The Tennessee Insuror Sep/Oct 15 by Insurors of Tennessee

THE TENNESSEE

INSUROR September/October 2015

Vol. 26 No. 5

www.insurors.org

10 14 41

Interest Rate Watch: The Fedâ&#x20AC;&#x2122;s Fear of Lift-off Who Insured the Electric Car?

What the Flurry of Recent M&As Means for Reinsurers

n o i t n e v n o C I ssue

Return to Rocky Top Welcome to Knoxville and the Insurors 122nd Annual Convention

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contents

THE TENNESSEE

INSUROR Vol. XXVI, Number 5 September/October 2015

features

Phone (615) 385-1898 Toll Free: 1-800-264-1898 Email: info@insurors.org Editor: Charles T. Bidek, CPCU Publisher: Daniel D. Smith Jr.

4 Welcome to Knoxville INSURORS OFFICERS

President ......................................................... Cindi Gresham, CIC Immediate Past President ..................................... Lou Moran III IIABA National Director ................................................ Brad Smith Vice President, Region I ..................................... Chris Allison, CIC VP, Region II and Pres. Elect .... Christie Reeves, CIC, CPCU, CPIW Vice President, Region III ................................. John McInturff III Treasurer .............................................. Battle Bagley III, CIC, CPA Secretary ...................................................................... Rush Powers Director, Region I ....................................................... Portis Tanner Director, Region I ...................................................... Edward Kaiser Director, Region I .......................................................... Tim Roberts Director, Region II ....................................................... Chip Fridrich Director, Region II .................................................... Joe Lester, CIC Director, Region II ................................................. Steve Copeland Director, Region III ..................................................... Kevin Ownby Director, Region III ............................................ Josh Gibbons, AAI Director, Region III .................................................... Eric Campbell Young Agents Chairperson ........................ Stuart Oakes, CRIS

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Display advertising rates, deadlines and specifications may be obtained by writing to Insurors of Tennessee, 2500 21st Avenue South, Suite 200, Nashville, TN 37212, calling 615.515.2601, e-mailing dsmith@insurors.org or online at www.insurors.org The Tennessee Insuror is provided to all Insurors of Tennessee members and associate members as a member service.

For the Insurors 122nd Annual Convention

Convention Sponsors

Convention Guest Speakers/Locations

Interest Rate Watch: The Fed’s Fear of Lift-off

Daniel Learns About Ins.: Who Insured the Electric Car?

What the Flurry of Recent M&As Means for Reinsurers

departments 21

From Your President

From Your IIABA Past Chairman

From Your CEO

Education Calendar

Government and Legal Affairs

Event Spotlight

Company Spotlight

Company Briefs

Meetings

Member Tips

INSURORS OF TENNESSEE 2500 21st Avenue South, Suite 200 Nashville, TN 37212-0539 www.insurors.org

Welcome, We’re Glad You’re Here! A Different Perspective

Should Laws Apply to Everyone?

Business Connection Lounge by Chubb Consumers Insurance USA

No PUP? Legal Fees Could Bury Your Client 3

Welcome to Knoxville For the Insurors of Tennessee 122nd Annual Convention

Welcome to the Insurors 122nd Annual Convention! We’re excited to be back in Knoxville for the convention for the first time since 2002. There are some great events lined up for our attendees this year, so please review the schedule below. We’re glad you’re here!

Saturday, October 10th (all times EST) Noon 3:30 pm

UT vs. UGA Tailgate featuring Yee Haw Brewing Tennessee Vols vs. Georgia Bulldogs

World’s Fair Park Festival Lawn Neyland Stadium

Sunday, October 11th 10:00 am - Noon 11:00 - 2:00 pm 11:00 - 5:00 pm Noon - 1:00 pm 1:00 - 2:00 pm 2:00 - 6:00 pm 2:00 - 6:00 pm 4:00 - 6:00 pm 6:00 - 8:00 pm

Board of Directors Meeting Exhibitor Setup Registration Open Board/Past Presidents Luncheon presented by Swiss Re Breakout Session 1 - Outlook Seminar Exhibit Hall and Trade Show Business Connection Lounge “Meet the Vendors” Exhibit Hall Reception Opening Night Dinner Celebration featuring Phil Fulmer

TENNESSEE vs UGA TAILGATE

TAILGATE COAT DRIVE

OPENING NIGHT CELEBRATION

all registered attendees are invited to join us in world’s fair park before the game for food, refreshments, games and football

please drop off any used or unwanted coats at the tailgate for our young agents to collect for knoxville area rescue missions

all registered attendees are invited to join us for our opening night celebration and dinner featuring a keynote by phil fulmer

presented by

Consumers Insurance service experience trust

Holiday Inn Parlour Room 6 Knoxville Exhibit & Convention Center Holiday Inn Meeting Park Atrium Holiday Inn Windows on the Park Holiday Inn Cumberland & Leconte Rooms Knoxville Convention & Exhibition Center Knoxville Convention & Exhibition Center Knoxville Convention & Exhibition Center Holiday Inn Grand Pavilion Ballroom

USA

presented by

The Tennessee Insuror

Monday, October 12th 8:00 - 10:00 am 8:30 - 10:30 am 8:30 - 10:30 am 10:30 - 11:30 am 10:30 - 11:30 am Noon - 5:00 pm 12:30 - 4:00 pm Noon - 4:00 pm 6:00 - 10:00 pm 7:00 - 10:00 pm

Registration Open Holiday Inn Meeting Park Atrium Exhibit and Trade Show Breakfast/Door Prizes Knoxville Convention & Exhibition Center Business Connection Lounge Knoxville Convention & Exhibition Center Breakout Session 2 - Opt Out Woes pres. by Preferred Comp Holiday Inn Cumberland & Leconte Rooms Breakout Session 3 - 10 Minute Mysteries (1 CE) Holiday Inn Summit Room Annual Convention Golf Tournament The Egwani Farms Course Clay Shooting Blackberry Farms Smoky Mtn. Sports Club Wine Pairing & Tasting Class Blue Slip Winery Historic Southern Railway Company Night By Invitation Young Agents Reception and Whiskey Tasting Cafe 4 Square Room by Young Agent Invite

EXHIBIT HALL & TRADE SHOW

BUSINESS CONNECTION LOUNGE

ANNUAL GOLF TOURNAMENT

all registered attendees are invited to join us for our annual trade show, featuring over 80 exhibitors

all agent attendees are invited to take a break from the trade show in the business connection lounge inside the exhibit hall

this year ’s golf tourney will be held at the beautiful egwani farms course transportation not provided

presented by

WINE PAIRING & TASTING

CLAY SHOOTING OUTING

YOUNG AGENTS RECEPTION

our wine outing will take place in the beautiful historic southern railway shuttle loads at 12:30 at main entrance

our clay shoot will be held at blackberry farm’s scenic smoky mountain sports club transportation not provided

the ya outing will include a whiskey tasting, football viewing and a special raffle! transportation not provided

presented by

Tuesday, October 13th 8:00 - 9:00 am 9:00 - 11:00 am

Association Day Breakfast Insurors Annual Meeting featuring David Walker

Holiday Inn Medallion & Carriage Rooms Holiday Inn Medallion & Carriage Rooms

Breakout Sessions Outlook Seminar - Insurance industry technology expert Steve Anderson will help give you best practices on managing your email, calendars and tasks using Outlook. Opt Out Woes - Join Insurors CEO Chuck Bidek & General Counsel Ashley Gold as they discuss the Workers’ Compensation Opt Out legislation and the potentially detrimental impact it would have on the industry and the state if passed. Ten Minute Mysteries - Join IIA of Indiana & Arlington/Roe General Counsel Rick Pitts for a seminar on the mysteries of coverage. How sharp are you at current coverage questions? Participants in this fun, fast-paced seminar form teams and have to solve various insurance-related case problems – before the clock runs out!

Mobile Event App This year we again have our mobile way to follow all the happenings of the Annual Convention. Just download the free Guidebook mobile application on your smart phone or device and search for the Insurors Annual Convention. Once you add the event you can view mobile schedules, the exhibit hall layout, sponsors and more. u The Tennessee Insuror

Sponsors

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Consumers Insurance service experience trust

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SILVER

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most there when it matters most there when it matters

Responsive

Donegal understands being responsive to our agents and customers is vital. That’s why Donegal assigns underwriters to specific agencies to help agents deliver the best value to customers. Donegal also makes claims reporting easy and we make sure claims are handled fairly, efficiently, and timely. Being responsive in underwriting and claims service… another way Donegal is “There When It Matters Most.”

To learn more visit www.donegalgroup.com or call Wayne Smith at 1-800-277-7442 x 1370.

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there when it matters most

Guest Speakers Keynote Speaker Coach Philip Fulmer

Richard S. Pitts Rick serves as vice president and general counsel for Arlington/Roe, and also serves as general counsel to the IIA of Indiana. He is a frequent insurance and risk management speaker at industry and legal events across the country. He is a graduate of Wabash College and Indiana University School of Law - Indianapolis.

Coach Fulmer served as Head Football Coach at Tennessee for 17 years. He and his staff helped lead the most successful era in modern Tennessee football history. He also led the Vols to the 1998 National Championship in the first BCS title game. Coach Fulmer has taken the same attitudes and principles to the business world and is now a partner with the Northshore Management Co. in Knoxville.

David Walker, CIC, AAI, LIC, ARM, CRM

Steve Anderson

David has been a member of the Big “I” executive committee since 2009. He began his insurance career in 1979 as an agent with Guarantee Mutual Life Insurance. In 1981, he joined Hartland Insurance Agency as a producer, rose through the ranks, and currently serves as president and principal of the agency. He is a former president of the Michigan association and has received many industry awards.

Steve provides information to insurance agents about how they can use technology to increase revenue and/or reduce expenses. He has authored many articles that have appeared in virtually every insurance industry publication. He has over 30 years of experience in the insurance community.

Locations

2 3 4 5

Holiday Inn World’s Fair Park Headquarter Hotel saturday - tuesday Knoxville Convention Exhibit Center Trade Show sunday - monday World’s Fair Park Festival Lawn Tailgate saturday Neyland Stadium UT vs. UGA Game saturday Market Square Dining Options

Stock & Barrel l d The Tomato Head brunch l d Tupelo Honey b brunch l d Not Watson’s Kitchen l d Cafe 4 brunch l d Preservation Pub l d Blue Coast Grill & Bar l d Soccer Taco l d

2 5 3

South Gay Street Dining Options

Suttree’s High Gravity Tavern d Knox Mason brunch d Five l d The French Market b l d Clancy’s Tavern & Whiskey l d Nama Sushi l d Cru Bistro & Wine Bar l d Bistro at the Bijou brunch l d

The Historic Southern Railway Blue Slip Winery Outing

monday

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Interest Rate Watch: The Fed’s Fear of Lift-off

written by Jim Rieniets, INSBANK CEO

Last week the U.S. Federal Reserve System (the Fed) passed on the opportunity to raise the Fed Funds rate, the overnight lending rate between banks that affects most all other variable rates. This prolonged the unprecedented experience of rates at the bottom of the scale going back to December of 2008. While the Fed once again identified reasons for not taking action, others believe that a rate increase(s) is warranted and should be prudently undertaken to avoid unintended consequences down the road.

not progressing so fast that a bust is likely to follow a boom. A year or two ago many believed that inflation would be moving ahead of that figure by now, but falling oil and other commodity prices have abated expectations for inflation as well.

The Fed’s Concerns Despite the fact that unemployment has fallen back very close to pre-recession levels, the Fed’s position seems to be driven by the lack of robust growth in the U.S. economy and concerns about global conditions. The latter fear is greatest with regard to China, which is struggling to maintain growth at levels it has become accustomed to in recent years. In light of global circumstances the U.S. dollar has increased more than 8% this year against a basket of other currencies, making exports more expensive and a threat to our own economic growth. As evidence of this concern, last week the Fed downwardly revised its expectations for growth over the long-run. While the Fed has not recommended changes to fix the manner in which unemployment is measured (people that “give up” on looking for a job fall-out of the equation), it has also acknowledged that the traditional measure of unemployment is not a complete assessment of the working citizenry. The favorable unemployment figures are offset by meager growth in wages, underscoring the Fed’s reticent position on a rate increase. The Fed’s target rate for inflation is 2%, a level for which it considers the economy to be healthy, but

Contrarian Views While Janet Yellen and most of her Fed Governor peers posit their stance on rates as being cautionary, others consider the failure to raise rates as something that could become a problem in the future. Mark Zandi, chief economist at Moody’s Analytics, fears that job levels combined with low rates could contribute to asset bubbles in the future, stating, “The main risk is that they now wait too long and that then they have to play catch-up and have to raise rates very aggressively and undermine economic growth.” Other dissenting opinions on the Fed’s patience include the continued punishment that savers are experiencing relative to borrowers. For millions of elderly Americans that live off of bank CDs and bond coupons, the last seven years have been painful. Some have suggested that this is effectively a transfer of wealth from older people to younger people. Yet another criticism of inaction is the notion that any modest rate increase is not likely to be a major hindrance to economic growth, but could in fact be a signal of optimism to markets and consumers alike that would reinforce positive developments in the economy.

