2017 - ISSUE 3
New AIIA President W. Haig Wright II
Providing Alabama Independent Insurance Agents the best in workers’ compensation for contractors Let us be your ally in risk management
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Alabama Independent | 2017 Issue 3
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2017 Issue 3 | Alabama Independent
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FIRSTSTEP
AIIA thanks the following sponsors for their support and participation in the First STEP program. AIIA’s First STEP program is your first step to involvement with independent agents in Alabama. For more sponsorship information or to sign up as a sponsor, please contact Nancy Crowe at 205-326-4129 or visit our website at www.aiia.org.
AIIA
Save The Date AIIA Events 2017 - 2018
$20,000
I – Day October 11 University of Alabama
$15,000
Fall Education Conference & Trade Fair October 18 AIIA Office
The Sheffield Fund Alabama Insurance Management Services
YOUR NAME
$10,000
Cornerstone National Insurance
$7,500
National Security Fire & Casualty
$5,000
Alabama Trucking Association WCSI Fund Centauri Insurance Progressive/ASI
$2,500
Alabama Self-Insured Work Comp Fund AlaCOMP Allstate Insurance Company Auto-Owners Insurance Berkley Southeast Insurance Group CRC Insurance Services Donegal Insurance Group EMC Insurance Companies Enterprise Rent-A-Car Frankenmuth Insurance Genesee General HICI/Haulers Insurance Company Inc. Penn National Insurance Sentry Insurance Southern Insurance Underwriters/Siuprem Swiss RE Corporate Solutions Travelers Insurance Company TheZenith
We Thank You! 4
Alabama Independent | 2017 Issue 3
MIIA 2nd Annual Clay Shoot November 9 Lower Wetumpka Shotgun Sports Club AIIA Events 2018 BIIA Gala January 26 LINCPoint Young Agents and AIIA Committee Day January 17 AIIA Office Legislative Conference February 22 Embassy Suites, Montgomery Excalibur Education Foundation Clay Shoot April 20 Selwood Farms 122nd Annual Convention & Trade Show June 24-26 The Grand Hotel, Point Clear, Alabama Young Agents Summer Conference July 26-28 Hilton Pensacola
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alabama
2017 • ISSUE 3
INDEPENDENT CONTENTS
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Alabama Independent Insurance Agents, Inc. 141 London Parkway Phone: 205-326-4129 | Fax: 205-326-3086 | www.aiia.org Executive Vice President: Bill Sager, CIC Editor: Michelle McKee
LEADERSHIP & STAFF AIIA OFFICERS President: Haig Wright, CIC Jasper President Elect: Steve Sprayberry, CIC Sylacauga
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Secretary/Treasurer: Michael Vance LUTCF, CPIM, CPIA Huntsville State National Director: Jeff Grice, CIC Jasper
4 4 8 10 12 14 16 22 29 30 32 34 35 36 37 42 44 45 45 46 47
First Step Sponsors AIIA Save The Date Letter from the AIIA President, W. Haig Wright II, CIC Letter from the AIIA EVP, Bill Sager, CIC AIIA Welcomes Haig Wright II, CIC, as Association President AIIA Welcomes Michael Vance, LUTCF, CPIM, CPIA, as New Secretary/Treasurer The 121st Annual Convention & Tradeshow Is One to Remember! 2017 Alabama Insurance Market Analysis Cyber: Solved. Big I Flood Updates Alabama I-Day 2017 Ted’s Tablet October Webinars Education Calendar Industry News Cold Calling and Niche Marketing Sets the Bar for Young Agents Conference Young Agents Conference Photos Thank You Conference Sponsors Thank You Roundtable Exhibitors Seen & Heard Welcome New Members
Immediate Past President: Jeff Hogg, CPIA, CLCS Tuscaloosa
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Alabama Independent | 2017 Issue 3
District 7 Kevin Myrick - Tuscaloosa Lin Moore - Tuscaloosa Young Agents Todd Roberts CIC - Homewood Past President Jere Peak - Selma AIIA STAFF Executive Vice President: Bill Sager, CIC
BOARD OF DIRECTORS District 1 Larry Crosby, CIC - Brewton C. Todd Thomas - Montrose
Director of Education: Ted Kinney, CIC, CPCU, ARM, CPIA, AAI, AU, CRIS, AINS
District 2 Steve Mullis, CPIA - Montgomery W. Keith Nobles, CIC - Wetumpka Jean Ann Rittenour-Donley, CISR, CIC, CPIA, CPIW - Montgomery Ray Smith - Deatsville District 3 John H. Dark, CIC, AAI - Alexander City Boyd McGehee – Talladega
Director of Communications & Member Services: Michelle McKee Director of Education Administration: Tangerie Underwood, CISR, CPIA E & O Administrator: Carol Hunt, CPIA Accounting Supervisor: Irene Smyly
District 4 Steve Hoggle, CIC - Guntersville Josh Goe, CLCL – Madison
Director of Meetings & Events: Nancy Crowe
District 5 Kelly Aday - Lexington Susanne Grimwood, CIC, CISR - Huntsville Connie Waldrip, CISR - Huntsville
Printing & Mailroom Coordinator: Waymon McIntosh
ADVERTISER INDEX AGC Alabama 2 Allstar Financial Group 43 Amalgamated Ins. Underwriters 7 Anderson and Murison 12 Berkley Southeast 11 Berkshire Hathaway Guard Insurance Companies 32 Burns & Wilcox 9 Centauri Insurance 5 EMC Insurance Companies 3 FCCI 33
District 6 Russell Greenhalgh, CIC - Birmingham Mary Hall - Birmingham Bill Jacka, Jr. - Birmingham Margaret Ann Pyburn, CPIA - Birmingham
Genesee General 34 Iroquois Group 47 M.J. Kelly Company-Alabama 41 Risk Placement Services 13 SIUPREM 36 Southern Insurance Underwriters, Inc. 48 Summit Consulting 15 The National Security Group 41 UFG 23
RLI Administrator: Tangerie Underwood, CISR, CPIA
Office Manager: Sarah Walker
PUBLICATION INFORMATION The Alabama Independent is the official magazine of the Alabama Independent Insurance Agents, Inc. Association (AIIA), and is published quarterly by Blue Water Publishers, LLC. AIIA does not necessarily endorse any of the companies advertising in this publication or the views of its writers. AIIA reserves the right, in its sole discretion, to reject advertising that does not meet AIIA qualifications or which may detract from its business, professional or ethical standards. The publisher cannot assume responsibility for claims made by its advertisers, content provided by the editor, or the opinions expressed by contributing authors. For information on advertising, contact Eric Johnson, Blue Water Publishers, 414-708-2059 or eric@bluewaterpublishers.org.
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W. Haig Wright II, CIC
AIIA President
Thank you for allowing me the opportunity to serve as President of your Association. I am honored, humbled, and excited as I accept this responsibility. To be honest, being involved in a leadership capacity was far from my mind until one day Jere Peak asked if I would consider giving back to an industry that has given so much to me. As I gave thought to this possibility, the answer came loud and clear . . . YES! My time on our Board of Directors, serving as Secretary/Treasurer in 2015 and President-Elect last year, has given me valuable time to reflect on the value of our Association and the impact we can have on this wonderful industry we serve. We are fortunate to have a working Board of Directors and a staff headed up by our Executive Director, Mr. Bill Sager. By working together, we can accomplish the goals I have set for my year as President. My main goal is to have 100 agents at our annual conference in June 2018. Some of you will remember that years ago we had attendance numbers in the hundreds while in recent years our participation has fallen off. Our convention is June 24th-26th and will be held at The Grand Hotel in Point Clear, Alabama. The hotel is going through a $32M renovation and will be completed in time for our arrival. This year’s convention venue will be different, the program will be different, the entertainment will be different, so I challenge you to be different and register for this GRAND EVENT! Go ahead, mark it on your calendar and come enjoy the fun. Thank you for your support and I look forward to seeing most of you throughout the year. Be Different - Be Grand! See you in Point Clear 2018!
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Alabama Independent | 2017 Issue 3
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Commercial | Professional | Personal | Brokerage | Binding | Risk Management Services 2017 Issue 3 | Alabama Independent
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Bill Sager, CIC
AIIA Executive Vice President A sticky note……a list of items on a legal pad……a message on our phone or computer……a word from a spouse…….a special holiday. All of these can be reminders. Many times in our busy worlds we need to be reminded….maybe to stop and smell the roses….enjoy a special outing with the family. Reminders can be good and helpful.
