Insurance Journal West 2015-10-05 by Insurance Journal

WEST EDITION Workplace Deaths Decline in California Oregon Buildingâ&#x20AC;&#x2122;s Earthquake Warning Drivers Not Fans of Autonomous Parking

APPLIED PROTECTS THE TITANS OF INDUSTRY. ®

Accepting large workers’ compensation risks. Most classes. All states, all areas, including New York City, Boston, and Chicago. Few capacity and concentration restrictions. Simplified financial structure covers all exposures.

EXPECT THE WINNING DEAL ON LARGE WORKERS’ COMPENSATION. Call (877) 234-4450 or visit auw.com to get a quote.

WEST

Inside This Issue

On The Cover

Special Report:

Best Independent Agencies to Work For

October 5, 2015 • Vol. 93 No. 19 • West

NATIONAL COVERAGE

WEST COVERAGE

IDEA EXCHANGE

Moody’s Sees 2015 as Turning Point for P/C Commercial Insurers

W4 Early Data on Workplace Fatalities in California Show Decline

33 Lessons from the Gold King Mine Contamination

Fitch: 4 Hot Topics Affecting Reinsurance

W4 Oregon Office Building Will Give Tenants Earthquake Warning

34 The Competitive Advantage: Chris Burand

Gen Y Insurance Customers Are Not Happy Bundlers

W6 Former Insurance Agent Arrested in Alleged $21M Movie Investment Scheme

38 Minding Your Business: Catherine Oak & Bill Schoeffler

14 Gap Between Insured & Economic Losses Offers Business Opportunities: AIR

W6 California Court Rules Batmobile Entitled to Copyright Protection

16 Underinsurance of Property Is Growing Global Challenge: Swiss Re

W8 Drivers Not Ready for Autonomous Parking: AAA

18 ACE Takes 24% Stake in CoverHound’s Online Commercial Insurance Plans

W8 Injuries from Wearing High Heeled Shoes on Rise: Study

24 Special Report: Best Agencies to Work For 2015 25 Overall Best Agency to Work For: Rogers & Gray Insurance 26 GOLD Best Agency to Work For – East: WT Phelan & Co. 27 GOLD Best Agency to Work For – Midwest: The Starr Group 28 GOLD Best Agency to Work For – South Central: Hotchkiss Insurance Agency 29 GOLD Best Agency to Work For – Southeast: Wallace Welch & Willingham 30 GOLD Best Agency to Work For – West: MOC Insurance Services

40 Growing the Next Generation of Agency Professionals 42 The Case for Independent Agency Optimism 44 2015 Professional Liability Directory 62 Closing Quote: Perception Versus Reality of Top Business Threats

DEPARTMENTS 10 10 W2 12 36

Declarations Figures People Business Moves MyNewMarkets

32 Spotlight: 10 Things to Know About Restaurants & Bars

4 | INSURANCE JOURNAL-WEST October 5, 2015

www.insurancejournal.com

IMPATIENCE IS A VIRTUE.

Clear your desk. Your mind, too.

Quote and order standalone personal umbrellas online in 3 minutes 100% direct bill No MVRs No signed applications Admitted, rated A+ XV by A.M. Best Family-owned and operated. Proudly dog-friendly. Available nationally. Underwriting criteria varies by state. Visit us online for guidelines. California Insurance License 0D08438 A.M. Best rating effective September 2015. For the latest rating, visit ambest.com.

NATIONAL COVERAGE

Opening Note

Publisher Mark Wells | mwells@wellsmedia.com

Embrace Diversity

illis Great Britain CEO Nicolas Aubert issued a call to the re/insurance industry to embrace diversity. Challenging the status-quo, he said the industry needs to employ a truly meritocratic approach to hiring. Aubert was speaking at the start of the “Inclusion@Lloyd’s Dive In” festival, of which his firm was a sponsor. He called for improving the talent pipeline in the insurance industry “so that the best individuals get to the top, regardless of gender, race, sexuality or nationality. Only by employing a true meritocracy can firms in our sector ensure they give themselves the best chance to succeed over the long term.” Aubert said that people with different experiences and backgrounds can enrich the business with diversity of thought, skills and creative ideas. “They can help us provide valuable insight from different perspectives to help us better serve global clients, respond to new challenges and reach out to new markets,” he said. “Diverse teams get better results,” he continued. “They can challenge ideas, make us more innovative, more competitive and ‘Only by employing a true ultimately more successful. meritocracy can firms in our Having a diverse workforce sector ensure they give themmakes good business sense. Strength lies in differences, selves the best chance to sucnot in similarities.” ceed over the long term.’ Diversity is not extensive in the workplace. Aubert cited the fact that more than 96 percent of the CEO’s of Fortune 500 companies are still male and several other minority groups, such as disabled employees, are also underrepresented in many markets. “Despite the obvious benefits, progress has been slow and many people still face limitations or discrimination at work,” Aubert said. “That’s why this festival is so important. This is where we start to shift the conversation. Our goal is to affect real change in the industry, both in terms of enabling people to unlock their potential, achieve their aspirations and attract new talent to the insurance industry.” Dive In events were hosted at venues across London from Sept. 29 to Oct. 2, 2015, to raise awareness about the benefits of a diverse workforce. Speakers at these events included Karren Brady, John Barnes, Lord John Browne, Jane Hill, Marcus Trescothick, Angie Peacock and Gok Wan.

Andrea Wells Editor-in-Chief 6 | INSURANCE JOURNAL-NATIONAL October 5, 2015

EDITORIAL Chief Content Officer Andrew Simpson | asimpson@insurancejournal.com Editor-in-Chief Andrea Wells | awells@insurancejournal.com East Editor Young Ha | yha@insurancejournal.com Southeast Editor Amy O’Connor | aoconnor@insurancejournal.com South Central Editor/Midwest Editor Stephanie K. Jones | sjones@insurancejournal.com West Editor Don Jergler | djergler@insurancejournal.com International Editor Charles E. Boyle | cboyle@insurancejournal.com Senior Editor Susanne Sclafane | ssclafane@insurancejournal.com ClaimsJournal.com Editor Denise Johnson | djohnson@claimsjournal.com Columnists Chris Burand, Catherine Oak, Bill Schoeffler Contributing Writers David Coons, Ken Ewell, Tim Morgan, Matthew Nickerson SALES Chief Marketing Officer Julie Tinney (800) 897-9965 x148 | jtinney@insurancejournal.com Sales Manager Lauren Knapp (800) 897-9965 x161 | lknapp@insurancejournal.com West Dena Kaplan (800) 897-9965 x115 | dkaplan@insurancejournal.com Allison Steinkamp (800) 897-9965 x172 | asteinkamp@insurancejournal.com Midwest Lisa Whalen (800) 897-9965 x180 | lwhalen@insurancejournal.com South Central Mindy Trammell (800) 897-9965 x149 | mtrammell@insurancejournal.com East (NY, PA and CT only) Dave Molchan (800) 897-9965 x145 | dmolchan@insurancejournal.com Southeast & East (except for NY, PA and CT) Howard Simkin (800) 897-9965 x162 | hsimkin@insurancejournal.com New Markets Sales Manager Kristine Honey | khoney@insurancejournal.com Classifieds, Jobs, Agencies Wanted/For Sale Kelly De La Mora (800) 897-9965 x125 | kdelamora@insurancejournal.com MARKETING/NEW MEDIA Marketing Administrator Gayle Wells | gwells@insurancejournal.com Advertising Coordinator Erin Burns (619) 584-1100 x120 | eburns@insurancejournal.com New Media Producer Bobbie Dodge | bdodge@insurancejournal.com DESIGN/WEB Chief Technology Officer/Chief Innovation Officer Joshua Carlson | jcarlson@insurancejournal.com V.P. of Design Guy Boccia | gboccia@insurancejournal.com Audience Development Elizabeth Duffy | eduffy@wellsmedia.com Marketing Director Derence Walk | dwalk@insurancejournal.com Web Developer Jeff Cardrant | jcardrant@insurancejournal.com Web Developer Tim Layer | tlayer@wellsmedia.com IJ ACADEMY OF INSURANCE V.P. of Education Chris Boggs | cboggs@ijacademy.com Sales Executive Romeo Valdez | rvaldez@ijacademy.com Online Training Coordinator Barbara Whiffen | bwhiffen@ijacademy.com ADMINISTRATION Chief Executive Officer Mitch Dunford | mdunford@wellsmedia.com Chief Financial Officer Mark Wooster | mwooster@wellsmedia.com

FOR QUESTIONS REGARDING SUBSCRIPTIONS: Call: 855-814-9547 or you may subscribe or change your address online at:

insurancejournal.com/subscribe Insurance Journal, The National Property/Casualty Magazine (ISSN: 00204714) is published semi-monthly by Wells Media Group, 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 2014 Wells Media Group, Inc. All Rights Reserved. Content may not be photocopied, reproduced or redistributed without written permission. Insurance Journal is a publication of Wells Media Group, Inc. POSTMASTER: Send change of address form to Insurance Journal, Circulation Department, PO Box 708, Northbrook, IL 60065-0708 ARTICLE REPRINTS: For reprints of articles in this issue, contact: Ly Nguyen at 1-800-897-9965 ext. 125 or lnguyen@insurancejournal.com Visit insurancejournal.com/reprints/ for more information.

www.insurancejournal.com

WORKERS’ COMP COVERAGE HELPS PROTECT THEIR MOST VALUABLE ASSET. THEIR PEOPLE. For a small business, one employee’s absence can be felt by the whole team. The Hartford sets the standard for injured worker care. With claims management programs that promote better outcomes and help employees return to work quickly. Helping keep costs and premiums under control. Talk to your customers about Workers’ Compensation coverage from The Hartford, and help them prevail. Visit THEHARTFORD.COM/WC. Prepare. Protect. Prevail.® 52680B

All property and casualty policies are underwritten by Hartford Fire Insurance Company, Inc., and its property and casualty affiliates, Hartford, CT. In TX, this insurance is written by Sentinel Insurance Company, Ltd., Hartford Casualty Insurance Company, Hartford Lloyd’s Insurance Company, Property and Casualty Insurance Company of Hartford, Hartford Underwriters Insurance Company, Twin City Fire Insurance Company, Hartford Accident and Indemnity Company and Hartford Fire Insurance Company. Employee benefits are underwritten by Hartford Life Insurance Company and Hartford Life Accident Insurance Company, Hartford, CT. © 2015 The Hartford Financial Services Group, Inc. All Rights Reserved.

Business Insurance Employee Benefits Auto Home

NATIONAL COVERAGE

News & Markets Moody’s Sees 2015 as Turning Point for P/C Commercial Insurers

he outlook for the U.S. property/ casualty commercial insurance sector is stable but insurers will begin to feel the pressure from compressing margins, according to Moody’s Investors Service. In a new report, Moody’s said its stable outlook for the sector is based on adequate rate levels across major casualty lines, good capital adequacy and improving risk management among U.S. P/C insurers. The outlook is underpinned by Moody’s forecast for economic growth in the range of 2 percent to 3 percent, which the rating agency says would continue to drive demand for commercial insurance.

“We continue to see positive signs from P/C insurers including sound capitalization and enhanced risk selection and segmentation,” said Moody’s Vice President Bruce Ballentine. “However, the sector faces challenges from heightened price competition, potential natural and man-made catastrophes, and the low interest rate environment.” Moody’s sees 2015 as a turning point for commercial casualty lines, with earned rate increases falling below loss ratio trends, resulting in slightly higher accident year combined ratios for the first time since 2011. For commercial casualty lines, Moody’s analysts expect the pricing trend to be flat to slightly negative in 2016. In contrast, commer-

cial property rates are already negative and expected to be more negative in 2016, given the lack of catastrophes in recent years and the soft market for catastrophe reinsurance. Moody’s said it expects loss reserves to be slightly redundant, with a shortfall in commercial auto given overall rate increases in recent years, moderate loss ratio trends, enhanced underwriting standards, and Moody’s estimate of a slight reserve redundancy from year-end 2014. While low interest rates constrain commercial insurers’ profit margins, Moody’s analysts said they expect that insurers will maintain “solid capitalization and prudent controls” over their insurance and investment portfolios. “The low yield on investments has been an earnings challenge for P/C insurers, but it has also promoted underwriting discipline,” said Ballentine.

Fitch: 4 Hot Topics Affecting Reinsurance

itch published a list of key takeaways from last month’s reinsurance RendezVous in Monte Carlo, where some of the major trends affecting the industry were discussed: mergers and acquisitions, alternative capital, pricing and the Tianjin Port explosion in China. Meetings with industry professionals during the Rendez-Vous revealed the hottest of all the topics: Mergers & Acquisitions. The consensus view at the Rendez-Vous which Fitch said it shares, was that the sector’s current run of M&As will continue. “Asian investors in particular appear to be taking a longer-term view by seeking to buy positions in new territories and re/insurance lines, perhaps justifying higher valuation multiples than where the rationale is to consolidate targets through syn8 | INSURANCE JOURNAL-NATIONAL October 5, 2015

ergistic acquisitions,” Fitch said. The agency cautioned that future reinsurance deals risk “failing to generate long-term value, particularly if market conditions remain weak.” Pricing. Many reinsurers are optimistic that the slowing pace of premium rate reductions during the June and July renewals is signaling a price floor. However, Fitch is unconvinced that the floor “will be reached during 2016 as a number of fundamental factors that influence pricing remain negative.” Subdued reinsurance demand and strong capitalization “will see fierce supply-side competition persist,” because some reinsurers will defend market share “by writing business below the technical price floor,” Fitch continued. Alternative Capital. Fitch said the growing presence of alternative capital is, on balance, a nega-

tive for traditional reinsurers’ credit quality and financial strength in the current competitive market environment. “While there are some positives for individual companies, the added competition and increased supply of capacity from the capital markets have served to meaningfully dampen reinsurance pricing and resulted in a deteriorating profitability profile for the reinsurance sector,” Fitch continued. Attendees at the Rendez-Vous widely accepted that a “meaningful proportion of alternative capital is likely to remain in the aftermath of a major loss event or should interest rates return to higher levels.” Tianjin Re/insurance Losses. Estimates for the insured loss from the explosion at the Port of Tianjin currently range from $1.0 billion to $3.3 billion. Fitch said the loss is very complex, “with the international nature of business activity carried out at the port making it likely that European and US/Bermudan reinsurers will face sizable liabilities from the event.” www.insurancejournal.com

INSURANCE AGAINST REGRET TALK TO YOUR CLIENTS ABOUT CHUBB. PROPERTY / LIABILITY / EXECUTIVE PROTECTION / WORKERS COMPENSATION / MARINE SURETY / HOMEOWNERS / AUTO / YACHT / JEWELRY / ANTIQUES / ACCIDENT & HEALTH

www.chubb.com 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 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. © 2015 Chubb & Son, a division of Federal Insurance Company.

NATIONAL COVERAGE

FIGURES

$24.3 Million

The amount a Nebraska-based unit of Toro Co. has been awarded in a patent infringement lawsuit against Briggs & Stratton. Exmark Manufacturing had argued that Briggs & Stratton violated a patent for a mulching mower deck with multiple blades. A Briggs & Stratton spokeswoman said the company would seek to overturn the verdict.

DECLARATIONS

$995,558

The amount that the Delaware Department of Insurance has recovered for consumers during the first six months of 2015. The Department said on Sept. 18 that its Consumer Services Division received 2,345 formal insurance coverage complaints and inquiries regarding auto, homeowners and health policies between Jan. 1 and June 30, and directly recovered $543,052 from insurers on Delaware policyholders’ behalf. The Division also conducted arbitration hearings requested by or on behalf of policyholders, which netted consumers $452,506 in arbitration awards.

The Donkey Got Out

“People could have gotten out of there … my donkey was smart enough to get out of there.”

— Michael Ballard, speaking of the fire that destroyed his Full Throttle Saloon in Sturgis, S.D., said his bar was safe and had multiple exit points. No one was injured and the fire at what is known as “The World’s Largest Biker Bar” was ruled accidental.

Hazardous but Preventable “Pier 1 Imports exposed workers to hazardous but preventable conditions and ultimately jeopardized the safety of their workers in doing so,”

— Jack Rector, area director, U.S. Department of Labor’s Occupational Safety and Health Administration (OSHA) in Fort Worth, Texas. OSHA cited Pier 1 in September for workplace safety hazards at facilities in Fort Worth and Mansfield, Texas. Proposed penalties total $86,100. The company was cited for three serious and two repeated violations.

$18,293,557 The amount in overtime pay that Houstonbased oil and gas service provider, Halliburton, has agreed to pay to 1,016 employees nationwide after the company was found to have misclassified the workers. The U.S. Department of Labor reported that Halliburton incorrectly categorized employees in 28 job positions, including field service representatives, pipe recovery specialists, drilling tech advisors, perforating specialists and reliability tech specialists.

Be Prepared

28 Years

The amount of time in jail former Peanut Corporation of America owner Stewart Parnell will spend in prison for his role in a salmonella outbreak that killed nine and sickened hundreds more. The outbreak was caused by peanut butter traced back to the company’s plant in Southwest Georgia and triggered one of the largest food recalls in U.S. history. The sentence is the stiffest punishment ever handed out to a producer in a foodborne illness case.

The percentage of Utah construction workers who smoke, according to a telephone survey of more than 10,000 Utah residents that looked at substance abuse and other health issues among workers. About 22 percent of construction workers reported binge drinking. 10 | INSURANCE JOURNAL-NATIONAL October 5, 2015

“Remember that freedom isn’t free and the threat that we faced on 9/11 — which we had faced before in this country; ’93 on the same site — is only getting worse and we have to be ready and prepared.

— New York Gov. Andrew Cuomo said on the threat of terrorism during his speech at a New York City ceremony commemorating the 14th anniversary of the Sept. 11 terror attacks.

Consequences

“Bad management decisions have real and lasting consequences, and when those decisions involve safety, the consequences can be tragic.”

— Kurt Petermeyer, OSHA’s regional administrator, in regards to a decision by a judge to uphold safety violation citations against production company Film Allman LLC. Sarah Jones, a camera assistant, was struck and killed by an oncoming train during the filming of a scene for Allman’s movie “Midnight Rider” in Feb. 2014.

Rotten Kid

“He robbed her of everything.”

— Viola Slade, the sister of 81-year-old Oregon woman Lola Powell, said Powell’s 53-year-old son stole from her on top of intentionally setting fire to the home by leaving his mother’s curling iron on in her downstairs bathroom. The woman lost her home and her insurance policy was canceled. www.insurancejournal.com

Off With Their Heads! Wayne is serious. If his professional liability department does not deliver a quote or communicate with you within 24 hours, heads will roll. Execute a quote or eliminate! Enough said. Professional Liability: • D&O • EPLI • Misc. Professional Liability • Architects & Engineers • Accountants • Technology • Legal Malpractice • Tenant Discrimination • Specified Medical Professions • Non-standard Medical Professionals • Real Estate & Property Managers E&O All your professional liability needs executed by skillful technicians.

One Who Serves Wayne E. Bernstein Director of Prof Liability Simi Valley Office x2223 wayneb@monarchexcess.com

You’ll Get the Royal Treatment

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

WEST COVERAGE

People Jim Wood

Jamie Hunter

Der Manouel Insurance Group in California has named Jim Wood as director of marketing. Wood will work with the DMIG consultants and service staff in finding the carrier solutions for clients. He will also help to develop industry specific programs and services. Wood began his career in the insurance industry in 1992. He was previously a workers’ compensation marketing manager at DiBuduo & Defendis Insurance. DMIG is an insurance brokerage, risk management, and employee benefits consulting practice with offices in Fresno and Pleasanton. Jamie Hunter has joined Lockton’s Mountain West operation in Denver, Colo., as a propertycasualty producer. Prior to Lockton, Hunter was the director of business development for McGladrey, an assurance, tax and consulting service. He focuses on helping companies manage risk. Kansas City, Mo.-based Lockton is a privately held independent insurance broker. Walnut Creek, Calif.-based Ascension Insurance Holdings LLC has made a series of senior management changes. Edward Nathan Page, previously chief financial officer and executive vice president, has been promoted to president. Jamie Linden, who has been vice president of finance and Western region chief financial officer at Ascension since 2013, has been promoted to chief financial officer. Page, who joined Ascension in 2013, has more than two decades of experience in operations, finance, strategy and organizational development. Linden has spent his career helping to identify opportunities to increase revenues and reduce costs. Ascension Insurance Holdings is the parent company of Ascension Insurance Inc., an insurance agency that offers risk management and benefits consulting services. Kevin Eggleston has joined HUB California as managing director responsible for the hospitality practice. Eggleston will be based in the HUB California Sacramento office. Eggleston began his career in management positions with luxury hotels in Boston, Charlotte, San Francisco and Denver. He has spent more than 20 years developing and applying insurance products that target the hospitality industry’s risks and exposures. Most recently Eggleston was national hospitality prac-

W2 | INSURANCE JOURNAL-WEST October 5, 2015

tice leader with Wells Fargo Insurance Services. Chicago, Ill.-based HUB International Limited is an insurance brokerage that provides property/casualty, life and health, employee benefits, investment and risk management products and services. Willis North America has named Paula Bernal public entity practice leader at Willis of Arizona. Bernal will be based in Phoenix, and lead Willis of Arizona’s public entity practice and be responsible for driving business development within Willis’s portfolio of local and national public entity clients. Bernal will report to Carolyn Smith, managing partner at Willis of Arizona. Bernal has more than 15 years of experience in the insurance industry. Previously she served as national sales director at Travelers. Before that she was assistant vice president at PENCO. Willis North America is a unit of Willis Group Holdings plc, a risk advisory, re/insurance broking and human capital and benefits firm. Alliant Insurance Services has named Christopher David Harney a senior vice president in its real estate group. He will be based in Alliant’s Newport Beach, Calif., headquarters office. Harney will provide risk management and insurance solutions to a client roster of real estate investors. Harney has experience developing and implementing complex risk management programs. Prior to Alliant he was senior vice president within the Orange County office of a brokerage firm. Alliant is a brokerage firm that provides property/casualty, workers’ compensation, employee benefits, surety and financial products and services. The American Insurance Association has named Katherine Pettibone Western region vice president for state affairs. The AIA appointment was effective Oct. 1. Pettibone will be based in the association’s Sacramento, Calif., office. The Western region includes the states of Alaska, Arizona, California, Hawaii, Idaho, Montana, Nevada, Oregon, Utah and Washington. Pettibone joins AIA from the Civil Justice Association of California, where she was legislative director since 2010. She previously served as a senior legislative analyst in the California governor’s Office of Planning and Research. AIA is a P/C insurance trade organization representing continued on page W7 www.insurancejournal.com

Business Insurance Employee Benefits Auto Home

WEST COVERAGE

News & Markets Early Data on Workplace Fatalities in California Show Decline

he Department of Industrial Relations has posted preliminary workplace fatality statistics for California in 2014 that show a decline. The Census of Fatal Occupational Injuries data reflect a total of 334 fatal work injuries statewide in 2014, a decrease of 16 percent from the 396 workplace deaths reflected in the final 2013 data. Deaths for Hispanic or Latino workers also fell 35 percent from 194 in 2013 to 127 in 2014. Preliminary data for the U.S. shows an increase of 2 percent from 4,585 in 2013 to 4,769 in 2014. “The downward trend in workplace fatalities for Latinos and all workers in California is encouraging,” DIR Director Christine Baker said in a statement. “It is our hope that this trend continues, and that employers continue to provide their workers the training, equipment and safety measures to protect all workers in our state.” Key findings of the preliminary 2014 data include:

The total number of workplace fatalities are the lowest reported since 2010, and remain below the pre-2008 recession average. Roughly one third of all California workplace deaths identified in 2014 occurred in transportation incidents. Traffic accidents that occur on public roads are under the jurisdiction of the California Highway Patrol. More than one in five of all California workplace deaths identified in 2014 were attributed to violent acts and 21 percent due to trips, slips and falls. Fatal workplace injuries among Latino workers represent 38 percent of all cases identified in 2014, compared with 49 percent counted in final data the year before. DIR published a report in April examining fatal occupational injury trends among Latinos from 2009 – 2013. The report made recommendations for specialized, language-appropriate training for workers prior to performing hazardous work.

Oregon Office Building Will Give Tenants Earthquake Warning

Portland, Ore., office building will be able to warn tenants when an earthquake is about to strike. KGW-TV reported that the Radiator building is equipped with an earthquake early warning system. Sensors buried below the building can detect an initial rupture of an earthquake and instantly sound an alarm and send text messages

W4 | INSURANCE JOURNAL-WEST October 5, 2015

to tenants before more damaging shock waves arrive. The system will also lower the elevators and lock them to the ground floor and turn off the gas main. The developer Kaiser group says it is the first early-warning system of its kind in the Northwest. It cost $65,000. Copyright 2015 Associated Press.

Wyoming Man and His Insurers to Pay $2.9M for 2012 Wildfire

man who accidentally started a 2012 wildfire that burned over a mountain and threatened the town of Jackson has agreed to a $2.9 million payment under a legal settlement. James G. Anderson Jr., 79, will be responsible for $425,000. Insurance companies State Farm and Mountain West Farm Bureau will pick up the rest, the U.S. attorney’s office for Wyoming announced in late September. The money will reimburse the federal and state governments for firefighting costs and damages. The agreement came three years to the week after the Horsethief Canyon Fire burned 5 square miles of forest and threatened to burn into Jackson. For a time, 1,000 Jackson residents were advised to be ready to leave at a moment’s notice. Lightning, not people, causes most wildfires in the West. Holding a person financially responsible for an accidental wildfire is especially unusual. Investigators determined the fire started when Anderson was burning twigs and paper in a rusty barrel at his son’s home. Flames spread from the rusted-out bottom of the barrel. Anderson told investigators he had been watching football and called 911 after he saw smoke outside through a garage window, according to the investigation report. The U.S. Forest Service sent Anderson a bill for $6.3 million in 2013. The amount Anderson and his insurer will pay is less. Copyright 2015 Associated Press. www.insurancejournal.com

WEST COVERAGE

News & Markets Former Insurance Agent Arrested in Alleged $21M Movie Investment Scheme

former insurance agent one of two people who have been charged with operating a Ponzi scheme allegedly bilking investors from Los Angeles and Kern Counties out of $21 million dollars. Michelle Kenen Seward, 42, of Flintridge, surrendered to authorities on Sept. 10, and Dror Soref, 75, of Los Angeles was arrested on Sept. 11. They are accused of orchestrating an elaborate movie investment scheme. A California Department of Insurance Investigation was conducted with the Department of Business Oversight. The investigation uncovered evidence that Seward, a former licensed insurance agent and CEO of Protégé Financial and Insurance Services Inc. and Saxe-Coburg Insurance Solutions LLC, allegedly convinced her clients to invest their life savings in a film directed by Soref titled “Not Forgotten,” which was an unsecured investment. The 2009 film starring Simon Baker and Paz Vega grossed $54,000 in theaters, according to IMdb. Soref began his career directing

music videos for “Weird Al” Yankovic. In some cases, Seward allegedly talked clients into surrendering annuities early and paying large penalties by promising returns of between 10 and 18 percent. Investors that surrendered annuities paid more than $600,000 in penalties and fees for early withdrawal. After the film’s completion, the two formed a new entity titled Windsor Pictures LLC, which investors were promised would produce several films. Investors were given promissory notes and told they would again earn between 10 and 18 percent on their investment. Investigators found evidence that investors’ money used to form Windsor Pictures was used to pay investors in the production of Not Forgotten. Additionally, Seward and Soref were not licensed to sell securities or provide investment advice. The case is being prosecuted by the Los Angeles County District Attorney’s office.

