency N-Surance Outlets, Inc. Napco LLC National Advantage Insurance Services, Inc. Nautilus Insurance Co. & Great Divide Ins. Co. NeitClem Wholesale Insurance Brokerage, Inc. NIF Group Northern Ohio E & S Agency, Inc. Pacific Coast E&S Ins. Services (Oceanside) Pacific Coast E&S Ins. Services (Santa Rosa) Pacific Coast E&S Services Patriot National Underwriters, Inc. PGI Commercial Preferred Concepts LLC Priority Insurance Underwriters Professional Liability Ins. Svcs, Inc. - Underwriting Facilities Property Risk Services (AmWINS) Quaker Special Risk (Florida) Quaker Special Risk (Georgia) Quaker Special Risk (Mass.) Quaker Special Risk (New Jersey) Quaker Special Risk (New York) Quirk & Company Ramsgate Insurance, Inc. RCA Insurance Group RIC Insurance General Agency, Inc. RISCO, Inc. Risk Placement Services, Inc. RLI Specialty Programs Roush Insurance Services, Inc. RSI International, Inc. (Missouri) S A Freerks & Associates S.H. Smith & Company, Inc. (Hartford) S.H. Smith & Company, Inc. (Mass) S.I.U., LLC South & Western General Agency, Inc. Southwest Risk Specialty Insurance

Target Market Specialists Tejas American General Agency Towerstone, Inc. Trans Cal Associates Travelers Trinity E&S Insurance Services, Inc. (Bermuda Dunes, CA) Unifax Insurance Systems, Inc. USASIA Insurance Services USG Insurance Services, Inc. Valley Insurance Associates (Clovis) Valley Insurance Associates (San Diego) Van Wagoner Companies, Inc. Vulcan Excess & Surplus Insurance W.A. Schickedanz Agency, Inc. Westrope Westrope Insurance Managers of Florida, LLC Wholesale Connection Insurance Services XL Insurance Yates & Associates Insurance Services

All States TX All States Most States MN WI FL GA LA TN All States AZ CA NV OR TX All States AZ CA NV All States OH CA NV CA NV Oregon TX IL IN MI OH WI All States AZ CA CO NM NV NY OR TX All States All States Most States Most States Most States Most States Most States LA NM OK OR TX WA All States Most States CA CT MA ME NH RI All States All States IL IN OH AR IA IL IN KS KY MO OK TN AR IA IL KS MO NE All States All States CA TX All States CA CT DE FL GA IL MA MD MI MN MO NJ NY OH PA RI TN All States CA DE FL GA MD NC NJ OH OR PA SC TN TX VA WA All States TX Most States CA All States AZ CA NV OR WA CA CA NV All States CA CA AR AZ CA CO IA ID IL MT NM NV OK TX UT WY CA IL MO All States FL GA NC SC CA All States CA

A.I.I. Insurance Brokerage of Mass., Inc. Abram Interstate Insurance Services, Inc. Agency Intermediaries, Inc. Agency Specialty Product Network

MA RI AZ CA CT All States

Swett & Crawford TAPCO Underwriters, Inc

Spas

States Available

N32 | INSURANCE JOURNAL-NATIONAL REGION March 9, 2009

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2009 Hospitality Risks Directory Class of Business Spas (continued)

Market All Risks, Ltd. American E&S Insurance Brokers AmWINS Brokerage (All Offices - check alpha section for office locations) AVRECO Bass Underwriters Benchmark Management Group, Inc. Braishfield Associates, Inc. Brecht & Associates Burns & Wilcox - All Offices Cambridge General Agency (Walnut Creek) Capitol Insurance Companies Connecticut Underwriters, Inc. Continental Brokers, Inc. Delta General Agency Corp. Entertainment Brokers International Excel Insurance Services Inc. Gray-Stone & Company, Inc. J.M. Wilson James River Insurance Company London American Risk Specialists, Inc M.J. Hall & Company, Inc. M.J. Kelly of Texas Morstan General Agency of Florida II, Inc. National Advantage Insurance Services, Inc. National Specialty Underwriters, Inc. NeitClem Wholesale Insurance Brokerage, Inc. Northern Ohio E & S Agency, Inc. Pacific Coast E&S Services Philadelphia Insurance Companies Priority Insurance Underwriters Professional Liability Ins. Svcs, Inc. - Underwriting Facilities Professional Program Insurance Brokerage Property Risk Services (AmWINS) Ramsgate Insurance, Inc. RIC Insurance General Agency, Inc. Risk Placement Services, Inc. Roush Insurance Services, Inc. RSI International, Inc. (Missouri) S A Freerks & Associates S.I.U., LLC SASSI - Salon & Spa Specialty Insurance South & Western General Agency, Inc. SuiteLife by Venture Programs Swett & Crawford TAPCO Underwriters, Inc Tejas American General Agency U.S. Risk Insurance Group, Inc. USG Insurance Services, Inc. Valley Insurance Associates (Clovis) Valley Insurance Associates (Rancho Cordova) Valley Insurance Associates (West Covina) Van Wagoner Companies, Inc. Vulcan Excess & Surplus Insurance W.A. Schickedanz Agency, Inc. Wholesale Connection Insurance Services Yates & Associates Insurance Services

Special Events

A.I.I. Insurance Brokerage of Mass., Inc. Abram Interstate Insurance Services, Inc. Advanced E&S Insurance Underwriters Agency Intermediaries, Inc. Agency Specialty Product Network Agostini Wholesale Insurance Services All Risks, Ltd. American E&S Insurance Brokers American Management Corporation American Underwriting Managers AmWINS Brokerage (All Offices - check alpha section for office locations) Atlantic Specialty Lines of Pennsylvania, LLC AVRECO Bass Underwriters Benchmark Management Group, Inc. Bliss & Glennon, Inc. Braishfield Associates, Inc. Brecht & Associates Burns & Wilcox - All Offices Cambridge General Agency (Clovis) Cambridge General Agency (Rancho Cordova) Capitol Insurance Companies Commodore Insurance Services, Inc. Connecticut Underwriters, Inc. Delta General Agency Corp. Entertainment Brokers International Excel Insurance Services Inc. Francis L. Dean & Associates, Inc. Geo. F. Brown & Sons, Inc. Gray-Stone & Company, Inc. High Country Insurance (a division of Hull & Co.) HULL & Company, Inc. – Albuquerque HULL & Company, Inc. – Charlotte HULL & Company, Inc. – Chicago HULL & Company, Inc. – Dallas HULL & Company, Inc. – Denver

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

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2009 Hospitality Risks Directory Class of Business Special Events (conitnued)

States Available

Market HULL & Company, Inc. - Fort Lauderdale HULL & Company, Inc. - Great Falls HULL & Company, Inc. - Horsham HULL & Company, Inc. – Jacksonville HULL & Company, Inc. - LA County HULL & Company, Inc. – Scottsdale Insurance Center Special Risks Ltd J.M. Wilson James River Insurance Company K & K Insurance Group, Inc. LA Xcess Insurance Brokers, Inc. London American Risk Specialists, Inc M.J. Hall & Company, Inc. M.J. Kelly of Texas McClelland and Hine, Inc. Midwest General Agency Morstan General Agency of Florida II, Inc. N-Surance Outlets, Inc. National Advantage Insurance Services, Inc. Nautilus Insurance Co. & Great Divide Ins. Co. NeitClem Wholesale Insurance Brokerage, Inc. NIF Group Northern Ohio E & S Agency, Inc. Pacific Coast E&S Services Patriot National Underwriters, Inc. Philadelphia Insurance Companies Priority Insurance Underwriters Property Risk Services (AmWINS) Quirk & Company Ramsgate Insurance, Inc. RIC Insurance General Agency, Inc. Risk Placement Services, Inc. Roush Insurance Services, Inc. RSI International, Inc. (Missouri) S A Freerks & Associates S.H. Smith & Company, Inc. (Hartford) S.H. Smith & Company, Inc. (Mass) S.I.U., LLC South & Western General Agency, Inc. TAPCO Underwriters, Inc

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

Tejas American General Agency Towerstone, Inc. U.S. Risk Insurance Group, Inc. USG Insurance Services, Inc. Valley Insurance Associates (San Diego) Valley Insurance Associates (Walnut Creek) Vulcan Excess & Surplus Insurance W.A. Schickedanz Agency, Inc. Wholesale Connection Insurance Services XL Insurance Yates & Associates Insurance Services

2009 Hospitality Risks Directory - Alphabetical Directory of Markets 5Star D&O Program

Access E&S Insurance Services (CA)

Agency Specialty Product Network

303 W Madison St., Ste. 700, Chicago, IL 60606 Phone: 877-247-9772, Fax: 866-720-5003 Email: marketing@5starsp.com www.5starsp.com

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

200 E Randolph St., Chicago, IL 60601 Phone: 877-275-2776, Fax: 312-381-6211 Email: moreinfo@askaspn.com www.askaspn.com

5Star EPLI Program

Access E&S Insurance Services (VA)

Agostini Wholesale Insurance Services

303 W Madison St., Ste. 700, Chicago, IL 60606 Phone: 877-247-9772, Fax: 866-720-5003 Email: epli@5starsp.com www.5starsp.com

2001 N Lincoln St., Arlington, VA 22207 Phone: 703-248-2566, Fax: 703-248-2565 Email: Tim@Access-ES.com www.access-es.com

333 E Main St., El Cajon, CA 92040 Phone: 800-922-7283, Fax: 619-593-2075 Email: teresa@agostinisurplus.com www.agostiniwholesale.com

A. D. Carlton Insurance

ACE Westchester Specialty--Property

All Risks, Ltd.

4425 W Airport Fwy, Ste. 135, Irving, TX 75062 Phone: 214-596-9276, Fax: 214-596-9574 Email: adavis@adcarlton.com www.adcarlton.com

455 Market St., 17th Fl, San Francisco, CA 94105 Phone: 415-547-4566, Fax: 415-547-4563 Email: allan.sanderson@acegroup.com www.ace-ina.com

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

A.I.I. Insurance Brokerage of Mass., Inc

Advanced E&S Insurance Underwriters

American E&S Insurance Brokers

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

430 W Erie St., Ste. 510, Chicago, IL 60610 Phone: 866-867-0505, Fax: 312-867-0510 Email: quote@advancede-s.com www.advancede-s.com

101 California St., Ste. 900, San Francisco, CA 94111 Phone: 415-398-7475, Fax: 415-391-1002 Email: info@aesbrokers.com www.aesbrokers.com

Abram Interstate Ins. Services, Inc.