The Human Element: The Ever-Cautious Janet Yellen Lest we think otherwise, the Fed governors are people too. Like the rest of us they act in accordance

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with concerns for their own well-being, whether consciously or sub-consciously. It is human nature. In the case of a Fed governor, most probably fear making a bad decision, or a decision that could be criticized more than another one. As reported by the Wall Street Journal, Mrs. Yellen has a reputation for arriving hours early for airport departures and preparing weeks in advance for important speeches. One might suggest these are the actions of an uber-cautious individual who might have a hard time making a big decision, when making a big decision might be the best thing for an economy. Rest assured, the person who arrives for her flight before everyone else is probably going to be cautious about most everything she does. About the Author Jim Rieniets serves as President and CEO of INSBANK, which requires him to manage the day to day activities of the bank. He also serves as a director of INSBANK and on the Loan and Investment Committees, as well as being the Chief Manager of the bank’s subsidiary, Finworth Mortgage, LLC. u

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Daniel Learns About Insurance: Who Insured the Electric Car?

Is Insuring These Vehicles Any Different? The Answer is a Firm Maybe written by Daniel Smith

Insurors Director of Communications Daniel Smith is far from an insurance expert, but he is trying to learn! In this series he will look into insurance industry and coverage questions he has about popular trends in day-to-day life. Electric cars are gaining popularity across the country, and they appear to be here to stay. The Chevrolet Spark, Nissan Leaf, BMW i3, Ford Focus Electric, Volkswagen E Golf and Mercedes B-Class Electric are just some of the options from the major car manufacturers. One of the trendiest models is the Tesla Model S. Perhaps you read recently about the Tesla owner whose car instructed him to pull over, just in time to safely escape the vehicle before it caught fire. He had apparently struck a vehicle with a trailer hitch and damaged his car’s engine much worse than he suspected. It takes a smart car to warn you of impending danger like that, but it also take a smart driver to purchase that car. At least that’s what some insurers seem to believe. The Hartford and other insurers have offered discounts to electric vehicle owners, and they say it is to support environmental sustainability. That may be partially true, but most experts feel that it is also a financial bet on the owners of these vehicles, assuming that they may be more cautious and intelligent in their driving habits.1 However, not all companies view it that way. The technology and parts required for electric vehicles can also lead to more costly repairs, especially if the battery is involved. As such, some insurers are charging higher premiums and assuming that their claims data will continue to

justify the increases. Time will tell which insurers were on the right side of the trend, but the most recent data is showing that rates are dropping for electric vehicles when compared to their standard counterparts. For example, a report from CoverHound showed that the Nissan Leaf costs an average of $1,513 to insure for the year, which is nearly $300 cheaper to insure than a Nissan Altima, which costs an average of $1,801 per year.2 Most industry insiders believe that as electric cars become more commonplace, the trends will even out and only the hard data will matter for underwriting. But as more carmakers take on the electric trend, we may see more varied strategies from insurers in the short-term.

Electric Cars and Homeowner’s Insurance? While most of the differences in insuring electric cars comes down to the cost of parts or theories about driving habits, there are a few other items to consider. Some electric car drivers install vehicle charging stations inside their homes. This doesn’t effect car insurance, but it may impact their homeowner’s coverage. The American Association of Insurance Services reports that laws in at least two states—Oregon and California—require some homeowners and condo owners to have liability coverage that protects the charging equipment. Even if a state doesn’t require coverage in this circumstance, it may be a good idea to talk to your clients about any homeowners insurance implications of installing a charging

The Tennessee Insuror © images copyright Koei Tecmo

IT’S THE RIGHT THING TO DO. From left to right: Andy Roe, Katie Roe Weiper, Jim Roe and Patrick Roe

Arlington/Roe. You have our word on it. “Whether you choose Arlington/Roe for our breadth of knowledge, product line diversity, market access or industry know-how, you may be assured we are in business primarily to serve you. We will do our best to earn and keep your trust. You have our word on it.” – James A. Roe, CPCU, ASLI, President

Managing General Agents and Wholesale Insurance Brokers

Serving Independent Agents Since 1964

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station at their home.3

Tailor Made for the Independent Agent All-in-all, insuring electric cars is yet another situation where an independent agent can provide greater value to consumers. Since insurers are taking several different approaches to pricing coverage for these vehicles, having an agent who can shop coverages is invaluable to a potential insured with an electric vehicle.

THE BRITISH ARE

COMING HERE

Future Risks on the Horizon Electric vehicles are certainly not the first innovation that has challenged the industry, and it wonâ&#x20AC;&#x2122;t be the last. In addition to electric vehicles, driverless cars are also in development. On top of that, dri verl ess electric cars are probably the next step, as companies like Google are already working on the concept. Googleâ&#x20AC;&#x2122;s self-driving car, commonly known as the SDC, has been in development for years, and a fully functional prototype was unveiled in December and is in testing now. Tesla is also working on a driverless electric car, and the CEO of Uber has said he would purchase 500,000 of them for their fleet by 2020. So in a few years, we may be talking about driverless, electric ridesharing services. I can almost see the insurance actuariesâ&#x20AC;&#x2122; heads exploding now.

Help Your Clients Find Options If you have clients are considering electric vehicles, talk to your carriers and see where the best value is for your clients. You might help them save a lot more than just the environment.

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1-Per â&#x20AC;&#x153;Owners of Costly Electric Cars Save Money on Insuranceâ&#x20AC;? via USA Today at http://content.usatoday.com/communities/driveon/post/2012/05/ owners-of-costly-electric-cars-save-money-on-insurance/1#.VeilXZdghdc 2-Per â&#x20AC;&#x153;Eletric Vehicles Cheaper to Insure and Own Than Gas Carsâ&#x20AC;? via http:// www.cheatsheet.com/automobiles/electric-vehicles-now-cheaper-to-insure-and-own-than-gas-cars.html/?a=viewall 3-Per https://www.allstate.com/tools-and-resources/car-insurance/electricvehicle.aspx

About the Author Daniel Smith serves as the Director of Communications for Insurors of Tennessee. He has a Bachelors degree in Marketing with a minor in Graphic Design from the University of Tennessee at Chattanooga. He may be contacted at dsmith@insurors.org. u 16

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Future Leaders Spotlight

presented by

Tim Treadwell V • Boyle Insurance Agency - Memphis Tim Treadwell V is a Memphis native who now lives in Germantown with his wife Bridgette and their three children, Lanier, Marrin and Lou. He stays busy in the community working with local charities on issues like Breast Cancer, Spina Bifida and the Make-A-Wish program through Trusted Choice. He is a former president of the Insurors of Memphis local board, and is still actively involved in their organization. He also serves on our State Young Agents Committee. Tim Treadwell of Boyle Insurance

The Insuror: Can you tell us a little about your current job title and responsibilities? Tim: I am an Account Executive. I produce new business as well as maintaining current clients. The most important part is client servicing. If they leave a message or send an e-mail, I always respond that I received it and I’m working on their request no matter where I am. It’s important to us that they know we hear them and will get the job done in a timely fashion.

The Insuror: What can you tell us about your educational background? Tim: I am a graduate of Christian Brothers High School in Memphis. I then went to Knoxville where, I was never really engaged in school, and instead found a home working in a restaurant. I went from server, to bartender, to management training. I learned a lot about running a business, but as a man in his early 20s, I was working 14 hour days. I have attended The Hartford School of Insurance and the State Auto Pacesetter Program.

renewals. I know some people don’t like working with family, but we had a blast.

The Insuror: Do you have any influences/role models in the industry? Tim: My dad of course is the number one influence in my life. In this industry, it is vital to have role models. I’ll start with one of our partners at Treadwell & Harry, Milton Lagasse. Milton was always like an uncle, but he really taught me the technical parts of insurance. He is brilliant and I learned a lot from him. In 2007, we sold our family agency to USI of Tennessee. This is where I met Chip Moreland, the biggest role model I have had in my career. Chip taught me how to be a professional, how to sell, and the financial part of being a producer. He was really like a big brother, and I watched and learned from everything he did. In our Boyle office, Cindi Gresham, Fred Smith and Steve Peay have continued to help me develop as an insurance professional.

The Insuror: Is there any advice you could offer Young Agents or others in the industry to achieve success? Tim: It’s a very rewarding career, if you invest in it. Get involved in associations, go to lunches, ask questions. I have some friends that are competitors, but we talk about the business, what they are seeing in the industry, where to place lines of business. That has been very beneficial to us. If you are having trouble, I recommend you go sit down and talk with your boss, or someone you think of as a mentor. If they are truly investing in you, they will want you to succeed. Listen to them on the phone, ask to go on appointments with them, etc. The most important thing is to know what you are selling, so get educated.

The Insuror: How and why did you get your career in the insurance industry started?

The Insuror: As an independent agent, you have many partners in this industry, including carriers, MGAs and many more. How do you determine which ones are the right relationships?

Tim: We had a family insurance agency that started in 1910, Treadwell & Harry. My dad and both my sisters were working there so I asked my dad for a job. He started me in the mail room, processing mail and scanning old files. I was scraping the ashtray in my car for change to eat Taco Bell. I moved up to get my license and started processing endorsements and

Tim: I prefer relationships with the partners that are visible, are there to work, and want to get the job done. We have many great relationships, but the people who follow through on what they say to us are the ones I like. There is nothing worse than a marketing rep and an underwriter being on a different page!

The Tennessee Insuror

The Insuror: Thank you for giving us your time, Tim, we appreciate it and wish you continued success in your career. Tim: Thank you for the opportunity to share and be involved in Insurors. u

Young Agents ‘15

Upcoming Events and Information Below are some updates on the events scheduled for Young Agents in 2015. Please mark your calendar and join us for these opportunities to network. October 10 - Young Agents Sponsored Coat Drive World’s Fair Park • UT vs. UGA Tailgate • Knoxville October 12 - Young Agents Reception at Annual Convention Featuring our Whiskey Tasting and InsurPACTN Raffle Presented by Berkley Southeast Insurance Group The Square Room at Cafe 4 • Knoxville

Young Agents Committee Stuart Oakes - Chair Producer/Construction Division TIS Insurance Services Knoxville sfoakes@tisins.com Paul Steele, CIC, CRM - Immediate Past Chair Producer/Agent Martin & Zerfoss, Inc. Nashville psteele@martinzerfoss.com Tim Treadwell V - Region I Account Executive Boyle Insurance Agency Memphis timt@boyle.com Brent Chance - Region II Principal Agent/Owner Ivy Insurance Brentwood bchance@ivy-insurance.com David Allen - Region III Principal Agent RSS Insurance Chattanooga dallen@rssins.com For more information, please e-mail dsmith@insurors.org. u The Tennessee Insuror

INTRODUCING

Exceptional Agents Berkley Southeast Insurance Group recognizes the need to mentor the growth of new talent and to perpetuate the Independent Agency System, as well as provide young agents with a competitive advantage. Tennessee’s Young Agents are the future of our business. That’s why we are working together for success.