Council of Technology. If you are looking to make a change in your management system, you should take advantage of the expertise available to you through this group.
I want to take the content of this letter to remind you of some of the benefits we enjoy as members of AIIA and IIABA. While it is clear all of our members do not have reason to utilize all of the items available to them, some become more important than others as you conduct your business. I hope the following brief summary is a reminder of the items that help you in your business and also makes you aware of programs you may have missed.
Networking Opportunities: Meetings, conferences, classes and conventions provide venues to get groups together that increases the possibility of learning something new on coverage, finding out about a new market in the state or just making a new acquaintance.
Errors and Omission Insurance: AIIA can provide you with stable competitive carriers with policies designed for independent agencies. Contact our office for information. Access to Insurance Markets: The Big “I” Markets program through IIABA offers multiple lines of coverage you can access for personal, commercial, employee benefits, and life insurance. All that is required is your login credentials, which we can secure for you quickly. The competitive RLI personal umbrella program is available for you to place coverage for your clients. Advocacy / Government Affairs: This is one that gets to the core of who we are. AIIA works to support and advocate for the independent insurance agency distribution channel. Our goal is to drive more business to our members. There is also the need to monitor and stay engaged in the political process, which is done both on the state and national level. Technology Opportunities: A tremendous resource is available through the Agency 10
Alabama Independent | 2017 Issue 3
Education: AIIA strives to continue to offer a variety of exceptional educational opportunities to our members both in the classroom and online. Check the options on our website. Have you utilized Virtual University on the IIABA website? This is a tremendous resource for coverage, technology, marketing and agency management issues. Got a coverage question or issue…..you can “ask an expert” and get feedback from insurance instructors around the country.
General Assistance / Information: I wasn’t sure what to call this category. We assist agents on a weekly basis with all manner of situations and needs. The IIABA has resources to cover most anything our members may need…..one example is the contract review program. The national legal staff has reviewed numerous company contracts and given summaries that can be very helpful to agents trying to understand all the aspects of the contract. You can go to the IIABA website, log in and go to resources, then contract review to see what has been reviewed and when it took place. While there are many other benefits I might have listed I hope this list will serve to remind you of resources and products developed for you. As we think about reminders let’s all be reminded that one of the best, if not the best benefit of our membership together, is the unity of the group. We are in the same industry and belong to the same distribution system. We are all attempting to provide for our clients, grow our business and support our communities. From our smallest member to the largest many of the principals we use each day applies to each member. Our goal at AIIA is to make things better for you and help you be successful.
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AIIA NEWS
Photo: Haig and his family at his son Haig’s wedding in April of this year.
AIIA Welcomes Haig Wright II as Association President
H
aig is a native of Walker County and serves his community proudly on numerous boards, including North Alabama United Methodist Conference, Bank of Walker County, Jasper Waterworks & Sewer, and Walker County Community Foundation. In 1982, Haig followed in his father’s footsteps and joined Primm-Wright Insurance. Haig became president of the agency is 2010 and it is now known as Byars|Wright, Inc. Haig’s sons Haig III and Oliver are producers at the agency and are involved in our Young Agents program. Haig was a Young Agent Chair in 1994 and recently served on the AIIA Board of Directors before serving on the Executive Committee.
Alabama Producers
Over 35 years in the business, he says, “The more the industry changes, the more it stays the same. Sure, there are changes in the technology, processes, policy/ coverage forms, etc., but, the constant is the insurance business is a relationship business and always will be. With this in mind, the independent agency distribution system will continue to be the best channel for carriers to serve and maintain their policy holders.” He is married to Robin and they have four children, Haig III (Emily), Oliver, Molly, and Amy Bette. He enjoys golf, tennis and hunting.
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Alabama Independent | 2017 Issue 3
“I VALUE MY RPS RELATIONSHIP” – RUMANA HAQUE BULLDOG INSURANCE At Risk Placement Services (RPS), we are committed to building relationships one retail partner at a time. Our stewardship begins by providing you access to the finest markets and top producers in the industry and providing customized solutions to meet your needs by designing, negotiating and tailoring individual risks that help you succeed. It’s a partnership you can count on! To learn more contact Jennifer Hornsby at 205.317.2649 or Jennifer_Hornsby@rpsins.com. RPSins.com
AIIA NEWS
AIIA Welcomes Michael Vance, LUTCF, CPIM, CPIA, as New Secretary/Treasurer
A
IIA welcomes Michael Vance, LUTCF, CPIM, CPIA, of Hundley Batts & Associates Insurance Agency in Huntsville as our new Secretary/Treasurer. He will serve on the Executive Committee for the next four years. In this role, Michael will serve on the AIIA Finance Committee and Long Range Planning Committee. He is responsible for the reporting of association finances and procedural records to the AIIA Board of Directors and association membership. He will also be instrumental in getting your support to InsurPac, our National Political Action Committee for legislative success. Michael began his insurance career with Metropolitan Life Insurance Company as a personal risk manager educating families on how to safeguard their assets from the risk of loss. In 1989, he started at Hundley Batts and is a financial & benefits risk manager for the agency. He has a passion for helping entrepreneurs, business owners, and business managers to identify, measure control, finance, and transfer risk their business is exposed to. Michael currently serves as the president for the Huntsville Independent Insurance Agents Association. He recently served on AIIA’s Board of Directors from 2009-2015 and was recognized as the Trusted Choice committee chair for the 2015-2016 year. Michael is active in his community. He serves on the board of North Alabama Educators Credit Union. He is the co-founder of
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Alabama Independent | 2017 Issue 3
Stewardshipofwealth.com, an internet marketing resource. Its mission is to encourage, educate, and inspire churches, faith-based organizations, and communities to become better stewards of their wealth. One initiative Michael is fond of is the Trusted Choice One Thousand People, One Mile, One Step at a Time Walk in the month of May. A collaboration with the city of Huntsville’s Mayor Tommy Battle’s Healthy Huntsville Initiative to encourage healthy and active lifestyles in the community. Another project that he is very passionate about is a podcast called Better Husband Father Man he co-hosts with his son, Michael Jr. The Better Husband Father Man podcast is a hub for all things marriage, parenting, and selfimprovement. Michael lives each day with a grateful heart. He has nine siblings, five brothers and four sisters. He is the first male in his family to graduate from high school, first person in his family to earn a college degree, and first person in his family to serve in the military. (Six years in U.S. Navy with an honorable discharge.) Michael has been married and in love with the same woman (Ardella) for over 33 years. They are lead servants at the First Seventh-day Adventist Church Family Life Ministry in Huntsville. The Vances are authors of Family Prayer, A 30-day Spiritual Guide to encourage healthy, happy, and successful families. They share their lives with four adult children and nine grandchildren.
Michael expressed his thoughts of L-O-Y-A-L-T-Y in a presentation to the AIIA Board of Directors: LEADERSHIP – I believe you should lead by example. Good leaders are good followers. OPPORTUNITY – I believe this is a great opportunity for me to serve. I believe in servant leadership. YIELD – In leadership I’ve learned many times you must yield your ideas to ideas that are best for the organization you serve. ADVOCACY – I will be an advocate for legislative issues that support our industry. Sometime that means putting your money where your mouth is. LEARNING – I believe in lifelong learning. This industry demands that you educate yourself and embrace technology. TIME – I promise to attend committee meetings and invest the time required in leading the association. YOUNG AGENTS – I am willing to share my thoughts and mentor young agents entering this business.
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2017 Issue 3 | Alabama Independent
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LIVE MUSIC, TRADESHOW, MOTIVATION & LOADS OF LAUGHS The 121st Annual Convention & Tradeshow Is One to Remember!