California Court Rules Batmobile Entitled to Copyright Protection

Oregon Homes Demolished Without Proper Asbestos Removal

atman won’t have to worry about Batmobile knockoffs after a federal appeals court ruled the caped crusader’s vehicle is entitled to copyright protection. The Batmobile’s bat-like appearance and other distinct attributes, including its high-tech weaponry, make it a character that can’t be replicated without permission from DC Comics, the copyright holder, the 9th U.S. Circuit Court of Appeals said. “As Batman so sagely told Robin, ‘In our well-ordered society, protection of private property is essential,”’ Judge Sandra Ikuta wrote for the three-judge panel. Among the Batmobile’s traits she cited in her ruling was its sleekness and power, which allow Batman to maneuver quickly while he goes after bad guys. The ruling came in DC Comics’ lawsuit against Mark Towle, who produced replicas of the Batmobile as it appeared in the 1966 television show featuring Adam West as Batman and the 1989 movie with Michael Keaton in the lead role. The 9th Circuit said Towle sold the cars at his Southern California business for about $90,000 each. Copyright 2015 Associated Press. W6 | INSURANCE JOURNAL-WEST October 5, 2015

ontractors have been tearing down hundreds of Portland homes without properly removing the asbestos inside, a practice that ignores state regulations and could put workers at risk. An investigation by The Oregonian found that weak regulatory oversight from the Department of Environmental Quality allowed contractors to proceed with the hazardous demolitions. Oregon regulations say licensed contractors should remove asbestos before any demolition, with a few exceptions. In addition, federal regulations require workers who could inhale the cancer-causing fibers to wear protective gear like plastic coveralls and respirators. The department has known for years that its rules aren’t strong enough to keep people safe during demolitions but declined to strengthen the rules after construction industry complaints in 2002. Since then, the Oregonian reports that potentially thousands of homes have been torn down with asbestos inside. Copyright 2015 Associated Press. www.insurancejournal.com

WEST COVERAGE

People continued from page W2 roughly 325 insurers that write more than $127 billion in premiums annually. SullivanCurtisMonroe has named Rob Wallace as a vice president in its Los Angeles, Calif., office, and Chad Werley as a broker associate in its Irvine, Calif., location. Wallace develops strategies to reduce risk and improve operational outcomes, with a focus on the real estate, chemical and paper industries. Werley structures cost-effective insurance programs for clients, with a focus on the construction and food industries. Prior to SCM, Wallace was a vice president at Elkins Jones Insurance Agency. His background includes positions in sales and management. Prior to SCM, Werley held positions at Tutton Insurance Services and Sundance Insurance Agency in both sales and management SCM is a privately-held insurance brokerage and risk management consulting firm.

Rosa, director of employee benefits, to grow the division. Davis has a sales background consisting of recruiting, software and insurance. Headquartered in Walnut Creek,

Heffernan has offices in San Francisco, Petaluma, Menlo Park, Los Angeles and Orange County, Calif.; Portland, Ore.; St. Louis, Mo.; Long Island and New York, N.Y.

Lockton Cos. has named Jeff Schermerhorn vice president in its cyber technology practice. Schermerhorn will be based in Lockton’s Los Angeles office. He will offer clients tailored programs to shelter them from the increasing threat of cyber attacks. Schermerhorn will focus on customizing professional liability and cyber liability insurance programs for clients. Prior to Lockton Schermerhorn was vice president in the national cyber liability and erros and omissions practice for Marsh & McLennan Cos. Before that he was product counsel for CNA Insurance, and he has served as a corporate attorney in California. Kansas City, Mo.-based Lockton is a privately held, independent insurance broker. Heffernan Insurance Brokers has named Todd Davis assistant vice president of employee benefits in its Walnut Creek, Calif., office. Davis will be working with Jani De La www.insurancejournal.com

ABRAM16742.indd 1

9/21/15 12:46 PM

October 5, 2015 INSURANCE JOURNAL-WEST | W7

WEST COVERAGE

News & Markets Drivers Not Ready for Autonomous Parking: AAA

espite an array of newfangled self-parking features that are being introduced in vehicles, Americans are not ready to give up control. Only one-in-four Americans would trust this technology to park their vehicle, according to a survey from AAA. The survey also showed that nearly 80 percent of American drivers are confident in their parallel parking abilities. Despite the feeling of unease about assisted parking technologies, testing by AAA found the technology outperformed unassisted drivers in four key areas. The Automobile Club of Southern California’s Automotive Research Center and AAA tested self-parking features on five vehicles: a 2015 Lincoln MKC; a 2015 Mercedes-Benz ML400 4Matic; a 2015 Cadillac CTS-V Sport; a 2015 BMW i3; and a 2015 Jeep Cherokee Limited.

The testing found that compared with drivers that manually parallel parked with the aid of a standard back-up camera: Drivers using self-parking systems experienced 81 percent fewer curb strikes; Self-parking systems parallel parked the vehicle using 47 percent fewer maneuvers, with some systems completing the task in as little as one maneuver; Self-parking systems were able to park a vehicle 10 percent faster; Self-parking systems were able to park 37 percent closer to the curb. “AAA’s testing found that self-parking technology outperformed manual parking in number of curb strikes, number of maneuvers, speed and accuracy,” said Megan McKernan, manager of the Automobile Club of Southern California’s Automotive Research Center. “While Americans report feeling confident in their parallel parking abilities, this technology proves there is room for improvement.” While the tested self-parking systems performed well, the technology is not with-

PROFESSIONAL LIABILITY E&O - D&O - EPLI

M.J. Hall & Company, Inc.

www.mjhallandcompany.com (209) 948-8108

States Covered: AK, AZ, CA, NV, & HI

License #0488901 MJHALLCO16810.indd 1

W8 | INSURANCE JOURNAL-WEST October 5, 2015

9/20/15 7:43 AM

out flaws. AAA found that some systems parked the vehicles exceedingly close to the curb, leaving wheels and tires vulnerable to scratches and costly repairs. “AAA recommends that drivers leave sixto-eight inches between the vehicle and the curb when parallel parking,” said Nielsen. “With some systems leaving as little as a half-inch buffer, AAA urges automakers to increase this distance to prevent vehicle damage.”

Injuries from Wearing High-Heeled Shoes on Rise: Study

njuries from wearing high-heeled shoes are increasing, recent research has found. Gerald McGwin, Ph.D., professor and vice chair, Department of Epidemiology, School of Public Health, University of Alabama at Birmingham, recently published a paper on the epidemiology of injuries from high heeled shoes. Using data from the Consumer Product Safety Commission’s National Electronic Injury Surveillance System, McGwin looked at 3,294 injuries treated in emergency departments within the United States from 2002 to 2012. Results suggest that high-heel related injuries have nearly doubled in that period. Women between 20-29 years of age had the highest injury rate. The Cannes film festival was in the news recently for requiring women to wear high heeled shoes. The study was published online in May in the Journal of Foot and Ankle Surgery. www.insurancejournal.com

NATIONAL COVERAGE

News & Markets Gen Y Insurance Customers Are Not Happy Bundlers

he insurance industry has some work to do to win over Gen Y customers, those ages 21 through 38. Members of the Gen Y generation, who were born between 1977 and 1994, are less satisfied with their homeowners insurers than others. One reason may be because Gen Y homeowners are less likely than older or younger customers to bundle their insurance policies with a single insurer, a new report suggests. Just 65 percent of Gen Y homeowners insurance customers bundle multiple policies with their insurer, compared with an overall bundling rate of 78 percent among all generations, according to the J.D. Power 2015 U.S. Household Insurance Study. The trend in bundle rates among Gen Y customers is also not improving; it’s down five percentage points since 2013, while bundle rates among the other age groups have remained relatively stable during that period, the study found. The Gen Y segment is estimated to be the largest customer segment of home buyers in the U.S. and their tendency to unbundle — or split — their insurance products across multiple insurers at a higher rate than any other generational group creates an opportunity for insurers, according to the J.D. Power report. The authors contend that as Gen Y customers mature and their insurance needs become increasingly complex, insurers will have an opportunity to cross-sell additional products. Satisfaction The study examines overall customer satisfaction with homeowners and renters insurance, with satisfaction calculated on a 1,000 point scale. Across generations, there is a strong relationship between providing a satisfying customer experience and the likelihood that customers will purchase more products from their insurer, the study says. However, Gen Y customers are less satisfied with their homeowners insurer compared to other generational cohorts (753 vs. 787 overwww.insurancejournal.com

all), influenced by lower satisfaction across Gen Y non-bundlers indicate a greater all factors that comprise the customer expeintent to bundle additional policies, as 17 rience. percent say they “definitely will” combine While satisfaction is higher among insurpolicies in the future, compared with 7 ance customers who bunpercent of non-bundler Gen Y customers are Boomers. dle compared with those that don’t bundle, Gen Y Providing policy less satisfied with customers who bundle discounts is the largest their homeowners are still less satisfied than driver of bundling. Gen Y insurer compared to customers are also more their older Baby Boomers other generational (779 vs. 811, respectively). influenced to bundle if a Gen Y satisfaction has carrier has outbound comcohorts. been hurt by lower satismunications and provides a faction in the interaction, billing and payproblem-free experience. ment, and claims factors. Focusing on the customer experience “Understanding the challenges and may not only support increased policy opportunities that Gen Y customers repbundling, but it may also improve customresent is a key component to developing er retention and advocacy among current a bundling strategy,” said Valerie Monet, homeowners customers, the authors say. director of the insurance practice at J.D. The study finds that 75 percent of highly Power. “Gen Y customers, for instance, satisfied homeowners insurance customers unbundle to receive better coverage and (overall satisfaction scores of 900 or higher) price more often than Boomers, undersay they “definitely will” recommend their scoring the importance of straightforward insurer; 77 percent say they “definitely will” communication about price, as well as the renew; and only 5 percent say they “defipolicy and what it covers.” nitely will” shop in the next 12 months. Nearly half (48 percent) of Gen Y custom Overall customer satisfaction with homeers unbundle for price and 32 percent for owners insurers declined to 787 in 2015, better coverage, compared with 41 percent down from 790 in 2014. The decrease in and 19 percent, respectively, of Boomers in 2015 was driven by a significant 8-point who unbundle for these reasons. However, decline in the billing and payment factor. October 5, 2015 INSURANCE JOURNAL-NATIONAL | 11

NATIONAL COVERAGE

Business Moves Vista Equity, Solera Solera, based in Westlake, Texas, is being acquired by an affiliate of private equity firm Vista Equity Partners for about $3.74 billion in cash. The company, which makes insurance claims software, said in August that it was exploring a sale. The companies put the deal’s value at about $6.5 billion, including debt. Solera’s board unanimously approved the acquisition. The transaction is targeted to close no later than 2016’s first quarter. It still needs approval from Solera shareholders.

Vanner Insurance, Edmund D. Stevens Vanner Insurance Agency, an independent agency based in Amherst, N.Y., recently acquired Buffalo, N.Y.-based agency Edmund D. Stevens Inc. and its marine division, Stevens Marine Insurance Agency. Terms of the transaction were not disclosed. Under the deal, Edmund D. Stevens Inc. and Stevens Marine Insurance Agency will become a division of Vanner Insurance Agency. Brit, Ambridge Partners Brit Limited, a global specialty insurer and reinsurer based in London, has made a significant investment in Ambridge Partners LLC, a New York-based managing general underwriter of transactional insurance products and a key trading partner of Brit for the past nine years. The amount of the investment was not disclosed. Ambridge will retain its independence, continuing to underwrite as a managing general underwriter on behalf of its existing broad consortium of Lloyd’s syndicates and international insurers. The transaction is subject to regulatory approvals and expected to close in the fourth quarter. Ambridge specializes in transactional insurance products with a team of 29 employees based in New York and London. 12 | INSURANCE JOURNAL-NATIONAL October 5, 2015

Hilb Group, JWB Insurance The Hilb Group LLC acquired JWB Insurance Group, an independent agency in Wilmington, N.C. The transaction became effective Aug. 1. The terms of the deal were not disclosed. JWB Insurance Group is The Hilb Group’s seventh acquisition in 2015 and will continue operating under its current leadership. JWB Insurance has 22 employees and all employees will stay on after the transaction. The Hilb Group is a middle market insurance agency headquartered in Richmond, Va., and is a portfolio company of Boston-based private equity firm, ABRY Partners. USG, US Assure Allied American Underwriters, a subsidiary of USG Insurance Services Inc., acquired the renewal rights on several books of business from Jacksonville, Fla.-based US Assure. The terms of the acquisition were not disclosed. With this acquisition, Allied American Underwriters is opening a new office in Jacksonville. Leading the new office is Michelle Huitt, production manager, who comes to Allied American Underwriters from US Assure where she was underwriting manager. Marie Maxwell and Tiffany Batten, producer/brokers, will also be joining Allied American Underwriters from US

Assure where they served as underwriters. Allied American Underwriters is a specialty product provider and commercial lines program manager. Auto-Owners, Atlantic Casualty Strickland Insurance Group Inc. has reached a definitive agreement for Atlantic Casualty Insurance Co., based in Goldsboro, N.C., to be acquired by AutoOwners Insurance Group of Lansing, Mich. The acquisition is subject to customary closing conditions, including receipt of regulatory approvals, and is expected to close in the fourth quarter of 2015. Strickland Insurance Group formed Atlantic Casualty in 1983 and currently has offices in Goldsboro; Scottsdale, Ariz.; Hartford, Conn.; and Philadelphia, Pa. Auto-Owners Insurance has been providing auto, home, life and business insurance since 1916 and operates in 26 states. U.S. Risk, Strategic Program Managers U.S. Risk Insurance Group Inc. has entered into an agreement involving the acquisition by U.S. Risk of an undisclosed ownership interest in Florida-based Strategic Program Managers, a specialist trucking MGA and broker. The combined premium volume in this class will exceed $60 million. U.S. Risk Insurance Group Inc. is a specialty lines underwriting manager and wholesale broker headquartered in Dallas. Strategic Program Managers d.b.a. Strategic Insurance Underwriters specializes in underwriting, marketing, and administering commercial transportation insurance programs in the Midwest and Southeast. Hub, Howitt Benefit Services Hub International Ltd. has acquired the assets of Howitt Benefit Services in San Jose, Calif. Nancy Howitt, Howitt’s president and client service supervisor, will join Hub California and report to Darren Caesar, senior executive vice president of Hub California. Howitt provides employee benefits solutions. Hub is a global insurance brokerage. www.insurancejournal.com

BURNS 

PARTNER, NOT COMPETITOR

WILCOX

WHOLESALE IS OUR MIDDLE NAME. Free of retail divisions, ownership or even affiliations, we never cross the line between wholesaler and competitor. Your best interests always come first, keeping the focus on growing your business. Don’t compromise. Partner with the leader who works with you instead of against you — Burns  Wilcox.

  Commercial | Professional Personal | Brokerage | Binding Risk Management Services

NATIONAL COVERAGE

News & Markets Gap Between Insured & Economic Losses Offers Business Opportunities: AIR

huge global gap between disaster-related insured and economic losses presents a growth opportunity for P/C carriers, says a new AIR Worldwide report. What the catastrophe modeling firm found: the global insured average annual loss comes in at $74 billion. The comparable figure for “economic” losses is more than four-times higher, at more than $307 billion. In between the two, the global average annual loss amount for “insurable” losses is $135.9 billion — nearly twice the insured total, according to AIR. In addition, AIR estimates that the 1 percent aggregate exceedance probability insured loss (the 100-year return period loss) is approximately $233 billion. The comparable “insurable” loss figure that will be exceeded only 1 percent of the time is $519 billion. Throughout the AIR analysis, insurable losses are those that could arise from all exposures eligible for insurance coverage assuming standard limits and deductibles. Add losses from non-insurable sources — infrastructure and lost economic productivity, for example — and you get “economic” loss estimates. AIR Worldwide Chief Operating Officer Bill Churney said the big gap between the insured and insurable numbers provides a window of opportunity for the insurance industry for new product development.

and flood risks. Churney said that “economic loss estimates can be used to facilitate public risk financing and the development of regional resiliency plans to help societies better prepare for catastrophes and reduce the ultimate costs.” AIR Worldwide estimates that just 8 percent of econom “By providing both global insured and ic losses in Asia are insured. In Europe, insurable loss estimates based on the EP the number is just 34 percent. The Latin curve, the gap between covered and eligible America region has 13 percent of its ecoexposures becomes nomic losses insured. evident,” suggesting The comparable figure for The number jumps to chances for the insur‘economic’ losses is more 44 percent for North ance industry to offer America (Canada, the than four-times higher essential protection to United States, Bermuda vulnerable homes and than global insured aver- and Mexico), and hits business owners in 37 percent for Oceania. age annual losses. addition to avenues of AIR Worldwide, a potential business growth, Churney said in Verisk Analytics business, bases its 2015 prepared remarks. report on global loss metrics on perils He added that while the gap is “very proand regions currently modeled by AIR, nounced” in Asia, differing numbers remain including new models and updates released in the U.S., which continues to have a “sigduring 2015, plus updated industry exponificant portion” of uninsured earthquake sure databases.

Is your Insurance program more than the sum of Its parts? It should be. Building relationships with our clients has been our primary focus for over 40 years. CIS policy forms and insurance coverage are designed specifically for cosmetic industry business models. We survey industry trends that modify the underlying insurance needs of manufacturers, distributors, importers, wholesalers, and retailers. Look for us — we participate in your industry trade shows and seminars. Cosmetic Insurance Services is a division of Frenkel & Company, an international insurance brokerage maintaining independent claim services. CIS insurance brokers work for their clients and communicate daily with insurance carriers who appreciate Frenkel’s stellar brand.

Our seamless method binds relationships that keep your business whole. 601 Plaza 3 6th Floor Harborside Financial Center Jersey City, New Jersey 07311 201.356.0057 khegel@frenkel.com www.cosmeticinsurance.com

FRENK16569.indd 1

14 | INSURANCE JOURNAL-NATIONAL October 5, 2015

Cosmetic Insurance Services A Division of Frenkel Benefits, LLC

4/30/13 3:00 PM

www.insurancejournal.com

LEAD WITH CONFIDENCE

Insurance for the company, management team and board | acegroup.com/us

All types of businesses can be impacted by litigation against the company, management or board — a costly and distracting risk. With management liability coverage from ACE, you are protected by an ‘AA’ rated global insurer and a team who truly understands the unique and complex risks facing a multinational company. Our deep experience and global network give you the confidence you need to make important business decisions today and tomorrow, wherever your business takes you.

© 2015 ACE Group. Coverages underwritten by one or more companies of ACE Group. Not all coverages available in all jurisdictions. ACE®, ACE logo®, and ACE insured.® are registered trademarks of ACE Limited.

NATIONAL COVERAGE

News & Markets Underinsurance of Property Is Growing Global Challenge: Swiss Re Report

half of that amount, with a combined insurhe underinsurance of property risk ance shortfall of $81 billion. — particularly natural catastrophe In emerging markets an average of 80 to risks — has risen steadily over the past 40 100 percent of economic losses are uninyears, even though claims payments have sured, “which means that natural hazards increased significantly during that period, could significantly deplete resources of according to Swiss Re’s latest sigma study. smaller and more vulnerable economies,” In the last 10 years, cumulative total the report said. damage to global property as a result of natural disaster events was $1.8 trillion, with In its modeling exercise, Swiss Re said insurance covering only 30 percent of those the global loss potential was estimated using models of the losses, said the report three main natural titled “Underinsurance of ‘The greatest extent of property risks: closing the underinsurance is in the catastrophe perils: earthquake, flood, gap.” world’s largest three windstorm. In other words, the economies.’ Low-probability total shortfall in insurevents such as major ance cover — the protechurricanes or earthquakes may not appear tion gap — was $1.3 trillion, the report said. in recent historical data, so loss models pro(The main perils are earthquakes, floods vide a more comprehensive view, the report and windstorms, particularly in areas of high population and property value concenexplained. It cited the example of Florida, trations.) which has not experienced a severe hurri “The greatest extent of underinsurance is cane in 10 years, but has a very high risk of in the world’s largest three economies,” said property damage from hurricanes. Kurt Karl, chief economist at Swiss Re. He said that earthquake risk makes up Other Property Risks the majority of the gap in the U.S. and The sigma research also revealed signifiJapan, while flood risk comprises nearly cant property underinsurance for perhalf of the expected uninsured loss in ils other than natural disasters. China. These “general property There are areas of high property value risks” include fire, water concentrations in the U.S. and Japan, “a damage, and burglary, large amount of which is uninsured against the report said, earthquake risk, despite the relatively high noting that many frequency of quakes,” said Karl, noting that countries are in China, the main threats are floods in underinsured for major industrial zones with high population these and property values. risks relative Current Annual Protection Gap to their Swiss Re said it used models — to compeers plement historical data — in order to estiwith similar income levels. mate a figure of $153 billion for the current The study annual protection gap, assuming an average explained that catastrophe loss year. In absolute terms, the U.S., Japan and China account for more than

many high-growth markets are underinsured relative to the size of their economies because their rapidly growing middle classes have been accumulating wealth but failing to buy adequate insurance protection. Using these higher insured countries as a benchmark for less insured ones, the study found an additional protection gap of $68 billion for general property risks. “Among the countries most underinsured are many high-growth economies,” the report said, noting that insurance buying lags among a rapidly growing middle class with its accumulation of new wealth. “An increase in asset values without a concurrent increase in take-up of insurance could lead to yet further underinsurance.” The estimated underinsurance for general property risk is conservative as it implies a zero protection gap in highly insured countries, which is not the case, the study emphasized. There is still plenty of uninsured property arising from incumbent and recently emerging risks such as cyber and contingent business interruption, the report noted. The property market is estimated to have had global premium volumes of $413 billion in 2014. Adding the general property risk number to the modeled natural catastrophe-related losses suggests a global property protection gap of $221 billion

www.insurancejournal.com

See

Yourself as a

CPCU Why CPCU? With The Institutes’ Chartered Property Casualty Underwriter (CPCU®) designation you transform learning opportunities into career success. • 85% of CPCUs believe earning the designation accelerated their career. • 90% of CPCU designees say their job opportunities increased. • 74% of CPCUs say the designation helped them gain a promotion or salary increase. • Join a network of 22,000 CPCU Society members dedicated to professionalism.

Commit to Your Success—Order Course Materials Today! www.TheInstitutes.org/CPCU

© 2015, American Institute For Chartered Property Casualty Underwriters CPCU is a registered trademark of The Institutes. All rights reserved. Statistics are based on a 2008 survey of CPCU program completers.

www.TheInstitutes.org

NATIONAL COVERAGE

News & Markets ACE Takes 24% Stake in CoverHound’s Online Commercial Insurance Plans By Don Jergler

overHound has raised $33.3 million in a financing round led by ACE Group, which the company plans to use to build an online commercial insurance platform starting with businessowners policy insurance offerings that could be available next year. San Francisco, Calif.-based CoverHound announced its Series C financing round in September, just months after announcing its Series B round. The investment gives ACE a roughly 24 percent stake in the tech company and representation on its board, according to CoverHound CEO Keith Moore. The C round of financing also includes CoverHound’s existing investors RRE Ventures, Blumberg Capital, Core Innovation Capital, Route 66 Ventures, and American Family Ventures, the venture capital arm of American Family Insurance. “With ACE being an investor, we will be moving more into small business and commercial,” Moore said. “We’re really going to focus on extremely small business and we’re going to focus on startups.” CoverHound partnered with Google in

March on its Google Compare online auto insurance shopping web portal, a step Moore credits with giving the company the inspiration to forge into online commercial insurance distribution. Online Insurance CoverHound’s partnership on Google Compare has so far produced a big crop of high net worth business, Moore said. “Something we didn’t anticipate in this partnership is really more high net worth individuals than we thought,” Moore said. A lot of that has to do with CoverHound’s carrier partners on Google Compare, which include ACE, The Chubb Corp. and Fireman’s Fund Insurance. All are major players in high net worth insurance, and may be an even more imposing presence combined. Jeffrey Zack, ACE’s vice president of global media relations and financial communications, declined to offer details about the investment. Moore said roughly 20 percent of CoverHound’s business on Google Compare is from the high net worth segment buying pricey insurance policies for expensive vehi-

cles. “Everything from Maybachs to Bentleys are coming from that platform, and we’ve never experienced that before,” Moore said. “We’re really looking to expand our product offerings across segments, because we’re seeing more individuals of high net worth and more preferred than anticipated.” He believes access to the high net worth segment gives CoverHound a foothold into commercial insurance because a large portion of that consumer base are likely business owners or decision makers. “BOP will be the initial focus, we’re eventually going to expand it out to (errors and omissions),” Moore said. Beyond those lines Moore foresees offerings for startups and businesses in the incubation phase, which typically only seek coverage under a BOP policy. Startups are prime targets for online insurance because they run lean and therefore do as much as possible on the Internet, where there’s typically low overhead, he said. “We think there’s opportunity for new products to emerge from this, so why not by insurance from CoverHound in a 15-minute session,” Moore said. CoverHound’s interest in providing insurance for startups stems from its membership in New York-based AngelPad, an incubator launched in 2010 by a group of former Google employees. Moore believes his firm’s involvement with AngelPad gives CoverHound an inside track with its other startups in the incubation phase. “It’s is a whole new market,” he said. “Nobody’s aggressive out there going after the startups and entrepreneurs.” Some insurance experts, who view online distribution as the “Googleization of insurance,” believe it’s that same convenience that online insurance buying provides to customers that will drive business owners to stay with agents who can spare them continued on page 20

18 | INSURANCE JOURNAL-NATIONAL October 5, 2015

www.insurancejournal.com

RISING TO MEET THE DEMANDS OF COMPLEX BROKERAGE. As complex risks become increasingly difficult to place, the demands placed on you continue to rise. Burns & Wilcox Brokerage meets these challenges head-on with expertise, experience and seamless access to global market centers. BurnsAndWilcoxBrokerage.com

Atlanta

•

Dallas

•

New York

•

San Francisco

•

Scottsdale

•

St. Louis

•

Tampa

NATIONAL COVERAGE

News & Markets

continued from page 18 from having to figure out online what risks issuance of a local multinational policy, they need to insure and what coverage gaps electronically sign coverage selection forms, they may have. view billing online and access claims pre Such a point was made by Hank dictive analytics, Lupica said. Haldeman, president of the board of directors for the National Association of Will It Work? Professional Surplus Lines Offices, who said Not everyone thinks what CoverHound that he doesn’t “think that will change” in is doing with commercial insurance will remarks at NAPSLO’s recent annual meetprove successful. ing. “The fundamental requirement for the Analyst Cliff Gallant, managing director digital distribution of insurance requires at Nomura Securities wasn’t surprised by the industry to be able to allow consumers the investment from the carrier. to shop, compare and buy online,” said Jeff “It doesn’t surprise me that this is someChesky, president and CEO of Insuritas. thing they would do,” Gallant said. “ACE is “Coverhound has failed to do that with its a very forward-thinking company.” personal lines insurance Last month Gallant raised his estimates and the challenge is for ACE’s earnings per share for next year to even more substantial $10.50. The average analyst estimate for EPS for small business insurin 2016 is $9.34. ance.” Gallant has ACE rated a “strong buy,” Chesky views and lists it as one of his top picks among CoverHound as a lead the companies he covers, which includes generator that merely keys in consumer Berkshire Hathaway, Allstate and AIG. requests for carriers and agents to follow up “It’s a very young, aggressive company – on, but which “does not have the technolofor an insurance company gy to allow consumers to that is,” he said. “It is a ‘We’re really going to buy online.” very tech-interested com- focus on extremely Not surprisingly pany as well.” Chesky said CoverHound small business and compares poorly with we’re going to focus Carrier Investment Insuritas, the East It’s not unheard of for a on startups.’ Windsor, Conn.-based carrier to invest in innovaagency arm behind tors. Overstock.com’s home, auto, renters and In June 2014, American Family Insurance small business insurance offerings. and Microsoft announced the launch of a “It’d be like going to Amazon and getbusiness accelerator for startups focused on ting pricing for flat screen TVs from Sony home automation, and earlier this year AXA and Panasonic and LG and then when you launched a €200 million ($223.7 million select a Sony, Amazon would require you to U.S.) venture capital fund backing startups go to Sony’s site to buy the TV,” he said of in the insurance, asset management, finanwhat CoverHound does. cial technology and healthcare sectors. Chesky believes CoverHound can’t offer ACE Group Vice Chair John Lupica a “straight-through” quoting-to-buying prosaid during an interview in August with cess because carriers are risk adverse about Carrier Management that his company’s customers who use an online comparative most successful innovation is an online rater to find the cheapest insurance “and insurance program management platform the issues around commercial insurance are first launched five years ago, known as ACE even more challenging. Worldview. According to CoverHound, the company The platform, available to large comsold its first pure “straight-through” policy mercial insureds with complex P/C insuronline more than a year ago, and it has sold ance programs, allows them to track the policies to shoppers from Google Compare. 20 | INSURANCE JOURNAL-NATIONAL October 5, 2015

The company also refuted Chesky’s claim that CoverHound is a lead generator. A CoverHound spokeswoman said via email that the company does not key-in consumer requests for carriers or for agents and it doesn’t sell consumer data. Moore said much of the software and personnel infrastructure is already in place to quote and sell commercial policies. “We’ve been working on these things for several years,” the CoverHound executive said. He said CoverHound is also working in partnership with a large personal finance website as part of its online distribution expansion that Moore believes will bring more commercial customers into the fold. He didn’t provide many details on that deal. “They’re one of the top three or four personal finance management sites on the web,” Moore said. CoverHound laid out the plans for its financing in a release issued last month: Innovative new digital products: As CoverHound insurance product offerings continue to evolve, expansion into small business and commercial insurance is an ideal growth opportunity for the company. New hires: CoverHound is aggressively hiring in both of its U.S. locations in San Francisco and Westlake Village, Calif. Key areas for employee growth include product management, engineering, and licensed P/C insurance agents. Expanding insurance carrier options: After recently extending its carrier offerings to include The General, MetLife, Mapfre, Century National, and Stillwater, new insurance carriers will continue to be added to the platform to increase consumer choice. Expanding marketing partnerships: After launching its partnership with Google Compare in March, CoverHound continues to expand this partnership into new states, and will add more high profile marketing partnerships in the months ahead to continue to reach targeted insurance shoppers. www.insurancejournal.com

Independent agents throughout your area Count on EMC ® for a number of reasons. • 100-plus years of commercial lines experience. • Expert loss control services. • Responsive service delivered by a fully-staffed branch office right in your own back yard. Let us show you how EMC Insurance Companies can work for you. MARCUS TRAETOW Commercial Lines Underwriter III

WE’RE READY TO HELP YOU

WIN MORE BUSINESS. HOME OFFICE Phone: 800-447-2295 | Des Moines, IA

NATIONAL COVERAGE

News & Markets continued from page 16 per annum, the report said. Swiss Re said this is the level of expected claims that could have been pre-funded by a wider risk community, rather than inflicting financial hardship on individual families, corporations and government entities. And for individuals, factors like perception of risk, insurance knowledge, affordability, reliance on government post-disaster relief, trust in insurers and ease of doing business can hinder adequate take up of cover, especially in new markets. Closing the Protection Gap Factors like perception of level of risk, insurance knowledge, affordability, reliance on government post-disaster relief, lack of trust in insurers and ease of doing business “can hinder adequate take up of cover, especially in new markets.” Undervaluation of assets due to lack of information and awareness is another contributing factor, the report said. Indeed, some risks, such as large natural catastrophes, terrorism, cyber or contingent business interruption risks “can challenge the bounds of insurability,” Swiss Re said. “The challenge for the insurance industry is to focus on the needs of those who are

‘Closing the under insurance gap will require specific measures by insurers and the state to change buying behavior and market structures.’ totally uninsured or insufficiently insured,” the report continued. “Closing the underinsurance gap will require specific measures by insurers and the state to change buying behavior and market structures,” the study said. By focusing on those who are completely un- or insufficiently insured, insurers can play a vital role in strengthening the resilience of households and companies against property risks, the Swiss Re said. “Product and distribution innovation, and

Agency Ideas

SALES & MARKETING IDEAS FOR P&C PROFESSIONALS

TWO SALES BOOKS TO GROW ON by Alan Shulman, CPCU

Help your commercial producers and personal lines CSRs to prospect and sell with these brief, handy PDF books. Read on a PC or mobile device or print. Practical Sales Ideas for Producers and CSRs

Visit www.agencyideas.com/books for a full list of contents of both and to order and download instantly.

