Insurance Journal by Insurance Journal

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FIRE SAFE CIGARETTE LAWS In Effect in Texas, Oklahoma

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CREDIT BASED PRICING Under Federal Scrutiny

INSURANCE REGULATION Agents, Industry Must Work Together

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Who offers brighter solutions for Umbrella/Excess coverage?

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Capacity Excess

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Business owners shouldn’t be experts in everything. Applied Underwriters® gives them the ability to concentrate on what they know best: their business. We do this by integrating casualty coverages, payroll and risk reduction services, all from one provider. Combine this with insurance carriers that have earned an A.M. Best Rating of A (Excellent), it all equals a client retention rate of over 90%. For more information call 1-877-234-4450 or visit www.applieduw.com.

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Walter Curtis, Master Machinist. Known for his laser-like precision on the milling machine. Expects the same accuracy from his workersâ&#x20AC;&#x2122; compensation provider.

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Inside This Issue

January 12, 2009 • Vol. 87, No. 1 • South Central Region

SOUTH CENTRAL 10 | More States Now Require Fire Safe Cigarettes Oklahoma, Texas Laws in Effect Jan. 1 12 | Price-Fixing Lawsuit Dismissed in Louisiana Judge Says Former AG’s Suit Fails to Prove Conspiracy 12 | FBI Investigating Brooke More Trouble for Failed Agency Franchiser

10 Fire Safe Cigarettes Now Required in Texas, Oklahoma

44 | Pro-Policyholder Court Decisions for 2008 Customers’ Ability to Challenge Insurers Strengthened

N12 Special Report Top 100 Agency Profile Ohio-based The Hylant Group — Private, Independent and Free

NATIONAL COVERAGE N1 | Special Report: Contractors and Subcontractors Challenges Loom for Commercial Contractors in 2009 N4 | Washington Report FTC Probing Insurers Over Credit-based Homeowners Insurance Pricing N6 | Closer Look: Employment Practices Liability New Laws, Power Shift in Washington May Increase Workplace Risks N12 | SPECIAL REPORT: Top 100 Agency Profile Ohio-based The Hylant Group — Private, Independent and Free

46 | Success Strategy: Get People to Commit To Something Bigger Than Themselves

IDEA EXCHANGE N27 | Minding Your Business Developing a Sales & Marketing Plan, Part 2 45 | Estimating Credit Crisis Insurance Losses Lawsuits May Continue Beyond 2009 50 | Closing Quote: Industry Regulation Amid Turmoil, Insurance Agents and Industry Must Work Together

N1 Contractors and Subcontractors Challenges Loom for Commercial Contractors

DEPARTMENTS 8 N26 42 48

N16 | Special Report: Contractors and Subcontractors The Progressively Narrowing Coverage of Additional Insured Endorsements N19 | International Report Economy and Climate Change Top New Year Agenda N21 | Spotlight: 2009 Insurance Industry Meetings & Conventions Directory

6 | INSURANCE JOURNAL-SOUTH CENTRAL REGION January 12, 2009

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Opening Note MyNewMarkets People Business Moves

46 Thomco CEO: Getting People to Commit To Something Bigger Than Themselves

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Texas Mutual Insurance Company

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Douglas Sanford S A NFORD & TATUM I NSURA NCE AGENCY

H E R E F O R T E X A S . H E R E T O S T A Y .®

Texas’ leading provider of workers’ compensation insurance

Find out more at www.texasmutual.com or call (800) 859-5995. Dividends are based on performance and are not guaranteed. Services for non-English speakers are available upon request. Workers’ comp health care network available for eligible policyholders.

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Idea Exchange Opening Note

Another Year, Different Stories to Tell?

he calendar pages have turned and it’s already 2009. Geez. Well, we can’t do anything about the years going by, after all it’s better than the alternative. But we can look forward certainly to more, hopefully different, stories to tell. Headlines about the wild-flying years of easy credit that came to a screeching halt in 2008 leaving many people and companies absolutely buried in debt? Insurance giants toppling under the weight of their inability to manage their own risks? Credit crisis? Mortgage foreclosures? Widespread layoffs? So last year – or so

one hopes. After the mountain of bad news that piled up last year, just about everybody seems to feel relieved it’s no longer 2008 and hopeful that the news going forward will be easier to bear than the headlines of the past. But will they? Utilizing our own online database of insurance stories – which we tout as the largest insurance article archive in the world, at least after Google – Insurance Journal looked back at the five most-read stories of 2008 on our Web site, www.insurancejournal.com. What we found is something we should have expected: The biggest stories of 2008 involve issues that will likely have a major impact on 2009. The most-clicked on insurance headlines at The biggest www.insurancejournal.com last year were:

stories of 2008 involve issues that will likely have a major impact in 2009.

Liberty Mutual to Acquire Safeco Insurance in $6.2B Deal 2. Insurance Producers Start to Move Business from AIG to Competitors 3. 5 Execs Found Guilty of Fraud in Gen Re-AIG Trial 4. Florida Blocks Allstate Insurance from Writing New Business in State 5. AIG Woes Offer Double Benefit for Insurance Rivals

It will be interesting to see if the defining industry issues of 2009 will be a continuation from the most-read stories of 2008. Three of them in particular stand out as distinct possibilities. The most-read piece on our Web site was a news story from April announcing Liberty Mutual Group’s acquisition of Safeco Corp., a deal that made Liberty Mutual the fifthlargest property/casualty insurer and second-largest surety writer in the country. That acquisition, which fused Safeco into Liberty Mutual’s Agency Markets, created an organization with 15,000 independent agencies – a behemoth whose every move will likely have a significant impact on the entire independent agency system in 2009 and beyond. As might be expected, several of the top five stories involved the insurance giant no one can stop talking about: AIG. Number two was an exclusive Insurance Journal report in September detailing how – despite assurances that AIG insurance subsidiaries are sound – producers across the country had begun moving accounts from AIG affiliates. Number five was a Reuters report detailing how AIG’s collapse is boosting the market prospects of AIG’s competitors. How the collapse of AIG plays out will be an issue for the foreseeable future. As will the fallout from the widespread economic crisis. But hopefully, squeezed in between headlines of Stephanie Jones trouble and woe, will be some happy reading South Central Editor sjones@insurancejournal.com for 2009.

Publisher Mark Wells Chief Executive Officer Mitch Dunford

EDITORIAL Editor-in-Chief Andrea Ortega-Wells | awells@insurancejournal Vice President/Content Andrew Simpson | asimpson@insurancejournal.com Midwest Editor Sue Mckenna | smckenna@insurancejournal.com East/Southeast Editor Andrew Simpson | asimpson@insurancejournal.com East/Associate 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 Reporter Brian Kern | bkern@insurancejournal.com Columnists Catherine Oak, Bill Schoeffler Contributing Writers Kenneth R. Auerbach, Mark Garbowski, Kevin LaCroix, Jeffrey O’Shaughnessy

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 Marketing/Design Assistant Ryan Graef | rgraef@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 Graphic Designer Chris Johnson | cjohnson@insurancejournal.com Web Developer Jeff Cardrant | jcardrant@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: Eric R. Eggly PointSeven Studios

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

8 | INSURANCE JOURNAL-SOUTH CENTRAL REGION January 12, 2009

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.

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At AmWINS, our job is to be forward thinkers and to never simply accept the preconceived. Our years of experience with a wide range of markets and industries have given us the expertise to change and improve how things are done. The drive for innovation is how we’ve become a leading wholesale broker in such a short time. We’re just not good at following. For the AmWINS representative that will help you find the right answers,visit amwins.com. thals py, R: to her tictoof 49, ur44 n.

There’s a better way.

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South Central Coverage News & Markets

Texas, Oklahoma Among States Requiring Fire-Safe Cigarettes

aws mandating stores only sell cigarettes that are slowburning and fire-safe went into effect in five states on New Year’s Day, including Texas and Oklahoma. Those two states, plus Delaware, Iowa and Pennsylvania, joined 17 others in mandating the fire-safe cigarettes. Fifteen other states, including Hawaii, have laws that will take effect this year or next, according to the Coalition for Fire-Safe Cigarettes. The paper on these “fire-safe” cigarettes is thicker in two separate spots so they will go out if not puffed when they burn to these areas. The idea is to prevent fires caused when cigarettes are left unattended. Critics say that the fire-safe brands taste different and can extinguish a cigarette before a smoker is done smoking it. About 800 Americans die

each year in fires caused by careless smoking and the coalition estimates that number will be reduced if at least half the states pass the law. “There has been a rash of smoking materials deaths,” Oklahoma Fire Marshal Robert Doke said. “A cigarette will fall into overstuffed furniture or mattresses when people fall asleep, or it rolls off an ashtray and on to the carpet, then the possibility for ignition happens. “This cigarette is supposed to snuff out before it can cause enough heat to start a flame.” Julie Alexander, manager of a Tobacco Outlet Plus store in Des Moines, Iowa, said 95 percent of her store’s stock is “firesafe” cigarettes. Many brands have only been available in the new design for some time, she said. But Alexander said customers’ response hasn’t been positive.

Our customers say they are harder to smoke and the taste isn’t the same,” Alexander said. According to the coalition, states that already had implemented fire-safe cigarette laws are New York, Vermont, California, Oregon, New Hampshire, Illinois, Maine, Massachusetts, Kentucky, Montana, New Jersey, Connecticut, Maryland, Utah, Alaska, Rhode Island and Minnesota, as well as the District of Columbia. Idaho, Indiana, Kansas, Colorado, Arizona, Washington, Louisiana, Hawaii and Wisconsin have laws that take effect this year, according to the coalition’s Web site.

Florida, Georgia, North Carolina, Tennessee, Virginia and South Carolina have laws that will take effect in 2010. Some states, such as Texas, are giving retailers a grace period to sell off their old inventory. While the law went into effect in Texas on Jan. 1, 2009, wholesalers/distributers will be allowed to continue selling their existing inventory if they can prove the state tax stamp was affixed to the cigarettes before the effective date of Jan. 1, 2009. After Jan. 1, 2010, all cigarettes sold in Texas must be certified fire standard compliant. IJ

It Figures

Declarations

60%

Bill Paying

A new electronic system to verify automobile insurance in Oklahoma is operational, but accurate only 60 percent of the time, according to an Associated Press report. A law passed in 2006 took effect Jan. 1, 2009, allowing law enforcement agencies and tag agents to check for up-to-date automobile insurance electronically through a database maintained by the Department of Public Safety. But law enforcement officials and tag agents are being told not to rely on the information it provides. The system is able to verify coverage from some insurance companies, but not all have entered clients’ information in the database. Dan Ramsey, president of the Independent Insurance Agents of Oklahoma, said the main delay has been in the issuance of new security verification cards, which now must include insurers’ five-digit codes from the National Association of Insurance Commissioners. Ramsey said state Insurance Department rules and procedures for verification forms were finalized in October, which put the insurance industry behind in getting its part done.

“Consumers are clearly indicating their preferences by choosing which bills they pay, when they pay them and how they would like to work out their delinquencies. Billers who take these cues from this research can gain a distinct advantage in this difficult economic environment.” — Robert R. Craig, executive vice president and general manager of eCommerce Services for Online Resources, comments on a recent survey regarding the habits of Americans in selecting which bills to pay and when. Insurance bills rank as the second highest priority bill for Americans to pay on time, according to a recent survey on the bill payment patterns of U.S. households. The third in a series, the survey of more than 1,000 nationally representative U.S. households finds that Americans are not only putting less money into savings, but are dipping into their savings to pay for everyday, necessary living expenses. Under growing constraints, consumers must continue to prioritize among their bills by creating a “delinquency budget.”

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www.insurancejournal.com

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South Central Coverage News & Markets

Insurance Price-Fixing Lawsuit Dismissed in Louisiana A federal judge in New Orleans in late December 2008 dismissed an antitrust lawsuit Louisiana’s former attorney general filed against some of the nation’s largest insurance companies after hurricanes Katrina and Rita. The suit, filed in 2007 by former Attorney General Charles Foti Jr., accused Allstate Insurance Co., State Farm Fire and Casualty Co. and other insurers of conspiring to shortchange policyholders after the hurricanes struck the Gulf Coast in 2005. The companies asked U.S. District Judge Jay Zainey in New Orleans to throw out the case, which Attorney General James “Buddy” Caldwell inherited from Foti. Zainey said he agreed with insurers that the suit failed to present evidence of a conspiracy

among competing companies. “So does this conclude this litigation?” Zainey asked after ruling. “Yes,” responded State Farm lawyer Wayne Lee. Caldwell spokeswoman Tammi Arender Herring could not say whether the ruling will be appealed. “We’re going to have to confer with the attorneys to see where we go from here,” she said. Foti teamed up with private lawyers to file the case about a month after he finished third in an October 2007 primary, ending his re-election bid. The suit accused insurers of working together to fix prices, manipulate storm-damage estimates and lowball claim payments. “We felt these allegations were completely unfounded from the outset,” said State Farm

spokesman Phil Supple. “Allstate agrees with the judge’s ruling to dismiss the case,” said company spokesman Mike Siemienas. “As we stated from the beginning, these are unfounded allegations.” Also named as defendants in the suit were Lafayette Insurance Co., USAA Casualty Insurance Co., Farmers Insurance Exchange, The Standard Fire Insurance Co., Xactware Solutions Inc., Marshall & Swift/Boeckh and McKinsey & Co. Foti’s suit accused McKinsey & Co., a consulting firm, of advising insurers to “stop ‘premium leakage’ by undervaluing claims using the tactics of deny, delay, and defend.” “It runs much longer than simply Hurricane Katrina,” Alex Watkins, a lawyer for Caldwell’s

office, told Zainey. “Hurricane Katrina was the focus of everyone because there were so many claims.” Lee, the State Farm lawyer, said the suit makes “simple breach-ofcontract” allegations that don’t support claims of a price-fixing scheme. “There is no price-fixing. There is no antitrust conspiracy,” Lee said. In April, Zainey rejected a request by Caldwell’s office to transfer the case to state court, where Foti originally filed it. The 5th U.S. Circuit Court of Appeals in New Orleans upheld that ruling. IJ Copyright 2009 Associated Press. All rights reserved. This material may not be published, broadcast, rewritten or redistributed.

FBI Launches Investigation of Bankrupt Brooke Corp. F ederal authorities are investigating the finances of bankrupt Kansas-based Brooke Corp. The court-appointed special master for the banking and insurance services provider, Albert Riederer, told the Kansas City Star that the bureau had made an informal request for company records before he was appointed special master, and that he and his team of lawyers and accountants were cooperating. FBI spokeswoman Bridget Patton confirmed the agency was investigating but declined to comment further. Before filing for Chapter 11 bankruptcy protection in October, Brooke was one of the nation’s largest franchisers of property and casualty insurance agencies with 900 locations and almost 600 employees.

