WEST REGION Oregon Workers’ Comp Costs Opioids in California Comp Claims Suit over Kona Beer Proceeding
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Contents September 18, 2017 • Vol. 95 No. 18 • West
West W1 Oregon Workers’ Comp Costs to Drop for 5th Consecutive Year
W1 OREGON WORKERS’ COMP COSTS TO DROP
FOR 5TH CONSECUTIVE YEAR
16 Why the Federal Flood Program Is Sinking Deeper into Debt: CBO Report
W2 Suit over Kona Beer Not Being Brewed in Hawaii Allowed to Proceed
W4 Colorado Police Officer Arrested for Alleged Fraudulent Insurance Claims
8 Risk Managers Cautious About Use of Drones 10 States’ Lawsuit Climates Influence Expansion Decisions, Say Businesses
W2 Husband’s Death Spurs Widow’s $10M Suit Against Oregon Hospital, Doctors
W4 Study Keys on Opioids in California Comp Claims Involving Mental Health
National
18 Hurricane Costs Become Talk of Monte Carlo’s Reinsurance Rendezvous
18
HURRICANE COSTS BECOME TALK OF MONTE CARLO’S REINSURANCE RENDEZVOUS
21 Top 25 P/C Companies: P/C Direct Premium Written Up 4.5 Percent 22 Special Report: Brokers Keep Trucking Market Motoring Despite Insurer Exits 26 Spotlight: 6 Tips to Consider in a Post-Harvey and Irma Homebuilding Market
Idea Exchange
36 2017 Professional Liability Directory
28 Tech Talk: Speed-to-Value and the AI Revolution 30 Minding Your Business: 10 Rules for Family Businesses 32 Why Regulators Should Dump Anti-Rebating Laws 34 The Wedge: 5 Things You Can Do to Double New Business in Your Agency
Departments
54 Closing Quote: Irreplaceable You
W6 People 11 Declarations 11 Figures
26 6 TIPS TO CONSIDER IN A POST-HARVEY
AND IRMA HOMEBUILDING MARKET
4 | INSURANCE JOURNAL | WEST SEPTEMBER 18, 2017
14 Business Moves 20 MyNewMarkets INSURANCEJOURNAL.COM
OPENING NOTE
Write the Editor: awells@insurancejournal.com
Co-Worker Embezzlers
N Publisher Mark Wells mwells@wellsmedia.com
EDITORIAL
SALES
Editor-in-Chief Andrea Wells awells@insurancejournal.com
West Sales Dena Kaplan (800) 897-9965 X115 dkaplan@insurancejournal.com
East Editor Elizabeth Blosfield eblosfield@insurancejournal.com
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Chief Content Officer Andrew Simpson asimpson@insurancejournal.com
Southeast Editor/MyNewMarkets 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 L.S. Howard lhoward@insurancejournal.com
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Advertising Coordinator Columnists Erin Burns (619) 584-1100 X120 Catherine Oak, Bill Schoeffler, Randy eburns@insurancejournal.com Schwantz, Tom Wetzel Insurance Markets Manager Contributing Writers Kristine Honey (619) 584-1100 X132 Richard A. Brown, George Dale, khoney@insurancejournal.com
David Eggert, Donna Gray, Douglas A. Powell, Tom Sims IJ ACADEMY OF INSURANCE Director Patrick Wraight pwraight@ijacademy.com Associate Director Barbara Whiffen bwhiffen@ijacademy.com
ADMINISTRATION
Chief Financial Officer Mark Wooster mwooster@wellsmedia.com
MARKETING
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Chief Technology Officer/ Chief Innovation Officer Joshua Carlson jcarlson@insurancejournal.com V.P. of Design Guy Boccia gboccia@insurancejournal.com Senior Web Developer Chris Thompson cthompson@insurancejournal.com Web Developer Jeff Cardrant jcardrant@insurancejournal.com Web Developer Terrance Woest twoest@wellsmedia.com
early 25 percent of employee thefts involve large-scale losses of more than $1 million and 29 percent are carried out over five or more years. That’s according to a study on embezzlement by specialist insurer Hiscox. High-loss cases often result from schemes that repeatedly divert small sums of money over time, making them difficult to detect. These schemes typically go on for years. The average loss for cases that continued for five years or more was $2.2 million, and for cases lasting 10 years or more, the average loss was $5.4 million. The 2017 Hiscox Embezzlement Study found that U.S. businesses victimized by employee theft lost an average of $1.13 million last year. Small and mid-sized companies (fewer than 500 employees) were disproportionally victimized, representing approximately 68 percent of cases. Funds theft is the most common embezzlement scheme, used in more than one-third of all cases, followed by check fraud (22 percent). Funds theft is most commonly perpetrated by women (56 percent) while 70 percent of check fraud cases occurred at companies with fewer than 100 employees. Although there is no “typical” embezzler, Hiscox reported some common characteristics: a median age of 48 years old; slightly more women than men commit this type of crime (51 percent vs. 49 percent, respectively); and finance and accounting are the most common job functions of embezzlers (37 percent). Embezzlers do not discriminate when picking their targets — businesses of all sizes and industries may be impacted, the report said. Although large companies (500 employees or more) represent only 24 percent of cases, they tend to suffer a higher median loss compared to small and mid-sized businesses ($452,025 vs. $289,864). Of the industries examined, financial services accounted for the highest number of cases of employee theft (18 percent), as well as the highest total loss across industries — at more than $120 million for the year. Five common employee-embezzler traits to watch for, according to Hiscox, are: • Intelligent and curious: Often eager to know how everything in the office works, they learn the processes and manipulate them. FOR QUESTIONS • Extravagant: The may be living a lifestyle REGARDING SUBSCRIPTIONS: Call: 855-814-9547 out of proportion to their salary. Outside the U.S., call 847-400-5951 or you may subscribe or change your address online at: • Egotistical risk-taker: An embezzler is often insurancejournal.com/subscribe a rule breaker in and out of work life. Insurance Journal, The National Property/Casualty Magazine (ISSN: 00204714) is published semi-monthly by Wells Media • Diligent and ambitious: An embezzler may 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 come in early, leave late, and never take vacaper special issue copy, $195 per year in the U.S., $295 per year all other countries. DISCLAIMER: While the information in this pubtions in an effort to keep from being caught. lication is derived from sources believed reliable and is subject to reasonable care in preparation and editing, it is not intended • Disgruntled: Those who feel they are treatto be legal, accounting, tax, technical or other professional advice. Readers are advised to consult competent professionals for application to their particular situation. Copyright 2016 Wells ed unfairly may be tempted to steal to "even Media Group, Inc. All Rights Reserved. Content may not be photocopied, reproduced or redistributed without written permission. the score." Insurance Journal is a publication of Wells Media Group, Inc.
Embezzlers do not discriminate when picking their targets – businesses of all sizes and industries may be impacted.
Andrea Wells Editor-in-Chief
6 | INSURANCE JOURNAL | NATIONAL SEPTEMBER 18, 2017
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National
Risk Managers Cautious About Use of Drones
W
hen it comes to commercial drones usage, 61 percent of risk managers are concerned about the potential for invasion of privacy, according to a 2017 survey conducted by Munich Reinsurance America (Munich Re, US). Other concerns include inadequate insurance (15 percent), personal injury (15 percent) and property damage (9 percent). In August 2016, the Federal Aviation Administration (FAA) issued operational rules allowing for commercial use of unmanned aircraft systems (UAS) or drones in U.S. airspace for operators who complete a certification process. The FAA anticipates commercial drones’ sales to reach 2.7 million by 2020. “With the use of commercial drones soaring, it is revolutionizing how many companies conduct and grow their busi-
nesses,” said Gerry Finley, senior vice president, Casualty Underwriting, Munich Re, US. “Drones can be used by farmers to monitor fields for pest management, or by an energy company to monitor a solar panel ‘farm.’ We may even see drones deliver packages for an online retailer on a daily basis.” Finley said that as the use of drones evolves, the insurance industry will need products and services to help customers manage the property and liability risks involved. The majority of risk managers surveyed (62 percent) expect commercial drone usage to become common practice for businesses in less than five years – a significant increase from the 37 percent who believed this in 2015. Eleven percent consider drone usage already common.
8 | INSURANCE JOURNAL | NATIONAL SEPTEMBER 18, 2017
Since approval of the FAA’s new operational rules last year, one in two (46 percent) risk managers would consider or explore the use of drones within their own businesses, and 7 percent are already using drones to conduct business. “New FAA regulations have encouraged the commercial use of drones across a broad spectrum of industries,” said Tim Brockett, senior vice president, Reinsurance Division, Munich Re, US. “However, they may be at risk since most commercial insurance policies don’t cover or offer very limited liability protection for drones.” Munich Re launched a drone liability endorsement to help address this need. The survey was conducted at the Risk Management Society (RIMS) Annual Conference in Philadelphia in April. INSURANCEJOURNAL.COM
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NATIONAL | News & Markets
States’ Lawsuit Climates Influence Expansion Decisions, Say Businesses
A
n all-time high 85 percent of senior business executives at major U.S. companies say a state’s lawsuit environment is likely to impact decisions about where to locate or expand their business, according to the U.S. Chamber Institute for Legal Reform’s (ILR) new 2017 Lawsuit Climate Survey: Ranking the States. For the first time in the survey’s 15-year history, the survey crowned a new top state, South Dakota, as having the best legal climate for business. Delaware, which had the best lawsuit climate in every previous survey, lost its top position. The survey shows state lawsuit climates overall are improving, and the competition among states is tightening. The difference between states’ individual scores is the smallest it has ever been, meaning that states are competing harder than ever to improve their litigation environments. “If this were a marathon, the pack of runners would be tightening, and running faster. States not keeping
up on legal reform are being passed by,” said ILR President Lisa A. Rickard. But, she cautioned that overall improvement doesn’t mean states have achieved a healthy lawsuit climate. “There’s been progress, but let’s not kid ourselves — the ‘sue ‘em’ culture in the U.S. is still the world’s worst.” In another first for the survey, Louisiana ranked at the bottom nationally. Other perennial bottom-10 states include California (47th) and Illinois (48th). For the third time since 2010, Chicago/Cook County, Illinois, is ranked as the worst local jurisdiction. 24 percent of those surveyed said it has the least fair courts in the country. Other jurisdictions singled out as among the worst include: Los Angeles, Calif.; Jefferson County, Texas; New Orleans/ Orleans Parish, La.; and Detroit, Mich. Harris Poll, a global polling firm, conducted the 2017 Lawsuit Climate Survey through more than 1,300 telephone and online interviews between March 31 and June 26, 2017. Participants were senior business lawyers and executives in companies with annual revenues of at least $100 million. The ranked the fairness of state lawsuit environments across 10 categories including their laws, courts, judges and juries.
Overall Rankings of State Liability Systems 2012 - 2017 STATE South Dakota Vermont Idaho Minnesota New Hampshire Alaska Nebraska Wyoming Maine Virginia Delaware Utah Iowa Massachusetts Indiana Connecticut North Dakota Kansas Maryland Wisconsin Oregon Michigan Hawaii Rhode Island Arizona Ohio Montana Washington New York Tennessee Oklahoma New Mexico North Carolina South Carolina Colorado Arkansas Nevada Pennsylvania Texas Georgia New Jersey Kentucky Alabama Mississippi West Virginia Florida California Illinois Missouri Louisiana
2017 2015 2012 RANK RANK RANK 1 9 11 2 2 16 3 6 6 4 13 4 5 5 21 6 12 13 7 3 2 8 8 3 9 14 12 10 11 7 11 1 1 12 10 9 13 4 10 14 17 19 15 18 14 16 22 25 17 15 8 18 19 5 19 28 33 20 20 15 21 32 28 22 24 27 23 30 29 24 26 31 25 25 17 26 27 30 27 34 45 28 29 22 29 21 18 30 23 26 31 33 42 32 45 44 33 7 20 34 36 39 35 16 23 36 41 35 37 35 37 38 37 40 39 40 36 40 31 24 41 38 32 42 39 38 43 46 43 44 43 48 45 50 50 46 44 41 47 47 47 48 48 46 49 42 34 50 49 49
Scores presented in this table have been rounded to one decimal place, but rankings are based on the unrounded number. Source: U.S. Chamber of Commerce, Institute for Legal Reform
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Figures
Declarations
86
Campus Guns
The number of students a South Carolina private school nurse accidentally disclosed medical information about in a mass email. According to a lawsuit filed by one parent, the nurse asked parents for updates on student medications with an attached spreadsheet.
14,000
$7.85 BILLION
“College campuses as gun-free zones present an environment where murderers, rapists and other criminals may commit crimes without fear of being harmed by their victims.”
— An NRA lobbyist who supported a new Tennessee law to allow state college faculty members to carry guns on campus, with certain restrictions.
Model Marijuana State
“Colorado’s system has become a model for other states and nations.” — Colorado Gov. John Hickenlooper and Attorney General
Cynthia Coffman urged U.S. Attorney General Jeff Sessions to collaborate with recreational pot states on law enforcement and providing the industry access to the federal banking system.
Listening, Learning
“We can’t help but listen to the interviews with people in Houston who have no flood insurance. People react after an event but often forget the message.” — Independent Insurance Agents of Virginia (IIAV) President
and CEO Robert Bradshaw said the organization is motivated to “redouble its efforts” around hurricane preparedness, particularly as it relates to flood damage, after observing Hurricane Harvey’s impact in Texas. Bradshaw said insurers need to rededicate themselves to educating the public on the risks of flooding, as well as coverage options. The Atlantic hurricane season began on June 1 and ends November 30.
B Ware An approximate number of people working in the finance and insurance industries in Sioux Falls, S.D., in 2016. That’s down from a peak of more than 14,700 at the end of 2013. The state’s labor department said healthcare and retail companies are continuing to grow their workforce in the area.
$2.5 MILLION
“Looters Will B Shot.”
— The message a homeowner in the Houston suburb of
Dickinson, Texas, sprayed on dirty sheet of plywood as a warning to looters and scavengers picking through water-damaged properties in the aftermath of Hurricane Harvey.
The amount in initial relief President Donald Trump requested from Congress to help Texas recover from devastation caused by Hurricane Harvey. Texas Governor Greg Abbott said the amount of relief funds needed for the state could go as high as $180 billion. Abbott said Trump and Congress made it clear that the president’s initial request “is just a down payment.”
InsuranceJournal.com
Poll
Which of the following do you think will have the greatest impact (positive or negative) on the P/C insurance industry in the next 25 years? Climate Change 18.91% (132 votes) Technology 49.28% (344 votes)
$25 MILLION
What a woman is suing an Oregon cremation company for, claiming it gave her the remains of a stranger instead of her deceased father.
INSURANCEJOURNAL.COM
Two men have pleaded guilty to defrauding New Jersey and health insurers out of this amount by submitting false claims. Authorities say Matthew Tedesco and Robert Bessey used recruiters, doctors and state and local employees to get reimbursed for phony prescriptions and unnecessary medications.
Demographics 3.72% (26 votes) Economy 8.02% (56 votes) Public Policy and Regulation 8.74% (61 votes) Big Data 9.74% (68 votes) Other: 1.58% (11 votes) Total Votes: 698
SEPTEMBER 18, 2017 INSURANCE JOURNAL | NATIONAL | 11
NATIONAL | Business Moves at Element Risk Management, said in a company press release. “Front Royal should be seeing this type of growth over the next few decades.” Russell Insurance will continue operations in its current location. All staff has been retained.
Hylant, Pinkney-Perry Insurance Agency, Camryn Insurance Service
The Northern United Agents Alliance, G&A Insurance, The Richards Group
The Northern United Agents Alliance (NUAA) of Concord, N.H., has announced that G&A Insurance of Dover, N.H., has joined the NUAA as a participating member, and The Richards Group of Brattleboro, Vermont, has joined as a founder level partner. G&A Insurance is a locally-owned, full-service agency that was formed in April 2011. The team of agents at G&A has been providing customer service and insurance for more than 35 years. As a third-generation family business, The Richards Group has provided local insurance, employee benefits and retirement plan solutions to clients throughout Vermont, New Hampshire and Massachusetts since 1867. The firm employs roughly 120 professionals throughout its 11 offices and serves more than 20,000 clients. The Northern United Agents Alliance is an alliance of independent insurance
agents in New Hampshire, Massachusetts and Vermont dedicated to providing client service through the group’s relationships with its insurance carrier partners. The NUAA partnership was formed in 2011 by four independent insurance agencies and has grown to include 14 agencies.
Element Risk Management, Russell Insurance Agency Inc.
Element Risk Management, a West Chester, Pa., headquartered, privately held insurance firm, has finalized the acquisition of Russell Insurance Agency Inc., based in Front Royal, Va. The acquisition will be Element Risk’s first in the Commonwealth of Virginia and will serve to strengthen its footprint in the Mid-Atlantic region of the U.S. It also serves as the firm’s second acquisition this year. “Northern Virginia is seeing tremendous growth right now, so this acquisition is in line with our goals of growing both through acquisition and organically,” Josh Heebner, partner
14 | INSURANCE JOURNAL | NATIONAL SEPTEMBER 18, 2017
Hylant, based in Toledo, Ohio, has entered into a strategic partnership with PinkneyPerry Insurance Agency Inc., one of the oldest and largest minority-owned insurance agencies in Ohio, and Camryn Insurance Service LLC, a wholly owned subsidiary of Comer Holdings LLC in Detroit, Mich. Through this partnership, the companies will continue to meet the insurance and risk management needs of companies across the United States, including those that value minority business enterprise spend considerations. Since its beginning in 1961, Pinkney-Perry has been a 100 percent minority-owned and -operated insurance and financial services company. Incorporated in Ohio in 1965, it is the oldest and largest minority-owned insurance agency in the state. From its humble beginnings as a writer of primarily homeowners, auto and life insurance, Pinkney-Perry has evolved to one of Ohio’s premier business insurance agencies. Camryn Insurance Services LLC was formed in 2013 as a property and casualty agency with headquarters in Southfield, Mich. Camryn is one of a group of companies
owned by Comer Holdings LLC. Hylant was founded in 1935 and is a full-service insurance brokerage with 14 offices in Ohio, Michigan, Illinois, Indiana, Tennessee and Florida. As a member of the Worldwide Broker Network, Hylant offers complete risk management services, employee benefits brokerage and consultation, loss control, healthcare management and insurance solutions for businesses and individuals.
Charles Taylor, Metro Risk
Charles Taylor plc has agreed to acquire Metro Risk Management LLC, a Southern California-based third-party claims administrator, from Nautilus International Holding Corp. Terms of the deal were not disclosed. MRM provides state and federal workers’ compensation claims administration services to self-insured clients and insurers. Charles Taylor is a public company quoted on the London Stock Exchange.
Arthur J. Gallagher, National Transportation Adjusters
Arthur J. Gallagher & Co. subsidiary, Gallagher Bassett Services Inc., has acquired National Transportation Adjusters Inc. in Scottsdale, Ariz. Terms of the deal were not disclosed. Keith Dunlap and his associates at National Transportation Adjusters will continue to operate from their current location under the direction of Scott R. Hudson, president and CEO of Gallagher Bassett Services. INSURANCEJOURNAL.COM
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NATIONAL | News & Markets
Why the Federal Flood Program Is Sinking Deeper into Debt: CBO Report By Andrew G. Simpson
T
he federal flood insurance program is on a course to continue falling deeper in debt, even when there is no catastrophic storm like Katrina or Harvey. The National Flood Insurance Program (NFIP) is currently on a path that will lead to a shortfall of $1.4 billion because its method for setting premiums has underestimated how much its claims will cost by about $1.1 billion and also because legislated surcharges are about $300 million shy of what’s needed to cover premium discounts given to certain properties, according to the Congressional Budget Office (CBO) report, National Flood Insurance Program Financial Soundness and Affordability. Also, according to part of the analysis that could draw political interest along geographic lines, under the NFIP’s current structure, policyholders living in inland counties are subsidizing policyholders in coastal counties, particularly in southeastern and Gulf Coast states. The CBO report was written before Hurricanes Harvey and Irma hit Texas, Louisiana and Florida. It was issued as Congress is returning to Washington to consider reauthorization of the flood program along with billions in disaster aid for victims of Hurricane Harvey. For this report, CBO analyzed roughly 5 million policies in effect on August 31, 2016, which it said approximate the policies currently in place. CBO’s estimate of expected claims accounts for low-probability, high-cost events, such as Hurricanes Harvey and Irma. As a result, CBO says its estimate is “probably greater than actual costs would be in a typical year, although lower than costs could be in the aftermath of a catastrophic storm.” CBO estimates that the NFIP faces $5.7 billion a year in costs while bringing in only
about $4.3 billion in revenues. NFIP collects about $3.3 in premiums and about $1 billion in surcharges and fees per year. Using commercially available computer predictive models, CBO estimates expected actual claims costs to be about $3.7 billion per year, which is $1.1 billion more than the program’s administrator, the Federal Emergency Management Agency (FEMA), uses in its method of analyzing historical data. Of the total costs of $5.7 billion in CBO’s analysis, $3.7 billion covers claims, $1.1 billion goes to private insurers and brokers for selling and servicing of policies, about $200 million is for salaries, about $200
16 | INSURANCE JOURNAL | NATIONAL SEPTEMBER 18, 2017
million is for flood plain mapping, $200 million is for mitigation grants and $300 million is for interest payments on the $24.6 billion debt NFIP owes the Treasury. On top of the claims cost discrepancy, CBO said the rest of the NFIP’s $1.4 billion shortfall is due to a $300 million gap between discounted rates for certain policies and the money from surcharges created to help cover the costs of those discounts. The discounts are mainly for properties built before the development of flood insurance rate maps (FIRMs) and are meant to prevent hardship on homeowners that might cause some to not buy coverage.