Progressive/ASI hosted the registration hospitality with cocktails and corn hole. Later that evening, the weather was perfect for a poolside welcome dinner that included Mr. Big & the Rhythm Sisters. Our group danced the night away and completed the evening with door prizes. On Thursday, our company representatives hosted the Tradeshow where over 60 agents visited each booth for their chance to win the Agents Grand Prize of $1,000. Brad Young with Insurance Planning Services in Anniston was our lucky winner; thanks to Berkley Southeast Insurance Group for sponsoring the prize. As soon as the tradeshow finished, Matt Jones motivated the crowd with his “Life’s A Marathon” story that brought them VICTORY! Big thanks to our “Refreshments on the Beach” sponsors for the hospitality drinks during the corn hole tournament. With roughly 21 teams signed up, it was the youngsters (Oliver Young and his friend, Bentley) who prevailed over the ladies (Vikki Thomas/Jill Contarino). The corn hole tournament was sponsored by Associated Insurance 16
Alabama Independent | 2017 Issue 3
Administrators and Norman Barfoot with Siuprem assisted by keeping the brackets and score. On Friday, National Chairman-elect Vaughn Graham presented the updates from IIABA and installed our new officers during our Business Session. DISTRICT 1 Larry Crosby, Brewton Insurance Agency & Real Estate – Brewton
Michael Sullivan, South Shore Insurance Agency – Foley Todd Thomas, Thomas, Harrison & Associates – Montrose DISTRICT 3 Boyd McGehee, Talladega Insurance Agency – Talladega John Dark, Dark Insurance Agency – Alexander City Brad Young, Insurance Planning Services – Anniston DISTRICT 5 Connie Waldrip, Fountain Parker Harbarger & Associates – Huntsville Kelly Aday, Sam Newton Insurance Agency – Lexington Susanne Grimwood, Grimwood Insurance Agency – Huntsville
Exceptional Service Award – Ken McFeeters, PAC Insurance Agency – Bessemer Associate of the Year – Karl Peterson, RLA Insurance Intermediaries
DISTRICT 7
Insuror of the Year – Jeff Grice, Lacy Grice Insurance Agency – Jasper
Kevin Myrick, Insurance Center of Tuscaloosa – Tuscaloosa
Presidential Citation Award – JoAnne Reed, The Sheffield Fund – Birmingham
Lin Moore, Pritchett-Moore – Tuscaloosa
Congratulations to Kasey Johnston of Coastal Professional Insurance in Mobile who won a free Young Agents Conference by donating to the Excalibur Education Foundation.
EXECUTIVE COMMITTEE President – Haig Wright II, Byars | Wright – Jasper President Elect – Steve Sprayberry, Petra RMS dba Wright-Sprayberry Insurance – Sylacauga
Rux Bentley of Rux Carter Insurance in Columbiana won the 3-day, 2-night stay at the Hilton for his contributions to InsurPac.
Secretary/Treasurer – Michael Vance, Hundley Batts & Associates Insurance Agency – Huntsville
Kurt Close won the Associate Grand Prize and took home $500 cash.
State National Director – Jeff Grice, Lacy Grice Insurance Agency – Jasper
Friday evening included a seated-dinner with comedian, Tim Cavangh, who left the crowd rolling in their chairs. The draw down was better than ever and included a new twist. Those numbers that missed the $100 drawing got put back into the pot for a $200 prize and Steve Smith with Foremost won. Once it was paired down to the final four, the crowd was able to encourage one of the four to keep drawing and sadly Jeremy Smith with Salter Insurance Agency was knocked out and Don Boatwright (ATA Work Comp Fund), Celina Pence (ICAT) and Brittany Kruszewski (Coastal Professional Insurance) decided to keep the rest!!!
Immediate Past President – Jeff Hogg, Fitts Agency – Tuscaloosa Several prestigious awards were given at convention and we would like to congratulate the award winners: Co-Committee Chair of the Year – Jim Murphree, Jim Murphree Insurance Agency – Oneonta Co-Committee Chair of the Year – Wayne Walker, Walker Insurance Agency – Hamilton Director of the Year – Jean Ann Rittenour-Donley, Palomar Insurance Corporation – Montgomery
In-coming President Haig Wright announced next year’s convention will be at The Grand Hotel in Point Clear, Alabama, June 24-26, 2018! 2017 Issue 3 | Alabama Independent
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121ST ANNUAL CONVENTION & TRADESHOW
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Alabama Independent | 2017 Issue 3
121ST ANNUAL CONVENTION & TRADESHOW
2017 Issue 3 | Alabama Independent
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Convention Sponsors and Exhibitors, We Thank You For Your Support! Access Insurance Company AccuAgency Alabama Insurance Management Services Alabama Municipal Insurance Corporation Alabama Public Auto Insurance Agency Alabama Retail Comp Alabama Self Insured WCF Alabama Trucking Assn WCSI Fund AlaCOMP ALLSTAR Financial Group Allstate Insurance Company American Strategic Insurance AmWINS Group, Inc. Applied Systems, Inc. The Argos Group Associated Insurance Administrators (AiA) Auto-Owners Insurance Company Bankers Insurance Berkley Southeast Insurance Group Berkshire Hathaway Guard Insurance Co. Big I PAC Golf Tournament Birmingham Independent Insurance Agents Centauri Specialty Insurance Holdings Coastal Select Insurance Company Commercial Sector Insurance Brokers Cornerstone National Insurance CRC Insurance Services Donegal Insurance Group EMC Insurance Enterprise Rent-A-Car Equity Partners Insurance Services, Inc. Excalibur Education Foundation FCCI Insurance Group Foremost Insurance Group Frankenmuth Insurance Genesee General Haulers Insurance Company, Inc./H I C I Imperial PFS 20
Alabama Independent | 2017 Issue 3
Inspirien Insurance Company InsurPAC International Association of Insurance Professionals Johnson & Johnson Mackinaw Underwriters McClelland & Hine, Inc. National Security Fire & Casualty Nexsure (XDimensional Technologies, Inc.) North Point Underwriters Office Depot (Member Services) Orchid Insurance Penn National Insurance PA Lumbermen’s Mutual Insurance Co. Premium Assignment Corporation Prime Insurance Company Progressive Insurance RPS / Risk Placement Services RLI Personal Umbrella Safeco Insurance Company Sentry Insurance The Sheffield Fund SIUPREM, Inc. Souders Underwriters Group, LLC Southern Insurance Underwriters, CMGA South Shore Insurance Underwriters / SSIU Swiss Re Corporate Solutions Tower Hill Insurance Group Travelers Insurance Company Universal Property & Casualty WorkersFirst CompFund TheZenith BEST-IN-SHOW – ALLSTAR Financial Group *Bold indicates FIRST STEP Sponsor
2017 Issue 3 | Alabama Independent
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2017 ALABAMA INSURANCE
MARKET ANALYSIS Ted A. Kinney, CIC CPCU ARM AU AAM AAI AINS CPIA CRIS AIIA Director of Education and Technical Affairs The 2017 Edition of the Property/Casualty State/Line Report published by A.M. Best reflects the Alabama P&C market based on 2016 industry data. Premium results are classified by line of business and by insurance company. This article reflects only rank by premium volume and market share for the top ten carriers by line in Alabama. Direct writers in 2016 saw an increase in market share, with 58.4%, which reflects a .9% increase from 2015 (57.5%). This represents $4.69 billion of the $8.04 billion dollar Alabama market. National/State agency companies produced 41.6% of the market in 2016, which reflects a .9% decrease from 2015. National/State agency carriers wrote $3.35 billion of the $8.04 billion dollar Alabama market. A close look at the breakdown of percentages gives a better understanding of the market segmentation between the Direct Writers and National/State companies. Direct writers are still the leader in the personal lines market, producing 81.0% of the $1.66 billion dollar Homeowners market, 79.3% of the $1.65 billion Private Passenger Automobile Liability market and 87.6% of
the $1.37 billion Private Passenger Automobile Physical Damage market. The two major personal lines markets where National/State agency companies produced higher market percentages are the Fire insurance market with 69.4% of the $192.1 million dollar premium writings and the Allied Lines market with 66.5% of $183.8 million dollar premium writings. While the Direct Writers dominate the personal lines market, National/State agency companies continue to produce the majority of the commercial lines premium with 64.5% of the $374.0 million dollar Commercial MultiPeril Non-Liability market, 64.4% of the $192.8 million dollar Commercial Multi-Peril Liability market, 66.4% of the $297.5 million dollar Inland Marine Market, 82.9% of the $360.8 million dollar Workers Compensation market, 77.9% of the $323.1 million dollar Commercial Auto Liability market, 77.1% of the $116.2 million dollar Commercial Auto Physical Damage market, 88.4% of the $30.6 million dollar Products Liability market, 78.2% of the $412.3 million dollar Other Commercial Liability market, and 77.4% of the $116.1 million dollar Medical Malpractice market.
