America's Best Independent Agencies to Work For by Insurance Journal

EAST REGION

SEPTEMBER 19, 2011 | VOL. 89, NO. 18

Hurricane Deductibles After Irene New York Workersâ&#x20AC;&#x2122; Comp Guidelines 9/11 and Terrorism Risk Cyber Risks: Only a Matter of Time

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EAST

On The Cover

Inside This Issue

Special Report: Best Agencies to Work For

September 19, 2011 • Vol. 89, No. 18 • East Region

N22

IDEA EXCHANGE

NATIONAL COVERAGE N6 Spotlight: Insuring Clients When Kids Leave Home

N20 9/11 and Terrorism Risk 10 Years Later

18 U.S. Takes a Beating from Disasters

N8 Special Report: Best Agencies to Work For Overall: Chapman, California East: Hudson & Bell, Massachusetts South Central: HARCO Insurance Services, Texas Southeast: Holder Insurance Agency, Florida Midwest: Berends Hendricks Stuit, Michigan West: Insurance Center Associates, California

N22 Court Tosses Virginia Challenge to Healthcare Law

20 Cyber Risks: When, Not If

N24 2011 Professional Liability Directory

N1 Growing Your Property Casualty Agency: Shulman N44 Closing Quote: Jeff Yates Technology and Employee Satisfaction

EAST COVERAGE 8 Push to Nix New York Workers’ Comp Rules 8 Insurers Try to Revive 9/11 Suit Against Saudis

N15 Closer Look: Recruit for the Perfect Culture Fit

10 Mass. Auto Insurance Ballot Question Passes First Test

N18 J.D. Powers: Customer Satisfaction with Home Insurers

10 New York Agents Appeal Disclosure Ruling

DEPARTMENTS 6 11 11 12 14 N2 N44

Opening Note Declarations Figures People Business Moves MyNewMarkets Closing Quote

10 Mass. Court Rules on Joint Employment 16 Irene Raises Hurricane Deductible Issues

4 | INSURANCE JOURNAL-EAST REGION September 19, 2011

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Opening Note On the Slow Track W

ith jobs being scarce, many people lucky enough to have one are wondering what they must do to keep theirs. The anxiety is particularly acute for older employees, those aged about 55 and up, who fear if they lose the job they have, they may never get another. While this industry would do well to attract more youthful employees, it is also important that employers value the experience of older workers. We recently came across research that should serve as a reminder about why older folk are worth keeping on the payroll, too. The brains of older people are not slower but rather wiser than young brains and this condition allows older adults to achieve an equivalent level of performance with their young co-workers. That’s the conclusion of research from the University Geriatrics Institute of Montreal. “The older brain has experience and knows that nothing is gained by jumping the gun. It was already known that aging is not necessarily associated with a significant loss in cognitive function. When it comes to certain tasks, the brains of older adults can achieve very close to the same performance as those of younger ones,” says Dr. Oury Monchi, one of the researchers. Being fast on The study included a group of 24 people aged 18 to 35 and a group of 10 people aged 55 to 75 the job is not who were still active professionally. Both groups always better. had to perform the same language tasks. Their speed of execution and the relevance of their responses were evaluated. The study was published in Cerebral Cortex. The research produced neurobiological evidence showing that with age comes wisdom and that as the brain gets older, it learns to better allocate its resources. Also, one of the tests also showed that older brains are less sidetracked by criticism than younger brains. “Funny enough, the young brain is more reactive to negative reinforcement than the older one,” says Monchi. “It is as though the older brain is more impervious to criticism and more confident than the young brain.” So older and wiser can mean better allocation of resources, less wilting under criticism, and greater confidence in performing tasks. Not always, of course. Even though they’ve been working at it for years, seniors aren’t perfect. In fact, one of the benefits of having seniors around is that they can share their experiences, otherwise known as their mistakes, with younger workers, who can then use that knowledge to innovate and improve the world. “Overall, our study shows that Aesop’s fable about the tortoise and the hare was on the money: being able to run fast does not always win the race—you have to know how to best use your abilities. This adage is a defining characteristic of aging,” Monchi says. All of which gives fresh meaning to the words of the late French crooner Maurice Chevalier who once said, “Old age isn’t so bad when you consider the alternaAndrew Simpson V.P. Content tive.”

Publisher Mark Wells

Chief Executive Officer Mitch Dunford

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

SALES V.P. Sales & Marketing Julie Tinney (800) 897-9965 x148 jtinney@insurancejournal.com West Dena Kaplan (800) 897-9965 x115 dkaplan@insurancejournal.com South Central Mindy Trammell (800) 897-9965 x149 mtrammell@insurancejournal.com Midwest Lauren Knapp (800) 897-9965 x161 lknapp@insurancejournal.com Southeast Howard Simkin (800) 897-9965 x162 hsimkin@insurancejournal.com East Dave Molchan (800) 897-9965 x145 dmolchan@insurancejournal.com New Markets Sales Manager Kristine Honey | khoney@insurancejournal.com Classified Advertising (800) 897-9965 x125 classifieds@insurancejournal.com

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

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

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

ADMINISTRATION Accounting Manager Megan Sinclair | msinclair@insurancejournal.com

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insurancejournal.com/subscribe Insurance Journal, The National Property/Casualty Magazine (ISSN: 00204714) is published semimonthly by Wells Publishing, Inc., 3570 Camino del Rio North, Suite 200, San Diego, CA 92108-1747. Periodicals Postage Paid at San Diego, CA and at additional mailing offices. SUBSCRIPTION RATES: $7.95 per copy, $12.95 per special issue copy, $195 per year in the U.S., $295 per year all other countries. DISCLAIMER: While the information in this publication is derived from sources believed reliable and is subject to reasonable care in preparation and editing, it is not intended to be legal, accounting, tax, technical or other professional advice. Readers are advised to consult competent professionals for application to their particular situation. Copyright 2011 Wells Publishing, Inc. All Rights Reserved. Content may not be photocopied, reproduced or redistributed without written permission. Insurance Journal is a publication of Wells Publishing, Inc. POSTMASTER: Send change of address form to Insurance Journal, Circulation Department, PO Box 9049, Maple Shade, NJ 08052

6 | INSURANCE JOURNAL-EAST REGION September 19, 2011

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News&Markets Push to Reverse New York’s Workers’ Comp Guidelines By Young Ha

ew York chiropractors don’t like the new medical treatment guidelines adopted last December by the New York State Workers’ Compensation Board. These changes focus on the treatment for the mid- and low-back, neck, shoulder and knees. The state’s main chiropractic association is lobbying state lawmakers to reverse the new guidelines. New York State Chiropractic Association President Bruce Silber told Insurance Journal that the guidelines mostly affect chiropractors and physical therapists. “But really, there was no input from these providers” when the workers’ comp board developed these rules, he said. These rules jeopardize insurance for thousands of workers and retirees, he argued. “They allow two-to-three months to get better. But in the event that people need longer treatments, there is now a great difficulty in getting additional treatments,” Silber said. “In the past, those with a chronic condition were allowed periodic treatments. But now, if you have a chronic, permanent problem, and if it’s not gonna’ get completely resolved, you cannot get a treatment.” He said California, a state that had adopted similar guidelines, saw its overall cost of care go up. “They said it would reduce the cost of care but it actually went up because people now turn to more costly drugs and surgeries.” Silber and the New York State Chiropractic Association have been lob-

bying New York State legislators to address their concern. The Assembly successfully passed a bill earlier this year that would have reversed the change, but it never came to a vote in the State Senate. Silber said lawmakers would reintroduce a similar measure in a future session. Objective Functional Improvement But New York State Workers’ Compensation Board spokesman Brian Keegan defended the board’s guidelines. He told Insurance Journal that injured workers now receive care pursuant to clear, objective guidelines that are structured to produce improved medical outcomes. They establish “an evidence-based standard of care” that looks for “objective functional improvement.” “If a provider wants to continue care beyond the timeframes outlined in the guidelines, they must simply supply evidence that the care is necessary and is benefiting the patient,” Keegan said. To date, medical providers have filed 78,178 valid variance requests and more than two-thirds of them were approved immediately by either the insurance carrier or the board, according to Keegan. “No requested service is denied if the provider can show objective evidence that a treatment medically benefits their patient,” he said. The spokesman took issue with criticism from the chiropractic association. He said that especially for chiropractic care, the guidelines’ standard of looking for objective functional improvement is “exactly the same” as that recommended by a consensus report of chiropractors.

Insurers Try to Revive 9/11 Suit Against Saudis By Maryclaire Dale

nsurers that paid out millions after the Sept. 11 terrorist attacks are trying to revive a lawsuit that accuses Saudi Arabia of funneling money to al-Qaida. A U.S. appeals court in New York had ruled in 2008 that the Saudi royal family and other defendants enjoy immunity from such lawsuits. Lawyer Stephen Cozen of Philadelphia argues, however, that the claims fall under an exception of the Foreign Sovereign Immunities Act that applies to certain damages, which other U.S. courts have since recognized. Cozen recently filed a new lawsuit in Pennsylvania, where hijacked Flight 93 crashed. He said he believes the lawsuit stands a better chance in the federal circuit court. His client, a Lloyd’s of London insurance syndicate, hopes to recoup $215 million paid out on policies covering airlines, security companies and airport authorities. The money went

8 | INSURANCE JOURNAL-EAST REGION September 19, 2011

to families who opted out of the U.S. victims’ compensation fund, Cozen said The lawsuit alleges that the Kingdom of Saudi Arabia made charitable donations to Muslim groups that were then funneled to al-Qaida. The defendants include Prince Salman, the governor of Riyadh, the Saudi Joint Relief Commission and other charities, and Saudi banks and bank executives. “We have no doubt that the facts that we have asserted are all easily proven, or we wouldn’t have asserted them in the first place,’’ Cozen said. Fifteen of the 19 hijackers on Sept. 11 were Saudi citizens, the lawsuit notes. Lawsuits seeking billions in damages were filed by representatives, survivors and relatives of the victims against foreign governments, charities, financial institutions and individuals believed to have provided support to al-Qaida. Copyright Associated Press, 2011. www.insurancejournal.com

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News&Markets Mass. Agents’ Underwriting Ban Passes First Ballot Test

Insurers in Delaware Diocese Bankruptcy Balk A dispute over insurance payments is threatening to blow up the Catholic Diocese of Wilmington’s bankruptcy reorganization plan. Under the plan, the diocese, its parishes and affiliated entities, would be released from legal claims related to priest sex abuse in return for paying $77 million to some 150 alleged abuse victims by Sept. 26. Insurers are responsible for $15.4 million of the settlement. But attorneys for the victims say the insurers are refusing to pay by the agreed time because two pedophile priests have filed appeals challenging a judge’s confirmation of the diocese’s plan. Diocese attorneys asked the judge to declare that his confirmation order is final and nonappealable as far as the insurance settlements are concerned, or to approve the insurance settlements separately.

early all of the proposed questions for Massachusetts’ 2012 state ballot have been given preliminary approval including one that would ban insurers from using credit scores and socioeconomic factors in pricing auto insurance. The Massachusetts Association of Insurance Agents (MAIA) petitioned for the ballot proposal to prohibit insurance companies from using a person’s credit score, occupation, or level of education as factors in underwriting and rating of private passenger automobile insurance. Attorney General Martha Coakley certified 23 of the 31 initiative petitions filed with her office, allowing them to move on to the next round of the approval process. Now petitioners will have three months to collect nearly 69,000 signatures from registered voters to put their questions on the 2012 ballot.

MAIA’s petition mirrors legislation the group filed this session, Senate Bill No. 461, to prohibit the use of these socioeconomic factors. “While we remain focused on passing this important bill through the legislative process, we felt it was essential to keep all avenues open to us,” said Frank Mancini, president of MAIA. The agent group’s opposition to the pricing practices pits agents against some of the very companies whose policies they sell. A trade group for insurers in the state said the agents are not happy that the state now has a competitive market. The insurer group, Massachusetts Insurance Federation (MIF), called the action by the MAIA to place a question on the 2012 state ballot “unnecessary, redundant and completely without merit.” “This is political grandstanding pure and simple,” said James T. Harrington, executive director of the MIF.

N.Y. Agents Appeal Compensation Disclosure Ruling

Mass. Court Rules on Joint Employment Under Workers’ Comp

wo agent groups in New York have filed a formal appeal of a trial court ruling that upheld a controversial state regulation requiring insurance producers to disclose their compensation. The Independent Insurance Agents and Brokers of New York and the Council of Insurance Brokers of Greater New York submitted a brief with the New York State Supreme Court Appellate Division in Albany, on Sept. 1. The dispute centers around New York Insurance Regulation 194, which took effect in January. It requires agents and brokers to tell clients how insurance companies pay them, whether the clients have asked or not. The agents support voluntary disclosure of compensation by agents to customers, however they oppose mandated disclosures as “burdensome for producers and of little benefit to consumers.” IIABNY and CIBGNY maintain that the insurance department does not have the power to make these demands. They have also described the regulation as “arbitrary” and said that it “imposes large, needless compliance costs on producers.” A trial court upheld the regulation in November 2010. IIABNY said that it expects the court will schedule oral arguments for sometime in the fall.

10 | INSURANCE JOURNAL-EAST REGION September 19, 2011

wo employers can be held jointly responsible for workers’ compensation benefits for an injured worker whom they both classified as an independent contractor, a Massachusetts court has ruled. The Massachusetts Appeals Court said the case presented the first appellate opportunity for deciding on joint employers’ responsibility under workers’ compensation. In ruling that the claimant was an employee, not an independent contractor, for both of the businesses he was working for on a joint project at the time of his injury, the appeals court affirmed a decision by the Industrial Accident Reviewing Board. While Leo Whitman was working on a project in Ipswich for both Stephen Sarcia and PPM, a scaffold collapsed, causing him to fall about 16 feet. He has been partially disabled ever since. Neither Sarcia nor PPM had workers’ compensation for him; both saw him as an independent contractor. The administrative judge concluded that Whitman was a covered employee of both firms. The employers disputed that they were joint employers, arguing that there was no evidence that they operated as a single employer with common management, ownership and financial controls. But the appeals court said that state law does not require that joint employers must be integrated or single by ownership, management and finances. “Workers’ compensation law in Massachusetts allows separate entities to constitute joint employers,” the court said. www.insurancejournal.com

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Declarations Snakes and Smells

Nonpartisan Relief

Transformative

“I figure I’ve got about $20,000 in damage. I can deal with snakes. But the sewage smell — the smell.” Sean Mathews, in Little Falls, New Jersey, following Hurricane Irene, noting that floods typically leave dead rats, snakes and garbage strewn through the house. He said he could only wait for floodwaters to recede in his a two-story home that was swamped in four to five feet of water.

“We don’t have time to wait for folks in Congress to figure out how they want to offset this stuff with other budget cuts. Our people are suffering now and they need support now. … That’s not a Republican or Democratic issue.” New Jersey Governor Chris Christie, a Republican, breaking with some in his party by calling for immediate aid for areas in his state hit hard by Hurricane Irene.

‘It was probably more transformational in how we think about risk from an insurance perspective and from a societal perspective than even the larger events such as Katrina or the Japanese earthquake.” Robert Hartwig, president of the Insurance Information Institute, on how the Sept. 11, 2001, terrorist attacks forever changed how the insurance industry views terrorism risk.

Figures $ 6 Billion

The high end of the initial estimate by AIR Worldwide of insured losses from Hurricane Irene. Projections from Eqecat were lower at between $1.8-$3.4 billion.

32.5

Everything’s Not Fine “I keep being somewhat disappointed by some of the national press that think because Manhattan wasn’t hit, everything is fine. We’re not Manhattan, but we have human lives here in Vermont, too.” Vermont Governor Peter Shumlin after touring the devastation in his state caused by Hurricane Irene.

The number of aftershocks that have been felt in Virginia since the Aug. 23 earthquake.

Billion

In today’s dollars, the total insured losses for the global insurance and reinsurance industry from the 9/11 terrorist attacks, according to the Insurance Information Institute.

230,000 The number of property owners in New Jersey who have flood insurance. FEMA said most of the policies are in the southern coastal counties. www.insurancejournal.com

1.5

Billion

The cost in disaster relief to taxpayers of Hurricane Irene, according to the White House. The preliminary estimate is on top of $5.2 billion needed for other recent disasters, including tornadoes that leveled much of Joplin, Mo. September 19, 2011 INSURANCE JOURNAL-EAST REGION | 11

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People Art Seifert

Ray Dudonis

York, Penn.-based Glatfelter Insurance Group has formed Glatfelter Program Managers, a new strategic business unit dedicated to its program business. Arthur Seifert, most recently with Southwest Insurance Partners Inc. and its Beacon Hill Insurance Agency, is joining Glatfelter to be president of the new company. He will be responsible for leading the sales and marketing operations for the company’s programs. Seifert has a history in the program insurance business. In 1994 he founded Lighthouse Underwriters, which he subsequently sold in 2006 to U.S. Risk in Dallas. He was then chief underwriter with U.S. Risk. In 2009, he joined Southwest Insurance Partners Inc. as CEO of Bunker Hill Insurance Agency. Seifert is a past president of the Target Markets Program Administrators Association. United Fire & Casualty Co., based in Cedar Rapids, Iowa, announced that Ray Dudonis, its East Coast regional office branch manager, has been named vice president. Dudonis joined Mercer Insurance Group, a subsidiary of United Fire & Casualty, in 2006 as underwriting vice president. He has more than 30 years of experience in the insurance industry. Allstate Insurance Co. said Thomas V. Ealy will become president of its independent agency unit, Encompass Insurance. Ealy is replacing Cynthia Young, president since 2006, who has left the company. Encompass, which sells home and auto policies through about 3,000 independent agents, writes about $1 billion in business, or less than five percent of Allstate’s total premiums sold by its 12,000 contract agents. The Encompass book of business has been shrinking in recent years. Ealy joins Allstate from Willis Group Holdings, where he most recently served as national partner of the Midwest region for its North American retail operations. Earlier in

12 | INSURANCE JOURNAL-EAST REGION September 19, 2011

his career at Willis he served as chief operating officer of its $750 million revenue North American division. Prior to Willis, he was with national broker USI. Young’s departure comes after the July exit of Joseph Lacher, president of Allstate Protection, its property/ casualty subsidiary, who left the company after being in his job for only two years. Allstate also announced in May it is spending $1 billion to boost its online sales by acquiring two popular online insurance sellers — Esurance and the associated site, Answer Financial. The insurer group, American Insurance Association, has hired Ron Jackson to serve as its Southeast region assistant vice president for state affairs. Jackson currently is the assistant commissioner for the Georgia Office of Insurance and Safety Fire Commissioner. He also has been a staff member of the Georgia Legislature and staff attorney for the Georgia Office of Consumer Affairs. Chicago-based CNA Select Risk, which includes excess and surplus insurance business, as well as wholesale property accounts, has appointed Carol Stark as vice president of casualty and programs. Stark comes to CNA with 21 years of business experience, including five years practicing insurance legal defense; eight years in insurance claims management at Zurich; and eight years of underwriting experience at Zurich and AIG/Chartis. Prior to joining CNA, she served as vice president and casualty manager for Chartis’ Global, WorldSource Division. Medical liability insurer MAG Mutual Insurance Co. in Atlanta has named cardiologist Joseph S. Wilson Jr., M.D. as chairman and CEO. Wilson replaces Roy W. Vandiver, M.D., who retired recently. The company sells malpractice insurance in Alabama, Arkansas, Florida, Georgia, Kentucky, North Carolina, South Carolina, Tennessee and Virginia.

www.insurancejournal.com

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

Until it does.

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

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Business Moves The transaction is expected to close in the fourth quarter of 2011. OneBeacon said the sale does not affect its specialty insurance operations. “This transaction allows us to continue our focus on our higher performing specialty operations, while aligning AutoOne with an owner committed to serving the personal automobile insurance market,” said OneBeacon CEO Mike Miller. Interboro was formerly Interboro Mutual, which was placed in rehabilitation by state regulators in 2004. It emerged from insolvency in 2007.

OneBeacon, Interboro OneBeacon Insurance Group said it is selling its high risk personal auto insurance business, AutoOne, to Interboro Holdings Inc. of New York. AutoOne, formed in 2001, serves the automobile assigned risk insurance markets primarily in New York and New Jersey. OneBeacon said it expects to record a charge of approximately $28 million pre-tax ($18 million after tax) in its third quarter financial statements reflecting the estimated loss on the sale of AutoOne. OneBeacon said it will transfer AutoOne Insurance Co. and AutoOne Select Insurance Co., including the assets, liabilities (including loss reserves and unearned premium reserves), and the equity capital of the business to the new owner. It will also transfer staff, systems and office space in Melville, N.Y. Interboro Insurance, based in Mineola, N.Y., sells auto and home insurance. CEO David Nichols told Insurance Journal the deal gives his company potential for growth in upstate New York and in New Jersey as well as more auto business to help balance its growing homeowners book of business. He said the company hopes to use the AutoOne network of brokers to help it expand. 14 | INSURANCE JOURNAL-EAST REGION September 19, 2011

Northeast Bank, Varney Agency, Spence and Mathews Lewiston, Maine-based Northeast Bank Insurance Group has been acquired by local agencies in two separate transactions. The Varney Agency, of Bangor, Maine, purchased the assets of nine Northeast Bank insurance offices covering southern, central and western Maine. Related to the deal, Brad Scott, currently a member of the Northeast Bank Insurance Group’s senior management team, has acquired the assets of Spence and Mathews Insurance, which operates one insurance office in Berwick, Maine, and serves about 6,000 customers in southern Maine and Seacoast New Hampshire. The bank said that the total sale proceeds of $9.7 million will add approximately $8.4 million to its tangible equity. Rick Wayne, president and CEO of Northeast Bancorp, said the bank would continue to have a business relationship with both the Varney Agency and Spence and Mathews Insurance after the transaction closes. Northeast Bank will be referring customers with insurance needs to each of these agencies. In both transactions, existing Northeast Bank Insurance Group customer insurance policies, carriers, terms, and the majority of account

service representatives will remain, according to the companies. Varney said the deal allows his agency to add offices in new parts of the state and gives it the talent of Northeast’s insurance employees. Scott, the new owner of Spence and Mathews, said he will continue operating out of the Berwick office. The Spence and Mathews Insurance Agency was founded in 1935 and sells home, auto, and business insurance in southern Maine and New Hampshire. The Varney Agency has been serving Maine since 1980. After this transaction, it will have 22 full-service branch offices located throughout the state. NSM, AFPD NSM Insurance Group has acquired AFPD, a New York-based program administrator for lawyers and dentists errors and omissions programs. Terms of the deal were not disclosed. NSM is a national program manager based in Conshohocken, Penn. Administrators for the Professions of Delaware Inc. (AFPD), based in Lake Success, New York, administers a national admitted dentists professional liability program. In 1998, AFPD created an admitted lawyers professional liability program that targets firms having one to five attorneys at inception. In 2009, AFPD expanded its target market to 1-100 attorneys at higher available limits in all states except California and New Jersey. The lawyers program is underwritten by Chartis. The dentists program is underwritten by Medical Protective, a Berkshire Hathaway company. Hanover The Hanover Insurance Group added a new District of Columbia Metro branch office in Reston, Va. The new branch office will address commercial insurance needs of the business communities of the District of Columbia, northern Virginia and Maryland’s Montgomery County. www.insurancejournal.com

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The

Agency Network

News&Markets

Irene Raises Hurricane Deductible Questions in Northeast States By Young Ha

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ew York and New Jersey regulators said recently that hurricane deductibles should not apply on homeowners’ insurance policies for Irene damages in their states. That’s because Irene was downgraded and designated as a tropical storm, not a hurricane, when it reached those states, according to the officials. They said standard dollar deductibles should apply instead of the hurricane deductibles, which are based on a percentage of a property’s insured value rather than a set dollar amount. This distinction could save the insureds whose homes suffered wind damage from Irene thousands of dollars in out-of-pocket costs. “While Irene obviously started out as a hurricane, by the time it reached New York it was a tropical storm, with winds in the 60 mph range,” New York Superintendent of Financial Services Benjamin Lawsky stated on Sept. 1. “This makes a big difference for homeowners because it means that special hurricane deductibles will not kick in, saving them thousands of dollars.” The New York Insurance Department said it has spoken to a number of insurers that agreed that Irene was a tropical storm in New York and confirmed that hurricane deductibles would not apply. “We believe this would apply to all home insurers providing coverage in New York,” the department’s communications director David Neustadt told Insurance Journal. “As to savings, that would depend on the individual policy, the insured amount of the individual property and the amount of damage. Different companies have different deductibles. But it could be substantial.” New Jersey’s department also said hurricane deductibles would not apply. In Connecticut, hurricane deductibles are permitted only on coastal properties. And on some policies — and it varies by company — the hurricane deductible is triggered when a mere hurricane warning is issued