Coastal Counties
CBO examined the contributions of coastal and inland counties to the $1.4 billion difference between NFIP’s total expected costs and premiums and concluded that the overall NFIP shortfall is largely caused by underpricing in coastal
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counties, which account for three-quarters of all NFIP policies nationwide. “The agency estimates that the shortfall for the NFIP program as a whole stems largely from premiums falling short of expected costs in coastal counties, rather than in inland counties,” CBO says. “Although some coastal counties generated surpluses and some inland counties contributed to the aggregate shortfall. On the whole, coastal counties generated a shortfall that was greater than the aggregate shortfall, and inland counties generated a small surplus.” CBO says the difference between coastal and inland counties is influenced by two factors: subsidies built into the NFIP and FEMA’s rate-setting system, both of which favor coastal policyholders.
‘The agency estimates that the shortfall for the NFIP program as a whole stems largely from premiums falling short of expected costs in coastal counties, rather than in inland counties.’ “The result is that most policyholders whose property is at risk of wave damage from storm surges do not pay premiums that cover their expected costs. Instead, the additional expected costs from wave damage are spread broadly among the NFIP’s policyholders, resulting in a cross-subsidy from inland counties (on average) to coastal counties: That is, some of the expected costs associated with coastal policies are covered by higher premiums paid by policyholders in inland counties,” the study says. The fact that premiums on policies for most homes in coastal areas do not cover the expected cost of wave damage from storm surges is important. Storm surge, the report notes, is a significant contributor to flood losses. Over the past 35 years, hurricane-related storm surges have been responsible for 37 percent of claims, followed by inland flooding primarily from rivers, lakes and ponds at 36 percent.
Hurricane-related rain (16 percent), tropical storms (5 percent), and nor’easter coastal storms that typically affect the northeastern and mid-Atlantic states (2 percent). The NFIP had a shortfall in about one-fourth of all 2,984 counties that CBO analyzed; the program had a surplus in the rest of the counties. For most counties, the difference between premiums and expected costs was small. The net shortfall measured over all coastal counties was $1.5 billion, whereas the net surplus measured over all inland counties was $200 million. CBO also found that out of 823 counties
continued on page 53
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with a total of $2 billion in shortfall, 33 of them showed a shortfall of more than $10 million, or nearly 90 percent of the $2 billion total. These 33 counties, which are located mostly along the southeast coast and the Gulf of Mexico, had both large numbers of policies (41 percent of all NFIP policies) and high average shortfalls per
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SEPTEMBER 18, 2017 INSURANCE JOURNAL | NATIONAL | 17
NATIONAL | News & Markets
Hurricane Costs Become Talk of Monte Carlo’s Reinsurance Rendezvous By Tom Sims
A
s Hurricane Irma battered Florida, the cream of the insurance world — gathered in Monte Carlo — was assessing the costs of the storm for the global industry. The takeaway so far: Irma and its predecessor, Hurricane Harvey,, which caused massive flooding in Texas two weeks ago, are likely to take a toll on profits in a sector struggling with thin margins, stiff competition and falling prices. But at this early stage, the damages are not expected to be so excessive that they hit insurers’ capital base in a way that would lift slumping insurance prices or hurt their credit ratings.
Irma is a “major event for Florida and also a major event for the insurance industry,” Torsten Jeworrek, member of the board of the German reinsurance giant Munich Re, told journalists. Along with some 2,500 insurance executives, he is in Monaco for an annual conclave to haggle over reinsurance prices and strike underwriting deals. The meeting typically occurs at the height of the Atlantic hurricane season. Not since Hurricane Katrina in 2005 have catastrophes weighed so heavily. The industry is only slowly coming to grips with Harvey’s likely costs. Munich Re’s Jeworrek said the loss assessment was “com-
18 | INSURANCE JOURNAL | NATIONAL SEPTEMBER 18, 2017
plex” and that it would “take a long time for the necessary estimates, leaving high uncertainty in the market.” He estimated that insured losses for the global industry would total between $20 billion and $30 billion, which would put the storm on a similar scale to Hurricane Sandy in 2012. For Irma, which hit Florida early on Sunday, Sept. 10, after ravaging the Caribbean, the loss estimates are more severe. AIR Worldwide forecasted total insured losses of between $20 billion and $65 billion. The firm’s president, Bill Churney, said he would publish an updated forecast on Monday. All combined, the storms are likely to “translate into an underwriting loss for the year,” said Robert DeRose, senior director at the insurance ratings agency A.M. Best. His firm estimated that $75 billion in insured losses would result in an average industry-wide combined ratio,
a measure of expenses to premium income, of 106 percent compared with 95 percent in 2016. Ratios greater than 100 point to losses. The question for the industry has been whether reinsurers will see such high losses that they can then demand higher prices for their coverage. That would be the first major reversal since Katrina, the costliest natural disaster in U.S. history with insured losses of around $80 billion. The verdict so far among analysts is that profit will take a hit, but the dynamics of capital and pricing will not. “We don’t see this as a market-turning event,” said Brian Schneider of Fitch Ratings. “Pricing is not likely to respond.” Irma’s timing is giving attendees plenty to talk about and in some cases disrupting their own travel plans. Reinsurance broker AON Benfield told some staff who had planned to travel to Monte Carlo to remain to deal with Florida claims, Chief Executive Officer Eric Andersen said. With Monte Carlo’s yachtfilled harbor and billboards advertising private jets offering a contrast to the destruction wrought in Texas and the Caribbean, one journalist asked whether insurers might move their annual meeting to a more modest venue. Monte Carlo is “the place to be at the end of the day,” said Jeworrek. “The industry wouldn’t move to another location to get rid of the reputational damage to its image.” “We will also come next year. You can write that.”
Copyright 2017 Reuters. INSURANCEJOURNAL.COM
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20 | INSURANCE JOURNAL | NATIONAL SEPTEMBER 18, 2017
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News & Markets | NATIONAL
P/C Direct Premium Written Up 4.5 Percent
By Douglas A. Powell
D
irect premium written (DPW) for property/ casualty insurance companies continues to increase, albeit gradually. At year-end
2016, approximately $606 billion of DPW was reported, a record high for the industry. For 2016, total DPW for all P/C insurers aggregately increased 4 percent from 2015, an increase of $23.4 billion. Through the second quarter of 2017, the industry’s growth trend has continued, as DPW for all P/C insurers aggregately increased 4.5 percent from 2016. For the six months ending June 30, 2017, P/C companies comprising the Top 25 insurers in terms of DPW increased their DPW 13.3 percent during the first six months of 2016. This continues the Top 25
insurers’ impressive display of premium growth and financial stability. The Top 25 accounted for 56 percent of the growth in the P/C insurance industry’s DPW. In contrast, the remainder of the industry reported an increase in DPW of 2.4 percent, or $5.9 billion year over year. Although the market continues to exhibit signs of firming and DPW continues to increase, P/C insurers should not expect a traditional hard market in the near future. More importantly, it is possible that the double-digit premium growth experienced in the historical hard market cycles may have
created unrealistic premium growth expectations for this current recovery. It is more realistic that expectations should relate to gradual, stable growth. There is always a fair amount of uncertainty in making projections based on second quarter data, but if the industry holds to its 10-year historical pattern, growth in 2017 would again result in the highest level of year-end DPW ever reported by the P/C industry. Powell is a senior financial analyst with Demotech Inc. Email questions and comments to dpowell@demotech.com.
Top 25 Property/Casualty Companies Based upon dollar amount of direct premium written (DPW) growth Year-to-date results 2017 versus 2016
Company Name
State Farm Mutual Automobile Insurance Co. GEICO General Insurance Co. Stratford Insurance Co. Liberty Insurance Underwriters Inc. GEICO Casualty Co. American Family Insurance Co. GEICO County Mutual Insurance Co. GEICO Indemnity Co. Allstate Fire and Casualty Insurance Co. USAA General Indemnity Co. USAA Casualty Insurance Co. Liberty County Mutual Insurance Co. American Bankers Insurance Co. of Florida GEICO Advantage Insurance Co. Farmers Insurance Exchange Government Employees Insurance Co. United Services Automobile Association Ohio Security Insurance Co. LM General Insurance Co. ACE American Insurance Co. Allstate Vehicle and Property Insurance Co. Auto-Owners Insurance Co. Integon National Insurance Co. NAU Country Insurance Co. Progressive County Mutual Insurance Co.
DPW 6/30/2017
$19,831,055,960 $4,661,208,619 $382,763,406 $1,664,890,626 $2,096,015,446 $623,087,556 $797,234,705 $2,870,509,364 $4,043,457,036 $1,886,597,185 $3,045,908,101 $567,510,433 $2,022,772,924 $647,160,882 $2,168,403,214 $2,866,018,904 $3,803,982,871 $977,508,984 $1,655,506,187 $2,310,937,099 $1,055,267,124 $1,649,258,957 $631,910,766 $1,138,440,243 $1,157,723,108
Top 25 P/C Companies by DPW Growth $64,555,129,700 All Other P/C Companies $252,455,168,112 Total $317,010,297,812
DPW 6/30/2016
$18,260,514,642 $4,213,673,249 $9,333,778 $1,342,546,646 $1,783,811,175 $315,701,635 $507,651,840 $2,581,849,811 $3,765,498,373 $1,615,428,431 $2,788,118,193 $311,729,070 $1,773,126,261 $408,859,979 $1,945,193,044 $2,644,221,503 $3,593,960,181 $770,302,702 $1,454,308,541 $2,113,566,604 $867,659,980 $1,466,491,110 $456,707,592 $974,336,822 $994,503,447
$56,959,094,609 $246,515,741,803 $303,474,836,412
$ Growth
$1,570,541,318 $447,535,370 $373,429,628 $322,343,980 $312,204,271 $307,385,921 $289,582,865 $288,659,553 $277,958,663 $271,168,754 $257,789,908 $255,781,363 $249,646,663 $238,300,903 $223,210,170 $221,797,401 $210,022,690 $207,206,282 $201,197,646 $197,370,495 $187,607,144 $182,767,847 $175,203,174 $164,103,421 $163,219,661
$7,596,035,091 $5,939,426,309 $13,535,461,400
% Growth
8.60% 10.62% 4000.84% 24.01% 17.50% 97.37% 57.04% 11.18% 7.38% 16.79% 9.25% 82.05% 14.08% 58.28% 11.47% 8.39% 5.84% 26.90% 13.83% 9.34% 21.62% 12.46% 38.36% 16.84% 16.41%
13.34% 2.41% 4.46%
Data Source: The National Association of Insurance Commissioners, Kansas City, Mo., by permission. Information derived from an SNL product. The NAIC and SNL do not endorse any analysis or conclusion based upon the use of its data.
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SEPTEMBER 18, 2017 INSURANCE JOURNAL | NATIONAL | 21
NATIONAL | Special Report | Trucking
By Andrea Wells
T
rucking serves as a barometer of the U.S. economy, representing 70.6 percent of all domestic freight transportation tonnage and $676 billion, or 79.8 percent,of transportation revenues in the country. Despite the sector’s size, for many trucking firms, it’s a
rough haul being profitable. “Trucking companies are caught in the middle between the shipper and the consignee so they end up being squeezed on both ends,” according to Michael Birge, president, HUB International’s transportation division.’ Birge says it is an industry that is known for its thin profit margins.
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Plus, it’s an industry with high costs. Labor, equipment, license and compliance, and insurance costs have all been on the rise since 2013, according to an annual survey by the American Transportation Research Institute (ATRI). Rising insurance costs account for the biggest increase in operational costs for trucking firms. Insurance costs rose
by 11 percent from 2013-2014, and rose by 29 percent from 2014-2015, according to ATRI’s “An Analysis of the Operational Costs of Trucking: 2016 Update” published September 2016. “From freight charges going down to fuel surcharges going away to insurance costs going up, it’s very difficult for trucking firms on a micro economic INSURANCEJOURNAL.COM
level to keep making their firms successful businesses,” said Bill Wesley, president of The Campbell Group based in Caledonia, Mich.
Insurance Costs
Commercial auto continues to perform the worst among commercial lines insurance underwriting segments. The trucking industry plays a role on this insurance saga of continued unfavorable loss severity trends and growing adverse loss reserve development. While the commercial auto market is made up of a widerange of vehicles, trucking risks have experienced some of the most dramatic rate increases, at least in the small-to-mid-size fleet category. “Results have not been great for insurance companies writing trucking accounts,” Birge said. Over the past two years numerous carriers – Lexington, Zurich, ProSight Specialty, Westfield – have exited trucking completely or changed their underwriting appetite for certain risks. “Really starting about two years ago is when I think some shifts in carriers started to occur,” said Trent Tillman, executive vice president, transportation division, at TrueNorth Companies. Tillman recalls the parade of departures. “In the fall of 2015, Zurich was a big writer of probably a hundred motor carriers or so, trucking companies. They decided to get out of the auto liability business for truckers, altogether, as they were going through some of their overall reorganizations,” Tillman said. “Really close to the same time, AIG, Lexington in particular, INSURANCEJOURNAL.COM
who wrote a lot of the excess policies, also decided to get out. In fact, they were writing somewhere around 60 to 70 percent of the big excess in trucking. That was a huge exit of the market.” The entire market isn’t bad; however, trucking accounts not deemed as “preferred” are feeling the pressure. “It’s not a universal rate increase across the board but accounts that have issues where there’s loss issues or driver issues or compliance issues, they’re going to see significant rate increases,” Birge said. “Rates for the below average accounts, as perceived by the insurance companies, I’ve never seen this high in my career. It’s unbelievable.”
Segmentation
Trucking insurance brokers agree that the sector can be quite volatile but how volatile varies and depends on the segment of the market. The fact that the volatility is segmented makes the overall market for truckers more manageable and gives specialty brokers opportunities to help. Two years ago, the large fleet trucking market was in turmoil, according to Dan Cook, national primary practice leader, transportation/large accounts, at TrueNorth Companies in Cedar Rapids, Iowa.
‘Trucking companies are caught in the middle between the shipper and the consignee so they end up being squeezed on both ends.’
“When Zurich moved out of the market, they were a major player in the large fleet space. They left at the same time Lexington Insurance, the AIG division, exited the excess liability market for those large fleets.” Together those exits left a significant shortage of capacity in the large fleet space, said Cook. Since that time the large fleet segment has rebounded somewhat but now smaller fleets — those less than 100 trucks — are experiencing the turmoil. “There’s a lot of specialization and segmentation in the truck insurance market from company to company,” Cook said. “When you think about trucking insurance carriers, you could group them into different areas.” Small fleets are typically 0 to 10 trucks. They are served by one group of insurance companies. Mid-market fleets are maybe 10 to 100 trucks. “There’s a lot of those size firms and they’re all privately held, serviced mostly by agents in their local market. That’s a different group of insurance companies.” Then fleets above 250 trucks move into a different group of insurance companies, Cook said. “Part of that, what differentiates a fleet north of 100, is whether they have a low deductible or first dollar program or whether they use some form of alternative risk financing, or large deductible, self-insured retention. “If you think about trucking in that context, you might see one group or segment experiencing rate increases but not another group, so there will be more volatility in small fleet than say large fleet,” Cook explained. That segmentation
helps the overall trucking market as carriers come and go, he said. Thirty-five-year transportation veteran Ken Cummings, assistant vice president, director of marketing for The Campbell Group’s transportation division, said that insurance pricing is competitive for the desired, established trucking companies but newer trucking firms or those with compliance or loss experience concerns are having a rough time in today’s market. “New business ventures in the trucking industry are seeing substantially higher prices,” he said. The insurance market is so difficult for these accounts that Cummings says some truckers have even reconsidered plans to start their own trucking business after finding out the cost of the insurance.
Capacity
There is no a shortage of capacity, the experts say. What’s happened is the “traditional” truck insurers are gaining back market share, according to HUB’s Birge. “The traditional truck insurance companies have picked up a lot of market share because there’s been not only a few that have exited, but there’s been many, many who have re-underwritten and have decided to take a tougher stand,” he said. “Some insurers are now shedding those accounts, either through huge rate increases or actually non-renewing that business which tends to flow back to the traditional truck markets.” These brokers say the trucking market requires a broker who can direct clients through
continued on page 24
SEPTEMBER 18, 2017 INSURANCE JOURNAL | NATIONAL | 23
NATIONAL | Special Report | Trucking continued from page 23 the maze of options and obstacles. The trucking market is hardening because of poor underwriting results, which has opened the door for the alternative risk market, captives, specifically, according to Birge. “That’s a challenge to navigate so having an experienced trucking specialist is more important than ever in today’s climate,” he said. Cummings seconds that. “It’s beneficial to work with specialists because that provides truckers with the availability to access the more competitive markets,” he said, adding that they can also help with claims. “The truck insurance marketplace is not something for people to dabble in,” said Lance Smith, head of trucking division at PJC Insurance based in Springfield, Mo. “It’s not something that you should do, in my opinion. It requires a specialized knowledge. You need to be immersed in that every day. … The regulatory environment, the knowledge, the specialized coverages and information that needs to be provided to insurance carriers is something that needs to be done by somebody that truly understands the business and truly understands the industry.”
Challenges
Brokers who develop an in-depth understanding of trucking issues including regional and compliance differences can excel in this sector, Birge said. “Casting a wider net and being able to focus on trucking beyond just a certain region gives you a lot of opportunities to grow, and that’s what we’ve done. It’s proven to be pretty successful.”
‘In a difficult market like this, there’s an opportunity to find other ways to differentiate ourselves.’ Specialists are helping trucking clients navigate new compliance issues. “One of the things coming along this year is the mandate for trucking companies to have electronic logging devices required by Dec. 18 for anybody that has trucks newer than the year 2000,” Cummings said. “There are a few exceptions but the majority will have to comply with this regulation. That will have an effect on hours of service, which hopefully will bring the majority of drivers into compliance with the regulatory rules right now.” From an underwriting perspective, requiring electronic logging devices (ELD) will make things easier. Historically, some insurers would reject accounts that did not have them. “Now they won’t have a choice,” Wesley said. But while ELDs make securing an insurance market easier, the equipment can be costly for truckers. Wesley says it’s imperative that his clients have ELDs on all trucks by the deadline or face penalties. “We are monitoring and asking questions when we have our visits and/or contact with our clients, just to keep them aware that the clock is ticking and it’s not going away. It will become the rule.” Another area where specialty brokers are helping is with Compliance & Safety Accountability (CSA) scores. CSA scores are the Federal Motor Carrier Safety
24 | INSURANCE JOURNAL | NATIONAL SEPTEMBER 18, 2017
Administration’s data-driven safety compliance and enforcement program designed to improve safety and prevent commercial motor vehicle crashes, injuries, and fatalities. CSA consists of three core components; the Safety Measurement System; interventions; and a Safety Fitness Determination rating system to determine the safety fitness of motor carriers. CSA evaluations and scores are widely used by underwriters. However, they may not be accurate and fair, according to HUB’s Birge. “The methodologies have been challenged, the data has been questioned, as to its accuracy, and it’s hard to get mistakes corrected,” Birge said. “There’s been changes made to improve it and there’s been some recent legislation about the actual formula itself, whether it’s biased in one direction or another,” he said. While there’s criticism of CSA scores, many underwriters still use them. “A lot of people rely on that score as the end-all for whether a risk is acceptable or not,” said Birge. “But people are starting to question it and we’re finally seeing some willingness to change, especially on the insurance carrier side.” Most underwriters have moved to predictive modeling, using this data to derive rates. “There’s a substantial weighting place on these scores. It can really influence whether an account even gets a look by an underwriter, depending on their scores,” he said. If the data and score are not accurate, there can be problems. The underwriters who are flexible and are willing to listen to an alternative story from the
trucker and their broker will write more business, Birge said. “The underwriters that rely strictly on predictive modeling may not see as much business and could be subjected to adverse selection in my opinion.” Smith agrees that CSA scores are a big factor in underwriting. “There’s been so much increase in the data availability, data analytics that’s gone in to the industry over the last few years with carriers trying to adopt predictive modeling and trying to find the data that is actually relevant. Some data is not necessarily predictive but some of it is.” Underwriters are trying to figure out what’s what and sometimes truckers get caught in the middle, Smith said. “The main CSA took effect in 2010 and then there’s been changes to it over the years,” Smith said. “It depends on which side you come down, but I’ll just say there’s a lot of discussion on the methodology and how accurate it really is.” Wesley said that in today’s challenging insurance market, agents and brokers need to find ways to stand out. Specialization will do that. “In a difficult market like this, there’s an opportunity to find other ways to differentiate ourselves,” he said. For trucking that means becoming a true consultant. “You need to be heavy on the consulting, loss control activities, which help to improve truckers’ risk profiles, which again increases their options when they’re actually trying to find coverage options.” Share this article
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NATIONAL | Spotlight | Residential Contractors
6 Tips to Consider in a Post-Harvey and Irma Homebuilding Market By George Dale
T
he images of familiar places underwater in South Texas and Floria haunt us. The spirit of volunteers risking their lives to help strangers emboldens us. But those in the home building insurance industry naturally start to think about the near and medium-term future. The national homebuilding general liability insurance market has been gathering input from clients, brokers and experts, and can share observations. Our focus is on the new home building and general liability. We recognize that there are other aspects such as property and builders’ risk.