FIRE INSURANCE Rank
Company
Market Share (%)
Premium Written ($000)
1.
American International Group
10.2
19,505
2.
Farmers Insurance Group
7.1
13,612
3.
Auto Owners Insurance Group
6.0
11,519
4.
Munich-American Group
4.6
8,780
5.
Travelers
4.4
8,423
6.
National Security Group
4.2
8,068
7.
Zurich Financial Services
4.0
7,687
8.
FM Global
4.0
7,615
9.
ALFA Insurance Group
3.3
6,756
10.
Liberty Mutual
3.2
6,152
The Fire insurance market in Alabama represents approximately $192.1 million dollars. Direct Writers produced $58.7 million dollars or 30.6% of this amount. National/State agency companies produced $133,3 million dollars or 69.4% of the total.
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Alabama Independent | 2017 Issue 3
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Issue 3 | Alabama Independent
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HOMEOWNERS Rank
Company
Market Share (%)
Premium Written ($000)
1.
State Farm Group
30.1
499,281
2.
ALFA Insurance Group
13.4
223,000
3.
Allstate Insurance Group
11.3
188,100
4.
USAA Group
7.2
118,850
5.
Farmers Insurance Group
5.5
90,994
6.
Travelers Insurance Companies 4.3
72,260
7.
Liberty Mutual
3.5
57,532
8.
Nationwide Group
2.9
47,648
9.
Country Financial
2.2
36,987
10.
Auto-Owners Insurance Group
2.2
36,168
The Homeowners insurance market in Alabama represents approximately $1.6 billion dollars. Direct Writers produced $1.3 billion dollars or 81.0% of this amount. National/State agency companies produced $315.8 million dollars or 19.0% of the total.
ALLIED LINES Rank
Company
Market Share (%)
Premium Written ($000)
1.
Assurant P&C Group
7.8
14,708
2.
FM Global Group
6.4
11,684
3.
USAA Group
6.2
11,350
4.
Farmers Insurance Group
5.7
10,473
5.
Travelers Group
5.4
9,888
6.
American International Group
4.4
8,053
7.
Chubb INA Group
4.3
7,952
8.
Cincinnati Insurance Companies 3.7
6,724
9.
Nationwide Group
3.5
6,439
10.
Zurich Financial Services
3.4
6,332
The Allied Lines insurance market in Alabama represents approximately $183.8 million dollars. Direct Writers produced $61.7 million dollars or 33.5% of this amount. National/State agency companies produced $122.4 million dollars or 66.5% of the total.
PRIVATE PASSENGER AUTO LIABILITY Rank
Company
Market Share (%)
Premium Written ($000)
1.
State Farm Group
25.5
420,883
2.
ALFA Insurance Group
13.3
219,858
3.
Allstate Insurance Group
10.7
176,828
4.
Progressive Group
7.4
121.492
5.
USAA Group
6.3
103,407
6.
Nationwide Group
3.4
55,356
7.
Liberty Mutual
2.6
43,032
8.
Farmers Insurance Group
2.6
42,822
9.
Travelers Insurance Companies 2.4
39,321
10.
National General Company
33,701
2.0
The Private Passenger Auto Liability insurance market in Alabama represents approximately $1.65 billion dollars. Direct Writers produced $1.3 billion dollars or 79.3% of this amount. National/State agency companies produced $341.5 million dollars or 20.7% of the total.
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Alabama Independent | 2017 Issue 3
PRIVATE PASSENGER AUTO PHYSICAL DAMAGE Rank
Company
Market Share (%)
Premium Written ($000)
1.
State Farm Group
25.3
347,330
2.
ALFA Insurance Group
16.0
220,313
3.
Allstate Insurance Group
11.4
156, 170
4.
Berkshire Hathaway
9.5
130,803
5.
USAA Group
7.1
97,059
6.
Progressive Group
6.0
82,809
7.
Nationwide Group
3.1
43,193
8.
Liberty Mutual
2.6
35,139
9.
Farmers Insurance Group
2.3
31,272
10.
Travelers Insurance Companies 2.1
29,156
The Private Passenger Auto Physical Damage insurance market in Alabama represents approximately $1.3 billion dollars. Direct Writers produced $1.1 billion dollars or 87.6% of this amount. National/State agency companies produced $239.6 million dollars or 12.4% of the total.
COMMERCIAL MULT-PERIL (LIABILITY) Rank
Company
Market Share (%)
Premium Written ($000)
1.
Alabama Municipal Group
11.3
21,875
2.
Travelers Insurance Companies 9.7
18,706
3.
Auto-Owners Insurance Group
9.3
17,998
4.
Nationwide Group
7.5
14,403
5.
Cincinnati Insurance Companies 5.6
10,749
6.
FCCI Insurance Group
4.8
9,243
7.
Tokio Marine US PC
4.3
8,309
8.
State Farm Group
3.8
7,303
9.
ALFA Insurance Group
3.0
5,730
10.
Hartford Insurance Group
2.7
5,259
The Commercial Multi-Peril (Liability) market in Alabama represents approximately $192.8 million dollars. Direct Writers produced $68.5 million dollars or 35.5% of this amount. National/State agency companies produced $124.3 million dollars or 64.5% of the total.
INLAND MARINE Rank
Company
Market Share (%)
Premium Written ($000)
1.
CNA Insurance Companies
17.1
50,866
2.
Liberty Mutual Insurance Companies
15.3
45,667
3.
State Farm Group
6.1
18,111
4.
Travelers Group
3.9
11,486
5.
Allianz American Companies
3.5
10,532
6.
American International Group
3.5
10,332
7.
Chubb INA Group
3.2
9,609
8.
Zurich Financial Services NA
3.2
9,436
9.
Progressive Group
3.0
8,883
10.
Assurant P&C Group
2.6
7,819
The Inland Marine market in Alabama represents approximately $297.5 million dollars. Direct Writers produced $100.0 million dollars or 33.6% of this amount. National/State agency companies produced $197.4 million dollars or 66.4% of the total.
2017 Issue 3 | Alabama Independent
25
WORKERS COMPENSATION Rank
Company
Market Share (%)
Premium Written ($000)
1.
Travelers Group
11.5
41,317
2.
Zurich Financial Services NA
9.8
35,447
3.
American International Group
7.6
27,277
4.
Hartford Insurance Group
6.7
24,048
5.
Liberty Mutual Insurance Companies
5.5
19,781
6.
Chubb INA Group
5.4
19,631
7.
Berkshire Hathaway
4.7
16,931
8.
Great American P&C Group
4.6
16,502
9.
Old Republic Insurance Group
4.1
14,689
10.
AmTrust Group
3.3
11,732
The Workers Compensation market in Alabama represents approximately $360.8 million dollars. Direct Writers produced $61.7 million dollars or 17.1% of this amount. National/State agency companies produced $299.0 million dollars or 82.9% of the total.
OTHER LIABILITY Rank
Company
Market Share (%)
Premium Written ($000)
1.
Travelers Insurance Companies
6.2
25,557
2.
American International Group
5.9
24,295
3.
Cincinnati Insurance Companies
5.0
20,807
4.
Zurich Financial Services NA
4.3
17,603
5.
Liberty Mutual Insurance Companies
4.0
16,598
6.
Nationwide Group
3.7
15,437
7.
Auto-Owners Insurance Group
3.3
13,753
8.
Chubb INA Group
3.1
12,773
9.
Berkshire Hathaway
2.8
11,492
10.
Fairfax Financial USA Group
2.7
11,087
The Other Liability market in Alabama represents approximately $412.3 million dollars. Direct Writers produced $89.7 million dollars or 21.8% of this amount. National/State agency companies produced $322.5 million dollars or 78.2% of the total.
COMMERCIAL AUTO LIABILITY Rank
Company
Market Share (%)
Premium Written ($000)
1.
Progressive Group
10.3
33,302
2.
Auto-Owners Insurance Group
7.9
25,451
3.
Travelers Insurance Companies
6.9
22,282
4.
Nationwide Group
5.8
18,892
5.
Berkshire Hathaway
5.4
17,359
6.
Sentry Insurance Group
4.2
13,568
7.
Old Republic Insurance Group
4.2
13,325
8.
Zurich Financial Services NA
3.6
11,698
9.