Agency Intermediaries, Inc

American Management Corporation

2211 Plaza Dr., Ste. 100, Rocklin, CA 95765 Phone: 916-780-7000, Fax: 916-780-7181 Email: Meaganr@abraminterstate.com www.abraminterstate.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

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

N34 | INSURANCE JOURNAL-NATIONAL REGION March 9, 2009

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2009 Hospitality Risks Directory - Alphabetical Directory of Markets American Safety Insurance Services, Inc.

AmWINS Brokerage of Pennsylvania

Atlantic Specialty Lines of Pennsylvania, LLC

100 Galleria Pkwy. SE, Ste. 700, Atlanta, GA 30339 Phone: 770-485-4385, Fax: 770-955-8339 Email: info@amsafety.com www.amsafety.com

200 S Broad St., Ste. 460, Philadelphia, PA 19102 Phone: 215-545-8622, Fax: 215-545-8920 Email: bart.allen@amwins.com www.amwins.com

600 W Germantown Pike, Plymouth Meeting, PA 19462 Phone: 610-940-1662, Fax: 610-825-5098 Email: diannes@atlanticspecial.com www.atlanticspecial.com

American Team Managers Ins. Services, Inc.

AmWINS Brokerage of Tennessee

AVRECO

1030 N Armando St., Anaheim, CA 92806 Phone: 714-414-1200, Fax: 714-414-1255 Email: bryan@atminsurance.com www.atminsurance.com

26 Century Blvd., Ste. 700, Nashville, TN 37214 Phone: 615-349-2080, Fax: 615-349-2099 Email: bill.markin@amwins.com www.amwins.com

550 W Van Buren, Ste. 1200, Chicago, IL 60607 Phone: 312-294-5625, Fax: 312-922-7563 Email: jharford@avreco.com www.avreco.com

American Underwriting Managers

AmWINS Brokerage of Texas (Dallas)

Bass Underwriters

365 Miron Dr., Ste. D, Southlake, TX 76092 Phone: 817-424-1996, Fax: 817-481-0742 Email: submissions@auminsur.com www.auminsur.com

5001 Spring Valley Rd., Ste. 825W, Dallas, TX 75244 Phone: 972-419-4300, Fax: 877-203-5932 Email: gary.cooper@amwins.com www.amwins.com

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

American Union Risk Associates, LLC

AmWINS Brokerage of Texas (Houston)

Benchmark Management Group, Inc.

1250 E Hallandale Beach Blvd., Ste. 1003 Hallandale Beach, FL 33009 Phone: 954-374-0663, Fax: 954-374-0698 Email: Thomas.Clementi@aurains.com www.aurains.com

3411 Richmond, Ste. 450, Houston, TX 77046 Phone: 713-481-1680, Fax: 713-481-1699 Email: gary.cooper@amwins.com www.amwins.com

1730 Park St., Ste. 214, Naperville, IL 60563 Phone: 630-778-7000, Fax: 630-778-7007 Email: shawn@bmgins.com www.bmgins.com

AmWINS Brokerage of Alabama

AmWINS Brokerage of Washington

Bliss & Glennon, Inc.

600 University St., Ste. 510, Seattle, WA 98101 Phone: 206-922-1800, Fax: 206-922-1819 Email: joe.constantine@amwins.com www.amwins.com

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

AmWINS Ins Brokerage of CA (Chatsworth)

Braishfield Associates, Inc.

19867 Prairie Ave., Ste. 250, Chatsworth, CA 91311 Phone: 818-772-3801, Fax: 818-772-2796 Email: bonnie.molaschi@amwins.com www.amwins.com

2966 Commerce Park Dr., Ste. 350, Orlando, FL 32819 Phone: 407-825-9911, Fax: 407-825-9737 Email: info@braishfield.com www.braishfield.com

2501 20th Place S, Ste. 250, Birmingham, AL 35823 Phone: 205-803-5340, Fax: 205-803-5359 Email: jeff.mcnatt@amwins.com www.amwins.com

AmWINS Brokerage of Carolinas 4725 Piedmont Row Dr., Ste. 600, Charlotte, NC 28210 Phone: 704-749-2700, Fax: 704-365-6348 Email: douglas.sanders@amwins.com www.amwins.com

AmWINS Brokerage of Florida 302 Knights Run Ave., Ste. 1240, Tampa, FL 33602 Phone: 813-254-6233, Fax: 813-254-5672 Email: james.compton@amwins.com www.amwins.com

AmWINS Brokerage of Georgia 3475 Piedmont Rd. NE, Ste. 1650, Atlanta, GA 30305 Phone: 404-592-2680, Fax: 404-592-2699 Email: don.marshall@amwins.com www.amwins.com

AmWINS Brokerage of Illinois 10 S LaSalle, Ste. 3200, Chicago, IL 60603 Phone: 312-454-7700, Fax: 312-454-7701 Email: don.alberico@amwins.com www.amwins.com

AmWINS Brokerage of Michigan 2851 Charlevoix Dr. SE, Ste. 120, Grand Rapids, MI 49546 Phone: 616-942-8000, Fax: 616-942-0870 Email: patrick.maloney@amwins.com www.amwins.com

AmWINS Brokerage of New England 3 Farm Glen, Ste. 202, Farmington, CT 06032 Phone: 860-777-2800, Fax: 860-777-2839 Email: william.aniello@amwins.com www.amwins.com

AmWINS Brokerage of New Jersey (Bernardsville) 150 Morristown Rd., Ste.108, Bernardsville, NJ 07924 Phone: 908-766-4300, Fax: 908-766-0045 Email: bill.dixon@amwins.com www.amwins.com

AmWINS Brokerage of New Jersey (Edison) 110 Fieldcrest Ave., Ste. 602, Edison, NJ 08837 Phone: 732-634-8770, Fax: 732-634-8760 Email: chuck.ciccarelli@amwins.com www.amwins.com

AmWINS Brokerage of New York 88 Pine St., 6th Fl, New York, NY 10005 Phone: 212-858-8900, Fax: 704-943-9015 Email: james.drinkwater@amwins.com www.amwins.com www.insurancejournal.com

AmWINS Ins Brokerage of CA (Los Angeles) 601 S Figueroa St., Ste. 4350, Los Angeles, CA 90017 Phone: 213-254-2220, Fax: 213-254-2238 Email: bob.tarr@amwins.com www.amwins.com

AmWINS Ins Brokerage of CA (San Francisco)

Brecht & Associates

One Bush St., Ste. 1600, San Francisco, CA 94104 Phone: 415-373-1900, Fax: 415-373-1959 Email: kristopher.bauer@amwins.com www.amwins.com

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

AmWINS Ins Brokerage of CA (Santa Ana)

Burns & Wilcox - All Offices

1551 N Tustin Ave., Ste. 700, Santa Ana, CA 92705 Phone: 714-480-3907, Fax: 714-514-7140 Email: bonnie.molaschi@amwins.com www.amwins.com

See website for addresses, HQ - Detroit/Farmington Hills Phone: 248-932-9000, Fax: 248-932-9046 Email: farmingtonhills@burns-wilcox.com www.burnsandwilcox.com

Anchor Bay Insurance Managers, Inc.

Cambridge General Agency (Clovis)

P.O. Box 2510, Silverdale, WA 98383 Phone: 800-929-9560, Fax: 800-929-9794 Email: info@surpluslines.com www.surpluslines.com

3134 Willow Ave., Ste. 101, Clovis, CA 93612 Phone: 800-979-5002, Fax: 925-977-1651 Email: julie@valleyins.com www.cambridgega.com

Anderson & Murison, Inc.

Cambridge General Agency (Rancho Cordova)

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

2865 Sunrise Blvd., Ste. 105, Rancho Cordova, CA 95742 Phone: 800-979-5002, Fax: 925-977-1651 Email: julie@valleyins.com www.cambridgega.com

Appleby & Sterling

Cambridge General Agency (San Diego)

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

4565 Ruffner St., Ste. 102, San Diego, CA 92111 Phone: 800-979-5002, Fax: 925-977-1651 Email: julie@valleyins.com www.cambridgega.com

Atlantic Specialty Lines - Midwest

Cambridge General Agency (Walnut Creek)

1408 N. Naper Blvd., Ste. 480, Naperville, IL 60563 Phone: 630-718-3500, Fax: 630-718-3504 Email: dougr@atlanticspecial.com www.atlanticspecial.com

100 Pringle St., Ste. 420, Walnut Creek, CA 94596 Phone: 800-979-5002, Fax: 925-977-1651 Email: julie@valleyins.com www.cambridgega.com

Atlantic Specialty Lines of Florida - Clearwater

Cambridge General Agency (West Covina)

15950 Bay Vista Dr., Ste. 250, Clearwater, FL 37600 Phone: 877-545-9100, Fax: 727-540-9600 Email: sethj@atlanticspecial.com www.atlanticspecial.com

100 N Citrus St., Ste. 405, West Covina, CA 91791 Phone: 800-979-5002, Fax: 925-977-1651 Email: julie@valleyins.com www.cambridgega.com

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Ck Specialty Insurance Associates (NV)

Ck Specialty Insurance Associates (So. CA)

413 King George Rd., Ste. 202, Basking Ridge, NJ 07920 Phone: 908-647-4900, Fax: 908-647-2100 Email: d.okeeffe@camfordnational.com www.camfordnational.com

P.O. Box 44, Morgan Hill, CA 95038 Phone: 866-444-7714, Fax: 888-929-0808 Email: jay@ckspecialty.com www.ckspecialty.com

Phone: 800-411-0083, Fax: 909-606-6391 Email: tammy@ckspecialty.com www.ckspecialty.com

Capitol Insurance Companies

Ck Specialty Insurance Associates (OR)

1600 Aspen Commons, Middleton, WI 53562 Phone: 800-475-4450, Fax: 608-829-7408 Email: marketing-agency@capitol.net www.capitol.net

20055 SW Pacific Hwy, Ste. 109, Sherwood, OR 97140 Phone: 503-625-6223, Fax: 503-625-6731 Email: jay@ckspecialty.com www.ckspecialty.com

