GREEN MOUNTAIN AGENT A PUBLICATION OF VERMONT INSURANCE AGENTS ASSOCIATION
May 2016
Green Mountain Agent is a publication of
In This Issue: May 2016
600 Blair Park Road Suite 100 Williston, VT 05495 Phone: 802-229-5884 Fax: 802-876-7912 www.viaa.org
4 Message from the President
President Daniel Lussier
26 Claims Madde Versus Claims Made and Reported PoliciesI
VIAA Officers Vice President Peter Richards Secretary/Treasurer Erin Odell
IIABA & PIA State National Director Ron Bixby
Directors Chip Ams Alan Kinney Paul Plunkett
10 Young Agents News Brief 15 Help Wanted
Features 21 Selling Success: Embracing No!
News 30 In Memoriam: Peter Haslam, Sr. 32 Woodworth Memorial Award 33 Richards Group 34 VT Mutual 37 Ohio Mutual
Staff Executive Director Mary Eversole meversole@viaa.org
GMA Publication Design Thorin Markison thorinmarkison.com
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 Success or Failure? The legislative session is coming to an end. It seems like we have been round and round with H.867— better known as the Independent Contractor Bill. When we thought we were done for this year the House Commerce Committee resurrected the bill and sent it to the floor as unanimously passed by the Committee. The bill did get to the floor as hoped. However, in a procedural move it was sent to the Ways and Means Committee where it will probably stay until the session adjourns. It appears the odds of the bill passing this year are slim to none. Depending on how you look at the life of this bill some say it was a failure. I will take the high road and say it was a success. While the bill did not pass, the issue of independent contractors was elevated in the legislature. I call that success. Next year the legislature will look quite different with leadership changes and a new governor that may make the independent contractor issue a priority. I’d like to thank VIAA members for responding to our calls to action on this very important legislation. It’s not often we get an opportunity to be heard on issues impacting our industry on a state level. On a separate note I’d like to extend a special thank you to Vermont Mutual for going above and beyond their commitment to independent agents and the association. We are proud to announce that they have sponsored our Education Center in Williston. This support is most appreciated and will allow us to expand our award winning education program.
Dan Lussier, VIAA President
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SAVE THE DATE FOR VIAA'S LARGEST AND MOST ANTICIPATED EVENT OF THE YEAR! Approximately 300+ member agents, Young Agents, and company representatives join together to network and learn. This event is an invaluable opportunity for insurance professionals of all ages, rank, and experience levels and is a must-attend for all independent agents. This year, the Annual Convention includes informative Continuing Education sessions with William C. Wilson, Jr., CPCU, ARM, AIM, AAM and lively social events along with golf. The Young Agents Committee is hosting Casino Night. Local and national exhibitors will be in attendance to provide updates on their
ons b s le mps te
latest products and educate attendees.
FOR MORE INFORMATION OR TO REGISTER, GO TO VIAA.ORG 6
oll! es r m i t d goo e h t Let
May 26th, 2016 5th ANNUAL INSURANCE INDUSTRY MIXER Join Vermont Insurance Professionals from across the Champlain Valley for an evening of networking with fellow professionals from within the industry. Thursday May 26th, 2016 5:00 pm – 7:30 pm with hospitality suites to follow
At The Essex
Vermont’s Culinary Resort & Spa 70 Essex Way, Essex (Burlington), VT 05452 Registration is $15 per person in advance/$20 per person at the door
Music, Door Prizes, Appetizers and Cash Bar Hosted by:
Our official invite will be going out in early April, but if you want to register in advance, you can send your name (s) and check made payable to CVAIP to: Robin Faraone, c/o Hickok & Boardman Insurance, PO Box 1064, Burlington, VT 05402-1064
Maximize your Investment
Agency Investment + Company Sponsorship + Trusted Choice =
3x the Exposure
TARGETED 2016 PLACEMENTS AND BUDGET GOLD SPONSOR: $5,000
SILVER SPONSOR: $2,500 BRONZE SPONSOR: $1,250
Ads on WCAX: 35 Cable TV Ads: 230
Ads on WCAX: 16 Cable TV Ads: 115
Ads on WCAX: 8 Cable TV Ads: 57
Total Value: $15,000
Total Value: $6,500
Total Value: $3,250
What your fellow agents have to say about the VIAA Trusted Choice campaign: “No other campaign I have been involved in delivers more exposure to my agency than VIAA’s Trusted Choice advertising program.” - Jon Jamieson, Jamieson Insurance
VIAA TRUSTED CHOICE BRANDING CAMPAIGN HIGHLIGHTS
“They took care of everything - from
•
coordinating the production of spots
Concentrated broadcast media purchase with commercials placed during the first two weeks of every month (June - August) reinforced by Cable TV in the latter weeks of each month
•
New localized version of Agent-centric Trusted Choice TV Commercial
•
Gold sponsors receive customized footage, including an on-camera appearance and agency customers featured - all taped on location
•
Silver and Bronze sponsors receive an on-camera appearance taped at VIAA at NO COST. (Customized footage taped at an agent’s location is available at $350 per agent)
•
Production begins in May
Last year’s 2015 campaign delivered 7 million ad impressions. Don’t miss out on the opportunity.