16 | INSURANCE JOURNAL-EAST REGION September 19, 2011

for the state. This was the case with Irene, even though it was downgraded by the time the storm hit. Now it is up to the insurers whether they want to apply the hurricane deductible, said Donna Tommelleo, of the Connecticut department. Connecticut officials have been negotiating with insurers to waive hurricane deductibles for coastal homeowners. Insurance Commissioner Thomas Leonardi said the companies that have either waived the hurricane deductibles or have coastal policies in which their triggers have not been met represent about 80 percent of homeowners’ insurance market in Connecticut. In Vermont, another state hard hit by Irene, hurricane coverage does not have deductibles, said David Mannis, information manager for the Vermont Department of Insurance. According to the Insurance Information Institute, the District of Columbia and 18 states allow hurricane deductibles: Alabama, Connecticut, Delaware, Florida, Georgia, Hawaii, Louisiana, Maine, Maryland, Massachusetts, Mississippi, New Jersey, New York, North Carolina, Rhode Island, South Carolina, Texas, and Virginia. Hurricane deductibles typically range from one to five percent but can be higher in coastal areas, according to the III. In some cases, insurers make them mandatory for homes in high-risk coastal areas. www.insurancejournal.com

Cindy Brincks renovated a 5,000 square foot farmhouse from 1,000 miles away. *PUK` )YPUJRZ )YVRLY 9LTVKLSPZ[H 9LTVKLSPZ[H

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Disaster Management U.S. Taking a Beating from Disasters

2011 Reuters

By Seth Borenstein

ature is pummeling the United States this year with extremes. Unprecedented triple-digit heat and devastating drought. Deadly tornadoes leveling towns. Massive rivers overflowing. A billion-dollar blizzard. And now, unusual hurricane-caused flooding in Vermont. If what’s falling from the sky isn’t enough, the ground shook in places that normally seem stable: Colorado and the entire East Coast. A strong quake triggered brief tsunami warnings in Alaska. Arizona and New Mexico have broken records for wildfires. Total weather losses top

U.S. has had a record 10 weather catastrophes costing more than $1 billion. $35 billion, and that’s not counting Hurricane Irene, according to the National Oceanic Atmospheric Administration. There have been more than 700 U.S. disaster and weather deaths, most from the tornado outbreaks this spring. The U.S. has had a record 10 weather catastrophes costing more than a bil18 | INSURANCE JOURNAL-EAST REGION September 19, 2011

lion dollars: five separate tornado outbreaks, two different major river floods in the Upper Midwest and the Mississippi River, drought in the Southwest and a blizzard that crippled the Midwest and Northeast, and Irene. What’s happening, say experts, is mostly random chance or bad luck. But there is something more to it, many of them say. Man-made global warming is increasing the odds of getting a bad roll of the dice. The insurance company Munich Re calculated that in the first six months of the year there have been 98 natural disasters in the United States, about double the average of the 1990s. Even before Irene, the Federal Emergency Management Agency was on pace to obliterate the record for declared disasters issued by state. Tens of thousands of daily weather records have been broken or tied and nearly 1,000 all-time records set, with most of them heat or rain related: • Oklahoma set a record for hottest month ever in any state with July. • Washington D.C. set all-time heat records at the National Arboretum on July 23 with 105 and then broke it a week later with 106. • Houston had a record string of 24 days in August with the thermometer over 100 degrees. • Newark, N.J., set a record with 108 degrees. Tornadoes this year hit mediumsized cities such as Joplin, Mo., and Tuscaloosa, Ala. The outbreaks affected 21 states including Minnesota, Wisconsin and Massachusetts. “I think this year has really been extraordinary in terms of natural catastrophes,” said Andreas Schrast, head of catastrophic perils for Swiss Re. One of the most noticeable and troubling weather extremes was the record-high nighttime temperatures,

said Tom Karl, director of NOAA’s National Climatic Data Center. That shows that the country wasn’t cooling off at all at night, which both the human body and crops need. “These events are abnormal,” Karl said. “But it’s part of an ongoing trend we’ve seen since 1980.” Individual weather disasters so far can’t be directly attributed to global warming, but it is a factor in the magnitude and the string of many of the extremes, Karl and other climate scientists say. While the hurricanes and tornado outbreaks don’t seem to have any clear climate change connection, the heat wave and drought do, said NASA climate scientist Gavin Schmidt. This year, there’s been a Pacific Ocean climate phenomenon that changes weather patterns worldwide known as La Nina, the flip side to El Nino. La Ninas normally trigger certain extremes such as flooding in Australia and drought in Texas. But global warming has taken those events and amplified them from bad to record levels, said climate scientist Jerry Meehl at the National Center for Atmospheric Research. Judith Curry of Georgia Tech disagreed, saying that while humans are changing the climate, these extremes have happened before, pointing to the 1950s. “Sometimes it seems as if we have weather amnesia,” she said. Another factor is that people are building bigger homes and living in more vulnerable places such as coastal regions, said Swiss Re’s Schrast. Unlike last year, when many of the disasters were in poor countries such as Haiti and Pakistan, this year’s catastrophes have struck richer areas, including Australia, Japan and the United States. Copyright 2011 Associated Press. www.insurancejournal.com

Dennis Ourand is prepared for targets approaching from all sides.

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Cyber Risk Cyber Security Risks a Matter of When, Not If Targeted Risk Management Can Help Stem Losses; Municipalities Facing Budget Constraints By Stephanie K. Jones

he potential exposure of both governmental or commercial entities to network and enterprise security breaches comes down to this: It’s not a question of if, but when, and size doesn’t matter. That’s pretty much the consensus of the property/casualty insurance industry regarding cyber security risks. But there are methods that any organization can use to help prevent loss of vital information and deal with it should a breach of security occur. And they do occur. Breaches of both public and private networks during the past year alone — think Sony, the U.S. government, law enforcement sites in Arizona — have been highly publicized in the general media. The stolen data runs the gamut from immigration documents to personally

20 | INSURANCE JOURNAL-EAST REGION September 19, 2011

identifiable information to financial statements, and more. Three Types of Exposure Insurance professionals who work

with public entities and private organizations on information security risk management strategies often divide the exposures into three main groups: the risk to personally identifiable information, which could be used for identity theft; a threat to critical infrastructure; and political activism. Loss of personal and private information is the biggest security risk today, says Larry Harb, owner and CEO of IT Risk Managers, a wholesale insurance brokerage in Okemos, Mich., that specializes in technology security issues. “That’s what we’re seeing as the biggest ... exposure, the loss of personal and private information ending up in an identity theft situation,” Harb says. Such losses can occur electronically — and the exposure becomes greater as online activity increases — but they can also result from the mishandling of paper records, he adds. Larry Collins, head of E-solutions for Zurich Services Corp., says for public entities especially the main exposure “has to do with the information they Continued on pg. 22 www.insurancejournal.com

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Cyber Risk Cyber Security, continued from Pg. 20 possess from an identity theft point of view, ers for nearly a year, exposing a possible as well as from a privacy point of view.” 3.5 million state employees, and unemCities, counties and states not only have ployment insurance claimants, to potencredit card and bank account information, tial identity theft. Class action lawsuits Collins says, but they also have medical have been filed against the state, includprograms with public health records, tax ing one that seeks a $1,000 penalty for records, public employee each individual benefit and retirement infor‘The biggest exposure affected, accordmation, names and addresses is the loss of personal ing to the San of public school children, Calif.-based and private informa- Diego, and court and criminal non-profit organization that results in records, the protection of tion, Privacy Rights identity theft.’ which is often subject to fedClearinghouse. eral statutes. The Texas comptroller’s office admitted that the data was A Breach in Texas improperly posted on a public server because The cost of mitigating an incident after the agency’s own internal procedures for the fact, such as notifying privacy breach vic- handling such information were not foltims, providing credit or identity monitoring lowed. It has offered those affected a year of services to affected parties, consulting with a credit monitoring and Internet surveillance public relations firm to control reputational at no charge. damage, as well defense and settlement The comptroller’s office also said identity expenses can be exorbitant. restoration services would be offered to For instance, in April 2011, the Texas those whose personal information is misused Comptroller of Public Accounts discovered as a result of the data posting. that unencrypted data from the Teacher “Employee training is key in these cases,” Retirement Center of Texas, the Texas says Tim Stapleton, product liability prodWorkforce Commission (TWC) and the uct manager for Zurich North America Employees Retirement System of Texas had Commercial Insurance. “You can have the been posted on one of the state’s public servbest IT staff and the best IT measures in

22 | INSURANCE JOURNAL-EAST REGION September 19, 2011

place but really all it’s going to take is one employee to make a mistake and you have a privacy issue on your hands.” That’s why insurance companies, when they consider insuring governmental or commercial organizations for cyber risks, focus on the proactive risk management techniques and employee training that the entity either has in place or needs to establish. “We’re really looking at three major elements of their risk management profile around security and privacy issues. And that’s technical, administrative and physical,” Stapleton says. “And for municipalities particularly, what I’m more concerned with and probably would put more weight on in these cases is administrative and physical elements.” The Resource Problem Cash-strapped cities and counties may be tempted to reduce information security and privacy budgets because they may not be seen as essential as, say, emergency services, according to Collins. “But they’re enormously important from the point of view of preserving your own municipal IT infrastructure, as well as defending your records, which are very unique, against attacks by hackers and the like.” A 2010 study by the National Association of State Chief Information Security Officers and Deloitte consultants found that budgets and resources in the public sector lag behind those available to private sector organizations. That gap is widening, according to the 2010 Deloitte-NASCIO Cybersecurity Study. When assessing their cyber risk, organizations must consider whether they have spent their money wisely, says Michael Murphy, an underwriter for Allied World Assurance. “Have they made the investments in the appropriate individuals with the necessary Continued on pg. 24 www.insurancejournal.com

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Cyber Risk Cyber Security, continued from Pg. 22 skill sets to develop adequate network security controls and procedures to protect their information?” he asks. One of the major differences between public and private organizations is that private companies are usually more agile in their ability to assess risk quickly and allocate funds accordingly. “Governmental entities are tightly strapped as to where they put this money,” Murphy says. However, taking a “proactive stance on network security and providing the right amount of money to the right individuals in order to be able to protect the information properly,” is advisable, he adds. Continued on pg. 26

The Increasing Cost of Data Breaches

he cost of responding to data breaches is on the rise, according to a recent study. The 2010 Annual Study: U.S. Cost of a Data Breach, released in March 2011 by Symantec Corp. and privacy and information management research firm, the Ponemon Institute, found that the cost to U.S. companies of data breach incidents in 2010 rose to $214 per compromised customer record compared with $204 per record in 2009. The study, which analyzed the data breach experiences of 51 U.S. companies from 15 different industry sectors, found no indication that the rising cost of responding to data breaches is slowing. The report also found that: • Companies that responded quickly in notifying breach victims had a higher per-record cost than those that moved

24 | INSURANCE JOURNAL-EAST REGION September 19, 2011

more slowly. In 2010, companies that responded to a breach within a month after its occurrence had a per-record cost of $268, up 22 percent from 2009; companies that took longer paid $174 per record, down 11 percent. • Malicious or criminal attacks are more expensive and are increasing. • The number of breaches due to lack of compliance with a company’s security policies on the part of employees and/ or company partners rose 41 percent from 2009 to 2010. • The percentage of respondents using training and awareness programs after data breaches dropped slightly to 63 percent. Encryption, the second most implemented preventive measure, and data loss prevention (DLP) solutions have increased 17 percent since 2008.

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Cyber Risk Cyber Security, continued from Pg. 24 and the like,â&#x20AC;? he says. Having an incidence response plan in Taking the position that all are organizaplace will allow an organization to â&#x20AC;&#x153;respond tions are vulnerable and entities of any size in a timely fashion to not only protect the can be susceptible to data breach incidents, information and protect the incidence of the insurance industry has responded over a liability situation but also to protect the the past decade or so to the ever-evolving government entity from a public relations security threats that enterstandpoint. You want prising criminals and misto handle it properly It only takes one so that people know if employee making a chief makers devise. â&#x20AC;&#x153;Thatâ&#x20AC;&#x2122;s one of the things their information is lost mistake to create a about working with cyber, the government knows privacy issue. with Internet technology, about it and as quickly thereâ&#x20AC;&#x2122;s virtually no exposure as possible can let them out there that we havenâ&#x20AC;&#x2122;t been able to come know,â&#x20AC;? Murphy says. up with coverage for,â&#x20AC;? Harb says. Collins and Stapleton agree that whether The coverage can encompass everything a municipality has the money to allocate to from defense and notification costs to third proactive risk management practices comes party liability to federally mandated fines. back to budgetary issues. But Collins says The policies, however, are not standard. many carriers offer proactive risk manageâ&#x20AC;&#x153;The concept of if â&#x20AC;&#x2DC;itâ&#x20AC;&#x2122;s not excluded, itâ&#x20AC;&#x2122;s ment and employee training. coveredâ&#x20AC;&#x2122; is not true,â&#x20AC;? IT Risk Managersâ&#x20AC;&#x2122; Harb â&#x20AC;&#x153;This is what we consider pre-breach says. â&#x20AC;&#x153;In fact, this is the exact opposite. I risk management as opposed to just posttell everybody: if you want coverage for a breach measures that would be taken in the particular exposure, make sure that policy response of notification, credit monitoring

states that exposure is covered. Because if that policy states that exposure is covered then itâ&#x20AC;&#x2122;s covered. If itâ&#x20AC;&#x2122;s not stated then itâ&#x20AC;&#x2122;s in a gray area and, in most cases, itâ&#x20AC;&#x2122;s not going to be covered.â&#x20AC;? The policies â&#x20AC;&#x153;are the exact opposite of what people in the world of traditional insurance are used to dealing with,â&#x20AC;? he adds. Thatâ&#x20AC;&#x2122;s why when an organization is seeking insurance for cyber security issues, itâ&#x20AC;&#x2122;s important to deal with specialists who are familiar both with the exposures and the risk transfer mechanisms available, Harb says. â&#x20AC;&#x153;I always tell people that insurance is a risk transfer vehicle and thatâ&#x20AC;&#x2122;s all it is,â&#x20AC;? Harb says. â&#x20AC;&#x153;It doesnâ&#x20AC;&#x2122;t make the risk go away it just pays for it if thereâ&#x20AC;&#x2122;s a problem. Insurance is only a risk transfer vehicle and so from that standpoint, when I can contractually get somebody else to pay for the exposure, Iâ&#x20AC;&#x2122;d like to do that.â&#x20AC;?

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Growing Your Property Casualty Agency Be a Casual Specialist Instead of a ‘Sell Everything’ Generalist Six Informal Ways to Target Commercial Lines

here are still plenty of generalist insurance agencies around. These overly polite offices consist of accommodating professionals who earn their living by generously quoting virtually every person and business that inquires about protection. Nice guys and gals populate these classic workplaces, and as such, they are doomed to finish last. From Generalist to Specialist The “sell everything” style of agency is living on borrowed time. It’s exhausting and expensive for insurance agency personnel to prospect, fact find, and quote without self-imposed limits. Plus more focused, contemporary competitors thrive on picking off generalist accounts that align with their specialty. Just like in medicine, the real respect and serious money comes with specialization. But in our industry, we don’t call it that. Instead, we term it “target marketing” or “niche marketing” and it’s a timetested staple of commercial lines sales. Call it what you will, generalist agencies cannot instantly stop being what they are — but they can transition toward targets. And with the possible exception of small offices in small towns, they must do so in order to survive. Fortunately, there is no single path to target marketing; there are myriad ways to approach it. Target Market Vantage Points Target marketing can be tackled from multiple vantage points, including vertically, horizontally, and laterally. New commercial lines prospects can be spotted and approached individually or as members of a formal or casual group. Trade associations are formal groups that are commonly targeted by agents. But, you can be as creative www.insurancejournal.com

and inclusive as you wish. The more original your efforts, the greater your competitive advantage will be. Below are six informal groupings, viewed from the commercial producer’s perspective. Vertical marketing. This approach is target marketing, as most agents know it. It consists of manageable segments of larger industries. For instance, jewelers are a specialty segment of the retail industry and their insurance needs differ significantly from those of bookstores. Horizontal marketing. As its name implies, this type of marketing encompasses wide groups spread across multiple industries. Common examples are “Main Street” businesses and “technology” companies. Soliciting prospects within these groupings is target marketing only in the broadest sense of the term. Lateral marketing. This sideways approach involves developing a competitive advantage in the marketplace through the rearrangement of existing products or services into new and hopefully salable configurations. An example is when a producer combines standard insurance policies, along with a collection of his own value-added services, to arrive at a marketable “package policy” of his own creation. Mini-business networks. Businesses that work with others within informal mini-groups may also be targeted. A common example is a group of subcontractors who labor together on new construction and various repair/remodeling jobs. Another group is a gathering of professional advisors who routinely interact. Attorneys, accountants, and investment brokers, each with complementary specialties, might fall into this definition. Another mini-network is suppliers and buyers, such as auto parts wholesalers and a network of the gas stations, repair shops, muffler shops, etc., that

buy from them. Every business belongs to multiple mini-networks, which can open up many doors for you, once you sell just a single member. Neighborhood marketing. Proximity is also a target delimiter. It consists of businesses within a specific neighborhood, shopping mall, industrial park, office complex, etc. To gain access to the locally owned firms within each commercial neighborhood, check your files. Learn which businesses you insure within the selected structure. Ask the clients you’ve identified if you can use them as references to contact their business neighbors. Online networking. Businesses within your marketing territory that follow you on Twitter, like you on Facebook, and are connections on LinkedIn, make up your own semi-private online network. Contact selected people, primarily locals who own or manage businesses, to arrange online or in-person meetings. Shulman, CPCU, is the publisher of Agency Ideas, a subscription-only sales and marketing newsletter. He is also the author of the many tools posted on the Agency Ideas Instant Download Store. Phone: 800-724-1435. Email: alan@ agencyideas.com. Website: www.agencyideas.com.

September 19, 2011 INSURANCE JOURNAL-NATIONAL REGION | N1

NATIONAL COVERAGE

MyNewMarkets Workers’ Compensation Market Detail: Insurex (www.insurex.com) is a specialty workers’ compensation underwriter with the ability to write hundreds of classes nationwide. The program partners with top-rated national carriers with a premium range starting at just $5,000 and x-mods up to 1.80. Phone inquiries and submissions accepted, as is brokered business. Minimum premium is $2,500. Available limits: As needed Carrier: Unable to disclose, admitted States: Ariz., Calif., Colo., Mt., Idaho, Ore., N.M., Nev., and Wash. Contact: Dan McCarthy at 877-467-8739 or e-mail dan@ insurex.com

Apartments Market Detail: Agostini Wholesale Insurance (www. agostinisurplus.com) is a one stop shop for apartment needs. Coverages available include: hired and non-owned auto liability; commercial general liability; umbrella up to $10 million; property/liability packages; monoline general liability; business income available up to 32 months; employment practices liability; and special causes of loss and replacement cost. Quotes turned around within 48 hours. Available limits: As needed Carrier: Unable to disclose, admitted and non-admitted available. States: Ariz., Calif., Colo., Mt., Ore., N.M., Nev., and Wash. Contact: Steven Wasylkiw at 800-922-7283, ext. 2047 or e-mail: Steven@AgostiniSurplus.com

Jewelers Block Market Detail: Jewelers Specialty Insurance Services (JSIS Insurance) (www.jsis-ins.com) is a provider in California of jewelers block policies for retailers, wholesalers, manufacturers and specialty jewelry businesses. The company is also a members of The Jewelers Board of Trade and California Jewelers Association. Available limits: As needed Carrier: Jewelers Mutual and Lloyd’s States: Ariz., Calif. and Nev. Contact: Elizabeth Williams at 213-488-1000 or e-mail: ewilliams@jsis-ins.com

Healthcare Facilities Market Detail: Hull & Co.’s (www.hullco.com/ ftlauderdale) Stockton office has markets available for medical related accounts. Some of the classes include: home healthcare agencies; assisted living facilities; drug and alcohol rehabilitation facilities; halfway houses; hospices; outpatient counseling; surgery centers any many more. All lines of coverage available including: general liability, professional liability, property, excess, and third party theft. Low minimum premiums and deductibles are available. Available limits: Minimum $1 million, max $3 million N2 | INSURANCE JOURNAL-NATIONAL REGION September 19, 2011

Carrier: Various, non-admitted States: All states except Alaska Contact: Jeff Case at 800-678-4855 or e-mail: jcase@hullco.com

Workers’ Compensation Market Detail: The Comp Solutions Network (www.compsolutionsnetwork.com) offers: monoline workers’ compensation and non-subscriber programs for Texas employers. Phone inquiries and brokered business are accepted. Minimum premiums start at $250 Available limits: Minimum $500,000, maximum $10 million Carrier: Workers comp: ACE, American Alternative, Amerisafe, AmTrust, BHHC, Chartis, Dallas National,

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www.mynewmarkets.com General Casualty, Great Midwest, Guard, Markel, MidWest, Old Glory, Praetorian, Republic Indemnity, Service Lloyds, Southern Vanguard, OneBeacon, Texas Mutual, and Texas Builders. Non-subscribers: Berkley, Great American, Lexington, North American Capacity, Republic Vanguard, Service Lloyds, and US Specialty. States: All states Contact: Dianne Favro at 800-256-8035 or e-mail: diannef@ compsolutionsnetwork.com

Physical Damage Market Detail: International Transportation & Marine Agency (ITMA) (www.itmagency.com) offers physical damage insurance, often referred to as collision coverage. Policy pays to fix or replace damaged vehicles. ITMA specializes in writing commercial automobile physical damage coverage primarily for local and long-haul trucking, taxicabs, limos and special automobile risks. Available limits: As needed Carrier: Unable to disclose States: All states except D.C. Contact: Horrace Greene at 480-556-0200 or e-mail: info@ itmagency.com www.insurancejournal.com

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SPOTLIGHT

Professional Liability E&O Insights: Advising Clients on Coverage Needs When Children Leave the Nest

ith the college year again upon us, there is a good chance your agency has some clients whose children are heading off to school. Not only is this typically a busy time, it can also be an emotional time for all parties. As a result, it is probably accurate that the various applicable insurance implications are fairly low on the By Curtis Pearsall list of what’s on your clients’ minds. There is also the possibility that the children have graduated from college, moved away from home and now have a new permanent address. One of the first things parents might do is to contact the agency and ask that the child be taken off the parents’ coverage. Does this create some insurance issues that need to be dealt with?

Of course … so let’s take a look at both of the above scenarios. Homeowners and Inland Marine When children head off to college, coverage under the homeowners policy should apply as long as the kids were residents of the household. However, it is important to check the policy in a couple of areas. Territory. Does coverage apply worldwide or are there some territorial restrictions? What if the child is going overseas? Limit. Is the limit for coverage offpremises sufficient to cover the value of the belongings? What if they are living in an apartment as opposed to a dorm — does this make a difference? Unfortunately, accidents, fires, etc., do occur, and the results can be signifi-

N6 | INSURANCE JOURNAL-NATIONAL REGION September 19, 2011

cant. Perils insured against. If the child is going to have a laptop, musical instrument or some other valuables at school, does coverage include perils such as breakage? A full-time student vs. a part-time student. Does this make a difference how coverage applies? Automobiles There is no doubt the issue of a student taking their car to college has resulted in some errors and omissions claims activity. Plus, there are some potential issues even when the child does not take the car to college. If they do take the car to college, it is definitely wise to advise your customers that they should contact the agency so the carrier can be notified. This is especially an issue if the “college garaging” rate is higher than the “home garaging” rate. This can — and probably will — result in an additional premium, which may be the reason some customers are reluctant to advise you. However, some states may rule this is misrepresentation or concealment. Therefore, it is important that you advise your customers proactively. If or when they contact your agency to discuss the issue, tell them that without this notification you are not confident a liability or physical damage claim will be honored. Another concern happens when customers take their child off the auto policy when the child goes to school without the car. While this can save the parents some significant premium, there are some definite dangers. What if the college student drives someone else’s car at college? What www.insurancejournal.com

about when they come home for the holidays and the parents forget to contact the agency to put them back on the policy? Is there coverage if the child drives the car? There are no guarantees here. Promoting and participating in this approach has significant potential for something to fall through the cracks. When a child graduates from college and

should ask the client is, “Does your child know you are taking them off your insurance and have they secured coverage elsewhere?” In some cases, the parent might comment that they don’t care or it isn’t their problem. However, it is their problem and it can definitely be your problem if an uninsured loss occurs. Obviously, you want to document: 1) that you asked the question, and 2) what the client’s answer was. It would be prudent to send the customer an e-mail or letter with documentation of this conversation. There could be a variety of coverages that apply, so be specific with the discussion. Review each coverage — homeowners, auto, inland marine, umbrella, etc. — to ensure the customer realizes the impact of their request and the potential impact on their son or daughter if something happened.

When children leave the home significant insurance implications develop. leaves the nest to pursue a career, oftentimes the first thing the parents do is contact the insurance agency and advise them to take the child off their policies. If this occurs at your agency, the first question your staff

Educate Customers and Staff When your customer’s son or daughter leaves home, whether temporarily or permanently, there are significant insurance implications if things are not handled carefully. Educate your customer on the various issues. Sending a letter to your customers advising them to contact the agency if their child is going away to college would be great protection if an E&O claim ever developed. Consider posting the necessary information on your Web site. Also, don’t forget to educate your staff on this issue so that when customers call with various questions on how to handle coverage needs, your employees are able to respond in a clear, concise and consistent manner. Pearsall, CPCU, ARM, is president of Pearsall Associates Inc., a risk management consulting firm specializing helping agents protect themselves. He is also a special consultant to the Utica National Agents E&O program. Phone: 315-768- 1534. E-mail: curtis@pearsallassociates.com.