333 S Wabash, Chicago, IL 60604 Phone: 312-822-5000, Fax: 312-894-3589 Email: linda.dickson@cna.com www.cna.com

Ck Specialty Insurance Associates (CA)

Ck Specialty Insurance Associates (Sacramento)

16360 Monterey Rd., Ste. 290, Morgan Hill, CA 95037 Phone: 408-779-8181, Fax: 408-778-2633 Email: carol@ckspecialty.com www.ckspecialty.com

Phone: 916-625-4325, Fax: 916-625-9437 Email: jfutral@ckspecialty.com www.ckspecialty.com

Restaurants & Taverns

CNA

Colemont Insurance Brokers- Atlanta 2859 Paces Ferry Rd. NW, Ste. 1500, Atlanta, GA 30339 Phone: 770-434-3666, Fax: 770-434-1008 Email: MarketingAtlanta@colemont.com www.colemont.com

Colemont Insurance Brokers- Chicago 300 S Wacker Dr., Ste. 900, Chicago, IL 60606 Phone: 312-986-0404, Fax: 312-986-0491 Email: MarketingChicago@colemont.com www.colemont.com

Colemont Insurance Brokers- Fresno 516 W Shaw Ave., Ste. 200, Fresno, CA 93704 Phone: 559-448-1100, Fax: 559-448-1111 Email: MarketingNoCal@colemont.com www.colemont.com

Colemont Insurance Brokers- Hartford 195 Farmington Ave., Ste. 210, Farmington, CT 06032 Phone: 860-678-8870, Fax: 860-678-8871 Email: CTMarketing@colemont.com www.colemont.com

Colemont Insurance Brokers- Nashville 501 Corporate Centre Dr., Ste. 250, Franklin, TN 37067 Phone: 615-261-1230, Fax: 615-261-1234 Email: MarketingAtlanta@colemont.com www.colemont.com

Colemont Insurance Brokers- Phoenix 3333 E Camelback Rd., Ste. 260, Phoenix, AZ 85018 Phone: 602-567-4300, Fax: 602-567-4366 Email: MarketingPhoenix@colemont.com www.colemont.com

Colemont Insurance Brokers- San Francisco 100 California St., Ste. 1100, San Francisco, CA 94111 Phone: 415-693-5890, Fax: 415-693-9399 Email: MarketingNoCal@colemont.com www.colemont.com

Hospitality Markets • Twenty-Five+ Years of Dependable Service • Admitted Package Policy with Liquor Liabilty • Restaurants, Taverns, Bars, Pubs, Caterers • Fine Dining to Take-Out Establishments • Light Entertainment • Property Enhancement Endorsement • Equipment Breakdown • Umbrella

Contact: Michael Maher 800-526-0147

Colemont Insurance Brokers- Texas (Dallas) 5910 N Central Expy, Ste. 500, Dallas, TX 75206 Phone: 800-528-5544, Fax: 214-528-9101 Email: MarketingTX@colemont.com www.colemont.com

Colemont Insurance Brokers- Texas (Houston) 820 Gessner Rd., Ste. 1770, Houston, TX 77024 Phone: 713-464-8702, Fax: 713-464-3641 Email: MarketingTX@colemont.com www.colemont.com

Colemont Insurance Brokers- Woodland Hills 21650 Oxnard St., Ste. 1600, Woodland Hills, CA 91367 Phone: 818-710-3630, Fax: 818-710-3635 Email: MarketingSoCal@colemont.com www.colemont.com

Combined Underwriting Agency Network, Inc. 14 Front St., Ste. 201, Hempstead, NY 11550 Phone: 516-538-4400 Ext. 3705, Fax: 516-538-4613 Email: ASterenberg@comnet-insurance.com www.comnet-insurance.com

Commodore Insurance Services, Inc.

Home Office: 1333 Broad Street, Clifton, New Jersey 07013 Branch Offices: West Palm Beach, FL • West Springfield, MA • Orange, CA N36 | INSURANCE JOURNAL-NATIONAL REGION March 9, 2009

2000 Powell St., Ste. 1005, Emeryville, CA 94608 Phone: 510-899-6530, Fax: 510-899-6930 Email: smurphy@commodoreins.com www.commodoreins.com

www.insurancejournal.com

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Crump Insurance Services, Inc. (Long Island)

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

110 Marcus Blvd., Hauppauge, NY 11788 Phone: 877-247-9772, Fax: 631-951-0504 Email: TheOne@crumpins.com www.crumpins.com

Conexco Insurance Agency, Inc. 114 Turnpike Rd., Westboro, MA 01581 Phone: 800-888-7830, Fax: 508-616-0066 Email: info@conexcoins.com www.conexcoins.com

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

Continental Brokers, Inc. 214 Key Dr., Ste. 2000, Madison, MS 39110 Phone: 866-386-4136, Fax: 601-898-4793 Email: cs@continentalbrokers.biz www.continentalbrokers.biz

Crump Ins Services, formerly Tri-City (CA) 50 California St., Ste. 2000, San Francisco, CA 94111 Phone: 877-247-9772, Fax: 321-757-6147 Email: TheOne@crumpins.com www.crumpins.com

Crump Ins Services, formerly Tri-City (Chicago) 550 W Van Buren St., Ste. 1500, Chicago, IL 60607 Phone: 877-247-9772, Fax: 312-879-7109 Email: TheOne@crumpins.com www.crumpins.com

Crump Ins Services, formerly Tri-City (NJ) 30 W Mount Pleasant Ave., Livingston, NJ 07039 Phone: 877-247-9772, Fax: 973-758-1702 Email: TheOne@crumpins.com www.crumpins.com

Crump Insurance Services, Inc. (Atlanta) 400 Northridge Rd., Ste. 350, Atlanta, GA 30350 Phone: 770-998-7898, Fax: 770-998-9540 Email: TheOne@crumpins.com www.crumpins.com

Crump Insurance Services, Inc. (Austin) 4201 Bee Caves Rd., Ste. A101, Austin, TX 78746 Phone: 800-420-2079, Fax: 512-366-7737 Email: TheOne@crumpins.com www.crumpins.com

Crump Insurance Services, Inc. (Dallas) 7557 Rambler Rd., Ste. 300, Dallas, TX 75231 Phone: 214-363-7636, Fax: 214-691-5460 Email: TheOne@crumpins.com www.crumpins.com

Crump Insurance Services, Inc. (Denver) 5613 DTC Pkwy, Ste. 425, Greenwood Village, CO 80111 Phone: 877-247-9772, Fax: 303-386-8025 Email: TheOne@crumpins.com www.crumpins.com

Crump Insurance Services, Inc. (Houston) 13105 NW Fwy, Ste. 950, Houston, TX 77040 Phone: 877-247-9772, Fax: 713-690-8319 Email: TheOne@crumpins.com www.crumpins.com

Crump Insurance Services, Inc. (Illinois) 550 W Van Buren, Ste. 1500, Chicago, IL 60607 Phone: 312-876-1414, Fax: 312-876-1394 Email: TheOne@crumpins.com www.crumpins.com

Crump Insurance Services, Inc. (Irvine) 4 Park Plaza, Ste. 500, Irvine, CA 92614 Phone: 877-247-9772, Fax: 949-627-1299 Email: TheOne@crumpins.com www.crumpins.com

www.insurancejournal.com

Crump Insurance Services, Inc. (Louisiana) 3300 W Esplanade Ave., Ste. 600, Metairie, LA 70002 Phone: 504-833-2002, Fax: 504-833-4422 Email: TheOne@crumpins.com www.crumpins.com

Crump Insurance Services, Inc. (Memphis) 5865 Ridgeway Center Pkwy., Ste. 200, Memphis, TN 38120 Phone: 901-255-6161, Fax: 901-255-6131 Email: TheOne@crumpins.com www.crumpins.com

Crump Insurance Services, Inc. (Nashville) 565 Marriott Dr., Ste. 820, Nashville, TN 37214 Phone: 800-473-2265, Fax: 615-885-8312 Email: TheOne@crumpins.com www.crumpins.com

Entertainment Brokers International A member of the OneBeacon Ins. Group 10940 Wilshire Blvd., 17th Fl, Los Angeles, CA 90024 Phone: 310-824-0111, Fax: 310-824-5733 Email: mridgers@ebi-ins.com www.ebi-ins.com Entertainment Brokers International is a member of OneBeacon Insurance Group that specializes in tailored solutions for the entertainment, sports and leisure industries. With a strong emphasis on customer service & competitive pricing, coupled with an expert underwriting staff that excels at handling complex insurance needs, Entertainment Brokers International has emerged as todayâ&#x20AC;&#x2122;s premier market leader.

Excel Insurance Services Inc

Crump Insurance Services, Inc. (New York) 45 Broadway, Ste. 1150, New York, NY 10006 Phone: 212-232-5500, Fax: 212-232-5555 Email: TheOne@crumpins.com www.crumpins.com

100 American Metro Blvd., Ste. 104, Hamilton, NJ 08619 Phone: 609-530-0111, Fax: 609-538-0661 Email: mail@excelins.com www.excelins.com

First Cardinal LLC 10 British American Blvd., Latham, NY 12110 Phone: 518-213-1900, Fax: 518-213-1902 Email: rflaherty@firstcardinal.com www.firstcardinal.com

Crump Insurance Services, Inc. (Orlando) 1211 State Rd. 436, Ste. 227, Casselberry, FL 32707 Phone: 407-678-4552, Fax: 407-678-4678 Email: TheOne@crumpins.com www.crumpins.com

Focus Underwriters, LLC P.O. Box 51036, Durham, NC 27717 Phone: 919-401-8010, Fax: 919-401-8180 Email: info@focusunderwriters.com www.focusunderwriters.com

Crump Insurance Services, Inc. (Portland) 9115 SW Oleson Rd., Ste 205, Portland, OR 97223 Phone: 503-768-3001, Fax: 503-244-8720 Email: TheOne@crumpins.com www.crumpins.com

Francis L. Dean & Associates, Inc. P.O. Box 4200, Wheaton, IL 60189 Phone: 800-745-2409, Fax: 630-665-7294 Email: info@fdean.com www.fdean.com

Crump Insurance Services, Inc. (Seattle) 1909 214th St. SE, Ste. 200, Bothell, WA 98021 Phone: 425-489-4555, Fax: 425-398-1133 Email: TheOne@crumpins.com www.crumpins.com