at our different locations to making sure we had the best TV placements, including the Superbowl. What can be better than that?” -Daniel Rodliff, NFP
For more information contact John Houle at 401.831.6123 or john@jhcom.net
COULD YOUR CUSTOMERS USE A
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ACCIDENTS HAPPEN? That’s why people have insurance. However, if your customers aren’t protected by a personal umbrella policy, they could be putting their house or financial assets at risk. This low-cost policy is designed to protect families against a catastrophic lawsuit or judgment.
CONSIDER THIS: Existing homeowners and auto insurance may not be enough to cover a lawsuit or judgment. A personal umbrella policy will substantially increase your customer’s overall liability coverage beyond the basic coverage provided under homeowners and auto insurance policies. A SMART WAY TO PROTECT YOU AND YOUR FAMILY. You’ll find an RLI personal umbrella policy is a good idea. • $1 million in additional insurance • Backed by a financially secure, A+ rated company • Customers keep their current homeowner/auto insurer • Excess UM/UIM available • New drivers accepted — no age limit on drivers • Up to one DWI/DUI per household allowed • Auto limits as low as 100/300/50 in certain cases
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RLICORP.COM
VERMONT
Young Agents Take Capitol Hill at Big “I” Legislative Conference Last month the members of the Vermont Young Agents Committee attended the Big “I’ Legislative Conference in Washington, DC. Here’s what they had to say about the experience.
“The Big “I” Legislative Conference was phenomenal! It was an incredible event that introduced me to important issues that impact our industry. I know my InsurPac donation is being wisely invested and every Young Agent should donate.” Michael O’ Leary, CPIA Account Executive
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VERMONT
“I found it to be an interesting experience and met some new young agents from other states that gave me ideas of progressing in our own committee!” Aislyn Vaughn, CISR Account Manager
For me, learning about the hot issues in insurance on Capitol Hill was very beneficial. I now look at all aspects of our industry and feel more aware. I truly feel like the agents have the opportunity to have their voices/opinions heard and respected. The young agents can make a difference!” Kody Lyon, AAI Producer
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VERMONT
VT YAC 2016 CALENDAR OF EVENTS* May 19
Quarterly Meeting
Brattleboro, VT
June 5
Trusted Choice Jr Golf Tournament Qualifier
Orleans, VT
August 25
Quarterly Meeting
Montpelier, VT
September 8
VIAA Annual Business Meeting
Montpelier, VT
September 9 -10
YAC Leadership Conference
Chicago, IL
September 22 – 23 VIAA Convention
Burlington, VT
October 3, 10, 17
CPIA Designation
Williston, VT
November 17
YAC Annual Meeting
Williston, VT
December 3
Young Agent Holiday Party
TBA
December 7
CPIA Refresher
Williston, VT
TBA Young Agent’s Fun Day TBA Dates, times and events are subject to change. Additional events will be added throughout the year. Check for updates via emails and the Vermont Young Agents Facebook Page. Interested In Joining? Questions? please email Kerri O’Connor, Vermont Young Agents Committee President.