1. Skilled Labor Shortages
Skilled labor was a problem before Harvey; now it will be a nightmare. On a national level, the two biggest impediments to new construction are the lack
of land and labor. In Texas, where some report that 10 percent of all new housing was slated to be built in this one state, competition for labor was already a problem. Now, with workers displaced from their homes and competition from other types of construction such as flood repair, we expect the labor shortage to become a bigger problem. Lack of skilled labor not only slows down production, but affects quality workmanship. Helpful hint: After other disasters, some of the builders turned model homes into short-term shelter for their crews. Consult with carriers regarding insurance issues. Also, most builders must increase their quality control efforts for years after a disruption to the labor market to ensure that new crews build to a correct level.
2. Materials
After weather problems in Florida, the
26 | INSURANCE JOURNAL | NATIONAL SEPTEMBER 18, 2017
construction industry was desperate for materials. In particular, drywall and sheetrock became difficult to source locally. In order to keep up with both rehab and new construction, drywall was imported from countries that had lower quality control standards. The impact on homebuilder’s loss runs and carrier profitability is still being felt. Helpful hint: Increase tracking of material sourcing from subcontractors. Require documentation of origin of materials as part of the subcontracting process, and ensure that any deviation from the norm is fully documented and inspected. Increase quality control for the medium term to specifically track sourcing.
3. Building Pads
Building pads that were flooded may need to be reworked depending upon any contamination or water damage. There is so much potentially toxic material in the flood waters that future off-gassing may be an issue. Also, pads may be degraded, based upon excessive water too soon after curing. Helpful hint: Consider spot testing for any INSURANCEJOURNAL.COM
contamination or excessive moisture content before continuing to build homes on top of pads.
4. Flood Insurance
Flood insurance coverage may be more difficult to buy for new home construction as the impact of Harvey hits the National Flood Insurance Program. The lack of privately backed flood insurance may impact the constructability of new subdivisions in the South Texas areas. Helpful hint: Don’t take availability of flood insurance programs for granted going forward. Understand how this may impact the ability to build new housing supplies.
ters. It is difficult to start worrying about the mid-term impacts while people are still out of their homes, but we hope this discussion will help planning processes as our neighbors in South Texas and Florida work together toward recovery.
Share this article with a colleague.
IJMAG.COM/918TP Dale with Cove Programs has worked in the U.S. construction since 1985. Phone: 310-488-5481. Email: george.dale@coveprograms.com.
5. Building Codes
Building codes may change. While as usual most of the damage in Harvey was from water and not wind, expect there would be emergency changes to building codes in the affected area. When coupled with a skilled labor shortage, building compliant homes may be an increased challenge. Helpful hint: Factor extra training for code changes into training superintendents and subcontractors. Hire additional third-party consultants to track changes and ensure all homes are built to any potential changes.
6. Building Speed
Speed of construction will be torn between the lack of materials and labor on one hand and high demand on the other. In an already heated construction market, it will take quite a bit of discipline to build at a steady pace. Helpful hint: “Haste makes waste” has always been a factor in construction quality. After every large setback, there is a tendency to rush the process. Being prudent may be difficult in the short term, but longterm reputation is difficult to repair. Talk to your insurance carrier and broker about revisions to your projections and whether the builder needs any modifications to its insurance program as early as possible.
Conclusion
These are observations and hints from watching this industry over many disasINSURANCEJOURNAL.COM
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SEPTEMBER 18, 2017 INSURANCE JOURNAL | NATIONAL | 27
Idea Exchange
Tech Talk
Speed-to-Value and the AI Revolution By Tom Wetzel
T
he term “speed-to-value” has been around as a management maxim for decades but is being reborn in the digital age — and its application for agents today is perfectly timed. Here’s why. Speed-to-value refers to the need to continually develop innovative products and get them to market quickly. In our
industry, much of this responsibility falls to insurance carriers. For agents, speed itself is a value — being as responsive as possible to the customer, responding in real time to questions and requests, and delivering quotes and forms in hours instead of days. An agency’s digital tools are critical in the speed-tovalue equation, including an up-to-date website that offers multiple contact options and easy-to-use features such as chat, a client portal and/or an agency-branded mobile app. The artificial intelligence (AI) revolution is also linked to speed-to-value. Most of America is already using AI in some form, e.g., Watson, Siri, Cortana, web page rankings, and recommendation systems
such as Amazon. Rather than dismissing the prospect of the virtual agent, agents need to find ways to adapt and respond to it. “There are many steps agents can take today to improve delivery time of services,” said Steve Anderson, a technology authority for agents. “Agents say they provide good service, but are only open 9-to-5. People expect to be able to access information using a variety of communication platforms, including text messaging, online client portals with access to client real-time information, as well as extended office hours.” Ron Berg, executive director of the Agent’s Council for Technology (ACT) said AI can help agents in the form of machine learning, otherwise known as chatbots or robo-advisors. “Agents will be able to use these tools to supplement their existing staff and provide agency website-based guidance for consumers and customers,” Berg said. “This can help agency staff by taking time off
28 | INSURANCE JOURNAL | NATIONAL SEPTEMBER 18, 2017
their plates to have the chatbots answer basic and specific questions on coverages, options, and many other related issues. Agents should think of chatbots as “guided conversations,” according to Anderson. “Chatbots combine machine learning and conversational computing to provide the ability to answer common questions using multiple types of devices,” he said. “I see two potential iterations of these conversations: internal and external. I suspect for insurance agencies, the use of internal guided conversations could come more quickly. I call it employee augmentation because it uses a knowledge base that can be accessed by any employee to answer common (and maybe not-so-common) questions from clients.” This allows everyone in the organization to answer these questions accurately and quickly the first time, without having to look up information. As new employees are brought into the organization, this also
becomes a great training tool and allows that new employee to get “up-to-speed” faster. According to Anderson, one agency that is testing a guided conversation for an automated annual homeowners renewal process has had success. “An email is sent with a link to the conversation which the homeowner can complete in less than five minutes on any device, mobile or desktop,” he said. So far, the agency reports a 16 percent completion rate of these renewal reviews and approximately 35 percent of the completions go through a mobile device, he said. As important as speed is, Bill Wilson of Insurance Commentary offers a caveat. “Consumers need to understand that, from a service standpoint, their insurance programs are not like buying consumer goods on Amazon. They are creating and modifying complex legal contracts,” he said. "It’s important to be responsive, but when most of your assets and potentially a big chunk of your income are on the line, some steps in the process must be deliberate and thorough no matter how long they take.” Share this arti-
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Wetzel heads his own insurance marketing firm that specializes in web design and social media programs for agents through its Social Media Content Roadmap. www.wetzelandassociates. com. Email: twetzel@wetzelandassociates.com. INSURANCEJOURNAL.COM
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10 Rules for Family Businesses until you need to hire someone and/or they have the appropriate qualifications.
2. Have the family member work somewhere else first. They must prove to
themselves, to you and to the other employees that they can succeed on their own. It is not critical that it be in an insurance company or agency, although this would be helpful. It also is far healthier for the business to have them come in with some outside experience, fresh ideas and training.
By Catherine Oak and
3. Treat family members the same as any other employees. Family members might try harder or they might not try at all. They need motivation from the boss, just like any other employee. Apply all agency rules to family members and adhere strictly to performance evaluations and salary administration. Give family members responsibility and authority as they
become ready for it. Don’t second-guess their decisions within the parameters of authority you have granted. This is difficult to do with any employee and much more troublesome with family members, especially children. Avoid the two extremes — either cutting them too much slack or riding them harder than other employees.
4. If possible, have family members report to non-family employees. Just
because someone has the same last name as the owner does not mean they have the same level of authority, and everyone needs to know this. Keep in mind to treat them like any other employee. See rule No. 3.
5. Build a firewall between family and business issues. Never discuss family
matters in front of other people in the agency. Use the family member’s name and try not to call each other dad, mom
Bill Schoeffler
F
amily businesses are the backbone of the U.S. economy. They generate more than 50 percent of the gross domestic product (GDP) and more than 70 percent of job creation. However, only about one-third survive into the second generation, and 12 percent into the third generation. The secret to a successful family business is to treat it like a business, not as an extension of the family. There are many family-run insurance agencies. The successful ones tend to incorporate the following 10 basic tenants.
1. Do not create a job for a family member. Either you have an opening for which the family member qualifies, or you do not. If there is no suitable opening, wait
30 | INSURANCE JOURNAL | NATIONAL SEPTEMBER 18, 2017
INSURANCEJOURNAL.COM
or junior during business hours. Do everything that you can to de-emphasize the family relationship when around other employees. Likewise, don’t discuss business at family gatherings, because this can put a strain on family relationships and bore other people in the family.
such as CPAs, attorneys or consultants. If there often seem to be impasses, it might be a good idea to give voting rights to the non-family board member.
9. Sell the business and don’t gift it. Most people do
6. Be clear about the business succession plan. Family mem-
bers should know the perpetuation plan so they know what is expected from them long before they are old enough to come into the agency. Don’t expect them to read minds. Pay attention to any child that might resent all the time in the past that was spent with the agency instead of them. Passive aggressive behavior by a jilted child can be very destructive to the business. Also, rivalries between siblings also can wreak havoc on an otherwise successful business. If necessary, heal old wounds with the help of professional counseling. It is also recommended that children who are not associated with the agency should not be owners. Non-active owners might not appreciate what it takes to run the business and sometimes are a “fly in the ointment.”
7. Have one clear successor. It usually is
not appreciate something they got for free. The concept is that if they pay for it, or have to sacrifice something for it, they will value it more and do a better job of running the agency. Also, keep the IRS in mind. You must properly value the ownership you turn over to family members either through gifts or cash transactions.
10. Make sure all participating family members agree to these guidelines. There is no sense havA&M IJ Self Serve.pdf 1 in 5/16/16
Share this article with a colleague. IJMAG.COM/918TN Oak is the founder of the international consulting firm, Oak & Associates, based in Northern California. Schoeffler is an associate of the firm. The firm specializes in financial and management consulting for independent insurance agencies, including valuations, mergers and acquisitions, clusters, sales and marketing planning as well as perpetuation planning. Phone: 2:29 PM707-936-6565. Email: catoak@gmail.com.
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never a good idea to leave a business to Y two people (family members or not) on a 50/50 ownership split. The buck always CM has to stop some place. Two siblings can MY already have some built-in differences of CY opinion that make decisions more difficult to handle effectively. It can work in someCMY cases, but these are the exceptions. At a K minimum, put one outside person on the board of directors as a deciding vote. See rule No. 8.
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ing guidelines or rules if no one agrees to them or if the rules are sporadically implemented. All family members must buy-in to these “rules” for the family business or they cannot be a part of it. This is where tough love comes into play. Children do best when the rules are clearly spelled out and consistently followed. The new motto needs to be “it’s nothing personal, it’s just business.”
8/30/17 1:05 PM
SEPTEMBER 18, 2017 INSURANCE JOURNAL | NATIONAL | 31
Idea Exchange
Regulation
Why Regulators Should Dump Anti-Rebating Laws This is easy to allege and costly to defend. Most states deal with rebating as an unfair business practice largely modeled on the National Association of Insurance Commissioners Model Unfair Trade Practices Act. Section H provides in relevant part:
By Richard A. Brown
F
or the commercial property and casualty, and employee benefits segments of the insurance industry, anti-rebating laws are both nonsense and anti-consumer. Competition is intended to protect competitiveness in the marketplace, not to protect competitors. Producers need to be able to provide volume-based services to medium and larger clients. It should make no difference whether insurers, agents or brokers negotiate prices to be competitive. But the commercial property and casualty and employee benefits industries often are effectively barred from providing market competitive services that their clients want and need because it can be impossible to determine whether some aspect of bundled or value-added services will potentially run afoul of a particular state’s anti-rebating rules. No one wishes to be on the receiving end if a competitor complains to regulators that it lost business to a producer who provided a supposed rebate.
“Except as otherwise expressly provided by law, knowingly permitting or offering to make or making any life insurance policy or annuity, or accident and health insurance or other insurance, or agreement as to such contract other than as plainly expressed in the policy issued thereon, or paying or allowing, or giving or offering to pay, allow, or give, directly or indirectly, as an inducement to such policy, any rebate of premiums payable on the policy … or other benefits thereon, of any valuable consideration or inducement whatever not specified in the policy … or anything of value whatsoever not specified in the policy.” For larger commercial property and casualty and employee benefits accounts, why must “other benefits,” such as rebates or discounts need to be specified in the policy?
Sky Did Not Fall
California abolished antirebating in 1993 with
32 | INSURANCE JOURNAL | NATIONAL SEPTEMBER 18, 2017
Proposition 103. The sky did not fall. Consumers were advantaged, not harmed. The insurance markets have changed considerably since anti-rebating laws first appeared on the books more than 100 years ago. Insurance regulators no longer need to protect the small independent agents from larger competitors. Each served entirely different markets. Nor is there any need to protect insurers from discounting folly that would threaten their solvency. Today’s capital adequacy and other regulatory requirements eliminate the risk of insurer insolvency relevant to rebates or discounting.
No one wishes to be on the receiving end if a competitor complains to regulators that it lost business to a producer who provided a supposed rebate. This is easy to allege and costly to defend. The anti-rebating rules have been an anachronism for years. Their continued reach prevents insurance brokers from providing cost-effective services for clients at a time when costs continue to rise, particularly in the employee benefits area. For state and federal
compliance obligations that a brokerage firm undertakes to administer complex employee benefits plans, including health insurance, it should be fairly compensated for those services provided that its compensation is fully disclosed to the client. In the sophisticated INSURANCEJOURNAL.COM
employer community, there is an expectation that their insurance broker can provide all-encompassing, one-stop shopping to reduce their insurance and employee administrative costs. Many brokers and commercial insurance buyers provide services that go far beyond simply
“
placing the insurance as part of a package of bundled services negotiated with the client. Why should the provision of services be restricted to what the insurance policy says? The policy provides for defined coverage and commission compensation for the producer. Essentially nothing more, nothing less. So long as the producer compensation is fully disclosed to the insurance buyer, it should make no difference how the producer deals with its commission compensation to satisfy the client’s needs. As a service that clients want, an employee benefits broker should be able to offer IRS Section 125 (discrimination) and Department of Labor
Section 5500 form assistance to clients as part of a package of bundled insurance services. Similarly, where the client desires a comprehensive relationship with a broker, there is no good reason why the broker should not be able to provide even payroll or other services, or refer the client to a preferred provider that offers such services for a discount.
provide the services that consumers want, need and wish to buy at a competitive price. It is high time for the National Association of Insurance Commissioners to update the Model Unfair Trade Practices Act to reflect today’s market realities for larger commercial insurance and employee benefits insureds. Share
Protect Consumers, Not Competitors
IJMAG.COM/918CU
Regulators need to seriously return to protecting the consumer — not competitors — to allow the commercial property and casualty industry and the employee benefits industry, insurers and producers alike, to
this article with a colleague.
Brown is an insurance regulatory attorney. He regularly represents industry participants in sophisticated regulatory and other matters. Email: RAB@InsuRegulatory.com. Website: www.InsuRegulatory.com.
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7/28/17 3:39 PM
SEPTEMBER 18, 2017 INSURANCE JOURNAL | NATIONAL | 33
Idea Exchange
The Wedge
5 Things You Can Do to Double New Business in Your Agency in about three years. If they can turn this thing around, this next generation can make a lot of money, too. If not, it could be a tough 10 years trying to pay off the note. With that, I gave him a five-part plan.
Part I, Motivation
By Randy Schwantz
A
n agency owner named John called me up and said in a very sober tone, “We need to double our new business, can you help us?” John told me how he is the top producer and had just inherited the job of sales manager. He told me that they had a nice agency, over 50 years old and a lot of really good people. When I asked how many of them were contributing to new production, he said, “only a few.” "Why?" I asked. John told me that their agency has been run for almost 20 years by the same leadership team. He referred to it as “old school.” He said that the leaders are great community guys, know everyone and are very concerned about how they are perceived in the community. Firing someone for a lack of production would give them a black eye, so they haven't fired an underperforming producer in almost 20 years. He said they didn’t have much of a hiring process either. If a client had a son or daughter graduating college, they’d gladly offer them a job. As a result, the agency has a lot of people on the payroll not producing very much. Employees have an agreement in place to start buying agency stock from current leadership
I told John he quickly needs to determine who’s got some “fire in the belly” and who doesn’t. And for those who do, he needs to put on growth steroids. Most producers have never thought about how much money it takes to fund the cars, universities, weddings, plus their own retirement. Some are not motivated by money, but they are scared of not having money. I gave him a three-part process that is guaranteed to scare people and create enough pain for them to pay attention to how they are going to grow their books.
Part II, Time Utilization
It’s easy to get overwhelmed with renewals after being in the business for five-plus years. Most producers have a handful of large accounts and a basket full of small accounts that make very little money and waste a lot of their time. That’s one reason they aren’t prospecting like they could. I suggested he have his producers print a list of all the accounts. Let them do the analysis, then put their results up on a big screen for all to see. Producers will discover that about 80 percent of their revenue comes from only 20 percent of their accounts. Thus only 20 percent of their revenue
comes from 80 percent of their accounts. It’s not unusual that most producers can write one or two more of their large accounts to replace the small accounts. In so doing, they get rid of a huge part of their workload … and are now freed up to sell and make more money.
Part III, Differentiation
Have producers write down what they believe makes them different from their competition. Have them put their names on it. Write them all on a whiteboard. Then play a little game. Have the producers roleplay as if they are the buyers. Read these things off to all the producers one at a time and have them vote on it. If it is unique or could be leveraged as different, keep it on the whiteboard. If not, erase it. This accomplishes two things. One, it helps them discover that what they thought makes them different isn’t different at all. And, this is why selling is so hard for them. Second, it opens the door to creating differentiation, which could help them and give them something concrete to sell, not just fluff.
Part IV, Confidence
John agreed that confident people outperform those who are not confident or
have to fake that they are because of the culture. There are two things that create confidence — skills and knowledge. When people know what to do and how to do it, they have confidence. When they don’t, they might fake confidence, but that’s all it is … fake. Fakers generally have excuses for why they aren’t selling. To create confidence, an agency needs a sales process. Then producers need to role-play it over and over until it becomes second nature. I suggested he think about his athletic career and how much time he spent in the weight room, watching film, studying his play book and at practice. Without the hard work, it’s arrogant for anyone to think they have it down.
Part V, Accountability
Most agencies do not have a culture of accountability. They just let underperformers linger until they die of starvation and quit. It’s expensive to operate that way,
and it kills morale. Here is how to implement the 3 Cs of accountability. 1. Contract: Have something in writing, an agreement. Now they have some thing specific they are responsible for. 2. Count: Accountability requires a counting system. If producers are supposed to make 100 dials, or go on four appointments a month, and the agency doesn’t know if they did or didn’t, then there is a problem. 3. Consequences: The most important piece ultimately is the consequence. If a driver got a speeding ticket but never had to pay the ticket, it’s not likely the driver’s behavior would change. Consequences drive behavior change. Get your producers motivated. Help them eliminate low payoff activities in exchange for high-value activities. Help them create difference, something con-
crete to sell. Build their confidence by teaching them a proven sales system. Then help them develop skills and knowledge.
