GREEN MOUNTAIN AGENT A PUBLICATION OF VERMONT INSURANCE AGENTS ASSOCIATION
April 2015
Green Mountain Agent is a publication of
P.O. Box 1387, Montpelier, VT 05601 Phone: 802-229-5884 Fax: 802-223-0868 www.viaa.org VIAA Officers
President Michael T. Walsh, CPCU, CIC Vice President Daniel Lussier Secretary/Treasurer Peter Richards IIABA & PIA State National Director Ron Bixby Immediate Past President Jon Jamieson, CIC
Directors
In This Issue: April 2015 4 Message from the President 7 Legislative Update from John Hollar Features 12 Marketing Strategies: What are You Waiting For? 15 Sales Success: Keep Customers for Life
E&O Corner 20 How Do You Handle Rejection?
Agency & Company News 23 Allstate 24 Vermont Mutual
Chip Ams Erin Odell Paul Plunkett
Staff Executive Director Mary Eversole meversole@viaa.org
GMA Publication Design Thorin Markison thorinmarkison.net
Are you trying to reach Vermont’s Independent agent’s? Do you have a great ad that represents your company and have nowhere to place it? Are you looking to hire? Place your ad in VIAA’s monthly publication and have the opportunity to advertise and market to Vermont’s Independent Agents.
Questions on how to place an ad? Contact Mary Eversole at meversole@viaa.org for placement options and advertising rates.
Vermont Insurance Agents Association ATTN: Advertising/ PO Box 1387/ Montpelier, VT 05601
Message from the President Looks Like We Made It Well we’ve made it through another license renewal cycle and warmer weather is here! Under the Gold Dome the budget has been the central focus of the session and just when we thought the independent contractors matter was dead the Senate decided to resurrect bills that didn’t make cross-over. This gives us a window of opportunity to testify on this important issue and bring relief to our clients. I don’t think there was any surprise when the Shumlin Administration recently announced that they are considering moving to a federal exchange if key deadlines are not meant to make offering a new designation programs that will Vermont Health Connect functional. I believe benefit VIAA members and the association. Lt. Governor Scott said it best, “it’s about time.” The Board of Directors has also grappled In a few weeks, I will travel with members with the decision whether or not to sell the of the Young Agents Committee to the Big I VIAA building. A possible sale has been Legislative Conference in Washington, D.C. put on hold for now but it is a decision that and meet with our congressional delegation. will need to be made in the future. In the I am excited to give our future leaders a meantime we are looking to lease the building chance to educate members of Congress about to provide a new source of income for the issues important to agents and our customers. association. Please help spread the word. This is also a good time to remind VIAA I hope to see many Young Agents at the members to make your annual InsurPac Young Agents Committee Kick-Off Event, contribution, which is a wise investment. Wednesday, April 15, 5 pm – 7pm at the There is a vacancy on the board with the departure of Terri O’Hear who took a position with Cincinnati Insurance Company last month. Terri was actively involved in the association and served as the Education Committee Chair for many years. We thank her for her service and dedication to VIAA. The Nominations Committee is working diligently to find a replacement for Terri and future vacancies when the new officers are elected. If you have suggestions for board members please let me know. VIAA has gone through a significant amount of change since last summer with changes in staff and implementing a new operating model by partnering with New England Association Services. We are seeing the benefits of our partnership and working on 4
Hilton Burlington. I promise there will be no boring speeches. You’ll learn a bit about the Young Agents Committee and have an opportunity to network with your peers and company representatives. It’s a free event, with food and beverage, thanks to Progressive.