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September 19, 2011 INSURANCE JOURNAL-NATIONAL REGION | N7

SPECIAL REPORT

The Votes Are In...

Salaries and Benefits Lead but Quality of People and Relationships Win Votes, Too

THE WINNERS Overall Chapman, Pasadena, Calif. East Bell & Hudson, Belchertown, Mass. South Central HARCO Insurance Services, Houston, Texas Southeast Holder Insurance Agency, Ocala, Fla. Midwest Berends Hendricks Stuit, Grandville, Mich. , West Insurance Center Associates, San Pedro, Calif. Other Finalists Ammerman Insurance Agency, Leesburg, Fla. The Graham Co., Philadelphia, Pa. Mesirow Financial, Chicago, Ill. Herbie Wiles Insurance, St. Augustine, Fla. Pathfinder LL&D Insurance Group, Houston, Texas Confie Seguros / Freeway Insurance, Cypress, Calif. McGriff-Williams Insurance, Gainesville, Fla. TWG Insurance, Irving, Texas

By Lori Widmer

he results are in from the 2011 Best Independent Insurance Agency to Work For survey by Insurance Journal. The owners of the Best Agencies to Work For in 2011 highlight different programs or benefits depending upon their employee needs, their community, agency history, resources, even their own personalities and styles. However, it is clear that it’s not all about benefits and programs; it’s also about people and relationships. Employees of the winning agencies cite high personal job satisfaction; rate their relationships with their immediate boss or supervisor as positive; and express a high opinion of their agency’s owner or principals. Many employees are grateful the best agency owners support local communities through charitable efforts and community outreach. Even as business slowed, they continued to give back and to provide avenues for employees to participate in community service. Employees take pride in working for agencies that are respected in their communities. Employees also appreciate the generosity of their agency owners in sharing revenues in the form of bonuses and trips. The best agencies also provide ways to help their employees grow — by giving them the tools and technology they need, and supporting them with education, training, annual and bi-annual performance reviews and, in some cases, mentors. The survey results clearly show employees value this support. As expected, the winning agencies score high for overall employee benefits including wellness programs and for working conditions including flex-time and alternative schedules that allow employees to work from home. The best agencies to work for also provide employees with a strong sense of work-life balance, and deliver a workplace environment where employees feel supported wholeheartedly by management and their peers. Insurance Journal wishes to thank the many customer service representatives, account executives, producers, managers and other agency staff who took the time to nominate their independent insurance agency in this year’s survey.

N8 | INSURANCE JOURNAL-NATIONAL REGION September 19, 2011

www.insurancejournal.com

Best Agency to Work For - Overall

his year’s theme: communication. This year’s book: Crucial Conversations. The implementation: a reading and discussion group among management and employees. The goal: to find ways to communicate better with clients, peers and family. The company that reads together, stays together. It may sound like a strange philosophy, but it is just one part of normal operations at Chapman, located in Pasadena, Calif., this year’s Best Agency to Work For. One hour a week, Chapman staff joins forces to read and discuss book contents and decide how to apply what they’ve read to making their business better. It must be working. A MarshBerry survey named Chapman winner of the MarshBerry Performance Award last year for having the agency whose average revenue per employee is the highest in the nation. That’s a fact that the company’s president Greg Chapman says stems from the people they have in place. As awards go (and the company has many), Chapman says of this one: “This is way more gratifying. We didn’t set out to win an award; we set out to create a culture and an environment where people feel valued.” The Chapman culture is one designed to foster a sense of the whole person. Aside from the career training and licensure, there are meditation classes, stress management classes, and the Chapman Fit Club led by fitness and nutrition experts. Also, the company has implemented a 50/50 telecommuting arrangement in which half the staff shows up on odd days and the other half shows up on even days. Productivity has increased and the overall morale has increased thanks to cutting out two hours of commute time each day an employee works from home, Chapman says. That poses an interesting dilemma in that half the staff doesn’t see each other much. They plan group events. In fact, the award is yet another reason for Chapman to bring the team together. Greg says they’re planning an office outing to celebrate. The company was founded in 1973 by Tom Chapman, Greg’s father, and Greg joined just over 10 years ago. The company then had six employees. Today, it’s grown to 50 employees. Revenue was just over $1 million when Greg took the helm. Today, it’s over $14 million. I was extremely fortunate to come into an organization with an exemplary reputawww.insurancejournal.com

Pasadena, California

Chapman

Top (left to right): Terry Chapman, founder; Melissa Cerny, chief operating officer, property/casualty; Tim DePriest, senior vice president. Bottom (left to right): Valli Bowman, chief operating officer, life/health; Greg Chapman, agency owner and president.

tion.” He praises his father’s legacy and his feat of handing over to him a company with no debt. The company is still 90 percent property/ casualty. The growth engine currently is employee benefits, which has added $1.5 million in new revenue in the last year. Mergers and acquisitions have been considered, which Chapman calls a good exercise, but so far none have made sense because of the potential impact on the culture. “We’re willing to sacrifice growth to maintain the culture. That’s been hard, but every acquisition considered has been a learning experience. We’ve always gained something from it.” That culture is one of education and selfimprovement. Chapman says his company trains each person in that culture, which is merit-based and limitless in terms of professional achievement. Everyone at Chapman has opportunity. Receptionists have become senior account executives, for example. There’s technical training, but also plenty of personal and cultural training. Chapman says today’s environment requires a more consultative approach. Account executives, he says, are no longer reactive order takers, but are now trained to counsel customers

and make sure they have the training and products in place to adequately protect them. That doesn’t mean employees don’t work hard. You don’t get top performance awards otherwise, and Chapman people are put through a rigorous auditing process each month, complete with what Chapman calls the Chapman Satisfaction Index score. That score shows employees exactly where they are in terms of earnings and raises. As for his own management style, Chapman brought in people that shore up his own shortcomings. “I hire people to do what they like to do, and I get out of their way. You have to hire people who are smarter than you.” To Chapman, success is a simple formula — get the right people and empower them to do great things and inspire them. “I get a rush seeing people succeed. My job is to set everybody up to win, support them when I need to, but mainly just get out of their way.” The bottom line for Chapman: “Our people like to work here, and that bleeds through to our clients and shows up in our retention and growth rate.”

September 19, 2011 INSURANCE JOURNAL-NATIONAL REGION | N9

SPECIAL REPORT

The Votes Are In... Best Agency to Work For - East Belchertown, Mass.

Agents. Bell & Hudson has been around a while — since the Civil War, in fact. Frederick Taylor, a cloth manufacturer, wanted to safeguard his property, so he established an insurance business. It was purchased in 1913 ur boss is the bomb,” says Michelle by George Bell, who then brought in a partTetrault, her voice barely above ner, Byron Hudson, in the 1930s. a whisper as if she’s afraid of revealing a Today, Bell & Hudson is an independent closely guarded secret. “They broke the mold with him. He’s a giving person, and family is agency that produces $7.5 million in premium volume. A number of current customers always first. It’s an incredible environment are descendents of the company’s original to work in.” customers. The agency has about 65 percent That boss, James Phaneuf, has created personal lines and 35 percent commercial. an atmosphere at Bell & Hudson Insurance Mergers are not a common part of busiAgency that employees rave about. “The environment here is that of an extended fam- ness for Phaneuf and crew. In fact, much ily. We all watch over one another,” said one of the business growth comes via organic means. However, Phaneuf says they’re open employee. to the possibility. “This is a time when a lot Tetrault spoke to Insurance Journal folof smaller agencies are looking for partners. lowing Hurricane Irene’s descent on the We’re exploring opportunities.” east coast. Bell & Hudson, situated in One opportunity the company did take Belchertown, Mass., had spent days bracing for the storm and preparing for an onslaught advantage of was to join an aggregator orgaof property claims from the storm. The team nization, Insurance Services of New England of 14 employees protected their own homes, (ISNE). Phaneuf believes the expanded products and resources and access to markets enhances the agency’s offerings while allowing Bell & Hudson to remain independent. It also helped to secure more business with major carriers. “Insurance companies like dealing with big agencies. Now Front (left to right): Donna Tilton, Chrissy Boulais, Candace McNeaney, Beth Gouin, Jeanne when we go in Boulais, Lisa Desroches, Chris Wallin. Back (left to right): Suzanne Shaw, Trisha Krafchuk, Jim with the comPhaneuf, Matt Phaneuf, Erin Hebert, Michelle Tetrault. Not shown: Mike Phaneuf. bined premium then returned to the office. “This is when our volume of 30 agencies, we have some clout.” Another area of clout — staff education. customers need us,” says Tetrault. Such dedication in the face of an impend- Phaneuf says all of the staff is involved in some form of continuing education. But he’s ing storm is not only admirable, but the quick to add that the climate at work is not backbone of why the agency has received all serious. “We’re trying to create an atmothe award as well as a Five Star Rating by sphere where people can come to work and the Massachusetts Association of Insurance

Bell & Hudson “O

N10 | INSURANCE JOURNAL-NATIONAL REGION September 19, 2011

not just do a good job, but have a good time. You spend a third of your living hours in the office. If you can’t be happy at work, you really need to change what you’re doing.” It must be working. The nomination for this award came at a particularly trying time for the employees. “Normally, I give raises on July first,” says Phaneuf. “I didn’t do that this year because it’s been a challenging year from a profit sharing point of view, and there’s some uncertainties in the marketplace. To do that and then a month later to have people answer a survey that says nice things about you — that makes it even better.” The company brochure says “We don’t just make our living here — we make our lives here.” That motto plays out in how the agency gives back to the community. One particular fundraiser — the Putt-a-thon for the Jimmy Fund — was suggested by the agency about eight years ago. The miniature golf tournament wasn’t embraced at first by the Dana Farber Cancer Institute, but the agency convinced them to let them try. To date, that one event has raised over $300,000. Employees embrace that same can-do attitude. “I’m so proud of our agency for its community involvement,” says one employee. “Also when a claim arises, I’m so proud how our agency steps up and helps our customers.” Phaneuf is proud of his team and their professionalism, which he believes brings customers back. “We deal with people a lot of times when they’re not happy. They’ve had a fire or an accident or gone through a hurricane. We’re not always dealing with people when they’re at their best. It takes a special person to be able to do that and turn it into a positive experience for them.” There are no heroes or standouts, and that’s by design. “It’s a lot of ‘we’,” says Phaneuf. “People are happy here.” Very happy, it would seem. His employees often receive offers from other agencies trying to woo them away. Invariably, they tell their boss, who thinks this award will help reduce those calls. Little chance of anyone pulling these employees away from their boss. As one nominee stated “Our work environment is wonderful.” www.insurancejournal.com

Best Agency to Work For - South Central Houston, Texas

HARCO Insurance Services “W

e already knew we were the best place to work. We just wanted to let everyone else know, too.” Gerri Rougeau is echoing what she and her team of 24 staff, 8 producers, and three managers already know. Houston-based HARCO Insurance Services is one great place to be. It’s not because the entire office was treated to a Mexican cruise for completing a six-month project within four months. That came from hard work and determination on the part of everyone in the office. It’s more than likely the product of a number of factors — from the family-style business atmosphere to the level of commitment exhibited in all employees. But make no mistake — HARCO is a cohesive, hardworking group that pulls together without hesitation. Rougeau, the agency’s vice president, and her team were completing a computer conversion of files coming in from a new acquisition — a small family agency with 1,000 customers whose owner was ready for someone else to take over the administrative part. She referred to the file system conversion as a search-and-rescue effort, but despite the technical headaches, the acquisition has gone well. “It’s such a sense of accomplishment because you know all the challenges and we conquered it. The HARCO Swat Team has come in and rescued the project,” she says. She’s not kidding. The agency has set up exactly that — a swat team approach to challenges that the firm faces. Everything from acquisitions to getting behind on renewals is cause for the company to hold a Swat Team Saturday, as Rougeau calls it, to help lighten the load and get the job done. That means giving up time off sometimes. But Rougeau says those that can show up do. “In this acquisition, we had 100 percent participation. They were here. The same goes if someone gets sick or there’s an illness or death. Our group pulls together.” The company is actually two companies — HARCO Insurance Services, which is www.insurancejournal.com

the property/casualty side, and HARCO Financial Services, which sells benefits and health products. The insurance agency was founded in 1969 by Willis J. Hargrave Jr. Rougeau worked with Hargrave since 1970. Hargrave’s son Josh joined the firm in 1985, and together Josh and Gerri acquired ownership in the agency in 2000. Throughout the years, the company has managed over 30 acquisitions from oneperson shops to small agencies. The company is at $35 million in premium production and revenue is over $5 million.“We’ve grown a lot,” says The HARCO team. Rougeau. “One of the things we like about acquisitions is our staff is very good at account rounding — account development. What we look for is an agency that doesn’t do a good job at that. That’s our claim to fame. That’s how we make our money.” The last five or six years, however, acquisition possibilities are in short supply. Rougeau says it’s because of the growth requirements that companies have put on all agents. “Every agent around is looking for the opportunity to buy somebody or merge with somebody. Some of the smaller agents are being squeezed out because of companies demanding more and more.” Their best selling point is to offer relief of the administrative side, says Rougeau. Our industry has changed a lot, and it’s evolving very differently. Some of the smaller agencies don’t keep up with the automation and technology part of it. We’re a good fit for them.”

That’s not to say all who apply are accepted. The team at HARCO vets each potential acquisition to ensure the cultures mesh. The well-being of the client is also an indicator of the fit. “We put the client first, so you can tell just in conversation how they feel about their clients, companies and relationships. We do a lot of homework.” The reason: they’ve made mistakes, ones that Rougeau says were tough to separate from. Those mistakes are in the past, and Rougeau and company are much better at

recognizing the traits that make an agency a good fit. So is HARCO. All acquired customers get two letters post-acquisition — one comes from the originating agency explaining the acquisition and the promise of no disruption in service. The other comes from HARCO welcoming them to their family and inviting them to visit the office and meet the staff. Also, the original owners and producers are encouraged to stay on board. “When the owner or producer stay with the agency, our retention rates are very high. Customers don’t feel abandoned.” Staff retention is high, as well. Most of the staff has been with the company five years or more, with some employees 20+ year veterans. That’s what makes this award — one from the employees — so special. “It’s for them,” says Rougeau. “Without them, there is no HARCO.”

September 19, 2011 INSURANCE JOURNAL-NATIONAL REGION | N11

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The Votes Are In... Best Agency to Work For - Southeast Ocala, Fla.

Holder Insurance Agency T

Holder herself is part of the whole, and all work toward the common goal. That team has been with Holder for a long time with little turnover. Their dedication to the agency shows in the comments they included on the nomination form. One of the agency’s employees said this about the agency: “There is never a time we are made to feel bad for being out of the office for any reason. It’s a wonderful environment.” Holder’s agency opened its doors in 1994. Prior to that, Holder manBack (left to right): Shana Long, Mary Grice, Dennis Watson, Jessica McCubbin, Stacy Barr and aged a benefits Missy Ridgway. Front (left to right): Kathy Putnam, Diana Holder, Sheryl Holland book of business since 1991. Now in its 17th year, the benefits because they nominated the agency without agency has built a benefits business of over telling their boss — owner Diana Holder. $40 million. Sheryl Holland, the agency’s office manager, With just nine employees including explained in hushed tones that the office was thrilled with the award, so much so that Holder herself, the agency has also increased its property/casualty business to an impresthey were going to announce the award to sive $5 million. The agency portfolio includes their boss as a team. small and mid-sized businesses, contractors, The covert activities culminated in a surretailers, professionals, and healthcare cliprise gathering in the office later that Friday ents. afternoon telling Holder of the award, one Holder is no stranger to managing or runshe and her staff earned together. A choconing a business effectively. She managed an late cake and a round of drinks later, the shock is still with Holder. “I’m humbled,” she agency in 1991 and then became owner in 1994. Her agency now offers health insurance says. “I was short on words, which was suradvice and consultation, which she says has prising to them.” Holder laughs, then adds more seriously, “I was in complete shock that become much more challenging amid the national healthcare reform legislation. they would take the time to do that.” The company has not had any significant Listening to both Holder and her employmergers or acquisitions, so all growth has ees, it’s easy to see what it is that differenbeen organic. Holder says the growth came tiates Holder Insurance Agency, based in mainly from cross-selling opportunities, Ocala, Fla., from other nominees — teamplus there’s been plenty of growth thanks to work. Everyone from the employees to he day Holder Insurance Agency employees found out its firm was named Southeast winner of Insurance Journal’s annual Best Agencies to Work For award, they were whispering and conspiring. That’s

N12 | INSURANCE JOURNAL-NATIONAL REGION September 19, 2011

referral business, which is “nicer than people just shopping premium.” “We trying to focus on keeping our clients happy and developing solid relationships.” As personalities go, Diana Holder couldn’t be more outgoing and good natured. She sings her way into the office in the morning and treats her staff like family. “It’s really important to me to make sure to support one another and be there for each other,” Holder says. Having a family of her own has made Holder appreciate the tough choices employees have to make in order to be a dedicated spouse and a parent as well as a reliable employee. As she says, things happen that are out of one’s control, and what’s needed are fewer restrictions on employees and more understanding of real-life situations. “I’ve tried for years to provide an environment where people understand I can relate to their personal circumstances and their needs with their families. I’ve been a working mom my whole life. My family is number one,” Holder says. Not every day has been stellar, as Holder herself admits. The agency is prone to the same stresses and business issues of any other office. Lately, with customers trimming budgets and healthcare reform to unravel, Holder says there’s more stress on the agency to perform, stay up-to-date, and remain positive for both employees and customers. “I wouldn’t be able to accomplish what I do if I weren’t surrounded by a great group of people,” she says. “They’re all working super hard, especially in this environment we’re in right now.” When asked what the award means to her, Holder says “It’s recognition for hard work and for providing a team environment. It means a lot from the standpoint that it’s recognition that we’re working so well together and we’re working hard as a team. It says a lot about the group as a whole, not just me. I feel really blessed to have them on my team and be a part of that.” She’s just as excited for her team. “It gave them a huge reward to know that what they had to say meant something.” www.insurancejournal.com

Best Agency to Work For - Midwest Grandville, Michigan

Berends Hendricks Stuit T

om Stuit is surprised. He’s surprised that his employees could keep the nomination of his agency, Berends Hendricks Stuit, a secret from him, and that 35 of the 110 employees took the time to rate the agency. Those employees helped the agency garner the award for Best Agency to Work For in the Midwest. He says about his team: “It’s an affirmation of what we’ve tried to create here, and that’s an organization built around a bunch of good people. We’re all stakeholders.” To Stuit, partner at the agency, it’s all about having a great team and great people. The reasons the Berends Hendricks Stuit team is so strong — the hiring process and the focus on the people who work there. As hiring processes go, the Michigan-based agency has one of the more exacting methods. First there are the series of interviews with the candidate. Then the candidate is tested. Using a testing service that the company has built a 20-plus year relationship with, the agency screens the candidate to make sure the job fits the person. “In addition to our responses and thoughts from the interview process, do they have the skills necessary for the particular job? If you have a technical person who’s sitting in a position that requires a lot of customer contact, that may not be the right position. You need the right balance of detail orientation, energy, empathy, and communications skills.” “We all have different gifts,” says Stuit. Once the candidate is matched to the right job, the agency commits. “Once we make that commitment, we’re pretty strong about keeping it.” As a result, the agency sees little employee turnover. Part of that could be the agency’s process of giving two reviews per year to every employee. Every April and October, the staff sit down with management and have conversations about the company, the financial successes, and the employees’ perwww.insurancejournal.com

Since 1985, there were a few smaller acquisitions, but the majority of the company’s growth has been organic. The heyday of growth came in the late 90s and early 2000s. It’s slowed recently, but the agency is still on an upward trend. “We’ve grown every year we’ve been in existence,” says Stuit. “We’ve always increased our revenue.” Part of that success is because the company focuses on what Stuit calls its bread-andbutter core business, which is insurance. “We don’t go off on tangents,” Stuit says. “We won’t do other things, and we’re careful about what we consider.” Currently, the company is looking at a perpetuation plan. All three primary shareholders are in their early 50s, with Stuit being 60 years old. Throughout the process, Stuit says the staff knows that the goal is for them to remain independent. “We have a lot of people invested in our organization,” he says. That focus on the team is apparent in what the company offers employees. There is a generous retirement plan, and an 8 percent profit sharing in addition to a generous 401(k) match. “We have foregone sometimes some of our bonuses in order to get a nice investment

formance. “It’s a chance to share where the agency is, to share our financial successes, to talk about educational opportunities, and we do look at where their book is in relationship to others,” says Stuit. He says the goal is to get employees to where they’re “comfortably challenged” by their workload. Compensation is based on the amount of work each person can handle. “We have some who can handle a large book and some who can handle a medium book. That’s okay. As long as they do it well. We don’t want to push people beyond their capacity.” Why two reviews annually instead of one? “Because our people are our most valuable asset,” says Stuit matter-of-factly. “It’s all about the people. If you have good people, it happens. That’s the skill the owners bring to the table — hiring the right people. To take 15 minutes to half an hour with every employee twice a year, what’s the big deal? They’re working for us eight hours a day, five days a week.” That’s important to the independent agency, which has annual revenue of $15.5 million. The growth has been consistent since the agency’s genesis, and Stuit says it’s due to the people who commit to doing their best to make it grow. The company began in 1939 as a family agency run (Left to right) Jerry Niewiek, Thomas Stuit, Steve Olson by two families. in our retirement plan,” says Stuit. When Stuit joined 34 years ago, he was one “We have responsibilities to more than just of five employees. In 1985, the merger with ourselves,” he adds. “There are a whole bunch Hendricks Mayer and Berends Stuit created of families involved in this operation. They’re the agency’s current structure, which is one all dependent on us. If we do well, we’ll all of the largest independent agencies in the do well.” west Michigan area. September 19, 2011 INSURANCE JOURNAL-NATIONAL REGION | N13

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The Votes Are In... Best Agency to Work For - West San Pedro and Torrance, California

Insurance Center Associates I

“My employer is the most generous t was 8:30 a.m. Pacific Time on a Friday and Mike Randles was in his office. While employer I’ve ever had,” says another employee. “He really cares about his staff, that may sound like any other insurance agency president’s usual day, Randles wasn’t and shares his wealth with his employees.” Nice words that echo the values and environment that Randles has promoted and practiced with all 12 people in the organization. Part of that reason is how Randles treats his people. “We treat them with respect, we value their opinions, and in the end, we share. If we Front (left to right): Brigette Porter, Sara Lopez, Michael Randles, Sandra Arambula. are able to make Back (left to right): Linda Goodyear, Michael Leone, Melodie Wadman-Sidoti, Hershell Mann, our bonuses, we Brien McElhoes, Kathy Canto, Patricia Cantu, Lori Gasser. share that with our staff, including incentives and trips, to supposed to be there. It was the middle of show that we really do value them.” his vacation week. And he’s laughing. The value is played out in the way the Randles got the news via text message. It read: “Check your e-mail!” In that e-mail was wealth is spread. Employees receive monthly and quarterly bonuses. Carrier bonuses are word that his company, Insurance Center split and shared among employees. Profits Associates, had won the award for Best are shared at the end of the year. Since the Agency to Work For in the West. That news was heartwarming to Randles. business is split between two offices — San “It validates the things we’re doing are right.” Pedro and Torrance, Calif. — Randles makes a concerted effort to promote harmony Randles is an unassuming leader with a positive attitude, a self-deprecating manager through outings and events, including families. Some past events include a suite rental who passes his own accomplishments off as team wins. Using plenty of “we” in every at Angels Stadium. Why families, too? “We’re open in our one sentence, he makes sure credit goes to those office on Saturday, and everyone is assigned around him. some time on a Saturday,” he says. “I want The staff has noticed, too. Here’s what to make sure we appreciate the families, as that team has to say about their leader: “Working with Insurance Center Associates well.” The agency opened its doors back in 1933. is like having a second family,” says one employee. “Everyone here has a great person- In 1960, it became incorporated. Thirty years ality and a positive attitude for business and ago, Randles came on board, and he’s overseeing just over $2 million in revenue. Last life.” N14 | INSURANCE JOURNAL-NATIONAL REGION September 19, 2011

year, the company celebrated its 50th anniversary since the incorporation. The celebration was an unexpected one, too. Half the staff who were with the agency less than 20 years went to Paris Las Vegas. The rest of the staff — Paris, France. “The goals for that were pretty high,” Randles explains. His staff had to grow both policies in force and premium, plus make goals and bonuses with at least three main carriers. Besides the Paris trips, the entire office has earned trips to San Francisco, Seattle, and Hawaii. Hitting those goals seems easier with Randles at the helm. One staffer commented: “Mr. Randles ... anticipated the recession and the strategies he implemented have allowed us to be relatively unaffected and continue to prosper.” Randles is modest when hearing such praise. “We’re acting ahead instead of reacting. We try to anticipate. We’ve been lucky enough to get it right,” he says with a laugh. “We’ve done things ahead of when other agencies have done them. Sometimes it’s a little bit of bleeding edge as well as leading, but I think that kind of thing has set us aside and prepared us for when we hit a blip.” What sets them apart — the people. “They believe in our agency, they believe in me, they believe in each other,” Randles says. “That’s what sets us apart. That gives us incredible customer service.” It shows. Over 60 percent of the agency’s new business comes from referrals. It’s a feat Randles says came from seeing the need long before the competition did. “A lot of agencies now are saying they’re going to give away gift cards and things like that. We’ve been doing it for five years.” “Some of it is being willing to take a chance and forge ahead,” he adds. “The nice thing is we have really good buy-in. I can’t do it by myself. The credit goes back to the employees. If they didn’t give and buy-in and become a team, we wouldn’t succeed.” It’s also in how he positions the company as a resource for his customers. Even on the agency’s Web site, all the staff are shown; not just the management. “Everyone’s important,” he says. “They’re more important that I am.” www.insurancejournal.com

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Closer Look

How to Recruit for the Perfect Culture Fit Positive Work Environments Generate Lower Turnover Rates, Higher Employee Productivity

By Dave Coons

ometimes a candidate is perfect on paper but turns out to be completely wrong for the position. As the saying goes, you can’t fit a square peg in a round hole. Recruiting for a “culture fit” is a hot topic for hiring managers and human resources. What does it really mean and how do you ensure that an employee will fit in with the culture of the organization? Before you can truly answer that question, you must take an honest look at your company’s environment. Define Your Company Culture The term “company culture” is an all-encompassing term. Thus, it is not fair to assign a www.insurancejournal.com

one-size-fits-all definition. The factors contributing to company culture can include management techniques, shared values, work ethics, compensation and benefit strategies, retention and motivation programs, and unique character. That is a lot to consider. Common sense says to start with your core values and mission and vision statements. The organization’s core values should serve as guidelines for proper office etiquette and work ethic. If something seems to be missing, it is not too late to make an adjustment. Company culture is evolutionary. Another significant factor lies in your retention and employee engagement strategy. The way employee satisfaction is managed speaks volumes and contributes to the overall morale of the office. Low employee morale makes for a highly undesirable company culture. Perhaps the best indicator of company culture just comes

down to your current workforce and team dynamics. This includes all of the unspoken rules regarding how people interact and how business gets done. Do not be mistaken: company culture does not mean everyone acts the same. Diverse opinions, communication styles and personalities collaborating to achieve one common goal are what contribute to an effective and successful business environment. Employees learn and evolve by working together. The outcome is your own unique company culture. How to Recruit for a Fit Of course, selecting the ideal candidate is not only about cultural fit. Equally important is the candidate’s knowledge, experience and ability to get the job done. Hiring managers must strike a balance between the skills necessary for the position and how that person will fit in with the existing team.