Founded in Phillipsburg, Kan., in 1986 by Robert Orr, the company set out to provide insurance services for small-town banks to sell to their customers. It later expanded into lending as it began selling its Brooke agency franchises, eventually moving to Overland Park and going public in 2003. After filing for bankruptcy, the company planned to stay in operation while it sold its insurance business to two Kansas businessmen. But the deal fell apart, as did the company. Its demise has left thousands of insurance agents across the country in limbo. In addition, many lenders have been left holding Brooke’s bad loans. A number of banks and other lenders have filed lawsuits against the company, including The Bank of New York Mellon, claiming Orr and company officials diverted millions of dollars for their own

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benefit and then attempted to destroy the evidence. Lawyers for Orr have denied he did anything wrong, noting that he too lost millions of dollars and his ownership of the company while trying to save it. Brooke franchisees borrowed money from Brooke to set up their businesses, executing promissory notes in return. Brooke then bundled those notes and sold slices of them to investors, with The Bank of New York Mellon serving as indenture trustee for the notes. Among the investors were United Bank and Trust of Marysville, Kan., which claims it lost $5 million; Citizens Bank & Trust Co. of Chillicothe, Mo., which claims it lost $9.5 million; and First United Bank of Crete, Ill., which claims to have lost $13 million. The Bank of New York Mellon

recently filed an amended lawsuit claiming more than a halfdozen instances of Brooke or its divisions diverting money meant to be deposited with the bank. In one instance, the bank alleges that Aleritas Capital Corp., Brooke’s financing arm, diverted at least $3 million beginning in January 2008. IJ Copyright 2008 Associated Press. All rights reserved. This material may not be published, broadcast, rewritten or redistributed. www.insurancejournal.com

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Special Report Contractors and Subcontractors

Construction Insurance Brokers Say Building Backlog is Saving Commercial Sector ... For Now But Challenges Could Lie Ahead in 2009 Even With Government Stimulus Package

By Andrea Ortega-Wells

ommercial construction insurance brokers from the northeast to the west coast, from Texas all the way to North Carolina, say the market and their business right now are not as bad as might be expected from reading daily news reports. But 2009 could bring a different story, so some are pinning their hopes on a federal stimulus package to boost construction. Henry Lombardi, president and CEO of New York-based Allied North America, follows the construction and insurance industries very closely. Since 1979, Allied has served only the construction industry. “We focus all of our energies, innovations and technology on helping contractors meet their needs and deal with the risks that are inherent to their business, be it insurance, safety, or loss control,” says Lombardi. Even with some heavy economic pressure on both the insurance market and Allied’s core client base, the company expects to exceed $100 million in commissions for 2008. Lombardi has concerns about what will happen to the construction industry in 2009. “It’s going to be a tough year,” he said. “Not that any year is easy,” he added, but 2009 in particular will be challenging. “Contractors in general are going through some tough times,” he said. “Contractors are concerned what revenue will be, how the state and local governments will get the funding to build the infrastructure.” For now, Lombardi says, commercial contractors have enough “work in process” to keep them up and running for another six www.insurancejournal.com

to nine months. As that works runs off, contractors will have to bid for new work, but the financial crisis threatens the dollars available to fund such projects, Lombardi said. Many of Allied’s civil works contractors are taking a wait-and-see approach, he said. Those contractors are hopeful President-elect Barack Obama will fulfill a promise to shell out funds to states for infrastructure projects. “The new president has stated he will put forth a tremendous amount of money, $600 billion to $700 billion of infrastructure work, to stimulate the economy,” Lombardi noted. Such funding will help contractors continue to work and generate new revenues, depending on when those funds become available, he added. Lombardi says regardless, Allied will continue to stay focused on its business model, continue to operate prudently and will continue to use technology to ensure it is there to help its contractor clientele with insurance, loss control, even financing. But given the uncertainty in the market, he anticipates somewhat of a flat year in 2009. “We recognize there will be challenges,” he said. “It’s going to be a tough year but I think any company that has prudent managers and people who understand that you have to change … I think they’ll be OK.”

Heidemann of San Diego-based Barney & Barney has seen the California housing market tumble, but says commercial construction is still fairly good, at least for now. Barney & Barney’s construction practice — which consists of 25 insurance professionals and generates about $5 million in construction revenue for the agency — grew in 2008 as well. But like Allied, Heidemann expects the firm will see a slow down in 2009 on construction-related revenues. “We primarily insure commercial contractors and some developers. We do have some residential contractors as well but most of the book is focused on the commercial infrastructure side,” Heidemann explained. “We are not expecting any growth, however, we do expect to pick up and add a few clients.” Even so, he says “we expect to be relatively flat on the construction side.” Commercial construction is beginning to be affected by the credit crunch but the impact won’t be as great as on residential construction. “There are still a lot of projects out there and there’s still some financing available.” However, competition for projects for commercial contractors in public works is a lot fiercer, Heidemann said. “Some of the residential contractors have moved into public works so there’s a lot more bidders, more competition for that work. So we are seeing a shrinkage for most clients on what

‘Contractors in general are going through some tough times.’

From the Golden State Construction Practice Leader Paul

continued on page N2 January 12, 2009 INSURANCE JOURNAL-NATIONAL REGION | N1

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Special Report Contractors and Subcontractors Insurance Brokers, continued from page N1

their projections are for 2009.” California’s budget woes could also impact future work for commercial contractors. “If the state doesn’t resolve its budget crisis that would certainly impact the public works projects in place,” Heidemann said. “So it’s hard to predict what the end of ‘09 will look like. A lot of our clients still have a substantial backlog and that will take them toward the end of ‘09, and then it remains to be seen what the future will hold.” Heidemann says he hears talk about the possible hardening of the market, but that’s not something he has seen yet. “We’ve seen some flat renewals and in some cases, some reductions, and in some cases a few slight increases because of loss history,” he said. He’s confident the market will harden, but is not sure when. “Whether it will happen in 2009 remains to be seen,” he said. Down South For Dallas-based regional broker McQueary, Henry, Bowles & Troy (MHBT), the commercial construction industry is still going strong. “We are fortunate; the Dallas-Fort Worth area is still a little isolated from it all. The construction industry is still going strong,” said Jeremy Sandusky, an MHBT agent in the firm’s construction unit. “However, in the last couple of weeks we have started to hear our clients are slowing down.” MHBT’s target construction market is typically heavy commercial construction projects and large commercial contractors and subcontractors. The MBHT construction unit has begun beefing up its prospecting to address a potential downturn in business. “We are qualifying more prospects a little better; we are working a little smarter, keeping the pipeline full with prospects; and we are watching collections and audits,” Sandusky said. “You don’t want to get caught with a construction company that is having some hard times and they are not able to pay their audits or their premiums. That’s something we are watching pretty closely, making sure people don’t

get too far behind which is very important.” While MBHT watches over financials all the time, it’s more important in today’s tough economy, Sandusky said. “It’s something we always watch but we are even watching it closer now.” As a way to generate additional revenue for its construction unit, MBHT also offers constructionrelated value-added services on a fee basis. “That’s something we are moving more towards, being more of a risk management consultant,” Sandusky said. “If we don’t write their insurance but they want our services then that’s something we are looking more at … attaching a fee to our value-added services.” Given its success, MHBT has no plans to branch out into other sectors of the construction insurance industry. “We are pretty happy where we are at,” Sandusky said. “We have been very successful … We are big on what works and sticking to your core competencies; if that works, there’s no reason for our unit to go after stuff that we’re not used to going after.” Southeast Looks Good In the southeastern states, commercial construction companies still have some business on their books, at least for the next couple of years, says Joey Huckaby, vice president of Columbia, S.C.-based Huckaby & Associates. “Commercial construction in the southeast — with the exception of areas that are already really developed like Atlanta — all through South Carolina, North Carolina and Georgia — you have a lot of open space and the population is growing in those states. So you still have the need for building the Wal-Marts, the Targets and shopping centers,” Huckaby said. “The projects that you are seeing going away very fast

‘We are seeing a shrinkage for most clients on what their projections are for 2009.’

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are the high rise condos on the coast of South Carolina and North Carolina.” Even if commercial construction begins slowing, Huckaby has an option: the changing labor force has opened the door to selling other coverages, including employment practices liability insurance, to construction firms, Huckaby added. “You’ll find more construction firms, amazingly, willing to hear you talk about employment practices liability,” he said. “We’ve new laws in every state and federal laws with regard to immigration that put a lot of the onus back on the business owner to actually comply.” In addition, downsizing a work force leads to exposures as well, he added. “Say you had 100 guys on drywall and now you have to cut it back to 50, well that’s 50 potential lawsuits. They didn’t see that before when we were in the construction boom,” Huckaby said. “There’s a lot of fear with force reduction and immigration laws right now that you find construction accounts, even though times are tough with their revenue, you find they are finding time to hear about or even add EPLI coverage that maybe they weren’t as interested in before,” he said. “The change in immigration laws and force reductions over the next few years really brings EPLI to the front.” When it comes to pricing for commercial contractors in the southeast, Huckaby says he sees no sign of a hardening market. “No signs whatsoever in the states we operate in,” he said. “There’s a lot of talk … but not one sign that it’s about to start hardening.” IJ www.insurancejournal.com

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National Coverage Washington Report

FTC Probing Insurers Over Credit-based Homeowners Insurance Pricing

.S. regulators have asked nine major insurance companies, including Allstate Corp. and Travelers Cos. Inc., to provide information about how they set prices for homeowners’ coverage. The Federal Trade Commission said it ordered the companies to provide data about credit-based insurance scores. An FTC study on automobile insurance released in 2007 found that the scores allowed insurance companies to determine who was likely to be high risk and to charge those people more. The study found AfricanAmericans and Hispanics tended to have lower insurance scores than whites and Asians and, because of this, tended to pay more for auto insurance. The other companies queried

about the study for homeowners insurance were Chubb Corp., State Farm Mutual Automobile Insurance Co., Fire Insurance Exchange, Nationwide Mutual Insurance Co., United Services Automobile Association, Liberty Mutual Holding Co. Inc. and American Family Mutual Insurance Co. The FTC said the insurers subject to the order have roughly 60 percent of the homeowners insurance market in the U.S. The affected companies have until April 24, 2009 to respond. Insurers say the FTC order is unnecessary, costly and risks consumers’ privacy. “We are disappointed the FTC chose this route, despite the industry’s good faith efforts to work cooperatively to find a sensible,

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tools that enable insurers to prosecure, and cost effective alternavide sound pricing models. We’re tive to provide the data the FTC says it needs to conduct its study,” confident the FTC, just as they found in their auto study, will said David Snyder, American learn the same thing in this latest Insurance Association (AIA) vice examination,” added president and ‘The use of creditSnyder. assistant general The AIA says the counsel. “The use based insurance FTC has demanded of a ‘compulsory scores benefits a information “far process’ does not vast majority of beyond what is allay our serious consumers and is needed, and often concerns about the handling and pro- one of the tools that data insurers do not enable insurers to even collect, to comtection of massive plete their study of amounts of conprovide sound homeowners insursumer data.” pricing models.’ ance and creditThe FTC study based insurance scores.” in 2007 was completed without The FTC order itself can be asking for information from insurfound at: www.ftc.gov/os/2008/ ers, the AIA says. 12/P044804facta.pdf. IJ “The use of credit-based insurance scores benefits a vast majority Reuters contributed to this story. of consumers and is one of the

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REVIEW YOUR RISK

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Closer Look Employment Practices Liability New Employment Laws, Power Shift in Washington May Increase the Risk of Workplace Charges What Insurance Professionals Need to Know to Protect

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s the economy continues to falter and a new Administration takes over in Washington, the workplace is being seeded with new legal hazards for business owners that could lead to an increase in employment charges and lawsuits. Escalating layoffs, new worker-protection legislation and the expected removal of damage caps in employment litigation will create a more challenging climate for employers. The cost of defending against an employment complaint may increase and damages awarded to workers could soar to even higher levels. Employment practices liability insurance (EPLI) — already a must for businesses and institutions of any size — will be even more critical. Now is the time for agents, brokers, risk managers and others to educate their customers about the changes underway and developing trends in the workplace. Employers should be prepared for a range of employment claims, including allegations of discrimination, wage-and-hour violations, charges of unfair labor practices and retaliation issues. Class action suits and actions stemming from alleged systemic discrimination are also expected to increase. EPLI More Available and Affordable Even though EPLI often makes sense from a cost-benefit standpoint, many small and mid-sized businesses still do not purchase

N6 | INSURANCE JOURNAL-NATIONAL REGION January 12, 2009

coverage. They understand the need — a study by The Hartford Steam Boiler Inspection and Insurance Co. found that 92 percent believed they would face an employment-related claim or lawsuit sometime in the future. Many mistakenly believe, however, that the coverage is expensive or onerous to obtain. The reality is that EPLI has evolved from a high-priced option to an affordable necessity. EPLI coverage is now available in business owner policies or other commercial package policies. Today there is a much wider range of EPLI products available and a separate application and additional underwriting information may not be required. Policies may include specialized EPLI claim services and legal representation. Outsized Risks for Small Businesses Small businesses in particular face big risks from employment claims. Many don’t have internal resources, such as in-house legal counsel and a professional human resources staff, to establish risk-management policies and procedures. They may not have policy manuals or perform thorough background checks. Even when they do, groundless allegations can be made at any time and are often costly to defend. The statistics are sobering. From FY 2003 through FY 2007, nearly 395,000 cases were filed with the Equal Employment Opportunity Commission (EEOC). Total paycontinued on page N8 www.insurancejournal.com

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Closer Look Employment Practices Liability

Employment Laws, continued from page N6

more aggressive. President-Elect Obama also will appoint new federal court judges and President-Elect Obama Pledges Support possibly U.S. Supreme Court justices who could have a long-lasting impact on employThose numbers may rise as new laws and ment law in the United States. policies are enacted in the next Congress. What should employers be concerned Support is expected from the highest levels about? A key issue involves a of government. Several critichange to the landmark cal bills were sponsored or An amendment Americans with Disabilities co-sponsored by Presidenteffective Jan. 1, Act (ADA). An amendment Elect Barack Obama. Many effective Jan. 1, 2009, broadwere passed by the House, 2009, broadens the ens the definition of “disbut failed to win enough definition of ‘disability,” expanding the pool votes in the Senate. With the ability,’ expanding of people who can make a new Congress, they have a the pool of people claim under the ADA. greater chance of becoming Employers may be comlaw. who can make a pelled to make many more The federal agencies claim under the accommodations for workresponsible for workplace Americans with ers. regulations, including the Disabilities Act. With some limited excepEEOC, Occupational Safety tions, disabilities will now and Health Administration include conditions that can be treated, such (OSHA), Department of Labor Wage and as diabetes or carpal tunnel syndrome. Hour Division, and the National Labor Previously, “partial” disabilities or impairRelations Board are expected to become outs reached almost $520 million.