Michael T. Walsh, VIAA President
Leasing: A Seamless Customer Experience
But don’t take it from us. Listen to your peers. Agents Express Leasing is an effective solution to manage your clients needs with today’s best equipment technology. Jay Byrnes of Byrnes Agency experienced how easy our leasing solution is for his agency: “As a longtime member of the “Big I”, I always knew of InsurBanc and their commitment to the independent insurance agent. Recently we wanted to update the agency with a new computer network and desktops, so I turned to InsurBanc for leasing options. From start to finish I experienced firsthand how seamless it was to conduct business with them. We have a 35 person agency so to update everyone’s computers was a decent size upgrade. InsurBanc made the process very easy and offered attractive terms and competitive rates which helped to manage the agency’s cash flow”. – Jay Byrnes ~ Byrnes Agency How it works: • Lease terms are 24, 36, 48 or 60 months with a minimum transaction of $5,000 • You are looking for 100% equipment financing, including certain soft costs such as software, shipping, installation and maintenance* • No down payments or advance payments are required • Monthly payments can be customized to meet your special business needs • You are looking for potential tax benefits associated with equipment financing**
We invite you to see for yourself. Contact us today for help preserving your cash flow with an equipment lease solution. These materials are for informational purposes only. The availability of any financing described herein is subject to approval of applicant’s credit, the equipment supplier and the equipment. *Soft costs are limited to 20% of the total amount financed. **Nothing herein constitutes tax advice and customers are advised to consult with their own tax advisors prior to electing specific rates or options. Agents’ Express leasing is a program of De Lage Landen Financial Services, Inc., a third party not affiliated with InsurBanc, a Division of Connecticut Community Bank, N.A.
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Statehouse Update from John Hollar
John Hollar Legislative sessions are always defined by a handful of big issues, and this year is no exception. The budget, taxes, Lake Champlain cleanup and health care are all dominating committee and floor discussions. The difference this year is that those are virtually the only issues getting attention inside the Statehouse. With less than six weeks left before the legislature’s scheduled adjournment date, only nine bills have reached the governor’s desk. Three are town charter changes, one establishes a state Latin motto, and two make technical changes. The House Commerce Committee, which originates most insurance-related legislation, has focused most of its attention on telecommunications, economic development and a rewrite of the state’s LLC statute. The committee may soon turn to an issue that has plagued insurance agents for many years: the definition of independent contractors. The issue has also proven to be a thorny one for the Department of Labor and the legislature. Lawmakers and Administration officials have tried for years to create a
clear definition, but those efforts have been thwarted due to the complexity of the issue and the opposition of organized labor. Concerns about the independent contractor definition have become more widespread in the legislature as constituents (and lawmakers themselves) frequently become ensnared in audits that find them to be employees of general contractors. In response, the House Commerce Committee has placed three bills in the queue for consideration in the final weeks of the session: H.331, H.335 and H.338. Each of these bills would create greater certainty as to who can be considered an independent contractor. This will be a difficult legislative challenge, particularly if organized labor opposes the effort. VIAA and its members can play an important role in educating lawmakers about the need to remove the ambiguity in the law that is penalizing many independent business owners. John Hollar Downs Rachlin Martin
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In the Industry less than 10 years or under 40?
e e t t i m m o t C n e s v ff E ent
You’re a Young Agent!