Details at... www.agencyideas.com/books ALAN16590.indd 1

22 | INSURANCE JOURNAL-NATIONAL October 5, 2015

measures to handle accumulation exposure will be critical to help society better manage the risks,” it went on to say. “So too will be developing data and analytical tools to better understand the exposure.” But, Swiss Re emphasized that insurers cannot act alone — indeed, public-private partnerships can be key to closing the protection gap in cases where there is limited insurability. The report explained that governments need to provide strong regulatory environments, “set and enforce building standards, and promote mitigation to reduce risk exposures.” Insurers also need government involvement to extend coverage capacity in specific areas such as terrorism or high-risk flood zones, the report noted. Closing the underinsurance gap requires the continuing development of data and analytical tools to track new risks and exposures of perils that are difficult to quantify such as terrorism, cyber, and supply chain risks, the report added. “Further innovation in products, processes, and distribution are needed to reach previously uninsured consumers and risks.” Property underinsurance will only be addressed when there is “a coordinated effort and innovative thinking by both the public and private sectors.”

4/20/15 1:04 PM

www.insurancejournal.com

When it’s grim, you need Great

Everything he has worked for is at risk. When a lawsuit puts your client’s name in the headlines, you need to know the carrier you recommended can provide the coverage he needs. To handle claims skillfully, it takes the expertise of specialists who know how to turn grim to great. At Great American, we’re able to see management liability risks, write coverages, and handle claims in a way that gives your clients – and you – greater peace of mind. Our strength of specialization gives us that rare ability.

GreatAmericanELD.com

Don’t settle for less. Turn grim to great with Great American.

Coverage is summarized. Refer to the actual policy for a full description of applicable terms, conditions, limits and exclusions. Coverage is underwritten by Great American Insurance Company, a licensed insurer in 50 states and the District of Columbia. ©2015 Great American Insurance Company. All rights reserved. 301 E Fourth Street, Cincinnati, OH 45202 2608-CO (08/15)

SPECIAL REPORT

The Winners Overall Best Agency to Work For Rogers & Gray Insurance, South Dennis, Mass.

East GOLD: WT Phelan & Co., Belmont, Mass. SILVER: Hanson & Ryan Inc., Totowa, N.J. BRONZE: Novick Group Inc., Rockville, Md.

Midwest GOLD: The Starr Group, Greenfield, Wis. SILVER: Powers Insurance & Benefits, Clayton, Mo. BRONZE: DSP Insurance Services, Schaumburg, Ill.

South Central

he votes were tallied and the results are in for the 2015 Best Independent Insurance Agency to Work For survey by Insurance Journal. Employees of the winning agencies say that happiness in the workplace has a lot to do with people, relationships and culture. They 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. Employees take pride in working for agencies that are respected in their communities and hold strong ethics. 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 performance reviews and, in some cases, mentors. As expected, the winning agencies score high for overall employee benefits including wellness programs and for working conditions. 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. Many of the employees say they feel like family in their agencies. 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. 24 | INSURANCE JOURNAL-NATIONAL October 5, 2015

GOLD: Hotchkiss Insurance Agency, Carrollton, Texas SILVER: Rich & Cartmill Inc., Tulsa, Okla. BRONZE: DFB Insurance Group, Pampa, Texas

Southeast GOLD: Wallace Welch & Willingham, St. Petersburg, Fla. SILVER: Peel & Holland, Benton, Ky. BRONZE: Celedinas Insurance Group, Palm Beach Gardens, Fla.

West GOLD MOC Insurance Services, San Francisco, Calif. SILVER SES Insurance Brokerage Services Inc., Santa Ana, Calif. BRONZE Der Manouel Insurance Group, Fresno, Calif. www.insurancejournal.com

Best Agency to Work For - Overall SOUTH DENNIS, MASSACHUSETTS

Rogers & Gray Insurance

For the past 29 years, Rogers & Gray employees have been cooking and serving a full Thanksgiving Dinner to hundreds of people in need in their community. One agency employee spends the entire year knitting scarves and hats to give out to the attendees.

‘Feeling of Family’ at Rogers & Gray By Andrea Wells

eople, culture, strong leadership, respect, profitability, growth and community involvement are a few of the reasons why Rogers & Gray Insurance took this year’s Overall Best Agency to Work For award. More than half of Rogers & Gray’s roughly 120 employees nominated the agency for the Best Agency to Work For via an online survey. “The people and culture at Rogers & Gray is top notch,” wrote one employee. “The owners are very sales orientated and are always open-minded for new ways to grow.” Another wrote: “Rogers & Gray excels in growth and profitability, educating their employees, and management is always thinking strategically.” Founded in 1906, Rogers & Gray Insurance is one of the nation’s largest independent agencies and ranks as No. 85 in Insurance Journal’s Top 100 independent www.insurancejournal.com

insurance agencies in 2015, writing $17.3 million in property/casualty revenue in 2014. Despite its size, employees believe that Rogers & Gray provides a “feeling of family,” one employee said. “We all stick together in times of hardship, have fun together and celebrate each other’s successes.” David Robinson, president/CEO and one of three agency principals, said the agency’s top leaders work hard to maintain that culture of family. After all, it’s because of family that Robinson is in the business. “Family brought me here and family is what keeps me here,” he said. Robinson’s father purchased Rogers & Gray in 1980 and grew the firm from just 12 employees to 130 during his tenure. David Robinson, and his brother Michael Robinson, succeeded their father as owners of the agency in 2014. What Robinson enjoys the most about his leadership role is not leading but rather working alongside his co-workers, which doesn’t go unnoticed by employees.

“The owners truly care about the well-being and satisfaction of the employees,” one employee wrote in the survey. That employee also appreciates the “generous” benefits provided that includes a 35-hour work week, paid holidays, vacation, sick and personal time, health and dental insurance, a 401(k) plan and more. Rogers & Gray also holds an annual employee appreciation outing and holiday party for staff, casual dress days, raffles for fun prizes, sporting events, and makes available two “beautiful” vacation homes to all employees with at least two years of service, the employee continued. “Most importantly, the agency takes great pride in their community involvement.” One such community event is the agency’s Thanksgiving dinner for homeless and needy families. Employees cook and serve food to hundreds of people the night before Thanksgiving. This year will mark the 30th Thanksgiving dinner at Rogers & Gray. Robinson too enjoys the community involvement. “We work hard to be a good corporate citizen and it’s tremendous when we hear that our efforts have made an impact,” he said. Robinson attributes his agency’s success to its greatest asset — the employees. “Two years ago, we put into place a program that measures our client satisfaction and asks them what we’re good at and what we still need to work on,” Robinson explained. “Fortunately, most of our reviews are excellent, but the one defining factor in all of our positive reviews was the knowledge of our staff and the excellent service that they deliver.” Every day, team members walk through the front door of Rogers & Gray and spend many hours helping clients, taking care of the community and each other, Robinson said. And in Robinson’s view, “there is nothing more rewarding than knowing that they want to be here and enjoy being here.” October 5, 2015 INSURANCE JOURNAL-NATIONAL | 25

SPECIAL REPORT

Best Agency to Work For - East BELMONT, MASSACHUSETTS

WT Phelan & Co.

WT Phelan & Co. principals, from L-R: Robert J. Ramsey, David L. Ramsey, Thomas M. Ramsey and Richard R. Ramsey.

4th-Generation Family Agency Invests in Employees, Community By Young Ha

nsurance Journal’s 2015 Best Agency to Work For, Gold Winner - East Region — WT Phelan & Co. says proudly that its employees are its greatest asset. Founded in 1898, this fourth-generation, family-owned and operated agency is committed to providing resources — from the latest in insurance technology and continuing education to competitive benefits packages — to attract the best talent and help them succeed. Headquartered in Belmont, Mass., and with 50 staff members and five offices operating in the Bay State, WT Phelan is one of the largest family-owned independent agencies in New England. “WT Phelan cares about its employees and their futures. WT Phelan cares about its clients and their futures,” wrote one employee. “We try to hire the best and give them the resources to work hard to 26 | INSURANCE JOURNAL-NATIONAL October 5, 2015

get ahead. We offer an excellent benefits package and industry mentors. We want our team to be educated and knowledgeable and we encourage and pay for continuing education.” “Ownership empowers the staff to create our own best practices in every aspect of our roles — so we have full control and complete buy-in to all procedures,” said another. “Ownership continues to invest heavily in every resource we need to do our job better, faster, more efficiently — every day, including technology, education and people.” “The owners are involved and really care about their staff, their clients and the communities they serve. From owners to admin staff, we put the client at the start and end of every decision we make,” another wrote. When asked to talk about a recent event that captures the quality of the agency, one employee wrote how everyone came together to help customers following a record-breaking snowfall last winter.

“Ice dam claims in 2015 were at seven or eight times our normal claim volume. Every member of the team pitched in without complaint — from admins to owners,” wrote the employee. “All were supplied a triage checklist, claim FAQs and scripts, and provided service and support for customers. They also researched, followed through, communicated steadily. The team really came together in an incredibly challenging time and delivered on the promise to pay claims.” Employees said they are also very proud of the agency’s role in the community. “Because it is a family-owned business they are very careful to continue to work in the local area and stay connected with their roots,” one wrote, explaining that the agency supports charitable causes that are near and dear to employees. WT Phelan — whose current employees have been with the firm an average of 15 years — says it encourages volunteerism through numerous agency-sponsored programs. Its employees are helping schools, sports teams, cause-related organizations, and fire and police organizations — and have organized significant fund raising efforts for the Dana-Farber Cancer Center, the Special Olympics and Susan G. Komen Foundation to name just a few. Continuing the family’s legacy are Robert, David, Thomas and Richard Ramsey — four brothers who own and operate the business. When asked what separates their agency from its competitors, Principal Robert Ramsey pointed out the agency’s employees: “Our people are clearly our greatest asset. I think we do a really good job of identifying the smartest and the energetic talent in the industry and I think it’s paid huge dividends.” “We just all really enjoy helping out our customers and helping out our community,” he added. “We all love making positive differences for our customers and for our community.” www.insurancejournal.com

Best Agency to Work For - Midwest GREENFIELD, WISCONSIN

The Starr Group

The Starr Group employees value the focus on ethics and employee development.

The Starr Group: A Healthy, Ethical Workplace By Stephanie Jones

nsurance Journal’s 2015 Best Agency to Work For, Gold Winner - Midwest Region — The Starr Group in Greenfield, Wis. — has garnered awards from regional press and the Wisconsin Better Business Bureau for both its ethical excellence and its healthy workplace. Those attributes, and many more, are certainly appreciated by the Milwaukee-area agency’s employees judging from their responses to the IJ survey. “Ethics is a priority, not an afterthought. It’s easy to do the right thing when you know management has your back. Customers sometimes make unethical requests and when I deny them, demand to speak to a manager. No problem — please do, I know the answer will be the same,” one employee wrote. “I love the wellness program that the company promotes as part of its health benefits. It is a fun and healthy environment to www.insurancejournal.com

work in every day,” said another. Employees also praised The Starr Group’s management for an emphasis on work/ life balance, professionalism and employee development. “Starr Group has a great workplace/home life balance, a focus on wellness and expects high ethical behavior. The flexibility and accommodation is unmatched,” an employee wrote. “The leaders at The Starr Group are always looking out for their employees and know that everyone employed contributes to the growth and retention of this agency. They are careful in the hiring process. Rather than fill a position with a body they spend quality time making sure that the individual also is a culture fit,” wrote another. Employees emphasized that while The Starr Group may not be the largest organization in the area, it has the resources to be both successful and competitive. “On the business side, even though we

are a smaller agency, we can go toe-to-toe with the larger agencies because we have the technology and tools to expertly serve their needs. We still have that one-on-one, human factor when we deal with our customers,” said an employee. The affirmation from his staff is not lost on Starr Group President and CEO Tim Starr. “How can one not feel proud when their teammates suggest you have done a great job! This is confirmation that others believe, as I, that despising mediocrity is a noteworthy and appropriate mantra,” he said. Agents and account managers at the Starr Group must attain the Certified Insurance Counselor (CIC) and Certified Risk Manager (CRM) designations, Starr said. That distinction is meaningful, according to an employee who wrote: “I’m not aware of many other agencies that have the same requirement and I think this shows how dedicated Starr is to continuing education. The goal is to become experts in risk management and one way to do that is to never stop learning.” The agency operates in three areas of insurance — commercial lines, group benefits and personal lines. That concentration of focus is integral to its success, according to Starr. “We put significant energy toward only three pillars and no more. We believe we must become an agency operating in the top 5 percent of success metrics of those three pillars or we need to leave,” he said. Starr described the agency and its staff as being contract “nerds” who apply that knowledge to their clients’ risk management needs. It also “is the only agency in Wisconsin that is certified to teach attorneys and law firms Continuing Legal Education (CLE),” he said. Summing up, Starr said: “It is simply awesome to step into the exposures a business or family has and invariably improve their risk profile and or improve their likelihood that a loss would not have a negative impact on their financial wellbeing.” October 5, 2015 INSURANCE JOURNAL-NATIONAL | 27

SPECIAL REPORT

Best Agency to Work For - South Central CARROLLTON, TEXAS

Hotchkiss Insurance Agency

Hotchkiss Insurance Partners, Spring 2015. Front row L-R: Ken Hotchkiss, COO; Mike Hotchkiss, CEO; Doug Hotchkiss, Founder; Greg Hotchkiss, CFO

Customer-Centric, Employee-Focused, Community-Oriented By Stephanie K. Jones

ustomer service, customer service, customer service. Employees repeated those words over and over again in their comments about Hotchkiss Insurance Agency, Insurance Journal’s 2015 pick for Best Agency to Work For, Gold Winner - South Central. In business since 1975 and headquartered in Carrollton with offices across the state, Hotchkiss is one of the largest independent insurance agencies in Texas. Company employees describe the organization as being customer-centric, employee-focused and community-oriented. “When you come to work at Hotchkiss you are part of a family. They really care about you and your family. They take time getting to know who you are and helping you grow within the agency,” wrote one employee. “The company culture is very inclusive, 28 | INSURANCE JOURNAL-NATIONAL October 5, 2015

close-knit and fun. The employees all clearly care about the wellbeing of their coworkers and everyone is always willing to help out when needed,” said another. “I am proud to work at my agency because every department is extremely client-focused and we offer excellent customer service,” another employee said. CEO Mike Hotchkiss, whose father Doug Hotchkiss launched the agency 40 years ago, said being recognized as a Best Agency to Work For “is very satisfying as a leader because our employees are our most important asset and we work very hard to make Hotchkiss a place where our people can grow not only professionally, but comprehensively as individuals, and we want them to want to be at Hotchkiss.” Employees “have deep friendships with one another, which is evidenced by the long average tenure of our team members. Laughter is common in our hallways. We have many employees that have been with

us over 20 years so we know Hotchkiss is a place where you can stay for a long time and we want it to stay that way,” he said. Hotchkiss is a “dynamic, growing company and we are very excited about the next 40 years,” he said. The agency’s status as an independent, privately owned firm is a definite advantage, in his view. “Over the past few years we have successfully completed an internal perpetuation of our ownership and leadership,” he said. That was something his father “worked strategically to accomplish,” he added. The result is that the agency is posed for continued growth without the need to sell or merge and risk losing the great culture we’ve worked so hard to achieve.” Hotchkiss said that kind of independence “allows us to invest in areas where our competitors may not. We invest heavily in our employees’ growth — professional, technical, personal, relationships, etc.” And Hotchkiss employees appreciate that investment. Said one: “I have the biggest amount of praise for how this agency provides each and every individual with the tools to reach their goals. Whether it be attending classes, receiving training from an agency veteran, or ensuring everyone has the opportunity to be involved in social networking opportunities for this industry — we are encouraged to be the best in our field and our community.” Mike Hotchkiss put it this way: “At Hotchkiss, we believe we provide a most valuable service to the world. We say insurance is the grease to commerce. What I mean is we allow businesses to take risks in operating their business that they would not or could not take without the protection of insurance. Whether our client is a general contractor, restaurant owner, church or affluent homeowner, we protect them so they can do what they were meant to do. We believe this is a noble and valuable service to the world and I love being a part of it.” www.insurancejournal.com

Best Agency to Work For - Southeast ST. PETERSBURG, FLORIDA

Wallace Welch & Willingham

Employees at Wallace Welch & Willingham are committed to having ‘raving fan’ clients.

A Successful Agency Built on Family Values By Amy O’Connor

mployees at Wallace Welch & Willingham (WWW), Insurance Journal’s 2015 pick for Best Agency to Work For, Gold Winner - Southeast, don’t just consider themselves members of a successful agency in St. Petersburg, Fla., but also part of a big family. From benefits to team-building beach retreats to donating backpacks every school year to underprivileged kids, WWW employees have no doubt their agency is one of the best.

to exceeding their needs. We all have an earnest investment and desire to be the best agency in the industry. We put the client’s needs first — the loyalty of our clients shows that,” said one employee. “We’re all experts. We make teams for our clients based on their specific industry, risk, and geographic needs,” responded another. “Even our producers ask ‘How can I help?’ Not, ‘How do I get paid?’ We celebrate our client’s successes and get together to help

“You are treated with respect; everyone works together as a team and most of all we are like a family,” wrote one employee. “It’s hard to call [WWW] just an agency. It’s more of a family,” said another. But at the core of the company’s values, said survey respondents, is dedication to clients. “We are committed to having ‘raving fan’ clients — which means we are committed

them achieve their goals.” That customer-centric mindset is evident in a quote featured on WWW’s website by the agency’s former owner John. I. Welch, “Take care of the customer and the dollars will follow.” John I. Welch’s father, John P. Welch, started the agency in 1925 in St. Petersburg out of a contract with St. Paul Marine Insurance Co.

www.insurancejournal.com

In 1984, after many acquisitions and agency partnerships, John I. Welch and William Wallace — who had also taken over his father’s agency years earlier — merged their company known at the time as the WallaceWelch Agency with Weyman Willingham & Co. Wallace and Welch have since retired, but the company still goes by Wallace Welch & Willingham. It offers commercial and personal insurance, as well as employee benefits. The agency’s family tradition has also carried on through the current leadership — brothers Keith and Scott Gramling, president and CEO, respectively. WWW considers employee satisfaction a key component of its success. Scott Gramling said the executive team offers a “total package” to employees, which includes corporate values, goals, compensation, benefits, facilities, flexibility, incentives, communication, fun, leadership and ancillary corporate missions. “Over the past 90 years, WWW has been a top shelf employer, because the leadership acknowledges that constant attention is necessary to attract and retain the highest caliber professionals,” said Scott Gramling. “Our goal is to actually be the best place to work. We don’t do it for the awards, it’s really about the employees,” said COO Walt Grayson. Employee events are organized throughout the year by the “Employee Action Committee.” Survey respondents raved about the company-sponsored annual beach weekend for employees and their families. IJ survey respondents also praised WWW’s emphasis on the importance of a work/family balance. “Family comes first, in action, not in words. I see that here every day. It’s not a slogan, it’s a way of life,” said one employee. The company also makes significant contributions within its community. “Every aspect of this company makes me proud,” said another employee. October 5, 2015 INSURANCE JOURNAL-NATIONAL | 29

SPECIAL REPORT

Best Agency to Work For - West SAN FRANCISCO, CALIFORNIA

MOC Insurance Services

MOC President Van Maroevich started at the firm in 1973. Shown: MOC’s cubicles with a view.

MOC: Where Employee Opinions Matter By Don Jergler

ometimes being a great place to work isn’t about offering the best salaries, the most time off or the greatest flexibility — although those are still very important. It seems many employees nowadays like to feel like they’re contributing to a team effort and working in an environment where their thoughts and creativity count. That’s what a number of employees at MOC Insurance Services in San Francisco, Calif., had to say about their firm. And that’s why MOC is Insurance Journal’s 2015 pick for Best Agency to Work For, Gold Winner - West. “If you want to work somewhere where your opinion matters, this is the place to be,” wrote one employee in an anonymous survey. The survey was conducted by Insurance Journal to help judge the award and included several categories in which employees could grade their firm. The employee also described “remote work options,” and an “open concept office 30 | INSURANCE JOURNAL-NATIONAL October 5, 2015

including free drinks and snacks.” “MOC offers good benefits and cares about their staff. The owner is in the office and never hesitates to say ‘Thank you’ for a job well done,” the employee wrote. “You will be recognized for your accomplishments and be part of team that cares about you as a person.” MOC rated high in the Insurance Journal survey. The firm garnered an overall “excellent” rating from nearly threefourths of those who took the survey. An overwhelming majority of employees rated the firm “excellent” in the categories of flex time, education, vacation, insurance knowledge and overall management skills. One employee offered a list of reasons why MOC is a great place to work, including “the most generous, understanding, flexible, approachable.” The firm is willing to make changes, managers value employees’ input and they encourage employees to continue their insurance education and obtain professional

designations, according to the employee. Another employee described a healthy environment at MOC: “Last year our building opened up two very small workout rooms — separately for men and women — for a small annual fee. MOC immediately made it available to all employees who were interested. It has been great to be able to work out at lunch or after work without having to even leave the building. I’ve never seen anyone but MOC employees using it; it’s like having our own private gym.” Appreciating employees has been the key to making them happy, according to MOC President Van Maroevich. “Our office is an ideal place to work because we respect and appreciate each and every staff member regardless of their position,” Maroevich said. “We try to accommodate their needs in and out of work.” It also seems the firm has maintained a good balance when it comes to managing employees. “I enjoy coming to work due to the fact that management is supportive and knowledgeable,” wrote one employee. “There is no micromanaging, but at the same time you will always be challenged to perform your best. Management understands the balance between work and family which I value the most.” MOC began as a family business started in 1969 by Maroevich’s father and mother, Ivan and Gladys Maroevich. Ivan and Gladys owned a State Farm agency for 40 years. The son joined the firm in 1973 after graduating from the University of California Berkeley. The firm reports annual premiums exceeding $100 million. MOC’s risk and claims management experts specialize in benefits, real estate, entertainment, agriculture and viticulture, marine, aviation, commercial, personal insurance and life-sciences and technology sectors. www.insurancejournal.com

Congratulations to Insurance Journalâ&#x20AC;&#x2122;s 2015 Best Agencies to Work For

Overall Winner

East Winners

West Winners MOC Insurance Services

WT Phelan & Co.

SES Insurance Brokerage Services Inc.

Hanson & Ryan Inc.

Der Manouel Insurance Group

Novick Group Inc.

Southeast Winners

Midwest Winners

South Central Winners

Wallace Welch & Willingham

The Starr Group

Hotchkiss Insurance Agency

Peel & Holland

Powers Insurance & Benefits

Rich & Cartmill Inc.

Celedinas Insurance Group

DSP Insurance Services

DFB Insurance Group

SPOTLIGHT

10 Things to Know About Restaurants & Bars Fourty-three states have statutory provisions that enable restaurants, bars and liquor stores to be held liable for selling or serving alcohol to individuals who cause injuries or death as a result of their intoxication. — Mothers Against Drunk Driving

Kansas, Delaware, Maryland, Nebraska, Nevada, South Dakota and Virginia do not have statutory provisions that enable restaurants, bars and liquor stores to be held liable for selling or serving alcohol to individuals who cause injuries or death as a result of their intoxication. — Mothers Against Drunk Driving

There are a reported $1.9 billion in restaurant industry sales on a typical day. — National Restaurant Association By the year 2025, it’s estimated there will be 1.7 million new restaurant jobs created. — National Restaurant Association

No coverage applies to liability resulting from serving an underage person or someone who is already under the influence. — IRMI

A company picnic or an open house for customer appreciation during which alcohol is served are examples of events for which host liquor protection is provided. — International Risk Management Institute

In 2014, more than 9.4 million 9-liter cases of Scotch were sold in the U.S., generating $2 billion in revenues. — Distilled Spirits Council of the United States Americans are twice as likely to get food poisoning from food prepared at a restaurant than food prepared at home. — Center for Science in the Public Interest

32 | INSURANCE JOURNAL-NATIONAL October 5, 2015

The U.S. bar and nightclub industry is comprised of roughly 45,000 establishments with a combined annual revenue of $20 billion. — U.S. Small Business Administration

The U.S. restaurant count fell by 1 percent from 2013 to 2014 a year ago to 630,964 units. The decline in restaurant units was largely from the loss of independent restaurants, which decreased by 2 percent. — The NPD Group www.insurancejournal.com

IDEA EXCHANGE

Environmental Lessons from the Gold King Mine Contamination

n Aug. 5, 2015 an environmental contractor acting under the EPA’s authority breached a bulkhead at the entrance to the Gold King Mine in Southwestern Colorado. As a result, 3 million gallons of heavy metal laced water surged into Cement Creek before reaching the Animas River and eventually By Tim Morgan contaminating adjoining waterways in Utah and New Mexico. This incident has sparked a conversation about the legacy of mining in the West and the significant risk that existing conditions pose for both public health and the economy. According to the EPA, 40 percent of the headwaters of western watersheds have already experienced some level of contamination as a result of the 500,000 abandoned and unreclaimed mines that dot the U.S. Mining operations on public lands continue to be regulated under the General Mining Act of 1872, which does not require that mining companies pay royalties thatcould be used to offset costs of cleanup. These regulations have kept mining companies from being held responsible for the costs associated with fully reclaiming and remediating their sites. There are limited federal and state funds available to cover mitigation. This shifts responsibility to taxpayers and those immediately impacted by resulting pollution conditions. The EPA has assumed full liability in the case of the Gold King Mine release, however, if the breach had occurred spontaneously and not under the EPA’s watch, more of the economic impact could have fallen on the property and business owners. Addressing Legacy Mining Risk Insurance options are available to address the risk created by legacy mining issues and to cover operations involved in remediation efforts. Most standard insurance policies include an absolute pollution exclusion that www.insurancejournal.com

would prevent the carrier from responding to property damage or bodily injury caused by heavy metal contamination and other pollutants. However, the environmental insurance marketplace has developed specialty options designed to respond. Site pollution liability insurance, also known as premises pollution, environmental impairment liability (EIL), and pollution legal liability (PLL), is designed to cover claims arising from pollution releases at, on, or emanating from a specific scheduled location. A “location” can be as broad as an entire piece of property or as narrow as a specified storage tank. Abandoned or unreclaimed mining sites are not typically eligible for this coverage. EIL coverage can be obtained for operations that are downstream from legacy mining sites that could face contamination resulting from toxic upstream conditions. Property owners, manufacturers, agricultural operations, and other businesses that are located in or near contaminated watersheds should consider this coverage. These policies can also include business income or loss of use provisions which respond when a commercial operation is forced to halt operations as the result of contamination. Contractors pollution liability (CPL) is coverage designed to protect from third party claims for damages caused by “pollu-

tion conditions” arising from the insured’s covered operations. This coverage is a vital component of the insurance program for any contractor involved in reclamation and remediation activities at mining sites. Environmental contractors and consultants can cause significant damage through their reclamation efforts. CPL coverage can respond to pollution conditions created by both current and completed operations. Professional Liability Professional liability can be obtained on a monoline basis or as part of a package with CPL. Any insured involved in the design and implementation of mitigation and remediation or assessing the level of contamination at abandoned or unreclaimed mine sites should carry this coverage. The Gold King spill has also highlighted efforts by well-meaning third party organizations who wish to launch smaller scale reclamation efforts independently. Typically these organizations are required to assume full liability for any pollution caused by their activities which creates the need for CPL and professional liability coverage. Morgan is senior account executive, Rocky Mountain regional manager, for Beacon Hill Associates. Email: tmorgan@b-h-a.com. Phone: 800-596-2156, ext. 130. Website: www.b-h-a.com.