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

Geo. F. Brown & Sons, Inc. 118 S Clinton, Ste. 750, Chicago, IL 60661 Phone: 312-258-3050, Fax: 312-258-3016 Email: mstrong@gfbgroup.com www.gfbgroup.com

Delta General Agency Corp. P.O. Box 2045, Houston, TX 77252 Phone: 713-570-2700, Fax: 713-570-2800 Email: billf@deltains.com www.deltains.com

Gillingham & Associates

Dunfield Wholesale Insurance Inc. 21757 Devonshire St., Ste. 1A, Chatsworth, CA 91311 Phone: 800-899-6922 ; 310-455-2537 Fax: 818-576-1420 ; 310-455-1830 Contact: Ron Mackey or Laurie Mackey www.dunfield.biz

Eastern Premiere Insurance Center 1575 E 17th St., Santa Ana, CA 92705 Phone: 714-564-3267, Fax: 714-479-0880 Email: tduong@epicins.com www.epicins.com

8501 Turnpike Dr., Ste. 200, Westminster, CO 80031 Phone: 303-657-5007, Fax: 303-428-5900 Email: tamorgan@outdoorinsurance.com www.outdoorinsurance.com

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

Heritage General Agency 725 S Figueroa St., Ste. 1900, Los Angeles, CA 90017 Phone: 213-236-4600, Fax: 213-244-9644 Email: jsavage@heritagegeneral.com www.heritagegeneral.com

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Insurance Center Special Risks Ltd

Leicht General Agency

12596 W Bayaud Ave., Ste. 390, Lakewood, CO 80228 Phone: 303-433-9255, Fax: 303-433-9256 Email: info@highcountryinsurance.com www.highcountryinsurance.com

246 Park St., West Springfield, MA 01089 Phone: 888-773-7475, Fax: 413-781-0050 Email: lkoval@specilarisksltd.com www.specialrisksltd.com

P.O. Box 79286, Houston, TX 77279 Phone: 281-496-1100, Fax: 281-496-7894 Email: mleicht@leichtgeneral.com www.leichtgeneral.com

Hospitality Insurance Solutions

International Excess Companies

Lionheart Insurance Services

304 Cedar St, Sterling, CO 80751 Phone: 866-286-5889, Fax: 970-522-7792 Email: gdennington@hospitalityins.com www.hospitalityins.com

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

2091 Business Center Dr., Ste. 110, Irvine, CA 92612 Phone: 949-955-1316, Fax: 949-955-1887 Email: pat@lionheartins.net www.lionheartins.net

HULL & Company, Inc. - Albuquerque

IPC

London American Risk Specialists, Inc

5850 Eubank Blvd NE, Ste. B-72, Albuquerque, NM 87111 Phone: 866-711-4855, Fax: 505-889-9353 Email: albuquerque@hullco.com www.hullco.com/albuquerque

1936 Catherine Ct., Gardnerville, NY 89410 Phone: 775-782-6655, Fax: 775-782-6654 Email: tammydsunderland@charter.net www.internationalpropertyandcasualty.com

11000 Richmond Ave., Ste. 600, Houston, TX 77042 Phone: 713-977-7726, Fax: 713-977-7606 Email: zcarson@londonamericantx.com www.londonamericantx.com

HULL & Company, Inc. - Charlotte

Izzo Insurance Services, Inc.

M.D. Jensvold & Co., Inc.

14120 Ballantyne Corp Pl., Ste. 525, Charlotte, NC 28277 Phone: 704-540-1557, Fax: 704-540-7611 Email: charlotte@hullco.com www.hullco.com/charlotte

7234 W North Ave., Elmwood Park, IL 60707 Phone: 800-800-1704, Fax: 708-452-1777 Email: info@izzoinsurance.com www.izzoinsurance.com

13105 NW Freeway, Ste. 790, Houston, TX 77040 Phone: 713-939-8585, Fax: 713-939-0560 Email: mjensvold@mdjensvold.com

HULL & Company, Inc. - Chicago

J.L. von Arx & Associates

P.O. Box 1167, New Lenox, IL 60451 Phone: 866-703-4855, Fax: 815-485-7209 Email: info@hullco.com www.hullco.com/chicago

400 Oceangate, Ste. 310, Long Beach, CA 90802 Phone: 800-986-6279, Fax: 562-436-3255 Email: jon.jr@jlvonarx.com www.jlvonarx.com

HULL & Company, Inc. - Dallas

J.M. Wilson

12801 N Central Expy., Ste. 1100, Dallas, TX 75243 Phone: 72-789-1962, Fax: 972-789-1967 Email: dallas@hullco.com www.hullco.com/dallas

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

HULL & Company, Inc. - Denver

James River Insurance Company

5690 DTC Blvd., Ste. 300-E, Greenwood Village, CO 80111 Phone: 303-218-3092, Fax: 866-610-8043 Email: denver@hullco.com www.hullco.com/denver

6641 W Broad St., Ste. 300, Richmond, VA 23230 Phone: 804-289-2700, Fax: 804-289-2703 Email: info@jamesriverins.com www.jamesriverins.com

HULL & Company, Inc. - Fort Lauderdale 2150 S Andrews Ave., Fort Lauderdale, FL 33316 Phone: 954-527-4855, Fax: 954-524-0479 Email: ftlauderdale@hullco.com www.hullco.com/ftlauderdale

HULL & Company, Inc. - Horsham 2 Walnut Grove Dr., Horsham, PA 19044 Phone: 215-443-3500, Fax: 215-443-3502 Email: info@DVUA.com www.dvua.com

K & K Insurance Group, Inc. 1712 Magnavox Way, Ft. Wayne, IN 46804 Phone: 877-648-6404, Fax: 260-459-5502 Email: kk_general@kandkinsurance.com www.kandkinsurance.com

Offering coverage for a wide variety of special events and event planners.

8381 Dix Ellis Trail, Ste. 100, Jacksonville, FL 32256 Phone: 888-809-4855, Fax: 904-538-9838 Email: jacksonville@hullco.com www.hullco.com/jacksonville

13848 Ventura Blvd., Ste. A, Sherman Oaks, CA 91423 Phone: 800-243-7542, Fax: 818-990-4530 Email: lacounty@hullco.com www.hullco.com

HULL & Company, Inc. - Scottsdale 7975 N Hayden, Ste. C-240, Scottsdale, AZ 85258 Phone: 866-991-4885, Fax: 480-991-4880 Email: scottsdale@hullco.com www.hullco.com/scottsdale

4415 E State Highway D, Springfield, MO 65809 Phone: 800-725-7211, Fax: 417-883-7103 Email: rclements@mjkelly.com; wbileu@mjkelly.com www.mjkelly.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

Maclean Oddy & Associates, Inc. 1201 Elm St., Ste. 4900, Dallas, TX 75270-2104 Phone: 214-855-7700, Fax: 214-855-7794 Email: emiller@macleanoddy.com www.macleanoddy.com

McClelland and Hine, Inc.

McGowan & Company, Inc.

HULL & Company, Inc. - Kalispell

HULL & Company, Inc. - LA County

M.J. Kelly Company

P.O. Box 700930, San Antonio, TX 78270 Phone: 210-366-2500, Fax: 210-366-2407 Email: gil@mhi-tx.com www.mhi-tx.com

HULL & Company, Inc. - Jacksonville

130 First Ave. W, Kalispell, MT 59901 Phone: 406-755-7107, Fax: 406-755-5543 Email: kalispell@hullco.com www.hullco.com/kalispell

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

M.J. Kelly of Texas

HULL & Company, Inc. - Great Falls 615 Central Ave. NW, Great Falls, MT 59404 Phone: 426-727-4900, Fax: 406-727-4916 Email: greatfalls@hullco.com www.hullco.com/greatfalls

M.J. Hall & Company, Inc.

Klein Insurance Services Inc. One Garret Mountain Plaza, West Paterson, NJ 07424 Phone: 973-754-6100, 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.

LA Xcess Insurance Brokers, Inc. 10474 Santa Monica Blvd., Ste. 306, Los Angeles, CA 90025 Phone: 818-623-5410, Fax: 818-623-5510 Email: Insurance@laxcess.com www.laxcess.com

N38 | INSURANCE JOURNAL-NATIONAL REGION March 9, 2009

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

McLeckie Insurance Group P.O. Box 770, Naples, TX 75568 Phone: 903-897-9090, Fax: 903-897-0062 Email: mcleckie@msn.com www.mcleckie.com

Midlands Management of Texas, Inc. P.O. Box 794878, Dallas, TX 75379 Phone: 972-588-2000, Fax: 972-588-2020 Email: jcaldwell@midmantx.com www.midlandsmgt.com

Midwest General Agency 3300 Birch St., Eau Claire, WI 54702 Phone: 715-832-4000, Fax: 715-834-7117 Email: rrace@mgarws.com www.mgarws.com www.insurancejournal.com

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Northern Ohio E & S Agency, Inc.

Quaker Special Risk (Florida)

P.O. Box 680105, Houston, TX 77268 Phone: 281-444-5167, Fax: 281-444-4642 Email: quotes@moj-co.com www.moj-co.com

35800 Monroe St., Bldg A, Sylvania, OH 43560 Phone: 419-885-2400, Fax: 419-885-7285 Email: dave.mangold@ohioeands.com www.ohioeands.com

224 Datura St., Ste. 715, W. Palm Beach, FL 33401 Phone: 866-526-1545, Fax: 561-833-6616 Email: fwalsh@qsr-insurance.com www.qsr-insurance.com

Pacific Coast E&S Ins. Services (Oceanside)

Quaker Special Risk (Georgia)

2124 El Camino Real, Ste. 202, Oceanside, CA 92054 Phone: 800-757-8760, Fax: 760-722-9575 Email: info@pacificcoastes.com, www.pacificcoastes.com

6290 Abbotts Bridge Rd., Ste. 302, Duluth, GA 30097 Phone: 770-623-0290, Fax: 732-292-7391 Email: jterrell@qsr-insurance.com www.qsr-insurance.com

Pacific Coast E&S Ins. Services (Santa Rosa)

Quaker Special Risk (Mass.)