t n o Verm
O g k c A i K g n ou Y Wednesday, April 15, 5 pm to 7 pm Seasons Room, Hilton Burlington 60 Battery Street, Burlington RSVP: Nick Grimley, (802) 651-3306 ngrimley@hvm.com
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SPONSORED BY
TOP 6 REASONS TO JOIN THE VT YOUNG AGENTS • Connect with other young agents • Network with vendor and carrier partners • Master the art of leadership • Give back to your industry and community • Experience one-of-a-kind learning opportunities • Be the future of the insurance industry
viaa.org
e Garag y t i C le in
VERMONT
VERMONT
Vermont
Young Agents Committee Questions Answered
Who is a Young Agent? A Young Agent is anyone who has worked in the industry for less than ten years or is 40 years of age or younger. A Young Agent does not have to be a licensed agent. What is the purpose of the VIAA Young Agents Committee (YACs)? The purpose of the VIAA Young Agents Committee is to provide a platform that will encourage and support leadership development, education and recruitment of young agents for the members of the VIAA. What are the goals of the YACs? • To be a self-sustaining committee that serves as a spring board for perpetuating the leadership of agencies and the support of the VIAA. • To be a committee that is successful in assisting with the development of the next generation of young agents in Vermont. • To create networking opportunities focused on creating communications between young agents and the leaders of agencies, the VIAA and the carriers. • To assist the VIAA in creating a network of relationships with our educational institutions and other recruiting areas. Who makes up the Committee? The committee shall consist of no more than 15 members including Chairperson, Co-Chair, Secretary
and Treasurer. Of the 15 members, no more than 5 insurance company representatives are eligible for membership. There will be no limitation for at-large members. Who is eligible to join the VIAA Young Agents Committee? You must meet the definition of a YAC as stated above and be employed by an agency member of VIAA that is in good standing. How do I join the YACs? First provide your name, address, agency, and email to Nick Grimley, ngrimley@hvm.com to be added to the list and specify if you are interested in serving on the committee or would just like to be an atlarge member. The YAC Leadership will affirm your membership. How often do the YACs meet? The committee will meet regularly to discuss the agenda and be sure that the committee is on track with objectives and goals. It may be necessary to meet via phone or email in lieu of a physical meeting. The committee can make decisions or votes from those meetings. What does it cost to join the YACs? There is no membership fee to join the YACs. A fee may be charged from time to time for certain events.
Marketing Strategies with John Houle What Are You Waiting For? You continue to see the barrage of TV ads from your competitors and have witnessed their domination of online searches. So, how can you compete, and what are some real marketing solutions you can implement to regain market share? Put the power of video to further use for you. For those of you who have appeared in TV ads, you should also consider what else could be accomplished when you tape an ad. You could have a videographer return to your office and tape you explaining why consumers are better off buying insurance from you. Or why not show visitors to your website why they have made the right choice in selecting your agency? With today’s technology, professionally produced videos cost about the same as custom designed brochures. However, a video is more interactive and dynamic and vividly shows the consumer exactly who they are choosing. In addition to developing a more compelling message through video, you will also benefit through Search Engine Optimization (SEO). Any videos produced should be placed on YouTube and your website. Remember that YouTube is only second to its parent company, Google, in terms of searches, and will greatly improve traffic to your website. Connect with your customers. E-mail marketing trumps social media in Return On Investment. Today’s consumers spend more time in their email than they do on Facebook, Twitter or LinkedIn. Yes, that may change when younger consumers come of age, but that is the reality today.
Revisit that website of yours. Your website from three to five years ago may already be stale. Websites are meant to be interactive and informative, not repositories of out-dated information. Add a blog, integrate your social media feeds onto your front page, and update your site. Websites are not a oneand-done project, but are robust communication tools that need to be maintained, upgraded and improved upon on a regular basis. Use social media that really works for you. For your personal lines customers, Facebook is a strong connection tool, but be careful not to inundate people with useless information. If you really want to connect with your business customers, you may want to put more effort into LinkedIn. Many agents have their own personal LinkedIn page, but have not built out their own company page. Just like with Facebook, a LinkedIn company page can be followed by clients and spheres of influence, and regular updates and important information can be posted. There are many easyto-follow strategies to grow a social media following as well as best practices for posting content. In addition, it’s relatively inexpensive to expand your posts through paid advertising on social media, so for those really important announcements, you should consider a modest investment in Facebook advertising. The time to act is now. Ineffective marketing is bogged down by inaction. It’s time to move many of these items up on that priority list of yours.
If you’re not engaged in email marketing, you’re missing one of the best ways to directly connect with your customers. And if you really want your email marketing to stand out, add a professionally produced John Houle is the president of JH video into your message. Instead of telling your Communications and can be reached at customers why they should add umbrella 401.831.6123 or at john@jhcom.net. coverage, show them why in a one-minute video.