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AmTrust has a bouquet of coverage for small businesses VERMONT
Complementary workers’ comp and BOP coverage By offering a competitive businessowners policy (BOP) as an individual product or as an accompaniment to our workers’ compensation insurance or commercial auto products, AmTrust has a selection that serves small businesses well. Better yet, we offer a 10% discount on BOP for our existing workers’ compensation policyholders. An umbrella policy is also available, with limits ranging from $1 million to $10 million to fit over our BOP and commercial auto products.
Meet Stu from AmTrust
Stu has some “stupendous” ways to save your policyholders money! Smartphone users:
To quickly request a quote or visit our website, please scan this QR code with your QR code reader app.
A.M. Best rating of “A” (Excellent) FSC X
AmTrust North America An AmTrust Financial Company
Your Success is Our Policy.®
For more information about how you can write business with AmTrust, please call 877.528.7878 or visit www.amtrustnorthamerica.com.
Consider us your trusted, improve-your-online-presenceand-retain-customers sidekick.
With so many competitors out there, you need every edge possible. Safeco gets that. That’s why we’re 100% dedicated to your success. Our goal is to give you everything you need to sell more insurance premium. The rest is up to you. 4 PROGRAMS DESIGNED TO HELP YOU: Customers for Life Workshop Producer Development Program
Contact your Territory Manager or Agency Specialist to find out more, or visit Safeco.com to learn how you can become a Safeco agent.
Bricks and Clicks Online Marketing Resource Center CSR Development Program
©2016 Liberty Mutual Insurance
HELP WANTED: Commercial Insurance Account Manager Holden Financial Services is a local independent insurance agency. We are looking for an individual with a polished background in customer service to join our commercial insurance department at our Rutland, VT location. As a Commercial Insurance Account Manager you’ll assist our commercial clients with their service needs, cross sell additional lines of business, and solicit new clients. You’ll work with other members of the Holden team to meet production goals and build a profitable book of business. This position allows you to put your thinking cap on to work through some of the risk challenges our clients face, and requires high level communication skills. Knowledge of the property and casualty insurance industry and AMS360 management system is a plus. Individuals who do not currently have a P & C insurance license will be required to do some self-study as part of the training/education program. Holden is committed to the pursuit of higher education by paying and encouraging employees to broaden their insurance knowledge, achieve professional insurance designations, and develop their skills in systems, business etiquette, and personal development. Compensation package for this full-time position includes: · · · · ·
Salary commensurate with experience Paid holiday, vacation and sick time Eligibility to participate in the group health, life and disability insurance plans Eligibility to participate in the agency 401k plan with matching benefits Participation in our employee bonus program
Nurturing an environment in which employees develop to their full potential requires a dynamic team of professionals. If you have what it takes to become part of our team we would like to hear from you. Feel free to check us out at www.holdeninsurancevt.com. Equal Opportunity Employer. Cover letter and resume should be sent to Holden Financial Services, Inc., Attn: Darlene Palmer. Email to: dpalmer@holdenvt.com Mail to: 94 Court Street, Middlebury VT 05753 Dropped off at: 92 Center Street, Rutland VT
15
THE MEETING SPACE YOU’VE BEEN LOOKING FOR
16
Perpetuate the Industry? Check.
Don’t wait until the office is empty to find new talent – support InVEST and find new recruits now. InVEST is a free, classroom to career program designed to increase awareness of the insurance industry with high school and college students. And, InVEST has been making huge strides over the last year. With a new student center, career center and more scholarship dollars than ever before, InVEST is touching more and more students daily. InVEST, a 501 (c)(3) non-profit, is supported by financial contributions from insurance companies and individuals, in addition to the active involvement of hundreds of insurance professionals. For volunteer and donor opportunities visit www.investprogram.org.
10 Reasons to Attend the Big “I” Young Agents Leadership Institute September 24-25 at the Fairmont San Francisco 1. 2. 3. 4. 5. 6. 7. 8. 9. 10.