When so many factors contribute to company culture, recruiting for a cultural fit seems like quite the task. Don’t be overwhelmed; there are a few useful tactics to ensure you are selecting the right individual. Before the candidate selection process even begins, look at the role and position description from a different angle. What qualities does the incumbent need to possess in order to keep the work flow efficient and achieve productivity goals? In what capacity will this person be working with co-workers or customers? To what degree will this professional need to drive work processes or motivate other employees? The answers to these questions should give you a better picture of the traits and communication style your new hire needs to possess in order to be successful. During the interview stage, make sure you are digging continued on page N16

September 19, 2011 INSURANCE JOURNAL-NATIONAL REGION | N15

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How to Recruit, continued from page N15

ues? Company culture is evolutionary, and deep with the right questions. Employ the behavioral interview method to uncover past there will be natural variances as an organization changes. An organization’s leadership behavior and predict future behavior. Find holds the responsibility to drive company out about candidates’ demeanors, including culture. Anyone in a supervisory role has the how they act under pressure and with coimportant task of being “in tune” with the workers. organization’s It is always vision and its a good idea to Diverse opinions, communication current realincorporate styles and personalities create an ity. Of course, peer intereveryone will views. During effective and successful business not be happy the interview all of the process, invite environment. time; but you those that can make sure that you are fostering an enviwill work closely with the new hire to step ronment where everyone feels comfortable in and meet each candidate. Pay attention and respected. to their feedback. While the peer interview Employee retention strategies play right should not be the deciding factor, it offers into company culture. A good gauge of comkey insights that the hiring manager should pany culture is how proud employees are to consider and that may play an important be part of the organization. An employee’s role in the team’s dynamic perceived value to the organization has a direct impact on work ethic, career developFostering the Right Environment ment and a sense of company pride. How do you foster an environment that Retain employees that exemplify the comcontinually upholds important cultural val-

we don’t just provide

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pany culture by maintaining a strong career development program. Understand each employee’s career goals and create individual development plans. By giving employees ownership of the process, they will have a greater sense of their value to the organization. By offering opportunities for advancement, you are also building your leadership capacity. As employees grow with the company, they will further the values most important to the company. Company culture is fluid. As new hires integrate with seasoned employees, there are bound to be slight changes. Remember, the key is to maintain a unique balance between all of the factors contributing to a successful environment. Enjoy the many benefits that come with fostering a positive work culture, including reduced turnover and a high productivity workforce! Coons is senior vice president of the Jacobson Group, a provider of talent to the insurance industry. Phone: 800466-1578. E-mail: dcoons@jacobsononline.com.

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News&Markets Customer Satisfaction with Home Insurers Improves, Says J.D. Powers

ustomer satisfaction with homeowners insurance companies this year is up from 2010, but still remains below levels achieved in 2009. Overall satisfaction with homeowners insurance companies averages 769 in 2011 — improving by 19 points from 2010, according to the J.D. Power and Associates 2011 U.S. National Homeowners Insurance Study. The study examines five factors: policy offerings; price; billing and payment; interaction; and claims. While satisfaction has improved in all five factors from 2010, the greatest gain occurs in the interaction factor. While customer satisfaction with homeowners insurance companies rebounded from 2010, it still remains below levels achieved in 2009. Among homeowners insurance customers, those who bundle more than one policy with their insurer are

notably more satisfied with price than customers who do not bundle policies. Among homeowners insurance policyholders, those with flood insurance tend to be significantly less satisfied with their policy coverage, compared with policyholders who opt not to carry it, according to the 2011 survey. Fewer than one in 10 homeowners insurance customers in New England and the Mid-Atlantic states report carrying flood insurance prior to Hurricane Irene. A higher proportion of policyholders in the Gulf states — more than 25 percent — carry flood

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N18 | INSURANCE JOURNAL-NATIONAL REGION September 19, 2011

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coverage either through their homeowners insurance company, state flood plans or another provider. Among homeowners who carry flood insurance, overall satisfaction with their homeowners insurance company averages 735 on a 1,000-point scale in 2011. In comparison, satisfaction among homeowners with earthquake insurance coverage averages 766. “So far, 2011 has been a tough year for the property insurance industry due to the occurrence of multiple natural catastrophes — ranging from tornadoes in the southern U.S. in the spring, to massive flooding in the Midwest, to the recent earthquake on the East Coast, followed by Hurricane Irene — which have driven home the necessity among many U.S. consumers of having adequate homeowners insurance coverage,” said Jeremy Bowler, senior director of the insurance practice at J.D. Power and Associates. The study finds that customers who have filed a claim tend to be more knowledgeable about their policies— and also more satisfied — than those who haven’t had a claims experience. The study finds that approximately 16 percent of homeowners policyholders indicate they carry less coverage than would be required to fully rebuild their home in the event of a total loss. Among these policyholders, satisfaction averages 739 — more than 40 points lower than among policyholders who say they have sufficient coverage. www.insurancejournal.com

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News&Markets 9/11 and Terrorism Risk 10 Years Later By Andrea Wells

Web Resource

To listen to a podcast interview with Robert Hartwig, president of the Insurance Information Institute, visit http://www. insurancejournal. tv/videos/5817/

he Sept. 11, 2001, terrorist attacks forever changed how the insurance industry views terrorism risk, says Robert Hartwig, president of the Insurance Information Institute. For the global insurance and reinsurance industry the impact from 9/11 was substantial, amounting to insured losses of some $32.5 billion in today’s dollars. The event remains the second largest insured loss in history, second only to Hurricane Katrina losses which totaled $45 billion. 9/11 changed how insurers view risk, Hartwig says. “It was probably more transformational in how we think about risk from an insurance perspective and from a societal perspective than even the larger events such as Katrina or the Japanese earthquake,” he says.

N20 | INSURANCE JOURNAL-NATIONAL REGION September 19, 2011

Hartwig says that while the risk for a large scale terrorist attack in the United States has been reduced, the risk continues to remain high for attacks of a smaller magnitude. “We are certainly at risk for an attack of a smaller magnitude by either a Jihadist inspired group or an individual rogue terrorist unattached to any particular group. We remain very vulnerable to that,” he says. At least a dozen terrorist attacks have been planned, and to some degree carried out against the U.S., he said. “Some of these attacks came very close to being successful. … It’s almost nothing short

of amazing that a successful attack has not occurred on U.S. soil.” The risk is clear and so is the need for terrorism coverage, Hartwig said. While terrorism risk insurance was almost non-existent prior to 9/11, today the coverage is prevalent. Some two-thirds of businesses today have terrorism coverage, Hartwig said in an interview with Insurance Journal. “Everybody has it,” he said. The coverage is automatic in workers’ compensation and the cost to purchase terrorism coverage is affordable, he says. Terrorism coverage under the federal Terrorism Risk Insurance Program, passed in 2002 and extended two times since then, has been a success story, he says. “It’s a government program that hasn’t cost the government a dime.” The current TRIA program expires in 2014 and some fiscal conservatives in Washington and the Obama Administration hope to scale back support for the federal program. But Hartwig says the unpredictability of terrorism risk requires federal help. There are several reasons why TRIA should be maintained beyond its 2014 expiration date, including the unpredictability of claims payouts, he adds. “We are talking about some modeled losses that have put potential terrorist attacks in the event of say a nuclear, biological or chemical type of attack in the hundreds of billions of dollars range,” he says. “That is beyond the claims paying ability of the global insurance or reinsurance sector.” www.insurancejournal.com

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News&Markets

Court Tosses Virginia Challenge to Healthcare Law By Jeremy Pelofsky

U.S. appeals court handed President Barack Obama a victory for his signature healthcare law on Sept. 8, ruling against challenges by the state of Virginia and others seeking to invalidate the law as unconstitu-

tional. The U.S. Court of Appeals for the Fourth Circuit overturned a lower court judge who had ruled the federal government could not compel people to buy health insurance or face paying a penalty. This is known as the individual mandate and takes effect in 2014.

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Virginia had contended this provision conflicted with a state statute, giving it standing to challenge the federal law. But the appeals court found that Virginia did not have the right to chalU.S. appeals lenge it and overturned the court delivdecision. ers a victory One day after Congress for President passed the federal healthcare overhaul in March 2010, Obama’s Virginia signed into law a healthcare law. measure aimed at protecting its residents from the federal law. But the appeals court said that was merely a declaration and did not trump the federal government’s authority. The appeals court did not address Virginia’s challenge to whether the mandate, due to take effect in 2014, was constitutional. In a separate ruling, the appeals court ordered another lawsuit against the healthcare law, which targeted the penalty imposed for those who do not purchase insurance, be dismissed because the penalty has yet to be imposed. It was the second major victory at the appellate level for the White House in a case that will likely be heard by the U.S. Supreme Court during the 2011-12 term that begins next month. Obama, a Democrat, pressed for the law to be passed to help stem the soaring costs of healthcare services, but rival Republicans have pushed to undo it in the courts, in state legislatures and in the U.S. Congress. The decision follows a similar one in late June by the U.S. Court of Appeals for the Sixth Circuit in Cincinnati that upheld the so-called individual mandate by ruling that Congress had the power to require Americans to buy health insurance. But it contrasts with one by the 11th Circuit in August that ruled against the individual mandate requirement in a challenge brought by 26 states. Those conflicting decisions likely ensure that the Supreme Court, the country’s highest court, will have to step in to resolve the differences.

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5 Hospitals/Health Systems 5 Clinics/Physician Groups 5 Surgery Centers 5 Hospice/Home Health 5 Blood/Organ Collection Centers 5 Nursing/Retirement Homes Travelers Wrap+速 for Health Care Organizations Program*, exclusively managed by G.J. Sullivan Co., offers comprehensive D&O and EPL policies which are underwritten by a team of highly experienced health care industry underwriters and backed by the financial strength and claims service of Travelers. *Coverage underwritten by Travelers Casualty and Surety Co. of America and its property casualty affiliates, Hartford CT 06183

Member of The Sullivan Group

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We are now Socially Networked! Kevin Davis, President Kevin Davis Insurance Services

Check out Kevin Davis Insurance on Facebook, LinkedIn & YouTube at www-kevindavis.com Use your Smartphone to scan the bar code & see a sample of our NEW videos!

Member of The Sullivan Group

Sullivan Group Corporate Headquarters 800 West 6th Street, Suite 1800, Los Angeles, CA 90017 * ))) % !

5 Medical Professional Liability 5 Professional Liability 5 Management Liability 5 Casualty, Renewable Energy and Environmental Liability Sullivan Brokers is a wholesale only specialty insurance brokerage firm serving retail producers throughout the United States. Our staff of highly seasoned brokers have the expertise and the market relationships to find the best solution for even the most difficult to place risks.

Member of The Sullivan Group

www.sbwis.com Contact Us for Your Wholesale Insurance Solutions! San Diego Los Angeles San Francisco

800-252-0355

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415-392-3525

G.J. Sullivan Co. Excess & Surplus Lines Brokers, Sullivan Brokers Wholesale Insurance Solutions and Kevin Davis Insurance Services are all members of the Sullivan Group.

Insurance License No. 0582676

elcome to Insurance Journal’s 2011 Professional Liability Directory. We’ve compiled this directory of professional liability providers to assist independent agents and brokers in their search for markets. In today’s highly litigious world, professional liability coverages have become critical insurance for many businesses. This directory has been designed to serve as a quick reference guide that allows users to locate carriers, wholesale brokers and managing general agencies offering professional liability coverage. The information published in this directory was submitted directly by the providers and includes their contact information, Web site and states where coverage is available. For a complete listing of markets offered by providers named in this directory, visit: www.insurancejournal.com/resources and type in “professional liability” under the Excess & Surplus, “find a market” option. To submit a listing for future directories, or e-mail Kristine Honey at khone@insurancejournal.com. We hope you find IJ’s Professional Liability Directory to be a useful tool. To comment on this directory, or any other IJ resource, please e-mail: editorial@insurancejournal.com.

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

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September 19, 2011 | INSURANCE JOURNAL-NATIONAL N25

Accountants Liability

Allied Health Care Professional (continued)

Company

States

A & B Insurance Solutions, LLC Abram Interstate Insurance Services, Inc. ACE Westchester Specialty—Professional Risk (GA) Agency Marketing Services, Inc. All Risks, Ltd. All Solutions PBS LLC Allsouth Professional Liability Argo Pro Arlington/Roe & Co of Indiana CPA Protector Plan Daniels-Head Insurance Agency, Inc. E.L.M. Insurance Brokers Inc. Fox Point Programs

Herbert H. Landy Insurance

AL AR FL GA IL IN KY LA MA MI MO MS NJ NY TN CA All States AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX All States All States Multiple – please contact us. Most States All States All States except AK KY VA AL AZ CA CO FL GA HI IL KS KY MI MO NC NM NV OH PA SC TN TX UT WA WV AK AR AZ CA CO FL ID KS KY MO NH NJ NM NV OH OR TX UT WY All States All States except AK LA (includes Tax Preparers & Bookkeepers)

Insight Insurance Services, Inc.

Most States

Insurance Innovators Group - All Offices Intercorp, Inc. James River Insurance Company King Insurance Support Systems McGowan, Donnelly & Oberheu, LLC (MDO) Monitor Liability Managers, Inc. Navigators Pro Norman-Spencer International, Inc. NSM Insurance Group - Agent Cover Program Philadelphia Insurance Companies Privett Special Risk Services, LLC Professional Liability Ins. Svcs - Underwriting Facilities Professional Underwriters Agency, Inc. ProWest Insurance Services, Inc. S A Freerks & Associates Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford Target Insurance Services

Continental US All States All States Nationwide All States All States All States All States All States except DE NH RI All States except LA Most States All States All States CA - License # - 0C52396 IA IL MO NE All States All States All States

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

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

Allied Health Care Professional Liability Company

States

A & B Insurance Solutions, LLC

States DC DE FL GA IL MD NC NJ NY OH PA SC

Agency Marketing Services, Inc. Agostini Surplus Insurance Services Alexander J. Wayne & Associates, Inc. All Risks, Ltd. Allied Protector Plan Allsouth Professional Liability Anderson & Murison, Inc. Apogee Insurance Group, a Berkshire Hathaway Co. ARC West Coast Excess & Surplus Brokerage, LLC Argo Pro Ark-La-Tex Underwriters, Inc. Bailey Special Risks, Inc. Benchmark Management Group, Inc. Bliss & Glennon, Inc. Bliss & Glennon Central Boston Insurance Brokerage, Inc. Braishfield Associates, Inc. Burns & Wilcox — All Offices Citadel Insurance Services, LC Construction Insurance Partners CRC Insurance Services, Inc. - 29 Offices Nationwide Donald Gaddis Co., Inc. Eaton Professional Insurance Services Gateway Specialty Insurance

States

Gateway Underwriters Agency Gresham & Associates, Inc. - Corporate Office HCI - Health Care Insurers / R.P.S. Indemnity Excess & Surplus Agency, Inc. Insurance Innovators Group - All Offices International Excess Alliance, LLC J.E. Brown & Associates J.M. Wilson

All States All States All States Most States Continental US All States CA AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV James River Insurance Company All States Jimcor Agencies All States K&B Underwriters, LLC All States Klinger Associates, Inc. Most States M.J. Hall & Company, Inc. AK AZ CA CO HI LA NM NV OK TX Markel Corporation All States MarketScout Wholesale, LLC / dba MSW All States Mercator Risk Services, Inc. All States Morstan General Agency of Florida All States NAS Insurance Services, Inc. All States NIF Group, Inc. All States Ohio E & S Agency, Inc. MI OH Pacific Coast E&S Insurance Services CA ID NV OR WA PBS Insurance Underwriting Corporation All States except AK KS Philadelphia Insurance Companies All States except LA Professional Liability Ins. Svcs - Underwriting Facilities All States Quaker Special Risk - FL MA NJ NY offices Most States Quirk & Company LA NM OK OR TX WA Rockhill Insurance Company All States Rockwood Programs, Inc. All States RPS AVRECO - Healthcare All States S A Freerks & Associates IA IL MO NE S.H. Smith & Company, Inc. - All Offices All States Sierra Specialty Insurance Services, Inc. All States Strickland Insurance Brokers, Inc. NC SC VA Sullivan Brokers Wholesale Insurance Solutions All States Swett & Crawford All States Tejas American General Agency AR LA NM OK TX Tennant Risk Services All States U.S. Risk Insurance Group All States USG Insurance Services, Inc. All States USX/S All States Willis Programs All States Worldwide Facilities, Inc. - All Offices All States Yates & Associates Ins. Services CA

Architects & Engineers Liability AL AR FL GA IL IN KY LA MA MI MO MS NJ NY TN AZ CA CO DC MD NV NY TX VA

Allied Health Care Access E&S Insurance Services (CA) Professional Liability Company Access E&S Insurance Services (VA)

Company

TN TX VA AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX AZ CA CO MD NE NM NV OR TN TX UT WA All States All States All States Multiple – please contact us. CA All States All States Most States AR LA MS TX All States except AK HI All States All States All States All States All States All States All States All States All States All States CA All States

N26 INSURANCE JOURNAL-NATIONAL | September 19, 2011

Company

States

5Star Professional Programs A & B Insurance Solutions, LLC

All States AL AR FL GA IL IN KY LA MA MI MO MS NJ NY TN Abram Interstate Insurance Services, Inc. CA Access E&S Insurance Services (CA) AZ CA CO DC MD NV NY TX VA Agency Marketing Services, Inc. AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX Alexander J. Wayne & Associates, Inc. All States All Risks, Ltd. All States All Solutions PBS LLC All States Allsouth Professional Liability Multiple – please contact us. AmWINS Group, Inc. - 45 Offices Nationwide All States Anderson & Murison, Inc. CA Company States All States Apogee Ins. Group, a Berkshire Hathaway Company ARC West Coast Excess & Surplus Brokerage, LLC All States Argo Pro Most States Arlington/Roe & Co of Indiana All States Artisan Risk and Insurance Services Most States Arrowhead General Insurance Agency, Inc. All States except Architects & Engineers Liability MN Atlantic Specialty Lines - VA FL MW PA CT DC DE FL GA IL IN KY MD NC NJ NY OH PA SC TN VA WI Bailey Special Risks, Inc. All States except AK HI Benchmark Management Group, Inc. All States Bernau & Jones Insurance Services CA Bliss & Glennon, Inc. All States Bliss & Glennon Central All States Braishfield Associates, Inc. All States

Architects & Engineers Liability

www.insurancejournal.com

Architects & Engineers Liability (continued)

Crime

Company

States

Company

States

Eaton Professional Insurance Services Euclid Managers Fox Point Programs Freberg Environmental, Inc. Gateway Underwriters Agency Gorst Co. Gresham & Associates, Inc. - Corporate Office HCC Specialty (CA) HCC Specialty (MA) Indemnity Excess & Surplus Agency, Inc.

All States All States AK AL AZ CA CO FL ID MO NC NV NY OR TX UT WA All States All States CO IA IL KS MO NE OK SD All States AK AR AZ CA CO FL ID KS KY MO NH NJ NM NV OH OR TX UT WY CA Most States All States All States All States CA All States All States All States Most State

Allied Protector Plan Artisan Risk and Insurance Services Chubb Group of Insurance Companies Costanza Insurance Agency, Inc. Crump Professional Concepts International Excess Alliance, LLC M.J. Hall & Company, Inc. Monitor Liability Managers, Inc. ProSurance Group, Inc. ProWest Insurance Services, Inc. Target Insurance Services

All States Most States All States All States All States All States AK AZ CA CO HI LA NM NV OK TX All States All States CA - License # - 0C52396 All States

Insight Insurance Services, Inc.

Most States

Insurance Innovators Group - All Offices Intercorp, Inc. International Excess Alliance, LLC James River Insurance Company Jimcor Agencies King Insurance Support Systems Liberty International Underwriters M.J. Hall & Company, Inc. M.J. Kelly Company Markel Corporation MarketScout Wholesale, LLC / dba MSW Mercator Risk Services, Inc. Monarch E&S Insurance Services Morstan General Agency of Florida Navigators Pro NeitClem Wholesale Insurance Brokerage, Inc. Norman-Spencer International, Inc. Ohio E & S Agency, Inc. Pacific Coast E&S Insurance Services Professional Indemnity Agency (MPL) Professional Underwriters Agency, Inc. ProWest Insurance Services, Inc. Quadrant Insurance Managers Quaker Special Risk - FL MA NJ NY office Quirk & Company Roush Insurance Services, Inc. RPS Technology & Cyber Russell Bond & Co., Inc. S A Freerks & Associates S.H. Smith & Company, Inc. - 9 Offices Nationwides Socius Insurance Services Southern Insurance Underwriters, Inc. Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford Tejas American General Agency Tennant Risk Services Travelers USX/S Victor O. Schinnerer & Co. Western Security Surplus Insurance Brokers, Inc. Western Surplus Lines Agency, Inc. Western World Insurance Group Westrope Woodlands Insurance Services, Inc. Worldwide Facilities, Inc. - All Offices Yates & Associates Ins. Services Zurich North America Commercial

Continental US All States All States All States All States Nationwide All States AK AZ CA CO HI LA NM NV OK TX AR FL IA IL KS MO OK TN UT All States All States All States AZ CA HI TX All States All States AZ CA NV All States MI OH CA ID NV OR WA All States All States CA - License # - 0C52396 All States Most States LA NM OK OR TX WA IL IN OH All States Most States IA IL MO NE All States All States AL FL GA MS NC SC TN All States All States AR LA NM OK TX All States All States All States Most States AZ CA CO FL IL NV NY OR TX UT WA LA NM OK TX Most States All States TX All States CA All States

Citadel Insurance Services, LC Construction Insurance Partners Continental Risk Insurance Services CRC Insurance Services, Inc. - 29 Offices Nationwide Crump Professional Concepts Davidson-Babcock Donald Gaddis Co., Inc. E.L.M. Insurance Brokers Inc.