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Sales Success with John Chapin How To Keep Customers For Life These days I hear many excuses for salespeople losing customers. The most prevalent excuse by far is price. “The other company had a better price. There was nothing I could do.” While price is always a factor, very rarely is it the main consideration when considering a switch, the best estimates put the percentage at about 7%. The reality is, many salespeople simply aren’t building the strong relationships and they use price and other excuses when the customer naturally goes elsewhere. If you build a strong relationship and keep customers happy, they won’t jump ship the first chance they get. Also, if you deliver the best customer service possible, not only will customers stay with you, they will also refer friends and family, thus increasing business and making your life a whole lot easier. In addition, if you’re working with happy, life-long customers all day, your work and life will be also be much more enjoyable. Five Keys to Keeping Customers for Life
1) Always make the customer your number one priority. You must bend over backwards for the customer and make sure that every experience with you and you company is an absolute pleasure. This begins with the number one rule of customer service: making sure the customer is always right. It also means doing what you say you’ll do when you say you’ll do it, and going above and beyond, doing more than you get paid for, to make sure the customer is always pleasantly surprised by the extra service they receive. In addition, the customer comes before paperwork, phone calls, and other tasks you need to get done. When customers think of the best customer service they’ve ever received, you should be the one that comes to mind. They should always feel like a V.I.P. 2) Keep communicating. While some people require more
communication than others, you want to reach out to people on a regular basis. This includes sending at least three cards to everyone you do business with: a Birthday Card, Holiday Card, and Anniversary Card on the date you started doing business with them. You also want to have your e-mail customers on an e-mail list that you send something of value to once a month. The title should make the content obvious to the recipient. In addition, you should talk to each client on the phone a minimum of once or twice a year, and meet with them in person at least once a year to review their coverage and find out if anything has changed that might affect their coverage. The key here is to reach out to customers about 18 times a year and use different methods when doing so, from phone, to e-mail, to regular mail, to in-person visits. A note on your cards: make sure they are personally signed by you in blue ink. Better yet, handwrite a personal note. If you don’t have good handwriting, you can have the note printed, but make sure you still sign it no matter what your signature looks like. Everyone from teenagers to centenarians appreciates a hand-written note. 3) Personalize the relationship and always seek to build and strengthen it. You want to take a personal interest in customers. Where are they from, where did they go to school, what interests do they have, do they have kids, grandkids, are they married? What activities are the people in their lives involved in? Once you have this information, show interest is what makes each customer unique. Ask about children, grand children, their personal interests, and the like. Also, ask customers for their personal preferences and do business with them according to those preferences. For example, do people prefer e-mail or hardcopy? Are they okay 15
receiving their renewal in the mail, or would they rather you deliver it personally? Yes, these are extra steps, but they are extra steps that your competition is more than likely not taking. Ultimately you want to move customers from acquaintances, to friends, to good friends. The better relationship you have with a customer, the more likely they are to stay with you. If all your customers are good friends, and you take good care of them, they will stay with you. 4) Let them know you appreciate their business and that you don’t take them for granted. Thank customers for their business on a continual basis. You should be saying, “Thank you for your business, I really appreciate it” and/or “Thank you for being a customer” during phone calls and in-person meetings. You don’t have to mention this in the Birthday and Holiday Cards you send out, but you do want to mention it in the Anniversary Card as that is the main focus.