Get your producers motivated. Help them eliminate low payoff activities in exchange for high-value activities.
Finally, create a culture of accountability with a system that has consequences defined in advance and takes the emotion out. Do these things and you will double your new business. Share this article with a
colleague. IJMAG.COM/918DO Schwantz is founder of The Wedge Group. Phone: 214-446-3209. Website: www.thewedge.net. Email: randy@thewedge.net.
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SEPTEMBER 18, 2017 INSURANCE JOURNAL | NATIONAL | 35
Welcome to Insurance Journal’s 2017 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.
Accountants Liability Company
Allied Health Care Professional Liability
Agency Marketing Services All Risks, Ltd. All Solutions PBS, LLC Allsouth Professional Liability Alta Professional Insurance Services (MI) AMIS/Alliance Marketing & Insurance Services Arlington/Roe Betty Harder & Associates, Inc. CNA Cooper & McCloskey, Inc. CPA Protector Plan Donald Gaddis Co., Inc. Insurance Svcs Founders Professional Fox Point Programs Gumtree Wholesale Insurance Brokers, Inc. Herbert H. Landy Insurance James River Insurance Company Jamison Risk Services Keystone Insurance Services, Inc. McGowan, Donnelly & Oberheu, LLC (MDO) Monitor Liability Managers N-Surance Outlets, Inc. Navigators Pro NeitClem Wholesale Insurance Brokerage, Inc. Norman-Spencer International, Inc. Philadelphia Insurance Companies Prime Insurance Company Professional Liability Brokers & Consultants, Inc. Professional Underwriters Agency, Inc. R.E. Chaix & Assoc. Southern Insurance Underwriters, Inc. CMGA Specialty Insurance Managers, Inc. Target Professional Programs The Hanover Insurance Group U.S. Risk Insurance Group, LLC Western E&O Western Security Surplus Insurance Brokers, Inc. Western Surplus Lines Agency, Inc.
States AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX All States All States Multiple – please contact us. IN IL MI MN OH WI 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 Most States All States except VT All States All States except AK All States (varies based on class of business) AL AR KS KY LA MO MS TN TX All States except AK KY NH WA (includes Tax Preparers & Bookkeepers) All States All States except AK NV TX All States All States FL GA LA TN All States AZ CA NV All States All States except LA Most States All States All States CA AL FL GA MS NC SC TN AR MO NM OK TX All States Most States All States Most States AZ CA CO FL NV OR TX UT WA LA ND NM OK TX
36 | INSURANCE JOURNAL | NATIONAL SEPTEMBER 18, 2017
Company
States
A.I.I. Insurance Brokerage of Mass., Inc. Access E&S Insurance Services (VA) Agency Intermediaries, Inc. Agency Marketing Services Agentic Insurance, LLC
MA RI DC DE GA IL MD NC NJ NY OH PA SC TN TX VA CT AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX DC DE FL MD NJ NY PA VA
Allsouth Professional Liability AmWINS Group, Inc. - 80 Offices Nationwide Anderson & Murison, Inc. Appalachian Underwriters, Inc. ARC West Coast Excess & Surplus Brokerage, LLC Arlington/Roe Artex Risk Solutions, Inc. Ashley General Agency Atlantic Risk Specialists Benchmark Management Group, Inc. Braishfield Associates, Inc. Burns & Wilcox — All Offices CID Insurance Programs, Inc. Citadel Insurance Services, LC CNA Construction Insurance Partners
All States Multiple – please contact us. All States CA All States All States All States (includes Social Services) All States TX All States IL IN WI All States All States AZ CA CO ID MD NE NM NV OR PA TN TX UT WA All States All States All States
Delta General Agency Corp. Donald Gaddis Co., Inc. Insurance Svcs Eaton Professional Insurance Services Executive Insurance Professionals, PLLC Gumtree Wholesale Insurance Brokers, Inc. International Excess Companies J.M. Wilson James River Insurance Company Jimcor Agencies Joseph Krar & Associates, Inc. Keystone Insurance Services, Inc.
TX All States CA CA OK GA TX AL AR KS KY LA MO MS TN TX 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 CT DE FL GA MA MD NH NJ NY OH PA RI TX WV CT MA RI TX
All Risks, Ltd. All Solutions PBS, LLC
Cooper & McCloskey, Inc.
All States
Most States
INSURANCEJOURNAL.COM
Allied Health Care Professional Liability (continued) Company
King Insurance Support Systems M.J. Hall & Company, Inc. MarketScout Maverick Commercial Insurance Services MAXIMUM McGowan, Donnelly & Oberheu, LLC (MDO) Morstan General Agency, A div of Hull & Co., Inc. Navigators Pro NIF Group, Inc. Norman-Spencer Agency, Inc. Patriot National Underwriters, Inc. PBS Insurance Underwriting Corporation Pennock Insurance, Inc. ProAssurance Mid-Continent Underwriters, Inc. Professional Liability Specialists Professional Program Insurance Brokerage Promont Advisors, LLC ProWriters Quaker Special Risk - FL MA NJ NY offices Quirk & Company R.E. Chaix & Assoc. RMIS Rockwood Programs, Inc. RPS Healthcare Russell Bond & Co., Inc. SCU - Middletown Shelly, Middlebrooks & O’Leary, Inc. Sierra Specialty Smith, Bell & Thompson, Inc. Southern Insurance Underwriters, Inc. CMGA Specialty Insurance Managers, Inc. Specialty Lines Underwriters Sullivan Brokers Wholesale Ins. Solutions Tejas American General Agency Tennant Risk Services The Hanover Insurance Group tKg Wholesale Brokerage U.S. Risk Insurance Group, LLC Ultra Risk Advisors USG Insurance Services, Inc. USX/S VGM Specialty Underwriters W. Brown & Associates Insurance Services Western Special Risks, Inc.
States Nationwide AK AZ CA HI NV All States All States All States All States All States All States All States All States OK TX All States except AK KS DC DE FL GA 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 CA AZ CA IA IL IN MI MN MO NE NM NV OH OR TX WI All States (varies based on program) All States Most States All States AL FL GA MS NC SC TX All States All States AL FL GA MS NC SC TN AR MO NM OK TX IL IN WI All States AR LA NM OK TX All States Most States All States All States All States All States All State All States CA AZ NV
Architects & Engineers Liability Company
States
Access E&S Insurance Services (VA) Agency Marketing Services Agentic Insurance, LLC Alexander J. Wayne & Associates, Inc.
DC DE GA IL MD NC NJ NY OH PA SC TN TX VA AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX DC DE FL MD NJ NY PA VA All States
All Solutions PBS, LLC Allsouth Professional Liability Alta Professional Insurance Services (MI) AMIS/Alliance Marketing & Insurance Services AmWINS Group, Inc. - 80 Offices Nationwide Anderson & Murison, Inc. Appalachian Underwriters, Inc. ARC West Coast Excess & Surplus Brokerage, LLC Arlington/Roe ARMR.Network - Better Insurance By Design Ashley General Agency Bailey Special Risks, Inc. Baker Insurance and Bonds, LLC Benchmark Management Group, Inc. Berkshire Hathaway GUARD Insurance Companies Boston Insurance Brokerage Braishfield Associates, Inc. Burns & Wilcox — All Offices Business Risk Partners Capitol Special Risks, Inc. Citadel Insurance Services, LC
All States Multiple – please contact us. IN IL MI MN OH WI All States All States CA All States All States All States All States TX All States except AK HI All States IL IN WI Most States All States All States All States All States All States All States (includes Oilfield Consultants PL/GL) All States All States All States Most States All States CA All States CA AZ CA FL NV NY OR UT MN MT ND SD WI WY Most States CA OK GA TX All States except AK All States (varies based on class of business)
All Risks, Ltd.
CNA
Commercial Sector Insurance Brokers, LLC Construction Insurance Partners Cooper & McCloskey, Inc. Crouse & Associates DFCORBY Insurance Services
Donald Gaddis Co., Inc. Insurance Svcs Eaton Professional Insurance Services eKo Specialty Insurance Services, Inc. Erickson-Larsen, Inc. Euclid Architects & Engineers Executive Insurance Professionals, PLLC Founders Professional Fox Point Programs
INSURANCEJOURNAL.COM
Architects & Engineers Liability (continued)
All States
Company
Freberg Environmental, Inc. G.J. Sullivan Company Gorst & Compass Insurance Gumtree Wholesale Insurance Brokers, Inc. Hall & Company Hill Program Managers, LLC Indemnity Excess & Surplus Agency, Inc. International Excess Companies 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 MarketScout MAXIMUM Monarch E&S Insurance Services Morstan General Agency, A div of Hull & Co., Inc. N-Surance Outlets, Inc. Navigators Pro NeitClem Wholesale Insurance Brokerage, Inc. Networked Insurance Agents New England Excess Exchange, Ltd.. Norman-Spencer Agency, Inc. Norman-Spencer International, Inc. Patriot National Underwriters, Inc. Professional Insurance Concepts Professional Liability Brokers & Consultants, Inc. Professional Liability Specialists Professional Underwriters Agency, Inc. ProWriters Quadrant Insurance Managers Quaker Special Risk - FL MA NJ NY offices Quirk & Company R.E. Chaix & Assoc. Roush Insurance Services, Inc. RPS Executive Lines RT Specialty SCU - Middletown Shelly, Middlebrooks & O’Leary, Inc. Sierra Specialty Southern Insurance Underwriters, Inc. CMGA Specialty Insurance Managers, Inc. Specialty Lines Underwriters Sullivan Brokers Wholesale Ins. Solutions Target Professional Programs Tejas American General Agency Tennant Risk Services The Hanover Insurance Group tKg Wholesale Brokerage Tokio Marine/HCC
U.S. Risk Insurance Group, LLC
USG Insurance Services, Inc. USX/S Victor O. Schinnerer & Company W. Brown & Associates Insurance Services Western E&O Western Security Surplus Insurance Brokers, Inc. Western Special Risks, Inc. Western Surplus Lines Agency, Inc. Woodlands Insurance Services, LLC Worldwide Facilities, LLC
States All States CA CA AL AR KS KY LA MO MS TN TX All States All States Western States All States OH All States CT DE FL GA MA MD NH NJ NY OH PA RI TX WV CT MA RI 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 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 MD ME NH NJ NY OH PA RI VT All States All States OK TX All States All States All States All States All States All States Most States (includes Construction Mgrs) LA NM OK OR TX WA CA IL IN OH All States All States All States AL FL GA MS NC SC TX All States AL FL GA MS NC SC TN AR MO NM OK TX IL IN WI All States All States AR LA NM OK TX All States Most States All States All States (Includes Contractors PL All States All States All States Most States CA Most State AZ CA CO FL NV OR TX UT WA AZ NV LA ND NM OK TX Most States All States
Beauty/ Barbar Shop E&O Company
States
All Risks, Ltd. All States All Solutions PBS, LLC All States AMIS/Alliance Marketing & Insurance Services All States Ashley General Agency TX Cooper & McCloskey, Inc. Most States Donald Gaddis Co., Inc. Insurance Svcs All States Erickson-Larsen, Inc. MN MT ND SD WI WY First Choice Insurance Intermediaries, Inc. CA CT DE FL GA KS LA MA MD MO NC NJ NV NY PA OH OR SC TN TX VA WA International Beauty Brokerage AZ CA NV Irwin Siegel Agency, Inc. All States Joseph Krar & Associates, Inc. CT MA RI MacNeill Group, Inc., CMGA FL NC SC VA Professional Liability Ins. Svcs - Underwriting Facilities All States Professional Program Insurance Brokerage All States RMIS AZ CA IA IL IN MI MN MO NE NM NV OH OR TX WI SASSI - Salon & Spa Specialty Insurance Most States Shelly, Middlebrooks & O’Leary, Inc. AL FL GA MS NC SC TX Sierra Specialty All States
SEPTEMBER 18, 2017 INSURANCE JOURNAL | NATIONAL | 37
Beauty/Barber Shop E&O (continued) Company
USASIA Insurance Services VGM Specialty Underwriters Western Security Surplus Insurance Brokers, Inc.
Cyber Liability (continued)
States
Company
AZ CA All States AZ CA CO FL NV OR TX UT WA
Crime Company
All Risks, Ltd. All Solutions PBS, LLC Alliant Insurance Services Alta Professional Insurance Services (MI) AMIS/Alliance Marketing & Insurance Services Axis Insurance Services, LLC Baker Insurance and Bonds, LLC Brownyard Group Business Risk Partners Capitol Special Risks, Inc. Chubb Cochrane and Company Commercial Sector Insurance Brokers, LLC Cooper & McCloskey, Inc. Donald Gaddis Co., Inc. Insurance Svcs Eastern E&O Brokers, Inc. eKo Specialty Insurance Services, Inc. Gerald J. Wilkoff, Inc. Izzo Insurance Services, Inc. Jamison Risk Services LevelFirst Navigators Pro Networked Insurance Agents Norman-Spencer Agency, Inc. Philadelphia Insurance Companies Prime Insurance Company Professional Insurance Concepts ProSurance Group, Inc. RPS Technology & Cyber RT Specialty SCU - Middletown Southern Insurance Underwriters, Inc. CMGA Sullivan Brokers Wholesale Ins. Solutions The Hanover Insurance Group U.S. Risk Insurance Group, LLC USASIA Insurance Services W. Brown & Associates Insurance Services Western E&O Woodlands Insurance Services, LLC Worldwide Facilities, LLC
States All States All States All States IN IL MI MN OH WI All States All States All States Most States (includes first & third party dishonesty) All States All States All States AK AZ CA CO ID MT ND NM NV OR UT WA WY All States Most States All States Most States AZ CA FL NV NY OR UT All States All States All States except AK NV AR AZ CA CO KS LA MI NM NV OK OR TX All States AZ CA CO ID NM NV TX UT WY All States All States except LA Most States All States All States All States All States (includes Kidnap & Ransom) All States AL FL GA MS NC SC TN All States Most States All States AZ CA CA Most States Most States All States
Cyber Liability Company
States
A.I.I. Insurance Brokerage of Mass., Inc. Agency Intermediaries, Inc. Alexander J. Wayne & Associates, Inc.
MA RI CT All States
All Solutions PBS, LLC Alliant Insurance Services Alta Professional Insurance Services (MI) AMIS/Alliance Marketing & Insurance Services AmWINS Group, Inc. - 80 Offices Nationwide Appalachian Underwriters, Inc. ARC West Coast Excess & Surplus Brokerage, LLC Arlington/Roe Atlantic Risk Specialists Axis Insurance Services, LLC Bailey Special Risks, Inc. Baker Insurance and Bonds, LLC Benchmark Management Group, Inc. Braishfield Associates, Inc. Burns & Wilcox — All Offices Business Risk Partners Capitol Special Risks, Inc. Chubb CID Insurance Programs, Inc. Cochrane and Company Commercial Insurance Group Commercial Sector Insurance Brokers, LLC Cooper & McCloskey, Inc. CPA Protector Plan CRES Insurance Services, LLC, LLC Delta General Agency Corp. DFCORBY Insurance Services
All States All States IN IL MI MN OH WI All States All States All States All States All States (includes Privacy & Security) All States All States All States except AK HI All States IL IN WI All States All States All States All States All States 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 Most States All States except VT Most States TX CA
Eastern E&O Brokers, Inc. Eaton Professional Insurance Services
Most States CA
All Risks, Ltd.
Donald Gaddis Co., Inc. Insurance Svcs
All States
All States
38 | INSURANCE JOURNAL | NATIONAL SEPTEMBER 18, 2017
States
Executive Insurance Professionals, PLLC CA OK GA TX Erickson-Larsen, Inc. MN MT ND SD WI WY Franchise Perils All States Gateway Specialty Insurance All States Gorst & Compass Insurance CA Gray-Stone & Company, Inc. Most States Great American Ins. Group - Executive Liab. Division All States Gumtree Wholesale Insurance Brokers, Inc. AL AR KS KY LA MO MS TN TX Hartford Steam Boiler Inspection & Insurance Co. All States Herbert H. Landy Insurance All States except AK KY NH WA Heritage Specialty Insurance Agency, LP AR OK TX Indemnity Excess & Surplus Agency, Inc. Western States Insurance Agents & Brokers Service Group, Inc. DE MD PA (for Ins. Agents & Brokers only) International Excess Companies All States Irwin Siegel Agency, Inc. 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 James Klein Insurance Service, Inc. Most States Jamison Risk Services All States Jimcor Agencies CT DE FL GA MA MD NH NJ NY OH PA RI TX WV Joseph Krar & Associates, Inc. CT MA RI Keystone Insurance Services, Inc. TX King Insurance Support Systems Nationwide LevelFirst AR AZ CA CO KS LA MI NM NV OK OR TX M.J. Hall & Company, Inc. AK AZ CA HI NV MacNeill Group, Inc., CMGA FL NC SC VA Markel Cambridge Alliance All States (includes Cyber Security) MarketScout All States MAXIMUM All States McGowan, Donnelly & Oberheu, LLC (MDO) All States Monarch E&S Insurance Services AZ CA HI NV TX Navigators Pro All States Negley Associates All States Networked Insurance Agents AZ CA CO ID NM NV TX UT WY New Empire Group All States New England Excess Exchange, Ltd.. CT MA MD ME NH NJ NY OH PA RI VT NIF Group, Inc. All States Norman-Spencer Agency, Inc. All States Norman-Spencer International, Inc. All States Pennock Insurance, Inc. DC DE FL GA MD NC NJ PA VA WV Professional Insurance Concepts All States Professional Liability Ins. Svcs - Underwriting Facilities All States ProSurance Group, Inc. All States ProWriters All States Quadrant Insurance Managers All States Rockwood Programs, Inc. All States (varies based on program) RMIS AZ CA IA IL IN MI MN MO NE NM NV OH OR TX WI RPS Executive Lines All States RPS Technology & Cyber All States RT Specialty All States (includes Privacy & Security) Russell Bond & Co., Inc. Most States SCU - Middletown All States Sierra Specialty All States Southern Insurance Underwriters, Inc. CMGA AL FL GA MS NC SC TN Specialty Insurance Managers, Inc. AR MO NM OK TX Specialty Lines Underwriters IL IN WI Sullivan Brokers Wholesale Ins. Solutions All States Tennant Risk Services All States ThinkRisk Underwriting Agency All States tKg Wholesale Brokerage All States U.S. Risk Insurance Group, LLC All States USG Insurance Services, Inc. All States USX/S All States Victor O. Schinnerer & Company Most States W. Brown & Associates Insurance Services CA Western E&O Most States Western Special Risks, Inc. AZ NV Western Surplus Lines Agency, Inc. LA ND NM OK TX Western World Insurance Group Most States Woodlands Insurance Services, LLC Most States
D&O Liability Company
Access E&S Insurance Services (VA) AFC Insurance, Inc. Agency Intermediaries, Inc. Agentic Insurance, LLC All Risks, Ltd. All Solutions PBS, LLC Alliant Insurance Services Allsouth Professional Liability Alta Professional Insurance Services (MI) AMIS/Alliance Marketing & Insurance Services AmWINS Group, Inc. - 80 Offices Nationwide Anderson & Murison, Inc.