N8 | INSURANCE JOURNAL-NATIONAL REGION January 12, 2009

ments that could be treated with medication or devices, such as hearing aids, had been exempt from the ADA. Worker-Friendly Bills Abound Another bill banning discrimination on the basis of genetic data has been passed and is expected to go into effect in November 2009. Other proposed measures would make it easier to establish unions; eliminate caps on punitive and compensatory damages; modify the statute of limitations on some discrimination lawsuits; expand workers’ rights; and establish new federally protected classes, such as sexual orientation. One of the most contentious pieces of legislation is the Employee Free Choice Act. The EFCA makes it easier to establish unions; requires unions and employers to agree to binding arbitration if they cannot reach a collective bargaining agreement in a timely manner; and increases penalties on employers engaging in unfair labor practices. continued on page N10

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Closer Look Employment Practices Liability Employment Laws, continued from page N8

Another union-related bill expands the definition of a “supervisor,” making more people eligible to be part of collective bargaining units. Some proposed legislation would expand workplace protections. A sampling of proposals includes expanding the Family and Medical Leave Act to include companies with fewer than 50 employees and mandating paid sick leave for employers with 15 or more employees. Others would make it harder to classify workers as independent contractors, rather than employees, and increase penalties for offenders. Costlier, More Difficult Litigation Several of the workplace initiatives

would likely raise the cost and the likelihood of litigation. The Equal Remedies Act would eliminate the caps that Congress placed on punitive and compensatory awards under Title VII of the Civil Rights Act of 1964 (Title VII) and the ADA. This is particularly troublesome for small and mid-sized businesses, which could be faced with crippling judgments. The burden of proof could also shift, making it easier for employees to prevail in certain circumstances, such as gender-discrimination suits. Other proposals take a new tack against long-running issues. For example, an amendment to the Immigration and Nationality Act would prohibit denying back-pay or other monetary relief for unlawful employment practices against undocumented immigrant workers. Finally, the Ledbetter Fair Pay Act would

overturn the Supreme Court’s controversial decision in Ledbetter v. Goodyear Tire and Rubber Co., effectively eliminating the 180or 300-day statute of limitations for filing a wage-related discrimination claim. Change Workers Can Believe In While it is difficult to predict how many of these measures will prevail, particularly with the current economic crisis, employers are almost certain to face a more difficult legal landscape. Business and other interest groups will make their positions known on these issues, but the message for insurance professionals and their commercial clients is clear. Unless employers are prepared with formal employment policies, training programs and broad insurance protection, an employment charge or lawsuit could have significant consequences. IJ O’Shaughnessy is a vice president for The Hartford Steam Boiler Inspection and Insurance Co.’s Portfolio EPL program. Phone: 800-472-1866.

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Document work woorrkk progress w pr prooggrreessss an aand nd qqu quality ualiittyy Increase thee aat attention ttteennttioonn ttoo ssa safety affeettyy aand nndd de ddetail etaail Reduce your number of site visits Visually verify if project is on schedule Identify & Verify closure on “in process” construction defects Have you ever noticed how the attention to safety and detail increases when you are “around?” The vast majority of construction defects are visually detectable during construction. F.I.A. will be “around” photographically documenting every part of the construction process from beginning to end. Stop construction defects before any lawyer has a chance to get involved.

877-FIA-INC1 (342-4621) www.FIA-INC.com N10 | INSURANCE JOURNAL-NATIONAL REGION January 12, 2009

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Private,

INSURANCE JOURNAL

TOP100 AGENCIES

Left: Mark Miller President, Ann Arbor Office Regional Vice President, Michigan & Illinois Right: Michael Hylant, CEO

Photos by Eric R. Eggly, PointSeven Studios

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, Independent and Free Ohio-based The Hylant Group Has 12 Locations But Only One Philosophy — Give Customers and Staff What They Need to Succeed By Ted Huntington

o — they’re not quite one of the giant global insurance brocial investments experienced problems, Patrick took back the firm. kerage firms. No — they’re not a small “Main Street” retail In 1987, Mike Hylant’s older brother Steve opened Hylant’s Detroit, agency, either. The Hylant Group is somewhere in between Mich., office. In 1989, Mike moved to Cleveland to open Hylant’s the two (albeit the firm’s resources, revenue and product Cleveland office. Launching the Cleveland office from scratch, Mike line more closely resemble that of a giant broker). was able to grow the Cleveland office to become And, that’s just how the Hylant Group’s top execuHylant’s second largest operation — next to the Insurance Journal tives want to keep it: private, independent and free Toldeo office. Partially due to his success with the Top 100 Agency Profile to conduct business the way they desire. Cleveland operation, Mike Hylant was tapped as RANKING: No. 7 the new company CEO. The Hylant Group is a family-run operation The Hylant Group’s mission is to balance itself founded in 1935. Three generations later, the firm Agency Name: between being a world-class brokerage firm and now boasts 12 locations and is ranked No. 7 on The Hylant Group remaining a private retail operation. “We enjoy a Insurance Journal’s list of the largest privately-held Headquarters: pretty good niche in the Midwest as a regional broproperty/casualty insurance agencies in the nation. Toledo, Ohio ker with 12 offices. We are now encroaching on Based in Toledo, Ohio, Hylant has expanded to 11 Year Founded: other areas — a new Chicago office and we’re pushother locations throughout Ohio, Michigan, Indiana, 1935 ing into Nashville, too. We want to be a world class Illinois and Tennessee. One of the keys to the Additional Locations: agency’s growth and success is making sure each 11 other offices in Michigan, Indiana, regional broker that is a viable alternative to the major national brokers.” location operates with the same ideals. As CEO Illinois and Tennessee Hylant calls the firm “a tweener” — somewhere Mike Hylant explains, “We have 12 locations — and 2007 Property/Casualty between a firm with national resources and a local one philosophy.” That basic philosophy is to provide Premium: $691.1 million independent agency. The company is in a position Hylant’s customers what they need — and to pro2007 Property/Casualty to challenge major brokers for a share of their busivide Hylant’s staff with the resources they need to Revenue: $73.4 million ness, Hylant says. serve their customers. 2007 Total Revenue: One move that put them in this position was the Hylant is one of nine children — most grew up $100 million recent hiring of Mark Miller as regional vice presiin the family business. And now there’s a fourth Principal: dent of Hylant’s Michigan and Illinois operations generation of Hylants learning the ropes. Even Mike Hylant, CEO and president of the Ann Arbor office. Miller came though there are now more than 700 Hylant Number of employees: to Hylant from Marsh & McLennan. Miller, who employees, it is still very much a family-run opera700 began his career as a professional hockey player, tion. Products Offered: hip-checked his way into the insurance industry Hylant’s first job out of college was as a casualty Property/casualty insurance servicwith Marsh & McLennan in 1993. After Marsh’s underwriter trainee with The Hartford in es, employee benefits, program Pittsburgh. He returned to Toldeo to serve as a administration, loss control, wealth problems surfaced a few years ago, he looked to make a move and found a home with Hylant. client executive with the family business. At the management, health care services “Hylant was interested in expanding its footprint. time the agency was going through a transition in They had seen opportunities in the large account arena, but they wantownership. Hylant’s older brother Patrick had bought the firm back ed to bring in people who had ‘been there-done that,’” Miller said. from Dana Corp., which had purchased Hylant in the 1980s. Dana Hylant sees the chance to challenge firms such as Aon and Marsh on Corp. owned Cherokee Insurance Co., and Hylant served as a major retail insurance agency for Cherokee. In 1985, when Dana Corp.’s financontinued on page N14

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Hylant Insurance, continued from page N13

some accounts, he says. Maybe not for the Fortune 100 or 200 businesses, but certainly for the Fortune 200 to 1,000. Miller brings to Hylant the ability to lead them into that rarified air and provides significant insight and depth regarding such accounts.

Diversification Hylant’s services stretch way beyond just those of an insurance agency. In addition to insurance programs, Hylant provides employee benefits, program administration services, loss control, wealth management and health care services. Hylant’s core business is risk management, property/casualty coverages, 401(k) offerings, managing general agency service and health disease management initiatives. Hylant has regionalized its business with three regional vice presi-

Acquisitions and Organic Growth How did Hylant become one of the largest privately held agencies in the nation? Company executives attribute Hylant’s growth to a combination of smart acquisitions and organic growth. Some offices — ‘We want to be a world class regional broker that is a viable Chicago, for example — have been alternative to the major national brokers.’ totally grown organically. Other offices — Fort Wayne, Ind., for instance — dents who manage their area. All of Hylant’s corporate resources have were brought into the Hylant family. When acquiring an office, been allocated back into each region. The regional vice presidents Hylant looks for an operation that shares its same manner and culmanage their revenue generating operations, and each region has a ture. Once an agency has been acquired, considerable time is spent sales leader and talent managers who oversee personnel training and indoctrinating staff on Hylant’s policies and procedures. other necessary functions within each region. Craig Markos, president of Hylant’s Columbus, Ohio, operation, Hylant has the resources and staff to be much more than an insurexplains, “The people we hire and the commitment we make to the ance agent to its clients. The firm uses a three-pronged approach to employees is a huge reason for our success.” According to Markos, its customer service. Markos explains: “We want to know where our who has been with Hylant for 17 years, the firm’s employees are clients have been and where they’re going in the future so we can trained to understand the agency’s goals. From there, they are given help them plan for the future. We want to provide solutions to help free rein to make decisions for themselves. “That flexibility allows us our clients reduce costs, reduce risks and improve their overall operto respond swiftly to clients’ needs.” ating efficiency.” What sets Hylant apart from the competition? Hylant management The firm focuses heavily on hiring specialists in the particular has spent the last five years meshing its systems in order to deliver fields that it serves. This way, if a client requires the service of someone consistent feel to any one customer in any location. The firm has one with a particular specialty — whether it is P&C insurance, the ability to offer relevant value-added resources to all its clients — health care, 401(k) products or pensions — there is no need to seek no matter what their needs and where clients are located. that service outside the agency. “We might have a client executive “Maybe we will bring in resources from our Detroit office or from who is the leader on all fronts for an account, but they will not be Toledo in order to serve our customers’ needs,” Hylant said. “We bring experts in all the fields. Instead, they bring in experts from within in relevant resources to the individual needs of the client. We create the company when they are needed,” Markos said. “Consumers and custom platforms in order to service each customer. If we don’t delivbusinesses are more sophisticated now. They require their insurance er that type of service, then we are providing a disjointed effort.” broker to offer this type of expertise.”

Mark Miller president, Ann Arbor Office, regional vice president, Michigan & Illinois N14 | INSURANCE JOURNAL-NATIONAL REGION January 12, 2009

Expanding Customer Base Acquisitions have played a major role in Hylant’s growth. In addition, the firm places a high emphasis on cross-selling between product lines. The firm also uses its existing clients to help generate new clients. “It’s called the ‘wedge’ sales process. To use a football analogy, this is akin to the ‘blocking and tackling’ of sales. This system helps to identify the ideal customers by understanding Hylant’s current customers and their customer relationships,” Hylant says. Another important feature of Hylant’s organizational structure is the lack of profit centers. According to Miller, this enables Hylant to be more “nimble, more efficient, and quicker to respond” to clients’ needs. “If anyone knew the anguish that goes on with large brokers about revenue sharing and those types of battles, they would be appalled. A lot of the largest clients that are used to doing business with large brokers may not be getting the service they need. Oftentimes, someone along the chain is unresponsive because they aren’t getting paid for their role in the process. It’s refreshing for me www.insurancejournal.com

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INSURANCE JOURNAL

TOP100 AGENCIES

to see the Hylant model work versus the large broker model.” Hylant treats its clients as far more than insureds. The Hylant team closely examines the client’s operation. When selling insurance coverage, for example, they don’t simply tell the customer what coverages they will receive and the premium; they examine their existing policies, critique them and provide a real-world scenario explaining what will happen should a loss occur. “We take the policy contract and explain it to them as if we are their CFO,” Hylant says. Hylant’s focus on customer service is illustrated by its relationship with The Ave Maria Foundation, an Ann Arbor, Michigan-based organization. Ave Maria came to Hylant two years ago when it was trying to purchase a facility in Florida. They found the Florida property market challenging, and looked to Hylant to open some doors for them. Gordon Leipold, Ave Maria’s HR director, says his organization was impressed with Hylant’s knowledge of the property market and their ability to secure adequate coverage at competitive prices. Since that time Leipold says their Hylant client executive, Terri Mahakian, has proven to be far more than an insurance agent. “We definitely have a 24-7 relationship with Hylant. I have Terri [Mahakian’s] home and cell phone numbers. She is there for me. ... Hylant is the kind of business that works well when relationships work well. The Hylant people go out of their way to build and protect their relationships.”

Michael Hylant, CEO

Over the next five years Hylant would like to double the size of the operation, from $100 million in revenue to $200 million. Given the current economic conditions, Hylant realizes it will be challengDistinct Advantage ing to attain these goals organically. “Our rough playbook is to grow Hylant’s executives believe the firm’s status as a privately-held by 60 percent organically and 40 percent through acquisitions.” organization gives it several advantages over the publicly-traded Hylant is currently in process of expanding into Nashville by national brokers. Mike Hylant notes, “Being private for us is a very disacquiring another agency. Miller also predicts that within the next tinct advantage. We can invest in the business for the benefit of the decade Hylant will probably double the number of locations and customers … ahead of the sales curve.” expand its reach a little more west, south and east. Miller adds, “At Hylant, we provide clients with objective risk manEven in the midst of the current economic crisis, Hylant’s execs agement advice and service that is 100 percent client-focused so that see opportunities for growth. Miller notes that a lot of the regional we’re not conflicted by Wall Street, the analysts or regulators.” and local brokers are struggling in today’s market and some agencies In addition, Hylant’s employee retention rate is well into the 90 will likely be available for an acquisition. In addition, the national percent range. This greatly enhances the client-agency relationship. brokers may be in cost-cutting mode. “Our high employee retention rate equals a high level of confidence, By contrast, Hylant is currently investing in its business. It is looking for opportunities where clients may ‘Hylant is the kind of business that works well when relationships work well. be receiving the The Hylant people go out of their way to build and protect their relationships.’ not level of service they need from their competence and experience,” Hylant says. national broker. Hylant’s executives believe their firm may offer the Making the entire business process as simple as possible is imporkind of stability these businesses seek. tant. “We have to be cost competitive,” Miller says, “but if we can Three years ago Hylant commissioned a survey to ask clients if make the client’s life — as far as risk management goes — simple they would be willing to refer their representative to anyone else in and successful, then that’s a pretty good combination.” the business world. The results were astonishing. Ninety-eight percent of the respondents indicated they would be willing to refer Growth for the Future prospects to the firm. Hylant comments, “We must be doing someCurrently, Hylant writes about 60 percent of its business in P/C thing good.” lines but it is striving for more balance with other products such as While optimistic, Hylant knows the future will be challenging. employee benefits. In order to accomplish this, Hylant will rely on “We have met the enemy and it is us,” Hylant said. In other words, its current clients. “We must listen to our clients and their suggesHylant expects the only challenge that could potentially become an tions. We’d like to get to the point where regardless of the economic obstacle to reaching their objectives is Hylant — if they let that hapconditions, we have the capabilities to grow through any market pen. “We aspire to grow and be profitable, no mater what the market cycle.” cycle,” Hylant adds. IJ www.insurancejournal.com

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Special Report Contractors and Subcontractors

Facts About the Progressively Narrowing Coverage of Contractors and Additional Insured Endorsements By Chris Boggs

he three most commonly used additional insured endorsements in construction relationships are the Insured - Owners, Lessees Or Contractors - Scheduled Person Or Organization (CG 20 10); Additional Insured - Owners, Lessees Or Contractors Automatic Status When Required In Construction Agreement With You (CG 20 33); and Additional Insured - Owners, Lessees Or Contractors - Completed Operations (CG 20 37). Analysis of these forms reveals some intriguing facts. First, the 11/85 edition of the CG 20 10

extended additional insured status to the scheduled entity not only during the operations but even after the operations were completed (as evidenced by the inclusion of “Your Work”). No one who works with contractor and construction clients is surprised by this statement; this has been a source of tension between insurance professionals and general contractors (and their lawyers) for some time. It is not unusual to still find a contract requiring the CG 20 10 11 85 “or its equivalent” being used. The lawyers and the general contractors have, to some extent, conceded that this option does not exist, yet the contrac-

tual language remains. These parties have agreed instead to accept equivalent protection. Newsflash, the CG 20 10 coupled with the CG 20 37 does not provide “equivalent” protection. To exemplify how deep the root of this contractual language requirement goes, about 18 months ago I attended a contractors’ liability class sponsored and taught by a major national insurance carrier and designed for agents who insured general contractors. During the class, the instructor stated that the underwriters wanted to review the general contractor’s contractual risk transfer requirements as part of

Common Construction Industry Additional Insured Endorsements General Liability Form

07/04

10/01

CG 20 10

Who is an insured is amended to include … the person(s) or organization(s) shown in the Schedule, but only with respect to liability … caused, in whole or in part, by: 1. Your acts or omissions; or 2. The acts or omissions of those acting on your behalf; in the performance of your ongoing operations for the additional insured(s) ….

