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Your focal point for EPIC news and information Summer 2010

Inside this issue... • Operations Update • The Best Just Keep Getting Better • Business News and Information • EPIC Media Sightings • Awards, Accomplishments & Recognition • Most Outstanding Producer (M.O.P) • “People First” Corner • EPIC in the Community • Be Well and Prosper • What Our Clients are Saying

E P I C

Pictured Left: The Petaluma Marina Center – home to EPIC’s newest office that was opened in June. Welcome Team North Bay!

news Operations Update In this section you will find information on EPIC projects and insurance resources. The Best Just Keep Getting Better Here you will find tips on business practices, selling skills, personal effectiveness, team building and legal, legislative and regulatory news related to the insurance business. Business News and Information Learn more about a wide range of general business news, including new EPIC team members, acquisitions, organizational changes, promotions and other information of this nature. EPIC Media Sightings Features a summary of recent EPIC media coverage and the value it produces in building our brand and keeping EPIC “top of mind” in the marketplace and insurance industry.

E N T E R

Awards, Accomplishments and Recognition See the latest in our growing list of individual and corporate achievement, milestones and other stuff we should all take great pride in! EPIC “Most Outstanding Producer” (M.O.P) Recognition Program We have launched a program to identify and recognize EPIC’s top producers for their acquisition of new business revenue, client retention and their collaboration, mentoring and leadership. Learn more about this program and our 2nd quarter M.O.P Award winners. “People First” Corner Help to celebrate the birthdays, anniversaries, weddings, new babies, graduations, and other significant personal milestones of our EPIC “family members” across the company.

people first. mission always. EPIC in the Community Find inspiring stories and profiles related to corporate and individual giving, volunteerism and advocacy, and the many worthy and wonderful things EPIC’s people do to support their communities and “give back” to a wide range of charitable causes and organizations. Be Well and Prosper This section is devoted to promoting wellness, personal satisfaction and prosperity. Read on for an update from Director of Human Resources Mary Smith on our new EPIC Wellness Program. What Our Clients are Saying Testimonials, letters of commendation, compliments and “kudos” all recognizing the client advocacy, professionalism and overall “service excellence” of Team EPIC. PLEASE GIVE US YOUR IDEAS AND INPUT! All feedback and suggestions on how we can improve EPICenter are encouraged! Please direct any feedback you have to “editor” Dave Hock.


Operations...and more!

o p e r a t i on s upda t e

Karen Ramos Upgrades…

Sagitta was upgraded on July 16. We are now on the most recent release currently in production. Some new functionality – and more to come! Training was provided to all locations, and if you would like a “refresher” or have any questions, please contact Kim Estes at kestes@edgewoodins.com. CaseTrac was upgraded on July 21. This upgrade included new functionality, as well as streamlining some existing functions. Training webinars were conducted, and if you would like a “refresher” or have any questions, please contact Wendy Strand at wstrand@edgewoodins.com. MS Office is being upgraded from 2003 to 2007. The San Ramon Program group and EPIC Finance have been upgraded; all Northern California MS Office 2003 users were upgraded the weekend of August 13, and Southern California MS Office 2003 users will be upgraded the weekend of August 20. All of EPIC should be upgraded by the end of August. Training has been scheduled for every location: San Francisco

August 12

San Mateo

August 13

San Ramon

August 11

LA

August 16

Orange

August 17

Irvine

August 18

Recorded webinars will be available soon on the EPIC intranet for those unable to attend training.

Please contact Karen Ramos at 415.356.3994 or kramos@edgewoodins.com, if you have any questions! Resources – we have them! Did you know that we have access to… Advisen

Advisen is an online provider with many tools, including policy and demographic benchmarking, large loss cases & actions, prospect information, policy comparisons, and much, much more!

CompLine

CompLine is the leading provider of experience rating information and company specific ex-mods (California only).

Marshall Swift

Marshall Swift can be accessed through one of these carriers – Fireman’s Fund, Golden Eagle, Travelers.

ModMaster Suite

ModMaster Suite provides the ability to do many things, including forecasting property/casualty losses and estimating required reserves (Loss Forecaster), computing, analyzing and presenting workers compensation mods (ModMaster), generating workers compensation loss picks (QuickLossPick), and many other functions.

ReferenceConnect

ReferenceConnect is the newest generation of SilverPlume/Sage, which is the insurance industry’s premier provider of aggregated insurance information, accessed through a library that includes rules, rates, and forms from ISO, NCCI, and state bureaus, as well as detailed information from IRMI and Crittenden.

RiskMeter

RiskMeter provides information regarding Distance-to-Shore, FEMA Flood Zones, State Windpool Eligibility, Storm Surge and Distance-to-Fault lines for any property in the US. Reports can be generated for a single address or for a list of locations.

Zoomerang

Zoomerang is an online survey tool that can be used with/for our clients.

For a full list of the resources available at EPIC, please go to http://intranet.edgewoodins.com/researchtools. aspx. If you would like more information on any of our tools and resources, or if there are tools you think we should have and don’t, please contact Karen Ramos at 415.356.3994 or kramos@edgewoodins.com. 2


And More…

For more information on our program and what your office is doing, please contact: Folsom Irvine Orange San Francisco San Mateo San Ramon

Rachel Nannini Sharon Maloney Kathy Lopez Natasha McKown Sheila Sarriotti Zohreh Talebzadeh

For more information on these great organizations: Wardrobe for Opportunity Clothes the Deal

www.wardrobe.org www.clothesthedeal.org

Q3 2010 — Key Financial Results (through June 2010) TOTAL REVENUES (excluding unbudgeted producers):

0.9% below budget

Employee Benefits

3.9% better than budget

Property & Casualty

6.7% below budget

Private Client

7.2% better than budget

NEW BUSINESS

32.6% better than budget

EBITDA (PROFIT)

5.6% below budget

ope r a t i on s u p d a t e

EPIC has joined forces with Wardrobe for Opportunity (Northern California) and Clothes the Deal (Southern California) to assist low-income job seekers (women and men) in gaining the self-confidence and self-esteem to find and retain employment. For the month of August, we are doing a business clothing drive at many of our offices.