Find answers to social media questions—from time management to ROI Find out how to tap your inner creative side to increase sales Make connections with other young agents—share your successes and challenges Hear from top insurance carrier executives on issues important to your agency Network with industry and association leaders Take away tools to help you work smarter Discover new marketing best practices Spend time with good friends and get great ideas Play a little jeopardy with our friends from the ACT Check out the sights and sounds of San Francisco, Calif.
www.independentagent.com/events www.independentagent.com/events
Register Today! viaa.org/education-center/2016-continuing-education-calendar/
Trusted Choice Big I National Championship ®
www.bigigolf.com I SH I” N ATION I ON AL CHAMP
P
B
IG “
Presented by
Nationwide®
Del Paso Country Club
Sacramento, California August 1 – 4, 2016 2015 Champions
Haley Thiele Wahoo, Nebraska
Wells Padgett Wichita, Kansas
Earn AJGA performance based entry points Thank You For Your Support
State Qualifying Tournament JUNE 5, 2016 ORLEANS COUNTRY CLUB Orleans, VT Contact: Jon Lussier 802.748.1200
Hosted by the Insurance Brokers and Agents of Sacramento
Embracing No! Phil Schuman There’s a sign I keep above my desk to refer to when making sales calls: “Your next great opportunity may come with the next phone call you make.” The reality of our life in sales is that we’ll hear “no” far more than we hear “yes”. Embrace this and you’ll be adopting the right mindset for a successful career in sales. Selling is not for the feint of heart – nobody wants to be told “no” repeatedly, yet if you can appreciate what “no” actually means and see it as just part of the entire sales calling process, you’ll be well on your way to conquering what many find to be the greatest challenge in selling. When a prospect tells you “no”, they are merely responding to the idea you have presented. They are not rejecting you, so it’s very important never to take rejection personally. When you hear “no” your job is to determine which of two categories it falls into: does it truly mean no in which case you’d be wasting your time pursuing it any further (NO stands for Next Opportunity); or does it mean “not right now” in which case you need to find a more suitable time to follow up. Either the timing isn’t yet right for them or you haven’t yet shown enough value to make them want to buy. There’s still work to be done to get them to a “yes”!
games. Twenty-six times I’ve been trusted to take the game winning shot and missed. I’ve failed over and over and over again in my life. And that is why I succeed.” Similarly the same season that Babe Ruth had the record number of strikeouts he also achieved the record number of home runs! As effective salespeople it’s our job when we’re faced with repeated no’s to keep surging forward with a smile and with no loss of enthusiasm, looking for the next great fit we know is out there. Always remember SW/SW/SW/SW: Some will, some won’t, so what, someone’s waiting. Simply put, every time you hear the word no you’re one step closer to hearing yes! Happy Selling! The Schuman Group empowers sales teams with real world tools through sales training, coaching and consulting services.
www.schuman-group.com
A sales team I worked with recently ran a weekly contest, but it’s not the contest you might expect. Each week the salesperson who received the most number of “no’s” from their phone and in-person prospecting calls would receive a prize. The sales manager knew that selling is a numbers game and the salesperson with the most no’s is also the salesperson with the most yes’s! The no’s were something to reward and this helped the salespeople not get down when they heard it! Michael Jordan’s quote sums this up perfectly: “I’ve missed more than 9,000 shots in my career. I’ve lost almost 300 21
Education Days Northern & Southern Vermont
Earn 6
credits in one day
Manchester
Newport
Wednesday, June 1 The Inns at Equinox
Tuesday, May 31 Jay Peak Resort
3567 Main St/ Manchester VT
830 Jay Peak Rd/ Jay VT
REGISTER South
Both Days
Schedule
REGISTER North 9 - 12 Lunch 1–4
Ethical Guidelines for Insurance Professionals | 3 CEUS Free with Registration Attendance must be specified when registering Cyber Security | 3 CEUS Registration Fees VIAA Members
Presented By
Non Members
Half Day $ 50 89
$
Full Day $ 80 158
$
Everything you insure is on your shoulders
Who do you trust to have your back? VIAS offers the most prestigious Errors & Omissions carrier(s) in the country: Westport Insurance Company & Utica National Insurance Group
For a quote or for more information contact Helen Collins at hcollins@viaa.org or 1-844-609-1481
www.iiaba.net/eohappens
VIAS is a subsidiary of Vermont Insurance Agents Association viaa.org
Vermont Insurance Agents Association Partner Program Diamond Partners
Platinum Partners Silver Partners AmTrust North America, Inc. Travelers
Gold Partners Co-Operative Insurance Cos. Hanover Insurance Group Imperial PFS MAPFRE|USA MEMIC
Bronze Partners CNA Foremost Insurance Co. Meadowbrook TPA Associates New England Excess Exchange, LTD NGM Insurance
Patriot Insurance Company
Thank you 2016 Annual Partners
?