Who is an insured is amended to include … the person or organization shown in the Schedule, but only with respect to liability arising out of your ongoing operations performed for that insured.

CG 20 33

(Essentially the same as above. The only difference is: the endorsement states that coverage ends when the work contracted is complete.)

CG 20 37

Who is an insured is amended to include … the person(s) or organization(s) shown in the Schedule, but only with respect to liability … caused, in whole or in part, by “your work” … performed for that additional insured …

Who is an insured is amended to include … the person or organization shown in the schedule, but only with respect to liability arising out of “your work” performed for that insured …

N16 | INSURANCE JOURNAL-NATIONAL REGION January 12, 2009

Edition Date 07/98

Who is an insured is amended to include … Such person or organization only with respect to liability arising out of your ongoing operations performed for that insured ...

03/97

10/93

11/85

Who is an insured is amended to include … the person or organization shown in the Schedule, but only with respect to liability arising out of your ongoing operations performed for that insured.

Who is an insured is amended to include … the person or organization shown in the Schedule, but only with respect to liability arising out of “your work” for that insured by or for you.

(Essentially the same as above. The only difference is: the endorsement states that coverage ends when the work contracted is complete.)

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the underwriting process. As part of that review, they wanted to confirm that the general contractor was asking for the CG 20 10 11 85. I immediately raised my hand and reminded the instructor that they, the insurer teaching the class, didn’t even offer that endorsement to their insureds. I continued on to what I thought was the next logical question, “How can you ask for something you won’t even offer?” The answer was not at all satisfying or settling. Something like, “Yes, we know we don’t offer the endorsement but we still want to see the request. We’ll take equivalent wording.” (I’m paraphrasing, but this is essentially what was said.) There is no equivalent wording from ISO. There may be some proprietary company form that provides something equivalent, but that is limited to very few carriers (I’m aware of one or two). Surprisingly, there are some specialty carriers that still have the option to use the 11/85 edition, but it can be costly. Second, the protection extended to

additional insureds was narrowed to apply only to “ongoing operations” when the 10/93 edition was adopted. This change in wording resulted in the removal of additional insured status once the job was done (no completed operations coverage). It was eight years before this loss of additional insured status was fixed with the introduction in 2001 of the CG 20 37. Third, “arising out of,” was replaced by, “caused … by,” in the 07/04 edition of all three listed forms. This may seem minor, but it may have amounted to another narrowing of applied coverage (although not necessarily the intent of coverage). Fourth, prior to 1997, ISO provided no specific way to extend additional insured

status to any entity without that entity being specifically scheduled. In 1997, ISO introduced the automatic additional insured edition of the CG 20 10 — the CG 20 33. Additional insured status was automatically extended when a signed contract required the subcontractor to name the general or upper-tier contractor as an additional insured. Underwriting opinion differs continued on page N18

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Special Report Contractors and Subcontractors Contractors, continued from page N17

tract is covered; however, the CG 20 37 regarding the use of this form, then and states that additional insured status is now. Some underwriters want to know or granted only when the entity is scheduled. even control to whom additional insured It can be very easy to forget to schedule the status is granted; others aren’t concerned. entity when on one form (the CG 20 37) it Wording in the CG 20 33 is essentially the is necessary to schedule, and on same as the CG 20 10 another (CG 20 33) it is not neceswith the only major difAnd errors and sary. This also creates a problem ference being the addiomissions probwhen a certificate of insurance tional wording stating lem is created (COI) is issued stating that addithat additional insured tional insured status is provided status ends when the when agents for both the operations exposure work contracted for is depend on this and completed operations claims. completed (no completed form to grant Care is required when an autooperations coverage is additional matic status endorsement and extended to the additionscheduled entity endorsement are al insured). insured status. required to comply with the conAn errors and omistract. Unless the underwriter agrees to sions problem is created when agents allow the entity to be scheduled on the CG depend on this form to grant additional 20 37 (completed operations coverage), issuinsured status: there is no automatic extening a certificate that states this coverage has sion providing completed operations coverbeen extended to the additional insured is age to the additional insured. a misrepresentation of the policy proviThe CG 20 33 says that any entity requirsions. ing additional insurance status via a con-

Discrimination During these unstable economic times, predictions stress increased numbers of layoffs and evictions. Lawsuits alleging discrimination, retaliation and/or harassment are already on the rise – and certain to keep soaring. Now, more than ever, individuals, entities and businesses require the protection that NAS’ Employment Practices and Tenant Discrimination Liability products can offer against risks inherent with difﬁcult times. NAS Insurance Services is an independent underwriting manager with full binding authority to underwrite on behalf of highly rated carriers. For over 30 years, NAS has remained a product-oriented company, ever on the leading edge of innovation with a constant commitment to the development of specialty products.

Reduction in Available Coverage In the past, adding an additional insured by use of the CG 20 10, CG 20 33 or CG 20 37 may have, although unintentionally, extended some coverage to the additional insured; affecting the limits available to the named insured. This coverage extension was apparently not intended when the forms were written, but rather created by the courts. The 07/04 edition of these endorsements appears to have corrected this unintentional coverage extension, limiting coverage to nothing more than the additional insured’s vicarious liability for the actions of the named insured. A 2007 court case is used to explain the difference between the 07/04 forms and all previous contractor additional insured endorsements in part two of this series to be published in the Jan. 26 issue. IJ Boggs, CPCU, ARM, ALCM is associate editor of MyNewMarkets.com. Phone: 619-584-1100, ext. 137. E-mail: cboggs@mynewmarkets.com.

Employment Practices CompLex Cyber Liability Directors & Ofﬁcers Healthcare Regulatory Business Interruption Social Services Technology Liability Tenant Discrimination writeNOW! products

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International Coverage News & Markets

Economy and Climate Change Top New Year Agenda By Charles E. Boyle

or the moment the economic recession is driving the global stagecoach, while climate change is riding shotgun, but it’s not as bad as it could be. Reports from Europe point to the fact that the P/C industry’s exposure to the economic crisis is mainly secondary. Analysts expect a rise in fraudulent claims, and more lawsuits targeting financial advisors, banks, investment firms, directors and officers, as well as misrepresentations from policyholders trying to reduce premiums. Direct economic losses have mainly hit company investments, life insurers and those firms like American International Group that set up units to deal in dubious financial products. Marsh’s London office issued a bulletin indicating that it “expects a sharp rise in the number of UK companies buying fraud insurance protection next year, as the world economy continues to deteriorate.” It also expects the number of insurance “claims notifications relating to fraud to grow in 2009.” Dean White, a managing director in Marsh’s Financial and Professional Practice, explained: “Historically, when times are hard fraud increases; individuals come under increasing pressure to make ends meet and many businesses are struggling to stay afloat. In such circumstances, unlawful practices which otherwise would have been viewed as unacceptable, such as the manipulation of accounts, false revenue booking, insider fraud and the selling of information to organized crime, may appear a lucrative option. “Insurance claims notifications will continue to grow through 2009. Financial institutions will likely lead the league table of victims in terms of overall monetary value, but the scale and frequency of corporate, nonfinancial institution fraud and theft will show the sharpest increase.” Lloyd’s analyzed the probable effects Bernard Madoff’s Ponzi scheme will have on the professional liability sector. His firm used the hoary technique of paying off old investors with the money coming into the fund from new ones. “The total amount that may have gone to what one banker called www.insurancejournal.com

‘money heaven’ is put at $50 billion,” Lloyd’s noted, “and the losers range from the world’s biggest banks to private individuals.” The insurance industry’s exposure is based on the fact that much of the money Madoff lost wasn’t directly invested with him. A number of financial institutions, investment funds and money managers, who were in charge of their client’s portfolios, subsequently placed those funds with Madoff. These “feeder funds” are now prime targets for investors (and their lawyers) seeking to recoup some of their losses. Paul Towler, head of the financial and professional practice at Lloyd’s broker Jardine Lloyd Thompson, explained that the alleged fraud committed by Madoff highlights the need for financial institutions and, in particular, hedge funds, to purchase appropriate professional liability limits. He also indicated that the fraud could have

a huge impact on the financial institutions insurance market. “The litigious environment that prevails means that it’s inevitable that financial institutions who invested clients’ assets in Madoff’s funds will face actions from disgruntled clients seeking to recover lost monies. Investors will be seeking redress from fund managers on the basis that they failed in their duty of care and failed to carry out adequate due diligence. People have lost so much money; the lawyers will have a field day. Not only are fund management firms exposed but so potentially are their directors.” As a result, Towler believes that the sheer scale of the fallout from Madoff could seriously affect the financial institutions insurance market’s dynamics, notably the availability and cost of both professional indemnity and D&O coverage. continued on page N20

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The Association of British Insurers (www.abi.org.uk) issued a warning that; “people are increasingly putting their insurance cover at risk by cheating to get a better deal.” The ABI said its members, which include most of the UK’s P/C insurers, “are uncovering a growing number of cases of ‘front end fraud,’

where the customer has lied or failed to disclose material information to get cheaper insurance.” The ABI selected four of the most common deceptions, as follows: Fronting – where parents add their son or daughter to their motor insurance policy as an occasional named driv-

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er, when in fact they are the main driver. Not disclosing motoring convictions, ranging from a speeding conviction to drunk driving. Forgetting about previous claims. Under-estimating alcohol and tobacco consumption when applying for life and health insurance. As far as dealing with climate change, the insurance industry continues to take the lead in supporting efforts to study the phenomenon and to try and find solutions to moderate its effects. According to Munich Re’s report on natural catastrophes for 2008, which it described as “one of the most devastating years on record,” global warming played a significant role in producing the devastation wrought by major weather events. Cyclone Nargis caused the greatest loss of human life - more than 135,000 people in Myanmar (Burma). In terms of insured losses, Hurricane Ike, one of the six hurricanes that reached the U.S. in 2008, was the most expensive with an estimated $15 billion in insured losses out of a total of $30 billion. Torsten Jeworrek, a member of Munich Re’s Board of Management, cited the role played by climate change as an important element in rising catastrophe losses. “This continues the long-term trend we have been observing,” he stated. “Climate change has already started and is very probably contributing to increasingly frequent weather extremes and ensuing natural catastrophes.” An article from Lloyd’s said: “This year’s climate change agenda has, if nothing else, highlighted that next year will be hard going for those wishing to set global agreement for action against climate change.” The article pointed out that, even though the global economic downturn weighs heavily across the globe, “nearly 200 countries have underlined their determination to agree a target for a new treaty to combat global warming by the end of 2009.” At the Climate Change conference, held in Poznan, Poland, in early December, 192 countries involved in the United Nations climate talks confirmed their commitment to reductions in global greenhouse gas emissions. According to Lloyd’s, the cuts should be between 25 and 40 percent by 2020 (from 1990 levels). The stagecoach is in for a rough ride. IJ www.insurancejournal.com

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2009 Insurance Industry Meetings and Conventions Directory Welcome to Insurance Journal’s 2009 Insurance Industry Meetings and Conventions Directory. The information in this directory is taken from a larger database containing additional information on these and other meetings, including industry-related seminars, conferences and workshops. The online Insurance Journal events database can be found at www.InsuranceJournal.com/events. Meeting planners are invited to add new meetings, conventions and seminars to the database free of charge, all year long. American Bankers Association www.aba.com ABA’s 2009 Insurance Risk Management Conference Jan. 25-28 Hyatt Regency Bonaventure Weston, FL

Independent Insurance Agents of Houston www.iiah.org Houston Insurance Day 2009 Feb. 19 Marriott Houston Westchase Houston, TX

Independent Insurance Agents of Virginia www.iiav.com IIAV Insurance Day on the Hill Jan. 28-29 Downtown Richmond Marriott Richmond, VA

AAMGA www.aamga.org AAMGA University East & Commercial Property Feb. 20-22 Warwick Hotel Philadelphia, PA

Nevada IIAA www.nv.iiaa.org Nevada 1st Annual Tradeshow Jan. 29 Green Valley Resort-Spa-Casino Las Vegas, NV

Michigan Association of Insurance Agents www.michagent.org MAIA’s 18th Annual Convention Feb. 24-26 Soaring Eagle Casino and Resort Mt. Pleasant, MI

Professional Insurance Agents of NY, NJ & CT www.pia.org PIANY’s MetroRAP Jan. 30 New York Marriott at the Brooklyn Bridge Brooklyn, NY

Professional Liability Underwriting Society (PLUS) www.plusweb.org PLUS Foundation Shots for Charity Feb. 24 Sky Rink Chelsea Piers New York, NY

ProgramBusiness.com www.programbusiness.com Peak Performance Ski Conference 2009 Jan. 21-24 Four Seasons Resort Jackson Hole Teton Village, WY

Independent Insurance Agents & Brokers of New York Inc. www.iiabny.org IIABNY Capital Event 2009 Feb. 2-3 Crowne Plaza Albany, NY

Professional Liability Underwriting Society (PLUS) www.plusweb.org PLUS D&O Symposium Feb. 25-26 Marriott Marquis New York, NY

Independent Insurance Agents of Houston www.iiah.org IIAH CIC Commercial Casualty Institute Jan. 21-24 Crowne Plaza Brookhollow Houston, TX

MyNewMarkets.com www.mynewmarkets.com MyNewMarkets LA Exchange Feb. 4 Sheraton Cerritos Hotel Cerritos, CA

American Conference Institute www.AmericanConference.com EPLI-Employment Practices Liability Insurance Jan. 21-22 The Helmsley Park Lane Hotel New York, NY