Congratulations Exceptional Agents 2015 Aaron Jensen Adam Reeves Andrew Powers Blake Dickens Brandon Patterson Chad Richardson Chad Snider Charlie Taylor Clement Ledbetter David Evans Garrett Flannery Jamie Williams Jared Smith Jason Stiltner Jason Teague Jeremy Stiltner John Brock John Fritts Josh Witt Kevin Ownby Leslie Frazier Matt Spellings Michael Novarese Mike Thomas Patrick Sala Ramsey Brock Robert Harris Stacy Woodard Stuart Oakes Tim Treadwell Will Webb

Shafer Insurance Agency, Knoxville Union City Insurance Agency, Union City Burke, Powers, and Harty Insurance, Bristol Harris, Madden and Powell, Memphis Ownby Insurance Services, Sevierville Swallows-Newman Insurance, Cookeville Westan Insurance Group, Martin Burke, Powers, and Harty Insurance, Bristol Battle Page Insurance, Franklin The Insurance Group, Inc., Knoxville Carroll Insurance Agency McKenzie Hardin County Bank Ins. Agcy., Savannah TIS Insurance Services, Knoxville Heritage Insurance, Kingsport Watauga Insurance, Johnson City Heritage Insurance, Kingsport Brock Insurance, Chattanooga TIS Insurance Services, Knoxville The Insurance Group, Inc., Knoxville Ownby Insurance Services, Sevierville Shafer Insurance Agency, Knoxville Consolidated Insurance Agency, Paris McDaniel-Whitley, Inc., Memphis Insurance, Inc., Nashville Harris, Madden and Powell, Memphis Brock Insurance, Chattanooga Tigrett & Pennington, Nashville Shafer Insurance Agency, Knoxville TIS Insurance Services, Knoxville Boyle Insurance, Memphis Battle Page Insurance, Franklin

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The Tennessee Insuror

From Your President

Welcome, We’re Glad You’re Here!

Welcome to the 122nd Insurors of Tennessee Annual Convention, and thank you for joining us in beautiful Knoxville. I feel confident that our convention hotel, the Holiday Inn Knoxville Downtown World’s Fair Park, will prove to be a great venue for this year’s festivities. Our convention is the premier industry event for Tennessee’s independent agents, and I am so excited about the participation and events planned for this year. Sometimes we’re asked about the value of attending the convention. I know you’ve probably seen the great schedule of events we have lined up, but I want to highlight a few items that I think really make this event worth your time.

Breakout Sessions The Breakout Sessions at our conventions are always informative and helpful, but I think we have a few special ones lined up this year. I will definitely be attending the Outlook Seminar on Sunday, I know I need help utilizing the program more efficiently. Steve Anderson is leading the session is renowned in our industry for his technology expertise. On Monday we have two sessions that are going to really have some important information for attendees. Attorney Rick Pitts always does a great job for us in his sessions, and I think this will be another great one. His session, “Ten Minute Mysteries,” will help you determine how sharp are you at current coverage questions. Participants in this fast-paced seminar form teams and solve various insurance-related case problems. It should be a interesting and informative session. The “Opt Out Woes” session with our own Chuck Bidek and Ashley Gold will cover a topic that every agent and company writing Workers’ Compensation needs to know about. This is such an important discussion about a bill that we will see back in the Legislature in January. You need to know how this would affect Workers’ Compensation in Tennessee. As an Association we are opposed to this bill, come to this session to get the facts and learn why! The Tennessee Insuror

Trade Show & Exhibit Hall On Sunday afternoon, our exhibit hall opens at 2 pm. We are very lucky to have one of the largest trade shows for agents in the Southeast. There will be 80 exhibitors on hand, including 36 carriers. This is a great opportunity for you to meet your next company, talk with current partners, learn about vendors and see the wealth of options available through our brokers and MGAs in Tennessee. I never leave the convention without bringing back some valuable information on a new carrier’s appetite or products. I personally want to thank each of our exhibitors for their support and participation. It doesn’t hurt to grab a few of the giveaways and enter the door prize drawings either! And don’t forget, if you visit every booth and get your card signed, you can be entered in our grand prize drawing for $500. While you’re visiting the exhibit hall, don’t forget to stop in our Business Connection Lounge where you can relax, check e-mails or have a discussion. It will be open during the Exhibit Hall in the Convention Center so be on the lookout for other agents and friends that will also be there. We want to thank Chubb for hosting this wonderful meeting place.

Association Day Meeting

“...I want to highlight a few items that I really think make this event worth y o u r t i m e .”

Tuesday will finish up the convention with our Association Day Breakfast at 8:00 am, followed by our Insurors Annual Meeting at 9:00. Thus us one of our most important meetings of the year as an Association. We elect our officers for the coming year, hear our report on the “State of the State,” and also receive an update on our national Association. This year we will have Big “I” Executive Committee member David Walker as our special guest speaker. We’ll also give out our annual awards, and those door prizes! My husband Rocky and I would love to meet each of you in person. If you see us please stop us and say hello. This has been a fantastic year for Insurors and I’m glad our 122nd Annual Convention has arrived. Thank you for attending and I hope to see you in person! u

Cindi Gresham, CIC 21

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The Tennessee Insuror

From Your IIABA Past Chairman A Different Perspective Barbara and I are so pleased to have been asked to attend this year’s Insurors of Tennessee convention as the representative from IIABA. By the time you all read this I will be Past Chairman and the leadership of your Association will have been passed to Randy Lanoix from Louisiana. I know many of you met Randy at your 2013 convention, so you can believe me when I tell you that your Association is in very capable hands under his leadership.

A Proven Track Record IIABA continues to look for opportunities to fulfill its mission statement of “Providing a sustainable competitive advantage to its members.” Certainly we have the areas that we have excelled at for decades in our industry with legislative advocacy, InsurPAC, “Ask the Expert,” Project Invest and Best Practices, just to mention a few. When I am asked to speak at events for ten minutes or even a half hour, it is very difficult to fit in the entire spectrum of current products, programs and services available to members via IIABA. Every dues paying member should take a few minutes to browse the IIABA website and see what is available to them at no additional cost.

An Eye on the Future I just mentioned the things we have been doing well for years – but we are also constantly trying to peer into the future and see what new challenges await independent agents nationwide. The obvious marriage of Trusted Choice and TrustedChoice.com is a great example. In the past, IIABA has been focused on being more of a support organization. This is one of the first initiatives that is actually trying to drive business to the doorstep of our members, even if it is a digital doorstep. Please feel free to ask me, or any of the Trusted Choice or TrustedChoice. com staff at the convention about what we can do for you. In closing, as Past Chairman these are kind of events that make me more and more confident and enthused about the future of the independent agency system. In my travels representing IIABA the last few years I have met some of the most wonderful, dedicated people in my life – Independent Insurance Agents. I won’t miss the traveling but I will miss the people. Thank you for letting me share in the experience with you all. u

“Certainly we have the areas that we have excelled at for de cades . . .”

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The Tennessee Insuror

From Your CEO

Should Laws Apply to Everyone?

Much will be said and written before the legislature returns to Nashville this coming January and determines the fate of the Opt-Out Workers’ Compensation bill being considered. The bill would allow certain employers to remove themselves from the current law and its administration by the Tennessee Department of Labor. Apparently a group of largely unnamed employers either think the current law, which was substantially revised in 2013, is a massive failure or perhaps they just feel that the law should not apply to them. I guess, to some extent, we all feel that way from time to time. Every time my car needs a MARTA inspection, I believe that pesky requirement should not apply to me. Likewise when April 15th rolls around every year, I really would like to Opt-Out of filing Federal Income tax. You can make your own list, but I hope you get the point. Upon further reflection, how would I feel if I was not allowed to Opt-Out, but others were? Laws are written for the entire state and apply to the big and small, rich and poor. In workers’ compensation the State has set requirements for employers who have 5 or more employees (1 for contractors) that include benefits and requirements for accessing benefits. If these statutory minimums are so onerous as to damage economic development, they should be considered for revision; and in that case the revision should apply to all. Some examples to clarify. Proponents of OptOut suggest one major cost saver is to utilize the Federal Employee Retirement Income Security Act of 1974 (ERISA) law. Under ERISA, employers

can lower the notice period after an injury to 24 hours instead of the 30 day requirement currently allowed under Tennessee Law. In an age of smartphones, e-mail and social media I can understand why the 30 days could be reviewed. However, if the entire state is better served with this action, then it should apply to every onthe-job injury incurred. As for benefits themselves, Tennessee requires unlimited medical benefits (along with 47 other states). The bill would limit those benefits. Again, if unlimited medical benefits are onerous then that benefit could be reduced for all employers that choose workers’ compensation insurance or choose to self-insure.

A Prosperous Tennessee Tennessee’s Speaker of the House, Rep. Beth Harwell, recently sent out an e-mail touting the plethora of new businesses entering Tennessee. According to the Tennessee Department of Economic and Community Development, 146 companies have moved or expanded into Tennessee creating an estimated 28,000 jobs in the last three years. Additionally, the State Workers’ Compensation Administrator, Abbie Hudgens, filed her first annual report after the 2013 Workers’ Compensation reforms which shows a more efficient system with cost savings and less adjudication time.

“...how would I feel if I was not allowed to Opt-Out, but others were?”

The point is, a decision to reduce benefits or further restrict eligibility belongs to the legislature and not to individual employers. All of which begs another question. If it ain’t broke, why fix it? u

THE

OPT-OUT

CROSSROADS Chuck Bidek, CPCU The Tennessee Insuror

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The Tennessee Insuror

3/4 4/22

CISR

Commercial Property

6/9

CISR

Personal Lines Institute

5/13-15 CIC

Agency Management

Commercial Casualty Inst*

7/22

Commercial Property

10/28

Commercial Casualty II

4/21 CISR

Comm Property

7/23-24 CIC

Ruble Graduate Seminar

10/27 CISR

Comm Cas. II

CISR

8/19

KNOXVILLE

3/5

CISR

Agency Operations

3/11-13 CIC

Commercial Property Inst

5/4-6

Other

Dynamics of Selling*

6/17

CISR

Commercial Casualty II

CISR

Education Calendar

Agency Operations

4/8-10 CIC

Elements of Risk Man.

6/10-12 CIC

Insuring Personal Auto

8/25-28 CRM

Financing of Risk*

9/16-18 CIC

Life & Health Institute

11/4- 6 CIC

Commercial Casualty Inst

12/8- 9 Other

Executive Risk Seminar*

JOHNSON CITY

4/23 CISR

Comm Property

8/20 CISR

Life & Health

The Insurors of Tennessee offers education opportunities to member agents across a wide range of insurance specialities that satisfy individuals at many different experience levels. If you are looking to further your career, seeking a professional designation, or need to satisfy continuing education requirements, check out the variety of courses available.

NASHVILLE

MEMPHIS

Do you have a Clue?

CHATTANOOGA

MAKE SURE YOU KNOW THE WHO, WHERE AND HOW IN 2015 WITH INSURORS OF TENNESSEE SPONSORED CONTINUING EDUCATION FROM THE NATIONAL ALLIANCE FOR INSURANCE EDUCATION AND RESEARCH.

CERTIFIED INSURANCE SERVICE REP.

CERTIFIED INSURANCE COUNSELOR

3/4

Agency Operations

Nashville

3/11-13 Commercial Property Inst Memphis

3/5

Agency Operations

Memphis

4/8-10 Personal Lines Institute

Nashville

4/21

Commercial Property

John. City

5/13-15 Agency Management

Nashville

4/22

Commercial Property

Knoxville

6/10-12 Commercial Casualty Inst* Knoxville

4/23

Commercial Property

Chatt.

7/23-24 Ruble Graduate Seminar

Nashville

6/9

Elements of Risk Man.

Knoxville

9/16-18 Life & Health Institute

Nashville

6/17

Commercial Casualty II

Memphis

11/4- 6 Commercial Casualty Inst Nashville

7/22

Commercial Property

Nashville

8/19

Insuring Personal Auto

Nashville

8/20

Life & Health

Chatt.

10/27

Commercial Casualty II

John. City

10/28

Commercial Casualty II

Knoxville

Registration is fast and easy at www.insurors.org. More information about each class can also be found online.

ONLINE COURSES WEBCASTS (register and view dates at insurors.aben.tv)

Data Privacy Insurance Ethics & Business NFIP Flood Basics E&O Risk Management Series Commercial Property Professional Ethics and many more! WEBINARS (register anytime at insurors.ceu.com)

Insurance Principles and Policies Long Term Care and many more!