Canal Group
3.5
11,307
10.
Cincinnati Insurance Companies
3.0
9,635
The Commercial Auto Liability market in Alabama represents approximately $323.1 million dollars. Direct Writers produced $71.3 million dollars or 22.1% of this amount. National/State agency companies produced $251.8 million dollars or 77.9% of the total.
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Alabama Independent | 2017 Issue 3
COMMERCIAL AUTO PHYSICAL DAMAGE Rank
Company
Market Share (%)
Premium Written ($000)
1.
Auto-Owners Insurance Group
12.2
14,141
2.
Progressive Group
9.8
9,629
3.
Travelers Insurance Companies
5.9
6,910
4.
Nationwide Group
5.2
5,994
5.
Sentry Insurance Group
3.5
4,031
6.
Old Republic Insurance Group
3.2
3,753
7.
State Farm Group
3.2
3,713
8.
Cincinnati Insurance Companies
3.1
3,655
9.
Great American P&C Group
2.9
3,419
10.
EMC Insurance Companies
2.7
3,159
The Commercial Auto Physical Damage market in Alabama represents approximately $116.2 million dollars. Direct Writers produced $26.6 million dollars or 22.9% of this amount. National/State agency companies produced $89.6 million dollars or 77.1% of the total.
PRODUCTS LIABILITY Rank
Company
Market Share (%)
Premium Written ($000)
1.
Penn National Insurance
8.6
2,630
2.
Cincinnati Insurance Companies
8.3
2,529
3.
Sentry Insurance Group
5.7
1,748
4.
Chubb INA Group
5.3
1,633
5.
Travelers Insurance Companies
5.1
1,563
6.
W.R. Berkley Group
4.6
1,407
7.
Hartford Insurance Group
4.4
1,342
8.
United Fire & Casualty Group
4.1
1,255
9.
Liberty Mutual Insurance Companies
3.9
1,189
10.
Tokio Marine US PC
3.7
1,130
The Products liability market in Alabama represents approximately $30.6 million dollars. Direct Writers produced $3.5 million dollars or 11.6% of this amount. National/State agency companies produced $27.0 million dollars or 88.4% of the total.
MEDICAL PROFESSIONAL LIABILITY Rank
Company
Market Share (%)
Premium Written ($000)
1.
ProAssurance Group
47.6
55,524
2.
MAG Mutual Group
10.1
11,751
3.
Centennial Casualty Company
7.0
8,130
4.
Berkshire Hathaway
5.5
6,441
5.
Insperien Insurance Company
5.2
5,986
6.
CNA Insurance Companies
3.9
4,586
7.
Zurich Financial Services NA
2.4
2,810
8.
State Volunteer Mutual
2.2
2,560
9.
Red Clay RRG, Inc.
1.7
2,027
10.
Allegheny Insurance Holding Group
1.1
1,275
The Medical Malpractice market in Alabama represents approximately $116.1 million dollars. Direct Writers produced $26.3 million dollars or 22.6% of this amount. National/State agency companies produced $89.8 million dollars or 77.4% of the total.
2017 Issue 3 | Alabama Independent
27
FEDERAL FLOOD Rank
Company
Market Share (%)
Premium Written ($000)
1.
Assurant P&C Group
19.0
5,122
2.
Wright National Flood Insurance
16.0
4,326
3.
Selective Insurance Group
13.3
3,594
4.
Auto-Owners Insurance Group
9.9
2,683
5.
Allstate Insurance Group
7.5
2,014
6.
American International Group
6.6
1,770
7.
USAA Group
6.2
1,669
8.
Hartford Insurance Group
5.3
1,439
9.
Farmers Insurance Group
5.2
1,414
10.
Nationwide Group
3.9
1,041
The Federal Flood market in Alabama represents approximately $26.9 million dollars. Direct Writers produced $6.8 million dollars or 25.4% of this amount. National/State agency companies produced $20.1 million dollars or 74.6% of the total.
ALL LINES – OVERALL RANKING (TOP 20) Rank
Company
Market Share (%)
Premium Written ($000)
1.
State Farm Group
16.9
1,361,048
2.
ALFA Insurance Group
9.4
756,925
3.
Allstate Insurance Group
6.9
557,400
4.
Travelers Insurance Companies
4.5
360,295
5.
Berkshire Hathaway
4.4
352,916
6.
USAA Group
4.3
344,638
7.
Progressive Group
3.6
289,588
8.
Liberty Mutual Insurance Companies
3.5
284,140
9.
Nationwide Group
3.3
268,163
10.
Farmers Insurance Group
2.6
212,434
11.
Auto-Owners Insurance Group
2.4
195,548
12.
Chubb INA Group
2.0
161,285
13.
Cincinnati Insurance Companies
1.9
156,023
14.
American International Group, Inc.
1.9
151,111
15.
Zurich Financial Services NA
1.6
132,010
16.
CNA Insurance Companies
1.5
121,685
17.
Hartford Insurance Group
1.3
106,787
18.
Country Financial PC Group
1.1
88,700
19.
Assurant P&C Group
.8
66,694
20.
Met Life Auto & Home Group
.8
66,309
The total Property and Casualty insurance market in Alabama represents approximately $8.04 billion dollars. Direct Writers produced $4.69 billion dollars or 58.4% of this amount. National/State agency companies produced $3.35 billion dollars or 41.6% of the total.
28
Alabama Independent | 2017 Issue 3
2017 Issue 3 | Alabama Independent
29
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Alabama Independent | 2017 Issue 3
®
HOME BUSINESS INSURANCE
Do you have a client who runs a small business from home? Will their homeowners insurance provide coverage when…
Business equipment is stolen from their vehicle? ........................... NO!
They accidentally knock over a display next to them at an exhibition or show? .............................................................. NO!
Groceries spill onto inventory in the trunk of their car?.................... NO!
Someone steals their cash box? ................................................... NO!
A power surge damages their computer and fax machine?............... NO!
Most homeowners and renters policies do not cover liability or damage to property from business activities.
RLI’s Home Business Insurance provides coverage for as little as $150 per year!*
Protection for home-based businesses! Your customers are not home free with most homeowners policies. What would happen if your client had inventory damaged or stolen? Typical homeowners insurance does not cover those losses for people if they run a small business out of their home. We are pleased to offer the perfect coverage for an in-home business: RLI’s Home Business Insurance Policy. FEATURES:
Liability limits up to $1 million
Satisfies most event or show liability requirements
Business property protection up to $100,000 (with $250 deductible)
Optional coverage for money and securities
Electronic data processing coverage
Loss of income coverage
Premiums starting as low as $150 annually*
For more product information visit www.rlicorp.com Search Products/Personal Insurance Coverages/Home Business
Tangerie Underwood tunderwood@aiia.org (205) 326-4129
Policies are underwritten by RLI Insurance Company *Premiums start at $150 for $300,000 liability and $5,000 business personal property in the lowest rated class in the lowest rated territory. Actual price may be higher depending on your individual characteristics and coverages that you select. Not all businesses will qualify for coverage. HBP-MK 503r (01/14)
2017 Issue 3 | Alabama Independent
31
What’s New?
What’s Not?
Now a billion dollar company! (Sales passed the mark in 2016.)
Secure financial strength that comes from being a member of the Berkshire Hathaway family.
Nationwide geographical scope.
Our A+ (”Superior”) A.M. Best Company Rating.
An increasingly robust One-Stop Insurance Shopping solution via a BizGUARD Plus product suite that features Workers’ Compensation, Businessowner’s Policy, Commercial Auto, Umbrella, and Professional Liability coverage.
Average annual growth in premium in excess of 25% per year for the past five.
Ongoing product and service enhancements to win renewals and keep a high retention ratio.
Broader appetite for select risks (including Total Insured Property Values as high as $50 million for certain industries and risks).
Our focus on being data-driven and using business intelligence to gain a competitive edge.
A superior combined ratio that (according to A.M. Best) outperforms our peers.
Our commitment to distribution through independent agents!
Higher A.M. Best financial size (i.e., “X”).
Enhanced infrastructure to support growth.
ST
H
GR
Berkshire Hathaway
GUARD
Insurance Companies
We have agency appointments available. Go to www.guard.com/apply!