Beauty / Barber Shop E&O Company International Beauty Brokerage Izzo Insurance Services, Inc. Pacific Coast E&S Insurance Services

www.insurancejournal.com

States AZ CA NV AZ CA NV CA ID NV OR WA

D&O Liability Company

States

5Star Professional Programs A & B Insurance Solutions, LLC

All States AL AR FL GA IL IN KY LA MA MI MO MS NJ NY TN Abram Interstate Insurance Services, Inc. CA Access E&S Insurance Services (CA) AZ CA CO DC MD NV NY TX VA AFC Insurance, Inc. AR CA GA IL IN MA MD MI MN NJ NM NV NY OH PA WA Agostini Surplus Insurance Services AZ CA CO MD NE NM NV OR TN TX UT WA Alexander J. Wayne & Associates, Inc. All States All Risks, Ltd. All States Allied Protector Plan All States All Solutions PBS LLC All States Allsouth Professional Liability Multiple – please contact us. AmWINS Group, Inc. - 45 Offices Nationwide All States Anderson & Murison, Inc. CA Apogee Insurance Group, a Berkshire Hathaway Co. All States ARC West Coast Excess & Surplus Brokerage, LLC All States Arlington/Roe & Co of Indiana All States Artisan Risk and Insurance Services Most States ASI All States except LA Atlantic Specialty Lines - VA FL MW PA CT DC DE FL GA IL IN KY MD NC NJ NY OH PA SC TN VA WI Bailey Special Risks, Inc. All States except AK HI Bernau & Jones Insurance Services CA Bliss & Glennon, Inc. All States Bliss & Glennon Central All States Boston Insurance Brokerage, Inc. All States Braishfield Associates, Inc. All States Burns & Wilcox — All Offices All States Chubb Group of Insurance Companies All States Citadel Insurance Services, LC All States Compass Insurance Group of Agencies CA Construction Insurance Partners All States Continental Risk Insurance Services AK AL AZ CA CO FL ID MO NC NV NY OR TX UT WA Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA Costanza Insurance Agency, Inc. All States CRC Insurance Services, Inc. - 29 Offices Nationwide All States Crump Professional Concepts All States Daniels-Head Insurance Agency, Inc. AL AZ CA CO FL GA HI IL KS KY MI MO NC NM NV OH PA SC TN TX UT WA WV Davidson-Babcock CO IA IL KS MO NE OK SD Donald Gaddis Co., Inc. All States E.L.M. Insurance Brokers, Inc. AK AR AZ CA CO FL ID KS KY MO NH NJ NM NV OH OR TX UT WY Eaton Professional Insurance Services CA Executive Perils All States Fox Point Programs All States Gateway Specialty Insurance All States Gateway Underwriters Agency All States Gray-Stone & Company, Inc. All States except AK WY Great American Ins. Group - Executive Liability Division All States Gresham & Associates, Inc. - Corporate Office All States Indemnity Excess & Surplus Agency, Inc. Most States Independent Brokers & Agents of the West (IBA West) CA Independent Insurance Wholesalers, Inc. OR WA Insurance Innovators Group - All Offices Continental US Intercorp, Inc. All States IPA Risk Management, LLC All States J.E. Brown & Associates CA

September 19, 2011 | INSURANCE JOURNAL-NATIONAL N27

D&O Liability (continued) Company J.M. Wilson Jimcor Agencies King Insurance Support Systems Liberty International Underwriters M.J. Hall & Company, Inc. M.J. Kelly Company MarketScout Wholesale, LLC / dba MSW Mercator Risk Services, Inc. Monarch E&S Insurance Services Monitor Liability Managers, Inc. Morstan General Agency of Florida Navigators Pro Negley Associates NeitClem Wholesale Insurance Brokerage, Inc. NIF Group, Inc. Ohio E & S Agency, Inc. OneBeacon Professional Insurance Pacific Coast E&S Insurance Services PBS Insurance Underwriting Corporation Philadelphia Insurance Companies Privett Special Risk Services, LLC Professional Governmental Underwriters Professional Underwriters Agency, Inc. ProWest Insurance Services, Inc. Quirk & Company Quadrant Insurance Managers Quaker Special Risk - FL MA NJ NY office QuoteNBind.com Rockhill Insurance Company Rockwood Programs, Inc. Roush Insurance Services, Inc. RPS Technology & Cyber Russell Bond & Co., Inc. S A Freerks & Associates S.H. Smith & Company, Inc. - 9 Offices Nationwides Socius Insurance Services Southern Insurance Underwriters, Inc. Strickland Insurance Brokers, Inc. Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford Tejas American General Agency Tennant Risk Services Travelers U.S. E & O Brokers USG Insurance Services, Inc. Victor O. Schinnerer & Co. Western Special Risks, Inc. Western World Insurance Group Westrope Worldwide Facilities, Inc. - All Offices Yates & Associates Ins. Services Zurich North America Commercial

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

E&O (General) Company 5Star Professional Programs Abram Interstate Insurance Services, Inc. Access E&S Insurance Services (CA) ACE Westchester Specialty—Professional Risk (GA) Agency Marketing Services, Inc. Agostini Surplus Insurance Services Alexander J. Wayne & Associates, Inc. All Risks, Ltd. All Solutions PBS LLC Anderson & Murison, Inc. Apogee Ins. Group, a Berkshire Hathaway Company Argo Pro Artisan Risk and Insurance Services ASI Atlantic Specialty Lines - VA FL MW PA Bailey Special Risks, Inc. Benchmark Management Group, Inc. Burns & Wilcox — All Offices

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

N28 INSURANCE JOURNAL-NATIONAL | September 19, 2011

Company

States

Capitol Insurance Companies / Specialty Global Centurion Insurance Group Chubb Group of Insurance Companies Cita Insurance Services Citadel Insurance Services, LC Compass Insurance Group of Agencies Construction Insurance Partners Continental Risk Insurance Services

All States All States All States All States All States CA All States AK AL AZ CA CO FL ID MO NC NV NY OR TX UT WA Costanza Insurance Agency, Inc. All States CRC Insurance Services, Inc. - 29 Offices Nationwide All States Crump Professional Concepts All States Daniels-Head Insurance Agency, Inc. AL AZ CA CO FL GA HI IL KS KY MI MO NC NM NV OH PA SC TN TX UT WA WV Davidson-Babcock CO IA IL KS MO NE OK SD Donald Gaddis Co., Inc. All States E.L.M. Insurance Brokers Inc. AK AR AZ CA CO FL ID KS KY MO NH NJ NM NV OH OR TX UT WY Eaton Professional Insurance Services CA Euclid Managers, LLC All States Executive Perils All States Fox Point Programs All States Gateway Underwriters Agency All States Gorst Co. CA Gray-Stone & Company, Inc. All States except AK WY Gresham & Associates, Inc. - Corporate Office All States HCC Specialty (CA) All States HCC Specialty (MA) All States Indemnity Excess & Surplus Agency, Inc. Most States Insurance Innovators Group - All Offices Continental US Intercorp, Inc. All States J.E. Brown & Associates CA J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV JLT Facilities, Inc. CA King Insurance Support Systems Nationwide Liberty International Underwriters All States M.J. Hall & Company, Inc. AK AZ CA CO HI LA NM NV OK TX M.J. Kelly Company AR FL IA IL KS MO OK TN UT Markel Cambridge Alliance All States Markel Corporation All States MarketScout Wholesale, LLC / dba MSW All States Monitor Liability Managers, Inc. All States NAS Insurance Services, Inc. All States Navigators Pro All States Negley Associates All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV NIF Group, Inc. All States Norman-Spencer International, Inc. All States NSM Insurance Group - Agent Cover Program All States except DE NH RI Ohio E & S Agency, Inc. MI OH OneBeacon Professional Insurance Most States Philadelphia Insurance Companies All States except LA Privett Special Risk Services, LLC Most States Professional Governmental Underwriters All States Professional Liability Ins. Svcs - Underwriting Facilities All States Professional Underwriters Agency, Inc. All States ProSurance Group, Inc. All States ProWest Insurance Services, Inc. CA - License # - 0C52396 Quadrant Insurance Managers All States QuoteNBind.com All States except AK HI LA Rockhill Insurance Company All States Rockwood Programs, Inc. All States Roush Insurance Services, Inc. IL IN OH RPS AVRECO - Healthcare All States RPS Technology & Cyber All States Russell Bond & Co., Inc. Most States Sierra Specialty Insurance Services, Inc. All States Socius Insurance Services All States Southern Insurance Underwriters, Inc. AL FL GA MS NC SC TN Strickland Insurance Brokers, Inc. NC SC VA Sullivan Brokers Wholesale Insurance Solutions All States Sun Coast General Insurance Agency AZ CA CO NV UT Target Insurance Services All States Tennant Risk Services All States Trinity E&S Insurance Services, Inc. (Bermuda Dunes) AZ CA NV U.S. E & O Brokers All States U.S. Risk Insurance Group

All States

www.insurancejournal.com

E&O (General) (continued)

Employment Practices Liability (EPLI) (continued)

Company

States

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

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

Employment Practices Liability Ins. (EPLI) Company 5Star Professional Programs A & B Insurance Solutions, LLC

States

All States AL AR FL GA IL IN KY LA MA MI MO MS NJ NY TN Abram Interstate Insurance Services, Inc. CA Access E&S Insurance Services (CA) AZ CA CO DC MD NV NY TX VA ACE Westchester Specialty—Professional Risk (GA) All States AFC Insurance, Inc. AR CA GA IL IN MA MD MI MN NJ NM NV NY OH PA WA Agostini Surplus Insurance Services AZ CA CO MD NE NM NV OR TN TX UT WA Alexander J. Wayne & Associates, Inc. All States All Risks, Ltd. All States All Solutions PBS LLC All States Allsouth Professional Liability Multiple – please contact us. AmWINS Group, Inc. - 45 Offices Nationwide All States Anderson & Murison, Inc. CA Apogee Ins. Group, a Berkshire Hathaway Company All States ARC West Coast Excess & Surplus Brokerage, LLC All States Ark-La-Tex Underwriters, Inc. AR LA MS TX Arlington/Roe & Co of Indiana All States Artisan Risk and Insurance Services Most States ASI All States except LA Atlantic Specialty Lines - VA FL MW PA CT DC DE FL GA IL IN KY MD NC NJ NY OH PA SC TN VA WI Bailey Special Risks, Inc. All States except AK HI Benchmark Management Group, Inc. All States Bernau & Jones Insurance Services CA Bliss & Glennon, Inc. All States Bliss & Glennon Central All States Boston Insurance Brokerage, Inc. All States Braishfield Associates, Inc. All States Burns & Wilcox — All Offices All States Centurion Insurance Group All States Chubb Group of Insurance Companies All States Cita Insurance Services All States Continental Risk Insurance Services AK AL AZ CA CO FL ID MO NC NV NY OR TX UT WA Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA Costanza Insurance Agency, Inc. All States CRC Insurance Services, Inc. - 29 Offices Nationwide All States Crump Professional Concepts All States Daniels-Head Insurance Agency, Inc. AL AZ CA CO FL GA HI IL KS KY MI MO NC NM NV OH PA SC TN TX UT WA WV Donald Gaddis Co., Inc. All States E.L.M. Insurance Brokers Inc. AK AR AZ CA CO FL ID KS KY MO NH NJ NM NV OH OR TX UT WY Eaton Professional Insurance Services CA Executive Perils All States Gateway Underwriters Agency All States Gray-Stone & Company, Inc. All States except AK WY Great American Ins. Group - Executive Liability Division All States Gresham & Associates, Inc. - Corporate Office All States HCC Specialty (MA) All States Indemnity Excess & Surplus Agency, Inc. Most States Independent Brokers & Agents of the West (IBA West) CA Insurance Innovators Group - All Offices Continental US Intercorp, Inc. All States International Excess Alliance, LLC All States IPA Risk Management, LLC All States Izzo Insurance Services, Inc. All States J.E. Brown & Associates CA J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV James River Insurance Company All States

www.insurancejournal.com

Company

States

Jimcor Agencies King Insurance Support Systems M.J. Hall & Company, Inc. M.J. Kelly Company Markel Corporation MarketScout Wholesale, LLC / dba MSW Mercator Risk Services, Inc. Monarch E&S Insurance Services Monitor Liability Managers, Inc. Morstan General Agency of Florida NAS Insurance Services, Inc. Navigators Pro Negley Associates NeitClem Wholesale Insurance Brokerage, Inc. NIF Group, Inc. Norman-Spencer International, Inc. NSM Insurance Group - Agent Cover Program Number One Insurance Agency Ohio E & S Agency, Inc. OneBeacon Professional Insurance Pacific Coast E&S Insurance Services PBS Insurance Underwriting Corporation Philadelphia Insurance Companies Privett Special Risk Services, LLC Professional Governmental Underwriters Professional Liability Ins. Svcs - Underwriting Facilities Professional Underwriters Agency, Inc. ProWest Insurance Services, Inc. Quadrant Insurance Managers Quirk & Company QuoteNBind.com Rockhill Insurance Company Rockwood Programs, Inc. Roush Insurance Services, Inc. RPS AVRECO - Healthcare RPS Technology & Cyber Russell Bond & Co., Inc. S A Freerks & Associates S.H. Smith & Company, Inc. - 9 Offices Nationwides Socius Insurance Services Strickland Insurance Brokers, Inc. Sullivan Brokers Wholesale Insurance Solutions Sun Coast General Insurance Agency Swett & Crawford Target Insurance Services Tejas American General Agency Tennant Risk Services Travelers Trinity E&S Insurance Services, Inc. (Bermuda Dunes) U.S. E & O Brokers U.S. Risk Insurance Group USG Insurance Services, Inc. USX/S Western Surplus Lines Agency, Inc. Westrope Worldwide Facilities, Inc. - All Offices Yates & Associates Ins. Services Zurich North America Commercial

All States Nationwide AK AZ CA CO HI LA NM NV OK TX AR FL IA IL KS MO OK TN UT All States All States All States AZ CA HI TX All States All States All States All States All States AZ CA NV All States All States All States except DE NH RI MA MI OH Most States CA ID NV OR WA All States except AK KS All States except LA Most States All States except LA All States All States CA - License # - 0C52396 All States LA NM OK OR TX WA All States except AK HI LA All States All States IL IN OH All States All States Most States IA IL MO NE All States All States NC SC VA All States AZ CA CO NV UT All States All States AR LA NM OK TX All States All States AZ CA NV All States All States All States All States LA NM OK TX All States All States CA All States

Environmental E&O Company

States

A & B Insurance Solutions, LLC Access E&S Insurance Services (CA) ACE Westchester Specialty--Environmental All Risks, Ltd. All Solutions PBS LLC Apogee Ins. Group, a Berkshire Hathaway Company Argo Pro Ark-La-Tex Underwriters, Inc. Atlantic Specialty Lines - VA FL MW PA Beacon Hill Associates, Inc. Burns & Wilcox — All Offices Citadel Insurance Services, LC

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

September 19, 2011 | INSURANCE JOURNAL-NATIONAL N29

Environmental E&O (continued)

Financial Professionals’ Liability

Company

States

Company

States

Cooper & McCloskey, Inc.

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

Abram Interstate Insurance Services, Inc. Access E&S Insurance Services (VA)

CA DC DE FL GA IL MD NC NJ NY OH PA SC TN TX VA All States All States All States All States All States All States All States All States AK AZ CA CO HI IL NV NY OH OR TX WA All States AL AZ CA CO FL GA HI IL KS KY MI MO NC NM NV OH PA SC TN TX UT WA WV All States All States All States Continental US All States All States All States All States All States All States except DE NH RI Most States All States Most States All States All States All States All States All States All States All States

Construction Insurance Partners Continental Risk Insurance Services Davidson-Babcock E.L.M. Insurance Brokers Inc. Environmental Insurance Services, Inc. Executive Perils Freberg Environmental, Inc. Gateway Underwriters Agency Gray-Stone & Company, Inc. HCC Specialty (CA) Indemnity Excess & Surplus Agency, Inc. Insurance Innovators Group - All Offices Intercorp, Inc. International Excess Alliance, LLC J.M. Wilson James River Insurance Company McGowan, Donnelly & Oberheu, LLC (MDO) Philadelphia Insurance Companies Privett Special Risk Services, LLC Professional Underwriters Agency, Inc. Quadrant Insurance Managers Quaker Special Risk - FL MA NJ NY office Quirk & Company Rockhill Insurance Company Roush Insurance Services, Inc. Russell Bond & Co., Inc. Strickland Insurance Brokers, Inc. Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford Tejas American General Agency Trinity E&S Insurance Services, Inc. (Bermuda Dunes) USG Insurance Services, Inc. USX/S Victor O. Schinnerer & Co. Western Security Surplus Insurance Brokers, Inc. Woodlands Insurance Services, Inc. Worldwide Facilities, Inc. - All Offices Yates & Associates Ins. Services Zurich North America Commercial

Fiduciary Liability Insurance Company 5Star Professional Programs Abram Interstate Insurance Services, Inc. All Risks, Ltd. AmWINS Group, Inc. - 45 Offices Nationwide Apogee Insurance Group, a Berkshire Hathaway Co. Artisan Risk and Insurance Services ASI Chubb Group of Insurance Companies Crump Professional Concepts Gray-Stone & Company, Inc. Great American Ins. Group - Executive Liability Division Insurance Innovators Group - All Offices IPA Risk Management, LLC Markel Cambridge Alliance Monitor Liability Managers, Inc. Navigators Pro Negley Associates PBS Insurance Underwriting Corporation Philadelphia Insurance Companies ProWest Insurance Services, Inc. Rockhill Insurance Company Rockwood Programs, Inc. RPS Technology & Cyber Russell Bond & Co., Inc. Socius Insurance Services Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford Travelers Victor O. Schinnerer & Co. Western Security Surplus Insurance Brokers, Inc. Worldwide Facilities, Inc. - All Offices

States All States CA All States All States All States Most States All States except LA All States All States All States except AK WY All States Continental US All States All States All States All States All States All States except AK KS All States except LA CA - License # - 0C52396 All States All States All States Most States All States All States All States All States Most States AZ CA CO FL IL NV NY OR TX UT WA All States

N30 INSURANCE JOURNAL-NATIONAL | September 19, 2011

ACE Westchester Specialty—Professional Risk (GA) Alexander J. Wayne & Associates, Inc. All Risks, Ltd. AmWINS Group, Inc. - 45 Offices Nationwide Apogee Insurance Group, a Berkshire Hathaway Co. Boston Insurance Brokerage, Inc. Chubb Group of Insurance Companies Citadel Insurance Services, LC Cooper & McCloskey, Inc. Crump Professional Concepts Daniels-Head Insurance Agency, Inc. Donald Gaddis Co., Inc. Executive Perils Fox Point Programs Insurance Innovators Group - All Offices IPA Risk Management, LLC Markel Cambridge Alliance MarketScout Wholesale, LLC / dba MSW McGowan, Donnelly & Oberheu, LLC (MDO) Navigators Pro NSM Insurance Group - Agent Cover Program OneBeacon Professional Insurance ProSurance Group, Inc. Russell Bond & Co., Inc. S.H. Smith & Company, Inc. - 9 Offices Nationwides Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford Tennant Risk Services Travelers Westrope Worldwide Facilities, Inc. - All Offices

Hospital Professionals Liability Company Alexander J. Wayne & Associates, Inc. All Risks, Ltd. Allied Protector Plan Arlington/Roe & Co of Indiana Centurion Insurance Group Citadel Insurance Services, LC Construction Insurance Partners Cooper & McCloskey, Inc. E.L.M. Insurance Brokers Inc. HCI - Health Care Insurers / R.P.S. Insurance Innovators Group - All Offices K&B Underwriters, LLC Klinger Associates, Inc. Negley Associates Pacific Coast E&S Insurance Services PBS Insurance Underwriting Corporation Privett Special Risk Services, LLC Quaker Special Risk - FL MA NJ NY office RPS AVRECO - Healthcare Sierra Specialty Insurance Services, Inc. Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford U.S. E & O Brokers USX/S Victor O. Schinnerer & Co. Western Security Surplus Insurance Brokers, Inc. Westrope Willis Programs Worldwide Facilities, Inc. - All Offices Zurich North America Commercial

States All States All States All States All States All States All States All States AK AZ CA CO HI IL NV NY OH OR TX WA AK AR AZ CA CO FL ID KS KY MO NH NJ NM NV OH OR TX UT WY All States Continental US All States Most States All States CA ID NV OR WA All States except AK KS Most States Most States All States All States All States All States All States All States Most States AZ CA CO FL IL NV NY OR TX UT WA All States All States All States All States

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Insurance Agents & Brokers Prof. Liability

Lawyers Liability

Company

States

Company

States

5Star Professional Programs Access E&S Insurance Services (VA)

All States DC DE FL GA IL MD NC NJ NY OH PA SC TN TX VA AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX AZ CA CO MD NE NM NV OR TN TX UT WA All States All States Multiple – please contact us. All States All States Most States AR LA MS TX Most States All States except LA All States All States All States All States All States AK AZ CA CO HI IL NV NY OH OR TX WA All States AL AZ CA CO FL GA HI IL KS KY MI MO NC NM NV OH PA SC TN TX UT WA WV CO IA IL KS MO NE OK SD All States All States All States CA Company

5Star Professional Programs A & B Insurance Solutions, LLC

All States AL AR FL GA IL IN KY LA MA MI MO MS NJ NY TN AZ CA CO DC MD NV NY TX VA DC DE FL GA IL MD NC NJ NY OH PA SC TN TX VA All States All States except CA DE NJ AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX All States All States Multiple – please contact us. All States All States Most States AR LA MS TX All States Most States All States except LA All States All States All States All States AL AZ CA CO FL GA HI IL KS KY MI MO NC NM NV OH PA SC TN TX UT WA WV All States CA All States All States except AK WY All States Continental US All States All States All States CA AK AZ CA CO HI LA NM NV OK TX All States All States All States AZ CA HI TX All States All States AZ CA NV All States All States MA Most States All States Most States Most States All States AL FL GA MS NC SC TN All States All States All States AR LA NM OK TX All States All States All States AZ CA CO FL IL NV NY OR TX UT WA All States All States All States

Agency Marketing Services, Inc. Agostini Surplus Insurance Services Alexander J. Wayne & Associates, Inc. All Risks, Ltd. Allsouth Professional Liability Apogee Ins. Group, a Berkshire Hathaway Company ARC West Coast Excess & Surplus Brokerage, LLC Argo Pro Ark-La-Tex Underwriters, Inc. Artisan Risk and Insurance Services ASI Benchmark Management Group, Inc. Boston Insurance Brokerage, Inc. Braishfield Associates, Inc. Burns & Wilcox — All Offices Cita Insurance Services Cooper & McCloskey, Inc. Crump Professional Concepts Daniels-Head Insurance Agency, Inc. Davidson-Babcock Donald Gaddis Co., Inc. Executive Perils Gresham & Associates, Inc. - Corporate Office Independent Brokers & Agents of the West (IBA West)

ACE Westchester Specialty—Professional Risk (GA) AFPD Agency Marketing Services, Inc. All Risks, Ltd. All Solutions PBS LLC Allsouth Professional Liability AmWINS Group, Inc. - 45 Offices Nationwide ARC West Coast Excess & Surplus Brokerage, LLC Argo Pro Ark-La-Tex Underwriters, Inc. Arlington/Roe & Co of Indiana Artisan Risk and Insurance Services ASI Boston Insurance Brokerage, Inc. Braishfield Associates, Inc. Chubb Group of Insurance Companies Crump Professional Concepts Daniels-Head Insurance Agency, Inc. Donald Gaddis Co., Inc. Eaton Professional Insurance Services Executive Perils Gray-Stone & Company, Inc. Gresham & Associates, Inc. - CorporateStates Office Insurance Innovators Group - All Offices IPA Risk Management, LLC James River Insurance Company Jimcor Agencies JLT Facilities, Inc. M.J. Hall & Company, Inc. Markel Corporation MarketScout Wholesale, LLC / dba MSW Mercator Risk Services, Inc. Monarch E&S Insurance Services Monitor Liability Managers, Inc. Navigators Pro NeitClem Wholesale Insurance Brokerage, Inc. Norman-Spencer Agency, Inc. Norman-Spencer International, Inc. Number One Insurance Agency OneBeacon Professional Insurance Professional Underwriters Agency, Inc. Quaker Special Risk - FL MA NJ NY office Russell Bond & Co., Inc. Socius Insurance Services Southern Insurance Underwriters, Inc. Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford Target Insurance Services Tejas American General Agency Tennant Risk Services Travelers USX/S Western Security Surplus Insurance Brokers, Inc. Westrope Willis Programs Worldwide Facilities, Inc. - All Offices

D&O Liability

Insight Insurance Services, Inc.