OTHER COURSES 5/4-6

Dynamics of Selling*

8/25-28 CRM Financing of Risk*

Memphis Nashville

12/8- 9 Executive Risk Seminar* Nashville

REGISTER ONLINE NOW AT WWW.INSURORS.ORG OR *WWW.SCIC.COM CALL LAURA THROWER AT 615.515.2607 FOR MORE INFO OR E-MAIL LTHROWER@INSURORS.ORG

CISR

10/27 Commercial Casualty II 10/28 Commercial Casualty II 11/10 Insuring Personal Auto

CIC

Fee: $173

CE: 7

Fee: $385 (Ruble $420)

Johnson City Knoxville Memphis

CE: 24

9/16-18 Life & Health Institute 11/4- 6 Commercial Casualty Institute 3/2-4 Agency Management Institute 4/6-8 Personal Lines Institute

Nashville Nashville Nashville Memphis

The National Alliance for Insurance Education & Research is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the National Registry of CPE Sponsors, 150 Fourth Avenue North, Suite 700, Nashville, TN, 37219-2417. Website: www.nasba. org. Advanced Curriculum Rating = 20 CPE Credits. For more information regarding administrative policies such as complaint and refund, please contact our offices at 800-633-2165.

ABEN Webcasts (insurors.aben.tv) 8/3 8/4 8/4 8/6 8/12 8/12 8/13 8/4 8/11 8/5 8/18 8/19 8/25 8/26 8/27

E&O - Agency/Carrier Relationships E&O - Role of Agency Defenses E&O - Claim 360 View E&O - Agency Operations Hot Topics in Personal Lines Data Privacy Insurance D&O Insurance Business Income - Beyond Basics Professional Ethics in Insurance E-World for Insurance Professionals Those Kids and Their Cars NFIP Updated Basic Course E&O - Agency Operations E&O - Understanding Agent Duties E&O - Role of Agency Defenses

CE: 3 $48 CE: 3 $48 CE: 3 $48 CE: 3 $48 CE: 2 $48 CE: 2 $48 CE: 2 $48 CE: 3 $72 CE: 3 $60 CE: 3 $72 CE: 2 $48 CE: 3 $72 CE: 3 $48 CE: 3 $72 CE: 3 $48

Risk Seminars

Fee: $420

12/8- 9 Executive Risk Seminar*

CRM

Nashville

Fee: $430

8/16-19 Analysis of Risk

CE: 20

Nashville

Online Courses (www.iiaba.net/vu) Available from IIABA Virtual University. Member pricing shown.

Ethics for Insurance Professionals How to Calc. Business Income in 5 Min. National Flood Insurance Program New Employee Training Course

CE: 3 CE: 3 CE: 6 CE: 9

$75 $50 $80 $100

*check VU site for current information on CE and pricing

Available from The National Alliance

(www.scic.com)

Legal & Ethical Requirments of Insurance CE: 4 Insuring Flood Exposures - NFIP Review CE: 4 Available from The Institutes

$75 $75

(insurors.ceu.com)

Insurance Principles and Policies CE: 7 Long Term Care CE: 24 Workersâ&#x20AC;&#x2122; Compensation CE: 10 Employee Benefits for Small Companies CE: 4 Healthcare Reform and Affordable Care CE: 5 e-Coverage CE: 15 Fundamentals of Personal Auto Insurance CE: 3 Management Process for Ins. Professionals CE: 21 Intro to Flexible Spending Accounts CE: 4 Terrorism and Its Impact on Insurance CE: 4 Toxic Mold and Homeowners Insurance CE: 15 Understanding the Industry of Insurance CE: 5

$49 $99 $59 $39 $49 $79 $29 $89 $39 $39 $79 $39

Indicates course is presented by The National Alliance. Register for these courses at www.thenationalalliance.com The Tennessee Insuror

The Tennessee Insuror

Insurors of Tennessee Exhibit Hall Guide Y:\2015\05-05168 - INSURORS OF TENNESSEE TRDE SHW\05-05168-15 r3.dwg, 8/13/2015 8:39:52 AM

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ABRA Auto Body & Glass AFCO/Prime Rate Allstar Financial Group AmTrust North America Applied Underwriters Arlington/Roe Atlas General Insurance Services Bailey Special Risks, Inc. Bank Direct Capital Finance Berkley Southeast Insurance Group Berkshire Hathaway Guard Insurance Berkshire Hathaway Homestate Co. Bolton & Co. Burns & Wilcox CNA Commercial Insurance Community Health Alliance Consumers Insurance Emergency Restoration Services Enterprise Rent-A-Car Erie Insurance Eydent EZLynx FCCI Francis L. Dean & Associates FrankCrum, Inc. GAINSCO Auto Insurance Genesee General GMI Insurance Great American Ins. Co. Hallmark Insurance Company Harbor America East Haulers Insurance Co. Heartland Payroll Systems Houston International Insurance Gr. IDEAL Marine Insurance Imperial PFS INSBANK & Finworth Mortgage Insurance House J.M. Wilson Johnson & Johnson Liberty Mutual/Safeco  Main Street America Group  Markel Specialty | FirstComp Market Finders Insurance Corp. Martin & Zerfoss Inc. McNeil & Company Mid-Continent Group MidSouth Mutual Insurance Co. Mountain Empire Agency Alliance Nation Safe Drivers National Alliance for Insurance Ed. National Lloyds Insurance Company National Security Fire & Casualty Co. Nationwide Insurance North Alabama Insurance (N.A.I.) Patriot National Insurance Group Philadelphia Insurance Companies Preferred Comp - Meadowbrook Premium Assignment Corporation Risk Innovations, LLC RPS of Lexington Ryan Specialty Group Sagamore Insurance Company 



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exhibit hall presented 15'-4" by

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

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

Show Entrance • • • • • • • • • • • • • • • •

Selective Insurance Company South & Western Southern Insurance Underwriters Southern Trace Underwriters, Inc. Special Touch Disaster Restoration State Auto STONEMARK, Inc. Stonewood Insurance Company Strategic Insurance Software Tennessee Council of Insurance Pros The Argos Group, Inc. Total Leak Concepts, LLC Travelers Insurance Trusted Choice VacantExpress.com WAHVE - Work At Home Vintage Emp.

Ticket Don’t forget to tear out your exhibitor ticket card from this guide and have it initialed at each booth. Bring the card to the Association Day breakfast to be entered to win the $1000 Agent Prize!

Insurors of Tennessee Door Prizes October 11-12, 2015 Be sure to be present in the exhibit hall from 8:30 - 10:30 am on Monday, when Voice of the Titans Mike Keith and Insurors CEO Chuck Bidek will be talking with exhibitors and announcing great giveaways!



ABRA Auto Body & Glass 8854 Kingston Pike Knoxville, TN 37923 Booth 419 (P) (865) 531-6411 www.abraauto.com A recognized leader in the auto body, auto glass and paintless dent repair industry AFCO/Prime Rate 1000 Milwaukee Ave., 5th Floor Geneva, IL 60025 Booth 425 (P) (800) 288-6901 afco.com/primeratepfc.com An industry leader in premium financing for personal lines and commercial accounts Allstar Underwriters/Allstar Surety 365 Northridge Rd., Suite 400 Atlanta, GA 30350 Booth 305 (P) (800) 424-0132 www.allstarfg.com ALLSTAR services E&S Lines Insurance, Surety and Transportation needs through the highest level of service. ALLSTAR provides innovative solutions to your most daunting insurance and surety challenges AmTrust North America 8995 Westside Parkway Alpharetta, GA 30009 Booth 207 (P) (866) 203-3037 www.amtrustgroup.com AmTrust offers multiline insurance policies such as workers’ comp, commercial package, and employment liability insurance Applied Underwriters P.O. Box 3646 Omaha, NE 68103 Booth 107-109 (P) (877) 234-4450 www.auw.com Applied Underwriters designs financial services and workers’ compensation solutions to meet the real needs of small and midsized businesses nationwide The Argos Group 2200 Resource Drive, Ste 101 Birmingham, AL 35242 Booth 420 (P) (888) 344-8006 www.argosins.com Experienced providers of work comp insurance with a focus on lowering the real cost of doing business

Arlington/Roe 8900 Keystone Crossing, Suite 800 Indianapolis, IN 46280 Booth 205 (P) (800) 878-9891 www.arlingtonroe.com Managing General Agents/Wholesale Insurance Brokers: Aviation - Bonds - Farm - Medical Professional - Personal Lines - Professional Liability - Standard Small Business - Transportation - Workers’ Compensation Atlas General Insurance Services 300 N Forest Drive Suite103 Knoxville, TN 37919 Booth 106 (P) (877) 662-8527 www.atlas.us.com An MGA/Program Manager that focuses on small to medium work comp program classes and specialized GL for contractors and package business. Multiple A markets Bailey Special Risks, Inc. 177 E. Main St., Lancaster Bldg. Suite 4 Hendersonville, TN 37075 Booth 105 (P) (800) 768-7475 www.bsrins.com A local, family owned specialty insurance wholesaler offering brokerage and program business facilities in Professional Liability, Management Liability, Commercial Casualty and specifically defined P&C programs Bank Direct Capital Finance 413 Overall Drive Brentwood, TN 37027 Booth 119 (P) (877) 226-5456 www.bankdirectcapital.com Providing the best insurance financing solutions, products and services within the marketplace Berkley Southeast Insurance Group 5301 Virginia Way, Suite 250 Brentwood, TN 37027 Booth 302 (P) (800) 774-0361 berkleysig.com Regional property casualty insurance company offering commercial products and services through independent agents across the South. An operating unit of the W. R. Berkley Corporation, one of the top 25 P&C insurance groups in the United States. Berkshire Hathaway GUARD Insurance 165 River Street

Wilkes-Barre, PA 18703 Booth 117 (P) (800) 673-2465 www.guard.com Monoline workers’ compensation coverage with fast and easy online rating and submission. Direct bill, direct draft and payroll based options for your clients. A- Rating from A.M. Best Berkshire Hathaway Homestate Co. P.O. Box 2048 Omaha, NE 68103 Booth 108 (P) (888) 495-8949 www.bhhc.com An A++ Rated carrier of Work Comp, commercial auto, property and more Bolton & Company 325 W. Main Street Louisville, KY 40202 Booth 427 (P) (800) 292-6597 www.boltonmga.com Providing the best in special risk coverage to local independent agents. The Special Risk marketplace is complex with continually changing carriers, ratings and rates and they are your guide Burns & Wilcox 414 Union St # 902, Nashville, TN 37219 Booth 110-112 (P) (615) 251-1297 www.burnsandwilcox.com The largest independent wholesale broker & underwriting manager with 37 offices nationwide and one in London. CNA Commercial Insurance 15 Century Blvd, Ste. 400 Nashville, TN 37214 Booth 303 (P) (615) 886-3300 www.cna.com For more than a century, CNA has built relationships with agents and brokers to meet insurance needs of businesses of any size. Community Health Alliance 445 S Gay Street Knoxville, TN 37902 Booth 219 (P) (888) 415-3332 www.chatn.org Tennessee’s health insurance CO-OP. A nonprofit, member-governed health plan that promotes patient-focused healthcare

Consumers Insurance USA 1620 Gateway Blvd. Murfreesboro, TN 37129 Booth 203 (P) (615) 896-6133 www.ciusa.com As part of Motorists Insurance Group, Consumers Insurance offers personal auto policies and multiple commercial insurance policies

Offering the very best in service and support to Tennessee’s Independent Agents

Emergency Restoration Services 667 Patterson Avenue Murfreesboro, TN 37129-3540 Booth 321 (P) (615) 898-8258 www.ers24-7.com A leader in smoke, fire, water and mold damage restoration, repairs and rebuilds for commercial and residential Enterprise Rent-A-Car 284 Mallory Station Rd. Franklin, TN 37067 Booth 223 (P) (615) 771-5699 www.erac.com Enterprise offers a wide variety of car leasing, vanpooling, car sharing and hourly rental programs Erie Insurance 750 Old Hickory Blvd. Building 1 #150 Brentwood, TN 37027 Booth 426 (P) (800) 458-5757 www.erieinsurance.com Home, Auto, Life and Commercial insurance provider Eydent Insurance Services LLC 3700 East River Road Mt. Pleasant, MI 48858 Booth 120 (P) (989) 775-6696 www.eydent.com Program opportunities for treecare-arbormax, energy and diversified WC + MGA EZ Lynx 601 Silveron Blvd, Suite 170 Flower Mound, TX 75028 Booth 118 (P) (877) 932-2382 www.ezlynx.com Industry-leading cloud-based software for insurance professionals FCCI Insurance Group 6300 University Parkway Sarasota, FL 34240 Booth 100 (P) (800) 226-3224 www.fcci-group.com Provider of workers’ compensation insurance, property and casualty coverage, and third party administration