DID YOU KNOW AGENCY E&O UMBRELLA IS NOW AVAILABLE THROUGH BIG “I” PROFESSIONAL LIABILITY A commercial umbrella underwritten by Swiss Re (rated A+ by A.M. Best) is now available exclusively to Big “I” members. Designed in collaboration with the IIABA to
PROTECT
your business with an E&O umbrella endorsed by IIABA
meet the needs of independent insurance agents Broad coverage over primary casualty lines,
including E&O Limits available up to $10 million over
CONSOLIDATE coverages with one carrier and avoid potential gaps
underlying primary E&O policy Will be available in 50 states and the
District of Columbia May to be written over a variety of E&O
carriers Contact your state association to learn more or to receive a quote today:
www.independentagent.com/EOContact
SECURE your agency’s future with the largest writer of agents professional liability in the country
SUPPORT your state association while protecting your business
Insurance products underwritten by Westport Insurance Corporation, Overland Park, Kansas. Westport is licensed in all 50 states and the District of Columbia. Insurance products mentioned may not be available in all states. Please contact your state administrator or Westport for availability in your state
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IMPERIAL PFS IS PLEASED TO ANNOUNCE OUR NEW PARTNERSHIP WITH VIAA. ®
IMPERIAL PFS® AND VIAA ARE WORKING TOGETHER TO CUSTOMIZE FINANCE PROGRAMS FOR MEMBER AGENCIES. To learn more about special programs for VIAA members, contact Steven Abramovitz at: 617.990.2364 or by email at: steven.abramovitz@ipfs.com
Visit us online at ipfs.com or download our mobile app today using your Android™ or IOS® device to get started.
Imperial PFS is a trade name affiliated with IPFS Corporation (IPFS), a premium finance company. Android is a trademark of Google Inc. IOS is a registered trademark of Cisco Systems, Inc. and/or its affiliates in the United States and certain other countries.
In Memoriam Agency News Peter M. Haslam, Sr.
(May 3, 1928 - April 24, 2016) VIAA President 1978-1979 Peter M. Haslam, Sr., 87, passed away peacefully at his home surrounded and comforted by his family on April 24, 2016. He died just shy of his 88th birthday. “Pete,” as he was known to everyone, often joked to friends and family that he was surprised to have lived to the age of 75. (His father, who died at 77, had been the longest-living Haslam.) Pete, who always loved a good party, threw himself one once he reached that milestone, and repeated the exercise for both his 80th and 85th birthdays. In August 2015, Pete learned he had cancer and battled the disease until he lost that fight on April 24th. The past few weeks of his life were filled with visits with close friends, telling stories, sharing his famous one-liners, saying goodbye, and laughing — despite having lost most of his voice. Ever the diligent planner — after all he was a lifelong insurance agent — he had his affairs in order and then some. Taking care of, and providing for his family, was always his No. 1 priority. Pete was born in St. Cloud, Minn., on May 3, 1928, the son of Daniel B. Haslam and Thelma (Martin.) He was just under 3 years old when they moved to Montpelier, Vt. He’d always wished he could claim he was a native Vermonter. His family later moved to Barre, Vt. He graduated from Spaulding High School in 1946, Kimball Union Academy in 1947, and the University of Vermont in 1951. Upon graduation, he went into the U.S. Army as a second lieutenant and served during the Korean War for 30
14 months during which he was promoted to first lieutenant. His successful and lengthy insurance career began after his return from the Korean War. Pete originally wanted to be a veterinarian. The veterinarian program, however, proved too challenging and the dean of the college told him — quite candidly — that he had two choices: an insurance career or the ministry! After his return from Korea he joined Berg, Carmolli, and Kent Insurance Agency in Barre, and sought further training with the Aetna Casualty and Surety Co., in Hartford, Conn., in 1954. He was subsequently sent to San Francisco to cover much of northern California as a Marine Department fieldman. Pete met his wife, Patricia Liddle, at the same San Francisco agency where she worked as an assistant underwriter. They were married at the historic Presidio Club overlooking the Golden Gate Bridge on Oct. 13, 1956. Just a few months later, Pete moved his native Michigander bride to Montpelier and the Green Mountains of Vermont where he was employed by the Vermont Mutual Company. He quickly rose to vice president. In 1958, Pete founded The Vermont Fieldman’s Association, and he served in too many other insurance industry organizations to mention throughout his career. Even after his promotion to vice president at Vermont Mutual, Pete still dreamed of owning his own agency. Soon after, Pete became the proud owner of Stowe Insurance Agency.