2235 Mercury Way, Ste. 110 Santa Rosa, CA 95407 Phone: 800-772-8538, Fax: 707-573-9761 Email: info@pacificcoastes.com, www.pacificcoastes.com

51 Harvard St., Worcester, MA 01609 Phone: 800-252-8679, Fax: 508-753-0646 Email: kbranscombe@quakerma.com www.quakerma.com

Pacific Coast E&S Services

Quaker Special Risk (New Jersey)

20055 SW Pacific Hwy, Ste. 102, Sherwood, OR 97140 Phone: 866-925-8368, Fax: 503-925-8425 Email: ldahl@pacificcoastes.com www.pacificcoastes.com

P.O. Box 1350, Eatontown, NJ 07724 Phone: 800-447-4180, Fax: 732-223-9072 Email: fwalsh@qsr-insurance.com www.quakerspecialrisk.com

Patriot National Underwriters, Inc.

Quaker Special Risk (New York)

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

226 5th Ave., 4th Fl, New York, NY 10001 Phone: 800-253-5233, Fax: 212-244-5371 Email: quaker@qsr-insurance.com www.quakerspecialrisk.com

PGI Commercial

Quirk & Company

65 Madison Ave., Morristown, NJ 07960 Phone: 973-631-7575, Fax: 973-631-7576 Email: rtrezza@pgicommercial.com www.pgicommercial.com

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

Philadelphia Insurance Companies

Ramsgate Insurance, Inc.

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

250 E Park Ave., Lake Wales, FL 33853 Phone: 800-394-2767, Fax: 800-441-2667 Email: info@ramsgateinsurance.com www.RamsgateInsurance.com

Preferred Concepts LLC

RCA Insurance Group

39 Riverside Ave., Westport, CT 06880 Phone: 203-226-8772, Fax: 203-226-1253 Email: hwatkins@preferredconcepts.com www.preferredconcepts.com

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

Preferred Property Programs

RIC Insurance General Agency, Inc.

960 Holmdel Rd., Bldg 1, Holmdel, NJ 07733 Phone: 888-548-2465, Fax: 732-946-0547 Email: khager@ppp-quotes.com www.ppp-quotes.com

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

Priority Insurance Underwriters

RISCO, Inc.

2200 E Camelback Rd., Ste. 250, Phoenix, AZ 85016 Phone: 602-952-9688, Fax: 602-954-9624 Email: kbernier-smith@maipiu.com www.piuinsurance.com

60 Catamore Blvd., East Providence, RI 02914 Phone: 800-533-3649, Fax: 401-438-0980 Email: cfinnegan@risco-inc.com www.risco-inc.com

Professional Liability Insurance Svcs, Inc. Underwriting Facilities

Risk Placement Services, Inc.

Monitor Liability Managers, LLC 2850 W Golf Rd., Ste. 800, Rolling Meadows, IL 60008 Phone: 800-446-2100, Fax: 847-806-6282 Email: info@monitorliability.com www.monitorliability.com Monitor Liability Managers, LLC is an underwriting management company specializing in professional liability insurance. Monitorâ&#x20AC;&#x2122;s Employment Practices Liability (EPL) Insurance coverage is available for a wide variety of hospitality industry clients, 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

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

Napco LLC 333 Thornall St., Edison, NJ 08837 Phone: 732-549-5222, Fax: 732-516-3117 Email: information@napcollc.com www.napcollc.com

National Advantage Insurance Services, Inc. P.O. Box 1065, Tustin, CA 92781 Phone: 714-505-1015, Fax: 714-505-1025 Email: clifford@naisins.com www.naisins.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

NSU is an insurance program administrator providing costeffective insurance solutions for four segments that traditionally present challenges to insurers: hospitality, healthcare, catastrophic property exposures, and specialty umbrella.

Nautilus Insurance Co. & Great Divide Ins. Co.

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

Professional Program Insurance Brokerage

7233 E Butherus Dr., Scottsdale, AZ 85260 Phone: 480-951-0905, Fax: 480-951-9730 Email: bmckrill@nautilus-ins.com www.nautilusinsgroup.com

371 Bel Marin Keys Blvd., Novato, CA 94949 Phone: 415-475-4300, Fax: 415-475-4303 Email: jennifer@medispa-ins.com www.tattoo-ins.com or www.medispa-ins.com

NeitClem Wholesale Insurance Brokerage, Inc.

Program Brokerage Corporation

7442 N Figueroa St., Los Angeles, CA 90041 Phone: 323-258-2600, Fax: 323-258-2676 Email: jcenteno@neitclem.com www.neitclem.com

1065 Avenue of the Americas, New York, NY 10018 Phone: 212-338-2907, Fax: 917-934-4585 Email: cobrien@programbrokerage.com www.programbrokerage.com

NIF Group

Property Risk Services (AmWINS)

30 Park Ave., Manhasset, NY 11030 Phone: 516-365-7440, Fax: 516-365-7392 Email: marketing@nifgroup.com www.nifgroup.com www.insurancejournal.com

91 Fieldcrest Ave., 2nd Fl, Edison, NJ 08818 Phone: 908-766-4300, Fax: 732-346-0131 Email: tspinner@prsins.com www.amwins.com

14785 Preston Rd., Ste. 665, Dallas, TX 75254 Phone: 972-774-0110, Fax: 972-341-8250 Email: malcolm_coffee@rpsins.com www.rpsins.com

RLI Specialty Programs 525 W Van Buren St., Chicago, IL 60607 Phone: 312-360-1566, Fax: 312-360-1565 Email: David.Ashcraft@rlicorp.com www.rlicorp.com

Roush Insurance Services, Inc. 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) 333 Ozark Trail Dr., Ellisville, MO 63011 Phone: 636-391-4841, Fax: 636-391-2115 Email: newquotes@rsimo.com www.rsimo.com

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2009 Hospitality Risks Directory - Alphabetical Directory of Markets S A Freerks & Associates 911 Park Ave., St. Louis, MO 63104 Phone: 314-436-2682, Fax: 314-436-1532 Email: sfreerks@safains.com www.safains.com

S.H. Smith & Company, Inc. (Hartford) 41 N Main St., Ste. 300, West Hartford, CT 06107 Phone: 860-561-3600, Fax: 860-561-3606 Email: Scott_Smith@shsmith.com www.shsmith.com

S.H. Smith & Company, Inc. (Mass) 661 Highland Ave., Needham Heights, MA 02494 Phone: 781-449-2227, Fax: 781-449-1662 Email: Michael_McIntire@shsmith.com www.shsmith.com

S.I.U., LLC 700 N Brand Blvd., Ste. 300, Glendale, CA 91203 Phone: 818-547-1333, Fax: 818-547-4450 Email: brinehart@siumanagers.com www.siumanagers.com

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

Smith, Bell & Thompson 40 Main St., Ste. 500, Burlington, VT 05401 Phone: 802-658-4600, Fax: 802-658-6191 Email: info@sbtinsurance.com www.sbtinsurance.com

South & Western General Agency, Inc. P.O. Box 9015, Addison, TX 75001-9015 Phone: 800-492-5351, Fax: 972-855-2970 Email: sales@southandwestern.com www.southandwestern.com

Southwest Risk 8144 Walnut Hill Ln., Ste. 1010, Dallas, TX 75231 Phone: 214-206-4900, Fax: 214-206-4901 Email: info@swrisk.com www.swrisk.com

Specialty Insurance 1610 Route 88 Ste. 102, Brick, NJ 08754 Phone: 732-701-8900, Fax: 732-458-3728 Email: mwatters@specialtyagency.com www.specialtyagency.com

SuiteLife by Venture Programs 1301 Wrights Lane East, West Chester, PA 19380 Phone: 800-282-6247 x 244, Fax: 610-692-5977 Email: Marketing@suitelifeins.com www.Suitelifeins.com

Swett & Crawford See website for addresses, HQ - Atlanta, GA 30327 Phone: 404-240-5200, Fax: 404-240-5393 Email: info@swett.com www.swett.com

Tejas American General Agency

1134 Commerce Dr., Richardson, TX 75081 Phone: 972-331-6566, Fax: 972-331-6599 Email: rhonda@vwins.com www.vwcos.com

Towerstone, Inc.

Venture Hospitality Program

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

1301 Wrights Lane East, West Chester, PA 19380 Phone: 800-282-6247 x 247, Fax: 610-692-5977 Email: hospitality@ventureprograms.com www.ventureprograms.com

Trans Cal Associates

Vulcan Excess & Surplus Insurance

3800 Watt Ave., Ste. 110, Sacramento, CA 95821 Phone: 916-487-2200, Fax: 916-487-2426 Email: fred@transcal.com www.transcal.com

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!

325 W Hospitality Ln., Ste. 202, San Bernardino, CA 92408 Phone: 909-379-1020, Fax: 909-379-1036 Email: brad@vulcaninsurance.com www.vulcaninsurance.com

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

Trinity E&S Ins. Services, Inc.

W.A.Schickedanz Agency, Inc.

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

300 W Main St., Belleville, IL 62220 Phone: 618-233-0644, Fax: 618-233-0672 Email: sales@waschickedanz.com www.waschickedanz.com

U.S. Risk Insurance Group, Inc.

Western Security Surplus Ins. Brokers, Inc.

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

790 E Green St., Pasadena, CA 91101 Phone: 626-584-0110, Fax: 626-584-0144 Email: rklimek@wssib.com www.wssib.com

Unifax Insurance Systems, Inc.

Western Special Risks, Inc.

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

10451 W Palmeras, Ste. 118, Sun City, AZ 85373 Phone: 888-317-5575, Fax: 623-977-4622 Email: rwilliams@westernspecialrisks.com www.westernspecialrisks.com

USASIA Insurance Services

Westrope

319 Union Ave., Pomona, CA 91768 Phone: 909-618-0288, Fax: 909-618-0289 Email: shirley@usasia-ins.com www.usasia-ins.com

801 W 47th St., Ste. 500, Kansas City, MO 64112 Phone: 816-842-8222, Fax: 816-842-3081 Email: info@westrope.com www.westrope.com

USG Insurance Services, Inc.