September 6th — Labor Day — Office Closed September 1st - September 17th — iCan Wellness Challenge Registration September 15th — American Heart Association Heart Walk — Redwood City (San Mateo Office) September 17th — Heart Walk — Downtown San Francisco (San Francisco Office) September 19th — Heart Walk — Danville Livery and Mercantile (San Ramon Office) September 19th — Heart Walk — Coyote Point Park, San Mateo (Men Behaving Loudly) September 20th — iCan Wellness Challenge Kick-off Breakfast

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t h e be st j u s t k e e p g e t t i n g b e t t e r

Duty To Defend "Suit" Includes Duty to Defend Proceedings Under Calderon Act By Dan Crawford A provision in a commercial general liability insurance policy requiring the insurer to “defend the insured against any ‘suit’ seeking … damages” to which the insurance applies includes the duty to defend the insured in proceedings under the Calderon Act. (Clarendon Nat’l Ins. Co. v. StarNet Ins. Co. (2010) 2010 WL 2904995) Facts Centex Homes (Centex) was the developer of a residential development known as Westwood Ranch. Centex hired WSM Transportation doing business as Sam Hill & Sons, Inc. (Sam Hill) to act as a subcontractor during construction. Pursuant to the subcontract, Centex was listed as an additional insured on Sam Hill’s general liability policies issued by StarNet Insurance Company (StarNet).

California Civil Code section 1375 et seq. – typically referred as the “Calderon Act” – establishes procedural rules and practices that a common interest development association must follow prior to filing a construction defect lawsuit against a developer, builder or contractor. The Calderon Act’s stated purpose is to encourage settlement of construction defect disputes and to discourage unnecessary litigation. In 2006, the Westwood Ranch Homeowners Association, Inc. (HOA) served a notice of commencement of legal proceedings against Centex pursuant to the Calderon Act. The notice set forth a list of alleged construction defects at the Westwood Ranch development. Centex subsequently incurred legal fees in defending against the Calderon process initiated by the HOA. Centex later sued Clarendon National

4

Insurance Company (Clarendon), asserting that Clarendon had a duty to pay defense costs incurred by Centex in connection with the Calderon process initiated by the HOA. Clarendon filed a crosscomplaint against StarNet, asserting that StarNet also had a duty to contribute toward defense costs incurred by Centex during the Calderon process. StarNet denied liability under its policies, claiming that the Calderon process did not qualify as a “suit” within the meaning of the StarNet policies.

The trial court entered judgment in favor of Clarendon, finding that the Calderon process against Centex was a “suit” within the meaning of the StarNet policies, and that StarNet thus had a duty to defend Centex during the Calderon process. StarNet appealed. Holding The Court of Appeal affirmed. The appellate court noted that under the StarNet policies, StarNet agreed to indemnify an insured against damages because of covered bodily injury or property damage, and to defend an insured against any “suit” seeking such damages. The StarNet policies then defined a “suit” so as to include “a civil proceeding in which damages because of ‘bodily injury’ [or] ‘property damage’ … to which this insurance applies are alleged.” According to the appellate court, the Calderon process qualified as a “civil proceeding” within the meaning of the StarNet policies’ definition of “suit”. The court emphasized that the Calderon Act requires a common interest development association to satisfy certain dispute resolution requirements with respect to the builder, developer, or general

contractor before the association may file a complaint in court for construction or design defects. The court reasoned that although the Calderon Process occurs before a complaint is filed and itself does not result in a judgment or court-ordered payment of money, the Calderon process is nevertheless an “integral part of construction defect litigation initiated by a common interest development association.” The Calderon process was thus a “suit.” As such, StarNet was obligated to contribute toward the defense costs Centex had incurred in defending against the Calderon process initiated by the HOA. Comment In Foster-Gardner, Inc. v. National Union Fire Insurance Company (1998) 18 Cal.4th 857, the California Supreme Court held that where a policy does not define the term “suit,” the term “suit” will be construed to mean “a court proceeding initiated by the filing of a complaint.” However, in the present case, the policy defined the term “suit” so as to include “a civil proceeding” in which covered damages are asserted. Thus, according to the Court of Appeal, under the subject policy, the term “suit” meant something more than a proceeding initiated by the filing of a complaint. Applying the “literal meaning” approach to policy interpretation used by the Supreme Court in Foster-Gardner, the Court of Appeal held the Calderon process is a “civil proceeding” within the meaning of the current standardform CGL policy.


EPIC Adds Tina Brink As Senior Account Executive, June 7, 2010

As a senior account executive at EPIC, Tina’s responsibilities will include providing clients with strategic planning and program design support, ensuring the quality, timeliness and accuracy of all deliverables, developing employee benefit communication programs, and managing client service team resources. As a senior account executive at EPIC, Lori will specialize in the waste hauling and recycling industries. Her current clients include some of the largest waste haulers in the Bay Area and Lori will be responsible for developing, marketing and managing their programs, along with acquiring additional new clients.

EPIC Adds Jim Hilbrant As Producer in Orange Office, June 14, 2010

Jim’s responsibilities at EPIC include the acquisition of new business and the design, placement and management of insurance programs for new clients. He will focus on the unique needs of the construction, transportation and manufacturing sectors.

EPIC Adds Cheryl Downey in San Ramon Programs Group, June 16, 2010

Cheryl is known nationally as an industry leader in pizza delivery insurance programs. She will focus on the risk management and insurance needs of the pizza restaurant business as a part of the EPIC Programs Group and help to expand the Programs Group’s hospitality industry resources.

EPIC Adds North Bay’s Bill Merget and Mike Ryan as Principals, June 17, 2010

Bill and Mike bring to EPIC a combined 35 years of experience in commercial property & casualty insurance and risk management, focused on the needs of North Bay business and industry including wine making, construction, non-profits and the public sector. Bill and Mike will share responsibility for all aspects of EPIC’s growing operations in the North Bay, including strategic planning and management; new business development; strategic market and vendor relationships; and overall client satisfaction.

Sarah Dodge Joins EPIC as Benefits Technology Specialist, July 1, 2010

Sarah will be responsible for further building and maintaining EPIC’s client-facing benefits technology infrastructure; identifying and assessing client needs related to technology services and delivering leading and cost effective technology solutions in response to these needs.

EPIC Adds Wade Gordon and Jennifer Heliotes in Petaluma, July 6, 2010

Wade joins EPIC as senior account executive. His responsibilities will center on designing, marketing, implementing and managing the risk management and insurance programs for a group of EPIC’s largest North Bay clients, working closely with Petaluma office principals Bill Merget and Mike Ryan. Jennifer will support the EPIC North Bay team as an account manager, responsible for the day-to-day management and administration of insurance programs and the delivery of client service excellence. Both Wade and Jennifer have deep ties to the North Bay community and broad experience in commercial property & casualty insurance and risk management.