NAPSLO www.napslo.org NAPSLO Executive Leadership School Feb. 08-11 Darden School of Business Charlottesville, VA

Independent Insurance Agents of Texas www.iiat.org IIAT Joe Vincent Management Seminar Jan. 25-27 Austin, TX

IIA of Wisconsin www.iiaw.com Arizona Winter Getaway Feb. 9-11 Chaparral Suites Scottsdale, AZ

Insurance Information Institute www.iii.org The Property/Casualty Insurance Joint Industry Forum Jan. 13 The Waldorf-Astoria Hotel New York, NY Independent Insurance Agents & Brokers of America www.iiaba.net 2009 Big I Winter Board Meeting Jan. 14-18 The Westin Mission Hills Resort & Spa Rancho Mirage, CA California Insurance Wholesalers Association www.ciwa.net 14th Annual Wholesalers Industry Day Jan. 15-16 Hilton La Jolla Torrey Pines La Jolla, CA American Association of Managing General Agents www.aamga.org 2009 AAMGA International Seminar Jan. 17-24 Costa Rica, Costa Rica

Windstorm Insurance Network www.windnetwork.com Tenth Annual Windstorm Insurance Conference Jan. 25-28, 2009 Rosen Centre Hotel Orlando, FL www.insurancejournal.com

ACT, AUGIE, & IVANS Meetings Feb. 11-14 Renaissance Tampa Hotel Tampa, FL

NAPSLO www.napslo.org 2009 Mid-Year Educational Workshop Feb. 26-March 1 Renaissance Esmeralda Resort Indian Wells, CA AIMS Society www.aimssociety.com AIMS Society PRO-to-PRO (22nd Annual) Feb. 26-28 Doubletree Hotel - Downtown Nasvhille, TN Combined Claims Conference www.combinedclaims.com 21st Annual Combined Claims Conference March 2-4 Westin Hotel Long Beach, CA Independent Insurance Agents of Houston www.iiah.org IIAH CIC Life & Health Institute March 4-7 Sheraton North Houston Houston, TX

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National Conference of Insurance Legislators www.ncoil.org NCOIL 2009 Spring Meeting March 5-8 Hyatt Regency Washington on Capitol Hill Washington, DC

GAMA International www.gamaweb.com LAMP 2008 March 21-24 The Rio All-Suite Hotel & Casino Las Vegas, NV

Independent Insurance Agents of Houston www.iiah.org IIAH CIC Commercial Property April 22-25 Crowne Plaza Brookhollow Houston, TX

PIA of Virginia PIA of Virginia/DC Young Professionals Conference March 6-7 Great Wolf Lodge Williamsburg, VA

C5 www.C5-online.com D&O Liability Insurance March 24-25 Grange City Hotel London, England

Insurance Club of Pittsburgh www.insclubpgh.com Pittsburgh I Day April 23 Pittsburgh Hilton Downtown Pittsburgh, PA

Professional Liability Underwriting Society (PLUS) www.plusweb.org PLUS Medical Professional Liability Symposium March 24-25 Sheraton Chicago Hotel & Towers Chicago, IL

FIWT www.FIWT.com Mid Year Education Conference April 24-25 Holiday Inn Wichita Falls Wichita Falls, TX

IIABA Maine IIABA Maine Annual Convention March 30-31 Wyndham Portland Airport Hotel South Portland, ME

Target Markets Program Administrators Association www.targetmkts.com Target Markets Mid-Year Meeting April 27-29 Baltimore, MD

Peter J. Crosa & Co. www.sshca.net Soft Selling Hardened Claims Adjusters March 9 Los Angeles, CA Peter J. Crosa & Co. www.sshca.net Adjuster Busters: 10 Steps to Building Relationships with Adjusters March 9 Los Angeles, CA AMS Users’ Group www.amsug.org AMS Users’ Group 33rd National Conference March 12-15 Gaylord National Washington, DC Insurance Industry Charitable Foundation www.iicf.org IICF Club 100 Dinner March 12 Cicada Restaurant Los Angeles, CA NAIC www.naic.org NAIC 2009 Spring National Meeting March 14-17 Manchester Grand Hyatt San Diego, CA AAMGA www.aamga.org 2009 AAMGA Automation & Technology Management Conference March 14-17 Crowne Plaza Hotel Mission Valley San Diego, CA Professional Insurance Agents of NY,NJ & CT www.pia.org PIA of CT Annual Convention March 16-17 Foxwoods Resort Casino Mashantucket, CT PIA of Texas Texas Insurance Professionals Convention Cruise March 16-21 Galveston, TX PIA of Connecticut PIA of Connecticut Annual Convention March 16-17 Foxwoods Resort Casino Mashantucket, CT

PIA National PIA National Federal Legislative Summit (FLS) April 1-2 Crystal City Marriott at Reagan National Airport Arlington, VA PIA National PIA National Board, Committee & Affiliate Meetings April 2-5 Crystal City Marriott at Reagan National Airport Arlington, VA Independent Insurance Agents of Virginia www.iiav.com IIAV ACSR Real Time Event April 3 Wyndham Richmond Airport Hotel Richmond, VA Pennsylvania Surplus Lines Association www.pasla.org Annual Meeting April 8-9 Wyndham Gettysburg Hotel Gettysburg, PA Louisiana Surplus Line Association www.lsla.bizland.com LSLA 2009 Annual Convention April 15-17 Paragon Casino Resort Marksville, LA Risk and Insurance Management Society www.RIMS.org RIMS 2009 Annual Conference & Exhibition April 19-23 Orlando, FL Professional Insurance Agents of NY,NJ & CT www.pia.org PIA of NY Long Island RAP April 21 Leonard’s of Great Neck Great Neck, NY

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IIABA www.iiaba.net Big “I” Executive Committee Meeting April 28-29 Marriott Wardman Park Hotel Washington, DC IIABA www.iiaba.net Big “I” Legislative Conference & Convention April 29-May 1 Marriott Wardman Park Hotel Washington, DC Professional Liability Underwriting Society (PLUS) www.plusweb.org PLUS Professional Risk Symposium - EPL, E&O and Fiduciary April 29-30 Manchester Grand Hyatt San Diego, CA IIABA www.iiaba.net IIABA Board of Directors Meeting May 2-3 Marriott Wardman Park Hotel Washington, DC Insurance Brokers Association of Alberta www.ibaa.ca IBAA Annual Convention May 3-6 Fairmont Jasper Park Lodge Jasper, Alberta IBA West www.ibawest.com 23rd Annual Blue Ribbon Conference May 3-7 Mauna Lani Bay Hotel & Bungalows Kohala Coast, HI www.insurancejournal.com

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PIA of North Dakota PIA of North Dakota Convention May 3-5 Ramkota Inn Bismarck, ND Insurance Brokers & Agents of San Diego www.ibasandiego.com San Diego “I” Day May 5 Town and Country Resort & Convention Center San Diego, CA IIA of Wisconsin www.iiaw.com 2009 IIA of Wisconsin Annual Convention May 6-7 Marriott Madison West Middleton, Wis Arizona Captive Insurance Association www.azcia.org AzCIA 6th Annual Conference May 6-8 InterContinental Montelucia Resort & Spa Paradise Valley, AZ Professional Insurance Agents of Indiana Inc. www.indianapia.com 2009 PIA of Indiana Convention May 14-15 Hilton Indianapolis North Hotel Indianapolis, IN PIA of Kentucky PIA of Kentucky Annual Meeting May 14-15 Hyatt Regency Hotel Louisville, KY West Coast Casualty Service Inc. www.westcoastcasualty.com West Coast Casualty’s Construction Defect Seminar May 14-15 Disneyland Hotel and Resort Anaheim, CA PIA of Indiana PIA of Indiana Annual Convention May 14-15 Indianapolis, IN Insurance Industry Charitable Foundation www.iicf.org IICF Annual Western Division Gala Dinner May 16 Four Seasons Hotel San Francisco, CA AAMGA www.aamga.org AAMGA Annual Meeting May 16-20 Boca Raton Resort & Club Boca Raton, FL Acord www.acord.org ACORD/LOMA Insurance Systems Forum May 17-19 Walt Disney World Swan and Dolphin Lake Buena Vista, FL www.insurancejournal.com

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Independent Insurance Agents of Virginia www.iiav.com IIAV ACSR Tribute Day May 20 Capitol & Governor’s Mansion Richmond, VA

The AMS Users’ Group Inc. www.amsug.org AMSUG June Committee/Board/Leadership Conference June 11-14 Hilton Dallas/Southlake Town Square Southlake, TX

PIA of Puerto Rico PIA of Puerto Rico & the Caribbean Annual Meeting May 21 Puerto Rico PIA of Oregon/Idaho PIA of Oregon/Idaho Convention May 31-June 2 Sunriver Resort Sunriver, OR

California Insurance Wholesalers Association www.ciwa.net CIWA Summer Forum & Annual Meeting June 11-12 The Meritage Resort Napa, CA Utah Association of Independent Insurance Agents UAIIA Convention June 11-13 Zermatt Resort Midway, UT

PIA of Nebraska/Iowa PIA of Nebraska/Iowa Convention June 3-4 The Cornhusker Marriott Lincoln, NE

PIA of Washington/Alaska PIA of Washington/Alaska Convention June 12-14 Suncadia Resort Cle Elum, WA

IIAT www.iiat.org IIAT 112th Annual Conference & Trade Show June 4-5 San Antonio, TX PIA of New Jersey/New York PIA of New Jersey & PIA of New York Joint Annual Conference June 7-9 Trump Taj Mahal Casino Resort Atlantic City, NJ Delaware Association of IA&B Delaware Association of IA&B Annual Convention June 9-11 Rehoboth Beach, DE

NAIC www.naic.org NAIC 2009 Summer National Meeting June 13-16 Hilton Minneapolis and Minneapolis Convention Center Minneapolis, MN Vermont Insurance Agents Association www.viaa.org Vermont Insurance Agents Association 103rd Annual Convention June 14-16 Basin Harbor Club Vergennes, VT

Michigan Young Agents www.miyac.org 2009 Michigan Young Agents Council Spring Conference June 10-12 Soaring Eagle Casino Mt. Pleasant, MI

IIA Mississippi www.msagent.org IIA Mississippi June 14-17 Sandestin Beach Hilton Destin, FL

Utah AIIA www.iiau.org Utah AIIA’s 90th Annual Convention June 11-13 Zermatt Resort Midway, UT

Independent Insurance Agents of Virginia www.iiav.com IIAV Annual Convention June 14-16 Williamsburg Lodge Williamsburg, VA

Professional Insurance Agents of Tennessee www.piatn.com PIA of Tennessee Annual Convention June 11-13 Park Vista Hotel Gatlinburg, TN

Association of Wyoming Insurance Agents Association of Wyoming Insurance Agents Convention June 17-19 Cody, WY

IIAA of Arkansas www.iiaar.org IIAA of Arkansas Annual Convention June 11-13 Hiltons of Branson Landing Branson, MO

Florida Association of Insurance Agents www.faia.com FAIA’s 105th Anniversary Convention & Education Symposium June 18-20 Rosen Shingle Creek Resort & Golf Club Orlando, FL

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2009 Insurance Industry Meetings and Conventions Directory

Alabama Independent Insurance Agents www.aiia.org AIIA Annual Convention June 18-21 The Village of Baytowne Wharf Sandestin, FL

Independent Insurance Agents of Houston www.iiah.org IIAH CIC Commercial Casualty July 15-18 Moody Gardens Hotel Galveston, TX

AAMGA www.aamga.org AAMGA University Weekend Aug. 14-16 The Scottsdale Plaza Resort Scottsdale, AZ

IIAB Louisiana www.iiabl.com IIAB Louisiana 107th Annual Convention June 21-24 Sandestin Beach Hilton Destin, FL

IIABA www.iiaba.net IIABA Midwest Young Agents Conference July 16-18 Kalahari Resort Wisconsin Dells, WI

Independent Insurance Agents of Houston www.iiah.org IIAH Ruble Graduate Seminar Aug. 19-21 Hilton Galveston Resort Galveston, TX

IIA Nevada www.niia.org IIA Nevada Annual Convention June 21-23 Harrah’s Lake Tahoe Lake Tahoe, NV

Texas Surplus Line Association www.tsla.org 2009 TSLA Mid-Year Meeting July 19-22 Four Seasons Resort Whistler Whistler, British Columbia

Society of Insurance Trainers & Educators (SITE) www.insurancetrainers.org 2009 SITE Annual Conference June 27-July 1 Hyatt Regency Albuquerque Albuquerque, NM

IIAA Montana www.iiamt.org IIAA Montana 78th Annual Convention July 22-23 Crowne Plaza Hotel Billings Billings, MT

Independent Insurance Agents and Brokers of Arizona Inc. www.iiabaz.com IIAB Arizona’s 75th Annual Convention & InfoXchange Aug. 27-28 Renaissance Glendale Hotel & Spa Glendale, AZ

PIA of Virginia/DC PIA of Virginia/DC Annual Convention & Trade Show June 28-30 Hotel Roanoke Roanoke, VA

Missouri Association of Insurance Agents Leadership Conference July 22-24 Osage Beach, MO

IMCA www.imcanet.com Annual Meeting and Showcase Gala June 28-July 1 Hyatt Olive 8 Seattle, WA PIA of Arkansas PIA of Arkansas 64th Annual Convention July 8-10 Embassy Suites Rogers, AR PIA of Mississippi PIA of Mississippi Convention July 9-13 Perdido Beach Resort Orange Beach, AL National Conference of Insurance Legislators www.ncoil.org NCOIL 2009 Summer Meeting July 9-12 Boston Park Plaza Hotel & Towers Boston, MA Association of Certified Fraud Examiners www.acfe.com 20th Annual ACFE Fraud Conference and Exhibition July 12-17 Bellagio Las Vegas, NV

PIA of Georgia Annual Agents’ Convention & Trade Show July 25-29 Ponte Vedra Beach, FL PIA of Louisiana www.piaoflouisiana.com PIA of Louisiana’s 66th Annual Convention July 25-28 Moody Gardens Hotel Galveston, TX Independent Insurance Agents & Brokers of America www.iiaba.net, www.trustedchoice.com Trusted Choice Big “I” National Championship July 26-30 Dornick Hills Golf & Country Club Ardmore, OK Florida Surplus Lines Association www.floridasurpluslinesassociation.com FSLA Annual Convention July 30-Aug 1 Boca Raton Resort & Club Boca Raton, FL PIA of Wisconsin PIA of Wisconsin 60th Annual Convention Aug. 5-7 Radisson Hotel and LaCrosse Convention Center LaCrosse, WI Vermont Captive Insurance Association www.vcia.com VCIA 2009 Annual Conference Aug. 11-13 Sheraton Hotel and the UVM Davis Center South Burlington, VT