Westrope Insurance Managers of Florida, LLC

1000 Town Center Wy, Ste. 300, Canonsburg, PA 15317 Phone: 800-886-3897, Fax: 724-265-5751 Email: ktaylor@usgins.com www.usgins.com

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

Valley Insurance Associates (Clovis)

Wholesale Connection Ins. Services

3134 Willow Ave., Ste. 101, Clovis, CA 93612 Phone: 800-979-5002, Fax: 925-977-1651 Email: julie@valleyins.com www.valleyins.com

5959 Topanga Canyon Blvd., Woodland Hills, CA 91367 Phone: 818-716-9800, Fax: 818-716-9899 Email: wstanley@wcis-ins.com www.wcis-ins.com

Valley Insurance Associates (Rancho Cordova)

XL Insurance

2865 Sunrise Blvd., Ste. 105, Rancho Cordova, CA 95742 Phone: 800-979-5002, Fax: 925-977-1651 Email: julie@valleyins.com www.valleyins.com

520 Eagleview Blvd., Exton, PA 19341 Phone: 800-327-1414, Fax: 610-458-9109 Email: webmaster@xlenvironmental.com www.XLinsurance.com

Valley Insurance Associates (San Diego)

Yates & Associates Insurance Services

4565 Ruffner St., Ste. 102, San Diego, CA 92111 Phone: 800-979-5002, Fax: 925-977-1651 Email: julie@valleyins.com www.valleyins.com

TAPCO Underwriters, Inc

Van Wagoner Companies, Inc.

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

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

Valley Insurance Associates (Walnut Creek) 100 Pringle St., Ste. 420, Walnut Creek, CA 94596 Phone: 800-979-5002, Fax: 925-977-1651 Email: julie@valleyins.com www.valleyins.com

Valley Insurance Associates (West Covina) 100 N Citrus St., Ste. 405, West Covina, CA 91791 Phone: 800-979-5002, Fax: 925-977-1651 Email: julie@valleyins.com www.valleyins.com

N40 | INSURANCE JOURNAL-NATIONAL REGION March 9, 2009

www.insurancejournal.com

Midwest Coverage Business Moves Marsh Marsh & McLennan Companies Inc., the No. 2 global insurance broker, said the 2008 restructuring at Marsh Inc., its flagship insurance brokerage unit, was on track to generate annual savings of $200 million, and it plans further spending cuts in its consulting units. Fourth-quarter net income fell 6 percent to $80 million, while revenue fell 9 percent to $2.7 billion. Revenue at Marsh Inc. fell 5 percent to $1.1 billion, but rose 1 percent in North America, a region that accounts for more than half its revenue. Marsh & McLennan has been restructuring to boost savings after an industrywide probe in 2005 led big brokerages to drop lucrative commissions they had received from insurers. The company, which was the biggest insurance broker before slipping behind Aon last year, cut about 1,900 jobs in 2008 and outsourced another 700. It plans more cuts in 2009. Chief Executive Brian Duperreault told Reuters he saw “restoring MMC to a preeminent position as a multiyear process.” Insurance rates have been falling in recent years and although there are signs that prices will rise in the coming year, Duperreault said economic factors could limit the ultimate benefit. Despite such conditions, the company expects to grow profits in 2009. Duperreault told Reuters that acquisitions could help boost growth for its brokerage business. “Marsh can actually make acquisitions now,” he said. The unit could not have done so a year ago when it was hampered by a feeble financial state, he said. Duperreault said Marsh Inc. would pursue U.S. deals, especially for a new division that serves the needs of small businesses, and is also looking at opportunities abroad for both Marsh and its reinsurance brokerage unit Guy Carpenter. “Valuations are much better,” he said. Acquisitions will likely be small but could have a big impact collectively, he added. Copyright 2009 Reuters. Beazley, First State London-based insurer and reinsurer Beazley www.insurancejournal.com

Group is acquiring Boston-based First State Management Group, an underwriting manager specializing in excess and surplus lines commercial property insurance for $35.4 million in cash. First State is a subsidiary of The Hartford Financial Service Group and is led by president and chief operating officer Judy Patterson. The acquisition will increase Beazley’s presence as an insurer of mid-sized U.S. commercial property business that does not normally come to Lloyd’s. Officials said that First State plans to underwrite around $150 million of gross premium for 2009, balancing the specialty lines business — professional and management liability business— that Beazley has been writing locally in the U.S. since 2005. The Hartford said the move is part of its strategy of moving away from excess and surplus lines business and was not triggered by recent troubles with its life insurance operations. “This is an agreement we have been working on for many months. We are entering into this transaction to reduce our exposure to excess and surplus lines property insurance, which is not core to our business,” said Gary Thompson, executive vice president of The Hartford’s property and casualty middle market and specialty lines insurance. Thompson said First State’s livestock and nursing home programs would transition directly to The Hartford. AIG, Zurich American International Group is in advanced talks to sell its U.S. auto insurance unit to Swiss insurer Zurich Financial Services AG, Reuters reported. The auto insurance business is expected to fetch around $2 billion. The unit being sold includes the 21st Century Insurance Group business, which AIG took over in 2007. Unitrin, Direct Response Trinity Universal Insurance Co., a Unitrin, Inc. subsidiary, has completed its acquisition of Direct Response Corp. and its subsidiaries for $200 million in cash. Direct Response is based in Meriden, Connecticut and sells personal auto insurance

directly to consumers under both the Response Insurance and Teachers Insurance Plan brand names. For 2008, Direct Response recorded direct written premiums of $156 million. Donald G. Southwell, Unitrin’s chief executive officer, said Direct Response will continue to market its products under both brand names and will be reported as part of the Unitrin Direct business segment. Unitrin’s brands include Kemper, Unitrin Specialty and Unitrin Direct. PGI, Underwriters & Brokers of Michigan PGI Commercial has acquired the assets of Underwriters & Brokers, Inc. of Troy, Michigan. PGIC said it would merge the platform and staff of UBI with its existing Michigan office. Underwriters & Brokers, Inc. handles middle-market commercial risks with a focus on professional liability and liquor liability. PGIC is part of the Bermuda-based Primary Group Limited and manages property and casualty programs nationwide. Valiant New York-based specialty insurer Valiant Insurance Group, Inc. has established a new insurance vehicle, Valiant Specialty Insurance Co., a Delaware-licensed property/ casualty excess and surplus lines insurance carrier for Valiant’s U.S. operations. Valiant said it intends to continue to seek additional state surplus lines eligibilities for Valiant Specialty Insurance Co. Gary Dubois, president and CEO of Valiant, said that the new carrier, together with the broadly-licensed admitted carrier, Valiant Insurance Co., means his firm can provide a wider range of commercial insurance products. Current product offerings include professional liability, marine, casualty and management liability. Valiant Insurance Group is a subsidiary of Ariel Holdings Ltd. Merchants National E&S Buffalo, N.Y.-based Merchants National Insurance Company, a wholly-owned excess and surplus lines subsidiary of Merchants Insurance Group, began accepting new business on Feb. 1, 2009. The company reported as of that date it has been approved in the 10 states of Alabama, Georgia, Louisiana, Michigan, Mississippi, North Carolina, Ohio, Pennsylvania, Texas and Vermont. . y r t s u d n i e o h f c a s u b n i e z l p t h y c g a r k o b s e l w d i G a , r t n U y l p s o H e h u S i w t c n j s b e h i r w d a , l t o m n s e h c r f g a y p m o w n TIJ

March 9, 2009 INSURANCE JOURNAL-MIDWEST REGION | 51

Midwest Coverage News & Markets

Stimulus Should Produce Some Benefits for P/C Insurance Insurers, Brokers Anticipate Insuring Construction Projects Funded With $140 Billion Infrastructure Monies By Kenneth J. St. Onge

he property/casualty insurance industry should see some modest benefit from the $787 billion federal stimulus package — the American Recovery and Reinvestment Act of 2009 – which is supposed to help jolt the economy back on track. Fortunately for the P/C industry, it has not gone way off track the way some other industries have, so it doesn’t need a major jolt. About $650 billion or so of the stimulus package is divided between tax cuts and aid to state and local governments (including college aid, unemployment benefits and Medicaid), neither of which is expected to have much

direct impact on insurance. Auto and home insurers could benefit eventually if people begin to buy cars again, the real estate market is revived or there is other economic growth. The Insurance Information Institute (III) has estimated that each 100,000 decline in housing starts costs home insurers $87.5 million in premium. From 2005 to 2009, the net loss has been about $1.2 billion. Auto sales have less effect on auto insurance. But the most direct benefit to the P/C industry from the government stimulus is not likely to come from any economic activity spurred by the tax cut or government aid funding. Instead, where the p/c insurance industry will get its biggest direct boost is from the construction

projects and jobs that the stimulus promises to create. According to the III, about $135 billion to $140 billion of the total $787 billion will go toward construction spending that could have a direct impact on insurance. This is the stimulus that is most likely to have some ancillary benefits for insurers, agents and brokers, too. Of the $140 billion for construction, almost one-third is for the transportation segment . Other segments getting construction funds include building infrastructure (29%), energy and technology (20%), water and environmental infrastructure (21%) and schools (9%), according to the III analysis. The question for the P/C industry is how much of a boost the investment in construction will have for insurance. According to III economist Robert Hartwig, overall, the stimulus package will result in about a 1 percent increase in premiums written – roughly $4.5 billion by the end of 2010. Since the rollout of the stimulus could take over year, those benefits might not materialize until 2010 or beyond. The insurance line most likely to benefit is workers’ compensation, largely driven by employment. Assuming the stimulus is true to its target of creating or preserving 3.5 million jobs, private workers compensation insurers could take as much as $1.1 billion in new premium. Other insurance lines that could see some benefit from the spending would be commercial auto, inland marine, commercial property and liability and surety. Stimulus dollars are generally allocated by population thus the bigger the state, the more stimulus dollars. The five most populous states are receiving the most money – California, Texas, New York, Florida and Illinois. Those states are projected to add or retain over 1.2 million jobs because of the spending. While insurance economists like Hartwig may be cautious in projecting benefits, some