EPIC Adds Erik Matson as Principal, Strategic Development, July 7, 2010

Erik’s strategic development responsibilities will initially center on PowerGuard Specialty Insurance Services – a Managing General Agent and Lloyd’s cover holder specializing in the design and underwriting of unique insurance and risk management solutions for wind, solar and other alternative energy companies.

EPIC Adds Jim Gillette as Principal & SVP in Los Angeles, July 8, 2010

Jim’s responsibilities include expanding EPIC’s presence in Los Angeles and designing and managing the placement of insurance and risk management programs for his clients, largely in technology, financial services, real estate, and private equity.

EPIC adds Benefits Consultant Alisa Locricchio in San Francisco, July 8, 2010

Alisa’s responsibilities include all aspects of developing and growing business including acquisition of new clients and the design and management of employee benefit programs. She will be based in San Francisco and report to Dana Liedel, managing principal of EPIC’s Employee Benefits Practice.

EPIC adds Diane Browne as Producer and SVP in San Francisco, July 12, 2010

Diane’s responsibilities will include all aspects of developing and growing a book of business including the acquisition of new clients and the design, placement and management of insurance and risk management programs. Diane will focus on the unique needs of clients in the Retail, Wholesale, & Manufacturing sectors.

b us i n e s s n e w s & i n f o r m a t i o n

EPIC Adds Lori Perry as Senior Account Executive in San Francisco, June 8, 2010

In addition, EPIC warmly welcomes the following new team members:

Naida Abel (Oregon), Robin Brooks (San Francisco), Paul Cleveland (Los Angeles), Glenda Craft (San Ramon), Susan Deming (Irvine), Jeff Denison (Irvine), Melanie Edlin (San Francisco), David Goldstein (Irvine), June Ho (San Francisco), Maron Impagliazzo Jr. (San Ramon), Timothy Kane (Irvine), Lorraine Knox (Oregon), Teri Koehler (Petaluma), Brittney Noel (Folsom), Christen O’Neil (San Francisco), Nora Sandoval (Irvine), Nicole Stratton (Folsom), Nicole Upton (San Francisco), Wendy Wong (San Francisco), Sally Yeh (San Ramon), and Catherine Zilliox (Irvine).

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E P I C m e d i a s i gh t i n gs

CAT Modeling: Maintain Your Control as They Evolve June 1, 2010 By Bruce F. Norris and Kenyon Hall Catastrophe models have evolved On an aggregate basis, the significantly in recent years and professed changes to the loss will continue to build accuracy. estimates seem to track with actual Knowing and accepting this fact will events. However, when focusing help industry professionals realize on the 250- to 1,000 - year return that catastrophe modeling is not a periods, there are numerous cases perfect science, but it is improving. where individual portfolio losses It is impossible to forecast the next are not correct. natural disaster or catastrophe, but Finally, each modeler uses the it is within reach to understand the available information from earth implications of these risks and be scientists, geologists and the USGS, prepared to manage them. among others, differently and The new 2009 models have been in use for several months, and it is important to review their performance in relation to industry expectations, in particular regarding the earthquake peril. From the insurance broker perspective, evaluating individual client portfolios, the answer is yes and no.

incorporates this data as they feel appropriate, leading to variances in loss estimates between modeling firms. Read the entire article in the “News” section of the EPIC Web site at: http://www.edgewoodins.com/ news/Risk_and_Insurance-CAT_ Modeling_Article-June_1_2010.pdf

EPIC Adds Three to Staff July 12, 2010 EPIC (Edgewood Partners Insurance Center), a Californiabased retail property, casualty and employee benefits insurance brokerage, has added North Bay insurance professionals Wade Gordon and Jennifer Heliotes in the company's newest Petaluma, Calif., branch office. Both have deep ties to the North Bay community and broad experience in commercial property/casualty insurance and risk management. The company also has added Erik Matson as principal, strategic development. He will be based in New Jersey and report directly to EPIC president and co-founder, John Hahn. Read the entire article at: http://www. insurancejournal.com/news/ west/2010/07/12/111410.htm

Trains, Ships and Trucks Maritime Law May Limit Compensation for Cargo Damages During the Inland Transportation Part of a Journey That Originated Overseas.

May 17, 2010 By Dan Crawford

In disputes regarding damage to cargo transported over land and water, it is important for agents that are placing insurance to protect cargo against physical loss or damage understand the carrier’s limitation of liability. If the cargo owner, shipper, carrier — and/or their respective insurers, agents and brokers — misunderstand the rules surrounding application of limitation of liability provisions contained in the various bills of lading pertaining to the cargo, it could result in a miscalculation in the amount of recovery obtainable against the carrier. It may even lead to the failure to obtain adequate insurance to cover physical damage 6

losses occurring during transport. Confusion and misunderstanding are common in this area of law. It is so prevalent, in fact, that the U.S. Supreme Court was called upon recently in Norfolk Southern Railroad Company v. Kirby to provide clear rules for trial courts throughout the country. The case dealt with which law and limitation of liability rules to apply when the method of transport is “multimodal” involving a combination of ocean vessels, railroad or motor carrier over land and sea. Parties involved in overseas shipments must be alert that the liability of the carrier may be limited

to modest amounts as prescribed under maritime law, even if the incident occurs inland. The Kirby decision demonstrates in matters of ocean carriage, maritime law takes precedence. This may impact the ability to recover compensation for damages occurring during the inland transportation part of the multi-modal journey. Read the entire article in the “News” section of the EPIC Web site at: http://www.edgewoodins. com/news/EPIC_May_2010_Ins_ Journal_Marine_Byline.pdf


EPIC’s People in the News

Crawford

Dodge

Downey

Francis

Gordon

Hahn

Hall

Heliotes

Merget

Hilbrant

Norris

Matson

Perry

McMullen

Ryan

PowerGuard Updates Wind, Solar Energy Warranty Product May 24, 2010 PowerGuard Specialty Insurance Services—a managing general agent and Lloyds cover holder specializing in wind and solar energy industries— has released its second generation PowerCLIP Warranty program.