States DC DE GA IL MD NC NJ NY OH PA SC TN TX VA AR CA GA IL IN MA MD MI MN NJ NM NV NY OH PA WA CT DC DE FL MD NJ NY PA VA All States All States All States Multiple – please contact us. IN IL MI MN OH WI All States All States CA
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D&O Liability (continued) Company
D&O Liability (continued)
Appalachian Underwriters, Inc. ARC West Coast Excess & Surplus Brokerage, LLC Arlington/Roe Ashley General Agency Atlantic Risk Specialists Axis Insurance Services, LLC Bailey Special Risks, Inc. Baker Insurance and Bonds, LLC Benchmark Management Group, Inc. Boston Insurance Brokerage Braishfield Associates, Inc. Burns & Wilcox — All Offices Business Risk Partners Chubb CID Insurance Programs, Inc. Citadel Insurance Services, LC Cochrane and Company Commercial Insurance Group Commercial Sector Insurance Brokers, LLC Construction Insurance Partners
States
All States All States All States TX All States All States All States except AK HI All States IL IN WI All States All States All States All States 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 Cooper & McCloskey, Inc. Most States CRES Insurance Services, LLC Most States Crouse & Associates All States Delta General Agency Corp. TX Donald Gaddis Co., Inc. Insurance Svcs 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) Gateway Specialty Insurance All States Gorst & Compass Insurance CA Gray-Stone & Company, Inc. Most States Great American Ins. Group - Executive Liab. Division All States Gumtree Wholesale Insurance Brokers, Inc. AL AR KS KY LA MO MS TN TX Herbert H. Landy Insurance All States except AK KY NH WA Heritage Specialty Insurance Agency, LP AR OK TX Indemnity Excess & Surplus Agency, Inc. Western States IPA Risk Management, LLC All States Irwin Siegel Agency, Inc. 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 CT DE FL GA MA MD NH NJ NY OH PA RI TX WV Joseph Krar & Associates, Inc. CT MA RI K&M Henderson Insurance Services, Inc. CA NV OR King Insurance Support Systems Nationwide (includes profit and non-profit) LevelFirst AR AZ CA CO KS LA MI NM NV OK OR TX 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, Inc., CMGA FL NC SC VA Markel Cambridge Alliance All States MarketScout All States MAXIMUM All States McGowan, Donnelly & Oberheu, LLC (MDO) All States Midlands Management Corp. All States Monarch E&S Insurance Services AZ CA HI NV TX Monitor Liability Managers All States Morstan General Agency, A div of Hull & Co., Inc. 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 MD ME NH NJ NY OH PA RI VT NIF Group, Inc. All States Norman-Spencer Agency, Inc. All States PBS Insurance Underwriting Corporation All States except AK KS Pennock Insurance, Inc. DC DE FL GA 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 Liability Specialists All States Professional Underwriters Agency, Inc. All States ProWriters All States Quirk & Company LA NM OK OR TX WA Quadrant Insurance Managers All States Quaker Special Risk - FL MA NJ NY office Most States QuoteNBind.com All States except AK HI LA RMIS AZ CA IA IL IN MI MN MO NE NM NV OH OR TX WI Rockwood Programs, Inc. All States (varies based on program) Roush Insurance Services, Inc. IL IN OH RPS Executive Lines All States RPS Technology & Cyber All States RT Specialty All States (includes Private Mgmt Liability) Russell Bond & Co., Inc. Most States
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Company
SCU - Middletown Shelly, Middlebrooks & O’Leary, Inc. Smith, Bell & Thompson, Inc. Specialty Insurance Managers, Inc. Specialty Lines Underwriters Sullivan Brokers Wholesale Ins. Solutions Tejas American General Agency Tennant Risk Services The Hanover Insurance Group tKg Wholesale Brokerage U.S. Risk Insurance Group, LLC USASIA Insurance Services USG Insurance Services, Inc. Victor O. Schinnerer & Company W. Brown & Associates Insurance Services Western E&O Western Special Risks, Inc. Western World Insurance Group Woodlands Insurance Services, LLC Worldwide Facilities, LLC
E&O (General) Company
Access E&S Insurance Services (VA) Agency Intermediaries, Inc. Agency Marketing Services Agentic Insurance, LLC All Risks, Ltd. All Solutions PBS, LLC Alliant Insurance Services Anderson & Murison, Inc. Appalachian Underwriters, Inc. ARMR.Network - Better Insurance By Design Ashley General Agency Atlantic Risk Specialists Axis Insurance Services, LLC Bailey Special Risks, Inc. Baker Insurance and Bonds, LLC Benchmark Management Group, Inc. Capitol Special Risks, Inc. Chubb CID Insurance Programs, Inc. Citadel Insurance Services, LC
CNA
States All States AL FL GA MS NC SC TX All States AR MO NM OK TX IL IN WI All States AR LA NM OK TX All States Most States All States All States AZ CA All States Most States CA Most States AZ NV Most States Most States All States
Cochrane and Company Commercial Insurance Group Commercial Sector Insurance Brokers, LLC Construction Insurance Partners Cooper & McCloskey, Inc. CPA Protector Plan CRES Insurance Services, LLC Delta General Agency Corp. DFCORBY Insurance Services Donald Gaddis Co., Inc. Insurance Svcs Eastern E&O Brokers, Inc. Eaton Professional Insurance Services eKo Specialty Insurance Services, Inc. EOforLess.com Executive Insurance Professionals, PLLC Executive Perils First Choice Insurance Intermediaries, Inc. Fox Point Programs Franchise Perils G.J. Sullivan Company Gorst & Compass Insurance Gray-Stone & Company, Inc. Hall & Company Herbert H. Landy Insurance Heritage Specialty Insurance Agency, LP Houston International Insurance Group International Beauty Brokerage IT Risk Managers, Inc. J.M. Wilson James Klein Insurance Service, Inc. Jamison Risk Services JLT Facilities, Inc. King Insurance Support Systems M.J. Kelly Company MacNeill Group, Inc., CMGA Markel Cambridge Alliance Maverick Commercial Insurance Services Midlands Management Corp. National Association of Professional Agents (NAPA) Negley Associates NeitClem Wholesale Insurance Brokerage, Inc. New Empire Group
States DC DE GA IL MD NC NJ NY OH PA SC TN TX VA 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 CA All States All States TX All States All States All States except AK HI All States IL IN WI All States All States AZ CA CO ID MD NE NM NV OR PA TN TX UT WA All States All States AK AZ CA CO ID MT ND NM NV OR UT WA WY Most States All States All States Most States All States except VT Most States TX CA All States Most States CA 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 NV NY PA OH OR SC TN TX VA WA All States (varies based on class of business) All States CA CA Most States All States All States except AK KY NH WA AR OK TX All States except AK HI AZ CA NV 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 Most States All States except AK NV All States Nationwide AR FL IA IL KS LA MO MS NC OK SC TN TX FL NC SC VA All States All States All States All States All States AZ CA NV All States
SEPTEMBER 18, 2017 INSURANCE JOURNAL | NATIONAL | 39
E&O (General) Company
Employment Practices Liability (EPLI) (continued)
(continued)
States
Networked Insurance Agents AZ CA CO ID NM NV TX UT WY Norman-Spencer International, Inc. All States Patriot National Underwriters, Inc. OK TX Pennock Insurance, Inc. DC DE FL GA MD NC NJ PA VA WV Personal Care & Assisted Living Insurance Center Most States Philadelphia Insurance Companies All States except LA Pro-Risk Insurance Partners, LLC Worldwide Professional Governmental Underwriters All States Professional Insurance Concepts All States Professional Liability Ins. Svcs - Underwriting Facilities All States Professional Liability Specialists All States Professional Underwriters Agency, Inc. All States ProLawyer Insurance, LLC DC DE MD NJ PA ProSurance Group, Inc. All States Quadrant Insurance Managers All States QuoteNBind.com All States except AK HI LA R.E. Chaix & Assoc. CA RMIS AZ CA IA IL IN MI MN MO NE NM NV OH OR TX WI Roush Insurance Services, Inc. IL IN OH RPS Technology & Cyber All States RT Specialty All States Russell Bond & Co., Inc. Most States SCU - Middletown All States Specialty Insurance Managers, Inc. AR MO NM OK TX Specialty Lines Underwriters IL IN WI Sullivan Brokers Wholesale Ins. Solutions All States Sun Coast General Insurance Agency AZ CA CO NV OR UT Target Professional Programs All States Tennant Risk Services All States The Hanover Insurance Group Most States ThinkRisk Underwriting Agency All States tKg Wholesale Brokerage All States Tokio Marine/HCC All States U.S. Risk Insurance Group, LLC All States USG Insurance Services, Inc. All States USX/S All States VGM Specialty Underwriters All States Western Security Surplus Insurance Brokers, Inc. AZ CA CO FL NV OR TX UT WA Western Surplus Lines Agency, Inc. LA ND NM OK TX Western World Insurance Group Most States Woodlands Insurance Services, LLC Most States
Employment Practices Liability (EPLI) Company
States
Access E&S Insurance Services (VA) AFC Insurance, Inc. Alexander J. Wayne & Associates, Inc.
DC DE GA IL MD NC NJ NY OH PA SC TN TX VA AR CA GA IL IN MA MD MI MN NJ NM NV NY OH PA WA All States
Alliant Insurance Services Allsouth Professional Liability Alta Professional Insurance Services (MI) AMIS/Alliance Marketing & Insurance Services AmWINS Group, Inc. - 80 Offices Nationwide Anderson & Murison, Inc. Appalachian Underwriters, Inc. ARC West Coast Excess & Surplus Brokerage, LLC Arlington/Roe Artex Risk Solutions, Inc. Ashley General Agency Atlantic Risk Specialists Axis Insurance Services, LLC Bailey Special Risks, Inc. Baker Insurance and Bonds, LLC Benchmark Management Group, Inc. Boston Insurance Brokerage Braishfield Associates, Inc. Burns & Wilcox — All Offices Business Risk Partners Capitol Special Risks, Inc. Chubb CID Insurance Programs, Inc. Cochrane and Company Commercial Insurance Group Commercial Sector Insurance Brokers, LLC
All States Multiple – please contact us. IN IL MI MN OH WI All States All States CA All States All States All States All States TX All States All States All States except AK HI All States IL IN WI All States All States All States All States All States All States 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
CRES Insurance Services, LLC Crouse & Associates Delta General Agency Corp. DFCORBY Insurance Services Donald Gaddis Co., Inc. Insurance Svcs Eastern E&O Brokers, Inc. Eaton Professional Insurance Services eKo Specialty Insurance Services, Inc. Erickson-Larsen, Inc. Executive Insurance Professionals, PLLC
Most States All States TX CA All States Most States CA AZ CA FL NV NY OR UT MN MT ND SD WI WY CA OK GA TX
All Risks, Ltd. All Solutions PBS, LLC
Cooper & McCloskey, Inc.
All States All States
Most States
40 | INSURANCE JOURNAL | NATIONAL SEPTEMBER 18, 2017
Company
States
Executive Perils All States Founders Professional All States except AK Franchise Perils All States G.J. Sullivan Company 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 Gumtree Wholesale Insurance Brokers, Inc. AL AR KS KY LA MO MS TN TX Hartford Steam Boiler Inspection & Insurance Co. All States Heritage Specialty Insurance Agency, LP AR OK TX Houston International Insurance Group All States except AK HI Indemnity Excess & Surplus Agency, Inc. Western States Insurance Agents & Brokers Service Group, Inc. DE MD PA (for Ins. Agents & Brokers only) International Excess Companies All States IPA Risk Management, LLC All States Irwin Siegel Agency, Inc. 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 Klein Insurance Service, Inc. Most States James River Insurance Company All States Jamison Risk Services All States except AK NV Jimcor Agencies CT DE FL GA MA MD NH NJ NY OH PA RI TX WV Joseph Krar & Associates, Inc. CT MA RI K&M Henderson Insurance Services, Inc. CA NV OR King Insurance Support Systems Nationwide LevelFirst AR AZ CA CO KS LA MI NM NV OK OR TX 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, Inc., CMGA FL NC SC VA Markel Cambridge Alliance All States MarketScout All States Maverick Commercial Insurance Services All States MAXIMUM All States Monarch E&S Insurance Services AZ CA HI NV TX Monitor Liability Managers All States Morstan General Agency, A div of Hull & Co., Inc. 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 MD ME NH NJ NY OH PA RI VT NIF Group, Inc. All States Norman-Spencer Agency, Inc. All States Norman-Spencer International, Inc. All States Number One Insurance Agency MA Patriot National Underwriters, Inc. OK TX PBS Insurance Underwriting Corporation All States except AK KS Pennock Insurance, Inc. DC DE FL GA MD NC NJ PA VA WV Personal Care & Assisted Living Insurance Center Most States Philadelphia Insurance Companies All States except LA Professional Governmental Underwriters All States Professional Insurance Concepts All States Professional Liability Brokers & Consultants, Inc. All States Professional Liability Ins. Svcs - Underwriting Facilities All States Professional Liability Specialists All States Professional Underwriters Agency, Inc. All States Quadrant Insurance Managers All States Quirk & Company LA NM OK OR TX WA QuoteNBind.com All States except AK HI LA R.E. Chaix & Assoc. CA RMIS AZ CA IA IL IN MI MN MO NE NM NV OH OR TX WI Rockwood Programs, Inc. All States (varies based on program) 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 SCU - Middletown All States Shelly, Middlebrooks & O’Leary, Inc. AL FL GA MS NC SC TX Sierra Specialty All States Smith, Bell & Thompson, Inc. All States Southern Insurance Underwriters, Inc. CMGA AL FL GA MS NC SC TN Specialty Lines Underwriters IL IN WI Sullivan Brokers Wholesale Ins. Solutions All States Target Professional Programs All States Tejas American General Agency AR LA NM OK TX Tennant Risk Services All States The Hanover Insurance Group Most States Tokio Marine/HCC All States U.S. Risk Insurance Group, LLC All States USASIA Insurance Services AZ CA VGM Specialty Underwriters All States Victor O. Schinnerer & Company Most States W. Brown & Associates Insurance Services CA Western E&O Most States Western Security Surplus Insurance Brokers, Inc. AZ CA CO FL NV OR TX UT WA Western Special Risks, Inc. AZ NV Western Surplus Lines Agency, Inc. LA ND NM OK TX
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Employment Practices Liability Company
Western World Insurance Group Woodlands Insurance Services, LLC Worldwide Facilities, LLC
States Most States Most States All States
Environmental E&O Company
Access E&S Insurance Services (VA) Agency Intermediaries, Inc. Agentic Insurance, LLC All Risks, Ltd. All Solutions PBS, LLC Alliant Insurance Services ARMR.Network - Better Insurance By Design Ashley General Agency Beacon Hill Associates, Inc. Citadel Insurance Services, LC Cochrane and Company Commercial Sector Insurance Brokers, LLC Construction Insurance Partners Cooper & McCloskey, Inc. Delta General Agency Corp. DFCORBY Insurance Services Donald Gaddis Co., Inc. Insurance Svcs eKo Specialty Insurance Services, Inc. Environmental Insurance Services, Inc. Erickson-Larsen, Inc. Executive Insurance Professionals, PLLC Freberg Environmental, Inc. G.J. Sullivan Company Gray-Stone & Company, Inc. Gumtree Wholesale Insurance Brokers, Inc. Hall & Company Heritage Specialty Insurance Agency, LP International Excess Companies J.M. Wilson Jacobs & Associates, Inc. James River Insurance Company Joseph Krar & Associates, Inc. K&M Henderson Insurance Services, Inc. Legends Environmental Insurance Services, LLC LevelFirst M.J. Hall & Company, Inc. MarketScout Maverick Commercial Insurance Services NeitClem Wholesale Insurance Brokerage, Inc. New England Excess Exchange, Ltd.. 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 R.E. Chaix & Assoc. Roush Insurance Services, Inc. Russell Bond & Co., Inc. Sierra Specialty Specialty Insurance Managers, Inc. Tejas American General Agency U.S. Risk Insurance Group, LLC USG Insurance Services, Inc. USX/S VGM Specialty Underwriters Victor O. Schinnerer & Company Woodlands Insurance Services, LLC
States 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 All States TX All States All States 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 TX CA All States AZ CA FL NV NY OR UT All States MN MT ND SD WI WY CA OK GA TX All States CA Most States AL AR KS KY LA MO MS TN TX All States AR OK TX 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 RI CA NV OR All States AR AZ CA CO KS LA MI NM NV OK OR TX AK AZ CA HI NV All States All States AZ CA NV CT MA MD ME NH NJ NY OH PA RI VT OK TX DC DE FL GA MD NC NJ PA VA W All States except LA All States All States All States Most States LA NM OK OR TX WA CA IL IN OH Most States All States AR MO NM OK TX AR LA NM OK TX All States All States All States All States Most States Most States
Fiduciary Liability Insurance Company
All Risks, Ltd. All Solutions PBS, LLC Alta Professional Insurance Services (MI) Axis Insurance Services, LLC Baker Insurance and Bonds, LLC Business Risk Partners Chubb Cooper & McCloskey, Inc. Donald Gaddis Co., Inc. Insurance Svcs Euclid Specialty Managers, LLC Franchise Perils Gray-Stone & Company, Inc. Great American Ins. Group - Executive Liab. Division
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Fiduciary Liability Insurance
(continued)
States All States All States IN IL MI MN OH WI All States All States All States All States Most States All States All States All States Most States All States
Company
States All States All States All States All States All States All States All States All States except AK KS All States (varies based on program) All States All States All States All States All States AZ CA Most States Most States All States
Financial Professionals’ Liability Company
IPA Risk Management, LLC Jamison Risk Services Monitor Liability Managers Navigators Pro Negley Associates Professional Insurance Concepts Professional Liability Brokers & Consultants, Inc. PBS Insurance Underwriting Corporation Rockwood Programs, Inc. RPS Executive Lines RPS Technology & Cyber RT Specialty Sullivan Brokers Wholesale Ins. Solutions U.S. Risk Insurance Group, LLC USASIA Insurance Services Victor O. Schinnerer & Company Western World Insurance Group Worldwide Facilities, LLC
(continued)
Agentic Insurance, LLC Alexander J. Wayne & Associates, Inc. All Risks, Ltd. All Solutions PBS, LLC AmWINS Group, Inc. - 80 Offices Nationwide Boston Insurance Brokerage Burns & Wilcox — All Offices Chubb Citadel Insurance Services, LC Cooper & McCloskey, Inc. CRES Insurance Services, LLC DFCORBY Insurance Services Donald Gaddis Co., Inc. Insurance Svcs Eastern E&O Brokers, Inc. EOforLess.com Executive Perils First Choice Insurance Intermediaries, Inc. Fox Point Programs IPA Risk Management, LLC Jamison Risk Services Markel Cambridge Alliance McGowan, Donnelly & Oberheu, LLC (MDO) N-Surance Outlets, Inc. National Association of Professional Agents (NAPA) NeitClem Wholesale Insurance Brokerage, Inc. Prime Insurance Company Professional Insurance Concepts Professional Liability Specialists ProSurance Group, Inc. RPS Executive Lines RT Specialty Russell Bond & Co., Inc. Target Professional Programs Tennant Risk Services tKg Wholesale Brokerage U.S. Risk Insurance Group, LLC
States DC DE FL MD NJ NY PA VA All States All States All States All States All States All States All States All States Most States Most States (includes Mortgage Brokers) CA All States Most States All States All States CA CT DE FL GA KS LA MA MD MO NC NJ NV NY PA OH OR SC TN TX VA WA All States (varies based on class of business) All States All States except AK NV All States (includes Investment Advisor Liability Insurance) All States FL GA LA TN All States AZ CA NV Most States All States All States All States All States All States Most States All States All States All States All States
Hospital Professional Liability Company
All Risks, Ltd. All Solutions PBS, LLC Artex Risk Solutions, Inc. Burns & Wilcox — All Offices Citadel Insurance Services, LC CNA Construction Insurance Partners Cooper & McCloskey, Inc. Donald Gaddis Co., Inc. Insurance Svcs Greenhill Insurance Services Maverick Commercial Insurance Services Negley Associates Patriot National Underwriters, Inc. PBS Insurance Underwriting Corporation PULIC Program – TDC Specialty Insurance Company RPS Healthcare Sullivan Brokers Wholesale Ins. Solutions U.S. Risk Insurance Group, LLC Ultra Risk Advisors USG Insurance Services, Inc. USX/S Worldwide Facilities, LLC
States All States All States All States All States All States All States All States Most States All States All States All States All States OK TX All States except AK KS All States (includes Medical Facilities) All States All States All States All States All States All States All States
SEPTEMBER 18, 2017 INSURANCE JOURNAL | NATIONAL | 41
Insurance Agents & Brokers Prof. Liability Company
States
Agency Marketing Services Alexander J. Wayne & Associates, Inc.
AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX All States
Allsouth Professional Liability AMIS/Alliance Marketing & Insurance Services Appalachian Underwriters, Inc. ARC West Coast Excess & Surplus Brokerage, LLC Atlantic Risk Specialists Bailey Special Risks, Inc. Braishfield Associates, Inc. Business Risk Partners Capitol Special Risks, Inc. CID Insurance Programs, Inc. Cochrane and Company Commercial Sector Insurance Brokers, LLC
Crouse & Associates Delta General Agency Corp.
Multiple – please contact us. All States All States All States All States All States except AK HI All States All States All States 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 All States Most States All States TX
All Risks, Ltd. All Solutions PBS, LLC
Cooper & McCloskey, Inc.