32
Alabama Independent | 2017 Issue 3
IT BIL Y A
OWT
Alabama I-Day 2017 on Managing the Risk of Disasters: Property, Casualty, and Human Alabama Insurance Day 2017 will be a complete disaster! A complete disaster-focus on insurance issues that is. Hosted by the Alabama Insurance Planning Commission with the Alabama Department of Insurance and The University of Alabama Culverhouse College of Commerce, the conference presents a compelling series of experts beginning with a keynote from Tuscaloosa Mayor Walter Maddox, recently named Municipal Leader of the Year, on “Preparing a City for Future Catastrophes.” Back by popular request, Shari Natovitz with Silversteen Properties in New York, will tell us about, “Managing World Trade Center Risks Post 9/11.” Andy Martin, retired president of First Protective Life Insurance Company, will instruct agents on how to meet client needs resulting from death and disability. A dozen plenary, concurrent sessions will be led by acclaimed experts covering topics in property-casualty and life-health insurance, risk management, and employee benefits. Alabama’s premier insurance conference will be on Oct. 11, in Tuscaloosa. CE, CPE, and CLE credit is being sought for insurance agents, accountants, and attorneys in Alabama. Bring your professional associates for a day of learning, fun, and networking. Great door prizes will be awarded, including two pair of UA football tickets. For the complete schedule, and to register go to www.insurance-day.ua.edu.
YOUR CUSTOMERS. OUR PROMISE. FCCI Insurance Group has been insuring businesses and doing what we say we’ll do for more than 58 years. We partner with our agents to provide expertise in underwriting, risk management and claims handling that help businesses thrive and face the future with confidence. Trey Stone, CIC Managing Director, Underwriting Alabama Branch Office
General liability • Auto • Property • Crime • Workers’ compensation Umbrella • Inland marine • Agribusiness • Surety Coverage available in 18 states and D.C. © 2017 FCCI
2017 Issue 3 | Alabama Independent
33
Ted’s Tablet
Q: A:
QUESTION: Our insured has a CP 00 10 Building and Personal Property Coverage Form with three locations written with a Blanket Limit of Insurance with a 90% coinsurance clause. If the insured had a loss, would the insurance company apply the coinsurance clause in determining the amount of the loss? Thanks. ANSWER: Yes, the carrier would apply the 90% coinsurance to the blanket limit. The ISO CP 00 10 has an example in the coinsurance
provision. As long as the total blanket limit meets the 90% requirement there is no penalty. In theory, an individual building or personal property might be underinsured but would have full coverage if the total blanket limit met the coinsurance requirement. However, many companies add “margin” clauses that apply to individual property based on what is on the statement of values. For example, if the policy had a 10% margin clause and the value of a building was listed as $1,000,000 on the statement of values, the
carrier would never pay more than $1,100,000 on that building. Let’s say, the cost to replace the building at time of loss is $1,150,000. Since the margin clause limits coverage for that building to $1,100,000, the insured is $50,000 underinsured even if the total blanket limit met the 90% coinsurance requirement. Watch out for this. QUESTION: My client has a personal auto policy with a pickup truck insured for liability and physical damage coverage. He also has a Homeowners Policy (HO-5). He purchased a camper that is on top of the pickup. There was a hail storm which caused damage to the pickup and camper while parked at his house. How is the camper covered for this hail damage? Please advise. Thank you. ANSWER: I’d need the actual policies to answer the question because it might depend on the form. The ISO PAP excludes coverage for loss to a camper body that is not listed on the declarations page or endorsed with a Trailer/Camper Body endorsement. The homeowner’s policy excludes damage to motor vehicle parts and equipment. Depending on the form, the HO policy might provide coverage if the camper is detached from the auto. I would turn in a claim under both policies.
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Alabama Independent | 2017 Issue 3
October 2017 AIIA Webinars Oct. 12 Oct. 13 Oct. 17 Oct. 17 Oct. 19 Oct. 19 Oct. 23 Oct. 24 Oct. 24 Oct. 25 Oct. 26 Oct. 26
10 Things Every Commercial Lines Agent Ought to Know Additional Insureds and Certificates of Insurance E&O: Roadmap to Policy Analysis (Part One and Two) E&O: Roadmap to Policy Analysis (Part One, Evening Class) Top 10 Countdown of Personal Lines Coverages Fiduciary Liability, ERISA Bonding, and Employee Benefits Liability (The Affordable Care Act contains significant responsibilities for benefit plan decision makers) Ethics and the Law Insuring Toys and Collectibles Commercial Liability Coverages Farm Property Exposures Contractors Property Exposures Life and Health Solutions for Business Challenges
October 2017 ABEN Webinars Oct. 3 Oct. 3 Oct. 4 Oct. 4 Oct. 4 Oct. 4 Oct. 5 Oct. 11 Oct. 11 Oct. 14 Oct. 17 Oct. 18 Oct. 19 Oct. 19 Oct. 20 Oct. 24 Oct. 26
Directors and Officers Liability Insurance E&O Risk Management: Meeting the Challenge of Change (Part 1 and 2) Environmental Strategist: Managing Environmental Exposures (Part 1) Environmental Strategist: Strategies for Transferring Environmental Exposures (Part 2) Environmental Strategist: Environmental Risk Management (Part 3) Environmental Strategist: Developing & Executing an Environmental Management Strategy (Part 4) Personal Lines Claims That Cause Problems Business Auto Claims That Cause Problems Ethics for Agents E&O Risk Management: Meeting the Challenge of Change (Part 1 and 2) Annuity Basics and Where They Fit Business Income – Beyond the Basics E&O Risk Management: Meeting the Challenge of Change (Part 1 and 2) Workers Compensation Beyond the Basics Home Based Business Exposures E&O Risk Management: Meeting the Challenge of Change (Part 1 and 2) E&O Risk Management: Meeting the Challenge of Change (Part 1 and 2)
For complete schedules of AIIA Webinars and ABEN Webinars, go to www.aiia.org!
2017 Issue 3 | Alabama Independent
35
OCT.
EducationCalendar
10 CPIA 3 – Birmingham 12 E&O Road Map to Policy Analysis – Gulf Shores 17 CISR Personal Auto – Dothan 18 Fall Education Conference & Trade Fair 19 CISR Personal Auto – Mobile 23-27 P& C Licensing School – Birmingham 31 CISR Personal Auto – Birmingham
NOV. 1 CISR Personal Auto – Montgomery 2 CISR Personal Auto – Tuscaloosa 8-10 CIC Commercial Property – Birmingham 15 CISR Life & Health - Birmingham 16 CISR William T. Hold – Huntsville 23-24 AIIA Office Closed for Thanksgiving
DEC. 5 6 7 12 14 19 22 25
CISR Dynamics of Service – Birmingham CISR Dynamics of Service – Mobile CISR Dynamics of Service - Montgomery E&O Road Map to Policy Analysis – Birmingham E&O Road Map to Policy Analysis – Montgomery CISR Commercial Casualty 2 – Huntsville AIIA Office Closed for Christmas AIIA Office Closed for Christmas
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Alabama Independent | 2017 Issue 3
To learn more, visit www.siuprem.com or call 800.925.2546
INDUSTRY NEWS
Centauri Insurance Promotes John Meyer to Director of Sales
C
entauri Insurance is pleased to announce that John Meyer has been promoted to Director of Sales. Meyer joined Centauri in 2011 as regional sales manager in the Gulf States after gaining more than three decades of experience at Allstate Insurance. As an integral member of Centauri’s sales team, John will bring his expertise and enthusiasm to his new position. As regional sales manager, John was instrumental in the launch and ultimate success in the states of Louisiana, Mississippi, and Alabama. In his new role, John will be responsible for strategic and profitable growth for each market Centauri serves while working with the states’ regional sales manager and the vice president of sales and agency relations. While at Allstate, John focused his talents in sales management, consistently achieving notable increases in
market share, policies in force and revenue throughout a wide range of geographic territories, including Louisiana, Mississippi, and Tennessee. John’s solid background of developing and executing sales and marketing strategies to grow business helped earn him numerous awards at the company. We invite to reach out to John with any questions you may have or just to congratulate him on this well-deserved accomplishment. He can be reached at 941-323-7973 or jmeyer@centaurispecialty.com.
Prepared for anything. CISR is the designation program designed to prepare you for the insurance industry. Now with 9 courses, CISR has never been more flexible. You can customize your learning to fit your current and future needs. The CISR Program makes you knowledgeable about the policies and service requirements of your clients. It still takes only 5 courses to complete your CISR designation and you will be prepared for almost anything.