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Independent Insurance Agents & Brokers of Oregon www.iiabo.org 81st Annual IIABO Convention & Trade Show Aug. 30-Sept. 1 Sunriver Resort Sunriver, OR PIA of Minnesota PIA of Minnesota Education Day/Trade Show/Annual Meeting Sept. 1 MN IIABA www.iiaba.net IIABA Big “I” Fall Leadership Conference Sept. 8-13 Hilton New Orleans Riverside New Orleans, LA IIABA www.iiaba.net IIABA Big “I” Education Convocation Sept. 9-11 Hilton New Orleans Riverside New Orleans, LA AAMGA www.aamga.org 18th Annual Under Forty Organization Meeting Sept. 10-12 Kingsmill Resort & Spa Williamsburg, VA IIABA www.iiaba.net IIABA Young Agents Leadership Institute Sept. 11-13 Hilton New Orleans Riverside New Orleans, LA IIABA www.iiaba.net IIABA Board of Directors Meeting Sept. 12-13 Hilton New Orleans Riverside New Orleans, LA

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National Risk Retention Association www.nrra-usa.org 2009 NRRA Conference Sept. 16-18 Renaissance M Street Hotel Washington, DC

National Insurance Conference of Canada www.niccanada.com National Insurance Conference of Canada Sept. 30-Oct. 2 The Westin Ottawa, Ontario

Independent Insurance Agents of Virginia www.iiav.com IIAV Young Agents Annual Conference Oct. 22-23 Fredericksburg Hospitality House Fredericksburg, VA

PIA of Kansas PIA of Kansas 14th Annual Convention Sept. 17-18 Wichita, KS

Independent Insurance Agents of Houston www.iiah.org IIAH CIC Agency Management Institute Sept. 30-Oct. 3 Crowne Plaza Brookhollow Houston, TX

Texas Surplus Line Association www.tsla.org 2009 TSLA Annual Meeting Nov. 8-9 Four Seasons Austin, TX

PIA National PIA National Fall Governance Meetings & Annual Meeting Oct. 1-4 Hilton San Diego Resort San Diego, CA

Professional Liability Underwriting Society (PLUS) www.plusweb.org PLUS Annual International Conference Nov. 11-13 Sheraton Chicago Hotel & Towers Chicago, IL

IIAT www.iiat.org IIAT Small Agency Conference Oct. 4-5 Fort Worth, TX

Independent Insurance Agents of Houston www.iiah.org IIAH CIC Personal Lines Institute Nov. 11-14 Crowne Plaza Houston - Reliant Park Houston, TX

PIA of Michigan PIA of Michigan Annual Meeting Sept. 17 MI NAIC www.naic.org NAIC 2009 Fall National Meeting Sept. 19-22 Gaylord National Resort and Convention Center on the Potomac Washington, DC IIA South Dakota IIA South Dakota’s Annual Convention & Trade Show Sept. 20-22 Ramkota Hotel and Convention Center Sioux Falls, SD PIA of Montana PIA of Montana Annual Convention Road Show Sept. 21-24 Billings and Missoula, MT IIA Iowa www.iiaiowa.org IIA Iowa’s 103rd Annual Convention Sept. 23-24 Sheraton Hotel Des Moines, IA IIAB Washington IIAB Washington 2009 Business Expo & Conference Sept. 24-26 Semiahmoo Resort Blaine, WA PIA of Ohio PIA of Ohio Agency Management and Profitability Conference Sept. 24-25 Columbus, OH Professional Insurance Agents Association of Ohio www.ohiopia.com PIA of Ohio Agency Management and Profitability Conference Sept. 24-25 Hilton Columbus / Polaris Columbus, OH Alliance of Insurance Agents & Brokers www.agentsalliance.com 2009 Alliance Convention & Expo Sept. 24-27 JW Marriott Palm Desert, CA

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American Association for Long-Term Care Insurance www.aaltci.org National Long-Term Care Insurance Producers Summit Oct. 5-8 Atlantic City, NJ NAPSLO www.napslo.org 2009 NAPSLO Annual Convention Oct. 7-10 Orlando, FL

AAMGA www.aamga.org AAMGA Mid-Year Meeting Nov. 12-14 Marco Island Marriott Marco Island, FL IIA of Connecticut www.iiac.org IIA of Connecticut 2009 Annual Convention Nov. 19 Aqua Turf Plantsville, CT

IIAB South Carolina www.iiabsc.com IIAB South Carolina Annual Convention Oct. 11-13 Grove Park Inn Asheville, NC

National Conference of Insurance Legislators www.ncoil.org NCOIL 2009 Annual Meeting Nov. 19-22 Royal Sonesta Hotel New Orleans New Orleans, LA

IIA North Carolina www.iianc.com IIA North Carolina Annual Convention Oct. 11-14 Hilton Head Marriott Resort & Spa Hilton Head, SC IIA Ohio www.ohiobigi.com IIA Ohio Big “I” Annual Meeting & Trade Show Oct. 13-14 Hilton Columbus at Easton Columbus, OH FIWT www.FIWT.com 65th Annual Convention with Golf Tournament and Trade Show Oct. 22-25 Omni Corpus Christi Corpus Christi, TX

NAIC www.naic.org NAIC 2009 Winter National Meeting Dec. 5-8 Hilton Hawaiian Village and Hawaii Convention Center Honolulu, HI IIABA www.iiaba.net IIABA Southern Agents Conference Dec. 11-13 Ritz-Carlton Buckhead Atlanta, GA

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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 Property Market Detail: Insurance Specialty Construction Group (www.insurancespecialtygroup.com) offers a vacant property program designed to cover general contractor’s inventory on-hand when written in conjunction with their new starts. Features of this program include the option of both blanket and new starts coverage forms; with wind coverage available in most areas. Additional coverages available include coverage for model homes and their contents, soft costs, flood and earth movement. Minimum premiums begin at $1,000 and deductibles start at $1,000. Available Limits: $750,000 to $5 million. Carriers: Unable to disclose. “A” rated by A.M. Best. Admitted. States: Ala., Ariz., Calif., Fla., Ga., Ill., Ind., Kan., Md., Mich., Minn., Miss., Mo., N.J., N.M., N.C., Ohio, Ore., Pa., S.C., Tenn., Texas, Utah, Va. and Wash. Contact: Heidi Henn at 678-742-6300 or e-mail hhenn@isgins.com.

Not-For-Profit Senior Living Market Detail: Bunker Hill Insurance Agency (www.bunkerhillinsurance.com) offers the underwriting expertise and high-level service to agents searching for a market for their retirement apartments, not-for-profit skilled nursing homes and assisted living facilities. Bunker Hill can provide programs with claims-made or occurrence liability coverage, prior acts (nose) coverage, property, automobile liability, and umbrella liability. Bunker Hill offers in-house claims expertise. Minimum premiums begin at $30,000. Available Limits: As needed. Carriers: American International Group. “A” rated by A.M. Best. Admitted. States: All. Contact: Melanie Hinton at 800-645-7707 or email mhinton@bunkerhillinsurance.com.

Medical Facilities Market Detail: Partners Specialty Group (www.psgins.com) gives agents access to an established health care carrier offering com-

mercial general liability (on the ISO form), professional liability and employment practices liability with sexual abuse coverage for various types of medical facilities around the country. Primary limits of $1 million/$3 million with a sub-limit for sexual misconduct is available. Capacity also allows for excess/umbrella coverage up to $15 million. Defense expense is outside the limits. Supplementary payments include disciplinary proceedings coverage and reimbursement for lost earnings. Risk management services are part of this program. Minimum premiums and deductibles begin at $5,000.

Top 10 Most Unusual Searches on MyNewMarkets.com in 2008 1. Exotic Snake and Reptile Breeding Operation 2. Circus Arts Instructor Liability 3. Tailgate Party Bus Operation 4. Sand Rail (Dune Buggy) Operation 5. Dating Service Operation 6. Snow Machine Rentals 7. Tourist Trolley Operator 8. Air Traffic Control School 9. Halfway House Operation 10. Timberland Coverage Available Limits: $1 million to $15 million. Carriers: Unable to disclose. “A” rated by A.M. Best. Admitted and non-admitted. States: All except N.M. and Pa. Contact: Michael Cardenas, RPLU at 310-5864742 or e-mail mcardenas@psgins.com. Surety and Fidelity Bonds Market Detail: Gilbert Trujillo Insurance Services (www.1bondsinsurance.com) offers a broad range of fidelity and surety bond markets. Difficult risks and renewals can be handled with a minimal amount of additional information. They also handle preferred bonds. GTIS has a market for nearly any kind of bond; and they promise to deal only with the agent, not the client. Available Limits: As needed. Carriers: Unable to disclose. Rating not pro-

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vided. Admitted and non-admitted. States: All. Contact: Gilbert Trujillo at 623-695-3334 or email gtrujillo9@cox.net.

Campgrounds & Dude Ranches Market Detail: Hull & Co. Inc. (www.hullco.com) has availability of a new program to insure those risks that cater to outdoor lovers. Target classes include: campgrounds & RV parks, dude & guest ranches; fishing & hunting lodges; resorts & lodges; outfitters & guides; hunting preserves; trap, skeet & sporting clay; rod & gun clubs; shooting ranges; snowmobile tours; ATV tours; whitewater rafting tours; consulting foresters; and many more. Excess limits and accident policies are available. Available Limits: Not provided. Carriers: Unable to disclose. Rating not provided. Admitted and non-admitted. States: All. Contact: Jodie Faulkner at 303-218-3084 or e-mail jfaulkner@hullco.com.

Contractors General Liability Market Detail: London American Risk Specialists (www.londonamericantx.com) brings agents a commercial general liability market for residential and commercial general contractors. Work done on the GC’s behalf by sub-contractors is covered in this program. Program allows the option for use of uninsured and underinsured sub-contractors. Roofing contractors, artisan contractors and general contractors are the program target classes. New ventures are eligible. Occurrence, sunset or claims made forms are available for use. Minimum premiums begin at $750 for artisan contractors and go up to $4,000 for roofing contractors. Deductibles begin at $1,000. Available Limits: $1 million to $2 million. Carriers: Unable to disclose. “A” rated by A.M. Best. Non-admitted. States: All except N.H. and N.Y. Contact: Chris Chiodetti at 713-977-7726 or e-mail cchiodetti@londonamericantx.com. IJ www.insurancejournal.com

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Idea Exchange Minding Your Business

Developing a Sales & Marketing Plan Part 2: Designing the Plan

By Bill Schoeffler and Catherine Oak Oak

he first part of this two part series described the selfanalysis of the agency’s book that must precede the development of an effective sales and marketing plan. This is accomplished by reviewing each producer’s book for the type and size of accounts and analyzing what industries or other niches exist. Producers also needs to evaluate their primary areas of expertise. What have they successfully written before and what centers of influence do they have? They also need to determine if their past experience and success will still be valid in 2009. The first part allows the sales force to understand the current composition of their clients, take a look at their products skills, and identify areas to exploit. The next step is for key sales players in the agency to brainstorm ideas of where they want to go now and how to get there. Setting the Goals Compiling the individual producer goals creates the sales and marketing plan parameters. Using the data already collected, each producer can then set goals based on his or her sales ability, resources, time and expertise. Producers need to set goals that can make them stretch. The goals should include how much new business will be written and what specific types of business will be approached. The plan needs to take personal goals into account, too. Their plan should show the starting point and the finishing point of their goals. It is up to the producer and sales manager to define and revise the path that is followed. Adjustments might include ways for the producer to improve the hit ratio, targeting larger accounts and/or how to create a new program to exploit a producer’s talent. These steps or adjustments should be organized into action plans. Action Plan Development Action plans state the current issue, the future goal and then list a few key tasks or milestones along the way. The action plan needs to clearly define the person responsible for each step and the timeframe to complete the task. These action steps are the step-by-step directions for the sales and marketing plan. Keep in mind that the end result should be fixed. However, the path to reach that goal can be revised and altered along the way based

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Schoeffler

on what seems to work best. The sales and marketing plan should be an ever-changing document. Monitoring the Plan; Tracking Progress The overall plan and action steps are only as good as their monitoring and management. Tracking progress and holding people accountable ensure reaching the end result. The focus needs to be on the goals set, while being flexible on the path followed. Therefore, performance is evaluated by an understanding that the path is not straight. There will be some setbacks and changes will need to be made along the way. Monitoring needs to be done by the sales manager and this role is extremely important; more so today than before. Each producer needs to be prepared to describe his or her past results, project what is in the pipeline for the future and describe what has been working and what improvements are needed. The sales manager’s role is to work with the producer to make any adjustments necessary to keep going in the right direction. This would include joint calls and even helping producers take new approaches based on market woes, such as contractor producers moving to road construction versus home building. Adjustments to the sales and marketing plan can include coaching, mentoring, outside training, telemarketing, advertising, promotion, development of new programs, products or services, or perhaps even new staff. An action plan should be created when these adjustments are necesProducers sary. That way the producer and the agency agree on the steps, responsineed to set bility, timeframe and expected goals that can results.

make them stretch.

Know the Terrain Just like a traveler on a trip, the agency’s sales and marketing plan must be aware of and respond to the terrain. Clients’ needs, insurance companies and the marketplace in general are all out of the control of the agency. The agency needs to understand what is happening and be proactive, or at least respond quickly to these factors. Market Analysis Agents need to have a clear understanding of what carriers can do for them and how this fits into the overall agency plan. Insurance companies, it seems, will either be unmoving or totally change things, usually cycling through both approaches. continued on page N28 January 12, 2009 INSURANCE JOURNAL-NATIONAL REGION | N27

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Idea Exchange Minding Your Business Sales & Marketing Plan, continued from page N27

Run a list of all of the carriers with volumes, commission rates (or commissions), loss ratios and contingents received. Analyze how the agency’s book of business stacks up with the existing markets and their products. Compare all the carriers and their products against what the agency has with the top 10 industry groups the agency writes. Some of the questions that should be asked include: Will volume commitments be met and how will this be done? Are there new markets the firm should seek out? Is the volume spread too thick or too thin? Is the agency maximizing profit sharing agreements? List in the sales and marketing plan the five most important markets (not necessarily the largest) and the agency’s volume with them. Write realistic agency production goals next to those numbers. Next, list one or two markets that the agency does not have, but the agency could use. Write down the dates producers will approach them (create action plans by carrier). Finally, list two or three markets the agency has outgrown and should eliminate.

future opportunities with the regional vice Target Clients president or branch manager and the main An agency can have the greatest products underwriter assigned to the agency. Inform and sales force, but unless producers are tarthem about the current status of the agency geting the clients, these assets are moot. Make and its future plans. Find out where the comsure the agency’s capabilities, strengths, prodpany stands now and its plans for the future. ucts and centers of influence match up with the targeted clients. If a new group of clients is Discuss how the agency and the company can do more business together in the future. to be targeted, then create an action plan with the steps required, timeframe The overall plan Summary and who is responsible. Be proactive not reactive. Firms and action that incorporate an annual planIt’s a Sales Tool steps are only ning process are more efficient, The beautiful thing about a more profitable and highly valued well-written sales and market- as good as its ing plan is that it does not need monitoring and businesses. The choice is yours. Take the time to plan ahead and to only be used internally. It can management. be successful or be at the mercy be shared with prospects, of the winds of change. IJ clients and insurance companies. Such a plan helps the firm look organized and efficient and makes the agency manageSchoeffler and Oak are partners at Glen Ellen, Calif.-based ment and sales force feel directed and on task. Oak & Associates. The firm specializes in financial and manTake the sales and marketing plan directly agement consulting for independent insurance agents and broto insurance company representatives. Set an kers. Phone: 707-935-6565. E-mail: bill@oakandassociates.com. annual meeting to discuss agency goals and Web site: www.oakandassociates.com.