Donald Gaddis Co., Inc. Insurance Svcs
All States All States
All States
Eastern E&O Brokers, Inc. Most States EOforLess.com All States Erickson-Larsen, Inc. MN MT ND SD WI WY Executive Perils All States Founders Professional All States except AK G.J. Sullivan Company CA Gorst & Compass Insurance CA Gumtree Wholesale Insurance Brokers, Inc. AL AR KS KY LA MO MS TN TX Hall & Company All States Houston International Insurance Group All States except AK HI Indemnity Excess & Surplus Agency, Inc. Western States Insurance Agents & Brokers Service Group, Inc. DE MD PA Insurance Specialties Services, Inc. Most States International Excess Companies All States IPA Risk Management, LLC All States IT Risk Managers, Inc. All States except AK HI Jacobs & Associates, Inc. OH James Klein Insurance Service, Inc. Most States James River Insurance Company All States Jamison Risk Services All States except AK NV K&M Henderson Insurance Services, Inc. CA NV OR King Insurance Support Systems Nationwide LevelFirst AR AZ CA CO KS LA MI NM NV OK OR TX MacNeill Group, Inc., CMGA FL NC SC VA MAXIMUM All States McGowan, Donnelly & Oberheu, LLC (MDO) All States Monarch E&S Insurance Services AZ CA HI NV TX N-Surance Outlets, Inc. FL GA LA TN National Association of Professional Agents (NAPA) All States NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV NIF Group, Inc. All States Number One Insurance Agency MA PBS Insurance Underwriting Corporation All States except AK KS Personal Care & Assisted Living Insurance Center Most States Professional Insurance Concepts All States Professional Liability Brokers & Consultants, Inc. All States Professional Liability Ins. Svcs - Underwriting Facilities All States Professional Underwriters Agency, Inc. All States ProSurance Group, Inc. All States ProWriters All States Quadrant Insurance Managers All States Quaker Special Risk - FL MA NJ NY office Most States R.E. Chaix & Assoc. CA Rockwood Programs, Inc. All States (varies based on program) RPS Executive Lines All States RPS Plus Companies All States Shelly, Middlebrooks & O’Leary, Inc. AL FL GA MS NC SC TX Sierra Specialty All States Southern Insurance Underwriters, Inc. CMGA AL FL GA MS NC SC TN Sun Coast General Insurance Agency AZ CA CO NV OR UT Target Professional Programs All States Tejas American General Agency AR LA NM OK TX Tennant Risk Services All States ThinkRisk Underwriting Agency All States tKg Wholesale Brokerage All States
U.S. Risk Insurance Group, LLC
USX/S VGM Specialty Underwriters W. Brown & Associates Insurance Services Western E&O Western Security Surplus Insurance Brokers, Inc.
Lawyers Liability
All States
All States All States CA Most States AZ CA CO FL NV OR TX UT WA
42 | INSURANCE JOURNAL | NATIONAL SEPTEMBER 18, 2017
Company
Agency Marketing Services Alexander J. Wayne & Associates, Inc. All Risks, Ltd. All Solutions PBS, LLC Alliant Insurance Services Allsouth Professional Liability Alta Professional Insurance Services (MI) AmWINS Group, Inc. - 80 Offices Nationwide Appalachian Underwriters, Inc. ARC West Coast Excess & Surplus Brokerage, LLC Arlington/Roe Atlantic Risk Specialists Berkshire Hathaway GUARD Insurance Companies Boston Insurance Brokerage Burns & Wilcox — All Offices CNA Cochrane and Company
Cooper & McCloskey, Inc.
Crouse & Associates DFCORBY Insurance Services Donald Gaddis Co., Inc. Insurance Svcs eKo Specialty Insurance Services, Inc. Executive Perils Founders Professional Gorst & Compass Insurance Gray-Stone & Company, Inc. Herbert H. Landy Insurance IPA Risk Management, LLC James Klein Insurance Service, Inc. James River Insurance Company Jamison Risk Services Jimcor Agencies JLT Facilities, Inc. Keystone Insurance Services, Inc. M.J. Hall & Company, Inc. MAXIMUM McGowan, Donnelly & Oberheu, LLC (MDO) Monarch E&S Insurance Services Monitor Liability Managers NeitClem Wholesale Insurance Brokerage, Inc. Norman-Spencer Agency, Inc. Norman-Spencer International, Inc. Number One Insurance Agency Pennock Insurance, Inc. Professional Insurance Concepts Professional Liability Brokers & Consultants, Inc. Professional Underwriters Agency, Inc. ProLawyer Insurance, LLC Quaker Special Risk - FL MA NJ NY office R.E. Chaix & Assoc. RPS Plus Companies RT Specialty Russell Bond & Co., Inc. Sierra Specialty Smith, Bell & Thompson, Inc. Sullivan Brokers Wholesale Ins. Solutions Target Professional Programs Tejas American General Agency Tennant Risk Services The Hanover Insurance Group Tokio Marine/HCC U.S. Risk Insurance Group, LLC USX/S Western E&O Western Security Surplus Insurance Brokers, Inc. Worldwide Facilities, LLC
States AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX All States All States All States All States Multiple – please contact us. IN IL MI MN OH WI All States All States All States All States All States Most States All States All States All States AK AZ CA CO ID MT ND NM NV OR UT WA WY Most States All States CA All States AZ CA FL NV NY OR UT All States All States except AK CA Most States All States except AK KY NH WA All States Most States All States All States except AK NV CT DE FL GA MA MD NH NJ NY OH PA RI TX WV All States TX AK AZ CA HI NV All States All States AZ CA HI NV TX All States AZ CA NV All States All States MA DC DE FL GA MD NC NJ PA VA WV All States All States All States DC DE MD NJ PA Most States CA All States All States Most States All States All States All States All States AR LA NM OK TX All States Most States All States All States All States Most States AZ CA CO FL NV OR TX UT WA All States
Managed Health Care Professional Liability Company
Agentic Insurance, LLC All Risks, Ltd. All Solutions PBS, LLC Artex Risk Solutions, Inc. Atlantic Risk Specialists Capitol Special Risks, Inc. Cooper & McCloskey, Inc. Donald Gaddis Co., Inc. Insurance Svcs Erickson-Larsen, Inc. Greenhill Insurance Services Maverick Commercial Insurance Services Promont Advisors, LLC RPS Healthcare Sullivan Brokers Wholesale Ins. Solutions U.S. Risk Insurance Group, LLC Ultra Risk Advisors USX/S VGM Specialty Underwriters Worldwide Facilities, LLC
States DC DE FL MD NJ NY PA VA All States All States All States All States All States Most States All States MN MT ND SD WI WY All States All States All States except AR MS All States All States All States All States All States All States All States
INSURANCEJOURNAL.COM
Media Professional Liability Company
A.I.I. Insurance Brokerage of Mass., Inc. Agency Intermediaries, Inc. Agentic Insurance, LLC Alexander J. Wayne & Associates, Inc. All Risks, Ltd. All Solutions PBS, LLC Anderson & Murison, Inc. ARC West Coast Excess & Surplus Brokerage, LLC Atlantic Risk Specialists Bailey Special Risks, Inc. Boston Insurance Brokerage Chubb Cooper & McCloskey, Inc. Crouse & Associates Donald Gaddis Co., Inc. Insurance Svcs Eaton Professional Insurance Services First Choice Insurance Intermediaries, Inc. Fox Point Programs IT Risk Managers, Inc. Jacobs & Associates, Inc. Jimcor Agencies JLT Facilities, Inc. Keystone Insurance Services, Inc. M.J. Kelly Company MacNeill Group, Inc., CMGA Morstan General Agency, A div of Hull & Co., Inc. NeitClem Wholesale Insurance Brokerage, Inc. Networked Insurance Agents Prime Insurance Company Pro-Risk Insurance Partners, LLC Professional Liability Specialists ProWriters Quadrant Insurance Managers Quirk & Company RMIS SCU - Middletown Southern Insurance Underwriters, Inc. CMGA Tennant Risk Services ThinkRisk Underwriting Agency Tokio Marine/HCC USX/S W. Brown & Associates Insurance Services Western Special Risks, Inc.
Medical Professional Liability (Med Mal) (continued) States
MA RI CT DC DE FL MD NJ NY PA VA All States All States All States CA All States All States All States except AK HI All States All States Most States All States All States CA CA CT DE FL GA KS LA MA MD MO NC NJ NV NY OH OR PA SC TN TX VA WA All States (varies based on class of business) All States except AK HI OH CT DE FL GA MA MD NH NJ NY OH PA RI TX WV All States 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 Most States| Worldwide All States All States All States LA NM OK OR TX WA AZ CA IA IL IN MI MN MO NE NM NV OH OR TX WI All States AL FL GA MS NC SC TN All States All States All States All States CA AZ NV
Medical Professional Liability (Med Mal) Company
States
Access E&S Insurance Services (VA) Agency Marketing Services Alexander J. Wayne & Associates, Inc. All Risks, Ltd. All Solutions PBS, LLC Appalachian Underwriters, Inc. Arlington/Roe Artex Risk Solutions, Inc. Ashley General Agency Boston Insurance Brokerage Citadel Insurance Services, LC
DC DE GA IL MD NC NJ NY OH PA SC TN TX VA AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX All States All States All States All States All States All States TX All States All States
Cooper & McCloskey, Inc. Crouse & Associates Delta General Agency Corp. Donald Gaddis Co., Inc. Insurance Svcs Eaton Professional Insurance Services Fox Point Programs G.J. Sullivan Company Gray-Stone & Company, Inc. Greenhill Insurance Services Indemnity Excess & Surplus Agency, Inc. J.M. Wilson James Klein Insurance Service, Inc. Keystone Insurance Services, Inc. MarketScout Maverick Commercial Insurance Services Monarch E&S Insurance Services NeitClem Wholesale Insurance Brokerage, Inc. Norman-Spencer 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 Quaker Special Risk - FL MA NJ NY R.E. Chaix & Assoc. Rockwood Programs, Inc.
Most States All States TX All States CA All States (varies based on class of business) CA Most States All States Western States AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV Most States TX All States All States AZ CA HI NV TX AZ CA NV All States OK TX All States except AK KS Most States All States All States All States except AR MS All States Most States CA All States (varies based on program)
CNA
INSURANCEJOURNAL.COM
All States
Company
States
Roush Insurance Services, Inc. RPS Healthcare RT Specialty Russell Bond & Co., Inc. Smith, Bell & Thompson, Inc. Sullivan Brokers Wholesale Ins. Solutions Tennant Risk Services
IL IN OH All States All States Most States All States All States All States
Ultra Risk Advisors USG Insurance Services, Inc. USX/S Wholesale Connection Insurance Services
All States All States All States CA
U.S. Risk Insurance Group, LLC
All States
Misc. Professional Liability - Medical Fields Company
Access E&S Insurance Services (VA) Agency Marketing Services All Risks, Ltd.
States DC DE GA IL MD NC NJ NY OH PA SC TN TX VA AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX All States
All Solutions PBS, LLC
All States
Allsouth Professional Liability Multiple – please contact us. Artex Risk Solutions, Inc. All States Axis Insurance Services, LLC All States Bailey Special Risks, Inc. All States except AK HI Boston Insurance Brokerage All States Braishfield Associates, Inc. All States (Assisted Living, Home Healthcare, Mental Health) CID Insurance Programs, Inc. AZ CA CO ID MD NE NM NV OR PA TN TX UT WA Cooper & McCloskey, Inc. Most States Donald Gaddis Co., Inc. Insurance Svcs All States Erickson-Larsen, Inc. MN MT ND SD WI WY First Choice Insurance Intermediaries, Inc. CA CT DE FL GA KS LA MA MD MO NC NJ NV NY OH OR PA SC TN TX VA WA Gorst & Compass Insurance CA Greenhill Insurance Services All States Heritage Specialty Insurance Agency, LP AR OK TX IPA Risk Management, LLC All States International Excess Companies All States James Klein Insurance Service, Inc. Most States James River Insurance Company All States M.J. Kelly Company AR FL IA IL KS LA MO MS NC OK SC TN TX Maverick Commercial Insurance Services All States Monitor Liability Managers All States Morstan General Agency, A div of Hull & Co., Inc. All States Negley Associates All States NIF Group, Inc. All States Patriot National Underwriters, Inc. OK TX PBS Insurance Underwriting Corporation All States except AK KS Prime Insurance Company Most States ProAssurance Mid-Continent Underwriters, Inc. All States Professional Liability Ins. Svcs - Underwriting Facilities All States Professional Program Insurance Brokerage All States Promont Advisors, LLC All States except AR MS Psych Professional Liability, a div of Frenkel & Co. All States (Psychoanalysts, Psychiatrists, Psychologists, Social Workers PULIC Program – TDC Specialty Insurance Company All States (includes LTC & Assited Living) Quaker Special Risk - FL MA NJ NY Most States Rockwood Programs, Inc. All States (varies based on program) RPS Healthcare All States Smith, Bell & Thompson, Inc. All States Sports & Fitness Insurance Corporation All States Sullivan Brokers Wholesale Ins. Solutions All States Tennant Risk Services All States U.S. Risk Insurance Group, LLC All States USASIA Insurance Services AZ CA USX/S All States VGM Specialty Underwriters All States Western Security Surplus Insurance Brokers, Inc. AZ CA CO FL NV OR TX UT WA Western Surplus Lines Agency, Inc. LA ND NM OK TX
Miscellaneous Professional Liability Company
States
A.I.I. Insurance Brokerage of Mass., Inc. Access E&S Insurance Services (VA) Agency Intermediaries, Inc. Agency Marketing Services Agentic Insurance, LLC Alexander J. Wayne & Associates, Inc. All Risks, Ltd.
MA RI DC DE GA IL MD NC NJ NY OH PA SC TN TX VA 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
Allsouth Professional Liability Alta Professional Insurance Services (MI) AMIS/Alliance Marketing & Insurance Services
Multiple – please contact us. IN IL MI MN OH WI All States
All Solutions PBS, LLC
All States
SEPTEMBER 18, 2017 INSURANCE JOURNAL | NATIONAL | 43
Miscellaneous Professional Liability (continued) Company
AmWINS Group, Inc. - 80 Offices Nationwide Anderson & Murison, Inc. ARC West Coast Excess & Surplus Brokerage, LLC Arlington/Roe ARMR.Network - Better Insurance By Design Ashley General Agency Axis Insurance Services, LLC Baker Insurance and Bonds, LLC Benchmark Management Group, Inc. Berkshire Hathaway GUARD Insurance Companies Boston Insurance Brokerage Braishfield Associates, Inc. Brownyard Group Burns & Wilcox — All Offices Business Risk Partners Capitol Special Risks, Inc. Chubb CID Insurance Programs, Inc. Citadel Insurance Services, LC CNA Commercial Insurance Group Commercial Sector Insurance Brokers, LLC Construction Insurance Partners Cooper & McCloskey, Inc. CPA Protector Plan CRES Insurance Services, LLC Crouse & Associates Delta General Agency Corp. DFCORBY Insurance Services Donald Gaddis Co., Inc. Insurance Svcs Eastern E&O Brokers, Inc. eKo Specialty Insurance Services, Inc. Executive Insurance Professionals, PLLC Executive Perils First Choice Insurance Intermediaries, Inc. Fox Point Programs Franchise Perils Gray-Stone & Company, Inc. Great American Ins. Group - Executive Liability Div. Gumtree Wholesale Insurance Brokers, Inc. Hall & Company Hartford Steam Boiler Inspection & Insurance Co. Herbert H. Landy Insurance Heritage Specialty Insurance Agency, LP Houston International Insurance Group Indemnity Excess & Surplus Agency, Inc. International Beauty Brokerage International Excess Companies Irwin Siegel Agency, Inc. IT Risk Managers, Inc. Izzo Insurance Services, Inc. J.M. Wilson Jacobs & Associates, Inc. James Klein Insurance Service, Inc. James River Insurance Company Jamison Risk Services Jimcor Agencies JLT Facilities, Inc. Joseph Krar & Associates, Inc. K&M Henderson Insurance Services, Inc. King Insurance Support Systems LevelFirst M.J. Hall & Company, Inc. M.J. Kelly Company MacNeill Group, Inc., CMGA MarketScout Maverick Commercial Insurance Services MAXIMUM Monarch E&S Insurance Services Monitor Liability Managers Morstan General Agency, A div of Hull & Co., Inc. N-Surance Outlets, Inc. Navigators Pro Negley Associates NeitClem Wholesale Insurance Brokerage, Inc. Networked Insurance Agents New Empire Group New England Excess Exchange, Ltd.. NIF Group, Inc. Norman-Spencer Agency, Inc. Norman-Spencer International, Inc. Patriot National Underwriters, Inc. PBS Insurance Underwriting Corporation Pennock Insurance, Inc. Philadelphia Insurance Companies Prime Insurance Company
Miscellaneous Professional Liability (continued)
States All States CA All States All States All States TX All States All States IL IN WI Most States All States All States Most States All States 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) All States Most States All States All States Most States All States except VT Most States All States TX 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 NV NY OH OR PA SC TN TX VA WA Varies by Class (includes Mortgage Brokers) All States (Vicarious Liability specifically) Most States All States AL AR KS KY LA MO MS TN TX All States All States All States except AK KY NH WA AR OK TX All States except AK HI Western States AZ CA NV All States All States All States except AK HI All States (includes Security Guards/ Patrol, Alarm Co’s & Investigators) AL AR FL GA IA IL IN KS KY MI MO NC NE OH OK PA SC TN VA WI WV OH Most States All States All States except AK NV CT DE FL GA MA MD NH NJ NY OH PA RI TX WV All States CT MA RI CA NV OR Nationwide AR AZ CA CO KS LA MI NM NV OK OR TX AK AZ CA HI NV AR FL IA IL KS LA MO MS NC OK SC TN TX FL NC SC VA All States All States All States AZ CA HI NV TX All States All States FL GA LA TN All States All States AZ CA NV AZ CA CO ID NM NV TX UT WY All States (Property Managers specifically) CT MA MD ME NH NJ NY OH PA RI VT All States All States All States OK TX All States except AK KS DC DE FL GA MD NC NJ PA VA WV All States except LA Most States
44 | INSURANCE JOURNAL | NATIONAL SEPTEMBER 18, 2017
Company
States
Nonprofits’ Liability Company
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 Liability Specialists All States Professional Underwriters Agency, Inc. All States ProWriters All States Quadrant Insurance Managers All States (includes Insurance Companies) 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 MN MO NE NM NV OH OR 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 Southern Insurance Underwriters, Inc. CMGA AL FL GA MS NC SC TN Specialty Insurance Managers, Inc. AR MO NM OK TX Specialty Lines Underwriters IL IN WI Sports & Fitness Insurance Corporation All States (includes Fitness Professional) Sun Coast General Insurance Agency AZ CA CO NV OR UT Target Professional Programs All State Tejas American General Agency AR LA NM OK TX Tennant Risk Services All States The Hanover Insurance Group Most States The Mechanic Group, Inc. All States (Security Guards, Alarm & Electronic Security firms, PI’s, Background Screeners) ThinkRisk Underwriting Agency All States tKg Wholesale Brokerage All States Tokio Marine/HCC All States U.S. Risk Insurance Group, LLC All States USASIA Insurance Services AZ CA W. Brown & Associates Insurance Services CA Western E&O Most States Western Security Surplus Insurance Brokers, Inc. AZ CA CO FL NV OR TX UT WA Western Special Risks, Inc. AZ NV Western Surplus Lines Agency, Inc. LA ND NM OK TX Western World Insurance Group Most States Woodlands Insurance Services, LLC Most States Worldwide Facilities, LLC All States
States
AFC Insurance, Inc. All Risks, Ltd.