52 | INSURANCE JOURNAL-MIDWEST REGION March 9, 2009

insurers and agents are anticipating that their business will be getting a boost from the stimulus spending. “We are hoping the stimulus will help all the various parts of the insurance market to have an opportunity,” said Jeffrey Langer, the Hartford-based III calculates chief construction underwriting offithat the stimucer for Travelers. The world’s lus package will largest construction insurance bro- result in a 1 perker, Chicago-based Aon, actually has cent increase in an infrastructure task force dedicatpremiums writed to assisting public entities with ten – roughly their risk management on stimulus$4.5 billion. supported projects. Ken Caldwell chairs that task force as executive vice president of Aon’s construction services practices. Caldwell says that while a bigger stimulus for construction would have been welcome, the $140 billion or so being made Bob Hartwig available will be put to use. “We do think the stimulus package, the infrastructure piece, will help tremendously,” said Caldwell, noting that the commercial project sector has “slowed down to a crawl” and the government sector is “hurting because tax revenues are down.” He sees the funds going toward transportation repair work as well as new construction in some sectors. “I think there will be a variety of projects,” he said. “There’s a lot of repair and maintenance that needs to be done in the United States but there’ll also be some new construction of transportation corridors and in energy, healthcare and things of that sort.” The construction stimulus should boost workers compensation in particular. continued on page 54 www.insurancejournal.com

Midwest Coverage News & Markets

Study Unveils Target Areas for Flood Insurance Policy Sales But Selling More Policies in These Communities at Subsidized Premiums Could Sink Federal Program By Andrew G. Simpson

here are a number of communities across the country where more flood insurance policies should be sold given their populations and flood risk. They include dozens of counties that have had multiple floods but are not part of the federal flood insurance program. The “Catch-22” for policymakers is that while the communities may need the coverage, selling more policies in these areas would likely add to the losses that undermine the financial stability of the national program. That’s because the premiums charged would not reflect the actual risk in these communities and would be subsidized, unless Congress changes the pricing formula. The U.S. Government Accountability Office (GAO), which researches issues at the request of members of Congress, recently reported on the current subsidization of federal flood insurance

premiums and options for reducing this subsidization. The GAO noted that while it constitutes a declining percentage of all National Flood Insurance Program (NFIP) policies, the number of properties receiving subsidized premium rates has grown since 1985; by 2007 it was at its highest point in almost 30 years. The Federal Emergency Management Agency (FEMA) attributes this growth to several factors, including a growing number of mortgages with mandatory flood insurance, the longerthan-expected life of the structures that are eligible for subsidies, increased awareness of the dangers of floods from several major recent disasters and increased NFIP marketing efforts. According to the GAO, more than half of the subsidized policies are currently concentrated in five states with relatively high flood risk: California, Florida, Louisiana, New Jersey and Texas. Current low participation rates— around 50 percent of single-family homes in high-risk

areas—leave room for substantial growth in the number of NFIP policies, many of which would be likely to receive subsidized rates. The policies receiving subsidized rates have been a financial burden on the program, with total claims exceeding premiums by $962 million from 1986 through 2004, before the large losses from the 2005 hurricanes. In reforming NFIP, Congress is expected to evaluate the impact of subsidized premium rates and of actuarially honest premium rates. GAO identified places (see story below) where sales of flood policies appear to lag behind the need; that is, areas of the country that appear to have higher populations and flooding risks relative to their policy volumes when compared to other areas, and thus have the potential for increases in the number of NFIP policies. Of course, an increase in market penetration would likely bring an increase in the number of subsidized policies, GAO noted. IJ

Areas with Flood Insurance Policy Sales Potential Include Iowa, Missouri

AO compared the number of NFIP policies in a given area, as of September 2006, with the total number of county flood declarations from January 1980 to June 2008, cumulative flood claims payments from January 1978 to April 2008, and population as of 2004 for counties and 2005 for states. The following are the examples GAO found: Some Midwestern and Northeastern states and counties appear to have a higher history of flood losses relative to policy counts than others. Some examples: • The five combined states of Iowa, Michigan, Minnesota, Missouri, and Wisconsin, when compared to Collier County, Florida, had more county flood disaster declarations (2,092 vs. 12), significantly more flood claims payments ($704,706,000 versus $12,483,000), and a much larger population (28,906,000 vs. 297,000), but a similar number of NFIP policies (80,572 vs. 85,246).

www.insurancejournal.com

• Maine, when compared to Idaho, had significantly more flood claim payments ($36,332,000 vs. $4,754,000) and county flood disaster declarations (159 vs. 42), but a similar number of NFIP policies (7,891 vs. 7,079). The states also had similar populations: 1,285,000 for Maine and 1,480,000 for Idaho. • Wisconsin, when compared to Rhode Island, had many more county flood disaster declarations (276 vs. 11), but had similar flood claims payments ($32,693,000 vs. $34,219,000). Even though Wisconsin has a much larger population (5,479,000 versus 1,012,000), it has a similar number of NFIP policies (12,945 vs. 14,432). Sixty-six counties with flood disaster declarations but no communities in NFIP. Selected examples: • Clay County, Alabama (population 14,092) has had seven flood declarations. • San Francisco County, California (744,230) has had three flood declarations.

• Henry County, Iowa (20,258) has had six flood declarations. • Winneshiek County, Iowa (21,188) has had seven flood declarations. • Adair County, Kentucky (17,575) has had six flood declarations. • Dallas County, Missouri (16,328) has had eight flood declarations. Counties with flood disaster declarations but very few NFIP policies: GAO found 14 counties, all with populations over 100,000, with one or more flood declarations but very few NFIP policies, including: • Potter County, Texas (118,000) has had three flood disaster declarations but had only six policies. • Bibb County, Georgia (155,000) has had four flood disaster declarations but only 13 policies. • Carroll County, Georgia (102,000) has had six flood disaster declarations but had only 83 policies. IJ

March 9, 2009 INSURANCE JOURNAL-MIDWEST REGION | 53

Midwest Coverage News & Markets Stimulus Funds: The 5 Largest States Stimulus, continued from page 52

“Our anticipation is for the larger projects there will be more use of owner-controlled and contractor-controlled insurance programs which will help the money go further than it otherwise would and in that area works compensation is 70 to 80 percent of the cost of those programs,” the Aon executive said. Caldwell said the other big construction insurance pieces are liability and excess liability. John Carmody, executive director of The Advantage Group LLC, in Washington, said his group also hopes for boost, but it may take longer to be felt than people expect. “Will it have an effect on insurance agencies? We sure hope so,” he said. “My personal view of

Side Benefits for Agencies

ome insurance agencies could see benefits from the stimulus package that have nothing to do with premiums or the business they write, however. The package also includes changes to the tax codes that could end up benefiting owners – and buyers – of insurance agencies. One of those changes is a provision that allows a company to change from a C corporation to an S corporation in seven years, rather than 10. That change could help speed sales and acquisitions of agencies, according to Terry H. Buckner, president and CEO of The Buckner Co. headquartered in Salt Lake City, Utah. “Some agencies looking to sell can now do that sooner, and move forward on a quicker basis, so we might see some action that’s helpful to brokers with regard to sales and acquisitions,” he said. There are also administrative changes that insurance agencies – as employers – need to keep in mind. These include: Tax credits worth up to $400 for workers, which will be achieved by adjusting tax tables. Subsidies, in the form of tax credits for employers that can offset the cost of providing COBRA coverage to recently laid off workers. Minimum wage increases to $9.50 per hour by 2011. IJ

Infrastructure New/Retained that is we’re going to have more Spending Jobs (est.) pain in front of us before the stimu- California $3.9 billion 396,000 lus package begins to kick in. Then, Texas $2.8 billion 269,000 where you are and what state you’re New York $2.8 billion 215,000 in will make a big difference… it Florida $1.8 billion 207,000 will have some impact, but a lot of Illinois $1.6 billion 148,000 the heaviest spending is on contracting and things like the electronic Source: Insurance Information Institute grid and highways, environmental conducted by economist Ken Simonson, found and stuff like that will probably have a more that the infrastructure and construction fundbeneficial impact to brokers than Main Street ing would create or save 650,000 construction agents that write small contractors.” jobs and 300,000 positions in related fields such Some agents figure they will benefit because as equipment and material supply. An additionmore of their clients will be in better financial al 970,000 jobs in the broader economy would condition and able to pay premiums. “The also be created or supported. biggest impact will be how it will affect “There’s no doubt the stimulus will have a clients,” said Mike Heffernan, president and positive impact for construction businesses and CEO of the California-based Heffernan Group. their workers across the country,” said Stephen “A lot of clients could potentially get help – nonprofit clients, small businesses, from a cred- Sandherr, CEO of the contractors association. “When you get beyond the politics and the poliit standpoint, that can use the funding to keep cy, the fact remains these investments will put going. Our whole livelihood is focused on our people to work, save businesses, and help clients’ success. Anything that will help the rebuild aging infrastructure.” people we serve will help the entire industry.” William Duckworth, senior vice president The Downside for Oklahoma City-based C.L. Frates and Co., In the rush to get new projects started, and Frank Smith, head of the agency’s conTravelers’ Langer cautioned that the stimulus struction division, are already seeing an impact package could create some additional risks for in their state and among their clients. insurers – particularly in the area of safety. According to Duckworth, in March alone “One thing that insurers need to consider is there will be three different requests for bids that there are many contractors out there lookon state and city construction contracts in ing for work, and some will be bidding on Oklahoma, which is unprecedented. “That’s work they may not be qualified to do,” said three, for substantial dollar volumes,” Travelers’ Langer. Duckworth said. “We figure that is due to some Also, despite construction unemployment in of the funding that’s going to be released this the mid-teens across much of the country, month [as part of] the stimulus package.” there could also be a hiring problem. “As con“Our book of business is 90 percent or more Oklahoma contractors and they’re going to have tractors begin to ramp up and bid, there’s a question whether they will be able to find the a lot of work,” said Smith. “That’s going to take a lot of new employees. They’re going to have to labor to accomplish the goal costs as low as they bid. From a contractual standpoint, it buy new or additional equipment, motor graders, dozers, all that kind of stuff, as well as could be a problem,” Langer said. John Komidar, second vice president of vehicles, truck tractors, trailers, other types of Travelers Construction Risk Control, seconded vehicles.” Langer’s warning: People in the construction field are grateful “Contractors need to continue to maintain a for the stimulus package. Construction employstrong emphasis on safety management, includment declined in 47 states in 2008. ing safety practices and training, to help limit The Associated General Contractors of losses and the impact these could have on their America has concluded that the stimulus legisbottom line,” Komidar said. IJ lation will create or save nearly 2 million jobs over the next two years. The group’s analysis,

54 | INSURANCE JOURNAL-MIDWEST REGION March 9, 2009

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Idea Exchange Sales Management