In addition to transferring risk, the PowerCLIP warranty solution strengthens balance sheets, improves EPIC hires key executives as part of ongoing growth tear financial results and drives new sales Friday, July 9, 2010 opportunities to the solar and wind energy companies that utilize it, By Chris Rauber the company says. Once in place, it Edgewood Partners Insurance Center, Tina Brink, a senior account executive provides immediate, non-cancellable the San Mateo-based insurance in EPIC’s Folsom office, near protection with insurance companies brokerage better known as EPIC, has Sacramento. carrying an AM Best Rating of A. added seven executives and brokers Lori Perry, a senior account executive energy companies in a number of locations in recent in its San Francisco office who "Alternative weeks, maintaining its fast growth specializes in the waste and recycling were hit particularly hard by the economic and banking recession of rate during slow times. industries. the last several years," said Mike The flurry of new staffers at the Sarah Dodge, a benefits technology McMullen, PowerGuard's managing three-year-old firm includes North specialist in San Francisco. principal. "Warranty issues were at Bay insurance veterans and new EPIC the heart of the lending and capital EPIC now has California offi ces principals Bill Merget and Mike Ryan, acquisition challenges faced by wind who last week opened a Petaluma in San Francisco, San Mateo, San and solar energy companies and their office for the brokerage. Merget Ramon, Folsom, Los Angeles, Orange investors." and Ryan were previously with ABD and Irvine, along with outposts in Insurance & Financial Services, now Baltimore and Atlanta. Officials say In addition to the proprietary warranty part of Wells Fargo Insurance Services its $60 million in annual revenues solution, PowerGuard has also place the firm in the top 50 retail entered into a marketing alliance with Inc. brokerages nationwide. Chartis Global Marine and Energy. The In addition, EPIC added Senior Vice PowerGuard/Chartis partnership can President Cheryl Downey in its San EPIC, launched in 2007 by co-founders provide up to $500 million in property Ramon-based programs group. She Dan Francis and John Hahn, acquired capacity. previously founded Summit Risk Oakland’s VRT Insurance Services in PowerGuard Specialty Management, which specialized February of last year, and nabbed San Source: in providing insurance and risk Francisco’s Metro/Risk Inc. brokerage Insurance Services management services to pizza last August, roughly doubling its Find this article at: billings. restaurants nationwide. http://www.insurancejournal.com/ Other arrivals in the last month With the new arrivals, EPIC now news/national/2010/05/24/110085. boasts 275 employees. htm include:

E P IC m e d i a s i g h t i n g s

Brink

People on the Move As of June 25, 2010 Tina Brink in Folsom, Cheryl Downey in San Ramon, Jim Hilbrant in Orange, Bill Merget in Petaluma, Lori Perry in San Francisco and Mike Ryan in Petaluma were all mentioned in the “People on the Move” section of today’s Advisen “Front Page News.”

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awards, accomplishments & r e c ogn i t i on

EPIC Irvine Producer Major Kent Briggs, USMC (retired) was recognized in Afghanistan in April 2010 with a mission flown in his honor by Squadron VMAQ-1. “The Banshees” Squadron is based in Cherry Point, North Carolina and the flag that was flown on the aircraft below (a “Prowler” used by the Marines to locate radar sites) was given to Major Briggs to commemorate the event. The request to honor Major Briggs in this way was submitted by Sergeant Major Bernard Coleman, whose wife is a former Irvine employee.

Exceptional Team Player Award Winners Congratulations to this quarter’s “Exceptional Team Player Award” winners! From the 35 deserving nominees, it was determined by the awards committee (John Hahn, Dan Francis, Mary Smith, Sheila Sariotti, Karen Ramos, Nancy Koeser and Frani Smith) that the following 6 individuals best exemplified the criteria of Extratrodinary, Promotes, Initiative, Commitment. Also taken into consideration was total number of times these individuals have been nominated in the past – a testimony to their commitment and consistency! Kudos and thanks to Carol, Cynthia, Deb, Karen, Shanna, and Sheryl! Very nice going, ladies. Sheryl Van Maren — Folsom Shanna Niemela — Irvine Deb Bailey — Orange Cynthia Dixon — San Francisco Karen Ramos — San Francisco Carol Cohn — San Ramon

People on the Move! Whitney Wilson in Folsom received a well deserved promotion to Account Executive in early June. Congratulations Whitney! Professional Designation Earned Dennis Tumminia has earned the Professional Health Insurance Advanced Studies (PHIAS) designation after completing the Health Insurance Advanced Studies curriculum. The PHIAS program is designed for experienced health insurance industry professionals who are focused on gaining a deeper knowledge of how various topics work together in an evolving health care system. Personal Record Shattered On July 16th, 2010, James Macnair, of the New Business Development team, tied a department record of 12 appointments set in a single day, surpassing his previous personal best of 11 set last October. “I’ve been very blessed to have a team member sustain this level of commitment and capability for so long, and I’m confident this is just the beginning of the new heights at which James will set the bar!” Said Brad Skrzyniarz, Manager of New Business Development.

M.O.P Designated “Exceptional Team Players” As a part of our “Most Outstanding Producer (M.O.P) recognition program, each M.O.P Award winner is asked to designate the EPIC team member who had the greatest impact on their success and most contributed to their receiving the award. By virtue of this support, these individuals are automatically recognized as an EPIC “Exceptional Team Player.” Congratulations to Lorraine Money in Orange (designated by M.O.P Marty Callahan), San Mateo’s Ivy Lim (designated by M.O.P Tanya Gee) and Laura Malasig (designated by M.O.P John Greenfield) for going “above and beyond” in their support of our “Most Outstanding Producers.” Awesome job, ladies!

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“Most Outstanding Producers” for the 2nd Quarter of 2010

Tanya Gee

John Greenfield

San Mateo

San Mateo

Tanya Gee led the way in Q2 with new business revenue of $354,000 – a truly outstanding three months by any measure! In addition to her strong general production, Tanya played a major role in brokering the sale of PowerGuard’s solar warranty solution to her client Canadian Solar – one of the PowerGuard team’s first significant installations of their warranty product at a large, global solar products manufacturer. Canadian Solar ultimately purchased 25 years of warranty coverage – a multi-million dollar premium transaction that contributed significantly to EPIC’s new business sales results in April.