AR CA GA IL IN MA MD MI MN NJ NM NV NY OH PA WA All States All Solutions PBS, LLC All States AMIS/Alliance Marketing & Insurance Services All State Anderson & Murison, Inc. CA Baker Insurance and Bonds, LLC All States Benchmark Management Group, Inc. IL IN WI Chubb All States Cochrane and Company AK AZ CA CO ID MT ND NM NV OR UT WA WY Cooper & McCloskey, Inc. AK AZ CA CO HI IL NV NY OH OR TX WA Donald Gaddis Co., Inc. Insurance Svcs 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 CA Gateway Specialty Insurance All States Gray-Stone & Company, Inc. Most States Great American Ins. Group - Executive Liab. Division All States Heritage Specialty Insurance Agency, LP AR OK TX Indemnity Excess & Surplus Agency, Inc. Western States Irwin Siegel Agency, 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 Joseph Krar & Associates, Inc. CT MA RI K&M Henderson Insurance Services, Inc. CA NV OR King Insurance Support Systems Nationwide LevelFirst AR AZ CA CO KS LA MI NM NV OK OR TX 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, Inc., CMGA FL NC SC VA Monitor Liability Managers All States Morstan General Agency, A div of Hull & Co., Inc. All States Navigators Pro All States Negley Associates All States
INSURANCEJOURNAL.COM
Nonprofits’ Liability (continued) Company
NeitClem Wholesale Insurance Brokerage, Inc. Networked Insurance Agents New England Excess Exchange, Ltd.. NIF Group, Inc. Pennock Insurance, Inc. Philadelphia Insurance Companies Prime Insurance Company Professional Insurance Concepts Quirk & Company QuoteNBind.com RMIS Rockwood Programs, Inc. Roush Insurance Services, Inc. RT Specialty Shelly, Middlebrooks & O’Leary, Inc. Specialty Insurance Managers, Inc. Specialty Lines Underwriters Sullivan Brokers Wholesale Ins. Solutions Tennant Risk Services U.S. Risk Insurance Group, LLC USASIA Insurance Services USG Insurance Services, Inc. VGM Specialty Underwriters Victor O. Schinnerer & Company Western Special Risks, Inc. Western World Insurance Group Woodlands Insurance Services, LLC
Real Estate Agents’ Liability States AZ CA NV AZ CA CO ID NM NV TX UT WY CT MA MD ME NH NJ NY OH PA RI VT All States DC DE FL GA MD NC NJ PA VA WV All States except LA Most States All States LA NM OK OR TX WA All States except AK HI LA AZ CA IA IL IN MI MN MO NE NM NV OH OR TX WI All States (varies based on program) IL IN OH All States AL FL GA MS NC SC TX AR MO NM OK TX IL IN WI All States All States All States AZ CA All States All States Most States AZ NV Most States Most States
Physicians Professional Liability Company
All Risks, Ltd. All Solutions PBS, LLC Alliant Insurance Services Artex Risk Solutions, Inc.
States All States All States All States All States
CNA
Cooper & McCloskey, Inc. Donald Gaddis Co., Inc. Insurance Svcs Founders Professional G.J. Sullivan Company 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. R.E. Chaix & Assoc. Rockwood Programs, Inc. RPS Healthcare Sullivan Brokers Wholesale Ins. Solutions Tennant Risk Services U.S. Risk Insurance Group, LLC Ultra Risk Advisors Western Security Surplus Insurance Brokers, Inc. Worldwide Facilities, LLC
All States Most States All States All States except AK CA All States All States All States TX All States All States All States except AK KS All States (includes Dentists) All States CA All States (varies based on program) 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
All Risks, Ltd. All Solutions PBS, LLC Alliant Insurance Services Apex Insurance Artex Risk Solutions, Inc. Bailey Special Risks, Inc. Cooper & McCloskey, Inc. Donald Gaddis Co., Inc. Insurance Svcs Euclid Public Sector Midlands Management Corp. NIF Group, Inc. Prime Insurance Company Professional Governmental Underwriters Professional Liability Brokers & Consultants, Inc. Roush Insurance Services, Inc. RPS Executive Lines RT Specialty U.S. Risk Insurance Group, LLC Victor O. Schinnerer & Company Western World Insurance Group Worldwide Facilities, LLC
INSURANCEJOURNAL.COM
States All States All States All States All States (includes Law Enforcement & School Board Liability w/ EPL) All States All States except AK HI Most States All States Most States All States All States Most States All States (includes Law Enforcement & School Board Liability w/ EPL) All States IL IN OH All States All States All States Most States Most States All States
Company
Technology E&O Company
States
All Risks, Ltd. All States All Solutions PBS, LLC All States Anderson & Murison, Inc. CA Appalachian Underwriters, Inc. All States Arrowhead General Insurance Agency, Inc. All States Benchmark Management Group, Inc. IL IN WI Braishfield Associates, Inc. All States Business Risk Partners All States Capitol Special Risks, Inc. All States CID Insurance Programs, Inc. AZ CA CO ID MD NE NM NV OR PA TN TX UT WA CNA All States Commercial Sector Insurance Brokers, LLC All States Construction Insurance Partners All States Cooper & McCloskey, Inc. Most States CRES Insurance Services, LLC Most States (includes Firms/Brokers) Crouse & Associates All States DFCORBY Insurance Services CA Donald Gaddis Co., Inc. Insurance Svcs All States Eastern E&O Brokers, Inc. Most States eKo Specialty Insurance Services, Inc. AZ CA FL NV NY OR UT Executive Insurance Professionals, PLLC CA OK GA TX Executive Perils All States First Choice Insurance Intermediaries, Inc. CA CT DE FL GA KS LA MA MD MO NC NJ NV NY OH OR PA SC TN TX VA WA Fox Point Programs All States (varies based on class of business) Gorst & Compass Insurance CA Greenhill Insurance Services All States Herbert H. Landy Insurance All States except AK KY NH WA (includes Real Estate Appraisers E&O) Heritage Specialty Insurance Agency, LP AR OK TX Houston International Insurance Group All States except AK HI IPA Risk Management, LLC All States Irwin Siegel Agency, Inc. All States IT Risk Managers, Inc. All States except AK HI Jacobs & Associates, Inc. OH Jimcor Agencies CT DE FL GA MA MD NH NJ NY OH PA RI TX WV K&M Henderson Insurance Services, Inc. CA NV OR Keystone Insurance Services, Inc. TX M.J. Kelly Company AR FL IA IL KS LA MO MS NC OK SC TN TX MacNeill Group, Inc., CMGA FL NC SC VA MAXIMUM All States McGowan, Donnelly & Oberheu, LLC (MDO) All States Monarch E&S Insurance Services AZ CA HI NV TX Morstan General Agency, A div of Hull & Co., Inc. All States N-Surance Outlets, Inc. FL GA LA TN NeitClem Wholesale Insurance Brokerage, Inc. AZ CA NV New England Excess Exchange, Ltd.. CT MA MD ME NH NJ NY OH PA RI VT Norman-Spencer Agency, Inc. All States Professional Insurance Concepts All States Professional Liability Brokers & Consultants, Inc. All States Professional Liability Ins. Svcs - Underwriting Facilities All States ProWriters 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 MN MO NE NM NV OH OR TX WI SCU - Middletown All States Shelly, Middlebrooks & O’Leary, Inc. AL FL GA MS NC SC TX Sierra Specialty All States Southern Insurance Underwriters, Inc. CMGA AL FL GA MS NC SC TN Specialty Insurance Managers, Inc. AR MO NM OK TX Specialty Lines Underwriters IL IN WI Sun Coast General Insurance Agency AZ CA CO NV OR UT Tejas American General Agency AR LA NM OK TX Tennant Risk Services All States tKg Wholesale Brokerage All States Tokio Marine/HCC All States U.S. Risk Insurance Group, LLC All States USASIA Insurance Services AZ CA USG Insurance Services, Inc. All States Victor O. Schinnerer & Company Most States Western Special Risks, Inc. AZ NV Western Surplus Lines Agency, Inc. LA ND NM OK TX Western World Insurance Group Most States
A.I.I. Insurance Brokerage of Mass., Inc. Access E&S Insurance Services (VA) Agency Intermediaries, Inc. Agentic Insurance, LLC Alexander J. Wayne & Associates, Inc. All Risks, Ltd. All Solutions PBS, LLC Alta Professional Insurance Services (MI) AmWINS Group, Inc. - 80 Offices Nationwide Anderson & Murison, Inc.
States MA RI 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 IN IL MI MN OH WI All States CA
SEPTEMBER 18, 2017 INSURANCE JOURNAL | NATIONAL | 45
Technology E&O (continued) Company
Technology E&O (continued)
States
ARC West Coast Excess & Surplus Brokerage, LLC Arlington/Roe Ashley General Agency Atlantic Risk Specialists Axis Insurance Services, LLC Bailey Special Risks, Inc. Baker Insurance and Bonds, LLC Benchmark Management Group, Inc. Boston Insurance Brokerage Braishfield Associates, Inc. Burns & Wilcox — All Offices Business Risk Partners CID Insurance Programs, Inc. Citadel Insurance Services, LC Cochrane and Company
All States All States TX All States All States All States except AK HI All States IL IN WI All States All States (includes Cyber & Privacy) All States 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 Cooper & McCloskey, Inc. Most States CPA Protector Plan All States except VT Crouse & Associates All States DFCORBY Insurance Services CA Donald Gaddis Co., Inc. Insurance Svcs All States Eaton Professional Insurance Services CA Executive Perils All States First Choice Insurance Intermediaries, Inc. CA CT DE FL GA KS LA MA MD MO NC NJ NV NY OH OR PA SC TN TX VA WA Founders Professional All States except AK Fox Point Programs All States (varies based on class of business) G.J. Sullivan Company CA Gumtree Wholesale Insurance Brokers, Inc. AL AR KS KY LA MO MS TN TX Heritage Specialty Insurance Agency, LP AR OK TX Indemnity Excess & Surplus Agency, Inc. Western States International Excess Companies 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 James Klein Insurance Service, Inc. Most States Jimcor Agencies CT DE FL GA MA MD NH NJ NY OH PA RI TX WV JLT Facilities, Inc. All States (includes Cyber Liability/ Privacy Insurance) Joseph Krar & Associates, Inc. CT MA RI Keystone Insurance Services, Inc. TX 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 MarketScout All States McGowan, Donnelly & Oberheu, LLC (MDO) All States Monarch E&S Insurance Services AZ CA HI NV TX Morstan General Agency, A div of Hull & Co., Inc. 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 MD ME NH NJ NY OH PA RI VT NIF Group, Inc. All States Patriot National Underwriters, Inc. OK TX Pennock Insurance, Inc. DC DE FL GA MD NC NJ PA VA WV Philadelphia Insurance Companies All States except LA (includes Integrated Technology) Pro-Risk Insurance Partners, LLC Worldwide Professional Liability Ins. Svcs - Underwriting Facilities All States Professional Liability Specialists All State Professional Underwriters Agency, Inc. All States ProWriters All States
46 | INSURANCE JOURNAL | NATIONAL SEPTEMBER 18, 2017
Company
Quaker Special Risk - FL MA NJ NY office Quirk & Company QuoteNBind.com RMIS Roush Insurance Services, Inc. RPS Executive Lines RPS Technology & Cyber RT Specialty SCU - Middletown Shelly, Middlebrooks & O’Leary, Inc. Sierra Specialty Specialty Lines Underwriters Sullivan Brokers Wholesale Ins. Solutions Tejas American General Agency Tennant Risk Services The Hanover Insurance Group ThinkRisk Underwriting Agency tKg Wholesale Brokerage Tokio Marine/HCC U.S. Risk Insurance Group, LLC USASIA Insurance Services USX/S VGM Specialty Underwriters W. Brown & Associates Insurance Services Western E&O Western Security Surplus Insurance Brokers, Inc. Western Special Risks, Inc. Western Surplus Lines Agency, Inc. Western World Insurance Group Woodlands Insurance Services, LLC
States Most States LA NM OK OR TX WA All States except AK HI LA AZ CA IA IL IN MI MN MO NE NM NV OH OR TX WI IL IN OH All States All States All States All States AL FL GA MS NC SC TX All States IL IN WI All States AR LA NM OK TX All States Most States All States All States All States All States AZ CA All States All States CA Most States AZ CA CO FL IL NV NY OR TX UT WA AZ NV LA ND NM OK TX Most States Most States
Title Agents E&O Company
States
Agency Marketing Services AL CA CO FL GA KS LA MO NC NJ OH PA SC TN TX All Risks, Ltd. All States All Solutions PBS, LLC All States Axis Insurance Services, LLC All States Capitol Special Risks, Inc. All States Cooper & McCloskey, Inc. Most States CRES Insurance Services, LLC Most States Delta General Agency Corp. TX Donald Gaddis Co., Inc. Insurance Svcs All States Erickson-Larsen, Inc. MN MT ND SD WI WY Founders Professional All States except AK Fox Point Programs All States except AK HI Houston International Insurance Group All States (varies based on class of business) MarketScout All States MAXIMUM All States N-Surance Outlets, Inc. FL GA LA TN New England Excess Exchange, Ltd.. CT MA MD ME NH NJ NY OH PA RI VT Professional Insurance Concepts All States Professional Liability Ins. Svcs - Underwriting Facilities All States Professional Liability Specialists All States Quaker Special Risk - FL MA NJ NY Most States RPS Plus Companies All States Tennant Risk Services All States TitlePac, Inc. All States except AK ME VT Tokio Marine/HCC All States U.S. Risk Insurance Group, LLC All States Victor O. Schinnerer & Company Most States
INSURANCEJOURNAL.COM
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 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 AFC Insurance, Inc. 95 Highland Ave., Ste. 150, Bethlehem, PA 18017 Phone: 610-866-0401 ; Fax: 610-974-8574 E-mail: loriann.purnell@afcins.com Website: www.afcins.com 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 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
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
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 Allsouth Professional Liability 9800 4th Street N, Ste. 400, St. Petersburg, FL 33702 Phone: 800-913-9260 ; Fax: 813-282-0994 E-mail: info@allsouth.net Website: www.allsouth.net Alta Professional Insurance Services (MI) 14141 Farmington Rd., Livonia, MI 48154 Phone: 866-532-2582 ; Fax: 734-786- 0067 E-mail: pallen@altaproinsurance.com Website: www.altaproinsurance.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
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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
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 Las Vegas, NV Phone: 702-906-0888 E-mail: info@yesbaker.com Website: www.yesbaker.com
Anderson & Murison, Inc. 800 W. Colorado Blvd., Los Angeles, CA 90041 Phone: 323-255-2333 ; Fax: 323-255-0957 E-mail: jmccarthy@amqts.com Website: www.andersonmurison.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
Apex Insurance 404 E. Ramsey, Ste. 114, San Antonio, TX, 78216 Phone: 210-812-5658 ; Fax: 210-340-8986 E-mail: hughes@apexinsurance.com Website: www.apexinsurance.com Appalachian Underwriters, Inc. 800 Oak Ridge Turnpike, Ste. A-1000, Oak Ridge, TN 37830 Phone: 866-984-3251 ; Fax: 866-409-3367 E-mail: brokersubmissions@appund.com Website: www.appund.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
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
Arlington/Roe
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 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 Arrowhead General Insurance Agency, Inc. - Real Estate Agents and Brokers E&O 537 W. South, Ste. 300, Salt Lake City, UT 84101 Phone: 801-521-4412 ; Fax: 801-521-4413 E-mail: Pete@ArrowheadGrp.com Website: www.ArrowheadGrp.com Artex Risk Solutions, Inc. 2850 Golf Rd., 5th Fl, Rolling Meadows, IL 60008 Phone: 630-694-5050 E-mail: artexinfo@artexrisk.com Website: www.artexrisk.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 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 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
Berkshire Hathaway GUARD Insurance Companies P.O. Box A-H, Wilkes-Barre, PA 18703 Phone: 570-825-9900 ; Fax: 570-823-2059 E-mail: csr@guard.com Website: www.guard.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
Boston Insurance Brokerage
24 Federal St., 4th Fl, Boston, MA 02110 Phone: 617-556-7000 ; Fax: 617-556-7070 E-mail: gbewick@bostonbrokerage.com Website: www.bostonbrokerage.com Boston Insurance Brokerage is a wholesale broker that offers commercial insurance solutions. Our product portfolio includes all forms of property, casualty, environmental, umbrella, executive & professional, workers compensation and risk management products and services including markets and expertise in healthcare liability.
Braishfield Associates, Inc. 5750 Major Blvd., Ste. 200, Orlando, FL 32819 Phone: 888-335-6616 ; Fax: 888-335-6615 E-mail: dhill@braishfield.com Website: www.braishfield.com Brownyard Group 21 Maple Ave., Bay Shore, NY 11706 Phone: 800-645-5820 ; Fax: 631-666-5723 E-mail: info@brownyard.com Website: www.brownyard.com Burns & Wilcox — 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
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Professional Liability Directory - Alphabetical Directory of Markets Business Risk Partners 2 Waterside Crossing, Ste. 102, Windsor, CT 06095 Phone: 860-903-0000 ; Fax: 860-903-0001 E-mail: info@businessriskpartners.com Website: www.businessriskpartners.com
Commercial Insurance Group 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
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
Commercial Sector Insurance Brokers, LLC 600 Corporate Pkwy, Ste. 250, Birmingham, AL 35242 Phone: 205-332-8117; Fax: 205-776-1610 E-mail: bbleistine@comsectorins.com Website: www.comsectorins.com
Chubb 3 Mountain View Rd., Warren, NJ 07059 Phone: 908-903-3396 ; Fax: 908-903-3246 E-mail: erosenberg@chubb.com Website: www.chubb.com/us/professionalliability
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
CID Insurance Programs, Inc. 7125 El Cajon Blvd., Ste. 3, San Diego, CA 92115 Phone: 800-922-7283 ; Fax: 619-593-2008 E-mail: info@cidinsurance.com Website: www.cidinsurance.com
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 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.
CNA
333 S. Wabash, Chicago, IL 60604 Phone: 800-CNA-2000 E-mail: CNA_helps@cna.com Website: www.cna.com
At CNA, we’re taking a measured, disciplined and assertive approach to growing in key customer segments – Construction, Financial Institutions, Healthcare, Manufacturing, Professional Services, Real Estate, Small Business and Technology – offering the broad range of products and customer service you and your clients have come to expect from CNA. Cochrane and 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
104 S. Michigan Ave., Ste 1025, Chicago, IL 60603 Phone: 888-853-0071 ; Fax: 312-853-1033 E-mail: cgaddis@gaddiscompany.com Website: www.gaddiscompany.com
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
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
Cooper & McCloskey, Inc.
Citadel Insurance Services, LC
Donald Gaddis Co., Inc. Insurance Svcs
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 cbasso@bbprograms.com Website: www.cpaprotectorplan.com CRES Insurance Services, LLC 12396 World Trade Dr., Ste. 303, San Diego, CA 92128 Phone: 858-618-1648 ; Fax: 858-618-1655 E-mail: info@cresinsurance.com Website: www.cresinsurance.com
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 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 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 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
Crouse & Associates
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
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.