Most States

Insurance Innovators Group - All Offices International Excess Alliance, LLC IPA Risk Management, LLC James River Insurance Company King Insurance Support Systems MarketScout Wholesale, LLC / dba MSW McGowan, Donnelly & Oberheu, LLC (MDO) Mercator Risk Services, Inc. Monarch E&S Insurance Services NAS Insurance Services, Inc. Navigators Pro NIF Group, Inc. NSM Insurance Group - Agent Cover Program Number One Insurance Agency PBS Insurance Underwriting Corporation Privett Special Risk Services, LLC Professional Liability Ins. Svcs - Underwriting Facilities Professional Underwriters Agency, Inc. ProSurance Group, Inc. Quadrant Insurance Managers Quaker Special Risk - FL MA NJ NY office Rockwood Programs, Inc. S A Freerks & Associates S.H. Smith & Company, Inc. - 9 Offices Nationwides Sierra Specialty Insurance Services, Inc. South Texas General Insurance Agency Southern Insurance Underwriters, Inc. Sullivan Brokers Wholesale Insurance Solutions Sun Coast General Insurance Agency Swett & Crawford Tejas American General Agency Tennant Risk Services Travelers Trinity E&S Insurance Services, Inc. (Bermuda Dunes) U.S. Brokers Network, inc. U.S. E & O Brokers U.S. Risk Insurance Group USX/S Westrope Worldwide Facilities, Inc. - All Offices Yates & Associates Ins. Services Zurich North America Commercial

Continental US All States All States All States Nationwide All States All States All States AZ CA HI TX All States All States All States All States except DE NH RI MA All States except AK KS Most States All States All States All States All States Most States All States IA IL MO NE All States All States TX AL FL GA MS NC SC TN All States AZ CA CO NV UT All States AR LA NM OK TX All States All States AZ CA NV All States All States All States All States All States All States CA All States

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

September 19, 2011 | INSURANCE JOURNAL-NATIONAL N31

Managed Health Care Professional Liability

Medical Professional Liability

Company

States

All Risks, Ltd. Allied Protector Plan Agostini Surplus Insurance Services

All States All States AZ CA CO MD NE NM NV OR TN TX UT WA Arlington/Roe & Co of Indiana All States Centurion Insurance Group All States Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA HCI - Health Care Insurers / R.P.S. All States Insurance Innovators Group - All Offices Continental US NAS Insurance Services, Inc. All States Ohio E & S Agency, Inc. MI OH OneBeacon Professional Insurance Most States Privett Special Risk Services, LLC Most States Professional Liability Ins. Svcs - Underwriting Facilities All States RPS AVRECO - Healthcare All States Sierra Specialty Insurance Services, Inc. All States Sullivan Brokers Wholesale Insurance Solutions All States Swett & Crawford All States USX/S All States Worldwide Facilities, Inc. - All Offices All States

Media Professional Liability Company

States

A & B Insurance Solutions, LLC

AL AR FL GA IL IN KY LA MA MI MO MS NJ NY TN Access E&S Insurance Services (CA) AZ CA CO DC MD NV NY TX VA All Risks, Ltd. All States Anderson & Murison, Inc. CA Apogee Ins. Group, a Berkshire Hathaway Company All States ARC West Coast Excess & Surplus Brokerage, LLC All States Ark-La-Tex Underwriters, Inc. AR LA MS TX Bailey Special Risks, Inc. All States except AK HI Bliss & Glennon, Inc. All States Bliss & Glennon Central All States Boston Insurance Brokerage, Inc. All States Braishfield Associates, Inc. All States Burns & Wilcox — All Offices All States Capitol Insurance Companies / Specialty Global All States Chubb Group of Insurance Companies All States Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA CRC Insurance Services, Inc. - 29 Offices Nationwide All States Davidson-Babcock CO IA IL KS MO NE OK SD Donald Gaddis Co., Inc. All States E.L.M. Insurance Brokers Inc. AK AR AZ CA CO FL ID KS KY MO NH NJ NM NV OH OR TX UT WY Eaton Professional Insurance Services CA Euclid Managers, LLC All States Executive Perils All States Gateway Underwriters Agency All States Great American Ins. Group - Executive Liability Division All States Gresham & Associates, Inc. - Corporate Office All States Insurance Innovators Group - All Offices Continental US Jimcor Agencies All States JLT Facilities, Inc. CA McGowan, Donnelly & Oberheu, LLC (MDO) All States Monarch E&S Insurance Services AZ CA HI TX Morstan General Agency of Florida All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV OneBeacon Professional Insurance Most States Professional Liability Ins. Svcs - Underwriting Facilities All States ProWest Insurance Services, Inc. CA - License # - 0C52396 Quadrant Insurance Managers All States Quirk & Company LA NM OK OR TX WA RPS Technology & Cyber All States S A Freerks & Associates IA IL MO NE Socius Insurance Services All States Southern Insurance Underwriters, Inc. AL FL GA MS NC SC TN Strickland Insurance Brokers, Inc. NC SC VA Sullivan Brokers Wholesale Insurance Solutions All States Swett & Crawford All States Tennant Risk Services All States USG Insurance Services, Inc. All States USX/S All States Western Security Surplus Insurance Brokers, Inc. AZ CA CO FL IL NV NY OR TX UT WA Worldwide Facilities, Inc. - All Offices All States

N32 INSURANCE JOURNAL-NATIONAL | September 19, 2011

States

A & B Insurance Solutions, LLC

AL AR FL GA IL IN KY LA MA MI MO MS NY TN Access E&S Insurance Services (VA) DC DE FL GA IL MD NC NJ NY OH PA SC TN TX VA ACE Westchester Specialty—Professional Risk (GA) All States AFPD All States except CA DE NJ Agency Marketing Services, Inc. AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX Alexander J. Wayne & Associates, Inc. All States All Risks, Ltd. All States Allied Protector Plan All States AmWINS Group, Inc. - 45 Offices Nationwide All States Atlantic Specialty Lines - VA FL MW PA CT DC DE FL GA IL IN KY MD NC NJ NY OH PA SC TN VA WI Benchmark Management Group, Inc. All States Bliss & Glennon, Inc. All States Bliss & Glennon Central All States Boston Insurance Brokerage, Inc. All States Citadel Insurance Services, LC All States Continental Risk Insurance Services AK AL AZ CA CO FL ID MO NC NV NY OR TX UT WA Donald Gaddis Co., Inc. All State E.L.M. Insurance Brokers Inc. AK AR AZ CA CO FL ID KS KY MO NH NJ NM NV OH OR TX UT WY Eaton Professional Insurance Services CA Fox Point Programs All States Gray-Stone & Company, Inc. All States except AK WY HCI - Health Care Insurers / R.P.S. All States Indemnity Excess & Surplus Agency, Inc. Most States Independent Insurance Wholesalers, Inc. OR WA Insurance Innovators Group - All Offices Continental US K&B Underwriters, LLC All States Klinger Associates, Inc. Most States Markel Corporation All States MarketScout Wholesale, LLC / dba MSW All States Mercator Risk Services, Inc. All States Monarch E&S Insurance Services AZ CA HI TX NAS Insurance Services, Inc. All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV OneBeacon Professional Insurance Most States PBS Insurance Underwriting Corporation All States except AK KS PULIC - Professional Underwriters Liability Ins. Co. All States ProWest Insurance Services, Inc. CA - License # - 0C52396 Quadrant Insurance Managers All States Roush Insurance Services, Inc. IL IN OH RPS AVRECO - Healthcare All States Russell Bond & Co., Inc. Most States S.H. Smith & Company, Inc. - 9 Offices Nationwides All States Sierra Specialty Insurance Services, Inc. All States Sullivan Brokers Wholesale Insurance Solutions All States Tennant Risk Services All States USX/S All States Western Surplus Lines Agency, Inc. LA NM OK TX Wholesale Connection Insurance Services CA Willis Programs All States Worldwide Facilities, Inc. - All Offices All States Zurich North America Commercial All States

Misc. Professional Liability - Medical Fields Company

States

Access E&S Insurance Services (CA) Access E&S Insurance Services (VA) Agency Marketing Services, Inc. Agostini Surplus Insurance Services All Risks, Ltd. Allied Protector Plan Allsouth Professional Liability Argo Pro Atlantic Specialty Lines - VA FL MW PA Benchmark Management Group, Inc. Boston Insurance Brokerage, Inc. Continental Risk Insurance Services CRC Insurance Services, Inc. - 29 Offices Nationwide

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

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Misc. Prof Liability - Medical Fields (continued)

Miscellaneous Professional Liability (continued)

Company

States

Company

All State CA All States except AK WY All States Continental US All States All States All States All States Most States AR FL IA IL KS MO OK TN UT All States All States All States AZ CA NV All States MI OH All States except AK KS Most States All States All States All States All States All States NC SC VA All States All States All States All States All States All States CA AZ CA CO FL IL NV NY OR TX UT WA AZ NV All States All States TX All States CA All States

Chubb Group of Insurance Companies Cita Insurance Services Citadel Insurance Services, LC Construction Insurance Partners Continental Risk Insurance Services

Donald Gaddis Co., Inc. Gorst Co. Gray-Stone & Company, Inc. HCI - Health Care Insurers / R.P.S. Insurance Innovators Group - All Offices IPA Risk Management, LLC International Excess Alliance, LLC James River Insurance Company K&B Underwriters, LLC Klinger Associates, Inc. M.J. Kelly Company Morstan General Agency of Florida NAS Insurance Services, Inc. Negley Associates NeitClem Wholesale Insurance Brokerage, Inc. NIF Group, Inc. Ohio E & S Agency, Inc. PBS Insurance Underwriting Corporation Privett Special Risk Services, LLC PULIC - Professional Underwriters Liability Ins. Co. Rockhill Insurance Company Rockwood Programs, Inc. RPS AVRECO - Healthcare Sierra Specialty Insurance Services, Inc. Strickland Insurance Brokers, Inc. Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford Tennant Risk Services U.S. Risk Insurance Group USG Insurance Services, Inc. USX/S W. Brown & Associates Western Security Surplus Insurance Brokers, Inc. Western Special Risks, Inc. Westrope Willis Programs Woodlands Insurance Services, Inc. Worldwide Facilities, Inc. - All Offices Yates & Associates Ins. Services Zurich North America Commercial

Miscellaneous Professional Liability Company

States

5Star Professional Programs A & B Insurance Solutions, LLC Abram Interstate Insurance Services, Inc. Access E&S Insurance Services (VA) Agency Marketing Services, Inc. Agostini Surplus Insurance Services All Risks, Ltd. All Solutions PBS LLC Allied Protector Plan Allsouth Professional Liability Anderson & Murison, Inc. Apogee Insurance Group, a Berkshire Hathaway Co.

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

ARC West Coast Excess & Surplus Brokerage, LLC Argo Pro Ark-La-Tex Underwriters, Inc. Arlington/Roe & Co of Indiana ASI Atlantic Specialty Lines - VA FL MW PA

Bailey Special Risks, Inc. Benchmark Management Group, Inc. Bliss & Glennon, Inc. Bliss & Glennon Central Boston Insurance Brokerage, Inc. Braishfield Associates, Inc. Burns & Wilcox — All Offices Capitol Insurance Companies / Specialty Global Centurion Insurance Group

www.insurancejournal.com

All States

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

States

All States All States All States All States AK AL AZ CA CO FL ID MO NC NV NY OR TX UT WA Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA Costanza Insurance Agency, Inc. All States CRC Insurance Services, Inc. - 29 Offices Nationwide All States Crump Professional Concepts All States Daniels-Head Insurance Agency, Inc. AL AZ CA CO FL GA HI IL KS KY MI MO NC NM NV OH PA SC TN TX UT WA WV Davidson-Babcock CO IA IL KS MO NE OK SD Euclid Managers, LLC All States Executive Perils All States Gateway Underwriters Agency All States Gray-Stone & Company, Inc. All States except AK WY Great American Ins. Group - Executive Liability Division All States Gresham & Associates, Inc. - Corporate Office All States Fox Point Programs All States HCC Specialty (MA) All States Herbert H. Landy Insurance All States Indemnity Excess & Surplus Agency, Inc. Most States Independent Insurance Wholesalers, Inc. OR WA Insurance Innovators Group - All Offices Continental US International Beauty Brokerage AZ CA NV OR WA International Excess Alliance, LLC All States Izzo Insurance Services, Inc. All States (Includes Security Guards, Cosmetic Mfrs, Spas/Salons) J.E. Brown & Associates CA J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV James River Insurance Company All States Jimcor Agencies All States JLT Facilities, Inc. CA King Insurance Support Systems Nationwide M.J. Hall & Company, Inc. AK AZ CA CO HI LA NM NV OK TX M.J. Kelly Company AR FL IA IL KS MO OK TN UT McGowan, Donnelly & Oberheu, LLC (MDO) All States Mercator Risk Services, Inc. All States Monarch E&S Insurance Services AZ CA HI TX Monitor Liability Managers, Inc. All States Morstan General Agency of Florida All States NAS Insurance Services, Inc. All States Navigators Pro All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV Negley Associates All States NIF Group, Inc. All States Norman-Spencer International, Inc. All States NSM Insurance Group - Agent Cover Program All States except DE NH RI Ohio E & S Agency, Inc. MI OH Pacific Coast E&S Insurance Services CA ID NV OR WA PBS Insurance Underwriting Corporation All States except AK KS Philadelphia Insurance Companies All States except LA Professional Indemnity Agency (MPL) All States Professional Liability Ins. Svcs - Underwriting Facilities All States Professional Underwriters Agency, Inc. All States ProWest Insurance Services, Inc. CA - License # - 0C52396 Quadrant Insurance Managers All States Quaker Special Risk - FL MA NJ NY office Most States Quirk & Company LA NM OK OR TX WA QuoteNBind.com All States except AK HI LA Rockhill Insurance Company All States Rockwood Programs, Inc. All States Roush Insurance Services, Inc. IL IN OH RPS AVRECO - Healthcare All States RPS Technology & Cyber All States Russell Bond & Co., Inc. Most States S A Freerks & Associates IA IL MO NE S.H. Smith & Company, Inc. - 9 Offices Nationwides All States Sierra Specialty Insurance Services, Inc. All States Socius Insurance Services All States Southern Insurance Underwriters, Inc. AL FL GA MS NC SC TN Strickland Insurance Brokers, Inc. NC SC VA Sullivan Brokers Wholesale Insurance Solutions All States Sun Coast General Insurance Agency AZ CA CO NV UT

Swett & Crawford

All States

September 19, 2011 | INSURANCE JOURNAL-NATIONAL N33

Misc. Professional Liability (continued)

Nonprofits’ Liability (continued)

Company

States

Company

States

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

AR LA NM OK TX All States All States (Security Guards, Alarm & Electronic Security firms, PI’s, Background Screeners)

S A Freerks & Associates Socius Insurance Services Southern Insurance Underwriters, Inc. Strickland Insurance Brokers, Inc.

IA IL MO NE All States AL FL GA MS NC SC TN NC SC VA

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

All States AZ CA NV All States All States All States CA LA NM OK TX Most States All States All States CA

Sullivan Brokers Wholesale Insurance Solutions

All States

Swett & Crawford

All States

Tennant Risk Services Victor O. Schinnerer & Co. Western Security Surplus Insurance Brokers, Inc. Western Special Risks, Inc. Western World Insurance Group Worldwide Facilities, Inc. - All Offices

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

Physicians Professional Liability Company

States

Nonprofits’ Liability

Access E&S Insurance Services (VA)

Company

All Risks, Ltd. Allied Protector Plan Ark-La-Tex Underwriters, Inc. Arlington/Roe & Co of Indiana Bliss & Glennon, Inc. Bliss & Glennon Central Donald Gaddis Co., Inc. HCI - Health Care Insurers / R.P.S. Insurance Innovators Group - All Offices IPA Risk Management, LLC James River Insurance Company K&B Underwriters, LLC Klinger Associates, Inc. NAS Insurance Services, Inc. Negley Associates NeitClem Wholesale Insurance Brokerage, Inc. PBS Insurance Underwriting Corporation

States

5Star Professional Programs Abram Interstate Insurance Services, Inc. AFC Insurance, Inc.

All States CA AR CA GA IL IN MA MD MI MN NJ NM NV NY OH PA WA Agostini Surplus Insurance Services AZ CA CO MD NE NM NV OR TN TX UT WA All Solutions PBS LLC All States Anderson & Murison, Inc. CA Apogee Insurance Group, a Berkshire Hathaway Co. All States ASI All States except LA Atlantic Specialty Lines - VA FL MW PA CT DC DE FL GA IL IN KY MD NC NJ NY OH PA SC TN VA WI Bailey Special Risks, Inc. All States except AK HI Bliss & Glennon, Inc. All States Bliss & Glennon Central All States Burns & Wilcox — All Offices All States Capitol Insurance Companies / Specialty Global All States Chubb Group of Insurance Companies All States Continental Risk Insurance Services AK AL AZ CA CO FL ID MO NC NV NY OR TX UT WA Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA Crump Professional Concepts All States Davidson-Babcock CO IA IL KS MO NE OK SD Donald Gaddis Co., Inc. All States E.L.M. Insurance Brokers Inc. AK AR AZ CA CO FL ID KS KY MO NH NJ NH NJ NM NV OH OR TX UT WY Eaton Professional Insurance Services CA Executive Perils All States Fox Point Programs All States Gateway Specialty Insurance All States Gray-Stone & Company, Inc. All States except AK WY Great American Ins. Group - Executive Liability Division All States Gresham & Associates, Inc. - Corporate Office All States Indemnity Excess & Surplus Agency, Inc. Most State Insurance Innovators Group - All Offices Continental US Intercorp, Inc. All States J.E. Brown & Associates CA J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV Jimcor Agencies All States King Insurance Support Systems Nationwide M.J. Hall & Company, Inc. AK AZ CA CO HI LA NM NV OK TX M.J. Kelly Company AR FL IA IL KS MO OK TN UT Markel Corporation All States Monitor Liability Managers, Inc. All States Morstan General Agency of Florida All States Negley Associates All States NIF Group, Inc. All States Ohio E & S Agency, Inc. MI OH Pacific Coast E&S Insurance Services CA ID NV OR WA Philadelphia Insurance Companies All States except LA Quirk & Company LA NM OK OR TX WA QuoteNBind.com All States except AK HI LA Rockhill Insurance Company All States Riverport Insurance Company Most States Roush Insurance Services, Inc. IL IN OH

N34 INSURANCE JOURNAL-NATIONAL | September 19, 2011

PULIC - Professional Underwriters Liability Ins. Co.

ProSurance Group, Inc. Rockhill Insurance Company Rockwood Programs, Inc. RPS AVRECO - Healthcare S.H. Smith & Company, Inc. - 9 Offices Nationwides Southern Insurance Underwriters, Inc. Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford Tennant Risk Services Worldwide Facilities, Inc. - All Offices Zurich North America Commercial

DC DE FL GA IL MD NC NJ NY OH PA SC TN TX VA All States All States AR LA MS TX All States All States All States All States All States Continental US All States All States All States Most States All States All States AZ CA NV All States except AK KS All States All States All States All States All States All States AL FL GA MS NC SC TN All States All States All States All States All States

Public Officials Liability Company

States

All Risks, Ltd. AmWINS Group, Inc. - 45 Offices Nationwide Apex Insurance Services

All States All States All States

Apogee Insurance Group, a Berkshire Hathaway Co. Arlington/Roe & Co of Indiana Euclid Managers Insurance Innovators Group - All Offices J.M. Wilson

All States All States Most States Continental US AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV All States All States IL IN OH All States All States Most States AZ CA CO FL IL NV NY OR TX UT WA Most States All States

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

(Includes Law Enforcement & School Board Liability)

www.insurancejournal.com

Real Estate Agents’ Liability Company Access E&S Insurance Services (VA) All Risks, Ltd. All Solutions PBS LLC Allsouth Professional Liability Apogee Ins. Group, a Berkshire Hathaway Company Anderson & Murison, Inc. ARC West Coast Excess & Surplus Brokerage, LLC Artisan Risk and Insurance Services ASI Bailey Special Risks, Inc. Benchmark Management Group, Inc. Braishfield Associates, Inc. Burns & Wilcox — All Offices Capitol Insurance Companies / Specialty Global Cita Insurance Services Construction Insurance Partners CRC Insurance Services, Inc. - 29 Offices Nationwide Crump Professional Concepts Daniels-Head Insurance Agency, Inc. Davidson-Babcock Donald Gaddis Co., Inc. E.L.M. Insurance Brokers Inc. Executive Perils Fox Point Programs Gateway Underwriters Agency HCC Specialty (MA)

Herbert H. Landy Insurance Insurance Innovators Group - All Offices Intercorp, Inc. IPA Risk Management, LLC

States

Company

DC DE FL GA IL MD NC NJ NY OH PA SC TN TX VA All States All States Multiple – please contact us. All States CA All States Most States All States except LA All States except AK HI All States All States All States All States All States All States All States All States AL AZ CA CO FL GA HI IL KS KY MI MO NC NM NV OH PA SC TN TX UT WA WV CO IA IL KS MO NE OK SD All States AK AR AZ CA CO FL ID KS KY MO NH N NJ NM NV OH OR TX UT WY All States All States All States All States All States except AK LA NY (includes Real Estate Appraisers E&O) Continental US All States All States

J.M. Wilson

States

AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV Jimcor Agencies All States King Insurance Support Systems Nationwide M.J. Kelly Company AR FL IA IL KS MO OK TN UT McGowan, Donnelly & Oberheu, LLC (MDO) All States Mercator Risk Services, Inc. All States Monarch E&S Insurance Services AZ CA HI TX Morstan General Agency of Florida All States Norman-Spencer Agency, Inc. All States OneBeacon Professional Insurance Most States Privett Special Risk Services, LLC Most States Professional Indemnity Agency (MPL) All States Professional Liability Ins. Svcs - Underwriting Facilities All States Quaker Special Risk - FL MA NJ NY office Most States Quirk & Company LA NM OK OR TX WA QuoteNBind.com All States except AK HI LA RPS AVRECO - Healthcare All States S A Freerks & Associates IA IL MO NE Sierra Specialty Insurance Services, Inc. All States Southern Insurance Underwriters, Inc. AL FL GA MS NC SC TN Sullivan Brokers Wholesale Insurance Solutions All States Sun Coast General Insurance Agency AZ CA CO NV UT Swett & Crawford All States Tejas American General Agency AR LA NM OK TX Tennant Risk Services All States Travelers All States Topa Insurance Company AZ CA CO GA NV UT USG Insurance Services, Inc. All States Victor O. Schinnerer & Co. Most States Western Surplus Lines Agency, Inc. LA NM OK TX Western World Insurance Group Most States Worldwide Facilities, Inc. - All Offices All States Yates & Associates Ins. Services CA

Insurance Journal’s Law Firm Directory is coming soon.

Are you in? All listings will also be included in llowpages! Insurance Journal’s online yellowpages!

Registration Deadline is September 30, 2011 To be included, contact Kristine Honey at 800.897.9965 x132 or khoney@insurancejournal.com

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September 19, 2011 | INSURANCE JOURNAL-NATIONAL N35

Technology E&O Company Abram Interstate Insurance Services, Inc. Access E&S Insurance Services (CA) Access E&S Insurance Services (VA)

Technology E&O (continued) States CA AZ CA CO DC MD NV NY TX VA DC DE FL GA IL MD NC NJ NY OH PA SC TN TX VA

Agostini Surplus Insurance Services

AZ CA CO MD NE NM NV OR TN TX UT WA All States All States All States CA All States All States Most States AR LA MS TX Most States CT DC DE FL GA IL IN KY MD NC NJ NY OH PA SC TN VA WI Bailey Special Risks, Inc. All States except AK HI Benchmark Management Group, Inc. All States Bliss & Glennon, Inc. All States Bliss & Glennon Central All States Boston Insurance Brokerage, Inc. All States Braishfield Associates, Inc. All States Capitol Insurance Companies / Specialty Global All States Citadel Insurance Services, LC All States Continental Risk Insurance Services AK AL AZ CA CO FL ID MO NC NV NY OR TX UT WA CRC Insurance Services, Inc. - 29 Offices Nationwide All States Daniels-Head Insurance Agency, Inc. AL AZ CA CO FL GA HI IL KS KY MI MO NC NM NV OH PA SC TN TX UT WA WV Donald Gaddis Co., Inc. All States Eaton Professional Insurance Services CA Euclid Managers, LLC All States Executive Perils All States Gateway Underwriters Agency All States HCC Specialty (MA) All States Indemnity Excess & Surplus Agency, Inc. Most State Insurance Innovators Group - All Offices Continental US Intercorp, Inc. All States International Excess Alliance, LLC All States IPA Risk Management, LLC All States J.E. Brown & Associates CA J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV Jimcor Agencies All States JLT Facilities, Inc. CA M.J. Hall & Company, Inc. AK AZ CA CO HI LA NM NV OK TX M.J. Kelly Company AR FL IA IL KS MO OK TN UT MarketScout Wholesale, LLC / dba MSW All States McGowan, Donnelly & Oberheu, LLC (MDO) All States Monarch E&S Insurance Services AZ CA HI TX Morstan General Agency of Florida All States NAS Insurance Services, Inc. All States Negley Associates All States NIF Group, Inc. All States Ohio E & S Agency, Inc. OH OneBeacon Professional Insurance Most States Pacific Coast E&S Insurance Services CA ID NV OR WA Philadelphia Insurance Companies All States except LA Professional Indemnity Agency (MPL) All States Professional Liability Ins. Svcs - Underwriting Facilities All States Alexander J. Wayne & Associates, Inc. All Risks, Ltd. AmWINS Group, Inc. - 45 Offices Nationwide Anderson & Murison, Inc. Apogee Insurance Group, a Berkshire Hathaway Co. ARC West Coast Excess & Surplus Brokerage, LLC Argo Pro Ark-La-Tex Underwriters, Inc. Artisan Risk and Insurance Services Atlantic Specialty Lines - VA FL MW PA

Professional Underwriters Agency, Inc.

Company

States

Tennant Risk Services Trinity E&S Insurance Services, Inc. (Bermuda Dunes) U.S. Risk Insurance Group USG Insurance Services, Inc. USX/S Western Security Surplus Insurance Brokers, Inc. Western Surplus Lines Agency, Inc. Western World Insurance Group Worldwide Facilities, Inc. - All Offices Yates & Associates Ins. Services

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

Title Agentsâ&#x20AC;&#x2122; E&O Company

States

Agency Marketing Services, Inc. Apogee Insurance Group, a Berkshire Hathaway Co. Bailey Special Risks, Inc. Crump Professional Concepts Fox Point Programs Intercorp, Inc. International Excess Alliance, LLC Mercator Risk Services, Inc. Tennant Risk Services

AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX All States All States except AK HI All States All States All States All States All States All States

All States

Quaker Special Risk - FL MA NJ NY office Quirk & Company QuoteNBind.com Rockwood Programs, Inc. Roush Insurance Services, Inc.