Fueled by his team’s outstanding sale of retailer Papyrus, John Greenfield also achieved M.O.P. recognition for his $118,000 of Q2 new business. Despite John’s past relationship with their new CFO, Papyrus proved to be a very challenging, complex sale with a range of political nuances in addition to the usual competitive issues. Success required assembling and deploying a deep and talented EPIC team as well as devising an aggressive strategy to circumvent the politics. The Papyrus win was the cornerstone of an outstanding quarter for John!

1st Quarter M.O.P’s

Marty Callahan Orange

Last but certainly not least, Marty Callahan has joined the ranks of EPIC’s “Most Outstanding Producer” Award winners! Marty’s strong 2nd quarter was particularly noteworthy for its breadth and balance. In addition to multiple new business wins totaling $91,000 Marty successfully navigated his heaviest renewal quarter, while also facilitating the cross sell campaign of a large P&C client – leading to a significant new business win for Orange Employee Benefits. Outstanding on multiple fronts!

m os t out s t a n d i n g p r o d u cer

EPIC’s quarterly “M.O.P” Awards recognize EPIC’s top producers for their sales excellence, their client retention and their collaboration, mentoring and leadership. We hope that this acknowledgement of our outstanding producers will motivate and encourage all EPIC producers to attain similar levels of success. Congratulations to our 2nd Quarter “Most Outstanding Producers!”

“Excellence is an art won by training and habituation. We do not act rightly because we have virtue or

excellence,

but we rather have those because

we have acted rightly. We are what we repeatedly Terri Ezaki

Susan English

do.

Excellence,

then, is not an act but a habit.

” 9


July 26th, was our 3rd Anniversary together at EPIC Judi Bolanos — 3 years Karen Harris — 3 years Kathy Lopez — 3 years Lance Dalzell-Piper — 3 years Laura Malasig — 3 years Linda Shaw — 3 years Lindsey Dupzyk — 2 years Lisa Volkov — 3 years Lorraine Money — 3 years Lynn Marie Saunders — 3 years Marianne Schleicher — 1 year Marie Crinnion — 1 year Marie Engstrom — 2 years Marty Callahan — 3 years Mary Smith — 3 years Michael Checca — 2 years Michael Hatcher — 3 years Mike Enfield — 1 year Mike McMullen — 3 years Mike McNulty — 1 year Mike Ray — 3 years Nancy James — 1 year Nancy Koeser — 3 years Pam Mesias — 3 years Phyllis De Spain — 3 years Rani Sanders — 2 years Ray Skarzenski — 3 years Sarah Cox — 3 years Sharon Sarrouh — 1 year Sheila Sariotti — 3 years Shirley Armer — 3 years Spencer Cooley — 3 years Steve Quilao — 3 years Stewart Risk — 3 years Susan Cereghino — 3 years Tanya Gee — 3 years Teri Zanders — 3 years Valerie Chavez — 3 years Van Dang — 3 years

Martha Ramos in Folsom and Amy Swift in San Mateo are both expecting little boys. Martha is due October 10th and Amy is due on November 20th. Congratulations to both Martha and Amy!

Congratulations to Rani Smith who is now Rani Sanders as she was married on June 23rd to her husband Marc Sanders. We wish you a lifetime of happiness together!

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Ada Chan — 2 years Alanna Cortolillo — 2 years Bill Spitzel — 3 years Brian Marx — 1 year Brian Taleb-Zadeh — 3 years Carolyn Conti — 3 years Cathi Hoenisch — 2 years Charlotte Love — 3 years Cindy Henry — 3 years Craig Routson — 1 year Cynthia Dixon — 1 year Dan Francis Sr. — 3 years Dan Ryan — 3 years Darla Valiente — 3 years David McNeil — 3 years Deborah Bailey — 3 years Denise Jorgenson — 3 years Dennis Tumminia — 2 years Diamettia Thibodeaux — 3 years Elaine Andrian — 3 years Elton Hayes — 3 years Frani Smith — 3 years Gay Jordan — 3 years Geraldine Larson — 3 years Ivy Lim — 1 year Jaimie Kirby — 2 years Jana Tooley — 1 year Janet Kuo — 3 years Jeff Parkhurst — 1 year Jeremy Brown — 1 year Jill Vasquez — 3 years Jim McKenna — 3 years Jim Nash — 3 years Joan Buckmaster — 3 years Joanna Pablo — 2 years John Greenfield — 3 years John Hahn Sr. — 3 years Jonathan Hahn — 1 year Joyce Bamford — 3 years

Little Boys Under Construction

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“ p e o p l e f i rs t ” c or n e r

Happy 3rd Quarter “Work-aversaries”!

Congratulations to Alexis Ann D’Asaro (daughter of Irvine’s Tony D’Asaro), who graduated from Huntington Beach High School. Alexis maintained a 4.28 GPA while keeping busy with many extra curricular activities such as ASB & charity work. She was a 4 year varsity water polo player and swimmer; 2 year captain. Alexis was team MVP, All league and All CIF in addition to receiving the “most inspirational athlete” award for 2010. She received a scholarship to attend the Nursing School at Arizona State University. 10


Congratulations to EPIC General Counsel Dan Crawford (San Mateo) and son Matt, who recently qualified for golf’s U.S. Amateur Championship! Quite an accomplishment for a 17 year old high school student and we wish Matt very good luck and all the best in the tournament!

Making His Mark July 29, 2010, 01:29 AM By Emanuel Lee, Daily Journal Staff

A month ago, Matt Crawford was in a U.S. Junior Amateur qualifying tournament, where he missed the playoff by a single stroke. “I was heartbroken,” the Redwood City resident said. Monday, Crawford was on the opposite end of the emotional spectrum. The 17-year-old senior-to-be at the School for Independent Learners in Los Altos qualified for the U.S. Amateur after a stellar performance at Fort Washington Country Club in Fresno. Battling triple-digit temperatures, Crawford was one of two players out of the 48-player field to qualify to play in the U.S. Amateur late next month at Chambers Bay Golf Links at University Place, Wash. “I’m still on an emotional high,” Crawford said. “I feel a lot more confident in my game since Monday because the last few tournaments I had I kind of stumbled down the stretch. It was nice to finally put things all together.” Crawford definitely earned his spot in the U.S. Amateur. While temperatures have been well below average in the Bay Area this summer, the Central Valley has been blistering hot as usual. Crawford teed off at 7:30 a.m. and didn’t finish until 6:50 p.m. After carding rounds of 68-68 to finish at 8-under par, Crawford wasn’t done.

a 71-65 to win by a stroke. The 5-foot-6, 125-pound Crawford is the junior version of 2003 Masters champion Mike Weir. Blessed with a sweet swing, Crawford isn’t long off the tee, but he more than makes up for it by being particularly adept at hitting his short to mid irons.