Download Implementation Award – 2014 Super Regional Property/Casualty Insurer – 2014 National Association of PIA Company Award of Excellence – 2012 Deep Customer Connections, Inc.’s Top Ten P&C Performers List – 2013 Best Practices Award – 2006-2013 NetVU Quantum Award – 2014 ASCnet Partner Award for Dedication to Interface Partnerships – 2007-2014 A Excellent Rating from A.M. Best

Keith Moore, CPCU, AIC, AU

Sr. Vice President – Regional Manager 800-989-9450 kmoore@central-insurance.com

www.central-insurance.com

Francis L. Dean & Associates 310 West Cook Road, Suite 204 Fort Wayne, IN. 46825 Booth 122 (P) (877) 732-4746 www.fdean.com A national underwriting facility specializing in student, sports and special risk insurance Frank Crum, Inc. 100 South Missouri Ave. Clearwater, FL 33756 Booth 406 (P) (404) 695-7282 www.frankcrum.com One of America’s premier Professional Employer Organizations and staffing experiences minimizing the amount of time and money your clients need to manage services related to employees GAINSCO Auto Insurance 333 Lee Parkway, Suite 1200 Dallas, TX 75219 Booth 128 (P) (866) 424-6726 www.gainsco.com/Tennessee A leader in the personal and specialty insurance markets since 1978 Genesee General 1220 Old Alpharetta Rd., Suite 380 Alpharetta, GA 30005 Booth 220 (P) (800) 282-8755 www.geneseeins.com A full service managing general agency and wholesale company with a mission to provide unparalleled service to independent insurance agents GMI Insurance P.O. Box 701 Valley Forge, PA 19482 Booth 323 (P) (800) 722-3229 www.gmi-insurance.com MGA for National Commercial Programs including Business Auto, Auto Rental Fleet, and Contingent Auto Lease. Great American Insurance Co. 5 Waterside Crossing Windsor, CT 06095 Booth 326 (P) (860) 298-7300 www.crimeinsurance.com Fidelity / Crime Division specializes in protecting virtually every class of business from crime-related losses

Hallmark Insurance P.O. Box 250209 Plano, TX, 75025 Booth 227 (P) (800) 486-5616 www.hallmarkinsco.com Dedicated to providing agents the tools and products to better serve the ever-changing needs for auto and renters insurance Harbor America East 21977 E. Wallis Drive Porter, TX 77365 Booth 411 (P) (813) 404-2132 www.hapeo.com A PEO offering workers’ compensation bundled with payroll, risk management and human resources services Haulers Insurance Company 1101 New Hwy. 7 Columbia, TN 38401 Booth 409 (P) (800) 346-6071 www.haulersinsurance.com Regional P&C insurance company offering a broad array of personal and commercial automobile products and services Houston International Insurance Group 2007 Eagle Ridge Drive Birmingham, AL 35242 Booth 218 (P) (713) 935-4800 www.hiig.com A specialty company that provides creative solutions for our clients’ specialized needs IDEAL Marine Insurance 1821 Walden Office Square, Suite 425 Schaumburg, IL 60173 Booth 403 (P) (847) 397-5234 www.idealmarineins.com A wholesale entity that underwrites a wide variety of specialty marine coverage Imperial PFS 1055 Broadway Blvd., 11th floor Kansas City, MO 64105 Booth 102 (P) (800) 838-2350 www.ipfs.com Premium Financing Specialists, Nationwide Expertise, Local Service, Endorsed vendor INSBANK/Finworth Mortgage 2505 21st Avenue, Suite 204 Nashville, TN 37212

Booth 204 (P) (615) 515-2275 www.insbanktn.com Commercial bank serving independent agents, small businesses, local residents and offering mortgage solutions through Finworth Mortgage Insurance House, Inc. 1904 Drachten Dr SE Marietta, GA 30067 Booth 304 (P) (770) 952-0080 www.insurancehouse.com Insurance House is a leading MGA and Wholesale Broker, specializing in the placement of business and personal insurance J.M. Wilson 8036 Moorsbridge Road Portage, MI 49024 Booth 404 (P) (800) 666-5692 A Managing General Agency and Surplus Lines Broker with A rated markets Johnson & Johnson 200 Wingo Way Mount Pleasant, SC 29464 Booth 401 (P) (800) 487-7565 www.jjins.com Full service MGA offering E&S markets, standard markets and Premium Financing Liberty Mutual/Safeco Insurance 22 Century Blvd. Suite 250 Nashville, TN 37214 Booth 307 (P) (615) 231-7000 www.libertymutualgroup.com/independent-agents /www.safeco.com Offering a comprehensive group of P&C markets to independent agency partners Main Street America Group 4601 Touchton Road East, Suite 3300 Jacksonville, FL 32245 Booth 306 (P) (800) 207-0446 www.msagroup.com Main Street America offers property and casualty insurance in 27 states, surety bonds in 44 states and annually writes nearly $900 million in premium Markel Specialty | FirstComp P.O. Box 3009 Omaha, NE 68103 Booth 127

(P) (888) 500-3344

www.firstcomp.com Markel FirstComp is here to serve our nation’s small businesses by building stable, logstanding relationships with agents & clients Market Finders Insurance Corp. P.O. Box 6549 Louisville, KY 40206 Booth 325 (P) (800) 626-5660 www.mfic..com Market Finders is an E&S Broker specializing in unusual and hard-to-place insurance products Martin & Zerfoss, Inc. P.O. Box 121587 Nashville, TN 37212-1587 Booth 208 (P) (615) 297-8500 www.martinzerfoss.com MGA for the Chubb Group of Insurance Companies, Fireman’s Fund Insurance Company, AIG and the ACE Group McNeil & Co. 20 Church Street Cortland, NY 13045 Booth 421 (P) (800) 822-3747 www.mcneilandcompany.com A Leading Provider of Specialty Risk Management and Insurance Services since 1989

www.meaa4u.com The proven total solution for the independent agent

www.nai1982.com MGA-Auto, Garage, Property, GL, Inland Marine and Trucking

Nation Safe Drivers 800 Yamato Road Boca Ration, FL 33431 Booth 322 (P) (800) 338-2680 www.nationsafedrivers.com NSD provides niche/ancillary products that fill the gaps of most insurance coverages

Patriot National Insurance Group 401 East Las Olas Blvd. Suite 1650 Fort Lauderdale, FL 33301 Booth 413 (P) (800) 948-2651 www.pnigroup.com Bringing decades of experience in creating and administering solutions to complex work comp risk management challenges

The National Alliance 3630 North Hills Drive Austin, TX 78755 Booth 224 (P) (800) 633-2165 www.scic.com Offering practical continuing education programs, including CIC, CISR, CSRM & CRM, for everyone involved in the insurance and risk management industries National Lloyds Insurance Co. P.O. Box 2650 Waco, TX 76702 Booth 121 (P) (800) 749-6419 www.natlloyds.com Offering Superior Dwelling & Fire, Homeowners, Renters, Mobile homes and Commercial Properties

Mid-Continent Group 1437 South Boulder Ave W # 200 Tulsa, OK 74119 Booth 124 (P) (800) 722-4994 www.mcg-ins.com GL - admitted & non-admitted, Inland Marine, Commercial Auto & Umbrella, Homebuilders Program/GL

National Security Fire & Casualty Co. P.O. Box 703 Elba, AL 36323 Booth 114 (P) (800) 239-2358 www.nationalsecurityinsurance.com Fire and E.C. on Dwelling and Mobile Homes, Limited Homeowners, Comprehensive mobile Homeowners and Medalist Auto programs

MidSouth Mutual Insurance Co. P.O. Box 1949 Brentwood, TN 37024-1949 Booth 405 (P) (800) 524-0604 www.homebuilderscomp.com Providing competitive work comp products and services to commercial trade contractors, homebuilders and related industries

Nationwide Insurance 1100 Locust Street Des Moines, IA 50391 Booth 103 (P) (800) 532-1436 www.nationwide.com Superior service, custom coverages, cost saving discounts and more for personal, business and farm/ranch coverages

Mountain Empire Agency Alliance 1524 Bridgewater Lane Kingsport, TN 37660 Booth 125 (P) (423) 612-0683

NAI 301 E Limestone Florence, AL 35630 Booth 221 (P) (256) 767-5586

Philadelphia Insurance Companies 215 Centerview Drive, Suite 136 Brentwood, TN 37027 Booth 318 (P) (800) 317-1034 www.phlyins.com Offering tailored commercial P&C and management & professional liability Preferred Comp of TN/Meadowbrook 2500 21st Avenue S Nashville, TN 37212 Booth 202 (P) (615) 385-3316 www.preferredcomp.com Endorsed by Insurors, Meadowbrook/Preferred Comp offers a workers’ comp market exclusively for Insurors member agencies Premium Assignment Corp. 509 Solomon Drive Franklin, TN 37064 Booth 123 (P) (615) 419-1797 www.premiumassignment.com A premium finance company that is a wholly owned subsidiary of Suntrust Bank Risk Innovations, LLC 229 SE Douglas Street, Suite 220 Lees Summit, MO 64063 Booth 418 (P) (800) 913-6696 www.riskinnovationsllc.com Risk Innovations offers Work Comp, High Value Homeowners and other quality products to quality agency partners RPS of Lexington 220 Lexington Green Cr., Ste 600 Lexington, KY 40503 Booth 324 (P) (800) 432-9348 www.rpsins.com RPS is a wholesale insurance brokerage of specialty P&C insurance products

Ryan Specialty Group 200 E. Randolph, 20th Floor Chicago, IL 60601 Booth 407 (P) (312) 784-6001 www.rtspecialty.com A select group of managing general underwriters, a wholesale brokerage, a London operation, and other entities offering specialty insurance services to agents, brokers and insurance carriers Sagamore Insurance Co. 111 Congressional Blvd., Suite 500 Carmel, IN 46032 Booth 417 (P) (800) 522-1610 www.sagamoreinsurance.com Quality auto, trucking and work comp programs - A+ rated by A.M. Best Selective Insurance 3426 Toringdon Way, Ste. 200 Charlotte, NC 28277 Booth 206 (P) (800) 688-9656 www.selective.com A holding company for seven P&C insurance companies rated “A+” (Superior) by A.M. Best. Through independent agents, they

offer primary and alternative market insurance for commercial and personal risks, and flood insurance underwritten by the NFIP South & Western P.O. Box 9015 Addison, TX 75001 Booth 216 (P) (901) 684-4500 www.southandwestern.com Supporting independent agents with a specialty insurance offering of personal lines, farm & ranch, commercial transportation & commercial P&C. By providing online technology to quote, bind and issue many products, writing specialty lines is easy. Southern Insurance Underwriters, Inc. 4500 Mansell Road Alpharetta, GA 30022 Booth 319 (P) (678) 498-4501 www.siuins.com SIU is a full service MGA offering commercial/ personal lines & over 200 markets Southern Trace Underwriters - The Trace 131 Belle Forrest Circle, Suite 101 Nashville, TN 37221 Booth 415

(P) (866) 695-3222

www.stunderwriters.com Southern Trace Underwriters is a MGA that provides a wide range of transportation insurance related products and services Special Touch Disaster Restoration 920 Esther Lane Murfeeesboro, TN 37129 Booth 126 (P) (877) 867-0655 www.specialtouch.tv Handling all phases of damages and restoration from start to finish State Auto 100 State Auto Blvd. Goodlettsville, TN 37072 Booth 402 (P) (615) 851-6400 www.stateauto.com A- rated carrier marketing P&C insurance products through a network of local independent agents for over 90 years STONEMARK, Inc. Premium Finance Grp. 8501 Wade Blvd, Suite 620 Frisco, TX 75034 Booth 422 (P) (800) 955-0083

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www.premiumfundingassociates.com An independently owned, full-service premium finance company specializing in commercial and personal lines Stonewood Insurance Company P.O. Box 97488 Raleigh, NC 27624 Booth 327 (P) (800) 780-7454 www.stonewoodins.com Specialty lines insurance on an admitted basis through a company portfolio as the admitted insurance platform of James River Group Strategic Insurance Software/Partner XE 4181 Arlingate Plaza Columbus, OH 43228 Booth 222 (P) (800) 747-9273 www.sisware.com Offers industry software and automation solutions for insurance agents TN Council of Insurance Professionals Booth 429 http://www.internationalinsurancepro-

fessionals.org/ www.facebook.com/TNCouncil Building careers and insurance connections Total Leak Concepts 336 Central Drive East Dublin, GA 31027 Booth 424 (P) (855) 631-0101 www.totalleak.com Protecting valuables from unexpected water damage at homes and commercially with the PipeBurst Pro systems Travelers 6640 Carothers Parkway, Suite 300 Franklin, TN 37067 Booth 104 (P) (615) 660-6015 www.travelers.com Offering national reach to a broad array of commercial, specialty and personal lines products, responsive claims services and tailored risk management solutions Trusted Choice 127 S. Peyton Street

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Alexandria, VA 22314 Booth 226 (P) (855) 825-3141 www.trustedchoice.com Trusted Choice速 is a national brand that represents the 140,000 Licensed Independent Insurance Agents & Brokers of America Vacantexpress.com 125 South Wacker Drive, Suite 2300 Chicago, IL 60606 Booth 225 (P) (312) 705-4288 www.vacantexpress.com Covering residential dwellings that are vacant, undergoing renovation or under construction Work at Home Vintage Employees - WAHVE 20 Tower Ln Avon, CT 06001 Booth 320 (P) (646) 807-4372 www.wahve.com WAHVE provides a remote staffing solution for insurance firms by engaging vintage professionals phasing into retirement

ABRA

AFCO/Prime Rate

ALLSTAR

AmTrust

Applied Underwriters

Argos Group

Arlington/ Roe

Atlas General

Bailey Special Risks

Bank Direct

Berkley Southeast

Berkshire GUARD

Berkshire Hath. Home

Bolton & Company

Burns & Wilcox

CNA

Community Health Alliance

Consumers Insurance

Emergency Restoration

Enterprise

Erie Insurance

Eydent Insurance

EZLynx

FCCI

Francis L. Dean

Frank Crum

GAINSCO

Genesee General

GMI Insurance

Great American

Hallmark Insurance

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Haulers Insurance

Houston Inter. Ins.