Most States LA NM OK OR TX WA All States except AK HI LA All States IL IN OH

RPS Technology & Cyber

All States

S.H. Smith & Company, Inc. - 9 Offices Nationwides Sierra Specialty Insurance Services, Inc. Socius Insurance Services Strickland Insurance Brokers, Inc. Sun Coast General Insurance Agency Sullivan Brokers Wholesale Insurance Solutions Swett & Crawford

All States All States All States NC SC VA AZ CA CO NV UT All States All States

Tejas American General Agency

AR LA NM OK TX

N36 INSURANCE JOURNAL-NATIONAL | September 19, 2011

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Professional Liability Directory - Alphabetical Directory of Markets 5Star Professional Programs 303 W. Madison St., Ste. 700, Chicago, IL 60606 Phone: 877-247-9772 ; Fax: 866-720-5003 E-mail: marketing@5starsp.com/PROtect Website: www.5starsp.com/PROtect

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

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

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

Allied Protector Plan 3101 W. MLK Jr. Blvd., Tampa, FL 33607 Phone: 877-566-4017 ; Fax: 813-221-4109 E-mail: upatel@bbprograms.com Website: www.alliedprotectorplan.com

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

Abram Interstate Insurance Services,Inc.

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

Artisan Risk and Insurance Services 20 Park Plaza, 4th Fl, Boston, MA 02116 Phone: 857-233-0071 ; Fax: 866-683-6857 E-mail: Joshua.Collins@ArtisanRisk.com Website: www.ArtisanRisk.com

AmWINS Group, Inc. - 45 Offices Nationwide See Website for Locations Headquarters - Charlotte, NC 28210 Phone: 704-749-2700 ; Fax: 704-943-9000 E-mail: marketing@amwins.com Website: www.amwins.com

ASI

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

Access E&S Insurance Services (CA) 5575 Lake Park Way, Ste. 222, La Mesa, CA 91942 Phone: 619-462-1128 ; Fax: 866-209-7312 E-mail: valerie@access-es.com Website: www.access-es.com Access E&S Insurance Services (VA) 2001 N. Lincoln St., Arlington, VA 22207 Phone: 703-248-2566 ; Fax: 703-248-2565 E-mail: tim@access-es.com Website: www.access-es.com ACE Westchester Specialty--Environmental 500 Colonial Center Pkwy, Ste. 200, Roswell, GA 30076 Phone: 678-795-4220 ; Fax: 678-795-4569 E-mail: Barbara.Deas@acegroup.com Website: www.acewestchester.com

Arlington/Roe & Co of Indiana

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

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

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

Apex Insurance Services 404 E. Ramsey, Ste. 114, San Antonio, TX 78216 Phone: 210-340-8985 ; Fax: 210-340-8986 E-mail: hughes@apexinsurance.com Website: www.apexinsurance.com

ACE Westchester Specialty--Professional Risk 500 Colonial Center Pkwy, Ste. 200, Roswell, GA 30076 Phone: 678-795-4263 ; Fax: 678-795-4120 E-mail: Kim.Youngblood@acegroup.com Website: www.acewestchester.com AFC Insurance, Inc. 95 Highland Ave., Ste. 150, Bethlehem, PA 18017 Phone: 610-866-0401 ; Fax: 610-974-8574 E-mail: loriann.purnell@afcins.com Website: www.afcins.com

AFPD One Hollow Ln., Lake Success, NY 11042 Phone: 800-870-7750 ; Fax: 516-365-6813 E-mail: Underwriters@afpd.net Website: www.afpd.net The industry’s most respected name for Lawyers Professional Liability and Dentists Professional Liability. Agency Marketing Services, Inc. 9800 4th St. N, Ste. 400, St. Petersburg, FL 33702 Phone: 727-384-1036 ; Fax: 727-343-4123 E-mail: bwolf@agencymarketing.com Website: www.agencymarketing.com

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

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

All Risks, Ltd. 10150 York Rd., 5th Fl., Hunt Valley, MD 21030 Phone: 800-366-5810 ; Fax: 410-828-8179 E-mail: hhobbie@allrisks.com Website: www.allrisks.com

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Beacon Hill Associates, Inc. P.O. Box 1532, Charlottesville, VA 22902 Phone: 800-596-2156 ; Fax: 434-979-8964 E-mail: info@b-h-a.com Website: www.b-h-a.com Benchmark Management Group, Inc. 1730 Park St., Ste. 214, Naperville, IL 60563 Phone: 630-778-7000 ; Fax: 630-778-7007 E-mail: shawn@bmgins.com Website: www.bmgins.com

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

Bliss & Glennon, Inc. 435 N. Pacific Coast Hwy, Redondo Beach, CA 90277 Phone: 800-829-7330 ; Fax: 310-372-1903 E-mail: petrun@bgsurplus.com Website: www.bgsurplus.com

Agostini Surplus Insurance Services P.O. Box 880288, San Diego, CA 92168 Phone: 800-922-7283 ; Fax: 619-593-2008 E-mail: daniel@agostinisurplus.com Website: www.agostinisurplus.com Alexander J. Wayne & Associates, Inc. 2551 N. Clark St., Ste. 601, Chicago, IL 60614 Phone: 773-305-7685 ; Fax: 773-328-1259 E-mail: vladantos@ajwayne.com Website: www.ajwayne.com

Bailey Special Risks, Inc. 177 E. Main St., Ste. 5, Hendersonville, TN 37075 Phone: 615-264-3977 ; Fax: 615-264-3980 E-mail: questions@bsrins.com Website: www.bsrins.com

Argo Pro 8720 Stony Point Pkwy, Ste. 300, Richmond, VA 23116 Phone: 804-560-3580 ; Fax: 804-560-4844 E-mail: marketing@argoprous.com Website: www.argoprous.com Ark-La-Tex Underwriters, Inc. 1945 E. 70th St., Ste. C, Shreveport, LA 71105 Phone: 318-798-7703 ; Fax: 318-798-3959 Website: www.altuquotes.com

Bliss & Glennon’s Professional liability covers a large range of risks, from Answering Services to X-ray Labs. A team of brokers dedicated to service your clients’ professional liability needs; Large or small, we handle the tough stuff.

Bliss & Glennon Central 1406 Wilson Rd., Conroe, TX 77304 Phone: 936-521-7400 ; Fax: 936-521-7471 E-mail: bowersd@bgsurplustx.com Website: www.bgsurplustx.com

September 19, 2011 | INSURANCE JOURNAL-NATIONAL N37

Professional Liability Directory - Alphabetical Directory of Markets Boston Insurance Brokerage, Inc. 24 Federal St., 4th Fl, Boston, MA 02110 Phone: 866- 331-1997 ; Fax: 617-556-7070 E-mail: gbewick@bostonbrokerage.com Website: www.bostonbrokerage.com

Continental Risk Insurance Services 330 S. Fairmont Ave., Ste. 2, Lodi, CA 95240 Phone: 866-699-2747 ; Fax: 209-365-6040 E-mail: ed@continentalriskins.com Website: www.continentalriskins.com

Boston Insurance Brokerage is a wholesale broker that offers commercial insurance solutions. Our product portfolio includes all forms of property, casualty, environmental, umbrella, executive & professional, workers compensation and risk management products and services including markets and expertise in healthcare liability. Braishfield Associates, Inc. 2966 Commerce Park Dr., Ste. 250, Orlando, FL 32819 Phone: 888-335-6616 ; Fax: 888-335-6615 E-mail: info@braishfield.com Website: www.braishfield.com

Burns & Wilcox — All Offices See Web for Addresses, HQ - Detroit/Farmington Hills Phone: 248-932-9000 ; Fax: 248-932-9046 E-mail: farmingtonhills@burns-wilcox.com Website: www.burnsandwilcox.com Capitol Insurance Companies / Specialty Global 8500 Shawnee Mission Pkwy. Shawnee Mission, KS 66202 Phone: 913-564-0777 ; Fax: 913-564-0603 E-mail: marketing-agency@capitol.net Website: www.capitol.net Centurion Insurance Group Centurion Place - P.O. Box 959, Hanover, NH 03755 Phone: 603-643-2000 ; Fax: 603-643-2740 E-mail: awc@centurionusa.com Website: www.centurionusa.com

Chubb Group of Insurance Companies 3 Mountain View Rd., Warren, NJ 07059 Phone: 908-903-2000 ; Fax: 908-903-3246 E-mail: jgrange@chubb.com Website: www.chubb.com Cita Insurance Services 681 S. Parker St., Ste. 300, Orange, CA 92868 Phone: 800-280-7250 ; Fax: 714-978-2692 E-mail: programsinfo@citainsurance.com Website: www.citainsurance.com

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

Cooper & McCloskey, Inc. 111 Pine St., Ste. 1530, San Francisco, CA 94111 Phone: 415-433-7700 ; Fax: 415-433-7707 E-mail: keltie@cmiprorisk.com Website: www.cmiprorisk.com Costanza Insurance Agency, Inc. 9101 LBJ Freeway, Ste. 150, Dallas, TX 75243 Phone: 800-346-0942 ; Fax: 972-991-2139 E-mail: info@cia-tx.com Website: www.costanzainsurance.com CPA Protector Plan 3101 W. MLK Jr. Blvd., Ste. 400 Tampa, FL 33607 Phone: 800-438-1263 ; Fax: 813-222-4165 E-mail: lahles@bbprograms.com Website: www.cpaprotectorplan.com CRC Insurance Services, Inc. - 29 Offices Nationwide See Website for Locations. Headquarters - Birmingham, AL 35209 Phone: 800-824-1709 ; Fax: 205-879-3739 Website: www.crcins.com

Crump Professional Concepts 105 Eisenhower Pkwy, 4th FL, Roseland, NJ 07068 Phone: 973-461-2181 ; Fax: 973-461-2196 E-mail: Donna.Griffin@crumpins.com Website: www.crumpins.com/products.aspx Daniels-Head Insurance Agency, Inc. P.O. Box 160730, Austin, TX 78716-0730 Phone: 800-950-0551 ; Fax: 877-839-6107 Website: www.danielshead.com

Davidson-Babcock 15200 Santa Fe Trail Dr., Ste. 201, Lenexa, KS 66219 Phone: 800-203-3223 ; Fax: 866-469-1177 E-mail: cliff.daniels@davidson-babcock.com Website: www.davidson-babcock.com

Citadel Insurance Services, LC

Euclid Managers 234 Spring Lake Dr., Itasca, IL 60143 Phone: 630-238-1900 ; Fax: 630-773-8590 E-mail: msutton@euclidmanagerskc.com Website: www.euclidmanagers.com

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

Donald Gaddis Co., Inc. 150 S. Wacker Dr., Ste. 600, Chicago, IL 60606 Phone: 888-853-0071 ; Fax: 312-853-1033 E-mail: cgaddis@gaddiscompany.com Website: www.gaddiscompany.com

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

E.L.M. Insurance Brokers / an ISG Company 1990 E. Grand Ave., Ste. 210, Los Angeles, CA 90245 Phone: 310-322-1301 ; Fax: 310-322-1302 E-mail: mainofc@e-o.com Website: www.e-o.com

Executive Perils 11845 W Olympic Blvd, Ste 750, Los Angeles, CA 90064 Phone: 310-444-9333 ; Fax: 310-444-9355 E-mail: petert@eperils.com Website: www.eperils.com Fox Point Programs 250 Philadelphia Pike, Wilmington, DE 19809 Phone: 800-499-7242 ; Fax: 302-472-8529 E-mail: sales@foxpointprg.com Website: www.foxpointprg.com Freberg Environmental, Inc. 1451 Larimer, Ste. 200, Denver, CO 80202 Phone: 800-377-4152 ; Fax: 303-623-8101 E-mail: info@feiinsurance.com Website: www.feiinsurance.com

Gateway Specialty Insurance 1190 S. Warner Rd., Wayne, PA 19087 Phone: 877-977-4474 E-mail: info@gatewayspecialty.com Website: www.gatewayspecialty.com Gateway Underwriters Agency 2458 Old Dursett Rd., Maryland Heights, MD 63043 Phone: 314-238-0070 ; Fax: 314-238-0065 E-mail: christine.remming@gua-stl.com Website: www.gua-stl.com Gorst Co. 9310 Topanga Canyon Blvd., Chatsworth, CA 91311 Phone: 818-507-0900 ; Fax: 818-507-1133 E-mail: mail@gorst.com Website: www.gorst.com Gray-Stone & Company, Inc. 275 E. Hillcrest Dr., Ste. 250, Thousand Oaks, CA 91360 Phone: 805-494-4440 ; Fax: 805-299-4985 E-mail: info@gray-stone.com Website: www.gray-stone.com

Eaton Professional Insurance Services Compass Insurance Group of Agencies 9310 Topanga Canyon Blvd., Chatsworth, CA 91311 Phone: 818-507-1980 ; Fax: 818-545-3818 E-mail: mail@compasseands.com Website: www.compasseands.com Construction Insurance Partners 308 N. 21st St., Ste. 300, St. Louis, MO 63103 Phone: 314-554-9754 ; Fax: 314-342-7170 E-mail: johnc@cip-stl.com Website: www.cip-stl.com

17602 17th St., Ste. 102-120, Tustin, CA 92780 Phone: 714-832-8649 ; Fax: 714-832-2586 E-mail: c.eaton@episi.net Website: www.episi.net Environmental Insurance Services, Inc. 200 Cahaba Park S, Ste. 200, Birmingham AL 35242 Phone: 800-239-1347 ; Fax: 205-991-7767 E-mail: jbarron@env-ins.com Website: www.env-ins.com

N38 INSURANCE JOURNAL-NATIONAL | September 19, 2011

Great American Insurance Group - Executive Liability Division 1515 Woodfield Rd., Ste. 500, Schaumburg, IL 60173 Phone: 847-330-6750 ; Fax: 847-330-6890 E-mail: ELD@gaic.com Website: www.GreatAmericanELD.com The Executive Liability Division of Great American Insurance Group has specialized in Directors’ and Officers’ liability and other professional liability insurance coverages for nearly 20 years. Comprised of experts in marketing, underwriting and claims, we have earned a reputation for excellence in the industry.

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Professional Liability Directory - Alphabetical Directory of Markets Gresham & Associates, Inc. - Corporate Office One Gresham Landing, Stockbridge, GA 30281 Phone: 888-473-7442 ; Fax: 770-389-6867 E-mail: marketing@greshaminc.com Website: www.gresham-inc.com

Intercorp, Inc. 1438-F W Main St., Ephrata, PA 17522 Phone: 717-721-3500 ; Fax: 717-721-3515 E-mail: info@intercorpinc.net Website: www.intercorpinc.net

HCC Specialty (CA) 2300 Clayton Rd., Ste. 1100, Concord, CA 94520 Phone: 800-684-7475 ; Fax: 925-685-1750 E-mail: jbechter@hcc.com Website: www.hccspecialty.com

International Beauty Brokerage

HCC Specialty (MA) 401 Edgewater Pl., Ste. 400, Wakefield, MA 01880 Phone: 781-994-6000 ; Fax: 781-994-6001 E-mail: mmatheson@hcc.com Website: www.hccspecialty.com

HCI - Health Care Insurers / R.P.S. 7011 Campus Dr., Ste. 200, Colorado Springs, CO 80920 Phone: 800-397-9697 ; Fax: 719-528-8323 E-mail: info-hci@hciusa.com Website: www.hciusa.com Health Care Insurers (hci) is the nation’s oldest & largest dedicated health care professional liability wholesaler, our value added services are unsurpassed. With access to over 30 A-rated carriers & in-house binding authority for several carriers, we work with agents, groups & associations to find the best solutions for their client’s medical PL needs.

Herbert H. Landy Insurance 75 Second Ave., Needham, MA 02494 Phone: 800-336-5422 ; Fax: 800-344-5422 E-mail: johnt@landy.com Website: www.landy.com The Herbert H. Landy Insurance Agency, celebrating 63 years of providing the finest insurance plans and service, is a national administrator for Accountants, Tax Preparers & Bookkeepers, Real Estate Agents and Real Estate Appraisers Errors & Omissions insurance. Indemnity Excess & Surplus Agency, Inc. 1500 NW Bethany Blvd., Ste. 235, Beaverton, OR 97006 Phone: 800-487-2442 ; Fax: 503-526-9700 E-mail: jimh@ies-xs.com Website: www.ies-xs.com Independent Brokers & Agents of the West (IBA West) 7041 Koll Center Pkwy, Ste. 290, Pleasanton, CA 94566 Phone: 800-772-8998 ; Fax: 818-244-7306 E-mail: info@ibawest.com Website: www.ibawest.com Independent Insurance Wholesalers, Inc. 121 SW Morrison, Ste. 325, Portland, OR 97204 Phone: 503-224-1956 ; Fax: 503-224-3010 E-mail: bob@iiw.com Website: www.iiw.com

Insight Insurance Services, Inc. 2000 S. Batavia Ave., Ste. 300, Geneva, IL 60134 Phone: 800-447-4626 ; Fax: 888-447-6289 E-mail: info@insightinsurance.com Website: www.insightinsurance.com Insurance Innovators Group - 6 Offices Serve Nationwide See Website for Addresses Headquarters - Glenside, PA 19038 Phone: 215-885-7300 ; Fax: 215-886-2482 E-mail: sam@iiigroup.com ; devinw@iiigroup.com Website: www.iiigroup.com

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King Insurance Support Systems 31381 Rancho Viejo Rd., Ste. 101 San Juan Capistrano, CA 92675 Phone: 949-488-2255 ; Fax: 949-488-2259 E-mail: Marketing@kinginsuranceca.com Website: www.kinginsuranceca.com

P.O. Box 20199, El Cajon, CA 92021 Phone: 800-552-8870 ; Fax: 800-332-5611 E-mail: ibbi@sbcglobal.net Website: www.beauty2000.org IBB, Inc. has been providing insurance coverage to protect the beauty industry for over 50 years. Our policies are underwritten by TOPA Insurance Company, an A rated admitted carrier, on a per occurrence form. International Excess Alliance, LLC 26451 Curtiss Wright Pkwy, #103, Cleveland, OH 44143 Phone: 216-797-9700 ; Fax: 216-797-9970 E-mail: kennethkukral@intlxs.com Website: www.intlxs.com IPA Risk Management, LLC 16-00 Pollitt Dr., Fair Lawn, NJ 07410 Phone: 201-797-1084 ; Fax: 201-797-1076 E-mail: g.heitmann@ipariskmanagement.com Website: www.ipariskmanagement.com

Klinger Associates, Inc. P.O. Box 503526, Indianapolis , IN 46256 Phone: 317-845-9890 ; Fax: 317-845-9800 E-mail: klinger@klinger-insurance.com Website: www.klinger-insurance.com

M.J. Hall & Company, Inc. P.O. Box 192, Stockton, CA 95201 Phone: 209-948-8108 ; Fax: 209-465-3843 E-mail: angela@mjhallandcompany.com Website: www.mjhallandcompany.com M.J. Kelly Company 4415 E. State Highway D, Springfield, MO 65809 Phone: 800-725-7211 ; Fax: 417-883-7103 E-mail: wbilyeu@mjkelly.com Website: www.mjkelly.com

Markel Cambridge Alliance P.O. Box 64998, Burlington, VT 05406 Phone: 800-691-1515 ; Fax: 802-864-9369 E-mail: tbougere@cambridgealliance.com Website: www.cambridgealliance.com

Izzo Insurance Services, Inc. 7234 W. North Ave., Elmwood Park, IL 60707 Phone: 800-800-1704 ; Fax: 708-452-1777 E-mail: info@izzoinsurance.com Website: www.izzoinsurance.com

Underwriting Manager for an Errors & Omissions program for Registered Investment Advisors (RIA’s) and Investment Advisory Representatives (IAR’s). All 50 states.

J.E. Brown & Associates 303 Lennon Ln., Walnut Creek, CA 94598 Phone: 800-955-8213 ; Fax: 925-947-3978 E-mail: marketing@jebrown.net Website: www.jebrown.net

Markel Corporation Ten Parkway North, Deerfield, IL 60015 Phone: 847-572-6000 ; Fax: 847-572-6210 E-mail: strejc@markelcorp.com Website: www.markelcorp.com

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

MarketScout Wholesale, LLC / dba MSW 12700 Park Central Dr., Ste. 300, Dallas, TX 75251 Phone: 972-934-4200 ; Fax: 972-934-4299 E-mail: SubmitToMSW@marketscout.com Website: www.marketscout.com/msw/ McGowan, Donnelly & Oberheu, LLC (MDO) The Littlefield Bldg, 106 E. 6th St., Ste. 520 Austin, TX 78701 Phone: 512-600-2280 Ext. 5306 E-mail: ahatch@mdoinsurance.com Website: www.mdoinsurance.com

INSURANCE James River Insurance Company

Mercator Risk Services, Inc. 99 Pratt St., Ste. 200, Hartford, CT 06103 Phone: 860-280-2146 ; Fax: 860-527-2438 E-mail: CBauer@mercatorrisk.com Website: www.mercatorrisk.com

6641 W. Broad St., Ste. 300, Richmond, VA 23230 Phone: 804-289-2700 ; Fax: 804-289-2703 E-mail: info@jamesriverins.com Website: www.jamesriverins.com James River underwrites a wide variety of specialty P&C and Professional risks on an E&S basis in all states. PL teams include Medical PL, Allied Healthcare, and non-Medical PL. Visit www. jamesriverins.com to find a JRIC-authorized wholesale broker! Jimcor Agencies 60 Craig Rd., Montvale, NJ 07645 Phone: 201-573-8200 ; Fax: 201-573-8820 E-mail: jschneider@jimcor.com Website: www.jimcor.com

Monarch E&S Insurance Services 2540 Foothill Blvd., Ste. 101, La Crescenta, CA 91214 Phone: 818-249-0100 ; Fax: 818-249-1166 E-mail: wayneb@monarchexcess.com Website: www.monarchexcess.com

JLT Facilities, Inc. 22 Century Hill Dr., Latham, NY 12110 Phone: 800-998-5545 ; Fax: 518-782-3243 E-mail: jltsubmissions@jltfacilities.com Website: www.jltfacilities.com K&B Underwriters, LLC 11800 Sunrise Valley Dr., Ste. 1400, Reston, VA 20191 Phone: 888-760-3194 ; Fax: 703-880-7520 E-mail: info@kbunderwriters.com Website: www.kbunderwriters.com

September 19, 2011 | INSURANCE JOURNAL-NATIONAL N39

Professional Liability Directory - Alphabetical Directory of Markets Professional Liability Ins. Svcs, Inc. Underwriting Facilities 5802 Thunderbird, Bldg 10, Ste. 100 Lago Vista, TX 78645 Phone: 800-761-7547 ; Fax: 512-327-5834 E-mail: underwriting@plisinc.com Website: www.plisinc.com

NSM Insurance Group - Agent Cover Program

Monitor Liability Managers, Inc. 2850 W. Golf Rd., Ste. 800, Rolling Meadows, IL 60008 Phone: 800-446-2100 ; Fax: 847-806-6282 E-mail: contactus@monitorliability.com Website: www.monitorliability.com As a leading underwriting management company, Monitor strives to be the professional liability insurance market of choice for our producers. We offer A+ rated carriers, web-based quoting, automatic policy renewals, direct bill options, electronic policy issuance and the best combination of service, price and products. Morstan General Agency of Florida 1835 Banks Rd., Margate, FL 33063 Phone: 954-583-4722 ; Fax: 516-302-8951 E-mail: pwoodard@morstan.com Website: www.morstan.com NAS Insurance Services, Inc. 16501 Ventura Blvd., Ste. 200, Encino, CA 91436 Phone: 818-382-2030 ; Fax: 818-382-2040 E-mail: general@nasinsurance.com Website: www.nasinsurance.com Navigators Pro One Penn Plaza, New York, NY 10119 Phone: 212-613-4305 ; Fax: 212-613-4302 E-mail: cduca@navg.com Website: www.navg.com

555 North Lane, Ste. 6060, Conshohocken, PA 19428 Phone: 610-941-9877 ; Fax: 610-941-9889 E-mail: jemcguire@nsminc.com Website: www.agentcover.com Number One Insurance Agency 91 Cedar St., Milford, MA 01757 Phone: 800-742-6363 ; Fax: 508-634-2930 E-mail: atobin@massagent.com Website: www.massagent.com Ohio E & S Agency, Inc. 5800 Monroe St., Bldg. A, Sylvania, OH 43560 Phone: 419-885-2400 ; Fax: 419-885-7285 E-mail: jeff.pearse@ohioeands.com Website: www.ohioeands.com OneBeacon Professional Insurance 199 Scott Swamp Rd., Farmington, CT 06032 Phone: 877-701-0171 ; Fax: 866-625-3590 E-mail: OBPIinfo@onebeaconpro.com Website: www.onebeaconpro.com Pacific Coast E&S Insurance Services 2235 Mercury Way, Ste. 110, Santa Rosa, CA 95407 Phone: 707-573-9136 ; Fax: 707-573-9761 E-mail: info@pacificcoastes.com Website: www.pacificcoastes.com PBS Insurance Underwriting Corporation 303 Middletown Park Pl., Ste. F, Louisville, KY 40243 Phone: 502-244-1056 ; Fax: 502-254-1056 E-mail: pbs@pbsinsurance.com Website: www.pbsinsurance.com