Crawford is also a solid putter and straight as a zipper off the tee. That’s why, ironically enough, Crawford struggles more “It was nice to have that hour on short courses than long ones. and a half break,” Crawford said. “I carried my own bag and there “I don’t hit it very long, but wasn’t much water around the I’m very straight off the tee,” course. It was very challenging to Crawford said. “I’m used to keep my concentration because playing long courses because the Olympic Club is about 7,000 you were out there all day.” yards from the back tees and a In a nice twist, Menlo School very tough course.” senior-to-be Patrick Grimes — the reigning Daily Journal Boys’ Crawford is also similar to Weir Golfer of the Year — caddied in that he was a standout junior for Crawford on the playoff hole hockey player. In fact, hockey was (Grimes finished at 4-under to far and away Crawford’s favorite miss the playoff by four strokes) sport growing up. He was a and Crawford played his best center on the traveling club team Belmont Rangers, competing when it counted the most. in tournaments across the U.S. He recorded four birdies on the and Canada. However, when back nine of his second round, Crawford was 12, he knew if he and needed to two putt from 50 wanted to pursue a career in feet on his final hole of regulation hockey, he would have to go to to reach 8-under. Playing a four- a boarding school in Canada and to five-foot break, Crawford hit play in one of the powerhouse his first putt about as well as one junior leagues. Instead, he could, getting to within a couple decided to pursue golf. of feet for par. “It was one of the toughest “I had a comfortable two-foot tap decisions of my life,” he said. “I had played both sports all my life in,” he said. and at the time, hockey was by far Crawford, Carter and Travis went my favorite sport and most fun to hole No. 10 for the playoff, thing to do. (The only drawback where Crawford and Carter both was) it consumed my life.” made par while Travis finished with a bogey. Only the top After Monday’s experience, two from the Fort Washington it’s apparent Crawford made a qualifier were going to advance, great decision. After finishing so the tournament ended right the playoff hole, Crawford was there with Crawford and Carter trying to grasp the enormity as co-medalists. While the saying of his accomplishment. Things goes that ties are like kissing your didn’t fully register until a United sister, Crawford was downright State Golf Association official ecstatic to finish in a tie on this handed him an envelope, which contained all the information he occasion. would need to know about the Crawford is a rising star. He’s a U.S. Amateur. member of the Olympic Club Golf team and the junior champion at “That’s when I realized what I had Menlo Country Club. Earlier this just done,” Crawford said. “And year he won a prestigious junior it’s a moment I’ll never forget.” tournament in Alameda, carding

“ pe opl e f i r s t ” c o r n e r

There were still a half-dozen other golfers still on the course who could beat Crawford’s score or tie it, which would’ve forced a playoff. And that’s exactly what happened, as Taylor Travis of Fremont finished at 8-under along with Crawford and Ryan Carter of Stockton. Carter was in the last group to tee off for the second round, so by the time he finished, Crawford had been in the clubhouse for 90 minutes.

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“ p e o p l e f i rs t ” c or n e r

Congrats to our hiking enthusiast, Katie King, who won the $10 Trader Joe’s gift card in SF. Katie’s hiking outfit was completed with UV protection clothing, hat and sunglasses! Pictured below: Pam Olmo and Allison Paridy feeling a little down that the spirit fairy did not notice them.

Happy 3rd Quarter Birthdays! August July September Amy Swift Elton Hayes Alice Nguyen Barbara Hilgen Jaimie Kirby Amber Ronzitti Bill Spitzel Kathy Lopez Charisse Bertrand Brian Marx Karen Macario Chiara Galloway Colleen Varnica Linda Buckley Christen O’Neill Dalynn Petermann Mark Stone Christine Rakela Dan Francis Sr. Naida Abel Craig Routson Diamettia Thibodeaux Rich Hyland Dan Crawford Jim Hilbrant Rick Stinson Danielle Kappenman Sheryl Van Maren Jonathan Hahn Jr. Geraldine Larson Laurie Phirippidis Shanna Niemela Glenda Craft Lucy Madarasz Tanya Gee Jim Nash Mark Berenstein Terri Ezaki Joanna Pablo Pam Mesias Tim Caldwell Katie Huddleston Robert Dutto Tony D’Asaro Kim Estes Steve Quilao Wendy Wong Kenyon Hall Susan Cereghino Lynn Marie Saunders Susan Garganera Marianne Schleicher Toni Erickson Mary Keck Tonya Baker Michelle Orton Wally Brown Patty Massa Sarah Dodge Siobhan O’Leary Sofia Ocegueda Suzan Martinez Tammy Thomas Teri Zanders Tim Kensett Robin Herman (San Ramon) became a grandma for the 2nd time. Robin and new grandson Landon are pictured to the right.

{

Rachel Nannini from the Folsom office and her husband Scott will be celebrating their 10 year wedding anniversary on September 9th. They have a beautiful 6 year old daughter named Grace. Congratulations on your 10 year milestone, Rachel - here’s to a long and happy life together!

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They’ve got SPIRIT, how ‘bout YOU?


AIDS Walk and Project Open Hand Marie Crinnion

Bike MS

Athena Morris Athena Morris was invited to participate in organizing the Bike MS Bay to Bay Tour for 2010. Last year she was a participant and this year she is helping to train individuals wanting to participate. She’ll be back riding again this year for “Team Jacobito” with a goal to raise more than $10,000. Athena has also been featured in the July 2010 issue of Competitor magazine.