Eric Vance/EPA 2015 October 5, 2015 INSURANCE JOURNAL-NATIONAL | 33

IDEA EXCHANGE

The Competitive Advantage Public’s Perception of Insurance Is Reality – Accept Reality

erception is reality. The general public’s perception of reality relative to insurance is that personal insurance, especially auto, is a commodity. Their perception ranges from it being a government conspiracy designed to enrich insurance companies because it is mandatory to it being a necessary but By Chris Burand unpleasant expenditure. (Interestingly enough, this perception does not seem to apply to Obamacare where arguably government and some insurers did build the Affordable Care Act through mandatory purchase, which just goes to show — perception may be reality but reality can be pure fiction.) One of the scariest versions is that insurance should cover whatever anyone wants it to cover. Another scary version is that companies, small and large, have unlimited insurance coverage that covers everything. This last version was made crystal clear in a letter to the editor I read in Texas Monthly regarding the Blue Bell listeria recall and litigation. The writer stated that Blue Bell “obviously” had plenty of insurance to cover their losses and therefore, the company, its owners and presumably, its employees would not suffer any harm while innocent people that liked their ice cream would pay through illness and death. I don’t know much about that claim except this: I have no idea how that reader would know that Blue Bell “obviously” had plenty of insurance. I doubt he even has any clue that Blue Bell would have needed more than one kind of policy that had plenty high limits. My pure guess is that Blue Bell wishes with all their heart they had purchased more or better insurance and that they do not have nearly enough coverage given the scale of their problems. What they probably need more than insurance is a lot of fresh capital at this point (which they may have obtained by the 34 | INSURANCE JOURNAL-NATIONAL October 5, 2015

time this is published). agents’ lack of knowledge has materially I write this story in this fashion because exacerbated the commoditization of insurmany people within the industry reading ance. Commoditization is even more danthis will agree with me that the letter to gerous going forward because it is in some the editor writer is either ignorant or he’s regulators’ and politicians’ favor to commoddisclosing information that he has no right itize insurance too. to disclose. Some readers will be going so The solution then is to recognize the far as to begin diagraming the kind of covpublic’s perspective of reality is reality. erage Blue Bell likely needed. Accept reality. This advice is especially For insurance nerds, this is the common applicable to insurance associations. This reaction but it is a reaction that exacerbates first step is going to be extremely difficult the bigger problem. This reaction is small. for many in the industry to take but the It is indicative first step is the of the Mutual Many agents’ lack of knowledge essential step. Admiration has materially exacerbated the Reality must be Club (MAC) of accepted before the commoditization of insurance. tide can be turned insurance people who congratulate and it needs to themselves on knowing more than the pubbe turned to fend off regulation and new lic and thinking the public has the wrong money that will make the situation worse. idea about insurance. The second step is to resign your MAC membership. MAC membership is a defenPerception Is Reality sive measure. People go this route because Insurance coverage is not easy to underthey don’t know how to deal with the pubstand so it is prone to the public wanting to lic’s perception of insurance, which is only commoditize it so they don’t have to think getting worse given the advertising of a few about the details. Heck, the reality is a large companies. We have to deal with reality. proportion of agents do the same thing. Proof exists that individual agents can make They commoditize it too because they do a difference and that difference actually not adequately understand coverages. Many results in more sales!

www.insurancejournal.com

It means going back to the basics. It means meeting with insureds on a regular basis. It means giving individual advice. Simple items such as driving advice for teenagers actually work to increase sales, increase trust, and helps insureds gain in understanding how insurance works and how insurance is not a commodity. Maybe more importantly, it helps insureds understand the value of an agent. Another step that might help people understand the value of an agent more than anything else is taking the bold action of actually announcing that agents are an advocate for the client. As long as insureds, competitors, financiers and especially tech savvy Millennials see agents as nothing more than a middle man making money for nothing (reality versus perception do not have to be the same and perception always wins), agents will be endangered. In effect, what has to happen is a true brand must be created to show that agents are not just middle men. Branding Different branding attempts have been made but everyone always hides behind errors and omissions (E&O) exposures to dilute the message so far that only cryptologists can discern the points made. A lot of consultants make a lot of money building brands, creating logos, choosing colors, ad nauseam. Effective branding is fairly simple. The details may be complex but these peo-

ple building brands, including companies and associations, get lost in the weeds over and over. The details make the situation worse if the basic foundations are missed. The keys are: 1. Understanding the public’s perception and building on it or changing it. 2. Consistency of process and message at the tactical executional level. 3. Being absolutely clear what the message/takeaway is. 4. Spending a lot of money to constantly reinforce the message. The public’s perception (and more than one carrier’s perception) is that agents are an expensive middle man that also gets in the way of the carrier’s relationship with the insured. Agents are inconsistent in their own offices in addition to expectantly being inconsistent between themselves. The messages sent then are inherently and grossly

Proof exists that individual agents can make a difference and that difference actually results in more sales! unclear and inconsistent. The money being spent is completely inadequate. Four strikes. If agents want to thrive on the opportunities this morass presents, they will have to do so individually because to do so with the industry is like herding cats. It can be done with enough strategy, discipline, execution and a little technology at the individual agency level if the agency owners are bold. Thrivers in this industry going forward will be bold. Are you bold? Burand is the founder and owner of Burand & Associates LLC based in Pueblo, Colo. Phone: 719485-3868. E-mail: chris@burand-associates.com.

INSURANCE SOLUTIONS FOR HEALTHCARE RISKS

BUILDING CONNECTIONS to your healthcare clients one policy

at a time.

Affinity Healthcare specializes in offering professional liability to 50 classes of healthcare facilities and over 90 classes of individual healthcare providers—and we place your clients with financially stable carriers rated ‘A’ (Excellent) or better by A.M. Best.

877.256.6215 | AffinityHCP.com Affinity Healthcare is a registered trade name of Affinity Insurance Services, Inc.; (TX 13695); (AR 100106022); in CA, MN, AIS Affinity Insurance Agency, Inc. (CA 0795465); in OK, AIS Affinity Insurance Services, Inc.; in CA, Aon Affinity Insurance Services, Inc., (CA 0G94493), Aon Direct Insurance Administrators and Berkely Insurance Agency and in NY, AIS Affinity Insurance Agency. E-11591-1015 AONAD003.indd E-11591-1015.indd1 1

www.insurancejournal.com

9/20/15 9/17/15 7:46 9:30 AM

October 5, 2015 INSURANCE JOURNAL-NATIONAL | 35

NATIONAL COVERAGE

MyNewMarkets Firearm Instructors

Special Schools Insurance

Market Detail: Joseph Chiarello & Co. Inc. (www.guninsurance. com) offers property and commercial general liability insurance for firearms dealers, wholesalers, ranges, trap and skeet fields, sporting clays, clubs, gunsmiths, ammunition manufacturers, reloaders, instructors, firearms manufacturers and importers. The company has more than 30 years of experience insuring the firearms industry and is endorsed by the NSSF. Available limits: As needed Carrier: Unable to disclose States: All states Contact: Josephy Chiarello at 908-352-4444 or e-mail: info@jcinsco. com

Market Detail: AFC’s (www.afcins.com) Health & Human Services Insurance Program includes coverages for special schools. These services cater to students who may have developmental disabilities or may be mentally handicapped. Eligible classes may include special schools, services for the developmentally disabled, mentally handicapped/mental retardation, behavioral problems and more. Available limits: As needed Carrier: Unable to disclose, admitted and non-admitted available States: All states except Alaska and Hawaii Contact: Meggan Werkheiser at 877-456-5323 or e-mail: meggan. werkheiser@afcins.com

Plate Glass Market Detail: SeaCoast Underwriters Inc. (www.seacoastunderwriters.com) offers glass coverage for condominium associations, apartment buildings, hotels & motels & commercial risks. Zero deductible for CAT losses, including hurricane, windstorm, flood & terrorism. Zero deductible for everyday losses, including vandalism, accident & unexplained breakage. Board up & glass replacement coverage, as well as 24/7 emergency claims. Available limits: Minimum $70,000, maximum $1 million Carrier: USPlate Glass Insurance Co. States: Fla. And Ga. Contact: Haley Miller at 407-333-7423 or e-mail: marketing@ seacoastunderwriters.com

Restaurants, Taverns, Bars Program Market Detail: Western Security Surplus Insurance Brokers Inc. (www.wssib.com) offers an exclusive restaurant, tavern & bar program. This is a non-admitted “A-” rated market that is offering assault & battery on a limited basis. Full liquor liability up to $1 million packaged with general liability. Property includes equipment breakdown coverage as well as food spoilage. The minimum premium starts at $2,500 and WSS brokers have full in-house authority so agents can expect quick quotes with completed submissions. Available limits: Minimum $300,000, maximum $1 million Carrier: Unable to disclose, non-admitted States: Calif., Fla., Ga., N.C., S.C., Texas, and Va. Contact: Customer service at 626-584-0110

Clinical Research Organizations Market Detail: Swett & Crawford (www.swett.com) offers professional liability – both E&O and med mal if needed for an SMO as well as GL for CRO and SMO account related to doing work for pharmaceutical sponsors. Available limits: Minimum $1 million, maximum $3 million Carrier: Unable to disclose, non-admitted States: All states Contact: Customer service at 404-240-5200 36 | INSURANCE JOURNAL-NATIONAL October 5, 2015

Crop Insurance Market Detail: International Excess’ (www.intlxs.com) Agribusiness Division offers the chance to capitalize on writing the crop insurance for farm clients. No longer do you have to pass up the opportunity to handle the crop insurance. Offered: Crop Hail coverage, Crop Revenue coverage, Group Risk Income Protection Revenue Assurance, Crop Risk Management, Actual Production History Available limits: As needed Carrier: Stonington Insurance Co. States: All states Contact: Ken Kukral at 800-937-3497 or e-mail: kennethkukral@ intlxs.com

Tow Trucks Market Detail: Pacific Gateway Insurance Agency (PGIA) (www. pgiainsurance.com) offers insurance contracts backed with an A++ financial rating by AM Best. Coverages include: commercial auto insurance; garage liability; motor truck cargo; prize indemnification; commercial liability/property/package. PGIA specializes in liability and physical damage coverages for transportation risks that are more difficult to place in the standard market. Coverages are available (including stand-alone liability, cargo or physical damage coverages) on a specified unit basis as well as incidental hired and non-owned auto. Available limits: As needed Carrier: Unable to disclose States: Ariz., Calif., Nev., and Ore. Contact: Customer service at 800-354-4844 www.insurancejournal.com

Peter F. Drucker

Hundreds of hours of high-quality training webinars. Flexible purchasing options. Youâ&#x20AC;&#x2122;ve hired the top talent. Let us help you train them. Call 800.897.9965 x179

IDEA EXCHANGE

Minding Your Business Is Taking a Vacation a Good Way to Increase Agency Value?

ummer is over and the kids are back in school. Many of us spent a week or two away from our business. It is not easy for business owners to walk away from running their business for any length of time. In this age of mobile phones and the Internet, there is a good chance that during vacation, some of us connect with our clients or By Catherine Oak & do some other work. Today’s business ethic seems to be 24/7. However, does that increase agency value? To answer that question let’s do a thought exercise: What type of business Bill Schoeffler is more valuable to a buyer — one where the owner is a critical component or one where the owner is just one part of a welloiled machine? As M&A consultants, our vote is for the latter. Buyers prefer businesses that run on somewhat close to autopilot. Here’s a story from a few years ago about one of our very successful insurance agents, let’s call him John. John generated all of the business for the agency and had a staff of four. Clients called him when they had any issues or general changes to their policy. John was technically savvy and enjoyed solving his clients’ problems. He would delegate the mundane issues and changes to his two CSRs. His part-time bookkeeper was able to get the job done under his continuous guidance. The receptionist also was a file clerk and CSR assistant. All indicators showed that John seemed to have a successful business. John made lots of money. His profit margin before his compensation was more than 45 percent of revenue. Working with John presented a problem with us as his business consultants. He was making good money, he delegated some of his work and his 38 | INSURANCE JOURNAL-NATIONAL October 5, 2015

business was doing well. So, with all of his success, how as business consultants, could we help him reach his goals? The one thing John did not have was a great balance between his work life and his personal life. He spent most of his time at work. In fact, the business was really dependent on him. Over the years, we have worked with many business owners to reach a desired balance between work and their personal life. It helps to put things into perspective and make work just one part of life. John also did not have a defined exit strategy, which is important at any age, and should be mandatory after an owner is past their mid-50s. John was 59 years old. Creating an exit strategy also helps clarify the direction and purpose of the business. Successful business owners use the plan to exit the business tomorrow, as a foundation to build their business today. Bucket List One of the exercises we did was to work with John to create his “bucket list.” He loved sailing since he was a teenager. His business, however, only let him sail just a few hours on the weekend every few months. One of his dreams was to sail from Northern California to Hawaii. Never having sailed more than 50 miles at a time, the 2,400 miles to Hawaii seemed like an impossible dream. Aside from the need to build up his sailing skills and experience, it did mean that John would be away from his business for about 30-plus days for the one-way trip (he would fly back home). John said, “It won’t work. My clients will leave without me here!” The staff was not excited about John seeking his dreams. “How can we maintain the business while you are gone?” they asked. John was an integral part of the success of the business. For some owners, this is a badge of honor. However, for sellers, this is a hurdle to overcome.

The good news was that John had a time horizon of at least one year before his sailing trip to Hawaii. We worked with John to design a plan that allowed him to transition a large amount of his client importance and role to the staff. This was not an easy transition for John from a psychological perspective. Fortunately, it ended up being easier than one would assume. John was starting to see that going for his dream sailing trip to Hawaii would have all sorts of great benefits. First, he would need to train for the trip. This was a great way to spend time with his wife and family. To create the time to train, he would need to transition a lot of his work to the staff. John then learned that by having the staff do the work, he would have a more valuable business and a more attractive firm to outside buyers. The first step was to work with the people John hired as CSRs. We noticed that www.insurancejournal.com

they had great attitudes and were very good at working with people on the phone. In reality, they were reasonably skilled in dealing with client issues. However, John just did not let them handle what he thought were complex issues. We created a plan with John and the CSRs to train them on all the technical issues that they would need to handle in order to replace John during his absence. Our review with the bookkeeper showed a different story. It was clear that the person was not good at the job and also had a bad attitude. Once John understood that this person was a barrier for him to reach his dream, he fired the person and hired an experienced bookkeeper. We developed a training schedule for the new bookkeeper to learn the agency management system and the unique characteristics of an insurance agency. Almost right away, the CSRs were excited to handle the more complex work with the clients. They were energized to had more responsibility and flexibility in their job. The new bookkeeper worked out well once she was past the learning curve. In fact, she refined the process to cut the work by a third to also allow for some time off. Amazingly, in less than six months, John felt confident that his staff could handle the work for the 30 days he would be gone! The hard work that John and his staff completed put the business on autopilot. John now had the time to focus on the two things that energized him — spending time with his family and generating new sales. John’s sailing trip to Hawaii was a wild success. He was able to cross one item off his bucket list. His staff was able to run the business for the month that John was gone. More important, John’s perspective on his business drastically changed. He learned www.insurancejournal.com

to work “on” his business and not “in” it as much. By the way, there is an excellent book on this called the “E-Myth” by Michael Gerber. After his sailing trip, John never did business the old way. He focused on sales and the strategic management of the firm. He eventually hired a sales person and then the firm really took off. During this time he refined his exit strategy. Three years after the sailing trip he sold the agency for at least twice the price he could have received before the trip. John’s story was a great case study for how to build a better business, improve the business value, balance work and personal life and start on an exit strategy. This story had it all. Lessons Learned The primary lessons that business owners need to learn from this story are: You are not your business. It is important

to have a life outside of business. It is important to hire the right people and train them to do the work, so owners can delegate. Once No. 2 is set up, owners need to focus on managing the business and not work “in” the business so much. A business is more valuable to buyers when it is not solely dependent on the owner(s), especially if they are retiring. So, if an owner wants to improve their business — they should plan an extended vacation! The staff, family and maybe even the clients will be glad they did! Oak is the founder of the consulting firm, Oak & Associates, based in Northern California. Schoeffler is an associate of the firm. Oak & Associates specializes in financial and management consulting for independent insurance agencies, including valuations, mergers acquisitions, sales and marketing planning as well as perpetuation planning. Phone: 707-936-6565. Email: catoak@gmail.com.

LOOKING FOR PEACE OF MIND? FIND IT NOW.

Midlands is a managing general agent specializing in commercial P&C programs. Our agents have access to a team of expert, professional and experienced underwriters. Midlands agents enjoy exceptional and swift customer service. Place your next P&C policy with Midlands and find out why we’re a leader in the industry!

PRIVATE FLOOD · PROFESSIONAL LIABILITY · OCCUPATIONAL ACCIDENT COMMERCIAL AUTO · OIL & GAS · FARM & RANCH · GENERAL LIABILITY CONTRACTORS · HOSPITALITY · PUBLIC ENTITY · MANY MORE! QUESTIONS? GET ANSWERS: 800.800.4007 marketing@midman.com midlandsmgt.com

MIDRE16812.indd 1

8/21/15 6:45 AM

October 5, 2015 INSURANCE JOURNAL-NATIONAL | 39

IDEA EXCHANGE

Human Resources

Growing the Next Generation of Agency Professionals

espite low unemployment, competitive salaries and overall job stability, a career within insurance or at an insurance agency, is often overlooked by today’s Millennial generation. However, with the industry in the midst of a growing talent crisis — with the number of professionBy David E. Coons als aged 55 and older accounting for nearly half the industry and thus anticipated to be retiring within the next 15 years — this situation must be addressed — and now! Engaging the current Millennial generation is vital to ensuring future success. Already 77 million strong and accounting for 25 percent of the U.S. workforce, Millennials are the perfect solution to the insurance industry’s growing talent needs. However, a career in insurance is not one that most young people actively seek. With less than one in 10 Millennials interested in working in the insurance industry, how can agencies successfully attract and engage this emerging group of professionals? Increase Awareness of Employment Opportunities Today’s Millennials are often unaware of the multitude of career opportunities available, with just 2 percent of graduates reporting that they are familiar with the insurance industry. The fact is, degrees in computer science, marketing or business administration are transferable to exciting and available roles industrywide. Millennials just don’t know it. Within the insurance agency sector, professionals can work in product analysis, information technology, underwriting, customer service and more. Agencies looking to engage the incoming generation must focus on 40 | INSURANCE JOURNAL-NATIONAL October 5, 2015

educating young professionals, recent graduates and students on the diverse array of opportunities available for a career within the industry. Cultivate Positive Public Opinion Social media platforms and public forums are permeating today’s connected culture. With more and more information readily available to potential candidates, ensuring your organization has a positive and enticing public image is important to your organization’s recruitment success. Unfortunately, the majority of reviews and comments on sites such as Glassdoor and Yelp are often fueled by bad experiences and negative impressions. Insurance organizations and agencies have an opportunity to combat this public perception of the industry by encouraging positive commentary from employees and clients. Encourage staff to post reviews on job sites or share posts on your organization’s social media sites. Highlight recent events and volunteer activities. Focus on “real” posts that give an inside view of your company culture. Take time to post on key industry issues that provide value to your supporters. By creating and promoting content that your audience

can use, your organization is positioning itself as a thought leader and a key source of information. With the Millennial generation leveraging social media as a platform to form their views on an organization or career, having a positive and robust presence can make a marked difference in your ability to engage candidates. Expand Your Recruitment Focus Many insurance organizations utilize tried-and-true engagement practices, such as on-site campus recruitment fairs, to recruit the next generation. However, these methods often neglect a significant portion of the market. Studies suggest that on-campus recruiting is only able to cover 1 percent of the total market of potential graduates. Limiting outreach to campus recruitment effectively ignores a large number of potential employees who are enrolled in alternative education programs — including community college and online programs. In addition, this method misses graduates who have returned home from college and have been unable to find employment. In order to expand outreach, agencies should look at their current network of contacts. Often, policyholders and clients are able to connect the organizations with individuals who would be interested in a career. Does a longtime client have a child or grandchild who is graduating? Are they involved in a community organization with the younger generation? Rethinking how your organization views its current network can help to open up an untapped segment of the current labor market. Promote an Employee Ambassadorship Program Today’s young professionals place a large amount of emphasis on the opinions and experiences of their professional and personal networks. Agencies looking www.insurancejournal.com

to attract this next generation should embrace the power of “wordof-mouth” and implement an employee ambassadorship program. Having a recent graduate share their experiences and provide endorsements of your organization helps to lend credibility and combat negative perceptions among potential candidates. Encourage your young employees to share their stories for marketing videos or recruitment collateral. When attending on-campus recruitment events, be sure to include a recent graduate who can engage students. Providing a “real-life” testament to what it means to work at your organization can be invaluable in your outreach to the next generation. As the war for talent wages and the recruitment climate continues to become more challenging, the stakes are growing for insurance organizations to engage the next generation of professionals. While Millennials certainly offer a solution to closing the growing skills gap, rethinking current engagement and attraction strategies are key to bringing these professionals into the fold. Coons is senior vice president of The Jacobson Group, a provider of talent to the insurance industry. Phone: 800- 466-1578. Email: dcoons@jacobsononline.com.

SOO16731.indd 1

www.insurancejournal.com

9/21/15 5:09 PM

SOO16731-3.indd 1

October 5, 2015 INSURANCE JOURNAL-NATIONAL | 41

Graphics.indd 2

IDEA EXCHANGE

Distribution The Case for Independent Agency Optimism Today’s Independent Agent Can Be the Agent for the Future

ver the past few years, dire predictions yours, too. Having grown up with digital about the independent agent’s future devices and always-on connectivity, these have gotten a lot of attention. With con“digital natives” are generally assumed to sumers increasingly prefer online shopping over human contact. adopting the latest But do they really want to buy and manage technology-driven insurance coverage with their thumbs? shopping and buying Survey says … maybe not. #agentforthefuture behaviors, some indus In a May 2015 research study commistry observers have sioned by Safeco Insurance, 31 percent of questioned whether Generation Y consumers placed themselves the independent agent in a segment that values independent By Matthew Nickerson will be able to remain advice, choice among insurance companies, relevant. an expert advocate, and ease of understand But new research suggests that the indeing their insurance options. pendent agent is uniquely positioned to win Somewhat surprisingly, this proportion is Thethe first generation of “digital arethat more with biggest and increasingly influentialnatives” higher than foundinterested among Generation than you might expect in the ease,X (24 choice and that only segment of consumers. percent), Babyadvice Boomers (23 percent) independent Generation Y (those consumers aged Even and more Seniors (18 agents cannow offer. sopercent). than their elders. 19-35) is the only growing generation among The implication: as Generation Y continU.S. adult consumers. By 2030 they will ues to grow into the insurance marketplace, constitute more than one-third of adults in independent will the see insurance an increase A new research study commissioned Y continues to agents grow into by Safeco indicates implication, along their this country,Insurance and they will remainthat the larg- marketplace. in the share This of consumers preferring independent agents will see the share with the agent stories we discover and and est generation until 2042. Their needs and unique value proposition of ease, choice of consumers preferring their unique amplify, is the source of the optimism that preferences will be important drivers in the advice: value proposition of ease, choice and fuels our agent engagement campaign. insurance marketplace for the next 27 years • Ease. Provide tools that make it easy to advice increase over time, as Generation — the rest of my career and most likely understand, buy and manage coverage.

New research: Generation Y values independent agents

Key Findings Gen Y has the most “independent advice seekers“

18%

23%

Seniors

Boomers

Nearly a third of Generation Y consumers place themselves in a segment that values independent advice, choice among insurance

24%

Gen X

31%

Gen Y

companies, an expert advocate, and ease of understanding their insurance options.

#agentforthefuture

42 | INSURANCE JOURNAL-NATIONAL October 5, 2015

9/28/15 11:46 PM

• Choice. Provide the widest possible array of options to meet policyholders’ specific needs. • Advice. Share your expertise and advocacy to help policyholders make the best decisions about their coverage. Each channel that sells insurance has its own strengths. Direct-to-consumer carriers often provide easy transactions for pre-packaged products. Comparison websites provide choice between the products of different companies and online transactions. And consumers can get a range of advice and access to online tools through exclusive agents. But only the independent agent offers ease, choice and advice — a unique combination with the power to attract today’s consumers, especially Generation Y. On the “ease” front, the good news is that it is easier and cheaper than ever to deploy the online tools demanded by Millennials. Today any business can stand up a mobileready website that supports e-commerce in a few days, with only a modest budget and no technical expertise. All agents need to be active online with their own web and mobile capabilities and through industry portals like TrustedChoice.com. The other good news is that you can use www.insurancejournal.com

Agents

Narrative

Ease, Choice, Advice

Infographic

Superpowers

Gen Y will be the biggest among U.S. adults until 2042 2015

US Adult Population, 2015 - 2030

30%

26% 22%

2030

30%

34%

23%

13% 3%

Seniors

the newest tools of engagement effectively in just a few minutes per day. “You can do 15 minutes a day and just keep having things posted,” says Angelyn Truetel Zarange of SouthGroup Insurance in Biloxi, Miss., who uses Facebook to share information relevant to the agency’s 3,000 followers across the Gulf Coast community. “You can do something different every day. You can check your stats one day, do a blog one day, you can Facebook one day, LinkedIn one day, Twitter one day. And it’s doing the ‘different’ things that tend to pull you up and increase your visibility.” There has been a lot of industry talk about “adapting to 21st-century customer expectations” and what the “agent of the future” will look like. This conversation is both healthy and useful, but there’s one fundamental problem with the premise: “agent of the future” sounds like someone who hasn’t arrived yet — someone who exists only in our collective imagination. But agents like Angelyn are thriving in today’s climate, and are poised to continue thriving as the market evolves. She is an agent of today, an agent for the future. Angelyn isn’t alone, not by a longshot. There are countless others like her, a legion of independent agents who are playing to their unique strength — the combination of www.insurancejournal.com

Boomers

Generation Y—those consumers born between 1980 and 1996, now aged 19-35—will constitute one-third of all adult Americans in 2020.

Gen X

Gen Y

Their needs and preferences will be important drivers in the insurance marketplace for the foreseeable future.

The study also noted Nickerson istopresident enable human contact and dialogue. of Safeco Insurance. He has ease, choice and advice —research while embracing that Generation Y consumers, like those This means that providers and agents been with since 2008, formerly the new rules and tools of engagement. of other generations, place high value on Safeco will need to September focus on enabling these making the exactly process what of buying insurance consumers to use online tools to has serving as chief operating officer. Nickerson And now we know… that’s easy. However, they also expect the communicate effectively about their more than 28 years of industry experience serving the rising generation of customers will predigital technology they’ve grown up with insurance needs. previously with Liberty Mutual Insurance. fer.