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The primary objective of the Holiday and Birthday cards is to add a personal touch. The bottom line: Treat customers right by making them a priority, taking a personal interest in them, and by letting them know that you appreciate and care about them. John Chapin is a sales and motivational speaker and trainer. For his free newsletter, or if you would like him to speak at your next event, go to: www.completeselling.com John has over 26 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year: Sales Encyclopedia. For permission to reprint, e-mail: johnchapin@completeselling.com
Vermont Insurance Agents Association Partner Program
Thank you 2015 Annual Partners for Your Continued Support Diamond Partners
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How Do You Handle Rejections? Curtis M. Pearsall, CPCU, AIAF, CPIA President – Pearsall Associates, Inc. and Special E&O Consultant to the Utica National E&O program Every day, agencies provide prospects and customers with proposals on coverages addressing a multitude of exposures. Some proposals are provided at the anniversary of the customer’s insurance program, while others occur during the policy year, more of a midterm situation. While it would be nice if the customer bought coverages that were proposed, unfortunately, that is not the norm. Quite possibly, the customer does not see the need for the coverage or the premium could be an issue. Since customers will probably reject certain elements of a proposal, the degree to which the agency has documentation of the rejection is a key element in the event of an uncovered claim. Good, but not enough Most agencies have an expectation for handling the issue of rejected coverages. Yet, this could mean that one producer at your agency handles it one way and another producer at your agency handles it differently. This potential lack of consistency can lead to problems. It is important that the agency staff recognizes that if there is an uncovered claim, it is possible that the customer will take a strong position that it was his or her understanding a specific coverage was requested, not rejected. It will now be up to the agency producer to provide some element of proof that the coverage was, in fact, rejected. It might not be enough if your proof solely involves the documentation you have in your agency management system detailing the discussion between the agency producer and the client. While it’s better than nothing, the potential inadequacy of this approach is that the documentation in the file is your agency’s recollection of the conversation. The customer 20
may allege that he or she had an entirely different understanding of the conversation. One often-applied approach is for the customer to sign the proposal acknowledging which coverages he or she desired and which coverages he or she rejected. If that is your agency’s procedure, how confident are you it is being applied consistently? If there is not a notation next to a specific type of coverage (cyber insurance, for example), will the courts construe this “lack of a signature” as an indication that the coverage was requested, not rejected? Moreover, what about those situations where the proposal was not personally delivered and the rejection of coverage was provided verbally? What proof will you be able to provide? While the agency can ask the customer to send them an e-mail detailing the conversation, many agencies have become increasingly frustrated by customers’ delays in honoring these requests. Written confirmation The suggested approach for those situations where a customer does not purchase all of the proposed or suggested coverages is to provide that customer with some element of written confirmation of his or her decision. A variety of approaches can be undertaken. A vital element is that the written confirmation should be sent electronically or delivered without delay. Losses have occurred shortly after the binding of coverage and prior to actual policies being delivered, so it is not suggested to wait until policy delivery to review what coverages were bound and which were rejected. The essence of this approach is for the agency to confirm its understanding of the customer’s final decision, essentially requiring the customer to advise if this information was not correct. This will help heighten the agency’s desire for the customer to be accountable for his or her buying decision.
A solid defense provide a copy of the proposal (manually or electronically) noting what was purchased and what was not. If the customer “wants to think about it,” the documentation on the proposal should note “no coverage bound at this time.” A common and effective approach is for the agency to send a “thank-you letter” to the customer that includes the necessary detail/decision on each coverage proposed. This serves two purposes: the agency is thanking the customer for the business and it memorializes the various details. Imagine if an uncovered loss occurred and the customer alleged that he or she thought coverage had been ordered. A detailed written document would provide solid defense for the agency. While the previously mentioned scenarios involved a new business or renewal meeting, the same approach can be used when the customer makes a mid-term request for different limits
or additional coverages. When the agency provides the proposal, the proposal should state that “no coverage is bound at this time” or include clear instructions detailing what is needed to put coverage into effect. If and when the customer rejects the proposed coverage, the agency should provide detailed documentation of the discussion, the decision and the date. A duty Since it is not possible to pinpoint exactly which agency file will be the next one to have a loss, it is paramount for the agency to have standards and expectations on how the declination/ rejection of coverages will be handled. Ensuring that these standards and expectations are consistently applied is equally important. This is where the auditing of files can bear tremendous benefit. While producers have a responsibility to sell, they also have a duty to ensure that the agency has a solid defense if something happens that results in errors-and-omissions litigation.