IDEAL Marine

Imperial PFS

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J.M. Wilson

Johnson & Johnson

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McNeil & Co.

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Nation Safe Drivers

National Alliance

National Lloyds

National Security

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Patriot National

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Take your professional liability business to new heights. PROFESSIONAL LIABILITY

At Burns & Wilcox, our expertise becomes your expertise. Whether it is cyber liability or medical malpractice, EPLI or fiduciary liability, we will ensure your clients avoid any gaps in coverage. Raise the level of your professional liability expertise with Burns & Wilcox. Nashville, Tennessee | 615.251.1297 fax 615.248.4348 nashville.burnsandwilcox.com

The Tennessee Insuror

Government and Legal Affairs Your Chip Has Come In...

bears liability for breaches: retailers or the financial firms that extend the credit.

Many of you have received new credit cards from your card companies containing a “chip” which is the beginning of a nationwide shift to EMV credit cards. EMV stands for EuroPay, Mastercard and Visa, the partners who developed the technology standard that has been used successfully outside of the United States. Now all credit card companies are embedding chips in their cards and most new cards have the chip.

Currently, card issuers are generally liable for fraudulent charges. After the October deadline, if a retailer is not using a terminal that can read the new cards and a security breach occurs involving a chip card, the retailer will be liable, though consumers will still deal with their banks in the event of a fraudulent charge. If the retailer is chip-and-PIN enabled, the card issuer will be liable. This liability shift is created through policy changes implemented by the credit card companies themselves. The policy assigns liability for counterfeit fraud to the party that has not made the investment in EMV chip cards (issuers) or terminals (merchants).

Written by Ashley N. Gold, JD, Insurors General Counsel

Other than an added layer of security, consumers should not notice much of a change in day to day use of credit cards. However, merchants are being dramatically affected by this change. Retailers across the nation are being encouraged to upgrade payment terminals to EMV compliant terminals. Beginning October 1, 2015, financial liability associated with fraud losses will shift to the least secure party. Liability for Breaches The dispute over the effectiveness of dueling payment security systems offers insight into a broader battle over who

Now In More States MidSouth Mutual provides regional Workers’ Compensation insurance to customers in 7 states including Tennessee, Kentucky, Arkansas, Mississippi, Alabama, Georgia and North Carolina. Examples of clients we serve include: HVAC Contractors Building Suppliers Road Contractors Dozing Services Landscapers

Bricklayers Electricians Plumbers Dry Wallers Insulation

Carpenters Framers Flooring Painters Cabinetry

Thank You to all the independent agencies representing MidSouth Mutual. We look forward to a great 2015.

Contact Tom Perez at tom.perez@bwood.com or 615-379-8245 www.midsouthmutual.com Administered by Brentwood Services Administrators, Inc. Proudly serving the members of the Home Builders Association of Tennessee since 1995.

The Tennessee Insuror

Banks and card companies argue that chip-enabled cards are a needed first step toward defending against the use of lost, stolen or counterfeit cards. There is protection available for your insureds should they accept credit cards in their business. Your insured may purchase a Cyber Liability Insurance Policy which should cover data breaches relating to credit card transactions as long as the retailer is Payment Card Industry (PCI) compliant. These compliance standards were created to increase controls around cardholder data to reduce credit card fraud. To get more information on whether a business is PCI compliant you may visit www.pcisecuritystandards.org or www.pcicomplianceguide.org. A good Cyber policy should cover PCI fines, expenses and costs your insureds become legally obligated to pay under the terms of a merchant services agreement, as long as those fines are a result of your insured’s actual or alleged noncompliance with published PCI Security Standards. Be careful though, as it is common for cyber carriers to delete this coverage entirely if the insured marks on its application that they do not accept credit cards for goods sold or services rendered or use a third party to process credit card transactions. Assuming the application is accurate then there should be no need for the coverage, but it’s important that insureds understand this in case they start to accept credit card payments at a future date. Security experts said the shift cannot prevent massive consumer data breaches of the sort that recently hit Target and Home Depot. But the technology will make it more difficult to use stolen data, and it should enhance security for Point of Sale transactions. It also does not protect online transactions. Analysts predict that credit card fraud at brickand-mortar retailers will fall after the introduction of chip-enabled cards, but that online fraud may rise. With the October deadline already here and the upgrade costs hitting retailers’ income statements, some merchants remain unaware of the required changes, while others have renewed their focus on the shortcomings of chip technology. 32

The upgrade of a single payment terminal to chip-and-PIN capability costs between $500 and $3,000, depending on features. For some small merchants, however, the problem is even more basic: Knowing what will be expected of them in October. Many small retailers have no idea about the deadline later this year and have no plans to upgrade their payment terminals. For more info about chip cards and transactions you can visit GoChipCard.com.

About the Author Ashley N. Gold has served as General Counsel of Insurors of Tennessee since 2007, and previously consulted for the Association on legal and government affairs matters. She received her undergrad degree from the University of Kentucky and her Juris Doctor from Samford University. She may be contacted at aarnold@insurors.org or by calling her at 615.515.2606. u

Our Version of an Automated Answering System Since 1996.

At FFVA Mutual we are all about relationships, and that starts the moment you call our office. Instead of one of those complicated systems routing you here or there, you get a live person and her name is Nell. She's been working for our company and making callers happy for 18 years. Her personal touch is just one reason why we are a leading workers’ compensation carrier known for our underwriting, safety and claims solutions. Call us today and discover the difference a great relationship can make.

Customer Service: 800-346-4825 | ffvamutual.com

The Tennessee Insuror

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The Tennessee Insuror

Your customers like working with a local agent to handle their insurance. We think you deserve the same kind of attention. That’s why EMC has a fully staffed branch office in your area—to respond quicker and with a greater understanding of your area’s needs. It’s just one of the many reasons you and your policyholders Count on EMC ®. TOM O’CONNELL, CPCU Resident Vice President EMC Birmingham Branch

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www.emcins.com

The Tennessee Insuror

Association Update

Several Insurors Members Make Top 100 List

benefits, surety and MGUs) across the United States and in London.

Insurance Journal recently released their Top 100 Independent Property/Casualty Agencies report. The Top 100 list is ranked by total property/casualty agency revenue for 2014 and comprises only those agencies whose business is primarily retail, not wholesale.

Former State Sen. Stanley Joins Insight Risk Management

Insurors members AssuredPartners, BroadStreet Partners, J. Smith Lanier & Co., Fisher Brown Bottrell Insurance, TIS Insurance Services, The Hilb Group and Lipscomb & Pitts Insurance all made the list.

AssuredPartners Acquires Nashville Agency Bandy Van Cleave & Williamson AssuredPartners Inc. has acquired Nashville agency Bandy Van Cleave & Williamson. The agencyâ&#x20AC;&#x2122;s staff will continue to operate from their Nashville location under the local leadership of Bob Van Cleave and Chuck Williamson. AssuredPartners, Inc. acquires and invests in insurance brokerage businesses (property and casualty, employee

Former State Senator Paul Stanley has joined Insight Risk Management in Memphis as a Risk Management Advisor. As a State Representative, Stanley represented the 31st district, which is part of Shelby County. He was the Minority Floor Leader in the state House of Representatives. In 2006, he was elected to the State Senate where he served until 2009.

Willis of TN Adds Dillman, Coussa & Cawthon Willis of Tennessee has added three new employees to its Nashville office. Cody Dillman has been hired as a Risk Management Analyst, P & C; Vicky Coussa has been added as a Risk Management Analyst, Human Capital Practice and Ivy Cawthon was hired as a Risk Management Analyst, P & C. u

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The Tennessee Insuror

SIMPLE SOLUTIONS TO ATTRACT AND RETAIN CUSTOMERS Karen Bailo GM, Agency Sales and Distribution

Progressive provides local independent agents industry-leading tools, products and services, which allows them to counsel customers with confidence when it comes to their simple or complex insurance needs. To learn more about our products and services or how to become an appointed Progressive agent, visit ProgressiveAgent.com.

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The Tennessee Insuror

t Bailey Special Risks, Inc. 420 120 121 220 221 320 321 424 124 125 224 225 324 325 t Bank Direct Capital Finance t Berkley Southeast Insurance Group t Berkshire Hathaway Guard Insurance 418 118 119 218 219 318 319 422 122 123 222 223 322 323 t Berkshire Hathaway Homestate Co. 10' t Bolton & Co. 116 117 216 t Burns & Wilcox 420 120 121 220 221 320 321 30'  t CNA Commercial Insurance t Community Health Alliance 114 418 118 119 218 219 318 319 t Consumers Insurance 30' 50' 30' t Emergency Restoration Services 10' 112 t Enterprise Rent-A-Car 116 117 216 On what we hope will become an annual tradition, our trade t Erie Insurance Business 30'  show is again featuring a Business Connection Lounge. This t Eydent 110 Connection year’s lounge will bet inside the exhibit hall, and is again spon114 EZLynx sored by our friendst at Chubb Insurance. Lounge 10' FCCI 30' 50' 30' 108 109 208 presented by t Francis L. Dean & Associates 112 The lounge is opent to all agent attendees, and is a place for FrankCrum, Inc. you to check e-mails, up with a friend, have a beverage t catch GAINSCO Auto Insurance 106 107 406 206 207 306 307 or just relax for a few The exhibit hall can be hectic, 110 t minutes. Genesee General and we want you to ableInsurance to take a break. As you can see t beGMI 10' 104 105 404 204 205 304 305 from the diagram tot theGreat right,American the lounge will Ins. Co.be easy to find 108 109 208 in the middle of thet hall.Hallmark Insurance Company 10' 10' 10' t Harbor America East 102 103 402 202 203 302 303 There will be soft drinks available on Sunday, 406 106 107 206 207 306 307 t Haulers Insurance Co. and we’ll have 10' Bloody Mary’s andt Mimosas available Heartland PayrollMonday Systemsmorning in 100 case you need a little Be sure to thank our spont pick-me-up. Houston International Insurance Gr. 104 105 404 204 205 304 305 sors at Chubb for their support of the lounge. t continued IDEAL Marine Insurance  t Imperial  PFS    10'  10' 10' t INSBANK Finworth Mortgage 102 103 402 202 203 302 303 Business Connection Lounge& Hours t Insurance House Show 10' t J.M. The lounge will be open 2-6Wilson pm EST on Sunday, October 11th 100 Entrance t Johnson & Johnson and 8:30-10:30 on Monday, October 12th. u t Liberty Mutual/Safeco  t Main Street America Group     t Markel Specialty | FirstComp t Market Finders Insurance Corp. Show t Martin & Zerfoss Inc. t McNeil & Company Entrance t Mid-Continent Group t Selective Insurance Company t MidSouth Mutual Insurance Co. Ticket t South & Western t Mountain Empire Agency Alliance t Southern Insurance Underwriters t Nation Safe Drivers Don’t forget to tear out yo t Southern Trace Underwriters, Inc. t National Alliance for Insurance Ed. ticket card from this guide t Special Touch Disaster Restoration t National Lloyds Insurance Company initialed at each booth. Br t State Auto t National Security Fire & Casualty Co. to the Association Day bre t STONEMARK, Inc. t Nationwide Insurance entered to win the $1000 t Stonewood Insurance Company t North Alabama Insurance (N.A.I.) t Strategic Insurance Software t Patriot National Insurance Group Door Prizes and t Tennessee Council of Insurance Pros t Philadelphia Insurance Companies Be sure to be present in t The Argos Group, Inc. t Preferred Comp - Meadowbrook ist proud be a sponsor Insurors of Tennessee hall from 8:30 - 10:30 am t 2015 Total Leak Concepts, LLC Premiumto Assignment Corporationof the when Voice of the Titans t Travelers Insurance t Risk Innovations, LLC and Insurors CEO Chuck B Annual Convention t Trusted Choice t RPS of Lexington talking with exhibitors an t VacantExpress.com t Ryan Specialty Group ing great giveaways! t WAHVE Work At Home Vintage Emp. t Sagamore Insurance Company 