Advertisers Index

September 2015 Readers, browse, contact, or do product searches on any of our full page advertisers at: www.insurancejournal.com/adshowcase/

Abram Interstate Graphics.indd 3 www.abraminterstate.com W7 ACE Insurance www.acegroup.com/us 15 Affinity Healthcare www.affinityhcp.com 35 Agency Ideas www.agencyideas.com 22 Applied Underwriters www.auw.com 2, 3, 64 Burns & Wilcox Brokerage www.burnsandwilcoxbrokerage.com 19 Burns & Wilcox Ltd. www.burnsandwilcox.com 13 California Earthquake Authority www.earthquakeauthority.com/mvp 7 Chubb Corporate www.chubb.com 9 EMC Insurance www.emcins.com 21 Frenkel & Company www.cosmeticinsurance.com 14 Great American Insurance Group www.GreatAmericanELD.com 23 M.J. Hall & Company www.mjhallandcompany.com W8

Midlands Management Corporation www.midlandsmgmt.com 39 Monarch E&S Insurance Services www.monarchexcess.com W1 National General Insurance www.nationalgeneral.com 63 PersonalUmbrella.Com www.personalumbrella.com 5 Regency Insurance Brokerage Services www.regencyinsurancebrokerage.com SE3, E3, E7 State Compensation Insurance Fund www.statefundca.com W5 Tejas American General Agency www.taga1.com SC3 Texas Mutual www.texasmutual.com SC4 The Hartford www.thehartford.com 7, W3 The Institutes www.theinstitutes.org 17 United Fire Group www.ufgsolutions.com M5

October 5, 2015 INSURANCE JOURNAL-NATIONAL | 43

9/28/15 11:46 PM

elcome to Insurance Journal’s 2015 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, e-mail Kristine Honey at khoney@ insurancejournal.com. We hope you find IJ’s Professional Liability Directory to be a useful tool. To comment on this directory, or any other IJ resource, please e-mail: editorial@ insurancejournal.com.

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

Accountants Liability

Allied Health Care Professional Liability

Company

States

ACE Westchester Professional Risk Agency Marketing Services, Inc. Allsouth Professional Liability AMIS/Alliance Marketing & Insurance Services Aon Affinity Arlington/Roe Betty Harder & Associates, Inc. Cailor Fleming Insurance Cooper & McCloskey, Inc. CPA Protector Plan Donald Gaddis Co., Inc. Executive Insurance Professionals, PLLC Founders Professional Herbert H. Landy Insurance Intercorp, Inc. James River Insurance Company Jorgensen & Company Keystone Insurance Services, Inc. McGowan, Donnelly & Oberheu, LLC (MDO) Monitor Liability Managers

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

N-Surance Outlets, Inc. Navigators Pro NeitClem Wholesale Insurance Brokerage, Inc. Networked Insurance Agents Norman-Spencer International, Inc. Ohio E & S Agency, Inc. Philadelphia Insurance Companies Professional Liability Brokers & Consultants, Inc. Professional Underwriters Agency, Inc. The Hanover Insurance Group Western E&O Brokers, Inc. Western Security Surplus Insurance Brokers, Inc. Western Surplus Lines Agency, Inc.

FL GA LA TN All States AZ CA NV AZ CA CO ID NM NV TX UT WY All States IN MI OH All States except LA All States All States Most States Most States AZ CA CO FL NV OR TX UT WA LA NM OK TX

44 INSURANCE JOURNAL-NATIONAL | October 5, 2015

Company

States

A.I.I. Insurance Brokerage of Mass., Inc. Access E&S Insurance Services (CA) Access E&S Insurance Services (VA) Admiral Insurance Company Affinity Healthcare Agency Intermediaries, Inc. Agency Marketing Services, Inc. Agentic Insurance, LLC All Solutions PBS LLC Allsouth Professional Liability American Underwriting Managers Aon Affinity Apogee Insurance Group, a Berkshire Hathaway Co. ARC West Coast Excess & Surplus Brokerage, LLC Ark-La-Tex Underwriters, Inc. Arlington/Roe Ashley General Agency Atlantic Risk Specialists Atlas General Insurance Services Benchmark Management Group, Inc. Braishfield Associates, Inc.

MA RI AZ CA CO NV TX DC DE GA IL MD NC NJ NY OH PA SC TN TX VA All States All States CT AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX DC DE FL MD NJ NY PA VA All States Multiple – please contact us. AR LA OK TX All States All States All States AR LA MS TX All States (includes Social Services) TX All States All States IL IN WI All States

Cailor Fleming Insurance CID Insurance Programs, Inc. Citadel Insurance Services, LC Cochrane & Company Construction Insurance Partners Cooper & McCloskey, Inc. Countrywide Brokerage Services Delta General Agency Corp. Donald Gaddis Co., Inc. Eaton Professional Insurance Services

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

Burns & Wilcox — All Offices

All States

www.insurancejournal.com

Allied Health Care Professional Liability (continued) Company

States

First Choice Insurance Intermediaries, Inc. Founders Professional G.J. Sullivan Company Insurance Services Gateway Specialty Insurance Greenhill Insurance Services Houston International Insurance Group Indemnity Excess & Surplus Agency, Inc. International Excess Alliance, LLC J.M. Wilson James River Insurance Company Jimcor Agencies Joseph Krar & Associates, Inc. Keystone Insurance Services, Inc. King Insurance Support Systems M.J. Hall & Company, Inc. Maverick Commercial Insurance Services MAXIMUM McGowan, Donnelly & Oberheu, LLC (MDO) Morstan General Agency of Florida NIF Group, Inc. Ohio E & S Agency, Inc. Pacific Coast E&S Insurance Services Partners Specialty Group, LLC Patriot National Underwriters, Inc. PBS Insurance Underwriting Corporation Pennock Insurance, Inc. ProAssurance Mid-Continent Underwriters, Inc. Professional Liability Ins. Svcs - Underwriting Facilities Professional Program Insurance Brokerage Promont Advisors, LLC ProWriters Quaker Special Risk - FL MA NJ NY offices Quirk & Company RMIS Rockwood Programs, Inc. RPS Healthcare Shelly, Middlebrooks & O’Leary, Inc. Smith, Bell & Thompson, a div of Willis Programs Specialty Lines Underwriters Strickland Insurance Brokers, Inc. Sullivan Brokers Wholesale Insurance Solutions Tejas American General Agency Tennant Risk Services The Hanover Insurance Group U.S. Risk Insurance Group Ultra Risk Advisors USG Insurance Services, Inc. USX/S Western Special Risks, Inc. Worldwide Facilities, LLC

CA CT DE FL GA KS LA MA MD MO NC NJ NY PA SC TN TX VA All States except AK CA All States All States All States except AK HI Western 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 CT MA TX Nationwide AK AZ CA HI NV CA All States All States All States All States IN MI OH CA ID NV OR WA All States OK TX All States except AK KS DC DE FL IL MD NC NJ PA VA WV All States All States All States All States except AR MS All States Most States LA NM OK OR TX WA AZ CA IA IL IN MI NE NM NV OH TX WI All States (varies based on program) All States AL FL GA MS NC SC TX All States IL IN WI NC SC VA All States AR LA NM OK TX All States Most States All States All States All States All States AZ NV All States

Architects & Engineers Liability Access E&S Insurance Services (CA) Company

Access E&S Insurance Services (VA) Admiral Insurance Company Agency Marketing Services, Inc. Agentic Insurance, LLC Alexander J. Wayne & Associates, Inc. Allsouth Professional Liability American Specialty Agents Programs, LLC American Underwriting Managers AMIS/Alliance Marketing & Insurance Services AmWINS Group, Inc. - 80 Offices Nationwide Aon Affinity Apogee Ins. Group, a Berkshire Hathaway Company ARC West Coast Excess & Surplus Brokerage, LLC Arlington/Roe ARMR.Network - Better Insurance By Design Ashley General Agency Atlas General Insurance Services Bailey Special Risks, Inc. Baker Insurance and Bonds, LLC Benchmark Management Group, Inc.

www.insurancejournal.com

Architects & Engineers Liability (continued)

AZ CA CO NV TX States

DC DE GA IL MD NC NJ NY OH PA SC TN TX VA All States AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX DC DE FL MD NJ NY PA VA All States Multiple – please contact us. GA AR LA OK TX All States All States All States All States All States All States All States TX All States All States except AK HI All States IL IN WI

Company

States

Braishfield Associates, Inc. Cailor Fleming Insurance Capitol Special Risks, Inc. CID Insurance Programs, Inc. Citadel Insurance Services, LC Cochrane & Company Commercial Sector Insurance Brokers, LLC Construction Insurance Partners Continental Risk Insurance Services Cooper & McCloskey, Inc. Countrywide Brokerage Services Crouse & Associates DFCORBY Insurance Services

All States All States All States AZ CA CO ID MD NE NM NV OR PA TN TX UT WA All States (includes Oilfield Consultants PL/GL) AK AZ CA CO ID MT ND NM NV OR UT WA WY All States All States Most States AK AZ CA CO HI IL NV NY OH OR TX WA All States except FL All States CA

Eaton Professional Insurance Services eKo Specialty Insurance Services, Inc. Erickson-Larsen, Inc. Euclid Architects & Engineers Founders Professional Fox Point Programs Freberg Environmental, Inc. G.J. Sullivan Company Insurance Services Gorst & Compass Insurance Hall & Company HCC Specialty (CA) Hill Program Managers, LLC Indemnity Excess & Surplus Agency, Inc. Intercorp, Inc. International Excess Alliance, LLC Jacobs & Associates, Inc. James River Insurance Company Jimcor Agencies Joseph Krar & Associates, Inc. K&M Henderson Insurance Services, Inc. Keystone Insurance Services, Inc. King Insurance Support Systems Land Design Insurance Group M.J. Hall & Company, Inc. M.J. Kelly Company MAXIMUM Monarch E&S Insurance Services Morstan General Agency of Florida N-Surance Outlets, Inc. Navigators Pro NeitClem Wholesale Insurance Brokerage, Inc. Networked Insurance Agents New England Excess Exchange, Ltd.. Norman-Spencer International, Inc. Ohio E & S Agency, Inc. Pacific Coast E&S Insurance Services Patriot National Underwriters, Inc. Pennock Insurance, Inc. Professional Insurance Concepts Professional Liability Brokers & Consultants, Inc. Professional Underwriters Agency, Inc. ProWriters Quadrant Insurance Managers Quaker Special Risk - FL MA NJ NY office Quirk & Company Roush Insurance Services, Inc. RPS Executive Lines RT Specialty Russell Bond & Co., Inc. Shelly, Middlebrooks & O’Leary, Inc. Socius Insurance Services Specialty Lines Underwriters Sullivan Brokers Wholesale Insurance Solutions Synergy Professional Associates, Inc. Target Professional Programs Tejas American General Agency Tennant Risk Services The Hanover Insurance Group U.S. Risk Insurance Group USG Insurance Services, Inc.

CA AZ CA FL NV NY OR UT MN MT ND SD WI WY Most States All States except AK All States (varies based on class of business) All States CA CA All States All States (Includes Contractors PL) All States Western States All States All States OH All States All States CT MA CA NV OR TX Nationwide AL FL GA IL IN KS KY MI MN MO NC NE OH SC TN TX WA WV AK AZ CA HI NV AR FL IA IL KS LA MO MS NC OK SC TN TX All States AZ CA HI NV TX All States FL GA LA TN All States AZ CA NV AZ CA CO ID NM NV TX UT WY CT MA ME NH NJ NY OH PA RI VT All States IN MI OH CA ID NV OR WA OK TX DC DE FL IL MD NC NJ PA VA WV All States All States All States All States All States Most States LA NM OK OR TX WA IL IN OH All States All States Most States AL FL GA MS NC SC TX All States IL IN WI All States All States All States AR LA NM OK TX All States Most States All States All States

Donald Gaddis Co., Inc.

All States

October 5, 2015 | INSURANCE JOURNAL-NATIONAL

Architects & Engineers Liability (continued)

Cyber Liability (continued)

Company

States

Company

States

USX/S Victor O. Schinnerer & Co. Western E&O Brokers, Inc. Western Security Surplus Insurance Brokers, Inc. Western Special Risks, Inc. Western Surplus Lines Agency, Inc. Woodlands Insurance Services, Inc. Worldwide Facilities, LLC

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

Benchmark Management Group, Inc. Braishfield Associates, Inc. Capitol Special Risks, Inc. Cary-Gruninger Insurance, LLC CID Insurance Programs, Inc. Cochrane & Company Commercial Insurance Group, LLC Commercial Sector Insurance Brokers, LLC Costanza Insurance Agency, Inc. CRES Insurance Services Delta General Agency Corp. DFCORBY Insurance Services

IL IN WI All States All States NV AZ CA CO ID MD NE NM NV OR PA TN TX UT WA AK AZ CA CO ID MT ND NM NV OR UT WA WY Most States All States All States Most States TX CA

Crime

Eastern E&O Brokers, Inc. Most States Eaton Professional Insurance Services CA Erickson-Larsen, Inc. MN MT ND SD WI WY Franchise Perils All States G.J. Sullivan Company Insurance Services CA Gorst & Compass Insurance CA Great American Ins. Group - Executive Liab. Division All States Hall & Company All States Herbert H. Landy Insurance All States except AK KY NH WA IFD, Insurance for Dentists – Prof Liability for Dentists All States IFL, Insurance for Lawyers – Prof Liability for Lawyers All States Indemnity Excess & Surplus Agency, Inc. Western States International Excess Alliance, LLC All States IT Risk Managers, Inc. All States except AK HI Keystone Insurance Services, Inc. TX MacNeill Group FL NC SC VA Markel Cambridge Alliance All States (includes Cyber Security) MAXIMUM All States McGowan, Donnelly & Oberheu, LLC (MDO) All States Monarch E&S Insurance Services AZ CA HI NV TX Navigators Pro All States New England Excess Exchange, Ltd.. CT MA ME NH NJ NY OH PA RI VT NIF Group, Inc. All States Ohio E & S Agency, Inc. IN MI OH Partners Specialty Group, LLC All States Professional Program Insurance Brokerage All States Rockwood Programs, Inc. All States (varies based on program)

Beauty / Barber Shop E&O Company

AMIS/Alliance Marketing & Insurance Services Ashley General Agency Cailor Fleming Insurance Donald Gaddis Co., Inc. Erickson-Larsen, Inc. Executive Insurance Professionals, PLLC Joseph Krar & Associates, Inc. MacNeill Group Northern Underwriting Managers, Inc. Pacific Coast E&S Insurance Services Professional Liability Ins. Svcs - Underwriting Facilities Professional Program Insurance Brokerage SASSI - Salon & Spa Specialty Insurance Shelly, Middlebrooks & O’Leary, Inc. Western Security Surplus Insurance Brokers, Inc.

Company

Alliant Insurance Services AMIS/Alliance Marketing & Insurance Services Axis Insurance Services, LLC Baker Insurance and Bonds, LLC Brownyard Group Capitol Special Risks, Inc. Chubb Group of Insurance Companies Commercial Sector Insurance Brokers, LLC Donald Gaddis Co., Inc. Eastern E&O Brokers, Inc. eKo Specialty Insurance Services, Inc. M.J. Hall & Company, Inc. Networked Insurance Agents Philadelphia Insurance Companies Professional Insurance Concepts ProSurance Group, Inc. RPS Technology & Cyber RT Specialty Sullivan Brokers Wholesale Insurance Solutions SWBC Insurance Services The Hanover Insurance Group U.S. E & O Brokers Victor O. Schinnerer & Co. Western E&O Brokers, Inc. Western Special Risks, Inc. Woodlands Insurance Services, Inc. Worldwide Facilities, LLC

States All States TX All States All States MN MT ND SD WI WY CA OK GA TX CT MA FL NC SC VA All States CA ID NV OR WA All States All States Most States AL FL GA MS NC SC TX AZ CA CO FL NV OR TX UT WA

States All States All States All States All States Most States (includes first & third party dishonesty) All States All States All States All States Most States AZ CA FL NV NY OR UT AK AZ CA HI NV AZ CA CO ID NM NV TX UT WY All States except LA All States All States All States All States (includes Kidnap & Ransom) All States TX Most States All States Most States Most States AZ NV Most States All States

Cyber Liability Company

A.I.I. Insurance Brokerage of Mass., Inc. Access E&S Insurance Services (CA) Agency Intermediaries, Inc. Alexander J. Wayne & Associates, Inc. All Risks, Ltd. All Solutions PBS LLC American Specialty Agents Programs, LLC AMIS/Alliance Marketing & Insurance Services AmWINS Group, Inc. - 80 Offices Nationwide ARC West Coast Excess & Surplus Brokerage, LLC Axis Insurance Services, LLC Bailey Special Risks, Inc. Baker Insurance and Bonds, LLC

States MA RI AZ CA CO NV TX CT All States All States All States GA All States All States All States All States All States except AK HI All States

46 INSURANCE JOURNAL-NATIONAL | October 5, 2015

Donald Gaddis Co., Inc.

All States

RMIS

AZ CA IA IL IN MI NE NM NV OH TX WI

RT Specialty Russell Bond & Co., Inc. Specialty Lines Underwriters Sullivan Brokers Wholesale Insurance Solutions SWBC Insurance Services Synergy Professional Associates, Inc. Tennant Risk Services ThinkRisk Underwriting Agency, LLC U.S. Brokers Network, Inc. U.S. E & O Brokers USG Insurance Services, Inc. Western E&O Brokers, Inc. Western Surplus Lines Agency, Inc. Western World Insurance Group Woodlands Insurance Services, Inc.

All States (includes Network Security & Privacy Liability) Most States IL IN WI All States TX All States All States All States All States except AK CA HI All States All States Most States LA NM OK TX Most States Most States

D&O Liability Company Access E&S Insurance Services (CA) Access E&S Insurance Services (VA) Agency Intermediaries, Inc. Agentic Insurance, LLC All Risks, Ltd. All Solutions PBS LLC Alliant Insurance Services Allsouth Professional Liability American Specialty Agents Programs, LLC AMIS/Alliance Marketing & Insurance Services AmWINS Group, Inc. - 80 Offices Nationwide Apogee Insurance Group, a Berkshire Hathaway Co. ARC West Coast Excess & Surplus Brokerage, LLC Arlington/Roe Ashley General Agency

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

www.insurancejournal.com

D&O Liability (continued) Company

States

Atlantic Risk Specialists Atlas General Insurance Services Axis Insurance Services, LLC Bailey Special Risks, Inc. Baker Insurance and Bonds, LLC Benchmark Management Group, Inc. Braishfield Associates, Inc.

All States All States All States All States except AK HI All States IL IN WI All States

Chubb Group of Insurance Companies CID Insurance Programs, Inc. Citadel Insurance Services, LC Cochrane & Company Commercial Insurance Group, LLC Commercial Sector Insurance Brokers, LLC Construction Insurance Partners Continental Risk Insurance Services Cooper & McCloskey, Inc. Costanza Insurance Agency, Inc. Crouse & Associates Delta General Agency Corp.

All States AZ CA CO ID MD NE NM NV OR PA TN TX UT WA All States AK AZ CA CO ID MT ND NM NV OR UT WA WY Most States All States All States Most States AK AZ CA CO HI IL NV NY OH OR TX WA All States All States TX

Burns & Wilcox — All Offices

Donald Gaddis Co., Inc.

All States

Eastern E&O Brokers, Inc. Most States Eaton Professional Insurance Services CA eKo Specialty Insurance Services, Inc. AZ CA FL NV NY OR UT Executive Insurance Professionals, PLLC CA OK GA TX Executive Perils All States Founders Professional All States except AK Franchise Perils All States (includes Franchisor’s D&O) G.J. Sullivan Company Insurance Services CA Gateway Specialty Insurance All States Gorst & Compass Insurance CA Gray-Stone & Company, Inc. Most States Great American Ins. Group - Executive Liab. Division All States Hall & Company All States Herbert H. Landy Insurance All States except AK KY NH WA Indemnity Excess & Surplus Agency, Inc. Western States Intercorp, Inc. All States IPA Risk Management, LLC All States IT Risk Managers, Inc. All States except AK HI J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV Jacobs & Associates, Inc. OH Jimcor Agencies All States Jorgensen & Company All States Joseph Krar & Associates, Inc. CT MA K&M Henderson Insurance Services, Inc. CA NV OR King Insurance Support Systems Nationwide (includes profit and non-profit) M.J. Hall & Company, Inc. AK AZ CA HI NV M.J. Kelly Company AR FL IA IL KS LA MO MS NC OK SC TN TX MacNeill Group FL NC SC VA Markel Cambridge Alliance All States MAXIMUM All States McGowan, Donnelly & Oberheu, LLC (MDO) All States Midlands All States Monarch E&S Insurance Services AZ CA HI NV TX Monitor Liability Managers All States Morstan General Agency of Florida All States Navigators Pro All States Negley Associates All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV Networked Insurance Agents AZ CA CO ID NM NV TX UT WY New England Excess Exchange, Ltd.. CT MA ME NH NJ NY OH PA RI VT NIF Group, Inc. All States Northern Underwriting Managers, Inc. All States Pacific Coast E&S Insurance Services CA ID NV OR WA Partners Specialty Group, LLC All States PBS Insurance Underwriting Corporation All States except AK KS Pennock Insurance, Inc. DC DE FL IL MD NC NJ PA VA WV Philadelphia Insurance Companies All States except LA Prime Insurance Company Most States Professional Governmental Underwriters All States Professional Insurance Concepts All States Professional Liability Brokers & Consultants, Inc. All States Professional Underwriters Agency, Inc. All States ProWriters All States

www.insurancejournal.com

D&O (continued)

Company

States

Quirk & Company Quadrant Insurance Managers Quaker Special Risk - FL MA NJ NY office QuoteNBind.com RMIS Rockwood Programs, Inc. Roush Insurance Services, Inc. RPS Executive Lines RPS Technology & Cyber RT Specialty Russell Bond & Co., Inc. Shelly, Middlebrooks & O’Leary, Inc. Smith, Bell & Thompson, a div of Willis Programs Socius Insurance Services Specialty Lines Underwriters Strickland Insurance Brokers, Inc. Sullivan Brokers Wholesale Insurance Solutions SWBC Insurance Services Target Professional Programs Tejas American General Agency Tennant Risk Services The Hanover Insurance Group U.S. E & O Brokers USG Insurance Services, Inc. Victor O. Schinnerer & Co. Western E&O Brokers, Inc. Western Special Risks, Inc. Western World Insurance Group Woodlands Insurance Services, Inc. Worldwide Facilities, LLC

LA NM OK OR TX WA All States Most States All States except AK HI LA AZ CA IA IL IN MI NE NM NV OH TX WI All States (varies based on program) IL IN OH All States All States All States (includes Private Mgmt Liability) Most States AL FL GA MS NC SC TX All States All States IL IN WI NC SC VA All States TX All States AR LA NM OK TX All States Most States All States All States Most States Most States AZ NV Most States Most States All States

E&O (General) Company Access E&S Insurance Services (CA) Access E&S Insurance Services (VA) ACE Westchester Professional Risk Agency Intermediaries, Inc. Agency Marketing Services, Inc. Agentic Insurance, LLC All Risks, Ltd. All Solutions PBS LLC Alliant Insurance Services American Underwriting Managers ARMR.Network - Better Insurance By Design Ashley General Agency Atlantic Risk Specialists Atlas General Insurance Services Axis Insurance Services, LLC Bailey Special Risks, Inc. Baker Insurance and Bonds, LLC Benchmark Management Group, Inc. Burns & Wilcox — All Offices Cailor Fleming Insurance Capitol Special Risks, Inc. Cary-Gruninger Insurance, LLC Chubb Group of Insurance Companies CID Insurance Programs, Inc. Citadel Insurance Services, LC Commercial Insurance Group, LLC Commercial Sector Insurance Brokers, LLC Construction Insurance Partners Continental Risk Insurance Services Costanza Insurance Agency, Inc. CPA Protector Plan CRES Insurance Services Delta General Agency Corp. DFCORBY Insurance Services Donald Gaddis Co., Inc. Eastern E&O Brokers, Inc. Eaton Professional Insurance Services eKo Specialty Insurance Services, Inc. EOforLess.com

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

All States

October 5, 2015 | INSURANCE JOURNAL-NATIONAL

E&O (General) (continued) Company

States

Euclid Managers, LLC Executive Insurance Professionals, PLLC Executive Perils First Choice Insurance Intermediaries, Inc. Fox Point Programs Franchise Perils G.J. Sullivan Company Insurance Services Gorst & Compass Insurance Gray-Stone & Company, Inc. Hall & Company HCC Specialty (CA) Herbert H. Landy Insurance Houston International Insurance Group Intercorp, Inc.