Men Behaving Loudly

I would now like to take a moment and bring reality to this cause. On this last Sunday my father had a heart attack and was it not for an anesthesiologist sitting behind him in the movie theater Dad may not be with us today. My Dad’s heart had stopped and the anesthesiologist performed CPR until the paramedics arrived to restart his heart. On Wednesday he had 5 stints installed in his heart. The procedure is called Percutaneous Transluminal Coronary Angioplasty (PTCA), and gained FDA approval in 1994. Prior to this he would have had to have open heart surgery. The PTCA took 4 hours and he was able to come home Thursday; one day after the procedure and only 5 days after his heart attack. He is doing well and recovering quickly. Research made this procedure possible. Your donation of coins added $193 to this research effort, Thank you! The heartwalk is not just a fundraiser, it should heighten everyone’s awareness and effect positive change in the way we live our lives healthier. It struck home with me. It is rather ironic that I was “volunteered” to be a team leader in the heartwalk less than a month ago and now find myself juxtaposed from this volunteered position to now having a first hand reality and heightened interest in this cause. EPIC’s offices in San Francisco (Captains Beth Ward and Allison Paridy), San Ramon (Captain Kris Stubbs) and San Mateo (Captain Bruce Norris) are all running spirited and successful campaigns to form teams and raise money to be used in the research and prevention of our nation’s number one and number three killers – heart disease and stroke. So far our combined “Team Bay Area” has raised more than $6,000 to support Bay Area Heart Walks! Anyone from other offices interested in contributing to the effort or learning more about the American Heart Association’s “Heart Walks” can visit the EPIC company page at: http://heartwalkbayarea.kintera.org/faf/ teams/groupTeamList.asp?ievent=329122&lis=1&kntae 329122=37ADA83175E24AC288125A5EA306F96D&tltea ms=3749439

E P IC i n t h e c o m m u n i t y

We are currently at $13,095 - our all time high! Project Open Hand will get 100% of this money we raised. EPIC folks really came forward with great donations of both money and items for our auction at the fundraiser. We are currently in the #4 position and may even break into the Top 3 Fundraisers, which would be a wonderful honor. Friday, August 13th is the last day to submit donations for 2010. We were honored at the AIDS Walk by being invited to hold up the final numbers at the end of the walk - see attached picture. Richie is on the far right holding the 1 and I'm two in from him holding the 5.

Heart Walk Bruce Norris Wow! “Change Tuesdays” generated $193.39 in the first go around ; David Hock being a major reason for this amount. This does set the bar rather high for future weeks. The change jar will remain at the front desk throughout the week, with Tuesdays being the big push day.

“Men Behaving Loudly” is Dave Hock (guitar/vocals), Michael McCloskey (bass/vocals) and Steve Moore (lead guitar/ vocals). MBL plays an energetic “get up and dance” set of classic rock covers spanning the past 50 years. The band has been donating performances to support the fundraising activities of non-profit, charitable and community service organizations for more than 10 years. Men Behaving Loudly will be supporting the Alzheimer’s Association (San Francisco Memory Walk on 9/11/10 and Silicon Valley Memory Walk on 9/25/10) and the American Heart Association (San Mateo County Heart Walk on 9/19/10) during the month of September. Come on out and join the party! Anyone interested in booking MBL for a similar community service event in Northern California should contact Dave Hock at 650.295.4608 or dhock@edgewoodins.com.

13


E P I C i n t h e c om m un i t y

Join us on an amazing journey in the fight to end breast cancer! The Susan G. Komen 3-Day for the Cure is a 60-mile walk over the course of three days. A group of us were having dinner one night to celebrate the completion of chemotherapy and radiation of our good friend (and one's mother) Terri. As we talked about this disease and what we could do to fight the fight, we decided to take on this walk, in belief that if Terri could go through her treatments with spirit, laughter, and smiles, we could certainly walk for three days! So, here we are... headed for San Diego and 60 miles, Terri included.

1. Go to: http://www.the3day. org 2. Click on: “Donate” tab on far right 3. Search Participant: Terri Ezaki 4. When the results come up click on the team name “Save 2nd Base” to get to their team page. Below are the walkers and what they have raised so far. Way to go ladies!

Karen Ramos $1,090.00 Maren Ezaki $895.00 Please join us in our 60 mile trek Terri Ezaki $5,005.00 - and if you can't, please wish us Michelle Hayes $1,250.00 well (and, of course, donations are Rita Rekhtman $750.00 always welcome!) Carmen Valdez $1,070.00 Thank You! Save 2nd Base

Connie Rowe’s 26.2 Mile Adventure for the Leukemia & Lymphoma Society THAT’S RIGHT! I WILL RUN MY FIRST MARATHON ON OCTOBER 17, 2010 ON BEHALF OF THE LEUKEMIA & LYMPHOMA SOCIETY (LLS). I’m doing this crazy thing to raise money (yes, this is a request for a donation) to help find a cure for leukemia, lymphoma, Hodgkin’s disease and myeloma. More importantly, I will run this marathon to honor 2 people who have a special place in my heart. My friend Mark Brownstein was diagnosed with leukemia 7 years ago. Mark faces the challenge of living with his disease with hope, tenacity and laughter. Mark provides me with an endless supply of inspiration and the occasional kick in the butt to keep running and raising money

14

Save 2nd Base has raised a team total of $10,060.00 thus far. Each walker must raise $2,300 in order to participate in the walk. No donation is too small and can help each of these ladies get to their goal and allow them to participate in the walk they have been training for. If you would like to donate to Save 2nd Base you can visit their team page by following the instructions below:

A super-duper, special thank you to Mark for donating $100 per mile for my first marathon. Now I really have to do this darn thing!

Jill Bond is my neighbor. Her year started out rough, to say the least. Jill has 2 beautiful girls, Ava (4) and Zara (1), and she is the lovely wife to her hilarious husband, James. In February, Jill was diagnosed with stage 4 lymphoma. She has spent 100 days in the hospital since her diagnosis. Jill recently completed her fourth of eight rounds of chemotherapy. Jill’s most recent bone marrow biopsy, taken just a few days ago, showed no evidence of lymphoma! We are thrilled Jill is on her way to a full recovery. I started my fundraising less than a month ago and to date I have raised over $7,000 for the LLS. The majority of my donations have come from members of the McDonald’s Preferred Operator Group (POG). I’m humbled by their support. I get emails and phone calls from various McDonald’s owners checking up on my training. They also like to make sure I’m not drinking any Cosmopolitans. One of my clients, Ross Pollard, ran 12 miles with me while we were in Canada for the annual POG trip. Then he gave me $250 bucks for my run. Nice folks, those McDonald’s owners.