Agency News In 1969, Peter packed up his wife and three children and moved to Stowe. Pete, a non-skier, wondered how successful he’d be in an avid skiing community. That never turned out to be a problem, however, as he immersed himself in the community by not only learning to cross-country ski, but by becoming an important part of the fabric of the close-knit community of Stowe. He served as a dedicated member of Stowe Rotary (46 years) and was honored as a Paul Harris Fellow, as a Village Trustee & Electric Commissioner (25 years), and as a Union Bank director (29 years). He also served on the Copley Hospital Foundation Board, as a justice of the peace, as a member of Stowe’s Donald McMahon Post #64 American Legion, among many others. His list of memberships is long: Pete served as a director and long-time member of the Mountain View Country Club, in Greensboro, as a member of the Sigma Nu fraternity at UVM, and in recent years, became a member of St. Augustine of Canterbury Episcopal Church in Vero Beach, Fla. Pete, supported by several loyal employees — and his “right hand” and general manager Barbara Scribner — retired from Stowe Insurance Agency, Inc., in 1994. Along with several friends in Stowe he established a social cross-country ski group named Up Your Knickers, which met every Sunday during the winter. Each week a different couple would host an après-ski party and the fun would begin. His “baby,” as he called it, was the family camp on Caspian Lake in Greensboro, Vt. Purchased in the late 1950s by his parents, to Pete it always served as a symbol of his parents and brother, and as the true home for his wife, children and grandchildren. Countless memories were made at camp for 50-plus years, and for his family it will live on forever in honor of and celebration of his life. Pete and Pat “wintered well” as snowbirds in Vero Beach, Fla., and persuaded many of their Stowe friends to join them in recent years.
Dubbed “Stowe South” in the winter months, Pete and Pat enjoyed their lunch, dinner, and social events with special friends. Upon their return to Vermont in late April, Pete counted the days until the ice melted on Caspian so camp could be opened — even if it meant blow drying pipes to turn on the water — and he could move out to the lake for the summer season. Pete’s remembrance here wouldn’t be complete without mentioning his love of politics. He called himself an ardent “Ronald Reagan Conservative” and was proud of that moniker. He could argue with the best of them, but most arguments would end with a laugh and a wink. Over the last weeks of Pete’s life, many asked his thoughts on this year’s presidential race. Most of it cannot be repeated here. Survivors include his wife of 59.5 years, Pat; his daughter Sarah Haslam Ayers, and her husband Charlie of Middlebury, Vt.; son, Peter Jr., of Cantonment, Fla.; and daughter Kathryn Haslam Paine, and her companion Bill Atkinson of Stowe and Burlington, Vt. Four grandchildren: Nicholas M. Haslam and his fiancé, Carmen Mason of Waterbury, Vt., Samuel M. Paine and Benjamin H. Paine, and their father, Thomas B. Paine of Morrisville, Vt., and Madison M. Haslam of Alexandria, Va. His nephews, Gary M. Haslam and his wife, Betsy of Prescott, Ariz., and Daniel B. Haslam, III, of San Diego, Ca. Pete was predeceased by his brother, Daniel B. Haslam, Jr. A celebration of Pete’s life will be held on Saturday, June 4, 2016 at 2 p.m. at the Stowe Community Church, Stowe, Vt. A reception will immediately follow at the Town & Country Resort on the Mountain Road in Stowe. There will be no calling hours. In lieu of flowers, donations may be made to Lamoille Home Health and Hospice, 54 Farr Ave., Morrisville, VT 05661, or a charity of your choice. Faith Funeral Home is in charge of arrangements. Online condolences may be made by visiting faithfh.net.