All States CA OK GA TX All States CA CT DE FL GA KS LA MA MD MO NC NJ NY PA SC TN TX VA All States (varies based on class of business) All States CA CA Most States All States All States All States except AK KY NH WA All States except AK HI All States

IT Risk Managers, Inc. J.M. Wilson JLT Facilities, Inc. King Insurance Support Systems M.J. Hall & Company, Inc. M.J. Kelly Company MacNeill Group Markel Cambridge Alliance Maverick Commercial Insurance Services MAXIMUM Midlands National Association of Professional Agents (NAPA) Navigators Pro Negley Associates NeitClem Wholesale Insurance Brokerage, Inc. Networked Insurance Agents Norman-Spencer International, Inc. Northern Underwriting Managers, Inc. Patriot National Underwriters, Inc. Pennock Insurance, Inc. Philadelphia Insurance Companies Prime Insurance Company Pro-Risk Insurance Partners, LLC Professional Governmental Underwriters Professional Insurance Concepts

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

Professional Liability Ins. Svcs - Underwriting Facilities All States

Professional Underwriters Agency, Inc. ProLawyer Insurance, LLC ProSurance Group, Inc. Quadrant Insurance Managers QuoteNBind.com RMIS Rockwood Programs, Inc. Roush Insurance Services, Inc. RPS Technology & Cyber RT Specialty Russell Bond & Co., Inc. Socius Insurance Services Specialty Lines Underwriters Strickland Insurance Brokers, Inc. Sullivan Brokers Wholesale Insurance Solutions SWBC Insurance Services Synergy Professional Associates, Inc. Target Professional Programs Tennant Risk Services ThinkRisk Underwriting Agency, LLC U.S. E & O Brokers USG Insurance Services, Inc. USX/S Victor O. Schinnerer & Co. Western Security Surplus Insurance Brokers, Inc. Western Special Risks, Inc. The Hanover Insurance Group Western Surplus Lines Agency, Inc. Western World Insurance Group Woodlands Insurance Services, Inc. Access E&S Insurance Services (CA) Access E&S Insurance Services (VA)

Employment Practices Liability (EPLI)

All States DC DE MD NJ PA VA All States All States All States except AK HI LA AZ CA IA IL IN MI NE NM NV OH TX WI All States (varies based on program) IL IN OH All States All States Most States All States IL IN WI NC SC VA All States TX All States All States All States All States All States All States All States Most States AZ CA CO FL NV OR TX UT WA AZ NV Most States LA NM OK TX Most States Most States AZ CA CO NV TX DC DE GA IL MD NC NJ NY OH PA SC TN TX VA

48 INSURANCE JOURNAL-NATIONAL | October 5, 2015

Company

States

ACE Westchester Professional Risk All States Alexander J. Wayne & Associates, Inc. All States All Risks, Ltd. All States All Solutions PBS LLC All States Alliant Insurance Services All States Allsouth Professional Liability Multiple – please contact us. American Underwriting Managers AR LA OK TX AMIS/Alliance Marketing & Insurance Services All States AmWINS Group, Inc. - 80 Offices Nationwide All States 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 All States Ashley General Agency TX Atlantic Risk Specialists All States Atlas General Insurance Services All States Axis Insurance Services, LLC All States Bailey Special Risks, Inc. All States except AK HI Baker Insurance and Bonds, LLC All States Benchmark Management Group, Inc. IL IN WI Braishfield Associates, Inc. All States Burns & Wilcox — All Offices All States Cailor Fleming Insurance All States Capitol Special Risks, Inc. All States Cary-Gruninger Insurance, LLC NV Chubb Group of Insurance Companies All States CID Insurance Programs, Inc. AZ CA CO ID MD NE NM NV OR PA TN TX UT WA Cochrane & Company AK AZ CA CO ID MT ND NM NV OR UT WA WY Commercial Insurance Group, LLC Most States Commercial Sector Insurance Brokers, LLC All States Continental Risk Insurance Services Most States Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA Costanza Insurance Agency, Inc. All States Countrywide Brokerage Services All States except FL CRES Insurance Services Most States Crouse & Associates All States Delta General Agency Corp. TX DFCORBY Insurance Services CA Donald Gaddis Co., Inc. All States Eastern E&O Brokers, Inc. Most States Eaton Professional Insurance Services CA eKo Specialty Insurance Services, Inc. AZ CA FL NV NY OR UT Erickson-Larsen, Inc. MN MT ND SD WI WY Executive Perils All States Founders Professional All States except AK Franchise Perils All States G.J. Sullivan Company Insurance Services CA Gorst & Compass Insurance CA Gray-Stone & Company, Inc. Most States Great American Ins. Group - Executive Liab. Division All States Hall & Company All States Houston International Insurance Group All States except AK HI Indemnity Excess & Surplus Agency, Inc. Western States International Excess Alliance, LLC All States IPA Risk Management, LLC All States IT Risk Managers, Inc. All States except AK HI Izzo Insurance Services, Inc. All States J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV Jacobs & Associates, Inc. OH James River Insurance Company All States Jimcor Agencies All States Jorgensen & Company All States Joseph Krar & Associates, Inc. CT MA K&M Henderson Insurance Services, Inc. CA NV OR King Insurance Support Systems Nationwide M.J. Hall & Company, Inc. AK AZ CA HI NV M.J. Kelly Company AR FL IA IL KS LA MO MS NC OK SC TN TX MacNeill Group FL NC SC VA Maverick Commercial Insurance Services CA MAXIMUM All States Monarch E&S Insurance Services AZ CA HI NV TX Monitor Liability Managers All States Morstan General Agency of Florida All States

www.insurancejournal.com

Employment Practices Liability (EPLI) (continued) Company

States

Navigators Pro Negley Associates NeitClem Wholesale Insurance Brokerage, Inc. Networked Insurance Agents New England Excess Exchange, Ltd.. NIF Group, Inc. Norman-Spencer International, Inc. Northern Underwriting Managers, Inc. Number One Insurance Agency Pacific Coast E&S Insurance Services Partners Specialty Group, LLC Patriot National Underwriters, Inc. PBS Insurance Underwriting Corporation Pennock Insurance, Inc. Philadelphia Insurance Companies Professional Governmental Underwriters Professional Insurance Concepts Professional Liability Brokers & Consultants, Inc. Professional Liability Ins. Svcs - Underwriting Facilities Professional Underwriters Agency, Inc. Quadrant Insurance Managers Quirk & Company QuoteNBind.com

All States All States AZ CA NV AZ CA CO ID NM NV TX UT WY CT MA ME NH NJ NY OH PA RI VT All States All States All States MA CA ID NV OR WA All States OK TX All States except AK KS DC DE FL IL MD NC NJ PA VA WV All States except LA All States except LA All States All States All States All States All States LA NM OK OR TX WA All States except AK HI LA

Rockwood Programs, Inc. Roush Insurance Services, Inc. RPS Executive Lines RPS Technology & Cyber RT Specialty Russell Bond & Co., Inc. Shelly, Middlebrooks & O’Leary, Inc. Smith, Bell & Thompson, a div of Willis Programs Socius Insurance Services Specialty Lines Underwriters Strickland Insurance Brokers, Inc. Sullivan Brokers Wholesale Insurance Solutions Synergy Professional Associates, Inc. Target Professional Programs Tejas American General Agency Tennant Risk Services The Hanover Insurance Group U.S. E & O Brokers Victor O. Schinnerer & Co. Western E&O Brokers, Inc. Western Security Surplus Insurance Brokers, Inc. Western Surplus Lines Agency, Inc. Western World Insurance Group Woodlands Insurance Services, Inc. Worldwide Facilities, LLC

All States (varies based on program) IL IN OH All States All States All States Most States AL FL GA MS NC SC TX All States All States IL IN WI NC SC VA All States All States All States AR LA NM OK TX All States Most States All States Most States Most States AZ CA CO FL NV OR TX UT WA LA NM OK TX Most States Most States All States

RMIS

AZ CA IA IL IN MI NE NM NV OH TX WI

Environmental E&O Company

Access E&S Insurance Services (CA) Access E&S Insurance Services (VA) ACE Westchester Environmental Agency Intermediaries, Inc. Agentic Insurance, LLC Alliant Insurance Services American Underwriting Managers Apogee Ins. Group, a Berkshire Hathaway Company Ark-La-Tex Underwriters, Inc. ARMR.Network - Better Insurance By Design Ashley General Agency Beacon Hill Associates, Inc. Burns & Wilcox — All Offices Citadel Insurance Services, LC Cochrane & Company Commercial Sector Insurance Brokers, LLC Construction Insurance Partners Continental Risk Insurance Services Cooper & McCloskey, Inc. Countrywide Brokerage Services Delta General Agency Corp. DFCORBY Insurance Services

www.insurancejournal.com

EPLI (continued)

States AZ CA CO NV TX DC DE GA IL MD NC NJ NY OH PA SC TN TX VA All States CT DC DE FL MD NJ NY PA VA All States AR LA OK TX All States AR LA MS TX All States TX All States All States All States AK AZ CA CO ID MT ND NM NV OR UT WA WY All States All States Most States AK AZ CA CO HI IL NV NY OH OR TX WA All States except FL TX CA

Company

States

Donald Gaddis Co., Inc. eKo Specialty Insurance Services, Inc. Environmental Insurance Services, Inc. Erickson-Larsen, Inc. Freberg Environmental, Inc. G.J. Sullivan Company Insurance Services Gray-Stone & Company, Inc. Hall & Company HCC Specialty (CA) Intercorp, Inc. International Excess Alliance, LLC J.M. Wilson Jacobs & Associates, Inc. James River Insurance Company Joseph Krar & Associates, Inc. K&M Henderson Insurance Services, Inc. M.J. Hall & Company, Inc. Maverick Commercial Insurance Services NeitClem Wholesale Insurance Brokerage, Inc. New England Excess Exchange, Ltd.. Partners Specialty Group, LLC Patriot National Underwriters, Inc. Pennock Insurance, Inc. Philadelphia Insurance Companies Professional Liability Brokers & Consultants, Inc. Professional Underwriters Agency, Inc. Quadrant Insurance Managers Quaker Special Risk - FL MA NJ NY office Quirk & Company Roush Insurance Services, Inc. Russell Bond & Co., Inc. Strickland Insurance Brokers, Inc. Tejas American General Agency USG Insurance Services, Inc. USX/S Victor O. Schinnerer & Co. Western Special Risks, Inc. Woodlands Insurance Services, Inc.

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

Fiduciary Liability Insurance Company

States

AmWINS Group, Inc. - 80 Offices Nationwide All States Axis Insurance Services, LLC All States Baker Insurance and Bonds, LLC All States Chubb Group of Insurance Companies All States Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA Donald Gaddis Co., Inc. All States Euclid Specialty Managers, LLC All States Franchise Perils All States Gray-Stone & Company, Inc. Most States Great American Ins. Group - Executive Liab. Division All States IPA Risk Management, LLC All States IT Risk Managers, Inc. All States except AK HI Jorgensen & Company All States Monitor Liability Managers All States Negley Associates All States Professional Insurance Concepts All States Professional Liability Brokers & Consultants, Inc. All States PBS Insurance Underwriting Corporation All States except AK KS Rockwood Programs, Inc. All States (varies based on program) RPS Executive Lines All States RPS Technology & Cyber All States RT Specialty All States Socius Insurance Services All States Sullivan Brokers Wholesale Insurance Solutions All States Target Professional Programs All States Victor O. Schinnerer & Co. Most States Western World Insurance Group Most States Worldwide Facilities, LLC All States

October 5, 2015 | INSURANCE JOURNAL-NATIONAL

Financial Professionals’ Liability

Insurance Agents & Brokers PL (continued)

Company

States

Aon Affinity Apogee Ins. Group, a Berkshire Hathaway Company ARC West Coast Excess & Surplus Brokerage, LLC Ark-La-Tex Underwriters, Inc. Atlantic Risk Specialists Atlas General Insurance Services Bailey Special Risks, Inc. Braishfield Associates, Inc.

All States All States All States AR LA MS TX All States All States All States except AK HI All States

Capitol Special Risks, Inc. CID Insurance Programs, Inc.

All States AZ CA CO ID MD NE NM NV OR PA TN TX UT WA

Cochrane & Company Commercial Sector Insurance Brokers, LLC Cooper & McCloskey, Inc. Countrywide Brokerage Services Crouse & Associates

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

Eastern E&O Brokers, Inc.

Most States

Erickson-Larsen, Inc. Executive Insurance Professionals, PLLC Executive Perils Founders Professional G.J. Sullivan Company Insurance Services Gorst & Compass Insurance Hall & Company Houston International Insurance Group Indemnity Excess & Surplus Agency, Inc.

MN MT ND SD WI WY CA OK GA TX All States All States except AK CA CA All States All States except AK HI Western States

International Excess Alliance, LLC IPA Risk Management, LLC Jacobs & Associates, Inc. James River Insurance Company K&M Henderson Insurance Services, Inc. King Insurance Support Systems Lee and Mason MacNeill Group McGowan, Donnelly & Oberheu, LLC (MDO) Monarch E&S Insurance Services Monitor Liability Managers N-Surance Outlets, Inc. National Association of Professional Agents (NAPA) Navigators Pro NeitClem Wholesale Insurance Brokerage, Inc. NIF Group, Inc. Northern Underwriting Managers, Inc. Number One Insurance Agency Ohio E & S Agency, Inc. Partners Specialty Group, LLC PBS Insurance Underwriting Corporation Professional Insurance Concepts Professional Liability Brokers & Consultants, Inc. Professional Liability Ins. Svcs - Underwriting Facilities Professional Underwriters Agency, Inc. ProSurance Group, Inc. ProWriters Quadrant Insurance Managers Quaker Special Risk - FL MA NJ NY office RMIS Rockwood Programs, Inc. RPS Executive Lines RPS Plus Companies Shelly, Middlebrooks & O’Leary, Inc. Synergy Professional Associates, Inc. Target Professional Programs Tejas American General Agency Tennant Risk Services ThinkRisk Underwriting Agency, LLC U.S. Brokers Network, Inc. U.S. E & O Brokers U.S. Risk Insurance Group USX/S Western E&O Brokers, Inc. Western Security Surplus Insurance Brokers, Inc.

All States All States OH All States CA NV OR Nationwide Nationwide FL NC SC VA All States AZ CA HI NV TX All States FL GA LA TN All States All States AZ CA NV All States All States MA IN MI OH All States All States except AK KS All States All States All States All States All States All States All States Most States AZ CA IA IL IN MI NE NM NV OH TX WI All States (varies based on program) All States All States AL FL GA MS NC SC TX All States All States AR LA NM OK TX All States All States All States except AK CA HI All States All States All States Most States AZ CA CO FL NV OR TX UT WA

States

ACE Westchester Professional Risk Agentic Insurance, LLC Alexander J. Wayne & Associates, Inc. All Risks, Ltd. Alliant Insurance Services AmWINS Group, Inc. - 80 Offices Nationwide Apogee Insurance Group, a Berkshire Hathaway Co. Cary-Gruninger Insurance, LLC Chubb Group of Insurance Companies Citadel Insurance Services, LC Cooper & McCloskey, Inc. CRES Insurance Services DFCORBY Insurance Services Donald Gaddis Co., Inc. Eastern E&O Brokers, Inc.

All States DC DE FL MD NJ NY PA VA All States All States All States All States All States NV All States All States AK AZ CA CO HI IL NV NY OH OR TX WA Most States (includes Mortgage Brokers) CA All States Most States

Executive Perils First Choice Insurance Intermediaries, Inc. IPA Risk Management, LLC IT Risk Managers, Inc. Jorgensen & Company Markel Cambridge Alliance McGowan, Donnelly & Oberheu, LLC (MDO) N-Surance Outlets, Inc. National Association of Professional Agents (NAPA) Navigators Pro NeitClem Wholesale Insurance Brokerage, Inc. Partners Specialty Group, LLC Prime Insurance Company Professional Insurance Concepts ProSurance Group, Inc. ProWriters RMIS RPS Executive Lines RT Specialty Russell Bond & Co., Inc. Tennant Risk Services

All States CA CT DE FL GA KS LA MA MD MO NC NJ NY PA SC TN TX VA All States All States except AK HI All States All States (includes Investment Advisor Liability Insurance) All States FL GA LA TN All States All States AZ CA NV All States Most States All States All States All States AZ CA IA IL IN MI NE NM NV OH TX WI All States All States Most States All States

EOforLess.com

All States

Hospital Professional Liability

Company

Citadel Insurance Services, LC Construction Insurance Partners Donald Gaddis Co., Inc. Greenhill Insurance Services Maverick Commercial Insurance Services MAXIMUM Negley Associates Pacific Coast E&S Insurance Services Patriot National Underwriters, Inc. PBS Insurance Underwriting Corporation Prime Insurance Company PULIC Program – TDC Specialty Insurance Company RPS Healthcare Sullivan Brokers Wholesale Insurance Solutions U.S. E & O Brokers U.S. Risk Insurance Group Ultra Risk Advisors USG Insurance Services, Inc. USX/S Worldwide Facilities, LLC

States All States All States All States All States CA All States All States CA ID NV OR WA OK TX All States except AK KS Most States All States (includes Medical Facilities) All States All States All States All States All States All States All States All States

Insurance Agents & Brokers Prof. Liability

Company Admiral Insurance Company Agency Marketing Services, Inc. Alexander J. Wayne & Associates, Inc. All Risks, Ltd. All Solutions PBS LLC Allsouth Professional Liability American Specialty Agents Programs, LLC American Underwriting Managers AMIS/Alliance Marketing & Insurance Services

States All States AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX All States All States All States Multiple – please contact us. GA AR LA OK TX All States

50 INSURANCE JOURNAL-NATIONAL | October 5, 2015

Burns & Wilcox — All Offices

Donald Gaddis Co., Inc. EOforLess.com

Insurance Specialties Services, Inc.

All States

Most States

www.insurancejournal.com

Lawyers Liability

Managed Health Care Prof. Liability (continued)

Company

States

ACE Westchester Professional Risk Agency Marketing Services, Inc. Alexander J. Wayne & Associates, Inc. All Risks, Ltd. Alliant Insurance Services Allsouth Professional Liability AmWINS Group, Inc. - 80 Offices Nationwide Aon Affinity ARC West Coast Excess & Surplus Brokerage, LLC Ark-La-Tex Underwriters, Inc. Arlington/Roe Atlantic Risk Specialists Cary-Gruninger Insurance, LLC Chubb Group of Insurance Companies Cooper & McCloskey, Inc. Crouse & Associates DFCORBY Insurance Services Donald Gaddis Co., Inc. eKo Specialty Insurance Services, Inc. Executive Insurance Professionals, PLLC Executive Perils Founders Professional Gorst & Compass Insurance Gray-Stone & Company, Inc. Herbert H. Landy Insurance Intercorp, Inc. IFL, Insurance for Lawyers – Prof Liability for Lawyers IPA Risk Management, LLC James River Insurance Company Jimcor Agencies JLT Facilities, Inc. Jorgensen & Company Keystone Insurance Services, Inc. McGowan, Donnelly & Oberheu, LLC (MDO) Monarch E&S Insurance Services Monitor Liability Managers Navigators Pro NeitClem Wholesale Insurance Brokerage, Inc. Norman-Spencer International, Inc. Northern Underwriting Managers, Inc. Number One Insurance Agency Ohio E & S Agency, Inc. Partners Specialty Group, LLC Pennock Insurance, Inc. Prime Insurance Company Professional Insurance Concepts Professional Liability Brokers & Consultants, Inc. Professional Underwriters Agency, Inc. ProLawyer Insurance, LLC Promont Advisors, LLC Quaker Special Risk - FL MA NJ NY office RPS Plus Companies RT Specialty Russell Bond & Co., Inc. Smith, Bell & Thompson, a div of Willis Programs Socius Insurance Services Sullivan Brokers Wholesale Insurance Solutions Synergy Professional Associates, Inc. Target Professional Programs Tejas American General Agency Tennant Risk Services The Hanover Insurance Group U.S. Risk Insurance Group USX/S Western E&O Brokers, Inc. Western Security Surplus Insurance Brokers, Inc. Worldwide Facilities, LLC

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

Managed Health Care Professional Liability Company

Affinity Healthcare Agentic Insurance, LLC Atlantic Risk Specialists Capitol Special Risks, Inc. Donald Gaddis Co., Inc.

www.insurancejournal.com

States All States DC DE FL MD NJ NY PA VA All States All States All States

Company

States

Erickson-Larsen, Inc. Greenhill Insurance Services Maverick Commercial Insurance Services Pioneer Programs Insurance Solutions, LLC Prime Insurance Company Promont Advisors, LLC RPS Healthcare Sullivan Brokers Wholesale Insurance Solutions Ultra Risk Advisors USX/S Worldwide Facilities, LLC

MN MT ND SD WI WY All States CA All States (Nursing Home & Assisted Living) Most States All States except AR MS All States All States All States All States All States

Media Professional Liability Company

States

A.I.I. Insurance Brokerage of Mass., Inc. Access E&S Insurance Services (CA) Agency Intermediaries, Inc. Agentic Insurance, LLC Alexander J. Wayne & Associates, Inc. ARC West Coast Excess & Surplus Brokerage, LLC Ark-La-Tex Underwriters, Inc. Arlington/Roe Atlantic Risk Specialists Atlas General Insurance Services Bailey Special Risks, Inc.

MA RI AZ CA CO NV TX CT DC DE FL MD NJ NY PA VA All States All States AR LA MS TX All States All States All States All States except AK HI

Cary-Gruninger Insurance, LLC Chubb Group of Insurance Companies Cooper & McCloskey, Inc. Countrywide Brokerage Services Crouse & Associates Donald Gaddis Co., Inc. Eaton Professional Insurance Services Euclid Managers, LLC First Choice Insurance Intermediaries, Inc. G.J. Sullivan Company Insurance Services IT Risk Managers, Inc. Jacobs & Associates, Inc. Jimcor Agencies JLT Facilities, Inc. Joseph Krar & Associates, Inc. Keystone Insurance Services, Inc. M.J. Kelly Company MacNeill Group Morstan General Agency of Florida NeitClem Wholesale Insurance Brokerage, Inc. Networked Insurance Agents Ohio E & S Agency, Inc. Prime Insurance Company Pro-Risk Insurance Partners, LLC ProWriters Quadrant Insurance Managers Quirk & Company Socius Insurance Services Strickland Insurance Brokers, Inc. Tennant Risk Services ThinkRisk Underwriting Agency, LLC USX/S

NV All States AK AZ CA CO HI IL NV NY OH OR TX WA All States except FL All States All States CA All States CA CT DE FL GA KS LA MA MD MO NC NJ NY PA SC TN TX VA CA All States except AK HI OH All States All States CT MA TX AR FL IA IL KS LA MO MS NC OK SC TN TX FL NC SC VA All States AZ CA NV AZ CA CO ID NM NV TX UT WY IN MI OH Most States Worldwide All States All States LA NM OK OR TX WA All States NC SC VA All States All States All States

Burns & Wilcox — All Offices

All States

Medical Professional Liability Company

Access E&S Insurance Services (VA) ACE Westchester Professional Risk Affinity Healthcare Agency Marketing Services, Inc. Alexander J. Wayne & Associates, Inc. All Risks, Ltd. American Underwriting Managers AmWINS Group, Inc. - 80 Offices Nationwide Aon Affinity

States DC DE GA IL MD NC NJ NY OH PA SC TN TX VA All States All States AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX All States All States AR LA OK TX All States All States

October 5, 2015 | INSURANCE JOURNAL-NATIONAL

Medical Professional Liability (continued)

Misc. Professional Liability - Medical (continued)

Company

States

Arlington/Roe Ashley General Agency Cailor Fleming Insurance Citadel Insurance Services, LC Continental Risk Insurance Services Cooper & McCloskey, Inc. Crouse & Associates Delta General Agency Corp. Donald Gaddis Co., Inc. Eaton Professional Insurance Services Fox Point Programs Gray-Stone & Company, Inc. Greenhill Insurance Services IFD, Insurance for Dentists – Prof Liability for Dentists Indemnity Excess & Surplus Agency, Inc. Keystone Insurance Services, Inc. Maverick Commercial Insurance Services Monarch E&S Insurance Services NeitClem Wholesale Insurance Brokerage, Inc. Ohio E & S Agency, Inc. Patriot National Underwriters, Inc. PBS Insurance Underwriting Corporation Prime Insurance Company ProAssurance Mid-Continent Underwriters, Inc. Professional Program Insurance Brokerage Promont Advisors, LLC PULIC Program – TDC Specialty Insurance Company Quadrant Insurance Managers Quaker Special Risk - FL MA NJ NY Roush Insurance Services, Inc. RPS Healthcare RT Specialty Russell Bond & Co., Inc. Smith, Bell & Thompson, a div of Willis Programs Sullivan Brokers Wholesale Insurance Solutions Tennant Risk Services Ultra Risk Advisors USG Insurance Services, Inc. USX/S Wholesale Connection Insurance Services

All States TX All States All States Most States AK AZ CA CO HI IL NV NY OH OR TX WA All States TX All States CA All States (varies based on class of business) Most States All States All States Western States TX CA AZ CA HI NV TX AZ CA NV IN MI OH OK TX All States except AK KS Most States All States All States All States except AR MS All States All States Most States IL IN OH All States All States Most States All States All States All States All States All States All States CA

Misc. Professional Liability - Medical Fields Company Access E&S Insurance Services (VA) Admiral Insurance Company Affinity Healthcare Agency Marketing Services, Inc. All Solutions PBS LLC Allsouth Professional Liability Axis Insurance Services, LLC Bailey Special Risks, Inc. Braishfield Associates, Inc. Cailor Fleming Insurance CID Insurance Programs, Inc. Continental Risk Insurance Services Delta General Agency Corp. Donald Gaddis Co., Inc. Erickson-Larsen, Inc. First Choice Insurance Intermediaries, Inc. Gorst & Compass Insurance Gray-Stone & Company, Inc. Greenhill Insurance Services IPA Risk Management, LLC International Excess Alliance, LLC James River Insurance Company M.J. Kelly Company Maverick Commercial Insurance Services Morstan General Agency of Florida Negley Associates NIF Group, Inc.

States DC DE GA IL MD NC NJ NY OH PA SC TN TX VA All States All States AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX All States Multiple – please contact us. All States All States except AK HI All States (Assisted Living, Home Healthcare, Mental Health) All States AZ CA CO ID MD NE NM NV OR PA TN TX UT WA Most States TX All States MN MT ND SD WI WY CA CT DE FL GA KS LA MA MD MO NC NJ NY PA SC TN TX VA CA Most States All States All States All States All States AR FL IA IL KS LA MO MS NC OK SC TN TX CA All States All States All States

52 INSURANCE JOURNAL-NATIONAL | October 5, 2015

States

Ohio E & S Agency, Inc. Partners Specialty Group, LLC Patriot National Underwriters, Inc. PBS Insurance Underwriting Corporation Pioneer Programs Insurance Solutions, LLC Prime Insurance Company ProAssurance Mid-Continent Underwriters, Inc. Professional Liability Ins. Svcs - Underwriting Facilities Professional Program Insurance Brokerage Promont Advisors, LLC Psych Professional Liability, a div of Frenkel & Co. PULIC Program – TDC Specialty Insurance Company Quaker Special Risk - FL MA NJ NY RPS Healthcare Smith, Bell & Thompson, a div of Willis Programs Strickland Insurance Brokers, Inc. Sullivan Brokers Wholesale Insurance Solutions Tennant Risk Services U.S. Risk Insurance Group USX/S Western Security Surplus Insurance Brokers, Inc. Western Special Risks, Inc. Western Surplus Lines Agency, Inc.

IN MI OH All States OK TX All States except AK KS All States (Nursing Home & Assisted Living) Most States All States All States All States All States except AR MS All States (Psychoanalysts, Psychiatrists, Psychologists, Social Workers) All States Most States All States All States NC SC VA All States All States All States All States AZ CA CO FL NV OR TX UT WA AZ NV LA NM OK TX

Miscellaneous Professional Liability Company

States

A.I.I. Insurance Brokerage of Mass., Inc. Access E&S Insurance Services (VA) Admiral Insurance Company Agency Intermediaries, Inc. Agency Marketing Services, Inc. Agentic Insurance, LLC Alexander J. Wayne & Associates, Inc. All Risks, Ltd. All Solutions PBS LLC Allsouth Professional Liability American Specialty Agents Programs, LLC American Underwriting Managers AMIS/Alliance Marketing & Insurance Services Apogee Insurance Group, a Berkshire Hathaway Co. ARC West Coast Excess & Surplus Brokerage, LLC Ark-La-Tex Underwriters, Inc. Arlington/Roe ARMR.Network - Better Insurance By Design Ashley General Agency Atlas General Insurance Services Axis Insurance Services, LLC Baker Insurance and Bonds, LLC Benchmark Management Group, Inc. Braishfield Associates, Inc. Brownyard Group Brownyard Programs, Ltd.

MA RI DC DE GA IL MD NC NJ NY OH PA SC TN TX VA All States CT AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX DC DE FL MD NJ NY PA VA All States All States All States Multiple – please contact us. GA AR LA OK TX All States All States All States  AR LA MS TX All States All States TX All States All States All States IL IN WI All States Most States All States

Cailor Fleming Insurance Capitol Special Risks, Inc. Cary-Gruninger Insurance, LLC Chubb Group of Insurance Companies CID Insurance Programs, Inc. Citadel Insurance Services, LC Cochrane & Company Commercial Insurance Group, LLC Commercial Sector Insurance Brokers, LLC Construction Insurance Partners Continental Risk Insurance Services Cooper & McCloskey, Inc. Costanza Insurance Agency, Inc. Countrywide Brokerage Services CPA Protector Plan CRES Insurance Services Crouse & Associates

All States All States NV All States AZ CA CO ID MD NE NM NV OR PA TN TX UT WA All States (includes Oilfield Consultants PL/GL) AK AZ CA CO ID MT ND NM NV OR UT WA WY Most States All States All States Most States AK AZ CA CO HI IL NV NY OH OR TX WA All States All States except FL All States except AK KY VA Most States All States

Burns & Wilcox — All Offices

All States

www.insurancejournal.com

Miscellaneous Professional Liability Company

Delta General Agency Corp. DFCORBY Insurance Services Donald Gaddis Co., Inc. Eastern E&O Brokers, Inc. eKo Specialty Insurance Services, Inc. Euclid Managers, LLC Executive Insurance Professionals, PLLC Executive Perils

First Choice Insurance Intermediaries, Inc.