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Event Spotlight

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Business Connection Lounge presented by Chubb 

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Insurors of Tenn Chubb Group of Insurance Companies October 11-12, Celebrates the 25th Anniversary of its Tennessee Branch OfficeInsurors of Tenn October 11-12,

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â&#x20AC;&#x153;Exclusive member agencies, collaborating to bring the best insurance solutions to their clients.â&#x20AC;? The Allison Insurance Group - Jackson Bagley & Bagley Insurance - Fayetteville Boyle Insurance Agency, Inc. - Memphis Burke, Powers & Harty - Bristol Carnal-Roberts Agency, Inc. - Lexington Cate-Russell Insurance, Inc. - Maryville Goss Insurance - Hixson Inter-Agency Insurance Services - Knoxville Martin & Zerfoss, Inc. - Nashville

McInturff, Milligan & Brooks - Greeneville Miller | Loughry | Beach Insurance Services - Murfreesboro Ownby Insurance Service, Inc. - Sevierville Smith-Berclair Insurance, Inc. - Memphis S.N. Anthony, Inc. - Ripley Tigrett & Pennington Inc. - Dyersburg V.R. Williams & Company - Winchester Watauga Insurance, Inc. - Johnson City

Get more information now at www.securerisk.com

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Company Spotlight

Consumers Insurance USA At Consumers Insurance USA, responsive communication with agents and policyholders sets it apart as a customercentric company. The company is dedicated to ensuring that working with it is as simple as possible for independent agents through unparalleled technology and support. “At Consumers Insurance, we’re completely dedicated to marketing our insurance through independent agents because we see the value they bring our policyholders,” said Shaun Gregoire, president of Consumers Insurance. “We have no doubt that our policyholders are best served by a professional who knows them, is a leader in the local community and is someone our policyholders can put their trust in.” Consumers Insurance operates in seven states: Alabama, Arkansas, Illinois, Indiana, Missouri, Tennessee and Virginia. Consumers Insurance is a member of The Motorists Insurance Group, which consists of 11 property and casualty insurance, life insurance and insurance brokerage companies. Visit Consumers Insurance online at ciusa.com.

Support for Independent Agents As a company founded by independent insurance agents for independent insurance agents, Consumers Insurance understands what it takes to operate an independent agency. To make doing business with Consumers Insurance as easy as possible, it’s working toward adopting a district sales manager (DSM) model, similar to what’s in place at other Motorists companies, to serve as an extension of the agency and bring expertise and support to your agency’s doorstep. DSMs will have commercial underwriting authority to help agents efficiently go from quoting to providing a client with a policy. The Tennessee Insuror

Local Service, Regional Backing Consumers Insurance is based in Murfreesboro, Tennessee, and as a member of The Motorists Insurance Group, is backed by the strength and stability of a company with $1.7 billion in assets, a 24-state footprint and nearly 100 years of experience. Consumers Insurance is committed to understanding the local factors that affect each agent’s business, but also to having a broad view of the insurance industry nationwide. “Our ongoing effort to integrate Consumers Insurance into The Motorists Insurance Group’s business model is allowing us to significantly expand our product and service capabilities for our agents and their clients while also immediately leveraging financial and group-centric resources,” said Gregoire.

Unparalleled Technology One of the primary reasons agents love doing business with Consumers Insurance is the company’s technology. Consumers’ processing system allows for incredible business efficiencies. The company is continuously evaluating and upgrading the system for improvements and using agent feedback to ensure the system matches what they need to do business.

Products Consumers Insurance offers personal auto, life and commercial insurance lines including dealer, business auto, garage and towing. Consumers Insurance’s affiliation with The Motorists Insurance Group will allow them to expand their personal and commercial product offerings to be a one-stop shop for fulfilling any policyholder’s needs. Plans are actively being pursued to build out a complete personal lines product portfolio for agents in Tennessee, with additional states to follow. u

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Tennessee Contact Jamie Hobgood Assistant Vice President of Sales 615.692.0325 jhobgood@ciusa.com Company Address 1620 Gateway Blvd. Suite 201 Murfreesboro, TN 37129-2275 Visit Online ciusa.com About Consumers Insurance Based in Murfreesboro, Tennessee, Consumers Insurance was founded in 1995 by a shareholder base consisting mainly of independent insurance agents. With an unparalleled processing system and world-class service, the ease for agents to conduct business with Consumers Insurance far surpasses the majority of other insurance companies in the market. Consumers Insurance is a member of The Motorists Insurance Group, which is rated A (Excellent) by A.M. Best Company, the leading provider of insurer ratings. The rating measures financial strength and ability to meet obligations to policyholders.

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What the Flurry of Recent M&As Means for Reinsurers written by Richard Clark, Xuber

This article was originally published in IA magazine “Viewpoints” In recent years, soft market conditions and low investment returns have prompted more mergers & acquisitions in the reinsurance industry. Last year alone, acquirers spent $17 billion on property-casualty, multi-line insurance and reinsurance deals—the highest figure since 2011, according to data compiled by Bloomberg. Claude Lefebrvre, chief underwriting officer at Hamilton RE, described M&As as part of a cycle that tends to take place during the soft market. But the question remains: Is bigger is actually better? Insurance software solutions provider Xuber recently hosted a roundtable of insurance executives in Bermuda to discuss the pros and cons of M&As in the reinsurance and insurance markets. The discussion specifically considered the long-term ben-

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efits (or lack thereof) of M&A, the potential for culture clashes amongst merged organizations and the impact on investors. Here are some of the most important topics the roundtable tackled—and what might be ahead for M&As. Consequences of consolidation: A recent study from Xuber reports that cultural integration and the consolidation of multiple systems are the biggest challenges companies face following M&A. But those challenges can double as opportunities to refresh old legacy systems and integrate new data storage systems to replace outdated technologies. These challenges could also give smaller companies an advantage when it comes to the M&A process, since they have fewer systems in place and can adjust more easily. Push from investors: Some believe that investors, in their desire to increase their capital base, are driving much of the current M&A activity. The typical investor’s profile has shifted continued on page 48...

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Company Briefs

Auto-Owners Purchasing Atlantic Casualty Auto-Owners Insurance recently announced the acquisition of Atlantic Casualty Insurance Company, an A.M. Best A- rated excess and surplus lines company located in Goldsboro, North Carolina. Atlantic Casualty is a successful company operating in 48 states through a network of wholesale agencies (MGAs). They will continue these operations along with expanding their product offerings and services through support provided by Auto-Owners to their company. Through this acquisition, Auto-Owners plans to offer its agencies access to an excess and surplus lines market. Their plan is to create a company called Auto-Owners Specialty Insurance Company, which will be domiciled in Delaware and operate on a non-admitted basis in their 26 current operating states. This company will be available to only Auto-Owners Insurance Company contracted agencies.

Meadowbrook Acquires Mackinaw Admin. Meadowbrook Insurance Group, Inc., recently announced that it has acquired Mackinaw Administrators, LLC. Founded in 1995, Mackinaw is a Michigan based program and claims administrator that provides tailored insurance and risk management programs and other related services for both group and individual clients. The firm has offices in Michigan and Ohio and services various lines of business including, workers compensation, general liability, medical professional liability and liquor liability. Under the terms of the transaction, Mackinaw will operate as an independent subsidiary within Meadowbrook. Mackinaw will maintain its present headquarters in Brighton, MI and continue to be led by its current management team, including Stephen Flechsig.

lections, personal excess liability, secondary residences and additional exposures.

Berkshire Hathaway GUARD Names Lyle Hitt Executive Vice President Berkshire Hathaway GUARD recently named Lyle Hitt Executive Vice President of Property and Liability Insurance. In his new role, Hitt will oversee activities related to lines of coverage used to complement the company’s traditional workers’ compensation specialty. Specifically, he will lead the expansion of the organization’s property and liability lines into new states; refine existing products to address the needs of an even wider audience of commercial accounts; and develop new products. Hitt brings over a quarter century of experience in the insurance industry to his new role. As an executive at Arch Insurance Group, he most recently oversaw the insurer’s Professional Liability Division, Corporate Training, and Travel Insurance Division. Hitt also held executive positions at Zurich North America.

Gracey Retiring From BlueCross BlueShield BlueCross BlueShield of Tennessee CEO Bill Gracey is retiring effective at the end of August and will be succeeded by J.D. Hickey, who has served as chief operating officer since 2012 and CEO-elect since June.

Nationwide Rebrands Affluent Group; Adds Tennessee and Others

Betty DeVinney, chairwoman of the BlueCross board, said the board is appreciative of Gracey’s leadership as CEO, a period of strong performance by the company. Prior to being named COO in 2010, Gracey had served on the BlueCross board of directors after retiring as executive vice president and chief operating officer of LifePoint Hospitals. He became CEO in 2013 when Vicky Gregg retired.

Nationwide Private Client insurance products and services for affluent clients are now available in Tennessee and three other new states: Alaska, Idaho and Minnesota, bringing the total number of states served to sixteen.

Hickey joined BlueCross in 2011 as CEO of the BlueCross Medicaid managed care subsidiary BlueCare Tennessee, and was named chief operating officer of the parent company less than a year later.

Nationwide Private Client business formerly went under the name Crestbrook Insurance; it was re-branded with the Nationwide name earlier this month. Crestbrook entered the affluent market two years ago starting in Illinois. According to Molly Rondeau, Distribution, Sales and Marketing executive for Nationwide Private Client, these products and services include superior coverage for home, auto, colThe Tennessee Insuror

Patriot National Acquires RCA Insurance Patriot National Inc., a workers’ compensation outsourcing services firm based in Fort Lauderdale, Florida, announced recently that it acquired R.C.A. Insurance Group (RCA), a Clifton, New Jersey-based property and liability program administrator to the hospitality industry. 43

RCA provides preferred insurance programs designed for restaurants, bars and taverns nationwide. RCA will become part of Trigen Insurance Solutions, Patriot National’s operating subsidiary focused on expansion into broader commercial insurance lines.

Atlas now has the ability to offer the following: package property limits inclusive of wind/hail of $10m; larger limits available upon request, lower package minimum premiums, equipment breakdown coverages and expanded library of optional enhancements and endorsements.

Lehman Joins Allianz Global

ACE Announces New Chubb Leadership

Diana Lehman has joined Allianz Global Corporate & Specialty as the business development manager of the South Zone. Lehman was formerly with Berkshire Hathaway Homestate for over six years, previously worked with Fireman’s Fund and began her insurance career with Bankers & Shippers Insurance Company.

Atlas General Expanding Product Line Atlas General Insurance Services, LLC (“Atlas”) has announced that it has recently expanded its commercial package, general liability, and inland marine offerings to deliver more solutions and flexibility to its producing partners. Atlas, continuing with its commitment to provide innovative and responsive insurance products for today’s evolving marketplace, has recently updated its package offerings to include a variety of coverage endorsements and expansions.