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Agency News
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Agency News Sperry Wilson Passes Property & Casualty License for The Richards Group The Richards Group is pleased to announce that Sperry Wilson has recently passed the state Property & Casualty License Exam, and is now dually licensed to sell Employee Benefits and Commercial/Personal Insurance in Vermont, New Hampshire and Massachusetts.
“I deeply value the trusted relationships I’ve nurtured over my years at The Richards Group,” said Wilson. “With this new commercial license and skillset, I can deliver broader care and stewardship to the clients and communities I serve.”
“We are very excited that Sperry’s sales and account management skills will become an integral part of our growing commercial insurance presence in the Upper Valley”, said Tom Scull, Vice President. “For the past 8 years, Sperry has been and will continue to be a key contributor to The Richards Group’s Employee Benefit practice. The Richards Group is a much stronger organization now that she can assist her clients will all their commercial insurance needs.”
Sperry joined The Richards Group in September 2008 and works out of the Norwich, VT office. Starting as an Account Manager for the Employee Benefits Group, Sperry is an advisor to mid-size businesses with expertise in health care reform and both the New Hampshire and Vermont State Exchanges. She is licensed in Vermont, New Hampshire and Massachusetts.
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Company News Mark J. McDonnell promoted to Executive Vice President and COO Vermont Mutual Insurance Group® announced that Mark J. McDonnell has been promoted to Executive Vice President and Chief Operating Officer of the Group. Mr. McDonnell is an industry veteran with 30 years of property casualty experience, having held a variety of management positions of increasing responsibility with both regional and national carriers prior to joining Vermont Mutual as Senior Vice President in 2014. In his new role, McDonnell will assume responsibility for Claims, while retaining his existing responsibilities for Marketing, Underwriting, Product Development, R&D/Pricing, Loss Control, Compliance and Communications. “Since joining Vermont Mutual, Mark has been instrumental in directing a number of strategic initiatives, as well as providing day to day leadership support within our organization. His leadership and wealth of experience will help to ensure the long-term growth and success of Vermont Mutual Insurance Group and I look
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forward to partnering with Mark as we move the organization forward” said President and Chief Executive Officer, Daniel C. Bridge. Mr. McDonnell said “I’m very grateful for the support and confidence shown in me by Dan and our Board of Directors, and look forward to continuing to work with the great team at Vermont Mutual, and our Agency Partners that represent us so well in their markets.” McDonnell’s insurance designations include CPCU, CIC, AIT, AAM and AIM. He received his Bachelors of Science in Business and Biology from Albright College and his Masters of Business Administration from Eastern University. He currently serves on the Ethics Committee of the National CPCU Society and IIABA’s Council for Best Practices and has served on the boards of several community organizations and industry panels during his career.