What makes the Insurance Career Center different? Promotion where you want it: The Independent Insurance Agents & Brokers of America and InVEST work to promote the Insurance Career Center in the industry and with future insurance professionals at InVEST schools and colleges with insurance programs
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Company Agency News News Allstate Named as a 2015 World’s Most Ethical Company by the Ethisphere Institute Allstate Insurance announced today that it has been recognized by the Ethisphere Institute, the global leader in defining and advancing the standards of ethical business practices, as a 2015 World’s Most Ethical Company®. The World’s Most Ethical Companies designation recognizes those organizations that have had a significant impact on the way business is conducted by fostering a culture of ethics and transparency at every level of the company. Receiving this honor underscores the company’s commitment to leading ethical business standards and practices ensuring long-term value to key stakeholders including customers, employees, agency owners, suppliers, regulators and investors. Allstate is one of only 132 companies representing more than 50 sectors worldwide to receive the World’s Most Ethical Companies designation. “We’re proud to be a company that truly goes beyond just talking about behaving ethically,” said Kelly Noll, Allstate senior vice president, chief ethics, compliance & privacy officer. “We strive to do the right thing, putting people ahead of policies and defying expectations— delivering more than what people would expect from an insurance company.” “The World’s Most Ethical Companies embrace the correlation between ethical business practice and improved company performance. These companies use ethics as a means to further define their industry leadership and understand that creating an ethical culture and earning the World’s Most Ethical Companies recognition involves more than just an outward facing message or a handful of senior executives saying the right thing,” said Ethisphere’s Chief Executive Officer, Timothy Erblich. “Earning this recognition involves the collective action of a global workforce from the top down. We congratulate everyone at Allstate for this extraordinary achievement.”
The World’s Most Ethical Company assessment is based upon the Ethisphere Institute’s Ethics Quotient™ (EQ) framework developed over years of research to provide a means to assess an organization’s performance in an objective, consistent and standardized way. The information collected provides a comprehensive sampling of definitive criteria of core competencies, rather than all aspects of corporate governance, risk, sustainability, compliance and ethics. The EQ framework and methodology is determined, vetted and refined by the expert advice and insights gleaned from Ethisphere’s network of thought leaders and from the World’s Most Ethical Company Methodology Advisory Panel. Scores are generated in five key categories: ethics and compliance program (35%), corporate citizenship and responsibility (20%), culture of ethics (20%), governance (15%) and leadership, innovation and reputation (10%). The full list of the 2015 World’s Most Ethical Companies can be found at http://ethisphere. com/worlds-most-ethical/wme-honorees/. Senior executives of honorees contribute high-level insights and best practices to the well-regarded World’s Most Ethical Companies Executive Briefing (download Volume 2 here). Additional insights gleaned from the World’s Most Ethical Companies will be released in a series of whitepapers and infographics over the coming months (download the 2014 Insights). Organizations interested in how they compare to the World’s Most Ethical Companies are invited to learn more about benchmarking services. More information about Ethisphere can be found at: ethisphere.com.
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Agency News Company News Vermont Mutual Insurance Group CEO to Retire in June MONTPELIER, Vermont—Vermont Mutual Insurance Group® announced today that Group President and Chief Executive Officer, William A. Catto, CPCU, will retire from the company on June 30, 2015. Catto’s distinguished career in the property casualty business spans more than 40 years. Prior to joining the Company in 1995, he was President of the Granite Mutual Insurance Company in Barre, Vermont, which is now an affiliated member of the Vermont Mutual Insurance Group. After 17 years of helping to lead the Group in his role as Executive Vice President, Catto was elected President of the Group companies in 2012 and Chief Executive Officer in 2013. In announcing the Group plans, Catto noted “It has indeed been a privilege to serve as President and CEO for this group of companies that is so well respected in the industry. The dedication of our employees and the commitment that we share with our Independent Insurance Agency Partners have
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produced historically exceptional results for our company and policyholders. I am confident that the transition plan we initiated several years ago will enable Vermont Mutual to sustain superior operating performance and financial stability, and maintain our position as a highly regarded insurer throughout the Northeast.” Under Catto’s leadership, Vermont Mutual has experienced significant growth and has been recognized by Ward Group as a Top 50 U.S. Property and Casualty company for six straight years. Additionally, in December 2014 Vermont Mutual was upgraded to A+ (Superior) by international rating agency A. M. Best Company. After his June retirement, Mr. Catto will continue to play an integral role on Vermont Mutual Insurance Group’s Board of Directors.