Prepared for everything. By completing all 9 CISR courses, you will achieve CISR Elite status and you will be prepared for almost everything.
www.TheNationalAlliance.com or call 800-633-2165 2017 Issue 3 | Alabama Independent
37
INDUSTRY NEWS
FCCI Announces New Leadership in the Gulf Coast Region Tiffany Hawkins
Trey Stone
Tiffany Hawkins and Trey Stone to Take Over Area from FCCI Veteran Tom Quaka
F
CCI Insurance Group (FCCI), a leading provider of commercial property and casualty insurance, announced the promotion of Tiffany Hawkins to regional vice president, and Trey Stone to assistant vice president in the Gulf Coast Regional office located in Ridgeland, Mississippi. In her new role, Tiffany will oversee agency relationships, underwriting, claims and risk management operations, working from the regional office in Jackson. Trey will continue to manage the Alabama office and will oversee FCCI’s state directors and marketing underwriters in the Gulf Coast Region. Tiffany joined FCCI in 2012 as a senior marketing underwriter. Successfully building agency partnerships in Mississippi, Arkansas and Tennessee, she quickly earned the state director role for those three states. She began her insurance career at the St. Paul Companies and later joined the Travelers Insurance Company in Mississippi as a sales executive. From Marks, Mississippi, Tiffany graduated from the University of Mississippi with a degree in risk management. She will be relocating to Jackson, Mississippi. Trey joined FCCI in November 2009 as a senior marketing underwriter and was quickly promoted to state director of Alabama. In June 2016, he was promoted to managing
38
Alabama Independent | 2017 Issue 3
director of the Alabama branch office. He began his insurance career at Travelers Insurance Company in Birmingham, Alabama, and has worked for State Auto, AmTrust and Companion Property and Casualty Group. A graduate of Auburn University with a degree in business administration, Trey resides in Birmingham, Alabama. Tom Quaka, who led the region for the past 20 years, will remain an integral part of FCCI’s leadership team. He will assist Tiffany and Trey through the transition, then work with Chairman of the Board, President & CEO Craig Johnson on company-wide initiatives. According to Quaka, both Tiffany and Trey have contributed greatly to the success of the Gulf Coast Region. “Tiffany has the great ability to interact with the community and the industry as a whole and has been instrumental in recruiting new talent for the region,” he said. “Trey has been successful in creating and operating the branch office in Alabama while leading the market penetration and business development plans in the state.” Furthermore, Quaka noted, “I hope our agents, policyholders and teammates are as excited about the circumstances and the future of FCCI’s Gulf Coast Region as we are. We have incredible talent here, and I look forward to seeing them carry the region forward.”
INDUSTRY NEWS
Congratulations to Tracie Rainwater, 2017 Alabama OCSR Winner
O
ur congratulations go to Tracie Rainwater, CISR, of Petra RMS dba Wright-Sprayberry Insurance, Inc. of Sylacauga, who has been selected as the 2017 Alabama Outstanding Customer Service Representative. Tracie will represent Alabama for the National OCSR Award.
cash award for the nominator, and a scholarship for the recipient’s employer to any program offered by The National Alliance. Additionally, the name of the Outstanding CSR of the Year is inscribed on a sculpture permanently displayed at the national headquarters of The National Alliance for Insurance Education & Research in Austin, Texas.
Tracie began her career in 1979 and has over 28 years of experience of which most were in the independent insurance agency system. She is not only knowledgeable in the changes of the industry, but her greatest strength is her empathy for the customers she serves.
Tracie also received $100 cash through the Kathy Creamer Memorial Scholarship Award and received special recognition from her agency.
Tracie states, “Having received the State of Alabama CISR of the year award is the ultimate thanks for the years of service in an industry that I love and have worked many years for. It is also an honor for the customers that I have serviced over the years as they are truly the backbone and it is not only a job but an honor to care for them.”
Congrats!! Source: The National Alliance
To qualify for the top state honor, the 2017 candidates submitted an essay on the following topic: “A friend who is a CSR has come to you for advice about a new customer service job opportunity in an agency in another city. What five factors about the employer and the position would you advise them to consider before accepting the job?” The Outstanding CSR of the Year Award is one of the greatest professional honors a customer service representative can receive. It confers recognition of the highest order – an acknowledgement of the recipient’s dedication and ability, commitment and outstanding achievement. Each state winner receives a framed certificate and is eligible to compete for the national honor, which carries a $2,000 cash award, a gold and diamond pin, $1,000 2017 Issue 3 | Alabama Independent
39
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$100,000 Maximum Policy Limits AAIS Special Form 3 Policy 15% New & Renewal Commission Partnership Profit Sharing Fast Online Policy Issuance Direct Contract with National Security Replacement Cost Option Discounts for New Home and 50+ Age of Insured • Easy Payment Options National Security has provided competitive, affordable insurance to policyholders for over 50 years, but we also provide a lot for our agents, with competitive commissions, excellent customer service and experienced company adjusters. As an admitted Southeastern based regional company, National Security prides itself on fast, efficient service from a friendly small town company, and online access for all agents, providing fast quotes, online policy issuance, online dec page printing, and real-time policy information. Find out more by calling Sharon at 1-800-239-2358 x213 or visit nationalsecuritygroup.com.
Elba, Alabama
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Cold Calling and Niche Marketing SETS THE BAR FOR YOUNG AGENTS CONFERENCE! On Thursday afternoon, Associated Insurance Administrators, Irvin B. Green & Associates and Universal Property & Casualty sponsored the annual golf tournament at Tiger Point. Eight teams participated in the tournament and congratulations go to Jameson Carden of FCCI Insurance Group, Chris Hoggle of Woodall-Hoggle Insurance, Joseph Armstrong of Southern Premiere Agency and Warren Askew of Harris McKay Insurance for coming in 1st place. Jameson also won the Longest Drive and Brad Trotter won Closest to the Pin. Big thanks to Patrick Albrecht, Chet Shonk, Brian Tolomeo and John Lykins for organizing and hosting the tournament.
Thursday’s buffet styled welcome reception was a great kick-off party for the conference. Agents and Company representatives mingled and new friendships were made. Friday morning kicked off two unique presentations: Cold Calling & Networking in Today’s World and Niche Marketing & Selling to Millennials. Agents were divided into two groups so they would hear one presentation on Friday and the other Saturday morning. The agents kept the same grouping for the Roundtables, which made for a smooth transition seeing all 39 roundtable representatives. Jason Cass was very excited to be back at the Alabama Young Agents conference this year. He showed agents how to be “Rockstar Independent Agents”. He asked “why do some agents fail while others succeed”? His answer, “The number one reason is an empty pipeline. The root cause is lack of prospecting.” He hit agents hard, but gave them all an “easy button”. He asked them who they are going to call and how. He then went through eight campaigns – Writing, Telemarketing, Tech/SEO, Talkers, Networkers, 42
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Referral Partners, Customer Referrals, and Traditional— and how they can be applied. Once agents connect with the prospect, Cass then led them through the rest of the process. He advised agents need to learn the prospect’s relationship to their current agent, define the personalities involved, build rapport, analyze the opportunity, filter, meet, quote, and then deliver. Erin’s presentation was not only informative but very applicable. She walked everyone through how to select a niche market, factors to consider when selecting it, then how to market it through social media. She had a lot of energy and was passionate about everything she taught. Everyone left her session with practical tips to take back to the office. Jason Harper and John Sullivan with Progressive put on a fantastic 40 team cornhole tournament on Friday. The championship game was between Gavin Cass/Dawson Berry and Carter/Allison England from Fountain, Parker, Harbarger & Associates. As most of you know, the college kids prevailed! We must thank all of our “Refreshment on the Beach” and “Hospitality” sponsors for all they provided during the conference. Friday evening is usually a free night for everyone to hit the streets of Pensacola Beach, but we had something different in mind. An 80’s themed Molly Ringwald night! That’s right, agents and company representatives dressed up in 80’s attire for the “Best Dress Costume” party with the Molly Ringwald Band. We all had some great laughs and danced the night away…even the kids had a blast! With an 80 percent chance of rain on Saturday, we all enjoyed a nice afternoon of “no rain” by the pool before closing banquet. (#beachweather)
Saturday’s closing night banquet was filled with fellowship, business and awards. CD Denson of Stead & Fuller commended everyone on a job well done and how honored he was to serve as your Young Agent Chair. We were honored to have National IIABA President, Spencer Houldin with us at the conference this year. His speech revolved around his commitment to the Big “I” is due to 120 years of action that has protected an industry and a channel that has been so good to him and his family. He made the argument that without the Big “I”, our professional lives would be very different. Excalibur Education Foundation President Kevin Myrick of Insurance Center of Tuscaloosa was honored to announce this year’s winners of the Capps-Calhoun Excalibur Education Foundation scholarships to Amanda Miller of Troy University and Timothy Boyle of University of Alabama. Amanda was not able to attend the conference due to an internship, but Timothy participated in the roundtable sessions and was very appreciative of his scholarship. He thanked his dad for paving the way for him to be an independent insurance agent like him. Allison Ray of Altasurance was given an appreciation award from YA Chair CD Denson for her support to him and the Young Agents over the past year. Allison is very passionate about the Young Agents program and will
always be “Young at Heart”. YA Chair CD Denson presented Patrick Albrecht of Associated Insurance Administrators with the Young Agent Associate of the Year award for his enthusiastic support. Patrick was very humbled and honored to receive this prestigious award. AIIA President Haig Wright of Byars|Wright presented the Young Agent of the Year award to Charlie Bailey, IV of Pritchett-Moore. Charlie was looking forward to attending the conference, but during registration his wife called to say she was in labor. On July 28th at 1:02am, Anne Everett Bailey was born. Charlie accepted his award at Young Agent Committee day on August 16th and was happy to show us tons of pictures! Angie Waggoner of Travelers and Wayne Walker of Walker Insurance Agency won the Associate and Agent grand prizes sponsored by AIMS and Foremost Insurance. Incoming YA Chair Todd Roberts of Talladega Insurance spoke of his past and how this Young Agent group not only became his life-long friends, but helped shape the way for his success. He is excited about the future of young agents and he wishes the same for you.