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South Central Coverage People

Anthony Cugini

Jim Zimmermann

Lisa Foster

Andrew Lowe

National managing general agent Burns & Wilcox has promoted Anthony Cugini to manager of the company’s Houston office. He is responsible for increasing sales across all product lines, including professional liability, commercial, umbrella, vacant buildings, contractors and personal lines. Cugini joined Burns & Wilcox in 2006 as assistant manager. He has held positions in marketing and claims at various insurance companies. McQueary Henry Bowles Troy LLP (MHBT) appointed Jim Zimmermann as a vice president in the firm’s marketing group. Zimmermann will work closely with MHBT’s construction division to develop and market construction business. Prior to joining MHBT, Zimmermann worked as a vice president at Cory, Tucker & Larrowe, an insurance and bonding agency based in New Orleans. He was responsible for all aspects of the agency’s insurance operation, which included production, marketing, account management and insurance company relations. MHBT is based in Dallas and also has offices in Fort Worth and Austin, Texas. Lisa Foster joined the Austin office of Frost Insurance as a client advisor and will have certain management responsibilities as well. Foster has 12 years of industry experience and formerly was Middle Market Services manager with State Auto. Andrew Lowe joined Frost Insurance to lead Frost’s Austin and Statewide Wellness Programs for Frost clients. Lowe’s responsibilities include consulting with FIA customers on wellness opportunities, vendor selection, carrier platforms, and value-based incentive programs. Formerly the owner of Sororities in Shape LLC, Lowe has five years of industry experience and a Masters Degree in Sports Management. Jay Grob has joined Texas Wasatch Insurance/TWG Insurance as president and chief operating officer. A former senior partner of Bain & Company, Grob brings a wealth of experience to TWG’s auto and homeowners insurance business, the company said. Texas Wasatch Insurance/TWG Insurance also promoted Cleveland Coleman to director. Additionally, he was named a limited partner of the firm. Founded in 2003, Texas Wasatch Insurance/TWG Insurance provides homeowners, auto, life, watercraft, umbrella and commercial insurance in nearly 30 states. Fort Worth, Texas-based Hallmark Financial Services Inc. (Hallmark) reported that Curtis Donnell, president and CEO of its general aviation division, Aerospace Insurance Managers, has retired effective Dec. 31, 2008. Donnell, 70, founded Aerospace in 1999 and has more than 40 years’ experience in the underwriting, marketing and

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executive management of general aviation insurance products. Under his leadership, Aerospace grew from a start-up independent managing general agency into a leading distributor of general aviation insurance products throughout the United States. Aerospace was purchased by Hallmark in January 2006. Chris Jones, currently Aerospace’s executive vice president and chief operating officer, succeeds Donnell as president. Donnell will continue to work with Hallmark in a consulting role to develop strategic opportunities in the aviation market. Commercial Alliance Insurance Company (CAIC Surety) named Richard Deal as the Bond manager of its Dallas office. Deal joined CAIC Surety in July 2008 to expand the company in the North Texas region. From Dallas, CAIC will be better positioned to market and service independent insurance agents in that area more efficiently and effectively, the company said. Deal comes to CAIC from EMC in Dallas. CAIC Surety underwrites small standard and specialty contract surety bonds and other surety products serving the independent insurance agents in Texas, Louisiana, Oklahoma and Arizona. National wholesale insurance broker Swett & Crawford appointed Jim C. Bishop as sales leader/branch manager of the firm’s Dallas office. Bishop has 25 years’ experience in the insurance industry in both the retail and wholesale segments, and extensive familiarity with the Dallas market. He most recently served as president of Dallas-based Heartland Marketing Group and Heartland Specialty Insurance. Bishop began his career in 1983 with Aetna Casualty in Oklahoma. Austin, Texas-based physician liability insurer Medicus Insurance Company added Harry Reissman as regional market manager, effective Dec. 1, 2008. Reissman is responsible for business development and market analysis, with a focus in Texas. Reissman joins Medicus after having served as senior marketing representative at Texas Medical Liability Trust (TMLT) for nine years, where he was responsible for marketing to physician groups throughout Texas. He has been in insurance marketing and sales for more than 30 years. Crump Insurance Services added Babs Driscoll as broker in its Houston, Texas, office and Camille Wilkerson as associate broker in Austin. Driscoll works in the property and inland marine brokerage and underwrites property/package accounts for MGA markets. Most recently a property manager with London American www.insurancejournal.com

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Risk Specialists Inc., Driscoll has 30 years of experience in the insurance industry. Wilkerson has 17 years of industry experience. She previously served as underwriter for Austin Surplus Lines Agency Inc. Los Angeles-based Insurance Specialty Group’s Professional Liability Group named Catherine V.M. Butschek a broker in Dallas. Butschek began her insurance career in the retail arena. For the past 15 years, she has worked in the wholesale sector, most recently as vice president of financial services/insurance brokers services for Swett & Crawford of Texas. She has more than 14 years’ experience in the insurance industry with companies such as American Mutual Insurance Co., Alexander & Alexander, Burns & Wilcox and Swett & Crawford.

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industry for 37 years and is the second generation owner of the Sullivan Insurance Agency of Ardmore, Okla. In the past Sullivan has served as president of the Independent Insurance Agents of Ardmore and president of Associated Risk Managers of Oklahoma. He is current director of Associated Risk Managers of Mid-America and director of Professional Insurance Agents of Oklahoma. He has numerous insurance licenses and securities licenses.

He has been awarded the Agent of the Year twice by the Associated Risk Managers International. Sullivan has held many other offices and awards for his dedication to the insurance industry. The award was presented to Sullivan at the annual All Industry Day meeting in Oklahoma City. This educational meeting is hosted by the Central Chapter of CPCU Society, The Central Chapter of RIMS and The Insurance Women of Oklahoma City. IJ

Dallas-based MarketScout has added three new associates to its workers’ compensation and Texas specialty underwriting division. Rachael Bryk joins MarketScout as underwriter after seven years of specialty workers’ compensation experience at Guard Insurance Group of Wilkes-Barre, Pa. At Guard, Bryk held various underwriting positions including classification analyst and technical analyst, and performed small business underwriting duties. Kathryn McGee joins MarketScout as underwriter after four years with AIG’s Specialty Workers’ Compensation Division in Dallas. McGee’s experience at AIG includes claims and underwriting, most recently as underwriter for the Specialty Workers’ Compensation Division, Middle Market Accounts, where her territory included Texas and surrounding states. She has worked with major national accounts such as JCPenney Company Inc. and CVS Caremark. Abigail Hodges, a licensed Texas insurance agent, joins MarketScout as underwriting assistant after assignments with Honda Financial Services as cash management analyst, and personal loan consultant with Countrywide Home Loans. The Central Oklahoma Chapter of CPCU has presented John F. Sullivan with its Insurance Industry Service Award. Sullivan has been active in the insurance www.insurancejournal.com

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South Central Coverage News & Markets

Lifelines in the Storm: Pro-Policyholder Developments in 2008 By Mark Garbowski

n light of the enormous losses and cascading failures triggered by the financial crisis, companies across the United States will be looking to their insurance policies for loss mitigation. However, recent developments in several states bolstered policyholders’ ability to defeat insurance companies’ overbroad interpretation of various coverage defenses. State courts and legislatures limited insurance companies’ ability to deny coverage on late notice grounds; affirmed policyholders’ right to consequential damages when an insurer’s failure to fulfill its contractual obligations causes the death of a company; affirmed the right to insurance coverage for punitive damages under some circumstances; and strengthened policyholders’ hand in settlement negotiations conducted when the defendant’s insurance company has reserved its rights. New York bolstered policyholders’ rights on three fronts in 2008. The first was the decision in Bi-Economy Market, Inc. v. Harleysville Insurance Company of New York, et al. that allowed policyholders in New York to recover consequential damages from their insurance company. In Bi-Economy, the state’s Court of Appeals held that “it is well settled that in breach of contract actions ‘the nonbreaching party may recover general damages which are the natural and probable consequence of the breach’” and that “when an insured ... suffers additional damages as a result of an insurer’s excessive delay or improper denial, the insurance company should stand liable for these damages.” The second New York development was the Elacqua v. Physicians’ Insurers decision ruling that an insurance company’s failure to advise a policyholder of a right to independent counsel violated New York’s deceptive

Garbowski

business acts and practices law. Excess Underwriters at Lloyd’s, London, et al. v. Finally, the New York legislature passed Frank’s Casing Crew & Rental Tools Inc. and Governor Paterson signed a bill to relax Maine’s highest court issued an important — in certain circumstances — New York’s decision on insurance company efforts to strict rules that allowed insurance companies rescind policies based on alleged misrepreto avoid coverage when notice of a claim or sentation in the policy application. To sucoccurrence is late, even if the insurance comceed in such an effort, the Court ruled, in pany was not prejudiced by the delay. New Liberty Ins. Underwriters, Inc. v. Estate of York has now joined the majority of states in Faulkner, that an insurance company must imposing a prejudice standard for late notice prove fraud, including the elements of materidenials when the statute applies. ality and actual reliance on the misrepresenThree significant decisions on insurance tation by the insurance company. issues came from Texas in 2008. In Washington, that state’s highest court In January, the Texas Supreme Court ruled in October, in Mutual of Enumclaw rejected the rule that prejudice is irrelevant Insurance Co. v. T&G Construction Inc. and Villas to late notice and held that “an insured’s failat Harbour Pointe Owners Association, that an ure to timely notify its insurer of a claim or insurance company is bound by the factual suit does not defeat coverage if the insurer findings made as part of a reasonable settlewas not prejudiced by delay.” PAJ Inc. v. The ment of an underlying liability claim when Hanover Insurance Company. a coverage determination depends upon The next month, the Texas Supreme Court those same facts. ruled in Fairfield Ins. Co. v. Stephens Martin The Washington Supreme Court deterPaving, LP., that Texas public policy does not mined that a good faith settlement between bar insurance coverage for punitive damages the policyholder and an underlying under some types of workers’ compensation claimant establishes the policyholder’s damand employer’s liability insurance. The Court ages for insurance purposes. The Court had found that while the Texas Legislature had previously ruled that this rule applied if the made the policy decision to prohibit insurinsurance company acted in bad faith. In ance coverage of exemplary damages in certhis case, the Washington Court clarified tain limited circumstances, it that this rule applies made no such policy decision in Several states even where the insurthe context of workers’ comance company had not strengthened pensation. Indeed, the Texas acted in bad faith. Supreme Court found that the policyholders’ hand These developLegislature’s expressed intent is ments strengthened against insurance that insurance coverage would policyholders’ hand in exist for exemplary damages in negotiations to settle companies. the workers’ compensation consuits against them, in text. their resistance to insurance company Also in February, the Texas Supreme Court defenses against coverage, and in their held that an insurance company does not recourse in the event of insurance company have a right to seek reimbursement for settlebad faith. IJ ment of a claim that is later held not to be covered unless the policyholder expressly Garbowski (mgarbowski@andersonkill.com) is a shareagreed to the settlement and to the insurance holder in the insurance recovery practice of Anderson Kill company’s right to seek reimbursement. & Olick P.C. He practices in the firm’s New York office.

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Idea Exchange D&O

Estimating Insurance Losses From the Credit Crisis By Kevin LaCroix

LaCroix

n Nov. 5, 2008, the insurance inforsuch as retentions, program structure, limits mation firm Advisen issued an and availability, as well as overall terms and updated forecast of insurance losses conditions, could significantly affect the extent likely to arise from the credit crisis, to which the payment of insurance proceeds is estimating aggregate directors and officers triggered in any particular claim. (D&O), and errors and omissions (E&O) losses As the Advisen report notes, these issues are of $9.6 billion, up from the firm’s February 2008 particularly relevant for claims against compa$3.6 billion forecast. That said, nies in the financial sector, as several considerations make The arrival of the many of these companies carry very large self-insured retenany attempt to quantify the harder market tions or have limited their insurance industry’s credit cricould be delayed insurance coverage solely to sis-related exposure particularly challenging. but could be even Side-A only protection. These coverage-related issues could 1. What are We more disruptive substantially determine the Measuring? The credit crisis when it arrives. extent of insured losses in and associated litigation have many claims, which in turn expanded and evolved since could substantially affect the insurance industhe problem emerged in early 2007. What try’s aggregate exposure. began as a subprime meltdown has now 3. The Uncertainty of Events to Come. become a generalized downturn affecting the Any estimate of the insurance industry’s overbroader economy. The economic turmoil has all credit crisis-related exposure necessarily produced its own associated litigation, and furincorporates assumptions about the number ther litigation seems highly likely. It has and seriousness of lawsuits yet to be filed. The become increasingly difficult to define what is estimate also includes certain and what is not “credit crisis-related.” The assumptions about how much absence of definitional clarity makes prediclonger the new lawsuits will contions particularly precarious. The very attempt tinue to emerge. Advisen suggests to quantify credit crisis-related losses implies a that the lawsuits will continue to categorical precision that may no longer exist. accumulate into 2009; they could 2. Measurement Distortions. Most continue to emerge well beyond attempts to describe the credit crisis exposure the end of 2009. reference the total number of securities lawAttempts to estimate insursuits. But several companies have been sued ance losses entail certain assumpmultiple times on behalf of different sets of tions about lawsuits yet to come, claimants. If successive lawsuits hit the same and the magnitude of the losses insurance program, they are less likely to estimated will vary materially depending on increase the insurance industry’s overall losses. the assumptions used. Due to the existence of Courts so far have proved skeptical that competing considerations, it is particularly difinvestor losses in the context of a market-wide ficult to estimate the insurance industry’s overmeltdown are the result of fraud. It is too early all exposure from the credit crisis related litito generalize, but to the extent the courts gation. Still, the insurance industry’s overall remain skeptical, the overall potential impact losses are going to be very large. Whatever the of this litigation could be diminished. loss projection might have been in Febru-ary In addition, the insurance losses on any par2008, developments since that time suggest the ticular claim will vary widely based on the number almost certainly has increased. extent of insurance coverage triggered. Issues www.insurancejournal.com

The insurance industry has not yet reacted fully to these developments. To be sure, companies in the financial sector are now seeing D&O insurance price increases and a more challenging underwriting environment. In addition, several factors could indicate a hardening market ahead, including in particular the losses associated with Hurricane Ike and other catastrophic events, as well as the marketplace disruptions involving AIG and the investment losses that have accumulated at other leading carriers. However, other than with respect to companies in the financial sector, there is little present evidence of a market turn. For most companies, conditions remain competitive, and both pricing and available terms and conditions remain attractive. Companies generally are unlikely to experience a hard D&O insurance market until insurers are reporting substantial calendar year losses across their D&O portfolio. Losses associated with claims in a particular accident year may not be fully developed until years later. An insurer recognizes a loss only when the claim is paid or a reserve against the ultimate amount is finally established. The lag time to the ultimate loss in the professional liability insurance lines can be as long as three years or more. As a result, the arrival of the harder market could be delayed, and be even more disruptive when it arrives. The carriers that are the slowest to recognize the changed circumstances will be the ones that experience the most disruptive impact. Of course, if AIG’s travails and other carriers’ investment portfolio woes produce a shortage of insurance capacity, the hard market’s arrival could be accelerated. IJ LaCroix (klacroix@oakbridgeins.com.) is an attorney and partner in OakBridge Insurance Services’ Beachwood, Ohio, office.