ACE Limited announced the leadership team it intends to appoint for the company’s North America organization that will take over upon completion of the acquisition of Chubb, which ACE said is expected in the first quarter of 2016. Steven R. Pozzi will serve as senior vice president of the new Chubb Group and division president, North America Middle Market. Frances D. O’Brien will serve as senior vice president of the new Chubb Group and division president, North America Personal Insurance. Harold L. Morrison Jr. will serve as senior vice president of the new Chubb Group and division president, field operations, for the North America Insurance division. Bruce L. Kessler will serve as senior vice president of the new Chubb Group and division president, North America Wholesale/Excess & Surplus Lines.

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CNA IS PROUD TO SUPPORT THE INDEPENDENT INSURANCE AGENTS AND BROKERS OF TENNESSEE.

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Gerard M. Butler will serve as executive vice president and deputy field officer for North America, with responsibility for coordinating the company’s North American distribution relationships, sales results and practices, and field analytics resources.

Dovetail Insurance Acquired by Marsh Marsh, a global leader in insurance broking and risk management, announced that it has signed a definitive agreement to acquire Dovetail Insurance, a leading provider of insurance technology services tailored to the U.S. small commercial market. Terms of the transaction, which is expected to close in the third quarter, were not disclosed. Based in Columbia, South Carolina, Dovetail has developed an advanced cloud-based technology platform that enables independent insurance agents, on behalf of their small business clients, to obtain online quotes from multiple insurance providers and bind insurance policies in real time. The process enables independent agents to deliver faster, better service and an expanded product selection, while giving insurance providers access to a state-of-the art platform for distributing their products. Upon closing, Steve Francis, CEO of Dovetail, and the entire Dovetail team, will join Marsh. Dovetail will be part of Marsh’s Global Risk & Specialties segment.

RLI’s Stone to Retire; Kliethermes Named as Successor RLI Corp. announced recently that Michael J. Stone will retire as RLI Insurance Company President & COO effective December 31, 2015. He will continue to serve on the RLI Board of Directors following that date. Craig Kliethermes, Executive Vice President, Operations, will assume the role of RLI Insurance Company President & COO as of January 1, 2016. Stone joined RLI in 1996 and has served as RLI Insurance Company President & COO since 2002. During his nearly 20 year career with RLI, he served as Vice President, Claim before becoming Executive Vice President in 1998. Kliethermes joined RLI in 2006 as Vice President, Actuarial Services, and was promoted to Senior Vice President, Risk Services, in 2009. Kliethermes has served as RLI’s Executive Vice President, Operations, since 2013. Prior to joining RLI, he served in executive positions with Lockton Companies, GE Insurance/Employers Reinsurance and John Deere Insurance Company. Kliethermes holds a bachelor’s degree in mathematics from Maryville College and has earned his Chartered Property Casualty Underwriter designation. He is a Member of the American Academy of Actuaries and is a Fellow of the Casualty Actuarial Society.

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J.M. Wilson Adds Yingling as Personal Lines Underwriter J.M. Wilson has announced the addition of Lori Yingling to their Portage, Michigan office as Personal Lines Underwriter. Lori is responsible for quoting new and renewal personal lines risks, and serving independent insurance agents in the 31 states that J.M. Wilson writes in. Lori has 12 years of experience as a CSR (Customer Service Representative) and Personal Lines underwriter, as well as 16 years of experience as a CSR and Office Manager. She began working for her family’s insurance agency at the age of 15 and continued through College. Lori studied Computer Science and English Grammar at Western Michigan University, and she earned her CISR (Certified Insurance Sales Representative) designation in 2009.

ACUITY Named A Top Workplace ACUITY announced that it earned the #1 spot on Great Place to Work’s 10 Best Workplaces in Insurance ranking, published by Fortune.

position, Allen will have leadership responsibility for the products and services Cigna offers in the state of Tennessee, including employer-based group benefit plans and also plans offered to individuals and those who are eligible for Medicare. Allen’s primary areas of focus will be to enhance customer satisfaction through personalized service; help improve health and affordability by developing Tennessee-specific programs and collaborations with health care professionals; and to lead Cigna’s efforts to serve the community. Allen will be based in Nashville.

U.S. Risk and Strategic Program Managers Announce Affiliation U.S. Risk Insurance Group, Inc., the sixth largest managing general agency and surplus lines wholesaler in the nation, announced they have entered into an agreement involving the acquisition by U.S. Risk of an undisclosed ownership interest in Strategic Program Managers, a specialist Trucking MGA and Broker. The combined premium volume in this class will exceed $60 million.

PURE Insurance Expands Southeast Hub Privilege Underwriters Reciprocal Exchange (PURE), the policyholder-owned property and casualty insurer of high net worth individuals and families, today announced the expansion of its southeast regional hub in Charleston. To accommodate PURE’s remarkable growth, the company has moved offices to the historic and newly-renovated Cigar Factory where it expects to employ at least 60 professionals in a variety of underwriting, marketing, member services and other positions. u

The latest accolade for ACUITY adds to an impressive and growing amount of recognition for the insurer’s unique, innovative, and employee-friendly culture. In 2015, ACUITY was also named the #3 employer in the Fortune 100 Best Companies to Work For® and selected as one of the 100 Best Workplaces for Millennials. Great Place to Work conducted anonymous surveys of thousands of employees across the insurance industry to assess companies’ culture, communication, employee pride, and other key factors that define a great workplace. In recognizing ACUITY, Great Place to Work noted that “ACUITY’s culture competes with the very best, regardless of industry.” In particular, ACUITY was noted for its generous benefits, generous giving, and regular employee celebrations.

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Cigna’s Allen to Head TN Market Cigna has named Greg Allen as president for the Tennessee market. In this newly-created The Tennessee Insuror

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What the Flurry of Recent M&As Means for Reinsurers ...continued from page 41

dramatically in recent years; now they tend to be less involved and often do not understand the reinsurance industry. Such investors are simply looking to increase the size of companies, and in turn their capital base, without considering the longterm impact of consolidation versus the benefits of maintaining two smaller companies.

Better in the long run? As the number of consolidations rises, many smaller reinsurance companies are under pressure to make a deal sooner rather than later. But teams often fail to investigate the rationale behind a proposed deal and how it would benefit shareholders in the long term. Brenton Slade, COO of Horseshoe Group, believes that if teams took the time to do this, the industry would see less M&A activity and more money returned to investors or deployed in new product lines. It is important for teams to remember that more capital does not necessarily provide access to more business. Sometimes, potential challengesâ&#x20AC;&#x201D;such as lack of company synergy or

loss of good employeesâ&#x20AC;&#x201D;may outweigh the benefits of a merger.

No end in sight? Bloomberg predicts that M&A activity will continue to rise as the demand for bigger and more diversified portfolios increases. If businesses continue to view this as the only option to remain competitive, it will have a domino effect: Smaller companies will feel the pressure to become involved and see it as a path toward securing a substantial future. But these consolidations may present an opportunity for smaller companies to shine as their larger competitors struggle with the challenges the M&A process creates. About the Author Richard Clark is business development director at Xuber, a provider of insurance software solutions that provides products and services to more than 180 brokers and carriers in over 46 countries worldwide. u

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We get you. We understand what independent agents want and weâ&#x20AC;&#x2122;re committed to giving you the tools you need to grow your independent agency. Look into a partnership with us by calling today. Stacy Gardner 614-948-4107 Gardnes1@nationwide.com

Products underwritten by Nationwide Mutual Insurance Company and Affiliated Companies. Home Office: Columbus, OH 43215. Subject to underwriting guidelines, review, and approval. Products and discounts not available to all persons in all states. Not all Nationwide affiliated companies are mutual companies, and not all Nationwide members are insured by a mutual company. Nationwide, the Nationwide N and Eagle and Nationwide is on your side are services marks of Nationwide Mutual Insurance Company. ÂŠ 2015 Nationwide NPO-0605AO (03/15)

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Meetings

4th Quarter ‘15 Meetings and Events CPCU Annual Meeting October 3-6 The 2015 CPCU Society Annual Meeting will take place October 3-6, in Indianapolis, Indiana. This is the CPCU Society’s mustattend risk management and property-casualty insurance event of the year. Visit http://www.cpcusociety.org/educationevents/annual-meeting for more information.

Southern Agents Conference 2015 The 2015 edition of the annual Southern Agents Conference (SAC) will take place December 11-13 at the Ritz-Carlton Buckhead in Atlanta. SAC is sounding board for Big “I” leaders and Industry Partners (company/broker/vendor) in fourteen southeastern states. Find more information on the event or register now at https:// www.southernagents.com/ u

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The personal umbrella market tends to be a stable one. But as the U.S. legal environment becomes more plaintiff-friendly, that could change in the coming years—especially in light of upcoming technology and lifestyle trends that will impact how important it is that personal lines clients secure an umbrella. “We look at [personal umbrella] loss cost trends and we think they’ve been increasing at about a 3-5% pace,” says Craig Kliethermes, executive vice president, operations at RLI Corp. “We consider these trends to be fairly stable in the short term, although over a longer time horizon, we expect the loss trends will likely go higher.” Here’s a look at what’s driving slow but steady increases for PUPs. “The world is becoming more and more litigious,” Kliethermes says. “The U.S. has more lawyers per capita than any country in the world. It’s important that carriers keep their rate levels on pace with theloss trends so that the product remains available for customers.” Brett Woodward, senior vice president at NFP’s propertycasualty division, believes this litigious environment has led to an increase in frequency and severity for personal umbrella claims. “When these claims occur, they are usually large and/ or catastrophic,” Woodward says. “It used to be $10 million could cover most claims, but in the past few years, we’ve seen personal injury awards in the multi-millions.” For example, “a typical working middle-class family member causes an accident where someone is seriously injured,” Woodward points out. “Depending on the state in which the accident occurs or the level of your coverage, you could end up paying for the rest of your life to settle the claim.” And whether or not the courts find your client responsible, the defense costs could be devastating. “Even if you’ve done nothing wrong, if you get sued, the legal cost will bleed you to death even if you’re found not guilty,” says Bill Gatewood, associate vice president of excess casualty at Burns & Wilcox. “We see a lot of times just frivolous lawsuits that we spend $25,000-$30,000 defending,” Bradley agrees. “An insurance company knows all the defense counsel around the country and has the experience weeding out the bad ones from the good ones. With a personal umbrella, you’re going to get that counsel and it’s all going to be done for you.” u

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ACUITY Amerisafe Allstar Financial Group AmTrust North America Applied Underwriters Arlington/Roe & Co. ASI Atlas General Insurance Services Auto-Owners Insurance Bailey Special Risks, Inc. Berkley Southeast Insurance Group Berkshire Hathaway Guard Insurance Cos. BITCO Insurance Companies Brentwood Services Administrators Builders Mutual Burns & Wilcox Central Insurance Chubb Insurance CNA Insurance Consumers Insurance Donegal Insurance EMC Insurance FCCI Insurance Group FFVA Mutual Grange Insurance The Hanover Insurance Group Harford Mutual Heartland Ovation Payroll Imperial PFS INSBANK Insurance House J.M. Wilson Johnson & Johnson Keystone Insurers Group Liberty Mutual Martin & Zerfoss MetLife Auto & Home National Security Group Nationwide North Alabama Insurance Penn National Insurance Preferred Comp/Meadowbrook Preferred Property Programs Progressive Risk Innovations Safeco Insurance Securerisk South & Western Southern Cross Underwriters Southern Insurance Underwriters Summit Holdings

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www.acuityu.com www.amerisafe.com www.allstarfg.com www.amtrustnorthamerica.com www.auw.com/us www.arlingtonroe.com www.americanstrategic.com atlas.us.com www.auto-owners.com www.bsrins.com www.berkleysig.com www.guard.com/apply www.bitco.com www.bwood.com www.buildersmutual.com www.burnsandwilcox.com www.central-insurance.com www.chubb.com www.cna.com www.ciusa.com www.donegalgroup.com www.emcins.com www.fcci-group.com www.ffvamutual.com www.grangeinsurance.com www.hanover.com www.harfordmutual.com www.ovationpayroll.com www.ipfs.com www.insbanktn.com www.insurancehouse.com www.jmwilson.com www.jjins.com www.keystoneinsgrp.com www.libertymutual.com www.martinzerfoss.com www.metlife.com www.nationalsecuritygroup.com www.nationwide.com www.nai1982.com www.pennnationalinsurance.com www.meadowbrook.com www.umbrellaprogram.com www.progressiveagent.com www.riskinnovations.com/tni www.safeco.com www.securerisk.com www.southandwestern.com www.scui.com www.siuins.com www.summitholdings.com

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