(continued)

States TX CA All States Most States AZ CA FL NV NY OR UT All States CA OK GA TX All States

CA CT DE FL GA KS LA MA MD MO NC NJ NY PA SC TN TX VA

Fox Point Programs All States (varies based on class of business) Franchise Perils All States (Vicarious Liability specifically) Gray-Stone & Company, Inc. Most States Great American Ins. Group - Executive Liability Division All States Hall & Company All States Herbert H. Landy Insurance All States except AK KY NH WA Houston International Insurance Group All States except AK HI Indemnity Excess & Surplus Agency, Inc. Western States Intercorp, Inc. All States International Excess Alliance, LLC All States IT Risk Managers, Inc. All States except AK HI Izzo Insurance Services, Inc. All States (includes Security Guards/ Patrol, Alarm Co’s & Investigators) J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV Jacobs & Associates, Inc. OH James River Insurance Company All States Jimcor Agencies All States JLT Facilities, Inc. All States Jorgensen & Company All States Joseph Krar & Associates, Inc. CT MA K&M Henderson Insurance Services, Inc. CA NV OR King Insurance Support Systems Nationwide M.J. Hall & Company, Inc. AK AZ CA HI NV M.J. Kelly Company AR FL IA IL KS LA MO MS NC OK SC TN TX MacNeill Group FL NC SC VA Maverick Commercial Insurance Services CA Monarch E&S Insurance Services AZ CA HI NV TX Monitor Liability Managers All States Morstan General Agency of Florida All States N-Surance Outlets, Inc. FL GA LA TN Navigators Pro All States Negley Associates All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV Networked Insurance Agents AZ CA CO ID NM NV TX UT WY New England Excess Exchange, Ltd.. CT MA ME NH NJ NY OH PA RI VT NIF Group, Inc. All States Norman-Spencer International, Inc. All States Northern Underwriting Managers, Inc. All States Ohio E & S Agency, Inc. IN MI OH Pacific Coast E&S Insurance Services CA ID NV OR WA Patriot National Underwriters, Inc. OK TX PBS Insurance Underwriting Corporation All States except AK KS Pennock Insurance, Inc. DC DE FL IL MD NC NJ PA VA WV Philadelphia Insurance Companies All States except LA Pro-Risk Insurance Partners, LLC Worldwide Professional Insurance Concepts All States Professional Liability Ins. Svcs - Underwriting Facilities All States Professional Program Insurance Brokerage All States Professional Underwriters Agency, Inc. All States ProWriters All States 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 RMIS AZ CA IA IL IN MI NE NM NV OH TX WI Roush Insurance Services, Inc. IL IN OH RPS Executive Lines All States RPS Technology & Cyber All States RT Specialty All States Russell Bond & Co., Inc. Most States SASSI - Salon & Spa Specialty Insurance Most States Shelly, Middlebrooks & O’Leary, Inc. AL FL GA MS NC SC TX Socius Insurance Services All States Specialty Lines Underwriters IL IN WI Strickland Insurance Brokers, Inc. NC SC VA SWBC Insurance Services TX

www.insurancejournal.com

Company

States

Synergy Professional Associates, Inc. Target Professional Programs Tejas American General Agency Tennant Risk Services The Hanover Insurance Group The Mechanic Group, Inc. ThinkRisk Underwriting Agency, LLC U.S. E & O Brokers U.S. Risk Insurance Group Victor O. Schinnerer & Co. Western E&O Brokers, Inc. Western Security Surplus Insurance Brokers, Inc. Western Surplus Lines Agency, Inc. Western World Insurance Group Woodlands Insurance Services, Inc. Worldwide Facilities, LLC

All States All States AR LA NM OK TX All States Most States All States (Security Guards, Alarm & Electronic Security firms, PI’s, Background Screeners) All States All States All States Most States Most States AZ CA CO FL NV OR TX UT WA LA NM OK TX Most States Most States All States

Nonprofits’ Liability Company

States

All Solutions PBS LLC All States American Underwriting Managers AR LA OK TX AMIS/Alliance Marketing & Insurance Services All States Aon Affinity All States Atlas General Insurance Services All States Baker Insurance and Bonds, LLC All States Benchmark Management Group, Inc. IL IN WI Burns & Wilcox — All Offices All States Cailor Fleming Insurance All States Cary-Gruninger Insurance, LLC NV Chubb Group of Insurance Companies All States Continental Risk Insurance Services Most States Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA Delta General Agency Corp. TX Donald Gaddis Co., Inc. All States Eastern E&O Brokers, Inc. Most States Eaton Professional Insurance Services CA eKo Specialty Insurance Services, Inc. AZ CA FL NV NY OR UT Erickson-Larsen, Inc. MN MT ND SD WI WY Euclid Specialty Managers, LLC All States (includes Labor PL Insurance) Executive Insurance Professionals, PLLC CA OK GA TX Executive Perils All States G.J. Sullivan Company Insurance Services CA Gateway Specialty Insurance All States Gray-Stone & Company, Inc. Most States Great American Ins. Group - Executive Liab. Division All States Indemnity Excess & Surplus Agency, Inc. Western States IT Risk Managers, Inc. All States except AK HI J.M. Wilson AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV Jacobs & Associates, Inc. OH Jimcor Agencies All States Joseph Krar & Associates, Inc. CT MA K&M Henderson Insurance Services, Inc. CA NV OR King Insurance Support Systems Nationwide M.J. Hall & Company, Inc. AK AZ CA HI NV M.J. Kelly Company AR FL IA IL KS LA MO MS NC OK SC TN TX MacNeill Group FL NC SC VA MAXIMUM All States Monitor Liability Managers All States Morstan General Agency of Florida All States Negley Associates All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV Networked Insurance Agents AZ CA CO ID NM NV TX UT WY New England Excess Exchange, Ltd.. CT MA ME NH NJ NY OH PA RI VT NIF Group, Inc. All States Pacific Coast E&S Insurance Services CA ID NV OR WA Pennock Insurance, Inc. DC DE FL IL MD NC NJ PA VA WV Philadelphia Insurance Companies All States except LA Professional Insurance Concepts All States Quirk & Company LA NM OK OR TX WA QuoteNBind.com All States except AK HI LA RMIS AZ CA IA IL IN MI NE NM NV OH TX WI

October 5, 2015 | INSURANCE JOURNAL-NATIONAL

Nonprofits’ Liability (continued)

Real Estate Agents’ Liability (continued)

Company

States

Capitol Special Risks, Inc. Cary-Gruninger Insurance, LLC Cochrane & Company Commercial Sector Insurance Brokers, LLC Construction Insurance Partners Cooper & McCloskey, Inc. Countrywide Brokerage Services CRES Insurance Services Crouse & Associates DFCORBY Insurance Services Donald Gaddis Co., Inc. Eastern E&O Brokers, Inc. eKo Specialty Insurance Services, Inc. Executive Insurance Professionals, PLLC Executive Perils First Choice Insurance Intermediaries, Inc. Fox Point Programs Gorst & Compass Insurance Greenhill Insurance Services Herbert H. Landy Insurance Houston International Insurance Group Intercorp, Inc. IPA Risk Management, LLC IT Risk Managers, Inc. J.M. Wilson Jacobs & Associates, Inc. Jimcor Agencies K&M Henderson Insurance Services, Inc. Keystone Insurance Services, Inc. King Insurance Support Systems M.J. Kelly Company MacNeill Group MAXIMUM McGowan, Donnelly & Oberheu, LLC (MDO) Monarch E&S Insurance Services Monitor Liability Managers Morstan General Agency of Florida N-Surance Outlets, Inc. National Association of Professional Agents (NAPA) NeitClem Wholesale Insurance Brokerage, Inc. New England Excess Exchange, Ltd.. Norman-Spencer Agency, Inc. Professional Insurance Concepts Professional Liability Brokers & Consultants, Inc. Professional Liability Ins. Svcs - Underwriting Facilities ProWriters Quaker Special Risk - FL MA NJ NY office Quirk & Company QuoteNBind.com RMIS Shelly, Middlebrooks & O’Leary, Inc. Specialty Lines Underwriters Synergy Professional Associates, Inc. Tejas American General Agency Tennant Risk Services USG Insurance Services, Inc. Victor O. Schinnerer & Co. Western Special Risks, Inc. Western Surplus Lines Agency, Inc. Western World Insurance Group

All States NV AK AZ CA CO ID MT ND NM NV OR UT WA WY All States All States AK AZ CA CO HI IL NV NY OH OR TX WA All States except FL Most States (includes Firms/Brokers) All States CA All States Most States AZ CA FL NV NY OR UT CA OK GA TX All States CA CT DE FL GA KS LA MA MD MO NC NJ NY PA SC TN TX VA All States (varies based on class of business) CA All States All States except AK KY NH WA (includes Real Estate Appraisers E&O) All States except AK HI All States All States All States except AK HI AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV OH All States CA NV OR TX Nationwide AR FL IA IL KS LA MO MS NC OK SC TN TX FL NC SC VA All States All States AZ CA HI NV TX All States All States FL GA LA TN All States AZ CA NV CT MA ME NH NJ NY OH PA RI VT All States All States All States All States All States Most States LA NM OK OR TX WA All States except AK HI LA AZ CA IA IL IN MI NE NM NV OH TX WI AL FL GA MS NC SC TX IL IN WI All States AR LA NM OK TX All States All States Most States AZ NV LA NM OK TX Most States

States

Rockwood Programs, Inc. Roush Insurance Services, Inc. RT Specialty Shelly, Middlebrooks & O’Leary, Inc. Socius Insurance Services Specialty Lines Underwriters Strickland Insurance Brokers, Inc. Sullivan Brokers Wholesale Insurance Solutions Target Professional Programs Tennant Risk Services USG Insurance Services, Inc. Western Special Risks, Inc. Western World Insurance Group Woodlands Insurance Services, Inc.

Physicians Professional Liability

Company

All States (varies based on program) IL IN OH All States AL FL GA MS NC SC TX All States IL IN WI NC SC VA All States All States All States All States AZ NV Most States Most States

Admiral Insurance Company Affinity Healthcare Alliant Insurance Services Aon Affinity Ark-La-Tex Underwriters, Inc. Cooper & McCloskey, Inc. Donald Gaddis Co., Inc. Founders Professional Greenhill Insurance Services IPA Risk Management, LLC James River Insurance Company Keystone Insurance Services, Inc. Maverick Commercial Insurance Services Negley Associates PBS Insurance Underwriting Corporation PULIC Program – TDC Specialty Insurance Company ProSurance Group, Inc. RPS Healthcare Sullivan Brokers Wholesale Insurance Solutions Tennant Risk Services U.S. Risk Insurance Group Ultra Risk Advisors Western Security Surplus Insurance Brokers, Inc. Worldwide Facilities, LLC

States All States All States All States All States AR LA MS TX AK AZ CA CO HI IL NV NY OH OR TX WA All States All States except AK All States All States All States TX CA All States All States except AK KS All States All States All States All States All States All States All States AZ CA CO FL NV OR TX UT WA All States

Public Officials Liability Company

Alliant Insurance Services Bailey Special Risks, Inc. Donald Gaddis Co., Inc. Euclid Public Sector J.M. Wilson Midlands NIF Group, Inc. Professional Governmental Underwriters Professional Liability Brokers & Consultants, Inc. Roush Insurance Services, Inc. RPS Executive Lines RT Specialty Western World Insurance Group

States All States All States except AK HI All States Most 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 (includes Law Enforcement & School Board Liability w/ EPL) All States IL IN OH All States All States Most States

Real Estate Agents’ Liability Company

Access E&S Insurance Services (CA) All Risks, Ltd. All Solutions PBS LLC Apogee Ins. Group, a Berkshire Hathaway Company Atlantic Risk Specialists Benchmark Management Group, Inc. Braishfield Associates, Inc.

Burns & Wilcox — All Offices

States AZ CA CO NV TX All States All States All States All States IL IN WI All States

Technology & Title Agents E&O ------------------->

All States

54 INSURANCE JOURNAL-NATIONAL | October 5, 2015

www.insurancejournal.com

Technology E&O Company

Technology E&O (continued) States

A.I.I. Insurance Brokerage of Mass., Inc. Access E&S Insurance Services (CA) Access E&S Insurance Services (VA) Agency Intermediaries, Inc. Agentic Insurance, LLC Alexander J. Wayne & Associates, Inc. All Solutions PBS LLC American Underwriting Managers AmWINS Group, Inc. - 80 Offices Nationwide Apogee Insurance Group, a Berkshire Hathaway Co. ARC West Coast Excess & Surplus Brokerage, LLC Ark-La-Tex Underwriters, Inc. Arlington/Roe Ashley General Agency Atlantic Risk Specialists Atlas General Insurance Services Axis Insurance Services, LLC Bailey Special Risks, Inc. Baker Insurance and Bonds, LLC Benchmark Management Group, Inc. Braishfield Associates, Inc. Cary-Gruninger Insurance, LLC CID Insurance Programs, Inc. Citadel Insurance Services, LC Cochrane & Company Continental Risk Insurance Services Cooper & McCloskey, Inc. (includes Cyber Liability) Countrywide Brokerage Services CPA Protector Plan Crouse & Associates DFCORBY Insurance Services

MA RI AZ CA CO NV TX DC DE GA IL MD NC NJ NY OH PA SC TN TX VA CT DC DE FL MD NJ NY PA VA All States All States AR LA OK TX All States All States All States AR LA MS TX All States (includes Cyber Liability/ Privacy & Security) TX All States All States All States All States except AK HI All States IL IN WI All States (includes Cyber & Privacy) NV AZ CA CO ID MD NE NM NV OR PA TN TX UT WA All States AK AZ CA CO ID MT ND NM NV OR UT WA WY Most States AK AZ CA CO HI IL NV NY OH OR TX WA All States except FL All States except AK KY VA (includes Network Security/Privacy Protection) All States CA

Eaton Professional Insurance Services Euclid Managers, LLC Executive Insurance Professionals, PLLC Executive Perils First Choice Insurance Intermediaries, Inc. Founders Professional IFD, Insurance for Dentists – Prof Liability for Dentists IFL, Insurance for Lawyers – Prof Liability for Lawyers Indemnity Excess & Surplus Agency, Inc. Intercorp, Inc. International Excess Alliance, LLC IPA Risk Management, LLC IT Risk Managers, Inc. J.M. Wilson Jacobs & Associates, Inc. Jimcor Agencies JLT Facilities, Inc. Joseph Krar & Associates, Inc. Keystone Insurance Services, Inc. King Insurance Support Systems M.J. Hall & Company, Inc. M.J. Kelly Company McGowan, Donnelly & Oberheu, LLC (MDO) Monarch E&S Insurance Services Morstan General Agency of Florida NeitClem Wholesale Insurance Brokerage, Inc. Networked Insurance Agents New England Excess Exchange, Ltd.. NIF Group, Inc. Pacific Coast E&S Insurance Services Patriot National Underwriters, Inc. Pennock Insurance, Inc. Philadelphia Insurance Companies Prime Insurance Company Pro-Risk Insurance Partners, LLC Professional Liability Ins. Svcs - Underwriting Facilities Professional Underwriters Agency, Inc.

CA All States CA OK GA TX All States CA CT DE FL GA KS LA MA MD MO NC NJ NY PA SC TN TX VA All States except AK All States All States Western States All States All States All States All States except AK HI AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV OH All States All States (includes Cyber Liability / Privacy Insurance) CT MA TX Nationwide AK AZ CA HI NV AR FL IA IL KS LA MO MS NC OK SC TN TX All States AZ CA HI NV TX All States AZ CA NV AZ CA CO ID NM NV TX UT WY CT MA ME NH NJ NY OH PA RI VT All States CA ID NV OR WA OK TX DC DE FL IL MD NC NJ PA VA WV All States except LA (includes Integrated Technology) Most States Worldwide All States All States

Donald Gaddis Co., Inc.

www.insurancejournal.com

All States

Company

States

ProWriters Quaker Special Risk - FL MA NJ NY office Quirk & Company QuoteNBind.com RMIS Roush Insurance Services, Inc. RPS Executive Lines

All States Most States LA NM OK OR TX WA All States except AK HI LA AZ CA IA IL IN MI NE NM NV OH TX WI IL IN OH All States (includes Cyber Liability)

RT Specialty Shelly, Middlebrooks & O’Leary, Inc. Socius Insurance Services Specialty Lines Underwriters Strickland Insurance Brokers, Inc. Sullivan Brokers Wholesale Insurance Solutions Synergy Professional Associates, Inc. Tejas American General Agency Tennant Risk Services The Hanover Insurance Group ThinkRisk Underwriting Agency, LLC U.S. Risk Insurance Group USX/S Western E&O Brokers, Inc. Western Security Surplus Insurance Brokers, Inc. Western Special Risks, Inc. Western Surplus Lines Agency, Inc. Western World Insurance Group Woodlands Insurance Services, Inc.

All States AL FL GA MS NC SC TX All States IL IN WI NC SC VA All States All States AR LA NM OK TX All States Most States All States All States All States (includes Network Security/ Privacy-Cyber) Most States AZ CA CO FL IL NV NY OR TX UT WA AZ NV LA NM OK TX Most States Most States

RPS Technology & Cyber

All States

Title Agents’ E&O Company

States

Agency Marketing Services, Inc. Axis Insurance Services, LLC Capitol Special Risks, Inc. CRES Insurance Services Donald Gaddis Co., Inc. Erickson-Larsen, Inc. Founders Professional Fox Point Programs Houston International Insurance Group Intercorp, Inc. MAXIMUM N-Surance Outlets, Inc. New England Excess Exchange, Ltd.. Partners Specialty Group, LLC Professional Insurance Concepts Professional Liability Ins. Svcs - Underwriting Facilities Quaker Special Risk - FL MA NJ NY RPS Plus Companies Tennant Risk Services TitlePac, Inc. U.S. Risk Insurance Group Victor O. Schinnerer & Co. Partners Specialty Group, LLC Professional Insurance Concepts Professional Liability Ins. Svcs - Underwriting Facilities Quaker Special Risk - FL MA NJ NY RPS Plus Companies Synergy Professional Associates, Inc. Tennant Risk Services TitlePac, Inc. U.S. Risk Insurance Group Victor O. Schinnerer & Co.

AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX All States All States Most States All States MN MT ND SD WI WY All States except AK All States except AK HI All States (varies based on class of business) All States All States FL GA LA TN CT MA ME NH NJ NY OH PA RI VT All States All States All States Most States All States All States All States except AK ME VT All States Most States All States All States All States Most States All States All States All States All States except AK ME VT All States Most States

October 5, 2015 | INSURANCE JOURNAL-NATIONAL

Professional Liability Directory - Alphabetical Directory of Markets A.I.I. Insurance Brokerage of Mass., Inc. 183 Davis St., P.O. Box 1139, Douglas, MA 01516 Phone: 508-476-1990 ; Fax: 508-476-1991 E-mail: info@agencyint.com Website: www.agencyint.com

Allsouth Professional Liability 14141 Farmington Rd., Livonia, MI 48154 Phone: 800-913-9260 ; Fax: 813-282-0994 E-mail: info@allsouth.net Website: www.allsouth.net

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

Access E&S Insurance Services (CA) 5575 Lake Park Way, Ste. 218, La Mesa, CA 91942 Phone: 619-462-1128 ; Fax: 866-209-7312 E-mail: valerie@access-es.com Website: www.access-es.com

ARMR.Network - Better Insurance By Design CA dba: Dybdahl & Associates Insurance Agency, LLC 7780 Elmwood Ave., Ste. 130, Middleton, WI 53562 Phone: 608-836-9590 ; Fax: 608-836-9565 E-mail: Marketing@armr.net Website: www.armr.net

Atlas General Insurance Services 4365 Executive Dr., San Diego, CA 92121 Phone: 858-529-6700 ; Fax: 619-814-8915 E-mail: info@atlas.us.com Website: www.atlas.us.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 Environmental 11575 Great Oaks Way, Ste. 200, Alpharetta, GA 30022 Phone: 678-795-4377 E-mail: Kathleen.Moriarty@acegroup.com Website: www.acewestchester.com

ACE Westchester Professional Risk

11575 Great Oaks Way, Ste. 200, Alpharetta, GA 30022 Phone: 678-795-4258 E-mail: joseph.casey@acegroup.com Website: www.acewestchester.com

Admiral Insurance Company

1000 Howard Blvd., Mount Laurel, NJ 08054 Phone: 856-354-7791 E-mail: Lheaton@admiralins.com Website: www.admiralins.com Affinity Healthcare 159 E. County Line Rd., Hatboro, PA 19040 Phone: 215-293-1191; Fax: 215-773-4587 E-mail: aaron.dicaprio@aon.com Website: www.aon.com/affinity Agency Intermediaries, Inc. 1575 Boston Post Rd., P.O. Box 451, Guilford, CT 06437 Phone: 203-453-2859 ; Fax: 203-453-8859 E-mail: info@agencyint.com Website: www.agencyint.com 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 Agentic Insurance, LLC 900 W. Valley Forge Rd., Ste. 100, King of Prussia, PA 19406 Phone: 610-900-0060 ; Fax: 610-900-0070 E-mail: Tkatona@agenticins.com Website: www.agenticins.com 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 All Risks, Ltd. 10150 York Rd., 5th Fl., Hunt Valley, MD 21030 Phone: 800-366-5810 ; Fax: 410-828-8179 E-mail: allrisksij@allrisks.com Website: www.allrisks.com

American Specialty Agents Programs, LLC P.O. Box 88776, Atlanta, GA 30356 Phone: 404-580-1853 E-mail: jim@go-to-asap.com Website: www.go-to-asap.com

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

AMIS/Alliance Marketing & Insurance Services P.O. Box 567, San Marcos, CA 92079 Phone: 760-471-7116 ; Fax: 760-471-9378 E-mail: snowell@amiscorp.com Website: www.amisinsurance.com AmWINS Group, Inc. - 80 Offices Nationwide See Website for Locations Headquarters - Charlotte, NC 28210 Phone: 704-973-3489 ; Fax: 704-943-9000 E-mail: marketing@amwins.com Website: www.amwins.com

Aon Affinity

159 E. County Line Rd., Hatboro, PA 19040 Phone: 215-293-1261 E-mail: lex.daniele@aon.com Website: www.aon.com

Apogee Ins. Group, a Berkshire Hathaway Company 1170 Devon Park Dr., 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. 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

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 Baker Insurance and Bonds, LLC P.O. Box 554, Corona del Mar, CA 92625 Phone: 702-906-0888 E-mail: info@yesbaker.com Website: www.yesbaker.com Beacon Hill Associates, Inc. P.O. Box 1532, Charlottesville, VA 22902 Phone: 800-596-2156 ; Fax: 434-979-8964 E-mail: info@b-h-a.com Website: www.b-h-a.com Benchmark Management Group, Inc. 1730 Park St., Ste. 214, Naperville, IL 60563 Phone: 630-778-7000 ; Fax: 630-778-7007 E-mail: info@bmgins.com Website: www.bmgins.com Betty Harder & Associates, Inc. 84 Chalet Cir., Dawsonville, GA 30534 Phone: 1-800-998-1414 ; Fax: 706-216-0191 E-mail: bettyharder@windstream.net Website: www.bettyharder.com

Braishfield Associates, Inc.

5750 Major Blvd., Ste. 200, Orlando, FL 32819 Phone: 888-335-6616 ; Fax: 888-335-6615 E-mail: mwooten@braishfield.com Website: www.braishfield.com Brownyard Group 21 Maple Ave., P.O. Box 9175, Bay Shore, NY 11706 Phone: 800-645-5820 ; Fax: 631-666-5723 E-mail: info@brownyard.com Website: www.brownyard.com Brownyard Programs, Ltd. 86 Carleton Ave., East Islip, NY 11730 Phone: 631-581-9300 ; Fax: 631-581-9385 E-mail: info@brownyardprograms.com Website: www.brownyardprograms.com

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

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

Arlington/Roe

Alliant Insurance Services 1301 Dove St., Ste. 200, Newport Beach, CA 92660 Phone: 949-756-0271 E-mail: marcomm@alliant.com Website: www.alliant.com

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

56 INSURANCE JOURNAL-NATIONAL | October 5, 2015

Axis Insurance Services, LLC 795 Franklin Ave., Ste. 206, Franklin Lakes, NJ 07417 Phone: 201-847-9175 ; Fax: 201-847-9174 E-mail: info@axisins.com Website: www.axisins.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

Burns & Wilcox â&#x20AC;&#x201D; All Offices

See Web for Addresses - HQ - Detroit/Farmington Hills, MI Phone: 248-932-9000 ; Fax: 248-932-9046 E-mail: farmingtonhills@burns-wilcox.com Website: www.burnsandwilcox.com Internationally recognized for its expertise, Burns & Wilcox is North Americaâ&#x20AC;&#x2122;s most capable independently owned insurance wholesale broker and underwriting manager. Burns & Wilcox makes securing coverage for the hard-to-place easy, with proficiency across a broad range of disciplines supported by our unrivaled brokerage and underwriting experts.

www.insurancejournal.com

Professional Liability Directory - Alphabetical Directory of Markets Cailor Fleming Insurance P.O. Box 3989, Youngstown, OH 44513 Phone: 330-782-8068 ; Fax: 330-782-0458 E-mail: dfoley@cailorfleming.com Website: www.cailorfleming.com

Continental Risk Insurance Services 330 S. Fairmont Ave., Ste. 2, Lodi, CA 95240 Phone: 209-365-6130 ; Fax: 209-365-6040 E-mail: ed@continentalriskins.com Website: www.continentalriskins.com

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

eKo Specialty Insurance Services, Inc. 275 E. Thousand Oaks Ave., Thousand Oaks, CA 91360 Phone: 805-373-6968 ; Fax: 805-373-7070 E-mail: eKo@eKoSpecialty.com Website: www.eKoSpecialty.com

Capitol Special Risks, Inc. 1000 Parkwood Cir, Ste. 925, Atlanta, GA 30339 Phone: 770-956-0125 ; Fax: 770-956-9779 E-mail: LLevinson@csrisks.com Website: www.csrisks.com

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

Cary-Gruninger Insurance, LLC 216 E. Liberty St., Reno, NV 89501 Phone: 775-331-7770 ; Fax: 775-351-1763 E-mail: carygruninger@gmail.com Website: www.carygruninger.wix.com/carygruninger

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

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

Costanza Insurance Agency, Inc. 9101 LBJ Freeway, Ste. 150, Dallas, TX 75243 Phone: 800-346-0942 ; Fax: 972-991-2139 E-mail: b.costanza@cia-tx.com Website: www.costanzainsurance.com

CID Insurance Programs, Inc. 7125 El Cajon Blvd., Ste. 3, San Diego, CA 92115 Phone: 800-922-7283 ; Fax: 619-593-2008 E-mail: programs@cidinsurance.com Website: www.agostiniwholesale.com

Countrywide Brokerage Services P.O. Box 2011, Edmonds, WA 98020 Phone: 425-774-2237 ; Fax: 425-775-1023 E-mail: sbrennan@countrywidebrokerage.com Website: www.countrywidebrokerage.com

EOforLess.com 12707 High Bluff Dr., San Diego, CA 92130 Phone: 760-804-7500 x 202 E-mail: info@eoforless.com Website: www.eoforless.com

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

Erickson-Larsen, Inc. 6425 Sycamore Court No., Maple Grove, MN 55369 Phone: 763-535-0055 ; Fax: 763-535-0477 E-mail: appsmnoffice@ericksonlarseninc.com Website: www.ericksonlarseninc.com

CRES Insurance Services 15373 Innovation Dr., Ste. 250, San Diego, CA 92128 Phone: 800-880-2747 ; Fax: 858-618-1655 E-mail: info@cresprograms.com Website: www.cresprograms.com

Euclid Architects & Engineers 234 Spring Lake Dr., Itasca, IL 60143 Phone: 630-238-1900 ; Fax: 630-773-8590 E-mail: mail@euclidmanagers.com Website: www.euclidae.com

Citadel Insurance Services, LC

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

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. Cochrane & Company 1405 S. Rustle St., Spokane, WA, 99224 Phone: 509-838-0655 ; Fax: 509-838-1710 E-mail: marketing@cochraneco.com Website: www.cochraneco.com Commercial Insurance Group, LLC 1773 S. 8th St., Ste. 200, Colorado Springs, CO 80905 Phone: 1-855-900-2960 ; Fax: 719-623-4699 E-mail: submissions@cig-llc.biz Website: www.cig-llc.biz

Commercial Sector Insurance Brokers, LLC 600 Corporate Pkwy, Ste. 250, Birmingham, AL 35242 Phone: 205-776-1600 ; Fax: 205-776-1619 E-mail: landrews@comsectorins.com Website: www.comsectorins.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

www.insurancejournal.com

Euclid Managers, LLC 2345 Grand Blvd., Ste. 1150, Kansas City, MO 64108 Phone: 816-778-0708 ; Fax: 816-778-0715 E-mail: msutton@euclidmanagerskc.com Website: www.euclidmanagerskc.com

Crouse & Associates

650 California St., Ste. 1100, San Francisco, CA 94108 Phone: 415-982-3870 ; Fax: 415-982-2546 E-mail: pquilici@crousesf.com Website: www.crouseandassociates.com

Crouse and Associates represents a wide range of E&O, D&O, Cyber, EPL, Fiduciary, Crime, and K&R markets. We have over 50 professional liability markets that are all Best Rated “A” and some in house exclusive products. Delta General Agency Corp. P.O. Box 2045, Houston, TX 77252 Phone: 713-570-2700 ; Fax: 713-570-2800 E-mail: billf@deltains.com Website: www.deltains.com DFCORBY Insurance Services P.O. Box 6297, Fullerton, CA 92834 Phone: 714-213-3751 E-mail: denn@dfcorby.com Website: www.dfcorby.com

Donald Gaddis Co., Inc.