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South Central Coverage News & Markets

Getting People to Commit to Something Bigger Than Themselves Sometimes a Little Adversity Goes a Long Way, Thomco CEO Says By Stephanie K. Jones

little more than 10 years ago Greg Thompson, CEO of the Georgiabased insurance services firm Thomco Inc., discovered his accounting manager was stealing from the company. One day Thompson thought he had an excess of $300,000 in capital surplus; shortly thereafter a financial audit revealed the company’s bottom line was actually in negative territory — to the tune of $1.8 million.

What Not to Do There are several “no-no’s,” Thompson said, that should be absolutely avoided by those in a position of leadership. Among them: • Public displays of temper. • Using e-mail to discuss subject matter that is open to interpretation. E-mails can be a “very dangerous and toxic form of communication,” Thompson said. E-mails should not be used as a vehicle for people to attack others in the organization, or worse, for supervisors to discipline employees. It’s “very important to reduce heat-seeking e-mails,” he said. • Punishing people for honest mistakes. • Trying to solve everybody’s problems. “When somebody comes to me with a problem it’s very hard for me to hold myself back,” Thompson said. A better way is to start asking questions and listen, he said. • Discouraging honest feedback and expression of concern. “You really need to let people point out unpleasant truths, it’s important to create an atmosphere where people want to talk about things,” Thompson said. • Dumping, not delegating. Dumping is when you give someone a job they’re not ready for and don’t provide direction or leadership. That leaves employees feeling “like they’re left in the desert trying to handle something they’re not ready for,” Thompson said. IJ

“We were essentially insolvent,” Thompson The Greatest Resource explained during a presentation at the Target In the insurance business, people are a Markets Program Administrators Association company’s greatest resource, Thompson said. Eighth Annual Summit in Tempe, Ariz., in “Unless they are committed to pushing the October 2008. “I had signed personal indemcompany forward you are not going to be that nities to all of our carriers so I was personally successful. … The bigger you get, the less it bankrupt. ... The company’s insolvent; I’m depends on the CEO and owner, and the personally bankrupt. It doesn’t more it depends on those folks get a whole lot worse than that.” out there.” But Thompson believes that Thompson shared some of the sometimes the worst things that strategies that have worked for happen to a company can end up his company in terms of inspirbeing the best things, and that’s ing commitment from his team. what occurred at Thomco. The They include leadership, setting challenge to turn the company an example and creating a posiaround brought his employees tive culture that people want to together in a way that had never be a part of. happened before. As a result of “People will commit when they the embezzlement, his employees feel recognized,” Thompson said. Greg Thompson committed to something bigger “Recognized by management and than themselves, and that, in his opinion, is recognized by their supervisor. … Recognition an essential ingredient to a company’s success. is more important than compensation. That People perform their best when they feel may be hard to believe, but there are many they are part of something bigger than themexamples of people leaving very high paying selves, Thompson says. “Obviously you’re tryjobs where they were poorly recognized to go ing to make a profit, everybody knows that. to jobs maybe not as lucrative where they did But you have to have some vision of the comfeel part of something bigger and they were pany other than making the owner rich.” And recognized.” it’s a leader’s job to create an organization that Communication is also key. Leaders need inspires its employees to go the extra mile. to communicate regularly and openly with In his case, on the advice of a friend he their people, Thomson said. “This cannot be came clean with his employees about the overstated. The bottom line is most people embezzlement. “I called everybody into the want to know where they stand. Most people break room,” Thompson explained, “and basiwill accept constructive criticism quite opencally said, ‘I’ve screwed up. If anybody wants ly if you’re communicating with them reguto leave this company I don’t blame them. larly. People know that you’re seeing them … We’ve got serious financial problems. I will you’re giving them feedback. Obviously they personally write a positive recommendation want to be recognized for the positive things letter for another job, there will be no hard as well. But when you recognize the things feelings, but I’ve got a plan, I think we can they are not doing so well when you give pull this out. It’s going to take a lot of hard them a compliment it’s taken that much work and we’ve got to pull together.’ more seriously.” “An amazing thing happened — nobody Compensation that is fair and adequate, as left. … We started working really hard and well as advancement based on performance, … within one year we pulled ourselves out.” not office politics are also essential.

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Leadership Sets the Tone The CEO is the chief morale officer in an organization, Thompson said. “One thing that took me a long time to understand … was how much the CEO is looked at as a barometer of the organization,” Thompson said. “If you’re looking down, if you’re looking worried, the company picks up on that.” He said his father, an insurance company president, “used to preach to me about the difference between concern and worry.” His point was that worry is a destructive force, as in, ‘how are we going to get out of this mess?’ versus concern, which is ‘we have a problem, how are we going to address it?’ It’s not always easy but one of the jobs of a leader is to make sure that “people feel relatively good about where they are in the company.” That comes back to communication, recognition and creating an atmosphere where people feel comfortable talking openly about issues. “Encourage constructive criticism,” Thompson said. “The companies that are the most successful are where the truth is on the table … especially in the senior management team. We even have an executive code in our senior management team about how we’re going to relate to each other. One thing is go to the source: If you have a problem with somebody, go talk to them about it.” In addition to being the chief morale officer, the CEO serves as the chief sales officer by having a visible presence with customers. “One thing I’ve discovered is, I’m not a particularly good sales person but I am the CEO,” Thompson said. When the CEO takes the time to meet with customers, it delivers the message that they are important to your company. “You need to strategically pick out your customer opportunities. … Obviously the CEO can’t be on the road all the time doing marketing but it is important that you take advantage of your status as owner or CEO,” he said. Finally, Thompson said, CEOs must be willing to get their hands dirty. If the CEO handles some of the tough jobs, when they ask others to do the same kinds of things, those people are more likely to feel good about doing them. Still, some “tough jobs don’t need to be delegated,” Thompson said. If an insurance company has to be fired, that’s the CEO’s job. Also, if someone in the organization that the CEO hired has to be let go, the CEO has to be a part of that too, Thompson said. IJ www.insurancejournal.com

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South Central Coverage Business Moves Editor’s Note: For a comprehensive report of mergers and acquisitions for 2008, see Special Report: Agency Mergers in 2008 in the Dec. 22, 2008, edition of Insurance Journal. Brown & Brown, Insurance 1, Alexander & Bolton Brown & Brown Inc. is acquiring two Alexandria, La.-based agencies: Insurance 1 Inc. and Alexander & Bolton Inc. With annualized revenues of approximately $800,000, Insurance 1 focuses on property and casualty, as well as health and life insurance for individuals and businesses in Louisiana. Company principals James “Jimmy” Bradford, Brian Duke, Martin Heyman and their staff will continue at their current location as a specialty division of Brown & Brown’s existing Lafayette, La., operation, under the leadership of Mark Romero. Alexander & Bolton, founded in 1890, is one of Louisiana’s longest operating insurance agencies. With annualized revenues of approximately $1.3 million, Alexander & Bolton focuses on property and casualty, as well as health and life insurance for individuals and businesses in Louisiana. Chairman Roscoe A. Bolton and his staff also will continue at their current location as a division of Brown & Brown’s existing Lafayette, La., operation, under the leadership of Mark Romero. Brown & Brown’s presence in Louisiana dates from 2001, when it acquired The Huval Companies; it now has locations in Lafayette, Baton Rouge, New Orleans and Lockport. Apex Global Partners, Brooks Bittner and Associates Apex Global Partners (AGP) has acquired Brooks Bittner and Associates, a privately owned employee benefits broker in Dallas. Brooks Bittner and Associates provides benefit department outsourcing, health and welfare plans insurance brokerage and consulting, as well as retirement plans and executive compensation consulting, to cor-

porate clients throughout Dallas and North Central Texas. Joe Bittner, president and owner of Brooks Bittner and Associates, will join AGP’s management team, continuing in his role as president of the Brooks Bittner division of Apex. Cincinnati Financial; Watkins Insurance Group Cincinnati Financial Corporation’s property casualty insurance subsidiary, the Cincinnati Insurance Company, appointed Watkins Insurance Group, with locations in Austin and Marble Falls, Texas, as the first independent agency in the state to market its policies. Watkins Insurance Group is led by President Patrick Watkins and Vice President Mike Mosley. Cincinnati Insurance expects to appoint five more agencies in Austin, Dallas and Waco in early 2009 and add at least 10 more during the year. Its first Texas policies are effective Jan. 1, 2009. It expects to appoint a total of 30 agencies in Texas during the next two years. The company said marketing representatives Sean Givler and Shawn Murphy have relocated to Austin and Dallas. Cincinnati Insurance expects to add another marketing representative to serve the Dallas/Fort Worth market and field associates to provide claims, loss control, premium audit and other services in the region. Hallmark Financial, TGA Insurance Managers Hallmark Financial Services Inc. (Hallmark), based in Fort Worth, Texas, reported its subsidiary TGA Insurance Managers Inc. (TGA) will start issuing excess and surplus lines policies through its affiliate Hallmark Specialty Insurance Company (HSIC) in Texas and Louisiana, beginning Jan. 1, 2009. TGA has operated as a product developer and underwriter since 1978. Hallmark acquired the company in 2006.

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TWFG, Austin Indemnity Lloyds The Woodlands Financial Group (TWFG) will begin offering replacement coverage for the homeowners business of Austin Indemnity Lloyds Insurance Company, effective Jan. 29, 2009. TWFG General Agency, a subsidiary of TWFG, will provide coverage for impacted homeowners policyholders previously insured through AILIC. The Texas Department of Insurance (TDI) has filed to liquidate Austin Indemnity. The company sold homeowners and personal auto coverage in Texas. All policies issued by Austin Indemnity that are still in effect on Jan. 28, 2009, will terminate effective Jan. 29 at 12:01 a.m. TWFG General Agency will provide all homeowners clients with an offer for a new policy. All offers were to be mailed by Dec. 17, 2008. There will be no lapse in coverage if replacement policy is accepted by Feb. 8, 2009. Coastal area policyholders will not be offered windstorm, hurricane and hail (WHH) coverage, and may have increased deductibles. Policies that exclude WHH will contain a HO-140 WHH Exclusion form that must be signed and returned for coverage to take effect. Agents will need to obtain a windstorm policy through the Texas Windstorm Insurance Association for impacted policyholders. TAGA, Great American Insurance TAGA, an independent privately-owned managing general agency based in the Austin, Texas, area, announced it is now managing general agent for Great American Insurance Group to offer admitted property and inland marine markets. Great American Insurance Group is rated A XII by AM Best and provides a variety of property and inland coverages for communications, construction, education, manufacturing, medical/health services, municipalities, professional services, retail/wholesale and transportation/warehousing exposures. TAGA, Tejas American General Agency, is a managing general agency established in 1997. TAGA is one of the largest MGAs in Texas, working with more than 50 carriers/markets and servicing more than a thousand agencies in Texas, Oklahoma, New Mexico, Arkansas, Mississippi and Louisiana. IJ www.insurancejournal.com

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Idea Exchange Closing Quote

Eye on Insurance Industry Regulation In Financial Turmoil, Agents and the Industry Must Work Together

Auerbach

By Kenneth R. Auerbach

t has been said that “a rising tide lifts all boats.” That also raises the question, what happens to the boat when the tide goes down? The answer is that when the tide falls — or when the waters get choppy — everybody in the boat has to work together to ensure that the boat and all of its occupants remain safe until the tide inevitably rises again. Our nation’s economy has experienced a deterioration starting with the subprime mortgage mess, followed by a credit crunch, followed in turn by the collapse or bailout of major investment firms. Then, the U.S. government approved a $700 billion rescue plan, with a portion of the funds used to partially nationalize some of our largest banks. On the day that I was inaugurated president of the National Association of Professional Insurance Agents, the Dow Jones Industrial Average stood at 11,027.51; as I write this, the Dow continues to fall to levels not seen in more than 25 years. This has created a depressed and disorganized market, where value has been lost and remaining values are eyed with skepticism. We are witnessing the consequences of the failure by federal authorities to prudently regulate the activities of banks and securities firms, and failure to oversee or even know the private capital markets. The failures have been breathtaking in scope and destabilized our nation’s economy. Good Time for Agents Despite the financial difficulties our nation faces, now is an especially good time to be an independent insurance agent. While it is clear that our nation is moving through a nasty recession, independent insurance agents should be mindful of their position relative to the other sectors of financial services. Our industry’s fiscal house is in good order. The same cannot be said about banking and securities. Because insurance is prudently regulated by the states and insurers embrace financial soundness oversight and practice disciplines, our sector has remained stable. This is in stark contrast to the questionable activities permitted by federal regulators in the banking, securities and capital markets sectors leading to financial meltdown. The effective and efficient supervision of our insurance industry by the state insurance regulatory system ensures the financial stability and soundness that protects

50 | INSURANCE JOURNAL-SOUTH CENTRAL REGION January 12, 2009

insureds, insurance consumers, state general revenues, the U.S. economy, carriers and agents alike. The advocates of federal regulation of insurance are perversely pointing to insurance (the only financial services sector that has largely been insulated from Despite the the worst of the financial carnage) and say the market meltdown financial proves that insurance should be difficulties our federally regulated. That’s a little like a drunk who caused a bad traf- nation faces, fic accident saying that the other now is an drivers who remained sober need to especially good start drinking and driving. The plain fact is that this ecotime to be an nomic crisis proves insurance independent should not be brought into the federal system, because federal regula- insurance agent. tors failed so miserably in their responsibilities and obligations to supervise banking, securities and capital markets for financial soundness and the public good. As our friends at the National Conference of Insurance Legislators (NCOIL) aptly suggest, the state insurance regulatory system should serve as a model for reforms to the federal regulatory system for banks and securities — not vice versa. PIA supports state regulation of insurance and opposes those who want to dismantle the state regulatory system in favor of federal control. PIA applauds and joins NCOIL in its call for an all states authority summit to discuss the future of state insurance oversight, modernization that must take place, and collective efforts needed to reject federal intervention and takeover efforts. Common Good As insurance professionals, all PIA members nationwide are all in the same boat together. To prosper — not merely survive — we must pull together for our common good. The general tide of our economy may be receding at the moment, but our boat is strong and solid. That’s not to say that we will always have smooth sailing; no doubt, we will encounter some rough seas. But we are in a much better position to weather the turbulence because we are part of that oldfashioned sector of the economy that remained prudent while others were throwing caution to the wind. IJ Auerbach is the National Association of Professional Insurance Agents president. www.insurancejournal.com

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