Company News Vermont Mutual Insurance Group Charitable Giving Fund Makes Donation to Central Vermont Habitat for Humanity Vermont Mutual Insurance Group®, long recognized as a top 50 Property and Casualty insurer in the U.S., recently presented Central Vermont Habitat for Humanity with a donation of $15,000. The grant is part of the Charitable Giving Fund that was established by the Group back in 2014. “Central Vermont Habitat for Humanity builds affordable, decent, energy-efficient homes in partnership with families in need” stated Debbie Goodwin, Executive Director, Central Vermont Habitat for Humanity, Inc. “We are thrilled to be sponsored by Vermont Mutual Insurance Group for our upcoming local building projects. We look forward to working with the community to ensure more affordable housing.” Vermont Mutual President and CEO, Dan Bridge, stated “We are especially pleased to present
this check to Central Vermont Habitat for Humanity. For forty years Habitat has helped millions of lowincome families realize the American dream of owning a home. It seems very fitting that our organization, which has been protecting the homes of Vermonters for 188 years, would partner with Habitat to make home ownership possible for someone right here in the community where we were founded and remain today.” Vermont Mutual’s Charitable Giving Fund provides financial support to organizations that help to build, maintain and enrich healthy lives and strong, vibrant communities. The Fund’s primary focus is to contribute to nonprofit organizations that serve Vermont Mutual communities. The Charitable Giving Fund, launched In 2014, has provided grants to over 75 charities in the communities we serve.
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Company News Bridge Elected Chairman at 189th Annual Meeting of Vermont Mutual Insurance Group The 189th annual meeting of Vermont Mutual Insurance Group® was held on April 20, 2016, where current President & CEO, Daniel C. Bridge, was also elected Chairman of the Board of Directors. “Since joining Vermont Mutual in 2009, Dan has played an integral role in guiding the direction of this well-respected group of companies” said Thomas J. Tierney, Vermont Mutual’s former Chairman, President and CEO. “The Board is more than pleased to have Dan accept the responsibilities of Chairman and we have every confidence in his ability to continue to lead the organization into the future.” “I am truly honored to accept the position of Chairman” said Mr. Bridge. “As we move forward we are blending a rich and successful history with modernization efforts that will allow us to remain a stable, predictable and competent partner for our agents and a financially secure insurance solution for our policyholders.” In commenting on 2015 results, Bridge stated, “In spite of the historic snowfall and resulting losses in parts of our territory in 2015, we were pleased to remain profitable and achieve our growth goals for the year. We also executed several key strategic initiatives that will benefit our company, agency partners and customers for years to come. Bridge added, “We are also very pleased to be recognized by Ward Group, with
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our seventh consecutive Top 50 Company award, and the affirmation of our A+ (Superior) rating by A.M. Best.” During 2015 Vermont Mutual Insurance Group increased its direct written premium to an unprecedented $401,019,601. Additionally, policyholders’ surplus increased to an all-time high of $380,880,769. The full list of officers elected at this year’s annual meeting are as follows: Daniel C. Bridge, Chairman, President & Chief Executive Officer Mark J. McDonnell, Executive Vice President and Chief Operating Officer Richard N. Bland, Vice President, General Counsel and Secretary Susan L. Chicoine, Vice President Human Resources Joanne M. Currier, Vice President Information Technology David N. DeLuca, Vice President Claims Brian C. Eagan, Vice President, Chief Financial Officer and Treasurer Shaun P.T. Farley, Vice President Marketing Terry J. Moore, Vice President Underwriting
Company News Marcella Smith Selected to Lead Human Resources for Ohio Mutual Ohio Mutual President and CEO Mark C. Russell today announced that Marcella S. Smith will join the company effective April 25 as Vice President of Human Resources. Smith will succeed 43-year veteran Michael Horvath, who will retire after 13 years with the company on June 1.
A resident of Mansfield, OH, Smith holds a Bachelor of Science degree from The Ohio State University, and an MBA from Ashland University. She comes to Ohio Mutual from AAA Ohio Auto Club, and has previously held HR executive and management positions at Sarnova, Inc. and School Specialty Inc.
“Marcella has an impressive professional background, with nearly three decades of experience in human resources and training,” said Russell. “She brings a broad knowledge of strategy development and organizational design, and an understanding of the insurance industry –all of which will allow her to make immediate contributions as a member of our senior management team.”
As Vice President of Human Resources, Smith will be responsible for supporting the strategic direction of the organization in areas including talent management, succession planning, training and development, diversity, compensation, and benefits.
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Helen Collins hcollins@viaa.org