Euclid Public Sector 234 Spring Lake Dr., Itasca, IL 60143 Phone: 630-238-1900 ; Fax: 630-773-8590 E-mail: mail@euclidmanagers.com Website: www.euclidps.com Euclid Specialty Managers, LLC 380 Maple Ave. West, Vienna, VA 22180 Phone: 571-730-4810 ; Fax: 571-730-4813 E-mail: jobrien@euclidspecialty.com Website: www.euclidspecialty.com Executive Insurance Professionals, PLLC 6001 W. Interstate 20, Ste. 214, Arlington, TX 76017 Phone: 800-779-4095 ; Fax: 866-779-4331 E-mail: cheryl@execins.com Website: www.execins.com

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

Executive Perils

Eastern E&O Brokers, Inc. 41-A New London Tpke, Glastonbury, CT 06033 Phone: 800-967-5606 ; Fax: 860-633-3086 E-mail: eastern@useo.com Website: www.easterneobrokers.com

ExecutivePerils is a privately owned, independent wholesale broker. We specialize in financial lines such as D&O, EPL, Fiduciary, E&O / Professional Liability, Crime, and Media Liability.

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

October 5, 2015 | INSURANCE JOURNAL-NATIONAL 57

Professional Liability Directory - Alphabetical Directory of Markets First Choice Insurance Intermediaries, Inc. 814 A1A North, Ste. 206, Ponte Vedra Beach, FL 32082 Phone: 66-821-9572 ; Fax: 904-543-4501 E-mail: info@firstchoiceii.com Website: www.firstchoiceii.com

Greenhill Insurance Services 4801 Woodway Dr., Ste. 235W, Houston, TX 77056 Phone: 832-413-4600 E-mail: ghsubmission@grnhll.com Website: www.grnhll.com

Founders Professional 147 2nd St. S, Ste. 203, St Petersburg, FL 33701 Phone: 727-498-6503 ; Fax: 727-498-6506 E-mail: robb@founderspro.com Website: www.founderspro.com

Hall & Company 19660 NE 10th Ave., Poulsbo, WA 98370 Phone: 360-598-3700 ; Fax: 360-598-3703 E-mail: submittals@hallandcompany.com Website: www.hallandcompany.com

Fox Point Programs 3001 Philadelphia Pike, Claymont, DE 19703 Phone: 800-499-7242 ; Fax: 302-472-8529 E-mail: info@foxpointprg.com Website: www.foxpointprg.com

HCC Specialty (CA) 2300 Clayton Rd., Ste. 1100, Concord, CA 9452 Phone: 800-684-7475 ; Fax: 925-685-1750 E-mail: jbechter@hcc.com Website: www.hccspecialty.com

Franchise Perils

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

FranchisePerils was formed to soley focus on the franchise industry. We understand the unique challenges that franchisors and franchisees face and address them with innovative insurance products byt trusted and proven insurance companies. Freberg Environmental, Inc. 2000 S. Colorado Blvd., Tower II, Ste. 800 Denver, CO 80222 Phone: 800-377-4152 ; Fax: 303-623-8101 E-mail: info@feiinsurance.com Website: www.feiinsurance.com G.J. Sullivan Company Insurance Services 2400 E. Katella Ave., Ste. 500, Anaheim, CA 92806 Phone: 714-221-9535 ; Fax: 714-876-2274 E-mail: gorind@gjs.com Website: www.gjsullivan.com Gateway Specialty Insurance 1170 Devon Park Dr., Wayne, PA 19087 Phone: 877-977-4474 E-mail: info@gatewayspecialty.com Website: www.gatewayspecialty.com Gorst & Compass Insurance 9310 Topanga Canyon Blvd., Chatsworth, CA 91311 Phone: 818-507-0900 ; Fax: 818-507-1133 E-mail: mail@gorstcompass.com Website: www.gorstcompass.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

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

Leading national program manager for Real Estate Agents & Brokers, Appraisers and Accountants Professional Liability insurance programs with coverage provided by an A+ -rated carrier. We now offer admitted and affordable Cyber coverage with broad coverage features. Providing exceptional service & experience for over 65 years.

Indemnity Excess & Surplus Agency, Inc. 1915 NW AmberGlen Pkwy, Ste. 450 Beaverton, OR 97006 Phone: 800-487-2442 ; Fax: 503-526-9700 E-mail: jreedal@ies-xs.com Website: www.ies-xs.com

Insurance Specialties Services, Inc. 946 Town Center, New Britain, PA 18901 Phone: 215-918-0505 E-mail: mary.smith@issisvs.com Website: www.issisvs.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 International Excess Alliance, LLC 3700 Park East Dr., Ste. 250, Beachwood, OH 44122 Phone: 216-797-9700 ; Fax: 216-797-9970 E-mail: kennethkukral@intlxs.com Website: www.intlxs.com IPA Risk Management, LLC 340 W. Passaic St., Rochelle Park, NJ 07662 Phone: 201-797-1084 ; Fax: 201-797-1076 E-mail: g.heitmann@ipariskmanagement.com Website: www.ipariskmanagement.com IT Risk Managers, Inc. 4225 Okemos Rd., Ste. B, Okemos, MI 48864 Phone: 517-381-9909 ; Fax: 517-381-8699 E-mail: submissions@itriskmanagers.com Website: www.ITRiskmanagers.com

Hill Program Managers, LLC 155 S. Madison St., Ste. 302, Denver, CO 80209 Phone: 303-481-6684 E-mail: Mhill@hillprograms.com Website: www.hillprograms.com

Izzo Insurance Services, Inc. 150 S. Bloomingdale Rd., Bloomingdale, IL 60108 Phone: 800-800-1704 ; Fax: 630-582-2803 E-mail: info@izzoinsurance.com Website: www.izzoinsurance.com

Houston International Insurance Group 800 Gessner Rd., 6th Fl, Houston, TX 77024 Phone: 713-975-4800 E-mail: inquiry@hiig.com Website: www.hiig.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 Jacobs & Associates, Inc. 12782 Prospect Rd., Strongsville, OH 44149 Phone: 440-625-2690 ; Fax: 440-625-2731 E-mail: jim@jacobsnow.com Website: www.jacobsnow.org

IFD, Insurance for Dentists – Professional Liability for Dentists 555 North Ln., Ste. 6060, Conshohocken, PA 19428 Phone: 800-970-9778 ; Fax: 610-941-9889 E-mail: jfoconnor@nsminc.com Website: www.ifdfordentists.com

The industry’s most respected name for Dentists Professional Liability.

INSURANCE

James River Insurance Company

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!

Great American Insurance Group - Executive Liability Division 1515 Woodfield Rd., Ste. 500, Schaumburg, IL 60173 Phone: 847-330-6750 ; Fax: 513-929-6890 E-mail: ELD@gaig.com Website: www.GreatAmericanELD.com

The Executive Liability Division (ELD) of Great American Insurance has been protecting business leaders in a variety of institutions and corporations for over 25 years. We have offices located in Schaumburg, Illinois; Chicago, Illinois; New York, New York; Princeton, New Jersey; and Toronto, Ontario. 58 INSURANCE JOURNAL-NATIONAL | October 5, 2015

IFL, Insurance for Lawyers – Professional Liability for Lawyers 555 North Ln., Ste. 6060, Conshohocken, PA 19428 Phone: 800-970-9778 ; Fax: 610-941-9889 E-mail: jjrizzo@nsminc.com Website: www.iflforlawyers.com

The industry’s most respected name for Lawyers Professional Liability.

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 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

www.insurancejournal.com

Professional Liability Directory - Alphabetical Directory of Markets 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

Jorgensen & Company 42 W. Allendale Ave., Allendale NJ 07401 Phone: 201-447-4400 ; Fax: 201-818-5680 E-mail: rjorgensen@jorgensenandcompany.com Website: www.jorgenseandcompany.com Joseph Krar & Associates, Inc. P.O. Box 580, Southington, CT 06489 Phone: 860-628-3967 ; Fax: 860-628-3969 E-mail: submissions@jkrar.com Website: www.jkrar.com

MAXIMUM 222 S. Riverside Plaza, Ste. 2340, Chicago, IL 60606 Phone: 312-466-4877 ; Fax: 312-559-0930 E-mail: pato@maxib.com Website: www.maxib.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

K&M Henderson Insurance Services, Inc. 8331 Sierra College Blvd., Ste. 204 Granite Bay, CA 95661 Phone: 916-788-8191 ; Fax: 800-785-7970 E-mail: info@hendersoninsure.com Website: www.hendersoninsure.com

McGowan, Donnelly & Oberheu, LLC (MDO) 106 E. 6th St., Ste. 520, Austin, TX 78701 Phone: 512-600-2280 Ext. 5306 E-mail: ahatch@mdoinsurance.com Website: www.mdoinsurance.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

Keystone Insurance Services, Inc. P.O. Box 9127, Austin, TX 78766 Phone: 512-257-8000 E-mail: info@mykeystoneins.com Website: www.MyKeystoneIns.com

Midlands

3817 NW Expy, Ste. 1000, Oklahoma City, OK 73112 Phone: 800-800-4007 ; Fax: 405-840-5432 E-mail: marketing@midman.com Website: www.midlandsmgt.com

Northern Underwriting Managers, Inc. 6090 Strathmoor Dr., Ste. 3, Rockford, IL 61107 Phone: 309-212-5564 ; Fax: 815-399-2753 E-mail: chenderson@niinsurance.com Website: www.northernum.com

Monarch E&S Insurance Services

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

Monitor Liability Managers 233 S. Wacker Dr., Ste. 3900, Chicago, IL 60606 Phone: 312-800-6200 ; Fax: 312-207-1839 E-mail: contactus@monitorliability.com Website: www.monitorliability.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

King Insurance Support Systems 31381 Rancho Viejo Rd., Ste. 101 San Juan Capistrano, CA 92675 Phone: 800-488-4096 ; Fax: 949-488-2259 E-mail: Marketing@kinginsuranceca.com Website: www.kinginsuranceca.com Land Design Insurance Group P.O. Box 219, Timonium, MD 21094 Phone: 877-316-4922 ; Fax: 877-292-7146 E-mail: info@landdesigninsurance.com Website: www.landdesigninsurance.com Lee and Mason 195 Farmington Ave., Ste. 301, Farmington, CT 06032 Phone: 860-677-0500 Ext. 404 ; Fax: 860-677-1227 E-mail: LMPro@leeandmason.com Website: www.leeandmason.com

M.J. Hall & Company, Inc.

P.O. Box 192, Stockton, CA 95201 Phone: 209-948-8108 ; Fax: 209-465-3843 E-mail: mindy@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: vgoodin@mjkelly.com Website: www.mjkelly.com MacNeill Group 1300 Sawgrass Corporate Pkwy, Ste. 300, Sunrise, FL 33323 Phone: 954-331-4800 ; Fax: 954-331-4848 E-mail: mgmarketing@macneillgroup.com Website: www.macneillgroup.com Markel Cambridge Alliance 4600 Cox Rd., Glen Allen, VA 23060 Phone: 800-691-1515 ; Fax: 804-527-7755 E-mail: gseveringhaus@markelcorp.com Website: www.markelcambridge.com

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

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 N-Surance Outlets, Inc. P.O. Box 2600, Roswell, GA 30077 Phone: 800-366-1450 ; Fax: 770-971-7608 E-mail: jmurrey@nsoins.com Website: www.nsoins.com National Association of Professional Agents (NAPA) 8430 Enterprise Cir, #2200, Lakewood Ranch, FL 34202 Phone: 800-593-7657 ; Fax: 800-411-4771 E-mail: info@napa-benefits.org Website: www.napa-benefits.org Navigators Pro One Penn Plaza, New York, NY 10119 Phone: 212-613-4305 ; Fax: 212-613-4302 E-mail: ejenkinson@navg.com Website: www.navg.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

Underwriter for Errors & Omissions insurance for Registered Investment Advisors (RIAâ&#x20AC;&#x2122;s) and Investment Advisory Representatives (IARâ&#x20AC;&#x2122;s). All 50 states.

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

Maverick Commercial Insurance Services 23945 Calabasas Rd., Ste. 107, Calabasas, CA 91302 Phone: 818-223-0011 ; Fax: 818-223-1102 E-mail: mariogomez@maverickinsure.com Website: www.maverickinsure.com

Networked Insurance Agents 443 Crown Point Cir, Unit A, Grass Valley, CA 95945 Phone: 800-682-8476 ; Fax: 888-843-2535 E-mail: sales@networkedins.com Website: www.networkedins.com New England Excess Exchange, Ltd. 57 Parker Rd., Barre, VT 05641 Phone: 800-548-4301 ; Fax: 800-347-4935 E-mail: info@neee.com Website: www.neee.com

www.insurancejournal.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 Partners Specialty Group, LLC 100 Tournament Dr., Ste. 214, Horsham, PA 19044 Phone: 484-322-0400 ; Fax: 484-322-0401 E-mail: mcaviston@psgins.com Website: www.psgins.com Patriot National Underwriters, Inc. P.O. Box 803143, Dallas, TX 75380 Phone: 972-239-1458 ; Fax: 972-233-3487 E-mail: corky.ellis@patriotnational.com Website: www.patriotnational.com PBS Insurance Underwriting Corporation 303 Middletown Park Pl., Ste. F, Louisville, KY 40243 Phone: 502-244-1056 ; Fax: 502-254-1056 E-mail: pbs@pbsinsurance.com Website: www.pbsinsurance.com Pennock Insurance, Inc. 2 Christy Dr., Ste. 301, Chadds Ford, PA 19317 Phone: 800-662-5182 ; Fax: 484-631-0816 E-mail: sub@pennockins.com Website: www.pennockins.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. October 5, 2015 | INSURANCE JOURNAL-NATIONAL

Professional Liability Directory - Alphabetical Directory of Markets Pioneer Programs Insurance Solutions, LLC 201 S. Lake Ave., Pasadena, CA 91101 Phone: 626-204-1921 ; Fax: 626-628-3713 E-mail: Ryoung@pioneerprograms.com Website: www.pioneerprograms.com Prime Insurance Company 303 W. Madison St., Ste. 2075, Chicago IL 60606 Phone: 800-257-5590 ; Fax: 877-452-6910 E-mail: RJL@primeis.com Website: www.primeis.com ProAssurance Mid-Continent Underwriters, Inc. 2 Riverway, Ste. 750, Houston, TX 77056 Phone: 713-965-6850 E-mail: cburton@proassurance.com Website: www.proassurancemidcontinent.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 Insurance Concepts 105 Eisenhower Pkwy, 4th FL, Roseland, NJ 07068 Phone: 973-461-2181 ; Fax: 973-364-9629 E-mail: Donna.Griffin@ProInsConcepts.com Website: www.ProInsConcepts.com Professional Liability Brokers & Consultants, Inc. 175 E. Hawthorn Pkwy, Ste. 310, Vernon Hills, IL 60061 Phone: 847-816-4480 ; Fax: 847-816-4484 E-mail: erv@plbc.com Website: www.plbc.com

Psych Professional Liability, a div of Frenkel & Company 601 Plaza 3, 6th Fl, Jersey City, NJ 07311 Phone: 201-356-0057 ; Fax: 201-356-0055 E-mail: khegel@frenkel.com Website: www.frenkel.com/psychoanalyst-program

PULIC Program – TDC Specialty Insurance Company 1888 Century Park E, Ste. 850, Los Angeles, CA 90067 Phone: 800-537-7362 ; Fax: 866-344-6029 E-mail: info@pulic.com Website: www.pulic.com Quadrant Insurance Managers 501 W. Schrock Rd., Ste. 301, Westerville, OH 43081 Phone: 614-841-1425 ; Fax: 614-841-1426 E-mail: productinfo@quadrant-us.com Website: www.quadrant-us.com 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 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

QuoteNBind.com

Professional Program Insurance Brokerage 371 Bel Marin Keys Blvd., Novato, CA 94949 Phone: 415-475-4300 ; Fax: 415-475-4303 E-mail: info@ppibcorp.com Website: www.ppibcorp.com / www.medispa-inc.com / www.tattoo-ins.com

QuoteNBind.com is an On Line MGA for EPL, Non Profit D&O/EPL, Misc E&O, Real Estate E&O, Web Designer E&O/BOP and Property Managers. 25% commission. A++ paper, Superior Coverage, Quick and Easy plus FUN!!!!

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

RMIS

ProLawyer Insurance, LLC P.O. Box 1657, Newtown, PA 18940-0920 Phone: 215-525-3293 ; Fax: 215-394-7010 E-mail: info@prolawyer.com Website: www.ProLawyer.com

Rockwood Programs, Inc. 3001 Philadelphia Pike, Claymont, DE 19703 Phone: 800-558-8808 ; Fax: 302-764-5477 E-mail: darryl.mccallin@rockwoodinsurance.com Website: www.rockwoodinsurance.com

Promont Advisors, LLC 1 E. Wacker Dr., Ste. 1920, Chicago, IL 60601 Phone: 312-262-3331 ; Fax: 312-262-63301 E-mail: mniemann@promontadvisors.com Website: www.promontadvisors.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

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

RPS Executive Lines 550 W. Van Buren, Ste. 1200, Chicago, IL 60607 Phone: Phone: 312-803-6324 E-mail: executivelines@rpsins.com Website: www.rpsins.com/executivelines

ProWriters 41 Leopard Rd., Ste. 301, Paoli, PA 19301 Phone: 484-321-2335 ; Fax: 484-321-2339 E-mail: info@prowritersins.com Website: www.prowritersins.com

60 INSURANCE JOURNAL-NATIONAL | October 5, 2015

22860 Savi Ranch Pkwy, Yorba Linda, CA 92887 Phone: 714-738-1383 ; Fax: 714-921-1160 E-mail: bbailey@rmismga.com Website: www.RMISmga.com

RPS Healthcare

550 W. Van Buren, Ste. 1200, Chicago, IL 60607 Phone: 312-294-5625 ; Fax: 312-922-7563 E-mail: bill_yurek@rpsins.com Website: www.rpsins.com RPS Plus Companies 520 US Highway 22, Bridgewater, NJ 08807 Phone: 908-685-7650 E-mail: Frank_Figaro@RPSins.com Website: www.thepluscos.com

RPS Technology & Cyber

204 Cedar St., Cambridge, MD 21613 Phone: 800-336-5659 ; Fax: 410-228-7645 E-mail: techCyber@RPSins.com Website: www.RPSins.com/techcyber RT Specialty 500 W. Monroe, 28th Fl, Chicago, IL 60661 Phone: 312-651-6000 ; Fax: 312-651-6096 E-mail: marketing@rtspecialty.com Website: www.rtspecialty.com Russell Bond & Co., Inc. 295 Main St., Ste. 866, Buffalo, NY 14203 Phone: 800-333-7226 ; Fax: 800-677-6779 E-mail: Thollederer@RussellBond.com ; AAmbrose@RussellBond.com Website: www.RussellBond.com SASSI - Salon & Spa Specialty Insurance 21 Maple Ave., Bay Shore, NY 11706 Phone: 888-823-9380 ; Fax: 631-666-7646 E-mail: info@brownyard.com Website: www.sassiagency.com Shelly, Middlebrooks & O’Leary, Inc. 725 Peninsular Pl., Jacksonville, FL 32204 Phone: 904-354-7711 ; Fax: 904-355-7611 E-mail: dc.oleary@shellyins.com Website: www.shellyins.com Smith, Bell & Thompson, a div of Willis Programs 100 Bank St., Ste. 500, Burlington, VT 05401 Phone: 802-658-4600 ; Fax: 802-658-6191 E-mail: willisnhprograms@willis.com Website: www.willisprograms.com

Socius Insurance Services

301 Howard St., Ste. 1030, San Francisco, CA 94105 Phone: 415-778-0310 ; Fax: 415-778-0315 E-mail: Chook@sociusinsurance.com Website: www.sociusinsurance.com Specialty Lines Underwriters 1166 Quail Ct., Ste. 310, Pewaukee, WI 53072 Phone: 262-737-8990 ; Fax: 262-696-4389 E-mail: info@bmgins.com Website: www.specialty-lines.com Strickland Insurance Brokers, Inc. P.O. Box 8010, Goldsboro, NC 27533 Phone: 888-495-4950 ; Fax: 888-997-9970 E-mail: markc@sibrokers.com Website: www.sibrokers.com

www.insurancejournal.com

Professional Liability Directory - Alphabetical Directory of Markets 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 SWBC Insurance Services P.O. Box 791028, San Antonio, TX 78279 Phone: 210-525-1242 ; Fax: 210-525-0054 E-mail: jlarson@swbc.com Website: www.swbc.com Synergy Professional Associates, Inc. 100 Passaic Ave., Ste. 145, Fairfield, NJ 07004 Phone: 973-995-0500 ; Fax: 973-995-0501 E-mail: irad@synergy-ins.com Website: www.synergy-ins.com

U.S. Brokers Network, Inc.

1832 Woodmoor Dr., Ste. 101, Monument, CO 80132 Phone: Jan: 719-488-5502 | John: 201-744-0394 E-mail: submissions@usbrokersnetwork.com or Jan Vaughn - jan@usbrokersnetwork.com John Morrow - john@usbrokersnetwork.com Website: www.usbrokersnetwork.com

U.S. Brokers Network, Inc. is an independent Program Administrator providing admitted and non-admitted Insurance Agents and Brokers E&O products and services to P&C Retail Agents and Brokers, Wholesalers, MGAs, MGUs, and Program Administrators. Coverage is written on a very broad form which eliminates the need for additional coverage parts or manuscript endorsements.

Target Professional Programs 1230 E. Diehl Rd., Ste. 350, Naperville, IL 60563 Phone: 312-855-2042 ; Fax: 866-720-5003 E-mail: Chris.Foley@TargetProIns.com Website: www.TargetProIns.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 124 LaSalle Rd., West Hartford, CT 06107 Phone: 860-519-1301 ; Fax: 860-216-5845 E-mail: info@tennant.com Website: www.tennant.com

The Hanover Insurance Group 440 Lincoln St. Worcester, MA 01653 Phone: 508-855-1000 Website: www.hanover.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 ThinkRisk Underwriting Agency, LLC 347 W. 36th St., Ste. 203, New York, NY 10018 Phone: 646-612-7808 ; Fax: 646-612-7819 E-mail: rkhan@thinkriskins.com Website: www.thinkriskins.com TitlePac, Inc. 201 Eastpointe Dr., Muskogee, OK 74403 Phone: 800-331-9759 ; Fax: 918-683-6842 E-mail: underwriting@titlepac.com Website: www.titlepac.com

www.insurancejournal.com

U.S. E&O Brokers

Victor O. Schinnerer & Co. Two Wisconsin Cir., Chevy Chase, MD 20815 Phone: 301-961-9800 ; Fax: 301-951-5444 E-mail: vos.info@schinnerer.com Website: www.schinnerer.com/programs Western E&O Brokers, Inc. 2155 Louisiana Blvd., NE, Ste. 10100, Albuquerque, NM 87110 Phone: 505-837-2727 ; Fax: 505-837-2828 E-mail: mbeaumont@westerneando.com Website: www.westerneando.com Western Security Surplus Insurance Brokers, Inc. 5800 Granite Pkwy, Ste. 300, Plano, TX 75024 Phone: 888-977-3255 ; Fax: 972-702-0504 Website: www.wssib.com Western Special Risks, Inc. 9059 W. Lake Pleasant Pkwy, Ste. 340, Peoria, AZ 85382 Phone: 888-317-5575 ; Fax: 623-977-4622 E-mail: rwilliams@westernspecialrisks.com Website: www.westernspecialrisks.com 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 Website: www.westernsurplus.com

820 Gessner Rd., Ste.1680, Houston, TX 77024 Phone: 713-984-1370 x 142 ; Fax: 281-480-1335 E-mail: insurance@useo.com or Angela Schroder- angela@useo.com Website: www.useo.com

U.S. E&O Brokers is an independent retail Agent who provides competitive Professional Liability products and services to P&C Retail Agents and Brokers, Wholesalers, MGAS, MGUs and Insurance Companies on a nationwide basis. Coverage is placed with insurers who are rated A- or better. U.S. E&O Brokers has been in this line of business for over twenty years providing excellent coverage, competitive pricing and outstanding service. U.S. Risk Insurance Group 8401 N. Central Expy, Ste. 1000, Dallas, TX 75225 Phone: 800-232-5830 ; Fax: 214-265-4976 E-mail: monte@usrisk.com Website: www.usrisk.com Ultra Risk Advisors 400 112th Ave. NE, Ste. 325, Bellevue, WA 98004 Phone: 425-450-1090 ; Fax: 425-450-1026 E-mail: info@ultrariskadvisors.com Website: www.ultrariskadvisors.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 Woodlands Insurance Services, Inc. P.O. Box 8369, The Woodlands, TX 77387 Phone: 281-367-5010 ; Fax: 281-367-5013 E-mail: drewk@woodlandsinsurance.com Website: www.woodlandsinsurance.com Worldwide Facilities, LLC 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

USG Insurance Services, Inc. 1000 Town Center Wy, Ste. 300, Canonsburg, PA 15317 Phone: kskender@usgins.com Website: www.usgins.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

October 5, 2015 | INSURANCE JOURNAL-NATIONAL

IDEA EXCHANGE

Closing Quote Why is this the case? Very often, the problem is poor execution. The policies and procedures they have in place aren’t being carried out and followed by the people they were designed to protect. The reason for this is because there’s a disconnect somewhere along the lines of communication within the organization.

Perception Versus Reality of Today’s Top Business Threats

I By Ken Ewell

n a risk-filled world, what are the worrisome problems keeping business leaders up at night? To get the answer to this question, The Graham Co. conducted a national survey of 300 senior business leaders to find out exactly what risks concern them most and what they’re doing to protect their organizations. The survey revealed that nearly three-quarters of business leaders are most concerned about potential risk associated with healthcare cost increases and cybersecurity threats to their organizations. Sixty-four percent of respondents felt that their organization was either very well prepared or fairly well prepared to address the risks associated with rising healthcare costs, and 83 percent of respondents felt the same way about employee safety in the workplace. However, only slightly more than half of respondents regularly consult with an insurance or risk management expert to review plans for mitigating risk or completed an IT, network or cybersecurity audit within the past two years. It’s a classic case of perception versus reality. Business leaders perceive that they are taking the adequate measures to protect their organizations, but in reality they’re falling short of doing what’s necessary to mitigate the risk associated with these potential threats.

62 | INSURANCE JOURNAL-NATIONAL October 5, 2015

Risk Management Solutions You might be wondering how you can overcome this challenge with your clients. While a risk management plan for each company is different, you can make some headway by doing the following: Communicate Regularly: Whether you’re an in-house risk management professional or a consultant, making sure you routinely (e.g., weekly or monthly) have check-ins with the powers that be has multiple benefits. These benefits include helping you get ahead of any potential risk factors that would otherwise go unnoticed and getting buy-in from influential decision-makers regarding new policies and procedures. Hone and Optimize: When it comes to insurance and risk management, a set-it-and-forget-it strategy won’t work. There is no one-size-fits-all approach, so you need to make sure you’re shifting your company or client’s approach from passive and general to proactive and specialized. One of the best ways to do this is by regularly (e.g., quarterly or bi-annually) evaluating your risk management program and finding ways to strengthen it. Enhance the Existing Insurance Program: Since there hasn’t been a large amount of catastrophic losses The amount of potential this year, insurance threats facing companies carriers are profitable is constantly growing. and their risk appetite is broadening. If a business has favorable loss experience and modest growth in the exposure basis, you should see rates flatten or even decrease over the next several months. This is a great opportunity to fill in gaps in coverage and negotiate favorable terms for cyber liability policies and other forms of coverage that weren’t as readily available a few years ago. In the modern-day business environment, everything is interconnected and the amount of potential threats facing companies is constantly growing. The complexity of these risks can be overwhelming and sometimes cause business leaders to not take the appropriate actions to mitigate the impact of these potential threats — or, worse yet, assume that the measures in place will do just fine. Ewell is president and chief operating officer of The Graham Co., a Philadelphia-based insurance and employee benefits brokerage firm.

www.insurancejournal.com

Checked out our auto product lately? OUR COMPETITIVE RATES AND OUTSTANDING CUSTOMER AND CLAIM SERVICE ARE MAKING US A TOP CHOICE FOR AGENTS AND BROKERS ALL ACROSS THE COUNTRY.

Look to us for your personal and commercial auto, RV, motorcycle, homeowners and other insurance needs. We’re ready to be your top choice for auto insurance

NationalGeneral.com/GetAppointed

WINNER OF THE 2014 COMPANY OF EXCELLENCE AWARD from the National Association of Professional Insurance Agents (PIA)

www.NatGenAgency.com

Expect big things in workersâ&#x20AC;&#x2122; compensation. Expect to save a third of your clients 30% or more. Most classes approved, nationwide. For information call (877) 234-4450 or visit auw.com/us. ÂŠ2015 Applied Underwriters, Inc., a Berkshire Hathaway company. Rated A+ (Superior) by A.M. Best. Insurance plans protected U.S. Patent No. 7,908,157.