Please make a donation to benefit the LLS. Any amount is appreciated. All donations are tax deductible. Seventy-four percent of all money Mark and Connie celebrating after raised will go toward patient services Connie completed her first 1/2 and will fund research to help find marathon. a cure for leukemia, lymphoma, for the LLS. I couldn’t have asked Hodgkin’s disease and myeloma. for a better mentor, coach, and friend. Thanks to Mark’s support, I To make a donation, visit my Team completed three 1/2 marathons in in Training website: http://pages. the last 12 months! Nutty, since I teamintraining.org/sf/nikesf10/ just started running 12 months ago. crowe4


The Star & Stripes Wellness Challenge was a great success, and much thanks to our Trail Leaders, and all the Trailblazers who participated! Also, congratulations to all the winners…both in health and in prizes! Since we’re all off to a great start, we don’t want to lose the momentum. Yes…you guessed it…. get ready for the next Challenge; “iCan”! This Challenge, also eight weeks, begins September 20th and ends November 17th….right before Thanksgiving. The exciting news? This event will be linked to working with our local food banks. So…. while we’re receiving the benefits of better health, we’re giving back to the Community and those in need for the Thanksgiving Holiday. Stay tuned for details in the coming weeks! Be well!

The specific vaccinations you need are determined by your age, gender, lifestyle, overall health and previous vaccinations. For instance, Tetanus and diphtheria vaccinations need to be repeated every 10 years in order to keep your immunity. It is important to make sure you stay up-to-date on your vaccinations. If you are not sure which vaccinations you need, talk to your doctor or call your Health Coach.

What is Wellness? Wellness is sometimes difficult to define, but the important thing to remember is that wellness is far more than just physical health. At the Health and Human Capital Summit hosted by U.S. Preventive Medicine, Tom Parry, President of the Integrated Benefits Institute said, “Wellness is the absence of illness, lack of health risk factors, vitality, energy, engagement, balance of work/life, resilience, meaningful relationships and social connectedness.” With wellness defined in this way, it’s easy for us to recognize how important the workplace is to the overall wellness of our employees. Since most of us spend at least 1/3 of our lives at work, instilling a culture of prevention and wellness within the workplace is paramount. By encouraging healthy social interactions, respecting our employees’ personal and family time, and providing the right tools, EPIC can continue to significantly contribute to the wellness of our community.

be well & prosper

August is National Immunization Awareness month, which reminds us that immunizations are important for people of all ages, from infants to seniors. Immunizations help protect you from disease. They also help reduce the spread of disease to others. Most are given as shots. They are sometimes called vaccines, or vaccinations.

And…..we can’t do it alone. Be it through the EPIC Prevention Plan or through your own personal program, our challenge to you……find the courage to be healthy. Make better choices and adopt behaviors that will improve your health, vitality and productivity in both the short and long term. Remember… better health is the best gift you can give to yourself…..and to those you love.

Your Wellness Team

{ Orange in Motion

{

The Orange office has expanded their “10-minute Break” from 2 times a week to 5 times a week! Participants vary daily, but everyone who attends thoroughly enjoys learning some light exercise, stretching, and relaxation techniques. Although very busy, the “10-minute Break” gives everyone an opportunity to get away from their desk, laugh a little, and enjoy the camaraderie.

Not even a severely broken ankle and the surgery to repair it could keep San Mateo’s Sheila “Scooter” Sarriotti from rolling out in support of EPIC’s wellness initiatives! We are happy to report that Sheila has now ditched the scooter along with her eye catching cast and is back on both feet once again - moving in “leaps and bounds” toward a complete recovery. 15


w h a t o u r c l i e n t s a r e s a yi n g

Here’s an email a customer sent to Holly Miller in our Irvine office thanking her for “going the extra mile” and working on a Sunday night to get his certs out when needed. Great job, Holly! Good morning Holly, Yes, the certs in the attachment are good to go. Thank you for all your attention and hard work regarding this matter. It is truly appreciated. Working at 7:08 p.m. on a Sunday is never fun!! Jorge

Suzan Martinez - Irvine Office Hi Suzan, I am the estimator for Neal on the Raul Perez project. I believe we’ve spoke before. I just wanted to tell you thank you for the quick turnaround on the bid bond. We had no indication that a bid bond would be needed until last Friday when we sent the request out to you. I still don’t know why the GC decided they needed a bid bond for this project. In any case, I was a little worried that it might not get here in time. I was very surprised when it was waiting for me on Monday. Thank you again for the great service! Dave Barrera Estimating Manager - LA District

Pam Mesias - Orange Office Karren Harris - Orange Office Dear Pam, I received our insurance policies and I felt I had to give you one last thank you. In my mind, you, your company and especially Karen Harris are really EPIC! You’re high quality and of great character and stand high above the rest. Mike M.

From the Chairman of our McDonald’s Preferred Operator Group to Charisse Bertrand, Director of Risk Management Services in our San Ramon Programs Group – regarding her review and analysis of their Worker’s Compensation Claims TPA and Managed Care Program.

Charisse and Dave, Monday was our consultation with Cal OSHA relative to our inclusion on the state watch list for a high mod. Thanks to your help in preparing the paperwork portion of the required information, we impressed the consultant greatly. It was a huge leap of faith to invite a visit from Cal OSHA, but thanks to the work that the POG has done on risk management and the collaborative process between POG, EPIC, DSC and the Owner/Operators, we felt we could demonstrate our dedication to workplace safety and risk avoidance. Between the IIP book, the slip-resistant shoes, the inspection forms and the other work that our Risk Management team has done, including the serendipitous inclusion of our 2010 ex mod that shows a decline of 60 points, the consultant was impressed. I don’t know how many of our other members find themselves wrestling with the consultation process from Cal OSHA, but following the steps we took, we looked very good and received a very positive experience. Thanks again for your help in getting us ready for this visit. Tom and Kim

Charisse, I always regret not seeing your smiling face and attending the POG meetings together. You have a lot to offer and it makes us all better at what we do. I fully understand and support how you are approaching your work with (program participant). I just want them to know that not only you are watching claims openings/activities/closings, but that these are critical to the chair. I’m always good at giving you the ability to apply extra pressure or not as you see fit. I want you to know that I’ve got your back with (program participant). I just wanted some additional visibility brought to the table to support you, and to have the board have more knowledge. Look forward to the fall meetings. Mark

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From one of our McDonald’s operators to Charisse Bertrand and Dave Smith, in our San Ramon Programs Group.

Congratulations and thanks to each one of you (and to every other EPIC team member) for your important and much appreciated personal contributions to building the “EPIC Edge” on a strong, solid foundation of client service excellence!

Summer 2010 Newsletter  

3rd Quarter EPIC employee newsletter

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