Negley Associates 103 Eisenhower Pkwy, Ste. 101, Roseland, NJ 07068 Phone: 973-830-8500 ; Fax: 973-830-8585 E-mail: info@jjnegley.com Website: www.jjnegley.com NeitClem Wholesale Insurance Brokerage, Inc. 7442 N Figueroa St., Los Angeles, CA 90041 Phone: 323-258-2600 ; Fax: 323-258-2676 E-mail: jcenteno@neitclem.com Website: www.neitclem.com NIF Group, Inc. 30 Park Ave., Manhasset, NY 11030 Phone: 516-365-7440 ; Fax: 516-365-7392 E-mail: marketing@nifgroup.com Website: www.nifgroup.com Norman-Spencer Agency, Inc. 8075 Washington Village Dr., Dayton, OH 45458 Phone: 800-543-3248 ; Fax: 937-432-1635 E-mail: briannorman@norman-spencer.com Website: www.norman-spencer.com Norman-Spencer International, Inc. 150 E. 22nd St., Lombard, IL 60148 Phone: 800-842-3653 ; Fax: 630-705-1056 E-mail: gretchen@normanspencer.com Website: www.normanspencer.com

Professional Underwriters Agency, Inc. 2803 Butterfield Rd., Ste. 260, Oakbrook, IL 60523 Phone: 630-572-0600 ; Fax: 630-572-0615 E-mail: Sandip@puainc.com Website: www.puainc.com

Philadelphia Insurance Companies One Bala Plaza, Ste. 100, Bala Cynwyd, PA 19004 Phone: 800-873-4552 ; Fax: 610-617-7940 E-mail: phlysales@phlyins.com Website: www.phly.com Philadelphia Insurance Companies, a Member of the Tokio Marine Group, designs, markets, and underwrites commercial property/casualty and professional liability insurance products incorporating value added coverages and services for select industries. Privett Special Risk Services, LLC 80 Broad St., 9th Fl, New York, NY 10004 Phone: 212-231-7777 ; Fax: 212-231-7779 E-mail: webmaster@privettinsurance.com Website: www.privettinsurance.com

PULIC - Professional Underwriters Liability Insurance Company 1888 Century Park E, Ste. 850, Los Angeles, CA 90067 Phone: 800-537-7362 ; Fax: 866-344-6029 E-mail: info@pulic.com Website: www.pulic.com A physician owned insurance company that provides high quality medical liability insurance to physicians, dentists and podiatrists who have been declined, non-renewed, cancelled, restricted and/or surcharged by standard/preferred markets. ProSurance Group, Inc. 2685 Marine Way, Ste. 1408, Mountain View, CA 94043 Phone: 650-428-0818 ; Fax: 650-428-0860 E-mail: financialservices@prosurancegroup.com Website: www.prosurancegroup.com ProWest Insurance Services, Inc. 950 Glenn Dr., Ste. 270, Folsom, CA 95630 CA - License # - 0C52396 Phone: 916 673 2000 ; Fax: 916 673 2010 E-mail: rknapp@prowestins.com Website: www.prowestins.com Quadrant Insurance Managers 501 W. Schrock Rd., Ste. 301, Westerville, OH 43081 Phone: 614-841-1425 ; Fax: 614-841-1426 E-mail: productinfo@quadrant-us.com Website: www.quadrant-us.com Quaker Special Risk - FL MA NJ NY See Website for Addresses Headquarters - Eatontown, NJ 07724 Phone: 800-447-4180 ; Fax: 732-223-9072 E-mail: fwalsh@qsr-insurance.com Website: www.quakerspecialrisk.com Quirk & Company P.O. Box 792030, San Antonio, TX 78279 Phone: 800-299-9421 ; Fax: 210-340-4075 E-mail: rquirk@quirkco.com Website: www.quirkco.com

Professional Governmental Underwriters 9020 Stony Point Pkwy, Ste. 455, Richmond, VA 23235 Phone: 800-586-6502 ; Fax: 804-272-7852 E-mail: ndaly@pgui.com Website: www.pgui.com Professional Indemnity Agency (MPL) 37 Radio Circle Dr., Mount Kisco, NY 10549 Phone: 914-242-7845 ; Fax: 914-241-1133 E-mail: jdonovan@piaint.com Website: www.piaint.com/MPL_Main.asp

N40 INSURANCE JOURNAL-NATIONAL | September 19, 2011

QuoteNBind.com 11845 W Olympic Blvd, Ste. 750, Los Angeles, CA 90064 Phone: 213-293-8402 E-mail: Ulistening@quotenbind.com Website: www.QuoteNBind.com

www.insurancejournal.com

Professional Liability Directory - Alphabetical Directory of Markets Riverport Insurance Company 222 S. Ninth St., Minneapolis, MN 55402 Phone: 612-766-3100 ; Fax: 612-766-3398 E-mail: kbenvenuti@riverportinsurance.com Website: www.riverportinsurance.com Rockhill Insurance Company 700 W. 47th St., Ste. 350, Kansas City, MO 64112 Phone: 816-412-2810 ; Fax: 816-412-7550 E-mail: rparks@rhkc.com Website: www.rhkc.com Rockwood Programs, Inc. 4001 Miller Rd., Wilmington, DE 19802 Phone: 800-558-8808 ; Fax: 302-764-5477 E-mail: darryl.mccallin@rockwoodinsurance.com Website: www.rockwoodinsurance.com Roush Insurance Services, Inc. P.O. Box 1060, Noblesville, IN 46061-1060 Phone: 800-752-8402 ; Fax: 317-776-6891 E-mail: info@roushins.com Website: www.roushins.com

RPS AVRECO - Healthcare

South Texas General Insurance Agency 363 N Sam Houston Pkwy E, Ste. 1000 Houston, TX 77060 Phone: 281-820-0555 ; Fax: 281-820-0688 E-mail: floring@stgia.com Website: www.stgia.com

Travelers 940 W. Port Plaza, Ste. 450, St. Louis, MO 63146 Phone: 314-579-8321 ; Fax: 877-299-3257 E-mail: dreed2@travelers.com Website: www.travelers.com/1stchoice

Southern Insurance Underwriters, Inc. P.O. Box 105609, Atlanta, GA 30348 Phone: 678-498-4500 ; Fax: 678-498-4600 E-mail: marketing@siuins.com Website: www.siuins.com

Trinity E&S Insurance Services, Inc. (Bermuda Dunes, CA) 79301 Country Club Dr., Ste. 200 Bermuda Dunes, CA 92203 Phone: 760-360-4100 ; Fax: 760-360-0055 E-mail: requestinfo@trinityinsurance.com Website: www.trinityinsurance.com

Strickland Insurance Brokers, Inc. P.O. Box 8010, Goldsboro, NC 27533 Phone: 888-495-4950 ; Fax: 888-997-9970 E-mail: sallen@sibrokers.com Website: www.sibrokers.com

U.S. Brokers Network, Inc. 1832 Woodmoor Dr., Ste. 101, Monument, CO 80132 Phone: 719-488-5502 ; Fax: 719-487-1782 E-mail: janelle@usbrokersnetwork.com Website: www.usbrokersnetwork.com

Sullivan Brokers Wholesale Insurance Solutions, Inc. 800 W. 6th St., Ste. 1800, Los Angeles, CA 90017 Phone: 800-252-0355 ; Fax: 213-629-3161 E-mail: info@gjs.com Website: www.sbwis.com Sun Coast General Insurance Agency P.O. Box 30750, Laguna Hills, CA 92654-0750 Phone: 949-768-1132 ; Fax: 949-768-0625 E-mail: rgelok@suncoastinsurance.com Website: www.suncoastinsurance.com

550 W. Van Buren, Ste. 1200, Chicago, IL 60607 Phone: 312-294-5625 ; Fax: 312-922-7563 E-mail: bill_yurek@rpsins.com Website: www.avreco.com

U.S. E&O Brokers 820 Gessner Rd., Ste.1360, Houston, TX 77024 Phone: 800-460-6424 ; Fax: 713-984-1152 E-mail: insurance@useo.com Website: www.useo.com

RPS Technology & Cyber 204 Cedar St., Cambridge, MD 21613 Phone: 800-336-5659 ; Fax: 410-228-7645 E-mail: info@ccbsure.com Website: www.ccbsure.com

Swett & Crawford

Russell Bond & Co., Inc.

Swett & Crawford, the nation’s oldest and best-regarded wholesale intermediary, has 97 years of experience in helping to mitigate the risks of doing business here and around the globe. Headquartered in Atlanta, Georgia, the blended strength of Swett & Crawford and Cooper Gay, with a combined $3.5 billion in premiums, delivers the world’s largest global wholesale brokerage and reinsurance organization with more than 1400 insurance professionals in 60 offices on four continents.

295 Main St., Ste. 866, Buffalo, NY 14203 Phone: 800-333-7226 ; Fax: 800-677-6779 E-mail: Thollederer@RussellBond.com ; AAmbrose@RussellBond.com Website: www.RussellBond.com

S A Freerks & Associates 911 Park Ave., St. Louis, MO 63104 Phone: 314-436-2682 ; Fax: 314-436-1532 E-mail: kwagnon@safains.com Website: www.safains.com S.H. Smith & Company, Inc. - 9 Offices Nationwide See Website for Addresses Headquarters - Hartford, CT 06103 Phone: 800-356-0168 ; Fax: 800-329-7648 E-mail: info@shsmith.com Website: www.shsmith.com Sierra Specialty Insurance Services, Inc. 389 Clovis Ave., Ste. 100, Clovis, CA 93612 Phone: 866-814-9378 ; Fax: 559-256-6950 E-mail: mark@sierraspecialty.com Website: www.sierraspecialty.com

Socius Insurance Services 120 Howard St., Ste. 220, San Francisco, CA 94105 Phone: 415-778-0310 ; Fax: 415-778-0315 E-mail: crizzo@sociusinsurance.com Website: www.sociusinsurance.com

www.insurancejournal.com

See website for addresses Headquarters - Atlanta, GA 30327 E-mail: info@swett.com Website: www.swett.com

Target Insurance Services 10 Tower Lane, Avon, CT 06001 Phone: 888-888-1613 ; Fax: 860-284-1113 E-mail: info@target-capital.com Website: www.target-capital.com

US E&O Brokers specializes in writing E&O policies for Insurance Agents & Brokers nationwide including retail, wholesale, MGAs MGUs, Aggregators, Program Admins, TPA’s as well as Insurance Co’s. Package policies available for numerous Professional Classes. US E&O Brokers, 20 years old & access to over 30 major E&O Markets which are all “A” rated. Excellent Coverage, Competitive Pricing plus Friendly and Efficient Service. U.S. Risk Insurance Group 10210 N. Central Expy, Ste. 500, Dallas, TX 75231 Phone: 800-232-5830 ; Fax: 214-265-4976 E-mail: monte@usrisk.com Website: www.usrisk.com USG Insurance Services, Inc. 1000 Town Center Wy, Ste. 300, Canonsburg, PA 15317 Phone: 800-886-3897 ; Fax: 724-265-5751 E-mail: ktaylor@usgins.com Website: www.usgins.com

Tejas American General Agency 1620 La Jaita Dr., Ste. 300, Cedar Park, TX 78613 Phone: 888-999-8242 ; Fax: 512-342-2803 E-mail: submissions@taga1.com Website: www.taga1.com Tennant Risk Services 10 Crossroads Plaza, 2nd Fl, West Hartford, CT 06117 Phone: 860-519-1301 ; Fax: 860-216-5845 E-mail: info@tennant.com Website: www.tennant.com The Mechanic Group, Inc. One Blue Hill Plaza, Ste. 530, Pearl River, NY 10965 Phone: 845-735-0700 ; Fax: 845-735-8383 E-mail: mkatz@mechanicgroup.com Website: www.mechanicgroup.com Topa Insurance Company 1800 Avenue of the Stars, 12th Fl, Los Angeles, CA 90067 Phone: 800-949-6505 ; Fax: 310-843-9409 E-mail: gheatherington@topa-ins.com Website: www.topains.com

USX/S 6929 W. 130th St., Ste. 100, Cleveland, OH 44130 Phone: 800-574-8797 ; Fax: 440-888-7380 E-mail: brokers@usxs.net Website: www.USXS.net Victor O. Schinnerer & Co. Two Wisconsin Cir., Chevy Chase, MD 20815 Phone: 301-961-9800 ; Fax: 301-951-5444 E-mail: vos.info@schinnerer.com Website: www.schinnerer.com W. Brown & Associates Property & Casualty Insurance Services 19000 MacArthur Blvd., Ste 700, Irvine, CA 92612 Phone: 949-851-2060 ; Fax: 949-794-0744 E-mail: rslaughter@wbais.com Website: www.wbais.com

September 19, 2011 | INSURANCE JOURNAL-NATIONAL N41

Professional Liability Directory - Alphabetical Directory of Markets

Western Security Surplus Insurance Brokers, Inc. 790 E. Green St., Pasadena, CA 91101 Phone: 626-584-0110 ; Fax: 626-584-0144 E-mail: rklimek@wssib.com Website: www.wssib.com Western Special Risks, Inc. 10451 W. Palmeras, Ste. 118, Sun City, AZ 85373 Phone: 888-317-5575 ; Fax: 623-977-4622 E-mail: rwilliams@westernspecialrisks.com Website: www.westernspecialrisks.com Western Surplus Lines Agency, Inc. P.O Box 6609, Abilene, TX 79608 Phone: 800-592-4408 ; Fax: 325-695-0371 E-mail: fpeck@westernsurplus.com, croeder@westernsruplus.com Website: www.westernsurplus.com

Western World Insurance Group 400 Parsonâ&#x20AC;&#x2122;s Pond Dr., Franklin Lakes, NJ 07417 Phone: 201-847-8600 ; Fax: 201-847-1010 E-mail: marketing@westernworld.com Website: www.westernworld.com Westrope 1100 Walnut St., Ste. 3200, Kansas City, MO 64106 Phone: 816-842-8222 ; Fax: 816-842-3081 E-mail: info@westrope.com Website: www.westrope.com

Worldwide Facilities, Inc. - All Offices See Website for Addresses Headquarters - Los Angeles, CA 90017 Phone: 213-236-4500 ; Fax: 213-244-9655 E-mail: info@wwfi.com Website: www.wwfi.com Yates & Associates Ins. Services P.O. Box 25133, Santa Ana, CA 92799 Phone: 800-660-1125 ; Fax: 800-378-8588 E-mail: ppiccinonno@yates-assoc.com Website: www.yates-assoc.com

Zurich North America Commercial 1400 American Lane, Schaumburg, IL 60196 Phone: 800-382-2150 Website: www.zurichna.com

Willis Programs 40 Main St., Ste. 500, Burlington, VT 05401 Phone: 802-658-4600 ; Fax: 802-658-6191 E-mail: willisnhprograms@willis.com Website: www.willisprograms.com Woodlands Insurance Services, Inc. P.O. Box 8369, The Woodlands, TX 77380 Phone: 281-367-5010 ; Fax: 281-367-5013 E-mail: bobk@woodlandsinsurance.com Website: www.woodlandsinsuranceservices.com

Advertisers Index E: East, M: Midwest, N: National, SC: South Central, SE: Southest, W: West Abram Interstate www.abraminterstate.com W24 Agent Support Network of America www.asnoa.com W3, M3 American Safety Insurance Service, Inc www.amsafety.com W23, SC29, SE21, E21, M23 Anderson & Murison, Inc. www.andersonmurison.com W30 Applied Underwriters www.applieduw.com W84, SC76, SE72, E72, M72 Astonish Results www.astonishresults.com N21, W12, SC12, SE12, E12, M12 Blue Cross- Colorado W11 Blue Cross- Nevada W11 Blue Cross- New York E11 Burns & Wilcox Ltd www.burnsandwilcox.com W9, SC15, SE3, E3, M13 Catlin US www.catlinus.com W17, SC19, SE15, E15, M17 Catlin US www.catlinus.com W18, SC21, SE17, E17, M19 Catlin US www.catlinus.com W19, SC23, SE19, E19, M21 CDS Business Mapping www.riskmeter.com N22 Century National www.cnico.com W34

Chartis www.chartisinsurance.com W7, SC7, SE7, E7, M7 Chubb Corporate www.chubb.com W15, SC17, SE13, E13, M15 Encompass Insurance www.encompassinsurance.com N3 First American Specialty Insurance Company www.firstam.com W37, E25 Gateway Specialty Insurance www.gatewayspecialty.com W16, SC16, SE16, E22, M16 Great American Corporate www.greatamericaninsurance.com W25, SC27, SE25, E23, M25 Great American- Specialty Human Services Division www.specialtyhumanservices.com N18, W33 IICF www.iicf.org W20, W38, SC20, SE24, E24, M18 Ironshore www.ironshore.com N4, N5 ISU Group www.joinisu.com W14, SC14, SE14, E16, M14 LexisNexis www.lexisnexis.com N17 Liberty Mutual www.libertymutual.com W2, SC2, SE2, E2, M2 Monarch E & S Insurance Services www.monarchexcess.com W29 MSB - Marshall & Swift/ Boeckh www.msbinfo.com N19

N42 INSURANCE JOURNAL-NATIONAL | September 19, 2011

National Alliance for Insurance Education & Research www.scic.com N7 Negley Associates www.jjnegley.com N16 Pacific Gateway Insurance Services www.pgiainsurance.com W27 Patriot Risk Management Group www.pnigroup.com SE11 PersonalUmbrella.Com www.personalumbrella.com W5, SC5, SE5, E5, M5 Russell Bond www.RussellBond.com E20 Ryan Specialty Group www.ryansg.com W13, SC11, SE9, E9, M11 State Compensation Fund www.statefundca.com W31 Tejas American General Agency www.taga1.com SC3 Texas Mutual Insurance Company www.texasmutual.com SC13 The Sullivan Group www.gjs.com N23 Universal North America www.uihna.com W35, SC25, SE23 Universal Service Agency, Inc www.universalbonds.com N20 Western Security Surplus www.wssib.com W26, SC26, SE20 Zurich Insurance Company www.zurichna.com W83, SC75, SE71, E71, M71 www.insurancejournal.com

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September 19, 2011

Atlantic Specialty Insurance Company 150 Royall Street Canton, MA 02021

Samsung Fire & Marine Insurance Co., Ltd. (US Branch) 7 WTC, 250 Greenwich St, New York, NY 10007

RLI Insurance Company 9025 N. Lindbergh Drive Peoria, IL 61615

The above company has made application to the Division of Insurance to amend their Foreign Company License to transact Property and Casualty insurance in the Commonwealth of Massachusetts.

The above company has made application to the Division of Insurance to obtain a Foreign Company License to transact Property and Casualty insurance in the Commonwealth of Massachusetts.

The above company has made application to the Division of Insurance to amend their Foreign Company License to transact Property and Casualty insurance in the Commonwealth of Massachusetts.

Any person having any information regarding the company which relates to its suitability for the license or authority the applicant has requested is asked to notify the Division by personal letter to the Commissioner of Insurance, 1000 Washington Street, Suite 810, Boston, MA 02118-6200, Attn: Financial Surveillance and Company Licensing within 14 days of the date of this notice.

Southeast Classifieds JOBS

East Classifieds JOBS

DEPUTY DIRECTOR, FIN. REG. & SOLVENCY

Independent Loss Control Representatives

Under limited supervision of the Director of Insurance, manages the day to day activities of the Financial Regulation & Solvency Division. Bachelor’s degree with major in accounting, finance, business or equivalent field. Ten or more years experince in: insurance industry, captive industry, regulatory capacity….

Alexander & Schmidt, is seeking experienced PT independent loss control consultants to conduct commercial insurance loss control surveys. Work involves onsite assessment of commercial property & casualty risks including physical conditions, safety practices and hazardous situations. recruitment@alexanderschmidt.com http://www.alexanderschmidt.com/

Email: lmack@doi.sc.gov

http://www.jobs.sc.gov

INLAND MARINE SR. UNDERWRITER This is a production underwriting role, serving a diverse portfolio of Inland Marine and Property accounts. There is a mixture of construction, transportation, communication and manufacturing accounts. Premiums range from $2,500 to $500,000. You will interact with national brokers, regional and local agencies.

Fax: 941-761-6140

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http://agcs.allianz.com

September 19, 2011 | INSURANCE JOURNAL-NATIONAL N43

IDEA EXCHANGE

Closing Quote time for relationship building, understanding customer needs, solving problems and suggesting appropriate additional personal or business protection. This makes for happier employees. Some agencies complement this refocus, where employees process less and cross-sell more, with compensation changes. Service pros can make a little more money by devoting recouped time to revenue-generating tasks. As we all know, a little more money often translates into greater job satisfaction. This cross-selling generates more policies per customer, which boosts revenue and retention. Agencies and brokerages that sell more and retain customers better are more stable and offer considerably greater job security — another reason a place is good to work. Of course, stable, profitable organizations are better equipped to respond to community needs; plus, time freed up using realtime and download lets employees engage more in community service projects — another hallmark of great workplaces. As employees use enhanced workflows and technologies, they find other satisfaction, too. With information readily available, they can provide answers on the spot when customers call. Rarely do they not have an answer; instead, they can offer accurate information and meet customer needs right away. This reflects well on the agency and employee. Customers realize they’re not working with a dinosaur, but rather a forward-thinking organization that offers the same instant response they’ve come to expect in other business dealings. Employees take pride, knowing that real-time technologies used in their personal lives are also part of their workplace. Because advanced technologies often allow information access from anywhere, agencies become more flexible and employees can respond to customer needs from anywhere. The more connected the agency or brokerage, the more options exist for employees to work from home or respond to client needs while traveling. Employees find job satisfacReal-time worktion working for organizations flows and enhanced using the latest workflows and technologies technologies and take pride make for happier in knowing they work for a employees. forward-thinking firm. They take pleasure in their ability to grow by spending saved time on more important tasks, The good news: Agents, brokers, vendors, carriers and others are working hard to make real-time and download even more efficient. That bodes well for ongoing and increased satisfaction for employees, principals and customers alike.

Enhanced Technology, Workflows Contribute to Workplace Satisfaction

O By Jeff Yates

ver the years, I’ve engaged with thousands of independent insurance agents and brokers. Today, my work centers on enhanced technology and workflows. It sounds dry, but nothing could be further from the truth, particularly in terms of improved workplace dynamics. In my work, I’ve seen real-time and download contribute to making agencies better places to work. Real time is the ability to, with a click or two of the mouse, work directly in an agency system to perform a personal or commercial lines inquiry or service transaction, or even multiple-company quoting and policy issuance. With some real-time transactions, the carrier returns the needed quote or service information directly into the agency system. In others, the real-time tool takes users from the agency system to the exact place in the carrier system where the information is found or the transaction must be completed. Download is the automated return of policy-level or claims information from a carrier system right into the agency’s. The process synchronizes client policy data between the two, and puts accurate, current information at the employee’s fingertips. I’m excited to see these workflows contribute to better work environments. Employees enjoy their jobs more, since they no longer have to spend all day performing mindless, redundant data-entry tasks. Not only are employees freed from mundane tasks, they can spend that found time — an hour or more a day, surveys show — doing what they like: helping customers. Less time spent on processing means more

N44 | INSURANCE JOURNAL-NATIONAL REGION September 19, 2011

Yates is executive director of the Independent Insurance Agents & Brokers of America’s Agents Council for Technology (ACT), a driving force behind the independent agency channel’s Real Time/Download Campaign. Web site: www.getrealtime.org. E-mail: Jeff.Yates@IIABA.net. www.insurancejournal.com

”Zurich brought us the local and global insurance expertise that enabled us to proudly contribute to Miami’s first underwater tunnel.” Henri Lebossé, Bouygues Construction, Head of Risk and Insurance Department

Global insurance solutions for wherever you expand next. For the construction of Miami’s ﬁrst underwater tunnel, Zurich helped Bouygues Construction by providing risk expertise and a global team of specialists already familiar with the company. Zurich solved the complex, local insurance requirements of the lenders, the State of Florida and the company’s management. It’s an example of how Zurich HelpPoint delivers the help businesses need when it matters most. To learn more about this case, visit www.zurichna.com/stories1

In the United States, coverages are underwritten by member companies of Zurich in North America, including Zurich American Insurance Company. Certain coverages not available in all states. Some coverages may be written on a non-admitted basis through licensed surplus lines brokers. Risk engineering services are provided by Zurich Services Corporation. Zurich Services Corporation does not guarantee any particular outcome and there may be conditions on your premises or within your organization, which may not be apparent to us.

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WE CLOSE CLAIMS 2.5 TIMES FASTER THAN THE INDUSTRY AVERAGE. We do this by assigning our claims adjusters one of the lowest indemnity caseloads in the industry. That means we give your business the attention it deserves – all from one ofﬁce in Omaha. No runaround. No time-consuming claims reviews. Just the top-notch service you’d expect from a company with a 90% customer retention rate. Experience our way of doing things. Just one company, one bill and the hardest-working workers’ compensation insurance around.

Most classes. All states. Call (877) 234-4450 or visit www.auw.com for more information.

Applied Experience. Applied Intelligence.