FIND ALL YOUR INSURANCE NEEDS IN ONE PLACE
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Thank you to all of our
CONFERENCE SPONSORS Alabama Insurance Management Services/AIMS Alabama Public Auto Insurance Agency Alabama Self-Insured Work Comp Fund Alabama Trucking Association WCSI Fund AlaCOMP Allstate Insurance Company American Strategic Insurance/ASI Associated Insurance Administrators/AiA Auto-Owners Insurance Company Berkley Southeast Insurance Group Centauri Insurance Cornerstone National Insurance Company CRC Insurance Services Donegal Insurance Group EMC Insurance Companies Enterprise Rent-A-Car FCCI Insurance Group Foremost Insurance
Frankenmuth Insurance Genesee General HICI/Haulers Insurance Company, Inc. Imperial PFS Irvin B. Green and Associates National Security Fire & Casualty Nationwide Penn National Insurance Progressive Insurance Safeco Insurance Sentry Insurance Southern Insurance Underwriters / Siuprem The Sheffield Fund Travelers Insurance Company WorkersFirst CompFund TheZenith *Bold indicates FIRST STEP Sponsor
Thank you to all of our
ROUNDTABLE EXHIBITORS Advisor Evolved AFCO/Prime Rate Premium Finance Alabama Home Builders Self Insurers Fund Alabama Public Auto Insurance Agency AlaCOMP AMERISAFE AmWINS Access Insurance Services Associated Insurance Administrators Auto-Owners Insurance Company Berkshire Hathaway Homestate Companies Commercial Sector Insurance Brokers Cornerstone National Insurance EMC Insurance Foremost Insurance Company Genesee General HICI/Haulers Insurance Company, Inc. Imperial PFS Irvin B. Green & Associates Jimcor Agencies, Southeast
Johnson & Johnson McClelland and Hine, Inc. National Security Fire & Casualty North Point Underwriters Orchid Insurance Penn National Insurance Philadelphia Insurance Companies Progressive Insurance RPS/Risk Placement Services Safeco Insurance Company Souders Underwriting Group, LLC Southern Insurance Underwriters / Siuprem South Shore Insurance Underwriters The Argos Group Travelers Insurance Universal Property & Casualty Vertafore WorkersFirst CompFund TheZenith
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SEEN&HEARD BIRTHS
Congratulations Misty & Boyd McGehee (Talladega Insurance Agency), along with big sister Anna Harrison who welcomed Mary Lib to the family on April 12th. Congratulations to Katie Beth & Kyle Duett (Travelers), along with big brother Henry who welcomed Maggie Marie on June 6th.
Our thoughts have been with Schneider Insurance Agency since the passing of their father, Robert Schneider on July 17th. Robert opened the agency in 1959 and it’s still family owned today. Our thoughts have been with Aronov Insurance since the passing of Kathleen Howard. Kathleen passed away on August 8th.
Congratulations to Ashley & Brian Smith (Best Insurance Agency), along with big brother Holden who welcomed Sadie Ann to the family on June 23rd. Congratulations to Shelby & Jeremy West (West Insurance Agency) on welcoming their first child, a daughter Josie Madeline on July 7th. Congratulations to Jeff & Mandy Rabren (MWA dba Insurance Place), along with big sister Reynolds and big brother Riley who welcomed William “Rhett” Rabren on July 7th. Congratulations to Amber & Chris Reynolds (Dormon & Reynolds Insurance), along with big brother Reid who welcomed Ross Griffin on July 12th. Congratulations to Bradley & Charlie Bailey (PritchettMoore) on welcoming their first child, a daughter Anne Everett Bailey on July 28th.
SYMPATHY
Our thoughts have been with Cynthia Moss since the passing of her husband George Moss on May 14th. Cynthia retired from AIIA in 2013 and George was always willing to help at our annual conventions. Our thoughts have been with Commercial Sector Insurance Brokers since the passing of President Lamar Andrews on May 17th. Our thoughts have been with Dennis Harris of Harris Fowler Insurance since the passing of his wife Catherine “Jane” Harris on May 19th. Our thoughts have been with Ed Ball of Ball & Associates since the passing of his wife Susan “Kay” Ball on June 10th.
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RETIREMENTS
Dwight Hillman, CIC & Jim Alexander, CIC – Penn National Insurance Company Donner Turner – Travelers Insurance Marian Hart, CPIA & Ken Smith – Anchor Pardue Insurance, Inc Jim Garmon, LUTCF & Robyn Talley – Insurance Planning Services Ken Talley – AlaCOMP Kathy Brown, AFIS – Sam Newton Insurance Agency
WELCOME NEW MEMBERS AIIA would like to welcome the following new members who have recently joined the association. Thank you for joining Alabama Big I!
MAXIMIZE your Agency’s
P E R F O R M A NCE
Randy Jones & Associates, Inc. Jonathan Pfeiffer Albertville, AL
IronTrust Insurance Agency Nolan Cesnick Birmingham, AL
The C Store dba The Maynard Group Agency Demetrius Maynard Hoover, AL
eNational Insurance Agency dba Jack Green Insurance Richard Walker Mobile, AL
Hester Insurance LLC Amanda South Muscle Shoals, AL
ETS K R MA
MAX IM
EQUALS A Network of Strong, Resourceful, Successful, Independent Agencies
EV NG R ENUE IZI
Kampakis Insurance Services Sergie Kampakis Birmingham, AL
OPTIMIZING
NEW AGENCY MEMBERS
Shields Insurance Agency Bry Shields Mountain Brook, AL
.
P R E XI FL
OV I S, E BI DIN G R C LIT E S O U R NCE E Y& IN D E P E N D
NEW ASSOCIATE MEMBERS Liberty Mutual/Sycamore/Katchen Jody Collins Allen, TX 2017
- ISSU
E3
Heritage Insurance Jake Holehouse Clearwater, FL
With a little help from The Iroquois Group® To learn more about how Iroquois could further strengthen your agency, contact Perry Grant at (205) 910-5961 or pgrant@iroquoisgroup.com.
Lakeside Brokerage Atrie Grimes Flowood, MS
New AI W. H IA Pres id aig Wrig ent ht II
If you have news, we would love to include it in our next issue! Please send your press releases, photos or notices to Michelle McKee at mmckee@aiia.org
IROQUOIS Group
®
www.iroquoisgroup.com
2017 Issue 3 | Alabama Independent
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