Agency News Company News Vermont Mutual Recognized as a Healthy Place to Work Vermont Mutual Insurance Group® to be awarded the 2014 Governor’s Excellence in Worksite Wellness Award by the Governor’s Council on Physical Fitness and Sports. MONTPELIER, Vermont—Each year the Governor’s Council on Physical Fitness and Sports awards Vermont employers who promote a work environment that encourages and enables employees to improve their overall health. This is the eighth year Vermont Mutual has been recognized by the state for its efforts in worksite wellness. The govenor’s council also recognized several outstanding Vermont Mutual employees who helped design the initiatives: Sue Chicoine (Vice President of Human Resources), Heather Schmidt (Sr. Human Resources Generalist), Pat Murray (Training Coordinator) and Holly Poulin (HR Coordinator). Focus on workplace wellness has received considerable attention in recent years, especially as it benefits both the individual and the company. The Centers for Disease Control (CDC) cites* some of the many benefits of a healthy workplace to help combat the prevalence of chronic disease as it relates to business: • Improved employee health and well-being. • Reduction in absenteeism and presenteeism and increased productivity. • Lower healthcare cost increases associated with lower employee health risks and improved health status. • Ability to affect workers’ compensation related expenses through integration of safety and health promotion.
of wellness embraces the physical wellbeing of our employees, but also includes other areas of wellness, including: career wellbeing, social wellbeing, financial wellbeing and community wellbeing.” Wellness tools such as free health screenings, employee flu shots and educational seminars are offered each year at Vermont Mutual. Additionally, Vermont Mutual supports and receives significant employee participation in community and charitable events that encourage active lifestyles, including the American Cancer Society’s Breast Cancer Walk, Vermont Corporate Cup Challenge and Freezing Fun for Families. The recipients of this year’s Worksite Wellness award will be recognized at the 2015 Annual Worksite Wellness Conference, March 25, 2015, at the Sheraton Hotel & Conference Center in Burlington, Vermont. *Worksite Health 101: Making the Case for Worksite Health 2012. Chartered in 1828, the Vermont Mutual Insurance Company® (www.vermontmutual.com) is one of the ten oldest mutual property/casualty insurers in the United States. They have operated continuously since that time in Montpelier, VT. Along with the wholly owned subsidiary, Northern Security Insurance Company, Inc. and the affiliated Granite Mutual Insurance Company, the Vermont Mutual Insurance Group provides coverage throughout New England and New York. Through more than 400 independent agencies, the Group insures over 285,000 policyholders with a direct written premium of more than $380,000,000. Rated “A+ Superior” by A. M. Best and a Ward’s Top 50 performing property/casualty for the past six consecutive years.
• Improved employee job satisfaction and retention. Vice President of Human Resources, Sue Chicoine, explains: “the Vermont Mutual vision 25
Union Mutual of Vermont Companies offer agent support and customer service that is “Second to None” with a complete line of competitively-priced, personal and commercial products. We proudly serve all six New England States and the State of New York, providing peace of mind for our 100,000+ policyholders. PERSONAL INSURANCE • Homeowner (including Inland Marine) • Auto • Umbrella • Flood Program • Dwelling Fire Robert F. Glass
Senior Vice President of Products and Distribution
MARKETING Molly Ross
Director of Marketing
Carolyn S. Ix
Regional Vice President
COMMERCIAL INSURANCE Businessowner (including Inland Marine) Auto Umbrella Flood Program
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UNDERWRITING Geoff J. Smith
Director of Underwriting
PERSONAL LINES Francine C. Boulanger Stephanie J. Richardson Diane T. Shadroui
Jeffrey S. McLaughlin
Senior Marketing Representative
www.unionmutual.com
COMMERCIAL LINES Joanie M. Smith Laurie L. Tatro Kim M. Whitcomb