Maximizing Sales Starts With Source-to-Sale Tracking By Ray Eng

consistently hear from agencies: “Can you give me ideas to make my phone ring more often?” This tells me right away that the agent associates sales activity with actual sales. Consider how much revenue an agency receives every time the phone rings: it actually costs an agency money. It’s only when an opportunity is converted to a sale that the agency produces any revenue. An agency’s goal shouldn’t be to make the phone ring, it should be to maximize its sales. Tracking So how does an agency maximize sales? It all starts with tracking “source to sale.” Many agents do some form of source-to-sale tracking, but very few track the items necessary to understand their sales efficiency. In other words, many agents track where their sales are coming from, but not in relationship to what their close rate is. Think about it this way: If an agency had two sources to sale and they both generated an average of 10 policies every month, the agency probably wouldn’t prefer one over the. But what if one source resulted from 100 quotes and the other from 20 quotes? That would mean the agency has a 10 percent close rate with one soure, and a 50 percent close rate with the other. Clearly, the second is preferable. To understand these differences, agencies not only need to track sales, but also the quotes that aren’t converted to sales. Start tracking by asking four simple questions: What are the agency’s primary sources of new business? What are the close rates for each source? How many policies does the agency typically sell a client that comes through each source? What would be the outcome of driving 100 quotes through each source? www.insurancejournal.com

Eng

I then ask agents to add their answers to a grid (see example). Notice the differences in actual policies sold? In this example, referrals are almost guaranteed sales opportunities with a close rate of 90 percent and typically generate two to three policies per client sold. Compare that to Internet leads, where the close rate is 5 percent and typically only one policy per sale. That means if both sources had the same 100 sales opportunities, referrals will generate 180 to 270 policies sold while Internet leads will generate only five. This is the “WOT Factor,” which stands for Waste of Time. It’s how to define the act of quoting someone and not selling them. Is there really such a thing as a “free” quote as so many advertisements claims? Of course, some argue that referrals are harder to get than other methods of drumming up new business. That’s true, but the point is that one only needs three quotes to produce the same amount of sales that 100 quotes would through Internet leads. Also, this means that the five policies that are sold now have to cover the cost of doing 100 quotes. Consider what it costs to quote someone and not sell them. Will those accounts ever be profitable given the real acquisition costs? It’s not that agents should never invest in other sources of new business outside of the traditional. Rather, agents should simply make their investments in time and dollars reflect their expected return. It’s not unusual for agents to spend thousands of dollars on advertising, direct mail or Internet lead generation. But they should maximize that spending on the

best sources of new business. Maximizing an agency’s sales efficiency is an old concept. But it’s harder and harder to adhere to it for two main reasons. First, the soft market is drying up the traditional sources of new business that flowed without much marketing effort. The vast majority of agents say referrals are their An agency’s goal best source of new business, yet they lack shouldn’t be to a plan to maximize them. Many don’t make the phone even ask for referrals on a routine basis. So ring, it should be when the phone starts ringing less, to maximize its they look for ways to make it ring more. sales. There is a second reason many agents lose focus on sales efficiency is that there are so many tools out there, from direct mail lists to Web advertising and Internet lead generation. All of these are extremely accessible and appear to be very economical, but may only be efficient sources of new business to agents that fit a certain profile. Agents who want to do something differently in the soft market, should consider doing the basics better first – like maximizing their agency’s sales efficiency. IJ Eng, national director of agency development for Travelers Personal Insurance, leads a team of agency development consultants who advise independent agents on business planning, sales best practices and business development solutions.

March 9, 2009 INSURANCE JOURNAL-MIDWEST REGION | 55

Midwest Coverage People

Jeff Grace

Brad Gow

Dick Clarke

Jeff Grace has been named president of IMA of Wichita, officials for The IMA Financial Group Inc. announced. Grace joined IMA in 1997 in business development, focusing on the construction practice, and was promoted to sales manager for the Wichita office in 2007. Grace’s insurance career began in 1995 underwriting surety risk, executive protection and commercial lines business at Chubb. He has held previous positions with The St. Paul Companies construction group before joining IMA. His professional background also includes partially owning/managing two Wichita-based specialty construction firms.

Smith Lanier & Co. in West Point, Ga., has been elected 2009 president of RiskProNet International, a network of 25 independent insurance brokers in North America. Clarke is a veteran of the insurance industry, having been a broker, consultant, underwriter and insurance buyer. He is a frequent contributor to various publications and teaches insurance courses around the United States. He is the author of “Decoding Executive Liability Insurance.” RiskProNet partners in 2008 had combined revenues in excess of $688 million and more than $6.5 billion in written premium. Each partner is an equal owner in the association.

Brad Gow joined Zurich North America to head the Specialty Errors & Omissions (E&O) group of its Specialties business unit. Gow will head a nationwide team focused on engineering, media, technology, real estate and specified professions. Gow will also be integral to the launch of new products for emerging E&O exposures, such as security and privacy risks. Gow brings 20 years of insurance industry experience to Zurich. Most recently, he was vice president of Professional Liability product management with ACE Insurance, where he developed a line of technology E&O and network risk products. Before joining ACE, Gow was co-founder of Net Diligence, a network security and privacy consulting firm. Between 1992 and 2000, Gow held a variety of positions with CIGNA, including international roles in Tokyo and Bangkok. He began his insurance career at AIG in 1989.

W. R. Berkley Corp. announced the formation of Berkley Agribusiness Risk Specialists, a new division of its Continental Western Group, LLC. Based in Des Moines, Iowa, Berkley Agribusiness Risk Specialists will operate nationally and offer property and casualty insurance products to mid-sized and larger commercial agribusiness and related risks. The new division will serve customers in regional grain storage and marketing, grower-packer-shippers, and food and beverage distribution, among others. Terry Shaw has been appointed division president and Brad Waline and Brad London have each been named senior vice president of the division. Collectively, Shaw, Waline and London bring 37 years of related underwriting experience to Berkley Agribusiness Risk Specialists. Berkley Agribusiness Risk Specialists will use as its issuing carriers member companies of W. R. Berkley Corp.’s regional segment.

Richard G. “Dick” Clarke, senior vice president of J. Global insurance broker Willis Group Holdings has appointed Paty Daves as managing partner of Willis HRH of greater Kansas City, effective immediately. He will report to William Creedon, national partner, South Central region. Daves will lead Willis’s retail operation in the greater Kansas City area, directing the efforts of Willis HRH offices in Overland Park, Lawre maintaining Willis’s high client service, growth in revenue, profitability and market share. Daves brings 20 years of risk management and property/casualty insurance experience to his new position. He previously served as president of HRH of Savannah, Georgia, since 2004, responsible for the strategic direction of the office, including business development and client focus. Earlier, Daves was vice president of HRH of Alabama. Willis acquired Hilb Rogal & Hobbs (HRH) in October 2008, and renamed its North American retail brokerage business Willis HRH. IJ 56 | INSURANCE JOURNAL-MIDWEST REGION March 9, 2009

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59 56

Idea Exchange Closing Quote

A Letter to the President Rusbuldt

that it is important to note that there are areas where existing regulatory structures have and continue to work well for both consumers and businesses. Specifically, the state-based system of insurance regulation has served both policyholders and the insurance industry well for more than 100 years. State insurance regulators actively monitor insurance entities for potential financial trouble and have many different tools to help insurers navigate adverse market developments. In addition, the state system utilizes a very effective safety net, the state guaranty fund mechanism, to protect consumers in the rare case of insurer insolvency. Even the failure of AIG, whose collapse emanated from its Dear President Obama, Financial Products division not its insurance operations, On behalf of the Independent Insurance Agents and highlights the strength of the insurance regulatory system. Brokers of America (IIABA or the Big “I”) and our more than Throughout the collapse and federal rescue of this large 300,000 small business members and their employfinancial services holding company, AIG’s insurance subees, we want to congratulate you on becoming the sidiaries have been consistently hailed as healthy and stable. 44th President of the United States. We look forThese state-regulated insurance entities continue to pay ward to working with you and your administraclaims to consumers, which is the strongest testament yet to tion on the important issues facing our nation. the strength of insurance regulatory system. The economic crisis has quickly spread beyond We therefore strongly encourage you to preserve the state Wall Street and now affects nearly every American system of insurance regulation as you engage in your finanbusiness. IIABA represents independent, smallcial services regulatory reform efforts. Many lessons can be business owners whose homes and businesses are learned from the current economic crisis, but one of the on Main Streets across America, and they have most significant points is that the paramount responsibiliseen first-hand the far-reaching effects of the crisis. ties of any financial services regulator should be both the Our members are leaders and representatives of protection of the consumer and the solvency of the instituthe communities in which they reside, and as tion. While in definite need of targeted regulatory reforms such, we pledge to work with you and your to enhance uniformity and efficiency, state regulation of administration to take whatever steps necessary to insurance has excelled at these two primary responsibilities, resolve the ongoing financial crisis. and we want to ensure that this fact is not lost in the overall We applaud you for making efforts to solve this debate on financial services regulatory reform. crisis and to modernize the financial services industry’s regCongratulations again on becoming the 44th President of ulatory system a priority of your administration, and we the United States. IIABA, the Professional Independent agree with you that the 111th Congress must begin this hard Insurance Agents of Illinois, our entire task of reform. IIABA believes that any national membership and our staff stand financial services regulatory reform ready to work with you on any endeavefforts must comport with two basic The Administration ors undertaken by your Administration, tenets. First, the administration and Congress should attempt to fix only and Congress should but particularly on those that affect the insurance market, small businesses, and those components of the regulatory systhe work of independent insurance tem that are broken, and second, no attempt to fix only agents. Please do not hesitate to call on actions should be taken that would in any way jeopardize the protection of the conthose components of us if we can be of any assistance. sumer. We have long held these beliefs and Sincerely, have shared these tenets publicly with the regulatory sysRobert A. Rusbuldt IJ Congress during congressional testimony. As you begin this process, we believe tem that are broken. resident Barack Obama recently received the following letter from the Independent Insurance Agents & Brokers of America congratulating him on becoming the 44th President of the United States of America, and encouraging him to preserve the successful state system of insurance regulation in his financial services regulatory reform efforts. In his correspondence on behalf of the IIABA, Big “I” President and CEO Robert Rusbuldt offered the association’s resources to work with the new administration, especially on issues that impact independent insurance agents and brokers. Following is the text of the letter:

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PEACE O

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