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
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
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
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
DFCORBY Insurance Services P.O. Box 6297, Fullerton, CA 92834 Phone: 714-213-3751 E-mail: denn@dfcorby.com Website: www.dfcorby.com
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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 Executive Perils 11845 W. Olympic Blvd, Ste 750, Los Angeles, CA 90064 Phone: 310-444-9333 ; Fax: 310-444-9355 E-mail: petert@eperils.com Website: www.eperils.com
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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 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 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
Gumtree Wholesale Insurance Brokers, Inc. 1650 E. Battlefield, Ste. 230, Springfield, MO 65804 Phone: 855-706-1558 ; Fax: 417-887-6140 E-mail: vicki.cota@gumtree-ins.com Website: www.gumtreeins.com
International Beauty Brokerage P.O. Box 20199, El Cajon, CA 92021 Phone: 800-552-8870 ; Fax: 800-332-5611 E-mail: contactus@beauty2000.org Website: www.beauty2000.org
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
International Excess Companies 3700 Park East Dr., Ste. 250, Beachwood, OH 44122 Phone: 216-797-9700 ; Fax: 216-342-7442 E-mail: kennethkukral@intlxs.com Website: www.intlxs.com
Hartford Steam Boiler Inspection & Insurance Co. 1 State St., Hartford, CT 06103 Phone: 800-472-1866 E-mail: Customer_Solution_Center@hsb.com Website: www.munichre.com/hsb
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 Irwin Siegel Agency, Inc. 25 Lake Louise Marie Rd., Rock Hill, NY 12775 Phone: 800-622-8272 ; Fax: 845-796-3661 E-mail: siegel@siegelagency.com Website: www.siegelagency.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 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 2400 E. Katella Ave., Ste. 500, Anaheim, CA 92806 Phone: 714-221-9509 ; Fax: 714-876-2274 E-mail: mejiae@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 Gerald J. Wilkoff, Inc. 95 Main St., Mineola, NY 11501 Phone: 516-747-0200 ; Fax: 516-747-2021 E-mail: info@wilkoffbonds.com Website: www.wilkoffbonds.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 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 Greenhill Insurance Services 4801 Woodway Dr., Ste. 235W, Houston, TX 77056 Phone: 832-413-4600 E-mail: ghsubmission@grnhll.com Website: www.grnhll.com
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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
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. Heritage Specialty Insurance Agency, LP P.O. Box 5386, Bryan, TX 77805 Phone: 1-866-544-1900 ; Fax: 1-866-832-0984 E-mail: regan@heritagespecialty.com Website: www.heritagespecialty.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 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 James Klein Insurance Service, Inc. 200 E. Sandpointe Ave., Ste. 310, Santa Ana, CA 92637 Phone: 714-918-0914 Ext. 115 ; Fax: 714-918-0921 E-mail: pkdz@aol.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 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 Agents & Brokers Service Group, Inc. 5050 Ritter Rd., Mechanicsburg, PA 17055 Phone: 800-998-9644 Ext. 209 ; Fax: 717-795-8347 E-mail: iab@iabforme.com Website: www.iabforme.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
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! Jamison Risk Services 20 Commerce Dr., Cranford, NJ 07016 Phone: 973-669-2311 ; Fax: 973-731-3035 E-mail: ccaruso@jamisongroup.com Website: www.jamisongroup.com
SEPTEMBER 18, 2017 INSURANCE JOURNAL | NATIONAL | 49
Professional Liability Directory - Alphabetical Directory of Markets 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 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 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 Keystone Insurance Services, Inc. P.O. Box 9127, Austin, TX 78766 Phone: 512-257-8000 E-mail: info@mykeystoneins.com Website: www.MyKeystoneIns.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 Legends Environmental Insurance Services, LLC 1417 E. Beechwood St., Santa Ana, CA 92705 Phone: 714-955-1560 ; Fax: 714-923-4012 E-mail: bill.lohman@legends-enviro.com Website: www.legends-enviro.com LevelFirst 5501 LBJ Fwy, Dallas, TX 75240 Phone: 972-499-4580 ; Fax: 214-736-8628 E-mail: vplein@level1st.com Website: www.level1st.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, Inc., CMGA 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.markelinvestmentadvisors.com
Underwriter for Errors & Omissions insurance for Registered Investment Advisors (RIA’s) and Investment Advisory Representatives (IAR’s). All 50 states. MarketScout 12700 Park Central Dr., Ste. 300, Dallas, TX 75251 Phone: 866-507-3980 ; Fax: 972-934-4299 E-mail: professionalliability@marketscout.com Website: www.marketscout.com Maverick Commercial Insurance Services 23945 Calabasas Rd., Ste. 107, Calabasas, CA 91302 Phone: 818-223-0011 ; Fax: 818-223-1102 E-mail: georgeluka@maverickinsure.com or Shannongomez@maverickinsure.com Website: www.maverickinsure.com
Navigators Pro One Penn Plaza, New York, NY 10119 Steven (D&O): 732-623-5656 ; Henry (E&O): 847-285-9047 D&O: skuuskvere@navg.com ; E&O: HLopez@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 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 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 Empire Group 214 W. Park Ave., Long Beach, NY 11561 Phone: 516-431-8300 ; Fax: 516-431-5351 E-mail: albertob@newempiregroup.com Website: www.newempiregroup.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 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 Midlands Management Corp. 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 Monarch E&S Insurance Services 2540 Foothill Blvd., Ste. 101, La Crescenta, CA 91214 Phone: 818-249-0100 ; Fax: 818-249-1166 E-mail: wayneb@monarchexcess.com Website: www.monarchexcess.com 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 Morstan General Agency, A division of Hull & Co., Inc. 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, Ste. 200, Lakewood Ranch, FL 34202 Phone: 800-593-7657 ; Fax: 800-411-4771 E-mail: info@napa-benefits.org Website: www.napa-benefits.org
50 | INSURANCE JOURNAL | NATIONAL SEPTEMBER 18, 2017
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 NIF Group, Inc. 30 Park Ave., Manhasset, NY 11030 Phone: 516-365-7440 ; Fax: 516-365-7392 E-mail: marketing@nifgroup.com Website: www.nifgroup.com Norman-Spencer Agency, Inc. 8075 Washington Village Dr., Dayton, OH 45458 Phone: 800-543-3248 ; Fax: 937-432-1635 E-mail: davidgeorge@norman-spencer.com Website: www.norman-spencer.com Norman-Spencer International, Inc. 150 E. 22nd St., Lombard, IL 60148 Phone: 800-842-3653 ; Fax: 630-705-1056 E-mail: gretchen@normanspencer.com Website: www.normanspencer.com 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 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. 100, Chadds Ford, PA 19317 Phone: 800-662-5182 ; Fax: 484-631-0816 E-mail: mail@pennockins.com Website: www.pennockins.com
INSURANCEJOURNAL.COM
Professional Liability Directory - Alphabetical Directory of Markets Personal Care & Assisted Living Insurance Center, LLC 195 Stock St., Ste. 118B, Hanover, PA 17331 Phone: 800-673-2558 ; Fax: 717-630-1188 E-mail: nfo@pcalic.com Website: www.PCALIC.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.
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
An Excess and Surplus lines carrier specializing in hard to place, declined and unconventional risks for liability, professional, property and casualty coverage. Rated Aby A.M. Best. Offices in Chicago and Salt Lake City. Pro-Risk Insurance Partners, LLC 21 St. Andrews, Glastonbury, CT 06033 Phone: 860-305-9477 E-mail: traci@pro-riskinsurance.com Website: www.Pro-RiskInsurance.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: DGriffin@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 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
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Professional Liability Specialists 1308 Wickford Ln., Lanoka Harbor, NJ 08734 Phone: 609-339-2104 E-mail: anthony@plsins.com Website: www.plsins.com
QuoteNBind.com 11845 W. Olympic Blvd, Ste. 750, Los Angeles, CA 90064 Phone: 213-293-8402 E-mail: Ulistening@quotenbind.com Website: www.QuoteNBind.com
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
R.E. Chaix & Assoc.
3200 El Camino Real, Ste. 290, Irvine, CA 92602 Phone: 949-722-4177 ; Fax: 949-722-4172 E-mail: timc@rechaixinsurance.com Website: www.rechaixinsurance.com RMIS 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
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
Rockwood Programs, Inc. 3001 Philadelphia Pike, Claymont, DE 19703 Phone: 800-558-8808 ; Fax: 302-764-5477 E-mail: sales@rockwoodinsurance.com Website: www.rockwoodinsurance.com
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
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
Promont Advisors, LLC 1 E. Wacker Dr., Ste. 1920, Chicago, IL 60601 Phone: 312-262-3300 ; Fax: 312-262-3301 E-mail: zelbert@promontadvisors.com Website: www.promontadvisors.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
RPS Healthcare
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
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 Healthcare specializes in medical professional liability insurance for all segments of the healthcare industry. We deliver quality insurance solutions at a competitive price for healthcare institutions.
Psych Professional Liability, a div of Frenkel & Company 10 Hudson St., 6th Fl, Jersey City, NJ 07311 Phone: 201-356-0057 ; Fax: 201-356-0055 E-mail: khegel@frenkel.com Website: www.frenkel.com
PULIC Program – TDC Specialty Insurance Company
RPS Plus Companies 520 US Highway 22, Bridgewater, NJ 08807 Phone: 908-685-7650 E-mail: Frank_Figaro@RPSins.com Website: www.thepluscos.com
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
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
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: creid@qsr-insurance.com Website: www.quakerspecialrisk.com
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
Quirk & Company P.O. Box 792030, San Antonio, TX 78279 Phone: 800-299-9421 ; Fax: 210-340-4075 E-mail: lvazquez@quirkco.com Website: www.quirkco.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 Website: www.RussellBond.com
SEPTEMBER 18, 2017 INSURANCE JOURNAL | NATIONAL | 51
Professional Liability Directory - Alphabetical Directory of Markets 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
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
SCU - Middletown 421 Wadsworth St., Middletown, CT 06457 Phone: 860-347-9600 ; Fax: 860-347-9611 E-mail: jryczek@scui.com Website: www.scui.com/offices/middletown Shelly, Middlebrooks & O’Leary, Inc. P.O. Box 2909, Jacksonville, FL 32203-2909 Phone: 904-354-7711 ; Fax: 904-355-7611 E-mail: dc.oleary@shellyins.com Website: www.shellyins.com Sierra Specialty 389 Clovis Ave., Ste. 100, Clovis, CA 93612 Phone: 844-8SIERRA ; Fax: 559-256-6950 E-mail: mark@sierraspecialty.com Website: www.sierraspecialty.com Smith, Bell & Thompson, Inc. 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 Southern Insurance Underwriters, Inc. CMGA P.O. Box 105609, Atlanta, GA 30348 Phone: 678-498-4500 ; Fax: 678-498-4600 E-mail: marketing@siuins.com Website: www.siuins.com Specialty Insurance Managers, Inc. 8601 RR 2222, Bldg III, Ste. 100, Austin, TX 78730 Phone: 800-876-3278 ; Fax: 877-399-2720 E-mail: lburton@simtexas.com Website: www.simtexas.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 Sports & Fitness Insurance Corporation P.O. Box 1967, Madison, MS 39110 Phone: 800-844-0536 ; Fax: 601-707-1045 E-mail: contactus@sportsfitness.com Website: www.sportsfitness.com Sullivan Brokers Wholesale Ins. Solutions 800 W. 6th St., Ste. 1800, Los Angeles, CA 90017 Phone: 800-252-0355 ; Fax: 213-629-3161 E-mail: info@gjs.com Website: www.sbwis.com Sun Coast General Insurance Agency P.O. Box 30750, Laguna Hills, CA 92654-0750 Phone: 949-768-1132 ; Fax: 949-768-0625 E-mail: KChamberlain@SunCoastInsurance.com Website: www.suncoastinsurance.com Target Professional Programs 1230 E. Diehl Rd., Ste. 350, Naperville, IL 60563 Phone: 331-333-8239 ; Fax: 630-961-0284 E-mail: SReidy@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: marketing@taga1.com Website: www.taga1.com
VGM Specialty Underwriters 6750 Antioch Rd., Ste. 305, Merriam, KS 66204-1289 Phone: 800-203-3233 ; Fax: 913-469-0642 E-mail: bill.wilson@vgmsu.com Website: www.VGMSU.com Victor O. Schinnerer & Company 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
The Hanover Insurance Group 440 Lincoln St. Worcester, MA 01653 Phone: 508-855-1000 Website: www.hanover.com
W. Brown & Associates Insurance Services 19000 MacArthur Blvd., Ste. 600, Irvine, CA 92612 Phone: 949-851-2060 ; Fax: 949-428-1298 E-mail: jdelvecchio@wbais.com Website: www.wbais.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
Western E&O 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
ThinkRisk Underwriting Agency 14 Penn Plaza, 225 W. 34th St., Ste. 1510, New York, NY 10122 Phone: 646-612-7808 ; Fax: 646-612-7819 E-mail: rkhan@thinkriskins.com Website: www.thinkriskins.com TitlePac, Inc. 15200 Traditions Blvd., Bldg C, Edmond, OK 73013 Phone: 800-331-9759 ; Fax: 918-683-6842 E-mail: underwriting@titlepac.com Website: www.titlepac.com tKg Wholesale Brokerage 2525 E. Camelback Rd., Phoenix, AZ 85016 Phone: 602-325-5549 ; Fax: 602-352-1892 E-mail: breardon@tkgins.com Website: www.tkgins.com Tokio Marine/HCC 2300 Clayton Rd., Ste. 1100, Concord, CA 94520 EPL: Chris Murphy - 415-277-2475 - CMurphy@tmhcc.com AE/CP: Jim Bechter - 925-305-2115 - jbechter@tmhcc.com All other: Ed Velasquez - 914-242-7865 - evelasquez@tmhcc.com Website: www.tmhcc/#liability
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
U.S. Risk Insurance Group, LLC
8401 N. Central Expy, Ste. 1000, Dallas, TX 75225 Phone: 800-232-5830 ; Fax: 214-265-4976 E-mail: shannon.davis@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 USASIA Insurance Services 319 Union Ave., Pomona, CA 91768 Phone: 909-618-0288 ; Fax: 909-618-0289 E-mail: shirley@usasia-ins.com Website: www.usasia-ins.com USG Insurance Services, Inc. 1000 Town Center Wy, Ste. 300, Canonsburg, PA 15317 Phone: 724-754-9007 ; Fax: 724-265-5751 E-mail: jkessel@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
52 | INSURANCE JOURNAL | NATIONAL SEPTEMBER 18, 2017
Western World Insurance Group
400 Parson’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, LLC 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
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News & Markets | NATIONAL continued from page 17 policy ($840, compared with $220 for the 790 counties with smaller shortfalls). The surpluses also were geographically concentrated, although not as much as the shortfalls. CBO estimates that 59 counties with surpluses of more than $2 million accounted for roughly 60 percent of the $600 million total from all 2,161 counties with surpluses. Those 59 counties, mainly located along the northeast and west coasts, contained 16 percent of all NFIP policies. Their average surplus per policy was $480 compared with $280 for the roughly 2,100 counties with smaller surpluses.
Affordability Assessment
CBO also assessed the NFIP’s affordability. Comparing premiums with household income from census data, it found: • The median annual premium for residential NFIP coverage is $520. • Most of the premiums—specifically, the central two-thirds of the distribution around the median of $520—are between $420 and $1,330. • The median value of the ratios of census tracts’ median premium to median household income is 0.8 percent; the central two-thirds of the ratios fell in the range of 0.5 percent to 1.5 percent. • Premiums differed somewhat by type of residence. The median premium for condominiums (one-fourth of the total) was about 15 percent lower than the median premium for single-family non-condominium homes ($440 per year versus $520 per year). Those differences reflect generally lesser coverage for condominiums. • Within the subset of single-family non-condominium residences, premiums tended to be significantly lower for primary than for non-primary residences. The median annual premium was $450 for primary single-family residences (56 percent of all residential policies); it was $740 for non-primary single-family residences (19 percent of all residential policies). Of that difference of $290, $225 can be attributed to lower fees for primary residences as the surcharge to help cover the costs of discounted rates (primarily INSURANCEJOURNAL.COM
for pre-FIRM properties) is $25 for policies that cover primary homes and $250 for policies that cover non-primary homes and non-residential properties.
Authority Expires; Harvey Aid
Insured losses, including for flooding, from Hurricane Harvey are still being tabulated. Data analytics firm CoreLogic has projected home flood insurance losses from Harvey running between $6.5 billion and $9.5 billion. Hurricane Katrina resulted in more than $15 billion in flood insurance losses in Louisiana and Mississippi. The current authorization for the NFIP expires on Dec. 8. If Congress does not reauthorize it by that date, it will still be able to pay claims from funds on hand, but it will not be able to borrow additional funds, renew policies or issue new ones. Congressional lawmakers are not in agreement on what to do about the NFIP. Some have said Harvey is a reason to press for program reforms now while others have called for a straight reauthorization, leaving reforms for another day.
CBO estimates that the NFIP faces $5.7 billion a year in costs while bringing in about $4.3 billion in revenues. NFIP collects about $3.3 in premiums and about $1 billion in surcharges and fees a year. Under current law, FEMA can borrow up to $30.4 billion from the Treasury to operate NFIP. The agency owes the Treasury $24.6 billion, leaving $5.8 billion in remaining borrowing authority. The program was forced to borrow heavily to pay claims for Hurricanes Katrina, Rita, Wilma and Sandy. It also borrowed $1.6 billion in January 2017. Lawmakers also have President Trump’s request for close to $8 billion in aid for Harvey victims.
Reform Approaches
The CBO report closes with a discussion of a dozen approaches that lawmakers could consider to “make the program more
solvent, align premiums with risks, or keep rates low.” They include: • Improve solvency by increasing premi um income from policyholders, reducing the use of discounted rates, or increasing the share of costs borne by certain cate gories of policyholders or taxpayers; • Better align premiums with risks, reducing the use of subsidies, including discounted rates and cross-subsidies, or by adjusting premiums to better reflect underlying risk factors; • Keep costs low for some policyholders by targeting subsidies to low-income policyholders, shifting costs to taxpayers, or adjusting premiums to reflect the value of insured properties.
Advertisers Index
Read, browse, contact, or do product searches on any of our full page advertisers at: www.insurancejournal.com/adshowcase/
Anderson & Murison www.andersonmurison.com 31 Applied Underwriters www.auw.com 2, 3, 56 California Earthquake Authority mvp.earthquakeauthority.com 5 Crawford Contractor Connection www.contractorconnection.com 7 CTC Transportation Insurance Services https://insurancetruck.com 9 Cypress P&C www.cypressig.com S6 EZLynx www.ezlynx.com 12, 13 Frenkel & Company www.cosmeticinsurance.com 17 IICF www.iicf.org 19 Insurance M&A Symposium & Brokerage Summit www.spglobal/ima 35 Insurance Technologies Corp. www.getitc.com 29 InsurBanc www.insurbanc.com 33 Louisiana Commerce & Trade Assoc. www.lctacomp.com S5 Midlands Management Corporation www.midlandsmgmt.com SC8 Monarch E&S Insurance Services www.monarchexcess.com W5 NBIS www.nbis.com 27 Pacific Gateway Insurance Services www.pgiainsurance.com W7 PersonalUmbrella.Com www.personalumbrella.com 55 Philadelphia Insurance Companies www.phly.com 5, W3 PSIC- Pacific Specialty Insurance Company www.wwfi.com W8 Shield Commercial Insurance Services www.shieldins.net 15 South & Western www.southandwestern.com SC3 St. James Insurance Group www.stjamesinsurance.com S5 Texas Mutual www.texasmutual.com SC5 United Fire Group www.ufgsolutions.com E5
SEPTEMBER 18, 2017 INSURANCE JOURNAL | NATIONAL | 53
Closing Quote Irreplaceable You
By Donna Gray
W
hen you sell insurance policies like every other agency, how can you stand out from the competition? Be irreplaceable. It’s simpler than it sounds when you follow three rules. The first is counterintuitive; the second has nothing to do with insurance; and the third is all about insurance: First, stop selling. Consider your customer list. Can you name each customer’s top three concerns? If you can’t, you may be guilty of using sales calls only as opportunities to upsell, renew or add a product. This approach leaves your client open to any competitor who does nothing more than start a conversation. Yes, it’s paradoxical, but to boost sales, stop selling so much. Never open a sales call with a presentation about
yourself, your company or what you offer. Instead, start with a question to drive discussion and conversation. “How’s your safety record this year?” “Any concerns about pricing I can address?” Even a very direct, “What do you dread most about discussing insurance with your boss?” A bit of research will help you find the most effective questions to ask based on the company, competition, trends and individual client background.
Yes, it’s paradoxical, but to boost sales, stop selling so much. This very simple tactic casts you as the person who solves your client’s most pressing issues, which establishes that client as a hero within his or her own organization. When you make your customers’
jobs easier, they will want to keep you as an ally.
Second, to increase your value, offer value-added services.
They don’t replace your main product, but they do extend your reach and the perception that you’ve truly thought of everything when it comes to a customer’s peace of mind. Value-added services don’t need to be extensive or take a lot of your own time to deliver. More often than not, the only requirement is a thoughtful gesture to make your customers feel protected. Isn’t that the very essence of any insurance professional’s mission, to provide a sense of protection? It’s best to develop a few well-planned, value-added services that relate to your customers. Then, find trusted business partners to deliver your suggested offerings. You can build in a referral fee to the partnership if you want to generate additional income, but often, the greatest value comes from the long-term customer loyalty you’ll establish. Start with your portfolio and niche businesses and craft a suite of value-adds from there. You don’t need to be the expert in any of the services — leave that to your partners — but be certain to vet any organization you select as a partner. Continue regular follow-up with customers to make sure they’re happy with your recommendations. You may want to coordinate service delivery just to stay connected and in-the-loop. Some value-added services
that can bolster your market position: • Estate planning services • Funeral preplanning • Will preparation • Videotape or photography services for asset identifica tion • Appraisal services • Disaster preparation planning list or a discounted price on disaster food kits • Tax preparation advice • Disaster business plan development • Cybersecurity training • Wellness programs • Defensive driving courses for teens • Alarm systems • Winterization kits The list is limited only by your creativity. The goal is to offer a comprehensive program for the categories your customers value most.
Third, earn your professional designation. Investing in your
own professional education demonstrates your commitment to serving clients. It shows that you care not only about your ethical and practical insurance knowledge, but also about your promise to customers who put their trust in you. In the endgame, it will be this trio — forward-thinking sales methods, customer-centric value-added services, and a commitment to your own professional education — that will make you stand out as a leader who goes the extra step for clients. Your product may be replaceable, but you are not. Gray is the executive director of the American Insurance Marketing and Sales (AIMS) Society. Website: www. aimssociety.org. INSURANCEJOURNAL.COM
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Expect big things in workers’ 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. Follow us at bigdoghq.com. Š2017 Applied Underwriters, Inc., a Berkshire Hathaway company. Rated A+ (Superior) by A.M. Best. Insurance plans protected U.S. Patent No. 7,908,157.